1. RETAILING
Professor Chip Besio
Cox School of Business

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

3. RETAILERS LOVE IT WHEN THE MAYOR VISITS!

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

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
Corporate Chain
Contractual Systems
Wholesaler-Sponsored Voluntary Chains
Retailer-Sponsored Cooperatives

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

9. The top five franchises in the United States

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

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

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

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

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 retailing activities do not involve a store

17. NONSTORE RETAILING
Automatic Vending
Direct Mail and Catalogs

18. NONSTORE RETAILING
Television Home Shopping
Online Retailing

19. GOING ONLINE For Some Consumers, Shopping is a Game!
Shopping “Bots” find best prices

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

21. Elements of a retailing strategy

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

23. The four positioning strategies for retailers

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

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

26. RETAILING STRATEGY Off-Price Retailing Warehouse Club Outlet Store
RETAILING MIX
Off-Price Retailing
Warehouse Club
Outlet Store
Single/Extreme Value Store

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

28. RETAILING STRATEGY Retail Communication Merchandise Image
RETAILING MIX
Retail Communication
Image
Shopper Marketing
Merchandise
Category Management
Marketing Metrics
Sales per Sq. Ft.
Same Store Sales

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

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

31. The wheel of retailing describes 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
Managing the Customer Experience

34. MARKETING MATTERS The Multichannel Marketing Multiplier

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