On this pageThe cycle Cycle time Where cash leaks Stage detail

Quote-to-Cash 360

One spine from source to cash — the value, the conversion, the days, and the leakage at every handoff. Where sourced & quoted trade turns into contracted, delivered, invoiced and collected cash (and where it gets stuck).

Toyota Tsusho India Private Limited · FY25 (Mar'25, MCA-filed)

India arm of Toyota Tsusho — the Toyota Group's general trading company (sōgō shōsha)

238 employees · 10+ offices, service centres & hubs · 20 export markets

▲ Executive read· the answer, then the moves

₹137 Cr is leaking or stuck across the 73-day quote-to-cash cycle — the largest single pool is ₹45 Cr at Collect. Close the billing lag and aged book to pull cash forward without selling a thing.

5 of 6 headline metrics improving vs prior · still off target: Total Revenue ₹4,529 Cr vs ₹4,800 Cr, Debtor Days (DSO) 52d vs 45d, Cash Conversion Cycle 47d vs 40d

Do now — ranked by urgency

1
Steel / aluminium price volatility on thin trading marginAct now
Why it matters
Pass-through pricing & hedging; shift mix to value-added supply, recycling & higher-margin lines.
What's driving it
Trading margin
Signal: Alert
FYI
Metals is ~40% of revenue at ~2.0% EBITDA; a commodity-price swing compresses an already-thin spread.
Act →
2
₹95 Cr of programs at risk — Q4 FY26Act now
Why it matters
Each lost contract is contracted OEM / anchor supply revenue that won't repeat.
What's driving it
renewal window Q4 FY26
Signal: Order-book risk
FYI
Of ₹760 Cr of programs up for renewal in Q4 FY26, ₹95 Cr is at risk of non-repeat.
Owner: Chief Commercial Officer
Act →▤ open the at-risk contracts
3
₹105 Cr of programs at risk — Q2 FY27Act now
Why it matters
Each lost contract is contracted OEM / anchor supply revenue that won't repeat.
What's driving it
renewal window Q2 FY27
Signal: Order-book risk
FYI
Of ₹740 Cr of programs up for renewal in Q2 FY27, ₹105 Cr is at risk of non-repeat.
Owner: Chief Commercial Officer
Act →▤ open the at-risk contracts
4
Blocker: Entity / JV Governance & Carve-in — Green Energy (CleanMax Toyotsu)Act now
Why it matters
Gates the program go-live (SAP / trading ERP, Toyota-group EDI/JIT & service-centre MES integration).
What's driving it
due 2026-09-30 · Mitigating
Signal: Transformation blocker
FYI
CleanMax Toyotsu Green Energy JV (2025) governance, PPA-contract & project-SPV structures on the critical path to the 300 MW build-out.
Owner: Transformation PMO
Act →

📈 OEM supply chain & customer diversificationStep 6 of 6 · watch it convert order → cash◀ Project / Job 360Journey complete ✓All journeys

🌐 Enterprise 360 modules· on Order-to-Cash 360Browse all 31 views ▾

✅ Todayyour decision queue 📨 Activity & Digestaudit trail · @mentions 🧭 360 Directoryall views by persona 🗺 Guided Journeyspersona flows · step-by-step 🛰 Control Towercommand center 🎯 Strategy & Goals4 pillars · OKRs 💎 Value Creation Planstrategic value · group synergy 🤖 Cockpit AIrecommend & act 🌐 Enterprise 360the consolidated pane 📈 Trade Pipeline & Mandatesmandates · forecast · win-loss 🛰 Market & Industry Intelsignals · growth initiatives 🏛 Company Hierarchyorg · divisions · entities 🗂 Org Roll-up 360region · division · site 📍 Service Centres & Footprintservice centres · hubs · footprint 👥 OEM & CustomerOEM & customer accounts · cross-division 🧩 Customer Mastergolden record · MDM 🧾 Order / Tender 360tenders by division 🔄 Order-to-Cash 360order-to-cash cycle 🔁 Logistics & Fulfilmentfreight · warehousing · fulfilment 🔧 Project / Job 360delivery · job margin 👷 Workforce 360people · utilization 🏷 Divisions & Group Entitiesdivisions · group entities · margin 🧩 New Energy & Circular Economygreen energy · rare earths · recycling 🤝 Growth Initiativesinitiatives · capex · ROI 🚪 Strategic Value & Group Synergynet worth · RoNW · synergy 🚚 Sourcing & Supply Chainsourcing · spend · risk 💰 Finance 360P&L · divisions 💵 Cash 360DSO · AR · treasury 🧬 Ontology & Meshlogical layer · data products ▤ Evidencedrill-to-record · export 🩺 Data Healthfreshness · lineage

