Win-win partnership: A partnership should be built on a foundation of mutually shared values, especially trust and respect. Don’t dump inventory on dealers. At Castrol, we ensure our distributors are despatched goods on a replenishment basis to make sure they have the right quantity and mix. Through them, we service the largest number of customers directly and all dealers know the day and time they will receive stocks.
"Involve dealers in decision-making by proactively seeking their inputs"
Ravi Kirpalani, MD of Castrol India, on how to keep your dealer network motivated at all times
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