156 shop

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www.saharaqcentres.com
A business initiative by
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SAHARA Q SHOP RETAIL
TRAINING
RAHUL SINGH
NISHANT KALRA
RAVI GUPTA

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Agenda
INDUSTRY OVERVIEW
INTRODUCTION
NEW PRODUCT DEVELOPMENT
BUSINESS EXCELLENCE
MARKETING
FIELD OPERATIONS
RETAIL ACCOUNTANCY
WATER
PRODUCT
POINT OF SALE
BUSINESS INTELLIGENCE
PURCHASE
QUALITY
HoReCa
SUPPLY CHAIN MANAGEMENT
RETAIL OPERATIONS

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INTRODUCTION

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INTRODUCTION
= Q = Quality = Purity = Our Mission
• Sahara Q Shop is a mega quality consumer merchandise retail business
from Sahara India Pariwar. Its aim is to provide pure, and adulteration-free
products to the esteemed citizens of the country.
Sahara Q Shop's unbeatable advantages
• Pure, Adulteration-free and Quality products.
• 100% disclosure policy.
• 100% right weight/quantity.
• Wide range of products consisting of:
– Staples
– Processed Foods
– Personal Care Products
– Beverages
– Home Care Products

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INDUSTRY OVERVIEW

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3.6
Consumer expenditure
estimated to be USD3.6 trillion
by 2020 vis-à-vis USD1.0
trillion in 2010
Rising income and demand for
quality products to boost
consumer expenditure
2010 2020E
India consumption expenditure (USD trillion)
1.3
Indian retail one of the fastest
growing markets in the world
due to economic growth
Retail market in India to reach
USD1.3 trillion by 2020 from
USD0.5 trillion in 2012
2012 2020E
Indian retail market size (USD trillion)
220
CAGR: 30.0%Favourable government
policies to boost investor
confidence and thereby
investments across modern
retail formats
Modern retail market to expand
to USD220 billion by 2020 from
USD27 billion in 2012
2012 2020E
Indian modern retail market size (USD billion)
Source: PWC, Economic Times, Aranca Research
Notes: CAGR - Compound Annual Growth Rate, E - Estimate
27
CAGR: 12.7%
0.5
CAGR: 13.9%
1.0

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100
CAGR: 7.6%
FMCG market expected to
increase to USD100 billion by
2025 from USD12 billion in
2006
Robust consumption, rural
markets to augment FMCG
market
2006 2025E
FMCG market in India (USD billions)
67,100
CAGR: 19.6%
Increasing participation from
foreign and private players to
boost retail infrastructure
Modern retail stores projected
to reach 67,100 by 2016 from
11,192 in 2006
2006 2016E
Modern retail formats (store counts)
8,500
Rising number of tier-2 and tier-
3 cities to enhance
supermarket space in the
country
Supermarkets to total 8,500 by
2016 from 500 in 2006
2006 2016E
Supermarkets in India
Source: indiaretailing.com, Aranca Research
Note: CAGR - Compound Annual Growth Rate
CAGR: 32.8%
500
11,192
12

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Consolidation
Expansion
Conceptualisation
2010 onward
2005–10
Large scale consolidation
Movement to smaller cities and
rural areas
More than 5–6 players with
revenues more than USD700
million
•
•
Substantial
investment
commitmentsby
large Indian
corporate
Entry in food and
general
merchandise
category
Pan-India
expansion to top
100 cities
Repositioning by
existing players
•
1990–05Initiation
•
Pure play retailers
realised the
potential of the
market
Most of them in
apparel segment
•
Large scale entry of••
international brands
FDI in single-brand retail up to
100 per cent from 51 per cent
Approval of FDI limit in multi-
brand retail of upto 51 per cent
Rise in private label brands by
retail players
Sourcing and investment rules
for supermarkets were relaxed
Pre 1990s
• •
• Manufacturers
opened their own
outlets
• •
•
•
•
Source: Technopak Advisors Pvt Ltd, Firstpost, Aranca Research

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given brand, certified product
many product lines of different
24X7 access, saves time, and
Source: Aranca Research
Note: IT- Information Technology
Highly convenient as it provides
ensures secure transaction
It is an online shopping facility for
buying and selling products and
services; the facility is widely used for
electronics, health and wellness
e-Trailers
One-stop shop for customers;
brands on display
Display most of convergence as well as
consumer/electronic products, including
communication and IT group
Convergence retail
outlets
Customers have more choices as
many brands are on display
Focus on particular product categories
and carry most of the brands available
Multi-branded retail
shops
Complete range available for a
quality
Exclusive showrooms either owned or
franchised out by a manufacturer
Mono/exclusive
branded retail shops

