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Chapter 5

Chapter 5. RETAIL MANAGEMENT: A STRATEGIC APPROACH , 10th Edition. Retail Institutions by Store-Based Strategy Mix. BERMAN EVANS. Chapter Objectives.

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Chapter 5

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  1. Chapter 5 RETAIL MANAGEMENT: A STRATEGIC APPROACH, 10th Edition Retail Institutions by Store-Based Strategy Mix BERMAN EVANS

  2. Chapter Objectives • To describe the wheel of retailing, scrambled merchandising, and the retail life cycle, and show how they can help explain the performance of retail strategy mixes • To discuss some ways in which retail strategy mixes are evolving • To examine a variety of food-oriented retailers involved with store-based strategy mixes • To study a range of general merchandise firms involved with store-based strategy mixes

  3. Retailer Strategy Mix • A strategy mix is the firm’s particular combination of: • store location, store or nonstore format ,place of area and kinder of site is it shopping center • operating procedures; kind of personal sale ,management style, store hours • goods/services offered; categories, quality • pricing tactics; prestige ,skimming, penetration • store atmosphere; physical attributes, • customer services; personal attention ,return policy ,delivery • promotional methods; displays, advertising, personal selling and sales promotion

  4. Earning Destination Retailer Status • Be price-oriented and cost efficient • Be upscale • Be convenient • Offer a dominant assortment • Offer superior customer service • Be innovative or exclusive

  5. Figure 5-1: The Wheel of Retailing

  6. Figure 5-2: Retail Strategy Alternatives

  7. Figure 5-3: Scrambled Merchandising by a Shoe Store

  8. Retail Life Cycle • Retail institutions pass through identifiable life stages Sales/Profitability Positioning completion • Introduction Low/growing concept innovation None • Growth rapid /high Social Need Limited • Maturity High level/Declining Broad Maker Extensive/ Saturated • Decline Dropping Niche Intensive/ Consolidated

  9. How Retail Institutions Are Evolving • Mergers, Diversification, Downsizing • Cost-Containment and Value-Driven Retailing through: - holding down initial investment • Operating costs Cost commitment could achieved through: • Standardized operating procedures ,layout and size of store • Using secondary location • Buying refurbished equipments • Using inexpensive construction materials • Placing stores in smaller communities

  10. Mergers, Diversification, and Downsizing • Mergers: combination of separately owned firms (e.g., Movie Gallery and Hollywood Entertainment) • Diversification: retailers become active in businesses outside their normal operations (e.g., Limited Brands) • Downsizing: unprofitable stores are closed or divisions are sold off (e.g., Kmart)

  11. Figure 5-5: west elm from Williams-Sonoma

  12. Food-Oriented Convenience store Conventional supermarket Food-based superstore Combination store Box (limited-line) store Warehouse store General Merchandise Specialty store Traditional department Full-line discount store Variety store Off-price chain Factory outlet Membership club Flea market Table 5-1: Store-Based Retail Strategy Mixes

  13. Convenience Store Strategy MixMini market Location: Neighborhood Prices: Average to Above average Atmosphere and Services: Average Merchandise: Medium width and low depth of assortment; average quality Promotion: Moderate

  14. Conventional Supermarket Strategy Mix Self service supermarket Location: Neighborhood Prices: Competitive Atmosphere and Services: Average Merchandise: Extensive width and depth of assortment; average quality; manufacturer, private, and generic brands Promotion: Heavy use of newspapers, flyers, and coupons

  15. Food-Based Superstore Strategy Mix Superstore Location: Community shopping center or isolated site Prices: Competitive Atmosphere and Services: Average Merchandise: Full assortment plus health and beauty aids and general merchandise Promotion: Heavy use of newspapers, flyers

  16. Figure 5-7: Supermarkets Have Come a Long Way

  17. Combination Store Strategy Mix Hypermarket (Carrefour) Location: Community shopping center or isolated site Prices: Competitive Atmosphere and Services: Average Merchandise: Full assortment plus health and beauty aids and general merchandise Promotion: Heavy use of newspapers, flyers

  18. Warehouse Store Strategy Mix/groceries Location: Secondary site, often in industrial area Prices: Very low Atmosphere and Services: Low Merchandise: Moderate width and low depth of assortment; emphasis on manufacturer brands bought at discount Promotion: Little or none

  19. Specialty Store Strategy Mix Location: Business district or shopping center Prices: Competitive to Above average Atmosphere and Services: Average to excellent Merchandise: Very narrow width and extensive depth of assortment; average to good quality Promotion: Heavy use of displays Extensive sales force

  20. Full-Line Discount Store Strategy Mix Location: Business district, shopping center or isolated store Prices: Competitive Atmosphere/Services: Slightly below average to average Merchandise: Extensive width and depth of assortment; average to good quality Promotion: Heavy on newspapers; price-oriented; selling

  21. Variety Store Strategy Mix/Apparel and accessories Location: Business district, shopping center or isolated store Prices: Average Atmosphere/Services: Below average Merchandise: Good width and some depth of assortment; below-average to average quality Promotion: Use of newspapers

  22. Factory Outlet Strategy Mix Location: Out of the way site or discount mall Prices: Very Low Atmosphere/Services: Very low Merchandise: Moderate width and poor depth of assortment; low continuity Promotion: Little

  23. Membership Club Strategy MixCustomers membership Location: Isolated store or secondary site Prices: Very Low Merchandise: Moderate width and poor depth of assortment; low continuity Atmosphere/Services: Very low Promotion: Little; some direct mail

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