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business
retailing management

Retailing Management 8th International Edition Michael Levy, Barton Weitz - Solutions

Go to the home page for Target’s Pressroom at http://pressroom.target.com/pr/news/news.aspx. 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.
Trader Joe’s is a gourmet grocery store offering items such as health foods, organic produce, and nutritional supplements. The company has about 325 stores in 25 states at which it offers more than 2,000 privatelabel products. Go to www.traderjoes.com, and see how the firm uses its Internet site
Retailers and manufacturers deliver coupons through the Internet in addition to delivering them by mail or as inserts. Go to www.coolsavings.com for coupons offered over the Internet. How does this coupon distribution system compare with the other two distribution systems?
Go to the home page for BrandZ at www.brandz.com/output/, and click on “Retail Report.” On the basis of the report, list the top-20 global retail brands.In two or three paragraphs, describe what makes a strong retail brand. How were brand equity and financial performance used to measure brand
Where do you think pop-up stores would be most successful? Why? What type of merchandise would sell well from this format? Explain.
Retailers use television advertising to build brand image.Television advertisers have identified many types of markets on the basis of the day, time, and type of show during which their ads may appear. During which days, times, and types of shows should retailers advertise the following categories
Review Exhibit 15–2, “Kinds of Sales Promotion,” and describe which of these consumer promotions have been successful with you as a consumer. Which ones have not been successful? Explain your responses.
How can brand strategy, advertising, personal selling, public relations, direct marketing, and sales promotion complement one another in an integrated marketing communication program? How can a retailer’s customer relationship management program support these activities?
Reread Retailing View 14.2, “Hey, Wanna Buy a Ticket?” Describe how supply and demand can impact the price of tickets for sporting events, concerts, and other entertainment. How does the secondary online ticket market impact consumers and the original ticket sellers?
Why would retailers risk violating any of the legal issues discussed in this chapter, such as predatory pricing, price fixing, deceptive pricing, bait and switch, or discriminatory pricing? Explain your answer.
When you go shopping, in which product categories do you prefer private labels or national brands? Explain your preference.
Explain why a grocery store, such as Kroger, offers more than one tier of private-label brands within a particular product category.
Does your favorite clothing store have a private-label brand strategy? If yes, how does it build store loyalty?If no, how could a private-label brand create loyalty?
What are the advantages and disadvantages of manufacturer’s brands versus private-label brands? Consider both the retailer’s and customer’s perspectives.
What is the difference between counterfeit, graymarket, and black-market merchandise? Is the selling of this type of merchandise legal? Do you believe that selling these types of merchandise should be allowed?Provide a rationale for your position. Would you purchase a counterfeit wallet? What about
Assume you have been hired to consult with The Gap on sourcing decisions for sportswear. What issues would you consider when deciding whether you should buy from Mexico or China or find a source within the United States?
Go to your favorite food store, and look up the prices for the items in the following table. Be sure to select the same-size packages for this price comparison of manufacturer’s brands and store brands. How much can consumers save by purchasing private-label brands of these products? How would
Read the “Recession, Recovery & Store Brands” report based on an exclusive survey of shopping attitudes by GfK Custom Research North America for the Private Label Manufacturers Association (www.plma.com/share/press/FOR_IMMEDIATE_ RELEASE/PLMA_Recession_Recovery_and_Store_ Brands.pdf). The
Go to the home page for the Private Label Manufacturers Assciation (PLMA), and read the “Market Profile,” which can be found at www.plma.com/storeBrands/sbt05.html. What are store-brand products?Who purchases store brands? Who makes store brands? What store brands are you purchasing on a
Read the article “NBA Warns Fans about Counterfeit Products” posted at http://cbs11tv.com/local/NBA.Counterfeit.Merchandise.2.1481903.html. Follow the story’s link to the home page for the Coalition to Advance the Protection of Sports Logos (CAPS) at www.capsinfo.com, and read “About
CONTINUING ASSIGNMENT Go visit the retailer you have selected for the continuing assignment and perform an audit of its manufacturer’s and private brands. Interview a manager to determine whether the percentage of private brands has increased or decreased during the past five years. Ask the
A buyer is trying to decide from which vendor to buy a certain item. Using the information in the table below, determine from which vendor the buyer should buy. VENDOR PERFORMANCE Importance Weight Vendor A Vendor B Reputation for collaboration Service Meets delivery dates 8 8 7 7 9 7 8 Merchandise
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 January 31. On November 1, the buyer still has 350 parkas left. What issues should the buyer consider in evaluating the selling season’s progress?
