Call Girls In DLf Gurgaon âĽ99902@11544 ( Best price)100% Genuine Escort In 24...
Â
Session 27 MG 220 MBA - 15 Nov 10
1. MG 220 Marketing Management
MBA 10
Fall 2010
Muhammad Talha Salam, Asst. Professor
talha.salam@nu.edu.pk
Access it online: www.slideshare.net/talhasalam
Part 6:
Delivering Value
> Channel integration and systems: SKIM
> E-Commerce Marketing Practices: SKIM
> Retailing
> Private Labels
Class Presentation | Session 27 | 15 Nov 2010
2. Access it online: www.slideshare.net/talhasalam
Channel Integration and Systems
Vertical Marketing Systems (VMS)
VMS
⢠Conventional Marketing System: Independent producer, wholesaler, retailer
WHILE
⢠Vertical Marekting System: Producer, wholesaler, retailer acting as a unified system
⢠This concept is widely used in different forms: Corporate, Administered, Contractual
⢠VMS is all based on power of any one of the member of Marketing System (not
necessarily producer, but also retailer or wholesaler)
⢠Corporate VMS: combines successive stages of production, distribution and retailing
under single ownership. Companies buy from companies they own.
⢠Administered VMS: coordinates successive stages of production and distribution through
the size and power of one of members
⢠Contractual VMS: consists of independent firms at different level of production and
distribution integrating their programs on a contractual basis to obtain more economies
or sales impact than they could achieve alone
MG 220 Marketing Management 2
3. Access it online: www.slideshare.net/talhasalam
Channel Integration and Systems
Horizontal and Multichannel Marketing Systems
Horizontal Marketing Systems
⢠Two or more unrelated companies put together resources or programs to exploit an
emerging marketing opportunity
Multichannel Marketing Systems
⢠Occurs when a single firm uses two or more marketing channels to reach one or more
customer segments.
MG 220 Marketing Management 3
4. Access it online: www.slideshare.net/talhasalam
E-Commerce Marketing Practices
Key definitions
Internet has impacted channel strategies a lot and these are some relatively new trends
which are now strongly established.
E-business
⢠Use of electronic means and platforms to conduct a companyâs business
E-Commerce
⢠Company (or its website) offers to transact or facilitate selling of products and services
online.
E-Purchasing
⢠Companies decide to purchase from online suppliers
E-Marketing
⢠Describes company efforts to communicate and promote their products online
PURE CLICK COMPANIES
⢠Companies which started and are operating only on internet i.e. as online or e-business
e.g. Amazon.com
BRICK-AND-CLICK COMPANIES
⢠Companies which existed otherwise and added online stores later. E.g. Walmart
MG 220 Marketing Management 4
5. Access it online: www.slideshare.net/talhasalam
Retailing
Definition | Types of Retailers | New Models for success
What is Retailing?
⢠All activities involved in selling goods or services directly to end consumer for personal, non-
business use. EXAMPLES?
Types of Retailers
⢠Based on Levels of Service:
â Self-service
â Self-selection
â Limited service
â Full service
⢠Matrix showing positioning strategies for retailers:
⢠Non-store retailing
â Direct Selling
â Direct Marketing
â Automatic Vending
â Buying Service
New Models for success
â Strong retail brand approach
â The showcase store
MG 220 Marketing Management 5
6. Access it online: www.slideshare.net/talhasalam
Retailing
Marketing Decisions
Key decisions to be taken by retailers
⢠Target Market
⢠Product Assortment
⢠Procurement
â Policies and procedures for procurement based on assortment
⢠Services:
â Deciding on services mix in terms or pre-purchase, post-purchase and ancillary
⢠Store Activities & Atmosphere
⢠Price
â Pricing strategies for retailers
⢠Communication
â All decisions related to communication i.e. promotion to generate traffic
⢠Location:
â Three keys to success in retailing are: Location, Location and Location!
MG 220 Marketing Management 6
7. Access it online: www.slideshare.net/talhasalam
Retailing
Trends in Retailing
Upcoming and relatively new trends in retailing
⢠New Retail forms and combinations
â Supermarkets having bank branches, bookshops having coffee shops
⢠Growth of intertype competition
â Different type of stores are competing for same consumer. E.g. Electronics retailer competing
with Hyperstar
⢠Competition between store and non-store retailing
â Non-store based retailing is taking business away from store-based retailing
⢠Growth of Giant retailers
â Through better information systems, logistical superiority, giant retailers offer better prices
⢠Decline of Middle Market Retailers
â Hour-glass approach i.e. growth is either at top or at bottom. Middle level retailers are shrinking
⢠Growing investment in technology
â For better conducting of business use of technology is increasing
⢠Global Presence of major retailers
â Many retailers from Europe and North America are now presence in almost all continents and are
constantly expanding globally
MG 220 Marketing Management 7
8. Access it online: www.slideshare.net/talhasalam
Private Labels
What is a Private Label?
⢠A brand developed by the retailers and wholesalers themselves
⢠This a challenge for manufacturers that retailers can offer private labels in
competition
⢠But there is a limit to how much private label can be used
⢠They might not be attractive as national brand and/or they might not be feasible
to produce âprivatelyâ
House Brands
⢠Why go for Private Labels
⢠First: They are more profitable. Intermediaries find low-cost producers and get
it developed and earn better margins themselves
⢠Second: It can be a differentiating factor for retailers
MG 220 Marketing Management 8
9. Access it online: www.slideshare.net/talhasalam
Private Labels
The Private Label Threat
⢠Generally retailers have advantage here.
⢠They can even charge extra fee from manufacturers for their shelf space
⢠Consumersâ being more price sensitive is also hurting national brands
⢠Manufacturers react to this threat by focusing more on consumer-driven
promotion to maintain strong brand preference
MG 220 Marketing Management 9
10. MG 220 Marketing Management
MBA 10
Fall 2010
Muhammad Talha Salam, Asst. Professor
talha.salam@nu.edu.pk
Access it online: www.slideshare.net/talhasalam
Part 6:
Delivering Value
> Covering balance from prev session
> Two topics from Part 6 to be covered:
> Wholesaling
> Market Logistics: SKIM
> Overall review of Part 7
Class Presentation | Session 28 | 22 Nov 2010