Every sales manager knows the feeling. The beat is full. Reps are busy. Orders are coming in. Yet margins keep slipping, and nobody can say exactly why. Often the answer is hiding in plain sight. Some...
A rural sales rep can spend four hours on the road to reach a dozen outlets. Many of those calls end without an order. On paper, the rep worked a full day. In reality, the company mostly paid for trav...
Pick up a packet of biscuits at a kirana store. Behind it sits a long supply chain process. The wheat came from one state. Sugar and palm oil came from others. The biscuits were baked in a plant and s...
Every sales manager knows the feeling. The beat is full. Reps are busy. Orders are coming in. Yet margins keep slipping, and nobody can say exactly why. Often the answer is hiding ...
Read More
A rural sales rep can spend four hours on the road to reach a dozen outlets. Many of those calls end without an order. On paper, the rep worked a full day. In reality, the company ...
Read More
Pick up a packet of biscuits at a kirana store. Behind it sits a long supply chain process. The wheat came from one state. Sugar and palm oil came from others. The biscuits were ba...
Read More
Picture this. A sales rep hits 110% of their target in March. The incentive is paid. In April, a large share of that stock comes back from distributors as returns and claims. The r...
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Channel stuffing is the practice of pushing more stock into the distribution channel than end customers will buy. The goal is simple. Hit the quarter-end number. The number looks g...
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Every Diwali, two things happen in Indian distribution. First, shelves go empty in the busiest week of the year. Then, a few weeks later, godowns fill up with stock nobody wants. B...
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