ACKNOWLEDGEMENT

An indudstrial training is such a comprehensive coverage that cannot be accomplished without may help numbers soucrce and people in he field usefl suggesitns arte very helpful in completing the3 training. First of ll I am very grateful to Mr. RHM John UC Sharma , V.S. Singh permitted me to get training in B.P.C.L and finally I am very thankful to Mr. Malay Tiwari (H.O.D.) for his able guidance and support. Finally I would like to thank each and every person who directly or indirectly in making of his project.

PREFACE

I did my summer training in bharat pumps and compressors limited, Allahabad. I completed my summer training for 45 days. I got training in the study if marketing plan and product analysis, financial department in 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 the managers.

So I am thankful to all the manager of BPCL

SUNIL KUMAR SEN MBA 3RD SEMESTER MONIRBA, UNIVERSITY OF ALLAHABAD

DECLARATION

I SUNIL KUMAR SEN 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 programme at bharat pumps and compressures limited. I presenting an authenitic repot of my work to MOTILAL NEHRU INSTITUTE OF REASEARCH AND BUSINESS ADMINISTRATION carried out at bharat pumps dn compressors limited, naini and Allahabad ofr the prtial fulfilment of the requirement for master of business administration degree programme of UNIVERSITY OF ALLAHABAD. This research report is and information, date face furnished there in are actual, based on study carried out by me. SUNIL KUMAR SEN MBA (3rd semester) MONIRBA

CHAPTER 1 INTRODUCTION ISO CERTIFICATE ABOUT THE PROJECT

INTRODUCTION Bharat Pumps & Compressors Limited,The public sector enterprise was incorporate in 1970. The factory is situated in he Trans Yamuna area of Naini Allahabad.The company has started its Business from 1973. Later on during year 1986 , the company was brought out under the holding company Bharat Yantra Nigam Limited. With the objective to design research ad development and manufacture and supply of capital goods in the the fluid handling field incllding provision of service connected there with. BPCL had entered into technical collaborations witgh world facmous manufacturers of Pumps, Compressors and gas cylinders and high technology oil equipments. IN veryt short period the company absorbed the technology and establish itself as world renewed manufactures of a wide range of high tech products in the fluid handling areas. In spite of beibg an import substitution oriented unit, BPCL completes with renowned international manufacturer and secure prestigious orders form he counts core secoter industries. Almost all he national projects in the areas of oil exploration, refineries petrochemicals and fertilizers process industries, thermal hydro and nuclear power plant have BPCs product which afre functioning to the total satisfaction of he customrs. The confidence reposed on BPCL by custom3r select in t3erms of steady and continous in order book position as well as receipt of high value order to manufactures and supply hte high tech product like cementing units. Suckers Rods Pumping units and NuclearPumps besides mud pumps for deep dealing oil rigs and compressors etc.

Though quality of BPCL products in good as compared ot any other competitors but the company did not perform well due to carous resons. The concept of holding company was this adopted by he government to recognise BPCL along with the oher five compani8es in a manner which was most conductive to their performance . In a manner which was most conductive to their performance. In 1986, BPCL was made a subsidiary of Bharat Yantra Nigam, who formed a holding for six companies which come under the department of Heavy Industry. important address of BPCL Regd. Office, Head office and works Naini , Allahabad 211012, U.P. ,India

ISO CERTIFICATION
ISO 9001:2000 ISO 14001:2004 OHSAS 18001:1999

Includes encironment, occupational health & safety management systems, with hte objective t design, manufacture adn supply capital goods in hte fluid hnling field including procision of sercives connected therewith, BPC caters to the need of core sector fo eh economy such as oil exploration and refining petrochemiscals, chemicals and fertilizers, process industries and power plant and indigenously designs and manufactures heavy-duty centrifugal pumps, reciprocating pumps, reciprocating compressures and high pressure seamless gas cylinders and other hi-tech oil field equipments such as cementing units, suckers rod pumps.

