Doing Business with India

GLOBAL MARKET BRIEFINGS

Doing Business with

India
Second Edition

Consultant Editor: Roderick Millar Forewords from: Kamal Nath, Minister for Commerce and Industry and R Seshasayee, President, Confederation of Indian Industry

GMB

Publishers note Every possible effort has been made to ensure that the information contained in this publication is accurate at the time of going to press and neither the publishers nor any of the authors, editors, contributors or sponsors can accept responsibility for any errors or omissions, however caused. No responsibility for loss or damage occasioned to any person acting, or refraining from action, as a result of the material in this publication can be accepted by the editors, authors, the publisher or any of the contributors or sponsors. Users and readers of this publication may copy or download portions of the material herein for personal use, and may include portions of this material in internal reports and/o reports to customers, and on an occasional and infrequent basis individual articles from r the material, provided that such articles (or portions of articles) are attributed to this publication by name, the individual contributor of the portion used and GMB Publishing Ltd. Users and readers of this publication shall not reproduce, distribute, display, sell, publish, broadcast, repurpose, or circulate the material to any third party, or create new collective works for resale or for redistribution to servers or lists, or reuse any copyrighted component of this work in other works, without the prior written permission of GMB Publishing Ltd. GMB Publishing Ltd. 120 Pentonville Road London N1 9JN United Kingdom www.globalmarketbriefings.com 525 South 4th Street, #241 Philadelphia, PA 19147 United States of America

This second edition first published 2007 by GMB Publishing Ltd. GMB Publishing Ltd. and contributors Hardcopy ISBN 1-84673-022-8 E-book ISBN 1-84673-023-6

British Library Cataloguing in Publication Data A CIP record for this book is available from the British Library Library of Congress Cataloguing-in Publication Data

Typeset by Digital Publishing Solutions Printed and bound in Great Britain

Contents
Foreword Shri Kamal Nath, Minister for Commerce and Industry Foreword Mr R Seshasayee, the President of the Confederation of Indian Industry About the Contributors Acronyms Map
Part One Overviews

vii ix xiii xxiii xxv

1.1 1.2 1.3

India at a Glance Political Background and Overview An Economic Overview of India

3 7 17

Part Two Mechanics of Business Engagement

2.1 2.2 2.3 2.4 2.5 2.6 2.7 2.8

Labour, Skills and Training Real Estate An Opportunity to SE(i)Z(e) Inward Investment ITES-BPO Distribution Partner Selection Analyzing the Indian Market

27 33 37 41 47 57 63 71

Part Three Finance, Tax and Accounting

3.1 3.2

Audit Requirements Accounting Requirements and Tax Issues

81 85

Part Four Legal Issues

4.1 4.2 4.3 4.4

Available Legal Structures Investment Facilities for NRIs/PIOs and Other Foreign Investors Mergers and Acquisitions Employment Issues

109 115 125 133

vi

Contents

4.5 4.6 4.7 4.8 4.9 4.10

Export and Import Issues Intellectual Property Company Dissolution and Liquidation Dispute Resolution Contract Issues, Consumer Protection and Property Issues Legal Impediments

139 145 153 161 167 175

Part Five Business Culture

5.1 5.2 5.3 5.4

People Language and Communication Management and Leadership Style Business Interaction

185 191 197 203

Part Six Industry Sector Reports

6.1 6.2

Trends in the Indian Pharmaceutical Market The India Opportunity in the Energy Sector

211 231

Part Seven Appendices

1. Sector Specific Guidelines for FDI 2. Clearances and Approvals Information 3. Addresses for Filing Applications 4. Inward Investment from Japan Liaison Office 5. State Statistics 6. Joint Venture Service Providers in India 7. Indian Numbering System 8. Useful Websites

267 273 275 277 279 287 291 293

Foreword
Indias economy is expected to grow at over eight percent in 2007. This is a remarkable statistic for any economy, it is an extraordinary one for an economy the size of Indias. The fact that it will be the fourth year in a row with over eight percent GDP growth means that it is little surprise that India has become such an attractive and exciting place to do business. The most recent ATKearney FDI Confidence Index puts Indias FDI attractiveness at an all-time high above all other countries save China, and notes India appears to be on the cusp of an FDI take-off. With the continued emphasis of the Indian Government on moving the Indian economy on from being a major provider of IT and service sector related exports to also being a destination for manufacturing investment dollars the country is truly now open for business. As such this new edition of Doing Business with India is well timed. India is a complex and sophisticated country and the prospect of entering such an enormous market can be daunting. This book is a welcome guide to getting started with that process, giving the prospective business person a detailed introduction to the structures and processes that exist and indicating some of the best practices in establishing a business presence in India. The Indian government welcomes the increasing involvement of foreign businesses in the growth of the Indian economy as Indian businesses, in turn, are increasingly being seen as major players in the international economy. I hope that this guide will encourage even more businesses to come to India and discover the wealth of opportunities that awaits them here. Mr Kamal Nath Minister for Commerce and Industry

Foreword
Various studies done across the globe and different views from economists have been of the opinion that India along with China will rule the world in the 21st century. By 2025 the Indian economy is projected to be about 60 per cent the size of the US economy. The transformation into a tri-polar economy will be complete by 2035, with the Indian economy only a little smaller than the US economy but larger than that of Western Europe. By 2035, India is likely to be a larger growth driver than the six largest countries in the EU, though its impact will be a little over half that of the US. Since independence, the Indian economy has flourished improving its pace of development. India has set up joint ventures in a number of countries and undertaken successfully several projects and contracts independently of and in co-operation with developed economies. Not only that even the infrastructure within the cities of India have had enormous upgradation. The Indian Economy is now in a state of rapid growth and development having a strong industrial backbone. It is now regarded as a major player in the global economic horizon, driven by a commitment to achieve a world-class standard in future years to come. Industrial growth is driven by robust performances from manufacturing and construction sectors. Within industry, while manufacturing growth has accelerated steadily from 7.1 per cent in 2003-04 to 9.4 per cent in 2005-06, construction growth has been in double digits in each of the last three years. Substantive commercial bank credit flows to the housing and real estate and retail sectors continue to provide support to the boom in construction and consumer durables. Looking at all this one can concur that India is the perfect recipe for growth. Even if we look at the food sector, India is the worlds second largest producer of food next to China, and has the potential of being the biggest in the world. Food processing is a key industrial sector for India, it accounts for a gross output of more than US$ 69.4 billion, out of which value-added food products comprise US$ 22.2 billion. Size of the semi-processed and ready to eat packaged food industry is over US$ 1 billion, and it is growing at over 20 per cent a year. The total processed food production in India is likely to double in the next ten years. In the year 2005-2006 itself, The GDP grew by 7.4 per cent in the first quarter and 6.6 per cent in the second quarter of the current year, compared with 5.3 per cent and 8.6 per cent in the corresponding quarters of the previous year. The Economic Survey 2005-06 estimates that the GDP will grow at 8.1 per cent. Growth of Gross Domestic Product (GDP) at constant prices in

Foreword

excess of 8.0 per cent has been achieved by the economy in only five years of recorded history, and two out of these five are in the last three years. In its initiative to consolidate this growth CII has as its theme for the year (2006-07) Competitiveness for Sustainable and Inclusive Growth. In conclusion, it may be appropriate to mention that the growth of Industry and Economy are necessary prerequisites for sustained development to come about, but for it to be sufficient, we need to make this growth sustainable and inclusive. Mr R Seshasayee President, Confederation of Indian Industry

About the Contributors

CII Institute of Logistics. The Confederation of Indian Industry has established a specialized Institute of Logistics - to be built as a centre of excellence in logistics and supply chain management. The principal objectives of the CII Institute of Logistics are to enhance the competitiveness of the Indian Industry and all the key sectors of the economy, which impacts Indias growth through integrated initiatives in supply chain management and logistics domain area; and meet the latent need of the industry for specialized services in Logistics and Supply Chain Management, ranging from education to research to consultancy, information services etc. Ramya Kannan is a senior executive within the CII. Mr Vivek Dahiya is an associate director of DTZ India, with over seven years experience in real estate. He is a town planner and an MBNA (finance). DTZ is one of the worlds leading property advisory groups with a strong presence in Europe, the Middle East and Africa, the Asia-Pacific region and is in partnership with the Staubach Company in the Americas. Roderick Millar has an MBA from the University of Houston, USA and an MA in Economic and Social History from St Andrews University, Scotland. He has written several financial and business books and has been consultant editor for eight GMB titles. He also is managing editor of IEDP.info, a business that monitors the executive education and management development industry. In the 1990s he created and ran a new concept food retail business in London. He is a fellow of the Royal Society for the Arts Manufactures and Commerce and the SMWS. He now lives in Spain and Scotland. C Jayanthi. Jayanthi has been working as a print journalist for over 17 years in leading English-language dailies in India and also with Gulf News, Dubai. He launched the Education Times supplement for the leading English daily in India, The Times of India, in 1998 and was its editor, until 2005. Since then he has worked with The Financial Express as deputy features editor, corporate news features. He has written a couple of novels, English Journalistic Quiche, and A Reporters Journey, published by the Writers Workshop, India. KPMG India. KPMG is the global network of professional services firms of KPMG International. KPMG member firms provide audit, tax and advisory services through industry focussed, talented professionals who deliver value for the benefit of their clients and communities.

xiv

About the Contributors

The member firms of KPMG International in India were established in September 1993. As members of the cohesive business unit that serves the Middle East and South Asia (KPMGs MESA business unit), they respond to a client service environment by leveraging the resources of a globally aligned organisation and providing detailed knowledge of local laws, regulations, markets and competition. KPMG has offices in India in Mumbai, Delhi, Bangalore, Chennai, Hyderabad, Kolkata and Pune and services over 2,000 international and national clients. The firms in India have access to more than 1500 Indian and expatriate professionals, many of whom are internationally trained. Dr Amit Kapoor is a Ph.D. in Industrial Economics and Business Strategy. He has lead several well-respected consultancy projects with the Government of India, Bharti Televentures, Spice Telecom and NAFED amongst others. He is an affiliate faculty of the Institute of Strategy and Competitiveness, Harvard Business School. He also jointly offers the course with Professor Michael Porter at Management Development Institute, India. Amit is also the Chairman of Institute for Competitiveness in India. Under this initiative he is looking at completing the India Competitiveness Report by December 2006. He is also a member of the Sub Committee on Manufacturing Competitiveness of CII. Dr. A. Sahay, Professor of Strategic Management, a hard core business executive turned academician has been successful in both the corporate and academic world. He was Chairman and Managing Director of Scooters India Limited, a company which had been declared a mortuary case until his turnaround of it. In recognition of this, he was made the founder President of the Strategic Management Forum of India. He has been invited to serve on many Corporate Boards as well as those of the technical and management institutions. He represents Govt. of India on task forces in companies like Nuclear Power Corporation Of India, Power Grid Corporation of India, National Thermal Power Corporation and National Hydro Power Corporation. A mechanical engineer by training he also studied management at University of Madras and the Advanced Management Course at Henley College of Management (U.K). He is ferocious reader and writer and presently contributes in the fields of Business Strategy, Innovation & Technology and Entrepreneurship. Rajdeep Sahrawat is a Vice President and part of the leadership team at NASSCOM and he is responsible for accelerating the growth of the domestic IT market and increasing innovation & R&D within the IT industry. He started his career in 1990 with Tata Consultancy Services (TCS) and worked with TCS for 15 years in various roles. Rajdeep has a Masters degree in Business Administration (Finance) from the Faculty of Management Studies, University of Delhi (1990).

About the Contributors

xv

Purvi Sheth, Vice President, Shilputsi Consultants, Inda and USA. Purvi has a first class BA from St Xaviers College, Bombay University and has completed the Leadership & Strategy Program at Wharton Business School. In addition to her work at Shilputsi she is an advisor to the Entrepreneurship Cells at the Indian Institute of Technology, Mumbai and the Jamnalal Baj Institute of Management, Mumbai. She has been a member of the jury panel to judge Indias Under 40 Hot Executives for three years. Shilputsi Consultants is a leading Indian consulting firm specialising in Strategic Human resource Development solutions. Shilputsi provides Strategic HR advisory, executive development and search and selection services. Shilputsi has a global presence and reach with a wide range of multinational and Indian clients. They work in a variety of industries to offer valuable guidance fro strategic business, HR and leadership issues. Karthik Ramamurthy heads the business consulting operations of Synovate in Mumbai and Amit Naikare is a Manager in the same office. Synovate Business Consulting is the market strategy consulting arm of Synovate, a leading market research firm. Synovate India is headquartered in Mumbai with a pan-India presence. Synovate is a group company of global media communications specialist Aegis Group plc. Titus & Co (10 biogs - to have a whole page for themselves) Diljeet Titus is Managing Partner of law firm Titus & Co. He holds a BA from St. Stephens College, University of Delhi and an LLB from the University of Jabalpur, Madhya Pradesh. He is member of the Supreme Court Bar Association and the Bar Council of Delhi. His main practice areas include project finance, mergers and acquisitions, capital markets and debt restructuring. Suhail Dutt is Senior Member with law firm Titus & Co. and heads the Dispute Resolution Group. He holds a BA from St. Stephens College, University of Delhi and an LLB from the University of Delhi. He is member of the Supreme Court Bar Association and the Bar Council of Delhi. His main practice areas include civil and criminal litigation and alternate dispute resolution. Rai S. Mittal is Senior Member with law firm Titus & Co. He holds a B.Com and an LLB from the University of Meerut, Uttar Pradesh. He is a member of the Bar Council of Uttar Pradesh. His main practice areas include corporate and commercial transactions, mergers and acquisitions, joint ventures, inbound investments, capital markets, intellectual property, litigation and arbitration. Clinton Johnston is a Of Counsel with law firm Titus & Co. He holds J.D., Harvard Law School and M.A. in Latin American Studies, New York University Graduate School of Arts & Sciences. He is member of New York State Bar

xvi

About the Contributors

Association. His main practice areas include mergers and acquisitions, project finance, capital markets, venture capital finance and debt restructuring. Baljit Singh Kalha is a Senior Member with law firm Titus & Co. He holds BA (History Hons.) from St. Stephens College, University of Delhi, LLB from University of Delhi and LLM from the Georgetown University, USA. He is member of the Bar Council of Delhi. His main practice areas include crossborder mergers and acquisitions, infrastructure projects, power, telecommunications, internet and software/information technology. Payal Pohani is a Senior Associate with law firm Titus & Co. She holds BA (Sociology Hons.) from Lady Shriram College for Women, University of Delhi and an LLB from the University of Delhi. She is a member of the Bar Council of Delhi. Her main practice areas include corporate transactions, mergers and acquisitions, capital markets, joint ventures and foreign investments. Abhixit Singh is a Senior Associate with law firm Titus & Co. He holds BA. (History Hons.) and LLB from University of Delhi. He is member of the Bar Council of Delhi. His main practice areas include project finance, joint ventures, inbound investments, civil and criminal litigation, alternate dispute resolution, corporate investment structuring and restructuring. Chandra Shekhar is a Senior Member with law firm Titus & Co. He holds MA in English Literature from Lucknow University and LLB from University of Delhi. With over 20 years of journalistic experience, he is currently working as Chief of Research Bureau with the leading financial daily, The Financial Express, where he writes on the federal governments fiscal and monetary policies, oil, trade and telecom. Sushmita Ganguly is a Company Secretary with law firm Titus & Co. She holds B.Com from Allahabad University, Uttar Pradesh and is a member of the Institute of Company Secretaries of India. Her main practice areas include regulatory compliances for corporate transactions, mergers and acquisitions, capital markets, venture capital funds, joint ventures and foreign investments. Sanjeev Jain is an Associate Advocate with law firm Titus & Co. He holds BA and LLB from the University of Delhi. He is member of the Bar Council of Delhi. He has co-authored articles on various legal subjects. His main practice areas include mergers and acquisitions, joint ventures, civil and criminal litigation and arbitration. Mr Deepak Mahtani, BA, MIMC, FRSA has a business degree from Sophia University in Tokyo, Japan and the American College, Switzerland. Deepak is of Indian origin, lived in the Far East for 14 years and Switzerland for 14 years, and speaks English, French, Spanish, Japanese, and two Indian languages. He is married and has two sons.

About the Contributors

xvii

He is currently a management training consultant, specializing in understanding and working with different cultures, especially in India, Japan, and China. He has coached and trained hundreds of senior managers who are involved in offshore developments and outsourcing to Indian companies, and in remote team management around the globe. Most of his clients are FTSE100 or Fortune 500 companies.

Contributor Contact Details

CII Institute of Logistics - Ramya Kannan Executive Confederation of Indian Industry Institute of Logistics 98/1 Velachery main road Guindy Chennai 600 032. India Tel : +91 44 42 44 4555 xtn 566 Fax: +91 44 42 44 4510 Email: ramya.kannan@ciionline.org Website: www.ciilogistics.com DTZ Debenham Tie Leung - Vivek Dahiya Associate Director DTZ Debenham Tie Leung 2A Paharpur Software Technology Park 21 Nehru Place Greens New Delhi 110 019 India Tel: +91 11 2620 7108-114 Fax: +91 11 2620 7575 Mobile: +91 98715 07801 Email: vivek.dahiya@dtz.com Website: http://www.dtz.com Global Market Briefings Roderick Millar Editor 120 Pentonville Road London N1 9JN United Kingdom Tel: +44 (0)207 278 0433 Fax: +44 (0)207 843 1965 Email : info@gmbpublishing.com Website : www.globalmarketbriefings.com

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Contributor Contact Details

C Jayanthi (Education article) 46, Shivalik Apartments, Alaknanda, Pocket-A, New Delhi-110019, India Phone 00 91 9810672403 Office: The Financial Express, B 14A, Qutab Institutional Area, New Delhi-110016 India Tel: +91 11 26030883 Email: Jchandrasekharan@gmail.com KPMG Subir Moitra Marketing & Communications Block no 4B DLF Corporate Park, DLF City Phase III Gurgaon Haryana 122002 India Phone: +91 0124 3074000 / 2549191 Fax: +91 0124 2549101 / 2549102 Website: www.in.kpmg.com MDI - Dr. Amit Kapoor Honorary Chairman, Institute for Competitiveness Professor of Strategy & Industrial Economics Management Development Institute Mehrauli Road , Gurgaon - 122 001, Haryana India. Tel: +91 124 2341053 Fax: +91 124 2341189 Mobile: +91 98104 02639 Email: dramitkapoor@gmail.com Website : www.mdi.ac.in

Contributor Contact Details

xxi

MDI - Arun Sahay Professor, Strategic Management & Chairman, Center for Enterpreneurship Management Development Institute Mehrauli Road, Gurgaon - 122001 Haryana India Tel +91-124-5013050-56, 2346162(direct) Fax: +91-124-2341189 Email: asahay@mdi.ac.in Website: www.mdi.ac.in NASSCOM - Rajdeep Sahrawat Vice President NASSCOM (National Association of Software and Service Companies) International Youth Centre Teen Murti Marg Chanakyapuri New Delhi 110021 India Tel: +91 11 23010199 Fax: +91 11 23015452 Email Rajdeep@nasscom.in/info@nasscom.in Website: www.nasscom.in Shilputsi Consultants - Ms Purvi Sheth Vice President Shilputsi Consultants Mumbai India Tel: +91 22 243 79611 Fax: +91 22 243 62909 Email: purvi@shilputsi.com Website: www.shilputsi.com Synovate - Karthik Ramamurthy Head, Synovate Business Consulting, 2ndfloor, AML Centre I 8 Mahal Industrial Estate Off Mahakali Caves Road Andheri (East) Mumbai 400 093 India Tel: +91 22 4091 8000 Mob: +91 98676 97194 Email: karthik.ramamurthy@synovate.com

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Contributor Contact Details

Amit Naikare Manager, Synovate Business Consulting, Mumbai Mob: +91 98202 30365 Email: amit.naikare@synovate.com Titus & Co - Diljeet Titus Managing Partner Titus & Co, Advocates Titus House R-4, Greater Kailash-I, New Delhi-110048, India. Tel: 91-11-26280100, 26470700, 26475800 Fax: 91-11-2648-0300, 2648-9950. E-mail: dtitus@titus-india.com; titus@titus-india.com Winning Communications - Deepak Mahtani Managing Director of Winning Communications Partnership Ltd PO Box 43 Sutton Surrey SM2 5WL United Kingdom Tel: +44 (0)208 770 9717 Fax: +44 (0)208 770 9747 Email: mahtanid@aol.com Website: www.winningcommunications.com

Acronyms
ADR AEZ AoA ASEAN BTP CA2002 CA56 CLB DEPB DGFT DTA EEFC EHTP EOU EPCG EPFMP ER ESI Act EU EXIM FA FCNR FDI FEMA FIPB FMCG FTP GDP GoI IDA IESO IP IRDA ITA JV JVC M&A MCI MBA Alternate Dispute Resolution Agri Export Zone Articles of Association Association of South East Asian Nations Bio-Technology Park Competition Act 2002 Companies Act 1956 Company Law Board Duty Entitlement Passbook Director General of Foreign Trade Domestic Tariff Area Exchange Earners Foreign Currency Electronic Hardware Technology Park Export Oriented Unit Export Promotion Capital Goods Employees Provident Fund and Miscellaneous Provisions Act Equal Remuneration Act (1976) Employees State Insurance Act (1948) European Union Export-import Factories Act (1948) Foreign Currency Non-Resident Account Scheme Foreign Direct Investment Foreign Exchange Management Act Foreign Investment Promotion Board fast moving consumer goods Foreign Trade Policy Gross Domestic Product Government of India Industrial Disputes Act (1947) Industrial Employment Standing Orders Act (1946) Intellectual Property Insurance and Regulatory Development Authority Income Tax Act (1961) joint venture joint venture company mergers & acquisitions Ministry of Commerce and Industry Maternity Benefit Act (1961)

xxiv

Acronyms

MW NCLT NHDP NIC NRE NRI NRO NTT OCB PB PCT PIS PPP RBI RoC SEA SEBI SEZ SIA SME SSI STP TM99 TM TRIPS TU Act UNCITRAL WCA WOS

Minimum Wages Act (1948) National Company Law Tribunal National Highway Development Project National Industrial Classification Code Non-Resident External Rupee Account Scheme Non-Resident Indians Non-Resident Ordinary Rupee Account Scheme National Tax Tribunal Overseas Corporate Body Payment of Bonus Act (1965) Patent Cooperation Treaty Portfolio Investment Scheme public-private partnership Reserve Bank of India Registrar of Companies Shops and Establishments Act Securities and Exchange Board of India Special Economic Zone Secretariat for Industrial Assistance small and medium-sized enterprises Small Scale Industry Software Technology Park Trade Marks Act 1999 Agreement Trade Mark Licensing Agreement Trade Related Aspects of Intellectual Property Rights Trade Unions Act (1926) United Nations Commission on International Trade Law Workmens Compensation Act (1923) wholly owned subsidiary

Part One Overviews

1.1

India at a Glance
Government: Political Structure: Democratic Federal Republic, gained independence in 1947 Head of State: President (A.P.J. Abdul Kalam, elected 2002) Head of Government: Prime Minister (Manmohan Singh, since 2004) Bicameral Parliament (Sansad) - Council of States (Rajya Sabha) - Peoples Assembly (Lok Sabha)

Current Government: A coalition headed by Congress. Next elections must be before 2009. Main Parties: there are many regionally significant political parties. Below are the five largest parties in the Federal parliament, with their current number of seats: India National Congress (known as Congress) 145 Bharatiya Janata Party (known as BJP) 138 Communist Party of India (Marxist) (not to be confused with the Communist Party of India) 43 Samajwadi Party (a democratic socialist party based in Uttar Pradesh) 36 Rashtriya Janata Dal (Hindu/Muslim based democratic party based in Bihar) 24 Currency: GDP: GDP Growth Rate: GDP per Capita: GDP by Sector: Indian Rupee (Rs or INR) Nov 06 $1 = 45 Rs; 1 = 57 Rs; 1 = 85 Rs1 $3.611 trillion at PPP; $719 billion at official exchange rate (June 05 est)2 8.3% forecast 2006-073 3,400 (2005 est)2 Agriculture Industry Services 2002 - $44 billion 2005 - $76 billion (est) 2002 - $52 billion 2005 - $113 billion (est) 18.6% (2005 est)2 27.6% 53.8%

Exports Imports

1 2 3

OANDA.com CIA Factbook CRISIL.com

Overviews
Labourforce: 482 million Agriculture Industry Services Inflation Rate: Area: Population: Population structure2: 5.4% (yr to Oct 21, 2006)4 3.29 million sq km (approx 1/3 the size of the USA)2 1.095 billion (July 2006)2 30% under the age of 15 years 65% between 15-64 years 5% 65 years and over 70% 50% (1999 est)2 60% 17% 23%

Literacy (able to read and write at Male age 15 years and over)2: Female Below poverty line: Main Holidays:

25% (people living on less than $1 per day)5 1st January (New Years Day) 26th January (Republic Day) 15th August (Independence Day) 2nd October (Mahatma Gandhis Birthday) 25th December (Christmas Day) Musharram (Islamic New Year) (20th January, 2007) Holi (Last day of) (3rd March, 2007) Mahavir Jayanthi (8th March, 2007) Sri Rama Navami (Birthday of Sri Rama) (27th March, 2007) Milad-Un-Nabi (Birth of the Prophet) (31st March, 2007) Good Friday (6th April, 2007) Baisakhi, Vishu/Bahag, Mesadi, Maghi (14th April, 2007) Buddha Purnima (2nd May, 2007) Vijaya Dasami (10th Day of Dashain Festival) (20th October, 2007) Dussera or Dusshera (Victory of Good over Evil) (21st October, 2007) Eid al-Fitr (End of Ramadan) (11th-13th October, 2007) Diwali (Festival of Lights) (9th November, 2007) IduL Zuha/Bakrid/Eid al Akhra) (Feast of the Sacrifice) (20th December, 2007)

Some Religious Holidays/ Festivals:

These festival holidays change date each year, and are not necessarily observed nationally. Languages Spoken: English is the principal business language. Hindi is the first language of approx 38% of the population There are 16 further principal languages and hundreds of regional dialects.

4 5

Reserve Bank of India World Bank, Global Monitoring Report 2006.

India at a Glance
International Airports: New Delhi Indira Gandhi International, www.delhiairport.com (unofficial site) Mumbai (Bombay) Chattrapathi Shivaji International Airport, www.mumbaiairport.com (unofficial site) Chennai (Madras); www.chennaiairport.com (unofficial site) Kolkata (Calcutta) Netaji Subhash Airport (Dum Dum), www.calcuttaairport.com (unofficial site) Kochi (Cochin); www.cochin-airport.com Hyderabad; www.hyderabadairport.com (unofficial site) Bangalore; www.bangaloreairport.com (unofficial site) Note: Both Hyderabad and Bangalore are building new international airports scheduled open in 2008. Major Ports: Kolkata (Calcutta) www.portofcalcutta.com Chennai (Madras) www.chennaiport.gov.in Kandla Gujarat, www.kandlaport.gov.in Kochi (Cochin) Kerala, www.cochinport.com Mormugao Goa, www.mormugaoport.gov.in Mumbai (Bombay) www.mumbaiporttrust.com New Mangalore Karnataka, www.newmangalore-port.com Paradip Orissa, www.paradipport.gov.in Tuticorin Tamil Nadhu, www.tuticorinport.gov.in Vishakapatnam Andhra Pradesh, www.vizagport.com

Climate (average monthly minimum/maximum temperatures and average monthly rainfall)

January Temp Bangalore Hyderabad Kochi Kolkata Mumbai New Delhi Rain Temp

April Rain Temp

July Rain

October Temp Rain

14/27 C 6 mm

21/34 C 41 mm

19/27 C 100 mm 18/28 C 149 mm 22/31 C 160 mm 20/31 C 72 mm 26/32 C 125 mm 23/32 C 114 mm 25/30 C 165 mm 24/32 C 64 mm 25/30 C 179 mm 18/34 C 10 mm

15/29 C 11 mm 24/38 C 19 mm 13/26 C 9 mm 19/28 C 4 mm 6/21 C 24/36 C 44 mm 24/32 C 4 mm

23/30 C 23 mm 26/37 C 125 mm 24/28 C 592 mm 24/29 C 340 mm

25 mm 20/36 C 8 mm

1.2

Political Background and Overview

Dr Arun Sahay, Professor of Strategic Management and Chairman, Centre for Enterpreneurship, Management Development Institute

India has long been a nation of philosophers with a well-developed and peaceful society. One of the oldest scriptures in the world is the four-volume Vedas, which many regard as the thought repository of Indic culture that projected some of the modern scientific discoveries. There have been many major ruling dynasties, for example the Maurayas, Guptas, the Shakas and the Kushans. Chanakya (350 BC275 BC) is known for his political and economic astuteness and is still quoted in management institutes whilst teaching strategy or policy. John D Barrows book The Book of Nothing credits the Indian astronomer Brhamagupta (628 AD) for defining zero, whilst Aryabhata (476 BC) is credited for inventing zero, without which todays progress in science and technology would not have been possible. Nearly every major religion in the world is represented in India. It is also the land of Lord Buddha, Lord Mahavira and Guru Nanak Dev, the founders of Buddhism, Jainism and Sikhism. Despite formidable barriers in the form of the mighty Himalayas to the North and oceans to the East, South and West, India has also received a succession of foreigners, many of them carrying swords, guns and dynamite. The Aryans were among the first to arrive in India, which was, until then, inhabited by the Dravidians. Others who came later included Greeks, Persians, Mughals and latterly the British, Portuguese and French. Among them, the British gained supremacy and ruled India for centuries. Out of these waves of immigration, a composite culture has emerged. Thus India has become a land of unity in diversity a land of integration, adoption and learning, a land of change and continuity. Mahatma Gandhi, a British-educated lawyer, mobilized the Indians and through his Satyagraha, a unique non-violent campaign, India threw off the bondage of British rule on 15 August 1947. Free Indias first Prime Minister, Pandit Jawaharlal Nehru, described the moment as a tryst with destiny. In less than three years of attaining freedom, India had framed a Constitution and declared itself a Republic on 26 January 1950. The Constitution was given shape

Overviews

by some of the finest minds of the country, who ensured the trinity of justice, liberty and equality for the citizens of India. The Constitution was made flexible enough to adjust to the demands of social and economic changes within a democratic framework. India, a union of states, is a sovereign, secular, democratic Republic with a parliamentary system of government. The Indian polity is governed in terms of the Constitution, which was adopted by the Constituent Assembly on 26 November 1949 and came into force on 26 January 1950. The President is the constitutional head of the Executive of the Union. Real executive power vests in a Council of Ministers with the Prime Minister as head. Article 74(1) of the Constitution provides that there shall be a Council of Ministers headed by the Prime Minister to aid and advise the President who shall, in exercise of his functions, act in accordance with such advice. The Council of Ministers is collectively responsible to the Lok Sabha the House of the People. Indias bicameral parliament consists of the Rajya Sabha (Council of States) and the aforementioned Lok Sabha (House of the People). The legislatures of the states and union territories elect 233 members to the Rajya Sabha, and the President appoints another 12. The elected members of the Rajya Sabha serve six-year terms, with one-third up for election every two years. The Lok Sabha consists of 545 members; 543 are directly elected to five-year terms. The other two are appointed. It is generally believed that states are represented in the Rajya Sabha and the people in the Lok Sabha but with so many regional parties springing up, the roles of the Rajya Sabha and the Lok Sabha seem to have become inverted. After 1996, due to the pre-eminence of regional parties in the Lok Sabha, for all practical purposes, it is the Lower House (Lok Sabha) that represents states interests. Thus the importance of the Upper House (Rajya Sabha) has been declining. Given the scheme and design of Indian Constitution, the federalism has been weak because it flows downwards from the centre, rather than upwards from the states. The political scenario has changed and an era of coalition government at the centre has emerged, due to the following four developments: 1. Emergence of formal regional parties regional meaning confined to one state (or at best extended to the neighbouring states) now account for around half the seats in the Lok Sabha. This proportion is likely to increase in future elections. 2. Even the so-called national parties have now become regional in terms of the interests they represent. This is partly due to the aggregative definition of national that is used in the electoral context. A party needs to win only more than 5 per cent of the total votes polled to become national, regardless of the distribution of those votes. Hence, the Communist Party of India-Marxist is a national party, even though it is concentrated in just two-and-a-half states. 3. Due to criteria used for candidate selection by political parties caste, money and muscle, in that order there is lesser talent available in the Lok Sabha for ministerial posts than in the Rajya Sabha. However, partly, it is compensated by the generally rising level of education. Nonetheless, the best ministers are from the Rajya Sabha, which also provides a way of bringing decent

Political Background and Overview

folk into politics. Thus the quality of parliamentary debate, which should form an essential element of governance and legislation, is better in Rajya Sabha compared to that in Lok Sabha. 4. The balance between Rajya Sabha and Lok Sabha has been changing. The bill that should be thoroughly debated in Lok Sabha and should pass through Rajya Sabha in reality is debated in Rajya Sabha before being sent for presidential assent. There are 26 states and 6 Union territories in the country. The system of governance in the states closely resembles that of the Union. In the states, the Governor, as the representative of the President, is the Head of State, but real executive power rests with the Chief Minister, who heads the Council of Ministers. The Council of Ministers of a state is collectively responsible to the elected legislative assembly of the state. The Constitution governs the sharing of legislative power between Parliament and the State Legislatures, and provides for the vesting of residual powers in Parliament. The power to amend the Constitution also vests in Parliament.

Government and its role

According to its constitution, India is a sovereign, socialist, secular, democratic republic. Like the United States, India has a federal form of government. However, the Central Government in India has greater power in relation to its states, and its Central Government is patterned after the British parliamentary system. Subjects like defence, foreign policy and atomic energy are dealt with by the Central Government, whilst law and order is dealt with by the state governments. Certain subjects like science and technology, education and environment are concurrent and dealt with by both the governments. In 1948, immediately after independence, the GoI (Government of India) introduced the Industrial Policy Resolution. This outlined the approach to industrial growth and development. To meet new challenges, from time to time, it was modified in 1973, 1977 and 1980. The Industrial Policy Statement of 1980 focused attention on the need for promoting competition in the domestic market, technological upgrading and modernization. The policy laid the foundation for the change of attitude from import substitution to export promotion which encouraged foreign investment, especially in high-technology areas. A number of policy and procedural changes were introduced in 1985 and 1986 under the leadership of the then Prime Minister Shri Rajiv Gandhi. These policy initiatives aimed at increasing productivity, reducing costs and improving quality. The emphasis was on opening the domestic market to increased competition and readying the domestic industry to stand on its own in the face of international competition. The public sector was freed from a number of constraints and given a larger measure of autonomy. The technological and managerial modernization of industry was pursued as the key instrument for increasing productivity and improving global competition. The net result of all these changes was that Indian industry grew by an impressive average annual growth rate of 8.5 per cent.

10

Overviews

However, Indias 1991 debt crisis provided the opportunity for major economic reforms to deregulate the private sector and liberalize trade and investment. This led to the drastic cut-back of compulsory licensing of private sector industries and by 1997 applied only to nine industries. Restrictions on foreign companies and foreign financial institutions wishing to enter the Indian market were lifted or eased. A steady process of removing quantitative quotas and reducing tariff rates on imports created a more favourable environment for export-oriented production. The recovery from the initial shock of structural adjustment, buffered by a massive infusion of IMF (International Monetary Fund) loans, has generally been considered remarkable. Initially, the politicians of the opposition parties resisted the reforms tooth and nail but when they came to power, they found no alternative but to proceed with the reform. When the present UPA (United Progressive Alliance) Government was formed, backed by the support of communist parties, the general expectations was that the reforms undertaken by the earlier governments would be made redundant and the economy would not be able to maintain its growth targets. However, today in India there exists a stable government, privatization, improved education and job opportunities, reduction in the deficit balance of payments and favourable foreign exchange reserves, despite pressure from the left-leaning parties opposing such initiatives.

Indian judiciary
Indias present judicial system came to life under the British. Thus its concepts and procedures resemble those of Anglo-Saxon countries. The Supreme Court consists of a chief justice and 25 other justices, all appointed by the President on the advice of the Prime Minister. The active role of the Indian judiciary, particularly the Supreme Court of India, has been widely appreciated both within as well as outside India. The Indian judicial system proved its mettle in handling the Bhopal gas leak case, which was unique for the whole world. The independence of the judiciary ensured through the constitutional provisions and subsequent strengthening by judicial interpretation has definitely contributed to the present status of the Indian judiciary.

Judicial framework

independent judiciary with minimal interference from the GoI; Supreme Court, the apex judicial authority, is vested with powers to enforce fundamental rights and act as a guardian of the Constitution; apart from the Supreme Court, the Indian judicial system has High Courts in every state, and lower courts at town levels; in addition, there are alternative dispute resolution mechanisms to help liquidate pending cases in the various courts, either through arbitration or conciliation.

Political Background and Overview

11

Change in attitude of Indian polity

As the fourth-largest economy in the world, India is undoubtedly one of the most preferred destinations for FDI (Foreign Direct Investment). The country has strength in IT (information technology) and other significant areas such as auto components, chemicals, apparels, pharmaceuticals and jewellery. India has always held promise for global investors, but its rigid FDI policies have proved a significant hindrance in this regard. However, as a result of a series of ambitious and positive reforms aimed at deregulating the economy and stimulating FDI, India has positioned itself as one of the front-runners of the rapidly growing Asia Pacific Region. India has a large pool of skilled managerial and technical expertise. The size of the middle-class population, at 300 million, exceeds the population of both the US and the EU, and represents a powerful consumer market. Since its liberalization in mi-1991, India has become a magnet for FDI. A noteworthy feature is the dramatic speed of approvals, some taking only a week. Automatic approval of projects in 34 industrial sectors is permitted. The constraint that FDI should reach only 40% has been relaxed to 51%. In certain sectors, such as infrastructure and computer software, the ownership can also be as high as 74% and in some other sectors ownership can be 100%. As a result of these policy initiatives, FDI rose from US $ 170 million in 199192 to US $ 1.3 billion in 199495. It attracted a total of US $ 2.4 billion in 199697 and US $ 3.4 billion in 199798. FDI is nearly 25 times higher than it was before the economy was liberalized.
Foreign Direct Investment in India
400 350 Rs in billion ($1 = Rs.35) 300 250 200 150 100 50 0 1991 1992 1993 1994 1995 1996 1997
(Jan-Apr) Source: Reserve Bank of India Approvals Inflows

Source: Reserve Bank of India Figure 1.2.1 Foreign Direct Investment in India The recently liberalized FDI policy (2005) allows up to a 100 per cent FDI stake in ventures.The upward moving growth curve of the real-estate sector owes some

12

Overviews

credit to a booming economy and liberalized FDI regime. In March 2005, the GoI amended the rules to allow 100 per cent FDI in the construction business. This automatic route has been permitted in townships, housing, built-up infrastructure and construction development projects, including housing, commercial premises, hotels, resorts, hospitals, educational institutions, recreational facilities, and city- and regional-level infrastructure.

From license raj to the era of innovation and entrepreneurship

After independence in 1947, India embarked on a period of centrally planned industrialization. The centrepiece of the planning regime was the Industries (Development and Regulation) Act of 1951, which states that it is expedient in the public interest that the Union should take under its control the industries in First Schedule. This Act introduced a system of industrial licensing to control the pace and pattern of industrial development across the country, which became known as the license raj. Licensing became the key means of allocating production targets set out in the five-year plans to firms. Both state and private firms in the registered manufacturing sector were covered under the licensing regime. State control over industrial development via licensing was intended to accelerate industrialization and economic growth, and to reduce regional disparities in income and wealth. However, the policy encouraged the industries to corner license rather than serve consumers. The bureaucratic nature of the licensing process imposed a substantial administrative burden on firms. There was also considerable uncertainty as to whether licence applications would be approved and within what time frame. For example, 35 per cent of licence applications in 1959 and 1960 were rejected, with the rejected applicants accounting for around 50 per cent of the investment value of all applications. Recognition of these problems led to various reforms in the 1970s, which attempted to streamline the application process, raise exemption and expansion limits and exempt specific product lines from the provisions of the 1951 Industries Act. By this time it had become apparent that industrial licensing had failed to bring about the rapid industrial development that had been anticipated in the 1950s. The heightened political competition that followed led to pressure to dismantle government controls, including the industrial licensing system. The Congress leader Indira Gandhi responded via the 1980 Statement on Industrial Policy, which signaled a renewed emphasis on economic growth (GoI, 1980). Large-scale de-licensing, however, did not occur until her son Rajiv Gandhi unexpectedly came to power following his mothers assassination in 1984. Some 25 broad categories of industry were entirely exempted from industrial licensing in March 1985. In late 1985 and 1986, further relaxations of the industrial licensing system followed. After Gandhi, his successors, in response to external pressures, implemented a large-scale liberalization of the Indian economy. Such reformist tendencies of the Narsihma Rao Government were unexpected. Perhaps the then Finance Minister, Man Mohan Singh, saw the possibilities in reform. In 1991, industrial licensing was abolished, except for a small number of industries where it was

Political Background and Overview

13

retained for reasons related to security and strategic concerns, social reasons, problems related to safety and over-riding environmental issues, manufacture of products of hazardous nature and articles of elitist consumption (GoI, 1991). Additional industries were removed from the provisions of the 1951 Industries in the post-1991 period. With the advent of WTO, in which India plays a key role, non-tariff barriers were removed and tariff rates slashed. The stated rationale for the liberalization of industrial policy was to actively encourage and assist Indian entrepreneurs to exploit and meet the emerging domestic and global opportunities and challenges.

Growing youth population

In the 1990s, the population growth rate came down from 2.1 per cent (recorded in the previous decade) to 1.9 per cent. Population control is a legitimate economic agenda but is shunned by political parties due to election pressures and the voting game. India is the second most populous country in the world, with a higher population growth rate than China. Indias population has cssed the billion mark and will soon exceed that of China. Some 68 per cent of the population still live in rural areas yet to witness the benefits of the reform process. However, there is a silver lining in this population growth. A total of 550 million Indians are under the age of 25, and 350 million under 15 years (source: IBEF, 2006). By 2013, the net addition to the productive population (aged 2544 years) will be 91 million, or 33 per cent. The biggest benefit of this demography is the high consumer base. They will also form an educated labour force, trained in technology and aware of forces of globalization. The youth brings with it newer and more advanced knowledge, technological know-how, and an aggression that was not encouraged by earlier, more sober and rigid social and governmental systems. The manufacturing industry is on a roll once again, banks have improved their efficiency to cater for demanding customers, and private entrepreneurship has found a new lease of life from the GoIs policies. A new trend of shifting from job seeking to searching for self employment opportunities is also taking place.
Todays youth
Absolute population below 25 years (m) Proportion of population below 25 (% RHS)

si a

di a

na

az il

Ch i

In

ne

pa

Br

do

Ja

Source: www.childrendatabank.org Figure 1.2.2 Todays youth

In

er

an

600 500 400 300 200 100 0

60 50 40 30 20 10 0

14

Overviews

The new face of the Indian consumers

Indian consumers are increasingly exposed to the latest products and technologies available in different sectors. Exposure occurs not only through international media, including the Internet and satellite television but also through travel. With more and more Indians travelling to foreign countries for business or holidays, purchasing opportunities are also increasing. Around 5.5 million Indians travelled abroad in 2004, representing a rise of 25 per cent compared to 2003. Indian shoppers spent US $ 100 million during the Dubai Shopping Festival in 2003, with a large part dedicated to luxury goods such as fragrances, cosmetics, watches and jewellery (Source: 2006 www.beauty-on-line.com).
600 500 400 300 200 100 0 60 50 40 30 20 10 0

GDP Per Capita Peak Personal Tax Rate

93

94

95

96

97

98

99

3E

Figure 1.2.3 (this needs some labelling)

Reforms and results during the last 15 years

1991 Economic liberalization initiated by Indian Prime Minister PV Narasimha Rao and his Finance Minister Manmohan Singh in response to a macroeconomic crisis; 1998 Indias economy was US $ 1702.7 billion, which accounted for a 5% share of world income; 2005 Indias economy is worth US $ 3319 billion (Purchasing Power Parity) which accounts for a 6% share of world income, the fourth largest in the world in terms of Purchasing Power Parity.

Political Background and Overview

10 8 7.31 6 4.94 4 3.28 2 0 -2 -4 -6 -3.67 -0.09 -0.5 1951 1955 1960 2.53 2.69 4.67 6.23

15

7.6

-0.33 1965 1970 1975 1980 1985 1990 1995 2000 2005

Note: *Constant Prices: Chain series Source: Penn World tables Figure 1.2.4 Growth rate of Indias real GDP per capita, 19502006*

1.3

An Economic Overview of India

Amit Kapoor, Professor of Strategy and Industrial Economics Management Development Institute

India is a study in contrasts. It is undeniable that India is one of the fastest growing economies in the world but stark issues stare it in the face like, low GDP per capita; a lowly rank on the Human Development Index; abject poverty with 26 per cent of its people living under the poverty line; the growing economic disparity, still a large part of the population deriving income from agriculture; 2 per cent of world land accommodating nearly 17 per cent of the world population; a dismal state of healthcare in India; crumbling infrastructure with projects that are delayed for years; a power situation that is appalling; corruption that is a menace; interfering polity and bureaucracy; Foreign Direct Investment that is smaller than that received by Hong Kong. This paints a fairly gloomy picture for India as a country. Then what makes it tick? Why is it that every economist talks about India and each company has an India strategy? Lying under this dismal picture is the opportunity that presents itself, the opportunity to change, contribute and grow. Even though India has a low GDP per capita it has one of the highest saving rates in the world. It is this base of GDP per capita that is about to explode and present to the world the largest middle class market in the world. At present it is estimated that urban and rural middle class homes in the country total around 40 million. The opportunities that await the telecom market with an exploding market that is growing exponentially at 30 million connections a year; the opportunities in the healthcare industry; the growing tourism industry; the opportunities in infrastructure projects; the growing airline industry; the coming of age of Indian manufacturing; the talented workforce that India presents to the world and last but not the least the dynamic Indian IT and ITES industry. India is sitting on the cusp of change, the change that will transform the very structure and nature of the world economy in the coming 5 decades.

18

Overviews

The Indian Economic History

India has a legacy of long term colonial stagnation and economic backwardness. It was in 1947 that India regained independence and started a journey towards self-reliance. The aspiration of the leaders during independence was to turn India into a vibrant, self-reliant national economy and do away with the vagaries of abject poverty. India had negatives, in the form of a limited entrepreneurial class and non-functional capital markets. Looking at this the state, i.e. Government, had to fulfill the role of capital accumulation and acting as an entrepreneur. This gave rise to public sector units which ended up becoming the agents for growth and industrialization. The strategy gave results as it accelerated the pace of growth and moved India out of stagnancy of the pre-independence era. As India continued to pursue these goals, the policies ended up being more inward looking and protectionist. The huge bureaucracy was put in place to monitor and govern the permits designed to stimulate and control the industry while limiting foreign trade and investment. The License Raj created high barriers through tariffs and quantitative restrictions on imports. This disincentivised domestic Indian industry from innovating and improving its manufacturing quality. The License Raj administered almost all aspects of business, limiting the capability of business to expand and improve its productivity. The Government interfered in the proper functioning of the markets by setting prices in many industries, regulating transport costs and regulating the labor markets. Due to these interventionist and isolationist policies the economy started to suffer. The exports declined from 6.5 per cent of GDP to 3.6 per cent in 1970. The trend continued and India ended up facing the worst economic crisis since its existence as an independent nation. India faced a severe balance of payment (BOP) crisis in 1991. The crisis was exasperated with the collapse of the Soviet Union in the same year. The collapse of the Soviet Union depicted the final blow to the ideals of a centrally controlled economy, against which India had modeled itself. The collapse crippled Indias most significant export market and put a death knell on its primary source of economic aid. This crisis created a condition severe enough for the Government to re-examine the approach to development that India had since independence. It was in July 1991 that the Government embarked on a new approach to economic development. It was clearly recognized that correcting the macroeconomic imbalances, replacing oppressive control of managing entry of firms and competition would help in overcoming the BOP crisis. India started taking serious steps towards making a systematic shift towards a more open economy. The ideas behind the move were to have a greater reliance on market forces, a larger role for the private sector within the country and the changing role of the government. The key features in Indias economic reforms were related to fiscal and monetary tightening, overhaul of foreign trade and investment regulation, reduced state control of the industry, financial sector liberalization and elimination of microeconomic regulation.

An Economic Overview of India

19

The Present Economic Situation

The present economic situation in India looks promising with a GDP growth rate around 8.4%. The economy is propelling upwards with the increase in domestic demand. The service sector contributes 54% of economic output and is growing at a rate of nearly 10%. The Indian Information Technology and Business Process Outsourcing sectors are continuing to grow and perform, driven by international demand and low cost labor that India has in quantity. This sector though has a limited impact on employment generation as at present it employees around one million people which is insignificant looking at the base of 1100 million population of the country. The Industry or the manufacturing sector accounts for about 26% of GDP and is growing at around 9%. The sectors that contribute to the success are textiles, metals and alloys and transport equipment.
Composition of Indian Economy Agriculture 20%

Services 54%

Industry 26%

The agriculture sector which has 20% share of GDP is the cause for concern. Even though India has had favorable monsoon in the last few years the growth rate for the sector has been a meager 2.3%. This reflects the difficulties the agriculture sector faces in the country especially in raising productivity. The sector is beginning to face an acute water crisis with problems further accentuated through mismanagement of irrigation and surface water management. The development that India sees today seems outstanding when compared to its own historical data. If we look at the data in comparison to China the sheen seems to tarnish a little. India grows at 8.4% whereas China at 10%; India contributes 6.2% of world GDP as against Chinas 14%; 44% of India live as destitute against that of 39% in China; China has a literacy rate of 95% to 68% that of India; manufacturing is 16% of Indias GDP to 37% in China; Indian exports are $71 Billion which are just 10% of Chinas export of $713 Billion. Moving further on we notice that China commands 25,000 kilometers of 4 lane highways against 3,000 kilometers in India; China has 375 million mobile phone subscribers to that of 100 million in India; 73% of Chinese access the internet to that of 23% Indians; it takes 71 days to start a business in India to 48 days in China; 49.5% of per capita income is required to start a business in India to that of 14% in China; enforcing contracts can be a problem in comparison to

20

Overviews

China; India received around $8 billion of Foreign Direct Investment (FDI) against $70 billion to that of China etc. These statistics may seem to dim the picture for India but also give indications as to what India needs to do to have a more resilient model for growth. India needs to invest in infrastructure, focus on manufacturing, improve legal procedures etc. India is also a nascent market which is ready to explode as it would foresee hockey stick growth in sectors like telecom, internet, infrastructure. Beyond doubt if India starts looking at infrastructure alone not only will it propel sectors like airlines etc, the sector has a potential to move India out of dangerous levels of unemployment which today stands at about 42 million unemployed graduates. If India focuses on improving its governance and its legal frameworks then it has the potential of being one of the most attractive FDI destination amongst the emerging economies.

Indian Competitiveness
According to the acclaimed Harvard academic Prof. Michael E. Porter, competitiveness is the fundamental underpinning of prosperity. While macroeconomic shifts, political development, resource price swings, and spurs of trade can all move GDP per capita, but the only reliable basis for true prosperity is the productive capacity of a nations economy. He further iterates that productivity sets a nations standard of living. Productivity supports high wages, strong currency and attractive returns to capital and with a high standard of living. Going further Porter explains that productivity improves when a country can mobilize its human resources to generating value within the economy. Porter articulates that it is innovative capacity of the economy that would be the cornerstone of productivity in the long run. In the context of economic development the innovation referred to a countrys ability to upgrade its business environment. The aspects that reflect the microeconomic business environment are Factor Conditions, Demand Conditions, Related and Supporting Industries and Context for Firm Strategy and Rivalry. It is eventually the management of these four determinants that would increase levels of competitiveness of an economy. Analyzing these aspects of the microeconomic business environment further we can look at factors that have an impact on growth of the Indian economy and further its competitiveness and economic prowess internationally. The aspects that are driving Indias growth are basically the factor conditions and the demand conditions. Factor Conditions Porter refers to factor conditions as the situation in a country regarding production factors, like skilled labor, infrastructure, etc., which are relevant for competition in particular industries. Indias factor conditions are mixed with contradictions across categories. India has one of the largest pool of engineers and scientists but we see an abysmal rate of patenting within the country. It is perceived that India has a large English speaking population but according to some

An Economic Overview of India

21

estimates it is around 2% of the population. The infrastructure in the country is improving but not at the rate at which it is required to sustain the growth rates of greater than 8%. India faces huge problems in its transport infrastructure including rail, road and air. Today the infrastructure bottlenecks have started hindering the growth of sectors within the country. Demand Conditions It is the demographic structure of India that spurts demand today and would drive the demand for the future. As of today 33% of Indias population is below the age of 15. In the next 10 15 years it is estimated that 250 million workers will be added to the labor pool, who when gainfully employed will create a consumption class that would be parallel to none. Furthering the concept of Competitiveness we see that successful economic development is a process of successive upgrading, in which the nations business environment evolves to support increasingly sophisticated and productive ways of competing by firms. The nations evolve through various stages of competitive development.

Factor Driven Economy Input Cost

Investment Driven Economy Efficiency

Innovation Driven Economy Unique Value

Stages of Economic Development

Source: Porter (1990) The growth strategy currently followed by India focuses primarily on exploiting its factor inputs. The boom in IT & BPO is driven by availability of low cost labor. The focus and growth has been lead in work which is not high in value addition. The growth in the software sector is not driven by innovation rather it is the availability of cheap technical manpower which is driving the industrys growth. If we look at the productivity of an Indian Information Technology professional vis--vis an Israeli professional we would be surprised to see the results. Low cost labor does not necessarily provide competitive advantage to the nation as it is always at a precarious position and in danger of being overtaken by another low cost provider of human capital. In the long run it is not the low cost of factor inputs that drives the economy rather it is the innovative capacity and capability that makes the difference. Innovation in all likelihood increases trade, helps in maintaining market share, improves processes and offers high quality products. India as we see is clearly lagging behind in producing products efficiently. It is the longterm orientation and outlook which would make a difference and not the policy initiatives that are incomplete and in bursts. India as a country has been driven by inherited prosperity, i.e., focusing on population, low cost of labor, etc. India

22

Overviews

will have to move ahead, wake up and take action. To say the least, India is gaining advantage because of labor arbitrage. In the future it would have to focus more on manufacturing and innovation. At this juncture the economic situation India has is full of promises as it has nowhere else to go except upwards.

Regulation
Looking at regulation becomes important as it sets the tone for entry of firms and the business conducts itself in the country. India has an exhaustive legal framework governing all aspects of business. Some of the important ones that have implications for a foreign investor are Companies Act, 1956, Governing Corporate Bodies; Competition Act, 2002, Ensuring Competitive Spirit in the Market; Consumer Protection Act, 1986, Law Protecting Consumers; Factories Act, 1948, Law Regulating Labor in Factories; Foreign Exchange Management Act, 1999, Framework regulating foreign exchange transactions; Industries Disputes Act & Workmen Compensation Act, 1951, Laws dealing with labor disputes; IT Act, 1999, Regulation for Internet Commerce Activities; Sales Tax Act, 1948, Governs the levy of tax on sales. Various regulatory bodies act as points of contact between the investors and the Indian Government. Some of the significant regulatory authorities are the Foreign Investment Promotion Board (FIPB), Reserve Bank of India (RBI), Registrar of Companies, Securities and Exchange Board of India (SEBI), Central Board of Direct Taxes (CBDT) etc. Since India is moving on the path of economic deregulation there have been substantial removal of bureaucratic controls and hurdles on the industry. Licensing has been abolished in most of the sectors except atomic energy and railways. Certain industries where licensing is still mandatory are alcohol, cigarettes and tobacco, electronics, aerospace and defense equipment, industrial explosives and hazardous chemicals. With the new Industrial Policy of 1991 the regulatory environment for foreign investment has been eased consistently which has made the policy much more investor friendly. FDI is permitted in most of the sectors except atomic energy, lottery and gambling businesses, plantations, retail trading and agriculture (excluding floriculture, horticulture, seed development, animal husbandry, pisciculture and cultivation of vegetables and mushrooms).

Challenges that India Faces

No doubt India, with its massive pool of humanity and resources is expected to play a significant role in world and its own development in coming times. But this shall necessitate a maturing to its expected role and thereby rising to take up the challenge. In absence of this inner re-orientation happening the right way, it may collapse inwards, creating problems for rest of the world. The rest of the world can duly perceive India to be a vibrant place, filled with investment opportunities (necessarily with the concomitant risks). Thus more clarity shall accrue to current policy makers, industry players, potential investors in the

An Economic Overview of India

23

immediate and long run in understanding the lesser known truisms about the phenomena of India following its liberalization-globalization and privatization. William Baumol, professor of economics and entrepreneurship at New York University, talks of the use of imagination, boldness, ingenuity, leadership, persistence and determination as relevant characteristics of those who go for entrepreneurship, a useful inventory of attributes to be applied to assess requirements of being a successful investor in the current ceaselessly changing India. In 2006, though huge strides seem to have been made in economic and social evaluation, the sustenance of momentum is found groping in dark. The initial exuberance is dwindling and policy framers are at mercy of parochial sectarian and regionally obsessed politicians. The disparities have grown. Report after report by global agencies rank the country relatively low on positive attributes like per capita income and shamefully high on negative traits like corruption and ease of doing business in India. Resilience to internal disturbances at the hands of terrorists and a successful combating of the Indo-Pakistan border conflict along the way is praiseworthy. Sadly, the resilience is more about apathy and ineffectiveness of peace ensuring mechanisms than rooting out fundamental drivers of disruptive vectors. The population is yet to invoke truly mature democratic routes to ensuring accountability by the ruling elite. If India is to give to its people a country that commands respect all across the world in the coming years it will certainly have to answer and tackle the issues it faces. Even though the negatives that India faces can be burdensome and may disrupt the growth that India has today they are greatly outnumbered by the positives. Finally, let it be said that it is a mistake to analyze India as a monolithic nation: its cultural diversity and economic disparities coupled with its geographicalpeople-economic size make it an equivalent in complexity to all Europe and Africa. Accordingly, its 29 states need to be studied on case-by-case basis. In fact, if a framework has to be used, we can talk of two Indias, with nearly 20% living in urbanized locations and the major part in rural areas. The sensibilities, mindsets and priorities are dramatically different across these two Indias. Accordingly, all policy making that employs scale neutral techniques and harnesses the tremendous manpower resource, also exploiting the diversity shall yield better and longer-term results.

