Practice

Case Study
Manish Pandit
22/23619, B.com (H)
FIC, ARSD
(IIMA.Profitability.33-34.Education)
 INDEX
1. Understanding Business

2. Problem Analysis
Revenue Framework
Durban Analysis.

Marketing Analysis

3. Recommendation

4. Conclusion
 1. South African education provider facing decline in their revenues.
2. South African Education Provider marketing efforts are not as effective as they were before.

Understanding Business

Offer Business & Management

Courses. Target Group Market Share

2
Level

Undergraduate 20-45
Postgraduate
3
Competitors
1 2 3 Operations Area
-5 Major Players.
Offline Online Hybrid
-Also offers High -Urban Province of
Mode of Offering level certification South Africa
 1. 2. 3.
Problem Analysis

Revenue Decline Analysis

Donations Research &
Publications There is a study Decline in
1. Enrollment over last 1.5
Enrolments
Years.
Variety
Fees
This decline is Primarily
Number of Enrolments 1. Fueled by restricted
Post Eligibility Criteria.
Pre

Client offers Courses Require

During 1. Higher Certification Pass
Where as Other Competitors
Process Eligibility also offers higher
certification Passes.
 1. 2. 3.
Problem Analysis

Durban Province
Analysis

Due to Setup of Many Manufacturing

Many Manufacturing Firms set Up 1. Firms A lot of technical skills related
Operations. jobs created. Leads to less demand in
Management & Business courses.

Client Offers Management & Business As clients competitors offers

2. technical skills courses seen
Related Courses Only.
growth & able to tap market.

Due to less Demand of

Competitions offers Many technical
3. Management & Business courses
Skills courses.
Client is facing Decline in revenue
in Durban Province.
 1. 2. 3.
Problem Analysis

Marketing Strategies
Analysis
Right Right Msg
Spokesperson Effective Marketing Require 3
Factors.
Right Channel 1. ❑ Right Channel.
❑ Right message.
❑ Right Spokes-person.
Client Advertising

1. Television
Channel

Client Uses Traditional Ways to

2. Promote courses such as
2. Newspaper Advertising in TV & Newspapers.
 Recommendations.
Revenue
Include Provision of higher Certification
1.
pass in curriculum
Partnering with workplace as a training
2.
partner to upskill their employees.
Long term: Innovate basket of offering.
3.
Such as adding Technical Courses.
Marketing Strategies
Investing In right Channels.
1.
Such as LinkedIn, Twitter &
Other social Media for Ad.
Sponsorships or Celebrity
2. Endorsement can also generate
massive Publicity.
Sponsorships or Celebrity
3.
Endorsement can also generate
massive Publicity.
 Conclusions

Client’s declined revenue is fueled by declined no. of Enrollment in Portfolio of courses offered.
❑ Client has Eligibility restrictions on lots of courses demand for higher certification pass.
❑ Competitors are having higher certification pass in their curriculum allows them to gain
market share & increase profits.

Durban Province (Most Declined Profit) noticed a lot of Technical jobs due to set up of many
Manufacturing Units.
❑ Client offers Management & Business courses which is less suitable for these technical jobs.
❑ It is recommended to add Technical courses and innovate basket of Offerings.

Client is relied on traditional ways of Marketing like TV & Newspapers.

❑ Client must focus on right channels such as LinkedIn, Twitter & other social media for
advertising.
❑ Partner with workplace to train & upskill their employees.
❑ Evaluate sponsorships or celebrity endorsement to generate massive publicity.
Thank You