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Submitted In Partial Fulfillment of the Requirement for the Award of BBA (CAM) Degree UNDER THE SUPERVISION OF MS. CHARU GUPTA Asst. Manager Sales
ACKNOWLEDGEMENT
Undertaking this project was a challenging exercise .There was many problems in the beginning but one by one the hurdles were removed and we moved forward. I would like to thank individually one and all without whom the project would not have had been a su ccess. My sincere thanks to Ms. Charu Gupta, Asst.
Manager-Sales.
And thank to all the mangers and staff members of the Pantaloon outlet who spared their time for me and allowed me to conduct the survey. His timely advice and suggestions at various stages of the project helped in bringing out this report in the present form.
CONTENTS
Industry Profile Future Group Profile Company Profile About company Financial Status Customer Relation Management About Green Card Objectives Research Methodology SWOT Analysis of Pantaloons Analysis & Interpretation Conclusion Recommendation Limitations Appendix Bibliography Questionnaire Major Milestones of Future Group Sector wise key players in organized retailing in India Organized Vs Traditional Retailing
RETAILING
R etailing includes all the activities involved in selling goods and services directly to
final consumers for personal, non-business use. Retailing consists of the sale of goods or merchandise, from a fixed location such as a department store or kiosk, in small or individual lots for direct consumption by the purchasers.
Retailing may include subordinated services such as delivery. Purchasers may be individual or businesses. In commerce a retailer buys goods or products in large quantities from manufactures or importers, either directly or through wholesalers, and then sells smaller quantities to the end users. Retail establishments are often called shops or stores. Retailers are at the end of the supply chain. Manufacturing marketers see the process of retailing as a necessary part of their over all distribution strategy.
India's largest industry, the retail sector is valued at $200 billion accounting for over 10 per cent of the country's GDP and around eight per cent of the country's employment. It has emerged as one of the most dynamic industries with several players entering the market. Retail industry in India is at the crossroads. One of the major factors playing a role is income Increase in Disposable incomes of customers across various sectors.
LEVELS OF SERVICES:
SELF-SERVICE:
Self-service is the cornerstone of all discount operations. Many customers are willing to carry out their own locate-compare-select process to save money.
SELF-SELECTION:
Customers find their own goods, although they can ask for assistance.
LIMITED SERVICE:
These retailers carry more shopping goods, and customers need more information and assistance. The store also offer services such as credit and merchandise return privileges.
FULL SERVICE:
Sales people are ready to assist in every phase of the locate-compare-select process.
DEPARTMENT STORE:
Several product lines- Clothing, home furnishing & household goods, with each line operated as a separate department managed by specialist. Example: Big Bazaar.
SUPER MARKET:
Relatively large, low cost, low margin, high volume, self service operation design to serve total needs for food, laundry, and household goods.
CONVENIENCE STORE:
Relatively small store located at near residential area, open long hours, seven days a week and caring a limited line of high turnover convenience products at slightly higher prices, plus takeout sandwiches, coffee, soft drinks.
DISCOUNT STORE:
Standard merchandise sold at lower prices with lower margin and higher volumes. Discount retailing has moved into specialty merchandise store such as discount sporting goods stores, electronic stores and book store. Example: Wal-Mart.
SUPER STORE:
About 35000 sq.ft. of selling space aimed at meeting consumers total need for routinely purchased food and non food items, plus services such as laundry, dry cleaning, shoe repair, check clearing and bill paying.
HYPER MARKETS:
Range between 80000 to 220000 sq. ft. area and combined super market, discount and warehouse retailing. They feature bulk display and minimum handling by store personnel, with discounts for c ustomers who are willing to carry heavy appliances and furniture out of the store.
CATALOG SHOWROOM:
Selection of high-markup, fast moving, brand name goods at discount prices. Customers order goods from a catalog, then pick these goods up at a merchandise pickup area in the store.
FRANCHISE ORGANIZATION:
Contractual association between a franchiser and franchisees. Franchising has been prominent in dozens of product and services areas. Examples: McDonalds, Pizza hut.
MERCHANDISING CONGLOMERATE:
A free from corporation that combines several diversified retailing lines and forms under central ownership, along with some integration of distribution and management. Example: Baskin-Robbins.
RETAIL IN INDIA
India's largest industry, the retail sector is valued at $200 billion accounting for over 10 per cent of the country's GDP and around eight per cent of the country's employment. It has emerged as one of the most dynamic industries with several players entering the market. Retail industry in India is at the crossroads. It has emerged as one of the most dynamic and fast paced industries with several players entering the market. But because of the heavy initial investments required, break even is difficult to achieve and many of these players have not tasted success so far. However, the future is promising; the market is growing, government policies are becoming more favorable and emerging technologies are facilitating operations.
