PIAGGIO India (Rs. 25000 Million )
Company vision, HR strategy, Sales and Marketing strategy were the focus areas.
Monthly interactions with the Directors and the CMD on the direction and implementation of the strategy: Interaction with the management team to guide and mentor them to achieve.
We intervened when the turnover was about Rs.5000 Million and supported till it went up to Rs. 25000 Mn
The creation of the sales process across product lines and implementation of the process
The process creation was based on the product positioning, the sales volumes that were targeted, the retail strategy and the customer profiles. These were discussed and arrived at before the process creation.
A concept coined as “Ekalavya” was created in the name of the great Indian archer who did not qualify for learning under the guidance of a teacher. He created a statue of the great epic Indian teacher Dronacharya.
The concept was to allow the sales team to learn the skills without a teacher but with the help of a guide book and a DVD that lead them through the sequence of the process. The DVD narrated the process and showed the new way of working enacted by professionals in real life situations.
The step by step method adopted for the building up of the sales process across customer profiles was unique and effective. The sales process and the new learning method changed the way the sales teams approached the customers and the market.
The sales process was then converted to a software package incorporating the dealer management system. This was again detailed and a DVD was created to make the concept understood and implemented by more than 3000 sales people across the country.
This was followed by “Ekalavya II” which incorporated very elaborate and tough selling situations which the sales team generally faces. The narrator was shown narrating the entire process with the new method enacted byTV artists.
The work book incorporated many learning features and the members were proud to own and practise the new way of handling a sales call.
Lombardini India (Start-up then)
The India market strategy was created. The product positioning and the market analysis based on the company strengths were the basis of the strategy created. The group MD and the Indian MD along with the top management reviewed the progress on a monthly basis.
The company was later taken over by Kohler of US.
Asia Motor Works Limited (Rs. 20000 Million)
We were the strategic Management group for the company. Our team was the think tank for the company. From product creation to the manufacturing strategy was the focus. The entire process across the company was created. The MD and the management team were aware of the two strong players in the market – Tata motors and Ashok Leyland. The strategy had to be in place with the strengths of these competitors in mind. The product positioning was very crucial to break the market dominance of the big two. The company crossed a turn-over of Rs. 10000 Million in the first three years of launch.
Deccan Auto Limited
A part of a 1 Billion USD group, having main interests in Cement. Most of the business is in Africa. As the Principal consultant, the prime focus was the creation of a base for the group in India. Deccan Auto is our brain child to create high end luxury buses in India. The plant is in its final stages of completion and the production is expected from Dec 2014. We have supported in the choice of the project, project strategy, identification of technical collaborator and the plant design. The initial investment is about Rs. 2500Million. The target turnover by 2017 is Rs. 20000 Million.
The Indian expansion includes the setting up of an engine assembly plant with collaboration with Weichai of China (China’s largest engine manufacturer). Major discussion for the collaboration is on. This would be an Rs.2000 Million investment.
Corona Bus Manufacturing P limited
The company is the only monoquoqe based bus manufacture deriving the design from NeoPlan of Germany. The vision is to make Corona the largest Bus manufacture in India by 2020.
The bus technology has been perfected in the last six years of extensive research in the company and now after putting 200 buses on road and many of them covering over 1.3 million kilometres, the plant is being expanded.
The buses will have very little completion in the segments it is being launched. The challenge will be in the production and after sales service network that has to be created.