1457593129phptRAdoN (2)

PGDM PROGRAM
ENTERPRISE RESOURCE PLANNING
MICROSOFT PROJECT
SIX SIGMA - GREEN BELT
CERTIFIED FINANCIAL PLANNER
ADVANCED EXCEL
QUALITY MANAGEMENT
DIGITAL MARKETING
BUSINESS INTELLIGENCE
BUSINESS ANALYSIS
ACTUARIAL SCIENCE
PERFORMANCE MANAGEMENT SYSTEM
TALENT MANAGEMENT
RECRUITMENTS
PRE-SALES
ANALYTICS
BALANCE SHEET ANALYSIS
FINANCIAL MODELLING
MARKET RESEARCH
RETAIL BANKING
CORPORATE FINANCE
INVESTMENT BANKING
EQUITY RESEARCH
WEALTH MANAGEMENT
CHANNEL MANAGEMENT
RETAIL MANAGEMENT
Unique Training
with
to
SERVE THE
W RLDO
PUNE INSTITUTE OF
BUSINESS MANAGEMENT
APPROVED BY AICTE | AFFILIATED TO UNIVERSITY OF PUNE

VISION &
MISSION
Vision
Pune Institute of Business Management strives to achieve global identity through its innovative and
unconventional methods and eﬀorts for the betterment of the community by producing skilled workforce with
values, dynamism and entrepreneurial skills. Our vision is to become the hallmark of professional excellence by
adopting a holistic approach to learning.
Mission
At Pune Institute of Business Management, we endeavor to become the ﬁnest institute in management
education where equal emphasis is laid upon personal and academic development. Our aim is to create role
models that can play a pivotal role in shaping our society as they climb the corporate ladder. Our mission is to
develop action oriented leaders of extraordinary tenacity and stamina to make things happen as they should be.

VISION & MISSION
“If you work with determination and perfection, success will follow you.
Pursue your goals even in the face of difficulties and convert adversities into
opportunities.”
We at PIBM are inspired by thought of Shri. Swami Vivekananda Ji that,
“Education, Education alone is the base on which character is formed, strength of
mind is increased, the intellect is expanded and by which one can stand on one's
feet.” Further we believe that infinite faith, infinite zeal, infinite courage & patience
are the only conditions of success. What we want is vigor in the blood, strength in
thenerves,ironmusclesandnervesofsteel,notsofteningnamby-pambyideas.

DIRECTORS’
MESSAGE..................01
ABOUT
PIBM..................03
OUR TRAINING
PROCESS.................. 05
51
EMPLOYABILITY
ENHANCEMENT
PROGRAMS.................
RESULT ORIENTED
TRAINING..................25
CURRICULUM - PGDM....................
TEACHING & DELIVERY
07
TRAINERS
PROFILE.........................................
FEEDBACK......................................
09
19

CORPORATE
EXPOSURE.................. 65
ADMISSION
PROCEDURE..........93
BUILDING BODY &
MIND TOGETHER
GYM, AEROBICS & YOGA.........................83
STUDENT PARTICIPATION........................84
EXTRA-CURRICULAR ACTIVITIES &
HOBBY DEVELOPMENT............................84
PLACEMENTS @
PIBM.................. 89
61
CONFIDENCE BUILDING
PROGRAMS......................

1 | www.pibm.in
DIRECTORS’
MESSAGE
The vision of the institute that “Every student
passing out from the institute must contribute to
the economy of India by becoming a business
leader - either by joining to lead a company or
becoming a successful entrepreneur creating
employment” entail students undergo character
and personality building program. As an institute
focusing on providing quality education, we believe
in setting up unique processes which gears towards
competencyandconfidencebuildinginthestudents
whichinturnincreasesEmployability.
We stay off doing things the mainstream way and
we assimilate new practices for the benefit of
students. We strongly believe that all concepts
should be taught in a practical way where more
emphasis is to be given on the application of the
concepts, that a faculty is supposed to give the
students a brief about the sector in which the
company is functioning, a brief about the company
and the products/services which are being taken as
an example. Sector understanding would enhance
student's macro knowledge of industry and
strategic thinking while understanding micro
specific details about product/service would make
them perfect business executor. So, students have
perfect blend of forming business strategy and
executingthemefficientlyandeffectively.
Wemajorlyfocusondeveloping the concentration
of mind which increases the willpower. Students
with this increased concentration and will power,
grasps the knowledge and facts quickly and easily.
It helps the PIBM students to have better vision of
their career and thus create goals. With the training
provided and developed skills and concentration,
PIBM students achieve their goals. Students spend
their time with Mentors who are corporate heads
and senior faculty, discussing about doubts and
problems they have. In addition to the academic
and intellectual input, adequate stress is laid in
inculcating the traits of leadership and team spirit
in order to facilitate students to realize their full
potential.
Mr. Raman Preet
Executive Director

DIRECTORS’ MESSAGE
PGDM PROSPECTUS | 2
It has been exhilaration and joy working and
contributing and be a part of the success of PIBM.
We have witnessed a rapid growth which has not
been the case with majority of all education
institutesinPuneandelsewhere.
Iamproudtobeapartofthisrapid“change”.
Continuous improvement is our mantra and we at
PIBM strive not just every year, every month, every
week but every day to bring in changes which will
take us to be one of the top colleges not just in Pune
or in India but internationally too. We have started
our foreign collaborations this year and we are
confident to make a huge mark within a year or two.
We at PIBM believe in achieving things immediately
within a year or two where people and other
organizations would plan to execute the same in
fiveyearsormore.
I am sure you would also like to be part of a big
success and share the limelight. This college is not
for weak minded non hard working boys and girls.
You will have to grind and burn the mid-night lamp
to taste the success and I take this opportunity to
welcomesuchstudentsonboard.
Mr.KumarIyer
PrincipalDirector
“CONCENTRATION LEADS TO PERFECTION, PERFECTION TO CONFIDENCE,
CONFIDENCE TO SUCCESS AND SUCCESS FINALLY LEADS TO HAPPINESS.”
The concentrated mind is like a perfect instrument for achieving success in every walk of life. Creativity,
talents, originality, scientific discoveries and inventions, fine arts and even spiritual truths discovered by
the sages are the product of a concentrated mind. Especially for students, concentration is must. It is
impossible to acquire knowledge and working skills without adequate concentration. Rest less mind leads
toconfusion,frustration,failuresandvariousdisasters.
So, we give special attention to first increase the concentration power of our students. Healthy body leads
to healthy mind and that is why PIBM students stay active and fit through daily routine of Aerobics,
Meditation,GymnasiumandSportsactivities.

WHY STUDY
AT PIBM
Pune Institute of Business Management
(PIBM),anAICTEapproved&UniversityofPune
affiliated institute, offers management
programs - PGDM & MBA in Marketing, Finance,
Human Resource and Information Technology.
We aim to provide high value business
management education to create diverse career
avenues for students. Our management program
in combination with extensive corporate
exposure through weekly interaction sessions,
rigorous training process, communication &
personality development training, certification
programs like ERP, Six Sigma, CFP, Advanced
Excel and MS Project ensures that every student
stands equal chance of securing his place in
globalcorporateworld.
In a highly dynamic and competitive
corporate world, it is important that students
have that extra edge to sustain competition. We
at PIBM, believe in bringing about a complete
transformation in the students so that they are
ready to take every challenge that comes their
way in a stride. We encourage, motivate, support,
and applaud our students so as to tap their full
potential and sculpt their careers. We believe in
imparting high standard of education to help our
students become future corporate leaders. We
strongly believe that education is not limited to
academic accomplishments alone and extends
much beyond the mainstream classroom
education. At PIBM, our emphasis is on overall
development of the student both on the
professional and personal front. Teamwork,
problem solving, leadership skills, decision
making, and goal achievements are the key areas
that are addressed effectively to build
flourishingcareersinbusinessmanagement.
We go beyond the conventional education
system to ensure that students are trained in all
these areas and much more thus empowering
them with all the skills necessary to carve a
niche in their chosen careers. Although we
prepare students for the aggressive corporate
ABOUT
PIBM
scenario, it is critical that students inculcate
qualities like exactitude, enthusiasm, sincerity,
positive attitude, and integrity. As a fit body leads
to a fit mind, we at PIBM, envision sculpting the
ordinary to extraordinary just like a "Butterfly".
While teaching students about a caterpillar's
evolution into a butterfly, a biology teacher once
told his students to observe the process without
trying to help the butterfly. However in his
absence, a student did try to help the butterfly
come out of the cocoon resulting in its death. On
his return, the teacher was told what transpired
in his absence. The teacher then explained that it
is "Law of Nature" that the struggle to come out
of the cocoon actually helped in developing the
butterfly's wings. Having deprived of this crucial
struggle, it died. The caterpillar in the cocoon is
ORDINARY. It evolves into a beautiful and
EXTRAORDINARY butterfly only after this
invaluable struggle. PIBM acts as the cocoon
that turns ordinary students into extraordinary
achievers by teaching them invaluable skills to
soarhigherandhigher.
We take great pride to state that PIBM students
are a perfect blend of “Strategy” and “Execution”.
At PIBM we understand that with most
organizations needing to drive results with less
resources, successfully executing a strategy
becomes critical to growth and sustainability.
PIBM students are trained from the very
beginning with the help of tools and frameworks
for creating effective business strategies along
with execution of strategic goals in all domains
ofMarketing,HumanResource,FinanceandIT.
We train our students to the very core of
Business Management with help of theoretical
learning & practical demonstrations of every
process from start till the end of life cycle for a
product or service. We will take you through all
the steps in transformation of a PIBM student
from being a normal graduate to smart,
confident & intelligent management student
readytotakeonthecorporateworld.
3 | www.pibm.in

