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Red , Yellow , Green Light Session

Red , Yellow , Green Light Session. Presenter :B.K. Acharya, A imil Bangalore (Branch ). Our Trends. Current FY Trends – Civil Ind. Current FY Trends – Civil Imp. Current FY Trends – Team Performance. Current FY Trends – Distributor Performance. Current FY Trends – Segment Analysis

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Red , Yellow , Green Light Session

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  1. Red, Yellow, Green Light Session Presenter :B.K. Acharya, Aimil Bangalore(Branch)

  2. Our Trends

  3. Current FY Trends – Civil Ind.

  4. Current FY Trends – Civil Imp.

  5. Current FY Trends – Team Performance

  6. Current FY Trends – Distributor Performance

  7. Current FY Trends – Segment Analysis (Civil Indigenous)

  8. Current FY Trends – Segment Analysis (Civil Imported)

  9. Order Lost Analysis • WE HAVE LOST 10ORDERS ON PRICES TO LAWRENCE & MAYO. (CM - 20.00 LACS) • WE HAVE LOST 5 ORDERS TO HEICO ON PAYMENT TERMS, AS THEY ARE READY TO OFFER 30 TO 60 DAYS CREDIT PERIOD AFTER INSTALLATION. (CM - 10.00 LACS) • WE HAVE LOST 5ORDERS TO SEECO & VK INSTRUMENTS ON PRICE & PYMENT TERMS (CM - 10.00 LACS).

  10. Order Lost Analysis

  11. Competition Analysis

  12. Hurdles we faced WE LITERALLY LOST AN ORDER TO L&M OVERNIGHT AND HAD TO INCREASE THE DISCOUNT BY 2% TO GET THIS 20.00 LACS ORDER FROM MADEGOWDA COLLEGE. KSHIP – KARNATAKA STATE HIGHWAY IMPROVEMENT PROJECT - NOT PARTICIPATED 16 CRORES ORDER OUT WHICH 8 CRORES – IMPORTED PRODUCTS, 8 CRORES – AIMIL INSTRUMENTS. 72 ITEMS TO 12 LOCATIONS TOTALLING AROUND 800 INSTRUMENTS. PAYMENT TERMS – 10% ADVANCE, 60% AGAINST DELIVERY 20% AFTER INSTALLATION, 5% AFTER DEMONSTRATION, 5% AGAINST PBG FOR THREE YEARS. THOUGH WE WERE ON TIME FOR SUBMISSION, OUR TENDER WAS NOT ACCEPTED BY THE CUSTOMER, AS THIS WAS DECIDED ORDER. NO ENGINEER FOR PROMOTING NDT/GEO PHYSICAL INSTRUMENTS PROBLEMS IN GOING THROUGH GOVT DEPARTMENTS AS THE TPC IS VERY HIGH AND SOME CASES THEY EXPECT IN ADVANCE

  13. Suggestions to Combat Hurdles • WE SHOULD REACH CUSTOMER BEFORE COMPETITOR LANDS. • THOUGH WE WERE ON TIME FOR SUBMISSION, OUR TENDER WAS NOT ACCEPTED BY THE CUSTOMER, AS THIS WAS DECIDED ORDER . • DO NOT UNDER ESTIMATE COMPETITORS • WE LITERALLY LOST AN ORDER OVERNIGHT AND HAD TO INCREASE THE DISCOUNT BY 2% TO GET THIS 20.00 LACS ORDER • NEED TO RECRUIT SALES PERSON FOR NDT

  14. Opportunities Ahead – Segment wise CEMENT PLANTS - NAVA BHARAT CEMENT PLANT, DAVANGERE MICROTECH CEMENTS, GULBARGA JR SUPER CEMENTS, GULBARGA CONSTRUCTION - SOBHA, PRESTIGE, BRIGADE ARE COMING UP WITH HUGE PROJECTS BANGALORE MYSORE SIX LANING PROJECT COSTING 3000 CR SHIRADHI GHAT 40KM FOUR LANE TUNNEL 5000 CR RMC PLANTS - REPEAT ORDERS EXPECTED FROM OUR REGULAR CUSTOMERS FOR NEW PLANTS TEST HOUSE - NEW TEST HOUSES COMING UP IN MOST OF THE DISTRICT HQ. EADUCATION - MANY COLLEGES STARTED M-TECH COURSES AND NDT IS COMPULSORY IN SYLLABUS

  15. New Strategies that we will Employ TO PLAN OUR VISITS AS PER THE KPI SHEET TO HAVE REGULAR VISITS TO OUR BEST CUSTOMERS AND SEARCHING FOR REFERALS. TO GET THE ENQUIRIES SPLIT UP FROM GOVERNMENT DEPARTMENTS. TO TARGET OUR COMPETITOR CUSTOMERS AND PLAN FOR A ROAD SHOW AT 70:30 RATIO LOOK OUT FOR SPECIALISED AND HIGH VALUE ORDERS AND NOT TO LOSE THESE ONE TIME OPPORTUNITIES

