The document provides the business development road map and annual operating plan for AAIPL BD for the fiscal year 2019-2020. It includes mappings of various industry sectors such as HVAC, dairy, shipyards, renewable energy, etc. and outlines the target markets, products, budgets and sales plans for each sector. Key aspects covered are identifying over 127 OEMs in direct business, developing plans to target government projects and consultants, increasing market share in ongoing projects and outlining organizational structure and branding budget. Monthly sales targets and activities are allocated across sectors for the first and second half of the fiscal year.

1. BUSINESS DEVELOPMENT ROAD MAP FY 19-20
1

2. 2
AAIPL BD ROAD MAP & ANNUAL OPERATING PLAN 19-20- INDEX
SR. NO ITEM DESCRIPTION-1 SR.NO. ITEM DESCRIPTION-2
1.
DIRECT OE BUSINESS MAPPING & AOP
(SLIDE 3 & 4)
9.
AOP FOR APPROVALS IN GOVT. SECTOR/ GOVT.
ORGANIZATIONS/DRDO/DEFENCE (SLIDE 16)
2.
DAIRY/BREWERIES & DISTILLERY MAPPING & AOP
(SLIDE 5 & 6)
10.
AOP FOR GROWING CONSULTANT/INFLUENCER NETWORK & INDIA
AND NEIGHBOURING COUNTRIES (SLIDE 17)
3.
COLD STORAGES/ CRYONGENIC & FOOD PARKS APPLICATION
MAPPING & AOP (SLIDE 7)
11.
AOP FOR ENHANCING EPDM MARKET SHARE IN PROJECTS
(SLIDE 18)
4.
SHIPYARDS/NAVAL DOCKS/PORTS/NAVY MAPPING & AOP
(SLIDE 8)
12.
SUMMARY- SALES AOP (NEW SEGMENTS+ GOVT. SECTOR+
SPECIFICATION GENERATED BUSINESS) (SLIDE 19)
5.
RENEWABLE ENERGY SEGMENT (SOLAR/ WIND POWER/
ATOMIC ENERGY) MAPPING & AOP
(SLIDE 10)
13.
AOP FOR TOP PMC, ARCHITECTS, BUILDERS, PHARMA, TOP HOTEL
CHAINS, IT COMPANIES, FMCG, HOSPITALS, IT COMPANIES
(SLIDE 20)
6.
LNG TERMINALS, PEB BUILDINGS, TEXTILE PLANTS AOP (SLIDE
12)
14.
PROPOSED ORGANIZATION CHART- BUSINESS DEVELOPMENT
(SLIDE 21)
7.
AOP FOR RAIL COACH /ICF FACTORIES , OEM’S SUPPLYING TO
RAILWAYS/ AUTOMATIVE COMPANIES, SMART CITIES
(SLIDE 13)
15.
PROPOSED BUDGET- BRANDING / PROMOTIONAL ACTIVITIES
(SLIDE 22)
8.
SUMMARY- NEW SEGMENT BUSINESS PLAN FY 19-20
(SLIDE 15)
16. THANKS
*AOP: ANNUAL OPERATING PLAN

3. 3
DIRECT PAN INDIA OE BUSINESS MAPPING & AOP FY 19-20
AHU Mfg., 26
Automotive AC
Mfg., 2
Boiler Mfg., 1
Chiller Mfg., 24
Clean Room
Equipment Mfg., 4
Duct Mfg., 6
Electrical
Panel
Mfg., 10
Fan/Blower
Mfg., 12
Foam Converter, 4
Genset Mfg., 5
Refrigeration Eqpt.
Mfg., 7
Split AC Mfg., 11
SS Hose Pipe Mfg.,
1
Storage Tank Mfg.,
2
Visi Cooler Mfg., 10
Water Purifier Mfg., 2
SR.
NO
CATEGORY MATERIAL
VALUE
(LACS)
1. AHU Thermal &
Acoustic
30
2. Automotive AC 5
3. Boiler Thermal 10
4. Chiller Thermal 25
5. Clean Room Eqpt Thermal 10
6. Duct Thermal &
Acoustic
30
7. Electrical Panel 20
8. Blower Acoustic 15
9. Foam Converter Thermal &
Acoustic
10
10. Genset 10
11. Ref. Eqpt.
Thermal
15
12. Split AC 10
13. SS Hose Pipe 20
14. Storage Tank 10
15. Visi Cooler 20
16. Water Purifier 10
Total-Annual Budget 250 Lacs
* FIGURES INDICATE NO. OF
OEMS MAPPED IN RESPECTIVE
CATEGORY, TOTAL MAPPED
127 OEMS.

