Understanding the Retail and Wholesale Industry: Insights from Kumar Baliah, CEO of Theodist Ltd
On March 25, 2026, IBSUniversity students third and final year students were privileged to attend the insightful employability 5 session titled “Understanding the Retail and Wholesale Industry,” delivered by Kumar Baliah, Chief Executive Officer of Theodist Ltd. The session was designed to provide students with practical knowledge of how the retail and wholesale sectors operate, while also highlighting career opportunities and the qualifications needed to succeed in this dynamic industry.
The retail and wholesale industry plays a crucial role in the global and local economy, serving as the link between manufacturers and end consumers. Wholesale businesses focus on purchasing goods in large quantities from producers and distributing them to retailers or other businesses, while retail businesses sell directly to consumers.
In this session students gained a clearer understanding of how these sectors are interconnected and how they contribute to economic growth, employment, and market accessibility. In Papua New Guinea, companies like Theodist Ltd demonstrate the importance of strong distribution networks and customer engagement strategies in sustaining the industry.
The operations within the retail and wholesale industry are complex and require coordination across multiple levels. Key functions include procurement, inventory management, logistics, sales, and customer service.
Kumar Baliah emphasized that efficiency in operations is essential for maintaining product availability and meeting customer demands. Wholesale operations focus on bulk handling, storage, and distribution, while retail operations prioritize customer experience, merchandising, and point-of-sale interactions.
Students were introduced to the importance of supply chain management and how modern businesses integrate technology to streamline processes, monitor stock levels, and enhance service.
A key highlight of the session was understanding the organizational structure of a typical retail and wholesale company. Major departments include:
- Procurement and Supply Chain – responsible for sourcing products and managing supplier relationships
- Sales and Marketing – focuses on promoting products and driving revenue
- Finance and Accounting – manages budgets, financial reporting, and cost control
- Human Resources – handles recruitment, training, and employee welfare
- Operations and Logistics – ensures smooth movement of goods from warehouses to retail outlets
- Customer Service – addresses customer inquiries and enhances customer satisfaction
By learning about these departments, students were able to see how different business functions work together to ensure organizational success.
The retail and wholesale industry offers a wide range of career opportunities across various skill levels. Kumar Baliah highlighted roles such as:
- Sales representatives and account managers
- Store managers and retail supervisors
- Supply chain and logistics coordinators
- Marketing and brand executives
- Finance and Administrative Professionals
He encouraged students to explore these opportunities, noting that the industry provides both entry-level roles and pathways for career advancement.
To succeed in the retail and wholesale sector, individuals need a combination of educational qualifications and practical skills. Relevant qualifications may include studies in business management, marketing, logistics, or finance.
However, the session also emphasized the importance of soft skills, including:
- Communication and interpersonal skills
- Problem-solving and critical thinking
- Adaptability and teamwork
- Customer-focused mindset
Mr. Baliah stressed that attitude and willingness to learn are just as important as formal qualifications, especially in a fast-paced and competitive industry.
Through the expertise shared by Mr. Baliah, students gained a deeper appreciation of how the retail and wholesale industry operates and the opportunities it offers.
IBSUniversity continues to facilitate such sessions as part of its commitment to enhancing student employability and preparing graduates for successful careers in various industries.