Mahindra Partners Sector

Mom & Me Retail Business

TEAM IGNUS
I N ST IT U T E O F MA N A GE ME N T T E C H N O LOGY, G H A ZI AB A D
AKHIL MIDHA

12DM-017

PGDM 2

akhilmidha@gmail.com

APAAR GUPTA

12DM-033

PGDM 2

apaar.imt@gmail.com

SAMEER DODA

12DM-126

PGDM 2

sameerdoda@gmail.com

VARUN MANGLIK

12DM-158

PGDM 2

manglik.65@gmail.com

Executive Summary
About Mom &
Me
Research
Findings
Understandin
g Mothers

Retail Market

E-Commerce
Market
Business
Expansion

Started in 2009
Currently has 114
stores in 70 cities
Store Visits
In-depth Interviews
Consumer Survey
Early Introduction
of Brand

Baby Care
Market Rs.
646 billion

Current Size Rs. 200

crore
Niche Audience
Positioned as -9 to +9
shop

Expansion by
opening 60
more stores
over next 2
years

Consumers extremely satisfied with Personal

Shopper concept.
Cluttered Store Layout results in Brand dilution

Avoid Clutter &

Establish Trust

After 3 + years,
child becomes
major influencer

Immediate
Connect
Community

Gynecologists

Building
Emotional
Connect

Nursing Homes

Need shifts from

trust to variety
Key Affinity
Builders
Store Layout &
Ambience
Quality of Service
Product Range
Offered

Babycenter.in

Avoid Multiple Websites

Better utilization of internet
marketing tools
Mobile Commerce Integration
Establish
Tier 2 &
Mom & Me
3 cities
Express

Centralized
Logistics
Establish
another 120
stores by
2018

New Touchpoints
Pediatric Clinics &
Playschools

CLV

Decentraliz
ed
Logistics
Annual
Sales of Rs.
1800 crore
by 2018

114 Mom & Me Stores Across 70 Cities With Product Offerings From -9 To +9 In 11
Product Categories
About Mom &
Me

Research
Findings

Understanding
Mothers

Retail Market

Business
Expansion

E-Commerce
Market

No. Of Stores
Started
Flagship
Store

2010
18 Stores
14 Cities

114 Stores
70 Cities
200 Crore

2009

2015
60
Additional
Stores

2013

Unique Shopping
Experience
Breast Feeding
Room
Child Friendly
Floor Plan
Play Area
60 % Customer
Conversion

114
77
49
18
3
2009 2010 2011 2012 20132014 (P)

Expansion Strategy

Value Proposition
New Approach to
Pregnancy and
Baby Care
Personal Shopper
Exceptional
Customer Service
Parenting Forums

174

Everything Under 1
Roof
Product Offerings
from -9 to +9
11 Product
Categories

Company Owned 107

Franchise Model 7

Location Strategy
High Street & Malls
5000 to 10000 sq. ft. Store
Area

Specialty Store With Both Physical And Online Presence. Branded And Private
Label Offerings For SEC A Moms.

About Mom &

Me

Research
Findings

Understanding
Mothers

Competitive
Landscape
Physical
Store

Mass
Merchandise
r

Age: 24 to
40 year
Moms

Specia
lty
Store

Upper Middle
Class, SEC
A1, A2 and
A3 category

Shop in
Shop
Agreement

Ecommerce

Destination
Maternity in 77
stores

Business
Expansion

E-Commerce
Market

Retail Market

Educated/
Working
Moms

High
disposable
income

Target
Group
Custom
er

Digitally
Active

Product
Pa r t n e r s h i p s

Exclusive
Distributors
hip

Marimare
Cam & Tutty
Bambini

Exclusive
Licenses
Disney
Fisher Price

Research Through Store Visits, Personal Interviews, Customer Surveys And

Industry Experts

About Mom &

Me

Research
Findings

Stores
Covered
NCR (9)
Mumbai (4)
Dehradun
(1)

Understanding
Mothers

Retail Market

Competitor Stores
Visited

Personal
Interviews

Mothercare
Me & Mom
Catmoss

Store Managers
Store Employees
Mom & Me GMC

K
M
e
a
n
s

Company Details
Rental
Expens
es
Rs. 2 to
4 Lakh /
3000 sq.

