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Type: - Public
Industry: - Components
Employees: - 72,000
Divisions:-
Electrical
Automotive
Aerospace
Hydraulics
Truck
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INTRODUCTION
History
Eaton-EFPL today has a story, which got built up as the needs of the business change.
Harry Vickers, whose invention of the balanced vane pump launched his firm’s success,
founded VICKERS in 1921.VICKERS SYSTEMS INTERNATIONAL LTD. (VSIL)
was incorporated in 1965 as a result of a joint venture between Mahindra & Mahindra
Ltd. and Vickers incorporated USA – a fully owned company of Aero quip –Vickers, Inc.,
USA. It brought the famous fluid power technology to India. It started its operation in
Kandivili in Mumbai. Later in 1982, established a plant in Pimpri, Pune.
In 1999, there was a major development. Eaton Corporation acquired Aeroquip –
Vickers for US $ 1.7 Billion, which became the largest acquisition in the history of Eaton
Corporation and thus VSIL became a part of Eaton.
Currently EFPL has its manufacturing setup in Pune and branch offices in
Bangalore, Chennai, Kolkata, Delhi and Ludhiana. The Corporate office is located in
Pune.
J.O.Eaton established EATON in the year 1911 to manufacture Truck Axles.
Today Eaton manufactures a large variety of products and has a turnover of US $ 11
Billion. It is a leader in Fluid Power Systems, Electrical Power Quality, Distribution and
Control, Automotive Engine Management and Fuel Economy. Eaton power and motion
control components, packages and systems are currently specified in 61 nations.
Eaton Corporation is a diversified power management company with 2008 sales of $15.4
billion.
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Employee Profile
Eaton-EFPL has a total of 221 employees. Employee profile is as in Fig P.1.3. 124 of the
total employees are part of a union affiliated to the Bharatiya Kamgar Karmachari
Mahasangh. Additionally, we employ diploma trainees and temporary labor for
manufacturing and other service needs in the campus.
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How Eaton Create Value for Customer
• Not just designing hydraulic system equipment for the world’s largest aircraft but
making it far lighter and more fuel efficient to operate
• Not just delivering the high-performance to make driving fun, but delivering the
better fuel economy to make it smart as well
• Not just creating electrical power chain systems but ensuring that the clean, vital
power is always on reliably, safely and economically
• Not just developing automated transmissions for trucking fleets but making
hundreds of millions of miles of safer and fuel-efficient driving possible
“We’re here to achieve great results, but each of us must demonstrate that we care
intensely about how we get those results. They are worth little and are unlikely to
endure if achieved unethically.”
Alexander M. Cutler
Chairman& CEO
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Is Being Eaton Recognized for “Doing Business Right”
ACHIEVEMENTS:-
• CRO’s “Best Corporate Citizen by Industry 2007” award
Ethical values are fundamental to Eaton. Its unwavering commitment to “doing business
right”—and to fostering an environment of open and honest communications—
differentiates it and appeal strongly to both current employees and the talented
professionals it seeks to recruit.
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CREATING A WORLD CLASS WORK PLACE
Eaton’s business is global, diverse and highly competitive. To succeed, they recruit the
very best people, unlimited by gender, race or other characteristics. People are committed
to maintaining a workforce that reflects the diversity of their customers and the markets
in which they compete around the world.
People there have created the Eaton Philosophy Work Practices system to pursue this
objective and consistently employing human resources practices across the organization.
Using this system, Eaton’s facilities and business functions are evaluated regularly
against eight categories of employee and workplace performance, and must meet specific
goals to achieve Eaton Business Excellence certification.
As Eaton business grows, it recognizes the importance of development and training for
meeting both employees and customers’ expanding needs. In Asia, for example, Eaton
has developed a number of unique talent management programs focused on recruiting
and developing strong leaders from throughout the region to support emerging growth
opportunities in those markets.
Eaton University and its new learning management system provide the foundation for
continuous learning throughout Eaton by offering a broad variety of experiential,
classroom and web-based educational opportunities.
In 2006, it continued to expand these resources, offering 492 instructor-led and 642 e-
learning programs, resulting in 68,095 individual course enrollments. This compares to
only 2,190 course enrollments in 2001, Eaton University’s first year.
