Conceptual Employee Onboarding Manual for Zivame

ONBOARDING - PROGRAM SCHEDULE

Week Time Topic Training Type

Week 1 Session 1

1. 2. 3. 4. 5.

History of the company Mission & Vision Meet the Team Product Assortment Offers & Promotions

Week 1 Session 2

Theory

Body Measurement & Fit Understanding Body Types 1 2. Theory

Week 1 Session 3 Practical Application of Session 2 Practical On Floor

Week 1 Session 4

Customer Interaction Sales Pitch 1. 2. Theory

Week 1 Session 5

Week 2 Session 6

Week 2 Session 7

1. 2. 3. Practical On Floor

Customer Interaction Practical Sales Pitch Practical POS Software Practical

Display Management Visual Merchandising 1 2. Theory

Display Management Visual Merchandising 1. 2. Practical On Floor

Week 2 Session 8 Personal Grooming 1 Theory

Week 3 Session 9 13 On Floor Training Application Practical On Floor

SESSION 1

History of the company Mission & Vision Meet the Team Product Assortment Offers & Promotions

HISTORY OF THE COMPANY

Founded in 2011, Zivame acts as a platform for women to break norms by helping them uninhibitedly shop for intimate wear. Moving a step ahead, we are investing in a community that’s influencing women in different ways. From omnichannel presence to new category launches, all our innovations have been driven by finding solutions to problems which havent been solved yet.

All the products at Zivame stem from the desire to design something that is a blend of quality, innovation and comfort. Zivame offers trendy lingerie, activewear, sleepwear and shapewear in over 3000+ exclusive designs and 100+ sizes catering to women across all body types.

Confidence is sexy and we want to help women find it, wear it, and be it every day.

At Zivame, we reinvent lingerie,

We reimagine outerwear, We rethink design innovation and spend hours creating every single piece to make a woman feel beautiful in seconds

Richa Kar chose to name her company "Ziva", which is Hebrew for radiance. But Ziva was unavailable, so she chose Zivame, which means "radiant me."

Zivame's tagline says,

'LoveYourselfInsideOut'.

MISSION

"To Offer Every Woman the Confidence, Comfort & Choice She Deserves. Confidence is sexy and we want to help women find it, wear it, and be it every day."

VISION

“By the end of next year you will see us with about 150 stores and we are going to be expanding through other formats as well,” as quoted by Amisha Jain, Zivame's CEO

ABOUT THE FOUNDER- RICHA KAR

“I guess conviction in one’s belief is the greatest driver If you are strong, focused, and passionate about what you want to do, everything falls in place. Being able to fulfill a certain need is most gratifying. It’s gratifying but it’s never easy.” Richa Kar (Co Founder, Zivame)

Richa's entrepreneurial journey hasn't been an easy one. Her family didn't support her decision of getting into the business of lingerie due to societal judgement. This didn't deter her from her dream, her determination towards the goal combined with hard work, led her lead a company worth crores. Zivame is India’s largest online lingerie store that offers a huge variety to Indian women including 5,000 styles, 50 brands, and 100 sizes with a valuation of $100 million.

The idea of Zivame sprung in her mind while she was working with SAP. She analysed the sales of Victoria's Secret and identified the gap in the Indian market of no such existing lingerie market and set on a mission to bridge the gap.

After working for 8 years with dedication in the retail sector, Richa Kar got a fair knowledge of that sector and decided to start something of her own.

To get a deeper insight into the lingerie business, she visited various malls and shops and observed that women feel shy about buying lingerie offline as most of the time, pers in such shops are male. Women omfortable and other than that they xpect fitting and styling tips from such

s the first online lingerie platform in t has a variety of options for women! n to now!

MEET THE TEAM

OUR BELIEFS

'EXPECT THE UNEXPECTED' is what we truly believe and is our core. We fit real women, with real sizes from petite to curvy.

We create the finest mix with our team of global designers of what is expected and that element of something unexpected.

Making women smile by paying attention to small details ,from the little satin bow to unparalleled delivery expectations, we go the extra mile!

OUR PROMISES

We'll always remain inclusive by creating products for all body shapes and age

We'll continue to do good by using processes that put women first

We'll continue to innovate and always make women look forward to our designs

We'll positively impact women by enabling the entire cycle from creation to delivery

We'll stay true by giving you the finest quality and service

WHAT ZIVAME OFFERS YOU

1 . A TEAM OF PASSIONATE PEOPLE

We don't confine ourselves to just being an E commerce brand, we are engaged in solving a problem that millions of Indian women face that being unable to buy lingerie from stores without inhibitions. It’s passion that helps us do things by keeping the Indian woman front and center in all of our efforts from Design to Technology, from Marketing to Logistics and everything in between.

2. BIAS FOR ACTION

As an organization constantly evolving, everyone strives to create an impact in their particular roles. This strong Bias for Action is seen at every function in the organization at every level which helps us keep bureaucracy to the minimum, make quick decisions, take our ideas to action and see the impact first hand. We also recognize great performance when we see it, not just at the annual day

3. CROSS FUNCTIONAL COLLABORATION

We strive for holistic options. People work across various functions, levels, experience seamlessly.

4. TRANSPARENCY

Being transparent in our functions is truly what we believe in. We discuss everything openly, have no closed offices, no colleague out-of-bounds and no hidden agenda. Our monthly townhalls, coffees with the CEO, an open feedback culture are just a few things you’ll notice while working with us.

ZIVAME'S GROWTH AND FUTURE

Since 2017, Zivame focuses on growing sustainably through a combination of physical and online techniques. Zivame also has had management reshuffles in the early years. Zivame's losses in FY19 decreased by roughly 39%, to INR 19.56 Cr from INR 32.11 Cr in FY18. Product sales constitute the main part of Zivame's revenue which totaled INR 137.42 Cr in FY19, up 59.49% from INR 86.16 Cr in 2018.

