Mansi Bajpai 04

Jagdish Meena 14
Nitika Singh 22
Pallavi Gupta 23
Shiraj Sherasia 39
Shruti Gupta 40
Preetam Bhattacharya 50
 KIRLOSKAR BROTHERS LTD
India's largest manufacturer and exporter of pumps
Year of Establishment : 1888
Year of Incorporation : 1920

Manufacturing plants and Year of Establishment

Kirloskarvadi (1910), Kondhapuri (2001), Shirval (1992) in Maharashtra and
Dewas (1962) in Madhya Pradesh
•
Marketing Network :

Domestic : 16 Regional Offices

Ahmedabad, Bangalore, Baroda, Bhubaneshwar, Calcutta, Chennai, Indore,
Jaipur, Kochi, Lucknow, Mumbai, Nagpur, New Delhi, Pune, Ranchi,
Secunderabad

Overseas : 7 Offices
Cambodia, Egypt, Germany, Kenya, Lao PDR, South Africa, United Arab Emirates
Dealers : Domestic 903,
Overseas 34 2
CORPORATE STRUCTURE
I. REGISTERED 2. REGIONAL SALES
OFFICE OFFICE
 UDYOG BHAWAN Ahmedabad Bangalore Bhopal Bhubaneshwar
 TILAK ROAD
 PUNE
Chennai Jaipur Kochi Kolkata

Lucknow Mumbai Nagpur New Delhi

 CORPORATE OFFICE
 ‘YAMUNA’ Pune Ranchi
 BANER
 PUNE REGIONAL OFFICE IN PUNE
PRABHAT APARTMENT
TULSHI BHAGWALE COLONY
SAHAKAR NAGAR PARVATI 3
PUNE
SECTOR WISE OFFICE
Irrigation & Rural Electrification
 Mr. M.R. Pattewar Tel : 020 24402200
 Udyog Bhavan, Tilak Road,
Pune – 411 002, (India) 
 Email : mrpattewar@kbl.co.in

After Sales Service

 Corporate Global Marketing
 “Chintan”, Mukund Nagar,
Pune – 411 0037, (India)
 Mr. Ragunathan Kannan Tel : 020 24402143 Email :
krn@kbl.co.in 4
DEALER NETWORK
 Andhra Pradesh •Rajasthan
 Punjab •Chattisgarh
 New Delhi •Madhya Pradesh
 Arunachal Pradesh
•Tamilnadu
 Jharkhand
• Gujarat
 Orissa
•Maharashtra
 Assam
 Karnataka •Tripura
 Jammu & Kashmir •Haryana
 Bihar • Manipur
 Kerala •Uttar Pradesh
•Himachal Pradesh
•Meghalay 5
•West Bengal Goa
STRATEGIC BUSINESS GROUPS (SBUS)
PEPBG
ADPBG Projects & Engineered
Agricultural & Pumps Buiness
Domestic Group,
Pumps Pune & Kirloskarvadi VBG
Business Group, Valves Business,
Dewas and Group, Kondapuri
Shirval

IPBG ACPBG
Industrial Pumps Anti Corrosion
Business Group, Products Business
Kirloskarvadi Group,
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Kirloskarvadi
 DISTRIBUTION SECTOR

AGRICULTURE DOMESTIC INDUSTRIAL

Growth Potential: High

Margins: Moderate
Cash Flow: Good
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 AGRICULTURAL SECTOR: PRODUCT
RANGE

Monobloc Domestic End Suction Pumps End Suction Pumps

Pumps Type- DB/DBHS Type- CE
Delivery size up to 20 Delivery size : Delivery size :
mm up to 300 mm up to 125 mm
Capacity up to 2 m3/hr. Capacity : Capacity :
Head up to 24 meters up to 1900 m3/hr. up to 660 m3/hr.
Head up to 100 meters Head up to 100 meters
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MANUFACTURING PLANTS

