Sales & MarketZing !

we decided to predict the way consumers would shop in the future in the next 10- 15 years , here is our prediction of shopping in the future the future consumer( the current youth and toddlers ) would be completely set of pampered lot , they wud expect everything at their door steps mobile and pc ( e comm) led market place , than only street led ie a majority currently , there would be some big brands getting created in this( mobile and pc ) space soon . shopping would be less frequent ,but done in bulk from large format stores , by a bigger mix of consumers the consumer would be the king , queen and the shopper ! the far flung hinterlands of the country also would have a shopping destination coming up or already up , near by . loyalty programs would run galore for everything , retail outlets would recognise you as soon as you walk in thru rfid or smart cards and guide you to your favourite sections traditional shops wud survive but a majority wud turn out to be delivery store...

New to Indian retail industry or contemplating an entry , then here is what you should know to get over the jargon shock !!:: here goes , the A B C of retail :: Catchment ::The area /zone of the city from which the customers come into for shopping from a particular store , catchment analysis pre launch would ideally decide the product mix and formats of the stores , catchment analysis done after a time gap of launch would also give a correct picture of whats happenng and where to concentrate ur Mktg energies to get more walk ins ! Cash memo size :: CMS = total sales for the month /no of bills generated in the month UPT :: Units per transaction , would give you a fair idea on to how customers are buying more of your products , per person or less per visit , UPT = No of bills generated in a month / total bills generated in the month , the higher trending of UPT with a distinct increase in cashmemo size is a healthy indicator of business .as UPt can be taken up by increase low value sale...

........sounds quite complicated , but when one gets into the bottom of this , its quite a simple method of checking state of business or the efficency of operations , GMROF :: stands for Gross margin return per sqft , = Gross margins / sqft , gross margins ( GM ) = sales - cogs ( cost of goods sold ) , so to state the obvious the higher the GMROF the better , evolved retailers use this as a benchmark in getting efficency of departments within a store and between stores comparison , Strategies for GMROF increase :: Trick of increasing the GMROF , is by obviously increasing the mix of pvt labels share sale , increasing the sell thrus better margin negotiation from suppliers and vendors Operational Measures Put your best people to sell more of the high GM category Effective Use of VM to drive sell thru's All this gets measured by a strong MIS back up , which makes the measurement of the same effective as the same gets delivered Fresh on managers desktop almost daily /weekly ,indian r...