selling to india Essay

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Selling into India: Lessons From Silvio Napoli No amount of process re-definition could have saved Schindler the pains associated with attempting to move into India with a low-cost strategy. Fundamental assumptions about India just wanting low-cost elevators where customization wasn't a requirement took the effort of creating a subsidiary to learn from. For the last four years I've been teaching an international business course occasionally for a local MBA Program. My students are all working professionals who come to class for discussion and debate, not sermons. Case studies are the perfect teaching tool for this audience; there is plenty of room for debate and analysis. Layer in expansion into high-growth economies, and class…show more content…
China is a tough sell. Silvio relayed how the lessons learned in India are useful for selling into China; yet he says the effort required is significantly greater than getting sales in India once Schindler began customizing its elevators. He says there are successes in China but he thinks companies are thinking it's much more painless than it really is. Don't take the alliance between India and China lightly. Silvio sees this development as fundamentally re-defining the region and having global impact very quickly. An excellent analysis of the strategic impact of this relationship has been written by Jairam Ramesh, a member of the Indian parliament, in the April 18th edition of the Wall Street Journal. The article is here, and you'll need Wall Street Journal online access to retrieve it. You can find Jairam's Web site here. There's another very good article on this alliance written by Paul McDougall of Information Week here. Bottom line: No amount of process re-definition could have saved Schindler the pains associated with attempting to move into India with a low-cost strategy. Fundamental assumptions about India just wanting low-cost elevators where customization wasn't a requirement took the effort of creating a subsidiary to learn from. One of my best students put together this final presentation of his research. If you're interested you can get the slides here. - See more at:
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