Final Casebook

Consulting
Casebook
Disclaimer
All information in this guide is accurate and complete to the best of our knowledge.
Any data, definitions or inspirations have been acknowledged wherever possible.
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© Consulting & Analytics Club, IIT Guwahati. All rights reserved.

This edition was published in October 2023.
Developed by the Consulting Team at Consulting & Analytics Club, IIT Guwahati.
Visit the official page of Krack the Case at caciitg.com/ktc
We’re C&A
About Consulting & Analytics Club, IIT Guwahati
The Consulting and Analytics Club at IIT Guwahati (C&A) aims to facilitate a seamless
transition from graduate school to a successful career in management consulting and data
analytics through awareness, skill-building, and networking. We aim to impart and inculcate
our culture of learning-by-practice among students and professionals alike. To that end, C&A
supports and organizes a multitude of events throughout the year, including webinars, AMAs,
workshops, hackathons and case challenges.
How to use the guide?
Part 1 Understanding Case interviews: This section introduces you to what is expected during a
case interview and how you traverse through it.
Part 2 Case Frameworks: This section introduces you to various case types and how to approach it
in a structured way. Also note that the given frameworks aren’t fixed and we highly suggest you to
practice making your own frameworks.
Part 3 Case Transcripts: Actual business case study problems curated from an extensive alumni
base of IIT Guwahati.
Part 4 Case Industry Reports: A detailed collection of # industries, their value chain, profit drivers
and external influencing factors.
Part 5 Appendix: Commonly used formulas and jargons.
For more detailed Consulting Concepts, refer to our Consulting Guide For practicing more guesstimates, refer to our Guess-It-Matters
Editorial team
We are grateful to everyone who has helped by sharing their cases and interview experiences, enabling us to assemble a comprehensive preparation resource
for future batches.
We would like to thank Sarthak Saxena, Priyanshu Chaudhary, Soham Talukder, Aniket Virchukar, Rishabh Raj, Himanshu Mittal, Bhadra Tendulkar, Aniba
Agarwal, Abhishek Singh, Pratham Garg, Sajal Agarwal, Jagdish Panda, Utkarsh Utpal, and Shreyanshi Sharma for putting together this edition of the IITG Case
Book. We would also like to thank students of the B.Tech 2021-25 and 2022-26 batches, many of whom have added unmatched richness to the Case Book. We
would also like to thank Sitesh Goyal for generously letting us use his beautiful photographs of the IITG Campus.
The club acknowledges the invaluable contribution of the so owing members towards our first ever edition of the Consulting Case Book.
Rishi Srinivasan Bhadra Tendulkar Aashrith Ram Abhishek Singh Shivam Roy
Head of Consulting Secretary Overall Coordinator Outreach Head Design Head
Aditya Kanagalekar Chandrashekhar Harpal Nirvedh Santosh Shubhang Shirolawala

Anushka Shruti Dhyani Patel Harshita Kumawat Srivatsan S.S.
Archchisman Banerjee Divya Mate Rachit Shah Tanvi Doshi
Archie Jaipuria Divyam Jain Rishi Kiran Varun Singh Rathore
Aviral Srivastava Harsh Agarwal Sai Ejagar Yash Gupta
Chandana Madamanchi Vijeta Bhat Shreyas Saxena Yashvardhan
Index
S. No. Particulars Page
1 Consulting overview 1
2 Frameworks 4
3 Interview transcripts -
Profitability 15
Market Entry 45
Pricing 53
Growth 60
Mergers & Acquisitions 72
Unconventional 77
Miscellaneous 84
4 Market Sizing 94
5 Guesstimates 100
6 Industry reports 106
7 Appendix 123
Consulting
Overview
Understanding Case Interviews
Major consulting firms have seven broad formats to primarily assess a
candidate. They are broadly divided into two type of evaluations
1 2
The Candidate-Led Case Interview The Interviewer-Led Case Interview
As the name suggests, this format of interview has the candidate leading most of the A notable distinction in how the interviewer and candidate engage in each scenario,
interview. The interviewer acts as the client and the candidate is given a business case irrespective of both needing the same problem solving skills is the interviewer gets to
study problem, the statement of which is highly ambiguous to begin with. determine the vital aspects of the problem. He selects pertinent questions and
The interviewer then stays silent for most parts of the interview. It is assumed that the provides the data, out of which the important aspects have to be decided by the
candidate would come up with clarifying questions to understand the problem better interviewee. The interviewer may test your abilities of identifying the main areas and
and then structure out their thoughts. The interviewer would then validate their your prioritization of those. Regardless of your response, they might choose to dive into
thoughts or ask for other possible approaches. It is the candidate who has to ask for one of the areas identified, irrespective of your priority assignment.
data relevant to the case. Most of the cases in this book are focused on this approach.
Some of the other, slightly lesser used formats are
3 4
The written case Group case
Information pertaining to the case such as graphs, charts, etc. are provided and the A group of candidates, typically ranging from 3 to 5 are given a case by the interviewer
candidate is given enough time to analyze them. After a thorough analysis, the and asked to solve that case. Usually this is marked by a relatively open ended problem
candidate is asked to take a written test about the case, which may end with a statement, with the interviewer giving data whenever needed.
presentation of the case. The cases included in this casebook are majorly in the candidate led interview format.
However, it is possible that the same problem may be given in a different format.
2
What interviewers expect from candidates.
1 3
The art of questioning Pareto Principle
Clarifying questions act as a litmus test for candidates. According to the Pareto Principle, 20% of all the possible causes
Interviewers usually assess the candidate’s breadth of thinking would cause 80% of the problems. The most effective solutions
along with the depth of each thought from the clarifying are the ones that solve the major problems. Hence identifying
questions. Asking the right questions can break down a big the major causes before diving into the solutions is
difficult looking case into several smaller trivial parts, thus recommended.
structuring the entire process.
2
Effectiveness of the solutions
4
Assessing a solution and its effectiveness on ground would take Confidence
a longer amount of time. Candidates have to provide a solution A consultant’s work usually involves decisions that can
that has the maximum accuracy given the problem statement. completely redirect companies and their way of work.
The necessity of diving being highly critical of numbers is usually Confidence and quick thinking abilities instill belief in the
not required, instead a fair approximation is what does the work. interviewer regarding a candidate's potential and abilities to work
on the job.
3
Frameworks
Profitability
Framework Overview
Preliminary Questions
• The objective of the Client
• The quantum of decline in Profits/Loss
• How long has the Client been facing the
Decline?
• Is this decline an Industry-wide issue or
specific to our Client?
• Understanding the Client's Company
• Product
• Geography
• Value Chain
5
Market Entry
Framework Overview
6
Market Entry
Overall Strategy
• Which metric should be used to analyse whether the Client
has to Enter the Market? Or, What are the decision-making
criteria for entering the Market?
• Why does the Client want to enter this market? Any specific
reason to enter?
• Understand the product and why this product. (Ask
whether the product is a commodity or differentiable
good?)
• Why this particular geography?
• Which part of the Value chain does the Client want to set
up?
Notes:
While taking the expected market share, you are advised to

take proxies in either of the following ways:
• Directly ask the Interviewer about the numbers they are
expecting
• Take the proxy of the company that has entered last in the
particular Industry
• Ask the interviewer whether the Client has entered another
country/geography before this. If yes, then what was the
market share they've gained in the very first year?
7
Pricing Strategy
Structure
8
Pricing Strategy
Framework Overview
What is a Pricing Case?

Pricing cases demand a consultant to come up with an optimum price for products or services based on several aspects like demographics, product
features, market environment and purchasing power by employing various approaches to decide the final price of a new product like a market entry or
reprice its older product which is a rare case.
Factors influencing Pricing

Total Costs (Fixed Costs, Variable Costs), Market Conditions (Price War, Life Cycle of a Product,Seasonality and Availability) Strategic Position (Cost
Advantage, Benefit Advantage), Unique Selling Point, Government Policies and Regulations ,Changing consumer behavior and expectations
Cost-based Pricing Competitive Pricing Value-based Pricing

This is comparatively a simple method as it Using a pricing strategy based on competition that is Involves setting the price of a product or service
needs only the calculation of various costs present in the market. based on the value it brings to the customer.
involved in the product. Nowadays, the cost- • Lower Prices: Companies which capitalise on economies This is a function of the target segment; the
based approach is considered insufficient, but of scale set prices that are not profitable to attract new wider the target segment gets, the lower the
it helps to understand the cost structure of the customers to sell more profitable goods and services. aspirational value will be.
product. This strategy will typically give the • Higher Prices: Pricing the products higher than It is essential to consider alternative and
lowest price or lower limit. competitors in the market is usually employed by well- substitute products' prices before generating
Cost Based Pricing can be done using Cost established brands. the final price of the product. This strategy helps
Plus Pricing and Break Even pricing. • Equal Pricing: Companies price product equal to that of us to determine the maximum price of a
the competitors' and offer unique experiences. product.
9
Growth Strategy
Structure
10
Growth Strategy
Overall Strategy
• What are the key market trends and opportunities we should
leverage for growth?
• How do we compare to our competitors, and what's our
unique value proposition?
• Who are our target customers, and what are their specific
needs and preferences?
• What are our specific growth objectives, both short-term
and long-term?
Notes:
• Gain a deep understanding of the company's current
situation, market, competitors, and financial health.
• Prioritize understanding and meeting customer needs
and preferences to deliver value.
• Determine how budget, personnel, and technology
resources will support the growth strategy.
• Identify potential risks and discuss the company's plan
for risk mitigation.
11
Mergers & Acquisition
Overall Strategy
Notes:
While going through the case, Interviewee may need to answer:
• Market attractiveness
• What is the market size?
• What is the market growth rate?
• What are average profit margins in the market?
• How available and strong are substitutes?
• Company attractiveness
• Is the company profitable?
• How quickly is the company growing?
• Does the company have any competitive advantages?
• Does the company have significant differentiation from
competitors?
• Synergies
• Revenue synergies
• Cost synergies
• Financial implications
• Is the acquisition price fair?
• How long will it take to break even on the acquisition
price?
• What is the expected increase in annual revenue?
• What are the expected cost savings?
• What is the projected return on investment?
12
Market Sizing
Top down Approach or Chain Ratio Method
Starting with a comprehensive market size estimate, the addressable market is

estimated and then reduced to the target market segments using assumptions and
data. A firm must first identify the customer segments it intends to reach and then
assess its size and growth.
Let's take the example of determining the market size for toothbrushes. In a top-
down market sizing framework, one would start with the Indian population and then
move on to estimate what percentage of the population uses a toothbrush.
Next, they would count how many toothbrushes the average person goes through in
a year and the cost per toothbrush. Multiplying all these figures helps estimate the
market size.
13
Market Sizing
Bottom Up Approach or Counting Noses
To do a bottom-up analysis, you start with the basic units of your business (your
product, price, customers) and estimate how large you can scale those units. A firm
must first identify the customer segments it intends to reach and then calculate its
size and growth.
Let's take the example of a retailer selling fruits. How big is the market for this
retailer? A Bottom-Up market sizing needs to start with the price of fruits, then
move on to calculating the number of consumers he can reach and the average
amount of money a consumer spends on fruits. We can also consider expanding to
other cities depending on the available capital and operating plan. This gives us the
size of the market for this retailer.
14
Profitability
Interview Transcripts
Profitability | Cost Inflation | BCG
Clothing Fashion - Interview Transcript
Our client is a major fashion brand with a nationwide presence. Their revenues have been constantly Okay.
declining, and they have been trying to find the cause and devise a plan of action
to get out of the slump
Benchmarking our costs to that of our competitors’, are we encountering high costs in any specific part of
the value chain?
Alright. I will start with some clarifying questions. Can you tell me in which domain of fashion does our
client deal?
The transportation and storage costs are higher as compared to our competitors’.
Our client deals in clothing fashion. We have offline outlets all over the country and good recognition in e-
We could consider looking at the warehouse distribution system of the client to gauge the costs. How does
commerce too.
the client’s distribution look like?
Okay. So the slump is being experienced by the whole clothing industry or specifically by our client?
As of now, the major factories are in Hyderabad and Chennai, with two head offices located in these two
cities. From there, the goods are transported to various warehouses pan India.
The slump is particular to our company. Moreover, the clothing fashion industry as a whole has seen
significant growth in the past 2 years, with an estimated CAGR of around 7%.
As the major transport is from these two factories solely, we could break down the transportation of goods
into the mode of transport taken, the number of such transports required and trade routes. We could look
The decline in the profits can be an operational issue or a problem on the revenue side. Do we have any at the costs associated with each of these.
information regarding what has changed in this period?
We have been using trucks and roadways to network throughout the country. Coming to the routes, we
The revenue doesn’t seem to be a concern in the given period. majorly use the MP-UP-NCR linking national highway to transport the major goods to our warehouse located
in Gurgaon.
It seems that you are a prominent player in the major parts of the country, and you are rather new to
northern India. Is that correct? If I recall correctly, the State Government of Madhya Pradesh has changed a year ago, whereas the other
states have seen no such change. Has this caused any change in the transport routes?
Yes, that is correct. It has been about two years since we have opened pan India . The sales there have been
quite decent in the Northern part, though. That’s a very good point. The new government has brought in reforms regarding the road connectivity and
trade, keeping in mind their goal of expanding the state’s road connectivity.
Further, can I know a little bit about the competitive environment? Are the competitors also facing the
same issue as us? What changes have these reforms led to in terms of transportation for our client?
Clothing fashion is a dense industry. There has obviously been healthy competition. But our competitors, in We traverse a distance of approximately 600 km through Madhya Pradesh. On an average there is a toll at
general, have seen significant growth. every 60 km. Each toll charges around Rupees 200 which includes all the road and import taxes.
Okay. So let me focus on the cost aspects. I will start by analyzing the value chain. I will start by dividing the
value chain into the following major subgroups:
R&D, Raw material extraction, Inventory management, Storage Transportation and Distribution and finally
outsourcing and marketing.
16
Profitability | Cost Inflation | BCG
Clothing Fashion - Interview Transcript
Government has influence on the price. Further delays in governments has a considerable impact
What is the frequency of our trucks for transporting the goods?
We have about 500 trucks per week, all of them using the same trade route.
So let us assume that every truck encounters 10 tolls while traversing MP, therefore every truck has to pay
Rs 200 for each toll, accounting for Rs 2000. If weekly 500 trucks traverse the same distance, this sums up
to Rs 10 lakhs. That seems to be a major reason for the transportation cost hike. Do you have any other
trade routes ?
We do have another route via Chhattisgarh and even though there toll rules are not very strict, but there is a
difference of about 400 km.
Let me analyze this route. Considering that a truck on an average gives a milage of 30 km per liter, and has
to traverse 400 km , with petrol being Rs 95 per liter, this costs up to Rs 1267. And weekly 500 trucks travel,
so the total cost comes around Rs 6 lakhs 33 thousand. To account for the toll charges of Chhattisgarh,
though lesser than that of Madhya Pradesh, the total extra cost would come up to about 10 lakhs per week.
We could perhaps look into changing our mode of transport.
Could you elaborate on what could be another means of transport?
A good option might be changing the mode of transport to railways. This will not only reduce the major
transportation costs, but will also reduce the labor costs to a great extent. This looks a good way out to the
problem, with railways having a great network in the Central India.
That seems like a possible solution. What could be done in the longer run to solve this problem?
New warehouses can be set up in Haryana and neighbouring NCR regions as cheap land, and labour are
available there, and the region is well connected to the other parts of the country. Moreover, channelling only
specific short transportation routes through railways can be a good approach in moving the business forward
Very good points! That concludes the case. Thank You.
17
Clothing Fashion
Profitability | Cost Inflation | Easy | Retail
A fashion brand was grappling with high operational costs and sought to
understand the underlying reasons.
Case Notes
• Client deals in fashion retail business

• Client is having issues with cost management
• Issue-specific to the client and not the whole industry
• The problem needs to be identified in the storage and transportation
domain
• The client has issues with the current transportation
Recommended Solutions
The problem arises due to transportation costs. High storage and
transportation costs arise due to an unfavourable mode of transport. Thus, the
company should either change its transportation methods or set up new
warehouses and trade routes.
Observations/Suggestions
• It’s essential to find the key revenue streams for the clothing stores
• Calculate the net effect of reduction of prices on profit and the possible
ways of increasing revenue from the convenience store
• Develop equation between x and y and find desired relationship
18
Profitability | Revenue Decline | BCG
Footwear Brand - Interview Transcript
Your client is a footwear brand operating in India . It is facing a major decline in profitability and is unable to The decline in profitability can be a cost or a revenue problem. Which of the two have changed in the said
compete. You have been approached to find the problem and suggest changes. time frame?
Commencing on our discussion, I would like to know the timeline and magnitude of decline The cost side doesn’t have major issues, analyzing the revenue segment would be relevant.
The decline has been observed over the past 1-2 years, amounting to approximately 5-10% The revenue would depend on the product mix, price per unit sold and the number of units sold. Has
anything changed with respect to this for the company?
Is the decline in profits limited to our client's footwear brand, or have other brands in this sector also been
facing similar challenges? The company is grappling with a decrease in both the volume of units sold. As for the product mix, it seems
that the product mix is highly limited as compared to our competitors.
Other footwear brands have also seen some dip in their profits, but the client has been significantly impacted.
The constrained product diversity seems to be a concern. Not only the types of shoes, but also the
different products offered under them would affect the product mix. Is there any specific product segment
that has been affected adversely by this?
I would now like to delve into understanding the client’s business, particularly their geographical presence
and type of stores.
Particularly, the formal shoes segment has suffered a significant setback. Other brands' enhancements in this
category have resulted in a decline in our sales.
The footwear brand has both offline and online sales with its major sales happen through offline retail stores
present all across India.
For a short term solution, the company could think about diversifying and adding more products in their
line of formal shoes. In the longer run, we launch sports wear for men and women and improve the
What kind of products does the client manufacture?
marketing of existing products. Introducing sandals and flip flops for kids will expand the range of target
audience it caters to and will also increase the number of units sold thereby increasing the revenue and
They manufacture, distribute and retail two kinds of products: formal shoes and high end slippers for men profitability of the brand.
and women of premium quality.
Good recommendations! That concludes the case. Thank You.
Has the brand experienced a decline across all of its offered footwear segments, or is there a specific
category that has been affected?
The footwear brand has witnessed a comprehensive reduction in sales across all segments, relative to its
competitors.
Who are the major competitors and how are they performing?
Our competitors comprise both smaller local manufacturers and established entities such as Bata, Clarks, and
Hush Puppies. Their superior performance can be attributed to their broader product portfolio.
19
Footwear Brand
Profitability | Revenue Decline | Moderate | Retail
Your client is a footwear brand operating in India . It is facing a major

decline in profitability and is unable to compete. You have been
approached to find the problem and suggest changes.
Case Notes
• Client is a footwear company.

• Problem is declining profits of 5-10% over the past 1-2 years.
• Each product is facing the decline in units sold.
• Client needs to improve the quality of its existing products.
• Competitor has slashed the sales of their products
Short term:
• The Client should focus on improving the quality of the existing products.
• The Client should upgrade the marketing of its products.
Long term:
• Explore the other product options available in the market.
• Introducing new launches to attract more customers.
• It’s essential to find the key revenue streams for the company.
20
Insurance company - Interview Transcript

Your client is a large insurance company that is facing a revenue drop in its healthcare insurance product and Currently, the company focuses on the Agent-based sales model apart from conventional sales and
has approached you to find the cause and advise them on tackling this issue. marketing, and there is no such deviation evidently visible.
Okay before analyzing this further, I would like to confirm if the company is facing a revenue drop only in its Okay, could you please elaborate on how this Agent-based Sales model works? Like are they given any
healthcare insurance product or any other vertical as well. particular commission on the volume of sales they produce?
The issue is observed only in the Healthcare product and the others are doing well. Yes, you are right, so we have agents who work under us and get paid an extra commission according to the
number of policies they sell as a whole.
I would also like to know if the issue is being faced only by our client or if this is observed throughout the
industry and the locations where we are facing this issue. Okay, so I’d like to divide this Revenue from agents into the Number of Agents multiplied by the Sales
produced by each agent. Which of the factors is different from that of our competitors?
The competitors are doing good and the issue is faced within the company itself and is being observed
throughout our operational areas. The issue seems to be with both the number of agents and the volume of sales that each of them is
producing.
So considering the product is facing a revenue drop, I would like to know more about the cause of this
decline. Is the price per policy decreased or the total number of policies sold? Oh okay, this seems alarming, Is there any specific reason why we are not recruiting more agents if we know
it’s an issue directly?
The client is facing a decline in the number of policies sold and the price per policy has remained stationary
throughout. Yeah, we can do that but at the moment our priority is to maximise the volume of sales/agent.
Since the competitors are doing good, I feel there is no issue with the demand side of the product. So the Sure, for that I’d like to have a look at the agent’s journey. So all the way from finding the right target
problem must be within the company whether we are unable to serve those many new customers that are audience to pitching them and making them feel that our product is important to them and then
coming up( production side) or we are just unable to bring enough people on board( issues with the converting them into customers ( transaction). Can you tell me where the issue is in these steps?
distribution side of things).
The main issue is found at the pitching part and we are unable to convert the customer in the first place.
Yes, the number of customers that we onboard has dipped drastically when compared to previous times.
Okay, then if this public perception of the product is a problem, We can improve it by doing the following:
Taking into consideration that our other products are working well, there is a chance that the issue resides
-Improve the insurance scheme by making it more affordable and increase the length of time duration, in
in our conversion rate of specific Healthcare policy rather than the number of customers the company is
order to average out the effect( increasing the number of people who take insurance, thereby producing
onboarding in general, is it fine to go with this assumption?
more revenue and thus we’ll be able to reduce cost per policy)
-Increase the commission for the agent, so that they can put better efforts into pitching the policy and
Yes, the company is struggling to convert customers to buy the specific Healthcare insurance. converting the possible customers to consumers.
-Change the way people perceive our product( by collaborations with top medical associations and
Hospitals).
I would first like to know that for onboarding new customers what are the current methods the company
uses and can we see any particular drop in any of them?
Yes, these seem to be good suggestions, we can wrap the case here.
21
Insurance company
Profitability | Revenue Decline |
Your client is a large insurance company which is facing a revenue

drop in its healthcare insurance product. All other insurance
products are going well. You have to find the cause and advise
them on tackling this.
Case Notes
• The Client is an established insurance company.

• The problem is a decline in revenue from healthcare product.
• Other products of the company do not face this issue.
• The decline is not in market size but in market share.
• The Agent benefits from selling health-care products are less.
Short Term:
• Establish clear and open communication while pitching the product.
• Run targeted campaigns and educational events to promote the product.
• Offer rewards to agents in order to encourage them to sell the product
more.
Long Term:
• Customize plans and introduce value-added services to cater to diverse
needs.
• Improve the online experience and utilize data analytics for insights.
• Launch sustained educational campaigns that focus on increasing health
insurance literacy among potential customers.
• Collaborate plans and introduce value-added services to cater to diverse
needs.
• It’s essential to find the key revenue streams for the healthcare insurance.
ways of increasing revenue from the agents.
22
Retail Store - Interview Transcript
Your client is a retail store owner. Recently Chain of Retail stores are facing decline in Revenue. They want The difference is in the net profit gained by the stores while revenue is comparable.
you to analyse the causes and recommend solutions for the same.
So do the competitors have more volume of products than our client or is the pricing of products of
Ok, before beginning I would like to clarify some things, Is this issue faced by only your client’s our client’s stores less, comparatively?
store or all the stores?
That’s a good observation. They have more volume and variety of products, and their selling price
Most of the stores are facing the decline. is slightly lower
Ok, so that means that the issue is not particular to our client’s service providing. As you said most stores, So let me clarify, the revenue is similar but profit margins are higher for the competitor, which means the issue
there are some stores which are not facing this issue. Is it a single store that is not facing the decline or are is on the cost side.
there more than one?
Yes you are moving in the right direction.

