Khushbu - Ppt

8/3/2019 Khushbu - Ppt

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Selling & Distribution Strategies

of

Submitted to:- Submitted by:-Dr. Ranjan Upadhayaya Khushbu JhaAssistant Professor M.B.A-2ND YEARWisdom Wisdom


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Contents

Objective Future Group An Introduction Introduction of PRIL Sales Vision Sales Mission

Core Values Sales Segmentation Sales Mix Awards Sales Competitors

Sales Share Selling Strategies Sales Promotional Strategies Sales Channel of Distribution Swot Analysis (Sales) Recommendations Conclusion


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OBJECTIVE

To understand the concept of valueretailing followed by Pantaloons RetailIndia Limited.

To understand the concept of lifestyleretailing by the company.

To understand the management of thecompany, its expansion plan, strategies.


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Future Group- An Introduction

Leading Business Group

Other business


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INTRODUCTION PRIL

Industry- Retailing Founded 1987, India

Founder- Mr. Kishori Biyani (MD & CEO)

Headquarter- Mumbai Zonal Offices Kolkata, Bangalore, Gurgaon

(Delhi)

Stock Information -BSE:523574

Website Pantaloon.com Operations


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Sales Vision

The company shall deliver

everything, everywhere,

everytime for every Indian customer

in the most profitable manner.


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Sales Mission

Trendsetter

Infuse Indian Brands

Efficient, Cost-Conscious & Committed


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Core - Values

Indianess

Leadership

Respect & Humanity Introspection

Openness

Simplicity & Positivity Flow


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Sales Segmentation

Fashion- Pantaloons, Central, All, Brand Factory, Blue Sky, Top 10, Fashion Station,Big Bazaar, Lee Cooper

General Merchandise- Big Bazaar Shoe Factory, Navras, Electronics Bazaar,Furniture Bazaar, KBS FAIR PRICE

Electronics- Ezone, Electronic Bazaar, STAPLES

Home Improvement -Home Town

E-tailing(online shopping)-www.futurebazaar.com Books & Music Depot

Leisure & Entertainment Bowing Company, F123

Wellness Star & Sitara , Tulsi

Telecom & IT Gen m, M Bazaar, M-Port, Coverage m, Future Axiom

Consumer Durables Koryo, Sensei, Ipaq

Service E care, H care, Design & Services

Malls Central ( Bangalore, Hyderabad, Pune, Mumbai, Vadodra, Gurgaon, Indore,Ahmedabad

Investment & Savings Insurance-ULIP, Pension, Endowment etc


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Sales Mix

42%

12%3%

13%

23%

7%

Bigbazaar CentralOthers Pantaloons dept store

foodbazaar Home


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Awards

CNBC Awaaz Consumer Award (2009): Most preferred multi product chain - Big Bazaar. Most preferred multi brandfood & beverage chain -

Big Bazaar. Image Fashion Forum (2009): Most admired fashion group of the year - Future

Group. Most admired private label- Pantaloon, the lifestyle

format. Critics choice for pioneering efforts in retail concept

creationCentral.

Coca-Cola Golden Spoon Award (2009): Most admired Food & Grocery Retailer of the year. Most admired Food Court. Most admired Food Professional.


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Sales Competitors

Shoppers Stop

Trend

Globus Stores Giant in Hyderabad

International Chains in India

Wal Mart Carrefour


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Sales Share

37

25

12

9

10

7

PRIL

SHOPPER'

S STOPGLOBUS

GIANT

WALLMART

CARREFOUR


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Selling Strategies

Pricing

Store Design & Display

Merchandise Assortment

Communication

Place

Promotion

Process

Strong Quality & Customer Satisfaction

Growing Relationship & Customer Retention


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Sales Promotional Strategies

Green card

Sponshership

Brand Ambassador

Fair Price Cash Discounts

Backward Integration


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SALES CHANNEL OFDISTRIBUTION


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Manufacturer

Future logistics

Sol ltd

Wholesaler

Retail Store

Consumers


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Sales Channel of Distribution

Procurement from low cost centers outside India.

Future Logistics Solution Ltd, wholly owned subsidiary has beenformed to offer more strategic, systematic approach to meet groupslarge captive supply chain management.

Future logistics has build about 4 mega merchandising hub of about2500000 feet located in 4 zones in India.

In terms of warehouse space nearly 2 millions square feet is

operational consisting of master distribution centre.

PRIL has also their own factory outlet from where they supplydirectly to the stores.


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Swot Analysis (Sales)

Pioneer in the retailing

industry, largest market share& capitalization.

Presence in major cities.

Most trusted and respectedbrand.

Product availability.

Dedicated customer servicedesk.

It does not function

internationally, so it may looseforeign customers.

Since the company sells theproducts across many sectors,it may not have the flexibility offocusing on one sector which

the competitors can. Company faces competition

from company dealing inspecialty stores.

Strength Weakness


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Swot Analysis (Sales)

Huge market untapped

(ethnic wears, organiccotton wears).

New location and store typeoffers opportunity to exploitmarket.

Rural retailing. To take over, merge with, or

forms strategic alliance withglobal retailing, focusing onspecific market.

Being no. 1 means that you

are target of competition. Price war between

competitors, price cut andso on could damage profitfor PRIL.

If unorganized retailers areput together, they areparalled to a largesupermarket with littleoverhead, high degree offlexibility in merchandise,

display, price and turnover.

Opportunity Threat


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Recommendations

To focus on several parameters which are posing hindrancestowards its growth so that the store can retain its current position inthe lifestyle segment.

The organization must strive for the development of new formats tofacilitate a better shopping environment for its customers.

It can be undoubtedly stated the company has well planned retailstrategies currently but these must be updated with the continuously

changing environment so that it can sustain the competitiveadvantage.

To compete in this sector one needs to have up-to-date marketinformation for planning and decision-making. The second mostimportant requirement is to manage costs widely in order to earn


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Conclusion

Pantaloons Tops the Pyramid of Indian Retail with its BrilliantConsumer centered approach and marketing.

Other then marketing, operations management, supply chainmanagement and Human resource department at pantaloons arealso very well managed and play an important role in its growth andsuccess.

Pantaloons are the best bet in retail. The store has been wellmaintained in accordance with the latest demands of theconsumers.

Shopping in India has witnessed a revolution with the changes inthe consumer buying behavior and the whole format of shoppingaltered. It is expected that by 2015, India may have 1000 new

shopping centers.


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