29418876-Project-Report

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FINAL FIELD WORK REPORT

ON

RETAIL STORES IN INDIA

SUBMITTED BY: SUBMITTED TO:

Abhishek Anand Dr. Jyoti Mishra

Abhishek Singh

Ajinkya Balsare

Alok Bhargav

Amit Sharma

Anand Mohan

Anoop Mangal

Anurag Tikku


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TABLE OF CONTENT

1. Introduction 5

2. Objectives 7

3. Methodology 8

4. Company Profile 18

5. E-Retailing 21

6. Indian E-Retailing Scenario 24

7. Challenges of Retail sector in India 28

8. Conclusions 38

9. References 39

10. Questionnaire 40

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ACKNOWLEDGEMENT

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ABSTRACT

Retailing consists of all the activities involved in selling goods or services directly to the finalconsumers for personal non-business use. A Retailer orRetailStore is any business enterprisewhose sales volume comes primarily from retailing

Any organization selling to final consumers-whether it is manufacturer, wholesaler or retailer-isdoing retailing. It does not matterhow the goods or services are sold (by person, mail, telephone,internet etc) orwhere they are sold (in store, on the street, or in consumers home).

Retailing is one of the pillars of the economy in India and accounts for 35% of GDP.The retailindustry is divided into organised and unorganised sectors. Over 12 million outlets operate in thecountry and only 4% of them being larger than 500 sq ft in size. Organised retailing refers totrading activities undertaken by licensed retailers, that is, those who are registered for sales tax,income tax, etc. These include the corporate-backed hypermarkets and retail chains, and also theprivately owned large retail businesses. Unorganised retailing, on the other hand, refers to thetraditional formats of low-cost retailing, for example, the local kirana shops, owner mannedgeneral stores,paan/beedi shops, convenience stores, hand cart and pavement vendors.1

India is like growing child in the field of organized retailing and marketing, almost all Majorretail chain like-Big Bazaar, Reliance fresh, Shopper stop, Spencers, Fab-Mall and incoming big

one Bharti-Wal-Mart are focusing their energy on developing the retail outlets to reach thecustomer and deliver the goods in better and faster and cheaper than its competitors.. So thisproject is about different marketing strategies which are used by retailers. The strategy like buyer behavior, mapping the market system, e-commerce, positioning & competitive advantage,promotion, pricing & distribution and service marketing.

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INTRODUCTION

Organized retail in India has the potential to add over Rs 2,00,000 crore ($45 billion) business bythe Year 2010 generating employment for some 2.5 million people in various retail

operations and over 10 million additional workforce in retail support activities includingcontract production & processing, supply chain & logistics, retail real estate development &management etc.

After leading the IT bandwagon, India is poised to grow as a Retail hub. It is imperative tosustain the modernization of the retail sector and dispel the myth that the game is big Vssmallortraditional Vs modern ororganized Vs unorganizedorlocal Vs foreign. What isneeded is to create an appropriate environment to propel retail where all benefit.

India's huge population, has the potential for mammoth consumption if given the power ofspending and that is only possible through large scale development generating employment

which is already happening with retail as the driving force. Talking about the key challengeareas for the retail growth the major concerns are over escalating real estate cost, scarcity ofskilled workforce and structured supply of merchandise which could be tacked in co-operation with the retail industry and the support organizations. Organized sector accountedfor Rs. 55,000 crore ($12.4 billion) business at current prices in the calendar year 2006increasing its share to 4.6% of the total Indian Retail Value that stood at Rs. 12,00,000 crore($270 billion).2 Moving forward, organized retailing is projected to grow at the rate of about37 per cent in 2007 and 42 per cent in 2008. Going by the current growth trend andconsidering the fact that existing prominent players in organized retail have stepped up theirexpansion drive with Reliance announcing big plans and other Indian corporate houses tooevincing keenness on investing heavily in this sector as also the inking of the joint-venture

between the world's largest retailer Wal-Mart and Bharti The organized retail in India hasindeed gained top speed and is now on the verge of take-off. According to recent predictions,of the Rs.12, 00,000 crore retail market, food & grocery retail is by far the single largestblock estimated to be worth a whopping Rs.7, 43,900 crore, but more than 99 per cent of thismarket is dominated by the neighborhood kirana stores. At present, India's retail sector islargely unorganized, with about 15 million tiny outlets catering to consumer needs across thecountry it employs the second-largest number of people after agriculture. Organized retailis now focused primarily on the 300 million urban "middle classes'' and an additional 200million rural rich, who form a consumer market worth more than US$100 billion. So, thereis enough ground for the modern and the traditional formats to co-exist. The Indian economyis integrating with the world, and yet it simultaneously has its own dynamics, which cushion

global shocks as in no other country. India had kept the retail sector largely closed tooutsiders to safeguard the livelihood of nearly 15 million small storeowners and only allows51 per cent foreign investment in single-brand retail with prior government permission. FDIis also allowed in the wholesale business. Single-brand retailers such as Louis Vuitton,Fendi, L Ladro, Nike and Toyota can operate now on their own. Metro is already operatingthrough the cash-and-carry wholesale mode. The growth of the Indian economy is nowmanifesting itself in the growing purchasing power of its citizens. A ten to twelve per centincrease in the economy's disposable income and a much higher one in urban areas are alsoreflectingitself in the way goods and services are bought and sold.

