SUMMER PROJECT REPORT

ON
MARKETING ANALYSIS OF ITI
Prepared for and Presented to
ITI LIMITED, MANKAPUR
UNDER THE GUIDANCE OF
MR.S.S.Bisht Manager-HR(ED) ITI LIMITED MANKAPUR
SUBMITTED IN PARTIAL FULLFILLMENT FOR THE AWARD OF
DEGREE OF MASTER OF BUSSINESS ADMINSTRATION FROM
UTTAR PRADESH TECHNICAL UNIVERSITY

BY
ASHOK RATNA VERMA
ROLL NO. -1212470034


INSTITUE OF CO-OPERATIVE AND CORPORATE
MANAGEMENT,RESEARCH & TRAINING,LUCKNOW


ACKNOWLEDGEMENT

I owe a great many thanks to a great many people who helped and supported me
during the writing of this project. My deepest thanks to SMT. GARIMA SRIVASTAVA
the Guide of the project for guiding and correcting various documents of mine with
attention and care. He has taken pain to go through the project and make necessary
correction as and when needed. I express my thanks to the Principal of, ICCMRT
LUCKNOW, for extending his support. My deep sense of gratitude to, SHRI S.S.BISHT
MANAGER-HR ED, ITI LTD MANKAPUR, GONDA support and guidance. Thanks
and appreciation to the helpful people at SHRI S.K.SAPRA DGM-MARKETING &
SHRI DEVASIS PATNAYAK, ENNG. MARKETING ITI LTD MANKAPUR GONDA
U.P. for their support. I would also thank my Institution and my faculty members without
whom this project would have been a distant reality. I also extend my heartfelt thanks to
my family and well wishers.


ASHOK RATNA VERMA
Roll NO: 1212470034



DECLARATION

I hereby declare that the project work entitled International Business of ITI Ltd.
Mankapur submitted to the ICCRMRT,Lucknow is a record of an original work
done by me under the guidance of Shri S.S Bisht Manager-HRED & Shri Devasis
Patnayak and this project work has not performed the basis for the award of any
Degree or diploma and similar project if any.


ASHOK RATNA VERMA
Roll NO :1212470034








PREFACE

















TABLE OF CONTENT
Chapter No Chapter Title Page No
1
2
3
4
INTRODUCTION OF THE ORGANIZATION
OBJECTIVE OF STUDY
INTRODUCTION TO TOPIC
RESEARCH METHODOLOGY
Research design
Type of research
Sources of Data
Plan of analysis

00-00
00-00

00-00
00-00
00-00
00-00
00-00
00-00
5 DATA ANALYSIS AND INTERPRETATION 00-00
6 RESULTS AND FINDINGS 00-00
7 RECOMMENDATIONS 00-00
8 CONCLUSION 00-00
9 LIMITATION OF STUDY 00-00
10 ANNEXURE
Bibliography
Data used for analysis
00-00
00-00
00-00





COMPANY PROFILE
ITI ltd is the firsts public sector enterprise.
Established in India Telephone industries Ltd, a departmental undertaking under the
ministry of post and telegraph, it was envisaged as an indigenous manufacturing facility
in the beginning.
ITI LTD Has since emerged with its own corporate identity, as a leading telecom
company manufacturing the entire range of telecom equipment, which includes
telephones, large digital switches, transmission system, digital microwave, fiber
optic system and satellite communication systems.
Vibrant R&D supports striving for excellence in quality cost effectiveness in its
products and services, with talented engineers, state of art.
A dedicated network system unit provides value added services such a shared hub
VSAT services and MRTS and turnkey solutions .








BOARD OF DIRECTORS

Shri Y.K.Pandey - Chairman & Managing Director
Shri Vijoy Kumar - DDG - PIP
Smt. Anuradha Mitra
- DDG - EAF Dept. of Telecommunications Govt. of
India
Shri Pankaj
Agrawala,IAS
- Joint Secretary Dept. of Information
Technology,Govt. of India
Shri C.S.Verma - Director Finance,ITI LIMITED
Shri J.K.Verma - Director - P ,ITI LIMITED
Lt. Gen. Davinder kr. - VSM, SO-IN-C








MISSION
The mission of the company is to be the leader in the domestic market and an important
global player in voice, data and image communication by providing total solution to
customers, to build on core competencies to enter into the new business area.
The company manufactures entire range of telecommunication system.ITI is in involved
in design, development, manufacturing and installation and commissioning of
telecommunication system to meet specific need of customers.












AWARDS AND ACHIEVEMENTS
Safety awards for raebareli, palakkad and Bangalore
Three plants of ITI have won the national safety awards for outstanding
performance in industry. Safety during the year 2004, which were presented at a
function, held in New Delhi recently
Rae bareli and palakkad plant received the award for achievement based on
longest accident free year. The runner up award based on longest accident free
year was a awarded to banglore and rae bareily respectively.

