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    Consulting 102

    Uploaded by

    Simontika Sen

    Copyright:

    © All Rights Reserved
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    Consulting 102

    Uploaded by

    Simontika Sen
    18 views19 pages

    Copyright

    © © All Rights Reserved

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    XLSX, PDF, TXT or read online from Scribd

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    Copyright:

    © All Rights Reserved
    Download as XLSX, PDF, TXT or read online from Scribd
    Download as xlsx, pdf, or txt
    18 views19 pages

    Consulting 102

    Uploaded by

    Simontika Sen

    Copyright:

    © All Rights Reserved
    Download as XLSX, PDF, TXT or read online from Scribd
    Download as xlsx, pdf, or txt
    You are on page 1of 19

    btribe.

    in 2 very important aspects to conisder while building a d


    Everything MBA! 1) Timeline

    Agenda

    1. Profit. Profit. Profit!


    2. Case discussion
    3. Q&A

    MECE
    Mutually exclusive and collectively exhaustive
    Avg. Price

    -Realisation
    -Discount

    -economic factors
    -cyclical fluctuations
    substitutes
    buying patterns
    regulations

    Market Size

    Demand Supply
    Smartphones Product Category Life Cycle RM, Production
    Demographic change Disruptions

    New Market Market Development Diversification


    Existing Market Market Penetration Product Development

    Existing Product New Product


    spects to conisder while building a discussion with a CEO/ interviewer
    2) Industry/ company specific

    PROFIT

    Revenue Cost

    Volume

    Mkt size Market share

    Internal issues External issues

    4P Customers
    Product- (iPhone)
    Promotion Need -> Awareness -> Accessibity --> Affordable --> Experience
    Place
    Price Industry level factors Macroeconomic factors
    .. Competition new, existing,..Technological adv
    .. Wars
    Org structure...

    Market share
    Customers

    Possible reasons
    SOV Awareness Promo mix
    Promo efficiency

    SOM Likeability 4P
    Customer relationship
    Service
    SOD Accessible Distribution
    ble --> Experience

    acroeconomic factors
    chnological adv
    btribe.in
    Everything MBA!

    Agenda

    1. Complete consulting 102: Cost


    2. Case discussion
    3. Case comp discussion

    Primary

    RM In-bound logistics

    Quantity Transport
    Quality

    ASSIGNMENT:

    1. Choose any publicly listed company (India)


    2. Look at their last 5Y Financial data
    3. Read their annual reports, investor presentations
    4. Basis this work (above)- think of yourself as a consultatnt and come up with levers for improving E
    5. What would your suggestions be for the same

    Tip: also look at 1-2 competitors' data

    Objective: 1) Annual Report 2) Get comfortable with reading financial data


    3) OTJ learning frameworks

    Evaluation: Intent
    Structure
    Logic
    Visual perspective

    Format: Excel File

    CASE DISCUSSION

    Your client is a cement manufacturer. The CEO is concerned that the revenues of this company have
    He is aware that this trend can cause serious trouble to the company and has approached you for ad

    Clarifying questions
    Market supply/demand issues
    Competitive activity
    What expenses have reduced
    DB Feedback
    Framework

    Discussion
    Revenue 100 80
    Cost 60 30
    Profit 40 50

    Avg
    Life
    Margin
    Capacity

    Channel partners Customer


    Happy Product: Happy
    Process + Cost: Discontent

    Overall cost of the project will go


    Fixed cost
    Variable cost

    Operational

    Production Warehousing

    Man
    Material
    Machine
    Method
    come up with levers for improving EBITDA

    t the revenues of this company have been dropping for the last 3-4 quarters. However, one surprising aspect is that profitabilit
    any and has approached you for advice.

    Product mix change?


    Geographical
    Marketing issue
    Any change in distribution related issues?-margin/ benefits

    BUSINESS MODEL What? How? Where?

    TIMELINE 3-4 quarters


    ---short term
    Only this company? Or to others as well?

    CHANGES Product related changes???????? Process change???


    is there technology that maybe is restricting production capacity while
    are channel partners unhappy?

    CEO:

    We developed a product that lasts at least 1.5X longer compared to existing cement
    At this same price as well
    Company issue | Comp/ market no issue; Competitors are stil playing with the same products
    No change in marketin spend
    Customers (people like you and me who are building houses etc) are very happy
    No supply side issues
    Same channels

    Old New
    Rs 100 Rs 100
    30 45
    xyz xyz
    1 Mn units 1 Mn units

    User they earn less


    Contractors/ laborers life difficult 2 days curing
    4 days curing

    Innocation in production
    Direct costs DM + DL + Mfg OH
    Indirect costs

    COST

    Non-operational -expenses not incurred in running the business


    Bad debts
    Depreciation/ Amortization
    Finance costs
    Secondary

    R&D
    HR, Admin
    Infra, Tech

    Outbound logistics Sales After Sales

    Mfg -> CFA -> SS -> Distributor -> Retailer

    CFA: Clearing & Forwarding Agents


    SS: Super Stockists
    Distributor
    Retailers

    Better Penetration
    RISK
    sing aspect is that profitability is improving.

    Technology that maybe is restricting the production while increasing margins


    Product change? discontinued?
    Price, volume
    s?-margin/ benefits
    ess change???
    ting production capacity while increasing margins?

    BETTER PRODUCT AT SAME PRICE


    -1.5X longer

    Does that mean any change in application process?????


    ng the business
    ng margins

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