RETAIL MANAGEMENT

Functional principles and practices

 Introduction
• Rules :
• Students coming after 8:05 will not be allowed to enter the class
• No cross talk ( No with a capital ‘N’) is allowed
• Smart comments if any ( apart from the study related material) will
result in expulsion from the class at once
• You can ask as many questions as you want if the concept is not
clear
• The assigned deadlines will be strictly followed and NO one is
encouraged to approach the facilitator for extension
• You will be expected to fully participate in the class discussions
• Remember hard work pays in the end and I will make sure it does 
 Retailing
• Meaning?
 Meaning of retailing
• First hand transaction with the customer
• Direst interface with the customer and the
coordination of business activities from end
to end
• Starts from the concept or design stage of
the product or offering, to its delivery and
post delivery to the customer.
 6 p’s of retailing
• What are the 6 p’s of retailing
 6 P ‘s of retailing
• Product
• Place
• Price
• People
• Presentation
• Promotion
 Channel power
• It refers to the extent to which retailers
influence marketers decisions lice pricing,
promotion and product strategy .
 Prospect of retailing in Pakistan
• Retailing in urban cities
• Retailing in rural areas
• Retailing in the global scenario
• Changes in the retail sector in recent years
 Key drivers of retailing
Consumer pull :
we have moved from a supply led market to a
demand led market
• High income segment :
Not involved in purchases directly to a great extent
• Middle and low income group :
Highly involved in grocery shopping spending 50 %
of the income on grocery.
Main target of the retailers and companies
 Key drivers of retailing
• Rising incomes
• Explosion of media
• Changes in consumer behaviour:
• More aware urban woman
• Consumers looking for convenience
• Children a major influencer
• Consumer niches
 Key drivers of retailing
• Consumerism cycle
Manufacturer distributor consumer
• retailer gaining power
• Major influence on consumers
• Higher fees is paid to the retailers, by the
manufacturers, for promoting their product
 Key drivers of retailing
• Rural market waking up
• Establishment of supply chain
• Change in scale of operations
• Size of retailers have increased e.g. macro ,
my superstore
• Entry of the corporate sector into
reatiling:
• ideas , turbo plastic items , al karam
 Key drivers of retailing
• New entrepreneurs :
• Foreign retailers looking for entry
options :
Reebok
Nike
Charles and Keith
 Key drivers of retailing
• Technological impact
• Closed circuit cameras
• Bar coding
• Management information systems
• Use of credit cards, debit cards
• Toll free numbers for tele shopping and net
shopping
• Database of customers
 Retail environment
• Benefits to the consumer :
• Bulk breaking
• Assorting function
• Storing function
• Economic utility : providing the consumers the
products they want , in the form , the place and in
the time they desire
• Production cycle: placing orders for peak demands
well in advance and managing inventory
 Retail environment
• Creating employment
• Service culture in society