인도 유통시장 진출전략 설명회 (2010 india retail forum]

인도 유통시장 진출전략 설명회(2010 India Retail Forum]

KOTRA 아대양주팀

2010.10.26

시간 내용 연사

14:00-14:10 인사말곽동운 본부장

KOTRA정보컨설팅본부

14:10-14:30 인도 유통시장 현황과 전망빈준화 차장

KOTRA 뉴델리 KBC

14:30-15:00 가전 유통시장 현황과 구매동향 Infiniti Retail

15:00-15:30 홈쇼핑시장 현황과 진출사례 (GS홈쇼핑)김병욱 상무

GS홈쇼핑 인도사업부

15:30-15:40 Coffee Break

15:40-16:10 인도 소싱/구매 동향 Lilliput Kidswear

16:10-16:40 Future 그룹 유통전략과 구매정책 Future Group

16:40-16:50 뉴델리 공동물류센터 개소 안내빈준화 차장

KOTRA 뉴델리 KBC

16:50-17:00 Q&A

♣ 설명회 진행 순서 ♣

2010 India Retail Forum

인도 유통시장

현황과 전망

뉴델리 KBC 빈준화 차장

발표 순서

1. 인도 유통시장 특성

2. 인도 유통시장 현황

3. 인도 유통시장 투자유치정책

4. 인도 유통시장 진출방안

5. 뉴델리 공동물류센터 활용

인도 유통시장 특성

한눈에 보는 인도경제

구분 2010년

면적 3,287,782Km2 (세계 7위)

인구(노동인구) 11억9천8백만명 (516백만)

종교 힌두교(81%), 이슬람교(13%)

언어 영어, 힌두어

GDP(구매력기준) $1조2,373억 ($3조5,480억, 4위)

1인당 GDP(구매력기준) $1,057 ($3,100, 165위)

경제성장률 8.7%

외환보유고 $2,869억

수출/수입 $1,7660억/$2,787억

1.0

3.5

6.0

8.9

Average annual GDP growth

0

2

4

6

8

10

1900-1950 1950-1980 1980-2002 2002-2007

(%)

개방 후 19년간 고속성장 지속

소득 수준의 향상

세계 최고수준의 임금인상률 유지

공무원 급여 현실화는 민간 부문의 임금인상에 영향→ 12억 거대 내수시장 성장 동력

14.4 15.114.1

6.3

9.2

5

10

15

20

2006 2007 2008 2009 2010

[ 인도 임금인상률 추이 및 전망 ]

자료 : Hewitt

인도공무원평균임금인상율 15%

공무원 급여 현실화2년 소급, 40~60% 인상

중산층의 확대

연간소득

2,500만원

625만원~

300만원~

300만원 이하

*2004년 가격

기준 실질소득

최고의 성장시장

• 인구의 75%가 35세이하

• 중산층 인구가 12백만 가구, 미국 베이비붐 세대와 동등한 수준

• 2025년까지 중산층은 5억8천만명으로확산

소비의 고도화 진전

시장규모는 식료품이 압도적으로 크지만 성장률 측면에서휴대전화, 케이터링, 책,음악,선물 등이 급속히 확대되고 있음

내수 중심의 경제 구조

GDP 대비 수출 비중 : 15.8%에 불과

[ 한-인도 양국 대외 수출비중 비교 ]

서비스 수출비중이 높아재화 기준

대외의존도는더욱 낮음.

• 금융위기로부터의 단절• 외부로부터의 충격에 덜 취약• 보다 빠르게 회복

48.4

한국

15.8

인도

효과

경기회복

소득수준 향상

소매유통혁명3G 이동통신

도입

커먼웰스게임개최

소비욕구의 분출

소비욕구분출

가전제품 – 하이엔드 시장 성장 견인

디왈리 특수

• LG: 프리미엄 제품판매 45%

• 삼성: 평판TV 매출 2배

• 퓨쳐그룹: 두르가 푸자 기간동안 매출 40% 증가

• 넥스트: 평균 거래금액Rs.10,500→Rs.13,500

• 스펜서: 두르가 푸자 기간동안 매출 53% 증가

유통시장의 취약성

• 소비시장 분산, 물류기반 취약

• 소비시장 다양하고 복잡

• 여전히 심각한 빈부격차

• 지역별 소득격차 심각

인도 유통시장 현황

소매유통혁명

불과 5년 사이, 기업형 유통업 4배 가까이 성장

2004 2005 2006 2007 2008* 2009** 2010**

기업형 280 356 475 665 965 1,400 2,030

전체소매유통업

9,300 9,805 10,360 10,980 11,640 12,340 13,080

기업형 비중 3.0% 3.6% 4.6% 6.1% 8.3% 11.3% 15.5%

[ 연도별 기업형 소매유통업 규모 및 비중 변화추이 ](단위 : 십억 루피)

자료 : India Retail Report 2009, Images F&R Research

주 : 매출액 기준

현대적인 몰들의 빠른 성장

인도 기업형 도소매업태 분류

구분 형태 대표기업

하이퍼마켓식료품, 가정용품, 의류,

가전 등Spencer, Big Bazaar

Cash&Carry B2B형 도매업태 Metro, Wal-Mart

백화점 다양한 제품 취급Shoppers Stop

Pantaloons

슈퍼마켓 식료품 및 가정용품 Food Bazaar

브랜드매장(EBO) 단일 브랜드 제품판매 Bata, Lilliput

전문매장 단일 카테고리 제품판매 Croma, Planet M

할인점 공장 인근 아웃렛 Koutons

편의점 주택지 인근 소규모 매점 In&Out

* EBO: Exclusive Brand Outlets

주요 유통그룹 및 리테일브랜드

유통그룹 리테일 브랜드

Tata (Trent Ltd.)Westside (백), Star Bazaar(하), Tesco, Croma (가전)

Future (Pantaloon Retail)

Pantaloons(백), Big Bazaar(하), Food Bazaar(슈), Hometown, eZone, futurebazaar.com

RPG Spencer(하), Music World, Books & Beyond

ITC Wills Lifestyle(전), e-Choupal (rural initiative)

RelianceReliance Fresh, Digital, Mart, Trends, Wellness, iStore, Footprint, Jewels, Timeout, Super, Autozone