Retailing in India is gradually inching its way towards becoming the next boom industry owing to a steady increase in the disposable incomes of the middle class households. The whole concept of shopping has altered in terms of format and consumer buying behavior, ushering in a retail revolution. Modern retail has entered India as seen in sprawling shopping centers, multi-storied malls and huge complexes offer shopping, entertainment and food all under one roof. The key growth drivers of the organized retail industry in India are:-
its demographics. A large young working population with median age of 24 years, nuclear families in urban areas
Working Women Increase in the numbers of working women population Services Sector - Emerging opportunities in the services sector
Income Increase in disposable incomes of customers across various sectors Customer - The customer today is far more discerning than he was earlier. Real estate prices The consistent rise in the prices of real estate.
ABOUT RETAILING
In the list of Fortune 500 companies 10% or 50 are Retail Organizations - WalMart (The Retail Giant) is the first among the fortune 500 companies.
25
of
the
Asian
Top
200
companies
are
retailing
companies.
Retailing Sector employs around 8% of the labour in India which is six times bigger than Thailand and five times larger than South Korea and Taiwan. It is Second largest employment provider in the country after Agriculture. There are
4.3 million retail
outlets
in
India.
Organized Retailing Traditional Retailing Malaysia Thailand Philippines Indonesia South Korea China India 50% 40% 35% 25% 15% 20% 3% 50% 60% 65% 75% 85% 80% 97%
Sharp growth rate of 35-40% in organized retailing across the country is a positive sign of growth.
The total domestic retail market was estimated around Rs.9,300 billion in 2003-04 and the annual growth rate is around 4 to 6 per cent.
Price Water House Coopers (PWC) had estimated India among the six most attractive destinations in retailing alongside China, Turkey, Thailand, Malaysia and Hungary.
Big business houses in India like Reliance, Godrej, Mahendras, Wadia, Tata, Hero and Malhotras are now looking at retail sector.
Pantaloon, Shoppers Stop, RPG Group, Trent, Life Style, Subhiksha, Food World, Vivek's, Nilgiris, Ebnoy, Crosswords, Globus, Barista, Quicky's, Caf Coffee Day, Wills Lifestyle, Raymond, Titan, Bata, West side, Trinetra, Chandana Brothers etc. already have established retail networks in the county in a big way. Reliance India is entering into the sector in a big way with an investment of Rs.25,000 crores and an estimated employment generation of around 10 lakh.
The international players who have already entered into retailing business in India include McDonald's, Pizza Hut, Dominos, Levis, Lee, Nike, Adidas, TGIF, Benetton, Sony, Sharp, Kodak, the Medicine Shoppe &Wal-Mart.
Foreign Investment Promotion Board as a measure to encourage the entry of Multi National Corporations in the country. The size of the organized retail market is expected to register substantial growth by 2007. The following are the estimates of the Intelligence Group of the Economic Times.
2001-02
2007
Total (No. of outlets) Food Clothing Consumer Durables Books & Music
FUTURE GROUP
Future Group is Indias leading business group that caters to the entire Indian
consumption space. Led by Mr. Kishore Biyani, the Future Group operates through six verticals: operates through six verticals: Retail, Capital, Brands, Space, Media and Logistics.
Apart from Pantaloon Retail, the groups presence in the retail space is complemented by group companies, Indus League Clothing, which owns leading apparel brands like Indigo Nation, Scullers and Urban Yoga, and Galaxy Entertainment Limited that operates Bowling Co, Sports Bar, F123 and Brew Bar.
The groups joint venture partners include French retailer ETAM group, US-based stationary products retailer, Staples and UK-based Lee Cooper. Group Company, Planet Retail, owns and operates the franchisee of international brands like Marks & Spencer, Next, Debenhams and Guess in India. The groups Indian joint venture partners include, Maniple Healthcare, Talwalkars, Blue Foods and Liberty Shoes.
Future Capital Holdings, the groups financial arm, focuses on asset management and consumer credit. It manages assets worth over $1 billion that are being invested in developing retail real estate and consumer-related brands and hotels. The group has launched a consumer credit and financial supermarket format, Future Money and soon plans to offer insurance products through a joint venture with Italian insurance major, Generali.The group is currently developing over 50 malls and consumption centers across the country and has formed a joint venture company focusing on mall management with Singapore-based Capital and, one of Asias largest property companies.
to Every Indian Consumer in the most profitable manner. The group considers Indian-ness as a core value and its corporate credo is - Re write rule s,
Re tain value s.
GROUP VISION
Future Group shall deliver Everything, Everywhere, Every time for Every Indian Consumer in the most profitable manner.
GROUP MISSION
We share the vision and belief that our customers and stakeholders shall be served only by creating and executing future scenarios in the consumption space leading to economic development.
We will be the trendsetters in evolving delivery formats, creating retail realty, making consumption affordable for all customer segments for classes and for masses.
We shall ensure that our positive attitude, sincerity, humility and united determination shall be the driving force to make us successful.
CORE VALUE
conduct.
information.
and action.
AFFILIATED COMPANIES
PARTNER COMPANIES
Home
Solutions
Retail
(India)
Ltd.:-
Home Solutions Retail (India) Ltd. (HSRIL) leads the groups foray in the home
improvement and consumer electronics-retailing segment. It caters to home management requirements and products, including furnishings and textiles,
Future Capital is the financial arm of the group and is involved in asset management (both private equity and real estate funds) with plans to get into other
financial services including insurance, credit and other consumer related financial
Indivision Investment Advisers Ltd., and Ambit Investment Advisory Co. Ltd.