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Market size over the past few years (USD billion)The retail sector in India is emerging as one of the largest
sectors in the economy
518
By 2012, the total market size reached USD518 billion,
thereby registering a CAGR of 7.0 per cent since 1998
368
CAGR: 7.0%
278
238
204201
1998 2000 2002 2004 2006 2008 2010 2012
Source: Deloitte, indiaretailing.com, Economist Intelligence Unit,
Euro monitor, Aranca Research
424
321

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Market break-up by revenues (2012)
Food & Grocery11%
3%
3%
4%
5%
Appareal
Mobile and telecom
Food service
Jewellery6% 60%
Consumer Electronics
8%
Pharmacy
Others
Organised retail penetration (2012)
Contribution to organised retail (2012)
8%
Food & Grocery11%
20%
Appareal
Unorganised retail
penetration Mobile and telecom
Food service
33% Jewellery8%
Consumer Electronics
Organised retail
penetration
6%
Footwear
7%
92%
11% Others
Significant scope for expansion in organised retail
100%
90%
80%
70%
60%
50%
40%
30%
20%
10%
0%
2012 2020
Unorganised retail penetration Organised retail penetration
8%
20%
92%
80%

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PRODUCT KNOWLEDGE

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PRODUCT KNOWLEDGE
Products profile
Food
Home
care
Personal
care
Q Water CDIT
Classic
Special
Value
Value: Product in this variety is
economically priced compared to other
two varieties
Special: Special is of medium variety
priced between the other two varieties
Classic: Classic is of premium variety of
Q Shop products.

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Unique points of Q Shop products
In staples sourcing is from single source
Three layer of quality check is followed in product
manufacturing,
Sahara Q Shop Quality Advisory Board comprises 50 well-
known scientists, 250 senior quality advisors and 500 associate
quality assurance executives.
100% disclosure policy in staples
100% right weight/quantity.

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Staples
The best quality
wheat goes through a
multi-stage cleaning
process before it is
ground in modern
hygienic chakki plants
to obtain perfect
texture, nutritional
values, flavour and
taste
Sahara Q Refined
Soyabean Oil is
extracted from
selected quality soya
seeds using latest
technology which
adheres to our
promise of delivering
best quality and
unadulterated oil
enriched with Vitamin
A, D2 and E to keep
you healthy.
• M-30/31 Grade
sugar with no harmful
chemicals
• Hygienic -
untouched by hand
• Free flowing
sparkling white grains
• 100% vegetarian
• Best quality,
unadulterated
Uniquely processed &
hygienically packed.
Sahara Q Pulses are
carefully selected
from the finest
quality produce and
adhere to our
promise of delivering
best quality.
Storage Conditions:

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Home care
Washing Powder
With Lemon Extracts
Water Softening
Technology for Clean
And Fresh Smelling
Clothes
With Sandal,
Champa,
Sugandham, Pooja &
Divine Fragrance
The pure and natural
aroma of Q Agarbatti
fills your
environment with
bliss and calmness.
It’s five unique
fragrances elevate
your mind and soul
and bring positive
energy in your home
DISHWASH ACTIVE
LIQUID WITH LIME &
VINEGAR
Dish Wash Bar is
formulated with lime
which enables
removal of oil and
grease, while the
vinegar
enables removal of
bad odour.
Advanced Detergent
Cake with power of
Optical Whiteners &
Ultramarine Blue for
sparking white cuffs
& collars.

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• It is a unique soap
blended with fresh
milk, pure almond oil &
saffron to provide you a
young, healthy &
radiant skin tone.
• Enriched with Kesar,
Milk & Badam Oil for
Perfect Glowing skin.
The rich combination of
12% Amla extract and
Olive oil promotes hair
growth and
pigmentation.In
addition to preventing
premature graying, it
also strengthens hair
roots, thereby
preventing hair fall.The
result is rejuvenated
hair with a rich, natural
shine and silky texture.
It also prevents the
splitting of hair at ends.
Q Super White
toothpaste is carefully
formulated to offer the
best protection from
plaque. It is ideal for
gum protection and
thus gives a complete
Dental Care.
• It has special skin
toners for tough male
skin, which fights to
decrease hyper
pigmentation.
• It also provides
protection from UV
rays.
Personal care

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Water and CDIT
Q Natural water has
a distinctly sweet
taste due to its fine
balance of minerals
and virgin origin.
The heavenly climes
of the Himalayan
foothills, its valleys
and the rich flora
impart a
characteristically
fresh sweetness to
the water.