ABOUT PIBM
BUILDING BODY AND MIND TOGETHER
The first step of grooming students involves
imparting right values such as improving
concentration and will-power of the students.
PIBM students practice gym, yoga and
meditation early in the morning. In evening
Cardio Exercise & Aerobics enlightens the mind
and refreshes the body after a long tiring day
which also helps in building Integrity and
Character. This ensures the intrinsic talent as
well as the holistic personality development of
thestudents.
DELIVERY/TEACHING
PIBM follows a standardized process of
selecting faculties having minimum teaching and
industry experience of 15 years. Students are
trained in various specializations such as
Marketing, Finance, Human Resource and IT.
They are groomed by faculties from top notch
institutes like Harvard, Wharton, INSEAD, IIMs
and XLRI. The pedagogy includes a combination
of lectures, conceptual discussions, case
analysis with discussions and presentations. We
follow a comprehensive course syllabus which is
designed in such a manner that students are
exposed with the latest case studies and
applications.
ABSORPTION (BUILDING SELF-
CONFIDENCE):
Training by world class faculties alone does not
contribute towards the holistic development of
SELF CONFIDENCE of students. We at PIBM
have gone one step ahead to check whether
students actually have absorbed the business
theories taught by faculties through rigorous
absorption process, which in turn give students
concept clarity and helps in building self-
confidence. We follow a very unique process
w h e r e b y w e c h e c k t h e c o n t e n t a n d
communicationskillofthestudentandgivethem
feedback on how they can improve. A student
undergoes a minimum of 40 presentations per
semester. The purpose behind the rigorous
absorption process is to increase their
communication skills, interlinking skills,
analytical skills and IT skills thereby increasing
their self-confidence so that companies can rely
anddependonthem.
ADVANCED FUNCTIONAL LEARNING
(SECTOR SPECIFIC APPROACH):
Even though PIBM students are acquainted with
the business theories, they need to learn the
practical application of the theories in the
corporate world. Advanced Functional Learning
is developed by our students through our unique
Sector-Company-Product/Service (SCPS)
Methodology. We give special emphasis on
practical learning approach by training students
on real life applications of business theories on
different sectors, companies and their
respective products and services. Events such as
“ C o r p o r a t e We e k e n d s ” a n d “ P i o n e e r
Convergence” sees corporate heads delivering
seminars with respect to a particular industry
thereby making the students understand the
practical application of business theories
specific to a sector e.g. during Pioneer
Convergence 2014, PIBM students interacted
with 40+ corporate heads over a course of three
days. We have a panel of 40 Corporate
Associates who continuously visit our campus on
corporate weekends and trains students by
impartingdomainknowledge.
EMPLOYABILITY ENHANCEMENT
PROGRAMS:
Our students have got competitive advantage
h a v i n g g o n e t h r o u g h E m p l o y a b i l i t y
Enhancement Programs which include Business
Analysis training, Domain specific Excel Training,
Quality Management training with Six Sigma
certification, Enterprise Resource Planning
Certification, Microsoft Project Certification,
Advanced Excel Certification, and Certified
Financial Planner course by FPSB India. These
courses enable PIBM students to tackle
challenges arising from the rapid technological
change and other unforeseen challenges. The
vigorous training imparted to PIBM students
make them ready to enter the corporate world.
The inherent quality that the student possess i.e.
that of a leader, team player, visionary and
executor makes them a valuable asset for
companies as they are the future leaders and
pioneers. Their intelligence combined with
integrity enables them to create value for the
organizationtheyworkfor.
PGDM PROSPECTUS | 4

PRODUCTS/SERVICESTRAINING
PIBMStudents’trainingbeginsfirstwiththebasicsofProductManufacturingand
Service Creation process under various sectors followed by training on
Distribution and Retail processes. Industry visits allows students to witness &
experiencetheprocessesatfirsthand.
OUR TRAINING
PROCESS
PIBM Students are given information and
knowledge about manufacturing / creation process
ofvariousproducts services
• Industryvisitsareconducted to experience the
processatfirsthand
• Knowledge about basic manufacturing
operations management
• InteractionwithFactory managersandlabors to
understandtheprocessMANUFACTURING
PIBMStudentsaregivenextensivetrainingin:
• Basic understanding of Logistics and
Distributionprocessinvarioussectors
• Information about various distribution
channelspresentindifferentsectors
• Trained into Channel Design, Channel Mix
andChannelManagement
DISTRIBUTION
PIBM Students are given training in retail sales for
variousproductsandservices
• Insight into various types of retail outlets for
differentsectors
• Understanding of basic retail operations
processes
• Training into retail sales techniques and customer
serviceRETAIL
5 | www.pibm.in

SECTOR-COMPANY-PRODUCT/SERVICE (SCPS CONCEPT)
Domain training with respect to various sectors, major companies
and their respective products and services improving students’ core
businessfunctionalknowledge
COMMUNICATION TRAINING
Group Discussion & Interview practice and training is
given by Corporate and Academic Mentors to prepare
for placements and improve self confidence and
communicationskillsofPIBMstudents.
CriticalThinkingSkills
AnalyticalSkills
CommunicationSkills
DomainTraining
BUSINESS ANALYSIS TRAINING
CFPBYFPSB
CERTIFICATION
COURSES
ADVANCEDFUNCTIONALLEARNING
EMPLOYABILITYENHANCEMENTTRAINING
GD/PITRAINING
OUR TRAINING PROCESS
PGDM PROSPECTUS | 6

st
1 SEMESTER
• Product Manufacturing - Basics of FMCG,
Consumer Durables, Paint, Steel
• Quantitative & Statistical Methods
• Micro Economics
• Marketing Management - Basics of
FMCG, Consumer Durables, Paint, Steel
• Human Resource Management -
Recruitment, Training & Development, PMS,
Compensation Benefits
• Finance for Managers
• Organizational Behavior
• Excel - Beginners Level
• Managerial Communication
• Business Environment
• Business Data
• Aptitude Training
nd
2 SEMESTER
01 | COMMON SUBJECTS
• Macroeconomics
• Research Methodology
• Legal Aspects of Business
• Materials and Logistics Management
• Financial Management I
• Quality Management
• Business Intelligence & Analytics
• Excel - Intermediate Level
• Certification - MS Project
• Aptitude Training
02 | MARKETING
• Sales Management
• Distribution Management
• Digital Marketing
• Market Research
TEACHING &
DELIVERY
CURRICULUM - PGDM
7 | www.pibm.in

TEACHING & DELIVERY
• E-Commerce
• Strategic Marketing
• Elective - Pre-sales
• Elective - Channel Management - FMCG,
Consumer Durables, Automobile
• Elective - Retail Management
• Elective - Market Research
• Elective - Retail Banking
03 | FINANCE
• Securities and Portfolio Management I
• Direct & Indirect Taxation
• Cost and Managerial Accounting
• Financial Markets and Institutions -
Merchant Banking, Insurance & Mutual Funds
• Project Finance & Financial Modelling I
• Derivatives I
• Elective - Wealth Management
• Elective - Equity Research
• Elective - Commercial Banking
• Elective - Actuarial Science
• Elective - Business Analysis I
• Elective - CFA Training
04 | HUMAN RESOURCE
• Labor Law
• Performance Management System
• Compensation and Benefits
• Training & Development
• Recruitment & Selection
• Organization Development
• Elective - Talent Acquisition
• Elective - JD Designing and OD
• Elective - Organization structuring
rd
3 SEMESTER
01 | COMMON SUBJECTS
• Strategic Business Management
• Quality Management
• Business Data
• Entrepreneurship & Development
• Certification - ERP by Oracle
• Certification - Six Sigma (Green Belt)
02 | MARKETING
• Integrated Marketing Communication
• B2B Marketing - Paints, Consumer
Durables, FMCG, Steel
• Product Management - Paints,
Consumer Durables, FMCG, Steel
• Brand Management - Consumer Durables,
FMCG, and Other Sectors
• Services Marketing
• Elective - Retail Management II
• Elective - Channel Management - Paint,
FMCG, Steel
• Elective - Customer Relationship
Management
03 | FINANCE
• Advanced Financial Management
• Securities and Portfolio Management II
• International Finance
• Risk Management
• Financial Modelling II
• Derivatives II
• Elective - Commercial Banking
• Elective - Fund Management
• Elective - Equity Research
• Elective - Business Analysis II - Banking,
Insurance
• Certification - CFP (optional)
04 | HUMAN RESOURCE
• HR Analytics
• HRIS
• Performance Management Systems II
• Compensation Benefits II
• Elective - JD Designing & Recruitment
• Elective - Talent Management II
• Elective - HR Budgeting
• Elective - Excel in HR
• Elective - Business Ethics in HR
th
4 SEMESTER
• Corporate Governance
• Rural Marketing
• International Marketing
• Project Finance
• Mergers & Acquisitions
• Global HR
• Talent Management
PGDM PROSPECTUS | 8

TRAINERS
FINANCE
Mr. Ravindra Menon
(B.Sc., CAIIB)
Forex Consultant & Corporate Trainer
25 yrs. Corporate Exp.
10 yrs. Academics Exp.
Subject - Banking & Financial Services
Dr. A. B. Rao
(M.A, L.L.B, PhD, MIMA)
Former Director - Bharati Vidyapeeth
Subject - Business Statistics
Mr. A. P. Rao
M.Com, F.C.A, I.C.W.A., F.C.S, CA
Ex CFO - Kinetic Motors
Subject - Accounting For Managers
Dr. Shubhada Sabde
MA, Economics - Mumbai University,
MPM, PhD - Pune University
Subject - Managerial Economics
At PIBM you will gain knowledge from some of
the world's leading business thinkers. The 100+
members of training team, all well-known and
highly respected in their respective academic &
corporate fraternities, are really what
distinguish PIBM from the other business
schools. The training team includes professors
drawnfromallmanagementdisciplineswithrich
teaching and industrial experience. This enables
students to learn both business theory and
applications giving PIBM an edge over other
institutes.
Many of these trainers are visiting faculties in
other reputed institutes such as Wharton,
Harvard, IIMs, etc. Similarly many of them are
CEOs,CFOsandVPsinvariousorganizations.
Mr. Dilip Thosar
B.Tech - IIT Kharagpur
PGDM (Marketing & Finance)
IIM Ahmedabad
Subject - Strategy Management
9 | www.pibm.in
TEACHING & DELIVERY

Mr. Bharat Dalal
Corporate Panel Member (Refer pg.63)
Ex VP Finance - Religare Securities Ltd.
30+ yrs. Corporate Exp.
Subject - Equity Research & Derivatives, Securities
and Portfolio Management
Mr. Manish Desai
CFO Product Business - Voltas Ltd.
Subject - Corporate Finance and analysis of Annual
report
Mr. Vikas Bhagwat
Cluster Head - Retail Banking - Axis Bank
Subject - Retail Banking and Rural Banking
Mr. Neeraj Madhekar
EVP - Yes Bank Ltd.
Subject - Commercial Banking and Corporate Banking
Mr. T S Narayan
Sr. VP Treasury - Mizuho Bank Ltd.
Subject - Treasury Management
Mr. Shridhar Gogte
CFO - Franke Faber India Ltd.
Subject - Corporate Finance
Mr. Dinesh Yeole
Research Operations Manager - Reval Analytical
Services Pvt. Ltd.
Subject - Equity Research; Fundamental & Technical
analysis
Mr. Dhaval Vakharia
VP Finance - Avendus Capital
Subject - Fund Management and Wealth Management
Mr. Praveen Sahay
Senior Research Analyst - BNK Securities
Subject - Equity Research& Securities
Mr. Vivek Divekar
B.Com, CS
Company Exec - Deepak Fertilizers
Subject - Banking & Financial Services
Mr. Munish Parmar
Domain Trainer
CA, MBA, Certified Financial Planner (CFP)
15+ yrs. Academics. Experience
Subject - Finance, Insurance & Mutual Fund
Dr. D. V. Sathe
Founder - D. V. Sathe & Co.
Subject - Taxation / FA / MA
Mr. Prasad Bhatt
PGDM - Finance, ICWA, CS (Inter)
15+ yrs. Academics exp.
Subject - Finance
Mr. Sachin Choudhary
Domain Trainer
MBA - Finance
10 yrs. Corp. Experience - Axis Bank (Branch Head) &
Yes Bank Ltd. (Branch Business Leader)
Subject - Retail Banking
Mr. Adesh Doifode
Domain Trainer
MBA - Finance - University of Wales
10 yrs. Corp. Experience - Jaypee Capital, BP Wealth
Management, Networth Stock Broking, Peerless
Securities, Ventura Securities
Subject - Equity Research
Ms. Rakhi Shah
Domain Trainer
MBA (Finance) - SP Jain Institute, CFA
10 yrs. Corp. Experience - CLSA India
Subject - Securities
PGDM PROSPECTUS | 10
TEACHING & DELIVERY