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REVIEW OF LITERATURE

Indian retail industry is the largest industry in India, with an employment of around 8% andcontributing to over 10% of the country GDP .Retail industry in India is expected to rise 25%yearly being driven by strong income growth, changing life styles, and favorable demographic

patterns.The network of retailer has reached every nook and corner of the country, so any productproduce anywhere in the country can be easily accessed by the buyers from any location. Thus,the spatial convenience of Indian retailers is very high. According to ORG-MARG, the totalnumber of all kind of retail outlets in India was 51,30,000 during 1996-1997. This means thatone retail outlets exists against an average of almost 190 persons. Shopping in India has witnessa revolution with the change in the consumer buying behavior and also alteration in the wholeformat of shopping .Indian retail is dominated by a large number of small retailers consisting ofthe local kirana shop, owner-manned general stores, chemists, footwear shops , apparel shops ,paan and beedi shops, hand cart hawkers, pavement vendors etc. Which together make up theso called unorganized retail or traditional retail.

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OBJECTIVES:-

To understand Retail Industries of India

To study the perception of unorganized retail over organized retail store.

To study the effect of organized retail store over unorganized retail store.

To do SWOT analysis of unorganized retail store.

Hypothesis

H1. There is a significant difference in effect of organized retail store on unorganized retailstore. (i.e., unorganized retail type specific)

H2. There is an association between class of people and preference in retail choice (organized orunorganized)

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RESEARCH METHODOLGY:

Type of Research: Exploratory or Formulative Research

The research has been conducted within the data and information available to gain new insight

into Retail Industries and for the area specified i.e. ascertaining the factors which have a bearing

on setting up of a Retail chain in India.

The current scenario is observed and an attempt has been done to relate the various variables.

Data collection process: The data collected is through secondary data.

The Secondary data was collected from various magazines, journals and visiting various

websites.

LIMITATION OF THE STUDY:

The scope of the topic chosen in very wide.

No primary research.

Time and money constraints.

Unavailability of data as Retail Industries is a new concept for Indian organized retail

market.

TABLE1: Unorganized retail share in different country

CountryShare of unorganized trade (per cent)

(2005)

India 47

China 37

Poland 60

Indonesia 50

Russia 43

Brazil 35

Thailand 40

Malaysia 55

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USA 25

More about Indian Retail :

Hypermarkets to be the preferred format for the international retailers entering India Malls to move beyond the metros, increase presence in tier II cities Organized retail penetration highest across footwear, clothing segment.

Franchising gaining steam with retailers.3

Retail sales in India amounted to be about Rs.7400 billion in 2002, expanded at an averageannual rate of 7% during 1999-2002. With the upsurge in economic growth during 2003, retailsales are also expected to expand at a higher pace of nearly 10%. Across the country, retail salesin real terms are predicted to rise more rapidly than consumer expenditure during 2003-08. Theforecast growth in real retail sales during 2003- 2008 is 8.3% per year, compared with 7.1% for

consumer expenditure.

Modernization of the Indian retail sector will be reflected in rapid growth in sales ofsupermarkets, departmental stores and hypermarts. Sales from these large-format stores are set toexpand at growth rates ranging from 24% to 49% per year during 2003-2008, according to areport by Euromonitor International, a leading provider of global consumer-market intelligence.

Table 2:

RetailTrade

2005 2006 2007 2008 2009 2010

Retail Sales(Rs Bn)

15,409 17,360 19,465 21,715 24,215 27,107

Retail sales(Us $bn)

349.4 385.8 421.3 467.0 516.3 564.7

Retail Salesvolumegrowth (%)

6.0 7.5 7.7 6.9 6.8 7.3

Retail salesUS$ Valuegrowth (%)

13.6 10.4 9.2 10.8 10.6 9.4

Source: EIU

The trends that are driving the growth of retail sector in India are:

Low share of organized retailing Falling real estate prices Increase in disposable income and customer aspiration

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Increase in expenditure for luxury items

Table 3: INDIA RETAIL: 2006

Retail Segments

India

RetailValue(Rs.Crore)

OrganisedRetail(Rs.Crore)

%Organisedin 2006

Clothing, Textiles &Fashion Accessories

113,500 21,400 18.9

Jewellery 60,200 1,680 2.8

Watches 3,950 1,800 45.6

Footwear 13,750 5,200 37.8

Health & Beauty care

services

3,800 400 10.6

Pharmaceuticals 42,200 1,100 2.6

Consumer Durables,HomeAppliances/equipments

48,100 5,000 10.4

Mobile handsets.Accessories & Services

21,650 1,740 8.0

Furnishings, Utensils,Furniture-Home &Office

40,650 3,700 9.1

Food & Grocery 743,900 5,800 0.8Catering Services (F &B)

57,000 3,940 6.9

Books, Music & Gifts 13,300 1,680 12.6

Entertainment 38,000 1,560 4.1

US$ 270Billion

US$ 12.4Billion

Source: IMAGES F&R Research

Quick Stats of Indian Retail

Markets

Market size (total) 2006: US$ 300 bn/annum Market size (total) 2010: US$ 427 bn/annum Market size (total) 2015: US$ 637 bn/annum Market size (modern retail) 2006: US$ 9-12 bn/annum Market size (modern retail) 2011: US$ 60 bn/annum Annual rate of growth (modern retail): 35%

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Penetration (modern retail) 2006: 3 to 4% Penetration (modern retail) 2010: 10%

Investment

New Investment by 2011: US$ 30 billion

Employment

No. of persons employed (total): 21 mn

No. of new jobs in next two years: 2 mn.

