BERMAN03.PPT 28KB Jun 05 2011 09:30:17 PM

MARKETING CHANNELS
Retail Management
Berman Chapter 3
Version 3.0
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Retail Channel Members
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A. Retail Structure
B. The Special Characteristics of Retailing
C. Retail Trends
D. Typology of Retail Institutions
E. Retail Buying Organizations

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• A. Retail Structure
• Total retail sales
• Growth of retail sales

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B. Characteristics of Retailing
– immediacy
– importance of location
• trading area characteristics
• affinities, neighboring stores and types
• pedestrian traffic counts
• vehicular traffic counts and direction
• transportation
• visibility
• lease terms
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B. Characteristics of Retailing
• Low average sale

• High proportion of impulse sales
– impulse - planned
• 53% supermarket sales, 66% unplanned
• planned = specifically 34%, instore = 66%

– High seasonality

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C. Retail Trends
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conglomerate merchants
increased market saturation
leveraged buyouts
high/low performance retailers

strategic profit model
– asset turnovers
– net profit margin
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D. Retail Institution Typology
–by ownership
•independents
•chains
•franchises

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D. Retail Institution Typology
– by strategy
• mdse width, depth, consistency
• food oriented retailers
• general mdse retailers
• non store-based retailers

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E. Retail Buying Organizations
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formality
centralization
buying vs mdse orientation
inside-, outside-, cooperative buying orgs
regularity

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