The group owns a majority stake in Indus League Clothing Ltd., one of the leading apparel manufacturers and marketers in India. Some of its leading
brands include Indigo Nation, Scullers, Urbana, Urban Yoga and Jealous.
The group owns a stake in Galaxy Entertainment Corporate Ltd. that operates
The group is a joint venture partner in Planet Retail Holdings Ltd., which
operates sports, lifestyle and leisure retail chain. It also owns the franchisee and distribution rights of brands like Marks & Spencer, Guess, Debenhams and
Puma in India.
Foot mart Retail is a joint venture with Liberty Shoes and is engaged in the
The group is a joint venture partner in Capital and Retail India, along with
investment funds.
LINE OF BUSINESS
1.E-Tailing 2.Foods 3.Fashion 4.Home & Electronics 5.General Merchandise 6.Telecom & IT 7.Leisure & Entertainment 8.Wellness & Beauty 9.Book & Music E tailing Foods Fashion
Home & Electronics General Merchandise
Telecom & IT
Leisure &
E-Tailing
Futurebazaar.com Futurebazaar.com offers the widest range of products at lowest prices everyday! Having pioneered the retailing business in India, PRIL has now decided to revolutionize the consumer e-commerce business in India. It intends to provide customers with a streamlined, efficient and world class personalized shopping experience, which will be supported with the best technology platform. Buying products is a 3 step simple process. All one has to do is Search, Register and Buy. Here you can expect a shopping experience akin to shopping at an actual bazaar but with added simplicity & everyday low prices and an assurance of 'your product' will be delivered within 7 days of purchase. We are proud to inform you that Future Bazaar has been named as the Best Indian Website 2007 in the Shopping category by PC World.
Future Bazaar won the top spot after beating other established players like Rediff, India times, Sify, eBay, India plaza, Chennai Bazaar and India Mall. The award was presented to Future Bazaar for its "decent, no-nonsense approach, while providing a good shopping experience".
2. Foods
a) Food Bazaar, c) Cafe Bollywood d) Chamosa, e) Sports Bar b) Brew Bar,
3-Fashion
a) All, b) Big bazaar, c) Blue sky g) Gini & Joney, j) Pantaloons, d) Central, f) Fashion station, h) Navaras, i) Lee Cooper, k) Top 10
5.
General Merchandise
a) Big Bazaar, c) Blue Sky, f) Navaras, h) Shoe Factory, b) Big Bazaar wholesale club, d) Brand Factory, e) Central, g) Pantaloons, i) Top 10
COMPANY PROFILE
Pantaloon Retail (India) Limited, is Indias leading retailer that
operates multiple retail formats in both the value and lifestyle segment of the Indian consumer marker. Headquartered in Mumbai (Bombay), the company operates over 5 million square feet of retail space, has over 350 stores across 40 cities in India and employs over 18,000 people. The companys leading formats include Pantaloons, a chain of fashion outlets, Big Bazaar, a uniquely Indian hypermarket chain, Food Bazaar, a supermarket chain, blends the look, touch and feel of Indian bazaars with aspects of modern retail like choice, convenience and quality and Central, a chain of seamless destination malls. Some of its other formats include, Depot, Shoe Factory, Brand Factory, Blue Sky, Fashion Station, all, Top 10, m Bazaar and Star and Sitara. The company also operates an online portal, futurebazaar.com.
Pantaloons is not just an organization- it is an institution, a center of learning and development. Pantaloons believe that knowledge is the only weapon at their disposal and their quest for which they are focused, systematic and unwavering.
Pantaloons take pride in challenging conventions and thinking out of the box, in traveling on the road less traveled. Pantaloons corporate doctrine frewrite rules retain valuesg is derived from this spirit.
Pantaloons Retail was recently awarded the International Retailer of the Year 2007 by the US-based National Retail Federation (NRF) and the Emerging Market Retailer of the Year 2007 at the World Retail Congress held in Barcelona.
Pantaloons Retail is the flagship company of Future Group, a business group catering to the entire Indian consumption space.
PANTALOON CULTURE
At Pantaloons you will get an opportunity to handle multiple responsibilities, and therein, the grooming to play a larger role in the future. Work is a unique mix of preserving our core Indian values and yet providing customers with a service, on par with international standards. At Pantaloons you will work with some of the brightest people from different spheres of industry. We believe its a place where you can live your dreams and pursue a career that reflects your skills and passions. Over the years, the company has accelerated growth through its ability to lead change. A number of its pioneering concepts have now emerged as industry standards. For instance, the company integrated backwards into garment manufacturing even as it expanded its retail presence at the front end, well before any other Indian retail company attempted this. It was the first to introduce the concept of the retail departmental store for the entire family through Pantaloons in 1997. The company was the first to launch a hypermarket in India with Big Bazaar, a large discount store that it commissioned in Kolkata in October 2001. And the company introduced the country to the Food Bazaar, a unique 'bazaar' within a hypermarket, which was launched in July 2002 in Mumbai. Embracing our leadership value, the company launched all in July 2005 in Mumbai, making us the first retailer in India to open a fashion store for plus size men and women.
