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MARKETING OF SECONDARY PRODUCTS AND BY-PRODUCTS AT BOKARO STEEL PLANT (SAIL), BOKARO
5905103
Bokaro Steel Plant subir108@gmail.com email id-
Acknowledgement
An endeavor is not accomplished and successful till the people who have made it possible are given due credit for making it possible. I take this opportunity to thank all those who have made the endeavor of mine successful. First and foremost, I am very thankful to all the officers of Bokaro steel plant who really helped a lot and guided me throughout my training session, without their help I would have been unable to complete my project. These people have really been kind enough in providing me with all kinds of contextual information. I would like to thank Mr. S.N.SINGH (GM, BPP, CO), Mr. B.KUMAR (GM, STORE), Mr. V.PANDAY (GM, SSD), Mr. B.K.MANDAL (GM, PPS ) and Mr. A.D EKKA (Jr. Manager, Marketing). They all guided with their seasoned approach towards my training. I also express my thanks to the officers and staffs of the training institute, Bokaro Steel Plant.
CERTIFICATE
This is to certify that the project work entitled Marketing strategy of secondary & By-products of Bokaro Steel Plant has been carried Out and submitted by SUBIR KUMAR SAHA bearing the Trainees Number: 5905103 under my supervision and guidance in partial fulfillment of his Master of Business Administration from shri gujrati samaj institute of professional studies (SGSIPS) affiliated with devi ahilya bai university (DAVV) during the period of 05 november01december2012 Date:- 18th of November project guide:Signature:Seal/stamp of organisation manager(marketing) Admistrative building Bokaro steel plant(SAIL) jharkhand
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Executive Summary
The present study was undertaken to understand the details of the mode of marketing of Secondary Products of SAIL. Marketing
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Department of B.S.L. (SAIL) strives to design a systematic framework to ascertain a profitable proposition out of the selling efforts of secondary and by products. The survey was conducted in Marketing Department and Sales Coordination Department (up to some extent). B.S.L. Various steps involved are as follows: 1) To know about the e-auctions of marketing department. 2) To know the exhaustive usage of e-auctions to affect deals. 60% marketing and selling is done through auction and rest is taken through fixed price, selling and tenders. Data were mainly collected from marketing department of B.S.L. B.S.L. is the largest Steel manufacturing sector of India and is top ranked in the global fortune 500 companies. I had to find how auctions, fixed price, and tenders are used for marketing purpose in
During my training, I had to find out mode of sale of secondary products of B.S.L. Primary products are sold by CMO, Delhi. I passed through various stages of problems and difficulties to accomplish the task of project work but it was a privilege for me to take this opportunity and challenging work to study and observe "marketing of Secondary products in B.S.L.".
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Bokaro Steel Plant recognizes that leadership is essential for survival in competitive environment; Customer's satisfaction ,like quality, is a journey and not a destination. It is essential that everyone in the company has a clear understanding of what customer satisfaction means, if the plant aims to achieve leadership in customer satisfaction. While improved customer satisfaction is necessary for ensuring prosperity of the company, it must also be recognized that ability of the company to satisfy its customers would depend on its ability to continuously improve its profit and growth. The basic objective behind the study carried out by me is to study the major contribution of Secondary product to total sales, which is helpful for the success of the company. By selling the secondary products in local market company is earning profits. It is also creating employment in small scale industries and is therefore instrumental in developing the economy.
OBJECTIVE STUDY
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OF
THE
In Bokaro steel plant there is various section of marketing department. Since I have chosen "Marketing of secondary products in B.S.L." my main objectives are:-
1. To know what is secondary product, by product and why is it necessary to sell the secondary product.
5. Ensuring timely dispatch of material, products, scrap etc to the potential customers.
6. To know the others terms and conditions for marketing of secondary products.
METHODOLOGY USED
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The methodology adopted by me during the project on "Marketing of Secondary Product on B.S.L." can be divided into two parts: (A) To know about the organization (B) To know about the procedure and working of Marketing Department and Secondary Section. (A) To know about the organization. Information / data has been collected from:(i) (ii) (iii) (iv) Government Publications. Books of organization. Journal. Company Website.
(B) To know about the procedure and working of Marketing Department and Secondary Section information has been collected by: (a) Observation Method (b) Personal Interview with (i) AGM (ii) Senior managers (iii) Managers (C) Documents provided by them.
INTRODUCTION TO SAIL
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Steel Authority of India (SAIL) consists of several steel plants that are integrated and otherwise in nature. It caters to the humongous need of railways, automotive, engineering, and power sectors of the country. Moreover, it satisfies the requirements of its foreign clients also whenever they demand its support. During the struggle for independence, Pt. Jawaharlal Nehru, our first Prime Minister, had a very clear vision about the role of Steel in the development of our country. Although TATA Iron & Steel Company (TISCO) has been establishment in 1907 marking the beginning of Indian Steel Industry followed by Indian Steel Co. (1918), they were too small to meet the development requirements of a big country like ours. Therefore, in the 1st Industrial Policy Resolution of the Govt., soon after independence, Govt. decided to establish Steel Plants in Public Sector. However, work could be started at fast pace only in 1954, when Hindustan Steel Ltd., was formed and three Steel Plants of 1 MT capacity each, were established with provision of further expansion at Bokaro, Rourkela and Durgapur with assistance from USSR, West Germany and U.K. respectively. To improve the functioning of Steel Industry, Govt. decided to form a holding company during 1972, which was named as Steel Authority of India Ltd., (SAIL) and the same was incorporated on January 24, 1973, with an authorized capital of Rs.2000 crores. SAIL was formed by registration of a company under the companies Act and not by the Act of Parliament. Govt. decided to abandon the holding company concept in 1978 and a bill was presented to the Lok Sabha. Accordingly, SAIL was again recognized in the following manner. Hindustan Steel Ltd., Bokaro Steel Ltd., Salem Steel Ltd., SAIL International Ltd., Bhilai Ispat Ltd., Rourkela Ispat Ltd., Durgapur Ispat Ltd., wholly owned subsidiaries of SAIL merged into it and started functioning as Units of SAIL. MECON, HSCL and NMDC become independent Companies and started functioning under Ministry of Steel. However, Kiriburu and Meghatuburu Iron Ore Mines were attached with BSL as their Captive Mines. 10
Bharat Refectories Ltd. also became independent under the Ministry of Steel and refractory units also came under them. Thus, SAIL, at present, is having capacity of 12 MT of crude steel through its four integrated Steel Plants, at Bokaro, Bhilai, Durgapur and Rourkela. Two special steel plants at Durgapur and Salem produce a wide range of alloy and special steels. Marketing of the products from these plants is done through a country wide distribution network consisting of a chain of Stock Yards and distribution network. SAIL today is one of the largest industrial entities in India. Its strength has been the diversified range of quality steel products catering to the domestic as well as the foreign markets and a large pool of technical and professional expertise. Ranked amongst the top ten public sector companies in India in terms of turnover, SAIL manufactures and sells a broad range of steel products, including hot and cold rolled sheets and coils, galvanized sheets, structural, railway products, plates, bars and rods, stainless steel and other alloy steels. SAIL produces iron and steel at four integrated plants and three special steel plants, located principally in the eastern and central regions of India and situated close to domestic sources of raw materials, including the Companys iron ore, limestone and dolomite mines. SAILs wide range of long and flat steel products are much in demand in the domestic as well as the international market. This vital responsibility is carried out by SAILs own Central Marketing Organization (CMO) and the International Trade Division. CMO encompasses a wide network of 38 branch offices and 47 stockyards located in major cities and towns throughout India. With technical and managerial expertise and know-how in steel making gained over four decades, SAILs Consultancy Division (SAILCON) at New Delhi offers services and consultancy to clients world-wide. SAIL has a well-equipped Research and Development Centre for Iron and Steel (RDCIS) at Ranchi which helps to produce quality steel and develop new technologies 11
for the steel industry. Besides, SAIL has its own in-house Centre for Engineering and Technology (CET), Management Training Institute (MTI) and Safety Organization at Ranchi. SAILs captive mines are under the control of the Raw Materials Division in Calcutta. The Environment Management Division and Growth Division of SAIL operate from their headquarters in Calcutta. Almost all SAILs plants and major units are ISO Certified.
