Managing Retailing

Wholesaling and
Logistics
Flow of Presentation

1.Define : Retailing ,Wholesaling , Logistics

2.What are the MAJORTYPES of Retailing
and Wholesaling ?
3.How MARKET LOGISTIC DECISIONS
are made?
4.What are the MAJOR TRENDS in Logistics ?
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RETAILING : Selling directly to the
final consumers for personal,
nonbusiness use.
 Retailing has Eight (8) Major Types

1. Specialty S t o r e s 2. De p a rt m en t S t o r e s 3. S u p e r m a r k e t 4. Convenience S t o r e s

5. Discount S t o r e s 6. O f f - P r i c e / F a c t o r y S t o r e s 7. S u p e r s t o r e s 8. Catalog S h o w r o o m s
Retailing has Four (4) Levels of Service
S e l f Service Customers Locate - Compare - Select

S e l f Selection Customers find their own g ood s but ask for assistance

Limited Service Customers carry g ood s with credit & merchandise return policy

Full S er v ic e Salespeople are ready to assist but with high staffing cost
Nonstore Retailing is growing much
faster than retailer stores
Buying Ser vice
Direct Selling Storeless
Door to Door Selling Specific Clients
Multi Level
Network Marketing

Aut om at ic Vending

Direct M a r k e t i n g
TV Shopping Self Service
Home Shopping Network
E-bay Several Choices
Convenient
 RETAILING EXAMPLES

K o t l e r example :
Medical
WA L M A R T local example : S M Application :
SUPERMALLS WAT S O N
PHARMACY
Retailer’s Marketing Decisions
• Target market
• ProductAssortment
• Procurement
• Prices
• Services
• StoreAtmosphere
• StoreActivities
• Communications
• L O C AT I O N
FRANCHISING gives license to afranchisee to
carry out trade or service of the franchisor in
return for royalty payments

K o t l e r example :
McDONALDʼs
Local example :
JOLLIBEE

Medical Application :
VI SI TI NG A N G E L S
LI VI NG A S S I S TA N C E
WHOLESALING : Selling to those
who buy for resale or business use.

* Deal with Business Customers

* Transactions are usually larger
* Government has different legal regulation andtaxes
 Wholesaling has six (6) major types

2. Full Service
1. M e r c h a n t
6. Specialized

3. Limited Service

5. M a n u f a c t u r e r s o f fi c e s / b r a n c h

4. B r o k e r s a n d A g e n t s
 WHOLESALE EXAMPLE

K o t l e r example :
local example : Medical
COSTCO
MAKRO Application :
SUPREME
MEDICAL
Both Retailers and Wholesalers have
to make decisions on the BEST WAY
to store and move goods/ services
to the market -- LOGISTICS
 Market Logistic Planning
1.Decides on the company’s value
proposition to its customers

2.Decides on the best channel design and

network strategy

3.Develop operational excellence

4.Implementing the solution

 Market Logistics has major
decisions to consider
ORDER WA R E H O U S I N G INVENTORY T R A N S P O RTAT I O N
PROCESSING

In- Plant Finished G o o d s Outbound

Sales F o r e c a s t
Ware housin g Inventory Decisions Tra n sp o rt a t io n

Distribution Field Shipping-room

Scheduling Ware housin g p r o c e s s in g

C u s t o m e r Delivery
P r o d u c t io n P lan s P a cka gin g
a n d Servicing
 Conclusion
1.Successful Retailers and Wholesalers
adapt their services to meet suppliers’ and
customers’ needs

2.MARKET LOGISTIC DECISIONS are the best

way to store and move goods and services to
market destinations.

3.MAJOR TRENDS in logistical efficiency have

come from advances in information technology