DETAILED PROJECT REPORT FOR CLASS A - AREA WISE DEALER DEVELOPMENT FOR SOLAR ENERGY BUSINESS

By

SOLKAR SOLAR INDUSTRY LIMITED 13/2, JAYALAKSHMIPURAM Ist STREET NUNGAMBAKKAM, CHENNAI 600 034 PHONE:044 - 2827 4142 / 2827 1819 FAX: 044- 2827 3435 Email: ragu@solkar.in Website: www.solkar.in

DPR for Dealer Development

CONTENTS
ABOUT SOLKAR THE NEED FOR BUSINESS ASSOCIATES SOLKAR - A PREFERRED BRAND PRODUCTS MANUFACTURED / DEALT BY SOLKAR BUSINESS PLAN EXPECTATIONS FROM A DEALER ECONOMIC VIABILITY OF THE PROJECT SUPPORT FROM SOLKAR COMPETITION EDGE CONCLUSION ANNEXURE A CLASSIFICATION OF TOWNS ANNEXURE B DEMO KIT DETAILS ANNEXURE C TRAINING PROGRAMME DETAILS

DPR for Dealer Development

ABOUT SOLKAR
SOLKAR SOLAR INDUSTRY LIMITED earlier SOLKER INDUSTRIES LTD was started in the year 1984, by Mr.K.E.RAGUNAATHAN as its
Chairman and Managing Director. The background of the company and that of the Board of Directors are mentioned in the enclosed Catalogue. The Company has its factory at Ambattur Industrial Estate, Chennai and commenced its production operations in 1987.

MILE STONES OF SOLKAR

1984 1985 Started as a Proprietary concern Consultancy for Pondicherry Government in installation of RENEWABLE ENERGY SYSTEMS in 75 villages Installed our FIRST HOTEL SYSTEM for water heating in Chennai Purchased our own factory at Chennai and started full fledged manufacturing of solar water heating systems Installed the largest solar water heating systems of 25000 liters capacity at HOTEL SAVERA, CHENNAI Entered into a joint venture agreement with Dr.SCHWARZER, German Professor for manufacture SOLAR MEAL MAKER for world market from Chennai Company was converted into a PRIVATE LIMITED COMPANY

1986 -

1989 -

1990 -

1993 -

1994 -

DPR for Dealer Development

1995 -

Received First ISI certification for a private industry in the COUNTRY for our solar water heating systems Was appointed member ADVISORY COMMITTEE Ministry of Non-Conventional Energy Source, New Delhi SET UP a 500 KW per annum production facility for manufacturing solar photo voltaic modules with complete machineries imported from USA Developed products such as SOLAR LANTERNS, SOLAR HOME LIGHTING SYSTEMS, SOLAR STREET LIGHTING SYSTEMS with SPV Modules and received certificate from G.O.I. Launched consumer products base on SPV such as SUN-UPS Launched Solar Powered Booth for Traffic Police Was appointed as a Consultant to Andhra Pradesh State Tourism Development Corporation and Hyderabad Municipal Corporation Our own office was started at Bangalore Launched an Innovative, Revolutionary consumer product in Solar business such as Solar Lamp -Sun Glow & Solar FanSun Breeze. This was a first move in the country to create mass movement of Solar based consumer product which does not look for Govt. subsidy or any loan needs

1996 -

1998 -

1999

2000 -

2001 -

2002 -

2003 -

Setup a scheme for generating woman entrepreneurs who can work from home and utilize SHGs available in the country Developed Magical Kit : A true Innovation of Technology. Use the magical kit to take the power from the battery (which is charged by the solar module of the Lamp or Fan and use it to charging Nokia Mobile phones or power Radio/CD Player Walkman / Two in One. All this can be used simultaneously. You can select a 3V or 6V application.

DPR for Dealer Development

2004 -

Launched a new concept of developing SOLAR HOME PACKAGE consists of a solar water heater, Sun-Ups, Sun Glow/Sun Breeze and Automatic Phase Changer. Also tie up with financial institutions for 100% finance for the package. The name of the company has been changed to SOLKAR SOLAR INDUSTRY LIMITED with effect from 01.04.2005.

2005 -

2006 -

Setting up a Joint Venture to manufacture all our solar products at SINGAPORE with our technical transfer and investment. We are the FIRST INDIAN COMPANY TO SETUP SUCH A J.V. OUTSIDE INDIA. www.ecosolar.com.sg

2007 -

Launched a revolutionary LED Street Light at a price of Rs. 10000/- for compound wall, Garden and pathway lighting. Commencement of TRAINING CENTER ACTIVITY at ECOSOLAR , SINGAPORE , a First of its kind in the world to train and contribute capacity building and knowledge sharing of budding Engineers. Enlarged the Board of Directors - headed by Mr.K.E.RAGHUNATHAN as Chairman and Dr.M.SRINIVASAN as DIRECTOR apart from involving various professionals into the company for a major business development activity Launched a 1 Million SOLAR LAMP programme in partnership with EXNORA - a renowned SOCIAL SERVICE ORGANSIATION to donate solar lamps using public donations. Visit www.lightahome.org Perfected various cost effective, latest technology based SOLAR STREET LIGHTING SYSTEMS, LANTERNS using LED Technology and has embarked on massive dealer development programme and also advertisement campaign in the market. Launched Solar Invertors to combat Power failure, Solar Park for Colleges and Roof top power plants. Launched a Regd. Trust Movement for Green Revolution (M.G.R).

2008 -

2009 -

2010 -

2011 -

DPR for Dealer Development

The Product range of the Company is:

SOLAR WATER HEATER SUN SHOWER SOLAR LANTERN SUN GRACE/SUN WONDER SOLAR FAN SUN BREEZE SOLAR PACK SUN BREEZE AND SUN GRACE SOLAR LIGHTING SUN BRIGHT PACKAGES SOLAR STREET LIGHT SUN MAGIC, SUN DIVINE AND SUN DIVINE MINI SOLAR INVERTORS SOLAR OFF-GRID POWER SOLUTIONS 1 KW / 5 KW / 10 KW SOLAR PARK FOR SCHOOLS AND COLLEGES
The Company has prestigious Collaborations and arrangements for the various products mentioned above. In the last 27 years of its existence, the Company has made its name and mark in the field of Solar Energy. The Managing Director of the company Mr.K.E.RAGUNAATHAN was selected as BEST SMALL SCALE INDUSTRIALIST BY GOVT OF INDIA IN 1996 and he was also the member of the Advisory Committee formed by the Ministry of Non-Conventional Energy Sources, New Delhi. The Company is now at the threshold of massive expansion and is targeting a widespread activity throughout the World. This PROJECT REPORT has been prepared for creating a Dealer network in all cities and towns in the Country, and systematically develop widespread extended arms in the Country. The Company will make available quality products with brand value, and dealer will execute business and ensure customers satisfaction. The awareness in general on the use of Solar Energy Products is fast growing, and the Company has already introduced several new innovative solar utility products in the market successfully.