1. Alloy Steel Plant (ASP) in West Bengal 2. Salem Steel Plant (SSP) in Tamil Nadu 3. Visvesvaraya Iron & Steel Plant (VISL) in Karnataka
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SUBSIDIARIES
1. Indian Iron & Steel Company Limited (IISCO) in West Bengal. 2. Maharashtra Electrosmelt Limited (MEL) in Maharashtra
OTHER UNITS
Raw Material Division (RMD) at Kolkata, West Bengal Central Marketing Organization (CMO) at Kolkata, West Bengal SAIL Consultancy Division (SAILCON) at New Delhi Research & Development Centre for Iron & Steel (RDCIS) at Ranchi, Jharkhand Centre for Engineering & Technology (CET) at Ranchi, Jharkhand Management Training Institute (MTI) at Ranchi, Jharkhand Central Power Training Institute (CPTI) at Rourkela, Orissa SAIL Safety Organization (SSO) at Ranchi, Jharkhand Environment Management Division (EMD) at Kolkata, West Bengal Growth Division (GD) at Kolkata, West Bengal Central Coal Supply Organization (CCSO) at Dhanbad, Jharkhand
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Specific Requirements of Clients/Customers Specific procedures for both the functions Knowledge and Information management for the two functions
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Iron Ore Mines Mines Kiriburu Meghahatuburu Bolani Barsua Kalta State Jharkhand Jharkhand Orissa Orissa Orissa Annual capacity (MT) 4.25 4.30 3.00 2.01 1.15
RMD is planning to expand capacity in view of the enhanced production plans of the steel plants and cope with the requirement of high quality iron ore. The Lime stone quarries under RMD are located at Kuteshwar, Purnapani and Bhawnathpur. Dolomite quarry is at Tulsidamar.
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RMD has centralized workshop at Bolani for repair/overhauling of engines & transmission of heavy earthmoving machinery operating at the mines. Besides the above, RMD has three customer service office at Rourkela, Durgapur and Bokaro for coordination with the steel plants. Two liaison offices are also maintained at Bhubaneshwar and New Delhi for better coordination with government agencies and other statutory authorities.
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Extensive customer contact, product and segment specialization, close monitoring of order servicing and feedback analysis through the Customer satisfaction Index are established norms at CMO. The customer friendly approach of CMO is backed by practical after sales service.
Through the process of Key Account Management, CMO provides single window service to key customers across the country for every business transaction from enquiry to order booking, order tracking to delivery, and even consultancy after-sales service. Central Marketing Organization (CMO) is India's largest marketing home. It has spread its wings far and wide from Srinagar in the North to Cochin in the South and Dhimapur in East to Ahmedabad in the west. All SAIL Product are marketed in India through C.M.O. to ensure quality and prompt dispatch of product, CMO keeps in touch with producing units as well as the transport and shipping sectors. It operates through the network of stockyards, dockyards, Branch sales offices, consignment agents and Extension counter. 17
CMO has got responsibility to sell pig iron and mild steel products manufacture by BSL, DSP, RSP, and BSL, having its headquarters at Ispat Bhavan, 40 Chouringee Road, Kolkata 71. CMO Branches spread throughout the country with stockyards for storing and selling Iron & Steel materials of the plants. Branch manager having other colleagues including finance executive to help Branch Manager in day-to-day operations.
The network of branches is divided into Four regions as given below: Regions Northern region, New Delhi Branches Attached Agra, Allahbad, Faridabad, Gaziabad, Kanpur, Lucknow, Delhi, Chandigarh, Jalandher, Jammu Western Region, Mumbai Eastern Region, Kolkata Southern Region, Chennai Ludhiana and Mandi Govindgarh. Ahmedebad, Baroda, Pune, Mumbai, Nagpur,Bokaro, Indore, Gwalior, Jabalpur, Jaipur & Kota. Bhubaneshwar, Bokaro, Kolkatta, Durgapur Guwahati, Howarh, atna, New Bongaigoan & Rourkela. Bangalore, Chennai, Cochin, Coimbatore, Hyderabad, Pondicherry, Trichy & Vijayawada
In addition to above, one zonal office is functioning in Guwahaati. CMO has got transport and shipping department at Visakhapatnam to handle the export and import consignment at the different ports.
FUNCTIONS OF BRANCHES:18
I) Booking of orders from the customers on long term and short-term basis. II) Passing on details of booking to the concerned SRM Office. III) Receipt of materials at stockyard by wagons/trucks. IV) Issuance of offers and delivery orders to customers against their booking. V) After sale services to customers. With increasing competition and business scenario, it is their endeavor to increase the market share and customer satisfactions have appointed KAMs- Key Account Managers at the branch level and operations at branch level have been segmented on the type of product-Flat or long. CMO is divided on Long and Flat basis as both types of products have to be dealt in different manner due to nature of application and varied uses. Similarly, for better customer satisfaction, Customer Satisfaction Index (CSI) has to be measured for the Key Account Customers. The Key Account Customer has been identified on branch and national level and TMI and KAM of CMO are following these customer's orders. AT plant level, PAC and PIC are appointed who have full knowledge of products and process. The production and coordination meeting is held in the last week of preceding month to decide the final product mix.
