A

PROJECT REPORT

ON

“Sales And Distribution [B2B/B2C]”

AT

SUBMITTED TOWARDS PARTIAL FULLFILMENT OF THE REQUIREMENTS

FOR THE DEGREE OF “BACHELOR OF BUSINESS ADMINISTRATION {BBA}”
OF

UNDER THE GUIDANCE OF

Mr. SHADAB AHMED {Academic Mentor}

SUBMITTED BY:

SHAKIR RAHMAN
ROLL NO : 18BC8670115
SESSION : 2018-2021
 CERTIFICATE OF AUTHENCITY

This is to certify that Shakir Rahman bearing the Roll

No. 18BC8670115, Session: 2018-2021 has successfully
Completed the project on “[SALES AND DISTRIBUTION
[B2B/B2C]” under the guidance of Shadab Ahmed the
project report is submitted to the Doranda College,Ranchi
in partial fulfillment of the requirements for award degree
of Bachelor Of Business Administration {BBA}.

PROJECT GUIDE HOD

INTERNAL EXAMINER EXTERNAL EXAMINER

CERTIFICATE OF RECOMMENDATION
CERTIF ICATE OF JOB TRAINING
 DECLARATION
I Shakir Rahman, a student of BBA, Roll no- 18BC8670115,
Session: 2018-2021 hereby declare that the project report entitled.
“SALES & DISTRIBUTION [B2B/B2C]”is a record of independent.
research work submitted by me to DORANDA COLLEGE,
RANCHI, for
developing the real time experience as well as award the degree of
Bachelor of Business Administration and has been carried out during
The period of my study at DORANDA COLLEGE, RANCHI, Under
the guidance of Mr. Shadab Ahmed Department of BBA.

SHAKIR RAHMAN
ROLL NO : 18BC8670115
SESSION : 2018-2021
 ACKNOWLEDGEMENT

At the beginning I am very much grateful to almighty Allah for giving me strength and
opportunity and sound mind to complete the internship report. I want to bid my
heartiest thanks to my Academic Mentor Mr. Shadab Ahmed whose valuable guidance
has been the ones that helped me patch this project and make it full proof success. His
suggestion and his instructions have served as the major contributor towards the completion
of the project.

I would like to express my special thanks to Mr. JaiKishan [Human resource Manager]
of BIG BAZAAR.

.I express our prfound thanks to my College & Coordinator Mr. Suman Chaubey without
their support completion of this project would be practically impossible.

I gives me great pleasure to acknowledge my indebtedness to my family members for their

Substantial moral support and encouragement in my studies.

I would like to extend my sincere thanks to My friends and also my classmates for their
Support in the completion of the work.

DATE : SHAKIR RAHMAN

01/06/2021 [ BBA ]
 PREFACE
INTERNSHIP is business organization in fuse among student a sense of
critical analysis of the real managerial situation to which they are exposed.

This gives them an opportunity to apply their conceptual theoretical and

imaginative skills in a real-life situation and to evaluate the results there of
.

BIG BAZAAR the name renowned name in retail, Big Bazaar is now a brand
image.
n private retail sector while my 45 days project I was at Big Bazaar to find
potential of BIG BAZAAR on the presence of other retail stores.

Practical training through experts of BIG BAZAAR gave me actual input to

fulfill my real aim.

This report is the written account of what I learnt experienced during my

training I wish I was going through it will not only find it real but also get
useful information.
 TABLE OF CONTENT
S.NO. CONTENT/TOPIC PAGE NO.
01. CERTIFICATE OF AUTHENCITY 02
02. CERTIFICATE OF RECOMMENDATION 03
03. CERTIFICATE OF JOB TRAINING 04
04. DECLARATION 05
05. ACKNOWLEDGEMENT 06
06. PREFACE 07
07. INDEX/CONTENT 08
08. OBJECTIVE OF THE PROJECT 09
09. SCOPE OF THE PROJECT 10
10. INTERNSHIP STARTS FROM AND END ON 11-14
11. COMPANY PROFILE 15-31
12. SWOT ANALYSIS 32-33
13. CHRONOLOGY OF ACHIEVEMENTS 34-36
14. HISTORY OF BIG BAZAAR 37-38
15. DATA ANALYSIS 39-41
16. SALES AND DISTRIBUTION [B2B/B2C] 42-66
17. FINDINGS & CONCLUSION 67-70
18. SUGGESTION 71
19. BIBLIOGRAPHY 72
20. QUESTIONNAIRE 73-79
 OBJECTIVE OF THE PROJECT

• To understand the organization structure or hierarchy

of the company.
• To understand the working of the various
departments.
• To enable us to gain an insight into the corporate
world.
• Understand the various responsibilities and duties
carried out by each department.
• Understand how big bazaar do B2B and B2C.
• To know about the expectations of the customers
regarding any improvements in a particular area in
Big Bazaar.
• To identify the customer satisfaction level among the
customers
• related to the product supplied by the Big Bazaar.
 SCOPE OF THE PROJECT

• The report is the based on the study conducted at

big bazaar{RANCHI}.