DPR for Dealer Development

As a first step towards the creation of DEALER PROGRAMME, the company has identified offering the following products to be supplied to the dealers :

01. 02. 03. 04. 05. 06.

Domestic SOLAR WATER HEATING SYSTEM SOLAR LANTERN SUN GRACE/ SUN WONDER SOLAR FAN - SUN BREEZE SOLAR LANTERN & FAN - SUN PACK SUN UPS - SUN BRIGHT 4 models SOLAR STREET LIGHTS SUN MAGIC, SUN DIVINE & SUN DIVINE MINI 07. SOLAR INVERTORS 800 VA & 1000 VA MODELS 08. SOLAR OFF-GRID POWER PLANTS 1 KW / 5 KW / 10 KW

Basically the above products are directed towards use at Household - either existing / under construction. It can be either Apartments or Bungalows. Presently, the Construction activity is booming in every part of India and the need for specialised services for the above products are increasing. As you know many state governments have made use of solar water heating systems as mandatory and also the awareness of the solar products are very high with the public. Most of our solar PV products have great volume potential and are monopoly in the market. The list of Class A areas are enclosed herewith for the 4 southern states in Annexure A. ****************

DPR for Dealer Development

THE NEED FOR BUSINESS ASSOCIATES

The need for the business associates emerges with the high demand in the market for the solar products. One can easily understand the recent changes in the market for the need of solar products. From people talking about solar products have now started ask for solar products. This has alarmed a 27 years experienced Solkar to strengthen its marketing arm by appointing dealers throughout South India. The Need for Solar products The conventional mode of producing electricity is becoming scarce day by day and so the cost of production increases steadily. Not only the price increase but also the regular power interruption set backs the modern man to exercise his essentials. He thought of producing energy from natural or renewable sources. Wind, Water and Heat (Sun) are freely available natural resources. While to produce energy thro wind and water requires big power plants, Solar energy is the one which can be generated within the domestic region of a common man. It was not much affordable for a common man to own a solar appliance few decades ago. Various ranges are now available with the current technology advancement in the solar industry. At the same time people started buying solar products from just talking about them. This makes everyone to own a solar product for his daily essentials at a very much affordable price. The era for Solar industry has now begun. While the government policies encourage manufacturers by announcing subsidies, bankers have also come forward to offer financial for the purchase of solar products. This kindles the interest of a common man to choose the solar product to his essential need and own it.

DPR for Dealer Development

Growth of Solkar in Solar Industry Solkar has grown from the seed of the Solar industry we can say. In 1987, Solkar was the pioneer in South Asia to manufacture Solar water heating system. From its journey as a Solar water heater manufacturer it has stepped into Solar PV industry and developed various solar appliances to suite the common man need. Today we have our products reached and used by the nook and corners of Tamilnadu with a vast customer base of over 1.5 Lakhs. Solkar targets on a common mans essential utility and serves the solution through its innovative product. The passion in the industry for Solkar has made it to sail over 27 years with lots of developments in product ranges. The encouraging period for Solkar as well as for the solar industry has come now from the year 2009. With the Central Government announcement of its unique mission for Solar energy, by 2012 we can see a lot of energy is being produced thro solar and by 2015 we can see all the households in India own Solar. The unique solutions from Solkar as its product ranges are understood below. Solkar has an unique solutions for Lighting itself apart from other utility products.

DPR for Dealer Development

Lighting Solutions from Solkar LED Lightings Portable

un Wonder
Sun Wonder - A unique, cute, multi purpose Solar Lamp which can be charged by Solar module or by electrical adaptor. The Lamp with cluster LEDs of 200 lumens brightness, covers an area of 100 Sq. Ft in total darkness, can be used for 6 hours continuously. Ideal for security Guards , Police men, fishermen.... also available under SOLKAR EXNORA social service mission for donation

un Grace
Sun Grace First of its kind a marvel technology break through solar lantern - with Dual brightness control with soft touch switches. At first press, the lamp glows at 1/3 brightness (night mode), second press, it glows at full brightness with around 200 Lumens covering an area of 200 Sq. ft in 360 degrees. Can be used for 12 hours with 1/3 brightness and for 6 hours with full brightness. Ideal for table top usage.

Fixed Indoor

un Bright
Sun Power- an ideal product for emergency usage in houses, flats, common area lighting, small shops, medical shops, restaurants and in offices to be used during Power cut period. The 3 LED lights come ON automatically when the normal power fails and switch OFF automatically when the normal power comes back. The battery is charged both by solar and EB power. Each light works for 2 4 hours a day for a daily charge.

10

DPR for Dealer Development

Fixed Outdoor

un Magic
Sun Magic an ideal product which works from Dusk to Dawn. White Light with high Luminous efficiency to illuminate your compound walls, gardens etc., The 6 LEDs, 600 Lumens can cover an area of 300 Sq. ft Comprising of 15W 12V Solar Module, 12 V 7.2 Ah Battery, 10 feet 2 Dia MS Pole.

un Divine

SUN Divine with Intelligent current control ensures constant brightness from the LED ideal to install in private streets, yard lighting, corridors etc. The 6 LEDs, 600 Lumens can cover an area of 300 Sq. ft with pitch distance of 25 feet. Comprising of 37W 12V Solar Module, 12 V 26 Ah Battery, 10 feet 2 Dia MS Pole. with 1 day autonomy.

Now what Solkar looks for is the associate with the same passion of serving the high demand in the solar industry with our proven solutions.

11

DPR for Dealer Development

SOLKAR - A PREFERRED BRAND

Solkar has its verticals both in Solar Thermal energy as well in Solar Electrical energy. In solar industry, there are no other company exclusively manufacturing end user solar products especially in South India for more than 27 years. The brands which are seen now in the industry will be utmost a decade old or from a very established brand entering newly into the Solar industry. Our experience in this industry dictates the quality of our products. Solkar has over 1,50,000 satisfied customers in South India with people still using Solar water heaters installed 26 years ago. This clearly proves the strength of the brand Solkar. Solkars Strength Solkar has spent almost 27 years in developing various end user applications through solar. Now, it has many solutions required for a house, offices, shops, institutions and even industrial needs. Any product introduced in the market from us would have undergone a thorough R&D, quality testing and deep observation. Understanding the need of the mass demand, we draw ourselves certain boundary conditions and design the product within the conditions which will then be successful in the market while applying to its real usage. No doubt that Solkar is a professional, well experienced technical partner with whom you can enter into this industry. We have been exploring the opportunities in various means to survive in this industry (even survival was difficult for any other companies in this industry). Today Solkar knows the pulse of the market demand and are prepared to cater the need. And would like to strength ourselves in marketing the products through our associated (Dealer) members and ensure that our quality products are well used in each and every household.

