Westside: The Indian Retailing Success Story

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Case Details:

Case Code : BSTR043
Case Length : 13 Pages
Period : 1990 - 2003
Organization : TATA, Westside
Pub Date : 2003
Teaching Note : Available
Countries : India
Industry : Retailing

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This case study was compiled from published sources, and is intended to be used as a basis for class discussion. It is not intended to illustrate either effective or ineffective handling of a management situation. Nor is it a primary information source.

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Future Outlook

The greatest challenge for Westside is from the unorganized sector (98 per cent of India's retail garment industry operated in the unorganized sector) and to a lesser extent, from similar organized players.

According to Chakrawarti, "The main job was to get people to visit organized stores such as Westside instead of buying from unorganized players." The general perception in India is that organized retailers are more expensive than unorganized ones. Westside responded to this by connecting price to quality.

It had to make customers realize that they were getting the latest style at very good prices, and in a comfortable environment. The other challenge for Westside will be to compete with other retail fashion businesses in India (both India and foreign) such as Wills Sport15, Raymond's (Be)16, Globus17, Nike18, Crocodile19, Mango20 and Marks & Spencer 21.


Exhibit I: Profile of Competitors of Westside
Exhibit II: A Note on Indian Retail Industry
Exhibit III: Westside Income Statements for the Year Ended 31st March 2002


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