There is only one store that is making more profit and
is not facing a decline in revenue.
That’s interesting. So, even after selling at less price they are earning more .This can lead to two
observations, that either the supplier provides them with more quantity and diverse products or they
I would like to know the timeline and magnitude of the decline. For how long are these stores have less expenditure. Ok, so can you tell me about the expenditure gap between your client’s stores
operating? and the store in profit?
The stores have been operating for the past 10 years and the problem has been faced from the past three There’s not much difference, but yes, our expenditure is a bit higher.
years.
Ok then, let me start analysing the cost side. So, the major activities included in the cost side would be
When did the store in profit come into the race? maintenance of the stores, cost price of goods, advertisement, and labour price. Which one of these would
you like me to consider?
They started their store 6 years ago.
I would like you to consider the cost price of goods as maintenance and advertisement costs are minimal and
As you mentioned that the decline is in revenue, can you please confirm if the revenue from labour costs are similar.
a specific product decreased or has the revenue from all categories of products declined?
Great! That means the problem is on the supply side. Ok, how good is your communication with the
The revenue from almost all the products has declined suppliers? Are there any delays in receiving the products or any quality issues?
Is there a decrease in footfall across the stores or decrease in basket size?
There is no decrease in footfall or basket size but, they are comparatively lower than the store in profit
Ok, Is there a big edge in profit or particularly the revenue generated?
23
Retail Store - Interview Transcript
There are no quality issues, but there are delays in receiving of product in some cases.
Do all the retail stores nearby buy from the same supplier?
Yes, most of them including the store in profit.
Ok, do the suppliers have a significant market share in the industry? Are they a very well established brand?
Yes, they are a very well established brand in the market.
Ok, so that might be a reason due to which they could sell products at higher pricing and not deliver them as
requested. The retailers won’t be able negotiate with them due to their power in the market. But in that case
even the store in profit must have been impacted, but that does not happen.
Yes you are right.
Does the store in profit get products before other stores?
Yes, they are the ones to receive the products before.
So what I think is maybe the suppliers provide exclusive deals and contracts to specific retailers like the store
in profit and that results in a decline in the revenue of your clients’ stores.
Ok, so how would you like to conclude and what would you suggest to the clients?
So, the market power of the supplier acts as an unfair advantage to them and their preference to the store in
profit, by providing exclusive contracts (like more diverse products for lesser prices) leads to the decline of
revenue of your chain of stores. My suggestion would be to buy the supplies from any other supplier or
directly from the manufacturer itself considering the transport and other costs.
Ok thank you, we are done with the case.
Thank you.
24
Retail Store
Profitability | Revenue Decline | Moderate | Retail
Case Notes
• Client is a retail store owner.
• There is decline in revenue from past three years. There is only one store
that is having more net profit.
• Each product is facing the decline in revenue and the client’s expenditure is
higher than the store in profit
• Issue is on the supply side, particularly the cost of goods and there are
delays in receiving the product.
• Supplier is a very well established brand in market: This acts as an unfair
advantage to them
• Supplier also provides exclusive deals to the store in profit.
Short term:
• Implement a loyalty program that rewards regular customers.
• Timely Offers and discounts
• Host Clearance sales to move out older products and make way for new
inventory.
• Gather feedback from customers to understand their concerns and
preferences. Enhance online experience and community engagements (Eg:
Omni-channels)
• Focus on factors like store layout, staff training, and customer satisfaction
Long term:
• Do not rely on one supplier and look for other suppliers.
• Consider experimenting with new store concepts/layouts that cater to
changing consumer preferences.
• Cost Optimization: Review your operational costs and identify areas for
optimization.
• It is essential to keep the products according to customer choices, hence
regulation of products is necessary
• Relying on a single supplier gives the supplier power and may lead to loss in
business. 25
Profitability | Cost Inflation | KPMG
Gas Company - Interview Transcript
Your client is a leading gas company in India. It has been seeing a decline in profitability for the last 2 years. Sure. I’d like to look into their value chain first. Starting from raw material procurement, processing, storage
Analyze the causes for it. & transportation, distribution and finally marketing.
To start with I would like to know more about our client. Which domain does it deal in, who are its clients Yeah these factors look fine , you can stick to the Storage and raw material procurement as of now.
what is its positioning in the value chain, and what geography does it deal in?
Next, I would like to know which component causes maximum deviation from the costs.
The client is a gas manufacturing company. It is a pan India-based company and not a regional one. It has
clients in a lot of sectors like steel, food processing, medical, computer, construction, automotive.
Storage and raw material procurement costs seem to be an issue.
Okay. Is the decline in profitability a industry wide problem or specific to our client?
Okay thank you. raw material procurement could be divided into the cost of raw material, supplier
contracts, and efficiency of usage. For storage, I’d like to look into packaging, warehouse costs and
It is specific to our client and others are doing pretty good. distribution costs. Should I analyse all of the aspects or is there an issue with only one of them?
I would like to know more about the different products that our client offers. The storage of these gases seems to be a bit complex and are causing concerns over profitability.
The client had been dealing with non-cryogenic gases for the last few years. Recently they have also Okay. Could you provide me with information on how these gases are stored and what is the scenario
entered into the cryogenic gases. for the manufacturers of such containers?
Okay. How long has it been since they started with cryogenic gases? Also could I know the market size Sure. Cryogenic gases are stored at extremely low temperatures. Hence they require special, expensive
and growth rate for the cryogenic gas industry? containers to be stored in. There are limited manufacturers for such containers.
It’s been almost 3 years now since we entered into cryogenic gases. Coming to the market size it is almost Okay. From what I see the costs of raw material procurement and the storage costs are high which does
$100 billion and growing at 7% CAGR. not compensate for the revenue.
Alright, that seems like a good industry to enter, so the issue might be with them entering into new Yes, you are right.
products since after that period their profitability has started declining. Is the decline visible in the Non
cryogenic sector as well?
Can I have some data to understand how much are we spending currently on this storage and
transportation, just to understand if it’s viable.
The cryogenic sector has not been much rewarding for us, though the growth in non cryogenic sector has
been steady and growing.
The raw material costs are INR 22.5bn annually. Company has invested in specialised storage tanks and
facilities, which incurs an annual cost of INR 2.5 billion .
Okay. The decline in profitability could be due to issues on the cost or revenue side, but since we have just
entered the new industry, I feel there could be an issue on the costs side, which part should I analyse first?
How are our competitors surviving in this industry sustainably?
Yes you are right, you can proceed with Cost side analysis for now.
26
Profitability | Cost Inflation | KPMG
Gas Company - Interview Transcript
The existing suppliers are already in long-term contracts with our competitors. so it is difficult to
establish a new relationship with them. Also due to the limited suppliers, the bargaining power of
suppliers is high.
Regarding our client is he aiming for instant profitability or looking for profitability over a long-term
period of 10-15 years(to get an optimum contract from the supplier)?
The client is interested in instant profitability
As of now since there are no other alternatives, we will go for the exit option.
Okay. Please provide me with a rough guide for it.
Yes sure. Please provide me with the costs for the exit option.
For the exit option consider the following costs asset write-offs: 11.7 billion INR, employee severance:
2.34 billion INR, contractual obligations: 4.68 billion INR. The projected revenue for the business is INR 5.77
bn.
Sure. according to the data break even time = total exit costs / annual revenue
= (11.7 + 2.34 + 4.68 )billion / 5.77 bn = 3.24 years
It would take approximately 3.24 years for the company to recover the exit costs through the projected
annual revenue.
Okay, we can wrap the case here.
27
Gas Company
Profitability | Cost Inflation | Moderate | Oil & Gas
Your client is a leading gas company in India. It has been seeing a

decline in profitability for the last 2 years. Analyze the causes for it.
Case Notes
• Client is a gas manufacturing company
• Dealt in Cryogenics but started manufacture of Non-Cryogenic Gases since
last 3 years
• Seen decline in profits since last 2 years
• Extremely high costs of raw material procurement and storage
• Client interested in instant profitability
• Existing Suppliers are in long contract with competitors
• Since the costs of raw material and storage vessels are extremely high we
can get into long term contracts with the existing suppliers.
• However the client is not interested in long term profitability hence we are
left with no other option but to go for exit option.
• With current annual revenue it will take the client almost 3.24 years to break
even.
• Their are limited number of manufacturers for cryogenic gas handling
equipments.
• The company could indulge in upsell of such equipment to its clients.
• This would help the company reach its break even point even faster.
28
Profitability | BCG Buddy
Steel Manufacturer - 1 - Interview Transcript
Your client is a steel manufacturer facing declining profits; the client has asked you to find out why and Great. You’ve understood the situation well, how do you propose going about the solution?
recommend solutions.
Sure, I would like to look at the Profit = Revenue – Cost, and then I will deep dive into the various buckets
I would like to confirm if I have understood all the critical aspects of the client’s situation. So, our client is a under them.
steel manufacturer facing a decline in their profits and we have to find out why and recommend solutions
to their problems.
Your structure seems good. Our cost have remained the same. Why don’t you go ahead with the revenue?
That’s right.
Sure. I will break the revenue into three buckets, i.e., Number of units sold, price per unit, and the product
portfolio. Do you want me to look at any specific bucket out of them?
Okay. I want to ask a few preliminary questions before diving deep into my overall structure and strategy.
Yes, please go ahead with the Product portfolio.
Okay. Let’s go ahead.
Sure. According to my data, our client manufactures three kinds of steel furniture. Do we have any data on
Do we have any information on the quantum of profit decline and for how long they have been the % revenue share by each product?
experiencing it?
Yes, wardrobe has a significant chunk of 70%, while tables and chairs contribute about 15% each.
Yes, the client is facing the decline of 20% over the 12-15 months.
So, out of these three, have we experienced a decline in the revenue share from any product?
So, is this decline specific to our client or is it an industry wide issue and whether the decline is specific to
any particular geography?
We have experienced a decline in every segment of the product.
No, only our client faces declining profits from all over the India, while others have been experiencing profits.
I see. There is some problem with any aspect of the product.
What do you mean by the aspect?

What kind of product do our client manufactures and in which geography they operate?
So, for any product, there are two aspects: Qualitative and Quantitative. Qualitative consists of the raw
So, our client manufactures household furnitures like Wardrobes, Tables, and chairs. and their business has
materials and the efficiency, while Quantitative covers the price and the Number of units produced.
expanded across India.
Sounds good. So, we have no issue with raw materials and the efficiency of the product. Also, there is no
In which part of value chain, does our client operates?
change in the Number of units produced.
So, our client procures and manufactures the steel furniture and distribute it through various suppliers to the
So, now we can come to the price of the products. Do we have changed the pricing of our products?
stores.
No, our prices have not changed in the last two years.
Okay, I have completely understood the objective of the problem.
29
Profitability | BCG Buddy
So, does our competitors have changed their prices?
Yes, our competitors have slashed the prices of their furniture, causing our customers to buy products and
causing a decline in our profits. Can you quickly suggest some solutions?
Sure, I have two types of solutions for our client.
Short term:
Clients should match the prices of their furnitures with their competitors.
Client can give bundling offers like a free table or chair on the wardrobe purchase.
Clients can also offer non-monetary benefits to their customers.
Long term:
The client should try other cheaper but durable materials for furniture manufacturing
They should make their presence on the Online E-commerce platforms
Thank you. We can end the case here.
30
Steel Manufacturer - 1
Profitability | Revenue Decline | BCG Buddy Case
Your client is a steel manufacturer who is facing declining profits, you

have been asked by the client to find out why and recommend solutions.
Case Notes
• Client is a steel furniture manufacturer

• Problem is declining profits of 20% over the past 12-15 months
• Each product is facing the decline in #units sold
• Client has no issue in their supply chain
• Competitor has slashed the prices of their products
Short term:
• Client should decrease the price of the products and match with that of the
competitor, considering the profit targets
• Client should sell their products in bundles
Long term:
• Explore the other materials for furniture
• Increase the online presence
31
Profitability | BCG
Your client is a steel manufacturer facing increasing Costs; the client has asked you to find out why and Sure, the fixed Cost includes the labour wages, electricity bills, and rents, while variable Cost includes the
recommend solutions. raw materials, R&D and machinery.
Before preliminary questions, I would like to reiterate the facts and objective of the case. Okay. We have no issue with the fixed Cost. Can you look at the variable costs?
Sure, go ahead. Sure, coming to the variable costs. Do we have any data on the changes?
Okay. Our client is a steel manufacturer facing the problem of increasing costs and we have to find out why Yes, our spending on raw materials has increased in the past few months. Can you analyse why are we
and recommend solutions to their problems. facing such issue?
Yes, correct. Sure, I will analyse the four major segments of raw materials, which include Suppliers, Cost of raw materials,
wastage and contracts.
Do we have any information on the quantum of cost increase and for how long they have been
experiencing it? Your segment seems good. Can you go ahead with the wastage section?
No, we do not have any data on that. Sure. Regarding the wastage, I want to understand the types of raw materials used while making the steel.
Okay. Is this increase in Cost specific to our client or an industry-wide issue and whether this issue related In steel manufacturing plants, manufacturers need four primary raw materials: Iron Ore, Coal, Iron and
to any specific geography? limestone.
No, this is limited to a specific manufacturing unit in a tier 2 city of our client only. I see. Do any of them have seen any changes or increase in the wastage?
In which part of the value chain, does our client operates? Yes, the wastage of coal has increased over time. Can you find out the reasons for this?
So, our client procures and manufactures the steel furniture and distribute it through various suppliers. Sure, with this, we can move the coal's overall journey from its supplier to its end product. For this, I will
segment the journey into two segments, i.e., pre-processing and during-processing.
Okay, I have completed my preliminary questions. Give me a couple of minutes, and I will be back with my
approach. Can you elaborate on these two segments broadly?
Sure, take your time. Sure, pre-procession will include the supply of coal from the supplier's location to the client's location,
loading, unloading, and storage, while during processing, it will include the use of coal in the steel industry.
Okay, I would like to look at the Cost and dive deep into the various buckets under it. Cost broadly includes
two buckets, i.e., Fixed Cost and Variable Cost. Interesting. Let me tell you that we have experienced the wastage of coal while transporting it to the client's
location. Can you look into that?
Your strategy seems good. Can you elaborate on the two buckets?
Sure, I want to understand the location of the client's manufacturing unit in the tier 2 city.
32
Profitability | BCG
Client’s manufacturing unit is located inside the city where coal is transported from the place outside the city.
So., the wastage of coal must have increased due to the long transportation time.
Yes, our supplier is based outside the city, which has caused this wastage. Can you suggest some solutions
for the same?
Short term:
The client should use small containers to store the coal while supplying
The client can change their vehicle to a closed one.
Long term:
The client should look for suppliers based in the city.
Thank you. We are done with the case.
33
Profitability | Increasing Costs | BCG
Your client is a steel manufacturer who is facing increasing cost, you have
been asked by the client to find out why and recommend solutions.
Case Notes
• Client is a steel manufacturer

• Problem is increasing cost
• Usage of raw material has increased
• Client’s manufacturing plant is in the middle of the city
• Transportation of coal to a longer distance has increased the wastage
Short term:
• Client should use closed boxes/containers to transport the coal to their
manufacturing unit
Long term:
• Client should contract with the coal supplier based in the same city
34
Profitability | BCG
Tractor Manufacturer 1 - Interview Transcript
Your client is a luxurious tractor manufacturer who is facing loss from the past 6 months, you have been hired Okay, I would like to propose my strategy that, first I will look at the Profit = Revenue - Cost and dive deep
as a consultant to find out the reason and suggest some solutions. into the various buckets under it.
Before moving forward, I want to reiterate the case that our client is a premium Tractor manufacturer facing Your structure seems exhaustive. Please proceed ahead.
loss from the past 6 months and we have to find out why and recommend solutions to their problems.
Sure, do we have any idea whether the Client has faced a decline in their revenue or an increase in cost?
Yes, correct.
Actually, the Client is facing both issues and wants you to analyze both. Why don’t you go ahead with the
cost?
Do we have any information on the quantum of loss?
Sure. Cost broadly includes two buckets, i.e., Fixed Cost and Variable Cost where the fixed Cost includes
No, we do not have any data on that. labor wages, electricity bills, and rents, while variable Cost includes the raw materials, R&D, and machinery.
Okay. Is this loss specific to our client or an industry-wide issue? Okay. We have no issue with the fixed Cost. Can you look at the variable costs?
No, this is limited to our client only. Our competitor is enjoying profits. Sure, coming to the variable costs. Do we have any data on the changes in any of the aforementioned
buckets?
In which part of the value chain, does our client operates?
Yes, our spending on raw materials has increased in the past few months.
So, our client manufactures the Tractors and distributes them through various suppliers.
So, with this, we can come to the raw materials buckets, where I will analyze the two major segments, which
include Insourcing and Outsourcing.
You have mentioned that the Tractor is a premium product, so what features make it a premium product?
Your segment seems good. Go ahead.

Our Tractors are an example of state-of-the-art manufacturing and provide various features that make them
run on any kind of field in adverse weather conditions.
Sure, out of the Insourcing and Outsourcing, do we have experienced any increase in the cost?
Coming to the various parts of the Tractor whether our Client manufacture all parts or they have to
outbound them? Yes, we have seem a significant increase in the cost of outsourcing the spare parts. Why don’t you analyse it?
Good question, The Client manufactures most of the essential parts but they have to outbound some parts to
the third-party manufacturer Yes, as you have mentioned our Client outsources some essential spare parts, so I want to ask whether our
Client has increased the import of such parts or the third-party manufacturer have increased the prices
Okay, I have completed my preliminary questions. Give me a couple of minutes, and I will be back with my
approach. There is no change in our demand, third-party manufacturer has increased the prices of the spare parts. Can
you look into this further?
Sure.
35
Profitability | BCG
Sure, since there in no change in the demand side and the issue is related to the increased prices of the Okay, so the outsourcing personnel has not informed the manufacturer about such changes in the parts
spare parts, there could be two reasons, i.e., first- either the raw materials cost have increased or the and now they are facing the supply issue.
second- change in the spare parts. Do we have any idea about what has changed?
Yes, correct. Why don’t you conclude the case with some recommendations?
Yes, our client has changed some parts and manufacturing these parts requires special machinery which has
increased the cost. Why don’t you analyse the Revenue segment now?
Short term:
Sure, coming to the Revenue, I can broadly divide it into segments, i.e., # Units Sold and Price per Unit. Does Client should order the spare parts in advance to meet the demands of the Tractors
this seems to go ahead? Long term:
Client should look at the possibilities of manufacturing the spare parts in their own units
Your segmentation seems good, our prices have remained same but the # units sold have declined. Can you
look into that? Thank you. We can close the case.
Sure, since the number of units has decreased, thus either the supply has decreased or the demand has
decreased.
There is no issue with the demand of Tractors as they are unique and outperform other competitor’s model
So, with this we will reach to the Supply side issue. Since, we are facing the loss for the last 6 months, so
whether we have made some significant changes in the Tractor?
Yes, Client has slightly modified the Tractors and now our tractor requires the new parts and our supplier is
not able to meet the demands. Can you analyse why?
Sure, with this we can come to the supplier issue. Since, there is significant changes in the spare parts the
supplier is not able to meet the demand and is charging higher prices from the client.
Yes, your assumption is correct. Can you further look into this issue that why supplier is exactly not able to
meet the demand?
Sure, I want to understand that how much time did it take to make the new spare parts?
The newly designed parts requires no significant time to manufacture them. Rather, the manufacturer needs
some new machinery to manufacture those parts and we have not informed them prior.
36
Tractor Manufacturer - 1
Profitability | Increasing Costs & Decreasing Revenues | BCG
Your client is a luxurious tractor manufacturer who is facing loss from the
past 6 months, you have been hired as a consultant to find out the reason
and suggest some solutions.
Case Notes
• Client is a premium Tractor manufacturer

• Problem is increasing cost & decreasing revenues
• Client has recently changed some spare parts which has a premium price
• Manufacturer finds it difficult to meet demands of the spare parts
• Manufacturing new spare parts requires special machinery
Short term:
• Client should order the spare parts in advance to meet the demands of the
Tractors
Long term:
• Client should look at the possibilities of manufacturing the spare parts in
their own units
37
Profitability | BCG
There is a tractor manufacturing company that has a capacity of 5000 tractors per month. However, it was Regarding capacity utilization, I’d like to first know the number of machines that are in use and the number
producing 3000 tractors per month to keep up with the market demands. Over the past 6 months, demands of functional hours per machine.
for tractors have increased, yet we are not able to ramp up our production to 5000 tractors per month.
Suggest possible reasons and recommendations.
There are around 5 units. Each produces 600 tractors. And all can produce up to 1000 tractors, you can
assume that each machine works for around 10 hours per day as of now.
The key problem I need to focus on is finding the issue with declining revenues from tractor sales. Is there
any other objective I need to keep in mind?
Okay, I’d like to know if there is any constraint that our client is facing right now to not produce according to
our maximum capacity.
No, currently we can focus on increasing our revenue only.
Since the demand has suddenly surged up now, the client was lacking the enough staff to increase their
I would like to know if this issue is prevalent throughout the industry or it’s specific to our client alone. production.
The remaining competitors are doing good in this space, the issue is observed only with our client. Right, that makes sense, I feel that the client should recruit more staff as the demand has gone up and also
invest in educating and training them so that we can increase our capacity utilization of the existing
machines. I’d like to know how are our competitors facing this sudden increase in demand.
Okay, I would like to know about our client a bit more, what are the different products they produce in the
factory?
Okay that’s a good point. Regarding our competitors, we don’t have much information but they are doing
good. How do you think we can reach at the right amount of production so that we can attain the maximum
The company is producing only one type of tractor as of now.
market share?
I would like to explore the supply chain of producing the tractor, starting from pre-production to
The short term goal should definitely be to increase the trained staff so that we can match the sudden
production and then post production.
increase in demand and for the long term goals, we should analyse the data driven trends to estimate the
demand, so that we can have enough inventory in the stock while everyone would be busy in matching the
Yeah seems like a good approach, you can proceed further. increase in demand, this could be done with more staff( regular upskilling) and increase in advanced
machines under our company and thus have a competitive price in the market by attaining economies of
scale.
Tractors are manufactured by designing specifications, sourcing components, assembling on a production
line, integrating electronics, applying paint, conducting quality checks, and final inspection. The finished
tractors are then distributed to dealerships or customers, often with additional reviews and training before Yes that seems fine, we can wrap the case here.
delivery. Is there any particular part you’d like me to look upon?
You can focus on the Production part as of now as that’s the main issue we are facing.
Okay, in the Production part, I’d like to focus mainly on Capacity utilisation of the machines, working staff
and operational costs pertaining to the factory. Is there any issue observed in any of these?
Dive into capacity utilization and working staff aspects of production as of now.
38
Tractor Manufacturer - 2
Profitability | Revenue Decline
There is a tractor manufacturing company that has a capacity of 5000

tractors per month. However, it was producing 3000 tractors per month
to keep up with the market demands. Over the past 6 months, demands
for tractors have increased, yet we are not able to ramp up our production
to 5000 tractors per month. Suggest possible reasons and
recommendations.
Case Notes
• Client is a tractor manufacturer

• Problem is unable to ramp up production
• Demands for tractors have increased
• The manufacturing company has a capacity of producing 5000 tractors per
month
Based on the analysis, the main problem seems to be a combination of
production issues, supply-side constraints, and potentially inefficient
processes. These factors collectively prevent the company from reaching its
full production capacity of 5000 tractors per month, despite increased
demand.
Addressing these issues through improved production processes, equipment
upgrades, and workforce training would likely be the key to resolving the
company's challenge of meeting market demand.
• It’s essential to find the key reasons for not be able to ramp up production
39
Profitability | MBB
Airport Taxi - Interview Transcript
Dubai Airport is retracting all existing permits and is issuing 2,100 new permits to the three largest operators Right. And what is the actual revenue per taxi?
in the country. Our client is a local Big-three taxi operator with a 3,000-car fleet, but he is not servicing the
airport yet. He has a spare capacity of 500 taxis and he is considering applying for 500 new permits. He
The daily revenue of one taxi is (6*$80)+(18*$70)=$1,740. The annual revenue of 500 taxis is (500 * $1,740) *
asked us to help him determine if he should pursue applying for the permits or not.
365 = $317.5 m. This revenue calculation assumes that the taxi utilization is 100%.
What is the target profit for our client?