ABOUT THE PROJECT

This project is based on BPCLs Market 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. Similarly to cnduct analysis of products of BPCL, the primary data was collected by he random selection of 25 permanent customrs out of 47 with he3 help of i8nterview and questionnaire and the secondary data was collected through the annual report, magazines personal manual, charts & tables and internet. Marketing plan is a systematic anticipation and analysis of future coupled with hte methodology for adapting such changes. It takes cares of all the lapses of a marketing manager and also ighlights the weakness of the company which would be attacked for meeting her ultimate objective of he company i.e. Profitability through Customer Delight. The marketing planning is must to ensure growth and continued profitability ot accompany . 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: 1) Losses control over the future of he firm, as he is not in position ot know the Reasons of failure nd cannot take any corrective action. 2) Faces with the problems of managing by crisis rather than desing 3) Remains busy in countering he well temed well planned offensive strategies of Competitors. 4) Cannot bring his company to he seat of the market leader rather the company will always ia a follower of he competitors.

Every product is designed in a particular way-product analysis enables us ot understand the important materials, processing , economic and aesthetic decisions which are required before any product can be manufactured. An understanding of these dicsions can help us in designing and making for ourselves

Product analysis includes following patterns: 1. 2. 3. 4. 5. 6. Quality of products Technology of Products Price concerning products Delivery performance of products Sales promotion concerned with products 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 he performance requirements. 3. Choose a suitable process that is also economic.

CHAPTER II

COMPANY PROFILE

AN OVERVIEW CLIENTS PRODUCTS BRANCH OFFICES

COMPANY PROFILE

AN OVERVIEW ABOUT THE BPCL

The Group The BPCL is situated near Trans Yamuna areas in Naini Allahabad with the objective to Design, manufacture and supply of capital goods in fluid handling field including provision of services connected there with facility.

Mission Mission and Objective of the Company is ot research, design and develop,manufacture adn supply capital goods in he fluid handling field including provision of services connected there with, ot cater the need of Oil exploration and exploitation, refineries, petro-chemicals, chemicals and fertilizer, power sectors and process adn down stream industries VISION To become an Indian MNC in the fieldof fluid hanling , gas compression, gas storage equipment, services and project management.

BPC: Objective To increase market hare of their products and sevices. To maximise customers satisfaction by providing quality product and services within stipulated delivery. To increase the business fo spares and rendering prompt after sales service including refurbishment.

CAPABILITIES BPC, the ISO 9001:2000,ISO 14001:2004, OHSAS 18001:1990 Company manufactures highly sophisticated and environmentally friendly products, equalling, International Standards of quality and performance with the the support of a most modern and sophisticated machining centre having latest CMC Machines, assembly, testing, heat treatment and fabrication workshops. TEST FACILITIES. The factory is equipped for full load testing of various parameters ofr complete product range up to 2000 KVA. QUALITY ASSURANCE: Quality Assurance department ensures that the products pumps and compressors meet the specifications of fo international codes such as API and are fully gruaranteed for performance of hte basis fo proven and most updated designs. Gas cylinders are manufactured as per specifications fo international standards such as DOT,BS , BIS, ISO, ETC and usage approval form recognized national/international agencies. QUALITY ASSURANCE PROGRAMME confirm ot international specifications and requirements. RESEARCH AND DEVELOPMENT efforts are supported by test facilities for model testing in hte centrifugal pumps, reciprocating pumps and compressors areas and also carry also carry out live testing of expendables etc. BPC is the only company in Asia to manufacture a wide range of hi-tech products, heavy duty pumps and compressors and high pressure seamless and welded gas cylinders, under one roof. Such high valued Hi-tech products are functioning to the total satisfaction of the customers with least maintenance cost and optimum energy conservation. Fully groomed Installation, Commissioning and Spare parts Division renders Product Support , Technical Assistance and advice besides providing quick and effective after sales service. A strong Design Department has been established which houses Computer aided design centre. Ighly qualified , trained, experienced and competent engineers are involved in application engineering. Thermodynamic calculations and systems desingn in

the area fo piping, instrumentation, electrical, operational control etc. Teh company undertakes long termr maintenance contract of the equipments installed and commissioned at customers plants , with the objective to maximise their profits and minimise their risks.

