The document outlines two cases for clients looking to enhance profits. The first case involves a B2B e-commerce player in India aiming to boost profits by INR 500 million in two years through increased quantity sold and improved revenue strategies, while the second case focuses on a medical device manufacturer wanting to determine the optimal domestic and international sales mix amidst various demand factors and costs. Both cases assume stable pricing and cost structures.

1. Case #1 – Your client is a B2B Ecommerce player in India. They want to increase profit by INR 500 Mn in 2 years
Assumptions:
• No issues on the pricing of the product and the cost structure.
• Client wants to increase profits by increasing the quantity sold.
• Profit will increase by focusing on the revenue of the product.
Profits
Revenue
Price
Increase Volume
Demand Side
Awareness
Account-based
marketing
Data driven
strategy planning
Borrow B2C
techniques
Buyers’ Value
Speed
Transparency
Expertise
Supply Side Issues
Internal Factors
Offer the human
touch
Inside Sales
Field Sales
Contact Points
E-mails
Chatting
Phone calls
In-person visits
External Factors
Costs
Fixed Costs
Variable Costs

2. Case #2 – Your client is a medical device manufacturer. They make a complex, high-demand product. They have been exporting since 2 years. They want to know the best
domestic/international mix.
Sales Mix
Domestic
Revenue
Price
Quantity % of Total Sales
Costs
Product Demand
Factors affecting
demand
Season
Preference
Competition
International
Revenue
Price
Quantity
Locations
Ease of
Transportation
Medium of
Export
Regulatory
Constraints
% of Total Sales
Costs
Additional Costs
for Exporting
Export Levy
Compliance
Costs
Licensing Costs
Product Demand
Factors affecting
demand
Season
Forex Price
Assumptions:
• No issues on the pricing of the product and
the cost structure of the product.
• International locations of export are unknown
at this point.
• Competition is assumed to be nil.