Industry : Compressed Air treatment
Concern Area
MD of the company was concerned over their continuing Plateauing of the Company Turnover Year on Year for the past 4 years .He was more concerned that if this trend continues it will also affect adversely the morale of the entire company employees who are looking forward for the company to complete 25 years since its inception .
Brief
A Seasoned Mechanical Engineer,He started the company as a manufacturer of Microfilters and moved up the value chain by becoming manufacturer of Air dryers for compressed air & positioned as a compressed air treatment solution provider. Manufacturing industries use lot of compressed air for their various pneumatic applications. Most of these applications demand quality air devoid of any moisture, traces of oil, dust particles etc which otherwise the Compressed air from any Compressor has in abundance. Having, domain expertise in air treatment solution, they also development the Precision Air conditioner too which is a high end solution specifically for clean rooms/Data Centres etc where apart from Temperature ,Humidity also need to be maintained. The company address PAN India market.
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Industry : Power Sector
Concern Area
The Senior Management of the company was looking towards establishing a Robust India Sales team who could complement their excellent overseas business. Getting the right team who could understand the value of the company was a major issue, Secondly managing India Market which is new to them is entirely a different ball game.There were diverse challenges from positioning ,market perception ,costing etc which gave sleepless nights to the Management.
Brief
The company started in the Middle East about 30 years back as an Electrical Contracting Company in the High as wellas Low voltage.Subsequently owing to Power sector expansion they establishing a manufacturing facility in Middle East.As India was opening up, they set up a Export oriented Unit manufacturing unit in India to cater to Middle East,Asean & Middle East Markets.The business flourished and they established two more manufacturing facility in Middle East.The group diversified into related businesses by way of new Business Partnerships.
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Industry : Powerconditioning (Inverter &UPS System)
Concern Area
A 35 year old company in the Power conditioning Industry got a very big Investor who out right purchased all the stakes.The director were all relieved off their duties & responsibilities.They appointment a new CEO to take over the operations of the company.Incidently they had also out right purchased another company in the Western region to complement their productofferings. The challenges for the CEO was to synergise the Product portfolio & also check on the core competency of the group to effective position them selves at the Market Place. CEO needed to show the ROI to the Investor company.
Brief
The company started in the Middle East about 35 years back as Stabiliser and Isolation Transformer manufacturer in South. Owing to the number of years in the Power sector ,they could reasonably establish themselves more in Industrial sector more so owing to the price advantage as compared to MNC Brands.Infact,the major players in this market re MNC brands.Close to 85% of business is from IT/ITES segment where customers insists on MNC Brands only. The company has a large sales force as wellas back service teams.In order to be meet the market requirements they tie-up with an US based Power conditioning company trying to establish in India.This tie-up did not last long as it did not add any value to either of the entities.With flush of fund from the Investor,the CEO of the company need to justify the utilisation of funds appropriately as well as show the required growth.
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Industry : Material Handling Equipment
Concern Area
The MD of this 40 years old manufacturing company about not having the impact at the market place despite the introduction of niche products to their portfolio. Newer companies who are in trading & do not have similar infrastructure are performing relatively better.He believed that the stringent Quality procedure followed by them ensures a world class quality product. Their existing business was mainly from government contracts .
Brief
A Seasoned Mechanical Engineer,The current MD took over the legacy business a couple of years earlier.The company has more than 150 different products manufactured in house.They concentrate on Automotive Industry, Manufacturing ,Heavy Engineering Industries.They also export to neighbouring countries.They are vendors to prestigious OEM in the automotive industry. They have two manufacturing facility .They could also build Customised Material handling equipments to meet customers specific requirements. They have Sales as well as service team to cater to Pan india customers.They generally get exposure by participating in Exhibitions.
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Industry : LED Lighting
Concern Area
The MD of this 25 years automotive ancilliary component manufacturer added LED Lighting solution into his manufacturing. He established a separate company .After about 5 years,he they brought in a new CEO to scale up the business.The CEO evaluated the current situation of business and concluded that many new entry brands are performing much better than this company. The Chinese products are bringing the generally prices down.Their existing customers are switching to newer brands. The CEO needs to optimise on his resources like factory ,Sales,Service etc. He was looking for a robust strategy to come over this issue.
Brief
Being in the Automotive sector for more than 25 years, the company has already established its name in the market place.They already have connect in the Automotive Industry.They had the first movers advantage in LED Lighting business.However, as time progressed the LED technology evolved & the Chinese onslaught started effecting the business of Indian companies.The Industry was disrupted by brands from across the globe represented by Traders in India. The new CEO arrived at the deflection point in their business.He really needed to pull back the company firstly from operational losses. As a professional Manager he took time to study the environment . They have Sales as well as service team to cater to South India.They generally get exposure by participating in Exhibitions.
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Industry : IT Hardware
Concern Area
This is a subsidiary of an Indian Conglomerate who has established more than 100 years in India,The conglomerate is has a very powerful Brand identity in the country. The group stands for highest level of integrity .The MD of the company was concerned about the falling legacy business. The MD was convinced that the time has come for a transformation in business. The transformation will require learning and unlearning of the ways they were conducting business.. The challenge for the MD is to execute the transformational process down the line. It requires change of mind set among all the stake holders.It will be across departments.The MD was looking towards a GTM strategy inline with the company’s objectives.
Brief
The subsidiary is a part of the USD 9 Billion conglomerate. Being in the industry for over 35 years ,the company has established a good name owing to the quality of product & services. They have 2 manufacturing units in the country. The have a very large network to serve customer Pan India as well as export markets. The growth contributors are from their channel network and many of the partners have a very long association. The Industry is flourishing and they are market leaders in a few of their product category.There are some distruption happening in the Industry and the MD want’s the team to have complete control on the same.Therefore,more so the need for a robust GTM marketing strategy to complement their existing approach to the markets.
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Industry : IOT (Energy Monitoring) A start-up venture
Concern Area
This is a start-up company whish has stabilised on the proto type and stabilised the Product after varies versions. The MD of this start-up was fulfilling the sales through his contacts in the Market place.The company got an Investment to scale-up the business.Therefore, the MD was looking towards a robust go to market strategy not only to grow his business but also to convince his investors .He was looking for a professional approach towards taking his business business forward. He was also aware of the resource constraints and the problems that start-up companies go through.He need a support from a team who could understand his problem and also help out at the Market place.The MD of this star-up had successfully build and existing two businesses.His aim here too is to create the necessary value in this new business and exist from it to a bigger player.Therefore,it was more so important for him to look for professional services to meet his objectives.
Brief
Being from a different industry ,the MD of this new age technology company, had to learn & un learn quite a few things.The IOT based energy monitoring wasa solution that was in line with the Industry transformation happening in the country.He tasted initial success in Industry sector but then the challenge being that many of his customer did not renew their contracts. Therefore,he was clear that his success will depend on increasing in his new customer acquisition business. Firstly,he need to have a robust strategy in place. There are equivalent and also substitution product meeting the same requirement. Therefore,he needs to identify a sweet spot at the market place.
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