The document outlines a pre-internship presentation by Vaibhav Gupta regarding the Samtel Group, detailing its business profile, core values, and market position in the display technology sector. It provides a comprehensive analysis of the company's financial performance, competitive challenges, and strategic plans for business development, particularly in response to market changes from CRTs to newer technologies. Additionally, the document discusses potential areas for market research within Samtel's avionics business, emphasizing growth opportunities and innovative approaches.

1. Internship @ SAMTEL Group Profile : Business Development Faculty Guide : Prof. S. Mukhopadhyay M.Sc. (Applied Psychology), PGDHRM, Ph.D (ISI, Kolkata) By Vaibhav Gupta MBA , VGSoM 09BM8057 IIT Kharagpur. Pre Internship Presentation 03/31/10 Vaibhav Gupta 09BM8057 VGSoM IIT Kharagpur

2. Company Details Annual report SWOT Analysis Project proposal (Tentative) Action Plan Benefits Competitor Analysis References Alternate proposal 03/31/10 Vaibhav Gupta 09BM8057 VGSoM IIT Kharagpur

3. 03/31/10 Vaibhav Gupta 09BM8057 VGSoM IIT Kharagpur Incorporation Year 1986 Chairman Satish K Kaura Auditor S S Kothari Mehta & Co Registered Office 6th Floor 7 TDI Centre, Jasola, New Delhi, 110025, New Delhi Website http://www.samtelgroup.com Face Value (Rs) 10 BSE Code 500372 NSE Code SAMTEL Bloomberg STLC IN Reuters SMTL.BO ISIN Demat INE381A01016 Market Lot 1 Listing Mumbai,NSE

4. Vision Our Vision is to build a mega corporation - An institution with business excellence impacting nation building & caring for the environment and society. Mission Our Mission is to be globally the best value provider of video display and other chosen products, through leveraging technology and competencies. Core Values TRUST TRANSPARENCY RESPECT CARING RISK-TAKING AUTONOMY 03/31/10 Vaibhav Gupta 09BM8057 VGSoM IIT Kharagpur

5. The Objective of the Samtel Quality Movement is to create an Environment where People strive from within to achieve Customer Satisfaction (external and internal), and Business Excellence with Social Relevance. 03/31/10 Vaibhav Gupta 09BM8057 VGSoM IIT Kharagpur

6. 03/31/10 Vaibhav Gupta 09BM8057 VGSoM IIT Kharagpur Designation Name Remunerations Chairman & Managing Director Satish K Kaura 7,230,749.00 Director S P Gugnani 235,000.00 Director Arun Bharat Ram 45,000.00 Director Subodh Bhargava 120,000.00 Director V Narayanan 15,000.00 Company Secretary S K Gupta - Nominee (LIC) Sharad Shrivastava 45,000.00 Director Puneet Kaura - Nominee (ICICI) Yogesh Rastogi 30,000.00

7. 03/31/10 Vaibhav Gupta 09BM8057 VGSoM IIT Kharagpur

8. India’s largest integrated manufacturer of a wide range of displays for television, avionics, industrial, medical and professional applications, TV glass, components for displays, machinery and engineering services. The group employs 6000 people in nine world-class factories and has an annual turnover of Rs 12 billion (USD 300M). 03/31/10 Vaibhav Gupta 09BM8057 VGSoM IIT Kharagpur Samtel Color Ltd.(CPT Division) Ghaziabad (U.P.) Cathode Ray picture tubes for color television. Kota (Rajasthan) Cathode Ray picture tubes for color televisions Samtel Color Ltd. (Component Division – Samtel Electron Devices) Ghaziabad (U.P.) Electron Guns for color picture Tubes Parwanoo (H.P.) Electron Guns for color picture tube Samtel Glass Ltd. Kota (Rajasthan) Glass for Color picture tubes Samtel Display Systems Ltd. Ghaziabad (U.P.) Cockpit and Military Displays, Avionic Equipment and Systems Samtel HAL Display Systems Ltd. Ghaziabad (U.P.) JV with HAL to develop indigenous Avionic Display Systems Samtel Thales Avionics Ghaziabad (U.P.) JV with Thales to manufacture Helmets Mounted Sight & Display (HMSD) and other Avionics Systems Samtel Electron Devices, GmbH Ulm, Germany Professional CRTs for avionics and other defence applications Samtel Machines Ghaziabad (U.P.) Automation and Special Purpose Machines

9. The Company is the largest integrated picture tube manufacturer in the country with a market shares in excess of 50%. The company is also the only CRT manufacturer in India. They have successfully developed through in-house R&D the 14',20' & 21' conventional colour picture tubes & the 21' True Flat Tube in 2003. SCL was awarded the ISO 9002 certification in Sep.'93. During 2001-2002, the company commenced third production unit with a capacity of 2.2 million tubes p.a. to manufacture 15' Colour Display Tubes for computer monitors and 21' Super Flat TV tubes. the total installed capacity of colour pictures tubes, color electron guns and Deflection Yokes has increased upto 6,300,000 Nos., 7,000,000 Nos. and 6,000,000 respectively. 03/31/10 Vaibhav Gupta 09BM8057 VGSoM IIT Kharagpur

