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Fundamentals Of Retailing And Shopper Marketing Pdf

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The Art and Science of Retail Merchandising

Retail merchandising is subtle. When customers walk into the store, they don't consciously think about the sensory experience. Rather, the colors, sounds, smells, temperature, and the way the merchandise feels combine to deliver an experience to the customer psyche that they may not even realize. Retail merchandising is an art and science. Decades of customer research, driven by the overwhelming economic importance and growth of the retail industry, arm retailers with actionable data for effective merchandise strategies and best practices.

This article provides information for retailers to better understand retail merchandising and the difference between related concepts. Whether you are new to retail, have been a retailer for years and are looking for new inspiration to outperform the competition, or work for an e-commerce giant, there's something here for you. Learn tips and the new visual merchandising concepts from experts and researchers who are using cutting-edge science to study buyer behavior.

Explore the impact that retail merchandising has on customer experience as well as the business of merchandising, including criteria for selecting a merchandising solutions provider. Discover the new rules of visual merchandising and how to be successful as a merchandise manager. In the retail sector, merchandise is a classification professionals use to categorize the industry by the types of goods and services offered e.

Merchandising is both an activity and a strategy that contributes to the sale of goods and services by stimulating interest or otherwise enticing customers to make a purchase examples include promotional deals and discounting methods.

Retail merchandising attracts customers to particular goods and services in various ways. Retail merchandising includes activities and strategies such as in-store design, the selection of specific merchandise to match a target market, and the physical and digital marketing of merchandise to customers. The goal of retail merchandising activity is to support a retail strategy that generates revenue for the retailer and value for the customer.

The selection of retail merchandise and the type of goods and services a retailer decides to stock are key retail strategies. According to author Michael Levy in Retailing Management , the decision to carry particular merchandise is tactical rather than strategic. Merchandise management, along with store management principles, are the "tactical decisions" that Levy believes help implement retail strategy. For example, Lululemon uses attractive packaging to market its apparel. Lululemon provides customers with reusable bags in a variety of sizes and styles.

The bags leave the retail store and serve as a type of moving merchandising strategy for brand awareness. Long-term retail strategies are more resource dependent.

A merchandising philosophy that combines Levy's retail strategies such as store location, systems technology, or customer relationship strategy with tactical decisions such as the type of merchandise a retailer carries contributes to a customer's overall brand loyalty. Learn more about retail management strategy in the article How to Survive and Thrive in Retail Management.

For example, retail merchandising includes classifications like Clothing Accessories Stores code and Shoe Stores code However, fashion merchandising services also represent a separate economic activity under the Specialized Design Services code category. While there is some overlap between fashion merchandising and retail merchandising, fashion merchandising also involves a different supply-chain partnership and a unique retail mix.

Retailers typically occupy the end of the supply chain involving manufacturers, wholesalers, and other suppliers and agents. Retail merchandising is, therefore, responsible for selling directly to the customer. Fashion merchandising may involve direct, value-added customer activities, but fashion merchandising professionals often sell directly to wholesale suppliers as well. Fashion merchandising concerns a different combination of factors and a narrower category of goods and services than retail merchandising.

For example, the merchandise, services, and store-design methods involved with fashion merchandising activities would not apply to used car dealers. Visual merchandising is part of a sound retail merchandising strategy. It guides the planning and activities responsible for how customers see your physical and digital stores, and the goods and services visible within. Visual merchandising applies to everything from the exterior of your retail store to the well-lit entryway all the way through to the well-placed furniture, fixtures, and promotional displays.

It helps create customer value by making the shopper journey efficient, unique, and memorable. In today's omnichannel marketplace, e-commerce, retail stores, and mobile channels converge to shape the customer experience.

Visual merchandising is responsible for creating the digital or physical environment that appeals to your target customer and aligns with your overall retail value proposition. The creative methods of visual merchandising stimulate customers to make purchases.

Retailers can design a customer experience with the layout of store merchandise, the UX design of e-commerce landing pages, and the usability and imagery of a mobile app. With visual merchandising, retailers can influence how customers choose and what choices they make based on what those customers see in physical stores and online. Modern neuroscience studies suggest that the impact of messaging via optical stimulation is measurable and real.

