aftermarket - january 2012
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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.TRANSCRIPT
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. 1 No. 7 January 2012 70 Pages `50
of Anandof Anand
ThePursuit
ThePursuit
CUTTING EDGEKPIT’s Hybrid Solution
INTERVIEWNikunj Sanghi,President, FADA
EXTRA MILEAutovikas
Auto MonitorBrought to you by
JANUARY 2012 AFTERMARKET 7
IT is that time again, when the world’s largest auto exhibition, in terms of maximum number
of footfalls, is happening in Delhi. And the country is witnessing about 50 launches, again,
the largest ever in 27 years / 11 editions of the Auto Expo. More than 1,500 participants
from 25 countries are participating at the expo, which is yet another milestone in the annals
of the Expo.
Despite the sentiments being low, especially in the passenger vehicle segment, the exhibi-
tors have tried their best to make the show successful. While every edition of the expo turns
out to be yet another starting point for increased action in the following two years with
new models flooding the market, it calls for an equal or more action in the aftersales service
and aftermarket products. This is due to shrinking lifecycles of new products, which in turn
expands the used vehicles market significantly. Also, the authorised service centres are not able
to cater to the increasing demand for aftersales service, primarily due to diversity of vehicle
population. Increased focus on aftermarket will help address the consumers’ demands in terms
of service in addition to containing the counterfeit components.
The vehicle manufacturers from all the segments can look at setting up more ‘quick service
centres’ in major towns and cities and full-fledged service centres on the outskirts and smaller
towns. This will help the end-user to have routine checks done at the quick service centres
and major services done at the outskirts. Though this method of service has been prevalent for
sometime in a few cities, the numbers are not matching the demand. According to a report
released by ACMA, currently, only a small percentage of vehicles are serviced by OEMs’
authorised service centres, while the rest are serviced by unorganised segments, followed by
organised and semi-organised segments.
The multi-brand third-party service centres can even double up as authorised service centres,
if they meet the quality and service requirements of the OEMs, and offer regular services—
right from free service to paid service to accidental repairs. This will enable the end customers
access quality services at competitive costs as the OEMs’ authorised service centres and the
multi-brand third-party service centres will complement each other. It will address the issues
relating to the spread of service centres, given the country’s diversity.
Wishing you much pleasure reading. Do send us your feedback.
Show Time!
T. Murrali [email protected]
EDITORIAL
9
DECEMBER 2011 AFTERMARKET
NEWS
IN CONVERSATION
FOCUS CUTTING EDGE
COVER STORY
CONTENTS
12 SKF evaluating stop-start system for two-wheelers
14 TVS & Sons plans slew of announcements at Expo ‘12
16 Metro invests `50 crore in capacity expansion
19 Endurance plans aggressive growth in aftermarket
36 President, FADA, Nikunj Sanghi says that the OEMs should either hold on to current prices or roll back price hikes, to address the current uncertainity...
38 Skoda inaugurates advanced service training centre in Czech Republic
32 Hybrid solution awaits position in aftermarket ecosystem
12
26
36
38 32
26 The Pursuit of ‘Anand’ Anand Group is looking to establish a distribution compnay for selling spare parts manufactured by its group entities as well as other manufacturers
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. 1 No. 7 January 2012 70 Pages `50
of Anandof Anand
ThePursuit
ThePursuit
CUTTING EDGEKPIT’s Hybrid Solution
INTERVIEWNikunj Sanghi,President, FADA
EXTRA MILEAutovikas
Auto MonitorBrought to you by
Cover DesignMahesh Talkar
19
DECEMBER 2011 AFTERMARKET
JANUARY 2012 AFTERMARKET 11
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12 AFTERMARKET JAUNUARY 2012
NEWS
SKF is looking to off er ‘StopGo’
sensor-bearing solution, an automat-
ic st op-st art syst em for motorcycles
and scooters in the aftermarket. Th is
solution lowers CO2 emissions, and
improves fuel economy by an est imated
six-10 percent, depending on driving
conditions.
“We are looking to have a major
penetration for this solution in the
aftermarket. But it is not a st rict ly
plug and play syst em and requires
some degree of calibration eff ort dur-
ing the fi tment process and hence we
are looking for a suitable dist ribution
model to off er this in the aftermarket,”
said Direct or, Global, Two-Wheeler
business, SKF India, Harsha Kadam.
He added that such a syst em is likely
to have a major market for exist ing
two-wheeler population though he
did not elaborate the volume target for
this syst em in OEM or the aftermar-
ket segments.
SKF’s ‘StopGo’ design concept
allows it to be cust omised as a ready-
to-fi t unit which can be assembled
quite easily for both OEMs and as a
retrofi t for a wide range of makes of
two-wheelers already on the road. Th e
syst em can be applied to a wide vari-
ety of motorcycles, independent of
engine size.
Kadam added that the syst em is a
technically advanced and sust ainable
product from SKF for the two-wheeler
segment. It is aimed at conservation of
fuel and reduct ion of carbon emissions
from two-wheelers. Th e two-wheeler
manufact urers, end user and in turn,
the environment is going to derive huge
benefi t from this solution. When the
vehicle has st opped, i.e at traffi c lights,
‘StopGo’ senses this and, after a pre-
determined, but programmable short
time shuts off the engine. It rest arts the
engine when the throttle is turned.
SKF StopGo is a three-in-one inte-
grated sensor-bearing solution that
performs a bearing funct ion, speed
sensing and st op-st art funct ion. Th e
unit fi ts into the hub of the front wheel,
like a st andard bearing, and is con-
nect ed by a plug-and-play connect or
to a mating connect or attached to the
engine st op-st art elect ronics.
As well as sensing the speed for the
st op-st art funct ion, the speed sensing in
the SKF StopGo provides normal speed
data for digital tachometers, which are
becoming more preferred than analogue
syst ems in new two-wheeler models.
In addition, this new single-unit solu-
tion off ers advantages of weight saving
of up to 60 percent compared to the
many current separate mechanical com-
ponents needed for the front wheel
bearing and speed sensing.
Abhishek Parekh
SKF evaluating stop-start system for two-wheeler aftermarket
The StopGo Syst em
14
NEWS
AFTERMARKET JANUARY 2012
IT’S going to be a slew of announce-
ments by TV Sundram Iyengar &
Sons (TVS & Sons), the holding com-
pany of the TVS Group and is also in
dealership, parts dist ribution business.
With the intent to double its dist ri-
bution business by 2015, the company
is currently at its drawing board to
formulate plans to achieve this objec-
tive. Speaking to Auto Monitor, the
Joint Managing Direct or of TVS
& Sons, R Dinesh said to accom-
plish this target the company will be
present all over India, which is now
predominantly present in south. “A big
portion of the new ventures will come
from areas other than south India.
We will be showcasing this intent at
the Auto Expo. In addition, we will
announce joint ventures with three to
four companies,” he said. As part of its
intent, the company will be expand-
ing this business beyond geographical
boundaries of India. Already it has its
presence in few countries including
Bangladesh and Sri Lanka with about
15 percent of the revenue coming from
these two countries. Th e company will
expand the dist ribution business to
more markets, he said.
Projects In PipelineSpeaking on the aftersales serv-
ice business that operates under the
division—TVS Automobile Solutions,
he said the company will have simi-
lar approach—expanding its base in
places other than south India, where
it has st rong presence. Since avail-
ability of requisite manpower and
skill development is challenging, the
company hopes to st rive hard to make
the service business as a lucrative one
so that it can attract invest ments from
diff erent quarters. Th e company is
planning to est ablish a couple of part-
nerships with organisations to impart
skills on general as well as specifi c to
TVS. It will be looking at Madhya
Pradesh and west ern India for skill
development. Th e exhibits will show-
case the company’s plans at the Auto
Expo, he said.
LogisticsWith regard to TVS Logist ics he
said, “In this line of business we will
showcase TVS as an ideal partner
for any Indian company going global
and vice versa.” Th e company is
likely to get another fresh round of
funding and an announcement will
be made towards at the expo, he said.
Utilising this opportunity it will
project the need to get indust ry st atus
for logist ics and service segments,
he concluded.
T Murrali
TVS & Sons plans announcements at Expo ’12
A big portion of the new
ventures will come from
areas other than south
India. We will be
showcasing this intent at
the Auto Expo. In addi-
tion, we will announce
joint ventures with three
to four companies
—R Dinesh,
Joint Managing Director,
TVS & Sons
R Dinesh, Jt Managing Director, TVS & Sons
JANUARY 2012 AFTERMARKET 15
PARTH Motors made a humble
beginning in the small city of Dahod
approximately 200 km away from
Ahmedabad in Gujarat and so did its
owner, Rakeshbhai. He did not have a
balance sheet to prove his worth neither
did he have a degree from a reputed uni-
versity. All Rakeshbhai had with him was
his pract ical knowledge of the market and
the skill to build cust omer relations when
he fi rst thought of having his own dealer-
ship for a three-wheeler.
Th e journey of this dealership for
Atul Auto, the three-wheeler manufac-
turer based in Rajkot (Gujarat), Parth
Motors, offi cially st arted in 2009 but
the foundation was laid as early as 2003.
Rakesh-bhai was a driver for three-wheel-
ers and dreamt of st arting a dealership.
As a driver he used to drive three-wheel-
ers manufact ured by Atul Auto and was
impressed by the quality product s that
hardly required any maintenance. So the
obvious choice of company for “his own
dealership” was Atul Auto.
“Th at was the year when autorickshaws
of Atul were being promoted aggressively.
I took up a job as a driver of one of their
autos. “It hardly needed any maintenance.
Th e autorickshaws were so st urdy that it
went on for miles on badly maintained
roads without any visits to the garage,” he
told Aftermarket.
Equipped with little knowledge of
business, Rakesh wanted to hone his skills
in the area before taking a plunge into his
own venture. He took up a job of a sales
executive with an exist ing dealership of
the same company. And it goes without
saying that he excelled at his job.
But his dream did not end here. His
aspiration was to set-up a dealership of
his own. In 2009, it turned into a reality.
Today, Parth Motors sells upto 40 vehi-
cles in a month and services upto 15 of
them every day. Spread across an area of
2,500 sq ft, it is one of the leading dealer-
ships in the region. “Our eff orts have been
recognised by the company in the form
of awards like ‘Best dealer Performance
Award’,” he said.
However, his journey towards his
dream was not smooth. It was not easy
to get a dealership for Rakesh, who is a
school drop-out and had no ways to fund
his business proposal. “I did not have a
balancesheet that could help in getting
a loan and no one wanted to risk their
money. But at the end honest y and hard
work paid well and with God’s grace I
could st art my business,” he recalled.
While walking an extra mile for the
manufact urer the key to succeed is “cus-
tomer relations”. “It is not just about
buying selling or buying, it is about build-
ing relations with each and every cust omer
in the market. A simple way to do this is
to wish your cust omers on the days that
are important to them. When one wishes
them on their birthdays or other occa-
sions like weddings, even two years after
they have made a purchase, it helps in
building a very st rong bond. When they
think of buying a second autorickshaw
they will always think of the same dealer.
Also, one can benefi t from the word-of-
mouth marketing, which is the primary
source of marketing in case of a product
like a three-wheeler,” he reveals.Providing
good service is another important fac-
tor. Elaborating, he said, “Whether it is
a Sunday or fest ival, our service centre is
always open. Whenever a cust omer is free
or encounters a problem they can walk
in, our mechanics will be there to provide
service.” In case, a cust omer is not able to
reach the service centre, a mechanic is sent
to the spot to help them.
A world class service can only be
provided if there is a team of motivated
employees to back-up an entrepreneur’s
vision. Th us it is crucial to build rela-
tions with his employees as with his
cust omers. “One needs to know about
the developments happening on the
personal front of their employees. It is
important to be a part of their fest ivals,
joys and sorrows,” he suggest ed. It is
the knack of being able to connect with
people, be it cust omers or employees,
which has made Parth Motors walk an
extra mile for Atul Auto. Rakesh-bhai
dreams of doing better.
Shambhavi Anand Living AspirationsLiving Aspirations
NEWS
16 AFTERMARKET JANUARY 2012
NEWS
THE pressure is mounting on tyre
manufact urers due to fact ors like the
relentless increase in rubber prices and
interest rates, but Metro Tyres is confi -
dent and in a st ate of ‘business as usual’.
Th e core mantra for the company to
overcome st ress has been increased
volumes, high exports, effi cient manu-
fact uring and eff ect ive manpower.
Th e company is planning to invest
around `50 crore at its Manesar plant,
to have a monthly additional capac-
ity of three lakh tyres. Th is facility is
expect ed to be operational within 18 to
24 months. Th e tyre maker had earlier
invest ed around `40 crore in Ludhiana
to build an extra capacity of two lakh
tyres a month for motorcycles.
