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Case Study

Mahindra Finance (A): Creating new markets

By Charles Dhanaraj, Thomas W. Malnight and Ivy Buche

7 pages

December 2016

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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.

Keywords

Rural Market, Strategy, Automotive Finance, Customer Centricity, Business Model Innovation, Mortgage, Finance Company

Settings

India
Mahindra and Mahindra Financial Services, Mahindra and Mahindra, Finance and Insurance, Financial Services
2009

Type

Field Research

Available Languages

English

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This case study is part of a series

Mahindra Finance (A): Creating new markets
Mahindra Finance (B): Finessing business models
Mahindra Finance: Accelerating growth

This case study is part of a series

Mahindra Finance (A): Creating new markets
Mahindra Finance (B): Finessing business models
Mahindra Finance: Accelerating growth

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