Transport Corporation of India A The Cross-selling Conundrum Case Solution

The Harvard Business Review published a case study that primarily focuses on Transport Corporation of India A The Cross-selling Conundrum. The following case solution has been designed to give the reader an overview about the business world along with a clear understanding of its growth dynamics. Recently, Transport Corporation of India A The Cross-selling Conundrum has been subjected to strategic as well as managerial problems that require immediate attention so that they can be resolved to allow future growth, expansion, and competitive edge within the marketplace. This case study solution is being written to provide a strategic solution to Transport Corporation of India A The Cross-selling Conundrum using various appropriate tools and frameworks. Harvard Business Review’s case studies involve a central problem that is faced by a particular company. The problem identified involves strategic and managerial implications for the company. Therefore, it is important for readers to critically identify the problem Transport Corporation of India A The Cross-selling Conundrum faces. Moreover, it is also essential to highlight the key stakeholders that are impacted and influenced by the problem identified.

External Environmental Analysis

The external environment holds significant importance for Transport Corporation of India A The Cross-selling Conundrum to ensure that the company is able to respond to all the changes in the macro-environment. This is because Transport Corporation of India A The Cross-selling Conundrum cannot control the factors and thus can directly influence the company's operations (Indris & Primiana, 2015). The external environment of Transport Corporation of India A The Cross-selling Conundrum will be assessed using PESTLE Analysis.

Political

• A stable political environment provides a favorable market growth trend for Transport Corporation of India A The Cross-selling Conundrum.

• It is important for Transport Corporation of India A The Cross-selling Conundrum to analyze the pressure groups, and social environment activists. The company can make close collaborations with these groups to achieve company goals (Wang, Wang, & Shi, 2022).

• High restrictions on trade and high levels of taxes can contribute to the complex business environment for Transport Corporation of India A The Cross-selling Conundrum by impacting imports and exports.

Economic

• Transport Corporation of India A The Cross-selling Conundrum can benefit from wide-range opportunities in business growth by operating in developing economies (Munro, 2017).

• High GDP can determine the long-term growth strategies of Transport Corporation of India A The Cross-selling Conundrum, signaling the ability of consumers to spend on more products.

• Higher rates of interests can provide Transport Corporation of India A The Cross-selling Conundrum with more investment opportunities.

• The flexibility in the labor market allows Transport Corporation of India A The Cross-selling Conundrum to take advantage of higher workforce productivity.

Social

• The selection of appropriate demographic segments has allowed Transport Corporation of India A The Cross-selling Conundrum to select the right segments of the market that have high growth potential.

• The research on gender roles has helped Transport Corporation of India A The Cross-selling Conundrum to develop and align communication as well as marketing strategies accordingly.

• Transport Corporation of India A The Cross-selling Conundrum has been successful in understanding the norms and cultures of different countries by developing local teams and partnerships (Hueske, Endrikat, & Guenther, 2015).

Technological

• The adoption of innovative marketing techniques that involves communication technologies has allowed Transport Corporation of India A The Cross-selling Conundrum to collaborate successfully with consumers.

• The company has stayed ahead in the market, and can significantly increase its market share by placing its major focus on emerging technologies (Akpoviroro & Owotutu, 2018).

• Transport Corporation of India A The Cross-selling Conundrum should maximize its profits by investing in disruptive technologies.

Environmental

• It is crucial for Transport Corporation of India A The Cross-selling Conundrum to adopt effective waste management practices to reduce environmental pollution (J. K, W. J, & D., 2016).

• Transport Corporation of India A The Cross-selling Conundrum should adopt eco-friendly products to establish better relationships with the stakeholders.

• Transport Corporation of India A The Cross-selling Conundrum can take advantage of subsidies offered in renewable technologies to achieve the long-term goal of sustainability.

Legal

• Transport Corporation of India A The Cross-selling Conundrum should follow proper laws concerning employee health and safety, and anti-discrimination laws to effectively develop HRM.

• Consumer protection laws are also important for Transport Corporation of India A The Cross-selling Conundrum as it involves the consumer protection from fraudulent marketing (S. Samusenko, S. Plaskova, & A. Prodanova, 2020).

• Transport Corporation of India A The Cross-selling Conundrum can gain a competitive advantage, and can position itself strongly in the market by protecting intellectual property laws.

Porter’s Five Forces Analysis

Threat of New Entrants

• It is difficult to achieve economies of scale in Transport Corporation of India A The Cross-selling Conundrum’s industry, making it a weaker force for new entrants.

