Executive Summary

Customer satisfaction is very important in retail industry. If any organization wants to stay in market they’ll have to satisfy their customer. In research the scope of apparel is booming and there are important role of Modern retail stores which fulfill the need of customer according to their demand. The scope of Retail industry in India is very huge because increase in income of middle people. People are being more aware about the company’s product and service provided by them. Service provided to customer play very important role to satisfy their customers.

Research objective:

The objective of the research is to know about the customer satisfaction at Pantaloons (Mumbai) 1. 2.

To study the view of consumer. To assess the effectiveness of selling program. Are they satisfied with the price and quality of the product. Increase in the sales. To check the loyalty of consumers towards the brand.

4. 5.


Random Sampling method is used for the collection of data. The sample size of the study is of 120

➢ PRIMARY DATA – The primary data are those, which are collected

for the first time hence they are fresh and thus happens to be original in character. Primary data pertain to demographic and socioeconomic characteristics of the consumer, attitudes and opinion of the respondent, their awareness and knowledge and other similar aspects. SOURCES OF PRIMARY DATA COLLECTION ➢ ➢ ➢ Observation Interviews Opinions

The primary data for the present research work was obtained through the observation and interviews. SECONDARY DATA - It includes those data, which were collected for some earlier research work and are applicable in the study the researcher has presently undertaken. The data collected from the websites and books was good enough to be included in the study analyzed and concluded.

 Internet.

     Company Website. LIMITATIONS OF THE RESEARCH: I though the research was conducted in a way to ensure accurate results but certain errors might have occurred due to some unavoidable reasons. -Many persons were reluctant in responding. FOR EMPLOYEES  Busy in Store operations Or with Customers FOR CUSTOMERS  Insufficient time Occupancy with Carry Bags or kids Sharing their Addresses and Contact Numbers was a   cumbersome issue for people. RETAIL DEFINITION 4 . Other Websites Books Journals Newspaper DATA ANALYSIS: Tables and Pie Diagrams are used for representing the data. DATA COLLECTION -Non-response by some of the respondents.

The world over the retail sector has grown rapidly with increasing sophistication and modernization of the life-style of households and individuals and with increasing globalisation of trade. Retailing involves a direct interface with the customer & the coordination of business activities from end to end.The word ‘retail’ is derived from the French word ‘retailer’. to its delivery & post-delivery service to the customer. meaning ‘to cut a piece off’ or ‘to break bulk’. that. In 2004. and then sells smaller quantities to the end-user. it implies a first-hand transaction with the customer MEANING OF RETAIL A retailer buys goods or products in large quantities from manufacturers or importers. a large number of retail enterprises exist in India. It includes all the activities directly related to the sale of goods and services to the ultimate consumer for personal or non-business use. there were 12 million such units of which 98% are small 5 . India has begun to cater up rather astonishingly rapidly.right from the concept or design stage of a product or offerings. The industry has contributed to the economic growth of many countries & is undoubtedly one of the fastest changing & dynamic industries in the India and world today. Introduction India has often been called a nation of shopkeepers. either directly or through a wholesaler. Presumably the reason for this is. In simple terms.

Therefore. most end users or final customers. Even among retail enterprises.The retailer 6 . and place related items next to each other. WHAT DOES THE RETAILING INDUSTRY INCLUDE? ➢ Department Stores ➢ Discount Stores ➢ Clothing Stores ➢ Specialty retailers ➢ Convenience Stores ➢ Grocery Stores ➢ Drug Stores ➢ Home furnishing retailers ➢ Auto Retailers ➢ Direct Sales Catalog and mail order companies Retailing consists of the sale of goods or merchandise from a fixed location. Final customers make many unplanned. utilizing only Household labor. retailers need to place impulse items in high traffic locations. Retailing is the combination of activities involved in selling or renting consumer goods and services directly to ultimate consumers for their personal or household use. Majority of them use less than three workers. sales personnel. shopping mall etc . In addition to selling. delivery and other factors. patronize stores. timings. product assortment. to initiate and conclude transactions. very critical in drawing customers to the store. store fixtures. such as a department store. data processing and maintaining inventory.family businesses. trains sales people in suggestion . This makes store location. organize. While sales people regularly call on institutional customers. to stimulate purchase. which employ hired workers. store layout . advertising. buying. retailing includes such diverse activities as. In contrast those who buy for resale or use in manufacturing are more systematic in their purchasing.

Delivery value and narrowing down the zone of tolerance is a tightrope walk for marketer in organized retail sector. At the end of the day the question is what does the customer expect? How to fulfill the glaring gap between need and expectations? The answers to this question are “by delivering the value “ But in many case retailers are not aware of what their customer expect. Hence they are unable to deliver the right value to the right customer and satisfy them .So this put the question in the mind of the every retailer that is there is any gap between what customer expected from retailers and what retailer provides to customer during shopping. Retail establishments are often called shops or stores. and then sells smaller quantities to the end-user. commanding and demanding at the same 7 . Customers take their time to first sketch their needs and then arrive at a specific decision. In the retail outlet various type of good and service are provide to the customer but all the goods and services are generally homogenous in nature through all the other retail outlets.Especially in this competitive scenario where the customer are well informed. Especially in market like India the challenges is formidable because organizations need to cater to a wide and diverse group of customers . No two customers have the identical likes and preferences. Manufacturing marketers see the process of retailing as a necessary part of their overall distribution strategy.buys goods or products in large quantities from manufacturers either directly or through a wholesaler. Product and services of every company are available in every retail outlet.Thus building equity and generating volumes in such complex market tapers down to the function of managing customer expectation. Retailers are at the end of the supply chain. It is also find that many customer only used to shopping in own decided outlet rather from every outlets even there is homogenous among the product and service offer by the Every retail outlet .

”WHY”and “HOW” of each and every customer. herbal or medical benefit. car parking. Retailers need to establish a good image to prevent customers from shopping around. 8 . A daunting task but companies have no option but to offer the expected value. need to cater for a wide range of motives. This calls for empathizing with the customer by indulging into their priorities and decision making. older consumers as well as time crunched individuals whose motives all tend to be conflicting as well as different. The various determinants of retail outlet preference include cleanliness. glowing skin etc. multiple billing points and environmentally friendly goods. recreational shoppers (shopping as a leisure activity) and apathetic consumers (who dislike shopping). Retailers have to satisfy budding customers. helpful staff. Even in the case of a product as simple as beauty soap. Following general expectations of a typical customer ➢ Value of Money ➢ Availability and location ➢ Service expectations ➢ Quality in Product ➢ Need based solution So in other to deliver the value. wide aisles. These differing motives arise as retailers cater to different types of shoppers who include economic consumers (concern with value). that too by keeping the operating costs low. and all this at an affordable price. good packaging fragrance. customer have versatile expectations like. and range of products. personalized consumers (concern with relationships). Retail outlets in addition to providing products and services. disabled access. well-stocked shelves.time it has become imperative for the organization to be updated on the “WHAT”.

things started to change slowly in the 1980s. when India first began opening its economy. successfully created an organized retailing concept in India by establishing a series of elegant showrooms. maker of premium watches. For 9 . Textiles sector (which companies like Bombay Dyeing.EVOLUTION OF INDIAN RETAIL INDUSTRY For Indian retailing. Later on. Raymond's. Titan. S Kumar's and Grasim) was the first to see the emergence of retail chains.

It has strong backward and forward linkages with other sectors like agriculture and industry through stimulating demand for goods and through mass marketing. packaging. it creates considerable 10 . As of the year ending 2000 the size of the Indian organized retail industry was estimated at around Rs. storage and transport. Moreover. These entrants were in various fields. OVERVIEW OF INDIAN RETAIL SECTOR The India Retail Industry is the largest among all the industries. Retail growth is already gathering momentum and the organized retail industry is expected to grow by 30 per cent in the next five years. Crossword and Fountainhead in books. which contributes as much as 54 per cent of GDP. Planet M and Music World in music. Subhiksha and Nilgiris in food and FMCG.long. like . these remained the only organized retailers.000 crore. but the latter half of the 1990s saw a fresh wave of entrants in the retailing business. the retail sector has helped in giving strong impetus to overall economic growth as a significant driver of the growth of services sector. 13. Thus.Food World. These were pure retailers with no serious plans of getting into manufacturing. the growth potential for the organized retailer is enormous.

Quite contrary to the thought that technology will dehumanize transactions. Need for customer service to encourage consumers to come back again and again and buy more. entertainment and food all under one roof. and one will soon find it difficult to shop "regularly" at the dusty grocery shop. this is restricted to a few urban towns. Also. To actually establish premium imagery through shopping environment is going to be that much more difficult. the consumers have benefited in terms of wide range of products available in a market. This could be myopic thinking. With growing time constraints and choices. the consumer is getting used to having options readily at hand when one steps out to make the final purchase decision without much dissonance. But all of them have not yet tasted success because of the heavy initial investments that are required to break even with other companies and compete with them The total concept and idea of shopping has undergone an attention drawing change in terms of format and consumer buying behavior. With retail ambiences getting upgraded. ushering in a revolution in shopping in India. the truth is humans will make all the difference. Today with the growth of malls and hypermarkets. The revolution was 11 . multi-storied malls and the huge complexes that offer shopping. need for an enhanced look and feel of the shopping environment.direct and indirect employment in the economy. clearly the poky neighborhood kirana stores are becoming part of the past for the hypermarket consumer. consumers no longer think "expensive looking" means "expensive". Modern retailing has entered into the Retail market in India as is observed in the form of bustling shopping centers. The Retail Industry in India has come forth as one of the most dynamic and fast paced industries with several players entering the market. It may seem that in a vast country like India.

