COMPANY PROFILE

The company :-

The Story of Birla corporation limited began many years

ago when a young man by the name of ghan shayam das Birla

came to the city of calculate a man of vision and enterprise jute

mills of the outskirts of calculate. The year was 1919.

It market not only the birth of Birla jute man id factoring

company but also beginning of the Birla industrial in India.

The early years saw the company grows steadily under

the guidance of ghan shyam das Birla. His strong sense of ghan

shyam das enterprise and clean sighted vision where passed on

word to his nephew mahadev Prasad.

It was m.p. Birla who gave shape to the world of Birla

corporation limited. The helped transformed it from a

manufacturer of jute. Goods to a leading multiproduct

corporation with widespread activities today Birla corporation

limited ranks amount the top so company in the country with

products ranges from jute and synthesis yarn to cement calcium

carbide.

Industrial gasless an linoleum.

SAINT CEMENT WORKS :-

In 1959 Birla corporation limited embarked on its most

significant new venture cement.

The commissioning of sew in m.p. marked the compans entry in

to basic industry. This was also the Birla cement plant in the

birla group a and at the time the largest single unit in India.

The years that followed brought rapid growth and

modernization new plants were ste up further a field at

chittorgath Rajasthem and Durgapur (west bangal) capicities

were alos steadily increased sing state of the art Technology.

Important landmarks for the campany were the 2500 TDP birla

vikas plant setup at satna in 1982 and a new dry process plant

at chittorgarh commissioned in 1986 in 1988. the workd bank

under its program of energy conservation finaced the setting up

of a modern dry process plant in satna.

The next phase of modenisation is already underway. Its

completion will increase the companys total cement company

from three million tonesper annum to a projected four million

tones by 1997.

Birla corporation limited has indeed set new standards in

efficiency of opration and guality of cement more importantly it

has always taken the lead in the critical areas of energy

conservation and pollution control.

GLOBAL TECHNOLOGY OF SATNA CEMET WORKS AND

BIRLA VIKAS CEMENT :-

Computer aided deposit evolution & mine planning

- AUSTRALIAN TECHNOLOGY

Pre biending of limestone with staker reclaimer

- GERMAN DESING

Row material grinding

- TIRAX–UNIONFLS DENMARK

VERTICAL – ROLLER MILL

LOESCHE

(W.G.) INGH EFFICIENCY

SEPARATOR FULLER U.S.A.

Homogenisation of raw mix

CONTROLLER FLOW SILD FLS

DENNMARK
Pyroprocessing

SEPARATE LINE CALCINER FLS DENMARK

IN LINE CALCINER WITH HOT MEAL RECIRCULATION

AND ALKALI BY PASS SYSTEM FULLER U.S.A.

Cooler

HIGH EFFICIENCY COOLER IKN (W.G.)

ELECTRONIC ROTARY PACKERS

WITH INDEVIDUAL SPOUT HAVING ITS WEIGHING

SYSTEM WITH MICRO PROCESSOR CONTROLLER HAVER

(W.G.)

AUTOMATION

-EQUIPPED WITH PROGRAMMABLE

LAGIC CONTROLLER PROCESS COMPUTER T.V. CAMERAS

WEIGH FEEDERS FOR AUTOMATC AND CENTRALLY

CONTROLLER MANU – FACTURING PROCESS.

QUALITY CONTROL

- XRF – X-RD, FLAME PHOTOMERER WITH

SITE LABORATORY AND CENTURY LABORATORY BACKED

UP WITH EXPERIENCED STAFF.

SALES

Satna cement works and birla vikas works have been

traclitionary setting well in to region of opration satna has the

geographical advantage of being located at m.p. in close

proximity to the adyoining of bihar and up.

Overtime up has became the major additional magor areas

produced by serviced include bihars m.p.

RANGE OF PRODUCT –

BIRLA CEMENT “KHAJURAHO “

1. 33 Grade ordinary Portland cement :-

This is a type of cement commonly use for all general

construction purpose. Where no special properties are required.

Physical properties BIS (15269 – 1986) Birlacement

Compressive khajuraho 38 grade

strength
(kg 1 cm2)
3 days 160 270-300
7 days 220 350-400
28 days 330 460-500
Application :-

For all genral construction jobs viz brick & store

masonary plastering. Flooring pland reinforced cement concrete

(RCC) minor forecast concrete jobs etc.

Cement industry in India

An overview –

Cement industry in India has been in operation

since 1917 and considered now a days as care infrastructure

industry.

India Is one of the five largest producer of cement in the

world the other four being U.S.A. Russia china and japan.

