Cargill

http://www.gameswala.com/

A PROJECT REPORT

ON

INDUSTRY VISITS

BY

RAHUL RAMANI

(BBA) (2010 – 2011)

IN PARTIAL FULFILLMENT OF

Bachelor of Business Administration

UNIVERSITY OF PUNE

MITSOM College


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CERTIFICATE

This is to certify that Mr. RAHUL RAMANI of MAEER’s MITSOM

College has successfully completed the project work in partial fulfillment of

requirement for the award of Bachelor of Business Administration prescribed by


http://www.gameswala.com/the University of PUNE. This project is the record of authentic work carried out

during the academic year 2010-2011.

Course-in-charge Principal

DECLARATION

I, Mr.RAHUL RAMANI hereby declare that this project is the record of

authentic work carried out by me during the academic year 2010-2011

and has not been submitted to any other University or Institute towards

the award of any degree.



INDEX

SERIAL NO. NAME OF THE

COMPANY

DATE OF

VISIT

PAGE NO.



1 CARGILL INDIA PVT

LTD

2 SEMINAR 27TH DEC’2010

3 UNIVERSAL

CONSTRUCTION

MACHINERY



ORGANIZATION’S PROFILE:

Cargill is an international producer and marketer of food, agricultural, financial and industrial

products and services. Founded in 1865, our privately held company employs 131,000 people in

66 countries.

We help customers succeed through collaboration and innovation, and are committed to sharing

our global knowledge and experience to help meet economic, environmental and social

challenges.

HEADQUARTERS OF CARGILL


http://www.gameswala.com/ BALTIC STATES, BELGIUM, DENMARK, FINLAND, FRANCE, GERMANY, ITALY,

POLAND, RUSSIA, SPAIN, SWEDEN, THE NETHERLANDS, TURKEY, UNITED

KINGDOM,

CARGILL IN INDIA

Cargill maintains a number of businesses in India, with operations including the handling and

processing of a wide range of products, including refined oils, grain and oilseeds, sugar, cotton

and animal feed. In addition, Cargill develops flavour systems and operates a value investing

business. Our presence in India has been growing since we began a joint venture operation in

1987.

PRODUCTS & SERVICES

Cocoa & Chocolate, Cultures & Enzymes, Flavor, Functional System,

Health Promoting Ingredients, Hydrocolloids, Juices, Mait, Oil & Fats,

Proteins, Starches & Derivatives, Sweeteners

CARGILL GROUP OF COMPANIES

Cargill Refined Oils India imports, refines, sells and markets a wide range of vegetable oils and

fats to wholesale trade, industrial and household consumers across India. they own and operate

three vegetable oil refineries located at PARADIP (Orissa), KANDLA (Gujarat) and

KURKUMBH (Maharashtra). Cargill Refined Oils India has been operating within India since

2005 and employs more than 750 people. These are

(K2)CARGILL INDIA PVT.LTD.,POST-BHIMASAR,TALUKA-

ANJAN,KUTCH-370240(GUJARAT)


http://www.gameswala.com/ (KK)CARGILL INDIA PVT.LTD.,E-4,E-45,MIDC,KURKUMBH-

413802(MAHARASHTRA)

(PD)CARGILL INDIA PVT.LTD.,OIL TERMINAL ROAD,

ATHARBANKI,JAGATSINGHPUR-754142 (PARADIP)

CARGILL MILESTONES IN INDIA

1987 Cargill Seeds - a joint venture operation - commenced in India.

1994 Cargill starts its fertilizer/crop nutrients operations in India.

1997 Cargill launches its primary sugar and edible oils trading business in India.

1998 Commences grain and oil seeds business in India.

2001 Launches food business under Cargill Foods – launch of brand “Nature Fresh”.

2003 Cargill acquires the Food Flavors business from Duckworth Group UK, and Duckworth

Flavors India becomes part of Cargill India.

Cargill sets up green field edible oil refineries at Kandla and Paradip.

2004 Cargill diversifies its fertilizer business into a joint venture with IMC global. Cargill

India's DAP business renamed as Mosaic India.

2005 Cargill acquires Parakh Foods with brand "Gemini" and sets up a new Business Unit

called Cargill Refined Oils India. This is first business unit with headquarters in India.

Cargill launches SAANJHI UNNATI Program in Rajasthan for development of malt

barley in active collaboration with the Government of Rajasthan and SAB Miller.

2006 Cargill starts its sugar off shoring business to support the execution activities of Cargill

Netherlands.

Cargill sets up CARVAL India Pvt. Ltd

Cargill entered into tolling arrangements with local Soybean crushers in Maharashtra,

Rajasthan and Madhya Pradesh

Cargill enters into a joint venture and subsequently owns and leads a shrimp feed



manufacturing business in Rajahmundry in Andhra Pradesh.

2007 Cargill launches cotton trading business in India.

2008 An independently managed subsidiary of Cargill, Black River Advisor India Pvt.

CUSTOMERS WE SERVE

AGRICULTURE

We originate, process and distribute grain, oilseeds and other commodities to makers of food and

animal nutrition products. We also provide crop and livestock producers with farm services and

products.

FOOD

We collaborate with food manufacturers, food service companies and retailers to provide high-

quality food and beverage ingredients, meat and poultry products, and health promoting

ingredients and ingredient systems.

FINANCIAL

We provide our agricultural, food, financial and energy customers with risk management and

financial solutions in world markets.

INDUSTRIAL

Cargill serves industrial users of salt, starch and steel products. We also develop anmarket

sustainable products made from agricultural feed stocks.

Brands

You may know us from the range of refined sunflower, soy, palm, olein and ground nut oils,

hydrogenated fats and bakery shortenings we market under our national brands, NatureFresh®,

Gemini™ and Purita™, as well as other region-specific brands.



The most exotic olive

oil from Spain

Person contacted :

Focus Area: Production and Packaging

Theoretical Background of the Focus Area:

Definition:

“Production management deals with decision-making related

to production process so that the resulting goods or service is produced

according to specification in the amount by the schedule demanded and

at minimum cost.”

