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GROUP DISCUSSION

WHY IS IT REQUIRED ????

GD helps to develop skills like….. Team Work Communication Skills Reasoning Abilities Leadership Skills Clarity of thought Assertiveness Conflict Handling Listening Awareness Most Imp… Gets U the Job….

TYPES OF GD

Topic based : Right to education, Corruption a need, Upsurge of Indian Athletics, Reservations

Case based : Survivor Role playing, Simulation of corporate problems

Abstract : Sky is Blue, Parallel lines, Who let the dogs out, 1+1=2

IDEA GENERATION

Key Word Approach : Use words in the topic open to interpretation to form viewpoints.

P.E.S.T Approach : Political, Economical, Social and Technological angle of any topic, presenting viewpoints from both sides i.e positive and negative.

STRUCTURE OF A GD

Introduction or starting a GD

Main body (where we all discuss/argue)

Summary

EVALUATION OF A GD

Content : “What you Speak”, Relevant points should be raised instead of beating about the bush and mindless negations.

Communication Skills : Interactive skills(language and fluency), Behavior(body language), participation and ability to accept other’s viewpoints.

Leadership Skills : Ability to lead, inspire and carry the team along to help them achieve the group’s objectives.

TIPS AND TRICKS

Speak pleasantly and politely Address your colleagues not the moderator Try and maintain an eye to eye contact Stick to the discussion topic(don’t introduce

irrelevant information) Respect the contribution of every speaker Learn to disagree politely Agree ,acknowledge and note down what you

find interesting Be aware of your body language

Don’t shout/loose your temper

Be terse and use a moderate tone and medium pitch

Don’t use too many gestures or hold objects in your hand

Don’t draw too much on personal experience, avoid speaking ill of someone just to prove your point

Wait for a speaker to finish then say your point

Don’t exceed your airtime unless you have very good points, you might be eating into someone else's time

IT’S A GD NOT A DEBATE

Not necessary to stick on to just one viewpoint. Expand the horizon to include both sides of the topic.

Focus on coming to a conclusion rather than just negating your colleagues points.

BEST WAYS TO PREPARE FOR A GD….

Read Start developing Opinions about events

taking place looking at them with a deeper insight.

Mock GD with a select group of friends who are serious about this.

Accept criticism and feedback in a positive manner and try to learn from every GD experience you have.

EXAMPLES WHICH HAVE BEEN ASKED BY COMPANIES

Media Censorship: boon or bane Necessity is the mother of Invention Corruption Commonwealth Games : a citizens perspective Education Policies : Churning out citizens or

money hungry robots Ragging a students viewpoint Engineers make better managers Politics, Police, People: Who is the culprit You need two hands to clap IT and its Impact Social Networking redefining Human Bonding

A Marketing cum Finance Perspective

TYPES OF CASE STUDIES

Strategic : Falling Profits, Competitive analysis

Marketing: New Product Introduction

Mergers and Acquisitions

Expansion : Entering a New Market

WHAT DOES THE EMPLOYER WANT???

Mental HorsepowerLeadership SkillsAnalytical SkillsAttention to DetailingQuantitative SkillsFlexibilityMaturity

CASE FRAMEWORKS

Porter’s Five Forces SWOT analysis Product Life Cycle 4Ps and 4Cs Model Value Chain Analysis Boston Consulting Group(BCG) matrix Supply Demand Curves Fixed Costs/Variable Costs, Breakeven Analysis Strategic Strategies (Miles and Snow) Game Theory Economies of Scale and Just In Time Inventory

Handling

SWOT ANALYSIS

4P MODELo Price What price must you charge to make a profit? What price are consumers willing to pay? What price are your competitors charging? o Product What product do you want to sell? What advantages does your product offer? o Place Where is there a demand for your product? Where are your suppliers located? What distribution channels are being used? o Promotion Who is your target audience? How do you reach them? How much do you want to spend on promotions and

advertising?

SAMPLE CASE

Interviewer: I was at a strategy meeting with a consumer brand company. They told me that in the past two quarters, sales of their toffees rose significantly. What could be the reason?

Market Place Promotion Price Product

Interviewee: First, I’m going to try to find out about the market position of the waffles. Then, I’m going to try to figure out how the waffles are being promoted. After that, I’ll ask whether there are any price-based reasons for the surge in waffle sales. Finally, I’ll ask you about the waffles themselves.

