A project report on on increase in average bill value by ten percent

A Study on Increase in Average Bill Value by Ten Percent

A Project Proposal on

“A Study on Increase in Average Bill Value by Ten Percent”

At

Big Bazaar,

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Industry

Overview



Retail is India’s largest industry, accounting for over 10 per cent of

the country’s GDP and around eight per cent of the employment. Retail

industry in India is at the crossroads. It has emerged as one of the most

dynamic and fast paced industries with several players entering the

market. But because of the heavy initial investments required, break even

is difficult to achieve and many of these players have not tasted success

so far. However, the future is promising; the market is growing,

government policies are becoming more favorable and emerging

technologies are facilitating operations.

Industry Evolution

Traditionally retailing in India can be traced to

o The emergence of the neighborhood ‘Kirana’ stores catering

to the convenience of the consumers

o Era of government support for rural retail: Indigenous

franchise model of store chains run by Khadi & Village

Industries Commission

1980s experienced slow change as India began to open up

economy.

Textiles sector with companies like Bombay Dyeing, Raymond's, S

Kumar's and Grasim first saw the emergence of retail chains

Later Titan successfully created an organized retailing concept and

established a series of showrooms for its premium watches

The latter half of the 1990s saw a fresh wave of entrants with a shift

from Manufactures to Pure Retailers.



For e.g. Food World, Subhiksha and Nilgiris in food and FMCG;

Planet M and Music World in music; Crossword and Fountainhead in

books.

Post 1995 onwards saw an emergence of shopping centers,

o mainly in urban areas, with facilities like car parking

o targeted to provide a complete destination experience for all

segments of society

Emergence of hyper and super markets trying to provide customer

with 3 V’s - Value, Variety and Volume

Expanding target consumer segment: The Sachet revolution -

example of reaching to the bottom of the pyramid.

At year end of 2000 the size of the Indian organized retail industry is

estimated at Rs. 13,000 crore

The whole concept of shopping has altered in terms of format and

consumer buying behavior, ushering in a revolution in shopping in India.

Modern retail has entered India as seen in sprawling shopping centres,

multi-storeyed malls and huge complexes offer shopping, entertainment

and food all under one roof. The Indian retailing sector is at an inflexion

point where the growth of organized retailing and growth in the

consumption by the Indian population is going to take a higher growth

trajectory. The Indian population is witnessing a significant change in its

demographics. A large young working population with median age of 24

years, nuclear families in urban areas, along with increasing working-

women population and emerging opportunities in the services sector are

going to be the key growth drivers of the organized retail sector in India.



Some Key Facts:

Retail is India’s largest industry, accounting for over 10 per cent of

the country’s GDP and around eight per cent of the employment

The market size of Indian retail industry is about US $312 billion

Organised retailing comprises only 2.8 per cent of the total retailing

market and is estimated at around US$ 8.7 billion

The organised retail sector is expected to grow to US $ 70 billion by

2010



Recent Trends

Retailing in India is witnessing a huge revamping exercise as

can be seen in the graph

India is rated the fifth most attractive emerging retail market: a

potential goldmine.

Estimated to be US$ 200 billion, of which organized retailing

(i.e. modern trade) makes up 3 percent or US$ 6.4 billion

As per a report by KPMG the annual growth of department

stores is estimated at 24%

Ranked second in a Global Retail Development Index of 30

developing countries drawn up by AT Kearney.



Babasabpatilfreepptmba.com

Unorganized : Vast majority of the twelve million stores are small "father and son" outlets

Fragmented : Mostly small individually owned businesses, average size of outlet equals 50 s.q. ft. Though India has the highest number of retail outlets per capita in the world, the retail space per capita at 2 s.q. ft per person is amongst the lowest.

Rural bias: Nearly two thirds of the stores are located in rural areas. Rural retail industry has typically two forms: "Haats" and “Melas". Haats are the weekly markets : serve groups of 10-50 villages and sell day-to-day necessities. Melas are larger in size and more sophisticated in terms of the goods sold (like TVs)

Unorganized : Vast majority of the twelve million stores are small "father and son" outlets

Fragmented : Mostly small individually owned businesses, average size of outlet equals 50 s.q. ft. Though India has the highest number of retail outlets per capita in the world, the retail space per capita at 2 s.q. ft per person is amongst the lowest.

Rural bias: Nearly two thirds of the stores are located in rural areas. Rural retail industry has typically two forms: "Haats" and “Melas". Haats are the weekly markets : serve groups of 10-50 villages and sell day-to-day necessities. Melas are larger in size and more sophisticated in terms of the goods sold (like TVs)

Traditionally three factors have plagued the retail

industry:

Traditionally three factors have plagued the retail

industry:Experimentation with formats: Retailing in India is still evolving and the sector is witnessing a series of experiments across the country with new formats being tested out. Ex. Quasi-mall, sub-urban discount stores, Cash and carry etc.Store design : Biggest challenge for organised retailing to create a “customer-pull” environment that increases the amount of impulse shopping. Research shows that the chances of senses dictating sales are upto 10-15%. Retail chains like MusicWorld, Baristas, Piramyd and Globus are laying major emphasis & investing heavily in store design.Emergence of discount stores: They are expected to spearhead the organised retailing revolution. Stores trying to emulate the model of Wal-Mart. Ex. Big Bazaar, Bombay Bazaar, RPGs. Unorganized retailing is getting organized: To meet the challenges of organized retailing such as large cineplexes, and malls, which are backed by the corporate house such as 'Ansals' and 'PVR‘ the unorganized sector is getting organized. 25 stores in Delhi under the banner of Provision mart are joining hands to combine monthly buying. Bombay Bazaar and Efoodmart formed which are aggregations of Kiranas.

Experimentation with formats: Retailing in India is still evolving and the sector is witnessing a series of experiments across the country with new formats being tested out. Ex. Quasi-mall, sub-urban discount stores, Cash and carry etc.Store design : Biggest challenge for organised retailing to create a “customer-pull” environment that increases the amount of impulse shopping. Research shows that the chances of senses dictating sales are upto 10-15%. Retail chains like MusicWorld, Baristas, Piramyd and Globus are laying major emphasis & investing heavily in store design.Emergence of discount stores: They are expected to spearhead the organised retailing revolution. Stores trying to emulate the model of Wal-Mart. Ex. Big Bazaar, Bombay Bazaar, RPGs. Unorganized retailing is getting organized: To meet the challenges of organized retailing such as large cineplexes, and malls, which are backed by the corporate house such as 'Ansals' and 'PVR‘ the unorganized sector is getting organized. 25 stores in Delhi under the banner of Provision mart are joining hands to combine monthly buying. Bombay Bazaar and Efoodmart formed which are aggregations of Kiranas.

