Despite facing a tough market with subdued consumer spending, Bata India held its ground in Q3 2023.

While the brand’s profits dipped by 30 per cent Y-o-Y to Rs 58 crore, its revenues remained stable at Rs 903 crore, driven by a strategic focus on premium segments. The company acknowledged its expenses increased from Rs 798 crore to Rs 836 crore due to significant investments in brand building and technology upgrades.

Notably, Bata India expanded its physical and digital presence by opening 54 new stores and renovating existing ones, demonstrating its commitment to customer experience. Despite the current headwinds, CEO Gunjan Shah expressed confidence in the company's long-term growth prospects, highlighting its continuous investments in product innovation, customer engagement, and market reach.

Shoppers Stop, the iconic Indian department store chain, recently released its Q3 results for the fiscal year 2023-24, painting a mixed picture. While the headline numbers showed a decline in net profit, there were also bright spots that suggest the company is on the right track with its strategic initiatives.It demonstrated resilience amidst a slowdown in discretionary spending, posting a 7 per cent YoY growth in quarterly sales for Q3FY24. This performance, along with strategic investments in expansion and a focus on the booming beauty segment, paints a cautiously optimistic picture for the company's future.

Revenue on the rise, profits drop

On the positive side, Shoppers Stop's revenue from operations for Q3 was Rs 1,240.88 crore, a 8.83 per cent year-over-year (YoY) growth. This uptick was primarily driven by a 6.63 per cent increase in standalone revenue and a 15.55 per cent jump in revenue from its subsidiary, Crossword Bookstores. Growth was particularly impressive considering the ongoing macroeconomic headwinds and inflationary pressures. It suggests that Shoppers Stop's strategic focus on smaller towns and cities, coupled with its renewed emphasis on the beauty segment, is paying dividends. Growth was driven primarily by the department stores segment, which saw a 6.63 per cent increase in sales. However, the Hypercity segment continued to struggle, with a 13.37 per cent decline in revenue. This highlights the need for Shoppers Stop to focus on revitalizing its Hypercity stores to unlock their full potential.

However, the positive revenue story was overshadowed by a sharp decline in profitability. Shoppers Stop's net profit for Q3 fell 41.27 per cent YoY to Rs 36.85 crore. This was significantly lower than analysts' expectations and raised concerns about the company's cost management and operating efficiency.

Financial performance (last 3 years)

Analysing its performance in the last three years indicates though revenue remained positive YoY it has fluctuated within a narrow range over the past three years. Profits has struggled, even showing a net loss in Q3FY24. This raises concerns about their cost structure and efficiency. The negative ROE further highlights the challenge in generating returns for shareholders.

Strategic growth pillars

So what has been the main catalyst for growth in Shoppers Stop’s business.

Beauty: This segment emerged as a clear winner, contributing 18 per cent to overall sales. Shopper Stop's focus on customer engagement and in-store experiences, including makeovers and masterclasses, has paid off. The opening of a state-of-the-art Beauty Store at Bengaluru Airport further strengthens the company's commitment to this segment.

Intune: This ‘Fashion for All’ format is proving successful, with four new store openings in Q3 and a planned expansion to 24 stores by FY24 end. The high full-price sell-thru (65 per cent) and strong acceptance for family shopping with a 27 per cent kidswear mix bode well for Intune's future.

Beauty Distribution: This business clocked Rs 39 crore in sales with an expanded network of over 334 doors. The addition of new brands like Armaf and Soda Makeup demonstrates Shopper Stop's commitment to diversifying its distribution portfolio.

Store Expansion: The company remains on track to meet its guided store expansion target for FY24, adding 13 stores in Q3 and 33 YTD. This includes department stores, beauty stores, Intune stores, and an airport store.

Challenges and outlook

Despite the positive performance, Shopper Stop faces challenges like intense competition from online retailers and changing consumer preferences. Shopper Stop faces intense competition from online retailers like Amazon and Myntra, offering wider selection and convenience. The company needs to continue innovating, focusing on personalized experiences, and strengthening its omnichannel presence to stay ahead of the curve.

