Argos; Home Retail Group, UK

Introduction to the Company:

Argos is a to the full owned subordinate of Home Retail Group, UK. Argos is the innovator of Multi channel concern retail. With 33,000 employees working to back up over 700 shops in UK and Ireland, Argos is a ?4.3 billion company.

Argos serves over 130 million clients turning at an one-year rate of 20 % . 26 % of these transact online or through the phone. 18 million households or about two tierces of the English population have an Argos catalog. It is amongst the most well-thought-of Brands of the UK and before being acquired by Home Retail Group, even featured in the FTSE 100 conference.

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With over 170 different merchandise groups, Argos is a revolution which has individual handedly changed the significance of cost effectual retailing over the past decennary. Offering place sweetening and general ware merchandises, Argos works on an advanced concern theoretical account. Customers can shop through the full catalog online, purchase and pay online. Alternatively, they visit any of the 700 subdivisions, browse through the physical catalogue, look into the merchandise handiness via the in house booths with the merchandise ID, order, wage and collect over the counter.

Business turnaround at Argos happened in March 1999, when it was acquired by GUS plc. At that clip, Argos was chiefly a individual channel, shop based retail merchant, selling a smaller scope of general ware, concentrated chiefly on playthings, jewelry, house wares and electricals. In 2000, Argos, the GUS place shopping concern, Reality UK operations were restructured to organize the current concern theoretical account. In 2000, a fiscal services wing was set up to offer recognition and guarantee merchandises to the clients of Argos.

Current Placement:

Argos is a leading retail trade name in the UK and Ireland. The concern tallies by leveraging on the economic systems of graduated table. This is reflected by the fact that the mean dealing size is merely about ?30, while the dealing Numberss are around 5 per client in an twelvemonth.

Leadership in multi channel merchandise distribution continues to be the premier strong suit of Argos and is the cardinal differentiate to the clients ‘ shopping experience, as compared to the rivals, by enabling the clients to shop the manner they want. Around 40 % of the entire gross revenues are through multi channel – cyberspace and phone/ shop for place bringing. The fastest turning channel, over the old ages, has been the on-line reserve for in shop aggregation. The characteristic is available at every shop.

Marketing Mix:


Argos merchandise line can be differentiated as place sweetening and general ware merchandises. With about ?60 billion in gross revenues, it accounts for 10 % of the UK market portion.

Merchandise Line

In the place sweetening line, it offers Home betterment merchandises, Housewares and furniture. The merchandise line histories for about ?31.5 billion in gross revenues.

The general ware merchandise line offers Jewellery, toys, athleticss and leisure equipment, consumer electronics, big domestic contraptions. The line contributes about ?28 billion to the Argos Top lines.

Topographic point:

Argos runs its concern operations chiefly through its extended web of 700 shops spread across the length and comprehensiveness of UK and Ireland. It has presence in the biggest centres, and the web is overpowering. The shops are located largely in commercial centres holding nice residential countries in the locality.

Depending on the demographics, the buying power of the dwellers and the consumer disbursement, the graduated table of operations and the size of the shops are decided. For case, in the counties of Yorkshire, there is one shop for around 7 towns. In to a great extent concentrated concern zones, like London, there are 10 shops.

A great trade of concern besides happens through other channels. Customers can order online or over the phone with options of holding the merchandises delivered to place or in shop choice up. The official web site,, is the 2nd highest visited retail site in the UK. In the last financial twelvemonth, online shopping accounted for 20 % of the concern.

Monetary value:

Pricing determination is one of the most of import responsibilities of the top direction at Argos. Majority of the gross revenues happen because of the cost effectual merchandises and services offered by Argos.

The Pricing scheme is situational with a batch of factors impacting the pricing determination.

