Introduction To REM
Introduction To REM
Introduction To REM
Course Outline
• Course Objectives:
• To understand the variables that drive these new formats of Retailing, namely Modern
Retailing and E tailing.
• To understand the interplay of these formats in driving Value for the consumer.
• To study the evolution of Strategic forces, their linkages and possible playouts.
2 Quiz(es) 20
Total 100
Groups and Group Work
• CLASSROOM CASES:
• The course contains 8 cases and the class is to be divided into 16 Groups for this purpose and the
Group Project.
• Each classroom case will feature Group presentations on the case by 2 Groups in turn for 15 to
20 mins each followed by a submission by these groups.
• This will include choosing the Retail format and crafting the Retail Concept, Value proposition, Store Ebitda
model and other Key metrics.
a. Submission 1:
i. One pager on Global Trends in Retail
ii. One pager on Indian Trends in Retail
iii. The Retail Concept.
b. Submission 2
i. Pentagon & Triangle elements
ii. Key Differentiation Strategies derived from the above elements
iii. Store ebitda model (with benchmarks)
iv. SPM/ SRM models (with benchmarks)
• 3 years P &L and Balance Sheet for the business
Introduction to Retailing
Kannan Dasaratharaman
What do you understand by Retailing?
• Reaching the customers
• Easily available product
• Selling items/ Distributing products / daily usable productsto end consumers
• Supplying in small quantities and large and loose items
• Satisfying the customers
• Includes small vendors
• Meeting the needs of the customers
• Providing a service
• B2C marketplace
• Small Mom & Pop stores – handy
• Bridging the Gap between Manf and customer
• Establishing Loyalty thru WOM
• Direct Marketing
• Sells goods from a single point
• Discounts
• Accumulation of different brands of the same Category at one place
What do you understand by Retailing?
• Last mile transaction with the end consumer/
customer/ shopper
• In the B2C space ( as opposed to B2B)
• Study of the “ process of exchange of Value”
What do you understand by Retailing?
• Last mile transaction with the end consumer/
customer/ shopper
• In the B2C space ( as opposed to B2B)
• Study of the “ process of exchange of Value”
• Case B:
• You find the SKU you are looking for but you had to stand in
queue for 30 mins to Check out.
• Was the Shopping trip successful?
What is Shopping and what are its
Objectives?
Retailing : A Shoppers perspective
• What are the 2 things that need to be satisfied
in a successful Shopping trip?
Retailing : A Shoppers perspective
• What are the 2 things that need to be satisfied in a successful Shopping trip?
• Retailing = Study of How to give the Shopper the Product + Experience they Expect!
• Why We Buy – The Science of Shopping by Paco Underhill = The Experience of Shopping
Taxonomy of Retail
• What are the different types of Retail ?
Taxonomy of Retail
Total Retail
Specialty
F&G Retail
Retail
Modern
Modern Traditional Retail
Retail Retail
Traditional
retail
Some Retail Terms
• Range ?
• Assortment?
• Gondolas?
• End Caps?
• Aisles? Power aisles ? ( pronounced ‘ailes’)
• Check out counters?
• Bagging?
Some Retail Terms
• Range ?
– The number of different kinds of Articles ( Categories and Sub
Categories available in the Store....eg ( Oral care, Hair care, electronics,
jewellery..etc....)
• Assortment?
– The number of Shopper choices within any one Sub category
– Eg. Different brands and varieties in Soap or Toothpaste
SUB Sub Sub Sub
• Range = WIDTH Cat 1 Cat 2 Cat 3 Cat 4
• Assortment = DEPTH SKU1
SKU2
SKU3
SKU4
SKU5
Some Retail Terms
• Gondolas? = Shelves ( where products are displayed)
• End Caps?= Shelf ends ( which are leased out to Brands for a fee)
• Check out counters? (counters where the billing and bagging takes
place)
• Obviously the more the space , the wider the selection of goods in the store..........
– Gourmet Foods
– Fruit and Vegetables
– Fish and Meat
– Wine and Spirits
– Live Bakery
– Apparels
– Electronics
– Other White Goods
– Jewellery
– Home
– Furniture
– etc
Types of Specialty Retail ?
