cp net - 1st edition fy17-18 cover page editorial cp's lead representative - prakash rawal ·...

CP Net - 1st Edition FY17-18

Cover page

Editorial

CP's Lead Representative - Prakash Rawal

Facing The GST Regime:- Ashes Nandi

North Region 2 MAPs - Real Assets for FEI Surender Singh

NCR expresses it's gratitude to the Channel Partners:- Vinai Kumar

N1 Region will reach it's full bloom in 2017 B.Maheswari :-

Central Region CP's making their presence felt:- Piyush

South Zone - a land of monumental opportunity needs to be harnessed better :- CK Sunish

East CP's does the Region Proud - Sanjib & Sudipto

West CP's contribute more than 50% Vishal.V

Glimpses of Knowledge Management Activities in FY 16-17:- Sumit Kumar

Marching ahead in manufacturing - Yogesh

The Growth Journey Continues for Drive & Automation:- Mahendra Chalke

Furnace Automation In Re-Rolling Mills:- Sanjeev Chakraborty

FEI Celebrates Coming of Age Day Subsequent to CP Gala night:- Aishwariya Singh

CP Awards - DN/SD

Employee Recognition- DN & SD

Way forward in HVAC & Water Vertical Business :- Paresh Patil

CP in Focus - M/s Virgo Technologies Pvt. Ltd :- Paresh Patil

Knowing Harithaa Power Engineers:- Mr.V.Sahasranmam

Knowing Our Channel Partner in Vasai:- Prakash

MARSYS - a productive tool for machining centre : Abhishek Chatterjee

Remote Elevator Commissioning -- Subhrit

Success Stories Through Energy Saving Routes - Sumit Kumar

Energy Saving in small Industrial Steam Boilers:- Sumit Kumar

Ring Frame Machine : Gautam Tyagi

Roll Feed Labeling:- Vishal

Book Cutting Machine:- Karuna Kumar

Cone Winding Machine :- Nitesh Patil

CPCB SCADA Server - Kushal

Interfacing HMI with Baumuller- :-Kushal

3MW Power Plant Automation For Shri Karthik Paper - Srihari

Industrial flue gas O2 analyser for an unique application - Aditya Kartik

Inculcating The Change : Prabaljeet Kalia

Perfect teaming with Pinnacle Controls leads to Glory @ Viraj:- Prakashl

Winds of Change - Iyer Madhubalan

Customer Delight - Shashank Chauhan

Fuji Electric (India)Pvt Ltd P-1

Index

CP MEET -2017

Editorial

CP Manager

Facing the GST regime

Real assets for FEI

N1 region

Central region

South /East regions

Knowledge management

West CPs contribution

Manufacturing

NCR’s gratification

D&A growth journey

Furnace Automation

Company Day

Marcom

HVAC & Water

CP in focus - Virgo Technologies

CP in focus - Harithaa Power /Access Technology

MARSYS- A Productive Tool

Remote Elevator

Energy saving success

Application - Ring frame machine

3 MW power plant automation

Application- CPCB SCADA server

Application- Interfacing HMI with Baumuller

Industrial flue gas 02 analyser

Inculcating the change

Perfect teaming

Winds of change

Customer delight

Application - Roll feed labeling

Application - Book cutting machine

Application - Cone winding machine

Application- CPCB SCADA server


Editorial• Lift & Cranes business will report to Ajay , who reports to Ma-hendra.

• HVAC & Water business will report to Paresh who reports to Mahendra.

• Social Infrastructure business which was feebly represented , will breathe a new life under Neha reporting to Achintya.

• We have appointed Sumit as the Energy manager , leaving aside his role of Energy Manager.

• Prabal leads the D&A Product Portfolio & will be championing Printing, Packaging, Web handling & Solar.

• Achintya reporting to Sanjeev will lead the Challenge Business of Process Contol, Automation & Package Control.

• Above changes allow the General sales Force in the 7 regions to be agile & fleet- footed to address the End User & General OEM’s.

• Mahendra & Sanjeev will lead their respective Business Domain Project Organisation aggressively.

• Alok , a live wire for the Nedo sponsored Panipat Smart Grid Project will provide finishing touches to the Project & take us towards the commercialisation of Smart Grid Technology.

• M.Tsuda is navigating the FEI organization for Buy & Sales of Semicoductor Products.

• Yogesh, is enhancing the facilities to produce more in numbers & varieties.

• Ashes, provides the leadership in Finance,Taxation,IT Admin-istration, HR & Personal Admin, Legal , Commercial & Contract Management.

• Fukuda San has taken up leadership role of Service Sales, Japan Desk, Business Initiatives of ED&C,CMS & Corporate Strategy.

So, the changes are many. Leverage the organisation for greater benefits.

Good luck for a 35% growth! Sell, sell,sell & Earn,earn,earn!

FEI is Enthusiastic, Ambitious & Sensitive to serve YOU ! Good Luck!!! Shoumitra Chatterjee

A Big Thank You for the last fiscal!

I would like to bask myself in glory for some time along with you before delving on business matters. Business Growth of 27% in CP business, during a tough year which saw a lot of early promises followed by challenges & thereafter uncertainties—in equal proportion. The perfor-mance is really commendable & deserves a loud applause. The elections in major North Indian States diverted atten-tions of big business hous- es & policy makers. Coupled with the Indian Environment , our World Business became difficult to predict. We saw the withdrawal of UK from EU & the unexpected Donald Trumps triumph in US. With the rise of popu- lism, the nations are changing their policies to protectionism& we all have entered a very difficult phase in business. Against this backdrop, we need to evaluate our business which discovered a lot of our own short- comings. We sincerely appreciate your help, support & encourage- ment to cross by us to our HQ in Japan. We probably had best financial year since FEI inception. I have no hesitation to borrow the words of our President Michihiro Kitazawa, who in his New Year message stated “ Our Success in Crossing the Bridge was the result of your Efforts”. The Business World dynamics & National priorities are changing fast. Swachh Bharat Abhiyaan is a reality & is on it’s march, Railway stations are looking cleaner, Port upgradations are getting it’s due, debates on whether the future Power Generation strategy should be Solar or Nuclear is gaining ground. 72% of FEI’s business is generated from West & South & in today’s term it has been classified as Zones. The other territories of N1 (UP ,UK& NCR –EU), NCR- OEM, N2 ( Punjab, Upcountry & Rajasthan), Central Region & the huge territory of East Region are growing at a much faster pace than the two defined zones. Hence, they are being bolstered by resources.

In April 17, to address the changing priorities, we have reshaped our organization. The notable changes are –

• A new leader in Channel Management in the form of Prakash.

• Verticalisation of the organization in terms of Target Industry.


I’m blessed with the opportunity of serving our CP program which has witnessed a CAGR growth of 39% since 2011 and a growth of 27% over the last year. I thank you for doing a wonderful job and my task is to improve the current momentum to reach 35% growth in the current financial year and to bring in new processes for easier business transactions. Kudos to you all for your great performances!