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NEW PRODUCT DEVELOPMENT
(NPD)

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Parameters considered for launching a new product
Growth in that area
Margin on product
Filler product needed in that
category to complete the family of
products

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Process of developing new product
Identification of
category of product
Unique elements
identification (eg. anti
dandruff , shiny hair etc.)
R & D team and Product
team check feasibility of such
product.
Product gets formulated and
dry run happens
Product sent to external lab
to check for harmful
chemicals etc. again
Internal sample ( with actual
pckaging ) sent to selective
people( About 50) to give
feedback
Atwork and physical
structure gets finalized in
tandem with product and
marketing team
commercial
run/Manufacturing
starts

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Challenges
No soft launch or test market before launching as done by other such
companies
No clear procedure of finding rationale to launch new product.
Most of the products seem similar to competitors
No way to get extensive primary data to get clear picture to launch new
product and it’s market acceptability and size of the market.
Product launch time is very less 1-1.5 months.
New product launch methodology is reactive in nature rather than
proactive , completely sales driven rather than sales driving.

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BUSINESS EXCELLENCE

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Business excellence is the unit of sahara Q Shop that laydown the
foundation/processes for the company to create an environment that drives the
company toward the path of success.
Following are the key areas that comes under
business excellence
Process
standardisation/designing
Process compliance/control
Process improvement

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For Q Shop the current focus is on process standardization
Quality
Product team
Quality team
QVT ( Quality
vigilence team)
It’s closely related to quality it has created 3 layers of quality process in Q Shop

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Mission , vision and Quality policy
Mission
Q=Quality=Purity=Our mission
Quality Policy
We at Sahara Q Shop are committed to create practices better than the best and Inspiring people to join and build a
world class organization at every level to lead with authority, accept accountability and executive organizational
strategies by creating a one stop shopping solution for consumers. Our primary objective is to offer unadulterated best
in class quality products at the most competitive prices in consumer packaged goods , organic range of foods,
consumer durables , lifestyle and luxury segment.
Vision
We want to build strong and resilient India by –
1. Delivering customers unadulterated and quality consumer products at competitive prices.
2. Following 100% disclosure policy of ingredients on Sahara Q Shop products
3. Bring in innovation on Sahara Q Shop products at great speed

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Challenges
Targets are given verbally , no consequence management
Process compliance needs improvement
Store inventory not known to sales person
Expiry in process food-15%
Expiry in staples-7-8%
CDIT expiry might come in bulk in near future
No clear policy on expired material, occupy large space in
warehouses
Information flow is erratic

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MARKETING

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Functions
Functions of sahara’s marketing team
Give inputs for new products
Launch campaigns for various products
Market research
Give support to products near expiry by promoting them
Handle ATL and BTL planning

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Initial market research
• Identify buying trends and consumption pattern of Indian
customers
• Capture regional eccentricities in buying behavior
• Study patterns specific to different income groups
Following were the objectives for market research
when business started

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State
No. of
Respondents
State
No. of
Respondents
State
No. of
Respondents
State
No. of
Respondent
s
HP 62 Arunachal 5 Chattisgarh 839 AP 1168
Chandigarh 14 Assam 461 Goa 15 South 1168
Haryana 637 Bihar 249 Gujarat 1209
Punjab 247 Jharkhand 1249 MP 2421
Delhi 122 Orissa 2339 Maharashtra 447
Rajasthan 3961 Tripura 53 West Zone 4931
UP 441 West Bengal 863
Uttarakhand 235 East Zone 5219
North Zone 5719
All India 17040
• Families with family size of more than 15 not considered
• families with per capita consumption of more than 10 kg of atta not considered, as per national sample survey, highest is rural punjab at 9.2 kg
• families with per capita consumption of more than 5 kg of dal not considered
• families with per capita consumption of more than 5 kg of oil not considered
• families with per capita consumption of more than 15 kg of rice not considered, as per national sample survey, highest is rural orissa at 13.92 kg
Sample universe captured

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National figures
50.5%49.5%
Occupation
Business
Service
19.46%
31.42%
20.26%
10.02%
18.83%
Monthly Income
Less Than 5000
5000 - 10000
10000 - 15000
15000 - 20000
Above 20000
• The monthly income of 50% respondents is below Rs. 10,000
• There is an equal divide between service & business class
- Demographics

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Monthly Income
National North East West South
Less Than 5000 19% 25% 18% 17% 22%
5000 - 10000 31% 24% 38% 32% 31%
10000 - 15000 20% 17% 22% 21% 24%
15000 - 20000 10% 14% 7% 9% 7%
Above 20000 19% 21% 15% 21% 16%
0%
5%
10%
15%
20%
25%
30%
35%
40%
• 55% respondents in East region earns less than Rs. 10000 per month
• North & west, at 21%, has the highest percentage of respondents earning
more than Rs. 20,000