• There are high capital requirements in the industry. This makes it difficult for new businesses to set up their companies, and compete against Transport Corporation of India A The Cross-selling Conundrum.

• The industry has a strong product differentiation, and heavy investment is needed for customer acquisition. Thus, Transport Corporation of India A The Cross-selling Conundrum can focus on innovation to differentiate itself from its competitors (H. Th. Bruijl, 2018).

• There are strict legal requirements to join the industry in which Transport Corporation of India A The Cross-selling Conundrum operates, making it difficult for new entrants to enter the market.

Bargaining Power of Suppliers

• The bargaining power of suppliers in the industry is weak.

• Transport Corporation of India A The Cross-selling Conundrum operates in an industry with a higher number of suppliers. This means that suppliers do not have much control over their prices.

• Standardized products that have low switching costs are provided by suppliers allowing buyers like Transport Corporation of India A The Cross-selling Conundrum to easily switch their suppliers (Fabbri & F.Klapper, 2016).

• Raw materials can be purchased at lower prices by Transport Corporation of India A The Cross-selling Conundrum. The company can also switch suppliers for more reasonable pricing.

• Transport Corporation of India A The Cross-selling Conundrum can benefit from a variety of suppliers as it can have multiple suppliers for its various geographical areas (Cho, Ke, & Han, 2019).

Bargaining Power of Buyers

• The bargaining power of buyers in the Transport Corporation of India A The Cross-selling Conundrum industry is weak.

• There is a high product differentiation in the industry, making it difficult for buyers to switch to alternative firms.

• Transport Corporation of India A The Cross-selling Conundrum can come with differentiated and innovative products to attract more buyers of the industry (Zhao, Zuo, & Wu, 2016).

• Buyers of this industry has low incomes. This means they prefer to purchase items at lower prices, making them more price sensitive. Organizations like Transport Corporation of India A The Cross-selling Conundrum can offer lower prices to attract customers.

Threat of Substitute Products or Services

• There are few substitute products available in the industry in which Transport Corporation of India A The Cross-selling Conundrum operates.

• Expensive substitutes are available in the industry of Transport Corporation of India A The Cross-selling Conundrum, making it difficult for buyers to switch to those substitutes (Aithal, 2016).

Rivalry Among Existing Firms

• The rivalry among existing firms is moderate to weak.

• There are few competitors in the industry in which Transport Corporation of India A The Cross-selling Conundrum operates.

• A large market share is enjoyed by fewer firms in the industry. This means that more competitive actions will be made to become leaders in the market (Seema, 2016).

• The industry in which Transport Corporation of India A The Cross-selling Conundrum operates has highly differentiated products, making it difficult for companies to win each other customers.

• Transport Corporation of India A The Cross-selling Conundrum can focus on making more differentiated products to gain a strong competitive edge in the market (Zhao, Zuo, & Wu, 2016).

Internal Environmental Analysis

Transport Corporation of India A The Cross-selling Conundrum can use internal environmental analysis to identify and evaluate the competitive positioning of a company in the business environment. This involves conducting a SWOT Analysis that can help Transport Corporation of India A The Cross-selling Conundrum to identify the company’s internal strengths, weaknesses, opportunities, and threats (Halmaghi, Iancue, & Băcilă, 2017).

SWOT Analysis

Strengths

• Transport Corporation of India A The Cross-selling Conundrum has a strong distribution network that has allowed it to make its products available to large customers within the given timeframe.

• A strong presence on social media platforms has allowed Transport Corporation of India A The Cross-selling Conundrum to have a high level of customer engagement (Rizaldi, 2015).

• Transport Corporation of India A The Cross-selling Conundrum has been successful in building a large product portfolio, so unique and distinctive products can be offered to consumers.

• Transport Corporation of India A The Cross-selling Conundrum has a strong brand image in the market.

• A low-cost structure of Transport Corporation of India A The Cross-selling Conundrum has allowed it to manufacture products at lower costs, so they become affordable for consumers to purchase.

• The financial position of Transport Corporation of India A The Cross-selling Conundrum is strong as the company has generated higher profits over the past years (Phadermrod, M.Crowder, & B.Wills, 2019).

• Transport Corporation of India A The Cross-selling Conundrum has invested in the training and development of its employees to keep them motivates, leading to higher efficiency and productivity.

Weaknesses

• The expenditure of Transport Corporation of India A The Cross-selling Conundrum on its research and development is comparatively less to other competitors of the market.

• Transport Corporation of India A The Cross-selling Conundrum uses a centralized decision-making process that takes time and reduces operational efficiency (Ahmadi, Dileepan, & K. Wheatley, 2016).

