VIVEK SHRIVASTAVA

Heading the Business Development function(Malls and Airports) of ABFRL that comprises a portfolio of 15 brands and 22 retail formats.

Key Responsibilities

1. Annual business planning of real estate expansion of all the brand and sub-brands in coordination with business heads.

2.Joint business planning with key stakeholders in the industry to achieve business goals.

3.White space mapping and planning for future expansion and pipeline creation.

4. Restructuring of key commercial terms for long term business sustainability and continuity.

5. Mentoring and coaching of team members.

Key Achievement's

• Created upsizing landscape of all the lifestyle brands across all the key locations in the country to help the businesses achieve enhances sales volume.
• Launched India’s largest mall store of Louis Phillipe admeasuring 5500 sft.
• Created strong pipeline of "The Collective" and other international brands across new and existing malls.
• Restructured commercials through negotiation with stakeholders that resulted in savings of INR 30 Million.
• Standard security deposit period brought down from 6 months to 3 months in case of key malls.
• Maintained Occupancy cost to revenue ratio below 20% across all the new store launches.

Headed the real estate function of Benetton India. Key responsibilities includes crafting of real estate strategy,new store launches,white space planning and rental restructuring to optimise profitability.

Key achievements:

• Delivered a savings of INR 430 Mn through rental renegotiation of company owned and partnered stores.
• Converted 13 loss making stores to pure revenue share model thereby improving the bottom-line.
• Aggressively worked on brand premiumisation strategy through acquisition of premium real estate across high streets and malls.
• Opened marquee stores at Select Citywalk and Ambience mall and signed up premium space on ground floor at Phoenix Pallasio,Lulu Bangalore,Lucknow and Trivandrum.

Headed the Business development function of Barbeque Nation Hospitality Ltd and also undertook expansion of other group brands like Onesta, Ruosh, Florsheim and Love Moschino.

Key responsibilities

Charting out domestic expansion strategy and setting up robust site evaluation & sales forecasting mechanism •

Carving out new franchisee formats and feasibility of overseas expansion.

• Created a pipeline of 55 new doors in 8 months of time
• Brought down OC(Rent + CAM+ GST) to revenue ratio to 12% which is lowest in F&B segment
• Launched 15 restaurants in span of 10 months wherein the average conversion period from lead to launch is min 90 days.
• Secured 8 months of rent free period irrespective of business commencement that delivered a bottom-line of INR 30 lacs from the first day.
• Secured lowest possible rentals(lower than anchor tenants) in 2 leading malls.
• Secured Capex in tune of avg 15 lacs/restaurant from the landlord thereby improving the ROCE
• Brought down security deposit to 3 months on 90% of the deals thereby releasing free cash to organisation.

Mandated to setup and roll out retail network of wellness stores across the country. This role also includes streamlining/setting up allied functions like SCM, Marketing, Retail HR, Projects and visual merchandising.

Highlights

• Charted out 5 years retail store expansion plan along with business plan and presented to BOD
• Led successful and timely launch of new products through cross functional collaboration.
• Developed digital marketing strategy, social media content and apps on IOS and android.
• Streamlined in store consumer engagement to create & acquire consumer stickiness
• Repeat purchase went up by 100% in 6 months
• Pivotal role in development of retail concept & implementation thereby enhancing customer patronage.

Headed Business development function for “The Arvind Store” format.It included new store opening, topline and bottom line,rental renegotiation,capex budgeting,legal due diligence and franchisee network management.

Key achievements

• Created a Profitable National Footprint by transitioning the retail mix from pure COCO to a balanced Franchisee and Retail model.
• Led aggressive expansion and opened 42 stores in 8 months. • Initiated and successfully concluded cost saving exercise on rentals. Saved Rs 9.5 cr through re-negotiation of rentals of 70 stores.
• Set record of securing highest flat rent-free days of 120 followed by 100 and 90 days thereby contributing to bottom-line of the stores from the first day of operation.
• Anchored exhaustive cost rationalization exercise to create a low cost sustainable model for multi-tier roll out.
• Set up franchisee management system consisting of franchisee profiling, evaluation, induction and on-boarding.
• Rolled our franchisee acquisition plan through integration of multiple data points and collaborations.

P&L responsibility of 50 (Consignment & Buy & Sell) stores in the assigned regions with a top line of INR 110 crs.

Highlights

• Amplified conversions by 5% & ABV by 16% and attained revenue growth of 21% in LTL stores
• Consistent top scorer region in Mystery Shopping Programme to improve consumer facilitation & engagement •
• Navigated success in conversion of 15 highly non–profitable COFO to FOFO and accelerated EBIDTA by 17% •
• Cost optimisation and rationalisation across all the COCO stores to improve EBITDA
• Established & anchored analytics in retail buying & merchandising throught bottom-up planning to increase full price sell thru.

Responsible for Retail operations, buying and merchandising, franchisee P&L and BTL marketing of Tanishq stores in Bihar and Jharkhand.

Highlights •

• Patna store recorded highest stock turn ever in the country(6.5) through detailed research based buying plan
• Launched one new store and secured franchisee for upcoming stores. • Awarded Employee of the quarter twice.
• Drove aggressive BTL marketing campaigns that activated north Bihar geography; footfall from this zone went up by 150%
• Lowest attrition across the region