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.
₹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
Name where the ₹8.49k Cr comes from before FY27 planning: new categories carry ₹558→₹800 Cr, Q-commerce is the fastest channel at 35%, and franchise-bottled volume is the lever that moves turnover without proportionate filed revenue. Anything unnamed is aspiration.
Do not meet it on price across the board — that funds the disruptor's strategy with your margin during a recovery. Defend on grammage and availability at the ₹10 point, and hold the premium end (Bombay 99, Appy Fizz single-serve) at price where the equity does the work.
Two moves, both yours: re-cut pack architecture on the ₹10/₹20 sparkling SKUs so the consumer price holds while the slab is absorbed on grammage, and re-point the Appy Fizz media weight behind the 5%-slab juice line where the same equity carries. Brief the advocacy line off the same numbers.
Each lost account is distribution & franchise revenue that won't repeat.
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.
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).
Repeat-order 98% is 2 below peer — build a business-review plan to grow the relationship before renewal.
Cash position healthy (DSO 22d, within peer). No action.
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 |
Read it as a worklist: Diversify = whitespace ≥ ₹100 Cr · Grow = repeat-order ≥ 108% · Defend = high churn risk · everything else, maintain.
One click into the owning view — each reads the same live governed dataset.
The qualified cross-channel / new-category list, ranked by value.
Work list →Resolve the golden record & term conflicts.
Resolve →Rack-and-stack accounts, brands or regions.
Compare →CEO brief — customer pulse and top actions.
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