Retail Management

Category: Education

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Presentation Transcript

Slide 1: 

1 Retail Management? Introduction, scope and trends in Retailing

Refreshor!!!! : 

2 Refreshor!!!! Management Marketing Product Marketing vs. Service Marketing SWOT analysis 4 Ps or Marketing Mix Branding Distribution & Placement Positioning Retail Managers (in organizations & in retail outlets) Franchising, Dealership, Service Retailing

Distribution Network : 

3 Distribution Network Distributor Broker / Agent Factory Outlet Wholesalers Retailers

Issues in Retailing : 

4 Issues in Retailing How can we best serve our customers while earning a fair profit? How can we stand out in a highly competitive environment where consumers have too many choices? How can we grow our business, while retaining a core of loyal customers?

A Typical Channel of Distribution : 

5 A Typical Channel of Distribution Manufacturer Wholesaler Final Consumer Retailer

The Retailer’s Role in the Sorting Process (link to Mkt. Mix) : 

6 The Retailer’s Role in the Sorting Process (link to Mkt. Mix)

Relationship Management Among Retailers and Suppliers : 

7 Relationship Management Among Retailers and Suppliers Disagreements may occur: control over channel profit allocation number of competing retailers product displays promotional support payment terms operating flexibility

Distribution Types : 

8 Distribution Types Exclusive: suppliers make agreements with one or few retailers that designate the latter as the only ones in a specified geographic area to carry certain brands or products Intensive: suppliers sell through as many retailers as possible Selective: suppliers sell through a moderate number of retailers

Special Characteristics Affecting Retailers : 

9 Special Characteristics Affecting Retailers Retailer’s Strategy Small Average Sale Impulse Purchase Popularity of Stores

Eliminating Shopper Boredom : 

10 Eliminating Shopper Boredom

Customer Service : 

11 Customer Service Activities undertaken by a retailer in conjunction with the basic goods and services it sells. Store hours Parking Shopper-friendliness Credit acceptance Salespeople

Relationship Retailing : 

12 Relationship Retailing Seek to establish and maintain long-term bonds with customers, rather than act as if each sales transaction is a completely new encounter Concentrate on the total retail experience Monitor satisfaction Stay in touch with customers Develop customer database

Key Drivers : 

13 Key Drivers Consumer Pull Rising incomes Explosion of media Change in consumer behavior Consumerism cycle The Rural market: Waking up Supply chain establishment Entry of Corporate sector Expansion of family owned businesses New Entrepreneurs Reducing Brand dominance Foreign retailers seeking entry Technological impact

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