A

SUMMER INTERNSHIP PROJECT REPORT

ON

“COMPITITOR ANALYSIS”

(PANTALOONS FASHION RETAIL LTD)

For the partial fulfilment of the requirement

For the award of the degree of

MASTER OF BUSINESS ADMINISTRATION

SUBMITTED TO: SUBMITTED BY:

DR.POOJA GOEL NOYAMI BAGH

MANGALMAY INSTITUTE OF MANAGEMENT & TECHNOLOGY

GREATER NOIDA (U.P.)

DR. A.P.J. ABDUL KALAM TECHNICAL UNIVERSITY,

 Certificate

This is to certify that Miss. NOYAMI BAGH, University Roll No 1815270074 is a regular
student of MBA 2nd Year, full time degree course at out institute. Her Project Report work
titled, ‘COMPITITOR ANALYSIS IN PANTALOONS RETAIL LTD’ submitted as part
of the curriculum for the award of the degree of Master of Business Administration from DR.
A.P.J. ABDUL KALAM TECHNICAL UNIVERSITY, LUCKNOW, is an original work
done by him. This work has not been submitted earlier in any form partially or fully to this or
any other Institute/University for any degree or diploma.

(DR. Amit Gupta)

Supervisor Head of Department

 Student Declaration

I, NOYAMI BAGH, bearing University Roll No 1815270074 of APJ University, Lucknow,

enrolled as student of MBA at MANGALMAY GROUP INSTITUTE OF MANAGEMENT
& TECHNOLOGY, GREATER NOIDA, solemnly declare that the project report titled,
‘COMPITITOR ANALYSIS IN PANTALOONS RETAIL LTD’ embodies the results of
original research work carried out by me and the same has not been submitted in any form
partially or fully for award of any diploma or degree of this or any other University/Institute.

(NOYAMI BAGH)
Roll No.: 1815270074
 Acknowledgements

Through this acknowledgement I express my sincere gratitude towards all those people who
helped me in this project, which has been a learning experience.

This space wouldn’t be enough to extend my warm gratitude towards my project guide
DR. POOJA GOEL for her efforts in coordinating with my work and
Guiding in right direction.

I escalate a heartfelt regards to our Institution Director DR. TUSHAR KANTI for giving
Me the essential hand in concluding this work.

It would be injustice to proceed without acknowledging those vital supports I received from
my beloved classmates and friends, without whom I would have been half done.

I also use this space to offer my sincere love to my parents and all others who had been there,
helping me walk through this work.

NOYAMI BAGH
 TABLE OF CONTENTS

CHAPTER- 1: INTRODUCATION

1.1 Need of the study

1.2 Scope of the study

1.3 Objectives of the study

1.4 Limitations of the study

CHAPTER 2: LITERATURE REVIEW

 REVIEW OF LITERATURE

CHAPTER- 3: THEORTICAL FRAMEWORK

CHAPTER- 4: METHODOLOGY OF WORK

4.1 METHODOLOGY OF WORK

4.2 RESEARCH DESIGN

CHAPTER- 5: ANALYSIS OF DATA

5.1 DATA COLLECTION AND ANALYSIS

5.2 DATA ANALYSIS

CHAPTER- 6: CONCLUSION

6.1 MAJOR FINDING

6.2 RECOMMEDATIONDS
BIBLIOGRAPHY
 CHAPTER-1
INTRODUCTION

Competitors’ analysis: It is a systematic and ethical program for gathering, analysing, and

managing external information that can affect your company's plans, decisions, and operations.

Competitive analysis, are common terminologies which express a company’s try to discover the
markets. It serves as well as its own positioning within them. Competitive intelligence can be used to
predict what the competition is going to do before they are doing it and react appropriately towards the
knowledge. While competitive intelligence generally focuses on competition, precisely the same
investigative methods provide valuable comprehension of the plans of suppliers or major customers.
Unforeseen changes having an effect on essential suppliers or customers might have more impact on the
business than the actions of individual competitors; therefore they can be worth observing thoroughly. If
a company’s largest customer is acquired by a company served by its competitor, it'll either have got a
larger customer or maybe a lost customer following the acquisition happens. The sooner a company is
aware of the merger plans, the better its likelihood of getting the merged company’s business.

Pantaloons fashion and retails ltd is an Indian premium clothing retail chain which was first
launched at GARIHAT in Kolkata in 1997.Originally incorporated as MANZ wear Pvt ltd on oct,12
1991 later it was changed to ‘PANTALOONS’ fashion and retail ltd’. As of Nov 2003 there were76
pantaloons in 44 cities. It was previously controlled by future group later it was taken by Aditya Birla
NUVO Limited according to brand trust report 2014. It has 130 stores in 40 cities and towns in India. It
has retail space of 1.7 million square feet which is amongst the largest in India. Pantaloons also offers
loyalty programme greencard to over 4 millions members. The programme entitles members to discounts
and shopping previleges. It is not just located in metros but also available in small towns. It has wide
varieties of categories like casual wear, formal wear, party wear, sports wear & kids wear.Which allows
the customer to shop for latest fashion in attractive and visually stimulated ambience
Affinity for competitive intelligence continues to grow over the last couple of years. As soon as
companies discover their competitors are involved in management activities just like competitive
intelligence, they frequently establish their very own programs, if only to keep parity. Within the
telecommunications market, any rise in the level of competition will doubtless raise the importance of
competitive intelligence programs. Paradoxically, due to the fact some businesses don't publicize the
level of their competitive intelligence endeavours, other businesses may inaugurate activities assuming
that such plans exist in competitors’ companies.
As a business, you want to stay competitive. In order to do this, you need to constantly analyse
the existing market for any relevant changes. As a business owner, the information you find and interpret
is essential to your survival. In order for you to be successful, you need to adapt to any changes in the
market or else you could lose money. In order to truly understand how your company fits into the market,
you need to understand which companies are your biggest competitors or who will be your biggest
competitors in the future. The Definitive How-To Guide for Business and Competitive Analysis

Transform raw data into compelling, actionable business recommendations

Answer the questions executives ask—“What?” “So What?” and “Now What?”

Today’s 24 most valuable techniques: how to choose them, how to use them

For everyone who performs analysis: managers, consultants, functional specialists, and strategists

A completely new book by the authors of the popular Strategic and Competitive Analysis
Business success begins with deep clarity about your competition and your business environment. But,
even as data gathering has improved dramatically, few business professionals know the state-of-the-art
techniques for analysing their data. Now there’s a comprehensive, immensely practical guide to today’s
best tools and techniques for answering tough questions and making actionable recommendations.
Business and Competitive Analysis begins with end-to-end guidance on the analysis process, including
defining problems, avoiding analytical pitfalls, choosing tools, and communicating results. Next, the
authors offer detailed guides on 24 of today’s most valuable analysis models: techniques that have never
been brought together in one book before. They offer in-depth, step-by-step guidance for using every
technique—along with realistic assessments of strengths, weaknesses, feasibility, and business value.
 Need of the Study

1. Today, for any organization or firm to survive in this competitive world depends on its ability to
be dynamic and be different from the competition to be unique in the industry. Customer
Satisfaction helps every organization to keep the existing customer and to build new customer.

2. The information gathered through this research can be used by the company to improve its
services and became more customers friendly. This can increase the goodwill of the company and
its overall performance.

3. Thus this study is aimed to provide the management with some knowledge about its status in
market. The research also aims to provide some ideas to improve the company’s present
condition.
 OBJECTIVES OF THE STUDY

1. To study the promotional techniques used by Pantaloons and its competitors.

2. To be aware of advertisements of Pantaloons and its competitor.
3. To know the competitive position of pantaloons in the Market.
4. To study the products and services offered by different players to the customer.
5. To access how pantaloons is better than other competitors.
6. To check satisfaction level of customers of different players.
 LIMITATIONS OF THE STUDY
1 The sample size of respondents is limited to 100 because of time Constraints.
 2 As only Bhubaneswar dealt in survey so it does not represent the view of the total
Indian market.
3 There was lack of time on the part of respondents.
4 The survey was carried through questionnaire and the questions were based on
perception.
5 Complete data was not available due to company privacy and secrecy..
6 Lacks of motivation as false commitments were made to customer by the
company.

CHAPTER2
Literature Review

All businesses that sell goods and services to consumers fall under the umbrella of Retailing, but
there are several directions we can take from here. For starters, there are department stores, discount
stores, specialty stores and even seasonal retailers. Each of these might have their own little quirks;
however, for the most part the analysis overlaps to all areas of retailing. This section of the industry
handbook will try to focus more on general retailers and department stores (For background reading).

Over the past couple decades, there have been sweeping changes in the general retailing business.
What was once strictly a made-to-order market for clothing has changed to a ready-to-wear market
flipping through a catalogue, picking the colour, size and type of clothing a person wanted to purchase
and then waiting to have it sewn and shipped was standard practice. At the turn of the century some
retailers would have a storefront where people could browse. Meanwhile, new pieces were being sewn or
customized in the back rooms. 
In some parts of the world, the retail business is dominated by smaller family-run or regionally-targeted
stores, but this market is increasingly being taken over by billion-dollar multinational conglomerates like
Wal-Mart and Sears. The larger retailers have managed to set up huge supply/distribution chains,
inventory management systems, financing pacts and wide scale marketing plans.

Without getting into specific product categories within the retailing industry, the overall segments
can be divided into two categories:

1 Hard - These types of goods include appliances, electronics, furniture, sporting goods, etc.
Sometimes referred to as "hard-line retailers."
2 Soft - This category includes clothing, apparel, and other fabrics.

Each retailer tries to differentiate itself from the competition, but the strategy that the company
uses to sell its products is the most important factor. Here are some different types of retailers:

3 Department Stores - Very large stores offering a huge assortment of goods and services.
4 Discounters - These also tend to offer a wide array of products and services, but they compete
mainly on price.
5 Demographic - These are retailers that aim at one particular segment. High-end retailers focusing
on wealthy individuals would be a good example.

Each of these has its own distinct advantages, but it's important to know how these advantages
play out. For example, during tough economic times, the discount retailers tend to outperform the others.
The opposite is true when the economy is thriving. The more successful retailers attempt to combine the
characteristics of more than one type of retailer to differentiate themselves from the competition.

