Sr.

No
Name of the
Corporation
Sector Location of Corporate Office
# existing
branches/offices
19
Future Generali India
Life Insurance
Life Insurance
(Private)
Indiabulls Financial Center, SB Marg,
Elphinstone(W)
120
24
Edelweiss Tokio Life
Insurance Company Ltd.
Life Insurance
(Private)
Edelweiss House,CST Road,Kalina,
Santacruz
350
25
India First Life Insurance
Company Ltd
Life Insurance
(Private)
InfinityITPark,Goregaon-
MulundLinkRoad,Malad(E)
12
29
TATA AIA Life Insurance
Co. Ltd
Life Insurance
(Private)
Peninsula Business Park, Lower
Parel
160
31
SBILifeInsuranceCo.Lt
d
Life Insurance
(Private)
Andheri - Kurla Road, Andheri(E) 80
33
IDBI Federal Life
Insurance
Life Insurance
(Private)
Marol Office 1250
34 LIC Life Insurance (PSU) 3200
38 Bharati AXA
Life Insurance
(Private)
120
40 HDFC Standard Life
Life Insurance
(Private)
530
43
AEGON Religare Life
Insurance Ltd
Life Insurance
(Private)
105
Expansion Plan (Y/N)
# Upcoming
Branches (within 1
year)
# Upcoming Branches (1-5
year)
Existing Vendors
Y 20 NIL H/D/C
N None planned as yet NA Not disclosed
Y 15-18(only in metros) NA B/C
N NIL NIL C/B/H
Y > 30 (small branches) NA NA
Y 150 600 C/B/H
Y 20
Y 50 B/H/C/V
Y 20 100 H/C/D
Procurement
Process
(Centralised/Decantr
alised)
Procurement Policy
(Single/Multiple
Vendor)
Procurement Methods
Centralised Multiple
For all their projects,they invite tenders and also opt for e-bidding as per the
volume required by them. Also, the sales team approach them with their quotations
for bigger projects.
Centralised Multiple
For all their projects,they invite tenders and also opt for e-bidding as per the
volume required by them.Also, the sales team approach them with their quotations
for bigger projects.
Centralised Multiple
For all their projects,they invite tenders and also opt for e-bidding as per the
volume required by them.Also, the sales team approach them with their quotations
for bigger projects.
Centralised Multiple
For all their projects,they invite tenders and also opt for e-bidding as per the
volume required by them.Also, the sales team approach them with their quotations
for bigger projects.
Centralised Multiple
The subject customer isn't directly involved in the procurement of ACs. They have
outsourced a third party turnkey contractor who in collaboration with the architects
/consultant decide the supplying HVAC company. The said turnkey contractor has a
vendor panel comprising of suppliers of his own choice. Hence, the subject
customer has no controlling stake in the decision of the procurement of ACs as they
go with the turnkey contractor.
Centralised Multiple
The subject customer doesn't go for any tenders or e-bidding process for inviting
the suppliers. Various supplier's sales team visit the customer with their quotation
and hence the action is taken.
Factors Consideration for HVAC Procurement Overall Satisfaction Level
1. Brand Reviews as per the industry
2. Price of the components
3. After sales service (AMC)
4. Metro/Tier 1 cities presence/reach
1. Hitachi - 4/5 (Satisfied)
2. Carrier - 3/5 (Average)
3. Daikin - 4/5 (Satisfied)
1. Brand Reviews in the industry
2. Technical Specifications of the products
3. Price
4. After sales service (AMC)
5. Regional reach/strength
3(Average) -to their current suppliers
1. PAN India as well as regional presence
2. Service/installation Support/AMC
3. Price
4(Satisfied) - All
1. Payment Terms
2. Service/installation Support
3. Timely Delivery to the site
5. After sales service (AMC)
5(Satisfied) - All
The subject customer has no controlling stake in
the decision of the procurement of ACs as it lies
with the turnkey contractor.
NA
1. Feedback about the suppliers in the industry
2. Price(including AMC pricing and installation
rates)
3. PAN India presence
4. AMC/Installations and commissioning expertise
3(Average) - All
n
m
k
l
Replacement/Upgradation
Status
# Capacity Expansion
Plan (Metro/Tier 1)
# Capacity Expansion
Plan (Tier 2)
# Capacity Expansion
Plan (Tier 3)
NA 20 NIL NIL
NO definite information about the
upgradation/replacement status.
NA NA NA
Customer is a relatively new
player,this being its 5nd year,
hence NO major upgradation or
replacement of the currently
installed HVACs components at
the present serving locations.
