2. Red, Yellow, Green Light Session
Presenter: Nirav Gohil, Nishant Shukla, Vivek Bhatia, Shubham Mittal & Aniruddh Gupta
Branch: Vadodara

3. Our Trends
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4. Our Trends Year Target OBCM % change OECM FY 10-11 FY 11-12 FY 12-13
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 (till 15th Sept)
175
115.25
51.86

5. Current FY Trends – Civil Ind.
Month
Target
OBCM
% Achd.
OECM
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 %

6. Current FY Trends – Civil Imp.
Month
Target
OBCM
% Achd.
OECM
Achd (Rs. In Lakhs) Q1
8.75
20.31
232.11%
0.85
9.7% Q2
16.70
190.85%
10.04
114.74%
September
3.00
12.84
428%
1.64
54.66%

7. 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%

8. Current FY Trends – Distributor Performance
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

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

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

11. 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

12. 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

13. 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

14. 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

15. Lost to FIE, UTM and other material testing instruments
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

16. Strength : Soil instruments
Competition Analysis
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

17. Strong in Govt. Dept. price advantage FIE
Competition Analysis
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

18. 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

19. 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

20. Opportunities Ahead – Segment Wise
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

21. Opportunities Ahead – Segment Wise (continued)
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

22. 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

23. New Applications/Products/Industries We Plan To Venture Into
Govt.
Irrigation divisions
MPPWD
Power Sector
Adani Power
Tata Power
Customized Solutions
R&D divisions (IFGL Refractories, PDPU)

24. 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

25. Our Special Achievements
CSG – continued sales-service co-ordination
Adherence to Systems : CRM and KPI

26. 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

27. 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

28. Consultancy/Services
Forecast
Year
Indigenous
Imported (JS)
Geophysical (LDM)
Consultancy/Services
Total
% Change
Expected Closure
 145
 25
 20
 210  -
 165
 28
 35
 253
 20.47
 190
 30
 50
 305
 20.55
 220
 40
 70
 370
 21.31

29. 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

30. Support Required From AM and Team CSG
Continued Support…..

31. Our Aim: Customer Delight
Thank You!!