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Andrew
Fundam
At the rec
eCommer
Director &
Fundame
keynote s
8 Fundam
Retail loo
all about
a right p
directly b
them, but
smart tec
but the co
There are
retail Indu
1. A
yo
A
ne
w
o
cu
w Campbe
mental prin
cently conclud
rce and Mo
& Co-Founde
ntal principle
speaker (the s
mental princi
ks like a relat
serving the c
itch can wor
etween the c
t now with e-
hnology, digi
ore idea is pre
e few fundam
ustry in the co
As a retailer, i
ou
retailer sho
eeds of custo
whether your
r the offer t
ustomers so t
ell, Factor X
nciples to k
ded eTailing I
obile” (http:/
er: Factor X
es to keep u
session is not
ples to keep
tively simple
ustomer and
rk wonders f
customer and
-commerce re
tal marketing
etty much th
mental princip
oming years.
it's not abou
uld not focus
omers and id
pricing was r
that you rolle
that they kee
X Retail (e
keep up w
in
India Expo 20
//mumbai16.
Retail (ex-C
up with the d
verbatim he
up with the d
business. You
managing a g
for any retai
d the shopkee
etailers comin
g, omni-chann
e same. You
ples that one
t what the c
s on what a
dentify what
right or you m
ed out recen
p coming bac
ex-CMO Re
with the dy
ndustry"
016 – “India’s
.etailingindiae
MO Reliance
dynamic pac
re).
dynamic pace
u buy a produ
good custom
l outlet. In c
eper, where t
ng into the sc
nels, etc. The
need to keep
e needs to ke
ustomer buy
customer bu
triggered th
managed to m
ntly etc. A re
ck.
eliance Ind
ynamic pac
s Flagship Con
expo.com), A
e Industries)
e of change
e of change in
uct, promote
er relationsh
conventional
the shopkeep
cene, the cust
e mediums of
p up with the
eep in mind t
ys, it's about
uys, but what
em to buy a
market it wel
etailer has to
ustries) Sp
ce of chang
nference & Ex
Andrew Cam
shared his p
in the retai
n the retail in
it, market it a
ip with the ri
retailing, th
per used vari
tomers are b
f interaction m
expectations
to up the dyn
what the cu
t he buys fro
certain prod
l, were you r
o give enoug
peaking on
ge in the re
xhibition on R
mpbell, Man
perspective o
l industry” a
ndustry
and sell it. Re
ight interactio
he interaction
ous tactics to
eing targeted
may have cha
s of the custo
namic pace o
stomer buys
om you. Know
duct from yo
responsive en
gh reasons t
n "8
etail
Retail,
naging
on “8
as our
etail is
on, as
n was
o woo
d with
anged
mers.
of the
from
w the
ou, i.e
nough
o the
2. Fo
fr
W
no
yo
3. M
In
ac
C
w
p
do
4. Th
If
ex
co
co
yo
p
ex
5. Th
A
m
an
to
or a manufac
rom where yo
While you ma
ot care abou
our duty to ge
Make sure you
n this age it is
cross various
ustomers no
whatever suits
riced your pr
o not price th
he most chal
you are in re
xist and will c
ompetition t
ompetitors.
ou. Use har
roposition w
xceptional se
he retailers a
re your busi
methodologies
nd revenues
o the custome
cturer, what
ou buy.
y choose you
t it. They wil
et them the b
u are afforda
s very importa
s channels o
owadays look
s them and
oducts effect
heir product a
lenging and k
etail, you nee
continue to b
hat is growi
Do not negle
d data to de
ill become to
rvice, sound
also need to r
ness plans in
s. Make sure
will get affec
ers and modi
matters is th
ur manufactu
ll look for the
best products
ble, accessib
ant for any re
of sale such
k for conven
you cannot a
tively across a
according to t
key issue in m
ed to listen u
be a challeng
ing day by d
ect the reality
etermine you
ough. Any ret
expertise, co
revisit their b
n term with
you adapt to
cted. You nee
fy your plan a
hat you buy
urer according
e best quality
s. A retailer w
le in all the c
etailer to do m
as retail sto
nience and t
afford to be
all channels.