15-18 NIL NIL
NA NIL NIL NIL
Customer is a relatively new
player,this being its 3rd year,
hence NO major upgradation or
replacement of the currently
installed HVACs components at
the present serving locations.
10 5 15
NO definite information about the
upgradation/replacement status.
20 50 75
Approx. Branch Size
(Metro/Tier 1)(sq.ft)
Approx. Branch Size
(Tier 2) (sq.ft)
Approx. Branch Size
(Tier 3) (sq.ft)
Contact Person Designation
1500-2000 1000
NA(no presence as of
now in Tier3/rural
area)
Mr. Manoj Nair
Manager - Corporate
Administration
2000-3000 1000-2000 500-1000 Mr. Polly Maliyakal
Senior Manager - Admin&
Estates
2500
NA (no presence as of
now in Tier2 cities)
NA (no presence as of
now in Tier3/rural
area)
Mr. Nainesh Shah
Group Head - Admin &
Infra
1501 1001 300-501 Ms. Vaishali Barve
Senior Manager -
Commercials
2000-3000 500-1000 500-1000
Mr. Hrushikesh
Bahekar
Senior Manager - Projects
(Operations)
1500-2000 1200 800-1000
Mr. Mubashshir
Sakharkar
Asst Manager - Admin &
Facilities
c
Phone/Mobile No. E-mail
91 9167294692 manoj.nair@futuregenerali.in
91 7738601747 polly.maliyakal@edelweissfin.com
022 2669967 vaishali.barve@tataaia.com
022 41412528 hrushikesh.bahekar@sbilife.co.in
9820272564
Comments Date of Visit
Other than the factors mentioned, the customer doesn't have
any special requirement/preference about the HVAC supplying
companies except for the payment terms.
7/5/2014
14/5/2014
15/5/2014
No expansion planned a of new. On the contrary the subject
customer is closing branches all over the country because of
loose business potential.
20/5/2014
1. Even the installation/commissioning and AMCs are handled
by the 3rd party contractor. 2.
Many of the counters/offices are connected to existing SBI
Bank's premises. Here only exclusice branches are included.
21/5/2014
General Insurance 9
Life Insurance 10
General Insurance (Private) 8
General Insurance (PSU) 1
Life Insurance (Private) 9
Future Generali India Life
Insurance
120
Life Insurance (PSU) 1
Edelweiss Tokio Life Insurance
Company Ltd.
350
India First Life Insurance
Company Ltd
12
SBIGeneralInsuranceCo.Ltd 40
TATA AIA Life Insurance Co.
Ltd
160
LibertyVideoconGeneralInsurance 20 SBILifeInsuranceCo.Ltd 80
Future Generali India Insurance 120 IDBI Federal Life Insurance 1250
TATA AIG General Insurance Co.
Ltd
160 Bharati AXA 120
Universal Sompo General
Insurance Co. Ltd
85 HDFC Standard Life 530 YES 7
Reliance General Insurance 135
AEGON Religare Life Insurance
Ltd
105 NO 2
Raheja QBE General Insurance 18
HDFC ERGO General Ins 80
Future Generali India Life
Insurance
20
India First Life Insurance
Company Ltd
16
SBILifeInsuranceCo.Ltd 30
IDBI Federal Life Insurance 150
Bharati AXA 20
HDFC Standard Life 50
AEGON Religare Life Insurance
Ltd
20
SBIGeneralInsuranceCo.Ltd 20
LibertyVideoconGeneralInsur
ance
10
Future Generali India Insurance 20
Universal Sompo General
Insurance Co. Ltd
18
Reliance General Insurance 20
HDFC ERGO General Ins 10
Hitachi 6
Bluestar 5
Carrier 4
Voltas 3
Daikin 1
Toshiba 1
Panasonic 1
47% 53%
Insurance
89% 11%
General
Gener
9
0
1
0
L
4%
13%
46%
4%
19%
4%
PAN India Presence
7%
16%
7%
PAN India Expansion Plan (within 1
25%
Expansion Plans
18%
20%
10%
0
1
2
3
4
5
6
7
Centralized 8 Centralized 9
Decentralized 1 Decentralized 1
After Sales Service 9
PAN India Presence 7
Price 5
Technical Spec 4
Delivery 3
Brand Image 2
Merket Feedback 2
I & C 2
Payment Terms 1
After Sales Service 10
PAN India Presence 6
Price 5
Technical Spec 4
Delivery 4
Brand Image 2
Merket Feedback 2
I & C 3
Payment Terms 2
Tier1 Tier 2 Tier 3
SBIGeneralInsuranceCo.Ltd 2500 750 750
LibertyVideoconGeneralInsurance 3000 2000 1500
Future Generali India Insurance 1750 1000 NA
TATA AIG General Insurance Co.
