Presented By - Tuhin Rawat / PGP30055 / IIM Lucknow
“Reliance Industries Overview
Business Segments
● Exploration and Production
● Petroleum Refining and Marketing
● Petrochemicals
● Textiles
● Retail Reliance Retail
Reliance Retail - Competitive PositioningIt is a subsidiary of Reliance Industries, which is involved in retailing,
exploration and production, refining and marketing,
petrochemicals and telecommunication.
Offers Private Label Brands in limited numbers and are offered under the
name of Reconnect.
Offers products in the low to medium price range
Positioned in rapidly growing retail channels such as non-grocery retailersDoes not engage in Internet retailing and focuses on store based retailing.
“Objective of Reliance Digital
▷ Offering complete range of digital products at Reliance Digital
▷ Providing the ambience to simulate consumer lifestyle
▷ Intelligent buying decision and complete product life cycle support
“Major Players
Product Range of Reliance Digital
Air Conditioner
Refrigerators
Water Purifiers
Kitchen and Home Appliances
Gaming Consoles and Games
Digital Cameras
Electronic Musical Instruments
Computers and Peripherals
Mobile and Fixed line Instruments
Audio and Video Products
Store Based Retailing Market
27,806 bn INR
Share of Reliance retail in
Store Based Retailing
83.41 bn INR
Average growth in terms of sales over 3 years for Reliance Retail
7.24%
Reliance Digital
Revenue : INR 610 million
Store Based Retail Industry Growth
Average growth rate 7.92%
Average Forecasted Growth rate in Consumer Electronics ( 2013-18) in terms of sales value
-1.3%Average Forecasted Growth rate in Consumer Electronics ( 2013-18) in terms of volume
8.8%Growth in sales of Electronics and appliances Specialist Retailers (2009-14)9.92%
Brand EquityCustomer Based Brand Equity
Differential Effect▷ One stop service and support by ResQ▷ Live Experience to touch and feel products▷ Expert sales advisors to understand consumer requirements▷ Customer engagement - In store activities
Brand Knowledge▷ 1000 retail stores▷ Promotional activities involving bollywood celebrities▷ Regular advertisements in print media, about daily offers
and sale.▷ Back to college students campaign to target youth▷ Leaflet distributions, Digital Life Catalogue▷ SMS Campaign and Radio spots
Consumer response to marketing▷ Reliance Digital grew at 76% with revenue of 61 crore INR▷ Revenues have grown by 42 per cent on a year on year
basis▷ Expecting to grow 5-6 times in order to achieve revenue of
40000-50000 crore INR
Reliance Digital outperforms Croma in every consumer experience parameters
Market Segmentation
▷ Location○ Targets small towns and metro cities
▷ Price○ Offers products for larger audience with prices ranging
from cheaper to premium
▷ Demographics○ Targeting youth and tech savvy citizens of the country○ Offers products to brand loyal customers ex. Apple
Marketing Mix
Product▷ Mobile Phones, Computer, TV & Audio, Cameras, Home Appliances, Kitchen
Appliances, Gaming and Accessories.
▷ 150 International and 4000 national brand’s products available
PriceOffers product in a low to medium price range.
Competitive price range with promotions and offers
EMI Facility available at the retail store outlets
Promotion▷ In Store activities and events
▷ Advertisements and offers in print media
▷ Leaflets distribution
▷ SMS Campaign
▷ Radio spots
▷ Celebrity movie promotional activities
▷ Special events for youth engagement
Place
▷ Reliancedigital store
▷ Reliance Digitalxpress(premium stores, opportunity to learn to do extra stuff
with their gadgets)
▷ Digital Xpress Mini(relatively
smaller in size than Reliance Digital & Digital Xpress
Stores)
Competitive Frame of Reference Consumer Durable Market SizeRs. 40,000 cr
● Operates 689 stores● Online retail platform
reliancedigital.in● 3044cr revenue FY14
● Plans to open 2000 retail stores● Present in three formats - Reliance
Digital, Digital Xpress, Digital Xpress Mini
● Parent Company - Reliance Retail
● Operates 101 stores● Online retail platform
cromaretail.com● 3200 cr revenue FY14
● Plans to open 10-12 retail store annually
● Parent Company - Infiniti Retail
Point of difference
▷ 150 international and 4000 national brand products
▷ Digital Zone to touch and feel the products
▷ India’s first multi product, multi brand, multi-location service facility which offers
after sales services - resQ
▷ Operates a chain of Apple resellers in India
under the name iStore
▷ Private label of products branded RECONNECT
▷ Premium stores called as Digital Xpress
▷ Digital Xpress Mini - small sized retail stores
Points of parity
▷ Lifestyle simulating ambience for best product experience
▷ Online retail platform, offering products and services online
▷ Wide range of national and international brands
▷ After sales customer service support
▷ Touch and feel support to get the best product experience
References
http://articles.economictimes.indiatimes.com/2013-05-09/news/39144096_1_reliance-industries-ltd-reliance-digital-reliance-retail
http://www.thehindubusinessline.com/companies/reliance-retails-growth-trail/article4974498.ece
https://en.wikipedia.org/wiki/Reliance_Digital
http://articles.economictimes.indiatimes.com/2014-05-14/news/49846862_1_croma-infiniti-retail-reliance-retail
http://www.reliancedigital.in/aboutus.html
http://www.cromaretail.com/about-us.aspx
http://www.portal.euromonitor.com/portal/analysis/