Recent changes:Recent changes:

7


Consumer Trend

Over the years, the increasing literacy in the Country and the exposure to

developed nations via satellite television or by way of the overseas work

experiences, the consumer awareness has increased on the quality and the

price of the products/services that is expected. Today more and more

consumers are vocal on the quality of the products/services that they expect

from the market. This awareness has made the consumer seek more and

more reliable sources for purchases and hence the logical shift to purchases

from the organized retail chains that has a corporate background and where

the accountability is more pronounced. The consumer also seeks to purchase

from a place where his/her feedback is more valued.

India is currently having the largest young population in the world and 54

per cent of India’s population is below 25 years of age and 80 per cent are

below 45 years.

As per India’s Marketing Whitebook by Businessworld, India has around

192 million households. Of these only a little over six million are ‘affluent’ –

that is, with household income in excess of INR215, 000. Another 75

million households are in the category of ‘Well off’ immediately below the

affluent, earning between INR 45,000 and INR215,000.

This is a sizable proportion which offers excellent opportunity for organized

retailers to serve



Social Trends:

Social trends of a country have impact on the scheme of growth of food

retailing in a country. India is country that is vast geographically and diverse

culturally. This has taken its toll on food retailing with retailers having to adapt

to the local cultures and palates of the area in which they have established or

plan to establish. This is a major reason for many or most retailing chains

restricting their operations to a certain part of the country. But the trends now

are slowly moving towards cultural integration where people of all states and

diametrically opposite cultures tend to try out foods and materials of other

states and communities. This movement towards social integration would

make it very feasible in the near future for retailing chains and erstwhile local

chains to spread across the country.

Increased income levels and more women willing to make use of their

education by joining work has increasingly affected the shopping pattern that

is moving towards fulfilling the need of convenience shopping in the form of

Supermarkets (now graduating to Hyper format) home deliveries. Indian

consumer is quality and price conscious and this awareness would drive the

retailers to rework their supply chain relationships.

A recent analysis shows that countries go through a distinct food consumption

evolutionary pattern. In the first stage the focus is on obtaining basic dietary

inputs, the second stage focuses on improving and building basic foods,

before moving to the third stage of adding premium food to the diet. Most of

urban India has already moved to the third stage and it is a great avenue for

food retailers, if they could slowly introduce the rest of India to it. The future

would witness creation of specific models/formats one for the upwardly mobile

urbanite and the other for the rural markets. Also since the taste habits

change from place to place in India, there would emerge a leading



Retail management skills

It is a fact that the retailing industry is in its starting phase in our country. The

benefits of organised retailing will only be felt once an equitable scale is

achieved. This to a large extent depends on the store size, the walkthroughs,

bills per customer per year, average bill size and the revenue earned per sq.

ft. But besides resources and bottomline, a variety of other aspects need to be

in place for tasting success. The need for qualified and trained manpower is of

utmost importance. The need for specialised skills is increasingly felt in the

areas of:

Strategic management - strategising, targeting and positioning,

marketing and site selection, among others

Merchandise management - Vendor selection, inventory management,

pricing and so on

Store management - Layout, display, customer relationship, inventory

management, etc.

Administrative Management - Human resources, finance, marketing

and so on



Retailing formats in India

Malls:

The largest form of organized retailing today. Located mainly in metro cities, in proximity to urban outskirts. Ranges from 60,000 sq ft to 7,00,000 sq ft and above. They lend an ideal shopping experience with an amalgamation of product, service and entertainment, all under a common roof. Examples include Shoppers Stop, Piramyd, Pantaloon.

Specialty Stores:

Chains such as the Bangalore based Kids Kemp, the Mumbai books retailer Crossword, RPG's Music World and the Times Group's music chain Planet M, are focusing on specific market segments and have established themselves strongly in their sectors.

Discount Stores:

As the name suggests, discount stores or factory outlets, offer discounts on the MRP through selling in bulk reaching economies of scale or excess stock left over at the season. The product category can range from a variety of perishable/ non perishable goods

Department Stores:

Large stores ranging from 20000-50000 sq. ft, catering to a variety of consumer needs. Further classified into localized departments such as clothing, toys, home, groceries etc.

Department Stores:

Departmental Stores are expected to take over the apparel business from exclusive brand showrooms. Among these, the biggest success is K Raheja's Shoppers Stop, which started in Mumbai and now has more than seven large stores (over 30,000 sq. ft) across India and even has its own in store brand for clothes called Stop!.



Hypermarts/Supermarkets:

Large self service outlets, catering to varied shopper needs are termed as Supermarkets. These are located in or near residential high streets. These stores today contribute to 30% of all food & grocery organized retail sales. Super Markets can further be classified in to mini supermarkets typically 1,000 sq ft to 2,000 sq ft and large supermarkets ranging from of 3,500 sq ft to 5,000 sq ft. having a strong focus on food & grocery and personal sales.

Convenience Stores:

These are relatively small stores 400-2,000 sq. feet located near residential areas. They stock a limited range of high-turnover convenience products and are usually open for extended periods during the day, seven days a week. Prices are slightly higher due to the convenience premium.

MBO’s :

Multi Brand outlets, also known as Category Killers, offer several brands across a single product category. These usually do well in busy market places and Metros.



Major Retailers

India’s top retailers are largely lifestyle, clothing and apparel stores

This is followed by grocery stores

Following the past trends and business models in the west retail

giants such as Pantaloon, Shoppers’ Stop and Lifestyle are likely to

target metros and small cities almost doubling their current number

of stores

These Walmart wannabes have the economy of scale to be low –

medium cost retailers pocketing narrow margin



Company

Profile

About Future Group

Future Group is the country’s leading business group that caters to the

entire Indian consumption space. It operates through six verticals:

Future Retail : encompassing all lines of retail business

Future Capital : financial products and services



Future Brands : all brands owned or managed by group companies

Future Space : management of retail real estate Future Logistics : management of supply chain and distribution Future Media: development and management of retail media

spaces

The group’s flagship company, Pantaloon Retail (India) Limited

operates over 7 million square feet through 1000 stores in 52 cities.