I take this opportunity to share my experience in diverse technology related companies. After graduating BE Electronics in 2008, I started my career with a US based Company M/s. Bryka as a field Sales and Application engineer for serving ISRO and DRDO End users. Seeing the trend in Automation & Power Electronics, I made a conscious choice to move into Power Quality with M/s. Schaffner’s exclusive partner in Mumbai. Thereafter I took the logical step of joining Fuji Electric India Pvt Ltd a name synonymous with Power Electronics. I was pleased to take the herculean task of promoting FE products in End user’s. Meeting EU’s, EPC contractors, consultants and visiting corporate head offices in heart of the Mumbai city with FEI products was a memorable experience. EU sales, often is a mix bag of opportunities which requires a TEAM work to surround cus-tomer with all possible solutions. It has a multiple opportunities to offset uneven business cycle. It needs a lot of technical expertise which has taught me to bring a 360 degree approach to gain a momentum and success. During my EU tenure,I have worked with corporate accounts Viz. TATA STEEL, JSW, ASAHI GLASS, Filatex, Aditya Birla, Asian paints etc. where the wins were always through collaborative efforts of Channel Partners, System Integrators & our own Project Department.

It was an honour to meet all of you in CP meet 2017, which was held at Leela, Mumbai on 15th April 2017. The program in the day time addressed the Business cases in three separate forums –

Drives & Machine Automation Instrumentation & Package Solution Process Automation

Leaving aside the Indian speakers talking on operational aspects & best practices , we had the SBU representatives from Ja-pan delivering presentation on Line extension of the Product families. The evening program was glittered with Award giving ceremony which was punctuated with Fun, Frolic & Entertainment.The new world of FY 17-18, will herald changes and provide new challenges due to the adaptation of GST from July . For FY 17-18, our main focus will be –

To enhance our reach to meet new & old End Users with our enhanced Product & Solution offerings. Strengthen our Service & Service Sales Business. Move into Social Infrastructure. Bolster our strength in Industrial Infrastructure through Fuji Gemco. Faster delivery & manufacturing line expansion. Introduction of Channel Financing Incentivising the Channels who respect the Commercial Policy

We urge you to get aligned with us in terms of products/ solutions and address the market opportunities.

Best of Luck for FY 17-18!!!

CP’s Lead Representative – Prakash Rawal


Facing The GST Regime:- Ashes Nandi

The ambitious Goods and Services Tax (GST) is going to be imple-mented from 1st July 2017. The government has made significant progress on this important economic reforms that will support strong and sustainable growth going forward. More clarity will come on pending aspects when the GST Council will meet in Srinagar on 18-19th May to finalise the proposed four rate categories of 5, 12, 18 and 28 percent tax rates on different goods and services along with other pending matters. Major changes in the GST regime that need attention are o Excise, Service Tax, VAT, CST, CVD, SAD, Entry Tax, Octroi, Purchase Tax, Entertainment Tax, CESS and Luxury Tax will be sub-sumed in a single tax GST. o All Forms [C, H, I, 57F4 etc.] will be discontinued.o IGST will be charged for inter-state transaction, CGST & SGST will be charged for intra-state transaction.o IGST, CGST and SGST cannot be passed on, but eligible to set-off. o Build Credit Set-Off Logic in the System as follows:-(i) IGST Credit - Set Off with IGST, CGST and SGST Liability (in sequence)(ii) CGST Credit - Set Off with CGST and IGST Liability (in sequence)(iii) SGST Credit - Set Off with SGST and IGST Liability (in se-quence)[No Set Off available between CGST Credit and SGST Liability and vice versa]o Separate registration for Import trading, domestic trading. Manufacturing etc. are no more required. There will be one regis-tration for one state even a company has many more units across the state. o Company needs to generate self-invoice and upload the same in GSTR2, a monthly report, for all purchases from unregis-tered vendors, domestic or overseas. o Company needs to cross-charge common cost [HR/FI-NANCE] to its branches as per valuation method in GST [awaiting clarity on valuation in the next GST council meeting]o There will be no SIT any more.o There will be no need to generate non-commercial excise invoice for internal transfer of materials from trading location to manufacturing location as the concept of excise location is no more valid.....o Any internal transfer of materials out of a state will be through Invoice and within the state will be on e-way bill [format is awaited]o Big worry for the companies across the industries is there is no clarity yet on how the credit of CVD and SAD on the invento-ry as on 30/06 will be available in GST regime.

Many companies are seriously thinking to reduce the inventory by substantial amount. In FEI, taking Rs.30 crores import inven-tory as on 30/06, the impact is Rs.5 cr. Approx.

o Company needs to plan purchase meticulously to ensure GRN cut-off before 30/06 because, IT system will not allow to take CVD and SAD GRN after 30/06.

o Company needs to file monthly returns for each registration. GSTR 1 for outward supply, GSTR 2 for in-ward supply, GSTR 3 which is auto-populated by GSTR1 and GSTR 2.

o Each company shall have PMT-1 which is a liabil-ity ledger and gets auto-populated from GSTR 1, PMT-2 which is a credit ledger and gets auto-populated from GSTR 2 and PMT-3 which is a cash ledger in the GST portal.

o For discharging GST liability, a company needs to use challan in PMT-4.

o Customers and vendors should be selected with greater emphasis on their registration of GST, tax compliance in GST regime and star rating awarded by the government for their tax compliance and discipline. If there is mismatch in GST in suppliers and purchasers returns, Set-off will not be allowed till the mismatch is rectified in the return. Consequent to above changes, FEI is going to bring changes in the following aspects.....

Price in the invoice [now including CVD] will be excluding CVD, since CVD will not be passed. Second page of invoice that contains details of BOE and duty will be discontinued. Only one page invoice will be issued. Invoice will be either with IGST for Inter-state billing or with CGST & SGST for intra-state billing. Clarity on rates of GST on our products and services shall be available after 2nd GST council meeting on 18th /19th May. Once known, FEI will charge accordingly in the invoice.

To conclude, there is sea change in the biggest reform in the indirect taxation system. IT system needs to be changed to adopt to the changes to ensure un-interrup-tive operation since 1st July 2017.

We received number of requests from more than is Channel partners to facilitate the learning of GTS. We are thinking of implementing of one day training/ famil-iarisation session for our CPs. You will know more from our Channel Manager.


First of all I would like to thank each and every Market Access Partner from NR2 and their team members who put their best foot forward to make FY 16-17 a very scintillating and glorious year for FEI.

NR2 MAPs drew many eyeballs with their meteoric perfomances in 16-17 in the recently concluded Channel Partner Meet at Hotel “The Leela”, Mumbai. It won maximum numbers of awards in almost all categories. All the CPs whether from Punjab or from Rajesthan stole the show completely during the gala night. Reckers Automation @ Chandigarh won the “FEI Rising Star”. Originative Solutions Ludhiana proved his worth in 16-17 and bagged max no of awards --- “Trailblazers” for achiev ing 200% plus growth over last year, “Award for Highest Growth in Earth Category” and award for “Highest Sale in PLC” on PAN India basis.

