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Future of Distribution

Global CPG Giant

Go to Market

Future of Distribution

New Retail

Omni

e.bizz

Approach : Funnel

Start wide at the top of the funnel & narrow down to specifics for the overall business & various categories. Boil it down to a play by play catalogue of actions needed to be on the winning side of change.​

Top of the Funnel

Understand & articulate GTM trends for the FMCG industry in general​.

Identification of key forces that are causing the change.

Mid Funnel

How are the forces of change impacting the company in general & categories in specific.

Implication of this in the near, mid & next term.

Bottom of the funnel​

Playbook by category.

Step by step guide to what happens now & next.​

Context

Action Steps

Given the rapid changes in the GTM landscape post Covid, what does the future of distribution in India look like ?​

View of what’s likely to come in the next 24,48 & 60 months.

Capabilities to strengthen, modify & build including; 

  • Organization culture – areas of focus  & change management.

  • Tech/Digital interventions.​

  • Coverage & assortment optimization

  • Organization structure & capacity changes needed.

Trigger points where GTM switches have to be made.​

Phase 1 capabilities piloted & encoded for scale across 2023/24.

Phase 2 capabilities being piloted for scaling in 24/25.​

Results, Impact & Status

Case Studies

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