Wealth

No. of dollar designated millionaires in India (2006) 100,015

Retail Space

Typical space per outlet: 100 to 500 sq. ft. Space occupied (modern retail): 35 mn sq. ft. Operating Malls 2007: 114 (35 mn sq. ft.) New Malls under construction: 361 (117 mn sq. ft.) New space distribution: 65% (top 7 cities), 35% (tier II & III cities) New space distribution (among top 7 cities): NCR 34%, Mumbai 23%, Rest 43%

The size of the opportunity

Research done by the Tata Strategic Management Group (TSMG) indicates that over the next 10

years, the total retail market in India is likely to grow at a compounded annual growth rate(CAGR) of 5.5 per cent (at constant prices) to USD374 billion (Rs 16,77,000 crore) in 2015. Theorganised retail market is expected to grow much faster, at a CAGR of 21.8 per cent to USD55billion (Rs 246,000 crore) in the same time frame, garnering around 15 per cent of overall retailsales. Based on our projections, the top five organised retail categories by 2015 would be food,grocery and general merchandise; apparel; durables; food service; and home improvement.(Table 3).

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Table 3: Organised retail market in India (Rs crore)

Where is the opportunity?

Retailers inspired by the Wal-Mart story of growth in small town America are tempted to focuson smaller towns and villages in India. However, a careful analysis of the town strata-wisepopulation, population growth, migration trends and consumer spend analysis reveals a verydifferent picture for India.

As per our estimates, the share of the 35 towns with a present population of greater than 1million in India's total population would grow much faster than their smaller counterparts, from10.2 per cent today to reach 14.4 per cent by 2025. Simultaneously, the share of these towns inthe overall retail market would grow from 21 per cent today to 40 per cent by 2025.

Within these top 35 towns, an estimated 70 to 80 per cent of retail trade could be in the organisedsector. This is similar to the experience in China, where in cities like Shanghai and Beijing, theorganised sector accounts for 70 to 80 per cent of overall retail trade in certain categories.Retailers should therefore focus on the top 37 towns in the next decade, as the opportunity in

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smaller towns and rural India would be smaller and more fragmented, compared to the largertowns.

Table 3: Organised retail market in India

There are a few key trends that one observes in international markets that have a bearing on

India.

CATEGORIES OF INDIAN RETAIL

Corporate Houses

Tatas: Tata Trent

RPG group: Food World, Health and Glow, etc

ITC: Wills Life Style

Rahejas (Shoppers Stop), Hiranandani (Haiko), DLF (DT cinemas) etc.Dedicated brand outlets

Nike, Reebok, Zodiac etcMulti-brand outlets

Vijay Sales, Viveks etcManufacturers/ Exporters

Pantaloons, Bata, Weekender

Classifying Indian retail

Modern Format retailers

Supermarkets (Food world)

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Hypermarkets (Big Bazaar)

Department Stores (S Stop)

Specialty Chains (Ikea)

Company Owned Company Operated

Traditional Format Retailers

Kiranas: Traditional Mom and Pop Stores

Kiosks

Street Markets

Exclusive /Multiple Brand Outlets

RETAILING FORMATS IN INDIA

Malls:The largest form of organized retailing today. Located mainly in metro cities, in proximity tourban outskirts. Ranges from 60,000 sq ft to 7, 00,000 sq ft and above. They lend an idealshopping experience with an amalgamation of product, service and entertainment, all under acommon roof. Examples include Shoppers Stop, Piramyd, and Pantaloon.

Department Stores:

Departmental Stores are expected to take over the apparel business from exclusive brandshowrooms. Among these, the biggest success is K Raheja's Shoppers Stop, which started inMumbai and now has more than seven large stores (over 30,000 sq. ft) across India and even hasits own in store brand for clothes called Stop!.

Specialty Stores:

Chains such as the Bangalore based Kids Kemp, the Mumbai books retailer Crossword, RPG'sMusic World and the Times Group's music chain Planet M, are focusing on specific marketsegments and have established themselves strongly in their sectors.

Hypermarkets/Supermarkets:

Large self service outlets, catering to varied shopper needs are termed as Supermarkets. Theseare located in or near residential high streets. These stores today contribute to 30% of all food &grocery organized retail sales. Super Markets can further be classified in to mini supermarketstypically 1,000 sq ft to 2,000 sq ft and large supermarkets ranging from of 3,500 sq ft to 5,000 sqft. having a strong focus on food & grocery and personal sales.

Discount Stores:

As the name suggests, discount stores or factory outlets, offer discounts on the MRP throughselling in bulk reaching economies of scale or excess stock left over at the season. The productcategory can range from a variety of perishable/ non perishable goods

Convenience Stores:

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These are relatively small stores 400-2,000 sq. feet located near residential areas. They stock alimited range of high-turnover convenience products and are usually open for extended periodsduring the day, seven days a week. Prices are slightly higher due to the convenience premium.

Department Stores:

Large stores ranging from 20000-50000 sq. ft, catering to a variety of consumer needs. Furtherclassified into localized departments such as clothing, toys, home, groceries, etc.

MBOs:Multi Brand outlets, also known as Category Killers, offer several brands across a single productcategory. These usually do well in busy market places and Metros.

Large Indian retailers

Hypermarket: Big Bazaar, Giants, Shoprite, Star

Department store: Lifestyle, Pantaloons, Piramyd, Shoppers Stop, TrentEntertainment: FameAdlabs , Fun Republic, Inox, PVR

Why is Retailing Important?

