MOM ‐ NEW PRODUCTS & SOLUTIONS ‐ 24th May 2012 Sr# 1 2 3
4
5
Biz
Action Items
Complete exercise for approaching the revenue plan for HTLS conductors on what customers on Go‐to market approach ‐ Incorporate the same to BP Come out with a clear plan for cross selling. Understand from SGL the benefits of buying OPGW and make a business case for OPGW with SGL/Mahatransco working for promotion of OPGW over the normal earth wire to Power other customers as well Preagreed CFT 'HTLS taskforce' to be made between PTB and SGL. This taskforce to meet at regular intervals at predefined slots and take the initiatives forward. Preparation of a Presentation in the lines of Grid discussions for HTLS conductors.
Resp.
Timeline
MA/AG/SB
15 June '12 Done.
VK / AG/ MA SB / RS / UA
10 June '12 Done. 15 June '12 Case studied for MAHATRansco ‐ making use of the RoW with fiber a necessity especially in the high demand areas of cities and upcoming towns for payback modelling. on a ongoing Done. 400 kV case analysis completed. Lower voltage lines in progress. basis
AB
RS/UA
15 june'12
Status
400 kV understanding presented.
New Products & Solutions for Customers Applications = 25 June 2012 (PTB) www.sterlitetechnologies.com June 25, 2012
1
PORTFOLIO
Standard Products Emerging Product
New Product Developing Product
On‐the‐Anvil
(>1000 MT)
(>100 MT)
(post Gate 1, not sold yet)
ACSR
Al 59
ACCC
GAP
AAAC
AAC
ACSS
ECO
AACSR
STACIR
TACSR
ACAR
DULL
(>100,000 MT)
(>10,000 MT)
Alloy 1120
www.sterlitetechnologies.com
June 25, 2012
2
PORTFOLIO DEVELOPMENT SHEET PRODUCT PORTFOLIO
G t 1 Gate1
G t 2 Gate2
G t 3 Gate3
G t 4 Gate4
G t 5 Gate5
G t 6 Gate
G t 7 Gate
G t 7b Gate by
A. Standard Family of Products Plan upto current month
ACSR/AAAC
Completed
Actual upto current month
B ME TOO - Catch up B. Plan upto current month
-
TACSR and ACSS/TW Actual upto current month Plan upto current month
Completed
ACSS and ACCC Actual upto current month Plan upto current month
January
GAP Actual upto current month Plan upto current month
DULL Actual upto current month Plan upto current month
Completed
STACIR Actual upto current month
C. Make it & Push - Differentiated USP's Plan upto current month
December
ECO Actual upto current month
D. Cross D Cross- Selling Opportunities (Combine with other properties/products - competition not offering) TW-conductors for low loss power cables ACS wires from OPGW for www.sterlitetechnologies.com ACSR-AS products
-
-
June 25, 2012
-
-
-
3
Development Status
Accessories Tie Up with Vendors to be done for ACSS, STACIR & GAP types www.sterlitetechnologies.com
June 25, 2012
4
Portfolio Performance-Volume PRODUCT PORTFOLIO
Total volume Plan for FY sold since 13 (MT) inception (MT)
Performance for the Month (MT) Plan Actual
Performance Upto the Month (MT) Plan Actual
A. Standard S d d FFamily il off Products P d ACSR/EC Grade AAAC/Alloy Grade
631021
146350
172924
18510
11973
10216
17896
16918
2011
1928
3754
3790
0 0 0 0 0 0
0 0 0 0 0 0
0 0 0 0 0 0
0 0 0 0 0 0
B. ME TOO ‐ Catch up TACSR
18
ACSS
407
GAP
0
DULL
0
ACCC STACIR
135 150
0 1310 0 386 1690 200
C. Make it & Push ‐ Differentiated USP's ECO
0
174
0
0
0
0
D. Cross‐ Selling Opportunities (Combine with other properties/products ‐ competition not offering) TW-conductors for low loss power cables ACS wires from OPGW for ACSRAS products www.sterlitetechnologies.com
-
‐ June 25, 2012
‐
‐
‐
‐ 5
Portfolio Performance-Value PRODUCT PORTFOLIO
Performance for the Month (Rs. Lakh) Plan Actual
Plan for FY 13 (Rs. Lakh)
Performance Upto the Month (Rs. Lakh) Plan Actual
A. Standard S d d FFamily il off Products P d ACSR/EC Grade
17770
13799
26596
23634
27271
3013
2457
5574
4930
0 2227 0 540.4 7689.5 1100
0 0 0 0 0 0
0 0 0 0 0 0
0 0 0 0 0 0
0 0 0 0 0 0
226458
AAAC/Alloy Grade B. ME TOO ‐ Catch up TACSR ACSS GAP DULL ACCC STACIR C M C. Make k iit & P Push h ‐ Differentiated Diff i d USP' USP's ECO
270
0
0
0
0
D. Cross‐ Selling Opportunities (Combine with other properties/products ‐ competition not offering) TW-conductors for low loss power cables
‐
‐
‐
‐
‐
ACS wires from OPGW for ACSR-AS products www.sterlitetechnologies.com
June 25, 2012
6
Revenue % Performance REVENUES
Performance for the Month (Rs. Lakh)
Plan for FY 13 (Rs. Lakh)
Plan
I. A. Standard Family of Products
253729
II. B + C (Me‐Too/Push) III. D (Cross‐Selling)
IV. TOTAL REVENUES
New Products (%) = (II/IV) Cross Selling (%) = (III/IV)
www.sterlitetechnologies.com
Performance Upto the Month (Rs. Lakh)
Actual
20783
Plan
16256
Actual
32170
28564
11827‐
‐
‐
‐
0
0
0
0
‐ 265556 4.5
20783
16256
0
0
‐
June 25, 2012
‐
32170 0
‐
28564 0
‐
‐
7
BP Indicators After Revisit
Before
Now
New Product Order booking as % of total order booking 12‐13 in MT
2.35%
2.62%
in Value
3.50%
3.40%
in MT
1.64%
2.20%
in Value
4.70%
4.5%
New Product Revenues as % of total Revenues Fy 12‐13
www.sterlitetechnologies.com
June 25, 2012
8
Business Plan AFTER
BEFORE ORDER BOOK PLAN Total Volume of New Products= 6082 MT Volume of ACCC Conductor= 3913 MT Volume of non- ACCC Conductor= 2169 MT
ORDER BOOK PLAN Total Volume of New Products= 6933 MT Volume of ACCC Conductor= 3137 MT Volume of non- ACCC Conductor= 3796MT
% ACCC Volume= 64 % % non- ACCC Volume= 36 %
% ACCC Volume= 45 % % nonnon ACCC Volume Volume= 55 %
SALES PLAN Total Volume of New Products= 2719 MT Volume of ACCC Conductor= 2658 MT Volume of non- ACCC Conductor= 61 MT
SALES PLAN Total Volume of New Products= 3760 MT Volume of ACCC Conductor= 1690 MT V l Volume off non- ACCC Conductor= C d t 2070 MT
% ACCC Volume= 98 % % non- ACCC Volume= 2 %
% ACCC Volume= 45 % % non- ACCC Volume= 55 %
Total revenue -new products= 11910 Rs. Lakh Revenue- ACCC = 11810 Rs. Lakh Revenue non- ACCC = 100 Rs. Lakh % ACCC Revenue= 99% % non non- ACCC Revenue= Re en e 1%
Total revenue -new products=11667 Rs. Lakh Revenue- ACCC = 7690 Rs. Lakh Revenue non- ACCC =3977 Rs. Lakh % ACCC Revenue= 66 % % non non- ACCC Revenue= 34%
www.sterlitetechnologies.com
June 25, 2012
9
Customer Product Matrix PRODUCT CUSTOMER MATRIX‐Order Booking Plan(MT) Product
ACSS
GAP
ACCC
ECO
DULL
TACSR
STACIR
TOTAL(MT)
Customer INTERNATIONAL PSE‐Poland
✓
200
✓
287
ANDE‐Paraguay ESKOM‐SA
✓
206
406
✓
450
450 ✓
KETRACO‐Kenya
✓
250
PGCB‐Bangladesh
✓
100
✓
MEW‐Kuwait
287 250 ✓
200
50
50 ✓
BPC‐USA ICE‐Costa Rica
386
386
✓
1020
✓
200
200
1020 ✓
European Utility for wind Power City Power‐SA
300
50
50
DOMESTIC OPTCL
✓
294
294
MSETCL
✓
102
102
PSTCL
✓
97
97
KPTCL
✓
66
66
✓
16
✓
300 ✓
✓
HPSEB / TNEB UPPTCL GETCO APTransco
✓
TOTAL(MT) www.sterlitetechnologies.com
1313
1613 ✓
✓ ✓
WBSETCL Hiranandani Project(IPP)
60 16
100
Suzlon BALCO
60
100
174
174
36
36
✓
960
960
✓
16
16
1563
50
3137
June 25, 2012
1597
386
0
200
6933 10
HTLS - KEY APPROACHES and Latest Updates End Applic Custo ation mer
Details
QR to be established; N prior No i HTLS buying b i Eskom, 100 km of Recondu Reconductoring South ctoring opportunity ‐ To map Africa details in visit next week. To establish Line details, QR, etc after KetraCo, Recondu educating possibility of Kenya ctoring HTLS for existing reconductoring opportunities
ANDE
The tender released in our favour and won Recondu the order for ACCC. ctoring Clear opportunity for another tender
www.sterlitetechnologies.com
Potential (MT)
300
1000
1200
Perceived Conductor Type
Approach
Latest Updates & Plans
To map
1. To propose HTLS conductors for 1 1. Waiting for the confirmation from reconductoring and new lines ‐ ESKOM for the presentation date. Non ACCC approach: 2. Technical Comparisions of 2. Work to get QR in our favor different HTLS conductors (as per 3. Work with prospective EPC to their need) has been prepared. ensure turnkey bid
To map
1. To propose HTLS conductors for reconductoring and new lines ‐ 1. Presentation on HTLS Conductors Non ACCC approach: to be conducted in Ketraco. 2. Work to gget Q QR in our favor 2. Collect information on their 3. Work with prospective EPC (to current and future requirements. ensure turnkey bid
ACCC
1. P 1 Proposed d a reconductoring d i solution to Ande comprising both ACCC and non‐ACCC Conductors. 2. A detailed presentation is planned in ANDE in the month of August before the release of tender for HTLS conductors. 3. To get QR in favour of Sterlite .
