REWRITING RETAIL RULES Narendra Pratap Singh's SAMSONITE STORY

From his early days in consumer durables to creating new distribution channels for a global brand, NP Singh's journey illustrates how challenges, when embraced strategically, can lead to pioneering success.

- Sandeep Kumar

Few professionals leave a mark that goes beyond a single brand to redefine an entire industry.

Narendra Pratap Singh, Director (Retail Developments) at Samsonite, has done just that, with a career defined by vision, perseverance, and innovation that transformed India's luggage sector. From his early days in consumer durables to creating new distribution channels for a global brand, Singh's journey illustrates how challenges, when embraced strategically, can lead to pioneering success.

The Early Years: Building a Foundation

NP Singh began his professional career in 1983-84 with Glaxo's consumer division. While the role gave him valuable exposure, he quickly realised that the pace of FMCG marketing and its long promotional cycles did not align with his aspirations. Seeking a faster-moving and more tangible industry, he shifted gears to the consumer durables space.

His next opportunity came with Pressure Cookers and Appliances Ltd. (PCA), where he worked on innovative infrared cooking gadgets. Singh quickly rose to lead his team and eventually moved to Hawkins Cookers Ltd., where he handled distribution through CNFs (clearing and forwarding). This phase gave him a solid grounding in trade relationships, multi-brand outlet management, and zonal leadership as he rose to Zonal Sales Manager for Maharashtra, Goa, Gujarat, and Madhya Pradesh.

This strong market reputation eventually paved the way for the defining chapter of his career; his association with Samsonite.

Entering Samsonite: The Early Struggles

When Singh joined Samsonite, he was tasked with leading the Western Zone, which included Madhya Pradesh, Gujarat, Goa, and Maharashtra. However, unlike Hawkins or Glaxo, Samsonite’s brand equity in India was still nascent. Despite being a global leader in travel goods, it struggled to establish a foothold against entrenched domestic brands that had ruled the market for decades.