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Chapter 15
Chapter 15
Chapter 15/16
Chapter 16
Chapter 16/17
100
What are the Types of intermediary as it relates to Channel Choice considerations of Market Factors?
Customer Profiles - customers who need lots of info, go direct Consumer or Industrial Customer - Industrial customer tends to have more Direct distribution Size of Market - Lots of consumers, indirect distribution, few customers you tend to go direct Geographic Location - Concentrated, direct distribution (NYC example), lots of customers you tend to go indirect (Coca Cola example)
100
As it relates to channel density criteria EXCLUSIVE can be described as?
A form of distribution that established one or a few dealers within a given area. There is no substitute for the brand are sold Exclusive, there is more control (ex. Lamborghini)
100
What are the causes of social influences in channels?
Disintermediation- bypassing normal distribution channels Role Incongruence - Be clear on the roles, who should handle warranties when the product breaks? The manufacturer or the brick and mortar? Goal Incompatibility - Bad communication- Preferential product treatment
100
Name and describe the various forms of operations.
Independent Retailers - owned by a single person or partnership and not part of a larger retail institution. These far outnumber the other two worldwide. Chan Stores - owned and operated as a group by a single organization Franchise (Contract) - the right to operate a business or to sell a product.
100
Service Level = Low Assortment = Broad Price = Moderate Gross Margin = Low Describes what store?
H-E-B (supermarket)
200
What are the Types of intermediary as it relates to Channel Choice considerations of Producer Factors?
Producer Resources - To sell direct, the manufacturer needs lots of resources Number of Product Lines - More product lines, direct. Desire for Channel Control - More control (customer interaction)
200
What is the criteria for BUYER REQUIREMENT?
Information, Variety, Convenience, Pre-Sale or Post-Sale Service
200
What are the advantages and disadvantages of 5 Transportation Modes?
Railroads Motor Carriers (Trucks) - Most Successful, Accessible Air Carriers - Most Expensive, Fast Pipelines - Most Dependable Water Carriers – Cheapest
200
Name and give examples for the various level of service.
Self Service - ex Redbox Limited Service - ex. Walmart Full Service - ex. Bloomingdale's
200
As it relates to Major Types of Retail Operations. Bjorns(specialty store) Level of Service is? Assortment is? Price is? Gross Margin is?
Service Level = High Assortment = Narrow Price = Moderately High Gross Margin = High
300
Channel density can be put into three categories what are they?
exclusive, intensive and selective
300
What is the goal of profitability?
Maximizing revenue, minimizing costs
300
What is the definition of retailing?
Anything that is selling to the direct user and provides the four utilities of place, form, possession and time... Direct marketing From slides: Consists of all activities involved in selling, renting, and providing products and services to ultimate consumers for personal, family, or household use.
300
Describe Merchandise Line
Breadth or depth
300
Service Level = Low Assortment = Med. Narrow Price = Moderately High Gross Margin = Moderately High Describes what store?
Convenience Stores - Corner Store
400
As it relates to channel density criteria INTENSIVE can be described as?
A form of distribution aimed at having a product available in every outlet, the product is sold everywhere. Convenience. (ex. cans of soda)
400
What is definition of Channel Conflict?
Anything that causes an inequitable channel relationship (clash) in channel goals. Most channel conflict is caused by poor communication between the manufacturer and the intermediaries
400
What must a retailer provide?
Time, Place, Form, Possession i.e Story - Baseball Bat No Time, 3 Weeks No Form, Lumber No Place, Today in Houston No Possession, Use in Store Only
400
Which is more common independent retailer or store chain?
Independent Retailer
400
Communicating that seeks to inform, persuade or remind the customer in some manner. Is the definition of what?
Promotion
500
As it relates to channel density criteria SELECTIVE can be described as?
A form of distribution achieved by screening dealers to eliminate all but a few in any single area. Mix between Intensive and Exclusive (ex. Best Buy)
500
What are the various types of Channel Distribution?
Vertical Conflict – Conflict between intermediary and manufacture Horizontal Conflict - Conflict between two intermediaries
500
What are the 3 classifications for retail operations?
Form of Ownership Level of Service Merchandise Line
500
As it relates to Major Types of Retail Operations. Macy's Level of Service is? Assortment is? Price is? Gross Margin is?
Level of Service = Moderately High to High Assortment = Broad Price = Moderately High Gross Margin = Moderately High
500
Name and describe the 3 roles of promotion.
Inform: Increasing awareness Persuade: Try product, convert from competitor, brand switching Remind: Reorder