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Retailing Retailing consists of all activities involved in selling, renting, and providing goods and services to ultimate consumers for personal, family, or household use. 17-2

THE VALUE OF RETAILING LO1  Retailing Retailing  Consumer Utilities Offered by Retailing Place Possession  The Global Economic Impact of Retailing Form Time 17-3

CLASSIFYING RETAIL OUTLETS FORM OF OWNERSHIP LO2  Independent Retailer  Form of Ownership Form of Ownership  Corporate Chain Wholesaler-Sponsored Voluntary Chains  Contractual Systems Retailer-Sponsored Cooperatives 17-4

CLASSIFYING RETAIL OUTLETS FORM OF OWNERSHIP LO2 Franchising  Contractual Systems  Business-Format Franchises  Product-Distribution Franchises 17-5

FIGURE 17-3 FIGURE 17-3 The top five franchises in the United States 17-6

 Self-Service CLASSIFYING RETAIL OUTLETS LEVEL OF SERVICE LO2  Limited Service  Full-Service 17-7

 Depth of Product Line Depth of Product Line CLASSIFYING RETAIL OUTLETS TYPE OF MERCHANDISE LINE LO2 Specialty Outlets Category Killers 17-8

FIGURE 17-4 FIGURE 17-4 Stores vary in terms of the breadth and depth of their merchandise lines 17-9

 Breadth of Product Line Breadth of Product Line CLASSIFYING RETAIL OUTLETS TYPE OF MERCHANDISE LINE LO2 General Merchandise Stores Scrambled Merchandising  Hypermarket Hypermarket  Intertype Competition Intertype Competition  Supercenter 17-10

FIGURE 17-6 FIGURE 17-6 Many types of retailers do not have stores 17-11

NONSTORE RETAILING LO3  Automatic Vending  Direct Mail and Catalogs 17-12

NONSTORE RETAILING LO3  Television Home Shopping  Online Retailing 17-13

NONSTORE RETAILING LO3  Telemarketing Telemarketing  Direct Selling Do-Not-Call Registry 17-14

FIGURE 17-7 FIGURE 17-7 Elements of a retailing strategy 17-

RETAILING STRATEGY POSITIONING A RETAIL STORE LO4  Retail Positioning Matrix Retail Positioning Matrix Breadth of Product Line Value Added 17-16

FIGURE 17-8 FIGURE 17-8 The four positioning strategies for retailers 17-17

RETAILING STRATEGY RETAILING MIX LO4  Retailing Mix Retailing Mix Original Markup Maintained Markup  Retail Pricing  Markdown Gross Margin 17-18

RETAILING STRATEGY RETAILING MIX LO4  Everyday Low Pricing (EDLP)  Everyday Fair Pricing  Benchmark or Signpost Items 17-19

RETAILING STRATEGY RETAILING MIX LO4  Off-Price Retailing Off-Price Retailing Warehouse Club Outlet Store Single/One-Price Policy Store 17-20

RETAILING STRATEGY RETAILING MIX LO4  Store Location Regional Shopping Centers Central Business District  Anchor Stores Strip Location Community Shopping Center Power Center 17-21

RETAILING STRATEGY RETAILING MIX LO4  Retail Communication Atmosphere or Ambiance Image  Merchandise Category Management Metrics  Consumer Marketing at Retail (CMAR) 17-22

THE CHANGING NATURE OF RETAILING THE WHEEL OF RETAILING AND RETAIL LIFE CYCLE LO5  Wheel of Retailing Wheel of Retailing  Retail Life Cycle Retail Life Cycle 17-23

FIGURE 17-9 FIGURE 17-9 The wheel of retailing: How outlets change over time 17-24

FIGURE FIGURE The retail life cycle describes the stage of growth and decline for retail outlets 17-25