28 Strategies of Building Distribution Network | Case Study by Dr Vivek Bindra
In this case study video, Dr Vivek Bindra delivers a comprehensive guide on building an effective distribution network, the single most important growth engine for scaling your business from local to national and global markets.The core message: A great product is not enough distribution is the real kingmaker. Companies like Colgate, Parle, Patanjali, and Hindustan Unilever dominate because of their deep distribution networks reaching millions of outlets.
Dr. Bindra reveals a 28-point framework to help you master distribution and scale your business:
9 Proven Ways to Find Distributors (hiring experienced sales reps, trade shows, referrals, associations, digital marketing)
8 Key Criteria for Selecting Distributors (geographic coverage, financial strength, product portfolio alignment, trustworthiness, technology adoption)
11 Powerful Strategies for Onboarding Distributors (clear ROI, exclusivity, flexible margins, training, marketing assistance, recognition & rewards)
Why Relationship & Support Matter in Distribution
Beyond margins and ROI, personal relationships are the secret weapon. Motivating distributors through recognition, constant training, and handholding keeps them loyal, reduces friction, and accelerates growth. This approach has been used by FMCG giants like Unilever and Parle to stay ahead of competitors.
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