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Retail Business Management
Your Company Name
1
Agenda To Show Market
insights of the
Retail Industry
To Review Key
Activities
To Analyse
Global trends in
Retailing
To Evaluate
Financial
Performance
2
3
Content
Introduction
Trends In Retail
Management
Retailing Strategy
Operations, Promotion, And
Marketing Communications
Global, Environmental,
And Market Trends
Merchandise Management
Inventory Management
and Control
Retail Management
Challenges
KPI & Dashboard
Text Here
4
Introduction
Types of Retail Formats
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Key Drivers for Retail Growth
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your audience's attention.
Key Statistics
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your audience's attention.
Building and Sustaining Relationships
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your audience's attention.
Types of Retail Formats
5
• Independent retailers
• Chain stores
• Franchises
• Co-operative stores
• Convenience Stores
• Supermarkets
• Hypermarkets
• Specialty Stores
• Departmental Stores
• Factory Outlets
• Catalogue
• Showrooms
• Direct Sales
• Email Orders
• Postal Orders
• Telemarketing
• Automated Vending
• Various Service
providers
• Banks
• Car Rentals
• Service Contracts
Ownership Based
Merchandise Based
Store
Based
Service
Based
Non-Store
Based
Retail
Formats
Key Drivers for Retail Growth
6
• Stronger, more familiar brands
• Results in higher footfall and conversion
through enhanced trust of quality and value
• Relocation of retail units and
improvement in visibility and seating
• Results in increased dwell time in
airside retail areas
• Widen product range through
reducing duplication to meet the
needs of more passengers
• Improve penetration through
service & merchandising
• Strong partnership and supply chain
negotiation and efficiency
• Leverage margins across all locations
Branding
Location
Product mix
Service
Margin
Key Statistics
7
FY2010-2015
Composite Compound annual
growth rate in retail revenue
Top 250 retailers with
foreign Operations
Composite net
profit margin
US $19 Billion
Average size of Top 250
retail revenue
US $3.21 Trillion
Aggregate retail
revenue of Top 250
Building and Sustaining Relationships
8
Loyalty Schemes
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In Store Local offers
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your needs and capture your audience's
attention.
Repair/Check up Services
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your needs and capture your audience's
attention.
Online Price Matching
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your needs and capture your audience's
attention.
Private Label
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your needs and capture your audience's
attention.
Exclusives
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your needs and capture your audience's
attention.
Trade in Services
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attention.
Credit Facilities
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attention.
RETAILER-SUPPLIER
CONSUMER-RETAILER
9
Global,
Environmental and
Market Trends Global Retail Trends Comparing
Online and Non-online Sales
Retail Trends Shaping in
Future
Environmental Trends: Role of
Information technology in retail
Environmental Trends:
Types of Retail Applications
Retail Market
Trends
Retail
Competition
Understanding Retail
Customers
Future Trends in Multi-
channel Retailing
Retail Global Trends Comparing Online and Non-online Sales
10
28
72
U.S
30
70
U.K
22
78
China
11
89
Japan
1
5
12
20
Online Sales Non Online Sales
$25 Trillion
$13 Trillion
United States $1.32
Trillion
20
80
Germany
Germany $0.09
Trillion
United Kingdom
$0.21 Trillion
China $1.30
Trillion
Japan $0.17
Trillion
Global online Sales account for 19%
of total retail sales
Retail Trends Shaping In Future
11
Customer Experience will be of vital
importance for Retail Success
Machine Learning and AI will boom
the online retail industry
Omni channel retailing will
be a key driver of sales
Customer will be much more aware and
conscious in choosing a product
Environmental Trends: Role Of Information Technology in Retail
BUSINESS INTELLIGENCE
Manufacturing Retail E-Commerce
Demand
Planning
Master
Planning
Inventory
Optimization
Assortment
Planning
Replenishment
Planning
Markdown
Optimization
Store
Development
Store
Development
Content
Management
Supply Chain
Tracking
RPID
Website
Analytics
Data Synchronization
Partner Collaboration
Item Management
12
Environmental Trends: Types of Retail Applications
13
Inventory
Management
Store-level
demand
Perishables Management Store Operation systems
Workforce management Enterprise Retail Systems
POS Supply Chain systems
Retail Market Trends
14
Consumer Promotion Optimization
Coupon Effectiveness Analytics &
Optimization
P05 Data Analytics
Consumer Connect
Next Gen IT
Digital Transformation
Internet o4 Things (10T)
CPG Analytics. Advanced Analytics &
Big Data
Research & Product Development
PLM Implementations
Product Quality & Factory Compliance
NPI Optimization
Procurement
Purchase Order Processing .
Trading Platforms - Commodity and Currency
Supplier Risk Management
Manufacturing
Throughput Improvement
Capacity Augmentation Analysis
Production Inventory Tracking
Integrated Supply Chain
Demand Planning
Distribution
Inventory & Stock-Flow Management
Trade and Marketing
Trade Promotion Optimization
Outlet Segmentation & Retail Order
Recommendation
Sales-force effectiveness
Understanding Retail Customers
15
Better offer
elsewhere
Product not
meeting needs
Poor
customer service
Problems getting
issues resolved
Didn’t
feel valued
Future Trends in Multi-Channel Retailing
16
50% 78% 62%
85%
…..of customers make multi-
channel purchases
…..of customers trust peer
recommendations
…..of smartphone users have
made a purchase using a
smartphone
….growth over last year
Multi-Channel The new norm The rise of Social Media Mobile Commerce Online Shopping
Retail Competition
17
Our Business Competitor 1 Competitor 2 Competitor 3 Competitor 4 Competitor 5 Competitor 6
Product
Quality
Product
Fidelity
After Sales
Service
Customer
Service
Price
Shipping
Speed
93
86
75
93
49
79
93
86
70
73
93
82
69
56
79
83
58
65
86
74
56
63
74
78
57
51
66
70
89
90
67
71
83
77
87
68
72
79
50
53
92
69
90-100 80-89 70-79 60-69 0-59
Trends In
Retail
Management
Target Audience
Classification in Retail
Retail Sales by
Product Category
Which Pricing
Strategy to Adopt
Stages of Product
Distribution in Retail
18
Target Audience Classification In Retail
19
2
2
5
17
27
47
Teachers
Parents
Upper Elementary(Grades 4-6)
Early Elementary (Grades 1-3)
Early Childhood(Preschool-Kindergarten)
Families
Retail Sales By Product Category
20
$7 $8
$11
$15
$17
$22
$25
$40
$49
$51
Food &
Beverage
Office
Equipment
Toys &
Hobby
Personal
Health
Furniture Books,
Music, Video
Auto & parts Apparel Other Consumer
Electronics
Which Pricing Strategy To Adopt
21
Price Skimming
Psychology Pricing
Bundle Pricing
Economy Pricing
Pricing at a Premium
Pricing for Market Penetration
Stages of Product Distribution In Retail
22
PRODUCER
Direct
Channel
Retail
Channel
Agent
Channel
Wholesale
Channel
Retailer
Retailer
Retailer
Wholesaler
or Distributor
Agent/Broker Consumers
Consumers
Consumers
Wholesaler or
Distributor
Consumers
23
Retailing
Strategy
Retail Market Strategy
Global Market
Segmentation Strategy
Retail Financial Strategy
Retail Location Analysis
Strategy
Human Resource Management:
Division Of Retail Activities
Human Resource Management:
Retail Store Organizational
Structure
Information System and
Supply Chain Management
Retail Market Strategy
24
NewExisting
NewExisting
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Market Penetration
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Market Expansion
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needs and capture your audience's attention.
