Techno Products : Gears to Drive Excellence

Mr. Murli Srinivasan – Director- Techno Products Development Pvt. Ltd.

Q. Please brief us about company’s infrastructure & achievements?
The Brief Details Of The Company Infrastructure Are As Under:

1) Sales &Marketing Department:
Consists of General manager-Sales, Business managers, Area sales manager, -across Tamilnadu, , Sales Co-Ordinator who supports Sales team,

2) Design, Planning and Consultation Department:
Consists of professional Mechanical, Electrical Engineers, certified in CAD, preparing engineering drawing of Different dimensions and Specification various Power transmission equipments. Plans engineering design Layouts, implementations and consultations for the different applications of Transmission equipments required by the customers.

3) Service Department:
Consist of technically qualified experience mechanical, Electrical Engineers supported by Service Coordinator to follow up all service related calls. Qualified, experienced, Subject matter expert engineers for attending to all service related complaints, installation and commissioning of the products. On site visit to provide support for re-engineering solution. Also service department consist of an Exclusive qualified experienced Engineer for Harmonic survey And Energy audit

4) Store /Logistic Department:
Consists of Manager Stores who supports Stock management. He is supported by two executive for Inventory management, GRN, inward/outward, Billing, Dispatch management. Operation manager supports from enquiry to dispatch supported by team leader Purchase, team leader SO/Delivery note, Executive for Invoicing.Executive for Logistic and store housekeeping supported by Technicians and workers for the execution of all store related work

5) Spare Parts & Maintenance Department:
Consists of Electrical and Mechanical engineers. The department of after-sale services by providing spare parts, partial and comprehensive maintenance to customers by giving the necessary information and advice as per the recommendations of manufacturing companies.

4) Financial Department:
Involving the Director-Commercial and CFO with a manager accounts, manager Finance/Credit Control, followed by the Accounting Executive, in a financial department.

6) Human Resources Department:
Consists of Directors –HR supported by HR management consultant and their Executive in the Office for all HR related activities.

Our achievements.

• Established in the year 1999 to provide products & services to all industries ,Techno Products Development Pvt Ltd, India’s’ largest most preferred, trusted, valuable lifetime partner as Technical Distributor of multi branded Transmission equipment.
• Techno Products Development Pvt Ltd emerging as “Leader in End To End Transmission solution. Organization is “Drives to Gear Up excellence “in the is emerging scenario and changing transmission technology trend.
• Techno Products has been successfully associated with pioneers in the industry like Siemens,IC-Bauer, Rossi, Danfoss, Nord Drive systems, MGM-VARVEL, Lenze, Hindustan Motor Mfg,Crompton Greaves, Marathon,TGT & Esco Gear Couplings.
• The company is ably led by Mr.Madan Dodeja with the support of Mr. Murali Srinivasan, a Mechanical Engineer by qualification, with over 22 years experience in the transmission solution re-engineering technology.
• Exponential growth in business volume from 20 laks business in 1997 to 18 crores in 2012-13.
• Being the largest, trusted, most preferred technical distributor for many reputed brands in power transmission products.

Q. What are the latest initiatives executed by your company in material handling space? Which are your focus areas?
On sepetember-2013 Joined hands with one of the leading PAN India Channel partner M/s. VASHI ELECTRICALS and became 500 crore joint venture enterprise. Driven by passion we had developed system and process and all the activities are performs in SAP system supported by sales force for sales team. Variety of service complete solution providers in Power Transmission products through our well trained Electro Mechanical Engineers based on the customer need and focus.

Having warehouse capacity to hold adequate stocks of all material handling equipments products & power transmission equipments to meet the supply demand across country all the time. Power Transmission Products & services : like Motors, Gear Boxes, VFD, Coupling, Pumps & others 25 leading brands in all major industries

Q. What are the market opportunities for your products in India? How do you plan to position these products?
The Indian gearboxes and geared motors market is poised to grow at a compound annual growth rate of (CAGR) of 17.3 per cent over 2010-11 to 2017-18. The XI five-year plan (INR 20,271,000.0 million) and its impact on the growth of heavy industries is expected to spur the growth of Indian gearboxes and geared motors market in India.

Growing demand for electrical efficiency and increasing investment in modernization of infrastructure will drive the global VFD (variable frequency drives)/VSD (variable speed drives)/ASD (adjustable speed drives)/inverters market to $18,854 million by 2017, with a CAGR of 8.7% from 2012 to 2017. Asia-Pacific, with its thriving economies and rapidly expanding manufacturing bases, is expected to experience highest revenue growth during the next five years. Rising energy prices, stringent efficiency regulations, and increased awareness about advantages of the drives are the factors increasing the demand for VFD.

