AIRA: You have been in business for over three decades. What is the core value that has guided you all these years?

Ranjit Kambil: Our vision is about being recognized globally as a Safety and Industrial Automation solution provider. We’ve always believed in pushing the boundaries of what’s possible in industrial safety and process automation. Our commitment to Innovation, Quality, Reliability and customer service has been the cornerstone of our success. It’s not just about meeting customer expectations but exceeding them. This approach has helped us build long-term relationships and stay ahead in the industry.

AIRA: You have entered into technical collaboration with world leaders. What’s the strategy behind it?

Ranjit Kambil: Technical tie-ups are the key to staying at the forefront of technology. We gain access to cutting-edge technologies and expertise that we might not have developed in-house. It’s about creating synergies and leveraging each other’s strengths to deliver superior solutions to our customers. These partnerships also open up new markets and opportunities for growth.

AIRA: You are among the very few SMEs that have pushed the pedal hard on R & D. What do you see are the main advantages of it?

Ranjit Kambil: Research and Development is the heartbeat of every technology-driven organization. For us, it’s a commitment to innovation and distinction. Our R&D investments empower us to create tailored solutions that effectively solve our customers’ challenges. They also help us remain agile, competitive, and responsive to evolving market demands. Every insight from our R&D efforts feeds directly into the evolution of our products and services.

AIRA: You have built a pan India robust sales team which is not very common in SMEs. What is the thought behind it?

Ranjit Kambil: We recognized early on that having a strong sales and service presence across India would be crucial for our growth. India is a vast and diverse market and being present in key regions helps us respond to customer needs more effectively. Our sales team is not just about generating leads; they’re also ambassadors of our brand, providing valuable feedback from the ground that informs our strategy.

AIRA: Many SMEs complain lack of availability of technical talent. Do you also face these issues? How do you address it?

Ranjit Kambil: The talent challenge is real, but we’ve taken a proactive approach to attract and retain good talent. We invest in training and development programs, and we also collaborate with educational institutions to identify and nurture future talent. Creating a work environment that’s challenging yet rewarding helps us retain our team members. It’s about building a culture that values innovation and growth.

AIRA: Looking ahead, what is your next milestone and how are you preparing the organization for that?

Ranjit Kambil: Our focus is on achieving our next phase of growth by strengthening our leadership in industrial safety and automation. We’re driving this through operational expansion, strategic innovation, stronger digital and media engagement, and global outreach—supported by an agile, future-ready organization.

AIRA: What is the one policy change you would advocate to ensure a favourable environment for SMEs?

Ranjit Kambil: One key area would be to provide more support for R&D and innovation through tax incentives or grants. This would enable SMEs like ours to invest more in developing new technologies and products. Additionally, simplifying regulatory compliance and providing easier access to finance would go a long way in fostering a conducive environment for SMEs to thrive.

AIRA: What would be your advice to other SME owners that are looking to scale the business?

Ranjit Kambil: My advice would be to focus on building a strong foundation – whether it’s about developing a unique value proposition, investing in talent, or ensuring operational efficiency. Don’t be afraid to take calculated risks and be prepared to adapt to changing market conditions. Building strategic partnerships and staying customer-centric are also crucial. And most importantly, never lose sight of your vision and values as you scale.