Practical Guide to Distribution Sales–Chapter-1 (Channel Partner Selection – Part II)

Niraj Pattarkine 1

Written by: Niraj Pattarkine

About the author: Business Head | Sales & Marketing | Retail & Franchisee Operations | Projects

Chapter 1 – Key factors to look for in a Channel Partner (Part II)
In the previous chapter we have covered the Personal Profile of the Distributor, which is the softer part of the assessment while appointing a new Channel Partner. Now, let’s discuss the “Business Profile” part, which would vary greatly based on product, industry, market strategy etc, however, generic factors are covered below……….

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How to enhance Sale in “Others Category”

Rajendra Singh Sisodia 1

Written by: Rajendra Singh Sisodia

About the author: ex Executive Director, Indian Oil Corporation | Chairman, Bitumen India Forum | Strategic Advisor & Consultant | Globally acclaimed Speaker | Mentor to Startups | LinkedIn 19000+

In all high level review meetings either the focus is on to increase the sale/ Market Share or to firm up strategies/action plans for 20% customers who contribute 80% of the total volume. In most of the cases almost all the time is devoted in discussion of Sale to top 20% customers & practically no time for discussion on “Others Category” customers/ sales………

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The online print of tomorrow – A resurrection of print

Shalini Gupta

Written by: Shalini Gupta

About the author: Innovative Product and Marketing Evangelist | Ex-VP Brand Head Inox, Lokmat | Ex-CMO Reliance Broadcast | Regional PR & Brand Head – Bharti Airtel

Covid-19 pandemic has adversely affected the Indian print media sector leading to existential crisis for the industry, redefining consumer reading habits and consumption of news. With a significant decline in readership, due to dwindling advertisements or a serious disruption in circulation of newspapers and magazines, different media houses have been forced to take extreme steps……

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Advertising – How does it really work?

Trupti__Bhandari

Written by: Trupti Bhandari

About the author: Global Business Leader│Ex-EVP GSK, Reckitt Benckiser, Pfizer, B&L│Author, Life and executive coach

‘Advertising troubles both sociologists and financial directors: the former because they think it works, the latter because they think it does not’, says Byron Sharp. The question of whether to advertise or not is especially a concern in today’s times when the results may not be seen immediately…..

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Communications – A conscious effort to get a balanced perspective

Arpan Basu1

Written by: Arpan Basu

About the author: Director Communications at Coca-Cola India and South West Asia

It’s a familiar feeling – you’re scrolling through your social media posts and you notice a pattern emerging. It’s subtle; you don’t really realise it till you make a conscious effort to really think about what you’re consuming, but you gradually realise that the curated content is aligned with your general worldview…..

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Embrace the unknown

Ashok_Jaiswar

Written by: Ashok Jaiswar

About the author: Group Head Marketing and Corporate Communications – Greaves Cotton Limited and Ampere Electric

A lot goes as investment to create a product or service. But do you know that between 70% to 90% of these either fail or derail from the pre-decided plan. Either the offering doesn’t meet the requirements of consumers or they don’t find requisite value which probably leads to this situation. ….

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Mobile Wallets – Are they relevant today?

Shashank Joshi

Written by: Shashank Joshi

About the author: Chairman Sagacious Programming and Development Pvt Ltd.│Ex CEO MoneyonMobile

A digital instrument that converts your Mobile phone into a device for carrying out financial transactions can be defined as a Mobile Wallet. Technology evolved from a fixed line phone to a cordless phone to a mobile phone and that got us thinking of how we could add various services to this device and found replacement to various services that were restricted to a desktop or a hand held camera……

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Test of Resilience and Communication

Shalini Gupta

Written by: Shalini Gupta

About the author: Innovative Product and Marketing Evangelist | Ex-VP Brand Head Inox, Lokmat | Ex-CMO Reliance Broadcast | Regional PR & Brand Head – Bharti Airtel

Most of us civilians have grown up hearing stories of bravery while our soldiers have braved the enemy facing them at the front. This pandemic has probably shown us at every step how it is fighting a battle at our doorstep, in our locality, protecting our loved ones and for the 1st time probably gave a sense what really is the experience of our soldiers at the front……

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Consumer Insight: A Sure Way to Convert Good Advertising into Great Advertising.

Praveen Jaipuriar

Written by: Praveen Jaipuriar

About the author: CEO at Continental Coffee Pvt. Limited | ex- Head Marketing – Dabur India Ltd

A few days ago, I got a message reminding me to recharge my DTH account. While I was recharging, I realized something startling. My package had some 400+ channels. What an amazing amount of clutter. We live in the age of clutter. Reaching a consumer was relatively easy in the 80s when you had one TV channel, few newspapers and a couple of radio channels……

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Decoding Shopper – Consumer Dichotomy

Tuhin Ray

Written by: Tuhin Ray

About the author: CEO, Malbros Group (Africa) | Vice President, Future Group (India) | Vice President, Aditya Birla Group (India) | Business Head, Spencer’s Retail Ltd (India) | Leadership Role (more than a decade) in Sales, Consumer and Customer Marketing, Colgate- Palmolive (India)

When we speak about the market dynamics and the consumption behaviour, there needs to be a deep understanding about the difference between shopper vs consumer. Generic marketing will draw upon consumer insights that relate to the perception of the product and the likeability of the product depending on product attributes.

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And you say it again and again and again…

Arpan Basu1

Written by: Arpan Basu

About the author: Director Communications at Coca-Cola India and South West Asia

Existing empirical research confirms that there is a positive relationship between reputation management and development of corporate houses. Corporations have long since realized the importance of managing the reputation that will sustain their advancement in the age of competitive business management….

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Service Champions Don’t Cut Corners!

Ashok Jaiswar

Written by: Ashok Jaiswar

About the author: Group Head Marketing and Corporate Communications – Greaves Cotton Limited and Ampere Electric

“You sell it and they may forget you, You serve well and they may remember you always.”
This has been a source of great inspiration for me as a Sales & Marketing person working to create great memorable experiences in the lifecycle journey of customers….

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Vuca world mandates everyone to think like a leader

Madhumita Manna

Written by: Madhumita Manna

About the author: Director/Head Marketing – OTC , Center of Excellence (Emerging Markets), Working with a Pharmaceutical Giant

Sushmita Sen once said Change is the only thing which is constant, this led to her winning the title of “Miss Universe”.
The past five – six months have changed the trajectory of everyone’s life and once again proved that change is the only thing that is constant in the continuous evolving world or should we call it the VUCA world……….

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Packaging: A True Salesman

Sanjay Gupta

Written by: Sanjay Gupta

About the author: VP (Packaging Development & Procurement),DS Group│More than 30 years of experience in the field of Procurement, Packaging & Product Development

Packaging is the art, science and technology of wrapping, protecting and showcasing products for consumer centric, commercially viable manufacturing, distribution, storage, movement, sale and use with ease for ultimate satisfaction and delight to consumer…

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