Amisha Jain, CEO, Zivame stated that revenues via Zivame's mobile application had climbed from 50% of total sales in FY18 to 65% in FY19. The company achieved INR 340 crores as its annual run rate in FY20.

On 30th September, 2020 , Reliance Industries Limited acquired a 15% stake in Actoserba Active Wholesale, which owns and operates Zivame.

Amisha further states that sales have returned to their pre covid levels and the acquisition by RIL has led to the opening of 24 new stores and plan to expand more. Technology, Analytics and Innovation will lead to the rise of exponential growth for Zivame in the coming years. Focus on four factors have been done for the brand's development which includes ongoing product innovation, exceptional user experience, omnichannel presence, and its new brand identity.

ABOUT THE ZIVAME EXPERIENCE ZONE

GET AWARE

Decode your Zivame Fitcode by undertsanding your unique shape, size and breast profile.

LEARN

We'll tell you the exact lingerie styles meant for your profile.

EXPLORE

Our wide range of lingerie and new arrivals can be explored online as well as the stores.

CREATE

Build an exclusive lingerie wardrobe and get those chosen styles home delivered.

PARTY

Get your pals together to flaunt your lingerie EmployeeOnboardingManual

ZIVAME - BRANDS

ZIVAME - PARTNER BRANDS

PRODUCT ASSORMENT

BRAS:

NIGHTWEAR:

ACTIVEWEAR:

PANTIES: SHAPEWEAR:

ZIVAME GIRL:

BEAUTY:

OFFERS & PROMOTIONS

Following are the offers currently being applied on the purchases made on the Website as well as In Store. Kindly Note these are subject to change in format from time to time however the terms and conditions will remain the same.

SESSION 2

MEASURING BRA SIZE

Most women don’t know how to measure themselves for their right bra size, nor do they have a place where they can get comfortably measured. As a result, they end up wearing bras that they were never properly fitted for.

All you need is a measuring tape, a mirror, a bra size calculator, and Zivame's video to get your ideal bra size.

Every woman is unique and every breast profile is different. Two women may have the same build and weight, but the same sized bra might not work for both. Likewise, one may need a push up bra with more padding as compared to the other who should be wearing a non padded bra that’s made with molded cups.

ZivameFitCode

with the Zivame Fitcode, you can identify the correct breast profile is and find your customer's correct measurements. Not only that, the Fit Code will help you analyze factors such as the fullness of the breasts, the gap in between, and dressing preferences to give recommendations about the different bra styles uniquely suited to you.

EmployeeOnboardingManual SalesRepresentative

PROCESS OF MEASUREMENT

You need to take two measurements. It is recommended that you take them while braless or while wearing a non padded bra to ensure maximum accuracy of results. But in the case of In Store Measurement, It can be done over the customer's clothes or over the bra they are currently wearing. Following are the measurements to be taken:

Bust measurement/OverBust: measure at the fullest point of your bust with a soft measuring tape. Make sure that the tape is not too tight by breathing in and out. Note the measurement down (if you decide to round it, remember to round the number up).

Band measurement/UnderBust: measure around the bottom of the band, directly under your bust. Check whether the measuring tape is level and not too tight Again, don't round the measurement or round it up to the nearest full number. Determine Your Bra Cup Size: To find your cup size, subtract your band size from your bust size. The difference correlates to your cup size.

To ensure that the accurate Bra Size is calculated, it is recommended that you make a note of the above calculations and feed the same into the Zivame Fit Code.

Recommended Reading: https://www.zivame.com/blog/v1/how to buy a bra/ https://www.zivame.com/blog/v1/how to wear a bra/

Cross-reference the above measurements with the chart given below to find the recommended Bra Size for your customer or to verify what would be the sizing available in Store for their measurements.

Zivame Bra Size Measurement Video

Scan to Watch

CHECKING THE FIT OF THE BRA

While helping your Customer to find their perfect fitting bran ensure that the following steps are followed while they try on the bra.

1. 2. 3.

Always wear the bra on the middle hook Use the ‘Scoop & Swoop’ method. Bend over so your torso is parallel to the ground and pull the band away from the sides of your breast. With your free hand moving in a back and forth motion, scoop your breast tissue and gently slide it into the cups until it is entirely contained. Stand up, settle your breast in place and repeat on the other side.

Now, just adjust the straps so they’re sitting comfortably on your shoulders. Loosening them can reduce any spillage and tightening them can help to eliminate any gaping of the cups.

VERIFYING THE FIT OF THE BRA

To verify if the Bra chosen by the customer is the perfect fit, check the below points:

measuring panty sizes

Before anything else, it’s important to understand where the customer is going wrong in identifying their perfect size. They might have paid a lot of attention to your outerwear but unfortunately, they tend to be a little hush hush about undies rising up or rolling down. Take note of the following red flags. If the customer has had any of these troubles, kindly take note of the same while suggesting the replacement. Following are some of the questions you may ask them:

Do the panties keep digging into your skin?

Do they support your back?

Does the fabric not give a shapely look and bulges at the crotch?

Does the waistband or leg openings cause itching and rashes?

Are there too many creases?

Do they cause unwanted wedgies?

Do they keep riding up, rolling down, or sagging

Now, coming to finding the right panty size! Here are the two most important things you need to do.

Step 1: Check your Hip Size You need to determine the size of the fullest part of your hips which usually fluctuates between 6” to 9” below your natural waistline based on your height. Ensure wrapping the measuring tape in a snug fit, not too tight! This would be your ideal hip measurement.

Step 2: Measure your Waistline The area where your body indents create your natural waistline. All you need to do is wrap a measuring tape around your natural waistline comfortably. Now. measure around 5 centimeters below your natural waist where the waistband of your trousers usually sit. This is your waist size.

Match these numbers with Zivame's Panties Size Chart as mentioned below.

Pro Tip: If the customer falls somewhere in between two sizes, opt for the larger size.

