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1. RETAIL CONCEPT
The distribution of consumer products begins with the producer and ends at the ultimate consumer. Between the producer and the consumer there is a middleman---the retailer, who links the producers and the ultimate consumers. Retailing is defined as a conclusive set of activities or steps used to sell a product or a service to consumers for their personal or family use. It is responsible for matching individual demands of the consumer with supplies of all the manufacturers. The word ‘retail’ is derived from the French work retailer, meaning ‘to cut a piece off’ or ‘to break bulk’. A retailer is a person, agent, agency, company, or organization which is instrumental in reaching the goods, merchandise, or services to the ultimate consumer. Retailers perform specific activities such as anticipating customer’s wants, developing assortments of products, acquiring market information, and financing. A common assumption is that retailing involves only the sale of products in stores. However, it also includes the sale of services like those offered at a restaurant, parlour, or by car rental agencies. The selling need not necessarily take place through a store. Retailing encompasses selling through the mail, the Internet, door-to-door visits---any channel that could be used to approach the consumer. When manufacturers like Dell computers sell directly to the consumer, they also perform the retailing function. Retailing has become such an intrinsic part of our everyday lives that it is often taken for granted. The nations that have enjoyed the greatest economic and social progress have been those with a strong retail sector. Why has retailing become such a popular method of conducting business? The answer lies in the benefits a vibrant retailing sector has to offer—an easier access to a variety of products, freedom of choice and higher levels of customer service. As we all know, the ease of entry into retail business results in fierce competition and better value for customer. To enter retailing is easy and to fail is even easier. Therefore, in order to survive in retailing, a firm must do a satisfactory job in its primary
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role i.e., catering to customers. Retailers’ cost and profit vary depending on their type of operation and major product line. Their profit is usually a small fraction of sales and is generally about 9-10%. Retail stores of different sizes face distinct challenges and their sales volume influences business opportunities, merchandise purchase policies, nature or promotion and expense control measures. Over the last decade there have been sweeping changes in the general retailing business. For instance, what was once a strictly made-to-order market for clothing has now changed into a ready-to-wear market. Flipping through a catalogue, picking the right colour, size, and type of clothing a person wanted to purchase and then waiting to have it sewn and shipped was the standard practice in the earlier days. By the turn of the century some retailers set up a storefront where people could browse, while new pieces were being sewn or customized in the back rooms. Almost all retail businesses have undergone a similar transition over the years.

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CHARACTERISTICS OF RETAILING

Retailing can be distinguished in various ways from other businesses such as manufacturing. Retailing differs from manufacturing in the following ways: • There is direct end-user interaction in retailing. • In is the only point in the value chain to provide a platform for promotions. • Sales at the retail level are generally in smaller unit sizes. • Location is a critical factor in retail business. • In most retail businesses services are as important as core products. • There are a larger number of retail units compared to other members of the value chain. This occurs primarily to meet the requirements of geographical coverage and population density.

Direct Interaction with Customers Retail businesses have a direct interaction with end-users of goods or services in the value chain. They act as intermediaries between end-users and suppliers such as wholesalers or manufacturers. Therefore, they are in a position to effectively communicate the response and changing preferences of the consumers to the suppliers or sales persons of the company. This helps the manufacturers and markets to redefine their product and change the components of its marketing strategy accordingly. Manufacturers require a strong retail network both for reach of the product and to obtain a powerful platform for promotions and point-of-purchase advertising. Realizing the importance of retailing in the entire value chain, many manufacturers have entered into retail business by setting up exclusive stores for their brands. This has not only provided direct contact with customers, but has also acted as advertisement for the companies and has provided
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Since a lot of retail products are low involvement in nature.com the manufacturers with bargaining power with respect to other retailers who stocked their product. 4 . One way to resolve this is for the retail outlets to be able to attract the maximum possible number of shoppers. Lower Average Amount of Sales Transaction The average amount of sales transaction at retail point is much less in comparison to the other partners in the value chain. Impulse goods like chocolates. Inventory management becomes a challenge for retailers as a result of the many minor transactions with a large number of customers. order levels and the retailer has to keep a tight control on costs associated with each transaction in the selling process. some consumer segments in India even buy grocery items on a daily basis rather than a weekly or a monthly basis. gift-wrapping and promotional incentives all add up to the costs. point-ofpurchase merchandise. Retailing provides extensive sales people support for products which are information intensive. store layou8t and catalogues become important. employment of personnel. Therefore. Many consumers buy products in small quantities for household consumption. Due to lower disposable incomes.blogspot. impulse purchases of the shopper is a vital area that every retailer must tap into. Credit verification.Downloaded from a2zmba. display. Studies have shown that shoppers often do not carry a fixed shopping list and pick up merchandise based on impulsive or situational appeal. Many do not look at ads before shopping. snack foods and magazines can sell much more quickly if they are placed in a high visibility and high traffic location. such as in the case or consumer durables. Point-of-purchase Display and Promotions A significant relevant chunk of retail sales comes from unplanned or impulse purchases. value-added activities like bagging. retailers must take care of determining average levels of stock. Hence.

5 . Similarly. The number of operation units in retail is the highest compared to other constituents of the value chain. primarily to meet the needs for geographic reach and customer accessibility. retailers consider factors like potential demand. supply of merchandise and store image-related factors in locating the retail outlet. Manufacturers decide the location on the basis of availability of factors of productions and market.Downloaded from a2zmba.com Larger Number of Retail Business Units Location of retail store plays an important role compared to other business units.blogspot.

while a chain like Nilgiris specializes in food and bakery items. they perform various functions like sorting. prefer a large variety of goods and services to choose from and usually buy them in small quantities. sizes and brands from just one location. Shoppers’ Stop targets the elite urban class. 15. holding stock. Supermarkets in the US offer.000 different items from 500 companies. Through this process. storage. In this context. by collection an assortment of goods from different sources. breaking bulk. customers would have to visit several stores to complete their shopping. SORTIONG Manufacturers usually make one or a variety of products and would like to sell their entire inventory to a few buyers to redu7ce costs. Final consumers.Downloaded from a2zmba. Retailers are able to balance the demands of both sides. The above process is referred to as the sorting process. buying them in sufficiently large quantities and selling them to consumers in small units. Customers are able to choose from a wide range of designs. wholesalers. While all retailers offer an assortment. on and average. advertising and certain additional services. 6 . Westside provides clothing and accessories. as a channel of communication. suppliers and consumers.com FUNCTIONS OF RETAILING Retailers play a significant role as a conduit between manufacturers. they specialize in types of assortment offered and the market to which the offering is made. in contrast. while Pantaloons is targeted at the middle class.blogspot. retailers undertake activities and perform functions that add to the value of the products and services sold to the consumer. If each manufacturer had a separate store for its own products.

It helps to keep prices stable and enables the manufacturer to regulate production.com BREAKING BULK Breaking bulk is another function performed by retailing. Retailers fill orders. Retailers also offer credit and hire-purchase facilities to the customers to enable them to buy a product now and pay for it later. Consumers can keep a small stock of products at home as they know that this can be replenished by the retailer and can save on inventory carrying costs. ADDITIONAL SERVICES Retailers ease the change in ownership of merchandise by providing services that make it convenient to buy and use products.blogspot. 7 . Retailers maintain an inventory that allows for instant availability of the product to the consumers. The display itself allows the consumer to see and test products before actual purchase. To reduce transportation costs. Retail essentially completes transactions with customers. after-sales service and dealing with consumer complaints are some of the services that add value to the actual product at the retailers’ end. Providing product guarantees. manufacturers and wholesalers typically ship large cartons of the product. Salespeople are also employed by retailers to answer queries and provide additional information about the displayed products. deliver and install products.Downloaded from a2zmba. The word retailing is derived from the French word retailer. which are then tailored by the retailers into smaller quantities to meet individual consumption needs. meaning ‘to cut a piece off’. HOLDING STOCK Retailers also offer the service of holding stock for the manufacturers. promptly process.