Part Two Mechanics of Business Engagement

2.1

Labour, Skills and Training

C Jayanthi

As is widely acknowledged, Indias economic growth has been nothing short of inspiring, and the countrys growth at 8.4 per cent is among the highest in the world. As a result, the countrys education system has been turned upside down. From a population of approximately 300 million at the time of independence, the country is now 1 billion people strong. However, a fast growing economy needs people with skills. The first Prime Minister of the nation, Jawaharlal Nehru, built excellent institutions of higher education, such as the IITs (Indian Institutions of Technology) and the IIMs (Indian Institutions of Management), which have benefited the country greatly. Some 80 per cent of India is still rural and primary education has been in a state of neglect. To set right this anomaly, the GoI (Government of India) has attacked the problem with renewed vigour through the EFA (Education for All) or the SSA (Sarva Shiksha Abhiyan) programme. The SSA, the flagship programme of the UPA Government that the Central Government launched in partnership with the State Governments, is expected to be instrumental in attaining the goal of UEE (Universal Elementary Education) in the country. The Prime Minister heads the National Mission for the SSA, which monitors the progress made under the scheme. The SSA is expected to provide relevant elementary education for children in the country aged between 6 and 14 years old by 2010. The goal of the SSA is consistent with the Constitution (86th) Amendment Act, 2002, which makes elementary education a fundamental right of every child living in the country. The performance audit of the SSA, carried out by the CAG (Comptroller and Auditor General) of India (March 2005) mentions specifically the aim of the SSA: to ensure that all children complete five years of primary schooling by 2007; to ensure that all children complete eight years of elementary schooling by 2010; bridge all gender and social category gaps at the primary stage by 2007 and at the elementary educational level by 2010 and achieve universal retention by 2010. Covering the period from 200304 to 2007, the SSA has received external funding to the tune of US $ 1 billion from the World Banks IDA (International Development Association); the Department for International Development, the UK and the European Commission. The SSA is an ambitious programme, meant to cover 19,200,000 children in the country. It evolved from the recommendations of the state education ministers conference held in October 1998 to kick-start UEE. The programme was launched in 200102. Since its inception, allocation of funds under the SSA has shown high growth from US $ 77,467,906 in 200001 to

28

Mechanics of Business Engagement

US $ 1.6 billion in 200506, and to US $ 2.4 billion in 200607, representing an increase of 41 per cent over the previous year (200506). The World Bank Aide-Memoire (January 2006) on the third joint-review mission of the SSA mentions that the target of reducing out-of-school children by 3 million per year is being exceeded. It mentions that the number of out-of-school children has fallen from 25 million in 2003 to 13.5 million as on March 2005 and that the positive trend will continue in 2006. Clearly, a great deal needs to be done. There are 48 districts in the country where more than 50,000 children are out of school, according to the World Bank report. According to the CAG of Indias report on the SSA (March 2005), nationally, there were 71 children outof school per thousand. Therefore, efforts need to be speeded up in this direction. Gender parity continues to improve, almost within reach at the primary level, according to the World Bank report. The girls to boys ratio at the primary level has increased from 0.90 in 200304 to 0.91 in 200405. Another key component of the flagship programme of the UPA Government has been the midday meal scheme that is seen as key to retaining children at school. The scheme was launched as a centrally sponsored scheme in August 1995. Central assistance comprised free foodgrain via Food Corporation of India and an admissible transport subsidy. Initially, most states received a dry ration of 3 kilogrammes per person. The centre earlier provided a cooking cost of 1 rupee per day, which has now been increased to 1.50 rupees per day, with 0.50 paise contributed by the state the bare minimum by any countrys standards. Under the scheme, a cooked meal of a minimum of 300 calories is made available to 12 crore children in over 950,000 schools. The allocation for the midday meal scheme has gone up from US $ 2.7 billion in 200506 to US $ 3.7 billion in 200607, signaling a rise of over 37 per cent, according to a parliamentary standing committee report (2006) on the scheme. The 2 per cent education cess levied through the Finance Act 2004 yielded US $ 1.08 billion in FY (financial year) 200405: in FY 200506 it rose to to US $ 1.5 billion and in 200607 it amounted to US $ 1.9 billion, according to the Ministry of HRD (Human Resource Development). The cess is used exclusively to finance the SSA and the midday meal scheme of the GoI. During 200607, funds amounting to US $ 1.6 billion will be required to construct 500,000 much-needed classrooms, according to the World Bank. As far as secondary education is concerned, the age of 1417 years is crucial. It encompasses classes 9 to 12. According to figures available from the 2001 census, there are 91.7 million children eligible for secondary education in India. This segment is expected to grow to 98.2 million by 2011. In the 1990s, the enrolment in secondary schools increased at a rate of 2.83 per cent per annum, whereas in the early 2000s, the rate of growth was 7.4 per cent. According to government statistics, enrolment in secondary schools is expected to reach 26.4 million by 200607. This will mean an additional billion dollars investment just for secondary education. There is a government proposal to expand the level of skills taught through industrial training institutes, which is expected to be considered. Industrial training institutes train students to become technicians, for example electricians or plumbers etc. The aim of the GoI is also make sure that students, who do not want to study beyond class X, and join vocational courses, should be

Labour, Skills and Training

29

able to do so. The Planning Commission (determines priorities for the GoI for balanced use of the countrys resources) of the GoI wishes to place vocational training on a par with secondary in terms of resources and status, within the next five years. India has progressed in the realm of higher education from having 30 universities in 195051 to 324 now. The number of colleges is up from 750 in 195051 to 16,000 now. Enrolment has risen from 263,000 in 195051 to 9,228,000 in 200405 and the number of teachers has gone up from 24,000 to 436,000 in the same period. There is also the UGC (University Grants Committee), an autonomous body that disburses grants to recognized institutions of higher learning. There are also institutions of higher learning the aforementioned IITs (seven) and IIMs (eight), granted autonomy through Acts of Parliament. The number of students enrolled in universities and colleges in 2005 was 9.28 million, of which 3.6 million 40 per cent are women. The percentage of young people (1823 years) who are eligible for higher education form 7 per cent of the population; unlike the OECD (Organisation for Economic Co-operation and Development) where it is as high as 4050 per cent. The aim of the GoI, therefore, is to increase the access ratio by 20 per cent by 2015. There are discrepancies, for example, only 16 out of 1,000 young people are graduates in rural areas, whereas the number of urban graduates is higher in number 111 out of 1,000. Most colleges and varsities are located in urban areas. The five southern states, Tamil Nadu, Karnataka, Kerala, Andhra Pradesh and the western state of Maharashtra have 32 per cent of the population, whereas they have 46 per cent of the total general colleges and almost 60 per cent of the professional institutions. The IGNOU (Indira Gandhi National Open University) was set up in 1985 under the IGNOU Act. According to the annual report 200506 of the Department of Human Resources Development, The total number of students registered in IGNOU during 2005 was 460,807. The open or distance learning university offers a range of general and professional degrees, including Bachelors, Masters and PhD in general. It also offers professional courses, with the exception of medical degrees. This particular university was intended to reach the most remote corner of India. Although IGNOU has established centres all over the country, the courses and skill sets that they offer in areas such as management, health and computer sciences are more popular in urban areas. The University Grants Commission, which disburses grants to various universities in the country and coordinates between the Union and State Governments and the various institutions of higher learning, has set up a National Accreditation Council for periodic assessment of quality and standards in varsities and colleges throughout India. Enrolment of women in higher education has increased from 10 per cent of the total population to 40 per cent in 200405. According to an government estimate, US $ 774 million is required to upgrade existing varsities, filling vacancies of teachers, upgrading libraries etc. Given the dire need for universities and colleges, the GoI is considering allowed 100 per cent FDI (Foreign Direct Investment). This is, however, expected to be subject to the law of the land, which would mean allowing a certain percentage of reservations for backward castes (backward classes). Foreign universities that

30

Mechanics of Business Engagement

want to set up campuses in India still have to wait a while, as the law has yet to be enacted by the Indian Parliament. Currently, although FDI is allowed through the automatic route, a foreign institution must have an Indian partner and the stake must be equal ie 50:50. If the foreign institution wants to increase the stake, it has to apply to the FIPB (Foreign Investment Promotion Board). A consultative paper on entitled Higher Education in India and GATS: an opportunity, brought out by the Commerce Ministry, GoI, makes out a case for foreign participation in Indian higher education. It says, GATS (General Agreement on Trade and Tariffs) could provide an opportunity to put together a mechanism whereby private and foreign investment in higher education can be encouraged subject to high quality standards and efficient regulation. Although India may be far from treating education as a service that can be traded internationally, rather than a fundamental right, higher education system in the country is characterized by scarcity of resources. However, despite all this, Indias growth has been tremendous in knowledge-based sectors, such as IT (information technology) and ITES (IT-enabled services) and traditional sectors such as manufacturing. IT is expected to need approximately 5 million skilled workers within the next few years, according to Nandan Nilekani, CEO of Infosys, one of the top Indian IT companies, who spoke at a Confederation of Indian Industries seminar. Manufacturing in the next decade or so will create 25 million jobs and this will clearly require a skilled workforce. Will India be able to produce the jobs? Given the first half of the year 2006, 52 per cent of Indian companies have increased their workforce, over 2.89 per cent for 2,143 companies across industry sectors. The IITs currently have 15,000 undergraduate and approximately 12,000 postgraduate students. These institutes provide top-class engineering education in virtually every field of engineering education. There are 19 National Institutes of Technology that are next only to the IITs (Indian Institutes of Technology) in education. Indias IT revolution no doubt has its roots firmly attached to the attention and support that science and technology has got from the forefathers of the nation, when it attained independence from British rule in 1947. There are also private engineering colleges. Tamil Nadu has witnessed a big leap in the number of private engineering, medical and paramedical colleges since the mid-1980s, when the Central Government was looking for private investment in higher education. Now, the state has 254 engineering colleges, offering over 80,000 seats in undergraduate courses and accounts for approximately 20 per cent of the 1,346 engineering institutions in the country. The GoI now runs only nine engineering colleges in the state. However, the quality of education offered by the private engineering colleges, which give courses in a range of engineering subjects such as civil, electrical, mechanical and chemical just like the IITs, is open to question. The National Accreditation Council, which follows stringent parameters to assess the quality of education offered by various institutes of higher learning, does not make it mandatory for institutions to seek accreditation. Every university offers a legal degree and there are specialized law schools in Bangalore, Hyderabad, Bhopal and Pune. However, legal literacy in India still has a long way to go. To some extent this inevitably delays law enforcement within the country. In terms of legal specializations, cyber law is still at a nascent stage

Labour, Skills and Training

31

in India. It tends to be offered more as a course module rather than a fully fledged degree course. Civil and criminal law specializations are still popular. Some 81 per cent of Indian companies, according to a McKinsey survey, believe that the lack of human resource will be the single largest deterrent to speedy development. The fact remains that nearly 50 per cent of students drop out of school at secondary levels, with another 75 per cent dropping out at the higher secondary level. Of the 3 million who then make it to the graduation, only 1520 per cent can be given a job or be hired. Only 10 per cent look into research a primary need for all industries for their future growth. Hewitt India has painted two scenarios of India the present one, with enrollment increases at the historical 25 per cent levels, low quality of educational inputs and low rate of conversion to employment for a student. The other scenario sees enrollments growing exponentially, with improvement in education quality and conversion to employment increasing with most graduates being employed. This leads to higher national income, increased consumption, increased knowledge employment and high economic growth, whilst the former leads to high rates of unemployment, social unrest, rapid wage inflation, and economic noncompetitiveness. Whilst IT&ITES professionals have the biggest chances of being hired as companies form the sector hired at an aggressive 11.9 per cent, with the benchmark 30 hiring at even more aggressive rate of 16.1 per cent, those from sectors like construction and manufacturing are also seeing an increase in demand at 6.43 per cent and 1.9 per cent respectively. A figure corresponded by a 10.6 per cent growth in industrial output over the first five months of the current fiscal year. Manufacturing accounts for approximately 15 per cent of Indias GDP (Gross Domestic Product). A Ma Foi survey (Global Search Services) predicts that 10,30,040 jobs will be created this year. The sectors expected to drive job demand in India IT&ITES, manufacturing, retail, communication and transport. Looking at business education in India, it is largely driven by the IIM. The IITs have also started their own school of management, and there are also some private management schools, such as the Indian School of Business, Hyderabad and the Management Development Institute, Gurgaon. The IIMs are government-funded and offer a range of courses in all areas of management. However, typically, a student who goes to study in the IIM after passing a nationwide competitive test does not have work experience. The ideal top qualification in India would be an IITIIM combination. In conclusion, skilled human resource will be a critical issue in the years to come in India. It is still necessary for it to keep pace with fast-moving economic development. Despite Indias 1 billion people, imparting the right skills for a rapidly developing job market will test its institutions of learning.

2.2

Real Estate
Vivek Dahiya, Associate Director, DTZ Debenham Tie Leung

Real estate is one of the fastest growing sectors in India. Market analysis pegs returns from realty in India at an average of 1214 per cent per annum, with a tremendous upsurge in commercial real estate on account of the Indian BPO (Business Process Outsourcing) boom. Lease rentals and occupancies have been picking up steadily and there is a gaping demand for quality infrastructure. A significant demand is also likely to be generated as the outsourcing boom moves into the manufacturing sector. Furthermore, the housing sector has been growing at an average of 34 per cent annually, whilst the hospitality industry witnessed a growth of 1015 per cent last year. Apart from the huge demand, India also scores on the construction front. A McKinsey report reveals that the average profit from construction in India is 18 per cent, which is approximately double the profitability for a construction project undertaken in the US. Aided and abetted by a bullish economy, strong demand from domestic and foreign sources, and proactive policy initiatives like relaxation of FDI (Foreign Direct Investment) in construction, rationalization of Stamp Duty, and the repeal of the urban land ceiling act, Indian realty is on a roll. The fundamental demand drivers of real estate remain strong and improved economic growth, and availability of finance (institutional and retail) has resulted in surging needs for commercial and residential space. Post liberalization, the last 15 years have seen a substantial improvement in fundamentals of demand and the trend continues. The Indian economy has steadily moved away from its over-dependence on agriculture to services and more recently to manufacturing, the latter two being significant drivers of real estate demand. The last few years have seen [the] Indian market mature through regulatory reforms, improving products in terms of quality and technology, changing tenant profiles (MNCs multinational corporations and respect for tenancy laws), and improving management and maintenance models, says Vivek Dahiya, associate director, DTZ India. Indian real estate can be characterized by a few key demand drivers commercial, retail, residential, and hospitality. Fuelled by demand from these sectors all over India, real estate is experiencing a boom. The IT/ITES (IT-enabled

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Mechanics of Business Engagement

services) industry the main driver for commercial real estate demand all over India has grown at a 36 per cent CAGR (Compound Annual Growth Rate) over the last decade. By 2008, it is expected to account for over 7 per cent of Indias GDP (Gross Domestic Product) and 30 per cent of foreign exchange inflows, creating over 2 million jobs. In 2005 alone, the IT/ITES sector absorbed a total of approximately 30 million square feet across India. This sector is expected to continue with its robust growth at least for the foreseeable future. In the case that an IT/ITES company is considering starting operations in India, there are several building options available across multiple cities. Most large cities like Bangalore, Delhi, Mumbai, Chennai, Pune, Hyderabad and Kolkata have several IT Park projects operational and coming up. Based on the skill set of the human resources, infrastructure at city level, scalability options to cater to future expansion and cost requirements of the company, it is usually advised to select the ideal location from these cities. Many international property consultants, with operations in India, can assist all such companies in their city evaluation, site selection and project management needs. The retail sector is also growing at a robust rate, with continuing investment from domestic retail companies. With the opening up of high-end retail to FDI, this sector is set to experience a further boost. Recent surveys have repeatedly shown India as an attractive destination among emerging markets for retailers to enter. With organized retail still at a miniscule 3 per cent of the total market, the potential for growth is not lost on any investor. In fact, the growth rate of organized retail is anywhere between 2530 per cent per annum and a McKinsey and CII (Confederation of Indian Industry) economic review (2003), estimated organized retail to grow to 10 per cent of the retail market or US $ 30 billion by 2007. The sector is seeing increased focus on the development of integrated retail and entertainment centres (malls) as opposed to stand-alone formats. The number of malls is slated to increase from the current 100 to almost 350 by 2010, providing increased opportunities to investors. With a shift in the mindset of the Indian middle class consumer and a substantial increase in the population of the young consuming class, India is slowly emerging as a consumption led economy, added Mr Dahiya. Most large Indian cities now provide options in the organized formats (malls). The reach of these formats is now also spreading across the smaller cities. Some micro markets in various cities are currently witnessing an oversupply situation and it provides opportunities to retailers to identify good bargains. Some of the key points to be considered whilst taking up space in a mall in India are: profile of the developer, emphasis being given to trade and tenant mix in the design and if a mall manager would be appointed for the project. Most mall projects in India, so far, have concerns with regard to strata titles, which could be detrimental to its financial health in the long run. Increasing urbanization and higher aspiration needs (better quality real estate) is fuelling the demand for residential real estate. Low per capita housing stock, higher disposable income, the falling age of first-time home buyers and low interest rates coupled with surging home loans have also contributed significantly to this phenomenon. The housing sector is currently growing at 3035 per cent per annum. A lot of demand is also coming from investors who view housing

Real Estate

35

as a safer investment option as compared to shares and mutual funds. The decision to liberalize FDI norms in the construction development sector is perhaps the most significant economic policy decisions taken by the GoI (Government of India) last year. The most recent guidelines prescribed vide Press Note 2 of 2005 series (please see separate attachment) has further opened up FDI in townships, housing, built up infrastructure and construction development projects providing adequate investment opportunities. Another key sector for growth is hospitality. Indias keen interest to leverage its tourism potential to attract a significant flow of high-spending foreign tourists has resulted in renewed interest in the hospitality sector, with established foreign brands entering the market. On one account, five-star room capacity in India needs to double in the next five years from the current paltry 96,000, giving a potentially golden opportunity for investors. Finally, interesting changes are taking place even for industrial properties. So far, most industrial options were available as land in industrial parks developed and promoted by industrial development corporations. However, the GoI has now enacted a policy allowing the setting up of SEZs (Special Economic Zones) in India, even by private developers. This is resulting in high interest from various Indian and international developers to undertake development on scales (over 25,000 acres) not previously witnessed in India. A more recent phenomenon in the real estate industry in India has been that of REFs (Real Estate Funds). REITs (Real Estate Investment Trusts) are currently non-existent in India. Over the last few years, there have been several representations by the real estate industry and mutual funds to permit settingup of REITs in India to the SEBI (Securities Exchange Board of India), the nodal agency for regulating mutual funds and stock markets in India. Pursuant to such representations, SEBI, in consultation with the Association of Mutual Funds of India, appointed a committee for studying the feasibility of REITs in India. The committee has recommended that REITs should be implemented in India through the mutual fund schemes. The report is still pending with SEBI. Whilst this demand has not been met, in April 2004, SEBI opened a small window for real estate investments under the VCF (venture capital fund) and FVCI (foreign venture capital investor) regime. Pursuant to that, Fire Capital, IREO, HDFC, SBI and ICICI Ventures have already announced their foray in this space and more are slated to enter (please see table below). Although the initial real estate boom was concentrated in places like Bangalore and the NCR (National Capital Region) of Delhi (including Gurgaon), more recently the geographical spread has been substantial. Southern states and the NCR continue to attract the majority share of IT/ITES and BPO investment, however, secondary cities, like Chandigarh, Indore, Kochi, Kolkata (Calcutta), are now emerging as destinations due to cost and infrastructure advantages. Retail is again an India-wide phenomenon, with retail chains targeting tier II and III cities. The demand for housing is widespread, with townships being built in metros and tier II and III cities as well. In a nutshell, investment opportunities are increasingly being offered in various parts of the country.

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Mechanics of Business Engagement

To conclude, the Indian real estate sector promises to be a big draw for foreign investments into the country. The continued growth of the Indian outsourcing industry provides excellent opportunities for real estate investors. The booming middle class will result in a continued demand for housing and retail space. The fact that foreign investors are willing to commit billions of Dollars in this sector, coupled with their understanding that real estate investment requires a longer term commitment demonstrates the growing confidence of investors in the Indian economy, says Mr Dahiya. If channelled properly, the Indian realty sector could catapult the growth of several other sectors in India through its backward and forward linkages.
Sector Occupancy levels Commercial 8590% in Delhi NCR 90% in Mumbai 95% in Bangalore 9095% in Chennai 9095% in Hyderabad 8590% in Kolkata Retail Varies across India. Metro cities have seen almost no availability of high-end retail space. Occupancies are quite low in malls. NCR* region on an average has approx. 20-25% vacancy. Similar situations across India Residential Still high investment demand. Thus end users are relatively low. Anywhere between 6070%.

Note: *NCR = National Capital Region

Source: DTZ Research Figure 2.2. ??

2.3

An Opportunity to SE(i)Z(e)
S.Gayathri, Associate Director KPMG, India

The SEZ Landscape

If there is one phenomenon that has etched itself on the horizon of the Indian economy in recent times, it has to be the re-emergence of the SEZ (Special Economic Zones). Conceptually, as pockets of excellence blessed with high quality infrastructure, a liberal fiscal and administrative milieu, etc, SEZs have been around in the country since the 1960s. What has ignited excitement this time around, and inspired the belief that the country is poised to match and beat global benchmarks of economic development, are aspects such as:

The governance of SEZs by a dedicated, comprehensive legislation, in the form of The SEZ Act, 2005 and The SEZ Rules, 2006, which portends stability and clarity; liberal land area requirements specifically tailored to suit industry-based requirements 1,000 hectares for multi-product SEZs, 100 hectares for multiservices and sector-specific SEZs, 10 hectares with specified built-up area requirements for the IT-ITES (IT-enabled services), Gems and Jewelry, Biotech, equipment for non-conventional sources of energy; the existence of a single-window clearance system supported by ring-fencing administration within the SEZ, aimed at providing a hassle-free environment for entrepreneurs operating within an SEZ; excellent fiscal benefits, in the form of relief from direct and indirect taxes, offered under the SEZ umbrella; easy availability of FDI (Foreign Direct Investment) without having to obtain regulatory approvals; a strong push towards private participation in the development of numerous SEZs spread across the countrys vast geographical area, with the various states vying with each other to provide infrastructure and other support expected of them under the legislation;

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Mechanics of Business Engagement

the promise of a global business environment, state-of-the-art infrastructure and an up-scale standard of living, going by the various infrastructure and social amenities that the SEZs are encouraged to provide for; the significant increase in exports in recent times from the country, by an increasing number of entrepreneurs, who would wish to ride the SEZ wave; the encouraging and helpful attitude of the regulatory authorities at central and state levels, in clarifying issues in the emerging legislation, and in the approval process.

The Global SEZ landscape is dotted with the evidence of experiments by various economies, mainly Asian, with the export zone model. SEZs in different countries have been triggered by various objectives, such as augmenting exports, generating employment, broad-basing industry, gearing-up foreign investment, etc. International comparisons can be found in China, Philippines, the UAE and Ireland, as well as Taiwan, Singapore, Mexico, Korea, Puerto Rico, the United States, and more recently, Russia and Ukraine.

Participants and benefits

A participant in the Indian SEZ landscape could be: 1. A developer who owns/leases the requisite land, develops the infrastructure and invites entrepreneurs to function within the SEZ. Income Tax is 100 per cent exempt for 10 consecutive years in a block period of 15 years. Besides, there is relief from the MAT (Minimum Alternate Tax) and DDT (Dividend Distribution Tax). Also on offer are a host of other exemptions from Customs Duty, Excise Duty, Service Tax, Central Sales Tax, Research & Development Cess, all state and local taxes including VAT (Value Added Tax), and Stamp Duty. 2. A unit (includes branch of a non-resident) set up by an entrepreneur, carrying on business (includes manufacturing, services including trading [restricted] and sub-contracting on behalf of a foreign principal) functions in the SEZ, entitled to 100 per cent Income Tax exemption for the first five years, 50 per cent, unconditional, for the next five years, and 50 per cent, conditional, for the subsequent five years. The MAT is exempt as well. The Unit is also entitled to similar indirect tax benefits as in case of a developer, with reference to the authorized business operations carried through the SEZ. The Unit is required to export, a term liberally defined, without a prescribed threshold, and earn positive net foreign exchange, not necessarily restricted to earnings in foreign exchange, cumulatively over five years. 3. An OBU (Offshore Banking Unit) is the branch of a bank (including a foreign bank) carrying on wholesale banking operations in an SEZ. Income Tax is 100 per cent exempt for the first five years and 50 per cent, unconditional, for the next five years. There is exemption from maintaining Statutory Liquidity

An Opportunity to SE(i)Z(e)

39

Ratio and Cash Reserve Ratio, subject to certain conditions. Exemption is available from the MAT, and the other various benefits applicable to a Unit. 4. An IFSC (International Financial Service Centre) is conceived as a provider of multiple financial and related services to units in an SEZ, and will probably will be modelled (the governing legislation is yet to be passed) on similar agencies that operate globally. Income Tax would be 100 per cent exempt for the first five years and 50 per cent, unconditional, for the next five years. Again, exemptions from the MAT, Stamp Duty and other indirect tax benefits are available. Further, non-residents are exempted from levy of Securities Transaction Tax on transactions executed through an IFSC.

An opportunity to seize
The compelling need for India to attract entrepreneurs is certainly central to the GoI (Government of India)s economic aim and objectives. The opportunity to attract foreign capital and technology, promote greenfield investment, provide impetus to exports, employment and economic activity, etc, with their own commercial interests, provides both government and business with a win-win situation. Fiscal benefits are definitely not the only drivers to the SEZ experience; it is matched by the inherent advantages of functioning in a global and hassle-free environment, leveraging on the cost advantage and huge knowledge base that the country has to offer, and harnessing the benefits of a cluster development scenario, with backward and forward linkages. The huge initial response by aspiring developers (330-plus applications to date) has led the GoI to announce a cap on the number of SEZs that would be approved in the initial phase, to 150. In granting approvals, they would be guided by factors that demonstrate the commitment of the applicants, such as possession of land, their experience and capabilities. The authorities would also be mindful of the need to avoid concentration in certain states, which may lead to territorial imbalance and disparity in the overall economic growth. An evolving legislation implies areas of unchartered territory which need to be treated with full knowledge of likely pitfalls, based on similar laws, current or gone by. For example, the migration of existing export-oriented units into an SEZ. Whilst the legislation has provisions expressly facilitating migration, the authorities have recently announced in the press that the shifting of existing units into an SEZ, is not in the spirit of the SEZ law. Besides, the unintended tax leakage it would result in would not be permitted. Greater clarity will, no doubt, emerge in the near future. However, the inherent benefits surrounding an SEZ scenario, coupled with the sunset on other Income Tax benefits for export-oriented units, presents the aspirant entrepreneur with fewer but clearer options. With some planning and guidance the SEZ opportunity is frequently the only obvious way forward.

2.4

Inward Investment
Roderick Millar

As the Minister of Commerce, Shri Kamal Nath, has noted during the last 14 years there has been a sea change not only in the worlds perception about Indias future, but in our own perception about ourselves. The world has acknowledged the arrival of India. We no longer discuss the future of India, we say the future is India. This is well expressed by examining the foreign direct investment statistics over those 14 years since the 1991 reforms came into effect (1992-2006). The first twelve years showed inward investment to India rising from US$393 million in 1992-93 and growing steadily to US$3.62 billion in 1997-98. There was a noticeable lull in the trend over the millennial period, but FDI was up again in 2001-02, following some retrenchment during the global downturn it has continued upward vigorously in the last three years.

Indian FDI 1991-2006

6000 5000 4000 3000 2000 1000 0 1991-92* 2006-07* 1992-93 1993-94 1994-95 1995-96 1996-97 1997-98 1998-99 1999-00 2000-01 2001-02 2002-03 2003-04 2004-05 2005-06

* six months only

US$'s millions

source: Govt of India, Dept of Commerce

Mauritius continues to head the list of originating FDI countries throughout the period by a considerable margin. This is due to the Double Taxation Avoidance Treaty (DTAT) between India and Mauritius that has created a beneficial tax loophole through which vast amounts of FDI have been funnelled. This continues to be a sore point with India, and although Mauritius has tightened the tax residency certificate rules for overseas companies the Indian government would still like to see more done.

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Mechanics of Business Engagement

The two popular avoidance schemes are where companies from high-tax, usually developing countries route their investments through Mauritiuss low tax system and thus take advantage of the DTAT regime. This has come to be known as treaty shopping. The other scheme is where Indian domestic companies take advantage of the Mauritian tax regime by investing back in India via Mauritius, known as round-tripping; clearly this loses the Indian government many millions in tax revenue and distorts the FDI figures to the extent that some of the Mauritian FDI is, infact, re-routed Indian domestic investments. Recently Mauritius has tightened its rules requiring at least two bona fide directors to be resident in Mauritius for the DTAT to apply, in addition all board meetings and bank transactions must occur on the islands. If these measures do not make a significant impact it is likely that India will put pressure for more to be done. Ignoring the Mauritian anomaly the lead investing nations in India are more obvious. See Table 1 below. Once you reach below the level of the top five investors it should be noted that single large deals can significantly distort the order. Table 1: Top Indian FDI Countries 2005-06
Rank Country 2004-05 (Apr-Mar) $1129 m $669m $184m $145m $101m $267m $126m $77m $117m $35m 2005-06 (Apr-Mar) $2570m $502m $275m $303m $266m $76m $208m $96m $18m $60m 2006 (Apr-Jul only) $1506m $263m $432m $28m $79m $77m $29m $19m $36m $20m Totals 2004-06

1 2 3 4 5 6 7 8 9 10

Mauritius USA Singapore Germany UK Netherlands Japan Switzerland France South Korea

$5205m $1434m $891m $476m $446m $420m $363m $192m $171m $115m

Source: Govt of India, Dept of Commerce

Where the money is going

Of more interest to the inward investor is where the investments are directed, both in terms of Indian geography and industrial sector. If we examine the sectors first we see that the technology area is drawing in by far the greatest financial input from outside of the country. The electrical equipment and telecommunications sectors account for over one quarter of all FDI and the financial and non-financial services a further 11%. This to some extent underemphasises the role of services in FDI, the fact that services are less capital

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43

intensive than other sectors means they require less initial start-up investment than other areas for equally large potential returns. Table 2: Main Sectors Attracting FDI 2004-06
Rank Sector 2004-05 2005-06 2006 Totals 2004-06 (Apr-Mar) (Apr-Mar) (Apr-Jul only) $721m $129m $469m $198m $179m $292m $0m $192m $166m $38m $1451m $680m $581m $447m $222m $172m $452m $153m $94m $42m $524m $854m $337m $86m $219m $45m $21m $67m $106m $27m $2696m $1663m $1387m $731m $620m $509m $473m $412m $366m $107m

1 2 3 4 5 6 7 8 9 10

Electrical Equipment (incl.. software and electronics) Telecommunications (radio, mobile and fixed line) Services (Financial and Non-financial) Chemicals (not fertilizer) Transportation Drugs & Pharmaceutical Cement & Gypsum Metallurgical Industries Fuels (power & refining) Food Processing

The main regional beneficiaries of FDI are as obvious as the sectors that attract it. Table 3: RBI Office Areas Attracting FDI Jan 2000 to July 2006
Rank RBI Regional Office State Covered 1 2 3 4 5 6 7 8 9 10 New Delhi Mumbai Bangalore Chennai Hyderabad Ahmedabad Chandigarh Kolkata Panaji Kochi Delhi; part of Uttar Pradesh; Haryana Maharashtra, Dadra & Nagar; Haveli; Daman & Diu Karnataka Tamil Nadu & Pondicherry Andhra Pradesh Gujarat Chandigarh; Punjab; Haryana; Himachal Pradesh West Bengal; Sikkim; Andaman & Niocobar Islands Goa Kerala; Lakshadweep US $s millions 5732.7 5239.0 1676.6 1560.0 849.7 826.1 328.3 311.1 180.2 73.9

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Mechanics of Business Engagement

This exemplifies one of the major issues facing the developing India. The great divide between the urban and rural areas. Some 70% of the Indian population remains rurally based and to a large extent is missing out on the changes being brought by the FDI inflows. Nearly two-thirds of Indias FDI inflows have been invested in the five city-areas of New Delhi, Mumbai, Bangalore, Chennai and Hyderabad. These are the electronics, computer and financial service hubs of India and have left the old-economy powerhouses, such as Kolkata, far behind in terms of recent investment and development.

Government Assistance for FDI

Dealing with the Indian government is not always as straight-forward as it might be. The Indian system is notoriously bureaucratic and the administrative procedures that are often required to be progressed through can appear over-complex to those more used to flatter government systems. In addition to this background of bureaucracy the potential investor must also assure themselves that they have met all the requirements placed on them by both the Federal and State levels of government. It also is recommended to discover whether any particular incentive schemes, again at either Federal or State level, are available. The question soon arises as to how to start this process. There are two main approaches; employ an advisor to help with this initial phase and guide you through the first steps or to make the first round of investigation in-house. Sooner or later professional advisers will probably be necessary and we look at options for seeking these in the chapter on Partner Selection. However if low-cost initial research is more appropriate there are some useful agencies to help and offer a wide range of data. The Department of Industrial Policy and Promotion (DIPP) within the Ministry of Commerce has created a series of bodies that are there to serve the inward investor and others that offer help to domestic entrepreneurs, to make the investment process as simple as possible. Principal amongst these is the Secretariat for Industrial Assistance (SIA). Its stated remit is to provide a single window for entrepreneurial assistance, investor facilitation, processing all applications which require Government approval, assisting entrepreneurs and investors in setting up projects (including liaison with other organisations and State Governments) and in monitoring the implementation of projects. The SIA is best approached through its website (http://dipp.nic.in) where it presents a mass of information regarding specific industrial policies and licensing. Usefully, they have a bulletin board where questions can be posted on technical questions relating to FDI and a department employee will respond to them. A further service is offered in the form of a chat room where twice a day (11am to 12pm and 4pm to 5pm each working day, Indian time) questions can be sent for immediate responses in the form of online messages. For more specific or sensitive enquiries the best route is through the Nodal Officer whose contact details are available from the above webpage.

Inward Investment

45

The SIA also is home to the officer in charge of dealing with grievances that businesses may have in the manner in which their applications are addressed. The Joint Secretary (Public Grievances) contact details are also to be found on this website. Also within the DIPP/SIA structure is the Foreign Investment Implementation Authority (FIIA) set up to facilitate quick translation of FDI approvals into implementation, to provide a pro-active one stop after care service to foreign investors by helping them obtain necessary approvals, sort out operational problems and meet with various Government agencies to find solution to their problems. The site allows for certain applications to be submitted online. Under the auspices of the Department of Economic Affairs at the Ministry of Finance, but in close association with the DIPP is the Foreign Investment Promotions Board (FIPB) that provides a time bound, transparent and pro-active FDI regime for approval of FDI investment proposals. All non-automatic route FDI proposals have to go through the FIPB for approval. The FAQ page at http://siadipp.nic.in/publicat/most_frq.htm covers many basic application procedural questions. Other potential sources of data and advice exist. One of the best is the Confederation of Indian Industrys associate organisation the India Brand Equity Foundation, IBEF, which has a useful selection of resources at www.ibef.org. The government directory http://goidirectory.nic.in is also useful in seeking the appropriate department or individual.

State Incentives, Bureaucracy and the Single Window System

The liberalisation process started in the 1990s has made India a much more plausible location to do business. However, as mentioned, the bureaucratic overlay is still a major obstacle. This is most prevalent at the state level. Trying to identify which States offer the best environment for any particular project can be daunting. Appendix 5 lists all the states and their relevant websites; although not all State websites are very clear in their presentation of investment incentives. The federal government business website does a good job at listing all the various incentives at http://india.gov.in/business/incentive.php. In an attempt to make the process of application more streamlined the Single Window System has been developed where a single agency coordinates all the necessary applications, approvals and regulations required in establishing new businesses. Not all States have yet implemented it, and it is not totally seamless even where implemented, but the Single Window System does offer a substantial step forward with this process. More State by State information can be found in the online booklet at http://siadipp.nic.in/publicat/books/sinwin.pdf.

Infrastructure Investment and Incentives

The speed of development in India is such that enormous improvements in the countrys infrastructure are required. The Government of India has focussed on

46

Mechanics of Business Engagement

these areas and makes special tax holidays and other incentives available to companies interested in developing these areas. Power non-atomic electricity generation, transmission and distribution can have 100% FDI. The government offers a 10-year tax holiday on new development projects started before April 2010. Renovation and modernisation projects will not be taxed on any profits prior to this date either. The 2005 Electricity Act enables easier private sector involvement; it is believed that 41000 MW of extra power are needed, requiring approximately $120 billion of investment. Telecommunications 100% FDI in telecoms equipment; 100% FDI in electronic and voice mail services, on condition that at least 26% of shares are made available to the Indian public if the shares are publicly listed. Fixed and mobile services are subject to a 49% FDI ownership cap. An initial 5-year tax holiday followed by a 30% tax reduction for 5-years is offered to telecoms service providers. Mobile and internet usage in India is growing fast. Road 100% FDI available in road construction and maintenance, and in return a 10 year tax holiday is available. Capital Gains Tax exemption is also offered under certain rules. The National Highway Development Programme envisages over 24,000 kms of road construction and improvement. Civil Aviation 100% FDI for Greenfield airport construction. 49% (1005 for NRIs) FDI for air transportation services as long as there is no foreign airline involvement. A 10-year tax holiday is available to airport operators. Airline usage is growing fast currently. Automobile car and other vehicle assembly and components are growth industries in India. 100% FDI is available. Certain incentives exist on a State by State basis and further tax reductions are available on R&D investment. SEZs see chapter 2.3.

Technology Transfer
Foreign Technology Transfer (or Foreign Technology Collaboration agreements, FTC) approvals are closely managed in India. The system is overseen by the DIPP and non-automatic approvals are made through the Reserve Bank of India (RBI).

2.5

ITES-BPO
Rajdeep Sahrawat, Vice President, NASSCOM (National Association of Software and Service Companies)

Worldwide spending on IT (information technology) and related business services grew by nearly 7 per cent in 2005, on the back of healthier spending in the United States and Western Europe, and strong growth in emerging markets. Outsourcing continued to be a key growth engine of the IT industry, with global delivery forming an integral part of the strategies adopted by customers as well as service providers. The Indian IT-ITES (IT-enabled services) services industry continued to show a strong growth trajectory in FY 200506 and grew by a CAGR (compound annual growth rate) of 28 per cent to reach an overall size of US $ 36.3 billion. The export services (IT & ITES) grew by 32 per cent to reach an overall size of US $ 23.8 billion. Complementing the growth in IT-ITES exports is a growing domestic market, which reached a size of US $ 12.5 billion in 2005 and has placed India amongst the fastest-growing IT markets in the Asia Pacific Region. With spending on services and the outsourced model gaining noticeable traction, the domestic market is witnessing the early signs of service line depth, which characterizes maturing markets. The year 2005 also witnessed the coming of age of Indian multinational IT firms, with traditionally India-centric companies beginning to build significant presence in other locations through cross-border acquisitions, onshore contract wins and organic growth. This was complemented by global majors continuing to ramp-up of offshore delivery capabilities predominantly in India, vindicating the success of the global delivery model and highlighting Indias important role in the new worlds IT order. The leading publicly listed players1 have reported a year-on-year top line growth of nearly 34 per cent, over the first half of the current fiscal year. Additionally, MNC (multinational corporation)-owned captive units have been steadily scaling up their operations, with the headcount forecast to grow by at least 30 per cent this year.

1 Comprising over 50 leading publicly listed companies, accounting for approximately two-thirds of the total revenues earned by Indian companies.

48

Mechanics of Business Engagement

Below is an examination of the performance of each of the two segments of the Indian IT-ITES industry in more detail.

IT services
IT services exports accounted for approximately 35 per cent of the industry aggregate (domestic + export revenues), and grew by 32 per cent during FY 200506. Steady demand in traditional areas such as custom application development and management has been supplemented by increasing traction in package implementation and software deployment, as well as emerging areas such as remote infrastructure management, IT consulting and software testing. Indian exports from traditional IT services have grown from US $ 7.3 billion in FY 200304 to US $ 13.2 in FY 200506.
Revenues (USD Billion) Employees ('000)

398

297 215 13.2 7.3 10.0

Support and Training 11%

FY 2005

Outsourcing Engagements 33% FY 2006E

Project Based Engagements 56%

FY 2004

FY 2005

Note: employee figures rounded to the nearest 000; E = estimate

Source: NASSCOM Figure 2.5.1 Indian IT services exports growth trends and share of key segments, 200406 Indian firms are gradually increasing their share of revenues earned from annuity-based multi-year outsourcing contracts. A steady growth in demand for application development, support and customer preferences for the use of offshore service providers are still higher for discrete services than for end-to-end engagements, but revenues from project-oriented engagements continue to be the major contributors. Functional IT outsourcing services (including application management, IS (information systems) outsourcing, network and desktop management services) accounted for nearly 28 per cent in FY 200506. Whilst application management services remain the mainstay of this segment, increasing traction in remote infrastructure management services is helping Indian companies increase their penetration of infrastructure outsourcing engagements. IT support and training services exports from India grew from US $ 640 million in FY 200304 to US $ 1.45 billion by FY 200506. Engineering & R&D (research and development) services and software products are two emerging service lines that hold significant opportunity for the Indian IT services industry. Driven by the demonstrated success of adapting offshore models to traditional IT services and the expanding scope of IT services, firms are increasingly applying the same concepts to core product/service design

ITES-BPO
SERVICE CATEGORIES Project-oriented engagements IT consulting Systems integration Custom application development Network consulting and integration Outsourcing engagements Application management services IS outsourcing* Support and training TOTAL FY 2004 4.04 0.13 0.15 3.71 0.05 2.57 2.27 0.30 0.64 7.25 FY 2005 5.58 0.25 0.20 4.98 0.15 3.29 2.69 0.60 1.10 9.96 FY 2006E 7.39 0.33 0.26 6.60 0.20 4.36 3.56 0.79 1.45 13.20

49

Note: *includes network and desktop outsourcing (NDOS), hosting infrastructure services, infrastructure management services; E = estimate

Source: NASSCOM Figure 2.5.2: Indian IT services exports: growth trends in key service categories (in US $ billion) and development processes, using globally distributed development teams. In 200506, these emerging service lines accounted for US $ 3.9 billion in revenues with a CAGR for the 200306 period.

ITES services
The ITES segment is currently in its third stage of evolution with a rapid proliferation of players, service lines and sourcing destinations.

Widespread global acceptance of the economic imperative of global sourcing; Improving risk profile Proliferation of players, of the business service lines and sourcing Operational cultures modelsupply side destinations; previously seen still perceived to be Changing cost economics only in western immature; shared-service decline in labour arbitrage Early movers display centers were offset by leveraging process advantage of scale; developed; and SG&A (Selling, General Credibility of the Large operations & Administrative Expenses) business model and high-quality efficiencies and scale reinforcedperceived infrastructure were risks dealt with Shift towards higher order, built; satisfactorily; cost-plus benefits from global Development of sourcing; delivery processes Initiation of work on process and regulatory Maturity of process and legalizing shift work regulatory standards in the standards; for men and women; industry Rise in anti-off shore Low-resistance backlash. to off shore outsourcing.
Phase II (2000-2003) Early adopterssharpen outsourcing strategy Rise of the 3PSP* Phase III (2003-2008E) Cautious followersembrace outsourcing unconditionally Higher degree of consolidation shakeout

Phase I (1996-2000) Pioneersfocus on building scale Absence of vendors with exhibited capabilities Preference for the captive model

Note: 3PSP* Third-party service provider Source: IBM Consulting Services, NASSCOM

Figure 2.5.3: Phases of ITES-BPO evolution in India, 19962008

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Mechanics of Business Engagement

The structure of the Indian ITES services segment is relatively more fragmented, as compared to the IT services segment with the top-10 third-party players accounting for a market share of approximately 30 per cent (the corresponding figure for IT services is over 50 per cent). Further, unlike in IT services where MNCs account for approximately 30 per cent of the exports, MNCs with captive BPO (business process outsourcing) operations in India (end-customer captives such as E-serve for Citigroup as well as third-party service providers such as IBM and Accenture), account for approximately two-thirds of the segment. Currently, over 1,500 firms provide services to clients across 120 countries. In India, firms are expanding their operations within as well as beyond existing ITES hubs into satellite towns and newer cities the latter offering several incremental benefits such as access to different sources of talent, lower facility and administrative costs and distributed facilities for business continuity. In addition to expanding operations at various locations within the country, Indian firms are also building capabilities organically or through M&A (mergers and acquisitions) in other geographies to strengthen their global service delivery proposition and skill/service portfolio. Whilst offshore cost effectiveness continues to add pressure to the average billing rates, Indian service providers have managed to maintain a relatively stable pricing system across key categories. Mature customers are moving beyond purely cost-based negotiations to develop innovative deal structures that include pricing models in which the service providers assume greater risk by correlating revenue with outcomes of the engagement. In FY 200506, Indian ITES-BPO exports are estimated to have grown from US $ 3.1 billion in FY 200304 to US $ 6.3 billion.
Revenues (USD Billion) Employees ('000)

409 6.3

316 216 3.1 4.6

Human Resource Adminsit ration 3%

Others 11%

FY 2005

FY 2004

FY 2005

FY 2006E

Finance and Accounting 40%

Customer Interaction Services 46%

Note: over the years, ITES-BPO service lines have matured into three distinct groups of customer interaction, finance and accounting and human resource administration, and a wide range of other vertical specific and niche services (that do not come under CIS (Customer Interaction Services), F&A (Finance and Accounting) and HR (Human Resource). NASSCOM has reclassified its earlier service line break-outs to reflect this categorization. As a result, the segment level break-outs for the previous years are not directly comparable.

Source: NASSCOM Figure 2.5.4: Indian ITES-BPO exports growth trends and share of key segments, 200406

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51

Net employment in the ITES-BPO segment is estimated to have grown by approximately 100,000 in FY 200506, taking the total direct employment to 409,000. Employee turnover/attrition levels appear to be stabilizing with the talent acquisition, development and retention initiatives being undertaken by the players, beginning to deliver results.
VERTICAL BFSI COMPANY Fidelity, JP Morgan, Bank of America, American Express, HSBC, Standard Chartered Bank, ABN AMRO, Goldman Sachs, Prudential, Morgan Stanley, Deutsche Bank, Lloyds TSB, Capital One, Axa, Winterthur, Lehman Brothers McKinsey & Co, Delloitte Consulting, Accenture, Bain & Co., Ernst & Young, Reuters, Frost & Sullivan, Datamonitor Hewlett Packard, IBM, EDS, Dell, Samsung, Honeywell, Yahoo!, City of London Telecom (COLT), Alcatel, Accenture General Motors, Hyundai, Ford, Daimler Chrysler, Caterpillar, Bechtel, Lear, Magna Vision HealthSource (Perot Systems), Eli Lilly, Astra Zeneca, Pfizer AOL, Tesco, Unilever, General Electric

Professional services Technology and telecom Automotive and heavy machinery Pharmaceuticals/ biotechnology Others/conglomerates

Source: NASSCOM Figure 2.5.5: Fortune 1000 Firms sourcing ITES services from India Some of the key growth drivers of the Indian ITES services industry are as follows: 1. Rapid growth of globalization has added to competitive pressures across geographic markets that were previously relatively isolated from overseas competition. The resulting impact on growth and profitability continues to push organizations towards more cost efficient business models including IT-ITES outsourcing. 2. As a part of mainstream business strategies, offshore/outsourcing initiatives are being accorded significant senior leadership. Increasing emphasis on leveraging the model for greater strategic business impact; not restricted to functional support (IT, HR, etc). 3. Outsourcing to India has provided companies with significant benefits over and above cost arbitrage, through business process enhancements and improvements. In spite of the rising elements of cost, Indian offshore operations provide cost savings of 40-50 per cent. In spite of wage inflation averaging 10-15 per cent annually, companies are able to leverage declines in telecom and other overhead costs, productivity gains and economies of scale to sustain the cost arbitrage. 4. Indian vendors are expanding their service offerings, enabling customers to deepen their offshore engagements; the shift from low-end business processes

52

Mechanics of Business Engagement

to higher value knowledge-based processes is having a positive impact on overall industry growth. 5. India has the largest English-speaking talent pool in the world over 440,000 engineering degree and diploma holders, approximately 2.3 million other (arts, commerce and science) graduates and 300,000 postgraduates are added each year. Three-fifths of the Indian technical work force has more than four years of experience and an even higher proportion has an engineering degree.

Selection of an ITES outsourcing model

What is the most appropriate model for outsourcing ITES-BPO services to India? This is a question that often gets asked by prospective customers. Whilst there is no one size fits all engagement model and each customer has to select the outsourcing model based on its context, there are some broad parameters to define the two components of any outsourcing model engagement structure and pricing (see Figure 2.5.6).
Key Influencing Factors Engagement Models

Initial Investment High Limited

Joint Venture

Captive

Nature of Process Desired Control on Operations Strategic Intent to Invest Availability of 3PSPs Total Cost Economics Tax Implications Management Capability to Handle Global Operations Transition Time

Third-Party Dedicated Center

Build Operate Transfer (BOT)

Short Long Transition Time

Value Capture Limited High

Joint Venture

Captive

Third-Party Build Operate Dedicated Transfer Center (BOT) Low High Control

Source: NASSCOM, neoIT Figure 2.5.6 Key influencing factors and engagement models The selection of a suitable offshore outsourcing engagement model is governed by three primary factors:

the nature of the process degree of complexity, risk of IP loss; the availability of third-party service providers with the requisite scope and scale to undertake the process; the management capability to handle global operations.

ITES-BPO

53

Other factors include the desired level of control on operations, investment intent and capability, total cost economics and tax implications, and the targeted transition time. Based on their assessment, companies have traditionally chosen between captive and third-party vendor models. Some companies have formed JVs (joint ventures) to spread the enterprise risk. The BOT (build-operate-transfer) model is a relatively newer model under which the client firm contracts with an independent vendor to undertake a process in a dedicated manner and acquire it once an agreed scale and scope has been achieved. The following is a list of commonly used pricing models in the offshore ITES industry: 1. Per-unit time/variable pricing (per seat, per hour, etc): This is the most common pricing model adopted by Indian ITES companies. The client guarantees a minimum amount of business and is billed on a per hour/seat basis. 2. Per seat or FTE (full time employee) per month: The client guarantees a minimum amount of business for a number of FTEs on a monthly basis. 3. Activity-based billing: Billed by the volume of activity (ie per call, per statement, per line transcribed). 4. Gain-share models: Billing determined based on quantifiable value delivered (ie success rate, conversion ratio, etc) based on mutually agreed parameters. 5. Hybrid-pricing models: A combination of two or more models and typically incorporates a fixed volume rate plus a marginally higher rate for peak-load absorption.

Sustaining competitiveness
For the Indian IT-ITES industry to fully capitalize on the available opportunity and sustain its leadership, it must concentrate on the following key focus areas:

enhancing the talent pool advantage focus on skill development to better leverage the worlds largest working population; strengthening urban infrastructure in existing (Tier 1) and emerging (Tier 2 & 3) cities and continued emphasis on proactive regulatory reform to facilitate greater ease of doing business; driving a philosophy of operational excellence amongst industry players (across the board) to ensure that India-based delivery sustains world-leading benchmarks in performance; catalyzing domestic market development; actively promoting an uncompromised agenda towards global free trade.

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Mechanics of Business Engagement

The large pool of skilled professionals has been a key driver of the rapid growth in Indian IT-ITES industry. There have been concerns that a part of the available pool is unsuitable for direct employment into the industry. However, recent research has proved that at current levels of suitability, India has the single largest pool of suitable offshore talent, accounting for 28 per cent of the total suitable pool available across all offshore destinations. It also outpaces the share of the next closest destination by at least a factor of 2.5. The industry has created several initiatives to further enhance the availability of and access to suitable talent for IT-ITES services. These include a comprehensive skill assessment and certification programme for entry-level talent and executives (low-middle level) and an image enhancement programme to build greater awareness of the career opportunities in this segment. NASSCOM is also working with academic institutes to encourage and facilitate greater industry interaction. The year 2005 witnessed an increase in the number of incidents involving loss or misuse of data across the world. A review of the Indian policy environment and company practices by independent authorities has revealed that the policy and practices in India match and often exceed those observed in the client countries. The positive evaluation of the policy environment is further complimented by the efficiency of the Indian law enforcement agencies to track down perpetrators in the few cases that occurred in India. Indian policy-makers are further strengthening the information security environment in India through key initiatives, including enhancing the legal framework through proposed amendments to the IT Act 2000, currently under review by the GoI (Government of India). This will increase interaction with the enforcement agencies to help create awareness regarding information security and provide any support they require. Demonstrated process quality and service delivery expertise has been a key factor driving Indias leadership in global service delivery. Today, India-based delivery centres constitute the largest number of quality certifications achieved by any single country. Further, several client organizations have acknowledged that superior process and project management capabilities at their India-based centres have helped deliver higher performance levels in comparison with their other sourcing locations. The transition from discrete outsourcing to global sourcing of services is expected to drive the next phase of evolution in process quality frameworks and practices. With their experience of aligning internal processes and practices to international standards such as ISO, CMM, Six Sigma, etc, Indian firms will play an integral role in defining best practices, standards and global benchmarks.

Policy reforms
Progressive policy reform in India post-liberalization era has been a key contributor to the accelerated growth of the Indian economy and the IT-ITES sector is no exception.

ITES-BPO

55

In addition to the continuing policy reforms aimed at addressing the evolving needs of the industry and sustaining Indias attractiveness as a sourcing destination, the GoI continues to support the interests of the industry by being an active proponent of global free trade. Indias core proposition of talent, quality and cost advantage has been complemented by the rapid scaling up of business infrastructure across the country. In addition to telecom links, most cities possess office facilities, hotels and other supporting business infrastructure matching global standards. Physical connectivity, via road and air, has also improved significantly over the last few years. Furthermore, the deregulation of the aviation sector and the recently enacted open-skies policy has enhanced availability and affordability of airline travel. Notwithstanding these developments, certain elements of physical infrastructure mainly in a few hubs are beginning to show some signs of strain. Recognizing the imperatives of having adequate infrastructure for continued business growth, the Central and State Governments have initiated several efforts including expansion of existing airports and developing plans for the building of new airports, strengthening the highway networks in the country, and scaling up public transport infrastructure within the cities. Whilst some imbalances may persist in few areas over the short term, successful execution of the outlined programmes will address any concerns of infrastructure availability in the country. Furthermore, the experience of developing initial hubs is helping urban planners to proactively manage infrastructure demand due to the rapid growth expected in this sector.

Alternatives to India
Inspired by the Indian success story, several other locations are often presented as alternate options for offshore outsourcing. However, organizational experiences as well as syndicated analyses comparing the various sourcing locations has revealed that India continues to offer and deliver the best package of benefits sought from global sourcing. However, Indias unparalleled attractiveness as an IT-ITES destination is not the only factor attracting international investors to the country. Strong economic prospects backed by sound fundamentals of favourable demographics and investment ratios, human capital, trade openness, increasing urbanization and rising consumption spending make India an attractive investment destination as a sourcing base as well as a significant market.

Conclusion
The future holds significant opportunity for India and the strong, consistent performance so far, coupled with a positive outlook, have put it well on track to achieve the targeted US $ 60 billion in exports by FY 2010 and an overall industry size of over US $ 80 billion. However, the opportunity for India is much larger.

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Mechanics of Business Engagement

With less than 10 per cent of the current addressable (offshore) market captured to date, there is still significant headroom for further growth. Recognizing the potential of the sector and the opportunity it holds for the country, all key stakeholder groups including the GoI, the industry sector and NASSCOM and the academic community are actively engaged in developing and implementing initiatives to strengthen Indias bid for sustained leadership. Clearly, the Indian growth story remains unchanged. In spite of sporadic scepticism and rhetoric observed in the media over the past few months, the Indian IT-ITES sector continues on its high growth trajectory and is well on track to achieve the targets that the industry has set for itself by the end of the decade.

2.6

Distribution
Mr. Aswin Kumar and Ms. Ramya Kannan, Confederation of Indian Industry

The trucking industry in India is a major contributor to the economy. It is run privately and is dominated by small road transport operators; the majority being single truck owners. In recent years, it has increased its share in the movement of goods within the country vis vis other modes of transport, up from less than 20 per cent in 1951 to 70 per cent currently. India has 3.4 million km of roads, comprised of national highways (65,569km), state highways (1,28,000 km), major district roads (4,70,000 km) and rural and other district roads (2.65 million km). Road infrastructure increased significantly after independence, both in terms of spread and capacity. Road traffic has overtaken railways in both the passenger and freight segments. At present, road transport accounts for 85 and 70 per cent of total passenger and freight transport respectively. The railway accounts for most of the remaining traffic, with a small percentage using the air transport sector.
Category All India Total / Surfaced T S National Highways T S State Highways T S Other PWD Roads Rural Roads T S T S Other Roads T S 1991 2327362 1090167 33650 33399 127311 124847 509435 390931 1260430 373978 396536 167012 1995 3057411 1379300 34262 34046 134085 131506 511046 414320 1949866 611304 428152 188124 2000 3316078 1573800 52010 51952 132797 130592 730680 601512 1938356 545378 462235 244366 2001 3346667 1597749 57679 57679 132100 129862 736001 610516 1945163 551354 475666 248338 2002(P) 3383344 1603691 58006 58006 137711 135546 725425 603358 1986858 561645 475238 245136

Note: *most recent data available, taken from 2004 report (2002 figures projected)

Source: Ministry of shipping, Road Transport and Highways Figure 2.6.1 Basic road statistics in India, 19912002*

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Mechanics of Business Engagement

This article will focus on the issues faced by the trucking industry and the legal framework adopted by the GoI (Government of India) to overcome these difficulties.

The Structure of the Trucking Industry

At present, there are no regular arrangements for the collection of data relating to truck operation. The structure of the trucking industry can be studied as a system consisting of truck operators, intermediaries and users. See Figure 2.6.2 below.
Players Functions
User needs specialized or general transport goods. He demand side Collecting, forwarding distributing goods

User

Transport Companies/ Contractors/ Supplier Booking Agents Intermediaries Brokers

Ensures supply of trucks to transport contractor

Transport Operator

Providing haulage service

Small Operator

Large Operator

Source: CII Logistics Figure 2.6.2 Players in the industry and their functions The structure is adversely affected by factors such as nature, financing costs, vehicle technology, the absence of roadside amenities, the condition of the roads, the increased delays and waiting times of vehicles involving addition of fuel cost, the increase in turnaround time which leads to under utilization of vehicles and the legal framework.

Distribution

59

Regulation
The road transport sectors are regulated by the Motor Vehicle Act (1988), the Motor Transport Act (1961) and the Carriers Act (1865). Amongst others, the Motor Transport Workers Act regulates the hours of work of a person engaged in operating a transport vehicle. The Motor Vehicle Act covers the legislation by which trucking is regulated and is, by and large, fairly comprehensive. However, it suffers from two lacunae:

failure to keep pace with its small print, which involve the emerging changes in economic and technological parameters; the overall design makes enforcement difficult, owing to certain inherent contradictions.

