GAUTAM ACHARYA S-25 GOPAL YADAV S-26 HARJOT SINGH S-27 JATIN KUMAR BARUI S-29
As a project assignment of
ABSTRACT
Today, the Indian retail industry is booming with activities. The retail industry in India has undergone a massive change ever since liberalization (imminent grant of foreign investment in retail sector of India). It has witnessed a significant transformation with rapid growth of IT and digitalization of commerce. A high level of competition among retail marketers is extremely healthy for the consumer and national competitiveness. This project has been executed to pen out an ideal layout design for retail stores to attract as much business as possible. For this purpose, Quality Function Deployment (QFD) has been used to identify the performance indicators and to reach the conclusion for the study.
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ACKNOWLEDGMENT
We would like to express our greatest gratitude to the people who have helped and supported us throughout our project study. First of all, we would like to thank our survey mentor Mr. Siddhant Sahu, Research Analyst of LIGANOVA. He has been a phenomenal help in getting our survey done. He has also provided us with the data that was helpful for our project study. Second, a special thank of ours goes to our family who allowed the team members to squeeze out enough time to complete this robust study. Last, we would like to thank our professor, Dr. Debadyuti Das, for providing us with the opportunity to work on this project. GAUTAM ACHARYA GOPAL YADAV HARJOT SINGH JATIN KUMAR BARUI
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TABLE OF CONTENTS
ABSTRACT ACKNOWLEDGMENT TABLE OF CONTENTS INTRODUCTION
THEORETICAL BACKGROUND
2 3 4 5
5
EMPIRICAL STUDY
OBJECTIVES OF THE STUDY METHODOLOGY OF THE STUDY STAGE I: SURVEY OF STORES
STORE 1: CONNAUGHT PLACE, NEW DELHI STORE 2: CONNAUGHT PLACE, NEW DELHI STORE 3: SELECT CITY WALK, SAKET, NEW DELHI STORE 4: SOUTH EX I, NEW DELHI STORE 5: SOUTH EX I, NEW DELHI
7
7 7 8
9 11 13 15 17
19
19 19
20
20 21 22 23
CONCLUSION
RELATIVE RANKING OF QUALITY CHARACTERISTICS (HOWs) STRONG POSITIVE CORRELATED PAIRS OF QUALITY CHARACTERISTICS (HOWs) POSITIVE CORRELATED PAIRS OF QUALITY CHARACTERISTICS (HOWs)
24
24 25 25
RECOMMENDATIONS
WINDOWS DISPLAY CAMPAIGN VISUAL MERCHANDISING INSTORE COMMUNICATION AND STORE CONCEPT OVERALL APPROACH
26
26 26 27 27
WORKS CITED
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INTRODUCTION
The focus of Indian retail chains has been shifting from domestic competition to foreign competition. As Government mulls over foreign direct investment in Indian retail industry, existing big players of Indian retail industry are getting jittery and upgrading their own retail stores experience for the customer. In this sturdy study, the authors have executed an empirical field study using QFD on fashion and lifestyle stores of Raymonds in New Delhi, India.
THEORETICAL BACKGROUND
Although India has emerged as one of the worlds most attractive markets, the country is grappling with critical infrastructure and policy issues. India is currently facing the worlds most dynamic combination, of highly informed and demanding consumers on one hand, and of rapid increasing consumption levels across various retail product categories and geographies on the other. The Indian retail sector is at an inflection point, with organized retail poised for an approximately 35 per cent compounded annual growth (CAGR) for the next few years. The valuation of Indian retail is USD 320 billion, which is relatively small by global standards (Kearney). The Indian retail sector is an interesting proposition from management point of view. Along with effervescent atmosphere, consumer behaviors are changing quickly. A brief of todays consumer buying habit is given below (LIGANOVA, 2010): 80% of the young consumers intend to buy a BRANDed item, not only a product. 95% of consumers make their purchase decision at the point of sale (POS). Only 30% of the consumers with purchase intention focus on a certain brand Digital natives are growing up: A modern information society, globally connected and up to date 24X7, base their decisions on recommendations from their society.
