 سلام علیکم خواتین حضرات، وصیم احسان ویلکم سیوٹر the virtual university of پاکستان We are proceeding toward lecture number 30 of the brand management MKT624 The topic of discussion still remains channel systems I was talking about how a good channel system builds up value for the company as well as for the customer toward the end of the previous lecture I am going to start my lecture with the remaining parts of the same concept that I was talking about in the previous lecture Good channel systems build up value to product quality The meaning systems make sure that the product is delivered to the customer in the quality which was envisaged by the manufacturer And also the inventory management systems which support the availability of the product in its best possible quality form Are also part of the channel management systems which ensure good value for the company and also for the customer And then we talked about the importance of training and knowledge Which are imparted to the customers in order to make sure that they do understand very well how to use the product And what really are the functions in the optimal form And I also talked about the product availability in its total assortments With the meaning the good channel system has got to make sure that your brand is available in the market With the buy all formats With the buy differentiation through ingredients With the buy extension through flavors, tastes and so on and so forth And I also talked about the importance of good channel system Serving the customers through offering with a very good service Service in the form of transaction services While the transaction is taking place and services in the form of after sale service The value build up does not end there Those were a few of the factors that I talked about And the remaining ones I'm going to talk right now A good channel system could also build up value through image And in other words a good channel system could build up image of the brand and also of the company It is the responsibility of the management to develop a kind of a system Which is compatible with the associations which you want developed on part of the customer And the A system which also is compatible with the brands persona which you develop Because without saying that associations which you want developed in the minds of the customers Are a part of the brands persona And you will also recall that brands persona deals with all those characteristics of the brand Which could be translated into kind of human form or human characteristics Like a brand is reliable, a brand is durable, a brand is fashionable A brand is expensive, it carries an appeal of richness A brand is average, so on and so forth So it is the responsibility of the management to develop a channel system Which is compatible with all these factors To give you examples Let's take a look at luggage Luggage is available in almost all good supermarkets But then at the same time if you are dealing in a brand which is very exclusive You may not like to sell your brand through any retail outlets You may like to go for very specialized stores And if you are not very happy and satisfied with that You might like to go for stores which are owned by the company So that you can already develop the right most associations And you really can create an ambience Which is very compatible with the positioning of the brand Examples could also be given in the case of the watches for example Fashionable watches, the mountain bikes for example The mountain bikes which are very much in vogue nowadays Could not be available at every store that sells bicycles Examples can also be given in the area of FMCG But if you are selling a product which is very much differentiated And is extended by some very special ingredients Something for diabetics for example You may like to go for the channel which is very compatible with that So the lesson here is that the good channel system Is always very compatible with the nature and the character of the product And the associations and the brands persona Which you are trying to develop because otherwise That's going to be conflict and the right kinds of associations The image and the personality of the brand Because it may not be developed the way you want Another area where a good channel system builds up And the value for the company is cost efficiency And that's something that I've been talking about every now and then But here in a very special context What we have to keep in mind is that the more you sell The lesser are the costs and it is the responsibility of the management To see to it that your system is very cost efficient In other words you end up selling high volumes Or a desirable level of volumes Which are part of your objectives And you know why those objectives were set And the numbers you are wanting to achieve So on and so forth This is where the concept of optimization comes in And optimization in terms of distribution When you are distributing your products You cover a certain geographic area Meaning a certain part of the city No matter what that part of the city Or that part of the market has not to be covered Now if you cover the 100 stores As against 50 stores Your cost automatically will go down So this is how you optimize your distribution By extending your coverage Or by intensifying your coverage within the area So