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Vdocument - in Project Report A Study of Floor Operationsreliance Trends at Avani Mall Howrah
Vdocument - in Project Report A Study of Floor Operationsreliance Trends at Avani Mall Howrah
Vdocument - in Project Report A Study of Floor Operationsreliance Trends at Avani Mall Howrah
Submitted by: -
Soumyajit Mukherjee
Soumyajit mukherjee
PGPBM & MBA 2013-2015, BIBS Page 2
ACKNOWLEDGEMENT
Soumyajit mukherjee
PGPBM & MBA 2013-2015, BIBS Page 3
CHAPTER TITLE PAGE
NO. NO
1. INTRODUCTION 1
2. OBJECTIVES 2
6. METHODOLOGY 25-27
9. SUGGESTIONS 55-57
10. CONCLUSION 58
11. BIBLIOGRAPHY 59
Soumyajit mukherjee
PGPBM & MBA 2013-2015, BIBS Page 4
INTRODUCTION
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PGPBM & MBA 2013-2015, BIBS Page 5
1. INTRODUCTION
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PGPBM & MBA 2013-2015, BIBS Page 6
OBJECTIVES
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2. OBJECTIVES
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ABOUT
RELIANCE
RETAIL LTD.
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PGPBM & MBA 2013-2015, BIBS Page 9
ABOUT THE COMPANY– (Reliance Retail Ltd.)
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PGPBM & MBA 2013-2015, BIBS Page 10
Overview
is the second largest company in India by revenue after the state-run Indian
RLL is the second largest retailer in India. Its retail outlets offer
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PGPBM & MBA 2013-2015, BIBS Page 11
Reliance Trend’s Roll Out Journey:-
Reliance Trends started its journey on late 2007. It opened its first
store in Gurgaon, India and the journey is going on today also:-
Date Location
2007-2008 3 2012-2013 76
in 2014)
Soumyajit mukherjee
PGPBM & MBA 2013-2015, BIBS Page 12
Vision of Reliance Trends:-
P4 Q4 HIGHEST
P3 Q3
P2 Q2
P1 Q1 LOWEST
Q- Best Quality
F- Latest Fashion
T- Patented Technology
Soumyajit mukherjee
PGPBM & MBA 2013-2015, BIBS Page 13
‘AGES’....for dealing customers in Reliance Trends:-
Greeting:- Walking into a retail store can seem like a foreign experience
for some customers. Finding their way around your shop or looking for an
employee to answer questions can be intimidating. Rather than hunting
down a worker, some prospects might simply leave without talking to
anyone or making a purchase. Grabbing sales from these potential
customers can be successful if you train your staff to greet people upon
entering your establishment and to be available for the duration of the visit
to your store.
Respect
Interest
Appreciation
Understanding
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PGPBM & MBA 2013-2015, BIBS Page 14
HIERARCHY OF RELIANCE TRENDS
CEO
OPERATIONAL HEAD
ZONAL HEAD
REGIONAL MANAGER
CLUSTER MANAGER
STORE MANAGER
DEPARTMENT MANAGER
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PGPBM & MBA 2013-2015, BIBS Page 15
DEPARTMENTS & THEIR PRODUCTS UNDER RELIANCE TRENDS
» MEN’S SECTION - On the first floor of the store is heart and soul
designated area where the store Offers men’s dresses in a large variety,
divided into various sections such as,
FORMAL
WEARS
MEN'S
SECTION
1.) FORMAL WEAR- It includes all types of formal wears of both private
level and external brands products like Shirts, Trousers etc. Brands are
included like-
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PGPBM & MBA 2013-2015, BIBS Page 16
PUREZA (private level)
DNMX(private level)
NETPLAY(private level)
TEAMSPIRIT(private level)
FIRST CLASS(private level)
INTRIBE(private level)
DUKE(external brand)
TAANZ(external brand)
CLASSIC POLO(external brand)
KILLER(external brand)
FLYING MACHINE(external brand)
MOUSTACHE(external brand)
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LIVEIN(external brand)
COLOR PLUS(external brand)
3.) MISC. ZONE –It is the zone where sports wears, sports gears (i.e
wrist bands, ankle band etc.), home section and the luggage section
comes under.