Consumers moving up the "diminishing return" curve. In India the vast middle class and its almost untapped retail industry are the key attractive forces for global retail giants wanting to enter into newer markets. store brands hold an edge. consumers are unwilling to pay more for incremental quality and so are ready to make do with "acceptable quality". nuclear families in urban areas. And above all there are fewer partners to share the "margin goodies" with. As "retail" brands see the value of volumes and with the ready availability of both technologies for back-end management and real estate for front-end face. After getting a certain level of quality in many categories. which store brands offer very easily. business compulsions and opportunities will make them expand faster than one can imagine. Media fragmentation makes its more and more difficult for mass marketed brands to actually connect with consumers. A large young working population with median age of 24 years. along with increasing workingwomen population and emerging opportunities in the services sector are going to be the key factors in the growth of the organized Retail sector in India. They are cost advantage. So the battle moves to the market place where by sheer ownership. The growth pattern in organized retailing and in the consumption made by the Indian population will follow a rising graph helping the newer businessmen to enter the India Retail Industry. the impact of this retail revolution could be bigger than just the changing façade of the market place and 12 . because store brands operate on much less overheads because their target markets are limited to the catchments area in and around the store and so depend much less on "expensive" mass media brand-building advertising.brewing in South India in the 90s but seems to have taken speed in the 21st century. Clearly.

the better. Organised Retail Sector and. STRUCTURE OF INDIAN RETAIL SECTOR The retail sector is classified broadly into two: 1. Mass retailers may not only redefine shopping experiences. The future of the India Retail Industry looks promising with the growing of the market.enhancing consumer buying experience. It is a looming threat to "mass brand marketers" and the sooner they take cognizance of that. but also redefine market spaces. Unorganised Retail Sector ORGANISED RETAIL 13 . with the government policies becoming more favorable and the emerging technologies facilitating operations. 2.

14 . but is more about efficient supply chain management. According to the Retailers Association of India. income tax. Moreover. quality customer service. It. and also the privately owned large number of retailers. however. greater enforcement of taxation mechanisms and better labour law monitoring systems.Organized retailing refers to trading activities undertaken by licensed retailers. The KSA Technopak’s estimate is that by 2005. constitutes a very little share of at around 5 per cent (Rs 500 billion) of the total retail market. that is. those who are registered for sales tax. the organised retail sector would be employing in excess of 2. efficient merchandising and timely promotional campaigns. It is expected that the tier II cities would take another 5 years to absorb modern retailing opportunities. 50. 000 individuals directly and perhaps 8-10 times as many indirectly in the supply chain. The organised retailing has been successful in metropolitan cities so far. It is not just a stocking and selling. A clear indicator of this potential is the share of rural market across most categories of consumption. more so in the south and west India. the share of organised sector to the overall retailing market in India is expected to grow from 3 per cent to 20 per cent in the next 10 years. developing vender relationships. etc. These include the corporate-backed hypermarkets and retail chains. the case for Indian retailers to explore rural markets is also strong due to the size of rural population and agricultural income growth in last couple of years.

UNORGANIZED RETAIL Unorganized retailing. 15 . paan/beedi shops. on the other hand. Efficiency enhancements and increase in the food retail sales activity would have a cascading effect on employment and economic activity in the rural areas for the marginalized workers. 100. owner manned general stores. India is one of the largest unorganised retail markets in the world and more than 96 per cent of the retailers work in less than 500 sq ft of area. is in turn pegged to grow to Rs. Organized retail. convenience stores. hand cart and pavement vendors. The local kirana shops. SIZE OF THE MODERN RETAIL SECTOR A retail revolution is sweeping through India. Food retail trade is a very large segment of the total economic activity of our country and due to its vast employment potential. more prone to tax evasion and lack of labour law supervision. represents 97 per cent of the total retail market is mainly characterised by typically small retailers.000 Crores by 2015. which is 5% of the whole currently. And one consequence of all those investments will be the fact that India's present two square-feet per capita retailing space will rise 15-20% by 2010. traditional formats of low-cost retailing. etc. it deserves very special focused attention.

the consumer is being exposed to a new kind of shopping experience and services which is quietly and surely redefining her expectations from shopping.5 in 2000 to 20. With the growth of malls. Indian retailers have very little bargaining power with manufacturers.000 crore from its current level of Rs 5. the retail sector employs over 7 per cent (21 million) of the national workforce. For the urban sector alone. multiplexes. The retail density more than doubled between 1978 and 1996 and the number of outlets per 1000 people at an all India level. the shop density increased from 12.6 per 1000 people in 1999 to 20. The Indian retail market is estimated at Rs 9. the second only to agriculture.3 per 1000 people in 2005.300 billion and is expected to grow at a compounded rate of 30 per cent over the next five years (Retailers Association of India). Until now. 16 . 88. 79. ASSOCHAM). currently. is said to contribute 12 per cent of India’s GDP and is expected to grow at a robust rate of 45 per cent per annum by the end of 2008 (Associated Chambers of Commerce and Industry of India.000 crore.5 in 2005. The retail sector. increased from 6. Moreover. and hypermarkets. unlike in the case of retailers in developed countries.The emergence of new formats and the evolution of modern retail in India has attracted attention in recent years. This growth would expand the size of the market to over Rs 14.

Over the past few years. cost cutting and most importantly reduce the wastage levels in fresh produce. In order to keep pace with the increasing demand. A proper supply chain will help meet the competition head-on. as markets like China become increasingly saturated. there has been a hectic activity in terms of entry of international labels. the key drivers being changing consumer profile and demographics. supplier relations. increase in the number of international brands available in the Indian market. new value-added services. manage stock availability. The last few years witnessed immense growth by this sector. economic implications of the government increasing urbanization. 17 . Study has found that retailing ($180 billion) contributes to 10 per cent of GDP and employs 7 per cent (21 million) of the workforce. expansion plans. India is the 4th largest economy as regards GDP (in PPP terms) and is expected to rank 3rd by 2010 just behind US and China1. the retail sales in India are hovering around 33-35% of GDP as compared to around 20% in the US. and improvement in the infrastructure. operations and processes. which can be dealt with the help of an efficient supply chain.A look at the statistics shows that the retail sector in India is worth USD 394 billion and is growing at the rate of 30% annually. According to AT Kearney. India is given the top ranking as the next foreign investment destination. This has lead to more complex relationships involving suppliers. and focus on technology. credit availability. The table gives the picture of India's retail trade as compared to the US and China. increasing investments in technology and real estate building a world class shopping environment for the consumers. third party distributors and retailers.

IMPORTANCE OF RETAILING Organized retailing in India was estimated at Rs.000 crores in 20022003 and has grown at about 40% over the last 3 years (Source KSA Retail Outlook). retailers performs marketing functions that makes it possible for customers to 18 . As a major source of employment retailing offers a wide range of career opportunities including.18. It involves high annual sales and employment. merchandising and owning A retail business Consumers benefit from retailing in that. Retailing has a tremendous impact on the economy. store management.

displays and signs and sales personnel. retailers perform four distinct function. RETAIL STRATEGY AND STRUCTURE Successful retail operations depend largely on two main dimensions: margin and turnover. usually they pay suppliers for items before selling. mark prices on it. Margin Turnover Model 19 . A retailer's service also helps to enhance a product's image. Retailing also helps to create place. them to final customers. The width and depth of assortment depend upon the individual retailer's strategy.have access to a broad variety of products and services. Retailing in a way. They store merchandise. and other services e. time and possession utilities. and yet both may be successful. How far a retail enterprise can reach in margin and turnover depends essentially on the type of business (product lines) and the style and scale of the operations. They complete transactions by using appropriate locations. provided the strategy and style of management are appropriate. They provide information to consumers through advertising. delivery. In addition the turnover also depends upon the professional competence of the enterprise. Marketing research support is given to other channels. is the final stage in marketing channels for consumer products.g. members. In a given business two retail companies may choose two different margin levels. In general. Retailers provide the vital link between producers and ultimate consumers. credit policies. and timings. place items on the selling floor and otherwise handle products. Retailers participate in the sorting process by collecting an assortment of goods and services from a wide variety of suppliers and offering them for sale.

