1. Copyright © 2013 Dorling Kindersley (India) Pvt Ltd. Authorized adaptation from the United States edition of Marketing Management, 14e. 15-1 15 Managing Retailing, Wholesaling, and Logistics

2. Copyright © 2013 Dorling Kindersley (India) Pvt Ltd. Authorized adaptation from the United States edition of Marketing Management, 14e. 15-2 Retailing

3. Copyright © 2013 Dorling Kindersley (India) Pvt Ltd. Authorized adaptation from the United States edition of Marketing Management, 14e. 15-3 Table 15.1 Major Retailer Types Specialty store Department store Supermarket Convenience store Discount store Off-price retailer Superstore Catalog showroom

4. Copyright © 2013 Dorling Kindersley (India) Pvt Ltd. Authorized adaptation from the United States edition of Marketing Management, 14e. 15-4 Nonstore Retailing Direct selling (MLM) Direct marketing (telemarketing and internet selling) Automatic vending Buying service

5. Copyright © 2013 Dorling Kindersley (India) Pvt Ltd. Authorized adaptation from the United States edition of Marketing Management, 14e. 15-5 Levels of Retail Service Self service Self selection Limited service Full service

6. Copyright © 2013 Dorling Kindersley (India) Pvt Ltd. Authorized adaptation from the United States edition of Marketing Management, 14e. 15-6 Franchising System The franchisor owns a trade or service mark and licenses it to franchisees in return for royalty payments The franchisee pays for the right to be part of the system The franchisor provides its franchisees with a system for doing business

7. Copyright © 2013 Dorling Kindersley (India) Pvt Ltd. Authorized adaptation from the United States edition of Marketing Management, 14e. 15-7 Changes in the Retail Environment New retail forms and combinations (ATM booth, food corner, wifi) Competition between store-based and non-store- based retailing Growth of giant retailers Decline of middle market retailers (does it applies for bd?) Growing investment in technology (agora aponjon) Global profile of major retailers

8. Copyright © 2013 Dorling Kindersley (India) Pvt Ltd. Authorized adaptation from the United States edition of Marketing Management, 14e. 15-8 Retailers’ Marketing Decisions Target market Product assortment Procurement Prices Services Store atmosphere Store activities Store experiences Communications Location

9. Copyright © 2013 Dorling Kindersley (India) Pvt Ltd. Authorized adaptation from the United States edition of Marketing Management, 14e. 15-9 Retailer Services Mix Prepurchase services- fitting rooms, advising Postpurchase services- gift wrapping, carrying the gift Ancillary services- restaurant, rest room, parking, baby sitter, wifi, kids play zone, smoking zone

10. Copyright © 2013 Dorling Kindersley (India) Pvt Ltd. Authorized adaptation from the United States edition of Marketing Management, 14e. 15-10 Store Atmosphere and Experiences Store atmosphere refers to the look and physical layout of the store, which make it hard or easy to move around Walls, lighting, signage, music, floors, crowds

11. Copyright © 2013 Dorling Kindersley (India) Pvt Ltd. Authorized adaptation from the United States edition of Marketing Management, 14e. 15-11 Store Activities

12. Copyright © 2013 Dorling Kindersley (India) Pvt Ltd. Authorized adaptation from the United States edition of Marketing Management, 14e. 15-12 Helping Stores to Sell Keep shoppers in the store Honor the transition zone Make merchandise available to the reach and touch Note that men do not ask questions Remember women need space Make checkout easy (aarong, almas)

13. Copyright © 2013 Dorling Kindersley (India) Pvt Ltd. Authorized adaptation from the United States edition of Marketing Management, 14e. 15-13 Location Decision Central business districts (Motijheel/Gulshan Avenue) Regional shopping centers (B City. JFP) Community shopping centers (Rapa plaza, Eastern Plaza) Shopping strips (tajmahal road, Ajom pur,baily road) Location within a larger store (FLORMAR in Agora)

14. Copyright © 2013 Dorling Kindersley (India) Pvt Ltd. Authorized adaptation from the United States edition of Marketing Management, 14e. 15-14 Private Label Brands Private labels are ubiquitous Consumer accepts private labels Private-label buyers come from all socioeconomic strata Consumer loyalty shifts from manufacturers to retailers

15. Copyright © 2013 Dorling Kindersley (India) Pvt Ltd. Authorized adaptation from the United States edition of Marketing Management, 14e. 15-15 Supply Chain Management Supply chain management starts before physical distribution and means strategically procuring the right inputs (raw materials, components, and capital equipment); converting them efficiently into finished products; and dispatching them to the final destinations.

16. Copyright © 2013 Dorling Kindersley (India) Pvt Ltd. Authorized adaptation from the United States edition of Marketing Management, 14e. 15-16 Class Activity Find a superstore/departmental store that has poor service Suggest strategy to improve Relate with theories.