Kirloskarvadi Plant
End Suction Pumps
Dewas Plant
Monobloc & 6”, 8”, 10” Submersibles
Shirval Plant
4” Submersible Pumps
Kondhapuri Plant
Valves
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 KEY STRENGTHS
Human Resources
 Total Employees 2600
 Engineers 556
 Vendors Over 500
 Dealers 903

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INSIGHT INTO BUSINESS

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INSIGHT INTO BUSINESS

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SECTORAL SPLIT OF AGRICULTURAL
& DOMESTIC PUMPS

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SALES AND DISTRIBUTION NETWORK
Manufacturing Unit

Godown

Dealers

Agricultural Customers
Industrial Customers

Farmers
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SALES AND DISTRIBUTION NETWORK
 Availability of Raw Material

Outsourcing

Ancillary Self Manufactured

Units

Tullu Pumps
Domestic Use Pumps and
Impellers, Motors and various
Other Accessories like nuts,
other bigger parts.
bolts etc
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DEVIATIONS IN THE S & D NETWORK
 In certain cases the retailer is also part of the distribution
network.

Retailer Farmer
 Retailers are generally not a part of the distribution
network because farmers want reliability hence they
procure the pumps from the dealers.
 Only the small pumps are brought from the retailers.

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INVENTORY MAINTAINED BY DEALERS
 Small Dealers
10 lakhs to 20 lakhs
 Medium Dealers

50 lakhs to 60 lakhs
 Large Dealers

1 crore to 2 crore

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 TERMS OF TRADE

1.Payment Terms
KBPL has adopted different payment terms for its various
dealers based on their creditability.
 Old Dealers
 30 days Credit Period
 Credible Dealers
 Payment by 15 - 45 days post dated cheque
 New Dealers
 20% of the purchase order amount to be paid in advance. Dispatch of
the order after advance payment.
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 Cost of the Pump includes
 Basic Price of the Pump

 Excise duty @ 8.24%

 Taxes
 Sales Tax
 VAT

 Freight
 Labour

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 INCENTIVES TO THE DEALERS
 Discounts to the Dealers are directly proportional to the volume
sold.
 Minimum Order

< 2 Lakhs (No Incentives)

> 2 Lakhs (Incentives)
4 Lakhs (27.5 % discount)
10 Lakhs ( 35% discount)
 No Cash Incentives
 Tour Packages worth Rs. 20,000-40,000

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CONTD…
 Cash Incentives given in situations were the company
wants to increase its sales manifold, in situations were
the demand for the pumps decreases.

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 TERMS OF TRADE

2. Delivery Period
KBPL has adopted different delivery period for its various
products.
 Non Standard Pumps
 60 to 365 days
 Standard Pumps
 30 days

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PROFIT MARGINS
 Company
 30%

 Dealers
 8-10%
 If Retailers are involved in the chain less profit margins to the dealers
 Retailers
 3.5-4%

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 TERMS OF TRADE
3. Transportation

Manufacturing Unit Godown Dealer

Small Three
Trucks Wheelers

Depending on the Area to cater and the size of the

Pump to be transported 24
 Cost of Transportation beared by the Dealer
 Some of the famous transporters catering the dealers (Ludhiana
Zone Dealer)
 Patel Roadways

 Associates Roadways

 Goods Carrier of India

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 POST SALES SERVICES

 WARRANTY CLAUSE : In 99.9 % cases no defect is there still

in case of any manufacturing defect the company provides
services to the customers

 SPARES SALES : Company provides the necessary information

and repairs regarding the spares of the pumps to the Industrial
Customer in cases of maintenance and repairs.

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 REAPAIR AND MAINTENECE IN CASE OF
AGRICULTURAL CUSTOMERS :

Company does not deal directly with the individual

Agricultural customers(farmers), in case for need of
maintenance or repairs farmer has to contact the local
retailer for the services

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 DAMAGES
 Types
 Manufacturing Defects

Company provides replacement of the defective unit.

 Damages during Transit

Covered under Insurance Scheme

Insurance Company Inspectors inspects the damages and reports to
the Company regarding the same.

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IT IN SALES AND DISTRIBUTION
ERP
SOFTWARES
USED BY KBL :

SAP

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THANK YOU

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