High Margin Low Turnover This operation is based on the premise that distinctive merchandise. a retail business will fall into one of the four quadrants. and they normally entail an extra charge whenever they do. is a diagrammatic representation of the frame work and can be applied to almost any type of retail business. H-L indicates high margin and low turnover. The inventory consists of well-known brands for which the manufacturer through national advertising creates a consumer pull. The merchandise in these stores is generally pre-sold or self sold." Margin is defined as the percentage mark tip at which the inventory in the store is sold and turnover is the number of times the average inventory is sold in a year. The stores in this category price their products below the market level. service and sales approach are the most important factors for attracting 20 . Wal-mart in the United States is an example and Pantaloon Chain or Subhiksha are Indian examples of such stores. whereas. if any. combination of the two parameters. Low Margin High Turnover Stores Such an operation assumes that low price is the most significant determinant of customer patronage. Depending upon the. rather than the store selling them. Local promotion focuses on low price. using margin and turnover. Gist "Suggested a conceptual frame work. which is low on both margin and turnover. Marketing communication focuses mainly on price. This means that the customers buy the product. These stores are typically located in isolated locations and usually stock a wide range of fast moving goods in several merchandise lines. For instance L-L signifies a position. They provide Very few services. for understanding the retail structure and evolving a retail strategy.Ronald R.

but not necessarily higher than those in similar outlets. such businesses. Their location advantage allows them to charge a higher price.customers. Compounding this problem is the low volume of sales. retailers can be categorized by (a) Ownership. They could be situated in a noncommercial area but not too far from a major thoroughfare. These stores provide a large number of services High Margin High Turnover Stores These stores generally stock a narrow line of products with turnover of Reasonably high frequency. Low Margin-Low Turnover Stores Retail enterprises in this category are pushed to maintain low margins because of price wars. Stores in this category price their products higher than those in the market. RETAILING FORMATS (CLASSIFYING RETAIL FIRMS) Regardless of the particular type of retailer (such as a supermarket or a department store). normally get wiped out over a period of time. a. unsuitable location etc. (b) Store strategy mix. The focus in marketing communication is on product quality and uniqueness. Merchandise is primarily sold in store and not presold. Form of Ownership 21 . High overhead costs and. which is probably a result of poor management. low volumes also necessitate a higher price. and (c) Non store operations.

convenience stores at select petrol filling stations. drycleaners. they can also take advantage of such tools as computers and information technology. West side and IOC. Most independent retailers fail because of the ease of entry. the purchasing and decision making are centralized. A majority of retail business in India are sole proprietorships and partnerships. They can maintain their prices. independent retailers with lesser financial means. This obviously results in a high degree of competition. a convenient location and close customer contact. 22 . or they can cut prices and attract greater sales volume. Chain stores have been successful. 2. standardization and elaborate controlsystems. Chains often rely on. poor management skills and inadequate resources.A sole proprietor. Roughly 98% of all the retail businesses in India. bookshops. Examples of retail chains in India are Shoppers stop. furniture stores. LPG Gas Agencies and neighbourhood stores. Retail Chain It involves common ownership of multiple units. Unlike smaller. thus increasing their margins. Consequently chains are able to serve a large dispersed target market and maintain a well known company name. Independent Retailer Generally operates one outlet and offers personalized service. In such units. including barber shops. partners or a corporation can own a retail business like any other type of business. specialization. mainly because they have the opportunity to take advantage of "economies of scale" in buying and selling goods. This is due to the fact that into retailing is easy and it requires low investment and little technical knowledge. 1. are managed and run by independents.

that have combined their financial resources and their expertise in order to effectively control their wholesaling needs. The various categories are: (1) Convenience Store: Is generally a well situated. but agree on broad common policies. advertising. assortment. The franchise agreement gives the franchiser much discretion in controlling the operations of small retailers. for fill in items such as bread. 4. In exchange for fees. chocolates and candy etc. service. shopping facilities. advertising planning and other functions. Consumers use a convenience store. food oriented store with long operating house and a limited number of items. Amul is a typical example of a cooperative in India. eggs. 23 . wholesaler. Pizza Hut and Nirulas. milk. which allows the latter to conduct a certain form of business under an established name and according to a specific set of rules. which is an integrated combination of hours. McDonalds. and prices etc. They share purchases.3. storage. Retail Franchising Is a contractual arrangement between a "franchiser" (which may be a manufacturer. royalties and a share of the profits. Classic examples of franchising are. or a service sponsor) and a "franchisee" or franchisees. location. the franchiser offers assistance and very often supplies as well. The individual retailers retain their independence. b) Store Strategy Mix Retailers can be classified by retail store strategy mix. Cooperatives A retail cooperative is a group of independent retailers.

(5) Hyper Markets: Is a special kind of combination store which integrates an economy super market with a discount department store. pickles. audio/video CD's etc. run Super bazaar. some apparel items. we have Apna Bazar and Sahakari Bhandar. Successful speciality stores in India include. etc. books. Tanishq for jewellery and McDonalds. (3) Department Stores: A department store usually sells a general line of apparel for the family.30% lower than the market price. A hyper market generally has an ambience which attracts the family as whole. bakery. such as Audio equipment. Pantaloon Retail India Ltd.(2) Super markets: Is a diversified store which sells a broad range of food and non food items. Music World for audio needs. film developing. Large format apparel department stores include Pantaloon. Pizza Hut and Nirula's for food services. Jewellery. jams. Others in this category are: Shoppers Stop and Westside. 24 . (4) Speciality Store: Concentrates on the sale of a single line of products or services. Beauty and Health Care. The Govt. (PRIL) through its hypermarket "Big Bazar". Ebony and Pyramid. A supermarket typically carries small house hold appliances. Similarly in Mumbai. home furnishings and appliances. and Kendriya Bhandar in Delhi are good examples of a super market. Consumers are not confronted with racks of unrelated merchandise. offers products at prices which are 25% . household linens.

(2) Telesales/Telephone Retailing: This involves contact between the consumer and the retailer over the phone. This type of retailing is growing very fast. Other examples are private insurance companies. the ability to buy merchandise not available in local stores. smaller sales staff and absence of shop lifting. This trend is catching up fast in India. Burlington's catalogue shopping was 25 .c) Non Store Retailing In non store retailing. The advantages to the retailers include lover operating costs. It gives the sales person an opportunity to demonstrate products in a very personal manner. He/She has the prospect's attention and there are fewer distractions as compared to a store setting. lower rents. (3) Catalog Retailing: This is a type of non store retailing in which the retailers offers the merchandise in a catalogue. The basic attraction for shoppers is convenience. a sales transaction takes place in a home setting .including door-door selling. for the purpose of making a sale or purchase. A large number of mobile phone service providers use this method. which includes ordering instructions and customer orders by mail. the increasing number of women workers. Eureka Forbes vaccum cleaners and water filters. customers do not go to a store to buy. Among the reasons are. and the presence of unskilled retail sales persons who can not provide information to help shoppers make buying decisions The major types of non store retailing are: (1) In Home Retailing: Where. Examples of in home retailing include. and credit companies etc.

THE WHEEL OF RETAILING Is a hypothesis that attempts to explain the emergence of new retailing institutions and their eventual decline and replacement by newer 26 . customers/buyers from machines. and the perceived low cost of entry has stimulated the creation of thousands of entrepreneurial electronic retailing ventures during the last 10 years or so. These machines dispense products which enable customers to buy after closing hours. (4) Direct Response Retailing: Here the marketers advertise these products/ services in magazines. Some multi level marketing companies like Oriflame also resort to catalogue retailing. The goal is to induce the customer to make an immediate and direct response to the advertisement to "order now. Products are sold directly to Although in a very nascent stage in India." The availability of credit cards and toll free numbers stimulate direct response by telephone.com are some of the many e-tailers operating today.quite popular in recent times. (5) Automatic Vending: non store retailing.com HDFCSec." Telebrands is a classic example of direct response retailing. The rapid diffusion of internet access and usage.com. newspapers. over the internet. Amazon. E-bay and Bazee. is the ultimate in non personal. radio and/or television offering an address or telephone number so that consumers can write or call to place an order. Times shopping India is another example. ATM's dispensing cash at odd hours (6) Electronic Retailing/E-Tailing: Is a retail format in which retailers communicate with customers and offer products and services for sale. It is also sometimes referred to as "Direct response advertising.

it only reflects a pattern. Increases the retailers costs and prices. The same department store then moves into the vulnerability phase. With time it moved up into the tradingup phase. creating opportunities for new low price retailers to enter the market. such as full line discount stores and category specialists. nor was it ever intended to describe the development of every individual retailer. and open more convenient locations. In its entry phase. This trading up process. the department store was a low cost-low service venture. It upgraded its facilities. Over a period of time these retailers want to expand their markets and begin to stock more merchandise.retailing institutions. 27 . While the wheel hypothesis has a great deal of intuitive appeal and has been borne out in general by many studies of retail development. The cycle begins with retailers attracting customers by offering low price and low service. advertising and service. stock selection. because it becomes vulnerable to low cost/low service formats. According to this theory new retailers enter the market as.low status institutions. low margin. The evolution of the department store illustrates the "wheel of retailing" theory. low price. Like products retailing institutions also have a life cycle. It is not a sure indicator of every change. provide more services.

a growing number are engaging in marketing research and market segmentation. Among the major retailing decisions are these related to (a) Target markets (b) Merchandise management (c) Store location (d) Store image (e) Store personnel (f) Store design (g) Promotion. and (h) Credit and collections.RETAILING DECISIONS There are many factors for retailers to consider while developing and implementing their marketing plans. Target Markets: Although retailers normally aim at the mass market. 28 .

The extent of this area depends upon the merchandise sold. Merchandise Management includes (i) merchandise planning (ii) merchandise purchase. inventory requirements. retailers can use their resources and capabilities to position themselves more effectively and achieve differential advantage. For example some people might be willing to travel a longer distance to shop at a speciality store because of the unique and prestigious merchandise offered. and (iii) merchandise control. Merchandise buying involves decisions relating to centralized or decentralized buying. they want to serve.because they are finding it increasingly difficult to satisfy everyone.) Store Location: Location is critical to the success of a retail store. The tremendous growth in number of speciality stores in recent years is largely due to their ability to define precisely the type of customers. Merchandise Control: deals with maintaining the proper level of inventory and protecting it against shrinkage (theft. pilferage etc. Through a careful definition of target markets. and make it available at the right price. needed to satisfy target customers to achieve the retailers return on investment. Merchandise planning deals with decisions relating to the breadth and depth of the mix. in the right place at the right time. This involves sales forecasting. merchandise resources and negotiation with suppliers. decisions regarding gross margins and mark ups etc. Merchandise Management: The objective here is to identify the merchandise that customers want. Having decided on the trading 29 . A store's trading-area is the area surrounding the store from which the outlet draws a majority of its customers.

these sales clerks to convert them from order takers to effective sales associates. An effective layout guides the customer though the various sections in the store and facilitates purchase. personnel. Merchandise display is equally important. traffic patterns. or personality of the store. There is a growing trend now. Store Personnel: Sales personnel at a retail store can help build customer loyalty and store image. Image is affected by advertising. A major complaint in many lanes of retailing is the poor attitude of a salesperson. Store Image: A store image is the mental picture. availability and cost and population shifts within the area. Promotion: Retail promotion includes all communication from retailers to consumers and between sales people and customers. services. The exterior should be attractive and inviting and should blend with the store's general surroundings. The term "Atmospherics" is used to refer to the retailer's effort at creating the right ambience. competitors' location. The objective is 30 . Customers tend to shop in stores that fit their images of themselves. Factors affecting the site include. Store Design: A store's exterior and interior design affect its image and profit potential. accessability. to provide training to. store layout. a retailer likes to project to customers. depth and breadth of merchandise.area a specific site must then be selected. as well as the quality.

