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retailing management
Retailing Management 10th edition Michael Levy, Barton Weitz, Dhruv Grewal - Solutions
1. How might a hypermarket located in India appeal to consumers and orient them to shopping in larger stores?2. Is the Indian government’s willingness to spend $500 billion to improve the nation’s infrastructure good news for international retailers? Why or why not?3.
1. Prepare a SWOT analysis based on the case to support Starbucks’s expansion plans in China. Based on your SWOT analysis, what recommendations would you make to Starbucks’s CEO with regard to the market development growth strategy for this country?2. Give examples of how Starbucks was
1. Calculate the following for both Tiffany & Co. and TJX using data from the abbreviated income statements and balance sheets in Exhibit 1. 2. For a-h, compare and contrast the calculated financial figures for Tiffany & Co. and TJX, then analyze and discuss why the percentages and
1. List the pluses and minuses of each location.2. What type of store would be most appropriate for each location?3. If you were Stephanie, which location would you choose? Why?Synopsis: Stephanie Wilson is considering a number of different locations for a new ready-to-wear boutique she is
1. Why is Avon so committed to diversity?2. Select another retailer that also values diversity. How does this commitment affect its financial results?3. What values have helped Avon be a successful company even after 125 years?Synopsis: Avon, the largest cosmetics firm in the United States,
1. Identify the benefits for a company to implement a loyalty program 2. What are the design characteristics of an effective loyalty program? 3. What are the benefits of having a tiered loyalty program such as Sephora’s?4. Describe Sephora’s loyalty program design characteristics in
1. How can Diva demystify what happens behind the scenes and make potential Generation Y employees aware of the opportunities available to them beyond the shop floor?2. Diva has implemented a learning organizational culture in an attempt to attract and retain staff. Discuss the possible pros and
1. Given the soft-goods targets, are these marked correctly? If not, what should the initial retail price be to obtain her 60 percent minimum initial markup percentage?2. By noon another shipment arrives. This time it is from SNEAK HERS, delivering her preholiday sneakers. Elise notices that the
1. Work up a buying plan to use when buying from Ghuman's. 2. How should Hughes distribute the allotted open-to-buy dollars among the available sizes, colors, and fabrics?Synopsis: A department store needs to develop an assortment plan for imported merchandise.
Your assignment is to assist Jim in the preparation of a merchandise budget plan. First, fill out the merchandise budget form for six months. You may use either the form accompanying this case or the spreadsheet located in Connect ™. Then, on a separate sheet of paper, type and double-space a
1. Factories in many developing nations have lower cost structures, but that is often attributable to fewer benefits and lower wages for workers. What are the ethical trade-offs for retailers and shoppers when merchandise is sourced from countries in which labor practices fall short of standards
1. What prices caused Courtney's new charges?2. Which price would result in the highest profit?3. What other factors should Courtney's consider?4. What price would you charge, and how many units would you order?Synopsis: Upscale gift store needs to set a price for potpourri. The case takes
1. Taking the perspective of the retailer, what are the advantages and disadvantages of adopting each of the Mobilibuy functionalities? As a retailer, would you adopt the Mobilibuy system? If so, for which feature? 2. a. What are the advantages and disadvantages of Mobilibuy's technology for
1. Knowing that the company wants a mixed-media ad campaign to support this event, prepare an ad plan for the general merchandise manager that costs no more than $40,000.2. Work out the daily scheduling of all advertising.3. Work out the dollars to be devoted to each medium.4. Justify your
1. On the basis of your review of the David Jones website, http://davidjones.com.au/, use examples to explain how different sections of the home page serve different audiences. What other audiences would you suggest David Jones serve via its website? Why?2. Based on your review of the David Jones
1. Why did this service breakdown occur?2. How was this service gap related to the other gaps (standards, knowledge, delivery, and communications) described in the gaps model in Chapter 17?Synopsis: Discmart is a discount retailer similar to Target and Walmart. On a recent Sunday morning, an irate
