THE AUTOMOTIVE AND CONSTRUCTION EQUIPMENT INDUSTRY INDIA Fact Pack

1
THE AUTOMOTIVE AND CONSTRUCTION EQUIPMENT
INDUSTRYINDIAFact Pack

• Swedish Trade Council in India
• June July 2006

2
CONTENT

• Overview Indian Manufacturing Industry
• Indian Automotive Industry
• Indian Construction Equipment Industry
• Recommendations
• References

3
THE MANUFACTURING SECTOR IN INDIA POSTS RAPID
GROWTH- the Indian industry is traditionally
growing strong at 8 annually
Top manufacturing industries in India

• Manufacturing industry turnover
• India USD 154 billion
• Sweden SEK 1 357 billion
• Of total 143 manufacturing sectors
• 36 sectors recorded a growth of gt20
• 36 sectors recorded a growth of 10-20
• 56 sectors registered growth of up to 10
• 15 sectors reported negative growth
• Lead time for new product development has come
  down by as much as 50 in the past 3 yrs. E.g.
  development of brake system in India takes 6
  months, in Korea it is 8 months, in Germany 12-14
  months IBEF

Billion SEK
IBEF Indian Brand Equity Foundation
The automotive industry amounts 24 of the total
manufacturing industry
Source IBEF, CII, Rabo Bank
4
CONTENT

• Overview Indian industry
• Indian Automotive Industry
• Passenger Cars
• Commercial Vehicles
• Suppliers
• Indian Construction Equipment Industry
• Recommendations
• References

5
OVER 9.9 MILLION VEHICLES ARE BEING PRODUCED BY
INDIA- 1.3 million passenger cars and about 400
000 commercial vehicles
VEHICLE MANUFACTURERS
Passenger Vehicles (1 308 913 veh.)
Commercial Vehicles (400 000 veh.)
Tractors (296 000 veh.)
2 wheelers (7 600 801 veh.)
3 wheelers (434 424 veh.)

• 8 manufacturers
• Hero Honda
• Bajaj
• TVS
• Yamaha
• LML
• Honda
• Kinetic
• Royal Enfield

• 8 manufacturers
• Escorts
• MM
• LT
• Punjab Tractors
• New Holland
• ITL Renault
• John-Deere
• Steyr

• 6 manufacturers
• Bajaj
• Piaggio
• Mahindra
• Force
• Atul Auto
• Scooters India

• 13 manufacturers
• Suzuki
• Tata
• Hyundai
• Mahindra
• Toyota
• Honda
• GM
• Ford
• HM/ Mitsubishi
• Skoda
• Force
• Fiat
• Mercedes

LCVs (171 781 veh.)
MHCVs Buses (219 297 veh.)

• 7 manufacturers
• Tata
• Ashok Leyland
• Mahindra
• Eicher
• Force
• Swaraj Mazda
• HM

• 7 manufacturers
• Tata
• Ashok Leyland
• Eicher
• Swaraj Mazda
• Volvo
• Tatra

Source ACMA, CRIS, SIAM, industry interviews
6
INDIA PRODUCED 1.7 MILLION OF CARS AND COMMERCIAL
VEHICLES DURING 2004-05- Indian auto industry is
growing at more than 15 annually
Production cars and commercial vehicles industry
in India
Production of parts in the automotive industry in
India
Thousands of units
Cars commercial vehicle segment contributing
about 20 of the total auto production volume
Source ACMA, SIAM, industry interviews
7
CONTENT

• Overview Indian industry
• Indian Automotive Industry
• Passenger Cars
• Commercial Vehicles
• Suppliers
• Indian Construction Equipment Industry
• Recommendations
• References

8
THE PASSENGER CAR PRODUCTION IN INDIA IS STABLE
GROWING- increase in domestic sales exports
for OEMs
Passenger Car Production in India
Development the last 5 years

• One of the largest industry in India with
  turnover of USD 37 billion in 2005
• Passenger car exports grew by 8
• The country offers 4th largest car market in Asia
• At present, 13 car manufacturers active in India
• Emergence of strong domestic players
• Large variety of choice on models for customers
  with over 50 car models
• Automatic approval on FDI
• Indian automobile industry alongwith the
  component industry contributing considerably to
  the exports