Categorywise growth

The company's focus on strategic initiatives like beauty, Intune, and store expansion, along with its commitment to providing personalized experiences, can help it navigate the changing retail landscape and secure a brighter future. However, continued innovation and adaptation will be crucial for Shopper Stop to maintain its position as a leading retailer in the Indian market. Strengthening omnichannel presence by integrating online and offline experiences, leveraging loyalty programs, and providing personalized recommendations is one way ahead.

Meanwhile Shoppers Stop is actively pursuing a strategic expansion plan, targeting smaller towns with less competition. This strategy aims to tap into the growing demand for premium shopping experiences in these regions and broaden the company's customer base. Recognizing the booming beauty market, Shoppers Stop is significantly enhancing its offerings in this segment. The company is introducing a wider range of international and niche brands, creating dedicated beauty sections within stores, and offering personalised consultations. This focus on a high-growth segment is a positive move that could drive future revenue and profitability.

Changing consumer preferences is another challenge it faces today with consumers increasingly shifting towards value-driven purchases and experiential shopping. To combat it Shoppers Stop needs to expand private label offerings, introducing curated collections, and invest in interactive in-store experiences like workshops and events. Then there is the issue of high operational costs with high rentals and reliance on traditional brick-and-mortar stores that squeeze margins. Shoppers Stop can deal with it by optimizing store network, exploring smaller format stores, and diversifying into adjacent businesses. Shopper Stop is often associated with high-end products, potentially alienating cost-conscious shoppers. It needs to broaden product offerings to cater to diverse price points, promoting value deals and discounts, and emphasizing on affordability alongside quality.

Moreover their online presence lags behind competitors, hindering reach and engagement. It needs to invest in website and app revamp, enhancing mobile shopping experience, and leveraging social media platforms effectively.

While Shopper Stop faces significant challenges, it’s actively implementing strategies to address them. By focusing on omnichannel integration, value-driven offerings, operational efficiency, and a reimagined brand perception, the company can regain its footing and compete effectively in the evolving retail landscape.

Financial Highlights

• Q3FY24 Sales:Rs 1,207 Cr (over 7% YoY)
• EBITDA:Rs 219 cr (GAAP)
• Beauty Segment:Over 10% growth; led by fragrance (41%) and makeup (6%)
• Private Brands Mix: 13%
• Apparels Mix:19%
• Ethnic Women's Wear:7% growth
• Capex Investments:Rs 51 Cc (Q3), Rs 162 cr (YTD)

01 February 2024, Mumbai

Indian apparel retailers are facing a complex challenge: unsold inventory, obsolescence, and a shifting consumer landscape that is used to discounting. To cope with the evolving situation apparel retailers are adopting various strategies to navigate the complex retail maze.

Discounting dilemma

Retailers are running extended discount periods, but even deep slashes aren't clearing all the unsold stock. This impacts margins. Shoppers Stop, for instance, incurred a 60-bps gross margin hit due to write-offs. This trend is likely to continue, with upcoming sales further fueling the discount game. Shoppers Stop’s Kavindra Mishra, the CEO, admits to Rs 9 crore in unsold inventory write-offs. They're now sourcing closer to the season and discounting heavily.

Moreover, over-discounting causes consumers to expect sales always, making them less likely to pay full price, impacting profitability. Then there is the ‘sale fatigue’ phenomenon, with consumers waiting for the next markdown before purchasing, creating a vicious cycle of discounting.

Inventory blues

With demand not picking up, retailers are grappling with unsold inventory becoming obsolete. To cope with the situation, they are shortening sourcing periods. Reducing lead times from 120–150 days to 60–90 days allows more agile sourcing closer to the season, minimizing obsolescence risk.

Lifestyle International is a prime example. Devarajan Iyer, CEO, of Lifestyle International points out that they have cut sourcing periods from six to seven-month orders to two to three months for an agile response to real-time demand. This helps avoid inventory bloat and obsolescence.

On similar lines, V-Mart Retail’s Lalit Agarwal, MD says they now plan 20 percent of their inventory for just 45 days, allowing quick adjustments based on market fluctuations and fast fashion trends. This approach helps retailers react to changing trends and adjust inventory accordingly, preventing stock from getting stuck for long periods.