Creative Automation @ Bhilwara was again awarded with award of “Trailblazers” for achieving 200% plus growth over 15-16 and Indexel @ Kota was awarded for “Highest Sale in Transmitters” on PAN India basis.Really it was a heart touching moment for all of us by looking at the enthusiasm of all the MAPs from NR2 whose overall efforts helped us to grow more than 60% over last year in totality and made us proud in market place, I am certain that the performance of 16-17 by all the CPs will be repeated in FY 17-18 also.

NR2 will be putting its best effort to enhance the skill levels of all the existing CPs w.r.t. to the new products which are com-ing in 17-18. New CPs will be added in areas like Rajasthan to address the uncovered market like Cement and Mining. Along with the committed and visible growth in product business in FY 17-18. NR2 team will be focussing more on solution business which comprises of high End PLCs, DCS, Drives Panels, CEMS and Package Solutions. For that, NR2 is now planning to address such opportunities directly or will add automation solution do-main oriented CPs , so that we can make our presence felt in the market as turnkey automation .

North Region 2 MAPs – Real Assets for FEISurender Singh :-

Let me & my team express our gratitude to our existing channel partners and OEMs for whatever we have achieved today in NCR Region. We want to share that NCR region has grown more than Company’s overall growth %.Special thanks to M/s. Vizen Solution who expanded his operation in new business development in water pump house application, packaging, crane and special purpose machines. We are indebted to Motionman and DS Au-tomation for their growth in Elevator business in spite of challenging situations. A special word for Fortune Sales Corporation who made us grow in plastic, cable industry, injection moulding machines. M/s.Unique Technolgy con-tinued their excellence in Solar vertical.

In the present financial year, team NCR will enhance their focus in plastic & cable industry, water pumping applica-tions, packaging industries, solar vertical & obviously Ele-vator Vertical where we want to increase our dominance. Also, we are planning to make additions in our CP network so as to explore new segments in the market.

Our new channel policy will benefit the Channel fraternity in terms of profitable & planned business growth. These policies were made after gathering the feedback from our CPs on Pan India basis.

The special warranty policies for New Minis & Ace upto 15 kw will bring in necessary vigour in Channel Growth. The new channel financing scheme will help you in addressing your cash flow challenges. We promise continuous support to our CPs and wish them to grow in the range of 30’s .

Good Luck!!!

NCR expresses it’s gratitude to the Channel Partners:- Vinai Kumar


Central Region CP’s making their presence felt:- Piyush

Central Region comprises of the wide territory of Nagpur to Rourkela along the Mumbai- Kolkata rail line & the entire state of Chhattisgarh, was occasionally served in the past by West Region upto Nagpur & by East Region upto Bhilai till the be-ginning of 2016. The business was opportunistic in nature. So, when I took over in early 2016, it was a barren land with no channel partners’ to support. It was a frightening situation for sales since the customers other than the Public Sector were not aware of Fuji Electric Brand & it’s existence.

First CP of central region was Ryan automation on the instru-mentation platform who helped me to receive the first order from Rourkela Steel Plant. It’s too early for me to share the names of our newly recruited Channel Partners whose orders have been logged & totals more than 10 million. FGEM in the region is a huge success and has helped me to obtain the neces-sary recognition in the customers place.

The demand of the end users have been met by the recruitment of a Sales cum Service engineer & this move will surely help us to win the confidence of the customers in the region. This new financial year will belong to central region.

North 1 is a region carved out from erstwhile North Region in July 2016 has 5 sales engineers , 1 service cum application engineer who caters mainly to the cater EU’s in UP/UK ,NCR & a part of Rajasthan which falls in NCR . The sales engineers are backed by an application & service engineer, training school & a service center. Leaving aside the same the Fuji Gemco factory acts as the showpiece of the region to demonstrate the state of the art practices in design, engineering & panel engineering. Since the region stretches to the far flung areas of UP & UK, we have opened a home office in Lucknow . The team is fully equipped to sell, demonstrate & serve all areas of stand alone & system drives, machine/ process automa-tion & instrumentation.

To begin with, me & my team would like to thank each and every Channel partner and their team members who made best efforts to make glorious path of a truncated FY16 against all odds in market in spite of tough challeng-es from competitions and sudden demonetisation.

Congratulations! for the year 2017-18, we have taken a very aggressive approach of doubling our efforts in terms of numbers and to address customer’s requirement with our wide product range, services and best practices. In this new fiscal FY17, TEAM N1 will focus more on End User solution business and will provide complete prod-uct & package solution offerings to the industry with our technologically advance range of products. Ready-made Package solutions, CMS, PMCS, PLC, Flowmeters, Gas Analyzers, Automation solutions, DCS, training, and service sales will be the focussed offerings to broaden the horizon & making sales easier for our channel partners in verticals like Printing, Water, Sugar, Glass, Paper, Rubber, Steel, Solar, Plastic and many more.

This vision will only be a success with the co-operation of our valued Channel partners, we require all your support and help to make it happen. My request to all our CPs is to own this challenge and let’s grow together in this tough terrain. FEI focus will be more on grooming CPs who are ready to offer the customers the Fuji Solution & enhance the ownership thrill of the productive assets. Our Service Ap will go a long way to enhance the customer satisfaction.

Let’s work together in Synch!

N1 Region will reach it’s full bloom in 2017B.Maheswari :-

............................................................................................................................................................................................................


Dear South Channel Fraternity,

A mighty thanks to all of you for scripting 26% growth ! The region recorded a linear growth quarter over quarter and did not flinch over ‘de-monetisation’ which is a telling story ! The principle growth drivers of last fiscal was Solar, HVAC and Instru-mentation segment & really not from the organic growth -- both in terms of Product & Industry segment. This means, col-lectively we could have achieved lot more had we not been complacent of our golden era & unlearnt the past so rapidly. The sparks of brilliance in Solar & HVAC saved us the day. It showed that FEI with few of the Channel Partners were nimble footed & had the agility to harness the market opportunity. We had some success stories where we had adopted a tactical ploy to enhance our market share in customers like VISL, JSW, Saint Gobain and Vizag Steel . Currently, Saint Gobain , Toyota, Nissan, are good install bases to promote our CMS & Service Sales.Sparks of brilliance brought in direct orders from Krishnapatnam Port, Naval Dockyard, and Cochin Shipyard. The ability to demonstrate successfully on critical slip-ring induction motor result-ed in enhancing customer’s confidence and decimating competition. Retrofit jobs on printing press machines gained momen-tum with our proven servo solutions. RHC solution for the first time on a band saw application was a significant breakthrough made by DICS. Virgo with their contribution in HVAC did FEI proud in FE & HVAC world. Infinity Technologies made inroads in the field of Process automation by bagging one 3MW Power Plant through our channel partner, M/s. Infinity Technologies.

