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B9 Beverages: From Start-Up to Scale-Up
Sandeep Puri; Shalki Goel; Sanchita Krishna; Babak Hayati; Rakesh SinghCase IVEY-9B19A008-EEntrepreneurship, Marketing, StrategyIn May 2018, B9 Beverages Private Limited (B9 Beverages), the owner of craft beer Bira 91, reached a total of over US$100 million in funding after receiving $50 million from Sofina SA, a Belgian investment firm. This third round of funding would allow the company to meet the various objectives that the founder and chief executive officer had planned for the company’s new Bira 91. He wanted his India business to break even by 2019 and expand fivef...Starting at €8.20
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Brewing Peace Philippines: Customer Relationship Management
Jose Gerardo Santamaria; Sandeep Puri; Maria Luisa Chua Delayco; Rakesh SinghCase IVEY-9B20A056-EEntrepreneurship, Marketing, StrategyBrewing Peace was a company based in the Philippines that sold coffee beans. Despite having a base of 80 customers, 70 per cent of its business depended on 9 key accounts; this included its biggest buyer, Concepcion Coffee Enterprises Limited (CCEL), whicStarting at €8.20
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Maha Research Labs: Sales Force Effectiveness
Sandeep Puri; Rakesh Singh; Bindu Gupta; Shraddha PuriCase IVEY-W27721-EKnowledge and Communication, MarketingIn January 2022, Maha Research Labs Private Limited (MRL) needed to boost its sales force effectiveness (SFE). Due to the COVID-19 pandemic, MRL experienced losses in sales revenue and saw dwindling profits through 2020 and 2021. The pandemic had changed the sales ecosystem of the pharmaceutical industry, with many physicians and retailers now preferring online sales presentations. MRL’s managing director was concerned about the increased marketi...Starting at €8.20
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Apollo Tyres: Investment Decision Dilemma
Varun Dawar; Rakesh ArrawatiaCase IVEY-9B14N032-EFinance, StrategyIn early March 2012, an investor sat at home in Gurgaon, India examining the latest financial information about Apollo Tyres Limited, India’s leading tire manufacturer. Over the past decade, the company had significantly diversified its product and geographic mix through organic investment and strategic acquisitions and had experienced superior growth opportunities. Yet, after almost doubling between 2007 and 2010, its share price had not seen an...Starting at €8.20
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IndusInd Bank: Residual Income Valuation
Varun Dawar; Rakesh Arrawatia; Saumya Ranjan Dash; Arit ChaudhuryCase IVEY-9B16N015-EFinance, StrategyIn early 2013, an analyst at an insurance company was examining whether IndusInd Bank, a mid-size bank in India, would be a good investment for the insurance fund’s equity portfolio. From January 2008 until March 30, 2013, the bank’s stock had tripled under its new management. The analyst wondered whether deploying funds in the bank would yield any significant returns. He decided to use the available financial information and the residual income ...Starting at €8.20
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Time Value of Money: A Home Investment Decision Dilemma
Arit Chaudhury; Varun Dawar; Rakesh ArrawatiaCase IVEY-9B17N016-EFinance, StrategyIn early 2016, Naresh Jain was busy looking at various rental properties on popular real estate listing websites. Because of a sudden downturn in business conditions and an immediate need for money, Jain’s landlord wanted to sell the property and therefore had asked Jain to vacate the premises within 30 days. Jain had been living in the spacious, two-bedroom apartment in North West Delhi for the past five years as it was within a reasonable commu...Starting at €8.20
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Unilever: Using Horlicks’s Brand Equity to Lead
Sanchita Krishna; Sandeep Puri; Rakesh SinghCase IVEY-9B20A021-EMarketing, StrategyIn December 2018, Hindustan Unilever Limited announced that it would buy out GlaxoSmithKline Plc’s Consumer Healthcare Ltd. India business, which included popular brands such as Horlicks, Boost, and Viva. With Horlicks in its portfolio, Hindustan Unilever Limited expected to gain market share, draw synergies from individual strengths, and gain access to a larger consumer base. However, India’s health food drink category had registered only single...Starting at €8.20
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Pidilite Industries: Assessing Credit Quality
Varun Dawar; Debasish Maitra; Arit ChaudhuryCase IVEY-9B16B019-EAccounting and Control, StrategyIn mid-2015, a credit analyst with a leading investment company was tasked with assessing the overall credit quality of a chemical company that equity analysts had recommended as a long-term investment for his firm’s insurance equity fund. The analyst set out to use various financial parameters—liquidity, working capital, profitability, efficiency, capital structure, and debt servicing. He believed that a fair assessment of credit quality could h...Starting at €8.20
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Portfolio Diversification Enigma
Varun DawarCase IVEY-9B14N031-EFinance, StrategyIn early January 2013, a product manager with one of the leading insurance companies in Delhi, India, sat in his home office and pondered the strategy he had followed for his personal investment portfolio over the last three years. He was worried that talk of tapering off the U.S. Federal Reserve’s Quantitative Easing Program, undertaken in the aftermath of the 2008 global financial crisis, and the Indian general elections in May 2014 might affec...Starting at €8.20
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TTK Prestige: Economic Value Added Analysis
Varun Dawar; Rakesh Arrawatia; Arit ChaudhuryCase IVEY-9B16N062-EFinance, StrategyIn 2014, an analyst with a leading investment company wanted to evaluate the financial performance of a kitchen appliances company, TTK Prestige Ltd., headquartered in Bangalore, India. To accomplish this task, the analyst decided to use the economic value added (EVA)-based performance measure, which accorded importance to value creation by management for its shareholders. Recently, there had been a shift away from traditional approaches of measu...Starting at €8.20