FUNCTION OF STOCKYARDS
i) Keeping records with regards to receipt of materials with description of size, quality and quantity etc. ii) Issuance of loading slip on receipt of delivery order from the branch. iii) Loading of materials in the customer truck/trailer free of cost. iv) Issuance of delivery challans-cum-invoice for the quantity delivered. v) Handing over Test Certificate to customer along with challans. 19
JOINT VENTURE
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SAIL has promoted joint ventures in different areas ranging from power plants to ecommerce.
NTPC SAIL Power Company Pvt. Ltd Set up in March 2001, this 50:50 joint venture between SAIL and the National Thermal Power Corporation (NTPC) operates and manages the Captive Power Plants-II of the Durgapur and Rourkela Steel Plants which have a combined capacity of 240 MW.
Bokaro Power Supply Company Pvt. Limited This 50:50 joint venture between SAIL and the Damodar Valley Corporation formed in January 2002 is managing the 302-MW power generation and 1880 tons per hour steam generation facilities at Bokaro Steel Plant.
Bokaro Electric Supply Company Pvt. Limited 150 Another SAIL-NTPC joint venture on 50:50 basis formed in March 2002 manages the 74 MW Power Plant-II of Bokaro Steel Plant which has additional capacity of producing tones of steam per hour.
UEC SAIL Information Technology Limited This 40:60 joint venture between SAIL and USX Engineers & Consultants, a subsidiary of the US Steel Corporation, promotes information technology in the steel sector.
Metaljunction.com Private Limited A joint venture between SAIL and Tata Steel on 50:50 bases, this company promotes e-commerce activities in steel and related areas.
SAIL has formed a joint venture with BMW industries Ltd. on 40:60 bases to promote a service centre at Bokaro with the objective of adding value to steel.
North Bengal Dolomite Limited A joint venture between SAIL and West Bengal Mineral Development Corporation ltd on 50:50 basis was formed for development of Jayanti Dolomite Deposit, Jalpaiguri for supply of Dolomite to DSP and other plants.
Romelt-SAIL (India) Ltd Romelt Technology developed by Russia for reducing of iron bearing materials, which is carried out with carbon in single A joint venture between SAIL, National Mineral Development Corporation (NMDC) and Russian promoters for marketing stage reactor with the use of oxygen.
Bhilai JP Cement Ltd SAIL has also incorporated a joint venture company with M/s Jaiprakash Associates Ltd to set up a 2.2 MT cement plant at Bhilai. Likely to commence operations by March'2010.
PRODUCTS
SAILS MAJOR PRODUCTS
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SAIL
has
wide
range
of
steel
products
both
Long
and
Flat.
Among Long products are: Structurals, Crane Rails, Bars, Roads & Rebars, and Wire Rods; and Flat products covering the range of HR Coils, Sheets & Skelp, Plates, CR Coils & Sheets, GC Sheets/GP Sheets and Coils, Tinplates, Electrical Steel. SAIL also produces Tubular products and Railway products such as rails, wheels, axles and wheel sets. Other products of SAIL include Pig iron and Fertilizers such as Calcium Ammonium Nitrate ("Sona"), Ammonium Sulphate ("Raja") and Coal Chemicals like Benzene, Toluene, Xylene etc.
Flat Products
HR Coils, Sheets & Skelp Plates CR Coils & Sheets GC Sheets\ GP Sheets and Coils Tinplates Electrical Steel
Tubular Products
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Pipes
Railway Products
HR Coils & Sheets Plates CR Coils & Sheets GP Sheets & Coils/ GC Sheets Pig Iron,
Blooms, Billets & Slabs Joists, Channels, Angles Bars, Rods & Rebars Skelp Wheels, Axles, Wheel Sets Pig Iron, Chemicals & Fertilizers
HR Coils Plates CR Coils & Sheets GP Sheets/ GC Sheets Tinplates Electrical Steel
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Blooms, Billets & Slabs Beams Channels, Angles Crane Rails Plates Rails Pig Iron, Chemicals & Fertilizers
Products
Hot Rolled Coils, Sheets and Skelp
Hot rolled coils, sheets and skelp (narrow coil), are the largest product category of the company in terms of both sales volume and revenue. Hot rolled coils 25
are primarily used for making pipes and have many direct industrial and manufacturing applications, including the construction of tanks, railway cars, bicycle frames, ships, engineering and military equipment and automobile and truck wheels, frames and body parts. Hot rolled coils are also used as feedstock for cold rolling mills where they undergo further processing. Hot rolled coils are also delivered to the company's own cold rolling mills and silicon sheet mill and pipe plant in a wide range of widths and thicknesses as the feedstock for higher value-added steel products. The company is the largest producer of hot rolled coils, sheets and skelp in India.
Semi-Finished Products
The company produces semi-finished products,
including blooms, billets and slabs, which are converted into finished products in the company's processing plant and, to a lesser extent, sold to rerollers for conversion to finished products.
Plates
Steel plates are used mainly for the manufacture of bridges, steel structures, ships, large diameter pipes, storage tanks, boilers, railway wagons and pressure vessels. The company also produces weatherproof steel plates for the construction of railcars. The company is currently the largest producer of steel plates in India with a domestic market share of more than 80 per cent for these products. The company is the only producer of wide and heavy plate products in India.
reduces its thickness to precise gauges. As a result, cold rolled products generally command higher prices than hot rolled products. The products of the cold rolling mill include cold rolled sheets and coils, which are used primarily for precision tubes, containers, bicycles, furniture and for use by the automobile industry to produce car body panels. Cold rolled products are also used for further processing, including for color coating, galvanizing and tinning. The company also produces further processed cold rolled products, including galvanized sheets and tin plates.
Railway Products
Railway products, including rails, wheels and axles, sleeper and fish plates (which are used to connect and strengthen rails), are produced through a process of hot rolling blooms in the finishing mills and forging ingots and blooms in the forging press or hammer. Railway products are used primarily to upgrade and expand the existing railway network in India.
Structurals
Structural steel products are produced through a process of hot rolling in the section or structural mills. They are long steel products with cross sections of various shapes. I-beams, channels and angle steel are used in mining, the construction of tunnels, factory structures, transmission towers, bridges, ships railways and other infrastructure projects.
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Speciality Products
Speciality products include electrical sheets, tin plates and pipes. Electrical sheets are cold rolled products of silicon steel for electrical machinery. Tin plates are cold rolled steel electrolytically coated with tin for food packaging. Pipes are longitudinally or spirally welded from hot rolled coils for conveying such things as water, oil and gas.
ranging from 500 mm to 1,250 mm. These materials can be produced in a large number of grades for different applications. Stainless steel products are used for diverse applications including household utensils, automobile trims, conveyor belts, elevators, chemical and food processing equipment, building and interior decoration and pharmaceutical equipment.
