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04th September 2015.PB No : 3015, San Juan Towers, Old Railway station Road, Kochi – 682018, www.khird.com,
Creating customersfor Life
Time, 10.00am - 5.00pm, Venue : PGS Vedanta, North,Kochi.
Sanjeev Varshney XLRI, JamshedpurEmail: [email protected]
Fellow in Marketing Management from MDI, Gurgaon. Worked on Shopping Behaviour in India for Doctoral Dissertation and was awarded the Best Thesis award at IISc Bangalore in the year 2006.
He has over 13 years of work experience and has worked in both industry and academia. His last assignment was with Sales Excel Pvt. Ltd. (Gurgaon) (A sales and Marketing Consulting firm) as Principal Consultant and has worked for companies like Britannia, Tata Sky, Nokia, Cargill Foods etc. in the capacity. For most of these clients worked on retail channel strategy. In past has worked with Organizations like Blue Dart Express Ltd. and Thermax Ltd.
Teaches various Marketing Courses at Post graduate & Doctoral level along with various Faculty Development and Management Development Programs. Along with XLRI he also teaches regularly at IIM Kolkata and MANAGE Hyderabad. He is also actively involved in various Government and corporate sponsored research projects.
He has authored a book titled “Outshopping Behaviour: Antecedents, Interrelatioships and Consequences”, published by LAP LAMBERT Academic Publishing AG & Co. KG, Germany. He has published many papers and cases in various international and national journals. He has also presented his research findings at many national and international forums. He has led the team for research in Sports, Neuro-marketing and Social media marketing at XLRI. He is the founder of Behavioral Research lab at XLRI and has undertaken many research projects in the field.
Training & Consultancy Designed and conducted several sessions for various XLRI management development programs and In-company programs on a range of themes covering modern retail management, managing customer satisfaction and experience, Go-to-market straegy, Marketing metrics and selling skills. Organisations are spread across FMCG, Media channels, Retailing and Public sector companies.In past have developed cases for Cargill foods, Tata Sky, Nokia, & Britannia Industries Ltd, Madura Fashion & lifestyle to be used for training their Junior and Middle Level Mangers.
XLRI was founded in 1949 in the Steel City of Jamshedpur.Over many years XLRI has developed its own identity. The hallmark of this identity is, not to walk on the beaten path but to strike new routes; not to benchmark but to be benchmarked, to be second to none but to be the first to respond to the needs of the people and the nation, by taking up the tasks which are bold but necessary which nobody has hitherto taken up.
“Excellence and Integrity” is the motto of XLRI, derived from the principle of “Magis” – ever greater, ever better, excellence. XLRI tries to translate excellence through academic excellence, values excellence and societal excellence.XLRI strives to address the educational needs of various industries and students by offering a variety of management-centric programs.
XLRI, Jamshedpur
XLRI CERTIFICATION
ManagementDevelopment programme
Pingali Venugopal has teaching, industry, consulting and research experience in the Marketing function in the Indian context for over 35 years.
Venugopal has done his Post Graduate Management Programme and Doctorate from the Indian Institute of Management, Ahmedabad. Currently he is the coordinator of the Center for Global Management and Responsible Leadership at XLRI. He has been a Marketing faculty at XLRI, Jamshedpur since 1994 and the Dean of the institute from 2004 to 2010. He has also been a visiting faculty to leading institutes in India including the Indian Institutes of Management in Ahmedabad, Lucknow, Kolkata, Ranchi, Kashipur and Indore and international institutes including American University of Armenia and Educatis University Switzerland. He has taught courses like Marketing Management, Sales and Distribution Management and Marketing Research at these institutes.
Prior to joining academics, Venugopal worked in the marketing department of Coromandel Fertilisers and Nagarjuna Fertilisers and Chemicals ltd for a period of 10 years. While at Coromandel, he was also involved in the launch of their cement brand.
Venugopal’s research and publication cover different marketing topics and he published research papers in leading international and national journals and has authored seven books covering areas of Marketing and Indian Economy. His books; Sales and Distribution Management: An Indian Perspective and Marketing Management: A Decision Making Approach; have been adopted as texts in several business schools including the Indian Institutes of Management.
He is on the Board of Tata Metaliks and Jamshedpur Continuous Annealing and Processing Company Pvt Ltd.; Advisor to Kerzon Consultants and on the Academic Committee of National Institute of Technology, Jamshedpur, National Institute of Agricultural Extension Management, Hyderabad and GITAM University, Vishakapanam. He has also been involved as a consultant with several projects for both the profit and non-profit sectors. On the invitation of Government of India he prepared the report State of Indian Farmer- A Millennium study wherein he evaluated the impact of the policy measures on inut usage by Indian farmers from Independence to 2000. After the formation of Jharkhand, Venugopal was part of the steering committee of the Jharkhand Development Report prepared for the Planning Commission. He also prepared the agricultural plan for Jharkhand as part of the Jharkhand Development Report.
Annually he conducts Management Development programmes on Effective Marketing, Marketing Channel Management and Professional Sales Management. In addition, he has conducted customized training programmes for companies. He has also been inducted as a co-trainer for programme done by Indo- US-Africa Trilateral co-operation on food security for functionaries from Kenya, Malawi and Liberia.
Pingali Venugopal
contact: Ms.Abitha Hemington, t: +91 8138080022, e: [email protected]
Program Objective :• To provide participants with theoretical knowledge on Customer Value and Service orientation.And also to equip participants with scientific and professional ways and methods of providing customer value.
• To make management better managers with an ability to look at bigger picture with lot of innovative ideas.
• Differentiate the value and service needs of intermediate customers and end consumers.
KIHRD takes immense pleasure in welcoming all the professionals of Auto sector to this MDP conducted in collaboration with XLRI, Jamshedpur.
Kuttukaran Institute for Human Resource Development (KIHRD) is incepted on 30th October 1987.This institution hails from the Popular vehicles and services group which is a dealer of Maruti Suzuki.
KIHRD operates under the vision of “An endeavor to bring out excellence in individuals”.
Course FacultyProf. Sanjeev Varshney, Chairperson, Marketing Area, XLRI, JamshedpurProf. PingaliVenugopal, Professor, Marketing, XLRI, Jamshedpur.
Program StructureSession Topic Detailed Coverage Pedagogy Session 1 (10 am to 11.30am)
Value Based Marketing
Introduction to Value Based marketing, customer buying behavior and Positioning
Lecture along with discussion on small caselets
11.30 am to 11.45am
Tea Break
Service Orientation and Relationship Marketing
Service Orientation, building and developing relationships, developing loyalty
Lecture along with class discussion Case: Winters Co. Ltd.
1.15 pm to 1.45 pm Lunch Break Session 3 ( 1.45 pm to 3.15 pm)
Customer Engagement and Managing CLTV
Managing customer satisfaction and Customer Life time value through customer engagement
Lecture along with class discussion Exercise on Customer segmentation and CLTV
3.15 pm to 3.30 pm Tea Break Session 4 ( 3.30 pm to 5.00 pm )
Marketing Strategies for Growth
Strategies for growth in competitive environment, action planning
Lecture along with class discussion Exercise: Action Planning
Participation fee: Rs.10,000 plus service tax.
MethodologyThe pedagogy will comprise lectures, case discussions, success stories, and experience sharing by participants.
Greetings from KIHRD !
XLRI, Jamshedpuremail: [email protected]
Session 2 (11.45 am to 1.15 pm)