Dependence on government –

The infrastructure support for cement

manufacturing viz power cool and railway accounting for 55-60%

of the cost for manufacturing and selling cement are controlled

by the government the cement industry is also dependent on

railway for cool and cement.

Transprolation in ficial 1997 44% of cement was ficial

1997 44% of cement was transported though railway.

 It is common for the S.E.B.S. of large cement producing

states like m.p. Andhra Pradesh rajasthan and Karnataka to

impose power out of more than 35-40 percent for 6-8 months

during a year.

Poar capacity utillisation –

Cement industry in India has been too much

corporation two rapidily put the capacity utilisution has been

only orenrend 77% to 88% on the other hand the industry has

been growing on average at the rate is expected further to rise

to 8% to 9 % be a wide gap between supply and the projected

demenad for cement.

Higher housing demand –

The demand for housing will increase because of

an increase in purch sing power of in dividuales the shortage of

dwelling units was estimated at appro innately 20.6 million in

the rewal areas and 10.h million units in the urbon areas in 1999.
Infarasturucture –

We expeed higher investment to materiallise in

irrigation transport power plants by NCER on Indian in

brastructure.

India will require in vestment to the tune of 115-

130 billion over the next five year in power roads parts

telecemanunication and urben utilities.

Current treands –

At though domestic cement demand has frow at

5.3 percent in the first help of ficeal 1988 we expect in

improvement in demond growth rat to result in a demand growth

of 6 persent in fical 2002.

Considetring the flowing –

1 higher purchasing power in samiurben and rural

areas due to record agriculture production in fisical 2000.

A rivial in the economy in the last quarter of fisical 2007.

We except industial acitivy to clock a growth of 7.5

percent in the first quarter of fisial 2000.

Exports –

India exparted 1.7 percent cement in fisical 1997

indias natural exparts marked are Bangladesh and srilanka

which do not have adequate cement grade limestone deposits

and are not importers of cement we expect cement experts to

increase by 0.5 percent each in fisical 1998 and fisical 1999

cement exparts increased by 0.3 percent In firist five year of

percent in first five year of fisical 2006.

Supply –

We expect the surplus scenario in the cement

industry to worsen.

Year Demand Requred on Capacity Short fall

capacity 85% likely to be

utilization as estoblis is

hel
1995-95 73.83 78.77 75.37 3.90
1996-97 76.12 82.11 80.09 2.02
1997-98 79.21 84.29 81.26 3.03
1998-99 83.21 87.72 84.51 3.21
1999-02 86.50 91.16 88.11 3.05
2000-08 94.5 95.16 94.1 1.1

Company Profile –
The Company :-

The Story of birla corporation limited began

many year ago when a young man by the name of ghan shyam das

birla come to the gity of calculate a man of vision and

enterprise ghanshyam das set up the first Indian quenad jate

mills on the qutsteirts of calculate the year was 1919 the early

year saw the company grows steadly under the guidance of

ghanshyam das birla his strong sence if enterprise and clean

sighted vision were paseed onword to his nepnhew manadey

Prasad.

It was m.p. birla who gave shape to the world of birla

corporation limited the helped a manufacture leading multi

production corporation with widerspred activities to day birla

corporation limited ranks among the top so company in the top

country with products range from jute and synthetic yarm to

cement calcium carbide industrial glass and lindium.

Satna cement works :-

In 1957 birla corporation limited embarked on its

most significant new venture cement this was also the first

cement plant in the birla group and at the time the largest

single unit in India.

Sales :-

Satna cement works and birla vikas works have

been traditionally selling well in its region of opration satna has

the geographical advantage of being location at m.p. in clase

prceimity to the adsoining of bihar and u.p. over time u.p. has

become the mangor market for cement produced by birla

corporaton limited additional major areas which are serviced in

elude birla and m.p.

Range of product :-

Birla cement “Khajuraho” 1.33 grade ordinary

porti and cement this type of cement commonly used for all

general construction perpose where no special properties are

required.

PHYSICAL BIT (15269+989) BIRLA CEMENT

PROPERTIES KHAJURAHO 33 GRADE

COMPRESSIVE

STRAGH

(KG/CM2)
3 DAYS 160 270-300
7 DAYS 220 350-400
28 DAYS 330 460-500

Application :-
 For general constructional jobs viz brick a stone

mansonary plastering blooring plain and reintored cement

concrete (R.cc) mirror percent concrete jobs etc.

43 grade ordinary Portland cement :-

This cement is chemically very similar to 33

grade o.p.c. put is more finaly ground and because of this

develops more strength at early agen concrete stiffness and

initially hardens at a similar rate as that of 33 grade ordinary

parti and cement development cordinary parti and cement

development enable from worl to be struck ealies.

