Manfest-2005

Tata Motors Case Contest

Global Strategies for Tata

Motors

Authors:

Abhishek Thakur Satya Prakash Sahoo

abhishek_d05@iift.ac.in
satyaprakash_d05@iift.ac.in
(0)-9891254622 (0)-9891330053

School of International Business Management

Indian Institute of Foreign Trade
Qutab instititional area
New Delhi-110016
 Table of Content

1. Introduction … (3)

2. Tata Motors: The Internationalization Process … (4)

3. SWOT analysis and TWOS matrix … (5)

4. The Fundamental Strategies … (8)

5. Gap Analysis: Matching Strategy with Action … (11)

6. Some New Suggestions … (13)

6. Bibliography and URLs … (14)

7. Appendix

Global Automotive Scenario … (15)

Diagrams and Table … (16)

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Introduction

Some time back, the president of the renowned Switzerland-based International Institute for
Management Development (IMD) Peter Lorange had remarked to Tata group supreme, Ratan
Tata that large Indian corporations lacked the mindset to become global. He believed that they
seemed content being just regional players.

But today the case is different. Tata has stepped on the accelerator and taken two major
decisions in recent times which show the pace with the auto major is marching ahead towards
globalisation. The decision to enter the European market in the name of Rover and then
acquiring Daewoo CV in Korea focuses on two different approaches that Tata Motors is
adopting in its attempts to go global. In case of Rover it is using the rover name to market and
position itself, whereas in case of the Daewoo it is using its high end technology and ability to
produce world class trucks to enter markets such as China, South Africa, Italy & Spain. Here,
we discuss some of the general strategies of Tata Motors and the overall direction that it is
following.

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Tata Motors: The Internationalization Process
Tata’s have moved from step by step in their endeavor to make their products, particularly
Indica, a truly global product. Their entry into the International arena can be broadly classified
into the following stages.

• Infrequent Foreign Marketing: Initially when the Indica was launched in India, Tata’s
had neither a well planned strategy as to how they will market Indica in the foreign markets
nor any exporting targets. The exports were based as per the demand that came without any
regularity. Some of the markets included Sri Lanka, Pakistan Bangladesh and Mauritius.
No technical change was done on the vehicle to adapt to the local conditions.

• Regular Foreign Marketing: At this level, the firm has permanent production capacity
devoted to the production of goods to be marketed on a continuous basis to the foreign
markets but the main focus was on domestic markets. Tata’s moved to this stage after one
year they launched into India’s market. They have dedicated sales personnel; set export
targets, and are selling Indica through its subsidiaries abroad. The marketing strategies for
individual countries have been developed and pursued on a regular basis. Indica has been
made Euro-III compliant to make it compatible as per European standards. Italy, Malta and
Portugal have seen Indica being marketed in similar fashion.

• International Foreign Marketing: At this stage the company seeks markets all over the
world and sells products as a result of planned production. This also involves setting of
production facilities outside the home market. The Tata’s are now moving in this direction
in their strategy for making their products truly global. The process of setting the
production plant in China has also started and may be finalized soon. For the LCV
segment, the acquisition of Daewoo vehicles has been done both to expand the product and
competency range as well as to enter important markets like China.

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SWOT analysis and TWOS matrix

We now do a SWOT analysis of Tata Motors laying more stress on international perspective.

SWOT analysis

STRENGTHS WEAKNESSES

1. Low cost of production 1. Perceived to be technically inferior

2. Economies of Scale due to
Domestic Market
3. High degree of resilience and
ability to bounce back
4. Ability to successfully engineer
variants based on a basic platform
2. Low international presence
3. Sales and services network
4. Lack of aggressive marketing in the
heavy commercial vehicles segment
5. Slower than competitors in re-
launches and facelifts of leading
brands
6. A large market, its own home
market, does not demand the kind
of products it wants to sell
elsewhere

THREATS OPPORTUNITIES

1. Competition 1. Huge untapped International

2. Perception about Quality markets
3. Mergers & Acquisitions 2. Used Car market
3. Strategic Alliances

Based on these characteristic and risk-opportunities, the some of the strategies of the company
be guessed as well as suggested-

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 TOWS matrix for Tata Motors
STRENGTHS WEAKNESS
S-O Strategies W-O Strategies