“Production as a process by which goods and services are


http://www.cargill.co.in/india/en/home/products/refined-oils/oil-brands/naturefresh-acti-lite/index.jsp

http://www.cargill.co.in/india/en/home/products/refined-oils/oil-brands/naturefresh-oliante/index.jsp

http://www.cargill.co.in/india/en/home/products/refined-oils/oil-brands/naturefresh-purita/index.jsp

http://www.cargill.co.in/india/en/home/products/refined-oils/oil-brands/gemini/index.jsp


created.”

- E.S. Buffa

WHAT IS PRODUCTION?

Production is converting raw materials to finished products. It

involves a number of factors to be able to produce the goods and

services that cater to our needs. Production means the development and

creation of goods and services using resources to stimulate exchange. It

is the physical output of a manufacturing or service company.

Production involves three processes – raw materials, work in process and

finished goods. Means of production refer to the concept which

combines the means of labor and the subject of labor. Means of labor

simply means all the things which require labor to transform it. Subject

of labor means the material to work on. Production, therefore, is the

combined resources and equipment needed to come up with goods or

services.

Types of Production Systems:

The various methods of production used at different stages of the overall

production process are:

1. Batch Production.

2. Jobbing Production.

3. Flow Production.

Batch Production:

As businesses grow and production volumes increase, it is not

unusual to see the production process organized so that "Batch methods"

can be used. Batch methods require that the work for any task is divided



into parts or operations. Each operation is completed through the whole

batch before the next operation is performed. By using the batch

Method, it is possible to achieve specialization of labor. Capital

expenditure can also be kept lower although careful planning is required

to ensure that production equipment is not idle.

Jobbing Production:

With Job production, the complete task is handled by a single

worker or group of workers. Jobs can be small-scale/low technology as

well as complex/high technology.

Low technology jobs: here the organization of production is extremely

simply, with the required skills and equipment easily obtainable. This

method enables customer's specific requirements to be included, often as

the job progresses. High technology jobs: high technology jobs involve

much greater complexity - and therefore present greater management

challenge. The important ingredient in high-technology job production is

project management, or project control.

Flow Production:

Flow has been defined as a "method of production

organization where the task is worked on continuously or where the

processing of material is continuous and progressive."

Flow methods mean that as work on a task at a particular

stage is complete, it must be passed directly to the next stage for

processing without waiting for the remaining tasks in the "batch". When

it arrives at the next stage, work must start immediately on the next

process. In order for the flow to be smooth, the times that each task

requires on each stage must be of equal length and there should be no



movement off the flow production line.

PACKAGING:

Packaging is the science, art and technology of enclosing or protecting

products for distribution, storage, sale, and use. Packaging also refers to

the process of design, evaluation, and production of packages.

Packaging can be described as a coordinated system of preparing goods

for transport, warehousing, logistics, sale, and end use. Packaging

contains, protects, preserves, transports, informs, and sells. In many

countries it is fully integrated into government, business, institutional,

industrial, and personal use.

Packaging and package labeling have several objectives

Physical protection

Barrier protection

Containment or agglomeration

Information transmission

Marketing

Security

Portion control

Convenience

Pre-requisites Required for Packing, Norms:



Type of materials to be used for packing.

Name of the Company and Product.

General details of the product.

Product designed.

Ingredients.

Nutritional information.

Date of packing and expiry.

Bar code and batch number.

Symbols of VEG and NON-VEG.

Quantity filled in it.

Details of manufacturing of the product address and

contact number.

Seal and the registration of product under any

organization.

PLANT LAYOUT:

Definition:

Plant layout refers to the arrangement of physical facilities

such as machines, equipment, tools, furniture etc. in such a manner so as

to have quickest flow of material at the lowest cost and with the least

amount of handling in processing the product from the receipt of raw

material to the delivery of the final product.

Plant Layout helps the organization in the Following ways:



· Proper and efficient utilization of available floor space

· Transportation of work from one point to another point without any

delay

· Proper utilization of production capacity.

· Reduce material handling costs

· Utilize labor efficiently

· Reduce accidents

· Provide for volume and product flexibility

· Provide ease of supervision and control

· Provide for employee safety and health

· Allow easy maintenance of machines and plant.

· Improve productivity.

Types of Plant Layout:

There are mainly four types of plant layout:

(a) Product or line layout

(b) Process or functional layout

(c) Fixed position or location layout

(d) Combined or group layout

1. PRODUCT OR LINE LAYOUT:

In this type of layout the machines and equipments are

arranged in one line depending upon the sequence of operations required

for the product. It is also called as line layout. The material moves to



another machine sequentially without any backtracking or deviation i.e.

the output of one machine becomes input of the next machine. It requires

a very little material handling.

It is used for mass production of standardized products.

2. PROCESS LAYOUT:

In this type of layout the machines of a similar type are

arranged together at one place. This type of layout is used for batch

production. It is preferred when the product is not standardized and the

quantity produced is very small.

3. COMBINED LAYOUT:

A combination of process & product layout is known as

combined layout.

Manufacturing concerns where several products are produced in

repeated numbers with no likelihood of continuous production,

combined layout is followed.



4. FIXED POSITION OR LOCATION LAYOUT:

Fixed position layout involves the movement of manpower

and machines to the product which remains stationary. The movement of

men and machines is advisable as the cost of moving them would be

lesser. This type of layout is preferred where the size of the job is bulky

and heavy. Example of such type of layout is locomotives, ships, boilers,

generators, wagon building, aircraft manufacturing, etc.

OBSERVATIONS:

As we reached the place the security at the gate was

commendable.

We were then taken to the rest room where we were divided into

two groups.

After that, we were given the refreshments.

Then the observation can divided into 2 parts:

Presentation.



Plant Visit.

Presentation:

1. The presentation was given to us about the refineries in India.

Kandla in Gujarat, Kurkumbh plant in Pune which is biggest

amongst three, Paradeep plant in Orissa which is like Cargill

Malasiya.

2. The person who presented the presentation “Mr. Nitin

Choudhary” made the session very interactive and shared the

knowledge about different sources of energy, need of oil.

3. We also got to know the Gemini product produced with the joint

venture between Parakh Foods and Cargill.

4. In Presentation we saw that the crude oil contains the main

impurities like free fatty Acid, Sludge & fines, coloring bodies,

gummy material, odoriferous bodies, moisture, wax,

hydrocarbons.

