Reliance Retail Marketing - Customer Certe

PROJECT REPORT CUSTOMER CENTRICITY AT VALUE FORMAT STORE

ORGANIZATION NAME: RETAIL SUBMITTED BY:

RELIANCE

DECLARATION I will take pleasure in declaring that the project work that is undertaken by me is an original and authentic work done by me. This project is being submitted I partial fulfillment for award of degree of Post Graduate Programme in Management from The content of this report is based on the information collected by me during my tenure at Reliance Retail Ltd. (New Delhi) for two months of training from

CONTENTS 7

PAGE NO. Preface

Executive summary

8

1.1

Overview

9-10

1.2

Rational of Study

11

1.3

Retailing Sector

12-18

A) Policy Initiatives

16

B) Road ahead

17-18

1.4 Retail Sector in India

19-39

A) Major players in retail industry

22-23

B) FDI in Indian retail sector

24-25

C) Growth of retail companies in India

26-27

D) Emerging trends in Indian retail sector

28-30

E) Scope of the Indian retail sector

31-33

F) Challenge facing the Indian retail sector

33-36

G) Format in Indian retail sector

37-39

1.5 Reliance Industry Ltd.

40

1.6 Reliance Retail Ltd.

41-45

A) Products of Reliance stores

45

1 Introduction

1.7 Reliance Fresh

46-52

2 Review of Literature

53-54

3 Research Methodologies

55-62

3.1 Objective

55

3.2 Scope

55-56

3.3 Meaning

56

3.4 Research Design

57

3.5 Data collection

58

3.6 Research instrument

58

3.7 Sampling

58

3.8 Sample size

58

3.9 Tools and Technique

58

3.10 Daily Reporting

59

3.11 Store observation report

60

3.12 Questionnaire

61-62

4 Data Analysis

63-68

5 Suggestions

69

6 Limitations

71

7 Bibliographies

72

PREFACE The success of the entire business depends on the satisfaction of the customers. The voice of the customer plays a vital role to improve the business. The motivation and the resultant buying behaviour assumes great importance. We have tried to put our best effort to complete this task on the basis of skill that we have achieved during our studies in the institute. We have tried to put our maximum effort to get the accurate statistical data. However we would appreciate if any mistakes are brought to us by the reader.

EXECUTIVE SUMMARY After getting a lot of knowledge and the experience from the respected and honored faculty and concern staff, It was the time to use that knowledge and experience in practical and this opportunity was provided by the Reliance Retail to me. Reliance Retail gave me the opportunity to do work on project titled “A project to evaluate customer centricity at Value Format Stores”. The main focus of this project was to know about the customers feedback and to where the need of the improvement. By this project we tried to know customers satisfaction from our service. If the customers are not satisfied with our service and due to any reasons than we try to do the proper improvement to satisfy the customers. The customers are the only reason why we are in business, so satisfying them will ultimately make our business more profitable. There is a need to highlight the importance of a customer service climate in Value Format Stores. A climate that emphasizes courtesy and competence, and a work environment that promotes strong working relationship and empowerment.

OVERVIEW- STUDY OF CUSTOMER CENTRICITY AT VALUE FORMAT STORE:Customers are the very essential part of the every business. The voice of the customers is playing a vital role in the growth of the any organization. Customer’s voice gives a right direction of improvement to the business. By the study of the customer’s centricity we can know about the perception and need of the customer and we can mould our operation as per the customers need or demand.

When a customer goes for buying something, there is many things those influence the decision of customer which type of shop or store we should go, we go for malls, any exclusive store, company outlets, general store or departmental store and any common shop etc. And also these things influence the purchase decision of the customers.

(A) FACTORS INFLUENCING CONSUMER BUYING BEHAVIOR There are four major factors that influence the buying behavior such as cultural factors, social factors, personal factors, and psychological factors. i.

CULTURAL FACTORS: Culture is the most fundamental determinant of a person’s needs and behavior. Values, perceptions, preferences, and behavior are the main variables under culture of an individual. Each culture contains sub-culture like nationality, religious group, geographical area, and linguistic divisions etc.

ii.

SOCIAL FACTORS: A consumer behavior is also influenced by social factors such as the consumer reference group family and social roles and status.

iii.

PERSONAL FACTORS: A buyer decision is also influenced by his or personal characteristics, notably the buyers age, lifestyle, occupation, economic circumstances etc.

PSYCHOLOGICAL FACTORS: A person buying choice is also influenced by four major psychological factors such as motivation, perception, learning belief and attitudes.

VALUE FORMAT STORE:With the changing of the time, the customers perception, preference and lifestyle also changing. In this busy schedule the peoples are not have enough time to shopping at different-different places. So customers are wanting to all the necessary things under a roof with all facility. These value format stores provide all the necessary things and

facility under a roof. These store provide all FMCG, Durable, Vases, Garments, Skincare and daily usages things with in a store with home delivery facility.

RATIONAL OF STUDY The customers are only reason why we are in business, so satisfying them will ultimately make our business more profitable. There is a need to highlight the importance of a customer service climate in value format stores. Custmers feedback will help us not only identify the problem areas but will also demonstrate to our customers that we care and are proactive in looking for ways to improve the service that we provide. This will give the customers a chance to voice any displeasure or come forward with truly constructive suggestions that could help our business. The project helpful to know about the opportunity and threat available in the market for the business and also help to improve in the present condition. This study gives me the chance to learn about the consumer behavior.

