1. F L U I D P O W E R D I V I S I O NF L U I D P O W E R D I V I S I O N
Presentation
Sales & Marketing
INDIA
Kolkata
4th
Nov, 2008

2. F L U I D P O W E R D I V I S I O NF L U I D P O W E R D I V I S I O N
Highlights - Hose
•Sales growth :- 5% YOY 2008 on 2007 Jan to Oct.
•Jan to Oct. (2007) 583.83Mn
•Jan to Oct. (2008) 614.64 Mn
•Price Increase: Fully Implemented in the Market Place.
•Improved Bottom Line

3. F L U I D P O W E R D I V I S I O NF L U I D P O W E R D I V I S I O N
Debtor Days
Average Debtor days for Qtr-III FY 2007 – 79 Days
Actual Debtor Days For Qtr-III FY 2008 – 69 Days

4. F L U I D P O W E R D I V I S I O NF L U I D P O W E R D I V I S I O N
Region wise Business (Forecast)
S No Region Potential FY2007 FY2008
Achv. Cumm
Target Nov'08
Target
Dec'08 FY2008 % Achv
Rs/Million Actual Target Likely
1 North 904 433.00 486.70 335.47 27 33 395.47 81%
2 East 403 86.24 93.60 75.19 8.7 9.5 98.79 106%
3 West 140 76.23 92.00 65.62 8.0 9.5 84.12 91%
4 South1 825 49.38 57.50 43.85 6 7.5 57.35 100%
5 South2 59 22.24 27.50 25.63 2.8 2.9 31.33 114%
6 Gujarat 124 57.40 80.00 68.94 7.5 8.5 84.94 106%
2455 724.49 837.30 614.70 63.4 73.9 752 90%

5. F L U I D P O W E R D I V I S I O NF L U I D P O W E R D I V I S I O N
Segments to focus for Growth:-
 Infrastructure:In the current realm of economic slowdown,this is the only sector which
moving & the Govt. is supporting to meet the deadlines of Infrastructural Growth
Some of the Major Companies Involved in Infrastructure Projects are:-
1) Jaypee Group.
2) Afcons
3) Gammon India
4) GMR / GVK
5) Punj Lloyd
6) HCC
7) Simplex
8) C&C Constructions
9) L&T ECC
10) Nagarjuna Constructions Co.
11) Patel Engg.
12) Shapoorji Pallonji & Co.
13) Consolidated constructions.
14) Bhageeratha Engg Co.
15) B.Seenaiah & Company
Most of these companies execute Infra Projects have huge fleets of HEMMs ,Tunnel boring &
Drilling equipments (Owned & Rented) Pose a very Good Potential for our Product Line.

6. F L U I D P O W E R D I V I S I O NF L U I D P O W E R D I V I S I O N
News On 3rd
Nov 2008
“Jindal Drilling bagged an Order of 850
Cr for ONGC” CNBC TV 18
“Bhageeratha Engg got an order of 250 Cr
Road Project” NDTV

7. F L U I D P O W E R D I V I S I O NF L U I D P O W E R D I V I S I O N
Segments to Focus for Growth: (Contd….
Oil & Gas:- This is another sector which offers Excellent potential for our kind of
Business in INDIA.
 Narmada Offshore
 Sedco Forex
 Dolphin Offshore.
 Shiv vani Oil & Gas
 Transocean
 Schlumberger
 Jindal Drilling
 Pride Forma
 Hyundai Offshore
 Offshore Tubular
 Frontier Abhan
 L&T Offshore Construction
 Quipco

8. F L U I D P O W E R D I V I S I O NF L U I D P O W E R D I V I S I O N
Segments to Focus for Growth: (Contd….
Steel:- This is another sector which goes hand in hand with Infra growth,
offers various applications for Fuild Power Products
 Welspun
 Tisco
 Rourkela Steel Plant
 Bhilai Steel Plant
 Bokaro Steel Plant
 Vizag Steel Plant
 JSW Steel
 Ispat Group
 Jindal Stainless
 Bhushan Steel - North
 Adhunik Metalics
 Bhushan Steel - East
 Sun flag Steel
 Modern Steel

9. F L U I D P O W E R D I V I S I O NF L U I D P O W E R D I V I S I O N
New Products
New Products which will help us achieve the Growth targets are:
New Sand Blast-Wrestler Hose:- Finds applications in most Steel Plants.
sand blasting machines application & replacement market.
Governor Hose:- Already an established product for the subject application.
Customers like; Multi speed Gear (North), Asma technologies (South) ,etc
HHT Hose:- Can give us a lot of growth in the FURNACE segment & Replacement
market of Economical Carbon Free Hoses.
Sipper Hose:- Obtained DGAQA approval for this hose, awaiting approvals from
Oil PSUs to get the product moving fast for OEs & Replacement markets.

