Modern Retail Management

Rausing Executive Development Centre, LUMS

Retail sector is the second largest employer in Pakistan, employing approximately one-fifth of the total labour force, witnessing tremendous growth over the decade. In last decade, the percentage market share of the modern and traditional retail has increased exponentially. Given the growth trajectory and rising competition, it is essential for retailers to rethink their business models, enhance customer experience and create an operating niche. The leading players in retail industry are expected to be businesses that understand the dynamics of modern retail management, have a clear retail value proposition and are backed by the necessary operations and sourcing mechanism to support it. In all this, information-smart retail management has become the key to competitive advantage.

The essential challenges in retail ecosystem are: know your customer and their preferences, stock-up what they need and when, serve well and do it efficiently, and yet do all of this at a scale that allows you efficiencies in planning, sourcing and management.


This immersive 4-day programme examines the developments reshaping modern retail landscape as well as evaluates strategic and operative choices available to business looking for advancements in scale and efficiencies. Fast growth in the retail is resulting in an acute shortage of professionals that can lead this sector. In this programme the participants will gain insights on: 

  • Developing an appreciation of the factors driving worldwide growth in modern retail
  • Selecting from alternative retail formats and brand positioning
  • Balancing autonomy with controls; to keep the team motivated, and yet achieve scale economies
  • The importance of combining strengths of merchants and analysts in forecasting
  • Impact of digital technologies, intensifying competition, multi-channels vs.  Omni-channels
  • The benefits of IT in retail management and key dimensions of online retailing
  • Developing your own business model and understanding the key variable that drive it.
  • Customer Engagement: shopping behaviour analysis, retail communication & promotions
  • Managing In-store marketing: merchandising & shopping experience


The programme has the following coverage:

  • Customer value proposition and positioning
  • Retail formats
  • Merchandising and category management
  • Minimising demand-supply mismatch
  • Managing professionals
  • Role of information and people
  • Managing information and retailing technology
  • Online retailing
  • Sales force management and role of incentives 

The programme incorporates international and local case studies on leading brands in the retailing industry, delivered through a pedagogical mix of cases, interactive lectures and exercises.

The programme is designed for directors, owners, and senior managers of large retail chains (multiple outlets) interested in retail transformation.


Programme Director
Associate Professor
PhD, Lahore University of Management Sciences
Research Interests:
Supply Chain Management; Technology and Innovation in Supply Chain Relationships; Social and Environmental Compliance in Supply Chain Relationships; Operations Management
Additional Faculty
PhD, University of Texas at Arlington
Research Interests:
Advertising & Promotion Management; Consumer Behaviour; Marketing Research
Programme Fee To Be Announced
Residential Fee To Be Announced

* Programme fee includes tuition cost, reading material, tea and lunch served during the programme. 

If you wish to avail accommodation at LUMS, there will be additional fee. It includes accommodation, breakfasts and dinners for the duration of the programme. However, any extra charges such as telephones, extra meals etc should be paid on departure. You may check-in on the evening preceding the start date of the programme and check out the morning after the programme ends. You are, however, requested to inform us of the time of your arrival and departure.

We offer single bed accommodation at the Rausing Executive Centre. Each bedroom with attached bathroom is equipped with mini-fridge, writing desk and direct dial STD/ISD telephone and cable TV. All bedrooms at REC are internet-ready. Please note we do not provide accommodation for drivers accompanying participants.

Applications will be screened with regard to their suitability for each programme. Kindly ensure that your complete online application form reaches the office by the deadline. Incomplete application forms will not be entertained.

*Seat in the programme will be reserved on a first-come, first-served basis.

Payment is due upon receipt of the acceptance letter along with the invoice. Please ensure that the payment reaches the office BEFORE the start of the programme. Space in the programme may only be ensured after we receive the fee.

Our preferred mode of payment is by cheque/banker’s draft payable to Lahore University of Management Sciences. Personal cheques will not be entertained. However, the programme fee can also be paid via bank transfer.

Please send the cheque to:
Marketing Manager
Rausing Executive Development Centre
Lahore University of Management Sciences
Opposite Sector "U", DHA, Lahore - 54792
Tel: +92-42-35608119-8243

* LUMS is a non-profit organisation under the Income Tax Ordinance 2001. Accordingly, the income of LUMS is not tax deductible/collectable.

If more than one executive from the same organisation participate (up to a group size of 5 participants) in this programme, each additional participant after the first one gets a 15% discount on the programme fee.

If you are unable to attend a registered course, we will accept a substitute until 2 working days before the programme. Substitute candidates will be subject to the same selection process as the original one. If you wish to cancel your name from a programme, please notify in writing or on call at least 5 working days before the programme. In 
case of late cancellation, course fee will be refunded after deducting an application processing fee of PKR 20,000.

It is possible to transfer deposited fee to any open enrolment programme within 3 years. Transfers should be notified at least 5 working days before the programme. In case the participant or sponsoring organisation fails to utilise the funds within 3 years, the deposited fee will be forfeited.

Note: REDC may cancel or postpone a programme due to insufficient enrolment or unforeseen circumstances. In this case, university will refund registration fee but will not be responsible for any other related charges/expenses including cancellation/change charges by airline and travel agencies.

In case of postponement, the fee may be transferred to the rescheduled offering of that programme or any other programme as an alternate to refund. The University reserves the right to make changes in its programme policies and fees at any time.