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Account Summary
Ashok Leyland

Presenter name

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Topics
Company Profile • Business Overview & Key Statistics • Business Goals & Growth Strategies • Subsidiaries, Divisions & Affiliates • Organization Chart • Key Executive Profiles • Major Products • ICT Spending Overview • Key Business Challenges • SWOT Analysis • Major News & Events • Top Deals & Associations • Awards & Accolades

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Business Overview & Key Statistics

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Business Overview
• • Ashok Leyland, a flagship company of "The Hinduja Group", is engaged in manufacturing and marketing of commercial vehicles. The company has seven manufacturing plants in India, the principal unit being at Chennai supported by a frame unit at Ambattur, three plants at Hosur, and the assembly plants at Alwar, Bhandara and Pantnagar. The company exports its products mainly in Bangladesh, Sri Lanka, Mauritius, and in the Middle Eastern countries. The company has an annual production capacity of 150,500 vehicles. The company manufactures trucks, buses, defense vehicles, and engines. It primarily operates in Asia. The company is headquartered in Chennai, India and employs 13,662 people. The company recorded revenues of INR78,726 million ($1,598.1 million) in the financial year ended March 2010 (FY2010), an increase of 18.1% over FY2009. The operating profit of the company was INR11,866.2 million ($240.9 million) in FY2010, an increase of 21.5% over FY2009. The net profit was INR4,236.7 million ($86 million) in FY2010, compared to a net profit of INR1,899.9 million ($38.6 million) in FY2009. In FY2010, the company produced 64,673 vehicles including 19,531 buses, 44,016 trucks and 1,126 light commercial vehicles (LCVs). In the same year, the company sold 57,947 vehicles including 16,405 buses, 40,730 trucks and 812 LCVs. In the same year, the company exported 5,979 vehicles to the overseas markets.


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Key Statistics
Address/Contact Ashok Leyland Ltd. Year Started: 1948 No. 1 Sardar Patel Road Guindy Chennai, Tamil Nadu 600 032 India Phone: 91-4422206000 Fax: 91-4422206001 http://www.ashokleyland.com
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Ashok Leyland is also paying close attention to the environment. Ashok Leyland maintains an R&D group that aims to uncover ways to make their vehicles more fuel efficient and reduce emissions. Ashok Leyland aims to expand its operations to penetrate into overseas markets. The company says negotiation is progressing on land acquisition. All rights reserved. Newly formed in June 2009. Included in the company’s plans is to acquire smaller car manufacturers in China and in other developing countries. Called Avia Ashok Leyland Motors s. following a joint venture with John Deere. • • © Copyright 2012 Tata Communications Ltd. utilizing eco-friendly processes in their various plants. and the production plans are in place. the John Deere partnership is a 50/50 split between the companies.Avia. they are one of the companies showing the strongest commitment to environmental protection.o. The venture is scheduled to start rolling out wheel loaders and backhoe loaders in October 2010. Even as they thrust into different directions.r. this will give Ashok Leyland a channel into the competitive European market. the company will expand its product offers into construction equipment. Ashok Leyland bought a majority stake in the Czech based. In fact. • • • 7 ..Business Goals and Growth Strategies • Among many other goals. Aside from the full expansion planned for the company. In October 2006. Furthermore.

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F1. a Formula One group company. GRAND PRIX and related logos are trademarks of Formula One Licensing BV. Divisions and Affiliates The F1 FORMULA 1 logo. All rights reserved. All rights reserved 11 . Subsidiaries. FORMULA 1.© Copyright 2012 Tata Communications Ltd. FIA FORMULA ONE WORLD CHAMPIONSHIP.

All rights reserved. 12 .Divisions and Subsidiaries Parent Subsidiaries Hinduja Group Ennore foundries Limited Automotive Coaches and Components Limited Gulf-Ashley Motors Limited Ashley Holdings Limited Ashley Investments Limited Ashley Design and Engineering Services (ADES) Avia Ashok Leyland Ashok Leyland Defence Systems (ALDS) Ashok Leyland Project Services Limited Lanka Ashok Leyland © Copyright 2012 Tata Communications Ltd.

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F1. All rights reserved. FIA FORMULA ONE WORLD CHAMPIONSHIP. GRAND PRIX and related logos are trademarks of Formula One Licensing BV.© Copyright 2012 Tata Communications Ltd. Key Executive Profile The F1 FORMULA 1 logo. FORMULA 1. a Formula One group company. All rights reserved 18 .