June 25, 2012
1. A reconductoring proposal of HTLS conductor has been sent. 2. Waiting for their reply so that further actions can be taken.
11
HTLS - KEY APPROACHES and Latest Updates End Applic Custo ation mer
Details
Recondu First order received ‐ to ctoring pursue for next qty
ICE
Recondu ACSS,ACCC ctoring
PSE
PGCB
FINGRID
PGCIL
Recondu STACIR,ACCC ctoring
Recondu STACIR,ACSS, ACCC ctoring
New Lines
Licensor not available t help to h l meett presentt QR; Not open to loss capitalization.
www.sterlitetechnologies.com
Potential (MT)
Perceived Conductor Type
300
ACCC
Approach ‐
Latest Updates & Plans 1. Credentials establieshed. 2. An order of 200 MT ACCC Drake has been received.
1. Work on to increase the standard length of ACSS conductors to suit their needs. 1. Credentials has been estableshed. 2. Mapping of all HTLS products 2. A small order of ACCC Lisbon and current offering length against the Copenhagen has been received. one supplied by competitor to brdige the gap.
500
ACCC,ACSS
200
1. Proposal sent to PGCB for their 1. To propose HTLS conductors for reconductoring project. Awaiting their response. reconductoring and new lines : 2. A request has been to PGCB STACIR,ACCC 2. To get QR relaxed in our favor officials to confirm a date for 3. Work with prospective EPC to presentations and to understand their future projects and ensure turnkey bid requirements.
200
1500
ACSS,ACCC
GAP, ACSS
June 25, 2012
1. Presentation on STL‐HTLS 1. Propose a reconductoring portfolio's given to Fingrid officials on solution comprising both ACCC June 12 12. and non‐ACCC Conductors. 2. A small 30 KM enquiry has been 2. Use the current HTLS sales to be received for reconductoring, executed to get QR in our favour. proposal has to be sent. 1. Work on Licensor for GAP 2. Work on ACSS as a competing technology (Game changer); 3. Strategic Tie up with ACSS licensor; 4. Work on vendor dev EOI in STL own capacity
1. GAP licensor ‐ no success from China; 2. Working with Sr. team for tie ups on ACSS ‐ Nexans, etc; 3. Vendor Dev EOI being followed up. 12
HTLS - KEY APPROACHES and Latest Updates End A li Applic Custo ation mer
Details 24 km route ‐ connecting IPP to ….Requirement Requirement ideal for ACSS. QR should not be an issue. Received our first order confirmation for 24 MT of ECO.
BALCO
New Lines
Suzlon
New Li Lines
MSETCL
The tender released in Recondu our favour and ctoring participated for ACCC.
OPTCL
GETCO
HPSEB
Immediate req of 97 total route length ‐ Recondu Max single line length ctoring being 57 km from Mancheswar‐ Cheend; Mancheswar Recondu ACCC and ECO as ctoring primary preferences. Recondu ECO requiered for ctoring recondutoring.
www.sterlitetechnologies.com
Potential P t ti l (MT)
960
Perceived Conductor Type
ACSS
Latest L t t Updates U d t & Plans
Approach
Application mapped end‐to‐end soultion to be offered . Discussions with customer have Discuss with consultant involved yielded that they need the solution for the project.Application installed within this year – so fast mapped end‐to‐end soultion to be delivery would be our USP. offered .
237
To exemplify our solution along with best accessories support so as to pursue for the balance qtys
450
To get the order and close the tender.
Meetings with ASBESCOS. Type test reports underway
1. 2.
Tender participated and obtained L1 Installer to front end
600
1. STL qualified as a Bidder 1. Qualify STL on its own without on its own. licensor; 2. Change present conception of lack 2. Promote ACCC as the optimum of competition from ACCC solution to beat competiton 3. Change mindset of STACIR to benefits from ACCC
1200
1. Type Test to be done for all the 1. One Type test to be redone due to proposed products. ERDA equipment fault.
162
Presentaion to be given to convince on the feasibility of the project. June 25, 2012
1. The product introduction given with a way forward to an IPP connecting to line. 2. Presentaion with HPSEB being arranged on 22 June, 2012. 13
Thank You !
www.sterlitetechnologies.com
June 25, 2012
14
6/23/2012
POWER CABLE BUSINESS
3C- Composite Cable
www.sterlitetechnologies.com
Low Loss Cable
EHV Cable – 66 KV
June 23, 2012
ABC Cable
1
1
6/23/2012
PORTFOLIO (As On Date)
Standard Products (>1 mil fkm / 100,000 MT)
Emerging Product New Product Developing Product (>100,000 fkm / 10,000 MT) (>10,000 fkm / 1000 MT) (>1,000 fkm / 100 MT)
MV XLPE CABLE
EHV - 66 KV
LOW LOSS CABLE
ABC CABLE
www.sterlitetechnologies.com
June 23, 2012
On-the-Anvil (post Gate 1, not sold yet)
EHV - 132 KV
LONG LIFE
EHV - 220 KV
COMPOSITE CABLE
2
2
6/23/2012
PORTFOLIO DEVELOPMENT SHEET (Performance for the month) PRODUCT PORTFOLIO
Gate 1
Gate 2
Gate 3
Gate 4
Gate 5
Gate 6
Gate 7
Gate 7 by
A. Standard Family of Products (Same as Competition, and standard sold) 1
MV CABLE / ABC CABLE
Plan Upto Current Month Actual Upto Current Month
DONE
B. ME TOO - Catch up (competition offering same product) 2 3 4
66 KV 132 KV 220 KV
Plan Actual Plan Actual Plan Actual
Oct-12 Dec'12
C. Make it & Push - Differentiated USP's (better specs than competition & standards) 5 6
LOW LOSS LONG LIFE
Plan Actual Plan Actual
D. Cross- Selling Opportunities (Combine with other properties/products - competition not offering)
7
COMPOSITE CABLE
Plan Actual
www.sterlitetechnologies.com
Oct-12
June 23, 2012
3
3
6/23/2012
DEVELOPMENT PLAN DEVELOPMENT PLAN FOR PLAN THE MONTH (UNDER REVIEW)
ACTUAL
66 KV SAMPLE SENT FOR TESTING TO CPRI
DEVELOPMENT PLAN FOR PLAN THE NEXT MONTH
www.sterlitetechnologies.com
66 KV INTERNAL TESTING UNDER PROCESS
ESTIMATE
COMMISSIONING OF AL CORRUGATION MACHINE
COMMISSIONING OF AL CORRUGATION MACHINE
COMMISSIONING OF 220 KV TESTING LAB
COMMISSIONING OF 220 KV TESTING LAB
June 23, 2012
4
4
6/23/2012
PORTFOLIO SHEET - VOLUME (Performance for the month) PRODUCT PORTFOLIO
Total volume sold since inception ('000 kms or MT)
Plan for FY 13 (volume)
Performance for the Month (volume) Plan Actual
Performance Upto the Month (volume) Plan
Actual
A. Standard Family of Products (Same as Competition, and standard sold)
1
2 3 4
5 6
1000 KM
28KM
16KM
350 KM
41 KM
B. ME TOO - Catch up (competition offering same product) 0 116 KM 66 KV
0
0
0
0
MV / ABC CABLE
132 KV 220 KV
41 KM
0
60 KM
0
0
0
0
0
20 KM
0
0
0
0
5 KM
0
5 KM
0
40 KM
0
0
0
0
40 KM
0
0
0
0
C. Make it & Push - Differentiated USP's (better specs than competition & standards) 0 100 KM LOW LOSS LONG LIFE
0
D. Cross- Selling Opportunities (Combine with other properties/products - competition not offering)
7
COMPOSITE CABLE
www.sterlitetechnologies.com
0
June 23, 2012
5
5
6/23/2012
PORTFOLIO SHEET - VALUE (Performance for the month) PRODUCT PORTFOLIO
Plan for FY 13 (Rs, lakhs)
Performance for the Month (Rs lakhs) Plan Actual
Performance Upto the Month (Rs, lakhs) Plan Actual
A. Standard Family of Products (Same as Competition, and standard sold)
1
2 3 4
MV CABLE/ABC
11000
1300
130
2300
330
0
0
0
0
2400
0
0
0
0
1600
0
0
0
0
850 0
42 0
0 0
42 0
0 0
0
0
0
0
B. ME TOO - Catch up (competition offering same product) 2000 66 KV 132 KV 220 KV C. Make it & Push - Differentiated USP's (better specs than competition & standards)
5 6
LOW LOSS LONG LIFE