Marketing Approach Solkar has equal strength of marketing which as good as technical. In our long journey, we have eyed on various niche market segment which needs to be catered by solar. Still this industry has virgin market, where all the corners need to be explored.

12

DPR for Dealer Development

We have strategized our approach to market through : 1) Regular advertisement in leading newspapers, magazines etc., 2) Regular Press releases on the latest development in the industry., 3) Regular articles on the event happening in Solkar 4) Participation in tradefairs, melas and other public gatherings 5) Advertisement in out door medias etc., 6) Online marketing, advertisement in web portals etc., 7) Regular Road show activities 8) Campaigns thro vehicle advertisement 9) Conducting awareness programme in various public sector offices 10) Programmes with public interest in television media

Centralized Marketing - Decentralized Sales Solkar believes in centralized marketing to have the mass coverage with single effort. A message will carry more value when carried via media to all the people in the region in an uniform pattern. It will also be cost effective. We will also plan the schedule based on the season and choose the respective media and strategy to realize the optimum business. On the other hand, Solkar will not be engaged in selling of consumer products directly to the end user. We will have the system in which all the enquires generated will be distributed to the respective dealers and the dealers will be addressing to the enquiries and convert it into business. Solkar will back up the dealers with promotions and enquiries. Dealers point will be Solkars sale point. Online Marketing Online marketing is the one of the best tool to reach maximum people quickly and cost effectively. Solkar will drive advertisement campaign in the leading web portals and create hits to the website. From the website whatever enquiries generated, again the same will be transferred to respective dealers. All the dealers contact details will also be available in the corporate website, which will provide the dealer a global exposure. Thus Solkar provides a complete solution for the business promotion, the associates will only have to concentrate on the sales of the product.

13

DPR for Dealer Development

Training Who will be the best trainer in this industry apart from a 27 years old company which is uniquely engaged in this industry? Yes, Solkar provides you an in-depth hands on training on Solar Products and modules. We conduct a specialized training programme to equipe one to be a specialist in the industry. This will provide more courage to one to play a strong role in the industry. As apart from sales the dealer needs to take care of servicing the products also, this training programme will provide them the adequate knowledge to handle the situation. This training programme is for 2 days offered to 4 representatives of each dealer and they should undergo this within the first year of their operation. Apart from training to these 4 representatives, a dealer can also nominate additional representatives to whom the training fee will be Rs. 5000/- per representative. The details of the training programme are available in Annexure C. BENEFITS OF A DEALER IN SOLKAR 1) An in-depth training program from an expert in the industry, making one to step in strongly in the industry and become a successful entrepreneur / engineer in the solar industry. 2) Regular business promotions thro advertisement in various media. 3) Participating in various melas, trade fairs etc., 4) Creating a high brand value for Solkar brand and sharing the values with the associates. 5) 30 days credit allowed on your 50% of the purchase order upto to the maximum of 50% of your security deposit. 6) Innovating new products to suit the mass demand and distributing through the dealership network. 7) Conducting periodical seminars on latest trends of Solar industry for both dealers and public. 8) Conducting awareness campaigns with the tie ups of NGOs, banks etc., 9) Regular service campaigns cum promotional campaigns covering all parts of our network. 10) Wide variety of product ranges to sell in all the seasons of the year.

14

DPR for Dealer Development

PRODUCTS MADE / DEALT BY SOLKAR

SOLAR WATER HEATER

un Shower
ABOUT THE PRODUCT :
SOLAR WATER HEATERS are commonly known in the market for producing hot water using Solar Energy. The flat plate collectors have copper pipes, brazed with either black painted or selectively coated absorber sheets, encased in an aluminium box. The top of the Collector is covered by a toughened glass. Each Collector of 2 sq.mt. area can produce nearly 100 liters of hot water at 60 C when exposed to a normal solar radiation of about 4 KW Hr/Sq.Mtr., everyday. There is an insulated Storage Tank which preserves the hot water for 48 hours without any loss of heat. Basically, the total system is installed on the roof top from where the pipelines are connected to the bathroom and kitchen. Normally, these systems are maintenance free, and has a life of 12 to 15 years.

DOMESTIC SOLAR WATER HEATING SYSTEM

For domestic use, we manufacture 100/200/300 LPD at 60 C system suitable for providing hot water for 4 -6/ 6 8 / 8 10 persons to have bath every morning. This system occupies a 35/65/85 Sq.Ft. area on the roof facing South. It can be connected to a maximum of 2/3/4 bathrooms and 1/2/3 kitchen. When the sun comes out, automatically the water is heated and stored in

15

DPR for Dealer Development

the Solar Tank. The system can eliminate the use of electric geysers. There is no special maintenance required for the system. You can also choose to have optional electrical heater backup for the solar system to heat the water during rainy or cloudy days.

USE OF SOLAR WATER HEATER

These systems are used in individual households, apartments, hotels, hospitals, industrial canteens, boiler pre-heating applications, textile mills, guest houses, kalyana mandapams, hostels, etc., wherever hot water is required. SOLKARS STRENGTH IN THE PRODUCT This product has been in the manufacturing range of SOLKAR for the past 27 years. As far as competitors are concerned, there are about 70 manufacturers (20 active) in the country. In Tamilnadu, there are about 5 manufacturers other than SOLKAR. Mostly these manufacturers concentrate in their local areas only. Basically, the backbone of the system is the Solar Collector. SOLKAR manufactures ISI specific Collectors in the Country and we also export Solar Collectors to foreign countries. We have installed more than 20000 Domestic Systems, Hotel Systems, Hospital Systems, Canteen Systems, Boiler Pre-heating Systems in operation in south India. The complete reference list of these installations are available on request. SOLKARS SCOPE OF SUPPLY SOLKAR provides the Dealer with complete training in Marketing Installation and Service of the equipment. The Domestic Systems are supplied in full and installations are to be carried out by the Dealer. Normally there is no after sales service required for these equipments. The dealer can also canvass and generate business for larger systems from Hotels, Hospitals etc. in their area. However these systems would be executed directly by the Company with Commission payable to the dealer. After an initial period of operation, the dealer can purchase only the Solar Collectors from SOLKAR, and can develop the balance systems by himself.