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Conclusions
In 88% of the families
surveyed, the male of the
house goes for grocery
shopping
A substantial number of
households surveyed
depends on home produced
Wheat & Rice(21% & 15%
respectively)
UP has the highest number
of households using home
grown staples followed by
Himachal Pradesh &
Rajasthan
UP has the highest per family
consumption of atta at 29 kg
per month, whereas Punjab
has the highest per capita
consumption at 5.5 kg
Packed atta has quite low
penetration across India
barring few states like
Punjab, Delhi
Arhar dal has 64% share in
customer basket, though in
North it’s at 41%. Chana Dal
has 34% share in North
owing it to states like
Rajasthan & HP
Against the national average
of 3.76 kg of family
consumption, East zone
averages around 4.08 kg
followed by West at 4.04
Gujarat has the highest
consumption of edible oil at
7.21 kg per family against the
national average of 4.81 kg
Refined oil is the most used
oil in India with 55% share,
though in North & East zone
has high percentage of
Mustard Oil at 42% & 54%
respectively

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Conclusions
Whole spices are preferred by
customers over powdered ones
except in West zone where
whole spices have quite low
penetration at just 18%
East & South are the largest
rice consuming markets, with
family consumption of 29 kg &
32 kg respectively against the
national average of 17.4 kg
In high consumption markets
of rice, close to 70% customers
prefers to buy rice below Rs. 25
per kg, wherein customers in
low consumption markets pay
a relatively higher price
The penetration of breakfast
cereal is quite low in India, East
zone has only 15% customer
buying breakfast cereals

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Marketing plan development
• Corporate communication team gives a marketing plan and
it’s costing
• Again Q Shop marketing team brainstorm on that and gives it
final shape in terms of costing and media used
• Marketing team also manages BTL plans as and when new
offers come from business intelligence team
Sample of the print media plan sheet:
Name Edition Language Size Hue Creative GT Focus
Dainik
jagran
All UP+UK Hindi 80cc half Color Product
selling
there
Yes

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Marketing campaign launching
This information marketing team gets from the
sales data
Parameters used in deciding which product and
area to choose for building a campaign
For example
• Place: UP west
• Product name: Amla hair oil
• Reach of the product: Medium
• Buying behavior: Local market

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Some of the promotional material
.

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FIELD OPERATIONS

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Field operations
training was
divided into two
parts:
• A brief overview of
business by Sh.
Manish Jain Ji.
• Visit to a CoCo
(Company owned
company operated
retail store)

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Brief overview
Indian grocery market is about: $450 billion
Q Shop market share is currently miniscule hence there is a lot of growth opportunity.
In simple language Sahara Q Shop is a FMCG cum retail company (as they are using multibrand
product in retail outlets also)
Channels through which Q Shop sells it’s products:
• General trade-Sells it’s products to distributors which in turn sells it to kirana stores etc.
• Retail stores-Q Shop owns some retail stores and operates them called CoCo. Q shop sells it’s
products to various retail stores owned by other people called FoFo( franchisee owned
franchisee operated),CoRo(company owned retailer operated)
• QMS-Q mobile shop is a moving vehicle eg. about 87 vans , that have different routes which
sells Q Shop products at various pre-determined selling pit stops in their routes.
• E-commerce-E-commerce channel is the online store of selling Q Shop products.
• CCC-CCC is city connect centre , new channel brought into Q Shop .It’s a warehouse cum
retail store came into being to expand Q shop reach and also decentralize the warehousing
hierarchy.

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What is retail ?
Retail is selling in smaller quantities of products directly to the customers.
Retail is selling in smaller quantities of products directly to
the customers.
Q Shop retail numbers:
• Number of states-15
• Number of cities-507
• Number of CoCo-171
• Number of FoFo- 1077

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CoCo store in Banisquare ,
sector -47, Gurgaon
Some empty shelves Offers at store
Lower shelves
Visit to CoCo
Opening
time: 8:30
AM
Closing
time:9:30
PM

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Store operations
Ways of accepting payment at the store
• Cash
• Credit Card
• Sodexo coupons
• Cheque
Activities at the store
RECEIVING
PRODUCTS
FILL THE
SHELVES
HELP
CUSTOMERS
CREATE BILL & COLLECT PAYMENTS
PRODUCTS ARE
RECEIVED FROM SAHARA
QSHOP
WAREHOUSE/ DC
 Products are placed
attractively
 Shelves/racks should always
be full, neat and clean
 Smile
 Help customers
 Never argue
 Be polite and courteous
to customers
 Smile
 Create bill for all items purchased
 Present the bill
 Collect the payment
 Thank the customer
 Smile

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Stock filling procedure at the Store
Peridically e-mail sheet comes
to the store how much stock
of various SKUs is teher in
their warehouse*
Sheet is filled up with the
required items and sent to
head office.
Processing of procuring
material etc. is done in head
office
Ultimately material is
delivered at the store
2 Copies of GRN(Goods
receipt note) are made one
for the store and one for the
warehouse(Stamped GRN), if
material is short /expired
mentioned on warehouse
GRN itself

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Challenges
1. No physical inventory check done till now
2. Delivery of material is many a times delayed
3. No planogram followed
4. Too many registers( about 17) at the stores for various
documentation
5. Material before 45 days of expiry date must be received by the
stores but in other such company that time is about 60 days.