MAJOR COMPETITOR'S
TISCO Essar Steel Jindal Vijaynagar Steels ltd. Jindal strips ltd Jisco Saw pipes Uttam steels ltd Ispat Industries ltd Mukand ltd Mahindra Ugine steel company ltd Tata SSL ltd
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Usha Ispat ltd Kalyani Steel ltd Electro steel Casting ltd Sesa Goa ltd NMDC Lloyds Steel Industries ltd
The
Raw
Material supplies
receives blends, stores and materials to Blast Furnace, Sinter Plant and Refractory Materials Plant as per their requirements. It also maintains a buffer stock to take care of any supply interruptions. Some 9 MT of different raw materials viz. Iron ore fines and lumps, Limestone (BF and SMS grade), Dolomite lumps and chips, hard Coal and Manganese ore are handled here every year. Iron ore and fluxes are sourced from the captive mines of SAIL situated at Kiriburu, Meghahataburu, Bhawanathpur, Tulsidamar and Kuteshwar. Washed coal is supplied from different washeries at Dugda, Kathara, Kargali and Giddi, while raw coal is obtained from Jharia coalfields.
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The Coke Oven Complex at Bokaro converts prime coking coal from Jharia, Dugda and Moonidih and medium coking coal form Kargali, Kathara and Mahuda, blended with imported coal, into high quality coke for the Blast Furnaces. Coals came in wagon in the plant and then unload with the help of wagon tippler. At Tippler single wagon fix up and then tippler turn to 180 degree and coal store into underground storage and after that coal sent to SILO which is permanent storage place of coal, through conveyor belt. There are 46 no. of SILO in BSL and one SILO has capacity of 2500 ton. Currently there are two Tipplers working at BSL. From SILO coal has sent to coal hammering section where coal crushing has done and then coal has sent to battery charger section where coal were charge at 1200 degree centigrade in battery oven and that process take 18 hrs to give output of 18 ton coke from input of 22.8 ton of coal. 32
There are 8 batteries at BSL but only 6 are in working condition. One battery contains 69 ovens. One oven has capacity to take 22.8 ton of coal in one time. After coke making process has completed it will unload into quenching car and cooling process has done through phenol water for 2 min 35 sec. then coke will sent to coke wharf section where dolomite has mix with coke and then it will sent to coke crushing section where coke has crushed and it will take three sizes 0-10mm, 10-25mm and 25-80mm. In coke screening section different sizes of coke were separated. The coke has size of 25-80mm has use in Blast Furnace. At the time of making of coke, carbon mono oxide gas has produced because of chemical reaction. This CO gas will be further proceeding and that produced different type of By-product. Ammonium liquor has used for washing of CO which produces COALTAR which has sent to TAR distillation plant where different type of TAR product produces like hard pitch, soft pitch, naphthalene etc. and through exhauster CO has sent to ammonium sulphate section where Amonia Sulphate has produced which is used as fertilizer. Then further washing of CO produces Benzene product at Benzene recovery section. Once Carbon Mono Oxide has washed it will used as major fuel in different section of the plant.
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Blast Furnaces
Bokaro has five 2000-cubic meter Blast Furnaces that produce molten iron - Hot Metal for steel making currently four are working. Bell-less Top Charging, modernized double Cast Houses, Coal Dust Injection and Cast House Slag Granulation technologies have been deployed in the furnaces. The process of iron-making is automated, using PLC Charging System and Computer Controlled Supervision System. The wastes products like Blast Furnace slag and gas are either used directly within plant or processed for recycling / re-use.
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At Blast Furnace Iron-ore, Coke, Limestone and Silicon are put into charged at furnace as per requirement from upper side of the furnace and from bottom, hot air pressure has given and a chemical reaction last for 8 hours, known as Iron and part of Slag. This Molten Iron known as Hot Metal kept in Mild Steel tub which has refractory coating inside and sent to Steel Melting Shop. reduction process, which produces Molten
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Slabbing Mill
Slabbing Mill transforms ingots into slabs by rolling them in its 1250 mm Universal Four-High Mill. The rolling capacity of the Mill is 4 MT per annum. The shop has Hot and Cold Scarfing Machines and 2800 T Shearing Machine. Controlled heating in
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Soaking Pits, close dimensional accuracy during rolling and hot and cold scarfing help produce defect-free slabs.
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The Hot Dip Galvanizing Complex integrated with the CRM produces zinc-coated Cold Rolled strips resistant to atmospheric, liquid and soil corrosion. The Continuous Coil Corrugation Line in the HDGC produces corrugated sheets and the Galvanized Sheet Shearing Line produces galvanized plain sheets for a variety of applications. The first shop of Bokaro Steel to get the ISO-9001 certification way back in 1994, this complex has maintained a high-standard of coating quality and its SAIL JYOTI branded products enjoy a loyal market. This complex made certain innovations for higher productivity to help re-build earthquake-ravaged Gujarat. There are two coil holders at starting point for maintaining continuity of the machine. When one coil finished the second started and head & tail of two coils weld together through welding machine. Then sheet passes through entry storage tower which create storage loop and provide time for welding two coils. 39
After that sheets passes through non-oxidizing furnace and sheets are cleansed through heat then sheets dipped into liquid of ZINK and a layer will coated on sheets. At the same place a machine is used to remove extra layer of ZINK through Hot Air. Then it will passes through High-Bay and the process of cooling of sheet has started by Water & Air. This all is a continuous flow line and at the end of it two coil sheet remover has used to make the coil roll of sheets.
Maintenance Departments
Bokaro has centralized maintenance departments for large-scale electrical and mechanical maintenance, in addition to shop-based maintenance wings for running repairs and maintenance. These facilities are capable of executing massive capital repairs, supported by the fabrication facilities of the auxiliary shops.
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Auxiliary Shops
To meet its needs for maintenance and repairs, Bokaro has a cluster of engineering shops such as Machine Shop, Forge Shop, Structural Shop, Steel Foundry, Ingot Mould Foundry, Cast Iron and Non-Ferrous Foundry, Electrical Repair Shop and Power Facilities Repair Shop in addition to shop-specific Area Repair Shops. Most of the repairs and maintenance requirements of the plant are met in-house. The auxiliary shops and maintenance wings of Bokaro Steel, aided by in-house design teams, have executed a number of highly sophisticated procurement-substitution, productivity enhancement and quality improvement jobs, saving revenues and enhancing equipment availability. The expertise and operational scale of these departments, along with the service departments, makes Bokaro a truly integrated plant, housing many virtual enterprises within Bokaro Steel.
irregular edge trimming or produce which are below the planned size. In a nut shell SSDs role is to ensure that all Iron and Steel Scrap (unwanted at place production) are transported to site processed and transformed to usable shape, size and quality (free of slag etc.) and transported SMS Magnetic Scrap Yards for using as coolant in the converter bath. Surplus scrap after supplying the requirement of scrap is offered for external sale to generate cash resources for the Company.
