Professional Documents
Culture Documents
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
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
IPBG ACPBG
Industrial Pumps Anti Corrosion
Business Group, Products Business
Kirloskarvadi Group,
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Kirloskarvadi
DISTRIBUTION SECTOR
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
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
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
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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
Small Three
Trucks Wheelers
Associates Roadways
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POST SALES SERVICES
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REAPAIR AND MAINTENECE IN CASE OF
AGRICULTURAL CUSTOMERS :
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DAMAGES
Types
Manufacturing Defects
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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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