The way we work is distinctly "Pantaloons". Our courage to dream and to turn our dreams into reality that change peoples lives, is our biggest advantage. Pantaloons is an invitation to join a place where there are no boundaries to what you can achieve. It means never having to stop asking questions; it means never having to stop raising the bar. It is an opportunity to take risks, and it is this passion that makes our dreams a reality. Come enter a world where we promise you good days and bad days, but never a dull moment! The Store is divided into 6 sections:
Mens Wear:
The Men's department has been further classified into Formal Wear and Casual Wear. In the formal wear section they have brands like John Miller shirts, pantaloons brand of trousers. In the casual wear section they have Pantaloons Cotton Trousers, Bare Casual Shirts and bare brand of jeans. All these brand are exclusively available at Pantaloons Stores. The pricing has also been done taking into consideration the variou s segments of our customers.
Ladies Wear:
The Ladies Department has been further sub divided into Western Wear and Ethnic Wear. The Ladies western wear consists of ladies formal wear, skirts and tops, capris and jeans while the ethnic wear consists of an exclusive collection of Salwar Kameez and Mix'N'Match. They also have a variety of ladies lingerie.
Kids Wear:
The Kids Department has an interesting range of garments for both Girls and Boys. They have a variety of T-shirts, Shirts, Jeans, Cargos, and Trousers for kids.
Accessories:
In the Accessories department Pantaloons has a classic collection of John Miller ties, Belts, Sleep suits, Caps and Hankies.
Jewellery:
Pantaloons has a variety of jewellery in both gold and imitation jewellery. Pantaloons is the exclusive retailer of Cygnus, Nirvana
& Ishis brands of jewellery in the Pantaloons store, Noida. They also have the Ola brand of silver jewellery in the imitation jewellery category.
Cosmetics:
Pantaloons have almost all the major brands present in their store. They have a range of products in LOreal, Revlon, Maybelline, Maxfactor, Chambor in cosmetic and CK, Nina Ricci, Davidoff, Bvlgary, Dior, Hugo Boss, Azzaro and Versace brands in perfumes and deodorants.
FINANCIAL STATUS
The company has a sound system of Internal Controls for financial reporting of
various transactions, efficiency of operations and compliance with relevant laws and
policy guidelines, predefined authority levels and extensive systems of internal controls to ensure the optimum utilization of companys resources. Internal controls
management assurance services. The Retail Management exercise is being conducted by Ernst & Young who advised the company in mitigating the risks.
The Audit Committee, comprising independent directors is involved in regularly reviewing financial and risk management policies, significant audit
findings, the adequacy of internal control systems and compliance with the accounting standards.
Sales
Lacs, an increase of 76.21 % over the previous year. The company has also
Operating Profit
increase of 55.72% over the previous year. The operating margin is 8.32% in
the current year as compared to 9.22% in the previous year, indicating the
Interest
financial charges cover during the year under review improved to 4.36 as compared to 3.42 in the preceding year. The company reduced the overall interest cost through conversion of working capital loan from banks into commercial papers.
Net Profit
Net profit of the company for the year under review stood at Rs.6,415.75 Lacs
Lacs. The net profit has increased by 66.42% over the previous year.
Dividend
The company has proposed the dividend of 25% for the current year
Loans and advances stood at Rs.33,550.14 lacs in 2005-06 represented an increase of Rs.24,182.14 lacs over the previous financial year. The major component of loans and advances represents advance lease deposits for the stores paid to Lessors and advances given to suppliers.
Capital employed
The capital employed in the business increased by Rs.62,082.89 lacs in 200506. This is reflected in the liabilities side of the balance sheet through an increase in borrowings by Rs.31,517.81 lacs and an increase in equity by
Rs.30,656.08 lacs. Return on capital employed has been reduced from 22.41% to 17.88% on account of significant investment in subsidiaries and joint ventures
Introduction
Management in almost all we come across in our day to day life. Whether it is
Newspaper, Outdoor Hoardings or Mailers we receive from hundreds of places etc. What exactly does this connote to a layman? The simple answer to it is a
valuable customers. The meaning of more valuable would be in terms of the monetary spending received from the customer along with regency and
frequency of visit.
loyal customer who develops a bond with the retail store he/she visits. Customer relationship management as a transactional exchange helps the marketer to
understand the customer's sentiments and buying habits so that the cust omer can
the store. The importance of the tangible and the intangible offerings are also discussed. A good CRM Strategy should focus on: Building dynamic
relationship with the customer, making CRM the key element to bu ilding
advantage.
Role of CRM
Expectations of customer is increasing, he asks for more and more value for the same price, and whoever provides him increasing value for money, he buys products from that marketer. Every retailer today is aiming at an attempt to make a casual customer into a loyal customer who develops a bond with the retail store he/she visits.
