Non-Store Retailing, Retail Management and Trends in Retailing

Non-store RetailingNon-store RetailingJay Mark T. ParacuellesJay Mark T. Paracuelles

Non-store RetailingNon-store Retailing

Major FormsMajor Formsofof

Non-storeNon-storeRetailingRetailing

Major FormsMajor Formsofof

Non-storeNon-storeRetailingRetailing

Automatic VendingAutomatic Vending

Direct SellingDirect Selling

Direct MarketingDirect Marketing

Online RetailingOnline Retailing

TelemarketingTelemarketing

Non-store RetailingNon-store Retailing

Direct SellingDirect Selling

-direct sales of goods and services to consumers through personal interactions and demonstrations in their home or office.

2 Kinds:1. Door-to-Door2. Party Plan

Non-store RetailingNon-store Retailing

Door-to-DoorDoor-to-Door Party PlanParty Plan

Direct SellingDirect Selling

Non-store RetailingNon-store Retailing

Major FormsMajor Formsofof

Non-storeNon-storeRetailingRetailing

Major FormsMajor Formsofof

Non-storeNon-storeRetailingRetailing

Automatic VendingAutomatic Vending

Direct SellingDirect Selling

Direct MarketingDirect Marketing

Online RetailingOnline Retailing

TelemarketingTelemarketing

-using the telephone to interact with and sell directly to consumers.

Non-store RetailingNon-store Retailing

TelemarketingTelemarketing

Non-store RetailingNon-store Retailing

Major FormsMajor Formsofof

Non-storeNon-storeRetailingRetailing

Major FormsMajor Formsofof

Non-storeNon-storeRetailingRetailing

Automatic VendingAutomatic Vending

Direct SellingDirect Selling

Direct MarketingDirect Marketing

Online RetailingOnline Retailing

TelemarketingTelemarketing

Non-store RetailingNon-store Retailing

Automatic VendingAutomatic Vending

-Non-store retailing that makes it possible to serve customers where stores cannot.

Non-store RetailingNon-store Retailing

Major FormsMajor Formsofof

Non-storeNon-storeRetailingRetailing

Major FormsMajor Formsofof

Non-storeNon-storeRetailingRetailing

Automatic VendingAutomatic Vending

Direct SellingDirect Selling

Direct MarketingDirect Marketing

Online RetailingOnline Retailing

TelemarketingTelemarketing

Non-store RetailingNon-store Retailing

Online RetailingOnline Retailing

-Online retailing allows consumers to search for, evaluate, and order products through the Internet.

Non-store RetailingNon-store Retailing

Major FormsMajor Formsofof

Non-storeNon-storeRetailingRetailing

Major FormsMajor Formsofof

Non-storeNon-storeRetailingRetailing

Automatic VendingAutomatic Vending

Direct SellingDirect Selling

Direct MarketingDirect Marketing

Online RetailingOnline Retailing

TelemarketingTelemarketing

Non-store RetailingNon-store Retailing

Direct MarketingDirect Marketing

-Using advertising to contact consumers who, in return, buy products without using a retail store

3 kinds:1.Direct Mail2.Catalog Retailing3.Televised Shopping

Non-store RetailingNon-store Retailing

Direct MarketingDirect Marketing

Direct MailDirect Mail Catalog MarketingCatalog Marketing Televised ShoppingTelevised Shopping

Forms of Non-store Forms of Non-store RetailingRetailing

Ac

tiv

e c

us

tom

er

inv

olv

em

en

t

High

LowActive retailer involvementLow High

Automaticvending

Direct mailand

catalogs

Televisionhome

shopping

On-lineretailing

Tele-marketing

Direct selling

Tele-marketing

Direct selling

On-lineretailing

Tele-marketing

Direct selling

Televisionhome

shopping

On-lineretailing

Tele-marketing

Direct selling

Direct mailand

catalogs

Televisionhome

shopping

On-lineretailing

Tele-marketing

Direct selling

Tele-marketing

Direct selling

On-lineretailing

Tele-marketing

Direct selling

Televisionhome

shopping

On-lineretailing

Tele-marketing

Direct selling

Direct mailand

catalogs

Televisionhome

shopping

On-lineretailing

Tele-marketing

Direct selling

Non-store RetailingNon-store Retailing

Direct Marketing

The Retailing MixThe Retailing MixProductProduct

PricePrice

PromotionPromotion

PlacePlace

PersonnelPersonnel

PresentationPresentation

Retail ManagementRetail Management

The Retailing Mix

Retail ManagementRetail Management

ConsumersStore locationDistribution centers

WarehousingTransportationHandling goods

Packing

Variety and assortmentSales assistanceCustomer servicesPricingCreditGuarantees and exchangesAlterations and adjustmentsStore image and atmosphereParkingDelivery

