Re-Engineering of Artwork Management Process for a Pharmaceutical Company

Drug Discovery

Client Challenge

The client was a global leader in the field of anaesthesia. It engaged UC Strategy to re-engineer the artwork management process

Our Approach

To provide recommendations for artwork management process, UC Strategy adopted the following approach:

  • Understood the scope of study and key objectives
  • Conducted discussion with internal stakeholders to understand the current process
  • Listed best practices based on discussion with Industry experts
  • Conducted data analytics
  • Identified gaps by mapping it to best practices, data analysis and based on inputs from internal stakeholders
  • Validated gaps with internal stakeholders
  • Formulated conclusions and recommendations
  • Documented SOP

Our Impact

UC Strategy provided knowledge about the Process adopted by competitors and best practices, Recommendation for change in process, Organization structure changes, Metrics, IT initiatives and ­­Review mechanism

Defining Entry Strategy For Two Adjacent Opportunities within Building Materials Industry in India

market assessment

Client Challenge

The client was one of India’s leading building material players, being one of the two top players in the Indian Glass market. It had been the global leader in building component industry.The client requested UC Strategy to devise an entry strategy for entering into two adjacent opportunities to their existing portfolio. One was ‘windows’ and the other being ‘glass hardware’. It needed assistance on evaluating entry into two adjacent segment opportunities (products/ services/solutions).The market for opportunities under evaluation is highly unorganized and the client is looking to create a Shapers Role in the market.

For the two opportunities, we defined Entry Strategy into the Indian Market

Our Approach

  • Glass hardware approach
    • Classification of hardware into broad segments for further evaluation (based on functionality, technical requirement etc.)
    • Developing a framework for assessment of segment attractiveness
    • Eliminate the unattractive segments and identify segments for further evaluation
    • Eliminate the unattractive segments and identify segments for further evaluation
    • Devise entry options for the shortlisted segments
  • Aluminium/UPVC window approach
    • Build Context
    • Market Dynamics
    • Customer and Competition Dynamics
    • Assess Overall Attractiveness
    • Market Entry Strategy and Business Plan
  • We then prepared detailed discussion guides and identified stakeholders customers, competitions, and independent service providers in the industry
  • UC Strategy then conducted a detailed primary and secondary research as per above-listed approach

Our Impact

UC Strategy estimated the overall Windows and glass hardware market opportunities in India as per various segmentation pivots (customer segment, channel, product type..etc). Identified key market segments for the client to enter. Also, provided global differentiation play adopted by leading window players across key geographies

 

Defining a Distribution Strategy for Commercial Ceilings Business

distribution

Client Challenge

The client was a US based MNC and a leader in design and manufactur of commercial ceiling systems in India. It was catering to diverse market segments including office, healthcare, education, retail, transport, hospitality and manufacturing segments. The client was interested in developing a distribution strategy to achieve targeted future growth.

Our Approach

To address existing challenges in distribution structure and develop a distribution strategy:

  • Analyzed internal sales data and conduct management interviews to assess current distribution network
  • Conduct analysis on existing distribution channel structure and assess strengths and weaknesses and synthesize challenges
  • Determined region wise market potential and benchmark against current competitors and adjacent segments for distribution practices
  • Identified gaps in current distribution structure – develop and compare distributor profiles, fitment analysis, assess competition and adjacent segments’ distribution model
  • Defined distribution strategy around channel structure, channel management and channel sizing – cost-benefit analysis of distribution model, influence management initiatives and blueprint of distribution strategy.

Our Impact

The client received detailed distribution strategy for its commercial ceiling business in India. The distribution strategy involved various actions points needed to be taken to address challenges within existing distribution structure and re-align the distribution network to achieve targeted growth. The client also received detailed fitment analysis for its existing channel partners and suppliers in the market.

