sears apparel brands
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Evaluating the Competition in RetailingEvaluating the Competition in Retailing
Chapter 4
Copyright ©2005 by South-Western, a division of Thomson Learning. All rights reserved.
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Learning ObjectivesLearning Objectives
• Explain the various models of retail competition
• Distinguish between various types of retail competition
• Describe the four theories used to explain the evolution of retail competition
• Describe the changes that could affect retail competition
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Models of Retail CompetitionModels of Retail Competition
• The Competitive Marketplace
• Market Structure
• The Demand Side of Retailing
• The Supply Side of Retailing
• The Profit-Maximizing Price
• Nonprice Decisions
• Competitive Actions
LO 1
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The Competitive MarketplaceThe Competitive Marketplace
While retailers typically compete for customers on a local level, catalog and electronic retailers compete at national and international levels.
LO 1
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Market StructureMarket Structure
Pure Competition Pure Monopoly Monopolistic Competition Oligopolistic Competition
LO 1
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Market StructureMarket Structure
Pure Competition
Occurs when a market has homogenous products and many buyers and sellers, all having perfect knowledge of the market, and ease of entry for both buyers and sellers.
LO 1
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Market StructureMarket Structure
Pure Monopoly
Occurs when there is only one seller for a product or service.
LO 1
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Market StructureMarket Structure
Monopolistic Competition
Occurs when the products offered are different, yet viewed as substitutable for each other and the sellers recognize that they compete with sellers of these different products.
LO 1
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Market StructureMarket Structure
Oligopolistic Competition
Occurs when relatively few sellers, or many small firms who follow the lead of a few larger firms, offer essentially homogeneous products and any action by one seller is expected to be noticed and reacted to by the other sellers.
LO 1
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Market StructureMarket Structure
Outshopping
Occurs when individuals in one community travel usually to a larger community to shop.
LO 1
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The Demand Side of RetailingThe Demand Side of Retailing
LO 1: Exhibit 4.1P
rice
Quantity Demanded
Demand as a Function of Price
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The Supply Side of RetailingThe Supply Side of Retailing
LO 1D
oll
ars
Unit Sales Quantity or Sales Volume
Fixed Costs
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The Supply Side of RetailingThe Supply Side of Retailing
LO 1D
oll
ars
Unit Sales Quantity or Sales Volume
Variable Costs
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The Supply Side of RetailingThe Supply Side of Retailing
LO 1D
oll
ars
Unit Sales Quantity or Sales Volume
Total Costs
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The Profit-Maximizing PriceThe Profit-Maximizing Price
• A profit-maximizing price seeks to get as much profit as possible from the sale of each unit.
LO 1
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Nonprice DecisionsNonprice Decisions
• Nonprice competition strategies
• Position itself as different from the competition by altering its merchandise mix to offer higher quality goods, great personal service, etc.
• Offering private label merchandise.
• Provide free services or products, such as free gas to out of town customers.
• Strive to always have basic merchandise in stock.
LO 1
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Nonprice DecisionsNonprice Decisions
• Store Positioning
Is when a retailer identifies a well-defined market segment using demographic or lifestyle variables and appeals to this segment with a clearly differentiated approach.
LO 1
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Nonprice Decisions: Private Labels ofNonprice Decisions: Private Labels of
• Kmart: Joe Boxer, Martha Stewart Everyday, Disney
• Sears apparel brands: Apostrophe, TKS, Land’s End• JCPenny: St. John’s Bay, Arizona, Stafford• Wal-Mart: Equate, Simply Basic, Great Value• Target: Cherokee, Honors, Furio• Saks Fifth Avenue: 5/48, Real Clothes, SFA Collections• Federated Department Stores: I.N.C., Alfani, Green Dog• Nordstrom: BP, Halogen, Studio 121• Lord and Taylor: Katie Hill, Context, Identity
LO 1: Exhibit 4.2Major Retailers
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Competitive ActionsCompetitive Actions
Competitive activity can be examined by the number of retail establishments of a given type per thousand households.
LO 1
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Competitive ActionsCompetitive Actions
• Overstored
Is a condition in a community where the number of stores in relation to households is so large that to engage in retailing is usually unprofitable or marginally profitable.
• Understored
Is a condition in a community where the number of stores in relation to households is relatively low so that engaging in retailing is an attractive economic endeavor.
LO 1
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Types of CompetitionTypes of Competition
• Intratype and Intertype Competition
• Divertive Competition
LO 2
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Types of CompetitionTypes of Competition
• Intratype Competition
Occurs when two or more retailers of the same type as defined by NAICS codes in the Census of Retail Trade, compete directly with each other for the same households.
