Professional Documents
Culture Documents
1
INDEX
CONTENTS PAGE NO
Acknowledgement 4
Preface 5
Executive Summary 6
PHASE-I
Research Methodology 15 - 16
Big Bazaar 31 - 40
Lifestyle 41 - 48
2
PHASE-II
3
ACKNOWLEDGEMENT
We would also like to express our special thanks to all the Staffs of the
Vishal Mega Mart, Big Bazaar, Life Style and Pantaloon Retails and also
the various owners of Kirana Stores for their excellent support and co-
ordination without which this study could not be fulfilled.
Thanks
GROUP-8
H-SECTION.
Asia Pacific Institute of Management Studies.
4
PREFACE
We are lucky that, we got the opportunity for making the project
report on “Comparative Study on Profitability Drivers of Indian Retail
Industry and their formats” and “challenges to unorganized retails in
the current scenario”. For this study we visited the Malls, Hyper
Markets and Departmental Stores and in New Delhi and Noida and talk
to various unorganized retailers (Kirana stores) to study the problems
defined. This report is written account of what we learnt and
experienced during the survey. We wish, those going through it will not
only find it readable but also get as useful Information. The main
limitation of our experience was that as the above said organised
retails industry is reserved with corporate formalities, we had faced a
little bit difficulties to fill the questionnaire completely.
5
Executive Summary
6
Today’s Retail in India
Comprised of organized and traditional retail formats, Indian Retail
market is estimated to be worth US$ 511 billion, and is poised to grow
to US$ 833 billion by 2013. The organised retail that currently
accounts for less than 5 per cent of the total retail market is expected
to register a compound annual growth rate (CAGR) of 40 per cent and
swell to US$ 107 billion by 2013.
India’s vast middle-class and its almost untapped retail industry are
key attractions for global retail giants wanting to enter newer markets
and India provides for the ideal locations. Since, Delhi and its suburbs
have so far seen the growth of 100 bigger and smaller malls, roughly
600 new malls are coming up in other metropolis and large townships
in which less than 35% of retail business is going to be transacted.
It is seen that over 1000 malls are in the pipelines for smaller
townships in which the retail sector is projected to grow at over 60%
because of ample availability of land and increased purchasing power
of the folks living in those areas because of increased economic
activities. Naturally, the large players will prefer to go there and put up
their shops by sourcing their supplies from the places convenient to
them.
7
Some of the key areas in which retail boom will prevail in towns
beyond metros and even large cities will include food items, FMCG
products, grocery, sportswear, outerwear, tailored clothing, eyewear,
watches, footwear and accessories and the like. The retail business
that will pre-dominantly stay with malls put up in metros and large
cities will include apparel, pharmaceuticals, luxury goods and
consumer durables.
The key cause for inefficiency is the poor integration between the
retailer and supplier. None of the retailers, in view of ASSOCHAM has
so far an automated system for information exchange with their
suppliers. In developed countries, retailers practice Vendor
Management Inventory (VMI) systems, where the supplier has access
to the point of sales data of the retailer and plans automatic
replenishments responding to the stocks available at the retailer.
8
Key Points of Indian Organised Retail
Industry
1. Potential to be the third largest economy in terms of GDP in next few
years .
15. Till date the second largest employer after agriculture sector, for the
huge semi-skilled Indian population.
17. Having almost 1,20,000 shops, across the length and breadth of the
country.
9
Formats in Indian Organized Retail
Sector
10
TOP MAJOR RETAIL PLAYERS
Total Retail
No.of
Retailer Existing formats Brand Names Space
Stores
(‘000 sq ft)
Landmark
Group (Based Department Stores Lifestyle 8 370
in Dubai)
11
OBJECTIVES OF THE STUDY
Phase-I
Objective:
Know the customer flow and revenue generated by the stock from the
each department in the organised retail sector within a closer view.
PHASE-II
Determine various shops and classify them into the Retail formats.
Objective:
Know the retail formats and what are the difference between those
categories.
PHASE-III
Analyze the threats and challenges to unorganized retailers in the
current scenario of competitive market.
Objective:
Understand the sector of unorganized retails, find out the challenges
faced by them and determine what are the measures taken by these
retailers to survive in this current scenario.
