ZURIN INDUSTRIES

AIR & COMPRESSORS

DIVISION
AKSHAY PANDEY 2014003
ANKUR MUKHERJEE 2014007
NITIN GAVISHTER 2014
ANUJ BHARGAVA 2014138
APURV GOSAIN 2014139
DIPANJALI BISWAS 2014143
About the company:

Switzerland based Industrial Plastics, diesel

industry Sales: 5.2 Billion SF engines, Air and gas
Sales office in 23 Profit: 426 Million SF compression and
countries Industrial components

Mainly focuses on design Industries :aerospace,

and development of automotive and
industrial components transportation vehicles
Product :

Air and gas compressors:

Use: Industrial plants

Purpose : Regulating the flow SUPPLIER

of liquids and gases
throughout the
manufacturing plants and
power stations ZURIN

Areas of sale: 40% Europe

and rest from Asia, Middle OEMs/
East and other countries
Others
Type : Standard or specialty
Competitive advantage and
suppliers:

Competitive advantages: Suppliers:

 Heavy dependencies on
 Ability to solve complex engineering and
technical problems development skills of suppliers
 Product quality
 Huge time/ R &D to develop
 Durability products
 Issue

 Ericsson Metalworks increased price of XK1000 steel by 3 times

1.Fixed Zurin’s Not

price primary enough
Swedish: exclusive French: Transpare
nt pricing productio
Ericsson supplier Gordier n
2.No capacity
disclosure to meet
of Zurin’s
productio demand
n cost
Risks involved

 Dumping existing steel producer(Ericsson) and signing with someone else

is a very time consuming process
 Very few options
 Ericsson R&D unit is critical to success of Zurin
Recommendations

 Negotiate with Ericsson for a linear increase in price of steel(for current

pending order)
 Zurin can negotiate on price terms by promising a increase in orders for
XK1000 and XM5000 from Ericsson
 Lobby Gordier board to increase their capacity. If needed, offer special
partnership (R&D etc.), long term agreements
 Look at proposals of Hiromishi Steel, Viktor Tredzk (long term)
 Pay Ericsson for their R & D expenditure