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Aftermarket is India's first business magazine for the automotive aftermarket . Brought to you by Auto Monitor, it acts as a vital link between manufacturers and dealers and fulfills the communication needs of significant section of automotive professionals and entrepreneurs.
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I N D I A ’ S F I R S T M A G A Z I N E F O R T H E A U T O M O T I V E A F T E R M A R K E T
Vol. 2 No. 9 March 2013 www.afmonline.in 52 Pages `50
Brought to you byBrought to you by Auto Monitor
Scan this code onyour smart phoneto visit www.afmonline.in
Tech Why dealers shouldinvest in ERP.
16 InterviewJS Cheema, Yamaha India, speaks about Yamaha Female Riding Training program.
10 InterviewAn interaction with the Delphi top brass.
30
Net BenefitsACMA Automechanika New Delhi has major advantages to offer the auto segment.
MARCH 2013 AFTERMARKET 3
A Presence Felt
EDITORIAL
Some ideas that are born before time have a tendency to die down. And sometimes when you manage to break the monopoly, you can work wonders. I am of course referring to the ACMA Automechanica show that took place in Delhi in February. Although the show has been around for more than 10 years, it was for the first time held in India.
While this is not a mere extension of their plans so enable the promoters to take the show to India, it does suggest something.
At a time when OEMs are scratching their heads on ways to improve sales, it is the aftermar-ket industry that is optimistic. More aftermarket companies that we have been speaking to over the last few months are gung-ho about the market. Considering that Indians have a tendency to retain vehicles for a longer period than those in Europe or any other developed countries. This gives the owners an opportunity to enhance their vehicles during its life-span.
Considering that the industry is moving toward infotainment technology, the demand for aftermarket products are only going to rise. According to a report brought out by Frost & Sul-livan, the 58 percent penetration rate for electric power steering in passenger vehicles is projected to grow by 20-22 percent by fiscal year 2017. Multilink suspension systems will continue to be used over the next five years, as these systems are economical. Vehicle manufacturers offer vehicle stability features only in the high-end variants of compact segment models. However, by 2014, ABS and electronic brake distribution (EBD) is expected to become mandatory in all models at all trim levels. Tire pressure monitoring systems and electronic stability programs (ESPs) are likely to witness 100 per cent penetration by FY’16 in the utility vehicle segment. Comfort and conveyance features such as power windows, remote locking, fog lamp, and rear AC vents will witness more than 80 per cent penetration over the next five years.
We are only waiting.
Comments can be sent to [email protected]
MARCH 2013 AFTERMARKET 5
NEWS
GLOBAL
INTERVIEW INTERVIEW
COVER STORY
CONTENTS
08 Nissan brings Safety Driving Forum to Mumbai
12 Garmin available as Maruti Genuine Accessory
16 Better Customer Service with ERP
36 Ford India is looking to train 16 to 24 year olds in the product portfolio, sales, and customer management
28 Rummy Chhabra elaborates on plans to increase Metro’s market share to 10 pc.
10 JS Cheema, Mktg Head, Motor Sports Promotion throws light on Yamaha’s initiative to promote correct riding.
19
36
28 10
19 Automechanika exhibition in the country covered an area of 9,500 sq m and accommodated over 250 national and international exhibitors from twelve countries.
I N D I A ’ S F I R S T M A G A Z I N E F O R T H E A U T O M O T I V E A F T E R M A R K E T
Vol. 2 No. 9 March 2013 www.afmonline.in 52 Pages `50
Brought to you byBrought to you by Auto Monitor
Scan this code onyour smart phoneto visit www.afmonline.in
Tech Why dealers shouldinvest in ERP.
16 InterviewJS Cheema, Yamaha India, speaks about Yamaha Female Riding Training program.
10 InterviewAn interaction with the Delphi top brass.
30
Net BenefitsACMA Automechanica New Delhi has major advantages to offer the auto segment.
Cover Design: Mahesh Talkar
NEWS 1208
16
MARCH 2013 AFTERMARKET 7
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8 AFTERMARKET MARCH 2013
NEWS
Nissan Motor India organized
its Safety Driving Forum on
the 16th and 17th of Febru-
ary in the parking area of
Inorbit mall in Malad, Mumbai. The idea
behind the Safety Driving Forum is to
increase awareness about road safety and
highlight the benefits of modern safety
technologies in cars.
The Nissan Safety Driving Forum
was first organized in Delhi in the first
week of February. The car manufacturer
is planning to take its initiative to
Chennai also. During the two-day event,
individuals were given an opportunity to
learn about the importance of road safety
through panel displays and simulator
devices.
Mall visitors who took a detour to
experience the Nissan setup got to learn
how airbags function during an accident,
and the importance of wearing seatbelts
while driving or travelling in a car. The
participants also got a chance to learn
about the importance of Anti-Lock
Brake System on a simulator vehicle.
At the launch, Mr. Takayuki Ishida,
Managing Director & CEO, Nissan
Motor India Pvt. Ltd, said, “The growing
number of cars on Indian roads has
also resulted in increased number of
accidents. Nissan
as an automobile
m a n u f a c t u r e r
u n d e r s t a n d s
its social
re spons ib i l i t y
and strongly
believes that
“Safety begins
with ME.” The
Nissan Safety Driving Forum has been
formed to educate drivers, co-passengers
as well as other road users on safety
practices, with a focus on reducing road
accidents.”
Nissan Motor India Private Ltd.
(NMIPL) is a 100 percent subsidiary of
Nissan Motor Co. Ltd. Japan and was
incorporated in 2005. Nissan along with
its global alliance partner Renault has
established a manufacturing plant and
a research & development centre near
Chennai. Nissan has appointed Hover
Automotive India Pvt. Ltd. as the sole
distributor for India to handle sales
and marketing, dealer development,
customer relationship management and
after-sales service.
Hover Automotive India Pvt. Ltd.
functions as an independent company
with an exclusive distribution agreement
with NMIPL to accelerate the sales and
build customer touch points across India
for the Nissan brand of cars.
The Nissan Safety Driving Forum has been
formed to educate drivers, co-passengers as well as other road
users on safety practices, with a focus on reducing
road accidents.
Nissan brings Safety Driving Forum to Mumbai
Nissan demonstrated the importance of road safety to numerous individuals.
10 AFTERMARKET MARCH 2013
INTERVIEW
This is clearly not a marketing strategy
from Yamaha, it’s meant to create
awareness among people, specifically
girls, about safe driving practices. Why
do you think there is a lack of awareness,
though every year hundreds and
thousands of people die in accidents?
Basically, there is no education
pertaining to safety of people on road.
Maruti Suzuki is doing it, now Yamaha
has taken the initiative to promote safe
riding and safety on road. In this we give
CSR where we give training, even in
colleges. We have seen girls being a little
hesitant on roads, they also have a fear of
local transport (for not being up to the
standards related to safety and security).
Yamaha has plans to educate them,
empower them to become independent
riders. Within this training, we train
them how to ride in order to remain safe
on the road and keep pedestrians and
other users on the road safe. They need
to themselves be safe first, so we educate
them on the use of various guards like
helmets, elbow guards, proper shoes,
etc. I feel one can only spread safety
on the road, if he is himself riding safe.
Secondly, we also give them a fair idea of
when and how much to brake. We share
theoretical formulas with them on the
same that they can apply when driving.
We also educate them beforehand on
how to react in case of a crash.
All this relates to the rider’s personal
safety. What about pedestrian safety?
For pedestrian safety, first and
foremost, the rider needs to be good
behind the wheel, and should know
basics to keep pedestrians safe. We teach
them things like how to keep away from
obstacles, keep a check on who’s coming
from behind, how to balance oneself over
turns and all. All this makes the rider
drive safe on the road.
From amongst the girls you have taught
through this campaign, how many of
them were already capable riders?
We split them into three categories.
Girls who fall under the skilled category
Says JS Cheema, Marketing Head, Motor Sports Promotion, Yamaha India, as he takes time out from a Yamaha Female Riding Training (YFRT) program to throw light on road safety in India and
Yamaha’s initiative to promote correct riding. He also discusses the loopholes in the current system of driver learning schools
with Jagdev Kalsi. Excerpts.
“OEM-operated riding schools
can do wonders for road safety”
MARCH 2013 AFTERMARKET 11
INTERVIEW
are generally good riders. That means
they know how to ride. Still they have to
have a fair learning of some fine practices,
like wise use of front and rear brakes for
example. Though it varies from college to
college, about 25 percent of the girls are
generally good riders.
How much of an impact does geography
play on riding skills and awareness?
There are some places where people
are more aware, and girls are more
educated. In the north people aren’t
that aware, the mode of transportation
is more of a show-off here. They tend
to keep away from basics. But in cities
like Bangalore, the two-wheeler culture
is predominant and they want to drive
safe than look good on vehicles. They are
also well-versed with their vehicles, like
knowing how to replace a punctured tyre,
etc. This isn’t the case here in North, also
the mindset here is such that even parents
don’t feel that two wheelers are safe.
How is it beneficial to those who don’t
know how to ride well?
How much can they learn in one day?
This drill makes the rider more confident.
But we also can teach only those who
already know how to ride a bicycle, since
balancing on two wheels can’t be taught
in one single day. We work with the
throttle inputs, braking, cornering and
everything. They go back being more
confident and safe riders.
Is there any assistance to the girls you
train in getting a driving license?
Yes, we bring dealers here and if
someone doesn’t know the process of
getting a license, he/she is guided on the
same. The dealers help them with filling
forms and everything, but the applicant
has to go to the RTO by him/herself to
submit it and get the driving license.
There are also a lot of motor training
schools in India, who also help with
getting driving licenses...
In such places, since they are
commercialized, the focus isn’t on driving
and teaching road safety. They are more
concerned with getting a driving license.
They need to improve a lot to come to
our standards of teaching. We teach the
fine details of not only driving but also
about the upkeep of the vehicle.
Do you think manufacturers should get
into riding schools, as it is a big void in
the market and Indians roads are very
unsafe?
I think OEM-operated riding
schools can do wonders to increase road
safety. See, Maruti Suzuki did it and it
is successful. In some places, other two-
wheeler manufacturers are also trying to
do the same thing. Things are improving
and the culture is picking up. We also
have some plans to get more riders and
propagate properly.
In the north people aren’t that aware,
transportation is more of a show-off here. But in cities like Bangalore, the two-wheeler culture is predominant and they want to drive safe than look good on vehicles.
12 AFTERMARKET MARCH 2013
NEWS
Garmin Corporation has
entered into an agreement
with Maruti Suzuki India
Ltd (MSIL) to allow its
Personal Navigation Devices (PND) to
be offered as Maruti Genuine Acces-
sories (MGA). This agreement will en-
sure that Garmin’s nüvi 40LM and nüvi
50LM will be available across Maruti
Suzuki’s dealerships in India. The Gar-
min PNDs will be covered under the
MGA warranty.
Speaking about the agreement with
MSIL, Daniel Chien, Senior Manager,
Garmin Corporation, said, “MSIL is a
leader in the Indian automobile industry
and is well known for providing the best
to its customers. Being a global leader
in the satellite navigation industry,
we are excited to partner with MSIL
and improve the in-car and driving
experience of Indian car owners.” Apart
from ensuring easy navigation across
India, nüvi 40LM and 50LM devices will
come equipped with maps of Malaysia
and Singapore. The nüvi 40LM and
50LM devices are priced at `8450 and
`9990, respectively, for the mass market.
The devices also feature voice guidance
in Hindi, Indian English, Punjabi,
Kannada, Telugu, Malayalam, Tamil,
Gujarati, Marathi, Bengali and Oriya.
Other capabilities of the nüvi 40LM and
50LM include mapping of 4214 cites at
street level, 7.3 million points of interest,
a 4.3 inch wide screen for the 40LM,
and 5.0 inch for the 50LM. It also offers
house search, lane info, high-sensitivity
receiver, highway mode, enhanced
junction view, and more importantly, free
lifetime map support. The PND’s maps
are provided by NAVTEQ.
Garmin Corporation is a unit of
Garmin Ltd and claims to be the
global leader in satellite navigation.
Since 1989, the Garmin group has
designed, manufactured, marketed and
sold navigation, communication and
information devices and applications –
most of them enabled by GPS technology.
Garmin’s products serve automotive,
mobile, wireless, outdoor recreation,
marine, aviation, and OEM applications.
Garmin Ltd is incorporated in
Switzerland, and its principal subsidiaries
are located in the United States, Taiwan
and the United Kingdom.
Garmin’s personal navigation devices, the nüvi 40LM and 50LM, will now be available as Maruti Genuine Accessories.
