Case Interview Examples - CASE INTERVIEW Illustrative Examples Version 1.0 Table of Contents Example 1 Declining Profits.2 Example 2 Stagnating

Case Interview Examples - CASE INTERVIEW Illustrative...

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CASE INTERVIEW Illustrative Examples Version 1.0
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ConSIG, The Consulting Club of SJMSOM, IIT Bombay 1 Table of Contents 1. Example 1: Declining Profits………… . ……………………………………………2 2. Example 2: Stagnating Growth…………… .. …………………………………….10 3. Example 3: Declining Profits………… ... …………………………………………15 4. Example 4: Declining Market Share… .. …………………………………………19 5. Example 5: Declining Market Share… . …….……………………………………22 6. Example 6 : Declining Profitability…………………… ..... ………………………24 7. Example 7 : Profitability (Revenue Focused)………………………………… ..32 8. Example 8: Market Entry………………………………………………………….. 39 9. Example 9 : Market Entry………………………………………………………….. 46 10. Example 10 : Profitability (open ended question)……………………………..52
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ConSIG, The Consulting Club of SJMSOM, IIT Bombay 2 Example 1 - Declining Profits: The Case: Your client is a spirits company which makes vodka. Of late, they have experienced a decline in profits. Why is this happening? What recommendations can you give to turn this around? Preliminary questions Candidate: Is selling Vodka the only business of the spirits company? Interviewer: Yes, it is the only business. Candidate: I see. So there could be more than one reason for this decline. Where does the client primarily operate? Interviewer: The client operates in the metropolitan cities of India. Candidate: Where do we lie in the value chain? Do we manufacture it and sell it to distributors? Interviewer: That is correct. Candidate: What exactly is the product? Interviewer: It is simply a standard bottle of vodka. Candidate: Since when have we experiencing this decline in profits? How much is this drop? Interviewer: There has been a constant decline for the past 10 years and a rather sharp one last year. Candidate:
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ConSIG, The Consulting Club of SJMSOM, IIT Bombay 3 Which is the geography giving us trouble then? Interviewer: All over India sales have uniformly declined. Candidate: Sure, how is the rest of the industry doing? Interviewer: They are also facing reduced profits but their case is not as bad as that of our client. Candidate: Overall strategy; I would like to study the profit structure of our client in Mumbai to understand what is causing the problem and then proceed to suggest recommendations. Let’s break this problem down into 2 parts:
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