Silvio Napoli at Schindler India

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Case Study Silvio Napoli at Schindler India

Was Silvio the right choice?

PROS:  He developed the business plan  Int. Experience

CONS:  Age and family situation  Personality and cultural background

(France & USA)
 Experience with Swatch Project

 Lack of adaptation to
foreign cultures  No similar post before

 Well educated

 No sales and technical
experience in the elevator business

Was Silvio the right choice?

Blindly sticking to his business plan  Lack of soft skills  Failed to convince the

team of his plan
 Harsh leadership style not suitable in India Probably not the right person for this particular position as general manager


How to evaluate the Silvio`s first seven moths as general manager?

“The first step is always the hardest!”
 Teething problems in establishing the business
 Still in the “learning process”  Too ambitious plans  Having build a reasonable management team  Sold the first elevators (although customized)

 Having failed to meet the demand of the Indian market


How to advice Silvio?

Do you still want to work for Schindler in India?  Better adapting to Indian values in terms of leadership style, time conception and ambitious goals

 Diversifying product lien to better suit Indian market`s demands  Strengthen Silvio and shore up support for his tough

 Encourage the whole team to continue and setting the direction for future success 5

How to deal with rising transfer prices and lacking technical cooperation?

Lobby top management to ensure support (improve communication with other business divisions) Getting directly in contact with plan managers to explain them their advantages in order to get technical

cooperation and plans
Developing a strategy to manufacture or purchase elevators locally


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