“If you are not in the volume game,
then you are not in the business.”
Managing Direct or, Metro Tyres,
Rummy Chhabra announced. “High
rubber prices is an area of concern but
somehow the indust ry is managing
with the high growth and increased
product ivity and operational effi cien-
T Murrali
Metro Tyresbanks on volume
for growth
18 AFTERMARKET JANUARY 2012
NEWS
cies. We are trying to pass on some cost
to the market but not to the extent of
the rubber price rise,” he added.
Chhabra feels that the increase in
rubber price is due to the prices at the
international level and the way ahead
has to be a mix of increasing effi ciency
and passing on some cost to
the cust omers.
Metro Tyres, mainly catering to
two-wheelers and HCVs, has a techni-
cal agreement with Continental Tyres,
which helps in innovation and main-
taining technological demand from the
cust omers. Th e company has recently
launched tubeless tyres for motorcycles.
Th e choice of the segment of business
has also been lucky for the company as
the CV and two-wheelers have been
doing fairly well despite the slack. Th e
company has no plans to diversify into
passenger vehicle segment.
By effi ciency, it means the plant
capacity should be utilised to the maxi-
mum while being lean
in terms of labour and
keeping the quality
level high. Th e volume
should be high and
price competitiveness
will bring the demand.
“Automation has been an
ongoing process, and our
technology partner helps
us keep improving. Our
technicians keep in the
touch with our partner
and make improvement
on day-to-day basis.”
Chhabra said
Today quality con-
trol is important and
the cust omers are very
demanding. For OEM
business, it needs to act
very fast and for this, a
st rong R&D support is
required. In the replace-
ment market, product s
should perform but OEMs seek a lot of
innovation. Apart from paying a sub-
st antial royalty to Continental, it has its
own R&D.
Export is a key fact or nowdays, as
the rupee is weakening and Metro Tyres
keeps focus on it. Its contribution from
exports in FY11 was `100 crore and
this year, it is expect ed to touch `140
crore. Last year, it witnessed 22 percent
growth at `525 crore and a profi t margin
of around three percent and this year it
is expect ing around `600 crore. In the
next three to four years it will st rike a
top line of `1,000 crore.
Th e company has two types of
arrangement for exports—one in coun-
tries like US and Europe, where its
sells the product s in association with its
technical collaborator Continental; sec-
ondly, it goes independently in some of
the countries. Th e other countries where
it sees the potential are Latin America,
Middle East and African countries.
Th e company has few agreements
with Continental and it is the largest
outsourcing partner mainly for bicycle
tyres. It makes all the high-end tyres
for the consumption of European and
US market. Th is is not the fi rst time
the indust ry is facing a volatile situ-
ation, earlier also it faced the similar
situation. Hopefully this time also,
the indust ry will come back on track,
felt Chhabra.
Th e current annually capacity of
company from its seven plants is three
crore bicycle tyres, four crore bicycle
tubes, 24 lakh automobile tyres and
2,400 tonne of automobile tubes—from
motorcycles to HCVs. All the seven
plants are being utilised up to 90 per-
cent. It has tremendous demand from
the OEMs. All the leading OEMs are
its cust omers; however, the company is
committed to few only because of the
capacity const raints.
“Th e tyre indust ry is a combination
of both, aftermarket and OEM. As
there is a lot of pressure on the OEM
business, it’s important to have the right
mix of the aftermarket; only then can
you survive. Something like 60 percent
in aftermarket and 40 percent in OEMs
is a good mix. Our ratio is 80 percent
aftermarket and 20 percent OEMs.”
Chhabra opined.
Metro Tyres mainly pro-
duces for two-wheeler
and HCV and has a tech-
nical agreement with
Continental Tyres, which
helps in innovation and
maintaining technological
demand from the custom-
ers. The company has re-
cently launched tubeless
tyres for motorcycles
JANUARY 2012 AFTERMARKET 19
NEWS
THE aftermarket division of the
Aurangabad headquartered auto com-
ponent major, Endurance Technologies
has evolved a st rategy that will help it
grow signifi cantly in the next fi ve years.
Since its inception about ten years ago,
the division has been continuously
increasing the part numbers in its port-
folio and expanding its spread.
In addition to selling product s
manufact ured by Endurance, the after-
market division of the company also
outsources a few synergist ic prod-
uct s. Th e Vice President, Aftermarket
& Exports of the company, Biswajit
Choudhury said, “We plan to outsource
certain specifi c synergist ic product s
within our chosen product portfolio
of suspension, braking, transmission
and aluminium cast ings that are meant
for Hero Honda, TVS and Suzuki,
Yamaha Motorcycles and Scooters. ”
Th e company was est ablished in
2001, with handling just 10 part num-
bers including shock absorbers and front
fork assemblies, the division gradu-
ally enlarged its product base to reach
more than 450 now. It has also increased
the manpower from two to 36 now. It
plans to add about 100 new part num-
T Murrali
Endurance plans aggressive growth for its aftermarket sales
Endurance Product s: (L) Wheel Clutch (R) Fork Oil
20 AFTERMARKET JANUARY 2012
NEWS
bers in a span of about three to four
years. Exports, which began in 2002-
03 with consignments to Sri Lanka is
now exporting to about ten countries
including ASEAN, African and Latin
American countries. Th e current share
of exports from the revenue is 15 percent
and it hopes to increase it to 20 percent
in the next fi ve years. It currently has
about 270 dealers across the country.
Elaborating on the roadmap for the
division, Choudhury said, “We plan to
enter in parts where we are not present
as of now. In the organisation part we
plan to divide operations in to manage-
able areas for better focus.”
As part of this plan, the company
will segregate the business based on
two-wheelers and four-wheelers prod-
uct s. Initiated in metros in a small
way, this concept will be extended
to all other centers soon. Th is initia-
tive will help enhance focus besides,
building up on its st rengths in indi-
vidual segments. In addition, it will also
enhance its focus on four wheelers.
“Entry in to four-wheeler segment
will help it enhance top line growth due
to shear value of components,” he said.
Th e company is also working on tweak-
ing secondary sales as it would help
propel the demand. “We will work with
mechanics in order to create demand at
the grassroots level,” he said. As part
of the st rategy the company has been
conduct ing workshops for mechanics on
several on several issues including prod-
uct cleaning and others. It has also been
organising van campaigns and door-to-
door campaign to educate mechanics
on new product s and handling exist -
ing product s. Recently it adopted two
workshops in Aurangabad and refur-
bished it besides, providing uniforms to
the people. While it helped the compa-
ny in enhancing its branding exercise, it
also gave the workshop a new look and
the confi dence further.
According to Choudhury, the compa-
ny is keen to extend this concept to other
cities perhaps Tier II and Tier III cities
since the dependence of vehicle end users
on third-party service st ations in these
places are comparatively higher than
larger cities. Th e company will further
st rengthen its ‘Endurance Crore Club’,
which is not only a loyalty programme but
also helps motivate the dealers to enhance
their business. All the dealers who cross
`one crore sales are enrolled in the club
and they are also assessed for adopting
and following key responsible areas st ipu-
lated by Endurance, to get felicitated.
Nine dealers became the members of the
club in 2009-10 and in the following year
it increased to 21, he said.
Talking about exports, Choudhury
said the focus for the company will
be Africa, Latin America and South
American countries. To st art with
the export consignments have already
shipped to countries Mexico and El
Salvador. In few years the company
plans to have its representative in each
country it exports. Currently, it exports
around 120 part numbers and plans
to increase to over 300 in two to three
years, primarily focusing on spare parts
for two and three wheelers, he added.
Th e division which st arted off in 2001
has reached a landmark fi gures of `100
crore sales in 2010-11—within 10 years.
Endurance Technologies is a `3,200
crore group involved in the business of
aluminium die cast ing, braking, suspen-
sion and transmission. It has 16 plants in
India and three in Europe.
Endurance Product s: (L) Hub Clutch (R) Housing Clutch
22
Inheritance of a trade to a successful venture
EXTRA MILE
22 AFTERMARKET JANUARY 2012
Praveen Agarwal, Chairman, Vikas Group
EXTRA MILE
23 JANUARY 2012 AFTERMARKET
HAVING entered auto retailing busi-
ness as a GM dealer (Opel-GM’s
European car brand) in New Delhi in
2003, Autovikas has evolved into a key
dealer for the US car maker. Learning
from GM and growing with them has
given them a lot of insight into the
business.
Autovikas is a part of Vikas Group,
which is one of the leading automotive
component manufact uring compa-
nies in the country. Chairman, Vikas
Group, Praveen Agarwal said that the
US car maker has helped him defi ne
and nurture a successful automotive
dealership business.
Currently, it has four outlets and
fi ve workshops in Delhi covering
south, east , west and north and has
grown from selling an average of 35
cars per month in the early 2000s to
more than 450 cars a month currently.
As an automobile dealer, the st ory
of Autovikas goes back to when the
car manufact uring had just st arted in
India with Hindust an Motors. Parveen
Agarwal’s father—AK Agarwal setup
one of the fi rst dealerships of HM
‘Vikas Motors’ and continued in the
business until 1984 operating from
Bareilly, Uttar Pradesh and
New Delhi.
In those days, the investment
required was relatively large though
it may appear to be modest by today’s
standards. With the advent of
Maruti Suzuki, the Agarwals saw
change coming and realised that
this manufacturer is going to pro-
vide better business opportunities
for the future. Despite of the long
association with the Birla Group,
they considered it apt to change
from being the oldest HM dealer to
becoming a Maruti Suzuki dealer in
Delhi in 1984.
Sales Is The BeginningAccording to P Agarwal, the core
reason to hold top position in dealership
was due to the underst anding of the cus-
tomers. Th eir business philosophy has
been to try and underst and the cust om-
ers better than the others in the business
and fulfi lling the need of the cust omers
to the best of their capability.
“Every business that you est ablish,
you should know that only st arting it
is not the end. Selling a car is a begin-
ning of a relationship. We always
thought if we have sold someone a
product today we have added him to
our cust omer list forever. Word of
mouth has been the biggest selling
point that we had,” Agarwal added.
He made his independent entry into
this business after a change over in the
Nabeel A Khan
24 AFTERMARKET JANUARY 2012
EXTRA MILE
family in 2002 with his father hav-
ing passed away. Agarwal’s father was
also a FADA president in 1970s and a
well known personality in the indust ry.
Eventually, Maruti dealerships passed
over to his uncle. Th ough Agarwal
had entrenched himself well in the
automotive indust rial act ivity, he was
not direct ly involved in the dealer-
ship business. He had inherited the old
dealership premises, thus he thought
it would be apt to carry forward the
dealership business more as a tribute to
him due to his deep passion for dealer-
ship indust ry.
Although Agarwal had st arted his
career in automobile indust ry as a train-
ee in his father’s dealership, he had very
limited knowledge about the trade as
he did not spend much time there. In
2003, the opportunity of being the 4th
GM dealer in Delhi came along and
he took it up. Th ough GM was not a
very popular car maker in those days, it
had aggressive plans. Agarwal thought,
being a global company it would give
him a great opportunity to learn good
pract ices following which, Autovikas
Sales and Services was formed with its
fi rst outlet at Shivaji Marg, New Delhi,
which is a 3S service facility. “Learning
from GM and growing with them gave
me great insight into the business and
I could teach myself what it meant
to be a successful automobile dealer,”
Agarwal confi ded. Th is year the com-
pany expect s a turnover of `250 crore in
FY12, while last year it st ood at
`180 crore.
As competition has increased so
has the knowledge and demand of the
cust omers, and in this situation, the
company wants to rely on two aspect s:
fi rst educate your cust omer about your
product so that he takes care of it and
demands the service that is required
while the second one is to be prepared
to provide that to them.
The PillarsAutovikas asserts that it takes
human resources seriously and has a
separate training centre for sales peo-
ple. Th e dealer considers that even
though fact ories, showrooms may be
good but at the end, the person who
communicates to the cust omers at
each dealership is the most important
person between making and breaking
a sale. Th us the choice of personnel is
very important. It screens employees
very carefully and has ongoing train-
ing programmes.
“Primarily as far as the cust omer
attract ion is concerned, I feel that this
responsibility is 60:40 ratio aff air, 60
percent is by the brand and the product
and 40 percent is the dealerships. In our
40 percent, we segmentise the society
into diff erent cust omer ranges. We have
a feel of which product in which kind of
segment would be more wanted. Both
by direct and indirect ways of market-
ing and reaching to these cust omers,
we try to see how best we can have our
cust omer base.” Agarwal explained. If
the aim is to sell 100 cars, Agarwal and
his team thinks about how many good
cust omers are needed to build and nur-
tured. Th en it executes the plan keeping
in mind various const raints. He also
felt that a test drive plays a good role
in convincing the cust omer. So far the
experience has been that the more test
drives it provides to the cust omers,
the better is the conversion towards
the car.
