Ch11 Retailing Handouts

Part 4: Channel Institutions Chapter 11: Retailing MKTG 406 Pimentel

Retailing Defined ,[object Object]

[object Object],[object Object],[object Object],[object Object],[object Object],Retailing Defined: Example

World’s Top 10 Retailers 14.4% 11.8% 10.7% 8.9% 12.5% 14.4% 3.1% 16.5% 20.8% 13.2% ANNUAL GROWTH 12 9 21 1 12 1 28 4 30 10 COUN-TRIES 40,060 Aldi Einkauf (Germany) 41,693 Costco (USA) 44,584 Ahold (Netherlands) 46,781 Target (USA) 51,535 Tesco (UK) 53,791 Kroger (USA) 60,503 Metro (Germany) 64,816 Home Depot (USA) 79,796 Carrefour (France) 256,329 WalMart (USA) 2003 SALES ($ mil) RETAILER

World’s Top 10 Retailers Aldi Einkauf (Germany) Costco (USA) Ahold (Netherlands) Target (USA) Tesco (UK) Kroger (USA) Metro (Germany) Home Depot (USA) Carrefour (France) WalMart (USA) RETAILER 2003 SALES

[object Object],[object Object],Retail Positioning Strategies

[object Object],[object Object],Cost-Side Positioning

[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Cost-Side Positioning

[object Object],[object Object],[object Object],[object Object],[object Object],Cost-Side Positioning

[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Cost-Side Positioning 1,000 – 800 = 200 200 / 1,000 = 0.20 = 20% 800 / 200 = 4 1,000 / 250 = 4 or 0.20 x 4 = 0.80 = 80% 200 / 250 = 0.80 = 80%

Cost-Side Positioning Taken from The Controller’s Report, Dec 2003 & Sep 2004 Eating places Apparel & accessory stores Home furniture & equip stores Department stores Grocery stores Consumer electronics stores Cable & other pay TV services Drug & proprietary stores Auto dealers, gas stations Catalog, mail-order houses Investment advice

[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Cost-Side Positioning

[object Object],[object Object],[object Object],[object Object],Demand-Side Positioning

[object Object],[object Object],[object Object],[object Object],[object Object],Demand-Side Positioning

[object Object],[object Object],[object Object],Demand-Side Positioning Comprehensive selection of a limited variety of goods Comprehensive selection of a wide variety of products Deep Limited assortment of a limited variety of goods Limited assortment of a wide variety of products Shallow Narrow Broad

[object Object],[object Object],[object Object],Demand-Side Positioning

Multichannel Shopping ,[object Object],[object Object],[object Object],[object Object],[object Object],Purchasing Brick & Mortar: Traditional Exchange Hybrid: Web-aided Store Exchange In-store Hybrid: Store-aided Electronic Exchange Internet: Electronic Exchange Online In-store Online Shopping

Internet Retailing Computer hardware Clothing Other merchandise Furniture Office equipment/supplies Electronics/appliances Books/magazines Drugs, health/beauty aids Music/videos Toys/hobbies/games Computer software Sporting goods Food/beer/wine 0 5 10 15 % of Total Internet Retail Sales

Direct Selling ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Direct Selling ,[object Object],[object Object],[object Object]

DSO Standards ,[object Object],[object Object],[object Object],[object Object]

Should you join a DSO? ,[object Object],[object Object],[object Object],[object Object]

Evaluating A DSO ,[object Object],[object Object],[object Object],[object Object]

Channel Power of Retailers ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Trade Deals ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Trade Deals (cont.) ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Private Branding ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Globalization of Retailing ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Miscellaneous Retail Pricing Terms ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Key Terms ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Key Terms ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Ch11 Retailing Handouts

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Ch11 Retailing Handouts