Rethinking Distribution, Succession and Scale at PGP MFAB

I did not come to ISB looking for motivation. I came looking for clarity.

I am from Himachal Pradesh, currently based in Gurgaon, Haryana, and part of the PGP MFAB 2025–26 cohort at ISB. My family business, Eagle Network Supply Private Limited, operates as an aggregator and online distributor across major e-commerce platforms such as Amazon, Flipkart, BigBasket and Blinkit. I joined the business in 2022 as a sales and operations trainee and moved into a senior sales manager role in 2024. I am now in line to head the sales and operations function.

Before joining the programme, I had already seen what ISB could do. My sister was part of the 2022–23 batch, and over the last 15 months she has implemented learnings from classes on professionalisation and succession planning directly into our company. That gave me a realistic preview of the rigour and the relevance. Still, my decision to join was personal. I wanted to understand the business beyond execution and titles.

Seeing the Business Beyond Roles

At ISB, the conversations quickly move beyond daily firefighting. Discussions around business wealth, succession planning for non-family members, defining Eagle’s USP, and thinking through diversification in a niche industry have fundamentally shifted how I view our growth journey. These are questions I am now actively engaging with, instead of postponing them for “later”.

Marketing was another eye-opener. While we operate in a B2B environment with a house-of-brands structure, learning about USP and positioning helped me rethink how we present ourselves not just as distributors, but as partners and strategic consultants. This shift has strengthened negotiations with our brands and has made us more valuable to them in the long run.

Data, Forecasting and AI in Action

Courses on forecasting, ERP systems, data analysis and prompt engineering have moved straight from the classroom into our workflows. We have already started applying these concepts, especially in how we analyse data and build forecasts. For the first time, data feels actionable rather than overwhelming.

While Eagle already has a strong corporate culture, the programme has helped me identify gaps in on-the-job training, team flow mapping and reporting structures. These are areas I am actively working on improving by building systems that can scale with the business.

What excites me most is the opportunity to step into a problem-solving role. Someone who builds processes, strengthens systems and creates structure so the business can grow sustainably. ISB has not changed what I want from the business. It has changed how clearly I can see the path to get there.

Synopsis:

Ishani Singh, part of ISB’s PGP MFAB 2025–26 cohort, is based in Gurgaon and works with her family-run e-commerce distribution firm, Eagle Network Supply Private Limited. Through the programme, she is sharpening her perspective on succession planning, positioning, data-led decision-making and system-building, with a focus on moving the business from operational intensity to structured, sustainable scale.