The Autovikas Showroom
Inside The Showroom
COVER STORY
ONE of the leading component makers
in India, Anand Group is at the fi nal
st age of signing a joint venture with a
foreign partner to form a dist ribution
company for marketing of all auto-
mobile spare parts produced across its
subsidiaries as well as outside the group.
Th e eff ort of st rengthening this seg-
ment of business comes after the group
had partially lost focus in the aftermar-
ket because of the huge demand from
the car manufact urers at the beginning
of the decade. Recently, the company
has re-aligned focus on the opportunity
in this segment.
In the last two to three years, it had
notched subst antial revenue from the
aftermarket and hopes to double its
earnings in the coming three years. Th e
component maker took the decision
after experiencing inconsist encies in the
OEM business in terms of profi t mar-
gins since the 2008-09 meltdown, even
as the aftermarket has remained a st able
option during the mentioned period.
Realigning Focus“Th e aftermarket is going to be a
very important segment, which we
must address even better than what
we are doing right now because this
is one of the options which helps the
group in the times of gloom,” CEO,
Anand Group, Deepak Chopra told
Aftermarket. Presently all the com-
panies of the group are selling their
product s through individual market-
ing and a network of dist ributors. “We
do plan to have a central Anand com-
pany for which we are going to have a
joint venture with one of our foreign
partners; we can sell multiple product s
under one central company which will
include Anand product s and also our JV
partners’ product s in the aftermarket,”
Chopra said. Th e proposed company,
dedicated to aftersales will also buy
product s from other manufact urers and
sell them under its own brand so that
the total market share in the replace-
ment market increases.
“In the last two to three years, the
aftermarket has grown by over 20 per-
cent and during the recession, this
segment of business has helped the
group,” Vice President, Corporate
Aftermarket, Anand Group, Sachin
Puri said.
At a time, when the manufact urers
are wrest ling at every point to maxim-
ise savings, aftermarket off ers Anand a
Nabeel A Khan
of Anandof Anand
ThePursuit
ThePursuit
COVER STORY
26 AFTERMARKET JANUARY 2012
28 AFTERMARKET JANUARY 2012
COVER STORY
higher profi tability due to freedom to
decide the price of any product , unlike
in case of supplying to the OEMs. In
the replacement markets, if there is a
demand for a product , the increasing
cost of manufact uring can be passed
on to the cust omers. Presently, the
aftermarket is contributing around 10
percent of the total revenue of the group
but the margins in this sect or are attrac-
tive. Currently, the segment fetches
revenue of `400 crore at the group level.
Th e component maker has already
est ablished itself in the country in the
aftermarket for a number of product s.
One of the company’s subsidiaries—
Gabriel, which manufact urers shock
absorbers, has captured around 40 per-
cent of the total organised aftermarket
in the country. However, as the prod-
uct is relatively expensive, there are
a number of players selling re-condi-
tioned shock absorbers. Similarly, in the
fi lter segment, Mahle Filter Syst ems
commands 25 percent of the overall
organised aftermarket share. It sees
enough potential to increase its market
share further.
New Products In PipelineApart from the exist ing product s
(shock absorbers, pist on rings, gas-
kets, fi lters and axle components) of
the group in the replacement market,
Anand will include a new
range of product s. Th e
emerging components that
will be added from its own
st able are brake parts—
growing at a very high
pace—and air-condition-
ing components. With all
this, the group anticipates
that the aftermarket would
be worth around $six bil-
lion in the next fi ve years.
And the Anand Group
has been relentlessly pur-
suing its goal to achieve
this. It was amongst fi rst
organisations to have introduced a mul-
ti-product marketing company in the
1970s, called Asia Automotives.
Th e component manufact urer is once
again gearing up to pursue the target
in the aftermarket. It will be invest ing
heavily in developing infrast ruct ure, IT
and supply chain to make the organisa-
tion much more modernised and exert a
benchmarking for the best pract ices in
the world.
It will be putting emphasis on two-
wheelers and passenger vehicles and
small commercial vehicles. And as far
as the specifi c product s are concerned,
cooling product s like radiators, con-
densers and some other product s for
CVs like intake manifold will be among
the priority product s.
For the two-wheeler segment,
the aftermarket is expect ed to grow
between 12 to 14 percent. While CVs
could be around eight percent, trac-
tors will be around six percent and the
fast est growing will be the small com-
mercial vehicles (three-wheelers and
other last mile connect ing vehicles),
which are likely to grow at around 20
percent. Th e usage of such vehicles for
the last mile connect ivity is increas-
ing and always overloaded so from the
aftermarket prospect ive its an attrac-
tive segment.
Th e group has around 800 st ock-
ist s and dist ributors across the country,
which is common for selling product s
manufact ured at various companies
of the group. While there are some
separate dist ributors of individual
companies of the group. Th e group cur-
rently forms the st rategy for marketing
at its corporate offi ce, which is executed
by the individual company independ-
ently. Each company of Anand has
separate marketing and sales team for
the aftermarket.
The Game PlanAnand, on the verge of making a big
leap in the aftermarket, thinks that the
GST (Goods & Service Tax) is going to
be a game changer, if it is able to align
things well. Earlier, the market was
concentrated in a few cities, but now the
business has spread across to the smaller
towns. Th e major challenges which it
sees are—fi rst ly—to reach the markets
which are spread out to even smaller
locations, secondly, the supply chain
management.
Looking at the increasing capital
cost s in India due to the rising inter-
est rates, the profi t margins are not
going to be as good as they used to be.
Also, an ineffi cient supply chain can
lead to over-st ocking, which will fur-
Spicer India Axles
Gabriel Shock Absorbers
JANUARY 2012 AFTERMARKET 29
COVER STORY
ther impact the profi t margins, thus
the importance of a secure supply chain
becomes high. If the network is st rong
and the delivery time is less then the
company can certainly take a lead posi-
tion. Th e entire supply chain, which
used to be an area of concern, will go
through a sea change.
Strengthening Weaker Links“We have been invest ing in the
warehouses in the past couple of years
and now in 2012, we will invest in the
upgradation of these warehouses. We
will introduce the modern warehouse
techniques. Earlier, these warehouses
had come up to legally avoid the higher
taxes. Th e group never thought of these
as supply-chain management tools to
get an edge over our competition,” Puri
confi ded. Now these warehouses are
going to be powering the supply chain
of the manufact urer. Th e target for the
group is to deliver the supply within 24
hours anywhere in the country.
According to an AMCA st udy, a
truck would move around 300 km a
day, so in the fi rst phase, it will achieve
around 48 hours target to make the
delivery as it will have a warehouse
at a dist ance of 600 km. Once the
infrast ruct ure is set up and GST is
implemented, there is going to be more
concentration of these hubs, which in
turn will create specialised transports
moving fast er and it will be possi-
ble to make the delivery within 24
hours. While for a shorter dist ance, the
object ive would be to make multiple
deliveries in a day.
With modernisation, the st or-
age capacity of the warehouses will be
doubled as they will have multi-lev-
el racking. Th is way, even if it runs a
warehouse in 10,000 sq ft and once the
multi-racking is complete, the capacity
could be doubled. After the expansion
in terms of space, it will st art increas-
ing the volume through horizontal
expansion. It will have also software to
support the warehouse management. A
wi-fi scanner will be used so that from
wherever someone picks a product , the
data will direct ly be refl ect ed in the
database.
Customer Is KingTh e company swears by the man-
tra ‘Th e cust omer is king’, as an overall
eff ort at the consolidated group lev-
el—a seamless automated supply chain
is on the off ering, wherein the entire
aftermarket supply chain including the
plant, mother warehouse, CFA (ware-
house) and the end cust omer are all
seamlessly linked without any human
intervention. Th e project code named
“WWW-(What the cust omer Wants,
When the cust omer Wants) will ensure
availability of product to the cust omer
during uncertain market conditions
and with fl uct uating demand
without shortages.
“We believe that competitive advan-
tage is not about beating rivals; it’s
about creating unique value for cust om-
ers. We will further invest more than
50 million in upgrading the logist ics in
2012. Seamless automated supply chain
and world class logist ics infrast ruc-
ture will bring our aftermarket supply
chain pract ices on par with world class
st andards off ering unique value for our
cust omers,” Puri asserted.
Utilising the manpower is going
to be very crucial fact or for the group
and it will put emphasis on trimming
off unproduct ive areas with the help
of information technology. “Like our
executives go to a st ockist , who has
many queries and wants the st atus of
his st ocks, pending orders, credit limits
among other information. Th is way, if
we can map those things and can pro-
vide that information on email, through
web-portal or by SMS alerts, it would
save lots of time. So they will have more
time to fi ght competition and manage
fast er delivery,” he explained. While
for the marketing it will go direct ly to
the garage people, because they are the
people who recommend product s to the
vehicle owner.
The ‘Anand’ Metre Th e component manufact urer has
identifi ed a number of drivers for after-
market st rategy, which will help double
the sales in three years. In Gabriel, the
fl agship company of Anand Group,
a CAGR of over 20 percent is being
achieved in replacement segment. A
couple of years ago, the segment was
written off as st agnant. Th e two seg-
ments: scooters and cars where the
company had a st rong aftermarket pres-
ence was not growing due to general
migration from scooters to motorcycles
and sale rest rict ion by OEMs for the
car segment in particular. However,
Anand Group’s aftermarket division has
sought to execute its st rategy and put
in place fast development of more than
150 SKUs, which covered over 90 per-
cent of the entire aftermarket range in
less than two years. Th e non-OE range
design and off ering of the widest range
in this segment gave Gabriel a leading
position in shock absorbers segment.
Coming to the heavy commercial
vehicle fi lter market, which has been tra-
ditionally dominated by duplicates, the
unorganised sect or has st arted becoming
organised, especially after introduct ion
of Cummins Engines by Tata Motors.
Hist orically, a neglect ed area by Mahle,
30 AFTERMARKET JANUARY 2012
COVER STORY
another Anand Group company, this
area of the aftermarket saw big gains
from competitors like Fleetguard after
introduct ion of Cummins engines.
Undeterred by the late entry, Anand
Aftermarket decided to take competi-
tion head-on and is currently executing a
st rategy, wherein “the role of competition
in this segment is being rewritten,” said
Puri. Since it is a st rategy in execution
at this moment, Puri could not divulge
more information, but the results have
been tremendous. According to him, the
st rategy execution is showing 50 percent
growth in this area in last two months
and the team is excited about the future.
New Launches Planned Across GroupVict or Gaskets (VGIL), an Anand
Group company introduced gaskets
that are suitable for technical capa-
bilities of the Indian garage and deliver
better performance for reconditioned
engines. A patent for this technology
code named ‘RCS’ has been applied.
Th e st rategy is indeed helping the VGIL
Aftermarket team delivering “Better
than the Best ”. In the past too, VGIL
has successfully introduced product s
like MLG—graphite gaskets, which
was probably for the fi rst time in India.
While niche product range is on the
pipeline, by upgrading the OEM design.
Another subsidiary of the group
Perfect Circle (PCIL) is successfully
off ering niche product s. In the past ,
chrome scraper rings were introduced as
a niche product , which became one of
the best sellers.
According to the company, in 2010,
PCIL was the fi rst to introduce PVD
(Physical Vapour Deposition) rings.
And along the same lines and over
time, a number of application designs
have been upgraded with the latest
technology. Perfect Circle PVD rings
are the largest selling latest technol-
ogy product with more than 90 percent
share of this high technology segment.
While Spicer India is planning to intro-
duce a new brand not only to fi ght
unorganised/lower end of the aftermar-
ket sect or but also to expand portfolio
to heavy duty axles in 2012. And it has
aggressive plans to capture market share
with this new brand.
Vict or Gaskets
32
Hybrid solution awaits position in
Aftermarket ecosystem
CUTTING EDGE
WOULD a vehicle owner be recep-
tive to the idea of converting his/her
car into a hybrid drive? Even as many
professionals in the automotive sec-
tor ponder over this quest ion, KPIT
Cummins is reasonably certain that a
sizeable demand could exist for retro-
fi tting a hybrid convertor into vehicles.
Such a solution could be combination
of solution or a 'plug-and-play' model
depending on various fact ors.
“We are working on a hybrid con-
version option 'Revolo' that we feel
can be suitable for in the Indian condi-
tion. Moreover, Indian market requires
an inexpensive and easy to use solu-
tion rather than exist ing ones off ered
by OEMs, which are beyond the reach
of a large segment of cust omers and
not suitable in the Indian conditions.
