Nmims Solved Assignment Answer Sheet June 2020

NMIMS SOLVED ASSIGNMENT ANSWER SHEET JUNE 2020
Prof.Dr.N.Palaniappan.,MBA.,MCom.,MPhil.,PhD.
Call 9025810064 (whatsapp available) or Mail - Palaniappanmail@gmail.com
Prof.Dr.N.Palaniappan.,MBA.,MCom.,MPhil.,PhD. has 15 years of teaching

experience in MBA Business schools. For last fifteen years
Prof.Dr.N.Palaniappan.,MBA.,MCom.,MPhil.,PhD has taught various subjects
from Marketing, Finance, Human Resource Management, Information Systems,
International Business and General Specializations. He has written many research
papers and case studies.
Prof.Dr.N.Palaniappan.,MBA.,MCom.,MPhil.,PhD organizes online MBA subject

coaching / MBA Assignment help and MBA Project help. Many clients national
and international has appreciated Prof.Dr.N.Palaniappan.,MBA.,
MCom.,MPhil.,PhD for his timely help in the assignments and projects and MBA
subject coaching.
You can call him on his mobile no. 09025810064 (whatsapp available) or mail
him at palaniappanmail@gmail.com. He does help/guide for the below question. If
urgent or any query’s, Please feel free to call him on his mobile no. 9025810064
(whatsapp available) or do mail on palaniappanmail@gmail.com. He does
help/guide for the below question
B2B Marketing
1. Crompton Greaves Ltd is the leader in Indian Domestic market for electric
motors, which conform to Indian & International Standards. The company faces a
severe competition from small scale motor manufacturer as well as large global
players like Siemens & ABB. What suggestions you would like to give to the
company to maintain its leadership position in this product category?
2. An automobile component OEM manufacturing alternators has appointed your

advertising agency to design the promotional strategy for their product. You are
required to prepare a marketing communication campaign & select appropriate
media vehicle for the same keeping in mind the target audience.
3. Read the following Case & solve the questions given:
ABC is a leading brand of furniture in B2C segment having presence in various

cities in India. ABC now plans to introduce in B2B category by launching a
product line in the office furniture category. It intends to sell both Indian as well as
imported furniture so as to cater to the different needs & wants of the target
audience. It intends to target corporates but is not clear how to go about marketing
& selling it to corporates (B2B) as ABC was always involved in selling home
furniture (B2C).
a. Suggest positioning strategies to be adopted by ABC for their new product line
in B2B Category.
b. Suggest a suitable sales promotion strategy for ABC’s new product line of office
furniture.


subject coaching.
Brand Management
1. In a competitive market of commodities, Ali plans to launch Organic milk in a
country where people are new to the concept of organic and heavily rely on
synthetic/chemical products. If Ali wants to launch this product, then how can
branding help him. Define the name for the product & come up with a brand
manual including all brand elements. Also design a marketing plan to push the
product.
2. What is Strategic Brand Management Process that the Ali’s organic milk brand
should follow? Explain the 4 steps.
3. Mother Dairy Fruits & Vegetables, a company with a billion-dollar (Rs 4,200-
crore) turnover, has been a well-established player in NCR known for products the
firm has been largest seller of milk in NCR , with 65% of the revenue being
contributed by milk. Amul entered Delhi market few years back and in 2011 with
in a span on 4years it defeated mother dairy in terms of market share. Amul
procures fresh milk and packages it. Mother dairy adds powder milk in its products
to the tune of 40%. This spoils the taste of the product. Also Amul is credited with
more awareness and knowledge about its products amongst consumers. Amul is a
leader in the ice cream segment of the country. Their capacity to develop products
and gain market leadership helped them gain substantial share in the NCR region
in the milk segment raising question marks on the brand equity of the company.
Mother Dairy has been market leader in NCR for 35 years. Losing ground to Amul
in 2011 in the milk segment is forcing company to rethink its strategy. They plan
to increase their capacity and also expand procurement of the milk. One of the
regions why
Consumer shifted to Amul has been difference in the taste of the milk. Amul milk
is fresh where as a portion of Mother dairy milk is reconstituted. Mother dairy sells
through its own outlets and home delivery is not possible where as Amul used
channel and home delivery of the milk is possible. Mother dairy milk price has
been less than the price of Amul milk, still a huge number of mother dairy loyal
customers moved to Amul. Now Mother dairy is restructuring its strategy and
systems to combat Amul.
a. What would you suggest to Mother Dairy for its revitalization plan
b. What more challenges you foresee for the brand?


subject coaching.
1. Give examples of the following types of Biases in a sentence: Gender bias,

Racial bias, Age bias, Disability bias. How can they be avoided?
2. Amazin.in has put up billboards across the main, arterial roads of Mumbai. The
billboards advertise the Mega Independence Day Sale coming up. They hope their
billboards can grab the attention of drivers and pedestrians on these busy roads.
List the 8-steps in the Basic Communication Model and apply the model to
Amazin.in’s billboard ad.
3. a. You have just finished drafting a proposal for a coveted project. You want to
make sure that you haven’t overlooked anything. What are the different
proofreading techniques?
you’d employ to make sure your proposal is error-free?
3. b. You’ve been shortlisted for an interview at your dream company. What are
the different common types of Interviews you should mentally prepare yourself
for?


subject coaching.
1. Read up on the ICICI Bank-Videocon Loan Case from credible public sources
(website, newspaper, magazines) and answer the following questions. (Kindly
mention only the facts and not speculations or rumors). You can refer to chapter 9
& 10 to understand the scope of the questions. Explain the TWO ethical issues or
concern in the ICICI Bank case and the negative impacts of these issues on the
bank?
2. In 2015 India’s food regulator had banned Maggi Noodles (of Nestle India) after
tests showed that it contained excessive lead and for alleged mislabelling over
flavour enhancer MSG. The product returned to stores after a court lifted the
restriction. Nestlé has since then removed the claim “No added MSG.” You can
refer to chapter 4 and answer the following question.
According to you, which all internal departments worked together to overcome the
allegation and relaunch the same product in a way that it would earn the trust of its
key consumers and stakeholders? What contributions were made by each of these
departments while work together for this common business objective?
3. a. As an employee if you become a whistle blower, are you being disloyal
towards your employer? Yes or No? What is/are the ethical reason/s for becoming
a whistle blower?
3. b. Explain any two reasons to showcase that study and understanding of ethics
makes for a better manager, good business and happy society?


subject coaching.
Business Law
1. Explain the statement “All Contracts are Agreement but all Agreements are not
Contract” and provide two (2) examples demonstrating this statement
2. Explain in details two (2) real-life instances or cases dealing with any or all
“Rights of Consumer” under Consumer Protection Act, 1986.
3. Jack and Jill are two individuals who have passed out from engineering college
in Mumbai. Jack and Jill both have attained 18 years of age. Now both want to
start a start-up for robotic services. Can you advise them:
a. What are (i) the different form of business, (ii) their pros and cons and (iii) what
is best suited form of business which will be applicable to their start-up?
b. Assuming that Jill lost both her parents when she was 5 years old and a court
appointed a guardian for her. Then would there be any challenge in opening a start-
up?


subject coaching.
Consumer Behavior
1. GSK Horlicks is an iconic health drink for kids. Over the years, the brand has
introduced several variants of Horlicks. What is segmentation and targeting?
Identify the type of segmentation done for each of the following:
 Horlicks Chocolate for fussy children who like fun flavors
 Mother’s Horlicks for pregnant women and lactating mothers
 Junior Horlicks for newborns and infants
 Horlicks Lite for calorie-conscious adults
2. What are the steps in the consumer decision-making journey? Describe your
decision-making journey for the following products:
a. Sugar
b. Men’s aftershave lotion
c. Smartphone
3. a. Explain the different adopter categories in the Innovation adoption process,
taking the example of any innovative product of your choice.
3. b. What are membership groups and symbolic groups? Discuss 1 membership
group and 1 symbolic group from your life.