4. 4
OEM SALES PLAN FY 19-20
SR.
NO.
SECTORS TARGETED H1 FY 19-20 H2 FY 19-20
APRIL- MAY 19 JUNE –JULY 19 AUG– SEPT19 OCT-NOV 19 DEC- JAN 19 FEB-MARCH 19
1
HVAC SECTOR: AHU, DUCT,
CHILLER, FAN
MEETING/ TRAVEL/ SHARING DOCUMENTATION ETC.
MOCK UP ETC
COMMERCIAL
NEGOTIATIONS
STAGGERED
DELIVERIES
STAGGERED
DELIVERIES
2
ELECTRICAL PANEL,
GENSET ETC.
MEETINGS, TRAVEL, ETC.
SAMPLES, ARRANGING TC’S, MOCK UPS.
DOCS, NEGOTIATION
COMMERCIAL NEGOTIATIONS
STAGGERED DELIVERIES
3
AUTOMOTIVE AC, FOAM
CONVERTER, WATER
PURIFIER
TRAVEL, MEETINGS, ETC. SAMPLES, DOCS, ETC. COMMERCIAL NEGOTIATIONS
STAGGERED
DELIVERIES
4
REFRIGERATION EQPT,
SPLIT AC MFG, VISI
COOLER, CLEAN ROOM
EQUIPMENT
MEETING/ TRAVEL
SAMPLES, DOCS,
MOCK UPS ETC.
COMMERCIAL
NEGOTIATIONS
STAGGERED
DELIVERIES
STAGGERED
DELIVERIES
5
SS HOSE PIPE, STORAGE
TANK, BOILER
MEETINGS
CORRESPOND
ENCE ,
TECHNICALS
SAMPLES, DOCS,
FOC MOCK UPS ETC.
COMMERCIAL NEGOTIATIONS
STAGGERED
DELIVERIES
MINIMUM 8 VISITS PER PERSON PER MONTH TO OEM SECTORS

5. 5
DAIRY, BREWERY/DISTILLERY BUSINESS MAPPING & AOP
Mother
Dairy , 7
VRS Foods (Paras)
Dairy, 5 Dr. Oetekar, 1
Haldiram Dairy, 3
Kwality Dairy , 6
Verka Dairy, 12
Vita Dairy, 5
Nestle Plants, 5
Creamy Foods, 2
Dudhsagar Dairy, 5
1
Parag Dairy, 21
1
Igloo Dairy, 5
1
Amul
Dairy, 7Schreiber Dairy, 3
1 3
Hatsun Agro Dairy,
13
ITC Dairy, 2
United Spirit-
Brewery, 16
Radico Khaitan
Distillery, 5
1
1 2
IFB Agro Distillery, 4 Globus Spirits
Distillery, 4
4
CHART GIVES BREAK UP OF 91 DAIRIES & 37
BREWERY/DISTILLERY MAPPED.
SR
.
NO
REGION SECTOR PRODUCT
VALUE
(LACS)
1. NORTH
DAIRY-41 NOS.
EPDM &
NITRILE
TUBES &
SHEETS
50
BREWERY- 18
NOS.
30
2. SOUTH
DAIRY- 19 NOS. 30
BREWERY- 7
NOS.
15
3. WEST
DAIRY – 28 NOS. 50
BREWERY- 5
NOS.
15
4. EAST
DAIRY- 3 NOS. 5
BREWERY- 7
NOS.
5
Total-
Annual
Budget 200 Lacs