We are targeting around 35 percent
reduct ion in fuel consumption,” said
Manager-Strategic Relations, Hybrid
Solutions, KPIT Cummins, Chinmay
Abhishek Parekh
32 AFTERMARKET JANUARY 2012
Ravi Pandit, MD, KPIT Syst ems receiving the Technology Innovations Award 2011
34 AFTERMARKET JANUARY 2012
CUTTING EDGE
Pandit. He added that hybrid cars or
potential hybrid solutions currently
off ered do not adequately take into
account the realities in India includ-
ing unreliable power supply and bad
roads. Moreover the acceptability of a
hybrid solution could greatly increase if
such a syst em is designed for an exist ing
vehicle and not the other way—vehicle
designed around the hybrid solutions—
as most OEM hybrid programmes are
developed and executed.
KPIT Cummins has formed an
equal joint venture with Bharat Forge
for manufact uring and marketing the
technology to OEMs and in the after-
market. It is also working with an
OEM in China for hybrid solution but
commercial launch of the solution in
any market is st ill some time away. It
has conduct ed trials or test runs on four
diff erent passenger car models adding
up to more than 40,000 km till date.
Th e price could range from `65,000 to
`1.5 lakh. One major area where addi-
tional work is required to be done is
choosing a battery. Th e JV could off er
kits with diff erent battery combina-
tion (including lithium ion or lead
acid) or have an exclusive tie-up with
one supplier. Moreover the test run on
the solution shows adequate harness-
ing of wast e energy during braking and
downhill descent or other scenarios,
according to company offi cials.
“We are aiming to have better per-
formance from the exist ing petrol or
diesel engines in a vehicle. We are not
looking at a scenario where the hybrid
syst em should take over the drive
train at any point during the driving
cycle,” said Managing Direct or, KPIT
Syst ems, Ravi Pandit.
Fellow hybrid solution providers
to the automotive sect or like Eaton
greatly diff er on their approach to
the market. Most are of the opinion
that a hybrid solution cannot be com-
mercially feasible for supplier or end
cust omers without adequate user sub-
sidy. Moreover, it has not proven to be
a competitive personal transportation
solution anywhere in the world.
“Globally, hybrid programmes are
being undertaken by OEMs with
major incentives and/or subsidies avail-
able from government. It is diffi cult
for an OEM to off er a good commer-
cial off ering to cust omers without the
government support,” said Executive
Direct or, Eaton India, Ramchandra
Rao. Additionally, the price range
considered for the hybrid solution is
much higher compared to Compressed
Natural Gas (CNG) kits currently
available in the aftermarket.
“Conversion to CNG or even fac-
tory fi tted kit may be suitable solution
in some parts of the country for some
segment of the market. Hybrid solution
could be preferred in certain scenario.
Both could coexist and not necessarily at
the cost of each other,” said Pandit. He
added that the JV (KPIT Bharat Forge)
is looking to off er a cost eff ect ive solution
with architect ural diff erences compared
to exist ing OEM or retrofi tment solu-
tions for hybridisation available globally.
However, any concession available from
national hybrid/elect ric mission or any
other specifi c programmes from central
or st ate governments would be a positive
st ep and could lead to lower the cost of
the product itself.
The Revolo Architect ure Ravi Pandit, MD, KPIT Syst ems
The Indian market requires an inexpensive & easy-to-use solution rather than existing ones offered by OEMs, which are beyond the reach of a large seg-
ment of customers and not suitable in the
Indian conditions
36 AFTERMARKET JANUARY 2012
IN CONVERSATION
3633333333333333333333333333333333333333333333333333333333333333336666666666666666666666666666666666666666666666666666666666666666666666666666666666
“Worst feared for
automobile retail”
Th e relentless rise of infl ation, fuel prices and interest rates are the major reasons that would make the next two years diffi cult for automobile retail. Fearing the worst, President, FADA, Nikunj Sanghi told Nabeel A Khan that the OEMs should either hold on to current prices or roll back price hikes. He insisted that the government
should off er incentives to those scraping their old cars and introduce infrastructural projects to
increase vehicle demand.
Could you provide an update
on the act ivities of FADA?
Currently, around 65 percent of
the total dealers are members of
the association. Being the only
apex body of the automobile
dealers in the country, we aim
to attain 100 percent member-
ship in the near future. Th ere
are a number of dealerships
in the hinterland and Tier
II and III cities where the
awareness level of what
FADA can do is limited.
FADA is about shar-
ing knowledge and best
pract ices and it is also
about what st rategies
are to be implemented
to sust ain the growth
and success.
36 AFTERMARKET JANUARY 2012
JANUARY 2012 AFTERMARKET 37
IN CONVERSATION
Do you think that the services
are matching the expect ations of the
cust omers?
Th e dealers are not failing to deliver
on the quality of service. Th e biggest
bottleneck that dealers are facing is avail-
ability of skilled manpower. With the
kind of technology coming in the indus-
try, unless you don’t have the skilled
manpower it is diffi cult not only for deal-
ers but also for manufact ures to deliver
the services required. Realising the gap
in the demand and supply of the skilled
manpower, the government const ituted
the skill development council and one of
the fi rst trades taken up there was auto-
technician training. And going by that,
SIAM, ACMA and FADA have joined
hands and formed a skill development
council and we are in the process of roll-
ing out auto technician courses across the
county soon and that is being supported
by the central government.
What is FADA doing to bring
common transport law in country?
FADA did take a very important
st ep in this direct ion by conduct ing a
transport commissioners’ workshop in
Delhi a couple of years back. We plan
to continue that pract ice of getting all
the transport commissioners of all st ates
on a single common platform. What we
do is take the best pract ice of one st ate
and share it with the transport commis-
sioners of other st ates. Moreover, the
government has also created inter-st ate
transport council where it is trying to
make all the transport laws common
including the road tax st ruct ure.
What is the roadmap for auto-
mobile retailing?
Th e fest ival period has not lived upto
expect ations. Usually, a fest ival period
sees a 20-30 percent increase in sales as
against the rest of the months, but this
cycle has not happened this time. Post -
fest ival, most dealers are experiencing
lower footfalls and enquiries. As a result,
this is a challenging period and it could
get worse. Th ere are a number of rea-
sons for this: Infl ation has impact ed the
commodity prices, that has resulted in
increased prices of vehicles in the last
six months. Th e second blow is that the
increased interest rates imposed to con-
trol the infl ation have led to higher EMIs.
Finally, the relentless hike of fuel prices.
Th ese three fact ors have severely
impact ed the demand of automobiles.
Now with infl ation not being under
control and the government tighten-
ing the noose further, the automobile
demand is going to be aff ect ed.
Do you foresee a threat for deal-
ership business?
Immediately, I don’t see dealerships
shutting down, but it is going to be dif-
fi cult for them to be profi table. What
happens when demand goes down, is
that there is an increased pressure on
sales due to which, the cost of sales also
goes up as you need to hire more people
and off er bigger discounts. Th us profi t-
ability is going to dip.
Where are the automotive sect or
and dealership business heading?
If you look at the SIAM’s project ion
for vehicle demand, there is a downward
revision of the growth project ion from
12 to 16 percent to two to three per-
cent. And they are saying that they could
revise it further; obviously the manufac-
turers are also in the same mode as the
demand recession is going to continue.
It is too early to foresee anythings as the
cost of the exist ing dealership business
is very high. Th us the decision to close is
not easy for any dealer to make. Hence
there is a tendency to try and prolong any
closure in the hope of revival. So I don’t
see an immediate reason for shutting
down of the dealerships.
What kind of indicators would
you like to see for revival?
A majority of the vehicles are fi nanced.
Th us interest rates have a major impact
on the purchase decision of the vehicles.
Hence the immediate thing required is
roll back of interest rates so that the EMI
becomes easier to be paid.
Th e manufact urers will have to look
at the prices; probably they should
hold on to the current prices or roll
back the prices. Th ere has been a price
increase by the OEMs in the last two
years and I am not saying that it was
not just ifi ed because there was an
increase in the commodity prices too.
We don’t see any revival in the near
future; the next 18 to 24 months are
going to be diffi cult.
What should be done to boost
sentiments at all levels?
Th e government needs to take similar
st eps that they took when the recession
hit the indust ry back in 2008-09. Th ey
should take measures like giving incen-
tives to scrap old or ineffi cient cars and
buy new vehicles, giving impetus to gov-
ernment undertakings like st ate road
transport corporations to introduce new
fl eets and boost new infrast ruct ure that
can act ually put money into the market
and increase the demand for vehicles.
Do you think the performance
of the CV and two-wheeler segments
will continue in the same fashion?
I think that even these two segments,
which have to date sust ained recessionary
pressures, are being hit. And I under-
st and that there is a demand recession
coming from CV segment. From the
point of being a sellers’ market, the CV
segment has become a buyers’ market.
Discounting has st arted in CV segment
also and you will see the inventory levels
have st arted to rise in these dealerships. I
don’t think any segment of the automo-
bile indust ry has been left untouched by
the slowdown.
JANUARY 2012 AFTERMARKET 37
38 AFTERMARKET JANUARY 2012
FOCUS
SKODA recently kicked off its new
service training centre in the Czech
town of Kosmonosy. Th e building,
located near Skoda’s headquarters,
is one of the most advanced training
centres for the Czech Republic based
car maker. It now combines the tech-
nical and business training for the
brand's importers and dealers from all
over the world.
Th e new centre was built in four-
teen months. Th e company has invest ed
some Euro six million in the facility.
Th e EU Struct ural Fund subsidised
the project with an additional Euro
2.5 million. During the commission-
ing ceremony, Skoda’s Chairman of
the Board, Prof Dr Winfried Vahland,
emphasised the great signifi cance of
a qualifi ed dealership network for the
Growth Strategy 2018.
Th e fi ve fl oors accommodate vari-
ous learning facilities, all equipped
with the latest training and pres-
entation technology. In addition to
the numerous training rooms, there
is also a video conference room, an
archive, and a library. A body shop is
available for training bodywork con-
st ruct ors. A presentation hall, seating
100 people, provides a great envi-
ronment to comprehensively explain
vehicles. Th e top fl oor is essentially
one large conference hall. Th e par-
tially open basement serves as a
parking area for training vehicles,
as a st orage area, and the technical
back-offi ce of the building.
“Following our sales record in
2011, we would like to continue to
accelerate our expansion in the com-
ing years. Competent and qualifi ed
partners are a key fact or in sust ained
growth. Th erefore, a growth campaign
also requires a service campaign. Our
new service training centre marks
an important turning point for a
permanently st rong and competent
dealership network and another clear
sign of the Skoda’s emergence,” said
Dr Vahland. Dealerships and work-
shops with the Skoda logo currently
employ around 15 thousand employ-
ees worldwide.
In just over a year of const ruct ion,
a modern, a multi-purpose, fi ve-st o-
ry building had been completed in
Kosmonosy. “Th is centre is the cen-
tral base for the service campaign for
the coming years,” emphasises Jurgen
Stackmann, the board member for
Sales and Marketing. Th e training
program is focused in the areas of tech-
nology and processes, management
and organization, as well as IT and car
body const ruct ion. Up to 200 people
per day can be trained in theoretical
knowledge and pract ical skills.
Skoda inaugurated advanced service training centre in Czech Republic
Skoda’s Service Training Centre
JANUARY 2012 AFTERMARKET 39
STUDY
Auto Components Sector: Mixed performance;
uncertain future
MACRO-ECONOMIC concerns in the domest ic mar-
ket and base eff ect impede revenue growth in Q2 FY12. Th e
Indian auto components indust ry witnessed a moderation
in revenue growth in Q2, FY12 (based on our sample of 36
select list ed entities), with growth being fl at on QoQ basis;
although revenue growth continued to be in double digits on
YoY basis. Within our sample universe, however, there was
a wide variance in the performance of individual companies
with revenue growth being relatively higher for companies
dependent on the domest ic two-wheeler (2W) and Light
Commercial Vehicle (LCV) segments; and growth being
lower/ negative for companies dependent on the Medium
& Heavy Commercial Vehicle (M&HCV) and Passenger
vehicle (PV) segments. Th is broadly mirrors the trend in
sales volumes seen in the respect ive automobile segments in
Q2, FY12 .
Further, despite macro-economic challenges currently
being faced by the automotive indust ry— PV and M&HCV
segments in particular—due to infl ation, hardening inter-
est rates and rising fuel prices, many of the auto component
manufact urers continued to reported st rong double digit rev-
enue growth in Q2 FY12 supported by (i) component exports
to Europe for CV applications and (ii) rising share of reve-
nues from the non-automotive segment. Also, several entities
in our sample have been displaying signifi cantly higher rev-
enue growth than average over the last several quarters by
JANUARY 2012 AFTERMARKET 41
STUDY
virtue of their success in improving market share, expand-
ing product portfolio and changing product mix in favour of
higher realisation components. Th e above initiatives sailed
such companies through in Q2 FY12, like they did in earlier
quarters, allowing them to report healthy topline growth,
overall demand side pressures notwithst anding.