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© Copyright 2012 Tata Communications Ltd. All rights reserved 23 . a Formula One group company. GRAND PRIX and related logos are trademarks of Formula One Licensing BV. FIA FORMULA ONE WORLD CHAMPIONSHIP. Major Products The F1 FORMULA 1 logo. F1. All rights reserved. FORMULA 1.

Engines LCV Major Products © Copyright 2012 Tata Communications Ltd. Defense Solutions Trucks Buses 24 . All rights reserved.

F1. All rights reserved 25 .© Copyright 2012 Tata Communications Ltd. FORMULA 1. FIA FORMULA ONE WORLD CHAMPIONSHIP. GRAND PRIX and related logos are trademarks of Formula One Licensing BV. All rights reserved. a Formula One group company. ICT Spend The F1 FORMULA 1 logo.

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FORMULA 1.© Copyright 2012 Tata Communications Ltd. All rights reserved. FIA FORMULA ONE WORLD CHAMPIONSHIP. a Formula One group company. All rights reserved 27 . F1. Key Business Challenges The F1 FORMULA 1 logo. GRAND PRIX and related logos are trademarks of Formula One Licensing BV.

With the gradual liberalization of the automobile sector.Key Business Challenges The company faces intense competition from its domestic competitors including Tata Motors. and Eicher Motors. All rights reserved. Competition is expected to intensify further as Indian automotive manufacturers obtain greater access to debt and equity financing in the international capital markets or gain access to more advanced technology through alliances. the number of manufacturing facilities in India has grown progressively. Mahindra & Mahindra. 28 . These changes have led to increased competition in product offerings by all the auto manufacturers in India. © Copyright 2012 Tata Communications Ltd.

a Formula One group company. FORMULA 1. SWOT Analysis The F1 FORMULA 1 logo.© Copyright 2012 Tata Communications Ltd. GRAND PRIX and related logos are trademarks of Formula One Licensing BV. FIA FORMULA ONE WORLD CHAMPIONSHIP. All rights reserved. All rights reserved 29 . F1.

impacting the company's brand image. Production faults and supply delays. Opportunities Introduction of new models Growing medium and heavy trucks industry in India Growth through joint ventures. Strong product portfolio. Robust domestic presence.SWOT Analysis Strengths Leading market position. Weaknesses Declining sales of engines and exports. Threats Intense competition Environmental regulations Increasing raw material prices 30 . © Copyright 2012 Tata Communications Ltd. All rights reserved.

All rights reserved 31 . F1. GRAND PRIX and related logos are trademarks of Formula One Licensing BV. Major News and Events The F1 FORMULA 1 logo.© Copyright 2012 Tata Communications Ltd. FIA FORMULA ONE WORLD CHAMPIONSHIP. a Formula One group company. All rights reserved. FORMULA 1.

Ashok Leyland bagged the Top Exporter Gold Award for the 3rd consecutive year from Engineering and Export Promotion Council India (EEPC).Ashok Leyland has registered a 19. Tuesday. 12. Thursday.5 million. January 6. 2012 . August 1.11 the previous year. 2012 .7% increase in turnover at Rs. Thursday.841. 2012 . Mumbai. Thursday. July 12. 2012 as against Rs.99 crores during 2011-12 compared to Rs. 2012: Records highest export sales . March 29. Saturday. June 9.177. Ashok Leyland has registered a sales turnover of Rs. 2012 .Ashok Leyland showcases a new range of inter-city and intra-city buses at Busworld Turkey 2012. 3. 11.6 million. May 14th. Chennai. All rights reserved.007 crores for the quarter ended June 30. the U-3723 H is also India’s most efficient truck © Copyright 2012 Tata Communications Ltd. April 19.513 crores of the corresponding quarter of the previous fiscal. 2012 . June 14th 2012: Opens new outlets in Bhiwandi and Taloja. Maharashtra. 2.Order worth USD 7. .Major News and Events Wednesday. 2012 Ashok Leyland presents India’s first 37-tonne haulage truck With a payload capacity of up to 27 Tonnes.Ashok Leyland announced the winning of another order from Bangladesh Road Transport Corporation (BRTC) for 88 AC buses for a value worth US$ 6.Ashok Leyland supplies 100 ‘Falcon’ buses to Ghana . July 24. 2012 Ashok Leyland Defence Systems unveils the COLT range of tactical vehicle Friday.

