Mumbai | India

Milano | Italy

EMPOWERYOURvisiOn
RETAIL MANAGER
Empower your role in the distribution channels
Milano and Mumbai Editions
2014

www.misbbocconi.com

www.sdabocconi.it/rm

Empower your vision means broaden

your horizons and gain strong
perspectives in order to develop an
all-round managerial vision. Empower
your vision is both our commitment and
your goal.
Bruno Busacca
Dean, SDA Bocconi School of Management

Empowering managerial knowledge

MISB Bocconi aims to provide solid,
innovative and concrete education
combining strong Indian roots and Indian
culture with a global view.
Stefano Caselli
Academic Director, MISB Bocconi and
Vice Rector for International Affairs,
Universit Bocconi

Retailers can face the

future with an integrated
overall view of retail
complexity and updated
managerial skills.
Monica Grosso
SDA Assistant Professor di Marketing
and Program Coordinator

RETAIL MANAGER
Empower your role in the distribution channels
Retailers and manufacturers are constantly looking for new and effective models, tools
and managerial approaches to excel in a dynamic and competitive environment.
This is why SDA Bocconi School of Management has created Retail Manager, an
intensive and enlightening executive training program designed to help current and
future retail managers develop solid and wide managerial competencies in retail.
The Retail Manager program offers a blended experience powered by a balanced mix of
updated academic knowledge and real world managerial experiences.
By attending this program, you will feel ready to successfully face new distribution
challenges.

Monica Grosso
Program Coordinator

Designed for
The program is designed for:
n middle managers who have or are
about to have trade-marketing and
channel-management positions in
manufacturing/services companies as
it allows a deep understanding of their
clients needs and behaviors.
n talent managers and/or young
executives geared towards positions
in national and international retailers

o Content
The program is structured in four parts, designed to lead
participants through an intensive and practical learning
experience of the key retail managerial competencies.
The theoretical explanation of methodologies and managerial
tools are integrated with the use of business cases and team
work exercises. Participants will also be exposed to the
managerial experience of guest speakers coming from leading
international companies.

Y Programme organization
and schedule
Retail Manager is designed to provide an intensive and
integrated learning experience thanks to the combination of Face
to Face and Distance Learning lessons.
The program is organized in two Learning Modules. Modules 1
requires full time participation. Module 2 will be delivered through
a distance learning modality (on line) by the schools e-learning
platform, accessible also after the scheduled time for each
session.

RETAIL STRATEGY
Analysis of the evolving retail environment
Understanding the customer: shopping behavior analysis
n Market segmentation
n Targeting
n Positioning
n
n

Faculty

RETAIL VALUE PROPOSITION

At SDA Bocconi School of Management, we are convinced that

overcoming retail management challenges requires a strong
contribution of executive education and research excellence.
This is why the program relies on innovative and consolidated
training and research expertise that leverages the
specializations of our international faculty. There will also be
signicant participation from managers of leading international
rms bringing their innovative experiences.

n
n
n
n
n
n

Retail communication & branding

Private label management
Assortment and category management
Pricing policies and sales promotion
In store marketing: merchandising & shopping experience
CRM and loyalty management

IMPLEMENTATION & CONTROL

HR organization fundamentals
Buying principles
n Logistics & operation management
n Retail nance & accounting principles
n Competitive performance analysis
n
n

NEW FRONTIERS OF RETAIL MANAGEMENT

How CSR is changing retailers' ways of doing business
new technologies in the store
n Channel partnership management
n Sharing experiences: what's new from practitioners
n E-tailing & multichannel integration
n

Monica Grosso
Program Coordinator. SDA Assistant Professor
of Marketing. Professor of Marketing at
EMLyon Business School.
monica.grosso@unibocconi.it

Sandro Castaldo
SDA Professor of Marketing.
Scientic Director of the Channel & Retail
Academy.
sandro.castaldo@sdabocconi.it

