Adith Nair

#Aurobindo #FY24 Revenue saw significant growth of ~17% driven by volume growth, new launches, geographical expansion and stable pricing. EBITDA Margin expansion was on back of softening raw material prices, favorable product mix and better capacity utilisation. Management Guidance: ~ Expect growth momentum to continue for FY25 ~ EBITDA Margin to be 21-22% in FY25 ~ Eugia to see muted performance of ~$150mn per quarter globally for FY25 and see growth in FY26 on back of product filings. #Health2Wealth #Perpetuity

1

Executive Access Industry Monitor is an exclusive report that Executive Access India publishes. The report features top executive movements and appointments across sectors in India. In this edition, Rajesh Pundir, Managing Partner at Executive Access India, offers his perspective on offers his perspective on the “Changing Face of Consumer Packaged Goods". #lookbeyond #executiveaccessindia #executivesearch #leadershiphiring

20

Distributor Appointments: I am often asked by my sales fraternity regarding appointment criteria for distributors in major cities. Amongst other questions, the most asked question is, “should we appoint a single distributor or multiple distributors in a city”? Having worked on both sides of the divide, and at the senior most level in Sales and currently heading my own distribution company for the past 10 years, I have complete clarity on the subject and advise as follows. In an “Indirect Distribution model” the appointment of distributors is the most crucial element of any GTM Model. The Company needs to have very clear thinking while selecting a business partner, there should be no confusion between an “Investor Distributor” and an “Operating Distributor”. An Investor will invest money for Primary sales and leave the sales operation to the Company sales team. He is only interested in his ROI and at the end of the day, will not stay in partnership with the Company if ROI is not being met. An operating distributor will take responsibility for everything happening at his distribution. In our case we take responsibility for everything happening at our distribution and also drive the Company team for generating secondary sales and market development. A distribution business without “Scale” will not be able to fulfill the ambitions of the Company. The scale can be obtained through one big business or several smaller business.  Scale allows the distributor to keep up his investment in growing the business through increasing his infrastructure. I am a supporter of having a “Mega Distribution” as long as the distributor meets the investment requirements of the Company to run and grow the business and is aligned to Company’s GTM strategy. Distributor Investment in People, Stock, Vehicles, Warehousing and Technology is a must. Advantage to the Company is that it can drive its GTM in a uniform way through 1 distributor. Multiple distributors should only be appointed if a distributor cannot meet the company’s investment requirements. Multiple distributors also create GTM issue's where some are aligned and others are indifferent or not interested. Geographic distribution where a distributor serves all the channels is much better than having a distributor for a particular channel which gives rise to unethical practices as well as disturbs market norms. Investment in achieving Primary Sales to “dump product” is not an investment criteria. Company’s which force distributors to “Dump” product at their distribution do a great disservice to their own sales efforts. It encourages corrupt practices and more importantly data manipulation on which senior sales management make strategy decisions in market. Push & Pull strategy is a must to drive a brand. Push will result in bursting the bubble if there is no pull. Based on the above “Mega” distribution model is in a much better position to succeed than multiple distributors in a city. 

207

44 Comments

𝐑𝐞𝐥𝐢𝐚𝐧𝐜𝐞 𝐂𝐨𝐧𝐬𝐮𝐦𝐞𝐫 𝐏𝐫𝐨𝐝𝐮𝐜𝐭𝐬 𝐋𝐭𝐝. (RCPL) has ventured into the 𝐫𝐞𝐡𝐲𝐝𝐫𝐚𝐭𝐢𝐨𝐧 𝐜𝐚𝐭𝐞𝐠𝐨𝐫𝐲 with the launch of 𝐑𝐚𝐬𝐊𝐢𝐤 𝐆𝐥𝐮𝐜𝐨 𝐄𝐧𝐞𝐫𝐠𝐲, an energy boosting beverage. 𝐂𝐥𝐢𝐜𝐤 𝐨𝐧 𝐭𝐡𝐞 𝐥𝐢𝐧𝐤 𝐛𝐞𝐥𝐨𝐰 𝐭𝐨 𝐤𝐧𝐨𝐰 𝐦𝐨𝐫𝐞... Reliance Consumer Products I Reliance Retail #Reliance #rehydration #beverage #consumerproducts #FMCG #retailgrowth #businessnews #retailindustry #businessgrowth #Indianretailmarket #retailupdates #retailsectornews #retailbusiness #ir #IndiaRetailing

