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oDump bin: A bin full of products dumped inside.oBidding portals: Getting prospectsoGlorifier: A small stage that elevates a product above other products.oWobbler: A sign that jiggles.oLipstick Board: A board on which messages are written in crayon.oNecker: A coupon placed on the 'neck' of a bottle.oYES unit: "your extra salesperson" is a pull-out fact sheet.oElectroluminescent: Solar-powered, animated light in motion.Kids eat free specials: Offers a discount on the total dining bill by offering 1 free kids meal with each regular mealpurchased.Sampling: Consumers get one sample for free, after their trial and then could decide whether to buy or not.31
Online deals vs. In-store dealsThere are different types of discounts available online versus in the stores. On-shelf couponing: Coupons are present at the shelf where the product is available. * On-line couponing: Coupons are available online. Consumers print them out and take them to the store.Although discounts can be found online and in stores, there is a different thought process when shopping in each location. For example, “online shoppers are more price-sensitive because of the readily available low search cost and direct price comparisons”.Consumers can easily go to other websites and find better dealsas opposed to physically going to various stores.In addition, buyers tend to refrain from purchasing bonus packs online because of the skepticism (of fraud and scams) that may come with the deal.Since “…bonus packs are more difficult than price discounts to process online, they are more difficult and effortful for the consumer to understand”.For example, a buy-one-get-one-free deal on a website requires more work than the same bonus pack offered in a store. Online, consumers have to deal with payment processing, shipping and handling fees, and days waiting for the products’ arrival, while in a store, the products are available without those additional steps and delays.Trade sales promotion techniquesTrade allowances: short term incentive offered to induce a retailer to stock up on a product.Dealer loader: An incentive given to induce a retailer to purchase and display a product.Trade contest: A contest to reward retailers that sell the most product.Point-of-purchase displays: Used to create the urge of "impulse" buying and selling your product on the spot.Training programs: dealer employees are trained in selling the product.Push money: also known as "spiffs". An extra commission paid to retail employees to push products.Trade discounts (also called functional discounts): These are payments to distribution channel members for performing some function .Retail MechanicsRetailers have a stock number of retail 'mechanics' that they regularly roll out or rotate for new marketing initiatives.