Mr. Prantosh Banerjee
MBA - IIM Ahmedabad
Director - 52 Creative Vision
Subject - Market Research
Dr. V. V. Ramashastry
(M.Sc, Ph.D , D.B.M, M.M.S)
Director - Dr. Shastry & Associates
Subject - Product and Brand Mgmt.
Mr. Madhup Gandhi
B.E, MBA - Symbiosis
Regional Director - Shree Shipping
Subject - Distribution & Retail Mgmt.
Mr. Shirish Bhagewadi
PGPBM IIM Ahmedabad
Business Consultant
Subject - Consumer Behavior
Mr. S. Venkat
Sr. Executive - Godrej
Business Development - Murugappa
Subject - Industrial Marketing IMC
Dr. A. Tavkarr
Ph.D., HRD and Management - Univ. of Belford
Subject - Int. Market Research
Prof. Deepak Bhivpathaki
MBA - NITIE Mumbai
Founder, Director & CEO - Everest Publishing House
Subject - Marketing Management
Mr. Sunil Kumar Singh
AVP - Channel & Business Development
Piaggio Vehicles
Subject - Channel Sales & Distribution (Automobiles)
MARKETING
Mr. Ravindra Singh
Domain Trainer
BE - ISM Dhanbad, PG Finance, CFA (US)
EDP - General Mgmt. (VGSOM, IITK)
10+ yrs. Corp. Experience - Corp Finance & Treasury
Subject - Financial Modeling
Dr. Arumugam
Subject - Security Analysis &
Portfolio Management
Mr. Madan Survase
Subject - Economic Analysis for
Business Decision
Prof. Amol Navangul
10 + yrs. Academics Exp.
Subject - Derivative Management
Mr. Pramod Jain
CA
Subject - Finance
Prof. Preeti Telang
CA
Subject - Business Accounting
Mr. Ajit Sinha
Subject - Finance Stock Markets
Prof. K. M. Joshi
Subject - FA / MA / Acquisition Merger
Mr. K. G. Awale
Subject - Labor Economics
11 | www.pibm.in
TEACHING & DELIVERY

Ms. Sheetal Parihar
ASM Retail Operations- Tata Croma
Subject - Retail Management (Consumer Durables)
Mr. Diniar Patel
Managing Editor (Innovations),
Editor(Supplements) - Times of India
Subject - Advertising & Media, IMC &PR
Mr. Zulﬁ Ali Bhutto
Regional Head - West - Lenovo
Subject - Channel Sales & Distribution (Consumer
Durables)
Mr. Arijit Dutta
CEO - Tata Green Batteries
Subject - Marketing Management, Sales & Business
Development
Mr. Abhay Pathak
Area Sales Head - ROMG - Reckitt Benckiser
Subject - Channel Sales and Distribution (FMCG)
Mr. Manish Rohtagi
International Business Head - Mahindra2Wheelers
Subject - Channel Sales & Distribution
(Automobiles)
Mr. Sanjay Shrivastava
VP Sales - Micromax
Subject - Channel Sales & Distribution (Consumer
Durables)
Mr. Pratap Tapare
Sr. Area Sales Manager - ACC Limited
Subject - Channel Sales & Distribution (Cement)
Mr. Satish Joshi
Global Practice & Delivery Head (Insurance)
Zensar Technology
Subject - Business Analysis in
Insurance Sector
TEACHING & DELIVERY

Mr. Vikrant Kadam
Field Director - IMRB International
Subject - Market Research
Mr. Ashish Bhargava
Domain Trainer
MBA - Marketing
22+ yrs. Corp. Experience - Electrolux Kelvinator,
Videocon, BPL, Kentosh Electronics, & Dunlop India
Subject - Consumer Durables
Mr. Sanjay Jha
Domain Trainer
PGDBM - Marketing
15+ yrs. Corp. Experience - Nourish Co Beverages,
HUL, Cellcom India Ltd., & GVK EMRI 108 Services
Subject - FMCG
Mr. Surendar Nandwani
Domain Trainer
MBA - Retail Management
15+ yrs. Corp. Experience - Boolchand Electronics,
Future Value Retail & Reliance Digital Retail Ltd.
Subject - Retail Management
Mr. V. Ravi Shankar
Domain Trainer
MMM - NMIMS
31 yrs. Corp. Experience - Golden Tobacco,
Wockhardt & Birla White (DGM - 25 yrs.)
Accredited Management Teacher - AIMA
Subject - Cement
Mr. M. Suzeer Ahamed
Domain Trainer
B.Sc., MBA - Univ. of Madras, Chennai
14+ yrs. Corp. Experience - Pidilite, Asian Paints, &
Sheenlac Paints
Subject - Paints
Mr. Riddhiman Mukhopadhyay
Domain Trainer
MBA - Marketing
10+ yrs. Corporate Exp. - Pharma Sector
10+ yrs. Academics Exp.- ICFAI Univ.
Subject - Marketing
Mr. Kingshuk Bhadury
MBA - Symbiosis
MTM, MDBA, MHCIMA (UK)
15+ yrs. Academics Exp.
Subject - Services Marketing
Mr. Kingshuk Bhadury
MBA - Symbiosis
MTM, MDBA, MHCIMA(UK)
Subject - Service Marketing, HR
13 | www.pibm.in
TEACHING & DELIVERY

Mr. P. S. Gadkari
GM - Bajaj Auto
Subject - TUM & Labor Welfare
Mr. Shashank Jagirdar
Director HR - DHL
Subject - Organization Development & Structuring
Mr. Kiran Kurwade
Consultant L& D - Videocon
Subject - Recruitment and Selection Practices
Mr. Manish Singh
Head HR and Administration - Haier Appliances
Subject - Excel in HR, Strategic HRM
Mr. Vishal Bhargava
Head HR and Administration - Repro India
Subject - Recruitment & Selection
Mr. Suraj Narain
Head - Staffing and Resourcing - E-Clerx
Subject - Human Resource Management
Mr. Parijat Pushp
Sr. HR Manager - Tata Housing
Subject - Talent Acquisition& Management
Mr. Babar Mian
Head HR and Administration - PAMAC Finserve
Subject - Recruitment and Selection Practices
Mr. Aditya Rahul
Talent Acquisition Leader - Homeward Residential
India
Subject - Recruitment Strategy & Talent Mgmt.
Ms. Sonal Parmar
BE, MBA - Marketing
8+ yrs. Corp. Exp. - USV Pharma
10+ yrs. Teaching Exp.
Subject - Marketing
Mr. S. Dhanorkar
Subject - Brand Management
Ms. Vandana Trivedi
Subject - Sales Management
Mr. Pradeep Lokhande
Ms. Palak Sharma
Subject - Marketing
Ms. Vaishali Nikalje
Adv. P. A. Naronha
(B.A, LLM, MPM, B.A.)
Deputy GM - HMT & Mahindra Eicher
Subject - Administration & Compliances
Prof. Sanjeev Kulkarni
M.Sc, Masters in Marketing Management
Dy. Manager - Aquapharm Chemicals
Subject - Corporate Communication
Prof. Col. Mudkavi
Subject - HR Mgmt., Training & Development
Mr. V. V. Nathan
GM Corp. HR - Force Motors Ltd.
Subject - Human Resource
HUMAN RESOURCE

Mr. Pradeep Bandopadhyay
Head HR - Berger Paints
Subject - Compensation & Reward Management
Mr. Jitesh Sethi
CEO - Women Talent Pool
Subject - Skill Development Training & Reward
Management
Mr. Randeep Singh
Head HR - Serco Global
Subject - Compensation & Reward Management
Mr. Manoj Dubey
Regional Head HR - West - Bata
Subject - Performance Management
Adv. P. A. Sukhatme
(MA, LLB, LLM)
Consultant Commercial Law
Subject - Business Law
Prof. Jayant Oak
MA Economics, MMS - Marketing - Pune
Univ. Head - Planning Department - SBI
Subject - Compensation and Benefits
Prof. Debashish Dutta
M. Com
VP - JN Group of Industry
Subject - HR
Dr. Neelanjan
Subject - Training & Development
Mr. Biswajit Ghosal
MBA - XLRI
Ex-President, CEO - Convergence Technology
Subject - Performance Management System
Dr. V. V. Ramashastry
(M.Sc, Ph.D , D.B.M, M.M.S)
Subject - Product and Brand Mgmt.
15 | www.pibm.in
TEACHING & DELIVERY

Mr. S. R. Phadke
B.E Mech., MMS - Operations
GM - Aditya Godrej
Subject - Operation Research
Dr. Pranab Deb
M.Tech, MMS - SIBM, Ph.D - INSEAD (France)
Subject - Strategic Business Management
Prof. Col. Prabhudesai
Colonel Indian Army, NAAC
15+ yrs. Corporate Experience
Subject - Principles and Practices of Management
Prof. Ashok Choudhary
B. E Mech - IIT Kharagpur
Director - Shriram Shipping & Dredging Ltd.
Subject - Materials Mgmt. & Logistics
Mr. Ashok Soman
B.Sc., PGDBM, PGDMM, DMM, DPERT
Subject - Principles and Practices of Mgmt.
Prof. Abhijit Nag
Consultant - LG
Subject - Project Management / B2B
Mr. H. S. Pundle
Subject - Supply Chain Management
Dr. V. Sane
Subject - Current Trends in Management
OPERATIONS, IT
& STRATEGY
Prof. Ajit Sane
President, Executive Director
Yuva Shakti, Back to Nature
Subject - Organizational Behaviour
Mr. Arvind Shruti
ILO - Teaching at IIM - A, IIM - B
Subject - HR
Adv. Bhonagiri
Subject - Labour Laws
Mr. K. V. Raghavaian
Subject - HR
Mr. Shripad Taware
Subject - HR
Dr. S. W. Deshpande
Subject - HR
Mr. Rajagopal
GM HR - Sandvik Asia
Subject - HR / Corporate Governance
Prof. Praful Dhar
Sr. Manager HR - Mercedes Benz
Subject - Performance Management System
Prof. Suresh Muke
HR Manager, TATA Motors
Subject - HR Management
TEACHING & DELIVERY

