Oct 25, 2010

Trying to predict the next big sellerBy Cindy Atoji Keene and Patricia Hunt SinacoleBoston.com

It’s not yet Halloween, but purchasing manager Paula Dunbar is already thinking ahead to Valentine’s Day.

As retail buyer for Party Favors, a Brookline gift and novelty store, she is keeping an eye on the supply of black light strip while still looking toward Feb. 14 and forecasting what might be hot for that holiday. She’s predicting that the cupcake motif — sweet, sexy, and cute — will continue to be a top seller, and she’s placing orders for cupcake bandages, lip balm, floss, stickers, and key chains.

“It’s all about knowing our customers and what they want to buy, as well as predicting trends,” said Dunbar, 32.

Nearly half of purchasing managers in the nation work for wholesale trade or manufacturing operations, with 10 percent employed at retail establishments. Some purchasing agents are college graduates, while others, like Dunbar, work their way up to the position. She began by selling merchandise at Party Favors, then gradually was given additional responsibility, such as checking invoices on products received, keeping track of stock, then buying-related duties.

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