• It aims at understanding the company‘s

establishment , organization structure , department,
techniques, marketing strategies and the
advantages it is having over the competitors.

• An attempt is made to analyze the company

performance in comparison to the theoretical
aspect Big Bazaar Marketing Mix.

• It aims to understand the skill of the company in

the area like Technological advancement,
competition and the management.
INTERNSHIP STARTS FROM 03/04/21
INTERNSHIP ENDS ON 18/05/21
COMPANY PROFILE
• BIG BAZAAR is India s leading retailer that operates
multiple retail formats in both the value and lifestyle
segment of the Indian consumer market.

• The company s leading formats include Pantaloons, a

chain of fashion outlets, Big Bazaar, a uniquely Indian
hypermarket chain, Food Bazaar, a supermarket chain,
blends the look, touch and feel of Indian bazaars with
aspects of modern retail like choice, convenience and
quality and Central, a chain of seamless destination
malls.

• Some of its other formats include Depot, Shoe Factory,

Brand Factory, Blue Sky, and Fashion Station. The
company also operates an online portal,
futurebazaar.com.

• As customer s tastes and preferences are changing, the

market scenario is also changing from time to time. It is
the changing tastes and preference of customer which
has bought in a change in the market. New generation
people are no more dependent on haat market and far off
departmental stores.
 • Today we can see a new era in market with the opening
up of many departmental stores, hyper market, shoppers
stop, malls, branded retail outlets and specialty stores. .
My study is based on a survey done on customers of a
hypermarket named big bazaar.

• My study is on determining the customers buying

behavior of customers in big bazaar and the satisfaction
level of customers in big bazaar

• Big Bazaar is a chain of Hypermarkets in India, with

more than 110 stores in operation. It is a subsidiary of
future group of venturer Ltd. and follows the business
model of US-based Wal-Mart. Facilities offered by Big
Bazaar Online shopping:
• Big Bazaar has an official website, FutureBazaar.com,
which is one of the most favorite sites among people of
India for online shopping.
• Future Bazaar is an online business venture of Future
Group, which sells an assortment of products such as
fashion, which includes merchandise for men and
women, mobile accessories, mobile.
 GROUP VISION

“To Deliver Everything, Everywhere, Every time, to Every

Indian Customer in the most profitable manner.” One of the
core values at Future Group is, ‘India ness’ and its corporate
credo is – “Rewrite rules, Retain values.” Mission: We share
the vision and belief that our customers and stakeholders shall
be served only by creating and executing future scenarios in the
consumption space leading to economic development.

GROUP MISSION
We share the vision that our customers and stakeholders
are best served by creating and executing future scenarios
in the consumption space leading to economic
development. We will be the trendsetters in evolving
consumer brands and delivery formats and by making
consumption affordable for all customer segments.
 FUTURE GROUP
Future Group is an Indian conglomerate, founded by Kishore
Biyani and headquartered in Mumbai, Maharashtra, India. The
company is known for having a significant prominence in
Indian retail and fashion sectors, with popular supermarket
chains like Big Bazaar and Food Bazaar, lifestyle stores like
Brand Factory, Central, etc. The group also has a notable
presence in integrated foods and FMCG manufacturing sectors.
Future Retail Limited and Future Lifestyle Fashions Limited,
two operating companies of Future Group, are among the top
retail companies listed in BSE with respect to assets, and in
National Stock Exchange of India to market capitalisation.

Future Group is a corporate group and nearly all of its

businesses are managed through its various operating
companies based on the target sectors. For example, retail
supermarket/hypermarket chains Big Bazaar, FBB, Food
Bazaar, Food Hall, Hometown, etc. are operated by its retail
division, Future Retail Limited, while its fashion and clothing
outlets Brand Factory, Central, and Planet Sports are operated
via another of its subsidiaries, Future Lifestyle Fashions
Limited.[5] Furniture is retailed through Hometown stores in
major cities and online. With these many fashion outlets and
supermarkets, the group also promotes its fashion and sports
brands like Indigo Nation, Spalding, Lombard, Bare, etc., and
FMCGs like Tasty Treat, Fresh & Pure, Clean Mate, Ektaa,
Premium Harvest, Sach, etc.[Primary 1] It also has operating
companies to cater specifically to internal financial matters and
consulting within its group of companies
.
 BOARD OF DIRECTORS

1. MANAGING DIRECTOR

➢ Mr. KISHOR BIYANI

2. WHOLESALE DIRECTOR

➢ Mr GOPIKISHAN BIYANI
➢ Mr RAKESH BIYANI

3. DIRECTOR
➢ Mr. SHAILESH HARIBHAKTI
➢ Mr S DONESWAMI
➢ Mr DARLIC KOSHY
➢ Mr ANIL HARISH
 Big Bazaar Marketing Mix

Marketing Mix of Big Bazaar analyses the

brand/company which covers 4Ps (Product, Price,
Place, Promotion) and explains the Big Bazaar
marketing strategy. There are several marketing
strategies like product/service innovation,
marketing investment, customer experience etc.
which have helped the brand grow.

