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Neville Bachana introduces Godrej spokespersons to the Press at World Trade Centre, Colombo. Seated (l-r): B.K. Rajkumar, Anil Sain Mathur, P.D. Lam, Dara E. Byramjee, Shyam Motwani and A.M. Visvanathan.

Godrej & Boyce Mfg. Co. Ltd. launched operations in Sri Lanka in May 2003. To mark the occasion, a Press Conference was organised on 26 May at the World Trade Centre in Colombo. The Conference was highly successful with the presence of the electronic media and senior journalists repre-senting key newspapers. Present on behalf of Godrej & Boyce at the Press Conference were P. D. Lam, Executive Director and President, B.K. Rajkumar, Vice President and Business Head, Locks Division, Dara E. Byramjee, Vice President and Business Head, Security Equipment Division, Anil Sain Mathur, Chief Operating Officer, Furniture and Interiors Group, A. M. Visvanathan, Vice President and Business Head, Storage Solutions Group and Shyam Motwani, Sr. Vice President, Appliances Division. Representatives from Prima and Material Handling Equipment Divisions were also present. The Master of Ceremonies for the event was Neville Bachana, General Manager, Marketing, Security Equipment Division.

While the spokespersons from Godrej & Boyce briefed the Press about the Vision, Mission, Values and the three service solutions (Home, Office and Warehousing), the corporate and solution logos were unveiled amidst a fanfare of sound, lights and smoke. The new corporate film was also shown at the end of the event.

More than 65 clippings appeared in leading publications in India and Sri Lanka. P.D. Lam was interviewed by a leading business television channel in Sri Lanka.

Godrej & Boyce participated at the “Made in India” Exhibition organised by the Confederation of Indian Industry at Bandaranayake Memorial International Conference Hall in Colombo from 26th to 31st May, 2003. The event coincided with the launch of Godrej & Boyce in Sri Lanka. Our Company set up a 154 sq. m. stall, one of the largest stalls in the Exhibition.

The Concept:
Keeping in mind the Company’s launch in Sri Lanka, the stall was designed to bring out the values which Godrej stand for viz. Integrity, Trust, To Serve, Respect and Environment.

The use of colours was the key to the depiction of the Company’s values. Therefore, using red for warmth and white for purity as the primary colours for the stall was imperative. Another key element was the positioning and easy accessibility (reflecting the commitment towards the consumer) of our products displayed — they had their own space and character.

The most important feature of the stall was that we created “Category” experiences for the visitor, be it Home, Office or Warehousing. We consciously created well-defined areas for each of the solution categories, thereby making it easy for the visitor to focus on each category independently, while reinstating the mother brand’s identity across each of these categories. This concept was also in line with our Vision statement, “Godrej in Every Home and Work Place.”

The Participants:
Seven Divisions — Furniture and Interiors Group, Appliances, Security Equipment, Locks, Prima, Material Handling Equipment and Storage Solutions Group — participated in the Exhibition. Export Managers from each Division manned the stall. Over 45 different products were displayed. Incidentally, there was also a beeline for purchasing the products on display. All the products were booked for sale even before the Exhibition ended.

The Response:
The response was overwhelming. On an average, the Godrej stall had over 2,000 visitors per day, including ministers from Sri Lanka and India. Good contacts were established. Many Divisions utilised this opportunity to line up prospective dealers for their products.

A Big Thank You:
A round of applause and a big thank you to all the Divisions for their support in making this event a grand success. Special thanks to the Lowe (Advent and LinOpinion) Team for doing a wonderful job on our stall.

A high-level ministerial delegation from the Kingdom of Saudi Arabia comprising His Excellency Mr. Saleh Eid Al Husseini (Dy. Minister for Industrial Affairs), His Highness Prince Turki bin Mohammed bin Nasser (Director General, International Relations) and other distinguished members of the Saudi Arabian Ministry of Industry and Electricity visited Pirojshanagar, the Godrej garden industrial township, on 26 April, 2003. Enhancing avenues for greater business and trade relations between India and Saudi Arabia was the key agenda of their visit.

The delegation, led by His Excellency Mr. Saleh Eid Al Husseini, arrived at 12.30 p.m. Chairman and Managing Director, Mr. Jamshyd N. Godrej, welcomed the delegation followed by lighting of the traditional lamp.

P.D. Lam, Executive Director and President, addressed the distinguished delegation, giving a brief introduction of our Company and its varied businesses.

The Godrej centenary audio-visual was also shown. The delegation was then esc-orted round the Corporate Showroom.

