SALES MANAGEMENT

GROUP 2

Ragini S
Eshan Kapoor
Ishan Katyal
Aditya Khanna
Divyansh Raj
Gourab Ray

E002
E023
E024
E025
E042
E044

Timeline
196 CECO, U.S.A and KOEL established a JV
2
196 Kirloskar Cummins acquired Cummins Diesel Sales and Service from Blackwood Hodge
7
196 Exports begin
8
198 Formed 50:50 JV named Fleetguard Filters Pvt. Ltd.
7
199 Forms Cummins College of Engineering for Women
1
199 Formed Tata Cummins as a 50:50 JV
3
199 Tata Holset formed; Tata Cummins begins engine production at Jamshedpur
5
199 Valvoline Cummins formed, a 50:50 venture between Ashland Inc. and Cummins India Ltd.
8
200 Nelson Engineering Ltd. Formed, a 50:50 JV
0
200 Cummins India Ltd. sets up Cummins Power Generation
1
200 Cummins Infotech merged with KPIT Cummins
2
200 Cummins India and Cummins Inc. form a 50:50 JV
3
200 Three plants open; Ground broken for Phaltan Megasite
8
200 Merged Cummins Sales and Services India Ltd. into Cummins India Ltd.
9
201 Cummins megasite inaugurated; Sales cross $2B mark
1
201 Phaltan Midrange Uplift Center commences; New plant in Ambernath of JV, Valvoline Cummins
3
201 Cummins India office Campus set up
4

Cummins in India

Products and Strategic business uni

Entities
1) Cummins India
Ltd.(CIL)
2) Cummins
Technologies India
Ltd. (CTIL)
3) Cummins
Research &
Technology India Ltd.
(CRTI)
4) Cummins
Generator
Technologies India
Ltd.
5) Tata Cummins
Ltd. (TCL)
6) Fleetguard Filters
Pvt. Ltd. (FFPL)
7) Valvoline
Cummins Ltd. (VCL)
8) Cummins SVAM
Sales & Services Ltd.
(Cummins SVAM)

Engine Business

Automotive
Industrial
ReCon
Marine

Power
Generation
Business

Diesel Generators
Alternators
Marine Generator
Sets
Power Electronics

Component
Business

Filtration
Emission Solutions
Fuel Systems
Turbo

Distribution
Business

Lubricants
Allied Products

INTERNATIONAL ENGINE BUSINESS UNIT (IEB

IEBU STRATEGY STATEMENT

Provide our OEMs & end users, a complete value package with
a full range of emission engines segments and Consistent
differentiated distributor customer support for Lowest cost of
ownership
Thereby, making peoples lives better by unleashing the Power
of Cummins

Common Critical Drivers across

markets are:
Reliability
Emissions
Total cost of ownership
Serviceability

Segmentation has
been done on the
basis of engine
applications and
horsepower

stomers of Cummins in Industrial engines divis

Segment wise market outlook

Construction
Sluggish demand due to slowdown in infrastructure investment
Rail
Production expected for DEMU at BEML
Increased government spending in Rail infrastructure and
thrust on Safety
Compressor
Market expected to go down due to cyclical nature of the
market

Mining
Recent environment clearances expected to boost Coal
Production by 40MT in 2016-2017 & expected to propel equipment
demand
Iron ore output set to rise 10% in 2016-2017, may cross 150MT

Segment wise market outlook

Marine
The defense segment (Indian Navy/ Coast Guard) would remain
stable due to major
project execution plans
Oil & Gas
Market may increase in size due to drop in prices

Pumps
Up-gradation of fire protection systems (Recommendations of MB Lal
committee) in oil refinery depots at various locations in India, will
continue to increase the demand of fire pumps.
Mining
With the increasing thrust on indigenization by MOD, long term
demand of engines/ equipment is expected to grow

SALES REVENUE FROM FY-15

Primary Segmentation
- Powergen
- Mining and Construction
- Railways

Secondary Segmentation
-

Automotive
Agriculture
Oil and Gas
Defense
Marine
Water Well Rigs

Approach taken:
Customer segments contributing most to the topline have
been kept as primary customers, and the rest have been

DBU BUSINESS MODEL

OBJECTIVES OF SALES STRUCTURE

ndustry grouping with Key account mana

and product specialists
General
Manager
(Sales)

Sales Manager
(Automotive
Industry)

Product
Specialist

Key
account
manager

Sales Manager
(Generator
Industry)

Product
Specialist

Key
account
manager

Sales Manager
(Fuel Systems)

Product
Specialist

Key
account
manager

Rationale behind suggested Sales Struct

- Offer Product Centric Solutions as part of
Value Addition
- Product Line Complexity at Cummins is high,
since it has several products that offers value
to varied industries
- Key Account Managers will help in managing
and maintaining large accounts, which form
the crux of Cummins B2B Market.

THANK YOU!