Search results

Sai Coating, a small entrepreneurial firm, was one of the three firms that had received the license from ARCI for marketing the Detonation Spray Coating (DSC). Sai Coating made and sold the detonation gun (D-Gun) to three sectors, namely: Wire Drawing, Textiles and Aero components. The coating enhanced the life of the coated wire or surface and its functionality in some ways. The firm had a turnover of INR 4,500,000 and was looking to generate scale and maximize its revenues. The case revolves around the pricing strategy to be adopted by Sai coating to extract value from different set of customers. What should be the price levels given the nature of the product?

The year 2013-14 was very significant for Raychem RPG Ltd (RRL) - a joint venture between RPG group, India and TE Connectivity, USA. The sales were looking up and order book was promising. Newly restructured units were working well and business in new segments was picking up. There were several initiatives undertaken by the CEO in last five years of his tenure. His team had achieved the desired stability and turnaround was successful. A high-growth future in a slowing global economic scenario had to be converted into a more profitable opportunity. However, he faced several questions. Was the strategic transformation journey that he embarked on four years ago complete? Could he have done something different? Which were the areas where the next focus should be? Did RRL have the required competences to succeed in those areas? How would RRL manage the changing expectations of the two JV partners?