Allen Antao, Vice President and Business Head, Process Equipment Division (PED), along with his team members, made a presentation on the PED business, covering the Division’s experience and expertise in:

D.K. Sharma, Vice President and Business Head, Tooling Division, along with his team, escorted the delegation round the shop-floor of Plant 7. The delegation was introduced to a wide spectrum of Tooling viz. Automobile Panel Dies, Lamination Dies, Autofeed Progressive Tools, Plastic Injection Moulds, Vacuum Forming Moulds, Rea-ction Injection Moulds, Pressure Die Casting Dies… designed and manufactured in the Tooling Division. A walk through the CNC (Computerised Numerical Control) Programming Section and CNC Machine Shop, and a glance at the wide spectrum of critical and complex components displayed were enough for the delegation to experience the vibration of technological sophistication in Tooling Division. The delegation evinced keen interest in knowing about the manufacturing facilities of the Division and studying the wide range of components displayed, and convinced themselves on various aspects of the Division’s capabilities.

His Excellency Mr. Saleh Eid Al Husseini and His Highness Prince Turki bin Mohammed bin Nasser, were quite impressed by the high level of technological expertise and sophistication in both Process Equipment and Tooling Divisions.

While the visiting delegation was convinced of our capabilities, Godrej & Boyce, on its part, reaffirmed its commitment to total customer satisfaction, and in strengthening and further developing business relations between the two countries.

Toyota, the very mention of which evokes awe, admiration and respect, is one of the world’s leading automobile majors. Toyota Kirloskar Motors (TKM), the Indian arm of Toyota, ranks fifth in sale of Total Passenger Vehicles (Cars and Utility Vehicles). In addition to identifying India as having huge market potential, TKM is also steadily and aggressively expanding its industrial base into the U.S., Europe and China.

TKM plans to launch, shortly, its new Sports Utility Vehicle (SUV). The work for the launch has begun under a Project christened “692N”.

Toyota is well-known and credited with several firsts and Best Practices in industry. They are known to be having very high Quality standards, and to choose their partners/vendors with great care. Thus being chosen as vendor for Toyota is in itself recognition of the capability of the vendor.

The Godrej Tooling Division had some time ago executed an order for Rear Door Inner, which is one of the most complex components as acknowledged by TKM. The good work done on that order, coupled with a competitive quote, followed of course by prolonged and detailed negotiations, helped the Tooling Division team win a high value order for the manufacture of 25 Sheet Metal Tooling from which nine large, complex components will be produced. The order is worth Rs. 4.50 crores for the “692N” Project.

It is quite commendable for Godrej & Boyce Mfg. Co. Ltd., for this is the second order placed by TKM on our Division. The value of this new order is twice that of the earlier one. In fact it is the highest value single order in the history of Godrej Tooling Division.

But the Tooling Division has more to rejoice. Besides getting the Sheet Metal Tooling order directly from Toyota Kirloskar Motors, the Division also bagged an order worth Rs. 1.50 crores from Stanzen Toyotetsu India Pvt. Ltd., a Tier–I supplier to TKM. This is for the manufacture of 41 Press Tools for the SUV model.

With Rs. 6 crores worth of orders in hand, the Press Tool Group of Tooling Division has achieved 40 per cent of its Annual Order Booking target.

As has always been its motto, the Godrej Tooling Division team will continue to ensure total customer satisfaction on both fronts: Quality and timely deliveries.

In line with the Godrej Corporate Vision, “Godrej in Every Home and Work Place,” the Process Equipment Division (PED) has embarked on a new mission: carving a niche for themselves in the world market.

Past Scenario:

PED primarily catered to the Oil and Gas, Fertilizer and Chemical sectors in the domestic market for their requirements of custom-built fabricated process equipment. Being in the business for more than three decades, PED has earned a name as a quality fabricator of repute and is considered as a trusted vendor for fabrication of critical process equipment in India.

By and large, the demand for process equipment had nearly vanished as no new projects were set up in the public as well as in the private sector. During the last decade, except for the Reliance Jamnagar Project, no new grass root refinery project was undertaken. This grim domestic scenario forced PED to venture into the export market.

Export Market:
PED discovered that the demand from the export market was primarily in two categories:

The global customer’s expectations are distinctly different from those of the domestic market:

Most of the multinational LSTK and EPC contractors have Indian subsidiaries with whom PED initiated a dialogue, followed by sustained interaction with them. The presentation of our capabilities and capacity was followed by the visit of technical teams from these companies for our shop approval.

We had made a modest beginning in exports in the year 1994 and today, with sustained efforts and teamwork of PED, our export business comprises almost 50 per cent of our total turnover.

Major Breakthrough:
Uhde Germany was executing a LSTK contract for Qatar Fertilizers Phase-IV Ammonia-Urea Expansion project. Our vigorous efforts culminated in bagging the first order, which was for a set of Reactors. This was in October 2001. Three more orders were received by us for the same project requiring about 108 big and small equipment comprising Reactors, Columns, Shell and Tube Heat Exchangers valued at Euro 6.5 million.

This was followed by another order worth Euro 3.3 million involving 46 process equipment for a Fertilizer Project in Turkmenistan.

N.C. Tan, Construction Manager, CH2M.Hill Engineering Consultants for Changi Water Reclamation Project, Singapore, gives the thumbs up to PED’s first 2 m x 6 m rectangular-sized Butterfly Gate Valve, the largest fabricated valve in the world.