16

DPR for Dealer Development

PRICE OF THE SYSTEM

DOMESTIC SYSTEM: PRICE FOR DEALER:
For 100 LPD AT 60 C SYSTEM For 200 LPD AT 60 C SYSTEM For 300 LPD AT 60 C SYSTEM - Rs. 21,000/- EACH - Rs. 41,000/- EACH - Rs. 54,000/- EACH

PRICE FOR CUSTOMER:

The price includes solar collector, solar tank and stand & supports and electrical heater back up. The price is exclusive of Sales Tax, Transportation and Erection charges. Installation will be done by the dealer as per training provided by SOLKAR. All pipe lines at user end will be done by the dealer. The Dealer can bill the Customers directly. The Installation is very simple, and will be done by the dealer directly and charge the user for the services. The above price does not include connecting pipelines to and from the Solar Tank. The dealer can also directly take up this responsibility with the user and charge them accordingly. Normally, insulation of hot water pipings are not required for DOMESTIC SYSTEMS. The civil work for the Solar system can be done by the user at site. The dealer should buy from the Company a minimum of six systems at a time, (to facilitate ease of transportation) and offer ex-stock delivery to the customers. Normally a dealer collects 50% as advance from the customer and the balance is collected against delivery. However, the payment terms can be decided by the dealer.

GUARANTEE

For 100 LPD AT 60 For 200 LPD AT 60 For 300 LPD AT 60

C SYSTEM C SYSTEM C SYSTEM

- Rs. 25,000/- EACH - Rs. 48,000/- EACH - Rs. 63,000/- EACH

17

DPR for Dealer Development

SOLKAR guarantees Domestic systems for a period of 1 year from the date of installation, for any problem with the Equipment. The collectors for 10 years from the date of manufacture. Scaling and breakage of glass is not covered under guarantee.

****************

18

DPR for Dealer Development

SOLAR LANTERNS

un Wonder
ABOUT THE PRODUCT:
This is a portable multipurpose solar lamp specially designed for both Indoor and Outdoor usage. It has 24 LEDs in it which can cover an area of around 100 Sq. ft while it is hanged on top roof. And while walking in the dark area it can be used as Torch light, where this lamp hits the distance of around 10 feet. Supplied along with a Solar Module of 3 Watt/6V power. For a daily sunlight charge, the products are recommended for 3 hours use and in full charge condition, can be used for 6 hours. We have provided 3 indicators to show the condition of the Battery and also have given provision of Beeper sound at full charge condition. The body of the lantern is made of ABS Plastic with acrylic chimney and handle. The complete equipment weighs around 2 kg. Available in 10 colours. It can be switched OFF when it is not required.

MARKET SEGMENT
The SunWonder is commercially sold as an ideal light for Homes, Apartments, Shops, Showrooms, Street Vendors, Offices and Industrial needs. Also ideal for usage in huts, tents and camp outs. Many individuals, social organization and philanthropist buy this lamp from Solkar and distributes in the remote areas to replace the usage of kerosene lamps or candles. Also small vendors in urban are also replacing their existing kerosene lamps to this new SunWonder which provides good illumination without emitting any smoke.

19

DPR for Dealer Development

SOLKARS SCOPE OF SUPPLY

SOLKAR will supply you the complete lantern along with the Solar Module of 3 Watt power. This is sold as Off-the shelf product and requires no installation by the dealer.

SOLKARS STRENGTH IN THE PRODUCT

This product has come out with an innovation from Solkar. While understanding a huge demand from the rural sector, where still many areas are yet to be electrified, this SunWonder really works as a Wonder Light for the people as it completely eradicates the dark in their living area. It has become the pal of farmers, fishermen, street vendors and also of studying children. At the moment, there are only regular lantern model are available, our SunWonder stands uniquely designed.

PRICE
The Sale price of each lantern to the Customer & Dealer will be as follows :
Particulars Suggested Customer Price Dealer Price Upto 25 Nos 26 to 50 Nos 51 to 100 Nos Above 100 Nos Rs. 990/Rs. 1350/Rs. 1440/-

Sun Wonder with Rs. 1300/Rs. 1100/Rs. 1045/- Rs. 1020/Electrical Adaptor Sun Wonder with Rs. 1900/Rs. 1500/Rs. 1425/- Rs. 1390/Solar Module Sun Wonder with Rs. 2000/Rs. 1600/Rs. 1520/- Rs. 1480/Solar Module + EA All the prices mentioned above are excluding Taxes & Transportation

GUARANTEE This product is guaranteed for a period of 12 months from the date of supply while battery for 6 months. However the normal life of the battery will be 3 years at 250 C and the bulb for above 25000 hours of burning. The Solar module has a life span of 20 years. The approximate cost of bulb for replacement is Rs.125/- each and that of BATTERY is Rs.170/- each at todays prices. ************** 20 DPR for Dealer Development

un Grace
ABOUT THE PRODUCT:
An unique, high bright dual bright adjustable solar lantern presented by Solkar. SunGrace apart from the normal feature as a Solar lantern, has premium features as it is designed with 2 high bright LEDs and Dual bright adjustment. In the first press of the switch, the light glows at 1/3 of its brightness which can run for 12 hours. SunGrace at 1/3 brightness actually works as a bed light. In the second press of the switch, the light glows at full brightness illuminating more than 200 lumens which can cover a distance of 300 sq.ft. At full brightness the light can glow for 6 hours. We have provided 3 indicators to show the condition of the Battery. The body of the lantern is made of ABS Plastic with acrylic chimney and handle. The complete equipment weighs around 2 kg. Available in 10 colours. It can be switched OFF in the third press of the switch when it is not required .

MARKET SEGMENT
The lantern is commercially sold as an Emergency light for Homes, Apartments, Shops, Showrooms, Offices and Industrial needs.

SOLKARS SCOPE OF SUPPLY

SOLKAR will supply you the complete lantern along with the Solar Module of 3 Watt power. This is sold as Off-the shelf product and requires no installation by the dealer.

21

DPR for Dealer Development

SOLKARS STRENGTH IN THE PRODUCT

Though the regular type of solar lanterns are available in the market, the product with the features of SunGrace has not penetrated in the market. With the higher illumination and longer working of the light, SunGrace will find its major share among the other Solar Lanterns.

PRICE
The Sale price of each lantern to the Customer & Dealer will be as follows
Particulars Suggested Customer Price Dealer Price Upto 25 Nos 26 to 50 Nos 51 to 100 Nos Above 100 Nos Rs. 1170/Rs. 1530/Rs. 1620/-

Sun Grace with Rs. 1500/Rs. 1300/Rs. 1235/- Rs. 1200/Electrical Adaptor Sun Grace with Rs. 2100/Rs. 1700/Rs. 1615/- Rs. 1570/Solar Module Sun Grace with Rs. 2200/Rs. 1800/Rs. 1710/- Rs. 1665/Solar Module + EA All the prices mentioned above are excluding Taxes & Transportation

GUARANTEE This product is guaranteed for a period of 12 months from the date of supply while 6 months for battery. However the normal life of the battery will be 3 years at 250 C and the bulb for above 25000 hours of burning. The Solar module has a life span of 20 years. The approximate cost of bulb for replacement is Rs.290/- and that of BATTERY is Rs.170/- each at todays prices. **************

22

DPR for Dealer Development

SOLAR FAN

un Breeze
ABOUT THE PRODUCT
For the First time in India, we have developed a Battery operated Fan, having Low Noise, High Speed, High Breeze, Light Weight, Portable and it is ideal for a person to get the comfortable Breeze and can be carried in hand anywhere. Chargeable by both solar module and by electrical adaptor. For a daily sunlight charge, the products are recommended for 3 hours use and in full charge condition, can be used for 6 hours. We have provided 3 indicators to show the condition of the Battery and also have given provision of Beeper sound at full charge condition. Available in 10 colours and can be used for 6 hours. It can be switched OFF when it is not required.

