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B V MANJUNATHA RAO
E-Mail: mnrao1960@gmail.com ~ Contact: +91 810 555 6020/+91 9880246861 /08026320236
TOP MANAGEMENT PROFESSIONAL – 30+ Years
Business Transformation & Operational Excellence | Business Development | Strategic Initiatives| Team Building
Extensive business background in National and International, multi-cultural environments; repeatedly produced sustained
business and revenue growth in changing markets; possess an integrated set of competencies that encompass areas related to
Business Operations, New Set-ups and Relationship Management
PROFILE SUMMARY
Solutions focused, meticulous and result oriented leader offering successful career with diverse roles distinguished by
commended performance & proven results in steering global strategic initiatives, ROI accountability, business tie ups,
profit center operations, overseas and domestic marketing operations, greenfield projects, etc. across segments like
across industrial consumables, industrial hydraulic products, automotive components, seamless tubes & pipes,
precision engineering components, capital goods to OEMs, etc. Proven track record of leading an implementation of the
emerging markets commercial strategy; adopting a disciplined process of determining products and services to be offered,
pricing and channels in order to maximize sustainable profit in winning and retaining business.
Expertise in co-orchestrating the development of the annual operating plan and achieving the targeted top line and
bottom line for the business through business transformation & operational excellence. A global executive with abilities
in directing the execution of the strategic revenue plan, proactively building deeper strategic relationships and
championing pricing within the cluster as a key lever to drive growth and profitability. Key role in ensuring successful
ramp-up of business assignment in collaboration with clients & ensuring effective service deliverables. Proven expertise in
developing & streamlining systems with proven ability to enhance operational & administrative effectiveness. A
pioneer in delivering significant business impacts and contributing to the company by achieving a profitable position for
the company in India and neighbouring countries through key deliverables like business and profit development, market
share development, brand building, network and service expansion, local supply footprint and a winning strategy.
CORE COMPETENCIES
Strategic Relationships & Commercial Strategy ROI Accountability Key Opinion Leaders (KOLs)
Deep-Dig Analysis/ Market & Competitor Intelligence International Business Revenue Plans / Campaigns
Profit Centre Operations / System Implementation Operational Excellence Business Transformation
Resume_Feb 2015
ORGANISATIONAL EXPERIENCE
Trimaxline Auto Private Limited - Bangalore Apr’12 - Dec’15
Chief Executive Officer
Key Result Areas:
• Spearheading the entire functions related to P & L accountabilities along with setting up of Greenfield Project
Significant Accomplishments
• Jointly developed account-based growth strategies in partnership with sales on specific, prioritized accounts that grew
business significantly at all of my Leadership roles, described in detail below.
• Directed execution of the strategic revenue plan, including the implementation of strategies such as expansion of
customer base, improving the SOB with OEMs, Cost reduction through implementation of Lean Six Sigma, Lalue Stream
Mapping , TPM, Kaizen , customer satisfaction and team building etc.
• Improved local pricing capabilities and led optimization of margins for distributors through measures such as cost
reduction, VE and VA etc
• Built a strong team at Wipro Fluid Power, Gala Precision Tech. Pvt. Ltd., Mungi Engineers Pvt. Ltd., & Trimaxline Auto Pvt
Ltd., drove the business of these companies through the respective teams; grew revenue and market share significantly,
more specifically highlighted below.
• Refocused brand strategies that optimized customer focus and customer deliverables of OEM portfolios , P&Ls to achieve
all quarterly goals to stabilize and grow business to achieve and exceed the strategic business plan.
PREVIOUS EXPERIENCE
Mungi Engineers Pvt. Ltd., Zaheerabad, AP Mar’11 to Apr’12
Chief Operating Operator
Played a key role in providing strategic direction to all four SBUs, advising the board on investments with regard to new projects,
existing processes and capital expenditure, etc. & managing resources of 80 staff members and 650 work men and contractors
Significant Accomplishments:
• Holds the distinction of recording a very ambitious growth of 71% from Rs. 59 Cr. to Rs.101 Cr.