Format Development
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needs and capture your audience's attention.
Diversification (Unrelated/Related)
Global Market Segmentation Strategy
25
Mass
(Undifferentiate
d) Marketing
Targeted
(Differentiated)
Marketing
Multisegment
Marketing
Concentrated
Marketing
Niche
Marketing
Microtargeting
One-to-one
Marketing
Global
Markets
Retail Location Analysis Strategy
26
• Gravity Models
• Trade Areas
• Store Market Share
• Competitors
• Socio-economics
• Demographics
• Customer profiles
Performance
Measurement
Market
Research
Profiles of
Trade Areas
Segmentation
& Ranking
Real Estate
Planning
Site & Market Priority
Customer Profile Index
Ideal Sites
Trade Areas
Marketing Campaigns
Merchandising Efforts
Site
Selection
Human Resource Management: Division Of Retail Activities
27
Performer Tasks
Floor Staff
Inventory Staff
Cashier
Customer
Care Staff
HR Staff
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audience's attention.
• Arranging merchandise
• Gift wrapping
• Guide to customer
• Receiving inventory
• Quality checking
• Keeping record of issue and
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audience's attention.
• Ledger maintenance
• Bills issuance
• Providing carry bags
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audience's attention.
• Inventory repairs
• Attending queries
• Complaint handling
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• Recruitment
• Budgeting
• Coordinating activities
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Human Resource Management: Retail Store Organizational Structure
28
Company President CEO
Vice President HR
Operations &
Recruitment
Staff
Development
Accounts Billing
Vice President Finance
Merchandising
Purchasing
Receiving &
Inspection
Regional
Managers
Customer Service
Store Managers
Associates
Vice
President
Product
Placement
Shipping
Waste
Management
Public
Relations
Reputation /
Image
Marketing
Advertising
Research &
Development
Information System And Supply Chain Management
Product
Information
Finances
Finances
Information
Product
Supplier Distributor Shopper
RetailerManufacturer
29
30
Operations,
Promotion, &
Marketing
Communications
Retail Sales Promotional Mix Elements
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Tools Used for Sales Promotion in Retail
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Customer Loyalty Programme Options
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audience's attention.
Need For Customer Loyalty Programs in Retail
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audience's attention.
Integrated Marketing Communications in Retailing
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audience's attention.
Retail Sales Promotional Mix Elements
31
PaidUnpaid
Impersonal Personal
Personal Selling
E-mail
Marketing
Word of
Mouth
Publicity
Advertising Sales
Promotion Store
Atmosphere Digital
Marketing
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32
Demos
Samples
Frequent Shopper
Coupons
Contests
POP/ POS
Prizes
Referral Gifts
2 for the price of 1
ToolsUsedForSales
PromotionInRetail
Customer Loyalty Programme Options
33
Points
Earn points & redeem for
rewards
• Offers control
• Customer understands
• Lower cost
• Discount has to be large (+10%)
• No control
Discount
Immediate discount for
presenting card
• Easy & instant
• No liability
• Discount has to be large (+10%)
• No control
Rebate Rewards spend over time • Easy to manage
• Little control
• Easy to copy e.g. stamp card
• Little emotional connection
Privilege
Earn points & redeem for
rewards plus tiers of privilege
• Privilege lead to loyalty
• Offers control
• Customer understand
• Low spend customer disillusion
• Competitors can match
Good Bad
Need for Customer Loyalty Programs in Retail
34
65%
60%
72%
64%
54%
82%
Text 1 Text 2 Text 3 Text 4 Text 5 Text 6
Discounted or Free
Products
75%
50%
42%
69%
53%
70%
Text 1 Text 2 Text 3 Text 4 Text 5 Text 6
Free Shipping
52%
64%
76%
55%
47%
90%
Text 1 Text 2 Text 3 Text 4 Text 5 Text 6
Enhanced Customer
Service
65%
60%
80%
70%
45%
72%
Text 1 Text 2 Text 3 Text 4 Text 5 Text 6
Exclusive Products or
Events
Europe Middle East
/ Africa
Latin
America
Global
Average
Asia - Pacific North
America
Integrated Marketing Communications in Retailing
35
Advertising
(Traditional &
Digital)
Public
Relations
Direct Marketing
(Traditional &
Digital)
Sales Promotions
(In store & Online)
Personal Selling
(Face to Face)
Branding Great for brand building
Helps brand awareness,
credibility
Branding awareness,
Immediate purchase
Encourages immediate
action
Strong relationship built
with customers
Reach Large reach Large reach Reach limited
Short term tactic, not
sustainable long term
Reach limited
Targeting Targeting limited Targeting limited
Customer level
Personalization
Results easily
measurable
Precise targeting
possible
Price Expensive Free or Inexpensive Expensive Very Expensive Expensive
36
Merchandise
Management
Managing Merchandise
Assortments
Merchandise Buying 6
month Plan
Retail Price Management
Goals
Merchandise Buying
Decision Process
Merchandise Allocations
Table
Retail Pricing Strategy
Managing Merchandise Assortments
37
Women’s Apparel
T-shirts This slide is 100% editable. Adapt it to your needs and capture your audience's attention.