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RETAIL ACCOUNTANCY

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Retail Accountancy is mainly supported by POS
system whose data is integrated into SAP for
reconciliation:
• Cash Collection
Money is collected in four forms:
– Cash
– Cheque
– Credit Card
– Sodexo Coupons

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QMS Cashier
Area Executive/Regional Manager
Commercial Executive
Transfered to Bank via CMS system
Report
Cash
CMS
Cash Collection
FOFO Model
Franchise Owner
Area Executive
Transfered to Bank via CMS
system
Pays
Cash

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Account Receivables
Store
Manager
• Enter Sales in POS and to mail to finance every day in exc
el format
• Transfer cash through CMS and to update finance about
the same
• Sodexo Coupons are sent to finance team once every
month
SAP Team
• Update Cash sales in SAP against SAP id of each store
• Credit Card entry in SAP to be done by a team in Mumbai
Finance
• Reconcile cash sales , credit sales with the bank accounts and expenditure
• Sudexo coupons are to be reimbursed with the concerned company
• In case of any discrepancies , finance executive has to call store manager
for the corrections
• Update SAP after final reconciliation

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Account Payables
Purchase
• Release Purchase Order(PO) to Vendor according to negotiated rates and
terms
Vendor
• Send invoice along with goods to warehouse
SCM
• Receive goods in warehouse, prepare its Good Receipt Note ( GRN) and
enter in SAP
• Send GRN and invoice to finance
Finance
• MIRO reconciliation is done with the help the following documents
• Invoice
• PO Copy
• GRN Copy
• Transport Copy
• Need to check rate and quantity in invoice is according to Purchase order
• Payment is released according to credit terms
• Update data in SAP after the reconciliation

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WATER

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WATER
Water as a product has a separate supply chain team ( Production/ Transport/
Operations)
Natural Mineral
Water
• Available in 250 ml,
500 ml and 1 ltr
bottles
• Nature water is
filtered without any
contaminants,
natural or man made
Package Drinking
Water
• Available in 250 ml,
500 ml, 1 ltr and 2 ltr
bottles and jar of 20
ltrs
• Treated through a
seven step
purification process
Soda
• Available in
600 ml bottles
• It has been
introduced
quite recently

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• Contribution of Package drinking water to total
revenue from water is 60% while that of Natural
Mineral Water is 40%
• Channels for water SCM is different from other
products. They are distributed mainly though
channel 30 (Distributor) and channel 40
(Stockist). It is also distributed through Retail
channel, though demand is very less in it
• Current month sales(June’2014) through water
division is around 6 Cr
• There are around 2000 Distributors all over India
WATER

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Payment is received
from distributor against
order
Order is placed to plant.
Transport Arrangement
to be made
Stock is transported
from vendor to
distributor end
Invoice from vendor and
distributor receiving is
sent to finance
WATER SCM

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PRODUCT

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• Production of the goods according to demand provided by
Supply chain team. They
• Coordination with vendor at external end along with
purchase and quality team internally to endure product is
manufactured in right time with right quality and at right
price.
• Coordination with marketing and legal team for art work of
the labels used for packaging of the materials.
• Fix raw material and packaging material cost with vendor
and also negotiate best processing cost with them
• Product team is divided according to type of product- Food
and Non Food. Food team is further divided into Staples
and Processed foods whereas Non Food is divided into
Personal Care and Home Care
Functions of Product Team

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Process Followed
Schedule demand from SCM
Requisition of Performa Invoice(PI) from
Vendors
RM Cost and Packaging material are fixed .
Vendor to quote processing cost
PI to be send to purchase ( min 3
quotations ). Selection of vendor to be
done
Production executive based at plant is
responsible for production
Quality team is intimated for quality checks
at production site
SCM is intimidated for logistics arrangements

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POINT OF SALE

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POS Architecture
S POS
S POS
S POSInternetC POS
• Software purchased by Sahara Q Shop from Polaris Systems. It
is used to register Sales and other details though all company
and franchise stores throughout India
• It works on client- server architecture
• Client (SPOS known as Store Point of Sale) is deployed at every
store
• Server (CPOS : Central Point of Sale) is deployed at IDC
Mumbai. Data is stored in servers located in IDC Mumbai

