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India is still a land of mom-and-pop stores—86 out of 100 kiranas are in the unorganised
sector. But the big organised players haven’t been far behind in notching up the numbers:
they have a 5% market share in a total retail pie of R20 lakh crore. By 2020, a Technopak
Analysis estimates, the organised market share will treble. It may eventually mean a slow
decline for the traditional retail stores, but they can still put up a good fight.

Financial Comparison of FMCG Companies & Retailers (FY09) 121

EBITDA/Sales

ROCE 48
38 39
35 35
32
28 25
22 20 23
19 19
12 12 15
8 10 11 8
1 -4 3

Vishal Westside Koutons Shoppers Pantaloon Britannia ITC GSK Marico Dabur P&G HUL
Retail Stop Retail
Values in % Source: Technopak Analysis

Organised vs unorganised market share Projections for private

Organised Market Share Unorganised Market Share consumption and retail
93
GDP
87 Private Consumption
86 83 Organised Retail
62
2005 2009 2010*

13 14 17
29
27
20
12

0.3 0.9 3
2005 2010
2015
Values in N Lakh Crore

Figures in % *Estimated Figures

—Compiled by Karthik Krishnan

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