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business
retailing management

Questions and Answers of Retailing Management

For what types of merchandise is using RFID systems most appropriate? Why?
CONTINUING ASSIGNMENT Interview the store manager working for the retailer you have selected for the Continuing Case assignment. Write a report that describes and evaluates the retailer’s
INTERNET EXERCISE Go to Barcoding Incorporated’s web page at www.barcoding.com/, and search for retail, warehouse management, and RFID.How is this company using technology to support retailers with
INTERNET EXERCISE Go to the home page of RFID Journal at www.rfidjournal.com/, and search for supply chain in the current issue. Summarize one of the recent articles, and explain how the key
INTERNET EXERCISE Go to the home page of Vendor Managed Inventory at www.vendormanagedinventory.com/index.php, and answer the following questions: What is vendor-managed inventory? What are the
Explain how an efficient supply chain system can increase a retailer’s level of product availability and decrease its inventory investment.
What type of merchandise is most likely to be cross-docked at retailers’ DCs? Why is this often the case?
What is a universal product code (UPC)? How does this code enable manufacturers, distributors, and retailers to track merchandise throughout the supply chain?
For what types of products is item-level RFID most beneficial for retailers?
Describe the customer relationship management process.
Understand how customer shopping data are collected.
Explain the methods used to analyze customer data and identify target customers.
Outline how retailers develop their frequent-shopper programs.
Explain various ways to implement effective CRM programs.
Why is segmentation based on purchase behavior superior for encouraging customer loyalty to segmentation based on demographics?
How and why would a retailer use RFM analysis?
How does CVS Caremark use the data it collects from its ExtraCare program?
What are the elements of Neiman-Marcus’s InCircle program that build customer loyalty?
How does American Girl help ensure that its existing customers spend more with it?
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
INTERNET EXERCISE Go to the home page of a retailer that you frequent and review its privacy policy.How is this retailer protecting its customers’ information?Which policies, or lack of policies,
INTERNET EXERCISE Go to the website of the Electronic Privacy Information Center (www.epic.org), and review the issues raised by the organization.What does this watchdog organization feel are the
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 better customers,
Why do customers have privacy concerns about the frequent-shopper programs that supermarkets offer, and what can supermarkets do to minimize these concerns?
Which of the following types of retailers do you think would benefit most from instituting a CRM program: (a) supermarkets, (b) banks, (c) automobile dealers, or (d) consumer electronics
Develop a CRM program for a local store that sells apparel and gifts with your college’s or university’s logo. What type of information would you collect about your customers, and how would you
What are the different approaches retailers can use to identify customers by their transactions? What are the advantages and disadvantages of each approach?
Explain the merchandise management organization and performance measures.
Contrast the merchandise management processes for staple and fashion merchandise.
Describe how to predict sales for merchandise categories.
Summarize the trade-offs for developing merchandise assortments.
Illustrate how to determine the appropriate inventory levels.
Analyze merchandise control systems.
Describe how multistore retailers allocate merchandise to stores.
Review how retailers evaluate the performance of their merchandise management decisions.
What are the benefits of fast-fashion retailing from a retailer’s perspective?
Why might Kohl’s sales be more affected by the weather than Nordstrom’s sales?
Why does maintaining a relatively low number of SKUs work at Costco, but not at Walmart?
What box on the grid best describes the Saks Fifth Avenue closest to where you live? Do you think it is the most appropriate box for that store’s target market?
How and why would you expect variety and assortment to differ between JCPenney’s store and Internet channel?
Simply speaking, increasing inventory turnover is an important goal for a retail manager. What are the consequences of turnover that’s too low? Too high?
Assume you are the grocery buyer for canned fruits and vegetables at a five-store supermarket chain.Del Monte has told you and your boss that it would be responsible for making all inventory
Variety, assortment, and product availability are the cornerstones of the merchandise planning process. Provide examples of retailers that have done an outstanding job of positioning their stores on
As the athletic shoe buyer for Sports Authority, how would you go about forecasting sales for a new Nike running shoe?
Using the 80–20 principle, how can a retailer make certain that it has enough inventory of fast-selling merchandise and a minimal amount of slow-selling 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
On November 1, the buyer still has 350 parkas left. What issues should the buyer consider in evaluating the selling season’s progress?
Identify the branding options available to retailers.
Describe how retailers buy national brands.
List the issues retailers consider when developing and sourcing store-branded merchandise internationally.LEARNING OBJECTIVES
Understand how retailers prepare for and conduct negotiations with their vendors.
Determine why retailers build strategic relationships with their vendors.
