1. Variations in different market
Three main retail formats are
1. General merchandise retailing
2. Food retailing
3. Non store retailing

2. General merchandise retailing
1. Specialty stores
2. Specialized markets
3. Department stores
4. General merchandise discount stores
5. Off price retailers
6. Catalog showrooms

3. Specialty Stores
Retailers offering a narrow product line and wide assortment
- Virgin Records (music products)
- Mango (youth fashion)

4. Specialized Markets
Markets that house stores specializing
in a particular product category
-Jade market (Hong Kong)
-Spice market (Istanbul)

5.  Offer a broad variety of goods and wide assortments
 U.S. and Canada: recent substantial losses
 Europe: expansion of national chains throughout the
European Union
 Asia: on the decline
Department Stores

6.  Sell high volumes of merchandise
 Offer limited service
 Charge lower prices
 Types:
- All-purpose: offer wide variety of merchandise
and limited depth
- Category specialists (category killers): carry a
narrow variety of merchandise and offer a wide
assortment
General Merchandise Discount
Stores

7.  Sell brand name and designer merchandise at below
regular retail prices
 Overruns, irregular products, previous seasons’
products
 Examples:
- Factory outlet stores
- Close-out retailers (broad, inconsistent
assortments)
- Single-price retailers (all products for the
same price)
Off-Price Retailers

8. Catalog Showrooms
 Offer high-turnover, brand name goods at discount prices

9. Food retailing
1. Convenience stores
2. Conventional supermarkets
3. Super centers and hypermarkets
4. Ware house clubs or wholesale clubs

10. Convenience Store
 Small residential retailers or retail chains consisting of small
neighborhood stores
 Open long hours
 Carry limited lines of higher-turnover necessities
 One-stop shopping

11. Conventional Supermarkets
 Self-service retailers with annual sales higher than $2 million and
less than 20,000 square feet of store space

12. Super centres &Hyper markets
 Combination stores (food and drug)
 Hypermarkets – combine supermarket, discount, and
warehouse retailing

13. Warehouse Clubs (Wholesale Clubs)
 Require members to pay an annual fee
 Operate in low-overhead, warehouse-type facilities
 Offer limited lines of brand-name and dealer-brand merchandise at
a substantial discount

14. Non-store retailing
1. Vending Machines
2. Internet Retailing
3. Television Home Shopping
4. Catalog Retailing and Direct Mail Retailing
5. Direct Selling
6. Network Marketing

15. Vending Machines
 Increasingly popular
 Extent of use varies from country to country

16. Internet Retailing
 Also known as interactive home shopping or electronic
retailing
 Includes both new dot-com companies and traditional
retailers attempting additional market penetration
 Increase company diversification

17. Television Home Shopping
 A venue for selling merchandise to consumers in their homes
using cable channels
 Examples: infomercials and direct response advertising
 Popular in North America and Europe, and becoming
increasingly popular in Asian markets

18. Catalog Retailing and Direct Mail
Retailing
 Venues for selling merchandise to consumers using catalogs and
other types of direct mail
 It allows for the international expansion of retailers
 Must be adapted to local market needs and practices
 Obstacles in developing countries:
- deficient telephone service
- unreliable mail service
- low income
- unavailability of credit cards

19. Direct Selling
 A retailing venue whereby a salesperson, typically an
independent distributor, contacts a consumer, demonstrates
product use and benefits, takes orders and delivers the
merchandise
 Direct selling firms are most active in the growth markets (in
emerging markets, in particular)

20. Network Marketing
• Variation on direct selling
• Involves signing up sales representatives to go
into business for themselves with minimal
start-up capital and sell more
"distributorships" and merchandise
• Network marketing is growing rapidly,
especially in emerging markets

22. Issues in International retailing
• Legislation and regulation
• Taxation and cross border shopping
• Consumer perspective variation
• Salespeople and management