TRADE PROFILE

BROAD CUSTOMER PROFILE PRODUCT : CENTRIFUGAL PUMPS REFINERY & PETROCHEMICALS Indian oil corporation Ltd. Bharat petroleum corp. Ltd. Mumbai. Hindustan petroleum corp. Ltd. Cochin refineries Ltd., Cochin. Indo Burma petroleum co. Ltd. Manglaore Refinery & Petroleum Ltd., Tamilnadu Petro-Products Ltd., Chennai. Indian Petrochemicals Ltd. Madras Refinery Ltd., Madras. Bongaigaon Refinery & Petrochemicals Ltd., Bongaigaon. Reliance Petroleum Essar Oil &Refinery Haldia Petrochemicals.

FERTILIZERS Fertilizers corp. of India Ltd. Hindustan Fertilizer corp.Ltd. IFFCO. Nagarjuna Fertilizers & Chemicals Ltd. Hyderabad. Gujarat Narmada Valley fertilizers HUL Tata chemicals Ltd. National Fertilizers Ltd. Indian Explosives Ltd., Kanpur Rashtriaya chemicals & Fertilizers Ltd. Indo-Gulf Fertilizers & chemicals Ltd., Jagdishpur. Krishak Bharati Co-Operative Ltd. Hazira. FACT, Cochin. Bindal Agro. Chambal Fertilizers. OIL & GAS Oil & Natural gas corporation Ltd. Gas Authority Of India Ltd. Oil India Ltd. THERMAL POWER National Thermal Power Corp. Harduaganj Thermal Power Station. Captive Power Plants. Namrup Thermal Power Station. Neyveli Lignite Ltd. ATOMIC ENERGY Atomic Energy Commission. Nuclear Power corp. Ltd. Heavy Water Projects At: Talchar, Manuguru, Tuticorin. Bhabha Atomic Research centre. Indira Gandhi Centre for Atomic Research.

OTHER INDUSTRIAL SECTOR National Aluminium Co. Ltd. Steel Authority of India Ltd. Bokaro, Bhilai, Rourkela. Central Coal Fields Ltd., Giddi. kerala News Print & Paper Ltd. Bharat Heavy plate & Vessels Ltd, Vishakhapatnum. Rashtriya Ispat Nigam Ltd., Vizag. Hindustan zinc

Facility To cope with the challenges fo indigenous manufacturing such as wide variety of High Technical sophi8sitcated products conforming to international standard and performance production capabilities and skills ave been created under one roof. Pumps and Compressors plant ahs modern and sophisticated special adn general purpose Machines as well as assembly and testing hear treatment and fabrication facilities. An indiependent technology machinery centre is latest numerically controlled and computerised numerically

BROAD PRODUCT PROFILE BPCL is engaged in he manufacture fo reciprocating compressors,

reciprocating pumps, centrifugal pumps and gas cylinders catering to the needs f a wide range fo industries such as fertilizer, refineries, petrochemical, oil and gaas exploration, nuclear &thermal power orre processing and metal extaction air separation refrigenration plants etc.

RECIPROCATING COMPRESSORS BPCL designs and manufactures custom built Reaciprocating compressors for a wide range of applications such as Ammonia Syntheis ,
carbon Dioxide, Ethylene , Natural Gas, Hydrocarbon Mixtures, Ammonia, Oxygen , Air tec. The product range includes Reciprocating Compressors up ot a maximum power ratin of 25000 kv/ and discharge pressure up ot 450 ata. They enjoy hte unique privilege of having shared with our collaborations M/s Nuovo Pignone a technology enriched with their vast experience in this field for more than 3 quarters fo a century.