Ltd
1500 1000 400
Universal Sompo General
Insurance Co. Ltd
1100 800 500
The New India Assurance 2500 1500 800
Reliance General Insurance 1200 1000 600
Raheja QBE General Insurance 2500 1750 1000
HDFC ERGO General Ins 2000 1200 500
Tier1 Tier 2 Tier 3
Future Generali India Life Insurance 1750 1000 NA
Edelweiss Tokio Life Insurance
Company Ltd.
2500 1500 1000
0
Hitachi Bluestar
11%
General Insurance
0
1
2
3
4
5
6
7
8
9
10
0
2
4
6
8
10
12
0
500
1000
1500
2000
2500
3000
3500
0
500
1000
1500
2000
2500
3000
India First Life Insurance Company
Ltd
2500 NA NA
TATA AIA Life Insurance Co. Ltd 1501 1001 400
SBILifeInsuranceCo.Ltd 2500 750 750
IDBI Federal Life Insurance 1750 1200 900
LIC 2500 2000 1250
Bharati AXA 2000 1200 800
HDFC Standard Life 1800 1400 900
AEGON Religare Life Insurance Ltd 2000 1400 700
YES 6
NO 2
Carrier 6
Hitachi 5
Bluestar 4
Daikin 2
Voltas 1
6%
3%
18%
24%
13%
21%
3%
12%
PAN India Presence
Insurance
4%
13%
1%
6%
3%
46%
4%
19%
4%
PAN India Presence - Private Life
Insurance
Future Generali India Life
Insurance
78%
22%
Expansion Plans - Life Insurance
YES
NO
6%
5%
10%
49%
7%
PAN India Expansion Plan (within 1
year)
Future Generali India Life
Insurance
India First Life Insurance
Company Ltd
SBILifeInsuranceCo.Ltd
IDBI Federal Life Insurance
Bharati AXA
75%
25%
Expansion Plans
YES
NO
21%
10%
21%
10%
Chart Title
SBIGeneralInsuranceCo.
Ltd
LibertyVideoconGeneral
Insurance
Future Generali India
Insurance
Universal Sompo General
Insurance Co. Ltd
Reliance General Insurance
2
3
4
5
6
7
Bluestar Carrier Voltas Daikin Toshiba Panasonic
0
1
Carrier Hitachi Bluestar Daikin Voltas
89%
11%
General Insurance
Centralized
Decentralized
90%
10%
Chart Title
Centralized
Decentralized
Series1
Tier1
Tier 2
Tier 3
Tier1
Tier 2
Tier 3
3%
18%
24%
PAN India Presence - Private General
Insurance
SBIGeneralInsuranceCo.Ltd
LibertyVideoconGeneral
Insurance
Future Generali India
Insurance
TATA AIG General Insurance
Co. Ltd
Centralized
Decentralized
Birla Sunlife Asset Mgmt Co. Ltd 119
Aditya Birla Financial Services 23
India Infoline Limited (IIFL) 116
Reliance Capital Asset Management
Limited
160
L&T Finance 300
Centrum Financial Services Ltd 78
IDFC Ltd 40
IL&FS 150
Edelweiss Financial Services Ltd. 350
Shriram Transport Finance Company 620
Birla Sunlife Asset Mgmt Co. Ltd 25
Aditya Birla Financial Services 10
Reliance Capital Asset Management
Limited
10
L&T Finance 70
IDFC Ltd 150
IL&FS 7
Shriram Transport Finance Company 100
YES 7
NO 3
Bluestar 6
Hitachi 5
Carrier 4
Voltas 4
Toshiba 1
Mitsubishi 1
Samsung 1
Panasonic 1
Centralized 9
Decentralized 2
Negotiated Rate Contract 8
Tendering/E-Bidding 5
30%
Expansion Plans
7%
2%
3%
19%
40%
2%
27%
PAN India Expansion Plan (within 1
0
1
2
3
4
5
6
7
Bluestar Hitachi Carrier Voltas Toshiba Mitsubishi
38%
After Sales Service 10
Price 9
PAN India Presence 6
Brand Image 3
Technical Spec 3
Merket Feedback 2
Delivery 2
I & C 1
Payment Terms 1
Tier 1 Tier 2 Tier 3
Birla Sunlife Asset Mgmt Co. Ltd 5 10 10
Reliance Capital Asset Management
Limited