5. For that crude oil treatment, we saw the 5 stages of refining

process. It includes:

Degumming (remove gums),

Neutralization (removes free fatty Acid),

Bleaching (removes color),

Deodorization (removes odor),

Filling and Packaging.

6. We were also shown the various social activities undertaken by

Cargill India.

7. In presentation, we also came to know that the main customers of

Cargill are:

Mc Donald Pantaloon ITC



Cipla

Britania Parle Asian Paints

ICI Paint

Fun Food Nestle Craft Food

Haldiram

8. Lastly the session was ended with some questions and answers.

Plant Visit:

The company was situated far away from the city and all

environmental issues were taken into considerations.

The premise of the company was very clean and maintained.

They have an excellent Quality Management System.

We were then provided with the safety caps and helmet for the

visit of the production plant.

The Cargill Company is very strict regarding the safety

measures. Various charts were put on the wall giving very useful

instructions about the safety measures and safety tips for the

employees as well as visitors.

The production process was done under the strict supervision of

the engineers.

The production process includes the conversion of crude oil into

good or refined oil and the oil gets color through production

process by the combination of red, yellow and green color.

We also saw the refining process including the 5 stages of

refining like Degumming, Neutralization, Bleaching,

Deodorization, Filling and Packaging.

After refining process, we also saw the difference in the color of



crude oil and refined oil in the glass jar.

The workers at the factory were in the uniform of the company.

Then we were taken to the packaging section. In the packaging

section, the flooring was slippery so the workers were provided

the proper shoes and hand gloves.

There were 2 types of packaging done in the plant:

Cans,

Pouches.

In 1 hour, 600 cans were packed. This was the

capacity of that Packing Machine.

Along with packaging, labeling was also done here.

The packed product was then rechecked by the workers.



SEMINAR

ON SERVICE MARKRTING AND

ITS APPLICABILITY IN

BANKING, INSURANCE, AND

MUTUAL FUND



BY: SANDEEP SAHASTRABUDHI

What are Services:

“A service is an activity that one party offers another that is essentially intangible and

does not result in the ownership of anything. Its production may or may not be tied to a physical

product.” -Philip Kotler


http://www.gameswala.com/ A service is the action of doing something for someone or something. It is largely

intangible, i.e., not material. A service tends to be an experience that is consumed at the point,

where it is purchased and cannot be owned since is quickly perishes. Services are defined in

conventional economic literature as “intangible goods.”

What is marketing:

Definitions:

“Marketing is a process of planning and executing the conception, pricing, promotion,

and distribution of ideas, goods and services to create exchange that satisfy individual and

organizational objectives.” - American Marketing Association.

“Marketing is a human activity directed at satisfying needs and wants through exchange

processes.” -Philip Kotler.

Marketing occupies an important place in the organization of a business unit. The

traditional view of marketing, ‘Caveat Emptor’, i.e., let the buyer beware, underwent a sea

change at turn of the century and has transformed into ‘Caveat Vendor’, i.e., let the seller

beware. With this philosophy, the consumer has become the focal point of all marketing

activities. Customers’ needs are the starting point for all marketing activities. Marketing manager

try to identify these needs and develop products, which can satisfy customers’ needs through an

exchange process.

What is Service Marketing:

Service marketing is a subfield of marketing, which can be split into the two main

areas of goods marketing (which includes the marketing of fast moving consumer goods

(FMCG) and durables) and services marketing. Service marketing typically refers to both

business to consumer (B2C) and business to business (B2B) services, and includes marketing of


http://www.gameswala.com/services like telecommunications services, financial services, all types of hospitality services, car

rental services, air travel, health care services and professional services.

Services are economic activities offered by one party to another. Often time-based,

performances bring about desired results to recipients, objects, or other assets for which

purchasers have responsibility. In exchange for money, time, and effort, service customers

expect value from access to goods, labor, professional skills, facilities, networks, and systems;

but they do not normally take ownership of any of the physical elements involved.

Intangibility of Service Marketing :

Unlike product, a service cannot have a real and physical presence. A service cannot be

seen, tasted, felt, heard or smelt. A service tends to be an experience that is consumed at the

point where it is purchased and cannot be owned since it quickly perishes. Since, services are not

tangible; they do not feature that to appeal to the customer’s sense.

Tangibility allows customers do not assess quality by using sense and choice criteria.

Therefore, marketers use various tangible elements such as, infrastructure in hotel,

advertisement, qualification of doctors in hospitals, etc. to convey quality of a service.

Features of Services:

1. Perishability

2. Inseparability

3. Non-Ownership

4. Heteroginity.

1. Perishability:

Services are deeds, performances or act whose consumption take place simultaneously. It

refers to the fact that services cannot be saved, stored, resold or returned. They tend to perish

in the absence of consumption. The services go waste if they are consumed simultaneously.


http://www.gameswala.com/The perishable character of services adds to the service marketers problems. The inability of

service sector to regulate supply with the changes in demand; poses many quality

management problems. Hence, service quality level deteriorates during peak hours in

restaurants, banks, transportation, etc; this is a challenge for a service marketer.

2. Inseparability:

A service is inseparable from the point where it is consumed and from the provider of a

service. For example, a doctor cannot operate form long distances or an

Accountant cannot audit financial records form long distances. Services are produced and

consumed at the same time, unlike goods which may be manufactured, then stored for latter

distribution. Thus, the services provider is a part of a service. For example, a taxi driver drives

a taxi and the passenger uses the service. Here, the presence of a taxi driver is essential to

provide the service to its customers.

3. Non-Ownership:

Lack of ownership refers that customers receive only the right to a service process and it is

assumed that payment for services and not physical transfer of ownership to customers. The

customer never owns anything at the end of the transactions. Customers view the lack of

ownership of a service as a perceived risk. Firstly, they are presented with the uncertainty as

to whether the right service has been obtained and secondly, with the uncertainty about the

consequences of the service purchase. The inability to own a service also has direct

implications on the distribution of services.

4. Heteroginity:

Services are highly Heterogeneous, as they depend on the service provider and where and

when they are provided. Heteroginity in services occurs due the one-on-one interaction

between service providers and a customer, both of whom are subject to vagaries.