Inventory
Turnover

2.5 months

Salary
Expense
s
8 to 8.5%
of Net

Coupon
Hit Rate

Loyal
Custom
er
Purchas
es

12%

62%

E-Commerce
Market

Business
Expansion

Interview with
Founder of
chhotu.in
Indias premier eB tailing logistics
i vendor
n
a
r
y

C
u
L
s
o
Target
Group
t
g
C
o
iSurvey*
l
m
s
u
e
t
s
r
i
t
S
c
e
u
r
* Total
Number
ofRRespondents
r
A
- 106
v
e
n
e
g
a

Strengths And Weaknesses Based On Understanding Of The Business And

Customer Insights

About Mom &

Me

Research
Findings

Understanding
Mothers

Retail Market

Understanding Business

ATL activities Centrally coordinated

BTL activities Local Store
Apparel is the backbone, high margin
category
Turn Out for Mothers workshop is a big
problem
Store Staff engaged in promotional activities,
thus no effective promotion
No Promotion of e-commerce in the stores

E-Commerce
Market

Business
Expansion

Customer Insights

Positioning Problem
Value for Money
Only 12.2% of survey customers knew
that Mom & Me had products for -9 to +9
Customer agnostic to brands. They Focus on
Quality and buy private labels happily
Low Visibility
No one discovered the store through
promotions
Store Location Strategy inside the Mall

Key Observations from the stores

Strengths
Weaknesses

Personal Shopper
Catalogue Shopping
Loyalty Program
Good Quality Products
Convenience: One Stop Shop

Less footfall
Cluttered Store
No Fixed Planogram
Costly & Less Popular Licensed Brands
Product Portfolio: Less Variety for 4-9 years

The Primary Shopping Period For Expecting Mothers Is From -7 to -2. Introduce
Brand Earlier Than Competitors.

About Mom &

Me

Research
Findings

Information
Gathering

Understanding
Mothers

Business
Expansion

E-Commerce
Market

Retail Market

Anxiety/Distr
ess
No Shopping

Continued Info Gathering and Loyalty Building Stage

Shopping Period

1 Month

2 Month

3 Month

4 Month

5 Month

6 Month

7 Month

8 Month

FIRST SONOGRAM

No need of shopping

Information through
online community,
friends & family

Introduce
Brand

Baby becomes real to

Mom
Baby Images are the
initiator of Moms Baby
Shopping Process

By this time, 25%

mothers have already
chosen their favorite
brands

Associate with the Mother

9 Month

CLUTTER
Most Companies
approach
Mothers in this
period

Shopping by
Husbands

Brand Trust Is Of Prime Importance. Word Of Mouth And Internet Are Primary
Sources Of Information.

About Mom &

Me

Research
Findings

Understanding
Mothers

Sources of Information*
4% 4%
33%
10%
14%
16% 19%

Books
Friends & Family
Internet
Doctors
Child Birth Educators
Midwives
Others

* Based on Listening to Mothers Survey. www.childbirthconnection.org.

Challenges faced by Todays Mom

Increasingly Mothers work on their jobs right
upto the last month of pregnancy.
Leaves taken to ease physical discomfort, pain
or medical issues.
Wary of Prospected Expenses with additional
member in family and growing Inflation.
Clutter of Information over Internet.

Retail Market

E-Commerce
Market

Business
Expansion

Behavioral Attitudes
Very Protective towards her child.
Brand TRUST needs to be established early.
Friends and Family still play an important role.
Referrals and Word of Mouth become powerful
influencers.
Key Takeaways
Ideal Window for Brand Message is between the
confirmation of pregnancy and the first sonogram
Early
First Mover
Less Clutter
Establishment Of
Advantage
Trust
Moms using social
media on a regular
Todays moms spend
basis has jumped by
around 8hrs/week
more than 510% since
online.
2006

Post Birth, Mother Is The Decision Maker till 2 years. The Influence Of The Child
Increases With Age. After 4 years, the Child becomes the Decision maker.

About Mom &

Me

Research
Findings

Understanding
Mothers

Business
Expansion

E-Commerce
Market

Retail Market

Approximately 44% of all mothers report physical and/or emotional impairment during the first 2 months
after birth.*
Kids become Influencers at about 3 years age. Soon enough, they turn into Decision Makers.
Mothers look for Trust in the Brand. Kids look for Variety & Value for Money.

