Size in FY 11

Size in FY 17

Size in FY 22

(US $ bn)

(US $ bn)

(US $ bn)

Generation Equipment
Boiler

3.8

5.8

11.7

Turbine

1.6

3.3

6.7

Generator

0.6

3.3

6.7

Cables

3.4

7.4

13.9

Transmission Lines and

Conductors

3.1

6.7

12.7

Transformers
Switchgear
Rotating machines
Energy Meter
capacitors
Others
Target Market Buying

2.7

5.9

11.1

2.0
1.4
0.5
0.1
5.2

4.4

8.2

3.0

5.7

1.1

2.0

0.2

0.5

11.2

20.9

T&D Equipment

Criteria
50% Brand name
20% Quality
10% Availability
10% Cost
5%
Design
Sales &
5%
International brand
profits

Target Market Buying Criteria

Competitive Positioning
Anchor,Havells
Anchor,Seimens
Havells,Crabtree,Anchor
Local Brands
Schneider,Legrand
Schneider,Seimens
sales

Target Market Buying Criteria

50% Brand name
20% Quality
10% Availability
10% Cost
5% Design
05% International brand

Competitive Positioning

Profit

Anchor,Havells
Anchor,Seimens
Havells,Crabtree,Anchor
Local Brands
Schneider,Legrand
Schneider,Seimens

Phase

Start Up

Take off

Harvest

Renewal

Goal

Survival

Sales

Profits

Revival

Role

Initiator
Innovator

Developer
Implement

Administrator
Manager

Successor
Reorganiser

Organiser

or
Delegator

Leader

Revitalise

Confidence
Cash Flow

Cash Flow
Delegation

Leadership
Complacency

Inertia
Succession

Typical
Crises

The sellers four Ps

Product
Price
Place
Promotion

The buyers four Cs

Customer Benefit
Customer Cost
Convenience

Communication