Recommended Reading:

UNDERSTANDING BODY TYPES

Wearing lingerie is a fun and sexy way to show off your body It can make you feel confident in your own skin, but if you feel you are not wearing the right type or style, you may feel self conscious while wearing it. Your Job as a Sales Representative is to ensure your customer's purchase journey is comfortable as well accurate in delivering the right products for them. This begins by understanding their Body Types.

DIFFERENT BODY TYPES:

There are five different categories of body types. These are:

Hourglass. If you have an hourglass shape, your waist is significantly narrower than your bust and hips Your bust will have a similar measurement to your hips

Rectangle. This shape is an athletic build. Rectangular shapes have close to the same measurements for their bust, waist, and hips

Triangle/Pear. The triangle body shape or pear shape is wider in the hips and legs than in the shoulders and bust.

Inverted triangle. This body shape means your bust and shoulders are larger than your hips and thighs.

Round/Apple This body shape is defined by a round outline rather than sharp definitions It is similar to the rectangle shape in that all of your measurements will be similar.

CHOOSING THE RIGHT LINGERIE:

Choosing the right bra depends on the breast size and shape. Following are the things to keep in mind while suggesting bras for Customers according to their body type:

Type of Bra Definition Application

Coverage: The balconette leaves the tops of your breasts uncovered to hide the bra beneath low necklines

Balconette

Bandeau

It has short cups, a horizontal top, and straps that sit wider apart than most other bras

Support: You’ll get some support from the straps and underwire, but the balconette lacks the support you’d get from fuller cups

Best for: Smaller, rounder breasts that can fill out the balconette’s short cups without spilling over

Coverage: Like a tube top, a bandeau fully covers your breasts, with the fabric usually ending just below your shoulders

A bandeau is essentially a teeny tube top It goes over your head without straps, cups, or hooks to fasten it, giving you a comfy and casual feel

Support: This bra offers very little support just enough to keep your breasts in place if it’s tight enough

Best for: Smaller, rounder breasts, unless you just want something comfortable and low support to wear around the house

Type of Bra Definition Application

Coverage: You can expect full coverage from most bralettes

Bralette

They usually don’t have underwires, padding, or cups, and often come in pretty, lacy material

Support: You won’t get much support from a bralette, so save it for times when you’d be comfortable without

Best for: Smaller busts that can go without much support

Coverage: Like a tube top, a bandeau fully covers your breasts, with the fabric usually ending just below your shoulders

Built In

A bandeau is essentially a teeny tube top It goes over your head without straps, cups, or hooks to fasten it, giving you a comfy and casual feel

Support: This bra offers very little support just enough to keep your breasts in place if it’s tight enough

Best for: Smaller, rounder breasts, unless you just want something comfortable and low support to wear around the house

Type of Bra Definition Application

Coverage: Cage bras vary in coverage, but usually they favor showing off your curves and sexy cleavage rather than full coverage

Cage

The cage bra gets its name from multiple straps that spread above or below the cups for an elegant look

Support: With several straps working together, a cage bra can give you lots of support

Best for: There’s a good chance that you can find a well fitting cage bra regardless of your shape or size If you’re going for a goth or bondage look, the cage bra can be a good choice

Coverage: Your coverage with a convertible bra will vary by style, and having the straps attached may help it adhere closer to your body for more coverage.

Convertible

A convertible bra offers multiple styles all in one. You can remove the straps to make the bra strapless, and re attach them in different formations, like racerback or halter.

Support: Convertible bras are usually designed to be supportive, but you might feel more supported with both straps attached.

Best for: A convertible bra’s versatility could benefit folks with any breast shape or size. You can cut costs by getting many styles in one, and even if strapless isn’t usually your style, you can keep a convertible bra on hand just in case you need it.

Coverage: You get very little coverage with a cupless bra, but in exchange, you get to offer a peek at your chest.

Cupless

Demi

This lingerie style has a frame, but little to no material over the cups and nipple area.

Support: Of course, cupless bras give very little support for the cup area of your breasts, but with sturdy straps and underwire, you can still get support at the base of your bust.

Best for: Some cupless bras have a strip or two of fabric over the cup area; this may work best for smaller, firmer breasts that can keep that fabric in place

Coverage: A demi bra will cover only the underside and bottom half of your breasts.

Demi bras are low cut, with cups going up about halfway over your bust

Support: Demi bras can give good support, as long as you pay attention to the sizing, wiring, and straps that you need

Best for: Breasts that are small and firm, so you don’t have to worry about them spilling over the low sides of this bra A demi bra can also perk up long, sagging breasts that would otherwise look flat under a V neck

Type of Bra Definition Application

Coverage: You can find front open bras in just about every style, and coverage depends on whether it’s more like sports bra or a push up bra

Front Open

A front open bra has a fastener in the front, between the cups

Support: This also depends on the style, but some people find bras that fasten in the back to be more supportive

Best for: Any breast shape or size can use a front open bra it just depends on your level of comfort with it! A front clasp can also help East West nipples face forward

Coverage: You’re fully covered with this choice that’s the whole point!

Full Coverage

Full coverage bras are named for what they do: provide full coverage. The cup fabric goes around your full breast.

Support: With full coverage, you also get full support, as this bra usually has a strong underwire and stretchy material for maximum support.

Best for: For big, full breasts, a full coverage bra can be a great everyday choice. It can also help even out breasts that are asymmetrical or far apart.

Type of Bra Definition Application

Coverage: Cage bras vary in coverage, but usually they favor showing off your curves and sexy cleavage rather than full coverage

Halter Neck

This bra is designed to wear with halter tops It has one strap that goes around your neck, so you can get some strap support while you’re wearing a halter

Support: With several straps working together, a cage bra can give you lots of support

Best for: There’s a good chance that you can find a well fitting cage bra regardless of your shape or size If you’re going for a goth or bondage look, the cage bra can be a good choice

Coverage: You get lots of coverage with high neck bras so much so that some people wear them alone as outerwear

High Neck

A high neck has fabric that covers the whole chest, from strap to strap and up to the typical T shirt neckline It comes in a number of different styles, including bralettes and sports bras.