In the past , component suppliers whose business has
been concentrated on a few cust omers, geographies or
automotive segments have been able to maintain a rather
healthy fi nancial profi le, while the performance of their
more diversifi ed peers has experienced st ress.
Th is peculiarity is not unusual in the Indian context as a
relatively small set of OEMs enjoy a signifi cantly high mar-
ket share in each of the automotive segments; plus, most
Indian ancillaries lack adequate scale to enjoy the full ben-
efi ts of geographical or product diversity as compared to their
global counterparts. Th us, while the revenue growth of auto
component manufact urers dependent entirely on the 2W
segment remained healthy in H1 FY12 due to continued
resilience shown by this segment, the performance of com-
panies dependent on the PV segment was in st ark contrast as
volumes suff ered due to both demand side as well as supply
side concerns. Notwithst anding the above, adequacy of diver-
sifi cation—in terms of cust omer base, segment mix, product
portfolio and geographical footprint—remains a desirable
metric as it enhances a company’s ability to overcome cash
fl ow variability across business cycles and makes it better
equipped to endure cyclical shocks. In our sample too, entities
which score high on the diversifi cation parameter, have been
able to demonst rate st eady revenue growth in H1 FY12 and
in prior periods.
While our short term outlook on the auto component
indust ry’s revenue growth as a whole is sombre, the per-
formance of individual companies may continue to vary
depending on their revenue mix (OEMs/ Replacement
Market), segment leaning (PV/CV/2W) and geographical
diversifi cation (domest ic/ exports). Overall, auto component
manufact urers who have (a) st ronger presence in the replace-
ment market, (b) lower dependence on interest rate sensitive
automobile segments, and (c) geographically dispersed cus-
tomer base, are likely to be better equipped to off set the
expect ed moderation in business with domest ic OEMs in
FY12. However, as these short term pressures recede, the
auto and auto components indust ry is expect ed to revert to a
healthy growth traject ory supported by the several st ruct ural
positives associated with the Indian economy including low
automobile penetration, growing replacement demand, ris-
ing disposable incomes and demographic advantage.
Although commodity price cycle turned favourable, mar-
42 AFTERMARKET JANUARY 2012
STUDY
gin erosion continued in Q2 FY12
due to lower product ion and forex
losses. Th e prices of key raw materi-
als including st eel, aluminium, copper,
plast ic and rubber used in automobiles
had risen sharply in the beginning of
CY2009. However, considering that
average raw material prices in 2009-
10 were lower than those prevailing in
2008-09, the profi t margins of the auto
and auto components indust ry had wit-
nessed a healthy expansion in 2009-10,
supported also by st rong surge in sales
volumes resulting in operating leverage
benefi ts.
Although the buoyancy in automo-
tive demand persist ed in 2010-11, the
profi t margins of the indust ry could
not hold up to the 2009-10 levels in the
wake of continued fi rming up of raw
material prices. Consequently, profi t
margins of both auto OEMs as well
as auto component manufact urers had
generally declined during each quarter
of 2010-11 on both YoY as well as
QoQ basis.
Since the beginning of this fi scal,
however, the prices of key commodi-
ties have softened to a certain extent,
providing partial relief to the indust ry
participants. Yet, profi tability pres-
sures from other sources surfaced in Q2
FY12: (i) higher overheads on lower than
budgeted sales (ii) forex losses (on both
imports as well as rest atement of foreign
currency loans) due to sharp apprecia-
tion of USD against INR and (iii) rising
competition in select product categories
impairing pricing power. While com-
panies whose profi t margins contract ed
in Q2 FY12 due to the fi rst two reasons
could st ill expect their P&L to return
to its usual colour as the business cycle
and currency cycle correct ; companies
whose margins declined due to the third
reason, may experience greater diffi culty
in maintaining their hist orical margins.
Also, several auto component manufac-
turers had incurred sizeable invest ments
over the last several quarters to meet the
rising product ion schedules of OEMs
and towards est ablishing product ion
infrast ruct ure to supply parts for new
models launched by OEMs.
With slowdown in sales, particu-
larly in the PV segment, and relatively
lower volume growth of new models
(Honda’s Brio and Toyota’s Liva and
Etios are currently facing produc-
tion issues due to the recent fl oods
in Th ailand; product ion ramp-up of
Maruti Suzuki’s new Swift had got
caught-up in labour issues till Oct ober
2011), the utilisation of vendors’ capac-
ities has been sub-optimal. Further,
since a part of the above capex was
debt-funded, the rising interest rates
and declining profi ts have created
pressure on the interest coverage ratio
of several companies.
In the likely scenario of further
moderation in revenue growth in 2011-
12, companies having the following
charact erist ics may feel greater st ress on
their fi nancials:
• Companies engaged in capital
intensive business and having an
asset-heavy business model with
limited proportion of outsourced
manufact uring
• Companies having high fi nancial
leverage and large debt repayment
obligations which may face refi -
nancing diffi culties in the current
environment. Th e higher interest
burden on such companies may also
pull down net profi ts
• Companies holding large short term
unhedged foreign currency loans; or
FCCBs due for redemption soon
• Companies having high import
dependence, with payables not cov-
ered through forward contract s
Th e rising scepticism amongst auto ancil-
laries about the ongoing down cycle, is
also forcing them to reconsider their capex
plans over the near term.
In any case, in the current scenario,
companies that have cash balances and do
eventually decide to invest for organic or
inorganic growth, may fi nd the same more
valuable, not because of liquidity concerns
in the banking syst em, but due to their
eff ect ively lower cost of funds.
(Courtesy: ICRA)
44 AFTERMARKET JANUARY 2012
ANALYSIS
INNOVATION has become a neces-
sity and is one of the most important
success fact ors to maintain an edge in a
st rong competitive environment, espe-
cially in the automotive indust ry. Th e
changing preferences of cust omers for
advanced technology and features in cars
drive vehicle manufact urers to innovate.
With increasing awareness, cust omers
are now looking for more fuel-effi cient
cars that encompass a series of features
including safety, security, comfort, and
infotainment, with enhanced value for
money. However, the cost of ownership
of the car remains the most important
purchase fact or for an Indian cust omer,
which in turn becomes a limiting fact or
for the vehicle manufact urers’ innovations.
Changing Preferences Towards Alternate Fuels
Recently, there has been a paradigm
shift in cust omer preferences towards
diesel cars. Prices of diesel cars have
remained quite high due to the heavy
government subsidies and infl ation.
Even so, cust omers are not hesitating to
opt for the more expensive diesel variant
against petrol.
Cust omers are willing to wait for
around eight to 10 months when it comes
to buying a diesel car since the ratio of
petrol vs. diesel product ion is rather
st eep. Diesel being fuel-effi cient has led
to higher take rates, as the monthly run-
ning cost is much lower when compared
to a petrol variant. Diesel engines, today,
are built with superior technology and
their maintenance cost s are at par with
petrol variants. Th e compact segment
cars, which have the highest sales volume
compared to other segments, are always
expect ed to be launched in both the fuel
variants by the cust omers. Th ere is a
heavy shift in demand for diesel variants,
which has gone up by 75-80 percent
with the launch of models such as
Maruti Suzuki Swift, General Motors’
Chevrolet Beat, and Ford Figo, consider-
ing the above mentioned benefi ts.
However, there may be a setback in
the demand if the government’s propos-
al to increase the excise duty on diesel
cars in the Union Budget 2012-13 gets
implemented. Th e ownership benefi ts
enjoyed by the cust omers on diesel cars
are going to be dissolved if this proposal
comes into eff ect . Th is would derail the
growth of vehicle manufact urers who
have invest ed heavily in their in-house
diesel technology plant in India.
In this milieu, Compressed Natural
Gas (CNG) variants are gaining promi-
nence as the running cost s of petrol
vs CNG variants are in the ratio of
3:1. Eyeing the forthcoming demand
for CNG cars, vehicle manufact ur-
ers are launching the exist ing models
with CNG options. Maruti Suzuki has
launched fi ve of its best -selling mod-
els—Alto, Est ilo, WagonR, SX4, and
Eeco with CNG variants. Th e other
alternate fuels that are expect ed to see
higher preference in the Indian market
are elect ric vehicles and plug-in hybrid
cars with the government’s increasing
interest to boost their penetration.
Changing preferences towards health, wellness, and wellbeing features
Over the years, the automotive
indust ry has been experiencing signifi -
cant changes in cust omers’ purchase
preferences. A car that used to be looked
at merely as a means of transportation
has now evolved to become the means
for a comfortable and convenient driving
experience. Cust omers are attribut-
ing their best buy not just to the engine
technology, body design, and the car
brand, but with more emphasis on the
added features being off ered by the vehi-
cle manufact urers.
Source: Frost & Sullivan
Evolution inpreferences
Trends in Domestic Demand for Fuel Variants in Passenger Vehicles
of Indian car owners
46 AFTERMARKET JANUARY 2012
ANALYSIS
Frost & Sullivan’s Survey on Voice of
Cust omer Analysis of Passenger Vehicle
Owners found that comfortable driving,
reduced st ress while driving in uncomfort-
able external conditions, adjust able seating
syst ems, and in-car climate control are
preferred by today’s cust omers, which are
called Health, Wellness, and Well-being
(HWW) features. Th e two major fact ors
associated with st ressful driving are tog-
gling between too many features in the
car, and psychological and physical st ress,
which includes driving through congest ed
traffi c conditions and over-speeding.
Cust omers give more importance
to the car’s internal environment fea-
tures rather than its physical features,
as they look for a peaceful and comfort-
able driving experience. Having made
the air-conditioner and heater a st and-
ard fi tment in all cars moving forward
from the compact segment, and with
increasing importance being accorded
to eco-friendly features, cust omers look
for advanced features such as outside
temperature display, automatic climate
control, and good sound proofi ng to
ensure a peaceful drive.
Cust omers place a high level of
emphasis on safety features such as anti-
lock braking syst em (ABS), brake assist
syst em, airbags, child safety locks, seat
belt warning, and tyre pressure monitor-
ing syst em. Currently ABS and driver
airbags are being provided as a st andard
fi tment in high-end variants of compact
and mid-size segment cars.
Driver assist ance features such as
real-time car diagnost ics, automatic
crash notifi cation, emergency assist -
ance, and satellite navigation syst em
have gained awareness and promi-
nence. Cust omers are willing to pay the
required premium to get these safety fea-
tures as part of their new car purchase.
Safe options of st aying connect ed on
the go off ers several benefi ts. Cust omers/
Self-Driven vehicle owners prefer to
attend phone calls while driving with
reduced dist ract ion via Bluetooth hands-
free devices. Cust omers also look for
satellite navigation devices with updated
maps to locate the desired dest ina-
tion and as well to get real-time traffi c
updates to plan their route accordingly.
Th e Indian cust omer predominantly
tends to list en to music through satellite
radio, MP3 connect ion, or access digital
music while driving the car in congest ed
traffi c conditions. In-car entertainment
features become mandatory to keep the
passengers entertained on the go, thereby
leading to less st ress and a relaxed feeling
while driving. With increasing awareness
among the cust omers for such infotain-
ment features, there is an increasing
demand for safety-related connect ivity.
In future, cust omers will demand that
their vehicles are connect ed to computers,
mobile phones, and workst ations to carry
out tasks from anywhere and anytime.
In 2011, cust omers have st arted
showing willingness to pay an extra
premium for infotainment features.
Although the cost involved to develop
and manufact ure these technologies is
relatively high for an OEM, in the long
run, the take rates for these features are
expect ed to be high. With an increas-
ing number of global brands entering the
Indian market, the awareness about such
advanced features is growing, which
leads to cust omers opting for the features
if provided as a st andard fi tment by vehi-
cle manufact urers.
(Courtesy: Automotive &
Transportation Pract ice, Frost & Sullivan,
South Asia, Middle East and North Africa)
Driver Assistance Features Benefi cial for Health, Wellness, and Wellbeing of Customers
Source: Frost & Sullivan
Source: Frost & Sullivan
Features Benefi cial for Health, Wellness, and Wellbeing of Customers
48 AFTERMARKET JANUARY 2012
TECHNOLOGY
THE hist ory of the development of
Numerical Control (NC) is close-
ly linked to the rise of the aerospace
sect or in the US and the technical
challenges faced by engineers as they
designed and made craft and power
plants fl y fast er, higher, further and
with greater safety.
Th e aircraft builders pushed their
suppliers, and for a while, the technical
challenges outst ripped manufact uring
capability. Th en, in the 1970s, due to the
availability and proliferation of low cost
microprocessors, NC evolved to become
CNC, and manufact uring technology
and airplane design accelerated into the
future, with one or the other alternately
setting the pace.
