The Jai Groupthejaigroup.com/Jai_prof.pdf · The Jai Group The Jai Group Business Services for the...

The Jai Group

The Jai GroupBusiness Services for the BRICs Economies

Company Profile Presentation

March 2014

Jai-int 01/04/2014 13:17

J

Large Companies

Focus of Jai Group-

Management Consulting

Gerdau TATA

CVRD

Birla

Focus of incumbent consulting companies

FordUnilever

IBM Bayer

Jai: Strategic Partner for first time entrants into emerging markets …

AREAS OF POTENTIAL STRATEGIC ASSISTANCE

BPCL

IOCL

CCorrea

The Jai GroupBusiness Services for the BRICs Economies 1

Companies

Mid-Sized Companies

Developed Countries Developing Countries

Focus of Jai Group-

Co-Management / Business

DevelopmentFocus of Jai

Group-Co-Management/

Management Consulting

= High degree of Globalization in Emerging Markets

= Low degree of Globalization in Emerging Markets

Thermax

Sterling

Purico

TorrentBermad

Chiesi

Kaplan

FCC Ranbaxy

Caramuru BPCL

EngevixBajajAuto

Promon BEML

Source: Jai Group Analysis

Jai-int 01/04/2014 13:17

J

Practicality:Focus on

practical needs :results focus

in all our analysis

JAI GROUP CORPORATE VALUES

… combines rigor with practicality and action orient ation …


Help clients achieve competitive

advantage in emerging markets

End Product Quality:

Analytical rigor

with high degree

of objectivity

Value Delivered:Ensure client gets

value for money and

Implementation help

Best of the firmfor our clients:

Contacts and credentials that open doors around

the world


Jai-int 01/04/2014 13:17

JJAI GROUP RESOURCES

… while bringing people, process, and access edge …

GLOBAL NETWORKUNIQUE PROPOSITION

• Presence in India, Brazil, North America, South Africa and Mexico

• Superior access to political leaders, embassies and industry leaders

• In constant dialogue with investors and generators of opportunities

• Only global strategy consulting firm dedicated exclusively to emerging markets

• Over 40 engagements with multiple clients

• Experience, proprietary approaches and models in all sectors

The Jai GroupBusiness Services for the BRICs Economies 33Source: Jai Group Analysis 3

PEOPLE AND KNOWLEDGE INSIGHT INTO EMERGING MARKETS

generators of opportunities

• Consultants from first tier consulting firms and top executives of large BRICS companies

• iBRICS dedicated to the research, training and dissemination of business practices in BRICS

• Regularly published in newspapers and periodicals

• Understanding of strategy, culture, practices, and main players in emerging markets

• Full support while presenting, discussing and working with local companies

Jai-int 01/04/2014 13:17

J

ManagementContractorServices

The Jai Group

ManagementConsulting

… and acts as both Management Consultant and Managem ent Contractor …

FOCUS ON EMERGING MARKETS


Services

• Help emerging market multinationals – Structure and analyze complex issues

involved in international expansion in emerging markets

– Numerically and using hard facts validate intuitive hypotheses

– Synthesize findings to evolve coherent strategy

• Stand in as country managers until local operation attains critical size to build a local team

– Implement strategies /structure partnerships

– Coordinate investment projects

– Recruit and manage other service providers

– Provide basic infrastructure and logistical support


M & A Advisory

• Support M&A Deals across Geographies– Stand in as representatives and

support for the entire process – Coordinate negotiations and due

diligence– Analyze target and present basic

diligence and market feedback for better understanding of target from a customer and supplier standpoint

Jai-int 01/04/2014 13:17

J … having served clients in 5 countries …

GEOGRAPHIC COVERAGE

US

Corporate partnerships/ actively prospecting

Permanent offices

Relevant experience

Alliance partners

Russia

The Jai GroupBusiness Services for the BRICs Economies 5Source: Jai Group Analysis

Brazil

Mexico

US

South Africa

India

Jai-int 01/04/2014 13:17

JSCOPE OF ACTIVITIES

… in a variety of projects in several sectors …

Service BreakdownIndustry Breakdown

Sourcing Analysis & OptimizationOpportunity

Scan Oil & Gas

Auto Energy

PharmaBanking


* Energy, mining, engineering, oil & gas.Source: Jai Group Analysis

Partner Search, Mergers & Acquistions

6

MiningAgro

ServicesIndustrial Commodities

Engineering

TelecomMarket Entry Analysis and Feasibility Studies

Contract Management

Jai-int 01/04/2014 13:17

JSOME CLIENTS WE HAVE WORKED WITHSeveral repeat clients - long term relationships

… and with a good track record in the India- Latin Am erican corridor …


GOVERNMENT OF INDIA

Jai-int 01/04/2014 13:17

JLATEST SUCCESS STORIES – INDIA BRAZIL CORRIDOR

…which in many cases led to success stories in the I ndia Brazil corridor..


