Retailing

Sameer Mathur Assistant Professor (Marketing) www.smathur.com Retailing

FREE TEACHING RESOURCES ON MARKETING MANAGEMENT at www.smathur.com/teaching.php Over 100,000 views by Management students and business professionals from over 90 different countries These presentations are part of Sameer Mathur's teaching portfolio. They are free to view or download for non-profit, academic use. Disclaimer: These teaching materials have been compiled from multiple, non-credited sources for non-profit, academic use. Copyright is retained by the original content creators. Sameer Mathur , Ph.D . Assistant Professor (Marketing) Web: www.smathur.com Email : [email_address] Twitter: @ProfessorMathur Facebook: Click Here

Retailing

Retailing in the USA Source: walmart.com, target.com, kmart.com; Business 2.0, June 2003

Top 5 Retailers Source: walmart.com, target.com, kmart.com; Business 2.0, June 2003

Next 5 Retailers

Canadian Retail Sales by Sector

Retail Saales by Province/Territory

Types of Retailers

Retail Life Cycle

Retailer Classification
Amount of service
Product lines
Relative prices
Organizational approach
Self-service retailers
Customers are willing to self-serve to save money
Convenience stores and fast moving shopping goods
Limited-service retailers
Most department stores
Full-service retailers
Salespeople assist customers in every aspect of shopping experience
High-end department stores and specialty stores
Retailers Are Classified By:

Chapter 13 Version 6e Level of Service Full Service Self Service Discount stores Exclusive stores Factory outlets Warehouse clubs

Chapter 13 Version 6e Type of Retailer Department Store Specialty Store Supermarket Convenience Store Drugstore Full-line Discounter Specialty Discounter Warehouse Clubs Off-price Retailer Restaurant Service Level Mod Hi-High High Low Low Low-Mod Mod-Low Mod-Low Low Low Low-High Assort- ment Price Gross Margin Broad Narrow Broad Med-Narrow Medium Med-Broad Med-Broad Broad Med-Narrow Med-Narrow Mod-High Mod-High Moderate Mod High Moderate Mod Low Mod Lo-low Low-lower Low Low-High Mod High High Low Mod High Low Mod Low Mod Low Low Low Low-High

Amount of service
Product lines
Relative prices
Specialty stores
Narrow product lines with deep assortments
Department stores
Wide variety of product lines
Supermarkets
Convenience stores
Limited line
Superstores
Food, nonfood, and services

Breadth versus Depth

Retail Positioning Matrix

Amount of service
Product lines
Relative prices
Discount stores
Low margins are offset by high volume
Off-price retailers
Independent off-price retailers
TJ Maxx, Marshall’s
Factory outlets
Levi Strauss, Reebok
Warehouse clubs
Sam’s Club, Costco

Currently has over 1500 stores
Also sells products designed specifically for Target.
defensible niche with middle and upper-end customers with low price but high style.
Source: Datamonitor

Factory Outlets

Amount of service
Product lines
Relative prices
Corporate chain stores
Commonly owned / controlled
Retailer cooperatives
Groups of independent retailers who buy in bulk
Franchise organizations
Based on something unique

Ownership Chapter 13 Version 6e

Retail Marketing Strategy Develop the “Six P’s” Define & Select a Target Market Key Tasks in Strategic Retailing

Target Market

Retailing Mix Chapter 13 Version 6e STEP 2: Choose the Retailing Mix Product Price Promotion Place Personnel Presentation

Retailing Mix Chapter 13 Version 6e Target Market Product Price Promotion Place Personnel Presentation

Product Offering The mix of products offered to the consumer by the retailer; also called the product assortment or merchandise mix.

Retail Promotion Strategy Chapter 13 Version 6e Retail Promotion Strategy Advertising Public Relations Publicity Sales Promotion

Location
Large, long-term commitment of resources
Location will affect future growth
Local environment may change over time

Chapter 13 Version 6e

Price Chapter 13 Version 6e Quality Image High Price Low Price Good Value

Presentation of Store Chapter 13 Version 6e

Personal and Customer Service

Retailing Mix Chapter 13 Version 6e Target Market Product Price Promotion Place Personnel Presentation

Retailing

Readings P396, 5. Retailing P398, The Value and Scope of Retailing P398, Form of Ownership P399, Classifying Retail Outlets P401, Level of Service; Merchandise Line P403, Nonstore Retailing; Automatic Vending P404, Direct Mail and Catalogues P404, Television Home Shopping; Online Retailing P405, Telemarketing P406, Retailing Strategy P406, Positioning a Retail Store P408, Retailing Mix P412, The Changing Nature of Retailing P415, Challenges Canadian Retailers Face…

FREE TEACHING RESOURCES ON MARKETING MANAGEMENT at www.smathur.com/teaching.php Over 100,000 views by Management students and business professionals from over 90 different countries These presentations are part of Sameer Mathur's teaching portfolio. They are free to view or download for non-profit, academic use. Disclaimer: These teaching materials have been compiled from multiple, non-credited sources for non-profit, academic use. Copyright is retained by the original content creators. Sameer Mathur , Ph.D . Assistant Professor (Marketing) Web: www.smathur.com Email : [email_address] Twitter: @ProfessorMathur Facebook: Click Here

Sameer Mathur , Ph.D . Assistant Professor (Marketing) Web: www.smathur.com Email : [email_address] Twitter: @ProfessorMathur Facebook: Click Here RELATED SLIDES CLICK BELOW TO LEARN ABOUT: 1. How China Influences Retailing 2. Integrated Marketing Communications POPULAR SLIDES CLICK BELOW TO LEARN ABOUT: 1. Segmentation and Targeting 2. Positioning, Perceptual Maps

http://www.smathur.com	3147
http://smathur.com	1770

Retailing

by Sameer Mathur on Nov 07, 2010

Accessibility

Categories

Tags

Upload Details

Usage Rights

2 Embeds 4,917

Statistics

Retailing — Presentation Transcript