1. 1 MARKETING CHANNELS Retail Management Berman Chapter 3 Version 3.0

2. 2 Retail Channel Members A. Retail Structure B. The Special Characteristics of Retailing C. Retail Trends D. Typology of Retail Institutions E. Retail Buying Organizations

3. 3 A. Retail Structure Total retail sales Growth of retail sales

4. 4 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

5. 5 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

6. 6 C. Retail Trends conglomerate merchants increased market saturation leveraged buyouts high/low performance retailers strategic profit model –asset turnovers –net profit margin

7. 7 D. Retail Institution Typology –by ownership independents chains franchises

8. 8 D. Retail Institution Typology –by strategy mdse width, depth, consistency food oriented retailers general mdse retailers non store-based retailers

9. 9 E. Retail Buying Organizations formality centralization buying vs mdse orientation inside-, outside-, cooperative buying orgs regularity