General Stages in Planning

1. Definition of goals, in 4 perspective-Financial Perspective, Customer perspective, Internal Process perspective, Learning & Development Perspective-Balanced Scorecard Approach.
2. Identification of constraints, Analyzing evaluating the current practices, emulating the suitable business planning, department wise and generate strategic plan. Development of alternative plans.
3. Preparation of the financial, goal, calculating the budget department wise, and workout the initiative, measurement plan of implementation of functional strategies.
4. Selection of the best suitable employee mapping competency skill matrix, built with KRA-Core responsibilities, Individual Contribution Area
5. Plan periodic review, evaluate and take action plan for execution with PDCA cycle.(PLAN, Develop, Check and Action).

TECHNO Strategic Plan:

• Variety of service complete solution providers in Power Transmission products through our well trained Electro Mechanical Engineers based on the customer need and focus.
• All our Major principle who supplies transmission equipments established their manufacturing plants in India, thus minimizing operation cost, improving supply.
• Branches across TN will help to do statutory compliance on time.
• Technology Training, Functional training, Soft skill training to enhance skill, competencies of sales and service team, simultaneously improving to connect to customer need.
• Territory demarcation, new territories expansion, deployment filed sales and service team to explore the market potentials.
• Implementation of Filed work system and periodic review and evaluation mechanism to increase performance.
• Team of sales and service team demarcated territory wise to provide what required.
• Having warehouse capacity to hold adequate stocks to meet the supply demand across country all the time.

TECHNO Strategic Plan:
There are three distinct factors accountable for Business Strategic Planning.

1. Organization’s Vision;
2. Customer’s Need Fulfillment;
3. Organization’s people growth.

Q. What is your marketing strategy for India?
TECHNO PRODUCTS DEVELOPMENT PVT LTD, marketing strategy for India One stop Re-Engineering Solution by Designing, Developing, Cost Effective Energy saving, Operational efficient Transmission solution, with quality Power Transmission Products & service in motor, Gear Boxes, VFD, Coupling, Pumps & others 12 leading brands in all major industries, since 1997

• Providing customized Engineering solution
• Moving into new market segment and adding up newer products catering to the market need.
• A new all India market coverage by email campaign, products web seminars, products demo in industrial expo, Organizing engineering awareness program at SIDCO/SIPCOT,CII and other affiliated Industrial units, Sponsoring Industrial meet by taking part in their marketing programs.
• Marketing activities like Product campaign, DEMO mass contact program, Industrial seminar, Customized on site solution by technical expert engineers.
• To tap the new market growth potentials and growth of different industries.
• Well trained Service Engineers to offer 24×7 technical services, attended in the shortest possible time, to support to our customers.
• Opening up service center in all industrial area, SIPCOT/SIDCO in collaborating with CII.
• Expanding our sales and marketing operation in all potential market like Coimbatore, Hosur,
• Erode, Salem, Tiruppur, Madurai, Trichy in the year 2013-14.
• PAN india operation from september-13 due to joint venture operation with one of the leading Channel partner VASHI ELECTRICALS PVT LTD
• Starting operation and sales promotion in Kerala, Karnataka, Andhrapradesh by end of the year 2014.
• Opening up manufacturing unit for all accessories, Panel development above 10hp in Tamilnadu in the year 2014-15.

Our methodology is centered on the following 7 steps:

• Step 1: Understand business functionality of the system.
• Step 2: Understand pain areas, in transmission equipment with other systems
• Step 3: Identify appropriate system reengineering pattern, by an technical expert.
• Step 4: Agree with business and technology teams on benefits of reengineering & timeline.
• Step 5: Procure order and perform reengineering.
• Step 6: Implement the new reengineered solution.
• Step 7: Feedback to measure actual benefits of reengineering against perceived benefits

Q. What is the role of R&D activity? What are the measures that are being taken from the product manufacturing to distribution?

• The first major role of R&D is the development of fundamental knowledge or “enabling technologies”
• The second important function of R&D is to provide support to manufacturing, customers, and business management.
• The third major function of R&D is to develop and implement new technology.

Measurements:

1. Analytical task quality elements represents the activities carried out for particular projects or individual analytical tasks. It includes the planning, control and reporting practices recommended at the start of, during, and at completion of R&D work.
2. Technical quality elements forms a subset and comprises specific QA elements which apply to the technical activities of the organization, such as policy and procedures for instrument calibration and performance checks; use of celebrants’ and reference materials, and; use of statistical procedures.
3. Organizational quality elements. These are quality management structure with a defined role within the organization; a quality system; documented procedures for key activities; a recruitment and training policy for all staff;

Measurement methods

• Prescribe guidelines which are intended to cover analytical testing or measurements.
• Define process of manufacturing and evaluate the deviations.
• Establish the quality audit steps in r3efining the processes and ensure the quality, to increase productivity and minimize the wastage.
• Methods to analyze problem and provide appropriate timely solution.

