SIBM Pune hosted Mr. Salil Dalal, President – Sales and Marketing – Fevicol Division at Pidilite Industries Limited for a leadership session on Sales and Distribution. Mr. Dalal introduced Pidilite’s presence in the country, addressing how the company has grown over the years. He spoke about the multiple business models, citing examples of how Fevicol is managed as a brand under Pidilite.
The first half of the session was on sales management.Mr. Dalal introduced various distribution models followed in the industry, both on a local as well as global landscape. He provided insights into how CFA’s, wholesalers, distributors, and retailers work by talking about similarities and differences between their roles in a distribution channel. Mr. Dalal spoke about various schemes and methods utilized by the partners in the distribution channel to increase sales.
Mr. Dalal provided a deep dive into how retail works in consumer marketing by providing real-life examples of interaction he and his team has had with retail partners to showcase the diversity in the thought that goes into a distribution channel. Mr. Dalal concluded the session with ways to succeed at the summer internships that students undertake and advised them to make most out of the opportunities made available over the course of the internship.
Director – SIBM Pune