Majorly, Argos follows Economy Pricing. The success of the concern flexible joints around leveraging the economic systems of graduated table. Though the borders are comparatively smaller, compared to its rivals, the immense volumes generated over shadow these low borders. Argos truly monetary values the merchandises at a price reduction without any frills or loopholes. It achieves this by pull offing the fabrication and selling costs to a lower limit. It offers a scope of in house economic system trade names. Distribution channel direction is at the bosom of cost direction at Argos. There are fewer mediators between the maker and the terminal client intending lesser dilution of net income and therefore the lower monetary values.

Though economic system pricing is the major pricing scheme at Argos, it besides adopts other schemes for a few market sections.

Penetration and Skimming. When the I Pod was foremost launched in 2001, Argos had preferred spouse position with Apple and sole rights to sell the I Pod for a twelvemonth in UK. To popularise the merchandise, Argos adopted a Penetration scheme. The I Pods were discounted to about 25 % to derive impulse. When it became a revolution and demand started traversing the roof, the monetary value was adusted to normal. As a affair of fact, the monetary values were skimmed until it lost the sole rights in mid 2002.

Psychological pricing. About 75 % of the Argos merchandises are priced at a penny below a whole figure. The rice cooker, as an case is ?13.99. The I Pod Nano is ?108.99.

Optional Product Pricing. Argos provides a scope of extra services on the primary merchandise sale. Its to the full owned fiscal subordinate, as an case, sells guarantee for the merchandise at a negligible extra monetary value.

Captive Pricing. There are a figure of proprietory trade names which can merely be refilled by Argos. As an case, the Argos air freshner catridge is sold at approximately ?3, when the existent cost is about 4 lbs to the company. The catridge runs with merely the Argos fill ups. So the company makes up by pricing the refills at a premium.

Promotional Pricing: This scheme is adopted chiefly to unclutter outstanding stock list and merchandises which are approaching termination. The BOGOF ( Buy One get One Free ) is adopted normally towards the terminal of Christmas season.


No affair how good a merchandise is, it will non be successful unless it has strong promotional run. Argos is amongst the most well-thought-of and identified trade names in the UK retail industry. It has built a immense trade name value by puting a immense per centum of its one-year toplines to publicity. Argos has the undermentioned promotional mix:


Argos uses the electronic media extensively. Its ads are normally 30 sec long, created by ‘Professional Creativity ‘ , a well-thought-of ad shaper in Europe. The advertisement is beefed up during the Christmas and the Easter.

Its ticket line – ‘Do n’t Buy It, Argos It ‘ is a true indicant of the company ‘s diverse and advanced concern theoretical account.

The biggest exposure given to the company is its catalogue itself. Updated twice a twelvemonth, the Argos catalog is a 2000 page colourful book, having the full merchandise scope. A recent Argos study showed that about half of the UK families have the Argos catalogue with them. This gives an huge trade name exposure, while at the same clip lending to merchandise gross revenues.

Personal Selling

Argos has a ample teleselling gross revenues squad. It employs the services of professional concern advisers to keep gross revenues presentations at communal assemblages, office infinites, amongst others.

Gross saless Promotion.

Argos conducts an one-year trade show at the state centres of the UK. Discount verifiers are given as free regards to companies who are ample clients. Free merchandise samples are distributed for any freshly launched in house trade name. It conducts a figure of competitions all through the twelvemonth, with the victors acquiring shop verifiers.

Public Relations

Argos has a hebdomadal newssheet which hits the inbox of any user who registers on their site. They write a quarterly study in taking magazines, discoursing the current occurrences in the retail concern sector.

Direct Selling

Its catalogue is the most powerful tool. Frequent studies are taken on the altering client tendencies and penchants.


Though the company has non been keen on this manner, it has serious programs to be associated with major events. Negotiations are presently go oning with the Formula One administrators for a possible sponsorship of the Silverstone Grand Prix. Argos is besides a serious rival to be associated with the 2012 London Olympics.

