Zirconius -Corporate PPT FL Smidth- 2018 (1).pptx

This is the technical ppt for FL Smidth and Zirconius.

1. Corporate Profile Zirconius Technologies

2. History of Zirconius Technologies Started in 201 7 with young entrepreneur of Mr. P S Choudhary and Mr. Vishva Bhushan . Today we have 5 person in our team . We have good contact in Power, Water, Chemical and Cement Industry. Mr.Bhushan worked with ITT Corporation and have 20 year of experience in Pump Industry , Mr P S Choudhary worked in Chemflow Pump ( Akay Industry ) and Deep Blue Pump (for large size pump) have 10 year of experience in Pump Industry.

3. A solution & service company in the Oil/Gas , Water Grid, Paper, Chemical, Mining & Power sector. Sales office network across North India – Delhi, Chandigarh, Kashipur Business Strengths: Sales network and local presence. Representing reputed international OEMs. Service-minded approach. Technically sound management . Zirconius Technologies Profile

4. Vision “We Do Important Things In Extraordinary Ways” Our Customers Are Central To everything we do. We help them to reach new levels of success so we can achieve ours . Our Values Are Our Competitive Edge We strive to live our values that drives us to deliver excellence . Our People Are Strength Invest in them to make them so strong that they are “in demand” but g ive them an environment & satisfaction that they don’t . Our Work Is Critical We are responsible to bring solutions & services to the most challenging applications Our knowledge, skill, competency, speed & communication drives our success

5. Mission We bring Superior Products & Reliable Services which improve process reliability, optimized life-cycle costs and overall customer satisfaction by empowering our people and investing on capability Provide Solutions by Partnering with Premier Companies Optimize our strength to focus on important & critical applications by partnering with companies with technical leadership & progressive strategies . Provide Premier Service Capability for Critical Services Expand our service capability to solve leading causes of downtime & failures in customer plants and invest in creating knowledge & capability Provide Platform to Enhance Leadership of our People Invest in “L ong T erm P eople D evelopment P lan " to grow strong leadership that can expand business and services for our customers Provide the Best Environment for People to Succeed Invest in making the best workplace for people and empower people to lead with our values that create make PSS an “Awesome” company

6. DELIVERING THROUGH " CRISP " VALUES C ollaboration to fuel the businesses with team power R esponsibility till the last mile  I ntegrity to stand by our conviction S peed  to execute and drive customer satisfaction  P assion   to work with hearts and minds  Aim to be the leading organization in the 21 st century by supplying products contributing to mankind and environment, based on human resources and advanced technology. Zirconius Technologies committed to contribute towards nation’s economic growth in the field of energy industry with high-quality, high-efficiency products by the execution of new technology. Zirconius Technologies targets to become leading organization and plans to full-fill human values by the spirit of challenge, investment towards human resources and assembling of dispersed energy. Zirconius Technologies will make every effort to practice clear, logical and objective management under ethical management policy in order to gain customer’s satisfaction and reliance.

7. Zirconius Technologies Demographics Currently 80 % of Zirconius Technologies business comes from Power and Water segment. Our valve and automation business is one of the largest growth business. Zirconius Technologies register vendor of esteem organization (e.g .. NTPC, BHEL, UPRVNL, TOSHIBA, DOOSAN POWER, KHANNA PAPER and many more……..) Average Zirconius Technologies employee having six year working experience of Industries. Average training hours for a Zirconius Technologies employee is 2+ weeks.

8. Our Scripture

9. Business Segments Oil & Gas Rubber & Plastics Metals Cranes Chemicals Power Marine & Navy Cement & Sugar Water Paper Mining Elevators

10. Zirconius Technologies– Supply Capabilities

11. Our Service Offering The Zirconius Technologies Total Care offering consists of well-defined standardized service packages. Choose the package that meets your needs, without the need for lengthy discussions. Since the service scope and price are defined in advance, you pay only for the services you require. Customized service packages, however, are available upon request. Design & Consultancy Repair & Maintenance Plant Operation & Maintenance Asset Refurbishment Installation & Commissioning Monitoring & Supervision Parts & logistics Training & Technical Support Maintenance Contract Inspection & Auditing Rental & onsite service

