TOUGH TIMES

FOR SHOPPING CENTERS

By:
MBA152064

Akshay Tyagi

MBA152008

Anuj Bhugra

MBA152018

Dhruv Chojar

MBA152022

Ishika Walia

MBA152037
Ghosh

Pathasarthi

MBA152042

Pushkar Raj

Case Overview
The case is about TNS Retail Forward Survey Data.
The survey showed that there is a decline in monthly
shoppers across most shopping centers.
Young singles and couples (18 to 34) are the best buyers.
Provides data on shoppers in Regional mall, lifestyle
center, Downtown shopping district, Power Centre,
Online site from 2006 to 2008.
What the retailers must do when there is economic
downturn.
Future of the retailers in coming years (Kohl's, JCPenney,
Saks, Macys)
International Opportunities.

QUESTIONS

Q.1 What are the Major Lessons for Retailers to

Learn from this Case?
Firstly the retailers must choose some location near to
the populated areas
They must be in the Power Centre
They also can invest in ecommerce/ online shopping site
They must pull back from aggressive store opening plans
Traditional department stores must tweak their
formats(go for Strip mall with super market anchor)
Upscale department stores must look to outlets to faster
growing markets abroad
Consumers more inclined to offers and promos

Q.2 Comment on the monthly shopping behavior trends

by shopping location as shown in Table 1, Table 2, Fig.2.

Table 1: Monthly shoppers by shopping location

Table 2: Monthly Shopping Incidence by Demographics, 2008

Table 2: Monthly Shopping Incidence by Demographics, 2008

(continued..)

Q3 Are the negative shopping center

trends cited in this case reversible?
The ability to anticipate and to respond, in a timely
manner, to consumer trends
By continued introduction and expansion of the
merchandise offerings
Continue to appeal the concept to the customers
Personalization of the offerings
Emphasizing more on maintenance, restructuring,
expansion and cross-selling rather than opening new
stores
By opening a shopping center in a mall with high
traffic
Mix of retail, services and Shopper-tainment
Omni-channel retailing
Customer Intelligence solutions

Q.4 Visit a near by shopping mall and

analyze the store mix that you find there.
ANCHOR STORES- carrefour, marks and Spencer, Zara
Banks & Financial Services- Emirates NBD, UAE Exchange, NBAD
Electronics- Axiom, Bose, 050 Telecom, Cool Gadgets
Entertainment / Music- Bowling City, Virgin Mega-store, VOX
Cinemas
Household / Furniture- H&M Home, Zara Home
Food outlets- Burger King, Sugoi Sushi, London Fish & Chips
Jewellery & watches- Citizen, Rolex, Malabar Gold & Diamonds
Pharmacy / Health / Fitness-Fitness First, Lifestyle Nutrition
Specialty Stores- DU, EDI, Thrifty Car Rental, City Site Seeing
Dubai
Sportswear & Goods- Adidas, Puma, Nike Men's, Stadium
Fashion- Forever 21, First Lady, top-man, Diesel
Toys / Children's Interests- Toys-r-us, The Toy Store Express

Q5. What must shopping centres do to

attract young shoppers? Older shoppers?
For Older
Shoppers :
1. By lowering the shelf
heights which will allow
easier access to products.
2. By widening the passage
between the shelves this
will permit greater
manoeuvrability and
smoothens the flow.
3. By using larger, easy to
read signage and can also
provide on cart magnifying
glasses.
4. Adjusting quantities :
value promotions are less
effective for the seniors as
they focus on monetary

1.
2.
3.
4.
5.

For younger shoppers :

Store environment, print and
word of
mouth plays
important role.
Retailers should focus on online
marketing on social networking
sites.
customize marketing efforts with
the change of scenario to secure
young shoppers attention
By setting person to
personBond
Try to provide more interesting
offers to them.

Q6. Discuss the decision of some upscale

retailers to place more emphasis on store
locationUPSCALE
in outlet centers.
REATILERS

Adding nine
Horchow stores in
a span of five
years.
Made a micro
website
NeimanMarcus.co
m
In 2009 it opened
three new outlet
branches thus

Focused on
making full
line stores
Increasing its
pace of rack
store
openings
Opened six
more stores
in 2008-2009

Making its operation more

efficient and renovating
their existing store base.
Rebranding and
repositioning its outlet
channel in an effort to
establish it as a destination
Changed their name from
Off fifth to Saks Fifth Avenue
Three more new stores
opened in 2008.

Q7. What special factors must be considered

a U.S. retailer when opening a new store in a
foreign country rather than in the United
States?

The special factors to be considered of the location while

opening a new store in a foreign country are as follows:
Population
Size &
Characteristi
cs

Availability
of Labor

Competitive
Situation

Availability
of Store
Locations

Sources of
Supply
should be
close

Regulations
and rules

Economic
Base