Bhushan Vaidya - CEO

R.Raghavan - COO
Maneesh Sinha - CTO
Jaya Bhagia - CSO
• Business Plan
• Performance highlights
• Performance trends
• Financial trends
• Segment Analysis
• Competitor Analysis
• Key learnings
• Strategy: Differentiation
• Sustaining Competitive advantage
• Introduced better fitting products like Aria and Ana
• Continuous R&D to make the product attractive as per the segment requirements
• Cost reduction by automation and TQM initiative
• Goals
• High market share (30%) in traditional and low end market segment
• Maximize profits in high end segment through R&D efforts and through new products
• Maintain average contribution margin of 34%
• Operational Plan: Align production capacity through systematic automation and
production plan
• Business Plan
• Performance highlights
• Performance trends
• Financial trends
• Segment Analysis
• Competitor Analysis
• Key learnings
Round 1: Over played on production and ignored other factors

Round 2: Corrective actions; considered all aspects like Finance, competitors

strategy, production capacity, marketing efforts before taking decision

Round 3: Incorrect pricing and incorrect specifications of products

Round 4: Relooked at the specifications and the drift for various segments and
aligned R&D activities accordingly. Also actively invested in TQM

Round 5 – 8: Complete focus on competitors actions and maintaining good

contribution margin
• Business Plan
• Performance highlights
• Performance trends
• Financial trends
• Segment Analysis
• Competitor Analysis
• Key learnings
Market share of the company has improved across segment except for the ‘High
End segment’
• Business Plan
• Performance highlights
• Performance trends
• Financial trends
• Segment Analysis
• Competitor Analysis
• Key learnings
• Lead Competitors: Baldwin & Digby
• Baldwin:
• Increasing customer accessibility: 2 products in Low, high and traditional segment
each
• Proper product and capacity planning
• Digby
• Increasing customer accessibility: 2 products in performance, traditional and high
end
• Low price strategy and Proper product planning
• Business Plan
• Performance highlights
• Performance trends
• Financial trends
• Segment Analysis
• Competitor Analysis
• Key learnings
• Constant upgrading of the product with a long term view

• Keep a close eye on the contribution margin

• Do no overspend on marketing if the awareness is already high

• Market did not have opportunities to grow the pie so survival strategy has to be

either differentiation or cost leadership

• Do not underestimate the competition