Same Store Sales

  Used when analysing individual retailers. It compares sales in stores that have been open for a
year or more. This allows investors to compare what proportion of new sales has come from sales growth
compared to the opening of new stores. This is important because although new stores are good, there
eventually comes a saturation point at which future sales growth comes at the expense of losses at other
locations. Same store sales are also commonly referred to as "comps."
Sales per Square Foot
Store space is considered to be a productive asset and the key to profitability. Successful
companies generate as much sales volume as possible out of each square foot of store space. More
recently, analysts have created modifications of this concept by looking at a retailers' gross margin per
square foot.
Consumer Confidence
The Consumer Confidence Index (CCI) is put out by the Consumer Confidence Board around the
middle of each month. The Consumer Confidence Survey is based on a sample of 5,000 U.S. households
and is considered to be one of the most accurate indicators of confidence. Increasing confidence means
more spending and borrowing for consumers - a positive for retailers.
Analyst Insight
As we mentioned earlier, the store type and the strategy that retailers use plays a big role in how
well the company performs. The first thing to take a look at is what segment of the retail industry the
company is situated in. Is the company a discounter? Department store? Specialty retailer? The retail
category to which the company belongs also helps determine the following details about the company.1)
Competitors2) Porter’s 5 Forces Analysis.
Competitors
The number and size of direct competitors is important. Ideally, you want the company to have as
little competition as possible, but this rarely happens. Determine who the direct competitors are and how
they are all positioned in the market. A smaller regional discount store might find it tough to compete
with new Wal-Mart stores opening up every month. Take a look at the big picture, find out what
differentiates the company from its competitors. Do they have better prices, service, or offer higher
quality goods than their competition? Grocery stores might find it hard to differentiate themselves from
competitors: after all, an apple is an apple. Higher-end retailers, however, may have an easier time as
they try to compete on service or quality.

 Size of the Market - Determining the overall size of the market gives us an indication of the
potential for the market. If you had the choice between a company with a 25% share of a $10
million market or a 25% share of a $1 billion market, which one would you chose?

Other Factors
 Some analysts even go as far as evaluating the retail strategy that the companies use. For
example, does the company have a fresh look? Are their stores clean, bright and fun to shop in? Swedish
retailer Ikea has done an excellent job of designing their stores for visual appeal, and quite possibly it has
equated to very strong sales. Also, what are the store demographics? Does the retailer appeal more to
younger people (who don't have the money), or does it appeal to the parents (who do have the
money).The performance of the economy as a whole obviously has a great impact on the retailing
industry. Retailer profits have a close correlation with the overall performance of the economy.

Looking at the trends for Growth  Gross domestic product (GDP), inflation, consumer

confidence, personal income and interest rates are extremely important when thinking about investing in
the retail industry. You might not think that your shopping habits are sensitive to interest rate
fluctuations, but they are. While a 50-basis-point drop in interest rates might not give you the sudden
inkling to go drop $1,000 at Macy's, for the economy as a whole, it has a big effect on spending patterns.
(For more insight on this effect.

After looking at the macroeconomic factors and the industry as a whole, it is time to delve into
the financial statements. The biggest problem for analysing these companies is the lack of consistency
between accounting procedures. It takes a careful eye when comparing performance ratios and figures
from one company to the next. For example, some companies tend to include shipping and storage in
their cost of goods sold, while others list it as a separate expense. This is why you must read all the  notes
to the financial statements and gain a better understanding of what is and isn't included in the various
figures

Aside from earnings and revenue growth, one important thing to look at is the MARKUP percentage
for the retailer. This is also known as the gross profit margin (sales minus cost of goods sold).
Unfortunately, there is not one margin that every retailer should use: discount stores generally have lower
margins compared to other general merchandisers. When comparing these numbers, higher margins are
usually better because it means the company has more room to work with during price wars, intensified
competition or when demand slows.
Inventory is also a key figure to pay close attention to as without it; retailers don't have anything to sell.
A company's inventory situation depends on what type of products it offers. For example, the inventory
turnover for a grocery store (with perishable goods) will be higher than that of a department store.
Compare the turnover rates of direct competitors: those with higher rates tend to have fresh new products
that sell more frequently. Keep in mind that an increase in inventory is not always a cause for alarm.
Sometimes inventory will increase as a result of new stores opening or the expansion of existing stores.
Therefore, compare the increase in inventory to the growth of new stores to see if there is more to the
story.

RETAIL SECTORS IN INDIA

The word 'retail' is derived from the French word 'retailer' meaning 'to cut a piece off' or 'to break
bulk'. In simple terms it involves activities whereby product or services are sold to final consumers in
small quantities.

Although retailing in its various formats has been around our country for many decades, it has
been confined for a long time to family owned corner shops.

Englishmen are great soccer enthusiasts, and they strongly think that one should never give
Indians a corner. It stems from the belief that, if you give an Indian a corner he would end up setting a
shop. That is how great Indians retail management skill is considered.

The Facts

Retailing in more developed countries is big business and better organised that what it is in India.
Report published by McKinsey & Co. in partnership with Confederation of Indian Industry (CII) states
that the global retail business is worth a staggering US $ 7 trillion. The ratio of organised retailing to
unorganized in US is around 80 to 20, in Europe it is 70 to 30, while in Asia it comes to around 20 to 80.

In India the scenario is quiet unique, organised retailing accounts for a mere 5% of the total retail
sector. Although there are around 5 million retail stores in India, 90% of these have a floor space area of
500 sq. ft. or less. The emergence of organised retailing in India is a recent phenomenon and is
concentrated in the top 20 urban towns and cities.
The Reason

This emergence of organised retailing has been due to the demographic and psychographic
changes taking place in the life of urban consumers.

Growing number of nuclear families, working women, greater work pressure, changing values and
Lifestyles, increased commuting time, influence of western way of life etc. have meant that the needs and
wants of consumers have shifted from just being Cost and Relationship driven to Brand and Experience
driven, while the Value element still dominating the buying decisions.

Also, with the liberalization of Indian Economy in the early 1990's the employment and income from the
service sector has led to the burgeoning of the so called 'Middle Class Consumers'. The lifestyle and
purchasing power of this segment has fuelled the growth of organised retailing.

The BIG Boys

The level of interest shown by major corporate sector has increased manifold over the last few
years. Large conglomerates like the ADITYA BIRLA TATA, ITC, the RPG group, the Piramals and the
Rahejas have invested Heavly into large format retail stores.  Organised retailing for some of these
business groups is a logical extension of their businesses. For example Real Estate Major Rahejas have
successfully exploited their expertise in selection and execution of retail establishment in prominent
places around metros in the country. While the ownership remains with them, the day-today running is
left to the hands of experts.

Also textile and garments companies like Raymond, Madura Garments and Arvind Denims have
successfully employed forward integration by opening up exclusive outlets for their branded garments.
This reduces their dependence on intermediaries, increases the profit margin and allows them to remain
close to their customers.

Apart from apparel brands, Consumer durables, FMCG products and Sports brands have also
spurred the growth of retails outlets.  In fact, so much is the promise of this sector that old Economy
major like Reliance, BPCL and others want to join the band wagon to cash in on their reach and retail
space availability.

Organised retailing in India initially began in south The availability of land at prime locations
coupled with lower real estate prices enabled the construction of multi-storeyed shopping complexes.
The growth of retailing in an expensive real estate places like Mumbai and Delhi was due to the
recession in the real estate sector during the mid-nineties. It was during these times that big business
houses like Piramals and Rahejas took notice of the potential in organised retailing.

The Design

Another interesting aspect of Indian Organised retailing market is the evolution of various
formats over a period of time. The traditional grocers by introducing self-service formats and value
added services like Home Delivery and Monthly Credit have tried to differentiate them.

In the late nineties the departmental stores dominated the retail scene; today it's the large formats
of hyper markets and Mega Malls which have conquered the largest retail space in the country.

Although some formats have been successful and others busted, still there is no consensus among
experts as to what would work where. Each formats has its won merits and demerits, and careful location
and assortment planning, accurate consumer insight with efficient supply chain management will remain
the corner stones of any format.

Building the Store Brand

The two major areas where the Retail Store managers face a marketing challenge is one – to
create footfalls, and secondly – to convert footfalls into sales.

Promotional efforts like Advertising and Sales promotions would help in creating footfalls, but in
the longer term it's the positioning and consumer proposition which would build the stores brand. Once
the brand is build, loyalty can be sustained through Direct Marketing or CRM programs.

The store brand would convey the value proposition in terms of what it offers and what it stands
for.

For example:

Pantaloons and Central offers "All lifestyle products under one roof" and it stands for "Feel the
Experience While you shop" attribute.

Similarly Pantaloons and Big Bazaar offers "All household products at one place" and it stands for "The
best bargain in town" attribute.
Also RPG's specialty store called Health & Glow offers "Health and Beauty treatment products" and it
stands for "Quality products with expert advice".

The Technology

Increased competition has led to tighter margins and greater pressure on profits for retail store
owners. Operating expenses like rentals, salaries, maintenance, electricity etc. have steadily risen as gross
margins have declined. Because of the low-margin nature of most retail businesses retailers will have to
focus on operational efficiency in order to create competitive differentiation.

"India is a big country where preferences change with every 25kms and customer loyalty with
every 5 rupees. Hence retails outfits needs technology and systems which can manage and interpret these
dynamics, and thereby help the management to take real time decisions" said one of the pioneers of
Organised Retailing in India, Mr. Kishore Biyani of Pantaloons.

One of the major technological innovations in organised retailing have been the introduction of
Bar Codes, it provides real time information of products sold, which in turn helps online inventory
management and also allows the manufacturer to organise production planning and distribution
management.

Organisations like A C Neilson have come up with Decision Support Services Systems which
help in sophisticated multi-dimensional reporting, data navigation, analytical modelling, graphical
presentations and expert system tools. Also issues like shoplifting have been address to with introduction
of sensors and tags.

The Macro Benefit

The contribution of a well-developed retail industry, to its economy, could be manifold; firstly it
will help in releasing for productive usage large area of lands lying ideal in prime location with
governmental and non-governmental agencies. Secondly, if we look at any major tourists' city in the
world it has a well-developed shopping environment; hence it is obvious that organised retailing would
help significantly in promoting our cities as tourist destinations.
HISTORY OF RETAIL SECTORS IN INDIA

INDIAN RETAIL A GLANCE ON 2010

 
The origins for retail business in India can be traced with the emergence of Kirana stores and
mom-and-pop stores. These stores used to cater to the local people. Gradually the government started
supporting the rural retail and many indigenous franchise stores came up with the help of Khadi &
Village Industries Commission. The economy began to open up in the 1980's resulting in the change of
retailing. The first few companies to come up with retail chains were in textile sector, for example,
Bombay Dyeing, S Kumar's, Raymonds, etc. Later Titan launched retail showrooms in the organized
retail sector.

