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$450 billion retailmarket by 2015( = Italy)       300 million       shoppers                                              ...
CE – Huge   Mkt
Top Categories by Value JAS 2011                         Average Selling Price (In USD)    Online Buyers 17.3million      ...
Credit Card – Still Nascent
3                                                                                                            Others     1%...
   Factors affecting location        Intended target market        Type of products        Suitability of site for cus...
   Consumers want convenience, a subjective measurement   Convenience Measurements    - Distance             - Parking  ...
     Free standing structure     Central Business District (CBD)     Shopping Malls (avg. age 23 yrs 2012)    - Neighbo...
   Retail buyers must match their product selection, quality, price with    constantly changing consumer wants.   Scramb...
-   The retail store merchandise must change as consumer wants changeProduct Selling CyclesNB’s…..a relatively short term ...
Store           Location                          Store   Store                        Promotions   Hours Store           ...
   The sum total of all store stimuli, interior & exterior    physical characteristics that appeal to emotions    (psycho...
   Social factors: In store service (sales personnel social & emotional labor)    - Courteous         Rude behavior    -...
    Personal Service Climate- Calls for a highly motivated,      experienced & well paid work force    - Retail jobs ofte...
Location + Merchandise + Services + Atmospherics + ?  Store Image                    Advertising Medium(s)    Newspapers ...
Price and ValueQuality and Selection of Merchandise                                             44%Service                ...
Retailers                     ResellersExclusive Distribution          Intense DistributionStore Loyalty                  ...
Perusa Yusii
The changing buying and selling trends
The changing buying and selling trends
The changing buying and selling trends
The changing buying and selling trends
The changing buying and selling trends
The changing buying and selling trends
The changing buying and selling trends
The changing buying and selling trends
The changing buying and selling trends
The changing buying and selling trends
The changing buying and selling trends
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The changing buying and selling trends

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The changing buying and selling trends

  1. 1. $450 billion retailmarket by 2015( = Italy) 300 million shoppers Larger tax 1.6 millions retail base jobs Lower waste via Lower consumer Add $3-4 billions price 3-5% more efficient in GDP of five supply chains years
  2. 2. CE – Huge Mkt
  3. 3. Top Categories by Value JAS 2011 Average Selling Price (In USD) Online Buyers 17.3million Mobiles & Accessories 72 Top 10 Computers & Peripherals 82 USD 81mn/ Travel Non-Travel quarter Consumer Electronics 47 Health & Beauty 32 3.87mn 4.7mn 8.76mn Jewellery 76 22% 27% 51% Fitness & Sports 46 Cameras & Optics 89Source: Juxt India Online 2011 Study July 2011 Kitchen & Home Appliances 31 Online buyers of ‘non-travel’ products (13.5 Apparel & Accessories 20 million) outnumber ‘travel’ ones (8.6 million) Memory Cards, Pen Drives & HDD 26 Home, Decor & Furnishings 26 Most bought ‘non-travel’ products are mobile Toys, Games & Baby 32 phones & accessories, computer hardware and Watches 42 consumer electronics Books & Magazines 13 Coins & Notes 66 Most bought ‘travel’ products are Cars, Bikes & CVs (Accessories) 16 Everything Else 13 train tickets and air tickets Tools & Hardware 23 Musical Instruments 59 Movies & Music 5 Collectibles 19 Source: Juxt Quarterly Non-Travel Shopping Brand Track & Market Share Estimation Study (4000+ sample of online non-travel buyers) – JAS 2011
  4. 4. Credit Card – Still Nascent
  5. 5. 3 Others 1% Unique Non-Travel Buyers per Quarter Cash Card 1% 2.00 2 e-currency 3% Rate of return 1.27 1.07 Cheque/DD on Delivery 10% 30 to 40% 1 0.62 0.64 0.68 0.41 Cash on Delivery 41% Net Banking 42% 0 JFM10 AMJ10 JAS10 JFM11 AMJ11 JAS11 OND10 Credit card 48% Debit card 58% Source: Juxt Quarterly Non-Travel Shopping Brand Track & Market Share Estimation Study (4000+ sample of online non-travel buyers) 0% 20% 40% 60% 80% 100%100% Credit Card Ownership • Of the 13million around 2million unique people transact in any given month 80% Net Banking Users • Credit card penetration among Internet users is relatively low and 60% remained stagnant 38% 38% 40% 29% 31% • Users use on an average 2 mode of payments, ‘Cash on Delivery’ is growing 20% and throwing unique challenges 24% 25% 26% 25% 0% 2008 2009 2010 2011
  6. 6.  Factors affecting location  Intended target market  Type of products  Suitability of site for customer access  Characteristics of existing retail operations Three most important words in retailing: Location … location … location!
  7. 7.  Consumers want convenience, a subjective measurement Convenience Measurements - Distance - Parking - Time - Traffic congestion  = Convenience
  8. 8.  Free standing structure Central Business District (CBD) Shopping Malls (avg. age 23 yrs 2012) - Neighborhood shopping center - Community shopping center - Regional shopping center Non Traditional Shopping Center - Factory Outlets - Mini warehouse mall
  9. 9.  Retail buyers must match their product selection, quality, price with constantly changing consumer wants. Scrambled merchandising- adding unrelated products to generate traffic & higher margins
  10. 10. - The retail store merchandise must change as consumer wants changeProduct Selling CyclesNB’s…..a relatively short term selling life cycle - (under 3 months)DT’s….a relatively enduring selling lifecycle - (over 3- 6 Months)
  11. 11. Store Location Store Store Promotions Hours Store StoreServices Layout/Image Store Personnel
  12. 12.  The sum total of all store stimuli, interior & exterior physical characteristics that appeal to emotions (psychological field) Components: Ambient factors, Design and Social Factors. Ambient Factors (Perceptions) - lighting - sounds - smell
  13. 13.  Social factors: In store service (sales personnel social & emotional labor) - Courteous  Rude behavior - Knowledgeable  Low information - Service  Insincere - Employee dress norms (casual ??) Make it convenient & pleasurable for customers to shop and pay for merchandise
  14. 14.  Personal Service Climate- Calls for a highly motivated, experienced & well paid work force - Retail jobs often pay poorly, are not challenging and produce high turnover Average length of employee tenure with retailers 7 - 12 months 8% 1 - 2 years 29% 30% 3 - 5 years 5 + years 33% Estimates: 2012
  15. 15. Location + Merchandise + Services + Atmospherics + ?  Store Image Advertising Medium(s) Newspapers - Television - Radio - Magazine - Direct Mail - Videos-Web
  16. 16. Price and ValueQuality and Selection of Merchandise 44%Service 34%Shopping Environment 11% 11%
  17. 17. Retailers ResellersExclusive Distribution Intense DistributionStore Loyalty Brand LoyaltyHigh Markup +Volume Low Markup/High Volume Love - Hate Relationship
  18. 18. Perusa Yusii

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