1 Total Apparel Sales - Current Year vs Previous Year Month Monthly Sales ( Cr) MOM YTD Sales ( Cr) YOY CY PY Growth CY PY Growth April 69.58 65.72 5.87% 69.58 65.72 5.87% May 64.12 62.96 1.84% 133.70 128.68 3.90% June 60.66 60.11 0.91% 194.36 188.79 2.95% July 61.99 57.28 8.22% 256.35 246.07 4.18% August 76.52 68.93 11.01% 332.87 315.00 5.67% September 67.29 78.78-14.58% 400.16 393.27 1.75% October November December January February March Dip in sales in September on account of Diwali in early November in CY as opposed to mid-oct in PY 2 Total Apparel Sales - Targets vs Actual Acceptable Level - 91% and above Month Monthly Sales ( Cr) Achieved YTD Sales ( Cr) Achieved Target Actual Target Actual April 74.66 69.58 93% 74.66 69.58 93% May 70.56 64.12 91% 145.22 133.70 92% June 67.83 60.66 89% 213.05 194.36 91% July 67.75 61.99 91% 280.80 256.35 91% August 82.27 76.52 93% 363.07 332.87 92% September 90.34 67.29 74% 453.41 400.16 88% October November December January February March
3 Business Wise Sales (Value) - Current Year vs Previous Year Monthly Sales ( Cr) MOM YTD Sales ( Cr) YOY Sep-18 Sep-17 Growth YTD Sept 18 YTD Sept 17 Growth Womens' Indian 20.82 24.02-13.32% 129.57 127.97 1.25% Womens' Western 8.37 9.37-10.67% 60.60 59.35 2.11% Mens' Ethnic 13.53 17.19-21.29% 71.37 70.46 1.29% Mens' Western 3.76 3.99-5.76% 24.73 23.26 6.32% Infant & Kids 4.40 6.14-28.34% 24.79 27.14-8.66% Garment Accessories 6.38 6.62-3.63% 35.85 33.81 6.03% Sarees 4.38 4.87-10.06% 21.05 20.26 3.90% Jewellery 3.42 3.70-7.57% 18.18 17.67 2.89% Bags 0.82 0.95-13.68% 5.34 5.19 2.89% Footwear 0.50 0.50 0.00% 3.08 2.45 25.71% Global/ Fables 0.89 0.92-3.26% 5.60 5.71-1.93% Total 67.27 78.27-14.05% 400.16 393.27 1.75% Dip in sales in September on account of Diwali in early November in CY as opposed to mid-oct in PY 4 Business Wise Sales (Volume) - Current Year vs Previous Year Monthly Sales (Pcs) MOM YTD Sales (Pcs) YOY Sep-18 Sep-17 Growth YTD Sept 18 YTD Sept 17 Growth Womens' Indian 136630 159602-14.39% 906423 884254 2.51% Womens' Western 69998 72324-3.22% 526507 455758 15.52% Mens' Ethnic 101576 125388-18.99% 564523 565590-0.19% Mens' Western 31697 38249-17.13% 216921 212569 2.05% Infant & Kids 40612 57008-28.76% 243695 265783-8.31% Garment Accessories 40798 44319-7.94% 254819 248379 2.59% Sarees 8200 8916-8.03% 44241 43760 1.10% Jewellery 29592 41139-28.07% 198991 222028-10.38% Bags 7935 10640-25.42% 52819 54388-2.88% Footwear 3634 4149-12.41% 22679 18590 22.00% Global/ Fables 4110 4572-10.10% 28304 28350-0.16% Total 474782 566306-16.16% 3059922 2999449 2.02%
5 Business Wise Sales (Value) - Target vs Actuals Acceptable Level - 91% and above For the Month - September YTD September Mthly Target Actual Achieved Target Actual Achieved Womens' Indian 27.13 20.82 77% 143.82 129.57 90% Womens' Western 11.72 8.37 71% 67.96 60.60 89% Mens' Ethnic 17.00 13.53 80% 74.28 71.37 96% Mens' Western 6.52 3.76 58% 33.65 24.73 73% Infant & Kids 6.80 4.40 65% 32.48 24.79 76% Garment Accessories 7.94 6.38 80% 39.56 35.85 91% Sarees 5.97 4.38 73% 24.07 21.05 87% Jewellery 4.16 3.42 82% 20.62 