Assignment Assessment Report 2010-2012/3rd sem DSF Year/semester Assignment A PCL-I Assignment Type Mr.

Prasant Retail Assessors Name Sabyasachi Roy Reqd Submission Date Sroy1984@hotmail.com, e-mail id & Mob No Actual Submission Date 9999970459 Mr.prasant Stream BUSINESS Submitted to : Certificate by the Student: Plagiarism is a serious College offence. I certify that this is my own work. I have referenced all relevant materials. (Students Name/Signatures) Expected Outcomes Assessment Criteria Grade based Feedback on D,M,P,R system General Parameters Clarity Clear understanding of the concept Analytical Thinking Ability to analyze the problem realistically and take required actions Research and Research carried out to reach the innovative approach outcome and innovative methods used Formatting & Concise& clear thinking along with Presentationpresentation Subject Specific Parameters Understanding about the Clarity requirements for finding the locations of the retail store Ability to analyze the catchment Analytical Thinking area Research carried out to Research and understand the customer profile innovative approach and its relation to the store location Campus: Level: Module Name: Students Name: Grades P Grade Descriptors Achieved Yes/No (Y / N)

A Pass grade is achieved by meeting all the requirements defined. Identify & apply strategies/techniques to find appropriate M solutions D Demonstrate convergent, lateral and creative thinking. Assignment Grading Summary (To be filled by the Assessor) OVERALL ASSESSMENT GRADE: TUTORS COMMENTS ON ASSIGNMENT: SUGGESTED MAKE UP PLAN (if applicable) REVISED ASSESSMENT GRADE TUTORS COMMENT ON REVISED WORK (IF ANY) Date: Assessors Name / Signatures:

Assignment A PCL-I Marketing Retail

Identify an organized retail store of your choice. Evaluate the following: a. The location of the retail store. b. The size and shape of the retailers trade area? c. Describe the positive and negative aspects of its location. d. Compare the stores location with the location of two of its competitors. Your assignment should give details on the following: 1. Small description about the sub industry of the store you chose. 2. Store details and the company profile 3. Information about the area where the store is situated including a map 4. Catchment area analysis report 5. Consumer profile of the store Note : The assignment should be between 1500-3000 words.

INTRODUCTION
Retailing consists of the business activities involved in selling goods and services to consumers for their personal, family, or household use. It includes every sales of goods and services to the final consumer.

Retailing as an industry
Retailing is world's largest private industry with annual sales over $ 6600 billion. Wal-Mart annual sales over $ 250 billion. It has share of 2.3% of U.S. G.D.P. There are nine retailers in Fortune 100, which highlights the importance of retailing as category. According to a market estimate after agriculture, retail is the largest single sector, both in term of turnover or will as employment in India. With market size of $200 billion. The report said the Indian retail industry is in revolution phase. Organized retailing in India, which account for less than 4%, is likely to grow four fold in the next five years. That means it will grow from current size of around $4 billion (Rs. 17,000 Crore) to around $15 billion (Rs. 66000 Crore) the neighborhoods corner shops estimated at 70 million across the country, and village Melas characterize the unorganized and fragmented nature of retailing in India.

RETAILING IN INDIA
The retail industry in India is largely unorganized & predominantly consists of small , independent, owner-managed shops. Retailing is INDIAs largest industry in terms of contribution to GDP & constitutes 13% of GDP. There are around 5 million retail outlets in India. There are also an uncounted number of low cost kiosks (tea stalls, snacks centre, barber shops, etc) & mobile vendors. Total retail sales area in India was estimated at 328 million sq.mt.in 2001, with an average selling space of 29.4sq.mt. per outlet. In India the per capita retailing space is about 2