Mothers not
available

Mother is the major

Decision maker

0 to +2 month

Child becomes a major

INFLUENCER

+2 month to 2 year

3 year

Child becomes the

DECISION MAKER

4 year

9 year

Sources of Information
Immediate
Family

Parenting
Books

Online
Forums

Magazines

Mass Media

Potential Touch Points

Pediatric
Clinics

Social
Media

Playschools

* Based on responses of 903 mothers. Declercq, ER and Sakala C, et al. New mothers speak out. The Childbirth

Understanding The Growth Of The Industry And Age Wise Presence Of Competitors
About Mom &
Me

Research
Findings

OVERVIEW
Merchandise Retail $500
billion
Corporate Retail - $38 billion
27 Million child births in 2012
Overall Industry CAGR 17%

Mom & Me and Mothercare have

product offerings in 11
categories.
The early introduction of brand
provides an advantage

Pre-delivery period

Brands Present in Kids

Apparels, Footwear &
Accessories

Understanding
Mothers

Retail Market

Business
Expansion

E-Commerce
Market

Baby Care Market Size (Rs. 646 Billion)

700

586.1

600
500
400
300
200
100
0

CAGR

27

7.9

5.4

1.9

Cosmetics

Baby Food

Diapers

Apparel

12%

10%

18%

18%

Accessories Toys & Others

12%

COMPETITORS
Toddlers (0-2 years)

19.3

Kids (2-9 years)

18%

Building Connect With Mom At The Identified Touch Points Across 9 Months in
order to Acquire new customers to the store.

About Mom &

Me
Immedi
ate
Connect

Research
Findings

3 Month

5 Month

6 Month

Partner with Nursing

Homes/Hospitals
Mom & Me branded gift
pack

7 Month

8 Month

Other BTL activities

Pamphlets in near by residential

areas
Discount Coupons in Hospitals

Business
Expansion

Nursing Home /
Hospitals (Delivery)

Strategic Partnership
with babycentre.in
Advertise events &
workshops on the site
Utilize the customer
information for
database marketing
Provide content to the
site
4 Month

E-Commerce
Market

Emotion
al
Appeal

Communities
(Information Search)

Brand introduction on
discovery of pregnancy
Mom & Me branded
informative pregnancy
book and congratulation
card
Discount Coupons
Product Catalogue
Store Information
2 Month

Retail Market

Commu
nity
Online
Building

Gynecologist

1 Month

Understanding
Mothers

Display catalogues in
Clinics

9 Month

The Cluster Centers Indicate The Importance Given By Each Segment To The
Specific Attribute.

About Mom &

Me

Research
Findings

Understanding
Mothers

E-Commerce
Market

Retail Market

Business
Expansion

Cluster Centers of Loyal & Disloyal Customers

97
8
7
6
5
4
34
2
1
0

7
4

7
6

6
5

Loyal

Rated the store and products relatively

higher
Higher Percentage of Loyalty Card
Holders
Greater Interest in parenting workshops.

Cluster 1 - Loyal

7
7

8
7

8
8

Disloyal

Rated the store and products relatively

less
Higher Percentage of Loyalty Card
Holders
Did not find the parenting workshops
useful.

Cluster 2 - Disloyal

8
7

Identified 6 Key Affinity Builders that are significant for Loyal Customers of Mom &
Me.
About Mom &
Me

Research
Findings

Understanding
Mothers

Business
Expansion

E-Commerce
Market

Retail Market

Importance of Affinity Builders

Store Layout
Quality of Service
Ambience
Comfort: 1-Stop Shop
Quality of Products
Range of Products for Moms
Range of Products for Babies
0.23

21.99
15.01
13.96
11.40
11.24
10.18

0.00

5.00

10.00

15.00

20.00

25.00

Key Affinity Builders Identified

Store Layout
Quality of Service

Ambience
Comfort: 1-Stop Shop

Quality of Products
Range of Products for Moms

Key Takeaway
Store Layout, Ambience and Quality of Services are major differentiating factors
between the loyal and disloyal customers.
Standardize Store Planogram & reduce clutter in the store to retain loyalty.
Baby Products appeal to both the customer segments.

Increase CLV = Increase Gross Returns (Margins, Ticket Size &Frequency) +

Increase Customer Lifespan (Engagement)

About Mom &

Me

Research
Findings

Understanding
Mothers

Retail Market

E-Commerce
Market

Business
Expansion

Increasing Customer Lifetime Value

Increasing Gross Returns
Business Objective
Increase
Margins

Increase
Product
Portfolio

1. Increase the number

of Pvt. Labels.
2. Free floor space in
store to add more
products.

