Silvio Napoliat

India

Schindler’s India Exploration

• Schindler Background & Alfred Approach

• Introduction of Silvio Napoli & Achievements

i) Swatch Project

ii) Indian Entry Market

• Bonnard’s Explanation of choosing Napoli

Forming Schindler India•New Culture, New Challenges

• Recruiting the Team

i) Mr. Mehar Karan Singh – Managing Director

ii) Mr. T.A.K Mathews – Field Operations Head

iii) Mr. Ronnie Dante – General Manager of Engineering

iv) Mr. PankajSinha – Human Resource Manager

v) Mr. Jujudhan Jena – Chief Financial Officer

• Developing the Relationships

Analysis

1. Silvio’s decision to club family relocation and company setup

2. Excellent task of assembling the team

3. Absence of Marketing Head

4. Silvio’s Management style and personal characteristics

The India Business Plan

•The Indian Elevator Market

- Residential segment – 70%- Commercial segment - 20%

- Hotels and others – 10%

•Competition

- Otis, BBL, Finland’s Kone, ECE, and Mitsubishi and Hyundai Elevators- 25 Regional Players

•The Standard Product Strategy

- Model S001- Low-rise segment- Model S300P – Mid-rise segment- Single Point of Contact for sales

•The Outsourcing Strategy

- Manufacturing of components would be outsourced to local Indian suppliers

- Logistics function would be outsourced to internationally reputed logistics service provider.

- Basic installation work would also be outsourced

• Analysis

1. Business Model had never been attempted in the Indian Elevator Market

2. Customization of products is a key element in the Indian market

3. ‘Single point of contact’ was an innovative ‘account-management’ approach

4. Outsourcing processes was the main source of competitive advantage

From Analysis to Action: Implementing the Plan

•Business Challenges

- Standard Elevators

- Outsourcing

- Increase in Transfer Pricing – 30%

- Increase in Excise Duty – 22%-56%

- Lack of assistance from European plants

Analysis

• Gaps in Strategic Choice

-Technical Support from Global Schindler to Outsource

-Commercial Support from Global Schindler

-Increase of Import duty by Government

•Gaps in Strategic Assessment – standard vs. customization

•Gaps in Strategic Implementation

•Revisit Strategic Intent

Organization structure

Proposed Re-structure

Source: Strategic Management: Schindler India Assessment(Robert Kennedy College-University of Wales

The company is headquartered in Mumbai, with offices and operations in all major cities in the country.Current Managing Director: Uday Kulkarni Total Turnover: 500-1000 crTotal number of employees: 1000 Schindler India is positioned firmly in India as a preferred solution provider for elevators, escalators and horizontal walks. Cutting edge technology backed by a strong service commitment makes this possible.