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This has led to a scenario where competition has increased many fold, retail landscape is changing rapidly and existing brands and retailers are under pressure. This interesting mix has attracted the authors team to work on Raymonds fashion and lifestyle retail stores that have young consumers as their target. Raymond group has been one of the most prominent business houses in Indian fashion and lifestyle retailing. The group has been operating since 1925. It owns prestigious award winning brands such as Raymond, Park Avenue, Colorplus, and Parx. With increased competition, the Raymond group is aggressively pursuing to capitalize on its historical head start over new entrants in Indian fashion and lifestyle retail business with an expansion plan to open 289 stores by the end of 2011 (Raymond). The groups model has many challenges to overcome before becoming competitive to the standardized and successful model of worlds big retailers. One of the main roadblocks to Raymond groups aim to improve consumer experience is layout design of its retail stores. The layout design of a retail store is very crucial for the success of a retail store. A well designed store could improve visibility of brand DNA, communicate consistent brand message, and create an aura of brand experience in the store. This translates into an overall improvement of consumer experience of the store. The Quality Function Deployment (QFD) has been exclusively used by industry managers to study and examine the trends, impacts and implications of the structural changes taking place in retail sector, balancing customer needs and working of facility layout most suited for its stores. The alluring management challenges along with authors responsibility to complete a project study on The design of a Retail store by employing Quality Function Deployment (QFD)as part of an assignment for the completion of Operations Management paper of Master of Business Administration (MBA) program, provided the authors with an excellent opportunity to conduct an empirical study highlighting the importance of layout design of retail stores.
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EMPIRICAL STUDY
The empirical data is necessary to substantiate the findings of a study. The objectives and methodology of the study are described in this section.
mentioned attributes. Finally, a prioritized list of attributes as per the QFD analysis is prepared. This list would help in structuring and developing the design of retail store to build a brand consciousness among consumers and enhance the overall retail experience.
The findings of the surveys for five stores are given below:
FINDINGS Store data sheet reports poor performance because the store was under construction Renovation of store done every six years 8 sizes of trousers always on display No differentiation in suits, brands are intermixed 60% sale is from fabric and 40% is from apparel Store also has an exotic fabric collection which is displayed separately Fabric has a margin of 35% as compared to apparels which is 28% Music within the store was loud Window display was very poor, shirts and trousers were kept on window floor Windows need drastic improvement Windows should be attractive, modern and eye catchy Window has a very poor visibility Store has a very poor visibility No signage outside to show Raymond store BRAND AND SERVICE are major strengths of the Raymond stores Windows should focus on products
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This store is the most profitable store of New Delhi Less space in the store as compared to the sales it offers Very small stock room, can hold only 5-10% stock Made to measure is missed out in the store because of wrong store layout
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FINDINGS: Sale is in proportion of 65% fabric and 35% apparel Festival visual merchandising and window displays are very necessary Windows should be product related Thematic windows are welcome but they should be product focused Stylish theme in window is appreciable Shop should be visible through window Signage to help in welcoming customers inside the store Customer in this store always need assistance Raymond and Park Avenue garment have dispatch problems Awareness that Raymond sells readymade garments is absolutely missing 70% of people do not know that Colorplus belongs to Raymond Apparels have fit problems (not of proper Indian standard fit) Only received 30 pieces out of 220 booked for women collection this season Women collection price range is too high No breathing space in the store Gondolas within the store are too busy Dont like the tables
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FINDINGS Sale display done according to sizes. Brands mixed in sale Small inefficient size indicators stuck to the shelves and gondolas Made to Measure section on first floor Shelves always have shirts on top and suits below Matching shirts and ties displayed together Tie display was color coordinated Non Sale Area Suits are distributed style wise Merchandise replenishment cycle 10 to 15 days Collections 2 (Spring Summer + Autumn Winter) Delivery at store divided into months Good props used at stores Store is made on the new store concept Same display look used across the whole store not exciting Folded shirt quantity 3 shirts always in store promotions Art exhibition/display within the store interesting MTM presentation good and effective
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FINDINGS Lots of empty space in the entire store Wide black stripe with mannequin display at the entrance Gondolas cramped very tightly within the store Display according to sizes due to sale season, no signage however to show this Confusion within the store in terms of signage In peak season sales shoot up to INR 500,000 a day Windows need refinement Good window size and window display opportunity Store sells the most expensive chairman collection fabric as well. (240 counts) Chairman fabric presented very poorly 1-2 enquiries in a year Poor dressing rooms Sells 60% fabric and 40% apparel