Jai-int 01/04/2014 13:17

JOverview of Key Activities We Perform (1/5)

Key ThemeTypes of

problems solvedResources Available

Specific servicesExternal agencies involved

Type of Clients for whom we have solved these

problems

Actual tasks and activities

End deliverables

(typical)

Market Benchmarking

• What is the market size ?

• Who are the key competitors

• What are the current and projected market

• Relationships and access to most companies

• Deep sense Business Priorities

• Experience

• Market Size• Historical and future growth

analysis• Competitor profile analysis• Key inferences from what

others tried and succeeded / failed

• Consumer and supplier

• Only if deep quantitative data to represent consumer insights is required

• Luxury Footwear company

• Engineering

• Interviews/ document research

• Answer questions

• Identifyingneeds of

• Summary report of market dynamics

• Suggestions on market entry modes and

The Jai GroupBusiness Services for the BRICs Economies 9Source : Jai Group Analysis, External Agencies Services Cost Additional and independent of Jai Group Services

projected market dynamics

• Experience• Local Presence

• Consumer and supplier scenario

required• Engineering

Services Company• Transmission

Tower Company• Aluminum

Conductor Manufacturer

• Trailer Axle Manufacturer

• Agricultural Implements

• New Automobile Vertical

needs of customer

modes and next steps

Ideal Pricing and Tax

Structure implications

• What re the current pricing practices ?

• What is the best way to price ?

• How to save taxes ?

• Experience• Ability to

understand and interpret taxes

• Competitor pricing• Optimal price analysis• Customer feedback on

price sensitivity• Recommendation on

cutting costs

• Tax Lawyers• Freight

forwarders

• Interviews/ document research

• Tax data research

• Excel modeling• Manage ext

agencies

• Ideal price point to enterthe market

• Sustainability analysis and tax liability summary

Business Plan Development

• What is the best strategy to win?

• What could be the financial and operational implications ?

• Experience

• Market Intelligence• Generate and rank

strategic options• Model financial implications

and stress test• Evolve Implementation blue

print

No

• Preparing a business plan strategy and analyze financial viability

• Business plan and financial model with projections

Jai-int 01/04/2014 13:17


Key ThemeTypes of problems

solvedResources Available


Type of Clients for whom we have solved

these problems


End deliverables

( typical)

Partnership Search (non-

equity partners)/ distributor

• Who is the best partner ?

• What best way to engage/ extract

• Local Presence and cultural insights

• Experience in

• Finding a partner that matches client needs

• Basic business diligence of partner

• Lawyers for taking care of Legal

• Luxury Footwear company

• Engineering Services Company

• Transmission Tower Company

• Aluminum Conductor Manufacturer

• Search• Short listing• Negotiations• Modeling of

relevant

• Final partner

• Signed term sheet

• Overviewof


distributor ship/ Sourcing

partners

engage/ extract value ?

• Experience in dealing with cultural sensitivities

partner• Modes of

engagement possible

Legal implications

Manufacturer• Trailer Axle

Manufacturer• Agricultural

Implements • New Automobile

Vertical

relevantnumbers

• Handholding

of capabilities of selected partner

Acquisition target search, valuation and due diligence

• Who are the potential targets ?

• How much should we pay ?

• How best to lock them in ?

• Relationships and access to most companies

• Experience• Language

• Identifying a target• Understanding

financial soundness

• Business diligence based on informal market feedback

• Auditors for Due Diligence

• Lawyers for taking care of Legal implications

• Transmission Tower Manufacturer

• Petroleum Company• Sugar Manufacturer

• Search• Research• Interviews• Excel analytics• Financial

statement scrutiny

• Manage extagencies

• List of potential accusation targets

Source : Jai Group Analysis, External Agencies Services Cost Additional and independent of Jai Group Services

Jai-int 01/04/2014 13:17


Key ThemeTypes of




these problems


End deliverables ( typical)

Plant/ Delivery center

Location search

• Where to locate operations and why ?

• Experience• Language• Local

presence• Access to

Government contacts

• Analyze tax benefits• Find tax saving zones• Analyze logistics costs

implications

• Lawyers for taking care of Legal implications

• TransmissionTower Manufacturer

• Petroleum Company

• BPO Company

• Carry out a location surveyboth qualitative and quantitative

• Government negotiations

• Manage Ext

• Final suggestion on 2 best locations to start operations


contacts• BPO Company • Manage Ext

agencies

Human Resources

• What is the ideal profile of talent needed ?