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The capacity to Flame Cutting Shop No. 2 is 295,000T of scrap per year. The preparation of scrap is done by the same methods as in flame Cutting Shop No. 1. The hop is located in a one bay building of 30 meters width and 156 meters length. Two through railway track is laid in the building for supplying and dispatch of the scrap there is provision for 3 magnet cranes of 15T lifting capacity this shop is presently storing materials or external sale. (b) Skull Braking Shop No. 1 and 2 Each skull breaker is designed for crushing of steel scrap and iron scrap. Skull breaker 1 is an open two storied crane gantry of 24 meters width and 96 meters length. The height of the first storey of the gantry up to the head of the crane rail is 22 meters. The first storey is common for the whole building and the second storey is erected at the end of the section 48 meters long and is intended for crushing of the scrap of the skull breakers. All along the columns of the building one railway tracks are laid for the supply and dispatch of scrap shop is divided into two parts-one is the crushing pit and the other is storage area with the capacity to store 7 days stock. Skull breaker 11 shops are also equipped with balling (top) crane and bottom crane for handling materials. It is engaged for processing of scrap for SMS. The crane capacity of bally crane is 15 t and that of bottom crane 50T/75T in shop 1 and 11 respectively. The skull breakers are meant for releasing mould and bottom stickers, releasing slag cups from skulls and breaking heavy and medium skulls, ladle scrap, runner, scrap, oversize and very often shapeless pieces of cast iron and steel scrap, rejected ingot moulds, bottom plates, small mill rollers, machines ad machine stand and other cast pieces. The size of the processed steel scrap should be 300 X 600 approx. A steel ball of 10 t weight is lifted to a height of 20 To 22 meters with the help of a crane and then released over the scrap for breaking it. The whole building is made of hanging wooden sleeper so as to withstand the impact of splinters.
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(c) Scrap Bursting Yard The bursting Yard is provide with facilities for handling of 20,000 T scrap per year (2/3 steel scrap and 1/3 iron scrap). The unit is located upon one span crane gantry of 21 meters width and 41 meters length. One through track is provided for supply and dispatch of scrap. For scrap bursting the section is provided with reinforced pit lined with armored plates. Bumming bursting the pit is covered with an armored cover. Blast holes in scrap for loading of blasting charges are made by oxygen lancing. The unit is served by one crane of 75/20T lifting capacity with a detachable magnet on the hook. In this section releasing of stickers, and processing of rejected ingots, rolls, skull and other heavy jams are done by means of explosives. Agencies engaged for processing, dispatch of scrap. FSNL, govt. of India under taking of various type of iron and steel scraps (external and internal).
TYPES OF PRODUCTS
In Bokaro Steel Plant, the finished products are categorized into three parts:
1. Prime Products: These are the actual products, which are originally produced for example, blooms, billets, channels, rounds, angles etc.
2. By-Products: These products are not originally produced by Bokaro Steel Plant, but are outcomes while producing the prime products.
3. Secondary Products: -
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These are the defectives or rejected materials due to improper mixing of chemical components or fail to meet the optimum requirements. Scraps generated inside plant are also termed as Secondary products. The secondary products used here in after will mean ferrous materials generated from various production units which can either suitably be used for re-melting to produce iron and products or offered for sale if rendered surplus in production process for example Defective Heavy blooms, Defective Rails, Rail cutting, Rod cutting, Scrap etc.
(B) OTHERS
1. CARBIDE SLUDGE. 2. U/R AMC/MCB BRICKS. 3. U/R MAJ CHROME MAJ BRICKS.
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DETAILS OF SCRAP
There are various types of scrap, which is generated from the particular prime products. Some brief summaries are given here: 1. PCM SCRAP
This is a scrap generated in the pig-casting machine and consists of Splashing, PCM runners and fires are in the fix range of up to 1.0 tones per piece. 2. BF RUNNER SCRAP
Generated in the blast furnace cast houses in the form of runner jams etc the maximum fix per piece is up to 2 tones. This scrap contain amount of slag. 3. UNPROCESSED STEEL
Generated in the steel melting shops in slag cups and metal ladles. 4. SBIM SCRAP
This consists of semi broken ingot mould and bottom part as scrap and is in fix range up to 2 tones per piece. 47
5.
COBBLED SCRAP
The cobbled scrap arises from wire rod mill and includes some rejected coils and binding wires also. 6. REJECTED ROLLS.
Rail and structural mill cuttings, merchant mill cuttings, rail cuttings, plate end sharing rejected slabs, Slabs cuttings, miss rolled slabs, and wire rod cuttings are included in this type of scrap. COLLECTION OF SCRAP 1. All scraps identify the metallic scrap generated in the production, process and lying in the shop. The shops collected the scrap with the help of overhead cranes and stock them for loading into wagons. 2. Rejected rails and sleepers lying near the railways track inside the plant are collected at such points from where loading and collection by truck is possible. 3. Crane facility is provided for loading the scrap into the truck whenever cutting or processing not possible on the spot. 4. Scrap & Salvage department is responsible for overall coordination of scrap collection from the entire plant. For this each shop nominate one executive for ensuring the clearance of scrap from the shop. 5. Head of Marketing and customer service department requires the progress on scrap collection on weekly basis.
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6. Scrap & Salvage department makes suitable schedule for collection of scraps and intimates the date of collection to respective shops.
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Average Price of different By-Product which BSL were sold in April & May 09
Item Hard Med Pitch Ferrous Sulphate Naphthalene Anthracene oil Benzene Toluene LS Naphtha S Boil 2007-2008 Rs.16628 ------Rs.47864 Rs.13805 Rs.38354 Rs.39603 Rs.32392 Rs.20533 2008-2009 Rs.23331 ------Rs.42793 Rs.18511 Rs.30961 Rs.39080 Rs.31029 Rs.19588 2009-2010 -----Rs.6000 Rs.42900 Rs.13200 Rs.32900 Rs.35300 Rs.31050 Rs.18000
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The Marketing development section deals with the MIS and strategic Planning activity come under this section. The Export section deals with the activities of the exports in respect of Iron and Steel items produced by Bokaro steel plant.
