Emergency Power Products

ABP 2007-08 Strategy Session

Presentation

Business Performance
IPS
2006-2007

Sales Performance 06-07 (10 Months actual + 2 Months projected)

Particulars

JUL

AUG

SEP

OCT

NOV

DEC

JAN

FEB

MAR

APR

MAY

JUN

CUM
10
Mont
hs.

Total
10+2

Last Year
05-06

437

680

851

767

143

161

190

1,475

1,760

1,627

2,546

1,631

8,091

12,268

Budget
06-07

1,390

1,385

1,380

714

713

731

727

1,519

1,611

1,647

1,718

1,715

11,817

15,250

Actual
06-07

1,207

2,185

1,644

1,799

899

675

1,349

1,936

1,771

1,674

3,010

3,500

15,139

21,649

10
Months
Growh

Growt
h
over
last
Year
with
10+2

87%

76%

Growt
h over
Budget
with
10+2

42%

Product Wise Performance 06-07 ( By Units

Sl

Unit Wise Dealer Sales

Type
DHK

CTG

JSR

BSR

Unit Wise Retail Sales

SYL

Total

MSO

RSC

USC

CSO

JSO

SS
O

BSO

Inst

Total

Total

Radiant 350 VA

319

105

105

132

45

706

350

315

100

69

17

12

16

879

1592

Radiant 550 VA

237

121

109

153

34

654

292

297

87

58

12

15

765

1423

VLX 600

856

428

316

281

172

2053

1029

950

214

311

67

70

78

2719

61

4833

VLX 800

246

157

63

85

72

623

294

372

66

108

10

19

878

17

1518

ION 800VA Plus

19

12

19

64

63

66

14

22

176

243

JET 1000

33

41

13

13

27

127

30

45

10

22

13

123

251

Comp-1400 VLX

153

71

41

27

74

366

186

217

26

44

12

16

504

12

882

ION 1400VA

20

77

27

136

83

144

30

49

11

324

24

484

1500 G

20

49

11

86

43

54

11

117

207

10

ION 2.5 KVA

17

20

13

55

93

120

28

13

269

11

335

11

Jumb o 6 KVA

12

Jumb o 10 KVA

13

Sup 400 VA

26

13

53

49

91

25

14

10

201

255

14

Sup 600 VA

242

26

28

20

23

339

241

219

55

28

26

22

600

942

15

600 G

15

41

16

19

46

87

16

Volta 600D

129

70

50

154

55

458

168

237

42

59

14

26

548

1015

17

Volta 800D

150

53

53

57

37

350

109

142

18

61

32

376

727

18

Volta 1400D

32

86

15

29

167

38

43

13

107

280

19

Prime 450

16

11

10

39

41

20

Prime 1250

15

19

2534

1339

835

982

642

6332

3334

740

879

162

165

279

8643

164

15139

Total Sales Volume

3084

Annual Maintenance Contract ((10 Months actual + 2 Months projected))

IPS Annual Maintenance Contract (AMC)
Particulars

JUL

AUG

SEP

OCT

NOV

DEC

JAN

FEB

MAR

APR

MAY

JUN

CUMUL.

Total

Actual 05-06

805,500

770,546

581,913

598,073

484,690

610,226

627,046

1,158,101

1,118,142

1,002,489

1,195,540

1,408,906

7,756,726

10,361,172

Budget 0607

997,920

1,136,520

1,073,520

959,040

499,320

394,200

386,280

1,132,200

2,872,440

2,950,920

3,720,600

2,411,280

12,402,360

18,534,240

Actual 06-07

822,550

881,600

617,000

478,000

499,273

635,100

517,859

988,946

1,458,417

1,396,565

1,500,000

1,500,000

8,295,310

11,295,310

Repairing & Re installation

Particulars

JUL

AUG

SEP

OCT

NOV

DEC

JAN

FEB

MAR

APR

MAY

JUN

CUMUL.