18.18 88% Bags 1.18 0.82 69% 6.38 5.34 84% Footwear 0.59 0.50 85% 3.19 3.08 97% Global/ Fables 1.33 0.89 67% 7.41 5.60 76% Total 90.34 67.27 74% 453.42 400.16 88% 6 YTD Business Wise contribution to Sales For 2018-19 For 2017-18 YTD Contribution to Sales YTD Contribution to Sales of Apparel only of Company of Apparel only of Company Womens' Indian 32.4% 25.5% 32.5% 25.4% Womens' Western 15.1% 11.9% 15.1% 11.8% Mens' Ethnic 17.8% 14.1% 17.9% 14.0% Mens' Western 6.2% 4.9% 5.9% 4.6% Infant & Kids 6.2% 4.9% 6.9% 5.4% Garment Accessories 9.0% 7.1% 8.6% 6.7% Sarees 5.3% 4.1% 5.2% 4.0% Jewellery 4.5% 3.6% 4.5% 3.5% Bags 1.3% 1.1% 1.3% 1.0% Footwear 0.8% 0.6% 0.6% 0.5% Global/ Fables 1.4% 1.1% 1.5% 1.1% Total 100.0% 78.8% 100.0% 78.2%
7 Analysis of YTD Deficits & Back Plan of PSC Analysis Womens' Indian Deficit of 14.25 Cr on account of out of trend Bottom Wear (too many salwars instead of churidaars), Kurtas (too many Kurta Medium when demand was more for Kurta Long) and supply issues in ISQ products Womens' Western Deficit of 7.36 Cr largely on account of out of trend stock (e.g. palazzos) and inability to capitalise on the bottom wear business Cover Up Plan of PSC - Increased Kurta Long Buy from 53% to 60% - Converted ~ 30,000 pieces of Kurta Medium to Kurta Long - ~ 10,000 pieces of "Fast Chase" added in Kurta Long - Added new shades of knitted churidaar and slub ljars to tap the opportunity loss from dipping trend of salwars & patialas - ~ 14,000 pieces of silk pants added in WW to coordinate with Festive WI Kurtas - Mull pants - Presently in 193 stores & to be expanded to an additional 73 new stores - Stretch Pants - Presently in 148 stores & to be expanded to an additional 111 new stores - Regular drawstring and slim cropped - New ISQ product to be sent by November to 80 Stores - Capitalising on high selling categories by plugging fast chase for festive - dresses and pants Mens' Ethnic Mens' Western Infant & Kids Garment Accessories Sarees Jewellery Bags Footwear Global/ Fables Has achieved 96% of targets with a shortfall of 2.91 Cr Deficit of 8.92 Cr Deficit of 7.69 Cr largely on account of issues with supply Deficit of 3.71 Cr on account of change in customer preferences and supply issues during the period of PH consolidation Deficit of 3.02 Cr on account of supply issues during the period of PH consolidation Deficit of 2.44 Cr largely on account of Markets reducing NOM stocks particularly high value stock Deficit of 1.04 Cr Has achieved 97% of targets with a shortfall of 0.11 Cr on account of supply issues and stock outs of ISQ stock Deficit of 1.81 Cr largely due to loss of focus for this category at the front end - Bespoke for Mens Kurtas - looking to increase range of fabrics - more particularly the silks craft based fabrics for which production is limited - Increase of retail space in each quarter for this category - Increased buy for Bush Shirt and Kurta Shirt - Share of comfort fits stock incteased in top 60 stores - Trouser stock correction and consolidation in top 70 stores - Number of stores offering Lapel Jackets increased - Increased