1. Retail Management

2. Course Objectives Explain What is Retail Management
Describe the Benefits of Retailing
Explain the Retail Selling Process
Explain the Classification of Retailers
Explain the Components of Retailing Concept
Explain the Steps of Retail Strategy Planning
Explain What is Franchising
Explain What is Merchandising
Explain What is Visual Merchandising
Describe the Importance of Location in Retailing
Explain the Types of Retail Location
Explain What is a Private Label
Explain the Process of Creation of Private Label
List the Myths about Careers in Retailing
List the Tips for Success in Retailing

3. Introduction
Look at the logos of some of the leading organizations across the world.
What do you think is common among the companies shown?
All the companies whose logos have been shown are ‘retailers’.

4. Introduction
Thus, each one of the companies shown sells directly to the final consumers.
They also render services that are incidental to the sale of such goods.
All these retailers are establishments that are engaged in selling merchandise for personal or household consumption.

5. Introduction
Let us look at the various aspects of retail management in detail.
Therefore, like any business, it is very important to manage a retail business and its various components.
In fact, the retail industry is one of the fastest growing and biggest sources of employment across the globe.

6. Definition Retailing Retailer Wholesaling Wholesaler
Now, let us look at a few definitions that will be useful while you study retail management.
The word ‘Retailing’ is derived from the French verb ‘retailer’, which means, "to cut a piece off.” Retailing is defined as all business activities that are involved in selling goods or services directly to the final consumers for their personal, family or household and non-business use.
Whereas, from a marketers point of view, retailing is defined as a set of marketing activities that are designed to provide satisfaction to the end consumer and profitably maintain the customer base by continuous quality improvements across all areas concerned with selling goods and services.
Retailing
Retailer
Wholesaling
Wholesaler

7. What is Retail Management?
Retailing includes all business activities involved in selling goods and services to end consumers for their personal, family, or household use. Therefore, the process of management of any retailing business is known as ‘Retail Management’. Thus, ‘Retail Management’ is the process of managing of a retail business which includes all its aspects of set-up, operations, maintenance etc.

8. Role of Retailer in Channel of Distribution
Manufacturer
Wholesaler
Retailer
Final Consumer

9. Benefits of Retailing Benefits to Customers Breaking Bulk :
One of the major benefits that retailers pass on to their customers is through their activity of ‘breaking bulk’. This is because retailers buy goods in bulk from manufactures. They then divide the bulk goods into smaller saleable units as per the consumption patterns of the end consumer.
Benefits of Retailing to Customers:
For consumers or customers, the retailers act as buying agents. Retailers perform various activities that increase the value of goods and services that are then ultimately sold to the end consumer. The various activities performed by the retailers that ultimately benefit the customers are as follows:
Breaking Bulk
Providing Assortment
Holding Inventory
Providing Services
Providing Information
Let us look at each activity in detail.

10. Providing Assortment:
Real Life Example
Providing Assortment:
Retailers evaluate the products of various manufacturers; they then choose and offer the best assorted collection of products depending on the tastes and needs of their target customers. Hence, consumers get a wide range of products and prices to choose from as per his/her choice. Therefore, the offered variety in assortment makes the buying process easier for customers.

11. External Environment Affecting Retailing3
Technological Environment
Technological Environment:
One of the major factors that drive change in the retail industry is ‘Technology’. Across the globe, the manner in which retailing is carried out has changed drastically due to the computerization of various retail store operations through the advent of computers, MIS etc. Technology is now being used in the retail industry as a means to improve the shopping environment and to provide a pleasant shopping experience to the customer.

12. Retail Marketing Mix Retail Marketing Mix
The following are the components that make up the ‘Retail Marketing Mix’:
Customer Service
People
Presentation
Product
Retail Marketing Mix
Promotion
Price
Place

13. Classification of Retailers
Amount of Service
Retailers can be classified based on the ‘amount of service’ they offer to their customers. Hence, based on the amount of service offered to customers, retailers can be such as follows:
Self-service
Retailers
Limited-service Retailers:
In such retail stores, the customers are offered limited service rather than a completely self-serving mode. Such retail stores are such as discount stores, most department stores etc.
Limited-service
Retailers
Limited-service
Retailers
Full-service
Retailers

14. Classification of Retailers
Organizational Approach
Retailers can be classified based on the ‘organizational approach’ they choose for their business. Hence, based on the organizational approach, retailers can be such as follows:
Corporate Chain Stores
Voluntary Chains
Retailer Cooperatives:
These stores are operated by groups of independent retailers who buy in bulk.
Retailer Cooperatives
Retailer Cooperatives
Franchise Organizations
Merchandising Conglomerates

15. Components of Retailing Concept
One of the key components of the retailing concept is ‘customer orientation’. A retailer always determines the attributes and needs of its customers. He then endeavors to take action in order to satisfy these needs of his customers.
Customer Orientation
Coordinated Effort
A retailer must always make a coordinated effort to succeed. Hence, a retailer integrates all his plans and activities to maximize efficiency.
Retailing Concept
One of the primary things that a retailer should aim to offer to his customers is a ‘good value proposition. Hence, a retailer must offer good value to the customers, through ‘appropriate pricing’ for goods and customer service.
Value-driven
Goal Oriented
A retailer should always set goals and then use strategy to attain them.

16. Store-based Retail Strategy Mix Non-store Based Retail Strategy Mix
Classification of Retail Institutions
The given flowchart shows the classification of retail institutions:
Ownership
Store-based Retail Strategy Mix
Non-store Based Retail Strategy Mix
Ownership:
Independent
Chain
Franchise
Leased Department
Vertical Marketing System
Consumer Cooperative
Store-based Retail Strategy Mix:
Convenience Store
Conventional & Food-based Supermarket
Box (limited line) Store
Warehouse Store
Specialty Store
Variety Store
Traditional & Full-line Department Store
Off-price Chain
Factory Outlet
Flea(louse) Market
Non-store Based Retail Strategy Mix & Non-traditional Retailing:
Direct Marketing
Direct Selling
Vending Machine
World Wide Web (WWW)

17. Real Life Example
Let us now understand how the concept of franchising works through SUBWAY® Restaurants.
SUBWAY® Restaurants were started way back in 1965 by a seventeen-year-old Fred DeLuca.
Fred DeLuca had just completed his high school and he aspired to become a medical doctor.

18. What is SKU? SKU is an acronym for Stock Keeping Unit.
SKU is a unique numerical identifying number.
This unique number refers to a specific stock item in a retailer's inventory or product catalog.

19. Retail Life Cycle
The given image shows the ‘Retail Life Cycle’ of any retail establishment.

20. Importance of Location in Retailing
Location decides and influences the merchandise mix and interior layout of the store based on the locality and neighbors surrounding the store.
Hence, vice versa, the choice of the location of the store also depends on the target audience and kind of merchandise to be sold.
It is important to keep in mind that once the store comes into existence, it is very difficult to change the location as changing the location of a store may result in loss of customer and employees.

21. In certain cases, a store may belong to a wholesale buying group.
Private Label
This wholesale buying group may own labels, which are made available to the members of the group.
Controlled labels can be used by the retailer belonging to that wholesale group.
Hence, this whole-sale owned labels are referred to as controlled labels.
In certain cases, a store may belong to a wholesale buying group.

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