Regulatory Environment
Eaton-EFPL is certified to ISO 9001-2000, ISO 14001:2004, and OHSAS18001:1999.
We also comply with the applicable national / local legislation and regulations i.e. the
Company’s Act, Factories Act, and Pollution Control Act. We also have periodic audits
by regulatory authorities to verify compliance to all norms and regulations e.g. audits by
the external Financial Auditors, Factory Inspector, Pollution Control Officer, Income Tax
authorities and Excise authorities. Accounting and Financial reporting functions are
conducted in accordance with Indian GAAP and US. Eaton-EFPL also complies with the
corporate governance standards as per Sarbanes Oxley (SOX). We have several internal
committees that meet on a regular basis to improve compliance and to build a ‘beyond
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compliance’ culture. Safety committee, fire-fighting committee, evacuation committee
and first aid committee are a few worth mentioning. We also have a detailed
implementation plan to meet the MESH objectives. This is tracked closely through our
Change Council.
Organizational Description
Corporate Goals
The key elements of Eaton's core values include-
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Eaton’s Vision
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DIVISIONS
Electrical
Hydraulics
Truck
Manual and automated truck transmissions and clutches; hybrid power train systems;
drive train, suspension, wheel-end and safety systems; anti-lock braking and traction
control systems; and vehicle diagnostics.
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Automotive
Air, transmission, and fuel management controls; automotive fluid connectors, engine air
management systems, including superchargers, cylinder head modules, engine valves and
lifters; and limited-slip and locking differentials.
Aerospace
Eaton’s aerospace business is one of the industry’s leading designers, manufacturers and
integrators of advanced hydraulic systems, fuel systems, motion control systems,
propulsion sub-systems and cockpit interface and circuit protection applications for
commercial and military programs.
Markets Served
Industrial Facilities
• Manufacturing Plants
• Chemical Processing Plants
• Food Processing Plants
• Shipping & Distribution Facilities
• Utility Infrastructure
Mobile/Industrial Platforms
• Agriculture
• Construction
• Forestry
• Industrial Automation & Control
• Metals & Mining
• Paper & Paper Product
• Rubber & Plastics
• Specialty Equipment
• Textile
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• Wire & Cable
Commercial/Institutional Facility
• Arenas/Stadiums
• Airport Terminals
• Hospitals
• Education
• Corporate/Office Property
• Mass Transit Infrastructure
• Retail Complexes
• Test/Instrumentation
Telecom/Data Centers
• Cable & Satellite
• Datacenter & Networking Infrastructure
• Natural Gas
• Telecommunications Infrastructure
• Wireless
Transportation
• Aircraft
• Truck & Commercial Vehicles
• Automotive
• Marine
• Rail & Mass Transit
Military/Defense
• Air Force
• Army
• Navy
• Space
Sports/Leisure
• Motor sports
• Cruise Lines
• Golf
• Parks/Theaters
Residential
• Construction
• Security
• Safety
Utility
• Alternative Energy Sources
• Electric
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• Natural Gas
• Oil & Gas
• Water
Civil/Offshore
• Dams/Locks
• Bridges
• Dredging
• Oil Platforms
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2008 Financial Highlights:-
Net sales $15.4 billion
Net income $1.06 billion
Operating Earnings per share (EPS) $6.83
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12% Electrical
12% Hydraulics
45%
Truck
15% Automotive
16% Aerospace
50%
40%
30%
20%
East
10%
0%
Electrical Hydraulics Truck Automotive Aerospace
EATON BUSINESS
In mass production, variety is less and volume is high, where as in project type,
variety is high but volume is low. Each project caters/is used to different application as
per the customer’s requirement so each will have different designs, thus it is a customized
type of business.
Therefore, Eaton India (Hydraulics) has the project type of the business. In project,
type there is end-to-end process. It means that there is a requirement first and after going
through the several processes, the final delivery is done.
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For this work, there are several departments in the company to handle this. They are-
• Marketing (to seek business opportunity, to find the good market, to promote the
brand, to give price related inputs to sales).