• There are high rental costs because Transport Corporation of India A The Cross-selling Conundrum operates on more of the rental properties rather than purchasing them.

• There is no workforce diversification in Transport Corporation of India A The Cross-selling Conundrum. This makes it difficult for the employees to adjust with the different workers who belong to different backgrounds.

Opportunities

• Since the online shopping has increased significantly, Transport Corporation of India A The Cross-selling Conundrum can take it as an opportunity to expand its online presence.

• Transport Corporation of India A The Cross-selling Conundrum can make use of social media platforms to market its products, with more customers interactions.

• Due to more technological developments, Transport Corporation of India A The Cross-selling Conundrum can make its operations more automated so that overall company costs can be reduced (Ahmadi, Dileepan, & K. Wheatley, 2016).

• Globalization provides an opportunity to Transport Corporation of India A The Cross-selling Conundrum to expand its operations in multiple countries.

• Transport Corporation of India A The Cross-selling Conundrum can enter in a niche market and sell distinctive products to gain a competitive advantage.

• The increase in the demand of environmentally friendly goods, Transport Corporation of India A The Cross-selling Conundrum, can place its major focus on making such products (E.Quezada, A.Reinao, & I.Palominos, 2019).

Threats

• In recent times, there has been an increase in the bargaining power of suppliers, making it difficult for Transport Corporation of India A The Cross-selling Conundrum to buy raw materials at lower costs.

• Numerous players are entering the industry, posing a major threat to Transport Corporation of India A The Cross-selling Conundrum.

• There has been constant pressure on Transport Corporation of India A The Cross-selling Conundrum to conduct frequent research to understand the changing customer tastes and preferences (Kolbina, 2015).

• Technological advancements require workforce training. This adds to the costs of Transport Corporation of India A The Cross-selling Conundrum.

VRIO Analysis

Transport Corporation of India A The Cross-selling Conundrum uses VRIO Analysis to assess and evaluate the company resources to determine the competitiveness, and strategic advantage.

Valuable

• Transport Corporation of India A The Cross-selling Conundrum has a strong brand image and engages in corporate social responsibility.

• Transport Corporation of India A The Cross-selling Conundrum has a high brand recognition because of the quality of products it offers to its customers (Ariyani & Daryanto, 2018).

• The distribution system of Transport Corporation of India A The Cross-selling Conundrum is valued all round the world. The company has been able to successfully establish strong relationships with its suppliers.

• Transport Corporation of India A The Cross-selling Conundrum focuses on continuous innovation in its business. The company has expanded this innovation in its multiple functional areas.

• There are potential growth opportunities in the market, and Transport Corporation of India A The Cross-selling Conundrum has been able to penetrate the market through its ability to raise large funds.

Rare

• Transport Corporation of India A The Cross-selling Conundrum operates globally. This global presence has allowed the company to increase its customer base (Miethlich & G. Oldenburg, 2019).

• Transport Corporation of India A The Cross-selling Conundrum has an organizational culture that promotes more teamwork, innovation, and creativity among its employees, that leads to a competitive advantage.

• Since Transport Corporation of India A The Cross-selling Conundrum has a global presence, it allows the company to easily adapt to different cultures, norms and values.

• The risk-taking ability of Transport Corporation of India A The Cross-selling Conundrum is strong. This provides more opportunities to the company to penetrate different markets.

Inimitable

• The inimitable resource for Transport Corporation of India A The Cross-selling Conundrum is its high-quality products. These products have allowed consumers to make repeat purchases.

• Transport Corporation of India A The Cross-selling Conundrum operates through multiple locations of stores in different companies, allowing easy access to products.

• Strong marketing communications have been used by Transport Corporation of India A The Cross-selling Conundrum to attract more customers.

• Transport Corporation of India A The Cross-selling Conundrum has been using integrated technology that has allowed it to offer competitive pricing to its customers (Ariwibowo, Saputro, & Haryanto, 2021).

• Transport Corporation of India A The Cross-selling Conundrum maintains an excellent customer service that has enabled it to have a high brand engagement.

Organization

• Strong financial position has allowed Transport Corporation of India A The Cross-selling Conundrum to explore more product development opportunities.

• Transport Corporation of India A The Cross-selling Conundrum is successfully maintaining the efficiency and effectiveness of its business operations with the help of more integrated and advanced technology.

• Employees are given both in-house and off-the-job training opportunities by Transport Corporation of India A The Cross-selling Conundrum that allow more skills development (Adnan, Abdulhamid, & Sohail, 2018).

