This document discusses different types of marketing intermediaries involved in retailing, wholesaling, and logistics. It describes various types of retailers including store retailers like department stores, supermarkets, and convenience stores. Non-store retailers discussed are direct selling, direct marketing, automatic vending, and buying services. The document also covers corporate retailing, franchising, wholesaling, and the key activities involved in logistics.

1. Managing
Retailing Wholesaling and Logistics
What major types of marketing intermediaries occupy
this sector ?
SHUBHAM VERMA ,
IIT GUWAHATI

2. What is retailing ?
Activities of selling goods or services directly to final
consumers for personal and non business use .
Who are retailers ?
Any business enterprise whose sales mainly comes from
retailing .
Types of retailers - Store retailers
Non-store retailers
Corporate retailing and franchising

3. Types of Store Retailers
Speciality store – Narrow product
line .
Departmental Store – Several product
lines
Supermarket – Large , low cost , low
margin , high volume , self service
stores.

4. Drug store – Prescription and
Pharmacies , health and beauty aids
Discount store – Low price ; Low margin ;
High volume stores
Extreme value store – More restricted
merchandise mix ; lower prices
Off price retailer – Leftover goods , overruns ,
irregular , merchandise sold at less than retail .
Factory outlets .

5. S
Convenience store – Small store in residential
area , 24/7 , limited line of high convenience
product
Superstore – Huge selling space ; plus
services ; category killer
Catalog Showrooms – Broad selection of high
markup ; fast moving ; branded goods sold at
discount

6. Types of Non store retailing
• Direct Selling
• Direct marketing
• Automatic vending
• Buying service

7. D
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A sales person goes to home of a host who has invited friends ;
Sales person demonstrates the product and takes the order .

8. DIRECT
MARKETING
Includes telemarketing ; television direct response ; and
electronic shopping .
US online sales are estimated to be $ 210 billion with
travel being the biggest industry ($80 billion) in 2009

9. A
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Vending machines are found in
factories , offices , large retail
stores, and hotels .
Japan has maximum vending
machines per person –Coca Cola
has 1 million vending machines in
Japan with with sales of $50
billion- twice than US
In India , Mother Dairy has used
bulk vending machines since
1970s

10. BUYING SERVICE
B
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S
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Storeless retailer
servicing a specific
clientele
- large organisations –
who are entitled to buy
from a list of from list of
retailers who have agreed
to give discounts

11. Corporate Retailing – Independently owned organizations
which work under a brand name and achieve greater
economies , greater purchasing power , wide and better
trained employees that independent stores can usually get
.
Eg – Raymonds, Euro kids , VLCC , NIIT

12. Corporate retail stores – Two or more
outlets owned and controlled ,
merchandising and selling .
Voluntary chain – Wholesaler sponsored
group of independent retailers engaged in
bulk buying
Retailer cooperative – independent
retailers using central buying organization

13. Convenience store
Franchise organization – Contract
association with franchisor and
franchisees , popular in a number of
product and services
Merchandising conglomerate –
Corporation that combines several
diversified retailing lines and forms
under a central ownership

14. WHOLESALING
Activities in selling goods or services to those who buy
for resale or business use
Difference between retailer and
wholesaler
• Less promotion than retailers
• Larger transaction than retailers
• Government norms are different for both

15. Types of wholesalers
• Merchant wholesalers :
• Full – Service wholesalers
• Limited service wholesalers
• Brokers and Agents
• Manufacturers and retailers’ branches
• Specialized wholesalers

16. LOGISTICS
Managers select a set of warehouses
and transportation carriers that will
deliver the goods to final destinations in
the desired time at lowest cost
Market Logistics include :
• Order Processing
• Warehousing
• Inventory
• Transportation

17. "These slides were created by
Shubham Verma( IIT Guwahati ) as
part of an internship done under
the guidance of Prof. Sameer
Mathur
(www.IIMInternship.com)"