RETAIL SECTOR

The Indian retail market, which is the fifth largest retail destination globally, has been ranked the second most attractive emerging market for investment after Vietnam in the retail sector by AT Kearney's seventh annual Global Retail Development Index (GRDI), in 2008. The share of retail trade in the country's gross domestic product (GDP) was between 8–10 per cent in 2007. It is currently around 12 per cent, and is likely to reach 22 per cent by 2010. India retail industry is the largest industry in India, with an employment of around 8% and contributing to over 10% of the country's GDP. Retail industry in India is expected to rise 25% yearly being driven by strong income growth, changing lifestyles, and favorable demographic patterns. It is expected that by 2016 modern retail industry in India will be worth US$ 175- 200 billion. India retail industry is one of the fastest growing industries with revenue expected in 2007 to amount US$ 320 billion and is increasing at a rate of 5% yearly. A further increase of 7-8% is expected in the industry of retail in India by growth in consumerism in urban areas, rising incomes, and a steep rise in rural consumption. It has further been predicted that the retailing industry in India will amount to US$ 21.5 billion by 2010 from the current size of US$ 7.5 billion. Shopping in India have witnessed a revolution with the change in the consumer buying behavior and the whole format of shopping also altering. Industry of retail in India which have become modern can be seen from the fact that there are multi- stored malls, huge shopping centers, and sprawling complexes which offer food, shopping, and entertainment all under the same roof. India retail industry is expanding itself most aggressively, as a result a great demand for real estate is being created. Indian retailers preferred means of expansion is to expand to other regions and to increase the number of their outlets in a city. It is expected that by 2010, India may have 600 new shopping centers. In the Indian retailing industry, food is the most dominating sector and is growing at a rate of 9% annually. The branded food industry is trying to enter the India retail industry and convert Indian

consumers to branded food. Since at present 60% of the Indian grocery basket consists of nonbranded items. India retail industry is progressing well and for this to continue retailers as well as the Indian government will have to make a combined effort.

A McKinsey report 'The rise of Indian Consumer Market', estimates that the Indian consumer market is likely to grow four times by 2025. Commercial real estate services company, CB Richard Ellis' findings state that India's retail market is currently valued at US$ 511 billion. Banks, capital goods, engineering, fast moving consumer goods (FMCG), software services, oil marketing, power, two-wheelers and telecom companies are leading the sales and profit growth of India Inc in the fourth quarter of 2008-09. India continues to be among the most attractive countries for global retailers. At US$ 511 billion in 2008, its retail market is larger than ever and drawing both global and local retailers. Foreign direct investment (FDI) inflows as on January 2009, in single-brand retail trading, stood at approx. US$ 25.18 million, according to the Department of Industrial Policy and Promotion (DIPP). India's overall retail sector is expected to rise to US$ 833 billion by 2013 and to US$ 1.3 trillion by 2018, at a compound annual growth rate (CAGR) of 10 per cent. As a democratic country with high growth rates, consumer spending has risen sharply as the youth population (more than 33 percent of the country is below the age of 15) has seen a significant increase in its disposable income. Consumer spending rose an impressive 75 per cent in the past four years alone. Also, organized retail, which accounts for almost 5 per cent of the market, is expected to grow at a CAGR of 40 per cent from US$ 20 billion in 2007 to US$ 107 billion by 2013. India has emerged the third most attractive market destination for apparel retailers, according to a new study by global management consulting firm AT Kearney. It further says that in India, apparel is the second largest retail category, representing 10 per cent of the US$ 37 billion retail

market. It is expected to grow 12-15 per cent per year. Apparel, along with food and grocery, will lead the organized retailing in India. India has one of the largest numbers of retail outlets in the world. A report by Images Retail estimates the number of operational malls to grow more than two-fold, to cross 412, with 205 million square feet by 2010, and a further 715 malls to be added by 2015, with major retail developments even in tier-II and tier-III cities in India. •

Marks & Spencer Reliance India is planning to open 35 more stores over the next five years, according to Mark Ashman, CEO of the company. The 51:49 joint venture between UK’s Marks and Spencer and Reliance Retail Ltd already has 15 stores in India.

•

Future Group has been restructured to test the new rules on FDI under Press Notes 2, 3 and 4 issued in February 2009. The company plans to bring in up to US$ 148.7 million in foreign investment. Although FDI is permitted only in single-brand retail and not permitted in multi-brand retail businesses like Future Group's, the conglomerate has created two layers of operations to take advantage of the three Press Notes that allow FDI up to 49 per cent in operating-cum-investment companies as long as they are owned and controlled by Indians.

•

Carrefour SA, Europe’s largest retailer, may start wholesale operations in India by 2010 and plans to set up its first cash-and-carry outlet in the National Capital Region. Currently, Carrefour exports goods worth US$ 170 million from India to Europe, UAE, Indonesia, Europe, Thailand, Singapore and Malaysia.

•

Jewellery manufacturer and retailer, Gitanjali Group and MMTC are jointly setting up a chain of exclusive retail outlets called Shuddi–Sampurna Vishwas. The joint venture, which plans to open around 60 stores across India by end of this year, will retail hallmarked gold and diamond jewellery.

•

Mahindra Retail, a part of the US$ 6.7-billion Mahindra Group, plans to invest US$ 19.8 million by 2010 to step up its specialty retail concept 'Mom and Me'.

Policy Initiatives 100 per cent FDI is allowed in cash-and-carry wholesale formats. Franchisee arrangements are also permitted in retail trade.

51 per cent FDI is allowed in single-brand retailing.

Road Ahead According to industry experts, the next phase of growth is expected to come from rural markets, with rural India accounting for almost half of the domestic retail market, valued over US$ 300 billion. Rural India is set to witness an economic boom, with per capita income having grown by 50 per cent over the last 10 years, mainly on account of rising commodity prices and improved productivity. According to retail and consumer products division, E&Y India, basic infrastructure, generation of employment guarantee schemes, better information services and access to funding are also bringing prosperity to rural households. The rural market, product design will need to go beyond ideas like smaller sizes (such as single use sachets) to create genuinely new products, according to Ramesh Srinivas, national industry director (consumer markets), KPMG India. According to the Investment commission of India, the overall retail market is expected to grow from US$ 262 billion to about US$ 1065 billion by 2016, with organised retail at US$ 165 billion (approximately 15.5 per cent of total retail sales). India is expected to be among the top 5 retail markets in the world in 10 years. According to new market research report by RNCOS titled, "Booming Retail Sector in India", organised retail market in India is expected to reach US$ 50 billion by 2011. •

Number of shopping malls is expected to increase at a CAGR of more than 18.9 per cent from 2007 to 2015.

•

Rural market is projected to dominate the retail industry landscape in India by 2012 with total market share of above 50 per cent.

•

Organised retailing of mobile handset and accessories is expected to reach close to US$ 990 million by 2010.

•

Driven by the expanding retail market, third party logistic market is forecasted to reach US$ 20 billion by 2011.

