1. Irwin/McGraw-Hill © The McGraw-Hill Companies, Inc., 1998 Gilbert A. Churchill, Jr. J. Paul Peter Chapter 16 Retailing Marketing

2. Sales by Major Types of Retailers Slide 16-1 Figure 16.1 Other 36% Automotive Dealers 24% Food Stores 18% General Merchandise 13% Eating and Drinking Places 10% Source: US Department of Commerce, Statistical Abstract of the United States, 115th ed. (Washington, D.C.; U.S. Government Printing Office, 1995) p. 782

3. Irwin/McGraw-Hill © The McGraw-Hill Companies, Inc., 1998 Major Types of Store Retailers Slide 16-2 Store Retailers Specialty Stores Store Retailers Mass Merchandisers Store Retailers

4. Irwin/McGraw-Hill © The McGraw-Hill Companies, Inc., 1998 Specialty Stores Slide 16-3 Specialty Stores Limited Line Stores Store Retailers Single Line Stores Category Killers

5. Irwin/McGraw-Hill © The McGraw-Hill Companies, Inc., 1998 Mass Merchandisers Slide 16-4 Hypermarkets Discount Stores Warehouse Stores Variety Stores Off Price Retailers Supermarkets Mass Merchandisers License Foreign Manufacturers Department Stores Catalogue Showrooms Superstores

6. Irwin/McGraw-Hill © The McGraw-Hill Companies, Inc., 1998 Major Types of Non Store Retailing Slide 16-5 Telemarketing Direct Action Advertising On-Line Marketing Integrated Direct Marketing Vending Machines Non Store Retailers License Foreign Manufacturers Direct Marketing Direct Selling Direct Mail Marketing

7. Irwin/McGraw-Hill © The McGraw-Hill Companies, Inc., 1998 Marketing Strategy Decisions for Retailers Slide 16-6 ProductPricing PlacementPromotion AtmosphericsStore Image

8. Irwin/McGraw-Hill © The McGraw-Hill Companies, Inc., 1998 The Wheel of Retailing Slide 16-7 Mature Retailer Top Heaviness Conservatism Declining ROI Innovation Retailer Low Status Low Price Minimal Service Poor Facilities Limited Production Offerings Top Heaviness Conservatism Declining ROI Traditional Retailer Elaborate facilities Expected Essential and Exotic Services Higher rental Locations Fashion Orientations Higher Prices Extended Product Offerings Vulnerability Phase Entry Phase Trading-up Phase Figure 16.2

9. Irwin/McGraw-Hill © The McGraw-Hill Companies, Inc., 1998 Slide How Retailers Create Value Slide 16-8 Walmart Lower Prices Special Products and Services Combination Creative Computers Emily’s Market

10. Irwin/McGraw-Hill © The McGraw-Hill Companies, Inc., 1998 Trends in Retailing Slide 16-9 Frequent-shopper programsincentive programs offered by retailers to reward customers and encourage repeat business. Quick-response inventory managementa system in which channel members cooperate to reduce the lead time for receiving merchandise. Video selling systema system that uses video screens located near checkouts or kiosks to advertise products and services.