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A REPORT
ON
FUTURE PROSPECT OF CABLE AND WIRE INDUSTRY
IN
THE INDIAN MARKET
BY
YOGESH CHANDAK
M.E.M. INDUSTRIES
A REPORT
ON
FUTURE PROSPECT OF CABLE AND WIRE INDUSTRY IN THE INDIAN MARKET
BY
YOGESH CHANDAK
ROLL NO.219
ROOM NO.13
SESSION: 2009~12
IN PARTIAL FULFILLMENT OF THE REQUIREMENTS OF THE
ACADEMIC CURRICULAM
OF
ST. XAVIER’S COLLEGE
(KOLKATA)
Distribution list
1. Prof. Tridep Sengupta
Faculty Guide
St. Xavier’s College
2. Mr. Vishal Mohta
Company Guide
Director
M.E.M Industries
TO WHOMSOEVER IT MAY CONCERN
This is to certify that Yogesh Chandak, a student of 3rd Year B.Com (M) Dept. of St. Xavier’s College
(Autonomous), Kolkata, having Roll No-219 has worked in Marketing Dept. of my Company and has
successfully completed his internship as required by the academic curriculum of St. Xavier’s College,
Kolkata.
The details of the internship are as follows:
Areas of work:
Attend business tradeshows Participate in marketing plans Create promotional materials Create sales presentations and present to prospects Assist with retail events Create displays Plan special events Work with clients Coordinate with internal departments to respond quickly to customer needs, requests and
problems
Duration (Period): From 02/01/2012 to 31/01/2012 (Timing 10:00 am to 6:00 pm)
He is sincere, honest and hardworking with a professional attitude & possesses very good job knowledge. I wish him all the best and success in future career endeavors.
For M.E.M Industries,
Vishal Mohta
(Director)
PREFACE I
ACKNOWLEDGEMENT II
ABSTRACT III
Chapter
No.
Contents Page No.
1 INTRODUCTION TO COMPANY
2 REVIEW OF LITERATURE
3 PRODUCT PROFILE
4 OBJECTIVES OF STUDY
5 RESEARCH METHODOLOGY
6LIMITATIONS OF THE STUDY
7 DATA ANALYSIS & INTERPRETATION
8 RECOMMENDATIONS & SUGGESTIONS
BIBLIOGRAPHY
ANNEXURE
PREFACE
Someone has rightly said that practical experience is far better and closer to the real world than
mere theoretical exposure. The practical experience helps the student to view the real business
world closely, which in turn widely influences his/her perceptions and understanding of the real
situation.
Analysis and Research work constitutes the backbone of any management education program.
A management student has to do research work quite frequently during his entire life span.
The research work entitled ‘’Future prospect of Cable and Wire Industry in Indian market’’
aims to know customer awareness regarding the cable industry in general and about MEM and
the products offered by it.
The present report is a part of the project that contains the work done by me during the
training period at M.E.M. Industries,Kolkata.
True to the core, a properly and executed industrial training helps a lot in providing linkage
between the student and the industry. It develops the awareness of industrial approach to
problem solving based on a board understanding of the mode of operation of industrial
organization.
This project has offered me an opportunity to put all my efforts and the theoretical knowledge to
practice and enhance my knowledge, and at the same time, given me practical experience in the
field of marketing. It is surely going to help me in my future projects too.
In the preparation of this report, I have made every effort to ensure that all steps involved in
development of this project are adequately covered and the report be completed in it. Any
suggestions for improvement, if rendered, will be gratefully accepted.
I sincerely hope that this project will prove pure knowledge imparting, through provoking and
thus stimulating future research work on these guideline.
ACKNOWLEDGEMENT
“Such Thanks I give As near death to those that whish him Live” - Shakespeare
A formal statement of acknowledgement will hardly meet the ends of justice in the matter of expressing
my deep sense of gratitude and obligation to all those who helped me in the completion of this project
report without whose precious time & expert guidance, the project would not have taken the current
shape.
The past four weeks working on this project under the guidance of my Project Leader and Guide has
greatly influenced my way of thinking towards facing the challenges during day-to-day development of
this project. This will help me a lot in future as I move further ahead in my professional life in the days to
come.
I am especially indebted to:
Mr. Chandra Narayan Mohta
Promoter, M.E.M Industries.
Mr. Vishal Mohta
Company Guide
Managing Director, M.E.M Industries.
Mr. Akhil Shukla
V.P Marketing, M.E.M Industries.
Prof. Tridep Sengupta
Faculty-In-charge
ST. XAVIER’S COLLEGE.
Last but not the least I would also like to express my gratitude to MEM employees and all my friends
who helped me a lot throughout this project.