Support: By hugging your breasts with all that coverage, high neck bras can give you a high level of support

Best for: High neck bras don’t usually have molded cups. You may be most comfortable in a high neck bra if you aren’t self conscious about the evenness or symmetry of your breasts.

Type of Bra Definition Application

Long Line

A longline bra covers about same area that a crop top would, with cups up top and fabric extending as far as past the belly button below It can give your body a smooth look under corsets, vintage wear, and formal gowns

Coverage: A longline bra will give you upper body coverage even beyond your bust The top can have varying amounts of coverage, depending on the cut and desired look

Support: Longline bras are super supportive, drawing extra support from the fabric on the rest of your torso

Best for: This bra can work for a range of sizes, but it’s especially great for supporting large, full breasts

Coverage: Low back bras come in a variety of styles, but they’re usually pretty low coverage, as the cups are designed to hide beneath low necklines

Low back

A low back bra has a U shape scoop that brings the band low around your back, ideal for clothes with a low or sheer back design

Support: Many different styles, from push up to strapless, have low back options, so the support you get depends on the style you choose With sturdy straps and material, you don’t have to sacrifice support to get a low back design

Best for: Many low back bras work best for small breasts on a petite frame, as bigger, more wide set breasts might not get enough support.

Coverage: Most mastectomy bras have full coverage to allow your prosthetic(s) to look like part of your body.

Masectomy

With cup pockets that can hold a prosthesis, a mastectomy bra can help you regain the look, feel, and weight distribution that your chest had before surgery.

Support: Mastectomy bras can give you all the support you need, and you can get one specially tailored to support the weight you’re looking for.

Best for: Busts that feel uneven post surgery, or busts of any shape and size with tailoring, you may be able to recreate the feel of any breast type.

Coverage: Most maternity bras will give you full coverage

Maternity

Maternity bras are designed with support and flexibility in mind Meant for Post Pregnancy Use & Nursing

Support: Maternity bras are designed for maximum support Most have adjustable straps, extra band hooks, and flexible material to keep supporting you through size fluctuations

Best for: No matter your breast shape or size, pregnancy can bring soreness and growth that’s best tended to with a maternity bra

Type

of Bra Definition Application

Coverage: Most maximizer bras have less than full coverage, as cleavage can play a role in making your bust appear fuller

Maximizer

Maximizer bras use padding and underwire to boost your breast size

Support: With extra padding and strong wires to lift your bust, maximizer bras usually come with maximum support

Best for: Smaller, flatter breasts that you want to give some oomph

Coverage: This bra usually gives lots of coverage to prevent spilling over.

Minimizer

It can shape your bust to appear smaller by redistributing your breast volume.

Support: You’ll also get lots of support as the minimizer bra keeps your bust in place in a reduced shape.

Best for: Large, full breasts.

Coverage: Since you can get non padded bras in a variety of styles, the amount of coverage depends on what style you get.

Non Padded

A non padded bra is a version of any style that doesn’t have padding added to the cups.

Support: The support you get from a non padded bra also depends on the style.

Best for: A non padded bra can work for all shapes and sizes. If you have larger breasts and find that padded bras accentuate them too much, you may prefer non padded bras.

Nursing

Coverage: Most nursing bras provide full coverage until you open it up as needed to breastfeed

Support: Like maternity bras, nursing bras are designed to fully support breasts that are engorged and changing size

Best for: Breastfeeding parents of any shape and size can benefit from a nursing bra It just depends on what helps you feel most comfortable

Coverage: Padded bras can provide great coverage, though the amount varies depending on the bra style

Support: Padded bras can also provide great support, depending on the style, along with soft plushness for added comfort

Best for: All shapes and sizes A padded bra can add fullness to a smaller bust, and add an even shape to breasts that are far apart

Type of Bra Definition Application

Peep Hole

Plunge

A peephole bra is a form of lingerie more suited for moments of intimacy than for everyday wear. It has holes cut out of the cups to show your nipples.

Coverage: Coverage isn’t really the goal with this bra type, but apart from the peephole for your nipple, you can get a range of materials, from full to plunging neckline.

Support: Support depends on the style, but since peephole bras are designed for a sexy look, many include support to lift and perk up your breasts.

Best for: Anyone can wear a peephole bra. Some might find it more suitable for smaller breasts that won’t spill out without full cups to hold them

A plunge bra is a great choice for rocking a very low cut top like a deep V neck without showing the front of your bra It has padding like a push up bra, and it’s cut very low in the center

Coverage: This bra covers the nipples and bottom of your breast while leaving your cleavage bare

Support: Like the push up bra, the plunge bra’s function gives it lots of support power

Best for: For breasts that are slender, saggy, or wide set, a plunge bra can add shape and fullness

Coverage: The push up effect leaves the upper, inner area of your breasts bare, which can add cleavage to your look with a low cut top.

Push Up Bra

This bra lifts your breasts up and closer together to accentuate your curves.

Support: Most push up bras use underwires, and as they lift your breasts, they also support them well in the process.

Best for: A push up bra can work for all shapes and sizes. It might be especially useful to add fullness to small breasts and perkiness to low hanging breasts.

Type of Bra Definition Application

Coverage: Most racerback bras give you lots of coverage, and some widen around the collarbone to cover even more skin

Racerback

The straps crisscross or converge between the shoulder blades

Support: The racerback design distributes the weight of your breasts across your back, lending lots of support

Best for: If you’ve got large breasts that need more support, you might just love how you feel in a racerback bra

Coverage: Shelf bras rest below the nipple, leaving most of your breast uncovered.

Shelf

Shelf bras are often the kind you find sewn into camisoles and bathing suits for breast support. But the shelf bra also exists independently, as a quarter cup bra that lifts your breasts to sit atop the fabric, like a shelf.