As the final link between consumers and manufacturers, retailers are a vital part of the businessworld. Retailers add value to products by making it easier for manufactures to sell andconsumers to buy. It would be very costly and time consuming for you to locate, contact andmake a purchase from the manufacturer every time you wanted to buy a candy bar, a sweater or abar of soap. Similarly, it would be very costly for the manufactures of these products to locate

and distribute them to consumers individually. By bringing multitudes of manufacturers andconsumers together at a single point, retailers make it possible for products to be sold, and,consequently, business to be done.Retailers also provide services that make it less risky and more fun to buy products. They havesalespeople on hand who can answer questions, may offer credit, and display products so thatconsumers know what is available and can see it before buying. In addition, retailers mayprovide many extra services, from personal shopping to gift wrapping to delivery, that increasethe value of products and services to consumers.According to the National Retail Federation, 1 in 5 American workers are employed in the retailindustry. The Department of Labor estimates that since 1990, 700,000 new jobs have beencreated in the retail sector. That's 13% of all new jobs in the United States. At present, more

jobs are provided in retailing than the entire U.S. manufacturing sector.

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RETAIL: PROCESS FLOW

The Process Flow of retail starts from the Manufacturer, manufactures is the one who producesthe items for selling into the market. It can be a farmer, tailor or any other mass producer. Frommanufacturer items are sending to the retailer through wholesaler or vendor.Finally retailers sell the products to the customers through retail outlets.

Different Retailing companies adopt different process flows for their business. Some acquireproducts directly from the manufacturer, thus making the job of the wholesalers or vendorredundant while others use more than one channel to offer services to their customers.

TYPES OF RETAIL

Retailing can be broadly divided into two categories-Store and Non-Store Retailing.

Non-Store retailing falls into four main categories:

Direct Selling: followed by companies and banks like Amway, Eureka Forbes, and Tupperwareetc.

Direct Marketing (includes telemarketing and internet selling) followed by catalog marketers likeOtto-Burlington, Amazaon.com, Indiatimes.com

Automatic Vending: is used to sell products like milk, beverages, and magazines and to dispensemoney (ATMs)

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Buying Service: is a store less retailer serving a specific clientele-usually employees of largeorganizations

There are three major types of retailing.

Market: A physical location where buyers and sellers converge. Usually this is done on townsquares, sidewalks or designated streets and may involve the construction of temporary structures

(market stalls).

Shop or Store Trading: Some shops use counter-service, where goods are out of reach ofbuyers, and must be obtained from the seller. This type of retail is common for small expensiveitems (e.g. jewelry) and controlled items like medicine and liquor. Self-service, where goods maybe handled and examined prior to purchase, has become more common since the TwentiethCentury.

Virtual retail: where products are ordered via mail, telephone or online without having beenexamined physically but instead in a catalog, on television or on a website. Sometimes this kindof retailing replicates existing retail types such as online shops or virtual marketplaces such as

eBay or Amazon.Buildings for retail have changed considerably over time. Market halls were constructed in themiddle Ages, which were essentially just covered marketplaces. The first shops in the modernsense used to deal with just one type of article, and usually adjoined the producer (baker, tailor,and cobbler). In the nineteenth century, in France, arcades were invented, which were a street ofseveral different shops, roofed over. From this there soon developed, still in France, the notion ofa large store of one ownership with many counters, each dealing with a different kind of articlewas invented; it was called a department store. One of the novelties of the department store wasthe introduction of fixed prices, making haggling unnecessary and browsing more enjoyable.This is commonly considered the birth of consumerism. In cities, these were multi-storybuildings which pioneered the escalator.

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Company Profile

Pantaloon Retail India Ltd.

Pantaloon Retail (India) Limited, is Indias leading retailer that operates multiple retail formats inboth the value and lifestyle segment of the Indian consumer market. Headquartered in Mumbai(Bombay), the company operates over 7 million square feet of retail space, has over 1000 storesacross 51 cities in India and employs over 25,000 people.

The companys leading formats include Pantaloons, a chain of fashion outlets, Big Bazaar, auniquely 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 andCentral, a chain of seamless destination malls. Some of its other formats include, Depot, ShoeFactory, Brand Factory, Blue Sky, Fashion Station, aLL, Top 10, mBazaar and Star and Sitara.The company also operates an online portal, futurebazaar.com.

A subsidiary company, Home Solutions Retail (India) Limited, operates Home Town, a large-format home solutions store, Collection i, selling home furniture products and E-Zone focused oncatering to the consumer electronics segment.

Pantaloon Retail was recently awarded the International Retailer of the Year 2007 by the US-based National Retail Federation (NRF) and the Emerging Market Retailer of the Year 2007 at

the World Retail Congress held in Barcelona.

List of pantaloon retail brand

FASHION: Pantaloons, Central Big Bazaar and Fashion Station

FOOD: Food Bazaar

GENERAL MERCHANDISE: Central Malls and Big Bazaar

SPECIALITY RETAILING: All , Blue Sky

HOME: Home Town, E-Zone, Furniture Bazaar, Electronics Bazaar, Collection I and Mela

BOOKS AND STORES: Depot

COMMUNICATIONS: M- Zone and Converge M

WELLESS: Star and Sitara

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E-TAILING: Futurebazaar.Com

FOOTWEAR: Show Factory

Competitors of Pantaloon Retail

RPG Retail-Formats: Music World, Books & Beyond, Spencers Hyper, SpencersSuper, Daily & Fresh

The Tata Group-Formats: Westside, Star India Bazaar, Steeljunction, Landmark,Titan Industries with World of Titans showrooms, Tanishq outlets, Chroma.

Raheja Corp Group-Formats: Shoppers Stop, Crossword, Hyper City, Inorbit

Lifestyle International-Lifestyle, Home Centre, Max, Fun City and InternationalFranchise brand stores.

