目 次 Ⅰ． 米国の流通事情 ··························································· 1 １． アメリカの国土と流通機構の発展 ········································· 1 ２． アメリカの歴史、国民性と経営の考え方 ··································· 7 Ⅱ． 最近の米国市場の動き ···················································· 12 １．消費者の変化 ··························································· 12 ２．技術革新 ······························································· 20 ３．企業買収（Ｍ＆Ａ） ····················································· 22 ４．マスマーチャンダイザーの躍進 ··········································· 25 ５．食品流通のパワーシフトと最近の取引慣行 ································· 26 １）取引慣行の変化 ····················································· 27 ２）メーカーの挑戦 ····················································· 38 ３）今後の取引形態 ····················································· 40 ６．ＥＣＲ (Efficient Consumer Response)の動き ····························· 43 １）ＥＣＲとは ························································· 43 ２）ＥＣＲの背景 ······················································· 44 ３）ＥＣＲの目的 ······················································· 45 ４）ＥＣＲ導入の前提条件と問題点 ······································· 45 ５）目的達成へのステップ ··············································· 46 ６）ＥＣＲの理念 ······················································· 48 ７）従来の流通フローとＥＣＲの流通フロー ······························· 48 ８）ＥＣＲの経済性 ····················································· 49 ７．食品・Ｈ＆ＢＣの流通チャネル ··········································· 50 １）加工食品流通チャネル ··············································· 50 ２）Ｈ＆ＢＣ ··························································· 51 ８．プライベートブランドの動向 ············································· 52 １）プライベートブランドのシェア ······································· 53 ２）プライベートブランド成長の背景 ····································· 54 ３）最近のＰＢ市場の特徴 ··············································· 55 ４）欧州の各国のＰＢ比率 ··············································· 59 ９．ＨＭＲ、ミールソリューションの動向 ····································· 60 １）消費者の変化 ······················································· 61 ２）米国食品産業の構造変化 ············································· 63 ３）食品小売業におけるＨＭＲの展開 ····································· 72 ４）ＨＭＲ関連業態の概要 ··············································· 75 10. データベース・マーケティング ··········································· 77 １）データベース・マーケティングの背景 ································· 77 ２）スーパーマーケットのデータベース・マーケティング ··················· 78 ３）フリークェント・ショパー・プログラム ······························· 79 11. 食品小売業の競争環境と競争への対応 ····································· 84 １）食品小売業の競争環境 ··············································· 84 ２）競争への対応 ······················································· 87 12. Ｅマーケット／ネット・エクスチェンジ ··································· 92 １）Ｅマーケット ······················································· 92 ２）Ｂ２Ｃ市場 ························································· 97 Ⅲ． 米国の商取引と法律規制 ··············································· 100 １．ロビンソン・パットマン法の基本姿勢 ···································· 100 ２．条文の解釈について ···················································· 100 ３．割引制度（ディスカウント及びアローワンス） ···························· 102 1）数量割引（ボリューム・ディスカウントまたは クオンティティー・ディスカウント） ································ 103 ２）取引割引（トレード・ディスカウント） ······························ 104 ３）季節割引（シーズナル・ディスカウント） ···························· 106 ４）広告及びプロモーショナル・アローワンス ···························· 106 ５）現金割引（キャッシュ・ディスカウント） ···························· 108 ６）バックホール ······················································ 108 ７）ブローカレッジ・アローワンス ······································ 109 ８）その他の割引、アローワンス ········································ 109 ４．州法の取引規定 ······················································· 109 ５．酒類規制 ····························································· 110 １）酒類販売規制 ······················································ 110 ２）酒税 ······························································ 113 ３）流通チャネル ······················································ 114 Ⅳ． 主要小売業の定義と概要 ················································ 116 １．デパートメントストア（百貨店） ········································ 116 １）デパートメントストア ·············································· 116 ２）ゼネラル・マーチャンダイズ・ストア ································ 117 ３）ディスカウント・デパートメントストア（ディスカウントストア） ······ 120 ２．バラエティストア ······················································ 123 １）バラエティストアの発生と発展 ······································ 124 ２）バラエティストアの衰退 ············································ 124 ３）新業態バラエティストア – ダラーストアの躍進 ······················ 125 ３．ドラッグストア ························································ 128 １）ドラッグストアの変化 ·············································· 128 ２）ドラッグストアのタイプ ············································ 129 ３）最近のドラッグストアの動向 ········································ 132 ４．スーパーマーケット ···················································· 134 １）スーパーマーケットの歴史 ·········································· 134 ２）出現当初のスーパーマーケットの特徴 ································ 134 ３）スーパーマーケットのフォーマット ·································· 135 ４）その他のフォーマット ·············································· 141 ５．コンビニエンスストア ·················································· 142 １）コンビニエンスストアの発展 ········································ 142 ２）コンビニエンスストアのコンセプト ·································· 143 ３）コンビニエンスストアの変化 ········································ 143 ４）コンビニエンスストアの再生 ········································ 144 ５）コンビニエンスストアの業態多様化 ·································· 146 ６. ホールセールクラブ／ウエアハウスクラブ ······························· 148 １）競争の激化 ························································ 148 ２）Sam’s 平均店舗の概要 ·············································· 149 ７．