Support: A shelf bra’s band can provide a little support, but this bra is more about a sexy look than overall lift.

Best for: Small breasts that don’t need much support may do best with a shelf bra, though you can rock this bra at any size as long as you feel comfortable.

Coverage: A good sports bra should give you full coverage. If you’re spilling out, try a different size or brand until you find one that secures your bust

Sports

It’s designed to keep your breasts from bouncing around during movement, including running, hiking, and yoga

Support: Sports bras are all about support With the right fit, you should feel fully supported

Best for: A sports bra is a must for all sizes, and the right one can make a big difference in your workout, especially if you have large breasts that tend to move around

Coverage: Stick on bras tend to cover only the front, lower half of your breast to allow for plunging necklines and clothing that’s open in the back

Stick On It uses adhesive to stick to your breasts and provide support without showing bra straps

Support: These bras are notoriously bad for providing support, so you might have to look around before you find one that will hold you up

Best for: Stick on bras usually work best for smaller breasts and fashion purposes, as heftier breasts could use more support

Type of Bra Definition Application

Strapless

T Shirt

Strapless bras are probably the most common choice for clothing that shows your shoulders. They usually function just like a regular bra, wrapping around your bust but without the additional support of shoulder straps.

Coverage: You can find full coverage strapless bras, but some people feel more exposed when their shoulders are bare.

Support: Without straps for extra security, going strapless generally feels less supportive.

Best for: Anyone can wear a strapless bra if you find the right fit. If you have larger breasts that need a lot of support, there’s a chance that you simply won’t like the feel of a bra without straps.

Coverage: T shirt bras come in a variety of styles, so coverage depends on the style.

T shirt bras are made with your comfort in mind. They get their name because they’re seamless, making this an ideal choice for a smooth look under a T shirt

Support: These bras are soft and comfy, so support isn’t their first priority. But with a good underwire and strong straps, a T shirt bra could give you plenty of support

Best for: A T shirt bra can work for all shapes and sizes They may lend extra support to bell shaped breasts

Underwire

Wireless

Underwire bras come in a variety of styles, with an added wire along the bottom of the cup to provide more lift and support

Coverage: The amount of coverage from an underwire bra depends on the style you get it in Support: Underwire bras are known for providing optimal support, so it could be your top choice if support is what you’re looking for

Best for: Bigger, fuller breasts Some people find underwires uncomfortable, so if you don’t need the extra support, you might want to skip it

Coverage: Wireless bras can offer as much coverage as any other, depending on the style

Wireless bras also come in a variety of styles If you don’t like dealing with underwires that can be uncomfortable and dig into your skin, a wireless bra is ideal

Support: You won’t get as much support from a bra without a wire, but with the right straps and band, you can still feel supported

Best for: All breast sizes, though very large breasts may need underwire for full support

2. BOTTOM WEAR/PANTY

While choosing underwear, most people consider just the regular size chart and buy their essentials however another factor plays a crucial role in providing as a perfect foundation garment for your bottom wear, this would be the butt shape. Identifying the shape is fairly simple, wear a figure fitted bottom that is not too tight such as a legging and you will be able to identify the distinguishing features

One thing that makes us humans unique is that no two bodies are alike, and that includes butt shapes, too Some butts fit best into bikini underwear, while others thrive in high waisted underwear. When it comes to types of butts, there are five different distinct shapes.

These five categories distinguish different shapes that relate to:

Your body type

How your hips, thighs, and cheeks align The form of your butt muscles

Following are the types:

Square Butt: You have a square shaped butt if your hips and outer thighs are even, creating a perpendicular line straight to the ground.

V Shaped Butt: Move your hips a bit and turn to the side. Do your pelvis and hip bones lean inward? If so, you have al V shape to your rear, as your hips tend to be wider than your cheeks and thighs.

A Shaped Butt: If your waist is smaller than your hips and thighs, you probably have an A shape butt Your core acts as the narrower top of the ‘A’ while your fuller hips and thighs curve out.

Round Butts: You may or may not have a narrow waist, but your hips and thighs are still a bit wider Your backside should create a circular shape as you go from your abdomen’s center around your hips and upper thighs and back up.

Heart Butt: Imagine an upside down heart, where your waist is more narrow than your hips and cheeks. Unlike round butts, the hips curve out, and the bottom of the cheeks bend toward your crack. This contour creates a heart shaped butt

Following are the suitable styles of Bottom Wear in Lingerie that would suit the respective body types:

Shape Recommendation Application

Square

Your Best Picks: bikini underwear and boy shorts underwear

Square butts often suffer from underwear riding up into the crack because many styles sit high on your hips. Without wider cheeks to keep the fabric in place, your undies make their way into unwanted areas. It’s best to stick to styles that offer wider bands and curve around the hips.

V Shaped

Your Best Picks: hipster panties and boy shorts underwear

Similar to square butts, v shaped butts also work best with more coverage and lower cuts Because the bottom of your cheeks angle inwards, look for underwear with thicker bands and more fabric. It also helps to keep the bottom of your cheeks covered.

A Shaped

Round

Your Best Picks: high waisted underwear and bikini underwear

A shaped butts are the opposite of V shaped, so you should look for styles with higher cuts. Because your waist tends to be more narrow, it’s best to have a higher band that stays snug while providing larger leg holes for your wider cheeks and thighs.

Your Best Picks: thong underwear and boy shorts underwear.

If you have a round butt, you may notice that underwear tends to shift back a bit. That’s because your fuller cheeks tend to pull the fabric toward your rear, bunching your underwear in the front. Sticks with styles that offer more coverage or let the cheeks go free

Heart Shaped

Your Best Picks: high waisted underwear and hipster panties

A heart shaped butt is similar to an A shaped one, but with a bit more curve at the bottom of the cheeks. Your fuller hips and bum require more coverage, especially at the bottom. To avoid saggy underwear, stick to styles that sit higher on your narrow waist and curve down your rear.