Pyramid Retail-Formats: Pyramid Megastore, TruMart

Nilgiris-Formats: Nilgiris supermarket chain

Subhiksha-Formats: Subhiksha supermarket pharmacy and telecom discount chain.

Trinethra- Formats: Fabmall supermarket chain and Fabcity hypermarket chain

Vishal Retail Group-Formats: Vishal Mega Mart

BPCL-Formats: In & Out

Reliance Retail-Formats: Reliance Fresh

Reliance ADAG Retail-Format: Reliance World

German Metro Cash & Carry

Shoprite Holdings-Formats: Shoprite Hyper

Success factor of pantaloon retail

The following factors have helped Pantaloon emerge as a leading domestic retailer:

Brand equity and early mover advantage;

Entrepreneur led, professionally managed and experienced team;

Strong projects and operations capabilities;

Vast range of lifestyle and value retailing products and services;

Strong focus on systems and processes;

Strong distribution and logistics network and supply chain; and

Large base of loyal customer

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Financial of Pantaloon Retail

Brief Financials (in Rs. Mn.)

Period ending (months) 31-Dec-2007(6) 30-Jun-2007 (12) 30-Jun-2006 (12)

Net sales 23131.90 32371.20

Other Income 20.50 24.30 40.41

Total Income 23152.40 32395.50 18718.11

Cost of goods sold 21079.60 30115.70 17156.99

OPBDIT 2072.80 2279.80 1561.12

PAT 613.40 1200.40 641.58Gross Block - 7670.70 3660.05

Equity capital 301.50 293.50 268.85

EPS (Rs.) - 8.18 23.86

DPS (Rs.) - 0.51 2.50

BV (Rs.) - 74.42 195.99

P/E range (x) - 44.62 290.71 46.31 - 87.59

Debt / Equity (x) - 1.19 1.14

Operating margin (% of OI) 9.0 7.0 8.3

Net margin (% of OI) 2.6 3.7 3.4

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E-Retailing

E-tailing is the selling of retail goods on the Internet. Short for "electronic retailing," e-tailing issynonymous with business-to-consumer (B2C) transaction. The focus of e-tailing is on consumershopping, not business-to-business commerce. The intent of e-tailing is to provide a customervalue proposition that is different from real space stores. This value proposition often includes:Cheaper prices, Increased flexibility, Convenience and Consumer Empowerment of the shoppingprocess. E-tailing has can also be advantageous for the E-tailers who can target wider customerbase, moreover they dont have to spend on real estate and brick and mortar which saves a largeamount of money for them which e-tailers can pass on to the customers in the form of discountsand offers-tailing is in nascent stage in India. Though there are some multinational players thatare setting up their operation in metro cities of India but still there is a lack of enthusiasm in local

players. E-tailing can revolutionize the entire retail industry. Several organized retail companieslike Pantaloons and Futures group have made ambitious plans to enter the e-tail market but still ahuge market remains untapped. Besides, a new population of customers called netizens isemerging, who are spending more time in front of their PCs. This new genre of customers is theharbinger of huge profits that e-tailers can earn by foraying into this sunrise industry.

like Pantaloons and Futures group have made ambitious plans to enter the e-tail market but still ahuge market remains untapped. Besides, a new population of customers called netizens isemerging, who are spending more time in front of their PCs. This new genre of customers is theharbinger of huge profits that e-tailors can earn by foraying into this sunrise industry.

TYPES OF E-RETAILERS

E-tailing companies can be of two types:

Pure-click Companies

Brick and click Companies

Pure-click Companies: Those which have launched a website without any previous existence as

a firm ,like search engines, commerce sites selling books,music,stocks etc.Eg-amazon.com,e-bay.in,rediff.com etc.

Brick-and-click Companies: Existing companies that have added and online site forinformation and/or e-commerce. Eg-fabmall.com, futurebazaar.com.

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ADVANTAGES/DISADVANTAGES OF E-RETAILING.

ADVANTAGES (CONSUMER PERSPECTIVE)

E-retailing reduces the physical pain of going out to supermarkets and other retailoutlets. (Especially in bad weather conditions).

E-retailing helps consumers in saving time by providing them convenient accessibility,one touch accessibility.

E-retailing also helps consumers to seek out the lowest prices or best deal available foritems and services.

It also provides access to infinite variety of products available online as consumers can

browse through products that are made all round the world.

DISADVANTAGES (CONSUMER PERSPECTIVE)

E-tailing lags touch and feel factor, demonstration of the products is not available.

E-shopping can be very risky and insecure as the sensitive information like credit carddetails is involved in the transaction and hackers can fraudulently acquire it.

Quality of the product may not be the same as prescribed on the net.

Many shoppers enjoy shopping with friends; this enjoyment is lost in e-shopping.

Consumer must be knowledgeable about the use of internet, moreover an internetconnection and computer is must for online shopping.

ADVANTAGES (RETAILERS PERSPECTIVE)

Retailers can target large number of consumers as geographicalconstraints are reduced.

Retailers can leverage a lot of Cost Advantage as cost of retail space isreduced.

Transportation cost from manufacturer to retailer is reduced, which can

be passed on toCustomers or towards more margins.

As there is no constraint of space, more products can be provided anddisplayed, which

help in diversifying portfolio.

DISADVANTAGES (RETAILERS PERSPECTIVE)

Retailers have to build in a lot of trust due to intangibility of products and have to spend heavilyfor the same.

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Retailers have to maintain a sound distribution system for proper delivery mechanism

E-retailing may lead to Channel Conflict to avoid it integration between Online andOffline channels are required.