D. Cross- Selling Opportunities (Combine with other properties/products - competition not offering)
7
COMPOSITE CABLE
www.sterlitetechnologies.com
400
June 23, 2012
6
6
6/23/2012
REVENUE % PERFORMANCE
Revenues
Plan for FY 13 (Rs, lakhs)
Performance for the Month (Rs lakhs) Plan
Performance Upto the Month (Rs, lakhs)
Actual
Plan
Actual
I. A. Standard Family of Products
11000
1300
130
2300
300
II. B + C (Me-Too/Push)
6850
0
0
0
0
III. D (Cross-Selling)
400
42
0
42
0
IV. TOTAL REVENUES
18250
1342
130
2342
300
New Products (%) = (II/IV)
37.5%
0.0%
0.0%
0.0%
0.0%
Cross Selling (%) = (III/IV)
2.2%
3.1%
0.0%
1.8%
0.0%
www.sterlitetechnologies.com
June 23, 2012
7
7
OPGW PORTFOLIO (2012 - 06) Standard Products (>1 mil fkm / 100,000 MT) >40,000 ckm
Emerging Product (>100,000 fkm / 10,000 MT) >4,000 ckm
New Product (>10,000 fkm / 1000 MT) >400ckm Single Layer Steel Tube Dual Layer Steel Tube
Developing Product (>1,000 fkm / 100 MT) >40ckm
On-the-Anvil (post Gate 1, not sold yet) PBT Design Conforming Tube Design
OPGW - PORTFOLIO DEVELOPMENT SHEET (performance for May -12) PRODUCT PORTFOLIO
Gate 1 Gate 2 Gate 3 Gate 4 Gate 5 Gate 6 Gate 7
Gate 7 by
Remarks
A. Standard Family of Products (Same as Competition, and standard sold) B. ME TOO - Catch up (competition offering same product) 1 SL Steel tube 4.1mm 24F 2 DL Steel tube 2.5mm 24F
Completed Completed Plan Upto Current Month
3 DL with 3.0 mm tube
July Actual Upto Current Month Plan
4 PBT Design
July'12 Actual
Sample cable made, internal testing complete, except TC. Decision on type test awaiting customer feedback. Production to start in July. Sample cable made and tested internally. To finalize with RS Electricals / PGCIL on specific design for type test.
C. Make it & Push - Differentiated USP's (better specs than competition & standards)
5 SL Steel tube 4.1mm 48F Plan Upto Current Month Actual Upto Current Month Plan 6 Conforming Steel Tube Actual
July
Concept to be approved MAHA. Then cable to be produced.
Oct
Sample cable made and tested internally.
Sept
Design not yet finalized. Expect in July.
D. Cross- Selling Opportunities (Combine with other properties/products - competition not offering) 7
96f PTB design
Plan Actual
OPGW PORTFOLIO SHEET - VOLUME (performance for the May-12)
PRODUCT PORTFOLIO
Total volume sold since inception ('000 kms or MT)
Plan for FY 13 (volume)
Performance for the May-12 (volume) Performance Upto the May-12 (volume) Plan
Actual
Plan
Actual
A. Standard Family of Products (Same as Competition, and standard sold) B. ME TOO - Catch up (competition offering same product) 1 SL Steel tube 4.1mm 24F 2 DL Steel tube 2.5mm 24F 3 DL with 3.0mm tube 4 PBT design
1369ckm 373 ckm 1700 ckm 175 ckm
195 0 150 0
C. Make it & Push - Differentiated USP's (better specs than competition & standards) 2 SL Steel tube 4.1mm 48F 4 Conforming Steel Tube
1000 ckm tbd
0
D. Cross- Selling Opportunities (Combine with other properties/products - competition not offering) 5 96f PTB design
tbd
45 0 0 0
391 153 150 0
243 73 0 0
OPGW PORTFOLIO SHEET - VALUE (performance for the May -12)
PRODUCT PORTFOLIO
Plan for FY 13 (Rs, lakhs)
Performance for the May-12 (Rs lakhs) Performance Upto the May-12 (Rs, lakhs) Plan
Actual
Plan
Actual
A. Standard Family of Products (Same as Competition, and standard sold) B. ME TOO - Catch up (competition offering same product) 1 SL Steel tube 4.1mm 24F 2 DL Steel tube 2.5mm 24F 3 DL with 3.0mm tube 4 PBT design
1495 449 2240 190
216 0 198 0
44.55 0 0 0
417 181 198 0
C. Make it & Push - Differentiated USP's (better specs than competition & standards) 5 SL Steel tube 4.1mm 48F 6 Conforming Steel Tube
1350
0
tbd
D. Cross- Selling Opportunities (Combine with other properties/products - competition not offering) 5 96f PTB design
tbd
D. Cross- Selling Opportunities (Combine with other properties/products - competition not offering) 9 Hybrid
tbd
0
262 86 0 0
OPGW REVENUE % PERFORMANCE
Revenues
Performance for the May-12 (Rs lakhs) Performance Upto the May-12 (Rs, lakhs)
Plan for FY 13 (Rs, lakhs)
I. A. Standard Family of Products
Plan
Actual
Plan
Actual
0
0
0
0
0
5724
414
44.55
796
348
IV. TOTAL REVENUES
5760
414
44.55
796
348
New Products (%) = (II/IV) Cross Selling (%) = (III/IV)
99%
100%
100%
100%
100%
II. B + C (Me-Too/Push) III. D (Cross-Selling)
tbd
tbd
Sterlite Grid limited New Product Innovation & Development 25-Jun-2012
Impact v/s Time frame Analysis (High Impact/Short Term) •Revised foundation design for 765 lines both Single & Double Ckt. •New ‘SA’ tower design •Erection Optimization •HTLS cables
(High Impact/Long Term) •Helicopter for Tower Erection •Guyed Towers
(Low Impact/Short Term)
(Low Impact/Long Term)
•Using Satellite Imagery & PLS CADD for Pre-bid Estimation
• 765 KV Tower Design with Tubular Section
SHORT TERM INITIATIVES
High Impact Initiatives – Completed • REVISED Suspension Tower for 765 KV S/C line • Savings for Dhule hub lines : Rs 11.97 Crs • Savings for Bhopla hub lines : Rs 9.53 Crs • Savings for Jbp-Bina lines :Rs 5.42 Crs • Total Savings for 5 lines
: Rs 26.92 Crores
New Design Initiatives - WIP • REVISED FOUNDATION DESIGN for 765 kv D/C lines: – Overload factor of 1.02 considered in lieu of 1.10 for DA type towers • Savings of INR 3.65 Cr for JTCL D/C line. – Separate foundation design for Compression & Uplift Legs for DC and DD Towers. • Savings of INR 2.83 Cr for JTCL D/C line. – Design of DB(Sp.) intermediate tower (already considered in the BOQ) • Savings of INR 2.10 Cr for JTCL D/C line. (includes impact of design and testing charges Rs 1.4 Crs )
Total savings for D/C portion Rs 6.48 + 2.10 Crores
HIGH IMPACT • ERECTION OPTIMISATION – Usage of Derricks and Power winch for erection optimization and safety Presentation given by TESMEC,Italy ` on 20-June at our Delhi Office Above new initiative is being included as part of our D/C Tower Erection Specification Customized solution for our 765 D/C towers is currently under preparation Sample comparison for a 765 KV Single Ckt. Conventional delta Tower is shown :
Low Impact Initiative - WIP Usage of Satellite Imagery and PLS CADD during Pre Bid Engg.This activity will be in lieu of Detailed Survey ,which is a time and resource consuming activity •Will result in 90 % plus accuracy in the Tower Quantity generation with negligible human intervention at the field level except for Areas of Specific Interest like River Crossing & Pile locations. •Discussions presently on with M/S Google and M/S MNEC. Proposals expected from both agencies within this week. High resolution stereo satellite imagery will be used along with appropriate conversion Software and imported to PLS CADD and optimized profiling obtained with minimum human intervention at site Additionally , can be explored to include Project Monitoring and Condition Monitoring
HIGH IMPACT AERIAL SURVEY USING LiDAR Technology & PLS CADD Various Iterations done by the Software which otherwise is not humanly possible results in the Optimum Spotting and debugging of errors , thus saving time ,money and resurvey during actual Line Construction. Final deliverables expected to be released to us by the MoD in a week’s time.