1. Economically Priced Cars: Tata Motors can 1. Tie-up with renowned player in the
produce a car of same quality and technology developed world. As in case of City Rover,
in far less cost than any other global player Tata Motors can tie up with the leading player
due to availability of raw materials in in the market. They can provide necessary
competitive price in vicinity. vehicles to expand the portfolio of the player
and in return can find the acceptance of the
OPPURTUNITIES

2. Exporting to Developed Nations: They can product in the area. This will avoid huge
test the technology in advance market investment in marketing and building the
conditions of developed nations. This can brand name. Also the knowledge of Tata
throw light on crucial issues of launching a Motors about the European or the US market
product in highly competitive market, where is less. The market have to be studied and this
growth is less but replacement is very high. need investment in exploratory market
research and more tie ups and joint ventures
3. Export to the 3rd world countries and less
developed areas such as Africa and Latin
America where the local taste is similar to the
Indian taste. The product portfolio demand
and infrastructure is same. Investment is
needed but success in high growth market can
recover all the expenditures.

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 S-T Strategies
1. Matching low cost prowess with a strong
brand is a tough challenge. Also technology
wise Tata motors cannot match the global
auto majors. Hence they need to invest
heavily in R&D to improve their quality and
at the same time, launch a concentric brand
THREATS
building efforts, something that the Tata
group is already planning to do.
2. At home, Tata motors has shown its
resilience of fighting back from adverse
situations. But globally, handling such
situations is even tougher. Sticking to the
basic vision and developing a dynamic
strategic response would facilitate the job
here.
W-T Strategies
1. Competition by Global players in domestic
market. As the Indian Government is opening
the gates for the international players. Soon
the domestic markets will be flooded by the
international vehicles. To compete they have
to move global and match them in technology
and quality. This will provide platform to
fight in domestic condition. In domestic
market they should be able deliver the same
quality. This requires heavy investment in
R&D which is possible only if enough
vehicles are sold to achieve breakeven point.
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The Fundamental Strategies

In the preceding section, we analysed the company through a TWOS matrix. This included
both the strategies that the company is following as well as the points that could be
implemented.

However, the limitation of the TWOS matrix is that while some of the combinations may lead
to similar alternatives while some might simply be not feasible, at least in the shorter run. Also,
they give a short range view of the whole scenario. In order to take a broader view and become
able to analyse better, we describe the strategy being followed by Tata Motors under the
following three headings-

CORPORATE STRATEGY

There are several elements of the corporate strategy of Tata motors. All these are described
below-

1. Build up a dominant share in the markets which are relatively unoccupied. This
includes places like China, South Korea, South Africa, Pakistan, the Mercosur block et
al.
2. Build up basic competency like entering a market, setting distribution networks and
marketing.
3. Find out the combinations of what works in which type of market/country, e.g.,
acquisition, joint ventures or simple exports.
4. Leverage these accumulated insight and use them to break into the major markets.

FUNCTIONAL STRATEGY

We now come to the functional strategies being followed by Tata motors. These refer to the
more microscopic factors inasmuch as they are to implemented and worked upon by a no of
personnel and planning involves multiple layers. In this case the following steps by the
company can be clearly spelt out-

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 1. Build distinct product benefits:
- Strength
- Price
- Style
All this would mean that the product is upgraded continuously in the reliability and
durability, the primary differentiators of any brand, before the subtler aspects like
product imagery start coming into the picture.

2. Raise funds from the foreign markets so as to create a base of foreign investors, obtain
a currency to use for overseas acquisitions as well as to increase the efficiency, by
bringing down the cost of funds acquiring.

3. Making improvements in production technologies and processes needed for quality

control and tight monitoring of factors like defects per vehicle, better safety standards
etc

EXECUTION STRATEGY

To implement as well as to complement the two types of strategies discussed so far, Tata
Motors is looking for measures to benchmark their executing efforts. We have decided upon
the following factors that the company is using to benchmark their implementation

1. Spreading the business to different countries so as to act as a hedge against

cyclical trends
2. To offer cost-effective products and services to each market suited to the stage
of development of that market.
3. To draw on experiences in different markets and create strong synergies. This
assures a greater degree of stability and, going forward, will strengthen the
company’s ability to manage risk.

