Mohda Cycles: Analytics to the Rescue

Rural India relies on bicycles for routine transportation, and bikes are increasingly popular with
environmentally conscious, middle-class urbanites. But with an average of only 90 bicycles per
1,000 people, there is tremendous growth potential for the market. For more than 60 years,
Mohda Cycles has dedicated their mission to the provision of affordable, quality bicycles.

Low cost, eco-friendliness, and health benefits help keep bicycles a popular form of
transportation. India is the worlds second-largest producer of bicycles, which continue to be
the principal mode of transport for rural families. Theyre also an antidote to urban traffic
congestion for younger, middle-class Indians.

Thanks to companies like Mohda Cycles, Indian bicycle and parts manufacturing is recognized
globally for quality and value. In 1951, the Mohda brothers built their first 250 bicycles. Today,
the company is going strong and is still in the family, now operated by second and third
generations of the Mohda family.

Mohda Cycles built their success on a foundation of providing great product selection, regular
quality improvements, affordable prices, and by managing business costs through streamlined
distribution. The bicycle industry in India is currently worth $1.2 billion annually, with a
production output of about 15 million units. Each Mohda Cycles bicycle can have as many as
360 unique components, and the company currently builds 1,800 different configurations of
pedal-powered and electric bicycle designs. To remain competitive as one of the key players in
the Indian market, Mohda Cycles needed to leverage their growing data volumes to increase
operational efficiency, improve customer service, and provide greater value to their
stakeholders.

The top objectives of the company are:

1. To leverage the value of large and growing customer volumes

2. Manage data for 360 cycle components and 200 models with an average of three sizes
per model and three colors per size
3. Accelerate operations in key business areas such as sales, supply chain and procurement
4. Provide differentiating customer value by maintaining high service levels.

Q 1: How do you think Mohda cycles can use data with analytics to meet the above objectives
and make their marketing/sales strategies more targeted?

Q 2: Deep dive into customer behaviour and use data analysis with business knowledge to
optimize daily operations.
Hema International Limited: Analytics to the Rescue

From sewing machines to ceiling fans, you can find Hema International products in almost every
household in India. And Hema wants to continue building on this success with fast and market-
driven business decisions. The history of the company is as mentioned. In 1934 Indias first
indigenous sewing machine marketed under the brand name Hema. In 1946, the first Indian
sewing machine was exported. In 1968, Diesel engines were added to the Hema product line. In
1975, Hema became a Public Ltd. Company. The number of employees is 2200 and the revenue
is US$400 million. Hema deals with consumer products. In 1980 Hema Sales became Hema
International and a range of home appliances were launched. Various of acquisitions were
made and finally the company was renamed as Usha International Limited in 2008.

Hema has always been an innovator in product design and their use of technology. Today,
Hema serves Indian consumers with a growing product portfolio that includes ceiling fans,
kitchen appliances, automobile parts, and more.

In addition to their diverse product lines, Hema business activities include manufacturing,
marketing, and distribution. Hema has more than 33 warehouses, 70 company-owned retail
stores, and a distribution network of more than 14,000 dealers.

Hema is committed to pursuing excellence in all spheres of their business, and they continue to
build trust in their brand by focusing on customer satisfaction. But just as Indias demand for
consumer products has grown, so too has the complexity of running a business that spans a
nation of more than 1.25 billion people. Hema stays ahead of the competition by responding
rapidly to changing market demands.

With their large and diverse operations, Hema has access to a lot of business data. But to take
full advantage of this resource they needed a high-performance business analytics
environment. They also wanted to gain greater visibility across the countrywide enterprise so
they could optimize operations in key business areas like sales, supply chain, and procurement.

Future plans is to continue to gain an ever-deeper understanding of the consumer through

various sources, including retail point-of-sale reports, the customer service portal, e-mail, and
social media.

Q 1: How do you think Hema can use data with analytics to meet the above objectives and
make their marketing/sales strategies more targeted?

Q 2: Deep dive into customer behaviour and use data analysis with business knowledge to
optimize daily operations.
Malkan Bank: Analytics to the Rescue

From young Millennials seeking online banking, to retirement-minded baby boomers looking
for wealth management, to large corporations needing solutions to capital requirements, 4.5
million customers count on Malkan Bank to meet their financial needs. And by delivering on its
promise to meet those needs in the shortest possible time, Malkan Bank has emerged as the
largest online bank and fourth-largest retail bank in India. It employs 6318 employees and has a
revenue of $990 billion. To sustain its success, Malkan Bank also needs to anticipate its
customers' future demands, interpret them accurately, and provide a truly personalized
banking experience.

Objectives
Respond to customer needs as quickly as possible
Gain insights into customer preferences to support a customer-centric banking experience
across all channels
Optimize the company's discount program (mDeals) by providing better service to partners
and more targeted offers to customers
Improve the performance of marketing campaigns by better understanding customer
behavior and anticipating future demand

Q 1: How do you think Malkan Bank can apply analytics to result in award-winning customer
relationship management and react quickly to their requirements?

Q 2: How do you think Hema can use data with analytics to meet the above objectives and
make their marketing/sales strategies more targeted?

Q 3: Deep dive into customer behaviour and use data analysis with business knowledge to
optimize daily operations.
QuickFood: Analytics to the Rescue

Incorporated in 2011, QuickFood is Indias first and largest food technology business. The
companys forte lies in speedy and seamless delivery of quality food, high in taste. As the only
vertically integrated food business in the country, QuickFood technologically operates all the
three important aspects of a Food on Demand business, viz. Ordering (the most convenient
ordering app in the country), Distribution (availability of food across different cities) and
Fulfilment (Delivery through the companys own logistics or delivery boys). Series A from
Sequoia Capital in FY2012 and Series B by Lightbox Ventures, Sequoia Capital and Innoven
Capital in FY2015, has assisted QuickFood in its expansion plans significantly. With its wide
assortment of sumptuous meals from breakfast to dinner, delivered to customers at any time of
the day; QuickFood aims to become the best-in-class Food on Demand business in the
country, with the apropos tagline We Got Your Food. With rapid and exponential growth,
QuickFood is striving to embrace new technologies to manage its growing business seamlessly
and offer better customer service.

Before the implementation ofan ERP package, personnel at QuickFood were using the staple
Microsoft Excel for preparing finance reports and POS for transaction related activities. This
legacy practice posed a great threat to the security of all the critical data being worked upon.
Implementation of an ERP package streamlined the entire accounting process ensuring
optimum data security and transparency, all in real-time basis. This provided managers and
sales reps at QuickFood with instant access to all the critical data that they can leverage to
make informed business decisions.

QuickFood wishes to expand its business and it is imperative to understand what their
customers think of their food variety and offering.

Q 1: How do you think QuickFood can use analytics to meet the above objectives and make
their marketing/sales strategies more targeted?

Q 2: Deep dive into customer behaviour and use data analysis with business knowledge to
optimize daily operations.