RETAIL SECTOR IN INDIA Retail and real estate are the two booming sectors of India in the present times. And if industry experts are to be believed, the prospects of both the sectors are mutually dependent on each other. Retail, one of India’s largest industries, has presently emerged as one of the most dynamic and fast paced industries of our times with several players entering the market. Accounting for over 10 per cent of the country’s GDP and around eight per cent of the employment retailing in India is gradually inching its way toward becoming the next boom industry. As the contemporary retail sector in India is reflected in sprawling shopping centers, multiplexmalls and huge complexes offer shopping, entertainment and food all under one roof, the concept of shopping has altered in terms of format and consumer buying behavior, ushering in a revolution in shopping in India. This has also contributed to large scale investments in the real estate sector with major national and global players investing in developing the infrastructure and construction of the retailing business. The trends that are driving the growth of the retail sector in India are

•

Low share of organized retailing

•

Falling real estate prices

•

Increase in disposable income and customer aspiration

•

Increase in expenditure for luxury items Another credible factor in the prospects of the retail sector in India is the increase

in

the

young

working

population. In India, hefty pay-packets, nuclear families in urban areas, along with

increasing

working-women

population and emerging opportunities in the services sector. These key factors have been the growth drivers of the organized retail sector in India which now boast of retailing almost all the preferences of life - Apparel & Accessories, Appliances, Electronics, Cosmetics and Toiletries, Home & Office Products, Travel and Leisure and many more. With this the retail sector in India is witnessing a rejuvenation as traditional markets make way for new formats such as departmental stores, hypermarkets, supermarkets and specialty stores. The retailing configuration in India is fast developing as shopping malls are increasingly becoming familiar in large cities. When it comes to development of retail space specially the malls, the Tier II cities are no longer behind in the race. If development plans till 2007 is studied it shows the projection of 220 shopping malls, with 139 malls in metros and the remaining 81 in the Tier II cities. The government of states like Delhi and National Capital Region (NCR) are very upbeat about permitting the use of land for commercial development thus increasing the availability of land for retail space; thus making NCR render to 50% of the malls in India. India is being seen as a potential goldmine for retail investors from over the world and latest research has rated India as the top destination for retailers for an attractive emerging retail market.

India’s vast middle class and its almost untapped retail industry are key attractions for global retail giants wanting to enter newer markets. Even though India has well over 5 million retail outlets, the country sorely lacks anything that can resemble a retailing industry in the modern sense of the term. This presents international retailing specialists with a great opportunity. The organized retail sector is expected to grow stronger than GDP growth in the next five years driven by changing lifestyles, burgeoning income and favorable demographic outline. Another cap to the retailing industry in India is allowing 51% FDI in single brand outlet. The government is now set to initiate a second wave of reforms in the segment by liberalizing investment norms further. This will not only favor the retail sector develop in terms of design concept, construction quality and providing modern amenities but will also help in creating a consumer-friendly environment. Retail industry in India is at the crossroads but the future of the consumer markets is promising as the market is growing, government policies are becoming more favorable and emerging technologies are facilitating operations in India. And this upsurge in the retail industry has made India a promising destination for retail investors and at the same time has impelled investments in the real estate sector. As foreign investors cautiously test the Indian Markets for investments in the retail sector, local companies and joint ventures are expected to be more advantageously positioned than the purely foreign ones in the evolving India's organized retailing industry.

Major Players in Retail Industry India is now emerging as a hot spot for global retail chains. India, which held top spot on Global Retail Development Index (GRDI), an annual study of retail investment attractiveness among 30 emerging markets conducted by management consulting firm A.T. Kearney, has yielded its numero uno position in 2008 to Vietnam– among the fastest growing economies in the South East Asia. In 2007, Vietnam was ranked fourth on the index. World’s largest retail chain walmart is all set to launch. List of current retail player’s in the market is quite long but following retail chains can be considered to dominate a large portion of Indian organized retail sector.

Big Bazaar, Pantaloons, Shopper's Stop, Spencer’s, reliance, Central, Fabmall, Akbarally's ,Family Mart, Food world, Home Stop, Hyper Mart, Lifestyle International, Marks & Spencer, Spinach, Subhiksha,Vishal Mega Mart, Westside, Big Apple, Sahara unique(shop for Trend) and 6 ten retail store .

COMPANIES IN INDIAN RETAIL SECTOR

S.

Companies

NO. 1. 2. 3. 4. 5. 6. 7.

Reliance Retail Aditya Birla Group Future Group’s Pantaloons Retail India Ltd. Bata India Ltd. Shoppers Stop Music World Entertainment Ltd.

FDI in Retail Sector Retailing is the largest private sector industry in the world economy with the global industry size exceeding $6.6 trillion and a latest survey has projected India as the top destination for retail investors. And the further upsurge is anticipated in the retail sector as the Government of opened up 51% FDI in single brand retail outlets. And as the government is in a process to initiate a second phase of reforms, it is cautiously exploring the avenues for multi-brand segment. The Government is seeking for these options keeping in view the existing social framework of India

and the will ensure that the entry of global retail giants do not displace the existing employment in the retail business. Industry experts are sensitive to the point that local markets have an edge over the retail investors in India as they have unique advantages such as an understanding of local needs and extended service like home delivery. As the FDI influence on the Indian retail sector sets in, the total size of the retail trade is expected to grow extensively in the coming years and the consumer segments patronizing the big malls will create frenzy for organized retailing predicting a growth of 25-30 per cent per annum over the next decade. Moreover, Indian retail chains would get integrated with global supply chains since FDI will bring in technology, quality standards and marketing thereby, leading to new economic opportunities and creating more employment generation. Industry trends for retail sector indicate that organized retailing has major impact in controlling inflation because large organized retailers are able to buy directly from producers at most competitive prices. World Bank attributes the opening of the retail sector to FDI to be beneficial for India in terms of price and availability of products as it would give a boost to food products, textiles and garments, leather products, etc., to benefit from large-scale procurement by international chains; in turn, creating jobs opportunities at various levels. As foreign investors exploring their potentials in the retail sector, are keen on developing malls in India, the size of organized retailing is expected to touch $30 billion by 2010 or approximately 10 per cent of the total. This has initiated market-entry announcement from some retailers and has signaled to international retailers about India’s seriousness in promoting the sector. While there are reports of international retailers like Wal-Mart analyzing business opportunities in India; Reliance, the largest Indian conglomerate is investing $3.4 billion to become India’s largest contemporary retailer. There are also reports of investments for ‘Hypercity Retail’ by K.Raheja Group to establish 55 hypermarkets by 2015. All these factors will contribute in taking Indian retail business to unexpected growth based on the consumer preference for shopping in congenial environs and also availability of quality real estate.

