Retail Strategy

Prof. Nitin Sanghavi
Prof. Barbara E. Kahn

Are you prepared to outperform the market?

Retail and retail-related businesses globally are being impacted by huge changes in resource, distribution, consumer and competitive dimensions. Retail and retail –related businesses from the MENA region too are being impacted by these changes against the backdrop of slowing retail growth and rising costs leading to significant pressure on profitability. The past growth race has and continues to put lot of stress on people, resources, finances, capabilities and infrastructure with increasing degree of organisational complexities.


Going forward, to achieve superior profitable growth through above average performance, it is vital that retail businesses realize that they need to focus not only on what (profitable growth strategies) but also how (right execution).


The award winning Breakthrough Retail Strategy (BRS) Masterclass, with its world leading unique combination of ‘rigour’ and ‘relevance’ method, will help senior/middle key managers from retail and retail-related businesses to examine and assess the challenges and opportunities facing their businesses and learn how to create profitable growth going forward.


Retailers will learn:
  • How to build a high performance retail business.
  • Ways to kick-start/enhance retail growth.
  • How to create a successful cross-channel business model.
  • How to drive/optimize retail performance.
  • How to develop winning strategies.
Mall Developers and Operators will learn:
  • Winning strategies to activate retail growth in malls
  • How to re-energize the malls for today’s consumers.
  • How to optimize their retail properties and unify brick
    and-mortar and e-commerce platforms.
  • How to align with retailers to meet changing consumer
    behaviors and deliver a coordinated customer-focused

Who Should Attend

Retail Heads
Regional Heads
Marketing Heads
Operations Directors
Branding Heads
Merchandising Heads
Managing Directors

Mall General Managers
Vice President of Retail and Operations
Shopping Centers Marketing Heads
Store Directors and Managers
Assistant Store Directors & Managers
Retail Trade Directors and Managers
Product Directors and Managers

Mall Developers and Operators
District Directors and Managers
Leasing Directors and Managers
Retail Human Resources Heads
Digital & eCommerce Heads
Divisional Directors and Managers
Mall Operations Managers

Masterclass Outline

Building a high-performance retail business this time for real!

Who are they? How do businesses become high performance businesses? Key capabilities required to achieve sustained high performance; key areas of focus – people and organizational; what success looks like in each of these areas; how to stay on track.

Kick-starting the retail growth – now


Need to kick-start the growth; challenges and opportunities in MENA region; creating right context;organizing for growth; process framework/models for
successfully achieving growth; managing and embedding right initiatives for successful growth.

Driving/optimizing retail performance – getting more bang for your bucks


Optimization of retail performance; creating a ‘tripod’ to achieve /sustain business optimization; retailing strategy cycle –role/impact of marketing/finance relationship; improving business performance –four key areas of focus; key performance measures reflecting long-term profitability; keeping it up.

Consumer decision making process and impact of new technologies


Key lessons for retailers in MENA region. This session will build on Wharton’s cutting-edge research and will make it more relevant for Middle East retailers as more and more consumers from the MENA region are embracing new technologies, including mobile and social media.

Reflection and roundtable discussion (open forum)


  • Key learnings of the day, opportunities/challenges facing the retail and retail-related businesses, key global trends, way forward for profitable growth.
  • Developing action plan – self, business.
Developing winning strategies


Dynamics of contemporary retailing; ‘four- legged stool’ for retail success; creating insights, turning insights into profitable growth; developing Compelling Competitive Advantage (CCA).

Limited seating available

Early bird expires Feb. 22nd

Program Leaders

Prof. Nitin Sanghavi
Professor of Retail Marketing and Strategy, Manchester Business School (MBS)
Director, Retail Programs, New York Institute of Management
Professor Sanghavi is recognized as one of the world’s foremost experts on retail strategy and marketing. He joined MBS in 1985 and he has since taught on and directed a range of executive education programs for retail, retail-related, service and FMCG organizations, as well as teaching on Full-time and Executive MBA programs. He was the founder and now director of the MBS Retail Centre –one of the largest provider of retail executive education in the world, operating across five continents and in more than 40 countries. He is currently in charge of the retail programs portfolio of the New York Institute of Management.
An internationally acclaimed retail expert, Professor Sanghavi has published widely on retail strategy, franchising, internationalization, international marketing and consumer marketing, and is a frequent speaker at several national and international conferences. As a consultant and management educator, Professor Sanghavi has worked for companies as diverse as Horton Department Stores, Sacks 5th Avenue, Marshall Fields, Tesco Stores, Selfridges, Coca-Cola, Asda, Walmart, Harrods, Alshaya Group, Al-Futtaim Group, TATA Retail, Jaeger, Adidas, and Marks & Spencer among other international retail clients ad associations.
Barbara E. Kahn
Patty and Jay H. Baker Professor of Marketing
Wharton School at the University of Pennsylvania
Barbara E. Kahn is the Patty and Jay J. Baker Professor of Marketing at The Wharton School at the University of Pennsylvania. She served two terms as the Director of the Jay H. Baker Retailing Center. Prior to rejoining Wharton, she served as the Dean and Schein Family Chair Professor of Marketing at the School of Business Administration, University of Miami, Miami, Florida. Before becoming Dean at UM, she spent 17 years at Wharton as Silberberg Professor of Marketing. She was also Vice Dean of the Wharton Undergraduate program.
Barbara is an internationally recognized scholar on retailing, variety seeking, brand loyalty,product assortment and design, and consumer and patient decision-making. She has published more than 75 articles in leading academic journals. She co-authored Grocery Revolution: The New Focus on the Consumer, Global Brand Power: Leveraging Brandingfor Long-Term Growth, and is working on a new book on Disruption in Retailing: New Ways to Compete.
Barbara has been elected president of Association for Consumer Research, elected president of Journal of Consumer Research (JCR) Policy Board and selected as a Marketing Science Institute Trustee. She was also an Associate Editor at JCR, Journal of Marketing,and Marketing Science. She has recently been elected as a Fellow for both the Association of Consumer Research and the Society of Consumer Psychology.
Barbara received her PhD, MBA and MPhil from Columbia University, and a BA from University of Rochester.

New York Institute of Management is consistently acclaimed as one of the leading leadership development and capability building organizations. With an established
reputation for leadership excellence working with the world’s leading multinationals, NYIM pioneers innovative approaches to effective corporate learning.

Eligibility for a New York Institute of Management Certificate. Delegates must meet two criteria to be eligible for a New York Institute of Management Certificate for this program:


  • 1. Satisfactory attendance – delegates must attend all sessions of the masterclass. Delegates who miss more than 2 hours of the masterclass sessions will not be eligible to sit the course assessment.
  • 2. Successful completion of the course assessment.

Limited seating available

Early bird expires Feb. 22nd