Conducting Market Assessment of MV Motors and MV Drives

Client Challenge

The client was a leading industrial Manufacturer and Systems Integrator established as a joint venture between two very large Japanese companies. It specialized in providing industrial electric and automation systems for industrial plants across many verticals such as Steel, Metals and Mining, Cement, Paper and Oil and Gas. Its current product range includes controllers, DC drives, low voltage and medium voltage AC drives, motors, power converters and software tools.The client was currently in the process of setting up its manufacturing facility at Bangalore that is expected to cater to both the domestic as well as exports market. For the Indian market, the client requested us to focus on the market opportunity for Medium Voltage Motors and Medium Voltage drove in Thermal Power, Mining, Metal, Cement, Fertilizer, Water & Waste Water, Infrastructure, Oil & Gas and Petrochemical segments.

Our Approach

UC Strategy adopted the following approach:

• Defined the market segmentation based on application industries, power ratings (kW and kV), size and replacement/ retrofits
• Conducted primary research with ~350 respondents across end-user segments, EPCs, Consultants, OEMs, Government agencies and Competitors
• Synthesized the findings from both primary and secondary research
• Validated the findings with experts from the industry
• Created market assessment and projections models
• Provided insights on customer buying behavior and key influencers
• Provided details about competitive landscape
• Based on clients product offerings, arrived at the addressable market for the client

Our Impact

The client received the segment assessment and market projections for MV Motors and Drives in India.

Validation of Opportunity in the Indian Ophthalmic Market

manufacturing company

Client Challenge

The client was a global med-tech company and a leading supplier of innovative and indispensable high-tech products based on its advanced optics technologies. As part of its related diversification strategy, the client wanted to enter the service provider landscape in the ophthalmic market in India and had identified potential partners for the same. With regards to this, the client wanted to assess market opportunity in the Indian ophthalmic provider space and validate ‘going-in’ hypothesis in specific regions of the country.

Our Approach

To assess and validate the opportunity in the Indian Ophthalmic market, UC Strategy adopted the following approach:

  • Triangulated primary and secondary research to assess the market size for the ophthalmic provider landscape in India and its likely growth rates based on the disease burden, insurance penetration, investment trends, other drivers and challenges
  • Analyzed the current service provider architecture across locations of study along with their business economics, target demographics and value propositions
  • Estimated the market attractiveness of the locations under study and identified constraints and key success factors
  • Conducted an arm’s length due diligence of the client’s potential partners’ business plans and highlighted any discrepancies/ areas that need to be probed further

Our Impact

The client received a detailed report on the attractiveness of Indian ophthalmic provider space in India with more emphasis on the locations that were studied along with an arm’s length due diligence of the potential partners’ business plans

Defining the Strategic Roadmap for a Multi-National Cardiovascular Company In India

market assessment

Client Challenge

The client was the global leader in the interventional cardiology medical device industry. The top management was seeking to understand the current and future market trends, the impact of regulatory changes on the market and the likely shift in competitive strategies to define its strategy till 2020.

Our Approach

To develop an assessment of market opportunities in the various segments of this industry, UC Strategy adopted the following approach:

  • Assessed the current situation in the market
  • Analysed the client’s primary and secondary sales based on different products and geographies through internal client data
  • Understood channel dynamics and the potential to go direct/eliminate the distributor in the value chain
  • Understood clinician/hospital administrator key purchase criteria and brand perceptions
  • Understood and analyze competitor strengths and weaknesses
  • Understood current and future scenario of potential government regulations that will affect the company’s core business

For this purpose, the UC Strategy team conducted extensive primary research with ~150 respondents (including interventional cardiologists, hospital administrators/purchase managers, distributors, endovascular physicians and other doctors) across 15 cities

Our Impact

We developed and articulated competitive product positioning across the different segments and defined a marquee account strategy and developing a relevant pricing framework. We also drove growth in the endovascular market while focusing on a distributor led model.

Conducting a Market Landscape of the High Tension Motor Market in India

distribution

Client Challenge

The client was one of the leaders in the electrical engineering industry and was manufacturing transformers, motors and drives. They requested UC Strategy the market study of the high tension (HT) motor in India.

