September 13, 2025

Session 1

Topic: Retail Profitability and Merchandising
Speaker: Mr. Gaurang Govind, Business Consultant, CGRbrands

Students of PGDM – Retail Management at BIMTECH attended an insightful session by Mr. Gaurang Govind, Business Consultant at CGRbrands.

Mr. Govind began by distinguishing between profit and profitability, highlighting how profitability is determined through the balance of gross margin, operating expenses, and net profit ratio. He further explained the crucial levers that shape retail performance:

• Footfall and conversion rates as top-line revenue drivers

• Store presentation, customer journey design, and service orientation

• Average transaction value (ATV) and units per transaction (UPT) as performance indicators

• Ancillary revenue streams and revenue per square foot as efficiency benchmarks

• Inventory turnover ratio and its role in working capital management

• Profitability margins influenced by contribution margin analysis, sales mix, and co-ownership models

The session offered students a clear perspective on how retailers must go beyond sales generation to effectively manage costs and assets for sustainable profitability.

BIMTECH expresses sincere gratitude to Mr. Gaurang Govind for sharing his knowledge and enriching the learning journey of our Retail Management cohort.

Session 2

Topic: Store Marketing & Catchment Analysis
Speaker: Mr. Shailesh Kandwal, Assistant Vice President (AVP), Reliance Retail Ltd.

The PGDM Retail Management students at BIMTECH gained valuable insights during a session by Mr. Shailesh Kandwal, AVP at Reliance Retail, who spoke about store marketing strategies and catchment area analysis.

He emphasized Reliance Retail’s localized marketing approach, explaining how retail success depends on identifying the right consumer base and tailoring strategies accordingly. Key discussion points included:

• Demographic profiling (age, income, household size) and psychographic mapping (lifestyle, aspirations, behavior)

• Defining primary, secondary, and tertiary catchment zones for sales forecasting

• Trade area analysis with factors such as footfall generators, competitor benchmarking, and accessibility indices

• The link between catchment insights and assortment planning, promotions, and positioning

The session highlighted how effective catchment analysis empowers retailers to optimize performance by aligning merchandise mix, pricing, and marketing with customer dynamics.

We sincerely thank Mr. Shailesh Kandwal for equipping our students with practical tools to apply in real-world retail environments.

Session 3

Topic: Insights into Visual Merchandising
Speaker: Mr. Kaushik Sheel, Senior Leader – Visual Merchandising & Retail Marketing

PGDM – Retail Management students at BIMTECH engaged in a thought-provoking session on Visual Merchandising (VM), conducted by Mr. Kaushik Sheel.

Key Takeaways:

• How VM drives retail KPIs such as footfall, average bill value, and conversion

• Linking VM to strategic objectives and operational efficiency

• Aligning brand identity with retail presentation

• The five pillars of VM: Storytelling, Listening, Budgeting, Sourcing, and Advocacy

Best Practices in Display:

• Collection-wise and story-driven presentations

• Category-wise, size-based, and season-oriented displays

• Synchronizing brand identity with shopper experience

This interactive session helped students understand how impactful VM enhances both profitability and consumer engagement.

BIMTECH extends heartfelt appreciation to Mr. Kaushik Sheel for sharing his expertise and contributing to the professional development of our Retail Management learners.