New provisions need to be incorporated in the Motor Vehicle Act relating to the issue of driving licences, inspection and maintenance of vehicles, registration of intermediaries and the insurance of goods. The most important part is the overloading of goods (new provisions include large fines for overloading). The Carriers Act covers the loss or damage of the goods and other insurance aspects. Regulation of these acts can be effective only:

if the regulator makes a clear distinction between bilateral contracts between buyer and seller; if the larger, unwritten contract between the service providers and the public interest is better observed.

It is therefore necessary to make rules that are compatible with both these objectives. The regulation of trucking also needs to be reoriented with a new perspective geared towards globalization, keeping in view the fact that the maximization of private utilities may not lead to a socially optimal outcome. Entry regulation is a problem in India, where it involves determining important economic tradeoffs and managing the severe negative externalities. Achieving the right balance is an important goal in trucking. In order to ensure smooth and consistent application of the laws, it is not only necessary to make those laws simple and enforceable, but it should also adopt the principle of third party regulation and adjudication. It is therefore recommended that a Road Transport Regulatory System be set up. Major problems with taxation are common regarding motor vehicles, with variation both in the basis of rates at which these taxes are levied, the high incidence of these taxes and also the absence of guidelines for tax authorities. The complexities increase in Indias federal polity, where not only are there opportunities to levy taxes but also the proceeds of the taxation have to be shared between the Central and State Government.

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Mechanics of Business Engagement

The present tax structure provides neither economic efficiency nor equity. It has no relationship with the cost of the vehicles imposed on the roads. There is an imperative need to harmonize the basis and the rates at which different taxentitled entities in the Indian federation should levy taxes on road transportation. An important feature of the prevailing tax system is the existence of the number of check posts, which interfere with the free flow of traffic within the state and cause inconvenience on large sections for road users. The existence of check posts does not contribute significantly to monitoring tax evasion. On the contrary, the more the number of check posts, the higher the wastage resulting from stopping traffic. Perhaps India should take a leaf out of the EUs (European Unions) book. If all the states come together and operate as a single market, it will be easier to maintain control without causing problems. In the EU, there are still spot checks for durgs or immigration issues, but routine internal border checks are now on a lesser scale.

Road Infrastructure
The existing road networks cannot handle the projected traffic. The vehicle traffic on inter-city routes is expected to grow 46 times over the next 20 years. To meet the growing demand, the Road Development Plan Vision 2021 has estimated the requirement of the road sector in terms of augmentation, strengthening and expansion for the next twenty years. Massive investments are being made to strengthen the road network. As the road infrastructure and its supporting services improve, there is likely to be a shift in the tonnage mix, from medium commercial vehicles to heavy commercial vehicles. This would reduce the cost of operations by carrying higher loads with minimum distress to the roads themselves. In view of excessive overloading of vehicles, the latest guidelines of the Indian Road Congress provides for the designing of roads on the basis of a prevailing standardised axle weight limits and that there is uniformity in the design of roads across the network. Building and maintaining good roads is a priority when it comes to improving trucking services. Many of the other corrective measures will follow automatically. Given the large fund requirement for improving the highway network and the physical constraint of the GoI, there is a need for mobilizing all possible funding sources, private financing, multinational loans and aids to meet the proposed target.

Technology
In order to improve technology in the trucking industry, there are two important factors to be considered. First, the introduction of more truck manufacturers is necessary in order to increase competition and therefore general standards. Second, on the demand side, the cost structure of the industry has to change in such

Distribution
200111 Length Amount (km) (Rs. Crore) 201121 Amount (Rs. Crore) 200121 Amount (Rs. Crore)

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Highway Category

Length

Length

National Highways Foursix laning Twolaning with hard shoulders Strengthening weak pavements Bypasses, over bridges, safety and drainage measures Expansion of NH system*

16,000 15,000 20,000 Lump sum 10,000

64,000 18,750 15,000 7,250

19,000 7,000 24,000 Lump sum 5,000

76,000 8,750 18,000 9,250

35,000 140,000 22,000 44,000 Lump sum 10,500 27,500 33,000 16,500

Total NHs Expressways State Highways Foursix laning Twolaning with hard shoulders Strengthening weak pavements Bypasses, over bridges, safety and drainage measures Expansion of SH system 3,000 3,000 35,000 30,000

15,000 120,000 30,000 10,000 28,000 22,000 7,000 7,000 60,000 40,000

7,000 130,000 70,000 25,000 50,000 30,000

25,500 250,000 10,000 100,000 10,000 95,000 70,000 35,000 78,000 52,000

Lump sum 1,000

10,000

Lump sum 20,000

10,000

Lump sum

20,000

5,000 75,000

10,000 12,5000

30,000

15,000 200,000

Total SHs

Note: *adjusted on the basis of existing NH length of 65,500km

Source: Road Development Plan Vision 2021 Figure 2.6.3 Proposed Development of Highways a way that trucking firms begin to work towards technological solutions, in order to gain maximum profit. The recent trends in vehicle technology emphasize the need for legistlation aimed at promoting the road friendliness of heavy vehicles, thereby creating an environment in which enhances overall transport capacity and productivity. This includes the provision of road-friendly suspension systems, multi-axles, power steering and improved tyres etc.

Conclusion
These proposed reforms will certainly improve the efficiency and quality of trucking services in the country, removing the hurdles in the way of healthy growth

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within the industry. As a result, the various stakeholders/interest groups will stand to benefit in their area of operation.

References:
Planning Commission Report, 2005 G.Raghuram, and NarayanRangaraj April2005,Sythesis Paper on Strengthening Policy Reforms For Transport Infrastructure Development, (downloaded from IIM website) Dr.Bibek Debroy and Dr.P.D.Kaushik Barrier To Interstate Trade and commerce The Case of Road Transport Mr. K.L. Thukral, AITD Enhancing the quality of Trucking Services.

2.7

Partner Selection
Purvi Sheth, Vice-President, Shilputsi Consultants

It is not easy to create growth opportunities in new markets without adequate support. Every business has several generic and specific criteria in selecting a JV (joint venture) partner. This makes it imperative to analyze the most significant environmental and industrial trends impacting strategic advantage and the formation of JVs in India.

Approach to joint ventures in India an evolving perspective

1. Potential for future growth and new global competitors: India is viewed as both an emerging market as well as a strategically competitive base for offshore outsourcing of services and manufacturing. Alliances and partnerships in India offer business advantages along with prospective opportunities for expansion in the sub continent and Asian region. Businesses contending with established competitor positions can draw on Indian collaborations to counter strong opposition presence. 2. Liberalization of regulatory regime: Indian companies are rapidly growing through global acquisitions and mergers. They are open to setting up ventures that are mutually beneficial, allowing the partner to leverage its local strengths and fulfilling their own global aspirations. With the liberalization of several industries and potential non interventionist government policies in some other sectors, joint ventures in India can help multinational companies to flourish from a cost and sales perspective. 3. Important means of FDI: Partnerships are an advantageous route to ultimately making direct investments in India. JVs can become a platform for long-term investment. Acquisition of assets and establishment of brands through alliances are a good way of entry to the market. The process helps in understanding the landscape and selecting niche areas of operation for longterm returns on investment. 4. Varying compulsions and challenges for local and foreign companies: With the rapid rate of market change, Indian companies are increasingly entering

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international territories and building large visible businesses abroad. Alliances make it easier for Indian companies to influence their partners global capacities and capabilities, simultaneously enhancing their position in India with foreign technology and brands. International companies gain through Indian partnerships, especially if entering regulated industries, and save costs of investing in large-scale capital at the outset. Alliances allow foreign corporations to establish brands and become familiar with distribution systems, consumption patterns, management practices, etc. 5. Dilution of comparative advantage and onslaught of information age: With reduction in global comparative advantages, a JV or collaboration in emerging markets helps to attain global competitive advantage. India has achieved significant visibility and progress in technical know-how, making Indian companies appropriate candidates for international collaborations. As technology and knowledge becomes widely accessible and corporate dominance does not solely rely on IP (intellectual property), businesses with international ambitions need to freely exchange information and ideas. Indian companies today are able to facilitate this exchange as a matter of course.

Creating successful partnering capability for India

There are some essentials to prepare for before entering any partnership. All organizations, whether foreign or Indian, have peculiar partnering behaviour patterns, their own customs and alliance models. Prior experience of alliances and processes to build an alliance capability is an important factor for a winning performance. It has been observed that equity levels in an Indian alliance are not correlated with success. Below are some basic elements to fortify alliance competence in India: 1. Build trust and share knowledge: Since liberalization of the economy in the early 1990s, Indian corporations have seen a wide range of alliances and JVs with foreign companies both Western and Asian. Some have worked and become benchmarks of success, whilst others have failed. Trust is of utmost importance for the success of an alliance. Indian companies may generally not be suspicious of motives but might be unsure of their partners longer term objectives. It is necessary to create a feeling of complete faith and absolute trust with your Indian partner to enable learning, increase speed of response and lower transaction costs. It is vital for foreign companies to believe and have faith in their Indian associates motives, management and abilities. Make a checklist of questions and request for detailed information and evidence, if required, to obtain absolute conviction in your partners word. 2. Avoid culture clashes: Myths and stereotypes are attached to every culture. There is no one culture or trait that binds the Indian work force. Every Indian

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organization has its identifiable culture, a combination of traditional Indian practices, as well as contemporary Western processes. In forming a JV in India, extensive due diligence of nuances in interaction, organizational linkages as well as softer aspects of organizational processes will go a long way in making a successful working relationship. Study your own cultural imperatives and map it with those of your collaborators to minimize divergence in working philosophies. Develop conflict resolution mechanisms to drive the success of the venture. 3. Mutually agree investment plans and performance milestones: Business objectives of both partners in a venture must be clearly defined at the outset. Not only should aspirations be discussed, but well-framed performance matrices are necessary. To increase chances of a winwin situation, it is useful for both partners to assess and agree if the venture is truly central to the parent companys portfolio, the apparent benefits of the alliance and if the combined force has real power in the market. Any intended investments are best discussed honestly and dormant business goals must be mentioned. Expectations of reciprocal candour should be communicated to the Indian partner company.

Selection criteria
There could be several reasons for forming an alliance in India, ranging from external factors like geographical advantages to merit in bottom lines through better product positioning. The selection criteria would naturally vary accordingly. Some common measures and standards would be:

For business
1. Increased competitive positioning/ product differentiation: Multinational companies with modifiable services and products should seek a local partner that has the ability and knowledge to facilitate adaptation to suit Indian preferences, tastes and consumption patterns. It helps to have a collaborator that can strengthen brand position, increase distribution power and distinguish service offerings. Some large multinational companies have already been able to launch highly successful and leading global brands with distinctive Indian variances, with the aid of appropriate partners. 2. Learn critical skills and capabilities: In JVs, Indian companies look forward to experiencing enhanced business processes, geographical spread and new technologies, whilst foreign companies may seek more understanding of market segments, sales channels and people management. Depending on the most vital learning curve to be honed, as well as the learning intent and capacity, international companies should choose a partner tested in that area.

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Several Indian organizations offer learning benefits across a range of well developed capabilities in areas like finance and treasury, regulatory issues, sales and distribution, branding and pricing, vendor development, customer service, HR and performance management, etc. 3. High value input to influence your costs: Indian partners can positively impact costs, like providing suppliers to develop better bargaining strength in terms of purchasing power and/or developing favourable long-term contracts. If the JV relies on the Indian partner for significant input in the value chain, organizations known for their power and weight on vendors and suppliers can be chosen as partners. Scale/scope economies in a JV partners business can also be leveraged. For regulated sectors, a partner with well established contacts and perceivable bearing with authorities should be a major criterion. 4. Offer customers fuller range and maintaining a stronger sales force: For categories that are better valued with supplementary and support products/ services, Indian companies with synergies in such areas make excellent JV partners. Several Indian companies have existing well established product and service ranges with a strong sales team on an India-wide basis. This can be fully leveraged to provide the market with a complete range and assortment of offerings. This combined with distribution strength would make a flourishing business in India.

Organisational
1. Cultural compatibility: Apart from financial due diligence, it is extremely important to do an HR due diligence of a partner. Look for cultural proximities and similarities, in order to identify management linkage. Several traditional family-owned Indian groups have progressed to completely professionally managed, decentralized businesses where decisionmaking powers are not concentrated with family members. Publicly listed companies are required to have independent directors and corporate governance is practised as per international norms. Many Indian companies not only recruit qualified talent at all levels and functions, but are increasingly selecting expatriates of non-Indian origin for leadership and other managerial jobs. They are becoming multicultural and even offer international level salaries. However, there are companies that continue to practise certain conventional management procedures. Some even have orthodox management styles that may not be well matched to certain foreign cultures. The closer the value systems, management policies and work ethics of the two companies, the better the chances of a fruitful relationship. 2. Internal support: Group support of both partners should be an uncompromised condition for alliance success. If there is little internal managerial and leadership backing and cooperation, the likelihood of success diminishes greatly. It is therefore advisable to speak with the Indian companys

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managers and teams at various levels, in order to gauge the amount of encouragement and empathy the alliance has gained. Managerial flexibility is another yardstick to measure how fitting a partner would be. 3. Learning symmetries: An Indian company and its foreign partner may have divergent learning patterns. Many international companies have found that Indian companies interested in technology gain manage to acquire generic competencies faster, whilst the partner struggles with country-specific issues related to distribution processes, vendor development, financial compliance etc. On the other hand, Indian companies have seen foreign partners use collaborators as short-term options to explore potential growth options, quickly internalizing operational capabilities and leaving the Indian partner with little or no advantage of the alliance. The alliance should facilitate organizational learning and evenness in knowledge for both partners. 4. Changing priorities: Both partners may be inclined to change objectives with time. In opting for a partner, possibility of alterations in direction should be considered. An attractive partner at the time of due diligence whilst entering India may become less appealing by the time an alliance is formed. In selecting an associate, evolving business needs should determine the kind of partner a company ultimately makes an alliance with. Indian companies may also change their goals with time. Internal governance units can be set up in an alliance, to keep a check on shifting priorities.

Common perceptions of partnerships in India

Foreign companies

local companies are unable to match investments, yet insist on retaining shareholding and management control; Indian family-managed companies run companies for family members: Indian companies are looking for easy and immediate returns on their capital investment.

Indian companies

unstable with a tilt in favour of foreign companies; more an escort service than marriage material; investment capability differential is constantly held and used against the Indian partner.

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Mechanics of Business Engagement

The view on alliances and JVs in India have evolved over a period of time. JVs are no longer seen as win-lose situations because both partners seek and provide clarity of goals at the time of partnering. There is more transparency of operations and objectives of the alliance, for example, personal wealth versus business growth are verified and confirmed before entering a partnership. Today, Indian companies have deeper pockets and access to cheaper capital and hence do not simply look for rent on assets. Instead they are keen on attaining global market accessibility, contemporary technology and better profitability for long-term growth. Indian companies, irrespective of size, have been setting their sights on scale and growth. With more professional management and corporate governance norms, powers and resources are not appropriated by family members but shared with stakeholders. Indian corporations and conglomerates are opening their doors to global talent and paying international level remuneration and perquisites to attract managers. The emphasis is on a long-term view to bringing the most appropriate people into jobs that especially impact bottom line, customer service and innovation. International companies in most sectors do not require a stepping stone with increasing possibilities of direct investment. The experience and success of many transnational JVs make international companies less suspicious of the local partners motives and agenda. Foreign firms look for longer term gain and stability as opposed to quick entry to India. Not only has the position of these companies changed, but the general perception is a great deal more positive than before. Table 2.8.1 The progression of joint ventures
Early 90s 972000 JV boom/era of alliances/rush of MNCs to form collaborations Alliance unsteadiness/JV turbulence/disillusionment/distrust

2001 onwards Several dissolved JVs end in FDI*/MNCs* integrate local business with global operations/local companies buying out foreign partners/new alliances for partner compatibility and visible competitive advantage.
Note: *FDI = Foreign Direct Investment; MNC = multinational corporation

Factors threatening partnership stability in India

1. Unequal partner contributions: For every alliance that has failed, there is a partner that felt the imbalance of involvement and contribution. The inequality could be in financial strength, ownership of critical resources, ability to attract management talent or even process to build alliance capability. Most often, the local Indian partner is viewed to be low on these characteristics. 2. Disparity in decision making and control: Several unsuccessful JVs and alliances seem to differ in partner control. In many alliance set-ups, the Indian partner provides operating staff, whilst the foreign partner controls senior management. In some, the foreign partner also manages operations

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and controls strategy, linking it to the parent company. The domestic partner then provides local expertise and some senior managerial support. This may lead to discord and frustration. 3. Insufficient market growth: With higher expectations, failure to attain anticipated market potential is another cause of venture collapse. Changes in the environment due to regulatory and market adjustments create a breakdown in alliances.

Conclusion
JVs in India have so far been formed as a response to the rapid changes in the environment and markets. Companies identify partners to gain competitive advantage in a dynamic and vibrant market. For an alliance to succeed in India, a method of determining analytical and financial fitness as well as organizational fitness is crucial. Once a venture is formed, effectively managing the interaction and organizational processes will ensure alliance longevity. Over time, multinational companies have created significant competitive advantage by leading and owning alliance capabilities in India, which are used as templates and directives for ventures in other emerging markets.

2.8

Analyzing the Indian Market

Karthik Ramamurthy and Amit Naikare, Synovate Business Consulting

Introduction
India is like a cellar of wine only the connoisseur who takes time to taste, appreciates the differences, and identifies the mature ones, enjoys the wine for a long period of time. Ones looking for a quick shot at the available wines seldom get the right one and go back with a bad impression of what is available. The Indian market is diverse in every sense and it takes perseverance and readiness to be flexible to succeed in this market. This chapter looks at what market analysis means in India and what characterizes the Indian consumer. It also helps to understand what the supply environment looks like in this market, and provides sources of information, important industry associations and prominent firms that can be contacted for market analysis.

Defining the Indian Market

The aptly named Indian sub-continent is more of a continent than a country, with its numerous religions, languages, dialects, customs and traditions. Spread across 29 states and six union territories, this market of a billion people is something that needs to be well researched and understood before making the entry strategy. If we want to gauge the vastness of the country, we could simply take a look at the environmental diversity of the country and the seasons that exist within it. Whilst the northern reaches of Kashmir see snowfall, the southern reaches of Kerala see rain for six months every year. These varied environmental conditions have a direct impact on every aspect of the market, be it the type of products that would sell or the kind of supply chain a firm would have to plan to serve the market. The vastness also means the population is diverse in its language, culture and educational levels. With over 850 languages, each with its own subset of dialects and with a literacy rate of 61 per cent in 2004, whilst it could be a segmentation experts dream, it could also turn out be a challenge for the product and marketing managers.

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Additionally, urbanization is a trend that is catching on rapidly, with 28.7 per cent of the population belonging to this category in 2005. This combined with sustained, rapid economic growth clocking around 78 per cent year-on-year and increased exposure to foreign media, has led to a renewed thrust on market segmentation, based on urban versus rural. Customizing products and communication according to the population demographics and consequently diverse usage patterns is the challenge for a firm looking at this market. The good news is that this whole segmentation exercise happens on a pretty large population base and each segment, albeit small in terms of percentages, is large in terms of absolute numbers. Thus, it is not a coincidence that India today is on every multinational companys radar and there is an increased thrust towards an India-specific strategy. Indian GDP (Gross Domestic Product) in PPP (Purchasing Power Parity) terms is now ranked fourth place and with 40 per cent of the population under the age of 15 years, The future is increasingly looking more promising and not mere speculation.

Market Research in the Indian Context

Doing a thorough market analysis in India can be confusing. The challenge in this vast country is not so much how and where to position your brand or product, but knowing whom to target and where. Targeting the right audience among consumer segments can be difficult, meaning it is essential to marketers striving to woo the consumer classes to get the benefit-image-price and consumer equation right. One uniform strategy cannot be adopted for the Indian market. Unlike mature economies where a number of brands fight for shelf space, in India the number of brands chasing one consumer segment are minimal. Additionally, the Indian consumer is evolving into an aspirational class, splashing out on luxury items like plasma TVs, cars and watches. This propensity to spend has been enabled by higher disposable income and easy availability of credit. This is a sea change over the market that existed a decade ago. The most important challenge faced by a market researcher in India is the myriad of languages to deal with. Although English is the most prevalent business language, consumer insights may not be well covered in English alone. There are ten major languages that are spoken and have to be considered whilst covering the market, see Section 5. There are also challenges in the translation of questionnaires, as well as their responses there is a lot of difference in the spoken and theoretical language. Adequate lead time needs to be given to complete this, as a result of which the project launch takes time. Culturally too there is a challenge in the interviewing process. For example, when theres a group discussion scheduled, there are bound to be drop-outs or delays in the last minute. Therefore, the sample size of respondents to be taken should almost be double that of the successful numbers intended. In case of highnet worth individuals or senior personnel, additional gestures like personally

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escorting them have to be provided to ensure that there is participation and cooperation. Similarly, there is a difference between attracting respondents in large cities versus smaller ones. The respondents in smaller cities tend to be more co-operative and willing compared to larger ones, where incentives are almost a must for participation. Another aspect to be considered is the use of technology enablers to streamline the research process. CATI (Computer-Aided Telephonic Interviewing), which is pretty popular internationally for fast turnaround and cost minimization, has its limitations in an Indian context. This could be attributed to lack of penetration of phone lines across the strata of society and also to the cultural lack of interest in answering the phone. So, CATI is seen to be effective only in the more affluent areas, which constitutes around 10 per cent of the country. Whilst on the subject of respondents, it is also important to look at business respondents. These typically would need to be covered to gain an understanding of the business environment including competition, channels, raw material suppliers, business partners, and government agencies. These respondents, unlike the developed markets, have an inherent tendency to be suspicious of giving interviews and sharing information. They tend to respond either vaguely or provide responses that do not necessarily reflect reality in the market. Therefore it is imperative that cross checks are done continually on the veracity of information collected from the respondents before using that information for modelling the market.

Macro Level Characteristics of the Indian Market

The key areas to be looked into at great depth through market research and analysis are:

Consumers; Competitors; Distribution channels; Suppliers; Regulatory environment.

Consumers
The Indian market shows differences in consumer behaviour from one region to another in terms of usage, preferences, brands, tastes, etc. Cases of marketers finding growth in shampoo demand in a particular region driven by usage for washing cattle, or washing machines being used for making Lassi - a traditional curd drink, characterize the Indian market!

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Rural India constitutes approximately 70 per cent of the countrys population. Although in terms of buying power urban India would rate higher, the rural market has been showing rapid growth in recent years. This is generating demand for some products that were previously unfamiliar. Micro-serving by converting of sample packs into single-serve sachets is one such example. As a result of the increasing penetration of cable television and electronic media, advertising plays a vital role in moulding the consumer mindset for buying certain products. Given the global exposure, Indian consumers are becoming brand-conscious when it comes to such names as Nike, Adidas, Honda, Toyota, etc. Consumers are differentiating products not only based on quality but also on brand perceptions such as premium, economy, value for money, etc. Consumers are open to global brands and also associate them with individuals status in the society. In such a dynamic environment, it is becoming essential for a player to continually gather market feedback and use it effectively for differentiating the consumer segments and addressing the needs accordingly by appropriate product positioning and effective communication.

Distribution channels
India is a sub-continent, nearly 2,000 miles from north to south and 1,800 miles from east to west with varying terrains. Population is wide spread across the geography. Almost 70% of Indian population is in rural India and forms a sizeable and, most importantly, growing market. It poses a challenge to a firm to distribute its product to these upcountry markets. To overcome this challenge, marketers are adopting different distribution channels to reach the consumer. Cut-throat competition is forcing the market players to adopt highly dynamic and innovative channel push strategies, such as higher margins and non-cash incentives. Market analysis would help understand the appropriate channel mix, channel margins as well as distribution support systems such as logistics and warehousing.

Competitors
The Indian market poses a unique challenge to a foreign player. For example, the Indian retail market is dominated by the relationship driven Kirana shops (small unorganized players) with over 95 per cent of the market share. Similarly, a multinational hardware supplier would find the Indian market crammed with grey market products (illegally imported products). MNC (multinational company) players in certain industries like apparel, footwear and watches eyeing the Indian market would find themselves already present in the form of counterfeits. Thus, a new market entrant faces competition, not only from domestic and MNC players but also from unorganized grey market and counterfeit players. Financial information such as sales, revenue, profit, etc available for companies through public sources does not always represent the realities unless it is a publicly listed company. Market research and analysis agencies with local presence and expertise help new entrants understand the competition with thorough allround diligence.

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Suppliers
To set-up a manufacturing plant it is critical to have a reliable, consistent and affordable source of raw material. Sourcing from a local supplier versus importing raw material is a dilemma faced by a new entrant whilst considering the quality and price implications. Some large MNC fast-food chains have developed local suppliers by imposing global standards, thus ensuring reliable quality at an affordable cost. Market analysis would help with a diligence of claimed capabilities versus the ground realities in terms of quality, capacity, processes, governmental clearances, financials, clients, etc. and this is crucial to ensure a long term, stable sustenance.

Regulatory environment
GoI (Government of India) policies play a vital role in determining the course of action for doing business in India. Though the market is opening up for foreign investment, there are still governmental controls on the market. Global retailers entry into the country is an example of a sector that is being debated and there are restrictions on foreign players. Certain industries require compulsory licensing to operate. A foreign company can invest in India either through automatic approval by the RBI (Reserve Bank of India) or through the FIPB (Foreign Investment Promotion Board). Understanding duty structures on imported raw materials/finished goods is critical. Knowledge of the basic tax structure is also imperative for a new business. Market analysis can give an overview of these aspects, which would help an entrant make a go/no-go decision, but a legal and financial expert would be a wise choice in order to obtain more detailed advice.

Data Availability, Accuracy and Timeliness

One of the largest drawbacks in India is the availability of data in the public domain. Even countries like China are better documented. Whatever is available is either outdated or is highly fragmented, with no single authoritative source. For example, the latest GoI census data available is for 2001 and there have been major changes in the market in the last five years. Using this could lead to a distorted market model. Another key consideration is that whilst data may be maintained in hard copy, the digitization process is only a recent phenomenon and progress is slow. This can be prominently seen in dealings with the RoC (Registrar of Companies). Individual ROC offices have different levels of digitization, making it extremely difficult to get similar data for companies across India. This is also the case with vehicular databases, which are maintained by individual Road Transport Offices in each city or town. Of course, there are private firms that have taken up this opportunity and make data available at a cost. However, again this data is limited by the capabilities of private firms to comprehensively cover the widely spread market. Only

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limited investments are possible so as to not make the report prohibitively expensive. Examples of agencies providing such services are CMIE (www.cmie.com), Indiastat (www.indiastat.com), and Euromonitor (www.euromonitor.com). Recently, there has been an initiative from the GoI to give the public access to information under the control of public authorities through the Right to Information Act. This enables access to information for a fee and within a specific timeframe. Of course, this is limited to the requested data and cannot be used as a definitive source for information on a continual basis and is not centralized in any form. Other sources of overall information on India are the India Brand Equity Foundation (www.ibef.org), the National Informatics Center (indiaimage.nic.in), individual central government departments (india.gov.in) and individual State Governments.

Trade and Market Research Associations

Looking specifically at conducting market research, the MRSI (Market Research Society of India www.mrsi-india.com) is a non-profit autonomous market research body formed by a large fraternity of research suppliers and users spread across India. Established in January 1988, the MRSI was formed to maintain standards of excellence in the market research industry. It is a proactive and neutral society, striving to promote the needs of market research in India. The MRSI has over 40 corporate members and is involved in furthering market research interests through a variety of events. Apart from this, there are nodal trade bodies that provide assistance in the form of information, access to Indian firms and also provide vertical specific networking opportunities through events conducted both within India and abroad. A few of the prominent trade bodies are the Confederation of Indian Industry (www.ciionline.org), the Associated Chambers of Commerce and Industry of Indian (www.assocham.org) and the Federation of Indian Chambers of Commerce & Industry (www.ficci.com). Additionally, there are industry-specific associations, like the National Association of Software and Service Companies (www.nasscom.org), the Society of Indian Automobile Manufacturers (www.siamindia.com), and the Cellular Operators Association of India (www.coai.com) etc., which can be contacted for industry-specific insights and information. Statistics, reports and news are usually available from these organizations and they also help companies from abroad network with Indian firms in the domain.

Agencies for Market Research and Analysis

There are a number of agencies that provide market research and analysis services. The prominent players who specialize in market research are Synovate India Pvt Ltd (www.synovate.com), AC Nielsen (www.acnielsen.co.in), the Indian Market Research Bureau (www.imrbint.com), TNS Global (www.tns-global.com) and Frost & Sullivan (www.frost.com).

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Apart from market research firms there are also other providers of detailed market analysis including management consultants such as McKinsey & Co (HYPERLINK http://www.mckinsey.com www.mckinsey.com), The Boston Consulting Group (www.bcgindia.com), Ernst & Young (HYPERLINK http:// www.ey.com/india www.ey.com/india), KPMG (HYPERLINK http:// www.in.kpmg.com www.in.kpmg.com), and A.T. Kearney (HYPERLINK http://www.atkearney.com www.atkearney.com) and boutique market entry consultants such as Synovate Busines Consulting (www.synovate.com/bc). The easiest way to approach these firms is to access the website and the contact details of their India office would be available. The recommended approach for quick response would be to call up the agency. While evaluating the firms it is critical to look into details of past engagements in the industry of interest as well as the Indian market. Most critical in market analysis is the methodology of collecting facts and whether the agency outsources the field coverage to a third party. Outsourcing could jeopardize the quality and validity of the data which in turn would affect the models used for analysis and subsequent business recommendations. In conclusion we can say that there are a few golden rules to succeed in India:

enter the market with a long-term vision; research the market well; use multiple sources to corroborate information; hire locally experienced personnel or chose a local partner for entry.

Part Three Finance, Tax and Accounting

3.1

Audit Requirements
KPMG

Chartered accountants in India are regulated by the ICAI (Institute of Chartered Accountants of India), constituted under the Chartered Accountants Act, 1949, an act of Parliament. The MCA (Ministry of Company Affairs) exercises supervision over the ICAI. It is thus the statutory body in India to which all chartered accountants must belong in order to conduct audits in India. The Accounting Standards are issued under the authority of the Council of the ICAI. The ICAI, recognizing the need to harmonize the diverse accounting policies and practices in use in India, first took on the task of laying down standards of accounting in India in 1977, in the guise of the ASB (Accounting Standards Board). The ICAI also has separate boards/committees for the formulation of standards related to auditing, ethics, etc). However, the Accounting Standards issued by the ICAI were mandatory only for its members. It was the Companies (Amendment) Act, 1999 that gave legal recognition to accounting standards, thereby making it mandatory. As per the Indian Companies Act, standards have to be prescribed by the Central Government in consultation with NACAS (the National Advisory Committee on Accounting Standards). Pending notification of standards by the Central Government, standards specified by the ICAI are required to be followed by the companies. NACAS has completed the review of all the accounting standards issued by the ICAI to date and has finalized and submitted its recommendations on the same to the GoI (Government of India) for notification under the Companies Act. Some 28 Accounting Standards have been recommended by NACAS to date to the Central Government, including recommendations for necessary exemptions and relaxations for small and medium-sized companies. Accounting Standards are designed to apply to the general purpose financial statements and other financial reporting, which are subject to the attest function of the members of the ICAI. They apply in respect of any enterprise (whether organized in corporate, co-operative or other forms) engaged in commercial, industrial or business activities (however small), irrespective of whether it is profitoriented or established for charitable or religious purposes. Accounting Standards will not, however, apply to enterprises only carrying on activities which are not of a commercial, industrial or business nature (egcollecting donations and giving them to flood-affected people). The General Purpose Financial Statements include a balance sheet, a statement of profit and loss, a cash flow statement (wherever applicable) and statements and explanatory notes which form part

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thereof, issued for the use of various stakeholders, governments, their agencies and the public. The enterprises are classified into three levels based on factors such as listing, nature of activities, turnover, use of public funds, etc. Small and medium-level enterprises have been granted exemptions from specific disclosures. Whilst formulating the Accounting Standards, the ASB takes into consideration the applicable laws, customs, usages and business environments prevailing in India. The ICAI, being a fully-fledged member of the IFAC (International Federation of Accountants), is expected, inter alia, to actively promote the IASBs (International Accounting Standards Board) pronouncements in the country with a view to facilitating the global harmonization of Accounting Standards. Accordingly, whilst formulating the Accounting Standards, the ASB gives due consideration to IASs (International Accounting Standards/IFRSs (international financial reporting standards) issued by the International Accounting Standards Committee/IASB, as the case may be, and tries to integrate them, wherever possible, according to the conditions and practices prevailing in India. The Indian Accounting Standards, like IASs/IFRSs, are principle-based standards. They describe the accounting principles and the methods of applying these principles in the preparation and presentation of financial statements in order to give a true and fair view. They are mandatory in nature. Any deviation from the Accounting Standards is required to be adequate and appropriately disclosed in the audit report. The ICAI has also started issuing ASI (Accounting Standards Interpretation). The authority of an ASI is the same as that of the Accounting Standard to which it relates. Thus, an ASI would be mandatory if the standard itself is mandatory. Additional accounting principles and practices have also been recommended by the ICAI in the guidance notes that form an integral part of the financial reporting framework. There are other pronouncements, such as opinions issued by the Expert Advisory Committee of the ICAI and research publications providing useful and practical guidelines. The documents do not enjoy the authoritative status of a mandatory or recommendatory document, but nevertheless provide valuable support in understanding accounting treatments applicable to specific issues. Apart from the Accounting Standards (and related ASIs), the financial statements also need to comply with the relevant statutory requirements, eg the Companies Act which mandates the format of the financial statements and the information to be included therein. In this context, it should be noted that with the exception of the ICAI, there are other independent regulators in India governing companies which may lay down specific accounting and/or disclosure norms for financial reporting. An example of this would be the SEBI (Securities and Exchange Board of India), which regulates the functioning of stock exchanges and protects the interests of investors, for listed companies. Another example is the RBI (Reserve Bank of India), the apex bank in India, for banks, non-banking financial institutions and financial and foreign exchange markets. There is also the IRDA (Insurance Regulatory and Development Authority) for insurance companies. In specific circumstances such as mergers and amalgamations, the legal system, through the courts, also provides accounting norms. Whilst issuing Accounting Standards, the ICAI makes an effort to ensure that these conform with the provisions of applicable laws, customs, usages and the

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business environment in general in India. However, if a particular Accounting Standard is found to be not in conformity with law, the provisions of said law will prevail. Thus statutes like the Companies Act etc supersede the Accounting Standards and may require some deviation. Taxable income is calculated in accordance with tax laws. In some circumstances, the requirements of these laws to compute taxable income differ from the accounting policies applied to determine accounting income. Thus, a particular item of revenue or expense may be treated differently in the general purpose financial statements and for the computation of taxable income. The effect of this difference is that the taxable income and accounting income may not be the same. The last few years have seen many developments relating to financial reporting by corporates, which in turn influence the auditing profession. The issues of transparency, accounting practices and corporate governance have come to the fore as high agenda items in organizations worldwide. The parameters of financial reporting need a constant review, as they have to keep pace with the fast changing milieu and the corresponding expectations of society in general and the specific users of financial statements in particular. In India, financial reporting is, in any case, in a stage of transition a stage where hectic changes are being introduced to catch up with the developed world. The ICAI has taken a big leap in financial reporting by introducing new Accounting Standards and other technical pronouncements. This has been further supported by the initiatives taken by the MCA and SEBI with the objective to tighten the regulatory regime for corporates, ensure better corporate governance practices and protect investors rights.

3.2

Accounting Requirements and Tax Issues

KPMG

In India, taxes are levied by the Central and State Governments, and also by local government bodies. Principal taxes, including Income Tax, Custom Duties, Central Excise Duty and Service Tax are levied by the Central Government. On the other hand, states levy taxes such as State Excise Duty, VAT (Value Added Tax), Sales Tax and Stamp Duty. Local government bodies levy Octroi Duties and other taxes of local nature like Water Tax and Property Tax. Income is taxed in India in accordance with the provisions of the Income Tax Act, 1961. The Ministry of Finance (Department of Revenue) through the CBDT (Central Board of Direct Taxes) an apex tax authority implements and administers direct tax laws. India has embarked on a series of tax reforms since the early 1990s. The focus has been on rationalization of tax rates and simplification of procedures.

Direct taxes
India follows a residence-based taxation system. Broadly, taxpayers may be classified as residents or non-residents. Individual taxpayers may also be classified as residents but not ordinary residents. The tax year in India runs from 1 April to 31 March of the following calendar year for all taxpayers. Taxable income has to be ascertained separately for different classes of income (called heads of income) and is then aggregated to determine total taxable income. The previous year basis of assessment is used ie any income pertaining to the tax year is offered to tax in the following year (known as the assessment year). Income tax is levied on taxable income, comprising income under the following heads of income:

salaries; income from rental property; profits and gains of business or profession;

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capital gains; income from other sources.

Generally, the global income of domestic companies, partnerships and local authorities are subject to tax at flat rates, whereas individuals and other specified taxpayers are subject to progressive tax rates. Foreign companies and non-resident individuals are also subject to tax at varying rates on specified incomes which are received/accrued or deemed to be received/accrued in India. Agricultural income is exempt from Income Tax at the central level but is taken into account for rate purposes. Income earned by specified organizations eg trusts, hospitals, universities, mutual funds etc, is exempt from Income Tax, subject to the fulfillment of certain conditions. India adopts the self-assessment tax system. Taxpayers are required to file their tax returns by the specified dates and pay the tax. The Tax Officer may choose to make a scrutiny assessment to assess the correct amount of tax by calling for further details. Generally, taxpayers are liable to make Income Tax payments as advance tax, in three or four installments, depending on the category they belong to, during the year in which the income is earned. Balance tax payable, if any, can be paid by way of self-assessment tax at the time of filing the return of income. Employed individuals are subject to tax withholding by the employer on a pay-as-you-earn basis. Certain other specified incomes are also subject to tax withholding at specified rates.

Residential status
Individual Depending upon the period of stay in India during a given financial year, an individual may be classified as a resident or a non-resident in India or not ordinarily resident in India. Company A resident company is a company formed and registered under the CA56 (Companies Act, 1956) or one whose control and management is situated wholly in India. An Indian company is always an Indian resident. Consequently, an Indian company that is wholly owned by a foreign entity and managed from India by foreign individuals/companies is also considered a resident Indian company. A non-resident company is one whose control and management are situated wholly outside India.

Kinds of taxes
Annual Income Tax Annual Income Tax is levied on income earned, for a financial year as per the rates declared by the annual Finance Act.

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MAT (Minimum Alternate Tax) With a view to bring zero taxpaying companies having book profits under the tax net, the domestic tax law requires companies to pay MAT in lieu of the regular corporate tax, in a case where the regular corporate tax is lower than the MAT. However, MAT is not applicable to:

income exempt from tax (excluding exempt long-term capital gains from tax year ending 31 March 2007); income from units in specified zones including SEZs (Special Economic Zones) or specified backward districts; income of certain ailing industrial companies.

MAT is levied at 7.5 per cent [proposed to be increased to 10 per cent] (plus applicable surcharge and education cess is a widely used term in India that refers to any hypothecated tax) of the adjusted book profits of companies where the regular corporate tax payable is less than 7.5 per cent [proposed 10 per cent] of their book profits. A tax credit, being the difference of the tax liability under MAT provisions and regular provisions, can be carried forward for set-off in the year in which tax is payable under the regular provisions. Such set-off shall be allowed on the difference of tax as per regular provisions and as per MAT provisions. However, no carry forward shall be allowed beyond the seventh assessment year (proposed) succeeding the assessment year in which the tax credit becomes allowable. DDT (Dividend Distribution T) DDT is a tax payable on the dividend declared, distributed or paid. Dividends paid by an Indian company are currently exempt from Income Tax in the hands of the recipient shareholders in India. However, the company paying the dividends is required to pay DDT on the amount of dividends declared, at the rate of 14.03 per cent (inclusive of surcharge and educational cess). An exemption from this tax has been granted in case of dividends distributed out of profits of SEZ developers. Tonnage Tax on shipping companies Indian shipping companies are taxed on a presumptive basis. Tax is levied on the notional income of the shipping company arising from the operation of ships at normal corporate tax rates. The notional income is determined in a prescribed manner on the basis of the tonnage of the ship. Tax is payable even in the case of loss. The scheme is applicable to the shipping companies that are incorporated under the Indian Companies Act (with its effective place of management in India) with at least one ship with minimum tonnage of 15 tonnes and holding a valid certificate under the Merchant Shipping Act, 1959. Shipping companies have an option to opt for the scheme or for taxation under normal Income Tax provisions. Once the scheme has been opted for, it would apply for a mandatory period of 10 years and other Income Tax provisions would not apply.

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FBT (Fringe Benefit Tax) FBT was introduced in the Finance Act, 2005. FBT is a tax payable by the employer on benefits (provided/deemed) that employees (past or present) receive as a consideration of their employment. FBT is leviable on every employer excluding individuals, HUFs (Hindu Undivided Family a special community-based entity in India) and certain institutions enjoying certain exemptions. Certain expenses are directly covered within the ambit of FBT. In respect of expenditure such as entertainment expenditure, conferences etc, a certain percentage of these expenses are deemed as fringe benefits, upon which FBT is leviable. FBT is leviable at the rate of 30 per cent plus applicable surcharge and education cess. The due dates for filing the return of fringe benefits in the case of a company or a person whose accounts are required to be audited under the Act, is the 31 October following the end of the financial year. In any other case, the due date is the 31 July following the end of the financial year. The manner of payment of FBT is similar to that of Advance Tax. FBT should be paid in each quarter, on or before the 15th day of the month following such quarter, except for the quarter ending on 31 March, in case of which the FBT will be payable on or before 15 March of the relevant financial year. STT (Securities Transaction Tax) STT is levied on the value of taxable securities transactions at specified rates. The taxable securities transactions are:

the purchase/sale of equity shares in a company or a derivative or a unit of an equity-oriented funds entered into in a recognized stock exchange; the sale of unit of an equity-oriented fund to the mutual fund.

The rates of STT are shown in the following Figure.

Period

Purchase/ Sale of equity shares, units of equity oriented mutual fund (delivery based) 0.125 %

Sale of de Sale of equity shares, units of rivatives equity oriented mutual fund (non -delivery based)

Sale of unit of an equity oriented fund to the mutual fund

From 1 June 2006

0.025 %

0.017 %

0.25 %

Source: KPMG India Figure 3.2.1 Rates of STT BCTT (Banking Cash Transaction Tax) BCTT is levied on the following taxable banking transactions entered with any scheduled bank on any single day:

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the withdrawal of cash from any bank account other than a savings bank account; the receipt of cash on encashment of term deposit(s).

The value of the above transactions chargeable to BCTT is 25,000 rupees (approximately US $ 600) or more, in the case of individuals and HUFs and 1,000,000 rupees (approximately US $ 2,200) or more, in the case of persons other than individuals and HUFs. The BCTT will be payable by the person from whose account the cash is withdrawn. The BCTT is levied at the rate of 0.1 per cent of the value of each taxable banking transaction. Wealth Tax Wealth Tax is leviable on specified assets at 1 per cent on the value of the assets held by the assessee in excess of the basic exemption of assets amounting to 1,500,000 rupees (approximately US $ 33,000).

Tax rates
Individuals Individuals (excluding women and senior citizens) are liable to tax in India at different rates of tax. See Figure 3.2.2 below. Capital Gains Tax Gains arising from the transfer of long-term capital assets are taxed at special rates/eligible for certain exemptions (including exemption from tax where the sale transaction is chargeable to STT). Short-term capital gains arising on transfer of assets other than certain specified assets are taxable at normal rates. Taxability of non-resident Indians Non-resident Indians may also be liable to tax in India on a gross basis depending upon the type of income received. Foreign nationals Indian tax law provides for exemption of income earned by foreign nationals for services rendered in India, subject to prescribed conditions. For example:

remuneration from a foreign enterprise not conducting any business in India, provided the individuals stay in India does not exceed 90 days and the payment made is not deducted in computing the income of the employer; remuneration received by a person employed on a foreign ship provided his stay in India does not exceed 90 days.

Companies A resident company is taxed on its global income. A non-resident company is taxed on income received/accrued or deemed to be received/accrued/ arisen in India. The

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Income Slab Effective tax rate (including surcharge of 10 percent and educational cess of 2 percent) NIL 10.2 percent 20.4 percent 30.6 percent 33.66 percent #

Upto USD 2,200 USD 2,200 to USD 3,300 USD 3,300 to USD 5,500 USD 5,500 to USD 22,200 Above USD 22,200

# Where the income exceeds USD 22,200, surcharge @ 10 percent would be leviable on the total tax payable

Women
Income Slab Effective Tax rate (including surcharge of 10 percent and educational cess of 2 percent) NIL 10.2 percent 20.4 percent 30.6 percent 33.66 percent #

Upto USD 3,000 USD 3,000 to USD 3,300 USD 3,300 to USD 5,500 USD 5,500 to USD 22,200 Above USD 22,200

# Where the income exceeds USD 22,200, surcharge @ 10 percent would be leviable on the total tax payable

Senior citizens (individuals of the age of 65 years or more)

Income Slab Effective Tax rate (including surcharge of 10 percent and educational cess of 2 percent) NIL 20.4 percent 30.6 percent 33.66 percent #

Upto USD 4,100 USD 4,100 to USD 5,500 USD 5,500 to USD 22,200 Above USD 22,200

# Where the income exceeds USD 22,200, surcharge @ 10 percent would be leviable on the total tax payable\ Note: Income slabs rounded off to nearest USD 100, USD 1 = INR 45

Figure 3.2.2: Income slabs scope of Indian income is defined under the Act. The tax rates for the tax year ending 31 March 2006 and proposed for the tax year ending 31 March 2007 are:

domestic company 33.66% (Income Tax 30 per cent plus surcharge of 10% thereon plus education cess of 2% on Income Tax including surcharge); foreign company 41.82% (Income Tax 40 per cent plus surcharge of 2.5% thereon plus education cess of 2% on Income Tax including surcharge).

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Additionally, a company is required to pay the other taxes eg FBT, STT, BCTT and MAT.

Modes of taxation
Gross basis of taxation Certain specific income streams earned by non-residents are liable to tax on a gross basis in certain cases, ie a specified rate of tax is applied on the gross basis and no deduction of expenses is allowed. The details of the nature of income and applicable rate of tax are as follows in Figure 3.2.3 below.
Income stream Interest Royalities Technical Know-how fees Rate of Tax 20.91 percent 31.368/ 20.91 / 10.455 # percent 31.368/ 20.91 / 10.344 # percent

# The rates are in the case of a foreign company and are inclusive of surcharge of 2 percent and education cess of 2 percent on tax and surcharge in respect of agreements made on or before May 31, 1997; or after May 31, 1997 but before June 1, 2005; and after June 1, 2005 respectively. In case of other non-residents the basic tax rate would be increased by a surcharge of 10 percent where income exceeds INR 1000,000 (approx. USD 23000) and education cess of 2 percent on tax and surcharge.

Figure 3.2.3 Income stream and rate of tax Presumptive basis of taxation Foreign companies engaged in certain specified business activities are subject to tax on a presumptive basis ie income is recognized at a specific percentage of gross revenue and thereafter tax liability is determined by applying the normal tax rates on deemed income. Certain activities taxed on a presumptive basis along with the basis of taxation are set out below in Figure 3.2.4.
Activity Basis of taxation Effective tax rate including surcharge of 2.5 percent of education cess of 2 percent 4.182 percent 4.182 percent 2.091 percent

Oil and gas services Execution of certain turnkey contracts Air transport

Deemed profit of 10 percent of revenues Deemed profit of 10 percent of revenues Deemed profit of 5 percent of revenues Deemed profit of 7.5 percent of freight revenues

Shipping operations

3.1365 percent

Source: KPMG India Figure 3.2.4: Activities and their taxation

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Deductions allowable from business income Generally, all revenue expenses incurred for business purposes are deductible from the taxable income. The requirement for deductibility of expenses is that the expenses must be wholly and exclusively incurred for business purposes; that they must be incurred or paid during the previous year and supported by relevant papers and records. Expenses of a personal or capital nature are not deductible. Income Tax paid is not allowable as a deduction. Depreciation on specified capital assets at prescribed rates is also deductible. Expenditure incurred on taxes (excluding Income Tax) and duties, bonus or commission to employees, fees under any law, interest on loans or borrowings from public financial institutions and interest on loans and advances from scheduled banks is deductible only if it is paid during the previous year. Alternatively, it is deductible if it is paid on or before the due date for furnishing the return of income, and the return is accompanied by evidence of such payment. However, interest on capital borrowed for the acquisition of assets acquired for extension of existing business is not allowed as a deduction until the time that such assets are actually put to use. Employees contributions to specified staff welfare funds that is, provident funds, gratuity funds, etc are treated as employers income and are allowed as deduction only if actually paid during the previous year on or before the applicable due date. However, employers contributions to these funds are deductible even if paid before the due date of the filing of the return of income. Salaries, interest, royalties, technical service fees, commissions or any other amount payable outside India or in India to a non-resident (other than a foreign company) or a foreign company, on which the applicable withholding tax has not been withheld or after deduction has not been paid are not deductible. Such amounts are deductible in the year in which the withholding tax is paid. Where, in respect of these payments, tax has been deducted in the relevant year but paid in the subsequent year within the prescribed time limit, such payments made are deductible in the relevant year. However, if the tax so paid in the subsequent year is not paid within the prescribed time limit, the deduction is allowed only in the subsequent year. Similarly, any payment made to residents for interest, commission or brokerage, fees for professional or technical services, contract/sub-contract payments, where taxes have not been withheld or after withholding have not been paid as per prescribed regulations, will be disallowed in the hands of the payer. The deduction for such a sum will be allowed in the year in which the withholding taxes are paid. Head office expenditure Foreign companies operating in India through a branch are allowed to deduct executive and general administrative expenditure incurred by the head office outside India. However, such expenditure is restricted to the lower of 5% of adjusted total income (as defined) or expenditure attributable to the Indian business. In cases where the adjusted total income for a year is a loss, the expenditure is restricted to 5 per cent of the average adjusted total income (as defined).

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Bad debts Bad debts written off are tax-deductible. Provision for doubtful debts is not tax deductible. Banking companies are allowed a deduction for provisions for bad and doubtful debts up to 7.5% of total income or 10% of its assets classified as doubtful assets restricted to the provision for doubtful debts made in the books. Banks incorporated in a country outside India and public financial institutions are allowed a deduction for provisions for doubtful debts up to 5 per cent of income, as specifically defined for this purpose. Bad debts actually written off by banks and public financial institutions, in excess of the accumulated provision for doubtful debts, are deductible. Grouping/consolidation No provisions currently exist for the grouping/consolidation of losses of entities within the same group. Withholding of taxes Generally, income payable to residents or non-residents are liable to withholding tax a tax withheld by the payer and given directly to the relevant tax authority, especially for overseas and non-resident tax payers by the payer (in most cases individuals are not obliged to withhold tax on payments made by them). The rates in the case of residents would vary, depending on the income and the payee involved eg in the case of rent, the rate is 15% if the payee is an individual and 20% in all other cases. Except where preferential tax rates are provided for under Double Tax Avoidance Agreements, payments to foreign companies/non-residents are subject to the following withholding tax rates.

Type of Income

Foreign companies (1) 20.91 percent 31.365 percent

Other non-residents (2) 22.44 percent 33.66 percent

Interest on foreign currency loan Winnings from horse races Royalities and technical services fees payable under an agreement approved by the Government of India or in accordance with the new Industrial Policy Winnings from lotteries and crossword puzzles Long-term capital gains Any other income

10.455 percent 20.91 percent 31.365 percent

11.22 percent 22.44 percent 33.66 percent

20.91 percent (2) 22.44 percent (3) 41.82 percent 33.66 percent

(1) Rate includes income tax+ two and a half percent surcharge and 2 percent education cess thereon. (2) Rate includes surcharge of 10 percent where income exceeds USD 22,200 and education cess of 2 percent (3) Other than exempted long term gains

Figure 3.2.5 Withholding tax rates applicable to foreign companies/ non-residents

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Carrying forward losses and unabsorbed depreciation

This is subject to the fulfillment of the following prescribed conditions: 1. Business loss can be carried forward for eight consecutive financial years and can be set off against the profits of subsequent years. Losses from a speculation business (as defined) can be set off only against gains from speculation business for a maximum of four years. 2. Unabsorbed depreciation may be carried forward for set off indefinitely. 3. Capital losses may also be carried forward for set off for eight subsequent financial years subject to fulfillment of certain conditions. Long-term capital losses can be set off only against long-term capital gains, whereas short-term capital losses can be set off against short-term as well as long-term capital gains. These losses cannot be set off against income under any other head. 4. Carry back of losses or depreciation is not permitted.

Corporate reorganizations
Corporate reorganizations, such as mergers, demergers and slump sales are either tax neutral or taxed at concessional rates subject to the fulfillment of prescribed conditions.

FIIs (Foreign Institutional Investors)

To promote the development of Indian capital markets, qualified FIIs/sub-accounts registered with the SEBI (Securities and Exchange Board of India) and investing in listed Indian shares and units, are subject to tax as per beneficial regime.
Interest Long-term capital gains # Short-term capital gains #
# Subject to payment of Securities Transaction Tax (STT)

20 percent NIL 10 percent

Figure 3.2.6: Capital gains interest rates In addition, there is a surcharge of 2.5% in the case of companies and 10% in the case of non-corporate where the income exceeds 1,000,000 rupees (approximately US $ 22,000) and education cess of 2 per cent. Additionally, capital gains earned by an FII are not subject to withholding tax in India. The rate of tax on other short-term capital gains is 30 per cent plus surcharge and education cess; and on long-term capital gains is 10 per cent plus surcharge and education cess.

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Relief from double taxation

For countries that have DTAAs (Double Tax Avoidance Agreements) with India, bilateral relief is available to a resident in respect of foreign taxes paid. Generally, provisions of DTAAs prevail over the domestic tax provisions. However, domestic tax provisions may apply to the extent that they are more beneficial to the taxpayer. The DTAAs would also prescribe rates of tax in the case of dividend income, interest, royalties and fees for technical services that should be applied if the rates prescribed in the Act are higher. Business income of a non-resident may not be taxable in India if the non-resident does not have a permanent establishment in India. For countries with no DTAA with India, a foreign tax credit is available under Indian domestic tax law to a resident taxpayer in respect of foreign taxes paid. The amount of credit allowable should be the lower of the tax in the foreign country or the Indian tax attributable to the foreign income. Currently, there is no carry forward/carry back of excess tax credits. With effect from 1 June 2006, it has been proposed that statutory recognition is given to agreements entered into between specified Indian associations and a non-resident specified associations for a grant of double taxation relief, for avoidance of double taxation, for exchange of information for the prevention of evasion or avoidance of income tax or for recovery of income tax. The provisions of the Act will apply to the extent that they are more beneficial than the provisions of the agreement. It is also clarified that a higher charge of tax on the foreign entity will not be considered as discrimination against such an entity.

Tax incentives
SEZs (Special Economic Zones)
Units set up in SEZs Undertakings set up in SEZs are eligible for Income Tax holiday for 10 years (100% exemption for the first five years and 50% exemption for the next five years), on the profits derived from exports from the year in which such an undertaking begins manufacturing or commences its business activities (effective AY 200607). A further deduction of 50 per cent of profits is available for another five consecutive years, after the first 10 years, subject to the fulfillment of certain conditions. SEZ developer Tax holiday for 10 consecutive years out of 15 has been extended to undertakings involved in developing/developing and operating/maintaining and operating notified SEZs before 31 March 2006.

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OBUs (Offshore Banking Units) and IFSCs (International Financial Service Centre units) set up in SEZs OBUs and IFSCs in SEZs are entitled to tax holiday of 100% for the first five years and 50% for the next five years. EOUs (Export-oriented Units) Undertakings set up in export processing zones/foreign trade zones, EHTP (Electronic Hardware Technology Park), STP (Software Technology Park) or 100 per cent EOUs, are eligible for a deduction of 100 per cent on the profits derived from exports for any 10 consecutive years from the year in which such undertaking begins manufacturing or commences its business activities. Such deduction would be available only up to FY 200809.

Industrial parks, model towns and growth centres

For developers of industrial parks Some 100% tax holiday is available to the developers of industrial parks for any 10 consecutive assessment years out of 15, beginning from the year in which the undertaking or the enterprise develops an industrial park, provided it begins no later than 31 March 2006. In the Budget 2006, this time limit is proposed to be extended until 31 March 2009. Units set up in industrial parks Depending on the location of the industrial parks, the following tax holiday is available to units set up therein:

Himachal Pradesh/Uttaranchal: - 100% tax deductible in the first five years; - 30% tax deductible in the next five years; Sikkim/North Eastern States: - 100% tax deductible for first 10 years.

Tax holidays in respect of infrastructure projects/power/housing Undertakings engaged in prescribed infrastructure projects are eligible for a consecutive 10-year tax holiday as set out below: 1. A 10-year tax holiday in a block of 20 years will be extended to undertakings engaged in developing/operating and maintaining/developing, operating and maintaining infrastructure facilities like roads, bridges, rail systems, water supply projects, water treatment systems, irrigation projects, sanitation and sewerage systems or solid waste management systems. 2. A 10-year tax holiday in a block of 15 years has also been extended to undertakings involved in developing/operating and maintaining/developing, operating and maintaining, ports, airports, inland waterways or inland ports. A similar exemption has also been extended to undertakings set up before 31 March 2010 for generation/generation and distribution of power.

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3. A two-tier benefit of 100% tax holiday for the first five years and a deduction of 30% of profits for the subsequent five years are available to undertakings that start providing telecommunications services before 31 March 2005. The scope of telecommunications services has been extended to include Broadband networks and Internet services.

Transfer pricing
In the case of businesses carried on by multinational companies, detailed provisions relating to transfer pricing were introduced by the Finance Act, 2001 in order to facilitate the computation of reasonable, fair and equitable profits and tax in India. The Indian transfer pricing provisions generally follow OECD (Organisation for Economic Co-operation and Development) Guidelines, albeit with some significant differences, such as a wider definition of the term associated enterprise; and the concept of arithmetical mean as opposed to internationally followed statistical measures of median/arms length range. In simple words, transfer pricing regulations require cross-border transactions between associated enterprises to be undertaken on an arms length basis. In this regard, Section 92 of the Income Tax Act, 1961 (Act) provides that the price of any transaction between associated enterprises, either or both of whom are nonresident for Indian Income Tax purposes (international transaction), shall be computed having regard to the arms length price. Two enterprises are considered to be associated if there is direct/indirect participation in the management or control or capital of an enterprise by another enterprise or by same persons in both the enterprises. Further, the transfer pricing regulations have prescribed certain other conditions that can trigger an associated enterprise relationship. Significant conditions among these include:

direct/indirect shareholding, giving rise to 26 per cent or more of voting power; dependency relating to source of raw materials/consumables, as well as dependency relating to customer(s) for manufactured/processed goods, price and other conditions being influenced by the other contracting party; authority to appoint more than 50 per cent of the board of directors or one or more of the executive directors; dependency in relation to IP (Intellectual Property) rights (know-how, patents, trademarks, copyrights, trademarks, licences, franchises etc) owned by either party; dependency relating to borrowings ie advancing of loans amounting to no less than 51 per cent of total assets or provision of guarantee amounting to not less than 10 per cent of the total borrowings.

