BY

SUSHIL MANDGE
 Contents

• Retail Management
 What is Retail Management
 Retail in Marketing Chain
 To develop a New Store
 To develop Existing Store
 Response to Sales Promotion Method

• Team Building
 Meaning
 What is Team Building
 Barriers to Effective Team Building

• ROI Calculations
• Team Building
 Retail Management
What is Retail ? Retail involves the sale of goods from a single
point (malls, markets, department stores etc)
directly to the consumer in small quantities
for his end use.

"In my whole retailing career, I have

stuck to one guiding principle: give
your customers what they want…and
customers want everything: a wide
assortment of good quality
merchandise, lowest possible prices,
guaranteed satisfaction with what they
buy, friendly knowledgeable service,
convenient hours, free parking, and a
pleasant shopping experience.
You love it when you visit a store that
somehow exceeds your expectations
and you hate it when a store
inconveniences you, or gives you hard
time, or just pretends you are
invisible…"
 Retail Management

Retail Management
Retail in Marketing Channels
With industrialization and globalization, the distance between the manufacturer and the consumer has increased. Many times a
product is manufactured in one country and sold in another. The levels of intermediaries involved in the marketing channel
depends upon the level of service the consumer desires.

Type A and B: Retailers. For example, Pantaloons, Walmart.

Type C: Service Providers. For example, Eureka Forbes.

 To Develop A New Store

To develop a new store in the cluster will be requiring these following points

 Create Partner Relation

 Initial Billing
 Store Merchandising
 Golden Display Zone
 Skilled & Groomed Experience Promoter
 Promotion Activities for Brand
 Incentive Schemes for Partner
 Finance facilities
 Maintain Market MOP
 Develop Existing Store

To develop a new store in the cluster will be requiring these following

points

 Discuss Partners issues & review with current business

 Resolve old & current service issues if any
 Review with promoter, need of change if any
 Increase display share to increase counter share
 Avail store branding or GSB if any old branding is there
 Addition of promoter headcount as per the norms or with future business
commitment
 Increase of Promoter target and also sale & skill development training if
require
 Other incentive schemes for store staff or store manager
Response to Sales Promotion Methods

The more the customer visits a retail shop, the more (s)he is exposed to the
sales promotion methods. The use of sales promotional devices increases the
number of shop visitors-turned-impulsive buyers.
The promotional methods include:
 Displays: Consumer products are packaged and displayed with aesthetics
while on display. Shape, size, color, and decoration create appeal.

 Demonstrations: Consumers are influenced by giving away sample

product or by showing how to use the product and its benefits.

 Special pricing: Unit’s special price under some scheme or during festive
season, coupons, contests, prizes, etc.

 Sales talks: It is verbal or printed advertisement conducted by the

salesperson in the shop.
 Team Building
Meanin
g When individuals with similar interest, attitude, and taste
come together to work for a common objective, a team is
formed.
Every individual contributes equally and performs his level
best to meet the team targets and achieve the
organization’s goal.
 Team members strive hard to live up to the expectations
of others and successfully accomplish the assigned task.
A team cannot do well unless and until each and every
member is focused and serious about his responsibilities.
Every individual must feel motivated to perform his level
best. Never impose things on anyone; instead, the
individuals must take the initiative on their own. They
should come forward and accept the challenge.
What is Team Building ?

 Team building refers to the various activities undertaken to

motivate the team members and increase the overall
performance of the team. We just can’t expect our team to
perform on their own. A motivating factor is a must. Team
Building activities consist of various tasks undertaken to
groom a team member, motivate him and make him perform
his best

 We all are human beings and love appreciation. Any

individual performing exceptionally well must be appreciated
well in public. He feels happy and motivated to perform
even better the next time. If any team member has come out
with a unique idea; treat him with any thing that makes him
happy. Never criticize any team member or demotivate him if
he has failed to perform. Ask him to “Buck up”.
 Team Building Exercises

 The team leader plays a very important role in binding his team together.
 Invite suggestions from your team members.
 Motivate your team members to share responsibilities among themselves at the
workplace. 
 Always ask your team members to first discuss things among themselves before
escalating it further.
 Encourage morning meetings at workplace or call each and team member so
that all the team members can discuss the agenda of the day.
 Sale competition, Awards & Recognition
 Take team members or individual for lunch of tea party to understand their
problems
 Flash daily achievement of TGT vs ACH to keep competition among the team
member so that they perform much harder to be at no 1 in team.
 Barriers to Effective Team Building
 When individuals give priority to their personal interests than work, the work
suffers..
 Individuals not being clear or focused about the his target and his roles
and responsibilities in the work also create problems
 Lack of discussions is again a barrier to effective team building.
 Poor communication is also one of the barriers to effective team building.
 Lack of discipline and punctuality also create problems.
 Internal discussion or talking rumors in between members also creates
problems.
 ROI Calculations

Return on investment (ROI) measures the gain or loss generated on

an investment relative to the amount of money invested. ROI is usually expressed as a
percentage and is typically used for personal financial decisions, to compare a
company's profitability or to compare the efficiency of different investments.
The return on investment formula is:
ROI = (Net Profit / Cost of Investment) x 100

Calculation:

Company Name – Vivo Mobile

Product Category - X Enterprises

Calculation has been done for the month of Dec’18 on monthly basis
 ROI Calculations

 Monthly Business Turnover of X Ent. =1500000/-

 X Ent. Margin – 6%
 Gross Margin =Earnings = 6% of 1500000
 Cost Structure of X Ent

Expenses In Rupees
Delivery Charges 30000
Electricity 1000
Telephone Expenses 750
Godown Rent 5000
Office expence 1500
Salary of Godown keeper 3500
Salary of godown helper (2) 8000
Salary of Computer operator 7000
Stationary 500
Total Expenses 57250

 Returns = Earning – Expense = 90000-57250 = 32750/-

 ROI Calculations

Investment:

Inestment In Rupees

Average Market Credit 350000

Average Closing Stock 1150000

Average claims outstanding 80000

Total 1580000

Return on Investment:
ROI = Return/Investment = 32750/1580000 = 2.07%(monthly)
=2.07*12 =24.84% (yearly)
 Next Year Business Plan

Next Year Business working should be in terms of growth as per the company
requirement with study base of CY business growth & de-growth segment wise, also
the study of market growth execution vs the company growth.

Points to be cover in Next Year Business Plan are below

Analyses of CY business done counter wise also growth & de-growth in every
segment.
Counter wise & segment wise reason for growth & de-growth
List of working, non working & market universe.
Setting business plan yearly, half yearly & quaterly basis as per the market trending
growth or as per the company forecasting
Targets set for distributor or counter should be executed under - Planning, Execution
& Review cycle
This cycle should be review every month. If review comes in neagtive then the cycle
repeats from execution to review again till the positive result out put
 Next Year Business Plan
Points to be cover in Next Year Business Plan are below

Activation planning of new outlet per month from non working counter for more
business
ISD sale review and calculation of their productivity as per the norms
On basis of the working counter productivity and ISD productivity, planning of new ISD
headcount as per the norms.
Planning of sale with growth in both qty and value segment.
Marketing activities plan to increase customer footfall
Market storming
Finance facilities for up scaling sale
Innovative incentive schemes for partner & promoters.
Promoter competition with awards & recognition.
Thank you