sq. ft, which is quite low compared to that of developed economies. In 2000, the global management consultancy AT Kearney put retail trade at 400,000 crore , which is expected to increase to Rs.800,000 crore by year 2005 an annual increase of 20%. According to the survey, an overwhelming proportion of the Rs.400,000 crore retail market is unorganized. In fact only a Rs20,000 crore segment of market is organized. There is no integrated supply chain management outlook in Indian traditional retail industry. Food sales constitute a high proportion of the total retail sales. The share was 62.7% in 2001,worth apprx. Rs 7032.2 billion, while non food sales were worth Rs.4189.5 billion. However the non-food retailing sector registered faster year-on-year growth than the food sales sector. The trend to market private labels by specific retail store is catching on in India as it helps to improve margins. The turnover from private labels by major retail chains was estimated at around Rs 1200 million in 2001. CURRENT SCENARIO OF INDIAN RETAIL: Unorganized market; Rs. 583,000 crores. Organized market; Rs. 5,000 crores. 5 x growths in organized retailing between 2000-2005. Over 4000 new modern outlets in last 3 years. Over 5,000,000 sq. ft. of mall space under development The top 3 modern retailers control over 750,000 sq.ft of retail space. Over 400,000 shoppers walk through their doors every week. Growth in organized retailing on par with expectations and projection of the last 5 years: on course to touch Rs. 35,000 crore or more by 2005-06. GROWTH IN RETAIL OUTLETS (MILLIONS):

COMPOSITION OF RURAL OUTLETS:

Retailing in India Diversities differentiates itself from the standard development of modern retail anywhere in the world. Conventionally, retailers focus on homogeneity and continuity in order to derive benefits of scale and efficiency in their system. Globally, retailers develop two or three major formats which are largely standardized, may not work in India. Significantly large, truly pan-Indian, multi-format modern retailing model needs to be developed in India. The Indian market will provide the footsteps to develop a model for globalizing retailing. This will be the biggest contribution of Indian retailers to the world. Indian retailers can establish thought leadership is in the field of technology. Unlike in developed countries, Indian retailers do not have legacy systems on which they have to build their technology platform. As retail grows and develops fresh technology-led solutions, India will take a leap and the next generation retail technology solutions may well come out of India. Usage of RFID and the next practices in technology-based retail solutions may well emerge from Indian retailing. Indian retailers would do well to develop their own systems and benchmarks that are admired and followed the world over.

Next 3-5 years are tough for retail biggies

The retail sector is expected to grow 40% to $427 billion by 2011. By 2017, organized retail will be 15-20% of the total retail market. Total retail market $ 800-billion by 2017. Impact on rural incomes and urban prices will be real and positive Organized retailing in India will need painstaking, often frustrating, effort to chisel out Indiaready business models, retail formats and delivery models. Products, Properties, People and Profitability are going to be huge challenges. The real estate prices and shortage of talented staff, the run-up expenses for growth are going to shoot up sharply. Significant delay in completion of shopping malls by developers and unreasonably high property prices is adversely affecting the growth of the sector. The situation is expected to improve in 2009, when a large, and probably an oversupply of retail space is expected to come on-stream. By the year 2010, it is expected that there will be around 500 shopping malls, adding over 250 million square feet of retail space. Its' just the first phase of retail playing out in India currently, where lot of players are merely 'land-grabbing'. In second phase the focus will be on creating differentiation. And in a couple of years, half of the new entrants of today will simply die. In 2008, the competitive landscape is also expected to unfold with many large entrants finally launching their operations. Understanding, interpreting and catering to Indian consumer behavior, taking into account the social diversity in the country will be crucial to the success of new players. New formats in specialty retail, wholesale retail and luxury retail are expected to emerge. The next few years will provide the answers to the most crucial questions on the sustainability of modern retailing in India. Whether the Indian consumer market can sustain such large growth in modern retail, whether more and more people will join the consuming class and what the real market size in small cities will be, become clearer. By 2010 a conclusion on the consumption potential in India can be reached. No one can stop the growth of modern retail and the consequent impetus to consumption and development in India. No one can stop an idea whose time has come - Victor Hugo.

Where is the opportunity?

Retailers inspired by the Wal-Mart story of growth in small town America are tempted to focus on smaller towns and villages in India. However, a careful analysis of the town strata-wise population, population growth, migration trends and consumer spend analysis reveals a very different picture for India. As per our estimates, the share of the 35 towns with a present population of greater than 1 million in India's total population would grow much faster than their smaller counterparts, from 10.2 per cent today to reach 14.4 per cent by 2025. Simultaneously, the share of these towns in the overall retail market would grow from 21 per cent today to 40 per cent by 2025. Within these top 35 towns, an estimated 70 to 80 per cent of retail trade could be in the organised sector. This is similar to the experience in China, where in cities like Shanghai and Beijing, the organised sector accounts for 70 to 80 per cent of overall retail trade in certain categories. Retailers should therefore focus on the top 37 towns in the next decade, as the opportunity in smaller towns and rural India would be smaller and more fragmented, compared to the larger towns.
Organised retail market in India