GROWTH OF RETAIL COMPANIES IN INDIA Growth of Retail Companies in India exhibits the boom in the retail industry in India over the years. The increase in the purchasing power of the Indian middle classes and the influx of the foreign investments have been encouraging in the Growth of Retail Companies in India. Growth of Retail Companies in India Growth of Retail Companies in India is still not yet in a matured stage with great potentials within this sector still to be explored. Apart from the retail company like Nilgiri's of Bangalore, most of the retail companies are sections of other industries that have stepped in the retail sector for a better business. The Growth of Retail Companies in India is most pronounced in the metro cities of India, however the smaller towns are also not lagging behind in this. The retail companies are not only targeting the four metros in India but also is considering the second graded upcoming cities like Ahmedabad, Baroda, Chandigarh, Coimbatore, Cochin, Ludhiana, Pune, Trivandrum, Simla, Gurgaon, and others. The South Indian zone have adopted the process of shopping in the supermarkets for their daily requirements and this has also been influencing other cities as well where many hypermarkets are coming up day to day. Reasons for the fast Growth of Retail Companies in India The retail companies are found to be rising in India at a remarkable speed with the years and this have brought a revolutionary change in the shopping attitude of the Indian customers. The Growth of Retail Companies in India is facilitated by certain factors like -

· existing Indian middle classes with an increased purchasing power · rise of upcoming business sectors like the IT and engineering firms · change in the taste and attitude of the Indians · effect of globalization

· heavy influx of FDI in the retail sectors in India

EMERGINE TRENDS IN INDIAN ORGANIZED RETAIL SECTOR

The emerging trends in the Indian organized retail sector would help the economic growth in India. There is a fantastic rise in the Indian organized retail sector in a very short period of time between 2001 and 2006. Eventually, out of the shadows of the unorganized retail sector, India has a chance of tremendous economic growth, both in India and abroad. The emerging trends in the Indian organized retail sector are also adding up to the development of the Indian organized retail sector. The relaxation by the government on regulatory controls on foreign direct investments has added to the process of the growth of the Indian organized retail sector. The infrastructure of the retail sector will evolve radically in the recent future. The emergence of shopping malls are increasing at a steady pace in the metros and there are further plans of expansion which would lead to 150 new ones coming up in India by 2008. As the count of super markets is going up much faster than rate of growth in retail sector, it is

taking the lions share in food trade. The growth of the Indian organized retail sector is anticipated to be heavier than the growth of the gross domestic product. Alterations in people's lifestyle, growth in income levels, and encouraging conventions of demography are proving favorable for the new emerging trends in the Indian organized retail sector. The success of this retail sector would also lie in the degree of penetration into the lower income strata to tap the possible customers in the lowest levels of society. The demands of the buyers would also be enhanced by more access to credit facilities. With the arrival of the Transnational Companies (TNC), the Indian retail sector will undergo a transformation. At present the Foreign Direct Investments(FDI) is not encouraged in the Indian organized retail sector but once the TNC'S get in they inevitably try to oust their Indian counterparts. This would be challenging to the retail sector in India. The trends to follow in the future: •

The Indian Organized retail sector will grow up to 10% of total retailing by 2010.

•

No one single format can be assumed as there is a huge difference in cultures regionally.

•

The most encouraging format now would be the hypermarts.

•

The hypermart format would be further encouraged with the entry of the TNCs.

SCOPE OF THE INDIAN RETAIL MARKET

The scope of the Indian retail market is immense for this sector is poised for the highest growth in the next 5 years. The India retail industry contributes 10% of the country’s GDP and its current growth rate is 8.5%. In the Indian retail market the scope for growth can be seen from the fact that it is expected to rise to US$ 608.9 billion in 2009 from US$ 394 billion in 2005. The organized retailing sector in India is only 3% and is expected to rise to 25- 30% by the year 2010. There are under construction at present around 325 departmental stores, 300 new malls, and 1500 supermarkets. This proves that there is a tremendous scope for growth in the Indian retail market. SS The growth of scope in the Indian retail market is mainly due to the change in the consumers behavior. For the new generation have preference towards luxury commodities which have

been due to the strong increase in income, changing lifestyle, and demographic patterns which are favorable. The scope of the Indian retail market have been seen by many retail giants and thats the reason that many new players are entering the India retail industry. The major Indian retailers are: •

Pantaloons Retail India Ltd

•

Shoppers Stop

•

Bata India Ltd

•

Music World Entertainment Ltd

Judging the scope for growth in the India retail industry many global retail giants are also entering the Indian retail market. They are : •

Tesco

•

Metro AG

•

Wal- Mart

The scope for growth in the Indian retail market is seen mainly in the following cities: •

Mumbai

•

Delhi

•

Pune

•

Ahmedabad

•

Bangalore

•

Hyderabad

•

Kolkata

•

Chennai

The scope of the Indian retail market is very vast. And for it to reach its full potential the government and the Indian retailers will have to make a determined effort.

CHALLENGS FACING THE INDIAN ORGANIZED RETAIL SECTOR

The challenges facing the Indian organized retail sector are various and these are stopping the Indian retail industry from reaching its full potential. The behavior pattern of the Indian consumer have undergone a major change. This have happened for the Indian consumer is earning more now, western influences, women working force is increasing, desire for luxury items and better quality. He now wants to eat, shop, and get entertained under the same roof. All these have lead the Indian organized retail sector to give more in order to satisfy the Indian customer.

The biggest challenge facing the Indian organized retail sector is the lack of retail space. With real estate prices escalating due to increase in demand from the Indian organized retail sector, it is posing a challenge to its growth. With Indian retailers having to shell out more for retail space it

is

effecting

their

overall

profitability

in

retail.

Trained manpower shortage is a challenge facing the organized retail sector in India. The Indian retailers have difficulty in finding trained person and also have to pay more in order to retain them.