• Started the Tipper Division in July 2011, set up a time bound heavy fabrication shop to manufacture tipper load bodies for
leading OEMs with projected turnover of 60-70 Cr. during 2012-13
• Registered increase in production of bus body building division from 50 buses to 120 buses per month with 12 new
variants of bus developed for Ashok Leyland
• Instrumental in changing the plant layout and increased production by 60% without any addition to man power or
machinery which helped the customer to substantially increase their vehicle sales with rear body
• Managed the production of Alfa ( 3 wheeler brand name) bodies increased from 3000 per month to 3700 per month by
undertaking changes in the plant layout, process improvements etc.
• Spear headed the operations team to complete more than 75 process improvement projects, poka-yoke, etc.
Gala Precision Tech. Pvt. Ltd. Mumbai Dec’05 – Mar’11
Chief Operating Officer
Oversaw the entire 45 Cr. division having a100% EOU catering to overseas market and also a Precision Auto Components Division
valued at 10 cr. and Capital Equipment Manufacturing Unit valued at 20 Cr.
Significant Accomplishments:
• Managed a work force of 350 Workmen and 90 Executive Staff Members
• Functioned as part of the top management team, undertaking all strategic decisions and contributed significantly in
growing the company’s business from Rs 36 Cr. in 2005-06 to Rs 95 Cr in the year 2008-09
• Distinction of turning around 2 loss making units into profit centers through strategic planning and implementation
• The combined turnover of the two SBUs has grown from Rs.18Cr to Rs.55 Cr during this period
• Set up Sales and Marketing network in China, and Europe. Developed several new products which accelerated the growth
• Established a manufacturing unit for Disc Springs at Shanghai, China with Chinese staff and workmen.
• Developed many global OEMs as our customers and have signed long term business contracts
• Focused on new product development for Global OEMs, this initiative has helped us to sustain growth momentum.
• Developed an outsourcing model to increase the manufacturing capacity with negligible investments. This initiative has
helped us in increasing our OTD to beyond 90% to global customers, besides increasing ROI.
• Successfully worked towards cost reduction through value engineering, purchase rationalization and long term contracts
with suppliers with both domestic and import sources
• Implemented TS 16949 quality system through extensively using tools like Kaizen and Lean Six Sigma initiatives to
improve process and productivity to meet the end results
• Implemented SAP across the organization and helped grow aggressively in the domestic and international markets, this
resulted in profits grown significantly during this period
• Achieved an EBIDTA of 24% and PAT of 13% in one of the divisions
• Engaged in the process of establishing joint venture with a European company for one of the divisions
Wipro Fluid Power Limited, Bangalore Oct’00 – May’05
Growth Path:
Oct’00 - March’02 Marketing Head – TH Division
April’02 - May’05 Business Head - TH Division
Managed the entire Business Operation of TH division with a turnover of Rs.45 Cr and PAT of Rs.10 Cr. and led the National
Marketing and Product Development team of 20 people
Significant Accomplishments:
• Significantly increased the turn over of the division from a mere Rs 10.Cr in ’99 -’00 to Rs 45 Cr in ’04 -’05
• Developed the marketing team from a mere 4 member team to 10 member team and the dealers strength from 7 to 18 in
4 years there by significantly increasing the customer reach in most parts of the country
• Actively partnered with major OEMs and increase the Share of Business from 35 % to 72% and retail market share of
business to 78%
• Spearheaded focused activities to improve key business parameters like Price, Contribution, FG Inventory and PBIT plans.
• Transformed the non -profit making division into a reasonably good profit making division by substantially improving
sales, receivables, contributions, inventory and profitability
• Undertaken projects to significantly improve the product offerings and productivity improvements
• Developed debtor policy and strictly implemented it and achieved a visible reduction in the number of days of outstanding
from 80 days to 28 days and sustaining the same continually
• One of Key members in effectively implementing QS – 9000 Quality system across WFPL.
