1. MARKETING MANAGEMENT 12 th edition KotlerKeller 16 Managing Retailing, Wholesaling, and Logistics

2. 16-2 Chapter Questions What major types of marketing intermediaries occupy this sector? What marketing decisions do these marketing intermediaries make? What are the major trends with marketing intermediaries?

3. 16-3 Retailing Includes all the activities involved in selling goods or services directly to final consumers for personal, nonbusiness use.

4. 16-4 Table 16.1 Major Retailer Types Specialty store Department store Supermarket Convenience store Discount store Off-price retailer Superstore Catalog showroom

5. 16-5 Levels of Retail Service Self-service Self-selection Limited service Full service

6. 16-6 Nonstore Retailing Direct selling Direct marketing Automatic vending Buying service

7. 16-7 Major Types of Corporate Retail Organizations Corporate chain store Voluntary chain Retailer cooperative Consumer cooperative Franchise organization Merchandising conglomerate

8. 16-8 Retailers’ Marketing Decisions Target market Product assortment Service/store atmosphere Price Communication Location

9. 16-9 Retail Category Management Define the category Figure out its role Set goals Choose the audience Implement the plan Figure out tactics Assess performance

10. 16-10 Retailer Services Mix Prepurchase services Postpurchase services Ancillary services

11. 16-11 Location Decision General business districts Regional shopping centers Community shopping centers Strip malls Location within a larger store

12. 16-12 Indicators of Sales Effectiveness Number of people passing by location Percentage who enter store Percentage of those who enter who also buy Average amount spent per sale

13. 16-13 Trends in Retailing New retail forms and combinations Growth of intertype competition Competition between store-based and non-store-based retailing Growth of giant retailers Decline of middle market retailers Growing investment in technology Global presence of major retailers

14. 16-14 Wholesaling Functions Selling and promoting Buying and assortment building Bulk breaking Warehousing Transportation Financing Risk bearing Market information Management services and counseling

15. 16-15 Major Wholesaler Types Merchant Full service Limited service Brokers and agents Manufacturers Specialized

16. 16-16 Wholesalers’ Marketing Decisions Target market Product assortment Price Promotion Place

17. 16-17 Market Logistics Planning Deciding on the company’s value proposition to its customers Deciding on the best channel design and network strategy Developing operational excellence Implementing the solution

18. 16-18 Market Logistics Decisions How should orders be handled? Where should stock be located? How much stock should be held? How should goods be shipped?

19. 16-19 Transportation Factors Speed Frequency Dependability Capability Availability Traceability Cost