1. Classification Organization to track competition

2. NAICS Codes: 44-45 Retail Trade 441: Motor Vehicle and Parts Dealers 442: Furniture and Home Furnishing Stores 443: Electronic and Appliance Stores 444: Building Material and Garden Equipment and Supplies Dealers 445: Food and Beverage Stores 446: Health and Personal Care Stores 447: Gasoline Stations 448: Clothing and Clothing Accessories Stores 451: Sporting Goods, Hobby, Book, and Musical Stores 452: General Merchandise Stores 453: Miscellaneous Store Retailers 454: Nonstore Retailers

3. Concentration Ratios Dominance of retail chains Shows an decreasing number of establishments… Within a small number of firms… Accounting for an increasing proportion of sales in a number of important categories.

4. Concentration Ratios n The proportion of an industry's assets owned/within a specified number of the largest firms. n In retailing, these resources can be the amount of sales, amount of payroll, number of outlets, or number of employees. n Presented in the Census of Retail Trade for the: – 4 largest firms – 8 largest firms – 20 largest firms – 50 largest firms

5. Vertical Integration in Retailing Wholesaling functions –Transporting, operating a fleet of distribution vehicles. –Warehousing, no longer using contractual warehouses, building distribution centers. Manufacturing –Managing the production of private labels –Employing in-house clothing designers, as opposed to “brand managers”

6. Price Quantity Retail demand Retailer M.R.= Supplier demand Supplier M.R. Price Quantity Retail demand Retailer M.R.= Supplier demand

7. Avoiding the Successive Markup Leads to lower retail prices… And higher quantity sales Higher retailer gross margins Caution: Analysis focuses only on gross margins. Fixed costs of providing the functions still must be covered with volume.

8. Types of Vertical Arrangements Corporate Systems Wholesaler Sponsored Voluntary Chains Retail Sponsored Cooperatives Franchise Systems

9. Markets vs. hierarchies, make or buy, vertical integration Retailer becomes a wholesaler, develops distribution centers and transportation system. Supplier forward integrates into retailing, such as franchisors operating company owned outlets. –Avoids the successive markup problem –lower retail prices –higher volumes –higher profits Corporate Channel

10. For vertical integration to compete effectively Must operate both sides of “channel” at an efficient scale: retail and wholesale –“Unbalanced throughput” –Inefficiencies emerge Overcome “dulled incentives” for the “not for profit” side of operation.

11. Coalition at one level in the channel (retailers) pool resources to own and operate the supplying function (wholesaling). This cooperative level is operated at "not-for- profit" or provides "dividends" to members based on volume. Avoids the successive markup problem. Frequently criticized for not being able to manage costs effectively. Examples: –Affiliated Grocers, Topco –Farmland Industries Contractual: Cooperative

12. Specified retail format, proven successful with an established trademark. Lump sum, nonrefundable fee. Payment of a royalty as a proportion of net sales revenues. Payment of an advertising royalty (percent of revenues, to be spent by franchisor). Specified territories, multi-unit operations more prevalent. Contractual: Franchising

13. Wholesaler sponsored voluntary chains Independent Grocers Alliance, i.e., IGA Food Stores, Fleming Ace Hardware Independently owned stores Wholesaler coordinates pricing, specials, private labels, and supplier relations. Efficiently managed supply.