Anish Popli, CEO & Founder of ProcMart, on Disrupting Supply Chains
- Direct procurement involves materials used in manufacturing finished products, while indirect procurement covers operational necessities such as maintenance, repair, and operations (MRO) supplies.
- Indirect procurement helps keep factories and business operations running efficiently.
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Overview
In this episode of The Brand Called You, Anish Popli, CEO & Founder of ProcMart, discusses the often-overlooked world of indirect procurement and the role of technology in transforming manufacturing supply chains. He shares his entrepreneurial journey, explores the challenges of fragmented vendor management, and explains how ProcMart builds trust with enterprise clients while creating value for both buyers and suppliers. The conversation also examines the company’s growth strategy and its vision for a connected manufacturing procurement ecosystem.
01:40 — What Is Indirect Procurement, and How Does It Differ from Direct Procurement?
- Direct procurement involves materials used in manufacturing finished products, while indirect procurement covers operational necessities such as maintenance, repair, and operations (MRO) supplies.
- Indirect procurement helps keep factories and business operations running efficiently.
- Managing a large supplier base can make indirect procurement complex and costly.
02:44 — Why Leave a Stable Career to Pursue Entrepreneurship in Procurement?
- Experience with ERP implementation revealed inefficiencies in indirect procurement.
- Recognizing the opportunity to improve a fragmented system inspired the founding of ProcMart.
03:45 — What Are the Costs of Fragmented Vendor Management?
- Enterprises may manage a large proportion of their suppliers for a relatively small share of total procurement value.
- Multiple small suppliers create administrative, compliance, and coordination challenges.
- Different factories within the same organization may pay different prices for similar products.
- Supplier consolidation and centralized procurement can improve efficiency, consistency, and compliance.
06:28 — How Does ProcMart Decide Which Solutions to Develop?
- Customer needs and real-world challenges guide product development.
- New features are evaluated based on the value they deliver to clients and the problems they solve.
07:38 — How Does Digitization Help Traditional Vendors?
- Small vendors may struggle to adopt complex digital systems.
- Mobile phones and WhatsApp provide familiar, accessible tools for communication and business integration.
- Simplifying digital processes makes vendor onboarding and day-to-day operations easier.
09:21 — How Does ProcMart Overcome Resistance to Digital Transformation?
- Both customers and suppliers may initially resist changes to established processes.
- Successful implementations and relationships with established clients help demonstrate value.
- Vendors can benefit from access to larger customers and new business opportunities.
11:00 — How Does ProcMart Balance Horizontal Scaling with Industry Specialization?
- ProcMart develops a broad procurement platform while deepening its understanding of individual industries.
- Building relationships with key clients helps the company refine its approach across sectors such as FMCG, automotive, and pharmaceuticals.
12:19 — How Does ProcMart Build Trust with Large Enterprises?
- Begin with an audit rather than a sales pitch.
- Review procurement data to understand client needs and identify opportunities.
- Start with one factory or product category, demonstrate results, and expand gradually.
- Maintain rigorous compliance and accurate documentation.
13:50 — How Has ProcMart’s Go-to-Market Strategy Evolved?
- Working with multinational corporations helped establish credibility and refine the company’s approach.
- Experience with these clients supported expansion into a broader customer base.
15:38 — How Does ProcMart Create Value for Both Buyers and Suppliers?
- Enterprise buyers seek efficiency, reliability, and streamlined procurement.
- Suppliers seek access to customers, business growth, and fair opportunities.
- Enterprise integrations and accessible vendor-facing tools help address the needs of both sides.
- Long-term platform success depends on delivering meaningful value to buyers and suppliers alike.
17:57 — How Can Founders Avoid Spreading Themselves Too Thin?
- Early-stage founders often focus on solving problems across multiple functions.
- As the company grows, specialized leaders can take responsibility for individual departments.
- Delegation and clear ownership help the organization scale effectively.
19:27 — What Does ProcMart Look for When Hiring?
- Strong first-principles thinking and structured problem-solving.
- The ability to break complex challenges into manageable tasks.
- Adaptability and a willingness to question conventional approaches.
- An understanding of the intersection between enterprise sales, technology, and logistics.
RESOURCES
Learn more about Anish Popli and his work through LinkedIn.
ENJOYED THIS PODCAST?
One of the key challenges discussed in this episode is helping small suppliers who are unfamiliar with complex digital systems adopt technology.
ProcMart’s approach includes integrating familiar tools such as WhatsApp into business workflows, making digital procurement more accessible to traditional vendors without requiring them to use laptops or complicated software.
What are your thoughts on making digital transformation accessible to small businesses? Share your perspective in the comments.
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Profile
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Anish Popli is the CEO and Founder of ProcMart, a technology-driven indirect procurement solutions company.
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Focuses on transforming manufacturing supply chains through digital procurement and efficient vendor management.
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Builds trusted relationships with enterprise clients, creating value for both buyers and suppliers.
