11 july 11 Things done: 1) Organisation details Basically 3 divisions: CARS- Cable accessories EMIP- Surge arresters, Energy meters

CFIP- connectors and fittings, overhead line insulation. 2) Product understanding Gone through the browsers and manuals available. CARS - Cable accessories for all type of cables upto 245kv - LV terminations- Terminations are designed for 3 and 4 core polymeric insulated cables with or without armour and 3 and 4-core paper insulated cables, including cables with reduced neutral conductor. - MV terminatios- heat shrinkable termination systems for paper and polymeric insulated cables up to 33kV. - HV termination- The slim, compound-free Raychem 72 kV terminations are suitable for indoor and outdoor use on all polymeric cables. EMIP Surge arresters Distribution Class Surge Arrester - Station Class Surge Arrester - Surge Counter with Leakage Current Indicator Polymeric Indoor Surge Arresters Energy meters Single phase two wire meters CFIP Connectors and fittings, overhead line insulation.

12 july 11 Things done: Searching for live tenders available on different sites. Government tenders: Maharashtra govt. MSEDCL MSETCL Gujrat govt. MGVCL UGVCL DGVCL Madhya Pradesh govt. MPPKVVCL MPUKVVCL MPDKVVCL Power grid corp. India Mahavitran

Sites: Indiamart Also searched about the product details: Surge Arresters CARS

13 th july 11 Met Mr. Anupam Agarwal Induction plan was prepared. Plan 1) Organisation- Raychem RPG 2) Energy T&D Division 3) Understanding product range Product catalogues Presentation Plant visits 4) Understand Market Major customer segments Competitors Alternative technologies 5) Understanding buying patterns Enquiry Tender (ltd) Open Tender Global bidding 6) Sales Cycle Invoice Collections Statutory forms Bank grantee/ EMDs etc Customer Visit 1 Godrej Meet 1: MSEDCL project Purchase manager: Deepa Sharaf Regarding: BG pending payments BG given approval for clearance of pending payments. Discussed about the reasons for failures and difficulties caused to the customers previously. Assuring them not to repeat the things. Informing them about the precaution measures taken. Asking about further upcoming projects. Meet 2: Purchase: Mr. Umesh Kharate Regarding: Order enquiry Give proper information regarding the products.

14th july 11 Things done: Gone through customer Purchase files. File1 Kirloskar elec. Comp. 1. Drawing details all dimensions 2. Payment details- DD, letters 3. Routine test , package list, BG certificate details. 4. Invoice 5. Dispatch details File 2 S.T. Electricals Supply of 9kv 5kA lighting arrestor gapless with Disconnector 18kv 5kA LA 18kv 10kA Station Class LA 9KV 10kA Station Class LA Technical particulars. Routine test details. A.B Industries 18kv cerasafe Disribution class outdoor LA File 3 Kirloskar brothers LTD NHPC ltd LA order 9kv 5 KA LA. IS 3070 IEC 60099-4 PO details Terms n conditions File 4 LC processing against PO Tax invoice File 5 BVG India Tax invoice Inspection reports Routine test certificate

File 6 MPKVVCL tender 11kv & 33kv LA Station type 11kv LA Line type Tender study Gone through the presentations: Presentations regarding 1) E T& D corporate 2) Tarang T&D 3) CARS detailed presentation Covers organization details & also information about CARS.

Customer Segmentation
Utilities Tata Reliance Torrent Bhiwadi & Guj. Goa

Industries & Construction Reliance IOCL Grasim KEC L&T IVRCL ABB Siemens Areva OEMs ABB Siemens L&T Emerson CG Lucy Schneider Generation NTPC NHPC Nuclear Power

Contractors
Lanco Bajaj electricals Rohini electricals Godrej electricals Sunil Hitech SMS infra Shreem capacitors Kirloskar brothers Space age associates Hitech electrification

Service Providers
Poshya Deshmukh Nene

Competitors
3M (MECP) Yamuna Power & Infrastructure Elastimold Hari Consolidated

15th July 11 Things done: Customer File: SEW Services (EMIP) 9kv 10kA SA 12kv 10kA polymer SA Talk with Mr. Amol regarding the further plan in Multifunction panel meters n digital meter range. List of customers to go through study & get further information about them. Catalogs n information about the product or MFP. Initially a brief infro about the company. Inform them abt the products.

About the new range of our prodct. try and gather information about the exsisting demand About there purchse manager About there live as well as coming up projects. Expand the available data and information. Added information regarding Customer segments Go through the PO files. Got data and catalogues regarding MFP Study of MFP Digital meters.

Purchase order files details: Gone through the Terms n conditions. 16th July 11 Gone through the Purchase oder file. 19th July 11 Had a talk with Amol Karnik regarding the further planning of MFM. Got the list of panel building people. Initial get information regarding their current data and give information about the product. Get information about their current projects or any small projects they can offer us. Also saw a reliance auction. Understood how offer letter and read price list from Mr. Sanjay 20th July 11 Customer Visit 2: (CFIP) Visited Petron engg construction. Met Mr. Somya Mujumdar. Regarding the NTPC product delivery. Also tried to get information about upcoming tenders. (CFIP) Customer visit 3: Visited Sterling and Wilson for details regarding further upcoming tenders. Met Mr. Pramod Singh Sr. Manager in Purchase. Also prepared offer letters. 21st July 11 Prepared offer letters.

