15 Retailing Dr Close Role of Retailing Retailing
![15 Retailing Dr. Close 15 Retailing Dr. Close](https://slidetodoc.com/presentation_image_h/2a1b5b446796d7f06ac77db5f86626d9/image-1.jpg)
![Role of Retailing • Retailing: sale of products to final customers (personal or family Role of Retailing • Retailing: sale of products to final customers (personal or family](https://slidetodoc.com/presentation_image_h/2a1b5b446796d7f06ac77db5f86626d9/image-2.jpg)
![Retail Strategy • • Retailing is top heavy: top 5% have 53% of sales Retail Strategy • • Retailing is top heavy: top 5% have 53% of sales](https://slidetodoc.com/presentation_image_h/2a1b5b446796d7f06ac77db5f86626d9/image-3.jpg)
![Franchising as a Retail Strategy • Granting business rights to franchisee, who pays for Franchising as a Retail Strategy • Granting business rights to franchisee, who pays for](https://slidetodoc.com/presentation_image_h/2a1b5b446796d7f06ac77db5f86626d9/image-4.jpg)
![Retail Marketing Mix • Target Market (Old Navy, Gap, Banana Republic) • Merchandise Mix Retail Marketing Mix • Target Market (Old Navy, Gap, Banana Republic) • Merchandise Mix](https://slidetodoc.com/presentation_image_h/2a1b5b446796d7f06ac77db5f86626d9/image-5.jpg)
![Price and Retail Payment Price and Retail Payment](https://slidetodoc.com/presentation_image_h/2a1b5b446796d7f06ac77db5f86626d9/image-6.jpg)
![How important are payment options? How important are payment options?](https://slidetodoc.com/presentation_image_h/2a1b5b446796d7f06ac77db5f86626d9/image-7.jpg)
![Classification of Retail by 1. 2. 3. 4. Ownership (indy, franchise chain) Service level Classification of Retail by 1. 2. 3. 4. Ownership (indy, franchise chain) Service level](https://slidetodoc.com/presentation_image_h/2a1b5b446796d7f06ac77db5f86626d9/image-8.jpg)
![Specialty Stores • A type of retailer • Conventional: know examples of… – Traditional: Specialty Stores • A type of retailer • Conventional: know examples of… – Traditional:](https://slidetodoc.com/presentation_image_h/2a1b5b446796d7f06ac77db5f86626d9/image-9.jpg)
![Specialty Stores, cont. • Category killers/specialists (modern form of single line) – Specialized mass; Specialty Stores, cont. • Category killers/specialists (modern form of single line) – Specialized mass;](https://slidetodoc.com/presentation_image_h/2a1b5b446796d7f06ac77db5f86626d9/image-10.jpg)
![Department Stores • Limited line: part of type; slow movers – Specialty shop: hi Department Stores • Limited line: part of type; slow movers – Specialty shop: hi](https://slidetodoc.com/presentation_image_h/2a1b5b446796d7f06ac77db5f86626d9/image-11.jpg)
![Discount Stores • Scrambled merchandise: anything sells in volume (supermarkets, Rx) • Mass merchandising Discount Stores • Scrambled merchandise: anything sells in volume (supermarkets, Rx) • Mass merchandising](https://slidetodoc.com/presentation_image_h/2a1b5b446796d7f06ac77db5f86626d9/image-12.jpg)
![Discount Stores, cont. • Discount full-line mass merchandisers (Reg. Wal-Mart & K-Mart) – What? Discount Stores, cont. • Discount full-line mass merchandisers (Reg. Wal-Mart & K-Mart) – What?](https://slidetodoc.com/presentation_image_h/2a1b5b446796d7f06ac77db5f86626d9/image-13.jpg)
![Discount Stores, cont. • Off-price retailers (Marshalls, Ross, TJ Maxx) • Supercenters (Super Wal-Mart, Discount Stores, cont. • Off-price retailers (Marshalls, Ross, TJ Maxx) • Supercenters (Super Wal-Mart,](https://slidetodoc.com/presentation_image_h/2a1b5b446796d7f06ac77db5f86626d9/image-14.jpg)
