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Selling & Distribution Strategies
of
Submitted to:- Submitted by:-Dr. Ranjan Upadhayaya Khushbu JhaAssistant Professor M.B.A-2ND YEARWisdom Wisdom
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Contents
Objective Future Group An Introduction Introduction of PRIL Sales Vision Sales Mission
Core Values Sales Segmentation Sales Mix Awards Sales Competitors
Sales Share Selling Strategies Sales Promotional Strategies Sales Channel of Distribution Swot Analysis (Sales) Recommendations Conclusion
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OBJECTIVE
To understand the concept of valueretailing followed by Pantaloons RetailIndia Limited.
To understand the concept of lifestyleretailing by the company.
To understand the management of thecompany, its expansion plan, strategies.
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Future Group- An Introduction
Leading Business Group
Other business
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INTRODUCTION PRIL
Industry- Retailing Founded 1987, India
Founder- Mr. Kishori Biyani (MD & CEO)
Headquarter- Mumbai Zonal Offices Kolkata, Bangalore, Gurgaon
(Delhi)
Stock Information -BSE:523574
Website Pantaloon.com Operations
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Sales Vision
The company shall deliver
everything, everywhere,
everytime for every Indian customer
in the most profitable manner.
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Sales Mission
Trendsetter
Infuse Indian Brands
Efficient, Cost-Conscious & Committed
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Core - Values
Indianess
Leadership
Respect & Humanity Introspection
Openness
Simplicity & Positivity Flow
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Sales Segmentation
Fashion- Pantaloons, Central, All, Brand Factory, Blue Sky, Top 10, Fashion Station,Big Bazaar, Lee Cooper
General Merchandise- Big Bazaar Shoe Factory, Navras, Electronics Bazaar,Furniture Bazaar, KBS FAIR PRICE
Electronics- Ezone, Electronic Bazaar, STAPLES
Home Improvement -Home Town
E-tailing(online shopping)-www.futurebazaar.com Books & Music Depot
Leisure & Entertainment Bowing Company, F123
Wellness Star & Sitara , Tulsi
Telecom & IT Gen m, M Bazaar, M-Port, Coverage m, Future Axiom
Consumer Durables Koryo, Sensei, Ipaq
Service E care, H care, Design & Services
Malls Central ( Bangalore, Hyderabad, Pune, Mumbai, Vadodra, Gurgaon, Indore,Ahmedabad
Investment & Savings Insurance-ULIP, Pension, Endowment etc
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Sales Mix
42%
12%3%
13%
23%
7%
Bigbazaar CentralOthers Pantaloons dept store
foodbazaar Home
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Awards
CNBC Awaaz Consumer Award (2009): Most preferred multi product chain - Big Bazaar. Most preferred multi brandfood & beverage chain -
Big Bazaar. Image Fashion Forum (2009): Most admired fashion group of the year - Future
Group. Most admired private label- Pantaloon, the lifestyle
format. Critics choice for pioneering efforts in retail concept
creationCentral.
Coca-Cola Golden Spoon Award (2009): Most admired Food & Grocery Retailer of the year. Most admired Food Court. Most admired Food Professional.
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Sales Competitors
Shoppers Stop
Trend
Globus Stores Giant in Hyderabad
International Chains in India
Wal Mart Carrefour
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Sales Share
37
25
12
9
10
7
PRIL
SHOPPER'
S STOPGLOBUS
GIANT
WALLMART
CARREFOUR
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Selling Strategies
Pricing
Store Design & Display
Merchandise Assortment
Communication
Place
Promotion
Process
Strong Quality & Customer Satisfaction
Growing Relationship & Customer Retention
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Sales Promotional Strategies
Green card
Sponshership
Brand Ambassador
Fair Price Cash Discounts
Backward Integration
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SALES CHANNEL OFDISTRIBUTION
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Manufacturer
Future logistics
Sol ltd
Wholesaler
Retail Store
Consumers
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Sales Channel of Distribution
Procurement from low cost centers outside India.
Future Logistics Solution Ltd, wholly owned subsidiary has beenformed to offer more strategic, systematic approach to meet groupslarge captive supply chain management.
Future logistics has build about 4 mega merchandising hub of about2500000 feet located in 4 zones in India.
In terms of warehouse space nearly 2 millions square feet is
operational consisting of master distribution centre.
PRIL has also their own factory outlet from where they supplydirectly to the stores.
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Swot Analysis (Sales)
Pioneer in the retailing
industry, largest market share& capitalization.
Presence in major cities.
Most trusted and respectedbrand.
Product availability.
Dedicated customer servicedesk.
It does not function
internationally, so it may looseforeign customers.
Since the company sells theproducts across many sectors,it may not have the flexibility offocusing on one sector which
the competitors can. Company faces competition
from company dealing inspecialty stores.
Strength Weakness
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Swot Analysis (Sales)
Huge market untapped
(ethnic wears, organiccotton wears).
New location and store typeoffers opportunity to exploitmarket.
Rural retailing. To take over, merge with, or
forms strategic alliance withglobal retailing, focusing onspecific market.
Being no. 1 means that you
are target of competition. Price war between
competitors, price cut andso on could damage profitfor PRIL.
If unorganized retailers areput together, they areparalled to a largesupermarket with littleoverhead, high degree offlexibility in merchandise,
display, price and turnover.
Opportunity Threat
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Recommendations
To focus on several parameters which are posing hindrancestowards its growth so that the store can retain its current position inthe lifestyle segment.
The organization must strive for the development of new formats tofacilitate a better shopping environment for its customers.
It can be undoubtedly stated the company has well planned retailstrategies currently but these must be updated with the continuously
changing environment so that it can sustain the competitiveadvantage.
To compete in this sector one needs to have up-to-date marketinformation for planning and decision-making. The second mostimportant requirement is to manage costs widely in order to earn
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Conclusion
Pantaloons Tops the Pyramid of Indian Retail with its BrilliantConsumer centered approach and marketing.
Other then marketing, operations management, supply chainmanagement and Human resource department at pantaloons arealso very well managed and play an important role in its growth andsuccess.
Pantaloons are the best bet in retail. The store has been wellmaintained in accordance with the latest demands of theconsumers.
Shopping in India has witnessed a revolution with the changes inthe consumer buying behavior and the whole format of shoppingaltered. It is expected that by 2015, India may have 1000 new
shopping centers.
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