Opening Facts
*Schindler is the worlds leading supplier of escalators and moving walkways. *On a
worldwide scale, the Swiss based company is the second-largest supplier in the elevator
industry. *Chairman Alfred Schindler identified India as an area of unexploited
growth/profit potential (1995). *Silvio Napoli, a top level Schindler manager, developed a
strategic plan and was subsequently charged with the planimplementation in the field. s
Opening Facts
*Schindler did not have wholly owned operations in India (1996).
*€“ Distribution Agreement w/ECE (1958) *€“ Technical Collaboration w/Bharat Bijlee
(1985) *€“ Boston Consulting Group (BCG) retained to study India strategy *34 partners
evolved into 8 candidates *No one candidate stood out from the rest
*Decision was reached to start a wholly owned Indian organization
Opening Facts
*Napoli built Indian management team
*€“ MD was experienced in building organizations from the ground up *€“ Field Ops Mgr
came from Otis and had direct elevator experience *€“ GM Engineering had over two
decades of experience with Schindlercompetitor; Otis s *€“ HR Mgr displayed a genuine
concern for employees *€“ CFO displayed high energy and attitude
*Team building activities
*€“ Explanation of Schindlerhistory / heritage s *€“ Development of Indian business plan
Opening Facts
*Napoli was energetic,
impatient, hard driving and very communicative *€“not the Indian way
*€“ Needed to be monk and half warrior half *€“ MD assisted with developing
Napolimonk-like talents s
* Indiaelevator market was divided into three segments s
*€“ 70% Low end: intense competition/local companies *€“ 20% Middle end: demanding
modern, safe, quality product *€“ 10% Top end: 24/7 service top line elevators
* Compound annual growth rates
*€“ 17% unit increase *€“ 27% value increase