12
PHASE-I
13
SCOPE OF THE STUDY
14
RESEARCH METHODOLOGY
Research design:
The study is based on descriptive research design because the data
were collected to reveal accurate descriptions of variables related to
the decisions being faced, without demonstrating that some
relationship exists between variables. For the purpose of present study
a related sample of stores were selected on the basis of convenience.
Research Period:
Research work is only carried for 1 week.
15
Research Instrument:
This work is carried out through self-administered questionnaires. The
questions included were close ended with Ordinal-polytomous response
scale.
Data Collection:
The data, which is collected for the purpose of study, is divided into 2
bases:
Data Analysis:
The data is analyzed on the basis of suitable tables by using
mathematical techniques. The technique that we have used is bar
graphs, pie charts, with MS-EXCEL and SPSS.
16
LIMITATIONS OF THE STUDY
Due to limitation of time only few retail stores are taken into
consideration of this study. So the sample of retailers was not
enough to generalize the findings of the study.
The main source of data for the study was primary data with the
help of self-administered questionnaires. Hence, the chances of
unbiased information are less.
17
RESEARCH PROBLEM AND ITS
RELEVANCE
RESEARCH PROBLEM:
Determine the profitability drivers on the basis of:
18
Name of the Stores
19
VISHAL MEGA MART
20
What started as a humble one store enterprise in 1986 in Kolkata is
today a conglomerate encompassing 183 showrooms in 110 cities / 24
states. India’s first hyper-market has also been opened for the Indian
consumer by Vishal. Situated in the national capital Delhi this store
boasts of the singe largest collection of goods and commodities sold
under one roof in India.
The group’s philosophy is integration and towards this end has initiated
backward integration in the field of high fashion by setting up a state
of the art manufacturing facility to support its retail endeavors.
There are three classes of consumers the lower class is restricted only
to unorganized retail, upper class consumers are limited and scattered.
According to the Vishal Retailing Strategy, they are targeting middle
class as it is the largest consumer base in India and can be sold off
then in large volumes because with the increasing purchasing power
the middle class is shifting towards organized retail.
The group had a turnover of Rs. 1463.12 million for fiscal 2005, under
the dynamic leadership of Mr.Ram Chandra Agarwal . The group had a
turnover of Rs 2884.43 million for fiscal 2006 and Rs. 6026.53 million
for fiscal 2007.
21
ANALYSIS OF THE STUDY
Types of Customer:
There are three types of consumer in the Indian retail market. Vishal
mega mart is a firm believer of that the Middle class and upper middle
class are the potential customer in their product categories.
TYPES OF CUSTOMER
100%
80%
0%
GARMENT GIFTS MUSIC CARDS
SECTION SECTION SECTION SECTION
From the above details its found that the customer flows in the
garment section is relatively high rather than the other sections. The
22
focus customer group is basically medium level income group of
customers.
Here we have analyzed the flow of customers per day basis. For this
reason we have studied customer flows on an average of high
customer flow days.
MUSIC DEPARTMENT
100
CARDS DEPARTMENT
250
GIFTS DEPARTMENT
GARMENTS
900
DEPARTMENT
0 100 200 300 400 500 600 700 800 900 1000
Number of Customer
From the above figures its executed that flow of customer in garment
departments is relatively higher than the others departments. To
determine the above study we have considered the customers who are
spending their money on purchase of products of the above said
departments. Its revealed at the time of study that they have 10 cash
counters and they are making bills of more than 280 bills per day per
counter on the above said days.
23
Value of Stock in the different departments:
Value of Stock
525000
Garment Deapartment
others department
10340000
The garment section is divided into Men, women and kids section. The
value of the stock in the garments department is relatively much
higher than the others departments. The value of stock in winter
season jumps to 18 to 20 crore and its 3times higher than others
season as normally they are maintaining a stock of 6 crore in the
others time.
24
Value of the stock of the others departments:
300000
250000
200000
150000
100000
50000
0
GIFTS DEPARTMENT CARDS DEPARTMENT MUSIC DEPARTMENT
The value of the stock of the others departments are relatively lower
than garments departments.