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Determination of arms length price

The Indian transfer pricing regulations require an arms length price in relation to an international transaction to be determined in accordance with the most appropriate method from the following:

CUP (Comparable Uncontrolled Price); RPM (Resale Price Method); CPLM (Cost Plus Method); PSM (Profit Split Method); TNMM (Transactional Net Margin Method).

Unlike the OECD guidelines, there is no order of preference prescribed, although in practice transfer pricing authorities do attempt to use traditional methods such as CUP, RPM and CPLM, before accepting a profit-based approach. The choice of the most appropriate method is required to be made having regard to factors that inter alia include nature and class of the transaction, the classes of associated enterprises undertaking the transaction and the functions performed by them.

Burden of proof and assessment

The burden of proving that the international transactions comply with the arms length principle lies with the taxpayer. Furthermore, the Act requires every person entering into an international transaction to maintain prescribed information and documents relating to international transactions. The documentation requirements laid down by the Indian transfer pricing regulations are detailed and prescriptive, and failure to maintain prescribed documentation attracts penalties that can extend up to 4 per cent of the value of the international transaction entered into by the taxpayer. Furthermore, every taxpayer entering into an international transaction is required to file a report (referred to as an accountants report) along with a tax return, setting out prescribed details in respect of international transactions and associated enterprises. The accountants report forms the basis on which the transfer pricing authorities undertake an audit. Under prevailing regulations, taxpayers reporting international transactions with associated enterprises exceeding 50 million rupees (approximately US $ 1,100,000) are subjected to a transfer pricing audit. To the extent of transfer pricing adjustments made as a result of the audit, taxpayers lose any tax exemption to which they are otherwise entitled. There are also potential penalties to the extent of one-time to three-times of the incremental tax arising as a result of any adjustment. There is a separate penalty of 100,000 rupees (approximately US $ 2,200) for not furnishing the accountants report. Indian transfer pricing regulations are in an evolving stage, with only two years of audits having been completed. At present there is limited administrative

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guidance and no judicial precedent available. Furthermore, it is pertinent to note that Indian transfer pricing regulations do not have provisions for either advance pricing arrangements or safe harbours. However, taxpayers are provided a limited safe harbour to the extent that the transaction value of the international transaction can vary to the extent of 5 per cent of the arms length price.

Indirect taxes
The Ministry of Finance (Department of Revenue) through the CBEC (Central Board of Excise and Customs), an apex indirect tax authority, implements and administers excise (central excise), customs and service tax laws. Circulars, notifications and clarifications issued by the CBEC supplement these indirect tax laws. Issues involving the interpretation of tax laws are decided by the judiciary, which is independent of the legislature.

Customs Duties
Customs Duties are levied on import of goods into India at the rates specified in the Customs Tariff Act, 1975. The effective rates of Customs Duties may vary pursuant to general and/or specific exemption or concession notifications issued by the GoI (Government of India) in this regard. Customs duties currently comprise the following:

BCD (Basic Customs Duty): the current general peak rate is 12.5%; CVD (Countervailing Duty): this duty is equivalent to central excise duty leviable on a like product manufactured in India. The current rate applicable to the majority of the industrial products is 16 per cent plus 2% education cess, taking the effective rate to 16.32%. This duty is calculated on the value of the product and BCD; ADC (Additional Duty of Customs): this duty is levied in lieu of the Sales Tax, VAT, local taxes and other charges leviable on like goods on their sale, purchase or transportation in India. Presently, this duty is levied at 4% on most items, with a few exceptions. This duty is levied on the value of the product, BCD and CVD. Education cess: this cess is levied at 2% on the amount of BCD and CVD.

In addition, the GoI also levies anti-dumping and safeguard duties on specified products to protect domestic manufacturers. These duties are levied for specified periods. Value, for the purpose of levy of Customs Duty, is a transaction at an arms length price between unrelated parties plus freight and landing charges.

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Import-export policy
The import of goods into and export of goods from India is regulated by the Foreign Trade Policy (the Policy) issued from time to time by the GoI. The Policy remains in force for five years and is amended from time to time. The Policy currently in force is for the tax year period 200409. The majority of goods are now freely importable.

Cenvat (Central excise duty)

Cenvat is levied on goods manufactured and produced in India. It is generally on an ad valorem basis at the rate of 16.32% (a basic rate of 16% and education cess of 2%). The effective rates may be lower pursuant to general/specific notifications issued by the GoI granting whole or partial exemption from duty. The duty, in most cases, is levied on the basis of the value of the excisable goods. Value, for this purpose, with effect from 1 July 1 2000, is the transaction value

which is for delivery at the time and place of removal; where the buyer is not a related person; where the price is the sole consideration.

Cenvat is payable by the manufacturer but is, ordinarily, recovered from the buyer as part of the consideration for the sale of goods. Under the Cenvat Scheme, a manufacturer can avail themselves of the Cenvat credit or additional duties of customs (ie CVD) paid on specified inputs and capital goods used in the manufacture of excisable goods. This also applies to service tax paid on eligible input services and utilizes it in discharging Cenvat on finished excisable goods.

VAT/Sales Tax
From 1 April 2005, 21 states of India have replaced local Sales Tax with VAT. All the remaining states, except the States of Uttar Pradesh and Tamil Nadu and the Union Territory of Pondicherry, have also introduced VAT with effect from 1 April 2006. VAT is not much different from local sales tax regimes except that it captures value addition at each level of distribution network. The State VAT continues to be a tax on the sale of goods and does not include taxation of services. The standard rate of VAT is 12.5% and there is reduced rate of 4%. Besides that, there are exemptions and rates of 1% and 20% for specified products. State VAT is levied on the movement of goods within a state. If the sale transaction involves the movement of goods from one state to another (inter-state), the tax is levied under the CSTA (Central Sales Tax Act), 1956. This Act also covers transactions of the import of goods into or the export of goods out of India. Sales Tax/VAT is not imposed on the import of goods into the country or the export of goods out of the country. The CSTA is administered by the state governments and the tax is levied at the origination of transaction (origin-based levy). The revenue collected under the CSTA is retained by the state governments. The rates of tax

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under the CSTA depend on the VAT rate applicable in the originating state. The standard rate of CST is 4 per cent or the lower rate applicable in the state of the seller if the purchaser is purchasing the same for resale or for use in manufacturing goods for sale or for specified purposes and both the seller and buyer are registered dealers. Otherwise, the rate is the higher of 10 per cent or the rate applicable in the state of the seller. States also levy tax on transactions which are deemed sales, like works contracts and leases. Essentially, a works contract is for carrying out work involving supply of labour and material where the property in the materials passes during the course of execution of the contract. Lease is a transaction involving the transfer of rights to use goods. In addition to Sales Tax, some states also levy additional tax/surcharge, Turnover Tax or Entry Tax. Sales Tax/state VAT is payable by the seller to the GoI. Ordinarily, Sales Tax/state VAT is recovered from the buyer as a part of consideration for the sale of goods.

Service Tax
Service tax is levied on the notified services by the Central Government. The rate of Service Tax is currently 10 per cent. However, the Service Tax rate is scheduled to increase to 12 per cent with the enactment of the Finance Bill, 2006. Education cess at 2 per cent is levied on the Service Tax. The effective rate of Service Tax works out to 10.2%, which would increase to 12.24%. Service Tax is charged on the gross value of services and is generally payable on a receipt basis. It is an indirect tax payable by the service provider but ordinarily recovered from the recipient of services. The law requires separate mention of Service Tax amount in the invoices. Ordinarily, every person liable to pay Service Tax is required to register it with the Service Tax authorities and comply with procedural requirements like paying taxes, filing returns, etc. However, in the case of non-resident service providers who do not have offices in India, this burden is shifted to the recipient of the service with effect from 16 August 2002. Further, with effect from 16 June 2005, where any taxable service is provided by a non-resident even from outside India and received by a resident having a place of business in India, such service is also deemed to be a taxable service and liable to be taxed in the hands of the recipient. In this regard, the GoI now proposes to create specific rules that will govern the taxability of a specific service rendered from outside India and received in India. Draft rules in this regard have already been issued for comments from the industry. There is a basic exemption limit of 4,00,000 rupees (US $ 8,900), which means that Service Tax shall be exempted for service providers providing taxable services up to the aforementioned amount. A mechanism for credit of input Service Tax and Cenvat on specified inputs and capital goods is also in place. Any service for which payment was received in convertible foreign exchange in India and which was not repatriated or sent outside India was exempt from levy of Service Tax up to 14 March 2005 (except for the period 1 March 19 November 2003 when this exemption was withdrawn). The GoI has now

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notified the new Export of Service Rules 2005, which defines what constitutes export of services. These rules have been effective from 15 March 2005. Consequently, the exemption from Service Tax on payments received in convertible foreign exchange has now been removed with effect from the aforementioned date. When two or more services are bundled together, it would be classifiable under the category that gives essential character to the service. Classification rules are in place from 14 May 2003. If, in case of composite activities, one or more of the activities are liable to Service Tax and others are not, Service Tax would ordinarily be payable only on the charges received for the services to which the tax is applicable. This is provided charges for each activity can be separately identified/ determined and it is not incidental to the main service. Service Tax/Cenvat incurred on input services/goods are available as credit which can be used as a set-off against output Service Tax liability. However, with respect to common service/inputs allocation principles have not been well articulated in law. The language of the law is broad and generic and uses terms such as directly or indirectly and in any manner, which raise a number of issues regarding the scope of the specific category of service. Revenue authorities have been issuing explanatory circulars from time to time in relation to specific issues. Yet there remains considerable ambiguity in the applicability of the Service Tax law to various services. Service Tax is currently levied on 81 notified categories of services. A total of 15 more taxable services will be covered by enactment of the Finance Bill, 2006.

Octroi Duty
Octroi Duty is a local authority levy, which is imposed on the entry of goods into a municipal/local area for use, consumption or sale. This is only applicable in a few states.

Entry Tax
Some of the states impose Entry Tax on the entry of goods within state limits for use, consumption or sale. Again, the rates vary from state to state. Generally, Entry Tax paid in a state is eligible for claiming as input tax credit against state VAT/CST liability of that state.

Research and development cess

A research and development cess is a special levy at a rate of 5 per cent on all payments made for the purchase of technology from abroad, including royalty payments, payments for technicians, lump-sum payments, and payments for design and drawings. The cess is required to be paid by the importer before remitting any money towards payment of such imports.

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Repatriation of foreign exchange

The FEMA (Foreign Exchange Management Act), 1999 forms the statutory basis for exchange control management in India. The RBI (Reserve Bank of India) administers the exchange management regulations for the GoI. India does not have full capital account convertibility as yet. However, there have been significant relaxations in the recent past in both current accounts as well as capital accounts, related to the withdrawal of foreign exchange. Payments made in connection with services procured in the ordinary course of business are regarded as current account transactions, provided such payments do not alter payers assets and liabilities outside of India. Withdrawal of foreign exchange for current account transactions is regulated as follows.

Prescribed Schedule I II III All other current account transactions

Drawal of Foreign Exchange Completely prohibited Prior approval if it exceeds the prescibed limits Prior approval if it exceeds the prescribed limits No limits

Approving Authority N.A. Concerned Ministry/ Department of Government Reserve Bank of India (RBI) No approval required

Figure 3.3.1: Withdrawal of foreign exchange for current account transactions In the case of some of the transactions listed in Schedule II and III, prior approval is not required if the payment is made out of funds held in the EEFC (Exchange Earners Foreign Currency) account of the remitter. It is clarified by the RBI that remittances for all current account transactions, other than those prescribed in aforesaid schedules, may be made without any specific approval. Some of the relevant current account payments are discussed below.

Dividends
Dividends can be remitted without any specific approval from the RBI.

Royalty payments under technical collaboration

Royalty payments under technical collaboration are covered under Schedule II as shown in the Figure below.

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Prescribed Schedule Schedule II Nature of Remittance Remittance under technical collaboration agreements where: payment of royalty exceeds 5% on local sales and 8% on exports: or lump-sum payment exceeds USD 2 million. Approving Authority Prior approval of Ministry of Industry and Commerce

Figure 3.3.2: Royalty payments under technical collaboration However, no approval is necessary if remittance is made out of EEFC account of the remitter. Under FDI (Foreign Direct Investment) guidelines, an Indian company can also pay brand royalty (on use of trademarks and brand name of the foreign collaborator without technology transfer) under automatic route to the extent of 2% for exports and 1% for domestic sales. In the case of technology transfers, the payment for the use of trademark and brand name subsumes into the technical know-how royalty and therefore additional brand royalties cannot be paid.

Consultancy services
Remittances for any consultancy service procured from outside India and not involving transfer of technology are covered in Schedule III. Remittance up to US $ 1 million per project can be made without any approval of the RBI. However, no such approval is necessary if remittance is made out of the EEFC account of the remitter.

Import of goods
Payments in connection with the import of goods and services in the ordinary course of business are generally permissible and can be undertaken freely through the direct filing of required documents with the authorized dealer/banker. The guidelines for imports contain specific provisions relating to the period of settlement, charging of interest, etc.

Repatriation of capital
Foreign capital invested in India is generally allowed to be repatriated, along with capital appreciation, if any, after the payment of taxes due on them. Generally, the repatriation of capital may take place in the following scenarios:

the winding up of the company in India; the sale of shares in the company to a third party.

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Netting
Foreign receivables and payables are not permitted to be netted off and the Indian company is obliged to realize the entire export proceeds and pay for the import of goods and services separately. Specific relaxation exists in the regulations for some cases. The RBI also gives case-specific approvals based on industry practice and internal norms.

Other remittances
1. No prior approval is required for remitting profits earned by Indian branches of companies (other than banks) incorporated outside India to their head offices outside India. 2. Remittances of winding-up proceeds of a project office of a foreign company in India are permitted under the automatic route subject to fulfillment of necessary compliances. 3. Winding-up proceeds of a branch/liaison office of a foreign company in India are permitted subject to RBI approval.

Part Four Legal Issues

4.1

Available Legal Structures

Titus & Co., Advocates

Foreign entrepreneurs can follow one of the several investment routes to set up commercial establishments in India and take advantage of the rapidly growing economy, increasing size and purchasing power of the domestic market and widening business opportunities being offered by the country. In addition, Indias dynamic and competitive private sector accounting for over 75 per cent of the countrys GDP (Gross Domestic Product) presents to overseas entrepreneurs considerable scope for joint ventures and collaborations.

Legal Structures
A foreign company interested in doing business in India can enter the country through one of the following routes:

open a liaison office; set up a branch office; incorporate a company.

Liaison offices
Liaison offices which act as channels of communication between the principal place of business or head office and entities in India, maintain themselves out of inward remittances received from abroad through normal banking channels. A foreign company can set up a liaison or representative office in India after obtaining prior approval of the RBI (Reserve Bank of India) under the Foreign Exchange Management (Establishment in India of a Branch or Office or other Place of Business) Regulations, 2000. A liaison office can be the preferred choice when the intention of the foreign company is limited to liaising with its customers in India and to promote export and import. However, as no manufacturing, trading or any other commercial activity is allowed by a liaison office, it can neither generate any revenue/income in India nor repatriate any money out of India except winding up proceeds after closure of the liaison office.

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Permitted activities A liaison office is only permitted to undertake the following activities:

representation of the parent company/group companies in India; promotion of export and import from/to India; promotion of technical/financial collaborations between parent/group companies and companies in India; acting as a communication channel between the parent company and Indian companies.

In essence, a foreign company may, with the prior approval of the RBI, set up a liaison office in India, which will be allowed to function only as a non-trading and non-revenue earning office. The option to open a liaison office is often viewed as the first step towards exploring the investment climate and business opportunities in India. Tax levied For purposes of taxation, a liaison office is treated as a distinct taxable entity, separate from its non-Indian components. Since a liaison office cannot undertake any commercial activity, it makes no profit and therefore no corporate tax is levied on it. However, expenses of a liaison office which fall under transfer pricing regulations (ie related party transactions) may be subjected to tax @ 41.82 per cent. A liaison office may also be liable to pay tax on fringe benefits provided or deemed to have been provided by the office to its employees in India. Fringe benefits include boarding and lodging expenses, travel expenses etc, which are provided or deemed to have been provided by an employer to its employee. Fringe Benefits Tax is levied @ 31.365 per cent on the value of the fringe benefits provided by a liaison office to its employees in India.

Branch offices
An Indian branch office of a foreign company can be set up with the prior approval of the RBI under the Regulations. A branch office, as defined by Section 2(9) of the CA56 (Companies Act, 1956), in relation to a company means:

any establishment described as a branch by the company; any establishment carrying on either the same or substantially the same activity as is carried on by the head office of the company; any establishment engaged in any production, processing or manufacture.

A branch is basically an extended arm of a foreign company and can undertake various activities on behalf of the parent company. A branch, however, is not allowed to undertake any manufacturing activity independent of the parent company. The foreign parent company is liable for all activities of its Indian branch.

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Due to restrictions in day-to-day operations and higher incidence of taxation, opening a branch office is not a popular route to enter India. Permitted activities A branch office is only permitted to undertake the following activities:

export/import of goods; rendering professional or consultancy services; carrying out research work, in which the parent company is engaged; promoting technical or financial collaboration between Indian companies and parent or overseas group companies; representing the parent company in India and acting as a buying/selling agent in India; rendering services in information technology and development of software in India; rendering technical support to the products supplied by parent/group companies; representing foreign airline/shipping company.

Tax levied For purposes of taxation, a branch office is treated as a distinct taxable entity, separate from its non-Indian components. Profits made in India are liable to be taxed at 40 per cent (plus a surcharge of 2.5 per cent) for the tax year ending 31 March 2007.

Company
Indian laws allow foreign companies to set up permanent establishments in the country in the form of companies to run business operations. When a foreign company has wider business plans and does not merely intend to establish its presence in India (through liaison or branch offices), then it would normally opt for incorporating a company in India. This allows a foreign company the flexibility to engage in different business activities in India, exercise due control over the dayto-day affairs of the company, own properties in India and repatriate returns in the form of dividends which are tax-free in the hands of shareholders. Foreign investors can incorporate companies in India either as a WOS (wholly owned subsidiary) of the parent company (ie 100 per cent owned and controlled by the foreign parent company) or a JV (joint venture) company along with an Indian partner. The WOSs and JVs would be governed by the provisions of the CA56, which was enacted half a century ago to oversee the functioning of corporations in India. The CA56 draws heavily from the Companies Act of the United Kingdom. The WOS and JVs incorporated in India are treated on a par with

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domestic Indian companies and are required to abide by all applicable Indian laws. Types of companies In India, a company can be incorporated either as private or public. It can then be further classified as a limited or unlimited liability company. A company can be limited by shares or by guarantee. In the former, the personal liability of members is limited to the amount unpaid on their shares, whilst in the latter the personal liability is limited to a pre-determined amount. The key distinguishing features of a private company and a public company are: 1. A minimum of seven shareholders (subscribers) are required to form a public company, whereas in the case of a private company only two shareholders (subscribers) can incorporate a company. 2. A private company must have a minimum paid-up capital of 100,000 rupees, whereas a public company must have a minimum paid-up capital of 500,000 rupees. 3. There is no ceiling on the number of shareholders of a public company, whereas in the case of a private company the number of shareholders cannot exceed 50. The joint holders are counted as one shareholder for this purpose. 4. A public company can invite the public to subscribe to its share capital, whereas a private company is prohibited from doing so. 5. The shares of a public company are freely transferable, whereas transfer of shares of a private company is subject to restrictions provided in its AoA (Articles of Association). 6. A public company can accept/renew deposits from the public, whereas a private company cannot, except from its members, directors or their relatives. 7. A private company can commence business immediately after incorporation but a public company cannot do so till the certificate for commencement of business is granted to it by the RoC (Registrar of Companies).

Wholly Owned Subsidiaries and Joint Ventures

WOSs and JVs are the most sought after routes for foreign companies wanting to establish a base in India. For this, an Indian company with limited liability is incorporated in India. The liabilities of the company may be limited to Indian operations only. Depending upon the business sector, a foreign company can invest in India either under the automatic route (ie without any regulatory approval) or under the pre-approved FIPB (Foreign Investment Promotion Board) route in terms of the FDI (Foreign Direct Investment) Policy of the GoI (Government of India). Similarly, JVs can be set up in India subject to the regulatory framework and sectoral investment caps prescribed in the FDI Policy. The equity ownership

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between two partners of a JVC (joint venture company) can be in the ratio of 50:50 where both parties have equal voting rights and powers, 51:49 where one of the parties has a slight voting edge and can generally resolve matters in its favour by simple majority, or 76:24 where the majority party has super majority, which is needed to pass special resolutions in terms of the CA56. Further, the JVs can be set up as financial collaborations (ie equity participation) or technical collaborations wherein one of the partners supplies technology and know-how to run the business or as a combination of both financial and technical collaboration. Indian laws allow enough flexibility to foreign partners to structure their investment in the most preferred form. The liberalized FDI Policy permits foreign investment in almost all the sectors and also allows repatriation of profits in the form of dividends to the parent companies outside India. It is also possible for a parent company outside India to exercise control over the day-to-day affairs of the WOS or the JVC as Indian laws allow non-residents to occupy key management positions in companies in India. Procedure for incorporation A company can be incorporated in India by making certain prescribed filings with the concerned RoC in the state in which the company is to be incorporated. The RoC first approves the proposed name of the company and thereafter allows incorporation of a company after approving its by-laws, ie the Memorandum of Association (MoAs) and Articles of Assocation (AoAs) of the company. The incorporation process takes around 3045 working days. On receiving the Certificate of Incorporation (in the case of a private company) and the Certificate of Commencement of Business (in the case of a public company), the WOS or the JVC (as the case may be) can commence business operations in India. Thus, a foreign company may consider establishment of a private limited company in India as its WOS or JVC since it has perpetual succession. Unlike a branch or liaison office it does not require any further approval from any other regulatory authority for its continued existence or expansion of its activities. Typical issues Some of the typical issues for consideration in setting up a WOS or a JVC are as follows: 1. Shareholding pattern and board constitution: A foreign investor can structure the shareholding of a company and the composition of the board of directors within the parameters set out in the CA56. Private companies enjoy greater flexibility in terms of shareholders rights and constitution of the board of directors in comparison to public companies. 2. Exit mechanism: A foreign investor must also draw a suitable exit strategy with respect to the WOS or the JVC. The exit strategy may include windingup, transfer of shares, put and call options, reduction of share capital etc. 3. Governing law/jurisdiction: Indian courts respect and honour the choice of law and jurisdiction expressly agreed between the parties. Where the parties have actually expressed their intention on a matter, their intention will be

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effectuated. The only limitation on this rule is that the intention of the parties must be expressed, bona fide, and should not be opposed to the Indian public policy. However, in instances where the overriding balance of convenience and interest of justice are in favour of adjudication of dispute by an Indian court, the court will entertain the suit. 4. Dispute resolution: The focus of a foreign investor while drafting clauses pertaining to dispute resolution should be on resolving differences through arbitration as it has a distinctive edge over ordinary process of litigation. It is also necessary to ensure that the resulting judgement or award can be enforced in India as a decree of an Indian court. For example, a judgement is enforceable in India if it has been delivered by a superior court in a reciprocating territory1 as notified by the GoI. Similarly, a foreign arbitral award is enforceable in India if the arbitration award was delivered in a territory which is a party to, and has ratified the New York Convention of 1958 on the Recognition and Enforcement of Foreign Arbitral Awards, or the Geneva Convention on the Execution of Foreign Arbitral Awards, 1927. Tax on WOSs and JVs The profits earned by companies incorporated in India are subject to a lower tax rate of 33.66 per cent (including 30 per cent corporate tax, 10 per cent surcharge and 2 per cent education cess) for the tax year ending 31 March 2007, in comparison to branch offices of foreign companies. In addition, companies are subject to Fringe Benefits Tax, Withholding Tax, Dividend Distribution Tax etc and are also required to comply with other tax regulations provided in the Income Tax Act, 1961.

Conclusion
Taking advantage of the business opportunities that India offers, several Fortune 500 companies have established a presence in the country through subsidiaries, joint ventures and technical collaborations. It is now time for others, especially small and medium enterprises, to join the race, follow the route that suits them the best and fruitfully tap the growing business opportunities in India.

1 All courts in Hong Kong, Singapore, Aden, Fiji, Trinidad & Tobago, New Zealand, Papua New Guinea and Bangladesh have been notified as superior courts. In the United Kingdom, the house of Lords, Courts of Appeals, the High Court of England, the High Court of Northern Ireland, the Court of Session in Scotland, the Court of Chancery of the County Palatine of Lanchester and of Durham are notified as superior courts.

4.2

Investment Facilities for NRIs / PIOs and Other Foreign Investors

Titus & Co., Advocates

To attract investment from Indian people living abroad the Indian Government has over the years significantly relaxed the regulatory norms for FDI (foreign direct investment), portfolio investment and real estate investment by NRIs (Non-Resident Indians) and PIOs (Persons of Indian Origin). India also relaxed the investment procedure for other foreign investors as part of the ongoing economic liberalization and globalization process initiated by the Government about 15 years ago. Presently, apart from the few restricted activities, India welcomes foreign investment in almost all sectors either under the automatic route or the Government approval route subject to certain guidelines and investment caps. Today these sectoral investment caps too are being gradually lifted.

NRIs/PIOs
An NRI, according to the RBI (Reserve Bank of India) guidelines, is a person who is a citizen of India but resides abroad. As regards PIO, for the purposes of opening and maintenance of various types of bank accounts and making investment in shares and securities in India a foreign citizen (not being a citizen of Pakistan or Bangladesh) can be a PIO if:

he at any time held an Indian passport: or he or either of his parents or any of his grandparents was a citizen of India by virtue of the Constitution of India or the Citizenship Act, 1955. the person is an spouse of an Indian citizen (or persons referred in the earlier two categories).

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For the purpose of acquisition and transfer of immovable property a PIO must not be a citizen of Sri Lanka or Afghanistan or China or Iran or Nepal or Bhutan.

SPECIAL FACILITIES
The Indian government offers special investment and banking facilities to NRIs/ PIOs which are as follows: (i) Investment on repatriation basis: The government allows NRIs/PIOs to invest in India on a repatriation as well as a non-repatriation basis. The facility to invest on a non-repatriation basis, it should be noted, is not available to other foreign investors. NRIs/PIOs as stipulated by the RBI can invest on a repatriation basis in: Government dated securities/treasury bills. Units of domestic mutual funds. Bonds issued by a Public Sector Undertaking in India. Non-convertible debentures of a company incorporated in India. Shares in Public Sector Enterprises being disinvested by the Indian government, provided the purchase is in accordance with the terms and conditions stipulated in the notice inviting bids. Shares and convertible debentures of Indian companies under the FDI scheme (including Automatic Route & FIPB (Foreign Investment Promotion Board) scheme). Shares and convertible debentures of Indian companies through the stock exchange under the PIS (Portfolio Investment Scheme). Perpetual debt instruments and debt capital instruments issued by banks in India. (ii) Investment on a non-repatriation basis: NRIs/PIOs on a non-repatriation basis can invest into a wide variety of instruments which include: Government dated securities (other than bearer securities)/treasury bills. Units of domestic mutual funds. Units of Money Market Mutual Funds in India. Non-convertible debentures of a company incorporated in India. The capital of a partnership firm or proprietary concern in India, not engaged in any agricultural or plantation activity or real estate business.

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Deposits with a company registered under the Companies Act, 1956 including an NBFC (Non-Bank Financial Company) registered with RBI, or a body corporate created under an act of Parliament or State Legislature, a proprietorship concern or a partnership firm. Shares and convertible debentures of Indian companies other than under the PIS. (iii) Purchase of immovable property: NRIs/PIOs are allowed to acquire in India immovable property other than agricultural/plantation property or a farmhouse out of repatriable or non-repatriable funds. There are no restrictions on the number of properties which an NRI/PIO can acquire and hold in India. He is also not required to file any document with the RBI in this regard. NRIs/PIOs can also acquire commercial or residential property by way of a gift from persons living in India or another NRI or PIO. A foreign national of non-Indian origin resident outside India cannot purchase any immovable property in India. An NRI is permitted to sell commercial/residential property to a person resident in India or another NRI or PIO. A PIO, however, can sell his property only to a resident and not to another NRI. As far as agricultural land, plantation property or farm houses are concerned, an NRI/PIO can sell/gift them only to residents. NRIs/PIOs are also allowed to repatriate sale proceeds of immovable property subject to certain conditions. The first being that the commercial/residential property must have been acquired by way of inward remittances through normal banking channels or by debit to NRE (Non-Resident (External) Rupee)/FCNR(B) (Foreign Currency Non-Resident (Bank)) account. Secondly, the amount to be repatriated should not exceed the amount paid for acquisition of the property. And thirdly, the amount remitted should not exceed US $ 1 million in a calendar year. (iv) Banking facilities for NRIs/PIOs: The RBI allows NRIs/ PIOs to open and operate the following bank accounts in India: Non-Resident (External) Rupee (NRE) Account: Under the scheme, NRIs/PIOs can open authorized dealers savings account. The interest rate on these accounts is the same as paid on domestic savings deposit by Indian banks. For the NRE term deposit schemes ranging from one year to three years, the interest rates on repatriable deposits may go up to 75 basis points over LIBOR (London Interbank Offered Rate). The method for determination of interest rates will also apply to term deposits with a maturity period of more than three years. Individuals and entities from Bangladesh or Pakistan subject to prior approval of the RBI can also open an NRE account under the scheme with authorized dealers. Foreign Currency Non-Resident (Bank) Account: Deposits under this account can be made with authorized dealers in six specified currencies which include US Dollar, Pound Sterling, Euro, Japanese Yen, Australian Dollar and Canadian Dollar. The maturity for such deposits can vary from one year to five years. The

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interest rates which may either be fixed or floating, are required to be within the ceiling rate of LIBOR minus 25 basis points for respective currencies except for Japanese Yen for which the prevailing LIBOR will be the cap. Non-Resident Ordinary (NRO) Rupee Account: Under this scheme any person resident outside India (including NRIs/PIOs) can open savings, current, recurring or fixed deposit account with authorized dealers. These accounts are normally operated for crediting rupee earnings/income such as dividends and interest. The current interest rate for a savings account is 3.5 percent. The banks are free to determine interest rates for term deposits. The authorized dealers can allow remittances up to US $ 1 million for bona fide purposes, per calendar year from balances in NRO accounts subject to payment of taxes. (v) Facilities for returning NRIs/PIOs: The RBI regulations allow returning NRIs/PIOs to continue to own and invest in foreign currency, foreign security or any immovable property situated outside India, if such investments are made from funds acquired during the stay abroad. They are also permitted to maintain with an authorized dealer in India a RFC (Resident Foreign Currency) Account to transfer balances held in NRE/FCNR(B) accounts. Proceeds of assets held outside India at the time of return can also be credited to the RFC account.

INVESTMENT ROUTES
Under the liberalized investment regime a foreign investor (other than a citizen/ corporate entity of Pakistan or Bangladesh) has the general permission to invest in India through purchase of shares, convertible debentures or preference shares of an Indian company. These investments, however, are subject to the guidelines issued by the Ministry of Commerce and Industry. An investor can choose one of the following two FDI routes, depending upon the sector and size of the investment.

The automatic route

Under the automatic route, an Indian company can issue shares/convertible debentures to a foreign company and receive inward remittances without prior approval of any agency provided the investment is within the sectoral cap prescribed by the Ministry of Commerce and Industry. Foreign investment in all items/activities is allowed under the automatic route except the following:

all proposals that require an industrial license these include the items that can only be produced after obtaining the requisite license under the Industries (Development & Regulation) Act, 1951;

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foreign investment being more than 24 per cent in the equity capital of units manufacturing items reserved for small scale industries; all items that require an industrial license in terms of the locational policy notified by the government under the New Industrial Policy of 1991; all proposals in which the foreign collaborator had a previous venture/tie-up in India; all proposals falling outside the notified sectoral policy/caps or under a sector in which FDI is not permitted and/or whenever any investor chooses to make an application to the SIA for not availing the automatic route.

Illustrative list The Ministry of Commerce and Industry provides an illustrative list of sectors which can attract FDI up to 100 per cent under the automatic route. The list is as follows:

most manufacturing activities; non-banking financial services; drugs and pharmaceuticals; food processing; electronic hardware; software development; film industry; advertising; hospitals; private oil refineries; pollution control and management; exploration and mining of minerals other than diamonds and precious stones; management consultancy; venture capital funds/companies; setting up/development of industrial parks/model towns/Special Economic Zones; petroleum products pipeline.

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In the infrastructure sector, the following activities are allowed under the automatic route:

electricity generation (except atomic energy); electricity transmission; mass rapid transport system; roads and highways; toll roads; vehicular bridges; ports and harbours; hotel and tourism; township, housing, built-up infrastructure and construction development projects.

In the services sector, the following activities are allowed under the automatic route:

computer-related services; research and development services; construction-related engineering services; urban planning and landscape services; architectural services; health-related and social services; travel-related services; road transport services; maritime transport services; internal waterways services.

Furthermore, the Ministry of Commerce and Industry reviewed the FDI Policy in February 2006 and came out with Press Note 4 (2006 series), allowing 100 percent FDI through the automatic route for the following activities:

the distillation and brewing of potable alcohol; the manufacture of hazardous chemicals;

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the manufacture of industrial explosives; the manufacturing activities located within 25 kilometers of the standard urban area limits that require industrial license under the Industries (Development & Regulation) Act, 1951; the setting up greenfield airport projects; the laying of natural gas/LNG (Liquefied Natural Gas) pipelines, market study and formulation; investment financing in the petroleum and natural gas sector; cash and carry wholesale trading and export trading; coal and lignite mining for captive consumption; the setting up of infrastructure relating to marketing in the petroleum and natural gas sector; the exploration and mining of diamonds and precious stones; power trading subject to compliance with regulations under the Electricity Act, 2003; the processing and warehousing of coffee and rubber.

The government approval route

The following activities are not permitted under the automatic route and thus require the government approval for FDI:

the petroleum sector (except for private sector oil refining, natural gas/LNG pipelines); investing companies in the infrastructure and services sector; atomic minerals; print media; broadcasting; postal services; courier services; the establishment and operation of satellite; the development of integrated townships; the tea sector;

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asset reconstruction companies; single brand retail trading.

For investment in the aforementioned activities, an investor has to approach the SIA (Secretariat for Industrial Assistance), the Department of Industrial Policy and Promotion, the Ministry of Commerce and Industry, New Delhi for necessary permission. In doubtful cases where it is not clear whether the sector is within the ambit of the automatic route, it would be advisable to obtain the approval of the SIA. In certain sectors, FDI proposals are also required to be vetted by the concerned ministries or agencies. For instance, an investor cannot set up an insurance company without obtaining a license from the Insurance Regulatory and Development Authority, although 26 per cent of FDI is allowed in this sector under the automatic route. Similarly, an investor in the telecommunications sector is required to obtain the approval of the Department of Telecommunication. The foreign investment proposals which are processed in an objective and transparent manner by the SIA are usually approved within four to six weeks.

Prohibited sectors
The sectors which are completely banned for foreign investment in India are as follows:

chit fund companies2; Nidhi companies3; lottery business; atomic energy; gambling and betting.

Residual category
The FDI Policy of the government further provides that the foreign investment in the residual category (ie such business activities that do not fall under the automatic route, the government approval route or the prohibited sector) will be allowed without any restrictions (ie up to 100 per cent) and approvals.

2 A chit fund company invites subscribers to contribute a fixed sum of money by way of periodical subscriptions and allows each subscriber in turn to take out the prize money through auction or any other method. Chit fund companies are governed by the provisions of the Chit Funds Act, 1982. 3 Nidhi companies, also described as Mutual Benefit Societies by the Companies Act, 1956, enable members to save money, invest their savings in such companies and secure loans at favourable rates of interest from them.

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Conclusion
The GoI has significantly liberalized the FDI Policy over the years, resulting in a large increase in inflow of foreign investment into the country. High economic growth and rapidly increasing demand for quality goods and services are expected to make India an even more attractive destination for foreign investment.

4.3

Mergers and Acquisitions

Titus & Co., Advocates

Mergers and acquisitions are considered to be well accepted growth strategies adopted by companies seeking to achieve economies of scale, increase market share, diversify product range and explore new markets. Other considerations for mergers and acquisitions include backward/forward integration of operations, access to tax advantages, managerial talent, additional financing, research and development capabilities, and the ability to compete favourably. A merger (also referred to as an amalgamation in this chapter), in the Indian context, comes under the wide ambit of an arrangement in terms of which the share capital of a company is reorganized by an amalgamation of two or more companies. There may be an amalgamation either by the transfer of two or more companies to a new company or by the transfer of one or more undertakings to an existing company. Pursuant to the amalgamation, the transferor company ceases to have an identity and the rights and liabilities are amalgamated in the transferee company. Acquisition, on the other hand, is the purchase of assets or controlling interest in the share capital of an existing company by another existing company. This chapter primarily focuses only on legal and regulatory considerations for M&A (mergers and acquisitions) in India.

Mergers and amalgamations

An amalgamation is regulated by the CA56 (Companies Act, 1956) and the Company (Court) Rules, 1959 (Rules). A company may merge with another corporate body, whether an Indian company or not, provided the surviving entity of the merger is a company within the meaning of the CA56. A scheme of amalgamation requires the sanction of the High Court (Court). The process to obtain the approval of the Court under the CA56 and the Rules is as follows: 1. Application to the Court for convening meetings of members/creditors After preparing the scheme of amalgamation, an application is made to the Court seeking directions for convening meetings of the members (or any class

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of them) and/or creditors (or any class of them) of the company to consider and approve the proposal. The application may be made by the company or any creditor or member of the company. Separate applications by way of Judges summons are required to be made by the amalgamating companies to the Court. If the registered offices of the amalgamating companies are situated in the same state/territory over which the same Court has territorial jurisdiction, then one company may file an application and join the other company as a party since there is an identity of interest between the transferor company and the transferee company. A joint application may also be filed. Notice of the application is required to be given to the regional director. The Court is also expected to take into consideration the representations, if any, made by the regional director, before passing an order. 2. Members and creditors meeting On hearing the application, the Court may (i) pass an order directing the amalgamating companies to convene separate meetings of their respective members (or class thereof) and/or creditors (or class thereof), on the date, time, venue and quorum fixed for the meetings by the Court, and (ii) appoint chairmen to preside over the meetings. Notices of the meetings of members and creditors are required to be advertised in such newspapers and in such manner as the Court may direct, but not less than 21 days before the date fixed for the meetings. At these meetings, the scheme of amalgamation should be approved by the requisite majority4. Pursuant to the meetings, the chairman of each meeting is required to file his report within the time stipulated by the High Court or if no time is stipulated, within a period of seven days from the date of the meeting. Within seven days of the filing of the report by the chairman, each company is required to file with the RoC (Registrar of Companies) resolutions passed at the meeting of its members approving the scheme of amalgamation. 3. Final petition for confirmation of scheme of amalgamation Within seven days of the submission of the chairmans report, a final petition should be filed with the Court for confirming the scheme of amalgamation, and praying for appropriate orders and directions under Section 394 of the CA56. The Court will fix a date for hearing the petition, and notice of the hearing will be required to be advertised in the same newspaper(s) in which the notice for the calling of the meeting of members and creditors was published. This should be done not less than 10 days before the date fixed for the hearing. Whilst considering the scheme of amalgamation, the Court has to be satisfied that the applicant has disclosed to the Court by affidavit all material facts relating to the company, such as the latest financial position of the company, the

4 The requisite majority is three-quarters in value of the creditors, or class of creditors, or members, or class of members (as the case may be), present and voting either in person or, where proxies are allowed, by proxy, at the meeting.

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pendency of any investigation proceedings by the CLB (Company Law Board) in relation to the company under certain provisions of the CA56. In addition, the Court has to be satisfied, among other things, that:

the scheme put up for sanction of the Court is backed by the requisite majority vote; the amalgamation scheme does not violate any provisions of law or is contrary to public policy and the scheme is fair, just and reasonable as a commercial proposition; the share exchange ratio is just, proper, and beneficial to the interests of the shareholders.

Once the aforesaid parameters are met and if the Court receives no adverse representation from the regional director, the Court may sanction the scheme and pass such orders and directions for the proper working of the scheme. This includes the transfer of property or liabilities of one company to another (not including the power to enforce the transfer of contracts of service or of the rights, duties or powers of an executor), the dissolution of the transferor company without the procedure of winding-up, and the allotment of shares, debentures or other like interests, etc. Thereafter, the amalgamating companies would be required to file the order(s) of the Court sanctioning the scheme of amalgamation with the RoC having jurisdictions over their respective registered offices within 30 days. Upon filing with the RoC, the order of the Court becomes effective and legally binding. An order of the Court sanctioning a scheme of amalgamation, being in effect a conveyance, is an instrument liable to stamp duty which varies from state to state.

Acquisitions
Acquisitions may either be in the form of acquisition of shares or acquisition of assets. As acquisition of assets involves complexities and payment of stamp duty, companies usually prefer to acquire a company by acquiring its shares. 1. Foreign Investment Promotion Board and Reserve Bank approvals As per the recent FDI Policy (Foreign Direct Investment) of the GoI (Government of India), a proposal for the acquisition of shares of an existing Indian company by a foreign company will neither require the prior approval of the FIPB (Foreign Investment Promotion Board) nor the RBI (Reserve Bank of India) in sectors other than financial services (ie banks, non-banking financial services and insurance), provided the following conditions are satisfied:

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i. The activities of the investee company are under the automatic route of the FDI Policy and do not attract the provisions of SEBI (Securities and Exchange Board of India) (Substantial Acquisition of Shares and Takeovers) Regulations, 1997 (Takeover Regulations). ii. The non-resident shareholding, after the transfer, complies with sectoral limits under FDI Policy. iii. The price at which the transfer takes place is in accordance with the pricing guidelines prescribed by SEBI/RBI. The onus of complying with the foregoing conditions lies both with the resident seller and the non-resident buyer. The RBI further provides that the price at which shares can be acquired by a foreign company from a resident shareholder must not be less than:

the ruling market price in case the shares are listed on stock exchange; the fair valuation of shares done by a chartered accountant as per the guidelines issued by the erstwhile controller of capital issues in case of unlisted shares.

If the price of the acquisition of shares is less than the pricing guidelines described above, the parties will have to obtain the prior approval of the RBI, justifying the deviation from the pricing guidelines. However, in terms of the Foreign Exchange Management (Transfer or issue of a security by a person resident outside India) Regulations, 2000 (Regulations), no approval of the FIPB is required for sale and transfer of shares of an Indian company by a person resident outside India to another person resident outside India. This facility is subject to the condition that the transferee does not have a previous venture or investment in India in shares or debentures or a technical collaboration or trademark agreement in the same field in which the Indian company whose shares are being acquired is engaged. Two companies are said to be engaged in the same field if their activities fall under the same four-digit NIC (National Industrial Classification Code) of 1987. 2. Compliance with the SEBI Act, 1992 Acquisition of the shares of a listed company (Target Company) will attract the provisions of the SEBIs Takeover Regulations, which have been recently amended to facilitate M&A transactions in India. The highlights of applicable Takeover Regulations are discussed below: i. Acquisition of more than 5%, 10%, 14%, 54% or 74% shareholding or voting rights: when an acquirer acquires shares or voting rights which (taken together with shares or voting rights if any already held by him) would entitle him to exercise more than 5%, 10%, 14%, 54% or 74% shares or voting rights in a company, the acquirer is required to disclose at every stage of the acquisition, the aggregate of its shareholding or voting rights in the

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Target Company to the Target Company and the stock exchanges where the shares of the Target Company are listed. ii. Acquisition of 15% or more shareholding or voting rights: when an acquirer acquires shares or voting rights which (taken together with shares or voting rights if any already held by him or by persons acting in concert with him) would entitle him to exercise 15% or more of voting rights in a company, the acquirer is required to make a public offer (ie to purchase shares of a minimum 20% of the voting share capital of the Target Company from members of the public) to acquire shares. iii. Consolidation of holding: under this stipulation, no acquirer who (together with persons acting in concert with him) has acquired 15% or more but less than 55% of shares or voting rights in a company, will acquire additional shares/voting rights entitling him to exercise more than 5% of the voting rights in any financial year ending on 31 March, unless he makes a public offer to acquire shares. It has been further stipulated that an acquirer who (together with persons acting in concert) has acquired 55% or more but less than 75% of shares or voting rights in a Target Company, may acquire additional shares or voting rights without making a public offer to acquire shares. The making of a public offer by an acquirer broadly involves the following steps: (a) appoint a Category I Merchant Banker5 registered with the SEBI; (b) make a public announcement of an offer (containing, inter alia, details of the minimum offer price) through the Merchant Banker (in one English language national daily newspaper and one Hindi national daily newspaper and one regional language daily newspaper with wide circulation, at the place where the registered office of the Target Company is situated and at the place of the stock exchange where the shares of the Target Company are most frequently traded) within four working days of the acquirer entering into the agreement for the purchase of shares of the Target Company; (c) send a copy of the public announcement to the SEBI through the Merchant Banker and to all the stock exchanges where the Target Company is listed; (d) submit a draft letter of the offer to acquire shares of the Target Company to the SEBI through the Merchant Banker within 14 days of the date of the public announcement; (e) send the offer letter to all shareholders of the Target Company not earlier than 21 days from submission of the draft letter to the SEBI.

5 There are four categories of Merchant Bankers depending upon net worth. Category I is the highest category. A Category I Merchant Banker, with a minimum net worth of 50 million rupees, is permitted to perform all functions relating to the management of an issue.

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The offer will be opened not later than 55 days from the date of the public announcement and will remain open for a period of 20 days. The acquirer can acquire the shares of the Target Company if no other offers are received during the period the offer remains open. If other offers are received from the public, then in addition to the shares proposed to be acquired, the acquirer would be required to purchase shares from the public (which may be up to the minimum offer of 20% of the voting shares of the Target Company depending on the percentage of offers received from the public). 3. Stamp duty Acquisition of shares attracts payment of stamp duty under the Indian Stamp Act, 1899 or the applicable state stamp acts. However, if the shares to be transferred are dematerialized before the transfer, the stamp duty can be avoided since stamp duty is not payable on transfer of shares in a dematerialized form.

Role of the Competition Commission

The CA2002 (Competition Act, 2002)6 provides a regulatory framework with respect to competition and prescribes creation of the Competition Commission for implementation of the CA2002. The CA2002 lays down detailed conditions with respect to regulation of combinations and the circumstances in which a merger or acquisition would constitute a combination of enterprises. These conditions include value of assets, turnover of enterprises etc. Once the Competition Commission fully comes into operation, parties involved in a merger or acquisition would be required to give notice to the Commission about the existence of a combination and disclose the details of the proposed combination. After all the provisions of the Competition Commission are notified, it would investigate the effect of the combination on competition in terms of the provisions of the CA2002 and require the parties to show cause if the combination is likely to cause or has caused an appreciable adverse effect on competition within the relevant market in India. The Competition Commission may also, upon its own knowledge or information relating to a merger or acquisition, inquire into whether such a combination will cause an appreciable adverse effect on competition in India.

Conclusion
Mergers and acquisitions have been on an upswing in the Indian marketplace, with the country witnessing a significant increase in the number of deals in the recent past. Indeed, the unleashing of the economy makes India one of the most

6 As the Government of India has not notified all provisions of the Competition Act, 2002, the legislation at present is only partly operational.

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sought after markets for global M&As. There have been major M&A deals in a wide range of sectors including telecommunications, FMCGs (fast moving consumer goods), cement and building materials, oil and gas, automotive, pharmaceuticals and healthcare etc.

4.4

Employment Issues
Titus & Co., Advocates

Although the labour reforms in India have failed to keep pace with the reforms in other sectors of the economy, industrial strikes have come down significantly after the initiation of the economic reforms programme in 1991, reflecting a marked improvement in industrial climate over the years. The trade unions in India are not as militant as they used to be in the past, mainly because the post-liberalization work force, by and large, wants to profit from reforms and not confront them.

Labour legislations
As far as the Indian labour laws are concerned, they were designed primarily to protect the interest of the working class without discouraging industrialization. These laws were aimed at bringing about harmony between employees and employers, with a view to accelerating the growth of the economy in general and industry in particular. The Indian labour laws encompass a whole gamut of social welfare legislations involving issues relating to employment the rights of an employee, industrial and labour disputes, social security and social insurance, trade unions, general welfare of employees, working conditions, working hours and leave, minimum wages, provident fund, insurance, gratuity, bonuses and maternity benefits. These labour laws not only describe the rights and entitlements of an employee but also lay down various compliances for employers. These compliances include registration of a factory or establishment, making prescribed filings with the concerned labour authorities and maintaining different types of registers, records and returns concerning the employees. Any failure to comply with such compliances exposes the responsible director or officer of the factory or establishment to certain liabilities, which may be in the form of monetary fines or imprisonment, depending upon the nature and extent of non-compliance. These laws seek to achieve industrial amity by providing for conciliation of disputes between employees and employers. As per the provisions of the statutes, the state can refer the unresolved disputes between employees and employer to tribunals for adjudication. To encourage resolution of disputes in an amicable fashion, it has also been provided that stoppage of work, after a reference has been made by the state to the tribunal, would be illegal. These provisions have helped in arresting the growth of industrial unrest and enhancing a sense of security among entrepreneurs (see Table 4.4.1 below).

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Table 4.4.1
STRIKES Year 1999 2000 2001 2002 2003 2004
Source: Economy Survey 2005-06, GoI Publication

Number 540 426 372 295 255 236

Man days lost (in million) 10.62 11.95 5.56 9.66 3.21 4.83

These laws are also aimed at preventing exploitation and oppression of labour by employers. The applicability of these labour laws primarily depends on the number of employees working in a factory or establishment. However, there are certain labour laws, like the Employees State Insurance Act, 1948 and Employment Provident Fund and Miscellaneous Provision Act, 1952, which once triggered continue to apply to a factory even though the number of employees falls below the specified limit or till such time as the factory is closed down by the employer. The salient features and relevant issues involved in various Indian labour legislations are discussed below.

The IDA (Industrial Disputes Act, 1947)

The IDA was enacted to secure industrial peace and harmony by providing a mechanism for investigation and settlement of industrial disputes through collective bargaining agreements, conciliation and arbitration. An employer is required to comply with the provisions of IDA, irrespective of the number of workmen employed ie even in the case of a single employee, the IDA will apply. The IDA provides a mechanism for investigation and settlement of industrial disputes without resorting to strikes and lock-outs. It also contains provisions for safeguarding the interest of the work force as well as employers, with the overall objective of maintaining industrial satisfaction. It defines industrial dispute as any dispute or difference between employers and employers, or between employers and employees, or between employees and employees, which is connected with the employment or non-employment or the terms of employment or the condition of labour of any person. An industrial dispute is said to have arisen when some demand is made by a considerable section of employees and is rejected by the management, or vice versa. Certain individual disputes relating to dismissal, discharge, retrenchment or termination of services of an employee are also covered under the IDA. An employee will be said to be a workman under the IDA if he is employed to do any manual, unskilled, skilled, technical, operational, clerical or supervisory work for hire or reward. However, this does not include a person who is employed

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mainly in a managerial or administrative capacity, or who being employed in a supervisory capacity draws wages exceeding 1,600 rupees per month (approximately US$ 35.5) or exercises functions mainly of a managerial nature. Pursuant to the IDA, where the employer and the workmen fail to arrive at a settlement through negotiations, the Conciliation Officer intervenes as a mediator to reconcile the difference of opinion and help the workman and employer reach a successful settlement. Accordingly, where a settlement is arrived at between the company and its workmen as a result of conciliation proceedings, the memorandum of settlement becomes binding on both the company and its workmen. IDA also provides for a reference of the industrial dispute to arbitration by a written agreement between the employer and the workmen at any time before the dispute has been referred to a Labour Court or Tribunal. However, where an industrial dispute is not settled by negotiations or conciliation, and the workmen and the employer do not agree to refer the industrial dispute to arbitration, the State Government can refer the dispute to the Labour Court or Industrial Tribunal for adjudication. The award of the Labour Court or the Industrial Tribunal is binding on both the employer and the employee and the award is not subject to any further appeals. However, a writ petition before the High Court and thereafter an appeal before the Supreme Court of India can be filed to challenge the award of the Labour Court. Retrenchment Retrenchment refers to the termination of services of an employee by an employer, for any reason except as punishment/disciplinary action. Retrenchment does not cover the following:

voluntary retirement; retirement on reaching the age of superannuation; termination as a result of non-renewal of contract of employment; termination due to continued ill health.

An employee who has been in continuous service for at least one year can be retrenched when certain specified conditions are fulfilled, such as:

One months written notice of retrenchment with reasons has been given, or the employee is paid wages in lieu of the period of notice. He is paid compensation equivalent to 15 days average pay for every completed year of service or any part of it exceeding six months.

In case of retrenchment, it would be obligatory for the employer to follow the rule of last come first go, which means that the employer would retrench the person last employed in that category, unless there is an agreement to the contrary or on grounds of inefficiency, unreliability or habitual irregularity. The employer, however, will have to prove the existence of such valid reasons in the tribunal or court if the retrenchment is challenged by the retrenched employee. However, with

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respect to the non-workmen category of employees, an employer can follow the hire and fire rule in accordance with the provisions of the employment agreement entered into with the employee.

The FA (Factories Act, 1948)

The FA is applicable to all factories. A factory has been defined to mean any premises including the precincts thereof (i) wherein 10 or more workers are employed on any day of the preceding 12 months and a manufacturing process is carried on with the aid of power; or (ii) wherein 20 or more workers are employed on any day of the preceding 12 months and a manufacturing process is carried on without the aid of power. The FA will thus become applicable to every employer if 20 or more persons are employed. Every employee of the factory will be entitled to benefits under the FA once the FA becomes applicable to the factory. The FA places an obligation on the occupier of a factory to ensure the safety and welfare of workers whilst they are working in the factory.

The TU ACT (Trade Unions Act, 1926)

The TU Act provides for the registration of trade unions (including the association of employers) with a view to rendering the lawful organization of labour to enable collective bargaining. It also enshrines the main objects behind establishment of trade unions in India ie to regulate the relation between workmen and employer, employer and employer, workmen and workmen, and imposing restrictive conditions on the conduct of any trade or business. It also provides for various checks on rampant trade unionism. There is also a provision for registration of trade unions. It is effectively controlled by the State Governments, which are required to deal with everyday problems and industrial unrest.

The PB Act (Payment of Bonus Act, 1965)

The PB Act applies to all factories and establishments in which 20 or more persons are employed on any day during an accounting year. It entitles all eligible employees to receive a minimum bonus of 8.33 per cent (linked with profits or productivity) from his employer in an accounting year. The bonus has to be paid annually within eight months of the close of the accounting year by an establishment. The establishment is also required to prepare a balance sheet and profit and loss account of the year and calculate the gross profit, available surplus and allocable surplus as per the method and formula given in the PB Act.

The SEA (Shops and Establishments Act)

These are state laws and every state or union territory has enacted its own SEA and has framed the rules for its enforcement. A typical SEA covers all establishments irrespective of the size, turnover and persons employed and applies to all persons employed, whether directly or through an agency or contractor, and

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whether for wages or not, in or about the business of an establishment, including the apprentices. It prescribes guidelines with respect to working hours, working conditions, overtime, leave, maintenance of records etc.

The ER Act (Equal Remuneration Act, 1976)

Remuneration is defined as the basic wage or salary and also includes payments in kind. To provide an equal field for all workers, including those in the informal sector, the ER Act requires employers to pay all workers remuneration (whether in cash or kind) which is not less than the amount paid to workers of the opposite sex employed to perform the same or similar work. The ER Act also seeks to do away with discrimination against employees working in similar conditions. Being supported by penal provisions and checks in the form of inspectors with powers of entry, examination of workers and inspection of registers, the ER Act is a potent weapon against discrimination among employees.

The ESI Act (Employees State Insurance Act, 1948)

The main objective of the ESI Act is to provide workers medical relief, sickness cash benefits, maternity benefits to women workers, pensions to the dependent of the deceased workmen and compensation for fatal and other employment injuries including occupational diseases through a contributory fund. However, if the ESI Act is applicable to an establishment, the provisions of the Workmen Compensation Act, 1923 and Maternity Benefit Act, 1961 will not apply.

The MW Act (Minimum Wages Act, 1948)

The MW Act was enacted with a view to providing minimum statutory wages for scheduled employment and obviating the chances of exploitation of labour through payment of low wages. The term wage under the MW Act includes all remunerations capable of being expressed in terms of money, house rent allowance etc, but it does not include the payment made towards provident funds or insurance funds. The State Government is empowered to fix minimum rates of wages for different classes of employees skilled, unskilled, clerical, supervisory etc employed in any scheduled employment which is to be reviewed and revised from time to time.

The Payment of Gratuity Act, 1972

Gratuity is a sort of award, which an employer pays out of his gratitude to an employee for his long and meritorious services, at the time of his retirement or termination of his services. The gratuity is also payable on resignation or death. Normally a gratuity is paid after five years of continuous service. The five-year condition does not apply in case of death and disablement. For every year of completed service, an employee becomes entitled to 15 days of wages as gratuity. The wage last drawn is taken into consideration whilst computing the amount of gratuity.

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The WCA (Workmens Compensation Act, 1923)

The WCA entitles every workman (including those employed through a contractor but excluding casual employees) and/or their dependants, engaged for the purpose of the business of a company, compensation for suffering an injury in any accident arising out of and in the course of his employment. The WCA applies to railways and other transport establishments, factories, establishments engaged in making, altering, repairing, adapting, transport or sale of any article, mines, docks, establishments engaged in construction, the fire brigade, plantations, oilfields etc.

The MBA (Maternity Benefit Act, 1961)

The MBA is applicable where 10 or more persons are employed or were employed on any day of the preceding 12 months. There is neither a wage ceiling for coverage under the MBA nor is there any restriction as regards the type of work a woman is engaged in. Every woman employee, whether employed directly or through a contractor, will be entitled to the benefits of the MBA if she has actually worked for a period of at least 80 days during the 12 months immediately preceding the date of her expected delivery.

The IESO Act (Industrial Employment [Standing Orders] Act, 1946)

The objective of the IESO Act is to define service rules or service conditions for workmen. It requires employers of certain industrial establishments to clearly define, with sufficient precision, the conditions of employment, ie standing orders or service rules, and to make them known to the workmen employed by them. It also provides for punishment of workmen in a disciplinary action if the act committed by him or her is defined as misconduct, under the standing orders.