6. 6
DAIRY, BREWERY/DISTILLERY BUSINESS SALES PLAN FY 19-20
SR.
NO.
SECTORS TARGTED H1 FY 19-20 H2 FY 19-20
APRIL- MAY 19 JUNE –JULY 19 AUG– SEPT19 OCT-NOV 19 DEC- JAN 19 FEB-MARCH 19
1 DAIRIES
MEETING/ TRAVEL/ SHARING DOCUMENTATION ETC.
MOCK UP ETC- NDDB APPROVAL IS MAIN FOR DAIRY
PLANTS WHICH WE ARE TARGETING IN Q1
COMMERCIAL
NEGOTIATIONS
STAGGERED
DELIVERIES
STAGGERED
DELIVERIES
2 BREWERIES/ DISTILLERY MEETINGS, TRAVEL, ETC.
SAMPLES, ARRANGING TC’S, MOCK UPS.
DOCS, NEGOTIATION
COMMERCIAL NEGOTIATIONS
STAGGERED DELIVERIES
MINIMUM 8 VISITS PER PERSON PER MONTH TO DAIRY,
BREWERY SECTORS.
01ST AGENDA: NDDB APPROVAL.

7. 7
COLD STORAGE/CRYOGENICS & FOOD PARK BUSINESS MAPPING & AOP
Cold
Storages, 39
Region Wise:
North-15
West- 20
South- 4
Cryogenics,
13
Region Wise:
North-3
East -1
West-8
South-1
Food Parks,
23
Region Wise:
North-7
East-7
West-5
South-4
FOOD PARKS
CRYOGENIC
SR. NO REGION SECTOR PRODUCT
VALUE
(LACS)
1. NORTH
COLD STORAGE- 15
NOS.
EPDM&NITRILETUBES&SHEETS
12
CRYOGENICS- 3 NOS. 2
FOOD PARK- 7 NOS. 4
2. SOUTH
COLD STORAGE-4
NOS.
2
CRYOGENICS- 1 NOS. 2
FOOD PARK- 4 NOS. 4
3. WEST
COLD STORAGE- 20
NOS.
20
CRYOGENICS- 8 NOS. 4
FOOD PARK- 5 NOS. 4
44. EAST
COLD STORAGE- 0
NOS.
0
CRYOGENICS – 1 NOS. 2
FOOD PARK- 7 NOS. 4
Total-Annual Budget 60 Lacs
CHART GIVES REGION WISE BREAK UP OF NO OF FOOD PARKS, COLD
STORAGES & CRYOGENIC PLANTS MAPPED . (75 NOS. IN TOTAL)
COLD
STORAGES

8. 8
SHIPYARD/NAVAL DOCKS BUSINESS MAPPING & AOP
SOUTH
SHIPYARDS,
5
WEST
SHIPYARDS,
12
EAST
SHIPYARDS,
4
SR. NO REGION SHIPYARDS PRODUCT
VALUE
(LACS)
1. SOUTH
COCHIN SHIPYARD LIMITED
EPDM&NITRILETUBESAND
SHEETS
10 LACS
HINDUSTAN SHIPYARD LIMITED- VIZAG
NAVAL DOCKYARD – VIZAG
TEMBA SHIPYARD CHENNAI
KATTUPALLI TAMIL NADU SHIPYARD
2. WEST
MAZAGON DOCK MUMBAI
20 LACS
GOA SHIPYARD LIMITED
ADANI PORTS MUNDRA ETC.
MODEST INFRASTRUCTURE GUJARAT
RELIANCE PIPAVAV SHIPYARD
NHAVA SHEVA PORT
BHARATI SHIPYARD MUMBAI
L&T SHIPBUILDING GUJARAT
TIMBLO DRYDOCKS GOA
ABG SHIPYARD MUMBAI
JAWAHARLAL NEHRU PORT
NAVAL DOCKYARD BOMBAY
3. EAST
GARDEN REACH SHIPBUILDERS KOLKATA
10 LACS
TITAGARH MARINES KOLKATA
SHALIMAR WORKS KOLKOTA
HOOGHLY DOCK & PORT ENGINEERS
Total-
Annual
Budget 40 Lacs
CHART GIVES REGION WISE BREAK UP OF NO OF
SHIPYARDS/ REGION MAPPED . (21 NOS. TOTAL)