12. Zirconius Technologies has strong contacts and brilliant customer-oriented approach and business relationship in water and waste water, Oil & gas and Power. Pure Sales-centric approach and only focus is providing complete solution to customer. All North India our own presence in terms of sales and service- Around 5 Sales and service person. Complete water and pumping solution for customers and consultants. Closely working for FL Smith for Power, Cement and General Industry. Value Addition from Zirconius to FL Smidth

13. Zirconius Technologies Value Preposition for FL Smidth Pre & Post tender and Engineering Assistance from Zirconius Technologies team: As FL Smith is well renowned name , we do not have to focus on negative selling We can focus on being objective experts This causes most consulting engineers & customers to come to FL Smidth & Zirconius for assistance. Most competitors do not have the resources to be available at the initial start of all large projects. They will wait till the bid date and just “throw out a price” to attempt to steal the job. There are many ways as Zirconius team; we can attempt to prevent this from happening We can work with consulting engineers to ensure that both the best solutions for the system, as well as the pumps with the best chance to be sold is specified. We can help with engineered solutions and review, which most consulting firms do not have as much experience as we do at Zirconius team. We can review the specifications for a consultant, and point out ways to strengthen it for our product. We can also assist with general technical information, for example Pump specifications etc , that a consulting engineer may not have a lot of experience with. Make approval in government and private projects. Above all, we want to stress equal effort among competition .

14. Zirconius Technologies Value preposition for FL Smidth Identification Qualification Value Proposition Quotation + Follow Up Final Phase Find new projects on the market in the very early stage Find criteria to prioritize the right projects Identify decision makers/influencers and value selling arguments for all key customers Quantification of values and effective processing with with project registration tool Close Projects - Hitrate improved Identification of sales opportunity Creation of entry in database Information collection on an opportunity: Value (INR), location, Contact Person and time frame Identify the decision makers and decision making structure Validate the business potential Identify Competitor/ Product type Validate the time of the project and Opportunity value Go/no t Go decision Analysing the buying centre: involved parties and their roles Quantification of the need Build value proposition Re-assess timing and milestones. Deliver value proposition (quotation) Negotiation Validation and acceptance of proposition and technical solution Assess customer decision time Creating an order Delivery Win/Lose analysis Agreed timeline of the implementation (responsibilities and deliverables) Zirconius Sales team approach toward customer for FL Smidth Pumps: A systematic step by step approach towards identifying, qualifying and capturing sales opportunities in a market with multiple influencers and complex and time consuming decision making structure.

15. Joint Responsibility Before negotiation, Zirconius and FL Smidth Sales Team work on following Aspect. Scope of agreement Validity of agreement Notice of termination Delivery terms Payment terms Price Forecasts Logistics Packaging Product Warranty & Liability Environmental Confidentiality General terms of supply/delivery Governing law / Jurisdiction Arbitration Alterations to the agreement Drawings, description, tools How to handle disputes in practical Communication Appendices Zirconius and FL Smidth will work on Contract Management. It is the Management of contract creation, execution and analysis as a systematic and connected process for the purpose of maximizing financial and operational performance and Minimizing risks

16. Zirconius’s Role & Strategy for FL Smidth Increasing foot print at customer place. In next three months find another 50 new customers. Dedicated sales person in each zone with existing sales team. Dedicated application team to make proposal. Make approval with each and every department & customers for Indian market. Taking care of O&M contracts after warranty periods.

17. Challenges in Indian Market Offered Prices has to be very strategic. (Negotiation level here is quite extreme) Delivery Schedule very critical. Most Indian water EPC’s attitude is slow. Things take quite a while to finalize. Requires Patience. Make approval of FL Smidth with Departments and consultants . Increase population of FL Smidth product. Increase visibility of brand in front of customers.

18. Support Required from FL Smidth Good price margin to Zirconius Technologies. Mutual trust and confidence on Zirconius on long term partnership. Price list provision so that Zirconius can prepare offer after consulting with FL Smidth authorized personnel. “This will reduce the time both for FL Smidth and Zirconius with which we can provide offer early to client. Allow one authorized personnel in Zirconius to access sizing pump software so that sizing can be done by Zirconius after getting scrutinized by FL Smidth authorized personnel which will be more time effective. Vendor Registration in different Government departments at the earliest. ( Zirconius will provide all necessary support). Frequent training especially from R & D Design engineers from FL Smidth (preferably on SKYPE) with co-ordination from FL Smidth .

19. Thank You For Your Time!!