• The strong value chain and distribution network has enabled Transport Corporation of India A The Cross-selling Conundrum to increase its revenue through the sale of its products.

Marketing Mix

Marketing Mix is needed by Transport Corporation of India A The Cross-selling Conundrum to formulate effective strategies to achieve the company objectives.

Product

• Transport Corporation of India A The Cross-selling Conundrum has five product categories. Each of these categories has a product line that involves more variety of products (Išoraitė, 2016).

• Highly differentiated products are offered by Transport Corporation of India A The Cross-selling Conundrum to its customers. These distinctive products are not easily available at competitors.

• The products of Transport Corporation of India A The Cross-selling Conundrum are of higher quality, and thus, customers pay more prices for these products.

• Transport Corporation of India A The Cross-selling Conundrum designs products with traditional designs giving customers more product variety.

• Transport Corporation of India A The Cross-selling Conundrum offers multiple sizes for its every product to make it easy for its customers to select the right product.

• Warranty and same-day delivery option if also provided by Transport Corporation of India A The Cross-selling Conundrum to its customers.

Price

• Transport Corporation of India A The Cross-selling Conundrum follows a competitive pricing strategy.

• To attract more customers, bundle pricing has also been used by the company.

• Little higher prices are charged for products that are sold online because of the delivery costs (Thabit & Raewf, 2018).

• Optional product pricing strategy is also adopted by Transport Corporation of India A The Cross-selling Conundrum for some of its products, such as a base product is offered for a certain price, and there are separate prices for its accessories.

• Regular promotional prices are also offered by Transport Corporation of India A The Cross-selling Conundrum to its customers.

Place

• Transport Corporation of India A The Cross-selling Conundrum uses two channels for its product distribution. This includes online selling and through own stores.

• There are more than multiple stores owned by Transport Corporation of India A The Cross-selling Conundrum globally. This ensures easy product availability to customers (Pogorelova, Yakhneeva, & Agafonova, 2016).

• Transport Corporation of India A The Cross-selling Conundrum has partnered with delivery service companies to distribute its products effectively to consumers.

• Transport Corporation of India A The Cross-selling Conundrum has also adopted an omni-channel distribution system.

Promotion

• Transport Corporation of India A The Cross-selling Conundrum uses a traditional promotional strategy that involves TV advertisements (Fan, Y.K.Lau, & Zhao, 2015).

• Social media advertisements are also adopted by Transport Corporation of India A The Cross-selling Conundrum to increase brand awareness.

• Transport Corporation of India A The Cross-selling Conundrum takes part in various events and exhibitions as a way of promoting its products.

• Large sales force is used to provide the customers with a more personal experience.

• Transport Corporation of India A The Cross-selling Conundrum also makes use of influencer marketing to increase the demand for its products.

• Regular content and deals are posted on the social media pages of Transport Corporation of India A The Cross-selling Conundrum to attract and retain customers.

Value Chain Analysis

Transport Corporation of India A The Cross-selling Conundrum can use Value Chain Analysis to identify and assess inter-relationships as well as interdependencies.

Primary Activities

• Transport Corporation of India A The Cross-selling Conundrum’s primary activities involves the production and selling of products to the final consumers (Mintz, J.Gilbride, & Lenk, 2021).

• Transport Corporation of India A The Cross-selling Conundrum has a strong relationship with the suppliers. This ensures that the product is received, stored, and distributed in a timely manner.

• Operational activities of Transport Corporation of India A The Cross-selling Conundrum are effectively aligned.

• For inbound logistics, after the arrival of raw material, the company processes it to manufacture the final product (Hasan, Nekmahmud, & Yajuan, 2019).

• In terms of outbound logistics, Transport Corporation of India A The Cross-selling Conundrum has been able to set up optimal costs as well as efficient delivery processes to deliver the product on time.

• Transport Corporation of India A The Cross-selling Conundrum invests in its sales and marketing activities to build relationships with customers.

• Marketing funnel approach is used by Transport Corporation of India A The Cross-selling Conundrum to effectively devise and build sales and marketing activities.

• Transport Corporation of India A The Cross-selling Conundrum offers both pre-sale and post-sales services to its customers.

Secondary Activities

• Transport Corporation of India A The Cross-selling Conundrum has an effective infrastructure that has allowed the company to successfully optimize its value chain.

• The competitive pressure in terms of employee skill development, motivation, and commitment is reduced as Transport Corporation of India A The Cross-selling Conundrum has developed a strong HRM (Linkov, Carluccio, Pritchard, & Bhreasail, 2020).

• Transport Corporation of India A The Cross-selling Conundrum uses a cost minimization approach to reduce its costs by analyzing the costs associated with training and hiring the employees.