• Apparels
• Jewellery
• Medical / Pharmacies/ Diagnostic centres
• Electronics
• Sports goods
• Furniture
• Personal care
• Hardware
• Music
• Automobile
• Books
• Gadgets
• Service stores
• Salons
• Hospitality
• Banking
• Restaurants
• Education
• Petrol pumps
• Hospitals
• Cinema halls
• Toys / Gifts
• Pet stores
• Astrology stores
• Tour & travel
• Mishti dukaan
• QSR/ Cake shops
• Marble/ tiles
Types of Specialty Retail
• Apparels
• Electronics (CDIT)
• Jewellery
• Footwear
• Watches
• Eye wear
• Pharmacy
• Accessories
• Sports goods
•
•
Furnishings
Automobiles
What is NOT Retail?
• F&B
• QSR
• Health care
• Hospitality
• Retail Banking
• Agri Inputs
• Education ?
• Etc...........
Types of Specialty Retail
• Apparels
•
What is NOT Retail?
Electronics (CDIT)
• Jewellery
• Footwear
• Watches
•
•
Eye wear
Pharmacy
• B2B
• Accessories
• Sports goods
• Furnishings • Personal Selling (Eureka
• Automobiles
• F&B Forbes) + Urban Ladder
• QSR
• Health care
•
•
Hospitality
Retail Banking
• Multi level Mktg ( Amway,
•
•
Agri Inputs
Education ?
Tupperware)
• Etc...........
As a Shopper what are the differences you would spot
between F&G and Specialty Retail ?
( eg Big Bazaar vs Titan stores)
Food & Grocery Retail Specialty Retail
• Wide range = more space • Focussed range even Luxury
• Quantity of purchase is High • Low range + High assortment
• Impulse buying is more • More style in the décor ambience
• • More intensive Service
Offered more discounts
• Frequency of visit = Low
• Bundling of Products and
• Look for style / fashion
offers
• Fewer stores per type
• Wide clientele
• Higher margins
• Frequent replenishments • Brand / Image Management
• Inventory management • Customisation
• Loose products
Business Size
2.5
Investment
1.5
0.5
0
0 0.5 1 1.5 2 2.5 3
Profitability
Sociological Evolution of Retail
Sociological History of Retail
• Where did Retail start?
Sociological History of Retail
Family Trade Routes Monetisation
Better
Adoption of
Modern Retail Value For
Money
Increased
Satisfaction
AND / OR
Increased Savings
The Virtuous Cycle -2
Growth of
Modern Retail
Adoption of More
Modern Retail Employment
Increased Wages
AND
Increased Savings
The Flip side effects:
The Flip side effects:
• Mom & Pop stores / Traditional Retailers
• OAE trends
• Small producers
• Artisan Products
• Farm sector: Beet sugar vs Cane sugar
• Change consumer preferences: Mexican Rice
Retailing
India Backgrounder
India: the land of dispersion…….
Population Range No of Towns % Population
Urban
> 10 million 3
1 -10 million 50
22%
100K – 1million 415
High
Income
583 Million
50 Million 318 Million (41%)
Middle Middle Income
(5%) (27%)
Income
Low Income
K. Dasaratharaman
Every day, Sam Hill, a greeter at the Center for Advanced
Medicine in Chicago, welcomes hundreds of patients who
are very ill or afraid of what their test results may uncover.
He remembers an elderly woman leaving the building late
one rainy night.
“There weren’t any cabs at the taxi stand, so I ran all the
way down the street to hail one. I practically stood in the
middle of the road. This woman was so appreciative that
she offered me a tip, but I just smiled and said I couldn’t
accept any money.
Repeat Customer
Henry Ford
A customer is the most important visitor on our
premises, he is not dependent on us. We are dependent
on him. He is not an interruption in our work. He is the
purpose of it. He is not an outsider in our business. He is
part of it. We are not doing him a favour by serving him.
He is doing us a favour by giving us an opportunity to
do so.
Mahatma Gandhi
Spend a lot of time talking to customers face to
face. You’d be amazed how many companies don’t
listen to their customers.
