BUSINESS TRENDSBUSINESS TRENDS & THOUGHT LEADERSHIP& THOUGHT LEADERSHIP

ByBy Mr. Mahmood Sadiq 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

PERIODPERIOD WHOLESALEWHOLESALE RETAILRETAIL

Decade BackDecade Back 70%70% 30%30%

Current ContCurrent Cont 40%40% 60%60%

Expected Future Expected Future ShareShare

DeclineDecline GrowthGrowth

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

DEMAND

TRENDS IN SALES MANAGEMENT

FROMFROM TOTO Tell, Not SellTell, Not Sell ConsultantConsultant

IndividualIndividual TeamsTeams

Sales VolumeSales Volume Sales ProductivitySales Productivity

TransactionTransaction RelationshipsRelationships

ManagementManagement LeadershipLeadership

ManipulativeManipulative MotivationalMotivational

Deal FocusDeal Focus Strategy FocusStrategy Focus

InflexibilityInflexibility Flexible but MeasuredFlexible but Measured

Short TermShort Term Short & Long TermShort & Long Term

LocalLocal GlobalGlobal

TRENDS IN MARKETING

DescriptionDescription OldOld NewNew FutureFuture

FocusFocus ProductProduct CustomerCustomer Way of doing Way of doing businessbusiness

StrategyStrategy Telling & Telling & SellingSelling

Integrated Integrated Marketing MixMarketing Mix

Knowledge & Knowledge & ExperienceExperience

EndEnd ProfitProfit ValueValueMutually Mutually Beneficial Beneficial

RelationshipRelationship

Marketing isMarketing is SellingSelling A FunctionA Function EverythingEverything

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

USPUSP

PurchasingExcellence

Marketing & Sales Excellence

ManufacturingExcellence

BUSINESS EXCELLENCE

UNPRODUCTIVE

CALLS DISTRIBUTION

COST EXPENSES DEPENDENCE ON

DEALS

COVERAGE PRODUCTIVITY SALES MERCHANDISING PROFIT ERC GROWTH MARKET SHARE

LESSLESS

MOREMORE

LESS & MORE SYNDROME

MANAGING THE FUTURE

THOUGHT LEADERSHIP

Secret Formula of Success

Business Trends

Role of Trade Pendulum of PowerSales Management Marketing TrendsChanging ConsumerBusiness Excellence

Thought Leadership

Managing The FutureThought Leadership

SUMMARY