![Supermarkets – Large, self-service retailer with grocery specialty – Self-scanning trend: what is your Supermarkets – Large, self-service retailer with grocery specialty – Self-scanning trend: what is your](https://slidetodoc.com/presentation_image_h/2a1b5b446796d7f06ac77db5f86626d9/image-15.jpg)
![Warehouse Clubs • Warehouse club / wholesale club (Sam’s, Costco) – No frills, members Warehouse Clubs • Warehouse club / wholesale club (Sam’s, Costco) – No frills, members](https://slidetodoc.com/presentation_image_h/2a1b5b446796d7f06ac77db5f86626d9/image-16.jpg)
![Convenience Stores • Convenience products • Often with gas stations – Convenience stores: fill-in Convenience Stores • Convenience products • Often with gas stations – Convenience stores: fill-in](https://slidetodoc.com/presentation_image_h/2a1b5b446796d7f06ac77db5f86626d9/image-17.jpg)
![Non-Store Retailing • Vending: hi costs; hi prices (flat sales) • Vending is a Non-Store Retailing • Vending: hi costs; hi prices (flat sales) • Vending is a](https://slidetodoc.com/presentation_image_h/2a1b5b446796d7f06ac77db5f86626d9/image-18.jpg)
![e. Tailing and DTC • e. Tail= electronic retail • DTC= Direct to consumer e. Tailing and DTC • e. Tail= electronic retail • DTC= Direct to consumer](https://slidetodoc.com/presentation_image_h/2a1b5b446796d7f06ac77db5f86626d9/image-19.jpg)
![e. Tail • • More innovative e-tail sites Mondera http: //www. mondera. com Nike e. Tail • • More innovative e-tail sites Mondera http: //www. mondera. com Nike](https://slidetodoc.com/presentation_image_h/2a1b5b446796d7f06ac77db5f86626d9/image-20.jpg)
![E-cart abandonment • When you put an item in your online cart, and do E-cart abandonment • When you put an item in your online cart, and do](https://slidetodoc.com/presentation_image_h/2a1b5b446796d7f06ac77db5f86626d9/image-21.jpg)
![E-cart abandonment • • • Top reasons for e-cart abandonment: Research/organization use Privacy/security issues E-cart abandonment • • • Top reasons for e-cart abandonment: Research/organization use Privacy/security issues](https://slidetodoc.com/presentation_image_h/2a1b5b446796d7f06ac77db5f86626d9/image-22.jpg)
![Summary • • Role of retailing Retail strategy Retail Marketing Mix Types of retailers Summary • • Role of retailing Retail strategy Retail Marketing Mix Types of retailers](https://slidetodoc.com/presentation_image_h/2a1b5b446796d7f06ac77db5f86626d9/image-23.jpg)
- Slides: 23
![15 Retailing Dr Close 15 Retailing Dr. Close](https://slidetodoc.com/presentation_image_h/2a1b5b446796d7f06ac77db5f86626d9/image-1.jpg)
15 Retailing Dr. Close
![Role of Retailing Retailing sale of products to final customers personal or family Role of Retailing • Retailing: sale of products to final customers (personal or family](https://slidetodoc.com/presentation_image_h/2a1b5b446796d7f06ac77db5f86626d9/image-2.jpg)
Role of Retailing • Retailing: sale of products to final customers (personal or family use) • Employs 15 million people in the U. S. • Accounts for $4 trillion to the U. S. economy – Customer contact – vital customer data here – Wheel of retailing: • Enter as low margin, low price (e. g. , Izod) • Evolve higher price and service (supermarkets; electronics) • Can you think of any other products or services that evolved from shabby to sheek?
![Retail Strategy Retailing is top heavy top 5 have 53 of sales Retail Strategy • • Retailing is top heavy: top 5% have 53% of sales](https://slidetodoc.com/presentation_image_h/2a1b5b446796d7f06ac77db5f86626d9/image-3.jpg)
Retail Strategy • • Retailing is top heavy: top 5% have 53% of sales Wal-Mart has 5% of all retail sales Retailing is risky: ¾ fail within a year! Non-financial risks: give up your evenings and weekends (especially during holidays) – http: //www. landsend. com Lands End: Successful Aspects?