• Sales
• Planning (to plan about What to order, When to receive, How to proceed to get
the work done in time)
• Purchasing(from whom to get the data, how to quote the prices, send the
purchase order)
• Manufacturing (to do legal follow up of the purchase order, and get the work
done on time)
• Dispatch (to deliver the final product to the recipient as soon as possible)
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In Eaton Asia-Pacific, we have a new department called PE (proposal engineering) to
handle the planning and designing part.
Planning, purchasing, manufacturing, and store are combined into one department i.e.
SCM.
EATON IN INDIA
Entry: 1999
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Employees: 2,000
Eaton Corporation’s footprint in India has been growing steadily since 1999. With the
global acquisition of Aeroquip Vickers in April 1999, Eaton acquired two manufacturing
plants in Maharashtra state (one in Mumbai and the other in Pune) under the name of
Vickers Systems International Limited (VSIL).
The Mumbai plant was integrated into the Pune operations in January 2002. In February
2008, the name VSIL was legally changed to Eaton Fluid Power Ltd (EFPL).
The primary focus of the Pune-based EFPL is to manufacture a wide range of hydraulics
components and systems. With a clear view to expanding its presence in India, Eaton has
established many new entities. The first was an engineering center at the Pune campus
designed to do high-end engineering work for all of Eaton’s business segments. Since
then, Eaton has focused on enhancing its presence in India in all business segments and
on tapping into the diverse opportunities that India offers, including critical
manufacturing and engineering capabilities, product development, service centers and
globally competitive sourcing. While India offers a huge market opportunity in itself, it
also serves as a strategic location to enhance Eaton’s global competitiveness.
Powering Business Eaton is one of the world’s leading industrial enterprises, producing a
broad range of industrial and commercial products that touch people where they live,
work and play. By providing innovative, high quality products and maintaining superior
customer relationships, we are proud to play an active role in India's markets. An
important part of Eaton’s business focus is to develop products that help customers
protect the environment by conserving energy, reducing emissions and managing
resources.
Here and around the world, Eaton supports infrastructure growth and economic
expansion by providing:-
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Eaton is continuously expanding its presence by tapping on all the diverse opportunities
that India offers including critical manufacturing capability, product development,
engineering capability, finance and customer services, and globally competitive sourcing
potential. Eaton fully recognizes the importance of the Indian Subcontinent as an area of
ripening opportunity.
Today, as Eaton's important growth region in Asia Pacific, Eaton India is empowered to
take the lead in driving the company's manufacturing capabilities and professional
services in the region. India not only offers a huge market opportunity in itself, but it also
serves as a strategic location to enhance Eaton's global competitiveness. Eaton offers a
broad range of products and services, from fuel-efficient systems to Power Chain
management tools and components that safely guide commercial aircraft. Eaton is always
looking for new ways to increase the value of the products and services it offers to its
customers.
April 1999
With the global acquisition of Aeroquip Vickers, Eaton acquired two manufacturing
plants for hydraulic components and systems in Maharashtra. January 2002 The Mumbai
hydraulics plant was merged into the Pune operations.
June 2003
An Eaton India Engineering Center was established in Pune to focus on product
development and engineering effort for Eaton’s global markets. We currently employ 300
people and with our growth plan, are likely to see employment increase to 900 by 2010.
March 2004
A team was formed in India as an extension of Eaton’s global sourcing effort, to tap the
immense sourcing potential that India offers.
June 2004
As Eaton completed its acquisition of Powerware from Invensys, the New Delhi-based
facilities of Power ware were also integrated into Eaton’s India Operations.
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June 2005
A Global Support Service Center was established in Pune as an India-based customer
center, serving hydraulics and aerospace customers in the U.S., Europe and the Asia
Pacific region.
June 2005
The de-listing of VSIL shares from the Mumbai and Pune Stock Exchanges was
completed, paving the way for a wholly owned Eaton entity status. As of September
2006, Eaton holds 97.6 percent of VSIL.
November 2005
Asia Pacific Shared Services Center was set up to serve the Asia Pacific markets for
transaction management, invoice receipt and matching, accounts payable, accounts
receivable and general ledger accounting.
January 2006
The India Information Technology Center was set up to provide information technology
security for Eaton users.
