Lalit Bize

talk to these mom-and-pop retail shops, generate demand for Pepsi products, make them aware about Pepsi products, generate demand for them, and get orders for them which are then passed on to the local distributors.

The local distributors will come and deliver those orders to those retailers.

It's a very complex, large organization which goes in remote areas of a large country like India.

So keeping a track of this particular manpower and improving their efficiency.

directly impacts business top line in general.

That happens to our software.

The second part where our software helps is improving the performance of the channels.

The channels are retailers as well as distributors.

Figuring out what is the right channel, which is the right performing distributor, what is the turnaround time of a particular distributor, what is the fill rate of a particular distributor, how the right retailers are identified, and then the product performance.

So PepsiCo may be interested in selling...

as a high margin product in certain kind of outlets.

So is that particular product, what are the kind of schemes, discounts are working on that product and so on and so forth.

So essentially all of these three parameters combined together, PepsiCo looks at increasing their sales and reducing their cost or increasing availability

in the retail shops.

It's a distribution fee.

So it's paid per user per month.

For us, a user is a sales executive or a distributor.

I see.

Primarily.

Right?