A born fighter
From setting up a small unit in the jungles of Kandivli, to establishing world-class plants in India and globally, Singh has come a long way.
Recollecting about his first unit and the challenges he faced in operating it, Singh narrates, “In the distant outreach of Greater Mumbai we had jungles and marshland around us. No city car could reach upto the factory. We went by horse and carriage for the last kilometre.” It is often found that there are picturesque scenarios waiting at the end of difficult terrains. It was true in Singh’s case as well. From humble beginnings, Singh has become a name to be reckoned within the pharma packaging industry globally, today.
Like any new start-up, finding and retaining good managers was another problem for Singh, as also acquiring new technology. However, every obstacle was converted into an opportunity by him. He informs, “We created managers by training and enthusing our workmen and supervisors. The technology we had to develop by ourselves. Our growth perhaps took longer than it would have if we had gone public in the early years. But the only time we were desperately short of cash was when we were putting up our new plant at Dahanu, now Asia’s largest capsule plant.”
He adds, “The erstwhile BCCI Bank was the only one that came to our rescue. I learnt some valuable marketing lessons from them. Overcoming problems in real life teaches you more than the best business school. We are glad we did not go public. We have retained enormous flexibility, and we can react to change with speed. We have now reached a size and growth that we don’t need to raise money by diluting our stock. Unlike many of our global competitors, neither our plants nor people are for sale or purchase.”
Global recognitions
Singh’s considerable domain knowledge and expertise in pharma packaging helped him to raise his company to greater heights. His efforts received recognition from the industry and the governments in India and Croatia, where ACG has a plant.
“The Croatian Government, in public forums and TV, has twice described ACG as the ideal investor whom they welcome. In the last four years, two successive Presidents of Croatia have visited our plant at Ludbreg. They appreciated our efforts and contribution to Croatia in creating employment, innovation, technology creation and making it the third largest supplier of capsules in Europe through export of 95 per cent of our production,” informs Singh.
He adds, “Our company has also been nominated to represent Croatia for a top European Business Award. In Brazil, we have been recognised by the Association of Pharma Manufacturers as the best supplier of pharma equipment and consumables.”
Why only ACG?
| (L-R): Jasjit Singh, Ajit Singh and Karan Singh |
Many honours and recognitions that have remained elusive to its domestic counterparts, came ACG’s way, thanks to Singh’s visionary leadership. The contribution of his brother Jasjit Singh, Managing Director of the company, also proved instrumental in the company’s overall growth.
“It was not easy. And we were determined. We generally do not get into any product line which is simple to get into, which needs only investment. Our leadership is largely due to our advanced technology and quality. And due to the talent and dedication of our people led by our Managing Director, Jasjit Singh. He is a brilliant engineer, and very modest. He’s also a great manager and much liked. His son and my nephew Karan, who’s increasingly taking over, displays strong, positive aspects of both of us,” informs Singh.
According to Singh, his company’s achievements are a result of vision, patience, ambition, global networking, worldwide distribution and international advisors. Singh is optimistic about the growth of the industry as well. He says, “I’m sure other Indian manufacturers will also make their mark globally. They need to think long term and fortunately for them technology and manufacturing is now becoming a commodity. Acquiring proficiency here is not the great effort it was for us. Though achieving consistent quality is.”
50 decades…. and going strong
Singh is a walking encyclopedia on the pharma packaging industry. Many other big names in the industry have grown up in their respective domains by taking a leaf out of Singh’s book of experience. Who knows better about the ingredients of success than Singh himself?
“To remain for decades as a market leader and still keep going strong needs certain attributes, a certain mindset, and some luck. As known, nine out of 10 start up businesses close down. Even the life span of a large, apparently strong company seldom equals that of its key personnel. The first attribute is a passion for the product and business – the more you focus on and understand your product and processes, the greater the passion becomes. Particularly, if you develop expertise and develop a size that makes your company and yourself respected worldwide in your field,” says Singh.
