Management Development Program

1 Management Development ProgramPRE-WORKP rogram Designed for Copyright 2018 GlobalGyan Academy of Management Education Pvt. Ltd. GAVL: Management Development Program Welcome to the MDP. This document has the agenda for the upcoming 3-days Workshop-1 and the readings that you are expected to complete prior to the workshop. Table of Content 1. Workshop-1 Agenda Pg 3-5 2. Readings: a. Note on Strategy Pg 6-10 b. Consumer Behaviour and the Buying Process Pg 11-36 3. Cases: a. Mother Dairy Creating a National Footprint Pg 37 - 54 b.

2 Mahindra and Mahindra Marketing a Low Priced Tractor Pg 55 - 64 c. Dr. Narendran s Dilemma Pg 65 - 72 You are also expected to complete the assigned modules of Financial Acumen prior to the workshop. We look forward to meeting you soon. Srinivasa Addepalli & Vijay Makwana Copyright 2018 GlobalGyan Academy of Management Education Pvt. Ltd. GAVL: Management Development Program Workshop-1 Agenda Day 1: Understanding Business Strategy Time Topic Reading / Case 0900 0930 Introduction 0930 1030 The Essence of Management Mini-case (in class) 1045 1200 External Environment & GAVL Strategy GAVL Presentation & Discussion 1200 1300 1400 1500 Industry Analysis Understanding industry forces and how they impact our business In-class Exercise 1500 1700 What is Strategy How can a company build its competitive position and grow its presence?

3 Case*: Mother Dairy Creating a National Footprint 1700 1730 Day Wrap-up & Briefing on Overnight Task * Please read the case before the session FACILITATOR: SRINIVASA ADDEPALLI Srinivasa Addepalli is the founder & CEO of GlobalGyan Academy which provides advisory and Management education services to corporates. He is a visiting faculty in the strategy area at leading Indian b-schools including IIM Ahmedabad, NMIMS, IIM Nagpur, and IIT Hyderabad. Srini s teaching is focused on the areas of strategy and leadership Development .

4 He works with corporate Management teams in the areas of strategic thinking, financial analysis, M&A and integration, ethics & values, innovation, and leadership communication. Srini has (co-) authored several business case studies, which have been published by ISB/HBSP, IIMA and Ivey. His case on business ethics was the Overall Winner at the ISB-Ivey Global Case Competition 2014. Till mid-2013, Srini was Chief Strategy Officer at Tata Communications, a global provider of enterprise and wholesale telecommunication services.

5 He was responsible for strategy Development and execution, and managed all new strategic initiatives at Tata Communications including growth plans, entry into new markets and mergers and acquisitions. Earlier, he worked in the Tata group Chairman s office, coordinating the various telecom activities of the group. Copyright 2018 GlobalGyan Academy of Management Education Pvt. Ltd. GAVL: Management Development Program Workshop-1 Agenda Day 2: Creating Customer Value Proposition Time Topic Reading / Case 0900 1100 Individual Task Presentations 1115 1300 Customer Buying Behaviour How do customers make buying decisions; what are their motivations?

6 How can sellers influence the buying process? Case*: Mahindra & Mahindra Marketing a Low Priced Tractor 1400 1600 Customer Segmentation and Value Proposition Understanding how to segment customers using various methods. How do we use the insights generated from segmentation to create a unique value proposition? Mini-case (in class) 1615 1700 Market Forecasting Tools and techniques available to build demand forecasts and anticipate market trends 1700 1800 GAVL Customer Experiences Presentation on GAVL customer segments, their priorities, and our solutions * Please read the case before the session FACILITATOR: VIJAY MAKWANA Vijay Makwana is a Management consultant working in the areas of country, market and industry attractiveness and entry strategy; marketing strategy and execution.

7 And go-to-market, sales and distribution strategy and commercialisation of products & services. Vijay has nearly 20-years experience in the areas of sales, marketing, and brand-building across industries (FMCG, real-estate, banking, consumer durables, jewellery) and markets (India, Australia, Belgium). He has worked with Marico, Standard Chartered, Rio Tinto and Indiabulls amongst others. His last role, prior to his consulting stint, was as Category Marketing Director at Whirlpool India. Copyright 2018 GlobalGyan Academy of Management Education Pvt.

8 Ltd. GAVL: Management Development Program Workshop-1 Agenda Day 3: Problem Solving and Decision Making Time Topic Reading / Case 0900 1000 Market Forecasting Exercise Apply forecasting tools to build market / product scenarios for next 12-36 months In-class Exercise 1000 1100 Problem Structuring How to identify multiple perspectives to a situation, and define the most appropriate problem. Mini-case (in class) 1115 1300 Problem Solving Analytical tools for problem solving. How to identify and overcome biases in decision making Case*: Dr Narendran s Dilemma 1400 1600 Financial Analysis for Decision Making Apply the basics of financial analysis to understand the company and business unit performance Mini-case (in class) 1600 1730 Dairy Don Game Apply concepts of market, customer and business analysis to take decisions and see results in real-time 1730 1800 Conclusion and Next Steps Discussion on Action Learning Project * Please read the case before the session FACILITATOR.

9 SRINIVASA ADDEPALLI Srinivasa Addepalli wrote this Note solely to provide material for class discussion. The author does not intend to illustrate either effective or ineffective handling of a managerial situation. Copyright 2018 GlobalGyan Academy of Management Education Pvt. Ltd. Note on Strategy What is Strategy In the masterpiece Harvard Business Review article, What is Strategy? Michael Porter defines strategy as having three key elements (Porter, What is Strategy?, 1996): Creation of a Unique and Valuable Position Making Choices and Trade-offs Creating Fit among a Company s Activities Unique and Valuable Position You must have heard this phrase in sport like cricket or chess.

10 This is the winning position! What does that mean? It means that in your battlefield, or playground, or market place, you have created a situation whereby you have an advantage over your rivals, and therefore, a chance to win. Moreover, it is just not about having a chance to win, but having a stronger chance to win! In short, you are positioned such that it is tough for your rival to catch up with you. In comparison to your rivals, a winning position not only means that you are different or unique but also that you are attractive to your customers.