Losing Traction
profitability
India-specific
Set in India; the figures and context are India’s.What this case is about
Our client is a major tractor manufacturer with a nationwide presence facing declining sales revenues. The decline is occurring mainly in the Western region. The client wants to understand the cause of the decline and recommend solutions. The client offers only one type of tractor targeting rural customers and sells through distributors. Your task is to identify why the company is losing revenue.
Objective
Diagnose the cause of the revenue decline and recommend appropriate actions to reverse it.
Skills this case tests
Structuring the problem
Working the numbers
Judgement and recommendation