9. 9
COLD STORAGE, CRYOGENICS & SHIPYARDS BUSINESS SALES PLAN FY 19-20
SR.
NO.
SECTORS TARGTED H1 FY 19-20 H2 FY 19-20
APRIL- MAY 19 JUNE –JULY 19 AUG– SEPT19 OCT-NOV 19 DEC- JAN 19 FEB-MARCH 19
1
SHIPYARDS
NAVAL DOCKYARDS
MEETINGS, TRAVEL TO RESPECTIVE REGION SHIPYARD,
MEETING KEY PERSONS, OFFICES
GET TESTING DONE FOR PRODUCTS AS REQUIRED BY
NAVY/SHIPYARD SPECIFICATIONS E.G – IMO, ETC.
COMMERCIAL
NEGOTIATIONS
STAGGERED
DELIVERIES
STAGGERED
DELIVERIES
2
COLD STORAGES
CRYOGENIC
FOOD PARK
APPLICATIONS
MEETINGS, TRAVEL, ETC.
SAMPLES, ARRANGING TC’S, MOCK UPS.
DOCS, NEGOTIATION
COMMERCIAL NEGOTIATIONS
STAGGERED DELIVERIES
MINIMUM 4 VISITS PER PERSON PER MONTH IN ABOVE SECTOR

10. 10
RENEWABLE ENERGY BUSINESS MAPPING & AOP
Atomic
Energy
Plants, 10
Wind Power
Companies,
12
Solar Power
EPC, Mfg. ,
18
Power
Plants
Solar/Therm
al, 22
SR. NO REGION SECTOR PRODUCT
VALUE
(LACS)
1. NORTH
ATOMIC ENERGY-3 NOS.
EPDM&NITRILETUBES&SHEETS
14WIND POWER- 4 NOS.
POWER PLANTS- 5 NOS.
SOLAR EPC, MFG.- 7 NOS.
2. SOUTH
ATOMIC ENERGY- 3 NOS.
16WIND POWER- 5 NOS.
POWER PLANTS- 2 NOS.
SOLAR EPC, MFG.- 7 NOS.
3. WEST
ATOMIC ENERGY- 4 NOS.
16WIND POWER- 3 NOS.
POWER PLANTS- 11 NOS.
SOLAR EPC, MFG.- 2 NOS.
4. EAST
ATOMIC ENERGY- 0 NOS.
4WIND POWER- 0 NOS.
POWER PLANTS- 4 NOS.
SOLAR EPC, MFG.- 2 NOS.
Total-Annual Budget 50 Lacs
CHART GIVES REGION WISE BREAK UP OF NO OF ATOMIC
ENERGYPLANTS, WIND POWER, SOLAR EPC, POWER PLANTS MAPPED
(TOTAL 62 NOS.)

11. 11
RENEWABLE ENERGY BUSINESS SALES PLAN FY 19-20
SR.
NO.
SECTORS TARGTED H1 FY 19-20 H2 FY 19-20
APRIL- MAY 19 JUNE –JULY 19 AUG– SEPT19 OCT-NOV 19 DEC- JAN 19 FEB-MARCH 19
1 ATOMIC ENERGY
MEETINGS, TRAVEL TO RESPECTIVE REGION PLANTS ,
MEETING KEY PERSONS, OFFICES
GET TESTING DONE FOR PRODUCTS AS REQUIRED BY
NUCLEAR POWER CORPORATION OF INDIA SPECIFICATIONS
E.G – IRRADIATION TEST ETC.
COMMERCIAL
NEGOTIATIONS
STAGGERED
DELIVERIES
STAGGERED
DELIVERIES
2
WIND POWER
COMPANIES, POWER
PLANTS & SOLAR POWER
MANUFACTURERS & EPC
COMPANIES
MEETINGS, TRAVEL, ETC.
MEETING WITH MNRE (MINISTRY
OF NEW & RENEWABLE ENERGY)
SAMPLES, ARRANGING TC’S, MOCK UPS.
DOCS, NEGOTIATION
COMMERCIAL NEGOTIATIONS
STAGGERED DELIVERIES
MINIMUM 4 VISITS PER PERSON PER MONTH IN ABOVE SECTOR

