PrincipalProductOrder ValueCompetitorsLost due to IIT Madras GSSI USD 93,000 IDS, Italy Over confidence
GPR 1.Sensor & Software – Rep is Complete Solution. 2.Price of S&S is low currently, just to enter into the market. 3.IDS – Italy is technically equivalent to GSSI. 4.Mala-Sweden: very aggressive market approach, Data quality is better than any others in world. 5.More players, though they are technically not equivalent all the three above, but they are pricewise low, Geoscanner, Utsi Era, PenetRadar, Zond, Cobra, 3-D Radar, NGI and so on… Resistivity & IP: 1.Scintrex, ABEM, GF Instruments, ZZ Australia, AGI, Zonge 2.IGIS- Hyd and Pune Indian manufacturers are real threat to the market in educational Sector.
Seismic 1.ABEM, Geometrics, against OYO 2.PASI range of products have competition to MAE-Advanced Geophysics Instruments, Italy. Ambient Microtremor System: 1.Main competitor is City shark, Canada, their market share is 90%. 2.Since Micromed is new in India, we must be aggressive, as our price is competitive and technically much superior than other product. 3.OYO is also indirectly in competition.
Support from principals: Phoenix: absolutely no support. After a long follow-up we received an offer for ISM a day before, for which we wait more than 6-months. Customer is annoyed. No support for the existing customers: AMD, ISM, GSI Hence we are requesting them to visit India, by which we can discuss all the issues to resolve amicably. ES&S: Reseller for Broadband products. Price is always higher. They have no option.
CHALLENGES Internal Challenges Delay in getting updates on each cases, like tender updates and status. Area managers need to take more initiative for follow-up of all the cases, if not possible atleast for major cases. Short of Man Power in branches., particularly in Bangalore. Vadodara new person, needs more attention on product knowledge and customer relation development. External (Market) Challenges Low price products by our competitors. Funds yet to be received by Govt. Educational Institutes.
Upcoming Orders/projects.. Delhi: Kurukshetra University – 25L (IRIS & Micromed) IIT Kanpur – 5L (GSSI) Chandigarh: Himachala University – 10L (MICROMED) PEC – 6L (GSSI) Kolkata: NIT Silchar – 15L (PASI & GSSI) IIT Kharagpur – 6L (OYO & GSSI) IIT Kharagpur- 6L (IRIS) ISM Dhanbad – 5L (OYO – gamma ray logger) Hyderabad / Mumbai: AMD / BARC – 10-20L ( IRIS-IP 5KW System) Mumbai: NIO Goa – 8L (GSSI) Reliance (probable) 15 to 20L (GSSI) Bangalore: LRDE & Mangalore City Corp. – 25L (GSSI) Vadodara: ISR Gandhinagar – 15L (Micromed) Chennai: IIT Madras – 6L (Micromed) *In Total more than – 100L (everything depending upon the project/fund)
New Products & applications already presented yesterday. However it will be updated time to time. Still many products are not in our range, need to add on our Board, Like Broadband range of products, marine Products, Airborne Products etc.
PDPU-Gandhinagar –PASI first ANTEO system in the World sold in India – Special thanks Nishant Sikkim Science & Tech – first order on IRIS – Glacial study NCAOR Goa: GSSI Microtremor (Micrmed) – IIT Madras, CUHP, Kurukshetra Univ. OYO – IIT Kgp and ISM Dhanbad PASI: NEIST Jorhat PASI / Micromed: CMPDI-RANCHI
SUCCESSES 1.Added OYO Incorporation, Japan to Board 2.Added IRIS Instruments, France to Board 3.Added Micromed, Italy to Board. 4.Added ESG, Canada to Board. 5.R-Sensor, Russia for Broadband System added to Board. 6.Bangladesh Territory has been added to GSSI range of products. 7.Started taking commission from IRIS Instruments France, against an order of IIT Kanpur with 1.9 Lacs CM to our account. 8.Conversion of CMPDI Ranchi order (on IRIS) to AIMIL Account with 13.18Lacs CM, under process. 9.Conversion of BARC/DAE order (on IRIS) to AIMIL Account with 15Lacs CM, under process. 10.Conversion of NGRI Hyderabad order (on IRIS) to AIMIL Account with 9Lacs CM, under process. 11.Similarly trying to convert GSI Kolkata Order on IRIS to AIMIL Account. Order Value EURO1,44,353.00. CM 15% approx. 12.Working on some more accounts to get commission as we are committed to provide support, like ISM Dhanbad, IIT Roorkee
Supply and support package We train the customer two to three times to make them conversant with the system. VIz: (a) Sikkim Science & tech – Koushik’s visit to glacier (b) Jammu Univ- GSSI-GPR – support (c) NIO- Goa: support on hardware and software (d) S. Ghosh – Kolkata: Training (e) Warranty: 3 years to 5 years