Mr. Satish Joshi
Global Practice & Delivery Head (Insurance) -
Zensar Technology
Subject - Business Analysis in Insurance Sector
Mr. Jitendra Bane
Global Head - Banking & Finance Practice - Zensar
Technology
Subject - Business Analysis in Banking Sector
Ms. Vandana Tope
Sr. Business Analyst - Insurance sector - Zensar
Technology
Subject - Business Analysis
Mr. Mahesh Deshmukh
Sr. Business Analyst - Banking sector - Zensar
Technology
Subject - Business Analysis
Ms. Neelima Khaladkar
Subject - Statistics
Ms. Harshada Sharma
Subject - System & IT
Mr. Dimakh Sahasrabuddhe
Subject - Systems & IT
DOMAIN TRAINING
Mr. Ashish Bhargava
MBA - Marketing
22+ yrs. Corp. Experience - Electrolux Kelvinator,
Videocon, BPL, Kentosh Electronics, & Dunlop India
Mr. Shashank Jagirdhar
Director - HR
DHL India Pvt. Ltd.
17 | www.pibm.in
TEACHING & DELIVERY

Mr. Sanjay Jha
PGDBM - Marketing
15+ yrs. Corp. Experience - NourishCo Beverages,
HUL, Cellcom India Ltd., & GVK EMRI 108 Services
Subject - FMCG
15+ yrs. Corp. Experience - Boolchand Electronics,
Future Value Retail & Reliance Digital Retail Ltd.
Mr. V. Ravi Shankar
MMM - NMIMS
31 yrs. Corp. Experience - Golden Tobacco,
Wockhardt, & Birla White (DGM - 25 yrs.)
Accredited Management Teacher - AIMA
Subject - Cement
Mr. M. Suzeer Ahamed
14+ yrs. Corp. Experience - Pidilite, Asian Paints, &
Sheenlac Paints
Subject - Paints
Mr. Sachin Choudhary
MBA - Finance
10 yrs. Corp. Experience - Axis Bank (Branch Head)
& Yes Bank Ltd. (Branch Business Leader)
Mr. Munish Parmar
B. Com, CA - (Inter), MBA
Certified Financial Planner (CFP)
15+ yrs. Corp. Experience
Subject - Insurance, Mutual Fund
Mr. Adesh Doifode
MBA - Finance - University of Wales
10 yrs. Corp. Experience - Jaypee Capital, BP Wealth
Management, Networth Stock Broking, Peerless
Securities, Ventura Securities
Subject - Equity Research
Ms. Rakhi Shah
MBA (Finance) - SP Jain Institute, CFA
10 yrs. Corp. Experience - CLSA India
Subject - Securities
Mr. Ravindra Singh
BE - ISM Dhanbad, PG Finance, CFA (US)
EDP - General Mgmt. (VGSOM, IITK)
10+ yrs. Corp. Experience - Corp Finance & Treasury
Subject - Financial Modeling
Ms. Rohini Joshi
BEC & TKT - Cambridge University
12+ yrs. Professional communication training exp.
Subject - Communication Skills
Mr. Dhananjay Singh
BULATS - Cambridge University
10+ yrs. Personality Development training exp.
Subject - Personality Development
Ms. Ranjini Iyer
9+ yrs. Corporate Training exp.
Ms. Shweta Choudhary
Science Grad - Stanford University
8 yrs. Corporate Training exp.
Mr. Sawan Durge
BA (English), Pune University
EMBA (Corporate Training Management), ISBM
6 yrs. Training Exp.
Ms. Manasi Goray
MA - English
Mr. Varun Dhakne
Subject - Soft Skills
Mr. Ravindra Mangrulkar
5 yrs. Aptitude Training exp.
Subject - Quantitative Aptitude
Mr. Abhishek Verma
PGDM - IIM Indore
HOD - Aptitude Department
COMMUNICATION
SKILLS
TEACHING & DELIVERY

FACULTY
FEEDBACK
M.Sc, Ph.D , D.B.M, M.M.S
30 yrs. Academics Exp. | Subject - Product and Brand Mgmt
Very few Institutes of Management in Pune take the kind of interest that PIBM takes in giving the highest learning
atmosphere for the students. The anxiety and efforts placed by the management in giving the best to the students
is undoubtedly commendable and exemplary. With this kind of support, encouragement, counseling and guidance
from experts in academics and industry, it is reasonable that PIBM students take the best out of it to transform
themselvesintoenthusiastic,knowledgeableandperforminglearningmanagersofthefuture. Dr. V. V. Ramashastry
M.A, L.L.B, PhD, MIMA
30 yrs. Academics Exp. | Subject - Business Statistics
As a professor of Business Mathematics and Statistics, I like to comment that it is necessary for each and every
PGDM student to acquire appropriate knowledge in regards to the basic concepts and fundamentals. In this
respect the presentation have provided ample scopes to the learner in presenting their own way of understanding
the concepts. Also the presentations have helped in enabling them to gain sufficient confidence in their power
expression and thereby during way for effectiveness in facing interviews. Furthermore the statistical methods
there also sufficiently covered by then in their presentation. Thus presentations will ensure that students are
alwayskeptinastrict,fitandtrimcondition.Thisisaverygoodeducationalmeasureinthelearningprocess.
Dr. A.B Rao
M.Sc, Masters in Marketing Management
Dy. Manager - Aquapharm Chemicals
20 yrs. Corporate Exp. | 10 yrs. Academics Exp. | Subject - Corporate Communication
Firstly, I believe that education should result into the holistic development of a person. I also believe that
management education should result into enhanced skills, ability and knowledge of the students and it should
improve their attitude towards learning and education. My teaching methodology includes the use of theoretical
concepts in order to explain the examples in business world. I also attempt to improve the communication skills
ofthestudentsbyhelpingthemovercometheircomplexesandencouragingthemtofreelyexpressthemselves.I
also try to sensitize the students towards the socio-economic, political, technological, legal and environmental
issuesaroundussothattheyareabletorespondtothesame.IamalsoafirmbelieveroftheIndianvaluesystem
and I make an attempt to help the students into developing into, not only successful employees, leaders and
entrepreneurs,butintogood,responsiblecitizensofthisgreatcountry.
Prof. Sanjeev
Kulkarni
Forex Consultant & Corporate Trainer
25 yrs. Corporate Exp. | 10 yrs. Academics Exp. | Subject - Banking & Financial Services
Conducted training programs in International Trade Finance for corporates & bankers viz., Bank of America, L&T
finance, Kotak Mahindra Bank Ltd, Atul Ltd. etc.
AssociateofDun&Bradstreet
The soft skills training, personality development sessions, interaction with industry stalwarts, engagement of best
faculties and industry veterans, continuous evaluation process, enforcement of strict discipline are some of the salient
features of PIBM, which I have observed. These kind of vigorous initiatives undertaken under your motto, “ANYTHING
ANDEVERYTHINGFORTHESTUDENTS”areshowingintheunfoldmentoftheirtalentsandstrongpersonaltraits.
Prof. Ravindran
Menon
19 | www.pibm.in

FACULTY FEEDBACK
Subject - HR Mgmt., Training & Development
I always believe presentation is a must in today's competitive scenario. That is why I always give a lot of
weightage to it in my classes. Presentation develops communication skills, time management, personality and
confidence level. Other than management subjects, subjects of general interest and management book reviews
areconsideredforpresentation.Presentationsareonindividualbasisandinteamtodevelopteamspirit.Istrongly
believethatthiskindofpresentationwilldefinitelyenhanceself-confidenceandemployabilityfactor.
Prof. Col. Mudkavi
Sr. Executive - Godrej | Business Development - Murugappa
15 yrs. Corporate Exp. | 30 yrs. Academics Exp. | Subject - Industrial Marketing IMC
It is extremely important for pedagogical methods to evolve and I believe in simulation of real life scenarios so
astoenablethestudentrelatetoapracticalperspectiveandinternalizethesubject.Thisisextremelyimportant
from a career perspective as it nearly impossible to have a formal engagement with education after these two
years. Further, pedagogy needs to incorporate the dynamism of management education by making it
contemporaryandmovingbeyonddefinitionsandtheories.Studentsneedtorealizethattheyaredealingwithan
imperfect science where the costs of failure are very high. The intellectual development required of an
individual in high paying careers, thus makes it vital to adopt a different approach. Involvement of students both
physically and more so intellectually are the foundations of a sound career. He is as much a contributor to his
success as the faculty and pedagogy. Presentations and Viva apart from live projects help the student build and
honehiscompetenciesasthescopeofeachsubjectisvastandexhaustive.
Prof. Venkat
Subramanian
B.E, MBA - Symbiosis
Regional Director - Shree Shipping
25 yrs. Academics Exp. | Subject - Distribution & Retail Mgmt.
At PIBM, We have been having an excellent faculty student interaction in the form of class room sessions, Group
and individual presentations, case study analysis and Viva/extempore. All these help the overall development of
the students to face any situation in corporate world and help him for better decision making and to acquire
problem solving skills. It also helps him to develop excellent communication skills and helps him improve the
confidence level to take on industrial challenges. The methodology adopted by me in the classroom is to make
students think on their own instead of depend on faculties or external agencies. This has helped the students to
performwellinnotjustmysubjectsbutalsoinothersubjectsandalsointheirworkarea.
Prof. Madhup Gandhi
B.Sc., PGDBM, PGDMM, DMM, DPERT
15 yrs. Corporate Exp. | 10 yrs. Academics Exp.
Subject - Principles and Practices of Mgmt.
In my industry experience I have learned that it is the practical knowledge which is more important than the
theoretical knowledge which one gets from the books. So I always ensure that my students are not pushed to
books to memorize for passing the exams but they are put through rigorous hands-on training through projects,
which contains several aspects of core management. In my exams I always provide questions in form of Case
Studiessothattheyhavetogothroughsomethoughtprocessratherthanjustwritingthememorizedanswers.
Prof. Ashok Soman
I teach Marketing and Strategic Management subjects for students of MBA as well as PGDM. The methodology
whichIfollowconsistsofamixofclassroomteachingaswellaspracticalhands-onexperience.Theclassroom
experience consists of theory, business cases, management games etc. The practical experience consists of
live market research carried out at business places like retail stores, service centers, manufacturing units etc.
The class then resembles a business unit and students actually participate as business people. The outcome of
this rigorous two years translates into a business-ready professional who becomes market-fit from day one. It
has been our experience over the years that top corporates recruit from our campus regularly with an
increasingpayscale.
M.Tech, MMS - SIBM, Ph.D - INSEAD (France)
Subject - Strategic Business Management
Dr. Pranab S Deb