パワーリテーラー ····················································· 150 １）パワーリテーラーのタイプ ·········································· 150 ２）主な専門ディスカウンター ·········································· 151 Ⅴ． ショッピングセンター ··················································· 154 １．ショッピングセンターの定義 ··········································· 154 ２．ショッピングセンターの種類 ··········································· 155 １）規模による分類 ··················································· 155 ２）業態コンセプトによる分類 ·········································· 156 Ⅵ． 主な卸売業の概要 ······················································· 161 １．商業センサスに見る卸売業の定義 ········································ 161 ２．ボランタリーチェーン（ＶＣ） ·········································· 161 １）ボランタリーチェーンの発生 ········································ 161 ２）ＩＧＡの設立 ······················································ 162 ３）変貌するボランタリーチェーン ······································ 164 ４）食品卸売業の買収 ·················································· 165 ３．コーオペラティブチェーン ············································· 166 ４．食品卸売業のリテール・サポート ········································ 167 １）リテール・サポートの変化 ·········································· 167 ２）スーパーバリューのリテール・サポート ······························ 167 ５．食品卸売業の収益構造の変化 ··········································· 169 １）スパルタンの新料金体系 ············································ 170 ２）スーパーバリューのアドバンテッジ・プログラム ······················ 171 ６．フードブローカー ······················································ 174 ７．医薬品卸売業 ························································· 174 １）医薬品卸売業界の寡占化 ············································ 175 ２）粗利益率の低下 ···················································· 175 ８. 日用品雑貨卸売業の業態変化 ············································ 178 １）日用品雑貨卸売業の歴史的展開 ······································ 178 ２）ラックジョバーの変遷 ·············································· 179 Ⅶ． フードブローカー／ＡＳＭＣの機能と役割 ································· 181 １．時代的背景 ···························································· 181 ２．フードブローカーの特徴 ··············································· 181 ３．フードブローカーの取扱商品 ··········································· 183 ４．フードブローカーの報酬 ··············································· 184 ５．フードブローカーの業務の広がり ········································ 184 ６．アメリカにおけるフードブローカーの存在 ································ 184 １）フードブローカーに委託 ············································ 185 ２）自社セールスマンによる販売活動 ···································· 186 ７．フードブローカーの権限 ··············································· 187 １）決裁権 ···························································· 187 ２）信用調査 ·························································· 187 ８．フードブローカーのノルマ ············································· 187 ９．最近の問題点 ·························································· 187 １）競合商品の扱い ···················································· 187 ２）コストの上昇 ······················································ 188 ３）ハウスブローカーの出現 ············································ 188 10. フードブローカーの変化／ＡＳＭＣの誕生 ······························· 188 １）フードブローカーの大規模化 ········································ 188 ２）ＡＳＭＣの誕生 ···················································· 189 11. フードブローカーの販売手順 ··········································· 189 １）チェーンストアの場合 ·············································· 189 ２）卸売業／独立店の場合 ·············································· 190 Ⅷ． 米国の医療制度と医薬品流通 ············································· 192 １．日本と米国の医療制度の基本的な違い ···································· 193 １）保険制度 ·························································· 193 ２）医薬分業 ·························································· 193 ３）薬価 ······························································ 193 ４）国民医療費 ························································ 193 ２．米国医療制度の変化 ···················································· 194 １）公的保険制度 ······················································ 194 ２）医療費の高騰 ······················································ 194 ３）民間保険機関の成長 ················································ 196 ４）医療保険の支払い額 ················································ 198 ５）医療形態の変化 ···················································· 198 ６）病院の経営努力 ···················································· 198 ３．米国の処方医薬品流通チャネル ·········································· 199 Ⅸ． 米国流通関連統計資料 ··················································· 201 １．米国小売業の業種別事業所数、年間販売額、雇用従業者数 ·················· 201 ２．米国卸売業の業種別形態別事業所数、年間販売額、雇用従業者数 ············ 203 ３．米国企業売上高上位５０社 ·············································· 206 ４．産業別売上高上位企業 ·················································· 208 ５．米国小売業専門店売上高上位５０社 ······································ 212 ６．ドラッグストア売上高上位３０社 ········································ 213 ７．ホールセールクラブの店舗数及び売上高 ·································· 214 ８．大手小売業３０社の売上高、利益及び店舗数 ······························ 214 ９．スーパーマーケットチェーン売上高上位５０社 ···························· 215 10. 食品小売業売上高（規模別、業態別） ···································· 216 11. 食品卸売業売上高上位４０社 ············································ 217 12. 飲食業チェーン売上高上位５０社 ········································ 218 13. 米国Ｅリテーラートップ３０社 ·········································· 219 Ⅹ． 索 引································································· 220
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