Case Study

Mahindra Finance (A): Creating new markets

7 pages
December 2016
Reference: IMD-7-1701

Case A (IMD-7-1701) describes the growth trajectory of Mahindra Finance until 2009 when it stumbles with its new product – home loans for the rural market. Case B outlines the steps taken by Mahindra Finance to address the challenges faced by the housing finance business. By incorporating specific changes to the business model in terms of the product, interest rates, repayment schedules and customer acquisition channels, the home loans segment turned around in 2010 and was well set on a growth path. In 2012, Mahindra Finance went on to launch yet another product – finance for small and medium enterprises – with success. By 2015, the company achieved new heights but the key question was how to sustain growth and profitability? A consolidated version of this two-part case is available as Mahindra Finance: Accelerating Growth (IMD-7-1700).

Learning Objective

(1) Creating an outside-in approach to strategy; (2) Building alternative thinking – to pivot and proceed; (3) Finessing business models.

Rural Market, Automotive Finance, Customer Centricity, Business Model Innovation, Mortgage, Finance Company
Mahindra and Mahindra Financial Services, Mahindra and Mahindra, Finance and Insurance, Financial Services
Field Research
© 2016
Available Languages
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