↗ Where this connects — act / drill across

🧾Order / Tender 360· discount leakage at the quote 🔧Project / Job 360· delivery → bill (unbilled WIP)💵Cash 360· collect — DSO & aged AR ▤Evidence· the overdue invoices to work

● LiveBuilt forCFO· cash conversion & working-capital tied upCOO · Operations· deliver → bill lag (unbilled dispatch / export docs)CMO · Sales· quote → order conversion & discount leakage

The source-to-cash cycle for the group, end to end. A sourced quote becomes a contracted order, the order becomes delivered goods (steel, JIT parts, materials), delivery becomes an invoice, and an invoice becomes cash — 73 days from source to cash, with ₹137 Cr leaking or stuck across the handoffs. Each stage links to the 360 that owns it and the records to work. (Contracted Toyota-group / OEM supply agreements bill on a steadier cadence — this is the spot / make-to-order lane.)

Data backing: o2c_stage (cycle stages) · quote_system · pipeline · project · ar_invoice / ar_aging — composed from the underlying 360s

73d

Quote-to-cash time

quote → collected

₹137 Cr

Tied up in the cycle

leaking or stuck

97%

Collected of booked

rest in inventory / AR

96%

Quote → order

win-to-book

1.0

Book-to-bill

intake keeps pace

The spine

Source → Order → Deliver → Invoice → Collect

Value flowing through each stage, the conversion from the prior stage, days in-stage, and the leakage at the handoff.

Quote8d

₹4,720 Cr

Source & Quote

₹40 Cr leak

Open →

96%▸

Order3d

₹4,529 Cr

Contract & Order

Open →

99%▸

Deliver6d

₹4,480 Cr

Logistics & Delivery

₹30 Cr leak

Open →

99%▸

Bill4d

₹4,450 Cr

Invoice

₹22 Cr leak

Open →▤ records

99%▸

Collect52d

₹4,405 Cr

Collection

₹45 Cr leak

Open →▤ records

Where the time goes

73-day quote-to-cash

The biggest levers are delivery/logistics (lead time) and collection (DSO) — the order handoff is quick; billing lag is the quiet one.

Quote 8d

Deliver 6d

Collect 52d

Quote · 8dOrder · 3dDeliver · 6dBill · 4dCollect · 52d

Where cash leaks or gets stuck

₹137 Cr across the cycle

Each leak quantified, owned, and linked to the 360 and the records that fix it — the working-capital recovery list.

🧭 Quote₹40 Cr

Off-contract spot sourcing vs governed SAP / EDI pricing

Owner: Sourcing · Trading DesksWork it →

🚚 Deliver₹30 Cr

Logistics / demurrage & JIT expediting cost

Owner: SCM · LogisticsWork it →

📄 Bill₹22 Cr

Unbilled dispatch + export-doc / LC lag

Owner: Finance · BillingWork it →▤ records

💵 Collect₹45 Cr

Aged AR >60d — delivered & billed, not collected

Owner: Treasury · CollectionsWork it →▤ records

Read this: the two biggest pools are ₹45 Cr aged AR (collect) and ₹22 Cr unbilled dispatch / export-doc lag (bill) — both pure working capital. Closing the billing lag and the aged book pulls ~₹67 Cr of cash forward without selling a thing.

Every stage, one row

Stage detail

Value, conversion, days, leakage and owner — drill to the owning 360.

Stage	Value	Conv. from prior	Days in-stage	Leakage	Owner	Drill
🧭 Source & Quote	₹4,720 Cr	—	8d	₹40 Cr	Sourcing · Trading Desks	→
📝 Contract & Order	₹4,529 Cr	96%	3d	—	Commercial · OEM Accounts	→
🚚 Logistics & Delivery	₹4,480 Cr	99%	6d	₹30 Cr	SCM · Logistics	→
📄 Invoice	₹4,450 Cr	99%	4d	₹22 Cr	Finance · Billing	→
💵 Collection	₹4,405 Cr	99%	52d	₹45 Cr	Treasury · Collections	→