1. What steps does Nordstrom take to implement its strategy of providing outstanding customer service?2. How do these activities enable Nordstrom to reduce the gaps between perceived service and customer expectations, as described in Chapter 17?3. What are the pros and cons of Nordstrom's approach
1) How does music add value to businesses?2) What type of music would you recommend that Jake play in his restaurant?3) Identify other retail settings in which music influences consumer behavior.Synopsis: Jake recently has been promoted to manage one of the restaurants in an Italian restaurant
1. What is Ladurée’s target market and retail strategy in the United States? 2. Explain the reasons Ladurée owns its stores in some countries and uses franchising with local licensees in others. 3. Which type(s) of retailing format(s) and location(s) is (are) best suited to match
1. Outline the decision-making process for each of the Sanchez family’s bicycle purchases.2. Compare the different purchase processes for the three bikes. What stimulated each of them? What factors were considered in making the store choice decisions and purchase decisions?3. Construct a
1. What is Ashley Stewart’s retail format?2. Who is its target market? Could/should that target market be expanded? 3. What are its bases for sustainable competitive advantage? 4. Perform a SWOT analysis for Ashely Stewart. If you were a potential investor, would you invest in it? Why
1. If you were starting a green business in the next five years, how would you design the business model? What lessons could you learn from The Green Painter?2. Research current business practices being used in the food and retail industries in general and report practices that would help you
1. How can retailers provide high-quality personalized service? Use an optometrist’s office that also sells eyeglass frames and fills prescriptions for contact lenses as your example. How does this retailer’s service compare with the service provided by 1-800 CONTACTS?2. How do the services
1. Assess the extent to which Staples has developed a successful multichannel strategy. What factors have contributed to its success?2. What are the advantages and disadvantages of using kiosks as a part of its approach?3. How should Staples assess which SKUs to keep in its stores versus on the
1. What strengths do the different distribution channels have from the company’s perspective?2. Which synergies has Blue Tomato created across different channels? What additional actions might it take to become an omnichannel retailer?3. What key challenges remain for Blue Tomato in its efforts
Consider a situation in which you received poor customer service in a retail store or from a service provider. Did you make the store’s management aware of your experience? To whom did you relay this experience to? Have you returned to this retailer or provider? For each of these questions,
1. Is the Build-A-Bear concept a fad, or does it have staying power?2. What can Build-A-Bear Workshop do to generate repeat visits to the store?Synopsis: Build-A-Bear Workshop is a unique chain of over 400 stores where customers can build their own teddy bears and, in general, obtain a novel
1. What is Tractor Supply Company’s growth strategy? What retail mix does TSC provide?2. How has TSC’s target customers changed over time?3. How does TSC’s retail mix provide the benefits sought by its target market?4. How vulnerable is TSC to competition? Why is this the case?5. Why does TSC
Consider customer service at IKEA. How does this retailer utilize a self-service model to gain a competitive advantage over traditional furniture stores?
Go to a discount store such as Walmart, a department store, and a specialty store to buy a pair of jeans. After visiting all three, compare and contrast the level of customer service you received in each of the stores. Which store made it easiest to find the pair of jeans you would be interested in
1. Describe Ollie’s target markets. How are they similar? Different? 2. Compare Ollie’s retailing strategy to Macy’s and to Marshall’s.Synopsis: Ollie’s Bargain Outlet describes itself as “one of America’s largest retailers of closeouts, excess inventory, and salvage
Have you ever worked in a job that required you to provide customer service? If yes, describe the skills you needed and tasks you performed on this job. If no, what skills and abilities would you highlight to a potential employer that was interviewing you for a position that included customer
Visit Amazon.com and shop for a best-selling book. How does the website help you locate best sellers? How does the customer service offered by this website compare with the service you would get at another book retailer’s website or in a brick-and-mortar bookstore?