PHYSICAL BIS (18812+1989) BIRLA CEMENT

PROPERTIES KHAJURAHO 33 GRADE

FITNESS 2250 2800-3000

BLDINESS

(KG/CM2)

3 DAYS 270 320-360

7 DAYS 270 420-460
28 DAYS 430 540-560

Application :-
 For all and sari speciallised jobs viz masinary

plastering flooring plain and reen forced cement conerding

(R.cc) cast and pre stressed concrete etc.

53 grade ordinary Portland cement :-

Cement is chemically different from 33 grade 43

grade o.p.c and is very finaly fround since the hydration stants

on the surface of the cement particles its is the specific

surface area of cement that longly determines the rate if

hydration and thus the setting and hardening rate of cement

higher fineness of the cement enswe improved works ability and

cl whesive mic resulting in better.

PHYSICAL BIS (18812+1989) BIRLA CEMENT

PROPERTIES KHAJURAHO 43 GRADE

FITNESS 2250 3800-400

BLDINESS

(KG/CM2)

3 DAYS 270 390-420

7 DAYS 370 480-520
28 DAYS 530 640-680

Application :-

Concrets slippers for Railways

Pre stressed girders

M25 and above concrete

Passing of interlacking blocks

Roads Runways and industrial bulding

Bridge – piers

R.cc – Bridge

Export Aword

Awards :-

The team of satna cement “khajuraho” has recived top

energy efficiency awards in the years 1992-93 and 1993-94

from the govt. of India.

Special export awards by hen bleunion minister of state

for commerce Dr. BB Ramiah at Delhi on 18th dec. 1996.

Export Performance :-

In spite of pressure from new units satna cement

could maintain the market units Nepal however in Bangladesh

for us to market there and we had to confine over export to

Bangladesh at 2400 tonnes only for the stake of keeping

ourbrand name alive ther.

Other bindings :-
 Satna cement has concen trated its market only in up

bihar and m.p. and export to Nepal and Bangladesh.

MANUFACTURING PROCESS AND QULITY CONTROL

Manufacturing methods be divided in to there broad categories

wet process

Sami dry process

Dry process

Wet dry process :-

Raw motivials are ground with 30 to 40% water

and consume 30 to 35% coal to manufacture elinker.

Semi dry process :-

Raw materials are ground with 10 to 15% water

and consume 26 to 30% coal to manufacture elinker.

Dry process :-

This can be divided in to two cate garies.

Susperision preheate klin :-

 This has uspended cyclone and a long steel tube

intermally lined with refractory brick (knoun as kim) which

rotales and consumed 22 to 25% coal to manufature clinker

birla cement works enittergarh has two khins of thos type.

Suspention preheater klin :-

This has suspended cyclone and a long steel tube

intermally lined with refractory brick (knoun as klin which

rotales and consumed 22 to 25% coal to manufacture clinker

birla cement works enittorgars has two kilns of his type.

(A) SINGLE STRING CYCTONE PREHEATER :-

With calcinatory build in risenduct calcisaton is a

chamber iust above the inlet of the klin here 60% of the total

fuel is firect and the rest 10% is fires to the klin birla cement

chillorgarh and satna has this tupe of process satna has

installed and additional alkali by pass system and there by can

produce low alkali cement this system consumed 16-10 19% coal

to manufacture clinker.

(B) SEPRATE LINE CALCINER :-

 Double string cyclone preteater klin with a calciner

placed parelled to the klin riser duct it consumers 16 to 19%

coal to manufacture clinker in this process also 60% of coal ro

fired in the calciner and 40% in klin cirla vikash cement satna

has this process.

PREHEATER IS THE NAME OF CYCLONES :-

The material enter the preheater from the top and it

them enter the klim from bottom cyclone just before entering

the klin the material attains.

In subspention preheanter klim a temperature of 800

degree 6 and 20% of co2 is removed from the limestone in the

ground material.

In suspention preheanten klim a tempreture of 900 degree cand

90-95% of co2 is removed from the limestone in the ground

material.

Raw Material :-

Mineral compound containing the main compounds of

cement limesilica alumina and iron oxide.

Selclon are these components found in the needed there

fore it is only one raw to select a measured mixture of high line

and low line which contains more silica alumina and iron.

Lime Component :-
Limas stone :- Lime as calcium corbonate it is hard.

Chalk :- Lime as calcium carbonate it is soft.

Manl :- Lime stone as calcium corbonate of silica clay and

ironoxide.

Clay componenet :- It is source of silica and aliumina .

Iron component :- het erite or iron one.