Yogesh Chandak
Abstract
The market size of the cables and wires industry in India was estimated to be around Rs.150 billion in FY 11, of which cables would be approximately Rs.95-100 billion. It is estimated that approximately 70% of the industry is organized, while the remaining accounts for theunorganised & regional level players. The wire industry in India touched approximately Rs.50-55 billion in FY 11. It was estimated that the 8-year CAGR for the wires & cables industry was 12%.In India, the overall growth for cable industry was less than 5% in FY09-10 against the robust growth witnessed in FY11-12. FY10 was a challenging year for the industry,mainly due to liquidity crunch by end industry user sectors, leading to reduced demand faced due to delay in implementation of both ongoingand new projects.
In India, the overall growth for cable industry was less than 5%in FY 11-12 against the robust growth witnessed in FY 10-11. FY11 was a challenging year for the industry, mainly due to liquidity crunch by end industry user sectors, leading to reduced demand faced due to delay in implementation of both ongoing and new projects.
Chapter -1
Introduction to company
M.E.M Industries have been manufacturing Speciality Cables and Wires for
last 15 years, meeting stringent manufacturing and quality standards to satisfy
demanding users in Steel Plants, Power Plants, Oil Refineries, Paper Plants,
Aluminium Plants, Defence and other hitech industries. They have excellent
inhouse manufacturing facilities with the latest state of the art machineries and the
test facilities are the most comprehensive in India. At all times, highest quality not
only in materials but in services too remains their principle and to achieve this
aim, they take the utmost efforts.
‘M.E.M.’ believe in Innovation, keeping pace with the latest technology and in
course, developing products that would best meet the needs of their customers.
M.E.M.’s thrust for giving latest & better products makes it the leader in the field
of special application cables. The reason behind their success is strong emphasis
on Customer satisfaction in all respect.
M.E.M.’ with its meticulous efforts in maintaining best quality with its well
experienced team having the knowledge of cable designing, are proud and capable
of supplying special cables meeting any Indian / International Standards or
Customised requirements as desired by Project Authorities.
Vision:
"To be a globally recognized corporation that provides best electrical & instrumentation cable solution,
delivered by best-in-class people."
Mission:
To achieve our vision through fairness, business ethics, global reach, technological expertise,
building long term relationships with all our associates, customers, partners, and employees.
Values:
Customer Delight: A commitment to surpassing our customer expectations Leadership by
example. A commitment to set standards in our business and transactions based on mutual trust.
Integrity and Transparency: A commitment to be ethical, sincere and open in our dealings.
Pursuit of Excellence : A commitment to strive relentlessly, to constantly improve ourselves, our
teams, our services and products so as to become the best in class .
Review of Literature
Product Profile:
Cables are the crucial infrastructure backbone of an economy, the critical elements that
wire up the length and breadth of the country as telecom and power networks. Electrical wires
and cables market is growing at a steady pace as the government is investing heavily in
infrastructure development. Increase in capacity of the existing power plants and
commissioning of the new ones have resulted in higher demand for electric wires and cables.
Due to the roll out of 3G and broadband, demand for electric wires and cables is likely to
increaseinthefuture.
The report provides a brief introduction to the cables and wires market. It shows the distribution
of global cable and wire industry. It also provides the classification and a comparison between
Polyethylene (PE) and Poly Vinyl Chloride (PVC) cables on various parameters. The market
overview section gives a snapshot of the Indian electrical equipment industry. It also highlights
the market size, growth and the segmentation. Porter’s five forces analysis helps to understand
the prevailing structure of the electric wires and cable market. The import-export section
highlights the amount of import and export with respect to electric wires and cables over last
four years and the major countries of import and export.
The drivers include the huge investments made by various private companies in power sector as
well as the increasing budget allocation by the government on the power sector. Power sector is
the largest consumer of cables in India. Another important driver is the rollout of 3G and
broadband on a pan-India basis which will boost the market as demand will increase as players
look to enhance broadband penetration levels. Government impetus in refineries, power and
fertilizers will offer a boost to the cable industry as almost all manufacturing companies need
cables.
Robust industrialization and growing urbanization are the other important drivers identified.
Auto sector and railways are the other important sectors consuming wires and cables on a large
scale. Additionally, growth will be fuelled by urbanization as cables and wires will be required
in buildings and offices. Challenges identified include increasing price rise and competition
from Chinese imports. As the price of copper continues to increase, profit margins are squeezed
and they become uncompetitive in the international market. The next section deals with
government initiatives where the credit lending subsidiary scheme is explained.
It also highlights the rules and regulations the wire manufacturers need to adhere.
The competition section offers a bubble chart where the relative positions of the players are
depicted with respect to their revenue, net profit and market capitalization. It also includes
profiles of the major players in the market along with their financials. Key ratios and list of
important contact persons are also listed. Key geographic areas and major business segments are
also included. Key developments that have taken place in the market have been identified. The
last section deals with the strategic recommendations where the critical success factors
important to this industry have been depicted. The Appendix section describes various
associations and exhibitions pertaining to this sector.