Shifting consumer’s priorities

The pandemic's impact on spending habits is evident. Consumers are now prioritizing experiences like travel over simply buying new products.

This trend further contributes to the slowdown in apparel sales. Moreover, higher awareness about sustainability and ethical fashion choices is leading to a shift towards fewer, better-quality purchases. The rise of online shopping has changed the buying journey, with consumers researching extensively before committing to a purchase.

Navigating and moving ahead

So how do retailers move ahead in the current market scenario? One way is adapting to the changing consumer landscape to survive and thrive.

Developing innovative marketing strategies to cater to the experience-driven consumer will be crucial for future success. This involves personalized marketing, understanding individual preferences, and offering targeted recommendations that foster brand loyalty and encourage full-priced purchases.

Omnichannel presence and integrating online and offline experiences seamlessly is key to cater to the evolving customer journey. Moreover, sustainable and ethical practices and embracing eco-friendly and responsible production align with changing consumer values and attract conscious shoppers.

Striking feature

The other important change retailers need to make is embracing technology for better inventory management and demand forecasting. Agile inventory management will lead to shorter lead times, real-time demand forecasting, and data-driven insights, which are crucial to preventing obsolescence and stockpiling.

Changing landscape: Indeed, Indian apparel retailers must adapt to the shifting sands of consumer behavior. Discounting alone won't suffice.

Embracing the experience economy, offering personalized services, and building brand loyalty through sustainable and ethical practices will be the keys to navigating the retail maze and emerging stronger in the experience-driven future.

Clothing brand The Souled Store has opened its first brick-and-mortar outlet in Mohali to add to its retail presence in Punjab. Located in the city’s CP67 Mall, the store houses the brand’s cartoon print collections.

 The store houses a dazzling array of graphic t-shirts and sweatshirts featuring some of India’s most favorite cartoon characters. From Wonder Woman and the Powerpuff Girls to Marvel and Disney heroes, even Japanese anime stars, the store offers something for every cartoon buff. The store also boasts a selection of merchandise inspired by the beloved novel and film series Harry Porter.

Located conveniently on Airport Road, CP67 Mall is already a popular shopping destination in Mohali, housing other clothing brands like Vitamins, M&S, Lifestyle, and Max Fashion. The Souled Store's arrival adds a unique and exciting element to the mall's mix.

Indian luxury brand Twamev has entered the New Delhi market with the launch of its expansive flagship store in the city. Spanning a majestic 10,000 sq ft, the store promises an unforgettable shopping experience that celebrates individuality and elevates occasion wear to a whole new level.

This Delhi flagship is the brand's second physical store, following its successful debut in Bengaluru in July 2023. With its sights set on further expansion across India, Twamev is poised to become a leading force in the luxury occasion wear landscape, offering a captivating blend of heritage and modern sensibilities for the discerning Indian customer.

Catering to diverse personalities, Twamev's collections cater to a diverse range of personalities. The brand offers everything from the elegance of sherwanis and kurtas for men to the breathtaking lehengas, gowns, and sarees for women, each piece is crafted with meticulous attention to detail and a touch of contemporary flair.

30 January 2024, Mumbai

Indian retailers faced a lackluster holiday season in December 2023, with overall sales growth of just 4 percent compared to the previous year. Even with holiday discounts and the wedding season boosting some sectors, consumer spending remained muted across most categories.

Interesting data-points

Sales in December grew by a meager 4 per cent despite discounts and the wedding season. Sales across South India soared by 7 per cent while sales in North, West, and East India lagged behind. The sales growth in South India was driven by high-value purchases like cars, houses, and electronics on EMI, while discretionary spending took a hit.

Like-for-like sales in existing stores dipped by 5 per cent as retail continued to struggle with sluggish demand due to inflation. 

With inflation showing no signs of abating and global economic uncertainties looming, the upcoming months could be challenging for retailers. Adapting to changing consumer preferences and offering attractive financing options for high-value purchases may be the keys to weathering the storm.