Post on 14-Dec-2015
Red, Yellow, Green Light Session
Presenter: Nirav Gohil, Nishant Shukla, Vivek Bhatia, Shubham Mittal & Aniruddh Gupta
Branch: Vadodara
Our Trends
FY 2010-11 FY 2011-12 FY 2012-13 FY 2013-14 FY 2014-15 (till 15th Sept)
0
20
40
60
80
100
120
140
160
180
70
110
150
168175
98.97
129.5
139.57
117.11115.25
70.5
128.65
136.28
107.38
51.86
Target OBCM Achd (Rs. In Lakhs) OECM Achd(Rs. In Lakhs)
Our Trends
Year Target OBCM % change OECM % change
FY 10-11 70 98.97 - 70.5 -
FY 11-12 110 129.5 30.84% 128.65 82.48%
FY 12-13 150 139.57 7.77% 136.28 5.93%
FY 13-14 168 117.11 -16.09% 107.38 -21.20%
FY 14-15 (till 15th Sept) 175 115.25 51.86
Current FY Trends – Civil Ind.
Month Target OBCM % Achd. OECM % Achd. Achd (Rs. In Lakhs) Achd(Rs. In Lakhs)
Q1 23 26.2 113.91% 15.65 68.04%
Q2 42 51.14 121.76%25.31
60.26%
September 14 21.72 155.14% 0.42 0.03 %
Q1 Q2 September0
10
20
30
40
50
60
23
42
14
26.2
51.14
21.72
15.65
25.31
0.42
Target OBCM Achd (Rs. In Lakhs)OECM Achd(Rs. In Lakhs)
Current FY Trends – Civil Imp.
Month Target OBCM % Achd. OECM % Achd. Achd (Rs. In Lakhs) Achd (Rs. In Lakhs)
Q1 8.75 20.31 232.11% 0.85 9.7%
Q2 8.75 16.70 190.85% 10.04 114.74%
September 3.00 12.84 428% 1.64 54.66%
Q1 Q2 September0
5
10
15
20
25
8.75 8.75
3
20.31
16.7
12.84
0.850000000000001
10.04
1.64
Target OBCM Achd (Rs. In Lakhs)OECM Achd(Rs. In Lakhs)
Current FY Trends – Team Performance
Engineer Target OBCM % Achd. Achd. (Rs. In Lakhs)
Vivek Bhatia 91 L 65.03 71.42%
Shubham Mittal 49 L 12.29 25.08%
Nishant / Aniruddh 35 L 37.02 105.7%
Total 175 L 114.34 65.33%
Vivek Shubham Nishant / Aniruddh0
10
20
30
40
50
60
70
80
90
100 91
49
35
65.03
12.29
37.02Target OBCM Achd (Rs. In Lakhs)
Current FY Trends – Distributor Performance
Distributor Target OB % CM Contributed Achd (Rs. In Lakhs)
Gujarat (Tirth) 200 L 133.88 66.5 % 57.58
MP (STC / Skof ) 140 L 24.02 17.15 % 10.79
Total 340 L 157.9 46.44 % 68.37
Gujarat MP0
20
40
60
80
100
120
140
160
180
200
Target (in lacs)OB till date (in lacs)
Current FY Trends – Segment Analysis(Civil Indigenous)
Current FY Trends – Segment Analysis (Civil Imported)
14.27; 37%
20.53; 53%
0.860000000000001; 2% 2.83; 7%
OBCM Achd (Rs. In Lakhs)
Contractors & Builders (C6)
Education (C3)
R&D (C4)
Others (C10)
CIVIL IMPORTED PERFORMANCE - Strengths
• Continuous efforts for 2 years, the wheel is now rolling
• A comprehensive range
• Covering a vast array of applications
• A strong geophysical range
• Improved technical and after sales assistance
• The sales teams has much better technical and application knowledge
CIVIL IMPORTED PERFORMANCE - Weaknesses
• Very less workable margins specifically in Dynatest and Proceq
• A lot of hidden costs in some of the principals
• Exorbitant pricing for Dynatest, GDS, Phoenix
• Very less knowledge in MT Systems
• No other alternative to Proceq
CIVIL IMPORTED PERFORMANCE - Opportunities
• With IRC-115, road contractors going for FWD
• With IIT’s in our region, geotech and concrete research picking up
• ISR is making huge investments in geophysical instruments every year
• SVNIT is gunning for grants from DST for advance highway testing laboratory
• Kachchh and Saurashtra region seeing a lot of exploration activities for geothermal, water and earthquake studies
CIVIL IMPORTED PERFORMANCE - Threats
• Controls is planning to indigenize a number of their systems in India
• HEICO has developed a range of advanced geotech Testing systems
• Efforts are being made to locally manufacture the FWD
• Strong competition in Geophysical Range
• Troxler proving to be weak in front of Humboldt and CPN
Order Lost Analysis
• DDIT Nadiad
Lost to FIE, UTM and other material testing instruments
• IIT Gandhinagar
Didn’t qualify technically !!!