The entire concept of CRM today has also evolved over a period of tim e. Customer relationship management is ahead of the transactional exchange and facilitates the marketer to understand the customer's sentiments and buying habits so that the customer can be provided with products and services before he starts demanding. This is possible through the integration of four important components i.e. people, process, technology and data.
http://mba.iiita.ac.in/novdec05/ - _edn1
Today the term CRM has become a buzzword in the Indian Retail world. There are a host of reasons which can be attributed to the changing consumer paradigm and the role played by the organized retailers in making CRM a happening phenomenon. Every retailer in India today is looking at some or the other form of CRM or its prime constituent loyalty based programme.
In the retail milieu, where generating and retaining footfalls is the greate st impediment to success, the challenge lies in constantly innovating methods of attracting new customers and keeping there interests alive. Loyalty programmers as part of CRM based activity are one of the ways of overcoming this challenge.
The variety of activities together play an important role in bringing repeat customers and in turn generating positive word of mouth to also increase new footfalls into the store. This leads to the development of an enthusiastic set of customers who can be approached to convey all new developments, events and promotions. Data mining activities through CRM also provides insights and knowledge about the retailers most valuable customers who result in maximum sales. We also understand the Pareto's Principle which talks about generating 80% of sales from 20% of the customers. This can only happen if the retailer has the 20% as its most profitable customers and not just normal customers. This completely depends upon the kind of business the retailer is into and there is nothing sacrosanct about this understanding.
A successful and effective CRM programme results in increase of Customers Lifetime Value http://mba.iiita.ac.in/novdec05/ - _edn2for the store.
Examples:
Today these and similar kinds of programmer are being run all across India by local as well as national retailers. Let's understand the kind of CRM programme offered by the Pantaloons having a national presence to lure its customers:
Pantaloons
Known as the Green Card it is divided hierarchically into one star, three star, five star and seven star. Criteria for star generation are:
On Purchase of Rs.2500/1 Star Members Gift Voucher worth Rs. 150 on enrolment
Green Card is just like passport to a whole new world of exclusive benefits and privileges.
Regular updates on collections and promos via catalogues, sms and email.
Apparel, perfumes & cosmetics, toys, Blue-sky, aLL, Depot, Planet Sports & accessories. Valid on categories within Pantaloons only.
Present the card for the swipe every time one makes a purchase at Pantaloons.
Three Star Card Upgrade to a 3 star status by shopping for Rs. 7500/-
Shop at Pantaloons and total purchase (including that day) in the previous 12 months totals to the criteria value of the next tier, you upgrade to the next status.
Membership-Validity
1 Star card is valid for a period of 2 years from the date of enrolment.
3, 5 and 7 star cards are valid for a period of one year from the date of upgrade.
Membership Renewal
Purchase worth Rs. 7500 within 2 years of card issue date and retain a 1 star status Purchase worth Rs. 7500 within 1 year of card issue date and retain a 3 star status Purchase worth Rs. 15000 within 1 year of card issue date and retain a 5 star status Purchase worth Rs. 40000 within 1 year of card issue date and retain a 7 star status
Green-Add-on-Cards
Green Card benefits can now be shared with members of Green card members family. Family of Green card members also be entitled to direct discount and other privileges that we have to offer. A 1 and 3 star member is entitled to have 1 add-on card. However a 5 and 7 star member is entitled to have 2 add-on cards.
Green-Days
Exclusive Green Card shopping day gives a preview of End Of Season Sale, so that Green card members are first to get hold of the latest merchandise.
Green-Channel
Our special billing counter is open to all Green Card members during End of Season sale. Now Green card members can avoid the rush at the regular billing counter.
Green-Offers Promotions
These are exclusive shopping offers sent to Green card members on a regular basis. Flash Green Card and claim the special offers and promotions. At
times, offers open to all customers are further enhanced for our esteemed Green Card members.
Green-Service-Desk
For all queries, information and services, contact the Green Service Desk at any Pantaloon Store.
Green-Exchange
Now Green card members can exchange their products within 60 days of purchase. (90 days for Seven Star members)
Green-Drop
Busy schedule of Green card members may not permit them to collect their alterations or purchases. Green card members can ask for the Green Drop Service and purchases will be home-delivered to them. This service is exclusively available to the 7 star members all round the year and also to the 5 star members except for end of season sale period.
Offering them space for car parking is like inviting people with arms wide open. The reason for this is the increasing inconvenience customers face to shop on weekends due to non-availability of parking when the stores are huge crowd pullers.
Birthday and Anniversary Greetings
To make the Green card members feel special the stores send greetings and special customized offers to Green card members.
Green card members are sent passes of movie shows from time to time by Pantaloon store.
The Advanced Learners dictionary of Current English lays down the meaning of research as a Careful investigation of inquiry specially though search for new facts in any branch of knowledge.
Find out the customer taste and preference. To find out the customers satisfaction level from the Pantaloon store. To find out the marketing strategy of Shoppers stop, Globus, Life style. To know the pre purchase behaviour of customers.