This explains the popularity of different types of credit cards and debit cards. which accounts for 11 Percent share of organised retail market. followed by food and grocery. Outdoor displays and direct mail. and Health and Beauty The anatomy of the retail market has shown that the clothing and textiles constitutes 39 per cent of the organised retail pie. But many customers prefer some form of credit while purchasing. special sales. Watches. displays. personal and non personal promotion. emphasize this form of promotion. Footwear and leather. give always and contests etc. MAJOR COMPONENTS OF RETAIL SECTOR The major components of the retail sector are: Food and Grocery. Non personal promotion is advertising.the face to face interaction between the buyer and the seller. other forms of promotion include. promote customer traffic. processing forms and bad debts etc. Personal communication is personal selling . Newspapers.to build the stores image. Jewellery. and sell specific products. because of additional costs-financing accounts receivables. The media used are TV. Radio. Apparel. Credits & Collections: Retailers are generally wary of providing credit. Consumer Durables. 31 . Fast Moving Consumer Goods (FMCG). Department stores and specialty stores. It includes both.

have found it difficult to maintain regular prices. Retailers are adapting to*the shopping needs and time constraints of working women. as firms try to protect their positions in the market place. Some sectors of retailing have become saturated.Percentage Share O R f etail Segm ents in Total R etail Sector 3 3 7 7 8 9 5 11 39 8 C lothing and T extiles Food and G rocery C onsum D er urable Footw ear Furniture and Furnishing C atering Serv ices Jew ellery and Watches Books. dual earner households and the increased customer interest in quality and customer service: 32 . M usic and G ifts M obile H andsets O thers EMERGING TRENDS IN RETAILING In recent years the nature of retailing has changed dramatically. Many customers are no longer willing to spend as much time on shopping as they once did. several retailers are operating under high levels of debt and number of retailers after running frequent "sales".

Shopping Malls: A growing number of shopping malls are coming up all over the country. In north India; there seems to be a proliferation of such malls surrounding Delhi, in places like Gurgaon and Noida. In general they target higher income customers, with their prestigious specialty shops, restaurants and department stores. Factory Outlets: Manufacturers are opening factory outlets to sell off surplus inventories and outdated merchandise. This forward vertical integration gives manufacturers greater control' over distribution, than selling the merchandise to off price retailers. Mohini knitwear of Ludhiana (Punjab) and number of woolen and hosiery manufacturers set up their outlets in Delhi during winters.

Non Store Retailing: Non store retailing is accelerating at a faster rate than in store retailing.This includes direct marketing. In Home shopping TV shopping and e-tailing etc. Diversification of Offerings: Scrambled (unrelated products or services) merchandising is taking on a broader meaning and inter type competition among retailers is growing. For instance Citibank is organizing tourist trips and sending mail order catalogues to its credit card customers.

Impact of Technology on Shopping Behavior: The way retailers present their merchandise and conduct their transactions are changing. Cable TV Channels are used to present merchandise, Videos have replaced catalogues and computer linkages to acquire information and make purchases are on the increase. Multi Channel Retailing: Traditional store based and catalogue retailers are placing more emphasis on their electronic channels and evolving into multi channel retailers, because they can reach new markets and overcome limitations posed by traditional formats,



RETAIL TREND IN INDIA Globally, retail is the largest private industry. However, in India, it is in its nascent stages. The total retail market is estimated at Rs 900,000 Crores. Organized retail at around 5% is estimated at Rs 28,000 Crores. The organized retail share as per the estimates made by most consultants is estimated to reach a level of 10% by 2010. In absolute terms this would amount to Rs 110,000 Crores. Retail is India’s largest industry, accounting for over 10 percent of the country’s GDP and around eight percent of employment. Retailing in India is gradually inching its way to becoming the next boom industry. The whole concept of shopping has altered in terms of format and consumer buying behavior, ushering in a revolution in shopping. 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. India represents an economic opportunity on a massive scale, both as a global base and as a domestic market. Indian Retail sector consists of small familyowned stores, located in residential areas, with a shop floor of less than 500 square feet. Retailing in India is at a nascent stage of is evolution, but within a small period of time certain trends are clearly emerging which are in line with the global experiences. Organized retailing is witnessing a wave of players entering the industry. These players are experimenting with various retail formats. Yet, Indian retailing has still not been able to come up with many successful formats that can be scaled up and applied across India. Some of the notable exceptions have been garment retailers like Madura Garments & Raymonds who was scaled their exclusive showroom format across the country. FOREIGN DIRECT INVESTMENT (FDI) IN RETAIL

The recent clamor about opening up the retail sector to Foreign Direct Investment (FDI) becomes a very sensitive issue, the most important factor against FDI driven “modern retailing” is that it is labour displacing to the extent that it can only expand by destroying the traditional retail sector. This is because the primary task of government in India is still to provide livelihoods and not create so called efficiencies of scale by creating redundancies. As per present regulations, no FDI is permitted in retail trade in India. Allowing 49% or 26% FDI (which have been the proposed figures till date) will have immediate and direct consequences. Entry of foreign players now will most definitely disrupt the current balance of the economy; will render millions of small retailers jobless by closing the small slit of opportunity available to them. Retailing is not an activity that can boost GDP by itself. It is only an intermediate value-adding process. If there aren’t any goods being manufactured, then there will not be many goods to be retailed! This underlines the importance of manufacturing in a developing economy. Global retailers have already been sourcing from India; the opening up of the retail sector to the FDI has been fraught with political challenges. With politicians arguing that the global retailers will put thousands of small local players and fledging domestic chains out of business. The only opening in the retail sector so far has been to allow 51% foreign stakes in single brand consumer stores, private labels, high tech items/ items requiring specialized after sales service, medical and diagnostic items and items sourced from Indian small sector (manufactured with technology provided by the foreign collaborations). Parties supporting the FDI suggest that the FDI in retail should be opened in a gradual/ phased manner, such that it can promote competition and contribute to the growth of the Indian economy. The impact of the FDI would benefit the end user of the consumer to a great extent and will help to generate a decent amount of employment as more and more

➢ Increased efficiency. ➢ Increase in the real estate prices.entrepreneurs would be coming forward to invest and taste the new generation in retail marketing. food processing. ➢ Marginalize domestic entrepreneurs. The table below lists the pros and cons of allowing FDI into retail. DRAWBACKS OF FDI IN RETAIL ➢ Would give rise to cut-throat competition rather than promoting incremental business. ➢ Provide better value to end consumers. ➢ Promoting cartels and creating monopoly. ➢ Investments and improvement in the supply chains and warehousing. packaging and logistics would reap benefits. BENIFITS OF FDI IN RETAIL ➢ Inflow of investment and funds. The opening of FDI should be designed in such a way that many sectors . 38 . ➢ Generating more employment. ➢ Growth of infrastructure. ➢ Increased local sourcing. ➢ Cost reduction.including agriculture. ➢ Implementation of IT in retail. ➢ Franchising opportunities for local entrepreneurs. ➢ Improvement in the quality of employment. ➢ Stimulate infant industries and other supporting industries. manufacturing. ➢ The financial strength of foreign players would displace the unorganized players. ➢ Absence of proper regulatory guidelines would induce unfair trade practices like Predatory pricing.

➢ Thus it can be said that this investment boom could change the face of Indian retail by offering quality goods at lower prices to the consumers.6% CAGR for the next 4 years after the introduction of FDI in 2002 39 . 0 9 8 7 9 FDI in Years 3 2 1 7 1 7 6 2 5 0 8 9 8 5 4 3 1 retail 0 2 5 allowed 5 0  Retail sales grew @ 19. In addition to this. the presence of global retailers will further enhance exports from India as they would also source Indi ➢ goods for their international outlets in a big way leading to a remarkable increase in Indian exports.

Initial Bad image due to hiccups at launch or long speculation. targeting new and potential customers 3. Communication problems within the organization OPPORTUNITI 1. 2. This is because of the different perception of customers.SWOT ANALYSISFOR RETAIL SECTOR KEY SUCCESS FACTORS:      Price Schemes Customer Delight Availability of all types/brands Quality of products STRENGTHS: 1. Non enthusiastic staff at stores. the future. Price – Lowest. WEAKNESS: 1. Good Customer base and spreading word of mouth – Brand of 5. Schemes – innovative. Availability – availability of all items and maximum brands. The market itself which is growing at very fast rate. 4. 4. full value 2. Quality problems. 40 . 3.