Fraudulent purchases from customer end can also create problem for the retailers

REQUISITES FOR ONLINE RETAILERS FOR BETTER CUSTOMER EXPERIENCE

Brand Leverage A developed Brand recognition and trust will have lowerconsumer acquisition costs and higher conversion rates in caseof browsers to buyers.

Induce Customers

online by creating

incentives

As the cost of serving customer online is less, some of the funds

should be diverted for encouraging the consumers to use e-retailing facilities.

Making most of

customer

information and

relationships

The rich knowledge base and strong relationship that retailplayer may have developed over the years should be used toanticipate consumer needs and preferences.

Efficient use of

distribution

infrastructure

Distribution infrastructure is the most important part of onlineretailing. All the cost advantage and convenience will be lost ifa company does not possess a proper distribution channel toserve the consumer needs.

Exploit

Opportunities for

partnering

Partnering can speed execution give access to critical skills, and

generate additional equity from incumbents assets.

Managing channel

conflicts

Moving online can trigger conflicts between channels. Onlineplayers need to find creative ways to avoid conflict within thecompany and its supply chain.

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THE INDIAN E-RETAIL SCENERIO

A lot of water has flown into the river Ganges since the dotcom bubble burst in 1999 and e-commerce has shown many interesting trends since then . Sensex is touching magical 12000mark and GDP is growing at 9% which makes Indian customers rich by causing an increase inits disposable income. This new generation of rich Indian customers is ready to spend moremoney for its convenience and is becoming more teachsavvy. This has acted as a panacea which

was once ailing in the early 2000.Now E-commerce is growing at a rapid pace in India. Thevalue of online consumer purchases doubled to about Rs11.8bn in fiscal year 2005/06 comparedto the previous fiscal year, according to estimates from the Internet & Mobile Association of

India (IAMAI).

5.9

11.8

0

2

4

6

8

10

12

FY 2003- 04 FY 2005- 06

ONLINE PURCHASES(Rs.Billion)

FIGURE-II

Low-value products such as travel and ticketing, electronic gadgets, clothes, music and books

dominate retail e-commerce transactions in India Certain online services like matrimonialmatchmaking, job searching, auctions, share trading and banking are also becoming increasinglypopular. The most interesting trend in B2C e-commerce is that the travel industry has emerged asthe fastest-growing category. IDC expects the travel space to grow at a CAGR of 140 percent toreach Rs 1,430 crore in 2006. With the launch of online ticketing by the Indian Railways, andalmost all the domestic airlines, growth in this space is expected to take off very soon.

According to IDC, which closely follows market swings in the B2C segment, estimates that thetotal Indian market size was Rs 126.9 crore for 2001, Rs 238.3 crore for 2002, it rose to Rs 570

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crore in 2004-05 and further to Rs 2300 crore in 2006-07[DNA Jul 06]with a (CAGR) of 79 %.

In 2005-06, Indian consumers spent Rs11.80 billion on Fabmall, Rediff, India times and Sify.Online purchases have nearly quadrupled, from 200,000 in 2002-03 to 790,000 in 2005-06.According to IDC, online B2C e- commerce is growing at 80 percent every year. Apart from thisthere is 125 % growth in the online travel sphere (60 percent of the total e-commerce pie) Annual

online consumer purchasing reached approximately US$130 million in 2004-2005INDIAN E-TAIL MARKET

126.9 238.3

570

2300

0

500

1000

1500

2000

2500

2000-01 2001-02 2004-05 2006-07(estimsted)

Rs.cror

FIGURE-III

INTERNATIOANL RETAILERS IN INDIA

The world's largest retailer by sales, Wal-Mart Stores Inc and Sunil Mittal's Bharti Enterpriseshave entered into ajoint venture agreement and

they are planning to open 10 to 15 cash-and-carry facilities over seven years. The first of thestores, which will sell groceries, consumer appliances and fruits and vegetables to retailers and

small businesses, is slated to open in north India by the end of 2008. Carrefour, the worldssecond largest retailer by sales, is planning to setup two business entities in the country one forits cash-and-carry business and the other a master franchisee which will lend its banner, technicalservices and know how to an Indian company for direct-to-consumer retail.

The worlds fifth largest retailer by sales, Costco Wholesale Corp (Costco) known for itswarehouse club model is also interested in coming to India and waiting for the right opportunity.

Opposition to the retailers' plans have argued that livelihoods of small scale and rural vendorswould be threatened. However, studies have found that only a limited number of small vendorswill be affected and that the benefits of market expansion far outweigh the impact of the new

stores.

How international players are present:

Franchise

International company gives name and technology to local partner. Gets royalty inreturn

In case master franchise is appointed for region or country, he has right to appointlocal franchisees

Nike, Pizza Hut, Tommy Hilfiger, Marks and Spencer, Mango

25
http://en.wikipedia.org/wiki/Wal-Marthttp://en.wikipedia.org/wiki/Joint_venturehttp://en.wikipedia.org/wiki/Joint_venturehttp://en.wikipedia.org/wiki/Carrefourhttp://en.wikipedia.org/wiki/Wal-Marthttp://en.wikipedia.org/wiki/Joint_venturehttp://en.wikipedia.org/wiki/Carrefour


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Manufacturing

Company sets up Indian arm for production

Bata India. It also has right to retail in India

Distribution

International company sets up local distribution office

Supply products to Indian retailers to sell

Also set up franchised outlets for brand

Swarovski, Hugo Boss

Wholesale trading

Cash and Carry operations

100% FDI permitted

Metro Cash n Carry

RECENT TRENDS

Retailing in India is witnessing a huge revamping exercise as can be seen in the graph

India is rated the fifth most attractive emerging retail market: a potential goldmine.

