Download - Marketing Management BUS-309
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Marketing Management
BUS-309
Erlan Bakiev, Ph.D.
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Chapter ThirteenRetailing and Wholesaling
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Retailing and Wholesaling
Retailing Retailer Marketing Decisions Retailing Trends and Developments Wholesaling
Topic Outline
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Retailing
Retailing includes all the activities in selling products or services directly to final consumers for their personal, non-business use
Retailers are businesses whose sales come primarily from retailing
Shopper marketing is using in-store promotions and advertising to extend brand equity to the last mile
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Major Store Retailer Types
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Retailing
Amount of service
Self-service (Locate-Compare-Select Process)
Limited service
Full service
Types of Retailers
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RetailingProduct LineSpecialty stores • Narrow product line with deep assortment
Department stores • Wide variety of product lines
Convenience stores • Limited line of high-turnover goods
Superstores• Non-food goods
Category killers• Deep in category with sales staff
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RetailingTypes of Retailers
Relative Prices
Discount stores
Off-price retailers
Factory outlets
Warehouse clubs
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RetailingTypes of Retailers
Organizational Approach
Corporate chains
Voluntary chains
Retailer cooperative
s
Franchise organization
s
Merchandising
conglomerates
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Retailing
Corporate Chains are two or more outlets that are commonly owned and controlled
Size allows them to buy in large quantities at lower prices and gain promotional economies Sears CVS
Types of RetailersOrganizational Approach
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Retailing
Voluntary chains are wholesale-sponsored groups of independent retailers that engage in group buying and common merchandising
IGA
Western Auto
Types of RetailersOrganizational Approach
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Retailing
Retailer cooperatives is a group of independent retailers that band together to set up a joint-owned, central wholesale operation and conduct joint merchandising and promotion effort
Ace Hardware
Associated Grocers
Types of RetailersOrganizational Approach
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Retailing
Franchise organizations are based on some unique product or service; on a method of doing business; or on the trade name, good will, or patent that the franchisor has developed
Types of Retailers Organizational Approach
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RetailingRetailer Marketing Decisions
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Retailing
Segmentation targeting, differentiation, and positioning involves the definition and profile of the market so the other retail marketing decisions can be made
Retailer Marketing Decisions
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Retailing
Product assortment and service decisions include:
Product assortment
Services mix
Store atmosphere
Retailer Marketing DecisionsProduct Assortment and Service
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Retailing
Price policy must fit the target market and positioning, product and service assortment, and competition
Retailer Marketing DecisionsPrice Decision
• High markup on lower volume
• Low markup on higher volume
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Retailing
High-low pricing involves charging higher prices on an everyday basis, coupled with frequent sales and other price promotions
Everyday low price (EDLP) involves charging constant, everyday low prices with few sales or discounts
Retailer Marketing DecisionsPrice Decision
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RetailingRetailer Marketing Decisions
Promotion Decision
Advertising
Personal selling
Sales promotio
n
Public relations
Direct marketin
g
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Retailing
Central business districts are located in cities and include department and specialty stores, banks, and movie theaters
Shopping center is a group of retail businesses planned, developed, owned, and managed as a unit
Retailer Marketing Decisions - Place Decision
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Retailing
Wheel-of-retailing concept states that many new types of retailing forms begin as low-margin, low-price, low-status operations, and challenge established retailers. As they succeed they upgrade their facilities and offer more services, increasing their costs and forcing them to increase prices, eventually becoming the retailers they replaced.
Retailing Trends and DevelopmentsNew Retail Forms and Shortening Retail Life Cycles
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Retailing
Growth of non-store retailing includes:
Mail order
Television
Phone
Online
Retailing Trends and DevelopmentsNew Retail Forms and Shortening Retail Life Cycless
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Retailing
Retail convergence involves the merging of consumers, producers, prices, and retailers, creating greater competition for retailers and greater difficulty differentiating offerings
Retailing Trends and DevelopmentsNew Retail Forms and Shortening Retail Life Cycles
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Retailing
The rise of megaretailers involves the rise of mass merchandisers and specialty superstores, the formation of vertical marketing systems, and a rash of retail mergers and acquisitions
Superior information systems
Buying power
Large selection
The Future of RetailingNew Retail Forms and Shortening Retail Life Cycles
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Retailing
Growing importance of retail technology provides better forecasts, inventory control, electronic ordering, transfer of information, scanning, online transaction processing, improved merchandise handling systems, and the ability to connect with customers
Retailing Trends and DevelopmentsNew Retail Forms and Shortening Retail Life Cycles
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Wholesaling
Selling and promotingBuying assortment building
Bulk breakingWarehousing
TransportationFinancing
Risk bearingMarket information
Management services and advice
Wholesaling includes all activities involved in selling goods and services to those buying for resale or business use
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Wholesaling
Selling and promoting involves the wholesaler’s sales force helping the manufacturer reach many smaller customers at lower cost
Buying assortment building involves the selection of items and building of assortments needed by their customers, saving the customers work
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Wholesaling
Bulk breaking involves the wholesaler buying in larger quantity and breaking into smaller lots for its customers
Warehousing involves the wholesaler holding inventory, reducing its customers’ inventory cost and risk
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Wholesaling
Transportation involves the wholesaler providing quick delivery due to its proximity to the buyer
Financing involves the wholesaler providing credit and financing suppliers by ordering earlier and paying on time
Wholesaling
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Wholesaling
Risk bearing involves the wholesaler absorbing risk by taking title and bearing the cost of theft, damage, spoilage, and obsolescence
Market information involves the wholesaler providing information to suppliers and customers about competitors, new products, and price developments
Wholesaling
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Wholesaling
Management services and advice involves wholesalers helping retailers train their sales clerks, improve store layouts, and set up accounting and inventory control systems
Wholesaling
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WholesalingTypes of Wholesalers
Merchant wholesalers
Agents and brokers
Manufacturers’ sales branches
and offices
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Wholesaling
Merchant wholesalers is the largest group of wholesalers and include:
Full-service wholesalers who provide a full set of services
Limited service wholesalers who provide few services and specialized functions
Types of Wholesalers
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Wholesaling
Brokers and agents do not take title, perform a few functions, and specialize by product line or customer type
Brokers bring buyers and sellers together and assist in negotiations
Agents represent buyers or sellers
Types of Wholesalers
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Wholesaling
Manufacturers’ sales branches and offices is a form of wholesaling by sellers or buyers themselves rather than through independent wholesalers
Types of Wholesalers
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WholesalingWholesaler Marketing Decisions
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Wholesaling
Target market and positioning decisions
Size of customer
Type of customer
Need for service
Wholesaler Marketing Decisions
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Wholesaling
Marketing mix decisions
Product
Price
Promotion
Place
Wholesaler Marketing Decisions
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Wholesaling
Challenges
Resistance to price increases
Fewer suppliers
Changing customer needs
Adding value by increasing efficiency and effectiveness
Trends in Wholesaling