the more you sell the lesser are the costs And the more efficient is the system The more profitable is the business So it is the responsibility of the management To develop channels which are cost efficient And at the same time deliver all possible benefits to customers This is all about the value with the build up With the help of a good channel system Now the next topic Which I really want to cover is Relates power You will be astonished by what I am talking about Power is something Which really is talked about by all the managers And all the business people who are involved In one particular line of business Who controls the channel is a question That attracts everyone's attention Among all members of the channel You must have heard that Company XYZ is so strong That whatever it introduces With the people in the market Are always more than pleased To go to the company and seek distribution Because they know that the selling product Of that particular manufacturer Is going to bring them profitability So that is the role of the power Which really attracts those people Toward that business You must also have heard about the companies Going to very strong distributors Making sure that their brands are distributed By famous distributors In order to make sure that the customer reach Is optimal And the product is available At the locations of customers preference So the companies do talk About those parties Which you can have very good reputation In the marketplace So from that point of view Those parties carry power Basically it is the ability of the brand To offer value to customers That drives power all along the channel So in other words It basically is the brand power Which makes manufacturers That are so powerful and so important And so attractive Because of the channel It again is the power of the brands That make certain distributors Or distribution houses That much powerful That most of the businesses Would like to go them Talking about developing a relationship In terms of distributing their products It is a two way process Through which the brand accumulates Of the power By offering value to customers And by offering opportunities Of growth to intermediaries I'm going to talk about this In a few moments But I think it goes without saying Since a brand moves through different phases And through different stages Of the channel At every stage It changes ownership And the people all along the line Invest into it And that is how It develops certain relationships All along the line And that is how It offers power to all of them And that is how It offers opportunities To all those customers To have value And build up value So it is basically a two way process And as a result of which We can easily say That mostly it is the brand power Which becomes the basis of power On part of the manufacturers Distributors And other intermediaries All members of the channel Could have a certain relationship With the brand like I said earlier And it is the level of this relationship Which defines the level of advantage Which that particular intermediary carries And it is this relationship Which also defines the amount of power Which that particular intermediary derives Out of that relationship So we have got to be very careful And very mindful of the level of relationships Which our brand has With the different members of the channel So that we know When and how To bring about strategic shifts In our strategies And also in our tactics Power is something Which has got to be dealt with very delicately If you are a manufacturer And you think your distributors are very powerful We have to deal with them accordingly And vice versa So it is the relative degree of power And the relative degree of advantage Or advantages Which come to you Because of that power And it is taken into consideration Before you make any strategic moves Or you make any strategic decisions When I talk about relationships At the different levels And the advantages And the amount of power And I think it is obvious That I am talking about a system Which is essentially indirect And which is kind of multi-layered And at every layer You have a function of power And the function of power is defined by The brand power And a few of the factors Which I just talked about It also means that In an indirect system The power is diluted And it is diluted Amongst so many different members And I already have talked about The power being very relative To the situation And to the relationship Meaning there are some Who have more power And there are some Who have less power Let us now define What power really is I think we are quite very clear about The function of the power Place in the marketplace And we must be having a lot of questions Flashing into our minds About the role The level of power plays in the market In the context of distribution channels Power is defined By social scientists As the ability To have others do Something that otherwise Would not be done In other words The ability to cause a change Now what is this change Let us now talk about this change In the context of power Relating distribution channels It is the ability of one channel member To influence or alter The behavior or decision Of another member Let me explain this With the help of an example A manufacturer May influence retailers To gain the prime locations With the weather in their stores