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FINDINGS Brand wise and style size distribution of suits in non sale area 22 units of suits per Gondola Balance 1500 sq feet has 6000mt of meters of fabric to be sold 40% fabric and 60% apparel sold in the store 600 sq feet of wall display dedicated to fabric display Collection updated / deliveries received every 15 days Fabrics are always displayed in cold white light. Apparel in warm yellow light within the same store Communication within the mall needed to increase sales says Store Manager Outside mall communication should be strong - says Store Manager Weekend offer by Van Heusen was very successful in the mall because of their within mall publicity and offering - says Store Manager Windows need drastic Improvement - says Store Manager Windows are not thematic Gondolas are too busy and tightly packed Garments on the windows are changed every 3 days Cash counter has no proper communication, its too small Park avenue should be moved towards window and kids should go back
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Changing room placement is not proper, they block the view of the brands kept at the back Only once you enter the store then you realize that there are more brands inside Window display is too busy from outside Would like to have a standard smell within the store says Store Manager Music is standard at the store
MODEL
SIZE (ft2)
Staff
Walk-ins weekdays
Walk-ins weekends
Estimated Conversion
Company Run
1700
13
70
120
25%
65385
Franchise
2200
12
40
80000
70
150000
50%
700000
58333
318
Company Run
5200
15
70-80
175000
125-130
250000
60%
1375000
91667
264
Company Run
2000
14
70-80
50000
125-130
200000
25%
650000
46430
325
South Ex I, Delhi
Franchise
3000
30-40
65000
70-80
250000
825000
103125
275
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Numeric relative importance scores to the various customer requirements, from the lowest to the highest, on a scale from 1 to 3, are assigned. The authors expressed, in numeric values, the strongmoderate-weak relationship between the demanded qualities (WHATs) and the quality characteristics (HOWs), on a scale of 9, 3, and 1. After this, scores for each of the columns was computed. The absolute values were computed for each column, and the respective quality characteristics (HOWs) were then ranked relatively (Figure 2).
After an integrative process that focuses on first establishing relationships between the Demanded Qualities (WHATs or customer requirements) and the Quality Characteristics (HOWs or representing the design characteristics), the next stage is to relate the quality characteristics themselves (roof of the house), arriving finally at a set of design characteristics to best satisfy the customer requirements (Figure 3).
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A correlation analysis was done to identify the interrelationship between the different design characteristics and the correlated pairs were identified (QFDonline.com). The objective of QFD is to understand customer needs, prioritizing the design characteristics in an order that most effectively meets these needs; and then to design a product or a service system to ensure customer satisfaction.
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CONCLUSION
After analyzing the QFD, the authors have arrived at the following conclusions:
Clear vision and position in regards to customer tailoring and ready to 3.6 wear section Merchandising and Visual standard guidelines 3.6 2.7 2.2 1.6
XIII XIV XV
RFID tags for each unit Highlight product placements within the brands Sufficient number of trial rooms
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Easy accessibility of products and services AND Ease of navigation and search of brands Easy accessibility of products and services AND Holistic interior designing of the store
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RECOMMENDATIONS
Along with first hand ground level knowledge of retail business and the analysis of QFD, the authors mark out following recommendations for designing a retail store.
VISUAL MERCHANDISING
A new generic basic visual merchandising & marketing guideline is required. The Guideline needs to cover all important Visual Merchandising aspects on an up to date level. It needs to be split in 2 parts: Franchise and Own Retail Basics VM rules ( including Basic Product Placement within the various BrandsWindow decoration rule Store layout segmentation and Brand placement Customer navigation ( Branding & Signage's) Highlight Product Placement within the various Brands Product Rotation on floor within the various Brands Product Presentation within Brands Price signage Store Fixture explanation
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End of season sales rules Customer POS activation tools for the various Brands Training & Education program Fabric / Tailoring section guidelines
OVERALL APPROACH
Implement THE IDEAL STORE CONCEPT where all the above recommendations can be implemented and tested. The IDEAL STORE CONCEPT needs to have the following rough criteria for the conception: Achieve Brand Position and Objectives within the next few years to increase awareness about all the brands of the company and their respective positioning Sufficient number of sales representatives for giving personal attention to each customer Location of store should be chosen carefully to ease the accessibility of the store and availability of the parking space Holistic interior designing of the store with crche and trial rooms Adapt the needs based on your customer target and demand Include the new Generic Visual Merchandising Guideline and In Store Communication Based on the season, implement a Generic Window System Monthly window updates should be easily produced and implemented and each store should have the same standard Clear vision and position in regards to Customs Tailoring & ready To Wear Brands Unified look and feel Simplification of themes in regards to design / adaptation / production and implementation Better control & planning of the Budget allocation to the monthly updates/ changes Integrate all important learning's generated from the experience in retail field
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WORKS CITED
Kearney, G. M. Retail in India: Getting organized to drive growth. Confederation of Indian Industry (CII). LIGANOVA, A. e. (2010). QFDonline.com. (n.d.). Retrieved from http://www.qfdonline.com Raymond, C. P. (n.d.). Mumbai. Stevenson, W. J. Operations Management. New York: The McGraw Hills Companies.
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