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Dilemma of “Make in India” for Dalmec industrial manipulator S.P.A, Italy

Mithilesh Pandey (Mittal School of Business, Lovely Professional University, Phagwara Punjab, India)
Yupal Sanatkumar Shukla (V.M. Patel Institute of Management, Ganpat University, Mehsana, India)

Publication date: 5 June 2017


Subject area

The subject areas are strategic management, international marketing business-to-business marketing.

Study level/applicability

The study is applicable to undergraduate and postgraduate courses.

Case overview

Dalmec Industries Manipulators India Pvt. Ltd. was incorporated in 2011 as a private limited company under the Companies Act, 1956. The company was formed to carry on importing machinery and distributing it to the clients. This case focuses on the dilemma faced by the company: whether it should establish a manufacturing unit in India or continue with the current operation procedures. Dalmec has faced various problems in India regarding local players, low-cost material handling equipment and the nascent stage of material handling industry. In Europe and the Middle East, the industries are more focused on safety standards and provide high quality material handling products to their workers, compared to the Indian industries. As local players in material handling sectors price their product very low, to compete with them with quality products is a major challenge for foreign companies. The company needed to build a strong and unique brand for non-European markets. In India, the material handling equipment market is crowded with local players. So, Dalmec needs to establish its reputation as a reliable partner and create a distinct identity. It has to create brand awareness among Indian companies and influence the decision makers of the corporates. The case discusses the impact of Make in India campaign on Dalmec and examines whether the Make in India initiative will prove helpful to Dalmec.

Expected learning outcomes

This study enables to familiarize students with the expansion strategy of a company; help students understand the international market entry strategies frequently used by multinationals to expand their business.; examine the feasibility of entering into emerging markets like India; and make students understand the relevance of the Make in India campaign for foreign corporate players.

Supplementary materials

Teaching Notes are available for educators only. Please contact your library to gain login details or email to request teaching notes.

Subject code

CSS 11: Strategy.



The authors would like to acknowledge the support of Dalmec-India officials for their invaluable support in writing this case.


Pandey, M. and Shukla, Y.S. (2017), "Dilemma of “Make in India” for Dalmec industrial manipulator S.P.A, Italy", , Vol. 7 No. 2.



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