Marketing
Objective
Increase
Ticket Size

Increase
Frequency
of Visits

Increasing Customer Lifespan

Business Objective
Customer
Engagement

Sponsor
Cross-selling/
Regularly
Playschool
Bundling
update
Events
similar
product variety
&
purchases
Competitions

E-commerce
engagement

1.Target
Fathers to
shop online.
2.Partner with
Banks to get
Database &
offer
discounts

Marketing Objective
Understandi
ng Change
of Decision
Parameters

Store
Attractivene
ss

Kid becomes
Decision
Maker:
Parameters
change from
TRUST to
VARIETY & VFM

Different
Color scheme
& Ambiance
appealing to
Kids from 4-9
years

E-tailing Market Is Booming And Indians Are Becoming More Comfortable With
Online Purchases.

About Mom &

Me

Research
Findings

Understanding
Mothers

Retail Market

Reasons to Enter

Business
Expansion

E-Commerce
Market

E-tailing Market

50 million Indians shop online

Can offer more variety through online channel
The company already has a high local presence, virtual channels can
simplify the purchasing process while services can be rendered through
the outlet
Weekdays More Online Sales; Weekends More Store Sales
Higher Margins up to 25-50% vs. 15-30% in retail
In Future,
Retail outlets Experiential Zones
Online Stores Access and Convenience

1600
1400
1200
1000
800
600
400
200
0

CAGR 50%

2012

2017

Competitors Over 10 competitors operating in India

Click & Mortar Stores

Firstcry.com 36 stores
across 31 cities & towns

Olive Tree Retail Pvt. Ltd.

retail company has 17
stores in Metropolitan
cities

E-commerce Players

Established Since 2010

Established Since 2009

Critical Analysis of momandme.in & momandmeshop.in

About Mom &
Me

Research
Findings

momandme
.in

Understanding
Mothers

Retail Market

E-Commerce
Market

momandmesho
p.in

Business
Expansion
Focus on
discounts in
direct conflict
with brand
positioning.

Online Chat
Assistance is
unique and
useful.

Perceived Problem

Solution

Multiple Websites create confusion.

Create a single domain to avoid confusion and

division of web traffic.

Multiple displays of Apparel overshadowing

other product lines.

Display other product lines such as baby care

products more prominently.

Discount offers on the first fold give a non

premium feel to the website.

Avoid showcasing discounted offers which is in direct

conflict with the premium positioning of the brand.

Multiple
Displays of
Apparel
overshadowing
other product
lines.
Store Locator
tab not
displayed
prominently.

Website Comparison Suggests Better Use Of Internet Marketing And Social Media
Integration
About Mom &
Me

Research
Findings

Understanding
Mothers

Retail Market
babyoye.co
m

E-Commerce
Market

Parameters

momandme.i
n

momandmeshop
.in

firstcry.co
m

Daily Visitors

1,550

3,818

37,926

36,120

13,923

Daily Page Views

3,255

20,617

170,667

223,944

37,592

Average
Page/User

2.1

5.4

4.5

6.2

2.69

SEO Score

63.3%

62.5%

68.2%

75.3%

72%

Bounce Rate

51.3%

50.2%

41%

44.3%

58.7%

Prominence to
Social Media

Online Chat
Assistance

Testimonials

Informative
Need to
Content

babycenter.in

Business
Expansion

promote website within the Mom & Me company stores

Better positioning of social media content on the Mom & Me websites
Bounce Rate of the website can be improved by:
Improve Navigation

Improving the site structure

Optimize Content

Improving the structure of the URL

Firstcry.com
and
Babyoye.com
drive more
than 10 times
the visitors on
Mom & Me
Average
sites / user on
page
momandme.in
very low
compared to
other
sites
No
Prominence
to Social
Media on Mom
& Me sites
The Bounce
Rate for Mom
& Me is more
as compared
to the
industry

Centralized Delivery Model Leads To Longer Delivery Time And Higher Cost
About Mom &
Me

Research
Findings

Current Order Filling

Process

Understanding
Mothers

Retail Market

E-Commerce
Market

Business
Expansion

Takeaways

Online Order Placed

by Customer

E-commerce
Business Unit is
operating under
loses

Order Processed at
Distribution Center

Main Distribution
Center Mumbai
Regional
Distribution Center
Delhi

Order Shipped to
Customer to be
Received in 1-4 Days
Product Delivered,
Payment Collected,
Order Closed

Most Orders are

inter-city transfers.
High cost on
logistics and
delivery.

