SALES REVIEW- Q1

2022-2023 PLAN

Presented by Shatabdi
Chennai Dealers(Q1)
Key Account- North (Q1-Q2)

The ‘Art & Science’ of Paints

 DEALERS - CHENNAI
Proprietary + Confidential

1) Q1 TFY vs LFY

LFY TFY GROWTH %

Q1 38 LACS 60.66 LACS 59%

BUDGET 2022 ACHIEVEMENT -22 TARGET ACHIEVED

Q1 125 LACS 60.66 LACS 49%

 DEALERS - CHENNAI Proprietary + Confidential

SALES COMPARISON
GAP ANALYSIS- 40.0

35.0
Major order loss due to 30.0

transportation 25.0

20.0

15.0
Competitive pricing required for
10.0
dealer market 5.0

0.0
EMPEROR ENTERPRISES LAKSHMI HARDWARES UNIQUE ELECTRODES D&N MART(NEW UNIQUE HARDWARE
Stock management dedicated to ACCOUNT) MART

21-22 IN LACS 22-23 IN LACS

delaer market
CUSTOMERS 21-22 IN LACS 22-23 IN LACS GOLY
HIGHLIGHTS Q1-
EMPEROR ENTERPRISES 6.0 12.0 100%
LAKSHMI HARDWARES 2.0 9.0 350%
UNIQUE ELECTRODES 0.0 1.5 0%
D&N MART(NEW ACCOUNT)   0.3 0%
UNIQUE HARDWARE MART 22.0 34.0 55%
TOTAL 30.0 56.8 89%
 NORTH – KEY ACCOUNTS  Proprietary + Confidential

1) Q1 TFY vs LFY

FIGURES ARE IN LACS

QUARTER CY TGT CY ACH LY ACH ACH% GROWTH

Q1 112 78.9 74.5 70% 6%

 NORTH – KEY ACCOUNTS Proprietary + Confidential

GAP ANALYSIS-

Variation in system vs physical stock availability

Transportation issue, coordination between depots

In-depth product analysis is required for better pricing & new developments

MAJOR MISSES-

ISGEC IOCL BARAUNI Order valued 87 lacs in reverse auction

DCIPL order valued 30 lacs due to price increase

LEARNINGS Q1-

Key accounts needs more involvement with in-depth product knowledge

Keeping a track on daily stock is necessary

 NORTH – KEY ACCOUNTS Proprietary + Confidential

Q2 PLAN
22-23 145 LACS

STRATEGY

Customer relationship : Ensuring better relationship & experience with existing customer with proactive & problem solving
approach

 New customer acquisition

Conversion of big projects from our major clients who have been giving low orders

Revival of business from lost customers

GAPS TO BE COVERED

Better knowledge of our competition

Second quality product to be introduced in the market

Technical & production support

Building better lead time

 CUSTOMER SKU’S WISE ENQUIRY
Proprietary + Confidential

Sl.No Customer Code Customer Name Location Sub-Segment Product Mix - Exisintg SKU's Type of enquiry
Heavy Engg Tuffkote HB Ziliplate MZ / Z85 / MIO Brown / Epigard HB ZP Primer / SPL Shalithane
1 N241H00105 Rewa M.P. Key Accounts WARM
Workshop Finish / Corr. Thinner
Epigard Zinc Rich Primer / Tuffkote HB Ziliplate MZ / Tuffkote Zilicate CGC / Epigard HB
2 N241I00106 ISGEC HEAVY ENGG Noida Key Accounts MIO / Shalithane HBN Finish / Epigard XL HB Finish / Shalikote ROZC Primer / Shalikote HOT
Syn Enamels / Lustotherm HT 400 / 600 / Lustrol Silicone Aluminium
Black Bituminous / Epigard XL HB Finish / Shalithane Finish / Epiplus 556 / Shalikote
4 N241000301 Kanwar Enterprises Noida Key Accounts Syn Enamels / Shalikote ROZC Primer / Epigard ZP Primer / Epigard HB MIO / Tuffkote COLD
Pvt Ltd
HB Ziliplate MZ
Epigard Zinc Rich Primer / Tuffkote HB Ziliplate MZ / Tuffkote Zilicate CGC / Epigard HB
5 S831T04673 Tata Projects Mumbai Key Accounts MIO / Shalithane HBN Finish / Shalithane Finish / Epigard XL HB Finish / Shalikote ROZC COLD
Primer / Shalikote Syn Enamels / Lustotherm HT 400 / 600 / Lustrol Silicone Aluminium
Omega
6 N271000096 Infraengineers Chandigarh Key Accounts Epigard XL HB Finish / Shalithane HBN Finish / Corr. Thinners WARM