• Intertype Competition
Occurs when two or more retailers of a different type, as defined by NAICS codes in the Census of Retail Trade, compete directly by attempting to sell the same merchandise lines to the same households.
LO 2
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Intratype and Intertype CompetitionIntratype and Intertype Competition
• Intratype competition for books.
LO 2
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Intratype and Intertype CompetitionIntratype and Intertype Competition
Intertype competition for video rentals.
LO 2
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Intratype and Intertype CompetitionIntratype and Intertype Competition
LO 2
Intratype Competition
Intertype Competition
AlbertsonsSupermarket
Food GiantSupermarket
McDonald’s
Supermarkets offeringHome Meal
Replacements (HMR)compete with fast-food
restaurants
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Types of CompetitionTypes of Competition
Divertive Competition
Occurs when retailers intercept or divert customers from competing retailers.
LO 2
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Types of CompetitionTypes of Competition
Break-even Point
Is where total revenues equal total expenses and the retailer is making neither a profit nor a loss.
LO 2
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Evolution of Retail CompetitionEvolution of Retail Competition
• The Wheel of Retailing
• The Retail Accordion
• Retail Life Cycle
LO 3
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Evolution of Retail CompetitionEvolution of Retail Competition
• The Wheel of Retailing Theory
Describes how new types of retailers enter the market as low-status, low-margin, low-price operators; however, as they meet with success, these new retailers gradually acquire more sophisticated and elaborate facilities, and thus become vulnerable to new types of low-margin retail competitors who progress through the same patter.
LO 3
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The Wheel of Retailing TheoryThe Wheel of Retailing Theory
LO 3: Exhibit 4.3
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Wheel of RetailingWheel of Retailing
Some would argue that McDonald’s has become a victim of the wheel of retailing. When McDonald’s started out, it served a select menu. Over the years, the McDonald’s product offering has expanded to the inclusion of playgrounds, thus opening the way for new, low-cost fast-food providers, such as Checkers.
LO 3
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Evolution of Retail CompetitionEvolution of Retail Competition
Retail Accordion
Describes how retail institutions evolve from outlets that offer wide assortments to specialized stores and continue repeatedly through the pattern.
LO 3
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The Retail AccordionThe Retail Accordion
LO 3
Wide Assortment
Wide Assortment
NarrowAssortment
Time
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Evolution of Retail CompetitionEvolution of Retail Competition
Retail Life Cycle
Describes four distinct stages that a retail institution progresses through:
Introduction
Growth
Maturity
Decline
LO 3
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Evolution of Retail Competition:Evolution of Retail Competition:
Introduction
Begins with an aggressive, bold entrepreneur who is willing and able to develop a different approach to retailing of certain products. During this stage profits are low, despite increasing sales levels.
LO 3The Retail Life Cycle
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Evolution of Retail Competition:Evolution of Retail Competition:
Growth
Sales and profits explode, validating the entrepreneur’s good idea. New retailers enter the market and begin to copy the retailers idea. Late in this stage both market share and profitability approach their maximum levels.
LO 3The Retail Life Cycle
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Evolution of Retail Competition:Evolution of Retail Competition:
Maturity
Market share stabilizes and profits decline because:
• managers use to managing simple small
retail outlets must now manage large complex firms,
• industry has overexpanded, and
• competitive assaults by new retail
formats.
LO 3The Retail Life Cycle
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Evolution of Retail Competition:Evolution of Retail Competition:
Decline
The once promising idea is no longer needed in the marketplace. As a result, market share and profits fall.
LO 3The Retail Life Cycle
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Retail Institutions in the Four Stages ofRetail Institutions in the Four Stages of
LO 3: Exhibit 4.4
Introduction
E-tailing (1990’s)
Recyclers (2000’s)
Growth
Food Courts (1980’s)
Airport-based retailers (1980’s)
Supercenters (2000’s)
Maturity
Warehouse clubs(1970’s) Department stores (1860’s) Supermarkets (1930’s) Convenience stores (1960’s) Category killers (1970’s) Fast food (2000’s’)
Decline
Variety Stores (1890’s)
Factory outlet malls (1970’s)
Department stores (2000’s)
The Retail Life Cycle
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Resource-Advantage TheoryResource-Advantage Theory
Resource-advantage theory
Is based on the idea that all firms seek superior performance in an ever-changing environment.
• Illustrates two important lessons for retailers:
• Superior performance at any point in time is a result of achieving a competitive advantage in the market place as a result of some tangible or intangible entity (“resource”).
• All retailers cannot achieve superior results at the same time.
