Retial

Marketing Word Bank

1. Assortment selection, brands, designs, mix.
2. Breaking the bulk whole selling to retailing.
3. JIT Just In Time inventory management i.e holding only the
required inventory.
4. SKU Stock-Keeping Unit. Number assigned to specific items.
5. Organised Retail BigBazaar, Reliance Fresh, etc
6. Unorganised Retail Mom n Pop stores.
7. Economies of scale in retailing.
8. FDI Foreign Direct Investment.
9. Luxury Retail ( retail of luxury goods. For eg- Swarovski)
10. Private labels / proprietor brand
Manufactured by one company and offered under another
companys brand.
11. fragmented divided into segments with common categories.
12. Cash N Carry concept customers pay cash for their goods
and carry the goods themselves.
13. Trade up open new avenues for a business to grow.
14. Scrambled merchandising many types of goods in one store.
For eg- concept stores that sell food and clothing together.
15. Melting Pot Theory of Retailing if one retailer comes into
business, it gives rise to 2/3 more retailers.

16. Visual merchandising - the way goods are displayed in a

retail store.
17. Occupancy Rate shops leased in comparison to the shops
given out for lease.
18. Footfall no. of people walking in.
19. Store based retailer- owns the brand, owns the store.
20. Franchise a store as a replica of the parent store and selling
the same standardized products. A company/firm grants a
franchise for the sale of (goods) or the operation of (a service).
21. Convenient Stores.
22. Speciality Stores.
23. Super Markets.
24. HyperMarkets.
25. Departmental Stores.
26. In&Out Concept small convenience stores at petrol pumps.
27. Do-It-Yourself store.
e.g- IKEA
28. Warehouse stores are membership based between customers
and retailers.
29. Full-line discount stores.
(the entire collection is on discount. For eg- Brand Factory)
30. Off-price Reatilers.
(stocks odd sizes, old stocks, no proper label)
31. Multi Branded Store eg- Loot.

32. Single Price Stores. (1$ shop)

33. Recyclers.
34. Liquidators.
35. Mobile Vans.
36. Car Boot Reatiling.
37. Kiosk.
38. Flea-market.
39. Cookie Cutter Approach.
(New concept. It means change of core business to diversify.
Move from speciality store. Become a category killer. It has
discounted format).
40. Credit avail services but pay at a later date.
(For eg- Postpaid connections)
41. E-tailing.
Selling and buying online is E-Tailing.
42. Socialization.
Relation between buyers and sellers.
43. Siting expansion strategy.
(Flagship stores, cluster stores, jump/backfill)
44. Market place model Rent space and then do business.
45. White Label Many labels into one brick & Mortar or Click
stores.
46. Affiliate Marketing (partnering with one/more affiliates to
bring in business)

47. Multi-Channel Reatiling.

(Retail the same products through different channels like brick

and mortar, online, catalogues, etc.)

48. Direct Marketing
(target customers directly. For eg- Tupperware)

49. Rurban Tier 3 cities and rural areas.

50. Shop in shop concept

51. Spurious
Not so loyal customers. They keep shifting from one brand to
another.

52. Loyalty in CRM
Repetitive purchase.

53. Patronizing
Dedicated to that only brand.

54. Types of shoppers:
Mens shopper
Youth
Deep Prone Customers
Bulk buyers
Ambience buyers.

55. Types of Products:
Convenience products
Shopping products
Speciality products
Unsorted products

56. Types of Buying behavior:
RPS (Routine Problem Solving Behavior)
LPS (Limited Problem Solving Behavior)

EPS (Extensive Problem Solving Behavior)

57. Consumer Durables
(For eg- electronics)

58. Parameters of Retail Value Proposition (RVP):
Selection
Customer experience
Price
Convenience

59. Hedonic benefits Subjective factors affecting buying.

60. Category Captain A person who plans the visual
merchandising for a retail outlet based on its requirements and
suitability. It is called a planogram.

