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Paytm: Targeting More Pockets for Its Mobile Wallet
Sandeep Puri; Shivani Upadhyay; Siddharth Agarwal; Debasish ChatterjeeCase IVEY-9B16M026-EEntrepreneurship, StrategyPaytm enjoyed a position as the leader in India’s market for mobile wallets, a digital service that enabled payments to be made through mobile devices. Paytm’s major client, Uber, which developed and operated a smartphone-based, ride-hailing app as a way to compete with traditional taxi companies, had initially used Paytm’s mobile wallet as the sole payment mode for Uber rides in India. However, in 2015 Uber revised its payment policy by adding a...Starting at €8.20
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Should Natco Explore the Out-Licensing Opportunity
Sandeep Puri; Swati Kapoor; Tanmay Mathur; Arshdeep KaurCase IVEY-9B15M072-EStrategyNew medicine launches in India had come down by nearly 80 per cent during the last six years. The risks associated with new-drug development were high, and for that reason, companies were considering buying the potential molecules in the early stages of development at comparatively cheaper rates. Apart from cutting costs, out-licensing provided opportunities for domestic players to enter into collaborations with global players. Now, with out-lice...Starting at €8.20
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Amul Dairy: Camel Milk Launch in India
Sandeep Puri; Brij Mohan Taneja; Pratibha Gupta; Anirudh MenonCase IVEY-9B16M020-EStrategyAmul Dairy, the market leader in the Indian milk industry, held its market position by pioneering several progressive initiatives and responding to consumer trends with continuous product development. Camel milk, a relatively new health-oriented dairy product, was being hailed as “white gold” and touted as a superfood in Australia and in some Western countries. Amul Dairy had an opportunity in 2015 to take advantage of changing consumer preferenc...Starting at €8.20
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Britannia Industries: Maintaining a Market Lead
Sandeep Puri; Siddhant Chhabra; Kunal PeshinCase IVEY-9B16M022-EStrategyIn 2015, Britannia Industries — India’s most recognized biscuit brand — had overtaken Parle as the market leader in the biscuit (cookie) category and faced stiff competition from Parle, ITC’s Sunfeast, and many regional competitors. Britannia had to devise a strategy that would allow it to further consolidate its leadership position without losing market share; increasing the price alone was not an option in this highly competitive market. What c...Starting at €8.20
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Johnson Controls-Hitachi: Aiming to Consolidate a Market Lead
Sandeep Puri; Shivani Upadhyay; Shubham SharmaCase IVEY-9B17M082-EMarketing, StrategyAt the beginning of 2017, India was among the top 10 markets for Johnson Controls-Hitachi Air Conditioning India Limited, accounting for around 10 per cent of its revenue. The company was trying to increase its room air conditioner (RAC) market from 11 per cent to 20 per cent by 2020. It was positioned in the premium segment of the RAC market but wanted to enter the popular segment, which was crowded with established players. The company’s focus ...Starting at €8.20
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The Renault KWID: Disrupting India's Hatchback Market
Jones Mathew; Banasree Dey; Sandeep PuriCase IVEY-9B17A023-EMarketing, StrategyThe Renault KWID was successfully launched in India in the entry-level car segment as a new competitor for the Maruti Suzuki Alto, the largest-selling passenger car in the country. By August 2016, the market leader’s market share had fallen to 40.6 per cent from 48.5 per cent earlier that year, while the Renault KWID gained a market share of about 19.8 per cent. Despite the KWID’s remarkable success, however, Renault’s strategy for the future nee...Starting at €8.20
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Rx Pharmacy: Physical versus Online Options
Sandeep Puri; Siddhant PuriCase IVEY-9B16M115-EStrategyIn May 2015, Alankit Life Care Limited was concerned about the future of Rx Pharmacy, its online pharmacy retail venture. The company had both a physical and an online platform for Rx Pharmacy, but the physical stores were not doing well due to aggressive marketing strategies adopted by competitors. Government regulations also presented a threat to the future of the online pharmacy. Rx Pharmacy was targeting a customer base of 50,000 customers an...Starting at €8.20
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Ajanta Packaging
Sandeep PuriCase IVEY-9B13A049-EEntrepreneurship, Marketing, StrategyThe Indian packaging industry — represented by a mix of paperboard, plastics, metals and glass — had seen great change leading up to 2013. In 2012, Ajanta Packaging ranked among the top suppliers of glass bottles in India with an employee base of more than 50 and net revenues of US$100 million. The glass-bottle industry had a derived demand and depended on major industries using glass bottles in India, such as the liquor and beer, soft-drinks and...Starting at €8.20
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Parkin Laboratories: Sales Target Dilemma
Sandeep PuriCase IVEY-9B13A017-EMarketing, StrategyAt the end of the year’s third quarter, the sales team at a generic-pharmaceutical company has achieved just 91 per cent of its sales target, and growth is less than what was anticipated. The general manager of sales needs to decide whether he can revise the sales targets for the last quarter of the year without compromising growth. He also needs to address the impact of launching a new product when the sales team is striving to achieve its budge...Starting at €8.20
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Should Cairn India Venture into Offshore Drilling
Sandeep Puri; Ajay Srinivas Raghavan; Kartikeyun Arumuganainar MuruganandanCase IVEY-9B14M136-EStrategyGlobal consumption of petroleum products stood at just more than 90 million barrels per day by the end of 2013, and was expected to increase to 91 million or more by the end of 2014. Petroleum companies were constantly exploring the planet for new oil reserves to meet this voracious demand for fossil fuels. Because three-quarters of the earth was water, it was evident that these oil reserves were largely underwater; however, until the end of 2013...Starting at €8.20