COMPONENT LIMES CLAY LATE ORE RAW

TONE RIDE IRON MIX

Loss of ignition 39.65 8.67 15.20 5.12 34.67
Silicaoride 6.75 63.56 26.42 10.15 14.33
Alumina oxide 0.71 15.77 24.34 3-90 3-50
Iron oxide 1.47 4.47 0.16 55-75 213
Lime 49.80 4.80 2.40 0.2-1.0 43.74
Magnesia 1.40 1.38 0.2-1.0 0.5-1.0 1.30
Sulbhurtri oxide Trace Trace ----- 0.3-0.5 ------
Sodium oxide Trace 120 ----- 0.2
Potassium oxide Trace 0.20 ----- ----- 0.5
Sulphar drioxide Trace Trace ----- ----- 0.3-0.5
Potasium oxide Trace 0.20 ----- ----- 0.5

Grinding :-

There are seprate hopper for clinker gypsum

pozzalem stage below each hooper there is a gravitrc weighing

equipment the rations of material are cheked for its chemetry

with the help of x-RT and x-RD and fed in to computer with the
help of large grinding palls minimum 30mm size and the particle

size and the particle size distribution is controlled by high

efficiency saparators.

High efficiency separators : (HES) :-

Saparation is the division of a given material

stream in to two stream using air as the during medium here are

other as for as possible only coarse purticals with the high

efficency saparators the resulrant effect of the there forces

does the sepration.

There fore it is usually necessary to select a measured

mixture of high lime and low lime which contain more silica

alumina and iron.

Lime Component :-

Lime stone : Lime as calcium corbonate it is hard.

Chaik : Lime as calcium carbonate.

Moral : Lime stone with admission of cilica day and iron oxide.

Clay Component :-

It is source of cilica and alumina.

Iron Componat :-

LAterite or iron are.

Component % Lime stone clay laterite iron one rowmix

Component Lime Stone Clay Laterite Iron one rowmix

Loss of 39.65 8.67 15.20 5.12 34.67

ignition
Silica oxide 6.75 63.56 26.42 10.15 14.33
Alumina 0.71 15.77 24.34 1.90 3.50

oxide
Iron oxide 1.47 4.47 10.16 55.75 2.13
Lime 49.36 4.80 2.40 0.2-1.0 43.74
Mgnesia 1.40 1.38 0.2-10 0.5-1.0 1.30
Sodium Track 1.20 ----- ----- 0.2

oxide

This os fourteenth step to word quality control :-

Air force : bir0l cement works three rails with HES.

Centrifugal force : Chittor cement works two cordimidon mill

with HEC.

Gravity : Durgapur cement works this is the unique proventy

four mills with HES.

Row material :-
 Mineralcomponents containing the main compound

of cement lime cilian alumina and iron oxide.

Seldom are these components found in the neaded proportion in

only row material.

43 Grade ordinary Portland cement :-

This cement is chemically very similar to 33

grade O.P.C. but is more finally ground and because of this

develops more strongh at early ages. Co-crct made with this

cement stiffness and initinany hardence at a similar this quicjer

rate of strength development enables from work to be struck

earlir.

PHYSICAL BIS (is 8112-1989) BIRLA CEMENT

PROPERTIES KHAJURAHO 43 GRADE

FITNESS 2250 2800-3000

BLDINESS

(KG/CM2)
3 DAYS 230 320-360
7 DAYS 330 420-460
28 DAYS 430 520-560
Application :-
 For all and semi- speciallised jobs vi2 masinary

plastering flooring & reinforced cement can certing (R.cc) pre

cast and pre stread concrete etc.

63 Grade ordinary Portland cement :-

This cement is chemically deffrent from 33

frade opc and is surface of the cement perticles. It is

hydration strets on the area of cemet that length determines

the rate of hydration and this the setting and hardening rate

of cement.

Higher finess of the cement ensures improced works

ability and a achive mix resulting in beter

Paving of inter locking blocks.

Road runways & industrial building

Bridge piers, Rcc bridge.

Portland pozzolona cement (P.P.C.) :-

The addition of pozzolona is to improve the properties

of cementing materials in an established practicle since roman

time p.p.c. differs from opc mainly in that it is blended

pozzodona whicj is interground with clinkerand and gypsum in

birla cement fly ash is used aspozzolona th fly as used is partly

made by the company inits state of the aret capative power

plant which has sophisticalat dectro static precipitators and

fluidded bed boilers ensuring that only facture in birla cement

“khajuraho”.

Specilal properties of birla cement PPC :-

Setting :-

Similar to 33,42,53 grade opc.

Strength :-

Higher than 43 grade opc.

Work ability :-

Due to special character istics of birla fly ash which is low

density high colume fine spherical particles shape improved the

result in improved bending bet ween steel and concrete.

