The better quotation loses orders every day.
There is a workshop in every industrial estate making a better part at a lower cost than the supplier who got the order. The gap between those two facts is what this subject is about, and it is where twenty-two years of Kirtiraj Gohil's career was spent — latterly as Zonal Head for Saurashtra and Kutch, with a trade network grown from 24 partners to 59 and 36 retail counters, and at his widest running a ₹150 crore, two-state operation with a team of 1,100+.
What follows covers the mechanics rather than the motivation: where revenue leaks between a lead and an order, how a channel is designed rather than accumulated, what a distributor is actually optimising for when they quietly stop pushing, and why a sales team that is busy is not the same as a sales operation that is accountable to a number.
Everything on sales & distribution
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The work behind it
Where this becomes an engagementReading is the free part. Marketing, Branding & Sales is where this subject becomes an engagement — give the business a position worth defending, and a sales operation that can be held accountable to a number.
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