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Store POS
SPOS is deployed in form of Retail XL interface. It has three basic
functions:
• RXL Base
– It is used for recording inward movement of goods into the
store from warehouse
– Inward material will be added to inventory of store
• RXL Pos
– Its purpose is to do billing and record data
– Store Inventory gets updated according to sales
• RXL Viewer
– It is used to generate reports : daily sales, store inventory
etc
• At QMS, mobile machine is deployed which has in-build SIM
cards and thus connected to CPOS using GPRS

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Client POS
• CPOS is deployed at IDC Mumbai and it is
connected to all SPOS present in all
stores/QMS through internet
• Updating price/promotion details
– If price of a particular item gets changed, it is
updated in CPOS which will sync all SPOS. CPOS will
make a tag which is transferred to all SPOS through
internet. It has two files :
• .txt - > tag information
• .zip -> all details

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Client POS
Registration of New Store/Franchise
– For registration of new franchise/store, Business development or
Area Manager mails to project team which further mails it to IT
team with the following details :
• SAP CODE
• Store Name
• Store Address
• State
• PIN Code
• Delivery Plan ( Warehouse from which store will be supplied)
– IT team mails all details to representative from Polaris Company
for new license. Polaris representative to perform following
functions :
• Creation of new license
• Database creation
• System configuration ( Remote connection)

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BUSINESS INTELLIGENCE

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Objectives
• Keep management updated about market
trends
• Analyze sales of different type of products and
channels
• Suggest to the management steps that need
to be taken to improve profitability

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60%
10%
15%
15%
Sales
Staples Non Food Processed Foods Water
• To penetrate into rural market, new channel -> Super stockist has been added who
will further distribute to sub distributors in rural areas. Margin given to super stockist
will be (X – 5)% where X = margin from PTD (price to distributors)
• Focus will be now on few products and SKUs. Personal Care contribution to sales in
quite low, so most of products (except soaps and oil) are in process of elimination. Out
of earlier 349 products , now only 69 SKUs and 19 products will have focus in General
Trade category
General Trade

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General Trade
• A new channel CCC (City connect centre) has
been added to improve efficiency and reduce
overhead costs. Its salient features are :
– It is a non-conventional distribution channel
– Business Development and Distribution of a particular
area will be managed by CCC only
– Reduction of number of warehouse as it will decrease
turnaround time plus there has been decrease in
number of products. Right now number of warehouse
in UP has been reduced from 11 to 7 with opening to
8 CCCs. Target is to have 3 warehouse and 18 CCCs all
over Uttar Pradesh

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Retail
• We are turning our stores into Multi brand
stores. We will allow our stores to sell non
competing products of other brands. It will
increase footfall as stores will be able to fulfill
complete basket of a consumer
• No of products has been reduced to 60 in
number and having 224 SKUs

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PURCHASE

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Functions of Purchase
• Procuring Materials: Procure all necessary materials
needed for production or daily operation of the
company or government organization. In a retail
environment, the purchase department makes sure
there is always sufficient quantity of product on the
shelves or in the warehouses to keep the customers
happy and keep the store well-stocked.
• Evaluating Price: To evaluate whether it is receiving
these materials at the best possible price in order to
maximize profitability. Purchase department may
communicate with alternate vendors, negotiate better
pricing for bulk orders or investigate the possibility of
procuring cheaper materials from alternative sources
as part of their daily activities.

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● KIDS CARE
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• Paperwork and Accounting: Purchase department handle
all of the paperwork involved with purchasing and delivery
of supplies and materials. Purchase ensures timely delivery
of materials from vendors generates and tracks purchase
orders and works alongside the receiving department and
the accounts payable department to ensure that promised
deliveries were received in full and are being paid for on
time
• Policy Compliance: Purchase departments handle all of the
paperwork involved with purchasing and delivery of
supplies and materials. Purchase ensures timely delivery of
materials from vendors generates and tracks purchase
orders and works alongside the receiving department and
the accounts payable department to ensure that promised
deliveries were received in full and are being paid for on
time
Functions of Purchase

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PURCHASE ORDER
• Purchase orders are normally accompanied by terms and conditions which
form the contractual agreement of the transaction
• The supplier then delivers the products or service and the customer
records the delivery (in some cases this goes through a goods inspection
process)
• An invoice is sent by the supplier which is cross-checked with the purchase
order and documents specifying which goods have been received
• The payment is then made and transferred to the supplier
TYPES OF PURCHASE ORDER
• Standard - a onetime buy
• Planned - an agreement on a specific item at an approximate date
• Blanket - an agreement on specific terms and conditions: date and
quantity and amount are not specified
Purchase Order

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Purchase Order
Recognition and description of need
Transmission of need
Selection of Source to satisfy the need
Contracting with the accepted source
Following up with the source
Receiving and inspecting material
Payment and closure of the case