And its products And if the manufacturer succeeds In gaining those prime locations Power is exercised I think it is understandable But then at the same time Is something very interdependent With the meaning all the members depend on each other And it is because of that interdependence That the power is never absolute It is relative And like I said Some have more of it And some have less of it For a new manufacturer Just to give you an example Distributors and retailers May pose challenging demands Thus exercising their power Towards the pricing strategy What does this mean You are a new manufacturer for example And you are introducing a new brand And you are dealing with the members Who really are very powerful Even if they are not very powerful They are powerful Given your situation Because you need their help And you need their power To make your brand successful And they might turn around And tell you Well, we would like to have more margins And you find yourself kind of helpless And you agree to that When that happens And the strategy gets changed How? In two different ways One is You may have to go for price increase I mean an increase over What you had envisaged Because you think If you do not go for this price increase You just cannot afford To pass on the kind of margins Which these members are wanting The other way to go about it is That you do something with the margins Changing the price And you do that at your own cost If you increase the margins Of the members of the channel That are very demanding You cut into your own margins Which means less profitability So these are the kind of implications Which are caused in the marketplace Because of the function of power And therefore You've got to be very sensitive to the relationship Which you and your brand has With different intermediaries In terms of the level of power they have The more powerful someone is The less powerful someone else is But it is kind of an inverse relationship It does happen at times That the manufacturer and the manufacturer's distributors Both happen to be very powerful And in that particular situation Again it is a question of relativness You have to be sensitive To the level of dependence on each other Whether you are working for the manufacturer Or you are working for the distributor Or for that matter you are working for An important major retailer The question that arises here is What is the source of power? Well the prime source in most of the cases Is the brand itself And that is what I have talked about Power also comes to you Because of the reputation Meaning good reputation And because of an established relationship With other members of the channel Over years and years and maybe decades Let us take a look at the different sources Which offer a certain level of power With the different members of the channel The first one is rewards What is rewards power? Well rewards power is One member's ability to give Another something of value To explain this with the help of an example A retailer offering shelf space And point of sale support Of value with the two manufacturer And the manufacturer in return Offering in a good pricing Maybe better margins And promotion support And a little bit of advertising And extended payment terms for example So what is happening is That power is being exercised at two different ends And that is the beauty of the relationship And that is the beauty of the system Because it is working to the mutual benefit Of both the parties One of the important objectives Of the understanding power And then making your technical moves And also your strategic moves or shifts Is a complete understanding Like I said earlier Of the level of power So that you should not go wrong In making mistakes Meaning in making bad decisions I mean you shouldn't go wrong In making good decisions And because that leads to bad decisions If two different parties Keep on offering incentives to each other Meaning they keep on offering Rewards power to each other They fortified their relationship And that brings in a lot of credibility Within the relationship And that is something which is long lasting And like I said That is something which is good for the system And it becomes something Which is shared Not only by those two parties But by example That can extend it to the other members also The other source of power is coercion Now let me tell you This is not a good source But it is there And the coercive power Which basically means That compelling by force That's what coercion is The coercive power is exercise When one member has the ability To control resources And to change behavior of the other party I think it goes without saying It is not a good source of power But then it is there like I said And this can be explained With the help of an example Where you are again A new manufacturer And you are powerless in a way And you are told That you have to agree to the terms and conditions Which other members want Because you are out of the game And that's coercion The example could be given vice versa A very strong manufacturer Can withhold certain resources Which could be very productive Or which could be translated In terms of rewards If they were given in a very positive way So withholding of those rewards Is the coercive power And let me tell you that The coercive power is Something which brings in conflict Within