Exchange
cars
Value Add
Ons
Servicing
Spare parts
New
features
2nd Car
TOTAL
SPEND
EVENT FREQUENCY NO OF SPEND / TOTAL
YEARS EVENT SPEND
1st Car 1 time nil 3.00 3.00
TOTAL 50.05
SPEND
How to Profile High CLV customers?
• KYC Factors:
How to Profile High CLV customers?
• KYC Factors:
• Age
• Education
• Occupation
• Family size and ages of children
• Holiday preferences
• Own house vs Rented house
• Joint family vs Nuclear family
• 1st car vs Replacement car vs 2nd car
Exercise:
• Calculate the CLV for a Food & Grocery cum
Apparel business of a Young couple, man
aged 30, woman aged 25, both working , no
children as yet, each with a Gross income of Rs
50,000 per month.
– Assume their life till 80 years.
– Assume margins at 40% flat.
– Calculate the CLV for the next 5 years at a time
Exercise:
Years
Man Woman Children Home Total
2020 – 2025
2025- 2030
2030-2035
2035-2040
2040-2045
2045-2050
How does Zara keep CLV as a Focus?
How does Nordstrom keep CLV as a
Focus?
Customer Delight
Satisfaction and Delight
• What is Customer Delight?
Immediate Happiness /
Satisfaction
Not Unhappy /
Neither Happy nor Unhappy
• Provide your customers with choices— of products, services and service channels.
• Create an inviting place for your customers—in person, online and on the phone.
• Sell the relationship: Service your clients through the products and services you
offer.
• Hire nice, motivated people ( hire the smile, train the skills!)
• Empower employees to take ownership…by minimizing the rules.
• Sustain the people on the front-lines through a culture of support and mentorship.
• Nurture a service culture through recognition and praise.
• Advocate teamwork through internal customer service.
You need to be humble to do service”
• Commit 100% to customer service. says Eric Nordstrom. “If you are really
looking to the customer, if you are
“You can’t teach culture. You have to sensitive to the customer and sensitive to
live it. You have to experience it. You the people on the front-line, you are
have to share it. You have to show it.” aware of your shortcomings. That keeps
- Brent Harris – National Merchandise us focused on the things that are
Manager for Shoes necessary in order to give customer
service.”
Good practices
• Be honest with your customers – do not sell them something they
don’t need! [there will always be another time and occasion -
customers will respect you for it……]
• Empathize with your customer – this will throw up the road blocks /
opportunities.
K. Dasaratharaman
kdraman2000@gmail.com
Retailing
Kannan Dasaratharaman
Agenda
• Context of Retail in India
• Some basic terms
• A Framework to evaluate Retail
• E tailing and its impact
What do you understand by Retailing?
• Selling for public consumption
• Last link in the supply chain facing the consumer
• Directly selling to consumer – goods and services
• Largest sector of the economy
• Small ticket size
• Brand building and awareness
• Physical entity where a person is involved in sales
• Product experience
• Satisfying consumer needs
What do you understand by Retailing?
• Last mile transaction with the end consumer/
customer/ shopper
• In the B2C space ( as opposed to B2B)
• Study of the “ process of exchange of Value”
What do you understand by Retailing?
• Last mile transaction with the end consumer/
customer/ shopper
• In the B2C space ( as opposed to B2B)
• Study of the “ process of exchange of Value”
• You go to the store and are looking for Colgate Active Salt toothpaste.
• You do not find your SKU but find many other SKUS of Colgate
• Was the Shopping trip successful?
• Case B:
• You find the SKU you are looking for but you had to stand in queue for
30 mins to Check out.
• Was the Shopping trip successful?
Retailing : A Shoppers perspective
• What are the 2 things that need to be satisfied
in a successful Shopping trip?
Retailing : A Shoppers perspective
• What are the 2 things that need to be satisfied in a successful Shopping trip?
• Retailing = Study of How to give the Shopper the Product + Experience they Expect!
• Why We Buy – The Science of Shopping by Paco Underhill = The Experience of Shopping
Taxonomy of Retail
• What are the different types of Retail ?