61. Mall strategy
Strategies adopted by mall management to attract and retain
shoppers and tenants.

62. Type of Stores:
Anchor Stores large store, deptl store/ super market,
prominent location, should occupy atleast 25% of the leased
stores
Vanilla Stores Specialized stores or Franchise (Nike, Mc
Donalds, Samsung,etc)
Parasite Stores Stores carrying out sale and displaying stock
right at the entrance to block view and attract customers.

63. Central Business District:
Located in a downtown area with high vehicular traffic and
congestion.

64. Secondary business District:
Located on junction roads. It has parking issues.

65. Neighbourhood Business District:

Located in the neighbourhood areas with good parking
facilities and long operation hours.

66. String Stores:
Located on artery roads. Has high road visibility.

67. Planned Stores:
Stores in shopping malls and centers.

68. Merchandising:
Merchandising is acquiring a product and making them
available to the customers.

69. 5 important points for a retailer:
Price
Quantity
Quality
Timing
Product

70. Staples:
goods that people are unable or unwilling to cut out of their
budgets regardless of their financial situation.

71. Range Plan:
How many stocks are available at retail stores in terms of
departments.

72. Space Plan:
Layout and Display.

73. Range+Space =
Merchandising mix plan/leads to assortment plan

74. EOM Sales:

End Of Month Sales.

75. Gross Margin:
Difference between S.P and C.P
Shrinkages increase so margins decrease.

76. JND:
Just Noticeable Difference (Playing with perceptions of
customers)

77. Planned Mark ups:
After paying operating costs, whatever is left is mark up.

78. Merchandising Position:
A companys positions with respect to a given product mix.

79. Micro Merchandising:
Placement of products within a given category.

80. Cross Merchandising:
Decided keeping in mind how and in which order customer
picks up products.

81. Assortment Plan:
Process of planning the final component of merchandising
within specific lines and final SKUs.

82. Types of Assortment Plan:
Narrow variety Shallow assortment
Wide variety Shallow assortment
Narrow variety Deep assortment
Deep variety Shallow assortment

83. Category Management:
The range of products purchased by a business organization or
sold by a retailer is broken down into discrete groups of similar

or related products; these groups are known as product

categories. Assortment depends upon retailer and then on
that basis we decide categories.

84. A Category is not what retailers want to sell but what
customers want to buy.

85. Niches
Products with low market penetration and high frequency of
purchase.

86. Variety Enhancers
These products have high market penetration but low
purchase frequency.

87. Fillers
Products with low purchase frequency and low market
penetration.

88. Destination Category
The category for which the retailer is most preferred.

89. Category Assessment
Assessing market wise the competitor then retailer then
customers

90. Winner Category
High market share and growth. Cash generators and highly
profitable. Can be preferred or destination category.

91. Morning Stars Category
Fads. The shine has gone away because of season, competition,
and performance. This will become a destination category for
other retailer. This category must be pushed. It enhances
image of the retailer.

92. Sleepers Category

Products with low purchase frequency. Fillers and variety
enhancers. Change shelf placement.

93. Questionables Category
These no longer fit in the portfolio because substitutes are
available or forecasting has gone wrong.

94. Store Design depends on:
Layout
Space
Display

95. Color Kinetics
Effect of color on buying behavior

96. Types of Store Fronts
Staright Store Front : wall, stores with entrances on right or
left side
Arc Store Front: Arc shaped visibility
Angled Store Front: Corner store with 3 side visibility.

97. Gondola
A freestanding block of shelves usually used in a hypermarket.

98. End Cap
End of Store

99. Diversion Promotion:
Outdoor promotion for which cost is high.

100.
Conversion Promotion:
Instore promotion. Point Of Purchase communication.

101.
Tools Of Promotion:
Discount Coupons
Flyers
Satndees
Sponsorship of events
Shelf Talkers
Eyecatching Danglers
Samples coupons
Glow signages
Packaging