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A Summer Training Project ReportOn

Marketing Plan & Product AnalysisAtB.P.C.L.

Duration (06-07-2011 to 05-08-2011)

In partial fulfilment of the requirement for

M.B.A. Degree ProgrammeM.B.A. Degree Programme

Bhagwant University Aj mer (Rajasthan)

SUBMITTED BY:-

PRADEEP KUMAR SINGHM.B.A. III SEM.

Roll no. 11002700510

Session (2010 - 12)

e-mail: pradeepsinghbit@gmail.com

SUBMITED TO:-

Mrs. Priyanka Patni

Incharge of Mgnt. Deptt.

Bhagwant University , Ajmer (Raj.)

mailto:pradeepsinghbit@gmail.commailto:pradeepsinghbit@gmail.com

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DECLERATION

I Pradeep Kumar Singh hereby declare that this project report entitled

MARKETING PLAN AND PRODUCT ANALYSIS has been completed based on actual

study carried out by me during my internship program at BHARAT PUMPS AND

COMPRESSORS LIMITED.

I am presenting an authentic report of my work to Bhagwant University Ajmer,

(Rajasthan) carried out at BHARAT PUMPS AND COMPRESSORS LIMITED,

NAINI, ALLAHABAD for the partial fulfilment of the requirement of the Master Of

Business Administraion degree programme of Bhagwant University, Ajmer

(Rajasthan).

This research report is original and information, data and fact furnished their in are

actual based on study carried out by me.

(Pradeep Kumar Singh)

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ACKNOWLEDGEMENT

After completing my II

nd

semester curriculum. I went for summer training for

64weeks duration and it bears inspirit of several person.

I have achieve this training in one of the most esteemed organisation of the country

BHARAT PUMPS AND COMPRESSORS LIMITED, NAINI, ALLAHABAD for their

kind permission to undertaken its study I am grateful to respected Mr. R.B.Singh (Training

Administrative Officer, BPCL). For there moral support and encouragement throughout my

project work.

This list will go incomplete without the special reference of the contribution and

whole hearted support of managers and all other staff and department, which truly reflect

their deep insight into the project and the professional touch which is their benchmark.

I express my sincere thanks to Mrs. Jisha Shrma incharge (training & placement

department) Bhagwant University Ajmer (Rajasthan) who gave me professional

advice from time to time.

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PREFACE

I did my summer training in BHARAT PUMPS AND COMPRESSORS LIMITED,

Allahabad. I completed my summer training for 4 weeks. I got training in the study of

Marketing Plan and Product Analysis, Financial department is also being considered.

Hence I am presenting the training report of Marketing Plan and Product Analysis. All the

mistakes and problems had been carefully removed with the help of all the managers.

So I am thankful to all the managers of BPCL,Allahabad.....

Pradeep Kumar Singh

MBA (IIIrd Semester)

Bhagwant University, Ajmer (Rajasthan).

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INDEX

CHAPTER NO, PARTICULARS PAGE NO.

I INTRODUCTION 7 - 12

II COMPANY PROFILE 13 - 21

III ORGANISATION AT A GLANCE 22 - 36

IV MARKETING PHILOSOPHIES 37 - 64

V ACCOUNTING POLICIES 65 - 71

VI FUNCTIONING OF VARIOUS DEPARTMENTS 72 - 95

VII DATA COLLECTION 96 - 99

VIII PROJECT ANALYSIS 100 - 136

IX CONCLUSION 137 - 142

X QUESTIONNAIRE 143 -147

XI ANNEXURE 148

XII BIBLIOGRAPHY 149

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CHAPTER-I

INTRODUCTION

INTRODUCTION

OBJECTIVE

ISO CERTIFICATION

ABOUT THE PROJECT

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INTRODUCTION

Bharat pumps & compressors ltd. Incorporated 1970 was established at Naini, the

Trans yamuna area of Allahabad with objective to design, manufacture and supply of

capital goods in the fluid handling field including provision of services connected

therewith.

BPC which caters to the need of core sector of the economy such as oil exploration,

refineries, petrochemical, chemical and fertilizer, process industries nuclear and thermal

power plant had in its earlier phases entered into technical collaboration with world

renowned manufacturers of indigenously design and manufacture heavy duty centrifugal

and reciprocating pumps, reciprocating compressors and high pressure gas cylinders and

other hi-tech oil filed equipments such as cementing units, suckers rod pumps etc.

In a very short span, the company absorbed the technology and established itself as

the world renowned manufactured of a wide range of hi-tech products. BPC has supplied its

products to the total satisfaction if the customers in almost all national projects of

companies like ONGC, OIL, BPCL, IOCL, HPC, RCF, Nuclear Power Corporation, Deptt.

Of Atomic Corporation, Deptt. Of Atomic Energy , IPCL etc.

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Objective

Every project have some certain objectives behind it, in this project there are some

objectives which are as follow-

To analysis the marketing strategies of BPCL.

To analysis the marketing plan of BPCL.

To know about the product of BPCL.

To know about the product position of BPCL in market.

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ISO CERTIFICATION

Bharat Pump & Compressors Ltd., Naini, Allahabad is a certified integrated

management systems company having:

ISO 9001:2000,

ISO 14001:2004,

OHSAS 18001:1999

Includes environment, occupational health & safety management systems, with

the objective to design, manufacture and supply capital goods in the fluid handling field

including provision of services connected therewith.

BPC caters to the need of core sector of the economy such as oil exploration and

refining petrochemicals, chemicals and fertilizers, process industries and power plant and

indigenously designs and manufactures heavy duty centrifugal pumps, reciprocating

pumps, reciprocating compressors and high pressure seamless gas cylinders and other hi-

tech oil field equipments such as cementing units, sucker rod pumps.

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ABOUT THE PROJECT

This project is based on BPCLs Marketing Plan & Product Analysis to ascertain

the marketing plans of the BPCL the primary data is collected from all executive officers of

all departments through direct interview method and the secondary data was collected

through annual report, magazines, personal manual, charts and tables.

Marketing plan is a systematic anticipation and analysis of future coupled with

the methodology for adapting such changes. It takes cares of all the lapses of a marketing

manager and also highlights the weakness of the company, which would be attacked for

meeting the ultimate objective of the company i.e. Profitability through Customer

Delight.

The marketing planning is must to ensure growth and continued profitability to a

company. This can be achieved through identification of market opportunities, proper

investment plans and utilizing existing resources at the right time and right place.

Without proper marketing planning a marketing manager :

a) Losses control over the future of the firm, as he is not in position to know the

reasons of failure and cannot take any corrective action.

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b) Faces with the problems of managing by crisis rather than design.

c) Remains busy in counteracting the well timed, well planned offensive strategies of

competitors.

d) Cannot bring his company to the seat of the market leader rather the company will

always be a follower of the competitors.

Every product is designed in a particular way product analysis enable us to

understand the important materials, processing, economic and aesthetic decisions which

are required before any product can be manufactured. An understanding of these

decisions can help us in designing and making for ourselves.