subject coaching.
Customer Relationship Management

1. Outline a communication plan with an aim to translate the relationship policy
into contact moments for customers in your line of business.
2. The increase in the quantity of data and the decrease in the available analysis
time have led to a growing need for an inductive method which will assist in
finding useful relationships between (selected) data. Elaborate any 2 such methods
that you use at your workplace.
3. You are a call centre manager with a decade of experience. In the last 10 years
you have seen customer relationship management evolve in the call centre
industry. Scenario is more competitive and requires out of the box thinking to
sustain and succeed.
a. Do you prefer working with specialist or generalist call centre agents? What
parameters help you arrive at a decision?
b. As per your understanding and experience, rate the elements of a call centre in
order of importance? Justify your rating with examples


subject coaching.
Decision Science
1. Identify the type of the variable in the following table
Variabl Data Type

e
a Gender
b Education Background
c Satisfaction
d Motivation
e Exchange Rate
f Gold price
g Preference of cars
h Teachers Feedback
i Grades in post-graduation
j Marital Status
k Quality of services
l Age group
m GDP
n Interest rate
o Twitter comments
p Facebook pictures
2. Following data of performance scores is available of employees working with a
company. You are required to perform the following:
a. Make the frequency distribution, Calculate the frequency and the Cumulative
frequency
b. Calculate the mean, median, quartiles and Mode
c. Calculate the variance and the standard deviation
Table: Performance score of the employees:
52 33 70 95 57 61 47 60
57 64 54 94 38 61 89 48
50 39 94 63 59 31 88 46
68 88 93 48 82 82 72 73
74 70 92 76 98 91 80 68
32 33 31 75 54 48 62 53
36 64 63 66 92 98 91 42
36 54 71 86 84 55 33 43
91 34 64 67 89 78 47 62
97 92 53 56 68 55 36 67
93 42 51 77 36 93 51 66
44 66 63 33 68 79 92 76
83 53 86 76 35 40 43 46
55 41 36 39 42 96 42 77
60 53 38 51 95 56 93 63
48 69 49 33 95 37 83 64
83 62 96 34 85 32 40 85
39 59 77 62 35 34 39 92
54 89 36 45 83 34 86 90
39 61 88 86 55 33 77 40
69 54 30 38 79 77 44 59
95 34 38 91 80 90 58 40
88 45 95 71 80 43 89 53
61 40 31 61 58 53 88 94
91 63 60 94 98 53 53 45
50 34 75 74 90 98 87 66
3. a. In continuation with the data of performance scores of employees in previous
example, perform the following:
a. Calculate the range and interquartile range
b. Calculate the z scores
c. Calculate the skewness and Kurtosis (using excel)
d. Comment on the distribution of the data
3. b. In continuation with the data of performance scores of employees in previous

example,
perform the following:
a. Make the histogram
b. Plot the box-plot diagram
c. Plot the frequency polygon
d. Plot the Ogive diagram
Essentials of HRM
1. “Abhushan” is a Gems and Stones company which is in a rapid expansion mode.
You have newly joined in as Head of HR. You realize that organization may need
some re-structuring with regards to job role and responsibility allocation. You need
to explain the concept and importance of Job Analysis to the top management.
Write down the concept and importance of job analysis and in conclusion mention
any 2 methods in data collection process of job analysis.
2. Explain why recruitment is said to be a positive process and selection a negative
one. List and explain some of the recruitment methods in the digital age.
3. True Wanderer is a decade old leisure and travel company. As a part of the
strategic decision to achieve its vision, it decides to conduct training for its call
center and other staff selling over the counter products/offers. The company does a
thorough research and decides to conduct trainings on the topic of ‘customer
centricity’, realizing that giving importance to customers will be the only way to
sustainable business. The company hires outside trainers to conducts training based
on the outline created by the L&D department of the company. Almost 700
customer care executives and first line staff members are trained and after a year
the company sees no effect on sales/ revenue.
a. What do you think is the reason behind failure of the above initiative?
b. Elaborate on the concept of training need analysis with reference to the above
case.
Global Retailing
1. You have been invited as a Guest speaker to deliver session at E&Y’s Market
Analyst – Gold Business, at the GJEPC (Gem & Jewellery Export Promotion
Council) conference, elaborate how the TANISHQ brand continuously moves
along the Wheel of Retailing.
2. At WWW.FIRSTCRY.COM ’s SCM Department Induction Programme, how
would you convey the applicability of different types of Inventory, to the
inductees, you are mentoring?
3. Numerous FMCG brands have increased focus on using Multi-Channel
Retailing Formats to access and reach its target segments.
a. Compare and contrast Single vs Multi-Channel retail, in this context?
b. Which are the product categories, in your opinion, where Multi-Channel retail
can provide a better advantage?
Integrated Marketing Communication
1. You are a baker and have set up your own Bakery. You have the resources and
enough space to fulfill orders in New Mumbai. Describe how would you promote
your brand to maximize the no. of orders per day?
2. You are the brand manager of a hygiene soap which protects you from germs.
You have launched a campaign to build awareness on the importance of washing
hands. For this the brand has tied up with an NGO to create awareness across the
country especially in smaller towns. How will you leverage this association to
build positive equity for your brand?
3. Case Study
ICICI ropes in Shahrukh khan as their Global Brand Ambassador
You are Brand Manager at ICICI – Retail Banking and have tied up with Shahrukh
Khan as the Brand ambassador.
a. Think of an interesting active integration of ICICI in the next Shahrukh film.
b. How would you leverage Shahrukh to promote your brand?
International Logistics & Supply Chain Management

1. A food and nutrition company FNC foods is having operations in Russia. The
company is exploring international opportunities for which they have orders for
their products in the UAE countries. Explain the strategic approach of the company
for successful order execution and brand building activities with the customers
internationally.
2. The company is into chemical manufacturing and exploring opportunities
outside India by launching its products across the most potential and growing
European countries. What is the approach strategy that the company would employ
for the successful identification of markets and launch? Select a country of your
choice in Europe, analyze and suggest logistics and SCM strategies which can
enhance the service quality with on time availability and generating good market
share of the company.
3. A food company named Kakrawala Foods is in the Indian market for about past
20 years. The company had gained reputation and brand identity in the domestic
market by serving various flavors targeting the youth segment. It has orders from a
reseller in USA to market the products in USA. The order types differ as per
seasons ranging from FCL to LCL.
a. Work out a logistics plan and routes how it must ship the products and what
elements of quality aspects are to be taken care and considered while doing so like
containers and packaging.
b. What kind of production planning and pricing patterns it need to implement as
the product is shipped to a reseller and the supply chain strategies to be followed?


subject coaching.
International Marketing
1. United Kingdom recently marched out of EU after a long fought battle for
BREXIT. Companies have started moving out of UK as it no longer remains the
doorway to Europe. Also it has to fight high inflation, labour shortage and many
other issues as an outcome. It would want to project a new Brand of United
Kingdom to the world. You are a part of the team headed by the Prime Minister of
Great Britain, Mr. Boris Johnson, designed to come up with a long term plan for
the same. Can you enlist a few measures, strategies and hurdles you would face?
Use PESTEL Analysis and Global Marketing Strategies to ascertain the same?
2. Forever 21 recently shut down many of its operations across the world. It’s a
cult brand that went through massive issues. Critics blame that most of it was to do
with strategies in International Markets outside of USA and labour issues. Its
recent filing of Bankruptcy could have been avoided. If I put you at the helm of
affairs a Forever 21, what strategies would you have suggested or applied in order
to make the drowning brand survive and what hurdles would you have faced for
the same? Use help of Global Market Entry and Global Brand Development
Strategies for the same?
3. Post its recent launch in London and recent success in other parts of UK, Ola
Cabs plan to enter USA.
a. They require your services to help them to do a formal research for the same?
b. Also they would require your help to understand the Cultural and Social factors
which they need to be aware about?


subject coaching.
Marketing Research
1. As a researcher, you need to study how many kirana stores in Mumbai sell Lizol
brand and range of products (Surface cleaner, Bathroom power cleaner & Kitchen
power cleaner.) Which non-probabilistic sampling method would you use to
complete your research? Also state the reasons behind choosing that method. Also
explain as to how you will proceed ahead with choosing the areas / localities in
Mumbai to conduct your research along with timelines.
2. You are the Head of a Market Research Organisation. Your client has recently
introduced “iD Traditional Filter Coffee Decoction”. Your client wants to
understand how customers are reacting to their recently launched Filter Coffee
Decoction. Draft a Questionnaire containing not more than 20 questions that would
succinctly address the query posed by the client.
3. You have been recently appointed as a “New Product Development” Head for
Kellogg’s Corn Flakes which operates across pan India. You have been asked to
develop 2 new innovative products as part of their Menu.
a. Explain the process in detail to arrive at the creation of your 2 new products
b. Is there a need to conduct Test Marketing post creation of the 2 innovative
products? If Yes or No, please state your reasons to support your answer.