HIGH IMPACT Usage of HTLS cables in future Transmission Lines • Using HTLS will increase the power throughput considerably. • Efforts till date by the CFT are shown separately.
LONG TERM INITIATIVES
HIGH IMPACT Evaluating usage of Helicopters in Tower Erection in remote locations
HIGH IMPACT Guyed Towers in lieu of Self Supporting Towers •Guyed towers are lighter and more cost efficient than self-supporting towers where space is inexpensive. •Guy wires made of high-strength steel anchor tower to the ground. •Under specific site conditions, can result in substantial material and cost reduction.
LOW IMPACT 765 KV Tower Design with Tubular Section – Meeting held with M/S Ramboll on the usage of Tubular Sections for TL Towers. – Design parameters for 765KV S/C Suspension Tower wind zone 2 given for Tower Design.
THANK YOU
C
S S
O
Vijay Jain COO & CTO Sterlite Network Limited
MOM – ACTION ITEM 9 9 9 9 9
25‐Jun‐12
Organized 1 Field Trip in Mumbai Shared old RFP with the team; complete response pending Patents pending compiling; product specification pending Airtel POC cancelled; product unavailable CAT 6/Fiber / hybrid cable POC postponed; product unavailable Proprietary to SNL , not to be distributed without prior permission. Information contained is subject to change
2
S 9
9
25‐Jun‐12
FTTS services have been launched successfully f ll iin B Bangalore, l Delhi D lhi and d Mumbai; FTTS solution including components t iis SNL patent; t t llowestt CAPEX CAPEX; should explore opportunities globally W are moving We i ttowards d FTTH solution, l ti riser cables must be fast tracked; TE globally l b ll sale l over US$50Milli US$50Million for f the th same product Proprietary to SNL , not to be distributed without prior permission. Information contained is subject to change
3
C
S 9 9 9 9
25‐Jun‐12
O
S
Hybrid Power and Fiber Cable for DAS – Airtel POC cancelled, product unavailable Fiber to the Antenna – POC discussions put on hold, product unavailable Hybrid Fiber and CAT cable – POC delayed, product unavailable Hybrid Power and Fiber Cable for BTS – delayed, product unavailable Proprietary to SNL , not to be distributed without prior permission. Information contained is subject to change
4
T
25‐Jun‐12
Proprietary to SNL , not to be distributed without prior permission. Information contained is subject to change
5
NEW PRODUCTS & SOLUTIONS Optical Fiber
Date : 25th June 2012
Sterlite Technologies Limited, OF Business
1
Updates to MoM from 24th 2012 MOM - NEW PRODUCTS & SOLUTIONS - 24th May 2012 Sr#
Biz
10
Resp.
Discussion on open item to reconcile 15% NPD revenue for OF with Sales plan - AL explained potential negative business impact if volumes were allocated to NPD. Visibility Anil/ Ashwin/ is at 6% from Sales today, with possibility to extend to 9% for FY2012-13 from current Badri/ John Sales plan. NPD production plan could support 15% as presented in April meeting
Telecom
8
9
Action Items
Following discussion on reconciling sales volume with production volume to meet 15% Anil/ Badri/ revenue target, action is to continue development of NPD as per plan, and not to wait on John adjustments from Sales
Timeline Status
Discussions ongoing to align the business plan as marketing committments. Current outlook to meet ~6 - 9%.
Development plans continue and expected to meet milestones as planned
Continue to work towards 15% revenue goal for NPD without losing current customers, Anil/ Ashwin/ find ways to come up with solution to come as close as possible towards this goal: action Badri/ John for OF Sales and OF production team to resolve
Sterlite Technologies Limited, OF Business
2
PORTFOLIO (As On Date) Standard Products (>1 mil fkm)
Emerging Product (>100,000 fkm)
G652D
G655 G657 A1
New Product Developing Product On-the-Anvil (>10,000 fkm) (>1,000 fkm) (post Gate 1, not sold yet)
G657 A2
Sterlite Technologies Limited, OF Business
G655-enhanced G652D - enhanced G657 A3/B3
3
Performance sheet - development PRODUCT PORTFOLIO Gate 1 Gate 2 Gate 3 Gate 4 Gate 4 by A. Standard Family of Products (Same as Competition, and standard sold) Plan Upto Current Month 1 G652D Closed Actual Upto Current Month B. ME TOO - Catch up (competition offering same product) Plan Sep'12 2 G655 (Wk40'12) Actual Plan Mar '13 3 G657 - A1 (Wk13'13) Actual Plan Sep'12 4 G657 - A2/B2 (Wk40'12) Actual Plan Dec '12 5 G657 - A3/B3 (Wk52'12) Actual C. Make it & Push - Differentiated USP's (better specs than competition & standards) Plan Sep'12 6 G655 - enhanced (Wk40'12) Actual Plan Mar '13 7 G652D - enhanced (Wk13'13) Actual D. Cross- Selling Opportunities (Combine with other properties/products - competition not offering) 8
Sterlite Technologies Limited, OF Business
4
Development sheet DEVELOPMENT PLAN FOR THE MONTH (UNDER REVIEW) Product G652D Enhanced G655 Enhanced (Attenuation specs not achieved for 3 preforms) G657A2_B2 G657B3 (Developed Product does not meet required technical specs)
PLAN (fKm) 650 1000 1971 1000
650 700 1737 0
DEVELOPMENT PLAN FOR THE NEXT MONTH Product G652D Enhanced G655 Enhanced G657A2_B2 G657B3
PLAN (fKm)
ESTIMATE (fKm)
3000 5389 3379 0
3000 5689 3379 1000
Sterlite Technologies Limited, OF Business
ACTUAL(fKm)
5
Development sheet – G652D Enhancement review…….(1)
Target - To produce 1000 fKm with enhanced Macrobend specs per MRD. Trial Results Summary: • E-type process achieves shift of process Mbend mean – Corning specs feasible • Profile control method (alternate methods not yet tried)
Parameters
Trial OH-LITE® 'E Results Unit Grade' G652 D (Median Specs values)
Macrobend loss (db) 1 turn 32 mm Ø at 1550 nm 100 turn 50 mm Ø at 1310 nm 100 turn 50 mm Ø at 1550 nm 100 turn 60 mm Ø at 1310 nm 100 turn 60 mm Ø at 1550 nm 100 turn 60 mm Ø at 1625 nm
% Comp
P type Std Enhanc P type (median 112 Deviatio ed Max samples) n
72.2%
11.9%
dB ≤ 0.030
0.007
100.0% 97.3%
0.007
0.016
0.0044
≤ 0.030
0.009
87.5%
61.6%
0.022
0.051
0.0138
≤ 0.030
0.010
93.8%
58.9%
0.028
0.052
0.0141
≤ 0.030
0.011
93.8%
68.8%
0.017
0.060
0.0141
≤ 0.030
0.011
93.8%
71.4%
0.017
0.033
0.0095
≤ 0.030
0.007
100.0% 68.8%
0.020
0.026
0.0088
dB dB dB dB dB Sterlite Technologies Limited, OF Business
6
Development sheet – G652D Enhancement review…….(2)
• Upcoming work plan for Q2 – Attenuation Improvement – Bend performance conflicts with attenuation
• Approach draw process optimization – Prove concept by controlling draw speed (rate of glass cooling) • Rayleigh scattering coefficient can be minimized by reducing fictive temperature (Optimizing draw process). • Rayleigh scattering loss can be minimized by optimizing cooling condition in accordance with their drawing speed (Annealing of fiber during draw) • Low density core and soc soot.