Taxonomy of Retail
Total Retail
Specialty
F&G Retail
Retail
Modern
Modern Traditional Retail
Retail Retail
Traditional
retail
Upgrading of the Consuming Class will be the
next inflection point
• Middle class to swell from 5% of population in 2005 to 41% of population by 2025
• The heart of the Diamond will look for Quality versus just Price driven by needs
of Fashion, Convenience, Durability & Experience
High
Income
583 Million
50 Million 318 Million (41%)
Middle Middle Income
(5%) (27%)
Income
Low Income
K. Dasaratharaman
Where to start?
The Retail Concept
• This is the answer to the Question “ what Retail business
are we in?”
• It defines:
• The Target Group ( Whose needs are we addressing?)
• The Categories and Sub Cats ( What needs are we
addressing?)
• The Price level ( has to be in sync with the TG definition.....)
• The Value Proposition ( What Value do we deliver to our TG
and how do we do it better than Competition?)
Value Proposition
8 Ways to Win in Retail:
The Pentagon & Triangle Model
Place (Size, Location , Layout & Design)
Systems
Communication Product
- Positional - Style & Fashion
- Promotional - Intensity
- Range
- Assortment
Logistics Suppliers
• Location = F {
• Layout
• Design
Place
• Size = F{ Retail concept, Merchandise Range and
Assortment, Rental/ costs and viability, Availability
• Design
Grid layout
Race Track Layout
Boutique Design
Product
• Range = F{
• Assortment= F{
• Intensity = F {
Range Vs Assortment
• In a Shelf that has place for 100 SKUs , we could have any combination
of Range and Assortment:
• E.g.
Store A 20 5 100
Store B 5 20 100
Store C 10 10 100
• Knowledge = F {
• Climate
“At SAS, we used to think of ourselves as the sum total of our aircraft, our maintenance
bases, our offices, and our administrative procedures. But, if you ask our customers
about SAS, they won’t tell you about our planes or our offices or the way we finance our
capital investments. Instead, they’ll talk about their experiences with the people at SAS.
SAS is not a collection of material assets but the quality of the contact between an
individual customer and the SAS employees who serve the customer directly.
Last year, each of the 10 million customers came in contact with approximately five
SAS employees and this contact lasted an average of 15 seconds at a time. Thus, SAS is
‘created’ 50 million times a year, 15 seconds at a time. These 50 million ‘moments of
truth’ are the moments that ultimately determine whether SAS will succeed or fail as a
company. They are the moments when we must prove to our customers that SAS is their
best alternative.”
IF YES She is
interested
IF NO in 1. Smiles
something 2. Commends
particular her choice
Smiles and
3.Takes her to CSA/CSS
the section
says 4.Talks about
“ I’ll be CSA/CSS the music /
around in album
case you
need any
help”
Value
• Price
• Quality
Determinants of Customer Delivered Value
Communication
• Positional
• Promotional
• These are aspects that are external facing for the Retailer
• These are the aspects that are Experienced by the Consumer.
• These are the aspects that will get compared by the Consumer
• These are all connected to Strategic Design of the Retail
format.
• Pentagon elements “ differentiate” the Retail format from
competitors.
• Need to DESIGN the strategies that will differentiate the Retail
Brand.
Pentagon elements at Work
• Apple Store in NYC ( Apple Layouts)
• Amazon Go
Apple store
Apple store - Kolkata
Abercrombie & Fitch
Amazon Go
• The future is here…….
Triangle elements – Systems , Logistics and
Suppliers
• These are aspects that are Internal facing for the
Retailer
• These are the aspects that have great impact on the
Pentagon aspects but are not seen by the Consumer.
• How well these aspects are designed and managed
result in Consumer experience and retail success.
• Triangle elements result in Cost Leadership
• These are all connected to Strategic Design of the
Retail format.
The Key questions for a New Retail brand
• Pentagon elements :
– What are our strategies?
– How Differentiated are they?
– How Sustainable are they?
– What COMPETENCIES do we need to Win?
• Triangle elements:
– What are our strategies?
– What COMPETENCIES do we need?
– How to make it sustainable?
The 5 Key questions for each Pentagon and
Triangle Corner – for an ongoing Retail brand
• Do we Win?
• By How much? (a little or a lot)?
• Is it getting Better or Worse (direction )?
• Does anybody Care?
• Is it Sustainable?