Sulphate Resisting, Properties :-

Since the tri calcium aluminate (SA) of birla of birla cement

clinker is very low it imparts special property.

Corrosion resisting Properties :-

Due to lower chloride content and highe fineness dozzolona

cement can crete is ratatively more impervious than ODC

concrete it provides better protection from the ingress of

aggressive nature and salts.

Heat of hybridization :-

Due to character istics of the fly ash and clinker the heat of

hybridization is lowest in BIRLA CEMENT when compares with

other OPC.

Durability :-

The above unique Special Feature of birla cement P.P.C. .

This is thirteeth step of word quality control :-

Evary bag of cement under gose fifteenth regaraus

steps of quality cheks before being despartched to the

consumer laboraories are manned round the clock with.

X-RF - Flame photomer

X-RD - Wet Analysis

Physical testing equipment operated by well qualified

experiment chemists chemical engines civil ingeers and cement

technology to ensure the quality as per in hours quality which is

above B.D.S. sheification.

Cement control Room :-

The process from problem ding yard to cement in

cement storage silo is automated compiler controlled and

oxcuted based on electronic data thus there are no room for

human error.

Satna cement orinding mills :-

There are two cement mills

Fls comidin mill :- This mills is a unique mil here the cement is

ground with the hope of very small grinding ball of minimum to

ml climate for better partied size distribution.

Will mill with high offence separators :- In this mill grinding

of cement takes place

Satna cement grinding mills :-

There are five cement mills four cement mills have high

efficiency separator and long cement mill grinding of the

motored takes place in the rotating ball mill with separator or

without separator as the case in concrete cement sides every

hour samples are takes and analyses this is tweth step to word

quality control.

Cement strange soil :-

 The finished cement that is discharge from the grinding

mill is stored from the grinding mill is storage in concrete sail

of capacity between minimum proof and atmospheric air proof.

Packing :-

Packing of cement is done by automatic packer with every

sprout having a micro processor controlled gravimetric weighing

system to ansur accurate 50 kg cement in each bag.

Grade coolers :-

Rapid cooling of clinker is very important to attain a very

reactive clinker Birla cement have modified hese coobrs with

latest technology from gormany and demark now it has very

high efficiency coolers rapid quenching of clinker in the high

efficiency cooler has further improved the qudity.

This is eleventh step to word quality :-

Cement grinding :-

Clinker discharged from the klim has to be ground to a fine

specific power with gypsum and or with pozzolan or stage is the

finished product the wale process cement.

The object of grinding is more particulary ti in crease the

specific surface of the material while coriforming to a desired

particules size distribution to obtain adequate reactivity in the

finished product ( the cement)

Grinding is performed by impact and friction between the

grinding balls which hit one another as well as between the

grinding media and med lining it self continous blanding side of

15000 is in each unit the ground raw meal mape available in done

by gravity mechanical aid and creatain all simultaneous.

This is eigh step to word quality control :-

Raw meal extraction :-

The silo bottom is provided with seven extraction a

utelets the sequence of extraction from the seven duttels the

opening of the flap value and by varying the discharge rates of

the raw mix through each flap value further ensures a

homogenous material for buring Samples are analyss in ORF

every hour and result taken care by computer meedful.

This is ninith step to words quality control :-

In the klin the material is gradually headed to 1400

dog. Cto make clinker from klin falls in coolor where it is cooled

and stored in said classed fentry before it gase for staring

samples are collected for analyses

This is ninth step to words quality control :-

Projected composition of the ground material –

This is the fifth step to word quality control raw material

Grinding :-

Under other wise similar condition a substance will

react more rapidly the raw material for cement manufacture

have to be ground before buring grinding of raw material at

birla cement ehithrgrah and birla vikas satna cement it is done

in vertical mill for very lime size reation birla cement have

installed very high efficiency separticales as finish product.

This is sixth step to word quality control :-

Every hour automatic samples are collected and

analysed for its chemistry in X-RF and result corrective action

for fluctuation in chemistry ground raw meal.

Raw mell silos :-

In under to get every high degree of hemogenty in

the found raw meal composition and for minimum residual

cariation in the chemistry birla cement have out by rectaming

scaraper traveling alongaide and adjectment to the blinding bed

in the transverse direction ie by cross cutthing there by

minimizing further the fleventuation in the lime stone

chemistry.
This is fourth step to word quality control :-

Raw material happers :-

Birla cement has three material.

hopper for pre-blanded lime stone.

hopper for pre-blanded lime stone.

hopper for iron are.

Onder each hopper there are weighing India tations exdusively

equipped with load cells as the real weighire component analysis

of each component in the computer projected composition of

the ground material is also ped to the computer the computer

has the analysis of stock ground material with it as be weight to

give the.

