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    Marketing Management: 16 Managing Retailing, Wholesaling, and Logistics

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    James Carl Lambayan Stifler
    This document discusses the major types of marketing intermediaries that occupy the retailing, wholesaling, and logistics sector. It describes the key functions and decisions of retailers, wholesalers, and companies involved in logistics and transportation. Major trends in retailing are also summarized, such as the growth of technology and competition between store-based and non-store retailers.

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    Attribution Non-Commercial (BY-NC)
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    Marketing Management: 16 Managing Retailing, Wholesaling, and Logistics

    Uploaded by

    James Carl Lambayan Stifler
    18 views19 pages
    This document discusses the major types of marketing intermediaries that occupy the retailing, wholesaling, and logistics sector. It describes the key functions and decisions of retailers, wholesalers, and companies involved in logistics and transportation. Major trends in retailing are also summarized, such as the growth of technology and competition between store-based and non-store retailers.

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    This document discusses the major types of marketing intermediaries that occupy the retailing, wholesaling, and logistics sector. It describes the key functions and decisions of retailers, wholesalers, and companies involved in logistics and transportation. Major trends in retailing are also summarized, such as the growth of technology and competition between store-based and non-store retailers.

    Copyright:

    Attribution Non-Commercial (BY-NC)
    Download as PPT, PDF, TXT or read online from Scribd
    Download as ppt, pdf, or txt
    18 views19 pages

    Marketing Management: 16 Managing Retailing, Wholesaling, and Logistics

    Uploaded by

    James Carl Lambayan Stifler
    This document discusses the major types of marketing intermediaries that occupy the retailing, wholesaling, and logistics sector. It describes the key functions and decisions of retailers, wholesalers, and companies involved in logistics and transportation. Major trends in retailing are also summarized, such as the growth of technology and competition between store-based and non-store retailers.

    Copyright:

    Attribution Non-Commercial (BY-NC)
    Download as PPT, PDF, TXT or read online from Scribd
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    You are on page 1of 19

    MARKETING MANAGEMENT

    16
    Managing Retailing,
    Wholesaling, and Logistics
    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?

    16-2
    Retailing

    Includes all the activities involved in


    selling goods or services directly
    to final consumers for personal,
    nonbusiness use.

    16-3
    Table 16.1 Major Retailer Types

     Specialty store  Discount store


     Department store  Off-price retailer
     Supermarket  Superstore
     Convenience store  Catalog showroom

    16-4
    Levels of Retail Service
     Self-service
     Self-selection
     Limited service
     Full service

    16-5
    Nonstore Retailing
     Direct selling
     Direct marketing
     Automatic vending
     Buying service

    16-6
    Major Types of Corporate Retail
    Organizations
     Corporate chain store
     Voluntary chain
     Retailer cooperative
     Consumer cooperative
     Franchise organization
     Merchandising conglomerate

    16-7
    Retailers’ Marketing Decisions
     Target market
     Product assortment
     Service/store atmosphere
     Price
     Communication
     Location

    16-8
    Retail Category Management
    Define the category
    Figure out its role
    Assess performance
    Set goals
    Choose the audience
    Figure out tactics
    Implement the plan
    16-9
    Retailer Services Mix
     Prepurchase services
     Postpurchase services
     Ancillary services

    16-10
    Location Decision
     General business districts
     Regional shopping centers
     Community shopping centers
     Strip malls
     Location within a larger store

    16-11
    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

    16-12
    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

    16-13
    Wholesaling Functions
     Selling and promoting  Transportation
     Buying and  Financing
    assortment building  Risk bearing
     Bulk breaking  Market information
     Warehousing  Management services
    and counseling

    16-14
    Major Wholesaler Types
     Merchant  Brokers and agents
     Full service  Manufacturers
     Limited service  Specialized

    16-15
    Wholesalers’ Marketing Decisions
     Target market
     Product assortment
     Price
     Promotion
     Place

    16-16
    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

    16-17
    Market Logistics Decisions
     How should orders be handled?
     Where should stock be located?
     How much stock should be held?
     How should goods be shipped?

    16-18
    Transportation Factors
     Speed
     Frequency
     Dependability
     Capability
     Availability
     Traceability
     Cost

    16-19

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