Automation & Robotics in India

Automation & robotic application has been growing across the globe since the first industrial robot installed at General Motors plant in Trenton. It has helped the industry to increase productivity while reducing the cost of labor which in turn helps in better competitiveness, improved mechanization & better efficiency. Though robotics has been accepted across the globe across the industries, India is relatively slow. As per IFR estimates, India has less than five multipurpose industrial robots per 10000 employees in manufacturing sector in 2011 compared to global average of 50. In India, robotic industry is still at the beginning and trained system engineering manpower has been assumed as the major roadblock. Industry also wants reduction or removal of import duties on critical components of robots like harmonic drives, controllers, encoders and more so as to cater to the price sensitive market. One of the other reasons is the social obligation to provide employment to people near factory locations but this has been eradicating with the new factory as well as the unavailability of trained workforce.

India provides a great opportunity for industrial automation & robotics owing to the fact that due to growing consumption power of youth (50% of India’s population is under 25 years) and increasing crave for world class products. In addition to it, according to automotive mission plan, 10 year plan by government of India envisages India automotive sector at US$ 145 billion accounting for 10 % GDP by 2016. Similarly as per IMTMA, domestic production of machine tools is expected to grow at 20% from US $ 1 billion in 2011-12. Considering this fact, Indian companies are looking for implementation of automated processes and robotics at their manufacturing plants to satiate the growing need & demand. Currently robotics in India is majorly contributing to the growth of automobile & electronics but gradually being embraced by Indian machinery industry, defense, space & textile.

At this stage, In-house innovation and creative ways to knit-together Automation solutions, is integral to the mission of an Industrial economy. In-house expertise and creative team which works together to provide various automated solutions to our clients. These complex & customized engineering & automation solutions will help clients with achieving better productivity and efficiency of their existing facilities. 

Source: Automach India 2013, Indian machine tools manufacturer association (IMTMA), economic times, report from frost & Sullivan, International Federation of Robotics 

IT Sales Cycle - An Overview

     Sales Cycle in Information technology industry is a little bit difficult and the time is also on the higer side. Gestation period varies from 3 months to 9 months depending on the size of the project.

·         Lead generation

o        After market research and customer profiling depending on the product and services offered. Sales people identifies the companies whom we can cater our product and services. Getting details about all these companies through net or databases like hoover

·         Cold Calling/Email campaign

o        To touch upon the people and to spread awareness about our products and services

·         Follow up Calls

·         Product Demos/Presentations

o     Organize initial teleconferences and Webinars for the same. Depending on the potential and interest of the Client we plan visits to the prospects. 

·         Follow up meetings

o        Meetings with Technical people, CIOs etc and getting the requirements and expectations of the client

·         Proposal Creation

o        Creating a proposal depending upon the need of the customer. Proposing best solutions which gives customer the higher satisfaction as per Kano’s Model

·         Negotiation

o        Pricing negotiations

·         Sales Closure



Product V/s Services Marketing

Product Marketing

Choosing a product is like matter of comparing the facts.

·         Perceived Value

a.       It is the capability of the product vis a vis other competitors in the market.

b.       We provide the customer a analysis of our product features with others available in the market

c.        We provide extended warranty free of cost to prove the potential of our product.

d.       Demo of the product and option of customizing it as per the needs of the customer

·         Price

a.       It is the development cost , operational as well as profit margin

b.       We offer best pricing as we are relatively small and looking forward to create a brand name

·         Location

a.       We target products for all the geographies and across the industries where it is sellable

·         Advertising

a.       Product is tangible and returnable

b.       We explain product benefits and demonstrate the same

c.        Brochures, blogs, case studies and customer testimonials

Services Marketing

Choosing a service is like a trial

·         Perceived value

a.       Consistent

b.       On time Quality Service

c.        We build perceived value by

                                                               i.      Senior people in our company

                                                              ii.      Quality processes being followed

                                                            iii.      Certifications

                                                            iv.      Customer Testimonials

                                                              v.      HR Processes – Recruitment as well as Retention

                                                            vi.      Sales Data, videos, audio etc

·         Price

a.       Operational + profit margin

b.       We try to be competitive

·         Location

a.       Depending on the Client except some of the countries where the rules and regulations are tough

·         Advertising

a.       Demonstrate process and proof through testimonials and other sources to build reasonable expectations with the customer. This in turn builds the perceived value

b.       Planning Customer Visit to our premises and demonstrating all the processes live in front of them

·         Process

a.       Demonstrate , how our process is better than competitors

b.       Quality processes

c.        Six Sigma etc

d.       Recruitment Processes

e.        Project Management practices

f.         Monitoring and feedback processes

g.       Management control processes

·         People

a.       Excellent Talent

b.       Retention

·         Proof

Welcome Blog

Welcome to my Blog. I am Gaurav Gupta & having more than 5 years of experience. My experience is varied including Project Management, Sales & Marketing, Brand Management, Strategic Planning, Client Servicing, Team Management, Integrated Marketing Communication, New Product development etc.

Through this blog, i would like to share some of the thoughts in the area of Sales, Marketing, BD and Strategy. I am definitely looking forward to hear for some of the suggestions.

For other information visit https://sites.google.com/site/gauravjaigupta/

Happy Reading and Learning!!!