MARKET SEGMENT
The Fan is commercially sold for Homes, Apartments, Shops, Showrooms, Offices and Industrial needs. At homes it is a much needed product for the housewives working in the kitchen where they do not have facility for breeze while cooking. And for the small babies or infants who could not be comfortable without breeze, our SunBreeze provide them the uninterrupted breeze.

23

DPR for Dealer Development

SOLKARS SCOPE OF SUPPLY

SOLKAR will supply you the complete Fan along with the Solar Module of 3 Watt. This is be sold Off-the shelf product and requires no installation by the dealer.

SOLKARS STRENGTH IN THE PRODUCT

It is a unique, novel, innovative and quality product with ultimate utility for the user. SunBreeze is the only solar enabled fan in the market as of now. The demand for such fan are huge with the kind of application it can serve.

PRICE
The Sale price of each fan to the Customer & Dealer will be as follows
Particulars Suggested Customer Price Dealer Price Upto 25 Nos 26 to 50 Nos 51 to 100 Nos Above 100 Nos Rs. 990/Rs. 1350/Rs. 1440/-

Sun Breeze with Rs. 1300/Rs. 1100/Rs. 1045/- Rs. 1020/Electrical Adaptor Sun Breeze with Rs. 1900/Rs. 1500/Rs. 1425/- Rs. 1390/Solar Module Sun Breeze with Rs. 2000/Rs. 1600/Rs. 1520/- Rs. 1480/Solar Module + EA All the prices mentioned above are excluding Taxes & Transportation

GUARANTEE This product is guaranteed for a period of 12 months from the date of supply while 6 months for battery. However the normal life of the battery will be 3 years at 250 C. The Solar module has a life span of 20 years. The approximate cost for replacement of BATTERY is Rs.170/- each at todays prices.

*********

24

DPR for Dealer Development

un Pack
ABOUT THE PRODUCT
Sun Grace and Sun Breeze together is presented economically as Sun Pack. Many a time one requires both Light and Fan at the time of power failure, so rather spending on two individual products one can buy this pack. This has got the same feature as discussed above in respective Sun Grace and Sun Breeze column with the only change in the mixture of component. This pack contains one Sun Grace, one Sun Breeze, one Solar Module and one Electrical Adaptor.

PRICE
The Sale price of each fan to the Customer & Dealer will be as follows
Particulars Suggested Customer Price Dealer Price Upto 25 Nos 26 to 50 Nos 51 to 100 Nos Above 100 Nos Rs.2520/-

Sun Grace + Sun Breeze + Solar Rs. 3400/- Rs. 2800/- Rs. 2660/Rs. 2590/Module with Electrical Adaptor All the prices mentioned above are excluding Taxes & Transportation

GUARANTEE This product is guaranteed for a period of 12 months from the date of supply. However the normal life of the battery will be 3 years. The Solar module has a life span of 20 years. The approximate cost for replacement of BATTERY is Rs.170/- each at todays prices.

*********
25 DPR for Dealer Development

SOLAR POWERED SUN UPS

LED

LED

LED LED

LED

un Bright About the Product:

Basically Solar Modules are used in the daytime to produce electricity from the sun energy and stored in the battery for usage in the night times. We have developed 4 different models as SunBright - SUN-UPS for usage in houses, flats, common area lighting, medical shops, restaurants and offices to be used during power cut period. The lights come ON automatically when the normal power fails and switch OFF automatically when the normal power comes back. The total charging is done by solar power during summer, 50% solar and 50% EB power during winter and 100% EB power in rainy days, so as to maintain the charge in the battery throughout the year. The products are very simple to install and requires practically no maintenance. The life of the solar module is about 20 years and battery life is about 3 years and the bulb life is about 5 years. The system can be easily upgraded into next model.

26

DPR for Dealer Development

MARKET SEGMENT
SunBright is commercially sold for Homes, Apartments, Shops, Showrooms, and Offices. At homes it can be fitted in each room or in the stair case area where it will be secured while the power goes off in the evening hours. Even at non power cut time these 3 lights can be used for 2 hours each to save the electricity by not using the conventional tube lights at that time.

SOLKARS SCOPE OF SUPPLY

SOLKAR will supply you 3 LED domes, Solar Module of 15 Watt, 12V 7 AH Battery and a controller with respective nos as per the various packages. This is being sold Off-the shelf product and with easy installation by the dealer.

SOLKARS STRENGTH IN THE PRODUCT

It is a unique product with ultimate utility for the user. SunBright serves the basic need of a home, clinics, offices and shops by backing up 3 Lights for 2 - 4 hours. One will not feel the power cut with SunBright installed in his place. The demand for SunBright is huge with the kind of application it can serve.

Package Item No. 1 3 x 3 LEDs 2 3 x 3 LEDs

Solar Module 15W x 1 no. 15W x 2 nos.

Battery Capacity 12V 7 AH x 1 no. 12V 7 AH x 2 nos.

Hours Per Day Usable 2 hrs each 4 hrs each

27

DPR for Dealer Development

PRICE
Particulars Sun Bright Suggested Customer Price Dealer Price

Upto 25 26 to 50 51 to 100 Above 100 Nos Nos Nos Nos Package 1 Rs.11,000/- Rs.9,300/Rs.8,835/Rs.8,600/Rs.8,370/Package 2 Rs.17,000/- Rs.14,000/- Rs.13,300/- Rs.12,950/Rs.12,600/All the prices mentioned above are excluding Taxes, Transportation and installation

The price includes, SOLAR MODULE, BATTERY, CHARGE CONTROLLER, 3 LIGHT FITTINGS OF LED DOOMS. GUARANTEE This product is guaranteed for a period of 12 months from the date of supply while 6 months for batteries. However the normal life of the battery will be 3 years at 250 C. The Solar module has a life span of 20 years.