For example, a concert performed by a group on two different nights is bound to

differ as no one can perform exactly in the same manner. Heterogeneity is high in the case of


http://www.gameswala.com/labor intensive and high-contract services. Even, service buyers are aware of this

Heteroginity. Hence, service firms should try to attain consistency in their services by

selecting good and qualified personnel.

Marketing Mix:

According to Prof. Neil H. Borden “Marketing mix refers to the apportionment of

effort, the combination, the designing and the integration of the elements of marketing into a

programmers or mix which on the basis of an appraisal of the market force will be best

achieve the objective of an enterprise at a given time.”

“Marketing Mix is the set of controllable marketing variables that the firm blends to produce

the response it wants in the target market.”

Marketing Mix is one of the important concepts in modern Marketing. The concept of

marketing mix was first used or coined in the year 1953 by Professor “Neil H. Borden”.

Marketing mix is the combination of the four controllable variables, which constitute the core

of a company’s marketing system. These four controllable variables are:

The product;

The price;

The promotion;

The placement.



These elements are interrelated and interdependent since decisions in one area usually affect

actions in the others.

7 P’s of Services Marketing:

1. Product

2. Price

3. Place

4. Promotion

5. People

6. Process

7. Physical evidence



1. PRODUCT:

Product definition is a critical starting point in the development of any new product. Yet for its

importance, there are a number of common shortcomings to the process of product definition in

many companies:

No defined product strategy or product plan

Lack of formal requirements as a basis for initiating product development

Product requirements developed without true customer input

A marketing requirement specification (MRS) that is completed late - after development

is underway

A company doesn't blindly respond to customer needs and opportunities. A business strategy

which defines customers and markets to be served, competitors, and competitive strengths

provides a framework from which to evaluate potential opportunities. The result of this

evaluation of opportunities is expressed in a product plan.

2. PRICE:

To determine if a particular service is “worth it”, customers go beyond monetary considerations

and assess the outlays of their time and effort. Thus, service marketers must set prices that target

customers are willing and able to pay and minimize other burdensome outlays that are incurred.

These may include additional monetary expense in traveling, time expenditures, unwanted

mental and physical effort and exposure to negative sensory experiences.

3. PLACE:

This term really refers to any way that the customer can obtain a product or receive a service.

Provision of a product or service can occur via any number of distribution channels, such as in a

retail store, through the mail, via downloadable files, on a cruise ship, in a hair salon, etc. The

ease and options through which you can make your product or service available to your

customers will have an effect on your sales volume. The number of branches OF AXIS: 1900 in

India and 33 in Mumbai.

4. PROMOTION:


http://www.gameswala.com/In services marketing is also educational in nature, especially for new customers. Suppliers need

to teach these customers about the benefits of the service, where and when to obtain it, and how

to participate in service processes to get the best results. This can be delivered via individuals

such as salespeople, at websites, on display screens in self-service equipment and through a

variety of advertising media.

5. PEOPLE:

An essential ingredient to any service provision is the use of appropriate staff and people.

Recruiting the right staff and training them appropriately in the delivery of their service is

essential if the organization wants to obtain a form of competitive advantage

6. PROCESS:

Process of delivering the service is very often as important as the function of the service.

Operational inputs and outputs can vary widely due to the lack of inventory and real time

interaction involved. Nonetheless, variability can be reduced through careful design of the

customer service process, adopting standardized procedures, implementing rigorous management

of service quality, high standards of training, and automation. Furthermore, customers are often

involved in co-production as partial employees through self-service, telecommunications and the

Internet.

7. PHYSICAL EVIDENCE:

Where is the service being delivered? Physical Evidence is the element of the service mix which

allows the consumer again to make judgments on the organization. If you walk into a restaurant

your expectations are of a clean, friendly environment. On an aircraft if you travel first class you

expect enough room to be able to lay down!

Difference between Services and Physical Good:

SERVICES PHYSICAL GOOD



It is Intangible. It is Tangible.

It is Heterogeneous. It is Homogeneous.

Productions, consumption,

distribution, are simultaneous process.

Production and distribution are

separated from consumption.

An Activity or process A thing

Core value produced in the buyer-

seller interaction

Core value processed in factory

Customers does not participate in

production

Customers participate in production

Cannot be stored in stock Can be kept in stock

No transfer of ownership Transfer of ownership

Banking:

With years, banks are also adding services to their customers. The Indian banking

industry is passing through a phase of customers market. The customers have more choices in

choosing their banks. A competition has been established within the banks operating in India.

With stiff competition and advancement of technology, the service provided by banks has

become more easy and convenient. The past days are witness to an hour wait before

withdrawing cash from accounts or a cheque from north of the country being cleared in one

month in the south.

This section of banking deals with the latest discovery in the banking instruments along with the

polished version of their old systems.

A large worldwide Financial Institution setup a debit card pilot in Bangalore, India. The

basic business proposition was to test the marketing and financial viability of opening up a mass


http://finance.indiamart.com/investment_in_india/banking_services_india.html

http://finance.indiamart.com/investment_in_india/banking_services_india.html

http://www.gameswala.com/base through a remote-access-only savings account product and then cross-selling various funds

and fee based products through a carefully crafted life stage marketing program.

Remote access was through ATM centers, touch screen kiosks, Internet banking, debit card

machines and phone banking. Internet banking was a key remote access tool, because of low

transaction service costs and for the ability of the channel to put the customer in charge. The

initial Internet banking offerings were Information retrieval (Statements, Account Balance, etc),

and Intra-relationships Account transfers. Customer research quickly revealed that customers

wanted a comprehensive range of services, and payment of Utility Bills figured high in their

wish lists. Releasing a full-function Utility Bills payment system would also result in competitive

advantage and enhance the technology profile.

According to RBI's 'Quarterly Statistics on Deposits and Credit of Scheduled Commercial

Banks: June 2010', nationalized banks, as a group, accounted for 51.3 per cent of the aggregate

deposits, while State Bank of India (SBI) and its associates accounted for 22.8 per cent. The

share of new private sector banks, Old private sector banks, Foreign banks and Regional Rural

banks in aggregate deposits was 13 per cent, 4.8 per cent, 5.1 per cent and 3.1 per cent

respectively.