subject coaching.
Marketing Strategy
1. The Finance Minister, India announced reduction in corporate tax rates in Sep-
2019. Why is it important for companies in Indian Manufacturing sector, and what
are 5 ways (with examples of companies) in which leading companies in the sector
can benefit from the development from the point of view of Marketing Strategy?
2. Customer buying behaviour plays an important role in Marketing Strategy, and
is affected by four key factors/influences/characteristics. You are working as a
Marketing Strategy Consultant. Help your clients by identifying and explaining the
major influences on buying behaviour with reasons for application in brand
communication/ promotion for the following products/companies/places: (1) Statue
of Unity, (2) Netflix India.
3. Ravi, a fifth generation entrepreneur, hails from a family with expertise in food
and beverages industry. Ravi founded ‘XYZ F&B’ in 2020 with a vision to launch
and build the first Indian billion-dollar brand in premium chocolates, and feature
among top 3 international brands in the same category by 2030. Ravi has hired you
as a consultant.
a. Explain various stages and their characteristics in an industry life cycle, with
specific comments regarding the current stage of premium chocolates industry in
India.
b. There are 5 key ways to identify competitive advantages for a brand/
differentiate from other brands, as a part of differentiation and positioning strategy;
explain these with suggestions in context of ‘XYZ F&B’, and suggest a positioning
strategy for ‘XYZ F&B’


subject coaching.
Operations Management
1. List down briefly the various inventory management techniques prevalent in the
industry. Discuss how some of these techniques would be applicable to a Medical
Store in effective management of their inventories, i.e medical supplies.
2. In the competitive business environment, there is a lot of strategic pressure on
established companies to compete with the cheaper substitutes as well as maintain
quality at the same time. Also there is a recent trend amongst consumers for "first
copy/ duplicates" of branded products. Why do you think that these so called
"Chinese manufacturers" are able to make products cheaper than most other
products available? Also how do you think can competing and maintaining quality
be achievable for companies for original branded products like Cadbury, Rayban,
etc to tackle the other duplicate products?
3. ABC Ltd is a leading corporate in India in FMCG. After an extensive research
by their Marketing department they found out they should diversify into Foods &
Beverages. The top management decided to get in the manufacturing of a coconut
flavoured soft drink and a coconut flavoured milk based drink. Pumping capital in
the venture into the business is not a major concern for the company as they have
many regular investors on hand. The company would like to have a major presence
with a pan India distribution network
a. Do you think the idea of getting into the business of a coconut flavoured drinks a
feasible business/ product on for a FMCG company? Give your views with reasons
b. Assuming that the business idea would have a very encouraging response,
suggest a suitable plant location to set up the beverage manufacturing. Give
reasons for the same.


subject coaching.
Retail Store Operation and Inventory Management

1. If you are owner of a multichannel retail stores, would you offer the same
assortment of products for sale, at the same price on its website and the physical
store? Why or why not? Give examples.
2. Discuss strategy for market penetration, a retail format development, a market
expansion and a diversification for growth that a large retailer like Tata Clique or
Best Buy may use.
3.a. Analyze effect of efficient supply chain system on increase in retailer’s level
of product
availability and decrease in inventory investment.
3.b. Evaluate from Retailers as well as customer’s perspectives use of
manufacturer’s brands vs private label brands in retail operations of a large retail
chain?

Sales Management
1. The management of ABC & Co. is losing sales due to superior product offerings
by their competitors’ Please help the management of ABC & Co. to change their
Product Policy and Product offerings you may give illustrations for the same.
2. Trained Man Power is an important aspect for sales growth, how does a
company recruit the right sales Personnel and trains them to meet their objectives.
3. CASE STUDY - Cipla
Cipla is one of the biggest manufactures of bulk drugs and formulations.
The company has introduced several formulations and active pharmaceutical
ingredients (APIs). It commissioned the second phase of its manufacturing
operations in Goa and has entered into a research alliance for biopharmaceutical
products with a Bangalore=based biotech company This makes it one of the
leading Pharma companies of India
Cipla exports a wide range of APIs and formulations to over 150 countries. Cipla
has entered into new arrangements with leading US generic companies for the
supply of a wide range of finished dosage formulations. They have obtained
approvals from USFDA, MHRA of UK, PIC of Germany and WHO, for most of
their drugs. Its overall profitability was due to the optimisation of resources and
implementation of rigorous cost control measure.
Cipla focuses on technological excellence and innovation to improve its
performance both in domestic and international market. The company has already
accepted the growing importance of strategic alliances for research, manufacture
and marketing, in the changing business environment.
a. Outline the Strengths of Cipla in having a competitive edge in the International
market
b. Do its arrangements with US companies help in Product development?


subject coaching.
Services Marketing
1. The recent epidemic of Coronavirus has really affected the world very badly.
One of the sectors worst affected are Travel & Tourism. SOTC India has seen a
severe fall in business in the last few months and does not see light at the end of
the tunnel anytime soon. If the situation continues this way, it may lead to them
shutting down many of their branches and laying of many employees. The sluggish
Indian economy is not helping their case too. You are hired as a consultant by them
to suggest possible solutions and strategies in order to combat this problem? Keep
in mind IIHS and the service marketing mix.
2. The recent judgement by the Supreme Court with regards to AGR has forced
Vodafone Idea to pay a huge amount as fine before the deadline. This hurts the
already bleeding company even more. Post the entry of Jio, the telecom market has
gone through a complete turmoil with the low rates and growing taxation burden.
The situation has turned so bad that Vodafone wants to quit the Indian Market. The
recent price increase has not helped improve the situation a lot. Can you as a
student of Service Marketing analyze the problem at hand and provide possible
solutions and revenue streams or methods to contain losses? Use the SERVQUAL
Model to analyze the same? Also use the concept of Customer Loyalty to your
advantage?
3. The recent decision by the Indian Government to divide the State of Jammu &
Kashmir into Union Territories and open it for investors of the world has been met
with a lot of cheer by the Industry. Kashmir sure has a lot to offer but it also brings
with it, its shares of problems. Use the Service Branding Model, Service
Communication Model and Moment of Truth to your advantage?
a. You are a part of the planning team organizing a summit to invite investors from
the service sector to tap Kashmir’s potential. Can you suggest strategies in order to
woo the investors?
b. Can you also enlist the hurdles that will come by and suggest possible solutions
for the same?


subject coaching.
Strategic Management
1. Godrej & Boyce has announced plans to set up a “Smart Factory” at Khalapur, a
small town surrounded by villages at Raigad district about 60 kms from Mumbai?
Perform a Stakeholder analysis comprising of 3 steps & outline all the processes
that you shall follow as a consultant to Godrej to satisfy the needs of all
stakeholders.
2. Délifrance is a bakery company that produces "French style" bakery, savoury

and snacking products that wishes to enter India’s Retail market. Conduct a
PESTLE analysis for Délifrance in India & suggest whether Délifrance should
enter India or otherwise
3. Pertamina is an Indonesian Oil & Gas corporation that wishes to enter India & is
competing against Reliance Industries Limited.
a. As a consultant you are required to recommend whether backward integration or
forward integration is a superior strategy to compete against RIL in India? Which
one of the alternatives would you choose to your client & why? Justify with
reasons
b. In your opinion, in case Petramina wishes to diversify into unrelated
diversification, which sector in India would you consider as attractive for the
company to diversify? Choose only 1 sector. Specify statistics such as Growth
potential of that sector, advantages of doing business in that sector, etc.

subject coaching.
Corporate Finance
1. Alpha Ltd is expecting an annual earnings before interest and tax of ₹ 1.5
Lakhs. The company has 10% debentures of ₹ 4 lakhs and cost of Equity capital is
12%. Calculate the total value of the firm and the overall cost of capital of the firm
according to Net Income Approach. Also comment what will happen to the value
of the firm and the overall cost of capital if debt is increased in the capital
structure.
2. The Capital structure of ABC Ltd, is as under:
Equity share capital ₹ 100 Lacs

10% Debentures ₹ 50 Lacs
The sales for the year 2019 are 1.5 Lac units@ ₹ 40per unit
 Also, the variable cost per unit is 20 % of sales revenue
 ₹ 12 Lacs is the fixed operating cost.
 Assume Income tax rate as 40 %
Calculate Operating, Financial and Combined Leverage of the firm and interpret
the result.
3. Neha would retire 30 years from today and she would need ₹ 6,00,000 per year
after her retirement, with the first retirement funds withdrawn one year from the
day she retires. Assume a return of 7% per annum on her retirement funds and if
her planning is for 25 years after retirement, Calculate:
a. How much lumpsum she should deposit in her account today so that she has
enough funds for retirement?
b. How much she should deposit each year so that she has enough funds for
retirement?