Our Approach

UC Strategy landscaped the market, following the following processes:

  • Define the HT motor Industry in India based on frame size, input voltage and power output
  • Estimate the total market of HT motors in India and triangulate the market size figure with sum of the competitor’s sale
  • Extrapolate the demand based on the expansion plan of the key application industries and understand the demand-supply gap in each segment
  • Segment the market based on various machine application, type of motor, frame size and application industry vertical
  • Understand competition on key parameters like production capabilities, focus application segments and the future expansion plans
  • Based on the study, express our viewpoint on the feasibility of entering the HT motor market

Our Impact

The client received details on the market size and the demand-supply in each of the segments. UC Strategy also offered the client an understanding of the competitor’s strategy in the market to evaluate the entry decision in the HT motor industry.

Designing a Competency Framework for One of the Largest Global Port Operators

supply chain

Client Challenge

The client, one of the largest port operators in the world, requested UC Strategy to create a competency framework (consisting of generic competencies, technical knowledge and skill sets) for its flagship port.

Our Approach

To design the competency framework, UC Strategy adopted the following approach:

  • Conducted a diagnostic study for understanding the different roles and responsibilities across the organisation –
    • Conducted in-depth discussions with key personnel
    • Analysed the current set of roles and responsibilities to create job activities for each distinct function in the port
    • Created job descriptions which would span one or more job activity, for all distinct positions across various departments
  • Defined and mapped levels of generic competencies and technical knowledge and skill sets, based on the job activities, job descriptions, and expected growth plans of the organisation –
    • Conducted a pilot across functions to define the competencies and levels within
    • Mapped technical knowledge, skill sets and generic competencies for each position
    • Defined a competency framework and mapped it across all positions

Our Impact

The client received a detailed understanding of the port and the analysis of the different job activities in coordination with the department heads and management team. The client also obtained a detailed competency framework consisting of technical knowledge/skill sets and generic behavioural competencies, with multiple levels mapped against each distinct position across the organisation.

Insights on OEMs’ Behavior in Passenger Vehicles (PV) Market in India

distribution

Client Challenge

The client was a part of USD 8 Bn US-based corporation and a preferred supplier for many of its product categories in India. It wanted to assess the automotive glazing market in India in order to evaluate its feasibility to be a successful player. The top management requested UC Strategy to conduct a study for “Developing OEM Behaviour Insights in Automotive Glazing Market in India”

Our Approach

To conduct this engagement, UC Strategy adopted the following approach:

  • Conducted OEM interviews accounting for ~97% share of PV volume in 2016
  • Conducted interviews with two major suppliers of automotive glazing in the India
  • Conducted interviews with aftermarket players
  • Analysis conducted
    • Size and growth of automotive glazing demand in India. Share of OEM vs. aftermarket demand
    • Pricing practices followed in automotive glazing for OEMs
    • Procurement practices and supplier evaluation criteria
    • The difference in practices across local vs. MNC OEMs
    • Key departments involved from OEMs in automotive glazing sourcing
    • OEM preferences and propensity to pay premium for different glazing features
    • OEMs’ openness to switch suppliers and key switching criteria
    • Profile of two largest glazing suppliers in India

Our Impact

The adoption of the above approach Target OEMs for the client in India, Preferable price points, focus platform, credit and lead time to offer, feasibility for the client to be a successful player in Indian automotive glazing market, KSFs to enter Indian automotive glazing market and Value proposition/ positioning of the client in India.

Defining a Strategic Organisation Review for an International Port

supply chain

Client Challenge

The client, in line with recommendations from a global “Project Future” study, is re-aligning itself to focus on new business verticals, namely logistics services and maritime. Another consulting organisation, in conjunction with ‘Project Future’, has proposed a new organisation structure. UC Strategy was asked to review the proposed organisation structure and suggest changes, where required

Our Approach

The following approach was utilized to arrive at proposed modifications to the company’s organization structure: –

  • Discussions with internal stakeholders
  • Assessment of current and forecasted revenue for different verticals
  • Assessment of current organization structure, including SCO SVP span of control
  • Assessment of extent of overlap between customer base, resources and strategic agenda between the different verticals

Our Impact

Few recommendations were proposed from our end towards the planned organization structure, which included reduction of span of control from 17 to 10 direct reporters for the SCO SVP, Introduction to new roles and responsibilities, where required, Division and function of commercial department and Role of customer service (CRM) department, both centrally and locally