Tushar's Professional Life

Tushar's career path has taken a very traditional route, initially gaining a solid foundation in engineering principles at Rolta India Limited, Electronics Design Automation (EDA) Division for around five (5) years. The Engineering Support training scheme, which he successfully completed at the Fortune listed, Blue-chip company, Intergraph Dazix, Hong Kong to be indentured as a trained Product Executive. It was at this time he developed his interest in using Computers for designing and simulating electronic circuits. This led to him joining VTV Electronik and working in a manufacturing environment in the field of Electrical/Electronic Control Panels and SCADA for Marine Applications. This was the place where he gathered extensive experience in Project Management. This experience of Electronic Equipment Designing and solid Project Management background led him to take up an assignment at Atco Industries Limited as a Senior Manager- Projects. This management role led to him gaining significant experience in maintaining the balance between the commercial, technical service and human side of the business. During his service career he quickly demonstrated his ability for being a resourceful, good all-round engineer with particularly strong analytical and problem solving skills. Upon the end of his engagement he ventured into the overseas-assignment and joined Hitech W.L.L. Bahrain, for a nation-wide government SCADA/Telemetry project, where he soon distinguished himself amongst his peers to be promoted to Senior Projects Engineer. Tushar's move to the Projects Department in a capacity of Manager-Engineering & Projects was considered strategic in terms of his desire to focus and develop his consultancy and project management skills. Whilst most of his career has focused specifically towards technical applications, he has now assumed a more specific role as a Business Development Manager initially with the specialized Industrial Automation/Special Projects British company in Bahrain and now with a Saudi Arabian system integration company. This is a position of prominence that places a high demand and challenge on all of the skills he has developed over the many years in the IT/electronics industry. In conclusion, Tushar has demonstrated over the years a tendency to remain loyal to his employers, contribute to their success and accept high levels of responsibility. He has experienced as both, a manager and a practitioner, the discipline of the traditional manufacturing environment and the challenges of project management and emerging technologies.

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Represented Products & Solutions From Industry Majors Such As

Intergraph, USA - CAD/CAM/CAE Software

Dazix, USA - EDA Software

Bentley Corporation, USA - CAD Software

Selco, Denmark - Electronic Protection Relays & Alarm Annunciators

Compaq, USA - Computer Servers & Desktops

Serck Controls, UK - SCADA RTU & SCADA Software

Labvolt, Canada - Technical Training Equipment

Teleste, Finland - Classroom Management Software

Berkefeld, Germany - Water & Sewage Treatment Plants

Allen Bradley, USA - PLCs and Automation Software

Microsol, Ireland - Electrical SCADA RTUs

Control Microsystems, Canada - General Purpose SCADA RTUs

Morley IAS, UK - Fire Alarm Systems

Ametek, USA - Process Analyzers

Siemens Automation, Germany - Gas Chromatographs

Intermec, USA - Bar Coding Solutions

Fireye-Forney, UK - Burner Management Systems

PRI, UK - Intelligent Metering Systems

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Tushar is Good At

CAD/CAM/CAE for Electronics Design (EDA)

Mechanical CAD in 3D with rendering

Design of Electronic Protection Relays

Machine Control via Personal Computer

Design and Development of Microcontroller-based Circuits

Development of Industrial Applications using Visual Basic

SCADA RTU/Outstation and SCADA Software

Technical Training Equipment and Software

Water and Sewage Treatment Plants

PLCs and Alarm Annunciators

Fire Alarm Systems

Gas Chromatographs

Process Analyzers

Burner Management Systems

Intelligent Metering Systems for Electricity & Water Supply

Presentation and brochure design

Product launching and conducting awareness programs

Project Management

Documentation as per ISO 9000 Quality Management System

Conducting corporate and product presentations

Organizing Seminars

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Success Stories - Achievements

Developed automatic Sea-bed profile generation using Microstation CAD software for Bombay Port Trust

Developed automated "ladle" design software using Microstation CAD software for a metal foundry in Mumbai, India

Developed "hybrid carbon-ink resistor" generation software for hybrid chip fabrication (such as top-hat, serpentine and rectangular)

Designed and assembled Intruder/Burglar Alarm System for a jewelry shop in India

Implemented nation-wide SCADA system for sewage pumping systems for the Kingdom of Bahrain using Hardware and Software from Serck Controls UK (Now a Hunter WaterTech Company)