8 N241000137 Lalitpur Power Lalitpur Key Accounts Shalikote ROZC Primer / Shalikote Syn Enamels / Epigard XL HB Finish / Shalithane HBN WARM
Generation Co. Finish / Epigard ZP Primer / Epigard HB MIO / Epiplus 556
Shalikote ROZC Primer / Shalikote Syn Enamels / SHE Enamels / Black Bitumen / Epiplus
9 N242000088 Bajaj Energy Limited Noida Key Accounts 556 / Shalimar Aluminium / HT Aluminium HOT
Black Bituminous / Epigard XL HB Finish / Shalithane Finish / Epiplus 556 / Shalikote
10 N241000346 Bulk MRO Industrial Ahmedabad Key Accounts Syn Enamels / Shalikote ROZC Primer / Epigard ZP Primer / Epigard HB MIO / Tuffkote  
Supply
HB Ziliplate MZ
Epigard Zinc Rich Primer / Tuffkote HB Ziliplate MZ / Tuffkote Zilicate CGC / Epigard HB
Paharpur Cooling
11 N241P05067 Towers Kolkata Key Accounts MIO / Shalithane HBN Finish / Shalithane Finish / Epigard XL HB Finish / Shalikote ROZC HOT
Primer / Shalikote Syn Enamels / Lustotherm HT 400 / 600 / Lustrol Silicone Aluminium
Black Bituminous Paint / Epigard XL HB Finish / Shalithane HBN Finish / Epigard XL HB
13 N242000137 JAIN PAINTS Khadia M.P. Key Accounts Finish / Tuffkote HB Ziliplate MZ / Tuffkite Zilicate Z85 HOT

MELCO INDIA PVT Shalikote ROZC Primers / Shalikote Syn Enamels / Tuffkote SHB ZP Primer / Tuffkote HB
14 N231000038 Faridabad Key Accounts MIO Coating Grey / Epigard HB MIO / Epigard ZP Primer Grey / Epigard XL HB Finish / FROZEN
LIMITED Shalithane HBN Finish
Shalikote ROZC Primers / Shalikote Syn Enamels / Tuffkote Zilicate CGC / Tuffkote SHB
DRIPLEX WATER
15 N201D00108 ENGG INT'L PVT.LTD Haridwar Key Accounts ZP Primer / Tuffkote HB MIO Coating Grey / Epigard HB MIO / Epigard ZP Primer Grey / WARM
Epigard XL HB Finish / Shalithane HBN Finish
Sl.No Customer Code Customer Name Location Sub-Segment Product Mix - Exisintg SKU's Type of enquiry
Proprietary + Confidential
ANIL STEELS PVT Lustotherm HT - 400 Silicone Aluminium / Epigard XL HB Finish / Epigard HB ZP Primer
16 N203A00124 LIMITED Sonipat Key Accounts Grey / Shalithane HBN Finish / Tuffkote HB Ziliplate MZ COLD

S.H.E. Enamels / Shalikote Syn Enamels / Epigard Epoxy Zinc Rich Primer / Bipigard CTE
17 N241000347 OM INFRA LIMITED Delhi Key Accounts COLD
XL Black / Bipigard 580 HB CTE Black / Shalikote ROZC Primers / Epigard XL HB Finish

18 N241000197 SHANDONG YUAN Greater Key Accounts SHE P.O. RED, SH.E. FIRE RED, Shalikote ROZC Primer IS2074PQ / Shalikote Syn Enamels / COLD
FIRE ENGG Noida Thinners
NIRMAN Epigard XL HB Finish / Shalithane HBN Finish / Epigard 5 HB ZP Primer Grey / Epigard ZP
19 N241000138 Unchahar Key Accounts COLD
INTERNATIONAL Primer Grey / Epigard HB MIO
PARVATI DECORATORS Epigard XL HB Finish / Shalithane HBN Finish / Epigard 5 HB ZP Primer Grey / Epigard ZP
20 N231000104 (thru VASHU Dadri Key Accounts COLD
TRADING) Primer Grey / Epigard HB MIO / Epiplus 556

21 N241000299 R.S. ENTERPRISES Prayagraj Dealer Epigard 5 HB ZP Primer Grey COLD

Lustotherm HT - 400 Silicone Aluminium / Epigard XL HB Finish / Epigard HB ZP Primer
22 N241000274 NIDHI PAINTS & Greater Dealer Grey / Shalithane HBN Finish / Epigard Finish / Shalikote ROZC Primer / Shalikote Syn COLD
ELECTRICAL STORE Noida
Enamel
NATIONAL CRANE
N241000318 /
23 N241000159 SERVICES / BRK Harduaganj Key Accounts Epiplus 556 / Tuffkote HB Ziliplate MZ / Epigard HB MIO Grey / Shalithane Finish COLD
INFRASTRUCTURE
24 N241000348 SRI SAI STEELS Chennai Key Accounts Epigard HB ZP Primer Red / Shalithane Finish / Epigard XL HB Finish COLD
Shalikote ROZC Primers / Shalikote Syn Enamels / Tuffkote SHB ZP Primer / Tuffkote HB
HEAT MAX PROJECTS
26 N231000126 PVT. LTD Rohtak Key Accounts MIO Coating Grey / Epigard HB MIO / Epigard ZP Primer Grey / Epigard XL HB Finish / COLD
Shalithane HBN Finish / Tuffkote Zilicate CGC
Shalikote ROZC Primers / Shalikote Syn Enamels / Tuffkote SHB ZP Primer / Tuffkote HB
27 N201M00116 MAHIMA UDYOG Haridwar Key Accounts MIO Coating Grey / Epigard HB MIO / Epigard ZP Primer Grey / Epigard XL HB Finish / FROZEN
Shalithane HBN Finish / Tuffkote Zilicate CGC
GRAVITAS Shalikote ROZC Primers / Shalikote Syn Enamels / Tuffkote SHB ZP Primer / Tuffkote HB
28 N231G00115 ENTERPRISES PVT. Faridabad Key Accounts MIO Coating Grey / Epigard HB MIO / Epigard ZP Primer Grey / Epigard XL HB Finish / FROZEN
LTD. Shalithane HBN Finish / Tuffkote Zilicate CGC
Andritz Hydro Pvt
29 NEW Limited Palwal Key Accounts EPIGARD EPOXY ZINC RICH PRIMER COLD
 Proprietary + Confidential