*********

28

DPR for Dealer Development

Solar Inverter

un Bright
Economy & Premium

About the Product:

The extension of Sun Bright Solar UPS is Sun Bright Solar Inverter where it can back up your regular electrical appliances like Tube lights, Fans, Television, Computers etc., Fist time in India, Solkar has developed Solar inverters with 2 most essential models Sun Bright Economy and Premium. Sun Bright Economy can back up 2 Tube Lights, 2 Ceiling Fans and 1 Television for 2 hours and Sun Bright Premium can back up 3 Tube Lights, 3 Ceiling Fans and 1 Television for 3 hours. The total charging is done by solar power during summer, 50% solar and 50% EB power during winter and 100% EB power in rainy days, so as to maintain the charge in the battery throughout the year. The products are very simple to install and requires practically no maintenance. The life of the solar module is about 20 years and battery life is about 3 years and the bulb life is about 5 years.

MARKET SEGMENT
SunBright Solar Inverter is an absolute replacement to the regular inverter which are already available in the market. It is commercially sold for Homes, Apartments, Shops, Showrooms, and Offices.

29

DPR for Dealer Development

SOLKARS SCOPE OF SUPPLY

SOLKAR will supply you Solar Modules, Solar Inverter, Battery, Cables, stands and supports with respective specification as per the various packages. This product can be easily installed by the dealer at the customer place.

SOLKARS STRENGTH IN THE PRODUCT

Both the models of SunBright serves the basic need of a home, clinics, offices and shops by backing up of their regular electrical appliances for 2 - 4 hours. One will not feel the power cut with SunBright installed in his place. The demand for SunBright is huge with the kind of application it can serve.

Model Sun Bright - Economy Sun Bright Premium

Solar Module 75 W x 1 no 100 W x 1 no

Battery Capacity 12V 100 AH x 1 no. 12V 150 AH x 1 no.

Inverter 800 VA 1000 VA

PRICE
Suggested Dealer Price Customer 1 to 5 Nos 6 to 15 Nos 16 to 25 Nos Price SunBright - Economy Rs.35,000/Rs.29,000/Rs.28,130/Rs.27,260/SunBright - Premium Rs.47,000/Rs.39,000/Rs.37,830/Rs.36,660/All the prices mentioned above are excluding Taxes, Transportation and installation Model

The price includes, SOLAR MODULE, BATTERY, INVERTER, STANDS FOR SOLAR MODULE AND BATTERY, CABLE UPTO 25 MTRS. GUARANTEE This product is guaranteed for a period of 24 months from the date of supply. However the normal life of the battery will be 3 years at 250 C. The Solar module has a warranty of 10 year with a life span of 20 years.

*********

30

DPR for Dealer Development

SOLAR STREET LIGHTING SYSTEM

Solkar is the first to replace the CFL Street Lighting system into LED Street Lighting system. The conventional solar street lights come with 11 w CFL lamps as per MNES specifications costs around Rs. 31,500 each in the market. It is not affordable by a common man to have such lights for their own use. Keeping this in mind, SOLKAR have developed a latest, efficient LED based street lights in the market at a price of Rs.11500/- each for a common man. They are useful for pathway lighting, compound wall lighting, garden lighting, area lighting. They produce brightness to cover almost 200 sq ft of area and with better illumination compared with CFL lamps. Solkar has also designed various models for different applications viz., Pole Mount, Wall Mount and Existing Pole Mount. The specifications are as under : Pole Mount
Specifications 6 W LEDs 600 Lumens Coverage 225 Sq ft. Model Solar Battery Hours Light Autonomy Pole Module (12 V) Domes 10 feet SSL 3726121P 37 W 26 Ah 12 Hrs 1 1 Day 2 SSL 15761P 15 W 7.5 Ah 6 Hrs 1 1 Day 2 SSL 7540122P ** 75 W 40 Ah 12 Hrs 2 1 Day 2 SSL 372662P ** 37 W 26 Ah 6 Hrs 2 1 Day 2 SSL 15080124P ** 150 W 80 Ah 12 Hrs 4 1 Day 3 SSL 754064P ** 75 W 40 Ah 6 Hrs 4 1 Day 3

Customer Price* Rs. 19,000/Rs. 11,500/Rs. 34,000/Rs. 20,000/Rs. 66,000/Rs. 38,000/-

31

DPR for Dealer Development

Wall Mount / Existing Pole Mount

Specifications Without Pole 6 W LEDs 600 Lumens Coverage 225 Sq ft. Solar Battery Hours Light Autonomy LEDs Module (12 V) Domes 37 W 26 Ah 12 Hrs 1 1 Day 6 15 W 7.5 Ah 6 Hrs 1 0 Day 6 3 W LEDs 300 Lumens Coverage 100 Sq ft. 15 W 7.5 Ah 12 Hrs 1 1 Day 3

Model SSL 3726126WP** SSL 15766WP** SSL 157123WP**

Customer Price* Rs. 16,000/Rs. 9,500/Rs. 9,500/-

* - PRICE WITHOUT TAX, TRANSPORTATION AND ERECTION COSTS ** - DEALER PRICES WILL BE OFFERED BASED ON QTY

MARKET SEGMENT
With the newly adopted cost effective LED technology, Solar street lights are commercially sold for Homes, Apartments, Shops, Showrooms, Offices and Industrial needs. At homes it can be fitted in compound walls, garden, lawn, private roads, car parking etc., and at commercials this can be as name board lights and street lights inside the campus, grounds, private roads etc., These lights are auto operating system as once the sky goes dark in the evening the lights will come on automatically and again when the sky comes bright, the lights will be off automatically.

SOLKARS SCOPE OF SUPPLY

SOLKAR will supply you with the above mentioned specification. It is easy to erect and install. This will be sold Off-the shelf product and with easy installation by the dealer.

SOLKARS STRENGTH IN THE PRODUCT

It is a unique product with LED lighting. Out of other street lights available in the market which will normally with CFL, SunMagic and SunDivine is preferred for its high brightness with price competitive.

32

DPR for Dealer Development

PRICE
Dealer Price Model Suggested Customer Price
Upto 25 Nos 26 to 50 Nos 51 to 100 Nos Above 100 Nos

SSL 3726121P Sun Divine SSL 15761P Sun Magic Sun Divine Mini

Rs.19,000/- Rs.16,000/- Rs.15,200/Rs.11,500/Rs.11,500/Rs.9,000/Rs.9,000/Rs.8,550/Rs.8,550/-

Rs.14,800/Rs.8,325/Rs.8,325/-

Rs.14,400/Rs.8,100/Rs.8,100/-

All the prices mentioned above are excluding Taxes, Transportation and installation

GUARANTEE This product is guaranteed for a period of 12 months from the date of supply including for battery and Solar Module for 10 years. However the normal life of the battery will be 3 years at 250 C. The Solar module has a life span of 20 years.

