First Energy
商品編號：9B12A001
出版日期：2012/02/17
再版日期：
商品來源：Ivey
商品主題：Entrepreneurship; International Business; Marketing
商品類型：Case (Field)
涵蓋議題：Non-product Innovation;Sustainability;Alternative Energy;Business to Business Marketing;Customer Segmentation;Cleantech, India
難易度：4 - Undergraduate/MBA
內容長度：13 頁
地域：India
產業：Utilities;
事件年度：2011
In September 2011, the CEO of First Energy Private Ltd, a startup enterprise in the alternative energy industry in India, is facing a flashpoint. The company has commercialized the technology of biomass cooking stoves and has been providing, since 2007, clean and affordable cooking solutions to customers in rural India. A marginal hike in price of biomass fuel in early 2011 has, however, led to a steep fall in demand making the continuance in the rural household market unsustainable. The company does not have a level playing field in the household segment because the competitor product, liquid petroleum gas (LPG), enjoys price subsidy provided by the federal government. First Energy has been quick to find its bearings by targeting a niche market in the urban commercial market consisting of restaurants, eateries and hostels. While the margins are high in this segment, the volumes are low. The company must therefore build scale to be able to service the investments in plant capacity, which is being under-utilized. The case enables students to come up with strategies for market expansion for the CEO. They will also take a call on whether to exit from or hold on to the household segment where the margins are low but the volumes, in the light of the imminent de-subsidization of LPG, would be high.
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