Energy conservation award to mankapur
ITI Mankapur plant, which saved energy to the tone of 384 lakh during the last 3
year, has won the national energy conservation award in 2004.
First prize for the best prize productivity in 1990 by national productivity
council







SALIENT FEATURES OF MANKAPUR PLANT
Established - 1982
Start of construction - 31-05-1983
Start of production - April 1985
Annual capacity - 500kl(E-10B)
500KL(CSN-OCB283)
Capital cost of E-10B - Rs219.00cr
CSN - RS31.41cr
MAX-L - Rs3.30cr
Land - 352Acres
Factory covered area - 77,500 sq m
Air conditioned area - 44,300 sqm
FDV space in factory - 200sq m
Compressed air - 7000sq m
Installed capacity of power station- 16000KVA
From UPSEB &5800KVA
Captive power
Generation
Water storage capacity - 50lakh
Total manpower - 2358 Nos.
Annual capacity
Of component plant connectors
1000000 relay
1400000 C&T
ABOUT THE MANKAPUR UNIT
Mankapur was established in 1982 with the technical collaboration of CIT ALKATEL,
FRANCE to manufacture E10B type of digital switching system. This E10B was a gift
for India from RAJIV GANDHI (former prime minster of India) also the technology that
time arises a revolution in India Telecom Sector.
ITI manufactures MAX-L & MAX XL exchanges based on C-DOT technology which
replaced the E10B Exchanges. The unit is also manufacturing CSN-MM racks used in
exchange.
ITI Ltd. Mankapur as made a significant place in the electronic maps of India and has
earned the distinction of digital city of India.
ITI Ltd. Mankapur has also entered into the non communication field with its note
counting machine, note bundling machine, fake note detector, inverter etc.
It is the first unit in India which got opportunity to manufacture BTS. It started
manufacturing BTS in the year 2005.
MAIN DIVISION
Mobile project division
Switching exchange assembly plant
Component division
Circuit division
Central service division

Our product range is
Current
1. E-10B Exchanges (Expansions)
2. CSN for OCB 283
(in collaboration with M/S Alcatel, France)
3. MAX-L & MAX-XL (C-DOT Exchanges)
4. Network Synchronization Equipment (C-DOT)
5. MDF (Main Distribution Frame)
6. Line Jack Units
7. GSM Equipment Installation & commissioning,
(in collaboration with M/S Lucent Technologies, USA)
8. Patch Panel Antenna ,
9. Miscellaneous Mech. Piece Parts on CNC Machines
10. component Shop : Moulded Piece Parts , Connectors, Coil &
Transformer, PCBs & Hybrid Manufacturing.
Planned
11. BTS (GSM Equipment ) manufacturing in collaboration with
M/S Alcatel, France in this year starting from Nov-2004.




Our High-Tech Assembly And Testing Facilities / Infrastructure:

1. Assembling SMD Cards with maximum 326 SMDs on one card.
2. Capable of handling SMDs of various sizes
a) Smallest 1 mm x 0.5mm
b) Largest14 mm x 18 mm (S08 package)
3. Soldering process
a) No clean flux type m/c.
b) Dual wave soldering m/c.
4. Inspection of SMD Built in vision system in the head of the pick
and place machine.
5. Capability to manufacture racks with EMI protection compliant to
ETSI specification.
6. Testing
a) Various functional card tester for C-DOT and ALCATEL
products.
b) Telecom testers for anologic cards
c) Incircuit tester for all kind of cards







Our IT infrastructure:

100 MB Optical fibre based switched LAN with 250 nodes.
LAN equipped with NMS features
Internet / Intranet facilities with our own web page for intranet usage.
Internet enabled BAAN ERP System with Windows NT / Oracle under implementation.

Technology handled:

1. E-10B Digital Switch
Technology Transfer from M/S ALCATEL, France.
2. TNE/GAS (PCM systems)
3. Network Synchronization Equipment (NSE)
Technology Transfer from C-DOT, India
Layer 2 to Layer 5.
4. OCB 283 / CSN
Technology Transfer from M/S ALCATEL, France.
5. MAX-XL
Large switch from C-DOT, India


Switching Equipment Assembly (SEA) Division

This division is responsible for assembly manufacture of all sale-able products for supply
to customers. The process has been set up in association with Engineers of ALCATEL,
France (the collaborator) and Quality System has been implemented according to strict
requirement of International Standards (an ISO-9001 Unit of ITI). This division has two
assembly group:

i) Non SMD PCB Assembly for E-10B (OCB 181) system.
Different components and devices are prepared for Assembly on component
forming machine for leads forming and cutting. These devices are inserted on the
PC Boards and soldered on wave soldering machine. Visual inspection and there
after testing on dedicated Dynamic Functional Tester, insures a good quality.
These passed boards are then integrated with the racks, which is prepared
parallely, involving operation of Mechanical Assembly, wire preparations, panel
assembly and wiring etc.

At system integration platform, functional testing of equipped racks is done before
offering the product to customer (DOT) for acceptance.

ii) Surface Mounted PCB Assembly for CSN (OCB 283) Systems.

Most of the components devices to be assembled on PCBs by Automatic Pick and
place machine (SMD). However, a few leaded components are manually inserted
on the boards. Then wave soldering is done. PC Assemblies are visually
inspected and then taken to universal manufacturing Defect Analyser (MDA).
Since it is not functional tester any new card can be tested on it.

The subscriber line cards are subjected to functional test as these are stand alone
sale-able products. However other cards are not subject to functional testing and
these are integrated with the racks. The racks are put under the functional testing.

