Keynote at a leading Auto-maker's National Sales Conference.

11. 3-4% Gross Margin
Loss Leadership brands. Negligible margins
Focus on selling the whole stack
RoI = Income = Net Margins x Rotations
Investment
It’s all about rotations!

12. Wheel today: Rs. 2,000 Crore Brand.
“Operation STING” Critical Success Factors:
Relevant consumer insight, optimum supply chain & wide distribution reach
Outsourced manufacturing & distribution
Disruption needs rethinking the whole mix!

13. “HUL profit rises 18% on home, personal product segments” Jul 2011
Distribution Initiatives: Bifurcation, Key Account Network, Diamond Model
Field Sales measured on “Quality of Contribution (QOC)”
Sustained growth driver for the company

14. Consumers insist on Intel processor
~70% of assemblers use an Intel motherboard too! 30-40% more
expensive
Assurance of Quality & Reliability

15. Changing a watch battery, every so often
Titan batteries are ~60-80% premium
Customers insist on brand, even outside the company stores
Tata = Trust!

16. Key Learnings
The New Way of Distribution

20. People will forget what you said,
people will forget what you did but
people will never forget how you
made them feel !
Maya Angelou

21. Embrace technology… there is no getting away!
Invest in the next wave and harness full benefits
Compute, connect & collaborate