000 Vehicles
Source STC Analysis, ACMA, SIAM
9
PURCHASE DECISIONS ARE GENERALLY MADE IN THEIR
INDIAN HQ BY THEIR RESPECTIVE PROCUREMENT DEPTS
Passenger Cars
Source SIAM, ACMA, company interviews
10
15 CAR MANUFACTURING PLANTS IN INDIA- Maruti
produces the maximum number of cars in India
Gurgaon - Maruti
Noida - Honda
Halol - GM
Aurangabad - Skoda
Kolkata - HM
Mumbai - Fiat
Pithampur - HM

• Pune
• Tata,
• Force Motors
• Mercedes

Chennai - Hyundai - Ford - HM
Bangalore - Toyota
PC Passenger Car UV Utility Vehicle MPV
Multi Purpose Vehicle MUV Multi Utility
Vehicle
It is not Installed Capacity but their
production in FY2005
Source ACMA, company interviews
11
THE PASSENGER CAR INDUSTRY POSTED A GROWTH OF 8
IN 2005-06 AS COMPARED TO 2004-05
Trends within the Indian passenger car industry
Market Trend

• Market is mainly dominated by Mini cars or
  Hatchbacks (gt80)
• Car evolution from Mini cars to Hatchbacks to
  Compact Sedans now
• Car sales rose by 23 in Apr-Jun 2006 as against
  previous quarter
• Passenger Car Utility Vehicle market to grow at
  12 over the next 5 years
• India will soon be the largest market for small
  compact cars

Customer Trend

• Wide number of choices from 13 manufacturers with
  over 50 models
• Large proportion of chauffer driven cars. Rear
  passenger comfort is a critical influence in
  purchasing decisions.
• Increasing emphasis on aesthetics comfort

Positive Growth Indicators

• Easy financing with lower interest rates and
  lower EMIs (Equated Monthly Installments)
• Increasing disposable income

Source STC Analysis, ACMA, SIAM
12
CONTENT

• Overview Indian industry
• Indian Automotive Industry
• Passenger Cars
• Commercial Vehicles
• Suppliers
• Indian Construction Equipment Industry
• Recommendations
• References

13
EXISTING CV PLAYERS BUSY IN EXPANSION OF
PRODUCTION CAPACITIES- most of them preparing
for the launch of new models in the market
Commercial Vehicle (CV) Production in India
Development the last 5 years

• Commercial vehicle exports grew by around 36
• 9 players active in India
• Strong presence of local players
• Almost all domestic manufacturers have undergone
  collaborative tie-ups with foreign entity
• Local players expanding their production capacity
• Companies widening their scope in LCV segment
  which seem to be the most demanding at present
• Increasing power to weight ratio of vehicle
• New global players planning to enter the market
• Most players are offering the latest technologies

000 Vehicles
Source ACMA, Industry interviews
14
PURCHASE DECISIONS ARE GENERALLY MADE IN INDIAN
HQ BY THEIR RESPECTIVE PROCUREMENT DEPTS
Commercial vehicles
Source SIAM, ACMA, company interviews
15
14 COMMERCIAL VEHICLE MANUFACTURING PLANTS IN
INDIA- Tata Motors Ashok Leyland are the major
producers
Ropar - Swaraj Mazda
Lucknow - Tata
Alwar - Ashok Leyland
Jaipur - MM

• Pithampur
• Force Motors
• Eicher

Jamshedpur - Tata
Bhandara - Ashok Leyland
Bangalore - Volvo

• Chennai
• Ashok Leyland
• HM

• Hosur
• Ashok Leyland
• Tatra

LCV Light Commercial Vehicle MCV Medium
Commercial Vehicle HCV Heavy Commercial
Vehicle
It is not Installed Capacity but their
production in FY2005
Source SIAM, ACMA, company interviews
16
THE COMMERCIAL VEHICLE INDUSTRY POSTED A GROWTH
OF 10 IN 2005-06 AS COMPARED TO 2004-05
Trends within the Indian commercial vehicle
industry

• Presence of strong domestic players
• Arrival of global players some more are set to
  go on Indian roads
• LCV the new uptrend on the Indian CV market
• Overall CV segment grew at 47 during Apr-Jun
  2006 as against last year

Domestic Market Trend

• Players are busy in their production expansion
• North India seems to be the hottest destination
  for new units

Production Trend

• Increasing power to weight ratio
• Divergence in Bus Truck technology
• Focus on fully built transport technology

Other Key Trends
Source STC-ND analysis
17
CONTENT

• Overview Indian industry
• Indian Automotive Industry
• Passenger Cars
• Commercial Vehicles
• Suppliers
• Indian Construction Equipment Industry
• Recommendations
• References