In order to meet the technological advances achieved world wide and competition,
as per liberalised industrial policy, where in Govt. of India has allowed Private
operators to provide basic services in telecommunication, ITI Mankapur has gone
for upgrading its product technology as per the market requirements, as and when
required. The electronics switch E-10B (OCB 181 specification) hitherto being
manufactured at Mankapur has been upgraded to OCB 283 level for ISDN facility
and CCIIT No. 7 common channel signaling.




PRODUCT OF ITI MANKAPUR
TELECOM PRODUCT
CDMA
BASE TRANSMISSION STATION
Indias first public sector unit (PSU)-ITI Ltd was established in 1948. Ever since,
as a pioneering venture in the field of telecommunication, it has contributed to
50% of the present national telecom network. With state-of the-art
manufacturing facilities spread across six location and a countrywide network of
marketing /service outlets, the company offers a complete range of telecom
products and total solutions covering the whole spectrum of switching
,Transmission, access and subscriber premises equipment.
ITI joined the league of world class vendor of global system for mobile (GSM)
technology with the inauguration of mobile equipment manufacturing facilities at
its mankapur and rae bareli plants in 2005-06. This ushered in a new era of
indigenous mobile equipment production in the country. These two facility supply
more than nine million lines per annum to both domestic as well as export
markets.
The company is consolidating its diversification into information and
communication technology (ICT) to hone its competitive edge in the convergence
market by deploying its rich telecom expertise and vast infrastructure. Network
Management Systems, encryption and networking solutions for Internet
connectivity are some of the major initiatives taken by the company.



CDMA( Code Division Multiple Access )
CDMA (code division multiple access ) is a digital wireless technology to provide
mobile communication. CDMA wprks by converting speech into digital
information, which is then transmitted as a radio signal over a wireless network.
CDMA uses a unique code to distinguish each different call. The receiving device
is instructed to decipher only the data corresponding to a particular code to
reconstruct the. This enables many subscribers to share the same frequency band
and , at the same time , without any cross talk or interference.
CDMA WLL technology provides option of limited as well as full mobility to the
customers. This helps to provide faster last mile connectivity, where laying of
cables is difficult.

BTS (BASE TRANS-RECEIVER STATION )
Base Trans-Receiver Station (BTS) BTS A-9100, is radio frequency mobile
communication product based on GSM technology. It is a set of equipments that
facilitate wireless communication between user equipment (UE) and a network .
A BTS in general consists of Trans-Receiver Module, Antenna Network
Combiner, Controller(SUMA) & Alarm Extension system (XIBM). It is a self
contained unit for transmitting/ receiving signal for mobile communication.
Types of BTS:-
1. Indoor BTS
2. Outdoor BTS
3. Dual Band BTS
4. Twin TRX BTS
THE NON-TELECOM PRODUCT ARE
NOTE COUNTING MACHINE (NCM)
FAKE NOTE DETECTION MACHINE
INVERTERS

*NOTE COUNTING MACHINE
FEATURES- ITIS Note counting machine can be used for counting a wide variety of
freshly issued, soiled and old currency notes whether bundled or loose.
MODELS- ITIS note counting machine are available in two models with functional
features being the same in both the models.
FLOOR MODEL-ANCM-01
DESKTOP MODEL- ANCM-02
THE MACHINE HAS THE FOLLOWING FEATURES WHICH ENABLE
QUICK AND ACCURATE COUNTING :
Advanced solid-state electronics and precision tool mechanical assembly which
provide highly accurate and reliable performance.

Silent and smooth operation at super high counting speed.

Vacuum suction is provided by a build-in vacuum pump, which has a filter to
keep out dust and fiber, thus increasing the life of machine.

Maintains hygienic condition for the operator.

The machine automatically adds the continuously counted in free count, batch and
check mode.

The accumulated count is stored in the memory and retained after power OFF and
will display again on power ON.

The machine can count different denominations of Currency Notes and has a
ca[acity to insert upto 200 notes.

The pip alarm will automatically sound a warning if the counted no is not equal to
the present no. in CHECK and BATCH modes.

Tropicalised diagnostics with easy error codes for easy maintenance by quick fault
detection.

IN-HOUSE COMPONENTS MANUFACTURING FACILITY :

The unit is vertically integrated and has set up in - house facilities to manufacture
components required for exchange assembly. As the unit is set up in a remote area and
there were no reputed suppliers of components required for assembly of electronic
circuits . A class components required for the assembly of the system are manufactured
in-house except electronic components like integrated circuits, active and passive
components etc. It has an excellent assembly line for leaded as well as SMD
components and SMPS. Additionally, unit has its own R&D having all the possible
facilities to design, manufacture and supply state-of-the-art assemblies used in Electronic
Exchanges tailored to the customers needs. The R&D of Mankapur unit has made a big
contribution in absorption of Technology and brought out new products with innovative
methods. Following manufacturing plants have been set up in the unit alongwith
assembly line.

a) Electro mechanical component assembly plants

Components plant as one of the division of Mankapur unit has been set up to
manufacture Connectors, Relays, Busbars, Coil & Transformers and MDFs used
for the switching equipments assembly. Unit production potential has been
extended, which has enable the unit to market its products ranging from customer
designed components to off-the-shelf components to a broad clientele.