shoppers learn about the characteristics and features of a product or services offered. As a result of these functions.com CHANNEL OF COMMUNICATION Retailers also act as the channel of communication and information between the wholesalers or suppliers and the consumers. TRANSPORT AND ADVERTISING FUNCTIONS Small manufacturers can use retailers to provide assistance with transport. advertising and pre-payment of merchandise. delivery delays. and customer complaints. The number of functions performed by a particular retailer has a direct relation to the percentage and volume of sales needed to cover both their costs and profits. learn of sales forecasts. storage. The manufacturer can then modify defective or unsatisfactory merchandise and services.blogspot. Manufacturers. From advertisements. in their turn. retailers are required to perform the following activities: 8 . salespeople and display. This also works the other way round in case the number of retailers is small.Downloaded from a2zmba.

blogspot. It includes both the depth and breadth of products carried. The small retailer takes assortment decision on the basis of his experience. Retailers have to select the combination of assortments from various categories. Retailers provide convenient location. FoodWorld. stock keeping units. and physical attributes in order to meet the expectations of their consumers and survive in the 9 .com ACTIVITIES PERFORMED BY RETAILERS Retailers undertake various business activities and perform functions that add value to the offerings they make to their target segments. a leading food supermarket positioned as a one-stop shopping centre. deals in multiple product categories along with all possible variants of brands. They should be distinguished on account of physical dimensions and attributes e. The four major activities carried out by retailers are: 1) Arrange for assortment of offerings 2) Breaking quantity 3) Holding stock 4) Extending services ARRANGING ASSORTMENT An assortment is a retailer’s selection of merchandise.g.Downloaded from a2zmba. store image. For example. Retailers need to consider certain factors while devising assortment plans for their stores: profitability associated with particular merchandise mix. layout and the level of compatibility between the existing merchandise. The assortments must include substitutable items of multiple brands and price points. on the other hand retailers from organized retailing depend on a detailed study of past trends and future projections. colour or flavour.. stock and appropriate mix of merchandise in suitable packages in accordance with the needs of customers.

This entire function of the retailers adds value to the offerings not only for the end customers but also for the suppliers in the value chain. Therefore. retailers receive large quantities of sacks and cases of merchandise from suppliers to reduce their transportation costs. maintain the required levels of stock to meet the regular or seasonal fluctuations in the demand. Generally. Normally. Even in the earlier days of generic and commodity-based trading most of the retailers used to perform this important function in the value chain. size and store image of their stores. Consumers normally depend on the retailers directly to replenish their stocks at home. HOLDING STOCK To ensure the regular availability of the offerings retailers maintain appropriate levels of inventory. to a 10 . on periodic basis. Some are so small that they have to stock only on the shop floor. Their assortment plan is governed by location.blogspot.com business. BREAKING BULK Breaking bulk means physical repackaging of the products by retailers in small unit sizes according to customer’s convenience and stocking requirements. too much stock will increase the retailer’s cost of operation. Retailers in the organized sector. Retailers need to maintain equilibrium between the range or variety carried and the sales which it gives rise to. in small towns of India most retailers have arrangements with the nearby warehouses to stock the goods. too little stock will hamper the sales volume. Subhiksha. whereas. Retailers have to face the negative consequences of holding unwanted levels of stock —for instance. In order to meet their customers’ requirements retailers have to break or arrange the bulk into convenient units. This function receives negligible attention from the retailers now due the introduction of new product categories.Downloaded from a2zmba. Whereas. such as FMCG and ready-to-wear apparel. retailers. a grocery chain in south India has impressive assortments of only the fast moving brands rather than all available variants in the market.

reach to the ultimate customers. This has not only diluted the relevance of service providers in the unorganized sector but has also enhanced the confidence of the customers in the retai9l services provided by the particular retail chain. are using effective software packages for maintaining adequate levels of inventory. and information about the concerned target segment to the suppliers. EXTENDING SERVICES Retailing provides multiple services to immediate customers and other members of the value chain.blogspot. service centres with proper equipment and trained manpower. The set of services extended by particular retailers may be part of their core product offerings or it may be ‘add on’ to their product or service. For example. after-sales services and information regarding new products to their customers. they provide stocking place. retailers avail of just-in-time deliveries with the help of efficient consumer response systems.com certain extent. thereby making the shopping experience convenient and enjoyable. At the same time. home delivery. 11 . started by leading watch manufacturers Titan. which reduces the burden of maintaining high levels of stocks. the first organized retail chain of wristwatches in India. Retailers offer credit. set up in all its stores. At the same time. Time Zone. as after-sales service is considered to be an integral ingredient of the watch purchase.Downloaded from a2zmba.

A chain store could have either a standard stock list ensuring that the same merchandise is stocked in every retail outlet or an optional stock list giving the outlets the advantage of changing the merchandise according to customer needs in the area. The number of outlets operated by a retailer can have a significant impact on the competitiveness of a retail firm.com CATEGORIZING RETAILERS Categorizing retailers helps in understanding the competition and the frequent changes that occur in retailing. for example. While any retailer operating more than one store can be technically classified as a chain owner.blogspot. for practical purposes a chain store refers to a retail firm which has more than 11 units. such as wholesalers. There is no universally accepted method of classifying a retail outlet. Some of these include classifying on the basis of • Number of outlets • Margin Vs Turnover • Location • Size. Generally. Small chains can use economies of scale while tailoring merchandise to local needs. over a greater number of stores in addition to acquiring economies of purchase. chain stores account for nearly 95% of general merchandise stores.Downloaded from a2zmba. to carry out 12 . In the United States. although many categorization schemes have been proposed. chain stores are often channel captains of the marketing channel—captains can influence other channel partners. Big chains operating on a national scale can save costs by a centralized system of buying and accounting. Because of their size. a greater number of outlets add strength to the firm because it is able to spread fixed costs. such as advertising and managers’ salaries.

price may be less important. sales staff has minimal product knowledge. They have competitive weaknesses that small retailers can exploit. from inventory selection to store layout. vast inventory and hassle-free return and exchange policies. Staff turnover is extremely high. including regional or national reputation. the consistency in their products and services. Branding is important to them. Perhaps their biggest advantage is their knowledge in every aspect of their business.Downloaded from a2zmba. Big stores focus on large markets where their customers live and work. the fact that they are open when people can and want to shop and the clear consistent image and identity they develop and maintain challenge the abilities and resources of many small retailers. large retailers are not perfect. superior service and overall quality. Most large retailers have little connection with the community they serve. Larger companies are often slow to recognize and react to changes in their local markets.blogspot. Big stores have many strengths. including precise buying practices. 13 . Efficient operations. They usually do not offer special services. However. such as extended payment terms and special package sizes. They tend to stock a narrow range of inventory that sells well and maintain an extensive inventory of the fast selling products. Most offer the same standardized assortments of products nationally. Often. They use technology to learn more about their customers and target them with point-of-sale machines interactive kiosks. The key factor is innovation: stores that do not change will perish. huge buying power. Local managers have little say in inventory selection. Customer contact within the niche market must be characterized by ‘high-touch’ service. The niche should be developed on the basis of new or unusual product offerings.com activities they might not otherwise engage in. While value is important. Independent retailers can co-exist and flourish in the shadow of the big chains by developing a niche within the diverse market. and sophisticated forecasting and inventory systems. Pricing is often a key area of focus for these retailers. are a must. Their prime locations.

retailers are classified as low margin low turnover—those that cannot survive the competition—and low margin high turnover. • Learn more about customers and include best customers in a database.com. • Provide extraordinary service. Inventory turnover refers to the number of times per year. Jewellery stores and appliance stores are examples of high margin low turnover stores and only a few retailers achieve high margin high turnover. • Move to a narrower niche market and stop competing directly with the big retailers.com The road to success for the independent retailer lies in doing all the things those big chain stores cannot or will not do. On the basis of this. a retailer sells his inventory. Gross margin is net sales minus the cost of goods sold and gross margin percentage is the return on sales. Gross margin and inventory turnover is another means of classifying retailers. A 30% margin implies that a retailer generates Rs 30 for every Rs 100 sales that can be used to pay operating expenses.Downloaded from a2zmba. • Charge regular prices and avoid discounting (ensure requisite mark-up). exemplified by Amazon. • Invest appropriately in advertising and promotion. • Maintain essential inventory. • Buy with precision and search out specialty suppliers. on average. These retailers are in the best position to combat competition because their high turnover allows 14 . The successful independent retailers embrace the following principles: • Be prepared for change. • Focus on profit instead of volume (be ready to lose an occasional sale).blogspot. • Understand the significance of the Internet. • Employ the best possible staff.

