Growth Plan

for
SKM Business in
Pakistan Market

Presented by
Table of Contents

1 Business Highlights FY 2019

2 Team Structure

3 Marketing Initiatives

5 Roadmaps & Timelines

 Business Highlights – Fiscal Year 2019

What went well What is not going well

• VRF Market Share has constantly increased in Last 3 Years • Rupee De-Valuation by 35 % in Last 12 or so months.
• Non – Chinese Suppliers are gaining Market share. • High Interest Rates Policy by State Bank of Pakistan
• Growing Market for Electrical Chillers. • Tensions rise with Neighboring Countries.
• Political Instability & Corruption Scandals.

Opportunities Challenges
• CPEC Projects & Real Estate High Rise Buildings in Pipeline. • OEM Suppliers from China.
• High –End Residential Towers with VRF Design. • USD Fluctuations & Import tariff
• Growing pipeline of VRF Projects.
• Customers now understanding the Product & Lifecycle Benefits with
Top –Tier Brands.
 Plans for Operations All Over Pakistan by 2020
Head Office
• Karachi ( Established )
Peshawar
Branch offices
• Lahore ( To be Established ) Islamabad

• Islamabad ( Established )
Lahore

With regional presence in Main Cities Faisalabad

• Hyderabad Multan

• Faisalabad
• Multan
Hyderabad
Karachi
• Peshawar
ORGANOGRAM for SKM BUSINESS

ORGANOGRAM HYBRID BUILDING SOLUTIONS

CEO

GM

Manager Sales Manager Sales Manager Sales

KHI LHR ISL

Application
Application Sales Engineer AM Sales Sales Engineer
Engr. Sales Engineer
Engr.

Application
Engr.
ORGANOGRAM for SKM BUSINESS

ORGANOGRAM HYBRID BUILDING SOLUTIONS

Service Head

Service Manager Service Manager

South North

Service Engineer Service Engineer Service Engineer

Service Engineer Service Engineer
Lahore region Lahore Region Islamabad

O&M O&M
Supervisors Supervisors
 Consultant
Consultants Focus Group
Focus Group FY 2020
Major Market Share FY 2019 - 20
Consultant Region # of Projects Sector LOB
FND KHI 3 – 4 Per Year Commercial Building YK / YMA
A.Sadaat KHI 4-5 Per Year Pharma YK / YMA / Absorption

MG Engr. KHI 3-4 Per Year Textile DGFA / YK

SEM Engineers KHI 3- 4 Per Year Commercial Building YK / YMA

YH Associate Karachi 3-4 Per Year Pharma / Hospitals YMA / Absorption

SMC Karachi 2 Per Year Hospital / Com. Buildings

Quest Engineers LHR 2 Per Year Industrial / Pharma YK / YMA

ACS LHR 2 Per Year Industrial / Pharma YK / YMA

REMCA LHR 2 Per Year CMH Lahore YK / YMA

Competitors Movements and New Product Launches

• Conducted a • Trane arranged

seminar on • A product launch Conference for
centrifugal chiller
YORK Consultants in
event along with
• Introduced VRV-2 Greaves Pvt. Ltd. is seminar on their Regional
inviting reputed inviting 2-3 centrifugal has Office in Dubai
consultants and Consultants every been conducted. with most of the
with an animation year at their HQ • A new Product Leading
view. launch Event on Consultants from
Solar VRF. Pakistan.

A right Product on Right time in Right Market,

Marketing Initiatives

Seminars Exhibitions Sponsorships Factory visits

• Seminars are scheduled
to be conducted within
the major cities like
Karachi, Lahore and
Islamabad.
• The core purpose is the
inform, persuade and
remind the consultants
and industry regarding
Carrier new product line.
• Participation in the GBC
Expo held in Karachi in
2020-21
• Participation in HVACR
expo all across Pakistan.
• Sponsoring the ASHRAE • Proposed Factory Visit
installation ceremony of • Consultant Visit BIG 5
Pakistan. Expo Dubai Q4.
• Sponsoring the
Architectural participation
conference held in
Karachi.

Marketing Expense Marketing Expense Marketing Expense Travelling Expense

2,400,000 PKR 2,500,000 PKR 500,000 PKR 2,500,000 PKR

SKM Factory Visit Big 5 Dubai Consultant Seminar in Major

Cities
Q1 Q4 Q3
FUTURE ACTIONS FROM SKM & HBS

Coordination

Service Issues

Warranty Issues

Technical Assistance

Market competitive Prices

Prompt Responses

Import Documentations
FUTURE ACTIONS FROM …AND JCIH

Training And Sales And Application Product specialist

Development -complete product training to ensure
customer satisfaction
Technical support
-Quick support to cater client customized
needs.
Software Training
- periodical trainings to keep the
engineers updated with technology

Services Technical support

-Quick support to address sophisticated
technical issues.
Warranty support
- Hassel Free warranty support

Product Training for Service Team

- Periodic trainings to keep the technical
staff abreast.
 To meet our TARGETS, the way forward is to formulate
effective strategies and team work to be Market Leaders !!!

…COLLECTIVE ACTIONS ARE

NECESSARY !!!
 04
# 1 Brand Among Top
Tier
2020 Milestones . Atleast 5-7 % of Overall
Market share
SKM Business Be ranked # 1 in Non
Chinese Suppliers.

03
Factory Visits
Convert Projects on Non –
Training for Consultants.
Chinese Origins.
Product Testing
Associate with Top Business
Houses in Pakistan.
Secure Projects ( Q1/Q2
02 )
Price Adjustments from
SKM
Stock Movement.
Brand Enlistment with

01 Consultants
• Distributor Announcement.
• Lunch n Learn Sessions
• Focus on Top 100
Companies in Pakistan. .
 Monthly Action Trakker
January 2020 February 2020 March 2020 April 2020

Milestones

Marketing Updates
ddd

Sales Pipeline Review

BOD Updates

Pricing Review /
Feedback