• Transport Corporation of India A The Cross-selling Conundrum has been using integrated technology in its value chain activities. This includes technological customer support, research and data analytics concerning product design, and automated software.

• The procurement activities of Transport Corporation of India A The Cross-selling Conundrum are effectively optimized with its inbound, outbound, and operational activities (Maheswari, Yudoko, & Adhiutama, 2019).

Market Penetration Strategies

• Transport Corporation of India A The Cross-selling Conundrum can increase the capacity of its production so it can reach more of the customers in its existing market.

• Transport Corporation of India A The Cross-selling Conundrum can focus on controlling the overhead costs so that it can offer competitive pricing that can attract customers of the market (Dawes, 2018).

• Investments can be made by Transport Corporation of India A The Cross-selling Conundrum in marketing and sales activities to increase the chances of successful market penetration.

• Transport Corporation of India A The Cross-selling Conundrum can design and develop a content that increases customer engagement within a particular marketplace.

• Transport Corporation of India A The Cross-selling Conundrum can assess and identify more enhanced distribution networks (Radpour, Mondal, & Kumar, 2017).

• Improved distribution systems and supply chains can improve the product accessibility for the customers, making it easier for Transport Corporation of India A The Cross-selling Conundrum to penetrate the market.

• Transport Corporation of India A The Cross-selling Conundrum can adopt price cuts in its products to compete in the market. This will give a company a competitive edge over its competitors.

• Transport Corporation of India A The Cross-selling Conundrum can plan strategies where it can focus on acquiring the leading players of the market. Such acquisitions will give the company an opportunity to reach more customer segments.

• Strategic partnerships and joint ventures agreements can be signed by Transport Corporation of India A The Cross-selling Conundrum to mitigate the risk factors, and to gain customer groups of the market.

• Transport Corporation of India A The Cross-selling Conundrum can come up with new and innovative features in its already existing product for the market (Daouda, Barth, & T. M. Ingenbleek, 2019).

Market Development Strategies

• It is important for Transport Corporation of India A The Cross-selling Conundrum to invest in the research and development department so potential markets can be identified (Hilman, Bohari, & Abdullah, 2018).

• Regional expansion strategy can be used by Transport Corporation of India A The Cross-selling Conundrum for growth purposes. This will also take into consideration the cultural differences.

• Transport Corporation of India A The Cross-selling Conundrum should also consider to expand its business operations in the international market. This will allow access to a larger customer base.

• New customer groups and segments should be explored by Transport Corporation of India A The Cross-selling Conundrum.

• Transport Corporation of India A The Cross-selling Conundrum should also invest in brand-building activities as it will give an opportunity to reach more potential customers (C. Koks & M. Kilika, 2016).

• Transport Corporation of India A The Cross-selling Conundrum should consider the market education in terms of its product. The company can significantly increase its sales by giving product awareness to new segments.

Product Development Strategies

• Transport Corporation of India A The Cross-selling Conundrum can come up with new improvements and modifications in the existing products to attract the market.

• Transport Corporation of India A The Cross-selling Conundrum should undergo the NPD process, so the company is able to assess and identify new points for its customers.

• Regular investments in the research and development will help Transport Corporation of India A The Cross-selling Conundrum to develop something new and innovative that can give a competitive advantage (Kalogiannidis & Mavratzas, 2020).

• Transport Corporation of India A The Cross-selling Conundrum can develop new products by getting into more strategic partnerships.

Diversification Strategies

• Transport Corporation of India A The Cross-selling Conundrum can adopt vertical diversification to develop business. This can be done by adding more products to the existing portfolio (Kalogiannidis & Mavratzas, 2020).

• Horizontal integration can also be adopted by Transport Corporation of India A The Cross-selling Conundrum, where the company can enter into a completely new product development phase that does not exist in the current product line.

• Transport Corporation of India A The Cross-selling Conundrum can also consider to conglomerate by starting a different business.

Conclusion

Based on all the models and frameworks discussed above, it is concluded that Transport Corporation of India A The Cross-selling Conundrum should focus on widening the existing product portfolio. Moreover, the psychological pricing strategy can be adopted. Transport Corporation of India A The Cross-selling Conundrum should also maintain close relationships with its suppliers to benefit from lower prices. Similarly, Transport Corporation of India A The Cross-selling Conundrum should develop more integrated outbound logistics for its perishable items. It is also important to continue producing quality and innovative products, so Transport Corporation of India A The Cross-selling Conundrum is less affected by the new emerging competition in the industry.

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