Seems right. You can dive into the costs now.
Our client is looking for an investment target of 20% ROI over 1 year.
Right so breaking this into different buckets, for our client, there are Operating costs, License costs, and
Driver Costs. What are the general costs per cab for each of these buckets?
Okay, so I would like to dive into the revenues first. On average how many passengers use the airport and
how many of them go into Dubai?
So, drivers get 50% of the revenue instead of a salary. The operating costs are $5,000 per cab per year, and
the license costs are $250,000 per cab paid in advance as a one-time fee.
The airport has 84 million passengers per year, and 20% go into Dubai using a taxi, the remaining 80% are
transit passengers
So the total payroll comes out to 50% * $317.5 m = $158.8 m. The operating costs are $5,000 * 500 = $2.5 m,
and the total license costs are $250,000 * 500 = $125 m.
Is there a variation between amount of passengers overnight and during the day?
The calculations seem valid. Proceed with the ROI calculation.
Yes, Between midnight(12 AM) and 6 AM, 50% require a taxi (this takes into account multiple passengers
sharing a taxi). Between 6 AM and 12 AM(over a duration of 18 hours), the other 50% require a taxi (this
Right, so the total earnings over the 1 year is $317.5 m - $158.8 m - $2.5 m = $156.2 m. The ROI : (($156.2 m-
takes into account multiple passengers sharing a taxi).
$125 m)/$125 m)) * 100% = 24.96%. So our return is an estimated 25% for the first year. Since the license
costs are a one-time payment, the ROI will increase to 125%.
Alright, how are the fares for the two respective timings?
So what would be your final decision based on these calculations?
The night fares are $80 and the day fares are $70. The taxis operate 24/7 - assume no need for fuel,
maintenance, or traffic jams.
Since the expected ROI was 20% and the calculated ROI is 25%, the client should consider investing and
pursuing this opportunity.
How long is the journey of the passenger on average?
Every trip takes 60 minutes to leave the airport and get back.
Calculating the demand for taxis, during the night, there are 50% * 20% * 84,000,000 = 8,400,000
passengers per year which is 3,835 passengers per hour. During the daytime, there are
50%*20%*84,000,000=8,400,000 passengers per year which is 1,278 passengers per hour. As it is known
that there is a supply of 2100 taxis expected to be available during this time, we can see that there is almost
a 61% utilization during the daytime (1278/2100) (61% assuming the taxis travel with individual passengers).
40
Airport Taxi
Profitability | Easy | Taxi Services
Dubai Airport is retracting all existing permits and is issuing 2,100 new
permits to the three largest operators in the country. Our client is a local
Big-three taxi operator with a 3,000-car fleet, but he is not servicing the
airport yet. He has a spare capacity of 500 taxis and he is considering
applying for 500 new permits. He asked us to help him determine if he
should pursue applying for the permits or not.
Case Notes
• ROI per year = (Earning over a year - investment per year) / investment per
year * 100%
• Profit (Earning per year) = Revenue per year - Cost per year
• For the costs go into the value chain analysis
• Supply and demand side approach for the revenue calculation
• The client should consider the investment opportunity as the ROI is

approximately 25% which is 5% greater than the expected (20%) ROI.
• The utilization calculation is an important addition to the overall calculation

as it gives insights on how the demand varies over the time-period which is
crucial for decision-making.
• The utilization percentage could’ve been included into the solution and
recommended that the client supplies different amount of taxis respective
to the timings, but since it is an overall lease-based system, it could cause
troubles and can be deemed not feasible.
41
Unconventional | BCG
Energy Drink - Interview Transcript
Your client is a FMCG company manufacturing energy drinks. Initially the client had a market share of about That’s a good approach to break down the problem. The problem lies with the affordability of the product. Our
98% which has now reduced to 50%. Find out the reasons for the possible dilution in market share and also competitors are able to provide the drink at a lesser price.
suggest measures to regain the market share.
This could be a possible cause of the loss of market share, since it is directly affecting our revenues. Since
Before starting off with the case, I would like to begin by asking a few questions. What is the exact product the problem mainly lies with affordability, do we have any information related to the pricing of the
line of the company and where does it operate? products?
The company manufactures only one type of energy drink and it is based in India. Our product has a selling price of 966 Rupees per unit which has been the same throughout the years,
whereas our competitor is able to sell at 874 rupees per unit.
How long has it taken for the company’s market share to decline from 98% to 50%?
Since we’re selling at a higher price, it could imply that we are incurring more costs per unit sold. I believe
that costs will be incurred at every step of the value chain, which will be of two types essentially - fixed
costs and variable costs.
The time of decline has been about 5 years for the company.
We incur a cost of 366 Rupees per unit when it comes to our raw materials. In addition to this, we can broadly
sum the costs over the production into fixed and variable. For every unit produced, we have a fixed cost of
Who is our target customer when it comes to this energy drink?
Rupees 178 and a variable cost of Rupees 166.
The company has a specific type of customer segment to which it caters.

In order to optimize our costs, we can benchmark them against that of our competitor. Out of the three
types of costs given, which type of costs is seeing the maximum amount of deviation?
Market Share depends on the industry size and the revenue of the company. Do we know what has
changed in the past 5 years?
The raw materials and variable costs, both per unit are almost similar to our costs and do not play a major
difference. However, the fixed costs per unit of our competitors are much lower than our costs.
The industry is not growing at all, in addition to which the revenue has decreased.
Fixed costs are usually independent of the total number produced - they would depend on other
operational factors. Thus the fixed cost per unit could go up if we have been inherently producing less than
The revenue would in turn depend on the number of units sold and the price per unit. Since the revenue that of our competitors. Since our competitors are able to produce more, it is possible that they might have
has decreased, we could say it is due to one of these two. Has the number of units being sold decreased? achieved economies of scale.
That is indeed, correct. The number of energy drinks being sold has gone down in the 5 years which has led
to a decrease in the revenue. Good observation! We have been producing less than our competitors. Could you suggest possible causes
for our production being lesser than that of our competitor’s?
The number of units sold would be affected by the customer needs, affordability, accessibility and the
customer experience. Customer needs would imply how much demand is there for the drink amongst the
customers, affordability would imply benchmarking our product to that of our competitors. Accessibility is
how easily a customer can reach our product. Customer experience could possibly revolve around the
product design and the taste.
42
Energy Drink - Interview Transcript
To assess this, we can look at the value chain of our company. We can divide the value chain into three
major parts- pre-production, production, post-production. The pre-production part involves research and
development, sourcing of raw materials and inbound logistics. The production part involves the actual
conversion of the raw materials into our product and its packaging. The post production part involves
outbound logistics and marketing.
Let us look at the problems associated in the sourcing of raw materials and production.
For sourcing of raw materials, it is possible that the amount and quality of raw material that we are
effectively getting has gone down, which is leading to lowered production. For the producing and
packaging part, there might be a problem of capacity utilization or the number of machine cycles that are
being run for production.
What would you recommend as solutions for these problems?
For the problem with the sourcing of raw materials, we could negotiate better deals with the suppliers for
better raw materials. In order to produce more, we could ensure maximum capacity utilization and that the
machines are running at optimum number of cycles.
Good points, that concludes the case! Thank you.
43
Energy Drink
Profitability | Moderate | FMCG
Your client is a FMCG company manufacturing energy drinks. Initially

the client had a market share of about 98% which has now reduced to
50%. Find out the reasons for the possible dilution in market share and
also suggest measures to regain the market share.
Case Notes
• Two types of approaches, a growth type approach and a profitability type

approach are possible but with clarifying questions -> profitability.
• A proper MECE dissection of the problem will lead to optimal results.
• Volume sold is broken into needs, accessibility, affordability, and experience,
a proper end to end product experience.
• Costs can be broken into Raw Material, Fixed, Variable costs.
• Fixed costs is broken into pre, during, and post production which follows a
proper production cycle.
• Negotiate better deals with the suppliers for quality raw materials to
improve raw material sourcing.
• Ensure maximum capacity utilization and that the machines are running
at optimum number of cycles to improve production.
• The framework followed was standard but very extensive and broke down
each segment into perfect MECE segments.
• Raw Materials costs could’ve been included into the fixed/variable costs
components.
• The product life cycle type of volumes sold breakdown was very good rather
than supply and demand approach as it could’ve gotten more complicated
to arrive at the better competitor pricing issue.
• Identification of the problem was done fluidly.
44
Market Entry
Market Entry | MBB
Perpetual Motion Invention - Interview Transcript
Your client, a renowned scientist, has set his sights on creating the world's first perpetual motion apparat- Certainly. To calculate the revenue, I'll start by estimating the market size. We have two customer
us. He's eager to explore potential markets for monetizing this invention, particularly in Europe. He's also categories:
curious about the potential earnings in the first year. How would you approach this scenario? Households and Government/Industries. With a European population of 500 million and an average family
size of 4, we have 125 million families. Assuming a $40 monthly electricity bill per household, the
To begin, could you please furnish me with some details about the functionality of the technology, its Household market size is $40 * 125 million, equating to $5 billion per month. Assuming similar energy
associated costs, the availability of building materials, the machine's dimensions, and its efficiency? spending by Government/Industries, the total market size becomes 2 * $5 billion * 12 months, or $120
billion annually. If we consider that we can build power plants to meet 5% of the total market demand within
the first year, the projected revenue for the initial year would be 0.05 * $120 billion, amounting to $6 billion.
Certainly. The machine's construction costs amount to approximately $1,000. It's capable of perpetually
powering a small fan without any external energy source. However, it weighs 30 kg and occupies a space
of 1 m3. All the required materials are readily available. Additionally, the scientist believes that with technical Your revenue projections seem reasonable. Please proceed with the feasibility analysis of the project.
enhancements, the technology could eventually produce twice the energy at a quarter of the
weight and size. Certainly. To assess feasibility, let's calculate the Net Present Value (NPV) of the Project. Could you provide
the power output, plant lifespan, selling price of electricity, and the discount factor?
Thank you for that information. From what I can gather, the machine is quite sizable and heavy, yet it
generates only a modest amount of energy. Even with potential improvements, it's unlikely to yield Each power plant generates 50W of energy and sells it at 20 cents per kWh. The plant's lifespan is 20 years,
significantly more energy than it currently does. However, its scalability could allow more power generation. and the discount rate stands at 5%
Understood. For each power plant, the revenue generated per hour is 0.05 kW * 20 cents/kWh, which is
You've captured the essence well. Please proceed with your analysis. 1 cent/hour. Therefore, the annual revenue per plant is 1 cent/hour * 24 hours * 365 days, totaling $87.6.
This leads to a Present Value of $1,091.69 and an NPV of $91.69. This positive NPV indicates that the
Certainly. To delve into the monetization prospects, could you please provide me with the potential project is likely to generate favorable cash flows over its lifetime.
applications of this technology?
Your financial analysis is sound. Are there any potential risks or concerns associated with this venture?
Certainly. The primary applications include Power Plants, which are vital as they cater to the majority
of a city's energy needs and are not constrained by size or weight. Another avenue could be transportation Absolutely, there are a few notable risks. The risk of technology replication is substantial, so it's advisable
though due to its bulk, it's limited to large ships. This technology might not be suitable for smaller energy for the scientist to promptly secure a patent for the invention. Moreover, swift improvements should be
demands, but it could find a place in larger-scale requirements such as farms and islands. prioritized to enhance the return rate. Collaborations with major energy firms and venture capitalists for
financial support would be strategic. Given the large-scale requirements of power plants, economies of
Thank you for outlining the applications. It seems clear that despite not requiring fuel, the machine's weight scale could also be leveraged.
and size constraints could limit its practical applications. As such, the primary market appears to be power
plants. Your risk assessment seems comprehensive. Do you have any final recommendations?
Your deduction is on point. Proceed with your calculations for the first year's revenue Certainly. Given the novelty of the technology and the significant market potential, I recommend pursuing
this project. However, it's crucial to prioritize rapid enhancements and secure substantial capital
investments for successful execution.
Your approach is well-structured and comprehensive. We can conclude this case study here.
46
Perpetual Motion Invention
Market Entry | Advanced | Miscellaneous
Your client, a renowned scientist, has set his sights on creating the
world's first perpetual motion apparatus. He's eager to explore potential
markets for monetizing this invention, particularly in Europe. He's also
curious about the potential earnings in the first year. How would you
approach this scenario?
Case Notes
• The client is a Scientist who has recently invented a Perpetual Motion
Apparatus.
• He wants to market his new invention.
• He wants to know about the feasibility of the project and revenue in the first
year.
• The product is new, and the market size is huge.
• The size and weight constraints of the product limit its applications.
• The client should patent his invention to avoid duplication.
• Collaborations with power industries and the government are needed to
meet large capital investment.
• Improvements to be made in the product to increase efficiency.
• Although the product is one-of-a-kind, it has limited applications due to size
constraints.
• The focus should be on improving and redesigning the product for practical
use.
• The large capital investment needed can be met with industrial
collaboration.
47
Market Entry | KPMG
There is a major Steel company that wants to expand to the Middle East part of the globe. You have been Good enough. Any proposal for brownfield investment?
approached to suggest a suitable market entry strategy.
Certainly, as we are new to the Middle East market, it could be advantageous to partner with a company
Great can you give some details about the present market and expertise of the Company. already possessing an extensive distribution network across the region. Through a Brownfield Investment
approach, we could acquire an existing company operating in the Middle East and vertically integrate it into
our production network. Since cold-rolled steel production builds upon hot-rolled steel production, we can
The company is a prominent market share holder globally in the production of hot-rolled steel.
leverage both products based on our interests. By leveraging their established client relationships
and distribution channels, we could efficiently enter the market and expand our presence.
Okay, to proceed, could you shed light on the specific objectives the company aims to achieve
through this expansion?
Your perspectives on both strategies are well-reasoned. It seems you've covered the crucial aspects. Thank
you for your comprehensive analysis. That concludes our interview.
The company aims to expand into the Middle East with the motive of dominating the other kind of steel i.e.
cold rolled steel.
Thank you, I appreciate the opportunity to discuss this exciting venture.
Okay, can you explain a bit about the usage and demand of cold roll steel in this market?
Cold rolled steel is used in high-precision applications like the automobile industry, appliances, and certain
construction materials. The market is expected to grow at 6.2% CAGR and reach $21B by 2026.
Great, considering this opportunity, there are two potential pathways: Brownfield Investment and
Greenfield Investment. Is there a preference for either one?
I'd like you to explore both options.
Certainly, first could you explain the differences in the manufacturing processes between hot-rolled
steel and cold-rolled steel?
Cold rolled steel is produced by passing previously hot rolled steel through rollers without reheating, unlike
the manufacturing process of hot rolled steel.
Understood. Given this insight, it appears viable to leverage our current manufacturing capabilities while
incorporating the necessary technological advancements for cold-rolled steel production. This aligns well
with a Greenfield Investment strategy, we could establish new facilities in the Middle East, capable of
producing both types of steel. These facilities would cater to local demand while also facilitating exports to
broader markets.
48
Market Entry | Moderate | Iron & Steel
There is a major Steel company that wants to expand to the

Middle East part of the globe. You have been approached to
suggest a suitable market entry strategy.
Case Notes
• Client is a major Steel Company with sizeable market share
• It wants to expand to the middle-east part of the globe
• It has expertise in hot-rolled steel manufacturing
• It wants to explore into cold-rolled steel manufacturing
• Manufacturing process of cold-rolled steel is one step ahead in
manufacturing of hot-rolled steel
• Market size is large and industry is growing
• Client can set up greenfield investment in the area and use it for
manufacturing of both type of steels for domestic use and exports
• Client can acquire an existing player in the market and vertically integrate it
into its supply chain, and also leverage its client and distribution network
• Manufacturing facilities can be redesigned to manufacture both the types of
steels.
• New facilities can be set up to cater both existing and new markets
• Other players with vast distribution networks in the new market can be
acquired to rapidly capture the market share
49
Market Entry | MBB
Nutripremium - Interview Transcript
Nutripremium is a very well-known premium nutrition food company in Europe. The CEO of Nutripremium Right. Similar to the pregnant ladies, we assume that approximately 2% of the population has cancer with
thinks that the market in Europe is starting to get saturated and wants you to analyze the Chinese an average duration of 5 years (either cured or passed away). With that, we get 0.02*5/75*1.5Bn which is
market.What are the key areas you would explore to determine whether this is a good idea? approximately 2 million people. To simplify calculation, we can assume 10 times as many diabetes patients,
which gives us a total of 22 million people. For the market size we get 22 million people * 10% who use
nutrition * 300 Euros average expenditure which gives us a total of 660 million Euros per year.
Okay I would like to start with a few clarifying questions. Where is our client’s company based and where do
they operate thus far?
Right that looks quite accurate. What conclusions have you drawn from this?
It is based in Spain and has an excellent market share not only in its home country but also in Portugal,
France, Italy and Germany. Well the market looks quite attractive, but we should identify if our company has the capabilities to expand
into this market. How are our production capabilities?
Great. So what are the different lines of products that our company offer?
Nutripremium had been consistently expanding its production capacity. However, since the European market
showed signs of slowing down 3 years ago, it stopped the production capacity extension. Factories are now
1. Nutripremium has two main lines of products: being run at 98% of capacity.
Vitamin-supplements for pregnant women
Concentrated dehydrated aliments and vitamin pills for sick patients (with Diabetes orCancer).
How are our sales done in Europe and do they have similar methodological access in China?
So I want to dive into the target market. How is the customer outlook for the Chinese market for both
products and how much are they paying on average for nutrition products. Nutripremium has no distribution channels nowadays in China. In Europe it sells its “Pregnant women” line in
retail stores and its “Sick patients” line through hospitals and treatment centers.
Approximately 10% of pregnant women consume nutrition products and the number is increasing by 25%
every year. The average expenditure per customer is 150 Euros. As for sick patients, 10% of them consume That seems problematic A lot of money and effort would have to be invested in building networks and
nutrition products and the number is increasing by 15% every year with an average expenditure of 300 Euros. contacts so that Nutripremium manages to engage the necessary distribution channels in China. We
should also compare how these products will be accessed in China. Would it be an FDI strategy or would it
be an export strategy? How will the investment costs vary from Europe to China if we do want to enter and
how much are we looking to invest?
Okay so starting with the number of pregnant women at a given time, we can assume that a pregnant
woman has 2 children in her lifetime (or a duration of 18 months/1.5 years) and lives up to 75 years. That
means that 1.5/75 or 2% of the women are pregnant at a given time. Assuming that the Chinese population A new factory in Spain that produces €100 m worth of products per year would require€500m investment.
is 1.5 Billion people and that 50% are women, we get that 1.5 * 0.5 * 0.02 which is 15 million pregnant women The same factory in China would cost €300 m.The export costs will turn out to be much more expensive
at a given time. Now 10% of these women use nutrition products which gives us 1.5 million pregnant women during the long run and has many risks that come with it. The company has around €600m available for
and with an average expenditure of 150 Euros, that gives us a market size of 225 Million Euros. investments in its expansion.
Capacity of factories is being used to 98% today. An expansion to a new market would require investments
Sounds accurate. Proceed with the market size of the sick patients market. in one or more new factories. Since the factories are supposed to serve the Chinese market and building a
factory there is cheaper than in Spain, the factory should be built in China. How are the barriers to enter the
market, i.e. the competitive environment?
50
Market Entry | MBB
Nutripremium - Interview Transcript
There are three main competitors: Chinfoo with 45% market share, VitaCo with 25% market share, and That seems like a good and relevant solution. In case the client still wants to pursue the Chinese market, how
SupCo with 20% market share. Government hold 49%, 31%, and 33% share respectively in each of these many cancer patients would we need to have for our cancer product to breakeven?
companies.
Could you let me know what is our primary method of sales and how is the background for it? Also what is
Oh wow, the government’s major part in the industry would create a lot of troubles for our client down the the average selling cost of the product and the average duration that the patient takes the product? And
line. How are the regulations on nutrition products in the industry? what are the profit margins for the products?
The market of special nutrition food is new in China. Old regulations contrary to it have been We primarily follow sales through sales representatives, and we have 25 Sales Reps (earning €200 k each)
dropped upon Chinfoo’s request. Lobbying by Chinfoo has been essential for the regulation-cancellation. and spend €10 m in other indirect costs. You can assume each patient takes 4 doses per day for 4 months. A
dose costs €1 and its profit margin is20%.
Hmmm also how are our client’s capabilies compared to the competitors and how is the production outlook
of our competitors? We have a total cost of € 15m (10m + 200k * 25) excluding the direct costs of the doses which comes to a
total 15 million Euros. The number of doses a client takes per year is 480. Since the margin is 20% for each
dose, each customer means a profit per year of around €100.We conclude than that we need
Nutripremium’s more advanced technology would allow it to produce 10% cheaper than
approximately 150,000 customers for break-even in our cancer product.
the current competitors in China. Also, competitors are building at the time 4 new special nutrition food
factories.
Perfect. That concludes your case.
Alright. I am ready with my solution
Please proceed.
• Right so, I think Nutripremium should not expand to the Chinese market at this moment for 3 main
reasons:
The competition seems to be fierce and government-controlled. The biggest three players in the market
hold 90% of the market share. Government has 49% of the shares of the biggest player, which would
definitely bring us disadvantages in many circumstances(getting licenses, paperwork, and bureaucracy
for commercializing our products among others).
Since we are producing near to capacity, we would need to make new investments in infrastructure (build
new factories). Although we do have the money for that, doing it in a very different market from ours –
where the customer’s taste is different and where we have no experience of manufacturing our products –
could end up being a problem if we fail to adapt.
There must be other markets where the competition is more diluted among more players and where the
market has still a big size and potential for growth.Emerging countries in South America like Argentina
and Brazil are good examples of possible candidates. The population has also more similar tastes to
Europe than in China. The investment could yield a much better return in these countries.
51
Nutripremium
Market Entry | Advanced | Pharmaceutical
Nutripremium is a very well-known premium nutrition food company in

Europe. The CEO of Nutripremium thinks that the market in Europe is
starting to get saturated and wants you to analyze the Chinese
market.What are the key areas you would explore to determine whether
this is a good idea?
Case Notes
• The 3Cs 1M framework is a good approach for this kind of case.

