Schindler case study

Schindler India ~ Case Study Prepared by : Rajesh Srivastava Roll No. : 20 Batch : EPGDIM (2010-12)

CONTENTS ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

History of Schindler ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Characters in the Case Study ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Name : Silvio Napoli, 33 yrs Position : Vice President, Schindler South Asia Date of Birth : August 23, 1965 Education : 1992-1994 :: MBA, Harvard University , Graduate School of Business Administration Bostan, Massachusetts 1984 – 1989 :: Graduate degree in Materials Science Engg. Swiss Federal Institute Tech, Switzerland; Lausanne University; rugby captain (1987) 1983 – 1984 :: Ranked amongst top 20% foreign students admitted to EPFL, One Yr compulsory selection program, Swiss Federal Institute of Tech. (EPFL) Profile : Silvio Napoli

Napoli’s First Project in Schindler ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Schindler :: Indian operations ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

The Indian Entry Project ,[object Object],[object Object],[object Object],[object Object],[object Object]

Schindler India Organisation Chart Silvio Napoli VP S Asia Operation Agent in Pakistan Agent in Srilanka Agent in Bangladesh M.K. Singh Managing director T.A.K. Mathews Field Operation Ronnie Dante Engineering Pankaj Sinha Human Resources J. Jena Finance Executive Administrative Support Hade of Logistics Executives Technical Development Vendor Development Commission Support New Installation Account Management Support Trainees Existing Installations Team leader/Team member Hade of Existing Installations

Man Mgmt.: Developing the Relationship ,[object Object],[object Object],[object Object],[object Object],[object Object]

The Indian Business Plan ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

The Indian Elevator Market : ,[object Object],[object Object],[object Object]

Competition ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Education : Highly qualified (MBA + Engineer) Work Exp : Rich experience of 7 years , mainly in European markets His candidature : 1. He was Head of Corporate Planning in Schindler 2. Aware with Schindler’s Mission & Vision, he was participating in VRA meetings (Corporate Executive Committee) & was responsible to make MOMs & to follow with respective person for achievement 3. Was coordinating with Boston Consulting to shortlist potential partners in India for business expansion 4. Assigned to establish Schindler in India along with Head of Schindler’s M&A Department 5. Spent 9 months to understand India elevator mkt. mainly ; the mkt. size, legal environment & competitive situation 6. Made Schindler’s business plan for India which was approved by VRA Candidature of Napoli for Indian operations Napoli was the right candidate for Indian Operations

Business Challenges ,[object Object],[object Object],[object Object],[object Object],[object Object]

Outsourcing Strategy ,[object Object],[object Object],[object Object],[object Object]

STP ,[object Object],[object Object],[object Object],[object Object],[object Object]

Non-cooperation from the Schindler’s European plants Competition was very strong & there was a push from regional players (25) as well Porters 5- Forces Customers were asking for customized products Mitsubishi & Hyundai

[object Object],[object Object],PESTEL : Strategy ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],With growing economies, the Indian Governmental was emphasising on environmental protection

Correct Strategy ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],My Suggestion: As the company was new in India & was having limited resources they must have focused on Bypass attack. . Bypass attack : As per the data available urbanization in India was taking place & cities were converting into metros, Tourism & Hotel industry was increasing at a faster rate so company must have focused in Two-speed higher Technology elevators. For this category they had to focus on limited towns with key customer base. As soon as the co. grows they must have increased their customer base. There was less competition in this segment & this was the emerging category so highest scope was there to get established. As Co. was already selling with help of ECE then with BBL there might be a huge existing customer base who would be looking for good after sales services & customer might be dissatisfied with Co.’s products. OTIS might be servicing those Schindler’s customers & generating revenue. Schindler must have focused on maintenance contracts, as it was a profitable business and was the key attribute for a customer to make a decision. They might able to get new business from those maintenance contracts as well. Meeting Customer Expectation is the key to Success

Conclusion ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Current Information Silvio Napoli CEO at Jardine Schindler Location Hong Kong ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Schindler Offices in India :

I extremely thanks to Mr. Silvio Napoli for sharing this valuable case with managers of tomorrow.

Schindler case study

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