Transcript Current FY Trends – Segment Analysis

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!!