Product Analysis includes following patterns:

1. Quality of products

2. Technology of products

3. Price concerning products

4. Delivery performance of products

5. Sales promotion concerned with products

6. Market share

Product analysis can seem to follow a fixed pattern:

1. Think about the design from an ergonomic and functional viewpoint.

2. Decide on the materials to fulfil the performance requirements.

3. Choose a suitable process that is also economic.

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CHAPTER- II:

COMPANY PROFILE

AN OVERVIEW

CLIENTS

PRODUCTS

BRANCH OFFICES

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BPCL-NAINI (An Overview)

LOCATION- NAINI

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Naini is a satellite township of the city of Allahabad, located on the banks of river yamuna

and developed into an industrial centre. Some other manufacturing organizations located in

Naini are ITI, TSL, AREVA, SAIL, etc.

About:

Bharat pump & compressor ltd.,, Naini , Allahabad is a certified integrated management

systems company having ISO 9001:2000, ISO 14001:2004, OHSAS 118001:1999 Includes

Environment, occupational health & safety Management systems, with the objective to

design, manufacture and supply capital goods in the fluid handling field including

provision of services connected therewith. BPC caters to the need of core sector of the

economy such as oil exploration and exploitation, refineries, petro-chemical, chemicals and

fertilizers, process industries and power plants and indigenously designs and manufactures

heavy duty centrifugal pumps, reciprocating pumps, reciprocating compressors and high

pressure seamless gas cylinders and other hi-tech oil field equipments such as cementing

units, sucker rod pumps etc.

BPC : VISION

To become an Indian MNC in the field of fluid handling, gas compression, gas

storage equipment, services and project management.

BPC : MISSION

To provide quality products and services to core sector industries with special thrust

on oil and natural gas, petro chemicals, refineries, nuclear and thermal power plants,

fertilisers and public transport services complying to health and safety requirements.

BPC : OBJECTIVES

To increase market share of their products and services.

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To maximise customers satisfaction by providing quality product and services

within stipulated delivery.

To increase the business of spares and rendering prompt after sales service including

refurbishment.

Achieve export turnover of 15% by 2009-10.

CLIENTS

Oil & Natural Gas Commission.

Indian Oil Corporation.

Hindustan Petroleum Corporation.

Fertilizer Corporation of India Ltd.

Indian Farmers Fertilizer Corporation.

Gas Authority of India Ltd.

Indian Petro-Chemicals Ltd.

Madras Refineries Ltd.

Oil India Ltd.

Bharat Petroleum Corporation.

Engineers India Ltd.

National Fertilizer Corporation.

Indo Gulf Fertilizers Corporation.

Indraprastha Gas Limited. Bongaigaon Refineries & Petro-

Chemicals Ltd.

Cochin Refineries Ltd.

Tamil Nadu Petro-Chemicals Ltd.

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PRODUCTS

Pumps and

Compressors

Centrifugal Pumps

Pumps for Application in Power Plants.

Reciprocating Piston and Plunger Pumps.

Cementing Units.

Sucker Rod Pumping Unit.

Reciprocating Compressors.

Gas Cylinders

High Pressure Seamless Industrial Gas

Cylinders.

Welded Cylinders.

Cylinders in Cascade for Storage of

Compressed Natural Gas (CNG)

Range of Products

Centrifugal Pumps Maximum

Power2500 KW

Maximum

Pressure140 kg/cm2

MaximumCapacity 12,000 M3/Hr

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Reciprocating Pumps Maximum

Power1700 KW

Maximum

Pressure675 kg/cm2

Maximum

Capacity315 M3/Hr

Fluids

Handled

Drilling Mud, Cementing Slurry, Crude Oil

steam, Condensate, Heavy Water, Fatty

Acids, Ammonia Carbonate, LiquidAmmonia, Water Injection

Reciprocating Compressors

Maximum Power 25,000 KW

Maximum

Pressure450 kg/cm2

Maximum

Capacity70,000 NM3/Hr

Fluids Handled Air, Nitrogen, Oxygen, Carbon Di-Oxide,

Hydrocarbons, Ammonia, Synthesis Gas,

Hydrogen Sulphate, Coal Gas etc.

GAS CYLINDERS

Maximum

Pressure400 kg/cm2

Maximum

Capacity110 Litres.

Fluids Handled Oxygen, Nitrogen, Hydrogen, Argon, Air,

Helium, Carbon Di-Oxide, Nitrous Oxide,

Acetylene, Ammonia, Chlorine, Freon, LPG,

Compressed Natural Gas (CNG)

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C.N.G.CYLINDER FOR VEHICLE USEWORKING PRESSURE: 200 BAR (204 Kg/cm2)TEST PRESSURE: 334 BAR (340Kg/cm2)

SPECIFICATION - IS: 7285-1988

WATER

CAPACITY IN

LITRES

OUTER

DIA(D') in mm

LENGHTH (L') (Approx) in mm WEIGHT (APPROX) in Kgs

TYPE-'A' TYPE-'B' TYPE-'A' TYPE-'B'

22 232 730 735 33.00 34.50

34 232 1045 1050 44.50 46.00

35 232 1070 1075 46.00 47.50

40 232 1200 1205 51.00 52.50

45 232 1335 1340 56.00 57.50

50 232 1465 1470 61.00 62.50

30 267 716 725 36.00 38.70

50 267 1115 1125 53.00 55.70

55 267 1215 1225 58.00 60.70

60 267 1315 1325 62.00 64.70

65 267 1415 1425 66.00 68.7070 267 1515 1525 71.00 73.70

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BPCL BRANCH OFFICES

MUMBAI

Bharat Pumps &

Compressors Ltd.,

R&C Building, 4th floor,

Byculla Iron Works,

Sir J.J. Road (Adjoining

J.J. Hospital Byculla)

MUMBAI 400 008

Fax No. : 022 23750142

Tel. No. : 022 23716268 /

23774577E Mail :

bpcmumbai@vsnl.net

VADODARA

Bharat Pumps &

Compressors Ltd.,

4 Manasmurti Flats,

14 J.P. Nagar, Opp. G.E.B.

Colony,Old Paddara Road,

VADODARA 390 015

Tel. No. : 0265 2336193

E Mail :

bharatpump@sancharnet.in

NEW DELHI

Bharat Pumps &

Compressors Ltd.,C-115 Lajpat Nagar 1,

Behind Gulshan Properties,

NEW DELHI 110 026

Tel. No. : 011 29815141

DIBRUGARH

Bharat Pumps &

Compressors Ltd.,

Rupam Building, Minal

Nagar,

DIBRUGARH 786 001

Tel. No. : 0373 2314324

E Mail :

vcjaindib@sancharnet.in

CHENNAI

Bharat Pumps &

Compressors Ltd.,

Gemni Parson Apartment,

E Block, 3rd Floor,

No. 3 Anna Salai,

CHENNAI 600 006

Tel. / Fax No. : 044

28257107

E Mail :bpcchennai@vsnl.net

KOLKATA

Bharat Pumps &

Compressors Ltd.,

Room No. 222,

2nd Floor, Karnani

Mansion,

21 Park Street,KOLKATA 700 016

Tel. / Fax No. : 030

22269917

E Mail :

bpckol@sancharnet.in

E Mail : bpcldel@vsnl.net

mailto:bpcmumbai@vsnl.netmailto:bharatpump@sancharnet.inmailto:vcjaindib@sancharnet.inmailto:bpcchennai@vsnl.netmailto:bharatpump@sancharnet.inmailto:bpcldel@vsnl.netmailto:bpcmumbai@vsnl.netmailto:bharatpump@sancharnet.inmailto:vcjaindib@sancharnet.inmailto:bpcchennai@vsnl.netmailto:bharatpump@sancharnet.inmailto:bpcldel@vsnl.net