RESEARCH METHODOLOGY
Research
Application of scientific procedures the main aim of research is to find out the truth which is hidden and which has not been discovered as yet. Marketing research is the careful analysis of a business situation by scientifically analyzing it and using various statistical applications to the subject of study.
Research is the process of finding a solution through the use of scientific tools and techniques. Marketing research is a methodical and purposeful study conducted to obtain solution for specific marketing problem.
As far as method is concerned, I preferred personal interview or face to face meeting to ensure accurate information and encourage frank response to questions. At the same time telephone or mail survey was not possible.
While framing the questionnaire, I tried to list a series of question, which could elicit the needed information for proposed study. Questions, which were of no particular value for the study objectives, were not included. I also tried to keep in mind the respondents understanding capacity, ability to recall the information and his experience limits. I didnt include those
Questions in the questionnaire, which could have raised misconception and promoted non-cooperation on their part.
However in the questionnaire I used simple words, which were easy to understand, and beyond any doubt. In the same way ambiguous questions were not included and questions were arranged in a logical order.
RESEARCH INSTRUMENT
The research instruments generally used to collect primary data are questionnaires and mechanical instrument. Some of these are;
Questionnaire:-
Questionnaire are formal sets of questions, prepare to collect the require information .this is one of the most effective and popular technique used in survey. Questionnaire is a tool which provide right information.
Sampling:-
Proper sampling design is essential in marketing research so the sample has to be collecting in such a way that it represents the entire population. My project is based on consumer awareness so I am taking sample of those people who shop regularly.
Sample unit:-
The portion of the population that researcher need to target and that represent the entire population is known as a sample unit. So I am targeting the those customers who shop regular and visit store regularly.
Sample size:-
The size of the sample is an important element in the research process so I am taking the 100 people.
Collection of data:-
In dealing with customers it is often found that data, at hand are inadequate, and hence it became necessary to collect data that are appropriate and adequate. There are two way of collecting the appropriate data:1. By observation: This method implies the collection of information by investigator s own observation, without interviewing the respondents .In survey many times I observed that this customer is interested to fill up the questionnaire or is really interested in the services, variety and brands provided by Pantaloons . 2. Personal interview: I have also collected my data through Personal interview. I made a well structured questionnaire and asked them their awareness about brands, products.
Secondary data:
Secondary data is collected from the company internal and external resources. While the internal resources include the company literature, sales report, broachers, pamphlets etc. and the external sources could be included magazines, newspaper etc.
Research type:-
My project based on consumer awareness so I am taking descriptive and informative research. The main advantages of this research that I have no control over the variable. I have done my survey in Pantaloons Store, Noida.
Sampling method:-
In my survey I have used deliberate sampling. This sampling method involves purposive or deliberate selection of a particular unit of the universe. It can also be known as convenience sampling.
Pantaloons have wider range of products with better quality and price. Creativity in design and always known for fresh fashion. Pantaloon has ability to supply according to the demand of customers. Pantaloon is very friendly to their business clients even small business clients. It has ability to understand the needs of buyers. Good communication and cooperation among staff members. Entertainment programs run in the store to motivat e the
Competitors have widest range of the product. Long exchange process, which waste the time of customers. Lack of work force Communication between employee customers. Gap and
Customers are not satisfied by the schemes running in the store. Store is not for the low middle class customers because of high range of prices. There is no incentive program for employees, which can motivate them to work hard.
employees.
OPPURTUNITY
THREAT
More consumers preference for retail shopping, because of better quality and prices Pantaloons provide better services to their Green card members. More investments in machineries, men and in management to improve quality standards. Expansions in the product range and value addition.
Pantaloon is facing strong competition from Shoppers Stop and Life Style. Pricing pressure. More variety of products range offered by competitor.
PREFERENCE OF CUSTOMER
13%
23%
64%
CASUAL
FORMAL
ETHNIC
I have taken the sample of 100 people, in which 64 people like to wear casual, 23 people like to wear formal and 13 people like ethnic. By this, I got that most of people like to purchase Casuals.
I have taken this question to know the satisfaction level of the customer with the services provided by the Pantaloons. In this question I tried to define the satisfaction level through the point 1-10, where 1 stands for people who are unsatisfied, 5 stands for neutral satisfaction level, where as 10 reflects for highly satisfied person.
by the services In this question there are only 3 people out of 100, who are not satisfied with the services provided by the Pantaloon, 32 people has the low or neutral level of satisfaction where as 47 people has high level of satisfaction and 18 people has highest level of satisfaction. By that, I come to know that the level of satisfaction is very high.
I have taken this question, to know the satisfaction level of customers with the brands available in store. In this question I tried to define the satisfaction level through the point 1-10, where 1 stands for people who are unsatisfied, 5 stands for neutral satisfaction level, where as 10 reflects for highly satisfied person.