subject coaching.
Organisational Theory, Structure and Design

1. Surya Enterprises is in the business of setting up Solar Power plants, which
converts energy from the sun into electricity using Solar Panels. This is a young
company that has been in existence for 4 years and has a seen rapid growth from
being a 25 people start-up to a 1000 people strong company. The company’s
founders have laid a special emphasis on sustainable and ethical business practices,
(including abiding by labour laws) and due to this, as well as being in green energy
space, the company is well regarded by everyone in the industry. However, this
sector is highly cost sensitive and the company faces stiff competition from other
local vendors who operate on lesser margins by adopting less ethical practices.
Another factor affecting margins, is that 70% of the cost of the project is the cost
of the Solar Panel itself. These panels are imported from China and thus the
profitability is closely linked to the cost at which the panels are procured. With the
Indian government coming down heavily against dumping by Chinese companies,
as well as a surge in demand for panels in China, the cost of solar panels has
increased. The government is encouraging the spread of solar energy based plants
through special schemes to encourage the generation of clean energy. However,
new plants that are coming up, the system of allocation is through open bidding
and goes to the lowest tariff offered, and the tariff has been going down steeply.
This has further impacted the profitability of these ventures. On the positive side,
technology is changing rapidly and discovery of cheaper and better materials is
making the panels smaller and cheaper.
Given the above scenario, the company is now planning to evaluate whether the
business is sustainable or not. Surya enterprises has hired you to do an
organisational analysis using the PESTLE method
Q. Define the elements of PESTLE and using the information given in the case
above, wherever possible list out the various aspects of the PESTLE relevant to the
case.
2. Pradeep Foods was started by Pradeep Panigrahi, to provide wholesome and
reasonably priced food options to young professionals working in business parks.
The primary goal of Pradeep Foods was to deliver piping hot food, prepared with
minimal quantities of oil and spices, using only fresh seasonal produce. The
company started its operations in Mumbai and very quickly moved to all the major
cities in India. Initially, when each branch was being set up, Pradeep would stay
there for 2-3 months to start the office and train the teams. He would personally
supervise the menu, and based on customer feedback tweak the menu to satisfy his
customers. The food services were well appreciated and their customer base grew
at an exponential rate. Pradeep bumped into you in a conference and shared his
concern that his organisation is becoming too big to manage. He is has heard of a
functional structure and a divisional style structure and asks you to recommend
which structure is better in his case.
Q. Detail out what a divisional structure and functional structure are, listing out
benefits and disadvantages of each as per the case given above.
3. Kapoor & Co is a family run business, which has been in existence for many
years. The MD, Mr. Kapoor, knew each and every employee in his company and
ran the company like his extended family. He was personally involved in every
performance and increment discussion and would take the final decision for each
employee. The employees were quite happy in this set-up. After a few decades,
Mr. Kapoor decided to retire from the company and put in place a professional
management team to run the company. The new management team has been hired
from other companies and has been given a free hand to run the company. The first
step they took was to put in place a structured performance appraisal process, to
assess and evaluate the employees. The employees became very agitated at the
introduction of the new process and the feedback reached Mr. Kapoor.
You are the CEO of this company and Mr. Kapoor wants to meet you to
understand what is happening. You see that this is a classic case of the company
following Greiner’s Life Cycle model.
a. Describe the 5 stages of Greiner’s Life Cycle model giving the context from the
case
b. Describe the need for change management as well as the approach you intend to
follow using Lewins 3 step model


subject coaching.
International Business
1. In the US-China Trade war, what are the trade control measures taken by both
the countries. How are the US & Chinese companies getting affected?
2. Discuss the effects of regional integration in terms of trade creation and trade
diversion. Prepare a list of Regional Trade Agreements of India
3. Read the passage and answer the questions mentioned below the passage.
Coronavirus has put a spotlight on the economic decoupling of China and some
developed countries. With factories shuttered and consumption stalled,
multinational companies have been forced to shift production elsewhere. Apple has
warned investors that its revenues will take a hit as a result of the outbreak. A
gradual decoupling of global economies has been under way for a few years. The
South Korean electronics group Samsung, for example, has been closing Chinese
plants and opening others in Vietnam. Mexico has benefited from some US
corporations moving their supply chains closer to home. But decoupling will
undoubtedly speed up as Beijing’s opacity in handling the coronavirus epidemic
highlights the risks of doing business in China.
There are marked similarities between the virus and decoupling itself. There is
what you see on the surface (masks and panic or supply chain shifts and profit
warnings) and then there is what you can’t know: how many victims the outbreak
will claim or what the world will look like economically and politically in five to
10 years, as globalization dissolves and divides deepen.
Still, it is the job of a columnist to go out on a limb, so let me make a few
predictions about what may lurk around the corner if the decoupling continues. An
increased risk of violence in Taiwan, the inability of Europe to defend its own
liberal democratic values, and a world in which smart devices can no longer speak
to each other across borders are distinct possibilities. And all of these things could
fundamentally reshape the global economy and geopolitics. The most pressing
issue in the short term is Taiwan, whose firms make most of the world’s
semiconductors. The majority are produced by Taiwan Semiconductor
Manufacturing Company, a contract chipmaker that supplies US
companies, including Apple, and a number of Chinese firms. Semiconductors are a
key area in which the Chinese are not yet technologically self-sufficient. In
hardware (from routers to switches to handsets), areas of software and high-tech
services, the Chinese have already largely decoupled from the US. Consider the
success of homegrown firms such as the smartphone maker Xiaomi. Or the
telecoms group Huawei’s efforts to build bespoke Chinese operating systems. Or
the fact that many of the most innovative new mobile apps are developed in China.
But semiconductors require huge amounts of capital investment and research
effort. It could be a decade before China can fully develop its own industry. In the
meantime, it will be dependent on Taiwan, which not only supplies US companies,
but where support for democracy is growing. This begs the question of whether, or
perhaps when, Taiwan’s semiconductor industry might become a political hot
potato, as both China and the US try to build their own independent high-tech
sectors.
It is hard to imagine that Taiwan will be able to operate in both orbits indefinitely.
As one telecoms analyst put it to me recently, “What’s happened in Hong Kong is
fascinating and disturbing in part because it raises the question, what happens if the
same thing occurs in Taiwan?” Imagine a world in which cross-border banking,
online shopping and data sharing becomes bifurcated between two systems. That is
a reality we may be heading towards. Apple and other tech companies would
certainly take a valuation hit in such a future. But so would many others in
industries beyond technology. As with coronavirus, the effects of decoupling will
be both unpredictable and exponential.
(accessed from https://www.ft.com/ on 27th February,2020)
a. Do you think that globalization is under threat? Are transnational firms going to
become extinct? Give your comments with reference to the passage.
b. With your knowledge of International Business, explain how different political
systems across nations may create risks for the conduct of business.


subject coaching.
Taxation- Direct and Indirect

1. Ms. Ankita completed her MBA from DAVV, Indore. She joined an enterprise
as an Accounts Manager at a CTC of Rs 650000. She invested Rs 150000 in PPF
and paid mediclaim for herself Rs 15000 using cash as a mode of payment. Discuss
and compute her tax liability assuming she is residential individual for the
Assessment year 2019-20
2. Ms. Urrjja is running successfully the business of supplying &selling woolens
on the digital platform. She is keen to understand how business expenses are
allowed under the Indian Income Tax Act 1961. However, these days she is more
concerned about whether there is any provision under the Act which allows
claiming deductions in relation to residuary expenses.
As a knowledgeable person in taxation, how will you address the worry of Ms.
Urrjja. Is there any provision under the IT Act which allows to claim deductions of
residual expenses? If yes, how can she avail the benefit of the said provision for
her business?
3. Mr. Mohan, aged 65 years, derives Rs 7.5 lacs as salary from Amiir PanWala &
Company for the year ended 31.03.2019. He supplies the following information to
the accounts department of the employer. (Applicable Assessment year 2019-20)
Particulars Amount
Loss from one of the Self - occupied property Rs 200000
Loss from let out house property Rs 360000

Interest from Flexi Fixed Deposits Rs 150000
a. Explain and examine the applicability of TDS provision

b. Compute total tax liability and monthly deduction for TDS
Consumer Behavior
1. GSK Horlicks is an iconic health drink for kids. Over the years, the brand has
introduced several variants of Horlicks. What is segmentation and targeting?
Identify the type of segmentation done for each of the following:
 Horlicks Chocolate for fussy children who like fun flavors

 Mother’s Horlicks for pregnant women and lactating mothers
 Junior Horlicks for newborns and infants
 Horlicks Lite for calorie-conscious adults
2. What are the steps in the consumer decision-making journey? Describe your
decision-making journey for the following products:
a. Sugar
b. Men’s aftershave lotion
c. Smartphone
3. a. Explain the different adopter categories in the Innovation adoption process,

taking the example of any innovative product of your choice.
3. b. What are membership groups and symbolic groups? Discuss 1 membership

group and 1 symbolic group from your life.