Industry and Company Performance:

The current economic crisis has been the most terrible after the Great Depression. Consumer debt and Leverage has caused widespread uncomfortableness in the economic system. The basicss of many established economic systems have been questioned and rather a few have failed in these proving times. UK is, possibly, at the Centre of this storm. The economic system has contracted by 5.7 % over the past twelvemonth and a half. With six consecutive quarters in ruddy, while the European opposite numbers have started to post modest growing rates, we are still seeking for positive triggers.

With the occupation market in stagnations, consumer disbursement has virtually frozen. This has affected multiple industries. Each and every section, including the indispensable demands has been affected.

Harmonizing to the Office of National Statistics, the concern of the preponderantly non nutrient retail shops has remained level over the last two old ages. The three Living quarterss of 2009 have posted a meagre growing of 1.1 % , while it was 0.2 % in 2008. The 4th one-fourth of 2008 saw the industry contract by 1 % , the 3rd one-fourth remained stable with remainder of the periods posting growings of under 1 % . When factored for rising prices and the rise cost of capital extract, these Numberss are much more aggravated. This is after a robust and vivacious public presentation in 2007, seeing 12 % growing. 2006 posted 8 % growing and 2005 was at 7 % in green. This is a blue public presentation from an industry which was seen as to drive the economic growing, create liquidness in the economic system by bring oning the consumer disbursement ( Office of the National Statistics, 2009 ) .

Over the last two old ages, Argos ‘ public presentation has been by and large in line with the macro economic and industry statistics. The entire group gross revenues were down 1 % from the old twelvemonth at 5897 million lbs. The gross border was down 100 footing points. The operating and distribution costs increased by 1 % , non factoring for the 3 % rising prices over the same clip period. Operating net income was posted in ruddy at ? 300 million, down 19 % . The net incomes per portion were reduced by 24 % at 25.9 pence. The non hard currency plus write downs ( bad debts ) over the period were ? 402 million. Finally, the group posted a net loss before revenue enhancement of 394 million lbs coming off from a 426 million lb net income the twelvemonth earlier. The group ‘s Goodwill and Intellectual belongings rights fell down to 1541 million lbs from 1923 million. The entire assets were down to 3802 million lbs from 4372 million lbs. The exchequers fell from 210 million to 174 million, without any important investings or refunds ( Argos, 2009 ) .

The company has put up a blue public presentation. Though a batch of this can be attributed to the general economic recession, public presentation has been manner below the criterions of its rivals. While the general industry has, infact, adult 1 % , Argos has posted negative figures for the first clip since its origin in 1997.

The present recession has thrown the selling and promotional schemes of many planetary concern houses to entire confusion. Consumer disbursement has virtually frozen with the client going more and more loath to purchase and concentrate more on nest eggs, the gross revenues & A ; selling squads are fighting and under enormous force per unit area to run into their marks and the selling budget has started to look more and more murkier.

As with many others, Argos is undergoing dynamic concern restructuring to assist control costs, be more efficient and profitable. We put forth some of the schemes the direction should follow within the section, along with the common errors that should be avoided while the restructure happens.

Problem: Customers are looking for value merchandises and are anticipating monetary value cuts.

Solution: Do non reduce the margins- discovery ways to cut down costs.

History shows us that there is a immense job with price reduction pricing- it becomes virtually impossible to raise them once more. Though cutting the monetary values by slimming the borders might assist in the short term by bring oning the clients to purchase, it has black effects on the house ‘s profitableness over the longer term. Argos should look at other ways to entice the consumer- offer value added services. This could by agencies of giving them better recognition footings ( engage purchase or installment strategies ) , offer free complimentary goods, introduce precedence bringing, amongst others.

Problem: The gross revenues squad is fighting to run into marks.

Solution: Look at other options before puting off.