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CHAPTER-III

ORGANISATION

AT A GLANCE

CUSTOMER SATISFACTION

CORPORATE PHILOSOPHY

MANUFACTURING CAPABILITIES

BOARD OF DIRECTORS

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CUSTOMER SATISFACTION

In Time Delivery,Installation

Commissioning of

Products

Common

Objective To

Maximise Profits

And Minimise

Cost Of The

Customer

Just In Time

Spare Parts

Management-

Low Downtime

Long Term

Preventive

Maintenance

Contract - Low

Cost,

Low Downtime

Continuous

And Rapid

Technological

Upgradation

On The Job Training Programme

For Customer Operational &

Maintenance Personnel

RIGHT TO INFORMATION ACT, 2005:

Right to information Act 2005(here-in-after called the

act) provide for setting out the practical regime of Right to

information to secure access to information under the control of

public authorities, in order to promote transparency and

accountability in the working of every public authority. Bharat

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Pumps & Compressors Ltd., Naini, Allahabad - 211010(India)

is a Public sector Enterprise.

POWER AND DUTIES OF OFFICER AND

EMPLOYEES:

BPCL is a manufacturing unit and a commercial

organisation. Power and duties of the officials are well

defined.

DECISION MAKING PROCESS:

The company is headed by Managing Director. Various

functions of the organisation are managed by product managers

and departmental heads (listed below) who report to Managing

Director.

Pumps and compressors

Business unitCGM(W)

Pump compressor design

DGM(PDD

Pump compressor

production technologyDGM(DESIG

TECH)

Pump & compressor

manufacturingDGM(PCM

Gas cylinder Business Unit DGM(GCD)

Spares part Business Unit SM (SPCD)

Marketing & EDP GM (Mktg )

Material management &

storesGM (MM)

Quality Control & Quality

AssuranceDGM (QC & QA)

Engineering co-ordination

& R & D.DGM (PDD & R&D)

Financial Services CGM (F S,ROs & CSR) & I/C- CS

Human Development ,

Welfare & PEXGM (PEX & HD)

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Workshop services , Plant

Maintenance and SafetyGM (CS & PM)

As company in recent past was drowning so

Government allotted some care takers for some time so as to

revive the company and make it a profitable venture, for that

Government decided to set:

E.I.L. For Technology

B.H.L. For Management

O.N.G.C. For Funds.

CORPRATE PHILOSOPHY AND

OBJECTIVES

THINK BIG AND GROW BIG

Corporate Objectives:

To increase the profitability through judicious

productions.

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To maximise customer satisfaction through

effective Redressal of customer queries and complaints.

To optimise the utilisation of available

resources through comprehensive ERP Techniques.

MANUFACTURING CAPABILITIES

EVEN PICASSO NEEDED A BRUSH AND A CANVAS

And so does our committed force need an excellent and

latest technology manufacturing infrastructure.

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Our manufacturing highlights are:

Modern and sophisticated machine facilities

having latest CNC machines, assembly testing heat treatment

and fabrication workshops.

In-house facilities of non-destructive testing,

ultrasonic and chemical analysis, digital balance machines,

most modern boring & honing machines.

CNG machines for manufacturing of high-

pressure industrial and CNG cylinders.

Strong testing facilities for reciprocating

compressors.

Sophisticated standard room and modern tool

room.

BOARD OF DIRECTORS

NAME DESIGNATION ADDRESSPHONE

NO

EMAIL ID

ABHAY KUMAR

JAIN

MANAGING

DIRECTOR

MANAGING

DIRECTOR,,B.P.C.L. NAINI,

ALLAHABAD,

211010, INDIA

0532-

2687320

akjain@bharatpumps.c

R. MANOHAR

DIRECTOR

(NOMINEE OF

GOVT OF INDIA)

B 510 PRAGITI

VIHAR LODHI

ROAD, NEW

DELHI-110003,

INDIA

011-

23063707

r.manohar@nic.in

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PALLESENA

RAJGOPAL

SHRIRAM

DIRECTOR

(NOMINEE OF

BHEL)

690 ANNA SALAI

NANDANAM,

CHENNAI-

600035, INDIA

044-

24343382

prshriram@bhelpssr.co

S. DHANDAPANI

DIRECTOR

(NOMINEE OF

ONGC)

ONGC TEL

BHAWAN

DHERADUN

2480030135-

2793754

sdhandapani53@yahoo.

SHYAM

CHOUBEY

DIRECTOR

(NOMINEE OF

EIL)

7045, SECTOR-B,

POCKET-10,,

VASANT KUNJ,

NEW DELHI-110070, INDIA

011-

26101458

s.choubey@eil.co.in

mailto:sdhandapani53@yahoo.co.inmailto:sdhandapani53@yahoo.co.in

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CHAPTER-IV

MARKETING

PHILOSOPHIES

MARKETING

PHILOSOPHY

MARKETING

MIX

TARGET

MARKETING TOTAL

QUALITY MANAGEMENT

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MARKETING PHILOSOPHY

WORK SMART INSTEAD OF WORKING

HARD..

Marketing Objectives:

To become a market leader in design

manufacturer, testing, supply, creation and

commissioning of pumps and compressors.

To be a leader in design, manufacturer,

testing and supply of centrifugal and Reciprocating

Pumps to Nuclear Power Projects Atomic Power Project.

To develop export market for BPCL

products through target based pricing of products.

To improve upon market share for BPCL

Products through target based pricing of products.

To increase the order booking for spare

parts for BPCL supplied equipment through extensive

overhauling and refurbishment activities for the

equipment supplied earlier.

Promotion

Although being a producer of industrial goods,

promotional activities are not found necessary in

BPCL. One more reason for this attitude is that

BPCL is pioneer in this industry and its products

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are well known to its existing potential customers

as of high quality.

ASSUMPTION ABOUT THE

MARKETING PLAN

What is marketing plan:

Marketing plan is systematic anticipation and

analysis of future changes coupled with the methodology

for adapting to such changes. Methodology that will

allow the industrial marketing manager to capitalise on

the changes in order to meet objective and goals of the

company and to gain an edge over competition.

It take care of all the lapses of a marketing

manager and also highlight the weakness of the company

that should be removed for meeting the ultimate objective

of the company i.e. profitability through customer

satisfaction.

Need for Marketing Planning:

The marketing planning seeks to ensure

perpetuity growth and continued profitability to a

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company through devising a suitable business portfolio

and helping maintain a proper balance between short and

long range objectives. It augments the health and image

of a company through proper investment in business

opportunities as well as in various resources. The absolute

necessity of marketing plan becomes more conspicuous in

its absence than in its presence.

As without such a plan:

a. The marketing manager losses control over the

future of the firm. He has no ability to react in a logical

and well-reasoned manner.

b. The manager inevitably ends up managing by

crisis rather than by design.

c. The marketing manager is forced to remain on the

defence with marketing decisions to counteract the well

timed well offensive thrust of competition.

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PRODUCTS

Gas Cylinder:

High pressure seamless industrial cylinders.

