General Manager, Sales and New Business Development unveils secrets behind constant rise of Amir Sultan Chinoy group
‘Sales and Business Ventures’ are among the major indicators that determine the strength of a company, and the abundance of opportunities that business houses embrace paints the landscape of any country’s health. In nations with economies like ours, bringing new business ventures is not an easy task. However, Pakistan Cables has certainly mastered the art of making it easier. How? We asked Salman Tahir, General Manager, Sales and New Business Development at Pakistan Cables Ltd.
Depicting economic scenario
We see an overall pessimistic view if one looks at things around them, but when you look at the engineering industry, things grow manifold. There are several reasons, such as the country having passed through tough times that affected policies. As a result, demand in the construction and engineering industries was impacted, turning business transactions into a challenge for manufacturers and suppliers. But tougher times are always an opportunity for analysis, reevaluation, and minimizing errors while making improvements. In other words, difficult times are always a blessing in disguise, and working in such situations bears fruit. Pakistan Cables followed this approach and set up a new plant in Nooriabad during difficult times, construction activity commenced a little prior to COVID-19 lockdowns. It was a huge capital investment—building a new plant on more than 40 acres, impacted by rising interest rates, inflation and low demand. Our resilience and preservance is paying off with the near completion of the Nooriabad factory, set to transform industry in Pakistan.
Boldness Vs difficult times
It’s our philosophy! Amir Sultan Chinoy Group (ASC) is one of the pioneering and largest groups in engineering and building materials category. ASC has been contributing towards localization of engineering products through its member companies that include Pakistan Cables, International Industries (IIL) and International Steel Ltd. (ISL) for 71 years. We believe in investing in Pakistan, as there is huge potential for improvement in the country. Looking at the countries around us, we recognize that we still have a long way to go on the path to development. This opens great avenues for those who wish to invest in Pakistan and are ready for difficult times.
We also know that Pakistan has significant opportunities for exports. Over the last five years, Pakistan Cables has made considerable efforts to develop export markets in the Middle East, Africa, and the Caribbean. We believe that attracting export markets can help offset a dwindling local market and earn foreign exchange for the country.
Pakistan Cables Nooriabad Plant and its products
We manufacture medium- and low-voltage cables used in power transmission and distribution, as well as in building and industrial projects. We have brought top-of-the-line equipment to Pakistan, such as the CCV Line, Pakistan’s 1st 69 kV line for MV cables which is German technology. As a result, we are now able to produce cables highest voltage cables (up to 69 KV), a first in the country. This serves as import substitution, localization, and an export product. Additionally, we produce transmission line conductors. For the raw materials, we have set up a state-of-the-art plant that localizes raw materials, which benefits us in terms of cost.
Climate Change and New Products
We have already launched several sustainability initiatives at both the Nooriabad and SITE plants. Against the backdrop of climate change, solar panels, inverters, and cables, especially those imported from China, have become increasingly important. We started localizing these products and have successfully developed ACCC® conductors and solar power cables. In the case of ACCC®, we have formed a technology partnership for localization with CTC, USA. Now, we are exclusively producing this conductor in Pakistan, which is being used by our distribution companies. We have successfully completed three projects so far, and it has reduced power line losses by up to 30 percent.
Business Ventures
Pakistan Cables has grown with foreign affiliations from the outset. We began with BIIC, UK, with which we were equity partners, and our partners were among the top cable manufacturers. Then, in 2010, we partnered with General Cables and enjoyed technological leadership in Pakistan. With CTC Global, we introduced ACCC conductors and continue to pursue the same philosophy.
Very recently, we signed an MoU with Bahra Electric, Saudi Arabia, with a vision of bringing business to both Pakistan and Saudi Arabia through mutual technological learning, sourcing materials, and more. This is a multifaceted partnership that will prove to be a promising start in the power sector.
Ease of Doing Business
It has been over seven decades since we began our journey, which started with the bold step of setting up an industry. Personally, I deeply appreciate the people who establish industries and conduct business in Pakistan because it requires extraordinary courage. Despite the challenges, we have yet to realize the full potential of our country. We do everything with the future of the country in mind. There are many difficulties that will arise when you begin working, but only with commitment can you succeed on this journey. — MS