Decentralized Delivery Model Can Provide Significant Cost Advantages Along With
Better Service Delivery
About Mom &
Me

Online
Order

Research
Findings

Understanding
Mothers

Store in
same
city

Yes

E-Commerce
Market

Retail Market

Pass on
Order to
nearest
store.
Same day
Clearing

N
O

Key
Accounts

Delivery by
domestic
courier.

Nearest
MDC/RDC

PARAMETERS

Centralized

Decentralized

Delivery Cost

High

Low

Benefit to Customer

None

Lower Price

Last Mile Access

Extensive

Poor

Service Delivery

Low

High

Reverse Logistics

High Cost

Low Cost

Delivery Time

3-4 days

0-1 day

Repeat
Purchases

Business
Expansion

High Involvement
Products
Personalized Delivery
for Relationship Building
Lower Cost using IntraCity Courier Service
Low Involvement
Products

Customer Value Pyramid

Advantages of
Decentralized
Model to
Option of passing
part of savings
customer
Faster Order Processing
Faster Inventory Turnover
Reduced reverse logistics cost
Direct Savings of 49.36 % on logistics
cost
*Refer Appendix for Calculations

Early Mover Advantage Opportunity In M-commerce In This Industry And Ensuring

Constant Connect With Consumer
About Mom &
Me

Link Loyalty
Card with
Mobile App
Linking all
Customer Data
with App

Research
Findings

Understanding Over 80% of top selling E-Commerce

Retail Market
Mothers apps in education
Market

History of
Purchases
available
with
customer
Keep aware of our
Product Offerings

category target children

Since 2009, % of apps for
children in every age
category has risen,
accompanied by a
decrease in apps for
adults.
Average price of
childrens apps has risen
by about a dollar, from
$1.13 in 2009 to $2.14 in
2011
47% of higher income
parents have downloaded
apps for their children in
Notify
2011
Monitor

Business
Expansion

Educatio
nal
Content
for
Moms
Value
Propositi
on in
Mob.
Inventor
App
y
Educatio
Monitori
nal
ng &
Contents
Mobile
for Kids
Commerc
e

Purchase
History and
Usage

Customer to
repurchase
fast moving
items

Take Order
from Mobile
App directly

Monitor Purchases
made through Mom
& Me. Give targeted
Offers

Incentivize to
make e-purchase
from Mom & Me

Convenience of
ordering

Recommendations For Use Of Internet Marketing To Drive Traffic To E-commerce

About Mom &
Me

Research
Findings

Understanding
Mothers

Retail Market

E-Commerce
Market

Business
Expansion
Snapdeal &
Flipkart have
better reach
than Mom&Me

Increase web traffic & SEO by listings on Fast moving e-commerce sites

Exclusive coupons for slow moving goods

Customer has option of availing coupon online or in-store
Flipkart is ranked 10th and Snapdeal is ranked 18th on list of top sites in
India*
Use Facebook Ads to reach digitally active parents

Determined by
pages and apps
connected to,
on facebook.

Location, Age and Gender - to reach out to target audience

Targeting by Precise Interests
Publicize convenience of Ecommerce during the store experience
Promote Website via Search Engine Optimization
Mobile App Integration
*

Establishment Of Mom & Me Express

About Mom &
Me

Research
Findings

Understanding
Mothers

Retail Market

Historical Store Expansion Strategy

Mom & Me Express

1)Establish only in Tier 2 and Tier 3 cities.
2)Store only fast moving goods
3)Store Size smaller than 2000 sq. ft.
4)Increase presence supports e-commerce sales along
with decentralized logistics.