Pumps & Compressors

Centrifugal pumps

Reciprocating piston and plunger pumps

Reciprocating compressors carbonate and

ammonia pumps

Sucker rod pumping units

Pumps for nuclear power station application.

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MARKETING MIX

PRODUCT

Product Variety

Quality & Design

Feature & Brand Name

Packing

PRICE

Discount

Payment Period

Credit Terms

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TARGET MARKETING

PROMOTION

Advertising

Personal Selling

Sales Promotion

PLACE

Channels

Locations

Transportation

Logistics

BPCLs marketing cells are situated in:

Vadodara

Mumbai

Chennai

Delhi

Dibrugarh

Kolkata

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4 Ps of BPCL:

It has been a common convention that one should

study marketing of a particular company under the head

of classic 4 Ps. So let us have a look of the situation of Ps

in BPCL.

Product:

BPCL manufacturers mainly 4 types of products

with their subtypes also:

Centrifugal Pumps

Reciprocating Pumps

Reciprocating Compressors

Gas Cylinders (Seamless & Welded)

BPCL have a complete team of design & development

engineers and most of item have been trained at

collaboration works and have through experience of a

wide.

Price:

Discount

Payment Period

Credit Terms

Promotion

Advertising

Personal Selling

Sales Promotio

Place:

BPCL factory is situated in Allahabad, a well knit

team of quality control & quality, throughout all phases

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of manufacturing third party inspecting by reputed

inspection agencies such as Lloyds, Bureau Veritias, EIL,

PDIL, UDHE and HIG are offered to all products at

clients direction. BPCL makes high quality products to

serve various purposes of different companies of diverse

nature. After discussing the 4 Ps we will have brief

description of the prime customer of BPCL.

PROFIT AND GROWTH

STRATEGIES

Prior to liberalised economic policy, public sector

enterprises has the benefits of prince & purchase

preference (with no limit) in case of domestic bids and

deemed export benefits in case of ICG bid with the

increased competition from Private Sector cost into

Indian Market. The following measures have to be

adopted counter external threats and offset our

weaknesses:

Creation of marketing cell:

Marketing cells are fully responsible

Marketing survey

Data bank maintenance for market demand,

business share, competitors data / activities.

To find market strategies of competitors, their

strengths and weakness.

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Collection of site reports and offensive marketing,

their strengths and weakness.

Submission and follow up of offers

Arrangement of technical seminars for new

projects

Updating marketing plans

Once the offer is matured into order, the file will

be taken over by contract execution group.

Relooking into pricing policy:

In view of very trough market conditions and

world recession and low order book position.

Order will be booked on marginal costing basis

Review of pricing policy once order book position

improves recovery overheads from spare parts.

TQM (TOTAL QUALITY

MANAGEMENT)

An integrated organisational approach in

delighting customers (both internal and external) by

meeting their expectations on a continuous basis through

every one involved with the organisation working on

continuous improvement of products, services and

processes along with proper problem solving

methodologies.

Core Values Of TQM:

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S ~Self Discipline

P ~Patience

O ~Openness

R ~Result

T ~Trust

Essential Elements Of TQM:

1. Total employee involvement

2. Just in time / waste elimination

3. Total quality control (TQC)

1. Total employee involvement:

S

KI

LL

a) A

b

l

e

b) U

n

a

b

l

e

ATT

ITU

DE

a) W

i

l

l

i

n

g

b) U

n

w

i

l

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l

i

n

g

(TQP)Total Quality People

Organisation is a tree(IMS)

Organisational fruits(TQM)

Organisational Stem(TQC)

Organisational roots(TQP)

Organisational resources(Cooperation,

Communication and Commitment)

Note:

Total Quality People i.e. HR are the most

important and integral elements of any Organisation.

2. Just in-time / Waste Elimination

Wastes are those hidden problems or

defects within an organisation which result

in delay of production processes and also

affect the cost of production. Hence, these

need to be detected and eliminated at the

earliest in order to meet the need of the

customers just in-time.

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Wastes may result due to any of the

following Abnormalities within the organisation:

a) Inadequat

e System

b) High

Defect

Rate

c) Improper

Work

Method

d) Sluggish

Market

e) Low

Work

Standards

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3W Movement (WAGE WAR on WASTE)

Identify & Eliminate wastage arising from:

Over producing

Time at han

Transporting

Processing itself

Unneeded motion

Unnecessary stock at hand

Producing defective goods

Outdated instruments / machineries

Insufficient scheduling / routine

Congestive set-up / layout

3.TOTAL QUALITY CONTROL(TQC)

It means controlling:

Quality of work

Quality of service

Quality of process

Quality of people

Quality of system

Quality of objectives

Quality of information (verbal / non-verbal)

Quality of life

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CHAPTER- V

ACCOUNTING POLICIES

ACCOUNTING POLICIES

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ACCOUNTING POLICIES

FIXED ASSETS:

1. Capitalisation:

Land given by the government of Uttar Pradesh is valued notionally at

value shown in the records of land Acquisition officer, Allahabad and the corresponding

amount credited to Capital Reserve Account.

Fixed Assets are valued at cost including allocation from expenditure

during construction wherever so applicable.

Capitalisation out of inter plant transfer is made at factory cost

including excisse duty.

2. Depreciation:

Depreciation on assets capitalised and put to use and / or sold /

discarded during the year is charged on monthly pro-rata basis.

Pattern and dies with fabricators, suppliers / contractors and in

stock are depreciated @11.31%.

VALUATION OF INVESTMENT:

Investments are valued at cost.

VALUATION OF INVENTORY:

Raw materials, components and stores and spares:

The pricing of issues of raw

materials, components and stores and spares is done on periodical weighted average cost

method.

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Loose tools:

Loose tools valuing Rs.500/- or above are depreciated @

20% on written down value and below Rs.500/- are charged off revenue.

Work in progress:

Work in progress of the products manufactured by the

company are valued at absorption cost or estimated realizable value whichever is lower

jobs done internally for use in capital works are valued at factory cost.

Finished goods:

Finished goods are valued at absorption cost or realisable

value whichever is lower. Finished goods manufactured against stock orders are valued at

absorption cost.

Advance from customers:

Advance from customers include those received

with letters of intent / sale contract and progressive payments received as per contracts

during the tendency of the order.

Miscellaneous expenditure to the extent not written off or adjusted:

Deferred Revenue Expenditure:

Techs know how / application engineering charges:

Deferred revenue

expenditure of technical know-how fees / application engineering charges are charged off

to profit and loss account as per technical estimates.

Payment under V.R.S.

The ex-grated payment made by the

company under V.R.S. (Voluntary Retirement Scheme) is treated as deferred revenue

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expenditure to be charged off to profit and loss account in five equal yearly instalments.

However, the same is charged to profit and loss account in full, in case of receipt of grant

of equivalent amount from Govt. Of India.

Income:

Sales:

The pumps and compressors, gas cylinders, shell forgings and

other products are billed at 100% sale value on dispatch and accounted for as sales.

Others:

Jobs executed including erection and other services and other

revenues are taken into account on actual on billing / accrual basis.

Claims:

By The Company:

Claims for the price escalation on sale contracts,

export incentives and other fiscal incentives etc. are accounted for on accrual basis.

