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HIKAL LTDwww.hikal

Hikal Ltd

reliable source of quality fine chemicals, pharmaceutical APIs (active pharmaceutical ingredients) and agrochemicals, Mumbai-based Hikal Ltd is continuously evaluating its operations to ensure incremental growth while minimising its impact on the environment. The company believes that growth must be sustainable and that the interests of all constituents need to be protected.

With annual revenues of £72 million, Hikal is a technology driven company. What sets it apart is its commitment to clean, safe technologies and its ability to establish itself as a dependable partner for high quality fine chemicals, safety and environmental protection.

Vice chairman and managing director Jai Hiremath is the driving force behind Hikal. He has a clear vision—to innovate and sustain high levels of growth in today’s competitive and difficult environment, and to position Hikal as a company of choice both as a preferred supplier and as an employer.

Hiremath believes by enhancing capacities, improving operating efficiencies and infusing long-term capital, the company will become more internationally competitive. Though Hikal has firmly positioned itself as a leader in the contract research and manufacturing (CRAM) space, it is one of the few Indian companies therein with a strong commitment to intellectual property rights (IPR). Hikal has made significant investments in intellectual capital, research and development (R&D) and state-of-the-art manufacturing plants.

AThere has also been a large investment in IT.

With five manufacturing facilities in India at Maharashtra (Taloja and Mahad), Gujarat (Panoli) and Bangalore (Jigani), including an R&D centre and a dedicated contract research facility—Acoris Research—in Pune, the Indian company has started construction of a new multipurpose, multiproduct API plant, which will be operational by June 2012. The flexible plant will be able to manufacture four APIs simultaneously under GMP (good manufacturing practices) and enable backward integration, in addition to meeting demand for products and containing rising input costs.

Hikal undertakes custom manufacturing projects in intermediates and APIs for multinational companies. The company has expertise in custom synthesis and contract research, with capabilities scaling up from gram to kilo and ton level of production. Acoris also provides cutting-edge research for global innovator mid-size and biotech companies.

Even as Hikal continues to generate its own intellectual property through process patents, the company plans to increase its Drug Master Filing every year. Acoris is also expanding its services and manpower. Hiremath believes the R&D unit will be the centre of innovation for the company and its customers.

Hikal is the only company in the world which manufactures Thiabendazole (TBZ) at its plant in Tajola, which has been set up with the technical support of Merck & Co Inc, which in turn has a

Hikal Ltd

COLLABORATION gaining a customer’s trust is a tough piece of work. “Don’t give up” is the word. The cooperation between Endress+Hauser India and the chemical group Hikal Ltd. shows that perseverance pays.

“Winning Hikal as a customer was a true

challenge,” recalls Sajiv Nath, Managing

Director of Endress+Hauser India. Hikal

has managed to establish itself in the

pharmaceutical and agrochemical business

in that short time,” he continues. The only

question was: How shall we start business and

be a preferred partner with Hikal?”

Hikal relied mainly on instruments made by

competitors. When it came to invitations for

tenders, Endress+Hauser India – in those days

also a young business – were usually further

runners. But the sales colleagues in India

stayed on the ball and kept on submitting their

offers. The breakthrough contract came in

2003 - and with a bang, not a whimper. “Hikal

bought three magnetic flowmeters from us,”

says Sajiv Nath. “Now that was no big deal,

but the snag was that the instruments had to

be delivered within three days.” With much

commitment and thanks to the help from the

colleagues at the Flowtec production site in

Aurangabad, the Sales Center completed the

job. Managing Director Sajiv Nath is certain:

“This contract was the foundation stone for the

ongoing partnership”.

The success story continues

Another milestone followed in 2006 when

Hikal invited bids for seven projects at

the same time. The complete measuring

instrumentation, they specified, should

be sourced from a single supplier.

Endress+Hauser India used the opportunity

and offered Hikal a fixed-rate contract. A clever

move, since Endress+Hauser was not only

awarded the contract for all seven projects,

but also became Hikal’s Main Instrumentation

Vendor for measuring instrumentation.

“It’s factors such as meeting expectations and

keeping promises which make Endress+Hauser

a trusted vendor,” says Falgun Shukla, long-

serving Hikal Senior General Manager IT

instrumentation. He continues. We trust the

quality of their products and we’re grateful for

their support. We’re looking forward to many

more years of cooperation.”

New milestones ahead

Today, Hikal is one of Endress+Hauser India’s

most loyal customers. And there is more to it:

“With Hikal, we’re now aiming for a partnership

in the fields of energy monitoring, life cycle

management and added value services”,

explains Managing Director Sajiv Nath. “To

do so, we need to intensify Hikal’s trust and

confidence in us. We can achieve this only

by showing that we’re not only familiar with

Endress+Hauser instruments, but also with

instruments made by third party vendors”.

These plans demonstrate that mutual trust

and understanding create a genuine win-win

relationship. A great gain for all stakeholders.

A partner for all seasons

Collaboration

Gaining a customer’s trust is tough; but don’t give up. The cooperation between Endress+Hauser India and the chemical group Hikal Ltd shows that perseverance pays.

“Winning Hikal as a customer was a true challenge,” recalls Sajiv Nath, managing director of Endress+Hauser India.

