In an exclusive interview with moneycontrol.com's Kingshuk Mukherjee, Abhijit Avarsekar, Vice Chairman, MD & CEO - Unity Infraprojects Limited describes the various challenges that the company overcame to become a one of the market leaders in their industry and the road map for growth of his company.
Below is the transcript of the exclusive interview
Q:What are most important parameters when you decide to bid for critical / large important projects in India?
A: Credibility of the prospective client in terms of financial soundness and business ethics, size of the project; level of competition; type of contract, scope of work, geographic location, payment schedule and profit margins are the most important parameters that we consider while bidding for major projects. Besides this order-book status and availability of resources also impact decision making.
Q:How big is the market for EPC projects in Western India?
A:Western India has continually attracted business houses and investors in view of positive commercial environment. Also states like Gujarat / Rajasthan spend significant amount of money on public projects .That way opportunities are robust in western part of country.
Q:How do you maintain margins in the highly competitive roadways / transport vertical?
A:Key to success is to look for slightly complex projects and also for markets/geographies which are less crowded. Also one needs to team up with capable local associates. We are successfully executing Railway projects in remote places like Jharkhand and Manipur with the same strategy.
Another strategy is look for bigger "Design and Build" packages of Metros/Freight Corridors/IRCON where competition is less. We have been able to be within striking range of Delhi Metro and JnK rail tunnels with this game plan and going forward we are confident of making a breakthrough in Kochi and Ahmedabad metro.
Q:What have been the key takeaways from executing various projects across the length and breadth of India?
A: A string of successful contracts one after the other, each of increasing ticket size and complexity led Unity being recognized as a market leader in India. In this process, we have developed a good team of internal resources and external associates which helps us in maintaining growth momentum.
Q: What would you describe as the key challenges you face when competing with the big players in the infrastructure business?
A: Resources, financials, credentials and technical requirements for pre-qualification matter while competing with big players for big ticket project. To dodge these challenges, we already have established strategic tie-ups with like-minded and capable partners to qualify for big ticket initiatives .Also lot of thrust has been placed to augment in-house capabilities in new sectors like Metros , Water Resources, Hydro-carbon.
Q:What is your strategy to consolidate and strengthen the company's position in the existing verticals of Buildings, Transportation and Water?
A: Unity Infraprojects has emerged as a pan-India company from being a Mumbai- and Maharashtra-centric entity. With over 3 decades of experience in the infrastructure space Unity has developed its expertise and proven execution capabilities. We are professionally managed company that believes in profitable, sustainable, and enjoyable long-term relationships with its all its key stakeholders--including employees, customers, shareholders, suppliers, local communities members. Over these years we have developed long term relationships with our clients, which would help us further to enhance order inflows with bigger ticket size in the infrastructure sector.
Q: What plans do you to expand into newer geographies?
A: We have already made our presence in the Nepal and Bangladesh. Besides these we are looking for EPC opportunities in Middle East and African markets. In domestic market we have recently opened up in states like Gujarat,MP, Bihar, Jharkhand, Orissa and we need to strengthen our roots in these states.
Q: Which verticals or sectors do you see as the most promising in terms of growth for the next decade?
A: Railways, Hydro-electric and Lift Irrigation, Oil and Gas.
Q: What is your competitive edge while competing with the bigger players in the industry?
A:Our edge essentially lies in being able to work with a lean structure and optimal utilization of resources. That helps us in keeping overheads low. Also our ability to rope in local associates helps.
Q: How do you plan to retain and attract talent?
A: Best way to retain and attract talent is to connect with employees at personal level, mentor them and align them with bigger picture of organization.
Q: What is your vision for Unity in next 5 years?
A: We want to emerge as a company with strong systems and procedures. Once that is done things like topline growth, profitability and employee satisfaction will automatically emerge.
Q: What lessons have you learnt in managing growth especially during slowdowns?
A: The most important lesson is to build a strong support system of stakeholders around you which includes employees, associates and financial institutions