Today India is the fifth largest in the world in terms of Retail Industry. Comprising of organized
and unorganized sectors, Indian retail industry is one of the fastest growing industries, especially over the
last few years. Though initially, the retail industry in India was mostly unorganized, with the change of
tastes and preferences of the consumers, the industry is getting more popular these days and getting
organized as well. With growing market demand, the industry is expected to grow at a pace of 25-30%
annually. The India retail industry is expected to grow from Rs. 35,000 crore in 2004-05 to Rs. 109,000
crore shortly. 
Indian Retail Industry is the most promising emerging market for investment According to the 8th
Annual Global Retail Development Index (GRDI) of AT Kearney, the retail trade in India had a share of
8-10% in the GDP (Gross Domestic Product) of the country in the year 2007.
The Indian Retail Industry is expected to grow to US$ 700 billion in the year 2010 according to a
report by North bride Capital. In the same year the organized sector will be 20% of the total market share
as compared to the share of organized sector in 2007 was 7.5%.
Retail is India's largest industry and for over 10% of the India's GDP and around 8% of the
employment. Retail sector is one of India's fastest growing sectors with a 5% compounded annual growth
rate. As India has a huge middle class base and its untapped retail industry are key attractions for global
retail giants planning to enter newer markets. Due to the changing lifestyles, strong income growth in the
middle class population and favorable demographic patterns, Indian retail is expected to grow 25%
annually and expected that retail business in India could be worth US$ 175-200 billion by 2016.

 BRIEF INTRODUCTION

The Indian Retail Industry has come forth as one of the most dynamic and fast paced industries
with several players entering the market. Today due to Retail business the total concept and idea of
shopping has undergone an attention drawing change in terms of format and consumer buying behaviour,
ushering in a revolution in shopping in the country. 
Modern retailing has entered into the country and as is observed in the form of bustling shopping
centres, multi-storied malls and the huge complexes that offer shopping, entertainment and food all under
one roof. A large young working population with median age of 24 years, nuclear families in urban areas,
along with increasing working women population and emerging opportunities in the services sector are
the key factors.

The growth pattern in organized retailing and in the consumption made by the Indian population
will follow a rising graph helping the newer businessmen to enter the India Retail Industry. 
The Food Retail Industry in India dominates the shopping basket. The Mobile phone Retail
Industry in India is already a US$ 16.7 billion business, growing at over 20 %per year. The future of the
India Retail Industry looks promising with the growing of the market, with the government policies
becoming more favourable and the emerging technologies facilitating operations.

MARKET CAPITALISATION
Size of the industry 
In the next few years the organised Retail Sector in India is expected to triple its size. The food
and grocery retail sector is expected to multiply five times in the same time frame. The market size of
Indian retail industry is about US $312 billion. The organised retailing comprises only 2.8% of the total
retailing market and is estimated at around US$ 8.7 billion and the organised retail sector is expected to
grow to US $ 70 billion. 
In the present scenario, 51% Foreign Direct Investment is permitted in India only through single
brand retailing and FDI up to 100% allowed under the automatic route for cash and carry wholesale.
 
Total contribution to the economy/ sales 
In 2010 the retail trade accounts for 12 % of the
country's GDP and is expected to approach 22% according to
Indian Brand Equity Foundation. Another analysis according to
the Mc kinsery. The rise of Indian Consumer Market', foresees
the Indian consumer market growing by four times by the year
2025, the Indian Retail industry is worth $300 billion in terms of
value. The industry's contribution to the Gross Domestic Product
is about 10%, the highest compared to all other Indian Industries.

 TOP LEADING COMPANIES

1 Pantaloons

Pantaloons is the most popular and biggest retailers in India with more than 759 stores across the
country. Headquartered in Mumbai, it has more than 5 million sq. ft. retail space located across the
country. It has the following retail segments:

2 Tata Group
 Tata group established in 1998 is another major player in Indian retail industry with its subsidiary
Trent, which operates Westside and Star India Bazaar. The group also has acquired the largest book and
music retailer in India 'Landmark' in 2005. Trent owns over 4 lakh sq. ft. retail space across the country.

3 RPG Group

RPG Group is one of the earlier entrants which were started in the year 1996 in the Indian retail
market, with the food & grocery retailing. Later it also opened the pharmacy and beauty care outlets
'Health & Glow'.

4 Reliance

Reliance is one of the biggest gaint players in Indian retail industry. More than 300
Reliance Fresh stores and Reliance Mart are quite popular in the Indian retail market. It is expected that
in the year 2010 its sales would reach to Rs. 90,000 crores.

 EMPLOYEMENT OPPURTUNITIES
The retail sector has also contributed to 8% of the employment in the country. Indian Retail
Industry would generate employment for more than 2.5 million people, predicts an analysis by Ma Foi
Management Consultants Ltd. Today the modern retail/retail services sector has the potential of creating
over 2 million new (direct) jobs within the next 6 years in the country (assuming only 8-10% share of
organized retailing), according to various analysts. Retail can create as many new jobs as the BPO/ITES
sector in India. A strong retail front-end can also provide the necessary fillip to agriculture & food
processing, handicrafts, and small & medium manufacturing enterprises, creating millions of new jobs
indirectly. Through its strong linkages with sectors like tourism and hospitality, retail has the potential of
creating jobs in these sectors also.

 Latest developments 

1 The BMI India Retail Report analysis for the third-quarter of 2010, forecasts that the total retail
sales will grow from US$ 353 billion in 2010 to US$ 543.2 billion by 2014. With the expanding
and developing middle and upper class consumer base, there will also be opportunities in India's
tier II and III cities. Their would be greater availability of personal credit and a growing vehicle
population to improve mobility also contribute to a trend towards annual retail sales growth of
11.4%. Further analysts predict that sales through MGR outlets will increase by 154% to reach
US$ 15.29 billion by 2014.
 2 India today continues to be among the most attractive countries for global retailers. Foreign direct
investment (FDI) inflows between April 2000 and 2010, according to the Department of
Industrial Policy and Promotion in single-brand retail trading, stood at US$ 194.69 million.
3 In 2010 China and India are predicted to account for almost 91% of regional retail sales and in the
year 2014 their share of the regional market is expected to be more than 92%.
4 Worldwide Partner Inc. are the Ninth largest global network of more than 90 marketing and
communication agencies in about 50 countries which has recently tied up with Indian Pressman
Advertising and Marketing Ltd following repeated enquires about India.
5 The retail industry in India is currently growing at a great pace and is expected to go up to US$
833 billion by the year 2013. It is further expected to reach US$ 1.3 trillion by the year 2018 at a
CAGR of 10%. As the country has got a high growth rates, the consumer spending has also gone
up and is also expected to go up further in the future.
6 In the last four year, the consumer spending in India climbed up to 75%. As a result, the India
retail industry is expected to grow further in the future days. By the year 2013, the organized
sector is also expected to grow at a CAGR of 40%.

INDIAN RETAIL AT GLANCE ON 2015-2016

The foreign direct investment (FDI) inflows in single-brand retail trading during April 2000 to
March 2014 stood at US$ 44.45 million, according to the latest data released by Department of Industrial
Policy and Promotion (DIPP) of India.
The direct consumer payment retail industry is worth around Rs 8,250 billion (US$ 148.49
billion) of the Rs 27,500 billion (US$ 494.96 billion) annual retail business in India. 
The domestic pharmaceutical retail reached a new milestone by recording an overall sales of Rs
60,000 crore (US$ 10.80 billion) for the year 2015. 
 India's e-retail industry is likely to touch the Rs.7000crore mark (US$ 1.26 billion) by 2015, up
from Rs.2000crore (US$ 359.97 million) currently. 
Online purchase of gift items, especially jewellery and flowers have increased manifold owing to
the sprouting of many online e-markets and supporting banks.
The estimated Rs.50000 crore (US$ 8.99 billion) e-commerce business is growing at an overall 40
per cent.

Indian Retail
Market Reach in 2015 and Notes
Group

Pantaloons Retail 65 stores and 21 factory outlets in 35 cities, 2 million square feet space

Shoppers Stop 51 stores in 23 cities, 3.2 million square feet space

Spencer’s Retail 200 stores in 45 cities, 1 million square feet space

708 mart and supermarkets, 20 wholesale stores in 15 cities, 508 fashion and
Reliance Retail lifestyle
₹1206 crore (US$180 million) per month sales in 2015.

Bharti Retail 74 Easy day stores, plans to add 10 million square feet by 2018

Birla More 575 stores nationwide

Tata Trent 59 Westside mall stores, 13 hypermarkets

Lifestyle Retail 15 lifestyle stores, 8 home centres

193 stores in 3 cities, one of three largest supermarkets retailer in India by sales
Future Group
₹916 crore (US$130 million) per month sales in 2015.
INDIAN RETAIL AT THE GLANCE ON 2012-2013

In India, the retail industry is vastly unorganised with the organized sector coming to the fore in
recent times only. For the year 2012, the organised retail accounts for 7 per cent of India's US$ 435
billion retail market and is expected to reach 20 per cent by 2020. 

Of this food accounts for 70 per cent of Indian retail business, but it is mostly the unorganized
area. Organised retail has a 31 per cent share in clothing and apparel .
The total retail sales in India will grow from US$ 395.9 billion in 2011 to US$ 785.1 billion by
2015, according to the BMI India Retail report for the third quarter of 2011. The annual retail sales
growth of 12.2 per cent was achieved in year 2012.

