A valve manufacturing company (safety valve) used primarily in Oil and Gas sector, a leader in North America wants to expand its presence in India. There were two questions 1. What factors should it consider? 2. Estimate the size of Indian market. 3. Using the previous calculations, estimate the size of other safety devices as well.

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Accepted Answer

Not a very detailed case. It was a case of market expansion.

I was first asked to summarize the case in one line (the interviewer pointedly suggested that the objective is mentioned in the case statement itself!!). I figured it out correctly, & then asked if there are any secondary objectives that we need to achieve (there were none).

We started off by discussing all factors to be taken into considerations like macroeconomic stability, recent government’s reforms like GST legislation, current scenario of petrochemical industry in India vis-à- vis energy demand forecasts in the near future, performance of Refineries, etc. We also discussed on possible long term repercussions due to the recent focus on Renewable sources of energy in India, and the way it could affect companies in the Oil and gas Sector.

Then the existing market and competitors were taken into account:

• Industry trends.
• Market structure and number of players (both domestic and international if any) in the market and their market share.
• Ease of entry and exit.
• Entry and Exit barriers, Govt. regulations.

Then we discussed the approach the company should undertake to enter the market. Thereafter some data crunching was done to figure out the market size, growth estimates, market shares of existing players, etc. It was basically an exercise to get to show my comfort level in dealing with big monetary figures and percentages accurately, and to look at those numbers from a business perspective.

The interviewers were very helpful, and guided me along the way. The basic purpose was to figure the approach to solve the case, and that was easily done.

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