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Wholesaler
Introduction
y Mostly buy from producers and sell mostly to retailers, y y y y
industrial consumers, institutions and other wholesalers Includes all activities involved in selling goods and services to those buying for resale or business use Sale of product between businesses, as opposed to ultimate household consumers Provides added by providing channel flows. Value of these flows are often underappreciated Tasks are mundane, but bundled with valued services at low cost, treated as unglamorous unlike other channel members
Types of Wholesaler
Types of wholesalers
Merchant wholesalers
Brokers
Agent
Full Service
Limited Service
Merchant Wholesalers
y Independently owned businesses, take title to goods y Full-Service wholesalers: Provide a full line of services,
carrying stock, maintaining a sales force, offering credit, making deliveries, providing management assistance.
y Wholesale Merchants sell to retailers y Industrial Distributors Sell to manufacturers
Merchant Wholesalers
y Limited Service Wholesalers: Offer few services than full-service
wholesalers. y Cash-and-carry wholesalers: Carry a limited line of fastmoving goods and sell to small retailers for cash. y Truck Wholesalers: Perform a selling and delivery function (semi perishables) y Drop Shippers: Do not carry inventory or handle the product. On receiving order, select a manufacturer, who ships directly to customer. Assumes title and risk from order to delivery. (coal, heavy equipment, lumber) _ Rack Jobbers: Serve grocery and drug retailers, in non-food items. Bills only goods sold by retailers, title retained.
Trends in Wholesaling
y Wholesale industry is facing considerable challenges y Fierce resistance to price increases and winnowing out of
suppliers who are not adding value based on cost and quality y Distinction between large retailers and large wholesalers is getting blurred
RETAILING
RETAILING
Retailing is the set of business activities that adds value to the products & services sold to the consumers for their personal or family use. y It is not only sale of products in stores but also sale of services y Not all retailing done in stores - direct sales of cosmetics, catalog sales, home shopping n/w on cable TV ,haircut
RETAILING
Distribution channel
Manufacturing
wholesaler
Consumer
RETAILER
Retailer at the end of the distribution chain & involve in y Retailers are
direct interface with the customer y Referred as intermediaries pass on products from producers & wholesalers to customers y Provision of channel in a convenient location to provide a successful channel of distribution y Key objective: availability of right product, in right qty, at right time successful channel
Annual sales of Wal mart, kmart. Sears are much greater than annual sales of P&G,Pepsico
Functions of Retailing
y Retailers perform business activities that increase the value of
product & service they sell to customers y Activities: * Providing an assortment of products & services * Breaking bulk * Holding inventory * Providing services
companies y This assortment enables customers to buy wide selection of brands,designs,sizes.colors & prices in one location y Not the case in individual manufactures retail outlets
Breaking Bulk
y To reduce transportation costs, mfrs ship whole cases of
their products to retailers y Retailers then offer the products in smaller quantities tailored to individual consumers usage pattern y Breaking the large shipments into smaller consumer quantities Breaking Bulk
Holding inventory
y Function of retailers to make the availability of products
when consumers want them y Consumers can have small inventory of products at home as retailers will have the availability y By maintaining inventory,retailers reduce customers cost of storing products
Providing services
y Provide services that make it easier for customers to buy &
use products y Offer products on credit y Display products for ease of use by customers for purchase y Assistance provided by sales people on purchase
metro cities, in proximity to urban outskirts. Ranges from 60,000 sq ft to 7,00,000 sq ft and above. They lend an ideal shopping experience with an amalgamation of product, service and entertainment, all under a common roof.Examples include Shoppers Stop, Piramyd, Pantaloon.
y Specialty Stores: Chains such as the Bangalore based Kids Kemp, the
Mumbai books retailer Crossword, RPG's Music World and the Times Group's music chain Planet M, are focusing on specific market segments and have established themselves strongly in their sectors. y Discount Stores: As the name suggests, discount stores or factory outlets, offer discounts on the MRP through selling in bulk reaching economies of scale or excess stock left over at the season. The product category can range from a variety of perishable/ non perishable goods y Department Stores: large stores ranging from 20000-50000 sq. ft, catering to a variety of consumer needs. Further classified into localized departments such as clothing, toys, home, groceries, etc.