Subsequently we received a number of orders from Kuwait and Qatar for Refineries, followed by orders from Technip/Snamprogetti for OMIFCO in Oman, American Bechtel Inc. for Darwin LNG Project in Australia and Aker Kvaerner Inc., Belgium for EVOH Resin Plant.

New Product:
For a major environment-friendly project undertaken by the Government of Singapore for wastewater treatment located near Changi Airport, there was a requirement for large rectangular Butterfly Gate Valves. These are fabricated SS 316 valves ranging from 2 m x 6 m to 2 m x 10 m size. The first order was for 54 valves followed by a repeat order for the same quantity. This is one of the largest export orders under execution. By executing this order, Process Equipment Division has successfully manufactured the world’s largest rectangular Butterfly Gate Valves. Four of these valves (2 m x 6 m) have already been shipped.

Chinese Market:
Chinese goods have almost captured the world market and have deeply penetrated the Indian market, thanks to the fetish of the Indian customer to go in for low cost products. Despite this trend, PED exported Fractionation Column Multi-downcomer Trays (used to segregate petroleum fractions such as gasoline, diesel, etc.) to China through Universal Oil Product, USA. PED has also executed an order for Stone & Webster, USA, for supplies to Taiwan and have recently received an order from them to supply high capacity trays to China worth U.S. $ 2,75,000. These supplies of Trays and Internals to China and Taiwan were worth, approximately, U.S. $ 0.4 million.

By executing these orders, PED is now geared to meet the challenges from the global customer in terms of:

With a positive mindset and attitude, and with an indefatigable will to succeed, PED is confident of reaching the pinnacle of success in the years to come.

Process Equipment Division Team

A unique exhibition was held at Pirojshanagar from 29th March to 9th April, 2003, showing various aspects of industrial accidents. The exhibition, which was inaugurated by V.U. Madne, Director,Industrial Safety and Health (Maharashtra State), focused on hidden aspects such as supervisors’ time, tool and equipment damage cost, investigation time cost… which are seldom calculated in any industrial accident. These hidden costs clearly differentiate from direct costs such as hospitalisation and compensation.

Madne released the book, Cost of an Accident, compiled and edited by Shailesh Amonkar (Safety In-Charge, Locks Division), a must read for all involved with industry. Madne said: “Industrialisation no doubt is a blessing to society and the nation, but accidents have the potential to wipe out all these achievements of industrialisation. The cost of prevention is far less compared to the cost of accident and human suffering”. This concept can be compared to an iceberg whose 1/10th part is seen above the surface, but 9/10th portion is hidden under water.

He then congratulated A.K. Kulkarni (Manager, Safety) and his team of Safety professionals for putting their best efforts to bring out for the first time the huge hidden costs in industrial accidents. The exhibition with 3-D models gave excellent viewing of case studies compiled in the book. The planning, designing and setting up of the exhibition was initiated a year ago and organised by P.D. Malvankar (Safety In-Charge, Process Equipment Division). Coupled with the book, it gave a complete and clear picture even to our workmen on the shop-floor.

On the concluding day, R.A. Bagi (Safety In-Charge, Furniture and Interiors Group) gave a presentation on “Emergency Preparedness”, followed by a presentation by Cyrus Shastri (Safety In-Charge, Electrical & Electronic Services) on the criteria, which led Godrej & Boyce Mfg. Co. Ltd. to win the Yogyata Praman Patra, and the safety challenges that lay ahead for the Company.

Jamshyd Godrej (Chairman and Managing Director, Godrej & Boyce Mfg. Co. Ltd.) appreciated the work done by the Safety team, laid paramount importance on safety at the work place and motivated the team to keep up the good work.

K.C. Gupta (Director General, National Safety Council) handed over the Yogyata Praman Patra to Jamshyd Godrej. To our Safety professionals, he said: “I have seen many companies as Director General of National Safety Council and I will not hesitate to state that the commitment shown by the Godrej management in the field of safety certainly tops the list … Many managements hesitate to put forth the facts related to industrial accidents and try to escape from the responsibility. But the Godrej management has shown their commitment towards safety by publishing this beautiful book and displaying case studies through models on the subject matter. I wish them every success in future and assure support from NSC whenever required”.

After visiting the exhibition, Gupta formally declared it closed.

Shailesh Amonkar
Safety Department
Locks Division

Imagine this situation. A customer buys a brass Navtal Padlock from a shop somewhere in the country. The distributor replenishes stock to that shop. The Company studies the trend and checks the stock of brass in the raw material store. The order is placed on a supplier in Sri Lanka. The material leaves the supplier’s factory. Total time taken for this process is three hours.

This process is called “Integrated Supply Chain”. It is the future of business and Godrej Locks Division is marching towards it with Web Enabled Solutions viz. Web Based Secondary Sales System, Web Based Distribution System and Web Based Procurement System.