15 . with big retailers having lower operational costs per dollar than smaller players.blogspot. With the advent of the Internet. However. One of the old means of classification of retailers is by location. The drawback of the classification by this method is that service retailers who have no inventory turnover cannot be encompassed. the Internet may make size an obsolete method of comparison. Retailers are no longer satisfied with traditional locations within a city’s business district but are on the constant lookout for alternate locations to reach customers. retailers are testing unorthodox locations to expand their clientele. Besides renovating old stores. generally within a metropolitan area.Downloaded from a2zmba. Size is often used as a yardstick to classify retailers because costs often differ on the basis of size.com them to withstand price wars. this area of retailing is likely to undergo tremendous changes in the coming years. in this sphere too.

RETAIL ORGANIZATION The term retail organization refers to the basic format or structure of a retail business designed to cater to the needs of the end customer...blogspot. From positioning and operating perspectives. owned by manufacturers or wholesalers. A retail unit could be owned by: • Manufacturer (e.be independently owned.com 2. Retail executives must not lose sight of this in playing up their strengths and working around their weaknesses.. each ownership format serves a marketplace niche and presents certain advantages and disadvantages..g. company owned retail outlets) • Wholesaler (e. 16 .Downloaded from a2zmba. professionally managed store formats providing goods and services that appeal to customers. Recently..g. some scholars have started referring to India as a nation of shopkeepers. operated as a franchisee. there are also some very big retailers.g. consumers owned or co-operative society. Retail firms may . Cottage Emporia) • Ownership shared among franchiser and franchisee (e. Organized retail stores are generally characterized by large. Archies Gallery) Although most Indian retailers fall in the category of small-scale units. which were over 12 million in 2003.g. in an ambience that is conducive for shopping and provides a memorable experience to customers. About 78% of these are small family businesses utilizing only household labour. parts of a retail chain.g. This epithet has its roots in the huge number of retail enterprises in India. Vastra outlet in Rajouri in New Delhi) • Independent retailer (Chanakya Sweet Shop near Hazratganj in Lucknow) • Consumer (consumer owned grocery stores in man y residential societies) • Co-operative society (e. leased departments. Mother Dairy milk booths in Delhi) • Government (e.

geographical locations. There are four basic legal forms of ownership for retailers: 1) Sole proprietorship: . usually the individual who has the day-to-day responsibility for running the business. so it is important to consult with an accountant and attorney to help one select preferred ownership structure. This decision is likely to have long-term implications. Therefore.A partnership is a common format in India for carrying out business activities (particularly trading) on a small or medium scale.com CLASSIFICATION OF RETAIL UNITS Conceptual classification of a business unit provides the marketers with strategic guidelines. Unless incorporated or established as a firm as evidenced by a deed. It acts 17 . retail units are classified on multiple of ownership. joint ventures may be taxed like association of persons. Retailers Classified on the Basis of Ownership One of the first decisions that the retailer has to make as a business owner is how the company should be structured. Besides. These firms are owned by one person. sometimes at maximum marginal rates. retail businesses are extremely diverse and there are quite a few types of retail units.Downloaded from a2zmba. kind of customer interaction level of services provided etc. In a partnership. two or more people share ownership of a single business. 3) Joint venture: . 2) Partnership: . useful in the design of retailing strategy.The vast majority of small businesses start out as sole proprietorships.blogspot.A joint venture is not well defined in the law.

Downloaded from a2zmba.The Limited Liability Company (LLC) is a relatively new type of hybrid business structure that is now permissible in most states. 18 . but is clearly for a limited period of time or a single project.blogspot. and the duration of the LLC is usually determined when the organization papers are filed.com like a general partnership. The owners are members. 4) Limited liability Company (public and private):.

4) Leased Department or Shop-in-shop:. Retail firms can be classified into five heads on the basis of their respective operational structures: 1) Independent retail unit: .The total number of retailers in India is estimated to be over 5 million in 2003.com Classification of Retailers on the basis of Operational Structure Retail businesses are classified on the basis of their operational and organizational structure. 19 . Usually this is done in case of department and specialty stores and also at times. An independent retailer owns one retail unit. Operational structure defines the key strategic decision of retail entity. which allows the franchisee to conduct a given form of business under and establishments name and according to a given pattern of business.It refers to department in a retail store that are rented to an outside party.A chain retailer operates multiple outlets (store units) under common ownership. About 78% of these are small family businesses utilizing only household labour. whether to hire employees and manage the distributed sales function internally or to reach customers though franchised outlets owned and operated by local entrepreneurs. or a service sponsor) and a retail franchisee. 3) Franchising: . in discount stores.Franchising involves a contractual arrangement between a franchiser (which may be a manufacturer.blogspot.Downloaded from a2zmba. a wholesaler. 2) Retail Chain: . it usually engages in some level of centralized (or coordinated) purchasing and decision making.

Co-operative outlets are generally owned and managed by co-operative societies. In this context the detailed example of Kendriya Bhandar in India.blogspot. 20 .com 5) Co-operative Outlets: .Downloaded from a2zmba.

Besides the above location-based classification. work together to attract customers to their retail area. Retailers can locate their stores in an isolated place and attract the customers to the store on their own strength—such as a small grocery store or paan shop in a colony. Usman street for jewellery.Retailers located at a site which is not connected to other retailers depend entirely on their sore’s drawing power and on the various promotional tools to attract customers. low rent.com Classification of Retailers on the basis or Retail Location Retailers have also been also been classified according to their store location. better visibility from the road. and also compete against each other for the same customers. 2) Retailers in a Business-associated Location:. we also have in India-retailers who prefer specialized markets. particularly traditional independent retailers or chain stores. Godown Street is famous for clothes. a retailer locates his store in a place where a group o retail outlets. Poo Kadia for food and vegetables. most of the cities have specialized markets famous for a particular product category. 21 . in Chennai. Classification of retailers on the basis of location is discussed below: 1) Retailers in a free-standing location: .Downloaded from a2zmba. Bunder treet for stationery products. easy parking and lower property costs. This type of location has several advantages including no competition. Govindappan naicleen street for grocery. 3) Retailers in Specialized Markets: .blogspot. which attracts the customers staying close by. For example. T Nagar for ready-made garments. offering a variety of merchandise. In India. For example the Haldiram’s outlet on the Delhi-Jaipur highway and the McDonald’s outlet on Delhi-Ludhiana highway.In this case.

blogspot.com 4) Airport Retailing: . The key features of airport retailing are: • Large groups of prospective shoppers • Captive audience • Strong sales per square foot of retail space • Strong sales of gift and travel items • Difficulty in replenishment • Longer operating hours • Duty-free shopping possible.For quite some time.Downloaded from a2zmba. Lately. serious efforts are being made to design new airport facilities in order to incorporate substantial amounts of retail space. 22 . duty-free shops and newsstands dominated the small amount of commercial space provided at airports.

the small mom-and-pop stores and the traditional department stores. Mass merchandisers (Wal-Mart. Accordingly the retailers too are fast adjusting to the changing consumer preferences. Tanishq) have all developed a successful retail models. Vishal chain). while Wal-Mart and Target saw revenues grow (by 12% and 10%. and speciality retailers (Time Zone. so-called category killers (Home Depot.blogspot. manufacturers are identifying. globalization and consumer preferences. the competition is fierce. The existing retail houses are also gearing up to face the emerging competition from the organized sector and the changing outlook of the consumers. or evolving new retail formats. discount clubs (Subhiksha). Big Bazaar). But even in the mass-merchandising segment. For example. as is evidenced by Kmart’s bankruptcy announcement in 2002.Downloaded from a2zmba. At the same time. Small independent stores. While multinational retail chains are looking for new markets. is a very common retail formats they 23 . are finding the competition intense. across product categories. respectively). Consumers are not only looking for the core products or functional benefits from the retailers but also the non-functional benefits. In 2002. department stores such as Saks and Federated experienced declining revenues (down 3% and 1% respectively). which need to be compatible with their lifestyles. Bikaner and Sagar Ratna have revised their product offerings and atmospherics on the lines of the multinational chains to compete with them and to serve changed expectations of the consumers. consumer spending is shifting from goods to services. redefining.com TRENDS IN RETAIL FORMATS Retail industry is continuously going through changes on account of liberalization. Mom-and-pop Stores and Traditional Kirana Stores The retail sector is changing as new store categories have started dominating the marketplace. For example. most of the traditional eating joints in India such as Haldiram.

