EMERGING TRENDS &

STRATEGIES IN INDIAN
RETAILING

Submitted to:-
Submitted by:- Neeraj (2034) Ms. Shaveta Gupta
Nishant (2036) (Lec In Management)
 RETAILING
Retail Philosophy : “ By the people, for the
people and of the people.”

• The word retail is derived from the French word retailer

meaning cut a piece off or to break
• Retailing can be defined as the buying and selling of goods
and services.
• It can also be defined as the timely delivery of goods and
services demanded by consumers at prices that are
competitive and affordable.
OVERVIEW
The Indian Retail market – one of the fastest
growing industries .
Expected to grow from US $350 billion to US $427
billion by 2010.
Accounts for about 4% of the total Retail market in
India.
Expected to increase to about 15-20% with the entry
of a no. of corporate.
 TYPES OF RETAILERS
Department Store

Supermarket

 Convenience Stores

Discount Store
TYPES OF SERVICE OFFERED
BY THE RETAILERS
  Self Service  

 Self Selection

 Limited Service

 Full Service
KEY PLAYERS IN MARKET
Five pillars of Retailing
1. Solve customer’s problems.
2. Treat customers with respect.
3. Connect with customer emotions.
4. Set the fairest (not the lowest) price.
5. Save customer’s time.
STRATEGY
A retails organization must have a clear strategy and a competitive edge
over other retailers in order to emerge as a winner. In retailing there are
generic strategies to get a competitive advantage. But first, it should:
1.Develop a Mission Statement: It must set out what it hopes to
accomplish in each market.

2.Set Company Objectives: It is essential for the organization to set

objectives and goals so that it moves in a clear direction, both in the
short term and in the long run.
3.Design the business Portfolio: This comprises the collection of
businesses and products that make up a company.
Some important strategies
Product differentiation

Pricing strategy

Promotion strategy

Distribution strategy
REVIEW OF LITERATURE
Author Year Findings

  Variables measuring the extent of retail

Rossi and Dhar 2002 competition were not important in explaining
promotional response.

Tewari 2005 India, a late integrator in the global market for

clothing, had followed a path to integration that
was quite different from the experience of other
major competitors.

Clark and Ucak 2007 to be a social venture meant having a commitment

to create social value, articulating a mission,
adopting specific operational business practices,
and continually refining the commitment to social
outcomes.
Authors Year Findings

Palmer and Kane 2007 there was growing interest in the role of
corporate governance systems within the
strategy-making process of firms.

sampaio and Perin 2008 The concentration in certain market

orientation aspects could mean a better
organizational performance
 NEED OF THE STUDY
The need of the study aroused in order to fill
the gap between the aspect which had
already been covered by the previous works
and what is the objective of this study. There
was a need to identify the perception of the
people about the retailing.
Scope of
the study
It is limited
to jalandhar
city only.
 Objective of the study
• Primary objectives
• To know about the emerging trends and strategy

• Secondary objectives
• To know the various services provide by retailers.
• To know the future of retailing in india.
RESEARCH METHODOLOGY
RESEARCH DESIGN

• DESCRIPTIVE
• EXPLORATORY
• CONCLUSION ORIENTED

SAMPLING DESIGN

• UNIVERSE Theoretical  Accessible

Target
• SAMPLING SIZE  50 respondents
• SAMPLING TECHNIQUE  Convenient
DATA COLLECTION

• SECONDARY DATA
• PRIMARY DATA

TOOLS OF ANALYSIS AND

PRESENTATION
• TABLES
• GRAPHS
• PERCENTAGES, PIE ,BAR CHARTS
• LIKERT SCALE
DATA ANALYSIS AND INTERPRETATION

2+2=5
 More Effective Strategy In Indian Retailing

40
36

20

4
Retail Trend Is More Effective In Indian Retailing

50

38

12
Awareness of Retail Stores
 Strategies Adopted By The Small Stores

40

30 30
 Reasons for going to the retail store

Statement Rank Score

. Availability of Products 1 137

. Quality 2 139

. Price Discounts 3 148

Good Service 4 156

Convenient Location 5 215

Good Ambience 6 256

 Customer first Preference
Weighted Average Score
Products
Rank

Daily needs product 1 81

Electronic items 2 129

Cosmetic items 3 130

Garments 4 160
Find any difficulty in locating the products
Sales Personnel are in reach for
guiding the location of the products
Superior infrastructure of retail stores, your sales
gets affected
Beneficial to purchase in bulk or not
Willing To Give Up Karyana Stores
Number of loyal customers decreased due to coming
of retail stores
Statement Score

The growth of retail stores snatches the

customer base. 223

In super markets, customers are able to

feel and touch the products without the help
of shopkeepers which has a great impact 199
on the sales of small stores.

The retail stores have the advantage of

superior infrastructure 195

Retail stores provide the better facilities

related to credit schemes and concessions
because of which customers switches over 192
to the retail stores from small stores
Statement Score

The costs of promotion have risen up due

to the activities of retail stores. 190

Customers feel highly satisfied while

purchasing from retail stores. 188

You have to manipulate the prices in order

to beat the competition. 185

Retail stores have created the threat for

the existence of small stores. 182
Statement Score

Coffee shops and restaurants pull the

customers towards the retail stores. 180

Coffee shops and restaurants pull the

customers towards the retail stores. 175
Conclusion
 RECOMMENDATIONS
RECOMMENDATIONS TO RETAILERS

• Retailers must consider the needs of the customers because

what the customers buy determines the nature of the retailer's
business.

• The essence of retail marketing should be to developing

merchandise and services that satisfy specific needs of
customers, and supplying them at prices that will yield profits.

• To make their customers loyal towards them retailers should

solve customer’s problems, treat customers with respect,
connect with customer emotions, set the fairest price, save
customer’s time.
RECOMMENDATIONS TO CUSTOMERS

• The customers should keep themselves

aware of various concessions, credit and
other schemes offered by various retailers
so as to make rational decisions regarding
purchase.

• The customers should not go after the

sayings of the retailers instead should focus
on the product and its features