THREATS: 1. Ansal Plaza. The competitors are placed very well in the market and their association with the customers.2. Omaxe and numerous other malls coming up in the city. The credit system provided by the Local stores. The expansion of the city at a fast pace and new centers like City Centre. Therefore it becomes difficult for the customer to switch 41 . 2.

However. the fads keep changing rapidly. apparel market place is now going through a paradigm shift moving towards increased product differentiation. and fashion merchandising business. economic influence. As.RETAIL APPAREL SECTOR 1. This makes competition in the apparel sector tougher. 42 . and demand of the various offerings. Forecasting the retail apparel market trends is 'a hard nut to crack' due to the drastic changes in fashion. Along with the market. societal influences. and customers becoming more diverse. What are the changing attitudes of apparel shoppers? What are the emerging retail trends? Global market for apparels has gone through a rapid transformation in the recent past. based on the retail. so has the end user's awareness. A few clear trends do emerge based on demographic shift. manufacturing. a few facts can be predicted to be the forthcoming trends in the retail apparel market. Introduction Global. and demanding. there is no appropriate road map for guaranteed success in the apparel market. and environmental concerns. and simultaneously the customer preferences.

Second example of Raymond. Aditya Birla Nuvo for example. has effected changes at the highest level.2. Bharti Wal-Mart is expected to open 10 to 15 wholesale locations in the next three years.80 million for the quarter ended September 30. These all report shows that the boom in India for apparel retailers is at very high level. India has been ranked as the most attractive nation for retail investment among 30 emerging markets by the US-based global management consulting firm. mark & pantaloons. A T Kearney in its 8th annual Global Retail Development Index (GRDI) 2009. and future group have earn a huge profit. Reliance retail. 2010 where as same was at Rs. India remains among the leaders in the 2010 GRDI and presents major retail opportunities. Many other companies have earned a huge profit.115-crores in revenue. Retail should continue to grow 43 .6. with 5 per cent of sales through organised retail. India's retail market is expected to be worth about US$ 410 billion. meaning that the opportunity in India remains immense. big players from Aditya Birla. Future Group owned Pantaloons has earned a net profit of 175. 438. This is because of structural changes business of these companies. Many companies planning to open their outlets in large number to capture the market as like Bharti retail is opening 59 stores in northern India. recorded a net profit of Rs.6 in march quarter against a loss of a 239 crores a year ago quarter on higher sales from the textile segment. Development of the Apparel Retail Sector The Indian’s apparels sector sees high growth.20 million for quarter ended September 30 2009. one of the largest players in the branded clothing space with Rs 1.

the report added. 1. These are designer clothes that incorporate Indian motifs. and are a fusion of western and Indian styles.1 Modern Retail Store With the advent of modern retail stores there has been a rapidly changed behavior of consumer. These indicate that there are excellent opportunities for the retail industries to expand their business. with 10 per cent coming from organised retail. The women who belong from upper class are adopting ethnic wears. These modern stores provide good facilities for their consumer as like service facilities. Westside. They spend their morning time for browsing the latest collection in stores. entertainment. as like Pantaloon has “Green Card” reward programme.rapidly—up to US$ 535 billion in 2013. there are many modern retail store as like Shoppers stop. Lifestyle has 44 . attractive merchandise display which attract to consumer for have a look and shop from these stores. In urban centre. and lifestyle carries only own private labels brands. demanding higher quality shopping environments and stronger brands. Pantaloon. ethnic fabrics. these stores have loyalty programme for their customers. reflecting a fast-growing middle class. Customer have loyalty towards stores rather than the brands. discount. Due to modern retail stores and growth of plastic cards. affluent urban Indian women are shopping like never before.

These stores keep their eyes open towards bollywood and the same trend and fashion of clothes to attract the customer. they carries some thing new in their store in for attract the customers.2 Departmental Store Departmental stores are still a fairly new retail store concept in India. and also keeps bollywood collections which is recent in trend and preferences of customers. These stores are mainly located in major urban and semi urban centers and along the rural area to capture more and more customers. They have large contribution total retail sales.“The Inner Circle” programme and Westside has “Club West” programme for the customers. mostly this is preference of consumer what they want. Due to discount customer expend more for shopping of apparels. This should be changed with the color and design of apparels as like Pantaloons fresh fashion. Departmental run promotion inside the store to motivate customer for buying purposes because of this there have been rapid growth in the sell of apparels 45 . 1. They concentrate on selling a new design of apparels with fashion at less prices in semi urban and rural areas. Modern retail store sure them self that once the one design of clothe sold should not be repeated again. This is new theory in retail sector of departmental stores to provide discount to customer. Time to time they provide discount to customer to increase their sales and clear old stock which is not in trend.

more income. awareness of new fashion and trend and new generation have been changed because of social changes and economical changes.2. They always seek something new and different than other. It includes small shop which is located in local market or in rural market and which unorganized. Film industries plays very crucial role to change the behavior and influencing some new trend.4 Future Scenario Apparels sector has been expanded very rapidly since last two years. utilization of human resources is less in traditional stores. The apparels manufacturer and exporter who earn 500 million every year by exporting their apparels to foreign countries. There won’t be more fashionable apparels and different design. 46 . Consumer shop from such stores because they get in less price and that shop close to there home which is very convenience for them. the reason behind is changes in standard of living of people. Such types of store provide apparels in more cheaper prices than a modern retail stores the reason behind is they purchase the product from local manufacturer and sell in the market. even customer can bargain over there.3 Traditional Store The traditional stores sub division of apparels retail stores. 2.

traditional stores such as local apparels and footpath shops. Indian. High profile international retailers and the global mass media have also played a hand in shaping consumer-buying behavior. especially in urban areas. Since then. In urban people don’t have time for shopping they ordered the product through internet or phone in store for the products. Income growth Departmental store chains are rapidly growing to meet the needs of more affluent consumers. consumers’ shopping and dressing lifestyles have changed drastically over the years.3. This has contributed to the development of a country's modern retail sector. Indian consumers. With rising affluence and education levels. prefers to shop in modern retail outlets. foreign retailers have been expanding rapidly in India. which are conveniently located in residential area. have a preference for new designed clothes and styles. who can afford and are willing to pay for the price of convenience. Consumer changing behavior India’s consumer lifestyle has been evolving and changing due to in part of rising income and education level. b. particularly those in the 20-40 age groups. India is becoming urbanized. 47 . attracting customers with their “one – stop” and “all under one roof” concepts. Driving Forces for the Changing Retail Apparels Sector a. Foreign owned hypermarkets and departmental stores are fast gaining popularity in India. which offer them one-stop shopping options. However.

4. There was an increase of 3. The people who belong from middle class or from low income even they shop from store which provides good quality of clothes to them. Many stores have international apparels which is very expensive than the in-house brand of the stores. Due to advance in technology retail stores are maintaining complete record about their sale of previous month and manage inventory level up to date. Quality Concern Together with improvement in education level and increase in income. Urbanization Increase in urbanization and population has increased the market density (thus increase in economies of scale of processing and retail units and decrease in transaction costs). and shifts in shopping habits towards good quality of the clothes. d.c. retailers with an annual turnover of at least the retail business in India are estimated to grow at 13% from $322 billion in 2006-07 to $590 48 .13 million people in the urban areas in 1991-2000. In 2003. Impacts on Traditional Outlets Independent apparels shop such as local shops and mini-markets for apparels gradually closed. Many would attribute this to the emergence of modern retailing with deparmental and hypermarkets. Indian are more aware of quality of product. e. still customer shop because of the quality of the product. Infrastructure and Advances in Technology The good infrastructure together with advances in technology in India has made the rapid rise of supermarkets in India possible.

the former produces cotton go through various intermediaries. The preliminary observation on this development suggests that invasion of MNCs into the apparel retailing sector has redefined the supply chain management. Impact on cotton Producers The differences between the hypermarkets marketing channel compares to the traditional one are as follows: (i) under the traditional system. 5. 49 . (iii) the transactions between the farmers and the apparels industries are normally done under contractual terms. This shows that sales of traditional retail stores will be less than modern retail stores. (ii) organized retailer are normally formalized in the form of contract and provide modern equipment and method to farmer for better production of cotton. till reaching consumer in final product gets high but it has been change because the companies who have their stores in the market they it self purchase the cotton from farmers and higher than intermediaries and produces by itself which cost very convenient for the manufacturer as well as consumers. There is no empirical study that has been carried to evaluate the economic impacts of such arrangement on the producer as well as on the marketing system in India. As like Wal-Mart directly purchase the raw materials from the farmers and providing to their retailers. It provides a new market outlet for the producers. (iv) producers or suppliers are subjected to rigorous quality standards as specified in the contracts.billion in 2011-12. The unorganized retail sector is expected to grow at about 10% per annum with sales expected to rise from $ 309 billion in 2006-07 to $ 496 billion in 2011-12.

stock pilling and brand switching the part of consumer which substantially reduces retailers. inventory carrying burden turn out to be high apparel retailer needs to understand critical role of sale promotions. Highlights the importance of sale promotions short term activities which includes trade or consumer to buy now rather than in future as the value of apparel after the season goes down. 50 . If an item sold from the store retailer ensures that there should not be repetition of the same. It gets replaced by the different design. Characteristics of Apparel retail sector As apparel retail is led by fashion. Attractive promotions includes purchase acceleration.7. Importance of store layout. decoration is very critical. a player need to keep a close watch on fashion industries as they are trend setters. financial and inventory risk and consumer’ financial and psychological risk. Seasonal variation on stocking pattern and need to inventory at the end of season should be understood by the apparel retailer. Category manager becomes very crucial function as transformation of design into production and delivery has to be completed before fashion or fad changes in the market. A person visiting to store frequently likes to see changes in store otherwise he may carry the impression that stocks are not moving out of the store. style and color. Role of bollywood in spreading fashion need to understand.

