Ch 11 DSM

retailer

a business whose sales come primarily from retailing

Store retailers can be classified by________

amount of service product line sold relative prices

Deciding on store atmosphere

example of product assortment and services decision

Online buying is growing _____ than retail buying as a whole

much brisker pace

new retail forms continue to emerge to meet new situations and consumer needs, but the life cycle of ____ is getting shorter

new retail forms

Full service wholesalers

provide a complete line of services, carrying stock, maintaining a sales forces, offering credit, making deliveries and providing management assistance

The trend of _______ has resulted in different types of retailers now selling the same products at the same prices to the same customers

retail convergences

service retailer

retailer whose product line is actually a service, examples include hotels, airlines, banks and colleges

wholesale merchants

sell primarily to retailers and provide a full range of services

Corporate chain

two or more outlets that are commonly owned and controlled

Omni channel retailing

Seamless cross-channel buying experience that integrates in store, online and mobile shopping

Price decision

deciding on either high mark ups or lower volume or low mark up and higher volume

It is important that retailers select locations that are accessible to the target market in areas that are consistent with the

retailers positioning

like retailers, wholesalers must ___

segment and target carefully differentiate position themselves effectively

Industrial distributors

sell to manufacturers rather than to retailers

Guided by_______. retailers must decide on a retail marketing mix- product and service assortment, price, promotion, and place

strong targeting and positioning

Major trends in retail

1. megaretailers 2. rapid growth of direct online mobile and social media retailing 3. growth of importance of retail technology 4. surge in green retailing 5. global expansion of major retailers

Three major groups of wholesalers

1. merchant wholesalers 2. brokers and agents 3. manufacturers and retailers branches and offices

New major trends in developments in retail include

1. new retail forms 2. shortening retail life cycles 3. retail convergence

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

Franchise organization

contractual association between a franchisor (a manufacturer, wholesaler, or service organization) and a franchisee (independent business people who buy the right to own and operate one or more business units in the franchise system

Three major product variables

Product assortment services mix store atmosphere

supermarket

a large low-cost, low margin high volume self service store that carries a wide variety of grocery and household products

superstore

a store that offers a large assortment of routinely purchased food products, nonfood items, and services

Retailer Cooperative

group of independent retailers who jointly establish a central buying organization and conduct joint promotion efforts

Shopper marketing

involves focusing the entire marketing process to turn shoppers into buyers as they approach the point of sale

limited service wholesalers

only offer specific services, like cash and carry wholesalers, drop shippers, rack jobbers producers, cooperatives, and mail order or web wholesalers

What are the retailer marketing decisions

1. segmentation and targeting 2. store differentiation & positioning 3. retail marketing mix

shopping center

a group of retail businesses built on a site that is planed, developed, owned and managed as a unit

department store

a retail store that carries a wide variety of product lines, each operated as a separate department managed by specialist buyers or merchandisers.

voluntary chain

a wholesaler-sponsored group of independent retailers engaged in group buying and merchandising

Retailing

activities involved in selling goods or services directly to final consumers for their personal nonbusiness use

wholesalers recognize that in the long run their existence comes from ___ which occurs by increasing the efficiency and effectiveness of the entire marketing channel

adding value

Promotion decisions

advertising, personal selling, sales promotion, public relations, and direct marketing

Place decision

choosing locations that are accessible to the target market in areas that are consistent with the retailers positioning

Ex. of corporate and contractual retail organizations

corporate chains voluntary chains retailer cooperatives franchise organizations

Progressive wholesalers constantly watch for better ways to meet the changing needs of the ___ & ____

suppliers and target customers

Five promotion tools

1. advertising 2. personal selling 3. sales promotion 4. PR 5. Direct marketing

Four characteristics used to classify retailers

1. amount of service they offer 2. the breadth and depth of their product lines 3. relative prices they charge 4. how they are organized