*Pls. refer annexure for previous experience details
Academic Details
1982 BE (Mechanical Engineering) from SV National Institute of Technology, REC Surat
Trainings Attended
• Personality Development Programs at Wipro - An 8 Days Intensive Training Program
• 7 Days Wipro Leaders Program
• QS 9000 & TS 16949
• Lean Six Sigma
• Executive Trainings at ISB
Persona Details
Date of Birth: 01-10-1960
Languages Known: English , Hindi, Gujarathi, Marathi, Telugu , Tamil & Kannada (MT)
Permanent Address: Sri Krishna, No. 59, 6th
Cross, 2nd
Main, Soudamini Layout, Konanakunte, Bangalore - 560
062, Karnataka
*Pls. refer annexure for previous experience details
ANNEXURE
Sundaram Fasteners Limited - Metal Forms Division, Hosur Oct’97 – Oct’00
Senior Manager Marketing and Product Development
Led the marketing automotive components to OEMs like Telco, Maruti, Ashok Leyland, Hyundai, Bajaj Auto, TVS Suzuki, Hero
Honda, Escorts and Kinetic Engineering and host of Tier 1 auto component manufacturers across the country
Significant Accomplishments:
• Played a very active role in developing many new products for Bajaj Auto,TVS ,Maruthi and Tata Motors for Car and HCV,
thereby giving new thrust to new products developments
• Received the Best Performance Cash Award consecutively for 2 years
The Indian Seamless Metal Tubes Limited, New Delhi & Bangalore Mar’91 – Oct’97
Zonal Manager South and North
Key role in Sales and Marketing of Seamless Tubes and Pipes in the Northern Region Based at Delhi for 3 years and later on at
Southern Region based at Bangalore.
Significant Accomplishments:
• Appointed and mentored a team of Managers, Sales and Application Engineers to manage the Zonal Operations
• Doubled the turn over from Southern Region from Rs.16 Cr to Rs.33 Cr
• Managed major clients like Engineers India Limited – Delhi, BRPL –Bongaigaon, Assam, IOCL-Guwahati, IPCL-Baroda,
MRPL –Mangalore, Cochin Refineries- Cochin, ONGC-Dehradun, Baroda ,BHEL – Hridwar,Bhopal, Hyderabad, Trichy ,
BEML – Kolar, L&T – Bangalore, Mumbai , Rane Group, Wipro Fluidpower, SKF Bangalore , etc .
Larsen & Toubro Limited – Eutectic Division, Surat ,Baroda,Goa &Pune Mar’85 – Mar’91
Growth Path:
Mar’85 – Mar’86 Application Specialist
Apr’86 & Mar’88 Area Supervisor - Western Regional Office Pune
Highlights:
• Played a key role in promoting Eutectic range of products and processes in Surat, Baroda, Pune & Goa
• Functioned as Area Supervisor in the Western Regional Office based in Pune covering 4 states of Maharashtra, Gujarat,
Madhya Pradesh & Goa
• Received as Best Performance Award for 2 years
Ukai Super Thermal Power Station, Gujarat Mar’83 – Mar’85
GEB – Boiler Maintenance
• Played a very active role in developing many new products for Bajaj Auto,TVS ,Maruthi and Tata Motors for Car and HCV,
thereby giving new thrust to new products developments
• Received the Best Performance Cash Award consecutively for 2 years
The Indian Seamless Metal Tubes Limited, New Delhi & Bangalore Mar’91 – Oct’97
Zonal Manager South and North
Key role in Sales and Marketing of Seamless Tubes and Pipes in the Northern Region Based at Delhi for 3 years and later on at
Southern Region based at Bangalore.
Significant Accomplishments:
• Appointed and mentored a team of Managers, Sales and Application Engineers to manage the Zonal Operations
• Doubled the turn over from Southern Region from Rs.16 Cr to Rs.33 Cr
• Managed major clients like Engineers India Limited – Delhi, BRPL –Bongaigaon, Assam, IOCL-Guwahati, IPCL-Baroda,
MRPL –Mangalore, Cochin Refineries- Cochin, ONGC-Dehradun, Baroda ,BHEL – Hridwar,Bhopal, Hyderabad, Trichy ,
BEML – Kolar, L&T – Bangalore, Mumbai , Rane Group, Wipro Fluidpower, SKF Bangalore , etc .