CENTRAL
Launched in May'04 at Bangalore, Central is a showcase, seamless mall and the first of its kind in India. The thought behind this pioneering concept was to give customers an unobstructed and a pure shopping experience and to ensure the best brands in the Indian market are made available to the discerning Indian customer. Central offers everything for the urban aspiration shopper to shop, eat and celebrate. Located in the heart of the city, Central believes its customers should not have to travel long distances to reach us; instead we must be present where customers frequently visit. In a short span of its existence Central has revolutionized and redefined the shopping experience in India. At Central, customers no longer only shop, they get SHOP-ATAINED!

Applying the Retailing concept in Relation to Central

1. Customer Orientation central determine the attribute and needs of it's customers. 2. Coordinated Effort central integrates all plan and activities to maximize efficiency. All the employees make their best service to customer. 3. Value Driven central offer good value to customers whether it to be discounter or up sale This means having the price appropriate for the level of product and customer service 4. Goal Orientation - central set goals and then uses a strategy to attain them. central set goal to achieve the one hundred crore target in 2008 To relate the marketing concept to retailing, with an emphasis on the total retail experience customer service, and relationship retailing. The marketing concept (known as retailing concept when applied to retail situations) should be understood and used by all the retailers.

The total retail experience includes all the elements in retail offering that encourage consumers during their contact with retailer. Many elements such as number of sale people, displays price. The brands carried, and inventory in hand are controllable by a retailer, others like the adequacy of on-street parking, the speed of on line shopping and sale taxes are not. If some part of the total retail experience is unsatisfactory, consumers may not buy a given good or service. The total retail experience of CE_TRAL is very good. There is goods systematic display of goods. Synapses indicate price of the goods. Smart sales people, they always maintain eye contact with customer. There are good branded item's are available in CENTRAL store.

Strategic Planning in Retailing

A retail strategy is overall plan that guide a firm. It consists of situation analysis objectives identification of customer market, broad strategy specific activities, control and Feedbac

retail strategy
Objectives are the retailer's long term and short term goal. A firm may pursue one or more of their objectives Sales (growth, Stability and market share) Profit (level, return on investment, and efficiency) Satisfaction of public (Stockholders, consumers and others) and image pinioning (customer and industry perception) Next consumer characteristics and needs are determined and a retailer elects a target market. A firm can sell to a broad spectrum of consumers (Mass Marketing) Zero in an one consumer group (concentrated Marketing) or aim at two or more distinct group s of consumers (differentiated marketing) with repeated retailing approaches for each. A broad strategy in then formed. It involve controllable variables (aspects of business a firm can directly affect) Uncontrollable variable (factors of a firm cannot control and to which it must adapt)

Central Mall

Controllable Variables of Gurgaon central

Store Location 1. Gurgaon Central

Gurgaon, Mehrauli Gurgaon Marg, DLF City Phase II, Gurgaon, Haryana

2. Central provides a complete shopping service for a major part of consumer shopping. Central also include for certain type of home wares & other thing. Managing of Business The record area of strategic planning managing a business into two major element human resources. The Retail Management - Management look like promotion, display are very good at central there are special promo area for different event. Special price policy like Buy 2 gets one Free. At the end of week central give special offer in merchandise.

Merchandise Management and Pricing:

Product Mix Central keep all the category of merchandise. Different choices of merchandise are in the More is according to their classification. Price - Central charge medium& high price but offer wide range of deep assortment. With regard to pricing central choose several pricing techniques (such as leading following, cost plus/demand oriented and so on) then decide what range of price is set, consistent with the More is image and quality of goods and service offered. Uncontrollable Variables : Consumers - Basically central target upper medium& high class people According to this central learns about its target market and from a strategy consistent with consumer trends and desire. Selecting a target market is within a retailer's control but the firm cannot sell goods or services that are beyond the price range of its customers not wanted, or not displayed or advertised I n proper manner. Competition - Competition in retail sector increasing in India. Retail industry even organized retail is fragmented industry in India. Every region has local competitors (Margin Free in Kerala, Subiksha ,Nilgiri in Chennai) Big Bazaar , Reliance and Spencer are close rivals of More make a good presence in Maharashtra while R.P.G. make good presence in south India. Government has gave the approval F.D.I. in retail sector so it will increase competition n retail rector wall Mart J.C Penny, Mark & Spencer could inter in Indian Market. Technology - In today's world of retailing technology is advance rapidly. Computer system is available for inventory control and check out. Operation. Bar coding has revolutionized merchandise handling and inventory control. Economic Conditions - Economic condition of India is more better than one decade before. Per capita income as increase by 5.2% in this fiscal year. G.D.P. also increase people have more disposal income. Unemployment Interest rate, inflation tax levels and the annual gross Domestic product (GDP) are Just some economic factors with which a retailer copes and which it cannot change In outlining the controllable to consider and adapt to forecast about international, national state and local economics.