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• A purchase requisition is a request sent to the purchase department to
procure goods or services. It is originated and approved by the
department requiring the goods or services.
• Typically, it contains a description and quantity of the goods or services to
be purchased, preferred make, a required delivery date, account number
and the amount of money that the purchase department is authorized to
spend for the goods or services.
• A purchase requisition is owned by the originating department and should
not be changed by the purchase department without obtaining approval
from the originating department. This important distinction (e.g. essential
control) is not clearly defined in some of the more popular integrated
procurement software systems on the market today.
• A purchase requisition is not a purchase order and therefore should never
be used to purchase goods or services or be used as an authorization to
pay an invoice from a supplier or service provider
Purchase Requisition

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QUALITY

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● KIDS CARE
● RETAIL
Quality management ensures that an organization, product or
service is consistent. It has four main components: quality
planning, quality control, quality assurance and quality
improvement
How SQS achieves Quality
Quality System Design
Product Design
Selection of Vendors
Quality of Raw Materials
Processes
Manufacturing Control
Post Manufacturing Control
Inspection and Analysis
Complaints Handling and Improvement

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• Principals/Standards based on HACCP, ISO 9001 (QMS), ISO 22000 (FSMS),
BIS, FSSAI norms
• Product Specific Manuals
• Includes process steps, specific HACCP Monitoring plan, Process flow
diagram, RM-FG specs, Test methods, Formats, sampling plan & SOPs
• Covers Good Manufacturing Practices (GMP), Good Hygienic Practices
(GHP), OPRP (Operational Pre-Requisite programs), CCP (Critical Control
Points)
• 100 point vendor selection criteria to assess vendor facility based on FSSAI
recommendations.
• Built in QI (Quality Index) that captures & analyses data related to
Raw/packaging Materials, Process, Package & Finished Product for each
Product & Batches
• SQMS includes our labs based in Sahibabad, LKO, Patna equipped to
conduct physical, chemical, microbial test & adulteration
• The SQMS Lab manual covers test methods which are based on FSSAI, BIS,
AOAC guidelines
Sahara Quality Management System

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• At Sahara, each Vendor is selected post audit, based on 100 Point
Checklist on guidelines of FSSAI, ISO – 22000, ISO - 9001 & Global food
safety standards (BRC norms)
• The checklist covers requirements for Quality & Food Safety Systems & is
divided into CRITICAL, MAJOR & MINOR categories
• Acceptance criteria is a score of Min. 80% with all CRITICAL requirements
complied
100 point audit Checklist covers
• Compliance to legal/statutory requirements
• Infra-Structure
• Quality Control
• Product Protection
• In-coming material control
• Processing Control
• Final product Control
• Cleaning, sanitation practices
• Employee Hygiene
• Pest Control
• Training
• Quality Assurance
• Warehousing and Transportation practices
• Corrective and preventive action plan
• Weights and Measures
100 point audit Checklist

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For Product design following points are taken into considerations
• Shelf life studies
• Product Packaging Compatibility
• Complete product analysis including adulterants
• Nutritional Claims
Selection of Vendors
• Following steps in order are taken before finalizing any vendor:
• Self-Assessment based on 100 point checklist by Vendor packer.
• Initial Audit by QA team at vendor site & share the assessment sheet with
vendor
• Preparation of Audit finding summary report with critical and major gaps
for corrective action.
• Follow up for the corrective action taken by vendor
• Verification for the closure of gaps
• Site approval and agreement
• Trials and commercial production
• Continuous monitoring and improvement
Product Design and Selection of Vendors

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• Raw material and packing quality assurance
• Fumigation of raw material in case of staples
• GMP Verification & Pest Control
• On-Line testing & monitoring
• Finished product quality control
• Storage of finished product
• Terminal inspection
• QC release note
• Dispatch of the Final Product
Quality in Manufacturing and Post Manufacturing(1/3)

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All dispatches to warehouse are post Positive release
by Quality Assurance
• FG samples are sent to Sahara Laboratory for final
analysis for checking of Physical, Chemical, Micro-
Biological & different type of Adulterants
• FG ready is checked for sealing, coding, count,
weights in Terminal inspection
• Product QC release is based on satisfactory results
of FG test Lab report and terminal inspection.
• If Samples fails in Sahara Lab test reports, the
vendor packer & product team shall be informed
and suitable corrective and preventive actions are
initiated

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Additional Tests done by Sahara Q-Shop, not specified in FSSAI
• Microbial standards in corn flakes/biscuits/papad/namkeens
• Limits for acidity, pH, Salt in Pickle
• Moisture, Total ash, fat, pH in biscuits
• pH in Ketchup
• Fat, Salt, Saturated fat in vermicelli
Adulteration tests done by Sahara Q-Shop
• Addition of non-permitted color, use of rancid oil (presence/absence
tested) in Chips
• Addition of non-permitted color (presence/absence) in jams
• Usage of rancid oil & argemone oil (presence/absence) in noodles
• Random checks for addition of Cane Sugar syrup/invert sugar (C4 Sugars)
in Honey
• Synthetic colors in turmeric, besan, namkeens
• Cotton seed oil, castor oils etc. in mustard oil
• Argemone seeds in Rai, khesari daal in pulses