Q. Brief us about the quality policy for your business?

Techno Products Development Pvt Ltd-Quality Policy

Our USP is “Transmission Solutions Re-Engineered” and “Drives to gear Up Excellence” Techno Products development Pvt LTD recognizes that the disciplines of quality, health and safety of employee, and work environmental management are an integral part of its management function. The organization proudly takes this as core responsibility. In addition, we believe that in adopting a quality management system, we are striving to improve our efficiency, work environment, service to customers, and ultimately our profitability.

We will measure or performance by the following objectives:

1. Training Development:
To ensure that all that work force, are educated in the detail of our quality standards, and to ensure that quality becomes a part of our business culture at all levels.

2. Commitment:
We wish to ensure that all our staff are fully committed to the principals and customers’ objectives laid out in our quality program.

3. Product & Service:
Provide industry leading quality in both product and service to our customers, at fair and competitive prices.

4. Continued Improvement:
To ensure that we are continually monitoring our performance in quality and service, and implementing programs to improve our business.

5. Work Environment:
Make sure that we have a safe, healthy, and comfortable work environment for our field and office staffs.

6. Supply Chain:
Ensure that our customers are satisfied with timely & speedy delivery to meet and exceed a defined level of quality standards thereby ensuring that our quality standards are support by our suppliers, vendors and customers.

Q. Could you brief us on Indian & Global perspective of material handling industry?
Material Handling Equipment Market in India 2011-2015 India Perspective: Material Handling Equipment market in India to grow at a CAGR of 15.62 percent over the period 2011-2015. One of the key factors contributing to this market growth is the increased industrialization across the states in India.

World Material Handling Products to 2016 – Industry Market Research, Market Share, Market Size, Sales, Demand Forecast, Market Leaders, Company Profiles, Industry Trends. The global MHE industry is estimated to be Rs 4.68 lakh crore by 2010. The growth is being led by developing countries such as India, China, Turkey Mexico and Russia. While the US, Germany and Russia are world’s largest producers of MHE, Germany and Japan are exporters of MHE.

Global demand for material handling products is forecast to climb 4.0 percent annually through 2016 to $123.6 billion. Opportunities will be best for sales of advanced equipment such as automated conveyors and automated guided vehicles. Among national markets, India and China will see the fastest gains.

This study analyzes the $101.4 million global material handling product industry. It presents historical demand data for the years 2001, 2006 and 2011, and forecasts for 2016 and 2021 by product (e.g., industrial trucks and lifts; conveying equipment; hoists, cranes and monorails; automated storage/retrieval systems; AGVs), market (e.g., durable goods manufacturing, nondurable goods manufacturing), world region and for 24 major countries.

The worldwide markets for Material Handling Equipment in US$ Million by the following Product Segments: Conveying Equipment, Industrial Trucks & Lifts, Hoists, Cranes, & Monorails, and Automated Material Handling Equipment. The report provides separate comprehensive analytics for the US, Canada, Japan, Europe, Asia Pacific, Middle East, and Latin America. Annual estimates and forecasts are provided for the period 2010 through 2018.

A six-year historic analysis is also provided for these markets. The report profiles 771 companies including many key and niche players such as Beumer Maschinenfabrik GmbH, BEUMER Corporation, Cargotec Oy, Clark Material Handling Company, Columbus McKinnon Corporation, Daifuku Co., Ltd., Jervis B. Webb Company, Dematic GmbH & Co. KG, Dürr AG, Eisenmann AG, Flexlink AB, HK Systems, Inc., Hytrol Conveyor Co., Inc., Ingersoll-Rand Plc, Interroll Group, Jungheinrich AG, Kardex Remstar International Gruppe, Kion Group, Konecranes Plc, Liebherr Group, Lockheed Martin Corporation, Manitou Group, Manitowoc Company Inc., NACCO Materials Handling Group, Paccar Inc., Sandvik Materials Handling, Shanghai Zhenhua Heavy Industries Co., Ltd., SSI Schaefer GMBH, TCM Corp., Terex Corporation, Toyota Industries Corporation, Vanderlande Industries Nederland B.V., Viastore Systems GmbH, WITRON Logistik + Informatik GmbH, and Xuzhou Heavy Machinery.

