Kishore Biyani - Pioneering a Retailing Revolution in India*



Case Code : CLSDM020
Publication date : 2005
Subject : Sales and Distribution
Industry : Retailing
Length : 04 Pages
Price : Rs. 100

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Key words:

Pantaloons, Shoppers' Stop, John Miller, Food Bazaar, Central, Retailing, Pan-Indian, Bennett Coleman & Co


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Kishore Biyani created a chain of consumer retail stores from scratch. The caselet discusses Biyani's foray into the retail segment and talks about his initial ventures and their gradual growth. It also outlines Biyani's leadership qualities and risk taking attitude.


Role of a successful leader
Innovation in retailing models


Kishore Biyani (Biyani), CEO & MD of Pantaloon Retail (India) Ltd., planned to have 30 Food Bazaar outlets, 22 outlets under Big Bazaar, 21 Pantaloons outlets, and four seamless malls under the Central logo, by the end of 2005. He also planned to launch at least three businesses every year and had already selected music, footwear and car accessories as his next areas of investments.

He was already the top retailer in India followed by Raghu Pillai of RPG and B. S. Nagesh of Shoppers' Stop...

Questions for Discussion:

1. The tremendous success of the 'Pantaloons', 'Big Bazaar' and 'Food Bazaar' retailing formats, easily made PRIL the number one retailer in India by early 2004, in terms of turnover and retail area occupied by its outlets. Explain how Biyani is further planning to consolidate his businesses.

2. "Our striving toward looking at the Indian market differently and strategizing with the evolving customer helped us perform better." What other qualities of Kishore Biyani do you think were instrumental in making him the top retailer of India?