• Market size is very attractive and investment costs are also in favour.
• Since product is edible, cultural differences will make a difference.
• Barriers of Entry are very high - biggest and most important problem.
• Can suggest alternatives for the market.
• Break Even means Proft = Revenue - Cost = 0. Also inflate the revenue to be
120% of the costs because of given margin.
• The client should not consider expansion into the Chinese market because
of the high barriers of entry from monopolistic competition and government
influence (49% of market share of the market leader), the cultural
differences and alienation of company.
• The client can consider alternatives such as the South American countries
like Brazil and Argentina where the market is emerging and has similar
cultural tastes.
• The 3Cs and 1M approach was a really good strategy for this type of problem
and is perfect for most market entry problems.
• The suggestion of South American market as an alternative was a product
of existing knowledge and the cultural aspect is a very good point.
52
Pricing Strategy
Pricing | BCG
EV Pricing - Interview Transcript
Your Client is a car manufacturer, and they want to move into the EV segment. For this, they want you to Great. For market attractiveness, I will take market size as 5% of the overall auto space in India. Additionally,
determine the price of the car. I'll factor in the client's production target of 50,000 cars per month, which amounts to 6 lakh cars annually. I
will consider an expected market share of 50% since we will manufacture SUV cars superior in numbers,
which will ultimately reach to our expected Market share.
Before moving to the preliminary questions, I want to reconfirm the facts from the problem statement.
Great, now how would you estimate the price?

Sure go ahead with your facts.
For that I will need the cost of manufacturing the product, and the profit margin which our client wants to
Thank you. So, our client is a car manufacturer, and they want to enter the EV market and wants to price
make.
their product.
We don’t have any data on that. Can you suggest some other strategy to price our products?
Absolutely correct, go ahead.
Sure, in such case I'll analyze the current prices of the Competitors’ products and for making our business
Before moving to the overall strategy for pricing the product I want to ask some preliminary questions. Can
to be profitable I will take the average of the overall prices of the competitors’ EV cars. Based on competitor
I know more about the client, i.e., their geographical area of operation, when they want to launch their
averages and our analysis, I will suggest a price range of ₹17-18 lakh per car.
product and is there any specific type of car which they want to launch?
Sounds reasonable. Can you look at the other non-quantitative factors that can affect our sales and capturing
Our client is an established car manufacturer in India. They produce a wide range of vehicle types. For this
the market?
venture, they are specifically interested in the EV segment, focusing on SUVs. They plan to launch their EV
next year and are targeting a nationwide market.
Sure. Next, I will look at the operational feasibility. Based on my instinct I think that since our client is already
existing auto manufacturer and distributor they will not face any major threat. But, in EV cars, companies
I see. Can you provide me with their major competitors and what are the prices of their products?
have to spend a lot on establishing Charging stations and manufacturing Li-ion batteries. But, based upon
the current scenario in India, governments are also encouraging and providing subsidies for establishing
Sure. Tata, Mahindra, and MG Hector are the main competitors. The current pricing of competitor SUVs is as Charging Stations. So, our only left concern is the procurement of batteries. Do we have any information on
follows: Tata Hatchback (Tiago) at ₹8 lakh, Sedans at ₹12-13 lakh, Mahindra SUVs at ₹19-20 lakh, and MG that?
Hector at ₹25 lakh
Client have made an agreement with a local battery manufacturing company which will provide batteries for
Thank you for the content. Give me a couple of minutes to present an overall strategy to approach this our SUVs.
problem.
Great. Do you want me to look at any other factors?
Sure, take your time.
No. I think you have covered every aspect of concern, we can end the case here.
Okay, I would like to propose an overall strategy where I will first analyse the market attractiveness then I
will look at the operational feasibility and at last the risks and concerns.
That seems reasonable. Go ahead.
54
EV Pricing
Pricing | Easy | Automobile
Your client is a car manufacturer, and they want to move into
the EV segment. For this, they want you to determine the price
of the car.
Case Notes
• Client is a car manufacturer, wants to move to the EV sector

• Clients wants to launch their first Car next year across Indian Market
• Client wants to price their Product based upon their Competitor’s pricing
• Client should price their product for about Rs. 17-18 L
55
Growth | BCG
Hair Oil
The client is the market leader in hair oil in India. They have one brand and two standard SKUs. They have Price and No. of Units Sold have both increased by 3% each, whereas the industry average is a 5% increase
seen stagnancy in the productivity of their sales team for the last 3 years. You have been hired as a on both, resulting in a total increase of 10%. Why is this happening?
consultant to figure out the reasons.
For this, I want to focus on why the average price increase is lower for us. May I know the pricing of the two
May I know the distribution model adopted by the company? SKUs and the volume of the SKUs?
They follow a typical retailer distributor model, all sales happen offline. 2 SKUs are 250 ml and 500 ml SKUs. Both SKUs price increase have been larger in 250 ml SKUs than 500
ml SKUs.
How is productivity here defined?
Okay, then if the average price increase is defined as the weighted average of the price increase across the
SKUs based on sales figures as the weight, then if 250 ml SKU is getting sold less, then the average price
Productivity = (Total Revenue)/(Total Fixed cost/salary of salesforce). Can you look into the possible reasons
increase will be lesser.
for stagnancy issue?
Correct, can you think of a reason why the number of units sold has stagnated as well?
Sure. The stagnancy in productivity can be due to the following reasons-
1. Both Increasing at a steady rate
2. Both decreasing at a steady rate Sure, the 500 ml SKUs are getting sold more. As, Number of Units sold = No. of customers * Freq of
3. Both are constant at the same level purchase * Avg Quantity per purchase. Out of these three, Freq of purchase will be less as people are
buying more 500 ml SKUs without a drastic change in consumption pattern.
Correct. We are facing the first problem here, i.e., both are increasing at a rate of 6%. Why don’t you look at
the possible reasons for that? Correct, now can you think of any other reasons behind the sales getting stagnated?
If it's okay, I want to focus on the cost side first (the interviewer gave a nod on this). Fixed Cost / Salary = No. (After taking some time) Retail channels can be Modern Trade, Small Shops and Malls, As per my
of Sales employees * Average Fixed cost/ employee. Out these factors, what has changed? understanding hair oils are generally sold through Small shops close to home.
No. of employees has been the same. Can you list down different reasons due to which the second part can Correct, What can go wrong in this channel?
increase?
Since we have increased the price, SKUs may not get sold as much as they did earlier, since small shops
Sure. Few reasons that I can think of are: often run on low margins and are not stocking our product often.
1. Promotion of employees
2. Inflation
I think we have reached the problem faced by the client. We can close the case here.
3. Market Adjustments
Thank you so much. It was a nice and interactive discussion.

Fair enough. Let's focus on the Revenue side then.
Coming to the Revenue part, I would like to define Revenue = Price* No. of units sold, any data on the
increased figures of these?
56
Hair Oil
Pricing | Easy | Oil
The client is the market leader in hair oil in India. They have one
brand and two standard SKUs. They have seen stagnancy in the
productivity of their sales team for the last 3 years. You have been
hired as a consultant to figure out the reasons.
Case Notes
• Client is a market leader in Hair Oil in India

• Client have one brand and two standard SKUs.
• Client has been facing stagnancy in their productivity for the past 3 years.
• Both the factors of productivity are increasing at the rate of 6%.
57
Pricing | MBB
Bank Envelope - Interview Transcript
Your client, Customlope, is the leader in the US secure envelope manufacturing industry. Banks buy these Double the amount meaning 100 million units can be produced. However, since there is a better
envelopes for operations such as money deposits and high value transactions.Next year, a new digital technology to come, there is no way to convert the entire batch produced.
technology will reduce the overall number of units sold in the industry by 25%. In the short term, our client
wants to maintain his current profit level without investing in the new technology.How can you help him?
That seems like a valid conclusion. Proceed further
If the number of units sold will decrease, revenue to will decrease. So does that mean the client wants to
So that means increasing the conversion of units sold, means the pricing of the product is to be fixed. Since
optimize the costs?
we obviously cannot increase the price as that will make the situation worse leading to much lesser units
sold, lowering the price is the best option. But before diving into that, I would like to take a look at our
Not necessarily, but you can dive into the cost analysis for now. competitors. How are their costs and revenues?
I want to analyze along the value chain. There are going to be R&D costs, Production Costs, Labor Costs, There are 5 competitors with each of them having 10% market share, whereas our client holds a 50% market
Marketing Costs, and Operational Costs. How are these individual costs for the company? share. Our economies of scale allows us to produce our product at $0.70/unit, whereas, they produce their
products at $0.90/unit. Their selling prices are the same as us and they cannot reduce it further as it will lead
to loss.
The respective costs last year came up to $1 m, $18 m, $11 m, $2 m, and $3 m
Wow that gives us a major upper hand in taking over the competitor’s market shares by lowering the costs
Great. Just to clarify the revenue, how many products and units of each were sold and at what prices?
to a more optimal amount. I’ll assume that the customers will switch over to our company once the prices
are lowered and we attain 100% market share.
Our client only sells ONE type of product whose price is $1/unit.Last year, our client sold 50 million units.
That seems very optimistic but its understandable. Go ahead with your calculations
Alright, so that means the revenue last year was $50 million and costs were 1+18+11+2+3 = $35 m which
brings our client current profit to $50 m. Is that correct?
So assuming a price of $0.90 per unit, we get 0.90 * 100% * 100 m units sold which brings our revenues to
$90 m. Since our costs have remained the same, for last year it was $35 m / 50 m units produced which
Yes that is correct. brings it to $0.70 per unit. For 100 m units, it comes to $ 70 m in costs, and a profit of $20 m which is a profit
margin of 33.33% compared to last year’s costs.
Since our client wants to improve the costs, are there economies of scale that haven’t been reached or is
there a lack of optimization in the operational/labor costs? What about the 25% decrease in units sold because of the new technology next year?
Costs have already been reduced as much as possible. Adjusting the profits made to 0.75 * calculated we get 0.75 * $20 m = $15 m which is the same as last year,
meeting the client’s expectations.
Hmmm, since the costs have already been perfected, we should take a look at the revenue shortcomings.
First are we producing/selling the maximum amount or is there room for improvement?
Customlope has excess capacity. It can produce at least double the amount of units per year
at similar or lower unit costs.
58
Bank Envelope
Pricing | Moderate | Manufacturing
Your client, Customlope, is the leader in the US secure envelope

manufacturing industry. Banks buy these envelopes for operations such
as money deposits and high value transactions.Next year, a new digital
technology will reduce the overall number of units sold in the industry by
25%. In the short term, our client wants to maintain his current profit
level without investing in the new technology.
How can you help him?
Case Notes
• Increasing the price is NOT an option because the envelope is a

commoditized good.
• Decreasing costs is NOT an option because costs are already optimized.
• The only way to maintain current profit levels (without investing in the new
technology) is to increase market share by decreasing per-unit price.
• By taking advantage of its lower costs, Customlope can push other
competitors out of the market because the competitors cannot make a
profit on their envelopes.
• The client should reduce the price of their products to $0.90/unit which
allows them to gain their competitor’s market share and convert their high
production capacity into sales.
• There could be market regulations against a monopoly. However, since the

company would not be selling their products at a loss, competitors cannot
accuse the client of price dumping.
• Some competitors might remain active in this market even if they have to
sell at a loss.For example, they might use their market presence to cross-sell
different products to banks. Thus, the client may not obtain 100% market
share.
59
Growth
Growth | BCG
Relaunch of a tea brand - Interview Transcript
Your client is a tea manufacturer. Lately it is facing series of unsuccessful outcomes. Building a strong brand identity is what going to give the business an image, a voice. More likely the
company need to develop a brand identity not just a logo. This is what is going separate the brand from
competition.
Just to confirm the client wants strategies to overcome the loss making outcomes. What was the
company’s vision and mission when it started?
Ok sounds good. Then how are you going to design marketing strategies?
The company wanted to capture the growing tea market of the country.
There are many ways. We can go for various forms of marketing including the most relevant like social
media marketing, influencer marketing, content marketing, event marketing etc.
What were the reasons for the decline?
Can you brief us about the event marketing?

Essentially the company was not able to tap into the market. Nor did it get any positive response from the
masses.
The company can organize events such as tea tastings and workshops to promote the tea brand and as I
mentioned earlier this will increase the engagement with the potential customers.
Before moving ahead I would like to ask about the particular demographic the company initially tapped
into.
How else the client can grow their total customer base?
Northern India was the initially targeted demographic. So how would you approach this problem and provide a
substantial solution. The client can either target new customer segments, more specifically can develop new products and
distribution channels. Also, the company can make a mobile-friendly website in order to approach larger
audience.
Firstly the company need to pull in volunteers for tea trials to get the overview about the general
population’s taste. That being said the company can develop a new product line that caters to the targeted
audience. Good. Is there anything else?
Ok proceed. The client needs to give very lucrative offers and discounts to attract new customers. For instance offering
free samples in malls, yoga studios, etc.
The company can improve the quality of tea by sourcing better quality tea leaves. Also, can enhance the
packaging and branding of tea products. Most essentially the company can explore the South Indian That concludes the case.
market.
Can you elaborate further?
We can tap into the South Indian market and yield the best out of it. Precisely, the company can attend tea
fairs and exhibitions in South India to showcase its products and network with potential customers.
What is going to be the company’s ‘USP’ then?
61
Relaunch of a tea brand
Growth | Easy | FMCG
Your client is a tea manufacturer. Lately it is facing series of

unsuccessful outcomes.
Case Notes
• Client deals in tea manufacturing and retail

• Client is having issues with the sales Pan India
• Issue-specific to the client and not the whole industry
• The problem needs to be identified in differentiating the product according
to different regions and their demands
• The problem arises due to improper research and development before

the product launch. High difference in demands and taste arise due to
large diversity in the taste cultures.
• Proceed by properly covering the southern part of the country by proper
research and analysis
• A survey could be conducted or food and taste exhibitions could be
attended
• Product should be launched keeping in mind the differences in cultures,
hence different factories and warehouses should be made to work
according to the regions where they are located.
• Tapping into a different market solves only part of the problem. The
interviewee could’ve explored deeper into why the problem was occurring in
the Northern part of the country instead of jumping to the South
62
Growth | MBB
Shaving Co. - Interview Transcript
Our client is an international CPG (consumer packaged goods) firm called Bryan, with multiple business units Okay great. Now dive into the men’s market.
(toothpaste, batteries, skin & body care, among others). They are the global market leader in every market
they play in except for the hair removal market. They came to us asking how they can also become number
Although, waxing is common to both markets, it also seems to be another source of issue. Before diving
one in this market. How can you help them out?
into that, what is the demand for waxing in the individual segments?
Before diving into the case, I have a few questions. What type of products do our client offer and how many
There is a low demand for waxing for men as they generally don’t prefer it, whereas there is a very high
of each do they offer?
demand for waxing for women.
Our client provides Wet-Shaving, Dry-Shaving, and Waxing products. They provide 2 wet-shaving for women
Since, there is a single common product for both men and women, they won’t find it as appealing.
and 6 for men, 0 dry-shaving for women and 3 for men, and 1 waxing in common.
Releasing a separate product line for the individual segments would prove more effective and focusing the
development on women segment primarily as there is a much higher demand.
How are the volume sold and pricing for these products?
Anything else?
In terms of Market Share, the respective shares for Wet-shaving, Dry-shaving, and waxing are 10%, 0%, and
1% for women and 33%, 20%, and 5% for men. As for pricing, the respective ranges are medium-low, none,
Others forms of inorganic growth can also be considered like a merger with a top competitor or an
medium for women and high, medium-high, and medium for men.
acquisition of a smaller, yet niche brand to achieve greater market dominance.
How are the market share statistics for competitors in each of these markets and how does our client feign
amongst them?
The men’s market has strong players (the 3 biggest players hold 75% of the market), which are
not strong in the women’s market. Bryan is the second company in terms of market share for wet anddry
shaving. It is however the 8th for waxing. The women’s market is very fragmented, with 8
companies possessing only 60% of the total market share.
As far as I can see the women’s market share is much lower than the men. Is there any reason for that?
Bryan is seen as a cheap brand by its female customers. Men see it as a high-end brand. All
products have similar profit margins.
So the trend is that women find the brand less appealing, so there should be a brand survey conducted to
find out what are their exact perceptions and preferences. Also, since the hint is already given saying the
“cheap” is an issue, we can increase the pricing of the products. Moreover, to increase the brand image, we
can use marketing strategies that women find appealing like celebrity marketing and social media
marketing.
63
Shaving Co.
Growth | Moderate | Other
Our client is an international CPG (consumer packaged goods) firm

called Bryan, with multiple business units (toothpaste, batteries, skin
& body care, among others). They are the global market leader in
every market they play in except for the hair removal market. They
came to us asking how they can also become number one in this
market. How can you help them out?
Case Notes
• Dive into different segments of the targeted market.

• Make solutions specific to the different product lines and market segments.
• Primary focus is on expanding the brand through marketing and different
product lines.
• Short term:
• Target Audience specific marketing for women and men to reach out to
them more.
• Make a gender specific product (a new product line) for women and men in
waxing and for women in dry-shaving.
• Long term:
• R&D on different product lines and improving the current set of products.
• Consider a merger or acquisition for a greater market dominance.
• It’s important to dive into the different segment and understand our client’s
position in the market for these segments.
• Could’ve gone deeper into the segments for a more finished solution.
• The case could’ve led to a pricing strategy framework model to improve the
female audience’s appeal for the brand.
64
Growth | BCG
Social Media Interview Transcript
Your client is a social media company whose significant chunk of users are Urban/well-to-do people. The How would you leverage the influence of urban users to create a sense of aspiration for the rural users?
client also has a small Tier 2 and 3 Rural user base. But a new competitor is taking away this share of the
client's user base. You have to advise them on how to keep the urban user base intact or even increase it, but
To create a sense of aspiration for the rural users, I would recommend highlighting success stories and
alongside counter the competitor and expand in Tier 2/3 rural areas.
achievements of urban users from similar backgrounds. By showcasing these stories, we can inspire the
rural users and make them feel more connected to the platform.
Okay, How does the client operate?
Is there anything else you would like to add?
The platform aims to remain classic and sophisticated and does not want to push a lot of user generated
content to public feed viewers. We want to keep the vibe in the public feed domain.
One more thing I would recommend is actively seeking feedback from both the urban and rural users. This
will help the client better understand their needs and preferences, allowing them to continuously improve
What is different about the competitor ? the platform and provide a personalized experience for all users.
The competitor has a lot of user-generated content coming up, which hooked the tier ⅔ users on it, and there Thank you for sharing your insight. Do you have any other ideas or strategies you would like to discuss?
seems to be a lack of belongingness to the tier 2 and 3 users in the client's product.
Yes, another strategy that can be considered is collaborating with local influencers or content creators in
One of the challenges is the absence of user-generated content on the client's platform, which has led to Tier 2 and Tier 3 rural areas. These influencers can help bridge the gap between the urban and rural users
users seeking that engagement elsewhere. Additionally, there is a need to enhance the sense of by creating content that resonates with the rural audience while still maintaining the desired brand image.
belongingness for the Tier 2 and Tier 3 users. They currently don't feel connected to the platform in the
same way as the urban users.
That concludes your case.
How do you propose to address these challenges and retain or increase the urban user base while countering
the competitor and expanding in Tier 2 and Tier 3 rural areas?
I have a multi-faceted approach to tackle these challenges. Firstly, I suggest introducing user-generated
content in a way that aligns with the client's desired classic and sophisticated vibe. This could involve
creating private spaces where users can share their content, which would be visible to their followers only.
What other strategies do you recommend?
In order to increase the sense of belongingness for the rural users, I propose implementing features that
cater specifically to their interests and backgrounds. This could involve showcasing localized content,
promoting local events and initiatives, and encouraging users to share their experiences from their
respective regions.
65
Social Media Company
Your client is a social media company whose significant chunk of users are
Urban/well-to-do people. The client also has a small Tier 2 and 3/Rural
user base. But a new competitor is taking away this share of the client's
user base. you have to advise them on how to keep the urban user base
intact or even increase it, but alongside counter the competitor and expand
in Tier 2/3 rural areas.
Case Notes
• Urban-focused platform competes with user-gen content

• Challenges include bridging urban-rural gap and retaining sophistication.
• Strategies- private user-gen spaces, rural engagement, urban success
showcase, user feedback, local influencers, targeted communication,
network growth, adaptation, user-centric approach.
Recommended Strategy
• User-Gen Integration: Introduce private user-gen spaces while maintaining

sophistication.
• Rural Engagement: Tailor content and events to rural interests.
• Urban-Rural Bridge: Showcase urban success stories to inspire rural users.
• Feedback Loop: Gather user feedback for continuous improvement.
• Local Influencer Collab: Partner with rural influencers for relatable content.
• Targeted Communication: Market sophistication and strengths to urban
users.
• Network Growth: Encourage referrals for urban-rural connection.
• User Demographics: Urban-centric with rural presence.

