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MAR 3023-961 Basic Marketing Fall 2003—St. Petersburg Retailing Rich Gonzalez University of South Florida October 22, 2003 URLs www.neimanmarcus.com www.afcsushi.com/ www.wwatching.net/cgi-bin/pgsrvr.cgi/cgi_stubs/enigma/vending Agenda October 22, 2003 Assignment A—Update Quiz # 4

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mar 3023 961

MAR 3023-961

Basic Marketing

Fall 2003—St. Petersburg

Retailing

Rich GonzalezUniversity of South Florida

October 22, 2003

slide2
URLs

www.neimanmarcus.com

www.afcsushi.com/

www.wwatching.net/cgi-bin/pgsrvr.cgi/cgi_stubs/enigma/vending

agenda october 22 2003
Agenda October 22, 2003
  • Assignment A—Update
  • Quiz # 4
  • Retailing
  • Neiman Marcus Video/Discussion
  • Class Exercise
  • For October 29
assignment a
Assignment A
  • Any problems, questions?
for today october 22
For Today: October 22

Chapter 16 – Direct Marketing, Retailing, Wholesaling(Note Video Case on Neiman Marcus on page VC-19)

“Retail Sales Improved in September, Shelly Branch,WSJ, October 10, 2003

Q: “What aspect of retailing do you hate the most?”

for october 29
For October 29

Chapter 15 – Distribution Channels

“Wal-Mart, Driving Workers and Supermarkets Crazy, Steven Greenhouse, N.Y. Times, October 19, 2003

www.nytimes.com/2003/10/19/weekinreview/19GREE.html

What are some reasons that Wal-Mart is so powerful? (Based on Chapter 16 and Chapter 15 concepts.

state of retailing
State of Retailing

Shelly Branch, WSJ

  • Good Performers?
  • Advertising—Madonna, Missy Elliott
  • Abercrombie & Fitch
  • Holiday 2003--- + 5.7 %
  • Retail 2003 --- + 4.1 %
  • BIG Retailers Getting BIGGER
mantras
Mantras

#1--The purpose of a business is to create a customer.

#2--It is the customer who determines what a product/service is.

#3--Know your customer(s).

#4—Brand is is the interface between the marketer and the customer.

quiz 4 q6 bonus
Quiz 4 Q6 -- Bonus

6. The Neiman Marcus catalog is called:

quiz 4 q1
Quiz 4 Q1

1. 1. In recent years, a new line of limited line retailer has emerged. Borders, Sports Authority, Bed Bath & Beyond, Circuit City, Office Depot are examples of a type of retailer. Name this type of retailer.

category killer Chap 16, p478

quiz 4 q2
Quiz 4 Q2

3. A clothing retailer initially prices a suit at $199.99 but the garment does not sell. The wholesale cost of the product is $100, providing a margin of $100 (rounded). ... markdown the garment by 20% to stimulate sales. The new price is:

A) $ 79.99.

B) $119.99.

C) $159.99.

D) $139.99.

E) $89.99.

C Chap 16, p 471, p B-3

quiz 4 q3
Quiz 4 Q3

3. When two different companies with strong brand names join together to sell a product, it’s an example of:

A) target marketing leverage.

B) strong-base branding.

C) co-branding.

D) power branding.

E) bilateral brand equity (BBE).

C. Chap 12, p 358

quiz 4 q4
Quiz 4 Q4

4. A generic brand’s products are offered in plain packages, at low prices and often have no name on them.

a. True

b. False

A. Ch. 12, p 348

quiz 4 q5
Quiz 4 Q5

5. The opening vignette to Chapter 16 details how Prada in New York uses _______ to pamper its customers.

A) wine and cheese stations.

B) Upscale Customers Attendants (UCA).

C) limousine service.

D) sophisticated network technology.

E) gold plated shopping carts..

D: Chap 16 p 465

quiz 4 q6 bonus15
Quiz 4 Q6 -- Bonus

6. The Neiman Marcus catalog is called:

“the Book” p VC-20

mantras16
Mantras

#1--The purpose of a business is to create a customer.

#2--It is the customer who determines what a product/service is.

#3--Know your customer(s).

#4—Brand is is the interface between the marketer and the customer.

slide17

Retailing

Traditional, Technology and Transitional

prada
Prada
  • Manhattan NY
  • Technology: What Kinds?
  • Wireless Networks
  • RFID
  • Video
  • Information About Accessories
slide20

Brand Preference

The stage of brand acceptance at which the consumer selects one brand over competing offerings based on previous experience with it.

slide21

Brand Insistence

The stage of brand acceptance at which the consumer refuses to accept alternatives and searchers extensively for the desired good or service.