For aircraft passengers, the golden
age of aviation might have been the
1950s and 60s, but for aircraft manu-
fact urers and their suppliers, the new
golden age is now. Air travel is bur-
geoning; aircraft and engines are
becoming more effi cient and reliable,
and airlines are buying them in greater
numbers. Parts manufact urers willing
to invest in the right technology, peo-
ple and processes, can fi nd themselves
working for some of the renowned
Process effi ciencylessons from
aerospace segment
Outside and Inside view of the AeroCision facility
50 AFTERMARKET JANUARY 2012
TECHNOLOGY
names in the sect or. Take Connect icut-
based AeroCision, for example.
AeroCisionFounded fi fty years ago,
AeroCision’s original owners relied
most ly on local business for their liveli-
hoods. It’s unlikely, that back in those
relatively dark ages of manufact uring
technology, they could have imagined
that one day they’d be making parts
for the latest passenger jet engines, let
alone for a cust omer more than 3,000
miles away.
AeroCision specialises in turned
‘ring’ parts for turbofan engines: typical-
ly, parts between 150 mm and 750 mm.
Its workshop is spotless, as one would
expect for a company with aerospace
st andards. Towards the back of the cur-
rent fl oor space is 15,000 sq ft available
for expansion, but in the foreground are
two manufact uring cells, one with CNC
vertical machining centres and the other
with CNC lathes.
Timely DeliveriesTwo of the most important things for
the company and its cust omers are on-
time delivery and zero defect s. Th ere are
st rict ly applied penalties for not deliver-
ing on time, even if it delivers too early.
So, the biggest challenges are schedul-
ing, controlling and reducing set-up and
cycle times. Speeds and feeds are critical
because there’s a lot of material removal.
“Our runs are 20 to 25 pieces, so we need
to be quick when we’re changing set-ups.
Th e larger parts necessitate well-designed
set-up and shuttle plates and our latest
Haas machines have tool setters. We’re
also moving towards SPC and certifying
our operators as inspect ors, which will
help us enormously. Th e SPC will allow
us to gather the data, and we’ll be able
to chart out trends live on the shop-fl oor
screens. On-machine probing will allow
us to measure the parts and send those
measurement to our database, so the
operators will be able to move the parts
through the shop that much more effi -
ciently,” according to a company offi cial.
AeroCision has a continuous, live
link to its UK cust omer, whose syst em
downloads a schedule to Chest er every
Monday morning, where it is import-
ed into the company’s ERP syst em.
People, machines and other resources
can be scheduled for the week.
During the development phase of one
particular, complex ring-part, the compa-
ny managed to have the process resolved
and the fi rst -off component made, well
ahead of schedule. It had all four Haas
mills running but needed more turning
capacity, so it bought the ST30s.
When OEMs rationalise their sup-
plier bases, there’s usually only a brief
and single opportunity for a company to
be included.
Looking AheadTh e aerospace indust ry is pushing
its suppliers more than ever to come
up with new technology, processes and
quality control—just like in the early
years of NC. Th ese days, however, man-
ufact uring technology may act ually be
setting the pace on some fronts, as CNC
machine tools in particular become more
aff ordable and precise. Expect to see
engine and aircraft development get-
ting fast er and more cost -effi cient and
precision part suppliers like AeroCision
getting a bigger piece of the act ion.
(Courtesy: Haas. View expressed
are personal)
(Top) Andrew Gibson, CEO, AeroCision (R)The biggest challenges are scheduling, con-trolling and reducing set-up and cycle times
Hall No. 5, Stall No. 5-3
52 AFTERMARKET JANUARY 2012
TECHNOLOGY
GLOBAL supplier of automotive technologies
and innovation, Federal-Mogul Corporation,
has developed an innovation that makes vehicle
interior lighting syst ems slimmer, cooler, more
effi cient and st ylish. Th e company’s new ultra-
thin lighting combines LEDs and a specially
designed lamp lens to reduce the profi le of inte-
rior lamps by up to 60 percent.
How It WorksTh e company’s touch-free light provides
increased lighting funct ions and eliminates
the driver’s search for the correct mechanical
switch in increasingly crowded consoles and
inst rument panels, enabling more attention
to remain focused on the road. Th e utilisa-
tion of this innovative technology provides for
improved durability and reduced energy use
while eliminating the design const raints of
mechanical switches.
Th e touch-free dome lamp integrates a
capacitive sensor into the vehicle’s overhead
console. Th e capacitive proximity sensor func-
tions by detect ing the hand’s conduct ivity as
it enters a fi eld. Th e fi eld sensitivity range can
be set to funct ion from 0 mm to 80 mm. As
the hand enters the fi eld, the switch is trig-
gered by a change in capacitance caused by
the conduct ivity of iron in the blood. Th e
syst em continually monitors the environment
Touch-freeinnovation
lights up Federal-Mogul’s portfolio
Ultra-thin lighting with NovaLens
54 AFTERMARKET JANUARY 2012
TECHNOLOGY
to calibrate and optimise performance
and range. Federal-Mogul’s syst em
works even when the operator is wearing
gloves, unlike competing technologies,
such as infrared proximity sensors.
Evolving TastesTh e need to make vehicles more ener-
gy effi cient coupled with the demand
from consumers for premium interiors
and personalisation is driving growth in
the use of LEDs for funct ional interior
and exterior lighting. What’s more, the
growing demand for vehicles with high-
er seating positions and lower roofl ines
means vehicle manufact urers operate
within tightening const raints to cre-
ate suffi cient headroom for occupants.
Increasing headroom is a contributing
fact or in improving the safety of occu-
pants during a rollover event.
“With interior lamp profi les typically
of 30 mm or more, the size of interior
lighting modules has been a limiting
fact or for vehicle manufact urers. Our
new lamp is just 12 mm thick, giv-
ing vehicle designers an extra 18 mm
of space and increased st yling design
opportunities.” said Federal-Mogul’s
Senior Vice President, Vehicle Safety
and Protect ion, Ramzi Hermiz.
NovaLens is a specially designed lens
that incorporates unique geometric fea-
tures, which refl ect and refract the light
from LEDs positioned at opposite sides
of the lamp to produce visually uniform
illumination from the entire lens. Th e
inner surface of NovaLens incorporates
optical features that vary in shape, depth
and position, depending on their dist ance
from the nearest LED. Th e outer sur-
face of NovaLens contains several parallel
optical fl utes.
Reduced Emissions“Th e consist ent, homogeneous
appearance of our new ultra-thin lamp
with NovaLens is unrivalled in the
indust ry,” Hermiz said. “It provides new
opportunities for interior designers and
a competitive advantage for Federal-
Mogul’s cust omers.” LED technology
can draw less than 2 W, depending on
cust omer requirements, compared to 10
W for the equivalent incandescent bulbs.
Th is reduced elect rical demand cuts CO2
emissions, which is especially important
in elect ric vehicles. LEDs also last more
than ten times as long as incandescent
bulbs and operate 95 degrees Celsius
cooler, improving thermal management,
inst allation and st yling options.
Federal-Mogul is in discussion with
vehicle manufact urers on several conti-
nents regarding its new ultra-thin lamp
with NovaLens. Th e company’s fi rst
product ion applications will reach the
market during 2012. Th e technology was
developed at Federal-Mogul’s Lighting
Technical Centre in Ann Arbor, Mich,
US, one of the company’s 18 globally net-
worked technical centres.
56 AFTERMARKET JANUARY 2012
TECHNOLOGY
TO meet General Motors’ exact ing
quality st andards, Russian-based ZAO
Vlankas invest ed in a new syst em for
painting bumpers. Eisenmann
designed the syst em to accommodate
not only a doubling of output, but also
a changeover to a water-based paint
syst em with minimum disruption
to product ion.
ZAO Vlankas of St Petersburg,
a subsidiary of Krist a Group, is the
fi rst Russian automotive supplier to
produce plast ic auto body parts for a
west ern OEM—and very proud of the
fact . Vlankas manufact ures and paints
bumpers for General Motors. In the
wake of securing this contract , the sup-
plier invest ed in a new paint syst em that
enables the implementation of GM’s
high environmental and
quality st andards.
Future-Proof Design Th e major advantage of Eisenmann’s
proposal—which gave it the edge over
three competing bids—lay in the high-
ly fl exible paint-shop design. Vlankas
needed a facility that was not only
equipped to handle the current out-
put of 240,000 bumpers per year, but
could be extended quickly and easily to
manage double that capacity as produc-
Cutting-edgepaint-shoptechnology
Redefining adaptability in the paint process
All spray booths can be retrofitted with additional robots. As coats can be applied to parts from both sides simulta-
neously, the system throughput can easily be doubledThe paint supply system is designed
to provide for eight different paints
58 AFTERMARKET JANUARY 2012
TECHNOLOGY
tion grew. Th e supplier’s project leaders
were equally interest ed in the option of
moving to water-based paints without
the need for time-consuming conver-
sions. With this capability, Vlankas
would be well placed to fulfi l future
requirements.
Eisenmann made the paint shop
readily extensible by incorporating a
skid conveyor syst em that could be
loaded from both sides. For this pur-
pose, both the loading and unloading
st ations are equipped with rotating
devices, which make it easy for a sin-
gle employee to load both sides of the
skids. A further benefi t of the skid
conveyor is that it requires less space
than a conventional chain conveyor.
Moreover, the design of the spray
booths provides for additional robots
to be retrofi tted for fl ame treatment
and the application of primer, base
coat and clear coat. Parts can be coated
from both sides of the skids without
changing the cycle time, eff ect ively
doubling the achievable throughput.
At present, Vlankas uses solvent-
based paints in a wet-in-wet process. To
allow the automotive supplier to switch
to water-based paints with minimum
disruption to product ion, the syst em
design can accommodate the inclusion
of drying and cooling zones after prim-
er and base coat application—both in
terms of fl oor space and in terms of the
process sequence.
Process Across Multiple LevelsTh e facility was to be inst alled in an
exist ing space with a width and height
of only about 12 metres. Eisenmann
mast ered this challenge on the one
hand through a very compact design,
and on the other hand by means of a
multi-level paint syst em. Th e levels are
linked by lifting devices.
Vlankas produces the bumpers by
inject ion moulding, then transports
them direct ly to the paint shop. After
being fed-in manually at level zero, the
parts move through the entire paint
process automatically. Stage one is pre-
treatment, comprising four zones on the
next level up. An interest ing feature is
the tilting and jogging st ation, which
ensures that fl uid from the rinsing zone
is removed from the concave geometries
of the parts prior to blow-off and the
drying process, which takes around 20
minutes. Th is prevents carry-over of
water into the paint process and helps
ensure a high-quality fi nish.
On the “treatment level” are the
zones for fl ame treatment, mask-
ing and ionising the bumpers, and the
spray booths for applying primer, base
coat and clear coat, with a fl ash-off
zone between each. Th e syst em lay-
out provides for eight diff erent paints
to be used at the base coat st age. Paint
changeovers are automatic. Th e oven
used in the 45-minute drying process,
which takes place at 90°C, is inst alled
on the next level up. After the cooling
zone the parts descend once more to
level zero, where the bumpers are trans-
ported to dispatching via a de-masking
and inspect ion st ation.
An Energy-Effi cient PlantTo minimise heat losses during the
drying process, the facility utilises a cam-
el-back oven, in which inlet and outlet are
located underneath the main oven unit.
Th is special design takes account of the
physical behaviour of heat. As a result,
very little heat escapes when the parts are
moved in and out, minimising energy loss
in comparison to conventionally designed
dryers. In addition, the spray booths are
air-conditioned using an air recircula-
tion syst em, which contributes to energy
effi ciency. Th e heat produced by the cool-
ing condenser is utilised for the process.
Th e exhaust air, which contains solvent, is
purifi ed in a regenerative thermal oxidiser
by an autothermal process.
(Courtesy: Eisenmann.
Views expressed are personal)
In accordance with conditions on site, the new paint shop was designed to be very compact and comprised multiple levels linked by lifting devices
Condensers are used to cool the cooling zones and air-condition the spray booths. The heat this produces is utilised in the process
JANUARY 2012 AFTERMARKET 59
PRODUCTS
Vanjax Hydraulic Scissor TruckFor safe, easy transporting and lifting of materials to work position. Th e scissor table can be raised by pump-ing the foot pedal.
Available in the types VXLT-500 / 800 (cap. 500 kg., maximum height 880 mm with a closed height of 285 mm) and VXLT - 750 / 900 (cap 750 kg., maximum height 900 mm with a closed height of 420 mm). Th e scissor lift trucks can perform variety of lifting jobs in auto servicing garage workshops, die shops, two wheeler assembly lines, and printing presses to feed paper sheets in off set presses.