com and First and second. this is a result of changing shopping patterns and increased competition from discount stores. Department Stores A few years ago. 24 . In part.5% in 2003).com. an increase of some 28% over the previous year and for e-tailing to comprise a bigger slice of the overall retail pie (5. However. they should be ready to expect more bumps as the strong get stronger and the weak get absorbed.Downloaded from a2zmba. J.6%. Indeed. names like Sears.C. however. E-commerce The amount of retail business being conducted on the Internet is growing every year. It has also come from financial burdens incurred by companies that acquired competing companies and grew too fast.com are also undertaking large scale renovations to appeal and attract their target consumer segments. Forrester Research Agency projects e-commerce revenue to rise to $123 billion in 2004. these department stores have suffered badly. are now being followed by bricks-and-mortar and catalogue retailers like J. which helped pioneer the retail e-commerce concept. up from 4. which are expanding retail e-commerce into new markets. and Montgomery Ward dominated malls and downtowns all over America. Macy’s. Penney. Many major retail organizations and manufacturers have online retail stores. Companies like Amazon. Over the last decade or so.blogspot. It is unlikely that these players will disappear from the market. Crew.

and Victoria’s Secret. Target and Kmart. The future of this category is better than that of many of the more general discounters. along with the category killers. For most job seekers. They are able to buy bathroom tiles. such as Costco. used to be the dominant retail presence lining the nation’s roads. Office Depot. with more than a million.g.. Specialty Stores These include Crate & Barrel. have changed the landscape of both the retail industry and America. Some are very high-end (Louis Vuitton) while others cater to the price-conscious masses (Old Navy). electronic goods or pet food in such huge volumes that they can then sell them at prices even fairly large competitors cannot match.blogspot. Where once mom-and-pop and department stores dominated retail. file cabinets. now it is the behemoth Wal-Marts and Home Depots. the Body Shop. but the same employment caveats apply. These stores concentrate on one type of merchandise and offer it in a manner that makes it special. Industry experts predict growth in this segment.com Discount Stores These are giants such as Wal-Mart (the largest retailer in the world. Tower Records and The Sports Authority). particularly in home furnishings and home improvement. and merchandise display strategies. these companies offer earn-and-learn experiences with vendors and distributors before they move onward and upward. and it seems to 25 . employees). Category Killers These are the giant retailers that dominate one area of merchandise (e. And where once shopping malls. as well as membership warehouses. These. marketing. anchored by at least one major department store. Many are so successful that department stores have started to emulate their buying.Downloaded from a2zmba. now the discount retailers and category killers are at the top of the heap.

Major players. hugely successful in their own right. have generated enough business to cause top brick-and mortar competitors to come up with their own Internet sites. 26 . and in many of these stores the hand of bureaucracy is not heavy. Traditional retailers like Wal-Mart and Starbucks.blogspot.com.mortar counterparts are hoping to snare a percentage of the retail profit. Promotion and responsibility come quickly to those willing to work hard.com attract many of the best and brightest in retail. strictly online purveyors with no bricksand. E-tailers While most retailers have online storefronts. such as Amazon.Downloaded from a2zmba. have also set up online stores so as not to miss out on the revenue opportunities that the Interned offers.

Globus has 4 stores. supermarkets. There are many different retail stores in India—convenience stores. In India. Ebony has 7 stores. department stores. limited support from sales people etc. All of them are multiproduct stores.Downloaded from a2zmba. department stores are located within the planned shopping centres or traditional up market downtown centres. low investments on fixtures. The consumer can choose between different stores for different needs.Specialty stores stress on one or a limited number of complementary product categories and extend a high level of service to their customers. Shoppers’ Stop and Westside. LifeStyle.com VARIETY OF MERCHANDISE MIX The retail merchandising has come a long way in India since the days when general stores (kirana) that stocked everything from groceries to stationery and small shops that sold limited varieties of products (such as clothes.blogspot. Discount stores prefer shopping centres that provide space at lower rents as they attract customers from other adjoining stores in the shopping centre. hypermarkets. offering a broad variety and depth of merchandise. The leading fashion department stores in India are Ebony. medicines) reigned supreme. Discount Stores: . Specialty Stores: . furniture.Retailers offering a broad variety of merchandise mix. the 27 . Pantaloon. commonly part of a retail chain. Usually. limited or no service and low prices are characterized by low margins. LifeStyle has 3 stores and there are 12 Pantaloon Family Stores. heavy advertising. brand stores and discount stores characterized by the variety of merchandise mix offered by a respective retail format. Globus.It is a large retail store organized into a number of departments. can be classified as follows: Department Stores: . Retail units. on account of variety of merchandise mix.

ft.com traditionally independent retailers in the specialized market centres operate in a particular product category.000sq. Superstores have a sales area of over 50. at these centres attract large crowds. Supermarkets and Hypermarkets: .A hypermarket is a very large retail unit offering merchandise at low prices. low operating costs and margins. 28 . low prices and comprehensive range of merchandise.blogspot. Such specialized retail operations provide expertise economies of scale.Downloaded from a2zmba. Hypermarkets are characterized by large store size. bargain and image to the particular stores.

IMPORTANCE OF LOCATION DECISION The importance of the location decision is due to the following factors. most retailers prefer to own the property rather than avail of the desired property through lease or rental. there is often little flexibility once a location has been chosen and the attributes of location have a strong impact on a retailer’s overall strategy. costs can be quite high.blogspot. Choosing the wrong site can lead to poor results and in some cases insolvency and closure. salaries Location is a major revenue factor because it • Affects the amount of customer traffic • Affects the volume of business The traditional inclination of Indian retailers to own property further increases capital investment and this along with the penchant of Indian retailers to continue their business at the same location makes the location decision even more important.Downloaded from a2zmba. The terms ‘location’ and ‘site’ are often used interchangeably but there is a distinct difference between the two. ‘Location’ is a broader concept..g. This makes the location decision even more critical. Location decisions can be complex. Location is a major cost factor because it • Involves large capital investment • Affects transportation costs • Affects human resources cost. RETAIL LOCATION STRATEGY Location is the most important ingredient for any business that relies on customers. e.com 3. which denotes the store and 29 . In India. It is also one of the most difficult to plan for completely.

a designer men’s store located in an up market shopping centre or a mall near posh residential colonies. operations and customer service characteristics. Location and site characteristics should interact in a positive and synergistic way with a store’s merchandising.Downloaded from a2zmba. while a site refers to the specific building or part of the building where a store is located.blogspot. 30 . housed in an attractive building with adequate parking facilities. For example.com its trading area from where a majority of its customers originate.

Downloaded from a2zmba. • Population of population growth in the trading area: The larger the population of the trading area.com LEVELS OF LOCATION DECISION AND ITS DETERMINING FACTORS A retailer has to take the location decision. • Total purchasing power and its distribution: The retail potential of a city also depends on the purchasing power of the customers and its distribution networks in its trading area. The fast growth in purchasing power and its distribution among a large base of middle class is contribution to a retailing boom around major cities in India. 31 . A city’s trading area would comprise its suburbs as well as neighboring cities and towns. Cities with a large population of affluent and upper middle-class customers can be an attractive location for stores selling high-priced products such as designer men’s wear.blogspot. A high growth n population in the trading area can also increase the retail potential. basing on three aspects: 1) Selection of a city 2) Selection of an area or type of location within a city 3) Identification of a specific site The factors which influence these decisions are discussed below: Selection of a City The following factors play a significant role in the selection of a particular city for starting or relocating an existing retail business: • Size of the city’s trading area: A city’s trading area is the geographic region from which customers come to the city for shopping. Cities like Mumbai and Delhi have a large trading area as they draw customers from far off cities and towns. the greater the potential of the city as a shopping location.

Moradabad has become an important retail location for brassware products while Mysore is famous for silk saris.Downloaded from a2zmba. • Development cost: The cost of land. size and quality of competition before selecting a city.blogspot. 32 . rental value and other related cost.com • Total retail trade potential for different lines of trade: A city may b become specialized in certain lines of trade and attract customers from other cities. size and quality of competition: The retailer also considers the number. • Number.

