3. Coal - India Ranked 2nd
Largest Producer Globally -
2018.
Power Sector consumes 87%
of coal produced
Iron Ore – India Ranked 4th
Largest Producer Globally
Crude Steel - India Ranked 3th
Largest Producer Globally
Source-Indian Bureau of Mines & Worldsteel.org- 2018
Indian Mining Industry Structure & Overview
4. Coal / Lignite /
Iron Ore
Contributes 85%
of total Volume
Coal mining done
mainly by CIL & its
7-subsidiaries,
accounting for
84% of the total
coal production in
India
Outside of CIL, the
only other major
producer is SCCL,
contributing to
about 9.2% of
India's overall coal
production
Indian Mining Industry
8. Sustaining existing customer with higher
SOB % > 1500KL / Annum.
Focus on new customer addition ( >800 KL )
Focus on value added products against
traditional product sales like Maratron &
Max pro LD Engine Oils, Atransol Hyd. Oils,
Trans D2/PTF 30, Maxzikool, Grease EP 2 Spl,
Alitech PD2 & Alicom Super.
Focus on Advantages like Fuel Efficiency,
Longer Drainage Interval Product, Carbon
Footprint Reduction
Way Forward – Mining Segment
TS,AP,KTK, 800,
35%
ODISHA, 400,
17%
JHARKHAND,
150, 6%
CHHATISHGAR
H, 150, 7%
WEST BENGAL,
150, 7%
MAHARASHTRA,
200, 9%
M.P., 100, 4%
RAJASTHAN,
200, 9%
GUJARAT, 100,
4%
UP, 50, 2%
BUSINESS VOLUME.KL.
Regions NORTH EAST WEST SOUTH TOTAL
Vol.Plan 50 800 650 800 2300
VOL IN KL,MT
9. Key Challenges & Path to Sustainable Opportunities
Toughest opponent are OEM itself dealing in AMC with
lubes & Spares. All HEMM - OEMs have their own Lubes
Short Lifecycle (Appx 5Yrs) of fleet in Mining where major
OEM has started 1-3YRS of AMC- ONLY 2-3 years life cycle
can be serviced.
Credit exposure on its highest peak > 60-90 Days.
Throw away Product prices by established Players like
Gulf, IOCL & Valvoline in this segment.
Requirement of Used Lube Oil Analysis at site for
immediate action.
Seasonality in product demand
OEM / Technical approval’s are mandatory for all product range
so as to protect customer interest Vs OEM even for Non-
Warranty fleets.
Major Players include VOLVO , JCB, Caterpillar, Tata Hitachi,
Hyundai, Sany, Kobelco & Komatsu .
Our brand association with Kobelco and others like Escorts,
ACE & Mahindra gives a minor recognition.
Rationalize major product range e.g. Maratron LSP CK4 , SAE
10W-40 / 15W40 - Common Product for Volvo, Scania, Bharat
Benz Tipper & other HEMM.
Focus on availability of high Performance products e.g. Lithium
Complex Grease – ( Base Oil Viscosity 220 / 460) in NLGI-3 &2.
Which helps in improving the SOB
Existing Mining Customers @ TS & Odisha helps for generating
immediate service reference.
Challenges Driving Factor
10. Sales Proposition / Strategy
• Primarily Focus on Coal & Iron Ore Mining. May extend to Bauxite & Copper
• Look for Private Mining Contractors (engaged in OB removal job) or engaged in
direct mining operation on the behalf of CIL, SAIL, NTPC etc.
• Get an entry through low involvement products like Grease, Coolant , DEF etc.
Increase the SOB by introducing Value Added Products
• Ensure on time material availability through our Depots & Factories
• Provide used Oil Analysis wherever require for Key / Major Customers
• Local facilitation process for order generation and payment collection
• Extensive usage of Existing Customer Referral and multiply the 8-10 Kl P.M.
customers in all the regions
• Participation in Coal India Online Tender through GeM
11. Check Points before being engaged with Private Miners
• How many years of contract with the parent company
• Equipment Status
• Company wise Equipment details
• New / Refurbished
• Warranty/Non Warranty
• Credit worthiness / Payment term with the existing vendor
• Post Dated Cheques or Equivalent Bank Guarantee for Credit extension
• Existing Vendors if any for supply / Existing RC if any
• Own Workshop or outside maintenance contract
• Product field trial requirement if any
