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Distribution model — one business with many shops

Clothes and footwear showrooms

Your customer did not leave because you had nothing. She left because her size was in the wrong branch.

A clothes or footwear showroom with several branches does not lose most of its sales to competitors. It loses them to missing sizes, to stock sitting in the wrong branch, and to last season's designs that nobody moved in time. Vyavora shows every branch's stock, size by size, in one place.

The trade

How this trade really works

From the factory to the customer, each person in the chain wants something different. Most of what goes wrong comes from the gaps between them.

Sizes break before designs do

You buy a design in a full set of sizes. The middle sizes sell in the opening weeks. The smallest and largest stay on the hanger. The design is still good, but it looks dead, because nobody who walks in fits what is left. Meanwhile, in another branch, the same design may have the middle sizes untouched.

Each branch has its own customer

The branch near the old market sells heavy wedding wear and bright colours. The branch in the mall sells lighter designs and more western wear. The branch near the colleges sells denim and footwear. When stock is divided equally, every branch gets something it cannot sell and misses something it could.

The festival rush hides the problem

In the Diwali and wedding weeks, the counters are full and every branch feels busy. Nobody has time to check what is not selling. When the rush ends, the owner finds racks of designs that never moved, now a season old.

End-of-season stock is a discount waiting to happen

Fashion has one season. Whatever is left when the season turns goes into the sale at a heavy cut, or goes to a back shelf and loses more value every month. Old stock standing in a showroom is a discount you have not given yet. The longer it waits, the bigger that discount gets.

Exchanges move stock without anyone noticing

After every wedding and festival, gifts come back for exchange, often at a branch other than the one that sold them. Pieces travel between branches in staff hands and on the owner's scooter. Unless each move is written down, branch stock and branch records drift apart.

Staff push what earns them more

Salesmen on commission show the customer what is easiest to sell and what pays them best. They are not dishonest. They are doing what they are paid to do. But it means slow designs stay slow, because nobody shows them, and the owner thinks the design itself is weak.

Where the money quietly goes

What you cannot see today, and what it costs you

Where each size is lying

When a customer asks for a size, the salesman checks his own racks and maybe calls another branch. Often nobody answers in the rush. The size was there, a short drive away, and the sale was lost.

Which branch is holding dead stock

The owner sees total sales and total stock. He cannot easily see that one branch is sitting on most of the slow designs while another is short of everything. Both branches complain, and both are right.

How long each design has been on the rack

A kurta that arrived last week and a kurta that has been hanging since last Diwali look the same in the register. Without knowing how long each has been lying, the owner cannot decide what to push, what to move and what to put in the sale.

Which designs lose money

Some designs sell well only because they are sold at a deep discount. After the supplier's price, the discount, the staff commission and the alteration, they earn nothing. The owner keeps reordering them because they look popular.

Which branch is really doing well

A branch with high sales may be selling mostly at sale prices. A quieter branch may be selling full-price wedding wear. A slow branch is usually not short of customers. It is short of the right stock.

A season, the way it usually goes

The story you already know

It is a week before Diwali in a showroom chain in Jaipur. The owner runs the old branch near Johari Bazaar, another in Vaishali Nagar and a new one in Malviya Nagar. He bought heavily from Surat and Gandhi Nagar and divided the goods as he always does, a little of everything to every branch.

On the busiest Saturday, a woman at the Vaishali Nagar branch picks a green anarkali. Her size is not there. The salesman calls the old branch. The phone rings and rings, because the old branch is full of customers too. She buys something else from the showroom across the road. That evening, the old branch closes with the same green anarkali in her size, untouched, on its back rack. Nobody ever connects these events.

In January, the owner walks through every branch before the end-of-season sale. He finds racks of heavy sarees in Malviya Nagar, where customers wanted lighter designs, and a pile of small and large sizes in every branch. He puts most of it in the sale at a heavy cut. When the accountant shows him the season's figures, the sales are high but the profit is thin, and he cannot say exactly why.

With Vyavora

What you see, once every shop bills on Vyavora

What you can now decide

Decisions you could not make before

Send the size where the customer is

When one branch is out of a size that another branch has, you move it the same day. The move is recorded, so both branches' stock stays correct. The customer who asks tomorrow finds it.

