Six order/quoting systems, one pipeline — federated win-rate, discounting and velocity, and the margin lost to off-platform legacy tools.
Migrating the 3 legacy plant / spreadsheet estimators onto SAP recovers ~₹93 Cr on orders Rico Auto already quotes — ₹16 Cr of discount leakage plus ₹77 Cr of win-rate uplift. The off-platform tools win less and discount more, with no central pricing governance.
4 of 4 headline metrics improving vs prior · all on or above target
Legacy plant estimators discount at 12% vs the SAP 5% — recovering ₹16 Cr of margin on the deals they already win, no new selling required.
Bringing legacy win-rate from 29% to the SAP 39% on ₹815 Cr of quotes adds ₹77 Cr of bookings.
One price book and approval workflow recovers ~₹93 Cr combined and flips these divisions from estimates to plant-grain actuals.
Each division still quotes in its own system — SAP SD, SAP CPQ, the ferrous plant legacy estimator, an export-desk tool, aero-defence spreadsheets. Federated, they total ₹3,480 Cr of open quotes; but the off-platform legacy plant systems win less and discount more, with no central pricing governance. One view shows where the margin leaks.
SAP-based systems (governed pricing) vs standalone legacy plant ones — note how win-rate falls and discount/cycle rise off-platform.
| Quoting system | Division | Quotes | Value | Win-rate | Discount | Cycle | Status |
|---|---|---|---|---|---|---|---|
| SAP SD (core ERP) | Aluminium HPDC | 1400 | ₹1,600 Cr | 38% | 5% | 14d | Integrated |
| Fluidtronics quoting (SAP CPQ) | Machining & New Mobility | 600 | ₹545 Cr | 40% | 6% | 16d | Integrated |
| Alloy-wheel program quoting (SAP) | Rico Jinfei (wheels) | 700 | ₹520 Cr | 41% | 5% | 12d | Integrated |
| Export-desk pricing tool | Exports | 380 | ₹400 Cr | 32% | 11% | 22d | Standalone |
| Ferrous plant legacy estimator | Ferrous Castings | 450 | ₹320 Cr | 28% | 12% | 24d | Standalone |
| AAN / aero-defence spreadsheets | Aero-Defence (AAN) | 300 | ₹95 Cr | 24% | 14% | 30d | Standalone |
Bringing the legacy plant tools to the SAP systems' discipline is worth real money on orders Rico Auto is already quoting.
If standalone tools discounted at the integrated 5% instead of 12%, on the deals they already win.
Lifting standalone win-rate from 29% to the integrated 39% on ₹815 Cr of quotes.
Standalone quote→order cycles run far longer; one CPQ shortens time-to-revenue and frees pursuit capacity.
The move: migrate the ferrous plant legacy estimator, export-desk pricing tool and AAN aero-defence spreadsheets onto SAP with one price book and approval workflow. It recovers ~₹93 Cr combined, and — like the customer master — it's the same standardization that flips these divisions from estimates to plant-grain actuals everywhere else in the cockpit.