12. 12
LNG TERMINAL, PEB BUILDINGS & TEXTILE BUSINESS MAPPING & AOP
LNG
TERMINALS,
10
PEB
SEGMENT,
21
TEXTILE
PLANTS, 24
SR.
NO
REGION SEGMENT PRODUCT
VALUE
(LACS)
1. SOUTH
TEXTILE PLANTS- 8 NOS.
PRE ENGINEERED BUILDINGS- 3 NOS.
LNG TERMINALS- 1 NOS.
EPDM&NITRILETUBESAND
SHEETS
20 LACS
2. WEST
TEXTILE PLANTS- 11 NOS.
PRE ENGINEERED BUILDINGS- 5 NOS.
LNG TERMINALS- 8 NOS.
50 LACS
3. EAST
TEXTILE PLANTS- 0 NOS.
PRE ENGINEERED BUILDINGS- 1 NOS.
LNG TERMINALS- 1 NOS.
10 LACS
4. NORTH
TEXTILE PLANTS- 5 NOS.
PRE ENGINEERED BUILDINGS- 12 NOS.
LNG TERMINALS- 0 NOS.
30 LACS
Total-
Annual
Budget 110 Lacs
CHART GIVES REGION WISE BREAK UP OF NO OF LNG
TERMINAL, PEB BUILDINGS, TEXTILE UNITS/ REGION
MAPPED . (TOTAL 55 NOS.)

13. 13
SMART CITIES, RAILWAYS , REFINERY & AUTOMOTIVE AC BUSINESS MAPPING & AOP
SMART
CITIES,
57
RAILWAYS
, 4
AUTOMOTIVE
AC, 25
REFINERIES
, 18
SR.
NO
REGION SEGMENT PRODUCT
VALUE
(LACS)
1. SOUTH
SMART CITIES- 16 NOS.
RAILWAYS- 1 NOS.
AUTOMOTIVE - 8 NOS.
REFINERY- 4 NOS.
EPDM&NITRILETUBESAND
SHEETS
25 LACS
2. WEST
SMART CITIES- 13 NOS.
RAILWAYS- 1 NOS.
AUTOMOTIVE - 6 NOS.
REFINERY- 6 NOS.
25 LACS
3. EAST
SMART CITIES- 10 NOS.
RAILWAYS- 0 NOS.
AUTOMOTIVE - 1 NOS.
REFINERY- 5 NOS.
10 LACS
4. NORTH
SMART CITIES- 18 NOS.
RAILWAYS- 2 NOS.
AUTOMOTIVE -10 NOS.
REFINERY- 3 NOS.
30 LACS
Total-
Annual
Budget 90 Lacs
CHART GIVES REGION WISE BREAK UP OF NO OF LNG
SMART CITIES, RAILWAYS, REFINERIES & AUTOMOTIVE
AC/ REGION MAPPED . (TOTAL 104 NOS)

14. 14
LNG TERMINAL, PEB SEGMENT, TEXTILE, SMART CITY BUSINESS ETC. SALES PLAN FY 19-20
SR.
NO.
SECTORS TARGTED H1 FY 19-20 H2 FY 19-20
APRIL- MAY 19 JUNE –JULY 19 AUG– SEPT19 OCT-NOV 19 DEC- JAN 19 FEB-MARCH 19
1
LNG TERMINAL
PEB BUILDGINGS
TEXTILE BUSINESS
SEGMENT
MEETINGS, TRAVEL TO RESPECTIVE REGION PLANTS ,
MEETING KEY PERSONS, OFFICES
(GAIL APPROVAL IMPORTANT FOR LNG TERMINALS)
COMMERCIAL
NEGOTIATIONS
STAGGERED
DELIVERIES
STAGGERED
DELIVERIES
2
SMART CITIES
RAILWAYS
AUTOMOTIVE
AC OEM’S
MEETINGS, TRAVEL, ETC.
(LIASONING WITH MINISTRY OF
HOUSING AND URBAN AFFAIRS
FOR SMART CITIES)
RDSO APPROVAL/ ICF FOR
RAILWAYS
SAMPLES, ARRANGING TC’S, MOCK UPS.
DOCS, NEGOTIATION
COMMERCIAL NEGOTIATIONS
STAGGERED DELIVERIES
MINIMUM 2 VISITS PER PERSON PER MONTH IN ABOVE SECTOR