INDIAN RETAIL INDUSTRY AT A GLANCE ON 2013-14

The Indian retail industry, which comprises of both the organized and unorganized sector, is
currently estimated at about US$ 490 billion. Favourable demographics, increasing urbanization, nuclear
families, increased purchasing power of consumers, preference for branded products and improved
lifestyles are some factors which are driving the Indian Retail Industry. India's retail industry is expected
to touch Rs 47 trillion (US$ 782.23 billion) by 2016-17, expanding at a compounded annual growth rate
(CAGR) of 15 per cent,
according to the study, the total organized retail supply in 2013 stood at approximately 4.7 million square
feet (sq. ft.), witnessing a strong year-on-year growth of about 78 per cent over the total mall supply of
2.5 million sq. ft. in 2012. The foreign direct investment (FDI) inflows in single-brand retail trading
during the period April 2000-January 2014 stood at US$ 98.66 million, as per data released by
Department of Industrial Policy and Promotion (DIPP). 
India's online retail industry has grown at a swift pace in the last five years from around Rs 15
billion (US$ 249.64 million) revenues in 2007-08 to Rs 139 billion (US$ 2.31 billion) in 2012-13,
resulting into a CAGR of over 56 per cent. The online retail business in India is expected to grow at a
whopping 50-55 per cent annually to become a Rs 50,000 crore (US$ 8.32 billion) business in the next
three years. The Government of India has allowed 51 per cent FDI in Multi-Brand Retail Trading
(MBRT) and 100 per cent in Single-Brand Retail Trading (SBRT). Hence in the coming years, retail
industry is expected to grow 50-60 per cent annually in tier II and tier III cities, compared to only around
30 per cent in the metros.
INDIAN RETAIL AT A GLANCE ON 2016-2017

The Indian retail industry is one of the fastest growing markets in the world due to economic
growth. India's retail market is expected to double to US$ 1 trillion by 2020 from US$ 600 billion in
2015.The overall retail market will grow at 12 per cent per annum according to industry experts. The
retail spending in the top seven Indian cities of India currently amounts to Rs.3.58 trillion (US$ 57.56
billion).India is expected to become the world's fastest growing e-commerce market with the rapid
increase in internet users. 
It is expected that India's e-commerce market will grow from US$ 2.9 billion in 2013 to over
US$ 100 billion by 2020. A projection of 200 million new consumers by 2017 has been forecast. The
Indian retail industry has received foreign direct investment (FDI) equity inflows to the tune of US$
275.38 million in the period April 2000-January 2015, according to the Department of Industrial Policies
and Promotion (DIPP). 
Retail industry in India is expected to grow to US$ 950 billion by 2018, registering a compound
annual growth rate (CAGR) of 8.9 per cent during 2000-18. The online retail market is expected to grow
from US$ 3.1 billion to US$ 22 billion during FY13-FY18.India is the fifth largest preferred retail
destination globally. India's price competitiveness attracts large retail players to use it as a sourcing base.
India had the highest number of retail outlets in the world at over 13 million retail outlets in 2014. It also
has the highest number of outlets (11,903) per million inhabitants.

INDIAN RETAIL AT GLANCE ON 2017-18

The Indian domestic online fashion market is estimated to reach $12-$14bn level by 2020,
according to new report. While online fashion shoppers will more double to touch the 130 million mark,
fashion e-commerce will constitute 11-12 percentage of the total domestic fashion market, a joint study
by the global Boston Consulting Group BCG and social media giant Facebook said.

Currently 55 million consumers are buying fashion products online. While fashion market in
India is currently estimated at $70 billion, where online contributes five percent at around $4 billion -
$30 bn of this market will be digitally influenced by 2020.

RETAILERS ASSOCIATION IN INDIA (RAI)

RAI is serving as the unified voice of Indian retailers. RAI is a not for profit organization, which
works with all the stakeholders for creating the right environment for the growth of the modern retail
industry in India. RAI is the body that has been encouraging and developing the facilities and supports
retailers to become modern and adopt best practices that will delight customers. RAI has a three charter
aim for Retail Development, Facilitation and Propagation. 
 Retailers Association of India (RAI) always strives to follow the best practices to the retail
industry and it's stakeholders. RAI's efforts has been centred around advocacy and government
representations, bringing best practices to the industry, fostering retail learning and training, creating a
reservoir of information through retail research, disseminating communication through magazines,
newsletter, website, etc., for the benefit of it' s members and the industry

Vision
To develop, facilitate and propagate practices that will help grow the Indian retail industry,
leading to increased consumption and growth of the economy.
RAI Mission
5 To establish the growth of modern retail in India.
6 To support retailers by providing the required knowledge and information.
7 To lobby and liaise with the whole of the government for easier establishment and operations of
retailing in India.
8 To educate and train retailers mainly to adopt modern retail practices in India.
9 To work for customer delight by helping retailers create the right retail environment.
10 To encourage adoption of the right values, transparency and code of conduct by retailers.
Core Membership of RAI is applicable only to the organized retailers across sectors. The role of
the Core Members is principally to form the major membership body of RAI looking for opportunities to
imbibe best practices, by benefitting from membership experiences and learning and following the
guidelines of RAI. 

Eligibility Criteria

1 The Retailer should issue a bill for every transaction.

2 The Retailer should be registered under VAT/Service tax.
3 The Retailer should not be employing child labour.
4 More than 50% of the Organisation's business or 100Crore whichever is less should be from retail
activities.

Member Benefits
 1 Be a part of the representations which is made to Central and State Governments on critical
issues.
2 Attend all activities / seminars / training programs of RAI at members discounted rates or
complimentary (select events).
3 Have access to RAI's infrastructure facilities in Mumbai for meetings, training activities, etc.
4 Make use of RAI's library and resource facilities in Mumbai and other cities where such facilities
are created by RAI.
5 Receive complimentary copies mainly of the select publications / newsletter.
6 Purchase RAI's publications/research reports at discounted rates.
7 Have access to exclusive member only section on RAI website.
8 Receive survey and findings, trade info, legislation updates, etc.

FRANCHAISINF ASSOCIATION OF INDIA

It is an industry association which has a turnover of $4 billion. The franchise sector is growing at
a rate of 25-30% annually in India, representing franchisees, franchisors.

Objectives

1 It was formed in the year 2001 which is a not-for-profit industry association, with the following
objectives
2 To establish standards of international practices in business format franchising for Indian
franchise systems.
3 To provide information and even the education about franchising to existing and potential
franchisees and franchisors.
4 To educate state and central government on issues relevant to the sector.

Since the year 2001, these objectives have been further expanded to include the following:

1 To develop a vital, strong and financially viable franchising sector;

2 To advance the interests of members in India and in special interest markets such as the
international franchise community;
3 To continually foster among consumers, governments and the business community, a broad-based
understanding of the economic importance of having a strong franchising sector in India.
4 To design efficient, identified value-added services to members and assist them to be more
effective in franchising.
 5 To provide opportunities to members for showcasing their expertise and business opportunity
through officially supported franchising events.
6 To provide information to its members on developments in the sector(s) through its publication
and newsletters.

As the peak body for franchising, the FAI continues to add value to the businesses of its members
by providing a range of services relevant to franchising and which represent good value. The FAI
recognizes that its members have different needs, and that different types of members should co-exist
harmoniously. The success of franchising depends on successful franchisors, and this in turn, depends on
profitable and happy franchisees. The Franchising Association of India works constantly to ensure that
all activities and services which benefit franchising will benefit the broader community including
franchisees, franchisors, employers.

The world is changing all around us. To continue to thrive as an association over the next ten
years and beyond, we must look ahead, understand the trends and forces that will shape our performance
in the future and move swiftly to prepare for what's to come. In short, for tomorrow we must get ready
today. That's what this Vision is all about. It creates a long-term destination for the franchising business
and provides with a roadmap for winning together with its members and partners. Besides, FAI's long-
term vision includes becoming one of the top global Associations by leveraging its expertise in the higher
growth emerging markets.

Its Roadmap starts with its mission, which is enduring. It declares its purpose as an association
and serves as the standard against which to weigh its actions and decisions. Exchange and safeguard the
business environment for franchising, both with regard to franchisors and franchisees, to act as the
resource centre for current and prospective franchisors, franchisees, the media and the Government.
Disseminate knowledge to promote the concept of 'franchising' and propagate it as a healthy business
practice. Establish a forum for discussion and deliberation on Franchising related matters and problems
and help promote the interest of members by organizing seminars, Conferences and meetings.
Membership
Membership of the Franchising Association of India is voluntary, and is open to any organization
or individual involved in the franchise sector, including franchisees, franchisors, lawyers, accountants,
banks, consultants, academics and publishers.
Structure
The FAI is a nationally incorporated not-for-profit association with its head office in Mumbai and
regional office in New Delhi. FAI has formed various committees for increased participation of the
members in developing the franchising industry and respective sectors. FAI is a member of the World
Franchise Council and is affiliated with franchising associations around the world. The Franchising
Association of India (FAI) is an industry association formed about a decade ago, committed to
strengthening and promoting the best practices in franchising. Providing educational programs, FAI also
offers marketing services and networking opportunities that bring together the top creative thinkers and
franchise veterans to talk about the most important issues affecting franchising.
FAI is a member of World Franchise Council and associated with franchising associations of
other countries. FAI members are franchisors, franchisees, vendors, consultants, financial institutions and
entrepreneurs formed with objectives of acting as the resource centre for current and prospective
franchisors, franchisees, the media and the Government. Through the hard work and dedication of its
team of volunteers, FAI organizes and produces several product lines committed to providing
information about franchising. The seminar series features annual events that attract potential franchisees
trying to learn about buying a franchise, franchisors looking for advice on how to improve their business
and entrepreneurs interested in franchising their business.
FAI is the best place for professionals to meet their counterparts in other franchise systems and
business people offering services in their field. By joining the association, member franchises and service
providers get their name out in the community and particulars for new franchise systems and helps build
a reputation among their peers. FAI provides opportunities for these businesses to seek complementary
business associates to form strategic alliances. The association provides members opportunities to
showcase their expertise through officially supported FAI events. By providing these opportunities to
members, the association is fulfilling an important mandate to promote the benefits of franchising to the
public by creating forums for the most highly regarded professionals and experts in the industry.

Retail industry can be broadly classified into two categories namely-

1 Organised retail
2 Unorganised retail

ORGANISED RETAIL SECTORS IN INDIA

 Organised retailing, in India, refers to trading activities undertaken by licensed retailers, that is,
those who are registered for sales tax, income tax, etc. These include the publicly traded supermarkets,
corporate-backed hypermarkets and retail chains, and also the privately owned large retail businesses.

Organised retailing was absent in most rural and small towns of India in 2010. Supermarkets and
similar organised retail accounted for just 4% of the market.

Most Indian shopping happens in open markets or numerous small grocery and retail shops.
Shoppers typically wait outside the shop, ask for what they want, and cannot pick or examine a product
from the shelf. Access to the shelf or product storage area is limited. Once the shopper requests the food
staple or household product they are looking for, the shopkeeper goes to the container or shelf or to the
back of the store, brings it out and offers it for sale to the shopper. Often the shopkeeper may substitute
the product, claiming that it is similar or equivalent to the product the consumer is asking for. The
product typically has no price label in these small retail shops; all packaged products must display the
maximum retail price above which the product cannot be sold. It is a criminal offence to do so. . The
shopkeeper can price the food staple and household products arbitrarily, and two consumers may pay
different prices for the same product on the same day but never will those price be above the maximum
retail price. Price is rarely negotiated between the shopper and shopkeeper. The shoppers usually do not
have time to examine the product label, and do not have a choice to make an informed decision between
competitive products.

