Sales & MarketZing !

A retail start up organisation will have to lay down the following objectives to get started , for most off these objectives, there would be a need off a full fledged department/s to run the show . 1Customer Objectives :: Customer always gets the merchandise of his / her size and choice • Merchandise is always presentable and ready before customer entry • Customer easily locates price tags and product information • Price on the price tag and Point of Sale System always match • Timely replenishment of fast moving merchandise 2 Partners Objectives :: Partners always deliver the right quantities as per schedule • Partners are always paid as per credit terms • Sharing of information with partners related to sales stocks and purchase orders 3 Organisational Objectives :: Customer Response Time Employee recruitment /training & ensuring Customer service delivery • Merchandise Availability • Distribution Cost • Shrinkage • Efficiency of executive time • Collaboration with Partner Clear Br

Retail Maths _ PART 1 Some basic factors that directly affects profits of a retail operations :: 1 Operating Income: Gross Sales = The total retail price charged on an item X No. of units actually sold Net sales = Gross sales – Customer returns & allowance Customer returns or allowance % = Rs. Cust. Returns allowance X 100 ---------------------------------- (Gross sales) 2.Total cost of merchandise : Cost of merchandise = Billed cost + Inward freight & transportation charge + Alteration & work room charges – Cash discount 3.Operating expenses: Operating expenses = Direct + Indirect expenses Cost of merchandise sold % = Cost of goods sold X 100 ---------------------- (Net sales ) Gross margin % = Gross margin X 100 -------------------- (Net sales) Net profit % = Net profit X 100 -------------------- (Net sales) More Later ! ( items in the denominator ( in brackets) have to move to the right sorry can't handle that ! )

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Sucess in Retail is in getting ur act right in a number of domains , the Pentagon & triangle Model of winning in retail captures the domains which needs to click , to suceed in retail :: Pentagon ( 5 sides ) :: Are all CUSTOMER ( external)facing Place ( Size /location /design ) Product ( Style & fashion mix /Intensity /Assortment angle ) Communication ( Positional /promotional angle ) Value :: ( the Price and Value Equation ) People ( Service /Climate /knowledge ) Triangle ( 3 sides ) , are all Internal to the Retail organisation , which will have a Big bearing on the Pentagonal sides System( IT ) Logistics ( When needed then Item there / the SCM piece ) partners ( Be the best in relations management ) The triangle sits inside the pentagon , sorry cant draw this( as in the picture shown) , best delivery on the triangle also has a great effect on the customer service angle ! Any retail organisation can be mapped on the Pentagon & triangle model ! for its success or non succ

India, like Britain, is also a nation of shopkeepers. With over 12 mn retail outlets, India has one of the highest densities of retail outlets in the world with one retail outlet for ~90 persons. No wonder India is the ninth largest retail market in the world with annual retail sales of ~USD 215 Bn in 2005. However, the share of organized trade in India is currently very low estimated at just Rs. 35,000 Cr. in 2005 (Rs. 28,000 in 2004). This accounts for less than 4% of the total retail trade in the country. Organised trade in India is highly under-developed as compared with other emerging markets in Asia, Latin America and Eastern Europe and developed markets like the US. Country % Share of Organized Trade (2003) India 4% China 17% Poland 20% Indonesia 30% Russia 33% Brazil 35% Thailand 40% Malaysia 55% USA 85% Organised Retail : India Vs. China Indian and Chinese markets are comparable in many aspects. • Both countries are not homogeneous. They are composed of many markets within a s

Total , Spar , Reliance digital -------which one to go to , each has a daily dose or Over dose i should say of full page advertisements , hitting you during the weekend , all showing the savings by making a purchase there ,same type of advertisements , every one has the same offers ! This blog's point of view on this :: True it is important to communicate ,but for a single door , or say 2 door entities ,shouldn't be spending money on Mass media and look at a catchment driven activity ,its really not worth the effort or the spends ,unless we are sure that the catchment is penetrated , and the TG there has visited already ! or these advertisements are really driving walk ins ! So do Indian retailers have any clear cut media strategy ! here's our take of the current scenario! Media @ Indian Retail :: Media spends of retail firms are slowly but surely increasing and soon would be a vertical in most media houses , the rush has just begun . Most Big retailers have bought space or

We have debated about this , and had our logic about the effect of the impact of Big retailers on small/traditional retailers, I had an accidental impact study done of this phenomenon , on my visit to my home town .My home town a tier II city ,with decent migrant population , has seen the opening of BIG bazaaar , food bazaar etc and as a result a traditional old time retailer ,close to the biggies in terms of catchment , the small Retailer in fact had renovated his store to take on the Biggies , has SHUT SHOP , as he couldnt make match prices being offered although he enjoyed good standing with customers profitability was a concern at such low prices . Moral :: the impact on Small Retail has one more dimension , type of city and the demographics involved ! what i mean is that , In a tier ii or tier iii city, small retail mite get badly hit , because of limited catchment , less migrant population , and slow development, such cities is likely to be a clear cut case of more fall outs i