Bharti Bharti Wal-Mart(C&C)

K Raheja Corp. Shoppers Stop(백)

Landmark Lifestyle, Home Center, Max, Baby Shop, Fun city

주요 업종별 유통브랜드

업종 유통브랜드

의류패션Arvind Brands(Lee, Nautica, Jansport, Tommy), Wills Lifestyle, Koutons, Madura Garments, Raymond

신발 Metro Shoes, M&B Footwear, Bata, Liberty

식료품Food Bazaar, More, Reliance Retail, Spencer’s, Star Bazaar, Mother Dairy

가구@Home, Art d’inox, Home Center (Lifestyle), Home Stop, Home Town

건강, 약품Apollo Pharmacy, Guardian Lifecare, Medplus, Himalaya

레져Archies, Book Café, Music World, Planet M, Depot, PVR Cinemas, Fun Cinemas, Fame Cinemas

가전 Sony, Videocon, LG, Samsung, Next, Croma, HP

대표 쇼핑몰

도시 쇼핑몰 규모(s/f) 대표브랜드

Delhi Ansal Plaza 170,000 Shoppers Stop

DLF Emporio 380,000 명품관

Select City Walk 450,000 Pantaloon

Gurgaon Ambience Isalnd 1,200,000 Big Bazaar, Pantaloon

MGF Metropolitan 250,000 Shoppers Stop

Noida Great India Place 800,000 Globus, Lifestyle

Mumbai Highstreet Phoenix 500,000

Inorbit 450,000 Shoppers Stop, Spencer

Pune SGS Mall 190,000 Westside

Kolkata The Forum 200,000 Shoppers Stop, INOX

South City Mall 1,000,000 Spencer, Starmark

대표 쇼핑몰

인도 유통시장 투자유치 정책

인도 유통시장 진출방안

• 프랜차이즈

• Cash & Carry 도매유통 (100%, 자동승인)

• 단일브랜드 소매유통 (51%, 사전승인)

• 제조업체 리테일은 100% 가능 (삼성, LG전자)

• 멀티브랜드 소매유통은 외국인투자 불가능

• 물류유통

인도 회사법상 회사 경영에 중요한 영향을 미치는 사항은주주 75%의 동의를 얻어야 함 (26%가 경영권 견제 가능)

Franchising in India

• 약 35개 분야 1,150개 프랜차이즈 업종 및 70,000개 점포 운영 중

• 인도 프랜차이즈 8~10퍼센트 해외진출

• 1,250만명 고용

• 연간 $40억불 매출

• 인도 기업형 소매업의 3% 차지, 식품, 교육, 의류, 문구선물용품, 엔터테인먼트, 건강분야 등

• 실제 소매경영은 인도기업이 하게 되므로 FDI 규제를 받지 않음

Cash & Carry

• 고객이 직접 물건을 픽업해서 현금으로 결제하고 배송도 직접 하는 유통방식

• 100% FDI 허용 (도매유통, B2B)

• 2003년 Metro 그룹이 처음 진출

• 2006.11 Wal-Mart 진출 (Bharti와 50:50)

• Shoprite, Tesco, Carrefour 진출

인도 정부의 소매시장 개방입장

• 연립정권의 유보적 태도

• 우회투자 가능성:

JV가 인도국민에 의해 형식적, 실질적으로 경영될 경우이의 자회사의 JV 지분은 인도지분으로 인정됨

• 인도소매시장 개방은 시기

의 문제

JV(51:49)

인도기업

외국기업

자회사

인도기업으로

간주

인도 물류시장

[Challenges]

• 인도 시장은 다문화, 지역별로 상황이 틀려 중앙집중형물류관리 불가능

• 부동산가격이 높아 재고보유 한계• 의류, 식품, 가정용품, 일반소비재 등 산업별로 공급체인

전략과 기술이 다 다름• 트렌디한 빠른 물류와 비용절감 우선 물류 전략간 상충• 물류 인프라 열악

2007년 2012년

시장규모 $950억 $1,250억

기업화율 $57억(6%) $174억(14%)

인도 유통시장 진출방안

Lock & Lock 현지화 사례

마살라 용기향신료가 서로 섞이지 않게 분리 뚜껑이 있고 분리 뚜껑에탈착 가능한 스푼도 같이 판매(약 Rs.500~600 )

휴대용 물통무더운 날씨 때문에 항상 물통을 휴대하는인도의 생활습관을 공략. 일반 페트병은 세척이 어렵고 쉽게 구겨짐(약 Rs.200~400)

홈쇼핑 방송제품의 품질 및내구성을 다양한시연을 통해 소비자에게 직접확인

현지화된 상품개발

상품 현지화방앆

맥도날드

소고기를 사용한 빅맥 포기, 치킨버거 및 야채버거, 인도인이 선호하는 향신료 사용한 버거 개발

코카콜라

소득이 낮은 인도 소도시및 농촌지역 소비자들에대해서 300ml 병 크기를200ml로 줄이고 가격을50% 할인 판매

지방 시장을 잡아라

• 도시-지방 소비자 지출비중 = 9:11 (인도 소비의 55% 차지)

• 소매유통시장은 $2,955억 규모, 이중 절반은 지방에 존재

• 지방은 627,000촌락에 7억2천만명 거주, 이중 17%의 촌락에 50%의

인구 거주 및 60%의 부를 보유

→ 10만개의 촌락만 확보에도 지방 시장 대부분 접근 가능

• 주요기업: Hariyali Kisan Bazaars (DCM), Aadhars (Pantaloon-

Godrej JV), Choupal Sagar (ITC), Kisan Sansars (Tata), Reliance

Fresh, Naya Yug Bazaar – 농장과 직거래 계약

• 지방 소매시장은 도시보다 2배나 빠른 속도로 성장, 단 87퍼센트는

현대화된 유통채널을 접할 기회가 없음 (물류인프라가 최대 난제)