Total

Last Year 05-06

153,125

212,091

206,702

148,881

110,450

119,650

128,110

192,650

220,983

275,161

257,220

148,950

1,767,803

2,173,973

Budget 06-07

191,406

265,114

258,378

186,101

138,063

149,563

160,138

240,813

276,229

343,951

321,525

186,188

2,209,754

2,717,466

Actual 06-07

230,600

237,450

216,200

155,200

185,500

194,902

164,950

179,050

303,673

385,070

350,000

350,000

2,252,595

2,952,595

IPS Activities 06-07

End user activities
Participated in City IT Fair 2006
Participated in BCS Computer Show 2006
Participated in Chittagong Computer show-2007
Flyers Distribution 50,000
Billboard all over Dhaka City at Ramadan 2006
TVC targeting SSC, HSC, School Finals, Marriage Season in Winter.
Cable TV and FM Radio AD
Dealer Activities:
Attractive discount incentive schemes on quantity sales
Rahimafrooz yearly various incentive schemes

IPS Vol ABP 07-08

Sl

Type

Backup

Watt

July

Aug

Sep

Oct

Nov

Dec

Jan

Feb

Mar

Apr

May

Total

June

Radiant Series,: Luminous, India

Radiant 350 VA

2 HR

280

300

350

300

250

200

150

200

250

300

350

400

500

3550

Radiant 550 VA

2 HR

400

250

250

200

200

150

100

100

200

250

300

350

350

2700

Compuverter VLX Series : Source : Luminous India

VLX 600

2 HR

500

1300

1,300

1000

750

500

500

550

700

1000

1100

1,200

1,500

11400

VLX 800 / DB Sine wave

2 HR

640

150

200

200

150

100

100

150

200

200

230

250

250

2180

C-1400 VLX

2 HR

1120

G Series : Sucre : Gptronics

JET 1000

2 HR

800

50

40

30

20

20

20

30

30

40

50

60

80

470

1500 G

2 HR

1200

25

25

20

20

10

10

10

20

20

25

30

40

255

600 G

2 HR

480

55

60

50

40

30

20

20

25

25

25

30

40

420

Premium Sine Wave Source : Luminous India

ION 800VA Plus

2 HR

640

10

ION 1400VA

2 HR

1120

200

250

200

180

150

100

150

180

225

225

250

250

2360

11

2.5 KVA

2 HR

2000

50

60

50

50

40

30

50

50

60

60

80

100

680

Volta Series : SU- Kum, India

12

Volta 800

2 HR

640

100

120

120

100

80

60

80

100

120

120

150

180

1330

13

Volta 140D

2 HR

1120

50

50

40

40

30

30

40

50

60

60

80

100

630

High Capacity Jumbo, Source ; Luminous India

14

Jumbo 6 KVA

2 HR

4500

2.8

2.8

35

12

Jumbo 10 KVA

2 HR

7500

1.2

1.2

15

Prime Series : Source : Power Gen

16

Prime 450

2 HR

360

36

50

36

36

21

17

36

36

43

43

74

88

515

17

Prime 1250

2 HR

100

31

45

36

41

26

17

36

41

43

43

64

88

510

2285

1881

1359

1155

1455

1886

2390

2635

3024

3575

27049

Total

2600

2804

Business Performance
UPS
2006-2007

Sales Performance 06-07 (10 Months actual + 2 Months projectd)

UPS Sales Volume RDL

Particulars

JUL

AUG

SEP

OC
T

NOV

DEC

JAN

FEB

MAR

APR

MAY

JUN

CUM.
10
Months

Total

Last Year
05-06

201

319

329

171

162

279

183

247

322

227

27

283

2440

2750

Budget
06-07

299

299

299

299

299

299

299

299

299

299

299

299

2987

3584

Actual 06-07

168

168

374

254

356

274

411

277

424

524

540

550

3230

4320

10
Month
Growt
h

Growth
over
last
Year

Growth
over
Budget

32%

57%

21%

Product Wise Performance 06-07 ( By Units)