b) Metal Parts Manufacturing Plant

Very high standard of quality is required in the manufacturing of frames for
electronic exchanges. In view of this ITI Mankapur has developed its own Metal
Parts Plant for Sheet Metal Parts manufacturing and surface treatment operations.
Comprehensive manufacturing process involving CNC Press Punching and CNC
Bend Press, Shearing, Bending, Punching, Forming, Drilling, Welding, Silk
Screening Assembly etc. are arrived out by a team of skilled personnel utilising
advanced production techniques. The plant supported by a wide range of
machinery with diverse applications enables to market product range from
assembled racks accessories. Edge strips, frames etc for housing switching,
energy, transmissions systems for a variety of applications at installation site
within a very short time. In addition to this the facilities are up to the mark for
surface treatment like plating, painting, sandblasting operations etc. A separate
Gold Plating line is set up for plating of contacts required for connectors, Zn
platings, Ni-Plating and Sn-pb Plating Lines are new facilities / infrastructure
created over last 3-4 years only.

C) CB MANUFACTURING PLANT
PRINTED CIRCUIT BOARD
PCB MANUFACTURING FACILITY WAS SET UP IN 1986 UNDER
COLLOBARTION OF ALCATEL, FRANCE.
SALI ENT FEATURES
PRODUCT - DOUBLE SIDED PTH PCB
SINGLE SIDE PCB
PRE CUT MODULES
BACK PANELS FOR SOLDERLESS INSERTION

SPARE CAPACITY -10,000 SQM
STANDARDS - MIL-P-55110 D
MIL STD-275 E

APPROVALS - ALCATEL
C-DOT
MAJOR -CNC DRILLING M/C
EQUIPMENTS CNC ROUTING M/C
COMP. PLATING LINE
BBT TESTING
TRAI NED MANPOWER- 100

PROCESS CAPABILITY
MAX. BOARD SIZE - 660 X 300 mm
BOARD THICKNESS - 0.8mm 3.2mm
COPPER FOIL THICK. - 17 70 Micron
MIN. TRACK WIDTH - 5 mil
TRACK TO TRACK SPACING 5 mil
ASPECT RATIO - 5
HOLES PER SQINCH - 50
FINISH - SMOBC
SOLDER MASK - PISM
RAW MATERIAL - FR-4/CEM-1 CCL

INPUT REQUIRED
GERBER DATA IN FLOPPY/CD
PHOTO FILMS
MECHANICAL DRAWINGS
APPLICABLE STANDARDS
INSPECTION & ACCEPTABILITY CRITERIA

LEAD TIME REQUIRED
FIRST PROTOTYPE - 15 DAYS
FIRST PRODUCTION LOT - 15 DAYS
ITI Ltd. Mankapur has established its own PCB Plant to manufacture professional
grade Printed circuit Boards to meet the requirements of E-10B, CSN and MAX-
L/XL (selective) system. The PCB Plant covered in an area of 4500 sq. meter in
the controlled environment and most modern highly automatic production lines is
having rated production capacity of 10000 sq. meter of Double Sided Plated
through holes type of PCB. Quality and Process Control at different stages of
production is monitored by most sophisticated equipments thereby achieving
competitive quality level four large categories of products of professional quality
conforming to MIL-P55110D are manufactured.
- Double sided with PTH
- Back panels for solderless insertion technology
- Press-cut modules
- SMOBC


d) Hybrids Manufacturing Plant
Hybrids circuits are to solve the inter connection and packaging problems involved
with the use of LSI-VLSI circuits in high density applications. Hybrid plant is
established to manufacture high technology. Thick Film Circuits produced by
sophisticated produced methods & modern production equipment, automated
production lines, flexible for customers applications by highly skilled and
competent work force achieving quality standards equivalent to MII STD 883C
Trimming accuracy up to = 0.3 % for resistance are achievable. Rated annual
production capacity of plant is 1.8 million circuits.
Hybrid plant of the unit was first division to achieve ISO-9002 Accreditation.

e) Computer Division
Computer centre of ITI Mankapur has state-of-the-art facility for information
processing. The division has well trained and skilled Engineers and Staff and is
currently made BaaN ERP system alive in the unit. KEY user/Development Tools
training is over and also End-user/Resource-person training is also over. The
system is now operational from mid of year 2001.

f) R&D Activities
In-house R&D at Mankapur has been working towards achieving companys
objective for excellence in the field of telecommunication. Main activities R&D
division are :-
1. Assimilation of technology,
2. Product Support and obsolescence management,
3. System up-gradation and development,
4. Product development,

The group has completely assimilated the E-10B switching technology. After
incorporating the field requirements and technological developments E-10B has
now become an Indian Switching technology with improved quality of reliability
and reduced cost.
True demonstration of technology assimilation is the development of 1000 port
Automatic Branch Exchange (MPABX-1000). This PABX system has advanced
facilities like multi-line operator control PC based O&M console, use DTMF
dialing and extension metering & billing PABX-1000 system has been awarded as
Best Technology System during WISITEX-96 Exhibition.

