03

01 Retailer Marketing Decisions

1) segmentation targeting, differentiation, and positioning
Retailing: connecting brands with consumers 2) major product variables:
product assortment
retailing includes all the activities in selling products or services services mix
directly to final consumers for their personal, nonbusiness use.
retailers are business whole sales come primarily from retailing. store atmosphere
shopper marketing focuses the entire marketing process on turning
shoppers into buyers as they approach the point of sale, whether
RETAILING 3) price decision
during in-store, online, or mobile shopping. AND price policy

WHOLESALING everyday low pricing (EDLP)

high-low pricing
02 4) Promotion decision
advertising
Types of Retailers personal selling
Amount of Service Classifications: sales promotion public relations
Self-service 05 direct marketing
Limited service 5) place decision
Full service central business districts
Product Line Classifications:
Wholesaling shopping center
specialty stores 1) Wholesaling include all activities involved in selling 04 Retailing Trends and Developments
department stores goods and services to those buying for resale or business
use. 1) increased uncertainty and disruption tighter consumer spending
supermarkets
financing changed consumer spending patterns
convenience stores risk bearing
market information some retailers benefit
superstores
management services and advice other retailers have tough times
off-price retailer 2) selling and promotion
3) buying and assortment building 2) new retail forms, shortening retail life cycles, and retail convergence
Relative Price Characteristics
4) bulk breaking 3) the rise of megaretailers
discount stores 5) warehousing superior information systems
off-price retailers 6) transportation
7) financing buying power
factory outlets 8) risk bearing large selection
warehouse clubs 9) market information
10) management service and advice 3) growing importance of retail technology
Organizational Form
Non-Store Direct Retailing 11) types of wholesalers 4) green retailing
1) voluntary chains merchant wholesalers
brokers and agents a) environmentally sustainable practices
IGA 1) direct-mail marketing
2) catalog marketing manufacturers’ and retailers’ branches and offices store design, construction, operations
Western Auto 12) wholesaler marketing decisions
3) telemarketing product assortment
True Value 4) direct-response television (DRTV) size of customer
marketing type of customer recycling made easier
2) retailer cooperatives need for service
5) infomercials package and distribution
Ace Hardware marketing mix product - product, price, promotion, place
13) trends in wholesaling 5) global expansion of major retailers
Associated Grocers
 03
01 Retailer Marketing Decisions
1) segmentation targeting, differentiation, and positioning
Retailing: connecting brands with consumers 2) major product variables:
product assortment
retailing includes all the activities in selling products or services services mix
directly to final consumers for their personal, nonbusiness use.
retailers are business whole sales come primarily from retailing. store atmosphere
shopper marketing focuses the entire marketing process on turning
shoppers into buyers as they approach the point of sale, whether
RETAILING 3) price decision
during in-store, online, or mobile shopping. AND price policy

WHOLESALING everyday low pricing (EDLP)

high-low pricing
02 4) Promotion decision
advertising
Types of Retailers personal selling
Amount of Service Classifications: sales promotion public relations
Self-service 05 direct marketing
Limited service 5) place decision
Full service central business districts
Product Line Classifications:
Wholesaling shopping center
specialty stores 1) Wholesaling include all activities involved in selling 04 Retailing Trends and Developments
department stores goods and services to those buying for resale or business
use. 1) increased uncertainty and disruption tighter consumer spending
supermarkets
financing changed consumer spending patterns
convenience stores risk bearing
market information some retailers benefit
superstores
management services and advice other retailers have tough times
off-price retailer 2) selling and promotion
3) buying and assortment building 2) new retail forms, shortening retail life cycles, and retail convergence
Relative Price Characteristics
4) bulk breaking 3) the rise of megaretailers
discount stores 5) warehousing superior information systems
off-price retailers 6) transportation
7) financing buying power
factory outlets 8) risk bearing large selection
warehouse clubs 9) market information
10) management service and advice 3) growing importance of retail technology
Organizational Form
Non-Store Direct Retailing 11) types of wholesalers 4) green retailing
1) voluntary chains merchant wholesalers
brokers and agents a) environmentally sustainable practices
IGA 1) direct-mail marketing
2) catalog marketing manufacturers’ and retailers’ branches and offices store design, construction, operations
Western Auto 12) wholesaler marketing decisions
3) telemarketing product assortment
True Value 4) direct-response television (DRTV) size of customer
marketing type of customer recycling made easier
2) retailer cooperatives need for service
5) infomercials package and distribution
Ace Hardware marketing mix product - product, price, promotion, place
13) trends in wholesaling 5) global expansion of major retailers
Associated Grocers