• Implications in additional HW – Annealing furnace required during draw – Design specifications completed – Preliminary paper analysis done
Sterlite Technologies Limited, OF Business
7
Development sheet – G657B3 review…….(1)
Target - To produce 1000 fKm with updated marketing requirements by June’12. • Results Summary – Can meet ITU-T G657B3 • And draft revision Sep ‘12
• Difficulty meeting MRD Spec – Zero Dispersion, Cutoff, Low Water – Corning Benchmark
• Challenges – Require D/d ~ 2 increases OH • Improves ZD, Cutoff margin • Measured 3 comp. profiles – Simulation tool does not predict Macrobend and Cutoff correctly • Mode solver insufficient
• Way Forward – Prove low D/d achieves cutoff/ZD margin in STL process – Identify conclusive source of OH – Structured discussions with plant-process team – Result expected this week – Move on alternate approaches
• Help on simulation tool with IITDelhi – Identify the right approach for trench assisted profile – SOW and financials discussed with Prof. B.P Pal’s group & FIIT-D
Sterlite Technologies Limited, OF Business
8
Performance sheet - Volume PORTFOLIO SHEET - VOLUME (performance till 20th Jun) Performance for the Month Performance Upto the Month Total volume sold Plan for FY 13 (volume)-000' FKMS (volume)-000' FKMS PRODUCT PORTFOLIO since inception (volume) ('000 kms or MT) Plan Actual Plan Actual A. Standard Family of Products (Same as Competition, and standard sold) 1 G652D 40,744 13,824 749 527 2,955 B. ME TOO - Catch up (competition offering same product) 2 G655 177 9 3 7 17 3 G657 - A1 862 1,800 74 60 305 4 G657 - A2/B2 65 48 2 6 5 G657 - A3/B3 0 10 C. Make it & Push - Differentiated USP's (better specs than competition & standards) 6 G655 - enhanced 0 155 7 G652D - enhanced 0 110 D. Cross- Selling Opportunities (Combine with other properties/products - competition not offering) 8
Sterlite Technologies Limited, OF Business
2,474 11 208 8
9
Performance sheet - Value
PORTFOLIO SHEET - VALUE (performance till 20th Jun) Plan for FY 13 (Rs, PRODUCT PORTFOLIO lakhs)
Performance for the Month (Rs lakhs) Performance Upto the Month (Rs, lakhs)
Plan Actual Plan A. Standard Family of Products (Same as Competition, and standard sold) 1 G652D 48,768 2,687 2,261 10,601 B. ME TOO - Catch up (competition offering same product) 2 G655 99 18 76 111 3 G657 - A1 7,956 328 296 1,348 4 G657 - A2/B2 280 16 21 5 G657 - A3/B3 102 C. Make it & Push - Differentiated USP's (better specs than competition & standards) 6 G655 - enhanced 1,705 7 G652D - enhanced 396 D. Cross- Selling Opportunities (Combine with other properties/products - competition not offering) 8
Sterlite Technologies Limited, OF Business
Actual 10,069 113 965 49
10
Revenue Performance
REVENUE % PERFORMANCE (till 20th Jun) Revenues
Plan for FY 13 (Rs, lakhs)
Performance for the Month (Rs lakhs)
Performance Upto the Month (Rs, lakhs)
Plan
Actual
Plan
Actual
I. A. Standard Family of Products
48768
2687
2261
10601
10069
II. B + C (Me-Too/Push)
10538
362
372
1480
1127
IV. TOTAL REVENUES
3049
2633
12081
11196
New Products (%) = (II/IV) Cross Selling (%) = (III/IV)
12%
14%
12%
10%
III. D (Cross-Selling)
Sterlite Technologies Limited, OF Business
11
Backup Material
Sterlite Technologies Limited, OF Business
12
Development sheet – G657B3 review…….(1)
Target - To produce 1000 fKm with updates marketing requirements by June’12. G657B3/A3 Trial Results Summary -
Input Parameters
PREID CORE DELTA D/d TRENCH DEPTH TRENCH WIDTH Draw Kms
Last year Approach Approach - 1 Approach - 2 Approach - 3 Delta -5.4 to 5.6 D/d Delta - 5.1 to 5.3 D/d - 3 3.2 to 3.4 Trench depth Delta - 5.1 to 5.3 D/d - 2.5 Delta - 5.1 to 5.3 D/d - 2.0 Trench depth - 5.1 Trench - 5.0 to 5.5 Trench to 3.0 Trench depth - 5.1 to 2.5 Trench depth - 5.1 Width - 1.5 to 2 times of Width - 1.5 to 2 times Trench Width - 1.5 to 2 Trench Width - 1.5 to 2 core radius of core radius times of core radius times of core radius KB620B61 LC508B45 LC508B43 LC518A43 LC524C44 5.6 5.193 5.19 5.18 5.21 3.4 3.041 3 2.7 2.37 5.5 5.092 5.161 5.37 6.1 8.341 9.86 Running at first SOC stage 8.24 600 220.0 200 Hold on Second Stage due to Handle rod & coupler issue
Optical Results Attn_1310 (ITUT - 0.4) Attn_1550 (ITUT - 0.3) OH (ITUT - 0.4) MFD (ITUT- 8.2-9.0) Cable Cutoff(<1260) ZD_wavelength (ITUT -1350)
0.337 0.199 0.285 8 1275 1317
0.332 0.193 0.309 8.980 1272 1320
0.331 0.195 0.371 8.61 1251 1327
BL_10mm@1550nm (ITUT- 0.15)
0.11
0.159
0.138
BL_10mm@1625nm (ITUT - 0.45)
0.236
0.217
0.279
Sterlite Technologies Limited, OF Business
13
Development sheet – G657B3 review…….(2) Competitor Mapping : Corning’s specifications to be targeted, with 2% proof test ITU- G657B3 G657B3
Corning :Clear Curve Sumitomo (Pure Access ZBL R5)
Product Name
≤ 0.35
≤ 0.35
1383 ± 3 nm
≤ 0.35
≤ 0.35
≤ 0.35
1550nm
≤ 0.20
≤ 0.22
≤ 0.22
≤ 0.20
1625nm
≤ 0.23
≤ 0.25
≤ 0.24
≤ 0.23
125 ± 0.7
125 ± 0.7
125 ± 0.4
124.5 ± 0.5
≤ 0.7
≤ 0.7
≤ 0.3
≤ 0.7
1304-1324
≤ 1260
1300-1324
1300-1324
Cable Cuttoff
≤ 1260
≤ 1260
≤ 1260
≤ 1260
Coating Diameter (uncoloured) (μm)
242 ± 5
245 ± 10
242 ± 5
245 ± 5
Proof Testing (kpsi)
≥ 100
≥ 200
≥ 200
≥ 200
Macrobend loss (dB) 1 turn 5 mm radius 1550nm 1625nm
≤ 0.1
≤ 0.15
≤ 0.15
≤ 0.1
≤ 0.3
≤ 0.45
≤ 0.45
≤ 0.3
Cladding Diameter (μm) Cladding Noncircularity (%) Zero dispersion wavelength (nm)
≤ 0.35
≤ 0.40
STL:BOW LITE (NPD) Mktg.
≤ 0.35
Max Attenuation (dB/Km)
1310 nm
OFS :EZ Bend 4.8 Draka :Bend Bright Elite
≤ 0.30
≤ 0.1
Sterlite Technologies Limited, OF Business
14
OFC PORTFOLIO (2012 - 06) Standard Products (>1 mil fkm / 100,000 MT)
Emerging Product (>100,000 fkm / 10,000 MT)
New Product (>10,000 fkm / 1000 MT)
Developing Product (>1,000 fkm / 100 MT)
On-the-Anvil (post Gate 1, not sold yet)
Loose Tube / UT Family
Micro Cables Gel Free LT Ribbon MT up to 288f
Ribbon MT >288f
Drop cables Family
Micro Module Cables Hybrid (Power+Data) Ribbon UT Defense - Tactical Micro - improved blowing Defense - Intrusion proof
OFC - PORTFOLIO DEVELOPMENT SHEET (performance for May)
PRODUCT PORTFOLIO
Gate 1 Gate 2 Gate 3 Gate 4 Gate 5 Gate 6 Gate 7
Gate 7 by
Remarks
A. Standard Family of Products (Same as Competition, and standard sold) 1
LT / UT families
Plan Upto Current Month Actual Upto Current Month
complete
B. ME TOO - Catch up (competition offering same product) 2
Plan Upto Current Month Micro cables - improved blowing, Hybrid (G655&G652)
July Actual Upto Current Month
3
Drop Cables (DB drop, Fig 8 Flat drop)
Plan Upto Current Month
July Actual Upto Current Month
4
Plan Ribbon Cables - 864F MT with gel, 216UT gel, all dry designs Actual
5
864MT – July, DryDry by Q4
Plan
By Q2
Micro module Actual
6
Plan Tactical cable Actual
July'12
Hybrid sample (G655) developed - need pilot production to verify. 288F modified design did not meet VM blow test, new improved samples to be made by week July and tried first at test track inhouse and when OK customer sample tbm and tested in actual Emtelle/Virgin test track. DB Drop & Fig.8 Flat drop tested. DB Drop Ready for pilot production, Fig.8 Flat not approved by customer (sheathing material and & steel wire issue). New RM search initiated (FTIR analysis etc.) 144F UT ready for pilot production, 864 MT in testing (TC delayed this month due to problems with temperature chamber not reaching -40C). Current chamber repair, new chamber ordering to enhance future development projects. Micro modules OK up to 24F, not yet made good microcable. Trials continue in OFC (tandem did not work) as well as SZ+FG trial also in Optral. UT kink-proof ok -20 to +70C. Armored cable developed ready for pilot production, dielectric in progress (actually developed before but not sold, so new sample tbm and tested before declearing it ready for production).