LO 3
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Future Changes in Retail CompetitionFuture Changes in Retail Competition
• Nonstore Retailing
• New Retail Formats
• Heightened Global Competition
• Integration of Technology
• Increased use of Private Labels
LO 4
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Future Changes in Retail CompetitionFuture Changes in Retail Competition
• Nonstore RetailingDirect sellingCatalog salesE-tailing
LO 4
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Future Changes in Retail CompetitionFuture Changes in Retail Competition
New Retail Formats Supercenters Recycled Merchandise Retailers Liquidators
LO 4
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Future Changes in Retail Competition:Future Changes in Retail Competition:
Off-price Retailers
Sell products at a discount but do not carry certain brands on a continuous basis. They carry those brands they can buy from manufacturers at closeout or deep one-time discount prices.
LO 4New Retail Formats
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Future Changes in Retail Competition:Future Changes in Retail Competition:
Supercenters
Combine a discount store and grocery store to carry 80,000 to 100,000 products in order to offer one-stop shopping.
LO 4New Retail Formats
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Future Changes in Retail Competition:Future Changes in Retail Competition:
Number of Supercenters by Retailer
1998 1999 2000Wal-Mart 564 721 894Meijer 117 127 144Kroger 105 126 135Kmart 102 105 115Target 14 16 31
LO 4Supercenters
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Future Changes in Retail Competition:Future Changes in Retail Competition:
Recycled Merchandise Retailers
Are establishments that sell used and reconditioned products.
LO 4New Retail Formats
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Future Changes in Retail Competition:Future Changes in Retail Competition:
Liquidators
Liquidates leftover merchandise when an established retailer shuts down or downsizes.
LO 4New Retail Formats
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Leading U.S. Retailers by SalesLeading U.S. Retailers by SalesLO 4
1900 ’20 ’30 ’40 ’50 ’60 ’70 ’80 ’90 2000
A&P
Sears
K-Mart
Wal-Mart
$200B
$30B
$10B
$5B
$800M
$500M
$200M
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The Relationship of Price VersusNonprice Actions and Demand CurveThe Relationship of Price VersusNonprice Actions and Demand Curve
LO 4Price
Quantity
PriceD2D1
Pricing Actions move the consumer up and down the current demand curve.
Pricing Actions move the consumer up and down the current demand curve.
Non-price Actions seek to shift the demand curve to right and make it more inelastic.
Non-price Actions seek to shift the demand curve to right and make it more inelastic.
Quantity
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Future Changes in Retail CompetitionFuture Changes in Retail Competition
Heightened Global Competition Increasing Rate of Change Greater Diversity Creation of New Retail Formats
LO 4
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Future Changes in Retail CompetitionFuture Changes in Retail Competition
Integration of Technology Supply Chain Management Customer Management Customer Satisfaction
LO 4
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Future Changes in Retail CompetitionFuture Changes in Retail Competition
Increasing Use of Private Labels Helps in protecting retailer niche Sets retailer apart from competition
LO 4
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Arizona Jeans Co.Arizona Jeans Co.
JCPenney has built significant store loyalty through the introduction and development of the private label brand Arizona Jeans Co.
LO 4
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Question to PonderQuestion to Ponder
• Should retailers advertise the fact that they are the owners of the private label brand(s) they sell?
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Future Changes in Retail CompetitionFuture Changes in Retail Competition
• Private Label Branding Strategies
• Developing a partnership with well-known celebrities, noted experts, and institutional authorities.
• Developing a partnership with traditionally higher-end suppliers to bring an exclusive variation on their highly regarded brand name to the market.
• Reintroducing products with strong name recognition that have fallen from the retail scene.
• Branding an entire department or business; not just a product line.
LO 4
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Additional SlidesAdditional Slides
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Market StructureMarket Structure
LO 1
Retail Competition
PureCompetition
OligopolisticCompetition
PureMonopoly
MonopolisticCompetition
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Future Changes in Retail CompetitionFuture Changes in Retail Competition
LO 4
NonstoreRetailing
New RetailFormats
Integration ofTechnology
HeightenedGlobal
Competition
Increased useof Private Labels
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Future Changes in Retail Competition:Future Changes in Retail Competition:
LO 4
E-tailingCatalogSales
Direct Selling
Nonstore Retailing
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Future Changes in Retail Competition:Future Changes in Retail Competition:
LO 4
LiquidatorsRecycled
MerchandiseRetailers
Supercenters
New Retail Formats
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Future Changes in Retail Competition:Future Changes in Retail Competition:
LO 4
Creation ofNew Retail
Formats
GreaterDiversity
Increased Rate of Change
Heightened Global Competition
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Future Changes in Retail Competition:Future Changes in Retail Competition:
LO 4
CustomerSatisfaction
CustomerManagement
Supply ChainManagement
Integration of Technology