10 6 15
L&T Finance 40 30 0
IDFC Ltd 75 40 40
IL&FS 8 0 0
Shriram Transport Finance Company 20 30 50
Tier 1 Tier 2 Tier 3
Birla Sunlife Asset Mgmt Co. Ltd 3500 1750 1200
Aditya Birla Financial Services 1100 700 0
India Infoline Limited (IIFL) 2000 1200 600
Reliance Capital Asset Management
Limited
4000 1000 500
L&T Finance 3000
Depends on
business
Depends on
business
Centrum Financial Services Ltd 1000 500 250
IDFC Ltd 1000 750 400
IL&FS 2000 1250 0
Edelweiss Financial Services Ltd. 2500 1500 750
Shriram Transport Finance Company 1200 1000 650
16%
8%
8%
6%
5%
3%
3%
0
500
1000
1500
2000
2500
3000
3500
4000
4500
6%
1%
6%
8%
15%
4%
2%
8%
18%
32%
NBFC - Private
Birla Sunlife Asset Mgmt
Co. Ltd
Aditya Birla Financial
Services
India Infoline Limited (IIFL)
Reliance Capital Asset
Management Limited
L&T Finance
70%

Expansion Plans
YES
NO
2%
3%
19%
PAN India Expansion Plan (within 1
year)
Birla Sunlife Asset Mgmt
Co. Ltd
Aditya Birla Financial
Services
Reliance Capital Asset
Management Limited
L&T Finance
Mitsubishi Samsung Panasonic
82%
18%
NBFC - Private
Centralized
Decentralized
62%
NBFC - Private
Negotiated Rate Contract
Tendering/E-Bidding
NBFC - Private
27%
24%
16%
5%
3%
3%
NBFC - Private
After Sales Service
Price
PAN India Presence
Brand Image
Technical Spec
Merket Feedback
Delivery
0
10
20
30
40
50
60
70
80
Tier 1
Tier 2
Tier 3
Tier 1
Tier 2
Tier 3
Birla Sunlife Asset Mgmt
Co. Ltd
Aditya Birla Financial
Services
India Infoline Limited (IIFL)
Reliance Capital Asset
Management Limited
L&T Finance
Decentralized
Tier 1
Tier 2
Tier 3
Banking (Private) 7 Banking 15
Banking (PSU) 8 Insurance 19
General Insurance
(Private)
8 NBFC 11
General Insurance
(PSU)
1
Life Insurance
(Private)
9
Life Insurance (PSU) 1
NBFC (Private) 11
33%
42%
25%
Sectors - Macro Analysis
Banking
Insurance
NBFC
16%
18%
18%
2%
20%
2%
24%
Sectors - Micro Analysis
Banking (Private)
Banking (PSU)
General Insurance (Private)
General Insurance (PSU)
Life Insurance (Private)
Life Insurance (PSU)
Bank of India 4500
Bank of Baroda 5000
State Bank of India 16000
Dena Bank 1750
Union Bank of India 3500
Central Bank of India 4100
Canara Bank 4600
IDBI Bank 1300
KotakMahindraBank 623
Yes Bank Ltd 585
ICICI Bank 3600
HDFC Bank 3350
DCB Bank 130
Indusind Bank Ltd. 600
Axis Bank 2400
KotakMahindraBank 150
Yes Bank Ltd 150
ICICI Bank 550
HDFC Bank 500
DCB Bank 50
Indusind Bank Ltd. 150
Axis Bank 500
Bank of India 700
Bank of Baroda 350
State Bank of India 1000
Dena Bank 350
Union Bank of India 400
Central Bank of India 500
Canara Bank 750
IDBI Bank 400
6%
5%
32%
30%
1%
5%
21%
PAN India Bank's Presence - Private
KotakMahindraBank
Yes Bank Ltd
ICICI Bank
HDFC Bank
DCB Bank
Indusind Bank Ltd.
Axis Bank
7%
7%
25%
3%
7%
24%
PAN India Bank's Expansion
11%
12%
39%
5%
9%
10%
11%
3%
PAN India Bank's Presence - PSU
Bank of India
Bank of Baroda
State Bank of India
Dena Bank
Union Bank of India
Central Bank of India
Canara Bank
IDBI Bank
Private
KotakMahindraBank
Yes Bank Ltd
ICICI Bank
HDFC Bank
DCB Bank
Indusind Bank Ltd.
