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    b2b Sales FINAL

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    Gourab Ray
    This document discusses Cummins' sales management group 2 and provides information on Cummins' operations in India. It outlines Cummins' timeline of operations in India since 1967. It then describes Cummins' various business units and products in India including engines, power generation, components, and distribution. It provides an overview of Cummins' international engine business unit strategy and segmentation of customers. Finally, it proposes an industry-focused sales structure with general managers, product specialists, and key account managers to better serve Cummins' business-to-business customers.

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    © All Rights Reserved
    Download as PPTX, PDF, TXT or read online from Scribd

    b2b Sales FINAL

    Uploaded by

    Gourab Ray
    171 views17 pages
    This document discusses Cummins' sales management group 2 and provides information on Cummins' operations in India. It outlines Cummins' timeline of operations in India since 1967. It then describes Cummins' various business units and products in India including engines, power generation, components, and distribution. It provides an overview of Cummins' international engine business unit strategy and segmentation of customers. Finally, it proposes an industry-focused sales structure with general managers, product specialists, and key account managers to better serve Cummins' business-to-business customers.

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    This document discusses Cummins' sales management group 2 and provides information on Cummins' operations in India. It outlines Cummins' timeline of operations in India since 1967. It then describes Cummins' various business units and products in India including engines, power generation, components, and distribution. It provides an overview of Cummins' international engine business unit strategy and segmentation of customers. Finally, it proposes an industry-focused sales structure with general managers, product specialists, and key account managers to better serve Cummins' business-to-business customers.

    Copyright:

    © All Rights Reserved
    Download as PPTX, PDF, TXT or read online from Scribd
    Download as pptx, pdf, or txt
    171 views17 pages

    b2b Sales FINAL

    Uploaded by

    Gourab Ray
    This document discusses Cummins' sales management group 2 and provides information on Cummins' operations in India. It outlines Cummins' timeline of operations in India since 1967. It then describes Cummins' various business units and products in India including engines, power generation, components, and distribution. It provides an overview of Cummins' international engine business unit strategy and segmentation of customers. Finally, it proposes an industry-focused sales structure with general managers, product specialists, and key account managers to better serve Cummins' business-to-business customers.

    Copyright:

    © All Rights Reserved
    Download as PPTX, PDF, TXT or read online from Scribd
    Download as pptx, pdf, or txt
    of 17

    SALES MANAGEMENT

    GROUP 2

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

    E002
    E023
    E024
    E025
    E042
    E044

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

    Cummins in India

    Products and Strategic business uni


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

    Engine Business

    Automotive
    Industrial
    ReCon
    Marine

    Power
    Generation
    Business

    Diesel Generators
    Alternators
    Marine Generator
    Sets
    Power Electronics

    Component
    Business

    Filtration
    Emission Solutions
    Fuel Systems
    Turbo

    Distribution
    Business

    Lubricants
    Allied Products

    INTERNATIONAL ENGINE BUSINESS UNIT (IEB

    IEBU STRATEGY STATEMENT


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

    Common Critical Drivers across


    markets are:
    Reliability
    Emissions
    Total cost of ownership
    Serviceability

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

    stomers of Cummins in Industrial engines divis

    Segment wise market outlook


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

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

    Segment wise market outlook


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

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

    SALES REVENUE FROM FY-15

    Primary Segmentation
    - Powergen
    - Mining and Construction
    - Railways

    Secondary Segmentation
    -

    Automotive
    Agriculture
    Oil and Gas
    Defense
    Marine
    Water Well Rigs

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

    DBU BUSINESS MODEL

    OBJECTIVES OF SALES STRUCTURE

    ndustry grouping with Key account mana


    and product specialists
    General
    Manager
    (Sales)

    Sales Manager
    (Automotive
    Industry)

    Product
    Specialist

    Key
    account
    manager

    Sales Manager
    (Generator
    Industry)

    Product
    Specialist

    Key
    account
    manager

    Sales Manager
    (Fuel Systems)

    Product
    Specialist

    Key
    account
    manager

    Rationale behind suggested Sales Struct


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

    THANK YOU!

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