The EPFMP Act (Employees Provident Fund and Miscellaneous Provisions Act, 1952)
The EPFMP Act is a central legislation instituting a compulsory contributory fund under various schemes viz. Employees Provident Fund Scheme, 1952, Employees Pension Scheme, 1995 and Employees Deposit Linked Insurance Scheme, 1976 and is applicable to every establishment employing 20 or more persons.

Conclusion
The Indian labour laws and practice over the years have evolved to adjust to the forces of liberalization and globalization. The Indian work force has also matured with time and is not oblivious of the ongoing economic reforms programme. In any case, most of the labour laws do not apply to multinational corporations because they usually offer better salaries and working conditions than prescribed by the statutes. They can also regulate the terms of employment through a carefully drafted employment contract which should include salary, code of conduct, terms of services etc. Foreign investors, in practice, can enjoy greater flexibility in terms of the hiring of employees.

4.5

Export and Import Issues

Titus & Co., Advocates

As the worlds second most populous country, India offers vast trading opportunities to global entrepreneurs who can come here to set up manufacturing units and feed the growing domestic market. This, however, is only one part of the unfolding Indian story. More significant is that the country is making sincere and serious efforts to become a manufacturing hub for global exports. The government is seeking to achieve this objective by implementing the SEZ (Special Economic Zone) Policy on a large scale. The government, after much debate and discussion, operationalized the policy by notifying the SEZ Rules on 10 February 2006. The policy evoked good response from public and private sector companies, and foreign companies and investors. One of the reasons for this unprecedented response is that the units in the SEZs will also be allowed to sell their products in the DTA (Domestic Tariff Area) after payment of requisite custom duty. Thus, an entrepreneur in SEZ can look forward to better infrastructure, less red tape and the global market (including the growing Indian market). India has already signed free trade agreements with several countries, including Thailand, Sri Lanka and Singapore and is proposing to have more such pacts with other nations and groupings like the ASEAN (Association of South East Asian Nations) and the EU (European Union). These agreements will open doors wider for entrepreneurs setting up units in India, either in SEZs or on the mainland. More importantly for India, the SEZ Policy, in addition to providing positive business opportunities for domestic and global entrepreneurs, will help the country in generating additional employment, creating more wealth and reducing poverty at a faster pace.

Indian exports
Indian exports have grown steadily since the onset of the economic liberalization programme in 1991. The opening of the economy has helped India in overcoming impediments that used to hamper export efforts in the past. Indian exporters now have more freedom to import raw material, procure capital at competitive

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rates from domestic and international markets and concentrate on core business activities. Indias exports have risen to a record level across all major commodity groups and destinations during 200506 and the trend is continuing during this current financial year. Exports are estimated to have reached US$ 102.7 billion during the financial year 200506 and are likely to increase to US$ 120 billion during 200607. A number of commodities have witnessed very high growth rates across diverse sectors and destinations during 200506. The export of project goods went up by 79%, petroleum products 64%, transport equipment 61%, oil products 54%, coffee 49%, carpets 30%, engineering goods 24.61%, basic chemicals, pharmaceuticals and cosmetics 25%, processed food 22%, textiles 17%, spices 19% and agricultural and allied products 17%. Indias top 10 export destinations, based on their percentage share of its total merchandise exports during 200506 were the United States (with a share of 16.75%), the United Arab Emirates (8.36%), the Peoples Republic of China (6.54%), Singapore (5.42%), the United Kingdom (5.01%), Hong Kong (4.34%), Germany (3.42%), Belgium (2.78%), Luxembourg and Japan (2.39% each), and the Republic of Korea (1.77%).

Foreign Trade Policy

The EXIM (Export-Import) Policy, as it used to be known, is prepared by the MCI (Ministry of Commerce and Industry) and lays down the ground rules for the development of foreign trade. It was later re-named the FTP (Foreign Trade Policy) by the present Minister of Commerce and Industry, Mr Kamal Nath (Commerce Minister). The policy is important because it spells out various export promotion schemes and provides a direction to the countrys trade. Although the FTP has a life span of five years, it is modified by the MCI every year through annual supplements. This annual exercise helps the MCI to take stock of the countrys trade and respond to unforeseen developments. The countrys first FTP (200409) was announced by the Commerce Minister in 2004. It was formulated with the objective of:

doubling Indias percentage share in global merchandise trade within a period of five years; using trade as an effective instrument of economic growth by giving a boost to employment generation.

The MCI has been trying to achieve these objectives through policy initiatives announced from time to time. The important initiatives and the various export promotion schemes are discussed in the following paragraphs.

Special Economic Zones

The SEZ Policy, which came into effect with the notification of the SEZ Rules in February 2006, seeks to provide significant and sizeable tax benefits, a duty

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free environment and a single window clearance mechanism to domestic and foreign entrepreneurs interested in participating in the scheme. The fundamental objective of the SEZ Policy is to create an internationally competitive and stressfree environment for the production of goods and services for exports. The SEZs are also expected to attract FDI (Foreign Direct Investment), facilitate transfer and infusion of technology and generate employment. The concept of SEZs is not a new one and can be traced back to the EXIM Policy 2000. It took almost six years for the government to formulate a comprehensive SEZ policy, frame laws, get them approved by Parliament and finally operationalize the scheme. The SEZs are primarily enclaves of units operating in well defined areas within the geographical boundary of a country where certain economic activities are promoted by a set of policy measures that are not generally applicable to the rest of the country. In addition, SEZs offer high quality infrastructure and other facilities for duty free import of capital goods and raw material. The GoI (Government of India) has made the SEZ Policy attractive for domestic as well as foreign investors by offering liberal and long-term tax incentives to the developers of the SEZs and the units to be located in those zones. Under the ITA (Income Tax Act, 1961), a SEZ unit can avail several tax exemptions right from the stage of development of the SEZ up to the point when it begins to earn profits. Multinational companies such as Nokia and Flextronics have begun to pour in sizeable investments in SEZs. The GoI has recently cleared the proposal of the Dubai-based real estate conglomerate, Emaar Group to set up 10 SEZs in Haryana at an estimated investment of US $ 1.5 billion. The government has also given a green signal to the Reliance Industries project to jointly set up a SEZ with the Haryana Government at an estimated cost of $ 5.5 billion. The GoI has so far cleared 165 SEZ proposals from different companies and many more are in the pipeline.

Export Oriented Units

An exporter undertaking to export entire production of goods and services (except the sale allowed in the DTA), may set up a unit under the EOU (Export Oriented Unit) Scheme, the EHTP (Electronic Hardware Technology Park) Scheme, the STP (Software Technology Park) Scheme or the BTP (Bio-Technology Park) Scheme. Units set up under these schemes are allowed to import or procure from DTA all types of essential goods without payment of duty. These units are also allowed duty free import of capital goods without any regard to the age of plants and machinery. The units set up under the schemes have been extended various fiscal incentives which include exemption from payment of Income Tax as per the provisions of Section 10A and 10B of the ITA and freedom to manufacture items reserved for small-scale industries. The units can also benefit from other facilities like permission to retain entire export earnings in the EEFC (Exchange Earners Foreign Currency) Account and 100 per cent FDI through the automatic route. A unit set up under any of the schemes is not required to furnish bank guarantees at the time of import or go for job work in DTA provided it has a turnover of 50 million rupees or more, has been in existence for at least three years and has an unblemished track record.

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Advance Authorization Scheme

The MCI operates an Authorization Scheme (previously known as the Advance Licence Scheme) under which exporters can procure inputs from abroad without payment of duty. These inputs are required to be physically incorporated into products to be exported. The exporters procuring goods under the scheme are exempted from payment of basic customs duty, additional customs duty, education cess, anti-dumping duty and safeguard duty. The Advance Authorization for duty-free import is issued on the basis of the standard input/output norms, which are notified by the DGFT (Director General of Foreign Trade). The authorization can also be issued on the basis of ad hoc norms or self-declared norms. It can also be issued either to a manufacturerexporter or merchandise-exporter tied to supporting manufacturers:

for physical exports (including exports to SEZs); for intermediate supplies; to the main contractor for supply of goods; to the supply stores on board to outgoing vessels/aircraft, subject to certain conditions.

The Advance Authorization, and the materials imported under the scheme, are not transferable, even after the completion of export obligation. The Authorization holder, however, has been given the option to dispose of the product manufactured out of the duty free inputs once the export obligation is completed. The exporters importing goods under the Advance Authorization scheme are required to fulfil export obligations prescribed in the Handbook of Procedures.

Importing in small quantities

Export production requires the use of many inputs in small quantities. Even though such inputs are allowed for import without payment of customs duty under the Advance Licence Scheme, exporters generally do not import them due to lack of economies of scale and often source them locally at a higher price. The existing Duty Exemption Schemes have been of little help in such cases because of design limitations. The government therefore modified the procedure for such imports by clubbing together the salient features of the Advance Licence Scheme (which allows imports of inputs before exports) and Duty Free Replenishment Certificate (which allows transfer of import entitlements) into a new scheme called the Duty Free Import Authorization Scheme. The current scheme offers facility for import of the required inputs before exports and allows the transfer of scrips once the export obligation is complete. The new scheme came into effect from 1 May 2006.

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The EPCG (Export Promotion Capital Goods) Scheme

The EPCG scheme allows exporters to import capital goods for pre-production, production and post-production at 5 per cent customs duty, subject to some export obligation, which varies for different units. For instance, for agro units, import of capital goods at 5 per cent customs duty is allowed, subject to fulfilment of an export obligation equivalent to six times the duty saved over a period of 12 years from the date of issue of authorization. For small-scale industrial units, import of capital goods at 5 per cent customs duty is allowed subject to fulfilment of export obligation equivalent to six times the duty saved over a period of eight years from the date of the issue of the authorization.

The DEPB (Duty Entitlement Passbook) Scheme

The DEPB Scheme provides for neutralization of the incidence of customs duty on the import content of the export product which is extended through grant of duty credit against the export. Under the scheme, an exporter is allowed to apply for credit, as a specified percentage of the FOB value of exports, made in convertible currency or the payment made from the Foreign Currency Account of the SEZ unit in case of supply by the DTA to SEZ unit. The credit is availed against such export products and at such rates as may be specified by the DGFT for the import of raw material, intermediates, components, parts, packaging material etc. The credit can also be utilized by exporters for payment of customs duty on any item which is freely importable. The MCI is proposing to replace the DEPB with another scheme, as the former is not considered as WTO compatible. However, the existing scheme will continue until the government finalizes an alternative scheme.

Starred Export Houses

In a bid to encourage exports, the MCI accords special treatment to exporters who achieve a certain threshold. The exporters are given the status of One Star Export House to Five Star Export House, depending upon the total FOB export performance during the current, plus the previous three, years. The threshold limit for qualifying as the One Star Export House is 150 million rupees, Two Star Export House 1 billion rupees, Three Star Export House 5 billion rupees, Four Star Export House 15 billion rupees and Five Star Export House 50 billion rupees. Merchants, manufacturer exporters, service providers, EOUs, units located in SEZs, Agri Export Zones (AEZs), EHTPs, STPs and BTPs are eligible to apply for status as Starred Export Houses. The Starred Export Houses are eligible for the following privileges:

authorization/licence/certificate/permission and customs clearances for both imports and exports on a self-declaration basis;

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fixation of input-output norms on a priority basis; exemption from compulsory negotiation of documents through banks; the remittance, however, would continue to be received through banking channels; 100 per cent retention of foreign exchange in the Exchange Earners Foreign Currency account; exemption from furnishing of Bank Guarantee in schemes under the policy; Two Star Export Houses and above are permitted to establish export warehouses, as per the Department of Revenue guidelines.

The Focus Market Scheme

The Focus Market Scheme is aimed at increasing penetration of Indias exports in new markets, which had remained neglected because of high freight cost and an undeveloped network. The aim of this scheme is to neutralize the disabilities that prevent exporters from approaching certain important markets. The Focus Market Scheme is primarily aimed at tapping and enlarging Indias share in markets in Latin America and Africa. Under the scheme, an exporter is allowed duty credit facility at 2.5 per cent of the FOB value of exports on all products to the notified countries.

The Focus Product Scheme

The Focus Product Scheme is aimed at giving a boost to the manufacture and export of certain industrial products which could generate larger number of jobs per unit of investment compared to other products. As far as benefits are concerned, under the Focus Product Scheme an exporter is allowed duty-credit facility at 2.5 per cent of the FOB value of exports on 50 per cent of the export turnover of notified products, such as leather goods, stationery items, fireworks, sports goods and toys, and handloom and handicraft items.

Conclusion
Foreign investors can take advantage of various trade facilitation measures and initiatives undertaken by the ministry of commerce and industry to set up manufacturing units in STPs and SEZs to service the growing domestic market and feed the global market. Moreover, an increasing number of free trade agreements and preferential trade pacts that the country has signed or is in the process of signing will open greater business and trade opportunities for foreign entrepreneurs to have manufacturing bases in India.

4.6

Intellectual Property
Titus & Co., Advocates

As a signatory to several international pacts like the agreement on TRIPS (Trade Related Aspects of Intellectual Property Rights), the Berne Convention and the Convention on Bio-diversity, India is fully committed to providing adequate protection to IP (Intellectual Property) rights. The domestic laws that protect various facets of IP include The Patents Act, 1970, The Trade Marks Act, 1999, The Designs Act, 2000, The Copyrights Act, 1957 and The Biological Diversity Act, 2002. Foreign investors coming to India to set up a company, enter into a JV (Joint Venture) or open a branch office etc would benefit from an awareness of various IP laws. The important legislations dealing with IP are as described below.

The TM99 (Trade Marks Act 1999)

A trademark is a name, phrase, sound or symbol used in association with services or products in trade which often connects a brand with a level of quality on which companies build their reputation. Trademarks do not necessarily have to be registered in India. If a company creates a symbol or name it wishes to use exclusively, it can simply attach the TM symbol, signifying an unregistered trademark. Trademarks in India can be registered following the norms and procedure laid down in the TM99. Registered trademarks have a symbol over them. As per the law, a trademark is a visual symbol in the form of a word, a device or a label applied to articles of commerce, with a view to indicating that they are manufactured or otherwise dealt in by a particular person or a particular organization as distinguished from similar goods manufactured or dealt in by others. The TM Act which was approved by Parliament in 1999 came into effect on September 15, 2003. As per the preamble it was An Act to amend and consolidate the law relating to trade marks, to provide for registration and better protection of trade marks for goods and services and for the prevention of the use of fraudulent trade marks. Some significant changes are:

the recognition of three-dimensional trademarks, which allows shape of goods, packaging and combination of colours to be registered as a mark; the concept of a well known trademark was also introduced;

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the registration of collective marks owned by an association of persons (eg trade associations, professional bodies, unincorporated associations etc) allowed; the extension of grounds to seek protection from infringement.

These changes have widened the scope of trademark laws and provide better protection of trademarks and related IP rights. The duration of protection of trademarks is 10 years. However, trademark registration is renewable indefinitely on payment of the requisite fee, for a period of 10 years at a time. It takes 12 months to register a trademark in India.

Procedure to obtain Trade Mark registration

An investor has to undergo the following procedure to obtain a registered trademark or a service mark: 1. A trademark application is drafted and filed with the Trade Marks Registry.

2. The application can either be accepted absolutely, conditionally or rejected completely by stating the grounds for doing so. 3. The application, if accepted, is advertised in the Trade Marks journal. 4. Once advertised, the application is open to opposition. 5. If the application is opposed, the applicants are given a hearing, to prove their stand. 6. If the application remains unopposed, it proceeds towards registration and the registration certificate is issued.

Essential details
In order to prepare and file a trademark application in India, the following details are needed:

full name of the applicant with complete address; trade description of the applicant, ie manufacturer or distributor; copy of the mark to be registered (not necessary for a word mark); precise specification of goods or services to be registered under the mark; date signifying the beginning of the use of the mark in India; alternatively, a confirmation with regard to the usage of the proposed mark in India is required; authorization of an agent (Power of Attorney) signed by the applicant; however, authorization is not required at the time of filing of the application and can be filed with the office of the Trade Marks Registry subsequently.

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Licensing in Trademark
A trademark can be licensed to another party by entering into an agreement called the TM Agreement (Trade Mark Licensing Agreement), wherein the licensor assigns the Licensee the exclusive right to use the trademark for a prescribed time period. The licensee can use the mark as per the TM Agreement between the licensor and him/herself. The licensing of the mark should not cause confusion or deception among the general public ie should not destroy the distinctiveness of the mark. The trademark should continue to distinguish the goods connected with the proprietor of the mark from those connected with others and also the connection between the goods and the proprietor should continue. A licensee has no right to use the trademark after the expiry of the term of the TM Agreement or after the license has been revoked or cancelled. The TM99 has made provisions for the permitted use of a trademark by a person other than the registered proprietor and registered user of the mark. At the same time, it has also tried to ensure that proper control over the quality of the goods is exercised and the use of the mark by the licensee is not deceptive in any respect.

Patents Act 1970

An invention is a creation of intellect to produce something new, useful and industrially applicable. To encourage more people to use their labour and capital for inventions, it is essential that they be given some form of protection, and commercial gains. Such protection is provided to the inventors in the form of a patent. A patent is the legal right granted to the inventor to exclude anyone else from manufacturing or marketing a product invented by them. A patent can also be registered in a foreign country through the PCT (Patent Cooperation Treaty). TRIPS has made it obligatory for its signatory members to provide the same protection to foreign nationals as they provide to their citizens. A patent confers and secures certain substantive rights to an inventor, like the right to grant licences, right of assignment, etc. Patents give protection in the form of non-disclosure of technology or a process by the owner or holder for a specified period. During the protection, this technology can be used through licensing/assignment/compulsory licensing. Transfer of technology is the transfer of a patent with respect to a particular product. For transferring technology, the licensor has to enter into an agreement with the licensee called the Technology Transfer Licensing Agreement. The agreement should properly indicate the objects of the licensed products, the territory for which the agreement has been entered into, the time period, exclusivity of the agreement, proof of up-front payment, a running and minimum royalty, etc. Under this agreement, the licensee authorizes the licensor the use of patented technology, subject to certain terms and conditions whilst safeguarding their interest. This gives the licensee the power to exercise regular checks on the use of the patented transferred technology by the licensor. Moreover, through this agreement, a licensee derives economic and/or commercial returns.

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Recent changes

product patenting introduced to bring the Indian Patents Act in consonance with the TRIPS Agreement. The term of patent protection has been increased to 20 years; all computer programmes are in combination with hardware, and all computer programmes with technical application to software industry in particular are now patentable.

These changes were made to bring Indias patent laws in line with the TRIPS Agreement. With these amendments, the Indian patent legislation now stands on an equal footing with the global ones.

Procedure to obtain a patent in India

The registration procedure involves the following: 1. A patent application may be made, either alone or jointly with another, by the inventor, assignee, legal representatives of the deceased inventor or assignee. 2. The territory, where the applicant or the first mentioned applicant in case of joint applicants for a patent, normally resides or has domicile or a place of business, or the place from where the invention actually originated, determines where the patent application can be filed. 3. A first examination report stating the objections, if any, is communicated to the applicant or his or her agents. Normally, all the objections must be met within 15 months from the date of the first examination report. An extension of three months is available, but the application for extension must be made before the expiry of a normal period of 15 months. 4. Notice of opposition must be filed within four months of notification in the Gazette of India. 5. When the application is found to be suitable for acceptance, it is published in the Gazette of India (Part III, Section 2). It is deemed to be laid open to the public, for opposition, on the date of publication in the Gazette of India.

Necessary documents required

The following documents and information are needed to prepare and file a patent application in India:

international application, if any, as published; international preliminary examination report; request;

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search report; demand; written report; response to written opinion; complete specification (in duplicate); abstract of the invention; drawings, if any; authorization of the agent, signed by the applicant.

Designs Act, 2000

An article is distinguishable from others not only because of its utility but also because of its visual appeal by virtue of its particular shape, configuration, pattern or ornamentation. Therefore, the design of an article or its packaging has great commercial importance and needs to be protected. These designs are protected under the Designs Act. A design is a shape, configuration, pattern or ornamentation or composition of lines or colours applied to an article, in any form, by any industrial process or means. However, it does not include any mode or principle of construction or anything which is, in substance, a mere mechanical device, neither does it include any trade or property mark or artistic work.

Salient features of the Design Act, 2000

the protection of the design has increased to 10 years, extendable by a period of five years; the scope of definition of the article and design has been enlarged and the definition of the original introduced; the international classification system has replaced the earlier Indian classification.

India is a signatory to the Paris Convention, 1989. Therefore, design applications, by any person residing outside India, can be made within six months from the date of the first application made in another convention country. However, the convention followed in India is based on a reciprocal basis ie if the said country does not offer similar registration rights to Indian citizens for their designs in their country, then citizens of that country are not eligible to apply for registration of designs in India.

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Procedure for the registration of a design

The procedure for registration of a design in India consists of the following steps: 1. Submission of application with the Controller of Patents & Designs, Design Office 2. Acceptance/objection/refusal of the application by the Design Office 3. Removal of objections/appeal to Central Government 4. Decision of the Central Government 5. Registration of the Design

Necessary details/documents
To file a design application in India, the following documents and information are required:

name, address and nationality of the applicant; name of the article to which the design is applied; classification of the design; photographs or drawings of the article in its entirety from different angles in quadruplicate, depicting the front, rear, sides, top, bottom and perspective view; power of authority.

Judicial Precedents
Effective enforcement mechanisms in the form of judicial remedies are available to protect IP rights. Two-fold judicial remedies available for protecting IP rights include: (i) civil actions seeking injunction orders against the infringer coupled with damages, and (ii) criminal sanctions in the form of fines and imprisonment in case of infringements. There is now a substantial body of case law, developed over recent years, where damages have been awarded as an additional deterrent to infringers. 1. Civil law precedents Indian courts strictly enforce IP rights of the owner and/or holder. Some important judgments relating to the IP infringement, wherein the Civil Courts have always shown their enthusiasm to protect the interest of lawful owner/holder of IP rights, are listed below:

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(i) Trade mark infringement Global repute in a trademark has been recognized, even if the trademark or copyright is not registered in India, and passing off has been restrained. India recognizes the concept of a well known trademark and thus ensures protection under the TM99. For example, the Delhi High Court restrained the misuse of the marks CAT and Caterpillar for footwear in Caterpillar Inc. vs. Mehtab Ahmed [2002 (25) PTC 438]. Indian courts have awarded pecuniary penalties for infringement and passing off of trademarks beyond statutory provisions in cases of undue commercial exploitation by infringers. Distinguishing between compensatory and punitive damages, in Time Incorporated vs. Lokesh Srivastava [2005 (30) PTC 3], the Delhi High Court awarded 500,000 rupees as punitive damages and also awarded 500,000 rupees as compensatory damages for loss of reputation and goodwill to the plaintiff. (ii) Software piracy In another landmark decision, delivered in Microsoft vs. Yogesh Papat [2005 (30) PTC 245], the Delhi High Court calculated actual loss of business caused to the plaintiff by the defendant selling pirated software as freeware with assembled computers. The court considered the violation of the plaintiffs trademark and copyrights and awarded damages of 1.97 million rupees for the violation of the plaintiffs rights by the defendants. This is the highest award for damages given by an Indian court for trademark and copyright infringement. 2. Criminal remedies Effective remedies are also available under Indian penal statutes to punish infringers and check increasing cases of data theft. (i) Trademark infringement TM99 provides imprisonment for a minimum of six months to three years and a fine of approximately US $ 1,100 to US $ 4,500 to any person who infringes the trademark rights of any lawful owner/holder of a trademark. The offences under this act are cognizable. (ii) Copyright infringement under the Copyright Act 1957, unauthorized copying, selling, hiring or distributing copyright material is an infringement of copyright. Under Section 63 of the act, the known infringement or abetment to infringement of copyright is a criminal offence, punishable with imprisonment ranging from six months to three years along with a fine of approximately US $ 1,100 to US $ 4,500. (iii) Patent infringement whenever the rights of the patentee are infringed, his or her rights may be secured back through judicial intervention. The patentee has to file a suit for the infringement of his or her rights. The procedure followed in conducting such suits is governed by the provisions of the Code of Civil Procedure, 1908, and the period of limitation for

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instituting a suit is three years from the date of infringement. The relief which may be awarded in such suits are: interlocutory/interim injunction; damages or account of profits; permanent injunction. (iv) Design infringement under the Designs Act, 2000, the remedy available for infringement of a registered design is damages along with an injunction. The act lays the remedy in the form of payment of a certain sum of money by the person who pirates a registered design.

Conclusion
Following global trends India also updated its laws to safeguard investment in intangible property involving intellectual endeavour. Indias TRIPS-compliant Trade Marks Act, Copyright Act, Patents Act, Designs Act and other statutes provide adequate protection to IP rights holders, whether Indians or foreigners.

4.7

Company Dissolution and Liquidation

Titus & Co., Advocates

Winding-up is the process to end the existence of a company by passing its management to liquidators to realize the value of assets to the maximum extent possible, pay off the debts, discharge other liabilities and distribute any surplus among the shareholders. Described in detail in CA56 (Companies Act 1956), dissolution is the last stage of a company which technically will continue to exist till its affairs have been completely wound up and its name removed from the register of companies by the RoC (Registrar of Companies).

Types of Winding-up
The CA56 prescribes two modes for winding-up a company which are as follows:

Voluntary winding-up The shareholders or the creditors of a company wanting to go in for dissolution can opt for voluntary winding-up. Under this mode, no petition is made to court for the winding-up of a company. The process of winding-up begins with the passing of a resolution by the shareholders in -the manner prescribed in Section 484 of the CA56 and ends with dissolution of the company. Compulsory winding-up Although the term compulsory winding-up is not defined in the CA56, it has been construed to mean the winding-up of a company by court or tribunal. A company may be compulsorily wound up by a court of competent jurisdiction for its failure to follow certain key provisions of the CA56. This procedure for compulsory winding-up is extremely formal and has been prescribed in the Companies (Court) Rules, 1959. The government is proposing to come out with a new set of rules for the compulsory winding-up of companies. However, till the fresh regulations are put in place, the old rules are sufficient.

In both cases, the proceedings for winding-up must be conducted in the NCLT (National Company Law Tribunal). However, as the tribunal has not become

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functional, the proceedings are being regulated by the High Court of the state in which the registered office of the company is located.

Voluntary winding-up
Depending on the solvency status of a company, the voluntary winding-up may be further divided into the following two categories. Members voluntary winding-up The members may opt for the voluntary winding-up of a perfectly solvent company for several reasons such as completion of the task for which the company was incorporated, the inability of the company to run profitably due to circumstances beyond its control, redundancy on account of changes in government policies or any other justifiable reason. Creditors voluntary winding-up The creditors may seek winding-up of a company if they are unable to recover their money from the company and also if there is no likelihood of the company doing well financially in future. This step is initiated when the net worth of a company turns negative and there is no prospect of recovery. Under these circumstances, irrespective of the reasons, it may be prudent for a company to stop further losses by going in for voluntary winding-up.

The procedure of voluntary winding-up

As far as the procedure for voluntary winding-up is concerned, the members can initiate the process by passing either an ordinary resolution (by simple majority) or special resolution (by super majority), as per the requirement. In the case of fixed duration companies, the members can pass the winding-up resolution by simple majority after the completion of the term prescribed in the Memorandum of Association, AoA (Articles of Association) or on the occurrence of a specified event. Voluntary winding-up is a comparatively simple process and foreign entrepreneurs may invest in fixed duration companies if they want to keep an easy exit route open. They may do so by incorporating relevant clauses in the Memorandum of Association and AoA of the company. This option, however, may not be relevant for those entrepreneurs who want to make long-term investment or set up manufacturing bases in the country. In other cases, the voluntary winding-up proceedings can only be initiated by a special resolution which has to be passed by super majority. All special resolutions, as per the provisions of Section 189(2) of the CA65, are required to be approved by at least three times the number of votes cast against the resolution ie 76 per cent of the votes cast.

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Compulsory winding-up
Sometimes it may not be possible for a company to comply with the formalities required for voluntary winding-up of a company. Under compelling circumstances, a company may file a petition for compulsory winding-up in the court of competent jurisdiction. The circumstances under which a tribunal may compulsorily wind up a company are mentioned in Section 433 of the CA56. Some of the important ones are listed below:

If a special resolution has been passed by the company deciding to wind up its operations. If the company has defaulted in filing statutory reports or holding statutory meetings. (According to section 165 of CA56, every company limited by shares and every company limited by guarantee and having a share capital, shall, within a period of not less than one month nor more than six months from the date on which the company is entitled to commence business, hold a statutory meeting of the company. A statutory report setting out all the matters listed in section 165(2) (3) of CA6 is required to be prepared by the Board of Directors of the company and has to be forwarded to every member of the company at least 21 days before the statutory meeting. After getting the statutory report certified by the directors and auditors and dispatching it to the members of the company, the report has to be forwarded to the Registrar of Companies for the purpose of registration). If, within a year of incorporation, a company does not commence its business operations or, suspends its business. If the number of members in a public company falls below seven, or in a private company, below two persons. If the company fails to pay debts. A debt is defined as a determined or definite sum of money payable immediately or at a future date. If the company owes to a creditor a sum exceeding 100,000 rupees and has not paid it for over three weeks after a demand to pay has been made to the company, if a decree of any court or tribunal finds it so, or if the tribunal opines that the company is unable to pay its debts, then an order for winding-up can be passed against it. If it is just and equitable in the view of the tribunal. If the company has not filed its annual accounts and balance sheets with the registrar for any five consecutive financial years. If the company acts against the interest of the sovereignty and integrity of India, security of the state, or friendly relations with foreign states, public order, decency and morality. If the tribunal opines that under the provisions of section 424G of the CA56, it should be wound up.

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Who can bring winding-up petitions

An application for winding-up can be brought before the court or tribunal by the following:

the company; any creditor or creditors, including contingent or prospective creditors; any contributory or contributories (under section 428 of CA56, a contributory means every person liable to contribute to the assets of the company in the event of its being wound up, and includes the holder of any shares which are fully paid up; and for the purposes of all proceedings for determining, and all proceedings prior to the final determination of the persons who are to be deemed contributories, includes any person alleged to be a contributory); the registrar; in cases falling under Section 243 of the CA56, a person authorized by the Central Government; Central or State Government if the company is working against the interest of the sovereignty, integrity, security of the nation, or against friendly relations with neighbouring states, public order, decency and morality.

Winding-up of foreign companies

The procedure for winding-up unregistered companies, given in the provisions of Part X of the CA56, applies to foreign companies, whatever be the number of their members. A foreign company incorporated in a foreign country may be wound-up in India if it has an office and assets there, and if a pending foreign liquidation does not affect the jurisdiction to make a winding-up order. Where a foreign company is already being wound-up in the country of its domicile, the winding-up in India will be ancillary to the foreign liquidation, and the liquidators powers in this country are restricted to dealing with assets in this country.7 A subsequent winding-up in the foreign country does not affect prior proceedings taken in India, and the liquidators discretion is not fettered.8 Where a body corporate outside India ceases to continue business in India, it may be wound-up as an unregistered company, notwithstanding that the body corporate has been dissolved or otherwise ceased to exist as such under or by virtue of the laws of the country under which it was incorporated. Where a foreign company ceases to carry on business in India, its substratum is gone or it carries on ultra vires business, it may be wound-up on just and equitable grounds.9

7 8 9

Re Russian and English Bank Ltd, 1932 (2) Company Cases 424 1958 (28) Company Cases 204 1972 (42) Company Cases 197 Bombay

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The essential conditions pertaining to the winding-up of a foreign company are as follows: a. If it is dissolved or has ceased to carry on business or is carrying on business only for the purpose of winding-up its affairs. b. If it is unable to discharge debts. c. If the tribunal opines it would be just and equitable for the company to be wound-up.

winding-up can only be made through the tribunal ie voluntary winding-up is not permitted; reasons for winding-up a foreign company: a petition for winding-up may be presented to the tribunal for an order of winding-up; the tribunal may pass the winding-up order after inviting objections against the winding-up petition; after receiving the order from the tribunal, the foreign company is required to file the order with the concerned RoC for dissolution of the company.

Remittance of winding-up proceeds

The Foreign Exchange Management (Remittance of Assets) Regulations of 2000 deal with the remittance of winding-up proceeds of foreign companies. Under the regulations, the RBI (Reserve Bank of India)s prior permission is required for the remittance of winding-up proceeds of a branch or office (other than project offices) in India of a person resident outside India. Persons who desire to remit such assets need to make an application with the following documents:

a copy of RBIs approval to set up the branch/office in India; a copy of RBIs approval to sell immovable properties, if any, held by the branch/ office; the auditors certificate; the no-objection or Tax Clearance certificate from the Income Tax Authority for remittance; confirmation from the applicant that there are no legal proceedings in any court in India pending and that there is no legal impediment to remittance.

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Priority of claims
Under voluntary winding-up, the company appoints a liquidator whose job is to realize the value of the companys assets and disburse the amount so realized among different stakeholders in accordance with the provisions laid down in Sections 529, 529A and 530 of CA56. The liquidator acts as an agent or administrator of the company. In case of compulsory winding-up, the tribunal or court appoints an official liquidator for winding-up the affairs of the company. The official liquidator, who functions under the direction of the tribunal or court, is responsible to the Central Government for all acts done during the course of winding-up the company. The liquidators main task is to realize the assets of the company to the extent possible. The order of disbursement of realized assets, as provided in different sections of the CA56, is as follows: 1. Workmen and secured creditors: The legitimate dues of workers are pari passu with secured creditors. The wages include ad hoc interim relief if awarded by any industrial court, retrenchment compensation, accrued holiday remuneration, compensation under the Workmens Compensation Act and gratuity. These dues have been accorded overriding preferential treatment by Section 529A of the CA56. 2. Cost of liquidation: The next priority is given to cost of liquidation. It includes legal charges incurred by the liquidator on litigation; remuneration of the solicitor(s); Income Tax on income accruing after the commencement of the winding-up proceedings; liquidators remuneration; rents; incidental charges concerning the winding-up process; and preservation charges for the companys property. 3. Unsecured creditors: The unsecured creditors, which include debentureholders, rank parri passu according to their claims. 4. Equity shareholders: The surplus left after discharging the liabilities of outsiders is disbursed among preference shareholders and equity shareholders in proportion to their equity. After the procedure of winding-up is completed and the order for dissolution is obtained from the tribunal or court, the same has to be filed with the registrar. After receiving the order and if there is no reason for any suit to be brought against the liquidator for acting in a manner prejudicial to the interest of the company, the registrar strikes off the name of the company from its registers, completing the process of dissolution.

Conclusion
The procedure for winding-up a company is quite cumbersome in India and can take years. The problems connected with the winding-up of a company were

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discussed in detail by the Expert Committee on Company Law headed by Dr J J Irani.10 The committee made a strong case for streamlining the windingup process by adopting international best practices. Among other things, it suggested adoption of the UNCITRAL (United Nations Commission on International Trade Law) Model Law on Cross Border Insolvency and the establishment of a panel of administrators and liquidators to reduce disputes and expedite winding-up. The GoI (Government of India) is considering the recommendations of the Irani Committee and is likely to incorporate various suggestions whilst formulating a new company law. The government has been working on the new legislation and is likely to come up with a draft shortly to replace the CA56. Meanwhile, the establishment of the NCLT as a specialized body, dealing exclusively with all company law-related issues, disputes and problems, will improve matters significantly. The proposed tribunal will deal with winding-up petitions and the companies will no longer be required to approach the overworked High Courts for orders.

10

The Ministry of Company Affairs in December 2004 appointed an Expert Committee headed by Dr J J Irani to advise the government on new Company Law. The report of the committee submitted in May 2005 is under consideration of the government.

4.8

Dispute Resolution
Titus & Co., Advocates

Resolving commercial disputes through ordinary courts of law can be frustrating because the process takes an unreasonably long time and involves large amounts of money. At a time when critical decisions are required to be taken in real time, protracted litigation can jeopardize corporate reputations, harm commercial interests and adversely hit the concerned companys bottom line. The way out of this imbroglio is to go in for out-of-court settlement of disputes. The ADR (Alternate Dispute Resolution) mechanism provides an opportunity to companies to resolve their differences through a mechanism that is efficient, speedy and cheap. The other big advantage is that under the ADR mechanism the disputing parties are not required to adhere to the cumbersome judicial procedure prescribed in the Civil Procedure Code, 1908 and the Evidence Act, 1872. The parties can settle their disputes through the persons of their choice whose integrity and independence they trust. Several ADR methods are prevalent in India. Among the ADR methods and systems in vogue, arbitration and conciliation are the most widely used. The other ADR systems, which include mediation, negotiation, facilitation and mini-trial are also slowly and gradually gaining currency in India.

Arbitration
Arbitration provides a potent alternative to litigation in a court of law. Important reasons for preferring arbitration in the transnational context include hassle-free commencement of proceedings, neutrality of arbitrators and freedom from the hair-splitting rules of evidence. The advantages also include expeditious issuance of an award and simplified enforcement of the award. Besides, the process of arbitration ensures privacy and is generally protected by the laws of privilege and confidentiality. This is of great significance in commercially sensitive disputes involving, for instance, know-how, lists of clients, the development of business strategy and other commercially confidential matters. Parties may also request for a non-speaking award from the arbitrators to maintain confidentiality. The law relating to arbitration in India is contained in the Arbitration and Conciliation Act, 1996 (Arbitration Act). The new legislation is an improvement over the Arbitration Act, 1940. The 1996 Act, with a few significant interpolations, is based entirely on the Model Law on International Commercial Arbitration

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adopted by the UNCITRAL (United Nations Commission on International Trade Law) in 1985. This ensures a certain degree of uniformity with the arbitration laws of other countries. The Arbitration Act is divided into four parts. Part I deals with laws relating to domestic arbitration and international commercial arbitration held in India, Part II deals with the enforcement of foreign awards under the New York convention or the Geneva convention, Part III conciliation and Part IV contains supplementary provisions. The Model Law is not a comprehensive piece of legislation and the Indian Act inherited various weaknesses of the former. Moreover, several problems have arisen during the course of the interpretation and application of the Arbitration Act. Hence, it becomes imperative for an investor to have a clear understanding of the various provisions contained in the legislation and act accordingly.

Arbitration in India
Arbitration as a mode for settlement of disputes has been in vogue in India for many years. Almost all business transactions carry arbitration clauses. Government contracts usually provide for compulsory arbitration in respect of disputes arising thereunder. A sizeable number of public sector undertakings also follow the same procedure. Several merchant associations provide for in-house arbitration facilities between their members and their customers. Stock exchanges in India also provide for in-house arbitration for resolution of disputes. The Board of Directors of each stock exchange constitutes the appellate authority for hearing appeals from the award of the arbitral tribunals.

Arbitration Agreements
The foundation of arbitration is the agreement between the parties to submit the dispute to arbitration. An Arbitration Agreement is defined in the Arbitration Act as an agreement between the parties to submit to arbitration, all or certain disputes which have arisen or may arise between them in respect of a defined legal relationship, whether contractual or not. It must be in writing and may be in the form of an arbitration clause in a contract or in the form of a separate agreement. A good Arbitration Agreement is one that minimizes complications in the event of a dispute cropping up. However, in practice, parties often fail to carefully draft one. Before finalizing an Arbitration Agreement, it is imperative that the terms be thoroughly discussed and negotiated to avoid any misunderstanding in future. An Arbitration Agreement must primarily address key issues such as place or seat of arbitration, laws applicable to arbitration, number of arbitrators, language, interim measures, enforceability of the award, to name a few, in order to safeguard the interest of the parties to the agreement.

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Arbitration mechanism
The arbitrators shall be appointed by the parties as agreed between them. If the parties fail to reach an agreement, the Chief Justice of India, Chief Justice of a High Court or their nominees may appoint the arbitrator. This is a significant addition not contained in the Model Law. An arbitrator can be challenged only if circumstances give rise to justifiable doubts concerning his independence and impartiality or in case the arbitrator is not qualified to the satisfaction of the parties. The rule concerning substance of dispute is an important provision as far as international commercial arbitration is concerned. The arbitral tribunal is obliged to apply the rules of law designated by the parties as applicable to the substance of the dispute. However, in absence of any agreement as to the applicability of laws between the parties, the tribunal can apply rules of law it considers appropriate. The act clearly enumerates the grounds on which the court can entertain the application for setting aside an award. These include incapacity of a party, invalidity of an Arbitration Agreement, the violation of principles of natural justice and the exceeding of terms of reference by the arbitrator. The arbitral award has been given the status of a decree of court and made enforceable under the Code of Civil Procedure, 1908. Therefore, an award is not required to be converted into a decree.

Enforcement of foreign awards

As mentioned previously, the act recognizes awards made under the New York Convention or the Geneva Convention. The provisions regarding enforcement of foreign awards are almost the same as for the awards made under the two conventions. It is obligatory for a party applying for enforcement of a foreign award to produce before the court:

the original award or duly authenticated copy thereof; the original agreement for arbitration or a duly authenticated copy thereof; such evidence as may be necessary to prove that the award is a foreign award.

Where the award or agreement is in a foreign language, the party seeking to enforce the award is required to produce a certified translated copy in English. Where the court is satisfied that the foreign award is enforceable, the award shall be deemed to be a decree of that court.

International arbitration
An international commercial arbitration has been defined as an arbitration relating to disputes arising out of legal relationships, whether contractual or

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not, considered as commercial under the law in force in India and where at least one of the parties is:

an individual who is a national of, or habitually resident in, any country other than India; a body corporate which is incorporated in any country other than India; a company or an association or a body of individuals whose central management and control is exercised in any country other than India; the government of a foreign country.

From the above definition it is clear that, unlike domestic arbitration, an international arbitration must essentially be commercial in nature in order to fall under the purview of the act. However, the word commercial has been interpreted liberally by the Indian courts taking in its sweep all kinds of businesses and transactions. Where the place of arbitration is outside India, the award is treated as a foreign award and its recognition and enforcement is dealt with separately in Part II of the act. The act recognizes awards made under the New York Convention or the Geneva Convention.

Conciliation and mediation

Conciliation is a facilitative process in which disputing parties engage a neutral third party to act as a conciliator in their dispute. The conciliator has no authority to make any decision which is binding on the parties, but uses certain procedures, methods and skills to help them arrive at a settlement of their dispute by agreement. The basic objective of a conciliator is to assist the parties, in an independent and impartial manner, in their attempt to amicably settle their disputes. The Arbitration Act provides that conciliation proceedings can be initiated by a party inviting the other party to conciliate under its provisions. Once the other party accepts, in writing, the invitation to conciliate, the conciliation proceedings start. The terms conciliation and mediation are, by and large, used interchangeably. However, in some countries a sort of distinction is made between them according to the initiative taken by the third party. In most cases, a mediator plays a more proactive role than a conciliator in a conciliation process. Conciliation/mediation offers a much more flexible alternative for a wide variety of disputes, reserving the freedom of parties to withdraw from the proceedings without prejudice to their legal position inter se at any stage of the proceedings, maintaining confidentiality of proceedings and ensuring quick resolution of disputes in a cost effective manner.

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Other ADR systems

The following alternative systems of dispute resolution other than arbitration, conciliation, mediation, and negotiation are also used: 1. Mini-trial: A non-binding procedure in which the disputing parties are presented with summaries of their cases to enable them to assess the strengths, weaknesses and prospects of the case and then an opportunity to negotiate a settlement with the assistance of a neutral expert. 2. Partnering: A collaborative and non-binding process that focuses on the cooperative solving of problems that participants have in common. Properly applied, it yields reconciliation as opposed to either compromise or concession. 3. Neutral Fact Finding: When the resolution of a dispute requires certain expertise and the issue becomes a stumbling block, either of the parties may agree on a fact-finder, a neutral third party or the court may select a neutral expert to investigate the issue in question to submit a non-binding report or testify in court. The impartial expert usually investigates the matter presented to him and subsequently files a report which establishes the facts in the matter.

Flaws in the arbitration system

As stated earlier, the Arbitration Act is based almost entirely on the Model Law on International Commercial Arbitration adopted by UNCITRAL and hence suffers from the same demerits as the Model Law. A major flaw plaguing both the Model Law as well as the Arbitration Act is the provision of a judicial remedy for the removal of an arbitrator in case they are believed or found to be biased. In practice, this provision may amount to questioning the fairness of the arbitration system as a whole. According to the Laws of Arbitration, the grounds for objecting to an award under relevant provisions of the Arbitration Act are common to both domestic awards as well as international arbitration awards. The principle of minimal court interference may be good in the case of international arbitration awards. However, as far as Indian awards are concerned, the principle of minimal court interference is not enforced as strictly because often the arbitration awards in India are given by persons who are not well acquainted with law. The object of reducing the work load of courts at times is defeated as parties feel the necessity of approaching courts for the appointment of arbitrators, for interim measures of protection, for substitution of arbitrators, to challenge interim orders passed by arbitral tribunals or to challenge or enforce arbitral awards.

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Conclusion
The ADR systems may not provide a perfect setting for the resolution of commercial disputes expeditiously and to the satisfaction of the warring groups. There are several loopholes in the ADR mechanism which can be exploited by one party to delay resolution of dispute to the detriment of the other party. Although the Arbitration and Conciliation Act, 1996 tried to address various shortcomings of the earlier act, it is not free from weaknesses. There are problems with the new act also. Often parties pursuing vested interests or acting with ulterior motives can raise frivolous disputes to delay implementation of a perfectly justified arbitration award. The delay becomes frustrating and painful, especially when the stakes are high and the urgency to amicably resolve a dispute is pressing. However, what cannot be disputed about the ADR is that it is a much better and swifter way to resolve commercial disputes. It is far superior to approaching the court of law and going through the due legal process which involves time and money in abundance. What the smart companies should try to do is to have a proper arbitration agreement either as part of the contract or as a separate agreement for satisfactory resolution of disputes. This is probably the best way to protect the commercial interest of a company from protracted litigation in future. A proper and well thought out Arbitration Agreement is undoubtedly the best insurance against financial losses that may arise on account of delay in the adjudication of commercial disputes.

4.9

Contract Issues, Consumer Protection and Property Issues

Titus & Co., Advocates

The Indian Contract Act,1872 provides a legal framework to preserve and protect the sanctity of a commercial agreement formed between two or more parties to undertake a permissible commercial activity.

The Contract Act

A contract which may involve several parties has been described by the Contract Act as an agreement enforceable by law. An agreement is defined as every promise and every set of promises forming the consideration for each other. An agreement will be a contract if it is:

made by the free consent of the parties competent to contract; consent is said to be free if it is not obtained by coercion, undue influence, fraud, misrepresentation or mistake; for a lawful consideration and object (a contract to do something unlawful eg murder, extortion, smuggling etc is not a valid contract); not expressly declared to be void by law.

The Contract Act recognizes the following types of contracts: 1. Valid contract: These are the agreements enforceable by law. Such a contract creates an outstanding obligation or legal liability. 2. Voidable contract: A voidable contract becomes valid only on fulfilment of certain specified conditions. A voidable contract remains valid until rescinded. The main difference between a valid contract and a voidable contract is that unlike the former, the latter cannot be enforced freely. A voidable contract can only be enforced under specific circumstances.

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3. Void contract: A void contract is unenforceable under law and cannot give rise to any legal liability. Every contract has to pass through several stages, beginning with the negotiation, during which the parties discuss and negotiate proposals and counter proposals. They also discuss the consideration resulting finally in the acceptance of the proposal. In order to convert a proposal into a promise, the acceptance must be absolute and unqualified, and expressed in a usual and reasonable manner. An agreement is not a contract if there is no intention of the parties to create a legal relationship. The acceptance has to be communicated by the offeree or his authorized agent to the offeror. The proposal when accepted gives rise to an agreement. An agreement enforceable by law becomes a contract as per the provisions of the Indian Contract Act.

Refusal to perform
The refusal of a party to a contract to perform its part of the contract gives an option to the non-defaulting party to put an end to the contract and regard itself discharged, or to treat the contract as still in existence and affirm its continuance. A refusal to perform any part of the contract, however small, is a refusal to perform the contract in its entirety if the same affects a vital part of the contract and prevents the non-defaulting party to get in substance what it had bargained for. Therefore, if a party commits a material breach or manifests an intention to commit such a breach, it will excuse the other party from the obligation to proceed further. In case the non-defaulting party opts for the rescission of a contract, three legal effects follow: 1. It releases the non-defaulting party from its obligation to perform its part of the contract. Such party can bring an action without showing that it could have performed its obligations. 2. The acceptance of the breach by the non-defaulting party also releases the defaulting party from its obligation to perform the contract. 3. The non-defaulting party can sue for damages. Its rights to damages are not defeated by actual or possible supervening events. Subsequent events may affect the amount of damages but not the right to damages. Such party can claim damages at once even though its right to future performance of the contract is only contingent.

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Issues under the Contract Act

1. Limitation of liability Parties to a contract may limit their liability to a fixed percentage which can be monetarily assessed, and which is mutually agreed upon and acceptable to all the concerned parties. Parties to a contract may agree and fix the damages payable as liquidated damages, or it may be fixed by statute as in case of damages against a party to a dishonoured bill of exchange. 2. Waiver and promissory estoppel The act permits the party to a contract to waive or abandon its right. Under the law, the general principle of waiver allows a party to a contract to voluntarily dispense with or remit wholly or in part the performance of the promise made to him or her, or he or she can accept any promise which he or she thinks fit. Neither a consideration nor an agreement is necessary. Waiver may be oral, in writing or inferred from conduct. Similar to a waiver is the doctrine of promissory estoppel or equitable estoppel, whereby a party who has represented that he or she will not insist upon his or her strict rights under the contract will not be allowed to go back from that position, or will be allowed to do so only upon giving reasonable notice. 3. Limitation of time for enforcing rights In terms of the Limitation Act, 1908, any suit instituted after the prescribed period of limitation has to be dismissed, even if limitation has not been set up as a defence. Thus, an agreement which provides that a suit should be brought for the breach of any terms of the agreement within a time shorter than the period of limitation prescribed by law will be void to that extent. 4. Restraint of trade clause In terms of Section 27 of the act, an agreement which has for its object a restraint on trade, is prima facie void unless it falls distinctly within prescribed exceptions. Section 27 is based on public policy and deals with agreements by which a person is precluded altogether for a limited time or over a limited area from exercising his or her profession, trade or business. All covenants in agreements relating to reasonable restraint or partial restraint have to fall squarely within the framework of Section 27 to be saved from being declared void.

5. Choice of governing law Parties to a contract are entitled to agree to the law that shall apply to their contract, including the place and mode of resolving disputes that may arise during the course of the contract. Parties may desire to choose a neutral law, the

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choice of which may depend not upon the main transaction but an underlying transaction which may have a connection with a different system of law. In cases where there is no expressed intention of the law applicable, the court may examine the real and common intention of the contracting parties by either implying a term into the contract or by applying the extraneous standard of a reasonable man. Furthermore, under Indian laws, a contract or any clause to that effect cannot oust the jurisdiction of Indian courts. This enables a party to sue in India, irrespective of whether the contract says otherwise. 6. Restraint of judicial proceedings The agreements in total restraint of judicial proceedings are void. However, an agreement by which a party is only partially restrained is not void. Therefore, where parties to an agreement agree that, in case of any dispute, the suit may be brought at a particular place only, the agreement would not be void, if the court at that place has the jurisdiction to try the suit. A contract by which two or more persons agree that any dispute between them with regard to some specified subject shall be referred to arbitration only is valid. In such a case, a suit cannot be brought in a Court of Law with regard to the dispute concerning the specified subject. 7. Reasonableness and equity A contract can be varied or re-negotiated to the extent provided for in the contract or to the extent provided for in the enabling statute under which the contract was concluded. Any material alteration without obtaining free consent of the other contracting party in the terms of the contract which varies the rights, liabilities or legal position of the parties ascertained by the contract in its original state will not be valid and will be unenforceable.

Consumer protection
The Consumer Protection Act, 1986 was enacted with the intention of safeguarding the interest of consumers. The act provides for expeditious settlement of consumer disputes and matters connected therewith. It is a beneficial statute designed to redress grievances of the categories of consumers mentioned in the act. As per the act, the consumer is a person who buys any goods or hires or avails of any services for a consideration. The definition of the consumer does not include those persons who obtain such goods for resale or for any commercial purpose. To provide fast and simple redressal of consumer disputes, the act provides for setting up of quasi-judicial authorities at district, state and central levels. These quasi-judicial bodies are expected to observe the principles of natural justice, provide relief of a specific nature and award, wherever appropriate, compensation to consumers. Penalties for non-compliance of the orders given by the quasijudicial bodies have also been provided in the act.

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The act also provides for establishment of consumer councils such as the central consumer protection council under the minister in charge of consumer affairs in the Central Government and the state consumer protection councils under the ministers in charge of consumer affairs in the State Governments. Several State Governments have notified rules to operationalize the act at state and district levels. The act, as per the statement of objects and reasons, primarily seeks to promote and protect the rights of consumers such as:

the right to be protected against the marketing of goods and services which are hazardous to life and property; the right to be informed about the quality, quantity, potency, purity, standard and price of the goods or services, so as to protect the consumer against unfair trade practices; the right to an assured wherever possible access to an array of goods at competitive prices; the right to be heard and to be assured that consumers interests will receive due consideration at appropriate forums; the right to seek redressal against unfair trade practices, restrictive trade practices or unscrupulous exploitation of consumers; the right to consumer education.

Property laws
The Transfer of Property Act, 1861 regulates transfer of immovable property that takes place by the acts of parties ie the voluntary transfer of property between two contracting parties. With the exception of certain instances, it does not regulate the transfer by operation of law such as sale by the order of the court, auction or forfeiture. Also, transfers under the act are required to be inter vivos where both parties are living. Transfer by wills or inheritance are not governed by the act.

Transfer of property
Transfer of property takes place by a contract which is subject to the provisions of the Indian Contract Act, 1872. Thus, the parties entering into a contract for transfer of property should be competent to enter into a contract. What this means is that the parties should have attained the age of majority, which is 18 years, they should be of sound mind and they should not have been disqualified to enter into contract by some other law applicable to them.

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Transactions not permitted

The act prohibits certain kinds of transfers. The transfers disallowed by the act are lis pendens, transfer by person with no interest in property, fraudulent transfers etc. The principle of lis pendens is laid down in Section 52 of the act. It is based on the legal maxim that in a pending litigation no new fact should be introduced. Thus, a property which is the subject of an ongoing suit cannot be the subject of a transfer. Also, a person cannot transfer a property without owning the title of that particular property. Section 53 of the act bars fraudulent transfers. In case of fraudulent transfers, the act empowers creditors to sue if a transfer is being made with the intent to defeat or delay their claims. The creditors are permitted to file a suit in a representative capacity or for the benefit of all creditors.

Sale of property
Sale of property is the absolute transfer of ownership and all rights associated with it in exchange for a price paid or promised or for consideration or part-paid and part-promised. Thus a sale of property entails transfer of complete ownership and presence of two parties between whom the transfer takes place. Furthermore, there has to be a consideration of price. The price may be paid or promised, or part-paid and part-promised. Registration of the instrument of transfer is essential for the sale of any property above the value of 100 rupees. For property below that value, transfer may, or may not be registered. Tangible property above the value of 100 rupees may be sold through registered deed.

Liabilities and rights of seller

The seller has to disclose any material defect in the property or title that the buyer could not find on examination. He or she is bound to produce documents of the property on request; answer relevant questions put to him or her by the buyer; execute a proper conveyance upon payment at the proper place and time; take care of the property and related documents as if it were his own till the delivery after sale; give possession of the property as required by the buyer; and pay all those encumbrances and public charges that accrue in respect of the property until the date of the sale. The seller is entitled to rents and profits of the property till the ownership is passed on to the buyer. He or she has the charge upon the property even if it is in the hands of the buyer till the entire purchase money is paid.

The duties and rights of the buyer

The buyer has to reveal any material fact (even those that would increase the value of the property considerably) regarding his interest in the property that the seller may not be aware of. It is the duty of the buyer to pay the amount due to the seller in the manner directed by him. He or she has to bear any loss to the

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property in his or her ownership not caused by the seller. He or she is also required to pay all public charges after the ownership has been passed on to him or her.

Conclusion
The acts dealing with contract, consumer protection and transfer of property are important legislations having a bearing on trade and commerce in India. It would be advisable for entrepreneurs to have at least some idea of these laws.

4.10

Legal Impediments
Titus & Co., Advocates

Although the Indian government has greatly improved the investment climate since the launch of the economic liberalization and globalization programme 15 years ago, it has not been able to completely dismantle the barriers hampering free flow of FDI (Foreign Direct Investment) and Foreign Institutional Investment. These roadblocks and challenges, however, are not insurmountable and can be overcome by foreign entrepreneurs with sound business acumen, adequate drive and some patience. Anyone who has closely observed Indias march to economic freedom since July 1991 would vouch that these obstacles will be removed sooner than later. However, the option before an investor today is either to wait until Indias road to investment is free of all possible barriers or venture out on that road regardless, after taking reasonable precautions. Amidst these alternatives, what a company wanting to participate in the Indian resurgence needs to do is to view the obstacles as challenges and work out an effective business plan to overcome them successfully. Many of the Fortune 500 companies and SMEs (small and medium-sized enterprises) that have opted for the latter are now running profitable businesses in India. Some of the major impediments that an investor is likely to encounter in India are as follows.

Entry restrictions
The GoI (Government of India) has slowly and gradually opened various sectors to FDI. There are several sectors where 100 per cent FDI is allowed under the automatic route. At the same time, there are sectors that are only partially open to FDI. The GoI has also banned FDI in certain sectors, for reasons such as public order, national security and national interest. The sectors in which foreign investment is prohibited include the following:

atomic energy; lottery business;

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gambling and betting; agriculture (excluding floriculture, horticulture, development of seeds, animal husbandry, pisciculture and cultivation of vegetables, mushrooms etc under controlled conditions and services related to agro and allied sectors) and plantations (excluding tea plantations).

The GoI has made some concessions with regard to retail trade of single brand products. It has allowed FDI up to 51 per cent in the retail trade of single brand products with prior government approval. The initiative is aimed at attracting investment in production and marketing of quality goods.

Sectoral caps
A foreign investor is required to keep his investment in the Indian companies below a prescribed threshold. These restrictions are prescribed by the GoI in its FDI Policy. For instance, FDI is only permitted up to 26 per cent in the insurance sector, subject to the licensing requirement of the IRDA (Insurance and Regulatory Development Authority) of India. Similar restrictions are imposed in sectors like FM broadcasting, defence industries and print media. The GoI has also imposed a 49 per cent cap on investment in asset reconstruction companies. As far as the telecommunications sector is concerned, the GoI has allowed FDI up to 49 per cent in basic, cellular, value added services and global mobile personal communications by satellite. The foreign investment can go up to 74 per cent, subject to the approval of the FIPB (Foreign Investment Promotion Board). In certain sectors like airports, atomic minerals and the exploration and mining of diamonds, FDI is also allowed up to 74 per cent. The GoI may have valid reasons for imposing sectoral FDI caps, but they do create operational problems for foreign as well as domestic investors. For instance, if an insurance company needs additional capital of 100 crore rupees, the foreign investor will be required to contribute 26 crore rupees, whilst the Indian partner will have to provide 74 crore rupees to maintain the mandatory FDI:Indian investment ratio. The inability or even unwillingness of the Indian partner to come up with larger sums may create problems for the JV (joint venture). The sectoral caps also create problems relating to ownership and control. It is ironic that a foreign investor, with deep pockets, larger resources and more experience, has to play the role of a junior partner in the JV.