15. 15
SUMMARY SALES BUDGET (NEW BUSINESS) FY 19-20
SR.
NO
NEW BUSINESS SECTORS ANNUAL SALES BUDGET (LACS)
TOTAL NR SR EAST WR
1. DIRECT OE BUSINESS 250 80 60 10 100
2.
DAIRY, BREWERY/DISTILLERY
BUSINESS
200 80 45 10 65
3.
COLD STORAGE, CRYOGENICS &
FOOD PARK BUSINESS
60 18 8 6 28
4.
SHIPYARDS/ NAVAL DOCKS/ PORTS
BUSINESS
40 0 10 10 20
5.
RENEWABLE ENERGY BUSINESS
(ATOMIC, SOLAR POWER & WIND
POWER ETC.)
50 14 16 4 16
6.
LNG TERMINAL, PEB BUILDINGS &
TEXTILE PLANTS BUSINESS
110 30 20 10 50
7.
SMART CITIES, RAILWAYS &
AUTOMTIVE AC OEM BUSINESS
REFINERY
90 30 25 10 25
8. TOTAL FOR THE ABOVE 800 252 184 60 304
Direct OE
Business, 250
Lacs
Dairy,
Brewery/Distille
ry Business,
200 LacsCold Storage,
Cryogenics &
Food Parks , 60
Lacs
Shipyard, Naval
Dock, Ports, 40
Lacs
Atomic, Solar
Power & Wind
Power, 50 Lacs
LNG Terminal,
PEB Buildings
& Textile Plant,
110 Lacs
Smart Cities,
Railways,
Automotive AC
OEM, 90 Lacs
Note:- We will push EPDM in all above segments as 01st preference. If not
EPDM then NBR. EP Flex Tubes in EPDM.

16. 16
AOP FOR GOVERNMENT SECTOR FY 19-20
SR. NO. GOVERNMENT BODY ACTION PLAN SR. NO. GOVERNMENT BODY ACTION PLAN
1. ISRO TRIVANDRUM GET EPDM APPROVAL 10. HLL HITES GET APPROVAL (NITRILE AND EPDM)
2. CPWD DELHI
EPDM APPROVAL/ ENCHANCE
BUSINESS
11. HSCC NOIDA GET EPDM APPROVAL
3. NTPC 12. AAI ENCHANCE BUSINESS FROM AAI
4. NBCC 13. DRDO INITIATE APPROVAL PROCESS
5. EIL REINITIATE APPROVAL PROCESS 14. GAIL & RITES INITIATE APPROVAL PROCESS
6. HINDUSTAN AERONAUTICS (MOD) INITIATE APPROVAL PROCESS 15. BHEL ENHANCE BUSINESS FROM BHEL
7. BHARAT ELECTRONICS LTD. INITIATE APPROVAL 16.
JAMMU & KASHMIR PROJECTS
CONSTRUCTION CORP LTD
INITIATE APPROVAL PROCESS
8. TATA POWER, BSES RAJDHANI INITIATE APPROVAL
17.
PWD DELHI, TELENGANA, AMRAVATI,
KARNATAKA, MAHARASHTRA, GUJARAT,
RAJASTHAN, HARYANA, PUNJAB, WB
AND J&K
INITIATE APPROVAL IN THESE STATE WISE
PWD DEPARTMENTS9. IGL NEW DELHI INITIATE APPROVAL
SR.
NO.
SECTOR H1 FY 19-20 H2 FY 19-20
APRIL- MAY 19 JUNE –JULY 19 AUG– SEPT19 OCT-NOV 19 DEC- JAN 19 FEB-MARCH 19
1
GOVERNMENT
BODIES
INITIATE PROCESS FOR ENLISTMENT ALONG WITH FOLLOW UP FOR ABOVE
GOVERNMENT BODIES WHERE IN APPROVAL NOT YET THERE @ 4 PER
MONTH , 4 VISITS/PER PERSON/MONTH
ANNUAL SALES TARGET FROM GOVT SECTOR : 200 LACS
(BREAK UP 50 LACS EPDM+ 150 LACS NITRILE RUBBER)
RUDRAPUR FACTORY
VISIT AS PART OF
APPROVAL,
DOCUMENTATION ETC
STAGGERED
DELIVERIES IN
THEIR PROJECTS
STAGGERED
DELIVERIES IN
THEIR PROJECTS