subject coaching.
Employee Development & Talent Management
1. Pure for Sure enterprises is a leading Chemical manufacturing company with a

presence in more than 8 countries. Currently, they use the forced distribution
method of appraisal. Prabhat, the newly appointed Head of HR has been entrusted
with the task of redesigning their Performance Appraisal System. What are some
of the modern methods of appraisal that Prabhat can consider? What are the
benefits of Performance Appraisal system for the organization?
2. Great places to work such as Google, Intuit and Apple recognize and respect the
fact that their workforce comprises of dual career couples. Such couples have to
deal with dual responsibilities and may find traditional workplaces stressful and
less attractive. How are these organizations making their workplaces friendly for
dual working couples? What are some of the advantages of Flexible working
patterns
3. a. You as HR head of the organization for Yummy Burgers have been asked to
prepare an on-the-job training schedule of the front desk service agents. What
options will you consider?
3. b. As the head of Talent acquisition team, you want to outline the process of
talent acquisition that the team can follow. Enumerate and explain the steps
involved in an effective talent acquisition practice.
Financial Accounting & Analysis
1. Ms. Sandipa is the accounts executive for a company called SS Enterprises. Her
job description requires her to supervise the process of recording of the
transactions of business and to ensure that all accounting assumptions are taken
care of. However, her junior executive is confused about the concepts of the
accounting period assumption and the Separate entity assumption. Elaborate how
Sandipa can explain the concepts to her junior with the help of suitable example.
2. Marry Kom is planning to invest in the share market. She has a profile of risk
seeker investor but she believes that before investing it’s important to understand
market ratios effectively. Discuss any five market ratios with their importance that
Marry Kom should look into before undertaking any investment decision
3. The following information is available in relation to Britannia Baby Company.

The Company has profit before taxes of Rs 50 lacs.
a. Classify and give reasons for the cash flows falling under the operating activities
b. Classify and give reasons for the cash flows falling under the investing activities
Particulars Amount
Rs in
(Lacs)
75
1. Tangible assets purchased during the year
?
2. Depreciation charged on these tangible assets for the year @
10%
95
3. Stock sold for the year
150
4. Loan given to Big Boy Company
?
5. Interest received from Big Boy company for the said loan
@11.5%
10
6. Shares purchased of a company called as Arvind Mills
1
7. Dividend Received from Arvind Mills
?
8. Taxes paid for the year @ 30%


subject coaching.
HR Audit
1. CottonCo is a manufacturing company with offices across India. They have well
defined HR policies and an active HR team. They regularly conduct an Employee
Satisfaction Survey to assess the level of employee motivation. Last 3 years saw
the satisfaction scores go down. One key area of disconnect was found to be the
compensation and benefits area. Your firm has been appointed to Audit the
Compensation and Benefits provided and suggest appropriate steps.
What steps will you follow to do a compensation and benefits audit of the
company?
2. Patel Enterprises is in the business of Electrical motors. They had recently tied-
up with a Japanese company to supply motors to them. When the Chairman, Mr.
Patel, visited the Japanese company factory, he was very inspired by his Japanese
client’s practices. He then decided to go in for a Business excellence model, which
would help the business use a structured approach to total quality and excellence,
to achieve sustainable business growth. The Chairman is keen to include the HR
department as part of this excellence journey and has appointed your company to
help him with this. Your company has recommended the creation of a HR
scorecard. To help the Chairman understand this concept, you need to share a note.
Give a detailed note on what the HR Scorecard is, as well as the inputs that go into
creating the scorecard and the steps to create the scorecard.
3. Polestar Finance is a fin-tech company started by a seasoned entrepreneur. The
company has seen rapid growth into a well-established organization. The founders
have set a clear strategy and the same has been shared with all the employees. The
company hired an external Human Resources consultant who then redefined the
policies to keep them in line with the overall business strategy. A recent
satisfaction survey showed that the employees felt that there was a big difference
between the aim of the policy and the actual implementation.
The current HR team was set up at the start of the company’s operations and has
efficiently managed the basic HR processes so far. However, they are now finding
it
difficult to handle the new processes that the consultant has put in. The CEO has
hired your firm to conduct a HR audit. To present to the CEO:
a. Detail out the Levels of HR Audit you will focus on as well including the
reasons for the same
b. A brief note on the steps you will take to audit the company.
International HR Practices
1. CANDID Systems Ltd is a leading Indian IT company based in Mumbai. The
company has expanded to Africa in 2018 and now company is reviewing its HR
Practices in Africa. You, as an HR Manager, are asked to look into the issue of
ethics and responsibilities that employees of CANDID may face in Africa.
Highlight some of the ethical dilemmas that employees may face.
2. AUTOZONE Pvt Ltd is a two wheeler manufacturing company in India. It is
planning to expand to Indonesia to capture its emerging market. As a
manufacturing organization, there could be a problem related to employee
relations. In order to face this problem better, the company has asked you to
identify the key issues in international employee relations. You are an HR Manager
of AUTOZONE Pvt Ltd. Identify the key issues.
3. EFFIX LTD is a leading FMCG company in India and it is planning to expand
its operations in South America. For this company has set up a wholly owned
subsidiary in Brazil. A team of 50 employees is formed to take up this new project
in Brazil in this background, answer the following:
a. What will be the components of pre-departure training program?
b. On which job related factors training would be required?


subject coaching.
Sales Management
1. The management of ABC & Co. is losing sales due to superior product offerings
by their competitors’ Please help the management of ABC & Co. to change their
Product Policy and Product offerings you may give illustrations for the same.
2. Trained Man Power is an important aspect for sales growth, how does a
company recruit the right sales Personnel and trains them to meet their objectives.
3. CASE STUDY - Cipla
Cipla is one of the biggest manufactures of bulk drugs and formulations.
The company has introduced several formulations and active pharmaceutical
ingredients (APIs). It commissioned the second phase of its manufacturing
operations in Goa and has entered into a research alliance for biopharmaceutical
products with a Bangalore=based biotech company This makes it one of the
leading Pharma companies of India
Cipla exports a wide range of APIs and formulations to over 150 countries. Cipla
has entered into new arrangements with leading US generic companies for the
supply of a wide range of finished dosage formulations. They have obtained
approvals from USFDA, MHRA of UK, PIC of Germany and WHO, for most of
their drugs. Its overall profitability was due to the optimisation of resources and
implementation of rigorous cost control measure.
Cipla focuses on technological excellence and innovation to improve its
performance both in domestic and international market. The company has already
accepted the growing importance of strategic alliances for research, manufacture
and marketing, in the changing business environment.
a. Outline the Strengths of Cipla in having a competitive edge in the International
market
b. Do its arrangements with US companies help in Product development?
Strategic HRM
1. SONA Ltd is a mobile handset manufacturing company from India. Due to
tough competition, the company is finding it difficult to survive in the market. Top
management is considering downsizing of staff to reduce the increasing cost.
Before doing the same, company has asked you to assess the impact of downsizing
on organizational performance. You are an HR Director of the company. Assess
the impact of downsizing on organizational performance.
2. VICTORY Pvt Ltd is an Edutech company offering online certification
programs to college students and corporate employees. The company is planning to
set up a performance appraisal system to enhance the performance levels of
employees. You are an HR Manager of VICTORY and company management has
asked you to identify strategic issues in designing performance appraisal system.
3. MARKETEX Is an upcoming digital marketing company from Mumbai.
Company is going for massive expansion for which more employees need to be
selected. Before going for recruitment and selection drive, the company wants you
to do the followin
a. As an HR Manager, you are asked to identify strategic issues in selection.
b. Which selection tests can be administered during the selection exercise?

subject coaching.
Business Economics
1. The concept of elasticity for demand is importance for determining the prices of
various factors of production. Discuss the various factors that influences the price
elasticity of demand
2. Complete the hypothetical table below and explain in brief, the behaviour of
each type of cost.
Quantity Total Total Tota Average Average Average Marginal

Fixed Variable l Fixed Variable Total Cost
Cost Cost Cost Cost Cost Costa
0 0
1 25
2 40
3 50
4 60
5 100 80
6 110
7 150
8 300
9 500
10 900
3. Demand forecasting in an organisations plays a vital role in business

organisations
It provides reasonable data for the organization's capital investment and expansion
decision.
a. Keeping the above statement in consideration. Discuss the various steps
involved in demand forecasting
b. Discuss the various needs for demand forecasting in business organisations?
Information Systems for Managers

