1 / 97

Slide 17-1

Slide 17-1. C HAPTER. RETAILING. Slide 17-2. AFTER READING THIS CHAPTER YOU SHOULD BE ABLE TO:. Identify retailers in terms of the utilities they provide. Explain the alternative ways to classify retail outlets. Describe the many methods of nonstore retailing. Slide 17-3.

eve-moses
Download Presentation

Slide 17-1

An Image/Link below is provided (as is) to download presentation Download Policy: Content on the Website is provided to you AS IS for your information and personal use and may not be sold / licensed / shared on other websites without getting consent from its author. Content is provided to you AS IS for your information and personal use only. Download presentation by click this link. While downloading, if for some reason you are not able to download a presentation, the publisher may have deleted the file from their server. During download, if you can't get a presentation, the file might be deleted by the publisher.

E N D

Presentation Transcript

  1. Slide 17-1

  2. CHAPTER RETAILING Slide 17-2

  3. AFTER READING THIS CHAPTERYOU SHOULD BE ABLE TO: • Identify retailers in terms of the utilities they provide. • Explain the alternative ways to classify retail outlets. • Describe the many methods of nonstore retailing. Slide 17-3

  4. AFTER READING THIS CHAPTERYOU SHOULD BE ABLE TO: • Classify retailers in terms of the retail positioning matrix. • Develop retailing mix strategies over the life cycle of a retail store. Slide 17-4

  5. TRADING UP…AT TARGET! Slide 17-5

  6. THE VALUE OF RETAILING • Retailing • Consumer Utilities Offered by Retailing • The Global Impact of Retailing Slide 17-6

  7. FIGURE 17-1 Which company best represents which utilities? Slide 17-7

  8. FIGURE 17-2 Retail sales ($billions), by type of business Slide 17-8

  9. PoloWhat consumer utility is offered? Slide 17-9

  10. PrintempsWhat is the global economic impact of retailing? Slide 17-10

  11. Concept Check 1. When Polo makes shirts cut to a customer’s exact preferences, what utility is provided? A: form utility Slide 17-11

  12. Concept Check 2. Two measures of the impact of retailing in the global economy are ________ and _________________. total sales number of employees Slide 17-12

  13. CLASSIFYING RETAIL OUTLETS • Form of Ownership • Independent Retailer • Corporate Chain • Contractual Systems • Business-Format Franchises • Product-Distribution Franchises Slide 17-13

  14. MARKETING NEWSNET Say Good-Bye to Bar Codes! Slide 17-14

  15. Radio ShackWhat form of retail ownership? Slide 17-15

  16. FIGURE 17-3 The top five franchises in the United States Slide 17-16

  17. CLASSIFYING RETAIL OUTLETS • Level of Service • Self-Service • Limited Service • Full-Service Slide 17-17

  18. CLASSIFYING RETAIL OUTLETS • Type of Merchandise Line • Depth of Product Line • Specialty Outlets • Category Killers Slide 17-18

  19. FIGURE 17-4 Breadth versus depth of merchandise lines Slide 17-19

  20. CLASSIFYING RETAIL OUTLETS • Merchandise Line • Breadth of Product Line • General Merchandise Stores • Scrambled Merchandising • Hypermarket • Supercenter • Intertype Competition Slide 17-20

  21. FIGURE 17-5 Differences between hypermarkets and supercenters Slide 17-21

  22. Concept Check 1. Centralized decision making and purchasing are an advantage of ____ ownership. chain Slide 17-22

  23. Concept Check 2. What are some examples of new forms of self-service retailers? A: Delta Airline’s and the Hilton’sself-service kiosk for customer check-in as well as others. Slide 17-23

  24. Concept Check 3. Would a shop for big men’s clothes carrying pants in sizes 40 to 60 have a broad or deep product line? A: deep product line Slide 17-24

  25. NONSTORE RETAILING • Automatic Vending • Direct Mail and Catalogs • Television Home Shopping • Online Retailing • Telemarketing • Do-Not-Call Registry • Direct Selling Slide 17-25

  26. FIGURE 17-6 Forms of nonstore retailing Slide 17-26

  27. Coke Vending MachineWhat are the strengths and weaknessesof this form of nonstore retailing? Slide 17-27

  28. Specialty CatalogsWhat are the strengths and weaknessesof this form of nonstore retailing? Sears L.L. Bean Lilly’s Kids Slide 17-28

  29. QVC Television Home ShoppingWhat are the strengths and weaknessesof this form of nonstore retailing? Slide 17-29

  30. Online RetailingWhat are the strengths and weaknessesof this form of nonstore retailing? Slide 17-30

  31. WEB LINK Dress (Your Virtual Model) for Success! Slide 17-31

  32. Internet CafésWhat are the strengths and weaknessesof this form of nonstore retailing? Slide 17-32

  33. Concept Check 1. Successful catalog retailers often send _______ catalogs to _____ markets identified in their databases. specialty niche Slide 17-33

  34. Concept Check 2. How are retailers increasing consumer interest and involvement in online retailing? A: Retailers have improved the online retailing experience by adding experiential or interactive activities to their websites through virtual models or the ability to customize a purchase. Slide 17-34

  35. Concept Check 3. Where are direct selling retail sales growing? Why? A: Direct-selling retailers are expanding into other global markets due to a lack of effective distribution channels and consumer knowledge about products and brands. Slide 17-35

  36. RETAILING STRATEGY • Positioning a Retail Store • Retail Positioning Matrix • Breadth of Product Line • Value Added • Keys to Positioning Slide 17-36

  37. FIGURE 17-7 Elements of a retailing strategy Slide 17-37

  38. FIGURE 17-8 Retail positioning matrix Slide 17-38

  39. FIGURE 17-A Implications of the retailing positioning matrix Slide 17-39

  40. ADVERTISEMENT 17-ATiffany: A retailer in the high-value added/narrow line quadrant of the retail positioning matrix Slide 17-40

  41. RETAILING STRATEGY • Retailing Mix • Retail Pricing • Markup • Original Markup • Markup on Selling Price • Markup on Cost • Maintained Markup • Gross Margin • Markdown Slide 17-41

  42. RETAILING STRATEGY • Retailing Mix • Retail Pricing • Everyday Low Pricing • Everyday Fair Pricing • Prices as Benchmarks or Signposts Slide 17-42

  43. RETAILING STRATEGY • Retailing Mix • Retail Pricing • Shrinkage • Off-Price Retailing • Warehouse Club • Outlet Store • Single-Price or Extreme Value Retailers Slide 17-43

  44. ETHICS AND SOCIAL RESPONSIBILITY ALERT Who Takes the Five-Finger Discount? You’ll Be Surprised! Slide 17-44

  45. RETAILING STRATEGY • Retailing Mix • Store Location • Central Business District • Regional Shopping Center • Anchor Stores • Community Shopping Center • Strip Location • Power Center • Carts, Kiosks, and Wall Units Slide 17-45

  46. Mall of AmericaWhat kind of store location or setting? Slide 17-46

  47. RETAILING STRATEGY • Retailing Mix • Retail Communication • Image • Atmosphere or Ambiance • Merchandise • Category Management • Consumer Marketing at Retail (CMAR) Slide 17-47

  48. Concept Check 1. What are the two dimensions of the retail positioning matrix? A: breadth of product line and value added Slide 17-48

  49. Concept Check 2. How does original markup differ from maintained markup? A: The original markup is the difference between retailer cost and initial selling price whereas maintained markup is the difference between the final selling price and retailer cost. Slide 17-49

  50. Concept Check 3. A huge shopping strip with multiple anchor stores is a _____ center. power Slide 17-50

More Related