Marketing strategy helps companies achieve

business goals & objectives, and marketing mix
(4Ps) is the widely used framework to define the
strategies. This article elaborates the product,
pricing, advertising & distribution strategies used
by Big Bazaar.
 Big Bazaar Place & Distribution Strategy:

Big Bazaar’s strategy of correctly identifying areas which have

high potential development and growing purchasing power and
invests in real estate for the opening of their retail stores. These
are usually areas high in population and traffic movement.
Their Express format has an area of roughly 15-18000 square
feet, their hypermarkets usually have an area of 40-45000
square feet while the super centres have upto 1 lakh square
feet. Big Bazaar currently have 100+ stores spread across 34
cities
Big Bazaar Place & Advertising Strategy:

Big Bazaar is known for promoting its products in very catchy,

easy to remember ways using memorable punchlines. For
below the line promotion, they offer discounts and coupons
along with money back guarantees and several exchange
offers. For Above the line promotion Big Bazaar run
advertising campaigns on television and radio while also
publishing print ads in newspapers and magazines, besides
online promotion. Hence the promotional strategy in the
marketing mix of Big Bazaar is mostly a 360 branding
technique.
 Big Bazaar Product Strategy:

The product strategy and mix in Big Bazaar marketing strategy

can be explained as follows:

The product in the marketing mix of Big Bazaar can be

classified into the following categories – Apparels, Food, Farm
Produce, Home and Personal Care and Chill Station. Apparels
usually comprise denims and T shirts, fabrics and cut pieces,
casual clothing, party clothing, ethnics wear, accessories, under
garments, dress materials, sarees and the likes. Big Bazaar
offers food which comprises ready to eats, ready to cook
packages, spices, chilled drinks, tea and coffee etc. Farm
products include vegetables, fruits, dairy products and
imported fruits/vegetables and luxury fruits. Chill stations are
at Big Bazaar offering soft drinks, packages juices, milk and
milk products, frozen foods and ice creams. Home and
personal care include detergents, soaps, creams, deodorants,
plastic products and crockery. Other than these Big Bazaar also
offers Electronics, Fashion and Jewellery items and Kids and
Child products.
 Big Bazaar Price/Pricing Strategy:

Big Bazaar has always endeavoured to strike a good balance

between profitability and value pricing of its products.
Since major target audiences for Big Bazaar comprises middle class
homemakers, value for money and competitive pricing is the strategy
adopted. This in conjunction with multiple offers, sales, special
discounts, season offs etc make purchasing from Big Bazaar
lucrative. Besides this Big Bazaar also offers certain goods at low
interest rates and uses psychological model of pricing as well as
differential and bundling price strategies. Hence, the pricing strategy
in the marketing mix of Big Bazaar is not solely dependent upon
competition and regulatory authorities.
Since this is a service marketing brand, here are
the other three Ps to make it the 7Ps marketing
mix of Big Bazaar.

People:
Very well trained and knowledgeable staff assists people in
purchasing the right things which Big bazaar has in spades
(roughly 10,000 employees). The people strategy in the
marketing of Big Bazaar is primarily having the right people
trained in the right way to serve the customers. The uniform
and overall grooming, smartness of their employees helps
achieve a professional outlook implying that they mean
business and are serious about the choices that their customers
make through assists. Baggage counters and security guards
also help check foul play and ensure safety.
Process:
From the free delivery of goods purchased for over Rs 1000 to
streamlining of the cash counter processes through
technological application and more efficient queueing systems
in place, Big Bazaar realizes the importance processes play in
the sale of merchandize and understands the implications this
has on customer retention and satisfaction.
Physical Evidence:

Big Bazaar prominently displays tags/name slips and

readouts for all its products and merchandize. This
helps in better search and navigation and reduces
buyer purchase time, thereby generating more profits.
The stocking of goods is done systematically and in
proper stacks so as to make them visually appealing.
Thus, all this provides an overview on the marketing
mix of Big Bazaar.
 Departments with their Products
1)Men’s Department

2.Womens Department
3. FURNITURE DEPARTMENT

4. HOME APPLIANCES
5. TOYS SECTION

6. COSMETICS SECTION
7. HOUSEWARWE SECTION

8. SPORTING GOODS SECTION

 SWOT ANALYSIS

STRENGTH
1 High brand equity enjoyed by Big Bazaar
2. Available facilities such as online booking and
delivery of goods.
3. Everyday low prices, which attract customers.
4. A vast variety of stuff available under one roof.
5. It offers a family shopping experience, where
entire family can visit together.