The SSI (Small Scale Industry) sector

The SSI (Small Scale Industry) units enjoy certain privileges in India. These relate to taxes and the items reserved for exclusive production by SSI units. The GoI has permitted FDI up to 24 per cent in SSI units, provided they are not engaged in the production of something prohibited under the FDI Policy.

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The SSI units are also allowed to issue shares or convertible debentures to foreign investors in excess of 24 per cent, provided they give up the SSI status, do not engage in the manufacture of items reserved for the SSI sector and keep the foreign investment within the prescribed sectoral cap. The FDI Policy, therefore, restricts the entry of FDI in the SSI sector.

Remittances
There are various restrictions on remittances, especially with regard to fees and royalties, which a foreign investor can charge for passing technology to an Indian business partner. The remittances are governed by the Foreign Exchange Management (Current Account Transactions) Rules, 2000, issued by the RBI (Reserve Bank of India) in exercise of the powers conferred by the FEMA (Foreign Exchange Management Act), 1999. Under the present regulations, the payment of a technical fee and royalty is allowed under automatic route, subject to the following limitations:

the lump sum payments shall not exceed $ 2 million; the royalty payable should not be more than 5 per cent for domestic sales and 8 per cent for exports; the royalty limits will be net of taxes and will be calculated according to standard conditions; the royalty will be calculated on the basis of the net ex-factory sale price of the product, exclusive of excise duties, minus the cost of the standard bought-out components and the landed cost of imported components, irrespective of the source of procurement, including ocean freight, insurance, custom duties, etc.

The approval of the MCI (Ministry of Commerce and Industry) would be needed for remittances more than $ 2 million and royalty in excess of 5 per cent of local sales and 8 per cent of exports.

Tax rates
India has been witnessing frequent changes in tax rates. As per the tradition, the finance minister of the country presents a budget on the last working day of February every year proposing changes in rates of several taxes. The rates are altered primarily with a view to raising additional resources. The government also takes into account various economic, social and political factors whilst revising the tax rates. The changes, however, can adversely affect the business plans of corporates. For instance, the GoI reduced the peak customs duty to 12.5 per cent from 15 per cent and increased the service tax rate from 10 per cent to 12 per cent in February 2006. These changes have a bearing on the cost of goods imported and those produced indigenously.

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The effective import duty, after taking into account additional customs duty and education cess, works out to be around 37 per cent on most of the items. As the GoI is committed to lowering the customs duty to ASEAN (Association of South East Asian Nations) levels, there is a strong likelihood of rates going down further in the near term and imports becoming cheaper. As far as service tax is concerned, the GoI wants to earn more revenue from this tax, as services account for about 54 per cent of the countrys GDP (Gross Domestic Product). There is a possibility of the service tax rate going up further in the near future. The increase in service tax will make domestic goods more expensive. The finance ministry also keeps on experimenting with new taxes. The latest in the list is the Fringe Benefits Tax. These taxes impose additional burdens on the industry. The GoI has been talking about the need for a stable fiscal regime and also appears to be working towards it. However, until such a regime is firmly in place, investors will have to live with sudden changes in tax rates.

Multiplicity of laws
There is no dearth of laws in India. An investor is expected to have a fair knowledge of various important commercial laws and ensuing legal obligations. The important laws that have a bearing on trade and commerce are listed as follows:

Indian Contract Act, 1872; Foreign Trade (Development and Regulation) Act, 1992; Foreign Exchange Management Act, 1999; Income Tax Act, 1961; The Companies Act, 1956; Indian Partnership Act, 1932; Arbitration and Conciliation Act, 1996; The Monopolistic and Restrictive Trade Practices Act, 1969; Consumer Protection Act, 1986; The Sale of Goods Act, 1930; Customs Act, 1962; Central Excise Act, 1944; Central Sales Tax Act, 1956; Sales Tax (VAT in certain states) laws and local levies of relevant states;

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Negotiable Instruments Act, 1881; Insurance Act, 1972; General Insurance Business (Nationalisation) Act, 1972; Trade Marks Act, 1999; The Copyrights Act, 1957; The Railways Act, 1890; Industrial Disputes Act, 1947; Trade Unions Act, 1926.

The above is only an illustrative list. There are several other laws concerning use of land, pollution control etc, which an investor has to keep in view whilst undertaking any manufacturing or trading activity. Many laws, like the Urban Land (Ceiling and Regulation) Act, 1976, are archaic and have lost their relevance, but as long as they are on the statute book, investors have no choice but to abide by them. In addition, an investor is also required to deal with the countless agencies which often do not work in tandem, causing delays and cost overrun.

Judicial delays
Though the idiom justice delayed is justice denied sounds like a clich, it very aptly describes the Indian judicial scene. Indian courts are flooded with civil and criminal cases and it can take years to settle a dispute. The delay can be frustrating for both the litigating parties, more so when the disputes are of a commercial nature and the need for quick resolution is pressing. The GoI has been trying to address the problem of mounting cases by setting up specialized tribunals. The NTT (National Tax Tribunal) is being set up to adjudicate tax-related disputes. It is hoped that the NTT will develop some kind of expertise and ensure expeditious resolution of disputes. The NTT will have branches in all states. The appeal against the ruling of NTT shall lie in the Supreme Court. The GoI has also decided to set up an NCLT (National Company Law Tribunal) to deal exclusively with company law-related issues and disputes. The NCLT, as a specialized body, will help in improving corporate culture and facilitate M&As (mergers and acquisitions). It is also likely to expedite the process of winding-up of companies. The GoI, however, has yet to set up the tribunal. These tribunals will definitely ease some pressure on regular courts. However, that may not be enough. All these tribunals cannot be a substitute for an efficient and credible judicial system, necessary to provide comfort and confidence to foreign investors.

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Labour laws
India needs to thoroughly update its labour laws, which remain predominantly socialist. At present, a manufacturing unit is required to follow up to 45 different labour laws, many of which are either redundant or completely out of touch with the liberalization and globalization paradigm. These archaic laws often give rise to serious problems. They have skewed the production structure of the Indian manufacturing industry, which despite abundant labour prefers to invest in labour-saving technology. The Contract Labour Act of 1970 bars companies from hiring temporary workers for their core business activities. In practical terms, such regulations impair the capacity of a company to meet any sudden spurt in demand. The GoI needs to abandon redundant regulations, consolidate existing laws, improve dispute resolution and reduce unnecessary interference by the state or its agencies in business activities.

Poor infrastructure
Physical infrastructure, which includes airports, ports, roads, rail etc is fairly weak and worn out in India. This is immediately apparent on arrival at any Indian airport. The road network is also poor and good highways are few. Indias ports are yet to be adequately modernized. The turnaround time is high and ships have to wait for days before loading and unloading. The country also suffers from a power shortage. The problem becomes acute in summer months when the demand for power goes up. The GoI is not oblivious to these problems and has taken various initiatives to improve the physical infrastructure under the PPP (public-private partnership) route. It has appointed a private company to modernize Delhi Airport. The ambitious NHDP (National Highway Development Project) is underway and has started yielding results. Similarly, the private sector is becoming involved in the development of ports. Many private companies are participating in the generation and distribution of electricity. The sector is also engaged in the running of the goods train and the operation of container services. Investors are also taking keen interest in the development of infrastructure facilities in India. However, much more effort is needed to improve the physical infrastructure of a vast country like India. Although the infrastructure sector per se offers many opportunities for long-term investment, for entrepreneurs setting up manufacturing units, poor infrastructure is an important issue and cannot be brushed aside. Poor infrastructure affects the productivity of the economy as a whole. It also has a telling effect on key economic parameters like GDP and per capita income. It reduces the comparative advantage of those industries that are heavily dependent on efficient infrastructure facilities for performance and growth.

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Corruption
Even though corruption is an offence under the Prevention of Corruption Act, 1988 it has become a major problem in India. Transparency Internationals Corruption Perceptions Index (2005) has placed India in 88th position. India, however, is generally much less corrupt than countries like Russia, Philippines, Pakistan, Nepal, Iraq and Bangladesh according to the index. The increase in corruption can be attributed to several factors, such as cumbersome procedure, poor computerization, excessive discretionary powers, frequent interaction between businessmen and government officials, low wages of government employees, increasing consumerism etc. The GoI is conscious of the need to reduce corruption and has taken various initiatives in the recent past. Courts and the media have also been playing a constructive and proactive role in exposing and containing corruption. The incidence of corruption is likely to decrease in future, with government departments opting for a system of online filing of applications and granting of approvals.

Conclusion
India is a developing country and is suffering from problems typical of a nation trying to quickly and efficiently join the league of developed nations. The GoI, on its part, has been trying to improve the business climate by further relaxing the FDI Policy and streamlining procedures. These efforts will yield results in the medium term and will certainly make India a better place to live, work and invest.

Part Five Business Culture

5.1

People
Purvi Sheth, Vice-President, Shilputsi Consultants

India is the seventh largest country in the world, and the second most populous. Recently, the country has been awakened by changes and economic freedom never witnessed before in its 59-year history of political independence. The country is beginning to appear in the front ranks of emerging markets, leveraging potential and hidden strengths. It is a country known to be culturally complex and politically democratic but is now witnessing mammoth economic change. Today, India is perceived to be one of the more exciting markets, not just because of the revenue potential it offers thanks to its large population, but also because of the capabilities it provides at all levels of business management. Indias true spirit lies in its people. The country itself fosters a relatively open society, personifying its rich historical background, sociological diversity and cultural peculiarities. There is no one single India.

India the metaphor for diversity

The Indian population
As per the census figures of 20042005, the population of India is about 1.09 billion and the projected population by 2011 is 1.1 billion people. Of this, the urban population comprises only 0.3 billion. Hence, a large part of India remains semiurban and rural. Average life expectancy at birth in India is 65.4 years. It is believed that a large part of the Indian population is in its middle age. The total number of working population in 2001 was 402 million people. However, a large part of the Indian population remains engaged in primary agricultural activities. In recent years, there has been significant growth of the secondary and tertiary sectors. Most youth in rural areas aspire to jobs in cities or semi-urban areas and move there for better prospects. Many men leave their families in villages and migrate to the cities in search of a lucrative means of making a living.

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In cities, both large and small, corporate India employs a large part of the urban working population. Besides, fields like medicine, education and even filmmaking are becoming more corporate.

Language
Contrary to popular belief, the national language is not Indian. Hindi is the official national language and is written in devanagiri script. India also speaks several other languages and dialects. Each state has its native language. However, 18 languages have been specified in the constitution including Bengali, Gujarati, Hindi, Kannada, Malayalam, Marathi, Oriya, Punjabi, Sanskrit, Tamil, Telugu and Urdu. The universal language in business and at the workplace is English. Hindi is spoken and at least understood in most parts of the country, although there is a much higher level of familiarity with it in the Northern regions. Peninsular India is mostly acquainted with English and very comfortable in the native languages of the states there. The GoI (Government of India) uses English as a principle language of communication, especially with business. However, Hindi is used in correspondence as well as in formal communication. The urban population understands multiple foreign accents and is familiar with terminology from different parts of the world. Most commonly understood phrases are from the United States and British English. At the workplace in cities, English is the main language of communication. Educated professionals speak the language fluently. It might be interpreted as patronizing or condescending to ask a manager if they understand English. From recruitment interviews to stock markets to business news channels, English is the language that is normally used. Leading newspapers and magazines, both political and business, are in English. Every region has a distinctive noticeable accent that permeates into spoken English there. People sometimes tend to slip into regional native languages or Hindi in their interactions. These lapses are often inadvertent and a manifestation of their comfort level with their mother tongue, though most people are sensitive to others present who do not understand the language.

Education
In 200203, there were a total of approximately 1,100,000 educational institutions in primary, middle and higher secondary education. Of this, a large number (approx 651,000) are primary education institutions. India has 304 universities that are of national importance. High quality education is available in metropolitan cities, mini metros and state capitals. The education curriculum is affiliated to universities and can be at diverse levels of difficulty and standard. Many people in the urban areas manage to graduate or reach post-graduation levels. Foreign education is also very desirable and affluent, middle-class Indians

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frequently travel abroad for higher studies. This is viewed as a step up in social as well as professional hierarchies. In India, the average level of exposure to management techniques and modern theories of business is extremely high. Most leading international management institutes either have partnerships or associations with domestic training institutes or business houses, where they conduct management programmes in India. Management graduates seek employment in global and multinational companies where prospects of global exposure, higher salaries and international postings are greatest. The popular bias continues to be in favour of technical, commercial and/or management streams. Social sciences and humanities subjects have gained acceptance in the recent past and although there are several courses offered in those fields, well known colleges and institutes focus on the most commercially oriented courses.

Religion
The Indian constitution specifies India as a secular state and professes no single religion. All forms of religion and places of worship co-exist. Some 80 per cent of the population follows Hinduism and, as per the 2001 census, Islam constitutes around 15 per cent of the total population, making it the largest minority. Other religions like Buddhism, Christianity, Jainism, Sikhism and Zoroastrianism account for a good part of other minority populations. Religions like Judaism are represented in small proportions also. In general, India is, religion-wise, a tolerant country. In the workplace, minorities and Hindus work together and no overt biases or preferences occur as a general rule. Harassment on the basis of religion or bias due to faith is more or less unheard of in corporate India. Devout people may prefer to pray on certain days in their workplace. This privacy is normally easily granted in a professional setup. Places of worship like temples, mosques and churches can be found all over the country but some companies reserve small spaces dedicated for prayers on their premises. Most managers are naturally sensitive to disparities in food habits, dressing styles etc of co-workers of a different creed. People are considerate and avoid inconveniences to colleagues whilst following any religious practices, for example fasting, on their work premises. Company policies include holidays for festivals of various religions and equality and fairness is the backdrop for any concessions granted for religious reasons. Businesses should remain neutral on their stances of religion and faith and it is advisable not to bring up religious differences and opinions in the professional environment.

Gender
In 200405, India had a ratio of 934 females per 1,000 males. Male life expectancy, however, is slightly lower than that for females. In 2001, the literacy rate of men was 75.3 per cent, whereas for women it was 53.7 per cent. Some rural and

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underdeveloped areas of India still tend to take a negative view on gender equality and female emancipation. In certain regions, the male child is believed to be the perpetuator of the race as well as the future patriarch and income generator of the family. Corporate India has seen several successful women rise to the top echelons of the organizational hierarchy in recent years. Today, women are represented across industries, sectors, geographies and management levels. Indian women are not only reaching leadership levels, but are key decision makers in boardrooms, both in India and internationally. For several decades, women have been studying, up to post-graduate levels and beyond. Fields like research, medicine, physics and biotechnology see many women rising to the top. In sectors like education, social services, arts and theatre, Indian women are also highly successful, both nationally and at the global level. In India, women participate and engage in various economic activities and their presence or impact is taken very seriously. Female Indian entrepreneurs run companies both large and small, and several lead large global corporations. It is hard to generalize undercurrents of gender-related tensions, but it is common for men to have female superiors and be perceivably comfortable with it. In urban and semi-urban areas, gender inequality in the workplace is rare and in some places absent in day-to-day functioning. Women are treated with respect and in the professional setup some level of personal distance can be maintained, although workmates interact freely at all times. In India, women shake hands and dine with their male colleagues and often work till late hours into the night, especially in cities. Private space and freedom is enjoyed by both sexes and personal relationships and familial interaction between colleagues of both genders is very natural and casual. In the semi-urban areas the professional male-female relationships are restricted to being formal. Today, Indian women are marrying outside their communities and even religion. Indian urban society is transforming into a post-modernist liberal social system and women are working outside the home and running households simultaneously, breaking the traditional notion of being a passive homemaker.

The caste system and social structure

The caste system was once made up of four varnas. The highest caste were the Brahmins, who were privileged, whilst the lowest were the Shudras, the untouchables, who performed the most menial of tasks. Other castes were the warriors and traders. Castes were an outline for personal identity and formed the basis for social hierarchy. With time, this system became more rigid and abuse of power as well as cruelty to the lower castes plagued the system. It degenerated considerably and steps had to be taken in the independent Indian constitution to give all castes the same rights and duties and allow for certain concessions for the oppressed. Today, practising the caste system or discriminating on the basis of caste is legally forbidden. In cities and urban areas, caste-ism is not practised anymore. Most people are even unaware of others varna status, mingling with each other

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freely. It is considered impolite to ask peoples caste in social and professional situations. In certain rural areas and interiors of the country, the caste system dominates the social system. Discrimination on the basis of caste continues there and the depressed caste is frequently ill-treated. Legislation and media focus in these instances have helped their decline, although the country is not rid of it entirely. Since the system and its accompanying malaise has been deeply embedded in the Indian social structure, a positive discrimination was planned to help uplift the backward classes who had not had the opportunity and right of entry to contemporary facilities. This meant the reservation of places in educational institutions for the historically under-favoured, since they havent had the good fortune of accessing modern education and other benefits of the developing nation. Several legislative initiatives have come about, including a proposal for employment quotas in the corporate world, but this bill is under contention.

Business culture
Indian corporate culture has evolved over a period of time. The workplace today is the amalgamated culmination of Western influence on Indian ethos. Most large global business conglomerates co-exist with mammoth diversified Indian groups, as well as smaller entrepreneurial setups. Every business and organization will have a unique culture that embraces Indian society and its norms, global practices and regional differences. There is not one homogeneous Indian management culture.

Talent acquisition
Availability of skilled manpower across segments and sectors within the country as well as talented Indians in different parts of the world that are willing to come back to their home country, supplies a unique skill conglomerate that represents India. Most job seekers and aspirants at junior and mid-levels look for salary hikes and benefits of growth, learning and potential for future avenues. At senior levels the motivators, apart from high salaries, are stability and span of control. Indian managers usually look for international exposure and impact on the global business in jobs. Indian managers make discerning choices in their employment. Today, with a number of sectors open to foreign investment as well as rewarding financial markets, professional managers are faced with many choices and demand a commensurate price for themselves. Large talent pools are available across industries, functional specializations as well as leadership and supervisory levels. People with international education and experience are also widely available. They can be accessed through networks, industry associations, search consultants or even advertisements. In interviews, it is not considered intrusive to ask about family details or age and resums contain personal information like marital status. Interviews are

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regarded as formal, the interaction taken seriously and most candidates are not shy. At middle and junior levels, extensive questioning may be required to understand exact responsibilities and skill sets. For top management, the style is less formal and on a more casual level. It is common for women to be interviewed by men (or vice versa).

Managing people
Indian managers view their workspace as a place that comes close to home. Relationship with superiors is formal, especially in semi-urban areas and certain traditional industries. Bosses are usually not called by their first names but are addressed as Mr or Ms. Peer level interaction is more casual and people develop personal affinities, often involving families. The post-modern organizational setup is different. Newer industries like IT (Information Technology) and ITES (IT-enabled services), with a younger work force, is more casual and the supervisor is treated with respect but the interface is less formal. Work relationships are identified by familial relationship formats. Superiors and bosses are thought of as the head of the family, whilst peers are regarded in the same way as siblings. Age is respected and revered. Communication is generally direct,. Empathy is required in interaction and body language is a good indicator of peoples thoughts and feelings. Language propriety and decency is essential, especially in the presence of women. However, in liberal work environments, it is forgivable to use inappropriate language up to a point. Touching is considered a sign of intimacy and not acceptable until a high level of familiarity is established. Managers are motivated by affiliation and a sense of identification with the organization. Power, recognition and achievement are large drivers for performance.

Conclusion
The differences and divides in social structures, behavioural patterns, power and wealth as well as socio-political economic systems constantly influence the way Indian people are perceived. It is difficult to make generalizations about Indian society as the nation is a complex and curious mix of races, cultures, ideas and beliefs.

5.2

Language and Communication

Deepak Mahtani, Managing Director, Winning Communications Partnership Ltd

There is no doubt that the international language of commerce is English, and this is true in India as well. However, as any visitor to India would have experienced, the English used in India is quite different from that used in the UK or the United States. It was George Bernard Shaw who remarked: The United States and the United Kingdom: two countries divided by a common language. English exists in India today because of British rule. One of the legacies left behind alongside the schools, the legislature, railroads and parliamentary structures, is the language of English. It is because of the English language and a combination of centuries of a strong emphasis on mathematics and sciences that India is on the world stage in terms of IT skills and BPO (Business Process Outsourcing). Many businessmen and women quickly drop their guard once in India because so much seems to be in English the signs, the street names, and the billboards look very familiar and people in the streets of Mumbai or Bangalore speak English. This would not be the case if they were travelling to China or Japan or Brazil. It is important for visitors to realize that they should not drop their guard but rather keep their cultural sensitivities in tact, in spite of appearances. It is both true and false that all Indians speak English. With a population of over 1 billion, there are differing degrees of competence in English. India has the second largest number of English speakers in the world after the United States. Some 15 per cent, or 150 million people, speak English. Some of the graduates from the venerable Indian universities and colleges read and write English fluently. However, their spoken English and comprehension levels may vary greatly. Others in various professions may have been abroad to the United States or Europe for a year or longer and would therefore have great fluency in the English language. Now with the proliferation of satellite and cable television, more and more Indians are being exposed to American English or British English, with popular serials and Hollywood blockbusters.

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However, to assume that they speak English to the same level of fluency and accuracy of a native English speaker is to flirt with danger. Most people doing business with India quickly discover that language and understanding are the key to ensuring success in India. As with many things in India, there is much diversity in the languages of India. Whilst there are 18 official languages recognized by the Indian constitution, there are over 1,600 minor languages and dialects, according to the 1991 census. Hindi is the national language and most Indians will learn Hindi plus the local language of their state. To this they add English, thereby becoming tri-lingual. Very few Indians learn to speak any other foreign languages, although some companies are today training their staff in some of the European and Chinese languages, given the growth of both their domestic economies as well as their international business. Given the extremes in India, one also finds extremes in the English language. You will come across urban professionals, educated in some of the best institutions in India, who have become prolific writers, novelists, politicians and journalists. You will also regularly come across taxi drivers, waiters, receptionists, shop-owners who earn their daily keep through contact with tourists and visitors to India with limited vocabulary, little grammar but great pride in saying I speak English with a wide smile. In between these two often colliding extremes is what many call Indian English or Hinglish, a new adaptation to the language to suit their own culture. You may hear some interesting expressions such as prepone, which an Indian proudly told me quite plainly was the opposite of postpone. He had a smile on his face when he said You English never came up with it but we Indians improve your language for you. Other expressions may be akin to old English that which we were accustomed to in the 1950s and 60s. I recently received an email announcing the sad demise of my uncle which I had to think twice to realise his uncle passed away. Or on your first visit to India you might be asked What is your good name?, which simply means your family name (and does by no means indicate that your first name is bad!) Some may refer to a group of women as of the fair sex. Please do the needful or please expedite are some other common expressions. There are still occasions, perhaps in an attempt to impress foreigners, when some Indians may speak in very flowery language. This can lead to interesting results. I was recently at a high-level business meeting where the host of a government delegation, realising that the programme was running behind schedule and his own speech would add a further delay, began with: Ladies and gentlemen, I am sorry to cockroach on your time further. At this some 50 or so delegates started muttering under their breath, looking at the floor for cockroaches! Of course, what he meant was encroach. Once you have become accustomed to these linguistic challenges, there come the more important and potentially more serious ones related to cross-cultural communication. The obvious communication issues are accents, names and pronunciation. There are certain rules of common sense that help. Speak clearer not louder, and

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slower not faster (I tend to reduce my own speed by 20 per cent with a speaker of another culture as a habit). Asking them to repeat if you have not heard something, rather than saying I cant understand your accent lends to a better relationship with your Indian counterparts. Also remember that they, too, have the same problem with many accents, names and pronunciation. Do not be surprised if an Indian slips into both the British and American pronunciation of tomato or potato in the same telephone call. He or she is constantly required to switch, depending on which client and geography he/she is working with at a moments notice. The first serious challenge is the fact that some cultures adopt a very direct style of language, whilst others have a more indirect one. The United States has a very direct style of communication. Americans say what they mean and mean what they say, with seemingly little regard as to how it is received. This may come over as very confrontational and aggressive to less direct cultures. Compared to the Americans, the British are not as direct, but to Indians, they still say it like it is, albeit perhaps in a more roundabout way. India is, on the whole, a country that is less direct and less confrontational in terms of language and communication. This comes over as a lack of assertiveness or not being willing to respond in a concise or direct way. Whilst it would not be a problem to say: Youve messed this up or This is shoddy and unprofessional in the US or the UK, Indians on the whole will adopt a language that is less direct and confrontational, by saying We may have to do this again or We should find a better way of doing this. Whilst a Westerner may simply say, Ive got a problem, an Indian may, more often than not, say something along the lines of: Would you mind sparing 15 minutes for me? The second challenge is the how the language fits the context. The same words, phrases and statements have different meanings in different contexts. I have been in numerous meetings with both Westerners and Indians present, both in India and overseas, where it becomes obvious that both parties are understanding very different things at the same meeting, for example that could be difficult to an Indian means thats impossible whereas to other nationalities it may simply mean that it would be a challenge. Another example of misunderstanding could be with timeframes. Time orientations across cultures are very different indeed, as any Swiss person working with a Spaniard will tell you, and vice versa. Short term and long term are phrasess used quite regularly. In most of Western Europe and the US, executives in the IT and finance industries were asked what timeframe they would give for short term and long term. They viewed short term as weeks, months, or six months maximum. Long term was deemed as anything more than that. Executives in India working in the same industries were asked the same question and replied that they saw short term as anything from six months to two years and long term as anything between from two to five years. Surprisingly a Swedish company wanting to test run some products in three Indian cities instructed their Indian partners to hire 50 sales staff for a short-term trial period. The Swedes finished their short term in three months and decided to

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pull out, leaving the Indians with 150 sales staff for another three months with nothing to do! It seems clear then that when it comes to language and communication, especially when one is dealing with time, deadlines and deliveries, it is essential to be very clear in specifying exact dates and times. The use of any time-bound phrases such as immediate, asap and prompt need to be qualified so there is a common understanding as to what these imply. The third challenge is the simple use of yes and no. I have trained thousands of Westerners in cultural awareness of Indians. Almost all, with very little exception, say that Indians generally do not say no. It is true that many Indians find it very difficult to say no as it is too direct, disrupts harmony and is counterproductive to a good relationship. One piece of advice I give expatriates is to never ask a closed question a question with a simple yes or no answer as this can lead to a dead end. It is better to use open questions, so rather than asking: Will you be able to deliver by 15 June?, to which the answer will invariably be yes, take a more indirect approach and ask When do you feel you will be able to deliver? Body language is also something to consider. The differences in international body language has been the subject of many specialist books over the years and the lack of understanding across cultures has possibly been the single largest cause of loss of contracts when doing business. Visitors to India will notice that Indians have a typical shaking of the head action or the Indian nod. This is not the yes nod as seen in Western societies. It is a circular figure of eight nod. Many take a group of Indians in a meeting or a training context smiling broadly, agreeing with everything you are saying and nodding in this way as a very positive sign of complete understanding and agreement. However, the Indian nod does not mean yes or no, but simply Im enjoying this conversation, a relationship is being built, so please carry on I am listening. Do not mistake this for agreement. Due to the fact that the Indian language is more indirect, words often do not mean exactly what they should. Whilst it is relatively safe to trust verbal communication in the West, more attention needs to be paid to non-verbal communication in India. Often what is not said is as important as what is said. Sometimes one needs to ask two or three leading questions to get to the correct understanding and action. Some managers often say we need to read between the lines when communicating with Indians. It is said that humour is a great ice-breaker and I would tend to agree with this. However, humour has its own context and what sounds humorous in one culture does not necessary translate or assume the same context. I have been in many meetings when a joke made by a British colleague falls on deaf ears with the Americans, French and German. It is therefore no surprise that often Indians may not understand or respond to your humour. In some cases, it may even cause offence or they could assume you are laughing at them. Tied into humour are idioms. The English language is full of idiomatic expressions. Again in their context, they are fully appreciated and understood. However, taken out of context, they could be interpreted more literally. Thus, often with Indians, when the English use expressions such as this will be the best thing since

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sliced bread, the Indians may be thinking Why are the English so hung up about their bread? and Can we say the best thing since naan or chapatti? Another area of caution is that of sarcasm and cynicism. Again, in a particular cultural context this is understood, but many an Indian businessman has walked out of a meeting assured of a deal with their British counterparts when they said Now, thats an interesting idea! in a tone of voice which in fact meant exactly the opposite. Accents and pronunciation can be a source of frustration to get right, especially when on teleconference calls. The key to this is to ask them to repeat and spell names or other concepts that may not be clear, and remember it works both ways. Some Western accents are very strong and can even cause difficulty between the Welsh, Irish, Scottish and English. Much of the communication tends to be more formal in India. This is due to the way language is taught and learnt, often very formally and by rote. Expect your Indian colleagues to call you by your last name or Mr Bob (Mr + First name) even if you have tried to insist to be on a first name basis. They will often do this to avoid over familiarity which would undermine their own status with their colleagues. The Indian in them will find it very difficult. Having outlined some of the key differences, here are a few solutions. Keep your language clean and simple jargon free. Do not embellish your words either spoken or written any more than is necessary. Keep it simple, understandable and as far as possible fool-proof, so no misunderstanding or misconception takes place. Confirm timescales with specific dates and times. Above all, even if you get it wrong, remember if you have a strong relationship with your Indian colleagues, it will be easier to overlook many of these differences.

5.3

Management and Leadership Style

Deepak Mahtani, Managing Director, Winning Communications Partnership Ltd.

One of the key challenges for foreign companies and managers doing business in India is trying to understand Indian leadership and management styles. In some areas, especially in the technology sectors of IT oursourcing and software, the influence of Western multinationals operating within India have made some Indian companies mirror Western culture. However, despite appearances, the majority of the work force in India still operates under a more traditional Indian management structure. This is especially true of many of the family-owned and -run companies and is more noticeable the further one moves away from the big cities in India. Status, age, position, and rank still continue to be important in terms of authority and respect as seen in the workplace. Decisions still tend to be made at the very top of the leadership chain. It is interesting to read of the current buy-out of Corus by Tata Steel, and this is fairly typical in terms of Indian management. Corus produces four times as much steel as Tata Steel, has a higher market value and turnover, and logic would say that Corus should be the buyer. However, Corus found in its negotiations that family-controlled firms such as Tata Steel were not willing to sell. Authority levels in India may be different from Western experience and expectations. Even though someone in India might share the same title or position with you, his or her actual authority levels may be lower than yours in terms of signing off an agreement, passing on information and the like. It is therefore essential to ensure you know what your counterparts authority actually allows him or her to do. Remember, do not be fooled by appearances. In spite of the recent economic resurgence of India since 1991, some 80 per cent of all Indians have Hinduism as their core belief. As a result, many Indians still today operate with their age-old traditions. Although it has been outlawed by two successive governments, and many modern Indians in the big cities will quickly tell you it does not exist, one of the key beliefs in the caste system is that of status, which still pervades the mentality and mindsets of many Indian managers. Whilst the system may have less of an influence that it did in the past, its impact is evident in the hierarchy found in India today.

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From airport authorities to immigration officers to border controls, civil servants and even hotel staff, hierarchy still holds sway in India. Whilst John Smith may have created the concept of division of labour for the West, Mahatma Gandhi once said: It is the strict adherence to the division of labour ordained by birth that has made Indians the shortest lived, most resourceless and most exploited nation on earth. It is this hierarchy that leads to much of Indias bureaucratic procedures and paperwork that no one seems to be able to escape. Figure 5.3.1 below illustrates the legacy many Indian companies have received and are still often struggling to move away from.

Trade Group

family

sons,nephews

traditional.organized

Source: Indian Leadership Style, Richard Lewis Figure 5.3.1 The legacy of many Indian companies The characteristics of this organizational structure are:

family members hold key positions; policy is dictated by trade groups; groups work together, develop close personal relations (through intermarriage) and come to each others support in difficult times.

This then translates in a number of observable behavior patterns:

tight control at top; limited delegation;

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managers value status and power; staff await and expect direct, personal instructions; ability to cope with uncertainty; a fertile ground for creativity.

Even in the more cosmopolitan cities like Bangalore and Mumbai, beneath the facade of the billboards and young cinema-goers are age-old obligations and symbols of loyalty. As Daraius Ardeshir, managing director of Nestl India said whilst explaining the difficulties marketers face when looking behind the facade of Indian modernity, Indians are capable of living in several centuries at once. When I visit my fathers house I still kneel and touch my forehead to his feet. In most Indian companies, everyone knows their place in society and in business. There is a strict adherence to hierarchical structures and a reverence for those in senior positions. This is sometimes demonstrated by junior staff standing to attention when their bosses or foreigners enter a room. As someone who even appears senior, you will be afforded the best service in order to keep pleasing you, as is evidenced in this brief dialogue which seems to be a common experience of many , from Cross-Cultural Dialogues by Craig Storti.

Dialogue
Writing a Report
Ms. Colson: How is the evaluation going, Ram? Ram: Ram: Ram: Ram: Ram: It is finished, maam. We can start on the report anytime now. Maam? I couldnt say, maam. When would you like it, maam? You can be sure we will do a good job, maam. Ms. Colson: Good. How long do you think it will take? Ms. Colson: To write the report. Ms. Colson: You dont know how long it will take? Ms. Colson: Well, I want to give you enough time to do a good job.

In Rams culture, it is the bosss job to give direction and the employees job to please the boss. It would be presumptuous of Ram to say how long the report will take, for that would be usurping Ms Colsons right as the boss to set deadlines. In any case, a good boss would know how long such a report should take and would specify accordingly. What is more, Ms Colson is paid a generous salary to make decisions like this and should not try to pass on the responsibility to Ram.

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Ms Colson is starting out from the point of view that employees are the best judges of their work and will perform better with minimum interference. The bosss job is to orchestrate matters so the work can be done in the time the employee says he or she needs. In short, employees are given much more responsibility for their work. One study of authority patterns in organizations in India found that 85 per cent of subordinates surveyed believed they worked better under close supervision. It is hard to imagine many Westerners feeling the same way. The cultural root of Ms Colsons attitude is probably that visceral reaction against rank, authority, and hierarchy in most of Europe and the US, with a bias for individualism and self-reliance. The ideal boss is still thought of as the one who gives workers their freedom and generally does not care what they do so long as they get the job done. A German manager of a company I work with visited India for the first time a few years ago. He was surprised to see a person serving coffee and tea on every floor of the fourstorey building. Assessing this as a waste of manpower, he then imported and installed a new coffee dispensing machine, serving latts, cappuccinos, and tea on every floor of their office building. A number emailed him to thank him for this investment. On his next visit there, he was shocked that the same four people who had been serving were standing by the machines, politely asking with a big smile What would you like, sir?, and mechanically pressing the buttons. He was told by the Indian manager that this was necessary, given the nature of Indian society, and to sack them would be to take away their livelihood. Due to the hierarchy in India, there is always a need for a boss or several bosses and they demand and sometimes do not deserve respect from those working for them. The boss is always right, so many Indian workers or team members will not disagree or correct their superiors even if they know they are incorrect. In contrast to Western hierarchical relationships which tend to be based on a fixed status and power relationship, governed by contractual agreements and an ideology of essential equality Indian hierarchical relationships are oriented toward firmly internalized expectations in both superior and subordinate for reciprocity and mutual obligations in a more closely emotionally connected relationship. Alan Roland, In Search of Self in Indian and Japan, Princeton University Press, 1988 Workers are generally told what to do and how it is to be done. This is one of the key criticisms of Westerners doing business in India. Also significant is leadership style. In contrast to many Western cultures that have adopted a participative or empowering leadership, which stresses active participation, initiative, idea generation and a greater delegation of responsibility throughout the organization, Indian leadership style tends to be more directive. This is common to India and most of Asia. Directive leadership stresses the direction given by senior managers to those junior to them. It looks to the boss for instructions, knowledge, wisdom and strategy, and does not encourage much initiative or feedback.

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One common refrain from many Westerners in India is that there are not too many chiefs, and not enough Indians, but rather there are too many managers but not enough leaders. This, of course, is not the full picture as evidenced by the CEOs of some of the largest IT conglomerates in India today, such as Infosys and Wipro, to name but two. However, these would be the exception to the rule rather than the rule themselves. Private companies suffered from problems typical of government sector companies in India Salaries were low compared to non-government sector companies. The principal reward that people looked forward to was the acquisition of new titles and perquisites by promotion into higher grades. The company had many levels of managers so that people could be rewarded as they progressed upwards in their careers. Power to make decisions was related to rank. Decision making was encumbered by the plethora of levels that information had to flow through. The directors and general managers sat atop tall organizational pyramids. And thus, level-by-level, the pyramids built up. The pyramids were organized by functions with a functional director, appointed directly by the government, on top. People within one pyramid did not work easily with people within others. [no] one could respond quickly to the changing needs of customers. Arun Maira Unless India produces more leaders who are able to lead rather than follow, its economy and long-term growth will be undermined. However, it is encouraging to see that it has a growing number of excellent examples and role models. One such example is that of Mr Etalluvalapil Sreedharan, who has become a hero by doing the seemingly impossible. Much of the infrastructure in India suffers due to the old style of management where bribes and corruption, a hierarchy of rule and command created delays, which led to half-finished projects in roads, airports and railways. The 10-mile metro in Kolkata took some 22 years to build, with a budget revised 14 times. As managing director of the DMRC (Delhi Metro Rail Corporation), Mr Sreedharan built Phase One of Delhis three-stage metro project last December a total network of some 33 miles, strictly on budget and nearly three years ahead of schedule. This caused the Prime Minster Manmohan Singh to call Mr Sreedharan a role model for future generations. Another such person who has challenged traditional Indian management and leadership style is Sam Pitroda, by calling into question many of the stereotypes, bureaucracy, hierarchy, bribery and corruption to government level. India desperately needs to create technological leaderships at all levels. While the information technology entrepreneurs have been justifiably celebrated in the country, we need similar stories in other fields. It is heartening to know that some segments of Indias politics and administration have begun to understand the importance of technology. They have also begun to understand that if they do not keep up with the

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pace, technology would make them redundant. In the 1980s when we introduced computerization of railway reservation system, certain quarters of Indias establishment reacted with unvarnished anger. They thought it spelled doom for hundreds of thousands of railway employees. Little did they realize that while technological intervention can be disruptive in the short term, in the long term its benefits far outweigh the loss. Sam Pitroda These role models need to increase in number and impact for India to change. The example of the IT companies have given many Indians and the growing middle classes their big break. A strong consumer culture is pervading through India, not only in the five big cities, but throughout India. This boost of belief in oneself and the I can make it mentality is overtly tangible today. There is every indication that a political will to change does exist. The President and the Prime Minister have seen how, in many ways, the private sector and industry has led the way to bring India into the market as a serious global player, something the GoI (Government of India) has been unable to do. I was studying different dimensions of knowledge society, how will it be different from the industrial economy. In the knowledge economy, the objective of a society changes from fulfilling the basic needs of all-round development to empowerment. The education system, instead of going by text book teaching, will be promoted by creative, interactive self learning formal and informal with focus on values, merit and quality. The workers, instead of being skilled or semi-skilled, will be knowledgeable, self-empowered and flexibly skilled. The type of work, instead of being structured and hardware-driven, will be less structured and software-driven. Management style will emphasize more on delegation rather than giving command. The impact on the environment and ecology will be strikingly less compared to the industrial economy. Finally, the economy will be knowledge-driven and not industry-driven. President Abdul Kalam, Inauguration of International Conference on Digital Libraries, 24 February -2004. Whilst progress may be slow, India often does things very differently from other countries. As Yogesh Deveshwar, chairman of Indias largest tobacco firm ITC, said: We are building a cathedral. They see us chipping away at the stone, and wonder at such a wasteful activity. In conclusion, perhaps the tiger analogy often linked to Asia (Japan, Taiwan, Singapore, Thailand and South Korea) is less appropriate to describe India than an elephant if someone is standing in front of one, they would do better to either sit astride or step aside.

5.4

Business Interaction
Deepak Mahtani, Managing Director, Winning Communications Partnership Ltd.

Many a business person starting to do business with India is confronted with a number of challenges. The way business is conducted is different from what one would expect. Having done business with Japan or South Korea does not necessarily guarantee success when trying to do business in India. The reason for this is that there are some key differences in the way Indians tackle business, based largely on the countrys history and religion. Whilst many things are changing in terms of business culture, with more professionals and companies trying to adopt Western business culture, the majority of Indian business still lags behind. India has a long tradition spanning over 7,000 years and its culture is engrained more deeply than many would care to admit or acknowledge. Will India ever change? In his book India Unbound, Gurcharan Das, former CEO of Proctor & Gamble, wrote: India is more likely to preserve its way of life and its civilization of diversity, tolerance, and spirituality against the onslaught of the global culture. If it does, then it is perhaps a wise elephant. And it is these cultural distinctives that make India a challenging country in which to do business. The key concept to grasp is that India does business through relationships. Extended family, arranged marriages, the relationships between family and business, the interdependence of culture, religion, work and life are only a few examples. This legacy of the family is one of tradition. From independence in 1947 up until 1990, 80 per cent of Indias output was controlled by 20 large conglomerates mostly family-owned and managed businesses with names like Tata, Birla, Mahindra, Bajaj and others permeating every industry sector. These names are still around today. It is unlikely that this family-centric approach will decline in any major form for the foreseeable future. It is estimated that family businesses make up some 70 per cent of the total market capitalization in India today and 75 per cent of total employment. Indians are born into groups (families, clans, castes, sub-castes and communities, be they social, cultural or religious). They live with a sense of belonging to these specified

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groups, which give them both security and identity. They act as social security, marriage bureaus, money exchanges and job agencies, etc. It is said that an Indians greatest fear is to be left alone to fend for himself. This is, of course, very different from the Western individualistic culture. It is within this social context and sense of relationship that business is conducted best. Many companies and indeed some of the largest in India today employing 20,000+ employees often appear as an extended family, with mutual respect and responsibilities being manifested at every level of the organization, between senior managers and middle managers, managers and employees and colleagues to colleagues. This is one of the main reasons that relationships are critical in doing business in India. Whilst much Western business is done in a task-oriented way, it would be wise for anyone trying to do business to focus more on personal relationships. This involves knowing family history, company history and referring to it. Remembering family names, ages, and job titles is very important. You may be surprised by what appears to be Indian curiosity when asked How much do you earn? or What kind of house do you live in? These are not intended to be probing questions, but purely aimed at building a relationship. The Indian mindset is if I can trust you as a person, I can trust you with my business. This is often why you may be invited for endless cups of tea or meals with your Indian hosts. Business deals may seem to take longer than you are used to. However, to an Indian, the view seems to be: if I know who I am working with, I can leave the business to take care of itself. Initial contacts or meetings often may take place over lunch or dinner, usually in a neutral place such as a restaurant or hotel lobby. If an Indian invites you to his or her home, it is a great honour and you should accept if you can.

Contacts or Referrals
Another key to unlocking success in India is working with contacts or referrals. Cold calling works to some limited extent in the Western business world. However, the rate of success of cold calling in India is next to nil. Instead, success is aided very much by who you know or who has recommended you. This is not to say that appointments are impossible to come by in India people generally are too polite to refuse but you may not see the right person at the right level for any decision or buy-in. Using your local contact and going under his or her recommendation will save you much time and effort. They know the local customs, ways of doing business and can help you navigate an otherwise sometimes frustrating environment.

Status and Authority Levels

It is very important to know who your counterparts in India are. What authority level/s does he or she have to agree terms and conditions with, sign agreements with, etc. Many a Western business person has experienced a very positive

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meeting, with all the right signals and many promises, but then received no business at the end of the day. The myriad of inter-relationships and interpersonal contacts that people have mean that it is always preferable to go with a referee, someone who knows the local scene or is an agent. Even if it costs a few percentage points less in terms of profit margins, it does tend to save a great deal of time and sometimes endless meetings with a string of people. Due to the importance attached to status and hierarchy, it is essential to get your own credentials right. Some business people going to India make separate cards indicating their position, their qualifications and any letters after their name. Often a letter of recommendation from head office or a senior manager or CEO can suffice. This is especially so if the perception of your Indian counterpart is that they perceive you to be young and inexperienced in a culture where age and experience derived with years of service are still important. It is a rare occurrence that (apart from a handful of IT and finance companies) people in senior management are aged below 50 years. Whilst much Indian business interaction in the office environment seems formal, the importance of an informal setting cannot be overlooked. It is often in informal settings (over a cup of tea or meal), that problems are raised, real decisions are made, and true and honest feedback on project deadlines and timetables is received.

Negotiation everything is negotiable

Another key to business interaction in India is understanding negotiation or what many Westerners call haggling. It is said that Indians have negotiation in their blood. They are a nation of traders and marketers. Every young Indian grows up with the concept that everything is negotiable. Sometimes children as young at five years old can be seen bartering for sweets. This practice continues throughout their lives. Negotiation is a way of life and an Indian quickly learns that if one does not negotiate, he or she ends up the loser. Negotiatation arises with rickshaw drivers, taxis, and shopowners. It is expected and is not restricted to price. Indians negotiate what table they sit at in a restaurant, which floor of a hotel they stay in, how far from the elevator they are located the list goes on. For the businessman in India, the biggest frustration will be an aversion to negotiate and accepting things at face value. What you see is not necessarily what you get. Indians also negotiate time and deadlines. What begins as a timeframe of four weeks will be negotiated to six or eight until gradually a common agreement. Many foreign business people say that the Indians are some of the hardest negotiators in the world and truly do drive a hard bargain.

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Conflict
Due to the strong relational basis of society, conflict and conflict resolution is very different to what many Westerners are accustomed to. In many Western societies, conflict is a part of work and business. In fact, it is part of the creative cycle. In India, however, Indians tend to avoid conflict at all possible cost, as it is seen as bringing shame and loss of face to an individual, a company or indeed an entire nation. Conflict is handled within the context of the relationship with an intention to preserve the relationship and the harmony within it. This is best illustrated with two examples: A French company I dealt with had a good relationship with their Indian partners, whose managing director was known to me. After a few years, however, things became difficult. The French managing director called on a Friday, telling me that his Indian counterpart had not returned his calls, did not see the importance of the deadline and as a result was going to sue the Indian company. After calming him down, I told him that this is not how things are resolved in India. Having told him to give me the weekend, I spoke to the Indian MD, informed him of the French MDs anger and that urgent steps needed to be taken. We had a three-way telephone conference on the Monday talking warmly about the last seven years of work, how they worked well together, and into that context introduced the current problem. By the end of the discussion, having re-established the relationship, we managed to move on. A colleague of mine who travels regularly to India recounted a story of being in a traffic jam in Bangalore. His private car was taking him and his two overseas guests from the hotel to Electronics City. In heavy traffic, his car hit the taxi in front. Already running 30 minutes late, the foreign guests were becoming impatient. The two drivers got out of their cars, inspected the damage, exchanged a few words and pointed in a direction. A few metres later, they turned off the main road and stop off at a tea shack. By this time, the two guests were furious and demanded their host did something, but the Indian said: It will be sorted out. A few minutes later, the two drivers walked back to the cars and my colleagues driver just put a few hundred rupees in the taxi drivers hands for the repairs and got back on the road. There were no lawsuits, no insurance claims, conflicts were handled within the relationship, seeking, above all, to maintain harmony. If at all possible, it is better to try to work out differences within the relationship and maintain harmony with colleagues. Do not instantly say: Ill take you to court or Youre breaking the contract. These concepts of court and contract are very different in India. Some of the key differences in Indian business interaction can be summed up as the following:

Values: success brings increased status; creativity is admired; positive attitude to experimentation; honesty is not a major issue as a value, but is relative; fatalism is widespread;

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risk-taking is common and seen as positive; strong work ethic.

Relationships: accepting hierarchical system with its duties obligations; boss must be humanistic; loyalty to a group; honour to both family and group is defended; strong family orientation. Negotiating Style: given authority (but may choose not to use it); negotiation is seen as a game of life; indirect; non-confrontational.

Keeping these factors in mind will enable your business interaction in India to bring successful results. Indians are often said to be some of the most hospitable and friendly people. You will not only engage in good, effective business, but also develop some good friends who will challenge your own views and ideas and open your mind to new horizons. Perhaps this is the richness of India being able to assimilate the old and the new, the good and the bad, the rich and the poor. The extremes do not seem to contradict or clash as much in a country such as India.

Part Six Industry Sector Reports

6.1

Trends in the Indian Pharmaceutical Market

KPMG

The Indian pharmaceutical sector is currently undergoing unprecedented change. This can be attributed largely to the countrys introduction of product patents on January 1st, 2005. Under the new patent regime, many multinationals are making a comeback on the Indian centre stage; the attractions being Indias traditional strengths in contract manufacturing and as an outsourcing location for R&D, particularly for clinical trials and other services. Today the sector has increasing direct investment from MNCs and is placing more emphasis on the biotech segment and brand development. For the future, R&D and acquiring skills from one another/consolidation of the fragmented Indian pharmaceutical sector will become imperative. Global pharmaceutical outsourcing is also gaining popularity and Indian companies are well poised to exploit this opportunity with its technical skills, regulatory skills, cost advantage and global relationships. India is fast becoming a leading destination for CRAMS (Contract Research and Manufacturing) with advantages like cGMP (Current Goods Manufacturing Practice) and FDA (US Federal Drugs Agency) compliant facilities, manufacturing capabilities, R&D base, superior information technology capability, cost efficiency and pool of skilled personnel.

Key Trends

Indian Pharma industry is on a global acquisition drive and is becoming a significant player of the global pharmaceutical market in the generics space. Global pharma value chain is being redefined by Indian players through building collaborative networks and becoming outsourcing partners of the MNC pharma majors. The draft New Drug Policy, which intends to bring additional 354 drugs under price control, has been opposed by the pharmaceutical industry. The matter is now referred to a Committee which is expected to give its report by end of September 2006.

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Many Indian pharma companies are now unlocking the value of their NCEs (New Chemical Entities, ie a new compound or drug), which are currently under development, through out-licensing them to a pharma MNC or de-merging them into a separate company. Private equity funding is also being considered as alternate funding mechanism. There is an increasing visibility in the CRAMS space, which is being considered as the next emerging and scalable opportunity for the Indian pharma industry. In the generics space the pricing pressure continues, however, Indian companies have been able to win rights on blockbuster drugs. With the advent of product patent regime and increasing affordability, MNC pharma companies are planning to accelerate launch of their patented products in India. The R&D spends of Indian pharma companies are increasing, albeit at a lower rate of growth. There are now around 10 -12 companies conducting research on new molecules as opposed to 3-4 companies few years ago.

Snapshot of the year

Indian pharma industry leveraged many global as well as domestic opportunities and emerged as global player in the international arena. While the key exclusivity wins in the generic space further boosted Indian pharma industries already leading role in global generics production, global acquisitions made helped them in making their mark in the international markets. Through these global acquisitions, Indian pharma players consolidated their positions in the existing markets, shored up their product portfolios and entered into new geographies. The CRAMS space also saw Indian pharma companies striking significant deals. In the NCE / NDDS space Indian pharma companies unlocked significant value through de-mergers / private equity funding and out-licensing. Indian domestic pharma market too performed well with 9 per cent growth in value terms and 7 per cent in volume terms. There is a marked difference in strategies adopted by Indian pharma companies and MNC pharma companies operating in India. While Indian companies focused on global acquisitions and exploring in-licensing & marketing alliances, MNC players are planning to gradually bring their block buster drugs to India with the advent of product patent regime.

Key Industry Considerations

Pricing pressure - Generics, one of the largest segments of the Indian pharma industry, has been facing intense pricing pressure on the back of slowdown in the patent expiries, advent of authorized generics and increased competition among new and existing players. With the entry of small and medium sized firms, the price erosion to the tune of 85-90 per cent has become an industry norm.

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Low R&D spends - Introduction of Patent Act in 2005 restricts the use of reverse engineering, which was the main driver of growth of the Indian pharma industry. For Indian manufacturers to fulfill their ambitions to become significant players on the world stage, significant investment in R&D is required; at 2 - 4 percent of sales, these are currently far below the global spend levels of 10 to 20 percent. Price Controls - the draft New Drug Policy intends to bring an additional 354 drugs under price control. This would lead to increasing the DPCOs span of control over 50-60 percent of the market as compared to the current 25 per cent. Drug prices in India are amongst the lowest in the world, further price controls will adversely impact profitability the industry. After prolonged discussions, the Government has agreed to refer the matter to a Committee, which is expected to give its report on the matter by end September 2006. As an interim measure, to bring down prices, industry has agreed to restrict both wholesalers and distributors margins.

Opportunities Leveraged
Generics: In the generics space, after long time, Indian companies won exclusivity rights on blockbuster drugs. Ranbaxy received 180 day exclusivity (80 gm.) on Zocor (Simvastatin) and Dr. Reddys became the authorized generic for Merck for Zocor. Dr. Reddys also launched Allegra with two other players in the market. Sun Pharma also enjoyed semi exclusivity on Ultracet. Indian pharma industry continued with its dominant position, with 35% share of the global DMF filings, and participated in every possible generic (patent expiry) opportunity. CRAMS: One of the important trends observed is, long term relationships being built between Indian pharma companies and Pharma MNCs, leading to a preferred vendor status for the Indian companies This is a key success factor in the exploitation of this opportunity. Significant deals were entered into across the CRAMS segment including custom synthesis, Intermediates, APIs and Formulations. Nicholas Piramal, who pioneered this concept, has entered into an agreement with a Fortune 500 company for the supply of formulations. Dishman Pharma has built a long term sustainable business model by having collaboration agreements with various Global Pharma majors. Special Economic Zones (SEZs): The new SEZ Act is expected to take Indias manufacturing competitiveness to the next level. Indian pharma industry which is becoming a global player in the international arena through its exports focused approach was also in the lead among various industries for capturing this emerging opportunity. As many as 15 Pharma SEZs received an in - principle nod from the SEZ Board, including 11 pharma SEZs and 4 Biotech SEZs. Global Acquisitions: Indian pharma companies have been among the most aggressive investors for foreign pharma assets. A Few large acquisitions have catapulted Indian companies into the global league, competing against Generic giants. For e.g., With Betapharms acquisition Dr. Reddys has become the 4th largest generic company in Germany while Terapias acquisition has made Ranbaxy the third largest generic player in Romania. Indian pharma companies focused more on EU region for acquisitions where, they believed, a wider range of

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companies were available at reasonable valuations. A buoyant Indian stock market facilitated the Indian Pharma majors accessing acquisition currency in the form of Foreign Currency Convertible Bonds (FCCBs) and increasing private equity funding also chipped in with renewed faith in Indian entrepreneurial capabilities India Pharma Inc. - CRAMS Model for Success Global pharma industry is going through a fundamental shift with rapidly changing business landscape. Mounting cost pressures, declining R&D productivity and increasing drug development costs are forcing MNC pharma companies to outsource their core and non core activities to low cost destinations like India. Many MNC pharma companies are on a major cost saving drive and have announced outsourcing as major component of those plans. The proposed cost savings plans of big pharma companies offer significant opportunities to the Indian pharmaceutical industry, which, with its strong chemistry skills, low labour costs, proven process expertise and large number of US FDA approved plants, is at the forefront for capturing a larger pie of the global CRAMS space. Besides cost, time to market is also a significant factor that is driving outsourcing of clinical research and clinical trials. In the drug development process, a new drug spends around 8-10 years in the clinical development stage. With looming patent expiries, faster time to market at a lower cost has become the need of the hour for innovator pharma companies. Major Contracts signed in the CRAMS space to date:
Company Nicholas Piramal Innovator AMO Allergan Fortune 500 company AstraZeneca Global hospital products company Pfizer AstraZeneca GSK Eli Lilly Boots Plc Abbott Solvay AstraZeneca GSK Merck Area Neutralising tablets API Formulations for many products APIs & Intermediates for many products APIs for many products APIs/formulations for Veterinary products APIs & Intermediates for many products API for Ranitidine APIs for Nizatidine and Cyclosorine API for Ibuprofen NA API for Eposaratan Mesylate Intermediates for Esomeparzole Intermediates for 3 products Intermediates for 3 products Two intermediates for Pantaprazole Intermediates for 8 oncology products API for Cephaloeporins API for Acyclovir CCS for 3 molecules

Shasun Chemicals

Divis Lab Dishman

Cadila (through JV) Altana Mayne Lupin Matrix DSM GSK

Jubilant Organosys Eli Lilly

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The opportunities in this space are highly visible and scalable too. Various industry sources estimate the global CRAMS market to be worth USD 55 billion by 2010, including USD 30 bn of Contract Manufacturing and USD 20 billion of Contract Research involving Custom chemical synthesis (CCS) and Clinical trials Growth enablers: Besides the domestic factors, such as low labour cost, strong chemistry skills, quite a few events at the regulatory and international fronts are expected to be significant growth enablers for the Indian pharma industry.

Growth enablers - Domestic:

Cost Advantage - India offers superior cost advantage throughout the drug development process due to world class FDA compliant manufacturing facilities at 30-40 per cent lower costs, labour cost being 20-25 per cent that of developed countries and lower initial capital expenditures. Diverse patient population - vast genetic pool of patients and volunteers accelerates enrollment process Well defined guidelines - India has well defined guidelines for conducting various stages of clinical trials and all Indian Contract Research Organisations follow international guidelines such as ICH-GCP (Good Clinical Practices) and GLP (Good Clinical Laboratory Practice) Infrastructure: Indian Contract Research Organisations have been beefing up the requisite infrastructure for conducting contract research and manufacturing. This includes research professionals, latest laboratory equipments and technology, etc.

Growth enablers: Regulatory

Introduction of Product Patent regime - has increased International companies confidence in Indias outsourcing industry. Though many Indian companies have been working as sourcing partners for big MNC pharma players, the recently introduced regime is expected to strengthen IPR compliances on industry wide basis.

Growth enablers: international

Patent expiries of top selling drugs - Big pharma companies are facing intense competition from generic players. Many existing top-selling drugs are facing patent challenges and thus competition from generic players. This will put immense pressure on their operating performance, which in turn force them to outsource non-core as well as high cost activities to improve their performance. Drugs worth USD 40 billion are expected to lose their patent protection in the next three years; this would lead to more outsourcing by innovators as well as generic players to arrest falling profitability. Adverse business environment in Europe and US - Global players in the CRAMS space are facing tough times. High cost pressures on the back of rapid asset creation, emergence of high quality and low cost destinations like India and China and intense price competition among generics players are some of the factors that have contributed to the existing business challenges. Innovator pharma

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companies are now increasingly looking at alternative sourcing destinations like India and China to shift businesses from high cost regions like Europe and USA. International acquisitions by Indian companies - will act as significant growth enabler. In order to scale up rapidly and have adequate infrastructure in place, Indian companies have made quite a few acquisitions in the CRAMS space. Rationales for these acquisitions vary from case to case but cover the entire value chain.