Future Group companies include, Indus League Clothing, that owns

and retails brands like Indigo Nation and Scullers and Galaxy

Entertainment that manages Sports Bar, Brew Bar and Bowling Co.

Future Capital Holdings, the group’s financial arm, focusses on asset

management and consumer credit. It manages assets worth over $1

billion that are being invested in developing retail real estate and

consumer-related brands and hotels.

The group’s joint venture partners include..

Italian insurance major Generali

French retailer ETAM group

US-based stationary products retailer Staples

UK-based Lee Cooper



India-based Talwalkar’s, Blue Foods and Liberty Shoes.

Future Group’s vision is to,

“Deliver Everything, Everywhere, Every time to Every

Indian Consumer in the most profitable manner.”

The group considers ‘Indian-ness’ as a core value and its

corporate credo is - Rewrite rules, Retain values.

Major Milestones

1987

Company incorporated as Manz Wear Private Limited. Launch of

Pantaloons trouser, India’s first formal trouser brand.

1991



Launch of BARE, the Indian jeans brand.

1992

Initial public offer (IPO) was made in the month of May.

1994

The Pantaloon Shoppe – exclusive menswear store in franchisee format

launched across the nation. The company starts the distribution of branded

garments through multi-brand retail outlets across the nation.

1995

John Miller –Formal shirt brand launched.

1997

Pantaloons – India’s family store launched in Kolkata.

2001

Big Bazaar, ‘Is se sasta aur accha kahi nahin’ - India’s first

hypermarket chain launched.

2002

Food Bazaar, the supermarket chain is launched.



2004

Central – ‘Shop, Eat, Celebrate In The Heart Of Our City’ - India’s first

seamless mall is launched in Bangalore.

2005

Fashion Station - the popular fashion chain is launched aLL – ‘a little larger’

- exclusive stores for plus-size individuals is launched

2006

Future Capital Holdings, the company’s financial arm launches real estate

funds Kshitij and Horizon and private equity fund Indivision. Plans forays

into insurance and consumer credit.

Multiple retail formats including Collection i, Furniture Bazaar, Shoe

Factory, EZone, Depot and futurebazaar.com are launched across the

nation. Group enters into joint venture agreements with ETAM Group and

Generali.

Pantaloon Retail (India) Limited

Pantaloon Retail (India) Limited is India’s leading retailer. The company

operates across multiple segments including –Food, Books & Music,

Fashion, Telecom & IT, Home & Electronics, General Merchandise,

Leisure & Entertainment, Wellness, Health & Beauty and E-tailing and

that helps the company cater to every Indian customer.



Some of the leading formats include….

Pantaloons : department store

Central : seamless malls

Blue Sky : fashion accessories

aLL : fashion apparel for plus-size individuals

Big Bazaar : hypermarket

Food Bazaar : supermarket

Fashion Station : popular fashion

Collection i : home furnishings

E-Zone : consumer electronics

Depot : books and music

Shoe Factory : footwear

Headquartered out of Mumbai, the company operates more than 331

outlets covering 5 million square feet of retail space, spread across 40

cities and has over 25,000 employees.

Fact sheet

Company Name: Pantaloon Retail (India) Limited

Corporate Headquarters:



Knowledge House,

Shyam Nagar, Jogeshwari (East),

Mumbai 400 060.

India

Ph: +91 22 6644 2200

Website: www.pantaloon.com

Background: Founded in 1987 as a garment manufacturing company,

the company forayed into modern retail in August 1997 with the launch

of its first department store, Pantaloons in Kolkata.

Listing: Pantaloon Retail is a listed company on the Bombay Stock

Exchange (BSE, Scrip Code: 523574) and National Stock

Exchange(NSE, Symbol: PANTALOONR).

Employee Strength: 25,000

Big Bazaar

Big Bazaar, is the chain of retail stores of the big banner Pantaloon Retail

(India) Ltd., which in turn is a segment of the Kishore Biyani, regulated

Future Group of Companies.


http://www.pantaloon.com/


Moreover the customer friendly ambiance and the organized retailing of

products also make Big Bazaar one of the successful retail companies in

India.

Big Bazaar: Overview

Big Bazaar, a part of the Pantaloon Group, is a

hypermarket offering a huge array of goods of

good quality for all at affordable prices.

Big Bazaar with over 50 outlets in different parts

of India, is present in both the metro cities as well

as in the small towns.

Big Bazaar has no doubt made a big name in the

retail industry of india, moreover shopping here is

further made a memorable experience with the

varied rates of discounts on products as well as

discount vouchers available in a variety of amounts, like INR 2000, INR

3000, INR 4000, INR 5000 and INR 10000 on all Big Bazaar products and

accessories.

The variety of product range in Big Bazaar:



This large format store comprise of almost everything required by people

from different income groups.

It varies from clothing and accessories for all genders like men, women

and children, playthings, stationary and toys,

footwear, plastics, home utility products, cosmetics,

crockery, home textiles, luggage gift items, other

novelties, and also food products and grocery.

The added advantage for the customers shopping in Big Bazaar is

that there are all time discounts and promotional offers going on in

the Big Bazaar on its salable products.

The significant features of Big Bazaar:

Shopping in the Big Bazaar is a great experience as one can find almost

everything under the same roof. It has different features which caters all

the needs of the shoppers. Some of the significant features of Big Bazaar

are:



The Food Bazaar or the grocery store with the department selling

fruits and vegetables

There is a zone specially meant for the amusement of the kids

Furniture Bazaar or a large section dealing with furnitures

Electronics Bazaar or the section concerned with electronic goods

and cellular phones

FutureBazaar.com or the online shopping portal which makes

shopping easier as one can shop many products of Big Bazaar at

the same price from home

Well regulated customer care telecalling services

Food Bazaar

Ab Ghar Chalaana Kitna Aasaan

Food Bazaar invites you for a shopping experience, unique by its

ambience. At Food Bazaar you will find a hitherto unseen blend of a

typical Indian Bazaar and International supermarket atmosphere.



Flagged off in April’02, Food Bazaar is a chain of large supermarkets

with a difference, where the best of Western and Indian values have

been put together to ensure your satisfaction and comfort while

shopping.

The western values of convenience, cleanliness and hygiene are offered

through pre packed commodities and the Indian values of "See-Touch-

Feel" are offered through the “bazaar-like” atmosphere created by

displaying staples out in the open, all at very economical and affordable

prices without any compromise on quality.