CHOOSING THE RIGHT SPECIAL OCCASION LINGERIE:

There are many different types of lingerie available. The variety of lingerie allows women of all shapes and sizes to look their best. Let’s go through different types of lingerie and which body shape suits each.

Type of Lingerie Body Type Application

Matching Set All

A matching set of lingerie refers to a set of bra and panties that are the same color and style This type of lingerie suits all body types. That is because it draws attention to both your breasts and hips equally Rather than focusing on one specific feature, a matching set of lingerie draws attention to your body as a whole.

Corset

Rectangular /Hourglass

A corset is not just a restrictive garment anymore Women can wear corsets to feel seductive and create an hourglass illusion. The corset can help you achieve that hourglass look by shaping your figure. Corsets are tight fitting and have boning that helps narrow your waist This type of lingerie is best for rectangular body shapes to create an hourglass shape or hourglass shapes that want to define and bring attention to their waist.

Garter Belt Triangle/Hourglass

A garter belt is a lace belt that wraps around your waist Some garter belts are made of leather for a more commanding, bolder lingerie look. The garter belt comes with hanging clips that you attach stockings or knee high socks to. This lingerie look is best for women who want to show off their legs, such as triangle shapes It also works for hourglass shapes to emphasize their narrow waist.

Bustier

Rectangle shapes/ Triangle shapes/ Apple shapes

A bustier is similar to a corset because it reinforces the natural hourglass shape It is a tight fitting lingerie piece that pushes up the bust and narrows the waist. This type of lingerie is best for rectangle shapes, triangle shapes, and apple shapes because it gives the illusion of a narrow waist and full bust.

Type of Lingerie Body Type Application

Negligee All

Teddy/Body Suit

Rectangle/ Apple/ Inverted Triangle shapes

The negligee is a sheer, dainty dressing gown. This lingerie is easily the most comfortable and is perfect for showing off your femininity.The negligee is a perfect lingerie piece for any body shape to add a little romance to your life. You can wear it by itself or over other lingerie.

Another type of lingerie is the teddy. It is similar to a one piece bathing suit, but it is made with lace, mesh, leather, or other fabrics. You can find teddies in a variety of styles and colors. The great thing about the teddy is that it flatters every figure All body shapes are suitable for this type of lingerie because it elongates the body. The teddy is the best choice for inverted triangle shapes because it balances out wide shoulders and elongates the body. Similar to the teddy is the body suit. A body suit is another one piece lingerie that is similar to a romper. It is great for rectangle, apple, and inverted triangle shapes.

Babydoll Hourglass/Inverted Triangle

Babydoll lingerie is a delicate dress with soft straps and a flattering skirt. This type of lingerie is especially flattering for hourglass shapes because it emphasizes the narrow waist and wider hips The Babydoll lingerie piece is also flattering for inverted triangle shapes because it flatters the shoulders while making your hips appear wider, balancing your overall shape. This type of lingerie is not particularly flattering for apple shapes or triangle shapes.

Camisole Apple Body

A silky camisole is a comfortable piece of lingerie that comes in a matching set The apple body shape as well as the triangle or rectangle shape will look flattering in a matching camisole sleep set This type of lingerie is not particularly flattering for busty women with narrow waists. A large bust makes the waist loose on the certain types of camisole type of lingerie, so it does not flatter the hourglass shape because the waist is not defined and makes the natural hourglass shape appear more rectangular.

SESSION 3

Practical Application of:

Body Measurement & Fit Understanding Body Types

SESSION 3: PRACTICAL SESSION

TRAINING PROMPT:

This is Session would be an evaluation of the previous sessions to ensure that the content delivery has been impactful.

The Candidate will be asked to create 4 Looks for 4 Different Body Types, using the merchandise available in store. They would also be required to justify their choice of garment for the body chosen.

The Candidate will also be required to assist and provide one insight to a real-time customer, they will be evaluated in terms of

Application of Knowledge Sales Conversion

STAFF PRESENTATION

PROVIDE PERSONALISED CUTOMER SERVICE

Some customers prefer offline shopping over online due to various in store experiences they can avail. For the same, they don't mind giving out personal data. The personal data must be collected to personalize the offers and interactions.

OFFER OFFLINE/ONLINE INTEGRATION

Customers need a seamless transition between the website and the store. Incase some garment is available on one platform and isn't available on the other, the same must be communicated to the technical team and incase there is a demand by the customer which isn't met, the demand needs to be fulfilled.

MAKE THE MOST OF MOBILE TECHNOLOGY

It's very important that all the staff members be tech savy. Customers depend on their phones for vouchers and offers. With mobile POS capability, the salesperson can process transactions of the sales floor the minute the shopper decides to buy.

OTHER POINTS

Treat all employees with respect

Always maintain eye contact

Do not stand behind a client looking over a product.

CUSTOMER INTERACTION

Salespeople focus more on what to say than how to say it. The message we deliver is not what we say, but what the other person perceives we say. Furthermore, experts say 93% of the communication we do is nonverbal. Improving your sales communication skills requires mastering verbal and nonverbal communication.

Salespeople use a variety of techniques to persuade customers. But if you go into a sales meeting thinking, “I’m here to sell something,” you’re in the wrong mindset. Instead, you should think “how can I help this person”.

Your opportunity to help can exist only if there is a mutual understanding. In order to create that bond you need to go deeper than surface level sales techniques.

There are 6 major elements of effective sales communication; assertiveness, authenticity, openmindedness, empathy, clarity, and listening.

1. Assertiveness:

You want your message to have an impact. This requires you to be self assured and confident in conversations. You might feel like you’re never being heard in conversation. This is primarily because you let other people push their agenda upon yours The best way to communicate your message is to assert yourself in the conversation and be confident in the delivery of your message.

2. Authenticity:

This means being true to yourself When talking to people, do you stick to your own values and beliefs? People want to be polite and try to keep the conversation going well they ignore how they feel to avoid offending others Have you ever had an awkward conversation in which you laughed at a stupid joke? Then you were ignoring your authentic self.

