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Overview Cummins Sales & Service India Limited

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1 Overview Cummins Sales & Service India Limited

2 Cummins Inc. Cummins Inc., a global power leader, is a corporation of complementary business units that design, manufacture, distribute and service engines and related technologies, including fuel systems, controls, air handling, filtration, emission solutions and electrical power generation systems. Headquartered in Columbus, Indiana, (USA) Cummins serves customers in more than 160 countries. With more than 28,000 employees worldwide, Cummins reported sales of $9.9 billion in 2005.

3 Cummins in India Group of 11 Legal Entities
Engines ( HP) Auto, Mining, Construction, Marine, Locomotive Power Generation Gensets, Rentals, Energy Management, Captive Power Plants Components & Consumables Filtration, Exhaust Systems, Turbochargers, Alternators, Lubricants Services Engines, Gensets, CV Service & Repair, Finance, HR, IT/ITES, R&D, Sourcing Sales of >$ 700 Mn,(INR) > 5,500 Employees

4 Wholly owned subsidiary of Cummins India Limited,
Cummins Sales and Service India Limited Profile: Wholly owned subsidiary of Cummins India Limited, Incorporated in 1952 Territory: India, Nepal and Bhutan Providing products, packages, services and solutions that enable the uptime of our customers’ equipment Business Objectives : - Low cost manufacturing , logistics & distribution, outsourcing & finance Best-in-class in marketing, sales and technical excellence Excellence in performance of our partners Great place to work

5 Vision/Purpose: Values: Personality: Skills/Knowledge/Abilities
“Making people’s lives better by unleashing the power of Cummins” Values: Integrity Innovation Delivering Superior Results Corporate Responsibility Diversity Global Involvement Personality: Decisive Driven To Win Agile Passionate Caring Skills/Knowledge/Abilities Mission Motivating people to act like owners working together; Exceeding customer expectations by always being first to market with the best products; Partnering with our customers to make sure they succeed; Demanding that everything we do leads to a cleaner, healthier, safer environment; Creating wealth for our stakeholders.

6 Cummins Sales and Service India Limited
Rs 464 Cr sales revenue 2005 Manpower strength - more than 750 Nationwide spread ‘Best in class Service Network’ : 78 Dealerships with multiple Branch offices. 26 Company Zonal + Area Offices No of Trained Engineers and technicians – more than 1600 Supporting 55,000+ customers & 125,000+ engines

7 Consistant performance
(Year till 2005) Stable Growth

8 Our Brand Promise: Dependability
“Dependability is our key brand attribute. It goes beyond product performance or response to a service event. Dependability means the customer can count on Cummins to do what we say we will do.” — Joe Loughrey, COO & President Cummins Inc. When we talk about one company, one voice and one focus, it’s all centered on a specific brand promise. Dependability. Joe Loughrey has identified it as our key brand attribute. The most important thing we own. And, the most important thing that our customers want and need. It is what differentiates us, and raises Cummins above the competition. Customer Support Excellence is about “how” we create dependability in a meaningful way for our customers to make sure that we live up to our brand promise. A brand can only be as good as our performance, and ensuring that everything we do contributes to Cummins being viewed as the most dependable supplier in the world is each of our responsibility. Dependable products Dependable service Dependable programs Dependable people

9 Market Leadership Quality Leadership Cost Leadership
Major Strategic Planks we work on Market Leadership Quality Leadership Cost Leadership Great Place to work

10 India DBU Leadership Team.. 1/2

11 Best In Class Service Network-All India
Cummins Zonal Offices (N, S, E, W & C) 5 Cummins Area Offices 21 Dealer main outlets 78 Dealer branches Cummins Owned service center Dealers owned service centers 52 Main warehouse, Pune Depots 7

12 Nationwide Network Cummins Zonal Offices (N, S, E, W & C) 5
Cummins Area Offices 21 Dealer main outlets 78 Dealer branches Cummins Owned service center Dealers owned service centers 52 Main warehouse, Pune Depots 7