Benetton This slide is 100% editable. Adapt it to your needs and capture your audience's attention.
Style Round Neck Round Neck Round Neck Round Neck Collared Basic White Tee
Price Levels $25 $20 $30 $42 $36 $28
Sizes Available
Small
Medium
Large, XL
Small
Medium
Large, XL
Small
Medium
Large, XL
Small
Medium
Large, XL
Small
Medium
Large, XL
Small
Medium
Large, XL
Colors Available Turquoise Lilac Black White, Pink Purple, Navy, Black White
Product Details
Half Sleeve,
Slim Fit
3/4th Sleeve Full Sleeve
Full Sleeve,
Slim Fit
Half Sleeves Half Sleeves
Merchandise Buying 6 month Plan
38
Actual-Last Year Feb Mar Apr May Jun Jul Total
Beg. Month Stock
($)
524 653 8552 9654 2370 896 7512
STS Ratio 3.5 2.8 9.1 7.6 8.1 2.4 7.5
Sales 225 8745 846 248 367 4568 2150
Sales % Total 2.7% 15.5% 5.3% 19.4% 12.7% 15.8% 22.7%
Markdowns 521 864 789 456 321 435 985
Markdown % total 524 653 8552 9654 2370 896 7512
Purchases 3.5 2.8 9.1 7.6 8.1 2.4 7.5
End Month Stock 225 8745 846 248 367 4568 2150
Future Sales February $7589
STS Ratio 2.2
Plan- This Year Feb Mar Apr May Jun Jul Total
Beg. Month Stock
($)
524 653 8552 9654 2370 896 7512
STS Ratio 3.5 2.8 9.1 7.6 8.1 2.4 7.5
Sales 225 8745 846 248 367 4568 2150
Sales % Total 2.7% 15.5% 5.3% 19.4% 12.7% 15.8% 22.7%
Markdowns 521 864 789 456 321 435 985
Markdown % total 524 653 8552 9654 2370 896 7512
Purchases 3.5 2.8 9.1 7.6 8.1 2.4 7.5
End Month Stock 225 8745 846 248 367 4568 2150
Future Sales February $7589
STS Ratio 2.2
last year Feb Mar Apr May Jun Jul Total
Beg. Month Stock ($) 524 653 8552 9654 2370 896 7512
This Year Feb Mar Apr May Jun Jul Total
Beg. Month Stock ($) 524 653 8552 9654 2370 896 7512
Sales Changes % 6.5
Actual Markdown Average Stock Turnover Mark Up
8 % Text Act Text Act 0000 95.00%
$4562 35.6% $0000 $1528 0.0 8.5 0000 56.12%
Merchandise Buying Decision Process
39
• Store Images
• Satisfy Customer Wants
• Type of Merchandise
• Control Systems
• Merchandise Policies
What to buy?
• Suppliers
• The Market
• Negotiations
• Unit
• Price
• Teams
From whom to buy?
• Merchandise Budget
• Sales
• Reductions
• Inventions
• Inventories
• Purchases
• Shortages
Financial Objects
• Estimated Sales
• Beginning Inventions
• Ending Inventions
Open to buy
How much to buy? When to buy?
Merchandise Allocations Table
40
Total Purchase by Size
Total Purchase Size Small Size Medium Size Large
Ranking A B C D E A B C D E A B C D E A B C D E
Purchase quantity 1500 440 850 410
Units per volume rank 45 96 30 58 15 20 11 9 7 4 20 16 44 10 27 12 10 18 26 14
Total units to stores 225 532 248 358 60 66 127 141 73 16 98 187 608 107 26 62 118 131 68 16
Total units allocated 715 424 626 395
Balance in
warehouse
56 89 74 15
Volume Ranks & Number Of Stores
Rank A B C D E Total
# of stores in each rank 10 12 8 6 24 18
% each rank receives 8.2% 2.8% 3.5% 2.5% 7.6% 5.8%
41
5waystomanageRetail
Pricing
Easily analyse and monitor price change decisions as all data is
stored in a central database. Past data can be compare with real-
time data.
Price Monitoring & Analysis
Retailers have the authority to decide who can make pricing decisions
and who can apply them. Thus restricting access to only authorised
personnel.
System – Wide Security
Having a central collection of data means information can be analysed
anytime and can be compared with previous results.
Real – Time Performance Meters
Make pricing strategy based on geographical location & customer
preferences. Promotional campaigns can be easily applied at the
point of sale.
Control & Track Campaigns
Enterprise – Wide Price Transparency
As all data is automatically stored in central database, pricing
variables can be seen by authentic users
Retail Pricing Strategy
42
Pricing Strategy Determine minimum price
you are willing to sell your
product for
Use google consumer
surveys to test 5 prices
for your product
Determine 5 exact prices
within the minimum &
maximum price range
Determine the
maximum price
Input results from google
consumer surveys into
pricing spreadsheet
Arrive at the optimized
price for value
Inventory
Management
& Control
43
Inventory Management System
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Inventory Control Sheet
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Inventory Management Framework
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Inventory Management System
44
Text Here
Text Here
Text Here
Text Here
Text Here
Receiving & Put
Away
Wi-Fi &
Barcode System
Location
Management
Inventory
Management
Reporting
Management
Picking &
Packing
Inventory Management Framework
45
Set up Consignment
Item Arrival Overview
Outbound
Process
Enable quality
management
Define Cost
Structure
Use Inventory Journals to
Post Transactions
Create Consignment
Replenishment Order
Reserve Inventory
Quantities
Non Conformance
Management
Define Price
Calculation
Set up
Inventory Locations
Change Consignment
Ownership
Reserve the same batch
for a sales Order
Quarter tine Orders Close InventoryInventory Statuses Trace items & Raw
materials
Inventory Blocking Adjust InventoryCheck Stock Availability Merge Inventory Batches
Recalculate
Inventory
Transfer Physical
Inventory
Correct Inventory
Tracking Information
Count Inventory Check Inventory Status
Using Mobile Workspace
Inventory Operations
Outbound
Operations
Quality
Assurance
Inventory
Control
Inbound
Operations
Inventory Control Sheet
46
Grid Key
Discounted Reorder
Reorder
(Auto-fill)
Item No Name Manufacturer Description
Cost per
Item
Stock
Quality
Inventory
Value
Reorder
Level
Days per
Reorder
Item
Reorder
Quantity
Item
Discontinued?