경쟁력 있는 서플라이체인 확보

• 현지물류업자 이용시 적하의 10%가 손상되며, 콜드체인

의 경우도 매장 도달시까지 30%가 부패하는 사례 다발

• Reliance Retail은 자체 물류회사 설립하여 경쟁자가 적

은 청과류 및 야채류 분야에서 좋은 성과를 거두고 있음

• Metro는 80%에 달하는 벤더가 적시에 배달하지 못하는

문제를 해결하기 위해 자체 벤더 교육프로그램을 도입하

여 실시중

Croma & India Retail StoryOctober 2010

Agenda

• India CDIT Industry Overview

• Croma : Journey So Far

• Road Ahead

Consumer Durables and IT Industry in India is USD 20 BN and growing

3,3073,779

236

3,682

5,815

16,819

3,7514,210

250

4,280

8,207

20,698

0

5,000

10,000

15,000

20,000

25,000

Consumer Electronics

Home Appliances Digital Camera IT Mobiles Phones Total

Annual Sales- USD Million

2009 2010

Growth 13%

Growth 11%

Growth 6%

Growth 16%

Growth 41%

Growth 23%

Source: GFK India Industry Study

LCDs, Laptops and Mobile Phones growing very sharply

2009 2010 Growth

CRT TV 1,941 1,703 -12%

LCD+Plasma 981 1,676 71%

Home Theatres 103 90 -13%

DVD Players 282 283 0%

Total Consumer Electronics 3,307 3,751 13%

Air Conditioners 1,313 1,499 14%

Microwaves 176 209 18%

Refrigerators 1,471 1,677 14%

Washing Machines 819 825 1%

Total Home Appliances 3,779 4,210 11%

Digital Camera 236 250 6%

Desktop Computers 2,032 2,143 5%

Laptops 1,650 2,138 30%

Total IT 3,682 4,280 16%

Mobile Phones 5,815 8,207 41%

Total CDIT 16,819 20,698 23%

Source: GFK India Industry Study

Still, India has low durables penetration-presenting a significant opportunity

Note : Total no. of HH projected: 207.2 mn

Source: Guide to Indian Markets; TSMG Analysis

0.5% 1.0%

3.5%

11.7% 11.8%

28.2%

42.2%

0%

5%

10%

15%

20%

25%

30%

35%

40%

45%

Airconditioner Home PC Washing M/c Telephone Refrigerator Audio Equipment TV

Durables Penetration: 2005

India: Young and growing richer

Lowest median age for its 1 Bn+ Population

24

3630

37 3834

39 3944 44

0

10

20

30

40

50

60

India USA China Russia UK

Me

dia

n a

ge

in

yrs

2000 2005

Largest ‘Young’ Population

The future consumers will come from today’s even larger youngsters

47 47 45 42 39

25 24 24 26 27

19 19 20 22 23

9 9 10 11 12

0%

20%

40%

60%

80%

100%

FY 91 FY 96 FY 01 FY 06E FY 10E

0-19 yrs 20-34 yrs 35-54 yrs 55+ yrs

210m 224m 247m 279m 312m

Source: Population Division, DESA, UN

GDP per capita to approx. double by 2010

2414 12

73

60

80

41 38

22 23

0

10

20

30

40

50

60

70

80

90

Rs 30,000 Rs 55,000 Rs 90,000 Rs 1,45,000 Rs 2,50,000Income bracket s

Ho

useh

old

s in

mn

. FY 2003 FY 2008

Source: Merrill Lynch: India Economics

And getting richer…

Consumers are getting more familiar with and dependent on technology

• Young population - 50% of Indians less than 25 years of age

• Growing middle class and urbanization

• Rapid growth of IT usage among the young population

• Rapid growth of internet users (42 million internet users in 2008, expected to become the second largest in the world after China in next 10 years)

• Being late off the block with relatively small historical investments, India is jumping to the latest technology the world has to offer

Overall Retail Trends in India

• Organized retailing (modern trade) is on the rise with new shopping formats and malls springing up across Tier 1 and Tier 2 towns

• Modern Retail is providing the opportunity to consumers to add fun to their shopping outings

• Consumers are spending more and saving less

• Retail Sales Finance through spot loans / Credit Card EMIs is increasing affordability

• Private Labels are on the rise across the industry

Agenda



• Road Ahead

Electronics retail venture promoted by the Tata Group

• Croma stores are run by Infiniti Retail, a 100%

subsidiary of Tata Sons

• Croma- The Electronics Megastore- launched on

October 9, 2006 with a 20,000 sqft store in

Juhu, Mumbai

• In technical and sourcing partnership with

Australia’s leading retail chain, Woolworths

(more than 2000 stores across Australia)

– Croma runs the retailing arm, Woolworth

provides technical and strategic sourcing support

Croma presence in two formats

CROMA: THE ELECTRONICS MEGASTORE

• Flagship format catering to consumer durables and electronics need of the entire family

• Typically spread across 8-15,000 square feet

• 49 megastores on date

CROMA ZIP

• Stores focused on the digital categories: TVs, Mobiles, Computers, Gaming and MP3 players

• Typical size: 1,500- 4,000 square feet

• 4 Croma Zips operating

From Croma @ Juhu to 53 stores in 11 cities

Hyderabad (2 stores)

Chennai (3 stores)

Bangalore (7 stores)

Delhi NCR (13 stores)

Ahmedabad & Surat(2 stores each), Rajkot & Vadodara ( 1 store each)

Mumbai (17 stores)

Pune (4 stores)

4

17

30

43

53

73

0

10

20

30

40

50

60

70

80

2007 2008 2009 2010 YTD 2011 FY 2011 Est

# of Stores

Aurangabad -1 store

We crossed USD 200 MM in turnover in third full year of operation

6

57

131

204

340

0

50

100

150

200

250

300

350

400

2007 2008 2009 2010 2011 (est)

Sales USD Million

Computers, Entertainment, Appliances are biggest categories @ Croma

Large Appliance15%

Small Appliance8%

Computers31%

Communication12%

Entertainment23%

Gaming2%

Digital Imaging9%

Sales Value Mix

Adjudged “Most Admired Retailer of the Year” thrice in a row-Within 4 years of existence

There are quite a few feathers in our cap now

• Highest Average Selling Price retailer as well as highest volume retailer for most manufacturing brand partners

• Preferred partner for launch of most new products

• Industry Leading performance in terms of sales per sq feet and conversion

• Full range own label products

Our early success is based on concrete differentiators

• A unique and strong consumer promise - “We Help You Buy”