10. 03/31/10 Vaibhav Gupta 09BM8057 VGSoM IIT Kharagpur Year 2009 2008 Var(%) 2008 2007 Var(%) 9-Mar 8-Jun 8-Jun 7-Jun Gross Sales 721.74 793.81 -9.08 793.81 1,185.89 -33.06 Excise Duty 0 0 0 0 0 0 Net Sales 721.74 793.81 -9.08 793.81 1,185.89 -33.06 Other Operating Income 4.78 0 0 0 0 0 Other Income 6.21 44.69 -86.1 44.69 14.38 210.78 Total Income 732.73 838.5 -12.61 838.5 1,200.27 -30.14 Total Expenditure 740.92 831.37 -10.88 831.37 1,134.24 -26.7 PBIDT -8.19 7.13 -214.87 7.13 66.03 -89.2 Interest 44.83 55.94 -19.86 55.94 81.34 -31.23 PBDT -53.02 -48.81 8.63 -48.81 -15.31 218.81 Depreciation 48.47 63.75 -23.97 63.75 76.8 -16.99 Tax -26.93 -41.72 -35.45 -41.72 4.7 -987.66 Deferred Tax 0 0 0 0 -31.61 -100 Reported Profit After Tax -74.56 -70.84 5.25 -70.84 -66 7.33 Extra-ordinary Items 0 39.22 -100 39.22 0 0 Adjusted Profit After Extra-ordinary item -74.56 -110.06 -32.26 -110.06 -66 66.76

11. The global demand for Colour Picture Tubes (CPTs) was 90 million in 2008 & declined to around 60 million in 2009 on account of shift to Flat Panels and recessionary conditions prevailing in the global market. In India CPT demand grew from 16 million in 2008 to 17.6 million in 2008-09. Samtel continues to maintain its leadership position in the domestic market and increased its share to 40% (Previous year 37%). the domestic CPT market is erked by dumping of tubes into India by manufacturers based overseas leading to erosion in margin. The domestic market for CPTs is expected to grow by 5-10% in the coming financial year. The Company is in discussion with the lenders for further restructuring its debts to overcome the liquidity constraints being faced presently. 03/31/10 Vaibhav Gupta 09BM8057 VGSoM IIT Kharagpur

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13. Business Development involves activities and techniques aimed at attracting new set of customers and at penetrating existing markets. It involves : 03/31/10 Vaibhav Gupta 09BM8057 VGSoM IIT Kharagpur

14. I will follow step process which will be as follows; 03/31/10 Vaibhav Gupta 09BM8057 VGSoM IIT Kharagpur

15. Develop ability to analyse industry or company to judge the current position and performance. Getting first hand experience of corporate world. Designing and preparing go to client documents. Identify newer areas and a bigger set of target clients. Clearly identify three prospective clients or industries which can be approached and help prepare go to client material. Provide a plan for business expansion through product modification to suit newly identified clients. Vaibhav Gupta 09BM8057 VGSoM IIT Kharagpur 03/31/10 For Organisation

16. Global Competition: There were many big names in this business like LG Philips, Mitsubishi, Samsung, Sony, till 2003 , but gradually due to coming in of LCD and Plasma technology the consumption pattern of these CPTs went a radical change and as a result most of these manufacturers left the industry and focused on newer and more profitable lines of display business. At present the company Samtel faces global competition from only manufacturers in China who are unbranded but offer very low prices. 03/31/10 Vaibhav Gupta 09BM8057 VGSoM IIT Kharagpur

17. Local Competition; there were a few small to medium players in this field , but with time they could not survive and eventually faded away. At present only JCT electronics is operational. Rest of the demand is fulfilled by Imports. 03/31/10 Vaibhav Gupta 09BM8057 VGSoM IIT Kharagpur

18. “ Innovative Business Development – Selection and Management Issues”, by D. A. Littler and R. C. Sweeting, 1987 Butterworth & Co(Publishers) Ltd. “ Framework for managing business development in the networked organisation” , by David O’Sullivan, july 2000, National University of Ireland. “ Business Marketing: Understand what customers value”, by by James C. Anderson and James A. Narus,. 1998 HBR. “ Mapping the values in B2B relationships: A systemic, knowledge-based perspective”, by J.H. Powell, march 2006 , University of Bath. “ Ten Risks in Marketing High-Technology Products”, by M. J. Meldrum and A. F. Millman, 1991, Elsevier Science Publishing Co. 03/31/10 Vaibhav Gupta 09BM8057 VGSoM IIT Kharagpur

19. “ Marketing–sales interface configurations in B2B firms”, by Wim G. Biemans, University of Groningen, Netherlands, march 2008. “ Collaborative buyer–supplier relationships and downstream information in marketing channels”, by Danny Pimentel Claro, jan 2006, Insper Institute of Education and Research. “ Changing distribution of American Motor-vehicle parts suppliers”, by James M. , Miami University, Oxford. “ Thinking longer term during a crisis”, by Paul Roche, march 2010 , Mckinsey Quartely. 03/31/10 Vaibhav Gupta 09BM8057 VGSoM IIT Kharagpur

20. If given a chance I would like to do market research project for the Avionics business of Samtel which includes development, production, sale and maintenance of Helmets Mounted Sight & Display (HMSD) and other Avionics Systems destined for the Indian market. Reason : this is a very new business and never been tried in India before , so would provide me a chance to explore something new. The study of Indian Aviation manufacturing (Predominantly HAL and DRDO) would be challenging. How : Through three step process; 03/31/10 Vaibhav Gupta 09BM8057 VGSoM IIT Kharagpur

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