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MARKETING CHANNELS
Retail Management Berman Chapter 3
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Retail Channel Members
• A. Retail Structure
• B. The Special Characteristics of Retailing • C. Retail Trends
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• A. Retail Structure
• Total retail sales
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B. Characteristics of Retailing
– immediacy
– importance of location
• trading area characteristics
• affinities, neighboring stores and types • pedestrian traffic counts
• vehicular traffic counts and direction • transportation
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B. Characteristics of Retailing
• Low average sale
• High proportion of impulse sales
– impulse - planned
• 53% supermarket sales, 66% unplanned
• planned = specifically 34%, instore = 66%
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C. Retail Trends
• conglomerate merchants
• increased market saturation • leveraged buyouts
• high/low performance retailers • strategic profit model
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D. Retail Institution Typology
–by ownership
•independents •chains
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D. Retail Institution Typology
– by strategy
• mdse width, depth, consistency • food oriented retailers
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E. Retail Buying Organizations
• formality
• centralization
• buying vs mdse orientation