October 2006
Eaton's Truck Component Operations began plans for India operations with the
acquisition of industrial land in Ranjangaon, Maharashtra for a new manufacturing
facility.
November 2007
The construction of the Truck Greenfield plant in Ranjangoan was completed and to
commemorate the occasion, the group hoisted the national flag and Eaton flag.
February 2008
The name Vickers Systems International Ltd was legally changed to Eaton Fluid Power
Ltd.
March 2008
Eaton inaugurated its state of the art Professional Services Center in Kharadi, Pune.
August 2008
Eaton purchased the engine valve components division of Kirloskar Oil Engines Ltd.,
located in Ahmednagar and Nashik, cities in the western state of Maharashtra, India.
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“To be the most admired company providing value added Systems Solutions in
select Power and Motion Control markets. To be a globally respected low cost high
quality manufacturer of selected product lines.”
Eaton’s Vision, Mission, Values, Philosophy, Code of Ethics together with the
India Focus Statement drives the Organizational Culture at Eaton-EFPL. Within this
overall framework, we use a team approach and good two-way communication to meet
our objective of becoming a customer-centric organization. This team working and
empowerment enables us to cut across hierarchical levels and functional boundaries and
facilitates flexibility, innovation and initiative.
Eaton Values
“The values Eaton holds are simple, yet timeless. They are fundamental beliefs
by which they operate.”
Brands in India
1. Aeroquip
2. Airflex
3. Char-Lynn
4. Cutler-Hammer
5. Eaton
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6. Fuller
7. Holec
8. Hydro-Line
9. Power ware
10. Road ranger
11. Vickers
Markets:-
• AG, Construction,
• Stationary, Medical systems
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Customers:-
DELHI
MUMBAI
KOLKATA
Works
PUNE Sales Offices
Distribution network
BANGALORE CHENNAI
Backhoe
Eaton Market Mix Ag Tractor
Concrete Mixer
Mobile Others
Primary Metals
Infra-structure
M/c tool IMM
Industrial Others
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Products and Services
The Pune Plant is a provider of hydraulics systems and components. Pune Plant
manufactures and markets a large range of products for the power and motion control
industry. In addition Eaton-EFPL also imports and trades a variety of hydraulic products.
The Eaton India Engineering Center (EIEC) has design capability and responsibility for
the core products, with operational support from EFPL.
Category Products
Type
Pumps Gear, vane, piston
Power Motors Vane, GG motors
Power units Customized systems
Cylinder, Direction, flow &
Controls &
Steering units, pressure control valves,
Actuation
Valves cylinders
Hoses, fittings
Fluid
& Hose Spiral & Braided
Conveyance
assembly
These products are supplied into selected market segments:- Mobile (Agriculture &
Construction) and Stationary (Industrial & Medical), using two channels a) Directly to
Original Equipment Manufacturers (OEMs) and b) through a Distribution Network. The
distribution network serves small OEMs as well as the after–market.
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VARIOUS DEPARTMENTS
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Organizational Relationships
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Eaton-FPL reports into HOAP, in turn HOAP reports to Hydraulics Operations,
which reports into the Fluid Power Group. The GM Hydraulics Operations India reports
to the VP HOAP. Reporting into GM India are the functional heads including Plant
Manager, SCM Manager, HR Manager, Controller, Sales Manager and Marketing
Manager. Each of these positions has functional reporting to the functional leaders of
HOAP. Some of the above positions also have a reporting relationship with the country
functional managers (Accounting & HR), to bring about strong functional alignment
among all operating entities in the campus.
The organization structure within EFPL has gone through many changes over the
last 18 months, as we prepare the organization for growth. The organization has also
shown great agility as we change continually to meet changing market and business
needs.
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Eaton Pune (pimpri) is known as Eaton fluid power Ltd. (EFPL). It comes under
hydraulics division. It caters about 35% to 40% of the total turnover of the Eaton pune
(India). The EFPL Pune plant in Pimpri produces comprehensive range of Industrial
Hydraulic Controls and Pumps, packaged systems and cylinders. The 45000-sq. ft. plant
has seven departments and is driven by the power of 221 employees.
• CONTROLS – Valves.