The stock maintained in the gifts section, basically maintained for the
high and medium level income customers.
In the cards department the stock increases at the time of Christmas
an New year eve as it’s a seasonal business according to the Vishal
Mega Mart.
Music department is consisting of Music, movie and game cd & dvd’s.
Its found that the stock of game cd & dvd’s is higher than the others.
25
Revenue generated by the different departments:
196800
200000 180000
150000
100000 2004-05
58800 2008-09
50000
50000
500010000 2000 1800 1800 5000
0
GARMENTS GIFTS CARDS MUSIC TOTAL
DEPARTMENT DEPARTMENT DEPARTMENT DEPARTMENT
From the above study its revealed that at the time of inception of the
organised retail in India in the year of 2004-05, only the high grade
and upper medium grade income level customers were tends to go to
the retails. So the maximum portion of revenues generated from these
two groups only.
26
2008-09. and also its seen that the product category in the gifts and
music department is relatively changing with the increasing demand of
new innovated products.
27
FACTS AND FINDINGS
From the above analysis its found that the average customers in the all
departments are the Middle Grade income level customers as Vishal is
mainly focusing in this segment of customers.
Garment Department
Overview:
Product lines and the quality of the products in the Garment Section
are basically for the medium and average grade income level people
and price range in this section is averagely lies between Rs.250 to 600.
Findings:
In the garment section we have found that products categories are not
focusing the high grade income level customers as the brand
consciousness not presents in the floors. The high grade income level
people are very conscious about the brand that they are using.
Basically they are very conscious about the brand rather than the
quality which isn’t present in this department.
Suggestions:
Vishal is strategically targeting the middle class customer but there is
also a rash of high grade income level customers in their stores. They
should focus on this aspect that they can turn this mob into potential
customer by introducing a various range of high class products in the
garment department.
28
Gifts Department
Overview:
Product lines and the quality of the products in the Gifts Section are
basically for the high and medium grade income level people and price
range in this section is averagely lies between Rs.500 to 800.
Findings:
In the gifts section we have found that stock of gift items is very low
and also products categories are not focusing to low grade income
level customers and the gifts department is referred to high class
products.
Suggestions:
They should focus on this aspect by introducing more stocks and also a
lower price range products in the gifts section so that they can also
generate revenue from lower grade income level customers.
Music Department
Overview:
Music section consist of Music CD’s, Game CD & DVD’s and also Movie
DVD’s. Product lines and the quality of the products in the Music
Section are basically for the high and medium grade income level
people and price range in this section is averagely lies between Rs.150
to 500.
Findings:
In the Music section we have found that they are mainly focusing on
the Game CD’s and DVD’s and also the price range is also high. Again
the collection of game cd and dvd’s is considerable but in the case of
Indian Music CD’s the stock level is not also upto the customer’s
satisfactory level.
29
Suggestions:
Vishal should concentrate on that the music industry is passing
through a high competitive market with piracy world so the price range
should be such as the customer feel free to buy original cd’s. Another
point is that there should be a balance between the stock of their
product lines in the music department.
Cards Department
Overview:
In the Indian scenario cards are not very popular and a seasonal
business according to the floor managers and management of the
store. Also the demand is decreasing day by day with the increase of
ITES.
Findings:
In Vishal’s prospect we have found that it’s a seasonal business and
they only give an emphasized focus at the time of Christmas Day and
New Year. Also the high grade income level people tends to go
specialized cards stores so only a few numbers of middle and average
income level customers who come to others departments sometimes
seek for the cards.
Suggestions:
Though the demand of cards decreasing day by day but there are also
some others events rather than the 25th & and 31st eve. So a step can
be taken by introducing low range of cards attached with the gifts
section to greet the wishes all the time.
30
31
BIG BAZAAR
32
ANALYSIS OF THE STUDY
Types of Customer:
In the Indian Retail Scenario Big Bazaar has a great success to create
a revaluation. Basically they have differentiated their customers on the
basis of needs of customers rather than their income level. Later on we
will analyze these aspects. Here we are analyzing which income level
of customers are generally tend to purchase the products in Big Bazaar
department wise:
100%
80%
0%
GARMENT GIFTS MUSIC CARDS
SECTION SECTION SECTION SECTION
From the above details its found that the in the Garment section they
are targeting the middle and average level of customers. They are not
promoting any major brands and they have their own brand towards
the major brands in garments industry. Flow of high level of customers
in music section is better than the others departments. Generally
upper medium and medium class and also a good percentage of
average income level customer visits their all departments.