FEI end user & process OEM team made it’s foray in penetrating new direct end user accounts in the form of ONGC, ABB, Yokogawa,ITC, GVG Paper, Dr Reddy’s, Jaladhi Automation, L&T, FL Smidth & many others . Also, our TEAM collaborated well with our joint venture company, Fuji GEMCO to bag two orders worth 10Mnr approx.

So, as a region we have plenty of reasons to be proud of. The reorganisation @ our end along with our new market access policy & channel financing privileges will help us to address & deploy our resources better. The experiences gained last year re-inforces our optimism of 35% growth along with you. Our visibility in the region will be enhanced by our big presence in the Acrex exhibition.

South Zone – a land of monumental opportunity needs to be harnessed better :- CK Sunish

East CP’s does the Region Proud :- Sanjib & Sudipto

Channel Partners of ER hogged the lime light in the gala night of CP Meet 2017 @ Leela Hotel in Mumbai @ a glittering ceremony on 15th April. The CP’s showed tremendous zeal in raising the bar of East regional business by registering the CP growth by 64%. Two prestigious awards viz “Highest Recorder Sales in India” was pock-eted by MC Controls and Kar Brothers made us proud by receiving the Trailblazers Award, for achieving more than 150% + growth over last financial year.

Other eastern region CPs like Squarem , Aritra Instruments, Shakti Marketing, Srijan Microsystem and others helped us to cross the finishing line with head held high.

Mighty thanks to Kar Brothers and MC Control for their brilliant and timely execution of the retrofit jobs at esteemed organizations like HAL & demonstrations at RBI. Some of the applications done by both the mentioned CP’s were path breaking & would lead us to many more.

ER is now planning to extend it’s CP network to the far flung areas of NE Region & Orissa. The new FY 17-18 has started well with a Biscuit Line order from an OEM for a prestigious business house in North Region.


West Channel Partners performed extremely well, in spite of business challenges from external world. Overall CP business growth in the region was 17% and Drive & Automation Business growth was 20%.Last year saw many new CPs contributing significantly & opening new avenues of growth.

Special thanks and Congratulations to the Western Regional Channel Partners for Contributing 51% share in FEI Channel Busi-ness & for winning 12 out of 27 Channel Partner awards for FY 2016-17.

I’m certain that “Best is yet to come” & 35% CP growth will be a reality.

WR Channel partners have still not addressed the End User Segments & the new FEI organization will surely open many ave-nues for growth through – Automation in Social Infrastructure & in Industry.

Water & HVAC

Ports & Infrastructure

Nuclear

Pharma & Food

TextileOur share in the above segment is less than a % point & little effort from CP’s end can provide substantial gains. In case of lukewarm response from CP’s, CC Project juggernauts will fill the vacuum.

We have taken various initiatives for CP’s profitable growth in our new Channel Policy & strengthened our incentive policy to promote disciplined growth. To provide a better cash flow to our cash hungry partners, we have introduced Channel Financing scheme. This scheme will surely reduce burden of fund crisis and will help to streamline the business cycle.I thank you once again for your remarkable performance lets work together for a 35 % Channel Business growth.

West CP’s contribute more than 50% :- Vishal.V

Continuing the mission of skill enhancement of FEI fraternity, Knowledge Management division conducted a number of training sessions in the FY 16-17 on various products and solutions – VFD, PLC, HMI, UFM, MARSYS, WISEROT, Controllers, DC drive, Gas Analysers, Customisation Logic, 5S, DCS, Energy Conservation etc.

27 participants attended a 01 day basic training course on VFDs at M/s Tata Steel, Boisar(Maharashtra) which was appreciat-ed by the trainee’s for its contents and delivery mechanism.It helped in getting a key order of VFDs for crane application and energy saving in blower application from this prestigious customer.

Journey to extend the benefits of Knowledge Management to the future generation of engineers began with a technical workshop on “Technological Evolution in Motor Control and Latest Trends in Energy Efficiency Enhancement" conducted jointly by FEI and QPower(CP@Rajkot) at Darshan Institute of Engineering and Technology, Rajkot.It was attended by 118 students from 07 different engineering colleges based at Rajkot.

New financial year started with a buzz of numerous Knowledge Management related activities which include majorily a.Major training order from M/s Ghatghar Hydel Power Station, training attended by 14 participants in 02 batches at Bhiwandi, b).Fi-nal year Engineering student’s Project evaluation at M/s Lovely Professional Univeristy, Punjab, c).03 days detailed training on the MICREX-VieW XX(DCS) attended by 28 FEI internal staff members.03 FEJ team members provided this key training at Bhiwandi which is an indication of the seriousness of FEJ and FEI to make inroads into Factory Automation market.

By the time you read this article, you would have received our invitation to attend a 02 days comprehensive training course related to FEI’s revolutionary new warranty policy for New Mini and ACE family upto 15KW.

Glimpses of Knowledge Management Activities in FY 16-17:- Sumit Kumar

Technical Workshop at DIET, Rajkot


VFD Training at M/s Tata Steel, Boisar Ptoject Evalution-Lovely Professional University CP Service Meet

SPH / HMI training Training on MICREX-VieW XX(DCS), FEI Bhiwandi.

GETs Training, FEI Bhiwandi On-site Training on VFD system for Chillers to RIL Team, Jamnagar

Training on MARSYS, FEI Faridabad

Dear Colleagues & Business Partners,

Congratulations for your achievements in financial year 2016 in spite of tough economic and competition situation. It was a year of Make in India for Fuji Electric. We successfully established our manufacturing footprint in India with your encourage-ment and support.

The chart below indicates FEI Drive Factory progress and our future roadmap.

FEI Factory increased its machinery capacity for Drive rating up to 22kw by starting second manufacturing line (Line-B) from 1st March 2017. This milestone made us proud to say that all Lift drives for Geared Lift segment are made in India and made for India.

Our Factory Team of 31 employees is in full spirit to deliver quality product in shortest lead time to meet your competitive requirements and expectations. Strong support from Fuji Electric Japan’s mother factory and Thailand Factory in terms of training and guidance is the strength for us.

Manufacturing Team


Marching ahead in manufacturing – Yogesh


The steel re-rolling sector in the secondary produc-er category has undisputed position in the Indian market and @ present modernising / automating to save energy and optimize it’ls production cost. Shortage of raw material, pollution and high energy cost are some of the major challenges.Industry is facing and industry is considering the modernization and technology upliftment as an answer to their challenges. Economy in consump-tion of fuel and power, reduction in rising of mill scales and roll spoils is the life for this industry and no one can expect to compete without renovation & modernization. Fuji India has developed a furnace automation pack-age solution for energy saving and have successfully implemented recently at Raipur cluster with objec-tives as below:• Reduction in fuel consumption by close monitoring and automatic control of combustion parameters.

• Reduction in scale loss or burning loss by optimum operation of furnace and temperature control using In-situ oxygen analyzer.

• Correct head distribution across the job.

