1. Industry - Retail, Location - Brazil, Head Quarter- Sao Paulo Casas Bahia Slogan-Total Dedication to You

3. Promoting luxury goods among lower income groups

4. Innovative installment scheme – unlocked purchasing power

5. Services providing :

6. Credit

7. Delivery &

9. Samuel Klein came up with an idea of selling to BoP (1958)

10. Opened his first clothing and furniture store and named it -CasasBahia (Bahia houses)

11. Empire grew further in 1994 (Real plan by Brazilian Govt.)

12. Real plan :

13. Boost to purchasing power of poor

15. Stores kept on increasing at an average of 20 p.a. by 2002

16. 2002 – CB recorded annual sales worth R$ 410

17. 2004 – sales reached R$ 9b (50% growth as compared to 2003)

18. 2005:

19. 30,000 employees

20. 800 credit analysts

21. 394 stores in eight states

23. CB - Credit Analysts evaluate customers

24. Series of Questions are being asked to assess clients’ creditworthiness

25. Centralized customer information

26. Concept of passbook – Cross selling

28. Area specific

29. Target - lower income group

30. Visual Merchandising

31. Credit financing

32. Aggressive Marketing

33. CB’s Yellow Card (automatic credit, symbol of status among working class)

34. Identified the desire of luxury brands among the poor

35. Pardoned debts of million customers

37. CB was luring Brazil’s poor towards luxury items

38. Playing with poor people’s psychology

39. Prices of goods are being inflated

40. Interest – free programmers were business tactics

42. Doing business with poor means more risk

43. Role of sales personnel – selling a product which fits into budget

45. CB sets fine example for developing countries in terms of empowering poor

46. Innovative credit financing schemes in developing countries

48. More than 55,000 employees

49. Revenue 2007 6Bn $

50. Brazil’s top advertiser in 2005.

51. Among 250 largest Retail companies in the world-Current Position 131

52. 3062 trucks to stock the store and deliver the merchandise to the client

54. 80% of sales are from returning customers

55. 3.5 Millions Transactions Per Hour

57. Win -Win Situation

58. Thank You Alok, Amit, Mandeep, Nikhil