Gross saless squad works under huge force per unit area to run into its marks. Often, the biggest error done by houses is to put off those who do non execute good, without any subjective thought. Human Capital is amongst the greatest plus to a house and when an employee leaves an organisation, he takes wholly he can – company cognition, concern theoretical account, expertness, experience and loyalty- heterosexual to the rivals. The biggest thing the gross revenues squad takes off is the personal resonance and web with the clients, which they have built over clip. So, Argos should look at ways to better without plundering the employees.

More frequently than non there are leading performing artists who systematically beat all their marks. Selling is an natural art, it ‘s a accomplishment and those who posses of course would non portion with the others. Argos should place these star performs and coerce them to portion their thoughts of lead coevals and shuting a dealing. Brainstorming Sessionss are an ideal manner to hold these thoughts shared.

Problem: The exchequer is acquiring slimmer and the concern can non afford to pay generous inducement to exceed performing artists as it used to make.

Solution: Money need non be the lone inducement. Look at other ways to honor employees.

With the fastening occupation market, the companies are rectifying their compensation constructions. The weakening hard currency militias are besides lending to these restructures. It must be noted here that the high winners have nil to make with the market conditions. Based on their expertness and achievements, they would non be fighting to happen better paid occupations, even in a tough occupation market. If the company ‘s place does non back up a moneymaking compensation bundle to maintain these people happy, alternate ways to honoring them should be looked at.

Argos should implement short- term gross revenues committee to honor these star performing artists, until the markets get better and everyone is at the same page. However, this comes with its ain disadvantages. These pecuniary thrusts can make a competitory and toxicant environment within the selling section. Gross saless squad would be looking to accomplish their ain gross revenues marks, without working as a cohesive squad ; the company starts being excessively focused on the short term.

Argos could look at offering non fiscal wagess, which could be in the signifier of flexible working hours, giving a surprise twenty-four hours off or set uping for squad outs. The fiscal inducements would follow at the twelvemonth terminal, depending on the marks met.

Problem: The finance squad is looking to cut down stock list to liberate up working capital, as the company severely needs capital extract.

Solution: Dressed ore on the 20 – 80 scheme.

Companies are non being able to afford the high degrees of stock list that they used to tout of during roar. For Argos, diverse merchandise offerings and pick is a premier concern driver and cutting down the stock list could do serious amendss to the trade name trueness.

Argos should concentrate on the 80 – 20 regulation. There is tested and tried concern strong belief that 20 per centum of the clients constitute to 80 per centum of the gross revenues. The major consumers accounting for these 80 % gross revenues are to be identified. An analysis is to be done on the consumer behaviour and the purchasing forms of these 20 % consumers. The stock list can now be corrected to lower degrees after holding ensured that these premier clients have their pick. Though this will non wholly work out the job of trade name dilution, we expect the impact to be three quarters lesser.

Problem: The strategic squad wants more enlargement to cover the diminishing gross revenues.

Solution: Avoid it. The current market scenario is non the clip to experiment strategic determinations.

With gross revenues non run intoing up with the projections, many houses are increasing either their merchandise line, their merchandise deepness or by puting up new mercantile establishments. First, with capital extract going more and more expensive, such enlargement would be financed at high costs. The gross revenues squad would come under huge force per unit area to back up these costs with higher grosss. So we suggest no enlargement to be made until the economic system gets better.

Problem: The current recession has been tuning up for excessively long. How to undertake it?

Solution: Get the rudimentss correct. The basicss of the markets remain the same, no affair the status.

Many houses are seting their selling schemes in line with the recession. Its being called ‘retailing for the recession ‘ . The present fiscal crisis is non the first we are witnessing, but officially is recognized as the 90th. There have been harder times before and there will be even harder 1s in the hereafter. The recessions are merely a short term phenomenon with the market protocols restored really shortly. It makes no difference, whatsoever. When the markets start acquiring better, the gross revenues programs and selling schemes will hold to be readjusted. All of this comes at costs and includes upsetting the gross revenues section, which by nature, is vulnerable to alter. We suggest the present recession should non ensue in Argos changing any of its strategic selling determinations.



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