The field of neuro-marketing studies how customers make purchasing decisions and how retailers can influence customers. In the book Retail Marketing Strategy: Delivering Shopper Delight , author Constant Berkhout discusses how brain research is an appropriate retail marketing tool.

For example, he cites a study in which researchers affixed smiley face stickers to merchandise price tags. These emojis gave shoppers the perception that the prices of the items displaying the stickers were lower than the prices of the items without the stickers.

In Retail Marketing Strategy , Berkhout offers a summary of practical suggestions. He gleaned this information from his time with neuroscientists who were trying to understand the brain activity that accompanies the ideal shopping experience.

Here is a list of the visual merchandising tips that Berkhout adapted from this neuro research. They include observations on how to turn insight into retail solutions:. What does this mean for retail merchandising? A new set of retail merchandising rules must account for the emotional, irrational customer behavior discovered by scientific methods such as neuro-marketing and the customer experience demands of a digital era. The importance of retail merchandising to retailers of all sizes and categories supports an industry of merchandising specialists and consultants.

These specialized merchandising businesses provide expertise and resources to successfully plan and execute retail strategies. Retailers without the personnel or resources to oversee merchandising budgets and activities or execute retail strategies in house rely on third-party solution providers like Umdasch Shopfitting.

Umdasch Shopfitting is an example of a traditional retail merchandising business operating and evolving in the digital era. The company provides general contracting and design services, and retail equipment specialization shelving, furniture, lighting accessories, etc. They also provide project management and digital retail professionals to implement advanced retail strategy and technology. The decision to partner with professional merchandising solutions providers is largely an analysis of in-house merchandising management resources and capabilities.

Retail merchandising strategy for small independents is distinctively different compared to omnichannel retailers or large multi-store retailers. Merchandising solutions businesses offer professional services for retailers or all sizes; however, many leverage their large workforce, proprietary technology solutions, and the expertise of various professions architects, digital marketers, contractors, etc. Merchandising solution providers specialize in online retail stores and managing digital channels as well.

If your IT capabilities or resources are limited, it is important to work with partners familiar with the complexities of online security, cloud-based software deployment and management, digital marketing, and web analytics.

The company designs and manufactures point of purchase displays and kiosks for in-store environments. Holley has more than 20 years of experience in developing custom branded, in-store marketing solutions for retailers. He offers the following qualitative criteria for evaluating merchandising partners:. The retail industry relies on the cooperation of a supply chain made up of manufacturers, wholesale suppliers, distributors, transportation and logistics providers, and merchandising solutions providers.

Supply chain merchandising is a partnership between merchandise managers and their network of suppliers, who use shared resources to stock products and displays for customers to access. This merchandising activity is done by the manufacturer, vendor, or wholesaler that provides the products to the retail store and in some scenarios, may include the partners who select the merchandise mix for retailers.

Grocery retailers, for example, rely on the in-store merchandising services of their partners for activity such as shelf stocking, inventory management, and promotional display creation. Omnichannel retailers partner with suppliers and third party vendors on e-commerce merchandising activity such as implementing cart abandonment technology on a hosted website or managing dropshipping partners in the supply chain.

Merchandise managers are vital to the retail management ecosystem. Linkedin lists a variety of merchandise manager professionals working in various retail environments, and with all types of merchandise. A variety of specialized roles related to merchandise management exists as well, including specialty buyers, purchasing and vendor managers, sales trainers and consultants, professional service providers, turnaround managers, supply chain specialists, and technologists who specialize in inventory management and POS systems software.

The role of a merchandise manager varies but aligns with retail management philosophy, planning, strategy, and activity. Retail merchandise management responsibilities include the following activities:. The role is diverse, as merchandise management includes sales forecasting, creating merchandise plans and inventory budgets, evaluating market trends, and working with buyers to manage supply and demand. Merchandise Managers are often involved in the day-to-day activities in a variety of retail environments that include creating displays, stocking shelves, managing inventory, training sales staff, and working with information systems for inventory management and sales reporting.

Job Hero is a comprehensive online resource for building resumes, cover letters, and career overviews. Image source: Indeed. At the center of retail merchandising management is the desire to understand customers in order to create customer value that leads to profitability.

To do so, merchandise managers need to consider how every retail merchandising decision helps the customer. According to Berkhout, this is the core of category management. Professionals originally used the term category management to describe the joint business planning between retailer and supplier, writes Berkhout. Berkhout writes that the concept rests on four principles:.