Gone through catalogues. Prepared introduction letter for digital meters.

22nd July 11 Read catalogues. Went to HO planned about future programs. 1) Sales policy 2) Dealer agreements 3) Channel management 4) Customer segments 5) Market intelligence 6) Polices & processes 7) Oracle OM 8) Go through last 3 quarter MIS 9) Meet local channel partners. What business are they in? What support are they getting from our sales force? Their expectations from us? How they can keep in business development. 10) Competition Product categories Benchmarks. 11) Identify Drivers of our business What needs to be strengthened 12) Capture voice of individual employees for Business challenges Managerial support Planning & execution mechanism 13) Study oracle work environment at thane office +ve -ve 14) Prepare a 30 mins business ppt at the end of 2 months. 25th July 11 Gone through Sales policy. Dealer agreement. Catalogues. Sales Policy:

26th July 11 Made offer letters on Raychem RPG Limited enquiry and walingo enquiry. Customer Visit 4: ETA engineering. ONGC project is given to them. So discussion for up coming projects and order. 27th July 11 Competitors Study. 1)
Denson: Yamuna Cable Accessories Pvt. Ltd. (YCAPL) an ISO 9001-2008 certified

Company, specialising in Development, Manufacturing & Marketing of Cable Accessories, Heat Shrink Cable Joints, Heat Shrinkable Tubing, Pre-Moulded Slip-On, Cold Shrink Joints, Cold Shrink Tubing, Resin Pour, Tapex and all Types of Cable Jointing Accessories upto 400 kV. Our Pow er Cable Accesories products and Telecom Jointing products find application in Power Distribution, Electrical Insulation, Telecommunication & other tailor made solutions in similar industries & applications. 2) HEX house Cable Terminal Ends Connectors Crimping Tools Brass Cable Gland Kits & Accessories 3) ABB CABLE ACCESSORIES High voltage cable accessories Connectors, joints and terminations for 52-420 kV. LOw voltage cable accessories Connectors, joints and terminations up to 1 kV. Medium voltage cable accessories 4) 3M Cable accessories 3M Cold Shrink technology has been used by the power industry. 66 KV Cable Accessories 110 KV Cable Accessories 132 KV Cable Accessories 5) Brass cable accessories. 6) Compaq International

Heat Shrinkable Termination Kits Heat Shrinkable Straight Through Joints Heat Shrinkable Terminations Heat Shrinkable Transition Joints Heat Shrinkable Single Core Cables- 11/12KV, 22/24KV, 33/36KV Single Core Heat Shrinkable Power Cable AccessoriesComposite Polymeric Insulator- 11/12KV, 22/24KV, 33/36KV, 45KV & 66KV.

28th July 11 Offer letter and authorization & manufacturing letter. 29th July 11 Market intelligence basically deals with the market study. The types of customers in market. The demand of the product requirement in the company. The area of product procurement we would get through each company ie the scope of different companies. The competition we have in industry. Order booking on oracle. Start going with the customers. Startup with Energy meters. Would call up and add up with the data base. Start meeting the customers and inform them about the products. Tender notices. Point 12) Drivers or factors of our business are: Brand name Raychem RPG A mutual collaboration which helps Quality of the product. Standard set my our company. What needs to be Strengthen: Regarding:13.7.11 work Sales cycle: Invoicing Collections The collection of money after the supply within the duration of receipt. Statutory forms The tax given to the government. Bank grantee/ EMDs money deposits. 1st Aug 11

Called the list of panel builders. Questions came infront are: 1) Whats the prices you offer and the discount structure? 2) Who is your dealer? 3) Is your product approved? A1)The price depends on the quantity of order. We would certainly give proper discount to you. A2) Presently we are not with any dealer. The transactions will be direct. A3) No presently our product is new . So we will need your help for its approval. 2nd Aug 11 Send mail ie introduction letter & catloges to all the people with positive response. Called further customers. 3rd Aug 11 Call further panel builders. Gathered infro. Catlogs and intro mail letters send. Mostly the energy meters used are: L& T meters HPL meters 4th Aug 11 Prepared offer letters of Jaypee Rohini order. Catalogs & letters to panel builders. Further Kaman plans. Product management group to study regarding the product details.

5th Aug 11 Kaman visit. Saw assembly if kits. Product gallery. 8th Aug 11 Meeting Presentation on CARS. Feedbacks & corrections in CARS ppt. Find regarding several questions. Meeting regarding further planning. List of consultants in Mumbai making cable joint and terminations.

9th Aug 11 Customer visit 5) Dealer visit Spectra Solutions. Mr.Sameer Nadkarni Mr. Jigar Punjabi Talk about general CFIP introduction. Office is at Goregaon Outlet is in Vasai. Spectra Customers: Siemens ABB pvt Nashik Vedantta Tata 10th Aug 11 Im office. Gone through intranet data of cable accessories. Met Mr. Himanshu Sharma. Have design study details initially. 11th Aug 11 Dealer Visit: Nene Regarding there problems & introduction. 12th Aug 11 Office Open order shipment plans. Talked with Mr. Slany & Mr. Pradeep Godse. 16th Aug 11 Tuesday In office Aker price schedule Done with ppt. Made a list of power cable consultants. 17th Aug 11 Office Made & submitted offer letters. Mahindra & Aker enquiry. S.K enterprises enquiry of Nene. 18th Aug 11 Gathering information regarding several enquiries received.