Krish Iyer, President and CEO of Walmart India, expressed his optimism about the future of his business. In India, Walmart does not sell directly to consumers. Instead, the company is an organized wholesaler or cash and carry operator that sells merchandise to local kirana stores, hotels, and catering firms. This model responds to the way India handles foreign companies to compete. Nearly 90% of all consumer goods are sold through small kirana stores. The distribution channel is highly fragmented as there are about 10 million kirana stores in India. Consumer companies typically sell product...
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