APPLICATIONS some of the applications areas convered by BPCLs reciprocating compressors include the following: 1) Fertilizers Synthesis gaas compressor for ammonia plants. Carbon Di-oxide compressor for urea plants. Oxo-Syn gas make up and recycle services for methanol plants. Natural gas compressor for urea plants. Bone dry nitrogen compressor.

2) Refineries Make up hydrogen service for hydrocracker plants.

crude overhead gs services for CDU plants. LPG Bottling service compressors for LPG bottling plants. Source gas service for hydrocracker plants. Propane De-Asphalting plants.

3) Oil & Gas Exploration Injection air compressor for institute combustion plants. Associated gas compressor for CSU plants. Crude overhead gas compressor for LPG extraction plants. Boosters service compressors for natural gas. Gas lift service compressors for natural gas. Gas injection service compressors for natural gas storage. Air compressor for well activation service. Condensate off gas service for agas sweetening plants. Propane gas service for gas processing plants.

4) Petrochemicals Pacol comp for lab plants. Hydro-carbon compressors for lab-plants. Vent gas compressors for gas cracker complex. Ethylene primary compressors for poly ethlene plants. Xylene compressors for isomerisation.

5) CNG for Automotives Compressed natural gas refilling stations. 6) Others High pressure air compressor for air separation plants. Synthesis gas compressors for heavy water projects. Oxygen compressor for steel plants. Coal gas compressor for gas distribution networks.

MAJOR COMPETITORS

The main competitors for reciprocating compressors are: Ingersoll Rand, India/USA. Atalas Corpo, India/Belgium. K.G. Khosala, Faridabad. Nuovo pignone, Italy. Worthington, USA. Kobe steel, Japan. Kirlsoker Peumatics, Pune. Regal International, USA. Hitachi, Japan. Cooper Engineering, USA.

FACTORS AFFECTING BUSINESS The factors which affect business are

Prices Deliveries After sales services & spare parts back up. Technology. Government policies. Adherence to customers requirements/specifications.

RECIPROCATING PUMPS BPCL designs and manufactures custom- built reciprocating pumps for a wide
range of applications for handling a variety of liquids such as Petroleum, Crude mud, Ammonia, Carbonate, Cementing slurries, D.M. Water condensate, Suphodising chemical fatty acids etc. The producat range includes Mud pumps. Plunger pumps , Ammonia pumps etc. The pumps cater to maximum of 1700 hp power rating and a maximum pressure of 1000 kg/cm2g.

The company enjoys unique privilege of having shared with our collaborators USS OIL WELL, URACA Pump n fabric, BJ. Hughes and Valken a diverse technology enriched with their vast experience in their respective fields.

APPLICATIONS
Some of the major application areas covered by reciprocating pumps designed and manufactured by BPCL are 1) Fertilizers Ammonia reactor feed pumps. Carbonate feed pumps.

 Wash pumps.

2) Refineries Sulphodising chemical pumps. Secondary seal oil pumps.

3) Oil & Gas Exploration

Crude oil transfer pumps. Crude transporation pumps. Effluent pumps. Water injection pumps. Drilling mud pumps. Work over rig pumps. Cementing slurry pumps. Sucker rod pumping units.

4) Steel & Others

Hydraulic press. Hydro blasting pumps. De-Scaling pumps. MAJOR COMPETITORS

1)Plunger pumps Ingersoll Rand, Ahmedabad. Metriplex, Coimbatore. Goma Engineering, Mumbai. Larsen & Turbo Ltd. Mumbai.

2) Mud pumps BHEL, Hyderabad. 3)SRP units

Simplex, Bhilai. New Standard Engineering, Mumbai. Greaves Cotton And Co. Ltd., Ahmedabad. Naveen Engineering, New Delhi.

5) Cementing units Tractors India Ltd., Kolkata.

FACTORS AFFECTING BUSINESS

The factors which affect business are as follows:

prices Deliveries After sales services & Spare parts back up. Technology Government policy Adherence to customers requirement/ specifications.

