Events

GLBIMR successfully conducted an engaging Alumni Talk Session (ATS) on April 20, 2025, for its PGDM students, featuring our proud alumnus Mr. Jitendra Singh Sirola, Zonal Business Manager – Horeca and Institutional Sales at Adani Wilmar.

The session was centered around the topic "Winning Channel Sales Strategies in FMCG and FMCD – Navigating Traditional and Modern Trade." Mr. Sirola, drawing from his extensive industry experience, shared invaluable insights on how businesses can thrive by leveraging the right mix of channel strategies in today’s competitive landscape.
🔑 Key Takeaways from the session:

• 🔄 Understanding Channel Dynamics: FMCG operates on high volume, low margin via traditional trade; FMCD focuses on high margin, lower volume via modern trade and D2C.
• 🎯 Tailored Channel Strategies: Success in FMCG demands strong distributor networks; FMCD wins through experiential retail and after-sales service.
• 💻 Technology Integration: CRM, POS analytics, and distributor management tools enable smarter, real-time decision-making.
• ⚖️ Channel Conflict Management: Harmonizing pricing, inventory, and promotions across e-commerce, modern, and traditional trade to prevent overlap and conflict.
• 📲 Evolving Consumer Expectations: Brands must adapt to consumer demand for convenience, personalization, and digital touchpoints.
• 💬 Students actively interacted with the speaker, gaining practical exposure to the complexities of real-world channel sales strategies.

Such alumni-led sessions at GLBIMR not only strengthen our academic-industry bridge but also inspire students by showcasing successful career paths taken by our very own graduates.

We thank Mr. Jitendra Singh Sirola for giving back to his alma mater and empowering the next generation of management professionals.