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BUSINESS TRENDS

& THOUGHT LEADERSHIP


By
Mr. Mahmood Sadiq


ROLE OF TRADE
Act as a Bridge for the Manufacturer to deliver
Products to end consumer.
By Selling / Merchandising the Products, It helps the
manufacturer to promote brands.

TRADE STRUCTURE / TRENDS
Better Educated & Knowledgeable
Professional Attitude
Demand Quality products because of Globalization
Emerging of Retail Chains ( IMT/LMT)
Non-Distributive Channel is growing
Rural Trade is expanding
W/s dominance is diminishing Share of Channel

CHANNEL SHARE
PERIOD WHOLESALE RETAIL
Decade Back 70% 30%
Current Cont 40% 60%
Expected Future Share Decline Growth
THE PENDULUM OF POWER
Power is shifting from supplier to trade.
Trade Margins / Terms / Incentives.
Enhanced Services.
Automated ordering system according to need..
Credit terms.
Special Merchandising Sanctions - SBM



SUPPLIER TRADE



JUMP SHIFT IN SELLING STANDARDS
SALES MANAGEMENT
CHANGE IN PENDULUM OF POWER
D
E
M
A
N
D
TRENDS IN SALES MANAGEMENT
FROM TO
Tell, Not Sell Consultant
Individual Teams
Sales Volume Sales Productivity
Transaction Relationships
Management Leadership
Manipulative Motivational
Deal Focus Strategy Focus
Inflexibility Flexible but Measured
Short Term Short & Long Term
Local Global
TRENDS IN MARKETING
Description Old New Future
Focus Product Customer
Way of doing
business
Strategy
Telling &
Selling
Integrated
Marketing Mix
Knowledge &
Experience
End Profit Value
Mutually
Beneficial
Relationship
Marketing is Selling A Function Everything
CHANGING CONSUMER

Consumers are Changing :
- Disposable Income
- Shift in lifestyles
- Health awareness
- Consumer democracy

Brands Perception & Images are Changing :
- Innovation
- Distinct Product
- Differentiation

Demand & Expectations are Changing:
- Convenience,
- Variety
- Economy




USP
Purchasing
Excellence
Marketing & Sales
Excellence
Manufacturing
Excellence
BUSINESS EXCELLENCE
UNPRODUCTIVE
CALLS
DISTRIBUTION
COST
EXPENSES
DEPENDENCE ON
DEALS





COVERAGE
PRODUCTIVITY
SALES
MERCHANDISING
PROFIT
ERC
GROWTH
MARKET SHARE
LESS
MORE
LESS & MORE SYNDROME
MANAGING THE FUTURE
Inspire
(to do
something
creative)

Evolve
(Develop
gradually)
Empower
(Give Power /
Authority to do
something)
THOUGHT LEADERSHIP
Challenge the
Status Quo
Break Thinking
Barriers
Push the Limits -
Raise Bar
Capitalize on
Strengths
10 %
New innovative ideas - Unique &
Thought Provoking
20 %
Value addition in regular task
70 %
Regular tasks
Secret Formula of Success
Business Trends


Role of Trade
Pendulum of Power
Sales Management
Marketing Trends
Changing Consumer
Business Excellence







Thought Leadership




Managing The Future
Thought Leadership
SUMMARY