LOST ORDER ANALYSIS - FY 10 - 11

Enquiry / Proposal Details Reason - Order Lost (Specify the reason against the Factor)

Sr. No SE / SM / RSM (Name of Zone Enquiry Estimated Order Value Price compared to Conventional Use of Inventory Stock - by Design Product not meeting the Payment Client Project Pre Specified Tender Relationship Measures to Prevent future Loss of
Person Responsible) (N.E.W.S) No
Customer Project Details
(Rs)
Delay in Offer Submission Delay in Delivery
competitor System Client Specification customer requirement Terms on Hold Condition Management Order

because of time period …

1 Kishore S 50 Elite Engg & Construction Trichy-Karur Highway 850,560.00 we are stepped out from
the proposal

Order Lost as we couldn’t submit

2 Ashok Shaw S 338 NCC Slab & column 2,853,000.00 the quote in time and we were
not called for negotiation

Myvan System has

Group Housing for LDA( Lucknow Dev. Authority ),
3 Ashok Shaw S 52 NCC
Lucknow
24,603,915.00 offered for Rs. 9,000
per Sqmtr f

Builder was looking for very low

4 Ashok Shaw S 357 Janpriya Aludek 3,700,000.00
price for our Aludek System.

Order lost as they preffered to

use Aluminium shuttering of
5 Rajaram w 39 Pratibha IREO Project 8,73,00000 Mivan type. They had budget
for Rs.8500 per sqm and were
not willing to invest more.

The consultant E Construct

arranged for purchase from
Kasab Steel Dubai. Also
6 Rajaram S 028 Shapurji MCA stadium 4,000,000.00
intense lobbying by the PMC
made SP go for the option of
import from Dubai.

They could not get

approval from their
7 Rajaram W 026 Pratibha Industries BKC Project 8,772,000.00 customer and have
gone for conventional
shuttering.

Our offer reached after 3 weeks.

Novotel Hotel, Pune. L&T columns.
8 Rajaram W 004 Vascon Engineers 3,117,488.00 They have gone in for the
Convert/Steel Formwork
conventional shuttering.

They have already invested in

J.K. House. Table form Beam formwork, Liftcore formwork from Sparkonix Pune.
9 Rajaram w 010 Pratibha Industries
Hollow beam slab. Curvis. They do not have the budget to
reinvest in fresh formwork.

They are looking for lower price

+ faster schedule. Our price
10 Rajaram w 011 Strata Geosystems Moulds for panels. 5,000,000.00
with Reckli is not as per their
expectation.

Order Lost , Client is not

happy with execution
11 Baljit w L&T Mahatma Mandir 10,000,000.00
schedule of current placed
orders.

Order Lost to bridgecon,

Client is not happy with
12 Ganesh s L&T Chennai Metro 20,000,000.00
execution schedule of
current placed orders.

Client is not happy with

13 Baljit w L&T Nasik 25,000,000.00 execution schedule of
current placed orders.

no follow up
14 Sadbhav Engg I girder 53,00,000
from our side

No proper understanding of the

Customer requirement. Hence
15 Tushar 53 Sinogain Asia Purple Line projects 117,000,000.00 deviation from actual
requirement and lost the
potential order

Our prices are 15 %

16 Tushar 12 Sinogain Asia Lathe pacific Terminal 3,70,000 higher than the
competitor

No response
from client after
17 23 ARSS Flyover at Jaipur 25,000,000.00
repetitive follow
ups

TOTAL VALUE (Rs) 249,896,963.00 2 2 1 1 4 0 4 1 1 1 0

 Order Loss Analysis - YTD

Reasons for Order Lost No of Cases Lost Value (Cr) % Share

Price compared to competitor 2 12%

Delay in Offer Submission 2 12%

Conventional System 1 6%

Use of Inventory Stock - by Client 1 6%

Product not meeting the customer
4 24%
requirement
Delay in Delivery 4 24%

Client Project on Hold 1 6%

Pre Specified Tender Condition 1 6%

Relationship Management 1 6%

Total 17 100%
 Order Loss Analysis - YTD Price compared to competitor
Delay in Offer Submission
6% 12% Conventional System
6% Use of Inventory Stock - by Client
Product not meeting the customer
6%
requirement
12% Delay in Delivery
Client Project on Hold
Pre Specified Tender Condition
Relationship Management

6%
24%

6%

24%
Price compared to competitor
Delay in Offer Submission
Conventional System
Use of Inventory Stock - by Client
Product not meeting the customer
equirement
Delay in Delivery
Client Project on Hold
Pre Specified Tender Condition
Relationship Management