This

again

brings

down

the

Indian

retailers

profit

levels.

The Indian government have allowed 51% foreign direct investment (FDI) in the India retail sector to one brand shops only. This have made the entry of global retail giants to organized retail sector in India difficult. This is a challenge being faced by the Indian organized retail sector. But the global retail giants like Tesco, Wal-Mart, and Metro AG are entering the organized retail sector in India indirectly through franchisee agreement and cash and carry

wholesale trading. Many Indian companies are also entering the Indian organized retail sector like Reliance Industries Limited, Pantaloons, and Bharti Telecoms. But they are facing stiff competition from these global retail giants. As a result discounting is becoming an accepted practice. This too bring down the profit of the Indian retailers. All these are posing as challenges facing

the

Indian

organized

retail

sector.

The Hidden Challenges Modern retailing is all about directly having "first hand experience" with customers, giving them such a satiable experience that they would like to enjoy again and again. Providing great experience to customers can easily be said than done. Thus, challenges like retail differentiation, merchandising mix, supply chain management and competition from supplier's brands are the talk of the day. In India, as we are moving to the next phase of retail development, each endeavor to offer experiential shopping. One of the key observations by customers is that it is very difficult to find the uniqueness of retail stores. The problem: retail differentiation. The next problem in setting up organized retail operations is that of supply chain logistics. India lacks a strong supply chain when compared to Europe or the USA. The existing supply chain has too many intermediaries: Typical supply chain looks like:- Manufacturer - National distributor Regional distributor - Local wholesaler - Retailer - Consumer. This implies that global retail chains will have to build a supply chain network from scratch. This might run foul with the existing supply chain operators. In addition to fragmented supply chain, the trucking and transportation system is antiquated. The concept of container trucks, automated warehousing is yet to take root in India. The result: significant losses/damages during shipping. Merchandising planning is one of the biggest challenges that any multi store retailer faces. Getting the right mix of product, which is store specific across organization, is a combination of customer insight, allocation and assortment techniques. The private label will continue to compete with brand leaders. So supplier's brand will take their own way because they have a established brand image from last decades and the reasons can be attributed to better customer experience, value vs. price, aspiration, innovation, accessibility of supplier's brand.

FORMATS IN INDIAN ORGANIZED RETAIL SECTOR

This site provides detail information on Formats in Indian Organized Retail Sector. The site also focuses on the current structure of Indian retail industry. Formats in Indian Organized Retail Sector and its subsequent successful operation is credited to India Economic System reform earnest in July 1991. Formats in Indian Organized Retail Sector is at its nascent stage. The Central Government have ultimately realized the need to remove the insulation out of the Indian retail sector. Skeptics opines opening up Indian retail industry would jeopardize way of income for the poor small retailers. In fact, the actual story is quite heartening for the small time retailer and its vendors. •

It is the second fastest growing economy of the world

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Potential to be the third largest economy in terms of GDP in next few years

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It ranks high amongst the top 10 FDI destinations of the world

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Fastest growing tourist market in Asia

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World bank states, India to be world’s second largest economy after China by the year 2050

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Stable and investor friendly Central Government at the helm of affairs

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Introduction of Value Added Tax or VAT and tax reforms

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High degree of professionalism and corporate ethics

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Excellent Investment opportunities in Indian retail sector and in allied sectors; sure and high returns on investments

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To invest US $130 billion for the development of infrastructure, by year 2010

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To attract US $ 10 billion FDI for infrastructure development by the end of year 2008

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Bullish stock markets

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Hordes of foreign investors are thronging in to invest in Indian retail markets

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Highly educated English speaking young workforce

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Vibrant and multi cultured cities

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Huge opportunity exists, especially in semi-rural and rural areas

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Till date the second largest employer after agriculture sector, for the huge semi-skilled Indian population

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Offers highest shop density in the whole world

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Having almost 1,20,000 shops, across the length and breadth of the country

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In a nascent stage of development as an organized industry

Formats in Indian Organized Retail Sector •

Supermarkets

•

Hypermarkets

•

Department Stores

•

Modern format individual retailers

•

Shopping malls

•

Specialty Chains

INTRODUCTOIN OF RELIACE INDUSTARY :Reliance Industries Limited (RIL) is India’s largest private sector company on all major financial parameters with a turnover of Rs. 1,39,269 crore (US$ 34.7 billion), cash profit of Rs. 25,205 crore (US$ 6.3 billion), net profit (excluding exceptional income) of Rs. 15,261 crore (US$ 3.8 billion) and net worth of Rs. 81,449 crore (US$ 20.3 billion) as of March 31, 2008. RIL is the first private sector company from India to feature in the Fortune Global 500 list of ‘World’s Largest Corporations’ and ranks 103rd amongst the world’s Top 200 companies in terms of profits. RIL is amongst the 30 fastest climbers ranked by Fortune. RIL features in the Forbes Global list of the world’s 400 best big companies and in the FT Global 500 list of the world’s largest companies. RIL ranks amongst the ‘Worlds 25 Most Innovative Companies’ as per a list compiled by the US financial publication-Business Week in collaboration with the Boston Consulting Group.

RELIANCE RETAIL LIMITED:Reliance Retail Limited (RRL), a subsidiary of Reliance Industries Limited opened its first