• Productivity improvement by high-precision O2 control using our high-quality O2 Analyzer.

• CO2 emissions (pollution) reduction effi-cient combustion control.

• FE supplies complete system including Flue gas analyzer, Multi-loop PID control, Fuel firing system, VFD for control of excess air, PLC for optimi-zation, Flue gas temperature, HMI for recording and reports etc.

• Return on investment is in few months.

Dear Partners,

Hope the FY 2016-17 provided you a very good launch pad for you to move in End User business. Needless to mention that the last two years of Modi Governments 1st phase will see a high spending & all of us ought to be ready to avail the opportunity of new projects.

We at Fuji Electric have seen the sign of revival. Our Project business grew by 25% YOY & the Channel business grew by 22% in spite of handful challenges. Thank you, for guiding us through!

FY2017-18 has begun and we are ready to take new Challenges to make our fraternity grow to reach a figure of 160 Crs+.To assist us in our journey, we will have the N-Micro, e-RHR, SPF and many more products in the coming months.

During the upcoming Automation Expo @Mumbai in August 2017 you can obtain some glimpse of the same. Our agile Supply Chain Team & Manufacturing Team will surely be able to meet 1 month lead time if they are ably assisted by your accurate forecasts.

In this fiscal, we are eyeing to corner a healthy market share in Pharma with our 21 CFR solution. This segment will be championed by Madhu-sudan Iyer for West region. On reaping success this activity will spread its wings across the country. So, keep your gunpowder dry & keep fit to take the mighty leap! Wish you the best from Drive & Automation Division.

Let’s Grow Together!!!

The Growth Journey Continues for Drive & Automation:- Mahendra Chalke

Furnace Automation In Re-Rolling Mills:- Sanjeev Chakraborty

FEI celebrated “Coming of Age day” on 16th April 2017, which is basically our Company Day. “Coming Of Age Day” is a Jap-anese National Holiday held annually on the second Monday of January. It is held in order to congratulate & encourage all those who made a transition to adulthood. This is to respect the new generation & make them realise their new responsibili-tis in terms of Nation building & Social obligations.

The occasion has its relevance in terms of FEI’s growth and maturity. FEI has matured in past few years under strong lead-ership and guidance of the Top Management. In March 2010 we were a group of 18 individuals which has become a strong team of 133 now. This Day is also a great aid for work-life balance that encourages employees to bring their professional and personal lives together in a positive way and give employees the neccessary relaxition and belongingness.

It also gives us an opportunity to recognize key milestones as a means to reward the team for their wonderful performances during the year. 9 employees from different departments got the E- Front Runner Award for their wonderful performances. Ms. Sneha Gawde from HR & Admin Department & Mr. Sanjib Roy from Sales Department got the Best Employee Award. Fi-nance Department for their continuous hard work, dedication & accomplishing path breaking tasks were unanimously chosen for the Best Department Award. Long Term Association Awards were given to those who completed 5 years of continuous service in FEI & our both the Directors received the same.

The show was attended by more than 10 FEJ staff & they enjoyed every moment of the celebrations which demonstrated FUJI GOT TALENT. It was a proud moment for the employees to get the award & see their own near & dear ones displaying their budding talent.

From HR perspective we had Yoshihiro Kawakami from Overseas Human Resource Department, Japan who not only gave the best Employee Award but also unfolded the results of Global Employee Survey & we are proud to inform that FEI employees rated the company on all parameters above the overall global company scores.


FEI Celebrates Coming of Age Day Subsequent to CP Gala night:- Aishwariya Singh


CP Awards- DN /SD


Employee Recognition- DN & SD


We have just finished the celebrations of the success of the last Fiscal Year and now it’s time to focus on the New Finan-cial year & goals.In HVAC, we achieved more than 100% growth and look forward to achieve the same in this fiscal also. Our focus is –

Smooth execution of the recently supplied orders & the projects under execution. Strengthening our prescriptions & maximizing consul tant approval. Enhancing our relationship with End Users, HVAC contrac-tors, panel builders & OEM’s. The market drivers & challenges are depicted.

FEI had been a very slow starter in this segment & even though we have a vast range of products in the form of PLC’s, DCS, Drives & Field Instruments our market coverage was poor. We are making amends for the same. We, tasted some success in pockets where the CP’s focused on water distribution like M/s Srijon who supplied more than 10 nos UFM to Kolkata Municipality & West Bengal Irrigation Department. There are many other success stories ranging from Jammu to deep south.

Our focus will be to target the applications in WTP, STP.ETP, Pumping Stations, Tubewell Automation & RO plants.The sales teammates have all the required information of the key players in the listed application. I am sure they will use the same for the mutually beneficial business growth.

It gives me immense pleasure in introducing our HVAC CP in south region M/s Virgo Technologies Pvt. Ltd. Mr. Srinivas is the CEO of the company having more than two decades of experience in HVAC industry, Specialized in VAV’s, VFD’s, BMS, BTU Meter and Tenet Billing System.Their effort has yielded fantastic results and helped FEI to establish our brand in Southern region. We bagged presti-gious order of Flipkart project having 450 drives. They single handedly carried the case and worked closely with Consultant, Contractor and Enduser to provide e-HVAC VFD solution for this requirement.Virgo Technologies is a Premier Solutions Provider in HVAC segment for products like BTU meters, Fuji VFD, Neptronic VAV controllers & Produal Finland for Field Devices. They are also providing Advanced technology Building Automation System from the reputed brands. They have proven track record on implementing many end to end solutions in almost every type of multi-tenant buildings or stand-alone Buildings. Their engineers are trained professionally by Fuji to provide service support for FEI’s product range.

Their strength lies in their technical capabilities with an emphasis on service and a strong customer orientation. They have proven expertise in the following area:

• Shopping Mall Multi Tenant • SEZ park Multi Tenant • HVAC BMS Automation Office, Pharma , Hospitals • Tenant Billing System for BTU & Electric meters • All types of Control Panels • Data Communication Networks • Annual Maintenance Contract

With their experience and the Fuji’s Feature packed quality products we will have more success stories to share in next fiscal year.

During the week of 17th April, Virgo along with one their customer visited FMT Thailand & FE Suzuka Japan Factories.. He and his customer was immensely impressed with the vast range of FE Products & saw it’s immense potential for the Indian market.

Way forward in HVAC & Water Vertical Business :– Paresh Patil

CP in Focus - M/s Virgo Technologies Pvt. Ltd :– Paresh Patil

EIFFCO MACHINE TOOLS – a leading OEM in Coimbatore

Products

PLC – 64 I/O, 7” HMI, Alpha 5 Smart – 750W, 3000 Rpm x 2 nos, 2KW, 3000 Rpm x 1 nos, 7KW,3000Rpm x 1nos ,4nos of Servo Gear Box, Housing Panel and complete Accessories.