Crusher :-

Lime blashed in the mines are crushed in crushers to

90% of the material passing 25mm siece sample are taken every

hour and analysis in X-ray result are automatically passed to

computer which directs mines qulity incharge to do the need ful

according to the projefcted chemical composition.

This is second step to word quality control :-

This stock rilling of the crushed material is

performed by belt covear woth moved long wide the stock bile

the lime stock material layers deposite one upon the ather and

a stock bile of 20000 is are made this minimizes the fluctuation

in the time stone chemistry of this blanded bed.

This is step to word quality control :-

Readaming of the stock pile is comech bottem cyclone

just before entering the klim the material attains.

In suspension precheater klim a temperature of 800

degreee c an 20% of carbon dioxide is removed from the

limestone in the ground materian.In suspention precheater klim

a tempreater of 900 degree c and 90-95% of carbon dioxide is

remved from the limestone in the ground material.

Process :-

Mines :- The first step in quality control is done by

accurate analysis of to pogaphical and bare hole data and

reafiom of varius maps such as contour maps to pographic maps

geological plams ans tomage.

This is First step to word quality control :-

Suspention preheater kim with calcinatory –

This ca be divided in two catagories –

Single string cyclone preheator klim with calinator buid in riber

duct calinator is a chamber justabove the intel of the klimhere

60% of the total fuel is fried and the rest 40% is rired in the

klim birla cement chittorgath and satna has this type of

process. Birla has indistalfed an additional alkali by pass by

stem to with draw alkali from the system and there by can

product low alkali cement this system consumed 16to19% coal to

manufacture clinker.

Seprate lime calcimer :-

Double string cyclow preheator klim riber duct it

consumers 16 to 19% coal to manufacture clinker in this brocess

also 60% of coal is fixed in the calcimer and 40% in klim birla

vikas cement satna has this process.

 Preheater is the name given to cyclones the material enter

the preheater from the to r and itthem enters the klim from.

MARKETING STRATEG OF SATNA CEMENT WORKS

Marketing strategy is the comple & unbeatable blam designed

specifically for arraining the marketing objectives of the firm the

marketing objectives inducate what the firm wants to achieve the

marketing strategy praids the design for achiving them.

It is the marketing strategy that decides the success at

the business unit level which in turn decides the total corporation

success the linkage between marketing strategy and overall

corporate success is indeed and vital and in this linkage lies the

significame of marketing strategy.

Since realizing the marketing objectives in the burnoose

of marketing strategy it is only logical that marketing strategy

takes its direction and cure from the marketing objective of the

from. It is well outlines game plan and there are difine ways

strategy consists og two main steps.

Selecting the target market.

Assembling the marketing mix ther are difine ways of formulating it

basically formulation of marketing strategy consists of two main

steps.
Selecting the target market.

Assembling marketing mix

The sesame of the marketing strategy of any firm can be

grassicst from the firm target and its marketing mix the target

market shows to whem the firm in tends to sell the products.

Marketing mxi show how thw firm intends to sell together they

constitute the marketing strategy platform of the film.

As in commonly known the four ps of marketing mix comprise of

priducts price placement and promotion an attempt is being made to

examine the product placement including target market selection

price and promotion strategies of the company in the following.

PRODUCT STRATEGY

The company commenced production of cement in 1982 with an

installed capacity 8.00 lakes per annum.

PLANT WISE AND GRADE WISE PRODUCTION IN 1996

GRADE SCW BVC TOTAL
OPC 117938.954 30687.250 148626.204
33 82804.050 177574.950 230379.000
43 ----- 46606.050 46606.050
53 2256.3000 ----- 22563.00
223306.004 224868.250 448173.254

SALES

The sales of cement at 1996-97 are giving below.

GRADE S.C.W. BV.C TOTAL

O.P.C 390929.05 129990.850 490919.900
33 196818.00 267544.500 464362.500
43 ---- 169492.200 169492.200
53 61505.200 ---- 61505.200
619252.250 567027.550 1186279.800

As has been stated in chapter 11 of company profile satna

cement works having would best technology comuteries mining

plane and material mix designs in producing high quality Portland

cement of 33.43 and 53 grades and also puzzling Portland

cement as would be seen in the table u.land 4.2 that S.C.M.

concentrated more the production of ordinary Portland cement

of 38 & 53 grade due to market dmand currently how ever the

company is production all grade of cement.

 The company is setting ordinary Portland cement

under the brand name :khjuraho cement” which has become very

popular over the year in the target of the company.