AGM(Mktg.) Sec. Steel Ad & Est, QC, ISO, DCA, Contract Cell(MM)
Sr. Mgr. (Mktg.) Coal& Chem., Zinc Dross, Ammonium Sulphate & Ferrous Sulphate 53
POLICIES OF MARKETING
Marketing Planning has responsible function in the working of marketing department. All the risky developments, taking out solution to cripple `situations, this section carries out product pricing and related activities, some of the programmes, policies and procedures are as follows:I) Positioning the product a value based place in customer mind. II) Finalize annual sales plan and quantity, monthly, weekly, and daily rolling programme of Rolling mills in consultation with CMO and mills. This plan is based on the sales forecast receive from JPU SPL/ Iron and steel controller. III) Optimizing the product-mix by proper utilization of available stocks. IV) Receiving Enquiries and complaints, cancellation of orders etc. V) Coordinating the works of mills and traffic department so as to maximize dispatches. VI) Periodical market surveys of products to analyze the market position. VII) Implementation of suggestions received from the customers feedback. VIII) Ensure customer satisfaction by meeting customers regularly; provide redress to their problems and fulfillment of demand.
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The average of the prices offered by the bidder during auction is taken as the basis to fix the prices of materials to be sold through marketing department. Further the techniques of break-up-pricing are adopted i.e. the larger the quantity purchased lower will be the prices. This technique encourages the buyers to purchase larger quantity. Finally the competent authority approves the prices set by the pricing committee. On this basis, a price list is prepared for all the potential buyers. Price list also indicates the sales tax and Excise duty to be levied. Thus the interested parties place their orders with the marketing department on the basis of price list reviewed every month. Every customer is required to have a security deposit amount of Rs.1 lakh. The payment for the material required is 55
to be in advance. The material is supposed to be lifted on the specified date on account of delay the party has to pay the difference in the prices, if there is any increase in subsequent month.
After the competent authoritys approval the price becomes applicable and the circular indicating the revised price is printed, issued and distribution to the customers and all the concerned departments.
DISTRIBUTION
For the purpose of distribution of steel (distribution policy of marketing department) policy, customers are categorized into A, B, C & D. Priority sector customer e.g. Defense, Railways etc. are under category A and about 60% of the product allotted to them. The balance 40% is kept for the category B, C & D. On the other hand for sale of scraps there is no such policy adopted by Bokaro Steel Plant. Customers are served on first come first served basis.
CHANNELS
Bokaro steel plant has zero level channels as it directly sells to the customers. There is no intermediate among producer and consumer. Marketing Department always remains in contact with the customers extracts information about the current market situation on the basis of interaction between them.
1. Customer Satisfaction
BSL adopts following practices for customer satisfaction. a. Procedure / process adapted to access current / future expectation of customers.
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b. It induces market research visiting customer premises attending to customer complaints. c. CMO has Market Management Group where specialists monitor changing demand pattern and development in each Market segment is carried on. d. It has posted market development officers at various locations that are its eyes and ears for monitoring current and future expectation of its customer. e. The Business-planning department is exclusively meant to study customer's changing demand scenario and assess current and future expectation. f. To understand customer needs seminars and workshops are also organized by BSL. Building Customer Relationship
BSL has adopted the philosophy of recognizing segment of the market and identifying key customer in segment and giving them preferential treatment. CMO sales executives have been trained to use direct selling as tool for building long lasting relationship with the customers. Easy access to customers to seek assistance makes proposals send comments and compliments.
MARKET DEVELOPMENT BSL has valued customers group in identifying their specific needs Specific to that group thus segmenting and developing market segment for our products. Major product modifications are done as per their specific needs of the Market segment thereby creating product differentiation packages. PRODUCTION ACCORDING TO MARKET NEEDS BSL is always in touch in market and try to produce according to market needs. BSL tries to produce quality products / new products which fulfill the need of market.
2. STOCK REDUCTION
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Giving facilities like door delivery, road dispatches, credits facility and rounds the clock stockyard operation.
PRICE FIXATION
Pricing is done basically by the CMO. Taking into consideration cost of production, government steps on pricing, certain percentage of profit, price of raw material
5 DOCUMENTATION
With the dispatch of product the Finance department calculates the total cost of product as per demand order. Certain receipts and bills quoting the material code, nature, quantity, and all expenses are sent to connected stockyard. The product will be then released to the concerned person after proper and complete payment to the pay-inauthorities is made.
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capacity of the plant where by the use of arising for re-melting drastically reduced. This has given more impact to the making of secondary product. In the nineties we have seen lot of changes in the economic scenario of the country. The concept of more employment in Public Sector Enterprises has changed to more profits. There by the plant also has geared up its strategy towards this end. One of the strategies adopted by the plant for increasing the profit is marketing of secondary products. In the recent years a number of foundries and re-rolling Mills come into existence throughout the country. These small scales Sector need the "Secondary products" as input raw material for their production. The company has engaged in educating them the use of secondary products for different kinds of end products for consumption of general public. The plant extends all types of facilities and assistance to these small-scale units. This, in turn gives scope for more employment opportunities. The plant for marketing has adopted following strategy: 1. 2. 3. 4. Committed delivery. Competitive price Quick complaint settlement. Culture of customer service.
It is necessary to mentioned here that the companies' profit consists of 10% turnover of secondary products for the Last two years.
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2. Marketing Department finalizes the plan for actual quantity of scrap to be sold in consultation with MRD. Marketing department finalizes mode of sale, terms and conditions for sale, locations and commercial aspects. 3. The pricing committee consist of Managing Directors fixes the price of each type of scrap. 4. Marketing department obtains MD's approval on price fixed by pricing committee.
1.
After obtaining approval of quantity and price for sale, Marketing department
scrutinizes the demand from various parties, examine the Priorities and issue "offer letters" to respective parties. The terms and conditions for sale are also enclosed with the "offers Letter" 2. About one third of the quantity of material to be sold during the year is offered to the actual users, subject to registration of demand. 3. For the balance quantity to be sold at prices fixed by pricing committee, preference is given to actual users over traders. If there are no actual users, the material may be offered to traders giving preference to registered traders over others. 4. First preference is given to the actual users for allotment of scrap against particular category of users. allotments. 5. The amount received from the party towards advance payment and security deposit is forwarded to finance department by marketing department after recording the details in the register. 61 Scrap processing units are given second preference for such
6. Parties are allowed to visit the respective location disposals site, and inspect the scrap offered for sale. 7. Marketing department prepares sale order for the parties who have accepted the offer. Sale orders are issued party wise and category wise i.e. individual sale order covers such categories like C I scrap, steel scrap, re-rollable, slag and waste products. 8. Based on the deposit made by the party, finance department intimates to marketing department about release of requisite scrap for supply.