Holistic, mutually beneficial collaboration between retailers and their supply chain partners is essential to surviving in the retail jungle. Category management is less dependent on customer behavior or motivations, and relies more heavily on strategic planning, understanding and analyzing data, and retail merchandising tactics.

Merchandising strategy is what small, independent retailers need to understand in order to respond to the threat of retail giants, deep-assortment discounters, and digital disruption. Empower your people to go above and beyond with a flexible platform designed to match the needs of your team — and adapt as those needs change.

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Try Smartsheet for free, today. In This Article. What Is Retail Merchandising? Retail Strategy: Retail strategy is the how that guides retail management — how the retailer plans for and directs its resources to accomplish its objectives. It involves planning for and directing the business processes involved in satisfying wants and needs and creating customer value at the end of the retail supply chain by selling goods or services or both to customers for a profit.

Tactics within the overall retail strategy include the variety of merchandise available for sale in store or online and how the retailer advertises and displays that merchandise to stimulate interest and create a customer experience. A sound retail strategy involves developing a desirable retail merchandise mix of products that add unique customer value.

The Science of Visual Merchandising With visual merchandising, retailers can influence how customers choose and what choices they make based on what those customers see in physical stores and online.

They include observations on how to turn insight into retail solutions: Signs Point the Way: Shoppers are scanners.

How Retailers Can Reach Consumers Who Aren’t Spending

If you are running a retail business - whether bricks and mortar or online - there are five core principles you need to adhere to. The main retail principle to master is: the customer is king. They should be the centre of your business, and everything you do must revolve around customer needs. Knowing them, and focusing on them in everything you do, will help you grow your business and your team. So, you need to address and improve your understanding of your customer.

The challenges faced by brick-and-mortar retailers have accelerated at staggering speed in the wake of the Covid pandemic and economic crisis. They need to reimagine their baseline requirements and then turn their attention to taking their customer experience to the next level. Even before the Covid pandemic and economic crisis, brick-and-mortar retailers had been fighting a fierce battle against Amazon and other e-commerce players. Those challenges have now accelerated at staggering speed. First, they need to reimagine their baseline requirements and then turn their attention to taking their customer experience to the next level. To start, retailers have to adapt their brick-and-mortar operations to comply with health-and-safety regulations and meet basic customer expectations. This includes mask wearing, ensuring physical distancing, and controlling the number of employees and customers in stores, instituting contactless transactions, improving speed of service, and introducing more self-service options.

During these difficult economic times, the key is to ensure that consumers not only continue to want use your brand, but also to ensure that shoppers buy your brand in the first place. Fail at this 'first moment of truth' and you will not even reach the second moment of truth — consumption. Win at 'shopper marketing' and you just might unlock growth in a recession. So, what is shopper marketing? We define it as 'the capability to drive growth through insight-led, shopper-based demand creation and fulfilment'.


page of the text, and compare this to the version number of the latest PDF John is Professor of Retail Marketing and Head of School of Management and.


Fundamentals of Retailing and Shopper Marketing (eBOOK)

Just when we have finally mastered the marketing mix that includes the four Ps, we arrive at the retail strategy. The retail marketing strategy includes all of the elements of the traditional marketing mix:. In delivering the best retail experience through the right place, two additional Ps come into play: presentation and personnel.

Other books on similar topics can be found in sections: Law , Finance , Business.

 - Беккер взял подушку с соседней койки и помог Клушару устроиться поудобнее. Старик умиротворенно вздохнул. - Так гораздо лучше… спасибо .

Большой Брат. Бринкерхофф отказывался в это поверить. Неужели Большой Брат следит за тем, что делается в кладовке.

Они были похожи на сперматозоиды, стремящиеся проникнуть в неподатливую яйцеклетку. - Пора, ребята! - Джабба повернулся к директору.

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Robert F. 10.05.2021 at 00:29

Retail merchandising is subtle.

Alice L. 10.05.2021 at 10:49

Request PDF | Fundamentals of Retailing & Shopper Marketing | Fundamentals of Retailing and Shopper Marketing is an ideal companion text whether you are.

Heike S. 13.05.2021 at 12:20

Some fundamentals commonly identified with respect to retail management are Since marketing and advertising efforts have gone astray now, retail is seen as.

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