Sales & Distribution · 2026
Distribution Expansion & Retail Performance Analysis
Client
ITC Limited
Role
Sales & Marketing Intern
Year
2026
Category
Sales & Distribution
Mapped a live FMCG distribution network to surface 120+ unserved outlets and a clear growth thesis.
400+
retail outlets surveyed
The Challenge
Identify distribution gaps and understand the key barriers preventing unserved retail outlets from joining ITC's FMCG distribution network.
The Approach
- 01
Designed and executed primary market research across 37 market beats.
- 02
Structured interviews around availability, trade margins, credit support, and service quality.
- 03
Segmented retailers by potential and reason-for-non-participation to prioritize expansion.
The Outcome
Surveyed 400+ retail outlets across 37 market beats through primary research.
Identified 120+ unserved retail outlets with actionable onboarding paths.
Delivered channel-growth recommendations grounded in retailer expectations.
Skills Applied
- Primary Research
- Distribution Strategy
- FMCG
- Retail Analytics
From the Field
Documentation from the market beats surveyed.
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