Industry Analysis
The power sector in India is yet to show the explosive growth as seen in the Telecom sector. This is
despite the acute shortage of power in the country. The planned addition to generating capacity of 78,700
MW in the Indian government’s 11th five year plan covering the period 2007-2012 is not expected to be
met but it is heartening to note that the capacity addition in the last financial year ending March 2011 has
exceeded 15000 MW, the highest ever increase in capacity in any one year till date. This augurs well for
achievement of the target of 100,000 MW capacity addition set for the 12th five year plan covering the
period 2012 – 2017. This is all the more bolstered by the fact that 60% of the capacity additions in this
plan are expected from private companies, whose entry into the power sector is already giving renewed
impetus to growth. This expected growth of 20 GW per annum is second only to China which plans an
addition of 30 GW annually for the next few years.
“In the 11th five year plan 78,700 MW & 100,000 MW in
12th five year plan power generation capacity
is planned to be added”
Even greater investments have been allocated to the transmission and distribution areas. Double digit
growth is expected in the installation of 400 kV lines and HVDC lines above 500 kV with the highest
growth being charted for transmission lines of 765 KV and above. The distribution targets include
electrification of 100,000 villages which do not presently have any electricity. The outlay in the
distribution segment is expected to increase from USD 30 billion over the past 5 years, to approx USD 90
billion in the next 5 years. This shall greatly enhance demand for MV and LV cables from utilities.
“Distribution segment outlay is expected to increase
from USD 30 billion over the past 5 years to
USD 90 billion in the next 5 years”
The energy cable market in India was estimated at USD 3 billion in 2010 increasing at a compounded
annual growth rate of over 10%. This can be broadly divided into following segments:-
• High voltage HV (> 132 KV): USD 300 million
• Medium voltage MV (11 to 66 KV): USD 900 million
• Low voltage LV: USD 1.8 billion
• Building: USD 800 million
• Distribution: USD 800 million
• Specialty: USD 200 million
The fastest growing segment is that of high voltage cables where the market after being sluggish for many
years has now picked up and is projected to double in the next three years. In addition to the projected
growth in power generation and transmission, the rapid pace of urbanization is also expected to contribute
to enhanced demand for underground high voltage cable installations in place of overhead lines.
The pace of urbanization is staggering. As per a recent McKinsey report, by the year 2030 over 590
million people will live in cities, which is nearly twice the population of the United States. Also the
number of cities with population of 1 million plus will be 68 up from 42 at present. By comparison
Europe has 35 such cities.
In this growth scenario, multinational cable companies are increasingly entering the Indian market. In the
High Voltage field J-Power and Finolex Cables, Furukawa and Universal Cables, Brugg and KEI
Industries, Prysmian and Ravin Cables, Nexans and Polycab, and also General Cables have set up joint
ventures or technical collaborations. These are expected to meet the demand for 132 KV, 220 KV and 400
KV XLPE cables, which are largely being imported at present.
In the medium and low voltage power cable field, the growth is fuelled by the boom in the power,
industrial, realty and construction sectors. Unfortunately, the cable industry continues to be fragmented
with about 125 players in the organized sector and many more in the unorganized sector. There is need
for consolidation to achieve economies of scale and bring in technology and quality improvements which
have sometimes been sacrificed under the current intense competitive pressure and consequent low
margins which are plaguing in the industry. This situation is not conducive to the long term health of our
industry.
A large segment of low voltage cables is composed of building wires whose market is conservatively
estimated at USD 800 million. Here the industry is composed of a few large units with thousands of small
units in the unorganized sector. In this area, there is a pressing need for upgraded wiring systems and
modern manufacturing technology to cater to safety and reliability in this fast expanding market. An
encouraging sign is the emergence of more discerning customers with each passing year.
“Low Voltage cables is primarily composed of
building wires with estimated market share of USD 800 million”
Specialty cables have just started to become a significant market with the growth in sophisticated
applications in many vital sectors of the Indian economy. The government of India’s thrust on non-
conventional power generation such as wind, solar and nuclear power has led to a big push in demand of
special cables required for these applications. The current installed capacity of 4560 MW for nuclear
power is planned to grow by 3400 MW by 2017 and by a further 8000 MW till 2022. In the nuclear
power area, the country is poised for the construction of a large number of power plants in a phased
manner after safety issues occasioned by the Fukushima disaster are addressed. Similarly there is a major
thrust on capacity expansion in wind energy envisaging addition of 22500 MW in the 10 years to 2022.
For wind power, the number of major players such as Suzlon, Enercon and Vestas is being augmented by
entry of other big players such as Siemens and Gamesa. The other areas contributing to the increased
demand for special cables are the growth of mechanized mining and material handling, railways, oil &
gas and shipbuilding industries. These areas require the use of flexible cables often designed for use in
hazardous conditions.
The manufacturing base for specialty cables is concentrated in the hands of a few players such as
Universal, Nicco, Uniflex, Radiant and KEI. However the potential growth in this sector has attracted the
interest of global players like LAPP Cables who have already set up their second manufacturing unit
while Nexans, Prysmian and General Cables are in advanced stages of entry. Such plans are strengthened
by the possibility of India emerging as a regional hub for the manufacture of such cables, especially in
view of the free trade agreements as also the comprehensive economic partnership agreements that India
has with countries like Sri Lanka, SAARC & ASEAN countries, Singapore, Korea and Japan.