Larsen & Toubro Limited – Eutectic Division, Surat ,Baroda,Goa &Pune Mar’85 – Mar’91
Growth Path:
Mar’85 – Mar’86 Application Specialist
Apr’86 & Mar’88 Area Supervisor - Western Regional Office Pune
Highlights:
• Played a key role in promoting Eutectic range of products and processes in Surat, Baroda, Pune & Goa
• Functioned as Area Supervisor in the Western Regional Office based in Pune covering 4 states of Maharashtra, Gujarat,
Madhya Pradesh & Goa
• Received as Best Performance Award for 2 years
Ukai Super Thermal Power Station, Gujarat Mar’83 – Mar’85
GEB – Boiler Maintenance

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Resume_Feb 2015

  • 1. B V MANJUNATHA RAO E-Mail: mnrao1960@gmail.com ~ Contact: +91 810 555 6020/+91 9880246861 /08026320236 TOP MANAGEMENT PROFESSIONAL – 30+ Years Business Transformation & Operational Excellence | Business Development | Strategic Initiatives| Team Building Extensive business background in National and International, multi-cultural environments; repeatedly produced sustained business and revenue growth in changing markets; possess an integrated set of competencies that encompass areas related to Business Operations, New Set-ups and Relationship Management PROFILE SUMMARY Solutions focused, meticulous and result oriented leader offering successful career with diverse roles distinguished by commended performance & proven results in steering global strategic initiatives, ROI accountability, business tie ups, profit center operations, overseas and domestic marketing operations, greenfield projects, etc. across segments like across industrial consumables, industrial hydraulic products, automotive components, seamless tubes & pipes, precision engineering components, capital goods to OEMs, etc. Proven track record of leading an implementation of the emerging markets commercial strategy; adopting a disciplined process of determining products and services to be offered, pricing and channels in order to maximize sustainable profit in winning and retaining business. Expertise in co-orchestrating the development of the annual operating plan and achieving the targeted top line and bottom line for the business through business transformation & operational excellence. A global executive with abilities in directing the execution of the strategic revenue plan, proactively building deeper strategic relationships and championing pricing within the cluster as a key lever to drive growth and profitability. Key role in ensuring successful ramp-up of business assignment in collaboration with clients & ensuring effective service deliverables. Proven expertise in developing & streamlining systems with proven ability to enhance operational & administrative effectiveness. A pioneer in delivering significant business impacts and contributing to the company by achieving a profitable position for the company in India and neighbouring countries through key deliverables like business and profit development, market share development, brand building, network and service expansion, local supply footprint and a winning strategy. CORE COMPETENCIES Strategic Relationships & Commercial Strategy ROI Accountability Key Opinion Leaders (KOLs) Deep-Dig Analysis/ Market & Competitor Intelligence International Business Revenue Plans / Campaigns Profit Centre Operations / System Implementation Operational Excellence Business Transformation
  • 3. ORGANISATIONAL EXPERIENCE Trimaxline Auto Private Limited - Bangalore Apr’12 - Dec’15 Chief Executive Officer Key Result Areas: • Spearheading the entire functions related to P & L accountabilities along with setting up of Greenfield Project Significant Accomplishments • Jointly developed account-based growth strategies in partnership with sales on specific, prioritized accounts that grew business significantly at all of my Leadership roles, described in detail below. • Directed execution of the strategic revenue plan, including the implementation of strategies such as expansion of customer base, improving the SOB with OEMs, Cost reduction through implementation of Lean Six Sigma, Lalue Stream Mapping , TPM, Kaizen , customer satisfaction and team building etc. • Improved local pricing capabilities and led optimization of margins for distributors through measures such as cost reduction, VE and VA etc • Built a strong team at Wipro Fluid Power, Gala Precision Tech. Pvt. Ltd., Mungi Engineers Pvt. Ltd., & Trimaxline Auto Pvt Ltd., drove the business of these companies through the respective teams; grew revenue and market share significantly, more specifically highlighted below. • Refocused brand strategies that optimized customer focus and customer deliverables of OEM