Professional Documents
Culture Documents
Retail Strategy
Retail Locations
Site Locations
Questions
What factors do retailers consider when determining where to locate their stores? What is a trade area for a store, and how do retailers determine the trade area? What factors do retailers consider when deciding on a particular site? How do retailers forecast sales for new store locations? Where can retailers get information to evaluate potential store locations? What issues are involved in negotiating leases?
Cities like Ahmedabad and Pune have approximately 50% of their income as surplus after household expenses. They have large populations, and combined with the surpluses, this forms a massive economic opportunity.
Competition
Some retailers are going rural:
Lack of competition Higher level of disposable income Large, untapped labor force
Strategic Fit
Demographic, lifestyle profile, size and composition of households in an area
Operating Costs
Vary across areas Affected by proximity of area considered vs. other areas where retailer operates Local and state legal environment has effect
Economies of Scale
One promotional costs for all stores
vs.
Cannibalization
open stores as long as profits increase
to maximize sales of all stores (because loyalty is based on total store sales) No concern about cannibalization to maximize the sales and profits of its store(s) Concern about cannibalization
Franchisees goal:
When evaluating and selecting a specific site, retailers consider: The characteristic of the site The characteristic of the trading area The estimated potential sales that can be generated
Stockbyte/Punchstock Images
Site Characteristics
Traffic flow
Parking Congestion Ingress/egress
McGraw-Hill Companies/Jill Braaten, photographer
Adjacent Tenants
Complementary (also competing) adjacent retailers build traffic What other retailers would Big Bazar want to be located near?
Costs
Primary zone 60 to 65 percent of its customers Secondary zone 20 percent of a stores sales Tertiary zone customers who occasionally shop at the store or shopping center
Customer Spotting
Purpose: to spot, or locate, the residences of customers for a store or shopping center How to obtain data:
Customer Spotting
Talbots uses the addresses of its catalog customers to determine promising locations for its future stores
Geodemographic Profile
What is the geodemographic profile for your neighborhood?
8-37
Illustration of Site Selection Using Geodemographic Data: Educational Toy Store (SimplyMap - Geographic Research Inc.)
Proposed locations
Selected Variables
Spending on Toys
Query
Query Result
Report
The Internet - lists current locations and future sites. Yellow Pages Other Sources: Directories published by trade associations Chambers of commerce Chain Store Guide International Council of Shopping Centers Urban Land Institute Local newspaper advertising departments Municipal and county governments Specialized trade magazines List brokers
Huffs Model
Analog Approach Regression Analysis
Royalty-Free/CORBIS
Based on the premise that the probability which a given customer will shop in a particular store or shopping center becomes larger as the size of store or center grows and distance or travel time from customer shrinks
PRC POH
.889
.182
Problem # 1
A drug store is considering opening a new location at Shopping Centre A, with hopes of capturing sales from a new neighborhood under construction. Two nearby shopping centres, B and C, will provide competition. Using the following information and Huff Gravity Model, determine the probability that residents of the new neighborhood will shop at shopping centre A.
Data Sheet
Shopping Centre
A B C Assume that = 2
Multiple Regression Analysis = Factors affecting the sales of existing stores in a chain will have the same impact upon the stores located at new sites being considered. Analog Approach = retailer describes the site and trade area characteristics for its most successful stores and attempts to find a similar site.
Store Sales A
= $7,635,000 = 275x11,000 + 1,800,000 x 0.7 + 2,000,000 x 0.6 + 8 x 200,000 + 250,000 + 300,000 = $6,685,000 = 275x15,000 + 1,800,000 x 0.2 + 2,000,000 x 0.1 + 8 x 250,000
Store Sales B
Problem # 2
A chain of sporting goods store has analyzed the factors affecting sales in its existing store and found that the following model is the best predictor of store sales (the weights for the factors, such as 275 for the number of households, are estimated using multiple regressions):
Using the statistical model compute the forecasted sales for location A and B. Comment on the results obtained.
Types of Leases
Percentage Fixed - Rate Percentage leases lease based on a % of sales. Retailers also typically pay a maintenance fee based on a percentage of their square footage of leased space. Most malls use some form of percentage lease.
Limits the landlord from leasing to certain tenants. Some tenants take up parking spaces and dont bring in shoppers: bowling alley, skating rink, meeting hall, dentist, or real estate office
Some tenants could harm the shopping centers wholesome image: bars, pool halls, game parlors, offtrack betting establishments, massage parlors and pornography retailers