The best of everything offered with a seal of freshness and purity will

definitely make your final buying decision a lot easier.

Big Bazaar

Big Bazaar is not just another hypermarket.

It caters to every need of your family. Where

Big Bazaar scores over other stores is its

value for money proposition for the Indian

customers.



At Big Bazaar, you will definitely get the best products at the best prices

- that’s what we guarantee. With the ever increasing array of private

labels, it has opened the doors into the world of fashion and general

merchandise including home furnishings,

utensils, crockery, cutlery, sports goods and

much more at prices that will surprise you.

And this is just the beginning. Big Bazaar

plans to add much more to complete your

shopping expereince.

Electronics Bazaar

Currently present within Big Bazaar stores, Electronics Bazaar offers the

best deals in branded electronic goods and appliances.

Furniture Bazaar

Furniture Bazaar offers an entire range of Home Furniture needs that

are utilitarian and affordable in their pricing.

Depot

Books, Music & Gifts



Depot is one of the youngest brands from the Pantaloon stable and is a

tribute to our freedom of thought, speech and expression shared in a

novel fashion with customers as books, multimedia, toys, stationary and

gifts.

Depot is all about freedom and democracy and this is reflected in the

relaxed manner in which products are displayed, the affordable pricing,

the strong local flavour, the young, lively and interactive store

experience, that are all designed in a way to liberate these categories

and transform the way they are bought, sold and perceived in India.

At Depot, book lovers are offered a range of books that meet the needs

and preference of every age group. From fiction to general reference,

management and children’s material, you will find it all at Depot.

Music buffs are invited to select from a wide category of music CDs and

cassettes spanning all genres like Rock, Pop, Hindi, Indipop and more.

For the movie enthusiasts out there, we have a great selection of home

videos (VCD and DVD) and multimedia (CD-ROMs).

Depot Store also has an attractive selection of gifts (candles, mugs,

photo frames, themed packs) toys and stationery (office, children’s and

fancy stationery) ensuring this is a one-stop shop for everyone and

anyone who plans to gift their loved ones.

At Depot we endeavour to give our customers an Indian experience

where we celebrate and give due importance to regional literature and

music. In this regard, Depot aims to become a strong member of the

local communities it operates in through a variety of events,

engagements and social initiatives and we will be happy to keep you



posted on these activities from time to time.

Depot is a lively, colourful, vibrant and happy retail space, which we

hope you will visit in the near future. Inviting Reading Corners where you

can be comfortable with a book of your choice and an Interactive Zone

where you get to try out new board games, read new books, check out

new toys and browse at the Interactive kiosk, await you at Depot.

Depot also has it's line of private label products. It is our guarantee that

you will not find better deals than what we are offering so check out what

is on offer today!

M Bazaar

Latest Technology, Lowest Price.

M Bazaar is the first and one of its kind

concept offering comprehensive solutions to

satisfy the knowledge, entertainment and

communication aspirations of Individuals.


http://www.pantaloon.com/depot-brands.asp


A value seekers haven, M Bazaar offers latest technologies at fantastic

prices. The product basket offers everything from airtime recharges,

mobile accessories, swanky brands in mobile phones, landline

instruments, blue tooth accessories, fashionable mobile trinkets and

much more.

Present as a part of Big Bazaars, these retail points are unique in

character by their warm presence combined with the cutting edge

branding.

The counters are specially designed to give the customers an easy

access to all the products thus making it a hot spot for all the tech

enthusiasts.

General Merchandise -Big Bazaar

Big Bazaar is not just another hypermarket. It caters to every need of

your family. Where Big Bazaar scores over other stores is its value for

money proposition for the Indian customers.

At Big Bazaar, you will definitely

get the best products at the best

prices - that’s what we

guarantee. With the ever



increasing array of private labels, it has opened the doors into the world

of fashion and general merchandise including home furnishings,

utensils, crockery, cutlery, sports goods and much more at prices that

will surprise you. And this is just the beginning. Big Bazaar plans to add

much more to complete your shopping experience

Plastic Utensils and Crockery

Head to Toe

Appliances

Navaras

Jewellery for all emotions and occasions

Navaras, a fine 22 carat pure gold and

diamond jewellery brand, retailed from Big

Bazaar stores, offers nine unique rational

benefits to the consumer namely – BIS

Hallmark jewellery, free cleaning and

polishing, insurance cover against theft and

burglary, transparent making charges, a

buyback if unsatisfied, 0% weight loss if



jewellery is exchanged, diamond certification, free karatmeter check and

a range of designs.

The Navaras product range and store look is in keeping with the needs

of contemporary women. It is emotions and occasions that lead women

to buy jewellery, they buy jewellery to express emotions like pyaar

(love), during occasions like tyohaar (festivals) and as uphaar (gifts).

Navaras jewellery has been conceptualised with this thought - jewellery

for all emotions and occasions.

Future Group has revolutionized the Indian jewellery market with the

launch of Navaras, which offers branded, pure and design differentiated

jewellery at competitive prices in a hypermarket set-up in line with the

evolving buying behaviour of consumers. The rationale behind this is

that with higher disposable incomes, for consumers today gold and

other jewellery purchases too have become impulsive buying

activities. Hence, Navaras within Big

Bazaar.

But, certain criteria still remain constant

like carat, price, trust and purity – all

strong deciding factors while purchasing

jewellery. Thus, the format’s brand

positioning and offerings have been

tailored to suit the modern day consumer.

Navaras offers a complete fine jewellery

shopping experience, despite being within the confines of a hyper

market. This is ensured by the segregation of the Navaras section via

glazed glass walls to provide a comfortable and secluded ambience.



The sit-down arrangement, as opposed to stand alone counters, further

ensures that shoppers try out the Navaras products in a peaceful and

comfortable environment before they make their final shopping decision.

Pantaloon Retail (India) Ltd. opened a Big Bazaar outlet in Hubli on

July 28 2007, Saturday. This is the ninth outlet in the State and 62nd

outlet. Located near Akshay Centre, Gokul Road, it was the first and

biggest hypermarket store in the city.

With 50,000 sq. ft. of shopping area, the Big Bazaar in Hubli is one of

the largest stores of the company. The company hoped to do a

business of Rs. 50 crore to Rs. 75 crore in the first year of the Hubli

outlet.