Garmin Navigation available as Maruti Genuine Accessory
nüvi 50LM
nüvi 40LM
14 AFTERMARKET MARCH 2013
COLUMN
Worldwide shortage
and spiraling prices of
Natural Rubber (ex-
cept in recent times)
is a major concern for all tyre and rub-
ber manufacturers. Natural Rubber is a
highly valuable biomaterial in contrast
with other Bio-Polymer. It cannot be
replaced by other synthetic materials for
many applications e.g. heavy duty trucks
and buses, air plane tyres, as well as many
latex products or only at great cost. It
is the first choice for heavy duty radial
truck tyre manufacturers because of its
physical, mechanical properties and ex-
cellent adhesion to steel cord.
The worldwide shortage of NR is
mainly due to production cuts and
shifting towards palm oil cultivation
in Malaysia, growing usage of NR in
commercial vehicle radial tyre and an
increasing demand in China and India
due to rapid economic development. As
with all agricultural commodities; the
effects of climate change, population
growth, economic developments,
are unpredictable factors and induce
major changes in the available yield
and demand for NR. Tyre and rubber
companies would experience great
difficulties, if large scale alternative is
not developed. The scientist/technologist
all combined their efforts and talents in
harnessing this crisis.
Guayule, a shrub growing in semi-
arid regions in Mexico and Southern
US, is one of the non tropical plants
that have been used as a commercial
alternative source of NR. Out of several
other potential sources of NR, another
promising one is Russian dandelion.
Production of rubber from sunflower
or lettuce is being considered in the
USA and Canada. For overcoming this
crisis, the scientists are also considering
the synthesis of synthetic poly-isoprene
through bio-isoprene route.
This paper will cover all such
possibilities; the scientists/technologists
are considering for overcoming this crisis
in future.
As it is rightly said that the biggest
drawbacks of owning something valuable
is that someone else is always trying to steal
it. This was the case during World War I
and II, when Britain and later on Japan
controlled the most of rubber supplies.
During and after that war, a lot of people
in different countries started to feel uneasy
that not only their military strength, but
their industrial and economic strength
were dependent on foreign rubber.
Now, when everything is stable and
rubber has become an essential part of
the life, we see the vulnerability of rubber
to the market conditions. This gives rise
to the fluctuations in the market and
leads to a steep increase in price. There
are a lot of factors responsible for it and
here we will discuss these factors and
how to overcome those.
Shifting towards palm oil cultivationAbout two decades ago, palm oil
emerged as the cheapest source of edible
oil and has been garnering a lot of
attention since then. Currently, it is the
largest produced, consumed and traded
edible oil in the global markets. Not only
is it competitively priced compared with
other major oilseeds, but it also has the
highest yield.
The palm oil tree yields an annual
average of 3.7 ton of oil per hectare,
which is much higher compared with
the rapeseed (0.6 ton) and soybean
(0.45 ton). Indonesia and Malaysia are
the largest producers and exporters of
palm oil, and together have an overall
87% share in the global output and 90%
share in exports. An analysis by Koh and
Wilcove suggests that during the period
1990–2005, close to 60% of the palm oil
expansion in Malaysia was at the expense
of forest conversion and rest coming
from rubber and cacao cropland.
Similar developments are taking place
in Thailand and Indonesia. As with all
agricultural commodities the effects of
climate change, pollution, economic
development, and population growth
are unpredictable factors, which are also
inducing major changes in available
acreage, yield, and demand for natural
rubber.
Growing usage of NR in radial tyreDespite an ever increasingly stringent
consumer requirement, more NR is
used in tyres than ever before and the
worldwide trend toward radial tyres
will ensure continued demand. Natural
rubber has some advantages over
synthetic rubber. It has excellent dynamic
properties, with a low hysteresis loss, and
good low temperature properties, it can
be bonded well to metal parts, has high
resistance to tear and abrasion and it is
relatively easy to process. Radialization
has increased the percentage usage of
natural rubber owing to better green
strength and steel cord-rubber bonding.
A high level of building tack between
the various layers of liner/carcass/tread/
sidewall is essential for the modern
day’s high speed tyre building machines.
Arup K. Chandra
The Natural Rubber Crisis
MARCH 2013 AFTERMARKET 15
COLUMN
All-steel radial required a higher level
of green tack and green strength than
conventional tyres. In these respects
natural rubber is superior compared to
the other polymers used for making tyres.
Increasing demand in China and India
China and India are the largest
consumer of natural rubber. China,
the largest NR consumer in the world,
is encountering many problems in
extending its limited rubber plantations.
Rubber planting areas in China are
located in remote mountain areas or
undeveloped areas. Threat of extreme
weather is more frequent than ever.
Environment conditions in new
expanded area are poor for rubber tree
growth, where rubber trees take longer
time to mature.
The gap between local output and
demand has to be met by imports. India is
also gearing up and due to an increase in
presence of international players in India,
there is a surge in the demand for NR
and is reflected in the ranking of India at
3rd place in the world for consumption
of NR.
Harnessing the challengesAlternate Crops
It is rightly said that “necessity is the
mother of invention” or “crisis is the
criteria for new developments”. China
and India are estimated to be consuming
nearly 40% of the global production
followed by the USA and Japan. There
is huge ups and downs in prices in last
decade.
Thus, alternative crops for natural
rubber production are required to secure
supplies. There are 1,800 species identified
that produce natural rubber latex, but
only a few of these are known to produce
large amounts of high molecular weight
rubber. Guayule and Russian Dandelion
are two varieties of shrubs which contains
considerable amount of latex. Guayule
project was first started in 1988 and the
Russian Dandelion project was started in
1942, for two years until 1944. Based on
several studies, TKS (the most popular
variety of the dandelion) was demonstrated
to be a viable alternate source of natural
rubber, compatible with associated rubber
manufacturing process, comparable to
Hevea, and superior to Guayule.
Several other plants that are able
to grow in temperate climates were
tested for rubber production, especially
in times when price or accessibility
of natural rubber was an issue (1920s,
WWII, 1970s). A recent study showed
that lettuce contains small amounts of
rubber with a molecular weight similar
to that of the rubber tree and guayule.
This provides a new opportunity to
study rubber biosynthesis in plants on
a molecular level, however, its potential
as an alternate source of natural rubber
is unclear. There are other plants known
to produce rubber, like Cryptostegia
2-4%, Milkweed 4-5%, Pingue 1-2% and
Rabbitbrush 1-2%.
Synthetic Polyisoprene
Ever since, synthetic cis-1,4-
polyisoprene, with the structure and
properties of natural rubber, was
prepared in 1954 with the then newly
discovered Ziegler catalyst, synthetic
polyisoprene has been an important
elastomer. Although it still demonstrates
lower green strength, slower cure rates,
lower hot tear, and lower aged properties
than its natural counterpart, synthetic
polyisoprene exceeds the natural types
in consistency of product, cure rate,
processing, and purity. In addition, it is
superior in mixing, extrusion, molding,
and calendering processes. Isoprene is
found in products ranging from surgical
gloves to car tyres. Isoprene has a market
value of $1-2 billion.
Depletion of global petroleum resources
and environmental hazards has directed
efforts to produce synthetic isoprene from
bio-resources. The production of isoprene
from renewable resources (BioIsoprene) is
the target of a joint venture between the
Goodyear Tire and Rubber Company and
the biotechnology company Genencor.
Using BioIsoprene from Genencor,
Goodyear have produced a synthetic
rubber for incorporation in a concept
tyre demonstrating the equivalence of
BioIsoprene™ with petroleum derived
isoprene. Recently, Amyris has signed
a deal with Michelin to collaborate in
the development and commercialization
of Amyris No Compromise renewable
isoprene. Amyris is also collaborating with
Kuraray and Kuraray will use Biofene
to replace petroleum-derived feedstock
such as butadiene and isoprene in the
production of specified classes of high-
performing polymers.
ConclusionsIt was the Pearl Harbor bombing in
1941 that saw the earlier face of the
natural rubber crisis and it is still there
irrespective of development of synthetic
alternates. Today, natural rubber
industry is facing various unavoidable
circumstances and efforts to tackle
the crisis are increasing. Back during
World War II, rubber industry saw
the research on the alternative rubber
plants to decrease the dependability
on the hevea tree. Then came the time
when alternative methods to synthesize
synthetic rubber from bio-resources
instead of petroleum based resources
was extensively explored. Nowadays,
it is being realised by various research
organizations and efforts are on to
commercialize it to overcome the
crisis. Hope to see in near future that
ultimately the joint effort of scientists
and technologists will result in
harnessing this crisis commercially.
The author is employed with the R&D
Centre of Apollo Tyres Ltd. He can be reached
16 AFTERMARKET MARCH 2013
TECHNOLOGY
ERP stands for Enterprise Re-
source Planning and is used
to automate activities within
an organization with inte-
grated computer software. Its purpose
is to enhance the flow of information in
an organization and manage connections
with stakeholders. Thiru Vengadam, MD
& CEO, IFS Solutions India Pvt Ltd,
explains ERP as an application that cap-
tures data on everything that is happen-
ing in a company like machineries’ data,
infrastructure, products, etc. ERP is also
capable of automating supply chain for
efficiency, improvement in suppliers, im-
prove own efficiency by improving time,
cost, service and quality.
Who can use it?While ERP has found a lot of takers
in the manufacturing area, especially
OEMs, it has wider applications. It was
initially used only by large manufacturing
organisations to automate their work flow
and improve efficiencies. However, with
tier-1 and tier-2 suppliers responding
to OEM expectations, OEMs are now
planning or have already invested in
closed loop ERP systems with their
supply chain to keep the workflow
momentum going.
However, it’s not just the manufacturing
industry that can benefit from ERP. Since
the service sector is a vital touch point
for the user, it remains under strict time
constraints. Explains Thiru, “Based on
our global survey we feel the adoption of
ERP systems would be more on service
management side than on manufacturing
side. Manufacturing, they are somehow
already doing. Customers have got more
to do with the turnover time, servicing
timings, etc., than a Kanban system in
manufacturing”.
While efforts have been made to apply
ERP to various sectors, acceptance in
small industries (both manufacturing
and services) has remained low due to
misconceptions about cost. With time
however, ERP has grown and has become
scalable enough for even small companies
to benefit from it. “Our system (of ERP)
has various architectural features. It is
architected in such a manner that it
is now a single application. Suppose a
company requires only 10-20 users on
the ERP, he can use the same application
as any other big firm. For all different
types of applications we have the same
system. The architecture is so scalable,
it can efficiently operate irrespective of
volume or number of connects or users”,
explains Thiru Vengadam. Previously, it
was necessary for companies to adopt
a complete ERP suite at one go, which
required a lot of investment. But with
time ERP has become more flexible.
Says Thiru, “They (companies) need not
necessarily buy our thing in one go. They
may buy 7-8 modules from our range of
80 modules, and later buy more whenever
required, since it’ll fit in perfectly, like a
building block, you can add more. This is
the most flexible approach.” Also clearing
doubts about ERP’s cost burden, MD &
Jagdev Kalsi
ERP has found wide acceptance in manufacturing. Though at its nascence in Indian auto
what role ERP can play in the service industry.
OEMs are now planning or have already invested in closed loop ERP systems with their supply chain to keep the workflow
momentum going.
Better Customer Service with ERP
Contd. on page 18
18 AFTERMARKET MARCH 2013
TECHNOLOGY
CEO, B-Square Group of Companies,
PKD Nambiar adds, “ERP isn’t as
costly as it is perceived. We spend lakhs
on improving our infrastructure and
everything. A couple of lakhs spent on
ERP can do wonders to the output of any
organization.”
Application and Current UseTalking about the output and
positive impact of ERP software on any
organization, Thiru adds, “Generally
companies achieve anywhere between
15-20 percent cost saving at the
completion of implementation of ERP.
The first project I took was for M&M
(when I was with SAP), and they had
tractors and farm equipments also. At the
end of 3 years, they initiated an internal
study to see the return on investment.
They had a significant benefit and
decided to implement it in all their units.
On average 15-20 percent is the savings
in the first iteration of an ERP system.
ERP implementation is not a one-time
activity, it is a continuous improvement.”
Currently ERP is in use in the service
industry, though not in the automotive
sector. Says Thiru, “We have implemented
Dynamic Resource Scheduling. This is a
first ever thing in India at this level. ERP
is back-end manufacturing system, but
what they are looking for is a complete
integrated system with ERP, and a
mobile application. It is for those who
want to provide service at the customer
location. It is still not very prevalent in
the auto industry”.
In the recent past, we have seen a
number of multi-brand service centres
opening up in India. In the past, we had
a culture of roadside mechanics working
on any car from any manufacturer. The
scenario is very different these days, with
more than 20 auto manufacturers, and
each requiring a different set of tools
and understanding of products to service
them. Providing roadside assistance is
no longer easy, since it would require
carrying different equipment and tools
for different makes and models.