FACULTY FEEDBACK
M.A, L.L.B, PhD, MIMA
30 yrs. Academics Exp. | Subject - Business Statistics
The subject I teach my students is "Accounting for Managers". This subject requires the student to have an
analytical bent of mind and further requires having good level of practice to perfect the knowledge. This subject
therefore requires lot of time and patience to practice a good number of practical problems. I find that although
few students are able to do well; and many of them have understood the subject. The presentation programs
have helped the students in gaining more confidence. A very great plus point in most of the students is that they
have a positive attitude and they have an urge to make further progress. One thing which I have seen in my
students of PIBM is that they have no arrogance and superiority complex as I see in many other institutes. And
therefore, I feel that many of these students can make tremendous progress once they enter any good
organization. The management of the institute has done many good and right things to bring the quality in the
students;which theyhavesucceededtoalargeextent.
Prof. A. P. Rao
MBA - Marketing
22+ yrs. Corp. Experience - Electrolux Kelvinator, Videocon, BPL, Kentosh Electronics, & Dunlop India
My training approach is concept learning through SCPS technique (Sector, Company, Product and Service) with
the help of Case studies, Role play, Live Projects, Field and Industry Visit related to Consumer Durables sector.
Live projects are done by our students which enhance their understanding on the application of distribution
strategy. Research helps students to find out the various promotion strategies adopted by companies. In-depth
analysis is done to find out what the success factor of such an event was or what could have been done if the
promotion strategy didn't work at all. Huge effort is taken to bring eminent personalities to the campus to share
content knowledge where the speaker focus on themes which are relevant in today's business world and they
include practical business situation with respect to their company. Similar to other faculties, I conduct Balance
sheet analysis of consumer durables industry as case study to make them understand the various cost overhead,
their impact on profitability and how to improve overall efficiency and effectiveness in system as today every
branchorSBUhasbecomeindependentprofitcenterandcostsavedisprofitearned.
Mr. Ashish
Bhargava
B.A, LLM, MPM, B.A.
Deputy GM - HMT & Mahindra Eicher
30 yrs. Corporate Exp. | Subject - Administration & Compliances
Thepresentationshavehelpedthestudentstogoindepthofthesubjectmattertounderstand.Duringmysession
on Labour Law and Industrial Relation we have discussed various cases decided by various courts asked them to
make presentations. Presentation has helped the students to improve communication skill, subject clarity and
presentation skill. In the last academic session also presentation was compulsory and each student had to work
hard and need to put lot of efforts to make presentation lively and interesting. So, I am of the firm opinion that
such presentations should continue in the institute for the mutual benefit and prosperity of the students and
Institute.
Prof. Advocate
Naronha
Mr. Ravi Shankar
MMM - NMIMS
31 yrs. Corp. Experience - Golden Tobacco, Wockhardt & Birla White (DGM - 25 yrs.)
Accredited Management Teacher - AIMA | Subject - Cement
The distinctive feature of the Institute’s Academic programme is the use of a pedagogy that is oriented towards
decision making. The curriculum is continually updated to ensure that it is synchronized with the current and
foreseeable needs of the industry. As a faculty member, I have witnessed how students, from a variety of
academic backgrounds, have come away with a deeper understanding of course, training process and a
meaningful connection to various sectors. I personally train students on Cement Sector and make sure that
thereisacontinuouslivelydiscussiongoingoneachandeverytopic.
21 | www.pibm.in

FACULTY FEEDBACK
MBA - Marketing
10+ yrs. Corporate Exp. - Pharma Sector | 10+ yrs. Academics Exp.- ICFAI Univ.
Subject - Marketing
My training is experiential intensive where students are encouraged into active learning through pedagogy like
Case Discussion, Field Projects and Role Plays .Students are encouraged to evolve theoretical insights rather
than made to listen to lengthy monologues from Class Activity only. Objective is to empower students with
theoretical knowledge and effective linking into practice.Mr. Riddhiman
Mukhopadhyay
MA, Economics - Mumbai University,
MPM, PhD - Pune University
15 yrs. Academics Exp. | Subject - Managerial Economics
PIBMhasdisciplinedandwellbehavedstudentswhoareveryreceptivetoo.PIBMisqualityconsciousandinvites
best faculties for teaching. Taking regular presentations and asking students to solve case study, helps them
improve both of their communication skills and analytical skills. It also helps the students to build confidence in
them. PIBM is doing lot of extra things apart from academics to develop its students, so it's obviously destined to
goalongwayintothefutureandbuildanameforitself.
Dr. Shubhada Sabde
MBA - Finance- UniversityofWales
10 yrs. Corp. Experience - Jaypee Capital, BP Wealth Management, Networth Stock Broking, Peerless
Securities,VenturaSecurities
Subject- EquityResearch
Thestudentsaregivenrealisticexposuretowardspublic-listedcompaniesfromtheviewpointofanequityresearch
analyst for better employability. I believe in practical approach towards training the students in the area of equity
research, financial modeling, valuation methodologies and research report writing. The students are proficient in
identifying the business structure, evaluating various processes/parameters, examining the macro environment
andanalyzing/estimatingthefinancialstatementstargetedtowardsequityinvestment.Mr. Adesh Doifode
PGDM - Finance, ICWA, CS (Inter)
15+ yrs. Academics exp. | Subject - Finance
I always like to ensure strict discipline in my lectures as according to my Industrial Experience, one thing which
I have seen required in a good manager is the sincerity as well as self-discipline. I always ensure that my
students work on the cases that I provide to them and provide the solutions well within the deadline. This helps
them in building their managerial skill of Time Management. Apart from case studies I make my students
present their solution in front of audience as this helps them to improve their communication skills and build
confidence. I also give continuous feedbacks to ensure that my students keep on working on their weaknesses
andimprovethemselves. Prof. Prasad Bhatt
15+ yrs. Corp. Experience - Boolchand Electronics, Future Value Retail & Reliance Digital Retail Ltd.
I am taking care of Retail Domain where I teach Merchandising, Sales, Customer Service, how to Manage Store
operations, Day opening, Day closing, Replenishment, Display of Products, Maintaining price, Implementation of
Promotions, Preventing loss with tagging the products, Manpower Bucketing, Store Layout, Checklist for store,
etc. This helps the students to understand the practical applications of theory. During Interviews students are
muchclearwithconcepts,whatisbeingaskedandwhatanswerhastobe.Mr. Surendar
Nandwani

FACULTY FEEDBACK
MBA - Finance
8 yrs. Corp. Experience - Axis Bank
(Branch Head) & Yes Bank Ltd. (Branch Business Leader)
Every concept has a practical approach attached to it which is actually hidden. My idea is to make the students
aware about the same and how they can relate a specific topic/concept with the practicalities. More focus is on
see the things which are not visible or you can say “Read between the Lines”. Banking is generally seen as a
Service but I project it more as a product with some tangibility factor in it. For e.g. how marketing mix or
marketing planning is not only related to FMCG/CD/Cement etc. but these to Service Sector as well. I am taking
Risk Management in banking subject for the senior batch students. I teach them how risk is associated in the
various aspects of banking right from finalizing the location/layout of the branch, opening of the accounts to the
normal operations of the Bank. Our training help them prepare for the environment/challenges that students will
face once they enter in the corporate. We provide them with the inputs about how one can dwell well within the
organization and can contribute to the bottom line quite early. If the students are aware about the happenings
inside the corporate and the expected outcome then they can prepare themselves accordingly and will not feel
alienated and can be an asset for the organization within few months for which otherwise a normal B School
Graduatewilltakeatleastoneandahalfyear.Mr. Sachin Chaudhary
Science Grad - Stanford University
'Great minds discuss ideas', I think this concept of PIBM is not only helping the young minds to meliorate their
skills but also preparing them to acclimatize with the corporate world. In today's interconnected world,
companies and institutions are no longer as tied to geographic boundaries as they once were. English is the lingua
franca in the business community worldwide. As a professional, you need to master business English to succeed.
Nobody wants to be left out of an important meeting, passed over for a promotion, or stymied in negotiations
because of poor English .As a Communication & soft skills trainer my job is to train them business English, soft &
life skills. We've prepared a collection of references and study materials covering a variety of workplace
situationsfrommakingpresentationstotalkingtoyourbossandwritingprofessionale-mails.
Ms. Shweta
Choudhary
MA -English
12 yrs. CorporateTrainingexp.
Subject- CommunicationSkills
Being a communication trainer, I always have interactive sessions, which help the students to come out of their
cocoon and start exploring. Each session has a lot of activities like role plays, mock interviews, reading, analyzing
and speaking on current topics, which are relevant to the current corporate requirements. My postgraduate
degree in English literature helps me to make students understand intricacies of the English language, which they
havetouseintheirdaytodayproceedingsasfuturemanagers.
Ms. Manasi Goray
Ms. Ranjini Iyer
I realize the dominance of the English Language in a Business environment having been a communication trainer
for 8.5 years. Being a post graduate in English with a specialization in Grammar and Phonetics and a qualified
trainer in Business English certified by Cambridge University, UK, I not only reiterate the usage of language with
my students but also take care of their diction, articulation and pronunciation as a Voice & Accent trainer. This
helpsthestudentswhentheygofortheirinterviewsandwillhelpthemintheirdaytodaylifeoncetheyareapart
of the corporate society. English, being a link language is an asset to the students which helps them develop
themselvesculturallyandmateriallysothattheycancompetewiththebestintheworldofmindandmatter.
9+ yrs. Corporate Training exp.
BA (English), Pune University
EMBA (Corporate Training Management), ISBM
6 yrs. Training Exp.
I focus on application based training which helps students apply their learning in real life scenarios. My training
focuses on enhancing the language skills of my students so that they can easily communicate with people from all
across the world. Following the recent trends in training & Development, I polish my students' skills according to
thecurrentindustryrequirementswhichmakethemreadytobehired.
Mr. Sawan Durge
23 | www.pibm.in

FACULTY FEEDBACK
BEC & TKT- CambridgeUniversity
12+ yrs.Professionalcommunicationtrainingexp.
Subject-CommunicationSkills
Being a Cambridge certified BEC (Business English Certificate) and a TKT (Teaching Knowledge Test) trainer with
a masters in English Literature from the Pune University, my training focuses more on making the students
polished, confident, job-ready and future thought leaders and able to live up to stringent industry standards
required of them. I challenge each student to have an original entrepreneurial bent of mind, along with cultivating
a keen interest in learning and imbibing new methodologies to help his/her future organization excel along with
their own intellectual growth milestones. Heading the PIBM Communication & Soft Skills Cell, with unparalleled
support from Mr. Raman Preet (Executive Director - PIBM) along with a team of 8 striking individuals who are
masters in their field of expertise helps me to strike the right chord as far as placing students in the corporate
world is concerned with high-end packages. Our aim is to create PIBM - Brand Leaders who will make a mark in
theirchosensectorsnationallyaswellasoverseas.
Ms. Rohini Joshi
PGDM -IIMIndore
HOD - AptitudeDepartment
Aptitude tells about the mental stability and analytical skills of an individual. This is one of the main reasons
Aptitude is required by most of the companies who visit PIBM for recruitment. We discuss with the recruiters as
well as refer previous papers so as to know what is expected from our students. We monitor our students on an
individual basis and measure their performance thereby imparting specialized training as per the requirements of
studentsaswellasthecompanies.
Mr. Abhishek Verma
Subject - Statistics
I teach Mathematics, Statistics & Operations Research. We teach from the very basics of mathematics, covering
all the types of sums which the students must be able to solve at the time of placement. It helps the students to
passtheAptitudeTestheldbydifferentcompaniesatthetimeofRecruitment.
Ms. Neelima
Khaladkar
3 yrs. CorporateExp.
8 yrs.AcademicsExp.
Subject-Marketing
I take Distribution Management subject in Sem II and Entrepreneurship subject in Sem III. Both the subjects
are designed with complete practical orientation. Each session is replete with case-lets and case studies of
sectors like FMCG, CD, Auto, Financial service, Aviation, Consulting, Cement, Paints, etc. Regular evaluations and
short term projects are part of the course execution to ensure 100% absorption of the content. Distribution
Management specifically is a subject which prepares the marketing students for Channel management and
Channel sales profiles for both B2B and B2C models of business. Channel management, extracting business from
distributors and acquiring new distributors for market expansion are crucial KRAs in most Channel sales profiles
and students are also asked questions pertaining to channel design in interviews. This subject therefore is
completely employability oriented. Entrepreneurship subject is holistically designed to give the students an
overall sense of business rather than just understand their specialized domain. It also encourages them to
becomeanentrepreneurratherthanjustbecomingamanager.
Ms. Palak Sharma
We believe in scientific methodology for training students on communication and life skills. (Training need
analysis--designing--training--practice--evaluation--employability) is our approach to build their personality and
employability skills. Our eager to learn students always motivate us to come up with innovative ideas and
methodsfortraining,whicheventuallygivesusagreatpleasuretoworkwiththem. Mr. Varun Dhakne
Subject - Soft Skills