Sales Market Penetration/expansion

Interviewee: What is the overall market for waffles? Has it grown recently?

Interviewer: No, Demand for waffles seems to be holding steady.

Interviewee: Is there a seasonal reason for this increase in waffle consumption? Perhaps people eat more waffles when it’s cold?

Interviewer: No, our waffles sales are normally steady year-round.

Interviewee: Have sales of other breakfast foods or our own breakfast products increased as well?

Interviewer: No, they haven’t, There seems to be no uptick in the breakfast food market.”

Interviewee: Has our client entered any new markets recently? Perhaps they’ve entered the Asian market? I’m assuming that these waffles are only sold in North American markets.

Interviewer: The company does plan to expand into the European and Americal market. For the time being, no, they haven’t expanded the sales area .(Place not a criteria for us now)

Sales Own Price Competitor price Production cost

Interviewee: Okay, let’s talk about promotion and price ,Has our client lowered prices recently?

Interviewer: No

Interviewee: Have other waffle manufacturers raised their prices?

Interviewer: Is our product a premium product – have we raised prices?

Interviewee: No, There is little price differential between our waffles and competing waffle products. And prices have not varied in the past two quarters. In fact, our waffles are slightly more expensive than some waffles and a bit less than others.

Sales Promotion (people becoming more aware)

Interviewee: Then maybe there’s some kind of promotion going on. Has the company started advertising its waffles? Is it promoting a related product, like syrup?

Interviewer: no

Interviewee: Maybe the price of all syrup has gone down?

Interviewer: That would affect the consumption of all waffles!

Interviewee: Is there a celebrity who’s recently become famous for eating our waffles?

Interviewer: That’s not it.

Interviewee: Then tell me about our client’s promotion process,

Interviewer: Our client spends about $10 million yearly on waffle promotion. Every month, we run advertisements in three selected magazines. We also have coupon promotions and a commercial that runs on TV.”

Interviewee: Have we started to put our commercials on more

popular programs? Has the quality of our advertising improved?

Interviewer: We haven’t significantly changed our promotion campaign. The ratings of the shows we advertise on are about the same.(Its clear now that promotion is same and I should move on)

Sales Product quality/taste Ingredients/shape changed Interviewee: Then perhaps something has changed about our

product. Has the shape changed?

Interviewer: It has changed a bit. It’s flattened out somewhat

Interviewee: Why? Has the production process changed?

Interviewer: We’re using a new template for the waffles as part of a general factory modernization.

Interviewee: Are the ingredients the same?

Interviewer: Those have changed too. We’re using a new supplier. (Since the cost hasn’t changed perhaps the supplier charges the same, so no point considering that)

Interviewee: I would venture to guess that consumers in North America prefer a flatter, larger waffle. There must be something about the new production process that has created a better waffle.

Interviewer: Yes, Our focus groups show that the texture and crispiness of the waffle has improved. Consumers are responding to our inadvertently improved waffle.

Interviewee: Then I recommend that we investigate whether European and Asian markets would respond in a similar manner to our new waffle product. We should also promote our waffle advantage in the market. Perhaps we could enter new markets for waffles, like using them for dinner, as crepes.

4C MODEL Customer How is the market segmented?What are the purchase criteria that customers use? CompetitorWhat is the market share of the clients?What is its market position?Do competitors have any market advantages? CapacityWhat resources can the client draw from?How is the client organized? CostWhat kind of economies of scale does the client have?Will increased production lower cost?

LAUNCH OF DAIRY MILK 4C MODEL Customer Analysis

Done on basis of Demographic values and lifestyle

Product ClassificationBreak segment : PerkImpulse Segment : Dairy milk, 5Star (malls)Take home segment: Gift packs, Bournvita

Customer Segmentation on basis of Product Classification1) 5-15 : Chocolates, gems, Bournvita 2)15-45 : Chocolates and health drinks 3)45 and above : Sugar free products and health drinks

Competitor Analysis

On this basis and analyzing the tastes it was decided to launch Dairy Milk in 3 segments 1) Normal 2) Superior3) Premium

These catered to all age groups and income groups and had very less market resistance and low entry barriersThe taste was decided keeping in mind the Indian tastes as done by bar-one, having greatest share(dark chocolates are preferred by few)

BarO

ne

Ferro-

Roche

r

Kit-K

at

Bour

nville

0204060

Market Share

Market Share

Capacities

Established since 54 yrs in India

Excellent penetration in even all villages and small towns

Earlier products very popular with existing customer base therefore brand loyalty and repeated buying successful without special offers

Differentiated product lineup which caters to many customer segments

Therefore it has the capacity to produce and launch products which have a greater chance of being successful

Financially the company is very sound and can counter any predatory pricing measures and can setup large plants to effectively exploit the concept of Economies of Scale

Cost

It takes almost 50 lacs to produce 1 chocolate from scratch (including all expenses of setting up plant, labor, accessory charges)

For the second chocolate per chocolate cost drops to 25 lacs and the cost decreases exponentially.