This is where ERP can help. Explains
Thiru, “In such a situation where you
need to send in the right technician with
right tools and spares and a vehicle to
carry all this, ERP comes to the rescue.
We have an engine that will do all the
computations like time to reach and
everything, it’ll do dynamic scheduling
against multiple constraints. There’s
even a manufacturing OEM from
industrial equipments who have done
this. They have 1000 service technicians,
all currently being trained and they
assure the customers that their system
will be up and running almost 99.9
percent of time. Objective of all of this
is to improve efficiency.” Citing the
example of a multi-brand service centre
such as Carnation, Thiru adds, “Multiple
product service is an area where ERP can
work very effectively. They [Carnation]
might have entered into a back-end
arrangement with all the OEMs, since
they can’t keep all the spares of all
cars. Every single activity that such a
firm is doing can be done by ERP. It
would improve their efficiency, their
productivity, and for the same installed
cost they’ll be able to do better.”
Acceptance in small industries (both
manufacturing and services) has remained
low due to misconceptions about cost.
Contd. from page 16
COVER STORY
19 MARCH 2013 AFTERMARKET
ACMA AUTOMECHANIKA 2013
Net BenefitsThe first-ever ACMA Automechanika held in New Delhi attracted manufacturers and delegates from around the world. Aimed at the aftermarket, it featured exhibitions, product launches, seminars, and panel discussions. Pradeb Biswas explores the possibilities.
20 AFTERMARKET MARCH 2013
COVER STORY
The excitement among dele-
gates was almost palpable as
the venue gates to the 2013
ACMA Automechanika
trade fair opened. Organized at Pragati
Maidan in New Delhi from February
7-10, it was the first Automechanika
exhibition in the country. The exhibi-
tion covered an area of 9,500 sq m and
accommodated over 250 national and
international exhibitors from twelve
countries.
Introducing the exhibition, Deep
Kapuria, former President & Chairman,
Globalisation & Trade Fairs Committee,
said, “We in ACMA are delighted to
announce the synergic coming together
of ACMA and Messe Frankfurt to
call this show ACMA Automechanika
New Delhi. It is the first time that we
are having an independent aftermarket
show in the country. It’s about time the
auto component industry addressed the
aftermarket along with the suppliers to the
OEMs. The auto sector has reached a stage
of maturity and a significant milestone in
terms of both volume and quality.”
The exhibition was a joint effort
by ACMA and Messe Frankfurt.
Messe Frankfurt has the support of 14
professional partners in organizing 11
shows outside of Germany, and more
than 40 national and international
organizations support the brand
Automechanika. The supporters comprise
of industry associations representing
manufacturers, distributors, wholesalers,
importers, and retailers of automotive
parts and accessories.
In his opening address, Michael
Johannes, Vice-President, Brand
Management Automechanika, Messe
Frankfurt, said, “The first ACMA
Automechanika New Delhi 2013 was
possible because a lot of people from
Messe Frankfurt and ACMA believed
in Automechanika in India for a long
time. I strongly believe in our partnership
because we are a perfect combination.
“ACMA on the one hand provides
invaluable knowledge about India’s auto
component industry. Messe Frankfurt on
the other hand brings in the know-how
of organizing fairs in the automotive
sector all over the world. With this
perfect combination of industry know-
how and professional organizing,
I strongly believe that ACMA
Automechanika New Delhi will serve as
the perfect industry platform. The 2013
show will allow attendees to witness
India’s growing aftermarket sector.”
Highlighting the achievements of
Messe Frankfurt, Johannes said that they
stood for sustainable brand management.
Messe Frankfurt currently owns a
portfolio of over 100 trade fair brands, and
in Asia it organizes 12 trade fairs. “With
the concept of adapting Automechanika
outside of Germany we have success now
for over 15 years. In 1997 we started off
with China and Russia. In the meantime
we organized 12 shows across the globe
in four continents. All of them are
door openers in the emerging markets,”
he said.
High HopesMany attendees, some of them
The Indian automotive component industry is one of the few sectors of the economy which has bought in global competitive advantage.
22 AFTERMARKET MARCH 2013
COVER STORY
prominent players from the auto
component industry, spoke about their
high hopes from the first ACMA
Automechanika. “The seminar reflects
the challenges and the opportunities
that the current time has for the Indian
auto component industries and the
automotive aftermarket. ACMA and
Messe Frankfurt have together decided
to focus on the aftermarket segment
at the first ever India Automechanika
show,” said Surinder Kanwar, President
ACMA, & Chairman & Managing
Director, Bharat Gears Ltd.
Urging the government to facilitate
the growth of the industry, Kanwar said
that the Indian automotive component
industry is one of the few sectors of the
economy which has bought in global
competitive advantage. “Despite the
slowdown in the economic situation,
it has failed to dent the confidence and
expectations of the industry. There is no
doubt that the long-term growth prospect
of India and the Indian auto component
industry are bright,” he added.
Seminar attendees nodded in
agreement when he stated that the low
per capita vehicle density of emerging
economies offers a huge potential
compared to the developed ones, given
the aspirations of the people. The western
and traditional high income economies
are nearly saturated with an average of
500 vehicles per 1000 persons. In India
the number is 10-11 vehicles per 1000
people, and expected to reach 17 by 2015
by industry estimates.
The automotive aftermarket is expected
to scale new heights. “The extended
vehicle retention period of the people
of our nation is the key reason why the
aftermarket is really growing today and
gaining increasing significance. Today
when the margins are increasing, getting
depressed due to the pricing pressure,
combined with the falling volumes,
the aftermarket is a bright spot for the
component manufacturers,” revealed
Kanwar.
Seminars, DiscussionsPlans for Automechanika India have
been in the pipeline for some time
now. While component manufacturers
and exhibitors displayed their products
and answered queries, a seminar was
underway on the sidelines. During the
daylong seminars scheduled for each day
of the event, prominent people from the
A special stall dedicated to the ‘Asli- Naqli’ campaign displayed spurious as well as original parts to help visitors discern between the two.
MARCH 2013 AFTERMARKET 23
COVER STORY
industry discussed and debated current
issues.
“For us it is always important to
have a seminar on the sidelines of
Automechanika, because there is so
much content about the aftermarket and
relevant information gets shared. It is
important to ensure that our customers
have the opportunity to understand
our point of view, and get the required
support from our side in the exhibition
Messe Frankfurt against copying,” said
Yoohan.
“The event not only gives exhibitors
an opportunity to showcase their
products and services, but also a chance
to gain further knowledge and insight
into the current issues and challenges.
There is a dedicated two-day seminar on
‘Opportunities and Challenges for the
Indian Auto Component Industry and
Aftermarket’ to address various issues
and topics,” said Raj Manek, Managing
Director, Messe Frankfurt Trade Fairs
India.
“As per the study done by ACMA in
the automotive aftermarket in India,
the vehicle parc data shows an on-
road category of 94.7 million units as
of 31 March, 2010. Of course India is
predominantly a two-wheeler market,
with about 76 percent of it is comprised
of two-wheelers. Passenger vehicles
comprise about 15 percent and the
remaining 9 percent is made up of
commercial vehicles. It is therefore the
need of the hour for the Indian auto
component industry to develop an
organized aftermarket supply chain,
given the fact that there are tremendous
growth opportunities in terms of the
growing auto sector for the country, and
also integrate with the service and repair
segment of the on-road vehicle industry,”
said Nitin Gokarn, CEO & Project
Director, NATTRIP.
Atish Mukhopadhyaya, Principal –
Delivery Excellence and Automotive
& Engineered Products, Tata Strategic
Management Group, took a slightly
different view in his presentation
Strengthening the traditional ‘Route-
To-Aftermarket’: How a stronger supply
relationship with the OEM’s spare parts
division can cap lost sales. His idea
was that OEMs and auto component
companies should work together for
mutual benefit.
Speaking on the ways to grow business
he observed, “One way is to target the
aftermarket on your own. The other way
is that you search for new consumers,
you get into retailing. The third is that
you expand into new geographies. The
last is that you develop new products
and you enter into products which are
higher in margin. But if you look at the
pros and cons of each of these options,
the most attractive still remains targeting
the aftermarket. Automotive component
companies should target the aftermarket,
but in a slightly different manner.
“Auto companies, because of the
downturn, all of a sudden are waking
up to the new thing that we need to
spend enough amount of time on our
spares businesses, they need to be run
differently, it is a high-margin, high-
profit area. So OEMs have changed their
focus slightly. It is time that we sped that
up. Everywhere across segments it is very
profitable for OEMs to be in the spares
business,” Mukhopadhyaya said.
Speaking about the aftermarket, he
said that the sector is really growing
and becoming more organized. “There is
more push towards new service centres
being opened by OEMs. There is a need
from the Competition Commission of
India to also supply to the unorganized
market and OEMs have to take the lead
in it. But OEMs in several cases are not
able to do it because of lack of availability
of products,” Mukhopadhyaya added.
Rakesh Batra, Partner and National
Leader – Auto Sector, Ernst & Young,
spoke about ‘Improving the Auto
Components Value Chain – Why it
is important to focus on Aftermarket
Management’. “If you look at the overall
aftermarket ecosystem, it is more complex
than the vehicle ecosystem or the vehicle
supply chain. You have the new vehicles
being launched and also the pool of old
cars and used cars. Spurious parts are also
a large part of the aftermarket. You have
the original equipment suppliers that are
feeding into the aftermarket as well. Then
there are the independent and franchised Surinder Kanwar, President ACMA, & Chairman & Managing Director, Bharat Gears Ltd delivers the opening address at ACMA Automechanica in Delhi.
24 AFTERMARKET MARCH 2013
COVER STORY
service networks.”
He also analyzed the dynamics of the
Indian aftermarket. According to his
estimates, the automotive aftermarket
can be valued at around Rs 330-350
billion. Out of that Rs 250 billion is
estimated to be of spare parts and Rs
80 billion in labour costs. He attributed
half of the total figure to the two-wheeler
segment, considering that they make
up about three-fourths of the vehicle
population.
“If you look at the distribution across
labour and parts, two-wheelers make up
about a third of the labour value of the
market, and passenger and commercial
vehicles make up about a third each as well.
The labour is fairly equally distributed,
but when it comes to the parts size of the
market, two-wheelers make up almost
half the market and the balance quarter
is each shared by passenger vehicles and
commercial vehicles,” said Batra.
He revealed that, excluding vehicle
sales, a large part of the revenue from
which dealers make their money comes
from spare parts and service. Vehicle
finance and insurance make up a small
part of their revenue. In terms of the
revenue share from parts and service,
India gets a much higher share than
other emerging markets like Russia and
Brazil. He explained that this shows
the big opportunity that lies in growing
the overall parts and service revenue
for dealers, and therefore also for the
aftermarket.
Drawing a comparison between the
global and Indian aftermarket, Batra
added, “There are some key trends that
we are seeing in the global aftermarket.
India will take some time to catch up to
these trends. The opportunities in the
global aftermarket are impacted by four
key areas, namely, regulation, diagnostics,
safety & security, and the fourth is
entertainment and connectivity. These
are driving further growth in the global
aftermarket.”
During the seminar, there was a separate
discussion on the topic ‘Manpower skill
challenges in Aftermarket’. In his address,
Sunil Chaturvedi, CEO, Automotive
Skills Development Council, said, “The
industry needs a lot of skilled people
but the system is not providing enough
opportunities. There are also associated
challenges, like the obsession our society
MARCH 2013 AFTERMARKET 25
COVER STORY
has with professional degrees, which
means that nobody wants to become a
mechanic. In our industry, more people
land up here by default. This obsession is
an issue as it creates a condition where
80-90 percent of the employment in our
industry is for people who do not have
any degree.”
Addressing seminar attendees on
the same topic, Vikas Kumar, Director
of Capgemini India, spoke about the
importance of first creating a strategy
and identifying a path to help you decide
your goal, and then seeing how it can
be achieved. “The first most important
thing for that is to be very close to the
end consumer. You cannot be a very big
or a very successful aftermarket player till
you don’t understand the end consumer,
because ultimately he is the one shelling
out the money.”
He also spoke about the global
study done by Capgemini on how a
differentiation can be created in the
aftermarket business. He said, “The
parameters to create differentiation in
the aftermarket business are different for
each country. In India it’s more on the
parts availability and the price of service.
It is important to understand what the
Indian consumer wants and what our
benchmark should be.”
He said that there are three different
stages of aftermarket maturity for an OES
or a supplier. “First are the Explorers, who
comprise of 80-90 percent of ACMA
members who are manufacturing and
supplying to OEMs, trying to improve
their distribution, skill levels, efficiency,
and not looking at a huge growth in their
aftermarket. Second are the Exploiters,
who have just expanded the breadth of
their services and have started thinking
beyond what they just manufacture.