Against The Company:

Liability arising as a result of final assessment in

respect of custom duty, central excise, income tax, sales tax etc. is set up in the books

during the year in which final assessments are made and / or decided.

Contingent liability is accounted for in the year in

which it becomes evidentially estimable and / or crystallised as payable.

Research & Development expenditure:

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Research & Development expenditure is

charged to profit and loss account in the year of incurrence. However, R&D expenditure

on fixed assets is treated in same way as other fixed assets of the company.

Foreign Exchange:

Liability for foreign currency loan and / or deferred credit

payments is realigned at the years end exchange rates. Any loss or gain arising thereon is

charged to profit and loss account.

Provisions:

Gratuity:

The gratuity liability of the company has been taken into account

based on actuarial valuation got done through actuary, at the end of the year.

Leave Encashment:

The liability on account of leave encashment of the

company has been taken into account based on actuarial valuation got done through

actuary, at the end of the year.

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HUMAN RESOURCE DEVELOPMENT

OUR MUSCLES IS OUR MANPOWER .. AND IT SHOULD BE GOOD.

BPC is engaged in a wide range of activities, which are design, manufacture,

assembling testing, inspection, dispatch, after sales, commissioning of Pumps &

Compressor and after sale service.

A professional and progressive human resource development approach is what

knits together the BPC family together the BPC family of over 1200 employees.

The policies and practices have been formulated with well structured programme

with objective of developing an organisation that will fulfil, comply with and adopt all the

statutory requirement of Govt. Of India in terms of identifying including, training and

development of Indian Nationals. Strive for total quality management through human

resource development based on their strength and the organisation.

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CHAPTER-VI

FUNCTIONING OF VARIOUS

DEPARTMENTS

MARKETING

PURCHASE

PRODUCTION PLANNING

QUALITY CONTROL

TECHNOLOGY

DESIGN

ASSEMBLY

SALES

IMPORT AND EXPORT STORE

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MARKETING DEPARTMENT

Energy is a sector which is vastly flourishing around the world as all the vehicles

and machineries some where or around requires oil. Various companies are indulged in

oil business so as to provide service and furnish their business. Companies indulged in oil

business relates to:

- Oil Exploration

- Oil Refining

The geological section of oil exploration companies search for oil in the block

section. For this purpose they require certain equipments for which they send an enquiry

and pass the tender for the same.

Also oil refining companies while refining oil to extract different forms of oil

from crude oil being provided by Oil Exploration Company, require certain equipment for

which they also send an enquiry and pass the tender for the same. Some of their requiring

equipments are manufactured at BPC, such as Reciprocating pumps, Centrifugal Pumps,

Reciprocating Compressors, etc.

Enquiry is of two types:

- Budgetary

- Firm

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In Budgetary enquiry the budget is estimated as to what is the competitive price

and what is the price company can bear and how can company can add a new feature into

the product to create its USP and still making it competitive in its market.

In firm enquiry the enquiry of firms are made that which are the companies who

can provide the equipments meeting the standards, lower price(L1) and other required

specifications

TENDER:

A tender is a list of required materials in a specific format as

intended by the desired party. After the firm / company enquiry is being made by the

company the tender is being raised or opened so as to invite those companies capable of

meeting the specifications required by the company.

TYPES OF TENDER:

- Global

- National

- Limited

- Single

PARTS OF ENQUIRY:

Commercial:

In this commercial terms are decided with the company

Technical:

In this technical terms are decided with the company.If all the terms are agreed between

parties then supplier is being sent a letter of intent (L.O.I.). Then for furnishing the

objective the company distributes the sale order with help of marketing department to all

sections or department of company for furnishing their orders.

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PURCHASE DEPARTMENT (M.P.X.)

The functioning of purchase department initiates from issuing of indent or requirement

slip, in the organisation the purchase is made of:

Production Items:

- Metallic

- Non Metallic

It includes raw materials, semi finished goods prepared by casting, finished product

Non Production Items:

- Non Consumables

- Consumables

It includes office stationeries, electricity etc.

If indent budget is below 8 lacks then tender committee B takes decision regarding

purchase of items, it includes managers in the purchase department.

If indent budget is above 8 lacks then tender committee A takes decision regarding

purchase of items, it includes chiefs of marketing department.

Some of the items that are purchased are such as face milling cutters, cooling systems, oil

seal, moulds, wax seals, rubber materials, connectors for tube fittings etc.

Normally enquiry for intent preparation takes 21 days otherwise if urgent according to the

requirement.

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PRODUCTION PLANNING (PEX)

In production planning the decision is taken on what would be the procedure for

preparing the product and what would be the methods to be implemented on product

layout is being prepared with the help of list of specifications desired in the order placed

by the customer.

All the production planning is being made so as to what process is to be

performed at what time period with specific time intervals.

Also production techniques are specified, so as to which production technique to

be implemented at what time. So that it can help product developed in a manner to meet

out every possible standard and international standards at the same time.

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QUALITY CONTROL DEPARTMENT

The quality control department is a very vital department for BPC as BPC is a company

engaged in producing equipments used in energy or power sector, where products are

large in size and bulky and also they require huge amount of investment, so quality is the

most basic and unavoidable segment.

The quality control department first inspects the quality control department checks

the sample of materials from supplier and if they pass it, then only the purchase is made.

Then again when product is produced then also quality check is made so as to

satisfy the company as well as the customer since product also carries companys stakes

or goodwill. Various tests are performed in quality check they are:

Quality Control Department has control on all feeder sections. It checks the quality of raw

material and finished products as per standard prescribed. The department can be

categorised as:

1. Machine shop inspection and ultrasonic testing

2. Non destructive testing (NDT)

3. Standard room

4. Assembly testing

5. Chemical lab

6. Mechanical lab

7. Gas cylinder quality control department

8. Stores(QC)

TSX [TECHNOLOGY] DEPARTMENT

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Motto:

To ensure the smooth flow of instruments to match that of material.

Right M/C ~ Right Material ~ Right Tool ~ Right Job.

OBJECTIVES:

To improve the quality of product.

To increase the productivity.

To reduce the cost.

To optimize facilities and machine utilization.

To enhance work culture, working conditions or environment.

5 Ms of Productivity:

Money ~ Capital

Man-Power ~ Workers(HR)

Management ~ Planning

Material ~ Direct / Indirect

Methods ~ Technology

TECHNOLOGY FUNCTIONS:

1. To plan and specify methods and procedures for achieving special requirements.

2. Preparation of process sheets and procedures for specific processes and their

qualification.

3. Designing jigs and fixtures, templates, special tools and gauges and initiate for the

manufacture or procurement.

4. Preparation of vendor process specifications for operations to be off-loaded.

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DESIGN DEPARTMENT

In design department the products design is being stipulated in the process.

Design department sends the list of items to production planning department and they

send it to store to check whether items exist or not from the list of items provided. If not

they are being sent to purchase department and from their again tender is being raised.

The vital decision product is being taken by design so as to decide whether

company would be able to produce or manufacture the product with the specifications as

desired by the customer or not.

ASSEMBLY DEPARTMENT

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After all the quality check is being done and material is purchased the production starts in

various stages; as products are bulky so various parts of the product is manufactured

separately.

After it is being manufactured, there assembling takes place. And the product is

assembled tested and finalised.