Organized retailing comprises mainly of modern retailing with busy shopping malls, multi stored
malls and huge complexes that offer a large variety of products in terms of quality, value for money and
makes shopping a memorable experience. The retail sector is presently undergoing a transition in India.
Previously, customers used to go to kirana Stores to purchases their necessities. This later changed to
bigger shops run by one man with a few employees. Here all the work was done manually. Gradually
more sophistication seeped into this sector and department stores came into being. Beginning in the mid-
1990s, however, there was an explosion of shopping malls and plazas where customers interacted with
professional and not with just one single person – the owner. An important point here is that customers’
requirements are catered to by trained staff. Today, organized retailing has become an experience
characterized by comfort, style and speed. It is something that offers a customer more control,
convenience and choice along with an experience. Organized retailing is on continuous increase of its
market share from the past. Retailing can be categorized as of different sectors like food and grocery,
clothing and textiles, consumer durables, footwear, furniture and furnishing, catering services, jewellery
and watches, books, music and gifts, mobile handsets and others.

India's retail and logistics industry, organised and unorganised in combination, employs about 40
million Indians (3.3% of Indian population).The typical Indian retail shops are very small. Over 14
million outlets operate in the country and only 4% of them being larger than 500 sq. ft. (46 m2) in size.
India has about 11 shop outlets for every 1000 people. Vast majority of the unorganised retail shops in
India employ family members, do not have the scale to procure or transport products at high volume
wholesale level, have limited to no quality control or fake-versus-authentic product screening technology
and have no training on safe and hygienic storage, packaging or logistics. The unorganised retail shops
source their products from a chain of middlemen who mark up the product as it moves from farmer or
producer to the consumer. The unorganised retail shops typically offer no after-sales support or service.
Finally, most transactions at unorganised retail shops are done with cash, with all sales being final.

Until the 1990s, regulations prevented innovation and entrepreneurship in Indian retailing. Some
retails faced complying with over thirty regulations such as "signboard licenses" and "anti-hoarding
measures" before they could open doors. There are taxes for moving goods to states, from states, and
even within states in some cases. Farmers and producers had to go through middlemen monopolies. The
logistics and infrastructure was very poor, with losses exceeding 30 per cent.

Through the 1991s, India introduced widespread free market reforms, including some related to
retail. Between 2000 to 2010, consumers in select Indian cities have gradually begun to experience the
quality, choice, convenience and benefits of organised retail industry.

Objectives

Growth of middle class consumers

1 Increase in the number of working women
2 Value for money
3 Emerging rural market
4 Entry of corporate sector
5 Entry of foreign retailers
6 Technological impact
7 Rise in income
8 Media explosion
Opportunities

Organized retail provides brands much needed visibility and platform for customer interaction. It
also helps in launching of new product or product variant and in market penetration. It has wider product
range and more frequent, speedier deliveries.
Increased urbanization has shifted consumers to one place and thus a single retail can catch more
customers.
As the time passed away joint families came in a new form i.e. nuclear family. Again the income
level of these nuclear families increases because both members started earning. This results into
increased power of purchase and lack of time.
Increased use of credit cards is in favour of retail marketing. It creates requirement even when it
is not necessary.
Organized retail stores put stress on proper infrastructure like well-maintained building, air
conditioning, trained employees, electronic machine, parking facilities and proper display of goods
category wise.
Purchasing becomes joy for him. Self-selection saves time and gives more opportunities and
satisfaction. Fix cost removes the threat of misleading. They avail various discounts and promotional
schemes presented by the manufacturers.
Retail marketing is one of the largest employments generating industry. It provides employment
to skilled, semi-skilled as well as to unskilled persons. Thus it helps in the socio- economic development
of the society.
Increase in the no of retail outlets increases competition among these retailers. To attract
customers they give various promotional schemes as various discounts, buy one get one free, another
product with any particular product, festival special, etc
The retail marketers directly purchase from farmers and reducing middlemen, thus provide
proper cost to farmers and also set proper price for consumers. They also make contract with farmers to
get proper amount of crops and vegetables
The big players of retail marketing and the manufacturing companies directly come in contact
thus reducing many intermediary chains. Manufacturers also give many promotional schemes for their
product that is beneficial

Challenges which are faced by the Indian organized retail sector

1 Shortage of skilled manpower

2 Lack of industry

3 Policy induced barriers –

4 Real estate

UNORGANISED RETAIL SECTORS IN INDIA

 India started its Retail Journey since ancient time. In ancient India there was a concept of weekly
HAAT, where all the buyers & sellers gather in a big market for bartering. It takes a pretty long times to
& step to shape the modern retail. In between these two concepts (i.e. between ancient retail concept &
the modern one there exist modern kirana/mom and pop shops or Baniya ki Dukan. Still it is
predominating in India, so the Indian retail industry is divided into two sectors- organized and
unorganized. Retailing is one of the pillars of Indian economy and accounts for 14 to 15 per cent of its
GDP. The Indian retail market is estimated to be US$ 450 billion and one of the top five retail markets in
the world by economic value. India is one of the fastest growing retail markets in the world, with 1.2
billion people. India's retailing industry is essentially owner manned small shops. In 2010, larger format
convenience stores and supermarkets accounted for about 4 per cent of the industry, and these were
present only in large urban centres. India's retail and logistics industry employs about 40 million Indians
(3.3% of Indian population). The retail industry in India is highly fragmented and unorganized. Earlier on
retailing in India was mostly done through family-owned small stores with limited merchandise,
popularly known as kirana or mom-and-pop stores. In those times, food and grocery were shopped from
clusters of open kiosks and stalls called mandis. There were also occasional fairs and festivals where
people went to shop. In the twentieth century, infusion of western concepts brought about changes in the
structure of retailing. There were some traditional retail chains like Nilgiri and Akbarallys that were set
up on the lines of western retail concepts of supermarkets. The government set up the public distribution
system (PDS) outlets to sell subsidised food and started the Khadi Gram Udyog to sell clothes made of
cotton fabric. During this time, high streets like Linking Road and Fashion Street emerged in Mumbai.
Some manufacturers like Bombay Dyeing started forward integrating to sell their own merchandise.
Shopping centres or complex came into existence, which was a primitive form of today’s mall.

Retailing in India is predominantly unorganized. According to a survey by AT Kearney, an

overwhelming proportion of the Rs. 400,000 crore retail markets are unorganized in India. In fact, only a
Rs. 20,000 crore segment of the market is organized. The sector is highly fragmented with 97% of its
business being run by the unorganized retailers like the traditional family run stores and corner stores.
The sector is the largest source of employment after agriculture, and has deep penetration into rural India
generating more than 10% of India’s GDP. Indian retail is dominated by a large number of unorganized
retailers consisting of the local kirana stores, chemists, footwear shops, apparel shops, paan and beedi
shops, hand-cart hawkers, pavement vendors, etc. Retailing in unorganized sector is thus not a profit
oriented vocation but a mere source of livelihood. Naturally, the capital investment is very low and the
infrastructure is rudimentary. It is estimated that less than 4% of Indian retailers have shops larger than
500 square feet. There has been considerable This paper provides detailed information about the role of
unorganized retailing industry in India. It examines the why unorganized retail sector dominating in India
and what are the reasons for its dominance in India. It also provides with in depth study about the
importance, opportunities and challenges of unorganized retail sector with comparison to organized retail
sector in India. Finally concludes with the mark of Indian consumers’ change of attitude towards
organized retail sector. growth in organized retailing business in recent years Concerns have been raised
that the growth of organized retailing may have an adverse impact on retailers in the unorganized sector.
Unorganized retail sector it is defined as an outlet run locally by the owner or caretaker of a shop that
lacks technical and accounting standardization. The supply chain and sourcing are also done locally to
meet the local needs. Unorganised retailing, refers to the traditional formats of low-cost retailing, for
example, the local Kirana shops, owner manned general stores, paan/beedi shops, convenience stores,
hand cart and pavement vendors, etc. The Indian retail sector is highly fragmented with 97 per cent of its
business being run by the unorganized retailers. The organized retail however is at a very nascent stage.
The sector is the largest source of employment after agriculture, and has deep penetration into rural India
generating more than 10 per cent of INDIA’s GDP.

In India, the most of the retail sector is unorganized. In India, the retail business contributes
around 11 per cent of GDP. Of this, the organized retail sector accounts only for about 3 per cent share,
and the remaining share is contributed by the unorganized sector which is mostly a family owned
business in India. The main challenge facing the organized sector is the competition from unorganized
sector. Unorganized retailing has been there in India for centuries, these are named as mom-pop stores.
The main advantage in unorganized retailing is consumer familiarity that runs from generation to
generation. It is a low cost structure; they are mostly operated by owners, has very low real estate and
Labour costs and has low taxes to pay.

Most of the earlier studies were related to the analysis of impact of unorganized retail sector and
comparison between organized retail sector and unorganized retail sector in India. Hence based on the
research gap, the present study attempts to understand importance of unorganized retail sector and their
reasons of existence also with opportunities and challenges in India.

Objectives

1 To develop a scale measuring Shopping Experience

2 To know the impact of various factors of shopping experience
3 To study the challenges arising in the unorganized retail sector.
4 To study the different formats of retailing.

Opportunities

India’s booming economy is a major source of opportunity. It is the third largest in the world in
terms of purchasing power. India is the second fastest growing major economy in the world.
 India's huge population has a per capita income of Rs 44,345.

The proportionate increase in spending with earnings is another source of opportunity.

With the Indian economy now expected to grow at over 8% and with average salary hikes of
about 15%, manufacturers and retailers of consumer goods and services can expect a major boost in
consumption.

The Demography Dynamics are also favourable as approximately 60 per cent of Indian
population is below the age of 30.

Increasing instances of Double Incomes in most families coupled with the rise in spending power.

Increased urbanization has led to higher customer density areas thus enabling retailers to use
lesser number of stores to target the same number of customers. Aggregation of demand that occurs due
to urbanization helps a retailer in reaping the economies of scale.

With increased automobile penetration and an overall improvement in the transportation

infrastructure, covering distances has become easier than before. Now a customer can travel miles to
reach a particular shop, if he or she sees value in shopping from a particular location.