In this question there are only 4 people out of 100, who are not satisfied with the brands available in the Pantaloon, 22 people has the low or
Neutral level of satisfaction where as 61 people has high level of satisfaction and 13 people have highest level of satisfaction. By that, I come to know that the level of satisfaction by the brands available is very high. The people who are unsatisfied or with lower level of satisfaction wants more brands in the store, like, Allen Solly, Black Berry, Code, Biba, Ritu Wears, Spykar in ladies section and Code and Kappa in men section
I have taken this question, to know the satisfaction level of customers with the variety available in each brand. In this question I tried to define the satisfaction level through the point 1-10, where 1 stands for people who are unsatisfied, 5 stands for neutral satisfaction level, where as 10 reflects for highly satisfied person.
In this question there are only 7 people out of 100, who are not satisfied with the variety available in each brand, 28 people has the low or neutral level of satisfaction where as 62 people has high level of satisfaction and 3 people has highest level of satisfaction. By that, I come to know that the level of satisfaction is high.
I have taken this question to know the satisfaction level of customers with prices of products. This question has two options YES/NO. In response of this question I got that there are only 14% people are not satisfied with the price and rest 86% are satisfied.
NO 14%
YES 86%
For any company its very important to satisfy their customer on price tag, to convert 14% people into Yes category, store should include more variety in each brand with low price.
WHICH SECTION YOU LIKE MOST IN RESPECT OF QUALITY, VARIETY & PRICE?
I have taken this question to know the section which is preferred by most of the customers in respect of prices, quality & variety. This question has four options, Men, Women, Kids, General Merchandise.
MEN 35%
WOMEN 42%
In response of this question I got 42 people out of 100 prefer or like Women section, 35 people like men section, 14 people like kids section and 9 people like general merchandise. So the most preferred section by customers is Women section.
I have taken this question to know the shopping habit of the people, how frequent they shop. This question has four options, Daily, Weekly, Monthly, Biannually. In response of this question I got 6 people out of 100 shops daily from the stores, 29 people shop weekly, 58 people shop once in a month and 7 people shop biannually. So by this question I got maximum number of people shop once in a month.
FREQUENCY OF SHOPPING
58% 60 50 40 NO. OF 30 RESPONDENTS 20 10 0 Daily Weekly Monthly Biannually FREQUENCY 6% 7% Series1 29%
I have taken this question to know the satisfaction level of customers by the schemes running in the store. This question has two options, Yes/No. In response of this question I got that there 30 people out of 100, who are not satisfied with schemes running in the store, but ratio of satisfied people is always high in Pantaloons. 70% people are generally satisfied with the schemes running in the Pantaloon.
SA ISFA
SCHEMES
NO
30
YES
70
10
20
30
40
50
60
70
80
Series1
By this question I come to know that the schemes which run in pantaloons outlet is quit effective and directly touch to customer.
NO OF
ESPONDENT
I have taken this question to know the lump-sum amount a customer can spend at a time. This question has four options, 0-1000, 1000-5000, 5000-10000, 10000+. In response of this question I found there are 14 people who spend up to 1000 Rs at a time, 68 people spend up to 5000, 15 people spend up to 10000 and 3 people spend more than 10000 at a time.
SPENDING LEVEL
68 70 60 50 40 NO. OF RESPONDENT 30 20 3 10 0 0-1000 1000-5000 5000-10000 10000+ AMOUNT SPEND
14
15
Most of customer usually spends 1000 to 5000 which shows that Pantaloons Retail easily attract to middle income group.
I have taken this question to know the customers preference in respect of Cloth, Accessories, Jewellery and Cosmetic. This question has four options, Cloth, Accessories, Jewellery and Cosmetic. In response of this question, I got that 71 out of 100 prefer to buy clothes, 23 prefer accessories, 5 prefer jewellery and 8 prefer cosmetic. So the conclusion from this question is that most people like buy apparels first then accessories, jewellery and cosmetic. So the company should also pay more attention on accessories, jewellery and cosmetic. So that each section of the store become most preferred section by the customers.
71
23 S1
CLOTH
ACCESSORIES SECTI
JEWELLERY
COSMETIC
. ESPONDENT
I have taken this question to know the reasons, which drives customers to other places. This question has six options, Ambience, product, price, service, quality, and any other.
REASON OF DIVERSION
AMBIENCE 16%
In response of this question I got that 16% prefer other outlets becau se of Ambience, 23% because of Product & variety, 22% because of Price, 12% because of services, 20% because of Quality and 7% because of any other reasons. So company should focus on these areas. Pantaloon should increase its product range because most number of customers go to other outlet because of less product variety, it should also focus on services, quality and ambience.
I have taken this question to know that which outlet is preferred by customers other than Pantaloons. This question has three options, Life Style, Shoppers Stop & Globus.
In response of this question I got 44 out of 100 prefer Shoppers Stop, 39 people prefer Life Style and 17 people prefer Globus. It means Shoppers Stop is the main competitor of Pantaloons. Pantaloons should focus on the schemes running in the Shoppers Stop.
WHAT THINGS YOU WOULD LIKE TO SEE IN PANTALOONS SO THAT YOU CAN SHOP MORE FROM HERE?
I have taken this question to know that what customers want to see in respect of improvement. This question has four options, Quality, Discount, Variety, and Brand. This question will help to know that, the customers view, what they want to see in the Pantaloons, so that they shop more from Pantaloons.