Unit Wise Dealer Sales
SL

Unit Wise Retail Sales

Total
Sales

Type
DHK

CSO

JSO

BSO

SSO

Total

MSO

RSC

USC

CSO

JSO

BSO

SSO

Inst

Total

RA UPS 1000
VA

18

13

43

162

815

24

1029

1072

RA UPS 800 VA

29

35

77

131

475

48

12

678

755

RA UPS 600 VA

73

24

22

23

143

271

855

56

20

14

22

13

1259

1402

RA UPS 500 VA

Total Sales Volume

120

36

33

71

263

564

2145

128

42

17

32

14

25

2967

1
3230

UPS Activities 2006-2007

Participated

in City IT Fair 2007

Participated in BCS Computer Fair-2006
Regular Magazine Ad

UPS Vol ABP 07-08

Sl

Type

Jul

Aug

Sep

Oct

Nov

Dec

Jan

Feb

Mar

Apr

May

Jun

RA UPS
1000 VA

70

70

80

80

90

90

100

100

150

150

150

200

RA UPS 800
VA

60

70

80

80

90

90

100

100

120

150

150

150

RA UPS 600
VA

150

150

170

170

180

180

200

200

300

350

350

400

Total

280

290

330

330

360

360

400

400

570

650

650

750

Total

1,330

1,240

2,800

5,370

Business Performance
Voltage Stabilizer
2006-2007

Product Wise Performance 06-07 ( By Units)

VLS Sales Volume RDL

JU
L

AUG

SEP

OCT

NOV

DEC

JAN

FEB

MAR

APR

MAY

JUN

CUM
10
Month
s

Last Year
05-06

40

26

34

40

27

55

26

50

43

48

52

78

341

471

Budget
06-07

201

201

201

201

201

201

201

201

201

201

201

201

1,812

2215

Actual 0607

35

Particulars

24

19

19

12

36

15

37

22

20

20

206

Total
10+2

246

Growe
th in
10
Moths

Growt
h over
last
Year

Grow
th
over
Budg
et

-40%

-48%

-89%

VS - Model Wise Sales Contribution (Jul05-Jun06

Dealer Sales
Sl

Retail Sales
Total
Sal
es

Type

Raise 500V
(130v-275v)
Raise 500V
(85v-275v)

DHK

CSO

JSO

BSO

SSO

Total

10

24

14

13

16

32

17

MS

RSC

USC

CSO

20

48

38

15

13

30

87

JSO

BSO

SSO

Inst

Total

49

73

75

123

22

10

12

Raise
3

1000V
(130v-275v)
Raise

1000V
(85v-275v)

Total Unit Sold

58

29

22

21

143

230

Voltage Stabilizer Activities 2006-2007

NO Activities Done

Voltage Stabilizer Vol ABP 07-08

Sl

Type

Jul

Aug

Sep

Oct

Nov

Dec

Jan

Feb

Mar

Apr

May

Jun

Total

Raise 500 VA (130v-275V)

50

50

50

50

50

50

50

50

50

50

50

50

600

Raise 500 VA (85v-275V)

50

50

50

50

50

50

50

50

50

50

50

50

600

Raise 1000 VA (130v-275V)

70

70

70

70

70

70

70

70

70

70

70

70

840

Raise 1000 VA (85v-275V)

80

80

80

80

80

80

80

80

80

80

80

80

960

250

250

250

250

250

250

250

250

250

250

250

250

3000

Total

**Subject to availability

Key Environmental Assumptions

Countries power demand and crisis gap in increasing, According to media news present gap between demand
and generation is around 1800MW. Which is a opportunity to increase market.
Urgent installation of 2 power generation units immediately which can reduce the power problem in major cities.
Govt. is planning to import hydro electricity form Bhutan.
Govt. Already taken steps to resumption of closed power generation units
Competitors coming up like small size GAS generators as INTRACO CNG have already offering small size gas
generator providing 2.5 KVA and higher.
Present and upcoming political situation
Global warming will increase to 2 digree C this year and scientists said this year will be the warmest year in last
10 year for in Bangladesh.

Objective - IPS
Achieve Sales Volume of 27,000 IPS
Total Market Size is 50,000 (aprox) with a growth of 25%
Achicing market Market Share of 45%

Objective - UPS
Achieve Sales Volume of 5300 UPS
Total Market Size is 60,000 (aprox) with a growth of 20%
Archiving market Market Share of 9%

Objective - VS
Achieve Sales Volume of 3000 VS
Total Market Size is 60,000 (aprox) with a growth of 20% (Range of 500vs -1000VA)
Achicing market Market Share of 5%

Objective - AMC

To Achieve Tk. 2.00 Crores

Strategy for EPP

Solving Battery life cycle problem

Introducing new model variety with presentable outlook and attractive price.

Introducing the products to all level of customers like Dealer, Retailer, End Users,
Institution and organizations etc.

Increaseing capacity variety of products to gain all income level customers

Make the perfect demanded product available at appropriate time.