Personal sellingAdvertisingWindow displaysInternal displaysPublic relationsStore layoutCatalogsTelephone sales

Phys

ical

Dis

trib

utio

n

Goods and Services

Com

munication tactics

The Retailing Mix

Retail ManagementRetail Management

ConsumersStore location

Distribution centers Warehousing

TransportationHandling goods

Packing

Variety and assortmentSales assistanceCustomer servicesPricingCreditGuarantees and exchangesAlterations and adjustments Store image and atmosphere Parking Delivery

Personal sellingAdvertisingWindow displaysInternal displaysPublic relationsStore layout CatalogsTelephone sales

Physical Distribution

Go

od

s an

d S

ervi

ces

Communication tactics

The Retailing Mix

Retail ManagementRetail Management

Consumers

Store locationDistribution centers

WarehousingTransportationHandling goods

Packing

Variety and assortmentSales assistanceCustomer servicesPricingCreditGuarantees and exchangesAlterations and adjustmentsStore image and atmosphereParkingDelivery

Personal sellingAdvertisingWindow displaysInternal displaysPublic relations Store layout Catalogs Telephone sales

Physical Distribution

Goods and Services

Com

mun

icat

ion

tact

ics

Factors Factors ininCreationCreationof a Store’sof a Store’sAtmosphere Atmosphere

Factors Factors ininCreationCreationof a Store’sof a Store’sAtmosphere Atmosphere

Presentation of the Retail StorePresentation of the Retail Store

Retail ManagementRetail Management

Trends in RetailingTrends in Retailing

Trends in Trends in RetailingRetailing

EntertainmentEntertainment

Convenience and EfficiencyConvenience and Efficiency

Customer ManagementCustomer Management

Trends in RetailingTrends in Retailing

As time passes, outlet adds services

4. New form of outlet enters retailing environment with characteristics of outlet in Box 1

4. New form of outlet enters retailing environment with characteristics of outlet in Box 1

1. Outlet starts with:Low pricesLow marginsLow status

1. Outlet starts with:Low pricesLow marginsLow status

As more time passes, outlet adds still more services

3. Outlet now has:Still higher pricesStill higher marginsStill higher status

3. Outlet now has:Still higher pricesStill higher marginsStill higher status

2. Outlet now has:Higher pricesHigher marginsHigher status

2. Outlet now has:Higher pricesHigher marginsHigher status

The Wheel of Retailing

Trends in RetailingTrends in Retailing

Passageof time

The Retail Life Cycle

Mar

ket

shar

e o

r p

rofi

t

Earlygrowth

Accelerateddevelopment

Maturity Decline

Val

ue-

reta

il s

tore

s

On

-lin

e re

tail

ers

Sin

gle

-pri

ce s

tore

s

War

eho

us

e c

lub

s

Fas

t fo

od

ou

tlet

s

Co

nve

nie

nce

sto

res

Su

pe

rmar

ket

s

Dep

art

men

t st

ore

s

Cat

alo

g R

eta

iler

s

Mal

ls (

?)

Gen

eral

sto

re

Fac

tory

ou

tlet

sto

res

Profit

Market share

Sin

gle

-bra

nd

sto

res

Trends in RetailingTrends in Retailing

Future Changes in RetailingFuture Changes in Retailing

Impact of TechnologyImpact of Technology

Changing Shopping BehaviorChanging Shopping Behavior

Importance of BrandsImportance of Brands

Land’s End Land’s End Advertisement Advertisement

egift Advertisement egift Advertisement

Network MCI Call Centers Network MCI Call Centers

AdvertisementsAdvertisements

Sam’s Club Sam’s Club Advertisement Advertisement