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and is in the business of producing High Pressure Die Casting (HPDC) aluminum components pre-dominantly for telecommunications and automotive sectors.88 AC buses worth US$ 6. To develop and manufacture LCV under both brands in 2. June 2012 . Finland.5 million. To design.Government of Ghana – 100 ‘Falcon’ buses.5 to 7.5 tonne category. • © Copyright 2012 Tata Communications Ltd. develop and adapt infotronics products and services for automotive customers – both internal and external. All rights reserved. • • Production of construction equipment for both brands.Top Deals and Associations July 2012 -Bangladesh Road Transport Corporation (BRTC) . Ashley Alteams is a JV with the Alteams Group. 34 • .

4. Top Exporter Gold Award for the 3rd consecutive year from Engineering and Export Promotion Council India (EEPC) 2. has been selected for Fellow Grade Status by SAE International. All rights reserved.A. 35 .Awards 1. P. Dr. Lakshminarayanan. 3. The Indo-Italian Chamber of Commerce and Industry has selected Ashok Leyland for one of its Impresa '98 awards for "the best contribution towards Indo-Italian Business Relations". Ashok Leyland has been adjudged the CV Manufacturer of the year by the annual NDTV Profit Car and Bike Awards presented on the sidelines of the Auto Expo 2008. © Copyright 2012 Tata Communications Ltd. Head of Engine R&D at Ashok Leyland.

Account History ACV for FY12 Revenue for FY 2010-11 Product Density Products Sold © Copyright 2012 Tata Communications Ltd. All rights reserved. 36 .8.

37 . All rights reserved. Product Density No of products/services sold What are the products/services? © Copyright 2012 Tata Communications Ltd. Account History b.8.

All rights reserved.8. Account History c. Significant relationship events (lost and gained orders) Sr No Month/Year Order Details © Copyright 2012 Tata Communications Ltd. 38 .

Sales return over time (Return on sales efforts) © Copyright 2012 Tata Communications Ltd. Account History d.8. 39 . All rights reserved.

40 .9. All rights reserved. Account Map a. Organization chart © Copyright 2012 Tata Communications Ltd.

9. Account Map b. Key stakeholders in account and relationship levels © Copyright 2012 Tata Communications Ltd. 41 . All rights reserved.

All rights reserved. 42 . Account Map © Copyright 2012 Tata Communications Ltd. Key decision makers in purchasing 9.c.

Account Map © Copyright 2012 Tata Communications Ltd.d. 43 . Our primary contacts in the organization 9. All rights reserved.

No. Account Map e.9. Treats us as Only on Price Never Functional Managers Both Price + Quality Sometimes Telecom Service Preferred Supplier Vendor . Are we meeting his needs / expectations Sometimes on time Always on time Functional Managers and Senior Management Ready to pay us a Premium Always Partner in enhancing his productivity 44 8. 4. Customer’s participation in our Only lower level seminars / product disclosures officials conducted 9. of Key decision makers we know in the customer organization 1–2 2 < 25% Only basic connectivity / bandwidth 1 3–4 3–4 25 – 50% Connectivity & VAS At a level required for business transaction Adequate 2 >4 >4 > 50% Almost all applicable solutions Deep and appreciated Shares openly Objective 6 Now months from now Actions 2. Sharing customer of Information by Superficial Minimal Rarely on time 7. of people in our company who know the customer 3. Current state of relationship Points Brickwall Criteria 0 1. Our knowledge of his business situation 6. Basis of Orders 10. Share of business © Copyright 2012 Tata Communications Ltd. All rights reserved. No. How many times have you responded on time 11. Range of our services / solutions deployed 5.

Account Map f. Current state of communication • No of structured reviews • Structured level engagement programs © Copyright 2012 Tata Communications Ltd. • Governance programs 45 .9. All rights reserved.

Issues and opportunities a.10. All rights reserved. 46 . Key Business Challenges © Copyright 2012 Tata Communications Ltd.

10. All rights reserved. Key ICT Challenges © Copyright 2012 Tata Communications Ltd. Issues and opportunities b. 47 .

Issues and opportunities c. TCL SWOT in account S W © Copyright 2012 Tata Communications Ltd. O T 48 . All rights reserved.10.

Issues and opportunities Mapping opportunities Priority 1 © Copyright 2012 Tata Communications Ltd. Opportunity 2 3 49 .10. All rights reserved.

Issues and opportunities Countering Competition Actions to en-cash our strengths Priority Opportunities Nearest competitor TCL strengths © Copyright 2012 Tata Communications Ltd. All rights reserved. Priority Opportunities Nearest competitor TCL weaknesses Actions to counter our waeknesses 50 .10.

Action Plan # 1. # 1 2 3 Resource App. 5.11. Cost [INR ] 51 . 3. © Copyright 2012 Tata Communications Ltd. Main Action Milestones Target Date 2. 4. All rights reserved.

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