Rajesh Doraiswamy Joint MD and CFO, Salzer Electronics

Rajesh Doraiswamy Joint MD and CFO, Salzer Electronics

“Switchgear is the largest segment contributing to 50% of total revenue. There are more than 10 products in this segment. Salzer is the market leader ...

Mr. Shreegopal Kabra- President, IEEMA
Harish Kumar Agarwal CEO –Supreme & Co. Pvt. Ltd. Vice President – IEEMA
Ashish Chaturvedy Marketing Manager, ducab

“Switchgear is the largest segment contributing to 50% of total revenue. There are more than 10 products in this segment. Salzer is the market leader in India for Cam operated Rotary Switches and Wiring ducts “

 

Rajesh Doraiswamy

Joint Managing Director and CFO, Salzer Electronics

 

Could you please give an idea of the range of Products that Salzer offer?

Salzer is a proactive company with manufacturing excellence, where innovations are encouraged and implemented successfully

Today Salzer operates in four segments namely Switchgear, Wires & Cables, Building Segment and Energy Management.

Switchgear is the largest segment contributing to 50% of total revenue. There are more than 10 products in this segment. Salzer is the market leader in India for Cam operated Rotary Switches and Wiring ducts. Other major products include Motor control products like Contactors, Overload relays, Motor protection Circuit breakers & Control relays. Chokes, Terminal Blocks, Wire Ducts &Toroidal transformers etc.

Wires & Cables include Flat cables for agricultural market, flexible wires for industry and House wires for building. Safe and environment friendly wires like Flame retardant and Zero halogen are manufactured.

Building segment includes Domestic switches range and building automation products. Recent products being Automatic Changeover Current Limiter (ACCL) used to switch load to DG power  automatically when electricity supply fails.

Energy Management segment includes system for reducing energy in street lights during off peak hours.  Power Quality improvement products like detuned reactors and isolation transformers are also offered by Salzer.

Exports contribute to 21% of our revenue.

 

Please share with us the major changes that have taken place in the Panel Accessories market in India over the last three years?

There are some interesting changes in last 3 to 4 years in customer behavior.

First, customer prefers a single source for all his Panel Accessories products. Secondly, customers always want the material yesterday!  Thirdly, customer expects supplier to be involved in the development of his final product.  Needles to say, Competitiveness and Quality are basic requirements.

So one needs to be empathetic, quick & flexible to customer needs, We at Salzer are continuously doing pretty well on these fronts

 

Which places you cover in India? Tell us something about your dealer network?

Salzer serves across India and supplies to over 40 countries globally. In India, some of Salzer products are marketed exclusively by L&T. L&T and Salzer are business associates since 1993. Also Salzer has its own domestic dealer network for other products.

What’s at the heart of the business philosophy of your company?

Salzer strength stands on 4 pillars in addition to its people, since its inception in 1985.

R&D, State of the art Tool room, excellent manufacturing setup & in house test lab

This value chain integration gives dual advantage.
One is flexibility in design as per customer needs. Second is Quality in all the components used. Also the cost competitiveness follows.

New product index or NPI, is a new financial parameter adopted by Salzer. This is ratio of revenue from new products launched in last 3 years to the total revenue. Our target is to achieve 30% NPI, meaning 30% of revenue will be from innovative products.

 

How do you see the future of switchgear industry?

Future of switchgear industry is bright and expected to grow @ 8 to10 % in next 5 years. Last few years, power generation has grown by almost double digit. Now there is focus on enhancing distribution. This will drive the growth for switchgears.

Distributed power generation will boost demand for switchgears like renewable power switching etc.

Also Govt focus on Power for all & necessary infrastructure development will drive demand for core products like Cement Steel etc.

Single tax rate on almost all Switchgear products across will also help.

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