Ok A123 Item A Cole
Item A
Description
$10.0 23 $3,000.00 80 12 90 Yes
Ok B123 Item B Cole Item B Description $30.0 52 $3,000.00 80 32 20
Ok C123 Item C Cole Item C Description $40.0 85 $1,800.00 80 15 45
Reorder D123 Item D Cole
Item D
Description
$50.0 46 $200.00 80 3 14
Ok E123 Item E Cole Item E Description $80.0 52 $400.00 80 15 50
Ok F123 Item F Cole Item F Description $60.0 12 $600.00 80 40 22
Ok G123 Item G Cole
Item G
Description
$70.0 30 $800.00 80 23 80 Yes
Reorder H123 Item H Cole
Item H
Description
$200.0 25 $900.00 80 12 30
Ok $0.00
Ok $0.00
Ok $0.00
Ok $0.00
Ok $0.00
Retail Management Challenges
47
Lack of trained
workforce
Efficiency of
supply Chain
Management
Infrastructural
bottlenecks
Regulatory
implications
Cultural
disparities
Rise in fuel
prices
Low adoption
& use of
technology
48
KPI Dashboards
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KPI Metrics
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KPI &
Dashboard
Retail KPI Metrics Showing Average Sales & Sell Through Rate
49
$25,000
Average Transaction
Size
$105
Average Sales
Review per hour
48%
Customer
Retention
21%
Sell-through
Rate
Retail
Retail KPI Dashboard Showing Revenue vs Units Sold
50
0K
20K
40K
60K
80K
100K
0-18 18-24 25-45 45+
Units Sold by Age
Men Women Kids
$32000
$55000
$42000
$25000
$18000
Top 5 Product Categories by Revenue & Age
TV
Laptop
Desktop
Tablet
Mobile $25000
$49000
$30000
10000
20000
30000
40000
50000
TV Laptops Desktop
Revenue by Product Category
40
75
60
35 30
45
92
24
40
35
80
30
0K
40K
80K
120K
0K
40K
80K
120K
Text Text Text Text Text Text Text Text Text Text Text Text
Revenue Vs Units Sold
Revenue Unit solds
Retail KPI dashboard Showing Total Sales Per Labor Hour Sales by Unit Area
51
150
250
100
0
100
200
300
Downtown Midtown Uptown
Sales Per Labor Hour by
Location
$25000
$15000
$40000
0
20000
40000
60000
Downtown Midtown Uptown
Sales by Location for Children
$540
$340
$360
Sales by Unit Area
Downtown Midtown Uptown
Total Sales for All
Departments
$1.22M
Average Sales per
Unit Area
$5.44
Average Sales
Revenue per Hour
$178.67
Total Sales Per
Labor Hour
$273.80
Retail KPI Dashboard Showing Sales Revenue Customers & Out of Stock Items
52
Total Sales for All
Departments
$1.22M
Average Sales per
Unit Area
$5.44
Average Sales
Revenue per Hour
$178.67
Total Sales Per
Labor Hour
$273.80
20
25
20
15
32
48
40
52
81
42
32
61
42
61
45
22
12
32
65
21
35
21
65
15
0
20
40
60
80
100
Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec
Millions
Total Customers & Visitors
Visitors Transictions
0K
50K
100K
0K
20K
40K
60K
80K
Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec
Average Price & Units per Transaction
Price per transection
Units per transection
42K
35K
55K
22K
13K
31K
68K
Text Here Text Here Text Here Text Here Text Here Text Here Text Here
Top 7 Articles by Sold Items
12%
10%
5%
10%
10%
20%
33%
Sales by City
New York
Dailas
Los Angeles
Chicago
Washington
Texas 0%
20%
40%
60%
80%
Text Text Text Text Text Text Text Text
Out of Stock Items
$45K
$60K
$50K
Women Men Children
Sales by Division
Retail Business Management Icons Slide
53
5454
It’s Time For a
Coffee Break
55
Additional Slides
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Timeline
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Retail Business Management PowerPoint Presentation Slides

  • 2. Agenda To Show Market insights of the Retail Industry To Review Key Activities To Analyse Global trends in Retailing To Evaluate Financial Performance 2
  • 3. 3 Content Introduction Trends In Retail Management Retailing Strategy Operations, Promotion, And Marketing Communications Global, Environmental, And Market Trends Merchandise Management Inventory Management and Control Retail Management Challenges KPI & Dashboard Text Here
  • 4. 4 Introduction Types of Retail Formats This slide is 100% editable. Adapt it to your needs and capture your audience's attention. Key Drivers for Retail Growth This slide is 100% editable. Adapt it to your needs and capture your audience's attention. Key Statistics This slide is 100% editable. Adapt it to your needs and capture your audience's attention. Building and Sustaining Relationships This slide is 100% editable. Adapt it to your needs and capture your audience's attention.