Challenges which are faced by the Indian unorganized retail sector:

7 Lack of best practice in inventory management and supply chain management.

8 Lack of standardization.
9 Stiff competition from organized retail sector.
10 Lack of knowledge, skills and training.
11 Consumers shifting towards organized retail markets.
12 Lack of government policies discouraging the unorganized retailers.
13 Lack of capital.
14 Others
PRODUCTS

BRANDS AVAILABLE

 Fashion Jewellery Brand

 Honey

PANTALOONS BRANDS FOR WESTERN WOMEN’S WEAR

 San Frisco
 BARE Denim
 AJILE
 Annabelle
 Candies’
 Honey
 109 F
 Forever glam

ETHNIC

 Rang Manch
 Trishaa
 Alto Moda
 Akkriti


PANTALOONS BRANDS FOR MEN’S WEAR

 BARE Denim
 BARE Leisure
 San Frisco
 ALTO MODA
 JM Sports Classic
 AJILE
 RIG Utility Clothing
 Byford
PANTALOONS BRANDS OF LADIES AND GENTS WEAR

 BARE
 CHALK

NON-EXCLUSIVE BRANDS

 Non pantaloons brand for women’s

 Western
 AND
 Jealous 21
 109 F
 Ethnic
 BIBA
 WILLS
 Global Desi
 Akkriti

NON PANTALOONS BRANDS FOR MEN’S WEAR

 Peter England
 John Miller
 Van Heusen
 BASICS
 Lee Copper

PRICE

 There are many pricing strategy in the store like Giving offers, discounts, quality wise, age wise
and cloth material wise.
 They have two different offers to attract customers:

STORE OFFER
 The offer is provided by the store like

BRAND OFFER

Offer which is provided by the individual brands in the store like

PLACE
 It is situated in two different place of the city. One is at the centre of the city i.e. in VIP road and
another is in Dabagardens. These two stores located in such populated place where they can attract easily
to every individual. They located in such place where high income group and middle income group
people stay. These two stores situated in such place because it is easy to reach for every individual in the
city. And in pantaloons it is a standalone store where many brands are available in a single place. Inside
the store the ambience is outstanding and it is well maintained for the ease of the customers.

They have good logistic system, where they store all the necessary items that are required in day to
day business, like:

 Inward and outward movement

 Tagging

 External warehouse movement

 Stock replenish

 Managing the stock without any damage

 Non sellable merchandise.

PROMOTIONS

Pantaloons advertise its store offers and brand offers in through many channels like

 Giving advertise in papers, hoardings, distributing pamphlets with the newspapers.

 Conducting mass environment (payback cards, free health check-up. Etc.).

 Posting advertisements in Facebook, twitter. Etc.

 Conducting fashion week like:

Women’s fashion week, kids fashion week, summer spring camps. Etc.

 Sending messages to their prominent customers about the latest offers that are been provided in
the stores

 Giving gift vouchers.

 Encouraging availing Pantaloons Payback Green card, so that they can get extra benefits.
BENEFITS OF PANTALOONS GREEN CARD

 Discounts on every time you shop( As reward points)

 * 2 points per Rs100
 *** 3% Discounts as points
 ***** 5% Discount as points
 *******7% Discounts as points
 Free Enrolment
 No question asked exchange policy ,valid for 90 days bill not required
 Instant redemption on next bill at cash counter
 Convenient mobile based program 3/5/7* members
 Exclusive billing counters
 Reimbursement of paper carry bags(as points) for 5/7*
How to upgrade your Greencard
3* shop for 8000 in 12 months
5*shop for 20000 in 12 months
7*shop for 40000 in 12 months

These cards divide different customers in different categories as per their budget or say way of
purchasing products. A customer can earn or can be the owner of GC card by purchasing any item more
than 100 rupees. Then a customer is said to be GC card holder of pantaloons as they earned a
membership in pantaloons.

If a customer purchases or does shopping for 8,000 or above 8,000 that customer is eligible for
having a 3 star and then avails the benefits of 3 star memberships.

If a customer purchases or does shopping for 20,000 or above 20,000 that customer is eligible for
having a 5 star and then avails the benefits of5 star memberships.

If a customer purchases or does shopping for 40,000 or above 40,000 that customer is eligible for
having a 7 star and then avails the benefits of 7 star memberships.

THE CUSTOMERS

The customers of Visakhapatnam Pantaloons are of all age group from infants to old people. There are
products for all type of people like infants, teens and adult. The main targeted groups are the youth. From
the ground floor there are ladies ethnics wear, fashion jewellery, ladies footwear, and ladies hand bags
and kids wear. Ethnic wear are targeted for ladies age group from 18 to 50 is also targeted for ladies of
age group 18 to 40. In the 1st floor there are ladies western wear. So the ground and 1st floor are targeted
for ladies and men’s formal wear, the youth floor and planet sports where the casual dress of men’s and
sports dress is available for age group 20 to 30.

So the ground and Group floor of Visakhapatnam pantaloons is targeted for ladies and Ladies and Gents
kids. 1st floor is targeted for men. Therefore the overall customers of Vijayawada Pantaloons are kids,
ladies and men.

THE COMPETITION

There are huge ranges of competitors for Visakhapatnam Pantaloons and they are;

1. Max
2. Westside
3. Reliance Trends
4. Mega Mart
5. Big Bazaar
6. Wills Lifestyle

Pantaloons are one of the competitors of the central because it affects the sales and profits of the
Vishakhapatnam Pantaloons. Most of the customers might move to Pantaloons due to some factors like
services and loyalty.

MAX is competitor of this central because MAX also affects the sales and profits of this Central
and it also depends upon the walk-ins in this Central.

Reliance is competitor because the price of reliance is low than compared to this Central, so
people might shift to reliance. So the price factor of Reliance might affect the sales of Central.
 CHAPTER 3

THEORETICAL
FRAMEWORK
OF
COMPETITOR ANALYSIS

Competitor analysis in marketing and strategic management is an assessment of the strengths and

weaknesses of current and potential competitors. This analysis provides both an offensive and defensive
strategic context to identify opportunities and threats. Profiling coalesces all of the relevant sources of
competitor analysis into one framework in the support of efficient and effective strategy formulation,
implementation, monitoring and adjustment.[1]

Competitor analysis is an essential component of corporate strategy. [2] It is argued that most firms
do not conduct this type of analysis systematically enough. Instead, many enterprises operate on what is
called “informal impressions, conjectures, and intuition gained through the titbits of information about
competitors every manager continually receives.” As a result, traditional environmental scanning places
many firms at risk of dangerous competitive blind spots due to a lack of robust competitor analysis.

CHARACTERISTICS OF COMPETITVE ANALYSIS

COMPETITIVE INTELLIGENCE STEPS - AN OVERVIEW

Discover more about performing competitive intelligence to achieve a business advantage, about
optimizing research ways of anticipate competitor direction, and about training company staff members
to withstand competitor espionage. Understand the distinctions between strategic competitive
intelligence, tactical competitive intelligence, and competitive counter intelligence.

COMPETITIVE INTELLIGENCE

As a business, you want to stay competitive. In order to do this, you need to constantly analyse
the existing market for any relevant changes. As a business owner, the information you find and interpret
is essential to your survival. In order for you to be successful, you need to adapt to any changes in the
market or else you could lose money. 

Competitive intelligence is a process designed to give you an edge over your direct competitors
and to minimize your risks while doing business. It is the process of gathering information about the
market and your competition and then analysing it to understand how it is relevant to your business.

READING CASE STUDIES

Before you implement the competitive intelligence strategy you may want to find some case
studies. These provide detailed reports on how different companies used the strategy to help them
become more competitive and achieve success.

IS IT WORTH IT? 

Are you still trying to decide if using competitive intelligence is worth the time and
money? There are a lot of benefits, but you still need to determine if you want to use some of your
resources.
HIRING PROFESSIONAL SERVICES

When it comes to competitive intelligence, you may not have the time or the resources to go
through the process yourself. In that case, you will want to outsource. There are plenty of companies and
individuals who specialize in competitive intelligence and can provide this service for your company.

DEFINITION COMPETITIVE INTELLIGENCE

While there are many interpretations of the term "competitive intelligence," it is useful to view it
as defined by the Society of Competitive Intelligence Professionals (SCIP) in first place.

COMPETITIVE INTELLIGENCE TRAINING

You can also hire individual companies to perform competitive intelligence training. This works
especially well if you have a large group or a few full time employees whose sole purpose is to do
competitive intelligence. You can also go through the training if you are the main person involved with
the process, and then teach other relevant employees.
YOUR COMPANY

Your company’s success is important to you. So, you’d like to start using the competitive intelligence
technique. Remember, the basis behind this method is to gather the relevant information about your
market and to analyse it.

One of the keys to the competitive intelligence procedure will be to learn what information you
really require. The target is to discover information about your market and about your competitors that
will provide you with a competitive edge.
GATHERING INFORMATION

The key to the competitive intelligence process is to understand what information you truly need.
The goal is to find information about your market and about your competition that will give you a
competitive edge.

LEGALITY OF GATHERING INFORMATION

Once you enter into the information gathering process of competitive intelligence, it is important
to note that all your methods for collecting data should be legal.

COMPETITIVE INTELLIGENCE VS. ESPIONAGE

How can industrial or corporate espionage be compared to competitive intelligence? Competitive

Intelligence research can be distinguished from industrial espionage, as CI practitioners in general abide
by local legal guidelines and ethical business norms.

COLLECTING DATA - ACCURACY AND FOCUS

Remember that not all information you find on your competition will be accurate or correct. That
is what makes this probably one of the most difficult aspects of the whole process. 
GATHERING INFORMATION - BEGINNING STAGES

When gathering information about your competitors and the general market, a great place to start is in
your own files and resources to gather the information from beginning of.
First, check your business plan. It should contain a section on the market and your competition. Copy the
relevant sections and place them in a special “competitive intelligence” file.

WHO ARE YOUR COMPETITORS? 

In order to truly understand how your company fits into the market, you need to understand
which companies are your biggest competitors or who will be your biggest competitors in the future.

NETWORKING ESSENTIALS

Chances are, you have an extensive contact list. Have you thought of using them to gather competitive
intelligence information? They are an invaluable source for information, including market information
and insights into your own company.
GATHERING INFORMATION

One of the keys to the competitive intelligence procedure will be to learn what information you
really require. The target is to discover information about your market and about your competitors that
will provide you with a competitive edge.

The key to the competitive intelligence process is to understand what information you truly need.
The goal is to find information about your market and about your competition that will give you a
competitive edge.
LEGATILITY OF GATHERING GENERAL INFORMATION

Once you enter into the information gathering process of competitive intelligence, it is important
to note that all your methods for collecting data should be legal.

COMPETATIVE RESEARCH

How can industrial or corporate espionage be compared to competitive intelligence? Competitive

Intelligence research can be distinguished from industrial espionage, as CI practitioners in general abide
by local legal guidelines and ethical business norms.
COLLECTING DATA - ACCURACY AND FOCUS

Remember that not all information you find on your competition will be accurate or correct. That
is what makes this probably one of the most difficult aspects of the whole process. 