Using these facts and employing formulas to consider other factors the cost come out to be very competitive:Rs 20 for normal segmentRs 30 for superior segmentRs 50 for premium segmentThis would enable it to recover the initial costs and effectively counter price wars

4P 4C

Communication requires a give and take between the buyer and seller (that's nicer). Use phone

numbers, your web site address, etc.

Think of convenience to buy instead of place, know how each subset of the market prefers to

buy - on the Internet, from a catalogue, on the phone

If you sell hamburgers, consider the cost of driving to your

restaurant, the cost of conscience of eating meat.

Study consumer wants and needs and then attract

consumers one by one with something each one wants

Consider the communication instead of promotion. Promotion

is manipulative - it’s from the seller

Merely place

If you rely strictly on price to compete you are vulnerable to competition - in the long term.

You can't develop products and then try to sell them to a mass

market

PORTER'S FIVE FORCES

PORTERS ANALYSIS OF SUNFEAST

Entry barriers tough as too many companies with excellent portfolios and can make survival tough using predatory pricing

Bargain power of customers high because customer loyalty towards other products plus distributors earning more on other brands

Maggi- max market share, deepest penetrationTop Ramen-good market share and penetrationKnor-New entrant but excellent promotional strategies

Entry barriers tough as too many companies with excellent portfolios and can make survival tough using predatory pricing

None available as it is a top of the line consumer product

SUPPLIER

INDUSTRY COMPETITOR

SAMPLE CASE SWOT STRENGTHS WEAKNESS

Market Penetration Less Penetration/Expansion

Customer Segmentation Limited Key Products

Good Promotion Less promotion/campaigning

Product Quality Poor quality of product

Good Distribution Network Poor retailer/distributor network

Economies of scale Less production compared to others

Constant innovations No change /innovation

Good After Sales service Bad service

OPPORTUNITY THREAT

Growth rate high Competitive brands

Growing economy Changing Government policies

Changing trends Globalization

Globalization If product fails there are exit barriers

STRENGTH

S

Very strong brand equity in India54 years in market hence deep penetration Low cost of production by economies of scale Products for all customer segments Excellent promotion strategies.• Te

mptation chocolates: tagline- Too to share

• ICICI’s ATM/ Radio

• They target every age group by their advertisements

WEAKNESSES

Poor technology in India compared to current international technologies Ltd. Key products“Make in India” tag once the economy opens up wore and imports rush inMore marketing and distributing cost.

Swot Analysis Of Cadbury-A company analysis

Opportunitie

s

Tremendous scope for per capita consumptionIncreasing per capita national income resulting in higher disposable incomeGrowing middle class and growing urban populationIncreasing gifts culturesSubstitute to “Mithais” with higher calories/cholesterolIncreasing departmental stores concept – impulse @ at cash countersGlobalization

Threat

No major threats: Due to low cost and highest brand equity, it is today in IndiaMinor threats: Globalization will bring in better products and/or brands.

SUPPLY AND DEMAND CURVES

BREAKEVEN ANALYSIS

VALUE CHAIN ANALYSIS

PRODUCT LIFE CYCLE

B.C.G MATRIX

SALES DATA FOR FATHER’S DAIRY

Milk Cheese and Curd

Ice Creams

Butter0

10

20

30

40

50

60

70

80

Market ShareMarket Growth Rate

MOTHER DAIRY PRODUCTS BCG ANALYSIS

GAME THEORY…. THE PRISONER’S DELIMMA

Silence

Silence

Confess

Confess

Freedom for both Light Sentence/Tough Sentence

Tough Sentence/ Light Sentence

Moderate Sentence

CORPORATE APPLICATION- PRICE PACT B/W 2 AIRLINE /MAJORS

No effect on profits

Profits Rise/Profits

Fall

Profits Fall/Profits

Rise

Profits of both would

rise according to

Market Share

Prices Same

Prices Same

Prices Rise

Prices Rise

STRATEGIC STRATEGIES (MILES AND SNOW)

