RETAIL & WHOLESALE

Remember! Sell, sold, sold (v.) Seller(n.) Wholesaler (n.), Salesperson(n.) the sale of a car(n.sg. one-term sale) Vs. annual sales, (n.pl.) monthly sales, the Sales Department

Channels of distribution What’s the right order? Retailer, Manufacturer, Consumer, Wholesaler Manufacturer → Wholesaler → Retailer → Consumer

channel of distribution, direct selling, wholesalers, retailer, retail outlet When the firm sells its products to the final consumer without going through any middlemen (door-to-door selling, mail order, telephone selling) When the firm sells its products to the final consumer without going through any middlemen (door-to-door selling, mail order, telephone selling) The place where goods are sold to the public as consumers The place where goods are sold to the public as consumers Middlemen between the manufacturer and the customers. They buy in bulk from the firm and break this into smaller units for the customer. This may save the firm transport costs and help it reach the wider market Middlemen between the manufacturer and the customers. They buy in bulk from the firm and break this into smaller units for the customer. This may save the firm transport costs and help it reach the wider market The ways in which goods reach the final consumer The ways in which goods reach the final consumer

Types of retail outlets supermarkets and hypermarkets supermarkets and hypermarkets shopping malls shopping malls discount stores discount stores department stores department stores multiple (chain) stores multiple (chain) stores independent retailers independent retailers mobile shops mobile shops market stalls market stalls vending machines vending machines convenience stores convenience stores

Find answers to the following questions (RB p.19): What did Boots do to fight competition? (pg.1) What did Boots do to fight competition? (pg.1) What are the reasons for consumer spending going down? (pg.3) What are the reasons for consumer spending going down? (pg.3) Who suffers most on the market (pg.3)? Who suffers most on the market (pg.3)? Who else? Why? (pg.4) Who else? Why? (pg.4) What survival strategies do retailers use? (pgs.5-11) What survival strategies do retailers use? (pgs.5-11)

online worldoffline world cyberspace cyberspace internet users internet users e-commerce e-commerce web-based business web-based business virtual stores virtual stores virtual sales virtual sales online sales online sales online companies online companies to sell online / to buy online to sell online / to buy online e-tailers e-tailers bricks-and-mortar sales bricks-and-mortar sales dealing with customers face to face dealing with customers face to face bricks-and-mortar stores bricks-and-mortar stores in-store sales in-store sales offline sales offline sales

PARAGRAPH SUMMARIES FIND THE MISTAKE IN EACH PARAGRAPH SUMMARY. FIND THE MISTAKE IN EACH PARAGRAPH SUMMARY. 1. Consumer spending rises in Europe, competition is intense and some retail chains decide to merge with rival chains. 2. Retail sales keep falling in Europe and Africa; so does consumer confidence. 3. Rising fuel costs and household debts affect customers’ spending which in turn has a positive effect on the sales of weaker retail players. 4. British supermarket chains expand into more product areas, and this affects negatively high-street chains and department stores. Source: B. Lekaj Lubina’s teaching material

5. Retailers’ survival strategy relies primarily on meeting customers' needs, and market penetration. 6. Secondly, retailers who expand in new regions never succeed. 7. Many retail chains have global clout. 8. Thirdly, retailers need to win consumer confidence through pricing or e-commerce (e.g. own brands) 9. Fourthly, wholesalers introduce changes in the supply chain. 10. Internet sales drop. 11. Sales in virtual stores work against bricks-and-mortar sales (click-and-mortar stores). COPY PARAGRAPH SUMMARIES USING THE CORRECT WORD INSTEAD OF THE MISTAKE. Source: B. Lekaj-Lubina’s teaching material

Online or offline? Clicks and Bricks Both!

Retailers and the internet: Clicks and bricks Source: The Economist, 25 Feb 2012 Topic sentences? Pg. 1:Opposites? Pg.2: What are these numbers about? 200 5, 9 20 & 30 ¼ Pg. 2-6: Advice to retailers?

Report on Online Shopping in Retail Industry TASK: Write a report on the US retail industry based on the article from the Economist. (ALTERNATIVE TASK FORMULATION: The Association of Retailers has asked you to analyse the retail industry in order to publish a set of recommendations to its members.) TASK: Write a report on the US retail industry based on the article from the Economist. (ALTERNATIVE TASK FORMULATION: The Association of Retailers has asked you to analyse the retail industry in order to publish a set of recommendations to its members.) Introduction? Procedure? Findings? Conclusion? Recommendations? Use typical phrases: RB, p.17