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HoReCa

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● ENTERTAINMENT
● KIDS CARE
● RETAIL
Horeca (or HORECA) is the sector of the food service industry
that consists of establishments which prepare and serve food
and beverages. The term is a syllabic abbreviation of the
words Hotel/Restaurant/Caterers
HoReCa
Hotels
• 1980 units
• 21% Growth Rate
Restaurant
• 1.5 Million
Outlets
• US 13 $ Billion
• 48%Growth Rate
Caterers
• US 5$ Billion
• 20% Growth
Rate

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● RETAIL
HoReCa Channels
HoReCa
Direct
Institutional
Distribution

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HoReCaCompetition in the Market
Competition in the Market
Internal
- Specialist
- Wholeseller
- Importer
External
- Metro
- Carrefour
- Best Price
Challenges Faced
Internal
• Sourcing
• Warehousing: - not
able to locate the
warehouse
• Technology
External
•Delivery: - Delay in
delivery
• Receivables:- Delay
in Payments
• Market Awareness

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HoReCa SegmentsCompetition in the Market
40%
30%
30%
Max Selling Products
Oil Sugar Rest
50%
30%
20%
Segment Revenue
Caterars Hotels Restuarants

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● KIDS CARE
● RETAIL
Supply Chain Management

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● KIDS CARE
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Supply chain management (SCM) is the management of the flow of goods. It
includes the movement and storage of raw materials, work-in-process
inventory, and finished goods from point of origin to point of
consumption. Interconnected or interlinked networks, channels and
node businesses are involved in the provision
of products and services required by end customers in a supply chain.
Value Chain Model in Sahara Q-Shop
SCM
Inbound
• Sourcing of Vendors
• Purchase of Raw Materials
Operations
• Manufacturing of Goods
• Quality Check
Outbound
• Delivering it to warehouses and Customers

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SCM Structure
Sales
Projection
Production
Plan
Category or
Product Team
Master P.O.
Inventory
Team
P.O.
Logistics
Vendor
Warehousing
Customer

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● ENTERTAINMENT
● KIDS CARE
● RETAIL
• Bakoli, Delhi NCR.
• Kanpur, U.P.
• Jaipur, Rajasthan.
• Bhiwandi, Maharastra for West India.
• Muzzafarpur, Bihar for East India.
• Hyderabad, Andhra Pradesh for South India
Mother Warehouses

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● KIDS CARE
● RETAIL
Retail Operations

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● KIDS CARE
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Sales and Distribution in Retail
• Sales Target is given to COCO stores based on the 4 months
average sales of the store.
• Whereas, the incentives to FOFO store is given based on the
sales volume
– On and above the sales of INR 200,000 the PTD or price to
distributor is given to the franchise. Otherwise PTR (Price to
Retailer) is given to the franchise on below INR 200,000 sales.
Challenges
• Pending GRN
• Products in POS not updated in terms of price
• MRP differences
• Stock Availability
Retail Operations

● LEARNING
● HOSPITALITY
● ENTERTAINMENT
● KIDS CARE
● RETAIL
Ways to use learning in Q Centres
Q CentresQ Shop
Forward integration
Q Centres Q Shop
This would be of great help in creating
synergy between
Q Shop’s forward integration into Q
Centres in terms of sales targets,
supply chain, relationship
management, finances etc.

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● KIDS CARE
● RETAIL
Quality: Q Centre can inbibe best practices in terms of Quality in QCentres to make a whole
some Q umbrella brand in terms of quality and consistency.
Retail operations and planning/Supply chain : Operations and supply chain in Q Shop can be
used in Q Centres in terms of sourcing,logistics.
Purchase/Accounting: We can use Q shop procedures interms of purchase and accounting in
Q Centres also.
Marketing: Way of working in terms of coordination with corporate entities can be used in
marketing of Q Centres.
HoReCa: Q Centres interms of business with bulk buyers such as cateres,Institutions etc. can
get practices and procedures from HoReCa of Qshop which would help us is getting a ready
made template in terms of how to approach and close the deals.
IT : In terms of IT we can use existing infrastructure of IT in Q Shop in our own Q Centres and
also collaborate with them in terms of practices and procedures.
Revenue generation: We can also take the existing practices in terms of sales targets areawise
, vertical wise etc.
Ways to use learning in Q Centres

● LEARNING
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● ENTERTAINMENT
● KIDS CARE
● RETAIL
THANK YOU AND SAHARA PRANAM

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