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
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