AMs & VBTs TO WORK AGGRESSIVELY TO SUPPORT THEIR TEAM MORALLY AS WELL AS TECHNICALLY, TO FULFIL THEIR TARGETS VBTS / PRODUCT MANAGERS TO VISIT KEY CUSTOMERS IN DIFFERENT AREAS PERSONALLY ALL OFFICES TO IMMEDIATELY FOCUS ON ENQUIRY GENERATION FOR NEW PRINCIPALS DEMOS / ROAD SHOWS REQUIRED TO IMPROVE OUR INTERNAL TECHNICAL CAPABILITIES AS WELL AS CUSTOMERS. EVEN CUSTOMER WILL TAECH US MORE ABOUT THEIR REQUIREMENT DURING THESE SHOWS. PREPARE DATABASE SEPARATELY FOR EACH PRINCIPALS / BRANCHWISE PRODUCT KNOWLEDGE IS NOT BY TRAINING ALONE. ONE NEEDS TO ENCHANCE ONCE KNOWLEDGE THROUGH NET, ATTENDING THE INSTALLATION AT CUSTOMER SITE.
At the time of Installation & commissioning Sales personnel must visit along with CSG team. This way the committed points to the customer can be resolved and also the relation develops with the sales team as well. Before visit to the customer we should have all the data base of the customers, likes, dislikes, under whom he has done his education/PHD, to whom he admires, with whom he is doing projects etc. Training to the students, Research scholars to develop relations. Roadshow in the new colleges CPU coordination with sales team Price reducing factor can be applied to the Educational Inst. as well as to the Scientific institution to get more margin from Principals.
Since we have some principals with equivalent products, viz. OYO, PASI, Micromed for Seismograph, we must decide to quote right product based on our penetration/ working/ confidence with the customer and also price to win the tender. Remember never share to the customer our product differentiation and pros & cons of the products of the different principals. Viz. NIRM Bangalore likes OYO not PASI. We must built confidence that AIMIL is always there to support for any difficulties on the quoted product. Similarly, IRIS, OYO, Micromed have Resistivity meters. We have to quote the right product based on the availability of the fund with the customer or in different options, as Resistivity Meter imaging varies from 8,000EURO to 50,000 EURO. Viz. ISM Dhanbad.
Again, since we have some principals with equivalent products, viz. OYO, PASI, Micromed for Seismograph, we must decide to quote right product based on our penetration/ working/ confidence with the customer and also price to win the tender. Some new policies implemented by OYO. We have three Principals of OYO group, i.e., OYO, GSSI & IRIS. They have many difficulties to accept the orders directly on them. Hence we should try not to send any order to Principals directly by the customer. This way we can get more margin and can negotiate with the Principals and also able to find way how to execute the order somoothly. Hence all branch concerned personnel request to send the order to NM and we will mutually discuss on the order terms and conditions and then we will process the order through CPU, our Account Dept and finally Principals.
In India, we have many local celebrations, like Durga puja, Biswakarma Puja, Binayaka Chaturthi, Ugadi, Onam etc. Some customers are need the support with a small token amount. It helps a lot to maintain the relationship with them. We must support on these cases. Viz. GSI never asks for TPC, they need only such support. We should have our attendance in National seminars (IGU) as well as local / institute seminars to promote the products as well building relationship with various customers. Internal Seminars like SEG (Society of Exploration Geophysics), where we can get the contact with new Principals, Scientists by which we will be able to add new products and Principals to our Board.
Future business planning The only and one plan is not to loose any case or order, because GEOPHYSICAL CASES are VERY VERY LIMITED. If we loose, then we have to skip that institution for many many years. We have to visit customer as many times as possible. That is the only solution. Presentation, Demonstration on the new products of OYO, IRIS, ESG and Micromed to colleagues as well as to customers. Providing presentation and visit to respective branches and customers. AIMIL participation in IGU (Indian Geophysical Union), going to be held on 19-21 Nov, at Kurukshetra Univ. AIMIL participation in CUHP – Earth Science & Environmental Seminar, 6-8 Nov. Participation in IGC, IRC, WOC etc.
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