• Planned expansion in line with clustering strategy

• Superior retail environment through scientific format design and merchandising

• Strong initiative in own label development

• Relentless focus on costs and efficiency

• Maniacal focus on consumer delight through the entire sales process- from pre sales to after sales

Key metrics trending well

FY08 FY09 FY10 FY11YTD FY11E

Same-store growth (%)


Annualised Sales/sqft (Rs '000)

Key metrics trending well


Gross Margin %


Corporate costs % to sales

Croma is focused on helping consumers buy

WE HELP YOU BUY

• Friendly and knowledgeable sales staff understand consumer needs and

• recommend right products

• from a wide range of brands and products

• at a great price and

• in an unmatched shopping environment

Key Marketing ObjectivesBuilding Croma Proposition of “We Help you Buy”

Thematic campaigns

• Reinforcing long term

reasons for shopping

@ Croma

• Highlight Croma

proposition of helpful

& knowledgeable

sales staff, Wide

range, Honest Prices

Experiential Marketing

• What’s on @ Croma

• Build Your PC

• Demos & Workshops

Partnership Inititiatves

• NDTV Gadget Guru; Gadget & Lifestyle Awards; Technology Magazine Tie ups

Croma Expert Tie Ups

• Gadget guru Rajiv Makhni; Kitchen guru Sanjeev Kapoor

Highlighting range

Communicating expertise in providing right advise to consumers

Establishing Croma Staff as knowledgeable and friendly solution providers

Croma helps demystify technology

Reinforcing Croma’s commitment to customer service

Key Marketing ObjectivesCreating and Leveraging Key Shopping Occasions

Sales Promotion

• Mega promotions with

great deals, special

offers

• February sale,

Independence sale,

Festive Sale, New year

Sale

• Partner offers to build

consumer excitement

Festivals and Events

• Leverage key festivals

and events through

special offers and in

store activation

Key Marketing ObjectivesBuild Awareness and Preference for the Store in Catchment Area

Launch Activation

• Intensive awareness

package including ATL,

Canter activation,

Contests, etc

Catchment Initiatives

• Society Activities

• School Activation

• Local events and

festivals

Product Catalogs

• Once every two

months

• 1.5MM copies

• Also, special BTL

catalog

Agenda



• Road Ahead

We have set our sights high and are focused on getting there

1. Profitable operations in this Financial year

2. Market leader in every city of our operation. Target 20% share in each market

3. 20% share of business to come from own labels

4. Best-in-class customer service policies, systems and performance

5. Strong presence in Zip format

6. Profitable, Billion Dollar company by 2013!

인도 진출 가이드- 홈쇼핑 중심으로-

2010. 10. 26

Homeshop18

GS홈쇼핑

KUDOS TO KOTRA

Present Status Nation of shop keepers – 12 million outlets

Inflexion point > growth of organized retail (5-6%) and

increased consumption( recession proof, young

population)

Highly Fragmented –small and medium scale

Increasing Global sourcing

Entry of foreign retailers > LG, Samsung, Wal-Mart ,M&S

Present Status – Continued… Need of localization due to Geography

Most attractive emerging market&5th largest retail destination

Estimated US$833 billion by 2013 & us$1.3trillon by 2018

Third most attractive apparel retail destination

Apparel, food & grocery and electronic items to lead the growth

Luxury market to grow – Louis vuitton

Sourcing Pattern Sourcing hub to retail hub

Sourcing pattern of Retailers’ of Indian origin

Reliance , ITC, Lilliput

Increased local sourcing of foreign retailers

Shifting from cost saving to working smarter& create value

Formats Cost driven, Service driven & Value driven

Sourcing directly from producer

Branch offices

Buying houses

Contract importers

Establishing Captives – Hyundai

Deciding the source Fit of the product in the retail format

Price

Quality

Terms and conditions of delivery ,capacity and services

Vendor reputations

Taxes and regulations

Sourcing Issues Strategic level- decision with long term effects

long term relationship, supply chain ,wear housing

Tactical level- Purchasing ,inventory & transportation – Annually

Operational level- day to day management

Opportunities Huge opportunities still remain untapped

CEPA Agreement with Korea –Removal of import tax- trade

increased double .

Wear housing and supply chain management

Equipments &machinery – EVA

Consumer durables

High end textiles

Challenges Global competition

Price

Developing relationship with Korean suppliers

Awareness of the Korean Capability

Language

Customization and adaptation.

Build captives in India

Role of Kotra

Thank you

현황과 전망

100억 USD(12조원)2014년

인도 홈쇼핑

[어니스트&영]

현황과 전망 인도 홈쇼핑

25 ~ 35세의 신소비층

도시화 진전

홈쇼핑 타겟고객 인도 홈쇼핑

CATV 7,100만 가구위성TV 900만 가구

0

20

40

60

80

100

120

2004 2005 2006 2007 2008

102109

112115

118

50

6168

70 71

0.11 2

3.59

8,000만 가구 (2008년 기준)

인도의 방송 플랫폼별 가입가구 수 추이

TV

케이블

DTH

(단위 : 100만 가구)

홈쇼핑 사업자 현황

방식 회사명 서비스지역 시청가구수

홈쇼핑 전용

채널(24시간)

인도 전 지역 2천 5백만

STAR CJ인도 주요

9개 지역1천만

Infomercial

Asian Sky Shop 인도 전 지역 5천만

TVC Sky Shop 인도 전 지역 2천만

Telebrands India

인도 전 지역 2천만

2개의 24시간 홈쇼핑 채널과 다수의 인포머설 업체

인도 홈쇼핑

Homeshop18

인도 최초의 24시간 홈쇼핑 채널

HS18

Network 18

Network 18 그룹

TV외 인쇄매체, 인터넷,

영화, 엔터테인먼트,

모바일 컨텐츠 등

종합 미디어 채널

HS18

판매 매체

TELEVISON

69%

WEB

4%

OUTBOUND

25%

CATALOGUE

2%

HS18

취급 상품

20개 카테고리, 68개 서브 카테고리, 450개 브랜드의 상품

HS18

주요 히트 상품 (9월 TV매출 기준)

