Download presentation
1
Retail Institutions by Ownership
Chapter 4 Retail Institutions by Ownership RETAIL MANAGEMENT: A STRATEGIC APPROACH 11th Edition BERMAN EVANS 1
2
Chapter Objectives To show the ways in which retail institutions can be classified To study retailers on the basis of ownership type and to examine the characteristics of each To explore the methods used by manufacturers, wholesalers, and retailers to exert influence in the distribution channel 2 Retail Mgt. 11e (c) 2010 Pearson Education, Inc. publishing as Prentice Hall
3
Figure 4-1: A Classification Method for Retail Institutions
Ownership II Store-Based Retail Strategy Mix III Nonstore-Based Retail Strategy Mix 3
4
Ownership Forms Independent Chain Franchise Leased department
Vertical marketing system Consumer cooperative 4 Retail Mgt. 11e (c) 2010 Pearson Education, Inc. publishing as Prentice Hall
5
Independent Retailers
2.2 million independent U.S. retailers Account for one-third of total store sales 70% of independents operated by owners and their families Why so many? Ease of entry 5 Retail Mgt. 11e (c) 2010 Pearson Education, Inc. publishing as Prentice Hall
6
Competitive State of Independents
Advantages Flexibility in formats, locations, and strategy Control over investment costs, personnel functions, and strategies Personal image Consistency and independence Strong entrepreneurial leadership Disadvantages Lack of bargaining power Lack of economies of scale Labor intensive operations Over-dependence on owner Limited long-run planning 6
7
Figure 4-2: Useful Online Publications for Small Retailers
7 Retail Mgt. 11e (c) 2010 Pearson Education, Inc. publishing as Prentice Hall
8
Chain Retailers Operate multiple outlets under common ownership
Engage in some level of centralized or coordinated purchasing and decision making In the U.S., there are roughly 110,000 retail chains operating about 900,000 establishments 8 Retail Mgt. 11e (c) 2010 Pearson Education, Inc. publishing as Prentice Hall
9
Competitive State of Chains
Advantages Bargaining power Cost efficiencies Efficiency maintained by computerization, warehouse sharing, and other functions Defined management philosophy Considerable efforts in long-run planning Disadvantages Limited flexibility Higher investment costs Complex managerial control Limited independence among personnel 9
10
Figure 4-3: Louis Vuitton – A Powerhouse of Upscale Retailing
10 Retail Mgt. 11e (c) 2010 Pearson Education, Inc. publishing as Prentice Hall
11
Franchising A contractual agreement between a franchisor and a retail franchisee that allows the franchisee to conduct business under an established name and according to a given pattern of business Franchisee pays an initial fee and a monthly percentage of gross sales in exchange for the exclusive rights to sell goods and services in an area 11 Retail Mgt. 11e (c) 2010 Pearson Education, Inc. publishing as Prentice Hall
12
Franchise Formats Product/ Trademark
franchisee acquires the identity of a franchisor by agreeing to sell products and/or operate under the franchisor name franchisee operates autonomously 2/3 of retail franchising sales Business Format franchisee receives assistance: location, quality control, accounting systems, startup practices, management training common for restaurants, real-estate 12
13
Figure 4-5: Business Qualifications Sought by McDonald’s for Potential Franchisees
Experience Financial resources Growth capability Strong credit Ideal Franchisee Planning ability Customer and employee focus Ability to manage finances Willingness to complete training Full-time commitment 13 Retail Mgt. 11e (c) 2010 Pearson Education, Inc. publishing as Prentice Hall
14
Figure 4-6: Structural Arrangements in Retail Franchising
14 Retail Mgt. 11e (c) 2010 Pearson Education, Inc. publishing as Prentice Hall
15
Wholesaler-Retailer Structural Franchising Arrangements
Voluntary: A wholesaler sets up a franchise system and grants franchises to individual retailers Cooperative: A group of retailers sets up a franchise system and shares the ownership and operations of a wholesaling organization 15 Retail Mgt. 11e (c) 2010 Pearson Education, Inc. publishing as Prentice Hall
16
Figure 4-7: Franchise and Business Opportunities
16 Retail Mgt. 11e (c) 2010 Pearson Education, Inc. publishing as Prentice Hall
17
Competitive State of Franchising
Advantages low capital required acquisition of well-known names operating/ management skills taught cooperative marketing possible exclusive rights less costly per unit Disadvantages over-saturation could occur franchisors may overstate potential contractual confinement agreements may be cancelled or voided royalties are based on sales, not profits 17
18
From the Franchisor’s Perspective
Benefits national or global presence possible qualifications for franchisee/operations are set and enforced money obtained at delivery royalties represent revenue stream Potential Problems potential for harm to reputation lack of uniformity may affect customer loyalty ineffective franchised units may damage resale value, profitability potential limits to franchisor rules 18
19
Leased Departments A leased department is a department in a retail store that is rented to an outside party The proprietor is responsible for all aspects of its business and pays a percentage of sales as rent The department store sets operating restrictions to ensure consistency and coordination 19 Retail Mgt. 11e (c) 2010 Pearson Education, Inc. publishing as Prentice Hall
20
Competitive State of Leased Departments
Benefits provides one-stop shopping to customers lessees handle management reduces store costs provides a stream of revenue Potential Pitfalls lessees may negate store image procedures may conflict with department store problems may be blamed on department store rather than lessee 20
21
Figure 4-8a: Vertical Marketing Systems
Independent Channel System Functions: Manufacturing Wholesaling Retailing Ownership: Independent Manufacturer Independent Wholesaler Independent Retailer 21
22
Figure 4-8b: Vertical Marketing Systems
Partially Integrated Channel System Functions: Manufacturing Wholesaling Retailing Ownership: Two channel members own all facilities and perform all functions. 22
23
Figure 4-8c: Vertical Marketing Systems
Fully Integrated Channel System Functions: Manufacturing Wholesaling Retailing Ownership: All production and distribution functions are performed by one channel member. 23
24
Figure 4-9: Sherwin-Williams’ Dual Vertical Marketing System
24 Retail Mgt. 11e (c) 2010 Pearson Education, Inc. publishing as Prentice Hall
25
All rights reserved. No part of this publication may be reproduced, stored in a retrieval system, or transmitted, in any form or by any means, electronic, mechanical, photocopying, recording, or otherwise, without the prior written permission of the publisher. Printed in the United States of America. Retail Mgt. 11e (c) 2010 Pearson Education, Inc. publishing as Prentice Hall
Similar presentations
© 2025 SlidePlayer.com. Inc.
All rights reserved.