33
Flow of customers in different departments:
Here we have analyzed the flow of customers per day basis. For this
reason we have studied customer flows on an average of high
customer flow days.
MUSIC DEPARTMENT
CARDS DEPARTMENT
GIFTS DEPARTMENT
GARMENTS DEPARTMENT
From the above figures its executed that flow of customer in garment
departments is relatively higher than the others departments. One
significant difference is noted from the others retail is that they have
placed their music department at the front of cash counters and
introduced low range of music cds’ and game dvd’s for the all category
customers which increased customer the flow in the music department.
34
Value of Stock in the different departments:
8230000
163000000
The garment section is divided into Men, women and kids section.
They have also a discount section only for the garments. In this
section they are selling the old or rejected stocks of major brands at a
40-50 percent discount rate. The value of stock in garment is being
overflowed at the time of winter season. Winter garments are costlier
than the others seasons and tends to double the value of stock.
Normally they are maintain a stock value of 16.3 to 17 crore value of
stock bus it increase at the time winter to more than 40 crore.
35
Value of the stock of the others departments:
7500000
8000000
6000000
4000000
580000
150000
2000000
0
1
In some big retails its seen that they are including some cookery,
home furnishings and life style products in their gifts section. Big
bazaar is maintaining a low stock but more product categories in their
gifts section and generating a remarkable revenue from this.
Stock of music department is overflowed with low price products.
Their stock have a potential to earn revenue from all categories as
prices of products in this department lies between Rs. 30 to Rs.400
approximately.
36
Revenue generated by the different departments:
600000
500000
400000
300000 2004-05
200000 2008-09
100000
0
GARMENTS GIFTS CARDS MUSIC TOTAL
DEPARTMENT DEPARTMENT DEPARTMENT DEPARTMENT
From the above study its revealed that at the time of inception of the
organised retail in India in the year of 2004-05, only the high grade and
upper medium grade income level customers were tends to go to the retails.
So the maximum portion of revenues generated from these two groups only
in the year of 2004-05.
37
preferences towards information technology enabled services like SMS, MMS
& E-mails.
Garment Department
Overview:
In Garment department the products are mainly their own brands an
price ranges lies between Rs.99 to Rs.800 averagely which is very
reasonable for the middle class,
average and also low level income group peoples. The stock in this
section is fair to satisfy its customer needs and attracts window
shoppers to become a potential customer.
Findings:
The main facts that we have found in the garment section is that Big
Bazaar mainly focusing on the low range of products with their own
brands. All the times they are giving special discounts on all the
garments products. They have adopted tricks like “Buy 2 get 3”, Buy 3
get 5” which looks like as if you buy 2 will get more 3 but the actual
fact is that if you buy 2 products will get 1 free as total you will get 3.
It’s a very strategic and attractive offer specially adopted by Big
Bazaar. They have also a section named ‘LOOT MART’ in the garments
department. In this section they are selling the branded high-class
garments at a high discount rate of 50 to 60 percent.
Suggestions:
After discussing all the profit factors it can be suggest that as they
have a good high income level customer flow in the others
departments like in the furniture and grocery department they can
introduce a wider range of branded products in the garment section as
this income is conscious about the brand that they are using.
38
Gifts Department
Overview:
Gifts department is consisting of various product categories from home
furnishing products to personal using products. According to Big
Bazaar now a days no one can define which section should be referred
as a gifts section. Customer preference is changing day by day with
the increased product categories.
Findings:
In Big Bazaar we have found that they are also referring home
furnishing products, personal care and low range electronic products as
gift products and basically it depends on the customers need and
choice. The whole gift section is able to satisfy the all level of income
groups as they have a large collection of product categories but with a
limited stock of same products. A noted strategy is taken in the gifts
department is that they are selling a large varieties of products with a
limited stock which helps them to implement a good stock turn over
ratio and generating good revenue from this department.