1

India's largest FMCG companies are catching up in the beauty and personal care direct-to-consumer race, but need to shore up investments in R&D and manufacturing, writes Arnika Thakur. Devangshu Dutta shared his insights for the story. https://lnkd.in/gM5jRYAe #India #branding #Beauty #PersonalCare #FMCG #marketing #D2C #DirectToConsumer #ConsumerProducts #BPC #consumerbehaviour #MarketSegments #Segmentation

1

"The south appears to be at the vanguard of a broader demand recovery in post-Covid India, with the five states that lead in several socio-economic metrics registering healthier sales of both discretionary and fast-moving consumer goods (FMCG) in comparison with the rest of the country. Global consumer research firm Kantar’s latest report showed consumers in the south spent the highest on FMCG products, with an additional ₹2,261 spent per person on an average in 2023, compared with 2022. It also said the total number of shopping trips nearly doubled in 2023 from the previous year, with an exponential 185% growth in FMCG pack purchases. The data is for Andhra Pradesh, Karnataka, Kerala, Tamil Nadu and Telangana. “This uptake in purchase signifies increased purchasing power and consumer confidence in the region, driving demand across various FMCG categories,” the report said. Companies said demand has improved for the entire country too, since January-March. The Retailers’ Association of India (RAI) reported growth rates in the west and north matching that of the peninsula only in April, with the south being India’s best-performing region in the past 12-15 months. RAI tracks retail-level sales growth across categories every month. In April, retailers in the south expanded sales 5% year-onyear against a 4% pan-India growth rate. In December, there was 7% growth in the south compared with 4% pan-India, RAI data showed. RAI chief executive Kumar Rajagopalan said the peninsular region is reporting better growth even for discretionary categories due to a far higher younger population and high disposable incomes. For FMCG, the growth is expected to be better as supermarket penetration is twice the rate of the rest of the country and this ensures higher shelf space for all categories of new products, he said. Chief executives said the southern recovery has been faster due to far greater concentration of new-age sectors such as startups and tech companies, which employ a young workforce that can easily afford higher discretionary expenditure. Manufacturing investment too has been robust, while remittances from overseas have bounced back after the pandemic in states such as Kerala. Marico chief executive Saugata Gupta told ET the south might be expanding faster due to more urban centres. The FMCG industry’s growth rate has been led by urban markets for five quarters till last calen dar year, while rural growth became higher only in January March. “This fiscal, the north will pick up in tandem with the rural sales recovery that has started. Growth rate in the east is low, while the west has become saturated,” he said." Full report: https://lnkd.in/g-q4rsW3

5

Keynote Address Highlights: Ashish Pandey, Global CIO, Dabur India Limited at the #TechSenate North 2024 | 19th October 2024 | Agra Topic: The Role of AI and Machine Learning in Reinventing Traditional FMCG Businesses [1] Today, modern consumers demand personalised products and experiences. Hence, the industry is deploying advanced IT solutions to cater to the evolving demands. [2] The FMCG sector in major economies across the globe have significant exposure to technology and focus on AI-driven innovations. [3] AI enables real-time analysis of market trends, allowing companies to quickly adapt to changes in consumer demands. [4] AI analyses historical sales data and external factors to more accurately predict demand, reducing stockout and overstock situations. [5] Today, FMCG is leveraging AI-powered insights to develop personalised product recommendations and enhance customer engagement through digital channels. Srikanth RP | Nivedan Prakash | Harshal Desai | Adarsh Som | Sayantan Mondal | Mansi Singh | Bidhi Rajput | Vishnu Gupta | Aaratrika Talukdar | Atreyee Chakraborty | Kopal Jain | Durgaprasad Talithaya | Sunil Kumar | Debnarayan Dutta | Deepak Patel | Ashish Damania | Aparna Tawade | Praveen Kumar.S | Saksham Sharma | John P K | Muhurta Shinde | Nilesh Mungekar