Application is Master-Slave E-Cam Concept in a 4 axis gear hob-bing M/C where the Master Motor rotates the Component and the Tool rotates in a Set Ratio with respect to the Master’s speed and at a set Angle which forms the Gears. The entire system is integrated by Harithaa Power Engineers. The OEM and their ultimate customer are highly satisfied. Now they are a 100% ded-icated customer for Harithaa with Fuji servos, PLC’s ,HMI. We, provide backup service for the ultimate customers all over India.


Access Technology is promoted by Mr. Anit Vanjara and Mr. Ankur Gandhi. Mr. Anit Vanjara is B.E. Electronics and Tele-communication and started his career in motor industries as service engineer. He worked with M/s. Lubi electronics for 5 years and thereafter with Omron Automation India Pvt. Ltd for an year.Mr. Ankur Gandhi is B.E in Instrumentation and Control & was an ex-employee of FEI for 1.8 years and thereafter with M/s. Lubi Electronics for 5 years.

Backed by a strong experience in Automation, both of them had the entrepreneurial zeal to acquire a foothold in Indian Automation market & started their mission by incorporating the company in 2011.

They got associated with M/s. FEI in FY 15-16 and are one of the channel to receive the Trailblazer award in recently concluded CP meet at Leela, Mumbai for their 150% YOY growth. For FY 17-18 they expect to surpass the growth rate with their conquest in

1) Textile End users and OEM’s .2) Plastics.3) SPM’s .4) Packaging Applications.

Their Vision is to consistently improve quality of work and service. Access Technology is having a strong team to un-derstand & satisfy customers need & they have the best of the products from Fuji Electric stable.

Harithaa Power Engineers, incopor-ated in 1991 by Mr. V. Sahasrana-mam with 2 decades of experience in the field Industrial Electricals and Captive Power Plants entered the field of Industrial automation in 1997 and has been a channel partner of FEI for the past 8 years in Coimbatore. With dedicated team of engineers,

we have become a pioneer in automation and system integration in this part of country. Currently the marketing team is led by Mr. Vignesh, who has experience of more than reports to CEO, We take pleasure in sharing an application case study -

Knowing Harithaa Power Engineers:- Mr.V.Sahasranmam Knowing Our Channel Partner in Vasai:- Prakash


MARSYS stands for multipurpose analog monitoring system.which interprets waveforms and stops the machining equip-ment if any abnormality in the waveform is detected, such as “broken tool” or “chipping”, or “chip getting caught”. This detection helps in preventing defective products getting dispatched from the work place. Marsys analyses the wave-form data with a data analysis tool (ProHealth), installed in a working PC which enables the operator to know the tool touch time, energy and power consumed during touch time and during idle time. Judging by the energy/power consumed, opti-mum machining conditions can be achieved.The system can provide.....

Tool Breakage Detection. To increase the life expectancy of the tool. Production efficiency improvement. Shortening of cycle time. Traceability of a defected batch of products.

The system measures true power, taking into account of power factor. So a small problem in the process gives large deviation in the graph which helps in better detection. The system com-prises of a Controller, HMI, halleffect transducers. The market that we need to focus on are for machining application like drilling, hobbing, shaping, boring etc. We have given number of successful demos to a lot of custom-ers & it evoked considerable response. The customers liked the product as a solution for the tool breakage, tool touch time and idle time detection. The features provide better idea of costing, productivity, quality & energy saving.

MARSYS – a productive tool for machining centre:- Abhishek Chatterjee

.

For enhancing commissioning support to our CP’s and OEM’s, the remote site commissioning support is an innovative way of FEI engineers to help our valued partners. CP’s just need to have internet connection, USB-RS485 converter and Fuji’s Frenic loader /Lift loader software which is freely available in FE library. Problems like starting jerk, stopping jerk, levelling mismatch, rollback, vibration etc can be resolved very easily by checking online real time monitoring analysis and subsequent change in parameterization. Fine tuning, parameterization.

RTM (real time monitoring trace) is used to Check brake opening and closing sequence, S-curves, output motor contactor opening and closing sequence, S-curves, output torque, output current, digital inputs and digital outputs status etc. We can monitorquence, S-curves, output torque, output current, digital inputs and digital outputs status etc.

We can monitor three analog input/output and five digital input/output at a time by using RTM. For critical sites where CP’s difficult to meet perfor,ance, remote rlrvator commisioning suppoert is godsend.

Remote Elevator Commissioning -- Subhrit

Fuji Electric (India)Pvt Ltd

In the last edition of CPNet, I shared about my additional role of Energy Manager. I take pleasure in sharing my experiences and the success stories created in the journey so far.

Visit to the holy land of Haridwar & a visit to a plastic industry there, led to a stream of success stories. It provided us the opportunity to promote VFD’s. The customer was using injec-tion moulding machines & we offered successfully our VFDs for energy saving in the existing machines as a trial. The trial was successfull and the drive was regularized with a Purchase Order. More orders are expected as they are investing step by step and observing the amount of reduction in power con-sumption compared to conventional star-delta starters. Most of the imported machines Asia Pacific Countries using switch-gears. Addressing such opportunities of switchgears lead to greater trreasures like- Drives, Servo, PLC’s & Temperature Controllers.

Also Yokohama India Pvt.Ltd placed a major order on us for 71 VFDs for energy saving in various applications like Cooling Tower Fans, Process Water Pumps, Dust Collector Fans etc. VFDs replaced star-delta starters at Haridwar for Energy Saving

............................................................................................................................................................................................................ Energy Saving in small Industrial Steam Boilers:– Sumit Kumar

P-18

FEI has good presence in this segment and the attached letter from M/s Sona Processors India Ltd. (Rajasthan) is a testimonial for the same. This indicates an immense scope of growing our presence by offering energy saving products and solutions to end users and the OEMs for Boilers.

Success Stories through Energy Saving Routes – Sumit Kumar

Steam is an important requirement in process industries and is produced by different types of boilers.High capacity boilers are most common in power plants but there are many industries which require small capacity boilers also. During my visits to different industries recently, I came across such types of boilers which had energy saving scope with VFD control in ID Fan, FD Fan and Boiler Feed Pump. Due to increased awareness among the end users regarding energy saving with VFD control compared to conventional DOL/Star-Delta starters, most of the customers are now procuring new boilers with VFD control implemented.


Channel Partner: Originative Solutions -Ludhiana. OEM: Sanik Textile Malerkotla.

Application Period: 22/11/2016 - 25/11//2016 (3Days).