18
THERE ARE OVER 6000 AUTOMOTIVE SUPPLIERS IN
INDIA- Less than 10 of the total suppliers
belong to the organised sector
Geographical concentration of automotive
suppliers
Indian automotive suppliers

• Linked to the growth of Indian OEM industry _at_
  15, component industry is growing at 17
• 500 organised suppliers (T1T2T3) in Indian
  Auto Industry with nearly 6000 in the unorganised
  sector
• India being looked upon as the next big
  automotive RD base in coming years
• There is a very high concentration of automotive
  suppliers in north, west and south part of India
• Organised sector (T1 T2) suppliers have on
  average 1000 employees, but the unorganised (T2
  T3) sector supplier are family run business with
  an average head count of 100
• Traditional strong segments are suspension and
  forging stamping

Source ACMA, Industry interviews
19
20-25 MAJOR T1 SUPPLIERS - T1 joint ventures
with foreign companies generally are technology
driven
T1 SUPPLIERS
Electrical systems
Interior equipment others
Propulsion / Suspension Transmission /Engine
Body / Equipment
Running gear

• Cables, bus systems, embedded systems
• Sumi Motherson Group-Dräxlmaier
• Lucas TVS (TVS Group)
• SiemensVDO
• Denso India
• Yazaki (Tata Group)
• Delphi

• Power train, exhaust systems, engines
• Bharat Forge
• Sona Koyo
• RICO
• Greaves Cotton
• Visteon
• Toyota Kirloskar
• Amtek

• Cockpit, seats, dash-board, air conditioning
• Johnson Controls(TACO)
• Rane Group
• Schefenacker (Motherson Group)
• SiemensVDO
• MICO Bosch
• Pricol
• TACO (Tata Group)

• Body, roof, glass, doors, lighting etc.
• ThyssenKrupp
• Pricol
• Webasto (Motherson Group)
• Asahi

• Suspension, brakes, axles, steering, tires
• Bharat Forge
• Sundaram Fasteners
• Anand Group(Gabriel, Behr)
• Goetze India
• LuK India
• MICO Bosch

Source ACMA, Industry interviews
20
MAJORITY OF T1 SUPPLIERS ARE LOCATED IN
METRO-CITIES NEAR THE VEHICLE OEMs- clustered in
north, west south India

• Gurgaon
• - Delphi
• RICO
• Asahi

• Noida
• Motherson Group
• Denso

Mumbai - Greaves Cotton

• Pune
• Bharat Forge
• TACO

• Bangalore
• Siemens VDO
• Bosch
• Toyota,

• Chennai
• Sona Koyo,
• Visteon
• Lucas
• Sundraram Group
• TAFE

Source ACMA
21
ALMOST ALL PURCHASE DECISIONS ARE MADE IN INDIAN
HEADQUARTERS- purchase quality guidelines are
set at international partner headquarters
Major T1 Suppliers
Source ACMA, STC-ND analysis
22
THERE ARE MORE THAN 200 T2 SUPPLIERS LOCATED IN
INDIA- some of the T2 suppliers are listed below
T2 SUPPLIERS
Electrical systems
Interior equipment
Propulsion
Body
Running gear

• Cables, bus systems, embedded systems
• Lumax
• Tyco Electronics
• MINDA Group
• NTTF Industries
• Napino
• Karnataka Hybrids

• Power train, exhaust systems, engines
• Clutch Auto
• Fag india
• John Fowler
• NRB Bearings
• Sunbeam Auto
• Shriram Pistons
• JBM Group

• Cockpit, seats, dash-board, air conditioning
• IFB Automotive
• Hanil Lear
• Relan Group
• Pinnacle Industries
• Subros
• Veethree
• Injectoplast

• Body, roof, glass, doors, lighting etc.
• JPM Group
• Bright Brothers
• Hella (Padmini Engg)
• FIEM
• Roots Industries

• Suspension, brakes, axles, steering, tires
• Brakes India
• Rane Group
• Axles India
• Benara Udyog
• Hindalco
• Hindustan Composites

Source ACMA, STC-ND analysis
23
T2 SUPPLIERS ARE WELL SPREAD ACROSS NORTH, SOUTH
AND WESTERN INDIA

• North
• Lumax
• Minda
• Napino
• FIEM
• Relan Group
• Hella

• West
• FAG India
• Hindalco
• Hindustan Composites
• Bright Brothers
• NRB

• South
• Tyco Electronics
• Brakes India
• Roots Group
• Axles India
• IFB Automotive
• Hanil Lear
• Karnataka Hybrids