1. What is Macy’s plan to attract Millennials?2. How is Macy’s positioned in the fashion market? Who are its main competitors, and how well does it compete against them?3. Who are Macy’s target markets? In which targets is it winning, and in which is it losing? Why?4. Perform a SWOT analysis
Both Nordstrom and McDonald's are noted for their high-quality customer service, but their approaches to providing quality service are different. Describe this difference. Why has each of these retailers elected to use its particular approach?
Go to www.sas.com/en_us/industry/retail/integrated-merchandise-planning.html, the SAS Merchandise Planning website. How does its system provide retailers with information to support merchandising planning, forecasting, and measurement?
Calculate the GMROI and inventory turnover given annual sales of $20,000, average inventory (at cost) of $4,000 and a gross margin of 45 percent.
As the athletic shoe buyer for Dick’s Sporting Goods, how would you go about forecasting sales for a new Nike running shoe?
A buyer at a sporting goods store in Denver receives a shipment of 400 ski parkas on October 1 and expects to sell out by 31. On November 1, the buyer still has 350 parkas left. What issues should the buyer consider in evaluating the selling season’s progress?
Go to the home page for the Private Label Manufacturer’s Association (PLMA), and read the “What are Store Brands?” page, which can be found at http://plma.com/storebrands/facts13.html. 1. What are store brands?2. Who purchases store brands? 3. Who makes store brands?
What are the differences among counterfeit, gray-market, and black-market merchandise? Is the selling of this type of merchandise legal? Do you believe that the selling of these types of merchandise should be allowed? Provide a rationale for your position. Would you purchase a counterfeit wallet?
What are the advantages and disadvantages of manufacturer’s brands versus store brands? Consider both the retailer's and customer's perspectives.
Does your favorite clothing store have a store-brand strategy? If yes, how does it build store loyalty? If no, how could a store brand create loyalty?
Explain why a grocery store, such as Kroger, offers more than one tier of store brands within a particular product category.
When you go shopping in which product categories do you prefer store brands or national brands? Explain your preference.
What are retailers doing to be more socially responsible in buying merchandise? Why are they becoming more socially responsible? Do you buy products that you believe were produced in a socially responsible manner, even if they cost more?
You have decided that you don’t want to take the final in this class. Explain how you would negotiation this request with the instructor. Consider place, deadlines, past relationship, possible objections, options for mutual gain, and how to maintain a professional relationship.
What types of retailers often use a high/low pricing strategy? What types of retailers generally use an everyday low-pricing strategy? How would customers likely react if a retailer switched its pricing strategy from one to the other? Explain your response.
Go to the website of Sandals (www.sandals.com) and see what you can get for an all-inclusive price. Describe how bundling services and products provides vacationers with value. Find an example of price bundling outside the travel industry. Which method, bundling or nonbundling, do you believe
Why would sewing pattern manufacturers such as Simplicity (www.simplicity.com/patterns/) and Butterick (https://butterick.mccall.com/) ask $12.95 (or more) on each pattern and then two times a year offer patterns for sale at $1.99 each? How could this markdown influence demand, sales, and profits?
Go to your favorite food store and your local Walmart to find their prices for the market basket of goods listed in the accompanying table [see text]. What was the total cost of the market basket at each store? How did the prices compare? Did Walmart live up to its slogan of “Always lower
What is the difference between bundled pricing and multiple-unit pricing?
Maintained markup is 39 percent, net sales are $52,000, and reductions are $2,500. What are the gross margin in dollars and the initial markup as a percentage? Explain why initial markup is greater than maintained markup.
Men’s Wearhouse purchased black leather belts for $15.99 each and priced them to sell for $29.99 each. What was the markup on the belts?
Scandit has created a mobile application to increase the speed of the checkout process by enabling customers to scan the products they want to purchase and pay for them on their smartphones. Visit the website (www.scandit.com/products/mobile-app-suite-retail/self-checkout/) and review both the
What are the advantages and disadvantages of offering virtual dressing rooms from the retailers’ perspective?
