Exam 13: Retailing and Wholesaling

Explain the marketing decisions facing wholesalers.

Refer to the scenario below to answer the following questions. In the 1990s, Millie was only a small town in Northeastern Taiwan with a Woodcraft Museum, a shoe store, a small restaurant, a grocery store and several woodcraft stores. Over the next three decades, the small town transformed into an international tourist attraction, attracting thousands of tourists who are intrigued with the lifestyle of Millie's largest population, the Pinpu. Ben and Mary Chen, having grown up within the locality of Millie, decided to capitalize on their town's popularity and their woodworking skills. Their shop, Pinpu Wood, began with a small display of handmade rocking chairs, Ben Chen's specialty. But within a few months, the display at Pinpu Wood included picnic tables, flower boxes, wooden statues and small handmade novelty items. No other shop offers the same. Mary Chen decorated the shop's display room with authentic Pinpu décor and eventually hired three Pinpu friends to sew and embroider napkins and other textiles per customer request. In addition, two women from the Pinpu community sought permission to display home-baked pastries and dumplings on Saturdays and Sundays, the town's busiest tourist days, when Millie attracted swarms of visitors to its flea market on the south edge of town. "Millie is full of specialty shops," Mary Chen stated. "People don't come here to buy things made in France or the United States. They want real, Pinpu-made goods." -The Pinpu décor and shop workers give customers an authentic impression of the pride and skill built into the shop's products.These aspects also contribute to the store's ________.

Like retailers,wholesalers must ________ their target markets and ________ themselves effectively,for they cannot serve everyone.

Describe how regional shopping centers,community shopping centers,and neighborhood shopping centers/strip malls are different from each other.

________ includes all the activities involved in selling products or services directly to final consumers for their personal,nonbusiness use.

________ are facing slow sales growth because of slower population growth,increased competition,and the rapid growth of out-of-home eating.

According to the ________ concept,new retailing forms often begin as low-margin,low-price,low-status operations to challenge established retailers,then become successful,and eventually take the place of the established retailers they had challenged.

Most ________ retailers are significantly behind ________ retailers in global expansion.

In recent years,________ has been growing fast.This includes selling to final consumers through direct mail,catalogs,telephone,and the Internet.

Convergence means greater ________ for retailers and greater difficulty in ________ offerings.

Describe the differences between discount stores and off-price retailers.

What are the main differences between franchise organizations and other contractual systems (voluntary chains and cooperatives)?

Retail stores can be classified in terms of several characteristics.Name four of these.

Wholesaling includes all the activities involved in selling products or services directly to final consumers for their personal,non-business use.

Until retailers ________ and ________ their markets,they cannot make consistent decisions about product assortment,services,pricing,advertising,store décor,or any of the other decisions that must support their positions.

Warehouse clubs appeal almost exclusively to low-income consumers seeking bargains.

________ such as BHG provide more sales assistance because they carry more shopping goods about which customers need information.Their increased operating costs result in higher prices.

Stan Chee,the owner of Blooie's bar,is considering closing the bar and selling the logo apparel with direct marketing through a catalog.He is considering a(n)________ option.

Describe how non-store retailing has grown in the past decade.

A retailer's ________ should differentiate the retailer while matching target shoppers' expectations.One strategy is to offer merchandise that no other competitor carries.