push to stores for Boys Kurta Long and Girls Lehnga-Choli - Increased sale of silk and high value dupattas in Festive - Increased sale of stoles in 2,000 + bracket including Cashmere and Pashmina - Cross selling with WW silk Pants and WI Kurtas - Increased billing of Banarsi Sarees for Franchisees - Increase sale of Linen and Silk Sarees - Populating 6,000 to 8,000 price bracket - Increase push to stores - Change in jewellery mix of silver vs non-silver from 60:40 to 80:20 for higher bill value - New range of coloured kohlapuri and embroidered jutties introduced - Increasing the number of stores carrying footwear - Being merged with Womens Western
Inventory Management 1 Stock Levels (Acceptable Variance:: 0.20 months above target to 0.50 below target or (+) 0.50 to (-) 0.20) NOM Stock for Stock vis-à-vis Targets Excess Ready at PH SWT Fabric Total PH Ready at Total Target for Average for Variance (Shortage) Stores Stock Block 1 Block 1 for Oct ( L) Womens' Indian 0.56 0.71 0.42 1.69 4.53 6.22 5.00 5.67-0.67 124.64 Womens' Western 0.41 0.59 0.58 1.58 4.88 6.46 5.50 5.99-0.49-76.30 Mens' Ethnic 0.66 1.32 1.20 3.18 4.96 8.14 5.00 5.89-0.89 601.36 Mens' Western 0.48 0.92 0.00 1.40 5.99 7.39 5.50 8.85-3.35 243.47 Infant & Kids 0.42 0.47 0.81 1.70 4.14 5.84 5.50 6.05-0.55-269.37 Garment Accessories 0.49 0.15 0.19 0.83 4.21 5.04 5.00 5.19-0.19-133.96 Sarees 0.33 0.05 0.00 0.38 5.16 5.54 5.50 6.28-0.78-2.37 Jewellery 1.32 0.02 0.00 1.34 4.71 6.05 5.50 6.83-1.33 110.85 Bags 1.66 0.12 0.00 1.78 3.72 5.50 5.00 6.44-1.44 29.23 Footwear 0.87 0.00 0.00 0.87 4.36 5.23 5.00 5.43-0.43 8.92 Global/ Fables 0.23 0.08 0.38 0.69 5.08 5.77 5.50 7.13-1.63-6.46 Total Apparels 0.59 0.67 0.53 1.79 4.72 6.51 5.20 6.05-0.85 630.01 2 Sell Through Acceptable Level for total Apparels - 62% for 120 day sell through Sell through for 30 days 60 days 90 days 120 days 150 days 180 days Womens' Indian Womens' Western Mens' Ethnic Mens' Western Infant & Kids Complete data not validated. Garment Accessories Sarees Will be included from October Review onwards Jewellery Bags Footwear Global/ Fables Total Apparels
Price Points 1 Volume Sales vis-à-vis Price Points - WI & WW (excluding bottom wear) Minimum acceptable level - 8% increase over PY in volume sales Price Points For September YTD September CY PY Growth CY PY Growth Womens Indian Under 1290 1291 to 1490 1491 to 1990 1991 to 2490 2491 to 2990 2991 to 3990 3991 and above Womens Western Under 990 991 to 1290 1291 to 1490 1491 to 1990 1991 to 2490 2491 to 2990 2991 and above Complete data not validated. Will be included from October Review onwards
Perception Tracker for Cuts, Fits & Trends 1 Percentage of Negative Responses Highest Level - 30% reduction by Q4 Particulars April-May June August YTD September Total Responses 1133 4986 8947 15066 Reduction from 1st to last month of Survey (August) Measuring Parameters Design 30% 25% 30% 28% 0% Fits/ Sizes 41% 35% 31% 33% 10% Price 52% 60% 61% 60% -9% Store Display 9% 9% 14% 12% -5% Store Navigation 5% 6% 6% 6% -1% Store Staff 3% 1% 4% 3% -1% Size Availability NA NA 31% Quality NA NA 23%