Mer­chan­dis­ing 2.0 - Strate­gies for Re­tail Plan­ning Suc­cess

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Mer­chan­dis­ing plays a piv­otal role in re­tail plan­ning and ex­e­cu­tion. It is the link be­tween sales on the front-end and the sup­ply chain at the back-end. The all im­por­tant 4 Ws: what to sell, when to sell, where to sell, and whom to sell to, of re­tail are sorted with the help of mer­chan­dis­ing. Th­ese four W’s are crit­i­cal for re­tail­ers to bal­ance a pos­i­tive con­sumer ex­pe­ri­ence, avail­able in­ven­tory, and the abil­ity to meet con­sumer’s fu­ture needs in timely man­ner.

To ac­cu­rately iden­tify th­ese four W’s, re­tail­ers need to de­vise a holis­tic mer­chan­dis­ing strat­egy for re­tail plan­ning suc­cess. In this is­sue we spoke to Buy­ing & Mer­chan­dis­ing heads of lead­ing re­tail brands in In­dia to zero in on the best prac­tices adopted by them.

In the August is­sue, we also ex­plore in de­tail, East In­dia’s re­tail mar­ket. East In­dia is an un­tapped re­gion in In­dia, with the most po­ten­tial.

With the changed po­lit­i­cal, so­cial and eco­nomic con­di­tions and with con­sumers be­com­ing more aspirational, trans­for­ma­tion in the re­tail sce­nario has def­i­nitely ar­rived and one can say it is here to stay.

In a quest to un­der­stand the po­ten­tial of East In­dia’s re­tail mar­ket, to ac­tu­al­ize and tap into avail­able op­por­tu­ni­ties, we bring to you the the hid­den prospects of the re­gion’s re­tail sce­nario. With this ar­ti­cle, we hope to fa­cil­i­tate East In­dia’s ris­ing re­tail pace and bring the mar­ket’s po­ten­tial to the fore for the ben­e­fit of the ex­ist­ing play­ers and the new en­trants.

There is also a spe­cial fea­ture on the lug­gage re­tail sec­tor and how the cat­e­gory has evolved from be­ing a ne­ces­sity to a mod­ern-day fash­ion ac­ces­sory.

I bring this is­sue to you in the hope that you will find it in­sight­ful.

On a con­clud­ing note, I would like to re­mind our read­ers about the 2017 an­nual mega con­gre­ga­tion of re­tail in­dus­try at In­dia Re­tail Forum, which is sched­uled for 19th-20th Septem­ber at Re­nais­sance Ho­tel, Mum­bai. We hope to see you there in large num­bers.

Amitabh Taneja

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