Application Description: It is a Ring Frame Machine in which cotton is wind

into a bobbin in the form of thread. Basically this machine is running without any VFD on mechanical system with timer base function. Now we remove cam and use VFD for varies the speed of machine as per requirement of the material. In this machine we use 5 steps to make a bobbin. Here five different speeds are used with different time. Let us suppose that to make a bobbin there is a logic that at startup of ma-chine motor will run on 30 Hz. After 10 minutes it will run on 35 Hz then after 10 minutes 45 Hz and after that return after 120 minutes back to 35 Hz for 10 minutes then 30 Hz until stop command is not there. For that customer used a small PLC or Timer by this the panel wiring is so huge we remove PLC/Timer and mechanical system and in place of tem use a vfd with customize logic. Scope of Work: Programming and commissioning for

-VFD: Drive for Main motor and KW varies Depend upon the machine capacity. -Model No: FRN0085E2S-4A(Frnic ACE)

Ring Frame Machine:- Gautam Tyagi

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Project name : Roll Fed Labeling OEM : Sigma Packaging, Mumbai Application Period : 18 days CP : Powertronics Solutions, Mumbai Project Description : Bottle gum labeling machines are one of the critical machine in bottling line and it mainly used for the pet bottle labeling. Labeling Machines are mainly of 3 types. Sticker labeling, Gum labeling and Sleeve labeling. Bottle Gum labeling Machine are used above 150ml bottle and used widely in water and soft drink industry. Products in use are----

AC Drive : In-Feed, Main Conveyor, Main Drive, Out-Feed.

Servo Motor : For label pulling as per length or mark.

Motion controller : to control Servo on SX Bus on mark correction and control synchroniza-tion speed w.r.t main drive External PG Feedback,

Roll Feed Labeling:- Vishal

Schedule

Started: Nov- 2016

Hand over: Nov- 2016

Fuji Role

Programming. Testing, commissioning

and Startup

Technology

Drive control through Customize Logic.

Significant Aspects

Speed Variation with time.

Challenges

Schedule

Started August, 2016 Hand over : Sept,2016

Fuji Role

Programming Testing and

commissioning Achieve challenges

against Existing Motion controller

Technology

SPH Motion Solution SX Bus communication

Significant Aspects

Labeling speed w,r.t accuracy

Challenges

High speed labeling with mark correction.

Gum solenoid control on E-cam

Cutting accuracy in any


Schedule

Trial December 2016

Handover

December 2016

Fuji Role

Programming of PLC,HMI

Servosystem

Installation.

Technology

Servo System.

PLC & Settings in HMI.

Significant Aspects

Safety interlock with Cutter.

Accuracy within 0.5mm

o Application name: Book Cutting Machine.

o Channel Partner: Autotech Inc.

o END USER: Coloroma Printers

o Application Period: 3Days).

o Application Description: It is a Book Cutting Machine used for cutting the margin of books. So as per operator settings guider is moves forward & reverse direction step by step up to 20 steps. After each step guider moves to delivery length for easiness of the operator to take the books. Provided & Skip option & recipe features in HMI. Earlier cus-tomer is using DDC Controller. Now we replaced the DDC Controller with PLC & HMI.

o Scope of Work: Programming of PLC, HMI and commissioning of Servo system.

Book Cutting Machine:- Karuna Kumar

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SMEW are leading manufacturer of winding machines, for various applications such as soft winding, rewinding of yarns and special yarns such as chenille yarns, woollen yarns, carpet yarns etc.

Application Name : Cone Winding Machine, Industry Segment : Textile. Channel Partner : Access Technologies Application Description : Cone Winding Machine are Used as for Making bobbin of required length and Shape as per requirement depends on Source material it divided in following categories...

o Rewinding Machineo Soft Packageo Assembly Windingo Hank to Cone Winding

We use ACE drive with customize logic for wobbulation & ultimate control.

Cone Winding Machine :- Nitesh PatilProduct Used

• Frenic ACE FRN0011E2S-7GB With Customize Logic

Requirement

• Traverse Function to Achieve Cone Shape Winding

• Settable Speed by Pot• Settable Amplitude• Up / Down Logic

Existing System

• Hardware Timer With Drive


FEI Project Team.

Application Description: Data from ZRE & SPM Analyzer communicates with Fuji SPE PLC. From SPE Data comes to V908iSD HMI.

Internet is a must to get V9 HMI connection with VPN Server. V- Connect connectivity with its Active Domain ID.

Configuration of Data Source Name (32 Bits) data structure that contains information about a specific database that an Open Database Connectivity (ODBC) driver needed to connect SQL Database with V Server.

Scope of Work: Programming and Establishing Communication between HMI & VPN server

HMI: 8.4” V908iSD HMI connected with PLC. V-Connect: License of 10 Units. V-Server : License to log data in SQL DB

Below Picture is Virtual design of technology & system configuration done.

CPCB SCADA Server:- Kushal

Fuji HMI Role

Programming. VPN Connection, V Server Connection Logging Data to SQL DB

Technology

Ethernet – MODNET VPN Server –Web Machine

Interface SQL DB SCADA Internet

Challenges

To log data of Analyzer to SQL DB at regular Interval.

To communicate with SCADA Server on MODNET

Machine Description: 2 Axes High Speed Gantry system for Small compo nent load / unload from CNC machines.

o Y Axis Speed is 120 Mtr/Min - 5 M/s2 Accelerationo Z Axis Speed is 135 Mtr/Min -11 M/s2 Accelerationo Baumuller PLC with inline Digital I/O modules o 2 Axes Servo with 15A peak Current & Motor rating of 7Nm/ 4000 RPM Scope of Work: Programming of HMI with

- PLC: Baumuller PLC 01. - HMI: 7” TS HMI connected.- SERVO : DS56M

Schedule - Baumuller

Started:

November 2016

Hand over: December 2016

Fuji Role

HMI Programming.

Add - on Features & Testing as per Gudel Standards.

Technology

RS 485 communication

Interfacing HMI with Baumuller- :-Kushal


Shri Karthik Paper is one of the leading Writing & Printing paper manufacturing company located in Pollachi near Coim-batore, Tamilnadu. For their 3 MW Bio mass power plant, they have placed the order for 22TPF FBC boiler to THERMODYNE and the turbine to MAN Turbomachinery. The fuel for the plant is coal, wood dust & husk .The project initially had to wait for some time for government and bank approval . Now the project is under progress . The consultant is M/s Shreyas Energy and Project Consultant, Coimbatore. On receiving the information from Thermodyne, Chennai, we visited the customer site & presented ours & our CP’s credentials to the consultant. The presentation was based on our recently executed job @ JSW Steel for their 8 MW power plant with SPH PLC. Our Channel partner M/s.Infinity tech-nologies also presented their experience on executing power plant automation jobs all over India to the Consultant. After long deliberations, the consultant approved FE along with ABB, AB and Siemens .We quoted through M/s.Infinity Technolo-gies, Tiruchirapalli to win the order.

The consultant also approved our VFD and Analyser and added our name in the preferred vendor list. On mapping the re-quirement, other opportunities like VFDs for boiler feed pump, ID, FD fan, air cooling condenser fan and O2 analysers erre unearthed & we are offering our products through various offices to the various OEM’s supplying to Karthik Papers. It was an ideal case of encircling the customer through various OEM’s for maximising FE content for the project through customer intimacy & laser edged product & technology.

Solution & Configuration

SPH Redundant PLC system with 6 RIO with Scada for ES /OS and OS.

Engineered Powder Coated Enclosure for the I/O’s & interfaces.

