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MANAGING DIRECTOR (INDIA); REGIONAL SALES DIRECTOR- GCC
( DOBLE ENGINEERING )
IMTEYAZ SIDDIQUI
Q.What has been the underlying strategy behind your company’s extensive energy-related diagnostic and engineering expertise?
We are demonstrating significant growth and increasing our market share in the Test & Measurement (T&M) industry. This success is primarily because of a well-executed strategy tailored to the Indian market. We are effectively leveraging our energy-related diagnostic and engineering expertise to meet the local demands. It includes adapting products and services to suit Indian needs, fostering strong relationships with local utilities and industries, and potentially investing in local talents. This growth also indicates a rising demand for advanced T&M solutions in India’s evolving power sector. Our success is also due to our flexibility to navigate India’s regulatory environment and outperform competitors through superior offerings or strategic partnerships.
Q.Can you highlight some of the key products that Doble Engineering offers to its clients?
In general, we have three verticals, namely Products, Systems and Services. Being a leader in the electrical testing and measurement industry, we offer a large range of products essential for power system reliability and maintenance. Say, for example, transformer test equipment, circuit breaker analyzers, protective relay test sets, and partial discharge detection systems. For systems, we are providing a complete range of online continuous Monitoring Solutions for all electrical assets like GIS, Cables, Transformers & Circuit Breakers, etc. We are also providing niche services like Consultancy, Root Cause Analysis (RCA), Partial Discharge Measurement as well as temporary monitoring solutions. For more details, you can also visit our website www.doble.com.
Q.What have been the most effective approaches for the area your company is focusing on?
In our focus area, we’ve found several approaches to be highly effective. Proactive customer support has been key, allowing us to anticipate and address customer needs before issues arise, significantly boosting satisfaction and loyalty. We’ve also prioritized building long-term partnerships with customers, moving beyond transactional relationships to become strategic allies in their success. This approach involves deeply understanding their goals and consistently providing value. Additionally, supporting our channel partners has been crucial. By empowering our distribution network with comprehensive training, marketing resources, and technical support, we’ve expanded our reach and enhanced service quality. These strategies have strengthened customer relationships and improved our market position.
Q.How has your company experienced rapid expansion over the past few years?
Our company has experienced rapid expansion over the past few years due to several key factors:
• A great team: Our dedicated and talented team have been the backbone of our growth. Whatever growth and success we have achieved so far is primarily due to the dedication of the team towards innovation, hard work, and commitment to excellence.
• Motivated channel partners: Our strong network of channel partners has played a crucial role in expanding our marketreach. Their enthusiasm and deep understanding of local markets have helped us penetrate new territories and customers effectively.
• Supportive customers: The loyalty and trust of our customers have been instrumental. Their willingness to embrace our new offerings and provide valuable feedback has fueled our product development and service improvements.
• Strategic acquisitions: Carefully chosen mergers and acquisitions have allowed us to expand our capabilities and market presence quickly.
• Adaptability: Our ability to quickly adapt to changing market conditions and customer needs has kept us ahead of the curve. This combination of internal strength, external support, and strategic decisions has propelled our rapid growth in recent years.
Q.Can you briefly explain the services you provide to clients, including those from the consulting & testing department, the laboratory department, and others?
We provide comprehensive services to ensure the reliability and efficiency of electrical systems. The Consulting & Testing Department offers on-site diagnostics, expert consultations, and customized training for electrical equipment. Our Laboratory Department conducts advanced analysis of insulating materials and fluids, providing crucial data for maintenance decisions. We also offer innovative software solutions for asset management and monitoring, as well as protection and control services. Our portfolio includes equipment rental options, allowing clients access to cutting-edge diagnostic tools. Across all services, we focus on delivering actionable insights that help clients optimize their electrical infrastructure, improve system reliability, and extend equipment lifespan.
Q.What were the most challenging circumstances that your company encountered during its growth?
During our growth phase, we faced several significant challenges. Volatility in currency fluctuations impacts us a lot due to international transactions, affecting both costs and revenues. Late payment is another big issue which strains our cash flow, potentially hindering operational efficiency and growth plans. Low margin due to stiff competition due to the L1 policy (Reverse Auctions makes it even worse), where the quality of the Product takes a backseat. Sometimes we also have to deal with negative marketing by our competitors, which is not healthy. Supply chain disruptions leading to delays in component delivery have also caused project delays. However, we are effectively managing these challenges by strategic planning, resilience, and support from our management to overcome and continue on our growth trajectory.
Q.What are the plans and challenges Doble Engineering anticipates in the coming years?
We anticipate significant growth opportunities in India and the Indian subcontinent, which have been identified as key focus markets in the company’s future investment plans. This strategic emphasis is likely driven by the region’s rapidly expanding power sector and increasing demand for reliable electrical infrastructure.
Some of the plans may include:
• Expanding our presence and operations in major Indian cities
• Tailoring services and products to meet the specific needs of the Indian power sector • Developing partnerships with local utilities and industrial players
• Investing in local talent and building a strong regional team However, we need to deal with the several challenges in this market:
• Competing with the established local players and other low-quality/low-price entrants
• Managing pricing strategies in a pricesensitive market
• Navigating cultural differences in business practices
We, as a continuously growing company, are fully geared up to leverage our global expertise, with a deep understanding of local market dynamics, to execute our plans in this region successfully.