Professional Documents
Culture Documents
Retail Management
Retail Management
MANAGEMENT
An Introduction to
Retailing
An Introduction !!
Retailing encompasses the
business activities involved in
selling goods and services to
consumers for their personal,
family, or household use. It
includes every sale to the final
consumer.
Retailers:
-Sears, Holiday Inn, McDonalds, Amazon.com, Jiffy
Lube, AMC Theaters, American Eagle Outfitter, FAO
Schwartz, Kroger
Breaking Bulk
-Buy it in quantities customers want
Holding Inventory
-Buy it at a convenient place when you want it
Providing Assortment
-Buy other products at the same time
Offering Services
-See it before you buy, get credit, layaway
How Retailers Add Value
The value of the product and service
increases
as the retailer performs functions.
Doll can be
bought on credit
or put on layaway
Doll is featured
on floor display
Doll is offered
in
convenient
locations in
Doll is developed quantities of
in several many
styles
Doll is developed
at manufacturer
How can we best serve our
customers while earning a fair
profit?
How can we stand out in a highly
competitive environment where
consumers have too many choices?
How can we grow our business, while
retaining a core of loyal customers?
Distribution Channel
PPT 1 -4
Retailers can best address these questions by
fully understanding and applying the basic
principles of retailing, as well as the elements in
a well-structured, systematic, and focused retail
strategy.
Manufacturer
Retaile
r
Wholesale Final
r Consumer
Channel of
Nature of Retail Industry is
Changing
To Today ’ s Retailer
T S
- +
W O
•Rural Retailing
•Increasing Population of
- Working Women
•Limited Reach
•Steady Indian Economic
•Lack of Trained & Growth
Professional Workforce
•Increasing Margins by
removing Middle men
PANKAJ ARORA
Which segment is taking the
lead?
PANKAJ ARORA
The spending pattern of growing
Indian middle class
Category (2004) % Of Total
Miscellaneous 10%
RELATIONSHIP RETAILING
RELATIONSHIP RETAILLING
Seek to establish and
Ø Concentrate on the
total retail
experience
Ø Monitor satisfaction
Ø Stay in touch with
customers
Ø Develop customer
database
Ø
Effective Relationship Retailing
Use a win-win approach Retailing
It is harder to get
new customers
than to keep
existing ones
happy
Develop a customer
database
Ongoing customer
contact is
improved with
information on
people’s
attributes and
Theme !!
¯Consumers will
demand more
for less from
the shopping
experience
¯They will spend
less time
shopping
¯They will split
the
commodity-
shopping trip
from the
value-added PANKAJ ARORA
Value
Channel Perspective
¯Value is a series of activities and
processes - the value chain - that
provides a certain value for the
consumer
Customer Perspective
Top Companies: An analysis
q Big Bazaar is a chain of
department stores owned by the Big Bazaar -
Pantaloon Group (Future
Group)and headed by Kishore
Biyani and headquartered at
Mumbai. It offers all types of Bharti Retail
household items such as home
furnishing, utensils, fashion
products etc.
q Bharti Retail, a wholly owned
subsidiary of Bharti
Enterprises. has announced Reliance Retail -
two joint ventures (JV)with the
international retailing behemoth,
Wal-Mart.
q The first JV ensures cash and DLF Shopping Malls -
carry business, in which 100
percent FDI is permitted and it
can sell only to retailers and
Baby boomers
RETAILING IN THE USA
(USA) has been a forerunner in the
Increased per capita spendin
evolution of retailing.
technology and
globalization has led to a
new era of consumerism
where retailers focus
completely on meeting the
needs, wants and priorities
of the consumer.
is based on various
parameters, like
immigration ( migrate) and
emigration(mass
departure) rates, race and
ethnicity.
Immigration and
Understanding Retail Consumer
Behavior !!
Under demographic