Pinali J.

Today morning had a great conversation with one of senior industry leader on the future of Middle East Retail: Could get only 1 statement in mind - “Competing—and Winning” that too in a Market getting full of New Entrants Middle East has become one of the most sought-after retail markets in the world. With global brands entering at record pace, the landscape is more vibrant—and more competitive—than ever. I definitely believe organizations who would outcome the trend should excel in below 3 quadrants : 1️⃣ Build True Omnichannel Scale – Owning the customer relationship across every touchpoint, not just owning stores. 2️⃣ Invest in People & Culture – Technology can scale operations, but only empowered teams create experiences that earn loyalty. 3️⃣ Innovate at Speed – From AI-driven personalization to same-day fulfillment, agility is the new currency of growth. Competitive advantage isn’t a static moat—it’s a mindset of continuous reinvention. The question for leaders: Are we evolving as fast as our customers? #Leadership #MiddleEastRetail #CompetitiveAdvantage #Innovation

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In the next wave of competitive retail, AI and supply chain excellence will define true differentiation. Because supply chain isn’t just your backend — it is your business strategy. From agile production and dark stores to AI-driven replenishment, cross-docking, and last-mile innovation, logistics mastery has become the core of modern retail success. 🕒 We’ve all been there — watching that delivery timer tick down on a quick commerce app, minute by minute. If it doesn’t move, we get anxious. Behind that small countdown lies a massive orchestration of technology and logistics. Every step — from inventory picking to doorstep delivery — is powered by telemetry and continuous data feedback loops, fine-tuning operations in real time to stay accurate to the clock. In India, quick commerce players are setting the global benchmark for this integration. Using AI-powered location intelligence, retailers are building dense networks of micro-warehouses (dark stores) placed strategically within high-demand neighborhoods — each serving a tight 2–3 km radius. The result? Groceries in under ten minutes. A promise traditional retail simply can’t match. At the heart of this speed lies AI-driven fulfillment and real-time logistics control: 🔹 Predictive algorithms forecast hyperlocal demand. 🔹 Dynamic routing optimizes every rider’s journey. 🔹 Automated replenishment keeps shelves stocked in real time (local FMCG vendors stocking dark warehouse sometimes?) 🔹 Product assortments evolve dynamically with neighborhood preferences. This is not just logistics — it’s data as a competitive weapon. And it’s reshaping the very definition of customer experience and retail efficiency. #AI #SupplyChain #QuickCommerce #RetailInnovation #Logistics #DarkStores #PredictiveAnalytics #CustomerExperience

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Merchandiser's Performance Measurement Since long, many of you have been asking that #merchandising being a qualitative function, how could it be measured with a quantitative scorecard? The main purpose of merchandising is to increase #consumption and #sales of a product by influencing #consumers and #shoppers through #AVA (i.e. availability, visibility and accessibility). Merchandising efforts offer maximum results if undertaken in weighted #outlets (or stores) with high sales of the relevant category. Now let us see what could be the probable KPIs of a #merchandiser in #traditionaltrade (TT) and in #moderntrade (MT) 🅰️ Traditional Trade: Three #KPIs 1️⃣ Shelf Standard (SS): Jus adhere to the #planogram. It acts as a blueprint or guide, showing the optimal placement of items to maximize sales, improve customer experience, and optimize shelf space. For example, you can have a target of 90% SS adherance for the merchandiser. 2️⃣ Share of Shelf (SOS): #Shareofshelf refers to the proportion of shelf space a brand occupies compared to its #competitors within a specific category in a retail setting. Ideally SOS should be equal or greater the the SOM (Share of Market or #MarketShare). 3️⃣ #Promotion Compliance (PC): It refers to the process of ensuring that #visibility driven promotional activities, such as the quality of temporary displays, visibility of offers, #discounts and #campaigns, adherence to guidelines and regulations etc. For example, you can have a target of 80% PC adherance for the merchandiser. 🅱️ Modern Trade: Five KPIs 1️⃣ Availability: As per type of outlet (i.e. #hypermarket, #supermarket, self-service store etc.) the whole range of #MSS should be at #MBQ level (the minimum number of units a retailer must keep in stock). 2️⃣ Visibility: Share of Shelf (SOS) must have at least 90% of available #SKUs (say 19 out of 21 SKUs). You can keep the target at higher or lower percentage also. 3️⃣ Planogram in homeshelf: Clear weightage should be mentioned. For example, 50% on #shelfstandard (planogram) and 50% on 12 focus #brands. 4️⃣ Promotions: Clear objectives of visibility driven promotional activities to be set for the merchandisers; for example, 80% of entire range of promotions (8 out of 10) should be visible to the #shoppers. 5️⃣ Proposition: For example, a target of 80% of #POPE (Point of Purchase Equipment) could be set for the merchandiser. Say, in #TOT (Trade of Terms) the store has to keep 10 number of POPE, out of that, at least 8 must be maintained as per the guidelines by the merchandiser. For more insights or to train your #salesandmarketing teams on #performancemanagement of #merchandising, mail us at [email protected] Wait for my next post on merchandiser's incentive parameters, till then stay tuned😊