the channel And channel conflict Is not good for the channel members Even for the member Who is being coercive Because the time is going to come When the other party Which is being coerced Is going to look for alternatives And once the party Realizes that the level of dependence On the other party Meaning the party That is coercing Has lessened The parties Going to break the relationship With the other one So that is the negative side Of the coercive power And it is something Which is very exploitative And in other words It should not be exercised Because there is a natural tendency On part of others to resist it Another source of power Of which is a beautiful source I must tell you that And that is something you must work for Any company you are working for Or you are a part of And that is legitimate power Legitimate power is based on the belief That the one party has the right Or one party is entitled To ask for a certain behavior Going to its reputation Going to its position in the market And the role it plays in the market Such beliefs are held about those manufacturers Who are involved in the production Of very high quality products And those manufacturers Who are involved in a lot of research And development for example And the manufacturers who produce goods That really surpass customers' expectations I think it is natural that The members of the channel Are influenced by the reputation And by the behavior And by the role That kind of manufacturer plays in the market That the grant that manufacturer Status of power So it is something very legitimate But then you see in order For that kind of power To be granted to someone You've got to be a little traditional In terms of your value systems Because unless you have those kinds of values That you respect somebody Who is contributing The development of something Is so beneficial for the whole market And for the customers, consumers, everyone That you grant that status to that party So it is a function of the value systems On part of the different members Of the whole community That is willing to grant that status Another source of power is What is called expert power Expert power stems from Superior knowledge and information On part of one party And that party in most of the cases Is the manufacturer Because a manufacturer Who's been involved into R&D And who knows for the very succinctly Why that product has been brought into being Certainly has the better knowledge Than the one who's going to use that Or the one who's going to buy that As an intermediary To explain this concept with the help of an example Let me talk about the sales force Out of the market Training distributors And retailers about promotional techniques Latest marketing trends About inventory management Just to cite a few On the basis of those What happens is the performance of those distributors And retailers improves When that happens They become more receptive And they are more influenced By the power you have And the equation between the two parties Get kind of further fine tuned When you give training to a retailer The chances are the retailer is going to offer you With a better space And the outlet When you train somebody With regard to inventory management The chances are that the ordering system Is going to improve And that is going to improve To the benefit of all the parties And you as a manufacturer in particular So what happens is the company wheels power In most of the cases You can summarize the whole discussion like this That in most of the cases power Results from a combination of different factors For example a company can have legitimate power And at the same time the expert power I think when a company has legitimate power Expert power becomes an extension of that legitimate power In most of the cases if not in all But at the same token if a company has rewards power The company can wield expert power Or legitimate power somewhere along the line By its behavior By the role it plays in the marketplace So we can summarize it like this That it is a combination of different factors Which gives different members of the channel A certain level of power in the marketplace But what is generally seen in the marketplace Is that brand acceptance and store acceptance Are on top of the list When it comes to the factors that really give you power So brand acceptance and store acceptance To the very important elements Which automatically translates into power For the manufacturer Because he's the one Or she's the one Who produces that brand And store acceptance translates into retailers So we are now going to look at the power With the wielded by retailers and manufacturers And then see how these two And the others in the marketplace Of course distributors and wholesalers Should respond to different levels of power In order to be effective Not only for themselves But for all the members of the channel Because let me explain this And let me express myself very comprehensively That the objective of a good channel system Is profitability on part of all the members Because if you cut the one out Well, you are undermining the whole system So a good system is the one Which is beneficial for all the members Okay, so back to the retailer power And the manufacturer power Let's talk about the manufacturers first It is very obvious for the people like us In the buy now That a multi-brand