The authentic self is the version of you that honors your true values in any situation. Know your values and fight for them. Most people need effort and consistent work to get to that point. In the long run, it rarely lasts. People see through your in authenticity They feel it, which causes a reverse effect to your purpose Your message and ideas get deluded and don’t have the power you want them to have.

3 Open Mindedness:

If you’re willing to consider other perspectives, scenarios, and ideas, you are open minded. As a salesman, you will speak with many people So don’t close your mind to their ways of thinking If you close your mind and only see your perspective, you build a wall between you and the prospect where effective communication becomes impossible. People want to communicate with someone who wants to listen, not just in a superficial way, but in an honest way.

SalesRepresentative

EmployeeOnboardingManual

4. Empathy:

The ability to understand and share feelings is a very important part of being human. Mirror neurons are specialized neurons that respond to the actions we observe in others. They cause us to experience the emotion that someone else experiences, which allows us to have empathy with others.

People want to be understood. If you can communicate that you understand the person you’re speaking to, you develop common ground. Common ground is the best foundation to address problems and challenges, you must be empathetic to connect with your client.

5. Clarity:

What you communicate is not what you say but what the other person perceives Our intended message is often lost or misunderstood in sales communication. Whatever the other person hears and understands is what is actually being communicated.

Clarity is all about being precise and getting your attention in line with what the other person perceives. Listen to yourself as you are the other person to optimize your clarity

6. Listening:

A conversation can't happen unless you pay attention to what the other person is saying. People want to feel that you hear them, so let them know you are listening. Be an active listener by being invested in the conversation nod your head, make little comments, like “I see”, “all right”, “oh interesting point”, or ask questions to be engaged and show them you want to know more.

NON-VERBAL COMMUNICATION

Verbal words only constitute 7% of what a person takes away from a conversation. The other 93 percent are divided between body language with 55% and tone voice with 38%. Many salespeople talk too much, they focus more on what they say and the smoothness of the conversation than how they deliver the message Average salespeople talk 81% of the time in a sales meeting. To avoid this, follow the 70/30 rule, let the customer do 70% of the talking

With the right body language, you encourage your prospect to talk more and enhance common understanding. Whenever you go to a sales meeting, let the prospect open up and pay attention to his/her nonverbal communication. The first impression often makes or breaks the sale.

Effective nonverbal communication is crucial to improving sales communication The following nonverbal cues will enhance how people perceive you.

1.

Hand:

Your handshake should be strong and firm. It reflects your character and the quality of the product or service you’re offering Handshakes are about pressure, too much indicates dominance or ignorance, too weak signals lack of confidence. Use a firm grip and try to mirror your prospect’s handshake. Try to be the one who initiates the handshake Look directly in the eyes of the prospect and say “How are you?” If done properly, it creates positive long term effects and has a big impact on your sale.

Don’t touch your face. Touching your face even rubbing your eyes or scratching your nose can be an indicator of dishonesty. Keep your hands in front of you or to the side with your fingers together

2 Eye

Eye contact is a significant part of good sales communication. It creates a connection, so be sure you should make eye contact at least half of the time. Too much can be awkward and too little can be interpreted as insecure or uninterested.

3. Body Posture

Always stand up straight and face the prospect directly. Lean slightly forward and never lean against the back of the chair. This makes you appear more attentive and confident.

4. Shoulders

Relax your shoulders so you don’t seem tense and lean them slightly forward.

5. Shoulders

Don’t cross your legs. Crossing your legs indicates that you are holding back information. Crossing your legs at the ankles shows that you are not telling your conversational partner everything they need to know.

SAMPLE SALES SCRIPT

Salesperson: "Hello, Ma'am/Sir Welcome to Zivame, Is there anything i can help you with?

Prospect: "Hello I'm looking to buy (Product Name) . "

Salesperson: "Surely Ma'am I would be able to help you with that, Is this your first time visiting our store, or have you purchased from us before?

Prospect: "I have purchased Online Before, But this is my first time buying in Store"

Salesperson: Okay Ma'am/Sir, Do you already know the size you are buying for? or Would you like to recieve a Fitting Session from Zivame Fit Code"

Scenario 1: Needs Measuring:

Prospect: " I think i know my size but i would like to get fitted to be sure"

Salesperson: "Gladly Ma'am," *Take Measurement According to the Training given and Feed the Details into the Zivame Fit Code Software to get the size*

Scenario 2: Is Aware of the Size?

Prospect: "Yes i always order/buy (Size Name)"

Sales Person: *Direct the customer to the Rack containing the specified size and pick out some options for the customer* These are the newest designs we have in (Product Name) in (Size Name), You can browse through and pick some pieces to try on, *Gesture toward the Trial Room*

Prospect: *Hands you shortlisted pieces*

Salesperson: *Direct them to the trial room* *Take Initiative to pick out a few pieces similar to the ones they have already chosen as well as some pieces that are from different categories*

Prospect: *Finalizes Pieces*

Salesperson: Mention (Offer for Buying More) and encourage them to add more pieces, Dont be too persistent

Prospect: *Finalizes Pieces"

Salesperson: *Bill the products following Billing Protocol* *Fold and Place the pieces neatly in a bag and hand over to customer with a smile and say " Do visit Again"

POS SOFTWARE:

TRAINING PROMPT:

This Session will be conducted practically where the candidate is to be taken instore and shown the working of the POS System.

The Candidate should also be provided with the Working Manual of the POS System, and the candidate is expected to learn the content before the practical session for ease of understanding.

The Candidate is required to practice 10 Mock Sales and 5 Sales Transactions on the Software and the average performance of the sessions will be considered for the evaluation of the candidate.

