‘Udaan’: Tata Salt’s Endeavour to Grow Market Leadership

This case is set in September 2007 and revolves around Parag Gadre – the head of sales and marketing at Tata Chemicals Limited (TCL) – wondering how he can best boost the market share of Tata Salt, one of the flagship products of TCL. The dilemma is particularly interesting, as Tata Salt has been ranked as the ‘Most Trusted Food Brand in India’ for the fourth year in a row. It has very high brand equity – and yet its market share, at about 40%, did not appear to grow in reflection of that high brand equity. Some of the key factors that Gadre needs to consider while devising a strategy are the complexities of the different markets within India across geographical areas. Furthermore, competition from other brands and types of salt is intensifying.

The case provides a brief synopsis of some of the alternatives that are available to Gadre for boosting market share, such as promotional pricing and launching an advertising push to strengthen the consumer pull for the brand.

This case provides the students an opportunity to understand the pros and cons of specific key performance indicators, such as boosting market share. It also explains some of the implementation challenges of product, price, place and promotion decisions. This case study can be used in a class that covers marketing strategy, brand management, commodities marketing and line and brand extensions.

Inspection copies and teaching notes are available for university faculty. To receive an inspection copy and teaching note, please email cmpshop [at] smu.edu.sg with your registered faculty email ID and a link to your contact information on the faculty directory at your university as verification. An inspection copy and teaching note will then be sent to your faculty email account.

Download Information

SMU Faculty/Staff can download the case & teaching note on iNet with your SMU login ID & Password via the following links:

· The Case (SMU-12-0036)

· Teaching Note (SMU-12-0036TN)

For purchase of the case and supplementary materials via The Case Centre, please access the following links:

· The Case (SMU-12-0036)

· Teaching Note (SMU-12-0036TN)

For purchase of the case and supplementary materials via Harvard Business Publishing, please access the following links:

· The Case (SMU-12-0036)

· Teaching Note (SMU-12-0036TN)