Retail and Consumer Goods

The client was a North American based $1.2 billion dollar company operating globally through eight primary brands. The company distributed three of its brands in India under distribution and licensing agreements and they intended to grow and expand its brands portfolio in India to capitalize on the significant potential in Indian market.

Client Benefit: Insights into the market potential in India, customer preferences, retail landscape, key success factors for the Indian market like domestic sourcing, and distribution strength, business model with brand mix, and alliances. This led to the development of a strategic road map for each brand and sales target for the next 3 years. An evaluation of existing partners was also conducted, supported by the identification of potential partners for alliance.

The client’s product was an established mineral water brand in India. In order to protect their leadership position and increase their nationwide presence the client was examining strategies in distribution, diversification and exports. The client wanted to examine its pricing and promotion strategy, evaluate options of increasing focus in the retail and impulse market along with an evaluation of export opportunities.

Client Benefit: A clear understanding on the future business strategy in terms of new products, brand positioning, promotions and channel strategies for each product type.

The client, an international sporting goods brand, was evaluating potential partners to distribute their range of products in India. The range included sunglasses, prescription eyewear, apparel, watches, footwear and sports accessories. The client approached UC to conduct a market study for apparel, watches and footwear in India.

Client Benefit: The client received an in-depth understanding of the market for the apparel, footwear and watch industry in India leading to their entry into India.

The client was a diversified FMCG company involved in the manufacturing, marketing and distributing of fabric wash (liquid detergents), personal wash (soaps) and hair care (shampoos, and hair oils) products. Limited presence at the retailer level was a key constraint leading to issues of limited sales volume, poor brand visibility and recall which hampered growth prospects. The client engaged UC to define its growth strategy.

Client Benefit: Product strategies based on a product portfolio mix were defined, players for a distribution tie-up were identified. In-organic growth opportunities for the clients existing brands were also identified.

The client was the oldest and largest fashion designer in India with a product range largely focused on ethnic Indian wear. The client enjoyed a good image in terms of product quality and designs with a loyal customer base, largely consisting of women over the age of 30. Top Management believed that the organisation was poised for growth by leveraging on the brand equity built over the years. The client approached UC to identify growth options and define a growth strategy for the business.

Client Benefit: Growth strategy for existing brands in India and an entry strategy for potential international markets were outlined. Opportunities for launch of a new line of clothing were outlined along with a framework for innovative selling through a web store.

The client, one of the market leaders in gold and diamond jewellery retailing, was contemplating a startup venture in the retail segment with an intention of focusing on luxury goods and diamond jewellery retailing. The Top Management of the organisation engaged UC to determine the market size of luxury goods and diamond jewellery market in India, assess suitable retail formats for the venture, identify attractive locations, formulate a rollout plan and draft a business plan inclusive of detailed financials and an implementation plan.

Client Benefit: Deep insights into the evolution of luxury retailing and the attendant opportunity, detailed financials for the venture based on the average footfall estimates, conversion rates and average purchase prices.

The client was a master franchisee for an international lingerie brand in the Middle East. The business concept of the international lingerie brand was unique to India and thus Top Management requested UC to answer questions surrounding consumer’s met and unmet needs, shopping preferences, willingness to pay and reaction towards the concept and the products. The client also requested UC to define a business plan.

Client Benefit: Clearly articulated India entry strategy along with business plan.

The client was one of the leading apparel and lifestyle retailing chains having with 110 stores in UAE. It had presence through sub – franchisees in locations in Middle East and Asia. The company had experienced tremendous growth over a 2 year period in terms of revenue, profits and number of new stores opened. Top management had chalked out plans to increase revenue and profit by over 100% over the next 3 years by introducing new brands, opening new stores in existing and new geographies. Top Management, however, believed that the organisation structure was not adequate to support it’s strategy, especially with lack of clarity w.r.t definitions of roles and accountabilities. UC was engaged to align the organization with the stated strategy.

Client Benefit: Organisation aligned with strategy.

The client was a leading furniture manufacturer and retailer, with operations in the Middle East, India and China. It was also an established furniture player in South India with presence in over 6 cities. The top management was faced with certain strategic questions with respect to its pan India expansion plans including growth opportunities, retail formats to adopt and achieving differentiation.

Client Benefit: Clearly articulated growth strategy and defined business model – geographical focus, product offering, pricing strategy, insights on differentiation based on design and customer experience, customer segment focus and retail format.