In conclusion, the outlook is rosy; the implementation of double digit growth in the cable industry is a
challenging task. Particularly for multinational companies entering India, the complex regulatory
framework, the bureaucratic red tape and prevalence of corruption are a daunting barrier. But reforms,
though slow, are progressing and participation in the Indian market is a must for all truly global players,
as India is on its way to becoming the third largest economy in the world over the next 15 years.
SWOT Analysis:
Strength
Cables are the backbone of the communication sector. Favorable demographics and increased
discretionary spending drive the growth of this sector. India is the fastest growing telecom
market in the world adding huge subscribers’ base every month. In addition, the telecom
companies are aggressively making inroads into rural markets. In addition, with the government
initiatives for the Universal Service Obligations (USO) fund on an annual basis is likely to keep
the demand for telecom infrastructure, including cables to remain strong. The Indian cable
industry is having strong clearly there is great potential for further mobile expansion in India if
mobile density approached the level of China or other developing Asian countries. This will be a
positive development for fibre optic cable demand as additional network capacity will be needed
to handle the traffic generated by expansion of the mobile phone subscriber base.
Weakness
The raw material prices viz; the copper and Aluminium remains volatile and the industry is fully
dependent on them Copper soared to an all-time high of $10,190 in February this year. However,
it has slipped by around 6 percent since then, it is still up 200 percent from 2008 lows and costs
about four times as much as aluminum, its nearest substitute.
Opportunity
In the last couple of years the fibre market has shown huge growth, worldwide fibre makers as a
group were able to meet the increased level of demand, but only just. From 2007 onwards, there
has been very little excess capacity - supply and demand have been balanced on a worldwide
level. New capacity in India and China has helped to meet the surge in Asian fibre demand. In
2009, China consumed 47% of the world’s fibre; whereas it only manufactured 35%. China had
been the main driver in the market globally at more than 40% of all world demand. Some in the
market had expected the demand for fibre optic cable to slow in China at the end of 2010, but
latest data for Q4 2010 shows that demand has continued to remain robust. In domestic markets,
there is more awareness now for the safety compliance in high rise buildings. The new airport
and underground railway stations require stringent safety features. All this encompasses great
growth outlook and opportunity for the sector.
Threats
Prices of many key raw materials used in cable-making rose sharply, becoming much more
volatile, with substantial fluctuations in market prices on a short timescale. Since then the
volatility has continued and after a slump due to the economic crisis that hit at the end of 2008,
prices have now risen again. The price of copper in particular is now a major talking point in the
cable industry though prices has been supported by the weakness in the US Dollar, though faster
than expected recovery in refined copper consumption, particularly in Asia was the major factor
for the prices rising to pre-recession era and resulted in demand exceeding supply in 2010. For
the second time in the last decade (the other being 2004), all the major regions of the world
posted an increase in wire and cable consumption. There was a modest deficit in 2010 but if the
consumption continues at similar level to last year than a significant deficit in 2011 can be
witnessed as supply further struggles to keep up with demand. This deficit coupled with a
continuing tight scrap market and the potential influence of the financial community means that
prices look set to rise further.
Outlook
The domestic cable and wire industry is highly matured though it is characterized by the few
players in the organized sector and has became a price sensitive industry that has in turn
impacted the quality standards and has somehow became an unremunerative business, with the
raw material price volatility and high fund requirement in the rising interest environment, all the
players have been impacted adversely. However the industry has started showing good growth in
cable export business and that may help to some extent in mitigating the margin pressure.
The current scenario for the Indian cable industry is not looking very good, as there are very few
manufacturers in the organized sector (around 25 only) and their installed capacity is much
higher than the present demand and despite a good volume growth there exist a cut-throat
competition among the cable manufacturers, the situation is not better on the global front too as
the volatility in the raw materials viz; copper and aluminum prices has stalled the growth of the
sector. Copper prices have been very volatile and have become a major hurdle for the sectors
growth though cheaper aluminum has made inroads into some industries, especially the auto
industry, where there is big demand for lighter, more energy-efficient cars.
Though there has been some uncertainty regarding the global economic recovery and India is not
a different story, for the last few months due to consistent interest rate hike by the Reserve Bank
of India, the signs of degeneration have started on the industrial growth and remain a concern for
the cable and wire sector too. Once the situation stabilizes the demand for the incremental cables
supply, prevalent in the industry (in form of large, ongoing infrastructure, power and industrial
projects) is expected to flow and then the industry may again. There has been consciousness for
the green energy for last some time and the Wind power generation, which uses good amount of
wire is a small but growing market. Also, the Introduction of energy efficiency regulations will
typically require more or larger cable to be used.