• Competitor Impact: Rival draws rural users via user-gen content.
• Client's Approach: Sophisticated, limited user-gen exposure.
• Challenges: User-gen absence, urban-rural disconnect.
• Strategies: Private user-gen spaces, rural engagement, urban-rural
connection, feedback loop, influencer collaboration, targeted marketing,
network growth.
66
Growth | BCG
Public Sector Bank
Your client is a public sector bank. Five to six years ago, they were losing a lot of money on payout fees. You Good observation. Let's proceed with the different factors that can create the first problem.
are hired to help them figure out the reasons.
Few Factors that I can think of for the first problem is, 1. Electricity issue, 2. Maintenance Issue, 3.
Can I know about the bank's size and quantum of loss? Unavailability of guards
The bank is one of the top four with pan-India operations, with losses in excess of Rs 100 crore. Sounds reasonable. Can you list the reasons why the ATMs aren't working even after they've been turned on?
What is the market share of our Client and whether the other competitors are facing similar issues?
Sure. The factors can be broken down into the following heads,
1. Software issues
This is an example of a zero-sum game, and the client has 6% market share in retail.
2. Hardware issues
3. Cash Refill/Availability issue
I see. If I am not wrong then Payout fee = No. of customers * % of customers using another bank's ATM * 4. Network Issue
frequency of transaction * Flat rate of payment. Can I know whether we have been facing issues in any of Do we have any information on out of these four, what has changed over the time?
these?
We don’t have any issues of Software or Hardware, neither we have issue of refilling cash. Can you look at
Customers are using other banks ATM 40% of the time and on an average each customer does 4 transactions the network issues?
per month. Why don’t you focus on the number of ATMs first?
As per my understanding, ATMs require you to connect to the server to fetch and verify user information
Sure. Do we have any data about the number of ATMs that our competitors are having? Especially the and update the bank balances in the bank server. So, if there is a network connectivity issue due to location
market leaders, and what is the current total number of ATMs in the country? or some other factor, ATMs may not work properly.
Currently India has a total of 3 lakh ATMs. We have 10,000 ATMs. The market leader has 30000 ATMs, Yes, you are correct. The client did place a lot of new ATMs in rural areas without even testing the network
accounting for 10% of the market, the second player has 22500 ATMs, accounting for 7.5% of the market, and connectivity, which is why the ATMs were not operational properly. Proceed to the solution
the third player has 21000 ATMs, accounting for 7% of the market.
• So some possible solutions to considered are:

Based on the data, we can see that all banks are lagging behind in terms of the number of adequate ATMs, Switching to a different network provider who’s services are much better in the given area.
but we are lagging far behind to them. Contacting the current network provider and asking them to set up a better service network in the given
area by showing them the benefits.
Yes, the number of ATMs has been a problem for our client, but let's say they have strategically placed new Performing Load Balancing operations to enhance the network operations of the bank.
ATMs in locations, although there have been a few hiccups which they faced due to the bureaucratic nature of
the L1 models. Now the payout fee is still high after increasing the no. of ATMs. Can you look at the possible No, you did a good job. We can end this case here.
reasons for that?
Sure. I think this issue is dependent on the condition of the ATMs. This can be broadly broken down into 2
parts: 1. ATM machines are not getting switched on; 2. ATMs are switched on but still not operating
properly.
67
Public Sector Bank
Growth | Moderate | Banking
Your client is a public sector bank. Five to six years ago, they were
losing a lot of money on payout fees. You are hired to help them figure
out the reasons.
Case Notes
• Client is a public sector bank and they are facing the issue of payout fees.
• Payout fees are charged by banks and interbank networks charge for the
use of their ATMs.
• Number of ATM machines owned by Client are lesser than their
competitors.
• Operational ATMs of rural area are facing the network issue.
• Client has placed many ATM machines in the rural areas without proper
checking of the Network.
• Switching to a different network provider who’s services are much better
in the given area.
• Contacting the current network provider and asking them to set up a
better service network in the given area by showing them the benefits.
• Performing Load Balancing operations to enhance the network
operations of the bank.
• It’s essential to find the key revenue streams for the education platform
• Evaluate the integration of existing products and platforms.
• In case of unaware of the payout fees term ask for the formula from the
interviewer
• Apply MECE approach in order to segment the various buckets.
68
Fire Extinguisher - Interview Transcript
Your client is a fire extinguisher company, who wants to triple their revenue in the next two years. Evaluate The market size is about 200 Crore INR and the market shares of our two major competitors are 25% and
how this can be done and suggest recommendations. 20% respectively. The rest of the market is fragmented.
Just to ensure that I have understood the case, we have a fire extinguisher company that wants to triple its In that case, I believe that the problem could lie with either the occupation or the residence part. Since our
revenue in the next two years. Is that correct? client is the government dealing with a piece of land in an affluent area, we can assume that due to
immense development, there would be a general constraint of space.
Yes, that’s correct.
Yes that is a good assumption.
When we say fire extinguishers, what range of products are we referring to?
What is our client’s current market share?
The company has a single product line of conventional red can fire extinguishers.
Our client holds 50% of the market currently.
Since we are looking to triple the revenue in the next two years, what is the current revenue of the
company? Interesting, so we have 50% of the market share and we want our revenue to be 300 Crore rupees in two
years, despite the market size being 200 Crore Rupees at the present. At what rate is the market growing?
At present the company has a revenue of 100 Crore Rupees.
You can consider the market growth rate as 10%.
In what geographies does the company operate? Do we have any specific geography contributing to
maximum sales? This implies that the market size after two years is 242 Crore Rupees, and we are aiming at a revenue of 300
Crore Rupees. Thus the target set seems to be something which is unattainable, given the market size and
its growth trends.
The company operates pan-India and the revenue is evenly distributed.
That is a very good observation. Keeping aside the aforementioned target, what do you think could be
Who are our customers and how much do they contribute to the revenue?
possibly done to increase revenue?
The customers are primarily of three types - Commercial Properties (Malls, Hotels, Restaurants) , Residential
The company could consider entering into a new product line or a new market. Since we already have
Complexes, Offices, with the Residential Complexes contributing the maximum - 20% of the total revenue.
majority of the market share in India, we could think of expanding into new locations. Apart from this we
could also consider selling complementary products like alarms, sensors, etc to ensure more revenue.
What part of the value chain does our client operate in?
In case the company isn’t looking for expansion, what are the things that can be done then?
The client has a robust end to end value chain starting from the procurement of materials to the after sales
We can segment revenue as the number of fire extinguishers sold and the price of one fire extinguisher.
support.
Since we need to increase our revenue we can first look at increasing the number of fire extinguishers sold.
Since we now know the major contributors to the revenue, we can have a look at the market and our
competitors. How large is the market for fire extinguishers in India?
69
Fire Extinguisher - Interview Transcript
How do you propose to do this?
In order to increase the number of fire extinguishers sold, we would have to increase the demand. The
factors that affect the demand of a product are its need, affordability, accessibility, and the customer
experience.
Could you take me through what could be done in this case for increasing the need?
Fire extinguishers as a product are not a commodity and thus the need can’t be just increased by increased
promotions. There are government norms which dictate the number of fire extinguishers depending on
several factors like the type of property, its area, etc. We could look at properties not meeting this number
and tap into their needs. Increasing need actually lies in the enforcement of the government rules and
policies than the customer segment itself. The stricter is the enforcement of the rules and regulations,
more would be the demand.
That’s a very good point. We can conclude the case here. Thank you.
70
Fire Extinguisher
Your client is a fire extinguisher company, who wants to triple their

revenue in the next two years. Evaluate how this can be done and
suggest recommendations.
Case Notes
• Dive into the product evaluation of the fire extinguishers and compare with
how the different competitors are in the industry.
• Offer a new product line.
• Increasing the volume sold of products can be broken into customer needs,
accessibility, affordability, and customer experience.
• Increasing customer need for a public commodity is difficult so offer
increasing strictness of rules and regulations.
• The need can’t be just increased by increased promotions. There are

government norms which dictate the number of fire extinguishers
depending on several factors like the type of property, its area, etc.
• Increasing need actually lies in the enforcement of the government rules
and policies than the customer segment itself. The stricter is the
enforcement of the rules and regulations, more would be the demand.
• Although clients are not considering a dive into a newer product line that
is also a good alternative.
• It’s important to dive into the different segment and understand our client’s
position in the market for these segments.
• The solution is a very unique one but there are very few alternatives that can
be done in this situation to increase the need for fire extinguishers.
71
Mergers &
Acquisitions
M&A | BCG
Merger of two Ed-tech Firms - Interview Transcript
Your client is an online education platform A, and is looking to acquire its competing platform B. How should Right. So, the calculated profit after the acquisition is three times the combined profit of individual firms
they proceed? earlier.
Okay, could you shed some light on the present number of courses offered by both A and B and their Great. Can you think of any other benefits through this deal?
Market strength.
Yes, additionally we should consider synergies that can arise from the acquisition. This acquisition could
"A" currently offers 7 courses (1,2,3,4,5,6,7), while "B" too offers 7 courses (1,2,3,4,8,9,10). Both are lower overhead costs for “A” and expand its customer base and cross selling opportunities.
major players in the market
Great, are there any risks involved with this deal?
Okay, Before we delve into further details, could you clarify why "A" is interested in acquiring "B"? Are there
specific financial goals or is this more about a strategic expansion?
Yes , I could see overvaluation and delay in regulatory approvals as major risks. Also there could be
Integration challenges like technological mismatch which could be an issue.
The primary goal for "A" is to boost their revenue through this acquisition. They are also looking to expand
their product portfolio through this acquisition.
You've covered both the non-financial and financial aspects quite well. A successful acquisition involves a
careful assessment of cultural alignment, strategic fit, and financial feasibility. Thank you for your insights.
Great, so we may deal this by dividing the problem into Financial and Non-Financial aspects. Which should
I first look into?
You may start with Non-Financial aspects.
Certainly. The fit between the two companies is crucial. "A" should assess how well they align culturally,
strategically, and organizationally. This involves evaluating the compatibility of employee skill sets, shared
long-term goals, and company policies. External factors like a PESTEL analysis are important too. For
instance, if there are any regulations against monopolies in the market, the acquisition might face
challenges in regulatory approvals as their combined market share may pose a threat like a monopoly.
Perfect. Now, let's move on to the financial considerations.
Financial feasibility is important. "A" needs to factor in the costs of the acquisition itself and the integration
process, such as combining technical interfaces. On the revenue side, they should anticipate an increase
due to the expanded course portfolio. Can you provide revenue and cost numbers to continue with the
calculations?
Certainly, the revenue, fixed costs, variable costs and overhead costs for both "A" and "B," as well as their
combined entity after the merger are here
73
Merger of two Ed-tech Firms
M&A | Advanced | Miscellaneous
Your client is an online education platform A, and is looking to acquire its

competing platform B. How should they proceed?
Case Notes
• Online Education Platform

• Looking to acquire competitor firm B
• Boost revenue through acquisition
• Identify potential risks and challenges that could arise during the merger
process.
• Offer support and training to ensure a positive customer experience.
• Combine the best features of each product to create a comprehensive and
competitive offering.
• Understand the synergies of 2 companies and achieve a strong foundation
for the merger.
• It’s essential to find the key revenue streams for the education platform
• Evaluate the integration of existing products and platforms.
74
M&A | Anonymous
Acquisition of a clothing firm - Interview Transcript
Your client is a large multinational clothing brand looking to increase market share and seeking economies of Finally, can I know the number of stores the smaller firm has and which region it is most prevalent in? What
scale by acquiring a smaller clothing firm that is popular locally. Your job is determining what factors they is the valuation of the firm?
should consider for this acquisition to go smoothly.
The smaller firm currently has 50 stores and is most active in India’s northern regions. The firm is currently
I'd like to know more about the client regarding what section of the market they cater to and their mode of evaluated at INR 500 Cr.
operations.
• Excellent. I have sufficient information to proceed with the case. The factors to be considered for this
As a vast MNC, the client caters to all market sections regarding clothing and has a sufficiently varied product investment can be separated into financial, legal, and social. The financial aspects are:
line. As for their mode of operation, the client follows a brick-and-mortar business model as well as a highly
successful e-commerce platform. Cost of acquisition&integration- The smaller firm boasts high local popularity. Thus, the price of
acquisition must be appropriately negotiated. Similarly, proper financial due diligence is needed to ensure
the integration costs are accounted for.
Okay. What is the client's motivation behind this investment? Also, what is the expected ROI for this
venture? Pricing- Since the smaller firm focuses highly on individualised customer experience, the pricing of the
product should be kept in mind while incorporating it in the client’s line-up
The legal aspects include:
The client is looking to expand its luxury line of products by acquiring a smaller clothing firm with a famous
brand name. The expected ROI is estimated to be around 15%. Company policies and contracts- Loopholes in company policies can create legal trouble for the firm
down the line, and thus, due diligence is in order.
Got it. Can I know some details about the client's e-commerce platform? What percent of the sales go Intellectual Property (IP)- Review the local firm's IP portfolio, including trademarks, copyrights, and
through the website/app? design patents. Ensure the IP rights are adequately owned, protected, and transferable to the
multinational company.
The website is integral to the client's business model and accounts for 30% of the sales. Finally, the social factors to be kept in consideration are as follows:
Acquirer fit- This includes the cultural, organisational and strategic fit of the acquired firm with the client.
I got it. Now that I have sufficient information on the client, I'd like to know more about the company to be
Brand Alignment- Evaluate whether the brand identity, values, and customer base of the smaller local
acquired. What does it deal in, and what is its business model?
firm align with the multinational company's existing brand portfolio. Ensuring a strong brand fit is crucial
to maintain customer loyalty and prevent dilution.
The company the client is looking at is a luxury brand highly rated by its customers but has seen limited
growth for various reasons and stayed primarily relevant locally. The business model is a traditional brick-and- Sounds good. Now let us focus on the risk assessment of the investment proposal under consideration?
mortar model with a significant focus on individualised customer treatment, which is one of the reasons for the
company's limited growth outside local markets.
• Certainly. The risks associated with this acquisition can be categorised as:
Pre-acquisition- risk of overstating the acquisition cost, risk of improper legal due diligence.
Thanks for that. So, the client hopes to leverage the smaller firm's famous brand name by incorporating it Operational- risk of inefficient production, risk of inadequate quality deliverance.
into their line-up and hoping to boost production via economies of scale. Is that a fair analysis of this Economic- business model misfit risk, pricing misalignment risk, production cost overrun risk.
acquisition? Social- organisational misfit risk, risk of not conveying the brand image of the firm as expected.
Precisely. The client needs a renowned luxury brand in their line-up and hopes to capitalise on the smaller Well that wraps it. We’re done with the case.
firm's reputation in delivering the best personal experience to its customers.
75
Acquisition of a clothing firm
M&A | Moderate | Retail
Your client is a large multinational clothing firm looking to acquire a

smaller clothing firm with high local popularity. Put together the factors
the client should consider before making the acquisition.
Case Notes
• Client is a large clothing firm with international presence.

• Looking to acquire a smaller firm with high local popularity.
• Plans to leverage high brand awareness of the smaller firm and incorporate
the same into its own line-up.
• Smaller firm benefits from economies of scale and large capital reserves.
• All factors including risks to be analysed before the acquisition.
Recommended Strategy
Short term:
• Client should work towards a smooth consolidation of the smaller brand into
its portfolio.
• All the factors and risks should be properly assessed.
Long term:
• Explore new manufacturing methods and technologies.
• Steadily incorporate the acquired brand into the e-commerce platform.
• Venturing into the luxury clothing space demands high attention to detail
and intricacies.
• All the contracts and patents should be cohesive as the acquisition occurs.
• Proper manufacturing techniques should be employed to maximise the
economies of scale
76
Unconventional
CEO Of BCG - Interview Transcript
Our client is the CEO of BCG. He wants to know what he has to do. Other than just solving problems, what else should a CEO do in Organizational Strategy?
So to clarify, our the CEO of BCG wants to know how to proceed about his work. More than strategically proposing solutions to these problems, the CEO should also make the
organization’s performance more effective, both financially and temporally. Effective distribution of work
down the hierarchy from CXO’s to Associates is one of the examples.
Yes that is correct.
How does the financial aspect of being a CEO work?

Is this going to be how his day should look or an overall outlook on his responsibilities?
The chain of financial transactions begin from the Investors, and as mentioned in Stakeholder
The overall outlook on his responsibilities.
Management, it is important that they have your back and support you when required. It proceeds into the
CFO and CEO, who make business decisions on where to allocate these funds based on requirement and
A CEO’s general responsibilities are Stakeholder Management, Financial Decision-Making, Organizational usage. From there it moves into the team of focus that require these funds and leads to excellent
Strategy. Is there a specific one you want me to dive into? performance of the company overall.
For now, we will proceed with Stakeholder Management. Anything else?
Stakeholders consist of Investors, Customers, Employees, Suppliers, Government bodies, Media, and Yes, so besides these, the CEO should also oversee the profitability and the global footprint of the
Communities. Do you want me to focus on any specific one? company. Regarding the profitability, the CEO must evaluate the present revenue and cost segments and
prepare future plans for these categories to improve functionality and return.
Dive into Investors, Employees, and Customers.
Dive deeper into the Global Footprint aspect.
Investors primarily require the company (BCG’s) performance statistics and profit margins, along with
plans for the upcoming future. A CEO’s job is to ensure that the investors are satisfied and are going to back For the global footprint, CEO needs to focus on increasing the company’s impact in Metro and Tier 1 cities
the company. As for Employees, since BCG is a partnership driven firm he also has to update all the and a market entry into larger and higher end of tier 2 cities. As BCG is a highly prestigious and expensive
partners regularly about the company’s proceedings. firm, smaller companies might not be able to afford it, so larger tier 2 cities is a good initial focus group.
Looking good so far, go ahead with Customers. Great work. That concludes your case.
Right. For customers, each of the offices have their respective Managing Directors and partners who
handle the offices’ individual clients and the CEO’s job is to ensure the managing directors handle these
clients without problems.
Alright. Now dive into the Organizational Strategy aspect of a CEO’s job.
Organizational Strategy begins with the CEO meeting with respective CXO’s and Heads of subdivisions of
the company such as Marketing, Sales, Finance, Operations, Strategy, IT, etc. and listening to problems and
proposing solutions.
78
CEO Of BCG
Unconventional | Advanced | Miscellaneous
Our client is the CEO of BCG. He wants to know what he has to do.
Case Notes
• The CEO of BCG - Chief “Executive” Officer - Meetings with Board

(Partners, Investors, CXOs)
• Important to note that BCG is a partnership based firm (autonomously each
office is ran but still report to CEOs)
• Manage the operations of the company - Dive into segments like Marketing,
Finance, Operations, Strategy, IT, Services, CRM, etc.
• CEO/CFO (If present) would deal with the financial aspect (Money comes
from Investors goes to respective heads)
• Ask questions related to autonomy, specific functions to dive into, in a day/
overall responsibility.
Short term:
• Meeting with respective Managing Directors and Investors to ensure
smooth performance of the company.
• Prepare financial plans (along with CFO) and propose these to Investors for
funding procurement and allocation
Long term:
• Establish a perfect Organizational Strategy specific to different domains by
communicating with the respective heads.
• Prepare plans for improving the global footprint and profitability of the
company.
• CEO’s job is very vast so diving into niche and specific approach would be
better than a vague and universal approach.
• It is also important to know that BCG is a partner based firm and knowing
the structure of the firm is important.
79
Disney buying Star Wars - Interview Transcript
Disney purchased Star Wars 6 years ago for USD 6 Billion, was it a good decision or a bad decision? Yes this approach seems fine, Could you brief me on what your approach would be to estimate the total
theatres in India?
Alright, so our aim is to evaluate the decision of Disney buying Star Wars. I would like to approach this
question by evaluating the Revenues that Disney has generated from Star wars since its acquisition and For estimating the total number of theatres in India, I’d like to divide the cities into tier-wise approach and
looking into whether the break-even point has been reached yet. Was there any target we had set back have Tier 1- around 50 theatres; Tier 2 with around 15 theatres and Tier 3 with around 5 theatres. Then look
then during the acquisition and what was the specific purpose we were looking to achieve from this into the number of such cities in each category.
acquisition?
Great, for now, you can proceed with this question and assume the number of theatres to be around 1000.
Yes, you can assume the target has been achieved now, and now we want to estimate the revenues that Star
Wars has generated for Disney.
Alright so assuming the average Number of Screens per theatre to be around 3 and 40% of the theatres
Sure, would you like me to focus on Revenues from any specific location or shall I consider it globally would be willing to screen Star Wars movie, considering 4 shows per screen and 300 Seats per screen, with
throughout? an average occupancy of 65%(considering weekends and weekdays) and price of the ticket as Rs.250.If we
assume the movie is being screened for 15 days (on average).We can perform the following calculation:
(1000)*(40%)*(3)*(4)*(300)*(65%)*(250)*(15)This gives us around 350 Crores per film and then multiplied by
You can restrict yourselves to the Indian region.
the total number of films released during this time frame.
Sure, I would like to consider that the sources of revenues are majorly of 3 types:
Great, this seems to be a fair number. Now can you take me through the approach on revenue from
-The revenue generated from Movie tickets Sales
merchandising? (No need to get the exact value)
-Merchandise of Star Wars
-Licensing or Broadcasting rights of the movies and Star Wars related Events.
Do you feel is there any other revenue stream that I’m missing out on? Sure sir, for this estimation of revenue from merchandising, I would like to take an urban-rural split of 30-70
for India and Revenue generated from the Urban segment only. And considering Income as a second
factor, We can assume that Below the poverty line and Lower Middle-class people can’t afford
Yes these seem to be fine, you can focus on the Movie ticket sales as of now.
merchandise, which leaves us with the Rich(20% in urban) and Above the Middle-class level(40%). Then
consider the age division as well(mainly consider the age of 5-30 years). And then finally multiply with
Sure sir, can you tell me how many movies have been released within this time frame? people who are actually willing to purchase merch(60% of people watch Star Wars and usually 50%
amongst them would be willing to buy the merch).
There were 2 movies released during this time, you need not go into the details of theatres at that point in
time, consider the current status of theatres itself. Okay but this approach would give you the total number of customers possible, but how can you generalize
the different types of merch being bought?
Alright, For estimating the revenue generated via tickets per movie, it would be:
(Number of theatres)*(% theatres that would screen a Star wars Movie)*(Number of Screens)*(Number of Yes sir, since there is a vast product line for the merchandise, I would like to consider an Average price
Shows per screen)*(Total capacity of the theatre)*(%Occupancy)*(Price per ticket)*(Number of days the considering different types of merch(Apparel, toys, etc.), but what we observe on a whole is that the price
Movie is being screened). of this merch is usually a notch above the rest due to the Brand value it carries(upsell of products), I would
Do you feel have I missed out on any factor? And also Do we have any number for total theatres in the like to consider Rs.750 as an average price and move forward.
nation?
That reasoning seems fair, We can wrap up the case here.
80
Disney buying Star Wars
Unconventional | Advanced | Entertainment
Disney purchased Star Wars 6 years ago for USD 6 Billion, was it a
good decision or a bad decision?
Case Notes
• Initially confirm if the expectations of acquisition were fulfilled and confirm if
the break-even point was achieved.
• For Revenues, consider different streams possible
• Movie Ticket sales and Merchandise were the main streams to focus upon.
• Important that we don’t neglect factors like % occupancy and no. of days.
• For the split of Merchandise revenue, we can first find the suitable target
audience (by splitting on Urban-Rural and then Income and Age basis.
• Calculation of the Average price of different possible merch is an interesting
aspect where you need to consider a different range, from keychains to
clothing and Sneakers.
• If Broadcasting Rights were asked upon, we can take a digital and satellite
split and find out the revenue accordingly.
81
Land Usage - Interview Transcript
Your client is the Delhi State Government. The client has a piece of land available, and it wants to make good Is there demand for any particular type of amenity in the locality and are the current amenities able to cater
use of this land in a way that it can use the land for some social good and recover the investment on whatever to everyone?
activity we pursue using the land.
Yes, the current facilities are pretty robust and are able to cater everyone in the locality.
To confirm that I have understood the question, the Delhi government has a piece of land available. We
have to put the land to good use and justify the use of the land.
In that case, I believe that the problem could lie with either the occupation or the residence part. Since our
client is the government dealing with a piece of land in an affluent area, we can assume that due to
Yes, that’s correct. immense development, there would be a general constraint of space.
I would like to begin with a few clarifying questions first to understand the situation better. What do you Good point! There is indeed a lack of parking space for the people of the area.
exactly mean by social good of land?
Most residential complexes have their own parking facilities that people buy at the time of purchasing their
Using the land in a way that would solve any problem faced by the maximum number of people in the area. It homes, especially in affluent areas. As for corporate offices, they usually have a lot of employees and
is just one of the things that can be done, and not necessarily the only use generally not enough parking space for every employee, especially when they have been built in the past
decade. Top executives may be able to reserve parking spaces but that is not necessarily the case for other
employees.
I see. Where is this piece of land located and what is the area of this land we have?
That’s an apt observation. The problem is essentially that the offices do not have enough parking spaces and
The area of the land is roughly 60,000 square feet and it is located in an affluent area, containing both
the office vehicles are causing congestion.
residential buildings and office spaces.
The given land can be used for occupational parking purposes and we can set up a competitive pricing
Since the area is in the proximity of both office spaces and residential areas which have been built in the
such that even the government earns substantial annual profit from it
past decade, we could aim at looking at the major problems faced by the people to determine the possible
uses.
Considering that the government builds a multi-storey parking center on this land, what do you think the price
of the parking should be assuming we have 600 cars to be accomodated.
That sounds like a good start to begin with, please go ahead.
How much is the initial investment and by when are they planning to recover it by?
The basic needs of any individual can be categorized into: occupation, lifestyle, residence. Since the area is
in the office proximity and has residential buildings, we can assume that the land is getting high footfall.
The initial investment is 160 Crore Rupees and we’re looking to recover the investment in 5 years of
operations. Assume that the car parking charges are the same for all five years.
Sounds good, let's begin by analyzing them one by one.
Assuming that every car stays in the parking for 9 hours daily on an average, and most corporate offices
Do we have any information about the lifestyle amenities present in the locality?
work only on weekdays. Thus we have about 300 days of cars being parked in the center. We can assume
that due to multiple office shifts, a total of 600 cars visit the center. The pricing per hour = 160 Cr. / (600 * 9
The area has convenience stores, salons, schools and other amenities needed for a daily basis at a very * 300 * 5) which comes out to be approximately 200 Rupees per hour.
convenient distance, with high reachability.
That sounds good! We’re done with the case. Thank you.
82
Land Usage
Unconventional | Advanced | Government
Your client is the Delhi State Government. The client has a piece of
land available, and it wants to make good use of this land in a way that
it can use the land for some social good and recover the investment
on whatever activity we pursue using the land.
Case Notes
• The CEO of BCG - Chief “Executive” Officer - Meetings with Board