After that inspection is done by an inspector i.e. a third party generally they are member

of a statutory body, if product meets the desired standard a Letter Of Award( L.O.A.) is

being issued by the inspector. And he provides a release note after getting it packing is

done and product is being delivered.

Important Terms:

Bank Guarantee:

If any supplier is contingent in supplying the product then bank pays the loss.

Performance Security:

If supplier fails to provide proper service then the bank pays back the customer.

Liquidated Damages:

If delivery is late on part of customer of payment then he is liable to pay back the supplier

the compensation and instead if supplier delays the delivery of the product at a given time

then customer is liable to receive the compensation from supplier leading to deduction in

products price.

Deemed Order:

It is if Indian suppliers get excise free from government in their products delivery with

foreign parties so as to increase exports.

SALES DEPARTMENT

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STEPS TO PROCESS A SALES ORDER

1. Receipt of sales order from our marketing department and spare parts and

component division (SPCD) (SB).

2. Open a file corresponding to the sale order simultaneously control that file in

file control that file in file control register by sale order no.

3. After receiving the packing list from packing department. We are sending

this packing list after valuation to the market in the case of main product

(RP, CP, & RC) and SPCD in the case of spares of above main product for

the rechecking of valuation.

4. After rechecking the valuation of above packing list, the packing list is sent

to the excise cell of our department for the calculation of excise duty.

5. Preparing excise invoice in five copies for clearing the material from factory

gate, after getting packing list from excise cell.

6. Sending this excise invoice to store department for dispatch of material and

after dispatching the material they send us dispatch documents (GR,

Challan, Invoice Cum Delivery Note first copy i.e. original for buyer.)

7. After getting dispatch documents we are preparing commercial invoice in

ten copies with six forwarding :

1. 3 copy for customer

2. 2 for marketing department

3. 1 for branch

4. 2 for office record

IMPORT AND EXPORT DEPARTMENT

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The import and export department helps in supplying products and retrieving

materials from foreign parties. For any importer IEC code is important for every one.

Joint Director General IEC Kanpur issues IEC code without IEC code custom clearance is

not allowed for import forting tender enquiries are done. Only technically accepted offers

are only tendered for EPX:

Floating of tender enquiry

Receipt of quotation and technical scrutiny

Placement of order are technical suitable vendor

Payment terms in import case

- Payment through letter of credit

- Cash against document

After opening of Letter Of Credit shipments are made either by air or by sea through our

authorised forwarding appointed by Government Of India / BPC

Documents required for custom clearance:

Commercial Invoice

Bill of lading in case of air and sea

Packing list

Country of Origin

Classification of custom duty as per custom tariff, rate of fixed custom

duties.

License audit, passing of bill of entries, payment of custom duties delivery

of consignment of custom warehouse

STORE ( M.S.X.)

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Store consists of three sections:

Receiving Cell

Transport Cell

Custody Cell

For which Daily Material Arrival Report is prepared i.e. DMA Report. After

DMA, DR is prepared i.e. Daily Receipt of stores in which location is specified after that

SRV is prepared Store Receipt Voucher and all the copies of SRV are distributed to all

concerned departments.

After SRV is prepared material is being checked by quality control inspector if

accepted then it is undertaken otherwise rejected by rejection store. After undertaken

custody department takes over.

SRV is maintained in group codes and is matched by material. The store keeper

keeps a watch on the procedure. The entries are made and materials inventory is

maintained. After all formalities the details are sent to finance department and feedings

are made.

PEX department issues Store Issue Voucher which is are forwarded to work in

progress department. After forwarding material ship the materials code is matched and if

found true then it is transferred to W.I.P. Custody time to time issues material for

production so that there cannot be any in convenience while production.

In transport cell items are transported in and out of the organisation, if only few

items are there for transporting then BPC sends Their Truck. The terms of payment by the

party in the process of transport are:

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CHAPTER-VII

DATA COLLECTION

DATA COLLECTION

RESEARCH METHODOLOGY

RESEARCH DESIGN

DATA COLLECTION

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Primary Data-

Primary data is collected from all the executive officers of the organisation through direct

interview method .

Secondary Data-

The secondary data was collected through annual report, magazines, personal manual,

charts and tables.

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RESEARCH METHODOLOGY

A description of the procedure employed to achieve the objective comes under the

methodological section of this project. The methodological includes the overall project

design including sampling procedures.

Statement of studies objective, the output of the study.

Statement of the data input, or casual data on the basis of which solution is to be

read.

The analytical method with which the input will be treated or calculated.

Research methodology is generally conducted on the basis of primary and

secondary data.

Research methodology is generally conducted on the basis of primary and secondary data.

1. PRIMARY DATA

The primary data are those data which are collected fresh and for the first time and is

always in original form, we can obtain direct communication with respondents in one

form or other of through personnel interview.

Primary data was collected with the help of:

Questionnaire

Direct interview

Telephonic interview

Marketing department

2. SECONDARY DATA

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The secondary data are those data which are collected from existing record that are easily

available in the market. In my project I have collected secondary data from various

magazines, Newspapers, various books and office records.

Secondary data was collected from the following:

Annual Report

Magazines

Personal Manual

Charts and Tables

Websites

RESEARCH DESIGN

The noun design has various meanings, but the one suitable for our subject is

pattern or outline of study. The statement includes the essential elements of the study.

Those that provide basic guideline for the details of the project. It comprises of a series of

discussion that, taken together, provide a master plan for executing this project.

A master plan though is comprehensive but it gives a general statement of the

methods used, in contrast to the details that should be written to be sure of the specific

work to be done. It gives the overall operational pattern or framework of the project that

stipulates what information is to be collected from which sources and by what procedure.

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CHAPTER-VIII

PROJECT ANALYSIS

FUNDAMENTAL ANALYSIS

ANALYSIS OF MARKETING

PLAN

PRODUCT ANALYSIS

EXPORTS

FUNDAMENTAL ANALYSIS

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Fundamental analysis looks at a shares market price in light of the companys

underlying business proposition and financial situation. It involves making both

quantitative and qualitative judgements about a company. Fundamental analysis can be

contrasted with technical analysis, which seeks to make judgements about the

performance of a share based solely on its historic price behaviour and without reference

to the underlying business, the sector its in, or the economy as a whole. This is done by

tracking and charting the companys stock price, volume of shares traded day to day, both

on the company itself and also on its competitors. In this way investors hope to build up a

picture of future price movements.

MARKETING PLAN

Marketing plan is a systematic anticipation and analysis of future coupled with

the methodology for adapting such changes. It takes cares of all the lapses of a

marketing manager and also highlights the weakness of the company, which would be

attacked for meeting the ultimate objective of the company i.e. Profitability through

Customer Delight.

IMPORTANCE OF PLANNING

There are following importance of planning to management of business:

Planning forces on the future direction, values and sense of purpose; basic

objective tell the direction of growth.

Planning provides a unifying decision making framework and facilities

integration of efforts.

Planning helps to identify potential market opportunities and threats.

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Planning offers standards of performance for comparison and evaluation and

evaluation of actual performance.

Planning enable the organization to tune its business with environment and

establish a profitable relationship with environment.