PEFORMAX(private level)
WILLOW(private level)
WELSPUN(external brand)
PORTICO(external brand)
STELLAR(external brand)
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PGPBM & MBA 2013-2015, BIBS Page 18
» WOMEN’S SECTION- On the ground floor of the store is heart and
soul designated place where the store Offers women’s dresses in a large
variety, divided into various sections such as,
WESTERN
WEARS
ETHNIC WEAR
MISC ZONE
WOMEN'S
SECTION
AVASA(Internal Brand)
Fusion(Internal Brand)
Diya by Gitanjali(External Brand)
W(External Brand)
Aurelia(External Brand)
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PGPBM & MBA 2013-2015, BIBS Page 19
BIBA(External Brand)
Ashmita(External Brand)
Fashion Tadka(External Brand)
Praful(External Brand)
Mahi(External Brand)
DNMX(Internal Brand)
RIO(Internal Brand)
Team Spirit(Internal Brand)
Fig(Internal Brand)
Deal(External Brand)
109 Degree F(External Brand)
Scullers(External Brand)
Crimsone Club(External Brand)
Kraus(External Brand)
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BASIC FLOOR
OPEARATIONS
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SPACER: -
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SOME BASIC FIXTURES OF RELIANCE TRNDS
GANDOLA
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PYRAMID
NESTING TABLE
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ULTIMATE/ RED TABLE
HANGRAIL
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PGPBM & MBA 2013-2015, BIBS Page 26
PEG HOOK
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PGPBM & MBA 2013-2015, BIBS Page 27
Electronic Article Surveillance:-
There are mainly three types of tags are used in retail industry and in
Reliance Trends also. They are as
follows:
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PGPBM & MBA 2013-2015, BIBS Page 28
MAGENTIC STRIP TAG (SOFT TAG)
With help of this EAS system Reliance Trends has already prevented
number of SHOPLIFTING cases for last few years. In the three months time
of internship it is noticed that Reliance Trends has caught only 2-3
shoplifters by having more than 25,000 footfalls.
Pencil and UFO Tags are clip-set kind of tag. These tags are
tagged into the lower portion, hip portion (mainly in trousers, pant, jeans,
churidars etc) of few garments. For the shoplifters it is just impossible to remove
the tags without taking the help of tag-removal equipment (TAG REMOVER).
Tags are placed in such a manner, if the tag is not removed properly from the
garment, it can cause harm to the garment. These tags are recyclable, that
means unless and until it becomes defective, it can be used.
Whereas, Soft Tags are magnetic-wired tags. These are used mainly to
keep secure the packet products (e.g. Bed sheets, Comforters etc) or the small
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articles (e.g. Socks, Handkerchiefs, Accessories
etc) from shoplifting. These tags can be used thrice
only.
The hard tags can only be attached with the tag pin.
The tag pins are removed from the product by the
cashier against payment of that particular product.
If anyone tries to remove the product with help of any kind of magnet it will not
be possible because the tag pins can be removed by the TAG-PIN REMOVAL
MAGNET only. Which is only been placed at the cashier’s desk.
If someone steals any product which is tagged (Hard and Soft) and tries to
escape from the store, that person will be caught at exit points because there
the ANTI-THEFT GATES are installed. These gates can catch any untagged
product which is getting out off the store from a suitable distance.
ANTI-THEFT GATE
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CUSTOMER
SERVICE DESK
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PGPBM & MBA 2013-2015, BIBS Page 31
HAPPY TO HELP YOU!!!
----Mahatma Gandhi
Membership Program:-
Reliance-One Membership:-
Reliance One Membership program is a relationship marketing
program introduced by Reliance Retail.
