Overview Cummins Sales & Service

India Limited

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Cummins Inc.

Cummins Inc., a global power leader, is a corporation of complementary business units that design, manufacture, distribute and service engines and related technologies, including fuel systems, controls, air handling, filtration, emission solutions and electrical power generation systems.

Headquartered in Columbus, Indiana, (USA) Cummins serves customers in more than 160 countries.

With more than 28,000 employees worldwide, Cummins reported sales of $9.9 billion in 2005.

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Cummins in IndiaGroup of 11 Legal Entities

Sales of >$ 700 Mn,(INR) > 5,500 Employees Sales of >$ 700 Mn,(INR) > 5,500 Employees

Engines (20-2700 HP)Auto, Mining, Construction,Marine, Locomotive

Power Generation Gensets, Rentals, Energy Management, Captive Power Plants

Components & Consumables Filtration, Exhaust Systems, Turbochargers, Alternators, Lubricants

Services Engines, Gensets, CV Service & Repair, Finance, HR, IT/ITES, R&D, Sourcing

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Profile:Wholly owned subsidiary of Cummins India Limited,

Incorporated in 1952

Territory:

India, Nepal and Bhutan

Cummins Sales and Service India Limited

Providing products, packages, services and solutions that enable the uptime of

our customers’ equipment Business Objectives : - •Low cost manufacturing , logistics & distribution, outsourcing & finance•Best-in-class in marketing, sales and technical excellence•Excellence in performance of our partners•Great place to work

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Vision/Purpose:“Making people’s lives better by unleashing

the power of Cummins”

Personality:• Decisive• Driven To Win• Agile• Passionate• Caring

Values:• Integrity• Innovation• Delivering Superior Results• Corporate Responsibility• Diversity• Global Involvement

Skills/Knowledge/Abilities

MissionMotivating people to act like owners working together;

Exceeding customer expectations by always being first to market with the best

products;

Partnering with our customers to make sure they succeed;

Demanding that everything we do leads to a cleaner, healthier, safer environment;

Creating wealth for our stakeholders.

MissionMotivating people to act like owners working together;

Exceeding customer expectations by always being first to market with the best

products;

Partnering with our customers to make sure they succeed;

Demanding that everything we do leads to a cleaner, healthier, safer environment;

Creating wealth for our stakeholders.

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Cummins Sales and Service India Limited

Rs 464 Cr sales revenue 2005Manpower strength - more than 750Nationwide spread ‘Best in class Service Network’ :

– 78 Dealerships with multiple Branch offices.

– 26 Company Zonal + Area Offices

No of Trained Engineers and technicians – more than 1600

Supporting 55,000+ customers & 125,000+ engines

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100

150

200

250

300

350

400

450

500

91-92 92-93 93-94 94-95 95-96 96-97 97-98 98-99 99-00 00-01 01-02 2002 2003 2004 2005

Year

INR

45

55

65

75

85

95

105

US

Mn

$

INR

US mn $

Stable Growth

Consistant performance (Year1991-92 till 2005)

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Our Brand Promise: Dependability

“Dependability is our key brand attribute. It goes beyond product performance or response toa service event. Dependability means the customer can count on Cummins to do whatwe say we will do.” — Joe Loughrey, COO & President Cummins Inc.

Dependable productsDependable serviceDependable programsDependable people

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1. Market Leadership 2. Quality Leadership 3. Cost Leadership 4. Great Place to work

Major Strategic Planks we work on

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India DBU Leadership Team.. 1/2

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Best In Class Service Best In Class Service Network-All IndiaNetwork-All India

• Cummins Zonal Offices (N, S, E, W & C)

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• Cummins Area Offices21

• Dealer main outlets78

• Dealer branches 212

• Cummins Owned service center 1

• Dealers owned service centers 52

• Main warehouse, Pune 1

• Depots 7

•

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• Cummins Zonal Offices (N, S, E, W & C)

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• Cummins Area Offices21

• Dealer main outlets78

• Dealer branches 212

• Cummins Owned service center 1

• Dealers owned service centers 52

• Main warehouse, Pune 1

• Depots 7

•

Nationwide Network

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R&R15%

Parts61%Solutions

6%

ReCon18%

CS&S SALES 2005

By Performance Cells

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2%2%3%4%5%2%2%3%

22%

0%

41%

11%3%

Mining Oil & Gas Defence

Marine Railways Const + Pumps

Water-well rigs + Compre Realty/ resi Mfg Agro

Mfg (Pharma Chem & Discreet) Mfg Textile Telecom/ IT/ ITES

Infrastructure

By Markets

CDS&S SALES 2005

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Supported by

Markets we serve…

Automotive

MiningOil & Gas

Marine

Railway

Agriculture

Defence

Compressor

PowerGen

Replacement & Repowering Service SolutionsReConGenuine Cummins Parts

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Strategic Tie - Ups

Product Tie Up with Nature

• Lubricants Valvoline Inc. JV

• Automotive Spares Tata Cummins Ltd. Distributor

Tata Motors Distributor

• Turbochargers Holset Distributor

• Filters Fleetguard Dist / Mktg

• Fuel Injection Pumps Motorpal Marketing

• Heat Recovery Systems Thermax/ Unidyne Marketing

• Additives Pennar Chemicals Ltd. Dist / Mktg

• AV Mounts Gerb Vibration Control Dist / Mktg

• Coil Coolers Coil Company Dist / Mktg

• B/C series engines Lexia Motors Dist / Mktg

• Battery HBL Nife Dist / Mktg

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Parts and Consumables for all Cummins engines

- Cummins Parts- Fleetguard Filters- Holset Turbocharger spares- Valvoline Cummins Lubes- Newage (Stamford) alternator spares

ReCon and Job work repairs- ReCon engines, components and gensets on exchange and sale- Estimate based repairs & overhauling of engines and components- Fuel Pump & Injector calibration- Repairs of alternators and electrical accessories- Swing / float engines support

Repower & Replacement- Customised engine powerpacks for various applications

Customer Support via

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Product Service

- Installation and Commissioning

- Warranty Support

- Onsite service / Quick-Serve

- Diagnostics

- Tools and software

- Engine Data Logger

- Testing of electrical and electronic components

- Lub oil and coolant testing

- Calibration of Gauges and tools

- Toll Free No available for calling from over 60 locations

Customer Support via

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Service Contracts - Engine Annual Maintenance Contracts

- Single Point Contracts for DG sets

- Customised O & M Contracts for DG based power plants

- Comprehensive Service Contracts

- O & M contracts for Construction and Industrial Equipment

along with OEs

Training - Customers (on site and at Pune)

- Dealers (technical & Soft skills) - Information and Technical Support - Equipment Support Alliances (e.g.: Newage – Alternators)

Customer Support via

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Value addition through other Allied Products Heat Recovery Systems – combined heat and power is the solution for energy

conservation and energy utilization in industry.

Anti Vibration Mounts – High-life, Maintenance free, cost effective and user friendly.

Coil Coolers – Maintenance free remote radiators for areas having water crunch / hard-water.

Pulse Batteries – Zero Maintenance Generator starting system for Gensets.

Additives – To improve fuel efficiency and to use SKO as an alternate fuel on diesel engines.

LDO Kits – Kits to make LDO as an alternate fuel for substantial cost savings.

Upgrade Kits – kits to increase fuel efficiency, cut down operations & maintenance costs.

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We are committed to meet customers requirements of products and services, strengthening our long standing relationship & partnering in customer growth plans for the future by Being most dependable.