portfolios , P&Ls to achieve all quarterly goals to stabilize and grow business to achieve and exceed the strategic business plan. PREVIOUS EXPERIENCE Mungi Engineers Pvt. Ltd., Zaheerabad, AP Mar’11 to Apr’12 Chief Operating Operator Played a key role in providing strategic direction to all four SBUs, advising the board on investments with regard to new projects, existing processes and capital expenditure, etc. & managing resources of 80 staff members and 650 work men and contractors Significant Accomplishments: • Holds the distinction of recording a very ambitious growth of 71% from Rs. 59 Cr. to Rs.101 Cr. • Started the Tipper Division in July 2011, set up a time bound heavy fabrication shop to manufacture tipper load bodies for leading OEMs with projected turnover of 60-70 Cr. during 2012-13 • Registered increase in production of bus body building division from 50 buses to 120 buses per month with 12 new variants of bus developed for Ashok Leyland • Instrumental in changing the plant layout and increased production by 60% without any addition to man power or machinery which helped the customer to substantially increase their vehicle sales with rear body • Managed the production of Alfa ( 3 wheeler brand name) bodies increased from 3000 per month to 3700 per month by undertaking changes in the plant layout, process improvements etc. • Spear headed the operations team to complete more than 75 process improvement projects, poka-yoke, etc. Gala Precision Tech. Pvt. Ltd. Mumbai Dec’05 – Mar’11 Chief Operating Officer Oversaw the entire 45 Cr. division having a100% EOU catering to overseas market and also a Precision Auto Components Division valued at 10 cr. and Capital Equipment Manufacturing Unit valued at 20 Cr. Significant Accomplishments: • Managed a work force of 350 Workmen and 90 Executive Staff Members • Functioned as part of the top management team, undertaking all strategic decisions and contributed significantly in growing the company’s business from Rs 36 Cr. in 2005-06 to Rs 95 Cr in the year 2008-09 • Distinction of turning around 2 loss making units into profit centers through strategic planning and implementation • The combined turnover of the two SBUs has grown from Rs.18Cr to Rs.55 Cr during this period • Set up Sales and Marketing network in China, and Europe. Developed several new products which accelerated the growth • Established a manufacturing unit for Disc Springs at Shanghai, China with Chinese staff and workmen. • Developed many global OEMs as our customers and have signed long term business contracts • Focused on new product development for Global OEMs, this initiative has helped us to sustain growth momentum.
  • 4. • Developed an outsourcing model to increase the manufacturing capacity with negligible investments. This initiative has helped us in increasing our OTD to beyond 90% to global customers, besides increasing ROI. • Successfully worked towards cost reduction through value engineering, purchase rationalization and long term contracts with suppliers with both domestic and import sources • Implemented TS 16949 quality system through extensively using tools like Kaizen and Lean Six Sigma initiatives to improve process and productivity to meet the end results • Implemented SAP across the organization and helped grow aggressively in the domestic and international markets, this resulted in profits grown significantly during this period • Achieved an EBIDTA of 24% and PAT of 13% in one of the divisions • Engaged in the process of establishing joint venture with a European company for one of the divisions Wipro Fluid Power Limited, Bangalore Oct’00 – May’05 Growth Path: Oct’00 - March’02 Marketing Head – TH Division April’02 - May’05 Business Head - TH Division Managed the entire Business Operation of TH division with a turnover of Rs.45 Cr and PAT of Rs.10 Cr. and led the National Marketing and Product Development team of 20 people Significant Accomplishments: • Significantly increased the turn over of the division from a mere Rs 10.Cr in ’99 -’00 to Rs 45 Cr in ’04 -’05 • Developed the marketing team from a mere 4 member team to 10 member team and the dealers strength from 7 to 18 in 4 years there by significantly increasing the customer reach in most parts of the country • Actively partnered with major OEMs and increase the Share of Business from 35 % to 72% and retail market share of business to 78% • Spearheaded focused activities to improve key business parameters like Price, Contribution, FG Inventory and PBIT plans. • Transformed the non -profit making division into a reasonably good profit making division by substantially improving sales, receivables, contributions, inventory