Suggestions:
Big Bazaar can focus on the stocks of the gifts though the stock of
varieties is remarkable but within the same category the stock is not
appreciatable.
Music Department
Overview:
Music section consist of Music CD’s, Game CD & DVD’s and also Movie
DVD’s.
Findings:
Big Bazaar has introduced very low range cd & dvd’s like ‘Moserbaer’
music and movie cd-dvd’s and price range lies in between Rs.30 to
100. Basically they are gaining a competitive business at the age of
piracy products in this industry. Also they have a very good collection
in games cd-dvd category at a low price range of Rs.100 to 200
39
whereas if anyone go to the open market the average price range is
Rs.300 to 400 for the copyright product.
Suggestions:
In the music its found that the collection of movie cd’s and educational
cd’s is low than the music and games cds. They are emphasizing on
the low price mp3 and game cds where as there is also a demand for
educational and movies cd-dvd’s.
Cards Department
Overview:
In the Indian scenario cards are not very popular and a seasonal
business according to the floor managers and management of the
store. Also the demand is decreasing day by day with the increase of
information technology enable services.
Findings:
We have found that it’s a seasonal business and they only give focus at
the time of Christmas Day and New Year. Also the high grade income
level people tends to go specialized cards stores so only a few numbers
of middle and average income level customers who come to others
departments sometimes seek for the cards.
Suggestions:
Though the demand of cards decreasing day by day but there are also
some others events rather than the 25th & and 31st eve. So a step can
be taken by introducing low range of cards attached with the gifts
section to greet the wishes all the time.
40
LIFESTYLE
41
Lifestyle International (P) Ltd is part of the Landmark Group, a
Dubai – based retail chain. With over 30 years’ experience in retailing,
the Group has become one of the foremost retailers in the Gulf.
42
ANALYSIS OF THE STUDY
Types of Customer:
Lifestyle International is a major player in the Indian organised retail
industry. The have a good customer base in the high class level income
group. Mainly they focusing on the Men-Women-Kids Apparel, gifts and
also in the home furnishing products. They don’t have any music,
cards or cookery departments.
100%
80%
AVERAGE GDARE INCOME LEVEL
60%
MEDIUM GRADE INCOME LEVEL
40% HIGH GRADE INCOME LEVEL
20%
0%
GARMENT SECTION GIFTS SECTION
From the above analysis its revealed that though a very few numbers
of low grade income level customers are visiting the garment section
but in the gifts section we have found that the products are
unreachable for the average level income groups.
43
Flow of customers in different departments:
Here we have analyzed the flow of customers per day basis. For this
reason we have studied customer flows on an average of high
customer flow days.
GIFTS DEPARTMENT
GARMENTS
1100
DEPARTMENT
Number of Customer
In lifestyle we have found that the average customer flow lies between
1200 to 1500 on an average high customer flow day.
44
Value of Stock in the different departments:
VALUE OF STOCK
50500000
760000000
The garment section is divided into Men, women and kids section as
well as lifestyle accessories and shoe wears. They have all the major
brands like Blackberry, Louis Phillips, Lee Coopers, Van Hausen, Parx,
Lee for in the men catagory, Melanga, Code, Ginger in the women
category and for the kids section they have brands like Bossini,
Benetton, Orchestra, Juniors, Teeny Tiny, Artex etc.
2. Sunglass section for the brands like Ferrari, Mojo, Mont blanc,
Scott,, Guess etc.
3. Fashion accessories for the brands like Tribal Zone, Sarah, Fire
Fly, Adrika, Earrings, Necklace, Bracelet, Anklet, Bangles, Hair
Clips, Bra Straps, Scrunges, Men’s Jewelry, Kids’ Fashion.
45
All these product ranges are exclusively for the High grade income
level customers.
5000000
4000000
3000000
2000000
1000000
0
GARMENTS GIFTS TOTAL
DEPARTMENT DEPARTMENT
The average revenue earned per customer basis is more Rs.6000. Comparison of revenue
generated by the each departments is taken into consideration on an average of high
customer flow days.