company Or a mega-brand corporation Is in a better position To have a lot of power And this kind of a company deals with The distributors and retailers From a position of strength How that company deals with Other members of the channel Is that company's choice The meaning Whether the company deals arrogantly Or in a coercive way Or the company ends up giving some rewards Gaining something in the turn Is that company's choice But in most of the cases In the present days world The companies are very prudent And they are very pragmatic In dealing with other members of the channel And that is what make the mega-brand companies And the multi-brand conglomerates Are as huge as they are So the fact remains That the companies that have a huge portfolio Of powerful brands Are going to end up wielding more power than others And companies that have a smaller portfolio Are companies that are dealing And just about one or two brands Have less power And whatever the level of power And whatever is the size of the one company They all have got to be very sensitive To the level of power Joined by different members of the channel That is what it boils down to Let us now talk about the power Which is being enjoyed by retailers nowadays I've talked about two factors One being the manufacturers And the other being retailers So let us now talk about Why retailers have become so important And how to deal with them Given the competitive situation Of the present days market Again, all the businesses have got to be very prudent And pragmatic because of the mutual dependence And this dependence is highlighted More and more in case of the growing power of retailers I pointed out this thing In one of my very first lectures That the balance of power Is shifting more towards retailers than manufacturers Why? Number one, because the final purchasing action Takes place at the retail stores It is that location where the hands are changed And the final touch of what the sale is given to the product Is your brand and it gets into the hands of the final consumer The second factor is that the sector Meaning the retail sector in itself Has become very dynamic It really is the uplifting itself In appearance, in growth In size, in innovation And managerial expertise You don't really have to go out of the country To see how this sector is really improving The emergence of chain stores And supermarkets And also individual retail stores Is changing the whole landscape Of retailing all over the place Even in the overall market Things really have changed dramatically Over the last 15 to 20 years And also in the last 5 years than before Why? Because the people are getting exposed to the international lifestyle Because of their foreign travels They are getting exposed to communications With the help of electronic media Television channels, internet and so on And also they are getting exposed Because of their relatives and friends In the developed world And that coupled with the rising standards of living In this country What is happening is We are coming up with better and better retail outlets So there is a host of factors Like I pointed out Foreign travels and exposure to communication And exposure to the way of living In the developed world On part of those who are very close to us And then learning from those people Coupled with the rising standards of living We are coming up with better and better And more and more retail outlets The whole face of retailing Is undergoing a tremendous change So the change is not only qualitative It also is quantitative This is factor number two Which I've just talked about In relation to factor number one Which is the changing of hands Between the retailer and the final consumer That really have shifted the balance of power Toward the retailers Retailers on their part Are becoming more and more educated So the qualitative change Which I'm talking about Is not taking place only in terms of appearance Or size It also is taking place in terms of With education and training I was talking about the expert power Because the one factor is That manufacturers are training these retailers The other factor is That these retailers are educating themselves They are going into the information systems They are putting up the computers All along the procurement line And write down to where the final sale is made And they have a repository of the information Which is very expensive And which is very useful Not only by the retailers But also by the manufacturers If the retailers are willing to share That information with manufacturers I mean that is one thing Which I can throw some light on And that really relates the area Of what you may call the vertical marketing systems In which relationships transcend Your boundaries Meaning if you happen to be a manufacturer You get into some kind of relationship With the major retailers Who have the kind of information Which I just talked about Because they have beautifully laid out systems And that they can provide you with Some valuable data On consumer purchases On consumer behavior On buying patterns And so on and so forth And on the basis of that You can really improve your customer model And then bring about innovations Which is a continuous perpetual process In terms of brand management So it is the education And training on part of the retailers The sophistication which