The document discusses concepts in retail management including: 1) Retailing involves selling goods and services to consumers for personal use and is the last stage of distribution from producers to customers. 2) Organized retailing in India is growing due to rising incomes and changing lifestyles but remains a small percentage of the overall retail sector. 3) Successful retailers are customer-focused and adapt to changes in customer preferences, technology, competition and regulations.

1. RETAIL MANAGEMENT PROF. R.MATHUR

30. Indian Economy – GDP Projections Through 2022 (2007 Prices) US$ Billion US$ Billion US$ Billion US$ Billion India is expected to be comparable with UK & France in GDP by 2022 *GDP figures are in real terms with base year as 2007

31. Rapid Transformation Anticipated 28% share Reach a share of 28% by 2017

32. Projections of 8% sustainable real GDP growth rate till 2020 promise high growth potential for Indian Retail HIGH GDP GROWTH

33. Radical Transformation Anticipated In Indian Retail India looking at rapid GROWTH compared to other countries 5 10 17% (estimated) 27% (estimated) India 50 85% US 18 40% Thailand 15 36% Brazil 8 20% Poland 10 20% China Years taken to reach the level from < 5% Share of Organized Retail Country

34. Growth Of Indian Retail … Indian Retail expected to grow close to 12% p.a. in the next 10 years *Projected Source: Technopak Analysis, CSO & Other Sources

57. RETAIL MANAGEMENT ..3 Strategies directed at Heterogeneous Groups Specific Strat. Directed at Specific Gr. Large Homogeneous Group STRATEGY High, Medium and Low High or Low Popular PRICING Different Media for Target Groups Direct mail Mass Advtg. PROMOTION Distinct Goods for Target Market Deep Assortment, High/ Low Qual. Wide Assortment, Medium Qual. RETAILMIX Near Large Population Near Small Medium Pop. Near Large Population LOCATION DIFFERENTIATED CONCENTRATED MASS MARKET STRATEGY TARGET MARKET TECHNIQUES

58. RETAIL MANAGEMENT ..3 Legal Restrictions Seasonality Economic Conditions Communicating Technology Merchandise @ Pricing Competition Managing a Business Consumers Store Location UNCONTROLLABLE VARIABLES RETAIL STRATEGY CONTROLLABLE VARIABLES

82. RETAIL MANAGEMENT ..7 Profit/Unit Profit ROInv. % Sales Goal Unit Sales 82 3.8 16000 27 115000 12 114 5.7 14000 25 132000 11 127 8 13000 22 129600 10 61 9.5 12000 16 55600 9 R O Inv.% Inv. T/O Av. Inv. Hold Markup % Tot. Profits Selling Pr. 605000 80000 8.75 720000 60000 12 748000 88000 8.25 880000 80000 11 910400 94000 7.85 1040000 104000 10 970400 104000 7.6 1026000 114000 9 Tot. Cost Op. Exp. Av .Cost Sales Demand Selling Pr.