R&D is extending solution to most of the field installation and commissioning
problems are extended by R&D. It also provides production support by means of
technical clarification, development of testing, documents generation etc.

f) Marketing Activities
1) At present, ITI Mankapur is involved in marketing and supply business of GSM
products, with a plan to start manufacture them in near future as well as GSM
Turn key project (Installation, Commissioning & Maintenance) .
2) Switching equipment ITI Mankapur has signed an agreement with DOT
Lucknow to provide telephone services under Group-in-Dialing (GID) Scheme to
shopping and residential complex at Lucknow through MPABX-1000 Switching
equipment.
3) Export has been made to following countries ;
a) NEPAL b) YEMAN c) SRILANKA
d) SOUTH AFRICA e) BANGLADESH f) MALAYSIA
g) VIETNAM h) MADAGASCAR i) RWANDA
j) UGANDA k) SUDAN l) GAMBIA,
etc.





4) Export Values in the last four years are given below:

YEARS EXPORT - VALUE

1996-97 1.27 Crs.
1997-98 2.15 Crs.
1998-99 3.32 Crs.
1999-2000 1.80 Crs.
2000-2001 No Order
h) Total Quality Management

Manakapur Unit has been accredited with ISO-9001 Certification, in October 1999 for 3
years, subject to every 6 months of surveillance audit . The Unit is now moving
towards adopting the concepts of Six Sigma Philosophy.








CUSTOMERS
INDIAN CUSTOMERS
- DEFENCE
- RAILWAYS
- DEPARTMENT OF TELEPHONE
- OIL SECTOR
- BANKS/FACTORIES/OFFICES

GLOBAL CUSTOMERS
- AFGANISTAN
- MALAYSIA
- NEPAL
- SWITZERLAND










INTERNATIONAL ORGANISATION FOR STANDARDISATION
ISO stands for International Organization for standardization. ISO is a worldwide
federation of national standard bodies. The work of preparing international standards is
normally carried out through ISO technical committee. Each member body interested in a
subject for whom a technical committee has been established has the right to be
represented on the committee.
Standards are the level of excellence in everything that we can do, so it was felt that there
should be global system and hence iso came into existence. Its office is located in Geneva
(Switzerland).
ISO STRUCTURE
100 or more countries
9000 standards
200 technical committees
800 sub committees
2500 engineers.






TYPES OF ISO DOCUMENTS
Specification
Guidance
Guides/tools
Technical reports
BENEFITS OF ISO
Customer loyalty
Repeated business & referral
Reduction cost & cycle time
Self esteem
Confidence of interested party
Recingnition
ISO:9000
ISO 9000 describes fundamental of quality management system & specifies the
technology for quality management systems.

ISO:14000
The growth of human civilization is marked by rapid industrialization. The rapid & blind
growth of industries without paying head to the environment has wrecked havoc on earth.
ISO 14000 standard are known as environment management system.
ISO14000 lays stress on
System efficiency
Scrap and waste reduction
Pollution prevention
Improved environment performance
Implementing government regulation
PHILIPS, AUSTRIA was the first company in the world to take ISO 14000 certificate.
PARAMETERS OF ISO
QUALITY : It is total characteristics of anything which bear the ability to satisfy
the stated or any implied needs.
OBJECTIVES : Objectives of any organization reflect the goals which it aims to
achieves and the priorities required. ISO standard lay stress on smart objectives.
S: SIMPLE
M: MEASURABLE
A: ACHIVEABLE
R: REALISTIC
T: TIME BOUND
QUALITY PRINCIPLES:
COUSTMER FOCUS
LEADEARSHIP
INVOLVEMENT OF PEOPLE
SYTEM APPROACH TO MANAGEMENT
PROCESS APPROACH
CONTINUAL IMPROVEMENT
FACTUAL APPROACH TO DECISION MAKING
MUTUAL BENEFICIAL SUPPLIER RELATIONSHIP

SIX SIGMA
Six sigma is a measure of quality that strives for near perfection.
It is a rigorous and systematic methodology that utilizes information verified by facts and
statistics to measure and improve an organizations operational, practice and system by
identifying prevention defects in manufacturing and service related processes in order to
anticipate and exceed expectation of all public stakeholders to accomplish effectiveness.
Six sigma is a process which talks about the ultimate quality.
Six sigma can be described as TQMS (Total Quality Management System) that is it is a
series of steps which involve statistical measurement that tells us how good our product
services and processes really are.

HISTORY OF SIX SIGMA
The roots of six sigma as a measurement standard can be traced back to Carl Frederick
gauss (1777-1855) who introduced the concept of the normal curve. Six sigma as a
measurement standard in product variation can be traced back to the 1920s when Walter
shewhart showed that three sigma from the mean is the point where process requires
correction. Many measurement standards(cpk,zero defect,etc) later came on the scene but
credit for coining the term six sigma goes to a Motorola engineer named bill
smith.(incidentally, six sigma is federally registered trademark of Motorola).
In the early and mid-1980 with chairman bob galvin at the helm, Motorola engineer
decided that the traditional quality levels- in measuring defects thousands of opportunity
didnt provide enough granularity. Instead, they wanted to measure the defect per
million opportunities. Motorola developed this new standard and created the methodology
and needed cultural change association with it. Six sigma helped Motorola realize
powerful bottom- line results in their organization- in fact, they documented more than
$16 billion in saving as a result of our six sigma efforts.
Since then, hundred of companies around the world have adopted six sigma as a way of
doing business. This is a direct result of many of Americas leaders openly praising the
benefits of six sigma. Leaders such as Larry bossidy of allied signal (now Honeywell),
and jack Welch of general electric company. Rumor has it that Larry and jock were
playing golf one day and jack bet Larry that he could implement six sigma faster and with
greater result at GE than Larry did at Allied signal. The results speak for themselves.
METHODS TO APPLY SIX SIGMA
DMAIC PROCESS :
This process is applied where the line has already established.
D DEFINE
M MEASURE
A ANALYSE
I IMPROVE
C CONTROL