Project

Details

“Increase in Average Bill Value by 10%”



Details of the project:

Time: This study spans for a period of 60 days between 10th

Dec 2007 and 19th April 2008.

Need for the Study:

• Looked at Higher sales do not always mean higher profits.

• This increase in average bill value will increase the sales and the

profitability.

This project is a requirement by the organization

and growth in sales is always expected in business.

Average Bill Value:

The average bill value is the average purchase made

by a buyer that is

= Total sales per day/Total number of bills made

This increase in average bill value will increase the sales

and the profitability. Thorough study of the past sales data and the

consumer buying behavior gives me good exposure and good

knowledge about the same.



Surveys show that a large percentage of consumers do not

look at ads before shopping, do not prepare shopping lists, and make

purchases that are fully unplanned. In this situation some small

improvements at the store and strategies can make customer to buy

more. This study will helps to know the drawbacks and improve on such

areas so that the average bill value will be increased by Ten percent.

By studying sales by store, department, and item, and comparing them

with prior periods, a firm can get a sense of growth or contraction.

Higher sales do not always mean higher profits. Sales data should be

examined along with profit and loss data.

Customer billing reports offer a lot of data. A retailer could learn about

inventory movement, sales by different personnel, peak selling time,

and sales volume. The purchase history itself evaluates against

budgetary or goals.

Objectives:

“Increase in the average bill value by ten percent”.



To study different parameters influencing the purchase

To study the previous and present sales reports and find out

the areas for improvement

Identify products which can increase bill value and are impulse

in buying

Create combo offers in departments and increase the ticket

size.



Methodology:

Since the project is conducted at Big Bazaar Hubli, data is very crucial.

Daily sales Reports were analyzed and interpreted to find the ways as to

how bill value can be increased. Various techniques and methods have

been implemented in order to achieve the aim.

Formulas:

Avg.value per piece--- Store sale/no. of store qty sold

Customer conversion--- No of bills/no of entry

Avg.value per bill----- Store sale/bills made

Collecting all historical data

Analyzing the previous sales reports

Observing the customer buying behavior to know what

makes him to buy more and what not

Identify areas for improvement and implement different

strategies



WHY CUSTOMERS ARE LEAVING PRODUCTS AT CASH COUNTERS

It was observed that most of the time customers leave at least one or two products at the cash counters while billing which could have been helped in increasing the bill value.

To know what are the major reasons for this; a study was done keeping in mind four major parameters ….

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Idoc problem

Long ques

Wrong communication


A hundred billings were observed and the findings were listed

according to which the outcomes are as follows…

Thus we need to focus on using atleast 6-7 cash counters when

traffic is more and try to minimize queue length and another is proper

communication between the teem member to the customer regarding

offer.

The offers should be updated.

After implementing thee things the extent of customer leaving the

things near cash counters will decrease by 75%.

Babasabpatilfreepptmba.com

No Parameters Parentage of occurrence

1 OFFERS ARE NOT UPDATED 15

2 IDOC PROBLEM 25

3 LONG QUEUE 37

4 WRONG COMMUNICATION BY TM 23

38


Also the Cashier should be updated with all the offers.

TECHNIQUES IMPLEMENTED

Cross selling

This is an effective and most important tool for a format like big bazaar.

Here merchandises are mixed with other related products and sold with

other products. This technique will help in increasing the bill value and also

liquidate the stocks.

E.g.: food Bazaar and Plastics merchandise can be crossed sold.

Vim bar, henko can be sold with scrubber or Brush form plastic

department

Up selling

This technique is very important too. Up selling is when you call a person's

attention to an item of greater quality (and cost). Here staff is trained to sell

more products to a single customer. This can lead to improve in sales,

increase in quantity and liquidate stocks. This can be done by preparing a

separate batch of 20 or 25 staffs and train them on how to convince the

customer in a clever way

E.g.: When a customer comes to buy a shirt or a pant, staff should

convince him to buy belt, socks or other accessories. He should be smart

enough in convincing the customers at the right way



Incentive

Incentive is a powerful tool to motivate staffs. Identify products which can

be sold in large quantities and set an achievable target.

E.g. Targets can be given on accessories which are between 50 Rs to 100

Rs. Motivate the staff to achieve the targets. This will increase the sales

and bill value of the customers.

Department wise combo offers.

Combo offers is nothing but combining products to give a better offers to

the customers. Here related products are combined together and given a

discount on all the products. This type of offers is highly effective in food

bazaar.

Eg: 10 Kg rice,10kg toor dall ,5 litre oil and 5 kg sugar can be combined

together and give a overall discount. Assume if a customer buys all the

products separately he will be charged 1000 rs, but if he avails a combo

offer we can give the same products at a discount of 50rs.

This can largely attract more customers and increase the bill value and

quantity.



Slab based offers:

Above all, it is the most important and effective tool to increase the bill

value. It can be done department wise or store wise. In this tool a slab rate

is set and hyped to maximum. Customer can avail exciting offers if they

fulfill the criteria’s set by the department /store.

EG. Shop for rs.999 and above and get 5kg sugar free.

Common promo area to highlight important offer products.

A common promo area should be created at the promo area on weekly

basis. This will highlight all the important offers of all departments.

Customers get impacted

when they look at this

area. Their decision

pattern changes when

they see an exciting

offer running on the

floor.



Other techniques implemented

Identifying products which are impulse in buying

Keeping items below 50rs at all cash counters

This was implemented. 8 bins having different items such as

cleaning articles, fridge bottles, glass dusters for car, soft toys were

kept near the cash counters.

In two to three days we found all items in 8 bins were sold

and bins are being refilled with new items.

Using free bees which are leftover and give to customers to

buy more

Free Bees are those products which come as free gift with

some other product.

E.g. Glass bowl with Bru coffee, Sample items.

Some times customer will not take these free gifts. This stock can be

used to make customers buy more.



Giving targets to individual –e.g. on accessories.

Targets can be given to the employees to sell more on some

section where sales is low. As in case of accessories they should

catch customers who are buying a pant and convince them to buy

one belt.

Preparing combo offers

Combo offers are those where two or more different products will be

sold together at a lower price.

Eg.

o T- Shirts and caps

o Cotton jeans and belt

o Cargos with caps

o Shirt and tie

There were some combo offers successfully run at Food Bazaar and

Plastic utensils and crockery section during my project period and

added to the customer bill value.

Cont.