(Partners, Investors, CXOs)
Short term:
• Meeting with respective Managing Directors and Investors to ensure
smooth performance of the company.
• Prepare financial plans (along with CFO) and propose these to Investors for
funding procurement and allocation
Long term:
• Establish a perfect Organizational Strategy specific to different domains by
communicating with the respective heads.
• Prepare plans for improving the global footprint and profitability of the
company.
• CEO’s job is very vast so diving into niche and specific approach would be
better than a vague and universal approach.
• It is also important to know that BCG is a partner based firm and knowing
the structure of the firm is important.
83
Miscellaneous
Organizational Expansion | MBB
Argentinian Toy Manufacturer - Interview Transcript
The Client is an Argentinian toy manufacturer. It has 50% market share in Argentina and is the market leader Our current industry is very dense. There has obviously been healthy competition. But our competitors, in
in South America. However, its international market share is only 5%. Their CEO wants you to brainstorm and general, have seen significant growth.
structure potential ideas to increase the company’s profit margins and market share. The CEO also wants you
to think about exploiting new revenue sources.
Okay. So let me focus on the cost aspects. I will start by analyzing the value chain. I will start by dividing the
value chain into the following major subgroups:
Commencing on our discussion, I would like to know about the customers of the company, both local and R&D, Raw material extraction, Inventory management, Storage Transportation and Distribution and finally
international. outsourcing and marketing.
The company segments their customers into local and international markets. Since there are no significant The unit costs of the products are 9.00$, 6.60$ and 5.60$ respectively. However, the international
local competitors, the company charges local customers premium prices. However, U.S., Chinese and Indian sales are not so promising with only 200000, 100000, and 50000 sales of products 1,2, and 3
imports threaten our client’s local position. respectively. The average selling price of the products at an international level are 17.00$, 14.00$ and 8.00$
respectively.
Fine, could you kindly furnish me with some data pertaining to the market expansion within the toy
industry? Thank you for that overview. Expanding internationally is certainly a big step. To successfully expand your
global market, I would like to inquire about the company’s product portfolio: types of product prices and the
number of units sold.
The global toy market is growing at an average of 1% per year. Further every year, India’s market grows 10%
and China’s market grows 15%. However, the U.S. and European markets are shrinking at a yearly rate of
5%. The Argentinian toy market is growing at a yearly rate of 10%. Rightly asked! The domestic market sales comprises 3 principal products with 600000, 200000, and 200000
sales respectively. The average selling price of the products are 21.00$, 12.00$ and 10.50$ respectively. The
unit costs of the products are 9.00$, 6.60$ and 5.60$ respectively. However, the international sales are not so
Alright, I would now like to comprehend the Client’s business with greater clarity. Could you please brief me
promising with only 200000, 100000, and 50000 sales of products 1,2, and 3 respectively. The average selling
about the challenges that you are facing?
price of the products at an international level are 17.00$, 14.00$ and 8.00$ respectively.
Sure, our company is a prominent toy manufacturer in Argentina, holding a solid 50% market share in the
country. We're proud to be the market leader in South America as well. However, when it comes to
Well, after analyzing the profit margins of the three products, it can be concluded that products 1 & 3 are
international markets, our market share is just 5%, which is significantly lower. We're facing the challenge of
more profitable locally whereas product 2 is more profitable internationally.
expanding our global presence and increasing our profit margins while maintaining our leadership locally.
How do you plan to innovate and diversify your product portfolio?
Innovation is key in the toy industry. We're investing in research and development to create unique,
Thank you for that overview. Expanding internationally is certainly a big step. To successfully expand your
trendsetting toy designs that cater to evolving consumer preferences. We're also exploring eco-friendly and
global market, I would like to inquire about the company’s product portfolio: types of product prices and the
educational toys to align with market trends and appeal to conscious parents who value both sustainability
number of units sold.
and learning opportunities.
However, production lines cannot be easily altered to produce different products. It will cost a lot to alter
Rightly asked! The domestic market sales comprises 3 principal products with 600000, 200000, and 200000 production lines. So, without significant investment, factories cannot easily change the production mix.
sales respectively. The average selling price of the products are 21.00$, 12.00$ and 10.50$ respectively.
Well, in that case, how do you plan to leverage digital platforms for growth considering e-commerce the
future of business sales?
Further, can I know a little bit about the competitive environment? Are the competitors also facing the
same issue as us?
85
Organizational Expansion | MBB
Argentinian Toy Manufacturer - Interview Transcript
E-commerce is indeed a game-changer. We're focused on enhancing our online store to provide a seamless Okay, these are a few things which I will recommend to expand the market share of the company
shopping experience for customers worldwide. internationally. The company should focus on the marketing and distribution of product 2 since it is more
vulnerable to the international market. Reducing its price to some extent and re launching the product in
the international market with a more enhanced marketing would benefit the company in the long run, thus
Hiring experienced web developers and web designers will do the work. Strategic partnerships often play a
increasing its international market share gradually. The client should also ask the local Argentinian
vital role in expansion. Could you tell us more about your plans in this area?
government to help its exports become more successful.
Absolutely. We're actively pursuing partnerships with well-established retailers in our desired markets, aiming
Anything else?
to present and sell our products in high-traffic stores. Furthermore, we're evaluating the potential of licensing
arrangements with renowned entertainment franchises to create co-branded toys, tapping into existing fan
bases and expanding our reach. Okay. So let me focus on the cost aspects. I will start by analyzing the value chain. I will start by dividing the
value chain into the following major subgroups: R&D, Raw material extraction, Inventory management,
Storage Transportation and Distribution and finally outsourcing and marketing.
Expanding into new regions requires careful planning. Are there any specific emerging markets you're
targeting?
Thank you for the suggestions! In addition, what else would you recommend to maintain the
company’s position in the local market?
We are considering the possibility of procuring businesses in more favorable markets such as China and
India. This is also important because the company’s primary export destination, the United States, is
experiencing a decline. In order to maintain their leading position in the Argentinian market, the client could consider reducing its
price to compete with Indian, Chinese and U.S. imports. Although this would reduce profit margins, the
client’s market size could increase, thus increasing the client’s overall
It's clear you're exploring multiple avenues for growth. How do you plan to maintain customer engagement
profitability. The client should also consider partnering with Argentinian clients to develop new products
and drive brand loyalty?
and to establish new distribution channels (e.g.: franchising, selling at supermarkets, selling online) to
increase their client base.
Customer engagement is a priority. We're considering developing interactive apps that complement our toys
and building online communities where customers can share their experiences and feedback. We are Setting up virtual showrooms where customers can interact with our products virtually will boost the
confident that this initiative will foster a feeling of inclusion and strengthen the bonds between our brand and market share of the company globally. Digital marketing, utilizing social media and collaborations with
customers. online influencers will play a significant role as well.
These strategies sound promising. Are there any issues pertaining to the production and distribution of the
products?
The factories are operating at full capacity and there are no significant issues regarding the distribution of the
products.
86
Argentinian Toy Manufacturer
Organizational Expansion | Advanced | Miscellaneous
The Client is an Argentinian toy manufacturer. It has 50% market

share in Argentina and is the market leader in South America.
However, its international market share is only 5%. Their CEO wants
you to brainstorm and structure potential ideas to increase the
company’s profit margins and market share. The CEO also wants
you to think about exploiting new revenue sources.
Case Notes
• Product 1 & 3 are more profitable locally. Product 2 is more profitable

internationally.
• The factories are running at full capacity. Without significant investment,
factories cannot easily change the production mix.
• There are NO significant competitors in the region. However, imports could
provide some competition.
• In order to maintain their leading position in the Argentinian market, the

client could consider reducing its price to compete with Indian, Chinese and
U.S. imports.
• Risk: Although this would reduce profit margins, the client’s market size
could increase, thus increasing the client’s overall profitability.
• The client should also consider partnering with Argentinian clients to
develop new products and to establish new distribution channels (e.g.:
franchising, selling at supermarkets, selling online) to increase their client
base.
• The client should ask the local Argentinian government to help its exports
become more successful. Ways the Argentinian government could help our
client:
• Subsidies
• International commerce chambers
• Customs tax partnerships
• The client should also consider acquiring companies in more promising
markets (e.g.: China and India) because their main export market, the U.S., is
shrinking.
87
Organizational Expansion | Bain & Co.
Old Winery - Interview Transcript
You have inherited the "Old Winery" from your grandfather, a winery that has been family-owned for five the value chain, which includes cultivation, harvesting, vinification, bottling, and sales, and the Quantitative
generations and can be dated back to the 16th century. Your grandfather never wanted to change the winery's factors, such as pricing, revenue, and cost.
image and left the managerial and administrative tasks to a young, energetic wine-maker. Due to the not-so-
well-known brand, the demand for the "Old Winery" wine is currently relatively low. Given your limited
Your structure seems good. Why don't you go ahead?
knowledge of winemaking, you do not intend to run the winery operatively but find owning a winery exciting.
You plan to give the winery some fresh impetus.
So, for calculating the total bottles, I will use the formula Total wine bottles= Total grapes produced(kg)/
hectare * # hectares * Wine produced/kg of grapes / Volume of each bottle.
Thank you for the case. Before moving ahead with the overall strategy, I would like to understand the
winery, the area of land used for cultivation, and its method of raising.
Seems fine. Go ahead with your assumptions and calculations.
We have 11 hectares of land used for cultivation, of which half of which are used to grow white grapes and the
other half to grow red grapes. They are grown conventionally, i.e. they are not organically farmed and For that, I would assume Vines per area: approx. 2 m vines per 2 x 2 m² = 4 m². The quantity of grapes per
certified. The vine stocks are in good condition regarding age and care. area is 2/4 m/m² x 3 kg/m = 1.5 kg/m². 1 hectare = 10,000 m². So, the quantity of grapes per hectare will be
15,000 kg/hectare. Total bottles = (15,000 * 11 * 0.5 L)/0.75 = 1,10,000 / year.
Are we selling the whole produce as wine or some produce as grapes as well?
Your calculation is correct. Why don't you analyze the Value Chain
Only ¼ of the harvest is made into wine by the winery; the rest is sold as grapes.
Sure. I will consider the feasibility of establishing the value chain where I will consider the major buckets to
be cultivation, harvesting, vinification, storage, bottling, and sales.
It seems significantly less. Do we know what amount of wine is produced per kg of grapes and the number
of grapes cultivated per meter of Vine?
Your segmentation seems exhaustive. Go ahead.
Good question. 1 kg of grapes yields usually between 0.4 and 0.8 l of wine. For a small and semi-professional
winery like yours, yields are below average. 1-meter of Vine provides about 3 kg of grapes for wine production Do we have any information on the current processes and their efficiency, which I have mentioned in the
value chain?
What is the target size of the wine bottles we will use? We use simple and rather old equipment for cultivation, harvesting, vinification, and bottling. The capacity
of the available barrels suffices only for the currently produced amount of wine, and currently, no direct
retail sale at the winery occurs. Why don't you suggest some solutions for this?
We are targeting the wine bottles at 0.75 l. Why don't you come up with some strategy regarding the core
problem?
Since our methods of preparation are very old, we should have to upgrade ourselves. For that, we should
Sure. Give me a couple of minutes, and I will be back with the overall strategy. look into the following major changes:
1. Technical upgrades for cultivation and harvesting.
2. Additional wooden barrels to increase the capacity of storing the wine.
Sure. Take your time. 3. Technical upgrade for in-house vinification and bottling process.
4. Improving the design and appearance of the winery for sale (e.g. building, office, tasting room)
Thank you. Here is my overall strategy. First, I will look at the potential number of wine bottles that can be
made using Vine. Then, I will cover the qualitative factor as the feasibility of establishing Good observation. Suppose that we do not consider any interest payments, as the money for the initial
investment can be borrowed from your uncle, i.e., $120,000. He wishes a steady repayment
88
Organizational Expansion | Bain & Co.
Old Winery - Interview Transcript
of the money over the next 15 years –meaning a depreciation over 15 years. Why don't you calculate the Can you tell me why have you mentioned Generation Y?
price for each bottle that our Client should have to charge?
Sure, "Generation Y" is the first "Digital Natives "generation, i.e., the population raised with the Internet.
For that, I would require the numbers on Fixed cost, variable cost and the quantum of profit our Client is They are less price-sensitive and more quality-focused and value the origin/ story of the product.
targeting. Sustainability plays an important role for the "Generation Y".
What costs will you include in fixed and variable buckets? Good observation. How would you place our product in the Market to justify the price? Suggest some
marketing strategies.
I will include Insurance, Property tax, Maintenance in Fixed costs while Labor costs, Packaging materials,
Wooden barrels, Taxes and Marketing in Variable costs. First, we should develop critical elements and concepts for an image and marketing strategy to address
"Generation Y "customers, being the most willing to pay more than 10 € for a bottle of wine. We should
Good. Consider fixed cost per year to be $190,000 and variable cost per bottle to be $ 7.3. Also, consider the look for the needs of this segment, and then we can add possible elements of an image and marketing
Client is willing to sell their product without any profits. Can you give a rough price for each bottle? strategy like:
1. Highlighting the long and personal history of the winery
2. Physical/optical improvement of the "Old Winery"
• Sure. I will consider the Price of bottle= Fixed cost/bottle + variable cost/bottle + Depreciation. 3. Organic food certification
Investments to be written-off over the next 15 years: $ 1,200,000/15 a = $80,000/a 4. Focus on the quality/appearance of the wines such as new, modern labels/ bottles for the wines,
• Fixed costs and depreciation per year: $ 190,000/a + $ 80,000/a = $ 270,000/a possibly also individualized labels for smaller series upon customer request
• Fixed costs and depreciation per bottle: $ 270,000/a / $ 110,000 bottles/a = $ 2.50/bottle 5. Use of new/ social media channels
• Variable costs, fixed costs and depreciation per bottle: $ 7.30/bottle + 2.50/bottle = $9.80/bottle 6. Activities in blogs and networks to present the winery online
7. Sale and marketing through existing wine Apps or by developing one's App
Your calculations seem fine. Consider that the average price in the Market per 0.75 l bottle of wine across all 8. Organization of local events at the winery
customer segments is below 3 $. What steps would you take to sell your product and increase the 9. Direct sale at the winery
profitability?
Good recommendations. We can end the case here.
Sure. For this, I will consider the three key drivers: volume, costs, and price.
Good observation. How would you achieve this?
So, to increase the profitability, we can increase the volume by increasing the yield by purchasing additional
grapes, buying other vines, or using fertilizers.
Further, we can decrease the costs by using less expensive harvesters from low-wage countries, using
cheaper packaging materials, or optimizing the overall process.
At last, we can increase the price charged per bottle by addressing the target customer segment who is
willing to pay a price of over 10 $ per bottle for a new wine brand like “Generation Y”
89
Old Winery
Organizational Expansion | Advanced | Food Processing
You have inherited the "Old Winery" from your grandfather, a winery that
has been family-owned for five generations and can be dated back to
the 16th century. Your grandfather never wanted to change the winery's
image and left the managerial and administrative tasks to a young,
energetic wine-maker. Due to the not-so-well-known brand, the demand
for the "Old Winery" wine is currently relatively low. Given your limited
knowledge of winemaking, you do not intend to run the winery
operatively but find owning a winery exciting. You plan to give the
winery some fresh impetus.
Case Notes
• Client has inherited a winery and currently only 1/4th of the total 11 hectares
is used for making vines
• Client is using old and typical method of making the vines
• Initial cost of Investment= $ 120,000 with no interest for 15 years
• Cost of manufacturing each bottle of vine comes out to be $ 9.80
• Average cost of vine in the market is $ 3.00
• Client has to target those customers who are less price sensitive
• Technical upgradation in cultivation, harvesting, vinification and bottling

processes
• Increase additional wooden barrel capacity
• Highlight the history of winery
• Organic Food Certification
• Social Media Channel, Blogs
• Direct Sales
• Local Events
90
Private Equity Investment | BCG
Chip Equity - Interview Transcript
Our client is an electronics holding called Chip’n’Chip.They want to invest in a Printed Circuit Board (PCB) OnBoard has factories in Germany, China, and Vietnam.
manufacturer called OnBoard, and asked you whether it’s going to be a good investment.How would you help
them?
How are the current production of these factories and what capacity utilization do each of these factories
have?
I want to start with a few clarifying questions. How much is our client willing to invest and how much is
OnBoard looking to be paid?
The capacity of the factories in Germany/Vietnam is 5m boards per year, whereas the
capacity in China is 10m boards per year. The factories are working with the following capacity utilization:
Chip’n’Chip has more than$80 m for investments. It requires a 10% ROI in the first year in order to invest. Germany 60%, China80% and Vietnam 100%.
OnBoard has a valuation of $320 m. They are looking for a private equity investor to inject $80 m and is
looking to give 20% of the shares for investment.
Just to clarify, these values are only for 2-layer PCBs right?
Where does OnBoard operate and how is the market growth rate for PCBs?
That is correct. There is no active production of 3-layer PCBs from any of OnBoard’s factories.
OnBoard is looking to invest the funds into the factories in Vietnam. Also, the market for the 2-layer PCB
Great. So what are the costs pertaining to each of these factories?
technology has been declining globally 4% per year in the last years and tends to keep falling. The market for
the new 3-layer technology had an increase of 10% per year in the last few years (smartphone boom).
China and Vietnam consume $3.5 per unit and Germany consumes $4 per unit produced.
So I’m assuming our client is planning to use these investments to expand in the 3-layer PCB technology is
that correct? And what prices are these products sold at?
Yes that is correct. All of these are sold at $5 per unit.
What is their target production capacity? That means China and Vietnam see $1.5 per unit and Germany sees $1 per unit profit. How will these costs
and prices change for 3-layer PCBs?
6 m units of the 3-layerPCB technology.
The unit costs for the new 3-layer boards will be exactly the same as for the old technology. The unit price,
however, will be of $6.5 per unit.
How is the competitive environment in the Asian market?
That means a profit of $3 per unit instead of $1.5 per unit since the investment in only in Vietnam.
Japanese manufacturers control more than 50% of the market, but have been facings tagnation as new
manufacturers in Asia (specifically China and Southeast Asia) improve their technology with less labour costs.
Hmmm yes the conclusion seem quite accurate. Proceed further.
Hmmm, that means OnBoard’s target investment in Vietnam seems like a good choice. What other places Okay since the profits seem very attractive, I will proceed into the synergies. Since our client is an
does OnBoard operate in? electronics holding company, do they have any other clients that can benefit from OnBoard?
91
Private Equity Investment | BCG
Chip Equity - Interview Transcript
Good question. Yes our client own many manufacturers which need PCBs. Okay so what is your final solution?
Where do those manufacturers operate? • Our client should proceed with the investment because:
The expansion into 3-layer PCBs market seems very attractive.
Those companies are all in the US, apart for one motherboard manufacturer for high-end laptops in India. The profitability for both the 2-layer and 3-layer PCBs are also very attractive.
The companies’ synergies also match as our client’s existing companies based in US and India could be
potential customers for OnBoard and when these sales are converted, that gives our client an ROI of 11.3%
How are the current purchases for each of these factories in terms of both volume and price? which exceeds our client’s expectations.
The investment also brings more business opportunities as there is potential to improve capacity
The factory based in India currently outsources the production of 10 million units of the 3-layer PCBs.The utilization of factories in Germany and China which will further increase the sales of Onboard and profits
client’s companies in the US buy 20 million 2-layer PCBs per year for a price of $5. of our client.
Great that concludes your case.