17. 17
AOP FOR GROWING CONSULTANT NETWORK FY 19-20
SR.
NO.
SECTOR H1 FY 19-20 H2 FY 19-20
APRIL TO JUNE 19 (Q1) JULY TO SEPT 19 (Q2) OCT TO DEC 19 (Q3) JAN TO MARCH 20 (Q4)
1
TOTAL SPEC GEN TARGET
200 CR- ALL INDIA
160 CR (NBR)+ 40 CR
(EPDM)
50 CRORE SPEC GEN EACH
QUARTER (40 CR + 10 CR)
50 CRORE SPEC GEN EACH
QUARTER (40 CR + 10 CR)
50 CRORE SPEC GEN EACH
QUARTER (40 CR + 10 CR)
50 CRORE SPEC GEN EACH
QUARTER (40 CR + 10 CR)
PRO CONSULTANT- 84
CONSULTANT ANALYSIS FY 18-19 ( IN NOS.)
NEUTRAL CONSULTANT- 284
ANTI CONSULTANT- 33
NEW CONSULTANT- 65
MAPPED BUT NOT YET MET
TOTAL 466
FY 18-19
CONSULTANT PROJECTION FY 19-20 ( IN NOS.)
PRO CONSULTANT- 96
NEUTRAL CONSULTANT- 313
ANTI CONSULTANT- 21
NEW CONSULTANT- 55
MAPPED BUT NOT YET MET
TOTAL 485
FY 18-19
NEUTRAL TO PRO
CONSULTANT @
1/ MONTH
ANTI TO NEUTRAL
@ 1/ MONTH
5 VISITS/ WEEK/
PER PERSON TO
CONSULTANTS

18. 18
AOP FOR ENHANCING EPDM SALES IN HVAC PROJECTS FY 19-20
SR. NO. NAME OF CONSULTANT REGION PLAN SR. NO. GOVERNMENT BODY REGION
1. BBN ESCENDO (MR. BBN PRASAD) SOUTH
THESE
CONSULTANTS DO
BIG TICKET
PROJECTS AND
ALSO HAVE GOOD
HOLD ON
CUSTOMER
WE WILL GET 7.5
CRORE ANNUAL
EPDM SALE FROM
THEIR PROJECTS &
2.5 CR NBR SALE
TOTAL 10 CR
11. V CONSULTING (BIKRAMJEET KUKREJA) NORTH
2. UDAYAN CHAUDHARI SIR NORTH 12. KNEXIR CONSULTANTS (MR DV KAPSE) WEST
3. DEW POINT (PRAMOD DHIR) NORTH 13. MR SHANKARAN (SEVEN STAR) SOUTH
4. DESIGN CENTER (PRAVEEN THAKUR) NORTH 14. GHIME CONSULTANTS NAGPUR WEST
5. AMBIENCE (ANUJ AGARWAL) NORTH 15. SPC ASSOCIATES (MR ARUN PAL) NORTH
6. MJ CONSULTANT (JAGJIT SINGH) NORTH 16. CECIL AKHAI CONSULTANT PANCHKULA NORTH
7. IPS MEHTALIA (SNEHAL TANVADE) WEST 17. CHANDRASEKHAR (GENEX CONSULTANT) SOUTH
8. DESIGN TREE (MR. KARTIK) SOUTH 18. CLANCY GLOBAL ( MR SAKSHAM) WEST
9. ENVIROCON (SAMTA BAJAJ) NORTH 19. RADIANT CONSULTANT (NAIR) WEST
10. HOSMAC (SATISH KAMBLE) WEST 20. EGIS GURGAON (SUSHIL KUMAR) NORTH
SR.
NO.
SECTOR
H1 FY 19-20 H2 FY 19-20
APRIL TO JUNE 19 (Q1) JULY TO SEPT 19 (Q2) OCT TO DEC 19 (Q3) JAN TO MARCH 20 (Q4)
1
EPDM + NBR +ACOUSTIC
SALE
(7.5 CR+ 2.5 CR)
1.5 CR (Q1)
0.52 – NR, 0.405-SR, 0.33- WR
0.245- ER
2.5 CR (Q2)
0.85-NR, 0.675- SR, 0.55-
WR & 0.425-ER
3.5 CR (Q3)
1.19-NR, 0.945-SR, 0.77-WR &
0.595-ER
2.5 CR (Q4)
0.85-NR, 0.675- SR, 0.55-WR
& 0.425-ER