How and why would you expect variety and assortment to differ between a traditional bricks-and-mortar store and its Internet counterpart?
WEB OLC EXERCISE The vendor evaluation model utilizes the multiattribute method to evaluate vendors. Go to the student side of the Online Learning Center, and click “Vendor Evaluation Model.”There are two spreadsheets. Open the first spreadsheet, vendor evaluation 1.xls. This spreadsheet is the
WEB OLC EXERCISE The merchandise budget plan determines how much merchandise should be purchased in each month of a fashion buying season(in dollars), given the sales and reduction forecast, inventory turnover goals, and seasonal monthly fluctuations in sales. Go to the student side of the Online
INTERNET EXERCISE Go to www.sas.com/industry/retail/merchandise/index.html, the SAS Merchandise Intelligence Web site. How does the SAS Merchandise Intelligence product provide retailers with information to support merchandising planning, forecasting, and measurement?
INTERNET EXERCISE Go to the home page of the following three retail trade publications: WWD at www.wwd.com/, Chain Store Age at www.chainstoreage.com/, and Retailing Today at www.retailingtoday.com/.Find an article in each that focuses on managing merchandise. How can these articles assist
GO SHOPPING Visit a big-box office supply store and then a discount store to shop for school supplies.Contrast the variety and assortment offered at each.What are the advantages and disadvantages of breadth versus depth for each retailer? What are the advantages and disadvantages from the
IN-STORE OR INTERNET EXERCISE Go to the store location or home page of a craft store such as Michaels Stores, Jo-Ann Fabric and Craft Stores, or A.C. Moore Arts & Crafts (www.michaels.com, www.joann.com, or www.acmoore.com). How does this retailer organize its merchandise in terms of merchandise
INTERNET EXERCISE Go to the home page of Merchandise Management Company (MMC), the exclusive merchandising service partner for Kohl’s, at www.merchmanco.com/Default.aspx. Watch the three-minute video, and read the posted information and press releases at this Web site. How does this service
CONTINUING EXERCISE Go to a retailer’s store, and audit the variety and assortment for a specific merchandise category. Record the breadth and depth of the assortment and the level of support (average number of items for the SKUs in each category).Compare the variety, assortment, and support for
How would a retailer use transactions, customer contacts, customer preferences, descriptive information, and responses to marketing activities in its customer database?
What are some examples of opportunities for add-on selling that might be pursued by (a) travel agents, (b)jewelry stores, and (c) dry cleaners?
INTERNET EXERCISE Go to the home page of 1-800-Flowers at www.1800flowers.com, 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?
INTERNET EXERCISE Go to Macy’s credit card home page at www1.macys.com/service/credit/overview.ognc. Read about the different levels of membership for this customer rewards program.Describe how Macy’s is using the customer pyramid(Exhibit 11–2) in its CRM program to target and classify
CONTINUING ASSIGNMENT Interview the store manager working for the retailer you have selected for the Continuing Assignment. Ask the manager if the store offers a frequent-shopper/loyalty program and how effective it is in terms of increasing the store’s sales and profits. Find out why the manager
INTERNET EXERCISE Go to the home page of Stores Magazine at www.stores.org/, and search for supply chain in the current issue. Summarize one of the recent articles, and explain how the key concept(s)described could make the shopping experience better for consumers and improve efficiency in the
CONTINUING ASSIGNMENT Interview the store manager working for the retailer you have selected for the Continuing Assignment. Write a report that describes and evaluates the retailer’s information and supply chain systems. Use this chapter as a basis for developing a set of questions to ask the
Reread Retail View 10.2 about Netflix. How is this online retailer using inventory management and distribution centers to deliver the correct movies requested by customers?