Store Ebitda and other Retail
Metrics
K. Dasaratharaman
The Basic Terms
• FF = Footfalls = the number of persons who have entered
the store (in a given time frame)
FF * Conversion = NOB
• Daily store
• Hyper
• Specialty store
• WHY?
Which type of store will have the highest
Conversion %?
• Daily store
• Hyper
• Specialty store
• WHY?
Which type of store will have the highest
ABV?
• Daily store
• Hyper
• Specialty store
• WHY?
Look at the Metrics together as under:
There is merit in looking at FF, Conversions and ABV together as
under:
Revenue 30.0
Retained Margin % ?
Store ebitda ?
Store ebitda % ?
Store ebitda – Exercise 2
Rs Lacs / mth
Trading Area 3,000 sqft
Net Sales ?
Retained Margin ?
Retained Margin % 15 %
Store ebitda ?
Store ebitda % 7%
Store Breakeven
• At Break even point, store ebitda = 0
Revenue 30.0 ?
Retained 9.0
Margin
Retained 30% 25%
Margin %
Store Opex 4.0 4.0
• Look at the 3 lines ( and maybe any other data / facts you
know) – separately & in combination to ascertain WHAT is
happening?
High Visibility in
TRAFFIC NO OOS – High Hot Spots & Cat High Frequency
BUILDERS Stock Levels Shelf
OTHER FACTORS
INVENTORY
208
FACTORS DECIDING THE LEVEL OF INVENTORY
For each question below, which scenario will lead to higher inventory?
Question 1:
Scenario 1: Company “A” is ordering from the suppliers in the lot size of 1000
units
Question 2:
Scenario 1: Average monthly demand for Item X is 100 units, the demand is
more or less constant and predictable.
Scenario 2: Average monthly demand for Item X is 100 units, but the demand
fluctuate widely between 20 to 250 units and also highly unpredictable. 209
209
FACTORS DECIDING THE LEVEL OF INVENTORY
For each question below, which scenario will lead to higher inventory?
Question 3:
Question 4:
210
210
FACTORS DECIDING THE LEVEL OF INVENTORY
For each question below, which scenario will lead to higher inventory?
Question 5:
Scenario 1: Company “A” has very good information systems. The data and
the reports on Sales, Inventory, Inventory-in-transit etc are available live to
the company managers and also the suppliers
Scenario 2: Company “B” has very poor information systems. The data and
the reports on Sales, Inventory, Inventory-in-transit etc are not available live
to the company managers and not to the suppliers
211
211
OTHER FACTORS DECIDING THE LEVEL OF INVENTORY
•Lot size
•Demand Uncertainties
•Supply Uncertainties
•Lead Time
DEMAND No Yes
SUPPLY Yes No
Churning the Merchandise
– No. of SKUs with Zero Sales in last 3 months as % of Total =
“LONG TAIL management”
FF * Conversion = NOB
• Daily store
• Hyper
• Specialty store
• WHY?
Which type of store will have the highest
Conversion %?
• Daily store
• Hyper
• Specialty store
• WHY?
Which type of store will have the highest
ABV?
• Daily store
• Hyper
• Specialty store
• WHY?
SKU types : FF, Conversion and ABV
FF Conversion NOBs ABV
Retained Margin % ?
Store ebitda ?
Store ebitda % ?
Store ebitda – Exercise 2
Rs Lacs / mth Rs Lacs/ mth
Store A Store B
Trading Area 3,000 sqft 2500 sqft
Net Sales 50 40
Store ebitda % 7% 7%
Store Breakeven
• At Break even point, store ebitda = 0
Retained Margin ?
Store Opex ?
Store ebitda 80
Store ebitda % ?
Store ebitda – PSFT Exercise 4
Rs / Sqft/ mth
Net Sales ?
Retained Margin ?
Store ebitda ?
Retain Margin % 20 % ?
Opex 160 ?