Store brand loyalty---Anyone loyal to a store?

slide22

Brand Equity

The added value that a certain brand name gives to a product.

Generated by performance, social image, value, trustworthiness of the brand.

Neiman Marcus has high level of brand equity.

slide23

Dimensions of Brand Equity: The Young & Rubicam Mode

DIFFERENTIATION

RELEVANCE

ESTEEM

KNOWLEDGE

elements of brand equity
Elements of Brand Equity
  • Brand Awareness
  • Brand Loyalty
  • Quality
  • Brand Affiliations
brands affiliated with n m
Brands Affiliated With N-M

Gucci, Armani, Burberry, Stueben, Bose, Moschino, Elie Tahari…

Not: Bic, Pioneer, Aiwa, Martha Stewart,

slide26

Elements of the Marketing Mix within an Environmental Framework

Competitive

Distribution

Product

Political-Legal

Target

Market

Social-Cultural

Price

Promotion

Technological

Economic

What factors have affected retail?

What factors have affected K-Mart?

revenues billions
Revenues (billions)

Who’s afraid of a little country store from Arkansas?

2002 revenues retailers 7t4
2002 Revenues—Retailers 7T4

$ 247 Wal-Mart

$ 36 Sears

$ 31 Kmart

$ 40 Target

$ 32 J.C. Penney

$ 15 Federated Dept. Stores

$ 58 Home Depot

$ 3 Neiman Marcus

(revenues in billions)

kmart
Kmart
  • Will they make it?
  • “Does America need Kmart?”
evolution of retailing
Evolution of Retailing
  • Traced to trading posts such as the Hudson Bay Company and peddlers
  • First Retail Institution in the U.S. was the General Store
  • Supermarkets appeared in the early 1930s
  • Discount stores arrived in the 1950s
  • Convenience food stores emerged in the 1960s
  • The 1980s saw the first off-price retailers
wheel of retailing
Wheel of Retailing
  • Hypothesis that each new type of retailer gains a competitive foothold by offering lower prices than current retailers, while maintaining profits through reduction of services
  • Once established, more services are introduced and prices rise
  • It then becomes vulnerable to new, lower price competitors

Kind of like a life cycle...

slide34

Wheel of Retailing

The hypothesis that each new type of retailer gains a competitive foothold by offering lower prices than current suppliers charge, maintaining profits by reducing or eliminating services. Retailers then adds more services, with prices rising gradually. Then another low-cost retailer enters...

slide35

The Wheel of Retailing

Market Opportunity

Low Prices,

Low Services

Market opportunity

Add Services,

Prices Rise

Add More Services,

Prices Rise More

This is ALWAYS true.

Why do services get added?.

retailing

Price

Location

Key

Economic

Factors

Affecting

Consumer

Retail Choice

Product Selection

Special Services

Helpful Salespeople

Fairness in Dealing

Retailing

13-3

slide37

Retailing

All activities involved in selling goods and services to ultimate consumers, mostly in or around stores.

Are vending machines retail?

Are virtual Internet stores retail?

first vending machine
First Vending Machine

http://www.wwatching.net/cgi-bin/pgsrvr.cgi/cgi_stubs/enigma/vending

slide39

Brick and Mortar

Retail stores which have a physical location.

Is Borders brick and mortar?

Think Click and Mortar.

clicks and bricks
Clicks and Bricks
  • Barnes & Noble, Circuit City, Best Buy
  • Virtual, physical, or hybrid?
  • Shopping....digitized?
  • Consumer access to “internal” information
  • i.e., checking store inventory
consumers accessing information
Consumers Accessing Information
  • Is this valuable for consumers?
  • Some people—say customers don’t need this
  • What will happen when retailers can tell which products are being looked at?
where have all the small stores gone 7t3
Where Have all the Small Stores Gone? 7T3
  • Bakeries
  • Drug stores
  • Record stores
  • Grocery stores
  • Hardware stores
  • Candy stores
  • Filling stations

5% stores do 54% of business

slide44

Retail Image

Consumers total perception of a store and the shopping experience it provides.

What happens if the image is inconsistent?

slide45

Markup

An amount that a retailer adds to the cost of a product to determine its selling price.

Always know what the base is!

