industrial goods


Industrial products are characterized by large volumes, commoditization, capital intensive plants, sold to industrial and processing customers and distinguished by a very high degree of price elasticity. Industrial companies are facing new pressures and find it increasingly difficult to squeeze out a competitive edge that provides adequate returns from their existing business models. The shift of focus is generally towards niche large-margin products typically made for specific customers.

Global consolidation is also beginning to have an effect on the Indian market, which is both extremely competitive and highly fragmented. It is also characterized by lower affordability and emphasis on basic manufactures. Companies would have to increasingly enhance their marketing and retailing capability in addition to developing brands and proprietary products to ensure long-term growth and profitability in this sector.

Industrial products are also characterized by relatively low investment demand and under-capacity or over-capacity cycles. It is inextricably linked to the infrastructure projects being set up in the country. As a result the fortunes of companies in this sector are directly linked to the general state of economy, with a less than modest rate of economic growth resulting in a downward spiral in growth and profitability.

I have in-depth understanding of the dynamics of this sector, and intensive experience with a number of companies in core industrial products such as:

  • Steel & Cement
  • Power Equipment – Power Transformers, Power Cables, LV Switchgear, Meters and SCADA systems
  • Telecom Equipment – Telecom cables
  • Chemical sector – Bulk Pharma, Leather and Textile Dyes & Chemicals, Essential Oils
  • Ceramic Sanitaryware
  • Office Furniture and Office partitioning systems
  • Auto ancillaries
  • Logistics

Sample Experience

Diversification Study for a large Indian manufacturer of heavy electrical products The project involved a review of the internal resources and structures of the company, and an analysis of its operating policies as per expected changes in the operating environment. Based on the results of this internal analysis, a feasibility review of potential investment opportunities in a number of industries was undertaken to arrive at an optimal diversification strategy that would achieve proposed turnover levels. Read more.

Strategy Review for a multinational dyes and chemicals manufacturer The project involved a review of the business strategy of the organization in light trends in the macro-environment and in user industries, and the formulation of recommendation addressing strategic and operational issues. Read more.

Strategic Assessment of the Indian Temperature-Controlled Logistics (TCL) Market - A Fortune100 Japanese multinational conglomerate with a presence in automobiles, industrial equipment and logistics was interested in acquiring an Indian temperature-controlled logistics (TCL) operator to transport and warehouse frozen foods nationally. It therefore wished to conduct an assessment of the entire TCL industry segment. Read more.

Corporate Plan creation for a producer of ceramic products. This involved an analysis of the industry structure and operating norms, an examination of the client firm’s capabilities and the design of appropriate competitive strategies.

Business Strategy development and Corporate Transformation exercises for a member of one of India’s largest and oldest automobile ancillaries manufacturer. After reviewing markets and customer needs through a Voice of Customer exercise, a detailed market-product strategy was drawn up and implemented along with structural and systemic changes to marketing, manufacturing, human resource management and purchase functions.

Strategic Transformation exercise for the electrical SBU of one of India’s largest conglomerates. The assignment involved the development of a corporate strategy for the business basket (electrical sector), and re-engineering processes into the optimal configuration that would best support the strategy. The assignment involved the implementation of the new strategy and processes through manufacturing and structural initiatives.

Multi-Country Market Assessment of the PSA Tapes industry in four Asian countries (China, Thailand, Malaysia and Indonesia) for a Japanese logistics/manufacturing major looking to increase its pan-Asia footprint in the industrial packing market. The engagement involved primary and secondary research using teams across 3 countries to collect, compile and analyze data with the final output from the India team.

Financial feasibility assessment for LPG bottles distribution business for a large industrial house in the Sultanate of Oman. The assignment involved modeling the business practices, and making long term projections of profitability, cash flows and returns.

Financial modelling and feasibility assessment for a large investment company wishing to invest in a high –technology spice oleoresin extraction project in Oman. The coverage involved the development of a business model, financial projections and a sensitivity analysis, and the identification of risk factors.

Slag Cement Market Assessment – Evaluation of the likely usage and acceptance of Slag Cement in India, profiling the trade universe, assessing sales levels, forecasting demand at a district level till 2010, formulating market entry strategies

Steel Demand forecasting – Identification and review of over 20 industries in India using Cold Rolled Steel in their products, an assessment of the unit consumption in each industry, and a forecast of demand for CR till 2005 AD.