Cable industry suffers due to copper price volatility:
The Indian cable industry worth over Rs 27,000 crore is highly fragmented with large number of
cable producers, many of them being small-scale cable producers; some are even family-run
operations which use the most basic production equipments. There has been very limited
consolidation amongst the major players in the industry. The tendency of cable companies to
grow organically, rather than by acquisition of competitors, means that no dominant groups have
emerged in the industry.Historically, the demand in the electrical cable industry has been
characterized by its cyclical pattern. The sector witnessed sustained market depression during the
period 1998-2003 and since then the industry is on the upswing. Though there was some
consolidation during the recession phase of 2008-09 but afterwards with infrastructure receiving
priority attention from the Government of India, construction, power and telecom sectors are fast
developing, giving a boost to the wire and cable industries in the near future.
Composition of the Indian cable industry
Not only in India but across the globe Industrial and domestic users are the mainstay of the cable
market. The industrial users mainly comprise of power, communication, cement, steel, railways
and petro-chemicals sectors. Most of their demand is addressed by the organized sector.
However, if we talk about the household demand then it is still being met largely by un-
organized sector. Though there has been a shift in the preferences and the domestic consumers’
too are becoming quality conscious and there is a steady shift towards high end cables thereby
benefiting the organized sector.
The cable industry can be broadly segmented into extra high voltage power cables greater than
66KV, medium voltage power cables up to 33KV and Low voltage power cables up to 1 KV,
instrumentation and control cables, light duty cables, fibre optic cables, copper telephone cables,
elastomer rubber cables and specialty cables, each of these is an industry itself.
Application of cables
The wire and cable industry manufactures a wide range of products that support a multitude of
applications. Key functional components of wire and cable products include heat stabilizers,
which may contain lead, flame-retardants, and polymer systems used in insulation and jacketing.
These materials and other ingredients impart electrical insulation, physical stability, and fire
performance properties, but have been identified as materials of potential environmental concern
or as materials for which industry stakeholders have expressed a desire to identify and evaluate
alternatives.
Wire and cable sector basically consists of two areas: power and telecommunication. Powers
cable essentially uses PVC while telecommunication sector uses PE. Power cable consists of 3
types of products depending upon the intensity of power. Low-tension cables have a capacity up
to 1.1 KV and predominantly use PVC insulation and jacketing. The medium tension power
cables are between 1.1 KV and 11 KV generally use PE as well as PVC. The high-tension sector
is beyond 11 KV. This sector uses exclusively PE. The low-tension cables are used for tertiary
distribution of power mainly from substation to buildings. It also includes housing wires. This
sector contains many other products for myriad applications. The medium tension cable
generally use silane croslinkable PE compounds while the high-tension cables use continuous
vulcanization cables made from PE (LDPE). The telecommunication cables are essentially made
from PE because of excellent insulation characteristics.
Amongst the industrial users, wires and cables mainly find application in three sectors: power,
industrial and telecommunication. Industrial cables include control and instrumentation, LT
cables, HT cables and specialty cables whereas telecom cables are classified as high capacity
cables (Optical Fibre Cables -OFCS) and Low capacity cables (Jelly Filled Telecom Cables -
JFTCS).
Control cables are used for control circuits in power plants and other similar industrial -
Electrical installations and signaling network of Railways. Instrumentation cable offers total
interference free data transfer and is ideal for use as a signal and control cable in measuring,
process- control and security systems. Instrumentation process in any industry is a very
important factor for controlling various parameters during processing. These cables are used in
normal or hazardous areas. These cables come with or without flame retardant properties and are
suitable in process control, A/D converters and other modern microprocessor based
instrumentation circuits. Microprocessor based control devices demand very low noise level and
attenuation of signals in the cable. These cables are designed to offer excellent resistance to noise
and induction phenomena encountered in instrumentation circuits
Demand drivers
Cables are the necessity of every basic infrastructure. Be it housing, telecom or information
technology, cables form the backbone of all the core industries. The industry has a derived
demand and caters to the high growth sector of the economy.
Demand for cables comes from the following sectors:- Industrial capex (on construction of new
plants and factories);- Power capacity addition during 11th and 12th plan;- Housing and
construction of IT / ITES complexes, malls, multiplexes, etc; and- Others like Mining,
Shipbuilding, Defense, R&D and large processed based industries.
Industrial investment
Industrial investment coming in the form of Industrial plants and buildings and other electrical
and control equipments and machinery would require power and control cables- be it high
tension or medium- tension or low tension. This would drive demand for power cables in
industrial sector, going forward. Industrial capex has been picking up on the back of increasing
industrial production with revival in economy.
Demand due to power capacity addition in five year plan
Power is a vital input for economic and social development of our society. Besides its
importance in the growth of the country’s economy, it plays a major role in the life of a common
man and has a direct impact on the quality of life. Power cable industry is mainly dependent on
the status of the power sector. It has been estimated that in the long term the projections of power
requirement are expected to grow, with the Installed Capacity requirement by 2031-32
Tentative capacity addition proposed during 12th Plan (2012-2017)
Twelfth Plan Estimates (in MW)
Hydro 30,000
Thermal 44,500
Nuclear 12,000
Total 86,500
Housing and construction of IT/ITES complexes, malls, multiplexes, etc.
