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  • Intro: Sales and Distribution Management

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    Tarun Singh
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    Distribution in India is complex / Difficult. A typical distributor (FMCG) will have approx. 2-3000+ Distributors Each Distributor having a Sales force of around 4 Covering 6. Million retailers (1million directly.HUL) approx. 12 million retailers in the country Difficulties Diversity in retail Number of retailers Wholesale trade!!!! Lack of technology Geographical barriers, rural urban divide, Poor infrastructure.cold storage, transportation Stuck in transition More Challenges.

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    Distribution in India is complex / Difficult. A typical distributor (FMCG) will have approx. 2-3000+ Distributors Each Distributor having a Sales force of around 4 Covering 6. Million retailers (1million directly.HUL) approx. 12 million retailers in the country Difficulties Diversity in retail Number of retailers Wholesale trade!!!! Lack of technology Geographical barriers, rural urban divide, Poor infrastructure.cold storage, transportation Stuck in transition More Challenges.

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    15 views10 pages

    Intro: Sales and Distribution Management

    Uploaded by

    Tarun Singh
    Distribution in India is complex / Difficult. A typical distributor (FMCG) will have approx. 2-3000+ Distributors Each Distributor having a Sales force of around 4 Covering 6. Million retailers (1million directly.HUL) approx. 12 million retailers in the country Difficulties Diversity in retail Number of retailers Wholesale trade!!!! Lack of technology Geographical barriers, rural urban divide, Poor infrastructure.cold storage, transportation Stuck in transition More Challenges.

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    Download as PDF, TXT or read online from Scribd
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    of 10

    01-07-2013

    Intro : Sales and Distribution Management

    01-07-2013

    01-07-2013

    Why?

    What is distribution?

    01-07-2013

    Your role in the process????*

    Distribution in India is complex/Difficult..

    01-07-2013

    Some Statistics
    A typical distributor (FMCG) will have approx. 2-3000+ Distributors Each Distributor having a Sales force of around 4 Covering 6.3 million retailers (1million directly..HUL) Approx. 12 million retailers in the country

    Difficulties
    Diversity in retail Number of retailers Wholesale trade!!!! Lack of technology Geographical barriers, rural urban divide, Poor Infrastructure Cold Storage , transportation Stuck in transition

    01-07-2013

    More Challenges

    01-07-2013

    01-07-2013

    01-07-2013

    01-07-2013

    URBAN A Typical FMG Company RURAL

    Organized Retail Big Bazaar, Food World, Spencer's

    Small & Medium Sized Kirana Stores Spread Across the City Pan Beedi Shops

    Other Retailers based on the company

    Super Markets in SEC A Areas of a city

    Can we do away with intermediaries? If yes, how or why? If No, why not?

    10

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