retail store in November 2006 and today operates over 800 stores in 60 cities, spanning 14 states with over 3.8 million Sq ft. RRL is a multi-format retailer that operates Reliance Fresh – a neighborhood store concept, Reliance Digital – a consumer durables and information technology concept, Reliance Mart - a hyper market concept, Reliance Trends - an apparel specialty concept, Reliance Wellness – a health, wellness & beauty concept , iStore by Reliance Digital- an Apple specialty store concept, Reliance Footprint -a footwear concept, Reliance Jewels – a jewellery concept, Reliance Time-Out- a books, music & entertainment concept, Reliance Super- a Minimart concept, Reliance Living Homeware – a household utilities specialty store concept, Reliance Home Kitchen, a kitchen’s solution specialty store format and Reliance AutoZone – an automotive specialty concept. Reliance is gearing up to revolutionize the retailing industry in India. Towards this end, we are aggressively working on introducing a pan-India network of retail outlets in multiple formats. A world class shopping environment, state of art technology, a seamless supply chain infrastructure, a host of unique value-added services and above all, unmatched customer Experience, is what this initiative is all about. The retail initiative of Reliance will be without a parallel in size and spread and make India proud. Ensuring better returns to Indian farmers and manufacturers and greater value for the Indian consumer, both in quality and quantity, will be an integral feature of this project. By creating value at all levels, we will actively endeavor to contribute to India's growth. The project will boast of a seamless supply chain infrastructure, unprecedented even by world standards. Through multiple formats and a wide range of categories, Reliance is aiming to touch almost every Indian customer and supplier. To provide western-style retail facility “Reliance Mart” will sell a range of 95,000 types of items includes consumer durable products (clothing, stationery, toys, medicines, home furnishings, footwear etc), FMCG, IT, automotive accessories, apparel accessories, fine jewelry and fashion jewelry under one roof. For this Reliance will set up a series of 500 hypermarkets across the country by 2010 while the recent next hypermarket will be established in Jamnagar in Gujarat and in the NCR by next month with a planning to open 30

such marts by the end of this year includes six in National Capital Delhi, five each in Punjab and Andhra Pradesh, three in Gujarat and two in Bangalore, informed RIL president and CEO (Operation and Strategy) Raghu Pillai on the occasion of first hypermarket in Ahmedabad on Monday. They will be better than the best in the market. We would ensure that our products would be cheapest on the consumers wallet and would match the lowest price in the market with the best quality as benchmark”, said Pillai. Reliance has set up the first hypermarket in 1,65,000 sq ft area worth Rs. 4.25 crore approximately for selling groceries to general merchandising in Reliance Mart. Reliance had announced last year to invest Rs. 25,000 crore in its retail store and expected to spend Rs. 2,500-3,000 per square fit for establishing 500 hypermarkets in 784 towns by next five years. Since then Reliance has been looking for deserving lands across the country to fulfill its dream project. Mukesh Ambani, the Chairman and Managing Director of Reliance Mukesh Dhirubhai Group said, “Organized retail has the potential to trigger socio-economic transformation on an unprecedented scale in our country and will bring about enormous spin-off benefits to the Indian economy and its various constituents. The launch of ‘Reliance Mart’ is yet another step by Reliance Retail towards providing an international shopping experience to all our customers at unmatched affordability, guaranteed quality and choice of products and services”. He was speaking on inauguration ceremony of first ever hypermarket in Ahmadabad. Reliance will provide some innovative and unique services to the shoppers such as tailoring, shoe repair, watch repair, a photo shop, gifting services and laundry services all within the store under one roof. The facility of owned fresh bakery service will be all time available under brand name of ''hot off the oven''. Vimal, a well-known fabric brand of Reliance Industries Ltd. will also relaunch its products that will have a store within its hypermarkets and will offer custom-tailoring services, said Parimal Nathwani, the Group President of Corporate Affairs. Besides this, Reliance Retail is building a vigorous and state-of-the-art supply chain

infrastructure in parallel to cover the entire country along with setting up its own cold storage chain discretely. “It is expected to generate direct employment for half-a-million people and indirect employment to two million”, said Pillai. To woo the customers, Reliance Mart will keep on offering versatile offers to all its customers such as ‘Reliance One’, a common membership and loyalty programme across all its formats, which follows the philosophy of 'Earn Anywhere, Spend Anywhere'. ‘Reliance Mart’ will also provide easy and attractive finance options, including zero percent financing for the purchases on some selected products.

PRODUCTS OF RELIANCE STORES FMCG Reliance Atta,Reliance premium white sugar, Reliance sugar fese store ,Reliance flour (basen),Reliance dry fruits, Reliance grocery, Reliance whole wheat, Reliance long grain rice, Reliance wheat lokvan,Reliance Iodized Salt, Reliance Pulses (like moong, arhad, rajma etc) Garments Reliance Men’s Wear, Reliance Women’s Wear, Reliance Undergarments, Reliance gravity socks, T-Shirts Jeans, Tie, Reliance cotton plus shirts range. Foot Wear Reliance Mon Mn sport shoes, Reliance Zig Mn Casuals, Reliance Hia Mn Casuals, Reliance Zig Zac casuals, Reliance Mon Mn leather shoes, Reliance Mon Mn kids range.

RELIANCE FRESH Company Overview: Reliance Fresh •

Date of Establishment

2006

Revenue

Not Available

Market Cap

Rs.370,687.7crores

(Reliance Industries

Ltd.) Address

Reliance Industries Limited, Makers Chambers - IV, Nariman Point, Mumbai 400 021, Maharashtra, India

Branches

Chennai, New Delhi, Hyderabad, Jaipur, Mumbai, Chandigarh, Ludhiana, Orissa, UP and West Bengal

Management Team

Mukesh D. Ambani - Chairman & Managing Director Nikhil Hital

R. R.

Meswani Meswani

-

Executive

Director

-

Executive

Director

H.S.Kohli- ExecutiveDirector RamniklalH.Ambani MansinghL.Bhakta YogendraP.Trivedi Dr.D.V.Kapur M.P.Modi S.Venkitaramanan Prof.AshokMisra Prof.DipakCJain

Dr. Raghunath Anant Mashelkar Overview

Reliance Fresh falls under Reliance Industries. It is the first retail venture of the Group. The company offers fresh fruits and vegetables, staples, groceries, fresh juice bars, FMCG products and dairy products and nonvegetarian items. Reliance Industries has invested nearly Rs. 3,000 crores to expand the Reliance Fresh stores. Reliance Fresh directly buys stock from the farmers to cut down on the wastage. The stores work on The Ranger Format which means selling of fresh vegetables to the road sellers. Reliance Retail has signed a pact with Apple for the establishment of a chain of Apple Specialty Stores branded as iStore, starting with Bangalore

Mukesh Ambani’s Reliance Industries Ltd has finally launched Reliance Fresh, its first retail venture in Hyderabad. RIL is planning to launch 11 more retail stores in the city. You can find fresh fruits, vegetables dal, atta, rice as well the company’s in-house products too. RIL is in planning to set up Ranger Farms outlets to serve fresh vegetables too in the streetside. It will open from 2 am to 9 am. Delhi and Mumbai are the next destination for the company’s new venture. RIL has already announced to invest Rs 25,000 crore over the next five years in the retail business with its 4,000 retail outlets in different cities. The next venture in retail will be Feel Fresh Plus in which customers could find fruits and vegetables as well as apparel, consumer electronics, FMCG items and medicines too. According to Retail consultancy Technopak Advisors, the size of India’s retail industry is about $300 billion and it will go to $427 billion by the end of 2010.