the market.
modern trade
p and price y
e for the reta
day and see
y of the mar
r pricing stra
tailer that giv
nvenience an
business and f
the current
o the change a
d to see how
accordingly.
their produc
g to your set
y product at
who manages
channels you
multi-channe
res, online st
hey can buy
present on j
Many retailer
e is, Pricing.
your product
ailers. The re
how they a
ket; else cust
ategy. In time
ves the best v
nd peace of m
finance plans
market scen
as per the ma
w you can pro
t, for them i
t standards b
a best price.
to do so wins
serve your cu
l retailing i.e
tores, mobile
y from any o
just one. Ma
rs sell their p
accordingly.
etailers need
are priced c
tomers will c
es to come,
value propos
mind will win o
s, as per the m
nario or are
arket scenario
ovide a better
t does not m
ut a custome
As a retailer
s the race.
ustomer.
make its pre
e applications
of these cha
ake sure you
roducts onlin
The price wa
to wake up t
ompared to
completely ne
the war for
ition i.ebest
over others.
market scena
you followin
os or else you
r value propo
matter
er will
r, it is
sence
s etc.
annels
have
ne but
ar will
to the
their
eglect
value
price,
arios
ng old
ur sale
osition
6. To
in
G
lo
do
lo
7. M
In
o
tr
re
8. Th
Th
is
p
Th
pa
be
ut
ad
eTailing I
ecosystem
a commo
on the In
o offer price
nvolved in ge
one are the d
ooking to get
own your ma
ower price.
Mostly, India w
ndia still does
utlets actual
raditional big
etailing and it
he value has
he retailers h
s in place, els
roducts at a g
he retail Indu
ast few years
ehavior if yo
tilize the pric
dapt quickly t
India Profile
m of retail in
on stage to s
dian online
es of a prod
tting the pro
days when cu
products at
anufacturing
will be into m
sn’t have infr
ly are multic
box retailers
t is unlikely to
to be taken i
have to be sm
se they will n
great price an
ustry has off l
s. To sum it u
u want to su
cing strategy
to capture mo
e: eTailing In
ndustry (onl
such retailer
market. (htt
uct at a low
duct manufa
ustomers bou
cheaper pric
cost or get p
multichannel
rastructure fo
channel. And
s therefore it
o have a huge
into account
mart in plannin
not be able t
nd increase its
late become
up, it is very im
ucceed in the
that will kee
ore market sh
dia is a know
ine & offline
rs &etailers,
tp://www.et
wer or cheap
ctured.
ught expensiv
ces. Therefor
products at a
retailing
or modern tra
d majority of
is likely that
e omni-chann
and the supp
ng and they n
o expand an
s presence su
very dynamic
mportant to
e retailing wo
ep you ahead
hare.
wledge platf
e) in India to
eTailing Ind
tailingindiae
per price, yo
e products at
e, you need
lower cost s
ade yet. Mos
f the omni-ch
t India will co
el retail.
ply chain sho
need to take
d provide va
upply system
c and has und
understand y
orld. It will no
d of your com
form that pr
o engage in a
dia aims to p
expo.com)
ou need to r
t big showroo
to figure out
so as to offer
st of the omn
hannels are
ontinue to be
uld be in plac
care that a pr
lue to the cu
is most crucia
dergone seve
your custome
ot only allow
mpetition, it
rovides an op
a lively disco
provide insig
reduce your
oms. They are
t how you ca
them produ
ni-channel ret
majorly drive
into multich
ce.
roper supply
ustomers. To
al.
eral changes i
er's retail sho
w you to reac
will also hel
pportunity t
ourse. By off
ghts and ana
costs
e now
an cut
cts at
tailing
en by
annel
chain
offer
in the
pping
ct and
p you
to the
fering
alysis
Andrew
experienc
He has w
major pr
customer
Asia; Saf
for both
expertise
marketin
Campbel’sl
ce having sp
worked in op
rojects acros
r centric bra
feway in the
Reliance Re
e and prove
ng strategies
Profile: And
pent 35 year
perations, tr
ss both tele
ands includin
UK and mo
etail and Rel
en experien
s.