46
FACTS AND FINDINGS
From the above analysis its found that the average customers in the all
departments are basically high grade income level customers. All the
products ranges in the both departments significantly refers to
premium customers.
Garment Department
Overview:
In Garment department the products are mainly the major
international readymade brands and price ranges lies between Rs.800
to Rs.2000 averagely which is meant for a few Indians customers.
Findings:
The products exclusively for a certain income level customers.
Maximum products are unreachable for the medium and average
income level peoples. Whatever the stock is quite efficient to satisfy
their potential customers.
Suggestions:
They are focusing a very few Indian customers and the most of the
Indian consumers can’t afford this price ranges. So if they want to
increase their market share in the Indian retail Industry they should
introduce such product ranges also which can be affordable for the
medium level income groups and the main customer in the retail
industry lies within it.
Gifts Department
Overview:
Gifts department is consisting of various product categories from home
furnishing products to personal grooming products.
Findings:
In the Lifestyle we have found a wider range of glass made and metal
products which are exclusive and also the quality isn’t upto the price
levels. Whatever, the stock is sufficient to satisfy its customers but the
price range is found very high as a gift product in this department.
47
Suggestions:
Again the Indian retail industry is targeting the medium level income
group people as its increasing day by day but the products in the
Lifestyle store is meant only for the high class consumers which is very
low in population in India. Also an important point is noted that though
the volume is sufficient but the varieties in product categories as a gift
isn’t sufficient.
48
COMPARITIVE ANALYSIS OF THE
STORES
2500
2000
Number of 1500
Customer 1000
500
0
Vishal Mega Mart Life Style Big Bazaar No. of Customer
Name of the Store
Vishal Mega Mart: From the study its revealed that the average
customer flow is medium grade income level customers and average
grade income level customers.
Life Style: The customer flows in this store is basically refers to the
high and upper medium income level customers.
Big Bazaar: They are focusing on the all income level customers but it
depends on the departments wise also.
49
On the basis of stock value:
Garments Department:
The value of stock depends on the season. At the time of winter
season it increases upto 2 to 3times than the other seasons as the
price of winter garments is relatively higher than springs-summer
collection.
Garments Dept
800000000
700000000
600000000
500000000
400000000 Garments Dept
300000000
200000000
100000000
0
Vishal Mega Mart Life Style Big Bazaar
Vishal Mega Mart: The product in the garment section isn’t exclusive
and meant for the medium to average grade income level customers.
Also they aren’t focusing on major brands in the garment industry. All
the products are unbranded and semi branded and don’t attracts the
high grade level income groups. However brand consciousness not
present but the stock volume is able to met customer satisfaction.
Life Style: All the major brand players are maintaining their stocks in
garments section as their main focus is on the Apparel products.
Product ranges is very high and meant for the high class consumers.
50
A high brand consciousness helping them to generate a remarkable
revenue with a high stock turn over ratio and smiling face of
customers.
Big Bazaar: They have their own brands in the garments department
with a reasonable price for the upper medium, medium and average
class income groups. Though brand conscious people will think at the
time purchasing but customer are satisfied with the stock and as well
as quality related to price.
Gifts Department:
Gifts Dept
60000000
50000000
40000000
20000000
10000000
0
Vishal Mega Mart Life Style Big Bazaar
Vishal Mega Mart: They are not focusing on the gifts stock for the
result customer flow and revenue from this section is very low and no
point is gaining for the customer satisfactory level.
Life Style: A very large investment in the gifts section is found at the
time of study. They are basically emphasizing on introduction of
personal grooming products and home furnishing products in the gifts
section. This department is solely for the upper class consumers and
customer satisfactory level is remarkable.
Big Bazaar: A wider range of products is found in gifts section for the
all income level people. Though the variety in the product categories is
high but the volume of stock in the same product is low. How ever
customers are happy with the large number of collection of gifts items.
51
Cards Department:
Cards Dept
160000
140000
120000
100000
80000 Cards Dept
60000
40000
20000
0
Vishal Mega Mart Life Style Big Bazaar
52
Music Department:
Music Dept
600000
500000
400000
200000
100000
0
Vishal Mega Mart Life Style Big Bazaar
53
On the basis of revenue:
Comparison of Revenues
Store Name 2004-05(Rs.) 2008-09(Rs.)
