Develop a robust sales and distribution strategy for any company of your choice in the in the B2C domain

STEPS

1. Choose the company in the B2C domain

2. For the selected company

a. Identify all company distribution channels based on the line of business and geography. (The organisation must have 2 separate distribution channels)

b. Analyse and break down the distribution channels

c. Evaluate the expected and current contribution of the distribution channel in the value chain.

3. Conduct Primary and secondary research to understand the gaps in the sales and distribution strategy of the selected organisation

a. Conduct secondary research to identify gaps in the distribution network

b. Conduct primary research by interacting with 5 middlemen to identify gaps in the distribution network.

c. Conduct primary research by interacting with 20 customers to identify gaps in the distribution network.

4. Perform a root cause analysis of the identified gaps

a. Analyse core defects. (Identify a minimum of 5 gaps)

c. Suggest improvements in these areas.

Questions to be answered

1. Choose A company from the B2C domain is selected

2. Identify all distribution channels based on geography and line of business

3. Analyse and breakdown the distribution channels

4. Identify the expected and actual contribution of the distribution channels. Provide proper facts, analysis and figures to support it

5. Conduct secondary research to identify gaps in the distribution network

6. Conduct primary research to identify gaps in the sales strategy and distribution network identified post interviewing a minimum of 5 middlemen

7. Conduct primary research to identify gaps in the distribution network identified post interviewing a minimum of 20 customers

8. Perform root cause analysis for the identified gaps

9. Divise a solution to bridge the gaps