Defender

Reactor

Prospector

Analyzer

SOME CONCEPTS TO REDUCE RESOURCE WASTAGE AND INCREASE PROFITS

Economies of Scale- Wal-Mart, Robotics Workshops, American v/s Japanese

Just in Time(JIT) Inventory handling- Toyota, Dell

HOW TO SCORE IN A CASE INTERVIEW

Questions 5 points Presentation 10 points Communication 30 points Quantitative Skills 15 points Problem Solving 30 points Summary 10 points

GUESSTIMATES

WHAT IS A GUESSTIMATE ?

Whether free-standing or as part of a case, learning how to make “back-of-the- envelope” calculations (rough, yet basically accurate) is an essential part of the case interview. As part of a guesstimate, you might be asked to estimate :

how many watermelons are sold in the United States each year, or

what the market size for a new computer program that organizes your wardrobe might be.

You might need to figure out the market size for the wardrobe software as a first step in determining how to enter the European market.

The number of people getting a haircut of more than 500 from 4-6 on a particular day in south Delhi???(Try solving this or we will solve it for you tomorrow)

You will not be expected to get the exact number, but you should come close –hence guesstimate. What matters is the approach and that all the factors have been considered to get to the answer. .

CLASSIFIED INFORMATION

WORLD Population World: 6 Billion Adults: 3/4 Below Poverty Line: 1/3 US Population US: 300 million No of households in US: 105 million Number of adults in US: 210 Million (18+ yrs) (70%) 200 million (21+ yrs) Number of Cars per household: 2.5 Minimum Wage: $5 per hour Average Life Expectancy: 80 Yrs. In USA fraction of adults is high : 4/5

INDIA Population India: 1000 million No of households in India: 180 million Number of adults: 530 million (18+ yrs)

53% 440 million (21+ yrs) Number of Cars per household: 0.02 Minimum Wage: Rs. 15 per hour Average Life Expectancy: 70 Yrs

DELHI Population: 1.2 crore Total Area: 1438 sq Km

SAMPLE GUESSTIMATE

What is the annual demand and supply for management consulting jobs in the world?

SOLUTION

To make life easier, let’s just consider new graduates fresh from schools and assume the United States has half of world’s consulting jobs.

Supply Side: For this year’s graduating class (class of 2011) at

top 50 universities in the US let’s assume there are 1,500 students interested

in getting into management consulting industry: 500 college students 500 MBA students (both full-time and part-time) 500 other advanced degree holders(PhD/JD/MD

and non-MBA master’s degree).

For top 51 – 100 universities, on average the number of students who are considering management consulting may be only one third of that of top 50s: 500.

Add (1) and (2) together ==> 1,500×50 + 500×50 = 100,000 in the US.

Double that number will give us roughly 200,000 students that will likely submit job applications to management consulting firms worldwide.

Demand Side: Given that the current headcount of consultants

at top 4 consulting firms are as follows: McKinsey & Company 9,000 consultants BCG 4,400 consultants

Bain & Company 3,500 consultants Booz & Company 3,000 consultants Big 4 total 19,900 If we assume the big-4 players combined has 10% market share, then the total number of management consultants in the world is 200,000.

Since the turnover rate in management consulting industry is high, most consulting firms need to hire 20-30% of their existing headcount just to stand still.

Assume half of the new hires are from fresh

graduates, and half are experienced hires, the total number of consulting job openings available to undergraduates and graduate students would be: 200,000 x 15% = 30,000.

Therefore, approximately 3 out of 20 students who

apply for management consulting jobs will actually get offers.

SAMPLE GUESSTIMATE

How many weddings are performed each day in Japan

SOLUTION In a city of 1 million (Kyoto), how many

people are of marriageable age? Let’s say 750,000

How many get married in a given year? Maybe 2 percent?

That’s 15,000

Now, the population of Japan is about 150 million, so multiply 15,000 by 150 – and you get 2.25 million weddings every year.

Divide that by 365 and you get 6,164 weddings per day (on the average, though clearly some days are more popular than others)!!

To summarize: There are 1 million people in Kyoto.