C. Make it & Push - Differentiated USP's (better specs than competition & standards) 7
Plan
Ready
Gel free LT
Selling up to 288F gel-free, add ADSS (long term testing in process). 288f gel free included in Telecordia sample.
Actual
8
Intrusion proof
Plan Actual
9
Ultra high fiber count LT, UT without frp
Plan Upto Current Month Actual Upto Current Month
Aug-12 April
Capability established, next step is pilot production order. 768F sold, 864F ready, UT without embedded FRPs sold
D. Cross- Selling Opportunities (Combine with other properties/products - competition not offering)
10
Plan Hybrid - power + fiber and Category cable plus fiber
July Actual
LT/MT design - Capability established, next step is pilot production order. Designs with simple/duplex to be developed. Make sample 1st week July. Optral currently making a tight buffered option. Sample of category cable plus fiber by 1st half July.
DEVELOPMENT PLAN FOR THE MONTH JUNE (UNDER REVIEW) S. No. Priority 1
2
Design 288F Micro improved blowing Micromodule Microduct Cable
Dimensions
PLAN
ACTUAL
288f 10.5mmOD
Pass blow test at VM track
Improved but did not pass, redesign based on OFS cable and make new sample.
96F max. 6,7mm OD
SZ + FG in tandem with wheel capstan tbm to improve cable roundness and attenuation.
Results improved but attenuation still not meeting requirement. Next trial with separate SZ and FG and wheel capstan. Review option to make trial at Optral.
3
MT Ribbon Cable 864F
Tube-7.4/6.3 or 8.4/7.3mm 6 LTs,26.7 Complete all Testing TC+Tensile+Mech. mm cable dia.
Complete Tensile and Mechanical, complete TC to -32. Repairs to chamber for -40. Long term new chamber on order.
4
Hybrid
Duplex plus Produce sample with tight buffered fibers cu for antena
Complete by 1st week July
5
Interlock Armor
32&48F
6
DB PP or HDPE UT Drop
2F
7
Fig.8 Flat Drop
8
Gel-free ADSS
9
DT Microcable
GATE2-3, get competitor sample and analyse. Review Haridwar power cable plant visit outcome i.e. is their alu/steel tape corrugation and welding Haridwar visit by end of June. Sample to be sent to plant. machine suitable for our application as well. Final QA-report tbm. Also new PBT LT+Gotex+HDPE sample tbm and TC test on a drum for internal purposes.
QA Report Made. Etisalat did not approve the sample; the used LSOH and 1-2F 2x5mm steel wire materials were not accepted. Search for alternative materials Search for alternative materials in progress. initiated. Tests to be finalized in June; Aeolian, Galloping, Harsh Sheave test, New Tests to be finalized in June/July; Aeolian, Galloping, Harsh Sheave test, New Tensile test. up to 192F Tensile test. Find test / pilot installation site where Dry tube ADSS could be Find test / pilot installation site where Dry tube ADSS could be stringed to get data for ADSS stringed to get data for ADSS applications. applications. 2.4mm OD HDPE
TC failing with both PBT and Nylon LT. Search for improved materials in progress. GlassFiber filled PP for sheathing FAILED, this grade was not suitable for small size extrusion. Test all nylon sample.
DEVELOPMENT PLAN FOR THE NEXT MONTH JULY S. No. Priority 1
2
Design
Dimensions
Comment Remarks
288F Micro improved blowing Micromodule Microduct Cable
10.5mm
Make new improved samples for Virgin/Emtelle test track blowing. Find duct supplier and test in house.
96F max. 6,7mm OD
Run SZ on another line and FG separately with wheel type capstan.
3
MT Ribbon Cable 864F
Tube-7.4/6.3 or 8.4/7.3mm 6 LTs,26.7 Resolve Temp Chamber issue and complete -40 cycle mm cable dia.
4
Hybrid
Duplex plus Sample approval with customer, pilot production plan cu for antena
5
Interlock armor MT
6 7 8
DB PP or HDPE UT Drop Fig.8 Flat Drop Gel-free ADSS
Final QA-report made.
32&48F
2F
Determine feasibility to mfg in Haridwar or different machine needed. Identify outsource option or armoring process. Make cable core. New sample tbm and TC tested on a drum.
1-2F 2x5mm Search for alternative materials in progress. up to 192F
Find test / pilot installation site where Dry tube ADSS could be stringed to get data for ADSS applications.
All Nylon sample in TC, FTIR testing to find better materials (OF?)
OFC PORTFOLIO SHEET - VOLUME (performance May) Total volume sold PRODUCT PORTFOLIO since inception ('000 kms or MT)
Plan for FY 13 (volume)
Performance for the Month (volume) Performance Upto the Month (volume)
A. Standard Family of Products (Same as Competition, and standard sold) 1 LT / UT families 5273
Plan
Actual
Plan
Actual
498
360
734
687
9.00 0.00 0.00 0.00 0.00
26.90 0.00 0.45 0.00 0.00
17.50 0.00 0.00 0.00 0.00
51.30 0.00 7.25 0.00 0.00
B. ME TOO - Catch up (competition offering same product) 1 Micro cables 2 Drop Cables 4 Ribbon Cables 5 Micro module 6 Tactical cable
287.5 kfkm 0.87 kfkm 8.95 kfkm
185.00 3.30 192.50 31.90 0.03
C. Make it & Push - Differentiated USP's (better specs than competition & standards) 7 Gel Free LT 8 Intrusion Proof 9
Ultra high fiber count
156.2 kfkm
282.80 144.00
19.60 0.00
60.20 0.00
39.20 0.00
80.30 0.00
9.9 kfkm
20.50
0.96
0.00
1.92
9.90
(Misc. Special)
D. Cross- Selling Opportunities (Combine with other properties/products - competition not offering) 10 Hybrid (Power+Data) (Cat5e+ 2F 657A)
tbd
OFC PORTFOLIO SHEET - VALUE (performance for May)
PRODUCT PORTFOLIO
Plan for FY 13 (Rs, lakhs)
Performance for the Month (Rs lakhs) Plan
Performance Upto the Month (Rs, lakhs)
Actual
Plan
Actual
A. Standard Family of Products (Same as Competition, and standard sold) 1 LT / UT families 50513 4354 2595
7958
6272
120 0 0 0 0
400 0.4 74.6 0 0
B. ME TOO - Catch up (competition offering same product) 2 Micro cables 3 Drop Cables 4 Ribbon Cables 5 Micro module 6 Tactical cable
1560 130 1360 230 20
60 0 0 0 0
220 0.4 4.6 0 0
C. Make it & Push - Differentiated USP's (better specs than competition & standards) 7 Gel Free LT 8 Intrusion Proof 9
Ultra high fiber count
3030 2400
180 0
660 0
360 0
850 0
157
9
0
18
65
(Misc. Special) D. Cross- Selling Opportunities (Combine with other properties/products - competition not offering) 10 Hybrid (Power+Data) (Cat5e+ 2F 657A)
tbd
OFC REVENUE % PERFORMANCE
MAY & YTD
Revenues
Plan for FY 13 (Rs, lakhs)
Performance for the Month (Rs lakhs)
Performance Upto the Month (Rs, lakhs)
Plan
Actual
Plan
Actual
I. A. Standard Family of Products
50513
4354
2595
7958
6272
II. B + C (Me-Too/Push)
8887
249
885
498
1390
III. D (Cross-Selling)
tbd
IV. TOTAL REVENUES
59400
4603
3480
8456
7662
New Products (%) = (II/IV) Cross Selling (%) = (III/IV)
15%
5%
25%
6%
18%
PORTFOLIO (As On Date) Copper Cables
Standard Products
Emerging Product
New Product
boxes
boxes
boxes
boxes
> 50K
> 5K
> 1K
>0.5K
Cat5e
Cat5e/cat6 Drop cables
Cat 6 FTP
Cat5e Patch cords
Cat7
Cat5e FTP
Cat6 Patch cords
Cat6FFTP
Cat5e SFTP
Cat 6a UTP
Cat6 SFFTP
Cat6
Cat6 SFTP 1F/2F EASY STRIP 1F/2F FLAT/FIG8 DROP
Developing Product
On-the-Anvil (post Gate 1, not sold yet)
Cat6aSFTP Cat6a FTP Riser Cable Hybrid cable ( Cu+Fiber)
PORTFOLIO DEVELOPMENT SHEET (performance for the month) Copper Cables
PRODUCT PORTFOLIO
Gate 1 Gate 2
Gate 3
Gate 4
Gate 5
Gate 6
Gate 7 Gate 7 by
A. Standard Family of Products (Same as Competition, and standard sold)
Cat5e and Cat6 1
Current Month Current Month
Closed
B. ME TOO - Catch up (competition offering same product) 2 3 4 5
Cat5e /Cat6SFTP Cat6a UTP Patch cable Cat5e /Cat6 FTP
Plan
Mar-12
Actual Plan
Dec-12
Actual Plan
June 12
Actual Plan
May 11
Actual
C. Make it & Push - Differentiated USP's (better specs than competition & standards) 6 7
