Pakistan has been identified as one of ten ‘hidden heroes’ of the next

generation of retail markets, following a new wave of consumerism.

Whether you are selling your products through network of retail outlets

managed by others or you are running your own retail set up (individual

shop or chain of outlets), you should be well equipped to leverage the

retailing business for achieving your business objectives. It is therefore

essential for you to know the latest market trends and sources of future

growth for retailing industry in Pakistan.

This workshop will help you to find out ‘not-so-obvious’ opportunities

and understand competitive threats so you can formulate a strategy

based on qualitative analysis and future growth projections.

Purpose of Workshop

Mr. Shoaib Baig

Highly experienced and forward-

thinking Sales & marketing

professional. Ex – Director

Marketing at Coca-Cola

Beverages Pakistan Limited

Workshop Conducted By:

Changing Retail Landscape in Pakistan

₋ Size and Growth of Retail & Wholesale Sectors

₋ Traditional Grocery to Modern Grocery Stores

₋ Enhanced Role of Foreign Players in local retailing

₋ Bargaining Powers of Buyers & Suppliers – Implications

for Retailing

₋ Rising Consumerism & Role of Media on Buying Habits

₋ Government operated Chains of Retail Outlets

₋ Demographic Dimensions – How critical they are for

Retailing?

₋ Emergence of Shopping Malls in second tier towns

₋ Food Shopping Behavior & Retailing

₋ Special Day Retail Outlets (e.g. Sunday Bazaars)

₋ Retailing for agri and textile products

₋ Convenience Stores at Gas Stations

₋ Cash vs. Credit Transactions

₋ Early Mover Advantage for Corporate Retailers

₋ Emerging Lifestyle Retail

Challenges in Retailing & Strategies to Tackle them

₋ Competition between Small Neighborhood & Large

International Stores

₋ Rising Influence of Women Consumers on Retailing

₋ Shortage of ‘Professional’ Retail Managers

₋ Literacy & General Profile of Individual Retailers

₋ Knowledge about overall Retail Universe

₋ Planning & Control of Promotional Campaigns

₋ Perceptions of Store Image Attributes

₋ Lack of Cold Supply Chain

₋ Seasonality Impact on Retailing

₋ Increasing Bargaining Powers of Large Retailers

₋ In-store Messaging aligned with ATL

₋ Level of Customer Service

₋ Product Assortment & Visibility

₋ Degree of Documentation & Processes in place

₋ Pace of Change – Consumers Vs. Retailers

₋ Knowledge Economy & Retailing

₋ Increasing share of wallet of existing customers

Workshop Contents

Future of Retailing in Pakistan

₋ Franchise for Local Supermarkets

₋ Potential for New International Retailers)

₋ Future of Kiryana Stores

₋ Manufacturers’ operated Retail Outlets

₋ Shoppers’ Engagement & Satisfaction

₋ Consumers Preferences towards emerging Retail formats

₋ Moving towards organized format

₋ Private Labels Development

₋ Multi format Retailing

₋ Inventory Levels (particularly in towns with law & order issue)

₋ Developing Human Resources for Retailing sector

₋ Shoppers Promotions & Price Discounts

₋ Impact of Social Media on Retailing in Pakistan

₋ Fast Food Restaurants – The Way Forward

₋ Store Space Management

₋ Rural Vs. Urban Retailing

₋ Poverty Alleviation, Entrepreneurship & Retailing

₋ Developing Performance Matrices & Actual Monitoring

Workshop Trainer

Shoaib Baig is an experienced and forward-

thinking Sales & marketing professional with a

strong track record of planning and delivering

integrated Sales & marketing strategies. He has

strong background in developing and

implementing effective integrated end-to-end

Sales & marketing programs that drive revenue

generation, including outstanding expertise in

leveraging global marketing tools in local market.

Shoaib Baig has more than twenty five year

diversified experience in different spheres of

business activities including Retail and Shopper

Marketing, strategic planning, trade marketing,

category management, market insight, and

innovation through new product development as

well as managing sales operations at national

level.

He has served various business entities in

different capacities both locally and

internationally. During his 14 years tenure with

Coca-Cola Beverages Pakistan, he worked

extensively on developing retail outlet tracking

mechanism, undertaking FMCG outlet census in

Pakistan covering more than 450 cities and 40,000

villages as well as segmenting them in various

trade channels and developing revenue

generating modules with specific guidelines on

distribution methodology.

Participants will be able to:

⁻ Formulate a winning strategy in a highly fragmented retail

environment in Pakistan

⁻ Recognize the contribution of various retail channels including

kiryana stores, general stores, Horecas and super markets

⁻ Compare the performance of modern and conventional grocery

stores

⁻ Evaluate the contribution made by both local and foreign retail

enterprises

⁻ Understand the role of wholesalers in retailing business

⁻ Understand the current trend of introducing modern means of

visibility and availability in retail outlets

⁻ Develop a winning ‘plan o gram’ creating visibility coupled with

profitability

⁻ Appreciate the significance of SKU wise availability

⁻ Develop ‘Call-to-Action’ messaging for shoppers

⁻ Design promos for retailers and shoppers in line with overall

business strategy

Workshop Investment: Rs. 14,500/- per participant For Registration Contact:

M. Nasir Khan Khattak / Subhan Uddin Khattak

Cell: +92 345 3435764 and +92 345 2997705

Email: nasir.khattak@consultace.net &

Subhan.uddin@consultace.com

Phones: 021-34388925 – 6

Web: www.consultace.com

4 & 5 December 2012, Sunfort Hotel, Lahore

11 & 12 December 2012, Marriott Hotel, Karachi

First Day Timing 9 am - 5 pm

Second Day Timing 9 am - 1 pm

Who should attend the workshop:Users of Retail Network (FMCG companies, Telecommunication,

Consumer durables, Automotive, etc):

Middle to senior level managers looking after sales, key accounts,

supply chain, sales coordination, business planning, marketing,

branding, trade marketing and other functions associated with

retailing

Retailing Enterprises (large & medium size retailers, individual

retailers with expansion plans):

Middle to senior level managers looking after store management,

merchandising, business development, supply chain, business

planning, credit management and other functions at retail

enterprises