1. Managing Retailing, Wholesaling, and Logistics
Key Concepts

2. Marketing Management at Zara
Zara controls all aspects of its supply chain.

3. Retailing
All of the activities involved in selling goods or services directly to final consumers for personal, non-business use.

4. Types of Retailers Specialty store Department store Supermarket
Convenience store
Discount store
Off-price retailer
Superstore
Catalog showroom .

5. Retail Concepts Retail life-cycle Stages of growth and decline.
Wheel-of-retailing hypothesis
New stores emerge after conventional stores increase services and raise prices to cover the cost.

6. Levels of Service Self-service Self-selection Limited service
Full service

7. Retail Positioning Strategies
Bloomingdale’s
Tiffany
Sunglass Hut
Wal-Mart

8. Nonstore Retailing Direct selling Direct marketing Automatic vending
Buying service

9. The New Retail Environment
Assortments have grown more alike
Differentiation has eroded
Limited-time-only “pop-up” outlets
Adding specialty products and customer-focused services
Growth in global competition

10. Corporate Retail Organizations
Corporate chain store
Voluntary chain
Retailer cooperative
Consumer cooperative
Franchise organization
Merchandising conglomerate

11. Retailer Marketing Decisions
Target market
Product assortment and procurement
Price
High-markup, lower- volume
Low-markup, higher-volume
Services and store atmosphere
Store activities and experiences
Communications
Location

12. Breakthrough Marketing: TARGET
“Upscale discounter” image = $59 billion in annual sales!

13. Marketing Skills: Experience Marketing
Enhance the sensory experience (feel, look, sound, smell, or taste).

14. Private Labels Generics
Unbranded, plainly packaged, less expensive versions of common products.
Private label brand
One developed by retailers and wholesalers.

15. Wholesaling
All the activities in selling goods or services to those who buy for resale or business use.

16. Major Wholesaler Types
Merchant wholesaler
Full-service wholesaler
Limited-service wholesaler
Brokers and agents
Manufacturers’ and retailers’ branches and offices
Specialized wholesalers

17. How Wholesalers Differ From Retailers
Pay less attention to promotion, atmosphere, and location
Transactions are usually larger and cover a larger trade area
Different legal regulations and taxes

18. What Wholesalers do Selling and promoting
Buying and assortment building
Bulk breaking
Warehousing
Transportation
Financing
Risk bearing
Market information
Management services and counseling

19. Trends in Wholesaling Facing mounting pressures from: Responses:
New sources of competition
Demanding customers
New technologies
More direct-buying programs by large buyers
Manufacturers
Responses:
Revisiting decisions
Cutting costs

20. Market Logistics
Supply chain management (SCM)
Starts before physical distribution, covering procurement of inputs, conversion into finished products, and product movement to final destinations.
Market logistics
Planning the infrastructure to meet demand, then implementing and controlling the physical flows of materials and final goods from points of origin to points of use to meet customer needs at a profit.

21. Steps in Market Logistics Planning

22. Integrated Logistics Systems (ILS)
Include materials management, material flow systems, and physical distribution, aided by information technology.

23. Market-Logistics Decisions
Order processing
Warehousing
Inventory
Transportation

24. Determining Optimal Order Quantity