Food Bazaar Combo Offer

1 KG Apple +1 KG Banana +1 KG Orange @ 75/-( FEB 1ST TO 26TH

FEB)

Slab Based Offer

SHOP @99 IN Fruits & Vegetables and get 1 KG Tomato FREE -

( FEB 10TH TO 25TH FEB)

PUC combo Offer

Buy a Bucket and Get Mug and Soap Box FREE ( FEB 18TH to 28th

Feb)

Slab Based Offer

BUY For RS 899 and Get a STEAM IRON BOX FREE

BUY a GAS STOVE and Get a MIXER GRINDER FREE

BUY FRY PAN and Get A KADAI/TAWA FREE

Food Bazaar and PUC Combo Offer

SHOP for RS 799 IN FB AND PUC and get 1 AIRTIGHT

CONTAINER FREE (IMPLEMENTED FROM FEB 17TH TO 28TH FEB)



Impulsive Products



Theoretical aspects of impulsive purchase

Impulse purchases occur when consumers buy products and /or Brand

they had not planned on buying before entering a store. There are three

kinds of impulse shopping

Completely unplanned – A consumer has no intention of making a

purchase in a goods or service category before he/she comes into

contact with a retailer

Partially unplanned - A consumer intends to make a purchase in a

goods or service category but has not chosen a brand before he/she

comes into contact with a retailer

Unplanned substitution – A consumer wants to buy a specific

brand but changes his or her mind about the brand after coming into

contact with retailer

Impulse purchases are more susceptible to retailer displays than pre-

planned purchases:

“For most shoppers, the checkout lane is the final hurdle – choosing

the right lane and getting out of the store quickly is a major objective.

Retailers however view the checkout lane as ‘last chance area’ –the

place to sell impulse items such as candy and magazine as well as

small but profitable necessities batteries and razor blades.”



After keeping impulse buying goods near cash counters at

Big Bazaar



Impulsive products—Apparels

KIDS BRAND NAME MRPINFANTS TOPS ZERO 52/-INFANTS PYJAMA YES 49/-,59/-INFANTS LEGING ZERO 52/-FEEDING BOTTLE AUTO FLOW 55/-60/-INFANT WEAR BABY MASTER 40/-CHILDREN SOCKS

COMFORD FASHION 39/-

ACCESSORIES PNB 39/-,49/-BOTTLE BRESH AUTO FLOW 18/-

LADIES BRAND NAME MRPCaps many 49/- and aboveHanky B B 15/- and aboveSocks B B 49/-Shall / scarf DJ &C 99/-

MENS BRAND NAME MRPCAPS ASST 49/-SOCKS B.B 12/-SOCKS BB 49/-SOCKS KNIGHT HOOD 52/-SOCKS DJ&C 45/-

HANKIESLOVE BIRD BRAND(BLUE DIAMOND) 49/-



HOME LINEN BRAND NAME MRPCUSHIONS BB 49/-RUBBER MATS PALM FIBER 48/-CHINDI MATS BB 9/-10/-,19/-,29/-RUBBER MATS BB 29/-WOOLEN MATS BB 59/-NON SLEEP MATS 19/-TELEPHONE MATS CLASSIC 39/-,49/-,59/-HANDLOOM MATS BB 9/-BAMBOO MATS BB 29/-WOODEN MATS BB 10/-,25/-39/-FLOOR DUSTER BB 29/-KITCHEN DUSTER BB 45/-GLASS DUSTER BB 49/-YELLOW DUSTER BB 49/-LANDURY BAG GENERATION 29/-OVEN GLOVE BB 29/-POT HOLDER BB 15/-KITCHEN DUSTER BB 39/-HAND TOWELS DREAM LINE 49/-HAND TOWELS HOME STYLE 39/-HAND TOWELS BB 49/-COTTON TOWELS BB 40/-,60/-PILLOW COVERS BB 35/-,39/-,59/-HAND TOWELS BB 20/-CHATTI BB 12/-SHOWER CAPS BB 9/-,15/-,49/-COASTER HOME COLLECTION 9/-MAGIC WIPING CLOTH 39/-NYLON TABLE COVERS BB 29/-



GENERAL MERCHANDISE- IMPULSIVE PRODUCTS

PLASTICS

CLEANING ARTICLES, CONTAINERS, POTS, FRIDGE BOTTELS,

BUCKETS, MUGS, CASSEROLES

UTENSILS

PLATES, GLASSES, VATTIES, LOW PRICE TAWA, TOPES, COOKERS

CROCKERY

MELAMINE PLATES, LOW PRICE DINNER SET, BOWLS

FOOTWEAR

SLIPPERS, KIDS SANDALS AND SHOES, LADIES SANDALS.

LUGGAGE

SCHOOL AND COLLEGE BAGS, DUFFEL BAGS, MENS AND LADIES

WALLETS

TOYS AND SPORTS

BELOW 99 SOFT TOYS, CHINKY DOLLS, SOFT PILLOW, INFLATABLE

BALLS, TENNIS BALLS,



Analysis

and

Interpretation



The average bill value per day and per month is calculated for four

months. December and January before implementing any technique.

Above mentioned techniques’ were implemented in the month of

February and March.

The data of every month and comparative graphs are shown in

following pages.

The tables below show the date and average bill value on that

particular day.

Average bill value = Total Sales / No. of Bills made



For the month of December…….

DecemberDate

Average Bill valueIn Rs.

1 5282 5283 4204 6295 6106 5607 4958 5829 46410 50011 49012 50613 41014 52415 56116 52417 57318 65119 56520 40321 55222 67723 52224 52825 48626 56027 49328 50929 54830 38331 540

The average bill value for Month of December is Rs. 526



For the month of January……….

JanuaryDate

Average Bill ValueIn Rs.

1 5472 5503 4734 4175 5006 4177 5178 3819 909

10 68011 44912 48213 46514 51315 53016 58117 46118 37719 97720 48921 42322 52823 38024 46925 48726 45927 56928 40229 97430 572

The average bill value for month January is Rs.531



For the month of February…… after implementing different techniques

FebruaryDate

Average Bill ValueIn Rs.

1 6122 4573 5514 6625 5026 4617 4968 7569 470

10 52411 52212 62113 53114 62315 59716 53817 56618 60719 58420 51521 54522 64323 57924 59125 52126 40827 56228 50429 443

THE AVERAGE BILL VALUE FOR FEB IS 551



For the month of March…….