33

DPR for Dealer Development

BUSINESS PLAN
SOLKAR is expanding its marketing network throughout the Country by offering dealership in all the southern states of south India and distributors in each state of North India. All our dealers will be equipped to offer product demo, organise Business meets, participate in exhibitions, Product installation, wherever needed and also for providing after sales service. SOLKAR believes in long term commitments to its dealers and will ensure all possible ways and means for developing a healthy relationship with the dealer. SOLKAR will not be directly conducting any retail business activities in their allotted area. SOLKAR proposes to conduct a dealers meet once in three months, to understand the dealers/customers needs as well as evaluate the area performance. SOLKAR also set its mind in distributing many innovative Consumer oriented products in the market in future, through the dealers network. This is only possible, if the entire market is fully explored. SOLKAR believes in quality product offered at the right price and also to provide the best customer support. A professional working relationship will ensure happiness to all concerned in the game of business. SOLKAR will come out with an effective advertisement campaign in all media scope such as new paper /magazines / T.V. / Radio etc. The individual dealers will be responsible for their local advertisement, exhibition participations etc., On promotional activities and on choosing the right media at the right time, the decision of Solkar will be final.

34

DPR for Dealer Development

EXPECTATION FROM THE DEALER

A Dealer Point is nothing but Companies extension Counter/Office. Hence, problem faced by the dealer will have the same effect on company and vice versa. Because of this, we have to understand our role very clearly and start this operation. One can be a good dealer provided he/she is aggressive, honest, hard working and familiar in his own area. OFFICE/SHOWROOM : (a) The dealer should have a showroom space measuring 600 Sq. Ft. with telephone or good communication facility. Dealer should be well equipped to offer product demonstration at any given time. Hence, he must keep Demo kit always at the showroom. He should organise regular business meets with local LIONS/ROTARY CLUBS, participate in exhibitions and demonstrate the products at kalyana mandapams/ college hostels/ road shows etc . His showroom should be easily reachable and must be at a centrally located area.

(b)

(c)

(d)

INVESTMENT REQUIRED BY THE DEALER : Once decided to take up dealership , 1. A Caution deposit amount of Rs.1,00,000/- to be paid as Demand draft in favour of Solkar Solar Industry Ltd., payable at Chennai. This deposit is refunded at the time of termination after adjusting any dues from the dealer and after collecting all the customer names. The deposit will not carry any interest. 2. Starter Kit cost of Rs. 30,000/- to be paid as Demand Draft in favour of Solkar Solar Industry Ltd., payable at Chennai. This cost is not refundable and this is towards Demo items to be kept at your office with along with product banners for display. The details of Demo Kit is mentioned in Annexure B.

35

DPR for Dealer Development

3. Training fee of Rs. 20,000/- to be paid as Demand Draft in favour of Solkar Solar Industry Ltd., payable at Chennai. This fee is towards training the dealer on the Hands on training of Solkar products, Business scope and marketing methodologies and Literatures. The details of the training programme is mentioned in ANNEXURE C. 4. It is required to have the initial order for the following stock for the dealership. Products Dealer Price Qty Sun Shower 100 LPD 21,000.00 1 Sun Wonder 1,600.00 5 Sun Grace 1,800.00 5 Sun Breeze 1,600.00 5 Sun Pack 2,800.00 3 Sun Bright Package 1 9,300.00 1 Sun Bright Economy 29,000.00 1 Sun Divine 16,000.00 1 Total Investment on Stock Amount 21,000.00 8,000.00 9,000.00 8,000.00 8,400.00 9,300.00 29,000.00 16,000.00 1,08,700.00

+ sales tax at 5 % within TamilNadu or 2 % against form C for outside Tamilnadu or 5 % without form C. + The cost of transportation will be at actuals. The COST for the above will be paid as follows : 100% AT THE TIME OF SIGNING THE DEALERSHIP AGREEMENT by demand draft or by cheque payable in companys name and at no point of time Cash transaction will not be entertained and payments made to any individuals is not at the risk of the company.

36

DPR for Dealer Development

STAFF REQUIREMENTS : Dealer Will have the direct contact with the customer and hence they must have supportive staff as under: Stenographer/Telephone Operator 1 Service Engineer Electronics (Diploma) 1 Sales Co-ordinator 3 Accounts 1 Electrician 1 - contract Plumber 1 contract PROFITABLITY CASE STUDY In the proposed business activity with Solkar, the A class dealer is expected to do a minimum amount of business to make the operation viable. How ever the plan differs from town to town. This expected business is based on a market study and information gathered from a reliable agency conducting the market growth potential for our products in various towns and cities of south India for different seasons. Monthly Expected sale for an A Class dealer average Products Qty Suggested Customer Price 25,000 2,000 2,200 2,000 3,400 11,000 35,000 47,000 11,500 19,000 13,05,000.00 Dealer Price 21,000 1,600 1,710 1,520 2,660 9,300 29,000 39,000 9,000 16,000 Margin Earnings

Sun Shower 100 LPD Sun Wonder Sun Grace Sun Breeze Sun Pack Sun Bright 1 Sun Bright Economy Sun Bright Premium Sun Magic Sun Divine Total

8 25 50 50 50 5 5 5 10 5

4,000 400 490 480 740 1,700 6,000 8,000 2,500 3,000

32,000.00 10,000.00 24,500.00 24,000.00 37,000.00 8,500.00 30,000.00 40,000.00 25,000.00 15,000.00 2,46,000.00

All the prices mentioned above are excluding VAT, Transportation and Installation.

37

DPR for Dealer Development

EXPENSES Office rent Salaries EB & Telephone Local Advertisement Other Incidentals

: Rs.15000.00 : Rs.30000.00 : Rs.10000.00 : Rs.25000.00 : Rs.15000.00 ------------------TOTAL EXPENSES PER MONTH Rs.95000.00 =========== Therefore the total earnings per month is expected to be = Rs. 2,46,000.00 - Rs. 95,000.00 = Rs. 1,51,000.00
Local Conveyance will take care of the expenses involved in canvassing, handling, freight charges etc. Dealers are at the liberty to have local promotions like, cable TV network, Handbills, participations in melas, exhibitions, window displays etc.

OTHER REQUIREMENTS : Dealer must work and popularise the product in his area as per the guidance/training given by the company. All the promotional / advertisement literature should contain the brand Solkar prominently. Minor servicing can be done by the dealer as and when, it is warranted and major repairs to be informed to company immediately. Dealer must send his monthly statement, with all details, concerned to his area for further development. Dealer can also appoint agencies under them to secure orders on their behalf within their allotted area. Dealer must be in a position to have additional finance, as and when the business grows. Dealer must keep aside 2% every month from the sales made, for local sales promotion budget.