Advantages
1)Brand activation in smaller cities & towns
2)Faster inventory turnover
3)Lower levels of Capital required
4)Higher Market Penetration
5)Increased barrier to entry by competitive
concepts
6)First Mover Advantage to consolidate brand

Business
Expansion

E-Commerce
Market

Year

200
9

2010

2011

201
2

201
3

No. Of Stores

18

49

77

114

500
%

172
%

57%

48%

YoY Growth

Geometric Mean (CAGR)

124
CAGR of Mom & Me Stores has been 124%
%

List of Cities for Mom & Me

Express
Madurai

Rajkot
Anand
Agra
Surat
Patna
Gandhinagar
Varanasi
Jabalpur

Business Expansion Over The Next 5 Years : 2013 To 2018

About Mom &
Me

Research
Findings

Understanding
Mothers

Growth Parameters Assumptions

Customer Base
CAGR
Ticket Size CAGR
Store CAGR

10%
39%

2013

2018

No. of
Stores

114

244

Annual
Rs. 216
Sales
Focus
on MarketingCrore
Efforts,

Rs. 1800
Crore

Acquire more customers &

make stores profitable
Build strong Brand Identity

2014

Business
Expansion

E-Commerce
Market

Industry Growth of 17% + Growth from Marketing

Efforts
Growth of Economy & High Rate of CPI Inflation
Conservative Figure after Historical 124% Store Growth
till 2013

20%

Year

Retail Market

Based on these assumptions, Mom & Me to contribute

Rs. 1800 Cr towards Mahindra Retail by 2018
Establish Mom & Me Express
stores in Tier 2 & 3 cities.
Consolidate Mom & Me by
establishing more stores in
Metros

2015

Document Standard Procedures

to be replicated in other stores
Establish Mom & Me Express
Promote E-Commerce
extensively

2016

Establish 244 stores by 2018

which includes both Mom &
Me stores and Mom & Me
Express stores

2017
Expand store presence in
Tier2 & 3 cities.
Build strong database of
loyal customers

2018

THANK

Appendix I : Cost Benefit Analysis for Decentralized Model

Daily Page Visitors

3967

Conversion Rate

1.5%

Actual Daily Customers

60

Centralized
Model

Decentralized
Model

National Delivery Cost

Rs. 115

Local Delivery Cost

No. of Daily Local
Orders
No. of Daily National
Orders
Total Local Delivery
Cost
Total National Delivery
Cost
Total Delivery Cost

Rs. 50
15

60

45

Rs. 750

Rs. 3,000

Rs. 5,175

Rs. 0

Rs. 5,925

Rs. 3,000

Sourced from statscrop.com

Standard E-Commerce Conversion Rate in
India
Centralized All orders shipped from Mumbai
Decentralized Orders shipped from local
stores
Standard E-Commerce Third Party Logistic
Rates
Centralized 1/4 orders from Mumbai
Decentralized All orders in cities with
local stores

Key Takeaway Savings of

49.36% on logistics cost

Appendix 2 : Projected Mom & Me Store Growth

Number of Stores
Year

Number of
Rate of
Geometric
Stores
Growth (YoY) Mean (CAGR)

2009

2010

18

500%

2011

49

172%

2012
2013
2014
(P)
2015
(P)
2016
(P)
2017
(P)
2018
(P)

77
114

57%
48%

300
250
224
200
174

124%

150

144

26%

100

174

21%

50

199

14%

224

13%

244

9%

199
144
114
77

39%

49
18
3

244

Appendix 3: Store Expansion Strategy

CAGR Customer
25%
Base
Ticket Size CAGR 10%
Store CAGR
39%
2013

With the based assumptions, Mom &

Me to contribute Rs. 1,800 Cr towards
Mahindra Retail

Assumption
s
2014 (P)

2015 (P)

2016 (P)

2017 (P)

2018 (P)

Week Days Customers

30
36
43
52
62
75
Weekends Customers
115
138
166
199
238
286
Customer
Groups/week
380
456
547
657
788
946
Customer Conversion
@ 60%
228
274
328
394
473
567
Average Ticket Size
Rs. 1,600
Rs. 1,760
Rs. 1,936
Rs. 2,130
Rs. 2,343
Rs. 2,577
Sales per week
Rs. 3,64,800 Rs. 4,81,536 Rs. 6,35,628
Rs. 8,39,028 Rs. 11,07,517 Rs. 14,61,923
Rs.
Rs.
Rs.
Rs.
Rs.
Rs.
Sales/year
1,89,69,600 2,50,39,872 3,30,52,631
4,36,29,473
5,75,90,904
7,60,19,994
Number of Stores
114
144
174
199
224
244
Rs.
Rs.
Rs.
Rs.
Rs.
Rs.
Stores Sales/Year
2,16,25,34,4 3,60,57,41,5 5,75,11,57,8 8,68,22,65,12 12,90,03,62,5 18,54,88,78,4
00
68
01
2
69
65