30 Minute Interview

'AIS-GS is aiming to garner Rs 40 crore from the hospitality sector'

AIS-Glass Solutions (AIS-GS) is aiming at a 30 per cent revenue share through the hospitality sector in the next five years. Kunwar Narayan, COO of the company talks about the scope of glass in hospitality and the company's plans. By Sanjeev Bhar

How big is the hospitality segment for glass solutions and what is your existing revenue share?

The hospitality sector is growing by leaps and bounds. The scope of glass rests in two areas, namely, in construction and renovation. The market for glass thus stands at Rs 300-400 crore. We are aiming to tap the segment in a big way and aspire to capture a market share of Rs 40 crore. At present, hospitality forms around 18 per cent of our entire revenue. In the next five years we expect to increase it to 30 per cent.

Which types of glass are appreciated in this segment?

Glass is no more restricted to conventional boundaries, being applicable only to lobby areas, public areas, bathroom, interior space, etc. There has been an increase in demand from various quarters of hospitality for glass use; hotels being the major ones investing in it. Accordingly, the industry is identifying with glass solutions like low-heat glass, double-insulated, tempered, laminated and decorative glasses. The best part is AIS-GS also offers high-quality laminated glass with acoustic features within its exhaustive range. These include options of float, tempered, ceramic printed, heat-soaked, architectural-processed glass, PVB laminated and insulated glass units.

But considering the climatic conditions of India, is glass a good option for a building façade?

Yes, very much. Today, glass is actually looked upon as an energy-saver - for example in case of double insulated glass. In fact, glass is becoming a norm for the green building concept, where energy efficiency is the key. With innovation, glass has evolved as a strong energy-efficient facilitator and is making its presence felt.

Are these solutions really feasible in relation to green building parameters?

The very fact that glass is enabling buildings to reduce their energy requirement proves that they are very much in line with the green building concept. Besides, there are certain glasses which are reflective in nature and therefore, reduce glare as well. Glass comes with various specifications apt for the hospitality industry's specific needs of noise reduction, safety and for adding to the aesthetic beauty of the properties. Further, glass adheres to the requirement of the Energy Conservation Energy Code.

What will be your approach for the market?

Viewing the scenario practically, architects and interior designers play a critical role in decision-making and use of glass in a property. Also, there are companies targeting exclusively upscale to mid-budget hotel segments in the country. We aim to aggressively tap this pocket in order to reach the segment. In addition, we are also increasing the production at our existing four manufacturing units in Chennai, Mumbai and Delhi, and are looking to acquire a pan-India presence with direct business negotiations with clients in the near future.