38

DPR for Dealer Development

Dealer must inform company, well in advance about exhibitions, melas and public functions in their area for spot demonstration. Stock requirement (order) should reach this office, on or before 5th of every month with a token advance of 50% of the order value. Each order should be not less than Rs.1 lakh. The balance should be paid within 1 month after delivery from the factory subject to availability of deposit upto 50% value. Dealer should always be in the look out for new avenues to increase the business in his area. Dealers are advised not to deal with other competitors product, which will create confusion in the market and will immediately forfeit the agreement. Dealers are advised not to exercise their business activities outside the boundary of the area allotted to them, which will create confusion among the dealers and will immediately forfeit the agreement. If the dealer cancels his dealership on his own or cancelled by the company due to non performance Within 6 months Only 50% of the deposit will be refunded 6 months to 1 year Only 75% of the deposit will be refunded Above 1 year - 100% of the deposit will be refunded

and the balance will be adjusted towards the cost of finding replacement and sharing of knowledge and secrets of the company on its pricing and strategy. Such deposit will be refunded only after 6 months of cancellation. Dealership will also be forfeited if a dealer found engaged in unethical business practices, promoting competitors brand solar product, practicing business outside the allotted area etc., No deposit will be refunded on such occasions.

39

DPR for Dealer Development

SUPPORT FROM SOLKAR

To have a smooth profitable and successful business, SOLKAR will support in the following aspects:1. Dealership agreement will be issued to show their authenticity on demand. Full fledged training will be given to the dealer about the product, marketing, installation and after sales service as per the training programme mentioned in Annexure C. Apart from local promotions from the dealers, Corporate Advertisement for all its products, periodically will be released by the company at its own discretion. All catalogues/ publicity materials can be availed from the company by the dealer at a nominal actual cost. All the sales enquiries generated by Solkar will be distributed to the dealers in the respective areas. SOLKAR will keep a complete reference list of the Corporate Customers and provide it to the dealer when it is required by the dealer. Dealer meet will be conducted once in 3 months to discuss the problems and also for dealer evaluation. Any payment to dealer is settled through credit note only and the same will be adjusted in the forth coming bills/invoices. Incase of any corporate order, company can send its senior officials to clinch the deal or to make a faster action. Dealers will be entitled for a commission of 3% on the bill value before tax and transportation , when he introduces bulk business, corporate orders and higher capacity systems which normally not included in the dealers scope of sales. SOLKAR is at the liberty to make any change in dealers area for a better business prospects after discussing with the dealer to improve their presence in the market.

2.

3.

4.

5.

6.

7.

8.

9.

10.

40

DPR for Dealer Development

COMPETITION EDGE
How Solkar is comparatively good? Who are the other players who can compete Solkar products? The answer is very simple, again the age of Solkar commands all the other players in the industry in terms of quality, technology and durability. Solar products are meant for durability and there is no proven records from other competitors with their durable products. We see some companies coming out with Solar water heater with lesser price and vanish before 5 years as the product fails to work. We see some companies coming out with technologies claiming cost effective, but due to unmatched climate conditions in different regions the product fails again. So, for a product to be durable, it requires proven technology with quality inheritance, which Solkar offers. Again we can see the range of products, Solar Water Heater, though the price of Solkar will be higher with few thousands in the market, one should understand that this is the premium paid for a water heater to work for a longer years i.e. atleast for 20 years. By saving this premium one will end up in investing one more new system within next 3-5 years which is going to be 5 times more than the money saved initially. The products SunBreeze, SunGrace, SunWonder are all patentable, that much uniqueness it has in its application. The price of these products are also very much at par with other products in the market. And with the Solar Street Lights, SunMagic and SunDivine stands great with having away the competitors in terms of bright illumination with competitive pricing.

41

DPR for Dealer Development

CONCLUSION
We are sure that we have furnished all the necessary points for a prospective dealer to take decision on the subject. Having gone thro thoroughly with this project report, you are advised to follow the steps below: 1. Read this report carefully & understand the products clearly. 2. Conduct a preliminary market study at the place for which dealership is taken. 3. Visit the company and have a discussion and demonstration of all the products 4. Arrange for initial investment finance 5. Pay the amount of deposit and sign the dealership agreement with the company 6. Plan the readiness of the office/sales tax regn/manpower etc 7. Depute the team for training at solkar for 2 days 8. Plan the marketing strategy and be ready to launch the products after receipt of the same. However, it is strongly recommended that the dealer furnish a detailed background of his/her, any other points he/she may have for clarification. We now sincerely look forward to hearing from you on the subject of you becoming our Business Partners. In case you require further clarifications, or more details, you are at liberty to contact us at the following address on any working day, during office hours:

Mr.K.R. Jagadeesh Babu Vice President - Marketing SOLKAR SOLAR INDUSTRY LIMITED 13/2, JAYALAKSHMIPURAM 1ST STREET NUNGAMBAKKAM, CHENNAI 600 034 MOB: 091766 26192 TEL: 044 - 2827 4142 / 2827 1819 FAX: 044 2827 3435 Email dealer@solkar.in 42 DPR for Dealer Development

Annexure A

CLASSIFICATION OF TOWNS
ANDHRA PRADESH HYDERABAD VIJAYAWADA VISHAKAPATNAM NELLORE ONGOLE GUNTORE KAKINADA SRIKAKULAM KAMMAM WARANGAL KARIMNAGAR ADILABAD NIZAMABAD CUDDAPAH ANANTHAPUR TAMILNADU COIMBATORE* MADURAI TRICHY* SALEM ERODE PERAMBALUR THANJAVUR* DINDIGUL TUTICORIN TIRUNELVELI KERALA TRIVANDRUM KOCHI* CALICUT QUILON ALAPPEY KOTTAYAM THRISSUR PALAKKAD KARNATAKA BANGALORE MYSORE MANGALORE BELLARY RAICHUR GULBARGA BIDAR BELGAUM DHARWAD SHIMOGA CHIKMAGALUR

* Dealers are already appointed in these areas.

43

DPR for Dealer Development

Annexure B

DEMO KIT DETAILS The following items will be included in the Demo Kit : 1) 2) 3) 4) 5) 6) 7) Solar Water Heater (Table Top Prototype ) Solar Street Light (SunDivine Prototype ) Sun UPS (SunPower Actual in board fitting) SunGrace (Actual Product) SunWonder (Actual Product) SunBreeze (Actual Product) Vertical Scrolling Flex Banner 6.5 X 2.5 feet 1 1 1 1 1 1 2 No(s) No(s) No(s) No(s) No(s) No(s) No(s)

Apart from the above template of product catalogues will be given to the dealer periodically for them to print and distribute locally.

44

DPR for Dealer Development

Annexure C

TRAINING PROGRAMME DETAILS The scope of Training will be as under 1. About SOLAR ENERGY and its uses 2. Technology available in solar energy for both water heating systems and PV systems 3. Applications of various solar energy products 4. Our products, usage, demonstration of the product performance 5. Mock sales discussion 6. Installation of our system 7. Site supervision and selection at site 8. Costing and commercial offers 9. Service and after sales support 10.Customer rapport and handling style 11. R & D products and future scope

45

DPR for Dealer Development