Sl.No Customer Code Customer Name Location Sub-Segment Product Mix - Exisintg SKU's Type of enquiry

Geo Miller Pvt

30 NEW Limited Delhi Key Accounts EPIGARD HP OFF WHITE PRIMER COLD
Beijing SPC
31 NEW Environment Noida Key Accounts TUFFKOTE HB ZILIPLATE MZ COLD
Protection Tech. Co.
Ltd.
32 NEW JJ Engineering Chennai Key Accounts EPIGARD ZP PRIMER GREY COLD
DC Industrial Plant
33 NEW Services Noida Key Accounts TUFFKOTE SHB ZINC PHOSPHATE PRIMER GREY HOT
34 NEW Bansal Buildmart Delhi Key Accounts XTRA TOUGH ROAD MARKING PAINT BLACK (P) COLD
Epigard XL HB Finish / Shalithane Finish / Epiplus 556 / Shalikote Syn Enamels / Shalikote
35 New Vishal Pipes     ROZC Primer / Epigard ZP Primer / Epigard HB MIO / Tuffkote HB Ziliplate MZ / Etch COLD
Primer / Aluminium Paint IS2339PQ / ZCPY / Tuffkote Zilicate CGC

Epigard XL HB Finish / Shalithane Finish / Epiplus 556 / Shalikote Syn Enamels / Shalikote
36 N241G05067 Good Luck Industries     ROZC Primer / Epigard ZP Primer / Epigard HB MIO / Tuffkote HB Ziliplate MZ / Etch COLD
Primer / Aluminium Paint IS2339PQ / ZCPY / Tuffkote Zilicate CGC

Epigard XL HB Finish / Shalithane Finish / Epiplus 556 / Shalikote Syn Enamels / Shalikote
37 N231S02177 Srishti Metals     ROZC Primer / Epigard ZP Primer / Epigard HB MIO / Tuffkote HB Ziliplate MZ / Etch COLD
Primer / Aluminium Paint IS2339PQ / ZCPY / Tuffkote Zilicate CGC
Epiplus 556 / Shalithane Finish / Lustotherm HT 400 Aluminium / Lustotherm HT 600
38 N241J05049 Jubilant Ingrevia     COLD
Aluminium / Epigard XL HB Finish
Epigard XL HB Finish / Shalithane HBN Finish / Epiplus 556 / Epigard ZP Primer / Epigard
39 N241000089 Bhavani Erectors     COLD
HB MIO / Tuffkote HB Ziliplate MZ / Tuffkote Zilicate CGC
Epigard XL HB Finish / Shalithane Finish / Epiplus 556 / Shalikote Syn Enamels / Shalikote
40 N242K00113 Kanpur Fertilisers &     ROZC Primer / Epigard ZP Primer / Epigard HB MIO / Aluminium Paint IS2339PQ / COLD
Chemicals
Lustotherm HT 400 / HT 600 Aluminium
Epigard XL HB Finish / Shalithane Finish / Epiplus 556 / Shalikote Syn Enamels / Shalikote
41 N203S00154 Steel Works & Power     ROZC Primer / Epigard ZP Primer / Epigard HB MIO / Etch Primer / Aluminium Paint COLD
Engineers
IS2339PQ / ZCPY / Epigard Zinc Rich Primer / Bipigard CTE XL Black
 SUPPORT REQUIRED Proprietary + Confidential

Management-Better
Pricing

R&D-Timely response &

proper documentations Technical-Product
training

Q2 TARGET
ACHIEVED

Production-Timely allocation
Logistics-
and tracking of materials,
• Extend transportation &
If not produced in given
third party delivery options
period of time
• Better tracking
 OD/OS RATIO Proprietary + Confidential

OS OD RATIO
74.5 12.94 17.37%

Remarks:
PCP International limited showing OD for 6..00 lacs – Legal case
Narora atomic power station showing OD for 1.56 lacs- POD’s
not made available
 THANKYOU!

The ‘Art & Science’ of Paints