Indicate the legal, ethical, and social responsibility issues involved in buying merchandise.DISCUSSION QUESTION When you buy store brands, what is the primary reason: price, quality, or
Why do Zappos’ vendors love them? Why are these relationships good for Zappos?
Would you shop at Vine.com? Does it help or hurt to know it is owned by Amazon.com?
CONTINUING ASSIGNMENT Go visit the retailer you have selected for the continuing assignment and perform an audit of its manufacturer’s and store brands. Ask the manager to comment on the store’s
Read articles about the NBA warning fans about counterfeit merchandise. Go to the home page for the Coalition to Advance the Protection of Sports Logos(CAPS) at www.capsinfo.com, and read “About
Go to the home page for the Private Label Manufacturers Association (PLMA), and read the “What are Store Brands?” page, which can be found at http://plma.com/storeBrands/facts13.html. What are
Assume you have been hired to consult with Forever 21 on sourcing decisions for sportswear. What issues would you consider when deciding whether you should buy from Mexico or China or find a
What are the differences among 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
Why have retailers found exclusive store brands to be an appealing branding option? Choose a department store, a discount store, and a grocery store. What exclusive store brands do they offer? How
Explain the difference between a high/low pricing strategy and an everyday low-pricing strategy.
Identify the factors retailers consider when pricing their merchandise.
Describe how retailers set prices.
Examine how and why retailers take markdowns.
Identify the pricing techniques retailers use to increase sales and profits.
Describe how the Internet and social and mobile channels are used to make pricing decisions.
Indicate the legal and ethical issues retailers should consider when setting prices.
Why might customers prefer EDLP pricing in one situation but like coupons and promotions in another?
Which of the activities mentioned would be most effective to prevent you from showrooming?
S Which retailer do you prefer—Walmart, Target, or Amazon? Do you shop there because you think it has the lowest prices?
Would you patronize a retailer that used dynamic pricing?
Is extreme couponing worth the trouble to you?What about your parents?
S Should private-sale sites and in-store retailers be required to substantiate their reference prices?Which price should they use as the reference price?
CONTINUING ASSIGNMENT Go shopping at the retailer you have selected for the continuing assignment. Does the retailer use high/low pricing or an EDLP strategy? Ask the store manager how markdown
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. What was the total cost of the market basket at each store?
Why would sewing pattern manufacturers such as Simplicity, Butterick, and McCall’s print a price of$12.95 (or more) on each pattern and then two times a year offer patterns for sale at $1.99 each?
Reread Retailing View 14.1. Will an EDLP strategy work for JCPenney? Explain your answer.
Reread Retailing View 14.5. What are your thoughts about extreme couponing? Should retailers take steps to restrict it?
What is the difference between bundled pricing and multiunit pricing?
A department store’s maintained markup is 38 percent, reductions are $560, and net sales are $28,000.What’s the initial markup percentage?
The cost of a product is $150, markup is 50 percent, and markdown is 30 percent. What’s the final selling price?
Answer the following questions:(a) The Limited is planning a new line of jackets for fall. It plans to sell the jackets for $100. It is having the jackets produced in the Dominican Republic. Although
Identify the traditional media elements.
Identify the new media elements.
Understand how retailers use communication programs to develop brand images and build customer loyalty.
List the steps involved in developing a communication program.
S Have you used mobile apps developed by retailers?If yes, do you find them useful?
Have you interacted with a retailer using one of its social media tools? If yes, was the response satisfactory?
Do you think accessing HSN merchandise via YouTube is useful?
How has your perception of J.Crew changed in recent years? Do you like the changes?
CONTINUING ASSIGNMENT Evaluate the communication activities undertaken by the retailer you have selected for the continuing assignment.Describe your retailer’s brand image. Briefly explain how your
Go to the home page for BrandZ at www.brandz.com, and click on “BrandZ Reports,” then select the Top 100 Global Brands Report. On the basis of this report, list the top 20 global retail brands.
Trader Joe’s is a gourmet grocery store offering items such as health foods, organic produce, and nutritional supplements. The company has nearly 400 stores in 37 states at which it offers more
Go to the home page for Target’s Pressroom at pressroom.target.com. How does this retailer use public relations to communicate with investors and customers? Is this an effective communication tool
Go to www.facebook.com/business to see how to build pages, ads, and sponsored stories, as well as how to take advantage of mobile applications. What are some of the steps that Facebook suggests a
What factors should be considered in dividing up the advertising budget among a store’s different merchandise areas? Which of the following should receive the highest advertising budget: staple,
Outline some elements in a communication program that can be used to achieve the following objectives:(a) Increase store loyalty by 20 percent. (b) Build awareness of the store by 10 percent. (c)
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
Assume you work for a large consumer-packaged goods firm that has learned its latest line of snack foods is moving very slowly off store shelves. Recommend a strategy for listening to what consumers

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