52

Somany Ceramics CEO Expects 'High Single-Digit Growth' H2 On Improved Capacity Utilisation Somany Ceramics' Managing Director and Chief Executive Officer Abhishek Somany believes that the company's performance in the second half of the current financial year will improve, on the back of enhanced capacity utilisation and better margins amid expectation of demand stabilisation. He told NDTV Profit that the performance of the tiles and bathware manufacturer will be driven by its own manufacturing plants as well as its joint ventures in the tiles space. Net profit of Somany Ceramics Ltd. fell 38.4% year-on-year to Rs 17 crore in the second quarter of fiscal 2024–25 against Rs 30 crore in the same quarter last year. Ebitda margins shrank 180 bps YoY to 5.1% from 6.9% in the year-ago period. The sharp decline in net profit, according to Somany, was triggered by the drop in the company’s capacity utilisation. “We've been able to maintain the same margins as the last quarter considering that the capacity utilisation is lower, which means that we have been able to do some good stuff around cost and also some value addition which we've done... Going forward, it's going to be a better H2 than the H1,” he said. Acknowledging that Q1 was a washout, he blamed the incessant rains for affecting the company's performance in Q2. However, he added, “We are looking at a much much better quarter three and a much better quarter four. With that, the margins will also go up because the capacity utilisation obviously will become better.” The top executive added that the company’s own manufacturing plants and the joint ventures it has entered in the tile segment will drive growth in the second half. “In the first half, the own manufacturing came off a little bit and trading went up but that would reverse. The minute I say capacity utilisation going up, that means it would be for our own manufacturing and our JVs where we have between 50% and 80% (utilisation) in most of them,” he said. Somany pointed out that the company is largely unaffected by pressures in the export market, because it has minimal exposure there. “As far as India is concerned, it's a clear five months going forward. So, capacity utilisations will be much better. And we're looking at a double-digit growth or a high single-digit growth in the H2.”

2

The F&B Industry in India shows no signs of slowing down. With the steady growth of consumerism in tier-2 and tier-3 cities, manufacturers need to start planning their retail channel strategy for tomorrow. #FMCGIndia #Retailing #FoodAndBeverage #ConsumerGoods #Startups

39

4 Comments

Poor stock availability distorts the sales history in several ways. Most companies take past sales as a surrogate of consumer demand. In CPG companies, several companies are still using primary sales (company to distributor) as the demand trigger. Some have moved to secondary sales (distributor to retailer) as the basis for understanding consumer demand. Both these measures can be severely affected in case of poor stock availability. If an item is out of stock, its sales are affected, thereby our demand estimates get subdued. That’s not the only impact. In many cases, sales teams compensate for this loss of sales by selling more of another item. Of course, it depends on their ability to influence the customer to buy more. This influence is quite high in primary sales and relatively lower in secondary sales. Such overselling distorts the sales history of the second item as well. It is quite usual for the stockout of a key product to distort the sales of the entire portfolio. If we are using this distorted sales history to understand demand patterns, we are likely to draw wrong conclusions and create more mismatches in future. We must correct sales figures for stockouts to understand past demand. Better still if we move closer to consumer and take either retailer offtake (if possible) or retailer orders as a better surrogate of actual demand. #supplychain #design #demand #sales #primary #secondary #availability #inventory #stockout #history #demandpattern #offtake #retailerorder #toc #tocplus #demandsensing #improvement #poogi #primenuggets

33

3 Comments

Thanks Dr. Rajarshi Debnath (Ph.D.) and the FORE academic team for this opportunity of Guest Lecture on one of the marketing topics of this semester to year 1 students. It was a great learning experience for me and hoping that I was able to impart the required learning to the class. Thanks again 🙏 #FORESchoolofManagement #FSM #Corporate #FOREmulaForSuccess #FOREverconnected #FOREverEvolving #PricingStrategy #marketing

151

9 Comments

Can the paint industry brush off challenges? With price cuts ending and focus on waterproofing and urban growth, is a turnaround on the horizon? Hear from Abhijit Roy of Berger Paints India! Watch the full interview here: https://lnkd.in/duPNhhdU Anisha Jain Nikunj Dalmia Times Network