Soumyajit mukherjee
PGPBM & MBA 2013-2015, BIBS Page 32
The customer can collect the Reliance One Points when he/she will shop
at participating Reliance Retail
Stores anywhere in India and can
earn 1 Reliance One point for every
Rs 100 that he/she spends.
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PGPBM & MBA 2013-2015, BIBS Page 33
RESEARCH
METHODOLOGY
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PGPBM & MBA 2013-2015, BIBS Page 34
RESEARCH METHODOLOGY:-
SELECTION OF AREA:
SELECTION OF SUBJECT:
SELECTION OF SAMPLE:
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PGPBM & MBA 2013-2015, BIBS Page 35
ANALYSIS OF DATA:
The data collected are analyzed using percentage method supported by
pie- charts.
LIMITATIONS:
Certain data collected can’t be specific suggestion vary from people to
people.
Soumyajit mukherjee
PGPBM & MBA 2013-2015, BIBS Page 36
The data analysis is divided into two parts by two
QUESTIONNAIRE
SUGGESTIONS
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PGPBM & MBA 2013-2015, BIBS Page 37
DATA
ANALYSIS
&
INTERPRITATION
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PGPBM & MBA 2013-2015, BIBS Page 38
QUESTIONNAIRE
NAME:
LOCATION- ______________________________
1) Are you shopping with Reliance Trends for the first time?
□ Yes □ No
2).How many times did you visit Home Fashion section in Reliance Trends,
Avani?
□others________________
□Accessories
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PGPBM & MBA 2013-2015, BIBS Page 39
6).Are you happy with the overall product availability?
□ Yes □ No
7).Are you happy with the display of the products and service standards of
the store?
□ Yes □ No
9).Are you satisfied with the Exchange Policy offered by Reliance Trends?
□ Yes □ No
0 1 2 3 4 5
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PGPBM & MBA 2013-2015, BIBS Page 40
Data Analysis & Interpretation
Age Group:-
Below 20 21-30 31-50 51 & Above
4 15 21 10
Below 20
8%
51 & Above
20%
21-30
30%
31-50
42%
AGE GROUP
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PGPBM & MBA 2013-2015, BIBS Page 41
Gender segregation
Male Female
21 29
Male
Female
42%
58%
GENDER SEGREGATION
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PGPBM & MBA 2013-2015, BIBS Page 42
First time with Reliance Trends:-
Yes No
14 36
Yes
28%
No
72%
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PGPBM & MBA 2013-2015, BIBS Page 43
Shopping Frequency with Reliance Trends:-
2 Times 3-5 Times More Than 5 times
12 27 11
3-5 Times
54%
Soumyajit mukherjee
PGPBM & MBA 2013-2015, BIBS Page 44
Selecting Reliance Trends Avani:-
Offers Services Product Availability Pocket Friendliness
13 16 14 7
Offers
Product Availibility 26%
28%
Pocket Friendliness
14%
Services
32%
Soumyajit mukherjee
PGPBM & MBA 2013-2015, BIBS Page 45
Came to know about Reliance Trends, Avani:-
Electronic Media Print Media Word Of Mouth Others
8 9 20 13
Electronic
Others Media
26% 16%
Print Media
18%
Word of
Mouth
40%
Soumyajit mukherjee
PGPBM & MBA 2013-2015, BIBS Page 46
Department wise purchase:-
Men’s Women’s Kids Home Fashion Accessories
14 20 12 2 2
Accessories
Home Fashion 4%
4%
Men's
28%
Kids
24%
Women's
40%
Soumyajit mukherjee
PGPBM & MBA 2013-2015, BIBS Page 47
Satisfaction Regards to Product Availability
Yes No
24 26
No Yes
52% 48%
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PGPBM & MBA 2013-2015, BIBS Page 48
Service Standards and Display
Yes No
29 21
No
42%
Yes
58%
Soumyajit mukherjee
PGPBM & MBA 2013-2015, BIBS Page 49
Usage of Customer Service Desk
Yes No
21 29
Yes
No 42%
58%
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PGPBM & MBA 2013-2015, BIBS Page 50
Satisfaction with regards to Exchange policy
Yes No
20 30
Yes
40%
No
60%
Soumyajit mukherjee
PGPBM & MBA 2013-2015, BIBS Page 51
Basket Size of the customers
500-999 1000-1999 2000-2999 3000 & Above
8 13 12 17
500-999
3000 & Above 16%
34%
1000-1999
26%
2000-2999
24%
BASKET SIZE
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PGPBM & MBA 2013-2015, BIBS Page 52
CSA rating
0 1 2 3 4 5
0 1 1 11 19 18
5 2
1
33% 13%
7%
3
20%
4
27%
CSA RATING
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PGPBM & MBA 2013-2015, BIBS Page 53
Will you come back?