DEMAND No Yes
SUPPLY Yes No
KVC/ KVI / OPP/ Price Laddering
• KVCs are categories that Consumers use to
“position the Brand” in terms of Value for Money
Diagnosis metrics:
Niches Stars
Traffic
Dogs Builder
s
Niches Stars
Traffic
Dogs Builder
s
Low GMROF
SKU management
Inventory Stocking Norms Visibility Norms Reorder Norms
Category
High Visibility in
TRAFFIC NO OOS – High Hot Spots & Cat High Frequency
BUILDERS Stock Levels Shelf
OTHER FACTORS
INVENTORY
268
FACTORS DECIDING THE LEVEL OF INVENTORY
For each question below, which scenario will lead to higher inventory?
Question 1:
Scenario 1: Company “A” is ordering from the suppliers in the lot size of 1000
units
Question 2:
Scenario 1: Average monthly demand for Item X is 100 units, the demand is
more or less constant and predictable.
Scenario 2: Average monthly demand for Item X is 100 units, but the demand
fluctuate widely between 20 to 250 units and also highly unpredictable. 269
269
FACTORS DECIDING THE LEVEL OF INVENTORY
For each question below, which scenario will lead to higher inventory?
Question 3:
Question 4:
270
270
FACTORS DECIDING THE LEVEL OF INVENTORY
For each question below, which scenario will lead to higher inventory?
Question 5:
Scenario 1: Company “A” has very good information systems. The data and
the reports on Sales, Inventory, Inventory-in-transit etc are available live to
the company managers and also the suppliers
Scenario 2: Company “B” has very poor information systems. The data and
the reports on Sales, Inventory, Inventory-in-transit etc are not available live
to the company managers and not to the suppliers
271
271
OTHER FACTORS DECIDING THE LEVEL OF INVENTORY
•Lot size
•Demand Uncertainties
•Supply Uncertainties
•Lead Time
Class discussion
E Tailing vs B&M Retailing
E Tailing B & M Retailing
E Tailing vs B&M Retailing
E Tailing B & M Retailing
• Anytime Shopping • Location Specific
• Anywhere Shopping • Touch & Feel
• Variance • What you see is what you get
• Wait for Delivery • Instant Gratification
• Multiple payment methods • Range / Asst limited by space
• Access to very large Range &
• Good for Fast moving
Assortment = Choice
categories / SKUs
• Excellent for Long tail categories
(like Books and Music) • Service aspect is defined
• Better Prices better ( white goods/ returns
etc)
B&M vs E - tailing : Ebitda
Item B&M Retailing E Tailing
GM
Opex:
• Situations:
• Categories:
As a Customer:
In what situations will you prefer E -tailing to
B & M retailing?
• Covid 19
• Time pressure
• Gifting
Routine purchases – where there isn’t much involvement / decisions / service (Commodities or Strong brands.......Colgate, Dettol, Lux etc)
• Emerging categories:
–Apparel
–Home linen
–Furniture
–Financial services
–Education
Trends in E tailing in India
• Categories that are trending well:
– Apparel
– Electronics (Mobile phones)
– Jewellery (lower end), footwear, eye wear, footwear, sport wear
– Food & Grocery (huge growth post Covid 19)
283
283
Online Market Place: Size
and Growth
• This segment has a high failure rate as not many companies would be
able to attract sellers across regions selling diverse and quality products
to its customers.
284
284
ONLINE MARKET PLACE: OVERVIEW
285
285
Online marketplace segment to witness highest growth due to entry
of players like Amazon and Flipkart
287
287
BUSINESS MODELS IN ONLINE RETAILING
Fulfillment Models in E tailing
288
288
3 sourcing and stocking models in e-commerce: Drop
shipping model, On-demand
Fulfillment Modelssourcing model, Stocking
in E tailing
model.
Drop Shipping Model
•In this model, the retailer ties up with different manufacturers to display
their products on its website.
•After the customer places an order on the website, the retailer intimates the
•manufacturer/supplier for that product and the products are shipped by the
manufacturer.
•The online retailer does not incur any inventory holding costs.
Stocking Model
•In the stocking model, the retailer maintains warehouses and stocks all the
products displayed on its website.
•On receiving orders, the products are shipped immediately to the customer.
291
291
Hybrid model balance the service quality and investment
requirements.
• Run some CRM activity all the time /Remind your customer often:
– Analyse which consumer behaves in which manner and responds to which
trigger ???
