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Advanced Retail Management: Mahesh Rajamani

The document discusses advanced retail management concepts. It covers organizational hierarchy, classification of retail stores by ownership, service, price, place, and merchandise. Key retail metrics like footfalls, conversion ratio, and average ticket size are defined. A six-month merchandise plan example is included. Finally, retail market expansion strategies like contiguous, clustering, beach head, and skimming are outlined.

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92 views12 pages

Advanced Retail Management: Mahesh Rajamani

The document discusses advanced retail management concepts. It covers organizational hierarchy, classification of retail stores by ownership, service, price, place, and merchandise. Key retail metrics like footfalls, conversion ratio, and average ticket size are defined. A six-month merchandise plan example is included. Finally, retail market expansion strategies like contiguous, clustering, beach head, and skimming are outlined.

Uploaded by

Bonafide Hust Ler
Copyright
© Attribution Non-Commercial (BY-NC)
We take content rights seriously. If you suspect this is your content, claim it here.
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Download as PPT, PDF, TXT or read online on Scribd
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Advanced Retail Management

Mahesh Rajamani
 Brief of what was learned last Semester
 Organizational Hierarchy
 Planning Merchandise Assortments
 Buying Systems
Classification of Retail Stores
 Ownership
 Proprietorship
 Partnership
 Cooperatives
 Corporate
 Service
 Self Service
 Limited Service
 Full Service
 Price
 Discount Stores – EDLP, EDFP
 Factory Outlets
 Premium Stores
 Boutiques
 Off price Store
 Place
 Convenient store – Mom n Pop
 Cash and Carry/Warehouse Club
 Factory outlets
 Malls
 Standalone Store
 Merchandise
 Broad n Deep – Departmental store
 Broad n Shallow – Discount Stores/Supermarkets
 Narrow n Deep – Specialty store
 Narrow n Shallow – Off-price Store, on the go Kiosks
 Non Store formats
 In home retailing
 Telemarketing
 Mail order retailing
 Size
 FMCG stores
 Supermarkets
 Hypermarkets
 Kiosks / Shop in Shop (SIS)
 Brands
 Exclusive brand outlets (EBOs)
 Multi brand outlets (MBOs)
 In-house labels
Retail Mix
 Right Price – Wills Lifestyle
 Right Place – SKC, Shoppers Stop Chennai
 Right Merchandise – Dude
 Right Time – Lifestyle
Organizational hierarchy
Process of Retailing
 Buy / Stock Relevant Merchandise
 Build in traffic / footfalls / walk ins
 Cross Selling
 Up selling
Interesting Parameters Deduced
 Total footfalls
 Conversion ratio = No of bills invoiced Divided by footfalls
 Average ticket size = Total Invoice Value (Sales) Divided by
No of bills invoiced
Examples
 Departmental store
 Total footfalls
 Conversion ratio
 Average ticket size
 Hypermarket
 Total footfalls
 Conversion ratio
 Average ticket size
 Boutique
 Total footfalls
 Conversion ratio
 Average ticket size
Six Months Merchandise Plan
 Refer excel sheet
Retail Market Strategy
 Contiguous: Locates new outlets in markets close to
existing ones. Appropriate when outlets are being served
from existing DC’s. Synergies of control and advertising
over stores. Risk is that it leaves distant markets open for
competition to establish.
 e.g. Food world.
 Clustering: As many stores as the market can support e.g.
“BE” open 4 stores in Delhi before moving to a smaller
city. Economies in advertising and distribution
contd
 Beach head/ Hub and Spoke: Expansion into new markets
at some distance from existing ones. A more expensive
approach but prevents future markets from being taken by
competition
 Skim: Market with sufficient critical mass, no matter
where. Differs from beachhead as the goal is not to
establish a new nucleus. Appropriate for luxury stores.

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