With respect to gross bank credit also, nationalized banks hold the highest share of 51.5 per cent

in the total bank credit, with SBI and its associates at 23.2 per cent and New Private sector banks

at 13 per cent. Foreign banks, Old private sector banks and Regional Rural banks held relatively

lower shares in the total bank credit with 5.3 per cent, 4.6 per cent and 2.5 per cent respectively.

Banks Products and services:

Corporate Banking

Retail Banking

International Banking

Investment Banking

Treasury

Capital and Commodities Market


http://www.gameswala.com/ NRI Services

Online Banking

Marketing Mix in Banking Industry:

PRODUCT MIX:

Deposits

Savings Account

Senior Citizen Service

Fixed Deposits

Recurring Deposits

Roaming current Account

Salary Account

PRICING MIX:

The pricing decisions or the decisions related to interest and fee or commission charged

by banks are found instrumental in motivating or influencing the target market.

The RBI and the IBA are concerned with regulations. The rate of interest is regulated by the RBI

and other charges are controlled by IBA.

The banking organizations are required to frame two- fold strategies. First, the strategy

is concerned with interest and fee charged and the second strategy is related to the interest paid.

Since both the strategies throw a vice- versa impact, it is important that banks attempt to

establish a correlation between two. It is essential that both the buyers as well as the sellers have

feeling of winning.

PLACE MIX:

This component of marketing mix is related to the offering of services. The services are sold

through the branches.


http://www.gameswala.com/The 2 important decision making areas are: making available the promised services to the

ultimate users and selecting a suitable place for bank branches.

Location of Branch

Location of ATMS

Why to select particular place as branch?

The selection of a suitable place for the establishment of a branch is significant with the view

point of making place accessible.

PROMOTION MIX:

Advertising: Television, radio, movies, theatres

Print media: hoardings, newspaper, magazines

Publicity: road shows, campus visits, sandwich man, Sponsorship

Sales promotion: gifts, discount and commission, incentives, etc.

Personal selling: Cross-sale (selling at competitors place), personalized service.

Telemarketing: source Call center (mind space)

PEOPLE:

All people directly or indirectly involved in the consumption of banking services are an

important part of the extended marketing mix. Knowledge Workers, Employees, Management

and other Consumers often add significant value to the total product or service offering. It is the

employees of a bank which represent the organization to its customers.

In a bank organization, employees are essentially the contact personnel with customer.

Therefore, an employee plays an important role in the marketing operations of a service

organization.

PROCESS:


http://www.gameswala.com/ Flow of activities

Standardization

Customization

Number of steps

Simplicity

PHYSICAL EVIDENCE:

Physical evidence is the material part of a service. Strictly speaking there are no physical

attributes to a service, so a consumer tends to rely on material cues. There are many examples of

physical evidence, including some of the following:

Internet/web pages

Paperwork

Brochures

Furnishings

Business cards

The building itself (such as prestigious offices or scenic headquarters)

The physical evidences also include signage, reports, punch lines, other tangibles, employee’s

dress code etc.

INSURANCE:

Insurance is a form of risk management primarily used to hedge against the risk of a

contingent, uncertain loss. Insurance is defined as the equitable transfer of the risk of a loss, from

one entity to another, in exchange for payment. The insurance rate is a factor used to determine

the amount to be charged for a certain amount of insurance coverage, called the premium. Risk

management, the practice of appraising and controlling risk, has evolved as a discrete field of

study and practice. An insurer is a company selling the insurance; an insured, or policyholder, is

the person or entity buying the insurance policy.


http://www.gameswala.com/The transaction involves the insured assuming a guaranteed and known relatively small

loss in the form of payment to the insurer in exchange for the insurer's promise to compensate

(indemnify) the insured in the case of a financial (personal) loss. The insured receives a contract,

called the insurance policy, which details the conditions and circumstances under which the

insured will be financially compensated.

Common Characteristics:

Accident loss

Affordable Premium

Calculable loss

Definite loss

Limited risk of catastrophically large losses

Larger risk.

Large number similar exposure unit.

About Life Insurance Company:

The Parliament of India passed the Life Insurance Corporation Act on the 19th of

June 1956, and the Life Insurance Corporation of India was created on 1st September, 1956, with

the objective of spreading life insurance. Today LIC functions with 2048 fully computerized

branch offices, 109 divisional offices, 8 zonal offices, 992 satellite offices and the corporate

office. LIC’s Wide Area Network covers 109 divisional offices and connects all the branches

through a Metro Area Network.

LIC has tied up with some Banks and Service providers to offer on-line premium

collection facility in selected cities. LIC’s ECS and ATM premium payment facility is an

addition to customer convenience. Apart from on-line Kiosks and IVRS, Info Centers have been

commissioned at Mumbai, Ahmadabad, Bangalore, Chennai, Hyderabad, Kolkata, New Delhi,

Pune and many other cities. With a vision of providing easy access to its policyholders, LIC has

launched its SATELLITE SAMPARK offices.


http://www.gameswala.com/ The satellite offices are smaller, leaner and closer to the customer. The digitalized

records of the satellite offices will facilitate anywhere servicing and many other conveniences in

the future.

Marketing Mix in Insurance Industry:

PRODUCT MIX:

The formulation of product mix for the insurance business makes it significant to take a look at

the services and schemes of insurance organizations. The product portfolio is known and the

process of formulating a package should be known. It is natural that the users expect a

reasonable return for their investments. It is quite natural that the insurance organizations want to

maximize profitability. Both of these dimensions are found interrelated.

PROMOTION MIX:

With the advent of private players in the insurance, companies resort to rampant promotion.

Promotion mix for this sector is as follows:

Advertisement

Publicity

Sales Promotion

Telemarketing

World Wide Web

PRICE MIX:

In the insurance business, the pricing decisions are concerned with the premium charged against

the policies interest charged for defaulting the payment of premiums & credit facilities,

commission charged for underwriting & consultancy services. The formulation of pricing


http://www.gameswala.com/strategies becomes significant with the viewpoint of influencing the target market or prospects.