Hybrid models of Consumer Service and
Business
• Consumer Service models:
– Click and collect
– Try on at store
– My Fit
– “Hot or Not” Poll
– Deliver to home
• Business Models:
OrderingOnline
Self + Store
Picking
Staff
Store Staff
Door
Self- Pick up
Delivery
Delivery
from Local
from Local
store
store
Why Mobile App-only?
298
Why mobile-app only?
299
Some other matters……..
• Social media Marketing
• Retail Consolidation
• BOP models
Flipkart acquired Jabong through Myntra at an Enterprise valuation of $70 Million ( Rs 500Cr
in 2016
Consolidation: Bharti Retail – Big Bazaar
merger
• Bharti Retail splits from Walmart
• Bharti Retail Valued at Rs 500 Cr (+ 1800 Cr
accumulated losses + Zero Debt)
• Bharti’s Mittal to get 9 % of Merged entity now +
debentures to take up to 15 % in Future Retail (valued
at Rs 5000 Cr)
• What does Big Bazaar get:
– 1.4 Million sqft of front end retail
– 200 stores across 77 New cities
– Turnover of Rs 2000 Cr
– 1200 stores to market the Airtel brand
Walmart & Flipkart merge……
• Flipkart said its wholesale unit will acquire parent Walmart’s loss-
ridden cash-and-carry business in India, Best Price, marking a
consolidation of the American major’s entire retail portfolio in the
country. The deal, announced on Thursday, clears the decks for
Flipkart to expand its business-to-business vertical and take the fight
to rivals Amazon and Reliance JioMart in the race to woo the legions
of small retailers across the country.
• September 2020
The battleground of the Future : Offline + Online
• Bharti
Merge • Reliance
Retail • Bharti BB • Amazon
• Big Bazaar • Reliance
Merge Talks
Buys
• Flipkart into • Flipkart
• Myntra • Walmart • Best Price
• Jabong • Flipkart
Buys
Merge
into
BOP & Rural Models
• Issues:
– Lack of infrastructure to stock and sell
– Lack of investment to stock
– Lack of trust of New people
– Needs are different and scattered (density of
demand is low)
– Back freight is very expensive = Needs to be 1st
time correct
First Online Haat bazaar; Internet connected Kiosk support:
For Rural consumers to do Online shopping with the ease of Product deliveries
• Retails white / brown goods ( TVs, Refrigerators, Air-conditioners, mobiles etc) in rural markets of
Population < 25000.
• Appoints an Agent in each village. Agent is equipped with a KIOSK which contians a computer,
connectivity, registered ID & PW and an e wallet facility.
• Products are all displayed on the website for consumers to see and choose from. The site is a
B2B2C site which transacts with registered Agents only.
• Shipment made to Agent who collects and does the “last mile” (delivery , installation, warranty,
etc)for the margin he receives from merahaat.
The solution
Issue Solution / work around
Lack of infrastructure to stock Online shopping by consumer
and sell
Lack of investment to stock Virtual inventory
Lack of trust towards outsiders Local Agent is the front end
and stands guarantee
Back freight is expensive Order sent only after payment
• Types of Franchising:
– Master Franchise
• Sub Franchise
– Franchise
Why Franchising
• Franchisor:
• Aggressive Growth mind set
• Lower finance requirement
• Willing to explore unknown geographies
• Franchisee:
• Lower Risk of business and brand
• More stable returns (although a bit lower)
• Prestige and Status
Prerequisites:
• Franchisor:
• Established Brand and Business system
• Growing business
• SOPs in all areas
• Adequate Ebitda to share
• Franchisee:
• Good Location
• Local contacts
• Finance
• Management Band width
Franchise Agreements
• Geographic Limitation
• Time Limitation
• Development schedule
• Fees:
• One time Franchise Fee
• Store opening Fee
• Royalty ( 4 -8%)
• Marketing fund contribution ( 1-3 %)
• Transfer Pricing
Types of Franchising
• COCO = Company Owned Company Operated
• COFO
• FOCO
• FOFO = Franchisee Owned Franchisee Operated
• Tenant mix refers to the combination of
business establishments occupying space in a
shopping mall to form a platform that
produces optimum sales, rents, service to the
community and ability to finance the
shopping mall venture