Third are the Champions, who have
actually taken the aftermarket through all
their services so they are manufacturing,
distributing, retailing, and so they own
the consumers,” said Kumar.
After his presentation, a member from
the audience asked what the performance
levers to become an “Aftermarket
Champion” were. Kumar responded by
saying that it can be brought about by
making a good co-operative environment
between the aftermarket business and
the main business. One could either have
various controls there, or an autonomous
system. The company has to decide,
depending on what is more suitable for
their product, market, and the consumers
they are targeting.
Spurious & GenuineOne very important focus area at the
ACMA Automechanika was the impact
of spurious parts on the auto component
industry. “While the aftermarket in India
continues to grow, it is unfortunately
plagued by the issue of counterfeiting,
which by estimates comprises of 30-40
percent of the aftermarket products in
India,” said Kanwar.
According to ACMA estimates, the
Indian aftermarket is today valued at
$6.1 billion, which is about 15 percent of
the global auto component market, and is
growing in the range of 10-15 percent. If
30-40 percent of this market is comprised
of spurious parts, one can clearly see how
big the counterfeiting industry is.
“To contest this, ACMA has also come
out with a white paper on counterfeit
auto components. Some of the key
recommendations of the white paper is
that the sections of the Motor Vehicle
Act should also include auto components
used or intended to be used in a vehicle,
including aftermarket parts. ACMA for
the last 7 years has been successfully
running a campaign to educate the
consumer and the common man on the
adverse impact of using counterfeit parts.
The campaign has today reached the
grassroots level among the peers in the
auto services market across various towns
and cities,” said Kanwar.
Sharing his concerns, Soumitra
Bhattacharya, Chairman, Consumer
Affairs & Anti-Counterfeiting
Committee, ACMA, and Joint
Managing Director, Bosch Ltd, pointed
out that the government can help reduce
the auto component counterfeit market
by making such offences cognizable
and non-bailable. The government had
introduced this measure for the pharma
industry to reduce spurious products.
“The consumer affairs committee has
been extremely proactive, working closely
with the government to look at methods
which will be successful in reducing the
spurious market. The second thing is
26 AFTERMARKET MARCH 2013
COVER STORY
we have released two books, including
a research-based book on the vehicle
parc. Sixty percent of the vehicle parc is
broken down into cities, into vehicles,
into models, and we have shared where
these vehicles are, what a vehicle parc
is, and most importantly what is the
replacement cost and maintenance cost
for the top 100 components of a vehicle
in India, both at the material as well as
the component level,”said Bhattacharya.
At the exhibition there was a separate
stall dedicated to the Asli-Naqli
campaign. “The campaign of Messe
Franfurt against counterfeiting, and
ACMA’s own initiative Asli-Naqli has
very interestingly come together in this
show. We have a small but effective
pavilion on Asli-Naqli where we are
displaying the genuine against the
spurious for people to understand what
is genuine and what is non-genuine,”
said Vinnie Mehta, Executive Director,
ACMA, requesting visitors to visit the
pavilion.
Speaking on the drawbacks of spurious
parts, Nitin Gokarn, CEO & Project
Director, NATTRIP, said, “The number
of deaths on our roads owing to accidents
is around 1.5 million people on an annual
basis.
It translates to about an accident every
minute, and a death every four minutes.
Out of that, the estimate is that about 20
percent of it is caused by vehicles which
are not roadworthy, or probably have
spurious parts or parts which have led
to an accident or contributed towards an
accident.
“So spurious parts and counterfeit parts
are therefore a big safety hazard, not only
to the person who is buying it, but also
to the general public at large. It is not an
individual issue but also a larger societal
issue. In that sense the demand that has
been made by ACMA, that we need to
look at it with more stringent parameters
as far as Motor Vehicle Act is concerned,
or maybe look at IPC offences as well.
That is something which will have to be
looked at seriously by all the players,” said
Gokarn.
The 2013 ACMA Automechanika was
supported by Shriram Pistons and Rings
Ltd. and ARO Equipments as Platinum
partners. Anand Automotive Limited
and ZF India lent their support as Gold
partners. ESCORTS Auto Products and
ELOFIC Industries were associated
as Silver and Bronze partners. The next
edition of the ACMA Automechanika is
slated for 2015 and will be a bigger event
in terms of the space occupied, number of
exhibitors and visitors.
28 AFTERMARKET MARCH 2013
With a current turnover of over `700 crore and a CAGR of over 10 percent, Metro Tyres is aiming to become a
significant player in the two and three wheeler tyre segment. Rummy Chhabra, Managing Director, Metro Group, speaks to
Pradeb Biswas on his plans to increase Metro Tyres market share to 10 percent over the next three years.
Keeping it
Turning
What are your current priorities and
challenges?
The current priority is mainly to
maintain leadership position in the
cycle tyre segment by offering the right
products to the customers. The challenge
lies in catering to the changing demands
of customers, who are becoming very
demanding nowadays. The challenge
in cycle tyres lies in maintaining the
equilibrium between volatile raw material
prices and product pricing in a highly
competitive environment.
In the auto segment, we have the
challenge of increasing the product range
and consequently the market share. Our
aim is to become a significant player in the
two wheeler and auto segment by gaining
a 10% market share in the next three years.
What are the current issues you are
experiencing as a tyre manufacturer?
Volatile raw material pricing and
changing customer requirements are
the major issues we are experiencing
nowadays. One has to be very vigilant
at any time to meet both ends. The
availability of a skilled workforce and
high attrition rates are also issues we have
to deal with constantly.
Are your plans to double production
capacity on course? When will your tyre
plant in Manesar become operational?
We have carefully studied the demand
pattern of the motorcycle and three
INTERVIEW
MARCH 2013 AFTERMARKET 29 MARCH 2013 AFTERMARKET 29
wheeler tyres market, and have come
to the conclusion that this segment has
enough scope for expansion. Accordingly,
we have thought of significantly
increasing our production capacity in
this segment over time. The road map
chalked out by us in this direction is
being implemented in phases.
Which OEMs do you currently supply
motorcycle tyres to, and for which models?
Are you looking at any new tie-ups?
Currently, we are supply motorcycle
and three wheeler auto tyres mainly
to Bajaj Auto, Honda Motorcycle &
Scooter India, Suzuki Motor Cycle India
Pvt. Ltd., and Piaggio. The models for
which we supply tyres include the CBR
250R & Stunner XBC models of HMSI,
the Discover, Platina, Pulsar and three
wheeler RE models of Bajaj Auto, the 300
APE model of Piaggio, and the XB251
model of Suzuki Motor Cycle India Ltd.
We are getting good indications from
other leading motor cycle manufacturers
too for a tie-up, but our present capacity
constraints do not permit us to have any
fresh tie-ups. Once we build additional
capacity, we will be able to tie-up with
other motor cycle manufacturers too.
Metro Tyres had revealed plans to enter
the passenger car tyre segment after
2015. What is your strategy for the same?
Presently we are concentrating only
on becoming a significant player in the
two/three wheeler auto tyres segment, as
mentioned above.
Kindly elaborate on your technological
tie up with Continental AG. How will
this tie up work out for Metro Tyres?
We have an exclusive tie-up with
Continental AG, Germany, one of the
leading tyre manufacturers in the world
for two/three wheeler auto tyres. We
have been nurturing a relationship with
Continental for over 13 years, and it is
being strengthened with every passing
day. The technical collaboration with
Continental has greatly enhanced our
position, and today we are regarded as a
superior quality product manufacturing
company. The company’s exports to the
more advanced geographies of the world
such as the European Union and USA
have become possible only with the
support and assistance of Continental AG.
Which markets do you export tyres to?
We export tyres to over 53 countries
including USA, the European Union,
Africa, the Middle East, and Asian
countries.
INTERVIEW
Volatile raw material pricing and changing
customer requirements are the major issues we are experiencing
nowadays.
30 AFTERMARKET MARCH 2013
INTERVIEW
What are your expectations from the
upcoming budget?
We expect that the Finance Ministry
will give due impetus for increase in
demand, which will lead to growth in
the manufacturing sector. Reduction in
excise duty rates by at least 2 percent
would help the tyre industry to grow.
There is a need for moderation of
interest rates too, which will create a level
playing field for the Indian tyre industry.
The announcement of a roadmap for
implementation of GST will also help in
improving industry sentiment.
What is your market share in the
motorcycle tyre segment? Going
forward, what is your marketing strategy?
With the additional capacity being
created, we plan to be a significant player
in the motorcycle tyres segment in the
time to come, as elaborated above. Our
market strategy will largely be the same
as what we are adopting today.
What are your plans for the aftermarket?
Any plans to re-work, improve, or
change the existing distribution model?
Our forte is the aftermarket. This
has been our time-tested strategy,
which has helped us in maintaining
the leadership position in the cycle tyre
market. Accordingly, we will continue
with the same strategy and try to deepen
our market penetration, especially in
rural India.
A lot of aftermarket players are
exploring retail therapy campaigns.
What are your plans for the same?
Looking at the product profile, we
will continue to distribute our products
through our established marketing and
dealer network. Our B2B model is most
suited to our business requirements,
hence we see no reason to change our
strategy at this stage.
How widespread is your national dealer
network? How do you recruit dealers
and sales people to ensure a hassle-free
buying experience for customers?
We distribute our products through
a nationwide marketing network of
over 50 branches across the length and
breadth of the nation. We operate full-
fledged marketing offices consisting of
sales, marketing, accounts, and logistics
teams to cater to customers at their door
steps. Our present dealer strength is over
10,000. They were appointed over a period
of time after a stringent evaluation of their
financial soundness and position in the
market place. New dealers are appointed
only if they can meet the aforementioned
criteria. We have a strict performance and
credit monitoring system which the sales
personnel must adhere to. Customers
are attended to by local staff regularly,
including service engineers as and when
required.
Kindly share some figures with respect
to the investment, turnover, production
capacity, and growth rate of Metro Tyres.
Our present turnover is around `700
crore, clocking a CAGR of over 10
percent year after year.
A lot of companies are focusing on
introducing environment friendly
measures. What steps are you taking in
this regard?
We have been making conscious
efforts in implementation of
environment friendly technologies
in our manufacturing processes. The
company uses some of the world’s most
advanced equipment for emission checks
and controls. Besides, Metro has been
maintaining an ethical approach in all its
corporate dealings. We sincerely believe
in the importance of corporate social
responsibility (CSR) and are engaged
in various community and social causes
relating to labour and the environment.
In July, you introduced a new logo and
advertising campaign. What was the
thought process behind it, and how has
the market response been?
We unveiled a new logo along with a
new advertisement campaign. The new
identity is designed to profile Metro
as a company that understands youth
aspirations and reaches out to young
people, India’s dominant demographic
segment, with cutting-edge products.
The new visual identity consists of a
re-designed Metro name, appearing
in italics to represent motion and
speed. Complementing the logo is our
advertisement campaign with a story of
transformation: from a child to a youth.
It reflects who we are today and the
company we aim to be tomorrow.
What are the current tyre trends in the
aftermarket?
Like I said, today’s customers have
become very demanding. We have to
develop tyres at a short notice to cater
to their requirements. Since the market
is very price-sensitive, we face a big
challenge in offering new and improved
products without increasing prices.
We need to adopt various innovative
methods, do substitution of raw
materials, do product reengineering, etc.,
to satisfy the needs of customers. Thus
far we have been doing it successfully,
and that has helped us a great deal in
maintaining our leadership position in
the cycle tyre market segment.
The technical collaboration with
Continental has greatly enhanced our position,
and today we are regarded as a superior
quality product manufacturing
company.
MARCH 2013 AFTERMARKET 31
INTERVIEW
At Auto Expo 2012, Delphi had revealed plans to introduce its global service centres in the Indian aftermarket. Nabeel A Khan and Pradeb Biswas join Faisal
Matin, Country Director, India & Sub-Continent, Product & Service Solutions, and Dominic Seto, VP of Delphi Product & Service Solutions, MD of AsiaPac, for a tete-
a-tete on the sidelines of ACMA Automechanika New Delhi.
Waiting For The Right Moment
Pradeb Biswas: What are your
expectations from the first ACMA
Automechanika exhibition in India?
Dominic Seto: Yes, this is the first time
Automechanika is being organised in
India. Delphi has been a great supporter
of this event, even at Automechanika
in Franfurt, and Automechanika
in Shanghai. We feel that this is an
excellent way to network, to understand
the customer, to understand suppliers,
and also more importantly to understand
how we can support each other to grow
in the aftermarket business.
Nabeel Khan: What are the latest
developments in your plans to bring
Delphi service centres to India? You
were very excited during the Auto Expo
and you had lots of plans. What has the
progress been since then?