Precise plan can achieve a correct balance among:

o Corporate resources

o Corporate effort &

o Market potential

Planning assures effective management of change and thereby survival and

growth and the enterprise. If there is anything constant, it is change. Change is

manageable only through conscious planning. for instance, planning can reveal

future threats and uncertainties or probable changes in the national economy.

Management can be prepared to face the change, convert difficulty into

opportunities and meet challenge of change (resistance to change with

reasonable success.)

We determine our goals, policies, procedures and time bound precise action

plans in advance and all activities are well coordinated and direct along

predetermined channels on the target markets. Hence there is no problem of

confusion or chaos, no barriers of communication and no need to grope in the

dark. Thus we have an orderly and smooth journey to arrive at our destination

as per plan.

ANALYSIS OF MARKETING PLAN

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Tender/Enquiries from Customer

Marketing Department(Register all Tender)

Design Application Department

Design Estimation Department

Marketing Department

(Preparation Of Offer)

Offer Submitted to Customer

Offer Negotiation

(Commercial terms & condition, Technical quarries if any)

Purchase Order Placed by Customer on Suppliers/Manufactures

Work Order issued to the respective Department

Job Manufactured

Inspection and Testing

Packaging

Departure Of Customer

Equipment Erection and Commissioning

Payment follow up/collection(Marketing Department)

Troubleshooting

(If Any)

PRODUCTS ANALYSIS

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Every product is designed in a particular way product analysis enables us to

understand the important materials, processing, economic and aesthetic decisions which

are required before any product can be manufactured. An understanding of these decisions

can help us in designing and making for ourselves.

The first take in product analysis is to become familiar with the product! What

does it do? How does it do it? What does it look like? All these questions, and more, need

to be asked before a product can be analyzed. As well as considering the obvious

mechanical (and possibly electrical) requirements, it is also important to consider the

ergonomics, how the design has been made user-friendly and any marketing issues these

all have an impact on the later design decisions.

CHOOSING THE RIGHT PROCESS

It is all very well to choose the perfect material, but somehow we have to make

something out of it as well! An important part of understanding a product is to consider

how it was made in other words what manufacturing processes were used and why.

There are 2 important stages to selecting a suitable process:

Technical Aspect:

- Can we make this product? On time?

- Will the material be available?

- Will it provide desired level of performance? In all circumstances or in a

given condition?

Economic Aspect:

- What will be the budget?

- Can we make it in proposed budget?

- Will it be a profitable venture?

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- What opportunities it will inculcate for the company in world market?

(1) PRODUCT: CENTRIFUGAL PUMPS

RANGE : Capacity up to 12000 m4/hr 7 pressure up to 140 kg./cm2 with

power limited to 2500 KW.

FLUID HANDLED : Demineralised water, sea water, hydrocarbon, nitrogen, LPG.

Carbonate solution; border feed water, Benefied solution,

ammonia, Ligour & slurry.

(2) PRODUCTS: RECIPROCATING PUMPS

RANGE : Maximum pressure 675 kg/cm2 maximum capacity 315

m3/hr

LIQUID

HANDLED

: Drilling mode, cementing slurry, crud oil steam, condensate,

heavy water, fatty aid, ammonium carbonate, liquid ammonia,

water injection.

FERTILIZERS:

Ammonia Reactor Feed Pumps

Carbonate Feed Pumps

Wash Pumps

REFINERIES:

Sulphodizing Chemicals Pumps

Secondary Seal Oil Pumps

OIL AND GAS EXPLORATION:

Crude Transfer Pumps

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Crude Transportation Pumps

Effluent Pumps

Water Injection Pumps

Drilling Mud Pumps

Work Over Rig Pumps

Cementing Slurry Pumps

Sucker Rod Pumps

(3) PRODUCT: RECIPROCATING COMPRESSORS

RANGE Maximum pressure -450 kg./cm2

Maximum pressure -450 kg./cm2

Maximum power 25,000 KwGASES HANDLED Air nitrogen, oxygen, hydrogen, carbon Di- oxide,

hydrocarbons, ammonia, syntheses gas, hydrogen- sulphit

coal gas etc.

FERTILIZERS:

Synthesis gas compressor for Ammonia plants.

Ammonia Refrigeration Compressor for Ammonia plants.

Carbon di oxide compressor for Ammonia plants.

Oxo-syn gas make up and recycle services for methanol plants.

Hydrogen & Hydro-carbon service for Caprolactum plants.

Natural Gas Compressors for Urea Plants.

Bone Dry Nitrogen Compressors

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REFINERIES:

Make up Hydrogen service for Hydrocracker plants.

Crude overhead gas service for CDU plants.

LPG bottling service compressors for LPG bottling plants.

Soure Gas service for Hydrocracker plants.

Propane De-asphalting plants.

OIL & GAS EXPLORATION:

Injection Air Compressor for Combustion plants.

Associated Gas Compressor for LPG Extraction plants.

Crude Overhead Gas Compressor for Natural Gas.

Booster Service Compressors for Natural Gas.

Gas Lift Service Compressor for Natural Gas.

Gas injection service compressor for Natural Gas storage.

Air compressors for well activation service.

Condense off gas service for Gas sweetening plants.

Propane Gas service for Gas processing plant.

PETROCHEMICALS:

Pacol compressors for lab plants.

Hydrocarbon Compressors for LAB plants.

Vent gas compressors for Gas Cracker Complex

Ethylene primary compressors for Poly ethylene plants

Xylene Compressors for Isomerisation

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EXPORTS

1. Objective:

Situation Government of India in its new industrial policy has great

emphasis on exports in all spheres including engineering goods. In view of

this BPCL should immediately explore possibilities for export and

services.

The recent devaluation of rupees and the rupees convertibility will

help BPCL to be more competitive. It is true that immediate returns will

not accrue, but certainly it will help BPCL in the export business in the

long run.

Once we enter into export market handling of foreign turnkey

bidders, will be easier and they will be attached towards BPCL

automatically.

2. Scope for export:

Pumps and compressors are being manufactured with latest

design and technology. Once quality and delivery is maintained entry into export market

will not be difficult with little additional efforts. Export market exists for following

products Centrifugal and Reciprocating pumps, Reciprocating Compressors, Gas

Cylinders finished castings, components for pumps and compressors. Target market for

above items exists in following countries Middle East and African countries such as

Arabia, UAF, Iraq, Uganda, Philippines, Nigeria, Sudan, South East Asian Countries such

as Romania, Russia etc. Neighbouring countries such as Bangladesh, Sri Lanka and

Nepal etc.

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3. Past performance:

(a) 10 numbers centrifugal pumps to Romania during 1984-85 of value Rs. 17

lacs

(b) 1500 nos. gas cylinders to Oman and Kuwait during 1970-80

(c) BPCL has executed an order for 12000 oxygen and 11000 DA cylinders.

Valuing Rs. 1000 lacks for Algeria through Mhan Exports India Ltd.

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CHAPTER-IX

CONCLUSION

CONCLUSION

LIMITATIONS

SUGGESTIONS

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CONCLUSION

It is felt that the company is now better geared to manage its order execution cycle

more satisfactorily orbit this assessment is based on an analysis of its currents order book

log position. A security of its recent operational and financial performance a study of

orientation related to order execution also due consciences has been taken of the series of

systematic improvement recently implement by the company.