![Franchising as a Retail Strategy Granting business rights to franchisee who pays for Franchising as a Retail Strategy • Granting business rights to franchisee, who pays for](https://slidetodoc.com/presentation_image_h/2a1b5b446796d7f06ac77db5f86626d9/image-4.jpg)
Franchising as a Retail Strategy • Granting business rights to franchisee, who pays for the right to use the brand name, product, or methods • Examples of retail franchisers:
![Retail Marketing Mix Target Market Old Navy Gap Banana Republic Merchandise Mix Retail Marketing Mix • Target Market (Old Navy, Gap, Banana Republic) • Merchandise Mix](https://slidetodoc.com/presentation_image_h/2a1b5b446796d7f06ac77db5f86626d9/image-5.jpg)
Retail Marketing Mix • Target Market (Old Navy, Gap, Banana Republic) • Merchandise Mix (breadth or depth) • Promotion (local, in-store works) • Location, location • Atmosphere (temperature, music, color) • Price and payment options
![Price and Retail Payment Price and Retail Payment](https://slidetodoc.com/presentation_image_h/2a1b5b446796d7f06ac77db5f86626d9/image-6.jpg)
Price and Retail Payment
![How important are payment options How important are payment options?](https://slidetodoc.com/presentation_image_h/2a1b5b446796d7f06ac77db5f86626d9/image-7.jpg)
How important are payment options?
![Classification of Retail by 1 2 3 4 Ownership indy franchise chain Service level Classification of Retail by 1. 2. 3. 4. Ownership (indy, franchise chain) Service level](https://slidetodoc.com/presentation_image_h/2a1b5b446796d7f06ac77db5f86626d9/image-8.jpg)
Classification of Retail by 1. 2. 3. 4. Ownership (indy, franchise chain) Service level (Nordstrom vs. Wal-mart) Assortment (CVS vs. Smith’s) Price (Tiffany vs. jewelry kiosk)
![Specialty Stores A type of retailer Conventional know examples of Traditional Specialty Stores • A type of retailer • Conventional: know examples of… – Traditional:](https://slidetodoc.com/presentation_image_h/2a1b5b446796d7f06ac77db5f86626d9/image-9.jpg)
Specialty Stores • A type of retailer • Conventional: know examples of… – Traditional: general store: anything sold in volume (why gone? ) – Focus develops: • Single line: one type (hardware, sporting goods, and what else? ? )
![Specialty Stores cont Category killersspecialists modern form of single line Specialized mass Specialty Stores, cont. • Category killers/specialists (modern form of single line) – Specialized mass;](https://slidetodoc.com/presentation_image_h/2a1b5b446796d7f06ac77db5f86626d9/image-10.jpg)
Specialty Stores, cont. • Category killers/specialists (modern form of single line) – Specialized mass; all in line (Toys R Us; Circuit City; Home Depot) – “kill” type of merchandise
![Department Stores Limited line part of type slow movers Specialty shop hi Department Stores • Limited line: part of type; slow movers – Specialty shop: hi](https://slidetodoc.com/presentation_image_h/2a1b5b446796d7f06ac77db5f86626d9/image-11.jpg)
Department Stores • Limited line: part of type; slow movers – Specialty shop: hi end, hi service, expanded assortment – Department store: each department has a limited line; decline since 50 s; shopping products – High costs and competition
![Discount Stores Scrambled merchandise anything sells in volume supermarkets Rx Mass merchandising Discount Stores • Scrambled merchandise: anything sells in volume (supermarkets, Rx) • Mass merchandising](https://slidetodoc.com/presentation_image_h/2a1b5b446796d7f06ac77db5f86626d9/image-12.jpg)
Discount Stores • Scrambled merchandise: anything sells in volume (supermarkets, Rx) • Mass merchandising concept: – Low price and turnover to spur sales volume through bigger markets
![Discount Stores cont Discount fullline mass merchandisers Reg WalMart KMart What Discount Stores, cont. • Discount full-line mass merchandisers (Reg. Wal-Mart & K-Mart) – What?](https://slidetodoc.com/presentation_image_h/2a1b5b446796d7f06ac77db5f86626d9/image-13.jpg)
Discount Stores, cont. • Discount full-line mass merchandisers (Reg. Wal-Mart & K-Mart) – What? Large, self service stores focusing on • Soft goods (housewares, fabrics, apparel) & • Staples (smooth demand, health and beauty) • Low price, low service, high turnover
![Discount Stores cont Offprice retailers Marshalls Ross TJ Maxx Supercenters Super WalMart Discount Stores, cont. • Off-price retailers (Marshalls, Ross, TJ Maxx) • Supercenters (Super Wal-Mart,](https://slidetodoc.com/presentation_image_h/2a1b5b446796d7f06ac77db5f86626d9/image-14.jpg)
