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Chapter 2
Types of Retailers
McGraw-Hill/Irwin
PPT
2-1
Levy/Weitz:
Retailing Management, 5/e
Copyright © 2004 by The McGraw-Hill Companies, Inc
...
Trends in Retailing
Increasing Industry
Concentration
Growing Diversity
of Formats
Globalization
PPT 2-2
Increasing Concentration
53% of sales
85% of sales
Drug Stores
Walgreens, CVS, Rite-Aid and Eckerds
PPT 2-3
Discount Stores
Wal-Mart, Target and Kmart
Types of Retailers
• Retailers Use Different Retail Mixes
-merchandise: variety (breadth) / assortment
(depth)
-services
-store design, visual merchandising
-location
-pricing
• Infinite Variations
• Survival of the Fitness – Some combination of retail
mixes satisfy the needs of significant segments and
persist over time
...
Merchandise Retailers
Intangibility
-Problems in Evaluating Service Quality
-Performance of Service Provider
Simultaneous Production and Delivery
-Importance of Service Provider
Perishability
-No Inventory, Must Fill Capacity
Inconsistency of the Offering
-Importance of HR Management
PPT 2-11
Merchandise/Service Continuum
PPT 2-12
Types of Retail Ownership
• Independent, Single Store Establishments
Consumer Owned Cooperatives
Wholesaler Owned Cooperatives
• Corporate Chains
• Franchises
PPT 2-13
Franchising
30 – 40% of US Retail
Sales
Franchisee Pays Fixed Fee
Plus % of Sales
Franchisee Implements
Program
Why is This Ownership
Format Efficient?
PPT 2-14
Franchisor Advantages/Disadvantages
Advantages
Rapid expansion, highly motivated franchisees
do a good job, additional profits by selling
franchisees products and services
...
PPT 2-15
Franchisee Advantages/Disadvantages
Advantages
Established/proven product/service, business
and technical assistance, and reduction in risk
...
PPT 2-16
Franchising Trends for the New Millennium
Sustained growth
Enduring plus un-imagined applications
International expansion
Increasing tensions
Greater emphasis on financial returns
PPT 2-17
Theories of Retail Institution Change
CYCLICAL THEORIES
Wheel of retailing (price/service)
Accordion Theory (assortment)
EVOLUTIONARY THEORIES
Dialectic process (retailer)
Natural selection (customer)
PPT 2-18