GATHERING INFORMATION - BEGINNING STAGES

When gathering information about your competitors and the general market, a great place to start
is in your own files and resources.
First, check your business plan. It should contain a section on the market and your competition. Copy the
relevant sections and place them in a special “competitive intelligence” file.

WHO ARE YOUR COMPETITORS?

In order to truly understand how your company fits into the market, you need to understand
which companies are your biggest competitors or who will be your biggest competitors in the future.

NETWORKING ESSENTIALS

Chances are, you have an extensive contact list. Have you thought of using them to gather
competitive intelligence information? They are an invaluable source for information, including market
information and insights into your own company.
INDUSTRY TRENDS

Whether your industry changes often or is a little slower, industry trends need to be monitored to
make sure your company stays competitive.

ORGANIZE THE INFORMATION

There are numerous different ways to organize every piece of information you collected for
competitive intelligence. The most effective strategy is one that is that will work with your business and
your individuality.
 There are several different ways to organize all their information you compiled for competitive
intelligence. The best system is one that is compatible with your business and your personality.

Your company needs to use the gathered information to help make important decisions.
Therefore, the date needs to be organized so that all relevant decision makers can access the findings.

USING TECHNOLOGY TO ORGANIZE

When you organize information electronically, this offers a greater potential that your employees
will benefit. Here are some ways that you can use technology to organize the Competitive Intelligence
information.

PEST ANALYSIS

PEST analysis is the acronym for "Political, Economic, Social, and Technological analysis" and
illustrates a framework of macro-environmental aspects used in environmental sensing. Economic
surroundings affect how easy or how difficult it is to be successful and profitable at a certain time
because they influence both capital availability and cost, and demand.

WAYS TO ANALYZE
 There are different ways to analyse data. You can choose the processes that make the most sense
to your company and objectives, or simply use a combination of methods. You need to master all the

steps in order to be able to use the information to your advent

PEST analysis is the acronym for "Political, Economic, Social, and Technological analysis" and
illustrates a framework of macro-environmental aspects used in environmental sensing. Economic
surroundings affect how easy or how difficult it is to be successful and profitable at a certain time
because they influence both capital availability and cost, and demand.

There are different ways to analyse data. You can choose the processes that make the most sense
to your company and objectives, or simply use a combination of methods.

 ANALYSIS - A CRUCIAL STEP

Analysing the date you gather is a crucial step. However, without the proper organization and a
clear objective, you won’t gain much from the process. If you started collecting information without a
clear objective, you may have a difficult time making sense of it. That is why with competitive
intelligence, you need to master all the steps in order to be able to use the information to your advantage.

SOURCES OF INFORMATION
  Keep in mind that the government is a potential resource while gathering information, especially
if they are in some way involved with your company. It is helpful to consider them as part of your
industry.

THE INTERNET

Now that there are a lot of resources on the internet, it is easy to not take advantage of their
potential. Information can be found on more than just the company’s website if it is a public company.

STEPS FOR GATHERING INFORMATION ONLINE

It is important to learn how to use search engines to help you find all the information you need.
Search engines are invaluable for finding information, even the basics.

SOURCES OF ADDITIONAL ONLINE INFORMATION

In addition to utilizing search engines to gather information, there are also other places to find
helpful information about your competition and the general industry. These sources will help you gain
additional insights that can potentially help your company grow and minimize competitive risks.

USING PAID SERVICES

In addition to using the free information on the internet, you can pay for database and
subscription services. The advantage is that they provide a wide range of easily accessible information.
This can save you time spent combing the internet piecemeal.

TRADITIONAL SOURCES
 Though the internet is a great resource for gathering information, there are also plenty of helpful
traditional sources. The best data collection strategy is one that employs techniques from both.

FINDING IT YOURSELF

In order to gather information for competitive intelligence, you need to tap into a variety of
resources. Even if you outsource the process, you will still want to keep informed as much as possible.
Doing so will help give you insights into the industry, your competition, and the market that may give
you inspiration and insights into current and future trends. If you outsource, you may be too far removed
from this process.

USING PUBLICATIONS

Publications are even better than consumer magazines for finding in depth information about the
competition and your industry. You can look in special newspapers, reports, trade journals, and special
industry magazines.

CHAPTER 4

RESEARCH METHODLOGY

Research methodology is a way to systematically solve the research problem. It may

be understood as a science of studying how research is done scientifically. In it we study the
various steps that are generally adopted by a researcher in studying his research problem
along with the logic behind them. It is necessary for the researcher to know not only the
research methods/techniques but also the methodology. Researchers not only need to know
how to develop certain indices or tests, how to calculate the mean, the mode, the median or
the standard deviation or chi-square, how to apply particular research techniques, but they
also need to know which of these methods or techniques, are relevant and which are not, and
what would they mean and indicate and why. Researchers also need to understand the
assumptions underlying various techniques and they need to know the criteria by which they
can decide that certain techniques and procedures will be applicable to certain problems and
others will not. All this means that it is necessary for the researcher to design his
methodology for his problem as the same may differ from problem to problem.

From what has been stated above, we can say that research methodology has many
dimensions and research methods do constitute a part of the research methodology. The scope
of research methodology is wider than that of research methods. Thus, when we talk of
research methodology we not only talk of the research methods but also consider the logic
behind the methods we use in the context of our research study and explain why we are using
a particular method or technique and why we are not using others so that research results are
capable of being evaluated either by the researcher himself or by others. Why a research
study has been undertaken, how the research problem has been defined, in what way and why
the hypothesis has been formulated, what data have been collected and what particular
method has been adopted, why particular technique of Analysing data has been used and a
host of similar other questions are usually answered when we talk of research methodology
concerning a research problem or study.
 RESEARCH DESIGN

A research design is conceptual framework within which research is conducted; it constitutes

the blue print for the collection, analysis and measurement.

Decision regarding what where how much and by what means concerning an inquiry
constitutes a research design.

“A research design is the arrangement of condition for collection and analysis of data in a
manner that aims to research purpose in the economy in procedure”

There are three types of researches:

Research
Designs

Exploratory Desciptive casual

For my Project Report DESCRIPTIVE STUDY is desirable as to find out customers

satisfaction at the store I have tried to ask WHO WHRE WHEN AND WHAT kind of
questions to the customers and tried to find out the attributes that affected them while making
their purchase decisions.
 DATA SOURCES

There are mainly two types of sources of data collection:-

1. PRIMARY DATA:

Primary data is the one which is collected by the investigator himself for the purpose
of a specific inquiry or study.

METHODS OF PRIMARY DATA COLLECTION:

1. Observation method.

2. Survey method
- Interview method
- Questionnaire method
- Schedules

3. Other method
- Distributor or store audits
- Mechanical techniques
- Depth interview

2. SECONDARY DATA:-

Secondary data are those data which have been already collected and analyzed by
some earlier agency for its own use; and later the same data are used by different
agency.
METHODS OF SECONDARY DATA COLLECTION:

1. Internal secondary data.

- Sales analysis
- Invoice analysis
- Accounting records
2. External secondary data
- Libraries
- Literature
- Periodicals
- Census & registration
 RESEARCH PLAN

Research Type:- Descriptive

Data collection method Primary

Research approach Survey Method

Research Instrument STRUCTURED QUESTIONNAIRE

Type of question Closed ended

Contact Method Personal

 SAMPLING DESIGN

Sampling Design is one of the most important aspect where the design must be
appropriate in order to get the desired results. There are various methods of
sampling which are as follows:

TYPES OF SAMPLING:-

 Simple random Sampling

 Stratified sampling
 Systematic Sampling Quota Sampling
 Custer Sampling
 Area Sampling
 Convenience Sampling
 Multi Stage Sampling
 CHAPTER 5

DATA ANALYSIS & INTERPRETATION

i. You prefer to shop from

TABLE 1:

Opinion % of respondents
Hypermarket 40%
Small retailers 16%
Based on specific outlets and offers 44%

64
 DIAGRAM 1:

Chart Title
Hypermarket
Small retailers Based on specific outlets and offers

40%
44%

16%

65
Inference

From the above pie chart it depicted that frequency of shopping from hypermarket is
highest it contains 40% of total outcomes.36% of people like to visit in specific brand outlets.
Whereas, 44 % wants to buy the products from small retailers and also prefers for specific
offers.

66
 ii. What influenced you to shop in Pantaloons?

TABLE 2:

Opinion % of respondents
Product quality 32%

Store appearance and atmosphere 26%

Promotion and offers 20%

Price and terms of payment 22%

67
 DIAGRAM 2:

Chart Title
Product quality Store appearance and atmosphere
Promotion and offers Price and terms of payment
22%
32%

20%
26%

68
Inference

From the above pie chart it shows that 32% of people prefer pantaloons for the
quality of product, 26% of customers influenced due to the atmosphere and appearance of
store. Whereas, 20% of customers prefer this store to shop because of promotions and offers
and 22% prefer to price and terms of payments.

69
 iii. Brands and products availability in Pantaloons is?

TABLE 3:

Opinion % of respondents
Excellent 36%
Good 48%
Average 10%
Bad 6%

70
 DIAGRAM 3:

Chart Title
Excellent Good Average Bad
10%
6%
36%

48%

71
Inference

From the above chart it is clear that brand and product availability of Pantaloons is up
to the mark. Out of 100 respondent 36% respondent liked excellent option whereas 48
respondents view good options .It means that brand and product in Pantaloons is qualitative
and doing fine job.

72
 4.Through which promotional source you come to know about Pantaloons?

TABLE 4:

Opinion % of respondents
Print media 32%
Electronic media 20%
Word of mouth 44%
Magazine 4%

DIAGRAM 4:

73
 Chart Title
Print media Electronic media Word of mouth Magazine
4%
32%

44%

20%

Inference

74
 From the above pie chart data we can study that most of the customer comes to know
about the Pantaloons by word of mouth 44% and print media 32%.Electronic media also
doing fine job. People come to know about Pantaloons by 20% through electronic media.
Only 4% of people come to know about pantaloons by magazine. Then it is clear that word of
mouth is one of the effective tools of informing the customers about Pantaloons.

5. Which company you think is a competitor of Pantaloons?

75
 TABLE 5:

Opinion % of respondents
Max 27%
Central 55%
Reliance trends 9%
Big bazaar 9%

DIAGRAM 5:

76
 Chart Title
Shoppers stop Central Reliance trends Big bazar
9% 9%

55%

27%

Inference

77
 It is evident from the findings that most of the outlets regard central as its closest
competitor of Pantaloons.

6. Product display and signage in the store is-

TABLE 6:

Opinion % of respondents
Excellent 44%
Good 40%
Average 16%
Bad 0%

DIAGRAM 6:

78
 Chart Title
Excellent Good Average Bad
16%

44%

40%

Inference

79
 From this above pie chart it displays that out of 100% respondents 44% believed that
that product displays and signage are excellent in nature and 40% is in good and 16% are
average in nature. Therefore, here it concludes that display and signage is up to the mark.

