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MANAGING GROWTH

IN

CHANGING BUSINESS

ENVIRONMENT

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OVER VIEW OPPORTUNITY IN AGRO

INDUSTRY.

CHANGING ENVIRONMENT

MANAGING GROWTH

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OPPORTUNITY IN AGRO

INDUSTRY EVER INCREASING

POPULATION

DEVLOPMENT OF RETAIL

SECTOR

HUGE CORPORATEINVESTMENT

POLITICAL WILL (11TH FIVE

YEARS

PLAN TARGET OF AGRI PROD

GROWTH IS 4% . PRESENTLY IT

IS 2.3%)

NEWER FARM TECHNOLOGY

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CHANGING ENVIRONMENT

CHANGES IN TECHNOLOGY

CUSTOMERS EXPECTATION

GOVERNMENT POLICY

GLOBALIZATION

COMMUNICATION MEDIA

SOCIETIES VALUE SYSTEM

SUPPLY CHAIN

DISTRIBUTION

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COMPANY DEALER CUSTOMER

INTERDEPENCENCE

DEALER IS A LINK BETWEEN CUSTOMER

AND DEALER.

DEALERS GROWTH DEPEND ON COMPANY

AND CUSOMER.

COMPANY DEPENDS ON DEALER FOR

MOST OF THE INFORMATION ABOUT

CUSTOMER.

HENCE DEALER MUST ALIGN WITHCOMPANY TO ACHIEVE GOALS OF ALL

THREE.

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MANAGING GROWTH

DEVELOPING SYSTEMS

DELEGATION(MANPOWER

EXPANSION,TRAINING,AUTHORITY)

FASTER AND CLEAR IN DECISION MAKING

INNOVATION

CUSTOMER FOCUS

RISK MANAGEMENT VS. RISK AVOIDANCE SMART WORK VS HARD WORK

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Developing And implementing vision

Determine your objectives

Determine parameters to achieve it Develop action plan

Review \feedback

Take corrective action

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Building a shared vision

Telling

Selling

Testing Consulting

Co-Creating

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Telling

Inform people directly, clearly and

concisely

Tell the truth about current reality

Be clear on what is negotiable and what

is not

Give the details but not too many

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Selling

Top leader seeks buy-in

Keeps channels open for responses

Supports enrollment, not manipulation Builds on your relationship with your

employees

Focuses on benefits, not features Moves from the royal we to the

personal I

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Testing

Lay the vision out for testing

Solicit feedback

Refine & redesign

Provide as much information aspossible

Make a clean test

Protect peoples privacy

Test for motivation, utility, capability

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Consulting

Use the cascade process to gather

information

Build in protections against distortion

of the message

Gather and disseminate results.

Dont try to tell and consultsimultaneously

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Co-Creating

Start with a personal vision

Treat everyone as equals

Seek alignment, not agreement

Avoid sampling

Have people speak out only forthemselves

Expect and foster reverence for each

other Consider using an interim vision to

build momentum

Focus on dialogue

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QUESTIONS / COMMENTS