1. Customers today are using different channels to engage constantly with their
preferred brands. These customers are responsible for spreading electronic word-of
mouth thereby influencing others. You have recently started your venture of an
online grocery store. As an organization that has traditionally been dealing with
customer’s offline, you realize the need to turn to using customer relationship
management software to engage with your customers. What are the pros and cons
of using this as a means to engage with customers effectively? Justify your
standpoint.
2. Green IT (green information technology) is the practice of environmentally
sustainable computing. Green IT aims to minimize the negative impact of IT
operations on the environment by designing, manufacturing, operating and
disposing of computers and computer-related products in an environmentally-
friendly manner. As a digital consultant to a mid-size organization what
approaches to Green computing will you recommend to this organization? What
are the benefits an organization can reap by implementing green practices?
3. The Indian mobile market has grown significantly over the past couple of years.
The gaming industry is undergoing a massive evolution because of the mobile
revolution. Investments from big players such as Alibaba, Tencent, Nazara and
Youzu has led to a rapid growth of gaming in India. The market value of the
gaming industry in India was around 62 billion Indian rupees in 2019 and was
estimated to go up to over 250 billion rupees by 2024. As the country with the
largest youth population in the world, India is embracing the new generation's
interests in digital sports and entertainment. Approximately 55 percent of casual
gamers and 66 percent of the heavy gamers across India were seen to be below 24
years old in 2016. Of these, the heavy gamers simply preferred to use their mobile
phones as gaming devices instead of the traditional desktops or even laptops.
Mobile gaming in the country is growing at a rapid rate due to development and
affordability of smartphones. The market value of mobile gaming in India was
estimated to reach about 405 million U.S. dollars by 2022. The number of mobile
phone gamers was anticipated to be around 628 million by 2020 according to the
forecast. Computer and console gaming has played a huge part in shaping up the
gaming industry across the country in the last two decades.
(Source: https://www.statista.com/topics/4639/online-gaming-in-india/)
a. What are the different cyber-crimes that can be caused by playing online games?
Give examples.
b. How would you educate your customers to prevent them from being a victim to
cybercrime while playing online games?


subject coaching.
Management Theory and Practice

1. M/s Landmark Construction is facing severe issues between the Management &
its union on salaries and other matters. Both the parties are extremely strong & are
not willing to budge from their respective stands. As an external consultant, you
have been advised to identify & verify all possible conflict resolution techniques.
Enlist the advantages & disadvantages of each of these techniques & suggest the
best possible conflict resolution technique to solve this standoff between the
management & the union.
2. You have been appointed as an external consultant to M/s PoleStar & Co. It has
been observed that employees are currently unsatisfied with the policies of the
company & furthermore, a lot of employees have been leaving the organization.
What would you do to motivate existing employees & to get hold of new talent
from the marketplace. Suggest at least 5 innovative approaches towards employee
motivation
3.a. Perform a SWOT analysis on IBM USA?
3.b. Which type of Organizational structure does IBM follow (Functional,
Divisional or Matrix?) & enlist the advantages & disadvantages of this form?


subject coaching.
Organisation Behaviour
1. Leadership is said to be a vital quality which is becoming very rare in the
organisations. It would not be wrong if we say that it is a progression where an
individual solicits the backing of other entities for the completion of mutual
objectives. The leaders are the visionaries and also act as a catalyst in terms of
influencing and inspiring others. Based on the above statements discuss the
significance of leadership in any organisation. Conclude by answering that how the
organisation would fare if leadership is not right?
2. Harvey and Louis are Team leaders of team A and B respectively. Harvey is
very open to feedback and does not let his perception rule his decision. He takes
action based on facts and figures whereas Louis get carried away with his
perception. Team A is very happy and motivated team which is clearly visible by
their performance and just the reverse goes for team B. Louis takes aid from a self-
help book where he reads about the managerial implications of perception. When
he does a self-analysis he understood that all this while he was working totally
under the influence of his perception. Louis decides to take a plunge and modify
his behaviour. Discuss any three managerial implications of perception and
conclude by stating that what could have made Louis change his way of behaving?
3. Karan and Jacob are co-workers. They both are working in the same project but
their work values are very different from each other. Karan belongs to GenX (The
X Generation) and relies a lot on the team-work as well as its (team’s) progression
and upliftment, whereas Jacob is from GenY (The Y Generation) or the Millennial
and for him self-reliance is more important. Though they share a great personal
rapport they always are found having disagreements at work.
a. Explain the reason for their disagreement? It is natural to have such
disagreement, give concluding remarks for the Jacob
b. Introduce the value system of your generation. Discuss the rest of the
generations and their values?
Cost & Management Accounting
1. Given the slowdown in the auto sector, Fast Automobile company, a car
manufacturing company wants to go in for an overhaul of its operations. The
Management wants to review the cost of all its product lines i.e. types of cars it has
in various segments and the way they value their closing stock given the inventory
pile up, to take some strategic decisions.
The Management accountant is asked to prepare a summary of costs to enable the
top team to decide which product to manufacture, discontinue some segments etc.
What are the various types of ways the Management accountant can classify the
costs by Management decisions. Describe any 5. Also, discuss the different ways
in which the company can value its closing stock?
2. Traditional Managerial accounting was all about managing costs whereas
Management accounting has undergone a sea change, given the change in the
overall Global environment. Discuss and describe in relation to the following -
 Growth of E-Commerce and e-business. Share atleast 2 practical examples.
 Focus on cross-functional Groups
 Total Quality management concept
How these impacted global management accounting practices
3. Fancy Bag company purchases Ladies Bags from a wholesaler @ Rs 1100/- per
piece. They add accessories and packaging and sell each bag for Rs 1800/- per
piece. They incur certain fixed expenses. The company wants to understand how
many pieces they must sell in order to be profitable. They seek the help of a
Management accountant to:
a. Ascertain Contribution per piece and as a % of Sales Price
b. Prepare the Profit / Loss account for sale of 200 pieces 300 pieces
Details provided:
Purchase Cost 1100 per pc

Sale 1800 per pc
Expenses Per Month
Rent 50000
Staff Salary 75000
Commission per 10
pc
Introduction to Retail
1. What are the various functions performed by retailer who sell clothes for kids?
2. Elaborate on the importance of Visual Merchandising in retail citing an example
of any unusual display that you have seen?
3. Case Study
 Gits unpacks the utility narrative.
A ready to cook food cook food brand looks to stay relevant, even as its core
promise to convenience is knocked over by a host of new players
New recipes, healthy alternative and national pride-it is a broad sweep of narrative
that the 55 years old home grown convenience food brand is experimenting with,
as it plots its way through a rapidly changing marketplace. A shifts in customer
perceptions and needs and the aggressive expansion of food delivery apps are
forcing gits the homegrown convenient food brand to rethink its value preposition.
The brand has a long history in the country. It came into being 1963 then gets food
products, privately held company launch instant and ready to cook food mixes
under its name. The company is currently managed by the third generation of the
founding Gelani and Tejani families and the brand is being reinvented with new
products being launched, new packaging format and all of this backed with
intensive ad campaigns.
Change is being driving by changing customer’s profiles. More health conscious
and while they look for convenience, Byers are also particular about fresh fare, say
market experts. This is the market Gits seeks to address.
“Gits has always been an all-natural, no preservative brand. However, educating
customers find breaking the myths is a big challenge,” says Sahil Gilani, director,
Gits Food products. The company has recently launched a set of digital firms that
speak to millennial needs about taste and convenient. All of this is package within
a narrative that also seek to maximize the sentiment around two big upcoming
festivals even rakhsha bandhan and Independence day. The company says the
campaign is meant to celebrate both Patriotism and brotherhood and that is an ode
to all soldiers.
Harish bijoor, brain consistent and founded, Harish bijoor consults does not sees
the brand’s promise being effectively conveyed through such ads however. “Gits is
a very old brand and that heritage of brand still sticks to it. Gits need to jump out of
that old heritage. In terms of its current advertising, I do not see that happening.”
The market that gets serves has plenty to offer. “I think it is important to
understand that the young generation that we are talking about is not only about
convenience, but also about rectification of good health due to that convenience.
Associating good health and healthy practice with gits maybe a good way to go
forward,” says bijoor.
The RTC (Ready to Cook) to the RTE (ready to Eat) segment is estimated to be
around Rs.1200 Crores and growing at around 10-15%. Gits claims its accounts for
25% share of the market that has a number of hyper local and local brands. Among
the big brands competing for the same pie are MTR foods, Kohinoor, ITC, Nestle,
McCain food (India) Prabhat and others.
Gillani says that the brand focus in the earlier years was on the export market
because some products were seen to be ahead of their times. But now domestic
sales contributes to the 60% of company’s Revenue and its share is expected to
grow, largely driven by new launches.
According to Gillani the lines between the RCT & RTE categories are getting
blurred in the country today. This is all part of an evolutionary process in taste he
adds, explaining that the challenge for brands such a gits lies in finding the sweet
spot between RCT and RTE, a spot that attracts the young. While they are doing
that, the company is also emphasizing the healthy nature of its product.
Gits now has super food mix like brown rice and flax seeds, idli mix, oats mix and
such other products. It has also launched an organic and vegan version of ready
meals abroad. The company is also looking at the ways to drive the brand deeper
into the food business, by working with QSR that is (Quick Service Restaurants)
and Hotels.
Distribution has also been ramped up and the company says it currently has more
than thousand distributors across the country. It also has an e-store besides selling
through flipkart, amazon and big basket.
Gits is also active on social media and has just launched its 3 digital films, catering
to the younger audience on these platforms. Gillani had said at the time of the
launch, that the films are based on real life situations. And the objective is to use
the realistic narrative to break the myths around its portfolio of packaged foods, by
giving viewers an insight into preserving without preservations.
a. What is Gits into and how long it has been in this industry and what has it gained
in so many years? What is changing in the customer’s profile?
b. How does Gits plan to address this change in profiles and what is the USP of
Gits that seems to be there in this case?