Estimated to be US$ 200 billion, of which organized retailing (i.e. modern trade) makesup 3 percent or US$ 6.4 billion

As per a report by KPMG the annual growth of department stores is estimated at 24%

Ranked second in a Global Retail Development Index of 30 developing countries drawnup by AT Kearney.

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FUTURE DIRECTIONS

POSITIVES:

AT Kearney has estimated Indias total retail market at US$ 286 bn* which is expected togrow at a compounded 30 per cent over the next five years.

With the organized retail segment growing at the rate of 25-30 per cent per annum,revenues from the sector are expected to triple from the current US$ 7.7 billion to US$ 24

billion by 2010. The share of modern retail is likely to grow from its current 2 per cent to 15-20 percent

over the next decade

Over next two years India will see several Indian retail businesses attaining a criticalmass as growth in the industry picks up momentum driven by two key factors:

Availability of quality real estate and mall management practices

Consumer preference for shopping in new environments

Wal-Mart: huge plans for India. Moving a senior official from its headquarters inBentonville, Arkansas, to head its market research and business development functionspertaining to its retail plans in India.

New York-based high-end fashion retailer Saks Fifth Avenue has tied up with realtymajor DLF Properties to set up shop in a mall in New Delhi.

Tommy Hilfiger, retailer of apparels, expects to open one store each in Delhi,Ahmadabad, Luck now and Bangalore in the next four months.

CONCERNS

70 million square feet of mall space is expected to be available by end of 2008, whichmight lead to over-capacity of malls

Lack of differentiation among the malls that are coming up. One option may be to look atspecialization.

Poor inventory turns and stock availability measures - retailers clearly need to augmenttheir operations.

Operations of retailers and suppliers are not integrated. Efficient replenishment practicespracticed in the Indian auto and auto-component industry can be leveraged to implementefficient supply chain management techniques.

Supplier maturity, in terms of adherence to delivery schedules and delivering the quantityordered, is an issue

Sales tax laws - lead to retailers having state-level procurement and storage leads toIndian retailers having higher inventories. VAT has helped alleviate this a bit.

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Increased adoption of IT and shrinkage management will be a critical area.

Supply chain and customer relations followed by merchandising, facilities managementand vendor development are areas which have significant gaps and proactive training is akey imperative for overcoming these.

INDIA Vs WORLD

Indian retail is fragmented with over 12 million outlets operating in the country. This is incomparison to 0.9 million outlets in USA, catering to more than 13 times of the totalretail market size as compared to India

India has the highest number of outlets per capita in the world - widely spread retailnetwork but with the lowest per capita retail space (@ 2 sq. ft. per person)

Annual turnover of Wal-Mart (Sales in 2001 were $219 billion) is higher than the size ofIndian retail industry. Almost 100 times more than the turnover of HLL (India's largestFMCG Company).

Wal-Mart - over 4,800 stores (over 47 million square meters) where as none of India'slarge format store (Shoppers' Stop, Westside, Lifestyle) can compare.

The sales per hour of $22 million are incomparable to any retailer in the world. Numberof employees in Wal-Mart is about 1.3 million where as the entire Indian retail industryemploys about three million people.

One-day sales record at Wal-Mart (11/23/01) $1.25 billion - roughly two third of HLL'sannual turnover.

Developed economies like the U.S. employ between 10 and 11 percent of their workforce

in retailing (against 7 percent employed in India today). 60% of retailers in India feel that the multiple format approach will be successful here

whereas in US 34 of the fastest-growing 50 retailers have just one format

Inventory turns ratio: measures efficiency of operations. The U.S. retail sector has anaverage inventory turns ratio of about 18. Many Indian retailers KPMG surveyed haveinventory turns levels between 4 and 10.

Global best-practice retailers can achieve more than 95 percent availability of all SKUson the retail shelves (translating into a stock-out level of less than 5 %).The stock-outlevels among Indian retailers surveyed ranged from 5 to 15 percent.

CHALLENGES OF RETAIL IN INDIA

To become a truly flourishing industry, retailing needs to cross the following hurdles:

Automatic approval is not allowed for foreign investment in retail. Regulations restricting real estate purchases, and cumbersome local laws. Taxation, which favors small retail businesses. Absence of developed supply chain and integrated IT management. Lack of trained work force. Low skill level for retailing management.

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Intrinsic complexity of retailing rapid price changes, constant threat of productobsolescence and low margins.

DATA ANALYSIS AND INTERPRETATION

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1. People would prefer

20%

25%30%

35%

40%

45%

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2. Theorganizedretail market is affectingour earlier

of brandedproduct)?

40%

45%

50%

stronglyagree

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4. Global brands like Sp

acquiring your market?

70%

32

3. Organised retail store provide facilityli

friendlyoutlet and single point of purcha

60%

70%

80%


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6. Do you have benefit34


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FOR TESTING HYPOTHESIS AND OBJECTIVE WE HAVE USED SPSS

SOFTWARE

QUESTION1

Frequency Percent

Valid 1 36 18.0

2 23 11.5

3 23 11.5

4 36 18.0

5 15 7.5

6 21 10.57 24 12.0

8 22 11.0

Total 200 100.0

Interpretation

Out of 200 frequency there are 36 local kirana shop and general store .24 are apparel shop ,

23 are paan and beedi, and chemist shop . hand craft hawker are with the least (i.e 15)

QUS2

Frequency Percent

Valid 1 157 78.5

2 43 21.5

Total 200 100.0

Interpretation

Most of the population having a retails shop, there are few number of wholesaler. Thus, retail

sector is mostly effected by the organized retail store i.e.78.5%.