Divide new stock by what each branch sells

Once you can see which branch sells wedding wear and which sells office wear, you stop dividing equally. Each branch gets the designs, colours and sizes its own customers buy.

Push slow designs before the season turns

A design that has not moved in a few weeks can be moved to the branch that sells that kind of design, shown to customers more often, or given a small discount while the festival is still on. Giving that discount early costs far less than the end-of-season cut.

Buy only the sizes that sell

When you can see which sizes of each design sold and which sat, your next order from the maker changes. You ask for more of the middle sizes and fewer of the outer ones, or you buy the outer sizes only where they sell.

Stop reordering the designs that lose money

Profit on each design shows which popular designs earn nothing once the discount is given. You can stop buying them, or stop discounting them.

Plan the end-of-season sale from facts

You know which designs have been lying longest and in which branch. You can bring them together into the branch with the best sale crowd, instead of running a sale in every branch with whatever is left.

Keep billing when the internet fails

On the busiest festival evening, the internet fails often. Billing carries on without it and catches up when the connection returns. The counter does not stop and the queue does not leave.

Where you get ahead

Where your competitor keeps losing

You have the size when they do not

The showroom across the road loses the same sales you used to lose. When your branches can find and move a size the same day, the customer learns that you have it. In clothes and footwear, that is how loyalty is built.

Smaller sales, better profit

When slow designs are moved and pushed during the season, less goes into the end-of-season sale. Your competitors still clear their racks at a heavy cut. You clear a smaller pile.

Each branch looks like it knows its customer

A branch stocked for its own customers feels different to walk into. The colours, the designs and the sizes are right. Customers notice, even if they cannot say why.

The same season, with Vyavora

The story, told again

A week before Diwali again, the same Jaipur chain. This time every branch bills on Vyavora. The salesmen at each branch see only their own branch's stock. The owner sees them all, with a switch between them. New stock from Surat was divided by what each branch sold last season, not equally.

On the busy Saturday, a customer at Vaishali Nagar asks for the green anarkali in her size. The salesman does not have it. The manager looks up the stock and sees it at the old branch. A boy brings it across within the hour while she waits for her alteration. The move is recorded and both branches show the right stock that night.

In early November the owner sees that the heavy sarees in Malviya Nagar have not moved since they arrived, while the old branch is selling the same kind of saree every day. He moves them across before the wedding season starts. In January the end-of-season sale is smaller, and the designs in it are the ones that truly did not sell anywhere. The accountant's figures show a season with less noise and more profit.

Why the others agree to it

Everyone in the chain is better off

For the branch manager

He stops losing sales he could have made. He can see whether another branch has the size his customer wants, ask for it, and see it arrive in his stock. His staff see only his branch, so there is no confusion between branches.

For the owner's accountant

GST is kept branch by branch and added up for filing. Every sale and purchase is stamped with its branch, so there is no sorting of bills at month end.

For the salesman

He can pick size and colour at the counter instead of searching long lists. He can tell a customer at once whether her size is in another branch.

What this does not do

Vyavora does not run your alteration counter or tell the tailor what to do, and it does not count your racks for you. If pieces are moved between branches without being entered, the stock will be wrong until someone records the move. It does not tell you which designs will be in fashion next season. It shows what sold and what sat in each branch, so your next buying trip to Surat or Gandhi Nagar is based on facts. It does not track your salesmen's movements or set their commission.

Straight answers

Questions people in this trade ask

Can my salesmen see stock in the other branches?

Staff are tied to one branch and see only that branch. The owner, and anyone he allows, can see all branches and move stock between them.

We sell the same design in many sizes and colours. Will that become messy?

No. Size and colour can be picked at the billing counter as details of the design, so you do not need a separate long name for every size.

What happens on Diwali evening when the internet goes?

Billing carries on without internet and catches up when the connection returns.

Our old stock lists are in Excel. Do we type them all again?

No. Vyavora reads the Excel and PDF files you already keep.

Can it show which designs are making a loss?

Yes. It shows profit on each design and names the ones that lose money.

Can I see how long a design has been in the showroom?

Yes. How long each design has been lying unsold is visible, branch by branch, with the money tied up in it.

Close to your trade

Trades that work the same way

Next step

See it on your own business.

Put your shops on Vyavora and watch a single season. Compare what you can see against what you believed. If they agree, you have lost nothing. If they do not, you have found where your money has been going.