Dominic Seto: Delphi service centres
have always been our key strategy for
expanding our customer reach. We
have over 4500 service centres, and we
continue to remain excited because the
opportunity is there. In China, we have
already started executing the service
centre strategy. With respect to Delphi
India, we are still in the planning stage.
The reason being that to have the service
centre strategy succeed, we first need to
increase our product offerings.
Nabeel Khan: When we spoke during
the Auto Expo, your service centre plan
was supposed to be already underway.
Is there any particular reason for the
delay?
Faisal Matin: As Dominic pointed
out, you need the right base level to
have service centres in place. We need
to increase our product offering and
strengthen our portfolio here. The key
point for getting into the service network
is strengthening the portfolio. If you
do not have more part numbers, then it
would be like ... for example, we make
shock absorbers. If we do not have shock
absorbers for, say, Volkswagen, then it
would be difficult for us to provide parts
to that particular service centre. So it’s
very important that when you get into
a strategy like that, you have the right
strength in portfolio. We are working
on strengthening the portfolio. We have
divided our portfolio into four categories
and then subsequently we will get into
the service strategy.
Nabeel Khan: What is your strategy for
the service centre model?
Dominic Seto: When we execute
any strategy, we always look at the
opportunity. Right now our number one
priority is to continue to enhance and
expand our product offering. With new
vehicles coming up, new opportunities
are coming up. That is one area, and also
in my opinion, our products in the engine
management category will continue to
increase, because the electronic content
specially related to engine control will
continue to increase. This is one extremely
important area, and it is also aligned with
Delphi’s strength and capability because
we are among the best systems providers
in the world.
Secondly, in the Indian aftermarket
the warehousing distributor segment is
extremely fragmented. We are spending
a lot of time to understand how we can
engage the right customers so that we
can expand. Expanding the customer
32 AFTERMARKET MARCH 2013
INTERVIEW
base is extremely important. We are
using the talent and infrastructure that
we have in India and our supply base
around the world to expand our market.
Also, one thing I am excited about is
that every time I come to the Auto
Expo, I see OEMs continuing to launch
high content vehicles. A few refreshed
vehicles will always be there, but more
importantly, the high content vehicles
continue to go up. So that is a great huge
opportunity for Delphi on the OEM
front, and as a result there is a foundation
for an aftermarket in the future.
Nabeel Khan: When can we expect
Delphi service centres to come here?
Dominic Seto: We are right now in
the planning stage, and in 2014 we will
execute it.
Nabeel Khan: Your service centre
strategy will be executed in 2014, so you
would have made some plans in this
regard?
Dominic Seto: When you start a service
centre the parts come from Delphi.
There are many different ways in which
you can get into the service centres. It
also depends on whether they are high
runners or low runners. The high runners
need a high investment rate. When we
come up with a Delphi service centre, we
always ask ourselves how we can improve
the overall garage technician diagnostics
and capability so that they can improve
the service level. There should be an
opportunity to improve the aftermarket
industry. If you don’t have trust in a
service centre or a garage, then going
there is difficult. When you look at the
industry, the evolution is like this. That’s
why Delphi continues its focus on the
garage technicians. We provide training,
product know-how, and information, so
that we can help the technician improve
capability and once you do that, they will
find more parts from Delphi or any other
friends that we have.
Nabeel Khan: What are your plans for
training garage owners and converting
them into Delphi service centres or
setting up independent service centres?
Dominic Seto: When we set up the
so-called service centre strategy, we
never have the intention to own those
garages. We just like to provide them the
capability along with the basic diagnostic
equipment, and we also sell them Delphi
parts. We give them the right to use
our logo. The strategy is that if they are
using our logo, they have to follow our
guidelines in terms of how to deal with
customers, how to provide the customer
service call. So when we plan any service
centre in any country, we always focus on
those areas.
Nabeel Khan: Which segment
of products, like electronics or
mechanicals, are you going to put up in
the aftermarket right now?
Faisal Matin: We have divided our
aftermarket. Our product portfolio will
be in four different categories. We deal
with vehicle electronic parts, we deal
with thermal parts, we deal with chassis
Faisal Matin, Country Director, India & Sub-Continent, Product & Service Solutions.
MARCH 2013 AFTERMARKET 33
INTERVIEW
parts, and we deal with maintenance
parts. That’s how we have defined our
aftermarket, and in these four categories
we keep launching or strengthening our
products.
Pradeb Biswas: As you rightly pointed
out, in cars electronics are playing
an important role. Mechanicals are
reducing, and electronics are coming in
a lot more. What are your plans for the
aftermarket in this regard?
Dominic Seto: We in Asia Pacific are
right now focusing on what we call the
technician level. We have a customer
call centre to support questions from our
customers. A lot of garage technicians
still rely on the customer service. At
times when the garages have a question
they call the distributors. But the
distributors may not be able to clear all
doubts as we are the technical experts.
So we continue to build our capability
to support the customer’s incoming call.
We will continue to share our knowledge
with the technicians.
Pradeb Biswas: With respect to the
aftermarket, which region is pulling in
the most sales?
Dominic Seto: When you look at
today’s market, the Europe region has
the highest share revenue wise. But when
the car parts start ageing, in Asia Pacific,
especially in China, my market share will
continue to increase. The reason is that
right now ... look at the Indian market.
You go to Auto Expo or Automechanika,
the industry guys tell you that the car
market is growing but for us, more
importantly, the content needs to grow.
We just talked about it: electronics
will be a dominant force in revenues.
And that is a Delphi stream. We are an
electronics company. When you look
at this you have to look at reality too.
Europe is growing because of Eastern
Europe and Russia, but in Western
Europe and North America the growth is
very small. But in the two regions of Asia
Pacific and South America, the growth is
continuous and faster than Europe and
North America. So the answer to your
question is, our share in Asia Pacific will
definitely increase over time and also the
rate will be much faster. So my outlook
is very excited and I am excited because
of the opportunities we have especially
in the category that we are focused on:
electronics and engine management.
We have plans to expand our product
portfolio.
Pradeb Biswas: Regarding the service
centre strategy, there are two new
things in the Indian market: the average
age of buyers has come down, and there
is an increase in women buyers. To
cater to the new crowd there are a lot
of challenges. How do you intend to fit
in and meet the new challenges in the
aftermarket?
34 AFTERMARKET MARCH 2013
INTERVIEW
Faisal Matin: From the service centre
perspective, we see this change which is
happening now in India. But we have
very good experience running these
service centres across the globe. We
want to replicate those strategies which
we have already adapted successfully in
other parts of the globe. To bring those
facilities here to India, and if you look at
it from the Indian context and the outside
or foreign context, then of course India
is always mesmerized and excited about
advanced things. So we have already
been there, done it, we have tasted it all.
It’s just that we have to bring the same
technology here in India. We have the
things here in place, and we just have to
replicate the strategies.
Pradeb Biswas: With respect to
leveraging your brand and recruiting
people for the centres, how do you
plan to go about it? What will be your
criteria?
Dominic Seto: We have certain
corporate criteria which are consistent
across the globe. That’s why our service
centres in Europe or China or North
America are the same in terms of look
and feel. That’s why we pay close attention
to all the details. We want to make sure
that we are ready to launch.
Pradeb Biswas: What activities is
Delphi undertaking for brand building?
Young people who are in college today
will be tomorrow’s aftermarket buyers.
A lot of companies focus on university
events and games for brand building.
What is Delphi looking at in India and
globally to target future the customers?
Dominic Seto: University students
are more interested in working for the
prominent global companies than an
aftermarket company. We are going to
universities to promote the aftermarket
industry. We cannot do everything by
ourselves, so we join with other multi-
national companies and together as a
group we go to the university campuses.
We are continuously working on building
the brand. Ten years ago, my mother
didn’t know what I was up to. But after
many years she understood what my
business is because I am proud to be in
the aftermarket, visit technicians, and
share my technological know-how with
them. Today most of the customers who
come to visit us are entrepreneurs and
private businessman. So today I can tell
my kids to go to the aftermarket.
Faisal Matin: As far as brand building
is concerned, we do a lot of activities. I
will also give an example: generally what
we do in the aftermarket is that we have
to see who the end customer is. We
see the end customer as the technician
because they are the ones who are the
opinion makers. You and I probably won’t
know what spare parts our car would be
carrying. When we go to a garage, the
technician recommends one to us by
saying you put this spare part from this
company because it is good. We build
our brand by standing with the product,
we provide warranty with the product,
we ensure quality for the products which
we supply, and we gain the confidence
of those garage technicians so that they
can service customers well. That’s how
we do our brand building, and I will
go by what Dominic said, that yes, we
are building our brand, and that is the
reason why we are sitting here at 2013
ACMA Automechanika.
Dominic Yuklam Seto, VP of Delphi Product & Service Solutions, MD of Asia Pacific, VP of Delphi China Operations.
36 AFTERMARKET MARCH 2013
GLOBAL
ŠKODA has introduced a new
'GreenFuture' program, which
is a part of 2018 Growth
Strategy and the Volkswagen
Group's environmental strategy. The
program intends to assist all current and
future ŠKODA's to become more fuel-
efficient and utilize the resources in an
even more sustainable fashion. The Oc-
tavia GreenLine will be the first car to
be produced under the 'GreenFuture'
initiative.
'GreenFuture' has three core initiatives
namely GreenProduct, GreenFactory
and GreenRetail which will aid ŠKODA
in making their operations even more
efficient. ŠKODA will be increasing
its efforts to make cars even more fuel
efficient and even more recyclable via
its 'GreenProduct' initiative. The Czech
manufacturer and its parent Volkswagen
Group are jointly working on modern
technologies for reducing environmental
pollution.
ŠKODA intends to organise its
production by 2018, which will be 25
percent more environment-friendly.
Under the GreenFactory initiative,
lowering energy and water consumption
along with the amount of waste
generated in the manufacturing of each
vehicle will be the core focus areas.
Additionally the CO2 and VOC
(Volatile Organic Compounds
generated in small amounts
during the painting of car
bodies) will be reduced by
one quarter.
The 'GreenRetail'
initiative concerns the environmental
protection in dealerships and repair
workshops. The ‘Spring Cleaning 2012’
campaign conducted in the Czech
Republic resulted in the removal of 95
tons of discarded materials from the
storage areas of service partners. Out of
it almost 90 percent of it was reprocessed.
“ŠKODA has been honoring its
responsibility for the environment for
many years. With ‘GreenFuture’ we will
significantly step up and bundle our
efforts for increased sustainability once
more. We want to offer particularly
environmentally-friendly automobiles
and to manufacture and sell them in an
even more sustainable fashion," said Prof.
Dr. h. c. Winfried Vahland, ŠKODA’s
Chairman of the Board.
“‘GreenFuture’ is a clear, measurable
commitment by the company and
its employees towards
e n v i r o n m e n t a l
protection; we are
investing in our
green future.
‘GreenFuture’ is part of our Growth
Strategy 2018 and, at the same time,
an important part of the goal of the
Volkswagen Group to become the
leading environmentally-friendly
automobile manufacturer in the world
by 2018,” added Vahland.
According to the company's claims,
since 1991, it’s expenditures towards
sustainable use of resources have
amounted to more than 410 million
EUR (£348,400,000). Apart from this
ŠKODA has also made investments
towards environmentally-
friendly manufacturing
processes, energy-
saving facilities
and increasing
efficiency of its
vehicles.
Under the GreenFactory initiative, lowering energy
and water consumption along with the amount of
waste generated in the manufacturing of each vehicle will be the core
focus areas.
ŠKODA aims for more energy efficiency
38 AFTERMARKET MARCH 2013
GLOBAL
Ford will be investing £250,000
towards the recruitment of 50
Commercial Vehicles Sales
Executive Apprentices for
its UK dealerships. The funding will be
available to the manufacturer’s dealer-
ships in the UK for recruiting 16 to 24
year olds under the Ford Masters Ap-
prenticeship Programme. The CV deal-
erships will receive help from Skillnet,
one of the top automotive training pro-
viders, for advertising their apprentice-
ship vacancies to applicants.
Speaking about this initiative, Stuart
Harris, Ford College manager, said: “We
are delighted to offer this scheme to our
CV dealerships, and to be able to provide
much needed employment opportunities
in today’s challenging economic
climate. The government is placing an
increased emphasis on apprenticeships
as an effective and credible route into
employment. Ford’s dealership network
recruits more than 500 apprentices every
year, making it one of the largest recruiters
of apprentices in the motor industry.”
During the apprenticeship, the
youngsters will be trained on a one-to-
one basis by their managers, mentors,
colleagues and a team of specialist
assessors. The young CV Sales Executive
Apprentices will gain in-depth know-
how of Ford’s product portfolio. They will
also learn ways to ensure a high quality
and professional purchasing experience.