핸드폰, 전자렌지, 카메라, 캠코더, 악세사리, 주방용품 등

카테고리 상품명 판매가

Microwave Whilrpool Electronic 25 Ltr Grill Microwave 155,740

MOBILES Wespro Dual SIM Phone 70,174

MOBILES Fujezone Dual SIM Full Touch Screen Mobile Phone 129,974

Pearl & Fashion 4 Silver Plated sets in Austrian diamonds by Deccan Pearls 63,700

CAMERA Kodak Easyshare 8 Megapixel Digital Camera 90,974

MOBILES Wespro Dual SIM Phone 116,974

Camcorder Wespro 5MP Digital Camcorder 129,974

Microwave IFB 20L Convection Microwave 202,202



Fashion Jewellery Sia Shikha Collection - 3 Choker and 4 Pendant Sets 77,974

Pearl & Fashion Pear Linked Pearl set By Deccan Pearls 33,774

Dinner Sets Demonte 77 Pc Stainless Steel Dinner Set 77,974

Cookware Anjali 6 Pc Nonstick Set 51,974

HS18

Top 20 Products in the month Of September

방송

• 24시간 인도 전역 방송

• 15 ~ 30분 단위 상품 노출

• 일 2시간 생방송

• 녹화 방송 위주

HS18

콜센타

24시간 주문, 상담, O/B

Up selling

500명의 상담원

10개 언어로 응대

일 평균 38,000콜 (2010. 10 현재)

HS18

결제 방법 HS18

COD

CBD : 10,000루피(26만원) 또는 중량 8kg

Credit Card : 3개월 할부

결제수단 HS18

현금, 수표, 신용카드, 은행이

체

배송 지역

인도 전역 2,750개 도시

3개 메이저 택배사 이용

HS18

배송 프로세스 (업체 배송) HS18

Order입수(From HS18)

1차 Carton Packing

재고 반출(Warehouse)

2차 비닐팩Packing

주문서,서비스 매뉴얼등 삽입

포장 및배송준비 완료

택배용 행랑취합

택배사 4륜 트럭으로집하장 이동

3륜 트럭으로개별 배송 시작

개별 배송원배송 업무

반품 서비스 HS18

15일 내 반품

시청가구, 일일 인입콜수 추이 HS18

0

2

4

6

8

10

08.9월09.9월

10.현재

2.6

5.5

8.6

(단위:백만)주간평균 시청가구수

0

10

20

30

40

08.9월09.9월

10.현재

13 15

38

(단위:천)일 평균 인입콜

일평균 주문액, 주문고객수 HS18

누적주문고객수 1,824,636

재주문고객비율 26%

0

1

2

3

08.9월09.9월

10.현재

1.2

2

2.9

(단위:억원)일 평균 주문액

0

20

40

60

80

100

2008년2009년

10.현재

25

79 85

(단위:만명)주문 고객수

한국 상품 소싱 유형 HS18

Something New

시연성

고품질

성공의 조건 HS18

한국 외국어대 김찬완 교수Winning India Market - 인도진출 한국기업 설문조사

0

5

10

15

20

(응답자 수)

차별화 어떻게 알릴 것인가?

저렴한 원가

생산성

차별화된노하우

(기술,마케팅 능력, 유통)브랜드

R&D 능력

생산규모

(응답자 수)

해피콜 성공 사례 (양면팬의 경우) HS18

인도고객 간담회

소구포인트

- 신개념의 주방용품

- 경제적인 팬

- 건강을 위한 프리미엄 웰빙

팬

생동감 넘치는 시연

주방, 이미용, 헬스, 생활 카테고리에서 우선적으로 한국 상품을 확대

우선 대상 상품군 (주방) HS18

Cooking

Pans Pots GriddlesPressure Cookers

Accessories

Aluminium

Steel

Plastic

Glass

Ceramic

Aluminium

Steel

Plastic

Glass

Ceramic

Aluminium

Iron

Aluminium

Steel

Plastic

Aluminium

Steel

Plastic

Entry

Entry & Strengthen Future

후라이팬류

냄비류

압력솥

요리기구

우선 대상 상품군 (이미용) HS18

화이트닝

안티 에이

징

색조

슬리밍

3조 9천억원

Beauty

Skin & Body

Toile-triesHair

Color Cosmetic

SlimmingPersonal

Appliances

3천 5백억원2천9백억원 2천 7백억원 2조 5천억원 2천억원 2천 6백억원

영업 환경

시스템 , 설비 부족

유연한 사고

풍부한 노동력

저렴한 인건비

- 80만원

- 20만원

- 17만원

- 10만원

- 7만원

인도 진출 TIP

인도인 인도 진출 TIP

인도는 다인종 국가이며 드라비다인 (Dravidian), 아리아(Aryan), 몽골로이드(Mongoloid),

네그로이드 (Negrito), 오스트롤로이드 (Proto-Australoid) 등

드라비다25%

아리아72%

몽골로이드2%

네그로이드0.5%

오스트롤로이드인

0.5%

http://www.all-indiatravel.com/india-photogallery/images-india-culture/images-pictures-photo-gallary-people5-india.html

http://www.all-indiatravel.com/india-photogallery/images-india-culture/images-pictures-photo-gallary-people3-india.html

인도인

No problem - 문서화

2 Minute - 여유

아님 말고 - 당당

인도 진출 TIP

Slide No 1

The Remarkable World of Retail

Slide No 2

India

• World’s Largest Democracy – A sound Legal & Judiciary System.

• One of Top Fastest growing Economy in the world

• India, a hotbed of Technological advances and home to one of the largest English speaking, technically trained workforce in the world.

• Third Largest English Speaking country in the world.

• One of the largest growing Mobile subscriber base in the world.

• One of the top 5 producers of food grains, fruits, poultry, milk, etc

• Third Largest Army in the world.

• India Consumes a fifth of World’s Gold Output.