dy brings a
rs in senior l
rading, prop
ecom and re
ng Nike glob
ost recently R
liance Jio. He
nce in build
unique bal
leadership a
perty service
etail. He ha
ally; Walma
Reliance Ind
e is a specia
ding and im
ance of tac
and manage
es, marketin
as worked f
art in Mexico
ustries in Ind
alist in strate
mplementing
ctical, practi
ment roles a
g and brand
for some of
o; Tesco in th
dia where h
egy, and pla
g brands an
ical and cre
across the w
ding and ha
f the world's
he UK and a
e served as
anning with
nd omni­cha
eative
world.
as led
s top
across
CMO
deep
annel

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8 Fundamental principles to keep up with the dynamic pace of change in the retail industry

  • 1. Andrew Fundam At the rec eCommer Director & Fundame keynote s 8 Fundam Retail loo all about a right p directly b them, but smart tec but the co There are retail Indu 1. A yo A ne w o cu w Campbe mental prin cently conclud rce and Mo & Co-Founde ntal principle speaker (the s mental princi ks like a relat serving the c itch can wor etween the c t now with e- hnology, digi ore idea is pre e few fundam ustry in the co As a retailer, i ou retailer sho eeds of custo whether your r the offer t ustomers so t ell, Factor X nciples to k ded eTailing I obile” (http:/ er: Factor X es to keep u session is not ples to keep tively simple ustomer and rk wonders f customer and -commerce re tal marketing etty much th mental princip oming years. it's not abou uld not focus omers and id pricing was r that you rolle that they kee X Retail (e keep up w in India Expo 20 //mumbai16. Retail (ex-C up with the d verbatim he up with the d business. You managing a g for any retai d the shopkee etailers comin g, omni-chann e same. You ples that one t what the c s on what a dentify what right or you m ed out recen p coming bac ex-CMO Re with the dy ndustry" 016 – “India’s .etailingindiae MO Reliance dynamic pac re). dynamic pace u buy a produ good custom l outlet. In c eper, where t ng into the sc nels, etc. The need to keep e needs to ke ustomer buy customer bu triggered th managed to m ntly etc. A re ck. eliance Ind ynamic pac s Flagship Con expo.com), A e Industries) e of change e of change in uct, promote er relationsh conventional the shopkeep cene, the cust e mediums of p up with the eep in mind t ys, it's about uys, but what em to buy a market it wel etailer has to ustries) Sp ce of chang nference & Ex Andrew Cam shared his p in the retai n the retail in it, market it a ip with the ri retailing, th per used vari tomers are b f interaction m expectations to up the dyn what the cu t he buys fro certain prod l, were you r o give enoug peaking on ge in the re xhibition on R mpbell, Man perspective o l industry” a ndustry and sell it. Re ight interactio he interaction ous tactics to eing targeted may have cha s of the custo namic pace o stomer buys om you. Know duct from yo responsive en gh reasons t n "8 etail Retail, naging on “8 as our etail is on, as n was o woo d with anged mers. of the from w the ou, i.e nough o the
  • 2. 2. Fo fr W no yo 3. M In ac C w p do 4. Th If ex co co yo p ex 5. Th A m an to or a manufac rom where yo While you ma ot care abou our duty to ge Make sure you n this age it is cross various ustomers no whatever suits riced your pr o not price th he most chal you are in re xist and will c ompetition t ompetitors. ou. Use har roposition w xceptional se he retailers a re your busi methodologies nd revenues o the custome cturer, what ou buy. y choose you t it. They wil et them the b u are afforda s very importa s channels o owadays look s them and oducts effect heir product a lenging and k etail, you nee continue to b hat is growi Do not negle d data to de ill become to rvice, sound also need to r ness plans in s. Make sure will get affec ers and modi matters is th ur manufactu ll look for the best products ble, accessib ant for any re of sale such k for conven you cannot a tively across a according to t key issue in m ed to listen u be a challeng ing day by d ect the reality etermine you ough. Any ret expertise, co revisit their b n term with you adapt to cted. You nee fy your plan a hat you buy urer according e best quality s. A retailer w le in all the c etailer to do m as retail sto nience and t afford to be all channels. the