  • 5. Types of Retail Formats 5 • Independent retailers • Chain stores • Franchises • Co-operative stores • Convenience Stores • Supermarkets • Hypermarkets • Specialty Stores • Departmental Stores • Factory Outlets • Catalogue • Showrooms • Direct Sales • Email Orders • Postal Orders • Telemarketing • Automated Vending • Various Service providers • Banks • Car Rentals • Service Contracts Ownership Based Merchandise Based Store Based Service Based Non-Store Based Retail Formats
  • 6. Key Drivers for Retail Growth 6 • Stronger, more familiar brands • Results in higher footfall and conversion through enhanced trust of quality and value • Relocation of retail units and improvement in visibility and seating • Results in increased dwell time in airside retail areas • Widen product range through reducing duplication to meet the needs of more passengers • Improve penetration through service & merchandising • Strong partnership and supply chain negotiation and efficiency • Leverage margins across all locations Branding Location Product mix Service Margin
  • 7. Key Statistics 7 FY2010-2015 Composite Compound annual growth rate in retail revenue Top 250 retailers with foreign Operations Composite net profit margin US $19 Billion Average size of Top 250 retail revenue US $3.21 Trillion Aggregate retail revenue of Top 250
  • 8. Building and Sustaining Relationships 8 Loyalty Schemes This slide is 100% editable. Adapt it to your needs and capture your audience's attention. In Store Local offers This slide is 100% editable. Adapt it to your needs and capture your audience's attention. Repair/Check up Services This slide is 100% editable. Adapt it to your needs and capture your audience's attention. Online Price Matching This slide is 100% editable. Adapt it to your needs and capture your audience's attention. Private Label This slide is 100% editable. Adapt it to your needs and capture your audience's attention. Exclusives This slide is 100% editable. Adapt it to your needs and capture your audience's attention. Trade in Services This slide is 100% editable. Adapt it to your needs and capture your audience's attention. Credit Facilities This slide is 100% editable. Adapt it to your needs and capture your audience's attention. RETAILER-SUPPLIER CONSUMER-RETAILER
  • 9. 9 Global, Environmental and Market Trends Global Retail Trends Comparing Online and Non-online Sales Retail Trends Shaping in Future Environmental Trends: Role of Information technology in retail Environmental Trends: Types of Retail Applications Retail Market Trends Retail Competition Understanding Retail Customers Future Trends in Multi- channel Retailing
  • 10. Retail Global Trends Comparing Online and Non-online Sales 10 28 72 U.S 30 70 U.K 22 78 China 11 89 Japan 1 5 12 20 Online Sales Non Online Sales $25 Trillion $13 Trillion United States $1.32 Trillion 20 80 Germany Germany $0.09 Trillion United Kingdom $0.21 Trillion China $1.30 Trillion Japan $0.17 Trillion Global online Sales account for 19% of total retail sales
  • 11. Retail Trends Shaping In Future 11 Customer Experience will be of vital importance for Retail Success Machine Learning and AI will boom the online retail industry Omni channel retailing will be a key driver of sales Customer will be much more aware and conscious in choosing a product
  • 12. Environmental Trends: Role Of Information Technology in Retail BUSINESS INTELLIGENCE Manufacturing Retail E-Commerce Demand Planning Master Planning Inventory Optimization Assortment Planning Replenishment Planning Markdown Optimization Store Development Store Development Content Management Supply Chain Tracking RPID Website Analytics Data Synchronization Partner Collaboration Item Management 12
  • 13. Environmental Trends: Types of Retail Applications 13 Inventory Management Store-level demand Perishables Management Store Operation systems Workforce management Enterprise Retail Systems POS Supply Chain systems
  • 14. Retail Market Trends 14 Consumer Promotion Optimization Coupon Effectiveness Analytics & Optimization P05 Data Analytics Consumer Connect Next Gen IT Digital Transformation Internet o4 Things (10T) CPG Analytics. Advanced Analytics & Big Data Research & Product Development PLM Implementations Product Quality & Factory Compliance NPI Optimization Procurement Purchase Order Processing . Trading Platforms - Commodity and Currency Supplier Risk Management Manufacturing Throughput Improvement Capacity Augmentation Analysis Production Inventory Tracking Integrated Supply Chain Demand Planning Distribution Inventory & Stock-Flow Management Trade and Marketing Trade Promotion Optimization Outlet Segmentation & Retail Order Recommendation Sales-force effectiveness
  • 15. Understanding Retail Customers 15 Better offer elsewhere Product not meeting needs Poor customer service Problems getting issues resolved Didn’t feel valued
  • 16. Future Trends in Multi-Channel Retailing 16 50% 78% 62% 85% …..of customers make multi- channel purchases …..of customers trust peer recommendations …..of smartphone users have made a purchase using a smartphone ….growth over last year Multi-Channel The new norm The rise of Social Media Mobile Commerce Online Shopping
  • 17. Retail Competition 17 Our Business Competitor 1 Competitor 2 Competitor 3 Competitor 4 Competitor 5 Competitor 6 Product Quality Product Fidelity After Sales Service Customer Service Price Shipping Speed 93 86 75 93 49 79 93 86 70 73 93 82 69 56 79 83 58 65 86 74 56 63 74 78 57 51 66 70 89 90 67 71 83 77 87 68 72 79 50 53 92 69 90-100 80-89 70-79 60-69 0-59
  • 18. Trends In Retail Management Target Audience Classification in Retail Retail Sales by Product Category Which Pricing Strategy to Adopt Stages of Product Distribution in Retail 18
  • 19. Target Audience Classification In Retail 19 2 2 5 17 27 47 Teachers Parents Upper Elementary(Grades 4-6) Early Elementary (Grades 1-3) Early Childhood(Preschool-Kindergarten) Families
  • 20. Retail Sales By Product Category 20 $7 $8 $11 $15 $17 $22 $25 $40 $49 $51 Food & Beverage Office Equipment Toys & Hobby Personal Health Furniture Books, Music, Video Auto & parts Apparel Other Consumer Electronics
  • 21. Which Pricing Strategy To Adopt 21 Price Skimming Psychology Pricing Bundle Pricing Economy Pricing Pricing at a Premium Pricing for Market Penetration
  • 22. Stages of Product Distribution In Retail 22 PRODUCER Direct Channel Retail Channel Agent Channel Wholesale Channel Retailer Retailer Retailer Wholesaler or Distributor Agent/Broker Consumers Consumers Consumers Wholesaler or Distributor Consumers
  • 23. 23 Retailing Strategy Retail Market Strategy Global Market Segmentation Strategy Retail Financial Strategy Retail Location Analysis Strategy Human Resource Management: Division Of Retail Activities Human Resource Management: Retail Store Organizational Structure Information System and Supply Chain Management
  • 24. Retail Market Strategy 24 NewExisting NewExisting This slide is 100% editable. Adapt it to your needs and capture your audience's attention. Market Penetration This slide is 100% editable. Adapt it to your needs and capture your audience's attention. Market Expansion This slide is 100% editable. Adapt it to your needs and capture your audience's attention. Format Development This slide is 100% editable. Adapt it to your needs and capture your audience's attention. Diversification (Unrelated/Related)
  • 25. Global Market Segmentation Strategy 25 Mass (Undifferentiate d) Marketing Targeted (Differentiated) Marketing Multisegment Marketing Concentrated Marketing Niche Marketing Microtargeting One-to-one Marketing Global Markets
  • 26. Retail Location Analysis Strategy 26 • Gravity Models • Trade Areas • Store Market Share • Competitors • Socio-economics • Demographics • Customer profiles Performance Measurement Market Research Profiles of Trade Areas Segmentation & Ranking Real Estate Planning Site & Market Priority Customer Profile Index Ideal Sites Trade Areas Marketing Campaigns Merchandising Efforts Site Selection
  • 27. Human Resource Management: Division Of Retail Activities 27 Performer Tasks Floor Staff Inventory Staff Cashier Customer Care Staff HR Staff • This slide is 100% editable. Adapt it to your needs and capture your audience's attention. • Arranging merchandise • Gift wrapping • Guide to customer • Receiving inventory • Quality checking • Keeping record of issue and receipt • This slide is 100% editable. Adapt it to your needs and capture your audience's attention. • Ledger maintenance • Bills issuance • Providing carry bags • This slide is 100% editable. Adapt it to your needs and capture your audience's attention. • Inventory repairs • Attending queries • Complaint handling • This slide is 100% editable. Adapt it to your needs and capture your audience's attention. • Recruitment • Budgeting • Coordinating activities • This slide is 100% editable. Adapt it to your needs and capture your audience's attention.