What type of merchandise is most likely to be crossdocked at retailers’ distribution centers? Why is this often the case?
WEB OLC EXERCISEa. Go to the s tudent side of this book’s Web site, and review the student résumés. Which résumés do you think are effective? Ineffective? Why?b. Update your résumé, and prepare for an interview for a manager training program with a large lumber and building supply retailer.
INTERNET EXERCISE Go to the home page of the National Retail Federation Foundation (NRFF), at www.nrffoundation.com/CareersCenter/default.asp/, and click on “Experience Retail” to read about the different career paths in marketing/advertising, store operations, loss prevention, store
INTERNET EXERCISE Go to the home page of Retail Human Resources PLC at www.retailhumanresources.com/. How does this recruitment consultancy help U.K. retailers and job seekers to find the best employment matches?
INTERNET EXERCISE The Fair Measures Law Consulting Group provides training and legal services for employers. Go to its Web site, www.fairmeasures.com, and choose one of the legal areas to investigate(sexual harassment, wrongful termination, and so forth). Another source of information about legal
Why should retailers be concerned about the needs of their employees? What can retailers do to satisfy those needs?
Reread Retailing View 9.3 on The Container Store.What are the positive and negative aspects of employee turnover? How is this retailer reducing the turnover of its sales associates? How can other retail firms learn from this example?
INTERNET EXERCISE 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 home page at factfinder.census.gov/home/saff/main.html?_lang=en, and, using the Population Finder, look up
INTERNET EXERCISE Go to www.gis.com/index.html, the home page for Esri Geographical Information Systems, and click on “Demo: What is GIS?” After watching the three-minute video, explain how retailers can make better decisions with GIS.
INTERNET EXERCISE Go to http://www.esri.com/library/fliers/pdfs/tapestry_segmentation.pdf, and identify five segments that you would expect to find in your zip code. Then go to www.gis.com/index.html, and type in your zip code. Compare the segments that are found in your zip code with your initial
CONTINUING CASE ASSIGNMENT Evaluate the location of a store operated by the retailer you have selected for the Continuing Case Assignment.What is the size and shape of the retailer’s trade area?Describe the positive and negative aspects of its location.Compare the store’s location with the
INTERNET EXERCISE Go to the home page for Simon Property Group, http://www.simon.com/about_simon/our_business/default.aspx, and read about the types of shopping centers that this developer manages. What is the difference between their businesses?
GO SHOPPING Go to your favorite shopping center, and analyze the tenant mix. Do the tenants appear to complement one another? What changes would you make in the tenant mix to increase the overall health of the center?
How does the mall near your home or university combine the shopping and entertainment experiences?
Why would a Payless ShoeSource store locate in a neighborhood shopping center instead of a regional shopping mall?
Staples, Office Max, and Office Depot all have strong multichannel strategies. How do competition and the Internet affect their strategies for locating stores?
Retailers are developing shopping centers and freestanding locations in central business districts that have suffered decay. Some people have questioned the ethical and social ramifications of this process, which is known as gentrification. What are the benefits and problems associated with
Pick your favorite store. Describe the advantages and disadvantages of its current location, given its target market.
WEB OLC EXERCISE Go to the strategic profit model (SPM) on the student side of the book’s Web site. The SPM tutorial was designed to provide a refresher course on the basic financial ratios leading to return on assets and walks you through the process step-by-step. A calculation page is also
INTERNET EXERCISE Go to the latest annual reports, and use the financial information to update the numbers in the net profit margin management model and the asset turnover management model for Family Dollar and Nordstrom. Have there been any significant changes in their financial performance? Why
CONTINUING CASE ASSIGNMENT Evaluate the financial performance of the retailer you have selected for the Continuing Case Assignment and of another store that sells similar merchandise categories but to a very different target market. If yours is a high-margin–low-turnover store, compare it with a
Examine Walgreens’, CVS Caremark’s, and Rite Aid’s 2009 financial performance in the table below. Evaluate Walgreens’ performance against direct external competition using the financial data and ratios. Is Walgreens’performance the same as, better than, or worse than that of CVS and Rite
Using the following information taken from the 2010 balance sheet and income statement for Urban Outfitters, develop a strategic profit model. (Figures are in millions of dollars.) You can access an Excel spreadsheet for SPM calculations on the student side of the book’s Web site.Net sales
Using the following information from Lowe’s 2010 income statement and balance sheet, taken from Hoovers, determine its asset turnover, net profit margin percentage, and ROA. (Figures are in millions of dollars.)Net sales $47,220 Total assets $33,005 Net profit $ 1,783
What differences would you expect to see when comparing Gifts To Go’s specialty store strategic profit model with that of two dry-cleaning service businesses?