CENTRIFUGAL PUMPS

BPCL designs and manufactures custom-built centrifugal pumps for a wide range of applications handling a variety of liquids such as

chemicals, petroleum crude as well as products: D.M. Water, carbonate Solutions, Heavy water or Radioactive Water Slurries etc. The product range includes centrifugal pumps up ot a maximum capacity of 1200 m3 /hr differential head up ot a maximum of 1000 m of liquid column and power ratings up to a maximum of 4000kw. The pumps can handle liquid termperatures ranging from 200 to 450 centrigrade and suction pressure up to 100kg/cm2g. Pumps are manufactures in variety of metallurgy pti8ons, such as cast iron, hard iron, nickel resistant steels, alloy steels, low temperature steels, stainless steels, alloy 20, haste alloy etc. BPCL enjoys the unique privilege of having shared with our collaborators M/s Gurnard, a technology enriched with their vast experience.

APPLICATIONS
some of the major applications fo centrifugal pumps are: 1) Fertilizers Ammonia transfer pumps. Carbonate solution pumps. Methanol pumps Carbonate solution pumps. Hydrolyser feed pumps. Cooling tower pumps. Molten urea pumps. Benefield solution pumps. Phosphoric acid pumps.

2) Refineries

Crude transfer pumps. Product transfer pumps. Heavy gas oil (HVGO) pumps. Low shulphur heavy stock (LSHS) pumps. Vaccum oil gas (VGO) pumps.

Visbreaker residue pumps. Coker fuel oil pumps. Reduced crude oil (RCO) Pumps. Caustic solution pumps. Stop oil pumps. Bitumen pumps. Melten sulphur pumps.

3) Thermal Power Condensate extraction pumps. Feed water pumps. Boiler feed pumps, Booster pumps. Boiler reciprocating pumps. Lube oil pumps.

4) Cross Country Oil Pipe Lines

Crude transfer pumps (Mainline as well as booster). Product transfer pumps (Mainline as well as booster). Sump pumps. 5) Nuclear Power Heavy Water Primary heat transfer (PHT) pumps. Moderate pumps. Emergency core cooling (ECC) pumps. Shut Down cooling pumps. Canned motor pumps. D.M. Water pumps. 6) Petrochemicals Aromatic pumps.

Naptha pumps. EDC/ VCM pumps. Vinyl chloride pumps. Paraffin pumps. Ethylene pumps. Propane pumps.

7) Ore Processing & Meal Extraction Coal slurry pumps. Alumina slurry pumps.

MAJOR COMPETITORS The major competitors are:

KGB Pumps Ltd.,Pune. Kirlosker Ebaru Ltd., Pune. Khimline Pumps Pvt. Ltd.,Mumbai. Best & Crompton Engineering. Ltd, Chennai. Mather & Platt Ltd. Mumbai. Akey Industries, Mumbai. Flowmare Pvt. Ltd., New Delhi. Worthington Pumps, Kolkata.

FACTOR AFFECTING BUSINESS

The factors affecting business are: Prices Deliveries After sales services & Spare parts back up. Technology

 Government policies. Adherence to customers requirements/ specifications. PRESENT MARKET SIZE: Rs. 30000 lacs. SHARE IN Co. BUSINESS: 16%

CYLINDERS
BPCL , designs and manufactures custom- built cylinders. The product range includes seamless cylinders, welded cylinders, welded cylinders adn cylinders for compressed natural gas (CNG). The cylinders are sued for high pressure gas and low pressure gas.

APPLICATION
The main application areas of cylinders are:

Fertilizers Gas Authority of India Ltd. Oil & Natural Gas Corporation. Oxygen Companies.

MAJOR COMPETITOR The major competitor are: Hindustan Cylinders Jai Gas Cylinders.

