The document outlines various consulting projects undertaken by UC Strategy for clients in the financial services sector, including market assessments for travel insurance and SME lending in India. The firm provided comprehensive analyses, recommendations, and implementation plans to help clients navigate their respective markets and investment decisions. Additionally, UC Strategy supported a hospital chain in establishing a PMO and assisted a charity management service in defining its business model and implementation plan.

1. Financial Services - Cases
July 2019
251994-2019
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The materials contained in this document are intended to supplement a discussion with UC STRATEGY.

2. Providing an Overview of Travel Insurance Market in India to a Leading Australian based
Private Equity Investment Firm
Client Challenge
The client was a leading Australian private equity investment firm and Australia’s largest travel insurer.
The client was currently evaluating a number of potential acquisition targets internationally
They have identified a potential acquisition target in India that is present in the retail travel and health
insurance markets. The top management had hired UC STRATEGY to provide them with an overview of
the travel and health insurance markets, to assist them in taking a decision to invest in the potential
target
Our Approach
In order to conduct a market assessment, UC STRATEGY used the following approach:
• As a part of the assignment, interviewed more than 35 respondents
• Assessed and examined the growth of travel insurance market in India, project the growth for next
five years
• Mapped the outbound air travellers influx and their purchasing patterns
• Assessed the turnover and market share of travel insurance players in India
• Assessed travel insurance as a % of the general insurance market
• Assessed the travel insurance market of corporate travellers and leisure travellers
• Evaluated and highlighted the value chain and distribution channel of travel insurance in India
• Highlighted the key purchasing criteria’s of individual customers
• Analysed competitors and their offerings
• Evaluated the market perception of the acquisition target company.
Our Impact
The client received a well-documented summary of findings and analysis with implication and
recommendation.

3. Assess the SME Margins and Incidence of Unaccounted Turnover to assess Loan Eligibility of
a Potential Customer
Client Challenge
A leading financial services company in India was into a lending business to the small and medium
enterprises (SMEs) segment in India. They requested UC Strategy to assess the SME margins and the
incidence of unaccounted turnover to assess the loan eligibility of the potential customer.
Our Approach
To assess the SME margins and incidence of unaccounted turnover, UC Strategy adopted the following
approach:
• Consolidated 200+ product segments given by the client to about 125 product segments based on
the similarity of nature and the value chain of products
• Mapped the entities across the value chain, and ascertained the following through primary research –
• Margins and incidence of black money across value chain entities
• SME concentration for each segment
• Drivers/suppressors likely to affect margins in the future
Secondary research was conducted to understand –
• Value chain of the industries
• Market size and growth of industries
• Organised v/s unorganised share in the industry
• SME concentration in the industry
• Margins of players and future trends likely to affect margins
Our Impact
The client could assess the loan eligibility of a potential customer based on his reported turnover, value
chain presence and industry segment using our margins and incidence of black money figures.

4. PMO Support for South Indian Hospital Chain
Client Challenge
The client was a hospital chain in Kerala and the Gulf, PE buyout firm client invested 200mn USD in the
hospital chain and requested UC STRATEGY to aid in the setting up of a PMO to initiative, track and bring to
completion key strategic initiatives in their investee company (Hospital Chain)
Our Approach
To develop an assessment of market opportunities in the industry, UC STRATEGY adopted the following
approach:
• Conducted 60+ face to face and telephonic interviews with industry experts, competitors, logistics
industry customers, fleet operators, OEMs and other influencers
• Defined framework for identifying priority segments in logistics for telematics based on
• opportunity size
• industry structure
• certainty of adoption
• complexity and fungibility of solution
• adoption drivers
• supply side characteristics
• Assessed market potential for priority segments through scenario analysis
• Assessed current competition product offerings and industry segment focus
• Identified customer buying behavior and preferences for priority segments
• Benchmarked competition offering with customer need and price points
• Built logistics industry wise revenue models for priority logistics segments
Our Impact
UC STRATEGY provided support for the above tasks and transitioned successfully to an internal strategy
person.

5. Creating a Business Plan for a Charity Management Service
Client Challenge
The client, a charity management service intended to pool assets of investors with a desire to contribute to India
related charitable investments. The NRI community was targeted as the primary source of funds for the venture. The
funds from these investments would be utilised for charitable causes defined by the board of advisors. The client was
of the opinion that a charities management service ideally functioned in the same manner as an asset management
company. The objective of the venture was to ensure that investor funds were managed optimally, and an on-going
cash stream was generated for charitable purposes. The client was looking for assistance to define the business
concept, ascertain sustainability, document a business plan, and define an implementation plan for setting up the
charities management service in India.
Our Approach
To make a business plan, UC STRATEGY adopted the following approach:
• Carried out in-depth secondary research to understand characteristics and trends in charity management in India
and around the world
• Interviewed the heads of dynamic and successful charitable organisations in Mumbai to obtain a first-hand
perspective on the nature of the service, and to ascertain the sustainability of the proposed venture. Also
understood the legal norms, set up requirements and practical difficulties for setting up and managing a charities
management service in India
• Generated and evaluated business model options based on the pros and cons of each. A model involving two
companies, one for focusing on the management of charitable funds, and the other for managing the asset
management operations, was recommended
• Recommended the ideal organisational structure for the service
• Estimated and documented financials indicating the investment requirements and on-going costs for the service
• Prepared a detailed implementation plan for setting up the service
Our Impact
The client received an implementation plan for a dual model approach to setting up the charity management service.
This included an investment forecast and funding requirements document.

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