• ACTUATION – Cylinders.
PU and CYLINDERS are collectively called as PSD i.e. Power System Divisions
PSDs are the project based industrial products also known as power packs.
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Its major customer’s are-
• Walchandnagar
• Larsen & Toubro
• FL Smidth
• Machine Tool Industries
• Mahindra & Mahindra
• Exported
• Power Units supplied to Indian Space Research Organization for GSLV clamping
Cylinders
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• Power Units supplied to Nuclear Power Corporation of India which included
SS304 pipes & fittings and was also subjected to Seismic testing
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Major competitors:-
1. Bosch Rexroth
2. Parker
3. Yuken
Eaton offers capacities, control options and configurations to fit virtually any application
requirements. Quality Eaton components and high manufacturing standards ensure
efficient operation. A wide variety of manifold options and choice of pumps, allows you
to match your application requirements with a power unit that meets your system needs,
while ensuring cost-effective operation and optimum productivity. Package systems
offerings include both standard and custom offerings. Eaton has released thousands of
units into operation since 1960 with a proven record of accomplishment of reliability.
Industrial applications:
Standard Package Systems
Custom Package Systems
Mobile applications:
Standard Package Systems
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STANDARD
Eaton offers the industry's fastest way to buy industrial power units, bar manifolds, and
integrated motor pumps with the most flexible range of standard configurations. All
Standard Units can be configured on the Packaged Systems Configuration, PSC 2.0.
Eaton also offers power units for the mobile market.
2. Bar manifolds,
Markets Served:
Utility
Mining
Automotive Plant
Machine Tools
Molding
Primary Metals
Power Generation
Port Machinery
Entertainment
Civil Engineering
Construction
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CUSTOM
Eaton has a network of approved system integrators to build your custom power units for
larger scale projects. Eaton has the capability of making any hydraulic system anywhere
in the world. Eaton’s Application & Commercial Engineering (ACE) Group can design,
manage, and help install your system regardless of the size or complexity. You can
request for a quote from our ACE group for your system by contacting your local area
Eaton sales manager.
Sales
US$K
45,000
Sales
40,000
35,000
30,000
25,000
20,000
15,000
10,000
2003 2004 2005 2006 2007 2008FC
Mainly for the power unit products, L-series pricing is done so that the quotations are
made correctly as per the market conditions and orders can be brought up easily.
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L-SERIES PRICE LIST
PSD systems is divided into main 3 categories of the products i.e. - Local
products (EATON INDIA), Import products (EATON OUTSIDE INDIA), and
the Bought outs (OTHER THAN EATON).
Local and Import products are categorized into two parts i.e. POWER and
CONTROL.
Power includes products like- piston pumps, vane pumps, gear pumps,
etc.
Bought outs are categorized into- A, B, & C class based on their cost
value and their uses.
A class products mainly have high cost value and most important like: -
filters, motors, accumulators, etc.
B class products have low cost value than A class and are used large in
no., like: - valves, gauges, heaters, etc.
C class products have much low cost value and are used very large in no.,
like - fittings, flanges, hoses, etc.
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L-series price list is the list of distributor price & total price (in case of local
and imports) and base price & the landed cost (in case of bought outs) of
all the products. Landed cost or total cost is calculated by multiplying some
factor (which is calculated based on VAT, EXCISE DUTY, OCTROI,
TRANSPORTATION CHARGE, etc.) to the base price or distributor price
and over this cost, some percentage of margins is put to calculate the final
selling price.
Base prices are those prices, which are given by the supplier to the PE.
Then these prices are multiplied by the factor to come up on the landed
cost. These landed costs are sent to the marketing department on which
they put some profit margin to come up on the final selling price and this
price is sent to the customers to get the orders.
This price list plays an important role for the company to win the orders
from the customers regularly. The price list is prepared based on the
market condition and the competition prevailing.
Marketing and Sales people can get the orders only by showing the selling
prices of all of their products to the customers. If the prices are reasonable
and the quality is, good (mainly prices) then only they can win the orders,
else orders will go to the competitors.
Thus, we can see that L-series pricing is of great importance and it should be
updated time to time as per the market conditions, else company will suffer
huge losses.
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