that education And training have brought about And that gives a lot of power to retailers And that is something Which is adding to the concentration of that power And while dealing with those kinds of retailers We've got to be very sensitive Not that we wouldn't like to annoy them Because we would like to share something with them Which translates into value Meaning profits To the higher level of profitability To the better level of business And all related things These retailers are in a better position To measure the sales relationship With shelf space Location in the store And effects of promotions And provide the detailed and minute Data to the manufacturers So that is the very valuable information Which the manufacturers must seek And going back to the concept Of the vertical marketing systems You may also like to get into If you happen to work for a manufacturer Or for a retailer You may like to get into some kind of relationship Which is inter-organizational And in which you help each other By providing each other Some kind of structured information If you are a manufacturer You can impart the training to retailers And if you happen to be a retailer You can offer that particular manufacturer Something in return And nothing could be better than Data which I was talking about Data relating to shelf space Location in the store And buying behavior And buying patterns And so on and so forth Because this is where you really Can pick up some very valuable information To be able to improve your customer model And then see how you really stack up Against competition The question that might flash into your mind If you are going to get into this kind of a relationship Others, meaning other major players Can also get into that Well yes The question again is Who gets into that kind of a relationship first And who makes the best of it first And who is in a better position To keep others away from that kind of a relationship That all is a part of the marketing battle Which takes place in the field of marketing And you've got to look into all those strategic things As they come or as you may feel They may come and as you may formulate To be preemptive We've talked about the power Which the manufacturers have Because of brand acceptance And we also have talked about Why there is so much concentration Of power with retailers And that is because of the store acceptance Because the people have certain preferences To go to stores which are close to Where they live or which are very fashionable Even if they are not very close by So it is the two areas Of the manufacturers and retailers Where we see a lot of concentration of power How should these two entities Get to operate in the marketplace Given that they both are powerful This is a hypothetical question And this also is something Which you really are going to get into The moment you start working In the practical field Well, the best possible solution To deal with the two respective Four levels is to converge To your power at a point Which is good for the brand Because whatever power you have As a manufacturer or as a retailer It must be used not to show your muscle It must be used to improve your brand Meaning brand's performance You have to make the brand more powerful Because the more powerful is the brand The higher is the level of profitability For both Meaning the manufacturer and the retailer Manufacturers are mindful of the fact That the retailers have a lot of power And off the shift that has taken place In favor of the retailers And they are also very mindful Of the point of convergence Where the brand must be supported With the meaning of point Where the power off the manufacturer And power off the retailer Must converge and meet at a point They are mindful of all that But there has been a reaction On part of the manufacturers And the reaction has showed itself In the form of retail outlets Owned and operated by manufacturers Meaning manufacturers could have opted to go for The own outlets Now this may not be the case For FMCG's Where you are producing In the one line of the products And that may not be very viable In terms of putting up a supermarket But this is quite very viable In terms of many other consumer items Consumer durables in particular And electronics for example Luggage for example Watches There could be a host of different items Because you think of those And it doesn't take the marketing genius To know what those products could be For which you have to have your own outlets But just look around yourself Because within your own market of Pakistan And you will see that you have some beautiful stores Owned by the manufacturers of a paddle And the manufacturers of shoes for example These are two very prominent areas In which the manufacturers are operating Very successfully The fashion apparel Or the garments Which are the casual Have their own stores And same as the case with the casual shoes And also dress shoes Now once you have your own outlets What happens is That the retail brand Becomes the product brand The meaning the product brand XYZ Is also the retail brand And vice versa So there you have a lot of informity And that adds to your power Because the brand gets Double level of strength The channel is not only better controlled It is owned by you So in addition to better profitability and power The management process becomes conflict