Acquisition of manufacturing facilities in China to access low cost APIs Acquisition of CROs in Europe to leverage on existing client relationships of acquired companies Acquisition to bride the gaps in the service offerings and become full service players Acquisitions to gain access to newer technology platforms for high-end custom synthesis and clinical research work and new clients

Indian players focused on CRAMS space are creating the necessary infrastructure required to tap this opportunity. Though business models adopted by players present in this space are different, there are few factors which are common across CRAMS value chain and would determine success in this space.

Critical Success Factors

Strong IPR Compliances: This is one of the most critical factors in global pharma outsourcing market. Most of the Indian companies are also present in the generics space and this could lead to a conflict of interest between the CRAMS players and innovator pharma companies. Indian companies will have to consistently adhere to strict regulatory and intellectual property ethics, policies and business models to enhance their MNC clients confidence. Relationship with MNC pharma companies: It is important to become a preferred vendor for select big pharma companies than a one-off supplier for many companies. This helps in creating entry barriers as building a long term relationship takes around 2-3 years. Typically preferred vendors get to cater to 50-60% of the supply requirements of the MNC pharma partner. Considering that big pharma companies have large product portfolios, as the relationship matures the MNC partners scale of outsourcing operations will invariably increase. Presence across CRAMS value chain: Each stage of the CRAMS space is unique and has its own benefits and limitations. The key is to have presence across the CRAMS value spectrum to fully capitalize on opportunities provided by this space. Though CCS and the contract research space offers limited scale and volume, margins are high in these stages. Strong chemistry skills at the CCS stage is a significant step in getting increasingly involved with the overall drug development process and developing relationships with MNC pharma companies. The contract manufacturing space is highly scalable and players have to gear up for large volumes. Though margins at this segment are moderate and not as high as they are in CCS / contract research space, the increasing volume of supplies of APIs or formulations helps achieve economies of scale and higher profits.

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Managing Mergers & Acquisitions and Successful Post Merger Integration As Indias leading pharmaceutical companies are transforming to global players, utilizing both organic routes, through the gradual building up of a business and increasingly inorganic routes, via mergers and acquisitions, as they seek to boost their presence in existing markets and open up new ones. The mergers and acquisitions have been typically driven by strategic aspects which would range from

Enhancing the top line through: increasing global presence widening market reach and growing the global footprint enhancing the product portfolio gaining access to new customers Establishing presence in a new area in the Pharma value chain Increasing efficiencies through leveraging economies of scale Gaining access to new proprietary technology among several others.

The transactions in the current context, i.e. cross-border acquisitions have provided players ready access to key markets and strong distribution networks. Increasing number of Indian pharmaceutical companies has been scouting globally for acquisitions and in the last few years have been the preferred buyers. Some prominent acquisitions in 2005-06
Company Dr. Reddys Ranbaxy Target Betapharm Roches API Business Terapia Ethimed NV Allen Spa Docpharma Trinity Laboratories Target Research Associates Solutia Pharmas Contract chemical process research and development Synprotec Able Laboratories Two facilities from Valeant Pharma Avecia Pharma Bio Syntech Inc Milpharma Focus Area Value (USD mn) Generics APIs Generics Generics Generics APIs CRAMS Generic Formulation CRAMS Transaction Date 573.6 59 324 n/a n/a 263 20.3 33.5 74.5 Transaction Feb-06 Nov-05 Mar-06 Mar-06 Mar-06 Jun-05 Jul-05 Oct-05 May-06

Matrix Jubilant Organosys Dishman

Sun Pharma

Nicholas Piramal Aurobindo

Contract Research Dosage Manufacturing Branded Formulations, US generics CRAMS Contract Research Generics

3.5 23.5 10 16.9 6 13.4

Apr-05 Dec-05 Aug-05 Oct-05 Jul-05 Feb-06

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There are several issues that corporates need to consider if they are evaluating potential cross-border acquisitions.

What determines the success of a transaction and hence of a merger?

In order to better understand this, let us firstly define Value of a deal. And we believe this does way beyond the financial deal value. Deal Value is about unlocking the inherent potential of the two merging businesses/organisations/products, which essentially leverages synergies and hence realise the true power of the combines/merged entity. Hence, the success of a transaction lies is in the ability to extract value, beyond what the individual businesses are capable of and to leverage synergies of the combined entity through a carefully planned and executed post merger integration programme. Successful post merger integration is one which minimises the Value Gap, specifically focused on minimising the transition/transformation gap as explained below:
The value gap between expected and achieved results has two components.
2 Transaction Gap

Value Gap

1 Transition/ Transformation Gap

$
True Potential Value (Realizable) Expected Value (Purchase Price)

$
Achieved Value (Actual) "Transaction" Gap Reasons for Failure Overoptimistic appraisal of market potential Overestimation of synergies Overbidding

"Transition/Transformation" Gap Reasons for Failure Poor post acquisition integration Planning is not strategic, but is rather opportunistic or emotional Execution is rushed and due filigence is insufficient Cultural and operational integration planning is inadequate implementation is poorly orchestrated Success evaluation metrics are ot defined, so results are not measurable

The value gap stems from several issues, i.e. transaction issues, strategic issues, financial issues, legal issues, human resource issues, cultural issues and intellectual property issues. Transaction issues consider the most appropriate structure, whether it is a 100% buy out or a majority/minority joint venture, the price range and assessing the minimum price expectation of the target. Strategic issues encompass identifying the benefits from the transaction, the right partner and products. It also involves a clear understanding of the market and its potential. A continuous evaluation of the feasibility of achieving strategic

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objectives and translating business strategy into a post merger implementation plan also fall under its purview. Under the umbrella of financial issues comes developing a suitable operating plan with financial forecasts, paying an appropriate price relative to comparable transactions and assessing the financial structure of the deal with a prudent mix of internal accrual, debt or equity. Differences between varied accounting policies, tax issues and the countrys stock exchange compliance rules should also be considered prior to going ahead with an acquisition. M&A also raises many legal issues that affect strategy, deal structure, responsibility and liability. Often the company is unaware of all the legal guidelines in the different countries and some countries have stringent law and environment provisions. Other legal issues that need to be addressed are compliance of the transaction with local, state and federal laws and conducting a diligence to unearth any potential lawsuits or potential claims. Intellectual Property issues must also be considered during an acquisition. IPR counsel must be involved from the beginning of the due diligence process and should conduct an independent review of IP assets. IP assets that are currently active must be evaluated and trade secrets must be studied to see if the seller has an active and documented program. The acquirer also needs to confirm if there are any non-disclosure and non-competition agreements in place with current officers and employees. A check on unregistered IP assets must be scheduled as well as the acquirer should confirm that an incomplete schedule of IP assets has not been provided by the target. Presently, people issues are fast becoming a priority for M&As. Initiatives must be taken with regard to organization structure, recruitment, retention, management and payment scheme. One must evaluate the employee resistance to the change in ownership since gaining emotional and intellectual buy-in from the staff is not easy. During a merger, employees are concerned about job security, power and prestige changes, loss of identity and unequal compensation. Reward programs, pension and retirement benefits and commitment to medical benefits also add to the uncertainty. In terms of the key personnel, the company must select the best management and leadership team to lead the new organization. It must also identify employees for retention, their performance management and business continuity. A culture mismatch is one of the main reasons for failures of cross-border acquisitions. The difficulties that arise while effectively integrating the cultures of the company is underestimated. Language barriers and disparities in organizational culture can be a detriment to the process. As M&A activity increasingly involves companies from different countries, cultural factors become more pronounced which may lead to significant talent churn and morale problems. However, all the issues relating to an acquisition are not deterring Indian companies to aggressively look for opportunities overseas. Infact out of the seven reported deals in 2006, Indian companies were the acquirers in four. The largest of these four deals was DRLs US$570 mn acquisition of Betapharm. Ranbaxy also put down about US$430 mn for 3 buyouts including Allen SpA in Italy, Romaniabased Terapia (for US$ 324 mn) and Belgium-based Ethimed. Other majors such as Wockhardt, Lupin and Sun Pharma are also on the lookout for potential targets.

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The trend of Indian companies acquiring companies globally is likely to continue. The sluggish growth in domestic market, global generics opportunity, the consequences of post product patent regime and cost advantages of manufacturing in India, will further drive Indian companies in aggressively gaining a global footprint across the regulated markets to garner additional market share, increase R&D capabilities and enhance product portfolios. Within the next decade, India stands tall on the global pharmaceutical stage and ready to make an unforgettable impact. Given the dynamics of the Indian Pharmaceutical industry and the increased trend of overseas acquisitions, some of the additional post merger integration challenges include:

Defining the Corporate Governance structures, given the structure of the overseas business Leveraging strengths of both entities and defining targets for the combined entity Implementing robust planning processes to enable the merged entity to function optimally in the post merger context Aligning the employees to the Vision of the combined entity, thus increasing employee morale and minimising employee attrition Assessing the implications of the cultural differences and establishing a common way of working Communicating to all customers and business partners especially given that a merger lends vulnerability to any organisation from a competitive perspective

Addressing these issues and challenges successfully and staying focussed on the integration objectives, towards delivering Value is what Post Merger Integration entails Every merger has its unique characteristics as would be defined by the dynamics of the industry and the characteristics of the organisations/businesses concerned.

A well planned and thought through post merger integration program begins upfront during the deal execution phase itself and has distinct phases:

Plan and Design:

Confirming the synergies and drivers for the merger and hence the integration Defining the integration objectives, priorities and targets Planning the integration program Management alignment and Team orientation

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Integrate:

Execute prioritised projects to integrate the structure, processes, policies and systems of the merging businesses Constantly monitor progress vis--vis integration targets Communicate and manage change across the organisations

Evaluate:

Measure success of the merger Define and adopt a mechanism for continual improvements In our experience most mergers go through a typical lifecycle which in turn is certain challenges unique to the stage of the merger
Challenges along the distinct phases of the integration, which typically contribute to the 'Value Gap'
Establishing detailed key performance measures in business case/ strategy map Monitoring and tracking performance of M&A process against value benefit timeline Realizing full potential of merger related benefits Providing reporting systems and formal communications Ongoing program and project management Defining the synergies opportunities in line with strategic vision for the merger Articulating a dear strategy map for the merged entity Awareness education of the key stages of the M&A process Understanding associated business and people related risks and opportunities Addressing organizational readiness to change Through planning of the integration program with targets defined Addressing uncertainty, fear and anxiety Managing and minimizing business risks; unlocking opportunities Minimizing 'road blocks' Considering regulatory, tax, accounting and legal position Executing the deal efficiently Building an appropriate program and project management infrastructure

IV: EVALUATE
Value realisation

I: PLAN
Understand Value at Risk

Managing and minimizing risks; unlocking opportunities Maximizing stakeholder buy-in and involvement Management of investor, customer and employee relations/ communications Realising tangible and intangible benefits

III: INTEGRATE
Value creation

II: DESIGN
Value Preservation

Leveraging the SEZ opportunity

Introduction
Special Economic Zones (SEZs) have, in recent times, re-incarnated to serve as growth engines that can boost manufacturing, augment exports and generate employment. With the promise of an internationally competitive hassle-free business regime, and a basketful of fiscal incentives, it is anticipated that this new regime will pave the way for a large flow of domestic and foreign investment into the SEZs, which will lead to generation of additional economic activities in India.

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Features of the SEZ regime

The core features of the SEZ regime are:

Governance by a dedicated, comprehensive legislation, in the form of The SEZ Act, 2005 and The SEZ Rules, 2006, which portends stability and clarity Flexible land area requirements specifically tailored to suit industry-based requirements- 1000 hectares for multi-product SEZs, 100 hectares for multiservices and sector specific SEZs, 10 hectares with specified built up processing area requirements for SEZs in the IT-ITES, Gems and Jewelry, Bio-tech, and non-conventional energy, including solar energy equipments/cell sectors. A single-window clearance system supported by ring-fenced administration within the SEZ, aimed at providing a hassle-free environment for entrepreneurs operating within an SEZ Substantial fiscal benefits, in the form of relief from direct and indirect taxes, offered under the SEZ umbrella Foreign Direct Investment encouraged, by doing away with regulatory approvals Strong thrust on private participation in the development of numerous SEZs spread across the countrys vast geographical area, with the various State Governments vying with each other by promising to provide infrastructure and other support expected of them under the legislation Promise of a global business environment, state-of-the-art infrastructure and an upscale standard of living, going by the various infrastructure and social amenities that the SEZs are encouraged to provide for Significant increase in exports in recent times from the country, by an increasing number of entrepreneurs, who would wish to ride the SEZ wave Encouraging and helpful attitude of the regulatory authorities at the Central and State levels, in clarifying issues in the emerging legislation, and in the approval process

The Pharma industry and exports

The Indian Pharma industry today is poised at an inflexion point where it can transform itself from being a largely domestic generics player, into an aggressive global participant In particular, the potential for exports and foreign exchange earnings has received a fillip in recent times. Some of the driving factors are:

the introduction of product patents leading to the return of the global Pharma giants to India, with a greater assurance as to protection of their intellectual capital

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growing awareness of Indias inherent advantages such as size and skill of work force, cost-competitive research base, cGMP compliance and FDA approved manufacturing facilities, etc, leading to a surge in incidence of Pharma outsourcing across the value chain, be it contract manufacturing or setting up of research bases in India, recognition by the Government of the role of exports in the future growth of the Pharma industry, in the form of commitment to specific measures to be undertaken namely, tackling the non-tariff barriers to Pharma exports, focusing on special countries / regions having great potential for Pharma exports, signing of the South Asian Free Trade Area (SAFTA) agreement for smoothening intraregional Pharma trade within the SAARC countries, organizing international Pharma meets / conferences, etc. Setting up of Pharmexcil in mid 2004, which is the sole authorized agency for issuing Registration-cum-Membership Certificate to exporters of drugs and pharmaceuticals. It is proposed to strengthen Pharmexcil, financially and otherwise, to set up warehouses / offices in other countries to help Indian entrepreneurs by forming an online library, organizing exhibitions and brand building activities.

The aforesaid factors/developments that have created a pro-export business atmosphere in the Pharma industry have been topped by the new SEZ regime which directly encourages exports.

Participation in an SEZ
Pharma Companies can participate in two ways:

As Developers: Purchase / acquire land admeasuring 100 hectares or more, and develop it into an SEZ by themselves, or collaborate with other Pharma Companies, or Co-Developers, who could contribute by providing infrastructure in the SEZ. In this SEZ, the Companies could set up their own operations and also make a part of it available for other Pharma Companies to set up Units and carry out their operations. The income received by the Developer Company (and the Co-Developer) from the business of developing the SEZ would have the benefit of a 10 year tax holiday (out of 15), besides relief from Minimum Alternate Tax (MAT) and Dividend Distribution Tax (DDT) and a host of Indirect tax benefits. Approvals for this purpose need to be obtained from the relevant State Government, as also the Board of Approvals constituted for this purpose. As Units: Pharma Companies can set up units in recognized SEZs especially if exports are expected to constitute a major part of their activities. While no threshold has been specified with reference to the extent of exports expected to be made by the Unit, it is required to be a Net Foreign Exchange Earner, as prescribed. Fiscal benefits cover a host of indirect taxes and a 15 year tax holiday, broken into three tranches of five years each, with 100 per cent tax

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deduction for the first five years, 50 per cent for the next five years and 50 per cent of the ploughed back export profits for the five years thereafter. MAT is also not applicable to Units set up in SEZs. Approvals for this purpose have to be obtained from a Development Commissioner appointed for the relevant SEZ. A number of Pharma sector SEZs have been granted approval across different states, namely, Andhra Pradesh, Gujarat, Maharashtra and Uttar Pradesh. An alternative is to set up a Unit in a multi-sector SEZ many of which have been approved across the Country.

The Pharma Policy

The Draft National Pharmaceutical Policy, 2006 (DNPP) dated 28 December 2005, has been issued by the Department of Chemicals and Petrochemicals. The DNPP, inter alia, contains a brief section highlighting the need to have Pharma Parks / SEZs for the pharma industry. The Government of India also proposes to provide grants / subsidies (40 per cent of cost of investment in each Park or Rs. 40 crores, whichever is less) to the entity developing the Park. Further, it is proposed to set up 25 such Pharma Parks over the next five years in the country. Upon finalization of the Pharma Park Policy by the Government, armed with the greater clarity that it would no doubt provide, Pharma Companies in the Developer mode could plan towards strapping up the benefits provide under both legislations in a common location.

Certain issues to be addressed

Participation in an SEZ, whether as a Developer or a Unit, would require certain issues to be addressed to ensure that benefits under the SEZ regime are maximized. Some of these issues which are loaded with implications from a tax, regulatory and business perspective are:

Should the Pharma Company become a Developer on its own, or collaborate with others who are more competent to say, provide infrastructure, etc? Should an SPV be constituted for Developing an SEZ? Further, should the Unit be part of an existing entity or should a new legal entity be set up for carrying out operations within an SEZ? Should the SEZ be planned as a captive / single user SEZ, or should it be planned as one which would attract other Pharma Companies as well? Should the R&D activities associated with the activities of the Unit in an SEZ, or otherwise, be set up in an SEZ? If so, should it be a part of the Manufacturing Unit or should it be set up as a stand-alone Unit? What would be the ideal timing for setting up an independent R&D Unit within an SEZ?

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What sub-contracting activities may be planned around the operations in an SEZ? Which are the activities that could be carried out by the Unit? Should they be totally new activities, having no relation to existing ones?

Leveraging the right opportunity

As the SEZ opportunity represents one of the last bastions of tax holidays in a globalized economic environment; there is imminent need for a Pharma Company to harness the various benefits on offer. Clearly, the benefits in question are not merely of the fiscal variety, but are supplemented by the inherent advantages of functioning in a global business environment, leveraging on the cost advantage and huge knowledge base that the country has to offer. An evolving and ambitious legislation, a vibrant economy and a host of advantages for the taking, make the SEZ journey a compelling one. Armed with the right entry strategy, planning and guidance around the regulatory provisions, and the current environment prevailing in connection with the approvals handed out, investing into an SEZ in India would seem a well- advised step forward. Improve Cost Efficiency and Profitability through Technology

Promising Stage
The Indian Pharmaceutical Industry is the fore runner amongst Indias sciencebased industries and is well poised for growth owing to wide ranging capabilities in the field of drug manufacturing and technology. Indias share of the global pharmaceutical industry is increasing at 10 percent a year, compared to 7 percent annual growth for the world market overall. Also, while the Indian sector represents 8 percent of the global industry total by volume, putting it in fourth place worldwide, it accounts for 13 percent by value, and its drug exports have been growing 30 percent annually. The sector, however, is being battered today with global pricing pressures as well as by increasing scrutiny by regulators and a skeptical public. There is a turmoil mounting owing to increasingly felt fear of possible price controls and reduced R&D efficiency. In order to achieve one of the objectives of the National Pharmaceuticals Policy 2006 of developing India as the preferred global destination for pharmaceutical R&D and manufacturing, this is the most conducive time for the government and the drug producers, to partner in improving cost efficiency and profitability for the sector.

Blurring the Boundaries between Pharmaceuticals & IT

It is no longer a hidden truth that the Information Technology (IT) sector in India has ushered in an era of global dominance for the country and is another significant contributor to the well being of the Indian Economy. It is being increasingly felt that Technology can help play a vital role in releasing to a large extent, the

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financial pressure build up on the pharmaceutical industry. IT can help the pharmaceutical industry in achieving a twin advantage; it can be used as a driver for innovation and in standardizing and streamlining business processes and improving access to information between departments to help boost productivity and lower costs. Pharmaceutical companies can benefit from faster decision making, better project management and effective tracking of marketing programs through enhanced data collection. Indian Pharmaceutical companies need to embrace a demand-driven production strategy to achieve profitability and optimize investments and technology can be a powerful tool for enabling this transformation. There are daunting pressures on the supply chain because pharmaceutical companies not only need to deliver the right drugs but also deliver them on time, in the right quantity, at an unquestionable quality level. There is a need today for pharmaceutical companies to redesign and remodel core business processes to make a potion with technology that benefits the entire value chain. Enterprise Resource Planning (ERP), Sales Force Automation, Supply Chain Optimization, Web-Enabled Customer and Vendor Management, and Customer Relationship Management Tools used in the right combination can help pharmaceutical companies in achieving synergies in planning, execution and distribution, reducing costs over the long term and increasing process efficiencies and reach. Companies can use ERPs to optimize supply and demand planning at the strategic, tactical and operational levels with a fully integrated, comprehensive range of tools. ERPs can not only help companies anticipate market behavior, but also help them plan more precisely and work together with supply network partners. Plans and forecasts can be generated to span the entire supply chain, including demand, distribution, production and transportation: they accurately balance material, labor, and equipment constraints with anticipated customer demand; and the combination of supply and demand network planning supports the entire sales and operations planning process.

Reduced time to market

Research and Development (R&D) efforts in the pharmaceutical industry revolve around medicine discovery, scientific development, and preclinical and clinical evaluation processes. Information is the key to identifying product development opportunities based on current market opportunities. ERPs can enable an organization to optimize its investments, by assessing budget, costs and risks as well as forecasting and planning resource capacity. This not only helps increase efficiencies but also helps accelerate development time by capturing critical information across development (e.g. analytical testing, product & packaging specifications), optimizing the scale-up process and reducing the clinical trial supply cycle time and regulatory submission compilation time.

Customer Relationship Management

In an industry where me-too players are a major challenge, it is imperative to bring down the time between the launch of a product and its peak sales point to

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maximize profits. Technology helps in implementation of collaborative processes that support customer interactions throughout all channels. Pharmaceutical companies need to adopt a customer-centric approach and integrate multiple marketing channels to facilitate better segmentation and selection of their customer base. CRM helps a company to maximize its ability to attract, grow and hold its customers. Customer driven demand also helps in forecasting optimum production levels and hence better productivity.

Supply Chain Management

Supply Chain Management covers optimization of supply and demand to support the process of assigning production orders to resources in a specific sequence and time-frame. Production planning can be achieved by forecasting demand based on historical factors and received orders. Supply Chain Management also helps in managing unexpected changes to meet changing customer or supplier situations. Integration of planning with manufacturing helps optimize the capacity utilization of all assets.

Inventory Management
ERPs assist in reducing inventory costs by reforming asset management processes and automating capital planning and performance management. Visibility of the supply chain from raw materials to final delivery helps in accurate planning and forecasting and hence maintaining optimum inventory levels.

Batch Management
Pharmaceutical companies need to strictly monitor and observe the expiry dates of the drugs produced. ERPs help expedite the process of batch management and make available all information about the batches, be it the stock or the status (available, blocked, restricted use, etc.) instantly available. This not only helps reduce the risk of using sub-par material but also helps the organization gain better hold on it future planning and production exercise. Use of Electronic Product Code technology can help in effective tracking of individual product units through Radio Frequency Identification (RFID) tags and hence aid in batch management.

Quality Management
With a highly integrated and focused approach to quality management, pharmaceutical companies have an opportunity to greatly improve information sharing linking quality processes throughout the organization. This helps increase speed, efficiency, and accuracy across the organization. Increased visibility of quality data throughout the organization and enhanced communication between different quality groups helps in total quality management and hence aids in achieving cost efficiencies.

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Marketing Management
Marketing covers increasing brand awareness hence aiding in the company growth. This scenario encompasses product management, campaign and customer event management as well as key account management. Integrating resources across the enterprise to conduct a customer base segmentation becomes crucial in overcoming the current trend of declining sales force efficiency. By assigning the appropriate target group to the different channels (sales force, interaction center, and Internet) as a result of segmentation, all marketing and sales resources are managed to derive maximum sales impact thus improving profitability.

Financial Management
An integrated business management platform also enables pharmaceutical companies to tighten control over their accounting processes. An ERP aids in establishing an asset management process and automation of capital planning and performance management. ERPs can help an organization in understanding the corporate profit structure in near real time by setting overhead standards and enabling multi-dimensional analysis of the profitability of each item, division, and customer. With integrated accounting, inventory, and sales information, companies can review performance data on a daily, weekly, and monthly basis allowing access to accurate, up-to-date accounting information, enabling analysis of facts and figures in real time and making informed decisions faster.

Conclusion
To conclude, the pharmaceutical industry needs to tap into the right opportunities to automate, and as always the challenge in any capital investment is to measure returns on investment. While opportunities to optimize supply chains, integrate channels, reduce costs and provide better reach seem an ideal goal, companies should also be aware of the multiple challenges one faces while implementing large scale IT projects. Foremost among these challenges is to define the true business case covering measurable benefits, monetary and implicit, that will accrue from enterprise application implementation, and follow through the project to identify whether these benefits are built in, and whether they are delivered after the product goes live. Similarly, emphasis needs to be placed on systems stabilization over a period of time, which is often ignored and can lead to significant operational challenges. Last but not the least, focus on internal controls needs to be maintained from the design to deploy stages of the implementation to ensure that technology risks arising from new technology implementation and impacting financial reporting are considered and mitigated. The opportunities are many, and if pharmaceutical companies overcome the challenges of new technology acquisition, the right portfolio of technology products can provide an effective answer for requirements of sustained and profitable growth.

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The Road Ahead Given the trends in the Indian pharmaceutical market including key industry considerations, it is imperative for the Indian industry to quickly leverage the emerging opportunities. These could be:

Exploitation of Contract Research and Manufacturing (CRAMS) Global generics opportunity New drugs delivery systems Biotechnology

Equally important in an inorganic growth strategy is the successful management of mergers and acquisitions and carrying through effective post-merger integration The SEZ opportunity forces players to focus on the opportunity presented by the new SEZ legislation and the favoured treatment to SEZs that the Government of India is currently inclined to give Underlining all this is the necessary and critical factor of success, namely effective cost-efficiency and profitability by making use of the latest technology solutions. Summing up, the Indian pharmaceutical players are living in interesting times and continued success will depend on a proper understanding of the landscape, quickly exploiting emerging opportunities, ruthless execution of strategic mergers and acquisitions and effectuating a seamless organisation to evolve into truly global players.

6.2

The India Opportunity in the Energy Sector

KPMG

As India continues to grow at the rate of 7-8 percent, energy security has become a core focus. To alleviate concerns over energy security, the Government of India has taken multiple steps in recent years which include encouraging private sector participation, a more holistic approach towards broad basing its supply base, and improving efficiency in the sector as a whole. Although India has made a start in this direction, the Government would need to further its initiatives in three areas:

The Government would need to increasingly enter into alliances and partnerships with key nations in Asia, Africa, Latin America, etc. to diversify the energy supply base and improve long term supply security. Currently, different energy segments are viewed independently from a policy and regulatory perspective. The importance of cross linkages between different energy segments is now being appreciated and the importance of developing an integrated energy policy to meet the common objective of energy security is recognized. At an operational level, commensurate investment would be required in developing infrastructure viz. rail, road, port, and power transmission which are critical for efficiency in the energy value chain.

Looking at the subject in totality, the Government has developed a comprehensive planning framework through the Indian Hydrocarbon Vision 2025 that provides a detailed road map for Indian hydrocarbon industry to enhance the countrys Energy Security. The principal objectives of the IHV 2025 include:

Developing the sector as a globally competitive industry, ensure healthy competition and improve product standards Ensure energy security keeping in view strategic and defence issues Creating infrastructure to meet the demands for coal, petroleum products and natural gas

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Rationalizing tariff and pricing policy to promote investment Putting in place necessary regulatory system Exploring new resources of hydrocarbons such as CBM and Gas Hydrates

It is evident that one of the principal focus of the IHV is to draw private investments through structural and pricing adjustments in specific energy sub sectors. The following sections highlight the key opportunities in the different sectors: Coal India has vast reserves of coal and participation of the private sector in captive mining across different user industries is an immediate opportunity for investment. Coal fields with mineable coal reserves in excess of 1,000 million tonnes are proposed to be identified and are in the process of being allocated for captive mining. This may imply a total capital requirement of around USD 1.5-2 billion. Oil The Government policy of allowing full private participation in upstream exploration and production has already attracted a number of private investors. Five rounds of competitive bidding under the Government policy named New Exploration Licensing Policy (NELP) have already been done and reserves estimated at 700 MMT2 of oil and gas have been discovered. In addition India presents a lot of potential in the refining sector due to strategic advantages of low cost and location and is already a net exporter of products. The downstream marketing sector is now also open to private participation. Gas Discoveries of gas to the tune of 700 bcm3 in the last decade in the country hold promise for gas reserves in India. Apart from domestic gas, significant focus is being placed on LNG as a means of ensuring supplies for domestic demand, resulting in a number of LNG terminal projects that are being planned in different parts of the country. Coal bed methane potential appears to be very promising and will probably exceed free natural gas reserves. An emerging area on the demand side is auto CNG and piped gas which together would account for about 7 percent of total demand in five years. In the next few years, at least 30 cities have been identified for city gas coverage by private and public sector players. Draft gas pipeline policy gives support to the development of a national gas grid, which would create a common gas market across the country. Nuclear The growth of nuclear power in India as envisaged is possible provided robust technologies are developed for both the front end and the back end of the fuel cycle.

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India has one of the largest reserves of the nuclear fuel thorium, however till commercial production based on this fuel becomes feasible, the nuclear energy programme will be uranium based. There is a persisting need for developing techniques for economic and efficient extraction of uranium from lean sources e.g. sea water. Hydro India is endowed with hydro-potential of about 250,000 MW4. However, only 17 percent of the hydroelectric potential has been harnessed so far and 5 percent is under various stages of development. Private participation in the hydro sector will be important to meet the target of an additional 45,000 MW of hydro capacity addition in the next ten years. Various policy measures are being considered to attract private investment. Renewable Energy India has a vast potential for renewable energy, especially in areas such as solar power, biomass and wind power. The current installed capacity of renewable energy is around 7,100 MW, constituting about 6 percent of Indias total installed generation capacity. The Government has set an objective of achieving an installed renewable based generation capacity of 10,000 MW by the year 2012, largely in the areas of wind and small-hydro. Technological breakthroughs for cost-effective photovoltaic technology could generate a quantum leap in the renewable energy sector as India is well endowed with solar insolation (average of 6 kwh/sq.mt./day). Electricity

Generation
Based on Governments plans, by 2012, a capacity addition of 22,900 MW has been identified for the private sector out of total target of around 107,000 MW5. The opportunities in Generation are now very encouraging on account of the emerging power trading environment, the policy of open access on transmission and distribution networks and reforms in the power sector which is leading to improvement in the financial health of the sector. All new private sector generation projects in the country would need to be set up based on International Competitive Bidding.

Transmission
Private investment in the transmission sector can be done either through an Independent Power Transmission Company (IPTC) or through a Joint Venture Company (JVC). These participations are envisaged largely in creation of the National Grid (Formation of the National Grid is a plan for strengthening of the

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inter-state and interregional transmission network that will enable unrestricted flow of electricity across regions and enable development of a deep electricity market in India) along with the state owned transmission utility. The private sector participation is expected to be in projects requiring a capital outlay of around USD 4.5 billion.

Distribution
The Electricity Act 2003 provides for parallel and second distribution licensee in same area of supply. This opens up the distribution sector to potential competition and private sector participation; however such opportunities may be few and feasible only in areas where the existing network is grossly inadequate. Privatization of existing distribution utilities is possible, though good opportunities are few owing to the large risks involved. Privatization opportunities in urban areas and franchising of certain distribution operations are possible areas to look out for.

Trading
Power trading as an activity is evolving rapidly in India. Traders can play the important role of managing risk apart from facilitating market development. Open access and the recent policy announcement of allowing 100 percent foreign direct investment in trading are expected to lead to growth of this sector.

Energy savings and demand side management

A study for the Asian Development Bank estimated an immediate market potential of energy saving of 54,500 million kWh and peak saving of 9,240 MW. This has an investment potential of USD 3 billion. Inspite of the above opportunities, lot remains to be done in terms of strengthening/building the regulatory institutions that will allow Government to distance itself from operational decision making and make the reform process more transparent and sustainable. For example the demands for such a body in Gas as well as Coal sectors are long pending. If granted, it will lead to much desired information transparency and objective tariff setting. Similarly, the commissions in the power sector would need to be provided more independence to deal with tariff design, market structure development, etc and given an environment to operate without political interference. In the rest of this report, starting with an overview, each energy segment has been discussed in greater detail highlighting key issues and points of view of KPMGs ENR practice in dealing with them and the emerging areas for investment.

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Overview of Indias Energy Position

By world standards, Indias current level of energy consumption is very low. The total annual energy consumption (commercial) for India is estimated at 327 mtoe (million tons oil equivalent) for the year 2003-04 and the per capita consumption stands at 304 kgoe (kilograms oil equivalent).
Per Capita TPES Consumption (Kgoe)
Japan (2003) South Korea (2003) China (2003) USA (2003) OECD (2003) World Average (2003) India (2003) 304 1688 4668 1090 7840 4056 4272

Per Capita Electricity Consumption (KWh)

Japan (2003) South Korea (2003) China (2003) USA (2003) OECD (2003) World Average (2003) India (2003) 585 2429 8044 1379 13066 7816 7007

Source: Planning Commission, Govt of India Exhibit 2.1: Indias per capita energy consumption compared to other countries However, with a targeted GDP growth rate of 7 to 8 percent, and an estimated energy elasticity of 0.80, the energy requirements of the country are expected to grow at 5.6-6.4 percent per annum over the next few years. This implies a four-fold increase in Indias energy requirement over the next 25 years and the country faces significant challenges to meet this. Indias Current Energy Basket India is well endowed with coal. However, it is poorly endowed with oil assets and has to depend on crude imports to meet a major share of its needs (around 70 percent). The above exhibit reflects only primary energy sources that are commercially exploited. A large population of India in the rural areas depends on traditional sources of energy such as firewood, animal dung and biomass. The usage of such sources of energy is estimated at around 155 mtoe per annum or approximately 47 percent of total primary energy use. Future Energy Requirements and Supply Options At the projected growth rate in primary energy demand8, India needs to strategically evaluate its supply options to meet its energy requirements. Coal would continue to be its dominant energy source. However it would have to actively develop non-coal sources to meet its future needs. It is estimated that at a growth rate of 5 percent in coal production, Indias extractable coal reserves would get exhausted in 40 years. Therefore, from a longterm perspective and in view of growing environmental concerns from use of coal, the country needs to look at developing other sources such as nuclear and renewable energy.

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India has vast reserves of the nuclear fuel thorium but technology is not yet developed for its commercial use. Renewable energy could also contribute usefully to Indias energy requirement given that India is well endowed with solar energy. Indias oil assets are meagre but recent discoveries hold promise for Indias gas reserves and coal bed methane.
Total primary energy use Hydro 2% Nuclear 2% Natural Gas 9% Non-PowerNatural Gas, 16 Non-PowerOil, 113 Coal 51% Total Electricity Generation, 161

Oil 36%

Non-PowerCoal, 113

Source: Planning Commission, Govt of India Exhibit 2.2: Indias Primary Energy Resources and energy use The following exhibit 2.4 depicts the estimated energy reserves/potential for Different supply scenarios have been developed by Indias Planning Commission to meet the future energy requirements. These scenarios look at energy efficiency as well as supply side options.
Resource Coal (Extractable) Oil Gas Uranium Metal Thorium Metal Hydel Unit Mtoe Mtoe Mtoe Tonnes Tonnes MW Reserves 22540 739 4076 61,000 150,000 150,000

Source: Planning Commission, Govt of India Exhibit 2.4: Estimated energy reserves The energy efficiency options include:

Energy efficiency in end-use: Efficient use of energy in industry, lighting, household appliances etc. can lower Indias energy needs by 87 Mtoe in 2031-32 or 5.3 percent of the total energy requirement. Increase in rail road share of freight: Currently, road transport carries a major portion of freight traffic. If share of railways in freight increase from current level of 32 percent to 50 percent by 2031-32, it would contribute significantly towards energy saving.

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Increase in transportation efficiency: Use of mass transport system in cities, better utilization of motor vehicles (such as vehicle pooling) and increase in fuel efficiency of motor vehicles (possible to the extent of 50 percent with current technology). These measures can save about 69 Mtoe of energy or 4.2 percent. Efficiencies in thermal power generation: Currently, the efficiencies of thermal generation in India stand at 30.5 percent. An increase to 42 percent through use of super critical boiler technologies could lead to savings of 114 Mtoe or 7 percent

Together the energy efficiency measures can save 270 mtoe of energy or around 15 percent of Indias energy requirements by 2031-32. The supply side options include:

Fully exploiting Indias hydro potential of 150,000 MW from current level of 30,955 MW Scaling up nuclear generation by successfully developing the Fast Breeder Reactor (FBR) technology which uses uranium as fuel and developing Advance Heavy Water Reactor for utilizing thorium, which India has abundant reserves. Development of natural gas sources and use of it for electricity generation, either through indigenous exploration or through initiatives of import through pipeline and as LNG Development of renewable energy, including solar power (India has very large potential) through cost effective photovoltaic technology, fuel wood, bio-diesel, wind energy

The range of utilization of different fuels in 2031-32 as compared to current levels is shown below:
Resource Range of Utilization of Supply Sources (Mtoe) in 2031-32 463 493 114 224 573 1082 5 50 3 89 14 0 12 0 69 04 08 Current Utilization of Supply Sources(Mtoe) 116.00 27.65 184.35 <1 <1 <1 <1 115.44 <1 <1

Oil Natural Gas Coal Hydro Nuclear Solar Wind Fuel wood Ethanol Bio-diesel

Source: Planning Commission, Govt of India Exhibit 2.5: range of utilization of different fuels in 2031-32 compared to current levels

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Key Imperatives for India To meet its large and growing energy needs, there are certain key imperatives for the Indian energy sector:

Provide impetus for Private Participation

Private participation in the form of financial, technological and managerial are needed to meet the challenging growth targets. This would also bring in right competition and efficiencies, needed in the sector. Recognizing this, the GOI has allowed private participation in Oil and Gas exploration and production, coal mining (albeit for captive use) and in hydro power and renewable energy. NELP (New Exploration Licensing Policy) for oil and gas allows 100 percent foreign equity investment and is liberal in allowing self-marketing by the investors. To sustain continued private participation, a number of important steps have to be taken further.

Clarity in Policy Framework: There is a need to evolve a clear policy framework for the energy sector. Clarity is required in matters related to pricing of energy, the target market structure, cross-border investments and imports and exports of energy products. In India, clarity is beginning to emerge in some of these areas and debates have been initiated in others. Independent Regulatory Mechanism: An independent regulator is required for the energy sector to determine prices in the first instance and once competition develops to ensure that there is a level playing field for all. Today there is much inefficiency in energy sector pricing due to the monopolistic market structure. Prices are either self determined by the monopoly companies or in some cases inappropriately priced according to import parity prices. There has been adequate debate on this issue and it appears that sooner than later the country will have full fledged regulators for the energy sector. Develop Energy Markets: Well functioning energy markets are important to attract investments and bring efficiency in the sector. Currently, there is limited market activity (examples are an internet portal based trading for a limited quantity in case of coal and auctioning in case of gas for limited quantities). Markets will be facilitated and effective when there are many players and there is an organized marketplace for energy products.

Actively pursue cross-border investments in Energy Sector

Energy equity in overseas assets is part of Indias strategy to acquire energy security. This includes Indian companies such as ONGC, Coal India, GAIL, Reliance etc. acquiring or seeking to acquire equity through joint ventures in oil and coal rich nations. The Government is also pursuing strategic alliances with

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various countries. The recent memorandum of understanding with China on this issue is an example. As per the Indian minister for petroleum and natural gas, We have realized that when we compete in an unhealthy manner to acquire oil fields in third countries, we only end up driving costs for each other. We have ended up paying billions of dollars more by trying to outbid each other everywhere. This will end, as co-operation will precede competition. Besides, the Indian Government is also seriously exploring the nuclear option to meet its energy needs and it is looking at co-operation in this area with the nuclear suppliers group countries.

Create an enabling infrastructure for Energy Sector growth

Investments in ports, railways, pipelines and power transmission are urgently needed to attract energy sector investments in the first place and to enable efficient energy choices. Today, the capacities of these infrastructures are fully stressed and there is much inefficiency. Recognizing this, the Government has announced policies to involve private participation and the country is witnessing private investment in ports, pipelines and power transmission. Even in case of railways, the Government has recently announced a policy decision to open container transportation to private sector on a common-carrier principle using the existing railroads.

Rationalize taxes and subsidies to allow efficient pricing

The taxes and duties levied on energy products are lopsided leading to inefficient energy choices. Taxes on petroleum products such as aviation fuel for example are among the highest in the world while railway passenger tariffs are highly subsidized. Likewise, there are high subsidies for household cooking fuels such as kerosene and Liquefied Petroleum Gas (LPG) and even electricity for domestic consumption. The need for cost reflective pricing is being increasingly recognized as exemplified by the recent Rangarajan Committee Report, the Roadmap for LPG price rationalization by the Government as well as the recent notification of the power tariff policy of the Government.

Provide government support for energy efficiency

The Government needs to create a policy framework that provides incentives for energy efficiency. This could for example mean providing incentives in urban areas for mass transport systems, and promoting R&D in energy efficiency. The environment should encourage energy efficiency companies to come up and operate profitably. Awareness has been steadily increasing and policy makers are now thinking on how this can be achieved.

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In parallel, India is also emerging as a significantly active market in terms of Clean Development Mechanism (CDM) projects being conceptualized and registered with the Executive Board (EB). The growing awareness of the CDM benefits would make this an important area for investments in the Indian energy sector. CDM should also give the necessary fillip for energy efficiency measures in India.

Coal Sector
The majority of the energy requirement in India is met by coal, largely mined in the eastern and the central regions of the country. In 200405, the total coal production in the country was around 350 million MT and majority of it catered to the core sectors of power, steel and cement. Inspite of various policy initiatives to diversify the fuel mix, it is becoming increasingly evident that coal will continue to play the major role in sustaining the growth momentum of India. Based on estimates, the consumption of coal is projected to rise by nearly 40 percent over the next five years and almost to double by 2020. However, in the recent past, the coal sector in the country has come under pressure over its inability to meet demand (both planned and unplanned) of the user industries. By Governments own estimates, coal production will lag behind demand by about 100 million MT as of 2012 and by 250 million MT by 2020. Key Issues Facing the Sector The critical issues facing the coal sector are highlighted below:

Historically, opencast mining has been favoured over underground mining9. This has led to land degradation, environmental pollution and reduced quality of coal as it tends to get mixed with other matter; In addition, current economic mining practices are generally limited to depths of 300 meters and 25 percent of the reserves of the country are beyond this depth10; Further, coal mining in India is associated with poor employee productivity (Coal Indian Limited, CIL, produces 80% of Indian coal and is the second largest employer in the world, with 500,000 employees). The output per miner per annum in India varies from 150 to 2,650 tonnes compared to an average of around 12,000 tonnes in the U.S. and Australia12; and Finally, India has still not been able to develop a comprehensive solution to deal with the fly ash generated at coal power stations through use of Indian coal13. Clean coal technologies, such as Integrated Gasification Combined Cycle, where the coal is converted to gas, are available, but these are expensive and need modification to suit Indian coal specifications.

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The task of transformation of the coal sector is formidable given the size of investment requirement, and the level of political interference that is expected during such process. The following efforts can become the cornerstones of reform in the sector.

Deregulation of the coal sector

Deregulation and opening of the sector to private participation will spur state owned Coal India Limited (CIL) to improve performance, and help attract investments to the tune of USD 810 billion required to upgrade existing mines and open new ones in the next five to seven years. Recognizing this, Government has now decided to offer access to state-owned mining blocks to investors. Simultaneously, Coal India is being encouraged to further identify coal blocks wherefrom coal extraction will be commercially viable. As soon as attractive blocks are offered and successes become visible, private sector investment would increase significantly. An independent Regulatory body to govern investment and operation in the sector is required. Such a body will help create a level playing field and will allow the Government to distance itself from activities like allocation of blocks, approval for mines, etc. The body can also be expected to introduce competitive price regulation.

Improvement in operational efficiency of the coal companies

Coal India is in need of an organizational transformation to gradually align its operating costs to international standards. Mining costs of CIL are at least 35 percent higher than those of leading coal exporting countries such as Australia, Indonesia, and South Africa. To match productivity, Coal India will need to invest in new technologies, improve processes in planning and execution of projects, and institutionalize a comprehensive risk management framework14.

Strengthening of logistics in coal distribution

In India, the logistics infrastructure such as ports and railways are overburdened and costly and act as bottlenecks in development of free market. Privatization of ports may bring the needed efficiencies and capacities. In addition, capacity addition by the Indian Railways is necessary to increase freight capacity from the coalproducing regions to demand centres in the northern and central parts of the country. On the Indian rail network, freight trains get a lower priority than passenger trains, a problem that promotes delays and inefficiency. Special freight corridors would raise speeds, cut costs, and increase the systems reliability.

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Focusing on technology for future

Indias numerous technology research institutes are working on energy related R&D. However, there is a possibility that they are operating in a fragmented fashion. The Government may get improved recoveries on its investment by concentrating on few important technology areas. To start with focus may be applied for tighter emission standards and development of inexpensive clean-coal technologies viz. extraction of methane from coal deposits. Policy and Regulatory Framework The coal industry in India has traditionally been characterized by state monopoly, lack of independent regulation and lack of transparency in tariff determination. The Government has now realized that a high growth rate in domestic production of coal cannot be sustained without carrying out structural reform and introduction of competition through participation of the private sector. In this regard, the Government has taken the following measures:

Distancing of the Government from price determination of all grades of coal; Opening of captive coal mining for power, iron and steel, and cement to private investment. Foreign investment in Indian companies taking up coal mining for captive use has been permitted. The allocation of coal blocks are to be done on the basis of competitive bidding15; Allowing State Government companies or undertakings to carry out mining of coal (or lignite) reserves (either by opencast or underground method) anywhere in the country16; Reduction in customs duty on coal imports to 5 percent; and Downsizing of the budgetary support to the national coal industry.

In addition to the above, the following measures, which have been accepted in principle, are awaiting implementation:

Freeing the sector from controls on distribution Establishment of a regulatory authority to resolve price disputes between producer and consumers of coal Granting of infrastructure status to coal sector Allowing public sector enterprises for joint venture projects with private sector.

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The India Opportunity The recognition of requirement for private investment in the sector and the acknowledgement for need of operational efficiency provides various opportunities for investment in the coal and related sectors in India. Participation of the private sector in captive mining across different user industries is an immediate opportunity for investment. Coal fields with mineable coal reserves in excess of 1,000 million tonnes are proposed to be identified and are in the process of being allocated for captive mining. This may imply a total capital requirement of around USD 1.52 billion. However, it would need to be remembered that deposits, which are found on surface and easily extractable, may have already been largely explored. Now, agencies will need to address increasingly difficult terrain and search coal at greater depths with more sophisticated technology, requiring more capital and larger scale of operations. They will also have to issue new regulations supporting a free market, allow the formation of joint ventures or other alliances, and encourage the development of a shared infrastructure, such as dedicated rail lines and power transmission networks. To achieve these goals, the Government will have to overcome opposition from strong political and business interests within the sector, which is a traditional source of political influence. As related sectors, seaports that receive shipments of coal, railroads, etc would require USD 4050 billion in investments to enable expansion in capacity in a harmonious manner. The Governments plan to invest USD 2 billion to increase capacity and remove bottlenecks at existing major ports is much lower compared to an estimated USD 30 billion that is in actual requirement. Similarly, a total USD 1520 billion is required in new railway tracks to act as freight corridors and to integrate them with existing rail operations.

Oil Sector
Oil comprises of 36 per cent of Indias primary energy consumption at present, and expected to grow both in absolute and percentage terms driven by overall economic growth. The growth in demand expected to catapult the overall demand to 196 MMT in 2011-12 and 250 MMT in 2024-25. The growing demand supply gap has led the Indian government to open up the E&P sector to private participants through NELP and develop a more holistic strategy for acquisition of equity oil abroad. Key issues facing the Sector

Absence of statutory framework in the upstream industry: India has significantly shied away from structural regulation; regulations in India are more focused towards use of standards in the areas of health, safety and environment, and certain critical aspects of operations and pricing. The scope of the proposed legislation through the recently drafted Petroleum Regulatory Board

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Trend in primary energy demand 800 700 600 500 400 300 200 100 0
119 168 188 218 250 650 568 490 376 735

MTOE

Demand for oil is expected to grow from 119 MTOE from 2004 to 250 MTOE during 2025 at annual growth of 3.6 per cent During the same period domestic production from existing developed reserves expected to grow at approximately 2.5 per cent The gap in demand and output will catapult India to one of the largest consumers of crude oil along with China. The 2 countries will account for 35 per cent of the world's incremental energy demand

2004 Oil Gas

2010

2015

2020

2025

Source: BP and EIA: Exhibit 4.1: Indias energy mix and outlook for oil Bill is confined to the downstream industry. While upstream is still governed under a policy framework by the Directorate General of Hydrocarbons and notable absence of any statutory framework.

Lack of clarity in Open Access Policy: Mandatory provision of surplus capacity17 to the open access pool in all new product pipelines subjects them to the risk of possible under-recovery of costs due to any unutilized/surplus capacity. Any unabsorbed costs on unutilized capacity might be recoverable through levelised tariffs if the investor remains the main user of the pipeline. Alternatively treatment of unabsorbed cost as a regulatory asset for subsequent recovery from third party users on amortized basis might raise debate on cross subsidization issues and create disincentives for new shippers to contract capacity. Incidence of cross subsidy due to social obligations: Till recently the subsidy burden on LPG, SKO and diesel were allocated to the national oil companies, but the incidence is been spread out across to the private sector. Although this phenomenon is likely to remain due to social obligations of the Government, a more transparent procedure for the allocation of subsidies would boost investor confidence further.

Policy and Regulatory Framework The current upstream regulation is provided by Director General of Hydrocarbons (DGH), more so on the technical aspects rather than on pricing front. Midstream and downstream sector is largely unregulated; however, downstream regulation is proposed to be introduced. Over the past five to six years, the trend has been towards opening up the sector for greater investment, setting up an independent regulator to monitor post production activities, and enabling a transition from an administered to a market driven mechanism. This includes de-controlling of most of the petroleum products

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and allowing private sector companies to market them at the market-determined prices18. Another significant trend in oil and gas regulation in India, and one which is likely to continue, is the opening up of the sector to private and foreign participation. A 100 percent Foreign Direct Investment is allowed in the exploration, pipeline infrastructure, refining and in downstream retailing (100 percent FDI in retailing is allowed subject to minimum investment of USD 445 million in midstream or upstream sector.), LNG and trading segments subject to approval. Combined with the attractiveness of the Indian market in the oil sector, this is likely to bring forth significant investments in the future. On the pricing front, the government appointed committee on pricing and taxation of petroleum products has recommended that the oil companies should shift from import parity based pricing to trade based pricing. It has also suggested reduction in custom duties on petrol and diesel from 10 per cent to 7.5 per cent and shifting excise duty from an ad valorem levy to a specific levy. The India Opportunity

Investments under NELP

To increase investment in the upstream side, MoPNG (Ministry of Petroleum and Natural Gas) has introduced a transparent bidding process for allocation of oil and gas blocks. The launch of NELP in 1997 and award of 120 production sharing contracts under five rounds may be hailed as a policy success. About 700 MMT of oil and oil equivalent gas are established through the five rounds. However, the recent rounds of NELP bidding are still dominated by public sector. To bring new technologies and international practices in the oil and gas exploration sector, government is keen on greater foreign participation under NELP process.

Destination India as refining hub

India possesses certain key advantages for developing itself as an export refining hub which include cost competitiveness and location advantage. India has significant lower cash operating costs mainly on account of cheaper power and labour costs as well as lower capital costs by as much as 25 to 50 percent over other Asian counterparts. Geographically, India is strategically located en route of Middle East crude for East Asian and Pacific rim markets. In fact, India possesses surplus refining capacity and has already turned a net exporter of products19. Certain areas of the country have been already demarcated for the development of export oriented refineries, and dialogues are underway between MoPNG and some of the oil companies on implementation of the strategy, which include building supporting infrastructure for enabling exports. By 2010, the expected world supply deficit in refining capacity would be around 112 MTPA because of shutting down of some of the smaller refineries in developed economies. Smaller refineries in North America and Europe are finding

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25000 *C00 tonnes 90.91 91.92 92.93 00-01 20000 15000 10000 5000 - 5000 93.94 94.95 95.96 97.98 98.97 98.99 99.00 00.01 01.02 02.03 - 10000 03.04 Sustained increase in refining capacity, driven by cost advantages over erstwhile importing countries Currently India possesses surplus refining capacity generating exportable products Significant proportion of exports driven by petrochemicals sale by Reliance

Net imports Net exports Driven by

25000 20000 15000 10000 5000

India's terms of trade for petroleum products

Value of Imports Value of Exports 01-02 02-03 03-04 04-05

Exhibit 4.2 Indias petroleum exports on the rise since 2001 it uneconomical to invest for cleaner fuels because of high compliance cost and cleaner fuel norms. In Japan and Australia, oil majors have rationalized their refining assets as they are becoming uneconomical to operate. Going forward, significant new investments are expected in refinery capacity in India for the purpose of exports. Besides, upgrading some of the existing refineries might be on the cards since most of these refineries have low complexity, which is now becoming an important prerequisite to hedge against variation in crude supplies and achieve cost competitiveness by accommodating cheaper quality crude.

Building strategic petroleum reserve through public private partnership

Taking into account the oil security concern of India, the Government has decided to set up strategic crude oil storage at various locations in the country. This strategic storage would be in addition to the existing storage of crude oil and petroleum products with the oil companies and would provide an emergency response mechanism in case of short-term supply disruptions. Additionally, the government is also exploring the possibility of increasing the oil stockpile in the country through various innovative schemes such as leasing of storage space to international oil trading companies, building of additional storage terminals through the concessions route etc that would potentially induce significant investments in storage and transportation infrastructure.

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Acquisition of overseas oil assets

MoPNG has conceived a more coordinated approach to acquisition of overseas oil assets through joint foray (compared to the current fragmented approach), bilateral engagements with other countries to benefit from each others strengths in areas of technology transfers, R&D, safety and training, as well as multilateral engagements such as the Asian Round Tables, International Energy Forum etc. Recently India has signed an MoU with China for joint bidding of hydrocarbon blocks.

Competition in the downstream (retail and institutional) segment

As per Petroleum Regulatory Board (PRB) Bill, all upcoming pipelines would have mandatory open access. Creation of open access capacity would drive competition in the retail and the institutional segment. In anticipation of competition, major oil firms are expanding their retail network and forming alliances with a host of product and services companies to offer non-fuel products and services as part of their overall proposition. On the institutional segment, incumbents are focusing on profitable segments for subsidized products like LPG (commercial & non-domestic) as well as on specialty products like Hexane.

Gas Sector
India is a relatively new entrant into the natural gas market when compared to mature NG based economies like Japan, Korea, and the United States. However, the increasing significance of the fuel in the Indian context can be gauged by the fact that by 2025, the country is expected to rival both China and Japan in having the largest NG demand in Asia. Demand in each of these countries is expected to be in the range of 350 MMSCMD20. The significant potential for NG demand, especially in the context of Indias projected 78 percent growth, is being driven by a few key factors

The share of natural gas in Indias energy basket is only around 8.9 percent, as compared to the world average of around 24 percent. More than 50 percent of NG volume goes to sectors where it is a substitute to petroleum products and the rest goes to the power sector where it would substitute coal. In this context, NG volume in the country will partly be driven as a substitute to petroleum products since it is cheaper and cleaner. In addition, reforms in the power sector would also encourage NG to be used as a cleaner substitute to coal in the long term. The share of NG in the fuel mix expected to go up from 8.8 percent currently to 22 percent in 203132. Per capita consumption of NG in India is currently amongst the lowest in the world, at 29 cu m as compared to a world average of around 538 cu m21.

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Demand for natural gas (more than 120 MMscmd, million standard cubic metres per day) in the country has far outstripped supply (about 66 MMscmd), and there is an increasing trend of new NG demand emerging as well as conversion from existing fuels to NG22.

Key Issues Indias gas supply issues are different from that of oil, mainly because domestic onshore and offshore as has been contributing to meet more than 90 percent of demand so far. Except for the LNG terminals at Hazira and Dahej, all other gas requirements for the country are being met through domestic sources. However, existing onshore and offshore fields are facing a declining trend in production (production in 2015 may be less than 50 percent of current production23) and are unlikely to contribute to growth in supply. The identification of new sources of gas supply would be critical to sustaining the demand for gas in the country.

Domestic reserves/production will not be sufficient: While there have been new finds of about 70 Bcm a year in the last decade, production has not increased correspondingly largely due to unattractive market prices. However, significant shortfall will mean that one way or the other these reserves will have to start being utilized. Significant incentives are being offered by the government through its NELP programs to attract greater investment in this area. Cross-border gas pipelines are still facing uncertainty: While initiatives related to cross-border NG pipelines with Myanmar, Turkmenistan, Iran, etc. have been under discussion for quite some time, the political environment and international climate has been unfavourable, thus delaying these projects indefinitely. Even when they do materialize, the country may face potential supply disruption if political issues emerge over medium term. Given these constraints, LNG may be the answer to the Indian NG supply issue. Inability to take international prices: Due to the distinctive nature of the Indian market, current international prices cannot be passed through to major NG users viz. power and fertilizer sectors (which constitute over 70 percent of demand). These customers have traditionally been buying gas at administered prices of less than USD 3 per MMBtu. In the short term, however, even at about USD 6 per MMBtu, NG does become relatively affordable for existing power and fertilizer plants largely because they are being impacted by shortages, and industrial customers because of the high prices of Naphtha, FO or LPG. Further, reforms in the power sector will lead to greater ability to take higher prices in the longer term.

Policy and Regulatory Framework Over the past six years, the trend in natural gas regulation has been towards opening up the sector for greater investment, setting up an independent regulator to monitor post production activities, and enabling a transition from the administered control regime to a market driven mechanism.

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Significant regulatory issues which do or will impact the gas sector in India include:

Gas Linkage Committee: The Gas Linkage Committee (GLC) was established to manage the allocation of gas (given limited supplies) to eligible customers. This was linked with the administered price mechanism which depressed domestic gas prices for certain sectors. However, new fields under the National NELP are already exempt from the purview of the GLC and can trade at market prices. Petroleum and Natural Gas Regulatory Bill: The Petroleum and Natural Gas Regulatory Board Bill tabled in Parliament in 2003 will define the regulatory framework for the sector. The Board, once in place, will have powers extending across all activities post production of natural gas, and including setting up of LNG terminals, building and operations of transmission pipelines on a common carrier principle, laying down regulation of city gas networks, laying down guidelines for fair practices in marketing of natural gas etc. In the interim, until the Bill is passed, the modified gas pipeline policy is currently in effect, which allows companies with the least terms of transportation tariff and most efficient operations to operate inter-state pipelines. Foreign Direct Investment in NG Sector: Foreign Direct Investment of 100 percent is allowed in the exploration, pipeline infrastructure, LNG and trading segments subject to approval. Combined with the attractiveness of the Indian market in the NG sector, this is likely to bring forth significant investments in the future. The integrated LNG policy is currently under discussion and is likely to be put in place soon.