  • 28. Human Resource Management: Retail Store Organizational Structure 28 Company President CEO Vice President HR Operations & Recruitment Staff Development Accounts Billing Vice President Finance Merchandising Purchasing Receiving & Inspection Regional Managers Customer Service Store Managers Associates Vice President Product Placement Shipping Waste Management Public Relations Reputation / Image Marketing Advertising Research & Development
  • 29. Information System And Supply Chain Management Product Information Finances Finances Information Product Supplier Distributor Shopper RetailerManufacturer 29
  • 30. 30 Operations, Promotion, & Marketing Communications Retail Sales Promotional Mix Elements This slide is 100% editable. Adapt it to your needs and capture your audience's attention. Tools Used for Sales Promotion in Retail This slide is 100% editable. Adapt it to your needs and capture your audience's attention. Customer Loyalty Programme Options This slide is 100% editable. Adapt it to your needs and capture your audience's attention. Need For Customer Loyalty Programs in Retail This slide is 100% editable. Adapt it to your needs and capture your audience's attention. Integrated Marketing Communications in Retailing This slide is 100% editable. Adapt it to your needs and capture your audience's attention.
  • 31. Retail Sales Promotional Mix Elements 31 PaidUnpaid Impersonal Personal Personal Selling E-mail Marketing Word of Mouth Publicity Advertising Sales Promotion Store Atmosphere Digital Marketing This slide is 100% editable. Adapt it to your needs and capture your audience's attention. This slide is 100% editable. Adapt it to your needs and capture your audience's attention. This slide is 100% editable. Adapt it to your needs and capture your audience's attention. This slide is 100% editable. Adapt it to your needs and capture your audience's attention.
  • 32. 32 Demos Samples Frequent Shopper Coupons Contests POP/ POS Prizes Referral Gifts 2 for the price of 1 ToolsUsedForSales PromotionInRetail
  • 33. Customer Loyalty Programme Options 33 Points Earn points & redeem for rewards • Offers control • Customer understands • Lower cost • Discount has to be large (+10%) • No control Discount Immediate discount for presenting card • Easy & instant • No liability • Discount has to be large (+10%) • No control Rebate Rewards spend over time • Easy to manage • Little control • Easy to copy e.g. stamp card • Little emotional connection Privilege Earn points & redeem for rewards plus tiers of privilege • Privilege lead to loyalty • Offers control • Customer understand • Low spend customer disillusion • Competitors can match Good Bad
  • 34. Need for Customer Loyalty Programs in Retail 34 65% 60% 72% 64% 54% 82% Text 1 Text 2 Text 3 Text 4 Text 5 Text 6 Discounted or Free Products 75% 50% 42% 69% 53% 70% Text 1 Text 2 Text 3 Text 4 Text 5 Text 6 Free Shipping 52% 64% 76% 55% 47% 90% Text 1 Text 2 Text 3 Text 4 Text 5 Text 6 Enhanced Customer Service 65% 60% 80% 70% 45% 72% Text 1 Text 2 Text 3 Text 4 Text 5 Text 6 Exclusive Products or Events Europe Middle East / Africa Latin America Global Average Asia - Pacific North America
  • 35. Integrated Marketing Communications in Retailing 35 Advertising (Traditional & Digital) Public Relations Direct Marketing (Traditional & Digital) Sales Promotions (In store & Online) Personal Selling (Face to Face) Branding Great for brand building Helps brand awareness, credibility Branding awareness, Immediate purchase Encourages immediate action Strong relationship built with customers Reach Large reach Large reach Reach limited Short term tactic, not sustainable long term Reach limited Targeting Targeting limited Targeting limited Customer level Personalization Results easily measurable Precise targeting possible Price Expensive Free or Inexpensive Expensive Very Expensive Expensive
  • 36. 36 Merchandise Management Managing Merchandise Assortments Merchandise Buying 6 month Plan Retail Price Management Goals Merchandise Buying Decision Process Merchandise Allocations Table Retail Pricing Strategy
  • 37. Managing Merchandise Assortments 37 Women’s Apparel T-shirts This slide is 100% editable. Adapt it to your needs and capture your audience's attention. Benetton This slide is 100% editable. Adapt it to your needs and capture your audience's attention. Style Round Neck Round Neck Round Neck Round Neck Collared Basic White Tee Price Levels $25 $20 $30 $42 $36 $28 Sizes Available Small Medium Large, XL Small Medium Large, XL Small Medium Large, XL Small Medium Large, XL Small Medium Large, XL Small Medium Large, XL Colors Available Turquoise Lilac Black White, Pink Purple, Navy, Black White Product Details Half Sleeve, Slim Fit 3/4th Sleeve Full Sleeve Full Sleeve, Slim Fit Half Sleeves Half Sleeves
  • 38. Merchandise Buying 6 month Plan 38 Actual-Last Year Feb Mar Apr May Jun Jul Total Beg. Month Stock ($) 524 653 8552 9654 2370 896 7512 STS Ratio 3.5 2.8 9.1 7.6 8.1 2.4 7.5 Sales 225 8745 846 248 367 4568 2150 Sales % Total 2.7% 15.5% 5.3% 19.4% 12.7% 15.8% 22.7% Markdowns 521 864 789 456 321 435 985 Markdown % total 524 653 8552 9654 2370 896 7512 Purchases 3.5 2.8 9.1 7.6 8.1 2.4 7.5 End Month Stock 225 8745 846 248 367 4568 2150 Future Sales February $7589 STS Ratio 2.2 Plan- This Year Feb Mar Apr May Jun Jul Total Beg. Month Stock ($) 524 653 8552 9654 2370 896 7512 STS Ratio 3.5 2.8 9.1 7.6 8.1 2.4 7.5 Sales 225 8745 846 248 367 4568 2150 Sales % Total 2.7% 15.5% 5.3% 19.4% 12.7% 15.8% 22.7% Markdowns 521 864 789 456 321 435 985 Markdown % total 524 653 8552 9654 2370 896 7512 Purchases 3.5 2.8 9.1 7.6 8.1 2.4 7.5 End Month Stock 225 8745 846 248 367 4568 2150 Future Sales February $7589 STS Ratio 2.2 last year Feb Mar Apr May Jun Jul Total Beg. Month Stock ($) 524 653 8552 9654 2370 896 7512 This Year Feb Mar Apr May Jun Jul Total Beg. Month Stock ($) 524 653 8552 9654 2370 896 7512 Sales Changes % 6.5 Actual Markdown Average Stock Turnover Mark Up 8 % Text Act Text Act 0000 95.00% $4562 35.6% $0000 $1528 0.0 8.5 0000 56.12%
