Silvio Napoli in Schindler

India
Huyen Thu Do
Tom Nicolai Johansen
Trang Hong Trinh

1. Was Silvio Napoli the right choice?

POSITIVE

Flexible generalist

Aggressive and energetic

with strong desire to
succeed

Willing to go to India

NEGATIVE

Experience limited to HQ
staff role

No real world industry

and international exposure

High warrior and low

monk

OVERALL: risky appointment but top management

believed that Silvio was worth gambling on for this
Indian test market

2. Evaluation and Recommendation

POSITIVE:

Method for selecting the management team: logical and well thought

His desire to get buy-in to his business model from the start

NEGATIVE:

Strong-headed and single-minded

Lack of time for settlement

Warrior management style

Chosen segment was highly competitive, competing head to head

with Otis (50%)

ADVICE:

Reevaluate their business plan with the entire management team

Cross cultural management

Targeted market and local adaptation

3. Advice on non-standard glass

wall elevator ordered

Silvio should reassess the business plan with

input from the Indian team. Locals were not
included from the start.

Original plan too rigid. Difficult to know the

Indian market just from external analysis.

Seems like the Indian market demanded more

sophisticated products than anticipated.

Also less competition in the up-scale market.

3. Advice on non-standard glass

wall elevator ordered
Conclusion:

Should revisit the business plan and consider

to include more customized products also the
glass wall elevators.

Strengthen the tense relationship with

European plants and include their expertise in
the Indian venture; This is Schindlers
competitive advantage!

Pursue profits from support and maintenance.