Overcoming Challenge of Sales Growth

What is the biggest challenge SMEs face in India ?  SMEs in India are fraught with challenges - from credit, cash flow, capacity utilization to trained manpower and technology. However, what's the biggest one ? A recent survey by Mumbai based A&A Business Consulting has brought out interesting facts. Contrary to popular belief - largest chunk of 47 percent surveyed SMEs cited sales growth as main problem they are facing rather than working capital or credit (1).

Many SMEs start on a profitable idea, grow well during initial days but growth tapers down with time. The result is very few SME success stories - most SMEs are stuck with very low sales growth - remaining small for ever. This typical Indian phenomenon has been recognized by experts long back and termed 'Missing Middle' - meaning there are few large firms, many tiny ones and nothing in between (2).

Why Sales Growth Slows Down

Most of India's micros and small enterprises can be found in 5000 industry cluste…

Understanding Indian Distribution Models

How To Price Your Product Realistically And Avoid Common Mistakes

Communicating Online - How To Approach New Customer First Time

Contacting new customer first time is a challenge. Doing so online is even bigger challenge. Any business where buyer and seller can not see each other, have never known each other and interacting for first time - communication assumes an extremely important role. Add to that anonymity of Internet inducing higher insecurity and uncertainty. The seller must be careful not to say or do anything that might hurt buyer's sentiment. If online business is so tough, how come so many are doing fabulous business through online ? What could be the secret sauce for successful online business communication ? We discuss here few Do's and Don't s and in next issue practical examples of how to style a business communication. is one of the first B2B portals in India, launched way back in 1997. Over the years, I have come across many success stories in online business - and few sob stories. While there may or may not be any universal law for achieving success in online busin…