rathi europe gmbh - deutsche messe...

RATHI EUROPE GMBH

Firmenpräsentation

PRODUCTPROGRAM

SAMIFLEX COUPLINGSTORQUE LIMITER

Additional products to Rathi

SALES AND SERVICE TERRITORY

• Germany

• Netherlands

• France

• Scandinavia

• Swiss

• Austria

• Poland

• Italy

• Spain, Portugal

• Russia

• Balkan

• North Africa

• Midle East

• Great Britain

OEM VERTICALS

PUMPS, FANS, COMPRESSOR

• Targets:

• KSB Grundfos

• Flowserve

• Wilo

• Colfax Group

• SPX

• Sulzer

MATERIAL HANDLING

• SEW

• FLS

• WEIR

• Metso

• Cargotec

• Moventas / Santasalo

DISTRIBUTIONSMALL OEM AND RESELLER BUSINESSENDUSER

DISTRIBUTIONSMALL OEM AND RESELLER BUSINESSENDUSER

Rathi Europe works in areas outside Germany with distributorswho are covering the market in a limited territory.The distribution needs to be able and motivated to sell theproducts in the area in which they are already working.To avoid confusion in the market it is our wish that a distributorwill not work outside the agreed area. We should not sell to eachcompany when we have a suitable distributor covering his area.

We expect: active sales, small machining capacity to makebores and key. Technical service capability. Product and marketknowledge. Stock of regular needed products.Without above they are resellers and will not get protection.

DISTRIBUTIONSMALL OEM AND RESELLER BUSINESSENDUSER

Enquiries from enduser or small resellers will be handled throughdistribution.If the enquiry comes from an area which is not covered by a distributor, Rathi Europe will sell direct, and hand over thecustomer when a distributor is found at a later state.

AGENTS

Due to size of Rathi Europe we will work with agents in someareas.This agent close the gap between Rathi and the market in somecountries.The agent works similar to an sales employee of Rathi, but he isself employed.He has to find distributors, works with OEM and translates quotesand enquiries.For the agents activities there is a commission payable which will need to be variable in some extend to reflect the business.A commission for a low margin customer will be in percentagelower as for an end user, but because it is repeatable business in the end more attractive.

AGENTS

In the moment we have agents in:

Great Britain: Paul SeliniRussia and Baltic: Gediminas Meskauskas

PRICES

The price structure is based on our main competitors.These are Flender, KTR, Renk, John Crane, Fenner, Rexnord, Renold

The discount levels reflect the known discount schemes, and ourprices are on a lower level as above companies, by app. 10 to15%

We are not trying to compete against project prices fromChinese or other manufacturer. There will be always somebodyable to supply one specific coupling series cheaper. We arefollowing the main manufacturer.

PRICES

We have an end user / gross price list with discount scheme foreach coupling series.

In areas in which agents are working the max. discount is by theamount of the agents commission lower.

PRICES

Global OEM pricesWe have as target to work with a global pricing for global OEM customers.Only currency and transport / customs costs will make the end price different.Global prices will be agreed with category managers of theglobal OEM and Rathi management.Commission for agents will be possible on this accounts if theOEM is ready to work with the agent and the agent adds valueto the business. Still the percentage has to be agreed on between the agent and Rathi Management based on marginsavailable.

PRICES

List prices should stay valid for 1 Year Currency is EurosAll European prices are ex Works Barntrup as base.

PRICES

Distributors and existing business in Europe which exist sincebefore the start of Rathi Europe, will be given the choice to buyfrom Rathi Europe or buy from India as before. Rathi India will only sell ex works Pune. If the customer needs CIF or DDU he should change to Rathi Europe because of regular shipments to Rathi Europe.It would not make sense to organize smaller shipments to variouslocations if they can be combined.

STOCK

Rathi Europe will keep stock of standard pilot bored couplingsand wear material.Only regular bought units will be kept on stock.

The distributors are expected to carry also stock for their territory.This should start after they have established sales. Value of stock depends on their customers demand.

CATALOGS

Rathi Europe will use existing catalogs from Rathi India but will add translated versionsTranslations are necessary for German, France, Russia, Italy,

Instruction manuals will be made for the products following theEuropean machine regulations

MARKETING

Rathi will exhibit on the Hanover Fair 2015.Other fairs are not planned for 2015.Advertising in magazines is not planed for 2015.

Internet presentation will be extended

Direct marketing through GPT sales and agents is the key to thebusiness.

TECHNICAL SUPPORT

Rathi Transpower will support technical enquiries throughengineering and customer service team.

In 2015 we will not have a technican employed in Germany.

If budget allows this will follow in 2016.

CUSTOMER SUPPORT AND SERVICE

Rathi Europe will have with the increase of business staffmembers to support the customers and the material handling.

Probably in April we will have to start hiring. Then we expect thefirst serial orders from larger customers and after the Hanover Fair we will have to cover the expected amount of enquiries.

PRODUCT RANGE

Rathi Europe has the Rathi couplings incl. High performancecouplings made by Rathi (not Bibby Turboflex)

Samiflex couplings

Torque limiters from Bibby, CIT, Rathi

Fluid couplings

Additional clutches and brakes based on OEM request fromselected partners like Heid, KWD, Tschan, Rexnord.

FUTURE MARKETS

Rathi Europe should follow the trend in the market which asks power transmission manufacturer to supply a wide range of power transmissionproducts. There could be gear boxes, chains, bearings or other products necessary tocompete against companies like Renold, Rexnord, Flender, KTR or others.

We see us as a key player in a global market, with a lot of experience andmarket knowledge.

Marine, Automotive, Construction and Agriculture OEM should be our futuretargets.Therefore we will need a network of partners helping where we needproducts which we don‘t have.

WHERE ARE OUR STRENGTHS

Market leader in India, many global customers

Large product range for standard and special application

Large engineering team for customized solutions

more as 45 years experience in Industry

High quality standards for design, manufacturing and service.

ATEX / API / ISO certifcations

Competitive prices

interchangeability to existing products in the market

MANUFACTURING

Rathi produces in India couplingsto European and global specifications and norms.