Next Practices Retail

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    Next Practices Retail

    The Indian Perspective

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    The Golden Bird

    Sone ki Chidiya

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    Next Practices ?????

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    Best Practices ?????

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    # 1Back to Basics

    Old is Gold

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    Back to Basics

    Old is Gold

    Commodities in Steel Containers

    Exchange offers MBWA

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    # 2 Shopper Behavior

    On the Shop floor the Consumer

    metamorphosis into a newAnimal

    THE SHOPPER

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    # 2 Shopper Behavior

    More than 70% of purchasing decisionsare made in-store

    Impulse Purchase

    Same shopper behaves differently indifferent Store Formats

    Managing Non Shoppers

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    # 3 Shopper Marketing

    Converting Shoppers into Buyers

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    # 3 Shopper Marketing

    Influencing them while they in the ACT ofShopping

    Store is the second largest source ofawareness, after Television, forinformation on brands and products.

    Advertisement spend ( BTL) for ShopperMarketing is increasing

    L'Oreal , Coco Cola, HUL pioneers in India New source of additional revenue for

    retailers

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    # 4 Category Management

    Providing Total Solutions to the

    Consumer

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    Category Management

    Retailer Manufacturer Partnership

    Products are grouped together intocategories to reflect consumer needsbased on how the product is used/consumed/purchased.

    SKU management to SBU Management

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    CategoryDefinition

    Category Role

    Category

    AssessmentCategoryScorecardCategory

    Strategies

    CategoryTactics

    PlanImplementation

    Cate

    gory

    Rev

    iew

    CategoryManagement

    Business Process

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    # 5 Private Labels

    Private Labels as a major

    Differentiator

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    Types of Private Labels

    Generic

    Copycat

    Premium Store Brands Value Innovators

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    Whos the Worlds largest

    FMCG Manufacturer ??

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    Private Label sales

    Company Sales

    $ Billion

    Share of

    PL %

    PL Sales

    $ Billion

    Wal Mart 408 40% 163

    Carrefour 121 25% 30

    Tesco 90 50% 45

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    Sales ComparisonRank( F-500 Company Sales

    $ Billion

    P L Sales

    $ Billion

    1 Wal Mart* 408 163

    22 Carrefour* 121 30

    44 Nestle 99

    57 Metro* 91 NA( 50 )58 Tesco* 90 45

    66 P & G 80

    121 Unilever 55

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    P L Next Practices- India

    Pricing AT Par with National Brands Tasty Treat Cornflakes Kellogs

    Creating premium Brands PremiumHarvest pulses

    Gaining Leadership positions : Tasty TreatKetchup forced Kissan to drop prices

    Value Innovators - Westside

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    # 6 Direct Product ProfitabilityDPP

    Allocating cost involved for Space,Manpower & Shrinkage/waste & electricityetc. to find out profitability of a Category.

    GMROI : Gross Margin Return onInventory

    GMROF : Gross Margin Return on Space GMROL : Gross margin Return on

    Employee

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    # 7 Basket Analysis

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    Counting Holes in the basket

    Finding Share of the Wardrobe

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    Basket Analysis

    Analysing the Basket not only for what acustomer bought but to find out what elsethey could have possibly bought.

    Analysing the purchase pattern (apparels)to find out what items of their wardrobe isnot being bought from the Retailer.

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    Science of VM

    Retail Anthropology

    Space Planning

    Store Design

    Circulation plans

    Store Fixtures

    Planograms Colour Blocking

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    # 9 Experience Management

    Customer Experience Management: CEMTotal Experience Management

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    Experience Management

    Influencing Shoppers perceptions

    Mapping & Managing Moments of Truth

    Creating Customer Delight & WOW

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    # 10 Beyond CRM

    Its not how to make the customerloyal to you

    BUT

    How to Demonstrate yourLoyalty to your customer

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    Go

    Back to basics

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    Learn from

    KIRANAWALAsThank You