WEAKNESS
1. Overcrowded during offers.
2. Long queue at billing counters which are time
consuming
3.A no of branded products are still missing from
Big Bazaar’s line of products.
OPPURTUNITY

• Population of country is growing where the

scope of market is kept on increasing for
retail sector.
• More people these days prefer to visit big stores
where they can find large variety under one roof
• Organized retail presently nearly 5% in
India. So it acts as a great opportunities to
the organization for its growth.
• Increasing mall culture in India.

THREAT

• Competition from organized retail players

which are in market and are emerging.
• Competition from Local retailers.
 CHRONOLOGY OF ACHIEVEMENTS

2001

• Three Big Bazaar stores launched within a span of

22 days in Kolkata, Bangalore and Hyderabad.

2002

• Big Bazaar - ICICI Bank Card is launched.

• Food Bazaar becomes part of Big Bazaar with the
launch of the first store in Mumbai at High Street
Phoenix
2005

• Launches a unique shopping program: The Big

Bazaar Exchange Offer, inviting
customers to exchange household junk at Big
Bazaar

2007

• The 50th Big Bazaar store is launched in Kanpur.

• Big Bazaar partners with Futurebazaar.com to
launch India's most popular shopping portal.
2008

• Big Bazaar becomes the fastest growing

hypermarket format in the world with the
launch of its 101st store within 7 years of launch

2010

• Big Bazaar connects over 30,000 small and

medium Indian manufacturers and
entrepreneurs with around 200 million customers
visiting its stores.
 HISTORY OF BIG BAZAAR

Big Bazaar was launched on September, 2001 with

the opening of its first four stores in
Calcutta, Indore, Bangalore and Hyderabad in 22
days. Within a span of ten years, there are
now 161 Big Bazaar stores in 90 cities and towns
across India. Big Bazaar was started by
Kishore Biyani, the group CEO and Managing
Director of pantaloons Retail India. Though
Big Bazaar 0was launched purely as a fashion format
including apparel, cosmetics, accessory
and general merchandise, over the years Big Bazaar
has included a wide range of products
and service offering under their retail chain. The
current formats include Big Bazaar, Food
Bazaar, Electronic Bazaar and Furniture Bazaar. The
inspiration behind this entire retail
format was from Caravan stores, local stores in T.
Nagar, Chennai the stores are customized
to provide the feel of mantis and meals while offering
the modern retail features like Quality,
choice and convenience. As the modern Indian
family’s favorite retail stores, Big Bazaar is
popularly known as the “Indian Wal-Mart”.
On successful completion of ten years UN India retail
industry, in 2011, Big Bazaar has come
up a new logo with a new tag line: ‘Naye India ka
Bazaar’, replacing the earlier one: ‘Isse Sasta
Aur Accha Kahin Nahin’.
 DATA ANALYSIS OF BIG BAZAAR

1. DATA ANALYSIS ON BULK PURCHASE

2. DATA ANALYSIS ON GOOD SERVICES
3. DATA ANALYSIS ON VISIT TO BIG BAZAAR
SALES AND DISTRIBUTION B2B/B2C

• Sales and Distribution means customer services, handling

of returns, order processing, warehousing, shipping,
serialization compliance, invoicing, booking of sales,
distribution and collection of receivables, in each case, with
respect to the sale and distribution of Product.
• Basic emphasis on implementation of Materials
Management, Logistics, Procurement, Finance, Sales and
Distribution as a start.
 • We have complete discretion in determining whether to
accept your application, taking particular note of whether
your application demonstrates that you are capable of
providing the successful delivery of Services and
organizing Sales and Distribution according to our
technical and commercial requirements.

Sales
Sales refers to the exchange of goods/ commodities against
money or service. It is the only revenue generating function in
an organization. It has formed an important part in business
throughout history. Even prior to the introduction of money,
people used to exchange goods in order to fulfill the needs,
which is known as the barter system.

Conditions of Sales
• There are two parties involved in the transaction, the
seller and the buyer.
 • The seller is the provider of goods or services and the
buyer is the purchaser in exchange of money.

The seller of goods has to transfer the title of ownership of the

item to the buyer upon an agreed price. A person who sells
goods or services on behalf of the seller is known as the
salesman/woman.

A sale is a transaction between two or more parties in which

the buyer receives tangible or intangible goods, services, or
assets in exchange for money. ... Regardless of the context, a
sale is essentially a contract between the buyer and the seller of
the particular good or service in question.
SALES STRATEGY
A sales strategy is defined as a documented plan for
positioning and selling your product or service to qualified
buyers in a way that differentiates your solution from your
competitors.

Sales strategies are meant to provide clear objectives and

guidance to your sales organization. They typically include key
information like growth goals, KPIs, buyer personas, sales
processes, team structure, competitive analysis, product
positioning, and specific selling methodologies.