We at PUNE INSTITUTE OF BUSINESS MANAGEMENT (PIBM) understand the need faced by the different industries
and accordingly we have set our own pedagogy in accordance to the industrial demand so that our students can excel in
theirownrespectivefieldofspecializationincompanies.
The application of theories vary according to the sector and industry. For instance, Sales in FMCG sector requires people
withdifferentskill-setsascomparedtoSalesinInsurancesector.Theformerinvolvessellingaproductwherenegotiating
skill is of utmost importance whereas the latter involves selling a concept where interpersonal relationship and
convincingskillisrequired.Thesesubjectsaretaughtalongwiththerespectiveapplicationindifferentsectors.
RESULT ORIENTED
TRAINING
At PIBM, we give special emphasis on practical
learning approach by training students on real
life applications of business theories on different
sectors, companies and their respective products
and services. Our SCPS concept is applied to all
the Management Discipline being taught at the
Institute.Howwedoit:
SECTOR-COMPANY-PRODUCT/SERVICE
(SCPS CONCEPT)
For training on a
particular Domain
we first choose
Sector e.g.
FMCG, Consumer
Durables, Automobile,
Cement, Steel etc.
We have identified
12 major domains
in the Industry i.e.
Channel Management,
Retail Management,
Investment Banking,
Equity Research, etc.
Under a particular
Sector we choose
Companies e.g. under
FMCG we choose
HUL and Capital
Foods
 Students are trained by doing comparative
analysis and study e.g. comparison between
a 200 crores company & a 2000 crores
companywithinthesamedomain
 BusinessDataOrientedTraining
 Students get the first glimpse of the business
world with the course Business Data –
wherein they will learn how various
companies function, how they produce
different products and services and how
Marketing, Operation, HR, Finance and IT
functionsworktogetherinabusiness.
 e.g.Business Data under balance sheets
Assets, Liabilities, Various costs, Long Term
& Short term Investments, etc. are taken up
individually by trainers to be explained to
students with respect to companies and
theirproducts'lifecycle
 Complete life cycle of a product or service is
identified & explained under each domain i.e.
Marketing, Finance, Human Resource,
Operations, IT, etc. Life Cycle of a product is
chosen e.g. Car as a product starting from
Manufacturing Process to Logistics & Supply
SCPS TRAINING PROCESS
THROUGH BALANCE SHEET
After choosing
Companies we select
their competing
Brands
and Products e.g. In
Tomato Ketchup as a
product category
we choose HUL's
Kissan and Capital
Foods' Smith & Jones
25 | www.pibm.in

chain to End Consumer. Each process step is
explainedwithrespecttoBalanceSheet.
 So in this manner 60-80 Business Entities
from Balance sheet pertaining to each step in life
cycle of product of chosen companies are dwelt in
detail to understand a domain. For example,
certain components / entities in the balance sheet
like, “logistical expenses”, “Stock in WIP”, etc. are
individually dealt, broken and explained for the
studenttounderstandthewholepicture.
(Note: We are not teaching the balance sheet here,
but just making them understand the components in
the same to understand the business more
effectively)
OURINVESTMENT
 We do not engage teachers & lecturers. We only
hire trainers who are having 10+ years of
experience in their respective fields and have
reached at least Zonal / Regional level positions
during their corporate experience are in charge /
control.
 Our investment is in terms of the cost involved in
hiring the industry professionals is practically
much more than just recruiting post graduates and
doctorates, who would be only academically
strong but is void of the industry experience. This
we believe is more important for a management
student and that's why we want the people from
the industry to impart knowledge to our students
andgivethemthefeeloftheindustry.
 All our trainers are inducted & trained to give
training on the SCPS model which dwells more on
peer comparison within the industry & data that
can be analyzed with the perspective in place
throughindustryexamples
 Our Corporate Panel Associates also train our
students with direct domain knowledge and the
wholecampusishummingonweekendswithlotof
dignitariesandpeoplewithhugeexperience.
RESULT ORIENTED TRAINING
Mr. Manish Rohtagi
International Business Head
Mahindra 2-Wheelers

PIBM students are trained by corporate guests
from various sectors with an approach to make
them understand practical applications of
theories with respect to specific sectors. Below
aresomeoftheexamplesofSectorsbeingtaught
tostudents-
SECTOR & DOMAIN
TRAINING
AUTOMOBILE SECTOR
HOWWE TRAIN OUR STUDENTS?
Case studies and live examples of various
companies such as Piaggio Vehicles, Mahindra,
Hero Motocorp etc. are used to enhance
understandingofthesubjectmatter.
Our students are trained on following aspects
which prepares them to work in Automobile
Sectorare:
 PurchaseBranding of automobile products:
of vehicle is long term investment and
customers will do lot of research before
buying any vehicle and hence it is essential to
successfully brand a product. Students are
given basic understanding of branding
strategiesusedforallkindsof Automobiles
 PIBM studentsAdvertisement & Promotion:
are given training in right method of
communication and more importantly what
should be communicated to potential
customers
 Training is given in distribution channel and
supply chain management from both the
supplierandendcustomerperspective
 Students are trained inConsumer Behavior:
developing new concept category and what
kind of concepts are to be used or for
repositioning a brand, and how is culture
associated with brand associations with
respecttoAutomobilesector
Mr. Sunil Singh
Corporate Panel Member
AVP - Channel & Business
Development
Piaggio Vehicles Pvt. Ltd.
OUR TRAINERS
Mr. Manish Rohtagi
International Business Head
Mahindra2Wheelers Ltd.
PIBM students have bagged attractive job offers from
various Automobile Companies at different profiles
under Channel Sales, Sales Management and
Marketing.Someofthecompaniesare:
Piaggio | Mahindra2wheelers | Hero Motocorp |
TataMotors | Hyundai | Honda | Suzuki
RESULTS
27 | www.pibm.in

MARKET INFORMATION SYSTEM
IMPORTANCE
 It is very important for sales managers to
understand the market dynamics to sustain
hence PIBM students are trained extensively
onthefollowingaspects
 Students are trained on collecting and
analyzingmarketcompetitioninformation
 Training on collecting information about new
product launches in the market and using it in
productdevelopment
 Students are taught how to study ATL and
BTL activities conducted by Competitor and
generatecounterstrategy
 Training is given on sales forecasting and
analysis of district wise, town wise, product
wise,segmentwisesales
PROMOTIONAL STRATEGY
Studentsaretrainedonthefollowingaspects
 Training on how to handle sales promotion
schemes targeting distributors, retailers as
wellascustomers
 How to improve store visibility of all product
categories both at the distribution and the
retaillevel
 Students are also trained in analyzing
productivity and effectiveness of promotion
schemes as well as strategies to improve the
same
WHY ISITIMPORTANT?
Promotion and Branding is necessary for
recognition and demand creation of the product
in the market – there should be a pull for
companies' products. Consumer Durables sales
are mostly periodic in nature. These products are
purchased mostly in festive seasons and a
product once purchased has a life time value of
around 4-5 years (for refrigerator, washing
Topics on which students are being taught
helpingtheminConsumerDurablesindustry
Are-
DISTRIBUTION STRATEGY & CHANNEL
MANAGEMENT
Students are taught how to manage relationship
with existing channel partners and develop
businessbycreatingnewchannelpartners
 Training is given in building strong
relationships with organized and unorganized
retailers in order to increase sales pitch
throughthemandincreaserevenue
 Training on consumer durables channel
design, structure of the distribution system,
channel governance, channel partner
relationshipmanagement,etc.
 PIBM students are also given understanding
of how to analyze competitor's distribution
strategy
 Various live examples of launching of new
productsinthemarketaretaughttostudents
 Students are also trained in managing sales
work force(companies' as well as channel
partners'). It is important to train sales work
force so that they have proper product
knowledge, which is then used to make
customersawareofproducts
WHYISITIMPORTANT?
Consumer durable companies need to have
selective distribution network. It is imperative
for area sales managers to maintain a good
rapport with retailers and distributors.
Technology changes so quick that product
becomes obsolete very quickly. Product
knowledgeisveryimportantinthisindustry.
CONSUMER DURABLES SECTOR

machine), 3-4 years (for television), 1 year
(mobile phones/Smartphone), etc. The fact that
CRT TV, LCD TV, LED TV, Plasma TV and 3D TV
came out within a gap of few years shows how
quick technology progresses and the need to
constantly upgrade as per customer needs to
grow in this business. A good promotion strategy
can enable companies get the right recognition
fromconsumersaswellaspartners.
BUSINESS COMMERCIALS
 Students are given training in understanding
financials of distributor and retailer network
and how to handle claims settlement and
otherissues
 Training is given on understanding operational
aspects related to Consumer Durables sector
such as maintenance of stock, stock bounce
andreturnsfromdistributors
TEAM MANAGEMENT
 Hiring sales team adhering to the budget
allocated Training sales staff in effective
salestechniques
 Managing grievances and other human
resource aspects like work allocation and
conflictmanagement
 Training on Performance Evaluation
techniques to understand the process of
reviewingonperformance
 Students are trained in how to analyze
employeecostmatchingwithsalestargets
CROSSFUNCTIONALKNOWLEDGE
 Concepts such as Working Capital
Management - working capital ratio,
inventoryturnover,etc.
 KeyAccountRelationship
 , etc. – maintaining sales data, store andMIS
employeerelateddatadailyandmonthly
WHY IS IT IMPORTANT?
It is important to know how to manage working
capital to improve earnings. Ratio analysis will
lead management to identify areas of focus such
as inventory management, cash management,
accounts receivable and payable management.
MIS knowledge is important to manage the
businessefficientlyandeffectively.
HOWWETRAINOURSTUDENTS?
 Live projects are done by PIBM students and
case studies from companies like Haier
Appliances, Whirlpool, Voltas, Videocon,
Samsung etc. which enhance their
understanding
 Research is done by students to find out the
various promotion strategies adopted by
ConsumerDurablesectorcompanies.
 Balance sheet analysis of Consumer Durables
companies are taken as case study to make
them understand the various cost overhead,
their impact on profitability and how to
improve overall efficiency and effectiveness
insystem
PIBM students have bagged attractive job offers
in last few years from various Consumer Durable
Companies at different profiles. Some of the
companiesare:
OUR TRAINERS
Mr. Zulﬁ Ali Bhutto
Retail Channel Manager
Lenovo Smart Phones
Mr. Ashish Bhargava
MBA - Marketing
22+ yrs. Corp.
Experience - Electrolux Kelvinator,
Videocon, BPL, KentoshElectronics,
& Dunlop India
RESULTS
29 | www.pibm.in