Operator Console for ES/OS and OS of Infinity Technologies make.

Supervisory Erection and Commissioning Assistance.

A unique application story carried out by FUJI Electric, 02 analyser is detailed below.

Machine: Robot and manned TIG welding chamber which welds 17 major modules and the outer casing module of SU-30 turbo fan engines.

Challenge: As the Zirconia Oxygen detector detects oxygen at 800deg centigrade, acceptable for an industrial application in terms of safety, but raises a serious safety concern due to human presence around the manned welding chamber.

Solution: Issue resolved at site simply by providing an insulation with glass wool around the detector with a-

titanium wire as grip mount. This entire project was a collective victory of FEI engineering and our Channel Partner M/s KRIAZ Solutions.

Industrial flue gas O2 analyser for an unique application – Aditya Kartik

3 MW Power Plant Automation for Shri Karthik Paper - Srihari

................................................................................................................................................................................

Application: To detect low 02 levels in the operator’s body suit while he conducts the welding in a chamber filled with Argon which displaces oxygen upwards in the chamber. The welder’s body suit is special with a breathable oxygen supply and com-munication equipment to perform welding in an argon environment.


April 1st,though known as a Fool’s Day gives us the reason & opportunity every year to evaluate the immediate past, cele-brate the situation if it demands and plan the future. It’s the time to be on the drawing board to find “ What worked well” & to question “if the Resources were rightly deployed & the results maximized”. If the answers to the questions are mixed, then the organisation needs to go through a process of iteration & reiteration to evaluate-

• The very nature of resources &• Evaluate its deployment.

Obviously, the answer was mixed .Servo’s, HMI’s & non focussed products showed a substantial growth but LV Drive & PLC performance left much to be desired. It was a jolt that pushed the Think Tanks to realise that the resources were not rightly deployed & we could have achieved the same with lesser“. The benefit of doubt was given to the very “nature of resources” even though all agreed that honing the skill set was an absolute necessity.

From FEI early days to the renaissance period, steps were taken to focus on several verticals with varying degrees of success-es. In some pockets, investment were done to change the DNA but it was not able to justify the investment mainly because “the teacher & the taught had little clue on the subject”. Now we are going for the transformation within FEI faster. This move, provides further challenge to the Teacher & the Taught to prove their worthiness. Challenge will be turned to oppor-tunity if the plans and thoughts are clear and crafted without favors. The team of D&A Product Marketing is being re-as-signed with associated products to provide focused support for Machine/ Factory Automation, Visualisation, Energy Conser-vation & provide support to Drive System Integration.

Leaving aside the rapid product introduction, product familiarization, product management over the life cycle, developing the marketing plan/ tools, the responsibility of the Product Engineers (PE’s), is to support our field sales with applications. The success of Solar Invertors is a case in point where the product went through a journey to meet the latest Industry stan-dards. Regular visit to the regions & working shoulder to shoulder with field sales wherever they are called will be one of the key attributes..

Inculcating the Change:- Prabaljeet Kalia

...............................................................................................................................................................................Perfect teaming with Pinnacle Controls leads to Glory @ Viraj:- Prakash

Viraj with a turnover in excess of 1.5 billion US $ made its presence felt worldwide with it’s operations in more than 90 countries. Today Viraj is a prominent manufacturers and export-ers of Stainless Steel long products in the world. The company is exporting its stainless steel products like Wire Rods, Wires, Welding Wires, Flanges, Fasteners, Bright Bars and Profiles. Stainless Steel Wires manufactured in Viraj plant are mainly used in industries like ship building, medical, agriculture, springs, vineyard ,agricul-ture, chemical, petroleum, automobile, weaving braiding, food processing, paper mills, & house hold applications. The plant is located @arapur Maharashtra and obviously became a hunting ground for Prakash. Viraj wires division is-

is well-equipped to manufac-ture high quality products & has in-house facilities for solu-tion annealing, bright anneal-ing (continuous strand anneal-ing), dry and wet wire drawing, high speed drawing, medium wire pattern laying, fine wire spooling, layer winding, ran-dom winding, TIG wire straight-ening and cutting facilities.

was/is well supported by Pin-nacle Controls and our automa-tion engineers from Competen-cy Centre which led to repeat orders & our glory @ site.

Prakash’s conquest program started with replacement of LS ( LG) Plc’s with our SPE Con-trollers & followed thereafter with HMI’s & Drives. The site


The new fiscal year heralded a change & I was not left un-touched. I was offered the role of Western Region Business Development for the Verticals of Pharma, Food & Textile. I grabbed the exciting opportunity, simply because of it’s im-mense potential & our meager presence in it.

Having graduated in the year 2012 in Electrical & Electronics, I started my career with a yearlong stint at a Panasonic Servo System Integrator M/s Luna Bearing as a Product Sales Engi-neer catering to Machine Tools & Packaging market.

Thereafter I Joined M/s Fuji Electric’s Marketing department as a Motion Product Engineer. Having learnt the Product & it’s applications well, it was logical for me to move to front line sales of West 1 region.

Exploring Motion OEM Sales with mounting number pressure may not be a dream job but surely it’s a challenging task & an enjoyable game. Having experienced the same in the last three years, it provided me the necessary impetus to absorb, relish & execute new tasks. This was the main reason for me raising my hands & grabbing the opportunity when the new role was offered to me. Not many companies in the market provide such roles which can be so exciting fulfilling & diversi-fied with many possible outcomes.

Responsibility of this role is to navigate through the unchar-tered space with winning results. The job is to create end user’s pull through professional intimacy, value added solu-tions, coordinated flawless execution for the upkeep of their productive assets coupled with the OEM push.

This role, will have the vibrancy to go into the mentioned verticals with a 360 degree approach & would encompass all the stake holders of the Industry Segment. So, it’s a signifi-cant departure from the daily hustle bustle of tactical sales. Need to learn a lot about Strategic Sales & Account Control/ Management. Count on all of you to make me a rapid suc-cessful learner !

Winds Of Change :- Iyer Madhubalan Customer Delight :- Shashank Chauhan

Agnee Engineering, established in the year 2006, is known to be one of the leading manufacturers and ex-porters of this impeccable range of metal melting fur-nace, electric annealing ovens, annealing furnaces.

"Agnee Engineering" is one of the leading producers, manufacturers and exporters of heat treatment furnac-es, non-ferrous melting & holding furnaces and indus-trial ovens, roller hearth annealing furnaces, gas carbu-rizing furnaces, retort furnaces, heating ovens, rotary retort furnaces & driers.

At Agnee engineering, our keen interest towards the lat-est findings in the advancement in thermal technologies provides us the advantage of the new innovations and inventions in the industry. All the clients who have had an association with us for their project requirements are a testament to this. The same kind of commitment was what we found with fuji electric india Mr.Shashank Chauhan when we wanted support and are proud to be with them.

cp net - 1st edition fy17-18 cover page editorial cp's lead representative - prakash rawal ·...

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