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Retailing

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  • 1. RETAILING
  • 2.  All activities involved in selling goods or services directly to final consumers for their personal, nonbusiness use.
  • 3.  Business whose sales come primarily from retailing.
  • 4. Type Of Retailers Amount of service  Retailers may offer one of three levels of service: A.) Self-service retailers serve customers who are willing to perform their own “locate- compare-select” process to save money.
  • 5.  B.) Limited service retailers - provide more sales assistance because they carry more shopping goods about which customers need information. C.) Full service retailers – such as specialty stores and first class department stores, salespeople assist customers in every phase of the shopping process.
  • 6.  Specialty store – a retail store that carries a narrow product line with a deep assortment within that line. Department store – a retail organization that carries a wide variety of product lines – typically clothing , home furnishing and household goods.
  • 7.  Supermarket – large , low-cost , low- margin , high – volume, self-service store that carries a wide variety of food, laundry and household products. Convenience store – a small store, located near a residential area, that is open long hours seven days a week and carries a limited line of high turnover convenience goods.
  • 8.  Superstore – a store almost twice the size of a regular supermarket that carries a large assortment of routinely purchased food and nonfood item and offers services such as dry cleaning , post offices , photo finishing , check cashing , bill paying , lunch counters , car care , and pet care.
  • 9.  Category killer - giant specialty store that carries a very deep assortment of a particular line and is staffed by knowledgeable employees.
  • 10.  Discount store – a retail institution that sells standard merchandise at lower prices by accepting lower margins and selling at higher volume. Off price retailer – retailer that buys at less than regular wholesale prices and sells at less than retail.
  • 11.  Independent off price retailer – off price retailer that is either owned and run by entrepreneurs or is division of larger retail corporation. Factory outlet – off price retailing operation that is owned and operated by a manufacturer and that normally carries the manufacturer’s surplus , discontinued or irregular goods.
  • 12.  Warehouse club - off price retailer that sells a limited selection of brand name grocery items , appliance , clothing and a hodgepodge of other goods at deep discounts to members who pay annual membership fees.
  • 13. RETAIL ORGANIZATIONS Chain stores-two or more outlets that are owned and controlled in common, have central buying and merchandising, and sell similar lines of merchandise.
  • 14. Major Types of RetailOrganization Type DescriptionCorporate chain stores Two or more outlets that are commonly owned and controlled , employ central buying and merchandising and sell similar lines of merchandise.Voluntary Chains Wholesaler sponsored groups of independent retailers engaged in bulk buying and common merchandisingRetailer cooperatives Groups of independent retailers who set up a central buying organization and conduct joint promotion merchandising.
  • 15. Franchise organizations Contractual association between a franchiser ( a manufacturer , wholesaler , or service organization ) and franchisees ( independent businesspeople who buy the right to own and operate one or more units in the franchise system ).Merchandising conglomerate A free form corporation that combines several diversified retailing lines and forms under central ownership , along with some integration of their distribution and management functions.
  • 16. Retailer Marketing Decisions Retailer Marketing Mix Product and service assortment Retailer Strategy PricesTarget market PromotionRetail storepositioning Place (location)
  • 17.
  • 18. Some new directions that maydeliver both franchiser growthand franchisee earning include: Strategic alliances with major outside corporations Expansion abroad Nontraditional site locations
  • 19. Target Market and PositioningDecision:
  • 20. Product Assortment and ServicesDecision Retailers must decide on three major product variables :1.) The retailer’s product assortment should match target shoppers expectations.2.) Retailers also must decide on a services mix to offer customers.3.) The store’s atmosphere is another element in its product arsenal.

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