• Customer attraction power of a shopping district or a particular store: Major shopping centres like Chandni Chowk in Delhi. There should not be traffic jams and congestion MG Road in Bangalore provides easy access from different t parts of the city and hence has become popular. 33 . • Direction of spread of the city: The retailer should consider the direction in which the city is developing while selection the location.com Selection of an Area or Type of Location within a City In the selection of a particular area or type of location within a city. Colaba in Mumbai and Commercial Street in Bangalore attract customers from far off. evaluation of the following factors is required. • Availability of access routes: The area or shopping centre should provide easy access routes.blogspot. number of stores in the area. • Quantitative and qualitative nature of competitive stores: Retailers would like to evaluate the product lines carried by other sores.Downloaded from a2zmba. before selecting the area. • Nature of zoning regulations: The retailer should also consider the zoning regulations in the city. while small shopping centres located in colonies attract customers from immediate neighborhood. etc.

non-anchor sores depend on customers coming to the market and the traffic generated by anchor stores.com Selection of a Specific Site The choice of a specific site is particularly important. In central and secondary shopping centre. Where sales depend on nearby settlements.blogspot. 34 . The large stores in turn depend on attracting customers from the existing flow of traffic. selecting the trading area is even more important than picking the specific site.Downloaded from a2zmba.

the store depends on its own pulling power and promotion to attract customers.blogspot. even the large organized sector stores. Now. It may locate in an isolated place and pull the customer to the store on its own strength. low rent. 35 .com TYPES OF RETAIL LOCATION A retailer has to choose among alternate types of retail locations available. and often better visibility from the road. The various options available to a retailer in India are shown below: Free-standing Location Where there are no other retail outlets in the vicinity of the store and therefore. it may locate in a business district where ther3 are a large number of retail establishments. This type of location has several advantages including no competition. it may have a choice ranging for. which pull customers from across the city. are also coming up in suburbs or away from major markets as free-standing locations. If it decides to locate its store in a business district. Neighborhood Stores Neighborhood stores are located in residential neighborhoods and serve a small locality.Downloaded from a2zmba. They sell convenience products like groceries. such as a small grocery store or paan shop in a colony which attracts the customers staying close by. For example. the large shopping centres in the heart of the city or smaller shopping complexes in a suburb. Or. Kemp Fort and LifeStyle stores are free-standing stores in Bangalore away from major market of the city. easy parking and lower property costs.

An unplanned district generally provides certain advantages like availability of a variety of goods. access to public transport. designed and operated as a unit.com Highway Stores Highway stores are located along highways or at the intersections of two highways and attract customers passing through these highways. • Regional Shopping Centres or Malls: Regional shopping centres or malls are the largest planned shopping centres. but also compete against each other for the same customers. have enclosed malls. Business-associated Location These are locations where a group of retail outlets offering a variety of merchandise work together to attract customers to their retail area. three to four medical stores in a cluster but no grocery store. services and prices. • Planned Shopping Centres: A planned shopping centre consists of a group of architecturally owned or managed stores. and pedestrian traffic. Major regional 36 . Thus.blogspot. They attract customers from across the city and suburbs. often they are anchored by two or more major department store. nearness to commercial and social facilities. serve a large trading area.Downloaded from a2zmba. based on balanced tenancy and surrounded by parking facilities. This type of location can be further classified as: • Unplanned Business Districts/Centres: An unplanned business district is a type of retail location where two or more retail stores locate together on individual considerations rather than on the basis of any long-range collective planning. and have high rents. we may find four to five shoe stores.

For stores dealing in shopping goods. Convenience goods are often purchased on impulse from easily accessible stores. customer profile and overall business model presents an enormous challenge. hypermarkets.Downloaded from a2zmba. the quantity of traffic is most important.. and further development of traditional business districts and other unplanned shopping locations. is usually a better site than the middle of a block. a retailer is presented with a wider choice of locations. The emergence of several 37 . the quality of the traffic is more important. Consideration of all the options keeping in view the product mix. The corner of an intersection. emergence of free-standing department stores. SITE SELECTION ANALYSIS With the advent of new retail formats in India such as planned shopping centes and malls. A retailer has to consider the following factors while selecting a site: • Kind of products sold • Cost factor • Competitor’s location • Ease of traffic flow and accessibility • Parking and major thoroughfares • Market trends • Visibility Kind of Products Sold For stores dealing in convenience goods.blogspot. Ansal Plaza in Delhi. etc. which offers two distinct traffic streams and a large window display area.com shopping centres or malls in India include Crossroads in Mumbai. Spencers Plaza n Chennai and Meropolitan Mall in Gurgaon.

Downloaded from a2zmba.blogspot. 38 . is driven by this factor.com apparel factory outlets within a short stretch on the Delhi-Jaipur highway. at Mahipalpur market in Delhi.

The following factors have to be considered: parking availability. noting one-way streets. Ease of Traffic Flow and Accessibility These two factors are more important to some businesses than others. industrial parks. If one is not able to offer better quality and competitively priced products. security. Studying the flow of traffic. utilities. Retailers selling convenience goods must attract business from the existing flow of traffic. Intense competition in the area shows that new businesses will have to divide the market with existing businesses. Traditionally. The retailers operating in these periodic markets keep shifting from place to place and do not own any property. general decoration. However. leasehold improvements. The presence of major retail centres. one might reconsider that particular location. insurance and all related costs having a place to conduct business operations. street widths and parking lots.blogspot. 39 . the retail community placed great importance on owning the place since this was considered prestigious in the business community. there are many periodic retail markets in Indian which operate on particular days of the week. An excellent location may be next or close to parallel or complementary businesses that will help to attract customers. instead they pay a small rental for their set-up in each market.com Cost Factor in Location Decision Location decision on cost considerations alone is risky. This supports their model of selling goods at very low margins.Downloaded from a2zmba. is hence important. Competitor’s Location The type and number of competitors is another important factor. franchisee chains and department stores should be noted. Consider the nature of the business you are planning to open and your potential customers. Space cost is a combination of rent or mortgage payment.

visibility no longer matters. 40 . Visibility Visibility has a varied impact on a store’s sales potential. Make use of information available through the Chamber of commerce. But consider this fact: one in five families’ moves every year. Parking and Major Thoroughfares Parking is another site characteristic that is especially a cause for concern in densely populated areas. futuristic perspective. There are several ratios that are generally used to determine the adequacy of a parking lot. Once the shopper has become a regular customer. While different ratios exist for different types of retailers or service providers. part of the block and neighbors. Evaluate how accessible the site is for walk-in or drive-by traffic as well as the amount of pedestrian traffic and automobile traffic that goes by the proposed location. the direction of the travel lanes and spaces. Market Trends Evaluate the community from a broad.Downloaded from a2zmba. side of street. Discussions with business owners and officials in the area can also help. Local newspapers are a good source of information. width of street.blogspot. and parking configuration (the way the parking lot is laid out.000 square feet of food store.com distance from residential areas or other business areas. the ideal ratio for food stores is in the magnitude of 7-8 cars per 1. there are two considerations: parking capacity (the number of cars that can be parked). When evaluating the parking that exists at a retail site.). It is important when a shopper is trying to find the sore for the first or second time. traffic congestion. etc. landscaping. which means that some part of a community’s population may be ‘shopping’ in a new store.

ushered in the entry big international brands opening their exclusive showrooms. act as a dissuasive factor for many players to initiate operations in the main markets. RETAILING IN INDIA ORIGIN IN INDIA Although retailing does not enjoy the status of an Industry. the sheer size this behemoth will develop into. toilets and maintenance. The opening up of the economy only fueled this globalization. The next step was the commercial plazas.com 4. however. which comprised merely shops offering a variety of goods and services clubbed together. coupled with the stringent provisions of the Rent Control Act.Downloaded from a2zmba.blogspot. 41 . The origin of retail in India dates back to ancient times when the melas and mandis made their presence felt. is grabbing attention. This also explains why the Raheja’s forayed into their retail ventureShoppers’ Stop. The inconveniences caused by lack of parking place. which became a part of the civic planning. the scarcity of space. There are. certain bottlenecks as well. The changing socio economic patterns coupled with the consumption increase led to the emergence of the convenience stores.