All these elements can be described in the form of a diagram as shown in the next page.

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 CORPORATE
1. Dominant share in relatively
unoccupied areas
2. Building up basic
competencies
3. Combination of method vs.
market
4. Leverage the accumulated
insight for major markets

INTERNATIONAL AUTOMOTIVE ENVIRONMENT

FUNCTIONAL EXECUTION
1. Build distinct product benefits 1. Spreading the business to hedge
2. Raise funds from foreign against cyclical risks
markets 2. Offer cost effective product and
3. Improvement in production services
technologies and processes 3. Learn in different markets and
create synergies

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Gap Analysis: Matching Strategy with Action
Having stated Tata motors strategy in clear and unambiguous terms, we now come down to
doing a gap analysis for the company so as to be able to comment on the whole system of its
strategy formulation and whether the policies are getting transformed into action or not.

Vision: The first thing that comes out is that whether Tata motors has a vision on which
it can work on. To look into that perspective, we find that the global trend is towards
consolidation and the major markets are all too saturated with the major players. In
such a scenario, if a small and new player like Tata motors wants to become, it has to
have a vision and long term.

What could be it? We consider two possibilities-

1. The company aims to sell it of at a premium to any of the big players.

Traditional companies like Renault, Rover and Rolls Royce have all been
acquired and merged with GM and BMW respectively.

2. The company keeps operating in a niche segment of LCV and low cost
passenger vehicles. In this way, not only it avoids direct completion from the
big players but also enhances the possibility of emerging as a truly global
player, albeit a smaller one compared to others.

Judging from both alternatives, we can conclude that the second vision is more
appropriate. Becoming the major global player in its narrowly defined segment is a
long term goal that can not only inspire everyone in the team but also act as a
measurable and observable value. In any case, if the Tata groups wants, it can sell it off
at a suitable time, but pursuing this vision would act as a true value enhancer in either
way. Also, according to the company's executive director, finance and corporate affairs,
P. P. Kadle, the company's vision is to “create a brand that is internationally respected
and to have products that are globally competitive". We can see that it envisages a
similar kind of future for the company.

Corporate Strategy: Based on the news reports, Tata Motors has decided not to
spread itself too thin and has identified a dozen countries where the company will have
a major presence. These are geographically spread and include three-four countries in

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 Europe, Africa, West Asia and South Asia. The countries chosen include, among
others, China, South Africa, Russia, Sri Lanka and Bangladesh. The company sources
have hinted that they will be adopting a combination of direct marketing,
distributorships and appointing consultants to study these markets.

At the same time, there is also an effort to facilitate inorganic growth by acquiring what
complements its portfolio. For instance, to enter into the profitable bus segment, it
plans to acquire a Spanish bus-building and designing firm to strengthen its capabilities
and global presence in the bus segment. While Daewoo brought to the table product
development and integration capabilities, the Spanish deal will fortify Tata Motors’
design skills in the bus business and equip it with a range of buses saleable in south-
east Asia, Europe and other global markets

Functional Strategy: According to Mr Ravi Kant, executive director, Tata motors, the
company’s capabilities in design, world-leadership, software skills, technology
assimilation capabilities and labour productivity will ensure that it is not only
benchmarked with world-class companies, but is itself benchmarks in certain areas.

The company is already into raising funds from foreign markets. However, what it
needs to look forward is the possibility of collaboration for joint platform development
with other companies. Of course, this stage is not going to come too soon but the
possibility is always there.

Execution Strategy: The trick in execution lays in maximising one’s current revenues
and profits which also act as a springboard for your future growth and efficiency.
Acting along the similar lines, Tata motors is also looking into the opportunities for
revenues from non-vehicle areas like auto components, services and vehicle financing.

To conclude, judging from what we feel it should do and what it is doing, it can be said that
Tata motors is on the right track The rest, we believe, is just a question of having enough faith
in one’s ability and the resilience of coming back from reverses faced at an international level.
The alliance with Rover has already run into trouble but in this particular case, Tata Motors
was only looking for a launch pad at that point in time, so this would give it an opportunity to
look at other joint venture partners and tap other markets.

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Some New Suggestions:
Given below are some of the newer suggestions that the company can use in order to fulfil its
ambition of becoming a global player. Some of these might already have been implemented in
one way or the other but they are presented nonetheless.