MarchDate

Average bill valueIn Rs.

1 5692 5983 6584 5865 5786 5957 5108 5699 61010 79811 59612 54913 48414 57015 66016 58817 64818 57619 53420 69421 65422 67323 65724 68425 58826 56527 109828 69629 59530 69931 610

Average bill value for the month of March is 628



GRAPH 1

From the following GRAPH, it clearly indicates that there is a huge increase in bill value. This is during the big days on Jan 25th, 26th and 27th. Here it shows the hike on week ends. The bill value for Saturday and Sunday was 977 and 974. The total customer entry for these two days was 20638 customers.

Apart from these two big days the bill value of January is decreasing compared to December in weekends


COMPARISION WEEK ENDS, DEC & JAN

0

200

400

600

800

1000

1200

ABV

WEE

K EN

DS

Dec

Jan

Dec 528 528 582 464 561 524 677 522 548 383

J an 482 469 517 461 528 500 977 974 0 0

Saturday Sunday Saturday Sunday Saturday Sunday Saturday Sunday Saturday Sunday


GRAPH 2

From the following graph it indicates that compared to month of Jan and Feb there is a hike in bill value ON FEB except during Big bays


COMPARISION WEEK ENDS,JAN & FEB

0

500

1000

1500

WEEKENDS

ABV

Jan

Feb

J an 482 469 517 461 528 500 977 974

Feb 457 470 538 579 551 524 566 591

Saturday Sunday Saturday Sunday Saturday Sunday Saturday Sunday


Graph 3

From the following graph there is a decrease in Bill value which fluctuates from the range of 400 to 600 DURING WEEK days. The bill value was on it peak during the big day i.e. on Friday (25th) Total customer entry on 25th jan-3282


Comparision of Week-Days Dec & Jan

0

200

400

600

800

1000

Week Days

ABV

dec

jan

dec 420 629 610 560 495 500 490 506 410 524 573 651 565 403 552 528 486 560 493 509 540 0 0

jan 547 449 423 550 473 465 380 417 513 530 487 417 581 459 569 381 377 402 909 680 489 572 496


Graph 4

From the following graph it shows that there is a hike in bill value

during weekdays for the month of February.

The bill value compared to Jan and Feb. for week days it has risen by

11 %

January weekdays bill value—503

February weekdays bill value---558.


Comparision of weekdays Jan & Feb

0

200

400

600

800

1000

Week Days

jan

feb

jan 547 449 423 550 473 465 380 417 513 530 487 417 581 459 569 381 377 402 909 680 489 572 496

feb 612 461 522 623 584 643 562 662 496 621 597 515 521 504 502 756 531 607 545 408 443 0 0


Graph 5

The following graph shows the comparison for the past three months

i.e. December, January and February. It clearly indicates there is

consecutive hike for the past three months.

December total ABV—526

January total ABV-----531

February total ABV----551

Compared to December and February there is a hike in 5 %


COMPARISION -DEC,J AN & FEB

0

200

400

600

800

1000

1200

AB

V

DEC

J AN

FEB

DEC 528 528 420 629 610 560 495 582 464 500 490 506 410 524 561 524 573 651 565 403 552 677 522 528 486 560 493 509 548 383 540

J AN 547 449 423 550 482 528 473 465 380 417 513 469 500 530 487 417 581 459 517 461 569 381 377 402 909 977 974 680 489 572 496

FEB 612 457 551 662 502 461 496 756 470 524 522 621 531 623 597 538 566 607 584 515 545 643 579 591 521 408 562 504 443 0 0


Graph 6

The graph of February is above January throughout the month apart

from two big days.

Form the following graph it indicates that there is hike in Bill value by

4 % during the month of February

JANUARY ABV-531

FEBRUARY ABV-551


COMPARISION-JAN & FEB

0

200

400

600

800

1000

1200

AB

V

JAN FEB

J AN 547 449 423 550 482 528 473 465 380 417 513 469 500 530 487 417 581 459 517 461 569 381 377 402 909 977 974 680 489 572 496

FEB 612 457 551 662 502 461 496 756 470 524 522 621 531 623 597 538 566 607 584 515 545 643 579 591 521 408 562 504 443 0 0

0

100

200

300

400

500

600

700

800

900

1000

1100

1200

1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 26 27 28 29 30 31

march

Dec


Graph 7 : Comparison of March and December (whole month)

The average bill value in March is higher than December throughout the

month.

Average bill value in December : 526

Average bill value in March : 628

There is a increase in bill value by 19 %



Graph 8 : Comparison of March and January (whole month)

The average bill value in March is higher than January throughout the

month.

Average bill value in December : 531


There is a increase in bill value by 18%


0

200

400

600

800

1000

1200

1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 26 27 28 29 30 31

march

jan


Graph 9 : Comparison of March and February (whole month)

The average bill value in March is higher than February throughout the

month.

Average bill value in February : 551


There is a increase in bill value by 13.7 %


0

200

400

600

800

1000

1200

1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 26 27 28 29 30 31

march

Feb


Graph 9 : Comparison of all four months

The following graph shows the comparison for the past four months

i.e. December, January, February and March.

It clearly indicates there is consecutive hike for the months of

February and March.

December total ABV—526

January total ABV-----531

February total ABV----551

March total ABV--------628

Compared to December and February there is a hike in 18 %


0

200

400

600

800

1000

1200

1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 26 27 28 29 30 31

march

Feb

jan

Dec


Recommendation

:: Loyalty

Program



Theoretical aspects of Customer loyalty :

When customer loyalty exists, a person regularly patronizes a particular

retailer that he/she knows, likes, and trusts. Such loyalty lets a person

reduce decision making because he/she does not have to invest time in

learning about and choosing the retailer from which to make purchases.

Over the years research has addressed various aspects of shopper loyalty.

Loyal customers tend to be time-conscious, like shopping locally, do not

often engage in outshopping, and spend more per shopping trip.

In today’s competitive marketplace, it is a challenge for a retailer to gain

customer loyalty-the greatest asset a firm can have.

According to Harte-Hanks Market research

Customer satisfaction is a crucial aspect of customer loyalty.

Among the factors that create sense of loyalty beyond satisfaction is

the retailer’s “Value Proposition” and an ability to communicate a

caring attitude to customers

Retailers can receive a higher-than-average degree of loyalty by

targeting shoppers who are especially predisposed to being loyal



Loyalty programs

A retail establishment or a retail

group may issue a loyalty card to a

consumer who can then use it as a

form of identification when dealing with

that retailer. By presenting the card, the

purchaser is typically entitled to either a

discount on the current purchase, or an

allotment of points that can be used for

future purchases.