Q. In your opinion how can the Indian material handling industry become globally competitive ?
Indian material handling industry: Parading the growth path
Common trend in the material handling industry today is to build material handling equipment that is smaller yet smarter. Apart from this, material-handling equipment is being incorporated with immense electronic intelligence in the form of touch screen interfaces, distributed control functions that obviate the need for bulky control panels, upgraded software, and many more features.

Once considered a total in-house operation, material handling is now being done by third party logistic (3PL) providers,cross-company collaborations have increased with integrated supply chains and concurrent movement of goods and information. Economic trends and the performance of the construction, power, and manufacturing sectors are major factors affecting the dynamics of the material handling systems market.

The developing economies of India and China, in particular, hold enormous potential for the market owing to the high economic growth rates and the burgeoning industrial products and consumer goods sectors. Growth in the thermal power sector will spike demand in the market for coal handling equipment.

Dominant Market
Chennai is emerging as a key market for material handling equipment (MHE) with a spurt in the number of warehouses and container freight stations (CFS) in and around the city. There are over 100 large warehouses and a few more are to come up in the next few months, according to sources in the industry. There are around 15 CFS in and around the city and a few more are expected to come up with Chennai port emerging as a major container handling port. This will, in turn, boost the demand for MHE like fork lifts, pallet trucks, stackers, order picker and reach trucks. The Indian MHE market has been pegged at over Rs 5,000 crore with Larsen & Toubro and Godrej as major players.

There is no data on Chennai alone. The Indian MHE industry is expected to grow steadily. The improvement in the Indian economy will result in accelerated demand for goods movement and create opportunities for suppliers of goods-handling products and services of all types. The need for MHE is directly related to the amount of cargo and freight traffic. India will see a major pull in the demand for these equipments,

Major Players in the Material Handling Equipment Sector:
Godrej & Boyce Mfg. Co. ;Mcnally Bharat Energy Co. ;Mukand Ltd. Escorts Ltd. Ahluwalia Contracts [India] Ltd. ; Saico Engineers & Fabricators Ltd. Elecon Engineering Co. ElectroMech ; ACE ; OMEGA ; Voltas ; TIL ; TELCON

Q. What are the key technological trends that are driving material handling industry?

• Dual clutch transmissions (DCTs) significantly contributes to fuel consumption reduction.
• DCTs enable engine start-stop without any additional electric driven pump or pressure oil accumulator needed.
• Hybridization by connecting the motor to a certain path of the DCT with higher speeds instead of connecting to the lower engine crank shaft speed directly.
• Electronically-controlled AMTs [automated manual transmissions] or DCTs but the biggest gains come from optimizing the power train as a whole, engine and transmission together.”
• Designs, develops and calibrates automotive driveline control systems and in the management of complex driveline` integration programmes.
• Adding an AMT capability to an existing manual transmission can be fast and cost-effective and, by optimizing the gear shift points, can bring substantial real-world reductions in emissions and fuel consumption.

Q. How do you perceive the future of the Indian material handling industry ?

Market Size and Segmentation – Indian material handling industry The present market size is estimated to be around € 300 million. The table below explains the different material handling equipment and their market share. The material handling equipment is dominated by cranes and forklifts. Pick and carry cranes is the largest segment with 27 % share of the material handling equipment market. Slew cranes, crawler cranes and tower cranes together account for another 24 percent. Forklifts have 12 percent share.

Material Handling Equipment Market Share/Total Market Size ~ € 300 million

• Pick-n-Carry Cranes : 27%
• Forklifts: 12%
• Slew Cranes: 11%
• Crawler Cranes: 8%
• Tower Cranes: 5%
• Others: 37%

Source: IBEF

Q. What is your vision for your company in near future?

Q. How far the factors like government norms, excise duty, taxation, exim policies are affecting your business?

• Exposed to more global competition.
• The Uncertainty in invoicing, billing with different Tax system creates additional accounting procedure adding to tedious operations.
• Pay due attention to cost reduction, improvement in quality, delivery schedule and after sales services.
• Globalize our business by increasing the quality standard.
• Given opportunity to import machineries and raw materials on liberal terms.

Q. What are the best possible remedies you can advise in order to maintain the high profitability in the shrinking margins market of India?

• Reduce Inventory and prepare proper planning on stock management.
• Prefer to put in system to monitor market trend and accordingly procure material Just in time.
• Proper enquiry generation by understanding exact need of the customer and service them with required products and services at appropriate time.
• Procure materials back to back (against the order) and supply against Performa.
• Increase demand of the products and reduce inventory.
• Focus on the market need based products & fast moving products and service.
• Increase profitability to increase volume focusing on project orders.
• Reduce credit limit and define suitable credit policy depending on the value of the purchase and customer profile.
• Market segmenting, customer profiling, product segmenting to sell what is needed at right time.