Technological obsolenscences. Need to improve working conditions of the people who are involved in this profession. ➢ Need to revamp consumer consciousness. Effect of historical government policies. Threats ➢ ➢ Competition in domestic market. Investing in Tred Forecasting to enable the growth of industry. Low per capita consumption in India Cost competitiveness. Weaknesses ➢ ➢ ➢ Fragmented Industry. Export target in apparels at USD 50 billion by 2010. Opportunities ➢ ➢ ➢ Indian company need to focus on product development. Increase use of CAD to develop designing capabilities.SWOT Analysis of Apparel sector Strength ➢ ➢ ➢ ➢ Post 2005. COMPANY PROFILE • INTRODUCTION • PRODUCT RANGE 51 . removal of quota restrictions to give a major boost.


a supermarket chain.com. touch and feel of Indian bazaar with aspects of modern retail like choice. a uniquely Indian hypermarket chain. Blue Sky. 170 Food Bazaar stores. A subsidiary company. blends the look. led by its format division. operates Home Town. among other formats.000 people. convenience and quality and Central. Top 10 and Star and Sitara. The company also operates an online portal. The company operates 120 Big Bazaar stores . As a focused entity driving the growth of the group’s value retail business. a large-format home solutions store. futurbazaar. a chain of fashion outlets. a chain of seamless destination malls. all. Big Bazaar. Future Value Retail Limited is a wholly owned subsidiary of Pantaloon Retail (India) Limited. 53 . the company operates over16 million square feet of retail space. has over 1000 stores across 73 cities in India and employs over 30. selling home furniture products and eZone focused on catering the consumer electronic segment. in over 70 cities across the country. Some of its other formats include Brand Factory.PANTALOONS (MUMBAI) INTRODUCTION Pantaloons Retail (India) Limited. Headquartered in Mumbai. The company’s leading formats includes Pantaloons. This entity has been created keeping in mind the growth and the current size of company value retail business. Future Value Retail Limited will continue to deliver more value to its customers. covering an operational retail space of over 6 million square feet. Home Solution Retail (India) Limited. is India’s leading retailer that operates multiple retail formats in both the value and lifestyle segment of the Indian consumer market. stakeholders and communities across the country and shape the growth of modern retail in India. food bazaar. Big Bazaar and Food Bazaar. supply partners.

2007 Future group crosses $1 billion turnover mark. 2001 Three Big Bazaar stores launched within a span of 22 days in Kolkata. Bangalore and Hyderabad. Future group acquires rural retail chain. Aadhar present in 65 rural locations. 2005 Group moves beyond retail. a business group catering to the entire Indian consumption space. MILESTONES 2008 Future Capital Holding s becomes the second group company to make a successful Initial public offering in the Indian capital market.5 billion in real estate. Set up India’s first real estate investment fund Kshitij to build a chain of shopping malls. acquires stake in the Galaxy entertainment. 2006 Future capital holdings. Indus League clothing and Planet Retail. private equity and retail infrastructure funds. 54 .Pantaloon Retail is the flagship company of Future Group. 2004 Central – India’s first seamless mall is launched in the Bangalore. 2002 Food Bazaar. Big Bazaar crosses the 100-store mark. making one of the fastest ever expansion of a hypermarket format anywhere in the world. Pantaloon retail wins the International retailer of the year at US based National Retail Federation convention in the New York and emerging retailer of the year award at the World Retail Congress held in Barcelona. the company’s financial is formed to manage over $1. Total operational retail space crosses 10 million square feet mark. the supermarket chain is launched.

India’s first formal trouser brand. Everywhere. Pantaloon in Kolkata. 1995 John Miller. The company starts the distribution of branded garments through multi-brand retail outlets across the nation. 1991 Launch of Bare. 1992 Initial Public Offer (IPO) was made in the month of May. 55 . Launch of Pantaloon trouser. Everytime for Every Indian Consumer in the most profitable manner. IT’S VISION. the Indian jeans brand. 1994 The Pantaloon shop – exclusive menswear store in franchisee format launched across the nation.1997 Company enters modern retail with the launch of the first 8000 square feet store. 1987 company incorporated as Manz Wear Private Limited.Formal shirt brand launched. MISSION AND CORE VALUES ARE: VISION Future Group shall deliver Everything.

humility and united determination shall be the driving force to make them successful. Leadership: to be a leader. CORE VALUE Indianness: confidence in ourselves. cost. creating retail realty. Organisation shall be efficient. both in thought and business. 56 . Organisation shall ensure that their positive attitude. Organisation will be the trendsetters in evolving delivery formats. making consumption affordable for all customer segments – for classes and for masses. Organisation shall infuse Indian brands with confidence and renewed ambition. sincerity.MISSION Organisation share the vision and belief that their customers and stakeholders shall be served only by creating and executing future scenarios in the consumption space leading to economic development.conscious and committed to quality in whatever we do.

business and action. Introspection: leading to purpose thinking. to meet new challenges. Adaptability: to be flexible and adaptable.Respect & Humility: to respect every individual and be humble in our conduct. through building trust and confidence in their customers by anticipating. employees and partners. knowledge and information. understanding and meeting in full. Simplicity & Positivity: simplicity and positivity in our thought. Organisation will attain this as a team with the full involvement of their suppliers. Flow: to respect and understand the universal laws of nature. Valuing and Nurturing Relationship: to build long term relationship. Group is to achieve customer satisfaction. customers' needs with a helpful attitude and supportive behaviour and providing them with consistent quality products and services. Openness: to be open and receptive to new ideas." MAIN MOTTO’S OF THE COMPANY “Rewrite the rules but retain the values” PANTALOON OPENS FIRST OUTLET IN KOLKATA Pantaloons fresh fashion retail is largest departmental store chain in India. At Pantaloon there are extensive range of products and 57 .

Fresh fashion is word used with the name of Pantaloons shows that. In 1997.000 employees. has always been to provide a pleasant and delightful shopping experience for customer. by which Pantaloons attracted customer. since Pantaloons opened their gates to the Indian consumer. WHAT PANTALOONS SELL They believe in presenting their customer with a unique experience that compliments shopping. by introducing the DEPARTMENTAL stores.' Shopping. the Pantaloons.durables. designed to satisfy all shopping needs. they have collection of new trend which is trend. An experience that can only be delivered through valuing customer time and making customer feel special. Malls and FACTORY outlets. As PANTALOONS fresh fashion has become modern pioneer the retail revolution in India. But their Endeavour. Today PANTALOONS has 1000 stores across 73 cities covering a retail trading area of 16 million square feet and employs 30. These are the values that we have internalized over the last 13 years to deliver what we call. 58 . their valued customer. Pantaloons fresh fashion attracts more to youth people by providing them with new trend garments with design. Pantaloons has become the attractive store for customer by providing the high quality of product and better services than the competitor.

200/ on new enrolment 59 . Pantaloons have large number of products such as footwear. what makes shopping at Pantaloons’ so special. giving customer the perfect reason to indulge in shopping buds at Pantaloons.Pantaloons has endless choice of apparels. sunglasses. Benefits 7 Star Discounts on 10% all Purchases 5 Star 7. women and children with attractive merchandising and pricing of product. these are a wide range of attractive product in stores. cosmetics. watches etc. PANTALOONS PRODUCT PROFILE INCLUDES THE FOLLOWING: ♦ Cosmetic product ♦ Sun-glasses ♦ Stationary for Kids ♦ Books & Magazines ♦ Office and Home Stationery ♦ Jewellery ♦ Apparel and Fashion Accessories LOYALTY PROGRAM Green Card is passport to a whole new world of exclusive benefits and privileges.5% 3 Star 5% 1 Star Gift Voucher ofRs. New design apparels for men. DVDs.

after enrolment customer gets Rs. Pantaloons provides additional discount of 5% to their member on every Friday. 60 . If any customer wants to be member of Pantaloons he/she has to pay Rs. 599 on private label brands.200 gift vouchers which can redeem on purchase of Rs.100 for enrolment.Upgrade Upgrade kit Upgrade kit 2 Upgrade kit 1 Welcome kit 1 enrolment Add-on card 2 to family members End of Yes season sale preview Green Channel Green Drop Green Exchange Green Service Desk Green offers Yes Yes Yes 90 days Yes Yes Yes Yes Yes Yes 60 days Yes Yes No 60 days Yes Yes No 30 days Yes Yes Yes Yes & Promotion Green Card is one type of discount card the customer.

Children apparels. 61 . Stationary. Women apparels. Books & Magazine and Cosmetics etc. soft product such as Men apparels.STORE BRAND Pantaloons to further its leading market position has developed its own brand. soft toys.

Spykar. fashion oriented of Pantaloons. Bare. Turtle. Rangmanch. Jealous. These all brands have good images on customers. HOW THE FOUR P’S SHOULD BE THERE FOR PANTALOONS TO OPERATE BETTER IN THE MARKET: PRICE EQUIVALENT TO THE MARKET 62 . Turtle. Honey. Jockey. Rig. Lombard. Celio. Ajile. Scullers. Enamour. There are trust towards of brand by customer because of quality. Biba. Tommy Hilfiger. And. 109F. JM Sport. Jockey. Ajile. Shapes. All.In Men apparels they have brands like John Miller. Rig. UMM. Aakriti. Triumph. Indigo Nations. F Factor.

