The Kirana Connection
unconventional
India-specific
Set in India; the figures and context are India’s.What this case is about
Your client is the Director of Sales at a leading FMCG company in India. They want to improve their channel management strategy specifically for General Trade channels to enhance channel partner satisfaction. You are asked to suggest ways to do so, considering their market position and channel characteristics.
Objective
Provide actionable recommendations to improve channel partner satisfaction in the General Trade channel.
Skills this case tests
Structuring the problem
Communicating clearly
Judgement and recommendation
Reading the data