Reliance Fresh retail supermart opens in Hyderabad

Reliance Fresh falls under Reliance Industries. It is the first retail venture of the Group. The company offers fresh fruits and vegetables, staples, groceries, fresh juice bars, FMCG products and dairy products and non-vegetarian items. Reliance Industries has invested nearly Rs. 3,000 crores to expand the Reliance Fresh stores. Reliance Fresh directly buys stock from the farmers to cut down on the wastage. The stores work on The Ranger Format which means selling of fresh vegetables to the road sellers. Reliance Retail has signed a pact with Apple for the establishment of a chain of Apple Specialty Stores branded as iStore, starting with Bangalore Mukesh Ambani’s Reliance Industries Ltd has launched Reliance Fresh, its first retail venture in Hyderabad. RIL is planning to launch 11 more retail stores in the city. You can find fresh fruits, vegetables dal, atta, rice as well the company’s in-house products too. RIL is in planning to set up Ranger Farms outlets to serve fresh vegetables too in the

streetside. It will open from 2 am to 9 am. Delhi and Mumbai are the next destination for the company’s new venture. RIL has already announced to invest Rs 25,000 crore over the next five years in the retail business with its 4,000 retail outlets in different cities. The next venture in retail will be Feel Fresh Plus in which customers could find fruits and vegetables as well as apparel, consumer electronics, FMCG items and medicines too. According to Retail consultancy Technopak Advisors, the size of India’s retail industry is about $300 billion and it will go to $427 billion by the end of 2010. Hyderabad on Friday saw the new dawn of a new revolution. Reliance Industries Ltd?s dreams of a retail revolution got kick-started in the Andhra Pradesh capital when its Reliance Fresh supermart opened its doors to the world. And, several hundred customers flocked to try out what all are on offer on the first day. The inauguration event saw customers cut red ribbons to open the store widely believed as Reliance Industries Ltd?s first in the series of several thousand stores that are to come. Following the first, the company opened 10 more on Friday as a first step towards creating a mega retail chain across the country. The Reliance Fresh supermarket chain is RIL?s Rs 25,000 crore venture and it plans to add more stores across different geographies, and eventually have a pan-India footprint by year 2011. The super marts will sell fresh fruits and vegetables, staples, groceries, fresh juice bars and dairy products and also will sport a separate enclosure and supply-chain for non-vegetarian products. Besides, the stores would provide direct employment to 5 lakh young Indians and indirect job opportunities to a million people, according to the company. The company also has plans to train students and housewives in customer care and quality services for part-time jobs.

Currently, selling through company-owned stores currently totals just $8 billion in India. Industry estimates say that the country?s retail industry is worth $300 billion, that is about Rs 13,50,000 crore. This stands a chance to blossom to $427 billion in the next four years. Organized retail accounts for just over Rs 35,000 crore. Reliance Fresh bids to tap the potential for organised retail in the country. The opening of Reliance retail chains closely follows the moves of global players like WalMart Stores Inc and Metro AG seeking to open shop here in the country. With Reliance announcing plans to expand, and that too rapidly, the retail scenario in the country is all set to take off in a big way.

REVIEW OF LITERATURE

Customers are the very essential for the each and every organization. To make the new customers and retain the customers these organization do different-different type of research. On the base of this research these companies got the feedback of the customers and make the proper improvement as per the customer needs. Indian retail market is very vast and it growing with very rapid speed. India retail industry is the largest industry in India, with an employment of around 8% and contributing to over 10% of the country's GDP. Retail industry in India is expected to rise 25% yearly being driven by strong income

growth,

changing

lifestyles.

It is expected that by 2016 modern retail industry in India will be worth US$ 175- 200 billion. India retail industry is one of the fastest growing industries with revenue expected in 2007 to amount US$ 320 billion and is increasing at a rate of 5% yearly. To grape all these opportunity presented by the retail sector, all the organization related to this sector attract towards this and want to increase their market share with the growth of retail industry. For this these organization do research related to the customer behavior, customer centricity at value format store and post purchase behavior of the customers. Also try to know the total shopping experience of the customers with the organization. On the base of this research the organization make the proper improvement on their retail outlets as per the customers need and demand. This research also helpful to monitor and measure the customers need and perception. So the voices of the customers are very essential for the business. With the change of the time the way of retailing also changes. In old time the format of retailing was traditional like, general store, departmental store and stall etc. They were rarely did any research to know about their customers need and perception. But now the trend is changing and the many big brand name companies enter in this business like Reliance Retail, Pantaloons Retail India Ltd., Aditya Birla Group, Bata India Ltd., Shoppers Stop, Music World Entertainment Ltd. etc. These companies want to capture more market share and increase their range of the

customers, so these companies time to time do the research related to the customer’s behavior and centricity at value format store.

IN RELIANCE RETAIL LTD. Reliance Retail is one of the big and branded retail company in the India. It has speared there business in all over India. To improve their operation and satisfy their customers Reliance introduce with new concepts and projects. Operation “NAMESTA” is the part of this concept.

RESEARCH METHODOLOGY OBJECTIVE The main objective of this project is to take the customers feedback through a questioner and use this feedback to do the proper improvement in the stores as per the customers wants. 1. To interact with the customers and document the feedback in prescribed format. 2.

To know the additional comments or suggestion of the customers.

3.

TO make the improvement on the base of the customers feedback and suggestions.

Scope 4. This study will be helpful to know about the customer’s behavior about the value format stores. 5. This study helps me 6. 1. This study helpful to retain the customers. 7. 2. To know about the opportunity and threat available in the market. 8. 3. To know about the consumers behavior. 9. 4. To know the improvement need in the stores, according to the customer demand. 10. 5. Identifying the factors influencing purchase decisions. 11. 6. To know about the strategy of the company. 12. 7. To know about the operation do within the stores. Meaning: Research Methodology is a way to systematically study & solve the research problems. He must clearly state the methodology adopted in conducting the research so that it may be judged by the reader

whether

the

methodology

of

work

done

is

sound

or

not.

