Revenue & Commercial
The Promise
Forty minutes with West Delhi's gatekeeper distributor. Two rivals offer 12%. You're held at 8%. Find out what he actually needs before you pitch.
- You
- Key Account Manager
- Across the table
- Rajesh Khurana, Proprietor, Khurana Distributors
He speaks first.
Every month a new brand sits in that chair. Funded, famous on Instagram, in a hurry. Two came this month itself, both offering 12. You are offering 8, and my shelf is full, and the brands on it have never once made me apologise to a shopkeeper. So tell me. Why should I drop a brand that has never failed me, for yours, at a worse margin than the other two gentlemen in the queue?
The brief comes after you sign in.
The situation
West Delhi's shelf, forty minutes.
Rajesh Khurana decides who gets space at his distributorship. Two rivals have offered 12 percent. Your brand is held at the category 8. Your area salesman heard it over chai.
You are the key account manager. Forty minutes. He did not build that godown to collect margin points, and you do not yet know what he actually needs.
- Rivals are already in with a higher rate.
- Your rate is capped.
- Shelf space is his to give, and the clock is short.
The session
About twenty minutes.
You sign in with your email, read the brief, and have the conversation. A short reflection comes first. Then the coaching debrief, on what you did. The transcript stays with the session. You do not see a score.
- Email sign-in
- Coaching debrief
- Up to 20 turns
Before you start
What people ask.
Who am I in this conversation?
You're the Key Account Manager for your brand. Rajesh Khurana owns the West Delhi distributorship and sets terms for who gets shelf space. You get the full brief after you sign in.
Do I need FMCG or trade experience to practise this?
No. The brief has the rate gap and the competitive offers. You're practising finding what he actually needs before you reopen the pitch.
What do I leave with?
A transcript of what you actually said, and a coaching debrief on what it cost you. You answer a short reflection before that debrief appears. You do not see a score.
Can a team run the same scenario?
Yes. Each person gets their own conversation. A pilot is how a cohort starts: same brief, separate transcripts, one place for the programme lead to read them.
Beside this one