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| Paresh Gujarati is a distributor of Italian confectionery major Perfetti Van Melle in the western suburbs of Mumbai. |
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| He does business worth Rs 10 lakh every month which, he says, is at least Rs 3-4 lakh more than what his peers make, who distribute competing confectionery brands. Gujarati is very enthusiastic about his work. He has reason to be. |
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| Ever since Perfetti revamped its distribution strategy a year ago, the company has doubled its depth of distribution. And it shows. Consider these numbers. |
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Previously the company sold stock worth Rs 150-200 to a small retailer per week; today it supplies stock worth over Rs 400 to the same outlet. An outlet that stocks products of closest competitor Parry
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