A roadside shop is the first place where the end customer comes in contact with the product. That roadside shop or retailer buys the product from an authorised distributor and sells it to the end customer, and earns money in the process. The retailer is an important link in the chain as he can influence the end customer to either buy or reject the product. Web Based Secondary Sales System (WB3S) is designed to capture this behaviour of the retailer.

WB3S is designed to capture secondary sales (from distributor to retailer). This can be analysed based on the geographical area and the product to make effective marketing strategy. At the same time it improves customer service levels and controls inventory. Distributors in all major cities are being trained to use the system and monitor their businesses in a professional way.

The second web based solution is Web Based Distribution System (WBDS). As of now, 133 distributors are online. This system ensures faster and system-driven communication between the distributor and Company. It enables the distributor to book orders online and get real-time information through Internet. It also reduces order processing time as well as communication cost. So far, orders worth Rs. 3.08 crores have been booked through WBDS. Almost all these orders are already executed.

The other end of the supply chain is the supplier. He is linked with the Company through Web Based Procurement System (WBPS). This enables a two-way exchange of information between the supplier and the Company. The supplier can view pending purchase orders, delivery schedules, details of receipts, etc. Similar to WBDS, this also reduces communication time and cost.

All these systems are the need of the hour and must be utilised by the Company in order to be cost-effective and competitive.

Locks Division, Chennai Branch, conducted a Premium Retailers Meet on 24 June, 2003 at Hotel Residency, Coimbatore. For the first time, we invited retailers along with their spouses for the Meet. The programme was well attended by 80 retailers and their spouses.

The hall was well decorated with our latest promotional material such as Ultra Standee, Chhota Standee, POPs and Instabooth. Multipoint Mortise and Rim Stands were displayed in the hall by the distributor. Our entire range of products was also displayed.

The Meet began with the Locks Division film, followed by a presentation on the new products and marketing initiatives taken by the Company. A Secondary Scheme was announced during the Meet. K.N. Modi, General Manager (Sales and Marketing) felicitated the retailers and awarded prizes to top qualifying retailers. E. Purushotaman, Proprietor of M/s. E. Purushotaman, won the first prize. The evening ended with entertainment.

Locks Division, Maharashtra Branch, organised a Dealer Salesmen-cum Technicians Training programme on 8 July, 2003 of distributor Wel-Deal Trader, Nasik.

The participants included Wel-Deal’s team, and technicians and salesmen from major dealers in and around the city. R. H. Ansari from our Head Office, Service, along with Senior Technician, Mafatlal Panchal, demonstrated the right ways of installing locks and other hardware items. They pointed out certain minor flaws to the technicians in their methods of working on locks that could result in unintentional tampering of our products. Training on dos and don’ts, general trouble-shooting and usage of spares and repairs of Godrej Locks were imparted in this session. The benefit of using special tools for installations was also discussed.

In the second part of the programme, distributor S.K. Ahire of Wel-Deal Trader and Sr. Sales Officer (Maharashtra Branch), Nikhil Kale, conducted the Dealer Salesmen Training programme. The main objective of this programme was to involve and train the “most
important person,” the dealer’s salesman, who always represents our products to the customer. It is very important to make dealer salesmen feel like part of our team. The entire range of products was shown and important selling tips given, especially on Premium and Ultra products, that would help them clinch the sale in Godrej’s favour. The programme was well accepted, and boosted the morale and confidence of the attendees.

On the same day in Nasik, Wel-Deal Trader put into effect the Round-the-Clock Service Setup. Just one call on 9822343768 would enable a customer to be attended at his doorstep even in the dead of night.

Learning new techniques and using special tools was exciting for both technicians and salesmen. As per their feedback, no other lock manufacturer had involved them in such a participative and professionally enriching programme.

We have been selling Locks through two Showrooms of Godrej & Boyce Mfg. Co. Ltd. in Ahmedabad: Karaka and Oriental. Since February 2003, our Division (Ahmedabad Branch) has been instrumental in improving displays of both the Showrooms by placing mounted samples and glass shelves for products. Our Branch team members regularly train our Showroom operators on our entire range of products.

Darayas Engineer of Oriental Showroom and Sarosh Karkaria along with Kersi Anklesaria of Karaka Showroom are instrumental in pushing our products through these Showrooms.

Mumbai Branch, Security Equipment Division (SED), organised a Mela at A.H.Wadia Baug, Parel on Sunday, 25 May, 2003. The Branch had taken permission from the Society and had sent letters to all its residents.

We used the Suraksha Aap Aur Hum capsule to impress the audience. The capsule comprises tips on general security measures such as requesting neighbours to empty mail boxes when going outstation, to have only surnames or initials on name-plates, especially when a lady is staying alone, to have well lit corridors in the building, etc. to be undertaken by citizens against anti-social elements. A live demonstration of our Godrej Secure Home products viz. Treasure Chest, Rhino Safe, Premium Coffer, Cash Boxes and Video Door Phone was also made.