y Hyper marts/Supermarkets: Large self service outlets, catering to
varied shopper needs are termed as Supermarkets. These are located in or near residential high streets. These stores today contribute to 30% of all food & grocery organized retail sales. Super Markets can further be classified in to mini supermarkets typically 1,000 sq ft to 2,000 sq ft and large supermarkets ranging from of 3,500 sq ft to 5,000 sq ft. having a strong focus on food & grocery and personal sales.
109,000 crore by the year 2010 y Contribution to GDP expected to reach 22% by 2010 now its 12%
Examples
y Pantaloon:
Pantaloon is one of the biggest retailers in India with more than 450 stores across the country. Headquartered in Mumbai, it has more than 5 million sq. ft retail space located across the country. It's growing at an enviable pace and is expected to reach 30 million sq. ft by the year 2010. In 2001, Pantaloon launched country's first hypermarket Big Bazaar. It has the following retail segments:
y y y y y y y
Food & Grocery: Big Bazaar, Food Bazaar Home Solutions: Hometown, Furniture Bazaar, Collection-i Consumer Electronics: e-zone Shoes: Shoe Factory Books, Music & Gifts: Depot Health & Beauty Care: Star, Sitara E-tailing: Futurebazaar.com Entertainment: Bowling Co.
y Tata Group
Tata group is another major player in Indian retail industry with its subsidiary Trent, which operates Westside and Star India Bazaar. Established in 1998, it also acquired the largest book and music retailer in India Landmark in 2005. Trent owns over 4 lakh sq. ft retail space across the country.
y Reliance
Reliance is one of the biggest players in Indian retail industry. More than 300 Reliance Fresh stores and Reliance Mart are quite popular in the Indian retail market. It's expecting its sales to reach Rs. 90,000 crores by 2010
y RPG Group
RPG Group is one of the earlier entrants in the Indian retail market, when it came into food & grocery retailing in 1996 with its retail Foodworld stores. Later it also opened the pharmacy and beauty care outlets Health & Glow.
network in the country including 100 hypermarkets and several hundred small stores. They have signed a 50:50 percent joint venture agreement with Walmart. Wal-Mart will do the cash & carry while Bharti will do the front-end.
y AV Birla Group y They have a strong presence in apparel retailing through Madura
garments which is subsidiary of Aditya Birla Nuvo Ltd. They own brands like Louis Phillipe, Van Heusen, Allen Solly, Peter England, Trouser town. y In other segments of retail, AV Birla Group has announced investment plans of Rs 8000 - 9000 crores in the first 3 years till 2010. y The acquisition of Trinethra (food & grocery) chain in the south has moved their tally to 400 stores in the country. Their More range of 15 supermarkets are slated to open at Nashik, Pune and other tier II cities in Western India in 2007.