subject coaching.
Marketing Management
Mr. Amish has written a self-help book “Happy Happy” which can be read by
people from all walks of life. The book revolves around a core idea of being happy
in all stages of life. The publisher doesn’t have any distribution network of its own.
Mr. Amish delivers session in many management schools on the topic
“Happiness”. He is very popular among students and corporate. He also delivers
session as a key note speaker in many management conclaves and seminars.
Mr. Amish has no online and social media presence. He doesn’t write blogs or
articles.
Mr. Amish is a good author but has no idea about marketing and distribution of
books. He hires you as a Marketing consultant for overall marketing and
distribution of books.
1. What are the distribution channels that you will use to distribute the product
across Indian market? Explain the same with reason.
2. Suggest the Geographic, Demographic and behavioural segmentation for the
book “Happy Happy”
3. a. Explain five online social media platform through which you will promote the
book.
3. b. Explain the buyer decision making process for purchasing a self-help book.
Merchandising Management
1. What are the elements of a store? How would you go about starting your
own exclusive store of potato chips using innovative techniques of display,
promotions and selling?
2. What are the functions of a Merchandising Manager?
3. Case Study
PepsiCo lays its chips on the hyperlocal highway
The company finesses the regional game for Lay’s and Kurkure, acquires local
taste and habits to beat back competition from homegrown snackmakers.
With southern markets on its radar, PepsiCo India is drilling down into local tastes
and food habits to develop local and hyperlocal variants while rethinking its
positioning tactics. It has just launched a variant for Lay’s that seeks to replace the
traditional papad (rice and lentil crispies) as a meal time snack for southern market.
Lay’s Wafer Style comes close on the heel of its launch of another product aimed
at the same market, Kurkure Masala Munch with gingelly (sesame seeds) oil, a
taste earlier catered to only by hyperlocal labels.
What makes PepsiCo focus so keenly on south and its regionalisation the way to
counter the growing power of the local brands such as Haldiram’s, Bikanerwala,
Balaji and numerous startup labels promising healthy snacks?
Dilen Gandhi, senior director, Marketing- Foods category, PepsiCo says that the
company has always sought to develop new snacking habits in India, with the
objective of catering to the different palates. ” Every region is important to us and
we’ve always tried to connect to all our consumers by providing them with
relevant flavours and textures that are tailor-made for their personal tastes and
preferences” said Gandhi.
The launch of the new Lay’s Wafer Style is in line with the company’s
regionalisation strategy and the south is an important market, the company said.
Experts say that the new launches reflect a nuanced development of the company’s
regionalisation agenda. Initiated a few years back the company started out adding
spicy variants of its products and finding local stars to endorse the products.
Now the launches are better attuned to the local tastes and the positioning reflects
an understanding of meal-time habits, said experts. Repositioning wafer chips to
become a meal accompaniment is a good step, since this increases occasions of
consumptions, said Natasha Kumat, India Food and Drink Analyst with market
research firm Mintel. According to a report that they recently released, India is the
second largest market for snack food after China in terms of volume and third in
terms of value ($5.11 billion) after China ($73.31 billion) and Japan ($7.76
billion). While the gap is huge the potential is too, say market research agencies.
The Indian snack food retail market grew around 17.3 percent in terms of value in
2018 according to Mintel. And 38 percent of Indians have salty snacks alongside
of their meal; the number jumps to 44 percent consumers from the south, added
Kumat.
In south PepsiCo finds itself battling the unorganised unbranded products as well
as regional brands that have developed a deep understanding of the customer. To
take on these brands, it is tapping into local tastes and following local distribution
patterns. According to consumer research reports, in the South 35 percent of
consumers are buying unbranded and 20 percent branded, traditional snacks,
mostly from neighbourhood stores, PepsiCo will also therefore need to tap into
local sweet shops and such stores to grab attention and a share of the wallet.
“We have received great response on our region specific offerings” said Gandhi.
The advertising is also being tailored around local consumer insights. It shows a
young boy relishing what is otherwise considered to be a staple but uninteresting
meal (sambhar rice) with a wafer-style chip as an accompaniment. In south people
eat their rice with papads or some crispy snacks.
According to Kumat, around 40 percent of branded packaged traditional snackers
say that their purchase is influenced by flavour. Hence the introduction of local oils
and spices into Kurkure, which the company said, has been at the forefront of its
regionalisation strategy. The efforts have paid off this far, as South India has
emerged as one of the fastest growing markets for Kurkure over the last six
months.
However, catering to specific local tastes is not the only challenge. With increasing
health consciousness among consumers, brands have to walk the line between taste
and wellness with care. The Mintel study shows that some brands address this by
introducing healthy ingredients into their recipes, while some offer snacks with
high fibre content. It depends on the insights the brands are playing with and given
the market potential, the global brands are all ramping up their ambitions and
efforts to think and act local.
a. Pepsi is trying to cater to the southern market by trying to change the habits of
the consumers with its two new launches. Will this strategy succeed? Why is south
so important market for pepsi. Why do you need local stars to endorse your brand?
b. Why are they trying to market this product as a meal time snack and what is the
percentage of people having salty snack along with their meals and how do you
increase this number? How do people relish their lunch and dinner in south and
what should pepsi do diffent than what the south manufacturers are doing to retain
their market share?
Retail Store Design and Location
1. Ferrari wants to set up its store in Pune. Which would be the most ideal location
and why?
2. What are different types of retail formats? If you were to start a store of your
own which product would you choose and how would you go about setting up your
store
3. Case Study
Taco Bell to open 600 outlets in next 10 years
Taco Bell, the global Mexican fast-food major, is planning to open 600 outlets in
India over the next 10 years. If implemented successfully, this can make India the
second largest market for Taco Bell, after the US, said Liz Williams, president
Taco Bell international.
"India is one of the most important markets outside the US and its diverse nature
offers an opportunity to Taco Bell, as we are adept to embracing change. After the
new plan is implemented successfully, India will emerge as the second largest
market for Taco Bell." said Williams. Currently, South American countries are it
leading markets outside the US.
Taco Bell operates through 500 restaurants in 30 countries outside the US. In the
US it has around 7000 restaurants.
Since it began its journey in India in 2010. Taco Bells growth has been muted. In
2015, it got Burman Hospitality to expand its business and had open up 30
restaurants in total of 11 cities. Now with the focus off its global management on
the local market, Taco Bell will ramp up the process. This year it plans to open up
35 outlets and add up to five new towns in Bengal and Gujarat.in its portfolio, she
said.
The American chain, from the Yum! Brand Group has appointed Delhi's Burman
Hospitality as its master franchisee partner for the same.
Under the current model, Burman Hospitality will own and operate all Taco Bell
outlets with the right to sub-franchise. According the Gaurav Burman, director
Burman Hospitality, it may look to sub-franchise some of the locations in the next
three to five years. "However we would be launching the flagship restaurant’s in
any new location on our own. This would help us establish the brand and set the
standards." He said. While Burman didn’t specify the amount of capital they need
to invest for the expansion, estimates suggest that the firm may need to pump ₹80
to 100 crore a year for the same.
According to Williams, the market is ready for a widespread expansion, unlike
earlier when Yum! brands focused on its other two chains KFC and Pizza Hut in
India.
Currently, there are some 800 operational outlets between the two brands in India.
However, Williams said over the years the number of Taco Bell outlets might
overtake KFC and Pizza Hut.
Questions
a. How many outlets is Taco Bell planning to open in 10 years and what is the
strategy to do so?
b. Why is India becoming such an important market for Taco Bell and whom are
they tying up with and why?