The apprentices will also develop new
skills in selling techniques, finance and
vehicle appraisals.
The training period will last for
over two years with the apprentices
being paid a stipend. At the end
of the programme, the successful
apprentices will get a Vocational Related
Qualification (Technical Certificate)
along with a Vocational Competence
Qualification (VCQ) or a Scottish
Vocational Qualification (SVQ) which is
an industry-recognized qualification.
The company will train 16 to 24 year olds in the product portfolio, sales, and customer management
Ford invests in apprenticeship for CV dealers
MARCH 2013 AFTERMARKET 39
GLOBAL
A long-awaited world preview
at the Geneva Motor Show
2013, the new LaFerrari is
the first Maranello car to
fit a hybrid-electric system, called HY-
KERS, to which Magneti Marelli will
contribute electric engines and various
strategic components for management
and control electronics. For the most ex-
treme Ferrari ever, Magneti Marelli has
drawn upon consolidated know-how from
the racing world, adding their technology
to the HY-KERS developed by Ferrari.
The HY-KERS fitted on the LaFerrari
generates a total power of 963 HP. It
consists of a V12 6.3-litre aspirated
combustion engine running on gasoline,
capable of delivering 800 HP, and of
an electric powertrain developed with
Magneti Marelli, consisting of two
electric engines (one main motor and
one for the auxiliary systems) capable of
delivering together a peak power of 120
kW (163 HP).
The HY-KERS system is able to
push the car to record performances
and simultaneously to reduce emissions
by about 40 percent. The two Magneti
Marelli electric engines incorporated
in the HY-KERS system are controlled
by two associated inverters which are
compact in terms of weight and size.
The first engine provides drive to
the vehicle and recovers kinetic energy
during braking, storing such energy in
the lithium batteries for the over-boost
power managed in an intelligent manner
by the vehicle dynamic control systems.
The second engine, driven by the
combustion engine, generates electricity
used to keep the charge level of lithium
batteries constant, in addition to
providing energy for standard vehicle
systems (lights, etc.).
Main componentsMagneti Marelli supplies technology
dedicated to the LaFerrari in the Lighting
area too (high-intensity Bi-Xenon
headlights, LED rear lights), Powertrain
(throttled body), and Electronic Systems
with 10 electronic control units dedicated
to controlling standard functions such
as headlights, Superlift system, body
computer, electric actuator for the intake
manifolds, electronic control unit for the
Dual Clutch Transmission, and driver
and passenger carrying modules. The
LaFerrari uses a Superlift system designed
by Magneti Marelli which, using hydraulic
actuators, lifts the vehicle and helps it to
easily overcome speed bumps and other
irregularities on the road surface.
The development of strategic
components for the electric engine
system fitted on the LaFerrari is symbolic
of the technological osmosis between the
racing world and the mass-production
that characterizes Magneti Marelli.
Thanks to these dynamics, technologies
and know-how tested in an environment
featuring extreme conditions and
performance are transferred over to
mass-produced vehicles, ensuring great
reliability, maintenance of excellent
technical characteristics in parallel with
flexibility, and ability to adapt to the
customer's needs.
In the specific case of LaFerrari,
this process led to the development of
electric moto-generators from a "racing"
application already conceived from an
"automotive" standpoint, and not from
generic industrial applications.
This race-mass osmosis contributes to
innovations in efficiency, yield, safety, fuel
consumption and emissions, alternative
engines and electronics.
Illuminating examples of such an
exchange, with applications in both areas,
can be found in both the recent past (the
evolution of engine control electronics,
the AMT robotized gearbox) but most
importantly in a future perspective: GDI
direct injection from the factory to the
races, the hybrid engine systems based
on KERS technologies, and the possible
transfer of know-how between advanced
telemetry solutions for the racing world
and info-telematic communication
technologies between mass-produced
vehicles and infrastructures.
Magneti Marelli designs and produces
advanced systems and components for
the automotive industry. With a presence
in 19 countries, the group supplies all
leading carmakers in Europe, North and
South America and the Far East.
Magneti Marelli supplies electric engines for the LaFerrariThanks to its technological know-how in races, the company will contribute to the HY-KERS system with two moto-generators and various components for the electronic control of electric powertrain. Lighting, Electronic Systems and Suspensions are the other
40 AFTERMARKET MARCH 2013
GLOBAL
Lightweight construction tech-
nologies are steadily gaining
ground in the automotive
in dustry as the weight sav-
ings they achieve in modern cars help
to significantly reduce fuel consumption
and carbon emissions. Working with
Benteler-SGL, Henkel has developed a
process for resin transfer molding (RTM)
of glass-fiber-reinforced leaf springs that
uses a polyurethane matrix resin. Com-
pared to conventional leaf springs made
of steel, these composite leaf springs are
up to 65 percent lighter.
With Loctite MAX 2, Henkel is
offering a polyurethane-based composite
matrix resin that cures significantly
faster than the epoxy products usually
employed for the RTM process.
Due to its low viscosity, the polyurethane
resin penetrates and impregnates the fiber
material more easily and less harshly,
thus enabling very short injection times
to be applied. One special feature of
Loctite MAX 2 is its exceptionally high
stress intensity factor, which is a measure
of toughness. This excellent toughness
also has a positive effect on the fatigue
behavior under load. Leaf springs in
cars are constantly subjected to dynamic
loading under driving conditions, so
the use of flexible materials with a high
fatigue tolerance considerably prolongs
the life of such components.
Resin injection processes such as
RTM predominate in the manufacture
of automotive composites for mass-
produced automobiles because they
make it possible to control the curing
reaction more reliably, either by adjusting
the temperature or adding an accelerator.
Furthermore, the risk of local
overheating and resulting shrinkage is
reduced, as the polyurethane resin Loctite
MAX 2 generates
less heat overall
during curing than
epoxy resins do.
As a result, even
thick components
with many fiber
layers cure fast.
The RTM process
is especially
attractive for
volume production
of cars as fast
curing of the matrix resin permits short
cycle times to be achieved.
The product range of Benteler-
SGL, a joint venture of Benteler
Automobiltechnik and the SGL Group,
includes body shell components such
as side blades, doors and visible carbon
components. The composite components,
which are designed specifically for
massproduction consist mainly of
carbon and glass fibers in various textile
forms such as stitched or woven fabrics.
Customers include almost all the big
names in the automotive industry,
primarily in the premium class.
Combined process technology expertise (SUBHEAD)
“While developing these composite leaf
springs, the competencies of Benteler-
SGL and Henkel complemented each
other perfectly,” says Frank Deutschländer,
Global Market Manager Automotive at
Henkel AG & Co. KGaA. “With our
matrix resin technology Loctite MAX 2,
we were able to establish a new process
at Benteler-SGL that is tailored to the
automotive industry and gives this fiber
composite component an attractive
properties profile.”
Given the more stringent CO2 exhaust
standards, lightweight construction is
becoming ever more important for the
automotive industry. The composite
components from Benteler-SGL help to
reduce fuel consumption while offering
a high level of safety. “Thanks to our
intensive collaboration with Henkel,
we have succeeded in producing a resin
transfer molded glass fiber reinforced
leaf spring for the automotive industry
that not only combines low weight
with high strength but is also mass
production capable. It thus also satisfies
the highest expectations in terms of
cost-efficiency and process reliability,”
says Frank Fetscher, Head of Sales
and Marketing at Benteler-SGL
Automotive Composites.
Weight Cutting
The collaboration of Henkel and Benteler-SGL has made it possible to mass-produce lightweight, fibre-reinforced leaf springs based on polyure-thane matrix resin.
MARCH 2013 AFTERMARKET 41
GLOBAL
Apollo tyres has taken an-
other step forward to in-
crease its presence in the
challenging European
market. At the ongoing Geneva Motor
Show, it expanded its product portfolio
with the launch of the Apollo Alnac 4G
and the Vredestein Ultrac Vorti R. The
manufacturer says that the two tyres are
aimed at increasing its product offerings
to match the needs and expectations of
consumers.
The Ultrac Vorti R is the newest
offering from the Vredestein stables.
This high-performance tyre claims
to have a greater grip and sportiness
within a unique size range. The tyre
has been developed in partnership with
the renowned automotive design house
of Giugiaro. With a Y speed rating the
tyre is capable of crusing at speeds above
186mph. This makes the Ultrac Vorti
R a worthy tyre to adorn the rims of
cars such as the Audi R8, Lamborghini
Gallardo and the Porsche 911.
The Vredestein Ultrac Vorti R features
a broader tread with a flat contour
resulting in a wider contact patch, which
translates into superior grip, handling
and stability, especially on bends and
at high speeds. To improve its sideways
grip it gets large tread blocks on the
outer shoulder. To ensure optimum
performance at high speeds, the tread
compound has multiple resins that come
into play at different temperatures. It also
gets an additional groove in the central
rib which allows faster cooling.
The Apollo Alnac 4G has been
designed especially for the compact
and mid-size car segments, and is
offered with V and H ratings. It features
an asymmetrical tread and a wide
outer shoulder. It also gets high silica
compounds to optimise grip on wet
roads. The central rib has extra grooves
to improve flexibility, provide an even
pressure distribution, and reduce rolling
resistance. Apollo claims that this tyre
has excellent label values for all the
29 sizes being launched in Phase 1.
It apparently has a wet grip label of B,
rolling resistance of C, and noise at 69
db with 2 waves, which is likely to make
it an appealing option for the consumer.
Apollo Tyres Ltd is a leading Indian
tyre manufacturer. The company has
four manufacturing plants in India,
four in Southern Africa, and one in
the Netherlands. Apollo's subsidiary
companies are Apollo Tyres South Africa
Pty Ltd (previously known as Dunlop
Tyres), and Apollo Vredestein BV in
the Netherlands. India, South Africa
and Europe are the company’s three
domestic markets from where products
are exported to over 70 countries.
At the Geneva Auto Show the manufacturer launched two new high performance tyres for passenger vehicles.
The Vredestein Ultrac Vorti R features a broader tread with a flat contour
resulting in a wider contact patch, which
translates into superior grip, especially on bends
and at high speeds.
Apollo Tyres expands tyre range
42 AFTERMARKET MARCH 2013
GLOBAL
Car companies will increas-
ingly apply an omni-chan-
nel strategy to market and
sell their cars to customers.
About 4 percent of all new cars sold in
future, equalling about 4.5 million units
could be sold completely online by 2020.
In 2011 approximately 5,000 new cars
were sold solely online.
New cars will be sold via a number
of channels, leveraging the existing
dealer network and new flagship stores,
but also through online and mobile
channels, with sales staff even travelling
to customers to showcase the vehicles
digitally.
In 2009, only 4 percent of all retail
sales globally were online; a trend which
accelerated to about 11 percent of all
sales in 2011. In certain industries,
like publishing and entertainment, the
leading retailers have collected over 50
percent of their revenues online that
has forced the shut down of major brick
and mortar stores like Borders in the
US, who have failed to follow the trend.
Could this trend be witnessed in car
dealerships too in the future? Yes it can,
and dealerships and OEMs are already
innovating.
Ford UK sells new cars through its
website (http://www.fordretailonline.
co.uk/) and similarly Dacia (http://
www.dacia.co.uk/) has entered the UK
market primarily pushing its online sales
channels with dealerships for back up.
Upcoming Shop-Click-Drive website
(http://shopclickdrive.com/) is General
Motors’ new initiative to sell cars online
in association with its participating
Chevrolet dealers. New car OEMs like
Tesla (for Model S, X) and Fisker (for
Model Atlantic) are already facilitating
complete car buying process online with
assistance to its customers in different
geographies. Short-term success of
Subaru, Fiat, Smart and Volkswagen
with online auto channels like eBay,
Taobao, Jindong, Alibaba and Gilt.com
is expected to pave the future of possibly
also using other independents platforms
for pushing their products.
OEMs will choose either an
evolutionary approach or a completely
revolutionary, omni-channel approach.
In the evolutionary ‘Bricks and Clicks’
approach, car retailers are expected
to operate both brick and mortar
dealerships and online / mobile
showrooms in independent silos. The
key aim is to replace the salesman in the
dealership store with an online system.
The delivery of the vehicle is to happen
at dealerships.
However, there are two important
dimensions to the new car buying process
- the emotional and the physical touch
- that need to be mastered to create a
winning click business. In the emotional
dimension customers typically need to
be able to have empathy with the brand
and the vehicle, and it needs to be able
to infuse emotions. The physical part
involves the touch and feel of the metal,
the leather and the drivability, handling
and steering feel of the car.
Both these dimensions can be
enhanced, and not diminished, by
the online channel and OEMs are
developing new creative ways of digitally
enhancing the emotional feel of the
vehicle through simulations, augmented
reality and showing how the car is born
and delivered through cameras on the
shop floor. For the test drive, OEMs
like BMW are creating new solutions
like BMW on demand. Car companies
are also working with car sharing and
rental companies to provide test drive
experiences.