Vanjax Model: WUP-VXLTRKPhone: 0091- 44 - 4282 1000, 2625 5300, 2625 4875Fax: 0091- 44 - 4598 5700Email: [email protected], [email protected]
TurbochargersTEL manufact ures turbochargers of various sizes suitable for engines from 700 cc to 23,000 cc capacity. TEL is certifi ed for ISO / TS 16949: 2002 and ISO 14001.It also has network of dist ributor branches and authorised service centres across the country.r
Turbo EnergyPhone: 044 27425613 / 717 /714Email: [email protected]
RadiatorsAlkraft’s radiators have cores with special dimple tubes that enable superior heat transfer performance. Th ey are made using super-long-life alloys that give them enhanced corrosion resist ance, while the patented ‘SRX’ syst em off ers enhanced st ruct ural durability. All of these fact ors have given the product s long life expect ancy in the indust ry.
Radiators Applications:• Automotive• Indust rial• Const ruct ion and Mining• Road Machinery• Tract ors and Agricultural Equipment• Power Generation Equipment
Alkraft ThermotechnologiesPhone: 91-44-26258750/90Fax: 91-44-26258770Email: [email protected]
Neck RestAutokame neck rest s are manufact ured with very high quality fabric, which provides highly durable and long life. Th ese neck rest s are available at very cost eff ect ive prices. Th ere are various types of neck rest are available like neck rest 101, neck rest 103, neck rest 102 to name a few.
Choudhry EnterprisesTelephone : + (91)-(11)-23910142/ 65159723 Mobile: + (91)-9717032558/ 9313208022Email: [email protected], [email protected]
Power Probe 3Power Probe 3 has built-in volt-meter, voltage drop detect or with relay and component test er. Th e device can be use to power up components like fan motor, wiper motor or horn right in hand. It also has peak-to-peak voltage detect or (up to 70VAC, 50VDC). It can identify negative, positive, and open circuits without re-polarising hook-up clips. Th e locate shorts without wast ing fuse and has two white LEDs that fl ood the work area with bright light. It also has audible monitoring with 20ft lead wire allows bumper to bumper test ing without jumper leads.
ITCModel No: ITCPROBE34Phone: 96204 63364Email: [email protected]: www.international-tools.com
60 AFTERMARKET JANUARY 2012
PRODUCTS
Hexagonal Head (Screw/Bolts)Hexagonal head (screws/bolts) are available in vari-ous thread size, key size and length. It is made of st ain-less st eel, which ensures the durability and corrosion resist ance. Further, some of the specifi cations of hexago-nal head (screws/bolts) are:• DIN: 931/933(8.8/10.9) • Range: Dia - M3 to 24 : Dia - 1/8”to 1” • Length : Up to 200 mm • SCM 435/ High tensile• Also available in st ainless st eel.
Rajendra Kumar And CompanyPhone: 011 - 23274410, 65433131, 32904859, 23285420Fax: 011-23285421Email: rkc@rkct rades.com, [email protected]: http://www.rkct rades.com/
Flap Wheels
Manufact ures from specially processed resin bonded cloth to maintain uniform fl ap wear, which gives chatter free and non-loading and rubbing operation resulting in uniform cutting with consist ent fi nish.
Applications: Finishing and grinding of metals, removal of scales and scratches, polishing and surface preparations of sheet metals, automotive components like rims, silencers, sadi guards, leg guards, handle bar, etc. prior to elect roplating and / or powder coating, removal of fi ne burrs, press fl ashes, punching burrs, solder layers, fi nishing of pipes to remove drawing defect s and welding fl ash removal.
Swajit AbrasivesTel: + 91- 240- 2553787 / 2553916E-mail: [email protected]: www.abracutindia.com
Base Loadrunner (Two-Wheeler Conventional) Base Loadrunner batteries come with a st rong grid design ensuring long life, vast availability and fantas-tic after-sales service. Th e batteries have been design to suit all new gen-eration vehicles and are adapted for Indian road conditions.
Features • Engineered and adapted to suit
Indian road conditions.• Th ese batteries are equipped with special separators with
glass matt (Glass• Fibres), which prevents shedding.• Th e sulphate arrest technology extends the life of the bat-
tery and assures greater value for money.• Th ese batteries are fact ory dry charged. Base Batteries Phone: 080-40621900Fax: 080-41104555E-mail: [email protected]: www.basebatteries.com
Air Hose ReelHose reel are the most pract ice, fast , reliable and economic way to use fl exible hose for material such as air, oil, grease, water etc. Th ey can rewind fl exible of ¼”, 1/8”, ½” and are used in all workshop garages, indust ry, gas st ation etc. Th ey are very easy to inst all.Th e hose rewind is assured by a special st eel spring test ed for many thousands of operations. Th e latching of the hose to the required length and hose rewind are automatically operated. Th ere are diff erent types of hose reel1. Air Hose Reel2. Oil Hose Reel3. Grease Hose Reel4. Water Hose Reel
SP Air ToolsPhone: + 91 22 - 26852541, 26852243 Fax: + 91 22 - 26852540E-mail: [email protected]: www.hosereel.co.in
JANUARY 2012 AFTERMARKET 61
PRODUCTS
Hydraulic Lifting TableVanjax hydraulic lifting tables (platforms) with scissor lifting Mechanism are ideal for lift-ing loads to the required height Levels on the machines, ramps, st orage racks. Load should be evenly balance on the table. Strong st eel base and upper frames are free from torsion; scissors arms are self-guide on rollers with ball or taper roller bearings.
Manual pumps or power packs with either AC or DC supply can act uate hydraulic cylinders. Hydraulics is designed for continuous operation. Lifting moreover, lowering can be done at a const ant speed. Th e overload protect ion valve is in-built in the hydraulic circuit. Other safety features can be incorporated as per cust omer’s requirements. Th ese lifting tables have all st eel fabricated st ruct ures with wheels of suita-ble size. Th ey are available in st andard capacities ranging from 500 kgs to 5000 kgs and special purpose non-st andard tailor made to individual cust omer’s requirements up to 25 tones.
VanjaxREF: WUP-VXLT-BJJPhones: 0091- 44 - 4282 1000, 2625 5300, 2625 4875Fax: 0091- 44 - 4598 5700Email: [email protected], [email protected]
Vanjax Floor Crane Hydraulic fl oor cranes are port-able (manually towable) cranes in light and heavy-duty types. Th ey have all st eel fabricated frames, and are available in st andard capacities ranging from 1000 Kgs to 2000 kgs, or tailor made to individual cus-tomer’s requirement upto 5000 kgs. Highly suited for automobile garages and tool rooms, these portable Hydraulic fl oor cranes are capable of ver-satile uses in almost all indust rial est ablishments small, medium or large.
VanjaxModel: WUP-VXFCPhones: 0091- 44 - 4282 1000, 2625 5300, 2625 4875Fax: 0091- 44 - 4598 5700E-mail:[email protected], [email protected]
Oil CoolersAlkraft’s aluminium oil cooler was the very fi rst aluminium heat exchang-er made in India. Being the pioneer in this fi eld, Alkraf continue to make best -in-class oil coolers that are the choice of prest igious project s like the Tata Motors Prima World Truck pro-gramme. Th e oil cooler designs include tube and fi n, plate and bar, and drawn cup type const ruct ions.Product Applications:• Power Steering Oil Coolers • Hydraulic Oil Coolers• Lube Oil Coolers• Transmission Oil Coolers• Oil Coolers for indust rial, earthmoving, and road con-
st ruct ion equipment
Alkraft ThermotechnologiesPhone: 91-44-26258750/90Fax: 91-44-26258770Email: [email protected]
BeltsManufact ured by using specially treated aluminum oxide and silicon carbide grains and bonded in resin over resin and resin over glue bonds backed with pre-mium polyest er cotton and heavy weight cotton back-ings suitable to withst and severe applications. Available in wide size ranges suitable from portable sanders to drum sanders in varied indust rial opera-tions right from heavy st ock removal to fi ne fi nish.
Applications: Grinding, fi nishing and polishing of hand tool, ferrous and non-ferrous cast ing, high pressure aluminum die cast ing and gravity die cast ing items, automotive drop forged components, sanitary fi tting, medium and light st ock removal applications in general engineering and applications like deburring, grinding, surface leveling and polishing etc. In duct ile and less hardened materials, wood, plast ics, paper, etc hard glass grinding and polishing, edge beveling decora-tive glass fi nishing and polishing, plywood, particleboard and beveling, decorative glass fi nishing, plywood, particleboard and laminates sanding, woodworking and wooden furniture manufact uring. Swajit AbrasivesTel: + 91- 240- 2553787 / 2553916E-mail: [email protected]: www.abracutindia.com
62 AFTERMARKET JANUARY 2012
PRODUCTS
Base Dynamo (Truck) Base Dynamo truck bat-teries st and for proven toughness and reliability. Th ey also come with an excellent pan India after sales service and it can be serviced anywhere across the country.
Features:• Designed and const ruct ed to achieve heavy-duty outputs
and to meet the demands of varied Indian conditions.• Low resist ance PE envelope with glass mat separators to
improve vibration durability and prevent internal shorting assuring maximum conduct ivity.
• Low maintenance const ruct ion ensures maximum battery performance and life.
• Special alloy grid for low maintenance, low corrosion and excellent performance in all terrain conditions.
• Aest hetically designed container and cover made of PP co-polymer have a special toughness, enabling the battery container to resist fl exing under extreme vibration.
• Special past e formulation for long life and high cranking performance.
Base BatteriesPhone: 080-40621900Fax: 080-41104555E-mail: [email protected]: www.basebatteries.com
Steering Cover Steering covers are manufact ured with very high qual-ity fabric, which is highly durable and long life and cost eff ect ive. Th ese st eering cover are also available in genuine leather, 900 series, 800 series and ruby.
Choudhry Enterprises Telephone : + (91)-(11)-23910142/ 65159723 Mobile: + (91)-9717032558/ 9313208022Email: [email protected], [email protected]
BTMF (Maintenance free) Maintenance free car batter-ies is manufact ured keeping India’s harsh weather and road conditions. Having the ability to withst and any sort of abuse, this battery will perform, even after the car gives up. Th is small change in the hood of the car will give BIG Performance, BIG Life, BIG Power and BIG Satisfact ion.
Features:• Designed with a special vibration proof element, keeping
the battery at top performance even on harsh Indian road conditions.
• High quality PP plast ic containers designed to sust ain highest and lowest temperatures.
• Long last ing life.• Reliable cranking power - Dynamic Power.• Excellent elect rical performance.• New Calcium-Tin alloy: Prevents grids surface from cor-
rosion, and reduces self discharge.• Enveloped PE separators for low elect rical resist ance :
Prevents internal short circuit between positive and nega-tive plates.
• Magic Eye Indicator : Easy to check battery’s charge st ate.• Plates reinforced with Ultra Micro Fibre and special tissue
: Increases the durability of the plate by reduced aging rate of act ive material and st rong adhesion of act ive material.
Base BatteriesPhone: 080-40621900Fax: 080-41104555E-mail: [email protected]: www.basebatteries.com
Impact Socket and Quick Release Coupling SP Air Tools manufac-tures Impact socket and accessories and quick release coupling for pneu-matic and hydraulic.
SP Air ToolsPhone: + 91 22 - 26852541, 26852243 Fax: + 91 22 - 26852540E-mail: [email protected]: www.hosereel.co.in
JANUARY 2012 AFTERMARKET 63
PRODUCTS
Sockets Flat Head Cap ScrewsTh e range of socket fl at head cap screws is incorporated with deep sockets for easy wrenching. It is available in diff er-ent length, size and diameter.
Some of the speci-fi cations of socket fl at head cap screws are:• DIN: 7991 (10.9/12.9) • Range: Dia - M2 to 24 : Dia - 3/16”to 1” • Length : Up to 100 mm • Also available in st ainless st eel. Rajendra Kumar and CompanyPhone: 011 - 23274410, 65433131, 32904859, 23285420Fax: 011-23285421Email: rkc@rkct rades.com, [email protected]: http://www.rkct rades.com/
Button Head Sockets ScrewsTh e range of button head socket screws is incorporated with deep sockets for easy wrenching. It is available in diff er-ent length, size and diameter.
In addition, the button head socket screws have the fol-lowing specifi cations: • ISO: 7380 • Range: Dia - M 3 to M 12 • Also available in st ainless st eel
Rajendra Kumar and CompanyPhone: 011 - 23274410, 65433131, 32904859, 23285420Fax: 011-23285421Email: rkc@rkct rades.com, [email protected]: http://www.rkct rades.com/
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64 AFTERMARKET JANUARY 2012
PRODUCTS
RollsManufact ured by using spe-cially treated aluminum oxide grains and bonded in resin and resin over glue bonds backed with light and heavy weight cotton backings suitable to withst and severe applications.