Understanding the Retail operations

I did my summer project from Central 2. In Central there are 5 floors and each floor is divided into each segment . Ground floor is having all international brands like Lacoste , Tommy Hilfiger , Nautica and many more . First floor is having ladies and kids section and Shoes section . Second floor is divided into 2 sections in which 1 section is for all Casuals in which we have brands like Lee, Levis, Lee Cooper etc. and the another section is for Planet Sports in which all main brands are existing like Adidas , Nike , Puma , Converse etc. Third Floor is for all Mens formal dressings like Arrow, Excalibur, Peter England, Urbana,Van Hausen, Wills lifestyle etc. and we also have ethnic wears also in which we have Akkriti and Manyawar. Fourth Floor is for Casuals wearing and Home Furnishing also in casuals we have brands like Provogue, Status quo, M Square, Proline and many more brands. Fifth Floor is divided into 2 segments. 1 is for Food court named as Spoon the food court and another section is for Food bazaar in which you can get all the FMCG goods . These are the segments and floors in which central 2 is divided. I did my project basically for 3rd floor which is known for FORMALS SECTION. In each floor there is the Floor Manager, ADM(asst. departmental manager), Team leader, CSAs. all these people working for a floor. After my 3 months project in CENTRAL I can say there are 6 PARAMETRES OF RETAIL OPERATIONS. These are the parameters which is to be followed and maintained by every organization . 1 STOCK. 2 STAFF. 3 CUSTOMER& CUSTOMER SERVICE. 4 SALES. 5 VISUAL MARCHENDISING. 6 MARKETING & PROMOTIONAL EVENTS

STOCK
Stock is very essential part of operation. We should know about the stock presence on the floor. On which brand we have a full option & cut option .so we have to make option plan of the floor every Monday. We makes stock requirement also of those product which is fast moving & on demand items. A manager should also aware about each and every brand requirement and he has to make sure about the refilling and replenishment of the stock . The stock has to be refilled accordingly. Sometimes some of the items are not moving in brands then we send it back to the vendors or sometimes we send it to Brand Factory. Profit Maximization- In Retail industry at the end of the day the one thing which matters is only one thing that is profit . In central for earning profit we daily distributed the targets for each and every brands and these brands have to perform better for the achievement of the their targets . They also got there brands targets on monthly , quarterly and yearly bases . For the achievement they do hard work and if they succeed in achieving their targets then they get incentives according to their contribution.

Staff
In Operations Staff plays a important role in achieving the targets . Sales executives are the persons which are directly interacted to the customer and they know what the customer actually want. Customer cant meets to the Managers directly. So its necessary that staff should be well groomed & interactive to the customer. We daily check the grooming of staff just like hair cut, clean clothes, etc & their eye contact, body language, communication skill etc. We should train the staff time to time like: How to communicate with customers? How to increase the selling? How to make the customer to purchase more?

Customer & customer service

Customer is most important thing in retail .

In retail, this idea of focusing on the best current customers should be seen as an on-going opportunity. To better understand the rationale behind this theory and to face the challenge, we need to break down shoppers into five main types:
Loyal Customers: They represent no more than 20% of our customer base, but make up more

than 50% of our sales. Discount Customers: They shop our stores frequently, but make their decisions based on the size of our markdowns. Impulse Customers: They do not have buying a particular item at the top of their To Do list, but come into the store on a whim. They will purchase what seems good at the time. eed-Based Customers: They have a specific intention to buy a particular type of item. Wandering Customers: They have no specific need or desire in mind when they come into the store. Rather, they want a sense of experience and/or community.

