1. RETAILING Multichannel Marketing Management 6218

2. RETAILERS ARE REINVENTING THEIR STORES TO MATCH THE WAY YOU WANT TO SHOP!

3. RETAILERS LOVE IT WHEN THE MAYOR VISITS!

4. THE VALUE OF RETAILING  Retailing Retailing  Consumer Utilities Offered by Retailing Place Possession  The Global Economic Impact of Retailing Form Time

5. Which retailer best provides which utilities?

6. The relative size of different types of retailers

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

8. CLASSIFYING RETAIL OUTLETS FORM OF OWNERSHIP Franchising  Contractual Systems  Business-Format Franchises  Product-Distribution Franchises

9. The top five franchises in the United States

10.  Self-Service CLASSIFYING RETAIL OUTLETS LEVEL OF SERVICE  Limited Service  Full-Service

11.  Depth of Product Line Depth of Product Line CLASSIFYING RETAIL OUTLETS TYPE OF MERCHANDISE LINE Specialty Outlets Category Killers

12.  Breadth of Product Line Breadth of Product Line CLASSIFYING RETAIL OUTLETS TYPE OF MERCHANDISE LINE General Merchandise Stores Scrambled Merchandising  Hypermarket Hypermarket  Intertype Competition Intertype Competition  Supercenter

13. Stores vary in terms of the breadth and depth of their merchandise lines

14. Hypermarkets are popular in Europe and Latin America while supercenters are popular in the U.S.

15. For Lands’ End, intertype competition means that there is competition between various dissimilar retail outlets

16. Many types of retailers do not have stores

17. NONSTORE RETAILING  Automatic Vending  Direct Mail and Catalogs

18. NONSTORE RETAILING  Television Home Shopping  Online Retailing

19. GOING ONLINE Get Ready to Woot!

20. NONSTORE RETAILING  Telemarketing Telemarketing  Direct Selling Do-Not-Call Registry

21. Elements of a retailing strategy

22. RETAILING STRATEGY POSITIONING A RETAIL STORE  Retail Positioning Matrix Retail Positioning Matrix Breadth of Product Line Value Added

23. The four positioning strategies for retailers

24. RETAILING STRATEGY RETAILING MIX  Retailing Mix Retailing Mix Original Markup Maintained Markup  Retail Pricing  Markdown Gross Margin

25. RETAILING STRATEGY RETAILING MIX  Everyday Low Pricing (EDLP)  Everyday Fair Pricing  Benchmark or Signpost Items  Shrinkage

26. RETAILING STRATEGY RETAILING MIX  Off-Price Retailing Off-Price Retailing Warehouse Club Outlet Store Single/One-Price Policy Store

27. RETAILING STRATEGY RETAILING MIX  Store Location Regional Shopping Centers Central Business District  Anchor Stores Strip Location Community Shopping Center Power Center

28. RETAILING STRATEGY RETAILING MIX  Retail Communication Atmosphere or Ambiance Image  Merchandise Category Management Metrics  Sales per Sq. Ft.  Same Store Sales

29. USING MARKETING DASHBOARDS Why Apple Stores May Be the Best in the United States! Sales per Square Foot ($) and Same Store Growth (%)

30. THE CHANGING NATURE OF RETAILING THE WHEEL OF RETAILING AND RETAIL LIFE CYCLE  Wheel of Retailing Wheel of Retailing  Retail Life Cycle Retail Life Cycle

31. The wheel of retailing: How outlets change over time

32. The retail life cycle describes the stage of growth and decline for retail outlets

33. FUTURE CHANGES IN RETAILING  Multichannel Retailers Multichannel Retailers  Managing the Customer Experience  Category Management

34. MARKETING MATTERS The Multichannel Marketing Multiplier

35. MAKING RESPONSIBLE DECISIONS GREEN ISN’T JUST A COLOR TO RETAILERS. IT’S A VALUE!

36. MALL OF AMERICA: SHOPPING AND A WHOLE LOT MORE VIDEO CASE

37. MALL OF AMERICA 1. Why has Mall of America been such a marketing success so far?

38. VIDEO CASE MALL OF AMERICA 2. What (a) retail and (b) consumer trends have occurred since Mall of America was opened in 1992 that it should consider when making future plans?

39. VIDEO CASE MALL OF AMERICA 3. (a) What criteria should Mall of America use in adding new facilities to its complex? (b) Evaluate (i) retail stores, (ii) entertainment offerings, and (iii) hotels on these criteria?

40. VIDEO CASE MALL OF AMERICA 4. What specific marketing actions would you propose that Mall of America managers take to ensure its continuing success in attracting visitors (a) from the local metropolitan area and (b) from outside of it?

41. ARE THERE TOO MANY RETAIL STORES? SUPPLEMENTAL LECTURE NOTE RETAILING

42. FRANCHISING OFFERS OPPORTUNITIES AND FINANCIAL, LEGAL, AND CULTURAL CHALLENGES SUPPLEMENTAL LECTURE NOTE RETAILING