Applications: Rolls have majority usage in hand sanding operations required in wall surface preparation prior to painting. Earlier primer and paint removing was also useful in wool working and furniture indust ries for fi nishing. In automotive indust ries for fi nish-ing, lapping and polishing of crankshafts, camshafts and other machined and ground components grinding. It is also used for fi nishing and polishing of st ainless st eel surface in SS fabrication and indust ries like manufact urers of dairy equip-ments, chemical and pharmaceuticals processing equipments, petrochemicals and oil refi neries manufact urers etc where the surface fi nish is the prime requirement. Swajit AbrasivesTel: + 91- 240- 2553787 / 2553916E-mail: [email protected], Website: www.abracutindia.com
Tyre ChangersTh e side swinging mounting arm enables the user to inst all it near the wall occupying very less space. Th e specially designed bead break-er handles rims very gently and safely. • Suitable for Car and LCV Tyres• Side swing mounting arm• Pneumatic Twin Cylinders for
fi rm clamping• Four jaw self centering chuck• Alloy wheel plast ic protect or• Bead breaking by pneumati-
cally operated cylinders• Clockwise and Anticlockwise
rotation of turn table usinElect ric Motor
• Built-in FRL (Filter, Regulator and Lubricator)• Motorcycle adopter (Optional) ManatecPhone: +91 413 2248926, Fax: +91 413 2243222 e-mail: [email protected] | [email protected]
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JANUARY 2012 AFTERMARKET 65
ADVERTISERS’ LIST
Pg N o. Advertiser ...........................................Tel .................................E-mail ............................................Website
13 .......Anand Automotive Ltd .........................+91-11-26564542 [email protected] ... [email protected]
17 .......Aro Equipments Pvt Ltd .......................+91-124-4585400 [email protected] ......... www.aroequipments.com
9,30 ....Avery Dennison India Pvt Ltd ..............+91-124-2215581 [email protected] ..... www.enhanceyourbrand.com
55 .......Chem-Verse Consultats ........................+91-22-24095503 [email protected] ................... www.chemverse.com
57 .......Confederation Of Indian Industry .......+91-124-4013871 ........... [email protected] ..................... www.autoexpo.in
41 .......Eastman Cast & Forge Ltd ....................+91-161-2511440 [email protected]
43 .......Elofi c Industries ...................................+91-129-4281000 ...........pawans@elofi c.com ....................... www.elofi c.com
31 .......Endurance Technologies Ltd ................................................................................................................ www.endurancegroup.com
8 .........Engineering Expo .................................+91-9819552270 [email protected] .............. www.engg-expo.com
21 ....... Federal Mogul ......................................+91-124-4784530 [email protected] ..... www.federalmogul.com
45 ....... Fiem Industries Ltd ..............................+91-9991702453 ............s.narayanan@fi emindustries.com . www.fi emindustries.com
47 ....... Friendsco Engg Works (Regd) ...............+91-9810536591 [email protected] ................ www.calibrata.com
53 .......Hoec Bardahl India Ltd ........................+91-22-26044549 [email protected] . www.hoecbardahl.com
40 ....... Inventa Cleantec Pvt Ltd ......................+91-120-4727272 [email protected] ....................... www.inventa.in
BC ...... Litel Infrared Systems Pvt Ltd ..............+91-20-66300636 [email protected] ............................ www.litelir.com
BIC ..... Lubrizol Advanced Materials India Pvt Ltd. ..+91-22-66027800 [email protected] ....... www.lubrizol.com
5 .........Madhus Garage Eqpts ..........................+91-80-26660656 [email protected] .......... www.madhusindia.com
23 .......Manatec Electronics .............................+91-413-2248926 [email protected] ........................ www.manatec.net
35 .......M-Tek Engineers ...................................+91-20-66301028 [email protected] ....... www.mtekengineers.com
51 .......Padmini VNA Mechatronics Pvt. Ltd. ...+91-124-3207398 [email protected] ............... www.padminivna.com
27 .......Protech Progressive Technologies .......+91-40-23792888 [email protected] .............. www.protech-india.com
54 .......Rajan Auto Industries ..........................+91-9810031116 [email protected] ... www.raisimcon.com
49 ....... Samtel Machines ..................................+91-9990546700 [email protected] ........... www.samtelgroup.com
33 ....... Seamless Autotech Pvt Ltd ...................+91-2135-662431 [email protected] ......... www.seamlessautotech.com
25 ....... Shriram Pistons & Rings Ltd ................+91-11-23315941 [email protected]
6 ......... Sigma Freudenberg Nok Pvt Ltd ..........+91-11-42411600 [email protected] ...... www.sigmacorpoaration.com
10 ....... Sigma Vibracoustic India Pvt Ltd .........+91-11-42411600 [email protected] ...... www.sigmacorpoaration.com
FIC ...... Sushma Industries ...............................+91-80-28397463 [email protected] www.sushmaindustries.com
FGF .....Tata Motors Ltd. ...................................+91-22-66561866 [email protected] ....... www.tatamotors.com
Our consistent advertisers
DATA
66 AFTERMARKET JANUARY 2012
O
ct. 2
011
1229
616
1877
848
1150
49
4856
05
2068
69
1401
76
7350
4 28
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1317
7 10
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5 72
9202
33
1659
3 29
054
9275
278
O
ct. 2
010
1419
430
2284
344
1311
86
5222
95
2143
86
1472
41
8650
9 33
138
1578
7 10
5612
3 63
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5776
5 53
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-12)
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.V.
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Cyc
le
In
dust
rial
To
tal
C
ar
Fron
t R
ear
Trai
ler
(2
Whe
eler
/Mop
ed)
(3 W
heel
er)
CA
TE
GO
RY
WIS
E T
YR
E P
RO
DU
CT
ION
OC
TO
BE
R 2
01
1 A
ND
CO
MP
AR
ISO
NS
DATA
JANUARY 2012 AFTERMARKET 67
Oct
. 201
1 16
4497
12
8630
67
49
1006
58
1929
39
38
493
1816
6 17
00
7494
6 82
394
2129
13
20
5875
49
Oct
. 201
0 16
3068
92
540
9652
11
7952
60
0 34
04
0 37
45
1400
56
052
5066
4 64
77
2186
3 52
7417
%
Cha
nge
Oct
. 201
1 ov
er
1%
39%
(-
)30%
(-
)15%
22
1%
16%
10
0%
385%
21
%
34%
63
%
(-)6
7%
(-)9
4%
11%
Oct
. 201
0 (E
xpor
ts)
A
vg. M
thly
. Exp
ort
1817
65
1229
00
6860
13
3939
13
61
2576
19
9 18
292
6215
62
168
7163
3 91
80
7729
62
4817
(7
Mon
ths)
in F
.Y.
2011
-12
Apr
.-Oct
.
A
vg. M
thly
. Prd
n.
1483
66
8771
9 76
44
1092
73
674
2965
12
2 86
04
2857
45
338
6018
4 77
26
1096
7 49
2439
(7 M
onth
s) in
F.Y
.
2010
-11
Apr
.-Oct
.
%
Cha
nge
Apr
.-Oct
. (11
-12)
23
%
40%
(-
)10%
23
%
102%
(-
)13%
63
%
113%
11
8%
37%
19
%
19%
(-
)30%
27
%
Ove
r Apr
.-Oct
. (10
-11)
CA
TE
GO
RY
WIS
E T
YR
E E
XP
OR
TS
OC
TO
BE
R 2
01
1 A
ND
CO
MP
AR
ISO
NS
Cat
egor
y Tr
uck/
Bus
P
asse
nger
Je
ep
LCV
Trac
tor
O
tr
Sco
oter
S
coot
er
Mot
or C
ycle
Im
plem
ent
Indu
stri
al
Tota
l
Car
Fr
ont
Rea
r Tr
aile
r
(2 W
heel
er
(3 W
heel
er)
/Mop
ed)
68 AFTERMARKET JANUARY 2012
PRODUCT INDEX
3D wheel alignment systems ................................................ 23
ABS sensor cables/grommets ................................................ BIC
AC service equipment ........................................................... 5
Acc padel sensor assy ........................................................... 51
Aftermarket components ..................................................... 41
Air-conditioning equipment ................................................. 17
Auto Expo-2012 exhibition ................................................... 57
Automatic sparomatik dispenser systems ............................. 27
Automotive components ...................................................... 54
Automotive labelling machines ............................................ 9, 30
Automotive lighting machines .............................................. 45
Automotive p roducts ............................................................ 13
Bardahl additives & lubricants ............................................. 53
Belt conveyors ...................................................................... 49
Bottle cap torque testing systems......................................... FIC
Brake testing equipment ...................................................... 5
Braking s ystems .................................................................... 31
Buses .................................................................................... FGF
Bushes .................................................................................. 6, 10
Chassis assembly lines .......................................................... 49
Chassis c arriers ..................................................................... 33
Cleaning equipment ............................................................. 40
Collision repair systems ........................................................ 5
Commercial v ehicles ............................................................. FGF
Computerised integrated modular network
based oil dispensing systems ................................................ 27
Crimp testers ........................................................................ FIC
Diesel fuel injection pump test benches .............................. 47
Diesel fuel management systems ......................................... 27
Differential case assembly leak testing
machine drilling and notching spm ...................................... 49
Dust covers ........................................................................... BIC
EGR valves............................................................................. 51
Electronic control units ........................................................ 51
Engineering Expo ................................................................. 53
Filter dispenser systems ........................................................ 27
Force & torque gauges .......................................................... FIC
Force ..................................................................................... FIC
Force/pressure calibration & testing equipment .................. FIC
Front nudge guards .............................................................. 35
Fuel bowls ............................................................................ BIC
Gas analysers ........................................................................ 5
Heating s olutions .................................................................. BC
Industrial a erosols ................................................................ 55
Industrial p roducts ............................................................... 41
Instant drying & curing technology ...................................... BC
Ladders ................................................................................. 35
Lifting e quipment ................................................................. 17
Lube dispensing systems ...................................................... 27
Luggage carriers ................................................................... 35
Motor testing systems ........................................................... FIC
Mounts ................................................................................. 6, 10
Oil management systems...................................................... 27
Oil ......................................................................................... 43
Paint protection fi lms ........................................................... BIC
Pistons & pistons rings ......................................................... 25
Pistons .................................................................................. 21
Pressure sensors & indicators ............................................... FIC
Rear nude guards ................................................................. 35
Robotic MIG welding machines ............................................ 49
Seats ..................................................................................... 35
Shift lever screens ................................................................. BIC
Speciality chemicals ............................................................. 55
Spot welding equipment ...................................................... 5
Spring t esters ........................................................................ FIC
Suspension ........................................................................... 31
Synthetic l ubricants .............................................................. 55
Tensile testing machines....................................................... FIC
Torque tool testers................................................................ FIC
Torque .................................................................................. FIC
Trailers & truck bodies ......................................................... 33
Transmission ......................................................................... 6,10, 31
Tyre care equipment ............................................................ 17
Tyre changers ....................................................................... 5
Tyre infl ation e quipment ...................................................... 5
Ultra-shield car care & workshop consumables ................... 53
Used oil management systems ............................................. 27
Vacuum pumps..................................................................... 51
Wheel a ligners ...................................................................... 5
Wheel balancers ................................................................... 5
Wireless fuel management systems for commercial generator .. 27
Work shop effi ciency management systems ......................... 27
Work shop productivity improvement systems .................... 27
Product ................................................................................Pg N o. Product ................................................................................Pg No.
FIC : Front Inside Cover BIC : Back Inside Cover BC: Back cover
From boats to planes to passenger
cars, Estane TPUs will offer you
solutions to keep your business moving.
In the transportation industry, Estane®
Thermoplastic Polyurethanes are widely used
for their excellent properties such as flexibility
over a wide temperature range, optical clarity,
flame retardancy, adhesion to various substrates,
superior abrasion resistance and extreme durability.
Applications
ABS Sensor Cable/Grommet
Shift Lever Skin
Fuel Bowl
Paint Protection Film
Dust Cover/Driveshaft Boot
Co-extruded Interior Parts
Sealing Material
Rail Pad
Estane®
TPUs provide:
Abrasion Resistance
Elongation
Superior Tear Strength
Excellent Tensile Strength
Ease of Processing
© The Lubrizol Corporation 2011, all rights reserved.® Estane is a registered trademark of The Lubrizol Corporation.
Purchase it locally from our newly opened warehouse in
Mumbai!
Dust C
Co-e
Estan
For more information email us at
[email protected] or visit our web site.
www.lubrizol.com/engineeredpolymers