Implemented nation-wide SCADA system for water reservoirs for the Kingdom of Bahrain using Hardware and Software from Serck Controls UK (Now a Hunter WaterTech Company)

Developed SCADA software using Turbo Basic to communicate over RS485 network

Developing DCS, PLC, Marshalling, Vibration Monitoring, Annunciator cabinet building business with companies like Yokogawa, Bently Nevada, Honeywell, Emerson Process Management and Siemens

Developing Bar-coding-solution-based business for industry leader such as Intermec

Developing Intelligent Metering solution based business for industry leader such as PRI

Developing fire alarm systems business for Morley IAS

Developing Burner Management System business for Fireye-Forney

Bagged a business worth US$ 500,000.00 over a period of six months in the new territory of Kingdom of Saudi Arabia

Developed new business with industry giants like Yokogawa, Bently Nevada, Siemens, Honeywell, Emerson Process Management etc.

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Tips for Compiling a Better Quotation Document

After receiving the Request For Quotation (RFQ) from a client, a sales person has to reply to the RFQ by sending a better quality Quotation document. An exhaustive and detailed quotation drafted with all the required attachments shall always have an edge over the competitors proposal. Being actively involved in sales and marketing aspect of a business since 1998, Tushar has submitted hundreds of sales quotations to his valued clients which has finally transformed into fruitful orders. Some tips to compile a better sales quotation is to include :

Nice attractive front page (but not very jazzy)
Covering Letter stating appreciation for sending the RFQ
Preface, foreword, brief company information/introduction
Table of Contents
Introduction to the system/product offered
Information about the company that manufactures the product
Detail Pricing Summary (with breakup prices)
Separate pricing for "addition/deletion" of configurable components
List of similar installations or supply to clients (references)
Terms & Conditions (including payment, warranty, delivery schedule, price validity etc.)
Photographs of similar projects executed in the past
Sample drawings
Mention "INCOTERMS 2000" if necessary
Copies of Certificates (ISO, Appreciation from clients etc.)
Organization Chart depicting the earmarked project team
Milestones and dates of project execution (starting with "zero date")
GANTT chart depicting the tentative project schedule
If the quotation is sent as an e-mail attachment, then one must always send it as a ".PDF" file format (the file size is less and the information in the document is more secured and tamper-proof)
Brochures of system/products offered
Copy of Corporate Profile
Last but not the least, do not forget to mention the currency of the amount quoted (you may have calculated the overall price in US$ and if the client resides in England, then he might take it as Sterling Pounds !)
Finally the complete package must be put into a comb-binder with transparent cover sheet and opaque back sheet (preferably blue color)

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Tips for Better Project Costing (for Bidding Purpose)

Pre-bidding costing exercise is a very important activity and decides the amount of profit if the client chooses to place an order based on the submitted project price. Pricing (costing) must be done keeping all the direct and indirect expenses in mind. Some sales persons usually just add up the equipment price with the other add-ons such as shipment etc. Then put a profit margin of 7 to 15% and submit the price. But, such a price calculation usually leads to disaster as it excludes many hidden cost. Therefore, when the accounts department calculates the complete project cost, it sometimes shocks the sales person because it shows that the project made a loss of -3% instead of making a profit of +7% !!!

To circumvent such disasters of losses, one can follow basic costing methodology and arrive to a final selling price to be submitted to the client. You can always make a simple MSExcel worksheet with all the price components in it and use it to arrive at a final price for all your bidding proposals. Tushar has developed a pricing sheet which he uses to do his pricing, you can download a copy for your use.

Always breakup the components required for the project execution into "Local" and "Import" purchases
Consider the customs duty, shipment cost, clearance cost and documentation, certification, testing cost
Consider training cost and the training material cost (limited to number of attendees)
Include cost for hiring trucks, cranes, fork-lifts etc. to mobilize, load-unload the equipment
Include conveyance cost to client-site for your sales call and the installation/commissioning engineer's call
Include lodging/boarding and visa expenses wherever necessary
Include telephones/fax cost and "goodwill" cost (if necessary to win the business)
Always include around 5 - 7% of "Contingency" cost to cover up on last minute changes
Once all these prices are added up, then add up an expected profit margin of say 7 - 15% as per your company policy.
One has to also research and anticipate the competitors price and play accordingly
Last but not the least, ITS BETTER TO LOSE A SALES ORDER THEN TO WIN AND MAKE LOSS ON IT !!! (we have not opened a charity organization, isn't it ?)