Yes No
38 12
No
24%
Yes
76%
Soumyajit mukherjee
PGPBM & MBA 2013-2015, BIBS Page 54
Will you recommend others about Reliance Trends?
Yes No
32 18
No
36%
Yes
64%
Soumyajit mukherjee
PGPBM & MBA 2013-2015, BIBS Page 55
JOB
ASSIGNMENT
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PGPBM & MBA 2013-2015, BIBS Page 56
Job Assignment
By keeping in mind the pie chart below, the Store Manager of Reliance
Trends, Avani Mall, Howrah, Ms. Punam Halwasia decided to put me in Home
Fashion Section to look after the sales of that particular section, because the
total 50 customers were surveyed and 2 customers out of it had bought
products from Home Section.
Accessories
Home Fashion 4%
4%
Men's
28%
Kids
24%
Women's
40%
Soumyajit mukherjee
PGPBM & MBA 2013-2015, BIBS Page 57
Sectional Questionnaire
1) How many times did you visit Home Fashion section in Reliance Trends, Avani Mall,
Howrah?
□ Yes □ No if No_____________________
□ Yes □ No if No_____________________
□ Yes □ No if No_____________________
□ Yes □ No
Soumyajit mukherjee
PGPBM & MBA 2013-2015, BIBS Page 58
Visiting frequency of Home Fashion Section:-
1 TIME 2 TIMES 3-5 TIMES MORE THAN 5 TIMES
3 7 6 9
1 TIME
12%
MORE THAN 5
TIMES
36%
2 TIMES
28%
3-5 TIMES
24%
INTERPRETATION: - While making the survey, it has been observed that, 3 out of
25 customers were visiting the home fashion section for the first time, 7,6 and 9
customers were visiting the section for 2nd ,3-5 times and more than 5 times
respectively.
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PGPBM & MBA 2013-2015, BIBS Page 59
Product versatility of Home Fashion section:-
Yes No
10 15
YES
40%
NO
60%
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PGPBM & MBA 2013-2015, BIBS Page 60
Satisfaction regarding the quality of home products:-
Yes No
12 13
NO YES
52% 48%
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PGPBM & MBA 2013-2015, BIBS Page 61
Pocket-friendliness of the products:-
Yes No
14 11
NO
44%
YES
56%
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PGPBM & MBA 2013-2015, BIBS Page 62
Need more offers;-
Yes No
15 10
NO
40%
YES
60%
Soumyajit mukherjee
PGPBM & MBA 2013-2015, BIBS Page 63
In the month of April’14,
sale-report has been shown beside.
The department could not achieve
the monthly target because of
various reasons portrait through the
above questionnaire although there
was a huge chance to achieve the
target just for one simple reason,
‘Poila Baisakh’(Bengali New Year).