10. F L U I D P O W E R D I V I S I O NF L U I D P O W E R D I V I S I O N
‘Application Development’ A Key to success
 We have excellent grip on the market wherein we are Market Leaders in some
of the OE & Replacement applications PAN India. What we are lacking is
sharing the Information in a Presentable form with other areas so that we can
encash our product superiority for a similar application elsewhere.
To mention a few such applications are:-
1. Application of 32G2H ‘India Rig application’
2. Application of GTH / R6 Hoses in Kirloskar Oil Engines.
3. Carbon Free Hoses in Electrotherm,Inductotherm,Megatherm Furnaces
4. Application of ‘Megatech ACR’ in ELGI ,Coimbatore.
5. Application of Rock Drill Hoses in place of PVC Hose in Project sites.
6. Offshore Oil Drilling Rig Application for ‘32G5K’
7. Cummins C3 hose & fitting.

11. F L U I D P O W E R D I V I S I O NF L U I D P O W E R D I V I S I O N
Approved Application Procedure FORMAT
AAP

12. F L U I D P O W E R D I V I S I O NF L U I D P O W E R D I V I S I O N
Application Development-Format

13. F L U I D P O W E R D I V I S I O NF L U I D P O W E R D I V I S I O N
Gates After market Programme (GAP)
Focus on ‘GAP’
This is another growth engine in our working for After Market.
When all the OEs are dropping their production schedules AM
can provide us support fro meeting growth Nos.
Gates Hose… Gates Couplings…. on Gates Crimp Data……
can provide you unbeatable Solutions.
‘Weep No More’
Identify the right kind of channel partners/assemblerswho can
take this programme forward & we can create a difference in
the Market with ‘GAP’

14. F L U I D P O W E R D I V I S I O NF L U I D P O W E R D I V I S I O N
Top End-users to Focus:
JSW steel
KLR Ind.
Essar Oil Fields
Indabrator
Gujarat Apollo
Windsor Machines
Voltas Ltd (Crain Div)
Ingersoll-Rand
EFD Induction
Wipro Infrastructure
Bull machines
GROZ Tools
Bhushan Steel
HYVA
TIL
Vedannta
Hindalco
Balco
Shwing Stetter
Greaves Cotton
Tata Motors
Globe Hi Fab
Antony,Mumbai

15. F L U I D P O W E R D I V I S I O NF L U I D P O W E R D I V I S I O N
Top Competition Dealers to Watch.
Watch out for Top Competition Dealers/assemblers?
People related to Superseal,Pix,Parker, Manuli are the most vulnerable.
Some of the Dealers to watch for are:-
HydroFlex, Mumbai
PowerFlex,Mumbai
Heliflex,Baroda
Patel Hydraulics,Mehsana
Hydraulic Syndicate,Kolkata
Taurus Flexibles

16. F L U I D P O W E R D I V I S I O NF L U I D P O W E R D I V I S I O N
Collect On Time:
“As they say No Sales is complete till it is collected”
We all are Sales people but selling without collecting is’No SALES
As a team we are hovering at 69 Debtor days which has to be brought to
65 by Nov-08 is a challenge we all have to pledge for………..
Channel Partners to watch for are:-
1. M/s India Flex, Mumbai.
2. M/s Deva Hose, Mumbai.
3. M/s R.J. Industries, Rajkot.
4. M/s Engel India, Kolkata.
5. M/s ISA
6. M/s Oracle Hose, Nashik.
7. M/s Pramani Sales, Hyderabad.
We need to be very straight forward in our Credit Policy, NO BILLING for
above 75 Days Customers.

17. F L U I D P O W E R D I V I S I O NF L U I D P O W E R D I V I S I O N
Roles for the Sales team
1. Developing atleast One New Application each Region
which poses good potential. Recording the same in the
AAP format for Others to exploit.
2. The Yearly Target sheets to be signed by all the Regular
channel partners/Assemblers.TOD to be given Qtrly. On
target achievement.
3. Minimum 4 visits to the End users apart from Normal
Dealer visits per week.
4. Organizing a EU’s meet to educate them towards benefits
of using ‘Gates’

18. F L U I D P O W E R D I V I S I O NF L U I D P O W E R D I V I S I O N
Thank You