Kadri Vunder Fontana

Sales Channels for Targeting Base-of-pyramid Markets in India: Distribution Strategies for Industrial Chemical Goods in India Kadri Vunder Fontana

The book describes business models and the internal key success factors for distribution organizations that target base of pyramid converter markets with industrial chemical goods. The study has been conducted solely from the perspective of the distribution organizations. The work concludes with a description of the aspects of a generalized business model that are applicable for a distribution organization targeting base of pyramid converter markets. General key success factors and business model aspects that are relevant include efficient direct sales, disruptive innovation in products and processes, diversification, relationships and social contracts. The book gives suggestions to Multi National Corporations regarding the set up of sales channels in India in order to reach base of pyramid converter markets.