SCSchauna ChauhanChief Executive Officer▾

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Channels & Trade 360

Per-channel intelligence — health, cash, whitespace and the next move for sales, key-account management and credit across GT · Modern Trade · Q-commerce · HoReCa · rural · exports.

Parle Agro Private Limited · FY25 (Mar'25, MCA-filed)

India's largest home-grown beverage company

5,500 employees · 84+ plants & units · 50 export markets

▲ Executive read· the answer, then the moves

₹670 Cr of cross-channel / new-category whitespace sits across 6 channels on ₹3,284 Cr of revenue. GT (kirana) is largely cash, so credit risk is low — the move is to diversify into Modern Trade, Q-commerce, rural ₹5/₹10 packs and new categories, while holding credit discipline on the 3 longer-DSO channels (₹534 Cr).

4 of 4 headline metrics improving vs prior · still off target: Revenue Retention 96.0% vs 100.0%, Power-Brand Revenue ₹2,630 Cr vs ₹2,900 Cr, Consumer NPS 62 vs 70

Do now — ranked by urgency

1
₹80 Cr of distribution revenue at risk — Q4 FY26Act now
Why it matters
Each lost account is distribution & franchise revenue that won't repeat.
What's driving it
renewal window Q4 FY26
Signal: Distribution risk
FYI
Of ₹520 Cr up for renewal in Q4 FY26, ₹80 Cr is at risk of non-repeat.
Owner: Joint MD & CMO
Act →▤ open the at-risk accounts
2
₹90 Cr of distribution revenue at risk — Q2 FY27Act now
Why it matters
Each lost account is distribution & franchise revenue that won't repeat.
What's driving it
renewal window Q2 FY27
Signal: Distribution risk
FYI
Of ₹500 Cr up for renewal in Q2 FY27, ₹90 Cr is at risk of non-repeat.
Owner: Joint MD & CMO
Act →▤ open the at-risk accounts
3
Hold credit discipline on the 3 longer-DSO channelsWatch
Why it matters
3 channels (₹534 Cr) carry payment terms and longer DSO (Modern Trade · HoReCa · e-commerce/exports) — the credit exposure to watch in an otherwise cash-heavy GT book.
What's driving it
3 of 6 channels on credit-watch (Medium risk)
₹534 Cr of revenue on terms
FYI
Portfolio revenue ₹3,284 Cr; 6 live market signals tracked
Owner: Credit / Collections
See DSO & AR →▤ open the overdue receivables
4
₹60 Cr of distribution revenue at risk — Q3 FY26Watch
Why it matters
Each lost account is distribution & franchise revenue that won't repeat.
What's driving it
renewal window Q3 FY26
Signal: Distribution risk
FYI
Of ₹480 Cr up for renewal in Q3 FY26, ₹60 Cr is at risk of non-repeat.
Owner: Joint MD & CMO
Act →▤ open the at-risk accounts

📈 Distribution depth & new channelsStep 2 of 6 · GT · MT · Q-commerce · HoReCa accounts, cross-brand◀ Demand & Distribution 360 Order / Tender 360 ▶All journeys