Most of these guidelines are helpful for communicating goals

and keeping your sales reps on the same page. Where most
sales strategies fall short, however, is that they’re too focused
on the internal workings of your organization. The actual skills
needed to have winning conversations with buyers—along with
the messages reps need to be successful—are merely an
afterthought.

When you boil it down, the goal of every sales strategy is to

make sure your salespeople hit their quota, right? And it’s the
messaging element—what salespeople say, do, and write in
order to create perceived value—that wins or loses the deal.

To truly be effective, your organization’s sales strategy needs

to focus on customer conversations. These skillfully delivered
conversations are what creates a distinctive purchase
experience, demonstrates value for your buyers, and separates
your company from the competition.

DISTRIBUTION
Distribution is the process of making a product or service
available for use or consumption to the end consumer or
business.

Distribution is one of the four elements of the marketing mix.

Distribution is the process of making a product or service
available for the consumer or business user who needs it. This
can be done directly by the producer or service provider or
using indirect channels with distributors or intermediaries. The
other three elements of the marketing mix are product, pricing,
and promotion.

Decisions about distribution need to be taken in line with a

company's overall strategic vision and mission. Developing a
coherent distribution plan is a central component of strategic
planning. At the strategic level, there are three broad
approaches to distribution, namely mass, selective and
exclusive distribution. The number and type of intermediaries
selected largely depend on the strategic approach. The overall
distribution channel should add value to the consumer.

is fundamentally concerned with ensuring that products reach

target customers in the most direct and cost-efficient manner.
In the case of services, distribution is principally concerned
with access.[1] Although distribution, as a concept, is relatively
simple, in practice distribution management may involve a
diverse range of activities and disciplines including detailed
logistics, transportation, warehousing, storage, inventory
management as well as channel management including
selection of channel members and rewarding distributors.[2]
SS
Distribution is the process of making a product
or service available for the consumer or
business user who needs it.
Distribution strategies

Prior to designing a distribution system, the planner needs to

determine what the distribution channel is to achieve in broad
terms. The overall approach to distributing products or services
depends on a number of factors including the type of product,
especially perishability; the market served; the geographic
scope of operations and the firm's overall mission and vision.
The process of setting out a broad statement of the aims and
objectives of a distribution channel is a strategic level decision.

In an intensive distribution approach, the marketer relies on

chain stores to reach broad markets in a cost efficient manner.
Strategically, there are three approaches to distribution:[3]

Mass distribution (also known as an intensive distribution):

When products are destined for a mass market, the marketer
will seek out intermediaries that appeal to a broad market base.
For example, snack foods and drinks are sold via a wide variety
of outlets including supermarkets, convenience stores, vending
machines, cafeterias and others. The choice of distribution
outlet is skewed towards those that can deliver mass markets in
a cost efficient manner.
Selective distribution: A manufacturer may choose to restrict
the number of outlets handling a product. For example, a
manufacturer of premium electrical goods may choose to deal
with department stores and independent outlets that can
provide added value service level required to support the
product. Dr Scholl orthopedic sandals, for example, only sell
their product through pharmacies because this type of
intermediary supports the desired therapeutic positioning of the
product. Some of the prestige brands of cosmetics and
skincare, such as Estee Lauder, Jurlique and Clinique, insist
that sales staff are trained to use the product range. The
manufacturer will only allow trained clinicians to sell their
products.
Exclusive distribution: In an exclusive distribution approach, a
manufacturer chooses to deal with one intermediary or one
type of intermediary. The advantage of an exclusive approach
is that the manufacturer retains greater control over the
distribution process. In exclusive arrangements, the distributor
is expected to work closely with the manufacturer and add
value to the product through service level, after sales care or
client support services. Another definition of exclusive
arrangement is an agreement between a supplier and a retailer
granting the retailer exclusive rights within a specific
geographic area to carry the supplier's product.[4]
 BUSINESS TO BUSINESS [B2B]

Business-to-business (B2B), also called B-to-B, is a form of

transaction between businesses, such as one involving a
manufacturer and wholesaler, or a wholesaler and a retailer.
Business-to-business refers to business that is conducted
between companies, rather than between a company and
individual consumer.
 • Business-to-business (B2B) is a transaction or business
conducted between one business and another, such as a
wholesaler and retailer.
• B2B transactions tend to happen in the supply chain,
where one company will purchase raw materials from
another to be used in the manufacturing process.
• B2B transactions are also commonplace for auto industry
companies, as well as property management,
housekeeping, and industrial cleanup companies.
• Meanwhile, business-to-consumer transactions (B2C) are
those made between a company and individual consumers.

Understanding Business-to-Business
[B2B]

business-to-business transactions are common in a typical

supply chain, as companies purchase components and products
such as other raw materials for use in the manufacturing
processes. Finished products can then be sold to individuals via
business-to-consumer transactions.
In the context of communication, business-to-business refers to
methods by which employees from different companies can
connect with one another, such as through social media. This
type of communication between the employees of two or more
companies is called B2B communication.