Source ACMA, STC-ND analysis
24
ALMOST ALL PURCHASE DECISIONS ARE MADE LOCALLY BY
T2 SUPPLIERS quality guidelines are set by T1
OEMs
T2 Suppliers
Source ACMA, IBEF, STC-ND analysis
25
TRENDS WITHIN THE AUTOMOTIVE SUPPLIER INDUSTRY-
becoming a global supplier
Trends within the Indian Automotive supplier
industry

• India is emerging as low cost sourcing
  destination
• Opening of Indian market for foreign investment
• Companies advantage India for lower designing
  redesigning costs like Ford (Camshafts) etc.

Sourcing destination
Transition Of suppliers

• Shifting focus from global after-market to global
  OEM supplies
• Firms focus on operational excellence to improve
  quality reliability of products (8 Deming Award
  winners)
• Tier 2 or 3 players keen on going JVs to reach
  Tier 1 slot

Competitiveness

• Competitiveness is driven by
• Manpower large pool of qualified engineers
  skilled technicians at lower cost
• Lower investment cost Through appropriate, low
  cost automation

Source ACMA, SIAM, IBEF, CII, STC Analysis
26
CONTENT

• Overview Indian industry
• Indian Automotive Industry
• Indian Construction Equipment Industry
• Manufacturers
• Suppliers
• Recommendations
• References

27
6000 VEHICLES ARE SOLD ANNUALLY IN INDIA- 60
construction equipment manufacturers in organised
sector about 15 are the major ones, rest are
parts accessories manufacturers (mid-size
companies)
Source CII, FICCI, KOMPASS, CJI
28
THE CONSTRUCTION EQUIPMENT INDUSTRY IS SPREAD ALL
ACROSS INDIA- Indian government estimates
approx. USD 200 billion on infrastructure
development over next 7-10 yrs
Noida - Terex Vectra

• Faridabad
• Escorts
• R.B.Industries

Ranchi - Heavy Engineering Corporation
Haryana - ACE
Ahmedabad - Capious
Kolkata - Hindustan Motor
Mumbai - Larsen Toubro
Jamshedpur - TELCO

• Bangalore
• BEML
• Indital Const.

• Hyderabad
• - Borewell Equipment
• Beaver Engineering

Mysore - BEML
Thiruvallur - Caterpillar
Volvo India is the 3rd largest construction
market for Volvo but they dont manufacture here
as of now
Source CII, FICCI, KOMPASS, CJI, company
interviews
29
ALMOST ALL PURCHASE DECISIONS ARE MADE IN INDIA-
some manufacturers follow joint decision from HQ
plant
Construction Equipment
Source CII, FICCI, KOMPASS, CJI, company
interviews
30
CONTENT

• Overview Indian industry
• Indian Automotive Industry
• Indian Construction Equipment Industry
• Manufacturers
• Suppliers
• Recommendations
• References

31
MORE THAN 200 ORGANISED SUPPLIERS LOCATED IN
INDIA - few in tie ups with International
companies
CONSTRUCTION EQUIPMENT COMPONENT SUPPLIERS
Electrical systems
Interior equipment
Propulsion / Transmission Engine
Body / Hydraulic Systems
Running gear

• Cables, bus systems, embedded systems
• Delphi
• Motherson Group
• Siemens VDO
• Yazaki
• Denso
• Minda Group
• Dhoot Transmission
• Auto Ignition
• Lucas
• Padmini Engg-HELLA
• FIEM

• Power train, exhaust systems, engines
• Bharat Forge
• Amtek
• Greaves
• Bosch
• RICO
• Toyota Kirloskar
• Kirloskar Oil Engines
• Wipro Infrastructure
• Canara Hydraulics
• John Fowler
• Sunbeam Auto
• Adroit

• Cockpit, seats, dash-board, air conditioning
• Johnson Controls
• Bosch
• Pricol
• Siemens VDO
• TACO
• Sharda Industries
• IFB Automotive
• Indication Instruments
• Harita Seat Systems
• Injectoplast
• Hanil Lear

• Body, roof, glass, doors, lighting etc.
• Gates Corp.
• Tractor Engineers
• Ennore Foundaries
• Asashi
• LMW
• Technofab
• Benara Udyog
• Bright Brothers
• JPM Group
• Torsion Products
• Mayur Industries
• Hema Engineering

