1. Copyright Atomic Dog Publishing, 2002 International Retailing Dana-Nicoleta Lascu Chapter 12

2. Copyright Atomic Dog Publishing, 2002 Chapter Objectives Provide an overview and description of the general merchandise retailing category and offer examples and illustrations Provide an overview and description of the food retailing category and offer examples and illustrations Provide an overview and description of the nonstore retailing category and offer examples and illustrations Address issues related to legislation, taxation, and retailing practices around the world

3. Copyright Atomic Dog Publishing, 2002 International Expansion of Retailers Wal-Mart Metro AG Sears Roebuck Rewe Gruppe Edeka Gruppe Aldi Gruppe Dayton Hudson Tenzelmann Gruppe

4. Copyright Atomic Dog Publishing, 2002 International Retailing Defined All the activities involved in selling products and services to final international consumers for their personal consumption.

5. Copyright Atomic Dog Publishing, 2002 Retail Formats: Variations in Different Markets Specialty Stores  Retailers offering a narrow product line and wide assortment -Virgin Records (music products) -Mango (youth fashion) Specialized Markets  Markets that house stores specializing in a particular product category -Jade market (Hong Kong) -Spice market (Istanbul)

6. Copyright Atomic Dog Publishing, 2002 Retail Formats: Variations in Different Markets Department Stores  Offer a broad variety of goods and wide assortments  U.S. and Canada: recent substantial losses  Europe: expansion of national chains throughout the European Union  Asia: on the decline

7. Copyright Atomic Dog Publishing, 2002 Retail Formats: Variations in Different Markets General Merchandise Discount Stores  Sell high volumes of merchandise  Offer limited service  Charge lower prices  Types: -All-purpose: offer wide variety of merchandise and limited depth -Category specialists (category killers): carry a narrow variety of merchandise and offer a wide assortment

8. Copyright Atomic Dog Publishing, 2002 Retail Formats: Variations in Different Markets Off-Price Retailers  Sell brand name and designer merchandise at below regular retail prices  Overruns, irregular products, previous seasons’ products  Examples: -Factory outlet stores -Close-out retailers (broad, inconsistent assortments) -Single-price retailers (all products for the same price)

9. Copyright Atomic Dog Publishing, 2002 Retail Formats: Variations in Different Markets Catalog Showrooms  Offer high-turnover, brand name goods at discount prices  Internationally, however, goods sold through this venue tend not to be brand name, but, rather, goods that have not sold the last season through the catalog

10. Copyright Atomic Dog Publishing, 2002 International Food Retailers Conventional Supermarkets  Self-service retailers with annual sales higher than $2 million and less than 20,000 square feet of store space

11. Copyright Atomic Dog Publishing, 2002 International Food Retailers Superstores  Combination stores (food and drug)  Hypermarkets – combine supermarket, discount, and warehouse retailing

12. Copyright Atomic Dog Publishing, 2002 Food Retailers Warehouse Clubs (Wholesale Clubs)  Require members to pay an annual fee  Operate in low-overhead, warehouse-type facilities  Offer limited lines of brand-name and dealer-brand merchandise at a substantial discount

13. Copyright Atomic Dog Publishing, 2002 Food Retailers Convenience Store  Small residential retailers or retail chains consisting of small neighborhood stores  Open long hours  Carry limited lines of higher-turnover necessities  One-stop shopping

14. Copyright Atomic Dog Publishing, 2002 Nonstore Retailing Internet Retailing  Also known as interactive home shopping or electronic retailing  Includes both new dot-com companies and traditional retailers attempting additional market penetration  Increase company diversification Vending Machines  Increasingly popular  Extent of use varies from country to country

15. Copyright Atomic Dog Publishing, 2002 Nonstore Retailing Television Home Shopping  A venue for selling merchandise to consumers in their homes using cable channels  Examples: infomercials and direct response advertising  Popular in North America and Europe, and becoming increasingly popular in Asian markets

16. Copyright Atomic Dog Publishing, 2002 Nonstore Retailing Catalog Retailing and Direct Mail Retailing  Venues for selling merchandise to consumers using catalogs and other types of direct mail  It allows for the international expansion of retailers  Must be adapted to local market needs and practices  Obstacles in developing countries: -deficient telephone service -unreliable mail service -low income -unavailability of credit cards

17. Copyright Atomic Dog Publishing, 2002 Nonstore Retailing Direct Selling  A retailing venue whereby a salesperson, typically an independent distributor, contacts a consumer, demonstrates product use and benefits, takes orders and delivers the merchandise  Direct selling firms are most active in the growth markets (in emerging markets, in particular)

18. Copyright Atomic Dog Publishing, 2002 Network Marketing Variation on direct selling Involves signing up sales representatives to go into business for themselves with minimal start-up capital and sell more "distributorships" and merchandise Network marketing is growing rapidly, especially in emerging markets

19. Copyright Atomic Dog Publishing, 2002 Issues in International Retailing Legislation and Regulation Taxation and Cross Border Shopping Variations in Retailing Practice and Customs

20. Copyright Atomic Dog Publishing, 2002 Chapter Summary Described general merchandise retailing Addressed the food retailing category Discussed the non-store retailing category Addressed issues related to legislation and taxation Discussed retailing practices around the world