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If you want to be successful in the Indian retail industry, read this: The Indian retail market is dynamic, diverse, and full of opportunities but also full of challenges that many newcomers often underestimate. After years of experience in this space, I’ve learned a few things that have been critical to success. Here’s what you need to know. If you want to be successful in the Indian retail industry, read this: 1. Understand the consumer deeply India is made up of many different regions, each with its own tastes and needs. To succeed, you must understand and cater to these local differences. 2. Localize your offerings What works in other countries won’t always work in India. You need to adjust your products and services to fit the local culture and preferences. 3. Be prepared for complex operations India is vast, and managing operations can be challenging due to its size and infrastructure. Be ready for difficulties in logistics and supply chains across different regions. 4. Build strong relationships In India, it’s not just about selling products, it’s about building trust with your partners and customers. Strong relationships help businesses grow in the long run. 5. Don’t underestimate India’s price sensitivity Indian consumers are very price-sensitive, so you must keep your prices competitive while maintaining good quality. Finding the right balance is key. 6. Be ready for the cultural diversity India is a country with many languages and cultures. Understanding and respecting local customs and preferences is important for connecting with people. 7. Understand the regulatory environment India has different rules in each state, and the laws can be complex. Make sure you are familiar with the legal requirements to avoid issues. In conclusion, succeeding in the Indian retail industry requires more than just a good product or service. It takes a deep understanding of the local market, adaptability, and the ability to build lasting relationships. If you’re willing to put in the work, be flexible, and continuously learn from the market, India has enormous potential waiting for you. The road isn’t easy, but with the right mindset, you can build a successful, sustainable retail business in this unique and exciting market. #retail #India

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What is OTB and why does it matter in apparel retail? OTB or Open to Buy, is the financial and inventory control tool that tells a retailer how much more stock can be bought during a given period. It helps balance sales opportunities with the risk of excess inventory. How it is calculated: OTB = Planned Sales + Planned Closing Stock – (Opening Stock + Stock Received) Example: Planned sales for the month: 1,000 units Planned closing stock: 500 units Opening stock: 800 units Stock received: 400 units OTB = 1,000 + 500 – (800 + 400) = 300 units This means the retailer can order 300 more units this month. Why it matters in apparel retail: Fashion trends shift quickly. Buying too much leads to heavy markdowns and margin loss. Buying too little results in missed sales. OTB acts as the control mechanism to stay aligned with demand, react to fast movers and avoid overstock. In practice: A category manager for denim who planned for 5,000 units in the season but sees higher than expected sales can use OTB to know exactly how much additional stock to purchase without exceeding the plan. In short, OTB ensures retailers maintain the right balance between stock availability, sales targets, and profitability. It is one of the most important tools for planners and buyers to stay agile and data driven.

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#Omnichannel retail series ➡️ Part 2 📊 Collecting POS Data – from checkout to valuable insights The Point of Sale (POS) is no longer just the place where payments happen. Modern retailers use it as a source of valuable data, providing deep insights into buying behavior, assortment performance, and customer needs. 👉 The potential is huge – as HORNBACH Baumarkt AG https://lnkd.in/eNQSqmjN [German-speaking post] demonstrates during the DSAG-Handelstage #dsaght: systematically collecting, consolidating, and analyzing POS data delivers not only transparency on sales but also new knowledge for assortment management, promotions, and customer engagement. 👉 Another example is Elkjøp Nordic AS, a consumer electronics and home appliances retailer, realized its vision for next-generation retail using SAP Customer Experience solutions. And POS data plays an essential role here! You can read more here: https://lnkd.in/ezcXxiMA 👉 And the topic is not new: Here you find a quite interesting story from the SAP partner retailsolutions group outlining whoBergendahlss handled its POS data: https://lnkd.in/eJTPSYjY In short, collecting POS data means turning millions of transactions into strategic insights – making retail smarter, more agile, and more customer-focused. Enjoy reading! And if you want to exchange with customers, be part of our German customer round table on November 6th in Mannheim: https://lnkd.in/e77is6xD And what are your thoughts on this?Michael NiestroyyMirko AdamoviccJörg FrischhPano PapadopoulossPatrick PierronnTobias SiltmannnStephan KauppCarsten MüllerrKatrin Balduff #POS #Retail #DataDriven #DigitalTransformation #eCommerce

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