Customers MSF W M Agents or Brokers MMMM W RRRR R W M Internet, mail order, interactive TV Door to door House party Consignment to part-time salespersons.

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Customers MSF W M Agents or Brokers MMMM W RRRR R W M Internet, mail order, interactive TV Door to door House party Consignment to part-time salespersons Manufacturer-owned stores M=Manufacturer W=Wholesaler MSF=Manufacturer’s sales force R=Retailer Marketing Channel Alternatives: Consumer Products

CompanyCountryFormatsSales 1.Wal-Mart USA Discount store, Wholesale club $156,250 2.Carrefour France Hypermarket 55,302 3.Metro Germany Diversified 46,633 4.Kroger USA Supermarket 45,352 5.Home Depot USA Home Improvement 38,434 6.Albertson’s USA Supermarket 37,478 7.Sears Roebuck USA Dept.store/General merchandise 36,728 8.Rewe Gruppe Germany Diversified 36,561 9.Kmart USA Disct.store/Specialty 35, Ahold Netherlands Supermarket/Hypermarket 35, ITM Enterprises France Diversified 35, Target USA Discount/Dept.store 33, Edeka Gruppe Germany Diversified 31, Aldi Gruppe Germany Food/Discount 31, J.C.Penney USA Dept.store/Drug store 31, Tesco UK Supermarket/Hypermkt. 30, Tengelmann Gruppe Germany Diversified 29, Safeway USA Supermarket 28, Costco USA Food/General merchandise 26,976 Top 25 Global Retailers (1999 sales; $ millions)

Benetton, IKEA (A) Toys “R” Us (C) Carrefour (D) Marks & Spencer (B) Fewer Categories Many Categories Own-label focus Manufacturer brands focus

Organic (D) Joint Venture (B) Franchise (C) Chain Acquisition (A) Culturally Close Difficult to enter Culturally Distant Easy to enter Global Retailing Market Entry Strategy Framework