1. Use Tata’s IT prowess in R&D for cars. The future cars are going to be even more
microprocessor dependent. In such a case, India’s IT image can help in a big way and
act like a big differentiator.

2. Open R&D centres in other places apart from India, in order to cater to widely different
markets in a more efficient way.

3. As the company diversifies, it should put more emphasis on currency risk management,
preferably putting a separate team in place.

4. Market the 1-lac rupee car carefully should the made ever materialize. This single car
has the potential to become an outright winner in ALL cost conscious countries and
will act as substantial entry barriers for all other competitors.

5. Have a clear cut mechanism for issues like transfer pricing so as to minimize losses
and maximize capital efficiency.

6. Make individualized, customized strategies and policies for each country, then see to it
that they are in harmony with the over all objective. In this way, a portfolio of strategy
can be made which would allocate optimum amount of resources in the long run view
along with having a balanced and profitable product range for the specific country.

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Bibliography
1. Prahalad, C. K.; Hamel, Garry; Competing for the future, HBS press, 1994

2. Parnell, John, Strategic Management: Theory and Practice, Atomic Dog Publishing, USA,
2003

3. Daniels, J. D., Radebaugh, L. H., Sullivan, D. P., International Business: Environments

and Operations, (10th edition), Pearson Education, 2004.

4. Bartlett, C. A., Ghoshal, Sumantra, Managing Across Borders: The Transnational solution,
HBS press, 1998.

5. The Second Automotive Century, A report by PricewaterhouseCoopers, 2000.

6. Keegan, W. J. , Global Marketing Management (8th edition), Prentice-Hall, 2002

URLs
1. www.tata.com/tata_engg/media/20030926.htm

2. www.ibef.org/artdisplay.aspx?cat_id=365&art_id=3695

3. www.outlookmoney.com/scripts/IIH021C1.asp?articleid=5279&

4. www.tata.com/tata_engg/articles/20040104_driving_change.htm

5. www.hindu.com/2004/12/09/stories/2004120903761600.htm

6. www.tata.com/tata_engg/media/20031111.htm

7. www.deccanherald.com/deccanherald/apr052004/b1.asp

8. http://economictimes.indiatimes.com/corpshow/891023.cms

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 Appendix

Global Automobile Scenario

The automotive world is essentially split into six markets, three of which are high volume
markets close to maturity – North America, West Europe and Japan plus Australia – and three
of which are developing, long-term growth markets – developing Asia, East Europe and South
America. Mature markets in developed economies demand “lifestyle” vehicles; while emerging
markets demand basic, cheap and affordable transportation.
At the international level, globalization is having the following effects-

• Gaining incremental volume leveraging “know-how” from other parts of the

world, i.e. grow volume over a relatively stable cost base.
• Consolidation, which aims to decrease the cost base supporting relatively
stable volume, usually through the elimination of duplicate/redundant assets,
such as the number of production facilities and suppliers. It has the following
advantages-
− Increased access to volume generating markets
− Potential economies of scale through the expansion of the enterprise
− Access to expanded skill-sets and competencies
− Access to innovation
• Platform deproliferation aims to provide a wider end-product range across a
smaller number of basic design structures, thereby leveraging development
and other costs for a presumably greater volume opportunity.

Two different patterns of globalization are evident in their global production footprints:
Renault-Nissan and DaimlerChrysler have adopted a “Global Balance” approach in which they
are building production distribution in line with the perceived regional share of global output.
Conversely GM, Ford, Toyota and VW are combining domestic market dominance with global
reach. This strategy entails building and maintaining a substantial domestic regional presence,
targeting selected strategic global markets for secondary strong footholds to counter cyclicality
and then using this solid foundation to penetrate other global markets.

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(source: The new auto century, PWC, 2000)

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 Rebadging
Original Developer Rebadged
Mitsubishi Colt Dodge Laser
Suzuki Ignis Chevrolet Cruze
Suzuki Wagon R Vauxhall Agila
Ford Galaxy Volkswagen Sharon
Holden Monaro Pontiac GTO
Opel Corsa Chevrolet Corsa
Tata Indica Rover Indica

This table shows some other instances of ‘ rebadging’, apart from Indica-Rover

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