Percy B. Master, Dy. Manager, SED (Mumbai Branch), makes a presentation to senior citizens of A.H. Wadia Baug. Seen on the right are some of the Division’s products.

The residents who attended the Mela were mainly senior citizens, who enjoyed the presentation and were highly interactive. Although they agreed to the security threat they faced and wanted security systems installed, fund constraints and dependency on their children did not allow them to take immediate decisions.

Last year, Mumbai Branch did 12 such Sunday Melas. The aim behind these Melas is to generate goodwill, create awareness of new products and awaken that sleeping need of security in citizens.

Sales team of Mumbai Branch, SED, tie the Godrej banner outside the A.H. Wadia Welfare Centre on 25 May, 2003.

Based on this presentation, Mumbai Branch has received a letter dated 27 May from Yezper Consultants to give a similar presentation at MIG Adarsh Nagar Colony, Worli.

The Mumbai Branch of SED, along with the Mumbai Police, hosted a three-day Citizen
Awareness Mela from 20th to 30th July, 2003 at the Police Gymkhana, Lamington Road Police Station, Mumbai. R.S. Sharma, Commissioner of Police, along with Javed Ahmed and S. Yadav, Joint Commissioners, and Naval Bajaj, Dy. Commissioner of Police, inaugurated the Mela. The hall was packed with senior citizens, and citizens belonging to the automobile, computer and diamond industries.

D.E. Byramjee explains the features of the Godrej Treasure Chest to R.S. Sharma, while (l-r) Sharma’s bodyguard, S. Yadav, Javed Ahmed and Percy B. Master look on.

The citizens were briefed by the Police on the various dos and don’ts in preventing thefts. The Police also made an audio-visual presentation guiding citizens to remain alert. The Commissioner was very impressed by our Security stall and our latest cost-effective Electronic Security products. This was followed by D.E. Byramjee, Vice President, SED, F.K. Khapoliwalla, General Manager, Western Region, Barinder Singh, Asst. General Manager, Mumbai Branch, and Percy B. Master, Dy. Manager, Mumbai Branch (SED) presenting the Police with bouquets and the Godrej volumes in the Police chambers.

The Mela was well covered by the media. The motive behind the SED hosting this Mela was not only to promote the Godrej Secure Home campaign, but also to remove the fear of the Police from the citizens’ minds, make them aware that the police can’t be everywhere to protect them and that they should learn to guard themselves from untoward incidents. Approximately, 3,000 people visited the stall. Quite a few enquiries were generated. We are confident that teaming with the police will definitely help promote Security products.

Delhi Branch participated in a Roadshow on 22 June, 2003 and displayed the Security
Equipment range of products, mainly the Godrej Secure Home range. The programme was organised by the Delhi Police who focused on addressing elderly couples at Vasant Kunj, New Delhi, where recently some burglaries and murders had taken place.

Sr. Sales Executive Gowtam Passi explains the features of the Godrej 530 Electronic Safe to the Asst. Commissioner of Police, New Delhi. Seen in the background is a Godrej sales canvassor.

We displayed our Eagle Alarm System, Rhino Safe, Premium Coffer and 530 Electronic Safe. A number of enquiries were generated from the local residents. We also contacted the Presidents and Secretaries of the Resident Welfare Associations for the promotion of our products on a mass scale basis. Commendable efforts were put in by our Sr. Sales Executive Gowtam Passi in close co-ordination with our Wholesale Dealer M/s. Comfortnet Traders, New Delhi.

(Centre): Sachin Thakur, Sales Executive, Security Equipment Division, explains the features of the Godrej Banding Machine to dealer salesmen.

With new products such as Banding Machines, Net Chairs, Viva Desks, etc. coming in, a need to upgrade selling skills of our dealer salesmen was felt. A training programme was organised for dealer salesmen by Bhopal Branch at Hotel Nisarga on 9 June, 2003. Thirty participants from various dealer towns attended the programme.

The aim behind this training programme was not only to promote our new range of products in the marketplace, but also to boost the confidence of our dealer field force. The training sessions included presentations on our Furniture and Interiors Group as also on our Security products. The focus was on new products and selling techniques. We took this opportunity to demonstrate some of our new products. Role-plays and quiz were the highlights of this exercise, which was followed by distribution of prizes to winners, and gifts and certificates to all participants.

The entire Bhopal Branch sales and service teams put their best efforts towards the success of this programme, which concluded with the Branch Manager, Manoj Rathi’s speech and feedback session. It is noteworthy that the feedback was quite encouraging. The contents and clarity of the detailed presentations were appreciated by one and all. The participants expressed confidence in selling our new products.

Sanjay Laul of Wardhan Corporation, Shimla, receives the first prize from Bibhash Biswas. Seen in the background are Shivinder Mandhotra and Satvinder Singh.

