Chapter 9

1. Chapter 9 Trading-Area Analysis Dr Pointer’s Notes

2. Chapter Objectives • To demonstrate the importance of store location for a retailer and outline the process for choosing a store location • To discuss the concept of a trading area and its related components • To show how trading areas may be delineated for existing and new stores

3. Chapter Objectives_2 • To examine three major factors in trading-area analysis • Population characteristics • Economic base characteristics • Competition and level of saturation

4. Importance of Selecting Right location • Location decisions are complex, costly and little flexibility once selected • Location attributes have a large affect retailer’s success • The right location may help compensate for a less than stellar retail mix.

5. Location, Location, Location • Criteria to consider include • population size and traits • competition • transportation access • parking availability • nature of nearby stores • property costs • length of agreement • legal restrictions

6. Choosing a Store Location Step 1: Evaluate alternate geographic (trading) areas in terms of residents and existing retailers Step 2: Determine whether to locate as an isolated store or in a planned shopping center Step 3: Select the location type Step 4: Analyze alternate sites contained in the specific retail location type

7. Trading-Area Analysis A trading area is a geographic area containing the customers of a particular firm or group of firms for specific goods or services. Proposed trading areas should be evaluated thoroughly Any trading area overlaps?

8. Location-Trading Area • Trading area overlap – where the same customers are served by both stores • Need to calculate the net increase in sales to determine if it is worth while to open new store

9. Discovery of consumer demographics and socioeconomic characteristics Opportunity to determine focus of promotional activities Opportunity to view media coverage patterns Assessment of effects of trading area overlap Ascertain whether chain’s competitors will open nearby Discovery of ideal number of outlets, geographic weaknesses Review of other issues, such as transportation Benefits of Trading Area Analysis

10. Figure 9.2 The Trading Areas of Current and Proposed Outlets A B A. Trading area of existing store B. Trading area of new store

11. GIS Software • Geographic Information Systems software, which combines • digitized mapping with key locational data to graphically depict trading-area characteristics such as • population demographics • data on customer purchases • listings of current, proposed, and competitor locations

12. Private Firms Offering Mapping Software Claritas ESRI GDT GeoVue Mapinfo SRC

13. The Size and Shape of Trading Areas • Primary trading area - 50-80% of a store’s customers • Secondary trading area - 15-25% of a store’s customers • Fringe trading area - all remaining customers

14. Figure 9.5 The Segments of a Trading Area Store Fringe Secondary Primary

15. Destination storeshave a better assortment, better promotion, and/or better image It generates a trading area much larger than that of its competitors Dunkin’ Donuts: “It’s worth the trip!” Parasite storesdo not create their own traffic and have no real trading area of their own These stores depend on people who are drawn to area for other reasons Destinations versus Parasites

16. Trading Areas and Store Type Largest TRADING AREAS Smallest Department stores Supermarkets Apparel stores Gift stores Convenience stores

17. The Trading Area of a New Store Different tools must be used when an area must be evaluated in terms of opportunities rather than current patronage and traffic patterns • Trend analysis-projecting future based on past • Consumer surveys- gather information from residents in the area • Computerized trading area analysis models- using computers to evaluate potential areas.

18. Advantages of Computer Models for Trading Area Analysis • They are objective and systematic • They offer insights as to how each locational attribute should be weighted • Useful in screening a large number of locations • Can be helpful in assessing performance by comparing forecasts with results.

19. Computerized Trading-Area Analysis Models Analog Model Regression Model Gravity Model

20. Traditional Means of Delineating Trading Areas • Reilly’s law of retail gravitation – establishes a point of indifference between 2 cities so the trading areas of each can be determined Point of difference – geographic breaking point between 2 cities where consumers are indifferent to shopping at either trading area • Huff’s law of shopper attraction – delineates trading areas on the basis of the product assortment (of the items desired most by consumers) carried at various shopping locations, travel times from the shoppers’ home and etc.

21. Limitations of Reilly’s Law • Distance is only measured by major thoroughfares; some people will travel shorter distances along cross streets • Travel time does not reflect distance traveled. Many people are more concerned with time traveled than with distance • Actual distance may not correspond with perceptions of distance

22. Huff’s Law Huff’s law of shopper attraction delineates trading areas on the basis of product assortment (of the items desired by the consumer) carried at various shopping locations, travel times from the shopper’s home to alternative locations, and the sensitivity of the kind of shopping to travel time.

23. Total size and density Age distribution Average educational level Percentage of residents owning homes Total disposable income Per capita disposable income Occupation distribution Trends Table 9.1 Chief Factors to Consider in Evaluating Retail Trading Areas Population Size and Characteristics

24. Management Management trainee Clerical Table 9.1 Chief Factors to Consider in Evaluating Retail Trading Areas Availability of Labor

25. Delivery costs Timeliness Number of manufacturers Number of wholesalers Availability of product lines Reliability of product lines Table 9.1 Chief Factors to Consider in Evaluating Retail Trading Areas Closeness to Sources of Supply

26. Dominant industry Extent of diversification Growth projections Freedom from economic and seasonal fluctuations Availability of credit and financial facilities Table 9.1 Chief Factors to Consider in Evaluating Retail Trading Areas Economic Base

27. Number and size of existing competition Evaluation of competitor strengths and weaknesses Short-run and long-run outlook Level of saturation Table 9.1 Chief Factors to Consider in Evaluating Retail Trading Areas Competitive Situation

28. Number and type of store locations Access to transportation Owning versus leasing opportunities Zoning restrictions Costs Table 9.1 Chief Factors to Consider in Evaluating Retail Trading Areas Availability of Store Locations

29. Taxes Licensing Operations Minimum wages Zoning Table 9.1 Chief Factors to Consider in Evaluating Retail Trading Areas Regulations

30. Elements in Trading-Area Selection Economic Base Characteristics Population Characteristics Nature and Saturation of Competition

31. Characteristics of the Population • Need to have detailed analysis of population • There are many secondary sources of information • Census data –census of population • Survey of Buying Power – annual retail sales by area, annual retail sales by specific product categories, annual effective buying income and 5 yr population and retail sales projection. Buying Power Index (BPI) weight measure which combines different economic variables that determines the attractiveness of a geographic area

32. Table 9.3 Selected Population Statistics for Trading Areas A and B

33. Economic Basis • This evaluates a city’s commercial and industrial infrastructure and resident’s sources of income • Good to seek a city with a diversified economic base • These factors should be evaluated percentage of labor force in each industry, transportation, banking facilities, impact of economic fluctuations, future of different industries operating in the city

34. Nature and Intensity of competition • Markets with intensive competitive competition are unattractive • These factors should be evaluating when assessing competition in an area 1. number of existing stores 2. size distribution of existing stores 3. rate of new store openings, strength and weaknesses of all stores 4. short-run and long run trends and level of saturation

35. Nature and Intensity of competition • Understored trading area – too few stores selling a specific good or service satisfy the needs of population • Overstored trading area – area has many stores selling a specific goods and many retailers cannot make enough profits to survive • Saturated trading area – proper amount of stores to satisfy needs of it population

36. Measuring Trading Area Saturation • Trading areas can support only a given number of stores or square feet of selling space per good/service category. • Ratios that must be calculated/evaluated average sales per store average sales per store category average store sales per capita or household average sales per square foot of selling area Average sales per employee Saturation levels per cities can be compared

37. Questions