As an architect for retail space, you are responsible for Americans with Disabilities Act compliance. How would you make sure that a store’s retail layout meets both accessibility requirements and enables the company to reach profitability objectives?
Go to the homepage of Envirosell (http://www.envirosell.com). How does this marketing research consulting firm support retailers by collecting consumer information to assist with store layout, design, and visual merchandising?
VMSD is the leading resource for retail designers and store display professionals, serving the retail industry since 1869 (then called Display World). Go to its web page at http://vmsd.com and develop a list of three or four items that describe the latest trends in visual merchandising.
Go to the home page of CoolHunters (www.thecoolhunter.net). Look at examples posted in the store subpage (under the design tab). How can this information of latest trends assist with store layout, design, and visual merchandising?
Drugstore retailers such as CVS place diabetic test strips and perfume behind locked glass cabinets and nearly all over-the-counter medicines behind Plexiglas panels. What are the pros and cons of these locked glass cabinets from the retailer’s perspective? From the customer’s perspective?
Some staff pharmacists working for retail chains refuse to dispense the Plan B “morning after” contraceptive pill because of their religious beliefs. In another situation, Muslims and Jewish checkout clerks working for supermarket chains refused to touch, scan, or bag products that contained
What are the advantages and disadvantages of the different forms of compensation programs described in this chapter? Considering the disadvantages only, how can department managers ameliorate lessen the effects of the disadvantages?
Name some laws and regulations that affect the employee management process. Which do you believe are the easiest for retailers to adhere to? Which are violated the most often?
Using the interview questions in Exhibit 15-3, role-play with another student in the class as both the interviewer and the applicant for an assistant store manager position at a store of your choice.
Why do some online retailers include editorials and customer reviews along with product information on their websites? Explain how this may influence the consumer’s buying behavior.
A retailer plans to open a new store near a university. It will specialize in collegiate merchandise such as apparel, accessories, and school supplies. Consider the pros and cons of each of the following media: TV, radio, city newspaper, university newspaper, local magazine, website, blog and
Go to the home page for Target’s Pressroom at http://corporate.target.com. How does this retailer use public relations to communicate with investors and customers? Is this an effective communication tool for this retailer? Provide support for your response.
Go to the social media site for a retailer that you have shopped at during the last few weeks. How was social media used as an element in the retailer’s communication program? What audience is being reached with social media? Is the social media message consistent or inconsistent with other
Trader Joe’s is a gourmet grocery store offering items such as health foods, organic produce, and nutritional supplements. Go to www.traderjoes.com and see how the firm uses its Internet site to promote its retail stores and merchandise. Why does this retailer include recipes and a seasonal guide
Retailers and manufacturers deliver coupons through the Internet in addition to delivering them by mail or as inserts. Go to retailmenot.com for coupons offered over the Internet. How does this coupon distribution system compare with the other two distribution systems?
Visit a big-box office supply store and then a discount store to shop for school supplies. Contrast the variety and assortment offered at both. What are the advantages and disadvantages of breath versus. depth for each retailer? What are the advantages and disadvantages from the consumer’s
Go to the store location or homepage for a craft store such as Michaels Stores, Jo-Ann Fabric and Craft Stores, or A.C. Moore Arts & Crafts (http://www.michaels.com, http://www.joann.com or http://www.acmoore.com). How does this retailer organize its merchandise in terms of merchandise group,
Go to the home page of Merchandise Management Company (MMC)athttp://www.merchmanco.com/Default.aspx Read the posted information (read section on “news”) on this website. How does this service provider support vendors to manage merchandise sold at this discount department store (read section on
Think of one of your favorite places to shop. How does this retailer create customer loyalty and satisfaction, encourage repeat visits, establish an emotional bond between the customer and the retailer, know the customer’s preferences, and provide personal attention and memorable experiences to
Why are most frequent-shopper programs ineffective in terms of building loyalty? What can be done to make them more effective?