Retail Manager is part of the international

platform of research and executive education
on channel marketing & retail management: Channel & Retail
Academy with the contribute of IBM (Main Sponsor), Prenatal
and Luxottica Group. The Academy provides a network of
academic and managerial expertise to offer a contribution of
excellence for professional development of senior and junior
executives. It levers on the research and executive training
expertise of SDA Bocconi, but also on its international
academic and business partners that will join this strategic
initiative. See the Academys dedicated webpage at
www.sdabocconi.it/cracademy

MISB Bocconi - Mumbai International School of Business

Mumbai, India

SDA Bocconi School of Management

Milano, Italy

iMILANO EDITION

iMUMBAI EDITION

Location
SDA Bocconi School of Management
Via Bocconi 8, Milano (Italy)

Location
MISB Bocconi - Mumbai International School of Business
9th Floor, Hiranandani Knowedge Park, Powai, Mumbai - India

Schedule & Fee

5 days in face-to-face + 2 days of online sessions:
January 2014, 27th - 31st
Program fee
3.100 euro + VAT (if required)
The program fee covers tuition, teaching materials,
supports and a certicate of attendance.

Schedule & Fee

5 days in face-to-face + 2 days of online sessions:
December 2014, 1st - 5th
Program fee
3.100 euro + VAT (if required)
The program fee covers tuition, teaching materials,
supports and a certicate of attendance.

Scholarships: selective facilitated access to the executive education for talents

Thanks to IBM, Main Sponsor of the Channel & Retail Academy, and to Consorzio Europa, enrollments will be available at a reduced
fee of 50% or more, while they last. If you want to apply for one of these scholarships send your CV and a motivation letter to the
program coordinator that will further contact you.
A Committee is in charge of evaluating all applications around a set of criteria.
Contact & info
For further information about program content and enrollment, please contact
Tania Riggi
tel +39 02 5836.2263
tania.riggi@sdabocconi.it or visit www.sdabocconi.it/rm

SDA Bocconi School of Management

The leading School of Management in Italy and the only Italian School present in all of the most important International rankings
(Financial Times, Bloomberg Businessweek, The Economist, Forbes), SDA Bocconi has established itself as a European leader
in higher education.
SDA Bocconi School of Management is part of Universit Bocconi, the first Italian University to grant a degree in economics.
For over a century, Bocconi has played a leading role in Italys social and economic modernization. SDA Bocconi has
been engaged in the promotion and organization of executive education since 1971, with an International approach.
The Schools vision of empowering life through knowledge and imagination lies behind its program offerings: Executive
Education Open and Custom Programs, MBA and Master Programs, for the development of individuals, companies, institutions
and economic systems.
Choosing SDA Bocconi and coming to Milano means choosing a vibrant environment, the entrepreneurial, financial and industrialized center of Italy, a doorway
to Europe. In short, a wealth of international contacts and opportunities. And Milano, of course, is culture, fashion, design, food and the art of living.

MISB Bocconi - Mumbai International School of Business

MISB Bocconi provides its students the tools and opportunities to develop their personality, employability and entrepreneurial
expertise and equips them with cutting edge skills to meet the needs of the employment sector. MISB Bocconi ensures industry
interaction, practical experience and projects which prepare students for jobs and entrepreneurship.

MISB Bocconi Mumbai International School of Business

9th Floor I Hiranandani Knowledge Park I Powai, Mumbai 400076 - India I tel. +91 22 6565 4111 I www.misbbocconi.com

SDA Bocconi School of Management

via Bocconi 8 - 20136 Milano - Italy I tel. +39 02 5836 6605-6606 I www.sdabocconi.it

SDA Bocconi School of Management. All rights reserved.

MISB Bocconi represents the ultimate international initiative of SDA Bocconi, that chose India as home for its first offshore
campus. Given its impressive economic growth and social transformation, with a huge young and talented population, India is
the best place for matching the demand for quality management education with the top-tier educational offer of SDA Bocconi
School of Management.