This sector is expected to continue its growth on the back of rising demand for residential
property from increasing number of nuclear families and easy availability of housing loans. IT
and ITES sectors are growing, which is resulting in development of IT parks and development
centres. This is giving further boost to capital formation in service sector infrastructure.
In real estate, low tension cables called housing wires and Lighting cables are used extensively.
Consumption of housing sector growing, we expect demand for housing wire to grow.
Thereafter, the demand for cabling and LAN cables would grow in commercial building and TV
cables in case of housing complexes and TV - coaxial cables in intelligent building network
management. These all factors would drive demand for cables.
Constituents of cable
Copper is the major and primary raw material used for making cable, almost 60% of the global
copper production is used for making wire and cables because of its superior electrical
conductivity. It is a ductile metal with very high thermal and electrical conductivity. There has
been consistent rise in copper prices in last couple of years as the demand increased surged post
recession, mainly in the Asian region but the supply grew with a comparatively slower pace and
created a demand-supply mismatch that raised the prices to news high. Though fear of a possible
double dip recession in Western nations eased the prices to some extent but on the same time
anvil of physically backed Exchange Traded Products have moved the prices up.
Electrical and Electronic Products and Telecom are Major Consumers of Copper in India
In 2013 a number of new mining projects are due to come on stream and supply should grow at a
faster rate than demand .This should lead to an easing of prices, which are forecast to fall back to
an average of under $7,000/tonne.
But as the copper prices are continuously increasing the most obvious material substitution for the cable industry is to use aluminium as a conductor rather than copper. In looking at the relative cost of copper and aluminium conductors a combination of the price ratio, the specific gravity ratio and the conductivity ratio needs to be taken into account to get a true idea of the cost saving in using aluminium. Copper is much heavier than aluminium (with a specific gravity of 8.9 g/cm3 compared to 2.7 g/cm3 for aluminium) and so a copper conductor weighs 3.3 times the weight of an equivalent sized aluminium conductor. However, aluminium only has 61% of the conductivity of copper and so to carry the same current aluminum conductor needs to be 61% larger in area. Thus by weight you need to use around 2 times as much copper as aluminium (3.3 x 0.61) to get an equivalent conductor capable of carrying the same current.
OBJECTIVES OF THE STUDY
Every study is conducted with key objectives and aims kept in the fore. Without aims and objectives the
study is like a ship without radar. So aims and objectives of this study are.
1) To coordinate with internal departments to respond quickly to customer needs,
requests and problems.
2) To know how satisfied are customers and retailers with the products they purchase and the
services provided by the company.
3) To find out what the customer and the retailer wants from MEM cables.
4) To know the market shares of MEM Cables.
5) To know the perception of customer regarding the quality of MEM cables.
6) To know the most influential factors that influence the customer behaviour towards MEM
cables.
Areas of work:
Attend business tradeshows. Participate in marketing plans. Create promotional materials. Create sales presentations and present to prospects. Assist with retail events. Create displays. Plan special events. Work with clients.
CHAPTER 4
RESEARCH
METHODOLOGY
RESEARCH METHODOLOGY
Research methodology is a way to systematically solve the research problem. The research
methodology included various methods and techniques for conducting a research. “Marketing Research
is a systematic design, collection, analysis, and reporting of data and finding relevant solution to a
specific marketing situation or problem.” Sciences define research as “ the manipulation of things,
concepts or symbols for the purpose of generalizing to extend, correct or verify knowledge, whether
that knowledge aids in construction of theory or in practice of an art.”
Research is thus, an original contribution to the existing stock of knowledge marketing for its
advancement, the purpose of research is to discover answers to the questions through the application
of scientific procedure.
My research project has a specified framework for collecting the data in an effective manner. Such
framework is called “Research Design”. The research process which was followed by me consisted
following steps.
4.1) Defining the problem & Research Objectives
It is said, “A problem well defined is half solved”. The step is to define the project under study and
deciding the research objective.
4.2) Developing the Research Plan:
The second stage of research calls for developing the efficient plan for gathering the needed
information. Designing a research plan calls for decision on the data sources, research approach,
research instruments, sampling plan and contacts methods. The research is descriptive in nature and is
aimed at analyzing the future prospect of Cable and Wire Industry in India.
The development of Research plan has the following Steps:
a.) Data Sources
Two types of data were taken into consideration i.e. Primary data and Secondary data. My major
emphasis was on gathering the primary data. The secondary data has been used to make things
more clear.
i. Primary Data: Direct collection of data from the source of information, including personal
interviewing, survey etc.
ii. Secondary Data: Indirect collection of data from sources containing past or recent
information like, Annual Publications, Books, Newspaper and Magazines etc.
4.3.) Research Approach
Surveys are best suited for Descriptive Research. Surveys are undertaken to learn about people’s
knowledge, beliefs, preferences, satisfactions and so on and to measure these magnitudes in the
general public. Therefore I have done this Survey for the Descriptive Research Process.