I noticed that the prices of these PCBs are same for the US-based companies as OnBoard. This means
there are no switching costs for those companies but indirectly our client benefits from the switching
anyway.
Yes that is a good observation and suggestion.
Since our factories in Germany, China, and Vietnam produce a total of 20 million units already (5 m, 10 m, 5
m respectively) all of them can be exported to US-based companies. The total revenues will be 5 * 1 m + 10
m * 1.5 + 5 m * 1.5 = $27.5 m What would be the transportation costs for these units to the US?
You can assume the transportation costs are negligible.
Great. Also, since we are producing 6 m units of 3-layer PCBs from investment, we can provide those to
India, whose requirement is 10 m. This will further give our client $ 3 * 6 m = $ 18 m and a total revenue of
$27.5 m + $ 18m = $45.5 m. Since our factories in Germany and China still don’t have 100% capacity
utilization, we can focus the next investment on improving those with acquired profits.
Yes the calculations seem accurate and the insight is also very useful for future business decisions. Proceed
with an ROI sanity check.
Since our client holds 20% of the shares, the ROI will be (45.5/80) * 0.2 * 100% = 11.3% ROI which is more
than our client’s expected 10% ROI.
92
Chip Equity
Private Equity Investment | Advanced | Semiconductors
Our client is an electronics holding called Chip’n’Chip.They want to

invest in a Printed Circuit Board (PCB) manufacturer called OnBoard,
and asked you whether it’s going to be a good investment.How would
you help them?
Case Notes
• The framework should split into different sets of analyses for both the new
product and the existing product.
• The competitive landscape doesn’t seem to have a large significance since
the market is a emerging market.
• Since client is an electronics holding company, they should own other
electronics companies who could be potential customers for OnBoard.
Short Term:
• The expansion into 3-layer PCBs market seems very attractive.
• The profitability for both the 2-layer and 3-layer PCBs are also very
attractive.
• The companies’ synergies also match as our client’s existing companies
based in US and India could be potential customers for OnBoard and
when these sales are converted, that gives our client an ROI of 11.3%
which exceeds our client’s expectations.
Long Term:
• The investment also brings more business opportunities as there is
potential to improve capacity utilization of factories in Germany and
China which will further increase the sales of Onboard and profits of our
client.
• The framework and case structure is very intricate as many connections are
made throughout the case to the previous discussions.
• Other synergies could’ve also been explored to further strengthen the
solution of the case.
93
Market Sizing
Automobile Spare Parts
Automobile Industry | BCG
Estimate of the market size for spare parts catering to four-wheeler passenger cars within India's local mechanic garage sector, denominated in Thousand Crores INR.
Formula
Market Size= #Different Cars repaired in local garages in one year *

#Times repaired per year *Cost of repairing each time
Points for Interviewee:
• Rural households have not been taken, however it should be confirmed from
the interviewer before proceeding
• Private cabs can be taken into consideration
• A big chunk of households belong to the upper class can opt for premium
services even after expiry of warranty period
• Cost of repairing has been taken same for each income class, but it can vary
from class to class
95
Private Cancer Hospitals
Healthcare Industry | BCG
Estimate the market capital of Private Cancer Hospitals in India
Formula
Market Capital= #Cancer Patients * Cost of treatment per year per

patient
Point to note:
Actual Market of Cancer is 2 Lakh Crores in India
Probable reasons of miscalculation:

• Interviewee has estimated very large number of patients per household, it
should be taken 1 patient per 100 households in India
• For different stages of cancer treatment, cost of treatment differs
96
Vegan Meat
Food Processing Industry | BCG
A new vegan meat substitute is being introduced in India. Can you estimate the size of the potential market for this product?
Formula
Market Size= # Customers * Cost of Product
Assumptions:
• Consider that rural India is not the target market in current situation
• Penetration of the product in Upper Class of Urban India is low because the
price of the product is lesser in comparison to premium vegan products.
• Consider amount spend per person per week on vegan meat to be ₹ 200.
• Consider 50 weeks in one year.
97
MRI Scanner Manufacturer
Market Sizing | EY-Parthenon
Equinite is a manufacturer of horse MRI machines in the UK. Equinite provides MRI-qualified veterinary clinics with a horse MRI machine for use in the diagnosis of
lameness without the additional complexities of general anaesthesia. Their main source of revenue is fee per scan, but they also offer maintenance services. A private
equity firm is interested in acquiring the business and has engaged you to assess the size of the market in which Equinite operates.
Formula
Market Size of MRI Scanner = # Scans/year * Fee/scan
Assumptions
• For coming up with population of horses in UK, interviewer wants from the
interviewee that he/she should use some proxy
• In this case, interviewer has given the number of horses in US as 10 M
• Take ratio of #horses to the # population of US as 1:30
• Taking the ratio into account, assume UK horse-to-human ratio to be 1:60
• UK horse population = UK population of 60M * horse-to-human ratio 1:60 =
1M
• Racing horses assumed to have a higher incidence of injury
Points for Interviewee
• Maintenance revenue of MRI should also be considered

Maintenance revenue= # Scanners * Annual maintenance fee
98
Baby Strollers
Household Products Industry | MBB
Determine the annual market revenue of baby strollers that are sold in the United States?
Formula:
Annual market revenue of stroller per year = ((Number of people in US

per household * percentage of households w/ children * percentage of
households w/ strollers) / time in which family buys a stroller) * Average
price of strollers.
Assumptions:
• Population of US = 330M
• People per household in US = 3
• Percentage w/ children = 80%
• Percentage w/ children and strollers = 80%
• Time in which a family buys a stroller = 30 years
Points for Interviewee
• It is important to some assumptions such as population of the US and

people per household. Other assumptions can be estimated but have to be
close to these assumptions.
• Another approach that could’ve also been taken with the number of babies
born in a year per family and percentage that are first born (as strollers are
passed down for second, third, etc. children) and then multiplied by average
price of strollers
99
Guesstimates
Steel Manufacturing
Steel Industry | BCG
Estimate the growth rate of steel manufacturing industry in India
Formula
Growth rate = Σ(Market share*Growth rate)/Σ(Market Share)

• Look for the major industries/sectors which uses Steel/Steel Products
• Ask for the GDP of India from your interviewer
• Justify the factor of growth rate with proper statements
• Variable market share can taken while considering the market share of each
industry
101
Maruti Service Centers
Automobile Industry | BCG
Estimate the number of service centers of Maruti Suzuki in the Guwahati City
Formula
#Service Centers= #Servicing per day / #Cars serviced per day per
service center
• Ask for the market share of Maruti Suzuki from your interviewer
• A split can be taken for the age of cars and their variable rate of servicing
• Narrow down the problem to the household, only after confirmation from
the interviewer
102
MCU Revenue Sources
Entertainment Industry | BCG
What are the revenue sources for a studio like MCU.
Assumptions:
• MCU has a very broad demographics of viewership and a wide range of
revenue streams
• Consider three major types of revenue streams, i.e., Theatre, Comics and
Merchandise
• Take the further split on the basis of affordability and eligibility, i.e., Age &
Income
Points for interviewee:

• Revenue through theme parks and character bidding can also be
considered
• Case is more of a qualitative type than quantitative
103
Highway Side Petrol Pump
Oil Industry | BCG
Estimate the revenue of a highway side petrol pump per day
Formula
Revenue = Liters of petrol sold/day * Price/Liter + Liters of diesel sold/ day *

Price/Liter
Assumptions:
• Petrol pump sell petrol & diesel only
• Number of tanks to be 3 each for petrol and diesel
• Size of each tank to be 5000 L
• Since diesel vehicles are more in number thus take less number of days to
refill their tanks or either assume the capacity of diesel tank to be > 5000 L
• Consider an average price for both petrol and diesel, i.e., Rs. 100/L and Rs.
98/L respectively

• Ask to the interviewer for the capacity of tanks else take a proxy
• Consider equal consumption of oils each day
• Supply side approach has been considered as we cannot assume the
number and type of vehicles visiting the petrol pump everyday
104
Tattoos in Mumbai
Tattoo Industry
Estimate the total Number of Tattoos that People in Mumbai have on their bodies.
Formula
# Tattoos = Σ(# Tattoos* % population having # tattoos)
Assumptions:
• Take population of Mumbai to be 20M
• Distribute the population of Mumbai under different age brackets as given:
0-18 Years = 20%
18-35 Years = 50%
35+ Years = 30%
• Average number of tattoos per person are grouped under five heads:
No tattoos
1 tattoo
2 tattoos
3 tattoos
> 3 tattoos
• Assume that no person has more than 3 tattoos on their body.

• In this case, income split has not been considered because Tattoos are more
related to the age groups rather than the income one.
• Split based on gender can be considered along with the age brackets.
105
Industry Reports
Inbound Logistics Operations Outbound Logistics Marketing Services
Airline •
•
Aircraft lease
Fuel
•
•
Ticket Counter
Aircraft operations
• Baggage and cargo
connection
•
•
Travel agents
Coupons, discounts
•
•
E-ticketing
Support Centre
• Route selection • In-flight services • Flight connection • Electronic tickets • Lost Baggage Service
Industry •
•
Facilities planning
Yield Management
• Baggage and cargo
handling
• Rental Car & Hotel
• Reservation System
•
•
Frequent flyer
Advertising
• Complaint Follow up
• Flight/Crew Scheduling • Onboard Services • Group Sales

• Aircraft Acquisition • Ticket Offices
Key Drivers PESTEL Analysis

Revenue segments Cost segments Political UDAN scheme (Ude Desh ka Aam Naagrik) aims to connect small towns and remote areas with air travel.
Announcement of a new safety audit program for airlines in 2002 adding to the costs of compliance.
1. Baggage Services 1. Fuel
2. Inflight services 2. Aircraft Lease Economic Growth of middle class contributes to the growth of aviation industry.
3. Ticket Price 3. Hangar and warehouse charges
4. Employee Salary Social Growing demand for international travel, as Indians are becoming more interested in exploring the world.
Technological Self-flying drones and electric aircraft, will make air travel more affordable and accessible. $1 billion
investment by government in the development of new aviation technologies.
Environmental Governments plan to reduce carbon emission by 50% by 2030.
Key Players Legal Mandatory for all airlines to have a safety management system in place.
Porter’s Five Forces

Bargaining power of suppliers Threat of substitutes
High, due to the fact that there are a limited number of Low, as there are no close substitutes for air travel.
suppliers of aircraft, engines, and other aviation equipment. Establishment of expressways linking adjacent cities may
result in decreased reliance on air travel for inter-city
Bargaining power of buyers commuting.
High, due to low switching costs owing to customers viewing
air travel as standardized service. Competitive rivalry
High, as rivalry is due to limited product differentiation
Threat of new entrants and significant exit barriers.
High, due to low switching costs owing to customers viewing
air travel as standardized service.
107
Supply Chain Intake Production Outbound logistics Marketing & Sales Service
Automobile • Essential resource

acquisition
• Framework Modelling
• Design, machining and
• Warehousing
• Distribution
• Campaigns according
to trends
•
•
Repair and Maintenance
Innovation and Testing
• Management of welding • Dealer franchise • Offer unique schemes • Rebuilding and Reconditioning
Industry storage facilities • Quality control management • Remarketing strategy • Collision service, Warranty

Revenue segments Cost segments Political Regulations regarding the production of automobile parts to ensure the safety and restrict the ample usage
of fossil fuels to avoid pollution.
1. Automobiles Sales 1. Raw material consumed
2. After sale services 2. Labour Economic Countries have imposed taxes on luxury items which have increased their price, and hence a specific section
3. Financial services 3. Advertising of buyers may not choose to buy one.
4. R&D
Social Cars are not only vehicles but are also considered as fashion statements.
Technological The automobile industry is hugely dependent on innovative technology to en sure the safety of the people.
Environmental Emission from vehicles being a concern for the environmentalists, the governments are promoting electric
vehicle segment.
Key Players Legal Strict laws to decrease the number of vehicles on the street. During the forensic test of an accident, if it is
proved that there was any problem with the faulty parts or airbags, the company may have to face legal
proceedings.

Low as there is a Large number of suppliers, fragmented Moderate as there is low risk, but increasing gradually due to
supply. Long Lasting Stainless steel parts also decreases development of public mobility option.Increasing gasoline prices
bargaining power of suppliers and traffic should also be kept in mind.
Bargaining power of buyer Competitive rivalry

Low, as there is a large number of options available in High, as there is high competition from established players and
automobile sector. upcoming new EV players.Oligopoly market (sellers are so few
that the actions of any one of them will materially affect price)
Threat of new entrants which helps to minimize the effects of price-based competition
Low, as high entry barriers keep small players away.
Foreign company intrusion with strong technology and
capital is affecting domestic market players.
108
Inbound Logistics Outbound Logistics Compliance and Governance Business Development Products & Services
Banking • Customer Acquisition

through promotion and
• Delivering financial products
and services physically or
• Ensuring compliance with
banking regulations and
• Product Promotion to
promote banking
• Providing loans, securitization
of assets, facilitating online
advertising online. financial laws. products and services. transactions.
Industry • Data collection of
customers, finance, and
• Distributing statements,
documents, and information
• Managing risk, security, and
data protection to maintain
• Cross-Selling to
existing customers
• Investment services such as
mutual funds and bonds
others for risk assessment to customers. customer trust. based on their needs • Assistance services like
and preferences. portfolio management and
account info.

Revenue segments Cost segments Political Political stability, favorable laws and conditions.Government supervision over banks makes investments
less risky.
1. Asset Management and Wealth Services 1. Customer Acquisition and Management
2. Investment and Trading Income 2. Technology and Compliance, Economic Economic downturns, inflation and recession, dampen consumer spending. fluctuations in currency
3. Interest Income 3. Operational Costs conversion rates driven by these conditions can deter foreign investors, compounding the impact on
4. Non-Interest Income 4. Financial and Risk Management banks' operations. Loans to the small business and small-scale industries leads to creation of jobs.
Social Trend of cashless transactions among youngsters, Rate of financial literacy.
Technological Use advanced technology to have a secured system and maintain privacy, developed mobile banking
services to avoid brick-and-mortar banking, tools like the internet and SMS to keep the customers aware
Market Segments of the transactions.
Environmental Indirect effects: Cashless transactions have led to reduced paper use, solar ATMs with
rechargeable lithium-polymer batteries.
Legal Laws ensuring the safety of money, and bans on non-compliance.

Low, as the money is supplied and regulated Moderate, as the companies can face competition from other
under RBI control, so it is fixed. financial intermediaries (like NBFCs).

Low to Moderate, as there are high efforts and High, as there are many established players and customers
costs of switching. usually have accounts in multiple banks.
Threat of new entrants

Low, as there are a lot of factors like license
issuance, high regulation, and high expenses.
109
Inbound Logistics
E-Commerce • Goods and raw materials
Operations
• Technology
Outbound logistics
• Distribution and delivery order
Marketing And Sales
• Customer Targeting and
Services And Feedback
• Virtual Customer Assistance

need to be stored, automation, fulfillment, distribution, segmentation through to improve customer
Industry inventoried, packaged and
moved.
communication and
interconnection
product tracking, and delivery,
improved by several kinds of
social media.
• Personalized Pay-Options
satisfaction.
• Customer Feedback
• Software and apps can • Robots Integration technologies such as GPS, and Gift Vouchers collection, return options with
benefit inventory control, robotics (through drones), refunds, surveys and polls via
transportation and tracking communications (smartphone emails and social media.
apps), and security.

Revenue segments Cost segments
Political Trade policies , high taxation on imported products , ban on certain products.
1. Customer Centricity 1. Digital Advertising
2. Radical Transparency 2. Logistics: Shipping And Economic GDP Per Capita (Buying Power), High Inflation meaning less demand, and low interest rates
3. Mobile And Internet Warehousing could lead to more investments.
expansion
4. Commission model
Social High Internet Penetration can increase industry reach. Younger audience would prefer buying
5. Delivery And
online.
Subscription
Technological Algorithms to improve consumer recommendation which can increase sales. UPI Adoption
has increased convenience.
Environmental World Risk Indicator: High WRI may lead to natural disasters causing transportation issues
Market Segments Legal Data Privacy And Cybersecurity can prevent data breach, enhancing industry reputation.
Intellectual property laws can prevent intellectual theft

Bargaining power of suppliers Threat of new entrants
Low as there are many e-commerce platforms and High as the entry costs required to set up a
offline stores to list their products company are very low
Bargaining power of buyers Intensity of Rivalry

High, as there are multiple options available High as there multiple players in the market with
minimal difference between them
Threat of substitutes
High as there are multiple offline and online players
in the market and there are low switching costs
110
Inbound logistics Operations Outbound Logistics Sales and Marketing Services
FMCG •
•
Raw material
Quality Control
• Manufacturing and
Production
•
•
Maintain Quality
Delivery
•
•
Merchandising
Branding and Marketing
•
•
Cyber Shopping
Warranty and Guarantee
• Documentation • Packaging • Route Optimization • Sale offers • Feedback Policies
Industry • Warehouse • Quality Check
• Storage
• Distribution •
•
Customer Satisfaction
Seasonal Planning
•
•
Exchange Offer
Product Information

Revenue segments Cost segments Political Government regulations and policies , Trade policies and tariffs , Political stability
1. Product Sales 1. Manufacturing and Packaging Cost Economic Exchange rates , Economy growth , Income levels , Inflation rates
2. Advertising 2. Distribution and Logistics
3. Distribution Channel 3. Trade incentives and promotions Social Consumer behaviour and preferences , Health and wellness trends, Demographics
Technological Automation and digitization , E-commerce and digital marketing , Innovation
Environmental Sustainability and eco-friendliness , Regulatory pressures , Resource Scarcity ,

Waste management , Cradle-to-Cradle Design
Legal Health and safety regulations , Intellectual property protection laws ,

Key Players Competition laws , Advertising and Marketing Regulations

Bargaining power of suppliers Bargaining power of buyers
Low, as it is majorly fragment and small scale High, as there are readily available substitutes and
buyers ease of switching between brands
Threat of new entrants Threat of substitutes

Low, as industry requires large capital Investment, High as there are readily available raw materials and
warehousing facilities and extensive distribution less differentiation of products
channels
Competitive Rivalry
High, due to competition from established
corporates and upcoming D2C brands
111
Research & Development Consulting and diagnosis Admission Treatment Maintenance
Healthcare • Discovering diseases and • Taking appointments • Beds, monitors, drip, etc • IPD(surgery) • Sterilization of hospital, tools ,etc
cures • Doctor visit • ICU • Medicines, vaccines, etc • Repairing diagnostic machines
• Clinical trials • Lab tests • Nurses • Therapy treatments • Ensuring quality of doctors and
Industry • Radiology • Ambulance • Surgery equipment nurses
• Health insurance • Admin and maintenance of
patient data

Revenue segments Cost segments Political Tax policies: exemption from certain taxes, laws enabling telemedicine and radiology. Import taxes on
1. Doctor consultation 1. Infrastructure medical goods; Employment regulations(such as employee overtime policies, procedures for hiring doctors
2. Lab tests 2. Sanitation and maintenance and nurses); Healthcare insurance policies.
3. Medicines, treatments 3. Employee salary
and therapies 4. Medicines and medical equipment Economic Unemployment and income affect purchasing power of patient’s; Inflation and interest rates will affect the
4. Vaccinations 5. Transportation price of treatments.
5. Healthcare Insurance 6. R&D
Social Lifestyle disorders; Shifting trend towards Ayurvedic treatments and increased health consciousness;
Mindset of population after Covid-19
Technological Increasing market size for telemedicine; Development of computational tools and equipment in treatment; AI
Environmental Responsible waste disposal; Natural disasters like pandemic,affect demand of the industry.
Market Segments Legal Laws and regulations regarding sales/storage of drugs and safe medication, etc; schemes and trade
regulations are introduced by the government; laws regarding clinical trials

Threat of new entrants Threat of substitutes
Low as few players are dominating, high initial investment, Moderate as there is a rise in symptom based self-diagnosis
professional licensing and regulation factors along high costs and procurement of medication from retail stores at cheaper
for expertise and R&D. costs. High standard government hospitals can be a major
threat. Other forms of treatment like Ayurveda and wellness
Bargaining power of buyers centres may also be substituents.
Low, as Healthcare is an essential service and customers are
willing to even pay high prices to get good quality treatment. Competitive rivalry
Moderate to low due to presence of major competitors that
Bargaining power of suppliers dominate the market, significance of brand loyalty and
High bargaining power due to continuous demand for the reluctance of customers to switch, intensity is reduced.
industry and not many established suppliers. However, a high exit barrier fuels the intensity.
112
Inbound Logistic Operations Outbound Logistic Sales And Marketing Services
Hospitality • Food and beverages

• Quality Control
• Accommodation services
• Event planning
• Maintain Quality
• Meals service
• Advertisement
• Offers , promotions & discount
•
•
Doctor on call
Feedback policies
• Storage and inventory • Housekeeping • Room bookings • Booking platforms • Car rental services
Industry management • Tourism

Revenue segments Cost segments Political Tax policies, Government regulations affecting tourism, safety and health.
1. Room tariffs 1. Consumables Economic Economic growth driving travel and hospitality demand, monetary policy , employment rate.
2. Meals 2. Employee salaries
3. Meetings/Parties 3. Bills Social Travelers are from different classes and large groups, millennials prefer to compare the price of hotels and
the amenities before checking into a hotel.
Technological Online booking platforms, Data security and privacy concerns, Integration of IoT,
mobile apps, and intelligent room features.
Environmental Environment policies, waste disposal, climate change, Impact of climate change on
travel plans and infrastructure.
Legal Employment laws affecting workforce management, copyright & patent laws, safety
Key Players laws.

Low, due to bulk purchases and large number of High, as Airbnb and other short-term rental
suppliers providing similar products can lead to platforms provide alternative accommodations
competition and drive prices down.
Bargaining power of buyers
Threat of new entrants High, due to rise of online booking platforms and
Low, due to high capital requirements, brand comparison websites which have increased price
presence, and infrastructure create barriers. transparency and options
Competitive rivalry
High, with intense competition driven by pricing,
quality, and marketing efforts due to high fixed
costs and perishable inventory.
113
Product Marketing Underwriting Claims Management
Insurance • Customer and market

insights
• Advancements in digital
engagement capabilities.
• Careful customer selection.
• Exploration of risk profiles
• Advice and services provided by
the industry respective of claims.
• Cover risks in the market • Updating and aligning market and pricing models for • Processing of insurance claims
Industry • Personalized and usage-
based.
functions considering
messages, campaigns,
usage-based products
• Analyzing risk profiles and
and handling it efficiently,
accurately, and mutual
• Sustainable policies. mediums, capacity, and talent. premium pricing models. protection.

Political Governments worldwide regulate insurance to protect consumers and promote fair competition. Initiatives
1. Investment Income 1. Administrative and like IRDAI where insurers can invest in debt securities, infrastructure trusts, real estate, etc.
2. Underwriting Profits operational cost
3. Service Charge 2. Customer service cost Economic Inflation rates, interest rates, taxation policies, and changes in GDP affect the insurance sector.
3. Distribution and sales cost Discrepancies occur when other industries in which the insurance companies invested perform poorly.
Social Majorly constitutes demographic profile like age, education, health, etc. Additionally, cultural norms like
societal awareness around health and wellness increase the demand for health insurance products.
Technological The progressively new term ‘Insurtech’ has been coined in which technology-driven insurance operations
take place. Also, AI systems are more correctly analyzing client data and danger.
Environmental Insurance companies have to bear the brunt of negative environmental impacts which cause huge losses for
the company which then results in high premiums, and high deductibles for policyholders.
Key Players Legal IRDAI a government body implements the regulation, acts, and regulations in the insurance companies.

Low, as there are a limited number of re-insurance High, as customers have various alternative options
companies is moderated by the availability of for investment.
alternative suppliers.
Threat of new entrants High, as buyers can demand lower prices or higher
Moderate, as new insurance companies can enter product quality from industry providers
but companies struggle to gain market value.
Competitive rivalry
High, as the competition is among establish
companies rather than newer companies.
114
Raw Material Iron Preparation Steel Preparation Conversion/Fabrication Sales & Logistics
Iron & Steel • Extraction of iron ores

such as Iron pyrites and
• Blast Furnaces: Iron
ores, coke, and
• Oxygen Furnaces:
Scrap steel, molten
• Standard steel is
converted into
•
•
Service & Delivery
Outbound Logistics
Magnetites. limestones blasted iron, and pure oxygen intermediate • Demand & Pricing
Industry • Manufacturing the
coke from coal for fuel
with superheated air
forms molten iron.
are used to form steel. products (like wires,
and tubes).
•
•
Team management
Support tools
Key Drivers PESTEL analysis

Revenue segments Cost segments Political National Steel Policy from the government to increase production, close the gap between supply and
demand, and other special incentives.
1. Steel for Construction 1. Raw Materials (45%)
1. Steel for Railways 2. Power & Fuel (10%) Economic There is a huge gap in supply and demand in the steel industry. There is also lots of Foreign Direct
1. Steel for Utensils 3. Salaries & Wages (5%) Investment coming into the industry from various market players.
1. Sale of by-products and semis
Social The steel industry works toward giving permanent employment to the people but also creates a division
between the rural and urban sector as the plants only contribute to its vicinity’s growth.
Technological Few innovations are there in the industry, mostly traditional equipment. SAIL (Steel Authority of India
Limited) is planning to introduce new technologies.
Environmental Like many of the manufacturing industries, Steel is also very harmful to the environment. But companies like
Key players Tata Steel are encouraging Ultra-Low Carbon steel reducing CO2 emissions.
Legal Rules and regulations such as rigorous health policies for employees are imposed on the companies.