• Suspension, brakes, axles, steering, tires
• Bharat Forge
• Bharat Gears
• Sundaram Fasteners
• Goetze
• LuK
• Bosch
• Brakes India
• Clutch Auto
• Rane Group
• Eicher Demm
• Automotive Axles
• JMT Auto
• FAG India

Source ACMA, CJI industry interview
32
CONSTRUCTION PARTS SUPPLIERS ARE FAIRLY SPREAD
ACROSS INDIA- high concentration in North
South of India

• Some facts
• Major demanding segment in construction industry
  are excavators, loaders, dozers, dumpers cranes
• Permit for free importation for end-users of used
  equipment lesser than 5 yrs old
• Only few player active on Under Crawlers
  segment for earth moving equipments which
  signifies a huge potential because of growing
  demand of this segment
• Estimated excavator figure will cross 5000 by
  2008-09 from 3200 now

• North
• MINDA Group
• Gates Corp.
• Motherson Group
• Delphi
• Denso
• Padmini
• Subros
• Sharda
• JBM Group
• Clutch Auto
• FIEM
• Sunbeam
• JPM Group
• Auto Ignition
• Indication Instruments

• East
• Technofab
• JMT Auto
• Speedcrafts

• South
• NTTF
• IFB Automotive
• Hanil Lear
• John Fowler
• Torsion Products
• Canara Hydraulics
• Harita Seating
• Automotive Axles
• Axles India
• Wipro Infrastructure
• Visteon
• Siemens VDO
• Bosch
• Luk

• West
• FAG India
• Hindalco
• Hindustan Composites
• NRB Bearings
• Bright Brothers
• Dhoot Transmission
• RSB Transmission
• Tractor Engineers
• TACO
• Bharat Gears

Source ACMA, CJI, STC-ND
33
ALL PURCHASE DECISIONS ARE MADE LOCALLY AT HQS
OR PLANTS- quality guidelines from international
collaborators and OEMs
Construction Equipment Components Suppliers
Source ACMA,CJI, STC
34
TRENDS WITHIN THE CONSTRUCTION EQUIPMENT
INDUSTRY- entering of major global players
Trends within the Indian construction equipment
industry
Globalization

• International companies eyeing to establish
  manufacturing RD bases in India
• Lower production manpower costs
• Demand for construction equipment growing by 15
  expected to be 25 in next 2 years
• There is increased government focus on
  infrastructure
• Indian firms manufacture a limited range only
  offer services to installation commissioning of
  imported equipment

Competition and price reductions

• Limited competition, with less than 200 private
  public equipment suppliers in India
• Indian companies produce lower end equipment
  offer products from foreign partners
• Permit for free importation to end users of used
  equipment less than 5 years old
• Stringent price reduction demands from the market.

RD-displacement

• International players setting up or expanding RD
  bases in India, like, Visteon, Siemens VDO,
  Delphi, Denso, Yazaki, etc.
• Availability of low cost, English speaking,
  computer literate manpower.
• Growing demand for indigenous operations to avoid
  delays in supplies increase after sales services

Source CJI, Business Line, ACMA, SIAM, STC
analysis
35
CONTENT

• Overview Indian industry
• Indian Automotive Industry
• Indian Construction Equipment Industry
• Recommendations
• References

36
RECOMMENDATIONS FOR MAKING BUSINESS WITH THE
INDIAN AUTOMOTIVE INDUSTRY
Recommendations for making business with the
Indian automotive industry
Country specific
1.
- Open economy since 1990s growing at 8, one of
the fastest growing economy - Cheap talented
manpower available in abundance
2.

• Certain level of cultural differences in working
  from Europeans
• - Being English as an official language,
  conversing is really not a problem

- Being 3rd largest investor base in the world,
FDI possible in almost all major industries -
Huge domestic markets - Stable currency and
inflation under control
3.
Industry specific
1.
- India is becoming an outsourcing centre for
number of global automakers - Emerging as world
hub for small mini cars, castings forgings
2.