➢ Strong supply chain mechanism.PROMOTION STRONG AND AGGRESSIVE PLACE EASILY ACCESSIBLE AND NEAR TO RESIDENTIAL AREAS PRODUCTS GOOD QUALITY These are the 4 P’s which has been explained as above. ➢ Maximum number of formats to cover most of the consumer classes. when it launches itself into the market and for the better and fast growth prospects of PANTALOONS (MUMBAI). 63 . SWOT Analysis Strength: ➢ Pantaloons Retail is the first retail chain with pan India presence.

➢ Trained customer relationship agents to guide customers. For example: certain colors have more influence in a particular region. ➢ Human Capital. ➢ Private label brands like John Miller. ➢ Understanding of fashionAfter studying Indian market excessively and then delivering the products. so merchandise would have more of those colors. Bare. ➢ Shopping experience is customized according to store formats. ➢ Unique Discounting/ Markdown – Special discount during independence and Republic days which attracts more number of customer than any other stores. higher customer footfalls and covering most type of formats. Opportunities: 64 . ➢ Store renovations of older stores not done.attracting the most talented pool from best business school across India. UMM etc consider as national brand and performing well. Weakness: ➢ Shrinkage rates are higher than industry norms. ➢ Merchandise and product focus not consistent and clear.➢ Higher bargaining power due to maximum number of stores. ➢ Low employees retention levels at shop floor level due to better pay package by competitors. Like Big Bazaar had Indian bazaar like appeal whereas Central which is into lifestyle segment gives altogether different experience. ➢ Green card loyalty program which ensure loyalty of customer and helps in maintaining cordial relationship.

Tesco. Organic cotton wear ➢ Stand alone store of other brands like Bare. the infrastructure sector in India is affected and hence the construction of few malls have been halted or slow down. Consumer spending on nonessential fashion items. Westside etc. ➢ Increase cost of raw material. ➢ Untapped segments such as ethnic wear. ➢ Foreign players like Carrefour.➢ Geographical expansion: Untapped market in the terms of tier II etc. garment etc have been reduced significantly. and tier III cities. UMM etc. ➢ Delay in store delivery – due to increased price and economic slowdown. ➢ More effective online shopping for garments. Walmart lined for their Indian operations. COMPETITOR PROFILE OF PANTALOONS 65 . ➢ Getting license agreement of smaller regional brands. Threats: ➢ Economy slowdown and scanty rainfall which has major impact on Indian Economy. power and transportation. Globus. ➢ Competitive rivalry in the industry Shoppers Stop. Lifestyle.

The Inner Circle is today recognized amongst the leading Loyalty Program in the country with a member base of over 1. to enjoy exclusive benefits and privileges such as reward points and exciting offers. Splash.2 billion Landmark Group (Dubai). Footwear. Bossini. Polynation food court. Awards ➢ ‘Most Respected Company in the Retail Sector’ by Business World – IMRB in 2003 and 2004. ➢ ‘ICICI – KSA Technopak Award for Retail Excellence’ in 2005 ➢ Lycra Images Fashion Awards for the ‘Most Admired Large Format Retailer of the Year’ in 2006. Each Lifestyle store brings together five concepts under one roof – Apparel. Lifestyle offers consumers not just the ease of shopping but also provides for an enjoyable shopping experience. Max Fashion. Home Centre by Lifestyle. It is a part of the prestigious USD 3. offering a convenient one-stop shop and a choice of over 350 national & international brands.1 million.LANDMARK GROUP Lifestyle International (P) Ltd. opened its first Lifestyle store in India in 1999 and in a little over a decade has come to be recognized amongst leading retail companies in the country. colorful and vibrant store. Gloria Jean’s Coffees & The Yellow Chilli chain of restaurant. Positioned as a trendy. ➢ ‘Reid and Taylor’ Retailer of the Year award for the year 2006 66 . LOYALTY PROGRAM The Inner Circle Landmark Group’s Loyalty program allows members. Household & Furniture and Health & Beauty. The card is accepted across all Landmark Group’s umbrella of brands in India including Lifestyle. Children Wear & Toys. young. SPAR hypermarket.

Pune. Chennai and Hyderabad with 11 stores. Chennai. Jaipur. accessories. Gurgaon. Hyderabad. Mangalore. Delhi. Shoppers Stop started in October 27. 1991 with its first store in Andheri. Mumbai. Noida. The company host of many international & domestic brands across various categories such as apparel. Bangalore. K Raheja Group Shoppers Stop Limited is a chain of retail stores in India. cosmetics. Bangalore. Lifestyle is rapidly expanding its footprint across the country with 22 stores. home & kitchenware as also its own private brands. From it 67 . Noida. It is currently present in Ahmedabad. Jalandhar.➢ Most Admired Retailer of the Year – Department Store’ from Images Retail in 2008 ➢ Most Admired Retailer of the year award in Home & Interiors Category for Home Centre by Lifestyle from Images Retail in 2009 Present across major metros in India. Mumbai. Mumbai. Pune and Kanpur. Home Centre by Lifestyle is present in Gurgaon.

➢ Retailer of the year. Shoppers Stop has become the highest benchmark for the Indian industry. services and above all. known for its superior quality products. The program offers its member to its members an opportunity to collect points and avail of innumerable special benefits. With the immense amount of expertise and credibility. ➢ ‘Best Visual Merchandising’ Award at the VMRD retail design award in 2009 ➢ ‘Prestigious Loyalty’ award for customer & brand loyalty in retail sector’ 2010 at the 3rd loyalty summit. Shoppers Stop has a database of over 2.5 lakh member who contribute to nearly 50 % of the total sales of Shoppers Stop.Fashion & Lifestyle at the Asia Retail Congress in 2009. Awards ➢ Most admired departmental stores chain at IRF 2010 award ceremony. Today. Company’s continuing expansion plans aim to help Shoppers’ Stop meet the challenges of the retail industry in an even better manner that it does today. LOYALTY PROGRAM First Citizen Shoppers stop’s customer loyalty program which is called First Citizen. Currently.inception. Shoppers Stop is a household name. shoppers stop has progressed from being a single brand shop to becoming a Fashion & Lifestyle store for the family. for providing a complete shopping experience. 68 .

TATA GROUP Westside stores have numerous departments to meet the varied shopping need of customers. ➢ ‘Most Admired Large Format Retailer’ award by Gini & Jony and the ‘Most Admired Partner’ by Gili.➢ Brand of the year for its STOP Ladies ethnic wear in 2008 & 2009. ➢ ‘The Most Admired Fashion Retail Destination of the Year’ in 2010. Footwear. These includes Menswear. Women’s wear. It was established in 1998 as part of TATA GROUP. Cosmetics. The company has already established 49 69 . and Gift. Perfumes and Handbags. Kid’s wear. Household accessories.

Lucknow. Loyalty Program: An assured return and exchanged policy reinforces customer in the chain. jaipur. Hyderabad. Surat. The 30. Kolkata. Gurgaon. Delhi. Awards: ➢ Asia Retail Congress 2008 ‘Retailer of the year’ ➢ ‘Private Label’ award. Vadodara. Kanpur.Westside departmental stores (measuring 15. Nagpur. Mangalore. home delivery of alterations. Mysore. Nashik. Mumbai. Chennai. Pune. special shopping hours on the first day of any discount sales event organized by chain. and Noida. Jabalpur.000 square feet each) in Ahmedabad. and best of all.000-30. Chandigarh. and Jammu. Another winning Westside idea is Club West. Raipur. a customer loyalty program launched in May 2001. Ludhiana. an honour bestowed by the Retail ➢ Image Retail Awards of 2009. The company hopes to expand rapidly with similar format store that offer a fine balance between style and price retailing. Indore. Ghaziabad. Bengaluru. 70 . Hubli.000 – plus customer gets rebates at restaurants and on holidays packages from Taj Group of Hotel.

Ghaziabad. Globus is part of Rajan Raheja group. 71 . The eighth store in Ghaziabad at Shipra Mall followed by the ninth. Mumbai. The company opened its first store in 1999 at Indore followed by the launch of its second store in Chennai. The flagship store in Mumbai was opened on 1st November 2001 followed by a swanky new outlet in New Delhi in South Extension. Globus has opened its 24th store in Nagpur and journey continues. tenth and eleventh in Kalaghoda.Globus Globus stores launched in January 1998. twelth store at Kanpur and thirteenth store in Ahemdabad & fourteenth store in Lucknow. Thane. As of May 2008. The sixth & seventh stores in Bangalore.

promotions and special shopping hours.Globus offers two different card categories. in addition to host of other privileges such as exclusive tie ups.Loyalty Program The Globus Privilege Club card. based on the concept instant gratification has ensured 100% card to benefit ratio. Member are immediately rewarded for the purchase at any of the Globus store. each with it own benefit 72 .

Customer Satisfaction 73 .

Situation and Shopper factors. The benefits of taking the customer’s response beyond satisfaction at this level by exceeding expectations. Why Organizations Focus on Customer Satisfaction 74 . The study would enable me to understand the impact of various factors that influence a consumer’s shopping behavior in a departmental store. not exceeded nor disappointed those expectations.INTRODUCTION Satisfaction is a consumer’s post-purchase evaluation of the overall service experience. It is an affective reaction in which the consumer’s needs.Store. These factors have been divided into three heads. There is a recurrent struggle for existence and survival in the wake of deep competition. is a competitive strategy many retailers aspire to achieve. It would also help in knowing the magnitude and direction of movement of these factors amongst each other. desires and expectations during the course of the service experience have been met or exceeded. Satisfaction in this sense could mean that a supermarket has just barely met the customer’s expectations. drastically changing customer attitudes and expectation levels.