Vishal Mega Mart 58500 196800
Life Style ----------- 5000000
Big Bazaar 160500 481500
Comparison of Revenues
5000000
4000000
3000000
2004-05(Rs.)
2000000 2008-09(Rs.)
1000000
0
Vishal Mega Mart Life Style Big Bazaar
IN 2004-05:
At the time of sunrise of organised retail industry in India, the scenario
was not been like present days. At that time it was a very new concept
of marketing for the Indian consumers. Only the high class level and a
few upper medium class income group customers were visiting to
those retail markets. The perception of middle and lower class peoples
was that these stores had over-valued their products and to some
extent it was right also.
IN 2008-09:
Now a days shopping in the retail stores is a very common things.
Peoples are habituated to go into the retails in the weekends. Day by
day the organised retailers are becoming stronger to attract
customers. Hyper- markets like Vishal mega mart, Big Bazaar, Home
town have the stock to fulfill all the needs of customers from alpine to
elephant.
54
On the basis of Revenue per customer:
For the study of revenue per customer, we have taken the contribution
of total customer flow on the total revenue of the stores on an average
of high customer flow days.
Revenue per customer basis
Store Name 2004-05(Rs) 2008-09(Rs)
Vishal Mega Mart 450 1350
Life Style 6000
Big Bazaar 650 2100
6000
5000
4000
2004-05
3000
2008-09
2000
1000
0
Vishal Mega Mart Life Style Big Bazaar
Vishal Mega Mart: Though the revenue per customer of the Vishal
mega Mart increased from 2004-05 to 2008-09 but the revenue per
customer is significantly low than others. As their main customer base
is medium and average income group customers and also customer
flow is low so it generates significantly low revenue per customer.
Life Style: The customer flows in this store is basically refers to the
high and upper medium income level customers and though their
customer flow is lower but their return on investment is high so it
helps to earn a high income per customer.
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Big Bazaar: They are focusing on the all income level customers with
a high customer flows per day and have a base of brand consciousness
amongst the customer which’s helping them to increase their revenue
per customer. Also there is a major contribution of the others
departments like grocery and vegetables department towards the per
customer revenue.
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ASIA PACIFIC INSTITUTE OF MANAGEMENT STUDIES
(This research is done only for the education purpose. There is no financial/competitive motive.)
Questionnaire (General)
A. Store name:
57
G. Does the brand consciousness of customers divert them to the different
departments ?
Yes No
Yes No
I. Does the good atmosphere in the store pick the sale up?
(This research is done only for the education purpose. There is no financial/competitive motive.)
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Questionnaire (Garment Department)
A. Which kind of customers generally visit at your garment section and their flow?
Revenue in 2008-09
Revenue in 2008-09
Revenue in 2008-09
59
Questionnaire (Gifts Department)
A. Which kind of customers generally visit at your Gift section and their flow?
Revenue in 2008-09
Revenue in 2008-09
Revenue in 2008-09
60
(This research is done only for the education purpose. There is no financial/competitive motive.)
A. Which kind of customers generally visit at your Music section and their flow?
Revenue in 2008-09
Revenue in 2008-09
Revenue in 2008-09
61
Questionnaire (Cards Department)