🌐 Enterprise 360 modules· on Channels & Trade 360Browse all 31 views ▾

✅ Todayyour decision queue 📨 Activity & Digestaudit trail · @mentions 🧭 360 Directoryall views by persona 🗺 Guided Journeyspersona flows · step-by-step 🛰 Control Towercommand center 🎯 Strategy & Goals4 pillars · OKRs 💎 Value Creation Planvalue case · ₹20,000-cr ambition 🤖 Cockpit AIrecommend & act 🌐 Enterprise 360the consolidated pane 📈 Demand & Distribution 360demand · sell-through · forecast 🛰 Market & Industry Intelsignals · growth initiatives 🏛 Company Hierarchyorg · segments · entities 🗂 Org Roll-up 360region · segment · plant 📍 Plants & Bottling 360plants · bottling · capacity 👥 Channels & Trade 360GT · MT · Q-commerce · HoReCa 🧩 Customer Mastergolden record · MDM 🧾 Order / Tender 360orders by channel 🔄 Order-to-Cash 360order-to-cash cycle 🔁 Distribution & Fulfilment 360distributors · fulfilment · repeat offtake 🔧 Project / Job 360delivery · job margin 👷 Workforce 360plant workforce · utilization 🏷 Brand Portfolio 360Frooti · Appy Fizz · Bailley · SMOODH 🧩 Sustainability & New Categories 360rPET · SMOODH · new categories 🤝 Growth Initiatives 360new brands · capacity · ROI 🚪 Value Creation & ₹20,000-cr Ambitionmargin recovery · de-leverage · ambition 🚚 Sourcing & Packaging 360mango pulp · PET · spend · risk 💰 Finance 360P&L · segments 💵 Cash 360DSO · AR · treasury 🧬 Ontology & Meshlogical layer · data products ▤ Evidencedrill-to-record · export 🩺 Data Healthfreshness · lineage

↗ Where this connects — act / drill across

🧩Customer Master· the golden record & terms 🔁Distribution & Fulfilment 360· programs & repeat orders 🧾Order / Tender 360· quote the cross-sell 💵Cash 360· the account's DSO & AR

● LiveBuilt forCMO · Sales· where to diversify / cross-sell nextKey-Account / KAM· program & renewal playsCredit · Collections· who to chase or hold

Pick a channel for a one-page profile that turns the data into a move — a cross-channel play for sales, an expansion plan for key-account management, and a collect-or-hold call for credit — each benchmarked against the portfolio.

Data backing: customer · opportunity · signal · kpi (repeat-order/DSO/GM peer benchmarks)

Select an account

General Trade distributor network

Diversify now

National account · GT / kirana

Customer health

churnLow

Financials

Revenue

₹2,100 Cr

Power-brand

₹1,500 Cr

71% power-brand

Order book

₹300 Cr

Gross margin

47%

+2.8 vs peer

Repeat-order

98%

-2 vs peer

Whitespace

₹200 Cr

cross-channel

Cash & credit

DSO

22d

-6 vs peer

Aged AR

₹0 Cr

modeled >30d

Churn risk

Low

Signals & pipeline

No external signal on file.

No open opportunity.

Next best action · by stakeholder

Sales / CMO

Diversify into ₹200 Cr of cross-channel / new-category whitespace — GT / kirana channel already at 71% power-brand mix; attach the missing channel or category (Modern Trade, Q-commerce, rural ₹5/₹10 packs, or new categories like SMOODH / Bombay 99).

Key-Account / KAM

Repeat-order 98% is 2 below peer — build a business-review plan to grow the relationship before renewal.

Credit / Collections

Cash position healthy (DSO 22d, within peer). No action.

Exhibit 1

All channels · one decision each

6 channels · ₹3,284 Cr revenue · ₹670 Cr of cross-channel whitespace · 3 on credit-watch.

Channel	Type	Revenue	Power-brand	Repeat-order	DSO	Whitespace	Health	Verdict
General Trade distributor network	GT / kirana	₹2,100 Cr	₹1,500 Cr	98%	22d	₹200 Cr	88	Diversify
Modern Trade (DMart · Reliance Retail · More)	Modern Trade	₹400 Cr	₹320 Cr	102%	32d	₹120 Cr	85	Diversify
Rural sub-distributors	Rural / deep distribution	₹314 Cr	₹210 Cr	96%	20d	₹110 Cr	80	Diversify
Q-commerce (Blinkit · Zepto · Instamart)	Q-commerce	₹250 Cr	₹180 Cr	108%	18d	₹130 Cr	86	Diversify
HoReCa & institutional	HoReCa	₹190 Cr	₹120 Cr	100%	35d	₹70 Cr	79	Maintain
E-commerce & Exports	E-commerce / Exports	₹30 Cr	₹20 Cr	97%	40d	₹40 Cr	76	Maintain