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TRANSCRIPT
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Part I (identification of the reason for failure)
Roll no Name Specialization
52 Kavita Sambherao Human Resource
12 Vailankanni Dsouza Human resource
Part II (Proposed revival plan)
Roll no Name Specialization
13 Saicharan Ega Marketing
19 Mayur Jagtap Operations
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Subhiksha Indias largest chain of retail store (in terms of
number of stores).
Subhiksha's USP is its price - cheaper than the
kiranas, and cheaper than the hypermarkets.
Subhiksha's target clientele is the middle class:households with incomes in the 50-90 percentilerange.
Functional outlets no bigger than 1,200
-1,500 sq ft
No-frills stores-no air conditioning, no fancy lighting
No touch and-feel experience (customers have to
ask for products at Subhiksha stores)
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Job of investment bankerin Citi Corp
Joined Enfield as executiveViswapriya
His first company in1991
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THE ESOP TRUST
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Subhiksha was a Possession Processing
service
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At Subhiksha the level of contact was low
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Service falls in the category of Search
attributes as well as experience attribute
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Entry
Payment
Exit
Shopping
Service
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Moment of truth
Difficulty finding something or in the
availabilty of the product Confusions with pricing
At the Cash counters
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Core Service
Retailing of Food & Groceries
Pharmacy
Supplementary Service:
Telecom
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Strategy of debt
led Rapid expansion No Exit Plan
R. Subramaniam himself Aggressive
ICICI venture
No proper check and control Huge frauds by their own management people
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No clear focus on Product Mix
It moved across different sectors such as
Medicine, Food & grocery, Telecom veryfast.
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SERVICE RECOVERY
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Concentrate on one segment Food and grocery segment
The segment with high demand and low price and can be lesscompetitive
Can target all segment of market in a vertical
Slogan will be SUBHIKSHA FOR ALL
Discounted grocery for low income group
Organic food for higher income group and exotic veges.
Home delivery those who want.
Extended hr for double working families.
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Employees with quality training and happy to help
No pilferage , adequate security measure.
Considering both hard and soft skill for performance appraisal
Local manpower and females so majority of buyer ( female)
can contact easily.
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Female employee as secondary income generator can have
low payment
No credit given to customers
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Good inventory management Dead inventory should be eliminated
Work in clusters of store so as to become close customer and haveeconomies of scale
Stock can be rotated from one store to other.
Creating ease in whole purchase procedure to help customer to buy give
advantage on cost vs time trade off. Maintain basic facilites and signboard to guide customer.
On future part have data for individual home and track demand.
Areas from where customer cant approch store should be facilitate throughsubhiksha representative linked to main store,delivering goods twice aweek.
Customer should be promoted to buy in non peak hour.
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