• How best to find them ?

• How much to pay ?

• Mckinsey Alumni Network

• Contacts in Industry

• Relationships with Advertising agency

• Help design local Org Chart

• Understand and recommend talent profile for each position

• Find candidates fitting profile submitted by client, negotiate salaries

• Informal Background Checks

• HR Recruiting Firms


• Auto component Manufacturer

• Research• Follow through• Negotiations• Select and

Manage any ext. agency

• Final candidate• Informal

feedback on candidate profile and capabilities


Jai-int 01/04/2014 13:17


Key ThemeTypes of


Specific ServicesExternal agencies involved


these problems

Deliveredthrough

End deliverables

(typical)

Physical Infrastructure

• Where best to locate office ?

• How much rent to pay ?

• Access to real estate firms

• Understand and recommend size of operation

• Comment on strategy to be employed for step by step expansion

• HR Recruiting Firms

• Indo Canadian BPO

• Secondary and Primary Research

• Access to networks

• Final shortlist of 2 best locations for setting up an office


expansion networks office

Administrative

• Optimal legal structure ?

• Visa and Immigration issues ?

• Accounting and legal representative help ?

• Banking relationships

• Central Bank registration forCapital influx

• Experience• Law firms

that work with us

• Raise all the relevant issues• Answer many general

questions without resorting to a lawyer, saving on fees

• Help draft scope of work for lawyer, limiting to critical and specific questions

• Help navigate price-quality-experience trade off for legal firm selection

• Help find appropriate legal representatives

Yes, Lawyers• Corporate• Labor and

immigration


• Seed Company

• Indo Canadian BPO

• PharmaCompany

• Automobile and Agricultural Implements Company

• Discussions• Research• Handholding• Joint learning

through external meetings

• Monitoring Activities of Agencies Employed

• Answers to specific queries on the market

• Monitoring of processes required for various activities


Jai-int 01/04/2014 13:17


Key ThemeTypes of problems

solved

Resources Available

Specific ServicesExternal agencies

involved

Type of Clients for

whom we have solved these

problems


End deliverables

(typical)

• Who are the relevant clients ?

• What is the value

• Language• Deep sense

Business Priorities

• Industry

• Identify key clients• Develop Marketing

Material

• Trailer Axle Manufacturer

• Aluminum

• Research and logistics

• Building relationships

• Identifyingneeds of

• Requests for Proposal

• PotentialSales Orders

• Product


Sales Callsvalue proposition for each ?

• How best to approach, pitch and convert ?

• Industry level Contacts

• Local presence to travel at will

Material• Set up meetings and visit

( including travel)• Pitch and follow up• Customize proposals

No• Aluminum

Conductor Manufacturer

• Cosmetic Company

needs of customer

• Matching client USP to customer need and creating a win – win partnership

• Product Development Requests

• Feedback on what customer wants

Periodic Strategy Review

• How has the market dynamics changed ?

• What course corrections are needed ?

• Experience• Language• Local

Presence

• Finding out what has changed

• What is required to sustain the business

No• IT / ITes

Company

• Answer questions raised

• Carry out a market update specific to client sector

• Summary of findings

• Suggestions on how to alter or retain strategy


Jai-int 01/04/2014 13:17

J

Trading and Commerce Sourcing Expertise

Market Expertise

… providing managerial leverage to emerging market m ultinationals

JAI GROUP EXTENDED TEAM

• Ser Trading (Brazil) • Rakesh Vaidyanathan• Rachit Chaudhry (India)

• Rakesh Vaidyanathan• Dr Garcia (Mexico)


The Jai GroupIndia- Latin America -

Brazil Corridor

In-depth legal expertiseDeal Making and

Partner Negotiations(Private and Govt.)

Strategy and Financial Analysis

Plant location and logistics

• Luis Farinelli (Brazil) • Roberto P. Rio Branco (Brazil)• Manuel Vazquez (Argentina)• Dr Garcia (Mexico)

• Rakesh Vaidyanathan• Giancarlo Oliveira (Brazil)• Rachit Chaudhry (India)• Fernando Alves (Brazil)

• Rakesh Vaidyanathan• Dr Garcia (Mexico)• Rachit Chaudhry (India)

• Giancarlo Oliveira (Brazil)• Dr Garcia (Mexico)