All of us agree that dealer salesmen play a very important role in getting business for Godrej. Chandigarh Branch had organised a training programme for Wholesale Dealer sales people from 19th to 21st June, 2003 at Hotel K. C. Residency, Chandigarh.

Highlights:

Response:
The response was very good. Around 30 dealer salesmen had attended the programme. They were happy with the arrangements made as well as the training imparted to them. We have introduced a special incentive scheme for them, which was well appreciated. Satish Dogra, Dy. Manager, played a very important role in organising the programme. Such programmes help motivate sales teams of dealers.

After the introduction of new products in the Furniture and Interiors Group (FIG) and Security Equipment Division (SED), Jaipur Branch felt the need to give structured training to those Wholesale Dealer sales persons who go out in the field and deal with customers at showrooms. We also felt that canvassers working with Jaipur Branch should be imparted structured training as well.

On 21 and 22 June, 2003 a residential training programme was conducted at Hotel Park Plaza, Jaipur. The training module covered new arrivals: their features, their benefits and information on competitors. On the first day, Rajeev Bhargava, Executive (Sales), FIG — Home, gave a presentation on the Home range of products. His presentation also covered the impact of showroom display and handling walk-in customers. Shailesh Jani, Executive (Sales), SED, introduced new Security Equipment products. The Godrej SED song as also the SED film were shown to the salesmen. In the evening, they were taken to Chokhi Dhani, a village resort.

On the second day, Puneet Sharma, Sr. Executive (Sales), FIG — Institution, gave a presentation on the Godrej Open Plan Office System, laying emphasis on the nomenclature of different systems and “how to initially handle inquiries and projects”. Sachin Soni, Sr. Executive (Sales), FIG — Institution, introduced the new Desking and Seating products to our Wholesale Dealer salesmen. He also revised upon the various mechanisms offered by our Chairs. Post-lunch session was kept for quiz, which was designed in such a manner by quiz master Ajay Sharma, Sr. Executive (Sales), SED, that all the matters dealt with during the training were covered. This was followed by a small award ceremony for last year’s performance as also for the winning quiz team.

This training programme has boosted the confidence of our Wholesale Dealer salesmen to go to the field and combat competition.

Kochi Branch organised a two-day sales training workshop for its dealer sales team. Product training with special focus on new products, selling techniques and a briefing on the changing market environment were imparted to the 30 dealer sales personnel. Separate sessions were held by the Furniture and Interiors Group — Home, Office and the Security Equipment sales teams.

The workshop concluded with a quiz and the winning team members were given away prizes.

Bhopal Branch had organised a Dealer Technician Training Programme at its Warehouse at
Misrod on 26 and 27 June, 2003. An in-depth training for all new products of Furniture and Interiors Group and Security Equipment Division was conducted. Our focus was on knock-down products, where perfect assembly is very important. We also conducted a quiz on various aspects of service. Prizes were distributed to the top three dealer technicians. All participants were given certificates.

The programme concluded with a speech by Manoj Rathi, Branch Manager, Bhopal Branch, followed by a feedback session with him. The dealer technicians were quite vocal and expressed their desire to attend more such training programmes at regular intervals.
Bhopal Branch technicians, K.R. Banjare, K.K. Rathore, S.A. Raju and L.L. Sonpure put in their best efforts for the success of this programme.

Service plays a very crucial role in satisfying the customer. Chandigarh Branch had organised a training programme for Wholesale Dealer technicians from 16th to 19th July, 2003 at the Godrej warehouse at Chandigarh.

Approximately, 15 technicians had attended the programme. They were first given theoretical training, followed by practical sessions. Training was imparted on products of Furniture and Interiors Group (Institution and Home) and on Electronic Security products. A quiz was conducted to test the product knowledge of participants. The winner was appropriately rewarded. Sanjeev Gour, Service Executive, Furniture and Interiors Group, was the Chief Co-ordinator of the programme. We received good response on the programme from technicians.

Our Security Equipment team is expecting bulk orders from various banks for Currency Counting Machines and Note Banding Machines. To gear up our Wholesale Dealers and their technicians to provide better services to our esteemed customers, a two-day training session on 26 and 27 May on Electronic Security products was conducted in the Conference Room of our Branch. This included not only Currency Counting Machine and Note Banding Machine, but also Alarm System and Time Attendance System.

We have mockups of Alarm System and Time Attendance System, which were used to give hands-on training to technicians. The Currency Counting Machine and Note Banding Machine were arranged from our warehouse stock.

This training shall help Jaipur Branch provide immediate first aid services to customers, thus reducing breakdown time.

The occasion was the launch of Godrej Perfect Home at Nawanshahar, an upcountry market under Chandigarh Branch. But this launch was a launch with a difference.

Chandigarh Branch, along with its dealer M/s. Laroyia Furnitures, organised a Fashion Show and Children Dance Competition on 31 May, 2003 at K.C. Palace, Nawanshahar, a small town approximately 100 kms. from Chandigarh.