FACTORS AFFECTING BUSINESS

The factors affecting business are

Prices Deliveries Technology Adherence to customers requirement/ specifications. PRESENT MARKET SHARE: 30% SHARE IN Co. BUSINESS : 15%

MARKETING PHILOSOPHY
WORK SMART INSTEAD OF WORK HARD Marketing Objectives: To become a market leder in design manufacturer, testing, supply , creation and commissioning of pumps and compressors. To be a leader in design , manufacturer, testing and supply of centrifuagal and Reciprocating Pumps to Nuclear Power Projects Atomic Power Project. To develop export market for BPCL products through target based pricing of product. 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 refurbgishment activities for the equipment supplied earlier.

ASSUMPTION ABOUT THE MARKETING PLAN

What is marketing plan ?

What 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 he changes in order to meet objective and goals of hte company and to gain an edge over competition. It takes care of all the lapses of a marketing manager and also highlight the weakness of hte company that should be removed for meeting the ultimate objective of the company i,e, profitability through customer satisfaction.

Need for marketing planning the emarketing planning seeks to ensure perpetuity growth and continued profitabi8li8ty to a through desising a suitable business portfolio
and helping mantain a proper balance between short and long range3 objectives. It augments the health and image of a company through proper investment in business opportuniti3s as well as in carious in its absence than its presence . As without such plan. a) The marketing manager losses control over the future fo hte firm. He has no ability tio react in a logical and well reasoned manner. b)The manger inevitably ends up managing by crieis rather than by design c) The marketing manager is forced to remain ofn the defence with marketing decisions to counteract the well timed well offensice thrust of competition.

STRATEGIES / PLAN
BPCL have already inititated action for attainment of ISO 9000 certification. BPCL is already registered with process consultants and carious eprots houses. We are receiving enquires from EEPE, Mohan Exports and PEC etc. BPCL has initiated action to action to become a member fo international Trade Council Exp. As agent are the main contacts with the ultimate customers, we are also looking for appointing some agents of repute in foreign countries. To participate in international trade fairs which are held in India & abroad? Contacting ultimate customers and mailing our product leaflect and brochures to them. Improve the level of customer satisfaction be mail questionnaires aadn personal discussion. Organising camps at various sites for a limited

period listening to customers problems, resolving them and providing technical guidance. Presentation to customers/ consultants before project sets date through audiovisual presentation slides/ films. Tie ups with turnekey contractors. Scanning and circulation to tender notices advertised in newspapers, Government bulletin.

TYPES OF PLANS
MISSION The mission indicates primacy beliefs and bedrock objectives, the central purpose of the business. The mission indicates prices answers to certain basic.

Question
What is our business? What will our business be ? What should be our business ? Who is our customer ? What does be buy? What does he except from the product? What does he look for when be buy our product? Why should consumer citizen tolerate our existence ? And so on.

If you have correct answers to these questions you can define your mission or line of business justifying its very survival.

OBJECTIVES
objective are the aims and goals ot be achieved by the enterprise. They point out where we want to go what is cure end or destination. They provide direction for the enterprise efforts. They become the bench marks or standards for evaluation of efforts. The facilitate control. Planning is most successful when it is based upon clear cut. attainment and verifiable objective or goals. Please note that objective prescribe ends, whereas strategy prescribed means to accomplish desirable ends.

Strategy
R. Anthony has defined strategic the process to deciding on objective of eh organisation on changes in these objectives and on the policies /strategies is a pattern of purposes and policies which are unique to the firm. Strategies are action-oriented programmes in order to give the organisation a unified direction towards achieving the company mission, objective and goals. Strategies decision is planned course action to achieve clearly objectives, in the face of limited resources , changing environment and intellingent completion. The word strategy has competitive implication. Strategies are planned response to external changes e.g. changes in customer taste and preferences, changes in production do distribution changesa are based upon basic mission and objective, resources to be delayed and changing marking opportunities.Strategies can establish favourable relation between the firm and its environment.