Create a win win situation for customer with attractive offers

Growth Drivers:

Win win situation in pricing comparing to the competitors

Improving the battery life cycle which becoming a very critical issue
Improving the after sales service quality in context of time frame.
Starting After sales service form Dealer end also
Making all categories available in time to fulfill the demand of the dealers
and end users.
Attractive Campaign
Sine wave technology campaign
Try with principal to get the sine wave IPS with UPS mode.
Highlighting the wide range of products to the people.
Using present clients to get referral customer.
Introduction of economy model UPS in the 600VA & 1000VA Category
Introduction of 1500VA and 2000VA UPS

Growth Drivers:

Press Ad Develop new press ad and increase the frequencies.

TVC Television commercial to be aired
Consumer Promotion Launch at least 2 consumer promotion between
Aug07 Sep06 & Apr087 Jun08
Dealers Activate dealers in Dhaka, Chittagong, Rajshahi, Khulna &
Sylhet for IPS Sales.
Tag Easy Pay
Regional Programs Launch regional programs
Pursue sale with Leading Real Estate Developers
Product Development Launch of Volta 600D, 600G, Volta 800D
- Develop New Press Ad
- New Display Stand for Retail Units &
Selected Dealer Outlets

Growth Drivers:

Up dating and monitoring IPS Customer Data Base

Monitor AMC activities in Chittagong
Activate AMC software in JSO, BSO & SSO
Monthly reminding letters for AMC dues from 03 months back to be issued along with
renewal letters.
To communicate with at least 50 customers per day over telephone and enquire IPS status
and give AMC reminder
To continue ad in computer magazines
To enlist our product and increase visits and maintain relationship with the following:
- Private Universities
- Financial Institutions
- NGOs
- Multinational Companies
- Airlines
Participate in related exhibitions & fairs

Growth Drivers

Tender Business
Road Shows at IDB, Elephant Road, Universities, Corporate Offices etc.
Special Promos for Vendors
Organize Meet the Vendors Program
Appoint Vendors:
- Dhaka
: 10
- Chittagong : 05
- Khulna
: 02
- Rajshahi : 01
- Bogra
: 02
- Sylhet
: 02

Organize Meet the Vendors Program

Enlist the product in different Govt. Organizations, NGOs, Financial Institutions,
Diagnostic Centers etc.
Appoint exclusive vendors in Dhaka, Chittagong, Sylhet, Bogra, Khulna
To Develop Press Ad
Ad in Computer related magazines to be given
Arrange for giveaways
Develop and arrange display stand and dangler
Participate in related fairs and sponsoring events

SWOT Analysis
EPP

Strength

Brand Image
Wide range of models
Well equipped service workshop
Skilled Technicians
Countrywide distribution network
80% IPS Customers are under AMC

Weakness

No manufacturing / assembling plant

Training & Development
No service team attire
After sales service through dealers not upto mark
Inadequate market information
Price sensitivity

Opportunity

Power crisis strengthening

Power cuts very high in rural areas
Bring outside Dhaka customers under AMC
Opportunity with Real Estate Developers

Threat

Cheaper inverters from China & India are entering in to the market
Some dealers are selling local made IPS
Local competition
Recent thinking of the Govt. in the power sector

SWOT Analysis
UPS

Strength

Brand Image
Advanced Software Technology
Efficient after sales service
Countrywide distribution network
Skilled technician team

Weakness

Limited product range

Price sensitivity
No own outlet at Computer Markets
Credit system
Weak in tender business due to product specification
No own assembling plant
Inadequate market information

Opportunity

Opportunity for Corporate & institutional sales

Opportunity in the medical & Telecommunication sector
Bangladesh entering in to Information Super Highway (Submarine Cable)

Threat

Vendors payment procedure

Availability of cheaper brands
Frequent change in technologies
Reputed computer vendors involved in importing UPS directly

Major Activities 07-08

Launching Jumbo IPS

Separate Newspaper Ad highlighting Sine wave
Billboard all over the country
Continuous ad contact with Cable Network
Periodic TVC
Newspaper AD targeting the Ramadan, and exams
Periodic end user schemes
New dealer schemes in Nov - Jan
UPS AD in 2 More computer magazines
New advertisement for UPS and VS
Vendor sales promotion of UPS and VS

Thank You