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Management

Case Folio

August' 05
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Articles

Honda's Marketing Strategies in India

-- K Yamini Aparna, Vivek Gupta

This case discusses the marketing strategies of Japan-based Honda Motor Company Limited (HMCL) in India. Though HMCL had come to India way back in 1984 by entering into joint ventures with leading two-wheeler companies, the company established its wholly-owned subsidiaryHonda Motorcycle and Scooters India Limited (HMSI) in October 1999. Within a couple of years after the launch of its successful products including Activa, Dio and Eterno, HMSI had emerged as the largest scooter company in India. The case describes in detail the product, pricing, distribution and promotional strategies of HMSI and also discusses the challenges faced by the company and its recent foray into the motorcycle business in India.

Cemex's Social Responsibility Initiatives

-- Jaya D Sangtani, Vivek Gupta

This case gives an overview of the major social responsibility initiatives including environmental conservation and community welfare undertaken by Mexico-based Cemex, one of the largest cement companies in the world. In more than 30 countries in which the company operated, Cemex had taken several steps to improve the quality of living of the people residing in the local communities. The case describes in detail, Cemex's `Patrimonio Hoy' program introduced in Mexico, which aimed at fulfilling the housing needs of the low-income group.

The Mittal Steel/ISG Merger: Creating a Steel Behemoth

-- Shirisha Regani, Sanjib Dutta

This case discusses the three-way merger between steel majors LNM Holdings, Ispat International and the International Steel Group. The merger, that was to be completed by early 2005, was poised to create the biggest company in the global steel industry, with a strong presence in the US, Europe and Africa. The new company, called Mittal Steel, was expected to have considerable resources of iron and coal and a total annual production capacity of 70 million tons. The case discusses the various issues related to the merger, including the financial implications and HR issues, as well as the potential strategic and operational benefits that the companies hoped to achieve.

Unilever in India: Managing Working Capital

-- Ravi Madapati

Unilever's Indian subsidiary, Hindustan Lever Limited (HLL) is the country's largest fast moving consumer goods (FMCG) company. It has brands spread across 20 distinct consumer categories. HLL holds a place of pride in the Unilever global system. In India, HLL is known for its tight management of working capital and the company has been operating with a negative working capital since 2000. But the management realizes that as competition intensifies, there is still scope for improving operational efficiency and cutting working capital needs.

Organization Culture at Goldman Sachs

-- Ajith Sankar R N, Sanjib Dutta

This case focuses on the organization culture at Goldman Sachs. It explains the drivers and elements of Goldman Sachs' culture, which has been a source of competitive advantage for the company. Goldman Sachs, which operated based on its 14 business principles, was known for its risk-taking ability, ruthlessness, and conservatism. The case looks into the changes that are taking place in the partnership culture at the organization after the company went public in 1999 and also discusses the role played by the top management in the evolution of the Goldman Sachs culture.

ERP Implementation Failure at HP

-- Ruchi Chaturvedi N, Vivek Gupta

This case gives a detailed account of the failure of an ERP migration project at the US-based HP, a leading computer hardware and information technology company. The case traces the history of ERP implementations at HP and presents the rationale behind the decision to migrate to a centralized ERP system. It details the circumstances that led to the ERP migration failure and also examines the damage control efforts made by the company. The barriers to successful ERP migrations are highlightedincluding project management issues, poor contingency planning and cultural issues. Finally, the chances of recurrence of such failures within the company are explored.

Book Review

The Wisdom of Crowds: Why the Many are Smarter than the Few

-- James Surowiecki

In this book, James Surowiecki, a staff writer with the New Yorker, describes how the collective intelligence of a group of people is often superior to the intelligence of even the smartest individual in the group. But, there's a catch. Crowds are not always smart. They are smart only when the conditions are just right.

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Automated Teller Machines (ATMs): The Changing Face of Banking in India

Bank Management

Information and communication technology has changed the way in which banks provide services to its customers. These days the customers are able to perform their routine banking transactions without even entering the bank premises. ATM is one such development in recent years, which provides remote banking services all over the world, including India. This paper analyzes the development of this self-service banking in India based on the secondary data.

The Information and Communication Technology (ICT) is playing a very important role in the progress and advancement in almost all walks of life. The deregulated environment has provided an opportunity to restructure the means and methods of delivery of services in many areas, including the banking sector. The ICT has been a focused issue in the past two decades in Indian banking. In fact, ICTs are enabling the banks to change the way in which they are functioning. Improved customer service has become very important for the very survival and growth of banking sector in the reforms era. The technological advancements, deregulations, and intense competition due to the entry of private sector and foreign banks have altered the face of banking from one of mere intermediation to one of provider of quick, efficient and customer-friendly services. With the introduction and adoption of ICT in the banking sector, the customers are fast moving away from the traditional branch banking system to the convenient and comfort of virtual banking. The most important virtual banking services are phone banking, mobile banking, Internet banking and ATM banking. These electronic channels have enhanced the delivery of banking services accurately and efficiently to the customers. The ATMs are an important part of a bank’s alternative channel to reach the customers, to showcase products and services and to create brand awareness. This is reflected in the increase in the number of ATMs all over the world. ATM is one of the most widely used remote banking services all over the world, including India. This paper analyzes the growth of ATMs of different bank groups in India.

International Scenario

If ATMs are largely available over geographically dispersed areas, the benefit from using an ATM will increase as customers will be able to access their bank accounts from any geographic location. This would imply that the value of an ATM network increases with the number of available ATM locations, and the value of a bank network to a customer will be determined in part by the final network size of the banking system. The statistical information on the growth of branches and ATM network in select countries.

Indian Scenario

The financial services industry in India has witnessed a phenomenal growth, diversification and specialization since the initiation of financial sector reforms in 1991. Greater customer orientation is the only way to retain customer loyalty and withstand competition in the liberalized world. In a market-driven strategy of development, customer preference is of paramount importance in any economy. Gone are the days when customers used to come to the doorsteps of banks. Now the banks are required to chase the customers; only those banks which are customercentric and extremely focused on the needs of their clients can succeed in their business today.

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