Jai-int 01/04/2014 13:17

JRAKESH VAIDYANATHAN – JAI GROUP’S FOUNDER AND MANAGI NG DIRECTOR

• Rakesh Vaidyanathan co-founded The Jai Group after years of experience inManagement consulting first with late Dr. Jaikumar of the Harvard Business Schoolin the United States and Mexico and later with Mckinsey and Company in theirMiami and Madrid offices and most recently with The Boston Consulting Group intheir São Paulo office

• A graduate from the Indian Institute of Management, Calcutta and MBA from TheWharton School , Rakesh also holds an Electrical Engineering degree from the

When not helping


Wharton School , Rakesh also holds an Electrical Engineering degree from theCollege of Engineering Guindy in Chennai India. In addition, he obtained an M.A. inInternational affairs specializing in Latin America from the University ofPennsylvania

• Rakesh has worked with large multinational clients and their local subsidiaries andemerging market companies in the Industrial goods segment in steel, steelproducts, auto-components, textile, stationary, plastics packaging, consumer goodsmanufacturing and third party logistics and distribution industries in India, Mexico,Spain, Brazil and the United States. Rakesh speaks Tamil, Hindi, Spanish,Portuguese and English fluently

When not helping clients, Rakesh is either writing Tamil Poetry or trekking in the mountains of the

south of Brazil


Jai-int 01/04/2014 13:17

JUV RAO - INDIA

• Mr UV Rao is a consultant with The Jai Group. • Before this, he has had over 40 years’ experience in Electrical and Auto Components

industry and has worked with Brown Boveri, Switzerland(now ABB) and the Tata Group, where he has worked in various capacities.

• He has also established green field projects in Electrical and Auto Component products in collaboration and as JVs with French, Japanese and Spanish companies. During his tenure with Brown Boveri he has worked for 3 years in their Head Quarters in Switzerland.

• Examples of his experience are:

The Jai GroupBusiness Services for the BRICs Economies

• Examples of his experience are:� Sales and Marketing Electrical Products and execution of Projects(Switchgear and Protection

Equipment) to Utilities and Industry in India, Europe and New Zealand.� Production Planning and Control of Switchgear factory to streamline Planning Process and reduce

inventories.� Starting Green Field Projects with Foreign Collaboration / Joint Venture and establishing

manufacturing facilities.� Driving Business Excellence initiative under TBEM(Tata Business Excellence Management)

Programme across all the Joint Ventures of Tata Autocomp Systems Ltd.� Was CEO of units manufacturing Auto Components in JV with Spanish(Rear View Mirrors, Control

Cables and Gera Shifters) and Japanese(Control Cables)companies

• UV graduated from VJTI Mumbai in the year 1963.He has an MBA from IIM Ahmedabadin 1974. He speaks English, Hindi, Kannada, Konkani and German.

16Source: Jai Group Analysis

Jai-int 01/04/2014 13:17

JRACHIT CHAUDHRY - INDIA

• Rachit is a Case Team Leader at The Jai Group working on a number of projects in the Indo – Latin American Corridor

• Some Key Projects he has worked on :� Market Landscaping of Transmission Tower Industry (Fabrication, Galvanization and

EPC) in Brazil� Market Landscaping, Ideal Price Point Analysis and Distributor Search for a

Motorcycle Company in Brazil, Colombia, Venezuela and Bolivia� Development of Business Strategy from Ground Zero for a Two Wheeler Business in When not charting


� Development of Business Strategy from Ground Zero for a Two Wheeler Business in Colombia

� Location Search and Demand Analysis in Brazil for an IT/Ites Company� Opportunity Mapping for an American Agri Business Giant in India� Market Research Studies for the Indian Consulate in Sao Paulo for

• Improving Indo-Brazil Trade• Scope and feasibility of trade in select regions and industries• Webinars providing insights to various sectors in Brazil, eg Electrical, Automotive,

Beverage, Textile

• Rachit has Graduated in Computer Science from University of Pune, India

When not charting out business

prospects for clients, Rachit slips into ‘Chef Mode’ – rustling up a

dish or two


Jai-int 01/04/2014 13:17

JCOMMERCIAL REFERENCES


� Kalpa Taru Mr. Sanjay Dalmai, Head International Business 91 22 30645000

Jai-int 01/04/2014 13:17

JSAMPLE PROJECTS

• Aditya Birla Opportunity landscape for investments in Latin America

• Tata International Opportunity landscape for investments in Brazil

• Bharat Petroleum Project 1: feasibility study for investments in ethanol capacity


Project 2: partner search and valuation of selected companies

• Rajshree Sugars Feasibility study for investments in ethanol capacity, target search and valuation

• TVS Partner search and negotiations to leverage Brazilian banking automation capabilities in India

• Torrent Market entry strategy for Mexico

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