Haier Appliances | Whirlpool | Voltas |
Videocon | Arise | Intex | Panasonic | IFB
Industries Ltd. | BSH Household Appliances
ManufacturingPvt.Ltd. | LAVA | Samsung
FMCG sector being one of the most dynamic and
vast sector, special emphasis is given in training
PIBM students and preparing them for building a
careerinFMCGsector-
MANAGEMENT
 Students are taught how to manage
relationship with existing channel partners
and develop business by creating new
channelpartners
 Training is given in building strong
relationshipswith organized & unorganized
retailers in order to increase sales pitch
throughthemandincreaserevenue
 Training on FMCG channel design, structure of
the distribution system, channel governance,
relationshipmanagement,etc.
 PIBM students are also given understanding
of how to analyze competitor's distribution
strategy
 Various live examples of launching of new
productsinthemarketaretaughttostudents
 Students are also trained in managing sales
work force (companies' as well as channel
FMCG SECTOR
 Students are trained on specific skill-sets so
that they achieve weekly, monthly, quarterly
andyearlytargets
 is taught to students so asSales forecasting
tounderstand theprocessoftargetsetting
MY SUCCESS STORY
SABAH SALAM
2013-15 Batch
Financial Analyst @ XL Dynamics
Academic excellence, superb faculty and practical approach, if all these
things are expected by you then PIBM is the Place. I would like to mention, the
more intangible and, in my opinion, the more enduring lifelong benefit PIBM has
givenme.
Doing the PGDM was a life-changing experience for me. Coming from simply
theoretical based B.Com background, many facets of the world of business were
new to me and I found the course to be of an exceptional quality (Sector -
Company - Product/Service approach) and easy to follow. The programme is
administered with rigorous case studies, analytical assignment, presentations
and field visits. The practical skills backed by academic knowledge have given
metheconfidencetopursueacareerinMNC.
At the outset I thank the management and staff of PIBM for creating an
excellent "Eco System" during our college days, in which an equal
importance was given to education, extracurricular activities, personality
development, soft skills enhancement etc. They became a support
systemthroughoutmystayaswellasanetworkforlife.
“
“

BUSINESS COMMERCIALS
 Students are given training in understanding
financials of distributor and retailer network
and how to handle claims settlement and
otherissues
 Training is given on understanding operational
aspects related to FMCG sector such as
maintenance of stock, stock bounce and
returnsfromdistributors
TEAM MANAGEMENT
 Hiring or adhering torecruiting sales team
thebudgetallocated
 team in effective salesTraining sales
techniques
conflictmanagement
CROSS FUNCTIONAL KNOWLEDGE
WHY ISITIMPORTANT?
partners'). It is important to train sales work
force so that they have proper product
knowledge, which is then used to make
customersawareofproducts
WHY IS IT IMPORTANT?
Distribution strategy is particularly important in
FMCG industry because of its unique nature. One
interestingfactaboutFMCGproductsisthatthey
are usually low involvement products. In fact,
many FMCG goods purchased happen as an
impulse purchase. Marketers need to have
extensive distribution network to survive in this
industry.
PROMOTIONAL STRATEGY
 Training on how to handle sales promotion
schemes targeting distributors, retailers as
wellascustomers
 How to improve store visibility of all product
categories both at the distribution and the
retaillevel
 Students are also trained in analyzing
productivity and effectiveness of promotion
schemes as well as strategies to improve the
same
WHYISITIMPORTANT?
Promotion and branding is necessary for
recognition and demand creation of the product
in the market – there should be a pull for
products. Though the absolute profit made on
FMCG products is relatively small, they generally
sell in large quantities, so the cumulative profit
on such products can be substantial. Companies
are fighting for margins and shelf space in retail
shops. A good promotion strategy can enable
companies get the right recognition from
consumersaswellaspartners.
31 | www.pibm.in

HOWWE TRAIN OURSTUDENTS?
case studies from companies like Reckitt
Benckiser, HUL, P&G, Bisleri, Parle Agro,
Dabur India etc. which enhance their
understanding
FMCG sector companies. In-depth analysis is
done to find out what the success factor of
such an event was or what could have been
done if the promotion strategy didn't work at
all.
 Balance sheet analysis of FMCG companies
are taken as case study to make them
understand the various cost overhead, their
impact on profitability and how to improve
overallefficiencyandeffectivenessinsystem
RESULTS
in last few years from various FMCG Companies
atdifferentprofiles.Someofthecompaniesare:
Mother Dairy | Reckitt Benckiser | Bisleri
International | Dabur India Ltd. | Parle Agro
Pvt. Ltd. | Perfetti Van Melle India Pvt Ltd |
Johnson & Johnson | HUL | Britannia |
ColgatePalmolive
OUR TRAINERS
MY SUCCESS STORY
TodayIfeelveryconfidentandproudofmydecisions.Igotthroughinterviewsinthree
different companies and finally I have chosen Tata Housing to begin my career with. It all
happened just for one right decision of choosing PIBM. After my BCA I wanted to join in
Management Course but was not having much of idea. I appeared in MAT and scored 97%ile.
IstartedsearchingmanycollegesinBangalore,DelhiandPune.Everydaymeandmyfather
used to talk to one or two colleges to understand quality of teaching and placement. Almost
all the colleges spoke the same but when I came to know about PIBM I got completely
different perspective. It was more of teaching and practical training process and details of
howIwillbeplaced.
TheprocesswasexplainedandshowninPIBMwasamazing.MyfatherhimselfisaPrincipal
of a Management College, even he was surprised to see that someone can go so deep in
teachingandchecking.
Faculties are extraordinary in teaching and friendly by nature. First few weeks we
were surprised to see so many VPs, CEOs, GMs visiting campus and sharing their
experience with us. Next that became our weekly routine. I was always egger to
attend their lectures. They taught us business operation practically. Series of
presentations and mock interviews made me so strong that today I can face
any one confidently. I like to convey sincere thanks to all my loving faculties
staff members and our Executive Director Mr. Raman Sir. He taught us how
todreamandhowwecanachieve.Isalutehim.
MADHUJA CHATTERJEE
2013-15 Batch
Management Trainee @ TATA Housing
“
“
Mr. Sanjay Jha
PGDBM - Marketing
11+ yrs. Corp. Experience -
NourishCo Beverages,
HUL, Cellcom India Ltd.,
& GVK EMRI 108 Services
Mr. Abhay Pathak
Reckitt Benckiser (India) Ltd.
Area Sales Head - ROMG

RETAIL SECTOR
We have divided retail industry into three
divisions - Multi-Brand Grocery stores (Big
Bazaar, Aditya Birla Retail - More, etc.), Lifestyle
stores (Pantaloons, Shoppers Stop, etc.) and
Digital stores (Reliance Digital, Tata Croma, etc.).
Accordingly PIBM students are trained for all
three divisions in various aspects which help
themingainingexperienceinRetailindustry.
STORE MANAGEMENT
 - how and what variety ofMerchandising
products should be displayed so that it
stimulates interest and entices customers to
makeapurchaseultimatelyleadingtosales
 Training is given in analyzing strategies to
drivestorerevenueandachievingtargets
 - Students areInventory Management
trained in understanding operational aspects
which helps them to know inventory
managementprocess
 Opening of new stores - what strategy to
follow and what macro & micro level factors
to consider while planning to expand the
business
CUSTOMER RELATIONSHIP
MANAGEMENT
 Training is given on building customer base,
managing existing relationships and
generatesales
 How to byincrease customer satisfaction
applyingstrategiesthatarecustomercentric
 Students are trained into analyzing customer
needsandapplyingstrategiestofulfillthem
 Live examples are used to train students in
Store Promotional Techniques helping to gain
customers
WHY ISITIMPORTANT?
The retail industry is predominantly about
attracting new customers and retaining existing
customers. As such, customer relationship
management is of the essence. Offering
innovative value added services such as
customer loyalty programs, happy hours on
shopping deals, etc. are very common. Most
retailers have advanced off-season sales from
15 days to a month with discounts ranging from
20-70 per cent on certain products with more
discountsforexclusivemembers.
TEAM MANAGEMENT
 adheringHiring or recruiting store sales team
tothebudgetallocated
 in effective salesTraining store staff
techniques
conflictmanagement
Management-workingcapitalratio,inventory
turnover,etc.
 CompetitorAnalysis
 MIS - maintaining sales data, store and
WHY ISITIMPORTANT?
33 | www.pibm.in

DIPLESH PURIA
2013-15 Batch
Management Trainee @ TATA Housing
My journey at PIBM has been amazing. Each and
every day has been an event. The pedagogy followed by
PIBM is that it allows the students to interact directly with
corporate heads from various sectors thus making us
industry ready from the word go. It is because of the
intensive efforts put up by our faculties and training team
that I see a paradigm change in me and all my friends and I
cannotthankPIBMenoughforthesame.
“ “
MY SUCCESS STORY
case studies from companies like Aditya Birla
Retail, Shoppers Stop, Tata Croma etc. to
enhancetheirpracticalknowledge
various store promotion activities adopted by
RetailSectorcompanies
 Balance sheet analysis of Retail Sector
insystem
Boolchand Electronics, Future
Value Retail &
Reliance Digital Retail Ltd.
Ms. Sheetal Parihar
Tata Croma
ASM, Retail Operation Trainer
OUR TRAINERS
Mr. Kiran Kurwade
Videocon
Consultant L& D
RESULTS
in last few years from various Retail Sector
companiesare:
Aditya Birla Retail (More) | Sahara Q Shop |
RelianceFresh | Pantaloons | Decathlon