ImplicationsOne of the key macro to micro
implications of this megatrend is that
we will see shrinkage of dealership space
by about 20 percent and it will pave
way for digitalisation of the dealership
stores. OEMs will have to also invest in
an integrated channel strategy and IT
platform. Premium automotive OEMs
are taking guidance from leaders in the
consumer industry especially in luxury
(Burberry) and electronic retail (Apple)
to understand the implications to their
retail strategy.
By 2020 China and Europe will be
the key markets for new car eRetailing,
followed by the US.
Insights by: Automotive &
Transportation Practice, Frost & Sullivan
With more and more people buying online, dealerships and OEMs are busy innovating ways to make vehicle retailing a viable option.
The Future of Retailing in the Car Industry: F&S Report
PRODUCTS
MARCH 2013 AFTERMARKET 43
Automobile Care Cleaning Chemicals
These chemicals are gentle and capable of effectively remov-
ing spots and stains from the painted vehicle’s body. The chemicals are also uti-lised for effectively cleaning the floors, wall panels, glasses and paint surfaces. The range of the chemicals is gentle on the car’s paints and does not hamper the shine and look of the vehicle.
Altret Performance Chemicals Gujarat Pvt LtdSurat - GujaratTel: 0261-2451807Email: [email protected]: www.altret.com
Dynamic Mechanical Analyser
Dynamic mechani-cal analyser offers six different defor-
mation modes to accurately gauge materials performance. As one piece of equipment is able to handle multiple dynamic and static measure-ments to characterise vis-coelasticity, glass transition, softening, crystallisation, phase transformation and more, it is ideal for both academic and manufacturing labs that handle many different types of materials under tight budget and time constraints. Researchers can set the sample arm and analysis head at multiple angles based on sample nature and geometry. Its key features include rapid cooling to as low as -190 C with minimal liquid nitrogen consumption which helps improve sample throughput, reduce costs, and improve operator safety, high-end temperature range of 600 C which further increas-es the application range and the linear variable differential transformer (LVDT) which measures changes in length over a measurement range of ± 1 mm with a mean resolution of 2 nm.
Mettler-Toledo India Private LimitedMumbai - MaharashtraTel: 022 – 42910111Website: www.mt.com
Automotive Part Tracking
Automotive part tracking system is self-contained
with patented ID Max and ID quick decoding algorithms. It is omni-directional and can read codes presented at any angle even if there are
variations in the part position. It integrates directly to the factory network with the Cognex Connect suite of supported industrial protocols which ensures that the PC is no longer required between the reader and the factory network. This provided complete trace-ability of the product throughout its supply chain. It reduces the overheads of many systems used in the factory and also provides ethernet connection to transfer the data directly to the factory’s server. It has expandable system capacity of 700 units/shift and provides complete traceability through supply channel.
Cognex Sensors India Pvt LtdPune - MaharashtraTel: 020- 40147840, 09881466003Fax: 020- 66280011 Email: [email protected] Website: www.cognex.com
Screen Cleaner
It can be used for cleaning lap-tops, LCD screens, cell phones and digital cameras. It features
a sterile aqueous solution which is designed by a special formula. It is a clear, odourless, alcohol, ammo-nia and vinegar free solution. The solution can effectively remove fingerprints and grease without screen erosion or damage.
Rx Infotech Pvt LtdAhmedabad - GujaratTel: 1800 1200 852, Email: [email protected]: www.rxinfotech.in
PRODUCTS
44 AFTERMARKET MARCH 2013
Power Distribution Units
Power distribution units integrate thermal man-agement with intel-
ligent power solutions. These PDUs, as a new generation of power management solu-
tions for enterprise data centres offer a low profile design that reduces airflow disruptions, an ambient air temperature rating of 65°C and more than 160 standard configurations. PDUs provide a broad range of functionality that spans from establishing basic connections to equipment, to remote access with monitoring and switching capabilities on each individual outlet. These PDUs are also UL Listed in the US and Canada and CE marked for use in the European Union. Five models are currently available which in-clude the basic, monitored, monitored pro, switched and switched pro PDUs. Some models include quick and easy setup for remote monitoring and switching, IP consolidation up to 20 PDUs from a single IP address and easy set-up from an interactive local display.
Chatsworth Products IncUSATel: 800-834-4969Email: [email protected]: www.chatsworth.com
Gear Couplings
Gear couplings are suit-able for their compact design, easy installation
and high torque density. Flex-ible couplings are an economical option for large torque and bore applications as well as an alterna-tive for narrow space installations or high speed applications. Gear coupling features the patented double crown tooth form which results in lower tooth stresses, standard 20° pressure angle and high tensile bolts for greater strength. They are interchangeable with industry standards. Application areas of gear couplings include steel mills, primary metal plants, mine concentrators, utilities, pulp, paper mills and refineries.
Best Pulleys & Couplings Pvt LtdChennai, Tamil NaduTel: 044-25261540, 42130495 Email: [email protected] Website: www.bestpulleys.in
Statement about ownership and other particulars about newspaper/periodical, namely AFTERMARKET as required to be published in the first issue of every year after the last day of February.
Form IV (See Rule 8) (Press and Reg. of Books Act, 1867)
1. Place of Publication: Ruby House, ‘A’ Wing, JK Sawant Marg, Dadar (West), Mumbai - 400 028
2. Periodicity of Publication: Monthly3. Printer’s Name: Mr Mohan Gajria Nationality: Indian Address: Ruby House, ‘A’ Wing, JK Sawant Marg, Dadar (West),
Mumbai - 400 0284. Publisher’s Name: Mr Lakshmi Narasimhan Nationality: Indian Address: Ruby House, ‘A’ Wing, JK Sawant Marg, Dadar (West),
Mumbai - 400 0285. Editor’s Name: Mr Bertrand D’Souza Nationality: Indian Address: Ruby House, ‘A’ Wing, JK Sawant Marg, Dadar (West),
Mumbai - 400 0286. Names and addresses of individuals who own the newspaper
& partners or shareholders holding more than 1% of the total capital: Network18 Media & Investments Limited** is the owner of the publication, namely AFTERMARKET, having its registered office at 503, 504 & 507, 5th Floor, Mercantile House, 15, K G Marg, New Delhi - 110 001.
Details of the shareholders of Network18 Media & Investments Limited who hold more than 1% of the paid up equity capital of the Company as on 28-02-2013 are given below:a. RRB Mediasoft Private Limited, 403, Prabhat Kiran, 17, Rajendra Place,
New Delhi - 110 008b. RB Mediasoft Private Limited, 403, Prabhat Kiran, 17, Rajendra Place,
New Delhi - 110 008c. RB Media Holdings Private Limited, 403, Prabhat Kiran, 17,
Rajendra Place, New Delhi - 110 008d. Watermark Infratech Private Limited, 403, Prabhat Kiran, 17,
Rajendra Place, New Delhi - 110 008e. Colorful Media Private Limited, 403, Prabhat Kiran, 17, Rajendra Place,
New Delhi - 110 008f. Adventure Marketing Private Limited, 403, Prabhat Kiran, 17,
Rajendra Place, New Delhi - 110 008g. Shinano Retail Private Limited, 4th Floor, Court House,
Lokmanya Tilak Marg, Dhobitalao, Mumbai - 400 002h. Nexg Ventures India Private Limited, C-157, Industrial Area,
Phase - VII, Mohali, Punjab - 160 055i. Arizona Global Services Private Limited, 1204, 12th Floor,
Hemkunt Chambers, 89, Nehru Place, New Delhi - 110 019j. Acacia Banyan Partners, Citibank N A, Custody Services, 3rd Floor,
Trent House, G Block, Plot No. 60, BKC, Bandra (East), Mumbai - 400 051k. Independent Media Trust (held in the name of its trustee),
Empire Complex, 1st Floor, 414, Senapati Bapat Marg, Lower Parel, Mumbai - 400 013
l. Network18 Media Trust (held in the name of its trustee), 503, 504 & 507, 5th Floor, Mercantile House, 15 Kasturba Gandhi Marg, Delhi - 110 001
m. Network18 Group Senior Professional Welfare Trust (held in the name of its trustee), 503, 504 & 507, 5th Floor, Mercantile House, 15 Kasturba Gandhi Marg, Delhi - 110 001
I, Lakshmi Narasimhan, hereby declare that all particulars given above are true to the best of my knowledge and belief.
Dated: 22nd February 2013
LAKSHMI NARASIMHANSignature of the publisher
** ownership of this magazine stands transferred from Infomedia Press Limited (formerly known as Infomedia18 Limited) (hereinafter “Infomedia”) to Network18 Media & Investments Limited (Network18) in pursuance of the scheme of arrangement between Network18 and Infomedia and their respective shareholders and creditors, as approved by the Hon’ble High Court of Delhi and the necessary approval of Ministry of Information and Broadcasting is being obtained.
PRODUCTS
MARCH 2013 AFTERMARKET 45
3D IC
Second generation all pro-grammable 3D IC has homo-geneous and heterogeneous
configurations. High-growth ap-plications include Nx100G/400G smart networks, top-of-rack data center switch and highest integra-tion ASIC prototyping. Notable advancements include two-level 3D interconnect with industry-standard interfaces and 5 times greater die-to-die bandwidth, 1.5-2 times logic capacity, 4 times transceiver bandwidth and integrated wide memories combined with interlaken connectivity, traffic management and packet processing IP. Co-optimisation with design tools results in two times the integration through enhanced, highly scalable algorithms, intra and inter die routing capacity and auto design closure.
Xilinx Inc.U.S.A.Tel: (408) 559-7778Fax: (408) 559-7114Website: www.xilinx.com
PRODUCTS
46 AFTERMARKET MARCH 2013
Conveyor System
EShuttle is an innova-tive con-
veyor system for pre-treatment and electrocoating ap-plication in paint shop area, which of-
fers various merits because of its unique design. It is designed for pretreatment and dip coating processes in the automo-tive industry. It can be individually adapted to the product with regards to dipping curves, mode of operation or holding time in the process bath. The E Shuttle first transports the bodies through the process baths in the pre-treatment and electro-coating zones on individual trolleys. Each trolley has its own self contained controller to control the dipping curve of the transported body and monitor its holding time in the process bath. Both the dipping curve and the process time can be individually programmed for each body type and pro-cess bath. Certain bath can be skipped in the pre-treatment or EC process.
Eisenmann India Pvt LtdThane – MaharashtraTel: 022 – 25832929Fax: 022 – 25833800Email: [email protected]: www.eisenmann.com
Tyre Service Kit
Tyre service kit for trucks and buses can be used for tube type and tube-
less tyres. This kit contains all the essential tools which should be available in the drivers cabin. This kit can help maintain tyre pressure and reduce tyre loss, which is a big concern for most fleet owners. The kit contains a fully caliberated tyre pressure gauge(0-200 psi) with dual foot chuck, tyre prodder for remov-ing foreign objects from tyre, 4 way tyre valve repair tool, cap and core tool, rigid valve extensions for ease of filling air into inside tyres, valve caps and valve cores.
Ranger StorkGhaziabad – Uttar PradeshTel: 0120-4372157Mob: 9810088341Email: [email protected]: www.rangerstork.com
Wire-Waste Reduction System
Use of wire waste reduc-tion system can reduce such waste to a length
of 4 to 12cm, which is generally upto one metre in every new production cycle. The system can be mounted on both sin-gle-spool and multi-spool dereelers and can also be retrofitted on all ULYS Modena machines that are already installed. The computer-controlled laser cable markers are easy to operate, reliable and efficient. Another key benefit of direct UV-laser marking is a reduction in the wiring weight, which subsequent-ly reduces the weight of the wire-equipped devices, lowering users’ energy costs. Such wire marking is gradually replacing sleeving in the aeronautics industry. LASELEC S.A. France Tel: +33 (0) 582 950 555Fax: +33 (0) 582 950 556Email: [email protected]: www.laselec.com
Bearing
The bearing satisfies run-ning accuracy class P4 and angular contact ball
bearing standard with a phenolic cage. Two type of ball bearings are available; angular contact ball bearing and double row cylindri-
cal roller ball bearing. The series of angular contact ball bearings are: universal matched with light preload, universal matched with medium preload and universal matched with heavy pre-load. Double row cylindrical roller ball bearings series are avail-able in metric and NNU version.