Referred to as an amount or as a percentage?

slide46

The amount of the markup typically results from marketing decisions:

  • The services performed by the retailer.
  • The inventory turnover rate.
  • 3. Profitability objectives
slide47

Markup on Selling Price

Markup Percentage on = Amount Added to Cost

Selling Price Selling Price

slide48

Markup on Cost

Markup Percentage on = Amount Added to Cost

Cost Cost

slide49

Inventory Turnover

A major performance metric:

Inventory = $ Annual Sales

Turnover $ On Hand Inventory

Inventory turns for Kmart = 3.8

Inventory turns for retailers = 6.1

slide50

Markdown

An amount by which a retailer reduces the original selling price of a product.

slide51

Planned Shopping Center

A group of retail stores planned, coordinated, and marketed as a unit.

Think Countryside, Brandon Town Center, University Mall, Citrus Park

the battle for shelf space
The Battle for Shelf Space
  • Stockkeeping unit (SKU): specific product offering within a product line that is used to identify items within the line
  • Slotting allowances: fees paid by manufacturers to secure shelf space from retailers for their products

© PhotoDisc

slide53

Selling Up

A retail sales technique that tries to convince a customer to buy a higher-priced item than he or she had originally intended.

Bait and switch?

slide54

Suggestion Selling

A retail sales technique that attempts to broaden a customer’s original purchase to add related items, special promotional products.

Think the big “A”

accessories cell phone 8t3
Accessories - Cell Phone 8T3
  • Faceplates
  • Head Set
  • Leather Case
  • Car Power Supply
  • Hands Free Car Kit
  • Extra Battery
  • Keyboard
  • Belt Clip
slide56

Atmospherics

The combination of physical characteristics and amenities that contribute to a store image which are experienced by customers.

How is it to walk into the new International Mall in Tampa?

slide57

Classifications of Retailers

Classification Schemes

Shopping Effort

Services Provided

Product Lines

Location of Transactions

Form of Ownership

slide58

Types of Retailers: Classified by Shopping Effort

Retailers

Convenience Retailers

Shopping Stores

Specialty Retailers

Same as the product categories?

slide59

Types of Retailers: Classified by Services Provided

Retailers

Self-Service Retailers

Self-Selection Retailers

Full-Service Retailers

neiman marcus video
Neiman Marcus Video
  • Worksheet—Jot down some reactions ideas thoughtscriticisms—what you don’t likepraises------what you do likequestions---something distinctive?
neiman marcus
Neiman Marcus
  • Is N-M Focused On One Segment?
  • Multiplicity of Services
  • www.neimanmarcus.com
discussion
Discussion
  • 3 Distinctive Features of N-M That Can Be Copied To Another Retail Strategy

1. Focus on Customer needs & wants

2. Loyalty program--Innovative

3. Merchandising Performance

Class Discussion

slide64

Types of Retailers: Classified by Form of Ownership

Retailers

Chain Stores

Independent Retailers

slide65

Specialty Store

A retailer that typically handles only part of a single product line.

Think length of product line---”Batteries Plus.”

specialty store in a store
Specialty Store in a Store
  • Sushi Bar
  • www.afcsushi.com
slide67

Limited-line Store

A retailer that offers a large assortment within a single product line or a few related product lines.

also known as product-category

slide68

Category Killer

A retailer that combines huge selection and market sensitive prices within a single product line.

Who is your favorite category killer?

slide69

Department Store

A large store that handles a variety of merchandise, including clothing, household goods, appliances, and furniture.

Do category killers affect these?

slide70

Outlet Mall

A shopping center that houses only off-price retailers.

(This has changed somewhat.)

Ellenton Mall is the local example. Orlando has ______?

slide71

Supercenter

A large store, though still smaller than a hypermarket that combines groceries with discount store merchandise.

The WalMart concept.

slide72

Home Shopping

A retailing method based on promotions through cable television networks to sell merchandise through telephone orders for home delivery.

Will this be replaced by Internet shopping?

slide73

Chain Store

A group of stores that operate under central ownership and management to market essentially the same product line.

scrambled merchandising
SCRAMBLED MERCHANDISING
  • Scrambled Merchandising: concept in which a retailer combines dissimilar product lines in an attempt to boost sales volume

© PhotoDisc

slide75

Vending Machines

A method of “automatic merchandising” whereby devices are used to dispense goods and services and to receive payment from buyers, without a human seller.

Vending machines originated in the 1930-40s. T/F?

How many vending machines in the U.S.?