2 billion. Retailing is India’s largest industry in terms of contribution to GDP and constitutes 13% of the GDP (Gross Domestic Product). barber shops) and pushcarts mobile vendors.blogspot. the global management consultancy AT Kearney put retail trade at Rs 400.Downloaded from a2zmba. According to a survey by AT Kearney.com RETAIL IN INDIA The retail industry in India is largely unorganized and predominantly consists of small. which is expected to increase to Rs 800. mt. mt.. The share was 62. Total retail sales area in India was estimated at 328 million sq. worth approximately Rs 7. The trend to market private labels by a specific retail store is catching on in India as it helps to improve margins. Food sales constitute a high proportion of the total retail sales. There are around 5 million retail outlets in India. independent. In 2000. However. with an average selling space of 29. There are also an unaccounted number of low cost Kiosks (tea stalls.000 crore retail markets are unorganized. In fact. per outlet.000 crore.4 sq.000 crore by the year 2005—an annual increase of 20%. in 2001. while non-food sales were worth Rs4189. ft. only a Rs 20. In India.000 crore segment of the market is organized. the per capita retailing space is about 2 sq.5billion. The turnover from private labels by major retail chains was estimated at around Rs 1200 million in 2000. snack centres. the non-food retailing sector registered faster year-on-year growth than the food sales sector. owner-managed shops. 42 .7% in 2001. which is quite low in comparison to the developed economies. an overwhelming proportion of the Rs 400.039. There is no integrated supply chain management outlook in the Indian traditional retail industry.

com 43 .Downloaded from a2zmba.blogspot.

6 million outlets cater to more than 700 million inhabitants of rural India. ready-to-eat food has been on the rise. such as haats. organized retail trade in India was worth Rs 11. The modern retail formats are showing robust growth as several retail chains have established a base in metropolitan cities. government has discouraged FDI in the retail sector. There has been a strong resistance to foreign direct investment (FDI) in retailing from small traders who fears that foreign companies would take away their business. especially in south India and are spreading all over India at a rapid pace. families are experiencing growth in income but dearth of time. which is adding to the family’s income and leading to better lifestyles rising incomes has led to an increased demand for better quality products while lack of time has led to a demand for better quality products while lack of time has led to a demand for convenience and services. peeth and melas that come up at the same location at regular time intervals. Rural India continues to be serviced by small retail outlets. More and more women are taking up corporate jobs. especially in the metropolitan and large cities in India. lead to the closure of many small trading businesses and result in largescale unemployment.Downloaded from a2zmba. There is also a strong trend in favour of one-stop shops like supermarkets and department stores.228. provision stores. However. In 2001. paan shops and ration shops are the most popular vehicles of retailing. At 44 .7 billion. Apart from this.com EMERGENCE OF ORGANIZED RETAILING Organized retailing in India represents a small fraction of the total retail market. The demand for frozen.blogspot. In urban India. Therefore. The McKinsey report predicts that FDI will help the retail businesses to grow to US $ 460-470 billion by 2010. there are periodic or temporary markets. instant. Here. space and rentals are proving to be the biggest constraints to the development of large formats in metropolitan cities since retailers are aiming at prime locations. Only 3.

blogspot.com present. The main condition for organized retailing is that the retailer should be able to manage and influence the supply chain variables in a commercially viable and sustainable manner.Downloaded from a2zmba. Global players in the retail segment have been entering the market for a while now. The organized retailer should be able to. cash and carry operations (Giant) and licensing (Marks & Spencer’s). Pizza Hut). foreign retailers can enter the retailing sector only through restricted modes. such as joint ventures where Indian partner is an export house (Total Health Care). He should then be in a position to allow a trickle down of this advantage to consumers out of his saved costs. Players that entered before the easing of restrictions on FDI in retail had to come through different modes. through diversified risks and volume sales command huge concessions on prices from the manufacturers. 45 . franchising/local manufacturing/sourcing from small-scale sector (McDonald’s.

Bangalore has Brigade Road and Commercial Street. Kiosks. organized parking lots and other public amenities. To cater to this. for instance in Pune there is MG Road. It will cover 34 million sq ft area. 2005). Droves of middle-class Indians have broken off their love of traditional stand-alone shops that have no ACs. It is interesting to note. is an astounding 250 million in size and is growing at a healthy rate of 7% per annum. The 12 million retail outlets in India are the highest in the world. The chief driver of growth in the retail sector has been the consumer. And by year end the count will shoot up to 158 malls.6 million sq ft. Delhi has Connaught Place. 46 . and cater to the purchase need of its pole. covering an area of 21. The Core and the Lower middle have increased their share in the Growth. with the spending increasing at an average of 11% per annum. Karol Bagh and South Extension.7%. according to a study by fashion magazine Image. street vendors. India will have 358 shopping malls by 2007. weekly bazaars and high-street shops for consumer durables and luxury goods. that the Urban Population although just 25% of the total. At present (September 23. It is only natural that the agricultural sector is the biggest employer with its contribution to GDP pegged at 26. each city developed its own identity and shopping cluster. The growth of the efficient small store culture can be attributed to the 6 million villages distributed across the length and breadth of the country.blogspot. The Indian consumer’s shopping needs are and traditionally have been fulfilled by Kirana sores (corner stores). Retail is India’s largest industry after Agriculture with around 20% of the economically active population engaged in it and generation 10% of our country’s GDP. In India we have 96 malls.Downloaded from a2zmba.com CURRENT SCENARIO The Indian population is whooping 1 billion with 75% of the people living in villages and small towns.

4 million sq ft. Mother Dairy. East region has 10% of India’s retail share.8 million sq ft of mall space by 2007. For example. West region has 33% of India’s retail share.Downloaded from a2zmba. North region has 39% of India’s retail share. Kendriya Bhandar. • • • • • • • • • • Smaller cities will have about 12.com Currently estimated at $205 billion to grow to $400-500 million. Government and co-operative sector is also making their steps in retailing. Delhi and Mumbai now have maximum number of shopping centres. Ludhiana to account for 2. Ahmedabad about 3. Super Bazar etc. South region has 18% of India’s retail share. over the next 2-3 years. Apna Bazar. Gurgoan saw the largest development in terms of retail outlet.blogspot. 47 .5 million sq ft.

brand image. The role of retailers in the present competitive environment has gained attention from manufacturers because external parties such as market intermediaries and supplying partners are becoming increasingly powerful.’ It is a well-established fact that manufacturers need to sell their products through retail formats that are compatible with their business strategy. In today’s competitive environment retailers have redefined their role in general.blogspot. first within the company. Retailers act as gatekeepers who decide on which new products should find their way to the shelves of their stores.Downloaded from a2zmba. As a result. The increasing numbers of product categories followed by multiple brands in each category complicate decision-making for both manufacturers and market intermediaries. they have a strong say in the success of the product or service launched by a business firm.com DRIVERS OF CHANGE IN RETAILING • Changing demographics and industry structure • Expanding computer technology • Emphasis on lower costs and prices • Emphasis on convenience and service • Focus on productivity • Added experimentation • Continuing growth of non-store retailing. then to the retailer and finally to the user of the product. It is necessary for marketers of consumer products to identify the need and motivations of their partners in the marketing channel. A product manager of household appliances claimed. This is especially true in the case or new products. ‘Marketers have to sell a new product several times. 48 . and market profile in order to ensure a competitive edge. and in the value chain in particular.

Downloaded from a2zmba. Marks and Spencer. inventory management systems.blogspot. Therefore. The retailer may have to resort to substantial price reductions in order to get rid of the unsold stock. Retailers have to make optimum selection of goods to be sold given the following major concerns: • Selling space available is relatively fixed and must return maximum profits. training salespeople---these are just a few of the many functions that a retail manager has to perform on a perpetual basis. negotiating with suppliers. The world over retail business is dominated by smaller family run chain stores and regionally targeted stores but gradually more and more markets in the western world are being taken over by billion dollar multinational conglomerates. Retail formats and companies that were unknown three decades ago are now major forces in the economy. it will not result in profit. a retailer is required to make a conscious effort to position himself 49 . In the backdrop of globalization. Retailers undertake risk in selecting a portfolio of products or brands to offer to their customers. the challenges for retail managers the world over are increasing---they must take decisions ranging from setting the price of a bag of rice to setting up multimillion dollar stores in malls. determining what merchandise and services to offer. governed by their individual sales philosophy. The larger retailers have managed to set up huge supply/distribution chains. Sears. Selecting target markets.com Retailers want of optimize sales within the limited shelf space. If such space is occupied by merchandise that is not moving. The retailer may have to resort to substantial price reductions in order to get rid of the unsold stock. liberalization and highly aware customers. • Selling space available is relatively fixed and must return maximum profits. it will not result in profit. Retailing is a dynamic industry---constantly changing due to shifts in the needs of the consumers and the growth of technology. such as Wal-Mart. McDonald’s. financing pacts and widescale marketing plans. If such space is occupied by merchandise that is not moving.

