Revealed! The Secret Behind Patanjali’s Success

In today’s business review form JustInReviews, we will be revealing before you, the secret behind Patanjali’s rise and rise! Eager to know? You will have to continue reading….

Patanjali Ayurved, began its journey back in 2006, by the well known Yoga Guru Baba Ramdev, has observed a fleeting ascent in the previous couple of years with revenues of Rs 5,000 crore in the financial year 2016 against Rs 450 crore back in financial year 2012. While Patanjali’s blend of low costs, ‘natural and pure’ portrayal and ‘swadeshi’ branding are broadly recognized to be the reasons for progress, what is not that much revealed is the fact that vital role played by Patanjali’s path-breaking deals and distribution technique in driving this extraordinary development trajectory.

Strategy Used For Distribution:

Patanjali practices a two-step distribution technique in the general trade (GT) category:

Phase 1: Create a solid optional distribution framework for creation of demand and generating word-of-mouth advocates.

Phase 2: Pivot to GT once a considerable shopper base is produced from the above phase.

Seems to have become amongst the best business ideas for them.


Alternate Mediums:

While Patanjali’s extreme pace of development has stunned most FMCG players, the idea of winning in elective distribution mediums is not new. Selective players have received a “flanker” technique to sidestep rivalry, settle in their position, encircle and afterwards dispatch a frontal assault within standard channels.

Building up an optional channel strategy can enable a business create white-space opportunities and command them. This style is substantial both for occupants and also new participants into the FMCG market. The question that arises here is “will an organization take risks into the blue sea and appreciate the related upsides or will it attempt to fight out in a red sea with a traditional distribution and sales approach”? Time and hazard hunger will isolate the victors from whatever is left of the pack.

Patanjali broadens support by two means: It prepares and certifies medical practicioners named by these stores in Ayurveda, and allows utilization of the Patanjali brand name. This naturally offers trust and believability because of the rub-off impact of Baba Ramdev’s Yoga and Ayurveda credentials.

Consequently, such stores offer different services. One is free counsel by certified medical specialists. This guarantees high footfalls and probability of building a substantial size of early takers. It fills in as a retail store. The whole scope of around 200-260 SKUs is supplied crosswise over both OTC, pharmaceutical and FMCG products and there is regularly a week by week replenishment cycle. There is handy strategically pitching crosswise over pharmaceutical and FMCG items. The nearness of Ayurvedic medical practicioners at the outlet is a noteworthy determinant of sales. When the medical practicioner is truant, deals fall 30-40 %! The normal FMCG throughput per committed store is commonly at ₹6-7 lakh for each month in a metro.


Patanjali can offer low costs to purchasers because of lesser selling, administrative and general expenses at 2.5% of incomes. Publicizing budget spend in FY 16 at 6% is additionally well beneath the peer set. Fundamentally, it has kept retail margins at half or lesser levels when contrasted with competition.

The focus of this write up was to demystify how Patanjali increased distribution in a seriously aggressive retail FMCG environment in the country in spite of low retail and A&P expenditures.

Hope you got an insight into the same.

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