Angeli Nicole J. Reinoso - Chapter 16 (Kotler)

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Angeli Nicole J. Reinoso - Chapter 16 (Kotler)

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  • Canon Marketing Philippines Inc.: Exclusive distributor of Canon cameras, lenses, printers, photocopiers Zuellig Pharma: Mission = To be Asia’s premier partner for distribution of healthcare products.
  • Bloomingdale’s: stores that feature a broad product assortment and high value added pay close attention to store design, product quality, service, and image. Their profit margin is high, and if they have high enough volume, they will be very profitable. Tiffany: stores that feature a narrow product assortment and high value added cultivate an exclusive image and operate on high margin and low volume Sunglass Hut: stores that feature a narrow line and low value added keep costs and prices low by centralizing buying, merchandising, advertising, and distribution Wal-Mart: stores that feature broad line and low value added focus on keeping prices low and have the image of a place for good buys. High volume makes up for low margin.
  • Bloomingdale’s: stores that feature a broad product assortment and high value added pay close attention to store design, product quality, service, and image. Their profit margin is high, and if they have high enough volume, they will be very profitable. Tiffany: stores that feature a narrow product assortment and high value added cultivate an exclusive image and operate on high margin and low volume Sunglass Hut: stores that feature a narrow line and low value added keep costs and prices low by centralizing buying, merchandising, advertising, and distribution Wal-Mart: stores that feature broad line and low value added focus on keeping prices low and have the image of a place for good buys. High volume makes up for low margin.
  • Production planning Sales and distribution Materials management Finance Human Resource Quality Inspection
  • Supermarkets charge a “slotting fee” for accepting a new brand to cover the cost of listing and stocking it. Generics: unbranded, plainly packaged, less expensive versions of common products Novartis: one of the world’s top five makers of branded drugs but is also the world’s second-largest maker of generic drugs.
  • Market logistics includes planning the infrastructure to meet demand, then implement- ing and controlling the physical flows of materials and final goods from points of origin to points of use, to meet customer requirements at a profit.
  • Angeli Nicole J. Reinoso - Chapter 16 (Kotler)

    1. 1. 16: Managing Retailing, Wholesaling, & Logistics Angeli Nicole J. Reinoso Ateneo School of Medicine and Public Health MD-MBA 070034 May 12, 2010 Top 10 Concepts
    2. 2. Outline: RETAILING <ul><li>What? Retailing vs. Wholesaling </li></ul><ul><li>Who? Major Retailer Types </li></ul><ul><li>How? Positioning Strategies </li></ul><ul><li>What Now? Adapt to Trends! </li></ul><ul><li>How? Marketing Decisions </li></ul><ul><li>Good or Bad? Private Labels </li></ul>
    3. 3. Outline: WHOLESALING <ul><li>Why? Efficiency Promoting Functions </li></ul><ul><li>How? Strengthening Relationships with Manufacturers </li></ul>
    4. 4. Outline: LOGISTICS <ul><li>What? Most Efficient Way to Deliver Value </li></ul><ul><li>How? Market Logistics Decisions </li></ul>
    5. 5. Concept 1: Retailing = personal use Wholesaling = reselling
    6. 6. Concept 2: Major Retailer Types Specialty Store Department Store Supermarket Convenience Store
    7. 7. Concept 2: Major Retailer Types Discount Store Off-price Retailer Superstore Catalog Showroom
    8. 8. Concept 3: Positioning Strategies Broad Narrow Low High Breadth of Product Line Value Added
    9. 9. Concept 3: Positioning Strategies Broad Narrow Low High Breadth of Product Line Value Added Bambang Medical Supplies
    10. 10. Concept 4: New Retail Environment
    11. 11. <ul><ul><li>New Retail Forms/Combinations </li></ul></ul>Concept 4: New Retail Environment
    12. 12. <ul><ul><li>Store-Based and Non-Store-Based Retailing </li></ul></ul>Concept 4: New Retail Environment
    13. 13. <ul><ul><li>Store-Based and Non-Store-Based Retailing </li></ul></ul>Concept 4: New Retail Environment
    14. 14. <ul><ul><li>Investment in Technology </li></ul></ul>Concept 4: New Retail Environment
    15. 15. <ul><li>Target Market </li></ul><ul><li>Product Assortment </li></ul><ul><li>Procurement </li></ul><ul><li>Prices </li></ul><ul><li>Services </li></ul><ul><li>Store Atmosphere </li></ul><ul><li>Store Activities & Experiences </li></ul><ul><li>Communications </li></ul><ul><li>Location Decision </li></ul>Concept 5: Marketing Decisions
    16. 16. Concept 5: Marketing Decisions
    17. 17. Concept 6: Private Labels Brand that retailers and wholesalers develop
    18. 18. Concept 7: Wholesaling Functions Selling and Promoting Buying and Assortment Building Bulk Breaking Warehousing Transportation Financing Risk Bearing Market Information Management Services and Counseling
    19. 19. <ul><li>Clear agreement </li></ul><ul><li>Insight into requirements </li></ul><ul><li>Fulfilled commitments </li></ul><ul><li>Value-added services </li></ul>Concept 8: Relationship with Manufacturers
    20. 20. Concept 9: Market Logistics Steps for Market Logistics Planning: Company’s value proposition Best channel design and network strategy Operational excellence Implement solution
    21. 21. Concept 10: Market Logistics Decisions Order Processing Warehousing Inventory Transportation
    22. 22. Outline: RETAILING <ul><li>What? Retailing vs. Wholesaling </li></ul><ul><li>Who? Major Retailer Types </li></ul><ul><li>How? Positioning Strategies </li></ul><ul><li>What Now? Adapt to Trends! </li></ul><ul><li>How? Marketing Decisions </li></ul><ul><li>Good or Bad? Private Labels </li></ul>
    23. 23. Outline: WHOLESALING <ul><li>Why? Efficiency Promoting Functions </li></ul><ul><li>How? Strengthening Relationships with Manufacturers </li></ul>
    24. 24. Outline: LOGISTICS <ul><li>What? Most Efficient Way to Deliver Value, Planning </li></ul><ul><li>How? Market Logistics Decisions </li></ul>
    25. 25. Conclusion: Managing Retailing, Wholesaling, & Logistics <ul><li>Supplier </li></ul><ul><li>Wholesaler </li></ul><ul><li>Retailer </li></ul><ul><li>Final Consumer </li></ul>Marketing Decisions Trends
    26. 26. 16: Managing Retailing, Wholesaling, & Logistics Angeli Nicole J. Reinoso Ateneo School of Medicine and Public Health MD-MBA 070034 May 12, 2010 Top 10 Concepts

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