B2B E-Commerce

Late in 2018, Forrester said the B2B e-commerce market

topped $1.134 trillion—above the $954 billion it had projected
for 2018 in a forecast released in 2017. That's roughly 12% of
the total $9 trillion in total US B2B sales for the year. They
expect this percentage to climb to 17% by 2023. The internet
provides a robust environment in which businesses can find out
about products and services and lay the groundwork for future
business-to-business transactions.

Company websites allow interested parties to learn about a

business's products and services and initiate contact. Online
product and supply exchange websites allow businesses to
search for products and services and initiate procurement
through e-procurement interfaces. Specialized online
directories providing information about particular industries,
companies and the products and services they provide also
facilitate B2B transactions.
Special Considerations
Business-to-business transactions require planning to be
successful. Such transactions rely on a company’s account
management personnel to establish business client
relationships. Business-to-business relationships must also be
nurtured, typically through professional interactions prior to
sales, for successful transactions to take place.

Traditional marketing practices also help businesses connect

with business clients. Trade publications aid in this effort,
offering businesses opportunities to advertise in print and
online. A business’s presence at conferences and trade shows
also builds awareness of the products and services it provides
to other businesses.
 Example of Business-to-Business
(B2B)

• Business-to-business transactions and large corporate

accounts are commonplace for firms in manufacturing.
Samsung, for example, is one of Apple's largest suppliers
in the production of the iPhone. Apple also holds B2B
relationships with firms like Intel, Panasonic and
semiconductor producer Micron Technology.

• B2B transactions are also the backbone of the automobile

industry. Many vehicle components are manufactured
independently, and auto manufacturers purchase these
parts to assemble automobiles. Tires, batteries,
electronics, hoses and door locks, for example, are usually
manufactured by various companies and sold directly to
automobile manufacturers.
• Service providers also engage in B2B transactions.
Companies specializing in property management,
housekeeping, and industrial cleanup, for example, often
Sell these services exclusively to other businesses,rather
than individual consumers.
 Business-to-Consumer (B2C)

• The term business-to-consumer (B2C) refers to the process

of selling products and services directly between a business
and consumers who are the end-users of its products or
services. Most companies that sell directly to consumers
can be referred to as B2C companies.

• B2C became immensely popular during the dotcom boom

of the late 1990s when it was mainly used to refer to online
retailers who sold products and services to consumers
through the Internet.

• As a business model, business-to-consumer differs

significantly from the business-to-business model, which
refers to commerce between two or more businesses.
• B2C, or business to consumer, is the type of commerce
transaction in which businesses sell products or services to
consumers.
• In the B2C markets, consumer behavior is the primary
driver.
• When you understand what customers want and how to
motivate them to make a purchase, you'll have success.
That drive is what built the B2C sector, but that means it's
also one of the major challenges for any business entity
working in B2C.
 • Business-to-consumer refers to the process of businesses
selling products and services directly to consumers, with no
middleperson.
• B2C is typically used to refer to online retailers who sell
products and services to consumers through the Internet.
• Online B2C became a threat to traditional retailers, who
profited from adding a markup to the price.
• However, companies like Amazon, eBay, and Priceline
have thrived, ultimately becoming industry disruptors.

Understanding Business-to-Consumer

• Business-to-consumer (B2C) is among the most popular

and widely known of sales models. The idea of B2C was
first utilized by Michael Aldrich in 1979, who used
television as the primary medium to reach out to
consumers.
 • B2C traditionally referred to mall shopping, eating out at
restaurants, pay-per-view movies, and infomercials.
However, the rise of the Internet created a whole new B2C
business channel in the form of e-commerce, or selling
goods and services over the Internet.
• Although many B2C companies fell victim to the
subsequent dot-com bust as investor interest in the sector
dwindled and venture capital funding dried up, B2C leaders
such as Amazon and Priceline survived the shakeout and
have since seen great success.
• Any business that relies on B2C sales must maintain good
relations with their customers to ensure they return. Unlike
business-to-business (B2B), whose marketing campaigns
are geared to demonstrate the value of a product or service,
companies that rely on B2C must elicit an emotional
response to their marketing in their customers.
Volume
 B2C in the Digital World

There are typically five types of online B2C business models

that most companies use online to target consumers.

1. Direct sellers. This is the most common model, in which

people buy goods from online retailers. These may include
manufacturers or small businesses, or simply online versions of
department stores that sell products from different
manufacturers.

2. Online intermediaries. These are liaisons or go-betweens

who don’t actually own products or services that put buyers
and sellers together. Sites like Expedia, Trivago, and Etsy fall
into this category.

