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All India Valves Sales Conference

The Carlton on Kodai Lake played host to the All India Valves Sales Conference from October 8 to 11, 1999. The hotel which combines old world charm with modern amenities and offering spectacular views of the Lake was a big hit with all.

On the first day the participants got a chance to unwind, catch up on old friends, make new friends and laze about. The conference officially began in the evening with a dinner hosted by Mr. Rajan Malhotra, Assistant General Manager - Industrial Valves Division. The huge bonfire and non-stop Daler Mehendi drove away the Kodai chill, had everybody on their feet and set the tone for the conference.

Today's need is sharper focus, proactive approach, and fuller knowledge about competitors and environment.

In the future we will have to face competition from global players. The only way we will be able to protect our market leadership is through strong teamwork, innovative products and most importantly, customer service.

In service lies success. Mr. K. Surendra, Chief Executive, Audco India Limited spoke about the threats our markets are facing from international manufacturers and stressed on the need to provide our customers the right product at the right

The business session on October 9, 1999 was held in the picturesque Sterling Hill View Resort.

Mr. S. P. Rajanish, Manager - Speciality Valves Division welcomed the dignitaries and the participants from Audco India Limited and L&T Valves Divisions.

Mr. R. K. Malhotra, Vice President (Operations) delivered the keynote address.

He started his address appraising the audience of the various initiatives of the corporate management like the company's plan to exceed Rs. 25,000 crores in turnover by the year 2005-06, the formation of various high level taskforces and the appointment of Boston Consulting Group to analyse L&T's business portfolio.

Mr R. K. Malhotra

time at competitive prices.

He said that the times are challenging and exciting, with the future holding rich rewards to the Company and individuals who stand out. There is no place for complacency or mediocrity.

RKM dwelled at length on the new performance measurement system and the steps to be taken to make our operations streamlined.

The Group's Thrust Areas, he stated, are working capital management, resource optimisation, war on waste, productivity, market share, employee development, stockist development and greater use of IT.

KS explained how the BPR exercise has made AIL more customer oriented and flexible and also how it has helped reduce costs and lead times.

He outlined AIL's ambitious plans for the future and stressed on the need to leverage our brand equity and form alliances with the customers to win the lion's share of the business.

Mr. Rajan Malhotra in his presentation "Our Journey to the Summit" spoke about the attitude and skills required to come out on top.

Mr. M. C. Pillai in his address "Learning from Experience" touched upon the insights gained during a


difficult year.

Mr. Sanjay Sahni, IVS-NRO spoke about breakthrough Ball valves orders from LPG plants.

Mr. Jayesh Sadhwani, IVS-BKC outlined the concept of Building Management Systems and highlighted the valves potential.

Mr. Arun Dhingra, SVS-NRO spoke about winning an order for pipeline Ball valves against all odds.

Mr. R. D. Sharma, SVS-Baroda related how the never-say-die spirit helped win a prestigious order.

Mr. R. C. Swamy, Company Secretary & Joint General Manager - Finance, AIL, supported by Mr. M.

Mr K. Surendra

Babu, Sales Co-ordination - GGC, AIL

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    explained the various features of the

on-line centralised order processing system.

Mr. Max de Souza spoke about "Enhancing Customer Value for Profitable Growth".

Mr. K. R. L. Narasimham, RM - East spoke about "Customer Relationship Management" and Mr. V. Kannan, RM - South delivered an address on "Business Ethics".

Mr. Vineet Gupta, Industrial Valves Division proposed the vote of thanks.

In the afternoon there was an interactive session between L&T and


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