50 . This is determined to a great extent by the retail mix strategy followed by acompany to sell its products.com distinctively to face the competition.blogspot.Downloaded from a2zmba.

Wal-Mart Stores. Subhiksha.. Carrefour. Boots Group. Big Bazaar. Music World Entertainment Ltd. Tesco. Titan Industries.com MAJOR RETAILER SPACE HOLDERS IN INDIA Bata India Ltd. Ltd. Food Bazaar. Pantaloon Retail India Ltd. Crossword.. Trent and the new entrants penetrating the market soon will include Reliance Retail Ltd.. Liberty shoes Ltd.Downloaded from a2zmba. Globus Stores Pvt.. Ebony Retail Holdings Ltd.blogspot. Shoppers Stop. etc.. 51 .

blogspot. by 2010 the retail sector is expected to be US $ 300 Billion industry.com RETAIL VIABILITY As per the CII McKinsey report. 52 .Downloaded from a2zmba. Some of the major factors hindering the growth of this sector are as follows: • • • • • The non-industry structure and status The lack of adequate infrastructure FDI restrictions in this sector The huge investments required in expanding their markets. based on a GDP growth rate of 6-7% per annum. Problems associated with working Capital funding from lending Institutions.

blogspot.Downloaded from a2zmba.com 5. SWOT OF THE MARKET 53 .

com STRENGTH 1) Organized retailing at US$ 3. 7) Paradigm shift in shopping experience for consumers pulling in more people. and have ventured into retail as their business extension.blogspot. ft. 5) Consumer spending increasing at 11% annually. 8) Most of the entrants to organized retail come from 3 main categories. 6) Footfalls not a clear indicator of sales as actual consumers lower in number. 7) Lack of huge investments for expansion 54 . growing at 8%. 4) A Growing population will translate to move consumers. 6) Almost 25 million sq. 3) Pattern of consumption changing along with shopping trends.Downloaded from a2zmba. 5) Retail revolution restricted to 250 million people due to monolithic urban-rural divide.31 billion. 2) 2nd largest contributor to GDP after agriculture at 20%. retail space available. 2) Government regulations on development of real estate(Urban Land Ceiling Act) 3) Need to provide Value for Money-squeezing margins 4) Lack of industry status. • • • Real Estate Developers Corporate Houses Manufacturers/Exporters WEAKNESSES 1) Shortage of quality retail spaces at affordable rates.

6) Average grocery spends at 42% of monthly spends-presents a huge opportunity. 7) Increase in use of credit cards. 4) Spends moving towards lifestyle products and esteem enhancing products.com OPPORTUNITIES 1) Increasing urban population-more participants in retail revolution. 3) Social factors like dual household income has enhanced spending power. 2) Increase in consuming middle class population. THREATS 1) Rising lease/rental costs affecting project viability 2) FDI restrictions in the retail sector 3) Poor monsoons and low GDP Growth could affect consumer spending drastically. 7) Differentiate taxation laws hindering expansion. 55 .Downloaded from a2zmba. 4) Archaic labour laws are a hindrance to providing 24/7 shopping experience 5) Personalized service offered by Mom-&-Pop stores.blogspot. 6) Unavailability of qualified personnel to support exponential growth in retail. 5) Availability of old industrial lands-prime real estate locked in sick industrial units.

Downloaded from a2zmba. as the focus of the customer has changed. People are moving towards luxury and want to experiment with fashion and technology. There has been a transition from price consideration to quality and design. 56 . There is an increasing need of better apparels. clothing.com 6. INDIAN CONSUMERISM The lifestyle and profile of the Indian consumer is going through a rapid transformation. However. The food & grocery. mobile phones and consumer durables. supermarkets. category killers and discount chains.blogspot. The upper and middle. cars. 50% of the Indian population is under the age of 25. unorganized small outlets largely control the sector. specialty stores. such as hypermarkets. consumer durables and books & music sectors are the major retail sectors.class population of today needs a feel good experience even if they have to spend a little more for that. Hence there is tremendous potential for the organized sector in various formats. energetic and full of enthusiasm. The population of India is young.

Downloaded from a2zmba.blogspot.com FACTORS AFFECTING CONSUMER DECISION-MAKING A consumer’s purchase decision tends to be affected by the following four factors: 1) Demographic 2) Psychological 3) Environmental 4) Lifestyle 57 .

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DEMOGRAPHIC FACTORS Demographic factors are unique to a particular person. They are objective, quantifiable and easily identifiable population data such as sex, income, age, marital status etc. It also involves identification of who is responsible for the decision-making or buying and who is the ultimate consumer. PSYCHOLOGICAL FACTORS Psychological factors refer to the intrinsic or inner aspects of the individual. An understanding of consumers’ psychology guides the marketers’ segmentation strategy. ENVIRONMENTAL FACTORS Environmental factors cover all the physical and social characteristics of a consumer’s external world, including physical objects, spatial relationships, the social factors , co customers, reference groups, social class . The environmental factors influence consumers’ wants, learning, motives, which in turn influence effective and cognitive responses and among other things the shopping behavior of the individual. LIFESTYLE Lifestyle refers to an individual’s mode of living as identified by his or her activities, interests and opinions. Lifestyle variables have been measured by identifying a consumer’s day-to-day activities and interests. Lifestyle is considered to be highly correlated with consumer’s values and personality. An individual’s lifestyle is influenced by, among other things, the social group he belongs to and his occupation. For example, double-income-no-kids (DINKS) families in metros shop very regularly at the super malls because of the limited time at their disposal and they also look for entertainment while shopping on weekends. At the same time, they are higher spenders than, for e.g., single-income families.

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7. DIVISION OF RETAILERS IN INDIA

The retail sector in India can be divided into two major categories: 1) Organized 2) Unorganized

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UNORGANIZED RETAIL IN INDIA Retailing in India is predominantly unorganized. According to a survey by AT Kearney, an overwhelming proportion of the Rs. 400,000 crore retail market is UNORGANISED. In fact, only a Rs. 20,000 crore segment of the market is organized. We are known as a nation of shopkeepers with over 12 million, the highest outlet density in the world in the world with an estimated turnover of $ 200 billion. However a disturbing point here is that as much as 96 per cent of them are smaller than 500 square feet in area. This means that India per capita retailing space is about 2 square feet (compared to 16 square feet in the United States). India's per capita retailing space is thus the lowest in the world. Another point to note is that only 8 % of our population is engaged in Retail whereas the global average is around 10-12%. Traditional retailing has established in India for some centuries. It is a low cost structure, mostly owner-operated, has negligible real estate and labour costs and little or no taxes to pay. Consumer familiarity that runs from generation to generation is one big advantage for the traditional retailing sector. However this is set to change with the entry of the corporate sector into the retail domain. The question that is being discussed, given the corporate onslaught with big bucks and deep pockets, what will be the impact on the traditional mom and pop store? Will they survive this or will they fold up and leave the field only to the major organized retail players? The answer could be a co-existence. The major advantage for the smaller players is the size, complexity and diversity of our Indian Markets. If we look at the organized retail players, most of them have opened shop in the Metros, Tier 1 and Tier 2 towns. Very rarely do we find organized players in the rural areas and we have more than 70% of the population living in the rural areas.
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purchasing power is location-specific.Downloaded from a2zmba. Another factor that is to be considered is that data on income distribution of households is insufficient in determining market size for different consumer products in India. Organized retailing also has to cope with the middle class/rural psychology that the bigger and brighter a Sales outlet is.blogspot. This is also proved by countries where Wal-Mart the world’s biggest retailer operates. hence vegetable-purchasing power for identical income groups would be different in the two places even though they are the two biggest cities in India with comparable populations. While this may happen in the short run. The rising disposable income of the techies today. Tier 1 and Tier 2 towns by the unorganized retail staging strikes against the majors and trying to influence Government policy toward the retail majors and making it difficult for them to operate. This fear has manifested itself in Metros. In UP. This is because of the lack of homogeneity of the consuming class and the varying prices of a single product in different parts of India. who having been exposed to top of line retail outlets in the foreign countries. it is too early to predict the erosion of the mom and pop stores in India. vegetables generally cost more in Mumbai than in Chennai. not income specific. Another factor in the favor of the unorganized retail in rural areas is our mindset. Given the above. For example.com So what could be the scenario? One of the fallouts of the organized retail onslaught would be that the smaller stores in the areas where the majors operate could get squeezed out. 61 . The customer loyalty today is towards the price. At this juncture. Consumption habits of households are therefore better determinants of consumer market size than income distribution. will sooner or later generate a demand for the same facility. The superior purchasing power of the majors and the volume of business generated can result in lower prices thus moving the custom away from the traditional store to the organized retail. the Government has banned organized retail major based on the demands of the unorganized sector. in the long run the majors will come back and cannot be dislodged. the majors will step and service this need. In other words. the more expensive it will be.