9

1 Comment

IT sector stocks surge post Q1 earnings! What's driving their success? FMCG sector in focus. Get expert insights from Sandip Sabharwal on market trends and opportunities! Avanne Dubash Ajaya Sharma Nikunj Dalmia

3

A super light and fun read with diverse business case studies “Storm the Norm by Anisha Motwani”. Cases from India market (mix of home grown, multinational and global brands), but quite relevant for marketers operating in emerging economies. 20 case studies of brands from diverse categories and contexts that succeeded in the face of great challenges. Mix of Entrepreneurial journeys that disrupted the market by uncovering hidden opportunities and creating entirely new categories; Challengers who really put up bold fight and won against established leaders by innovative products, services and marketing and of Legacy brands and companies on how they kept reinventing the core and continued their winning journey. This is a book from 2016 so does not included D2C or new age startup case studies but covered cases are good to understand business dynamics and tool kits available with marketers to create disruptions. Written with most inputs from brand and marketing teams so has a bit of boasting at time but still quite lucid with good analogies and insight on strategies undertaken and key roadblocks faced. Another bonus; this book is available in Kindle Unlimited for free.

15

3 Comments

If you know someone who would be a perfect fit for this job, please tag them in this post or leave a comment to enhance its visibility. Let's spread the word and help connect those in search of new job opportunities with the information they need to succeed. --------------------------------------------------------------------------------------------------------------- Disclaimer:  We are simply resharing job vacancies we come across on LinkedIn and other social media platforms. This LinkedIn post is intended solely for informational purposes. The job vacancies listed herein are collated and shared based on publicly available information from various online sources including LinkedIn and other social media platforms. We expressly disclaim any direct or indirect connection, commercial partnership, or affiliation with any of the organizations mentioned in this communication. We urge all users and viewers to independently verify the accuracy and reliability of the information provided and to engage directly with the official recruiters or representatives of the organizations through the provided contact details for any inquiries or applications related to these job vacancies. Please be advised that we do not provide personal referrals or any form of endorsement for the job vacancies listed, and we cannot guarantee the validity or accuracy of the information provided. It is the sole responsibility of the individual to secure their application with the respective organizations. By using the information provided in this communication, you agree to take full responsibility for your actions and agree to hold harmless our platform and any of our affiliates from any potential claims, damages, or liabilities arising from your use of the information. Your reliance on the information provided and any resultant actions are strictly at your own risk. --------------------------------------------------------------------------------------------------------------- #JobSearch #HiringNow #CareerOpportunity #NowHiring #JobOpening #JobAlert #EmploymentOpportunity #WorkOpportunity #JobPosting #NewJob #JobVacancy #ApplyNow #JobHunter #JobSeeking #JobSearchTips #JobListing #JobMarket #FindAJob #CareerGoals #Employment #Recruiting #JobHunt #DreamJob #AadityaaRC #CareerDevelopment #OpenPosition #HiringAlert #JobOpportunity #JobSeekers #GetHired ---------------------------------------------------------------------------------------------------------------

Ghodawat Consumer Ltd. (GCL), the #FMCG arm of the Sanjay Ghodawat Group, has named Shanta Vallury Gandhi as a new member of its Board of Directors. Click on the link below to know more... Ghodawat Consumer I Sanjay Ghodawat Group I Salloni Siroya Ghodawat #appointment #FMCGcompany #retailindustry #retailgrowth #retailing #businessgrowth #Indianretailmarket #retailresults #retailindia #retailupdates #retailsectornews #businessnews  #retailbusiness #ir #IndiaRetailing

8

🔍 Holoflex Insight Counterfeiting continues to impact multiple sectors, with the highest incidences in apparel, FMCG, and the automotive industry. A recent report from CRISIL and ASPA sheds light on the severity of this issue, highlighting the risks in other key industries like pharmaceuticals and agrochemicals. At Holoflex, we're committed to combatting this global threat by offering secure holographic solutions that protect brands from counterfeiters, ensuring authenticity and trust. 🌐 Learn more about our security solutions at: www.holoflex.com #BrandProtection #CounterfeitPrevention #AntiCounterfeiting #Holoflex #ASPA #SecurityHolograms #HolographicSolutions #PackagingInnovation

34