The main objective attained from the study of marketing plan and product analysis

is to grow the company (BPCL) in following areas:

Grow its Capital in Market

Sustain and Grow its Market Share

Grow Performance Wise.

Understand and meet out Customer Demands

Create Goodwill

Improving Technology

Becoming a leader in Design, Manufacturing, Testing, Supply of Pumps and

Compressors.

Attain Share in Foreign Market, also.

In the absence of proper marketing plan and analysis company may lose in all

above mentioned areas. Thus for growth of economic, social health of the organisation in

local and global market proper designing and analysis of marketing plan must be

carefully and effectively conducted to gain desirable results.

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LIMITATIONS

Time Constraints:

A two months time limits us to understand completely the

market requirements and all round working perspective of the company.

Position and Authentication Constraints:

With no authority or position it was

sometimes difficult to convince the customer in front as summer trainee holds no

responsibilities in the eyes of corporate.

No Customer Interection:ection

It is because the customers of BPCL

are big organisations, these organisations are situated outside Allahabad. So ,

there is no interection with customers of BPCL.

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SUGGESTIONS

In the report we have seen the graph of order booking targets and sales turnover.

In the graph of order booking we have seen that the order for our product is increasing

year. It means that with the increase of order to target. We have efficiency of the

organisation; we have to improve on certain points:

Cost efficiency:

To get the achievement of cost efficiency we have to keep

certain points in our mind they are resale of scraps, inventory management, work

distribution.

Profit generation:

In the SWOT analysis we have seen there is a great

opportunity products, these can be turnkey for the company. The company should

try to work on export. They should lay more emphasis on export.

Improving technology:

There is no doubt that the product of company is not

good.

But from time to time the regular improvement of the technology. It improves the

quality of the product as well as save the time.

Becoming a global player:

With the last dealings we can conclude that the

company had satisfy there maximum customers. After those dealings the company

should try to get a good name in India as well as in international market.

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Employee handling:

Generally we have seen that in the maximum government sectors there is lack of

professionalism. It means that we have to make an environment of work in the

company. The company should try to motivate the worker to become punctual and

loyal for the company.

Product:

PRODUCTS MARKET SHARE

o Centrifugal Pumps 10%

o DA Cylinders 25%

o High Pressures Cylinders 10%

o Sucker Rod Pumping Unit 02%

o Reciprocating Pumps 25%

o Reciprocating Compressors 10%

Centrifugal Pump

ReciprocatingCompressors

DA Cylinders

HP Cylinders

SR Pumps

Reciprocating

Pumps

TOTAL MARKET PRESENCE OF BPC (Product wise)

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In the given statistics we have seen the market share of the products. In the case of DA

Cylinders and Reciprocating Pumps there is largest market share of BPC. It means we

should concentrates on those products which have very low market shares.

CHAPTER-X

QUESTIONNAIRE

QUESTIONNAIRE

ANSWER SHEET

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QUESTIONNAIRE

Hello, Sir/Maam, My name is Pradeep Kumar Singh pursuing Masters Of

Business Administrations from Bhagwant University Ajmer (Raj.). I am conducting a

survey on behalf of Bharat Pumps & Compressors Ltd. Naini, Allahabad about the

customers feedback over products and services provided by Bharat Pumps &

Compressors Ltd.

Please provide your fruitful comments, I assure you these will surely be

acknowledged and will be passed on to the management and also this will be beneficial

for my project.

Any sorts of inconvenience are deeply regretted. Hoping for the best.

Thanking You..

Questions:

1) Name / Address of the Customer/Trader Date

--------------------------------------------------------------------------

--------------------------------------------------------------------------

--------------------------------------------------------------------------

2) From which company do you purchase Gas Cylinder?

a) BPCL b) Everest Kanto Cylinder Ltd.

c) Hindustan Cylinder Co. Ltd. d) Others

3) Why do you purchase Gas Cylinders/Pumps/Compressors from BPCL?

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a) Better quality and technology b) Reasonable Price

c) After Sales Services d) Timely Delivery

4) Why you dont purchase Gas Cylinders/Pumps/Compressors from BPCL?

a) Inferior quality and technology b) High Price

c) Delay in delivery d) Poor after sales

5) Which types of Cylinders do you use?

a) High Pressure Cylinder (seam less Construction)

b) Low Pressure Cylinder

c) Dissolved Acetylene Cylinder.

6) What are your annual requirements of Gas Cylinder?

a) High Pressure Cylinder b) Low Pressure Cylinder

c) DA Cylinder

7) How much the price of Cylinder affects the decision?

a) Totally b) Fairly

c) Partially d) No effect

8) How much the delivery of Cylinder affects your buying decision?

a) Totally b) Fairly

c) Partially d) No effect

9) What are needs and demands of Pumps and Compressors of BPCL in India?

a) Very Large b) Few

c) No d) Cant Say

10) Why foreign companies prefer Indian companies in technology these days?

a) Better quality and technology b) Low Price

c) Quick Delivery d) After Sales Service

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11) Do it (BPCLs Product) provide better results in functioning?

a) Yes b) No

c) Cant say

12) Which type of Pumps do you prefer?

a) Centrifugal Pumps b) Ammonia & Carbamate Pumps

c) Reciprocating Pumps d) Others

13) Please recall the name of companies from where you would like to urchase

pumps and compressor other than BPCL.

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-----------------------------------------------------------------------------------

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14) How much quality of pumps and compressors effect the functionality decision

a) Totally b) Fairly

c) Partially d) Least

15) How much are you satisfied with delivery system of Cylinder, Pumps &

Compressors of BPCL?

a) Definitely Satisfied b) Satisfied

c) Quiet Satisfied d) Not Satisfied

16) How much are you satisfied with after sales service of BPCL?

a) Totally b) Satisfied

c) Partially d) Least

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THANK YOU...

ANSWER SHEET:

Provided by customer (considering majority)

2) a) BPCL

3) a) Better quality and technology

4) b) High Price

5) a) High Pressure Cylinder(seam less construction)

6) a) High Pressure Cylinder

7) b) Fairly

8) 80% of buying decision.

9) a) Very Large

10) a) Better quality and technology

11) a) Yes

12) b) Ammonia & Carbamate Pumps

13) Urea, GERMANY

14) c) Partially

15) a) Definitely Satisfied

16) b) Satisfied

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CHAPTER-XI

ANNEXURE

The internet is a powerful source of information related to management theories

and practices. This annexure has been compiled for the net-savvy reader who would like

to surf the net for information on an aspect that is, in some way, related to matter covered

in this project work. This compilation is meant to be illustrative rather than

comprehensive and there might be many other sources. You must be on the guard as

every site listed on the search engines under the title Marketing Plan and Product

Analysis may not be related to my project over my study undergone in BPC Ltd. It may

be a site related to general references, articles and slides over management theories on

Marketing!

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CHAPTER-XII

BIBLIOGRAPHY

Bibliography refers to the sources through which information has been retrieved

in my project development:

Books & Magzines:

Marketing Management By

( Philip Kotler )

Economic Times

Annual Report of BPCL.

Websites:

www.google.com

www.bharatpumps.co.in

www.altavista.com

http://www.google.com/http://www.bharatpumps.co.in/http://www.altavista.com/http://www.google.com/http://www.bharatpumps.co.in/http://www.altavista.com/

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