A REPORT

ON

BUSINESS DEVELOPMENT FOR UK MARKET

AND EMERGING TRENDS IN UK RETAIL
MARKET

BY
DEVANG GANATRA
14BSP0411

SPAN INFOTECH (INDIA) PVT LTD

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A REPORT
ON

BUSINESS DEVELOPMENT FOR UK MARKET

AND EMERGING TRENDS IN UK RETAIL
MARKET

BY
DEVANG GANATRA
14BSP0411

A report submitted in partial fulfilment of the

requirements of PGPM program of IBS
Bangalore

Date of submission: 10-04-2015

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ABSTRACT
BUSINESS DEVELOPMENT FOR UK MARKET
Here we generate business leads through secondary search such
as LinkedIn, xing, insideview and Google search. We speak to
CEOs, COO, IT head, e-commerce head etc., of the companies and
discuss about the software engineering services provided by SPAN
Infotech. We try to schedule a meeting, and try to convince them
to take our services. And this is done through cold calling and
email campaign.

EMERGING TREND IN UK RETAIL MARKET

Here we study about the trends present in UK retail market.
Strategies adopted by various retail giants to increase the
footfall for their company in UK retail market
Different digital technologies used by the retailers currently.
The future trend , strategies or the technologies to be used
in the UK retail market

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INTRODUCTION
BUSINESS DEVELOPMENT FOR UK MARKET
SPAN (www.spansystems.com) is an established software services
company offering comprehensive IT and product development
services since 1994. Our clients include Fortune 1000 companies,
ISVs, and start-ups. SPANs Offshore Development Centre in India
is certified for CMMI Level 5, PCMM Level 3, ISO 9001:2008 and
ISO 27001:2005. SPAN has a global footprint with offices in the US
and India, and group offices in Europe. There are multiple
software development and testing centers located in both
Bangalore and Chandigarh, India. SPAN is part of EVRY
(www.evry.com). EVRY is a Norway-based company with over
10,000 employees and over $2.3B in revenues.
SPAN has expertise in custom applications development,
reengineering, maintenance, testing and support services. We
have significant expertise in database, data warehousing and ITO.
We have strong expertise in the emerging and distributed
technologies.
Now, to reach to the target clients, one of the way is , we are
supposed to call them, and need to schedule a meeting with the
target client, it can either be a phone meeting or a meeting in UK.
The details of the clients are taken from secondary search such as
LinkedIn, zing and Google search. Insideview is a website which
gives a nice picture of the companys employee details and the
revenue generated by the company.
And another way to reach companies is through email, we mail
the company or specific person about the services offered by
SPAN Infotech.

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As SPAN provides software engineering services, so its better that

we speak to CEO, COO or IT head, e-commerce Head or Marketing
Manager and so on.
Hence our main task or job is to try and schedule a meeting, to
know the pin points faced by the company and finally try to sell
our software services to the company.
And these all depends on the way we speak, the way we
put our sales pitch and the concerned person we are
talking to.
LEARNINGS
Understanding the software engineering services offered by
SPAN
Talking to different CEOs, COOs, IT heads, Ecommerce heads
of various companies
Researching about different companies
Generating business leads and targeting the appropriate
clients.

EMERGING TRENDS IN UK RETAIL MARKET

There is a growing body of evidence to suggest that if retailers
can harness multi-channel activity the time consumers spend
researching or buying products online and use technology to
enhance the in-store experience, they will increase their
understanding of their customers and improve conversion rates
and profitability.
While Retail sales are expected to grow by 1.5% in 2011, only
0.5% of this will be in stores. Broadly speaking, footfall has fallen
slightly in recent years, while the growth of online retail is
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startling: it is expected to run at 10% this year. But these figures

mask the fact that about 90% of sales are still store-based and
that the real significance in the growth of online retail channels is
the way consumers now use them.

Retailers benefitting from multi-channel

Its interesting to note the way that those high street retailers that
have embraced multi-channel retail have benefitted from doing
so. In 2008, 51% of online purchases were from pure-play online
retailers. Now that figure has fallen to 41%, while the proportion
of online sales to multi-channel retailers has risen from 49% to
59%.
Research on online buying behavior reveals the extent to which
purchases are influenced online. Those influences may be
absorbed from retailers or manufacturers websites, marketing
messages or recommendations from friends or other online users
via social networking and other online sources and whether or
not the goods in question are actually purchased in store.
One thing we have established is that it is easier for retailers to
sell to consumers who are already in the store. So its clear that
retailers need to do all they can to get customers into the store
and then use technology to enhance the experience once they
arrive and to contact them with relevant offers. Online, theres a
need to make sure websites are user-friendly, well- managed and
given adequate resources to provide a good online service and
fulfilment experience. But it is also vital that retailers try to
actively monitor and influence the reputation of their brand within
social networking communities.

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This underlines the need for retailers to do all they can to gain a
deeper understanding of the customer through planning and
marketing activities and interrogation of in-house and third party
data sources. You need to know who your customers are, who
they live with and what motivates them, as well as where, how
and how often they shop. Then you need to engage with those
customers the way they would like you to engage with them,
whether in the store, online, or via email, social media or their
mobile devices.

Finally I would like to say that,

If retailers can harness multi-channel activity they will
increase their understanding of their customers and will
improve conversion rates and profitability.
LEARNINGS
Learning about the current trends in UK retail market
Adoption of current technologies in retail market
Current strategies implemented by the retailers
Future trends, strategies and technologies to be adopted by
the retailers in UK retail market

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