PRODUCTS
SECONDARY/BY-PRODUCTS
CMO (KOLKATA)
BSL MARKETING
METHOD OF SELLING 62
E-AUCTION SALE
TENDER
STEEL
IDLE ASSETS
PRICING
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This involves a direct marketing process. The management of BSL in consultation with the official of the market development and customer service department work as group for the sale of these items. Different modes of selling are used for these products
MODE OF SALE
E-auction E-auction
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Tender Tender
Advertisement/posting of dates and types of materials to be auctioned in SAIL website and various news papers (Local & National) every 15 th to 20th of the month for the next month, 1. Posting of details of lots to be auctioned one week prior to the date of auction, on the website of SAIL and metal Junction.com 2. Inspection of lots to be auctioned by customers. 3. Auction is held on www. Metal Junction.com 4. Report of auction conducted is give by Metal Junction.com 5. Meeting of reserve price opening committee and their recommendation. 6. Approval for sale of lots recommended by RP opening committee. 7. Issue of offer to the customers, based on approval of chief Executives. In this method the defective materials from all the mills is arranged in heaps of 100-150 tones to be sold by auction. Generally auction sale takes place ones in a month. 65
Representative from all the re-rolling mills turn up during auction and they bid for the available material. The raw material need of this mill is being made by the plant and the availability of the re-rollables has increased the re-rolling mill to develop very fast. The plant extends all types of facilities and assistance to these small scale units, which to turn give scope for more employment, and then the material is lifted on the terms and conditions as mentioned in the tenders.
Advertisement of dates/type of materials on SAIL website/Newspaper Posting of lot details to be auctioned on SAIL / MetalJunction website Inspection of lots by customers Auction conducted on metaljunction.com
Report of Auction by metaljunction.com
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Online Auctions
Online auctions refer to those auctions conducted through the Internet with the bidders (from one or more locations) simultaneously bidding to be selected for supplying the item/s on auction. In other words, the venue for the auction is on an Internet website/
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platform. The "Service Provider's" website assigned by "Service Provider" would constitute venue for the purpose of the online auction.
Client
Client is the individual/business entity who has contracted "Service Provider" to conduct such auction. In case of auction, the purpose would be the genuine intent to sell the selected items/Lot to the bidders desiring to buy these items from the Client.
Bidder
Bidder is the individual/business entity participating in the auction, intending to buy the items/Lots from the Client. To be become a Bidder in the auction, a business entity has to secure client approval for participation and also provide written assent to the General Rules and Regulations
Auction Engine
Auction Engine refers to the software that encapsulates the entire auction environment, processing logic and information flows. "Service Provider" is the sole owner of the auction engine and retains exclusive right over the utilization of the same.
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Preview Time
Preview Time refers to the period of time that is provided prior to the commencement of bidding. This is to facilitate approved participants to view the auction details such as item specifications, bidding details and bidding rules. The purpose is also to familiarize participants with the functionality and screens of the auction mechanism. It is not mandatory for "Service Provider" to provide Preview Time.
Start Time
Start time refers to the time of commencement of the conduct of the online auction. It signals the commencement of the Price Discovery process through competitive bidding. 69
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End of the Auction refers to the termination of the auction proceedings signaling an end to the price discovery process.
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Allocation of material
Buyer Govt. Units/PSUs & its subsidiaries & joint ventures of govt. units having more than 50% govt. share
2nd
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MD/BSLs approval.
3rd
30% of balance
4th
TENDER DOCUMENT
TERMS & CONDITIONS 1) The parties desirous of purchasing the material have to quote for entire quantity of the material. 2) The Tenderers are advised to inspect the material at B.F. Slag Dump, if so desired, before submitting the quotations. Parties will be permitted to see the materials from 9.30 Hrs to 4.30 Hrs daily on working days. Necessary entry passes may be obtained from the Receptionist/ CISF
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3) Terms of sale: On As is where is basis ", " No complaint basis and Ex-works basis" No PICK and CHOOSE shall be allowed other than sorting out Iron/Steel pieces found, if any. 4) The conditional quotations are liable to be rejected. 5) EARNEST MONEY EMD (Earnest Money Deposit) Rs.100000/- for the item to be deposited in the form of DD/BC/PAY ORDER in favors of SAIL/Bokaro Steel Plant, payable at Bokaro, from any Nationalized / Scheduled banks along with the quotations. Any variation / demand in such taxes, duties, levies, and charges and / or any fresh imposition of such taxes, duties, levies and charges shall also be to the account of the bidder to whom the tender is awarded. The tenders should quote their rate in per cubic meter against the total quantity as asked for in the tender document both in words and figures. In case of any mismatch / ambiguity between the two the higher of the two rates only shall be considered. The tender should be submitted in the TENDER BOX placed inside the CONFERENCE HALL OF MARKETING AND STRATEGIC PLANNING DEPARTMENT on the 5th floor of ISPAT BHAWAN. The general terms and conditions of lifting by road and safety stipulations in force shall be applicable. 6) PAYMENT TERMS: The successful bidder has to make payment for the quoted quantity in 12 (twelve) equal installments of 1000 CU. each. 1st installment is to be deposited within 10 (Ten) days from date of issue of sale order inclusive of the date of issue of sale order. Subsequent installments are to be deposited within 30 (Thirty), 50 (Fifty), 70 (Seventy), 90 (Ninety), 110 (One hundred ten), 130 (One hundred thirty), 150 (One hundred fifty), 170 (One Hundred seventy), 190 (One hundred Ninety), 210 (Two Hundred ten) & 230 (Two 74
Hundred Thirty) days from the date of issue of sale order (inclusive of the date of issue of sale order). However, lifting of entire quantity of material has to be completed within the validity period of 300 (Three Hundred) days from the date of issue of sale order (inclusive of the date of issue of sale order). Payments shall be in the form of DD/BC/Pay order or acknowledgement note from SBI, IFB commercial, Branch of Raipur /Bokaro payable at Bokaro from any of the Nationalized / Scheduled banks in favor of SAIL /Bokaro Steel Plant. In case of failure of payment as mentioned above and or failure in lifting of material within the validity period of lifting, the Management reserves the right to cancel the sale Order and forfeit the security deposit. 7) LOADING AND TRANSPORTATION: Loading and transportation of the material in the tenderer vehicle has also to be done by the tenderer at their own cost and arrangements. Successful customer will be allowed to lift the material only 4 days in a week.
8) Bokaro Steel Plant reserves the right to accept or reject any of the tenders or all the tenders or award contract to any other customer fully or partially without assigning any reason. 9) The management reserves the rights to divide the quantity offered for sale and allot the material to more than one tenderer. 10) VALIDITY OF LIFTING: The successful tenders have to complete the lifting of the allocated quantity of material within 300 (Three hundred) days from the date of issue of sale order. 11) The offer of the customer would remain valid for a period of 90 (Ninety) days from the date of opening. 75
12) Loading will be done under the supervision of MRD, the operating agency of the contract. 13) Evaluation criteria are the highest price for whole quantity (12000 Cu.) subject to the price being acceptable to the management of Bokaro Steel Plant. 14) The standard Arbitration Clause of BSL as per the Arbitration and Conciliation act 1996 would be applicable.