62 .blogspot.com The smaller stores have a peaceful coexistence in these countries with the number one company in the fortune 500 list.Downloaded from a2zmba.

Downloaded from a2zmba. If the stores are not food based then the type of retail items available are local in nature. Supermarkets and Department stores like Subhiksha. like: • Apna Bazaar • Canteen stores • Food World • Subhiksha • Food Bazaar Convenience Stores are open for long hours and are one of the formats of the Indian retail stores that cater to basic needs of the consumer. Basically they provide high service with low prices. In fact the traditional stores have taken up 98 percent of the Indian retail market. has been inviting such people to join in its Dairy business as franchisees. A good example of such would be Convenio.com TRADITIONAL v/s MODERN FORMAT RETAILERS The retail boom will face a strong competition from the 12 million mom-and-pop stores. the small shopkeepers fear losing their business. etc. provide a different environment where one can pick and choose from a variety of products. Marks & Spencers. The retail stores in India are essentially dominated by the unorganized sector or traditional stores. These stores are found in both residential as well as commercial markets. The 63 . which is not possible with hypermarkets and supermarkets. These are easily accessible and provide services like free home delivery and goods at credit. Reliance Retail Ltd. Buying from Malls.blogspot. The tough competition for convenience stores are coming from organized retail stores dealing in food items. Traditional family run convenience stores are too well established in India than to be wiped out and besides there is uniqueness in the traditional items that represent the subcontinent. Owing to the entry of such big players. Now stores run by families are primarily food based and the set up is as Kirana or the 'corner grocer' stores. The traditional family run convenience stores can take pride in the fact that the Kirana is the most common outlet forms for the consumers.

among people in general can be highlighted as below: • • • • Groceries Fruits Drug Store Necessary stationery 64 . The future of such stores as they face competition from organized sector would depend on the following particulars: • • • • • • Place and capacity Diligent area coverage Disciplined work schedule Managing turnover Revenue from assets Customer service and satisfaction The traditional family run convenience stores serves the purpose of the housewives who definitely wants to avoid traveling long distances to purchase daily needs. The benefits of family run convenience stores is that they give importance to: • Personal touch • Facilities of credit • Quick home delivery Non-food based stock comprises of multiple and varieties of local brands. The convenience factor in terms of items.Downloaded from a2zmba.com food products of traditional family run convenience stores are comprised of branded as well as non-branded items.blogspot.

300 sq. which forms the large chunk of Indian population.5 lakh sq ft retail space across Kolkata. Bangalore. 65 . Bangalore and Gurgaon (Delhi). Currently.Downloaded from a2zmba. CASE STUDY I.01. Kishore Biyani. Mumbai. Thane Pune. It has 4 kinds of stores. which is targeted at the growing middle class segment.blogspot. Pantaloon Retail India Limited is the flagship company of the Pantaloon group promoted by Mr. Bagpur. Pantaloon has come up with an excellent revenue model.com As such traditional family run convenience stores are here to stay and cannot be oversized by the organized retail sector besides. Chennai and Gugaon (Delhi). It began its retailing operations in India way back in 1987. 7 Big Bazaar discount hypermarkets. it represents the variety of India. ft. 8. It has India’s second largest retail chain with 17 retail outlets and two discounting stores branded as Big Bazaars across the country at an estimated retail space of 4. focusing on ‘value for money’ segment. Ahmedabad. This segment is very price conscious and always looks out for value for money. Kanpur. The company is headquartered in Mumbai with zonal offices at Kolkata. The company plans to diversify into the business of discounting in a big way. BIG BAZAAR: THE INDIAN WAL-MART (ORGANIZED RETAILER) Pantaloon Retail (India) Limited is today recognized as one of the pioneers in the business of organized retailing in the country with a turnover of over RS 400 crores in the financial year ending June 2003. 6 Food Bazaar Stores with over 6. Pantaloon plans to target the upper middle and the middle class segment. It has been one of the pioneers in organized retailing in India. it manufactures and sells ready-made garments through its own retail outlets and two discounting stores. The company plans to double its retail space in the next couple of years. Hyderabad. 14 Pantaloon Family Stores.

This is totally in contrast to the other organized retail players. Higher percentage of ‘own brand’ sales improves margins.blogspot. John Miller and Bare. The brands include Pantaloon. which focus on high net-worth of individuals. which targets the large and growing upper-middle and middle class of Indian society.Downloaded from a2zmba. thus reducing the breakeven level of sales. 66 . Big Bazaar has diversified from apparels to household items in its discount stores. This has enabled them to enlarge their basket of offerings. Big Bazaar has strong own brand names in its portfolio across product categories.com Pantaloon successfully launched its discount store chain.

2007 at 0038 hrs IST NEW DELHI. with 40 stores in Chennai alone. “Modernisation of retail will not be at the 67 . On the contrary.blogspot.com II. The study also found out that despite the presence of large corporate retailers in southern India for much longer periods. SEPTEMBER 13: Organised retail does not pose a threat to a large number of neighbourhood ‘mom n pop’ stores. traditional format retailers are not only trying to hold their fort but also expand and upgrade.” said Kumar. “Our stores have existed alongside neighbourhood shops and kirana stores. The issue is how credit can be made available at reasonable rates to these retailers so that they can compete more efficiently. “In such a scenario. He pointed out that there is an adjustment process leading to net gain in employment — the traditional workforce is being absorbed in layers of organised retailing and skilled workforce is being integrated at the front end. credit from commercial banks is a constraint for unorganised retailers who want to expand. the small convenience stores in the region have not witnessed a decline in their revenues.Downloaded from a2zmba. BIG RETAIL WON’T HURT KIRANA SHOPS: Study Smita Aggarwal Indian Express Posted: Sep 14. wherever large malls or supermarkets have opened. Kumar added. Leading south Indian retail chain — RPG group’s Spencer’s Retail limited — has been operating in southern India for over a decade. reveals the preliminary findings of a study by the Indian Council for Research on International Economic Relations (Icrier) to be submitted to the Union Government by September-October 2007. said Icrier director and chief executive Rajiv Kumar.” said Spencer’s Retail Ltd vicepresident Satyaki Ghosh. and we have never faced problems with any traders group or association.

The preliminary findings point out that there is no employment loss in unorganised sector. Icrier was given the task of studying the impact of the entry of organised retail on small neighbourhood and kirana stores by the Government in the wake of continued traders’ and farmers’ protests. 68 .blogspot.com expense of labour.” said Kumar. Kumar said that the study does not recommend any such initiative. The committee constituted to frame a comprehensive retail policy by the Government will consider the findings of the Icrier study. Categorically denying the levying of additional cess or any tax on modern retailers.Downloaded from a2zmba.

Downloaded from a2zmba. Organized retail of late has seen a tremendous boom and is attracting more people to the malls. When shopping in malls.com 9. Besides. people value the experience related to the trip the most and return most frequently for the same.blogspot. The target audience for both the organized and unorganized retail formats remains relatively the same. while enjoying the experience they seem to buy high ticket and items of conspicuous consumption most frequently. 69 . CONCLUSION The convenience and personalized service offered by the unorganized sector holds its future in good stead for the future. What is to be seen is how organized retail can duplicate the same level of personalized customer service levels offered by the unorganized sector to have a higher conversion ratio.

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