Sunil Raithatha shares his experience of transforming his small manufacturing business in Jalna, India into an exporting company through participating in international trade shows and gaining his first export order in 2001 from Fiji. This opening of the global market led to substantial growth and improvements for his business, including technology upgrades, a wider product range, stronger cash flow, greater profits, and a more motivated workforce. He concludes by encouraging other small businesses to follow a similar path to success by focusing on their core competencies and extending their markets globally.

1. An ExporterFrom Jalna.“Vinodrai Engineers”Date: 15 Dec 2010.

2. I thank MACCIA , its president ShriMansinghPawar and members for giving me an opportunity to share my experiences and thoughts with you.

3. I also thank all of you for attending this meetingSunil Raithatha

4. Goal Of PresentationTo share experience as An Exporter fromA Small Town.Jalna

5. History & Background Personal. Born in middle class Gujrati Family at Jalna in 1956.

6. Schooling in CTMKGujrati School Jalna in 1972.

7. Did Engineering from Govt Engineering Collage Aurangabad. Mechanical Engineering in 1977.Trainee Engineer at L&T Selected by Larsen & Toubro Limited Mumbai as trainee engineer worked for four years. Left in 1981. Thanks to L&T city of Mumbai. Started my own unit with partners.Some Initial Failures 1981To1993 Jigs & Fixtures in Aurangabad. Failed Partnership.1981-1984 Promoted Electromagnetic Relay Mgf Unit. – No Success

8. Promoted Water Geyser and Air Cooler Unit –No Success.

9. Started independent manufacturing of Special Purpose Machines. 1993-94.Support of family & friends very crucialSpecial Purpose Machine Success First taste of success and economic stability.

10. Duraware , Jalna

11. KabsonInd , H’bad

12. NRB, Jalna.

13. ModiInd.,Jalna

14. Endurance, A’badKnown CustomersIn and around JalnaDo What You Know the best.

15. Focus on Core Competency.SPM Limitations of SPM Business.

16. Tailor Made Machines.

17. Lot of Engineering but less reward.

18. No advantage of repetition, Every time new engineering.Need for StandardizationLooking for Stable business model

19. Focus on Rotational Moulding. Rotational Moulding Machine start up

20. Decided to standardize on the Product.Turning Point. Recession in 1998-99 forced us to look for New market.. Participated in Plastindia 2000 exhibition atPragatiMaidan , New Delhi. Small Stall of 3x2 mt.

21. Booked Stall at Rs. 48,000 with installments.

22. Light at End Of Tunnel. After struggle of more than 20 years we saw light at the end of tunnel.First Export Order from FIJI

23. First Export Order in 2001. First Export Inquiry by Mr Jack of Fiji.

24. First Quote in US $.

25. First E Mail Account

26. First Export Performa Invoice

27. First Letter Of Credit

28. First encounter with Bank, refusal

29. First Commissioning ExperienceMr. Jack & Mr DeshpandeA Satisfied customer Who is buying one machine every alternate year

30. No Looking Back. Started Participating in Exhibitions.

31. Plastivision 2001 , Plastindia 2003, Arabplast 2009Chinaplas 2009 , Argneplas 2010, Plastivision 2004, Plastindia 2006

32. Export Worldwide. Algeria ArgentinaAustraliaBaharainBelgiumBulgeriaChileFijiFranceSudanSultanate Of OmanTanzaniaThailandTunisiaGhanaHaitiIndonesiaIrelandKenyaKuwaitLebanonLibyaCangoYemenRussiaSaudi ArabiaMadgaskarMalasiyaMalawiNigeriaQatarUkraineUruguayZambiaZimbabwe