13425 15194
11602 9159
PERIOD 77
2007-08
2008-09
78
PERIOD
2007-08
2008-09
79
1436 854 0 0
80
Qtr Qtr
TOTAL
PERIOD 81
2007-08
2008-09
PERIOD 82
2007-08
2008-09
1st
Qtr
07-08
TARGET HOT METAL CRUDE STEEL SALEABLE CR-COIL SALEABLE STEEL 4585 4360 3655 ACTUAL 4660 4130 3600 TARGET 5050 4700 4210
08-09(MARCH)
ACTUAL 4020 3577 6479
3780
3900
4110
3383
PROFIT IN BSL
YEAR 2005-06 2006-07 2007-08 2008-09 PROFIT (Rs. IN CRORE) 2056 2737 2830 1324
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SWOT ANALYSIS
STRENGTH-:
1. 2. 3. 4. 5. 6. Bokaro Steel Plant has a huge pool of skilled and experienced personnel. Principle of hierarchy is given due respect in BSP enabling management to ensure proper planning and its implementation. Flawless corporate image of SAIL enhances the confidence of managers and customers alike. Record of harmonious customer relation boosts the revenue graph towards north. Strategic Information System in the organization gives cutting edge advantage reducing cost and time for every operation. Huge infrastructure, when provides a strong base for better production and marketing, since it has countrywide network of stockyards, dockyard and sales branch offices. 7. The by-product of Bokaro Steel Plant is coal-based and of best quality against the petroleum based bye-products, giving the company a huge advantage against their competitors. 8. 9. Bokaro Steel Plant has TQP i.e. Total Quality People which mean a dedicated work force towards serving the companys customers. A strong R&D cell of the company keeps on working over enriching the quality of its bye-products and to reduce the cost of the whole process.
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WEAKNESS:1. 2. 3. 4. Lack of teamwork and internal customer orientation inhibits proper implementation of companys policy. Complex pre post sale activities repel the probable customers. Due to its large organizational structure involving numerous policies and officials, prompt decision making is a real problem. The hard working marketing officials are not given due recognition and appropriate reward that hurts their motivation and interest.
OPPORTUNITY:1. 2. 3. 4. There is growing demand for secondary and by-products in both domestic and international market. State government is planning to establish small industries in and around Bokaro which will increase the list of probable customers. New markets are to be searched and developed with the opening of the global steel market. There is a great opportunity in the field of research to improve the quality of the coal-based products which would strengthen its well established base among customers. THREAT:1. The biggest threat for any company is competition, SAIL, BSL is also no exceptional. So due to globalization the company is facing stiff competition from global companies in all product segments as well as facing competition from domestic players. 85
FINDINGS
RELATED TO MARKETING DEPARTMENT
During our eight weeks training in marketing department of BSL. We have observed certain problems in it these problems are findings of our studies. 1. All marketing procedure of prime products are decided by SAIL and carried out by the Central Marketing Organization (CMO). 2. As the organization is concerned with a large number of productions activities and the departmental work are done mostly manually from placement of orders to documentation, which ultimately frustrates the employees. 3. The organization is more concerned with larger orders of steel products by ignoring the smaller orders. 4. The local customers with business of by-products are sometimes made to wait for days to get their papers cleared by the department. 5. Most of the existing yards suffers from improper stocking space and siding facility often they are not well developed due to this the material stored there are rusted and other defects are caused and later they are disposed of by offering some concession or at low rate which result in loss. 6. Due to improper packing, the materials reach the stockyard often in damaged condition, which is attracting criticism from the customers and these damaged materials are sold with loss. 7. Export considered Secondary to domestic selling as BSL is a govt. Undertaking and its First priority is given to domestic marketing.
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4. Price list made available to the re-rollers every month contains even the price of materials, which is not available. 5. The price prevailing in the market of the finished goods manufactured by the rerollers are sometimes less as compared to the material purchased from BSL which results in heavy losses.
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8.
BSL can appoint 2-3 authorized stockiest also to avoid trading practice. In this way the benefit of break up pricing can be passed on to the one for whom these have been framed i.e. the actual re-rollers.
9.
Price list made available to the various re-rollers every month by BSL should count all the items but it should clearly indicate the material which is not available so that the customers requiring that particular material can approach some other source.
10.
The infrastructure facilities at the disposal yard should be maintained properly and needs improvements so that the pace of the lifting process is increased.
11. 12.
Fully equipped computers system in marketing department. Proper packing is to be done to safeguard the materials from damage, which is occurring due to multistage handling and transportation.
13.
Refund of excess payment process should be improved and simplified. It. should make payment in less time. Ensure delivery of the material for which the payment is accepted so that mills are not closed or shut down for want of material.
14.
Alternatively if the material is not available the BSL authorities should not accept the payment so that the buyer can approach some other source for procuring the material and should not unnecessarily wait for the material, which is not available.
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CONCLUSION
1. BSL marketing network is spread all over India, which helps in collecting, orders of various customers easily and it can easily interact with its customers. 2. BSL officers posted outside like Kolkata, Delhi, Chennai and Mumbai who work in close coordination with the Marketing Department. 3. Sales of Secondary Product have reduced compared to previous year. 4. Sales of Iron & Scrap are also reduced compare to previous year. 5. Sales of Blast Furnace Slag are almost same as last year. 6. Sales of Pig Iron are less in this financial year. Last year sales of Pig Iron was nil in the 3rd and 4th qtr but in this year it has shown good market which is good sign.
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7. Market of By-Product shown good sign in this financial year and sales of By-Product has increased compare to previous year. The price of ByProduct has reduced in this financial year. 8. BSL has fail to achieve the target which they set for them and unable to meet production of Hot Metal, Crude Steel, Saleable CR coils and Saleable Steel of the target, its result has seen on the profit of the company which reduced by 50% compare to last financial year.
ABBREVIATION
1. SAIL 2. TISCO ltd. 4. HSCL 5. NMDC ltd. 6. RDCIS 7. CET 8. CPTI 9. MRD 10. BFGS - Research and Development Centre for Iron and Steel. - Centre of Engineering and Technology. - Central Power Training Institute. - Marketing Recovery Department. - Blast Furnace Granulated Slag. - Hindustan steel works consultants Ltd. - National Mining Development Corporation - Steel Authority of India Limited. - TATA Iron and Steel Company.
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BIBLIOGRAPHY
Magazine published by SAIL Training Manual Government Publications Books of organization Companys Website www.sail.co.in www.metaljunction.com
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