3. Advertising-based B2C. This model uses free content to get

visitors to a website. Those visitors, in turn, come across digital
or online ads. Basically, large volumes of web traffic are used
to sell advertising, which sells goods and services
4. Community-based. Sites like Facebook, which builds
online communities based on shared interests, help marketers
and advertisers promote their products directly to consumers.
Websites will target ads based on users’ demographics and
geographical location.

5. Fee-based. Direct-to-consumer sites like Netflix charge a

fee so consumers can access their content. The site may also
offer free, but limited, content while charging for most of it.
The New York Times and other large newspapers often use a
fee-based B2C business model.
DIFFERENCE BETWEEN B2B &B2C
 HOW BIG BAZAAR DO B2B?
• First we will say that Big Bazaar is L.F.R [Large Format
Retail].
• Big Bazaar will directly approach to brand and ask for a
huge amount of product and Big Bazar will ask for a less
price to the brand , as Big Bazaar is purchasing the product
in huge amount definitely the brand would not have any
problem in reducing the rate.
• After this Big Bazaar will sell out the stock to the end user
which is the part of B2C.
• The first thing Big Bazaar do is to take the product direct
from the company to the inventory.
• For Example- BIG BAZAAR directly approaches to
SAMSUNG asking for a bulk amount of stock of Samsung
mobiles in less price and Samsung will provide the stock as
the Big Bazaar is taking the stock in bulk amount .

• Benefits of B2B is that if we buy a stock from distributor

they will not provide the stock in less amount as compared
to the brand.
 HOW BIG BAZAAR DO B2C
• The inventory has to be liquidated among the customer and
this process is called B2C .

• B2C is the second process done by the Big Bazaar the first
process is that they buy from the brand and put them into
the inventory and the inventory should be liquidated among
the customers , Hence this process is called B2C.

• The benefits of B2C to Big Bazaar is that they had

purchased the stock in less price and selling the products at
market price which results in earning a good profit.

• The customer also get benifitted by the policy of Big

Bazaar for ex- Big Bazaar has purchased the stock in large
quantity and stock is not being cleared , So they put a offer
on the particular product and hence customers get
benefitted by the policy of Big Bazaar .
 FINDINGS
• Most of the customers buy their requirement in Big Bazaar
on the basis of Weekly and monthly basis. Customers
realized that Big Bazaar & d- mart stores provide
qualitative products/service with reasonable price.

• At present time Big Bazaar provide different types of

product assortments to the customers.

• Big bazaar is a hypermarket as it provides various kinds of

goods like apparels, grocery, stationary, food items,
electronic items, leather items, watches, jewellery,
crockery, decorative items, sport items, chocolates and
many more. It competes with all the specialty stores of
different products which provide goods at a discounted rate
all through the year.

• Big Bazaar mainly deal with middle income group people

who want qualitative product with reasonable cost.

• There are more than 50 big bazaars in different cities of

India; it seems that there is a vast growth of big bazaar
lying as customer’s demand is increasing for big bazaars. 
• The customers are given response for most powerful
advertisement is Big-Bazaar. We can also interpret that the
big-bazaar comparison is more powerful people attract with
advertisement like T.V., Hoarding, newspaper, is most of
the part of purchasing by advertisement.

CONCLUSION
• Big Bazaar is a major shopping complex for today’s
customers. It is a place where customers find variety of
products at a reasonable price.
• Big Bazaar has a good reputation of itself in the market. It
has positioned itself in the market as a discounted store. It
holds a huge customer base.
• The majority of customers belong to middle class family.
The youth generation also likes shopping and moving
around Big Bazaar.
• Volume sales always take place in Big Bazaar. Impulse
buying behaviour of customers comes in to play most of the
times in Big Bazaar.
• Big Bazaar is a hypermarket as it provides various kinds of
goods like apparels, grocery, stationary, food items,
electronic items, leather items, watches, jewellers,
crockery, decorative items, sport items, chocolates and
many more.
• It competes with all the specialty stores of different
products which provide goods at a discounted rate all
throughout the year.
• It holds a large customer base and it seemed from the study
that the customers are quite satisfied with Big Bazaar. As
of now there are 34 Big Bazaar in different cities of India,
it seems that there is a vast growth of Big Bazaar lying as
customer’s demand; increasing for Big Bazaar.
• It has emerged as a hub of shopping specially for middle
class people.
• Different types of products starting from a baby food to
pizzas wide range is available under one roof.
• In Ranchi it is the middle class people who mostly do
marketing from Big Bazaar. Even most of the people do
their monthly shopping from Big Bazaar.
• People not only visit Big Bazaar to do shopping but also
visit for outing purpose as it provides a very nice ambience
to its customers.
• As people go to malls they just tend to move around Big
Bazaar whether it is for shopping purpose or for outing
purpose. Grocery, apparels and food items are the products
which are demanded most by the customers of Dehradun in
Big Bazaar.
• The major drawback of Big Bazaar is that it lacks in
providing enough parking space for their customers. This
may discourage the customers to come to Big Bazaar and
shop as they face difficulty in parking their vehicles.
• Even though some customers that they say don’t feel
problem in parking their vehicle, it is because of the
parking space available to them by the mall..
 SUGGESTION

• Big bazaar should provide large parking space for its

customers so that they can easily park their vehicles.