It is a highly personal assessment that is greatly affected by customer expectations. Satisfaction also is based on the customer’s experience of both contact with the organization (the “moment of truth” as it is called in business literature) and personal outcomes. profits. market share and survival. 1) Occupation of the consumer.Businesses monitor customer satisfaction in order to determine how to increase their customer base. What is Customer Satisfaction? The definition of customer satisfaction has been widely debated as organizations increasingly attempt to measure it. exemplary businesses focus on the customer and his/her experience with the organization. revenue. Customer satisfaction can be experienced in a variety of situations and connected to both goods and services. Customer satisfaction in turn hinges on the quality and effects of their experiences and the goods or services they receive. customer loyalty. 75 . They work to make their customers happy and see customer satisfaction as the key to survival and profit. Although greater profit is the primary driver.

000 25 P. 30 76 . of Consumer 60 30 20 10 Interpretation:.m.5000 p. More than Rs.M. 60 15.Occupation consumer Business Service Housewife Others of the No. and 30 consumers are servicemen rests of consumers are housewife and others 2) Income group of consumer.The above graph shows that most consumers are belong to Business group. Income Group Less then Rs.000 & less than Rs.M. 10. 5000 & less than Rs. 15.000 P. No. 10. More than Rs.M.000 P. Of Consumer 5 More than Rs.

16% from fair. 20.33% customer knew about the pantaloons from print media. 4. Of Customer Print Media Exibation & fair Neighbor & Relative Local Cable network 70 5 30 15 Interpretation:According to above histogram 58.16% are from whose monthly income is less than 5000 Rs PM.Interpretation:From the above histogram it is the clear that the sample size made from 4.5% knew from local cable network.83% from more than 5000 but less than 10000 Rs. 77 . 25% from neighbor & relative & remaining 12. 25% customer from whose monthly income is more then 15000 3) Information source of Pantaloons Source of Information No. 50% customer from more than 10000 but less than 15000 Rs.

e to 30 W Of q 3 ee C u 60 M ti kl u e 25 Af on m y te st n thl e o cy r y in 2 m to a er Vi to w 3 si ee t M k on th Interpretation:. 25% weekly 20. 78 .83% after 2-3month & remaining 4.4) Frequency to visit to Pantaloons N Fr 5 2 o. major 50% consumer are visit to pantaloons store monthly.16% customers are visit to pantaloons store 2-3 time in a week.from the survey of 120 customers.

95.5) Purchasing product Every Visit From Pantaloons Response Yes No No of Customers 115 5 Interpretation:-most of the customer i.83% customers are purchase something every time when they visit to pantaloons.e. 79 .

Customers 90 5 25 of Interpretation:-from the survey of 120 customers.6) Knowledge of Various Product of Pantaloons Response Yes No Only few No. 80 . major chunk that is 75% consumer knew. 21% consumer knew about only few. & 4% consumer are not know about various product of pantaloons.

25% from mansurover branch.17% from 81 .there are 4 pantaloons mall situated in different area of Jaipur most of the consumer i.67% due to availability of every product under a roof & remaining.7) why you give preference to pantaloons Reason Good services Cost efficient Availability of product Easily available No of customer 50 40 20 10 Interpretation:-above chat 41.86% customer prefer pantaloons due to its good services.83% are prefer Pantaloons due to easily available of required product 8) From which Pantaloons mall you prefer to purchase mostly Location Milan Mall Phonix Mill R Mall Mega Mall No of customer 20 60 10 30 Interpretation:.37% due to cost efficient. 33. 16.e. 50% of the customer are purchase from gaurav tower branch. 8.

N R o. 58. es 70 B of p 30 G ett c o 15 A oo er u n 5 N ve d st se ot ra o sa ge m Interpretation:-from the survey most of the consumer i.e.5% think that employee provide avg.33% think tis er that employee provide better services.vaishali nagar branch remaining 8% are purchasing from adarsh nagar branch of sprncer.& 4.16% ct think that need to improvement in services. or y 10) Pantaloons give offer time-to-time YES/NOT (if YES than) in 9) Your thinking about the services provided by employees which offer you prefer to purchase? Offer Off on print price Buy one get one Lottery coupon offer Others No of customer 60 40 10 10 82 . service. 25% think employee provide fa good services.12.

e. 11) Price of product in Pantaloons are appropriate as compare to other retail store Response Yes No No of customer 118 2 Interpretation:.From the survey. 98. Most of the customers i.33%customers are think that price of product in Pantaloons are appropriate as compare to other retail mart. 33.50% consumer prefer to purchase from Pantaloons due to off on print price. 12) Say about the billing process of Pantaloons Response Attractive Good Average Need to improvement 83 No of customer 80 20 15 5 .33% due to lottery coupon offer.Interpretation:-From the survey.33% due to buy one get one free & 8.

FINDING It is the findings of survey that was done for the project that brings the whole core of the project.67% say that good.5% say that average and 4. ➢ When it comes to the CSR (customer sale representative) service most of customers of Pantaloons are much happy with their service quality. ➢ Most of people are aware of the Pantaloons. 84 .67% customers are say that billing process of pantaloons is attractive. ➢ According to customer perception the price of “apparels and hard products” the price is less than other competitor.16% say that need of improvement. 16. It is found in the survey that most of customers are suspect able to change their service provider given better deal in terms of “Price” and “Value added service”. ➢ Most of people like the private label product of Pantaloons that are due to quality and price of product is low in compare to market.Interpretation:-Above chart show that 66. 12.

There should be proper and continuous benchmarking. 5. 10. Delivery of Pantaloons products should be on time. 9. Proper inspection of all branches should be there. CSR should be more attentive so that they can solve more queries of customers and tell them about the offers and scheme of different products. PCM (price change master) should be update properly and system should show. Company should have to reduce price of some product etc. Call back to customer and tell them what we have done for their suggestion and compliant. 6. those have written their views/ compliant about the service. Packaging should be eco-friendly. Offer simple choice by memorandum weekly and informed by “e” and mobile [what in store and what is new]. Servicing should be improved. 85 . so the chances of price & quality higher than others will be reduce. 8. 2. 7. 3.SUGGESTION 1. 4.

000 P. A) Service Address: ………………………. 10.000 & less than Rs. 5000 P. b) Business c) Housewife Q.There should proper coordination between marketing and operation person the promos what they are giving.000 P.000 P. so there should be no confusion between customer and operation person. 15.2 How did you know about the product? a) Print Media c) Dealers & Suppliers b) Exhibition of Fair d) Local cable Network 86 . 1 income group a) b) c) d) Less than Rs. More than Rs. APPENDIX Questionnaire Customer Satisfaction at Pantaloons in Mumabai Name: ………………………… Age: ………………………… Occupation……………………. 5000 & less than Rs.: ……………………… Sex………………………. …. 15. 10. 12.Offering more attractive Promotional schemes. Tel. No.. Q.M..11. More than Rs.M.m. More than Rs.M.

9 what do you think about the services given by the employee? a) Better c) Average b) Good d) Not Satisfactory Q. 8 From which Pantaloons you prefer to Purchase mostly? a) Mega Mall c) Phonix Mill b) Milan Mall d) R Mall Q.Q. 4 Do you Purchase something every time? a) Yes b) No Q. 6 Which product you like most of Pantaloons? a) Cloths b) Cosmetics e) Footwear and Other c) Sports & Toys Q. 7 why do you prefer Pantaloons? a) Good Services b) Cost efficient c) Availability of every product under a roof d) Easily available Q. 10 Do the Pantaloons give various offer time to time? If yes/ then which type offer you prefer to purchase from Pantaloons? (Yes/No) 87 . 3 what is Your Frequency it visit to Pantaloons mall? a) 2-3 time in a week c) Monthly b) Weekly d) After 2-3 Month Q. 5 Do you know about various product of Pantaloons? a) Yes b) No Q.

13 what do want to say about the Billing Process of Pantaloons? a) Attractive c) Average b) Good d) Needs Improvement Q. 14 your suggestion ………………………………………………………………………………… ……… 88 .11 At the time of purchase if any product is not available you woulda) Wait for it b) Go for another branch of Pantaloons c) Purchase from other retail mall d) Go at local Market Q.12 Are price of product in Pantaloons are appropriate as compare to other Retail Mart? a) Yes b) No Q.a) Off on Print Price b) Buy one get one free c) Lottery Coupon offers d) Others Q.

Some customer is not satisfied with the price of products. 89 . Thus this study provides the overall view of consumer about PANTALOONS product. employees have be friendly with customer. Everyone likes to shop here. Pantaloons provide apparels which are in the trend with affordable prices. Pantaloons make good brand name among this market. Pantaloons has very good appearing shop. are here. After having tough competition in retail market Pantaloons product range and display of the products is much better as compare to other retail store and if they want to catch more customers then they have to work on promotion activities and they have to provide training to employees. In the Retail market Pantaloons has better image in consumers mind.CONCLUSION The research has done on the study of view of consumers about Pantaloons product. In the Indian retail market many players like Globus. Lifestyle. Westside. Customers are very interested to come in Pantaloons due to its good service and new design apparels collections.

slideshare.com www.R.net www.scibd.BIBLIOGRAPHY Books Marketing management Research methodology Magazine & News Paper Business World Economic Times Website www.Fibre2fashion. 90 .net Author Philip Kotler Kothari C.

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