1. McGraw-Hill/Irwin Copyright © 2009 by The McGraw-Hill Companies, Inc. All Rights Reserved.

2. Retailing Retailing consists of all activities involved in selling, renting, and providing goods and services to ultimate consumers for personal, family, or household use. 17-2

3. THE VALUE OF RETAILING LO1  Retailing Retailing  Consumer Utilities Offered by Retailing Place Possession  The Global Economic Impact of Retailing Form Time 17-3

4. CLASSIFYING RETAIL OUTLETS FORM OF OWNERSHIP LO2  Independent Retailer  Form of Ownership Form of Ownership  Corporate Chain Wholesaler-Sponsored Voluntary Chains  Contractual Systems Retailer-Sponsored Cooperatives 17-4

5. CLASSIFYING RETAIL OUTLETS FORM OF OWNERSHIP LO2 Franchising  Contractual Systems  Business-Format Franchises  Product-Distribution Franchises 17-5

6. FIGURE 17-3 FIGURE 17-3 The top five franchises in the United States 17-6

7.  Self-Service CLASSIFYING RETAIL OUTLETS LEVEL OF SERVICE LO2  Limited Service  Full-Service 17-7

8.  Depth of Product Line Depth of Product Line CLASSIFYING RETAIL OUTLETS TYPE OF MERCHANDISE LINE LO2 Specialty Outlets Category Killers 17-8

9. FIGURE 17-4 FIGURE 17-4 Stores vary in terms of the breadth and depth of their merchandise lines 17-9

10.  Breadth of Product Line Breadth of Product Line CLASSIFYING RETAIL OUTLETS TYPE OF MERCHANDISE LINE LO2 General Merchandise Stores Scrambled Merchandising  Hypermarket Hypermarket  Intertype Competition Intertype Competition  Supercenter 17-10

11. FIGURE 17-6 FIGURE 17-6 Many types of retailers do not have stores 17-11

12. NONSTORE RETAILING LO3  Automatic Vending  Direct Mail and Catalogs 17-12

13. NONSTORE RETAILING LO3  Television Home Shopping  Online Retailing 17-13

14. NONSTORE RETAILING LO3  Telemarketing Telemarketing  Direct Selling Do-Not-Call Registry 17-14

15. FIGURE 17-7 FIGURE 17-7 Elements of a retailing strategy 17-

16. RETAILING STRATEGY POSITIONING A RETAIL STORE LO4  Retail Positioning Matrix Retail Positioning Matrix Breadth of Product Line Value Added 17-16

17. FIGURE 17-8 FIGURE 17-8 The four positioning strategies for retailers 17-17

18. RETAILING STRATEGY RETAILING MIX LO4  Retailing Mix Retailing Mix Original Markup Maintained Markup  Retail Pricing  Markdown Gross Margin 17-18

19. RETAILING STRATEGY RETAILING MIX LO4  Everyday Low Pricing (EDLP)  Everyday Fair Pricing  Benchmark or Signpost Items 17-19

20. RETAILING STRATEGY RETAILING MIX LO4  Off-Price Retailing Off-Price Retailing Warehouse Club Outlet Store Single/One-Price Policy Store 17-20

21. RETAILING STRATEGY RETAILING MIX LO4  Store Location Regional Shopping Centers Central Business District  Anchor Stores Strip Location Community Shopping Center Power Center 17-21

22. RETAILING STRATEGY RETAILING MIX LO4  Retail Communication Atmosphere or Ambiance Image  Merchandise Category Management Metrics  Consumer Marketing at Retail (CMAR) 17-22

23. THE CHANGING NATURE OF RETAILING THE WHEEL OF RETAILING AND RETAIL LIFE CYCLE LO5  Wheel of Retailing Wheel of Retailing  Retail Life Cycle Retail Life Cycle 17-23

24. FIGURE 17-9 FIGURE 17-9 The wheel of retailing: How outlets change over time 17-24

25. FIGURE 17-10 FIGURE 17-10 The retail life cycle describes the stage of growth and decline for retail outlets 17-25