• AMPRI, Bhopal
Lost to HEICO
• MPRRDA, Bhopal
Currently we are highest
• Reliance Industries, Jamnagar
Lost to KJ Enterprise, total OV 15 L
Competition Analysis
• HEICO
Strength : Soil instrumentsHas a resident representative in AhmedabadPlanning for Gujarat officeMore Aggressive in Education sector
• EIE Instruments
Strength: Service Center and main operation from AhmedabadBetter in Soil & Bitumen instrumentsPresence in Education, RMCs, Construction company, Govt. Very less price and off the shelf delivery with good service
Competition Analysis
• Enkay
Strong in Govt. Dept. price advantageWeak in delivery period and overall qualityWeak in after sales service
• FIE
UTM and other material testing labGood delivery
• K J Enterprise
Ex Employee of Ex Aimil DealerCompetes in Govt., ContractorsMain office in AhmedabadVery low in price, main customer Reliance JamnagarOffers very less servicing and calibration charges for Aimil Instruments
Hurdles We Faced
• Lack of detailed Technical Specifications
• Delivery
• Lack of technical knowledge for esp. hydraulic, geotextile &
material testing range
• Application Support for new range
• Territory infringement by dealers
Suggestions To Combat Hurdles
• Detailed Technical Specifications
• Online stock availability
• Timely circulation of User manual and service manual
• Training to service engineer for new range of products
Opportunities Ahead – Segment Wise Cement Industry/RMC :
Reliance Expanding unit at KatniAmbuja cement plant at BhanpuraJK Lakshmi Cement Ltd ,SuratAbhijeet Group in KatniDhara Cement India Pvt Ltd ,SabarkanthaReliance Cement, Kutch
Projects :Statue of Unity, GujaratNSDC – SVNIT, SuratMPPWD, Bhopal
Irrigation Divisions – Ukai Dam and Bodeli Dam
Highways :Vadodara – Mumbai Expressway – Biggest till date Mehsana-Himmatnagar – 50 kmPadi-Dahod – 85 km
Education Segment :
IIT Indore – Introduction of Civil Branch
IITRAM Ahmedabad – Dream project of PM Narendra Modi
5 Universities (20 cr.) under Rashtriya Uchchatar Siksha Abhiyan (RUSA) MS University Sardar Patel University Krantiguru Shamji Krushna Verma, Kutch University Rajkot-based Saurashtra University Surat-based Veer Narmad South Gujarat University
University in making - Jabalpur Engineering College
L&T – PDPU partnership worth Rs. 5 crores for R& D
Opportunities Ahead – Segment Wise (continued)
New Strategies That We Will Employ
• “AIMIL Brand”• Introduction of new Dealer in MP (SKOF India)• Product mixing with Survey Range of Instruments for big Govt. Tenders• Customized Solutions• Use of IRC – 115 for FWD sales/services• Promotion of newly introduced range -Hydraulic Lab/Material testing lab• Special promotion for Loyal Customers:
• Buyback/Loyalty Bonus/Upgradation
New Applications/Products/Industries We Plan To Venture Into
• Govt.
Irrigation divisionsMPPWD
• Power Sector
Adani Power Tata Power
• Customized Solutions
R&D divisions (IFGL Refractories, PDPU)
Our Success Stories
• PDPU, Gandhinagar – First order of PASI - MASW in India
• Kerakoll India – EN Standard Instruments
• Asian Lab, Palanpur – Full Aimil Lab (OV 50L)
• IIT Gandhinagar – GPR case
• Gujarat Dealer – Tirth Enterprise
• Marwadi Engineering College – converted EIE customer into Aimil
• Order for 2 nos. FWDs
Our Special Achievements
• CSG – continued sales-service co-ordination
• Adherence to Systems : CRM and KPI
Orders From New Segments /Applications/Products
• Customized Solution (EN standard)
Kerakoll India, Vadodara
• Cement Tensile Testing Machine
Sanghavi Industries, Kheda
• Geotextile Range
Khator Textile Company, Silvassa
• Agricultural College
Rajmata Krushi Vishwavidyalaya, Gwalior
• Power Plant
NTPC Limited, Gadarwara
Strategies & Plans Ahead
• Focus on Large Projects – Mr. Kandarp Bhatt
• Promoting EN standard instruments
• Delivering customized solutions
• Help from Liasoning Agents – Nuchem Jabalpur
• Introducing new dealer for MP – SKOF India
• Use of Aimil Network – taking orders from large contractors
• Keep focus on Govt. Departments esp. Irrigation
• New Segment - Ports
• New Lead Generation (monthly tracking)
• Opportunities in Geophysical Field
• Promotion of OYO/IRIS and Micro Tremor Systems
Forecast
Year Indigenous Imported (JS) Geophysical (LDM)Consultancy/
Services Total % Change
2014-15 Expected Closure
145 25 20 20 210 -
2015-16 165 28 25 35 253 20.47
2016-17 190 35 30 50 305 20.55
2017-18 220 40 40 70 370 21.31
Support Required From NM, Engineering & CPU
• Training to Service engineers for new range
• USPs in our main selling instruments should be updated
regularly and circulated
• ECN should be circulated regularly and immediately
• Dispatch details – to be send in a day’s time of dispatch
• Online stock availability
• Special prices for large tenders
Support Required From AM and Team CSG
Continued Support…..
Thank You!!
Our Aim: Customer Delight