If we are serious about growing our business, we need to focus our effort on the loyal customers, and merchandise our store to leverage the Impulse shoppers. The other three types of customers do represent a segment of our business, but they can also cause us to misdirect our resources if we put too much emphasis on them. We can delight our customer if we give them better service. In Centrals we give some following service to our customers : Discounts. Gift wrapping. Some time we do home delivery also Exchange in 7 days. Free alterations. VISUAL MERCHANDISE- Visual Merchandising is the art of displaying merchandise in a manner that is appealing to the eyes of the customer. It sets the context of the merchandise in an aesthetically pleasing fashion, presenting them in a way that would convert the window shoppers into prospects and ultimately buyers of the product. A creative and talented retailer can use this upcoming art to breathe in new life into his store products. Visual merchandising is acted as a silent communicator to the customer. The main function of V.M is to aware about what merchandise is available in store.
Visual merchandising includes window displays, signages, interior displays, cosmetic promotions and any other special sales promotions taking place.

V.M also helps to customers as Educating the customers about the product/service in an effective and creative way. Establishing a creative medium to present merchandise in 3D environment, thereby enabling long lasting impact and recall value. Setting the company apart in an exclusive position. Establishing linkage between fashion, product design and marketing by keeping the product in prime focus. Combining the creative, technical and operational aspects of a product and the business. Drawing the attention of the customer to enable him to take purchase decision within shortest possible time, and thus augmenting the selling process.

Sales
How will you survive and grow in profitability in today's very competitive marketplace?
Consider these facts. 1. Your margins are already stretched. 2. You're stretching your advertising dollars as far as they'll go. 3. You don't have the brand or product loyalty that you once had. Then how will you compete? It's simple! You'll compete by maximizing your greatest source of productivity -- your people! Look at these realities.

1. Few companies budget sufficient dollars to professionally train their sales And customer contact people. 2. Most retail salespeople are poorly trained in professional selling skills. 3. Most training is product training. 4. Old-fashioned sales techniques are outmoded and contribute to turnover and poor job performance. Modern day, value-focused selling can usually increase a salesperson's effectiveness Around 15% to 25%. As a Manager we have to look up following thing, so that we know about our actual selling & achievement of our target:Walk ins- no. of customers is coming in our mall? o. of bills- how many customers are purchasing out of them? Average bill value- total sale/no. of bill Floor contribution towards mall- for ex. Floor 3 contributes 15 to17 % of mall selling. Specific brands contribution towards mall- Van hausen, Arrow etc. is the brands who are contributing higher in floor 3. Sq. feet return of the brand- each brand has to provide a specific area in sq. feet Sales in month /sq. feet area =sq feet return in month/ no. of days.

Managing Promotions, Events, Alliances and partnershipIn order to ensure the success of an event or promotion, it is necessary that the store where action is to take place be geared for the same. Managing alliances and partnership with local partners is also an important part of store operations. Display of merchandise and point of purchase material has to be managed at the store level. An integral part of managing a super market is an understanding of fresh produce and its storage needs and replacing the product when needed. Control of perishables and sanitations are two important aspects of the operations of the store. During my project in central they organized event named as THE GREAT FRENCH AFFAIR The main purpose of this event was to get familiar our customers with the French culture. By celebrating this festival they tried to experience the French culture.

Marketing promotion& events

It can be defined as strategic and tactical planning program and the attendant execution exercises for a brand using the full mix of communication. (Short term) Consumer promotion can do 1. Increase sales 2. Build Market share 3. Generate awareness and trial of new brand 4. Stimulate retrial 5. Encourage repeat purchases 6. Generate purchase continuity 7. Provide alternate usage suggestions. 8. Stimulate trade-up to larger sizes 9. Temporary adjust pricing 10. Defense against competitive activity 11. Excite the sales force. I was the part of 3 events in PU_E CE_TRAL 1. The Great French affair. 2. Youth buzz. 3. EOSS (end of season sale). The Great French Affair 10th May - 1st June 2008. Come fall in Love! With the spirit of France... Experience the glamour of Eiffel Tower at Central Wine Tasting: Come get a heady taste of the finest French wines on all weekends. French Feast: Watch mouth watering French delicacies being whipped up by a renowned chef on all weekends. Le Pastry: Delectable French pastries will have you begging for more. Paris Runway: Watch the leading models sizzle on the ramp in designer French collections on May 17th & 24th 2008. French Makeover: Get a stunning 'Ooh la la' French Style makeover.