DMADV PROCESS:
D DEFINE
M MEASURE
A ANALYSE
D DESIGN
V VERIFY















ERP USED IN ITI LIMITED
ERP means enterprise resource planning.
The ERP used ITI LIMITED is BAAN.

BAAN :-
Founded by Jan Baan in 1978 in the Netherlands.
BAAN manufacturing control system waste first package developed by BAAN for
MRPI, CRP, & MRP2.
The company BAAN has become one of the worlds biggest software group &
expects to remain on a first track for the foreseeable future.
BAAN solution are to achieve streamline the planning process by integrating
diverse information, ensuring smooth planning with the help pf BAAN we get
better decisions support.

MARKETING CONCEPT
The marketing concept holds that key to achieving organizational goals consists of
being more effective than competition integration activities toward determining
and satisfying the needs and wants of target markets.
The marketing concept has been expressed in many colorful ways.
meeting needs profitability
Find wants and fills them
Love the customer, not the product
Selling focuses of the need of seller marketing of the need of the buyer selling is
product with sellers need to convert his product into; marketing with the idea of
the satisfying the needs of the customer by means of the product and the whole
cluster of the things associated with creating. Delivering and finally consuming it.
The marketing concept rests on four pillars:
1. Target market
2. Customer need
3. Integrated marketing
4. Profitability
It starts with the factory focuses on the companies excising product, and calls
for heavy selling and promoting to procedure profitable sales. It starts with a
well defined marked, focuses on customer needs. Integrated all the activities
that will affect the customers & product profit by satisfying customers.

In the word of ITI marketing managers:
CUSTOMER IS NOT ONLY THE KING,
CUSTOMER IS EVERYTHING.

CUSTOMER NEED


A company can define its market but fail to fully understand the customers
need.
Some marketers draw a distinction between responsive marketing and creating
matching. A creative marketer disserves and product solution that customer
did not ask for but to which they entinoursatically respond. Companies must
go beyond just asking consumers what they want.
The easy to customer rention is customer satisfaction. A highly satisfied
customer:


Stay loyal longer.
Buys more as the company introduce new products and upgrades existing
products.
Talks favorably about the company and its products.
Pay less attention to competing brands.
Offers products/ services ideas to the company.
Costs less to server than new customers because transaction is routinized.

INTEGRATED MARKET

When all the companies department work together to serve the customers
interests, the result is integrated marketing. Unfortunately not at all employees
are trained and motivated to work for the customer.
Integrated marketing takes place on two:

First: the various marketing function sales force, advertising, product
management, marketing research and so on must work together.

Second: marketing must be well co-ordinated with other company
departments.
Marketing does not work when it is merely a department, it works only when
all employees appreciate their impact on customer satisfaction.



PROFITABILITY

The ultimate purpose of the marketing concept is to help organization achieve
their goals in the case of private firms the major goal is profit.

THE SOCIETAL MARKETING CONCEPT
Holds that organizations task in to determine the needs, wants and interests target
markets and to deliver the desired satisfaction more effectily and efficiently than
competitions in a way that preserves or enhances the consumers and the societys well
being.
The social marketing concept calls upon marketers to build social and ethical
considerations into their marketing practices. They must balance and juggle the often
conflicting criteria profits, consumer want satisfaction and public interest.


FINANCIAL OBJECTIVE

Earn and annual rate of return of investment.
Product profits.
Produce a cash flow.

MARKETING OBJECTIVE

The ultimate objective of any marketing activity is to satisfy the customers and today
even a step ahead.
The marketing will focus greater attention on how to deliver customer satisfaction and
organization will begin to structure itself around segments and not product lines.
The financial objectives must be converted into marketing objective.
Example: If yhe company wants to earn $1,80,000 profit and it target margin in 10% an
sales, then it must set a goal of $18 million in the company sets an average price of $260,
it must sell 69,230 units if it expect total industries sales to reach 2.3 million units, it must
gain 3% of to maintain this market share, the company will have to set certain goals for
consumer awareness, distribution coverage and thus the marketing objective.

Achieve total sales revenue.
Expand consumer awareness.
Expand the number of dealers.
Aim for an average price.
















MARKETING OBJECTIVE:

[ OPERATION NAV SATABDI]

PRODUCTIVITY: For greater prosperity, global competiveness capacity exploitation
shorter, new technology adoption cycle time.

PROFITABILITY : Vow to make each unit profitable in the current year. Vow to cut
wastage Vow to cut inventory & working capital.

PARIVARTIAN: Parivartian means change. Change for betterment in every field,
change for mind set to accept new ideas & accept new ideas & accept reorganization
revitalization of company to make future oriented. Accept change to survive in the world
of competition.