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Cross tabs

Case Processing Summary

Cases

Valid Missing Total

N Percent N Percent N Percent

QUS3 *

QUS7 199 99.5% 1 .5% 200 100.0%

Interpretations

In the cases of Question 3 & 7 is showing the class of the people in which class of people have

more perception about the organized and unorganized stores. There are many high class of

people which are demanded for the quality of product and service.

QUS3 * QUS7 Cross Tabulation

Count

QUS7

Total1 2 3 4 5QUS3 1 8 5 6 4 11 34

2 14 23 9 9 32 87

3 10 24 7 5 21 67

4 0 3 2 3 3 11

Total 32 55 24 21 67 199

Interpretations

People will preferred to organized retail store because they are providing variety as well as

quality of product. Class of the people generally visit to store because they belong to lower and

middle class.

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Chi-Square Tests

Value Df Asymp. Sig. (2-sided)

Pearson Chi-Square 12.383a 12 .415

Likelihood Ratio 13.330 12 .345

Linear-by-LinearAssociation

.000 1 .998

N of Valid Cases 199

Interpretations

From above table researcher can conclude that there is no association between the organized and

unorganized sectors (as value=0.415 which greater than0.01) further reasearcher can conclude

that there is no difference between organized and unorganized retail stores from the view of

unorganized retail stores owners .

One way

Descriptives

VAR00001

N Mean

1 36 7.44

2 23 7.39

3 23 7.74

4 36 7.08

5 15 7.40

6 21 8.14

7 24 7.548 22 7.77

Total 200 7.52

Interpretation

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Means: Apparel shop is the highest mean (i.e. 8.14) in unorganized retail sector .footwear shop

is the second highest with (7.77) and the third highest is the paan and beedi shop with (7.74).

Fourth is the General store shop with (7.54) followed by pavement vendor is the least mean with

(7.08).

ANOVA

VAR00001

Sum of

Squares df

Mean

Square F Sig.

Between Groups 18.330 7 2.619 1.438 192

Within Groups 349.545 192 1.821

Total 367.875 199

Interpretation:Since the affect of organized sector, we have to check the hypothesis 2 that is, There is anassociation between class of people and preference in retail choice (organized or unorganized).Than restrain apply one way ANOVA from the table it can seen in the mean.Since mean is the effect of our on unorganized with the highest mean that is apparel shop but it isnot statically significant.

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CONCLUSION

Based on the in depth study across the selected samples with a fair representation of thepopulation there is a reasonable market potential for retail sector across the pune .

More countries were found favoring the Indian retail structure then competitors products.

Also the flexibility in the product price contributed a lot increasing its potential.

More consumers of upper class prefer to buy product from organized retail store. On the otherhand , middle and lower class people depend on unorganized sector.

Moreover to some extent organized retail sector is hampering the unorganized retail sector.

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REFERENCES

(1) [http://www.ksa-technopak.com/pdf/irf-9sept2006.pdfImpending Economic Impact of AResurgent Indian Retail Sector]

(2) ICRIER Survey of Indian Retail Sector - Indian Realty News

(3) Economic and financial indicators 27th Oct 2007

(4) India's Retail Revolution - CNN Money

(5) www.google.com

(6) www.economictimes.indiatimes.com

(7) www.businessworld.in

(8) www.economist.com

(9) www.wikipidia.org

(10) www.kpmg.com

(11) www.ey.com

Questionnaire

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Name of the shop

Location

1. In which type of business you are engaged in?

Local kirana shop ( ) Hand-craft hawker ( )

Paan and beedi ( ) Pavement vendor ( )

Chemists ( ) Apparel shop ( )

General store ( ) Footwear shop ( )

2. Are you,

Retailer ( ) wholesaler ( )

3. People would always prefer to go to organized retail store regularly?

Strongly agree ( ) Agree ( )

Normal ( ) Dis-agree ( )

4. Organized retail store provide facility like shopping ambience, friendly outlet, single

point of purchase did it effect your business?

Yes ( ) No ( )

5. Global brands like Spencer, Reliance Fresh, Wall-mart and More are acquiring your

market?

Strongly agree ( ) Agree ( )

Normal ( ) Dis-agree ( )

6. Which class of people generally visit to your store?

Lower ( ) Middle ( ) Upper ( )

Above two ( ) All ( )

41
http://www.economist.com/indicatorshttp://money.cnn.com/magazines/fortune/fortune_archive/2007/07/09/100122335/index.htmhttp://www.google.com/http://www.economictimes.indiatimes.com/http://www.ksa-technopak.com/pdf/irf-9sept2006.pdfhttp://www.indianrealtynews.com/retail-market/icrier-begins-survey-of-indian-retail-sector.htmlhttp://www.economist.com/indicatorshttp://money.cnn.com/magazines/fortune/fortune_archive/2007/07/09/100122335/index.htmhttp://www.google.com/http://www.economictimes.indiatimes.com/http://www.businessworld.in/


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7. Do you provide variety of choices in products to customer?

Yes ( ) No ( )

8. Do you have benefit of providing credit facilities to your loyal customer?

Yes ( ) No ( )

9. Do you think that the home delivery service provided by you attracts more customer

rather than buying products from retail shop?

.

10. Do you think that the discount facility provided by organized retail shop will

Attract more customers?

Yes ( ) No ( )

11. Which type of product provides you more profit in your shop?

.

12. Express your opinion towards organized retail shop?

.

THANK YOU

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Documents

29418876-Project-Report