He adds, “Another requirement is to look after your people. Only if you nurture them and help them to grow will they have the motivation and commitment to look after your customers. And satisfied customers are a key reason for continued existence and survival of a business. To succeed, one needs to envision the future and plan for it. Even better, to try and create it, or at least plan for it. Particularly important is planning for continuity and succession of key personnel. This is a delicate matter. My brother, Jasjit and I have worked out our own succession plan. Along with our very competent global head of HR Sunil Jha, we are now working on succession plans for other key positions. It is a difficult job, but, if not done it creates even more difficulty.”
| Not Just An Entrepreneur |
| Stjepan Mesic, (then the President of Croatia) during his visit to ACG Lukaps in 2009. Also seen in the picture is Devendra Aajgaonkar |
| Singh’s business acumen is well known, however, he is also a philanthropist. One day he saw Devendra Aajgaonkar (now his personal assistant), working at the Fellowship for Physically Handicapped (FPH). Impressed by potential within this short man, he offered Devendra an opportunity to work with him. Since mid-eighties, Devendra has been a close confidant of Singh. “He made my life. Because of him people treat me with respect, which otherwise I would not have got that easily,” says an emotional Devendra.
According to Devendra, Singh doesn’t like anybody calling him ‘Chotu’. His boss would argue, ‘Devendra is such a nice name, why should he be called Chotu?’ Devendra has visited countries like Germany and Croatia with Singh. He informs, “Singh would never hide his opinions about anything. He himself is a good human being and he likes to be among people with good moral values.” Today the entire Indian pharma industry associates Devendra with ACG Worldwide and he gives all the credit to Singh for the same. Devendra has spent close to three decades at ACG and wants to continue his association with the company, and more importantly, with his boss, Singh. |
It is the characteristic of a leader and a leading company to continuously reinvent the organisation and its products.
‘Be Close to Your Customer’ – is a constantly heard management jargon. According to Singh, it has a deeper meaning than giving great service, new varieties of product and listening to customers. As an example, ACG group is involved in training over 2,000 professionals from the global pharma industry every year through seminars and in-house training. Singh asserts, “You need to be regarded as a source of knowledge and guidance, and be recognised not only as a supplier but also as a friend and colleague.”
Singh was lucky in a way that he had a completely trusted and competent partner. In his case, it is his brother and life partner, Jasjit. Singh describes, “We work as a seamless unit, bringing our differing strengths to the business. Some time back we were joined by my nephew Karan. He is a fast learner and combines the strengths of us both. In the last few years we have also learnt, with great benefit, the importance of bringing in great team members often with competence greater than our own.”
Future expectations
ACG is a dream that Singh has lived day and night for several decades. He is as passionate about the company as he used to be 50 years back. Over the years, the company has achieved many milestones under his leadership and Singh wants his company to grow with the same spirit and enthusiasm.
He wants his company to be a world leader in each of its main products apart from being one of the best companies to work in, globally. Being a caring person by nature, Singh wants to continue to make products for the pharma industry that improves health and well being, reduce pain and suffering and continue to get the blessings of people from around the world billions of times a year.
Singh feels that a vital ingredient for continued success is to be very conscious of your inadequacies and missed opportunities. And learn from them. “Though we may become a world leader in sales of product lines we need to learn how to think and, more importantly, act like a world leader. But we are getting there,” says a humble Singh.
Conclusion
Associating Singh only to his company would be an injustice to his hard work in the last many decades. Today, he represents not just ACG Worldwide but the entire Indian pharma packaging machinery sector in the global market. Singh has achieved a lot today but like a true entrepreneur he always believes in taking a step further. Instead of predicting the future he wants to create the future and this thinking makes him stand apart from his colleagues in the industry.
American philosopher, Andrew Bernstein’s words, “The hero is the man who lets no obstacle prevent him from pursuing the values he has chosen,” describes Singh to a ‘T’. The Indian pharma machinery manufacturing industry has matured a lot over the last few years. Its overseas counterparts are looking at it as a serious competition. To keep this competitive edge alive, the role of a visionary like Singh would prove crucial.