The Candidate will be explained the following functions on the Software:

Billing Offer/Promotion Application to a Bill Amending a Bill for Return/Exchange Consolidation of Daily Sales Cash Counting/Tally of Sales Revenue

The Manual for the Same can be downloaded by scanning the following QR Code:

SESSION 6

DISPLAY MANAGEMENT

Related products must be placed in a thematic manner to ensure that cross selling takes place.

Displays in high traffic areas must be changed on weekly basis to grab the attention of the customers on the bestsellers/ new arrivals.

Use proper lights to accentuate the garments and create a visual appeal. Follow the concept of KISS- Keep It Short and Simple for any communication within the store like signage, and poster.

Price tag of the product displayed should always remain intact so that it can lead to impulse buying.

Attention to the signage, sidewalk and windows must be placed as these represent the store exterior, the first part of the store the customer sees. Windows must be cleaned on a daily basis. The signages need to be wiped frequently. The store needs to broomed and mopped on a daily basis.

Incase any fixture of the store is damaged, broken or unkept it reflects badly on the brand and any fixtures damaged must be rectified at the earliest and broken fixtures must be discarded.

Keep key merchandise at eye level which is easy to see and buy. Keep the store organized and clutter free.

After a bra is tried on by the customer, tuck the padded bra inside one another and do not fold them.

Fold no padded bras in half and stack them. Panties should not be allowed for trials.

DISPLAY DECOR AT POINT OF SALES

Display decor at the point of sale is an essential aspect of visual merchandising. This type of merchandising is used to incite the customers to make purchases and increase the bill value. Having a good range of products and a good display at the point of sales increases the chance of impulse buying amongst the customers. Such impulse buys are vital, extra sales for every retailer.

Apart from merchandise display, display décor also plays an important part in a store. It enables better visualization of the merchandise and also its wearability.

Zivame being an inclusive brand plans to add size inclusive mannequins in its display.

CROSS MERCHANDISING

In cross merchandising, related products from different categories are displayed alongside each other in a matching decor display. Cross merchandising is also an integral part of the sales strategy, which involves understanding the consumer’s global needs and showing that the store can fulfill them. This is another way to increase sales as it increases the chance of impulse buying amongst the customers

EmployeeOnboardingManual SalesRepresentative

PROMOTIONS

Promotionsrelatedtosalescanbeheldatanypointoftimeandincludesvarioussegmentslike discounts,EndOfSeasonSales,SpecialOffersetc.whichshouldnormallybeplacedineye catchinglocationswhichextendstootherlocationsduringthesalesperiod.ThePointOfSalesis anotherareawherethepromotionsshouldbeplacedasthereisavisibilityamongstthe customers.

SIGNAGES

Signages are basically a medium through which a customer is able to navigate in store. The instructions on the signages must be clear, perfectly designed, customer friendly and easy to read. Signages need not necessarily mean text and can involve images. Signages should be easy to handle and replace. In case of special offers, wooden easels need to be placed at the store entrance.

STORE COMMUNICATION

Ambience

A very welcoming atmosphere, classy and sophisticated. A very organised, polished and bright lighting.

LIGHT

A retail lighting which does more than illuminate the space. It sets the mood and atmosphere, guides the shoppers to key areas and provides an overall backdrop for all customer experience.

FIXTURES

Simple wall fixtures, which give an elegant overall look.

sound

Innovative riffs, complex rythms and jazz can bring calm to mind and body.

smell

Floral scent consisting of essence of French lavendar, begamot and clary sage.

SESSION

SESSION 7: PRACTICAL SESSION

TRAINING PROMPT:

This is Session would be an evaluation of the previous sessions to ensure that the content delivery has been impactful.

The Trainer must provide practical sessions on:

Hanger Placement

Folding of products for Display Folding for Billing Trial Room Management

Basic Housekeeping Rules Followed Inventory Unloading

For Assessment The Candidate will be asked to unpack and replenish stock on shelves.

The Candidate will also be required to manage the display of a designated area and will be evaluated in the following terms:

Brand Connect Aesthetics

Functionality

SESSION 8

Personal Grooming

PERSONAL GROOMING

The staff needs to dress according to the organization's culture. It is mandatory to dress in crisp clothes and to dress sensibly to feel confident throughout the day.

It's important that you feel good about the way you look by making sure that your clothes fit well.

Personal grooming is defined as the art of cleaning and maintaining one’s body parts. Personal grooming is essential for everyone irrespective of the gender and nature of the profession.

Top: Black Shirt/Collared T Shirt with Zivame Embroidered on the Left Pocket

Tie hair in a neat ponytail or bun Apply Light Perfume Ensure Nails are cut and manicured Jewelry: Small Studs or Rings

Make Up BB Cream/ Foundation Kajal, Eyeliner (Black or Brown) and Lipstick (Pink or Red depending on Skin Tone

SESSION 9

On Floor Training

SESSION 9: PRACTICAL SESSION

TRAINING PROMPT:

The Candidate would be asked to work On Site at a Store of the Trainer's choosing and complete 5 Shifts minimum, successfully.

The First Day would require the Candidate to Shadow a Senior Employee to understand the Daily Functioning of the Store, post which the senior would only be available to clarify doubts and the candidate is expected to take charge autonomously.

Shift Success would be measured based on:

Lack of Mishaps

Autonomous Performance

Reduced Assistance from Seniors

Sales Conversions

Successful Application of the Training Provided in the Initial Weeks

Lack of Absenteeism

The Candidate is expected to report to the Trainer at the end of each shift to report their performance for the Shift or Any Updates.

The Trainer may recommend more shifts for evaluation at their discretion by submitting a formal request to HR & Upper Management.

A Candidate who fails to complete the Training Successfully will receive 1 more attempt, failing that will result in termination.

APPENDIX

Assessment Criteria

www.zivame.com

DEVELOPING A SALES TRAINING PROGRAM

Submitted byNiveditha Vijayanand MFM/21/243 Sanjana Menon MFM/21/2

Submitted To-

Ms Pavol Sahadevan

Master of Fashion Management - Batch 2021 - 2023

Date 2nd April 2022