Slide No 3

Indian Retail

• Retail industry is the Largest Industry with an Employment of 8%. (Employment is Second Largest after Agriculture)

• Accounts for 11-12% of Indian GDP

• India is the Ninth Largest Retail Market in the World

• 5th among emerging retail markets for new retailers to enter

• Highest outlet density in the world with 12 Mn outlets

• Dominated by unorganized sector - 95%

96% of the 12 M outlets are less than 500 sq.ft [even 30 sq.ft]

Slide No 4

Indian Retail

• Organized Retailing only 5% but growing at about 35- 40%

• Potential to create 1.5-2 million jobs annually

• Poised to be a USD 450 Bn industry in 2011

• Over 50 of Fortune 500 and about 25 of Asian Top 200 companies are Retailers / Retail company.

Slide No 5

Population profile getting younger-54% below 25 years

More acceptance of new concepts

More nuclear families with dual income

More positive outlook to spending

Growing high and middle income population

Time poverty : “Convenience over-riding price consideration”

Lifestyle values, Global shoppers in India

Increase in media penetration

Indian consumer

Slide No 6

Slide No 7

INDIA Change, as captured in the Chakra, symbolizes

modern India. Change, along with Confidence is

driving the growth of a Consumption-led domestic

economy.

Over 50% of the population is below the age of 25

years who are willing to work harder, earn more and

spend more.

Currently a $400 billion consumption market.

It took more than 60 years for our GDP to cross $1

trillion. It is going to take less than 7 years to

cross $ 2 trillion.

Extremely heterogeneous and diverse market with

over 31 states, 18 major languages, 8 major

religions, 4000 different castes and communities

celebrating 72 festivals.

Slide No 8

Future Group

Future Group was conceived as a force to drive

domestic consumption and capture every

addressable consumption expenditure of the

Indian consumer.

The mascot, Sone Ki Chidiya, signifies the return of

the golden period of Indian economy.

Driven by creativity and innovation,

Future Group is among the youngest and dynamic

business groups in India.

We consider Indianness as a core value driving the

group; respect and respond to the diversity of Indian

consumers and are inspired from Indian social,

cultural and consumer insights.

“Rewrite Rules, Retain Values”

- The core belief that has helped us

grow our business

Slide No 9

Future Group‟s businesses are present in retail,

financial services and in allied retail services.

Retail: retail business is present in 4 key

consumption categories in both the value segment

and lifestyle segment

Financial services businesses are led through

specialised subsidiaries in consumer finance, life

and non-life insurance and venture capital

Allied businesses in retail services are present in

supply chain, brand development and training and

development

Slide No 10

Retail and

Allied Businesses

Life &

Non Life Insurance

Consumer Finance

Education

IPR &

Brand Development

Ventures & Entrepreneurship

Development

Logistics &

Supply Chain

Value

Retailing

Slide No 11

Having been the pioneers in the retailing space in

India, our retail formats are household names in

more than 80 cities across the country.

These formats cover around 15 million square feet of

retail space and attracted around 200 million

customer footfalls in 2009.

Our retail businesses are spread in 4 core categories:

Food, Fashion, General Merchandise and Home &

Electronics

Pantaloon Retail (India) Limited is primarily focussed

on the lifestyle retail segment led through formats

like Pantaloons and Central

Future Value Retail focusses on value segment

through retail formats, Big Bazaar, Food Bazaar and

KB‟s Fairprice

Retailing

Slide No 12

Mature Retail Formats India‟s favourite fashion chain, Pantaloons now has

46 stores across the country with the most popular

loyalty program, Green Card

Central, large-format lifestyle department stores in 12

locations in key urban consumption centres in the

country offer over 500 foreign and Indian brands

across merchandise categories

Big Bazaar is now a 134-store network in over 70

cities among the fastest growing hypermarket chains

in the world

The 183-store Food Bazaar network captures over

30% marketshare in total sales of food and FMCG

products in modern retail

Slide No 13

Started in 2006, the home retailing business is

among the fastest growing retail chains.

Home Town, spread over more than 125,000 square

feet each, offers customer a one-stop destination for

all products and services related to home building

and home improvement and is now present in 10

locations in key metros like Delhi, Mumbai, Kolkata,

Bangalore, Ahmedabad, Pune and Hyderabad

Ezone, a 55-store network of lifestyle electronics

stores is the only pan-Indian chain of its kind offering

almost every consumer electronics brand in the

country.

Home Retailing

Slide No 14

Future Group‟s Incubation and Innovation Cell

works on converting an idea, into a prototype and

then into a viable business proposition.

Futurebazaar.com, our etailing portal is India‟s

leading shopping portal.

Planet Sports, India‟s first and leading sportswear

offers top notch international brands in sports

category, including, Speedo, Wilson, Prince,

Converse, Spalding, Callaway.

The group has recently acquired Adhar from Godrej

Group. It is a rural retail chain with presence

in over 60 villages

KB‟s Fairprice is a low-frills retail network targeted at

lower income groups. Over 100 stores operational in

Delhi, Mumbai and Bangalore.

Specialty Retail

Slide No 15

Future Group partners with some of the most reputed

speciality retailers from around the world.

US-based $20 bn Staples Inc, is our partner for

office stationery retailing. Launched in Bangalore in

2007 in Bangalore as India‟s first office stationery

chain, it is now a 24 store network.

Middle East based Axiom Communications is our

partner in the communications products and services

space and the JV company operates a 150-store

network.

French retailer, Celio and Daniel Hechter and British

retailers Lee Cooper and Clarks partners with Future

Group to offer world-class design and merchandise

to the global Indian consumers.

Retail Partnerships Franchisee Partnerships

Slide No 16

Consumer Finance

Slide No 17

With over 100 branches located within consumption

centers, Future Money leverages the group‟s retail

presence for offering credit and loan services,

distribution of insurance prodhucts and other

financial products

A partnership with Centrum allows tapping into

specialised financial services like foreign exchange

and wealth management.

Consumer Finance

Slide No 18

Life and Non-Life

Insurance

Slide No 19

Joint venture with Italy-based Generali Group,

amomng the three largest insureres in Europe and aa

Fortune 50 company for subsidiaries in both life and

non-life insurance

Distribution through over 100 branches, agents and

the unique MallAssurance channel. Ranked among

the top 15 insurance providers in both life and non-

life businesses.

Consumer survey by Grant Thornton India ranked

Future Generali at no. 4 for both product and

customer service in Motor Insurance and Home &

Contents Insurance.

