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CHAPTER 12

CHAPTER 12. RETAILING STRATEGY. DEFINITION OF RETAILER. Sells majority of sales to consumers. RETAILING STRATEGY. Current Types of Retailers Retail Revenue Streams Retail Cost Efficiencies Concentrated Niches. CURRENT TYPES OF RETAILERS. Retail stores only Online retailers only

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CHAPTER 12

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  1. CHAPTER 12 RETAILING STRATEGY

  2. DEFINITION OF RETAILER Sells majority of sales to consumers

  3. RETAILING STRATEGY • Current Types of Retailers • Retail Revenue Streams • Retail Cost Efficiencies • Concentrated Niches

  4. CURRENT TYPES OF RETAILERS • Retail stores only • Online retailers only • Retail stores and online retailers

  5. RETAIL STORE INNOVATIONS IndustryPeriodInnovation Department Store 1880’s Urban Growth Supermarket 1930’s Depression Discounter 1950’s Affluence Specialty Market 1980’s Breakup of Markets

  6. DEPARTMENT STORES • Broad product lines • Lots of services • High markups

  7. DEPARTMENT STORE EXAMPLES • Neiman Marcus • Dillard’s • Nordstrom

  8. SUPERMARKETS • Primarily food products • Expanded into non-food products • Extensive self-service

  9. HOUSTON SUPERMARKETS • Kroger • HEB • Whole Foods • Trader Joe’s

  10. DISCOUNT STORES • Compete on price • Volume-oriented • Limited assortment sizes

  11. DISCOUNT STORE EXAMPLES • Walmart • Costco • Target • Sam’s

  12. SPECIALTY RETAILERS • Focus on a specific customer market • Stock products in depth

  13. SPECIALTY RETAILERS EXAMPLES • Best Buy • Container Store • Office Depot • Ikea

  14. CHANGES IN OFFICE SUPPLY RETAILING Neighborhood Office Supply Office Depot Amazon.com Time iPad

  15. ONLINE RETAILERS ONLY Selling on-line

  16. ONLINE RETAILING EXAMPLES • Warby Parker eyewear • Threadless • Blinds.com • Blue Nile • Fanatic, Inc

  17. AFFILIATES OF BLINDS.COM • Interior design companies • Custom home builders • Home carpet companies

  18. ONLINE JEWELRER(Blue Nile) Make the sale Collect the money Buy diamonds from wholesaler Drop ship from wholesaler to customer

  19. RETAIL STORES AND ONLINE RETAILERS • Bonobos and Nordstrom • True Fit and Macy’s

  20. U.S. WEB SALES IN 2012 Amazon $61 Billion Wal-Mart $8 Billion

  21. RETAIL REVENUE STREAMS • Sale of product • Credit add-on • Service add-on • Warranty add-on • Trade-in

  22. RETAIL COST EFFICIENCIES ActivitiesCost Savings Self-Service Reduces sales staff Supply Chains Reduces logistic costs Internet Selling Reduces channel costs

  23. CONCENTRATED RETAIL NICHES • Charming Charlie • Men’s Wearhouse • Hot Mama • Buc-ee’s

  24. RETAILING TRENDS Small Retailers Large Retailers Retail Store Orders Internet Retail Orders Internet Retail Orders Your Home Delivery Buyers Sellers (More (Less Control) Control)

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