Awareness about the Godrej range of home products was created by displaying Godrej’s entire home range such as Bunk Bed, Companions, Recliner, economy range of Chairs, Rhino Safe, Cash Box, Jewellery Box, apart from display of banners, posters and POP material abundantly in the hall. Regular announcements were made in the public address system about our range.

Fashion Show in progress.

Children seen relaxing on the Godrej i-Space at the end of the Fashion Show and Dance Competition.

Discount coupons made by the dealer were distributed to all participants. Handbills were distributed to the 500 strong crowd, which appreciated our products. This event, which was telecast on the local cable television as well as covered in the local newspapers, generated a couple of enquiries, too.

Godrej sponsored some of the prizes of the Fashion Show. A jewellery box, a Godrej service item, was presented to the winner.

Satvinder Singh, Sr. Sales Officer, Furniture and Interiors Group (Home segment) and M/s. Laroyia Furnitures played a significant role in managing this event.

Satvinder Singh, Sr. Sales Officer, lights the lamp, while (l-r) Satish Dogra, Dy. Manager, Bibhash Biswas, Branch Manager and Balwinder Singh, Stores Officer, look on.

Banks are the biggest customers for our Security Equipment and Furniture items. Chandigarh Branch, along with its dealer, M/s. Swastik International, Jammu, had organised a Meet exclusively for Bankers at Hotel Hari Nivas Palace, Jammu, on 5 July.

Neville Bachana, General Manager (Marketing), Security Equipment Division, demonstrates our Electronic Security products to a member of the Press.

Approximately, 30 important bankers attended the Meet out of 40 important officials who were invited. We had displayed our range of Security and Furniture products. Neville Bachana, General Manager (Marketing), Security Equipment Division, spoke in detail about Security products and the changing scenario in the banking sector. Anil Munjal, Dy. Manager, Furniture and Interiors Group, gave a short presentation on Furniture products. The media, too, were invited. They were addressed separately. This was followed by cocktail and dinner.

The response was good. Bankers were quite impressed by our presentation and were happy by the new inputs provided. The media gave this event good coverage in leading newspapers and the local television network.

Chennai Branch conducted a training programme as part of 100 per cent BaaN literacy campaign for the Office Equipment sales team (end user). The programme, which was conducted by R. Devaraj and R. Sankaran (Zonal BaaN trainers) between February and June 2003, culminated in a BaaN competition for the enthusiastic 16 participants.

Results of the competition were heartening, with five participants scoring distinction and 10 scoring a first class. Surprise mementos were gifted to the top three scorers viz. K.A. Shameer (first prize), G.P. Unni Krishnan (second prize) and A. Venkatesan (third prize). Certificates of Merit, based on grade, were given away by R.K. Agarwal, Sr. Branch Manager, Chennai Branch. K.M. Vinod Kumar, General Manager (South) presided over the awards ceremony.

Godrej Wholesale Dealers (WDs) under Hyderabad and Visakhapatnam Branches
came together at Taj Residency, Hyderabad on 6 June. The theme of the Meet was “Mission Change”. The objective was to educate and prepare WDs to become more customer-oriented for the challenges that lie ahead this year, whether in market conditions or changes in the organisation.

(R-L): K.M. Vinod Kumar, General Manager (South) presents the Godrej Award for Innovative Selling to M. Srinivasa Rao of M/s. Sri Kusumaraha Enterprises, Hyderabad. Also seen is Srinivas Manda, Branch Manager, Hyderabad Branch.

Chief Guest K.M. Vinod Kumar, General Manager, Sales (South) addressed the gathering on the overall direction, hopes and aspirations of the Company, and how the dealers could profitably partner with the Company in its endeavours. WDs were briefed about the ongoing restructuring in the Company in light of the formation of the Furniture and Interiors Group as also about separate focus on homes and institutions.

Srinivas Manda, Asst. General Manager, Hyderabad Branch, spoke on the impending challenges ahead and how openness to change by way of adopting new technologies, processes and, most importantly, new thinking, is essential to survive in today’s competitive market.

Behram P. Chinoy, Sr. Branch Manager, Visakhapatnam Branch, spoke on customer satisfaction and its relevance in helping retain customers in a competitive scenario.

The Branch sales and service teams put up specific presentations highlighting the business-wise market scenarios, new products and expectations from the dealer community to tap new markets, particularly with the Godrej Perfect Home and the Godrej Secure Home concepts having been introduced. A demonstration of new products was also organised at the venue for the benefit of dealers.

The Accounts team comprising P. Natarajan, Regional Accountant (South) and K.C. Rao, Branch Accountant (Hyderabad), spoke on initiatives being taken to harness technology in the BaaN ERP environment to improve the quality and speed of business communication with dealers. The concept of Web Based Distribution System was also highlighted along with various technologies associated with BaaN to help understand the system and its output better. This was well received by dealers, who later asked for hard copies of the presentation.

