文档介绍：Chapter 17
Managing Retailing,
Wholesaling, and
Objectives
Retailing
Wholesaling
Market Logistics
Four Levels of Retail Service
Self-service
Self-selection
Limited-service
Full-service
Retail Positioning Map
Bloomingdale’s
Kinney
Shoe
Wal-Mart
Tiffany
Broad
Narrow
Breadth of
product line
Value added
Low
High
Classification Of Retailer Types
Specialty Stores
Department Stores
Supermarkets
Convenience Stores
Off-Price Retailer
Superstores
Catalog Showroom
Wide Variety of Product Lines . Clothing, Home Furnishings, & Household Items
Wide Variety of Food, Laundry, & Household Products
Limited Line of High-Turnover Convenience Goods
Inexpensive, Overruns, Irregulars, and Leftover Goods
Large Assortment of Routinely Purchased Food & Nonfood Products, Plus Services
Broad Selection, Fast Turnover, Discount Prices
Narrow Product Line, Deep Assortment
Store Type Length and Breadth of Product Assortment
Discount Stores
Broad Product Line, Low Margin, High Volume
Types of NonStore Retailing
Direct Selling
Direct Marketing
Buying Services
NonStore Retailing Accounts for More Than 12% of All Consumer Purchases, and is trending up.
Automatic Vending
Low Price
Low Status
Low Margin
Mid Price
Mid Status
Mid Margin
High Price
High Status
High Margin
New Entrants
Wheel of Retailing
Why are Wholesalers Used?
Wholesaler
Functions
Management
Services & Advice
Selling and
Promoting
Market
Information
Buying and
Assortment Building
Risk Bearing
Bulk Breaking
Transporting
Financing
Warehousing
Goals of the Logistics System
Provide a Targeted Level of Customer Service at the Least Cost.
Maximize Profits, Not Sales.
Higher Distribution Costs/ Higher Customer Service Levels
Lower Distribution Costs/ Lower Customer Service Levels
Inventory
When to order
How much to order
Just-in-time
Costs
Minimize Costs of
Attaining Logistics
Objectives
Warehousing
Storage
Distribution
Order Processing
Submitted
Processed
Shipped
Logistics