SOME OF THE STRATEGIES ADOPTED BY ITI ARE AS FOLLOWS

Entering into service sector such as annual maintenance contract.
Expansion of portfolio with defense, railway other state government.
ITI also penetrating the market ITI captures the private vendors (who have
registered them with ITI) for the sale of their registered vendors, so that a mutual
benefit can generated :-
Vendors can earn more profit by selling these products & the sale of the ITIs
product will increase.
AUTHORITY AND RESPONSIBILTY
The head of marketing has the authority to receive the order and confirm its to
acceptation its satisfaction. He is responsible for marketing function with respect to non-
D.O.T> customer and explore new market avenue to manage and perform the function
and maintain the following organization chart responsibility and interfacing department
matrix.
FUNCTION OF MARKETING DEPARTMENT
Marketing department of ITI mankapur has always been involving in the function of
marketing Ex. Selling distribution, promotion, the department of these function are
depend upon the performance of marketing department. Marketing department is
responsible for selling of ITIs product.
The major product of ITIs E10B which is an exchange and OCB 238 equipment and
component is hybrid, PCB, coil and transformers and connector. In which most
department product is E10B equipment, ITI produces many communication equipments
and also other by products which is being products which is being produced while E10B
is in production. Marketing department is also working for new project named
OCB283/CSN. In the context of selling these products marketing department is take care
of same specific customer DOT ansd MTNL customer. Marketing department has the
responsibility for marketing of these product, here researcher will take only two major
product of ITI which has the maximum demand in domestic market so in this context
researcher will take E10B, OCB283/CSN equipment principle features, customer SWOT
analysis about E10B equipment.















RESPONSIBILITIES OF MARKETING DEPARTMENT


EXPLANATION OF FLOW DIAGRAM
The flow diagram the represent the whole procedure of marketing department and it
shows how every department interfaced with marketing department. Purchase order
comes directly to marketing department by customer marketing department send this
purchase order to the finance department for. The evolution of its anticipate cost and after
costing marketing department send this P.O> to the planning department where analysis
is being made regarding the addition rejection and anticipated time by which project will
be cost addition rejection and lead time. After the planning department order goes to
production product goes to the quality control where quality assurance is being related to
product it any lackness occur in the product shop for rectification to quality control
department it any ship up recure then this product is declared rejected and then the
marketing
(purchase
order)
planning
division
purchase raw
material
inward goods
inspection
(IGI)
manufacturing
shop
quality check
division
dispatch of
goods
goods
delivered
installation of
goods
product is started after total quality assurance final checked product goes to stares and
then it goes to shipping department where final delivered is being made marketing
department takes the feedback from all the activity related to all production and flow up
all department till the product delivered to customer.















ORDER COMES THROUGH R.O. [REGIONAL OFFICE]:
When order comes through the regional office even then ITI supplies its product direct to
customers assignment location and payment is being made to the ITI Ltd.


PAYMENT
P.O. P.O.

CUSTOMER ITI

DELIVERY







DISTRIBUTION
Distribution Channel of ITI Direct Order In the context of marketing ITI lie is saving zero
level distribution channel. Zero level distribution means there is no mediator between ITI
& its customer. As per as order comes equipment is delivered direct to specific location
suggested by customer.


CONSUMER

GOODS ORDER

ITI

DTS Delivery to site/Direct to site:
ITI is having the responsibility to deliver to order its product at specific location as per
customer requirement.
Marketing department of ITI is not only sells its product but also it provide
presales and after sales services.


SOME OF THE DOCUMENT USEFUL FOR MARKETING DEPARTMENT OF
ITI

Like every department in marketing department too there are many documents are used.
But because of the security reasons I dont get all of them , but some of them, which I got,
are:
1. Commercial invoice.
2. Purchase order from any organization (customer).
3. Customer satisfaction index form (filled by customers).
4. Services call report.










PERFORMANCE OF MARKETING DEPARTMENT OF ITI LTD. MANKAPUR

Among the various unit of ITI, ITI ltd. Mankapur has its unique place and ITI Mankapur
is the most profitable plant of ITI LTD. it has been constantly giving profit since the
inception of the plant. Its is the heart of ITI LTD. that pumps the blood in the entire ITI.
We will take the performance of marketing department On the basis of total sales. Total
export distribution, promotional activity, manpower and also the production.
We will see the performance not only on the basis of profitability but also its total
addition toward the economy.
In private sector company, the yardstick for the performance not only on the basis of
profitability but in case of public sector units yardstick should not be profitability is low.
So researchers will asses the performance of marketing department not only on the
basis of profitability, but also service toward the economy.







FUTURE PLANS OF ITI
ITI is a technology driver customer oriented business enterprise. That is combining its
strength in manufacturing with that its process in turnkey services to provide total
solution through diversification of its portfolio.
So, some of the future plans by which the company can be competitive in the market and
can retain market share are:

Starting business in the production of led lights.
Long-term alliance portfolio new products.
Expansion of products portfolio new products.
Its solution like MPLS, internet infrastructure.
Up gradation of technology to meet the market demand.
Reduction of man power & skills building in new business areas by retaining &
redevelopment.
Explanation of business portfolio with defense/ railways.