Although the production of company is situated

eastern m.p. satna it target market is mainly up bihar the

company export cement to Nepal & bangle desh the s.c.w.

covers only the very small part of m.p. in the ambit of its target

market the self life of cement and the transportion.

Costs are serious limitation in the industry to have a wider

market a large market spread all over India control be covered

by and company with a single production unit big compunies like

a.c.c. and gujrat Abuja have their cement plants at different

plant a site only at satna therefore the market coverage is

limited moreover several combetitors have come up who cater

to the clement of cement in the rest of m.p. these units include.

Maihar cement works limited include.

J.P. cement limited Rewa.

Prism cement limited satna.

A.C.C. kymore.

The company however is looking forword to increase its market

share in Madhya Pradesh in coming year.

Distribution networks

Company has a very wide and well knife distribution network in

the entire largest market the company sells its products

through.

Direvt dealers

Company depot

Consignment agents

Stockiest and

Government tenders.

The company has not ware house at a number of place

butter down have been established at strotegies location to

ensure prompt delivery at the customer door through a

dedicated network of sales prompters cleaning and forwording

agents of stockiest the depots are under the charge of deport

holders appointed by satna cement works the regional offices

provide monitoring assistance to the deport holders. The dealer

are appointment by S.C.W. in these areas as per deport holders

recommendation the S.C.W. has its deports at Allahabad, banda,

agra, patna, Saharanpur, and other major cities of m.p., u.p.

bihar etc. handing cleaning agents are appointment by the

railway station to the worehouse of agents of company of

agents of company deport sometime the handling of goods is

taken case of by the deport holders and consignment agents

themselves.

The distribution channel of the provide distribution

efficiency to the manufacture and also supply products in

required assortment.

Transport & handling

Almost all the transport and handling works is contractual

which contractual for which constracts are finalized at factory

level however where the works is not contractual the freight

rates periodically reviewed and revised by AVP (marketing) &

AVP (sales) as per deport also under iso 9002 guideline for

which a detailed manual is being prepared in an deborate

manner defining the record keeping and diresponsi bilities of

the staft.

Price & sales Strategy

Price is the only element in the marketing mix the products

revenue the other element produce cost price is also of the

most flexible element of the marketing mix is that it can be

charged weekly unlike product features and channel

commitments pricing is the key factor for any business of any

business of any root the price is the major factorinvolvedin of

cement with avery then difference in the quality of cement

available in the market pricing become all the more important to

control the fierce competition in the market near the cement

producing belt the forces of demand and supply decide the

pricing of cement as result in on a day to day basic in light of

this situates avery flexible pricing policy should be a deport

company has a deported competition market oriented pricing

policy in order to meet its growth and objectives. The prices of

33.33 and 53 grade varies significantly between Rs. 98 to 115

per 50kg bag a number of competition are operating cement

market S.C.W. has a deport competition and market pricing

strategy

Trade Sales :-

Looking to the competitive scanner is emerging due to

commissioning of new capacities in satna cluster it has become

more important not only to retain but also to increase the

market share in the near by area falling In eastern U.P.

Export To Nepal

Sales are mainly made against rupee payment thought our

authorized agent however supplies to other parties are also

made against hard currency.

Export To Bangladesh
 Supplies to gone and singh abed continue against pending

LCS however SEC accepts L/sc only from those importers who

have got infrastructure to handle and transport material from

milder to sanamesjid/ Hilli through their own middlemen.

Pricing

Trade sales :-

All out efforts are being made to maintain the agreed

prices. However whenever it is felt that sales are being on

account of foul play by the competitions the sew takes

corrective reassures to maintain sales level.

NiLc sales :-

Where the ordered quaintly is less than 500 tones

efforts are made of offer Rs.2/- per bag less than trade sale

prices however where the quantity exceeds 500 tones SCW

may offer unto Rs. 5/- per bag less than trade sale prices.

Where the ordered quantity is substantially high it will be

dealt through potential mediators (stockiest and distributors)

and the price will be negotiated looking to market trend and in

anticipation of the possible action of competitors.

DGS & SALES :-

 Price is offerd in material under stated for wel and

tender sales ever small orders are accepted againse advanced

payment as for possible.

Power and authorities :-

Power to takes decision as or as local sales are

concerned rests with the marketing chief GDD dalmia the

Kanpur distributor also takes decision on respect of his area

looking to company’s interest.

Stokist’s network :-

New appointment are made in unrepresented areas

and in areas vacated by definer stockiest after necessary

screening by distributors the company is seriously thinking to

enhance the amount of security deposit to minimum of Rs.

50000 at opportune time when there will be secarcity in the

market and the stockiest will not feel the pinch.