To be more specific in the Indian context where the disposable income in the hands of prospects

is found low, the increasing inflationary pressure has been instrumental in contracting the

discretionary income, the increasing consumerism has been making an assault on the saving

potentials of masses, it is pertinent that the insurance organizations in general & public sector

insurance organizations in particular adopt such a strategy for pricing that makes it a

motivational tool & paves the ways for increasing the insurance business. Of course, a

motivational pricing strategy is required to be given due weight age. This necessitates a new

vision for setting premium structure & paying the bonus & charging the interest.

PLACE:

The first component of the marketing mix is related to the place decisions in which our focus

would be on the two important facets – managing the insurance personnel and locating a branch.

The management of agents and insurance personnel is found significant with the viewpoint of

maintaining the norms for offering the services. This is also to process the services to the end

user in such a way that a gap between the services- promised and services – offered is bridged

over. In a majority of the service generating organizations, such a gap is found existent which

has been instrumental in aggravating the image problem.

PEOPLE:

People are most important component of marketing mix for the insurance industry.

Sophistication in the process of technological advances makes the ways for the personnel in such

a way that an organization succeeds in making possible a productive utilization of technologies

used or likely to be used. Professional qualification requirements change as technological

develops & evolves. The use of computers microcomputers, fax machines, sophisticated

telephonic service, e-mailing, intra-net service have been found throwing a big impact on the

perception of quality of service. This makes it essential that the insurance organizations also

think in favor of developing personnel in line with the development and use of information

technologies.


http://www.gameswala.com/PHYSICAL EVIDENCE:

Physical evidence includes facility design, equipment, signage, employee dress, tangibles,

reports & statements.

MUTUAL FUNDS:

Mutual funds have become extremely popular over the last 20 years. What was once just another

obscure financial instrument is now a part of daily lives. More than 80 million people, or one

half of the households in America, invest in mutual funds. That means that, in the United States

alone, trillions of dollars are invested in mutual funds. In fact, too many people, investing means

buying mutual funds. It’s common knowledge that investing in mutual funds is better than

simply letting your cash waste away in a savings account, but, for most people, that's where the

understanding of funds ends. It doesn't help that mutual fund salespeople speak a strange

language that is interspersed with jargon that many investors don't understand.

Originally, mutual funds were heralded as a way for the little guy to get a piece of the

market. Instead of spending all free time buried in the financial pages of the Wall Street Journal,

all had to do was buy a mutual fund and would be set on the way to financial freedom. As might

have guessed, it's not that easy. Mutual funds are an excellent idea in theory, but, in reality, they

haven't always delivered. Not all mutual funds are created equal, and investing in mutuals isn't as

easy as throwing money at the first salesperson who solicits business.

A mutual fund is a common pool of money into which investors with common

investment objectives place their contributions that are to be invested, in accordance with the

stated objective of the scheme. The investment manager invests the money collected into assets

that are defined by the stated objective of the scheme. For example, an Equity fund would invest

in Equity and Equity related instruments and a Debt fund would invest in Bonds, Debentures and

Gilts etc.



UNIVERSAL CONSTRUCTION MACHINERY

ORGANIZATIONAL PROFILE:

Universal has always believed in itself and built its foundations in the faith of growing beyond a

sound manufacturing company from India. To compete effectively in the global market, they

seek to achieve international standards, raise quality benchmarks in technological breakthrough

and set standard quality bars etc. It is an ISO certified company and is engaged in selling a wide

range of world class construction equipments backed by quality after sales service.

Universal formed 34 years ago at WARJE, PUNE by MR.ROHIDASS More, who is the founder

and the Chairman of Universal. He started the company in 1974. Universal began with a humble

beginning. It provided its own produce like oil lubrication pumps and gear boxes to major

industrial giants. The company supplies concrete construction equipment & machinery to many a

large & small construction units all across the country. It has associate offices all over India at

Delhi, Mumbai, Nagpur, Ahmedabad & Bangalore. Having a factory at Shirval, Pune, the

company boasts of varied clients including L&T.

Universal supplies 50% of its produce to illustrious companies. Universal never failed to take

part in events which would give them opportunities to show and improve their talents and

competencies.


http://www.gameswala.com/The company is now concentrating its resources on producing innovative series of concrete

batching plant which includes three types of series- the on wheels in line universal & mobile.

The most in demand machinery of this company is the ‘reversible mix’ which moves clockwise

and anti-clockwise. It comes in three series- Rn 800, Rn 1050 & Rn 1400. The company has also

received many awards such as Bharat Vikas, Vastu 96, Buildmat 95, Mega Expo96. Since the

company has been around for such a long era it has grown in market competence and

functionality.

Universal has achieved great heights due to its expertise and detailed execution in the past years.

It has got many opportunities to test its metal in the course of time. In the mid-80s, Universal had

a chance to display its expertise by working on a project for DRDO (Defense Research &

Development Organization).

Universal put in all its efforts to come up with a Nitric acid pump to be used in the country’s

combat weapon - the PRITHVI missile. The topping on the cake was when Dr. APJ ABDUL

KALAM - Ex President of India personally tested the pump at Hyderabad and approved of its

use in missiles - as an import substitute.

The turning point for Universal came in the year 1982 when a friend of MR.ROHIDASS More

requested him to develop a Concrete block-making machine. The manufacturing of this

equipment was a success and this encouraged Mr. More into the Construction Equipment

manufacturing frame.

With a workforce of 30 to 40 workers Universal started the manufacturing of its small Concrete

Mixers at its WARJE workshop, which was set up in the year 1991. In the same year Universal

achieved yet another striking goal by exporting its first ever produce SRI LANKA. The

WARJE workshop was full of enthusiasm and production of Construction Equipment was in full

flow.

At present there are 1200 workmen employed in the organization.

It has ISO 9001:2001 certification and is going for 14001 and OHSAS 18001

There are 3 units of Universal spread across 25 acres and the 4th plant is under construction.

They export their products to 32 different countries and they have distributors in 10 countries.

They have 14 zonal offices and 33+ associate office dealers.


http://www.gameswala.com/They have various modes of advertising through regional officers, marketing officers brand

ambassadors, presentations and Tele marketing.

20 % of their business in through exports out of which 40% is AFRICAN countries . 80

to 95 % goes to developing countries.

They own a patent in the process of the drum making machine.