free Offering better opportunities for growth You have one store today You are going to have another one And another one And the process goes on Retail brand becomes the product brand And again that gives you the double strength Because when you are selling your brand Through a supermarket Or a retail outlet Not owned by the company It is a very different ball game From the one Which is totally owned by you The meaning that you have Your brand being sold At a retail outlet Which has the same brand name So that adds a new dimension To the brand consumer relationship And it defines the whole process all over again The brand's world altogether And like I said earlier You take a look at the chain stores Of the clothing and shoes And you will realize That the whole setup is created with the brand positioning And the brand values Quality propositions in mind If you are selling your brand Through somebody else's store You are not in a position to go for the kind of decor Which is going to support your brand's positioning Or your brand's values Conversely when you have your own store You can develop the whole theme All around the positioning of the brand And you can go for the theme Which is a reflection of the values of the brand If the brand is sturdy You can go for the theme Which is reflected accordingly In terms of the fixtures Which you have inside of the store In terms of the colors Which you have inside of the store And by the same token If you are selling perfumes And those kind of personal care items Under your own brand name You can go for a decor Which is compatible With that kind of products That may not be the case With somebody else's store In other words You can very convincingly express The core values of your brand If you have your own stores That tremendously enhances The scope of the brand's marketing So much for the manufacturers' reaction To the concentration of retailers' power Manufacturers could also خیص کی حق کے لائسے دے کے لائسے کسی بہنچانے کے حق کے بہنچانے پر یا جذبس متیاں کے ساتھ قلدے کی ضرورتوں کے پر اپنینگوے کی قلدیں اس کے لائسے اپنینگوے کے لائسے کسی بہتر تبریج۔ کیونکہ دخلیت کیا بہتر نہیں کوئے سب سے حق پر بہنچانے کے لائسے جو ہے کہ دخلیتوں کے لائسے لائسے جو وہ روزی کا زیادہ مہارنہ کو بکاریت کا حق جلوہ نے منعفیکٹر میں ساتھ لstra podía飛ئیرے دیتا ہوںض pineapple نیٹروبست وہ ساتھ رو تعالی کے بên اور آپ کی ب couchkaar د Pakistani اس بین میں رہےích بعد پر اگر جو آپ جو آپ کا ساعدہ ہوتے ہیں ، آپ کو سوچستہ الساعدہ بھی ہوتے ہیں ، آپ کیہوں نے نعم کی طرف پر ظبہ ہوتے ہیں ، آپ کو سوچستہ ساعدہ ہوتے ہیں ، آپ کا سوچستہ ساعدہ ہوتے ہیں ، آپ کو سوچپہ مجھو会ح کے حالت لیئے اس طرح سے محلی ہے ، اور آپ کو بہتی نہیں ہوتی ہے ، آپ نے سوچ پاسھ حدیث مجھوڑوں کے علاہ اگر کیا لیکنی پر ہوتے ہیں۔ تو یہiously because it is a new area for company to venture into the cost of learning from that point of view is high. You make mistakes but once you go a little above the curve or meaning the learning curve and you set comfortably there a point comes when other manufacturers to start approaching بیک أن کے وقت پر ایسی کھو پر مستہِم وہاں لیکن، اگر ایسا ہے کہ اس کھو پر سجہگر کی حراس کرنے کے billingہ کہ کوئی پہنچ ہے ہوں کے انگردسنش مجھے مغربیام ہے اس کو میومہ جو بسلس اور بیپ اس پر س licenses کیونکہ آپ کو بھائی پاسی کیلہ ہے اور بہت بہت Reporting جو بہت ملحظہ کیا ہے اور بہت ملہتی ہے جو بہت بہت بہت بہت بہت بہت بہت بہت بہت جو بہت بہت بہت بہت بہت بہتبہت لیکن ہے کہ لیکن کامیٹر پہد کرنے دیتا ہوں گی اور بیسنس کی بیسنس فہلی بیسنس کا بڑے ہیں کبیے آپ کو اور لیتا ہوں گے اور بہت پہنچ سی بھی پر حاصلتہ ہے کبیے آپ ہی بھی پیچنا آشگر ہے ،یکن آپ اپنے بیسنس کا ب gj richtig دیکھب Can of business ، ایک بھی ایک تیکنے دیکھو آشگر ہے. یہ ایک بھی جانتا ہے کہ آپ کبی پوری بیل ہیں اور کانیٹر دیاگو چلوارند ہے۔ima not to say that except that you should not have this kind of set up if you are dealing in consumer consumables with which who fast. Meaning FMCG's there are examples within our market in Pakistan. Where people have gotten in to their own distribution of the fast-moving consumer goods and they have done very well no question about that. حامہ کرتے ہیں کہ تھوڑک بہت فرحیت یہاں ہم جمعہ اور حمہ پر مرایہ الس Joker ہمیسالہ کے بہت ہی یہاں بہت مہولی خود کرتے ہیں اس کے بہت حامہ آپ گا staffing نیس لوگ پہلے گا گا اپنے انجریوں نے مہموے بہت مہموے بہت اگر سور کرتا ہے جب جانتے ہیں کہ فرحہ کے بہت ایک ایک جو جنگ پر مہموے بہت جانتی ہیں اور ایک مہموے بہت ایک ایک مہموے بہت مہموے جانتے ہیں ان کا انقاذان ہوں جا جس لوگاننڈج stood ل اور سخانگصوری سے Continue اپنے لیکس اور انقاذار تاانیSab ایک للکھبار ایک تو speeding میکن دو انکضاب ، اندر intimidating ایک اЬن پان کے لئے ٹا کفائ پٹی، 없이 تفاکیniestی Myster результат پر وصل مجھے قامہ ہے ، اور اپنے مجھے مجھے بہت مجھے صرف آئے اور سوچنات میں سے سے ساتھ ہوتا ہے ، تمام آپ کے ماندہ میں حصہ لے کرنا ہے ، آپ کے ماندہ میں حصہ لے کرنا ہے ، اور آپ کے ساتھ مجھے بھی ، اور آپ کے ساتھ رہے ناظروں کے بارے پر معلوماتην کے بارے سے جو چیزت ہیں۔ اور ا کشٹ آئے کہ یہ ازیادہ اکران کے منایجیs اور باریک منایجیوں اور باریک منایجہ کو اُو بہت دور ہی یہاں بہت ساتھ اگر آپ کسی بڑیشاہلے میں میں تک آپ اگران کے بات ساتھ بہت سیٹیجٹے کو تک میں ہمیں بھوکہ ساتھ بہت ساتھ کتھ لینگ اور اندریکٹ جانوہی ہی کسی بہت ساتھ کتھ لینگ۔ لیکن آپ کسی بہت بہت بہت بہت ستھ کتھ لینگ. اور بہت سے جسی پوروہ لی ہے کہ یہ بہت سبلوان سے بہت سیدہ ہے۔ اس کے لیڈیر ہوتا ہے۔ اللہ حافظ اور میں بہت بتا ہوں گے جب آپ کے لگتہ لیکنے کے لکھنا چاہتے ہیں اور پھر کوئی خصوصیت کے لگتہ کمونکیکیشنز جب لیڈیر