Presenter: Nirav Gohil, Nishant Shukla, Vivek Bhatia, Shubham Mittal & Aniruddh Gupta Branch: Vadodara 175 180 168 160 150 139.57 140 129.5 136.28 120 110 117.11 115.25 128.65 98.97 100 107.38 Target OBCM Achd (Rs. In Lakhs) 80 70 70.5 OECM Achd(Rs. In Lakhs) 51.86 60 40 20 0 FY 2010-11 FY 2011-12 FY 2012-13 FY 2013-14 FY 2014-15 (till 15th Sept) Year Target OBCM % change OECM % change FY 10-11 70 98.97 - 70.5 - FY 11-12 FY 12-13 FY 13-14 110 129.5 30.84% 128.65 82.48% 150 139.57 7.77% 136.28 5.93% 168 117.11 -16.09% 107.38 -21.20% FY 14-15 (till 15th Sept) 175 115.25 51.86 60 51.14 50 42 40 Target 26.2 30 OBCM Achd (Rs. In Lakhs) 25.31 23 21.72 15.65 20 OECM Achd(Rs. In Lakhs) 14 10 0.42 0 Q1 Month Q2 Target OBCM September % Achd. Achd (Rs. In Lakhs) Q1 23 Q2 42 September 14 OECM % Achd. Achd(Rs. In Lakhs) 26.2 51.14 113.91% 21.72 155.14% 121.76% 15.65 25.31 68.04% 0.42 0.03 % 60.26% 25 20.31 20 16.7 15 Target 12.84 OBCM Achd (Rs. In Lakhs) 10.04 10 8.75 OECM Achd(Rs. In Lakhs) 8.75 5 3 1.64 0.85 0 Q1 Month Q2 Target September OBCM % Achd. Achd (Rs. In Lakhs) Q1 Q2 September OECM % Achd. Achd (Rs. In Lakhs) 8.75 20.31 232.11% 0.85 9.7% 8.75 16.70 190.85% 10.04 114.74% 3.00 12.84 428% 1.64 54.66% 100 91 90 80 65.03 70 60 49 Target 50 35 40 37.02 OBCM Achd (Rs. In Lakhs) 30 12.29 20 10 0 Vivek Engineer Shubham Target Nishant / Aniruddh OBCM % Achd. Achd. (Rs. In Lakhs) Vivek Bhatia 91 L 65.03 71.42% Shubham Mittal Nishant / Aniruddh 49 L 12.29 25.08% 35 L 37.02 105.7% Total 175 L 114.34 65.33% 200 180 160 140 120 Target (in lacs) 100 OB till date (in lacs) 80 60 40 20 0 Gujarat Distributor Target MP 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 OBCM Achd (Rs. In Lakhs) 0.86, 2% 2.83, 8% 14.27, 37% Contractors & Builders (C6) 20.53, 53% Education (C3) R&D (C4) Others (C10) • 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 • 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 • 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 • 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 • 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 • HEICO Strength : Soil instruments Has a resident representative in Ahmedabad Planning for Gujarat office More Aggressive in Education sector • EIE Instruments Strength: Service Center and main operation from Ahmedabad Better in Soil & Bitumen instruments Presence in Education, RMCs, Construction company, Govt. Very less price and off the shelf delivery with good service • Enkay Strong in Govt. Dept. price advantage Weak in delivery period and overall quality Weak in after sales service • FIE UTM and other material testing lab Good delivery • K J Enterprise Ex Employee of Ex Aimil Dealer Competes in Govt., Contractors Main office in Ahmedabad Very low in price, main customer Reliance Jamnagar Offers very less servicing and calibration charges for Aimil Instruments • 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 • Detailed Technical Specifications • Online stock availability • Timely circulation of User manual and service manual • Training to service engineer for new range of products Cement Industry/RMC : Reliance Expanding unit at Katni Ambuja cement plant at Bhanpura JK Lakshmi Cement Ltd ,Surat Abhijeet Group in Katni Dhara Cement India Pvt Ltd ,Sabarkantha Reliance Cement, Kutch Projects : Statue of Unity, Gujarat NSDC – SVNIT, Surat MPPWD, Bhopal Irrigation Divisions – Ukai Dam and Bodeli Dam Highways : Vadodara – Mumbai Expressway – Biggest till date Mehsana-Himmatnagar – 50 km Padi-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 • “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 • Govt. Irrigation divisions MPPWD • 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 2014-15 Expected Closure Indigenous Consultancy/ Imported (JS) Geophysical (LDM) Services Total % Change 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….. Our Aim: Customer Delight Thank You!!