i t ’s good and

good for you

Chapter Thirteen

Retailing and Wholesaling

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 Retailing and Wholesaling
Topic Outline
• Retailing
• Retailer Marketing Decisions
• Retailing Trends and Developments
• Wholesaling

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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

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 Table 13.1
Major Store Retailer Types

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 Retailing
Types of Retailers

• Amount of service
• Self-service
• Limited service
• Full service

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 Retailing
Product Line
Specialty 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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 Retailing
Types of Retailers
Relative Prices

Discount Off-price
stores retailers

Factory Warehouse
outlets clubs

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 Retailing
Types of Retailers
Organizational Approach

Corporate Voluntary Retailer

chains chains cooperatives

Franchise Merchandising
organizations conglomerates

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 Retailing
Types of Retailers
Organizational Approach
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
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 Retailing
Types of Retailers
Organizational Approach

Voluntary chains are wholesale-sponsored

groups of independent retailers that
engage in group buying and common
merchandising
• IGA
• Western Auto

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 Retailing

Types of Retailers
Organizational Approach

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

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 Retailing
Types of Retailers
Organizational Approach

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

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 Retailing
Retailer Marketing Decisions

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 Retailing

Retailer Marketing Decisions

Segmentation targeting,
differentiation, and
positioning involves the
definition and profile of the
market so the other retail
marketing decisions can be
made

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 Retailing

Retailer Marketing Decisions

Product Assortment and Service

Product assortment and service decisions include:

• Product assortment
• Services mix
• Store atmosphere

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 Retailing

Retailer Marketing Decisions

Price Decision
Price policy must fit the target market and
positioning, product and service assortment, and
competition
• High markup on
lower volume
• Low markup on
higher volume

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 Retailing

Retailer Marketing Decisions

Price Decision

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

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 Retailing
Retailer Marketing Decisions
Promotion Decision

Personal Sales
Advertising
selling promotion

Public Direct
relations marketing
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 Retailing
Retailer Marketing Decisions - Place Decision
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

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 Retailing
Retailing Trends and Developments
New Retail Forms and Shortening Retail Life Cycles

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.

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 Retailing
Retailing Trends and Developments
New Retail Forms and Shortening Retail Life Cycles
s
Growth of non-store retailing includes:
• Mail order
• Television
• Phone
• Online

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 Retailing
Retailing Trends and Developments
New Retail Forms and Shortening Retail Life Cycles

Retail convergence involves the merging of

consumers, producers, prices, and
retailers, creating greater competition for
retailers and greater difficulty
differentiating offerings

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 Retailing
The Future of Retailing
New Retail Forms and Shortening Retail Life Cycles

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
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 Retailing
Retailing Trends and Developments
New Retail Forms and Shortening Retail Life Cycles

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

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 Wholesaling
Wholesaling includes all activities involved in selling goods and
services to those buying for resale or business use

Selling and promoting

Buying assortment building
Bulk breaking
Warehousing
Transportation
Financing
Risk bearing
Market information
Management services and advice
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 Wholesaling

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
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
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

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 Wholesaling

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

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 Wholesaling

Wholesaling

Management services and

advice involves wholesalers
helping retailers train their
sales clerks, improve store
layouts, and set up
accounting and inventory
control systems

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 Wholesaling
Types of Wholesalers

Merchant Agents and

wholesalers brokers

Manufacturers’
sales branches
and offices

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 Wholesaling
Types of Wholesalers

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

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 Wholesaling
Types of Wholesalers

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

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 Wholesaling
Types of Wholesalers

Manufacturers’ sales branches and offices is

a form of wholesaling by sellers or buyers
themselves rather than through
independent wholesalers

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 Wholesaling
Wholesaler Marketing Decisions

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 Wholesaling

Wholesaler Marketing Decisions

Target market and positioning decisions

• Size of customer
• Type of customer
• Need for service

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 Wholesaling
Wholesaler Marketing Decisions

Marketing mix
decisions
• Product
• Price
• Promotion
• Place
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 Wholesaling
Trends in Wholesaling

Challenges
• Resistance to price increases
• Fewer suppliers
• Changing customer needs
• Adding value by increasing efficiency and
effectiveness
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mechanical, photocopying, recording, or otherwise, without the prior written
permission of the publisher. Printed in the United States of America.

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