Page 39 - IACC Newsletter March 2013 Issue no. 9

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The Panel Discussion saw a lot of interaction from the audience, who were quite keen to know the various aspects that
are keys to delivering a successful Innovation, and subsequently achieving scale.
The event moved on to next session with an Indian Success Story (through investment into Innovation), talk by Mr.
Prasanth Sakhamuri, Managing Director of HHV. Mr. Prasanth started his session with a brief history of his company,
Hind High Vacuum Company Private Limited and said that his presentation will include what HHV has done in taking
their innovation globally. He mentioned about some of the notable projects of HHV. He said that for HHV the need to
grow globally was very important aspect to take their business. The timing was critical, domestic markets were getting
un-profitable, long term growth was not very visible and international opportunities were looking better. The strategy
they used to grow globally understood the market, picked their best products, became ambassadors of their brand, have
sufficient resources. He also spoke about building credibility and sustains the confidence by demonstration.
Mr. Prasanth Sakhamuri, Managing Director of HHV briefing the audience about the story of HHV
The next session was by Mr. Sanjay Handu, Director at TE Connectivity, who gave his views on the global procurement
challenges and how they needed to be factored during scale up. He told the audience that when new customers come,
they talk about quality, delivery and cost. The companies should leverage scale for exports to bring the cost down and
should leverage to grow in local market. He threw some light on the mindset of global buyers and explained the
audience that how they should be mentally prepared for the global buyers. Firstly, the global procurement is necessary
and to try to manage it is a long term play. So the intend of the companies must be clear and it should be long term.
Secondly, the companies should really understand that what quality, delivery and cost means to their customer. It can
mean different things to different people. The companies must have a path ready to keep their cost low on on-going
basis and for that there can be anonymous things like value engineering, higher productivity on bill of materials, higher
productivity on the shop floor, innovation & design. He said, ‘cost is not just an entry strategy but it is a survival
technique’. Thirdly and last, companies must understand the market that they are trying to enter and understand the