subject coaching.
Advanced Supply Chain Management

1. As a Supply Chain department head, you are stocking large inventory to
improve customer service level. However, there is a high pressure from the
management to reduce inventory cost. Explain with examples how you will plan
for inventory optimization without affecting customer service.
2. As a production planning head you are required to decide on a suitable aggregate
plan for an export order. The demand forecasted are shown below, for next 6
periods. You have with you at present 1050 workmen and each can produce 1 unit
per month (all months have same working days). The beginning inventory is zero.
The production cost is $100 per unit and includes material and labor cost. If you
want to increase the workforce hiring cost would be $30 per workman and to
reduce the workforce the layoff cost would be $70 per workman. Inventory holding
cost is $20/unit per month and backorder will incur $50/unit/month. Make Chase
and Level strategy and explain with reason which strategy you will recommend
Month 1 2 3 4 5 6
Deman 600 900 1200 200 1400 800
d 0
3. You are doing production planning and the performance of your organization
depends on the accuracy of the demand forecast you make for it.
a. Explain the six-step approach you may take to ensure that your will conduct an
effective forecast.
b. What error analysis will you do so as to determine the accuracy of the forecast
you are making
Decision Analysis & Modeling

1. Decision Analysis involves a systematic decision making process. Explain the
approaches to the study of Decision Analysis and Modeling with a suitable
example.
2. Explain the application of simulation in business analysis.
3. a. Solve the following problem:
Maximize Z = 40a + 35b
Subject to: 4a + 6b <= 120
8a + 6b <= 192 and a and b both are nonnegative
3. b. What is the difference between the assumption of linearity and continuity in
LPP?


subject coaching.
Logistics Management
1. Many multinationals are now committing to sustainable development growth
(SDG) due to the recent global climate change and global warming. Discuss with
relevant examples how Green Manufacturing can be incorporated in logistic
planning.
2. What are your recommendations for a successful channel strategy decision that
may help your organization be highly competitive and maximize its profit? Give
examples.
3. A consumer product distributer has a chain of retail outlets. The warehouse and
its stores upkeep are dependent highly on the fluctuating consumer requirement.
Only for 20 to 30 % of the time the full warehouse space is fully utilized (during
peak demand). Most of the other time utilization around the year is less than 70%.
a. According to you, what warehouse strategy should be adopted to improve its
warehouse utilization?
b. Briefly summarize the economic benefits of warehouse.
Supply Chain Management
1. A medical device company sells branded power tools to the hospitals. The
annual demand is approximately 1,800 batteries. The cost price per power tool is
$250 for and estimated annual holding cost is 35% of the product’s value. It costs
approximately $180 to place an order (ordering cost). The company currently
orders 150 power tools per month (considering LT as 30 days).
a. Determine the ordering, holding, and total inventory costs for the current order
quantity.
b. Determine the economic order quantity (EOQ).
c. How many orders should be placed per year using the EOQ?
d. Determine the ordering, holding, and total inventory costs for the EOQ.
2. M/s Futurama, handles a variety of imported auto components. One of the key
components is suspension systems. Considering the criticality of this part,
company has built a separate storage facility that has annual fixed cost of
US$,5000. Since the components are imported, company is incurring following
ordering costs
 Delivery cost per order = US$2000
 Import Duty per Order = US$300
 Custom Fees per Order = US$200
 Import License per annum = US$200
There is a total demand of 12000 pieces per annum (monthly demand of 1000
pieces with a standard deviation of 100 pieces). The supply lead time is 1 month
with a standard deviation of 0.3 month. company is conveniently placing one order
every month with an average qty of 1000. The cost per piece is US$30. The annual
holding cost rate is 30%. Calculate cycle stock and safety stock point if the firm is
willing to tolerate a 1% chance (Z0.99 = 2.32) of a stockout during an order cycle.
Also calculate the total cost of inventory.
3. a. Explain the situation, when it is advisable to use exponential smoothing
methods of forecasting over the moving average method of forecasting. For a
product in the growth phase of life cycle, which method would you prefer any
why?
3. b. State the difference between the key inventory indicators; Inventory Turns
Ratio and Days of Inventory Outstanding. Income statement of Alexa Corporation
from 2019 showed the cost of goods sold (COS) was $39.40 million, and its
average inventory value during the same period was $8.32 million. Calculate
company’s number of Inventory Turns Ratio (ITR) for that year and Days of
Inventory Outstanding (DIO).
World Class Operations
1. What are the sources of environmental pollution? Explain with a suitable case
2. QFD is believed to be beneficial for implementing world class standards in
operations. Do you believe this? If yes justify your answer with examples.
3. a. You are the operations manager of the big manufacturing unit. You have been
asked by the Chief Operating Officer of the firm to prepare a white paper on
Benchmarking for the firm. In this regard explain the different types of
Benchmarking.
3. b. You are the operations manager of the big manufacturing unit. You have been
asked by the Chief Operating Officer of the firm to prepare a white paper on
Benchmarking for the firm. In this regard explain the process of Benchmarking.


subject coaching.
Business Statistics
Match 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15
No.
Player A 8 42 56 68 91 123 12 46 57 137 5 80 14 10 19
Player B 38 44 46 59 57 61 48 42 51 39 58 41 55 45 68
1. For the given data set representing the runs scored by two players in last 15
matches, conduct the following analysis:
i. Which average you will use to summarize the performance of the player? Find
average runs scored for both of the players. Also give reasons for the choice of the
average?
ii. If selection is possible on the basis of consistency, which player would you
choose in the team? Perform the required statistics and justify the selection.
iii. Check whether there exists any relationship among the runs scored by two
players using Karl Pearson coefficient of correlation and interpret the same.
2. On the basis of the following data, the marketing manager wants to predict the
sales volume for the locality on the basis of # households, number of cars and
marketing expense
Sl.No Sales Volume #Household number of cars marketing expense

. s
1 15727 161 3 180
2 9328 99 1 150
3 13681 135 2 175
4 12379 120 2 165
5 15351 164 3 178
6 24174 221 5 220
7 20154 179 4 205
8 20671 204 5 210
9 22978 214 5 128
10 13522 101 1 176
11 22471 231 5 226
12 19529 206 4 296
13 24216 248 3 240
14 11521 107 2 168
15 197.82 205 3 100
i. Draw three scatter plots of sales volume with each of the three variables and
comment on their correlation.
ii. Regress the sales volume on #household, number of cars and marketing
expense. Calculate R square and interpret the same.
iii. Determine which variable is/are significant variable/s. Is there any insignificant
variable? If yes, regress again, by dropping the variable. Will dropping that
variable increases the adjusted R square?
3. a. The height of the students in a certain class is following normal distribution
with mean height as 165 cm and standard deviation of 25 cm. There are 60
students in that class. Determine
i. The number of students whose height is more than 158 cm.
ii. The number of students whose height is lying between 155 and 172 cm.
3. b. Find the lowest height among the tallest 5 student in a class.


subject coaching.
International Logistics & Supply Chain Management

1. A food and nutrition company FNC foods is having operations in Russia. The
company is exploring international opportunities for which they have orders for
their products in the UAE countries. Explain the strategic approach of the company
for successful order execution and brand building activities with the customers
internationally.
2. The company is into chemical manufacturing and exploring opportunities
outside India by launching its products across the most potential and growing
European countries. What is the approach strategy that the company would employ
for the successful identification of markets and launch? Select a country of your
choice in Europe, analyze and suggest logistics and SCM strategies which can
enhance the service quality with on time availability and generating good market
share of the company.
3. A food company named Kakrawala Foods is in the Indian market for about past
20 years. The company had gained reputation and brand identity in the domestic
market by serving various flavors targeting the youth segment. It has orders from a
reseller in USA to market the products in USA. The order types differ as per
seasons ranging from FCL to LCL.
a. Work out a logistics plan and routes how it must ship the products and what
elements of quality aspects are to be taken care and considered while doing so like
containers and packaging.
b. What kind of production planning and pricing patterns it need to implement as
the product is shipped to a reseller and the supply chain strategies to be followed?
Prof.Dr.N.Palaniappan.,MBA.,MCom.,MPhil.,PhD.
Call 9025810064 (whatsapp available) or Mail - Palaniappanmail@gmail.com
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Prof.Dr.N.Palaniappan.,MBA.,MCom.,MPhil.,PhD. has 15 years of teaching

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