What elements in the strategic model are affected if a retailer decides to build and open 10 new stores?
Neiman Marcus (a chain of high-service department stores) and Walmart target different customer segments.Which retailer would you expect to have a higher gross margin? Higher expense-to-sales ratio?Higher inventory turnover? Higher asset turnover?Higher net profit margin percentage? Why?
How does the strategic profit model assist retailers in planning and evaluating the performance of their marketing and financial strategies?
Buyers’ performance is often measured by the gross margin percentage. Why is this measure more appropriate than net profit percentage?
Describe how a multiple-store retailer might set its annual performance objectives.
Why does a retailer need to use multiple performance measures to thoroughly evaluate its performance?
Why does TSC place so much emphasis on training employees?
How vulnerable is TSC to competition? Why is this the case?
How does TSC’s retail mix provide the benefits sought by its target market?
Why and how has TSC’s target customer changed over time?
What is Tractor Supply Company’s growth strategy?What retail mix does TSC provide?
What can Build-A-Bear Workshop do to generate repeat visits to the store?
Describe the target customer for this retailer.
Is the Build-A-Bear Workshop concept a fad, or does it have staying power?
Walmart’s Sustainable Product Index is intended to provide consumers with a ranking of a product’s sustainability across its life cycle. Would this ranking influence your buying decisions? Why or why not?
Walmart’s sustainability program addresses each of the criticisms leveled against it. If a company is forced to launch an initiative to prevent falling sales or public relations problems, do you think the company is fully committed to those efforts? How could you tell if the company was making
Walmart says that it creates new markets for smalland medium-size businesses and that it supports growth and innovation for these businesses. For some of these suppliers, Walmart is their primary customer and thus the business owners have little choice about adopting Walmart’s standards. Do you
Is Walmart good for society? Would society be better off with or without Walmart?
What are some of the potential problems Netflix will face in the near future as the company continues its reliance on DVD and blu-ray offerings by mail?
Should Netflix charge for streaming content or continue to provide it without limit as part of its physical media offerings? Why or why not?
In exchange for greater amounts of streaming content, Netflix has begun making deals with major movie studios that delay the release of DVDs and blu-rays by 28 days. This gives bricks-and-mortar stores, e-commerce sites, and cable and satellite companies a window of time when they carry movies that
Outline the decision-making process for each of the Sanchezes’ bicycle purchases.
How important is it for consumers to buy conflictfree diamonds? Why?
What are the advantages and disadvantages of stores operated by licensees rather than by the company directly?
What are the pluses and minuses of offering a limited assortment from the perspective of the consumer and the perspective of the retailer?
How do the elements in the strategic profit model for Save-A-Lot differ from those of a traditional supermarket?
What is Save-A-Lot’s retail strategy—its target market, format, and bases of competitive advantage?
Do you think Royal Ahold should have divested its food service divisions? Why or why not?
What are the advantages and disadvantages of Walmart’s and Carrefour’s more centralized decision making compared with Royal Ahold’s decentralized decision making?
Should Royal Ahold use its name on all of its stores, as Walmart and Carrefour do? Why or why not?
What are the advantages and disadvantages of the growth strategies pursued by Royal Ahold, Carrefour, and Walmart?
Which retailer(s) has (have) the stronger competitive position?
List other specialty apparel retailers that target the same customers as A&F and AE. How do these brands differentiate themselves in the competitive retail environment? Construct a product positioning map to illustrate each retailer’s positioning.
What are the brand images of A&F and AE? What words and phrases are associated with each retailer’s brand name?
What, if any, are the differences in A&F’s and AE’s retail strategies?

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