• The infrastructure is needed to be changed a bit during

weekends as heavy crowd comes into big bazaar during
those days.

• Big bazaar should include more of branded products its

product category so as to attract the brand choosy people to
come into big bazaar.

• Big bazaar should keep offers in regular intervals so that

there should not be a long-term gap, because offer is the
most influencing factor which is responsible for
customer purchase decision.

• They also concentrate on TV advertisement they should

show ads and promotional offers in a regular interval in
languages like Hindi English.

• Hoarding should be placed uncovered area.

 BIBLIOGRAPHY

• Retrail Management Text and Cases, [K] Books

• Summer Internship Simplified, Dreamtech Press

• http://www.bigbazaar.co.in

• http://www.pantaloonretail.in/businesses/big-bazaar.html

• http://www.scribd.com/doc/41556853/Bigbazaar-4p-Mix

• www.bigbazaar.com

• www.scribe.com
 QUESTIONNAIRE FOR COMPARISON

PERSONAL DETAILS

1) NAME: _________________________

2) GENDER:

Male [ ] Female[ ]

3) AGE

a) 18-20[ ] b) 21-26 [ ]
c) 26-30 [ ] d) 30 and above [ ]

4) OCCUPATION:
 a) Student ___
b) Employed ___
c) Self employed ___
d) Others ___

5) How many members are in your family?

a) 0-2 ___ b) 2-4 __
c) 4-6 ___ d) More than 6 ___

QUESTIONS
1) Which store first comes to your mind when you think of
purchasing a product?
a) Big Bazaar[ ] b) V-mart [ ]
c) Both* [ ] d) None [ ]

2) How frequently do you visit a store?

a) Daily [ ] b) Weekly [ ]
c) Monthly [ ] d) Yearly [ ]
_ 3) Which store’s advertisement is more powerful?
a) Big Bazaar [ ] b) V-mart[ ]
 4) How much do you spend as monthly expense while
shopping?
a) Below[ ] b) 1000-2000[ ]
c) 2000-5000[ ] d) More than 5000[ ]

5) Which offer do you like the most? {Please give rank}

Big Bazaar
a) Buy-1 get-1 free [ ]
b) Gift voucher [ ]
c) Future card(5% Discount) [ ]
d) Other[ ]

6) To purchase, what kind of services you go to the store?

{Please give rank}
Big Bazaar
a) Food [ ] c) Accessories [ ]
b) Clothe[ ] d) Stationary [ ]
e} other[ ]

7) Rank the factor that attracted Please choose from below

the factor which attracted you most
while purchasing. {give rank}
Big Bazaar
a) Offer [ ]
b) Service [ ]
c) Quality [ ]
d) Availability of products [ ]
e) Other[ ]

8) From which source did you come to know about outlet?

{Please tick out}
Big Bazaar

a) T. V. [ ]
b) Hoardings [ ]
c) Bus paintings [ ]
d) Newspaper [ ]
e) Other [ ]
9) How would you choose the product from the store?
{Please give rank}
Big Bazaar
a) Advertisement [ ]
b) Reference [ ]
c) Experience [ ]
d) Quality [ ]
e) Quantity [ ]
f) Service [ ]

10) Main reason for coming to the store? {Give only first 5
ranks}
a) Value for money [ ]
b) Discount[ ]
c) Saving of time[ ]
d) Wide product range available[ ]
e) Brand consciousness[ ]
f) Other[ ]

11) The advertisement affects your shopping behaviour?

a) Yes [ ] b) No [ ]
12) Are you agree with the tagline of big bazaar ‘Isse Sasta
Aur Acha Kahin Nahin’?
a) Yes [ ] b) No [ ]
14) Why big bazaar called big bazaar?
a) Widest range of products [ ]
b) Varieties of different brand [ ]
c) Other[ ]

16) How much distance do you have the store?

a) 0-5 km [ ] b) 5-10 km[ ]
c) 10-15 km [ ] d) More than 15 km [ ]

17) Are you aware of promotional activities conducted by

store?
a) Yes [ ] b) No [ ]

a) Yes [ ] b) No [ ]

19) Do your purchase pattern changes, looking at the

promotions?
a) Yes [ ]
b) No [ ]
20) Would you like to make your purchase under
unexpected offers?
a) Yes [ ] b) No [ ]

21) Are you satisfied with service provided by store?

a) Yes [ ] b) No [ ]

22) Are you happy with the parking facility provided?

a) Yes [ ] b) No [ ]

23) Any valuable suggestion?

____________________________
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