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Marketing to Win by Satish Mehta

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CHAPTER THREE

Tackling Distribution Backspins in Calcutta

The hallmark of great companies is an ability to recognize the game has changed and to adapt.Arthur Martinez

On 4 July 1955 (Monday morning), I reported to the branch manager of the Calcutta branch, Mr Clive Collins, a six-foot two-inch tall hulk, well-built but with a noticeable beer paunch, somewhat tanned ‘nativized angrez’ (Indianized Englishman). Overall, he looked very much like a character out of the novel Bhowani Junction, most probably Colonel Savage.

I had already heard of him through the grapevine that he was a hard taskmaster and had served in the tough and battle-hardened Commando Regiment during World War II. The Commando Regiments of the British army were trained to conduct ...

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