4.4.) Research instrument
A close friend questionnaire was constructed for my survey. A Questionnaire consisting of a set of
questions was presented to respondents for their answers.
a.) Sampling Plan
The sampling plan calls for three decisions.
i. Sampling unit: Who is to be surveyed?
The target population must be defined that has to be sampled. It is necessary so as to develop a
sampling frame so that everyone in the target population has an equal chance of being sampled. The
sampling unit of this project was Kolkata.
ii. Sample Size: How many people have to be surveyed?
Generally large sample gives more reliable results than small samples. The sample consisted of 100
respondents. The sample was drawn from 15 retailers and 20 end user’s customers’ people having
different educational qualifications, occupations and age group. The selection of the respondents
was done on the basis of simple random sampling. The sample was drawn from people having
different educational qualifications, occupation and age groups.
iii. Contact Methods
Once the sampling plan has been determined, the question is how the subject should be contracted
i.e. by telephone, mail or personal interview. Here in this survey, I have contacted the respondents
through personal interviews.
4.5.) Collecting the information
The collection of data is a tedious task. For conducting any sort of research data was needed. So
for my research, there was plenty of primary data and for increasing the validity of information
collected, some books, journals, pamphlets, information about the company were studied and
taken into considerations. After this, I have collected the information from the respondents with
the help of questionnaire.
a.) Collection of Primary Data: Primary Data is the data collected from the original
source. In my survey and study, there was optimum availability of primary data because
every aspect was witnesses carefully at each point. Questionnaire and personal
interviews were the main instruments, which were used for collecting primary data.
b.) Collection of Secondary Data: Secondary Data is the one which has already been
collected by someone else and some other person is using that information. The source
of secondary data was, some related books and websites related to the company. The
competent staff of the company helped me a lot in providing information about the
company.
4.6) Analyze the Information
The next step is to extract the pertinent findings from the collected data. I have tabulated the
collected data and developed frequency distributions. Thus the whole data was grouped aspect
wise and was presented in tabular form. Thus, frequencies and percentages were prepared to
render impact of the study.
4.7.) Presentation of findings:
This is the last and important step in the research process. The findings are presented in the
form of graphs, pie charts, conclusions, suggestions and recommendations after data analysis.
LIMITATIONS OF THE STUDY
1) The possibility of respondent’s responses being biased cannot be ruled out.
2) Limited access to secondary data pertaining to MEM’s performance in other regions or any
other information was another problem in finding a correct response.
3) Since a smaller sample was chosen so it may not be true representative of population under
study.
4) Most of the times people don’t give appropriate information.
5) Mostly retailers don’t want to give accurate information and act rudely.
6) The survey was to be conducted in a limited span of time (4 weeks) which also posed a limiting
factor.
7) The retailers are so busy in their business so that they did not show actual picture of the
situation.
CHAPTER- 5
DATA ANALYSIS
AND
INTERPRETATION
Summary Findings
Electrical wires and cables market is growing at a steady pace as the government is investing heavily in infrastructure development. Increase in capacity of the existing power plants and commissioning of the new ones have resulted in higher demand for electric wires and cables. Due to the roll out of 3G and broadband, demand for electric wires and cables is likely to increase in the future.
The report provides a brief introduction to the cables and wires market. It shows the distribution of Indian cable and wire industry. It also provides the classification and a comparison between Polyethylene (PE) and Poly Vinyl Chloride (PVC) cables on various parameters. The market overview section gives a snapshot of the Indian electrical equipment industry. It also highlights the market size, growth and the segmentation.The import-export section highlights the amount of import and export with respect to electric wires and cables over last four years and the major countries of import and export.
The drivers include the huge investments made by various private companies in power sector as well as the increasing budget allocation by the government on the power sector. Power sector is the largest consumer of cables in India. Another important driver is the rollout of 3G and broadband on a pan-India basis which will boost the market as demand will increase as players look to enhance broadband penetration levels. Government impetus in refineries, power and fertilizers will offer a boost to the cable industry as almost all manufacturing companies need cables. Robust industrialization and growing urbanization are the other important drivers identified. Auto sector and railways are the other important sectors consuming wires and cables on a large scale. Additionally, growth will be fuelled by urbanization as cables and wires will be required in buildings and offices. Challenges identified include increasing price rise and competition from Chinese imports. As the price of copper continues to increase, profit margins are squeezed and they become uncompetitive in the international market. The next section deals with government initiatives where the credit lending subsidiary scheme is explained. It also highlights the rules and regulations the wire manufacturers need to adhere.
The competition section offers a bubble chart where the relative positions of the players are depicted with respect to their revenue, net profit and market capitalization. It also includes profiles of the major players in the market along with their financials. Key ratios and list of important contact persons are also listed. Key geographic areas and major business segments are also included. Key developments that have taken place in the market have been identified. The last section deals with the strategic recommendations where the critical success factors important to this industry have been depicted.