Discount Stores, cont. • Off-price retailers (Marshalls, Ross, TJ Maxx) • Supercenters (Super Wal-Mart, Super Target, Big K) – All routine needs at low price – Mass merchandise + groceries
![Supermarkets Large selfservice retailer with grocery specialty Selfscanning trend what is your Supermarkets – Large, self-service retailer with grocery specialty – Self-scanning trend: what is your](https://slidetodoc.com/presentation_image_h/2a1b5b446796d7f06ac77db5f86626d9/image-15.jpg)
Supermarkets – Large, self-service retailer with grocery specialty – Self-scanning trend: what is your take? – Competition: fierce, 1% profit on many items
![Warehouse Clubs Warehouse club wholesale club Sams Costco No frills members Warehouse Clubs • Warehouse club / wholesale club (Sam’s, Costco) – No frills, members](https://slidetodoc.com/presentation_image_h/2a1b5b446796d7f06ac77db5f86626d9/image-16.jpg)
Warehouse Clubs • Warehouse club / wholesale club (Sam’s, Costco) – No frills, members only (why? ) – Bulk purchases: price competition, homogeneous shopping goods
![Convenience Stores Convenience products Often with gas stations Convenience stores fillin Convenience Stores • Convenience products • Often with gas stations – Convenience stores: fill-in](https://slidetodoc.com/presentation_image_h/2a1b5b446796d7f06ac77db5f86626d9/image-17.jpg)
Convenience Stores • Convenience products • Often with gas stations – Convenience stores: fill-in your “regular” shopping • Competition (fast food also) • 24/7 is more important • We pay for the convenience
![NonStore Retailing Vending hi costs hi prices flat sales Vending is a Non-Store Retailing • Vending: hi costs; hi prices (flat sales) • Vending is a](https://slidetodoc.com/presentation_image_h/2a1b5b446796d7f06ac77db5f86626d9/image-18.jpg)
Non-Store Retailing • Vending: hi costs; hi prices (flat sales) • Vending is a $40 billion U. S. market • Cashless vending=wave of future • Direct Marketing (Mail, Catalog, Telemarketing) • E-tailing (TV shopping, online) • M-commerce: buy from mobile devices (e. g. , cell phones)
![e Tailing and DTC e Tail electronic retail DTC Direct to consumer e. Tailing and DTC • e. Tail= electronic retail • DTC= Direct to consumer](https://slidetodoc.com/presentation_image_h/2a1b5b446796d7f06ac77db5f86626d9/image-19.jpg)
e. Tailing and DTC • e. Tail= electronic retail • DTC= Direct to consumer • Shrinking use of wholesalers? (bypassing wholesalers more and more) • e. Bay: hybrid etailer/online auction site • Even sells services online (examples of services on ebay? )
![e Tail More innovative etail sites Mondera http www mondera com Nike e. Tail • • More innovative e-tail sites Mondera http: //www. mondera. com Nike](https://slidetodoc.com/presentation_image_h/2a1b5b446796d7f06ac77db5f86626d9/image-20.jpg)
e. Tail • • More innovative e-tail sites Mondera http: //www. mondera. com Nike ID http: //nikeid. nike. com Zappos http: //www. zappos. com
![Ecart abandonment When you put an item in your online cart and do E-cart abandonment • When you put an item in your online cart, and do](https://slidetodoc.com/presentation_image_h/2a1b5b446796d7f06ac77db5f86626d9/image-21.jpg)
E-cart abandonment • When you put an item in your online cart, and do not complete the purchase during that Internet session. • A common practice Why do we do this?
![Ecart abandonment Top reasons for ecart abandonment Researchorganization use Privacysecurity issues E-cart abandonment • • • Top reasons for e-cart abandonment: Research/organization use Privacy/security issues](https://slidetodoc.com/presentation_image_h/2a1b5b446796d7f06ac77db5f86626d9/image-22.jpg)
E-cart abandonment • • • Top reasons for e-cart abandonment: Research/organization use Privacy/security issues Frustration of the length of the checkout process Total cost (including shipping, handling, and/or tax if applicable) • Desire to wait for a sale price (online or offline) • E-shopping for mere entertainment (versus a true intention to buy)
![Summary Role of retailing Retail strategy Retail Marketing Mix Types of retailers Summary • • Role of retailing Retail strategy Retail Marketing Mix Types of retailers](https://slidetodoc.com/presentation_image_h/2a1b5b446796d7f06ac77db5f86626d9/image-23.jpg)
Summary • • Role of retailing Retail strategy Retail Marketing Mix Types of retailers Non-store retail E-tail Any questions? ?
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