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Chapter 13

MKTG 300 Chapter Notes - Chapter 13: The Home Depot, Dollar Tree, Direct Marketing


Department
Marketing
Course Code
MKTG 300
Professor
O'' Neal Carlton
Chapter
13

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Place - Distribution
MKTG 300: Chapter 13 Retailing and Wholesaling Notes
Abbreviations: - change; comp - company; mktg - marketing; g/s - goods & services; p/s - products & servicesβ–³
●Retailing β†’ all activities involved in selling g/s directly to final customers for their personal, nonbusiness use
●Retailer β†’ business whose sales come primarily from retailing
β—‹Self-Servicer: serve customers who are willing to perform their own locate-compare-select process to
save time and money -- basis of all discount operations, used typically by convenience stores (Target)
β—‹Limited-Service: provide more sales assistance bc they carry more shopping goods info (Sears)
β—‹Full-Service: assist customers in every phase of shopping process (Nordstroms, Tiffany’s)
●Shopper Marketing β†’ focusing entire mktg process on turning shoppers into buyers as they approach the point of
sale, whether during in-store, online, or mobile shopping
●Specialty Store β†’ carry narrow product lines with deep assortments within those lines
●Department Store β†’ carry wide variety of product lines, each operated as a separate dept.
●Supermarket β†’ most frequently visited; large, low-cost, low-margin, high-volume, self-service store that carries a
wide variety of grocery and household products (Walmart, Costco, Dollar Tree)
●Convenience Store β†’ small store, located near a residential area, that is open long hours 7 days/week and
carries a limited line of high-turnover convenience goods
●Superstore β†’ store much larger than a regular supermarket that offers a large assortment of routinely purchased
food products, nonfood items, and services
β—‹Supercenter: very large combination of food and discount stores
●Hypermarkets β†’ very large combinations food and discount stores
●Category Killer β†’ giant specialty store that carries a deep assortment of a particular line (Home Depot, Best Buy)
●Service Retailer β†’ product line is actually a service (hotels, airlines, banks, colleges, restaurants, hospitals, etc.)
●Discount Store β†’ standard merchandise at lower prices by accepting lower margins & selling at higher volume
●Off-price Retailer β†’ buys at less-than-regular wholesale prices and sells at less than retail
β—‹Independent Off-price β†’ independently owned & run or divisions of larger retail operations (TJ Maxx)
β—‹Factory Outlets β†’ manufacturer-owned and operated stores and normally carries manufacturer’s surplus,
discontinued, or irregular goods
β—‹Warehouse Club β†’ sells a limited selection of brand name grocery items, appliances, clothing, and other
goods at deep discounts to members who pay annual membership fees (Costco)
●Corporate Chains β†’ 2 or more outlets that are commonly owned and controlled
●Voluntary Chain β†’ a wholesaler-sponsored group of independent retailers that engages in group buying and
common merchandising
●Retailer Cooperative β†’ group of independent retailers that bands together to set up a jointly owned, central
wholesale operation and conduct joint merchandising and promotion efforts
●Franchise β†’ contractual association btwn manufacturer, wholesaler, or service org, and independent
businesspeople who buy the right to own and operate one or more units in the franchise system
●Shopping Center β†’ group of retail businesses built on a site that’s planned, developed, owned/managed as a unit
β—‹Regional, community, neighborhood shopping center (strip mall), power, or lifestyle centers
●Showrooming β†’ shopping practice of coming into retail store showrooms to check out merchandise and prices,
but instead buying from an online-only rival, sometimes while in the store
●Green Retailing β†’ adopting environmentally sustainable practices (packaging, building construction, programs)
●Industrial Distributors β†’ sell to manufacturers rather than to retailers (carrying stock, offering credit, delivery)
●Wholesaling β†’ all activities involved in selling g/s to those buying for resale or business use
●Wholesaler β†’ firm engaged primarily in wholesaling activities; sell to retailers & provide a range of services
β—‹Merchant β†’ independently owned wholesale business that takes title to the merchandise it handles
β—‹Brokers β†’ brings buyers and sellers together and assist in negotiation (don’t take title to goods)
β—‹Agents β†’ represents buyers or sellers on a relatively permanent basis, performs only a few functions
find more resources at oneclass.com
find more resources at oneclass.com
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