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InterviewerNo. Think about why would someone want to go here other than say aReliance Fresh?RuchikaPrimarily because it is near me or during emergencies. I would rather takeout time over the weekend and go to a Reliance Fresh and buy everythingin one go.InterviewerOkay, if that is the case, how can this store gain market share.RuchikaOkay, so the target includes bachelors who are lazy and like convenience.So what this shop could do is –A) it could provide varieties that others don’t have and could charge apremium on that and cross subsidize the price.B)It could provide discounts.C)It could provide door to door services which would be much cheaperfor the customer versus other options.InterviewerBang on, this is exactly what we did. You have solved the case.57
ApproachGrocery StoreConsumer BehaviourRevenueVolumesNeedsValue AdditionsQualityDiversified ProductsDoor to Door ServiceDiscountsFocus for market shareGeographyCompared to close competitorsMarket Share Estimation –GROCERY RETAIL 58
Performance Improvement –IT CONSULTINGProblem Statement:Canyou tell me the KPIs of the sales team required for hunting?The InterviewCandidate :Maitresh AgarwalSector :IT consultingInterviewerGood Morning, Maitresh. Why don’t you start by telling me somethingabout yourself?MaitreshGood Morning. I was born and brought up in Bihar and have completed myprimary and secondary education from Patna. I joined Economics Programat IIT Kanpur for my under graduation and was working with PwC DiamondOffice in Mumbai for 10 months before joining MBA program here at IIMBangalore.InterviewerGreat, so you do have some bit of experience in the industry.MaitreshYes SirInterviewerOkay so let’s start with a case. We are an IT Consulting company. We havefew,butbigmarqueeclientswhowanttoimprovetheirhuntingcapabilities. Can you tell me ways to help them achieve this goal?InterviewProgressIstartedwithpreliminaryquestions–whatkindofclients,where/what/who are we?MaitreshI restated the problem and asked what exactly am I required to find out.InterviewerCan you tell me the KPIs of the sales team required for hunting?Company :Bain & Co.Type of Case :Cost reductionMaitreshFor the client hunting team – KPIs – Revenue per sale employee, clientsconverted per employee per unit timeInterviewerWhich one do you think is the metric of higher priority?MaitreshRevenue – because number quality of client matter, not just the numberInterviewerOkay, how would you improve this metric for the sales team?MaitreshPerformance linked incentives for the sales (hunting) team so theyachieve the KPIsInterviewerOk,let’ssaythesalesteamisincentivizedandeverything.Theorganization has many functions that support the sales team – e.g.