1. ANDREW
S
Aakash Kulkarni
Devarsh Shah
Raunak Tandon
Sayali Joshi
Utsav Agarwal

2. AGENDA
Introduction
 R& D – Learnings
 Marketing – Learnings
 Production – Learnings
 Finance – Learnings
 HR and TQM – Learnings
 Conclusion


3. INTRODUCTION
Andrews !!!!
 Products:







Able (Traditional, now discontinued)
Acre (Low segment)
Adam (High segment, now discontinued)
Aft (Performance)
Agape (Size)
Aqua (Traditional)
Ace (High segment)

4. R& D LEARNINGS
-AAKASH

5. R & D – LEARNINGS
R & D is the backbone of the company and
must be handled carefully.
 Calculate the time and note the position you
would like to be in and move towards it.


6. LEARNING 1 : NEVER DO A REVERSE R & D

Round 1 
Reverse R &
D for Acer
(Low
Segment) and
revised in
round 5.

7. LEARNING 2: DOMINO EFFECT !!!
2014
2015

8. OTHER LEARNINGS
Do not spill over R & D to next year.
 Never easy to come back so be careful.
 Look at what your competitors are doing.
 Introduce new product early in the market.
 R & D a product which the market wants!!!


9. MARKETING LEARNINGS
-DEVARSH

10. LEARNING 1: UNDERSTANDING CUSTOMER
SURVEY
Round 7
Inventory: 473
Inventory: 195

11. LEARNING 2: POOR DEMAND FORECAST
Round 2
Round 7

12. LEARNING 3: MARKETING BUDGETS
Round 6

13. PRODUCTION LEARNINGS
-RAUNAK

14. LEARNING NO 1

Not reducing capacity in the initial rounds
Round 0
Round 3

15. LEARNING NO 2

Not doing automation as soon as possible
Round 2
Spent 43.2 million on

16. LEARNING NO 3

Automation was done on the entire capacity
without reducing to the ideal capacity
Sunk cost
Round 3

17. 
Selling all automated capacity in the
traditional segment in Round 4

18. LEARNING NO 4

Selling capacity in Low and High segment in
Round 5

19. LEARNING NO 5

Buying capacity in Low and Traditional
segment with as much automation possible
in Round 6

20. LEARNING NO 6

Sold capacity in Traditional and Low segment
in Round 8

21. FINANCE LEARNINGS
-RAUNAK

22. LEARNING 1

Finances must not drive your business,
business must drive your finances –Coach

Not considering the date of retirement of loan
 Retirement
of LTL of 6.950 million : overlooked
the fact that the repayment was due. Thus, cash
reserves were affected.
 Emergency loan.

23. LONG TERM LOAN

24. EMERGENCY LOAN

25. LEARNING 2
Finance drove the decisions of other
departments.
For, E.g.:
•
Affected the sales and promotion budget in the
initial stages which had a long term impact on
customer survey score.
(round 2 low end segment pic)
•

26. ROUND 2 LOW END SEGMENT

27. LEARNING 3: CONTRIBUTION MARGIN
Year
0
Andrew
s
28.3
1
2
3
4
5
6
7
8
30.8
32.1
30.9
32.0
27.5
26.9
19.7
28.9
7
8
Trend of contribution margin
35.0%
30.0%
25.0%
20.0%
15.0%
10.0%
5.0%
0.0%
0
1
2
3
4
5
6

28. CONTRIBUTION MARGIN AS COMPARED TO THE
INDUSTRY
Year
Andrews
Industry Average
0
28.3%
28.3%
1
30.8%
29.9%
2
32.1%
32.3%
3
30.9%
37.7%
4
32.0%
43.9%
5
27.5%
39.1%
6
26.9%
37.0%
7
19.7%
34.7%
8
28.9%
38.8%
Average
32.14%
40.20%
Deviation
8.07%

29. WHERE ANDREWS LOST !!

30. CONCLUSION
READ THE INSTRUCTIONS !!!
 A decision taken in the beginning can have
its implications till the last round. So be
careful !!!
 See what your competitors are doing and
take decisions accordingly.