  • 39. Merchandise Buying Decision Process 39 • Store Images • Satisfy Customer Wants • Type of Merchandise • Control Systems • Merchandise Policies What to buy? • Suppliers • The Market • Negotiations • Unit • Price • Teams From whom to buy? • Merchandise Budget • Sales • Reductions • Inventions • Inventories • Purchases • Shortages Financial Objects • Estimated Sales • Beginning Inventions • Ending Inventions Open to buy How much to buy? When to buy?
  • 40. Merchandise Allocations Table 40 Total Purchase by Size Total Purchase Size Small Size Medium Size Large Ranking A B C D E A B C D E A B C D E A B C D E Purchase quantity 1500 440 850 410 Units per volume rank 45 96 30 58 15 20 11 9 7 4 20 16 44 10 27 12 10 18 26 14 Total units to stores 225 532 248 358 60 66 127 141 73 16 98 187 608 107 26 62 118 131 68 16 Total units allocated 715 424 626 395 Balance in warehouse 56 89 74 15 Volume Ranks & Number Of Stores Rank A B C D E Total # of stores in each rank 10 12 8 6 24 18 % each rank receives 8.2% 2.8% 3.5% 2.5% 7.6% 5.8%
  • 41. 41 5waystomanageRetail Pricing Easily analyse and monitor price change decisions as all data is stored in a central database. Past data can be compare with real- time data. Price Monitoring & Analysis Retailers have the authority to decide who can make pricing decisions and who can apply them. Thus restricting access to only authorised personnel. System – Wide Security Having a central collection of data means information can be analysed anytime and can be compared with previous results. Real – Time Performance Meters Make pricing strategy based on geographical location & customer preferences. Promotional campaigns can be easily applied at the point of sale. Control & Track Campaigns Enterprise – Wide Price Transparency As all data is automatically stored in central database, pricing variables can be seen by authentic users
  • 42. Retail Pricing Strategy 42 Pricing Strategy Determine minimum price you are willing to sell your product for Use google consumer surveys to test 5 prices for your product Determine 5 exact prices within the minimum & maximum price range Determine the maximum price Input results from google consumer surveys into pricing spreadsheet Arrive at the optimized price for value
  • 43. Inventory Management & Control 43 Inventory Management System This slide is 100% editable. Adapt it to your needs and capture your audience's attention. Inventory Control Sheet This slide is 100% editable. Adapt it to your needs and capture your audience's attention. Inventory Management Framework This slide is 100% editable. Adapt it to your needs and capture your audience's attention.
  • 44. Inventory Management System 44 Text Here Text Here Text Here Text Here Text Here Receiving & Put Away Wi-Fi & Barcode System Location Management Inventory Management Reporting Management Picking & Packing
  • 45. Inventory Management Framework 45 Set up Consignment Item Arrival Overview Outbound Process Enable quality management Define Cost Structure Use Inventory Journals to Post Transactions Create Consignment Replenishment Order Reserve Inventory Quantities Non Conformance Management Define Price Calculation Set up Inventory Locations Change Consignment Ownership Reserve the same batch for a sales Order Quarter tine Orders Close InventoryInventory Statuses Trace items & Raw materials Inventory Blocking Adjust InventoryCheck Stock Availability Merge Inventory Batches Recalculate Inventory Transfer Physical Inventory Correct Inventory Tracking Information Count Inventory Check Inventory Status Using Mobile Workspace Inventory Operations Outbound Operations Quality Assurance Inventory Control Inbound Operations
  • 46. Inventory Control Sheet 46 Grid Key Discounted Reorder Reorder (Auto-fill) Item No Name Manufacturer Description Cost per Item Stock Quality Inventory Value Reorder Level Days per Reorder Item Reorder Quantity Item Discontinued? Ok A123 Item A Cole Item A Description $10.0 23 $3,000.00 80 12 90 Yes Ok B123 Item B Cole Item B Description $30.0 52 $3,000.00 80 32 20 Ok C123 Item C Cole Item C Description $40.0 85 $1,800.00 80 15 45 Reorder D123 Item D Cole Item D Description $50.0 46 $200.00 80 3 14 Ok E123 Item E Cole Item E Description $80.0 52 $400.00 80 15 50 Ok F123 Item F Cole Item F Description $60.0 12 $600.00 80 40 22 Ok G123 Item G Cole Item G Description $70.0 30 $800.00 80 23 80 Yes Reorder H123 Item H Cole Item H Description $200.0 25 $900.00 80 12 30 Ok $0.00 Ok $0.00 Ok $0.00 Ok $0.00 Ok $0.00
  • 47. Retail Management Challenges 47 Lack of trained workforce Efficiency of supply Chain Management Infrastructural bottlenecks Regulatory implications Cultural disparities Rise in fuel prices Low adoption & use of technology
  • 48. 48 KPI Dashboards This slide is 100% editable. Adapt it to your needs and capture your audience's attention. KPI Metrics This slide is 100% editable. Adapt it to your needs and capture your audience's attention. KPI & Dashboard
  • 49. Retail KPI Metrics Showing Average Sales & Sell Through Rate 49 $25,000 Average Transaction Size $105 Average Sales Review per hour 48% Customer Retention 21% Sell-through Rate Retail
