Shopper's Stop Limited - Securities and Exchange Board of India

Customer Entry
Period ending March 31
2004
(14 Stores)
140
2003
(12 Stores)
2002
(9 stores)
Chain level 12,214,857 7,103,041 6,512,327
Like-to-Like (over
previous year)
8,702,684 6,087,005 4,873,061
The opening of new stores allowed the company to attract higher number of customers in 2004. Like-to-
Like customer entry was stagnant since the two stores opened in 2004 were in Mumbai (Kandivali and
Mulund), this lead a wider distribution of our customer base to more convenient locations.
Conversion Ratio
Period ending March 31 2004
(14 Stores)
Conversion – Chain
Level (%)
Conversion – Liketo-Like
(%) (over
previous year)
2003
(12 Stores)
26% 34% 33%
29% 35%
2002
(9 stores)
Majority of our stores have been opened in Malls, which tend to higher customer entries and lower
conversion ratios as compared to the standalone stores.
Transaction Size
Period ending March 31 2004
(14 Stores)
Transaction Size –
Chain Level (Rs)
Transaction Size –
Like-to-Like (Rs)
(over previous year)
2003
(12 Stores)
33%
2002
(9 Stores)
1258 1280 1109
1318 1222 1131
Higher Average Selling Price has resulted in higher transaction size on a Like-to Like basis.
• Like to like stores for 2004 includes our 12 stores that had been open for a full year of operation
on March 31, 2004 which include our stores at Mumbai (Andheri, Chembur, Mulund, Kandivali,
and Bandra), Bangalore, Chennai, Pune, Delhi, Hyderabad, Gurgaon, and Jaipur. Similarly, like
to like data for FY 2003 and FY 2002 pertains to the stores that have been open for atleast 12
months on March 31, 2003 and March 31, 2002 respectively.
Average Selling Price (ASP)
Average Selling Price is the Gross Retail Sales divided by the number of units sold. Tracking this helps
the retailer to align the offering as per the customer segment as well as improve the productivity of the
floor space.
Period ending March 31 2004 2003 2002
Average Selling Price (Rs) 591 535 477
Due to the change in merchandise mix and introduction of new categories having higher price bands,
ASP increased
Stock Turns
Stock turns are the number of times the retailer is able to turn over his inventory in a year and is
determined as the ratio of cost of goods sold during the year to average inventory. This helps the retailer
better align supply chain planning and store wise demand for inventory.