“Hikal managed to establish itself in the pharmaceutical and agrochemical business in a short time,” he continues. “The question was: how shall we start business and become a preferred partner with Hikal?”

Hikal relied mainly on instruments made by competitors. When it came to invitations for tenders, Endress+Hauser India—in those days also a young business—was usually not a front runner. But the sales colleagues in India stayed on the ball and kept on submitting their offers. The breakthrough contract came in 2003—and with a bang, not a whimper.

“Hikal bought three magnetic flowmeters from us,” says Sajiv Nath. “Now that was no big deal, but the snag was that the instruments had to be delivered within three days.” With much commitment and thanks to the help of colleagues at the Flowtec production site in Aurangabad, the Sales Center completed the job. Sajiv Nath is certain: “This contract was the foundation stone for the ongoing partnership.”

The success story continues

Another milestone followed in 2006 when Hikal invited bids for seven projects at the same time. The complete measuring instrumentation, they specified, should be sourced from a single supplier. Endress+Hauser India used the opportunity and offered Hikal a fixed rate contract. A clever move, since Endress+Hauser was not only awarded the contract for all seven projects, but also became Hikal’s Main Instrumentation Vendor for measuring instrumentation.

“It is factors such as meeting expectations and keeping promises which make Endress+Hauser a trusted vendor,” says Falgun Shukla, long-serving Hikal senior general manager, IT Instrumentation. He continues: “We trust the quality of their products and we’re grateful for their support. We’re looking forward to many more years of cooperation.”

New milestones ahead

Today, Hikal is one of Endress+Hauser India’s most loyal customers. And there is more to it: “With Hikal, we’re now aiming for a partnership in the fields of energy monitoring, life cycle management and added value services”, explains Sajiv Nath. “To do so, we need to intensify Hikal’s trust and confidence in us. We can achieve this only by showing that we’re not only familiar with Endress+Hauser instruments, but also with instruments made by third party vendors.”

These plans demonstrate that mutual trust and understanding create a genuine win-win relationship: a great gain for all stakeholders.

Endress+Hauser India

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100 per cent long-term buy-back agreement. TBZ is an important post-harvest fungicide used for vegetables and fruits. The Indian firm is also in talks for joint ventures with drug and agrochemical multinationals, where the technology for new molecules would be transferred to the venture by the multinational in exchange for equity.

The company also recently signed an agreement with a US-based pharmaceutical company to supply Gabapentin, a $2 billion anti-depressant that is going off-patent. It has also entered into a long-term supply agreement with a leading crop protection company in the US for the supply of new generation agrochemicals.

Though Hikal recently signed a long-term contract with a leading European pharmaceutical company for the manufacture of APIs, the financial year 2010 to 2011 was a challenging year. Overall sales revenues declined by eight per cent due

to costs and the rupee appreciation against the dollar; the pharmaceuticals business slid 10 per cent due to the regulatory issues faced by a major customer; and crop protection business was down three per cent for the year. Despite the setbacks, Hikal is clearly intent on leveraging clean technologies and process innovation for environmentally-friendly operations across the value chain.

Hiremath himself is focused on achieving sustainable growth: speaking to shareholders recently, he said reducing carbon footprint and utilising new technologies such as enzymatic processes to manufacture products efficiently without harming the environment would be a key driver towards this. The company currently

Hikal Ltd

Promoters of Orbit Fine Chem have been engaged in

international and local trade for the last three decades.

Our main activity is the distribution of bulk actives /

intermediates to various pharmaceuticals, food and

chemical industries, multinationals and conglomerates

all throughout India and across the world.

In our endeavour to serve the nation and industry in

a better way, we have always been in search of new

technology and new concepts. In doing so, we have

for the first time introduced the shot blasting system

of Blastrac USA for industrial, road and airport runway,

and concrete/asphalt cleaning purposes. Now we have

introduced state-of-the-art products from Ultra Tech

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construction compliance, facility protection and oil spill

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Though Hikal recently signed a long-term contract with a leading

European pharmaceutical company, the financial year has been challenging

Hikal Ltd

recycles all the water at its factories, and has a solvent recovery operation in place. Recently, it added an annexure to its solvent recovery unit to make its products more competitive. This improves the recovery of solvents and re-utilises key starting materials that reduce the load on the effluent treatment plant.

Hikal was awarded the ISO-1400 certification and also the Four Stars award by the British Safety Council for adhering to world-class health, safety and environmental standards at its Taloja plant. The company has also bagged the 1999 to 2000 Top Award for productivity, quality innovation and management from the Indian Chemical Manufacturers Association.

This year, the company has plans to increase its R&D manpower and introduce more products and technologies. The move is set to further strengthen Hikal’s position as a key supplier to the global CRAM market. Hikal has established itself as a leading supplier to innovator, generic pharma and biotech companies and is well positioned to capitalise on new opportunities and build on existing ones.

With its advanced infrastructure inspected and approved by globally recognised bodies such as the USFDA, Hikal is poised to be a part of India’s growth story. Dealing in spheres as intricate as crop protection, industrial chemicals and healthcare, the company is clear on making its mark, providing a strong bridge in the research to marketing value chain through its excellence in development and manufacturing. The road ahead is full of opportunities and Hikal is keen to take the next step ahead. www.hikal.com BE

Hikal is poised to be a part of India’s

growth story

www.hikal.comHIKAL LTD