The turnover of the organization is around 125crores

MISSION: Universal’s quest to reach the pinnacle in technology based construction solutions is

powered by an even greater desire to be socially responsible, to conduct business in superior

service values and to provide consistent innovations for a better life.

VISION: To be the largest Construction Manufacturing Equipment Company beyond

boundaries by meeting the world class standards through strong R&D efforts, sophisticated

manufacturing equipment, strong after sales support and global reach.

NAME OF THE PERSON CONTACTE

THEORETICAL BACKGROUND OF THE FOCUS AREA:

MANUFACTURING

Manufacturing is the use of machines, tools and labor to produce goods for use or sale. The term

may refer to a range of human activity, from handicraft to high tech, but is most commonly

applied to industrial production, in which raw materials are transformed into finished goods on a

large scale. Such finished goods may be used for manufacturing other, more complex products,

such as aircraft, household appliances or automobiles, or sold to wholesalers, who in turn sell

them to retailers, who then sell them to end users – the "consumers".


http://www.gameswala.com/Manufacturing takes turns under all types of economic systems. In a free market economy,

manufacturing is usually directed toward the mass production of products for sale to consumers

at a profit. In a collectivist economy, manufacturing is more frequently directed by the state to

supply a centrally planned economy. In free market economies, manufacturing occurs under

some degree of government regulation.

Modern manufacturing includes all intermediate processes required for the production and

integration of a product's components. Some industries, such as semiconductor and steel

manufacturers use the term fabrication instead.

The manufacturing sector is closely connected with engineering and industrial design. Examples

of major manufacturers in the North America include General Motors Corporation, General

Electric, and Pfizer. Examples in Europe include Volkswagen Group, Siemens, and Michelin.

Examples in Asia include Toyota, Samsung, and Bridgestone.

TYPES OF SECONDARY (MANUFACTURING) INDUSTRY

Secondary (manufacturing) industries make goods from raw material and/or assemble parts made

by other companies.

Manufacturing industry can be divided into 3 divisions:

1. Heavy

2. Light

High-tech

TYPES OF MANUFACTURING INDUSTRIES

Types of Manufacturing Industries

Manufacturing is a huge component of the modern economy. Everything from knitting to oil

extraction to steel production falls under the description of manufacturing. The concept of


http://www.gameswala.com/manufacturing rests upon the idea of transforming raw materials, either organic or inorganic,

into products that are usable by society. The American Bureau of Labor Statistics classifies

manufacturing into hundreds of subfields and sub-subfields. This list will simplify these into

six general sectors.

CLOTHING AND TEXTILES

Clothing and textiles are based around the processing of raw wool to make cloth, as well as

knitting and sewing these to make garments. This industry includes tailors and all involved

with fabric and sewing. It also includes all uses of wool and other raw products to make

towels and sheets. Synthetics such as polyester are included under chemical manufacturing.

The material, not the product, is at the center of defining this sector.

PETROLEUM, CHEMICALS AND PLASTICS

This sector is involved in changing chemicals, coal and crude oil into usable products. Parts

of this sector include the making of soaps, resins, paints and pesticides. This also includes the

manufacturing of medicines. Rubber manufacturing is considered a part of plastic work. Of

course, it also includes the use of crude oil to make certain plastics, as well as gasoline and

other chemicals.

ELECTRONICS, COMPUTERS AND TRANSPORT

These fields are closely related, though usually they are treated as different fields. Many

products in this field use electric power, and all use a power source. This field includes all

appliances and micro-processors, semi-conductors and chips. It also includes all audio-visual


http://www.gameswala.com/equipment. The transportation sector is self-defining, including all automobiles, trains and

planes that do not fall under other sectors, such as metal work or chemical manufacturing.

FOOD

Food, agriculture and livestock-raising is the simplest of all manufacturing industries. The

inclusion of agriculture today into manufacturing shows how agriculture has changed over

the years, imitating more a factory for food production than an organic-style farm of

centuries ago. This sector includes all forms of food production, from the farm to the dinner

table, including things like canning and purifying.

METALS

Along with oil and chemical manufacturing, metals also are part of what is often called

"heavy industry," while the remainder of the sectors are occasionally called "light industry,"

or "consumer-oriented industry." Metals includes all iron, aluminum and steel manufacturing,

as well as the skills of forging, engraving, coating and stamping.

Wood, Leather and Paper

3. These products are all rather simple to define and understand. Wood includes all forms of

manufacturing floors or housing, as well as sawing and laminating. Leather includes all

tanning and curing (while the creation of leather clothes falls under textiles). The paper

process is typified by the cleansing of raw wood pulp into paper products of various

kinds.

THEORETICAL BACKGROUND OF THE FOCUS AREA:

MANUFACTURING


http://www.gameswala.com/Manufacturing is the use of machines, tools and labor to produce goods for use or sale. The term

may refer to a range of human activity, from handicraft to high tech, but is most commonly

applied to industrial production, in which raw materials are transformed into finished goods on a

large scale. Such finished goods may be used for manufacturing other, more complex products,

such as aircraft, household appliances or automobiles, or sold to wholesalers, who in turn sell

them to retailers, who then sell them to end users – the "consumers".

Manufacturing takes turns under all types of economic systems. In a free market economy,

manufacturing is usually directed toward the mass production of products for sale to consumers

at a profit. In a collectivist economy, manufacturing is more frequently directed by the state to

supply a centrally planned economy. In free market economies, manufacturing occurs under

some degree of government regulation.

Modern manufacturing includes all intermediate processes required for the production and

integration of a product's components. Some industries, such as semiconductor and steel

manufacturers use the term fabrication instead.

The manufacturing sector is closely connected with engineering and industrial design. Examples

of major manufacturers in the North America include General Motors Corporation, General

Electric, and Pfizer. Examples in Europe include Volkswagen Group, Siemens, and Michelin.

Examples in Asia include Toyota, Samsung, and Bridgestone.

TYPES OF SECONDARY (MANUFACTURING) INDUSTRY

Secondary (manufacturing) industries make goods from raw material and/or assemble parts made

by other companies.