Cat6FFTP/Cat6 SFFTP/Cat6a FFTP/Cat6a FTP Hybrid cableFibre +Cat6
Plan
May-12
Actual Plan
Jun-12
Actual
D. Cross- Selling Opportunities (Combine with other properties/products - competition not offering) 8 9 10 11
2F DB cable
Plan Actual
1F,2F Easy Strip Flat Drop and Plan Fig 8 Cables Actual Simplex Duplex O.F Patch cords Riser cable
Plan
May-12 Aug-12
Actual Plan Actual
Dec-12
PORTFOLIO SHEET - VOLUME (performance for the month) Copper Cables
PRODUCT PORTFOLIO
Total volume sold since inception (boxes)
Plan for FY 13 (volume)Boxes
Performance for the Performance Upto the May May Month Month (volume) (volume) Plan
Actual
Plan
Actual
43495
64537
68275
170
0
170
100
A. Standard Family of Products (Same as Competition, and standard sold)
1 Cat5e and Cat6
1.2million
440,000
33277
B. ME TOO - Catch up (competition offering same product) 2 Cat5e SFTP
100
12000
3 Cat6 SFTP
250
300
156
300
306
4 Cat6a UTP
100
100
0
100
0
5 Cat5e/Cat6 FTP
1780
50
46
50
46
C. Make it & Push - Differentiated USP's (better specs than competition & standards) Cat6FFTP/Cat6 SFFTP/Cat6a 6 FFTP/Cat6a FTP 7 Hybrid cableFibre +Cat6
0 0
6000
0
0
0
0
0
0
0
0
D. Cross- Selling Opportunities (Combine with other properties/products - competition not offering) 1F,2F Easy Strip Flat Drop and Fig 8 8 Cables 0 9 Simplex Duplex O.F Patch cords 0
0
0
0
0
10 Riser Cable
0
0
11 2F DB Cable
0
0
570
0 0
PORTFOLIO SHEET - VALUE (performance for the month)
Copper Cables
PRODUCT PORTFOLIO
Plan for FY 13 (Rs, lakhs)
Performance for the May Month (Rs lakhs) Plan
Performance Upto the Month (Rs, lakhs)
Actual
Plan
Actual
A. Standard Family of Products (Same as Competition, and standard sold)
1 Cat5e and Cat6
13823
1101
1771
1101
2764
B. ME TOO - Catch up (competition offering same product)
2 Cat5e SFTP
0
0
3 Cat6 sftp
29
15
4 Cat6a UTP
0
0
0
5
5 Cat5e/Cat6 FTP
800
10 29
30
0
5
C. Make it & Push - Differentiated USP's (better specs than competition & standards) Cat6FFTP/Cat6 SFFTP/Cat6a 6 FFTP/Cat6a FTP
0
0
7 Hybrid cableFibre +Cat6
0
0
D. Cross- Selling Opportunities (Combine with other properties/products - competition not offering) 1F,2F easy Strip Flat Drop and 8 Fig 8 Cables
0
0
15
0
9 simplex duplex O.F Patch cords
0
0
0
0
10 Riser Cable
0
0
11 2F DB Cable FOR FTTH
0
0
For 2F DB cable LOI Recd for 1000Kms
REVENUE % PERFORMANCE
Copper Cables
Revenues
I. A. Standard Family of Products
Plan for FY 13 (Rs, lakhs)
Performance for the Month (Rs lakhs)
Performance Upto the Month (Rs, lakhs)
Plan
Plan
Actual
Actual
13823
1101
1771
2135
2764
II. B + C (Me-Too/Push)
800
27
25
35
31.3
III. D (Cross-Selling)
460.00
0.00
0.00
15.00
0.00
IV. TOTAL REVENUES
15083.00
1127.80
1796.00
2184.88
2795.30
New Products (%) = (II/IV)
5%
2%
1%
2%
1%
Cross Selling (%) = (III/IV)
3%
0%
0%
1%
0%
DEVELOPMENT PLAN FOR THE MONTH (UNDER REVIEW)
PLAN
1 Cat6 F/FTP
June 12
2 Cat6 SF/FTP
June 12
3 Cat6 S/FTP 4 Hybrid cable Cat6+2F DEVELOPMENT PLAN FOR THE NEXT MONTH 1 Cat6a F/FTP
June 12 June 12 PLAN July 12
ACTUAL 1st Cable Produced and testing is parameters ok , working for better headrooms 1st Cable Produced and testing is parameters ok , working for better headrooms 1st cable made all Parameters are OK, working for better headrooms. 1st Cable is made ESTIMATES
Development Project Checklist Product Name Account Manager Customer Projected Time line Project Review Date Sr.No. Gate 1 2 3 4 5 6 7 8 9 10 11 12 13
14 15 16 17 18 19 20 21
Step
Gate 1- Market and Study the Market requirement technology Review Collecting the Market potential Study the Customer requirements Determine objective Patent Study Review Competitor specs Competitor sample analysis Research manufacturing methods and materials Heath and Safety, Environmental Review Risk Analysis for the project Gate 2 - Determine Checking the Process to Produce Cable Product Knowledge Technical Feasibility Gate 3 - Technical Produce Design Data Sheet Product specs and Detailed Plan for Produce Development Design Spec product Define Product concept / value prop Development Propose preliminary positioning and solicit customer feedback Select RM and conduct IGI
Gate 4 R&D Product development
Produce Development IGI specification
22
Conduct experiments to determine process setpoints Produce Development Process Sheet
23
Produce sample
24 25 26 27 28 29 30 31 32 33 34 35 36
Qualify sample - Electrical/Mechanical, Calculate cost/profit potential Refine product concept per customer need Test prototype with customer Confirm differential advantage Investigate ease of manufacture Formal Qualification Finalise Design Sheet Finalise RM specification Finalise Process Sheet Production trial/order Analyse process/Electrical performance of trial Confirm cost/benefit
37
Gate 5 Manufacturability assessment
Produce Marketing Communications
38
39 40 41 42 43 44 45 46 47
Monitor customer response Gate 6 - Market Oppurtunity/Reass Complete manufacturing handover to factory Provide training/documentation esment Provide technical support/troubleshooting Produce as required Market Launch Gate 7 - Market release with Value Product Life Cycle declaration Proposition Development
Gate (Revised Step (Revised) Description) Gate 1- Market Study the Customer requirements Study the Market requirement and Product Collecting the Market potential Review Determine objective Patent Study (if applicable) Review Competitor specs Competitor sample analysis (if Available) Heath and Safety, Environmental Review Risk Analysis for the project Share the product concept/customer specs Gate 2 Determine approach (Standard Product/Product Determine Customization/New Product Development/Refuse) "Vendor Gate 3 - Ensure Produce Document for Submission on the basis of 100% Technical adapted "Approach" (Technical Compliance, Price offer, Datasheet/Product Guide(in case of Standard product)) Compliance, Define Product concept / value prop Prototype Development & Solicit customer feedback Approval on the Datasheet/Product Guide Approval Sample Prototype Manufacturing, Submission & field trial Product Approval by Customer Gate 4 - Vendor Signed NDA & Share the Approved Datasheet with Alternate Vendor for Approved Cost/profit Analysis, Determine "Approved Vendor for product, Vendor/Custom Gate 6" Sample Approval level I & Level II (level I by PLM, level II er Contract & by Customer) Back to Back Supply Contract with Customer & Vendor (100% Back to Agreement Back) on Price, Delivery, Gurantee/Warranty
Execute One order (Minimum requirement) Provide training/documentation Provide technical support/troubleshooting Monitor customer response Ensure upword movement of product on the "Development Ladder" Cost/profit Analysis, Determine final "Business Model" to be accepted (Inhouse manufacturing/Assembling) Determine "Product State" based upon Customer Response, Define whether product is sustainble/needs improvement/customer specific/to be scraped. Gate 6 - Market Market Launch release with Value Proposition Gate 5 - Order Execuation & Market Opportunity Reassesment
Based upon Gate 5 output, Define final business model Gate 7 Determine Final to Improve Customer Delight & Bottom Line Business Model In case of In-house Manufacturing identify RM Sources, RM Approval & establish manufacturing & testing setup In case of Assembling only model sign contract with vendor, Establish Training, Manufacturing & Testing In case of trading model, Negotiation based upon expected volume projection
PORTFOLIO (As On Date) Fiber Connectivity Solution
Sr.No.
