White Movers®, a Dairy sector offering has achieved about 15% cost reduction, concomitant sales growth and better customer service. Extended Distribution®, presently being offered to Pharmaceuticals like Glaxo and Pfizer, has reduced stock-outs and competitor dumping. Success of this portfolio has led to the transformation of M&M-TSG into a matrix organization and also to my elevation from a regional team leader to core group member at Satyam.

In designing and commercializing these offerings, I have drawn upon my ability of bringing people together and forging synergistic opportunities for creating solutions enhancing both-client and its’ customer’s business performance. Further, teamwork, perseverance and focus on creating employee stake has ensured client buy-in across the board from the CEO to the front-liners and has contributed to my success.

The competence in supply chain management, necessary for solution design, was acquired during my previous experience in distribution, collaborative approach and project management. The first assignment in a small beverages company, and the battle against Pepsi, educated me to the potential of ‘distribution as a competitive strength’. Subsequent training at Institute of Rural Management, Anand (IRMA) equipped me with management skills and exposed me to the ‘collaborative approach’- a IRMA philosophy. Post IRMA, conceptualization of the “incremental retail off-take” based Contraceptive Marketing Project posed a distribution challenge in terms of size and partners. This led me to apply “Direct Store Delivery (DSD) with Regular Replenishment” format along with stakeholder collaboration for creating a network with 120,700 delivery points spread over 37,731 locations. This network designed to ‘introduce and market contraceptives’ is the least cost initiative globally.

Thus, from establishing a distribution network in the project I moved to enhancing supply chain efficiencies at Satyam. Concentrating on the immense scope offered by the Indian retail structure that is characterized by fragmentation and lack of POS data, I have extensively deployed DSD and Continuous Replenishment concepts in designing solutions for sectors such as Dairy, FMCG, Health and Pharmaceuticals.

The next logical step in my career is collaborative initiatives in supply chain. ECR and CPFR are well under way across the globe, offering an appropriate fit between the program and my capabilities in Project Management, Solution Design, Distribution and Team Leadership. Expatriate status would not limit my performance in socio-economic and cultural mosaic as I not only enjoy but also perform in diverse environments.

Collaboration in trade practices sets a new benchmark for me, which, I should enjoy in near future.