Moderate as the raw material availability and cost are Moderate as there are a lot of substitutes such as plastic,
comparatively low but there are only few suppliers. wood, synthetic materials, other metals, etc.) but aren’t as
reliable and established as steel.
Moderate as there are only a few direct buyers but they Competitive rivalry
have high brand loyalty. Also the switching costs are High due to low product differentiation (manufacturing
very less. process is similar), high exit barriers (manufacturing plants,
distribution channels, machineries) and few market
Threat of new entrants dominators.
Low as the exit costs are very high and there are
market dominators leading to high entry barriers.
115
IT Services BPM Engineering R&D Software products Internet & E-Commerce
IT & ITeS • ADM

• Infrastructure
•
•
Customer support
Transaction processing
• CAD/CAM,
Embedded design,
•
•
Enterprise solutions
Platforms
•
•
E-Commerce platforms
Online marketing
outsourcing • Knowledge Design and R&D, • Apps • Social media
Industry • Integration
• Software Testing
•
•
Legal services
Data management
Product engineering •
•
SAAS
B2C products
•
•
Technology and solutions
Content and search
• OSPD • Analytics
• IT Strategy & consulting
PESTEL Analysis
Key Drivers
Political Various regulations related to data privacy, cybersecurity, and intellectual property rights. Also, international
Revenue segments Cost segments trade agreements and tariffs can affect the global movement of IT services and products.
1. SaaS 1. Maintenance Economic Economic downturns can lead to reduced IT budgets and a decrease in demand for IT services. Cost
2. Maintenance charges 2. Legal charges containment efforts may lead to increased outsourcing and demand for cost-effective IT services.
3. Foreign exchange rates 3. Marketing
4. Increasing internet penetration 4. Salaries Social Workforce demographics, digital adoption, and cultural differences all affect the influence of the industry.
5. Hardware & software costs
Technological Rapid technological advancements and emerging technologies play the deciding roles in the industry.
Environmental Increased focus on sustainable IT practices, such as green data centers and energy-efficient technology.
Regulations on e-waste disposal and energy consumption, can also affect IT service providers.
Market Segments Legal Intellectual Property (IP) rights, data privacy, and Antitrust and Competitions Laws.

High, as dominant license suppliers and major public High, as China, Philippines and Malaysia are emerging as a
cloud providers possess substantial negotiation leverage, viable outsourcing alternative to India, while the rise of
while infrastructure has been commoditized. automation also leads to the obsolescence of specific
support services.
Bargaining power of buyer
High, as in the current landscape, services are becoming Competitive rivalry
more modular, allowing buyers to curate a collection of High, as in this sector, significant competition among
services from various vendors and even switch them out major companies is defined by slight product distinctions,
as needed. primarily driving them to compete based on pricing.

Low, as the experience-driven learning effects
significantly influence the quality enhancement and cost
reduction of projects involving commoditized services.
116
Inbound Logistics Operations Outbound logistics Marketing and sales Services
NBFC • Acquisition of funds

through various sources
like deposits, borrowings,
• Providing loans, credit,
and other financial
services to individuals
• Disbursement of loans and
other financial services to
customers as well as
• Building brand reputation
and awareness in the
market and establishing
• Facilitating easy repayment
options and handling customer
inquiries. Facilitating easy
Industry and securitization. and businesses. effective customer
communication.
relationships with
potential customers.
repayment options and
handling customer inquiries.

Political The NBFC industry in India is heavily regulated by the Reserve Bank of India (RBI) and other government
bodies. Changes in regulations and licensing requirements can significantly impact NBFC operations.
1. Interest Rate Environment 1. Borrowing Costs
2. Credit Growth 2. Technology Investment Economic Fluctuations in interest rates can impact borrowing costs and lending rates for NBFCs, influencing their
3. Product Portfolio 3. Regulatory Compliance profitability and demand for financial products.
Social Changing consumer preferences and attitudes toward financial products and services can impact the
demand for specific types of loans, investments, and other financial offerings.
Technological Using technology and digital platforms also raises concerns about data security and privacy, which NBFCs
must address to maintain customer trust.
Environmental Increasing awareness of environmental issues might drive demand for sustainable financing options and
investments. NBFCs could explore opportunities in environmentally responsible lending.
Key Players Legal NBFCs need to adhere to consumer protection laws to ensure fair treatment of customers and handle
grievances effectively.

Threat of substitutes Threat of new entrants
Moderate, as the NBFCs were introduced as a substitute Low, as the industry is hugely dependent on the
to the banks by the government of India which makes customers’ trust in the organisation and old players in the
banks a very viable option for customers. industry enjoy much higher levels of credibility and
customer trust.
High, as the products in the NBFC sector are largely Competitive rivalry
undifferentiated and thus buyers have an easy option to High, as the switching costs in this industry are low,
switch to substitutes and bargain. competitive rivalry is high and competition from external
sector is more volatile as related industries compete with
Bargaining power of suppliers NBFC sector in areas including leases, loans, etc.
High, since the providers of funds are more demanding
as quality of services provided within minimum time
matters a lot.
117
Exploration Production Transportation Storage Refining & Marketing
Oil & Gas • Site identification

• Prepare an FDP
• Create Infrastructure
• Platform at sea (splits
• Oil : Crude through
tankers
• Oil : Stored in large
tanks at ports
• Oil : Refining oil into petrol,
diesel & LPG
oil, gas & water) • Gas : Liquified and • Gas : In reservoirs • Gas : Distill & convert by BP
Industry transferred

Revenue segments Cost segments Political Political conflicts and turmoil cause a spike in oil prices and a disruption in supply of oil. Regulations and
taxes influence oil production and pricing processes.
1. Crude oil 1. Raw material consumed
2. Natural gas 2. Transport costs Economic High demand and essentialness of fuel (as consumption for industry and households) creates economic
3. Artificial gas 3. Employee expenses prosperity. High prices and inflation affects consumption which further affects the prices.
4. Others
Social High population growth creates high demand for fuel along with urbanization and industrialization. People
behavior and social factors like travel affect demand and prices too.
Technological Technologies like Artificial Intelligence has provided optimization in drilling. Furthermore, automation is to
be linked with upstream processes to enhance production.
Environmental Oil spills harm marine life and cause high penalties for the firms. Oil and gas factories cause high pollution,
but remedial actions are being taken by companies to reduce waste production and greenhouse gases.
Market Segments Legal Licensing requirements for companies to carry out the production and sales. Safety laws are in place to
ensure employee safety. Government has the authority to restrict exploration.

Moderate, Government has influence on the price. High as there are alternative fuels gaining traction like
Further delays in governments has a considerable impact. nuclear energy, coal hydrogen and renewable sources of
energy.
Low, as majority are retail customers and they are price Competitive rivalry
takers. High, as there are very few players in each segment and
profit margins are difficult to maintain.
Low, as the industry is capital intensive and presence of
ecommerce of scale leads to low threat level.
118
Research and Development Raw Materials Manufacturing Distribution Marketing
Pharma • Research along with

government institutions.
• Getting approval
from government
• Setting up supply
chains for different
• Distributing to
wholesalers,
• Doctor referrals
• Raising awareness through
• Invention of Drug. authorities materials. drug stores advertisements
Industry • Formulating the drug and
apply for testing.
• Setting up factories
and materials for
• Building hospitals and
online
• Sending samples to physicians
• Detailing through sales
warehouses and
• Look for fatal side-effects various chemical managing the pharmacies. representatives
and making according processes inventory
adjustments.
1. Key Drivers PESTEL Analysis

Political
Heavily regulated government policies for new drugs, testing, human trials - application
Revenue segments Cost Segments Economic

Economic Climate, downturns, Prescription drugs and spending
1. Insurance premium 1. Research for formulating the drug.
2. Sale of medication 2. Acquiring raw materials for Social
3. Sale of vaccines production. Social attitude, natural/herbal remedies, dominance of traditional pharmaceutical companies
4. Patent licensing 3. Distribution and advertising.
Technological
Evolving, new technologies, Increased competition, Technologies to reduce drug intake itself
Environmental
Pollution and environment degradation, Carbon footprint, necessary sustainable practices, dumping
waste chemicals, government pressure
Key Players Legal

Mandatory Clinical trials, varying laws across different countries

High, as the pharmaceutical industry is reliant on a There are a number of substitute products available for many
small number of suppliers for key raw materials, such prescription drugs, such as over-the-counter medications
as active pharmaceutical ingredients APIs). and generic drugs. This limits the pricing power of
pharmaceutical companies.
High, as the pharmaceutical industry is also reliant on Competitive rivalry
a small number of buyers, such as hospitals, clinics, High, with a number of well-established players. This rivalry
and pharmacies. drives down prices and limits profitability.
Low, The pharma sector's high R&D expenses create
a capital-intensive environment, hindering new
entrants' competition.
119
(
Sourcing/Acquisition Finance Construction Marketing/Sales Services
Real Estate • Property Sourcing

• Due Diligence through
• Capital Sourcing
• Investment Analysis
• Design and Planning
• Procurements/Supply
• Marketing through
advertisements, listing and
•
•
Insurance
Facilities Management
market analysis and • Risk Management chain real estate agents • Customer Relations
Industry legal checks • Construction firms • Sales - showings, • Feedback and
• Project Management negotiations, closing deals. Improvement

Revenue segments Cost segments Political Smart City projects, Make in India, and streamline regulations for Real Estate Investment Trusts (REITs) to
boost urban development and attract investments.
1. Rents 1. Maintenance
2. Management 2. Legal charges Economic Smart India Project receives new investments, supported by investment-friendly tax reforms, and improved
3. Security Contracts access to financiers, fostering economic growth and innovation in the country.
Social Demographics like Age, Education, Health, and Employment all affect the industry.
Technological Using the Internet for booking, renting and buying properties online, change in construction patterns like 3D
printing, earthquake-resistant buildings, studio apartments, etc.
Environmental A ban on new commercial activities within eco-sensitive zones aims to preserve and protect fragile
ecosystems, promoting environmental sustainability and biodiversity conservation.
Market Share (in Billion INR) Legal Depreciation, Consolidated Financial Statement, Restrictions on non-cash transactions, loans and
investments by companies.

Bargaining power of suppliers Threat of substitues
High, as supplier dynamics, input dependencies, financial Low, as buyers in this industry predominantly opt for
institutions' lending terms, property owners' pricing leasing property due to management advantages, cost
control, construction sector factors, and investor sentiment considerations, and suitability for specialty retailers, with
influence the industry's profitability. joint ventures offering an alternative ownership option.

High, as this industry heavily relies on the retail and service- High, as amid an economic downturn, the real estate
oriented business industry. This industry suffers when operations industry, segmented by capital size, faces
consumers aren't spending, and new businesses aren't potential mergers, intense competition, and reliance on
opening. services instead of tangible products, with survival
favouring well-capitalized firms due to reduced profitability.
Low, due to difficulty in obtaining capital, retail and
service industry bankruptcies combined with slow sales,
little to no commercial construction, and intense rivalry
among existing industry competitors.
120
R&D Sourcing Inventory Management Operational Management Sales And Marketing
Retail • Latest trends and

demands
• Right market area and
• Identifying vendors and
developing a network
• Trade route analysis for
• Demand planning
warehousing
• Online and offline inventory
• Identifying mode and channel
of transport
• If online, managing platform
• Discounting, promotion
and coupon strategy
• Customer retention
Industry target audience
• To go offline or online or
lower costs
• Identifying right prices
management
• Implementing capital
logistics
• Maintenance of invoice,
through proper market
analysis, delivery planning
both and deals machinery and labor packing and store operations. and return management

Revenue segments Cost segments Political Governmental policies like make in India impact the retail industry. Moreover, taxation on import and export,
etc has a negative impact on the industry.
1. Sale of goods both online and offline 1. Manufacturing & storage cost &
2. Crediting the mode of payment and distribution Economic Retail provides employment opportunities, helps meet demand with the supply in its operating sector and
EMI’s development of brand value 2. Overall store management and promotes economic and GDP growth.
3. Post purchase support, location and maintenance
pricing 3. Trade Incentives and Promotions and Social Brands in retail often play the deciding role in what is going to be the fashion or the trend among the
discounts customers. Demographic trends such as population, cultural pattern, and age pattern impact the retail.
Technological Tech such as virtual reality (VR), augmented reality (AR), and smart mirrors enhance the in store shopping
experience and create novel ways for customers to engage with the product.
Environmental With rising environmental issues, sourcing, packaging, and waste management gets effected due to
Governmental policies and pressure from various NGO’s. [Thermocol, cardboard, and plastic are important
Market Segments materials for this industry].
Legal Employment laws and regulation, minimum wage, labor rights. Moreover, the consumer protection laws
impact return policies, product labelling and advertising practices.

High, as Retail is a densely populated field, thus suppliers have High, due to Less differentiation of product and high no. of
many options at their disposal, like selling to an e-commerce site options available in the retail market.
or an offline store.
Competitive rivalry
Bargaining power of buyers High, as there is high competition among the existing
High, due to readily available substitutes, low switching costs company in a particular sector.
and easy option of price comparison.

Moderate, as it is capital intensive and presence of
ecommerce of scale leads to low threat level.
121
Infrastructure Development Network Operations Outbound Logistics Sales and Marketing Customer Services
Telecom • Software to build and

maintain network
• Provide voice calls ,
SMS
• Data centers
• Warehouses
• Retailers
• Advertisement of
• Technical support
for customers
• Hardware to build and • Internet services for • Service centers telecom companies
Industry maintain telecom
infrastructure- towers,
video streaming and
other use of internet
fibres etc

Political Regulation and Policy Changes, Spectrum Allocation Government policies on foreign direct investment, Govt
1. Advancement in 1. Network Infrastructure interventions (internet shutdowns).
technologies 2. Maintenance
2. Data usage 3. Licensing Economic Inflation and currency fluctuations impact operating costs and capital expenditures of telecom companies.
3. International roaming packs 4. Acquiring and renewing licensing GST rate for Telecommunications Sector is ~18% (subject to variation).
Social Social Stigma and Rumors, Demographics(Population Size and Growth, Rural-Urban Divide, Work and
Education Trends, E-Governance, Digital Inclusion and Changing Lifestyles, age pyramid)
Technological R&D (5G, Star link, improved Network Infrastructure Etc), Cybersecurity & privacy concerns, National
Digitalization Commission Plan (2018), Fintech infrastructure (like UPI), Internet of Things (IoT), etc.
Environmental Energy consumption, Carbon emissions, E-waste management
Key Players Legal Licensing and spectrum auctions determine how companies can acquire and utilize frequency bands. Laws
on Anti-competitive practices ensures fair competition in the industry.

Moderate, as major equipment manufacturers hold some The threat of new entrants is relatively moderate, as
power, telecom operators often maintain multiple supplier significant capital investments and regulatory barriers
relationships. create hurdles for newcomers.

Moderate, as individual consumers have limited sway due to Competitive rivalry
switching costs, but large corporate clients can exert Industry rivalry is intense as numerous companies vie
influence through substantial orders. for market share. Competition hinges on pricing, service
quality, and technological innovation.
Low, as it is highly competitive and economies of scale are
influenced by limited operators.
122
Appendix
Appendix
Commonly Used Formulas
Total Company Revenue X 100

Gross profit/Loss = Revenue - Cost (COGS) Market Share =
Total Industry Revenue
EBITDA = Gross Profit - Operating Expenses New value - Old value*

Growth Rate = X 100
Old value
EBIT = EBITDA - (Depreciation + Amortisation)

Profit
Return on Investment (RoI) = X 100
Cost of Investment
Net Profit/Loss = EBIT - (Interest + Tax)
Investment Cost
Pay Back Period (Years) =
Annual Profit
Profit = Revenue - Cost
Actual Output
Utilisation Rate = X 100
Profit Maximum Output
Profit Margin = X 100
Revenue
* Sales/ Market share/ Revenue, etc.
124
Appendix
Commonly Used Terms
NPS(Net Promoter Score)

Net promoter score is a widely used market research metric that typically takes the form of a single survey question asking respondents
to rate the likelihood that they would recommend a company or a product.
NPS = % promoters - % detractors
Social Share of Voice (SSoV)

It is a way to measure how much people are talking about the brand on social media. It's usually calculated as a percentage of total
mentions within an industry or a defined group of competitors.
SSoV = (Your brand’s advertising spend / Total advertising spend) * 100
FICO Score
Financial institutions and lenders use this to determine how much credit they can offer borrowers and at what interest rate.
Client Retention Rate

It measures the number of loyal customers, i.e., who continue to purchase the product and are satisfied with it. The percentage of
customers and revenue lost during a period is called the Churn Rate.
125
Appendix
Commonly Used Terms
Client Lifetime Value (CLV)

It is the profit brought by a customer to the business, and in this way, the company can individually fulfil the customer's needs.
CLV = Lifetime Value * Margin
Return on Ad Spend (ROAS)

It is a marketing metric that measures the efficacy of a digital advertising campaign. ROAS helps online businesses evaluate which
methods work and how to improve future advertising efforts.
ROAS = Total Campaign Revenue / Total Campaign Cost
Time Value of Money

A sum of money today is worth more than the same sum in the future, as it can earn interest in the meantime. A delayed investment is a
lost opportunity.
Cash Flows
Cash flow refers to the net amount of cash and cash equivalents transferred in and out of a company. Cash received represents inflows,
while money spent represents outflows.
126
Appendix
Commonly Used Terms
Free Cash Flow (FCF)

The residual cash flow is left over after all of the project's requirements have been satisfied and the implications accounted for. It's the
cash flow that can be distributed to the financial claimants of the company, debt and equity.
FCF = (Revenue - Costs - Depreciation#) * (1 - Tax Rate) + Depreciation - Capital Expenditures - Change in Net Working Capital
# : EBIT (Earnings before interests and taxes)
Free Cash Flow to Equity

It's the residual cash flow left over after all the project's requirements and implications are accounted for and all debt financing has been
fulfilled.
Present Value (PV)

The present value of a sum FV received in t periods discounted at a rate of interest r and the present value of a future stream of cash flows
made at time t for a rate of return R for n time intervals is respectively given by
t
PV = FV / (1 + r)
n
t
PV = Σ CFt / (1 + r)
i=1
127
Appendix
Commonly Used Terms
Discount Rate/ Rate of Return (RR)

Factors like inflation and taxes influence r, i.e. the rate of return/discount rate. In the case of inflation, where the inflation rate is given by I,
the inflation-adjusted resultant rate of return, say RR, can be calculated as
RR = (1 + R) / (1 + i) - 1
In the case of taxation if the rate of taxation is t, RR = R * (1 - t)
Net Present Value

NPV is simply the difference between the present value of cash inflows and outflows. It is a metric used to determine whether an
investment is profitable. Investments with negative NPVs are avoided. The formulae remain the same as PV's; however, we take the net
cash inflow-outflow or the free cash flow in this case.
Net Present Value Rule

The NPV Rule recommends making only investments with a positive net present value.
Internal Rate of Return (IRR)

The internal rate of return is the discount rate, which would equal the NPV to zero. It helps to identify the annual growth rate. A high IRR is
desirable for investment.
128
Appendix
Commonly Used Terms
Net Profit Margin (NPM)

It is the ratio of net profits to the revenue expressed as a percentage. It represents how much of each dollar collected in revenue
translates into a profit.
NPM = (Net Income / Total Revenue) * 100
Break Even Point

In accounting, it refers to the production quantity where the total production revenue compensates for production costs.
i.e, when Revenue - Cost = 0
Return on Investment (ROI)

ROI indicates the total growth of an investment over a period of time. ROI is the net profit expressed as a percentage of initial investment.
ROI = [(Return - Cost - Investment) / (Investment)] * 100
Bounce Rate
The bounce rate is the percentage of people who come to the landing page and leave without browsing further or clicking elsewhere on
the company's website.
129
Appendix
Commonly Used Terms
Compounded Annual Growth Rate(CAGR)

Given the amount invested today and its expected value in the future, CAGR is the rate of interest at which the investment will have to be
compounded to give the expected future value.
CAGR = (Final Value / Initial Value)

1/t
-1
Profitability Index
The profitability index is an index that attempts to identify the relationship between the costs and benefits of a proposed project through
the use of a ratio calculated as
Profitability = PV of Future Cash Flows / Investment
A ratio of 1.0 is logically the lowest acceptable measure on the index, as any value lower than 1.0 would indicate that the project's PV is less
than the initial investment. As values on the profitability index increase, so does the financial attractiveness of the proposed project
Initial Investment
The initial investment is the amount required to start a business or a project. It is also called initial investment outlay or simply initial
outlay. It equals capital expenditures plus working capital requirement plus after-tax proceeds from assets disposed of or available for use
elsewhere.
130
131
Appendix
Commonly Used Terms
Key Performance Indicator (KPI)

KPIs provide targets for teams to shoot for, milestones to gauge progress, and insights that help people across the organisation make
better decisions.
131
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Consulting

© Consulting & Analytics Club, IIT Guwahati. All rights reserved.

Aditya Kanagalekar Chandrashekhar Harpal Nirvedh Santosh Shubhang Shirolawala

S. No. Particulars Page

Mergers & Acquisitions 72

6 Industry reports 106

Some of the other, slightly lesser used formats are

While taking the expected market share, you are advised to

What is a Pricing Case?

Factors influencing Pricing

Cost-based Pricing Competitive Pricing Value-based Pricing

Starting with a comprehensive market size estimate, the addressable market is

What is the frequency of our trucks for transporting the goods?

Could you elaborate on what could be another means of transport?

Very good points! That concludes the case. Thank You.

• Client deals in fashion retail business

Your client is a footwear brand operating in India . It is facing a major

• Client is a footwear company.

Insurance company - Interview Transcript

Your client is a large insurance company which is facing a revenue

• The Client is an established insurance company.

Yes you are moving in the right direction.

Is there a decrease in footfall across the stores or decrease in basket size?

Ok, Is there a big edge in profit or particularly the revenue generated?

Yes, most of them including the store in profit.

Yes, they are a very well established brand in the market.

Yes you are right.

Does the store in profit get products before other stores?

Yes, they are the ones to receive the products before.

Ok thank you, we are done with the case.

The client is interested in instant profitability

Okay. Please provide me with a rough guide for it.

Okay, we can wrap the case here.

Your client is a leading gas company in India. It has been seeing a

What do you mean by the aspect?

Sure, I have two types of solutions for our client.

Thank you. We can end the case here.

Your client is a steel manufacturer who is facing declining profits, you

• Client is a steel furniture manufacturer

Sure, I have two types of solutions for our client.

Thank you. We are done with the case.

• Client is a steel manufacturer

Your segment seems good. Go ahead.

• Client is a premium Tractor manufacturer

There is a tractor manufacturing company that has a capacity of 5000

• Client is a tractor manufacturer

What is the target profit for our client?

• The client should consider the investment opportunity as the ROI is

• The utilization calculation is an important addition to the overall calculation

The company has a specific type of customer segment to which it caters.

What would you recommend as solutions for these problems?

Good points, that concludes the case! Thank you.

Your client is a FMCG company manufacturing energy drinks. Initially

• Two types of approaches, a growth type approach and a profitability type

I'd like you to explore both options.

There is a major Steel company that wants to expand to the

Nutripremium is a very well-known premium nutrition food company in

• The 3Cs 1M framework is a good approach for this kind of case.

Great, now how would you estimate the price?

That seems reasonable. Go ahead.