POLICIES
Policies are the principle and consequent rules of action of achieving specific organisation objective or goal. PROCEDURE Procedures are a series of functions or steps performed to achieve a specific task or understanding.

PROGRAMMES:

Programmes are a series of necessary activities and resources that are guided by the corporate objectives, plans and strategies. PROJECT: A project is a scheme for investing resources , resources which can be an alysed and evaluated separately. It is a work plan. Schedule: A schedule is a precise time tables of a series of action. A vital part of a programme or project. BUDGET: A budget is a document indicating amount of resources to be commited to a specific purposes of an organisation. Sales budget , production budget, capital budget and so on.

PRODUCT ANALYSIS (1) PRODUCT: CENTRIFUGAL PUMPS

RANGE : Capacity up to 12000 m4/hr 7 pressure up to 140 kg/ cm2 with power limited to 2500kw. FLUID HANDLED: Demineralised water, sea water, hydrocarbon, nitrogen, LPG, Carbonate solution, border feed water, Benefied solution, ammonia, Ligour & slurry. MAJOR COMPETITORS KSB pumps ltd, Pune Kirloskar Ebara ltd, Pune Sulzer Pumps Pvt. ltd, Mumbai Best & Comton Engg, Ltd, New Delhi Worthington Pumps, Calcutta

FACTOR AFFECTING BUSINESS Prices Deliveries Adherence to customers requirements/ specialization After sales services & spare parts backup Government policies PRESENT MARKET SIZE SHARE IN CO. BUSINESS RS. 500 Crores 45%

SWOT ANALYSIS

STRENGTH :

(1) Good engineering capabilities (2) Good design backed by reputed foreign pump manufacture. (3) Good manufacturing & testing facilities.
(4) Good performance of equipment already supplied. (5)Good quality & high degree of reliability. (6)Stable industrial relations.

WEAKNESS:

(1) High material & manufacturing cost. (2) Delays in deliveries. (3)Lack of planning & scientific monitoring of jobs. (4) Lack of reliability vendors for casting and other bought outs. (5)Inadequate after sales services & Delays in resolving customers problems (6)Higher fixed costs & administrative expended. (7)Lack of aggressive marketing (8) Lack of technology upgradation. (9)Poor liquidity position & market credibility. (1) Large investment planned in oil & gas, petrochemicals refineries, power & chemical industries etc. during 8th plan period. (2)Growing demand for pumps in all the core sectors.

OPPORTUNITIES:

THREATS:

(1)Entry of foreign suppliers due to recession in world markets.

(2)Increase competition from Pvt. Sector cost and entry of more & more foreign company into main. (3)Markets resulting in cut-throat competition (4)Dependence on world bank, other agencies

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.

MISCELLLANEOUS EXPENDITURE TO THE EXTENT NOT WRITTEN OFF OR ADJUSTED

Deffered Revenue Expenditure: Techs know how/ application engineering charges: Deffered revenue expenditure of technical know-how fees/ application engineering charges off to profit and loss account as per technical estimates. Payment under VRS The ex-grated payment made by hte company under VRS( voluntary Retirement scheme) is treated as deffered revenue 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 compressores, gas cylinders, shell foregings 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 revenue are taken into account on actual on billing/accrual basis.

CLAIMS

By the company: claim for the price escalation on sale contracts, export incentives and other fiscal incentives etc. are accounted for on accrual basis.

Against the company: Liabliity 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. Contigent liability is accounted for in year in which it become evidentatially estimate and / or crystallised as payable.

Research & Development expenditure

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 deffered credit payments is realigned at the years end exchange rates. Any loss or gain arising thereon is charged ot profit and loss account.

PROVISION
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 Encasement The liability in 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.

WORKING OF 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 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 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 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 (1.1), 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 Note: BPC generally uses limited tender. Global National Limitation 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 furinishing the objective the company distributers the sale order with the help of marketing department to all sections or department of company for furnishing their orders

WORKING OF PRODUCTION PLANNING (PEX)

In production planning the decision is taken on what would be the prodcedure 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 specification 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.