The fast moving cement & value added products
like ready mix plasters & putty segment is one of
the largest growing sectors in the Indian
economy. Few topics on which PIBM students
are being taught which help them in building
careerinCementindustryare-
TARGET ORIENTATION
 Students are trained on target orientation
skill-sets, so that they achieve weekly,
monthly,quarterlyandyearlytargets
 Training is provided on how to coordinate &
achieve specified sales in the area of
operation
 How to achieve new product sales through
prospecting & identifying project sales &
retail
MANAGEMENT
 Managing relationship with existing channel
partners and creating new channel partners
(Retailers, Contractors Engineers, Masons,
Painters)
 Buildingstrongrelationshipswithretailers
 Analyzing competitor's distribution & sales
strategy
 Managing channel partner's representatives
as they have direct impact on sales, if they
don't have proper product knowledge, then
customerswillnotbeawareofourproduct.
 How to manage demand generation activities
like painters, masons, contractors meet with
helpoftechnicalproductknowledge
 Supply chain management & godown
operations
 Training is provided on how to generate
marketfeedback
PROMOTION STRATEGY
 Handling sales promotion schemes to
increasesecondarysales
 Improvedvisibilityofallproductcategoriesat
theretaillevel
 Brandingandpromotionofproduct
TEAM MANAGEMENT
 team keeping in mind theHiring or recruiting
budget
 Workallocationandconflictmanagement
 Mentoringandtraining
 Evaluation - review on performance of
employees
 Feasibility study of employee cost matching
withsalestarget
WHY ISITIMPORTANT?
case studies from companies like JK Cement,
UltraTechCementetc.
CEMENT SECTOR
35 | www.pibm.in

Cementmanufacturingcompanies.
 Balance sheet analysis of Cement Sector
insystem
OUR TRAINERS
Mr. Pratap Tapare
Sr. Area Sales Manager
ACC Cement
Mr. Ravi Shankar
MMM - NMIMS
31 yrs. Corp. Experience - Golden
Tobacco, Wockhardt, & Birla White
(Deputy General Manager - 25 yrs.)
Accredited Management Teacher
- AMT of AIMA
RESULTS
in last few years from various Cement
companiesare:
JK Cement | ACC Cement | Ambuja Cement |
IndiaCement | PrismCement
management
 Gaining a first-hand understanding of
working relationships Within and between
firmsinbusinessmarketsisgivenapriority
 Live examples are used to understand the
importanceofdoingbusinessacrossborders
 Learning is developed on how to accentuate
workingrelationshipsandbusinessnetworks
PRODUCT MANAGEMENT
 - studentsManaging entire product lifecycle
are taught how to manage products: from
planning the product type to writing specs for
the functionalities & working with the
engineering team to deliver the product
releases
 Deep are stresseddata analysis techniques
upon by faculties which would help to provide
valuable insights that will shape the future
courseoftheproduct
 How to products andbenchmark competitive
defining & implementing a roadmap of
improvements that ensure leadership in each
categories
 Students are trained on ways of having
effective conversations with customers to
elicit their feedback & incorporate feedback
intotheproduct
CHANNEL SALES
 Training is given on understanding the nature
and functions of Channel in Paint, Channel
levels, Elements of Channel Flow in Paint
Sector,etc.
 Extensive training is provided on channel
selectioncriteria
 Channel Sales Strategy such as Consumer
Promotion Schemes, Painter Meets, Painter
Incentives, etc. are taught to the students
withliveexamples
 Students are taught the importance of
PAINTS SECTOR
PIBM Students are provided specific training
with regard to the Paints Industry where
followingtopicsarecovered:
B2B MARKETING
 Students are trained to develop a good
understanding of the concepts and
frameworks of business-to-business market

Channel Performance Evaluation and
Controllingprocess
 Training is also provided on how to manage
Channel Conflicts with the help of live
examples
WHYIMPORTANT?
The knowledge gained by the students would
benefit the paint companies in the following
aspects-
 Improve experience of the product and hence
brandloyalty
 Create innovative and differentiated product
features
 Deliver against the strategic roadmap to
supportthecompany'sgrowthplans
 Coordinate rapid, smooth, and successfully
iterative product launches in close
collaborationwithDevelopment,Marketing
andBusinessstakeholders
OUR TRAINERS
RESULTS
in last few years from various Paint Sector
companiesare:
Kensai Nerolac | Berger Paints | Asian Paints |
Shalimar Paints | Akzonobel (Dulux Paints
India)
Mr. Hemant Shah
Division Sales Manager
Berger Paints India Ltd.
Mr. Suzeer Ahamed
Pidilite, Asian Paints, & Sheenlac
Paints
HOW WE TAUGHT THESE TOPICS TO THE
STUDENTS?
Case studies and live examples of various
companies such as Asian Paints, Jotun Paints,
etc. are used to enhance understanding of the
subjectmatter.
FARAH DIBA
2013-15 Batch
Management Trainee @ Repro India
There are many reasons which compelled me to join PIBM.
Teaching methods used by college made me learn management in
boththeoreticalaswellaspracticalway.Institutehasgivenspecial
attention in grooming my personality as well as improve my
aptitude skills. The most important part of my course had been the
interaction with corporate personalities which gave me opportunity
to learn directly from someone who is working in Industry. Also the
opportunity given by PIBM to work with reputed organizations
duringmywinterinternshipandsummerinternshipmademelearna
lotaboutcorporateworld.
“ “
37 | www.pibm.in
MY SUCCESS STORY

Steeliscrucialtothedevelopmentofanymodern
economy and is considered to be one of the
backbones of human civilisation. At PIBM, we
train our students on following topics with
regardtotheSteelindustry:
SALES PROMOTION
 Training on understanding Customer Value
Propositiontoaidintosales
 Students are trained to develop appropriate
marketing initiatives for existing and new
productsforsupportingthefieldteam
 Case studies to demonstrate the importance
of Demo, caravans, meets exhibitions, market
mapping,marketexpansion,etc.
 How to develop promotional material,
includingsalesaids, brochures, posters and
otherPOP
 How to organize adver tisement in
print/electronic/outdoormedia
 Importance of monitoring competition
activityandwaysto d e s i g n a p p r o p r i a t e
strategy
PRICING
 Trainingisprovidedonpricingstrategies
 SAP price updating, special pricing, depot
mark-upsaretrainedbythefaculties
 Students are trained on competition
movement monitoring for special approval,
bulks,tenders,etc.
PRODUCT PLANNING AND PRODUCT
LAUNCHES
Understanding methodology of product planning
forthe specificproductvertical
 Case studies are used to understand all
STEEL SECTOR activities related to pre-launch & launch of
products
 Training on carrying out product clinics to
analysecustomer/marketrequirements
 How to develop a strategic focus through
businesscaseofnewproducts
MARKET RESEARCH
 Training is provided on how to co-ordinate &
roll out market surveys, customer feedback
surveys. Analyses and presents the survey
reports
 Students are trained how to interact with
customers, do benchmark comparisons,
understand the usage pattern so as to identify
newproductfeature,specsoranewproduct
 varianttomeetthecustomerneedbetter
 Market Research for identification of
opportunities for new products in the market
istaughtusingliveexamples
CHANNEL SALES MANAGEMENT
 Training is given on understanding the nature
and functions of Channel in Steel, Channel
levels, Elements of Channel Flow in Steel
Sector,etc.
 Stressisgivenonchannelselectioncriteria
 Students are taught the importance of
Channel Performance Evaluation,
Controlling process and how to manage
ChannelConflicts
WHY IMPORTANT?
 The knowledge gained by the students would
benefit the paint companies in the following
aspects-
 Improve experience of the product and hence
brandloyalty
 Create innovative and differentiated product
features Deliver against the strategic

roadmap to support the company's growth
plans Coordinate rapid, smooth, and
successfully iterative product launches in
close collaboration with Development,
MarketingandBusinessstakeholders
HOW WE TRAIN OURSTUDENTS?
case studies from companies like Tata Steel,
EssarSteeletc.
 Balance sheet analysis of Steel companies are
taken as case study to make them understand
the various cost overhead, their impact on
profitability and how to improve overall
efficiencyandeffectivenessinsystem
OUR TRAINER
Mr. Mukund Jagirdar
Head HR
Essar Steel
RESULTS
in last few years from various Steel Companies
atdifferentprofiles.Someofthecompaniesare:
PoscoSteel|TataSteel| JindalSteel
SALES &MARKETING
 Students are trained into planning, budgeting
and coordinating open houses or other
initiatives to develop new leads and increase
realestatesales
 How to produce marketing analysis reports
for customer research, analyze current
marketconditionsandcompetitorinformation
in order to determine real estate market
requirementsforexistingandfutureproducts
 Training is given in developing and
coordinating marketing plans and strategies
for the organization to increase sales and
revenue
 Advertising & Promotional Strategy:
studentsaretrainedineffectiveuseofvarious
sales promotion techniques and advertising
strategyusedinRealEstatesector
 Customer relationship management:
students are trained on managing strong
relationships with the customers through use
ofvarioustechniques
 Important sales concept such as cross
selling & up selling and its use in Real Estate
sectorisbeingtaughttothestudents
SALESTEAMMANAGEMENT
 Students are trained on how to develop
effective that teach salestraining programs
team how to acquire customers, negotiate
deals, secure financing and complete
paperworkforthesale
 Understanding is developed on how to set
weekly, monthly and yearly monetary goals
for the sales team to achieve and how to track
thesegoalsthroughsalesmeetings
 Basic training is given on building sales work
force by conducting interviews and hiring new
staff
REAL ESTATE SECTOR
The real estate sector is a booming sector. The
sector growth owing to increased demand for
residential property and increasing investment
play an important role. With the boost in tourism,
rate of construction of hotels and related
infrastructure would increase. At PIBM we train
our students into various sales and marketing
aspects pertaining to Real Estate sector.
Following are some of the aspects covered to
makestudentsindustryready:
39 | www.pibm.in

OUR TRAINER
Mr. Parijat Pushp
Tata Housing Development Co Ltd.
Sr HR Manager
RESULTS
in last few years from various Real Estate
companiesare:
India Bulls | Sobha Developers | ABIL | Tata
Housing | KoltePatil
analysis. Following are the topics covered for
studentstomakethemreadyforMarket
RESEARCH PROFILES
 Students are given practical understanding of
both qualitative and quantitative techniques
ofresearch
 Students are trained to develop new
techniques for conducting market research
inacost-effectivemanner
 Through live business projects students get
e x t e n s i v e t r a i n i n g i n t o e f f e c t i v e
questionnaire designing, sampling and
conductingin-depthdataanalysis
 Students are given understanding of how to
identify market segments, estimate
consumer demand and position products
basedonresearch
 of students areDecision making abilities
developed through analysis of various live
case studies from various sectors and for
differentproducts
 Students are also trained on how to
formulate a plan/proposal and present it to
theclientorseniormanagement
 Strong analytical skills are developed
through continuous training on Advanced
exceltechniques
MARKET RESEARCH
PIBM students are trained extensively into
market research process and tools which
provides them an opportunity to learn by doing
things practically. The training requires students
to carry out a live market research study in the
field where they identify research problems,
design the research approach, choose
appropriate research designs, develop data
collection instruments, collect and analyze data
and present recommendations on the basis of

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