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Retail
On this slides lets join various retail images and just write retail . The
speaker then explains about retail.
RETAIL
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Organized&
Unorganized
StoreBased
Store-Based&
Non-Store Based
Types of Retail
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One of worlds largest private industry exceeding US$ 9 trillion
In the U S :Wal-Mart, Krogers, Home Depot ,J CPenney(7 Countries)
In U.K : Tesco, Sainsbury, Morrisons, Asda,M&S(13 Countries)
In France : Carrefour, Casino(37 Countries)
In Germany : Metro, Rewe(34 Countries)
In China : Lianhua, Hualian,
In Japan : Aeon,Ito-Yakodo
International Retail IndustryInternational Retail Industry
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Retail In India
Organized Retail 4%
Unorganized Retail 96%
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Indias Emerging Retail Hierarchy
NCR/Delhi MumbaiMaturing
Transitional
High Growth
Nascent
Bangalore
Pune
Kolkata
Ahmedabad
Hyderabad Chennai
ChandigarhKochi
LudhianaVadodara
JaipurSurat
Lucknow
Indore
Nashik
Coimbatore
EmergingAmritsar
Bhubaneshwar
Tiruvanantpuram
Jalandhar
Agra
Nagpur
Mangalore
Vizag
Goa
Allahabad
Mysore
Jamshedpur
Kanpur
Jodhpur
Rajkot
Vijayawada
Jabalpur
Patna
Aurangabad
Madurai
Asansol
Varanasi
Bhopal
Ranchi
Dhanbad
Meerut
Sonipat
Guwahati
Panipat
Kolhapur
Srinagar
Solapur
51 Present & Emerging Retail Hot-Spot in The Country
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Key Drivers For Retail Growth Changing consumer profile and demographics
Young Population
More Nuclear Families, DINK/HINK families, Working women- Both Parents working -Rising income levels
Media Exposure to western fashions & tastes and overall increase in appearance-consciousness
Increase in the number of international brands available in the Indian market,
Positive economic implications of Govt. spending on development
Change in the mindset of the growing Middle Class along with growing urbanization.
Credit availability
Improvement in the infrastructure,
Increasing investments in technology and real estate
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Indian Retail Players
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Present Barriers & Hurdles Taxes and license - Different at State/District/Cities leading to increased costs and
complexities in establishing an effective distribution network
Multiple clearances for same company opening new outlets adding to costs & timeconsuming for pan-India network expansion
Government restrictions on FDI leading to an absence of foreign players resultinginto limited exposure to best practices
Underdeveloped supply chain, lack of a strong cold chain, poor warehousingfacilities and storage are key areas of concern, especially for perishable goods
India is a fragmented country and an absence of strong infrastructure and logisticssystem makes it all the more challenging to reach consumers.
The lack of proper infrastructure and distribution channels results in inefficientprocesses.
This is a major hindrance for retailers as a non-efficient distribution channel is verydifficult to handle and can result in huge losses
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Present Barriers & Hurdles
Another big hurdle for retailers is the high real estate cost, which shows no sign ofstabilising.
In developed economies, a hypermarket spends less than 5% of itsrevenue in real estate.
In India, a one-lakh sq ft hypermarket in the NCR would end uppaying 10-12% of its revenue on real estate costs alone.
In case of smaller formats, the spend on real estate is as high as 25-30%
Non- availability of government land and zonal restrictions has made it difficult tofind a good real estate in terms of location and size.
Lack of clear ownership titles and high stamp duty has resulted in disorganized
nature of transactions
The industry is facing severe shortage of talented professionals, especially at themiddle-management level.
Retailing is not yet preferred career option for most ofIndia`s educated class
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Retail
Success
People
Training
IT
Merchandise,Merchandise,
PricePrice
Shrinkage ManagementShrinkage Management
Land
Rental Cost
Retail Format
Demography,Demography,
Consumer BehaviorConsumer Behavior
PromotionsPromotions
LocationLocation
Retail Success
Logistic
Supply ChainSALES
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SUPPLIER TO DISTRIBUTORSUPPLIER TO DISTRIBUTOR
DISTRIBUTORDISTRIBUTOR TOTO RETAILRETAIL
RETAILER TO
CON
SUMERRETAILER TO
CON
SUMER
Levels of Sales In Retail Supply Chain
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Store Operations Days Activities
Day Beginning Activities ( Pre-sales )
Activities during a Business Day ( During Sales )
Day End Activities ( Post sales )
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Morning Briefing
The store head or the senior manager on duty conducts the
meeting wherein the following are taken up:
Achievements & Targets
Customer complaints & compliments
Stock out status and expected day of arrival
Merchandise related issues Discipline related matters
Any other relevant thing
The store head would also do a floor walk any part of the day!
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Floor Walk
Conformity of the standards on the floor
Look and feel of the store
Cleanliness
Presentation
Stock outs
Customer reactions
Back room General amenities
Staff present ability
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Pre Sale Preparation
Counter/Section cleanliness
Planogram followed
Replenishments done
Displays & signage
Price & Security tags
Location of bags, hangers &packing material
Knowledge of Schemes
Sales achievement and target
New Arrival product knowledge
Staff Availability/scheduling
Lighting & Convenience
Self & Staff grooming
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During the sale
Presentation
Need discovery
Primary sales
Add on sales
Attending to complaints
Institutional Sales
Competition Study
Banking
Briefing/Reviews
Stock Receipts &
Dispatches
Raising orders Strategize
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Sales & Closing
Selling is the most important operational activity; it
determines the success of the organization
The success of this activity also depends on the product
knowledge of the staff
Billing is one of the final activities before the customer
leaves the store.
Billing activity should be quick and accurate
The main objective of billing is collecting the sales
proceeds, as well as, quick checkout for the customer
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Store Close
The Customer service desk announces the closing of the
day The security does an audit of high value counters
Cashiers closes their counter and submits cash
Retrievals from the checkouts
Replenishments done Face ups carried out
Change of Plano gram, if any, carried out
All mandatory checks done
Store is closed in the presence of the security
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Sales Management Practices
Focus on people in the sales force.
Follow the best practices.
Sales performance is the function of salesskills, product knowledge, and knowledge of
the store.
Measuring effectiveness. Time Management.
Interaction and engaging with the customers.
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Opportunities/Differentiators
Training and managing the employees to be customer
friendly and help the customer buy
Designing of the stores to reflect the branding of the
company
Systems and Processes for smooth functioning
Customer feedback and follow up
Reward Programs.
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Concerns in sales management in retail
Managing multiple SKUs and product
categories
Managing customers expectations and moods
Motivating employees at the stores
Maintaining the retail environment
Customer complaints
Managing traffic
