Daily view through the eyes of a project manager
Indian Wholesale Business
Learnings from Metro Cash & Carry, the first foreign player to enter this business in 2003.
It has grown to 5 outlets in India.
Challenges faced in their journey and solutions thought of are highlighted below,
1. Potential customers(Retailers, kiranas) have strong relationships with their existing suppliers making cost only one part of the need.
Possible solution tried: Build relationships through education. This is by building skills of the potential customers to help meet their customers needs. Food and Beverage training organized for potential customers through chefs at the shop floor.
2.Potential customers are widely dispersed across the Indian country and states and their needs are different.
Possible solution piloted: Customize services for your customers. An example is the pilot programme to offer a microfinance institution and third party logistic firm to ensure loan and delivery of products that small kirana owners need. This offers the benefit of working capital and saving owners travel time.
3. Multiple stakeholders like State Governments involving APMC regulations, licenses in respective states need to be complied with.
Possible solution: Highlight, make visible the benefits to all partners in the system due to modernization, greater effeciency.
Collect Requirements, is a process in Project Management that can combine observing, listening to your customers burning needs, and providing education, solutions to your potential customers.
(Source: Economic Times(22/03/2010)
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