Research in common parlance refers to a search for knowledge. It is a scientific and systematic search for pertinent information on a specific topic. In fact, research is an art of scientific investigation. It is often referred as voyage for discovery. Research methodology is a way to systematically solve the research problem. It is a science of studying how research is done scientifically. In it, we study the various steps that are generally adopted by a researcher in studying a research problem along with the logic behind them .when we talk of research methodology, we not only talk of research methods but also consider the logic behind the methods we use in context of our research study and explain why we are using a particular method or technique

Research Design Research design is the arrangement of conditions for collection and analysis of data in a manner that aims to combine relevance to the research purpose with economy in procedure. Keeping in mind the objective of the study the research design kept is exploratory. It allows the study of specific concerns and theory. The researcher will be consulted various magazines, newspapers, books, and reference materials, based on which a pre test was conducted. A pre test is essential to have an idea of the most preferred brand in the urban market based on which the final questionnaire will be prepared. The research will be carried out by collection of data through interviews conducted at the personal interview. To meet the required objectives the instrument will be used for collecting data was questionnaire method. Questionnaire is defined as a general term to include all techniques of data collection in which each person is asked to respond to the same set of questions in a predetermined order. Descriptive research using opinion questionnaires will enable researcher to identify and describe the consumer preferences and needs.

Data Collection Primary Data will be collected through structured questionnaire. Secondary data sources such as use of the books, research journals, websites and commercial reports published by well-known authors in the similar area have been analyzed. However, these are the only important secondary sources that were found to be of any relevance to the research area. Research Instrument: - Questionnaire and Personal Interview Sampling • Sample Size

Simple random sampling

•

550 customers

Tools and Techniques •

Word, Excel

NAME OF T

Store Observation Report – OPERATION NAMASTE

Name of the Trainee: For the Day:

Store-1 Name/Code

Store-2 Name/Code

Store Cleanliness Entrance Grooming and Service Total Score

Any other comments

Reliance Retail Customer Service Questionnaire

Store Name/Code: Date: Name of the Trainee:

1) How often do you visit the store? a)

Daily

b) Weekly

d) 1st time visitor

c) Monthly

2) What brings to you the store? a) Price and Promotion d) Convenience

b) Service

c) Quality

e) Other …………….

On a scale of 1-4, please mark the following question. 1-

Strongly Agree 2- Agree

3- Disagree 4- Strongly Disagree

3) How do you rate the entrance 4) How do you rate the cleanliness of the store

1

2

3

4

1

2

3

4

5) How do you rate the price and promotion in store 1

2

3

4

6) How do you rate the freshness of fruits/vegetables 1

2

3

4

7) How do you rate the service provided by the staff 1

2

3

4

8) Did you get all you were looking for? (Yes/No) If No…………. 9) Were you given correct receipt and exact change? (Yes/No) 10) How much time did you spend in queue for billing…..Minutes

11) Any specific observation/suggestions you like to share

something with us

………………………………………………………………………………………………… ………………………………………………… 12) Your overall shopping experience with Reliance a) Excellent

b) Good

c) Average

Name and signature of the customer

d) Poor

Contact No.

Male/Female Age Group

a) Less than 25

b) 25-40

c) 40-60

Income Level a) Less than 2 lacs b) 2-5 c) 5-8

d) Above 60 d) Above 8 lacs

DATA ANALYSIS AND FINDINGS 1) How often do you visit the store? b)

Daily

b) Weekly

c) Monthly

d) 1st time visitor

2) What brings to you the store? b) Price and Promotion d) Convenience

b) Service

c) Quality

e) Other …………….

On a scale of 1-4, please mark the following question. 1-StronglyAgree 2- Agree

3- Disagree 4- Strongly Disagree

3) How do you rate the entrance 4) How do you rate the cleanliness of the store

1

2

3

4

1

2

3

4

5) How do you rate the price and promotion in store 1

2

3

4

On a scale of 1-4, please mark the following question. 1-

Strongly Agree 2- Agree

3- Disagree 4- Strongly Disagree

6) How do you rate the freshness of fruits/vegetables 1

2

3

4

7) How do you rate the service provided by the staff 1

2

3

4

8) Did you get all you were looking for? (Yes/No) If No…………. 9) Were you given correct receipt and exact change? (Yes/No)

10) How much time did you spend in queue for billing…..Minutes

11) Your overall shopping experience with Reliance a) Excellent

b) Good

SUGGESTIONS

c) Average

d) Poor

On the base of the project we got the lot of suggestion from the customer’s side and lot of suggestion and observation we observe during the project time. According to the project, Reliance Fresh have the need of improvement into their store. Customers want to more facility in the store with good service and affordable price. According to the customers Reliance should have to ensure the timely availability of the product or items in the store and also increase the number of variety of the various items specially skincare and cosmetics products. Offer should be available with the costly items and some discount allow to their regular customers. The price of the some products should be less than the local market price or some additional offer available. Particular task distribute to the particular employee of the store and increase the no. of cash counter and cashier also. Display the list of the available items on the each counter, this is helpful for the customers in time saving and make the proper display of the all items. These are the some suggestion/observation that will be good for Reliance Fresh to improve their operation. I got the many suggestion from the customer side and many suggestion I find from my own observation.  Reliance should be available the items in the store those are affordable for the lower middle class also.  For the quantity and price sensitive customers reliance should provide the some price discount and extra quantity offers also.  For the female customers reliance promote itself as a family woman store.

LIMITATIONS We have to interact only 8-10 customers daily. Customers are not ready to give the feedback. Some time customers not have enough time to give the feedback. Some time customers are uneducated so they do not understand what

we are asking.

BIBLIOGRAPHY WEB: - a) www.google.com

1.

BOOKS: - Marketing Management, Twelfth Edition. A South Asian Perspective, by Philip Kotler, K.L.Keller, A.Koshy, M.Jha.

2. Marketing Research, Third Edition by G.C.Beri 3. Marketing Management, Third Edition by Ranjan Saxena 4. Marketing Research, First Edition by S.L.Gupta