The India Opportunity

Domestic exploration of NG
The government sees significant potential in domestic exploration as an option for matching supply with demand. On an average, reserves of more than 70 bcm a year have been discovered over the past decade. The NELP provides significant benefits to private players in terms of allowing 100 percent FDI, a seven year tax holiday, free marketing rights in the domestic market etc. which are likely to attract a number of players to the next round (NELP VI). However, unless significant finds are made (similar to KG basin) the country will still have to deal with a domestic shortage of gas.

LNG may be the answer

Given the shortages and uncertainties related to international pipeline gas, LNG may be the answer. A significant focus is being placed on LNG to secure supplies

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resulting in a number of LNG terminal projects that are being planned including Kochi, Dabhol, Ennore, Mangalore and expansion of Dahej. However, issues related to pricing and the limited potential sources of LNG supply (Qatar, Iran, Australia) to India need to be sorted out. In the long-term, this is likely to be one of the most significant areas of investment in the NG sector, with the most attractive areas being those where pipeline gas is not expected in the near future.

Coal Bed Methane (CBM) and Underground Coal Gasification Opportunities

With proven reserves of 765 Mtoe and indicated reserves of between 1,260 - 2,340 Mtoe24, CBM as an opportunity could be larger than either oil or natural gas. CBM exploration has already been taken up seriously with more than 16 blocks awarded so far and more to be taken up as part of the CBM-III and NELP VI initiatives. Compression of CBM and marketing as CNG could be exploited in potential industries as a substitute to conventional natural gas. A related exciting technology is that of underground coal gasification, which is already being exploited in Russia at a small level. Given Indias large coal reserve, the UGC technology could potentially produce volumes of multiples of Indias free natural gas reserve. For example Gujarats coal reserves could produce as much as 70 times ONGCs current free gas reserves25.

Emergence of the retail gas user

Increasingly, due to environmental and economic considerations, gas is reaching the retail user segment as a fuel for domestic and transportation purposes. The growth of Auto CNG and Piped domestic gas in major Indian urban centres has sparked off a new demand spurt for NG. Auto CNG and piped gas together would within five years account for about 7 percent of total demand up from the current 2 percent. The fast pace of growth can be assessed from the fact that in the next few years, at least 30 cities have been identified for city gas coverage by private and public sector players, as compared to the six cities that currently have these facilities. Supporting regulation related to conversion of public transportation to CNG in some major cities has helped this growth significantly.

Development of common gas market through National Gas Grid

The growth in each of the end user industries as well as the wide spread of the retail segment would need to be supported by the appropriate infrastructure. At present, gas transmission and distribution infrastructure in India is still at a nascent stage, with only one cross-country pipeline (HVJ pipeline) in existence apart from a number of regional and city networks, which have been growing

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significantly in the last five years. The draft gas pipeline policy in 2003 gave support to the development of a national gas grid, which would create a common gas market across the country, as opposed to the regional markets in existence today. Private and public sector players increasingly see this area as an attractive opportunity to connect markets that could not be tapped so far. With the setting up of the Petroleum and Natural Gas Regulatory Board, and the coming of a regulator for pipeline infrastructure, it is likely that private interest would increase in the pipeline infrastructure segment. Reliances recent initiative to develop a cross-country pipeline connecting the KG basin to markets in North India is an indicator of the potential that private players can exploit in this area26.

Nuclear Energy
India presently has fourteen Nuclear power plants in operation comprising two Boiling Water Reactors & 12 Pressurized Heavy Water Reactors (PHWRs) with an installed capacity of 3,310 MWe. Another eight reactors comprising 3,420 MWe are under construction which includes six PHWRs and two 1,000 MWe LWRs. All the above reactors are under the control of Nuclear Power Corporation of India Ltd. Additionally, a new public sector company BHAVINI was created to carry out the construction and operations of Department of Atomic Energys (DAE) first

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500 MWe proto-type Fast Breeder Reactor (FBR). The fuel for this reactor will be plutonium bred from indigenously available Uranium. In its quest for attaining energy security through use of nuclear energy, India has formulated a three-stage nuclear power programme, consisting of setting up of (PHWRs) in the first stage, Fast Breeder Reactors (FBRs) in the second stage and reactors based on Uranium 233-Thorium 232 cycle in the third stage. The FBRs in stage two will be fuelled by plutonium and will also recycle spent uranium from the PHWRs for breeding additional plutonium fuel for electricity generation. Thorium irradiation in stage two (FBRs) will produce uranium 233 to start stage three. It is also envisaged that in the first stage of the program, capacity addition will be supplemented by electricity generation through Light Water Reactors (LWRs). A beginning has been made in the introduction of LWRs with the intergovernmental agreement between India and the Russian Federation for co-operation in setting up of two 1,000 MWe LWRs at Kudankulam, Tamil Nadu. However, in the long run it is planned to indigenize the initiative. Strategic importance of nuclear energy The nuclear energy production must expand by a factor of fourteen to meet the Sustainable Development (SD) Vision Scenario of the International Energy Agency (IEA)27. Indias long-term energy requirements and availability of energy sources imply that it will have to build 250,000 MWe of nuclear capacity by 2050. This will not only enhance energy security but will also yield rich dividends by reducing carbon emissions. A study conducted by DAE28 points out the inevitability of developing fast breeder technology and thorium fuelled reactors to provide energy security to the nation as the presently known extractable coal reserves will have been exhausted by 2050. Key issues facing the sector The key issues facing the sector are as follows:

Limited Uranium resources: The known reserves of uranium in the country can support about 10,000 MWe of installed electricity capacity based on PHWRs for a life-time of 40 years at 80 percent capacity factor. If the ongoing exploration efforts in the country locate additional uranium reserves, PHWR programme can also be expanded beyond the envisaged plan. Plutonium required to fuel 2nd Stage: PHWR program must provide the initial inventory of plutonium needed to seed the Fast Breeder Reactor (FBR) program. Reduction of capital cost and improved efficiency: New developments in case of FBRs should aim at reducing the capital cost, O&M and fuelling costs, while improving safety. Long design life of about 60 years would also reduce the lifetime cost and the cost of decommissioning. Further, thermal efficiency improvements by 4 to 5 percent are also needed.

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Waste disposal and Safety systems: Indian reactors have demonstrated a fairly good record of safety and have sound waste disposal systems. However, with increased share of Nuclear energy in the coming years these aspects will need increased focus.

The India Opportunity The growth of nuclear power in India as envisaged is possible provided robust technologies are developed for both the front end and the back end of the fuel cycle. Presently, the known uranium reserves in India are modest and uranium production needs to be augmented manifold to realize the planned growth of PHWRs. There is a persisting need for developing techniques for economic and efficient extraction of uranium from lean sources and it should be done by research groups jointly with state owned Uranium Corporation of India Ltd. Sea water can be an important source of uranium on a long-term basis and R&D for recovery of uranium from sea water should be systematically pursued. Within the next three to four years, India will achieve an installed capacity of 6,730 MW of nuclear power. The country has set itself a target of achieving an installed nuclear capacity of 20,000 MWe by 2020 and 64,000 MWe by 2032 .Further India needs to reach 250,000 MWe by 2050.This corresponds to a share of 10 percent of the countrys installed capacity by 2032 and 20 percent in 2050 form the present share of 2.7 percent. This capacity could consist of imported LWRs which run on imported fuel, domestic PHWRs which run on imported fuel and domestic fuel and FBRs. Progressively power reactors running on thorium would get added to this list.

Hydro
The installed capacity of Hydro power projects in India is 32,135 MW. India has a large hydro potential and fully exploiting it is an important element in Indias pursuit of energy security. Key Issues Government of India is addressing various issues relating to development of hydro power. Private sector participation is also being encouraged in a big way.

Funding: Hydro projects involve high initial costs with one of the lowest lifetime cost of power generation. To meet the funding requirements, the Government has decided that all Central Sector projects will be provided budgetary support. It is also proposed to levy a Power Development Cess in the country to fund hydro projects. Geological risks: Hydro projects present geological surprises when construction starts and this leads to increase in project cost presenting additional risks to the investors.

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Survey and investigation of the potential hydro sites based on advanced scientific techniques are an essential requirement for the future. Long delays in obtaining clearances: Projects are delayed due to time taken in acquiring land, obtaining clearances and issues related to rehabilitation and resettlement. To resolve this, it is proposed that new projects will initially be taken up by Government owned companies for investigations, updation of DPRs, obtaining the necessary clearances and pre-construction activities. After these stages, the projects could be offered to the private sector for execution either on stand alone basis or for joint venture participation with the state owned companies. Delays due to disputes between the states: In case of hydro projects involving more than one state, disputes between states has led to substantial hydro power potential remaining locked up. Many mega hydro projects could not be taken up for implementation, even though these projects are well recognized as attractive and viable. Simplified procedure for transfer of clearances: The immediate requirement would be to transfer the clearances already accorded to non-starting hydro projects in the State Sector to Central Sector or Independent Power Projects (IPP) or Joint Ventures between IPPs and central sector.

Policy and Regulatory Framework The key policy initiatives in the hydro sector are:

Rationalization of Hydro Tariff: Recognizing the difficulties in execution of hydro projects, the Government has decided to rationalize the existing hydro tariff norms, improve the incentives for better operation and evolve a solution to the contentious issue of computing the completion cost. Estimates on Completion Cost (Geological Risks): A realistic estimate of completion cost has to take into account the geological and hydrological risks, cost escalation and natural occurrences of land slides, rock falls etc. Promoting Hydro Projects with Joint Ventures: With a view to bring in additional private investment in the hydro sector, there has been emphasis on schemes through joint ventures between the public and domestic / foreign private enterprises. Relaxation in certain rules pertaining to mandatory sharing of power with neighbouring states is provided in case of joint venture projects. Support for Acquisition, R&R, Catchment Area Development: The acquisition of forest and private land involves Government procedures and difficult negotiations with land owners. It is now the responsibility of the State Government to acquire the land (Government/Private/Forest) for the project and also negotiate at its own terms with land owners as per the policy adopted by it. In case any cost is incurred by the developer it shall be considered as cost to the project and allowed to be considered for tariff determination.

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The India Opportunity India ranks fifth in terms of exploitable hydro-potential in the world. As per assessment made by Central Electricity Authority (CEA), India is endowed with economically exploitable hydro-power potential to the tune of 148,700 MW. The basin wise assessed potential is29: In addition, 56 number of pumped storage projects have also been identified with probable installed capacity of 94,000 MW. In addition to this, hydro-potential from small, mini & micro schemes has been estimated as 6,782 MW from 1,512 sites. Thus, in totality India is endowed with hydro-potential of about 250,000 MW. However, only 17 percent of the hydroelectric potential has been harnessed so far and 5 percent is under various stages of development. Thus, 78 percent of the potential remains without any plan for exploitation. While private participation is currently low at 3 percent, private participation in future will be important to meet the ambitious target of 45,000 MW capacity addition in the next ten years.
Basin/Rivers Indus Basin Ganga Basin Central Indian River system Western Flowing Rivers of southern India Eastern Flowing Rivers of southern India Brahmaputra Basin Total Probable Installed Capacity (MW) 33,832 20,711 4,152 9,430 14,511 66,065 148,701

Source: Narmada Hydroelectric Development Corporation website

Renewable Sources
Renewable energy sources (RES) is an important element of Indias power policy to meet the needs of power in an environmentally friendly way and to provide power to remote areas. India is the first country to have a dedicated ministry for developing and promoting non-conventional energy sources in the country. Certain forms of renewable energy sources (wind energy, smallhydro and biomass) have been able to establish a strong presence. There is relatively strong participation of private sector in response to the policy and incentives extended to the participants (for example a significant share of the wind-power based generation capacity has been set-up by private sector). During the last couple of years considerable activity has been witnessed among RES-based power generators for availing benefits under the Clean Development Mechanism (CDM) for their projects.

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Key Issues Facing the Sector

Relatively high capital cost and low plant load factors make renewable energy more expensive. There is a need to balance environmental and financial considerations for which support from Government and the Regulatory Commissions is crucial. Technological development to bring down costs and increase availability are key imperatives. Low plant load factors and seasonal nature of generation mean that grid support is required to maintain a reasonable supply level to the consumers. Hybrid systems in remote areas where extension of grid may not be feasible may emerge. Coordination between various ministries of the Government is required to maximize the benefits under various programmes for rural electrification, renewable energy sources development and village energy security program Regulatory certainty on tariff and other conditions of power procurement will continue to remain crucial for maintaining private sector interest in this area Adoption of renewable energy technologies in certain cases may lead to increased competition for land use which will need to be managed, as and when usage of such technologies becomes more wide spread.

Policy and Regulatory Framework Some of the key legislative, policy and other measures initiated by the various stakeholders for promoting RES are:

The Act provides for State Commissions to fix a minimum percentage for purchase of energy from such renewable energy sources. Some of the State Commissions have already initiated measures in this direction. Also the recently notified National Tariff Policy (NTP) mandates that such minimum percentage should be made applicable latest by April 1, 2006 The policy recognizes that renewable sources of energy should be offered a preferential tariff till the time that technologies evolve so that they can compete with other conventional sources of electricity generation The policy encourages generation and distribution of electricity in notified rural areas without any need for obtaining a licence from the SERCs A number of fiscal benefits in form of duty exemptions, income-tax holidays, accelerated depreciation norms etc. have been extended. In addition, Indian Renewable Energy Development Agency has also been extending financial support to the interested investors

The India Opportunity India has an enormous potential of renewable energy across the various sources as indicated in the table below. The current installed capacity of around 7,100

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MW31 constitutes about 6 percent of Indias total installed generation capacity. And given that only a small percentage of it has been utilized, it offers an exciting opportunity for various participants (including generator and equipment manufacturers) to explore and establish a strong presence. The new draft policy on renewable energy released by the Ministry of Nonconventional Energy Sources (MNES) has set an objective of achieving an installed renewable based generation capacity of 10,000 MW by the year 2012.

Certain forms of renewable energy sources viz. wind energy, smallhydro and biomass have been able to establish a strong presence in India in the renewable energy landscape. With an installed capacity of around 4,400 MW32 of windbased power generation, India is the fourth largest wind power generator in the world. India ranks second in the world with an installation base of 3.8 million biogas plants. Some State Governments have provided a lot of encouragement for renewables such as bio-diesel for which cultivation of crops such as jatropha has been encouraged on a large scale. Development and introduction of cost-effective technologies in areas like Solar Photovoltaic can play a pivotal role in wider proliferation of the same in India (there are about 300 clear sunny days in a year in most parts of India and the daily average solar energy incident over India varies from 47 kWh/m2, depending upon location). Planning Commission, in a recent document33, has suggested a number of policy measures to promote specific renewable energy alternatives including biodiesel, ethanol and solar thermal water heaters. The emphasis in on creating a market for these alternatives by specifying some sort of purchase obligation for other participants like oil companies and Government agencies. The policy initiatives as described earlier including the recommendation for sourcing power from renewable energy sources on a competitive basis will provide the required impetus for the growth of the this sector.
RES Wind Small Hydro (upto 25 MW) Biomass power / cogeneration Solar Photo Voltaic Power Solar Water Heating Urban and Industrial Waste-based power Biogas plants Potential
30

Existing Installed Capacity ~4400 MW ~1700 MW ~950 MW Very low exploitation.

45000 MW 15000 MW 19500 MW 20 MW/sq. km 140 million sq. m collector area 2700 MW 12 million 120 million

1.5 million sq. m collector area Very low exploitation. 3.8 million

Improved Biomass Chulhas (Cook-Stoves)

Source: MNES Website

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Electricity
As per the Constitution of India, electricity falls within the concurrent jurisdiction of the Centre and the States. In most states in India, the sector consists of vertically integrated State Electricity Boards - most of which are now unbundled into Generation, Transmission and Distribution companies which continue to be state-owned. In a few States, private licensees for power distribution are also in operation. Currently only 10.6 percent of the total installed capacity is in the private sector. Distribution is privatised in the state of Orissa and some cities such as Delhi, Kolkata, parts of Mumbai, Ahmedabad and Surat in the western state of Gujarat. Demand Supply Position and Expected Trends The projected elasticity of electricity w.r.t. GDP is 0.95. With this, the growth rate in electricity consumption is expected to be 7.6 percent. The per capita consumption presently stands at 606 kWh (2005), far below the world average of 2,429 kWh. At an 8 percent GDP growth, the per capita consumption of India in 2032 is estimated to be 2,643 kWh, which is just comparable to the present day world average. With an installed capacity of 123 GW, the country currently faces energy shortage of 8 percent and a peak demand shortage of 11.6 percent. In order to sustain a growth rate of 8 percent, it is estimated37 that the power generation capacity in India would have to increase to 306 GW in the next ten years which is 2.5 times current levels. Key Issues Facing the Sector

Socio-Political Influences
Over the decades, the power sector in India has become an instrument for implementation of State Governments social policies. It is characterized by heavy subsidies, mostly poorly targeted and State Governments involvement in functioning of the power utilities. The agricultural sector is a major consumer of electricity and together with other economically weaker sections of society has led to large costs for the utilities in serving these consumers. This combined with poor state of State Government finances led to inadequate compensation to the power utilities contributing to degradation of the financial position.

The India Opportunity in the Energy Sector

Installed Cap. Req. (GW)35
131 153 220 306 425 575 778

259

Year
2003-04 2006-07 2011-12 2016-17 2021-22 2026-27 2031-32

Energy Req. (Billion kWh)36

633 761 1097 1524 2118 2886 3880

World Japan US UK Indonesia India China 440 435

2,429 7,816 13,066 6,231

1,379 5,000 10,000 15,000

Source: IEA Exhibit 9.1: Per capita consumption KWh, 2003

High level of network losses

The power utilities in India suffer from a very high level of network losses of around 40 percent largely due to theft, pilferage and non-collection of dues and also due to the state of the network involving long low voltage lines. Nonrealization of revenue for power generated has led to financial degradation and spiral of worsening performance.

High level of financial losses

Due to the reasons mentioned above, the power sector in India suffers huge financial losses to the tune of USD 6 billion an annum. These losses have accumulated over time and resulted in inadequate financial resources for capacity augmentation.

Inadequate Generation and Transmission Capacity

Inadequate resource generation for investments has led to generation capacity shortfall of over 15 percent. Payment security mechanisms for private players have been difficult to provide on account of the financial situation. Likewise, inadequate transmission capacity in the country has led to a situation where regional surpluses remained unutilized to meet deficits elsewhere.

Poor Quality of Supply

Inadequate generation capacity and the poor quality of the distribution network have resulted in poor quality of supply. Supply is characterized by planned and unplanned interruptions and deviations in voltage and frequency from prescribed

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parameters. There has been some improvement in these parameters in recent years owing to penalties and incentives for utilities for deviations. Lately, availability of fuel for power generation is becoming a significant constraint. Coal shortages are increasing and gas shortages are leading to a situation where plants are not able to operate to full capacity. Policy and Regulatory Framework Electricity being a concurrent subject under the Constitution of India, a Central level as well as a State level jurisdiction is envisaged. The policy framework now hinges on bringing in competition, private sector participation and independent regulation (especially attempts bringing in independence from Government interference in state owned utilities). There is also a new emphasis on rural electrification a national programme for the same has been taken up. The regulatory system now consists of a Central Electricity Regulatory Commission (CERC) regulating all matters pertaining to more than one state, State Electricity Regulatory Commissions (SERC) for matters within a state and an Appellate Tribunal (being the higher court of appeal against the two regulators). In addition, there is a Central Government authority - the Central Electricity Authority (CEA) responsible for power planning for the country and according approvals for large hydro projects. The legislative framework is governed by the Electricity Act, 2003. This along with subsequent policies including the National Tariff Policy, the National Electricity Policy and the Rural Electrification Policies define the policy landscape. The main enablers for competition are:

All new generation in private sector has to be contracted through competitive bidding and even in case of public sector the same should be done in five years time. Regulated pricing applies only when competitive bidding has not been adopted. Open access on common carrier principle is allowed on transmission networks and will soon be phased in on distribution networks. This enables competition in procurement of bulk power as well as in retail supply to large consumers who will soon be able to contract supply on their own. There are issues related to cross-subsidy surcharge in retail supply which is a surcharge payable by the supplier or consumer to the incumbent to compensate for loss of cross-subsidy. Provisions for parallel competitive distribution networks in existing areas are made. However, parallel networks are likely to come up only in areas where the existing network is in very poor state and the consumer profile is very favorable.

The policy now also requires reduction of cross-subsidies in tariffs and bettering targeting of overnment subsidies. The policy allows 100 percent Foreign Direct Investment (FDI) in generation (other than atomic reactor power plants), transmission, distribution and trading. There is no limit on the project cost and quantum of FDI. The categories which

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would qualify for such approval are: (i) Hydroelectric power plants (ii) Coal / Lignite based thermal power plants and (iii) Oil /Gas based thermal power plants. The India Opportunity

Generation
In generation segment, opportunities exist due to the large demand-supply shortfall. A number of private projects have come up in recent times. While most of the generation would be sold through long-term contracts, there is a policy focus on enabling open access that would allow generators to sell directly to large consumers. This and the evolving power trading market imply generators can also look at the possibility of setting up merchant plants or at least set aside a part of the capacity for merchant use. We are beginning to see instances of merchant plants coming up in the country. The Government has also announced the setting up of ultra mega power projects (projects of size greater than 4,000 MW). The concept involves a Government agency doing the preparatory work related to land acquisition, environmental clearances etc. and then awarding the projects to private developers on a competitive basis. The policy now also allows generators to take up coal mining for captive use. These measures along with fiscal concessions for large generation projects such as waiver of customs duty make this a very attractive opportunity. The opportunity for generators appears to be brighter than what it was earlier with more focus on improving the health of existing distribution segment and also opening up of new market for industrial/high value consumers through open access. Based on Governments plans, by 2012, a capacity addition of 22,900 MW has been identified for the private sector out of total target of around 107,000 MW.

Transmission
Private investments in transmission can be through Independent Power Transmission Company (IPTC) or a Joint Venture Company (JVC). Under the IPTC route, the private promoter will have 100 percent ownership, whereas, in the JVC route a minority holding will reside with the state owned Central Transmission Utility (CTU) viz. PGCIL. Both forms of private participation are envisaged in creation of the National Grid38 along with the CTU. The required capital outlay for this purpose is around USD 4.4bn. There are issues relating to payment security and obtaining right of way (ROW), environmental clearances, etc. that need to be addressed to promote private investment.

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Distribution
While the experience of private participation in this segment has not been to the expected level, the recent policy initiatives provide adequate signals in terms of attractiveness of this segment for private investment. The Act provides for parallel and second distribution licensee in same area of supply, which enables setting up parallel distribution lines (and arguably more efficient ones) in specific areas39. Privatization of existing distribution utilities is possible, though good opportunities are few owing to the large risks involved. Till risks related to measurement of operational parameters such as losses (due to inadequate metering), regulatory risks (due to relative immaturity and lack of sufficient independence from Government), information risks (state of assets in the ground) and political risks (preventing cost reflective tariffs) are not minimized, the privatization opportunities may be limited. However, privatization of urban areas might be a possible opportunity in the future (privatization of Delhi distribution in 2002 is an example) as also opportunities related to franchising of certain distribution operations.

Trading
Power trading volumes in India, though small, have been growing steadily over the years. Investment opportunities arise due to the following:

Open access in transmission and distribution networks will facilitate trading and enable direct sales to large consumers. Efforts at establishing a national power exchange are on and this will facilitate trading to a great extent. The policy of allowing 100 percent FDI in power trading will result in entry of foreign players in the trading market and the depth and maturity of the market will increase. While inadequate transmission is a constraint at presence, efforts of the Government to enhance transmission capacity including inviting private participation and setting up of National Grid are expected to address this. There is an emerging trend of new private generators selling power to traders rather than financially weak distribution utilities. Traders are in a better position to manage risks relating to payments and demand uncertainties. Besides, with rising short term prices of electricity, traders have the potential to earn larger returns. However, there are issues relating to regulating trading margins which are the current subject of much debate.

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Energy savings and Demand Side Management

A study for the Asian Development Bank (ADB, 2003) estimated an immediate market potential of energy saving of 54,500 million kWh and peak saving of 9,240 MW. This has an investment potential of over USD 3 billion. Additional savings are possible by reduction of auxiliary consumption in generation plants. Investment in this area is also likely to aid in reducing carbon emissions and therefore, part of the investments can also be financed through the Carbon Credits generated.

Equipment manufacturing
The large growth needs implies growing demand for generators, lines and equipment, meters, etc. While it is estimated that the existing manufacturing capacity in the country can support addition of about 6,000 MW of capacity, the future requirement is 15,000 MW every year for the next ten years.

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Industry Sector Reports

Appendix: Few Major Players in India

No Company Coal Sector 1 Coal India Ltd Oil Sector Exploration and Production 1 ONGC 2 Oil India Limited (OIL) 3 Cairn Energy plc 4 BG Group plc 5 Reliance Industries Limited 6 GSPC-Niko Refineries 1 Indian Oil Corporation Limited (Indian Oil) 2 Reliance Industries Limited 3 Bharat petroleum Corporation Limited (BPCL) 4 Hindustan Petroleum Corporation Limited (HPCL) Gas Sector Exploration and Production 1 ONGC 2 OIL 3 Cairn Energy plc 4 BG Group plc 5 Reliance 6 GSPC-Niko LNG Terminals 1 Petronet LNG 2 Royal Dutch Shell Transmission and Distribution 1 GAIL Electricity Sector Generation 1 NTPC Limited 2 National Hydroelectric Power Corporation (NHPC) 3 Nuclear Power Corporation (NPC) 4 BBMB 5 NEEPCO 6 GVK 7 GMR 8 Lanco 9 Essar Transmission 1 Powergrid Corporation (PGCIL) Generation & Transmission 1 DVC Generation, Transmission & Distribution 1 Tata Power 2 Reliance Energy 3 CESC Limited

Part Seven Appendices

Appendix 1

Sector Specific Guidelines for FDI

Sl. No. 1 a Sector/Activity FDI Cap/Equity Entry Route Other conditions Relevant Press Note issued by D/o IPP www.dipp.gov.in PN 4 / 2006

Airports Greenfield projects

100%

Automatic

Existing projects

100%

FIPB beyond 74% Automatic

Subject to sectoral regulations notified by Ministry of Civil Aviation www.civilaviation.nic.in Subject to sectoral regulations notified by Ministry of Civil Aviation www.civilaviation.nic.in Subject to no direct or indirect participation by foreign airlines. Government of India Gazette Notification dated 2.11.2004 issued by Ministry of Civil Aviation. www.civilaviation.nic.in Subject to license by appropriate authority Where any individual investment exceeds 10% of the equity, provisions of Section 3(3)(f) of Securitization and Reconstruction of Financial Assets and Enforcement of Security Interest Act, 2002 should be complied with www.finmin.nic.in Subject to guidelines issued by Department of Atomic Energy vide Resolution No. 8/1(1)/97PSU/1422 dated 6.10.98. Subject to guidelines for setting up branches/subsidiaries of foreign banks issued by RBI. www.rbi.org.in

PN 4 / 2006

Air Transport Services

49%-FDI; 100% for NRI investment

3 4

Alcohol Distillation & Brewing Asset Reconstruction Companies

100% 49% (only FDI)

Automatic FIPB

PN 4 / 2006

Atomic Minerals

74%

FIPB

Banking Private sector

74% (FDI+FII)

Automatic

PN 2 / 2004

7 a

Broadcasting FM Radio FDI +FII investment up to 20% 49% (FDI+FII) FIPB Subject to Guidelines notified by Ministry of Information & Broadcasting www.mib.nic.in Subject to Cable Television Network Rules (1994) Notified by Ministry of Information & Broadcasting www.mib.nic.in Subject to guidelines issued by Ministry of Information & Broadcasting www.mib.nic.in PN 6 / 2005

Cable network

FIPB

Direct-To-Home

49% (FDI+FII) Within this limit, FDI component not to exceed 20%

FIPB

268
Sl. No. d

Appendices
Sector/Activity FDI Cap/Equity Entry Route Other conditions Relevant Press Note issued by D/o IPP www.dipp.gov.in PN 1 / 2006

Setting up hardware facilities such as up-linking, HUB, etc Up-linking a News & Current Affairs TV Channel Up-linking a Non-news & Current Affairs TV Channel Cigars & CigarettesManufacture Coal & Lignite mining for captive consumption by power projects, and iron & steel, cement production and other eligible activities permitted under the Coal Mines (Nationalisation) Act, 1973. Coffee & Rubber processing & warehousing Construction Development projects, including housing, commercial premises, resorts, educational institutions, recreational facilities, city and regional level infrastructure, townships.

49% (FDI+FII)

FIPB

26% FDI+FII

FIPB

100%

FIPB

Subject to Up-linking Policy notified by Ministry of Information & Broadcasting www.mib.nic.in Subject of guidelines issued by Ministry of Information & Broadcasting www.mib.nic.in Subject of guidelines issued by Ministry of Information & Broadcasting www.mib.nic.in Subject to industrial license under the Industries (Development & Regulation) Act, 1951 Subject to provisions of Coal Mines (Nationalization) Act, 1973 www.coal.nic.in

PN 1/ 2006

PN 1/ 2006

100%

FIPB

PN 4 / 2006

100%

Automatic

PN 4 / 2006

10

100%

Automatic

PN 4 / 2006

11

100%

Automatic

Subject to conditions notified vide Press Note 2 (2005 Series) including: a. minimum capitalization of US$ 10 million for wholly owned subsidiaries and US$ 5 million for joint venture. The funds would have to be brought within six months of commencement of business of the Company. b. Minimum area to be developed under each project 10 hectares in case of development of serviced housing plots; and built-up area of 50,000 sq.mts. in case of construction development project; and any of the above in case of a combination project. [Note: For investment by NRIs, the conditions mentioned in Press Note 2 / 2005 are not applicable.]

PN 2 / 2005 & PN 2 / 2006

Sector Specific Guidelines for FDI

Sl. No. 12 Sector/Activity FDI Cap/Equity Entry Route Other conditions

269

Relevant Press Note issued by D/o IPP www.dipp.gov.in

Courier services for carrying packages, parcels and other items which do not come within the ambit of the Indian Post Office Act, 1898. Defence production

100%

FIPB

Subject to existing laws and exclusion of activity relating to distribution of letters, which is exclusively reserved for the State. www.indiapost.gov.in Subject to licensing under Industries (Development & Regulation) Act, 1951 and guidelines on FDI in production of arms & ammunition.

PN 4 / 2001

13

26%

FIPB

PN 4 / 2001 & PN 2 / 2002

14

Floriculture, Horticulture, Development of Seeds, Animal Husbandry, Pisciculture, aqua-culture, cultivation of vegetables, mushrooms, under controlled conditions and services related to argo and allied sectors. Hazardous chemicals, viz., hydrocyanic acid and its derivatives; phosgene and its derivatives; and isocyanates and di-isocyantes of hydrocarbon. Industrial explosives Manufacture

100%

Automatic

PN 4 / 2006

15

100%

Automatic

Subject to industrial license under the Industries (Development & Regulation) Act, 1951 and other sectoral regulations.

PN 4 / 2006

16

100%

Automatic

Subject to industrial license under Industries (Development & Regulation) Act, 1951 and regulations under Explosives Act, 1898 Subject to licensing by the Insurance Regulatory & Development Authority. www.irda.nic.in Foreign investment in an investing company will not be counted towards sectoral cap in infrastructure/services sector provided the investment is up to 49% and the management of the company is in Indian hands.

PN 4 / 2006

17

Insurance

26%

Automatic

PN 10 / 2000

18

Investing companies in infrastructure/ services sector (except telecom sector)

49%

FIPB

PN 2 / 2000 & PN 5 / 2005

270
Sl. No. 19

Appendices
Sector/Activity FDI Cap/Equity Entry Route Other conditions Relevant Press Note issued by D/o IPP www.dipp.gov.in PN 2 / 2000, PN 3 / 2005 & PN 4 / 2006

Mining covering exploration and mining of diamonds & precious stones; gold, silver and minerals.

100%

Automatic

Subject to Mines & Minerals (Development & Regulation) Act, 1957 www.mines.nic.in Press Note 18 (1998) and Press Note 1 (2005) are not applicable for setting up 100% owned subsidiaries in so far as the mining sector is concerned, subject to a declaration from the applicant that he has no existing joint venture for the same area and / or the particular mineral. Subject to: a. minimum capitalization norms for fund based NBFCs - US$ 0.5 million to be brought upfront for FDI up to 51%; US$ 5 million to be brought upfront for FDI above 51% and up to 75%; and US$ 50 million out of which US$ 7.5 million to be brought upfront and the balance in 24 months for FDI beyond 75% and up to 100%. b. minimum capitalization norms for non-fund based NBFC activities US$ 0.5 million. c. foreign investors can set up 100% operating subsidiaries without the condition to disinvest a minimum of 25% of its equity to Indian entities subject to bringing in Under Secretary 50 million without any restriction on number of operating subsidiaries without bringing additional capital. d. joint venture operating NBFCs that have 75% or less than 75% foreign investment will also be allowed to set up subsidiaries for undertaking other NBFC activities subject to the subsidiaries also complying with the applicable minimum capital inflow. e. compliance with the guidelines of the RBI.

20

i ii iii iv v vi vii viii ix x xi xii xiii xiv xv xvi xvii xviii xix

Non Banking Finance Companies approved activities Merchant banking Underwriting Portfolio Management Services Investment Advisory Services Financial Consultancy Stock Broking Asset Management Venture Capital Custodial Services Factoring Credit Reference Agencies Credit Rating Agencies Leasing & Finance Housing Finance Forex Broking Credit card business Money changing business Micro credit Rural credit

100%

Automatic

PN 2 / 2000, PN 6 / 2000 & PN 2 / 2001

Sector Specific Guidelines for FDI

Sl. No. 21 a Sector/Activity FDI Cap/Equity Entry Route Other conditions

271

Relevant Press Note issued by D/o IPP www.dipp.gov.in PN 1 / 2004 & PN 4 / 2006

Petroleum & Natural Gas sector Other than Refining and including market study and formulation; investment/financing; setting up infrastructure for marketing in Petroleum & Natural Gas sector. Refining

100%

Automatic

Subject to sectoral regulations issued by Ministry of Petroleum & Natural Gas; and in the case of actual trading and marketing of petroleum products, divestment of 26% equity in favour of Indian partner/public within 5 years. www.petroleum.nic.in

26% in case of PSUs 100% in case of Private companies

FIPB (in case of PSUs) Automatic (in case of private companies) FIPB

Subject to Sectoral policy www.petroleum.nic.in

PN 2 /2000

22 a

Print Media Publishing of newspaper and periodicals dealing with news and current affairs Publishing of scientific magazines/ specialty journals/ periodicals Power including generation (except Atomic energy); transmission, distribution and Power Trading. Tea Sector, including tea plantation

26%

Subject to Guidelines notified by Ministry of Information & Broadcasting. www.mib.nic.in

100%

FIPB

Subject to guidelines issued by Ministry of Information & Broadcasting. www.mib.nic.in Subject provisions of the Electricity Act, 2003 www.powermin.nic.in

PN 1 / 2004

23

100%

Automatic

PN 2 / 1998, PN 7 / 2000 & PN 4 / 2006

24

100%

FIPB

Subject to divestment of 26% equity in favour of Indian partner/Indian public within 5 years and prior approval of State Government for change in land use.

PN 6 / 2002

25 a

Telecommunication Basic and cellular, Unified Access Services, National/ International Long Distance, V-Sat, Public Mobile Radio Trunked Services (PMRTS), Global Mobile Personal Communications Services (GMPCS) and other value added telecom services 74% (Including FDI, FII, NRI, FCCBs, ADRs, GDRs, convertible preference shares, and proportionate foreign equity in Indian promoters/ Investing Company) Automatic up to 49%. FIPB beyond 49% Subject to guidelines notified in the Series PN 5 / 2005 PN 5 / 2005

272
Sl. No. b

Appendices
Sector/Activity FDI Cap/Equity Entry Route Other conditions Relevant Press Note issued by D/o IPP www.dipp.gov.in PN 4 / 2001

ISP with gateways, radio-paging, end-to-end bandwidth. ISP without gateway, infrastructure provider providing dark fibre, electronic mail and voice mail

74%

Automatic up to 49%. FIPB beyond 49% Automatic up to 49%. FIPB beyond 49%

Subject to licensing and security requirements notified by the Department of Telecommunications www.dotindia.com Subject to the condition that such companies shall divest 26% of their equity in favour of Indian public in 5 years, if these companies are listed in other parts of the world. Also subject to licensing and security requirements, where required. www.dotindia.com Subject to sectoral requirements. www.dotindia.com

100%

PN 9 / 2000

d 26 a

Manufacture of telecom equipments Trading Wholesale / cash & carry trading

100%

Automatic

PN 2 / 2000

100%

Automatic

Subject to guidelines for FDI in trading issued by Department of Industrial Policy & Promotion vide Press Note 3 (2006 Series).

PN 4 / 2006

b c

e 27

Trading for exports Trading of items sourced from small scale sector Test marketing of such items for which a company has approval for manufacture Single Brand product retailing Satellites Establishment and operation Special Economic Zones and Free Trade Warehousing Zones covering setting up of these Zones and setting up units in the Zones

100% 100%

Automatic FIPB

100%

FIPB

51% 74%

FIPB FIPB Subject to Sectoral guidelines issued by Department of Space / ISRO www.isro.org Subject to Special Economic Zones Act, 2005 and the Foreign Trade Policy. www.sezindia.nic.in PN 9 / 2000; PN 2 / 2006; & PN 4 / 2006

28

100%

Automatic

The Press Notices can be found on the DIPP website Source: Govt of India, Ministry of Commerce

Appendix 2

Clearances and Approvals Information

Subject Matter Industrial Entrepreneur Memorandum for delicensed industries Approval for Industrial License/carry-on-business License Approval for Technology Transfer: (i) Automatic route (ii) Government approval (PAB) Approval for financial collaboration: (i) Automatic route (ii) Government approval (FIPB) Approval of Industrial Park (i) Automatic route (ii) Non-Automatic route (Empowered Committee) Registration as a company & certificate of commencement of business Matters relating to FDI policy and its promotion and facilitation as also promotion and facilitation of investment by Non-Resident Indians (NRIs) Matters relating to Foreign Exchange Matters relating to Taxation Concerned Ministry/Department of Govt. of India Department of Industrial Policy & Promotion Department of Industrial Policy & Promotion Website addres http://dipp.gov.in

http://dipp.gov.in

Reserve Bank of India Department of Industrial Policy & Promotion

http://www.rbi.org.in http://dipp.gov.in

Reserve Bank of India Department of Economic Affairs Department of Industrial Policy & Promotion

http://www.rbi.org.in http://finmin.nic.in http://dipp.gov.in

Department of Company Affairs (Registrar of Companies) Department of Industrial Policy & Promotion

http://dca.gov.in

http://dipp.gov.in

Reserve Bank of India Department of Revenue

http://www.rbi.org.in http://finmin.nic.in

274

Appendices
Subject Matter Matters relating to Direct Taxation Matters relating to Excise & Customs Matters relating to Industrial Relations Imports of Goods Matters relating to Environment & Forest clearance Overseas investment by Indians Allotment of land/Shed in Industrial areas, acquisition of land, change in land use, approval of building plan, release of water connection etc. Concerned Ministry/Department of Govt. of India Central Board of Direct Taxes Central Board of Excise & Customs Ministry of Labour Directorate General of Foreign Trade Ministry of Environment and Forests Website addres http://incometaxindia.gov.in http://www.cbec.gov.in http://labour.nic.in http://dgft.delhi.nic.in http://envfor.nic.in

Ministry of Overseas Affairs Departments Concerned of State Governments

http://iic.nic.in A link for Web site address of the state/UT is given at www.dipp.gov.in

Source: Govt of India, Ministry of Commerce

Appendix 3

Addresses for Filing Applications

Sl.No. 1 Application for Industrial Licence/COB Licence Address for filing PR&C Section, SIA, Department of Industrial Policy & Promotion, Ministry of Commerce & Industry, Udyog Bhavan, New Delhi 11, India 2 IEM PR&C Section, SIA, Department of Industrial Policy & Promotion, Ministry of Commerce & Industry, Udyog Bhavan, New Delhi 11, India 3 Monthly Production Returns Jt.Director, Industrial Statistics Unit (ISU), Department of Industrial Policy & Promotion, Room No. 326, Udyog Bhavan, New Delhi 11, India Fax: +91 11 23014564, E-mail: vishu@ub.nic.in 4 FDI Application with NRI Investment & 100% EOU application and FDI in Retail Trading 5 Foreign Technology Agreement under Government Approval Project Approval Board, SIA, Department of Industrial Policy & Promotion, Ministry of Commerce & Industry, Udyog Bhavan, New Delhi 11, India 6 Approval for Industrial Park, Model town/Growth Center under Government Approval 7 FDI under automatic route Regional Office concerned of Reserve Bank of India (Addresses are available at RBI website) 8 FDI application under government route FIPB Unit, Department of Economic Affairs, Ministry of Finance, North Block, New Delhi 110001, India 9 For registration and incorporation of Company Registrar of Companies, Ministry of Company Affairs, B Block, 2nd floor, Paryavaran Bhavan, CGO Complex, New Delhi 110003, India 10 For setting up Liaison/Project/ Branch office of a foreign company Reserve bank of India, Central Office, Foreign Investment Division, Shaheed Bhagat Singh Road, Mumbai 400001, India PR&C Section, SIA, Department of Industrial Policy & Promotion, Ministry of Commerce & Industry, Udyog Bhavan, New Delhi 11, India PR&C Section, SIA, Department of Industrial Policy & Promotion, Ministry of Commerce & Industry, Udyog Bhavan, New Delhi 11, India

Source: Govt of India, Ministry of Commerce

Appendix 4

Inward Investment from Japan Liaison Office

Development Officer (Japan Cell) Investment Promotion & Infrastructure Development Cell Department of Industrial Policy & Promotion Ministry of Commerce & Industry Government of India 368 Udyog Bhawan New Delhi - IND-110 011 Telephone + 91 11 2306 1526 Fax + 91 11 2306 2626 Email : japan.cell@nic.in

Appendix 5

State Statistics

280

State

Capital

Official Website

Official Language/s

Location Description

Area in Square Kms

Population (2001 census) in millions

Literacy Gross Rate State (2001) % Domestic Product (GSDP) (2004/5, 2003/4*, 2002/3**) US$ bn 61.11% 54.74% 64.28% 44.54 0.56 9.57 509 430 300

Per Capita US$pa

Appendices

Andhra Pradesh English, Hindi NE/Chines border Assamese; S & E of Bangla; Bodo; Bhutan Karbi Hindi; Angika; SE of Nepal Bhojpuri; Magahi; Maithili Hindi; Chhattisgarhi Konkani; Marathi Gujarati Inland from Kolkata Middle of west coast Pakistan coastal border 94164 78483 26.70 83743 1.10

Hyderabad

www.aponline.gov.in

Telugu, Urdu

Mid Eastern coast

275068

76.20

Arunachal Pradesh

Itanagar

http:// arunachalpradesh.gov.in/

Assam

Dispur

http://assamgovt.nic.in/

Bihar

Patna

http://gov.bih.nic.in/

83.00

47.53%

12.56

127

Chhattisgarh

www.chhattisgarh.nic.in

135194 3702 196024

20.80 1.30 50.70

65.18% 82.32% 69.97%

8.47* 2.12* 39.48

326* 1290* 623

Goa

Panaji

http://goagovt.nic.in/

Gujarat

Ganhinagar

www.gujaratindia.com

Haryana

Chandigarh

http://harayana.gov.in

Hindi; Punjabi NW of Delhi

44212

21.10

68.59%

18.25

719

State

Capital

Official Website

Official Language/s

Location Description

Area in Square Kms

Population (2001 census) in millions

Literacy Gross Rate State (2001) % Domestic Product (GSDP) (2004/5, 2003/4*, 2002/3**) US$ bn 77.13% 54.46% 4.41 4.59 604 356

Per Capita US$pa

Himachal Pradesh Kashmiri; Urdu Borders Pakistan & China West of Kolkata west coast SW tip 191791 38863 79700 26.90 52.80 31.80 222236 10.10

Simla

http://himachal.nic.in/

Hindi; Pahari

borders China/Tibet

55673

6.10

Jammu and Kashmir

Summer: Srinagar Winter: Jammun Hindi Kannada Malayalam

http:// jammukashmir.nic.in/

Jharkhand

Ranchi

www.jharkand.gov.in

54.13% 67.04% 90.92%

6.05 32.66 22.1

286 526 594

Karnataka

Bangalore

www.karnataka.gov.in

Kerala

Thiruvananthapuram (Trivanderum) Hindi Marathi Meitei Garo; Khasi; English

www.kerala.gov.in

Madhya Pradesh

Bhopal

www.mp.nic.in

Central India 308144 Mumbai and 307713 inland borders Myanmar north of Bangladesh 22327 22429

60.30 96.90 2.10 2.30

64.11% 77.27% 68.87% 63.31%

22.66 81.77 0.89 1.16

309 707 327 430

Maharashtra

Mumbai

www.maharashtra.gov.in

State Statistics

Manipur

Imphal

http://manipur.nic.in

Meghalaya

Shillong

http://meghalaya.nic.in

281

282

State

Capital

Official Website

Official Language/s

Location Description

Area in Square Kms

Population (2001 census) in millions

Literacy Gross Rate State (2001) % Domestic Product (GSDP) (2004/5, 2003/4*, 2002/3**) US$ bn 88.49% 67.11% 63.61% 69.95% 61.03% .48** 1.04** 13.04 19.43 24.28 488** 456** 299 675 356

Per Capita US$pa

Appendices

Mizoram English Oriya Punjabi Hindi; Rajasthani Nepali borders Nepal and Bhutan SE tip E of Bangladesh S of Nepal 7096 borders Pakistan & SW of Delhi 342236 borders Pakistan 50362 24.40 56.50 S of Kolkata 155707 36.80 borders Myanmar 16579 2.00

Aizawl

http://mizoram.nic.in

Mizo; English

borders Myanmar

21081

0.90

Nagaland

Kohima

http://nagaland.nic.in

Orissa

Bhubaneshwar

www.orissa.gov.in

Punjab

Chandigarh

http://punjabgovt.nic.in

Rajasthan

Jaipur

www.rajasthan.gov.in

Sikkim

Gangtok

http://sikkim.nic.in

0.54

69.68%

0.34

530

Tamil Nadu Bengali; Kokborok Hindi; Urdu

Chennai

http://tn.nic.in

Tamil

130058 10492 238566

62.40 3.20 166.20

73.47% 73.66% 57.36%

41.54 1.57* 51.82

571 447* 252

Tripura

Agartala

http://tripura.nic.in

Uttar Pradesh Lucknow

www.upgov.nic.in

State

Capital

Official Website

Official Language/s

Location Description

Area in Square Kms

Population (2001 census) in millions

Literacy Gross Rate State (2001) % Domestic Product (GSDP) (2004/5, 2003/4*, 2002/3**) US$ bn 72.28% 4.44 432

Per Capita US$pa

Uttaranchal

Dehradun

http://ua.nic.in

Hindi; Garwhali; Kumaoni Bengali N of Kolkata 88752 80.20

W of Nepal

53566

8.50

West Bengal

Kolkata

www.wbgov.com

69.22%

45.49

494

Union Territories Hindi; Bengali; Malayalam; Telugu; Punjabi; Tamil; Nicobarese; English Punjabi; Hindi within Punjab 144 N of Mumbai 491 islands in Indian Ocean, c. 1200kms SE of Kolkata 8249 0.36 81.18% .25** 623**

Andaman & Nicobar

Port Blair

www.and.nic.in

Chandigarh

Chandigarh

http://chandigarh.nic.in

0.90 0.22

81.76% 60.03%

1.13 n/a

1481 n/a

State Statistics

Dadra and Nagar Haveli

Silvassa

http://dnh.nic.in

283

284

State

Capital

Official Website

Official Language/s

Location Description

Area in Square Kms

Population (2001 census) in millions

Literacy Gross Rate State (2001) % Domestic Product (GSDP) (2004/5, 2003/4*, 2002/3**) US$ bn 81.09% n/a n/a

Per Capita US$pa

Appendices

Daman and Diu English; Hindi; Punjabi; Urdu islands off SW coast 32 0.61 0.97 1483 13.80

Daman

Gujarati

Enclaves on Arabian Sea coast

122

0.16

National Capi- Delhi tal Territory Delhi (NCT)

http://delhigovt.nic.in

81.82%

19.95

1186

Lakshadweep Kavaratti French; Tamil; 4 previously 492 Telugu; French Malayalam coastal enclaves of: Pondicherry and Karaikal (within Tamil Nadu), Mahe (within Kerala) and Yanam (within Andhara Pradesh)

http://lakshadweep.nic.in/ Malayalam

87.52% 81.49%

n/a 1.42

n/a 1232

Puducherry (formerly Pondicherry)

Pondicherry

http://pondicherry.nic.in

State

Capital

Official Website

Official Language/s

Location Description

Area in Square Kms

Population (2001 census) in millions

Literacy Gross Rate State (2001) % Domestic Product (GSDP) (2004/5, 2003/4*, 2002/3**) US$ bn

Per Capita US$pa

Union Territories (UT) do not have local State governements but are ruled by Central Government through a governor.

Delhi and Puducherry have elected legislatures and are moving towards full Statehood.

Chandigarh is the capital of both the Punjab and Haryana States, but is not under eithers jurisdication but adminsitered by Central Government as a UT.

The National Capital Region is an informal term referring to the National Capital Territory Delhi plus the satellite towns of Faridabad,

Gurgaon (both in Haryana State) and Noida and Ghaziabad in Uttar Pradesh.

Literacy source: www.srcindore.org/litstate.htm

GSDP source: http://mospi.nic.in/

State Statistics 285

Appendix 6

Joint Venture Service Providers in India

JM Morgan Stanley Private Limited MUMBAI Address JM Morgan Stanley Private Ltd, 141, Maker Chambers III, Nariman Point, Mumbai - 400 021 India (91) 22 6630 3030 (91) 22 2204 2137 http://www.jmmorganstanley.com/ corporate@jmmorganstanley.com NEW DELHI Address JM Morgan Stanley Private Ltd., 114, Himalaya House, 11th Floor, 23, Kasturba Gandhi Marg, New Delhi 110 001. India (91) 11 5130 5000 (91) 11 5151 0410 http://www.jmmorganstanley.com/ Ms. Sanchita Chadha, sanchita.chadha@jmmorganstanley.com MUMBAI Address DSP Merrill Lynch Ltd. Mafatlal Centre, 10th Floor Nariman Point Mumbai 400 021 India (91) 22 6632 8000 / 2280 4100 (91) 22 2282 1827 http://www.dspml.com dspml@in.ml.com

Tel Fax Web G. Email

Tel Fax Web G. Email DSP Merrill Lynch Limited

Tel Fax Web G. Email

288

Appendices
Ernst & Young Private Limited MUMBAI Address Ernst & Young Pvt. Ltd. 18th Floor, Express Towers Nariman Point Mumbai- 400 021 India (91) 22 2282 5000 (91) 22 2282 6000 http://www.ey.com/GLOBAL/content.nsf/India/Home ey.ind@in.ey.com NEW DELHI Address Ernst & Young Pvt. Ltd. Ernst & Young Tower B-26, Qutab Institutional Area New Delhi 110 016 India (91) 11 2661 1004 (91) 11 2661 1012 http://www.ey.com/GLOBAL/content.nsf/India/Home ey.ind@in.ey.com MUMBAI Address KPMG KPMG House Kamala Mills Compound 448, Senapati Bapat Marg Lower Parel, Mumbai 400013 India (91) 22 39896000 (91) 22 39836000 http://www.in.kpmg.com On-Line Form MUMBAI Address HSBC Securities & Capital Markets (India) Private Limited 6th Floor, HSBC, 52/60 MG Road, Fort, Mumbai 400001 India (91) 22 2268 1248 (91) 22 2263 1984

Tel Fax Web G. Email

Tel Fax Web G. Email KPMGs

Tel Fax Web G. Email HSBC Securities & Capital Markets (India) Private Limited

Tel Fax

Joint Venture Service Providers in India

Web G. Email ICICI Securities Limited http://www.hsbcnet.com/hsbc/india On-Line Form MUMBAI Address ICICI Securities Limited H.T. Parekh Marg, Churchgate, Mumbai - 400 020 India (91) 22 2288 2460/70

289

Tel Fax Web G. Email Brescon Corporate Advisors Limited

http://www.icicisecurities.com On-Line Form MUMBAI

Address

6th & 7th Floor, SIDDHI VINAYAK CHAMBERS Gandhi Nagar, OPP MIG CLUB Bandra (EAST) Mumbai 400 051 Maharashtra India (91) 22 2641 0254 / 2641 0255 (91) 22 2643 7160 http://www.brescon.com mdo@brescon.com MUMBAI

Tel Fax Web G. Email Edelweiss Capital Address

14th Floor, Express Towers Nariman Point Mumbai 400 021. (91) 22 2286 4400 (91) 22 2282 6632 www.edelcap.com On-Line Form NEW DELHI

Tel Fax Web G. Email

Address

Flat No E-65, Himalaya House, 6th floor, 23 Kasturba Gandhi Marg, New Delhi - 110001 (91) 11 4153 1011 (91) 11 4153 1433 www.edelcap.com On-Line Form

Tel Fax Web G. Email

290

Appendices
Avendus Advisors Address MUMBAI IL&FS Financial Centre, West Quadrant - 2nd Floor, Bandra-Kurla Complex, Bandra (East) Mumbai - 400 051 India. (91) 22 6648 0050 (91) 22 6648 0040 www.avendus.com mumbai@avendus.com MUMBAI Address CLSA India 8/F Dalamal House Nariman Point Mumbai 400 021 (91) 22 5650 5050 (91) 22 2284 0271 www.clsa.com On-Line Form MUMBAI Address Laxmi Towers A Wing, 4th Floor Bandra Kurla Complex Bandra (East) Mumbai 400051 (91) 22 2653 0800 (91) 22 2653 0999 http://www.mapegroup.com sylvia@mapegroup.com NEW DELHI Address MAPE Advisory Group Pvt. Ltd. 6, First Floor, Augusta Point DLF Golf Course Road Gurgaon (Haryana) 122 002 (91) 124 401 MAPE (6273) (91) 124 414 2339 http://www.mapegroup.com sachin@mapegroup.com

Tel Fax Web G. Email CLSA India

Tel Fax Web G. Email MAPE Advisory Group Private Limited

Tel Fax Web G. Email

Tel Fax Web G. Email

Appendix 7

Indian Numbering System

Large numbers are counted in India in different units to Western countries. 10 100 1000 Are dealt with in the normal Western way.

10,000 10,00,000 1,00,00,000

= = =

1 lakh (or lac) 10 lakhs 1 crore = = one (Western) million = 10 (Western) million = 1,000,000 10,000,000

Note that the number has the same amount of zeros, it is just that the commas break it up in a different manner.

Appendix 8

Useful Websites
Government & State Operated Websites For States Official Websites see Appendix 5 National Portal of India National Portal of India - Business pages Government of India Directory Ministry of Commerce & Industry Department of Commerce Department of Industrial Policy & Production (DIPP) Secretariat for Industrial Assistance (SIA) Ministry of Finance Ministry of Company Affairs Ministry of Statistics and Programme Implementation http://india.gov.in http://india.gov.in/business.php http://goidirectory.nic.in

http://commerce.nic.in/ http://dipp.nic.in http://siadipp.nic.in/sia/ default.htm http://finmin.nic.in http://mca.nic.in http://mospi.nic.in

Reserve Bank of India (RBI, the Central Bank) www.rbi.org.in Clearing Corporation of India (CCIL) www.ccilindia.com Securities and Exchange Board of India (SEBI) www.sebi.gov.in National Council on Educational Research & Training Literacy Data; Resource for Adult Education India Trade Promotion Organisation Pharmacy Council of India Press Counicl of India http://ncert.nic.in http://www.srcindore.org/ litstate.htm www.indiatradepromotion.org www.pci.nic.in http://presscouncil.nic.in

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Appendices

Business & Trade Organisations Confederation of Indian Industry Federation of Indian Chambers of Commerce and Industry India Brand Equity Foundation (IBEF) Institute of Marketing and Management Market Research Society of India Institute of Chartered Accountants of India NASSCOM (IT, Software & BPO association) Indian Banks Association Bi-lateral Trade Organisations Contact details for Joint Business Councils and Chambers without websites can be found at India-China Chamber of Commerce & Industry Indo-African Chamber of Commerce & Industry Indo-Australian Chamber of Commerce Indo-British Partnership Network Indo-German Chamber of Commerce Indo-Italian Chamber of Commerce Indo-Japan Chamber of Commerce & Industry Singapore Indian Chamber of Commerce & Industry US India Business Council Website for Indo - Belgian/French/Italian/ German Chambers Miscellaneous Newspapers Business Standard The Economic Times Financial Express The Hindu (Madras based national newspaper) The Hindustan Times (Delhi based national newspaper) www.business-standard.com www.economictimes.com www.financialexpress.com www.hinduonnet.com www.hindustantimes.com http://commerce.nic.in/ Bi_Chambers%20_Trade.pdf www.indiachinachamber.com www.indoafrican.org www.indoaustchamber.com www.ibpn.co.uk www.indo-german.com www.indiaitaly.com www.ijcci.com www.sicci.com www.usibc.com www.euindiachambers.com www.ciionline.org www.ficci.com www.ibef.org www.immindia.com www.mrsi-india.com www.icai.org www.nasscom.org www.iba.org.in

Useful Websites

295

India Daily (Expat focussed) Indian Express (Delhi based national newspaper) Times of India (Delhi based national newspaper) Major Commercial Banks State Bank of India SBI Commercial and International Bank Standard Chartered Export-Import Bank of India HSBC India List of all Indian banks websites Other National Centre for Trade Information Global Supply GS1 National Small Industries Corporation Small Industry India Jobs in India Official Tourism Portal (Ministry of Tourism) International World Bank IMF World Association of Investment Promotion Agencies Coface CIA Factbook Global Market Briefings International Executive Development Programmes

www.indiadaily.com www.indianexpress.com www.timesofindia.com

www.sbi.co.in www.sbici.com www.standardchartered.com www.eximbankindia.com www.hsbc.co.in www.rbi.org.in/scripts/ banklinks.aspx

www.ncti-india.com www.gs1india.org www.nsicindia.com www.laghu-udyog.com www.naukri.com www.incredibleindia.org

www.worldbank.org www.imf.org www.waipa.org www.coface.com www.cia.gov/cia/publications/ factbook/index.html www.globalmarketbriefings.com www.iedp.info