market. modern trade p and price y e for the reta day and see y of the mar r pricing stra tailer that giv nvenience an business and f the current o the change a d to see how accordingly. their produc g to your set y product at who manages channels you multi-channe res, online st hey can buy present on j Many retailer e is, Pricing. your product ailers. The re how they a ket; else cust ategy. In time ves the best v nd peace of m finance plans market scen as per the ma w you can pro t, for them i t standards b a best price. to do so wins serve your cu l retailing i.e tores, mobile y from any o just one. Ma rs sell their p accordingly. etailers need are priced c tomers will c es to come, value propos mind will win o s, as per the m nario or are arket scenario ovide a better t does not m ut a custome As a retailer s the race. ustomer. make its pre e applications of these cha ake sure you roducts onlin The price wa to wake up t ompared to completely ne the war for ition i.ebest over others. market scena you followin os or else you r value propo matter er will r, it is sence s etc. annels have ne but ar will to the their eglect value price, arios ng old ur sale osition
  • 3. 6. To in G lo do lo 7. M In o tr re 8. Th Th is p Th pa be ut ad eTailing I ecosystem a commo on the In o offer price nvolved in ge one are the d ooking to get own your ma ower price. Mostly, India w ndia still does utlets actual raditional big etailing and it he value has he retailers h s in place, els roducts at a g he retail Indu ast few years ehavior if yo tilize the pric dapt quickly t India Profile m of retail in on stage to s dian online es of a prod tting the pro days when cu products at anufacturing will be into m sn’t have infr ly are multic box retailers t is unlikely to to be taken i have to be sm se they will n great price an ustry has off l s. To sum it u u want to su cing strategy to capture mo e: eTailing In ndustry (onl such retailer market. (htt uct at a low duct manufa ustomers bou cheaper pric cost or get p multichannel rastructure fo channel. And s therefore it o have a huge into account mart in plannin not be able t nd increase its late become up, it is very im ucceed in the that will kee ore market sh dia is a know ine & offline rs &etailers, tp://www.et wer or cheap ctured. ught expensiv ces. Therefor products at a retailing or modern tra d majority of is likely that e omni-chann and the supp ng and they n o expand an s presence su very dynamic mportant to e retailing wo ep you ahead hare. wledge platf e) in India to eTailing Ind tailingindiae per price, yo e products at e, you need lower cost s ade yet. Mos f the omni-ch t India will co el retail. ply chain sho need to take d provide va upply system c and has und understand y orld. It will no d of your com form that pr o engage in a dia aims to p expo.com) ou need to r t big showroo to figure out so as to offer st of the omn hannels are ontinue to be uld be in plac care that a pr lue to the cu is most crucia dergone seve your custome ot only allow mpetition, it rovides an op a lively disco provide insig reduce your oms. They are t how you ca them produ ni-channel ret majorly drive into multich ce. roper supply ustomers. To al. eral changes i er's retail sho w you to reac will also hel pportunity t ourse. By off ghts and ana costs e now an cut cts at tailing en by annel chain offer in the pping ct and p you to the fering alysis
  • 4. Andrew experienc He has w major pr customer Asia; Saf for both expertise marketin Campbel’sl ce having sp worked in op rojects acros r centric bra feway in the Reliance Re e and prove ng strategies Profile: And pent 35 year perations, tr ss both tele ands includin UK and mo etail and Rel en experien s. dy brings a rs in senior l rading, prop ecom and re ng Nike glob ost recently R liance Jio. He nce in build unique bal leadership a perty service etail. He ha ally; Walma Reliance Ind e is a specia ding and im ance of tac and manage es, marketin as worked f art in Mexico ustries in Ind alist in strate mplementing ctical, practi ment roles a g and brand for some of o; Tesco in th dia where h egy, and pla g brands an ical and cre across the w ding and ha f the world's he UK and a e served as anning with nd omni­cha eative world. as led s top across CMO deep annel