The Service-Time Incentive Trap
profitability
India-specific
Set in India; the figures and context are India’s.What this case is about
Your client, JalSutra, is an Indian water purifier manufacturer whose profitability is lower than its competitors'. The client has hired you to diagnose what is driving the gap and recommend what it should do. How would you approach the problem?
Objective
Identify the driver of JalSutra's lower residential EBITDA margin relative to competitors and recommend practical actions to address it, accounting for its dealer agreement.
Skills this case tests
Structuring the problem
Working the numbers
Judgement and recommendation
Communicating clearly
This is an interview practice scenario. Figures in the brief are case inputs, not current market research.