• Delighted customers will get extra discount every time on

making bill above Rs. 999/-

This is one program where any person can become a

delighted customer of Big Bazaar by purchasing above 1100/-

in a single bill. He will be given a membership card. Whenever

he purchases above 999/- he can use this card to get extra

benefits or discount one the purchase. (Upto 5%).

He will also be getting many other benefits (during special

days, festivals etc.) and a strong customer relation will be

built. The card should be used atleast once in 3 months

otherwise it will be expired.

* This will help in building customer loyalty. People will turn to big

bazaar to make their monthly grocery and other purchases, even for home



linen and apparels. Customers shifting to other retail outlets will definitely

come down when they are treated as “delighted customers”

• Special offer for students – flash your Identity card and get

special discount

This may be for a week / fifteen days or a month “youth

festival” where college students will get special discounts

above certain amount of purchase. Students have to flash

their identity card of their respective institute to get such

discount.

They can also be part of other activities to get more by

showing their identity card itself and get….

Special gifts hampers (latest music cds, accessories etc.)

lucky vouchers

Be part of Treasure hunt type games for one or two days to

create excitement and win more prizes.

* This effort is because youth is the major buyer in apparels and they

always make big bills. It is very important to see that these youngsters will

not shift to our competitors like Vishal.

Need and importance of this program:

To build strong customer relationship and they can also maintain a

database of their delighted customers

As I have observed the average bill at big bazaar is Rs. 500 to Rs.

600. There are around 40% of the customers who make bill between

Rs. 750 to Rs. 850. We can convince these customers to buy some

more and they will get extra discount on that and they can become

“delighted customers” of Big Bazaar.



As number of competitors is increasing such kind of programs will

help Big Bazaar to attract and keep their loyal customers.

About loyalty card:

In marketing generally and in retailing more specifically, a loyalty

card / rewards card / points card or club card is a plastic or paper card,

visually similar to a credit card or debit card, that identifies the card holder

as a member in a commercial incentives programme. Loyalty cards are a

system of the loyalty business model.

In the United Kingdom and India it is typically called a loyalty card,

in Australia a rewards card or a points card, and in the United States either

a discount card, a club card or a rewards card. Cards typically have a

barcode or magstripe or an EPROM chip that can be easily scanned, and

some are even chip cards. Small keyring cards are often used for

convenience.

The card issuer requests or requires customers seeking the

issuance of a loyalty card to provide a usually minimal amount of

identifying or demographic data, such as name and address. Application

forms usually entail agreements by the store concerning customer privacy,

typically non-disclosure (by the store) of non-aggregate data about

customers. The store — one might expect — uses aggregate data

internally (and sometimes externally) as part of its marketing research.

Where a customer has provided sufficient identifying information, the

loyalty card may also be used to access such information to expedite

verification during receipt of cheques or dispensing of medical prescription

preparations, or for other membership privileges………….



e.g. Access to a club/reputed hotel

Suggestions

No. 1. Attract Shoppers and keep them in store

The amount of time a customer spends inside a store is directly

proportional to how much they spend. By making customers spend more

time in the store, companies can increase their sales. A classic example of

this is Barnes & Nobles book stores - they have a coffee shop inside the

book store, they provide comfortable lounge chairs and sofas so that

customers can browse books at leisure.

No. 2. Men & Women have different shopping habits

Men tend to walk directly to the required shelf - if the product is not on the

shelf, they tend to walk out. Men rarely ask for help from the store

attendants. If the required product is not seen in that store, they move on

to another store. This results in lost revenue.

An attendant always has to make sure that he asks the customer if he

found everything he was looking for. Note that the store attendant has to

be proactive when dealing with male customers.

Women need more space around them while shopping. Women tend

to avoid crowded stores or stores with narrow isles. The ladies section of

the store has more space around the merchandise - when compared to

men’s section. Women tend to spend more time for shopping if the section

is more spacious.

Since space is a major constrain for retailers, stores tend to be over

packed with merchandise - leaving very little room to move around. As a



result, many women prefer to buy at the local convenience or "Kirana"

shops. This represents lost revenue for the retailers.

No. 3. Make merchandise easy to find

Customers don’t like to hunt for products. Having all products clearly

classified and displayed increases the sales. Display the store layout.

Other chain stores do not even have sign boards.

Create a route for customers to follow within a store Customers tend to

slow down once they enter the store. Retailers can then utilize this by

organizing the store in such a way that it encourages customers to wind

their way all through the store, see/feel different things before they proceed

to the checkout counter.

Store should be designed in such a way that it encourages the customer to

walk through all the departments of the store - and that encourages

customer to buy more by reminding them of the things they need, or by

making them buy things on impulse.

Indian retailers are yet to catch-on to this concept. Most Indian retail stores

are space constrained. Enough space is necessary to create a winding

path for customers to follow.



No. 4. Make Checkout faster

Once customers have bought the products they need, they are eager to

pay & leave the store. Customer patience at this point is very low. Retailers

should have multiple checkout counters to address this issue.

Another trick to increase sales is to prominently display magazines,

chocolates, candies etc., at the checkout counter. These are high margin

goods which people tend to buy on impulse. Shoppers with kids are

particularly susceptible for this tactic.

Retailers have to catch-up on the customer service aspect at the checkout

counter. Very few checkout counters may result in long lines and lost sales

due to customers walking out without buying - because of the long wait.

Many of the customers feel like avoiding Big Bazaar or other super stores

on weekends & evenings. Instead they prefer to buy things at the

convenience mom & pop stores instead. All this accounts to lost sales for

the superstores



Utility of the project:

1. The project will be helpful to the organization as it helps in

increasing the sales through increase in the average bill

value.

2. It will facilitate the management to know about the

drawbacks and to improve on it.

3. The study of the past data will help in knowing which

product, which department, which days, which offer will

make difference.

4. This project will give me a great exposure regarding

business analysis and good knowledge of customer buying

behavior. I will come to know different parameters

influencing the sales and how to overcome the drawbacks.

5. This project will also helps in

Understanding parameters influencing customers’

purchase behavior

Deigning combo offers and increase ticket size

Different techniques which help in increasing the bill

value