and profitability • Undertaken projects to significantly improve the product offerings and productivity improvements • Developed debtor policy and strictly implemented it and achieved a visible reduction in the number of days of outstanding from 80 days to 28 days and sustaining the same continually • One of Key members in effectively implementing QS – 9000 Quality system across WFPL. *Pls. refer annexure for previous experience details Academic Details 1982 BE (Mechanical Engineering) from SV National Institute of Technology, REC Surat Trainings Attended • Personality Development Programs at Wipro - An 8 Days Intensive Training Program • 7 Days Wipro Leaders Program • QS 9000 & TS 16949 • Lean Six Sigma • Executive Trainings at ISB Persona Details Date of Birth: 01-10-1960 Languages Known: English , Hindi, Gujarathi, Marathi, Telugu , Tamil & Kannada (MT) Permanent Address: Sri Krishna, No. 59, 6th Cross, 2nd Main, Soudamini Layout, Konanakunte, Bangalore - 560 062, Karnataka *Pls. refer annexure for previous experience details ANNEXURE Sundaram Fasteners Limited - Metal Forms Division, Hosur Oct’97 – Oct’00 Senior Manager Marketing and Product Development Led the marketing automotive components to OEMs like Telco, Maruti, Ashok Leyland, Hyundai, Bajaj Auto, TVS Suzuki, Hero Honda, Escorts and Kinetic Engineering and host of Tier 1 auto component manufacturers across the country Significant Accomplishments:
  • 5. • Played a very active role in developing many new products for Bajaj Auto,TVS ,Maruthi and Tata Motors for Car and HCV, thereby giving new thrust to new products developments • Received the Best Performance Cash Award consecutively for 2 years The Indian Seamless Metal Tubes Limited, New Delhi & Bangalore Mar’91 – Oct’97 Zonal Manager South and North Key role in Sales and Marketing of Seamless Tubes and Pipes in the Northern Region Based at Delhi for 3 years and later on at Southern Region based at Bangalore. Significant Accomplishments: • Appointed and mentored a team of Managers, Sales and Application Engineers to manage the Zonal Operations • Doubled the turn over from Southern Region from Rs.16 Cr to Rs.33 Cr • Managed major clients like Engineers India Limited – Delhi, BRPL –Bongaigaon, Assam, IOCL-Guwahati, IPCL-Baroda, MRPL –Mangalore, Cochin Refineries- Cochin, ONGC-Dehradun, Baroda ,BHEL – Hridwar,Bhopal, Hyderabad, Trichy , BEML – Kolar, L&T – Bangalore, Mumbai , Rane Group, Wipro Fluidpower, SKF Bangalore , etc . Larsen & Toubro Limited – Eutectic Division, Surat ,Baroda,Goa &Pune Mar’85 – Mar’91 Growth Path: Mar’85 – Mar’86 Application Specialist Apr’86 & Mar’88 Area Supervisor - Western Regional Office Pune Highlights: • Played a key role in promoting Eutectic range of products and processes in Surat, Baroda, Pune & Goa • Functioned as Area Supervisor in the Western Regional Office based in Pune covering 4 states of Maharashtra, Gujarat, Madhya Pradesh & Goa • Received as Best Performance Award for 2 years Ukai Super Thermal Power Station, Gujarat Mar’83 – Mar’85 GEB – Boiler Maintenance
  • 6. • Played a very active role in developing many new products for Bajaj Auto,TVS ,Maruthi and Tata Motors for Car and HCV, thereby giving new thrust to new products developments • Received the Best Performance Cash Award consecutively for 2 years The Indian Seamless Metal Tubes Limited, New Delhi & Bangalore Mar’91 – Oct’97 Zonal Manager South and North Key role in Sales and Marketing of Seamless Tubes and Pipes in the Northern Region Based at Delhi for 3 years and later on at Southern Region based at Bangalore. Significant Accomplishments: • Appointed and mentored a team of Managers, Sales and Application Engineers to manage the Zonal Operations • Doubled the turn over from Southern Region from Rs.16 Cr to Rs.33 Cr • Managed major clients like Engineers India Limited – Delhi, BRPL –Bongaigaon, Assam, IOCL-Guwahati, IPCL-Baroda, MRPL –Mangalore, Cochin Refineries- Cochin, ONGC-Dehradun, Baroda ,BHEL – Hridwar,Bhopal, Hyderabad, Trichy , BEML – Kolar, L&T – Bangalore, Mumbai , Rane Group, Wipro Fluidpower, SKF Bangalore , etc . Larsen & Toubro Limited – Eutectic Division, Surat ,Baroda,Goa &Pune Mar’85 – Mar’91 Growth Path: Mar’85 – Mar’86 Application Specialist Apr’86 & Mar’88 Area Supervisor - Western Regional Office Pune Highlights: • Played a key role in promoting Eutectic range of products and processes in Surat, Baroda, Pune & Goa • Functioned as Area Supervisor in the Western Regional Office based in Pune covering 4 states of Maharashtra, Gujarat, Madhya Pradesh & Goa • Received as Best Performance Award for 2 years Ukai Super Thermal Power Station, Gujarat Mar’83 – Mar’85 GEB – Boiler Maintenance