19. 19
SUMMARY SALES BUDGET (NEW SEGMENT+GOVT+SPECIFIED BUSINESS) FY 19-20
SR.
NO
SEGMENTS ANNUAL SALES TARGET- BD TEAM (LACS)
TOTAL EPDM NBR NR SR EAST WR
1.
NEW SEGMENT
BUSINESS
800 200 600 252 184 60 304
2. GOVERNMENT SECTOR 200 50 150 70 60 10 60
3.
SPECD IN TENDERS WITH
CONSULTANTS
1000 750 250 341 270 169 220
TOTAL 2000 1000 1000 663 514 239 584
New
Segments,
800
Government
Sector, 200
Specd In
Tenders with
Consultants,
1000
FIGURES ARE IN LACS
NOTE:- BD CONTRIBUTION TO DEALER SALES IN TERMS OF
APPROVAL FROM CONSULTANT, TECHNICAL SUPPORT /
EQUIVALENT WILL BE COUNTED IN ABOVE KRA.
THE ABOVE FIGURES ARE EXCLUSIVE OF SPECIFICATION GENERATION @ 200 CR.
CONDUCTING PRESENTATIONS, TECHNICAL SEMINAR AT ISHRAE/EQUIVALENT LEVEL @ TWO/ QUARTER PLUS REPRESENTATION AT MAJOR
INDUSTRY EVENTS.

20. 20
AOP FOR PMC, ARCHITECT, TOP BUILDERS, PHARMA, ETC. DEVELOPMENT FY 19-20
SR. NO
SEGMENTS
MAPPED
TOTAL (IN NOS.)
1.
PROJECT MANAGEMENT
CONSULTANTS
32 NOS.
2. ARCHITECTS 93 NOS.
3. PHARMA COMPANIES 114 NOS.
4. TOP HOTEL CHAINS 16 NOS.
5. HOSPITALS 17 NOS.
6. FMCG COMPANIES 16 NOS.
TOTAL FOR THE ABOVE 288 NOS.
FIGURES ARE IN NOS.
PMC, 32
Architects, 93
Pharma, 114
Top Hotel
Chains, 16
Hospitals, 17
FMCG
Companies, 16
NOTE:-
TARGET TO MEET ABOVE SPECIFIERS FOR PUSHING EPDM

21. 21
MANPOWER DEPLOYMENT- BUSINESS DEVELOPMENT FY 19-20
PROPOSED BUSINESS DEVELOPMENT
ORGANIZATION STRUCTURE
SANDEEP ANAND
(VP- BUSINESS DEVELOPMENT)
TUSHAR VIJ
(AGM-MARKETING)
SACHIN DODAVE
(SR. MARKETING MANAGER
WEST)
P.HARI
(MARKETING MANAGER SOUTH)
PROPOSED
DIPLOMA HOLDER/ EQ. PERSON
FOR GUJARAT -WEST
PROPOSED
DIPLOMA HOLDER/ EQ. PERSON
FOR AMRAVATI TELENGANA-
SOUTH
PROPOSED
DIPLOMA HOLDER/ EQ. PERSON
FOR NORTH & EAST REGION

22. 22
BUDGET BRANDING/PROMOTIONAL ACTIVITIES FY 19-20
PROPOSED BUDGET BRANDING/PROMOTION
AAIPL FY 19-20
HVAC CONSULTANT FEES
2.5% OF APPROX 3600 LACS
THAILAND PLANT/ RUDRAPUR
PLANT VISIT ( 75K x 20 CON)
EXHIBITIONS ACREX, RACON,
REFCOLD, IGBC,
ASHRAE, BIG 5 CONSTRUCT
ADVERTISEMENTS
ISHRAE, ASHRAE, BROCHURE
ETC.
90 LACS
15 LACS
11 LACS
44 LACS
160
LACS

23. 23
THANK YOU