Why do some customers have a low or negative CLV value? What approach can retailers take with these customers to minimize their impact on the bottom line?
Go to the 1-800-Flowers Fresh Rewards Landing page at www.1800flowers.com/fresh-rewards and read about the Fresh Rewards program. How does this company's CRM program help it to track its best customers, grow its business and increase customer loyalty?
Why do retailers want to determine the lifetime value of their customers? How does past customer behavior help retailers anticipate future customer retention?
Go to the website for the Electronic Privacy Information Center (www.epic.org) and review the issues raised by the organization. What does this watchdog organization feel are the most important retailers’ consumer privacy issues? How will these issues evolve in the future?
What is a customer relationship management (CRM) program? Describe one CRM program that you have participated in as a customer.
Go to the home page of a retailer that you frequent and review their privacy policy. How is this retailer protecting its customers’ information? Which policies, or lack of policies, raise your concern? Why? Which policies give you comfort that your private information is being protected? Why?
This chapter presents some trends in supply chain and information systems that benefit retailers. How do vendors benefit from these trends?
Go to Barcoding Incorporated’s web page at http://www.barcoding.com and search for retail, warehouse management, and RFID. How is this company using technology to support retailers with information systems and supply chain management?
What kind of lease should a new retail enterprise, opening its first store in an urban location that is experiencing gentrification and growth, seek to negotiate with the building owner?
Visit a jewelry store in an enclosed mall and one in a neighborhood strip shopping center. List the pros and cons for each location. Which location is the most desirable? Why is this the case?
Go to a shopping mall. Get or draw a map of the stores. Analyze whether the stores are clustered in some logical manner. For instance, are all the high-end stores together? Is there a good mix of retailers catering to comparison shoppers near one another?
At Del Frisco's Steakhouse, steaks run from about $42 to $89 whereas at Outback Steakhouse they run from about $12 to $27. What characteristics would Del Frisco's look for in a trade area for a new location? How would those characteristics change for Outback?
The U.S. Census Bureau tracks key population characteristics, such as age, gender, disability, employment, income, language, poverty, and race. Go to the U.S. Census Bureau homepage at http://factfinder2.census.gov/faces/nav/jsf/pages/index.xhtml and, using the community facts search, look up key
Go to http://www.esri.com/what-is-gis, the home page for ESRI geographical information system, and read about GIS. Afterwards, explain how retailers can make better decisions with GIS.
Consider a big city that has invested in an urban renaissance. What components of the gentrification project attract both local residents and visiting tourists to spend time shopping, eating, and sightseeing in this location?
How does the mall near you home or university combine the shopping and entertainment experience?
Staples and Office Depot/OfficeMax all have strong multichannel strategies. How do competition and the Internet affect their strategies for locating stores?
Review the research summarized at http://www.accessmagazine.org/articles/spring-2015/the-first-big-box-store-in davis/. How did Target opening a store in Davis, California, affect the town? Summarize the benefits and harms. Are you surprised by the study findings? Why or why not?
Retailers are locating in urban areas that have suffered decay. As a result, these areas are rejuvenating, a process known as gentrification. Some people have questioned the ethical and social ramifications of this process. Discuss the benefits and detriments of gentrification.
Visit a power center that contains a Target, Staples, Dick’s Sporting Goods, Home Depot, or other category specialists. What other retailers are in the same location? How is this mix of stores beneficial to both shoppers and retailers?
Home Depot typically locates in either a power center or a freestanding site. What are the strengths of each location for this home improvement retailer?
Visit a lifestyle center. What tenants are found in this location? Describe the population characteristics around this center. How far would people drive to shop at this lifestyle center? What other types of retail locations does this lifestyle center compete with?
Describe the advantages and disadvantages of its current location, given its store type and target market.
Go to your favorite shopping center, and analyze the tenant mx. Do the tenants appear to complement one another? What changes would you make in the tenant mix to increase the overall performance of the center?
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