Retailing: An overview
Retailing Worlds largest private industry US$ 6.6 trillion sales annually Indian retailing Largest employer after agriculture - 8%* of population Highest outlet density in world Around 12 mn outlets Still evolving as an industry Long way to go
An overview
Retailing: An overview
An overview
Wal-Mart Topmost global Fortune 500 company(3 Consecutive Years) Annual Sales of over US$ 250 bn Indias two largest retail player turnover around US$ 158 mn (Bata) and US$ 102 mn (Shoppers Stop) Fortune 100 9 Retailers Carrefour, Ahold, Home Depot, Kroger, Metro, Kmart-Sears, Target, Albertsons
Exclusive Brand Outlets Hyper/Super Markets Department Stores Shopping Malls PDS Outlets Khadi Stores Cooperatives Convenience Stores Mom and Pop/Kiranas Weekly Markets Village Fairs Melas
Source of Entertainment Neighborhood Stores/Convenience Availability/ Low Costs / Distribution Shopping Experience/Efficiency
Indian retail
Informal retailing Sector Typically small retailers. Evasion of taxes Difficulty in enforcing tax collection mechanisms No monitoring of labor laws Formal Retailing Sector Typically large retailers Greater enforcement of taxation mechanisms High level of labor usage monitoring
Indian retail
Corporate Houses Tatas: Tata Trent RPG group: Food World, Health and Glow, etc ITC: Wills Life Style Rahejas(ShoppersStop), Hiranandani(Haiko), DLF(DT cinemas) etc. Dedicated brand outlets Nike, Reebok, Zodiac etc Multi-brand outlets Vijay Sales, Viveks etc Manufacturers/ Exporters Pantaloons, Bata, Weekender
Indian retail
Modern Format retailers Supermarkets (Foodworld) Hypermarkets (Big Bazaar) Department Stores (S Stop) Specialty Chains (Ikea) Company Owned Company Operated Traditional Format Retailers Kiranas: Traditional Mom and Pop Stores Kiosks Street Markets Exclusive /Multiple Brand Outlets
Hypermarket
Big Bazaar Giants Shoprite Star Lifestyle Pantaloons Pyramids Shoppers Stop Trent Fame Adlabs Fun Republic Inox PVR
Department store
Indian retailers
Entertainment
Indian consumer
Greater per capita income Increase in disposable income of middle class households 20.9%* growth in real disposable income in 99-03. Growing high and middle income population Growing at a pace of over 10%* per annum over last decade Affordability growth Falling interest rates Easier consumer credit Greater variety and quality at all price points
The urban consumer Getting exposed to international lifestyles Inclined to acquiring asset More discerning and demanding than ever No longer need-based shopping Shopping is a family experience Changing Mindset Increasing tendency to spend Post Liberalization children coming of age 100 mn 17-21 year olds*. Tend to spend freely. Greater levels of education
Indian consumer
Challenges
Real Estate Costs Supply Chain Inconsistency Poor Infrastructure Lack of Skilled Manpower
issues
India ranked 1st in the Global A.T Kearney Retail Development Index
Advantage India
Current Indian FDI Regime FDI not permitted in retail trade sector, except in: Private labels Hi-Tech items / items requiring specialized after sales service Medical and diagnostic items Items sourced from the Indian small sector (manufactured with technology provided by the foreign collaborator) For 2 year test marketing (simultaneous commencement of investment in manufacturing facility required)
Metro Group of Germany Cash-and-carry wholesale trading Proposal faced strong opposition Entities established prior to 1997 Allowed to continue with their existing foreign equity components. No FDI restrictions in the retail sector pre1997 Foodworld 51:49 JV between RPG and Dairy Farm International, Leading food retailer in India now Mc Donalds
Current FDI
Franchise International company gives name and technology to local partner. Gets royalty in return In case master franchise is appointed for region or country, he has right to appoint local franchisees Nike, Pizza Hut, Tommy Hilfiger, Marks and Spencer, Mango Manufacturing Company sets up Indian arm for production Bata India. It also has right to retail in India
Distribution International company sets up local distribution office Supply products to Indian retailers to sell Also set up franchised outlets for brand Swarovski, Hugo Boss Wholesale trading Cash and Carry operations 100% FDI permitted Metro Cash n Carry
Why FDI?
Benefits of FDI
Improve competition Develop the market Greater level of exports due to increased sourcing by major players Sourcing by Wal-Mart from China improved multifold after FDI permitted in China Similar increase in sourcing observed for Metro in India Provides access to global markets for Indian producers
Why FDI?
Investment in technology
Benefits of FDI
Cold storage chains solve the perennial problem of wastage Greater investment in the food processing sector technology Better operations in production cycle and distribution Greater level of wages paid by international players usually More product variety Newer product categories Economies of scale to help lower consumer price Increased purchasing capacity of consumers
Better lifestyle
How FDI ?
How FDI ?
FDI policy No incentives needed to attract FDI Market size and potential are sufficient inducers No need for costly tax breaks, import duty exemptions, land and power subsidies, and other enticements