45
28 15
12
QUALITY
DISCOUNT SOURCE
VARIETY
BRAND
In response of this question I got that 45% people like cash discount and they will shop more if they get discount, 28% people want to see more variety in Pantaloons, 15% people want more brand and 12% people want better quality. By this I come to know that mostly customers want Discount and Vareity.
CONCLUSION
respect of quality.
Customers mostly prefer those outlets, which provide them better services, price & product. Customers want improvement in Pantaloons in respect of services, variety, and brands.
The customers generally prefer cash discount. There after they want more variety and quality in the store.
Customers are satisfied with the price and schemes running in the store.
There is misperception about Pantaloons store that the store has generally high price products that is why middle class people do not easily attract towards
Pantaloons.
Communication through mail, e-mail and phone with royal customers may strengthen the sale.
Customers mostly insist on a particular brand, which shows considerable amount of brand awareness. They want more brands in Pantaloons.
RECOMMENDATION
Since Pantaloons store, Noida is situated in the last shop of the mall and customers do not find it easily, so pantaloons should arrange a big board or advertisement written where it is and also a more line i.e. ensure gift for kids, on the entrance of the mall.
Since customers want more brands, so Pantaloons should increase the number of brands in the store, i.e. Black Berry, Allen Solly, Code, Kappa, Madame.
Since customers want more services from Pantaloons so the Pantaloons should increase services in the store.
LIMITATION
The 5 Questions that are very common and arise during the Research.
W ?
Every researcher will face all these words during the research. There are some Limitations, which I have faced during the research.
Time constraints: There was limited time each day and lots of task to be
performed (i.e. to prepare various reports, to spend lot of the time in the company & to increase my own knowledge and completion of the tasks given by our faculty Guide as well as by our Company).
Lack of Knowledge : Some people have less knowledge about the products
sometime they told me that I am busy or I am getting late or next time I will fill this questionnaire not now or some time they told we are not interested.
Some of them told me that the competitors, like, Shoppers Stop, Life Style and Globus are providing better schemes and services.
Limited Area: As I had covered limited area so finding respondents was also
limitation for me. This data has been gathered from a store so it can be changed as the sample area change. Market research may not provide exact solution for the problem
BIBLIOGRAPHY
COMPANY WEB~SITE ( www.pantaloon.com ) COMPANY BROWSERS & Annual Report
Kotler Philip, marketing Management Kothari C.R., Research Methodology
QUESTIONNAIRE
1. NAME: 2. AGE: 3. Are you a Green Card member?
Yes No GENDER: Male/Female
QUESTION NO. 5 TO 7 ARE DEFINING THE LEVEL OF SATISFACTION (1- Unsatisfied; 5- Average; 10- Highly Satisfied)
10
Yes
No
10. Which section you like most in respect of quality, variety and price.
Men merchandise
Women
Kids
General
12. Are you satisfied with the schemes running in the Pantaloon? Yes No
13. Generally you spend in shopping at a time. 0-1000 10000+ 14. Generally you spend more for Clothes Cosmetic Accessories Jewellery 1000 -5000 5000 -10000
15. What drives you to other places Ambience Quality Product Any Other Price Service
16. Beside Pantaloon, which outlet you visit most. Life style ShoppersoStop Globus
17. What things you would like to see in Pantaloons, so that you can shop more from here. Quality Brand Discount Variety
=====
COMPANY MILESTONE
Major Milestones
1987 Company incorporated as Manz Wear Private Limited. Launch of Pantaloons trouser, Indias first formal trouser brand. 1991 Launch of BARE, the Indian jeans brand.
1992
Initial public offer (IPO) was made in the month of May. The Pantaloon Shoppe exclusive menswear store in
franchisee format launched across the nation. The company starts the distribution of branded garments through multi-brand retail outlets across the nation.
1994
1995
John Miller Formal shirt brand launched. Pantaloons Indias family store launched in Kolkata. Big Bazaar, Is se sasta aur accha kahi nahin - Indias first
hypermarket chain launched.
1997
2001
2002
Food Bazaar, the supermarket chain is launched. Central Shop, Eat, Celebrate In The Heart Of Our City Indias first seamless mall is launched in Bangalore.
2004
2005
Fashion Station - the popular fashion chain is launched aLL a little larger - exclusive stores for plus-size
individuals is launched
2006
Non Food
Groceries
Apparel
Arrow, Lee, Levi's Benetton, Weekender, Will Sport, Mark's & Spencer, Mango, Provogue, etc.
Departmental Stores
Shopper's Stop, Westside, Globus, Pyramid, etc. McDonald's Pizza Hut Domino's Barista
Furnishings
Zeba, Yamini, Fabindia
Beauty
Lakme, Shahnaz Herbals
Jewellery
Coffee Day
Watches
Titan, HMT, Fossil, etc. Omega,
Hypermarkets
Big Bazaar, Giants, Sabka Bazaar
Organized retailing in India is only two per cent which is very poor compared to other South Asian Countries.
65%
75%
85%
80%
98%
CONTRIES
Phili
TYPES OF RETAILING