Strategies of the company are statd below

News papers :- Since the togift rate has incgased

substandtially limited newspaper insentions is being,

Souvening :- As per notmal practice advertisements will be

released.

Wall paintings :- It has been experienved that using only one

agency causes much of delay in completing the work timely and

therefore it is decided the work by giving budget to

decentradise the work by giving budget to indibidual depot to

get the work done in the territory locally as per approved

design and gate howver wherever added to the price guated

commission Is paid at nigher rate not exceeding Rs 50% her

tonner for dwhich approved from factory is required looking to

the present comptitve market scenario the middlmen have

competing agencies are not availables sactory will take

necessary action.

Hoagding :-

RAILWAY :-

Permission has been abtained from control northem and

north eastern rlys to but up our hoordign at ply. Station

overbridges and the authersed agency will take up the job.

Other Place :-
 The company also probase to insalt hoordign to bus

deports and important function are important places for which

autorised agencies have been assigred which the job.

(e) Bus planets :- This year scw is planning to display

advertisement through bus hands in m.p. and u.p. Roadways

buses through autorisedagent.

Painting on ply bogies :- Work on G trains running through

main marketing areas during day time has already been taken in

to hard through the authorized agents approved by the

railways.

In plants boards and stickers etc. :- All arrangement will

be made from factory as per regiment to be furnish our

distributors for the area.

Calenders a diaries :- It has been decided to print only single

– sheet calenders for distribution amonst stockists in 1998 the

picture of :Lord ganapati” has been unanimously proposed by

distributors and according by the calenders will be printed

besides for muslim clients the scw shall pront single – sheet

muslim chlenders.

As regards four – sheet calenders for distribution at factory

level it will be finalized by management in due course.

(i) Diaries :- Being finallsed at corporate level added to

the price quoted commission is paid at higher rate not

exceeding Rs50/-per to me for which approved from factory is

required looking to the present competitive market scenaric the

middlemen have represent for increase in the middlimen rate of

commission and the company also seels that case is instisied and

the therefore the commission gate should be increased by 10/-

per tomne howver in case of orders being procured against full

advance loagment considered the revised rates will as under.

NORMAL Rs ADVANCE PAYMENT Rs

30 40
40 50
50 60

WLC

Govt’s tenders rates :-

Promotional strotegies :-

The promoti onal

Note :- Stockists will be entitted to place their order for

additional requivement for which they will have to pay 50%of

the cost.

Gift Articles :-
 Small pads key rings dot pents pouches etc will be

arranged by the company at factory level for distribution

amongst stockits at pertiodical meeting.

Vidiovan :-

Respective distribution finalise the movement of video

van in their area in consulment with the marketing chief of the

respective state almost care has to be taken for movement of

the cehiche synohroniging with melas at cerious places.

Found management :-

Regional distributors are responsible to chase for

early recovery dues and limely deposit of the same with the

bank for onword transfer of payment immediately to satna.

Credibility Assesment :-

It is the prime responsibility of respective

distributor to screen the stocksts asses their credibility under

disserent categories and submit their proposal to the company

as for as praticable essort should be made to obtain bank

fuarantee for extended credit to them however the entive

responsibility with regard to vecovery as dues rests with our

distributors only.

Dishorour of choques :- In the event of dishonour of a

cheque immediately either a pay order of demand draft should

be obatained from the concered stockist and at the second

onstant such facility should be discontinued till a written

request duty recommended by distributor is received in case

where the dishonor of the sheque happens unintentionally it will

be viewed accordingly.

Reporting :-

Stock Report :-

All the dumps continue to send details of arrivals

onword stock transfer sale & closing stock on daily basis to

satna and state marketing headguarters.

Remittance report :-

Deports are sending daily report to satna and state marketing

headquarters about fund received and remitted in the bank and

IFTS sent to satna.

Distributors Report :-

Distributors are sending their weekly report to satna about the

activities of our competitors price scenario prevailing in the

market as well as stocks deed –back with their

recommerndation.

Proformance appraisal :-

The monthly meetings are convened in both the states

ie u.p., bihar to make performance appraisal of the stockists

and their sales target and formulate marketing strategies in

the succeeding month besides a quarterly review metting

willfactory authorities will also be convended wher in our

distributor will also partibute.

Monitoring of autsandinals :-

Depost incharge distributors and state chief of

marketing are monitoring the outstanding position of respective

depot in their monthly review meeting and corrective action are

being taken and inform the factory where ever. It is found

necessary at factory level also menitorring is being done by

maintaining records of remittance desputches made to ensure

that the hand is on perennial basic.

Sales Tax :-

Each state marketing head quarter is monitoring the

timely payment of sales tax and deals with all local cases in

consulatation with our sales tax advocate.