13 CS&S SALES 2005 By Performance Cells

14 CDS&S SALES 2005 By Markets

15 BUSINESS MODEL C CIL D S & Others Spares Customer Spares R&R/OEM
DBU PDC D E P O T S CIL Engines Spares Spares Customer Spares R&R/OEM /Solutions Customer Others ( SPDC / Holset / FGS / India) Services Facility Management D E A L R S ReCon Spares ReCon R&R Spares Customer Service providers Ser Centre ReCon India, Nepal, Bhutan * Allied products…HRU, Coil Coolers,

16 Markets we serve… Mining Marine Oil & Gas Compressor Automotive
Agriculture PowerGen Railway Defence Supported by Genuine Cummins Parts ReCon Replacement & Repowering Service Solutions

17 Some of our esteemed customers………
……and many more

18 Strategic Tie - Ups Product Tie Up with Nature
Lubricants Valvoline Inc. JV Automotive Spares Tata Cummins Ltd. Distributor Tata Motors Distributor Turbochargers Holset Distributor Filters Fleetguard Dist / Mktg Fuel Injection Pumps Motorpal Marketing Heat Recovery Systems Thermax/ Unidyne Marketing Additives Pennar Chemicals Ltd. Dist / Mktg AV Mounts Gerb Vibration Control Dist / Mktg Coil Coolers Coil Company Dist / Mktg B/C series engines Lexia Motors Dist / Mktg Battery HBL Nife Dist / Mktg

19 Customer Support via Cummins Parts Fleetguard Filters
Parts and Consumables for all Cummins engines Cummins Parts Fleetguard Filters Holset Turbocharger spares Valvoline Cummins Lubes Newage (Stamford) alternator spares ReCon and Job work repairs ReCon engines, components and gensets on exchange and sale Estimate based repairs & overhauling of engines and components Fuel Pump & Injector calibration Repairs of alternators and electrical accessories Swing / float engines support Repower & Replacement Customised engine powerpacks for various applications

20 Customer Support via Product Service - Installation and Commissioning
- Warranty Support - Onsite service / Quick-Serve - Diagnostics Tools and software Engine Data Logger - Testing of electrical and electronic components - Lub oil and coolant testing - Calibration of Gauges and tools - Toll Free No available for calling from over 60 locations

21 Customer Support via Service Contracts Training
- Engine Annual Maintenance Contracts - Single Point Contracts for DG sets - Customised O & M Contracts for DG based power plants - Comprehensive Service Contracts - O & M contracts for Construction and Industrial Equipment along with OEs Training - Customers (on site and at Pune) - Dealers (technical & Soft skills) - Information and Technical Support - Equipment Support Alliances (e.g.: Newage – Alternators)

22 Value addition through other Allied Products
Heat Recovery Systems – combined heat and power is the solution for energy conservation and energy utilization in industry. Anti Vibration Mounts – High-life, Maintenance free, cost effective and user friendly. Coil Coolers – Maintenance free remote radiators for areas having water crunch / hard-water. Pulse Batteries – Zero Maintenance Generator starting system for Gensets. Additives – To improve fuel efficiency and to use SKO as an alternate fuel on diesel engines. LDO Kits – Kits to make LDO as an alternate fuel for substantial cost savings. Upgrade Kits – kits to increase fuel efficiency, cut down operations & maintenance costs.

23 We are committed to meet customers requirements of products and services, strengthening our long standing relationship & partnering in customer growth plans for the future by Being most dependable.

24 I am Cummins. You can depend on me
What are you, individually, being asked to do? Make our brand promise a focus of everything you do, whether it is [insert local job function relating to a customer] or [insert local job function relating to other employees]. Every time you communicate with a customer supplier, other employee or even your neighbors, we want you to be able to say these words with confidence and pride: “I am Cummins. You can depend on me.”

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