80
 7. Does the cost of product affect your purchasing choices?

TABLE 7:

RESPONDENT

MALE FEMALE PERCENTAGE (%)

YES 34 17 51%

NO 33 16 49%

67 33

DIAGRAM 7:

81
 0% 10% 20% 30% 40% 50% 60% 70% 80% 90% 100%

Inference

82
 We find those 34% males and 17% female respondents purchasing choice is affected
by the price of the product and 33% male and 16% female purchasing choice is not affected
by the price of the product.

83
 8. In which of the section do you spend more time while shopping?

TABLE 8:

Opinion % of respondents
Ladies ethnic wear 25%
Western wear 15%
Kids sections 20%
Footwear, Hand bags, Jewellery 10%
Men’s wear 30%

84
 DIAGRAM 8:

Chart Title
Ladies ethnic wear Western wear
Kids sections Footwear, Hand bags, Jewellery
Men’s wear
30% 25%

15%
10% 20%

85
Inference

Most of the customers who visit in Pantaloons would like to visit men’s wear and
ethnic wear. Men’s wear is of 30% and 25% is of ladies ethnic wear section. Whereas family
customers’ likely visit to kids and western wear section and rest all prefers to other sections.

86
 9. Location cleanliness and hygienic maintained in pantaloons is-

TABLE 9:

Opinion % of respondents
Excellent 56%
Good 40%
Average 4%
Bad 0%

DIAGRAM 9:

87
 Chart Title
Excellent Good Average Bad
4%

40%

56%

Inference

88
 It is clear from the above pie chart that cleanliness and hygienic maintain in
Pantaloons in superb. More than 90% respondent marks it excellent and good out of 56%
respondent feels it excellent and 40% respondent mark is good. So we can conclude that
cleanliness and hygienic is awesome in pantaloons family centre.

10. Do you like fashion weekend offers?

89
 TABLE 10:

Opinion % of respondents
Yes 95%
No 5%

DIAGRAM 10:

90
 Chart Title
YES NO

5%

95%

Inference

Most of the customers liked to fashion Friday’s offer, we can easily conclude that
95% respondent liked to fashion Friday’s offer or 5% respondent not liked to fashion Friday’s
offer.

91
 11. Choose the company which is good in providing the following
features-

TABLE 11:

A. Best company on the basis of price

Opinion % of respondents
Pantaloons 43%
Reliance 17%
Central 22%
Max 12%
Big bazar 06%

92
DIAGRAM 11:

93
 50%
45%
40%
35%
30%
25%
20%
15%
10%
5%
0%
Pantaloons Reliance Central Max Big bazar

Inference

94
 It is clear from the above bar chart that on the basis of price Shopper stop is
the next competitor of Pantaloons.43% respondents of customers are chosen
Pantaloons is the best store in price.

B. Best company on the basis of Offers

95
 TABLE 12:

Opinion % of respondents
Pantaloons 25
Reliance 15
Central 30
Max 20
Big bazar 10

DIAGRAM 12:

96
 % of respondents
35

30

25

20 % of respondents

15

10

0
Pantaloons Reliance Central Max Big bazar

Inference

97
 From the above bar chart it depicted that on the basis of best offers central is the
store which is the next competitor of Pantaloons. 25% of respondent’s choice was Pantaloons
for best offers on products.

C. Best company on the basis of Availability

TABLE 13:

Opinion % of respondents
Pantaloons 28%
Reliance 7%
Central 39%
Big bazar 14%
Max 12%

DIAGRAM 13:

98
 % of respondents
45%
40%
35%
30%
% of respondents
25%
20%
15%
10%
5%
0%
Pantaloons Reliance Central Big bazar Max

Inference

99
 From the above bar chart it says that on the basis of availability of the product
central is the highest one. According to the customers, 39% respondents are select for central
for its product availability.

D. Best company on the basis of services

TABLE 14:

Opinion % of respondents
Pantaloons 45%
Reliance 15%
Central 7%
Max 17%
Big Bazar 16%

DIAGRAM 14

100
 0.5
0.45
0.4
0.35
0.3
0.25
0.2
0.15
0.1
0.05
0
Opinion Pantaloons Reliance Central Max Big bazar

Inference

101
 Here the bar chart shows that more of the customers are visit Pantaloons for its store
services. It is the store which provides best services to customers and 45% of respondents
about this.

E. Best company on the basis of Product quality

TABLE 15:

Opinion % of respondents
Pantaloons 20%
Reliance 13%
Central 41%
Max 11%
Big bazar 15%

DIAGRAM 15:

102
 45%
40%
35%
30%
25%
20%
15%
10%
5%
0%
Pantaloons Reliance Central Max Big bazar

Inference

103
 On the basis of product quality according to the Customers pantaloons and central has
the best product quality compare to other stores.

F. Best company on the basis of store appearance

TABLE 16:

Opinion % of respondents
Pantaloons 23%
Reliance 7%
Central 45%
Max 13%
Big bazar 12%

104
 DIAGRAM 16:

% of respondents
50%
45%
40%
35%
30% % of respondents
25%
20%
15%
10%
5%
0%
Pantaloons Reliance Central Max Big bazar

105
Inference

Here the bar chart depicted that on the basis of store appearance shopper stop has the
best appearance according to customers 45 customers are given the respondents and 23
customers given respondents for the store appearance of customers.

G. Best company on the basis of pay back green cards

TABLE 17:

Opinion % of respondents
Pantaloons 38%
Reliance 22%
Central 15%
Max 18%
Big Bazar 75%

106
 DIAGRAM 17

% of respondents
80%
70%
60%
50%
% of respondents
40%
30%
20%
10%
0%
Pantaloons Reliance Central Max Big Bazar

107
Inference

On the above bar chart it says that Big bazar is the best on the basis of pay back cards.
It provides green card for customers’ feedback and information which is one of the best
comparing to other retail stores. According to 38 customers it is best for its pay back cards.

H. Best company on the basis of promotions

TABLE 18:

Opinion % of respondents
Pantaloons 25%
Reliance 8%
Central 22%
Big Bazar 35
Max 10

108
 DIAGRAM 18:

4000%

3500%

3000%

2500%

2000%

1500%

1000%

500%

0%
Pantaloons Reliance Central Big Bazar Max

109
Inference

The given information of the above bar chart says that on the basis of promotions
35% of respondents states that promotions of Big bazar is best than comparing to other stores.

110
 CHAPTER 5
FINDINGS
 Maximum people would like to visit men’s wear and ethnic wear in pantaloons and
family customers like to visit kids and western wear section.
 More than 90% of respondent marked that cleanliness and maintenance of pantaloons
is superb.
 Generally, it is depicted that 40% of customers are prefer for hypermarket whereas,
44% of people like to visit in specific brand outlet and offers.
 32% of customers prefer pantaloons for the product quality and 26% for atmosphere
and appearance, rest for promotions and offers.
 According to customers 36% respondent that brand available in pantaloons are
excellent and 48% is good and rest responds for average.
 Maximum people known about Pantaloons by print media and word of mouth.
Whereas, 32% is for print media and 44% is for word of mouth which is an effective
tools of informing customer about pantaloons.
 Shopper stop is one of the highest competitors of pantaloons rather than other stores.
55% is goes or shopper stop which is the closest competitor of pantaloons.
 Out of 100 respondents 44% of customers believed that product display and signage
of pantaloons is excellent and 40% is good.
 34% of male and 17% of female purchasing choice is affected by the price of the
product.
 Customers like to visit pantaloons on fashion Friday offer. Whereas, 95% of
respondents are liked to visit on this offer day.
 Maximum respondents of customers are chosen Pantaloons is the best store in price.
 CMR is the store which is the next competitor of Pantaloons on the basis of best
offers on products.
 According to the customers, 39% respondents are select for CMR for its product
availability.

111
 Pantaloons is the best on providing services to customers.
 On the basis of quality of products customers gives first preference to Pantaloons and
Shopper stop comes next.
 Here the bar chart depicted that on the basis of store appearance shopper stop has the
best appearance according to customers 45 customers are given the respondents and
23 customers given respondents for the store appearance of customers.
 Pantaloons is the best on the basis of pay back cards. It provides green card for
customers’ feedback and information which is one of the best comparing to other
retail stores.
 On the basis of promotions maximum number of respondents states that promotions
of Pantaloons is best than comparing to other stores.

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 SUGGESTIONS

 Making aware of pantaloons home delivery system to the customers because in

feedback forms they wrote to introduce facility as there is lack of this information of
home delivery and which is provided for the pay back green card (PBGC) customers
only.
 Give good offers in non-pantaloons brands also, according to many customers the
competition of hypermarket is far better than specific brands and offers.
 Atmosphere facility should be increased as said by majority of customers as there is
lack of healthy environment
 Make the prices of the product somewhat average because it sometimes in some point
of view for some of the customers it goes beyond their budget level.
 Rather than keeping offers any other day of week it’s better to keep the same offer
day which held on Friday. Where maximum people knows that Friday is the special
offer day of Pantaloons, and they like to visit on this day.

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 CONCLUSION
I conclude by telling that today Pantaloons is the best retail store in our city,
and some of the stores are the competitors of this store. To build a relationship of a customer
is not so easy task and to maintain a good relationship with all customers in the form of
various strategies by knowing their needs and wants, also by informing them through
telecalling, print media, and word of mouth which is an effective tool for customers to know
about pantaloons. It may include many factors such as budget of customer, taste and
preferences of a customer, change in fashion and many more. The product displays, the
atmosphere and the appearance is good which makes a healthy environment to shopping here
at pantaloons. It is the best in its’ promotions and offers which makes known and satisfied to
all of the customers in price, offers, discounts, prises and all etc. Therefore, I finally reached
in a point that for to analysis the competition and competitors and for everything a customer
plays a vital role in all and every organisation. By which it should not feel inconvenience not
to customer nor to organisation.

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 BIBLIOGRAPHY

BOOKS

Philip Kotler, 2012 Marketing Management. India (New Delhi), Pearson Publication

WEBSITES CITED

 www.adityabirla.com

 www.pantaloons.com

 www.wikipedia.com

 www.yourdictionary.com

 www.managementstudyguide.com

 www.slideshare.net

 www.google.com

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