Case Study

Money in mobile: A Vodafone subscriber with an M-Pesa agent (right) in Rithala village, Delhi (Photo: Lokesh Khatri)

Updated : Nov 6, 2014

Can mobile money transfer service M-Pesa succeed in India?

This case study looks at how M-Pesa, a service that originated in Kenya, was tweaked for India and whether it can succeed.

Updated : Sep 11, 2014

How PepsiCo's Kurkure managed to grab and retain snack market share

PepsiCo launched Kurkure 15 years ago and has retained a dominant market share for the brand despite intense competition from both organised and unorganised players.

Updated : May 20, 2014

Case study: The strategy and tactics behind the creation of Brand Modi

Bharatiya Janata Party leader Narendra Modi's election juggernaut in the 2014 Lok Sabha polls is an example of howto prepare and successfully implement a marketing and branding campaign. This case study looks at the strategy and tactics behind the creation of Brand Modi.

Updated : Apr 30, 2014

Case Study: How Horlicks has avoided getting dated

Horlicks has learnt to defy age. By successfully launching variants at different points in time, it has strengthened its core brand values, apart from addressing new consumer needs and thus bringing such consumers into its fold.

A file photo of Chennai residents filling water from a tanker in Mylapore. With two desalination plants augmenting the city's water supply, such scenes are a fading memory. <em>Photo: H. K. Rajashekar/www.indiatodayimages.com</em>

Updated : Mar 1, 2014

How the Chennai Metropolitan Water Supply leveraged the citys coastal location

This case study looks at how the Chennai Metropolitan Water Supply and Sewerage Board leveraged the city's coastal location, developing a model that not only enables it to get low-cost water but also encourages private-sector participation.

Daikin India's Managing Director Kanwal Jeet Jawa who spearheaded the transformation <em>Photo: Aditya Kapoor/www.indiatodayimages.com</em>

Updated : Dec 9, 2013

Behind Daikin Industries' remarkable turnaround in India

Japanese air-conditioner maker Daikin Industries fared poorly in the highly competitive Indian market till 2009. But then the company rolled out a well-crafted strategy to capture a larger size of the market. This case study takes a look at its remarkable turnaround story.

Renault Duster <em>Photo: Pawan Dagia/Autobild India</em>

Updated : Nov 7, 2013

Case study: What contributed to Renault Duster's success?

No other car in recent times has created the sensation the Renault Duster has done in the Indian automotive industry. This predominantly European car has won over the Indian consumer. It has turbo-charged the compact sport-utility vehicle segment and revived the fortunes of Renault India.

Anil Rai Gupta (left), Joint MD of Havells India Ltd, and Qimat Rai Gupta, CMD of Havells (Photo: Shekhar Ghosh)

Updated : Aug 1, 2013

How a smart turnaround strategy helped Havells to make a comeback

When Havells acquired Sylvania in 2007, all that it was looking for was growth and a strong global presence. Instead, it had to grapple with a major crisis at Sylvania, triggered by the global financial turmoil. The situation threatened to pull Havells down, and it had to come up with a smart turnaround strategy.

Siddhartha Lal, MD and CEO, Eicher Motors and Vinod Aggarwal, CEO, VE Commercial Vehicles <em>Photo: Vivan Mehra/www.indiatodayimages.com</em>

Updated : Jul 2, 2013

How Eicher and Volvo leveraged their respective strengths to achieve their disparate goals

In 2008, Eicher Motors tied up with Swedish truck maker Volvo in its bid to become a larger player and build a global presence in the commercial vehicle business. Volvo, on the other hand, wanted to crack the small and medium-truck segment in India. This case study looks at how the two companies leveraged their respective strengths to achieve their disparate goals.

Updated : Apr 22, 2013

Why cross-badging or selling the same car with cosmetic changes does not work in India

Cross-badging,or selling the same car with cosmetic changes under different brand names, has not worked so far in India. This case study looks at where the problem lies: is the strategy at fault or the execution?

Field of vision: An EID Parry official and a farmer talk shop while a mechanical harvester processes cane. The company encourages mechanised farming. PHOTO: G. Keshav Raj

Updated : Feb 16, 2013

Case Study: How EID Parry made farming a hassle-free occupation

Sugar maker EID Parry has increased its involvement with critical stakeholders: farmers. It sees them not as suppliers of raw material but as customers. The company, which is part of the Murugappa Group, has worked to make farming a hassle-free occupation. This case study looks at why and how EID Parry achieved the feat.

Updated : Feb 4, 2013

How Punjab Tractors is giving Mahindra & Mahindra a run for its money

Not often does an acquired company give the acquirer a run for its money in the market. This case study looks at how Punjab Tractors Ltd, which was hardly in the best of shape when Mahindra & Mahindra acquired it in 2007, was turned around, and today does exactly that.

Updated : Sep 20, 2012

Case study: Will Philips' attempt at repositioning its products work?

Once a household name, Dutch consumer electronics major Philips has slipped over the years to become an 'also ran'. Its repeated attempts to rekindle its mojo have failed. This case study looks at what went wrong and what the company needs to do in order to succeed.

Updated : Jul 6, 2012

How Volvo changed the way Indians travel

In 2001, Volvo Buses India sold 20 coaches. By December 2011, 5,000 of them were running on Indian roads. Volvo did not achieve this by toning down its products or cutting prices as multinational companies often do. It developed the market and waited for it to mature. Volvo now has 76 per cent of the Indian luxury bus market.