THE LAST WORD
New World (Buying) Order
By Erinn Morgan
When you have spent 27 years working in any industry, you have certainly earned the moniker "veteran." But even though she has logged a lot of optical hours, Terry Zinno, vice president of product and distribution at 125-store Sight Resource Corp., continues to refine and reinvent ways to make the buying process run more smoothly. "I have been doing this my whole life," says Zinno, who started working at the now out-of-business frame manufacturer Univis when she was 18. "It was my summer job and I never left." Zinno worked in the manufacturing end for two years and then moved up to the purchasing department. After this, she moved to the scheduling department and learned how to manage inventory along a just-in-time schedule. "When I left I was VP of materials." Her next move-to doing the buying at Eyeworld in Natick, Mass.-would take her over to the retail side of the business. "I loved the buying and was ready for it," she explains. "It was new and different. Plus, it was 12 years ago and the industry was very different. It wasn't as fast-moving and there wasn't as much competition like today with all the chains and saturation of retail out there. There were a lot fewer brands and no managed care." Soon, however, Zinno left to handle purchasing for Cambridge Eye Doctors, which was soon after bought by Sight Resource. Today, she runs a seven-person buying and distribution department at Sight Resource. Even though her duties reach far beyond buying, she says she is still very hands-on. "You have to come up with some very heavy strategies," she says. "Because I came from manufacturing, my true strength is in inventory management and analysis. I keep the inventory clean and low. I have my normal 20-something vendors. I know my strength and that is being able to see through projects and understand the answer. It's never gotten out of control here. I'm not trying to toot my own horn-that's the truth." In addition to overseeing the buying for the 125 stores, Zinno also implemented six new private label lines in the last few years. "It is a lot of fun to create the names and the line. Actually, you are really designing a look for a particular market," she says. In addition to everything else, she oversees Sight Resource's distribution centers and is heavily involved in gross profit and inventory levels. "I am responsible for the gross profit and the inventory level," she says. "You have to make sure everything works out. It's a one-stop shop in my department." She also spends part of her time at trade shows such as the International Vision Expos, MIDO, and SILMO, scanning fashion magazines for trends, and visiting the Sight Resource-operated stores. "It's very necessary to visit them," she says. The most satisfying thing about her job? "I get satisfaction out of my own style of running the department and how I build plans for the stores," she says, noting that buying allows her to use both her business sense and creative side. "I love all the number crunching and I absolutely love fashion. Putting those two together and creating and implementing plans out is what I love." When asked what career she would have chosen if she could be anything else, Zinno laughs. "A singer! I want to play guitar and be in a rock band. And I have the worst voice in the world, but I love music." One couldn't help but surmise, however, that this optical industry success story could do anything she really put her mind to. Rock on!