Sanjay Dawar

Winning the trust of rural consumers

In the final part of the series, the authors discuss why companies should shift from a 'push' strategy to a 'pull' strategy to win in rural markets

Do you know the real rural consumer?

Increased awareness and aspirations are creating distinct consumer segments in rural India

The changing profile of rural consumers

Companies need to innovate their mobility platform to drive awareness among rural consumers

Building a global leadership team

In the last part of the three-part series, Sanjay Dawar and Anurag Gupta explain how the successful Indian globalisers excel at leadership and talent management to pull ahead of the competition

The three secrets of successful Indian globalisers

In the second part of this three-part series, Sanjay Dawar and Anurag Gupta explain how advanced globalisers differentiate themselves in the marketplace to establish a recognised global brand

Indian MNCs on the global path: the trip will be tougher

In the first part of this three-part series, Dawar and Gupta explain why Indian companies eyeing global markets have much bigger challenges to face up to than ever before

Retaining rural customers

While in urban markets the customer retention strategy focuses on reducing churn, in rural markets sustaining product use through an efficient after-sales service is the main concern

Designing the right rural distribution model

Poor infrastructure and fragile channel relationships often frustrate companies' efforts to seize the growth opportunities in rural India

Making the right connection

When it comes to reaching India's rural customers, the biggest obstacles are inadequate distribution networks, partners with limited capabilities, long payment cycles and weak marketing channels

Marketing to rural India

Distribution is the most important factor when it comes to selling to rural India

Ensuring a prosperous future

Creating advantage from adversity

With uncertainty and complexity now becoming a permanent feature of the business landscape, companies have little choice but to develop a strategy to manage it

Harvesting talent for business needs