Strong presence in key consumption centres as well

as rural areas in key states like Punjab, Maharashtra,

Orissa and Karnataka.

Insurance

Slide No 20

Brand Development

& IPR

Slide No 21

Future Brands, a brand and IPR development

specialist company focuses on nurturing and

developing 18 national brands

A large portion of retail sales is captured by these

brands present in segments like fashion, food, home

and personal care and consumer electronics

Koryo and Sensei, the group‟s consumer electronic

brands account for around 20% of total sales in the

segment.

FMCG private brands capture between 25 % to 40% in

over 25 key sub-categories

The company is led by a specialist

team of media and marketing professionals

led by Mr. Santosh Desai.

Brands

Slide No 22

Fashion Electronics & Home Food

Slide No 23

GSM MOBILE SERVICE

Slide No 24

In partnership with Tata Teleservices, Future Group

will be launching a unique pan-India telecom brand

service.

Based on the concept of „Talk More, Shop More‟ the

T24 brand will offer unique benefits for customers

shopping at Future Group shopping network

Tata Teleservices will provide complete back-end

support and infrastructure support for the pan-India

roll out beginning in the second half of the

calendar year

Brands

Slide No 25

Education

Slide No 26

Specialised training and development arm that caters

to the needs within the group as well other

companies in the services sector

Modern, technology-enabled campuses in

Ahmedabad, Bangalore and Kolkata

Joint-degree programs with IGNOU in

entrepreneurship, business and retail management at

graduate and post-graduate level attracts students

from across the country.

Future Eduction, a subsdiary, offers specialised

courses and counseling services in partnership with

Welingkar Institute, Mumbai and Sikkim Manipal

University

Learning & Development

Slide No 27

Logistics & Supply Chain

Slide No 28

Operates 5 major verticals namely Warehousing,

Transportation, International Logistics, Brand

Distribution and Reverse Logistics.

The company now has a current warehouse footprint

of over 3.5 million square feet with 67 warehouses

across 32 locations.

The company also operates a dedicated fleet of over

400 vehicles and an outsourced fleet of 400 trucks

that move goods across India in the most efficient

and cost-effective manner.

Li & Fung, the Hong Kong-based largest retail supply

chain company is an investor and partner of Future

Supply Chain

Logistics & SCM

Slide No 29

IT & Knowledge Services

Slide No 30

Future Knowledge Services (FKS) is a business and

technology services provider focused on retail and

allied consumption sectors and is India‟s first

consumption sector driven technology and business

services company.

FKS' open delivery model allows it to deliver services

using both in-house and third party capabilities.

Has built strong partnerships with firms such as Sun

Microsystems, Cisco, Wipro and SAP. The

partnership with Cisco enables an unique network-

centric architecture with cost, control, scalability

and customer experience advantages.

By 2011, FKS is expected to be one of the leading

business and technology solutions provider to the

retail & consumption sector globally.

IT & Knowledge Services

Slide No 31

partners

Slide No 32

Services Retail Joint Ventures Licensed Brands

Slide No 33

Strengths

Retail business form the nucleus

and provides an extensive reach and

easy access to low-cost customer

acquisition

A strong understanding and

knowledge base on Indian

consumer preferences, habits and

aspirations.

Experience in building some of the

most respected retail brands in the

country

A proven track record of developing

strong partnership models on a Win-

Win-Win basis

Facts & Figures

Employs over 35,000 people across

the country

Expected Group turnover for 2012 is

around $8 billion.

Operates over 15 million square feet

of retail space in 80 cities and 66

rural centres

Attracted over 200 million

customers in 2009

Pantaloon Retail and Future Capital

Holdings are listed on Indian stock

exchanges with a combined market

cap of over $2.5 billion

Slide No 34

New position, New Identity, New look, Fresh

Merchandise… YOUNG BRAND

Slide No 35

Slide No 36

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Slide No 38

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Slide No 40

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Slide No 42

Consumer Durable & Electronics

Slide No 43

CD & E Biz Model…

CD & E

Slide No 44

CONSUMPTION = DEVELOPMENT

Slide No 45

Key pointers of the Consumer Durables and

Electronics Industry in India

Slide No 46

Industry Overview

• Only one National Player i.e., Future Group.

• Maximum outlets are Family run stores

• New Players entering the Consumer Durables &

Electronics Retail

• The top growing product segments in this category are

LCD TVs, Laptops, Digital Cameras, Mobile, Air

Conditioners, Microwave oven, Washing Machines, and

Digital Products & Accessories

Slide No 47

Slide No 48

E Zone has evolved as a

Destination Store for Electronics

as

LIFESTYLE BRAND

Slide No 49

The concept

• A first of its kind store in the country

• Innovative store layout that leads to a better purchase experience – The Four Zones Theory

• Service is one of the key differentiators - Pre / Post Sale,

• Competitive Pricing – 365 days of Price Gaurantee

• Stocks all major brands including LG, Sony, Samsung, Apple, HP, Nokia, Dell, Lenovo, ASUS, Sanyo, Godrej, Onida, Videocon, etc & our own KORYO & SENSEI

Slide No 50

Largest CD & E lifestyle retail chain in India span across DELHI, MUMBAI, BANGALORE, HYDERABAD, CHENNAI, NOIDA, INDORE, LUCKNOW, KOLKATA, PUNE, BARODA, AGRA, BHUBANESHWAR, AHMEDABAD, SILIGURI, SURAT

Presence across India

Average retail space – 10,000 sq ft

Slide No 51

E Zone Store Highlights

• More than 250 Brands includes leading brands like LG, Samsung, Sony, Phillips, Compaq, Lenovo, Whirlpool, Apple, Panasonic, Nokia, Sanyo,

Kodak, Canon, Hitachi, etc

• More than 6000 SKU

• Categories : Television , Laptop & Desktop, Camera, Mobile, Air conditioner, Refrigerator, Washing Machine, Audios, Kitchen Appliances, Kids Toys & Accessories

• More than 500,000 customers walk into our stores every week

Slide No 52

MEGA EZONE

• House of widest Range of Electronics in each product category•30,000 sqft Showrooms• Active Participation by Brands• Live demo for each product category

