RETAILING IN INDIA 
CASE STUDY: SHOPPERS STOP 
Prof. Sameer Mathur, 
Ph.D.
Sameer Mathur 
BuddingMarkets.com 
Indian Institute of Management, 
Lucknow 
Marketing Professor 2013 – 
Marketing Profess...
Agenda 
• Retailing / Apparel in India (review) 
• Shoppers Stop Overview 
• Shoppers Stop Examples
Top 3 Segments
Segments in India 
Globals 
Senior corporate executives, large business owners, top-tier 
professionals 
Strivers 
Highly ...
“Share-of-Wallet”
Differentiation Bases
Retail: Apparel
The Rise of Apparel
Agenda 
• Retailing / Apparel in India (review) 
• Shoppers Stop Overview 
• Shoppers Stop Examples
Shoppers Stop
Shoppers Stop
Shoppers Stop
Shoppers Stop
Shoppers Stop
Shoppers Stop 
"Today, Shoppers Stop stands as not only the pioneer of retail but is 
also unchallenged as an innovator in...
Shoppers Stop Umbrella 
• Shopper’s Stop 
Department store 
• HomeStop 
Premium home concept store 
• Crossword 
Bookstore...
Shoppers Stop Extras 
First Citizen programme + loyalty program cards 
Drishti, data warehousing and data mining IT backbo...
Agenda 
• Retailing / Apparel in India (review) 
• Shoppers Stop Overview 
• Shoppers Stop Examples
Shoppers Stop
Shoppers Stop
Shoppers Stop
The Rise of Apparel
Summary 
• Retailing / Apparel in India (review) 
• Shoppers Stop Overview 
• Shoppers Stop Examples
Recommended Reading
Over 1 Million views 
from more than 100 countries 
Prof. Sameer 
Mathur 
Top 1% most viewed 
Over 250 presentations on 
M...
Retailing In India / Case Study: Shoppers Stop
Retailing In India / Case Study: Shoppers Stop
Retailing In India / Case Study: Shoppers Stop
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Retailing In India / Case Study: Shoppers Stop

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  •  (NO RUSSIA?)CHINA The significant improvements in reported corporate earnings in the past few years may wellreflect two central strands of China.s economic development. The first is the continuingoversupply of labour in the countryside. Although the country has already seen significantsurplus rural labour migrate to more productive sectors, this process is far from complete.Theoretically, capital should enjoy a higher rate of return than in countries where the capitalto-labour ratio is higher.The second strand is the significant productivity gains in the overall economy. We have foundthat total factor productivity (TFP) gains averaged 3.5% per annum during 1978-2004, andaccounted for 38% of GDP growth, more than the contribution from capital accumulation.We see these productivity gains as a form of .reform dividend. stemming from policy effort
  • Globals: Annual disposable income of over Rs. 1 million per annumRichest people in the countr(ySenior corporate executives, large business owners, politicians, big agricultural-land owners and top-tier professionalsMid-level executives, graduates of best collegesStrivers:Rs. 500,000 - 1 millionHighly successful peopleEstablished sources of income and substantial savingsSeekers:200,000-500,000Most varied segment (attitude, age, employment)Traditional white-collar workers, fresh-out-of-college, mid-level governmentAspirers:Small shopkeepers, farmers, low-skilled workers in industries and services. (Half of income spent on basic necessities)Deprived:Poorest households;Unskilled or low-skilled activities, seasonal or part-time employment
  •  (NO RUSSIA?)CHINA The significant improvements in reported corporate earnings in the past few years may wellreflect two central strands of China.s economic development. The first is the continuingoversupply of labour in the countryside. Although the country has already seen significantsurplus rural labour migrate to more productive sectors, this process is far from complete.Theoretically, capital should enjoy a higher rate of return than in countries where the capitalto-labour ratio is higher.The second strand is the significant productivity gains in the overall economy. We have foundthat total factor productivity (TFP) gains averaged 3.5% per annum during 1978-2004, andaccounted for 38% of GDP growth, more than the contribution from capital accumulation.We see these productivity gains as a form of .reform dividend. stemming from policy effort
  • Retailing In India / Case Study: Shoppers Stop

    1. 1. RETAILING IN INDIA CASE STUDY: SHOPPERS STOP Prof. Sameer Mathur, Ph.D.
    2. 2. Sameer Mathur BuddingMarkets.com Indian Institute of Management, Lucknow Marketing Professor 2013 – Marketing Professor 2009 – 2013 Ph.D. and M.S. (Marketing) 2003 – 2009
    3. 3. Agenda • Retailing / Apparel in India (review) • Shoppers Stop Overview • Shoppers Stop Examples
    4. 4. Top 3 Segments
    5. 5. Segments in India Globals Senior corporate executives, large business owners, top-tier professionals Strivers Highly successful workers in cities, towns, and villages Seekers (Varied) Traditional white-collar workers, recent college graduates, mid-level Aspirers Small shopkeepers, farmers, low-skilled workers in industry and services Deprived Low-skilled to unskilled workers, seasonal or part-time employment
    6. 6. “Share-of-Wallet”
    7. 7. Differentiation Bases
    8. 8. Retail: Apparel
    9. 9. The Rise of Apparel
    10. 10. Agenda • Retailing / Apparel in India (review) • Shoppers Stop Overview • Shoppers Stop Examples
    11. 11. Shoppers Stop
    12. 12. Shoppers Stop
    13. 13. Shoppers Stop
    14. 14. Shoppers Stop
    15. 15. Shoppers Stop
    16. 16. Shoppers Stop "Today, Shoppers Stop stands as not only the pioneer of retail but is also unchallenged as an innovator in terms of knowing what will best delight its customers. We continue to work towards knowing our customers, shopping trends and preferences and thus we always know how Indian shops.”
    17. 17. Shoppers Stop Umbrella • Shopper’s Stop Department store • HomeStop Premium home concept store • Crossword Bookstore • Mothercare & Early Learning Centre Maternity, infant and childcare store • HyperCITY "big box mixed retail“ store
    18. 18. Shoppers Stop Extras First Citizen programme + loyalty program cards Drishti, data warehousing and data mining IT backbone. First Insight, customer group analysis. Crossword Book Rewards Programme eWords, a monthly informative newsletter HyperCITY Discovery Club. “… to ensure customer delight and enhance customer satisfaction."
    19. 19. Agenda • Retailing / Apparel in India (review) • Shoppers Stop Overview • Shoppers Stop Examples
    20. 20. Shoppers Stop
    21. 21. Shoppers Stop
    22. 22. Shoppers Stop
    23. 23. The Rise of Apparel
    24. 24. Summary • Retailing / Apparel in India (review) • Shoppers Stop Overview • Shoppers Stop Examples
    25. 25. Recommended Reading
    26. 26. Over 1 Million views from more than 100 countries Prof. Sameer Mathur Top 1% most viewed Over 250 presentations on Marketing www.BuddingMarkets.com

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