Manufacturing industry can be divided into 3 divisions:

4. Heavy

5. Light

6. High-tech



PROCESS OF MANUFACTURING

TYPES OF MANUFACTURING INDUSTRIES

Types of Manufacturing Industries

Manufacturing is a huge component of the modern economy. Everything from knitting to oil

extraction to steel production falls under the description of manufacturing. The concept of

manufacturing rests upon the idea of transforming raw materials, either organic or inorganic, into


http://www.gameswala.com/products that are usable by society. The American Bureau of Labor Statistics classifies

manufacturing into hundreds of subfields and sub-subfields. This list will simplify these into six

general sectors.

CLOTHING AND TEXTILES

Clothing and textiles are based around the processing of raw wool to make cloth, as well as

knitting and sewing these to make garments. This industry includes tailors and all involved with

fabric and sewing. It also includes all uses of wool and other raw products to make towels and

sheets. Synthetics such as polyester are included under chemical manufacturing. The material,

not the product, is at the center of defining this sector.

PETROLEUM, CHEMICALS AND PLASTICS

This sector is involved in changing chemicals, coal and crude oil into usable products. Parts of

this sector include the making of soaps, resins, paints and pesticides. This also includes the

manufacturing of medicines. Rubber manufacturing is considered a part of plastic work. Of

course, it also includes the use of crude oil to make certain plastics, as well as gasoline and other

chemicals.

ELECTRONICS, COMPUTERS AND TRANSPORT

These fields are closely related, though usually they are treated as different fields. Many products

in this field use electric power, and all use a power source. This field includes all appliances and

micro-processors, semi-conductors and chips. It also includes all audio-visual equipment. The

transportation sector is self-defining, including all automobiles, trains and planes that do not fall

under other sectors, such as metal work or chemical manufacturing.

FOOD


http://www.gameswala.com/Food, agriculture and livestock-raising is the simplest of all manufacturing industries. The

inclusion of agriculture today into manufacturing shows how agriculture has changed over the

years, imitating more a factory for food production than an organic-style farm of centuries ago.

This sector includes all forms of food production, from the farm to the dinner table, including

things like canning and purifying.

METALS

Along with oil and chemical manufacturing, metals also are part of what is often called "heavy

industry," while the remainder of the sectors are occasionally called "light industry," or

"consumer-oriented industry." Metals includes all iron, aluminum and steel manufacturing, as

well as the skills of forging, engraving, coating and stamping.

Wood, Leather and Paper

These products are all rather simple to define and understand. Wood includes all forms of

manufacturing floors or housing, as well as sawing and laminating. Leather includes all tanning

and curing (while the creation of leather clothes falls under textiles). The paper process is

typified by the cleansing of raw wood pulp into paper products of various kinds.

OBSERVATIONS:

REFRENCE TO GENERAL AND PLANT VISIT:


http://www.gameswala.com/The first observation that was made was that we were briefed about the company’s functioning

and safety standards before entering the work place and then a question and answer session was

held before leaving the company where we were asked if we had any questions which we would

like to be answered about the company’s approach.

Various questions such as the company’s market share in India, the effect of recession on the

company, and the competitors of the company were asked.

Universal construction’s main competitors are mainly from abroad, in countries like China and

Korea. The market share of Universal in India is 50%. Due to recession the production of

Universal has declined by 15% but to counter this Universal has introduced 15 new products.

Universal deals with customers directly. Universal also takes care of the safety measures of the

workers. Each unit has a separate dispensary with full fledged medicine and compounder.

Also before we were taken for a tour around the shop-floor we were asked to wear helmets as a

safety measure.

Universal follows Job Production for certain units and Mass Production for certain units. Also it

follows the Process type of layout.

PRODUCT LINE:

Company manufactures various products and some of them are shown below:

BATCHING PLANT WITH PLANETARY MIXER

The planetary mixer has one or two mixing stars that rotate

themselves while also rotating around a central point, allowing

each arm to cover the whole mixer floor in a number of revolutions.

TOUGH RIDER


http://www.gameswala.com/Tough rider is used to carry material where truck & tractors cannot move. The front end tipping

of Tough Rider enables the driver to exactly unload material where it is required. Tough Rider is

used to

carry cement, bags from go down to mixing yard, Concreting of industrial

sheds, Tunnel Jobs.

EARTH COMPACTOR

This machine produces repetitive impacts on soil/sand & achieves its

compactions. It is a high capacity machine like Rollers available for certain applications only.

MINI BATCHING MACHINE

Universal is pioneer in manufacturing of this machine with the state

ahead technology of load cell based in-built system, water

measuring system, admixture dosing system. It is available in the

capacity of 550 liters, 800 liters, and 1050 liters.

PASSENGER CUM MATERIAL HANDLING LIFT :


http://www.gameswala.com/The Universal Rack and Pinion Type Passenger Cum Material Handling Lift is a unique output

of the continuous research done by the Research and Development Team of Universal. In a high

rise structure the PM Lift can be installed externally on the building during its construction it can

be used by consultants, engineers to go to required floor or can be used to carry material etc.

PLASMA CUTTER

This machine is used to cut sheets. The sheets are imported. The machine can automatically be

worked. The handler enters the data regarding the dimensions in which the sheet needs to be cut.

This machine helps in reducing wastes and maintains quality.

KAIZEN:

There were posters of “Kaizen” along to lobby.

Kaizen a Japanese technique is the continuous improvement throughout all aspects of life. When

applied to the workplace, Kaizen activities continually improve all functions of a business, from

manufacturing to management. By improving standardized activities and processes, Kaizen aims

to eliminate waste. Kaizen was first implemented Japanese businesses by Toyota, and has since

spread to businesses throughout the world.

REFERENCE TO PRESENTATION:

IT FOLLOWS THE POLICY OF 5 SS:

SORT: The first step in making things cleaned up and organized.

SET IN ORDER: Organise, identify and arrange everything in a work area.

SHINE: Regular cleaning and maintenance.

STANDARDIZE: Make it easy to maintain, simplify and standardize


http://www.gameswala.com/SUSTAIN: Maintaining what has been accomplished

CONCLUSION:

The visit to Universal Constructions Pvt. Ltd. was a very different experience as the

professionalism of the company is reflected as soon as one enters into the premises. The

company teaches us the importance of departmentalization as it secludes the task and improves

the efficiency.


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