WORKING OF 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 fo items provided. If not they are 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.

WORKING OF QUALITY CONTROL DEPARTMENT

The quality control department is a very vital department for BPC as BPC is a company engaged in producing equipment used in energy or power sector, where products are large in size and a 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 peroformed in quality check they are:

HYDRO TEST: To see or check whether material can bear the pressure

METAL TEST: To check the metal used is of good quality or not.

WORKING OF ASSEMBLY DEPARTMENT

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 eh 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. LIQUIDITATED 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 If is if Indian suppliers get excise free from government in their products delivery with foreign parties so as to increase exports. WORKING OF PURCHASE DEPARTMENT
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 lacs then tender committee B takes decision regarding purchase of items, it includes mangers in the purchase department. If indent budget is above 8 lacs 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.

WORKING OF SALES DEPARTMENT STEPS TO PROCESS A SALES ORDER

1. Receipt of sales order from our marketing department and spare parts and component division (SPCD). 2. Open a file corresponding to the sale order simultaneously control that file register by the sale order no. 3. After receiving the packaging department. We are sending this packaging list after valuation to the market in the case of main product and SPCD in the case of spares of above main product for the rechecking of valuation. 4. After rechecking the valuation of above packaging list, the packaging 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 excise cell of our department for the calculation of excise duty. 6. Sending this excise invoice to store department for dispactch of material and after despatching the material they send us dispatch documents 7. After getting dispatch documents we are preparing commercial invoice in ten copies with six forwarding: (a) 3 copies for customer (b) 2 for marketing department (c) 1 for branch (d) 2 for office record (e) 1 for master record (f) 1 for consignee

After making final commercial invoice we send it our marketing department as well as SPCD for taking actions to realise the payment.

STEPS TO RECORD COLLECTION AGAINST SALE ORDER

We are getting payment from our customers in following manner: 1. Received directly from the customers in our bank account through EFT (Electronic fund Transfer) or by way of CH/DD or 2. Payment collected by our branches and deposited in bank account of BPCL, Naini or bank account of that branch also 3. If collection made by the bank in the case bank directly credited our account through EFT In all the above cases we are preparing BCV ( Bank Credit Voucher) for making book adjustment for payment receive in head office, or received in the nature of Ch/DD and EFT in Naini Branch after receiving collection advice from our marketing department. We are preparing JV (journal Voucher) for payment collected and deposited in Bank account of branches after receiving collection advice. We are controlling collection advices in collection register and after controlling the collection we are entering the collection details in to the computer for maintaining the debtors realisation and for management reporting as and when required.

Our products
(1) Reciprocating pump(RP) & Spares. (2) Centrifugal pump & Spares. (3) Reciprocating Compressors ( RC) & Spares. (4) Gas Cylinder (GC)

CONCLUSION

It is felt that the company is now better geared to manage its order execution cycle more satisfactory or bit this assessment is based on an analysis if 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 take of the series of systematic improvement recently implement by the company. The system are mostly in place though same process simplification have to be carried out and certain procedural redundancies need to be remained. The company also need to make the inter-department co-ordination and effective in additional BPCL must up completely responsible for internal follow up as well as services as a single paint contact with the client.

SUGGESTION

In the report we have seen the graph of order booking targets and sales turnover. In the graph of order booking we have been seen that the order for our product is increasing year. It means that with the increase of order to target . 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 coclude 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 . EMPLOYEE HANDLING Generally we have seen that in 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 o Centrifugal pumps o DA cylinders 25% o High pressures Cylinders o Sucker Rod Pumping unit 02% o Reciprocating Compressors o Centrifugal Pumps 25% 10% 10% market share 10%

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.

BIBLIOGRAPHY

Bibliography refers to the sources through which information has been retrieved in my development:

Marketing Management Marketing Management Economic Times Annual Report of BPCL.

By (Philip kotler) By (S.A Sherlekar)