Over two months and countless kilometres, I discovered that every market has its own rhythm, every dealer has a different perspective, and every conversation has the power to challenge assumptions. More than learning about business, I learnt to appreciate the people behind it.

This summer, I interned with UltraTech Building Solutions (UBS) as part of the Aditya Birla Group’s Leadership Associate Program. My project focused on supporting the expansion of the UBS network across North India. On paper, it sounded like a market expansion project. In reality, it became a journey through different towns, different businesses and most importantly, different ways of thinking.

Almost every week meant a new destination. One day I’d be in a busy city market, the next in a small town tucked away in the hills. The roads changed, the language changed, and so did the conversations. What surprised me most was that even when people were talking about the same business model, they were often solving completely different problems.

Some dealers wanted proof before making a decision. Others were worried about working capital, inventory, or simply changing a way of doing business that had worked for years. Sales teams looked at the same situation through the lens of execution. Contractors cared about reliability. Customers valued convenience and trust. There was never a single “right” answer because everyone was asking a different question.

Somewhere along the way, I stopped trying to convince people and started trying to understand them.