Slide No 53

Rajajinagar : Bangalore

First Mega E Zone

Slide No 54

OMR : Chennai

Second Mega E Zone

Slide No 55

• Crossroads MumbaiThird Mega E Zone

Slide No 56

Slide No 57

Live Demo Zones: Demo Kitchen & Iron Table

Slide No 58

Live Demo Zones:

Washing Machine & Dryers & Dish Washers

Slide No 59

Slide No 60

Electronics Bazaar has evolved as a

Destination Store for Electronics

as

VALUE BRAND

Slide No 61

Largest CD & E Value retail chain in India span across the Country from


Average retail space – 3,000 - 5,000sq ft

More than 2,400,000 customers walk into our stores every week (Big Bazaar)

Electronics Bazaar Store Highlights

Slide No 62

Section wise Photograph

Slide No 63

LCD & CRT

Slide No 64

• Big Bazaar has communicated Value and created occasions for

consumption by highlighting Deals, Offers on 100s of products

through various campaigns

• At the core of all our communication, the insight of Greed and

Fear and proposition of Deal has remained consistent

Slide No 65

In its 5th year, of the retail

revolution,

that took India by storm

Slide No 66

Story so far..

• 2006 – 24 stores,– 1 Mn walkins,

– Rs 350 Mn Sales

• 2007 – 43 stores,– 3 Mn walkins,

– Rs. 970 Mn Sales

• 2008 -80 stores– 5 Mn Walkins

– Rs. 1.4 Bn Sales





Slide No 67 Picture says it all

Slide No 68

Delhi

Mumbai

Bangalore

Bangalore

Mangalore

Udupi

Belgaum

Hubli

Chennai

Coimbatore

Hyderabad

Vijayawada

Vizag

Palakkad

Trichur

Trivandrum

Calicut

Bhubaneshwar

Cuttack

Kolkata

Howrah

Durgapur

Haldia

Darjeeling

Raipur

Ranchi

Burdhwan

All India Presence

Chennai

Siliguri

Guhawati

Lucknow

Allahabad

Agra

Noida / Ghaziabad

Gurgaon

Delhi

Alwar

Jaipur

Baroda

Surat

Rajkot

Ahmedabad

Mumbai / Vashi

Pune

Nagpur

Nashik

Kolhapur

Sangli

Anand

Meerut

Gwaliar

Aurangabad


Ahmednagar

Bharuch

Ambala

Kanpur

Panipat

Tinsukia

Kharagpur

Dhanbad

Navi Mumbai

Zirakpur

Chandigarh

Alwar

Karad

Slide No 69

PRIVATE BRANDS

Slide No 70

We have launched two brands that has

created products as good as those created by

the established brands both in terms of

performance and aesthetics, at prices that are

made for India.

Slide No 71

Improve lifestyles of middle class India by providing to them that

has so far been a privilege of the upper class.

Vision

Slide No 72

Vision

Our products and services are designed as the next generation of

experience electronics for the next generation of India.

Slide No 73

Private Brands

• Private Brands have been Successful in creating & inducing demand through

our stores.

•

• Private Brands have Create the market for all products by selling it at

Innovative price points

• From Air Conditioner to Steam Irons, LCD TV’s to Juicers, Microwave Ovens

to Washing Machines, Refrigerators to MP3 Players, Digital Cameras to Home

theatres and so on are the product categories the Private brands has created &

excitement among the consumers.

Slide No 74

E - Care

Slide No 75

E Care

18004257722

or

080-2657722

Slide No 76

E Care

All India Service Network.

All India Toll Free Help line Number 1800-425-7722

(or) 080- 2657 7722

Experienced Service Professionals / Technicians for On site and Carry

in Service

Slide No 77

Why should You be interested?

1. Unique Retail Model

- First and largest retail chain in the country

- Professional management, high self investment in marketing

- Unique opportunity for trial and sell

- ‘Live’ consumer feedback across geographies: instant test launch

platform

2. Unique „Convergence‟ display opportunity

- Gadgets in the IT, Tel & Appliance space working together

- Opportunity to showcase working models of the latest in the product

line up

- Opportunity for you to touch customers buying gadgets in each of the

verticals

Slide No 78

Why should You be interested?

3. „Experience Zones‟

- Consumers can touch’ n feel all products in the store

- Institutional customers could be brought here as well

- Road-shows across a wide retail footprint

4. Educative Selling

- Competent manpower : can be trained to global standards

5. OEM MANUFACTURE

- Production for Our Private Labels

- Another opportunity to sell & increase market share.

Slide No 79

we have become the largest electronics retail operation

in the country

Slide No 80

… And we invite you to partner with us.

Slide No 81

Thank You

Slide No 82

Ezone Birthday Celebration

12th – 13th June ‘10

뉴델리 공동물류센터 개설 안내

[ 2010.12월 개설예정]

KOTRA 뉴델리 KBC

물류센터란?

서비스

주요내용

목표

해외소량 다발주문 대응 통관지원, 연계배송, 재고관리 수출입 지원, 물류설계 컨설팅 거래선 발굴관리 (지사화패키지)

주요 거점 지역에 공동물류센터를건립, 우리 중소기업에게 저비용 고품질의 물류서비스를 제공

수출 기업의 경쟁력 강화 대인도 내수시장 진출 확대

업무 코디네이팅

물류센터 지원업무 흐름

선적 결과, 입출고 결과, 배송결과 등 정보를 기업과 공유 최적의 물류비용 산출, 제공

수출기업

공동물류센터

물류업체

KOTRA 뉴델리

수입기업

수입기업

수입기업

토탈 수출마케팅

수출인큐베이터

공동물류센터

해외투자지원센터

지사화사업

인도내수시장 진출

참가절차

www.kotra.or.kr에 기업회원 가입 지사화사업부가서비스, 공동물류서비스 등록참가신청

심사, 선정

시물레이션

참가업체 확정

참가업체의 적정성 심사 및 1차 선정

선정업체 대상 물류코스트 시물레이션 실시

최종 선정업체 사업참가 계약 체결 물류운영회사와 위탁운영 계약 체결

http://www.kotra.or.kr/

인도 유통시장 진출전략 설명회 (2010 india retail forum]

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