SALES AND DISTRIBUTION MANAGEMENT

VISIT TO RETAIL STORES

Submitted by:Submitted To:Prof. Shailendra Dasari Kamaldeep Kaur Nupur Saxena Rajkumar Bhushan

INTRODUCTION
This project is meant for, the operational procedure at the Retail shop. The topic was selected, Three different Retail shops, where the mode of working process was recorded, while talking with the responsible sales person/concerned staff . The store selected are- Peter England, Star Bazaar, and Univercell at Gopalan Arcade, Bangalore. The following discussion and Interview was conducted to understand the procedure of operation, and the considered practical approaches, taken by them. PETER ENGLAND Begining of good things Peter England is a division of Aditya Birla Nuvo Ltd. It is one of Indias fastest growing branded apparel companies and a premium lifestyle player in the retail sector. The companys brand portfolio includes product lines that range from affordable and mass-market to luxurious, high-end style and cater to every age group, from children and youth to men and women. Concerned Sales Person - Mr. Sudarshan, Manager of the store Contact Number 0802860740

STAR BAZAAR Helping you spend less STAR Bazaar, A Tata enterprise, is a multi-format hypermarket chain present in Mumbai, Bengaluru, Pune, Ahmedabad, Surat, Chennai, Kolhapur and Aurangabad.

Each of 15 stores are spread over a large area (40000 80000 sq. ft.) and offer the entire spectrum of product categories, ranging from fresh food, grocery, apparel, general merchandise and consumer durables. They provide a range of more than 30,000 items at great prices, showcased in a modern shopping environment and backed by the strong values of the Tata Group. They also offer a wide range of services and facilities to customers such as express counters, free wheat grinding, live bakery, free home delivery within a specified radius and for a minimum value, modern shopping environment, serviced by friendly staff and shopper friendly return policies, trial rooms and alteration facilities. Concerned Sales Person - Mr. Ravindra Rai, sales manager Contact Number 9449812538

UNIVERCELL The Mobile Expert Mr. D. Sathish Babu founded UniverCell in November, 1997 as Chennai's first large-format mobile retail store in an upscale location in Chennai, India. Since then, Sathish and UniverCell have been cresting the wave of the Indian mobile revolution from the retailing front, growing and evolving to become India's largest mobile retailer and one of India's best known brands.

Concerned Sales Person - Mr. Ravi Kumar, salesperson. Contact Number 990007663

Typical Day at store

S.NO. 1 Basis Working Hour 2 Report Preparation Peter England Star Bazaar UniverCell

10:00 A.M. to 9:30 9:00 A.M. to 9:30 9:30 A.M. to 10:30 P.M. P.M. P.M. day

Previous day report is Previous day report is Previous

prepared and sends it prepared and sends it accounts are checked to the head office. to the head office. by the concerned

person. They send monthly regarding head office. 3 Strategy After every 2 or 3 The new strategy is Informing about the months selling discussed if the new mobile models report sales at

strategy is revised.

instruction is given to the sales persons from the head office. by the manager. Stock Check

Stock

Stock check

Stock check

Advantages and disadvantages of indoor selling

Advantages 1. Varieties of products can be shown to the customer as all are available at one place. 2. Customers conflict can be handle easily in comparison to field selling. 3. Managers are always present with salesman to help and guide them unlike in field selling. 4. They dont have to travel from place to place as in case of field selling. Disadvantages 1. The CTC is not commissioned base. They get usually fix salary along with festive bonuses and certain percentage of sell on an annual basis to all the sales people. Whereas Field salesperson get fix along with commission (Depending on the number of sale done by him). 2. Indoor sales people are paid less in comparison to field sales people.

To what extent they are empowered to pass on discounts/special terms to customers for closing the sale

S.NO.
1

Peter England

Star Bazaar

UniverCell

Discount is instructed from the Discount is instructed Discount is instructed head office. from the head office. from the head office.

They are empowered to give They

are

not They are empowered

discount to a certain extent for empowered to give to give discount to a the purchase above 5000. discounts. certain extent.

Minimum discount 10%.

Customer Relationship Management (CRM) System

S.NO. Peter England 1

Reward tangibles strategy rewards

Star Bazaar
and Feedback form.

UniverCell
strategy, After sales service and Inform customers

like Reward strategies and Payback

discount offers.

about the new arrival.

Customers can register Customers are given Customers for rewards by physical Club Card free

can

get

UNIVERCELL

mentioning their mobile when they register as PAYBACK card on a number at the cash desk there member. This minimum purchase of allows Rs.6000. to on and them earn every can when

at the time of purchase program and start earning points customers on the go with every points purchase. This program purchase does not require carrying redeem

a physical card to avail they want. benefits.

Inform customers about Return and exchange Inform

customers

new offers and events policy if product is not about new offers and through sending SMS on satisfactory within a events their registered mobile given time period. numbers through

sending SMS on their registered numbers mobile

Do they wait for customers to visit the show room or they take other pro active steps for attracting customers

S.NO.
1.

Peter England
Hoardings and posters

Star Bazaar
Hoarding and posters

UniverCell
Hoardings posters and

2.

They are not much involved Events on festival like Giving in the promotional activities stage programs. for this particular store . advertisements both local in and

national channels on television 3. Distributing pamphlets to Distributing the visitors in the pamphlets to in the the Mall

Gopalan Mall regarding visitors the offers and products Gopalan

regarding the offers and products and also through newspapers.

How are targets sets?

S.NO.
1

Peter England

Star Bazaar
on

UniverCell

Based on previous sales. Based

previous Based on previous year

They revise their targets year sales and increase sales. after every two years and or decrease according sometimes in one year to season or occasion depending on the market like new year, any condition. festival, etc.

Any incentive schemes offered by their employers

S.NO.
1.

Peter England

Star Bazaar

UniverCell

1-5% of sales are given They are not given sales Some percentage of sale to each sales person at percentage. the end of year. is given to the sales people months after every 6

Bonus are given

Festival

bonus

and Bonus is on festivals.

High sales bonus are given.