Austin Engineering Company LtdJunagadh – GujaratTel: 02873 - 252223, 252224Email: [email protected]: www.aec-bearings.com
PRODUCTS
MARCH 2013 AFTERMARKET 47
Automotive Paints
The NC automotive finish is a single component, air-drying, and nitrocellulose based paint. Refin-
ishing coating is ideal for auto car and other vehicle to get good abrasion resis-tance, petrol and oil resistance with better polishing property. The NC super finish is economical single component, air-drying, nitrocellulose based paint. Refinishing is
coating ideal base coat for auto car and other vehicle to get good abrasion resistance, petrol and oil resistance with better polishing property. The paint is also good for furniture and appliances coat-ing where fast drying is required.
Emperol ColoursMumbai - MaharashtraTel: 022-2506 5576, 09869711706Email: [email protected]: www.emperolcolours.tradeindia.com
Automotive Exhaust Flex Pipe
A typical automotive ex-haust system runs very hot and encounters an
extremely corrosive and hostile en-vironment. In addition, the range of motion between a softly mount-ed engine and exhaust pipe can be dramatic, especially with very little package room. Engineering a flexible exhaust connector de-
mands careful attention to engine and chassis dynamics to ensure life-long durability. The automotive flex pipes are engineered to ensure life-long durability. The exhaust connector provides a leak-free connection, meeting new emission standards, absorb engine rocking motions, and isolate vibration from the rest of the exhaust system, so passengers do not experience poor NVH.
Alfa FlexitubesBahadurgarh - HaryanaTel: 1276-268119, 01686-267175Mob: 09811209178Email: [email protected]
Weighing Bridge
We i g h i n g bridge are of two types:
steel and concrete. Steel weighbridge decks offer higher strength, greater reliability and faster in-stallation than conven-tional systems whereas
concrete weighbridge is the ideal choice when you are looking to operate in extreme corrosive environment. They feature fast eco-nomical installation, outstanding resistance to wear, excellent level of corrosion protection through shot-blasting and epoxy paint coating, factory build and calibrated with stringent quality stan-dards, less space consumption, level with pavement, easy access to weighbridge and its components, etc.
Essae Digitronics Pvt LtdBengaluru - IndiaTel: 080 – 40834605Fax: 080 – 40834683Email: [email protected]: www.essaedig.com
Modular instruments
NI rugged rack-mount controller and new PXI Ex-
press remote controller de-liver high data streaming per-
formance, expanding PXI platform capabilities to include PC control from off-the-shelf computing platforms. The new prod-uct offers an extremely high-performance computing combina-tion that separates system control from the peripheral modules inside the PXI chassis. The RMC-8355 1U rugged rack-mount controller for PXI and PXI express systems features up to two high-performance quad-core Intel Xeon E5620 processors, with 2.4 GHz base clock frequency and 2.66 GHz single-core turbo frequency, making it ideal for high-performance test and measurement applications, and mission critical test and con-trol. It has sustained throughput of 3.2 GB/s per direction and 5 m maximum cable length with rugged latching connectors. The NI PXIe-PCIe8381 PXI Express remote controller is a high-performance MXI link featuring a x8 Gen 2 cabled PCI Express link to connect a PXI Express chassis to desktop PCs with a fully transparent, high-bandwidth link.
National Instruments IndiaBengaluru - KarnatakaTel: 080 - 41190000Fax: 080 - 41190010Email: [email protected] Website: India.ni.com
PRODUCTS
48 AFTERMARKET MARCH 2013
Corodrill
Corodrill is a multi-appli-cation, high-performance drill that can be used
across a wide range of materials. This drill provides high capacity utilisation, flexibility and versatil-ity. With one drill for all materi-als, stock holding can be reduced and greater machine flexibility is offered leading to reduced set-up
time. Corodrill is made from micro-grained carbide for an excellent combination of hardness and toughness, resulting in high wear resistance and longer tool life. The coating has a special finishing treatment to reduce coefficient of friction. The strong web design provides excellent cross-sectional strength which combined with increased flute volume, en-hances chip evacuation. The point angle of 140º is ideally suited for multi-application drilling, with good centering capabilities and low thrust force design. The drill comes in a standard diameter range of 3–20 mm (0.118–0.787 inch) in drill lengths; 2–5 × drill diameter (DIN 6537 K and DIN 6537 L). Achievable hole tolerance is IT8–IT9 and is avail-able with internal and external coolant.
Sandvik Asia Pvt LtdPune - MaharashtraTel: 09764091414 Email: [email protected]: www.sandvik.coromant.com/in
Ignition Coil Connector
The ter-minals of i g n i t i o n
coil connector are overmoulded using a rotating mould. It is used for latch, being part of the ignition coil as-sembly. The terminals are protected by potting with epoxy after plasma pre-treatment. The ignition coil supplies the
Loudpeakers
The Revel P e r f o r m a 3 l o u d s p e a k -
ers deploy proprietary drivers throughout. It has 1-inch aluminum-dome tweeters which deliver airy, extended high-frequency re-sponse to beyond 20 kHz, with superlative detail and clarity. The tweeters operate into an exclusive patent-pending acoustic lens waveguide that is precisely shaped using an entirely-new math-ematical approach. These new waveguides result in an utterly seamless transition from the midrange to tweeter, greatly en-hancing the sense of reality and musicality. The midrange and low-frequency drivers employ aluminium cones and sophis-ticated motor systems for extraordinary resolution with low distortion. The cones have integral ribs that add strength and rigidity without added mass, resulting in very low distortion for more natural vocal and instrumental reproduction. The drivers incorporate additional refinements including cast-aluminum frames and efficiently vented, high-power motor structures, to deliver the same superb sonic character over an extraordinarily wide dynamic range. The F208 and C208 also feature a tweeter level control that allows the speakers’ high-frequency balance to be fine-tuned, and a boundary control, which enables the speakers to be tailored to individual room acoustics and place-ment positions.
Harman InternationalBengaluru – KarnatakaTel: 080 - 40976808Website: www.harman.com
required electrical voltage and energy needed to ignite air-fuel mixtures in the engine’s combustion chamber. It has high temperature resistance, excellent mechanical performance and wave soldering capabilities. Key processing benefits include low viscosity, fast cycle time, ability to mould in high cavi-tations tools, mechanical property performance at elevated temperature and wave soldering capabilities. It delivers better melt flow and mechanical properties, which allow the material to flow around sensor element and inserts for better sealing and encapsulation, improved surface quality and longer prod-uct life. In addition, the superior melt flow lessens the po-tential for damage to sensor elements and wires, as it reduces injection moulding cycle times and tooling wear.
DSM Engineering PlasticsNetherlandTel: +31 46 477 3051, Fax: +31 46 477 3959Email: [email protected] Website: www.dsmep.com
PRODUCTS
MARCH 2013 AFTERMARKET 49
The information published in this section is as per the details furnished by the respective manufacturer/
distributor. It does not represent the views of
Auto Bearings
These bearings are offered in all shapes and sizes. The range includes deep-groove,
self-aligning, thrust, cylindrical roller, tapered roller, thrust spherical roller, clutch, needle and roller bearings.
Also offered is a comprehensive range of automotive engine parts, automotive electrical parts, automotive clutches, trailer parts, fuel injection parts, automotive brake linings, automotive brake shoes, filters, suspension parts, auto lights, mirrors, etc.
Cosmo Teck Mumbai, MaharashtraTel: 022-26403687Mob: 09833811406 Email: [email protected]: www.cosmoteck.in
Wrench and Spanner
Small wrenches and spanners can replace 21 wrenches and op-
erate 42 standard sizes in inch, metric and SAE. These wrenches and spanners au-tomatically size any nut and bolt. The wrenches and spanners have self-adjusting rack and pinion design. Fea-tures include: slip-free grip, the harder they are turned; the tighter the grip, quick ratchet action and shock-proof handles up to 100 V. The wrenches and span-ners operate on rounded or stripped nuts/bolts of any standard or non-standard size.
Solsons Exports Pvt LtdAhmedabad - GujaratTel: 079-22250488, 26423515Email: [email protected]: www.solsons.com
Brake Motor
Brake motors are asynchro-nous three-
phase totally enclosed fan cooled motors. The motor brakes in the event of a power
supply failure. The braking action is always obtained through a very quick and precise stop, thereby guaranteeing a safe and prompt intervention in the event of an unforeseen power sup-ply failure. The brake motors are particularly suitable for hoist-ing and traverse applications, tooling machinery, automatic and transfer machinery in textile, ceramic and packing fields and in every situation where precision and quickness in braking are required.
Mgm-Varvel Power Transmission (P) Ltd Chennai, Tamil NaduTel: 044 - 64627008 Email: [email protected] Website : www.mgmvarvelindia.com
Blasting Machine
Machine is an airless 3w continuous loop hanger type blasting machine
used for cleaning of engine blocks and heads. The machine is designed using modern technology to achieve high cleaning rate of bulky volume and heavy weight item with large surface area economically. The railway wagon of approxi-mately 1864 cubic meters volume and 30 metric tons weight hav-ing external area 82 square meters is cleaned within a half hour time. Varieties of different diameter blast wheels each powered as per requirement based on the location and blast directions is the prime selection of auto blast chamber. This parameter is most suitable and economical solution as per installation, operation and maintenance aspects. It helps in saves power, abrasive and spares.
MEC Shot Blasting Equipments Pvt LtdJodhpur - RajasthanTel: 0291-2740609, 2744068 Fax: 0291-2742409Email : [email protected] Website: www.mecshot.net
50 AFTERMARKET MARCH 2013
LIST OF PRODUCTS & ADVERTISERS’
3D IC .......................................................... 43
A/C service equipment .............................BC
Auto bearing ............................................... 49
Automation.............................................. FIC
Automobile care cleaning chemical ........... 44
Automotive Dealership Excellence Awards 26
Automotive exhaust flex pipe ..................... 47
Automotive paint........................................ 47
Automotive part tracking ........................... 44
Bearing .................................................. 13,46
Bearing housing ......................................... 45
Blasting machine ........................................ 49
Brake motor ................................................ 49
Brake testing equipment ...........................BC
Collision repair system ..............................BC
Conveyor system ........................................ 46
Corodrill ..................................................... 48
Dynamic mechanical analyser ................... 44
Exhibition- Engineering Expo .................... 6
Fibreglass adhesive tape ............................. 45
Filter cleaning unit ..................................... 45
Gas analyser ..............................................BC
Gear coupling ............................................. 45
Gear head ................................................... 45
Go-jack ....................................................... 45
Heating solution ...................................... BIC
Heavy duty automatic belt tensioner .......... 33
Heavy duty bike lift .................................... 45
Hydraulic press ........................................... 45
Ignition coil connector ............................... 48
Instant drying and curing technology for
water based colour ................................... BIC
Laptop trolley ............................................. 45
Loudpeaker ................................................. 48
Mobile sevice van ....................................... 45
Modular instrument ................................... 47
Parts washer ................................................ 45
Power distribution unit .............................. 45
Screen cleaner ............................................. 44
Seal ............................................................. 45
Spot welding equipment ...........................BC
Tool trolley ................................................. 45
Trnsmission jack ......................................... 45
Tyre changer ..............................................BC
Tyre inflation equiment .............................BC
Tyre service kit ........................................... 46
Waste oil disposer ...................................... 45
Weighing bridge ......................................... 47
Wheel aligner ............................................BC
Wheel balancer ..........................................BC
Wire-waste reduction system ..................... 46
Wrench and spanner .................................. 49
FIC : Front Inside Cover BIC : Back Inside Cover BC: Back cover
Advertiser’s Name & Contact Details Pg No Advertiser’s Name & Contact Details Pg No Advertiser’s Name & Contact Details Pg No
Products Pg No Products Pg No Products Pg No
Our consistent advertisersFIC : Front Inside Cover BIC : Back Inside Cover BC: Back cover
Automotive Dealership Excellance Awards 27
T: +91-22-30034650
W: www.adea.in
Engineering Expo 6
T: +91-9819552270
W: www.engg-expo.com
Fox Solutions FIC
T: +91-253-6618100
W: www.foxindia.net
Fujifilm India Private Limited 35
T: +91-22-42364000
W: www.fujifilm.in
G. L. Brothers 37
T: +91-22-66047000
W: www.pilotindia.com
Helicord Transmissions Pvt. Ltd 33
T: +91-44-26247915
W: www.helicord.com
Litel Infrared Systems Pvt Ltd BIC
T: +91-20-66300636
W: www.litelir.com
Madhus Garage Eqpts BC
T: +91-80-26660656
W: www.madhusindia.com
National Engineering Industries Ltd 13
W: www.nbcbearings.com
Oil Lube Systems 45
T: +91-129-2430786
Puja Fluid Seals Pvt Ltd 45
T: +91-20-27112016
W: www.pujaseals.com
Rohan Standox Autolack 21
T: +91-22-65803331
W: www.spraytec.net
State Bank Of India 9
W: https://sbiforsme.sbi.co.in
Vodafone India Limited 17
W: www.vodafone.in
Not Available