Questionnaire
1. How many brand of Cables you sell?
Response No of respondent
One 5
Two 12
Three 24
Four 22
More Than Four 12
1 2 3 4 >40
5
10
15
20
25
No of respondent
No of respondent
Inference The above chart shows that 22 retailer sell three type of brand of Cables, 20 retailers sell four type brand,7 retailers sell only two type, 4 retailers sell more than four brands of Cables and only one retailer sell one brand of Cable.
2. Which brand of Cables frequently sells at your counter?
Response No of respondent
Havells 22
KEI 20
Polycab 27
Any Other 6
Inference According to this chart 36% retailer sell PolyCab, 29% sell Hevells, 27% sell Kei brand of cable..
29%
27%
36%
8%
No of respondent
HavellsKEIPolycabAny Other
3. What do you feel about service of the MEM industries?
Response No of respondent
Very Good 7
Good 20
Average 13
Poor 11
Very Bad 3
Very Good 13%
Good37%
Average24%
Poor20%
Very Bad6%
Very Good
Good
Average
Poor
Very Bad
Inference 13% retailer of my survey feel service of MEM is very good, 37% feel service is good, 24% feel average about the service of the company, 20% feel service is bad and 6% retailers feel service of company is very bad. So majority of retailers are happy with the service of the company.
4. Do you agree with the price of MEM Cables is competitive?
Response No of respondent
Strongly Agree 10
Agree 28
Disagree 14
Strongly Disagree 2
Can’t Say 00
Strongly Agree Agree Disagree Strongly Disagree Can’t Say0
5
10
15
20
25
30
10
28
14
2
0
Strongly AgreeAgreeDisagreeStrongly DisagreeCan’t Say
Inference The majority of retailers of my survey think the price of MEM Cables is competitive. But 14 retailers are not agree that the price of MEM Cables is competitive.
5. How effective the promotional activities of MEM Industries?
Response No of respondent
Very Good 15
Good 19
Average 11
Poor 7
Very Bad 2
Very Good 28%
Good35%
Average20%
Poor13%
Very Bad4%
Very Good
Good
Average
Poor
Very Bad
Inference 83% retailers think the promotional activities of MEM is good and 13% think promotional activities of company is bad.
6. In your opinion the new adjustment policy of MEM Cables in the form of 7% less in bill is…………..
Response No of respondent
Useful 0
Useful to some extent 5
Wasteful Efforts 48
Can’t Say 1
0
5
10
15
20
25
30
35
40
45
50
Useful; 0
Useful to some extent; 5
Wastefull Ef-fort; 48
Can't Say; 1
UsefulUseful to some extentWastefull EffortCan't Say
Inference the new policy related to is a wasteful effort of the company according to the 48 retailers out of 54. Because retailer want guarantee product for sell.
7. What type of products do you want to sell?
Response No of respondent
Quality Products 15
Guarantee Products 35
Any Other 4
Quality Products28%
Guarantee Products65%
Any Other7%
Quality Products
Guarantee Products
Any Other
Inference From the above chart we conclude that most of the retailer wants to sell guarantee product. Only 28% retailer prefer to sell Quality product because of they avoid the risk as far as possible.
8. Availability of MEM Cables in the market………….
Response No of respondent
Always Available 48
Occasionally Available 6
Always Unavailable 0
Always Available
89%
Ocassionally Available11%
Always AvailableOcassionally AvailableAlways unavailable
Inference:- 89% retailer assume that MEM Cables are easily available when they need.
CHAPTER 6
RECOMMENDATION
S
&
SUGGESTIONS
Recommendations and Suggestions
1) More local/ regional advertisements should be there to make people aware about MEM and its
products.
2) There should be more advertisement on the world wide web also.
3) Campaigning should be done at all level.
4) Business Development Officers should contact Architects and Customers on regular basis.
5) More flexible discount schemes should be provided.
6) Product catalogues and price lists should be provided to the customers on regular basis.
7) Increase the percentage rate of ADJUSTMENT POLICY. Or start guarantee.
8) Improve the behavior of sales person of the company as well as distributor.
9) Company should further reduce its price without compromising on quality.
10) Fulfill all the commitments which are made by company or distributor.
11) The adjustment policy’s rate is not enough because replacement rate is 15% to 20%.
12) If company backs out any scheme, then it should give some time to the retailer.
13) Provide updated information and knowledge to the retailers about the product.
14) Provide equal Price to all the retailers.
15) Company should compromise with dealer according to the circumstances.
16) Company should improve its grievance handling system
CONCLUSION
In conclusion, the outlook is rosy; the implementation of double digit growth in the cable industry is a
challenging task. Particularly for multinational companies entering India, the complex regulatory
framework, the bureaucratic red tape and prevalence of corruption are a daunting barrier. But reforms,
though slow, are progressing and participation in the Indian market is a must for all truly global players,
as India is on its way to becoming the third largest economy in the world over the next 15 years.
In the long run the survival in this industry has become very difficult due to intense competition but companies who are pro active and deals in special cables and adopting to the changing=ng environment will definitely survive .