1. Application Development and Concept
Selling – Keys to India
Ramesh Srinivasan, India Advisor, Infratab
Presentation @ GILINDIA, Frost and Sullivan, Bangalore, Oct 23, 2009
http://www.gil-global.com/india/index.html
-rameshprs@gmail.com +91.95661.10503

2. Indian Buyer
 Value Conscious
– Time to Value
– Cost Effective, e.g. Cell Phone Prices
– Shared Benefits
 “My friends have it and like it”
 “90% of workforce informal” - Keep it Simple
 “Buyer is so diverse” - Segment the market
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3. Innovation approach has to match the hierarchy of needs
• How do we develop new
products for advanced
Unique
Experience
needs?
o Learn about the overall need
Self-
Acutualization
o Find gaps in our current
Psychological products/ services
Needs o Fill gaps through strategies
Safety Needs such as investments,
Basic Needs alliance, extensions,
demos...
o Concept selling of benefits vs
features.
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4. Illustrative Innovations and Some Lessons
Innovation Keys to Success
Systems Approach to Polymer Demonstrate applications
Blends Design
Closed Loop Control for Carbon – Partnering with internal customer
Carbon Composites
Automated System for Building Intense focus on customer need
Insulated Glass
Trusted facilitator of trade Persistence
Infratab in INDIA# Total Solution and Application
# In Progress
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5. THE INFRATAB FRESHTIME™ PROPOSITION
Given all the resources and attention to creating a quality
product, what is our added value?
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6. ADHESIVES TRACKING FROM ITEM TO PALLET
The Freshtime tagging solution enables shelf life/temperature monitoring in real time with association of
this temperature monitoring to grouped items, cases or pallets.
TAG OPTIONS
Freshtime Freshtime
RFID tag barcode Existing label options
Freshtime RFID sensor tag options
Item tag
Pallet tag
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7. INFRATAB FRESHTIME™: A PARADIGM SHIFT
NOT: “I have proof—after the fact—that temperature abuse occurred.”
BUT: “What is the condition of this perishable—NOW?”
• Infratab Freshtime™ = real-time assessment of perishable’s condition
• Knowing “How” fresh “When” +
• Pinpointing how much abuse occurred at each change of custody
• Tracking forward as well as tracing back to predict when a product will arrive or
where it has been.
PRODUCT
INTEGRITY
MONITORING—
while also providing
HAACP regulatory
compliance
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8. FRESHTIME™ TAG UNIQUENESS:
REAL-TIME, IN-TAG FRESHNESS & TEMPERATURE
MONITORING
 Each perishable has a unique spoilage rate (shelf life).
 Each Freshtime tag knows the spoilage rate of the tagged product
 This means that when the tag senses temperature, it also calculates how much
shelf life was used and how much Freshtime is left
 The tag also keeps temperature, time and importantly “life” alerts. Life alerts
representing shelf life % left can be used for inventory, shipping, wholesaler
receiving, sell-by and most importantly “best-when-used-by.
=
Button-push also indicates
condition
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9. HOW IT WORKS—FOR THE BRAND OWNER
Ingredient Suppliers’ factory
or Farm
Freshtime Pre-cool Processing Packing/Stores In Transit
production
Sensor Tag 24 hours 7 hours 2 days 30 days
How is it? How should it be? Answer is a comparison against plan
Freshtime™ 98% 97% 97% 94% 81% 80%
Current Temp 20°C 8°C 8°C 11°C 8°C 15°C
FT Life Alert START 1 2 3 4 5
Temp Threshlds
History
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10. INFRATAB FRESHTIME™ ADDED VALUE
•Real-time insight about and ability
to manage temperature abuse
based upon a perishable’s
condition throughout the cold chain
• Reduced shrink
• Backup data for wholesaler
invoice charge-backs
• Lower processing costs of
invoice disputes & claims
• Inventory management based
upon first in/least shelf life out
• EPC RFID track & trace of all
tagged items—using EPCglobal
network
• Data analysis/aggregation by cold
chain segments
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11. WHAT IS THE FRESHTIME™ ADDED VALUE TO YOU?
WHAT ARE YOUR OPPORTUNITIES?
 Will longer shelf life result in increased sales?
– Consumer direct
– Retail stores
– Business customers
 Any benefit from inventory management using first in/least shelf life out?
 How can aggregated data, based upon shelf life/temperature/time per cold chain partner, assist
you in managing your business?
– Suppliers and/or customers
– Trade routes and changes of custody within the trade route
WHERE ARE YOUR PAINPOINTS?
 Customer Complaints?
 Shrinkage %?
 Invoice deductions/supplier?
 Products with too short a shelf life?
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12. Application to India: Concept Selling
Freshtime RFID Freshness Signal
Smart phones
(coming)
Freshtime
Tag Buyer
Supply
Chain
Software Cold
Chain
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13. Application to India
• Pick a Segment
• Export and Import Business
• Chemicals/ Adhesives
• Causes of Wastage
• Pre-harvest
• Harvest
• Post-Harvest
• Pilot the technology, Develop Shelf-life Signatures
• Assemble Partners
• Cold Chain Operators, Inspectors, Mobile
companies, R&D Institutes
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14. Questions?
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