Product Category
1
Rack Mount FMS, 19"
2
Wall Mount FMS
3
Joint Closure
4
Splitter
5
Fiber Cable Assembly
6
Fiber Distribution Hub
Standard Products
Emerging Product
New Product
Developing Product
On the Anvil
R > 10 Lacs 144F FMS
10 > R > 5 Lacs
5 > R > 1 Lacs 144F FMS Type II
1 Lacs > R 48F Type I
48F FMS Type II
16Port FMS
Patch cord
96Port FMS
144F (Short Splice Tray) 144F (Long Splice Tray)
48F (Short Splice Tray) 48F (Long Splice Tray)
144F RIL 96F RIL 48F (Long Splice Tray) JC-32 Port
JC-18 Port
JC-10 Port
1:4 Splitter
2:32 Splitter
1:2 Splitter 2:32 Splitter
2F Helical Armor 2F Direct Buried
2F FTTA 2F Direct Buried 2F Pica Fiber Trunk Aerial Drop Hybrid FTTA 624Port 152Port 96Port
Product Development Progress Tracker Sr.No. PRODUCT PORTFOLIO PRODUCT STATE Gate 1 Gate 2 Gate 3 Gate 4 Gate 5 Gate 6 Gate 7 Gate 7 by Remark A Standard Products (Same as Competition, and standard sold) 1 Rack Mount FMS 144F FMS Customer Specific Supplied to SNL 2
Fiber Cable Assembly Patch Cord
B 1
2
3
4
5
2
3
4
5
D 1
Total 58000 unit Establish In-house facility by End of July 4th Week (Initial capacity 500 connectorization per week)
144F
Customer Specific
Supplied to SNL aand IRDA
48F
Customer Specific
Supplied to IRDSA and Customised for Vodafone
Joint Closure -Long Splice Tray 144F
For All
Jul-12
Improvised Version to be supplied to SNL by 3rd week of July 250 unit
48F
For All
Jul-12
Improvised Version supplied to SNL and Expected Volume (FY 2012-13) from Telco's ~300 unit
Fiber Management System Rack Mount Type II - 144F
For All
Improvised design (to be supplied by July 3rd week
Type II - 48F
For All
Expected Volume from Telco's (FY 2012-13) ~ 200 units
Fiber Mangement System - Wall Mount 16 Port
For All
Till date Supply status 160 unit
Splitter 1:2 Splitter (Metallic Casing)
For All
Expected volume from SNL ~ 250 Modules
1:4 Splitter (Metallic Casing)
For All
Supplied to Liquid Telecom(Exports) 165 unit
Customer Specific
Supplied to SNL
Make it & Push - Differentiated USP's (better specs than competition & standards) Joint Closure 144F (RIL Type I) Customer Specific
RIL Requirement ~ 3000 Pcs Quoted Price
96F (RIL Type II)
RIL requirement ~ 1500 Pcs Quoted Price
Customer Specific
Joint Closure (With Adapter Field) 36Port
Customer Specific
18Port 10Port
Customer Specific Customer Specific
Fiber Management System Type I -48F (Rodent Protected FMS) Splitter 2:32 Splitter (Plug & Play Module)
Expected volume from Liquid Telecom 600 unit in 6 months time Supplied to Liquid Telecom 110 unit Supplied to Liquid Telecom 55 unit
For All
Supplied to Vodafone
For All
Expected volume from SNL ~ 300 unit
Fiber Cable Assembly Customer Connectivity Cable 1F Aerial Drop
6
Jul-12
ME TOO - Catch up (competition offering same product) Joint Closure -Short Splice Tray
2:32 Splitter (Box Type) C 1
For All
Customer Specific
Product ready for Submission, awaiting go ahead from British Telecom for field trial.
Fiber to the Antenna - 2F
For All
Product Approved with Idea Cellular, Expected Volume (FY2012-13) 100 Units @ Rs.7.5K
Fiber Distribution Hub 624Port 152Port 96Port
Customer Specific Customer Specific Customer Specific
Expected Volume SNL 5 units Expected Volume SNL ~ 50 units Product Approved, PO Awaited
Cross- Selling Opportunities (Combine with other properties/products - competition not offering) Fiber Cable Assembly Customer Connectivity Cable 2F Helical Armor
For All
Supplied to Delhi Distribution Company 10Km
Customer Connectivity Cable 2F Direct Buried
For All
Supply of 40Km (End of June 4th Week) & Supply of 860Km (End of Sep 4th week) to Vwessels
Customer Connectivity Cable 2F PiCa Fiber to the Antenna - Hybrid Cable
Customer Specific Under Gate 1
Product Approved, PO Awaited Under Gate 1 and development is going on from OFC
Product Development Progress Tracker Sr.No. PRODUCT PORTFOLIO A 1
2
B 1
2
3
4
5
C 1
2
3
4
5
6
D 1
PRODUCT STATE
Standard Products (Same as Competition, and standard sold) Rack Mount FMS 144F FMS Customer Specific Fiber Cable Assembly Patch Cord
For All
ME TOO - Catch up (competition offering same product) Joint Closure -Short Splice Tray 144F 48F
Customer Specific Customer Specific
Plan till June 2012 (Rs, lacs)
For June 2012 (Rs lacs) Plan Actual
Upto May 2012 (Rs, lacs) Plan Actual
-
-
-
-
25.00
40.00
40.00
-
-
116.00
-
-
-
-
6.60 1.14
Joint Closure -Long Splice Tray 144F 48F
For All For All
8.25 1.33
8.25 1.33
8.25 1.33
-
-
Fiber Management System - Rack Mount Type II - 144F Type II - 48F
For All For All
1.00 15.00
1.00 15.00
1.00 -
-
-
Fiber Mangement System - Wall Mount 16 Port
For All
-
-
-
-
7.68
For All For All Customer Specific
37.50 -
37.50 -
-
-
5.78 5.00
Make it & Push - Differentiated USP's (better specs than competition & standards) Joint Closure 144F (RIL Type I) Customer Specific 96F (RIL Type II) Customer Specific
-
-
-
-
-
Splitter 1:2 Splitter (Metallic Casing) 1:4 Splitter (Metallic Casing) 2:32 Splitter (Box Type)
Joint Closure (With Adapter Field) 36Port 18Port 10Port
Customer Specific Customer Specific Customer Specific
60.00 -
60.00 -
-
-
8.25 2.75
Fiber Management System Type I -48F (Rodent Protected FMS)
For All
-
-
-
-
0.43
Splitter 2:32 Splitter (Plug & Play Module)
For All
30.00
30.00
-
-
-
Fiber Cable Assembly Customer Connectivity Cable - 1F Aerial Drop Fiber to the Antenna - 2F
Customer Specific For All
7.50
7.50
-
-
-
Fiber Distribution Hub 624Port 152Port 96Port
Customer Specific Customer Specific Customer Specific
10.50 30.00 -
10.50 30.00 -
-
-
-
Cross- Selling Opportunities (Combine with other properties/products - competition not offering) Fiber Cable Assembly Customer Connectivity Cable - 2F Helical Armor For All Customer Connectivity Cable - 2F Direct Buried For All 61.60 Customer Connectivity Cable - 2F PiCa Customer Specific Fiber to the Antenna - Hybrid Cable Under Gate 1 -
61.60 -
-
-
2.50 -
Product Development Progress Tracker May 2012 (Rs, lacs) Plan Actual 105.00 81.50
Upto the month (Rs, Plan Actual 160 170.50
A
Standard Products
Plan till June 2012 (Rs, lacs) 40.00
B
ME TOO - Catch up
63.08
40.00
8.00
35
30.00
22
C
Make it & Push - Differentiated USP's
138.00
25.00
25.00
45
33.00
8
D
Cross- Selling Opportunities
61.60
-
2.50
0
2.50
0
E
Total Revenue
302.68
170.00
117.00
240.00
236.00
28% 2%
13% 0%
27% 1%
Sr.No. PRODUCT PORTFOLIO
New Product % (B+C)/E Cross Selling % (D/E)
66% 20%
89