  • 50. Retail KPI Dashboard Showing Revenue vs Units Sold 50 0K 20K 40K 60K 80K 100K 0-18 18-24 25-45 45+ Units Sold by Age Men Women Kids $32000 $55000 $42000 $25000 $18000 Top 5 Product Categories by Revenue & Age TV Laptop Desktop Tablet Mobile $25000 $49000 $30000 10000 20000 30000 40000 50000 TV Laptops Desktop Revenue by Product Category 40 75 60 35 30 45 92 24 40 35 80 30 0K 40K 80K 120K 0K 40K 80K 120K Text Text Text Text Text Text Text Text Text Text Text Text Revenue Vs Units Sold Revenue Unit solds
  • 51. Retail KPI dashboard Showing Total Sales Per Labor Hour Sales by Unit Area 51 150 250 100 0 100 200 300 Downtown Midtown Uptown Sales Per Labor Hour by Location $25000 $15000 $40000 0 20000 40000 60000 Downtown Midtown Uptown Sales by Location for Children $540 $340 $360 Sales by Unit Area Downtown Midtown Uptown Total Sales for All Departments $1.22M Average Sales per Unit Area $5.44 Average Sales Revenue per Hour $178.67 Total Sales Per Labor Hour $273.80
  • 52. Retail KPI Dashboard Showing Sales Revenue Customers & Out of Stock Items 52 Total Sales for All Departments $1.22M Average Sales per Unit Area $5.44 Average Sales Revenue per Hour $178.67 Total Sales Per Labor Hour $273.80 20 25 20 15 32 48 40 52 81 42 32 61 42 61 45 22 12 32 65 21 35 21 65 15 0 20 40 60 80 100 Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec Millions Total Customers & Visitors Visitors Transictions 0K 50K 100K 0K 20K 40K 60K 80K Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec Average Price & Units per Transaction Price per transection Units per transection 42K 35K 55K 22K 13K 31K 68K Text Here Text Here Text Here Text Here Text Here Text Here Text Here Top 7 Articles by Sold Items 12% 10% 5% 10% 10% 20% 33% Sales by City New York Dailas Los Angeles Chicago Washington Texas 0% 20% 40% 60% 80% Text Text Text Text Text Text Text Text Out of Stock Items $45K $60K $50K Women Men Children Sales by Division
  • 53. Retail Business Management Icons Slide 53
  • 54. 5454 It’s Time For a Coffee Break
  • 56. Circular 56 This slide is 100% editable. Adapt it to your needs and capture your audience's attention. This slide is 100% editable. Adapt it to your needs and capture your audience's attention. This slide is 100% editable. Adapt it to your needs and capture your audience's attention. This slide is 100% editable. Adapt it to your needs and capture your audience's attention. This slide is 100% editable. Adapt it to your needs and capture your audience's attention. This slide is 100% editable. Adapt it to your needs and capture your audience's attention. 01 02 03 04 05 06
  • 57. Timeline 57 This slide is 100% editable. Adapt it to your needs and capture your audience's attention This slide is 100% editable. Adapt it to your needs and capture your audience's attention This slide is 100% editable. Adapt it to your needs and capture your audience's attention This slide is 100% editable. Adapt it to your needs and capture your audience's attention This slide is 100% editable. Adapt it to your needs and capture your audience's attention 20172016201520142013
  • 58. Venn 58 01 02 03 04 This slide is 100% editable. Adapt it to your needs and capture your audience's attention. This slide is 100% editable. Adapt it to your needs and capture your audience's attention. This slide is 100% editable. Adapt it to your needs and capture your audience's attention.This slide is 100% editable. Adapt it to your needs and capture your audience's attention.
  • 59. 5959 About us Preferred by Many This slide is 100% editable. Adapt it to your needs and capture your audience's attention. Values Client This slide is 100% editable. Adapt it to your needs and capture your audience's attention. Target Audiences This slide is 100% editable. Adapt it to your needs and capture your audience's attention.
  • 60. Scatter with Smooth Lines and Markers 60 0.00% 100.00% 200.00% 300.00% 400.00% 500.00% 600.00% 2015 2016 2017 2018 Product 01 This slide is 100% editable. Adapt it to your needs and capture your audience's attention. Product 02 This slide is 100% editable. Adapt it to your needs and capture your audience's attention. Product 03 This slide is 100% editable. Adapt it to your needs and capture your audience's attention. Product 01 Product 02 Product 03
  • 61. Stacked Area - Clustered Column 61 0 1 2 3 4 5 6 7 8 9 10 2015 2016 2017 2018 Product 01 This slide is 100% editable. Adapt it to your needs and capture your audience's attention. Product 02 This slide is 100% editable. Adapt it to your needs and capture your audience's attention. Product 03 This slide is 100% editable. Adapt it to your needs and capture your audience's attention. Product 01 Product 02 Product 03
  • 62. Open High Low Close 62 0 10 20 30 40 50 60 70 05-06-2018 06-06-2018 07-06-2018 08-06-2018 09-06-2018 Close HIGH LOW Product 01 This slide is 100% editable. Adapt it to your needs and capture your audience's attention. Product 02 This slide is 100% editable. Adapt it to your needs and capture your audience's attention.
  • 63. Our Mission Vision This slide is 100% editable. Adapt it to your needs and capture your audience's attention Goal This slide is 100% editable. Adapt it to your needs and capture your audience's attention Mission This slide is 100% editable. Adapt it to your needs and capture your audience's attention 63
  • 64. Thank You Address: # Street number, city, state Contact Numbers: 0123456789 Email Address: emailaddress123@gmail.com 64