1. TOP 10 Learning Concepts
Chapter 16: Managing Retailing,
Wholesaling, and Logistics
Jerold I. Saddi
May 10, 2012
2. Outline:Top 10 Concepts of Managing Retailing, Wholesaling, and Logistics
To manage effectively, one should
know the following:
1. Major Retailer Types
2. Levels of Retail Service
3. Retail Positioning Map
4. Nonstore Retailing
5. Retailer’s Marketing Decision
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3. Outline:Top 10 Concepts of Managing Retailing, Wholesaling, and Logistics
Plus..
6. Retailer Services Mix
7. Location Decision
8. Major Wholesaler Types
9. Market Logistic Decisions
10. Transportation Factors
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4. Concept 1:
Major Retailer Types
To demonstrate I will use banks as example…
Specialty Store
Department Store
Supermarket
Convenience Store
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6. Concept 2:
Retailers can offer one of the
four levels of service..
In opening a bank account you may choose your
preferential bank…
Where
Self – Selection
begins…
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7. Concept 2:
You may either choose some of the banks service features..
If you’re always on the go, choose BDO for you can find BDO
ATMs anywhere…
Self-Service
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8. Concept 2:
If you want extra mile of service, choose BPI..
FULL SERVICE
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9. Concept 2:
If you often sends Telegraphic transfers abroad,
choose HSBC but with
LIMITED SERVICE
DUE TO ITS Limited Branches
in the country…
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10. Concept 3:
Retail Positioning Map
broad
Breadth of Product
Line
Narrow Low
High Value Added
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11. Concept 4:
Nonstore Retailing
To market clients, Banks would do the following:
Direct Selling
Managers will convince
you to get a credit card..
Direct Marketing
Put posters in their
branches..
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12. Concept 4:
Non Store Retailing
Automatic Vending
Buying Service
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13. Concept 5:
Retailer’s Marketing Decision
Bank’s position their branches based
on their..
TARGET MARKET
PRODUCT ASSORTMENT
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15. Concept 5:
Retailer’s Marketing Decision
Store Atmosphere
Store Activities
Communications
Locations
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16. Concept 6:
Retailer Services Mix
To convince you to open an account, managers
may invite you for a coffee break..
Prepurchase services
Postpurchase Services
Managers will deliver your passbook to
your doorsteps..
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17. Concept 6:
Retailer Services Mix
Ancillary Services
If you incur overdraft on your
checking account, they will waive
it the charges…
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18. Concept 7:
Location Decisions
Banks will strategize to position their branches to get a
substantial market share on the deposits…
Central Business Districts
Regional Shopping Centers
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23. Concept 9
Market Logistics Decisions
In making a decision, he should answer the
following:
How should orders be handled?
Where should stock be located?
How much stock should be held?
How should goods be shipped?
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24. Concept 10
Transportation Factors
In transporting stocks, he must
Speed think of the capabilities of an
“Eagle”…
Dependability
Capability
Availability
Frequency
Traceability
Cost
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25. TOP 10 Learning Concepts
Chapter 16: Managing Retailing,
Wholesaling, and Logistics
Jerold I. Saddi
May 10, 2012
27. Outline
• What is retailing?
• What are the 8 major types of
retailer?
• What are the 8 steps in retail
category management?
• What is franchising?
• What is wholesaling?
• What is Market logistics?
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28. Retailing are all activities
Activities
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29. of selling of goods and
services
Activities
Goods and services
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30. to final consumers for
personal or non business use
Activities
Goods and services
Final consumer
Individual non business
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31. Retailing includes all activities in selling goods and
services directly to final consumers for personal, non
business use
Activities
Goods and services
Final consumer
Individual non business
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32. There are 8 Major Types of
Retailer and these are:
Specialty Store
Department Store
Supermarket
Convenience
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34. There are 8 steps in Retail
Category Management
Define the
category
Step 1
Step 2 Figure out
its Role
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35. Next steps in Retail Category
Management
Assess
Performance
Step 3
Step 4
Set Goals
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36. Followed by
Choose the
Audience
Step 5
Figure out
Tactics
Step 6
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37. And Lastly to..
Step 7
Implement
the Plan
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38. These are the Retail Category Management Steps
Step 1
Step 2
Step 3
Step 4
Step 5
Step 6
Step 7
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39. Franchises is when there is
Franchisor Franchisee
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40. Franchisor owns the trade mark and gives
licenses to franchisees
Franchisor Franchisee
gives licenses
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41. In return for royalty payment
Franchisor Franchisee
gives licenses
royalty fee
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42. The Franchisor provides its franchisees
with a system and the franchisee pays the
royalty fee
Franchisor Franchisee
gives licenses
royalty fee
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43. Wholesaling are all activities
Activities
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44. Wholesaling are all activities
in selling goods or services
Activities
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45. Wholesaling are all activities in selling
goods or services for resale or business
use
Activities
Goods services
Resale business use
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46. Market Logistics includes
To meet customer to meet customer
requirements at a
profit
demand
planning implementing controlling
to meet customer
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requirements at a profit
47.
48. Self-Service
Self-Selection
Limited Service
Full Service
85. Location Decision
Central Business District
Community Shopping Centers
Shopping Strips
Regional Shopping Centers
Location within a larger store
