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Case Title:

Organised Retailing in India – Opportunities & Challenges

Publication Month and Year :  July 2009

Authors: D. Gayatri, T Phani Madhav

Industry: Retailing


Case Code: MM0012

Teaching Note: Not Available

Structured Assignment: Not Available


Retailing in India for a long time, had been dominated by street corner stores and other unorganised players. As a result, consumers had to be content with limited choice and services. But in recent years, the country had been witnessing a sea change in the retail landscape. Big names in the Indian business like Ram Prasad Goenka Group, the TATAs, the Rahejas and the Parimals, were venturing into retailing. However, the share of organised retailing still remained small at 2% of the total market for retailing that stood at $180 billion. While the opportunity for organised players was huge, they had to cope with a number of constraints like high real estate costs, tax, and labour issues.

Pedagogical Objective:

  • To discuss the evolution of organised retailing in India and the different formats of retailing that are prevailing
  • To discuss whether hypermarkets can emerge as a pan-Indian retailing format despite the various impediments to organised retailing in India.

Keywords : Organized retailing in India; Emerging retail formats; Trends in Indian retailing; Barriers for organized retailing; Hypermarket advantages; Shopping malls, Unorganized retailing; Affluent middle class; Scientific supply chain channel system; India’s consumer market; Global retail companies; Indian retail industry, Marketing Management; Marketing Mix; Market Segmentation; Product Life Cycle; New Product Development; Consumer Behavior; Marketing Case Studies; MBA; Marketing Course for MBA Marketing Course Case Map; Course Case Map; Case Map


  • Introduction
  • The Evolution of Retailing in India
  • Hypermarkets – Large Discount Stores
  • Hypermarkets- Formats for Success?

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