750,000 are of marriageable age

2 percent get married in the average year

750,000 x 0.02 = 15,000 marriages every year in Kyoto

There are 150 million people in Japan

150 x 15,000 = 2.25 million weddings per year

2,250,000/365 = 6,164 weddings per day

RESUME BUILDING

WHY IS A GOOD RESUME A NECESSITY

First Impression is the Last Impression !!! One of the best ways to market Your self The only means of non verbal communication

between U and the Interviewee Get to express your core qualities in an easy,

crisp and effective manner. A medium to show the company what it

wants to see in you. Helps you crack the interview much better as

it gives you a 50% leverage over the other candidates

TYPES OF RESUMES AND SOME TIPS

TECHNICAL resumes NON TECHNICAL resumes

A single page resume is the best resume Keep it SHORT, SIMPLE, no Grammatical

ERRORS Font size should be 10 to 11 and style

professional Try to have separate resumes for tech and

non-tech companies Don’t use I, We, You etc use action verbs

TECHNICAL RESUMES BASIC STRUCTURE

Aim (not necessary if projects more in number) Educational Qualifications (10th ,12th , Grad) Trainings Projects - Car Teams, Technical papers Educational Achievements - Badge holder,

scholarships, NTSE Certifications – NSE, NIIT etc Soft Skills - C++, JAVA, AutoCAD, Pro E Extra Curricular - focus on tech based events,

non- tech only very good ones Positions of Responsibility, role in

technical societies

NON TECHNICAL RESUME (STRUCTURE) Aim (not necessary if projects more in number) Educational Qualifications (10th ,12th , Grad) Trainings Projects - Car Teams, Technical papers Achievements - Badge holder, scholarships,

NTSE, competitions of any level but of last 4 yrs and very major ones if even older

Extra Curricular – both tech and non tech, clubs of any sorts(dramatics, dance), Sports, organizing committee of events, B plans etc

Positions of Responsibility, role in technical societies

Hobbies

INTERVIEW

WHAT IS AN INTERVIEW ?

The interview is a two-way

exchange of information. It is an opportunity for both parties to market themselves. The employer is selling the organization to you, and you are marketing your skills, knowledge, and personality to the employer.

WHAT IS REQUIRED?

CORE

• Be well prepared with at least two of your core subjects.

• Interview questions are based on your technical trainings and projects .

• If you still have time then study more and increase your aggregate, 60%is just not good enough!

NON-TECH• Be prepared with at least 1 example of all qualities you have like problem solving ,leadership skills etc.

• You should be able to solve case studies and guesstimates and know all the market theories like 4C ,4P really well!

• Lots of confidence and a Rocket Singh like attitude..

SOME SKILLS YOU COULD DEVELOP /PREPARE / BLUFF

Analytical/Problem Solving Flexibility/Versatility Interpersonal Oral/Written Communication Organization/Planning Time Management Motivation Leadership Self-Starter/Initiative Team Player

SIX BASIC HR QUESTIONS

Tell us about yourself. What do you know about our company? Why do you want to join our company? What are your strengths and weaknesses? Where do you see yourself in the next five

years? Have You given CAT/GRE this year .If yes then

why? If not then why not?

INTERVIEW ROUNDS

The Personal Interview rounds generally are: HR round which is a general talk about what

you have done. You are generally judged on your confidence in this .

Technical round is related to your core subjects, training and projects.

Psychometric round(very rare) here you are asked around 70 HR questions and have to answer with a yes/no and loads of examples supporting your qualities

Telephonic round is generally the last round with a senior person in the company which is again HR mostly.

QUESTIONS YOU CAN ASK What are the most significant factors affecting your

business today? How have changes in technology most affected your business today?

How has your business/industry been affected by the recession?

How has your company grown or changed in the last couple of years?

What future direction do you see the company taking? Where is the greatest demand for your services or

product? Where is most of the pressure from increased business felt

in this company? Which department feels it the most? How do you differ from your competitors? How much responsibility will I be given in this position? What do you like about working with this organization? Can you tell me more about the training program?

Have any new product lines been introduced recently?

How much travel is normally expected? What criteria will be used to evaluate my

performance? Will I work independently or as part of a team? How did you advance to your position? What are the career paths available in this

organization? When can I expect to hear from you regarding this

position? “What is the history of your company and how was

your company started?”

But Be sure to note that whatever you ask hasn’t been already talked about during the presentation that the company had given !!