Death Of A Salesman: An FMCG Tragedy In Two Acts

How Udaan and other modern B2B players are overhauling Indian retail with technology, innovation and predatory discounts, pushing the traditional distributor out of business

Illustration: Ashok Adepal

After taking a degree in technology in the US, Sumit Aggarwal had no intentions of retuning to India to join his family business. But as is the case with most Indian families, his persuasive parents ensured Sumit was back in India in no time to join the family business. A decade since his return, Sumit has managed to grow his family’s 40-year old business of FMCG distribution, against odds.