A. Which kind of customers generally visit at your Cards section and their flow?
Revenue in 2008-09
Revenue in 2008-09
Revenue in 2008-09
62
Questionnaire filled up by :
Designation :
Age :
Working here for :
Date & Time :
Place :
(Be sure that all the details will be kept in safe and will not be disclosed or used on any
others purpose)
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PHASE-II
64
THE GREAT INDIA PLACE
65
SRL
NAME OF THE STORE TYPE OF THE STORE
NO
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GROUND FLOOR
1 GLOBUS SPECIALITY CHAIN
2 LIFE STYLE DEPARTMENTAL STORE
3 BOSSINI SHOP
4 METRO SHOES SPECIALITY CHAIN
5 WOODLAND SPECIALITY CHAIN
6 TANABANA SHOP
7 BOMBEY SELECTION SHOP
8 M & B FOOTWARE SPECIALITY CHAIN
9 NAKSHATRA SPECIALITY CHAIN
10 MARKS & SPENCER DEPARTMENTAL STORE
11 LEVIS FLAGSHOP SPECIALITY CHAIN
12 GIOVANI SHOP
13 SHOPPERS STOP DEPARTMENTAL STORE
14 PANTALOONS DEPARTMENTAL STORE
15 INDIGO NATION SPECIALITY CHAIN
16 LILLIPUT SPECIALITY CHAIN
17 WILLS LIFESTYLE DEPARTMENTAL STORE
18 KAZO SHOP
19 COSTA COFFEE SPECIALITY CHAIN
20 KFC SPECIALITY CHAIN
21 PIZZA HUT SPECIALITY CHAIN
22 ZARDARI SHOP
23 DIMENSION SHOP
24 KILOL SHOP
25 KALPANA SAREES SPECIALITY CHAIN
26 MEENA BAJAR DEPARTMENTAL STORE
27 ZODIAC SPECIALITY CHAIN
28 REEBOK SPECIALITY CHAIN
29 BG's SPECIALITY CHAIN
30 ARCHIES SPECIALITY CHAIN
31 WORLD OF TITAN SPECIALITY CHAIN
32 HOME TOWN HYPER MARKET
33 BIG BAZAAR HYPER MARKET
FIRST FLOOR
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40 SHOPPERS STOP DEPARTMENTAL STORE
41 VEN HEAUSEN SPECIALITY CHAIN
42 ADIDAS SPECIALITY CHAIN
43 SPYKAR SPECIALITY CHAIN
44 REEBOK SPECIALITY CHAIN
45 LEE SPECIALITY CHAIN
46 NIKE SPECIALITY CHAIN
47 GLOBUS SHOP
48 PUMA SPECIALITY CHAIN
49 MOUSTACHE SPECIALITY CHAIN
50 GILI WORLD SPECIALITY CHAIN
51 BLACKBERRY SPECIALITY CHAIN
52 RITU KUMAR SPECIALITY CHAIN
53 HIMALAYA OPTICAL SPECIALITY CHAIN
54 LACOSTE SPECIALITY CHAIN
55 KODAK EXPRESS SPECIALITY CHAIN
2ND FLOOR
56 ME 'n' MOM SPECIALITY CHAIN
57 CASIO SPECIALITY CHAIN
58 CARLTON LONDON SPECIALITY CHAIN
59 KITTEN SHOES SHOP
60 CATMOSS SHOP
61 OCTMOSS SHOP
62 OCTAVE SHOP
63 MAX LIFESTYLE SPECIALITY CHAIN
64 GKB OPTICAL SPECIALITY CHAIN
65 PEPE JEANS LONDON SPECIALITY CHAIN
66 ODYSSEY SPECIALITY CHAIN
67 BOSE SPECIALITY CHAIN
68 STEPPING STONE SPECIALITY CHAIN
69 VIVID SPECIALITY CHAIN
70 ZEST SHOP
71 INDIGO SPECIALITY CHAIN
72 SHAW BROTHERS SHOP
THIRD FLOOR
73 HOOP SHOP
74 BARISTA SPECIALITY CHAIN
75 BOWLING CO SPECIALITY CHAIN
76 YATRA SPECIALITY CHAIN
77 STREET FOOD OF INDIA SPECIALITY CHAIN
78 NIRULA's SHOP
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79 TANDOORI VILLAGE SHOP
80 YO CHINA SPECIALITY CHAIN
81 SAGAR RATNA SHOP
82 SANRIO SHOP
83 ICE CURE SHOP
84 BIG CINEMAS SPECIALITY CHAIN
85 MUSIC LAND SPECIALITY CHAIN
86 MASAKALI SHOP
87 MY DOLLER STORE SPECIALITY CHAIN
88 JUMBO ELEVTRONIC SHOP
89 STAPLES SPECIALITY CHAIN
90 FIT & ACTIVE GYM SHOP
Group-8
Asia pacific Institute of management
Studies
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AVISHEK SAHU-H-03 DEBOJIT ROY H-66
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