The decades-old distribution model — which relied on finding efficiencies between supplier, manufacturer, wholesaler, retailer, and distributor — that used to crown industry titans such as Unilever, P&G, Titan, Asian Paints, Britannia,  Cadbury’s, MRF is becoming less and less relevant. The sales process is less onerous, less third-party dependent, more direct marketing focused, and more customized to the end consumer.

Replacing the old stalwarts are a new crop of more nimble, more relevant companies that are better suited to thrive in the customer-centric, data-focused consumer market. How do you become one?