Possible reasons are-
Low footfall at the Home Fashion Section
Less conversion
Less discount offered (compare to other retail stores)
Range of product availability was less
Less display
Less announcement from Customer Service Desk
Attentiveness of the Customer Service Associates
Fight with Internal Brand and External Brand to sell the product
When the work was assigned to me, I did a competitor analysis with
Big Bazaar and other local players those are present at both inner and outer
premises. It was observed that Big Bazaar is the brand where the product
availability is vast compare to Reliance Trends, and most surprisingly in a
cheaper price than Reliance Trends. The customers are more intend to buy
branded products which is suitable for his/her pocket. So major problem I
observed that, if a customer is going to Big Bazaar to buy a towel or a bed sheet,
he/she is getting the brand ‘BOMBAY DYING’, whereas in Reliance Trends the
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PGPBM & MBA 2013-2015, BIBS Page 64
customer will be getting Reliance’s home product ‘WILLOW’, which is not at all a
familiar brand like BOMBAY DYING’.
Apart from this issue, rest of the possible causes were on Store Manager’s hand
because price and offers, promotions are not in under control of her. So, I
spoken to Ms. Punam Halwasia(Store Manager), Mr. Manas Banerjee & with Mr.
Subrata Sardar regarding the stuff issues. They helped me a lot to overcome the
problems.
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PGPBM & MBA 2013-2015, BIBS Page 65
Cross Selling:- The CSAs were strictly told to cross sell home sections
products.
Closing:- At Home fashion section once the customer enters we tried to
make him/her buy something or the other.
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PGPBM & MBA 2013-2015, BIBS Page 66
SUGGESTIONS
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PGPBM & MBA 2013-2015, BIBS Page 67
Suggestions:-
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PGPBM & MBA 2013-2015, BIBS Page 68
composition or the preferred design of the product does not match with
his/her mind set.
According to the customers, the some visual merchandising is extra
ordinary and on the other hand some are not at all liked by them. A very
few customers also told that some of the displays should be kept on the
windows as well as inside near to the respective section (Home Section).
The main problem of concern which has been observed for the exchange
policy is that “Time Limit” (30 days). 30 out of 50 customers specifically
mentioned that the duration for exchange policy should increase
little bit more (45 days).
As per the CSA rating is concerned, the CSAs (Customer Service
Associates) should get more training on customer handling. The
customers who had marked ‘3’, they clearly mentioned that, they felt the
personal touch was missing from the interaction with CSA’s. It is a valid
point to take it upon by the management is to give more systematic
training to those CSAs for betterment of the service of the store and as
well as for their future prospects.
It is very well to get a kind of feedback where more than 60% of
customers told that they will come back to shop and they will recommend
others about Reliance Trends, Avani Mall, Howrah.
Soumyajit mukherjee
PGPBM & MBA 2013-2015, BIBS Page 69
EVENT ORGANISED TO INCREASE FOOTFALL AND SAME POINT
OF TIME CONVERT THEM INTO SELL:
FATHER’S DAY
CELEBRATION
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DRAWING
COMPETITION
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CONCLUSION
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Conclusion
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BIBLIOGRAPHY
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Bibliography
I. http://www.sales-training-sales-tips.com/retail-sales-tips.html
II. http://www.ril.com/html/aboutus/subsidiaries_associates_RRL.html
III. http://info.shine.com/company/Reliance-Retail/207.aspx
IV. http://en.wikipedia.org/wiki/Reliance_Retail
V. http://www.slideshare.net/uplakshgupta/business-marketing-reliance-
trends?qid=c6d3fc63-d9d6-4457-8585-
04f3f038a63e&v=qf1&b=&from_search=1
VI. http://www.slideshare.net/hardikjain29/catchment-analysis-for-reliance-
trends?qid=c6d3fc63-d9d6-4457-8585-
04f3f038a63e&v=qf1&b=&from_search=2
VII. http://www.slideshare.net/praveensantosh1/reliance-trends-project-
final?qid=c6d3fc63-d9d6-4457-8585-
04f3f038a63e&v=qf1&b=&from_search=3
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