La Troupe: Sizzle, Shake and Cheer with French Cancan dances on May 10th 2008.

Dance Classes: Learn charming French moves from leading dancers on all weekends Art De Portrait : Get your portrait sketched by a true blue French

Youth buzz :
Double your shopping. Double your eat Double celebrate Youth buzz offering you no. of discounts & offers like Denim exchange mela. Magic weekend Offering apparels like future C.E.O., Saturday night fever. Overall response from the customer was good.

EOSS: (ED OF SEASO SALE) THE BIGGEST DISCOUT CHALLEGE BY CETRALS HAPPIESS SALE UPTO 50% OFF*
Basically EOSS means stock clearance sale. During this period there were huge no. of discounts are over there. During this sale period huge crowd was there, because of discounts on each and every item. Main thing in this period is stock. Before 10 days of the sale period we send requirement of the stock to each and every company for this period. Main work during this season is to manage all thing including signages, proper updates of offers. There were special offers on 15th ,16th,17th AUGUST because of INDEPENDENCE DAY, RAKSHA BANDHAN.

How can you better present your store and products to the buying public?
Start by doing a basic evaluation of your store. Front Signage: Is your sign up-to-date or is it old and dated-looking? Is your sign clearly visible and in good repair; no holes, cracks or burned out bulbs? Does your sign tell customers what type of products you sell at a glance? Do you have adequate signage for your building as it relates to street visibility? Does your signage make a strong statement about your company? Interior Signage: Is your product signage uniform in design? Does your product signage describe the high points or features of the product? Is signage up to date? Is directional signage easy to see and understand at a glance? Do you use signage as part of your visual merchandising? Floor Coverings: Is your floor clean and fresh looking? Is your carpet clean, lying well, and vacuumed? Is your entry clean and in good repair? Are you using multiple styles of floor coverings to direct traffic flow and distinguish between departments? Lighting: Are all of your bulbs operating and in good condition? If using fluorescent bulbs are all bulbs the color temperature? Is your appliance area bright in contrast to the more subdued electronics area? Are you using Track or spotlights to create focal points? Good white light 3500 to 4100K should be used to light an appliance section. Housekeeping: Is your store clean? Are floors waxed and buffed, carpet shampooed and vacuumed? Is your product neat and tidy? Are your aisles free of clutter and boxes? Is your exposed office area neat with continuity? Store Display Fixtures: Do your store fixtures match or are they a conglomeration of manufacturer's displays? Are your fixtures broken or in disrepair? Are your fixtures being used for the products for which they were intended?

Does your store use store fixturing? (Appliance fixtures, built-in fixtures, platforms, gondolas, etc.) Apart from these there are some work which were performed by me as a Management Trainee. 1. Daily distributing sales report to each and every CSA including target & last nights sale. 2. Daily check the global counting book of the stock. 3. Keep details of all the inwards & outwards on the floor. 4. Check whether the staging & color blogging is perfect or not. 5. At the weekends (sat. & sun) help cashiers for packing & sometimes for billing also. 6. On the Mondays collect the details of fast moving merchandize from each and every brand & their requirement of stocks also. 7. During the GREAT FRENCH AFFAIR I had perform the job to tell every customer what is the French festival is all about? 8. After this festivals, I also work for Customer Feedback Counter. Where I had to request each and every customer to feel the feedback form. From which I can get more knowledge of customer behavior, there expectation from the mall. 9. During the sale period (eoss) lots of work there which I performed.(staging, color blogging, stock inwards, placing of gondolas, rearranging the section because of a huge stock in each section. 10. During EOSS sometimes I help for alteration also. 11. On the billing counters it really tough to handle the customers over there, for that purpose I was always there to solve all the problem.

This is all about my project profile during my internship.

Research 1:
Objective: To collect whole detail about the awareness of customers towards FUTURE CARD.
Sample size: 200 customers How often do you buy apparels (clothes)?

often buy apparels 2. From where do you buy your apparels (clothes)?

where do u shop? 3. Age of the customer ?

age of customer 4. Gender of the customer?

a. Male b. Female

5. Income range of the customer (per month)? Options response >15000 12 20000-25000 62 25000-30000 56 30000 above 70