Strategic tools for the practising manager

KIT

THIS WEEK: OPTICAL RETAILING IN INDIA

The current size of optical retailing in India is estimated at Rs 2,700 crore, and is projected to grow over Rs 6,000 crore over the next five years.

The split by categories is: spectacles (80 per cent), sunglasses (18 per cent) and contact lenses (3 per cent).

The market for these categories is estimated to be growing at a CAGR of 18-20 per cent.

The usage of contact lenses is still limited to a small number of users. However, an increase in affordability is expected to drive the category growth.

The organised segment contributes to a small portion of the overall market. The turnover of the organised segment is estimated to be approximately Rs 350 crore to Rs 400 crore.

Within the organised segment, the share of sunglasses category is around 40 per cent.

Though department stores are a recent phenomenon, they already account for a third of organised sunglasses market in India.

NUGGETS
Selections from management journals

Negotiators often fail to achieve results because they channel too much effort into selling their own position and too little into understanding the other party's perspective.

To get the best deal "" or, sometimes, any deal at all "" negotiators need to think like detectives, digging for information about why the other side wants what it does. This investigative approach entails a mind-set and a methodology, say Harvard Business School professors Deepak Malhotra and Max H Bazerman.

Inaccurate assumptions about the other side's motivations can lead negotiators to propose solutions to the wrong problems, needlessly give away value, or derail deals altogether. Understanding the other side's motives and goals is the first principle of investigative negotiation.

Investigative negotiation
By Deepak Malhotra and Max H Bazerman
Harvard Business Review,
September 2007
Subscribe to the article at www.hbr.com

BOOKWORM
The top 10 business bestsellers

The Big Book Of Presentation Games
Authors: John Newstrom and Edward Scannell
Publisher: McGraw-Hill Publishing Co
Price: Rs 943.42
ISBN: 0070465010

Why Customers Don't Do What You Want Them To Do
Author: Ferdinand Fournies
Publisher: Mcgraw-Hill Publishing Co
Price: Rs 72.45
ISBN: 007058656X

How Would You Move Mount Fuji?
Author: William Poundstone
Publisher: Little, Brown and Co
Price: Rs 355.68
ISBN: 0316778494

The Power Of Positive Living
Author: Norman Vincent Peale
Publisher: Ballantine Books
Price: Rs 392.62
ISBN: 0449911662

The Case Of The Bonsai Manager
Author: R Gopalakrishnan
Publisher: Viking
Price: Rs 405
ISBN: 0670081310

Human Resource Management Systems
Authors: Vincent R Ceriello and Christine Freeman
Publisher: Pfeiffer
Price: Rs 2,422.8
ISBN: 0787945366

The Bureaucratic Entrepreneur
Author: Richard N Haass
Publisher: The Brookings Institution
Price: Rs 818.64
ISBN: 0815733534

Beyond Bullet Points
Author: Cliff Atkinson
Publisher: Microsoft Press
Price: Rs 184.5
ISBN: 8120328361

The Fortune At The Bottom Of The Pyramid
Author: C K Prahalad
Publisher: Pearson Power
Price: Rs 362.25
ISBN: 8129707128

The World Is Flat
Author: Thomas L Friedman
Publisher: Penguin Books
Price: Rs 470.1
ISBN: 9780141034898

List provided by
www.bsbazaar.com/books

WHO BOUGHT WHAT
August 2007

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Source: eBay India (www.ebay.in)