Past experience w.r.t FMCG industry and how it actually works. Understanding of route to market strategy, day to day operations side of the business which includes logistics management. Strategies behind driving the product in the market to bring in more traffic and increase sales. Understanding of Value chain and analysis of the same. Understanding of working capital management, AR and AP, Ratio understanding, EBITDA, MACO (Gross Margin contribution), Net sales calculation, Trade spend, cost of sales, etc

Question

Accepted Answer

Experience in FMCG includes route to market strategies, logistics, and financial management for driving sales and efficiency.

FMCG operates on high volume and low margin; efficient supply chain is crucial for profitability.
Route to market strategies involve selecting the right distribution channels, e.g., direct sales, wholesalers, or e-commerce.
Logistics management includes inventory control, warehousing, and transportation to ensure product availability.
Driving product traffic can involve promotional strategies, trade marketing, and partnerships with retailers.
Understanding the value chain helps identify areas for cost reduction and efficiency improvements.
Working capital management ensures liquidity; AR (Accounts Receivable) and AP (Accounts Payable) must be balanced.
Key financial metrics include EBITDA for operational performance, MACO for gross margin contribution, and trade spend analysis.

Accepted Answer

One should have a fair knowledge of fmcg industry to explain the answers in a proper manner. Also, understanding of financials is very important to answer the above questions so one has to prepare well accordingly.