• - Indian IT majors (like TCS, Infosys) offering
  on-shore off-shore engineering services to
  global players
• - Global vehicle component majors putting up
  RD in India, either on their own or in
• partnerships with local players (e.g. GM,
  Daimler Chyrsler, Johnson Controls etc)

- Tie-ups at the Tier 2 or Tier 3 level with
Indian companies - Transitioning from being a
supplier for the global aftermarket to a
full-scale global Tier 1 supplier - Industry has
witnessed several JVs on auto component
manufacturing Establish JV for manufacturing in
India and service OEMs Tier 1 suppliers in
Europe
3.
Source STC New Delhi
37
CONTENT

• Overview Indian industry
• Indian Automotive Industry
• Indian Construction Equipment Industry
• Recommendations
• References

38
HOW CAN STC IN INDIA SUPPORT COMPANIES TO DO
BUSINESS IN INDIA
Country specific
Market Check

• A pre-feasibility study to check demand market
  for their kind of products services.
  Methodology involves
• primary secondary research, advisory from
  auto association ACMA/ SIAM, industry interviews
  etc

Partner Search
- Analysis of most suitable channel partner to
enter India. Partner search, distributor search,
customer search, supplier search (association
consultation (ACMA SIAM), Industry interview,
primary secondary search)
- Shortlist of most suitable entry route
Acquisition Pre-acquisition analysis,
Acquisitioning, negotiation, writing agreements
using legal panel Joint Venture finding the
right partner, negotiation, legal documents,
finalisation, post venture activities
Collaboration
Company Formation
- Incorporation of liason office, branch office
or subsidiary office (pre post corporation
activities) - Acquisition mergers
BSO

• Hiring of consultant on 100 time basis acting
  as sole representative of Swedish company in
  India
• thereby taking care of sales operations
  Activities can be customised as per the
  requirement

- Legal advisory on applicable entry routes in
India, collborative ventures, things to remember
for business with India, Legal advisors on
place to take advisory based upon the complexity
of project
Legal Advisory
Visiting Program

• Arranging visiting program with potential
  partners / customers/ distributors, industry
  tour, location/ premises
• search, Industry delegation visits

Source STC New Delhi
39
STC INDIA HAS HELPED NUMEROUS SWEDISH COMPANIES
TO DO BUSINESS WITH THE INDIAN AUTOMOTIVE INDUSTRY
Source STC New Delhi
40
STC CARRING OUT A RECRUITMENT OF KEY ACCOUNT
MANAGER (KAM) TO STRENGHEN INDIAN SALES
OPERATIONS FOR TRELLEBORG INDUSTRIAL AVS
Goal
Outline of project
The main objective of the project was to support
Trelleborg Industrial AVS in appointing Key
Account Manager (KAM) for their metal bonded
rubber components for Indian off-road vehicle
segment

Step1 Profile discussion
Completed
Kick-Off

• Discussion on characteristics of KAM candidate
  requirement

STC role and contribution

Step 2 1st round interview by STC

• Advertising the job profile to recruitment
  agencies job consultants.
• Preliminary filtration of candidates based on
  Biodata profile
• Conduct of 1st round of face to face interview
  shortlisted 10 potential candidates.
• 2nd round of meeting of shortlisted candidates
  with Trelleborg
• Finalising the candidate to discuss next steps

Workshop I
Completed

• Shortlisting of 10 candidates for 2nd round of
  interview

Step 3 2nd round interview by STC
Trelleborg
To be Completed
Workshop 2

• Finalising the candidate to discuss next steps

• At the kick- off, STC was educated and the
  project outline was discussed
• At workshop 1, STC presented the results from
  step 1 and gave profile of 10 shortlisted
  candidates
• At Workshop 2, STC Trelleborg will finalise the
  candidate to discuss the post-recruitment
  activities

Results

• Shortlisted 10 potential candidates for KAM
  position
• Arranging 2nd round of interview

Source STC New Delhi
41
STC CARRIED OUT BSO (BUSINESS SUPPORT OFFICE)
OPERATIONS AND ASSITED IN THEIR SALES IN INDIA
FOR HIAB
Goal
Outline of project
Support HIAB in the process of developing its
sales through BSO set up assisting them in
establishing in India

Strategise Sales, finding new verticals meeting
targets
STC role and contribution
Appointing Distributors supervising performance
BSO (Testing Indian market for HIAB cranes)

• Appointing supervising the performance
  distributors
• Generating leads
• Visiting to potential clients as suggested by
  distributors
• Assistance in technicalities of the crane
• Support in custom clearance transportation to
  the customer
• Analysing budget responsible for meeting targets

Expansion mode
Sales breakthrough
Strengthening business
Results

• HIAB in India has started its operations as per
  STC-New Delhis recommendations. The company has
  been doing a phenomenal good business as a
  liasion office at present.