Axis Bank
7%
27%
PAN India Bank's Expansion - Private
KotakMahindraBank
Yes Bank Ltd
ICICI Bank
HDFC Bank
DCB Bank
Indusind Bank Ltd.
Axis Bank
16%
8%
22%
8%
9%
11%
17%
9%
PAN India Bank's Expansion - PSU
Bank of India
Bank of Baroda
State Bank of India
Dena Bank
Union Bank of India
Central Bank of India
Canara Bank
IDBI Bank
KotakMahindraBank 1000
Bank of India 3000 Yes Bank Ltd 800
Bank of Baroda 2000 ICICI Bank 1800
State Bank of India 4500 HDFC Bank 1500
Dena Bank 2000 DCB Bank 500
Union Bank of India 2000 Indusind Bank Ltd. 700
Central Bank of India 1500 Axis Bank 1800
Canara Bank 2500
IDBI Bank 1800
Carrier 7
Hitachi 6
Voltas 4
Bluestar 6
Daikin 3
Others 0
12%
10%
22%
19%
6%
9%
22%
PAN India Bank's Expansion
100%
Private Banks
23%
Centralised 100
Decentralised 7
Centralised 1
16%
11%
23%
10%
10%
8%
13%
9%
PAN India Bank's Expansion
10%
22%
PAN India Bank's Expansion - Private
KotakMahindraBank
Yes Bank Ltd
ICICI Bank
HDFC Bank
DCB Bank
Indusind Bank Ltd.
Axis Bank
87%
13%
PSU Banks
27%
23%
15%
23%
12%
0%
Chart Title
Carrier
Hitachi
Voltas
Bluestar
Daikin
Others
PAN India Bank's Expansion - PSU
Bank of India
Bank of Baroda
State Bank of India
Dena Bank
Union Bank of India
Central Bank of India
PSU Banks
Decentralised
Centralised
Negotiated Rate Contract 7
Tendering/E-Bidding 1
Negotiated Rate Contract 1
Tender(Open/Closed) 8
11%
89%
PSU Banks
Negotiated Rate Contract
Tender(Open/Closed)
0
1
2
3
4
5
6
7
8
9
Series1
0
1
2
3
4
5
6
7
8
Price 8 Price 5
After Sales Service 7 I & C 3
Technical Spec 3 Delivery 1
PAN India Presence 3 Brand Image 1
Longevity 1 Technical Spec 4
Market Feedback 1 After Sales Service 7
Brand Image 1 PAN India Presence 5
Merket Feedback 1
Project Expertise 2
87%
13%
Private Banks
Negotiated Rate Contract
Tendering/E-Bidding
Tier 1 Tier 2 Tier 3
KotakMahindra
Bank
60 38 38
Yes Bank Ltd 50 45 45
ICICI Bank 100 250 250
HDFC Bank 20 100 300
DCB Bank 15 15 15
Indusind Bank
Ltd.
75 60 75
Tier 1 Tier 2 Tier 3
Bank of India 2200 1500 1200
Bank of Baroda 2200 1500 1200
State Bank of
India
2500 1500 1000
Dena Bank 2250 1500 1000
Union Bank of
India
1000 500 250
Central Bank of
India
1000 500 250
Tier 1 Tier 2 Tier 3
KotakMahindra
Bank
2500 1700 1000
Yes Bank Ltd 1600 1600 800
ICICI Bank 5000 2500 500
HDFC Bank 4000 2000 1200
Indusind Bank
Ltd.
2500 1750 1200
Tier 1 Tier 2 Tier 3
State Bank of
India
200 300 500
Dena Bank 150 600 750
Union Bank of
India
50 100 250
Central Bank of
India
50 150 300
0
50
100
150
200
250
300
350
Kotak
Mahindra
Bank
Yes Bank
Ltd
ICICI Bank HDFC Bank
0
1000
2000
3000
4000
5000
6000
Kotak
Mahindra
Bank
Yes Bank Ltd
0
100
200
300
400
500
600
700
800
State Bank of
India
Dena Bank
0
500
1000
1500
2000
2500
3000
Bank of India Bank of
Baroda
State Bank
of India
Dena Bank Union Bank
of India
Central Bank
HDFC Bank DCB Bank Indusind
Bank Ltd.
Tier 1
Tier 2
Tier 3
Yes Bank Ltd ICICI Bank HDFC Bank Indusind
Bank Ltd.
Tier 1
Tier 2
Tier 3
Dena Bank Union Bank of
India
Central Bank of
India
Tier 1
Tier 2
Tier 3
Union Bank Central Bank
of India
Tier 1
Tier 2
Tier 3