  16. New Applications/Products/Industries we plan to venture into INDUSTRY - TIMBER – FLEXURE AND SHEAR TEST OF PLYWOODS AND TIMBER AUTOMOBIL INDUSTRIES –MATERIAL TESTING INSTRUMENTS AND PROVING RINGS PLASTIC MOULDS- THIS REQUIREMENT IS SLIGHTLY PICKING UP

  17. Our Success Stories • OXFORD COLLEGE OF ENGINEERING – • MATERIAL TESTING LAB EQPTS- • ORDER VALUE-RS 22.00 L • SHRIDEVI INSTITUTE OF ENGG & TECHNOLOGY- • CONCRETE TESTING LAB INSTRUMENTS • ORDER VALUE RS 16.00 L • ARDEX ENDURA LTD • CEMENT TESTING LAB INSTRUMENTS • ORDER VALUE RS 10.00 L • VIDYAVARDAKA COLLEGE OF ENGINEERING • MATERIAL TESTING LAB INSTRUMENTS • ORDER VALUE RS. 2.00 L

  18. Our Success Stories • THRIVENI EARTHMOVERS PVT LTD • 2000 KN DCTM WITH SPECIAL PLATENS • ORDER VALUE RS 3.00L • AISHWAIRYA CONSTRUCTION • RMC LAB INSTRUMENTS • ORDER VALUE RS 5.00L

  19. Our Success Stories NEW CUSTOMERS ADDED INTO THE BASKET PREMIER TERCHINAL CONSULTANTS PREMIER FOUNDATION POWETECH RMC SBMS RMC CEMAX RMC ARDEX ENDURA GTB RMC LACRETE DURACHEM VIDYAVARDAKA ENGG COLLEGE SHRIDEVI INSTITUTE OF TECHNOLOGY MN INDUSTRIES AISHWARYA CONSTRUCTION THRIVENI EARTHMOVERS ATME COLLEGE OF ENGINEERING

  20. Our Special Achievements

  21. Our Special Achievements

  22. Orders from New Segments /Applications/Products THRIVENI EARTHMOVERS PVT LTD 2000 KN DCTM WITH SPECIAL PLATENS USED IN MINING ORDER EXPECTED FOR SPECIAL MACHINE FOR FLEXURE AND SHEAR TEST OF WOOD IN PLYWOOD INDUSTRIES

  23. Strategies Which Worked MAINTAINING GOOD RELATION WITH CUSTOMER SHRIDEVI COLLEGE – ORDER VALUE 13.73 LACS LAST YEAR WE LOST THE ORDER FOR 15.00 LACS TO HEICO. THIS YEAR, WE CHANGED THE STRATEGY ON PAYMENTS AND BAGGED THE ORDER BY CONVINCING CUSTOMER FOR 100% AGAINST PHYSICAL DELIVERY – PAYMENT ALREADY RECEIVED. UNDERSTANDING CUSTOMER’S NEED AND THEIR PROCESS, DECISION MAKERS ALSO THE URGENCY. DECISION MAKER – INFLUENCE HE HAS ON THE ORDER. ENDUSER – THE POWER HE HAS WITH THE MANAGEMENT & AS WELL HOW MUCH SATISFIED HE IS WITH AIMIL OR WITH COMPETITOR IF HE HAS THEIR INSTRUMENTS. UNDERSTANIND THE PROCESS – BY ANALYZING, WE CONVERTED THE PAYMENTS TO 100% ADVANCE.

  24. Plans Ahead • Maintaining the good relationship with customers, Understanding the need and accessing costumers according to their mind • Educating the customer regarding Aimil brand and GEO PHYSICAL/ NDT product • Expansion of business in area like –Mining, Mineral ,steel, ceramic,AUTOMOBILE,TIMBER and concrete block industries. • Plan our Tour plans more productive and more & more numbers of customer meet • Encouraging existing users to buy new ACTM/MuCTM against buy back scheme.

  25. Forecast

  26. Support Required from NM, Engineering& CPU SPECIALISED AND HIGH VALUE PRODUCTS-FASTER SUPPORT NEEDED EXPRESS DELIVARIES FOR 100% ADVANCE ORDERS-TO IMPROVE ORDER REGISTRATION-IMPROVEMENT REQUIRED FOR HIGH VALUE GOVT TENDERS WE NEED FULL SUPPORT FROM ALL

  27. Support Required from AM and Team CSG • NEED TO RECRUIT SALES PERSON FOR NDT-AM • CSG-TO BE MORE FLEXIBLE AND PRIORITISE INSTALLATION JOBS. • FOR HIGH VALUE GOVT TENDERS WE NEED FULL SUPPORT FROM ALL

  28. THANK YOU

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