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