Xpand

Xpand, operating under its legal entity Last Mile Channel Enhancement (LMCE), functions as a business-to-business aggregator focused on bridging the gap between brands and the vast, often untapped, rural retail market in India. The company was established in March 2021 by a team of industry veterans led by Sanjay Kaul, who brought with him 25 years of experience in driving growth for brands in rural India. The founding team also includes Sanjay Panigrahi, Sankalp Potbahre, Pradeep Kaul, and Nidhi Singh.

The firm targets the challenging last-mile distribution channel, connecting consumer goods companies with a fragmented network of traditional "kirana" stores in rural and semi-urban areas. Its business model revolves around earning a commission from client brands based on the sales generated through its platform. Xpand's core offering is a technology platform, including a mobile application, that facilitates order management, fulfillment tracking, and inventory management for both retailers and brands. This system is designed to operate in low-bandwidth environments, providing real-time data and insights. By leveraging data analytics, GIS mapping, and artificial intelligence, the platform helps brands identify affluent rural clusters, predict stock turnover, and recommend optimal inventory mixes, thereby aiming for incremental growth without creating conflict with existing supply chains.

Shortly after its inception, in November 2021, Xpand secured $1.5 million in a pre-Series A funding round at a valuation of approximately $10 million. The round was led by Akash Prakash, CEO of Amansa Capital, in his personal capacity. The stated goal for this capital infusion was to enhance in-house technology and build out a tech-savvy, geo-local sales force. For the fiscal year 2022-23, the company reported revenue of ₹19.23 crore. Xpand has articulated ambitions to significantly scale its operations, with a goal to reach 16 states, 30,000 villages, and over 300,000 retailers by 2023, and to serve 1.5 million stores by 2025.

Keywords: rural distribution, B2B aggregator, last-mile logistics, kirana stores, FMCG, India, retail tech, supply chain, market access, rural commerce, distribution network, sales automation, data-driven sales, emerging markets, channel enhancement, consumer goods distribution, rural retail aggregation, supply chain technology, market penetration, rural India business