Individual performances were recognised and certificates of merit awarded to top WDs in various categories. This helped in generating a lot of enthusiasm and motivation in the dealer community. They also expressed their expectations from the Company to help them serve customers better. These expectations were noted for future
action.

Both the Hyderabad and Visakhapatnam teams, along with our dealer friends, look forward to a mutually rewarding and exciting year ahead.

Seconds Mela

Kolkata Branch organised a Seconds Mela at its office premises at Salt Lake on 14 and 15 June, 2003. Ten Storwels and other Godrej products worth Rs. 50,000 were sold in no time at all!

Apart from the actual sales, around 400 customers visited this Mela resulting in generation of fresh enquiries for our standard products.

In order to celebrate the excellent performance of Lucknow Branch, we recently arranged a get-together at Mehfil, where we invited all the Branch personnel along with their family members.

We not only acknowledged and appreciated the efforts put in by the sales team, but also appreciated the solid support given to the team by the support staff. Even the encouragement of family members was acknowledged and appreciated since we believe that if the employee gets family support, he/she can perform better at the work place.

A small token of recognition was given to the support staff as also to the family members. This event has boosted the morale of Lucknow Branch employees and their family members.

The training programme was called “Introduction to MS Office” — Word, Excel and PowerPoint. But it was far from a mere introduction. Conducted by Ratan Bengali of Personnel Department, Furniture and Interiors Group from 14th to 19th July at Pirojshanagar, Plant 10, the programme covered basic and intermediary Word and PowerPoint, and ventured into advance Excel, in Bengali’s words, “by public demand”.

Bengali, who was introduced to us by S.M. Bhide, Corporate Human Resources Department, had to cater to a small but varied audience of 24 trainees. Some, whose job did not demand them to work on a computer, did not know even the basics of computers. The one thing that was dinned into them by Bengali was that a computer is not a dragon, but a machine that processes our inputs and provides us with outputs. There were some who knew Word and not Excel and vice versa, some knew PowerPoint and not Word and vice versa. These trainees learnt a lot more of MS Office. And, there were a couple of trainees who were very knowledgeable, but Ratan was even better. He taught them different, quicker ways of doing the same thing. Small wonder, some trainees nicknamed him “Anmol Ratan” (precious stone) and some, with great respect, “Ratanji”.

There is always a first time to everything in life. It was Bengali’s first time to teach MS Office. Slightly nervous himself, little did he know that the trainees themselves would be equally nervous about learning new things. Some excited trainees bombarded him with questions, the answers of which he had to seek by trying new things on the spot and then teaching the same with a lot of patience. At times, due to shortage of time (the programme being only for half days) he would respond: “Try it out, that’s your homework!” The subject being so vast, perhaps only Bill Gates would know it all!

The trainees were from various Departments of Godrej & Boyce Mfg. Co. Ltd. Some were staff members and some were managers (indoor and outdoor). Why, we also had the company of a Vice President! But there was a unique trainee, Prashant N. Poddar, Construction Department, whose imagination ran wild. So overwhelmed was he by Bengali’s training, that he gifted Bengali with a sketch, “Child is the Teacher of Man”. Very true, for Bengali, a young and motivated colleague, taught a lot of senior trainees that practice makes one perfect and patience always bears fruit.

The Sardar Vallabhbhai National Institute of Technology, Surat, recently gave a Letter of Appreciation to the Pirojsha Godrej Foundation stating:

“Pirojsha Godrej Foundation, Mumbai is doing excellent activity under SVAYAM to promote and develop entrepreneurship among educated youth from non-technical/technical field by imparting and conducting training workshop on the subject matter... Mugdha Shah and Jignyasa Yagnik, Co-ordinators of SVAYAM have successfully conducted a training programme, entitled ‘Developing Entrepreneurship Spirit’ among the engineering students from 2nd to 8th June, 2003 at our Institute.”

B.A. Tarapore, Asst. Manager (Finance and Administration), Mumbai Branch, passed away on 24 July, 2003. A master with numbers, Tarapore was always keen to learn new things and implement the same in his work. May God rest his soul in peace.
Mumbai Branch

Heartiest congratulations to Suruchi, daughter of Ram H. Singh, Packing and Final Fitting Department, Furniture and Interiors Group, for securing 88 per cent marks. To Snehal, daughter of Suhas M. Talathi, Process Equipment Division, for scoring 87.67 per cent marks. And, to Firuzi, daughter of Marazban K. Bam, Material Handling Equipment Division, for securing 80 per cent marks.

Master P.B. Bharatharajan, ex-student of Udayachal High School and son of P.B. Balakrishnan, Godrej Industries Ltd., scored 92 per cent in the H.S.C. Exams, March 2003, from Swami Vivekananda Jr. College, Chembur.

A multi-faceted personality, Master Bharatharajan is singer and artist par excellence. He displays a rare combination of wit and intelligence. Hard work and diligence have helped him scale new heights in the exams.