PROMOTION ACTIVITY OF ITI MANKAPUR
ITI is fully geared up to supply equipment and spares. ITI can provide presales services
as well as after sales services first we see pre-sales services as well as after-sale services.
Also pulse of marketing can be judged from the interaction between manufacturer and
customer.
PRE SALE SERVICES: In pre sales services ITI provides site surveys, exchange
dimensioning as well as sales services like warranty repairs, annual maintenance
cataract (A/V/C) technical assistance and training.
AFTER SALES SERVICES: ITI has its own customer support services & CSS is
a business strategy retain customer, regain customer & increase business strategy
retain customer & increase business by exploring the possibility of providing new
services.
ITI is using CSS as a strategic tool for achieving customer satisfaction.

ASSEMENT OF OVERALL PERFORMANCE OF MARKETING DEPTT.
TOTAL SALES:- marketing deptt. Has been involving assembling component i.e.
hybrid, PCB, coil & transformer & connectors. In electronic equipment services
ITI has E10B exchange with more sophisticated technology. On account of good
reputation in market ITI has very good marketing.
STRENGTHS OF ITI- THE TELECOM POINEER
Indias first telecom equipment manufacturer.
Total telecom solutions provider
Recognized as Top Turnkey Services Company, for 4 successive years.
Multi-locational state-of-the-electronic assembly & component manufacturing
facility accredited with ISO9000:2000
Multi-locational ISO1400:2004 Environment Management system certified plants.
First Indian company to manufacture BTS & other infra products for
GSM/WiMAX and other new generation products.
Complete range of telecom products, value added services and customized.
Integrated logistic support to a variety of users
Country marketing and customer care centers
Strategic alliances with global telecom /IT majors
Countrywide dedicated network system centers to provide comprehensive network
solutions.

ITI has a dedicated network system unit for carrying out installation and commissioning
of equipment as well as for undertaking Trunkey jobs and providing value added services.
The successful completion of the mammoth strategic communication network ASCON
for the Indian army underlines ITIs ability in standing up to the challenge of enhancing
the reach of communication and information seamlessly over diverse media.
In a fitting testimony the company continues to hold the numerous position as Indians
top telecom turnkey solution provider.
MANKAPUR SWITCHING : C-DOT
GSM INFRA (BTS)
BANK MECHNISING PRODUCTS

MANPOWER
ITI mankapur has technically competent and highly skilled manpower which is a positive
factor for this company. The workers are totally attached to the company and here high
level of commitment for their work. ITI mankapur marketing department staff strength is
very less but existing employees are highly skilled and it can be watched through the
effort made by marketing department.
This unit is the most productive unit of ITI and the most profitable plant so it is the result
of its manpower and theres is a learning habit among the workers and they have setup
their mind for any change and always ready to accept new changes.
HRD department has always been conducted training program for employees as well as
for management.
AS a matter fact manpower is an important assets for any company and the performance
of company obviously depend upon its manpower.
MANPOWER ARE THE ASSETS OF ANY ORGANIZATION




INVOLVEMENT OF ITI IN EXTERNAL TRADES
To accomplish higher growth, capacity utilization and to enhance the competitiveness of
electronic component industry a sharp focus open export activity has been envisaged by
ELCINA & ITI participated in many type of activity like trade fair, engineering fair
exhibition etc., ITI participated a number of prestigious exhibitions both in India and
abroad there are.
ITI ltd. mankapur equipment is not only reputed in domestic market but also has very
good international market. ITI export is E10B equipments, BTS etc. due to its high
quality acceleration of international standardization (ISO), ITI export is increasing day by
day.
Before discussing on the procedure of the export form ITI, let us take an overview
on external trade.








EXTERNAL TRADE
INTRODUCTION:
As we know the buying and selling of goods with in a country is called internal trade. But
when buying and selling of goods and services take place between nationals of different
countries it is called external trade or foreign trade.
Every country, big or small, buys and sells different goods from and to other countries.
Goods worth crores of rupees are bought and sold every year. Foreign trade is an
important economic activity because both the countries participating in it benefit in the
process. For some countries, external trade is the most essential economic activity
because most of their industrial activity depend on it. For example economic development
of Hong Kong, Singapore, South Korea and Japan has been possible largely due to their
foreign trade. World trade is dominated by the developed countries of Asia, Africa and
Latin America have a small share.
Like other countries, India imports and exports a large number of goods. After
independence, foreign trade of India has considerably expanded. For economic
development, it was necessary to import machinery, raw material and fuel oil. As a result
import into India increased. However, it was also necessary to increase export to pay for
the imports. Suitable export promotion measures were adopted by the Government to
increase Indias exports.
External trade consist of export trade and import. Export involves sale of goods and
services to other countries. When goods are traded by way of purchases from other
countries. When goods are traded consists of imports exports the transactions are
regarded as visible trade. External trade in services is referred to as invisible trade.
When goods are imported into a country with the purpose of re-exporting them to some
other country, it is known as entrepot trade.
But like every thing trade also have some of its advantages and disadvantages.
ADVANTAGES AND DISADVANTAGES IN EXTERNAL TRADE
ADVANTAGES:
1. AVALIABILITY OF A LARGE OF GOODS: External trade enables a country
to avail of the use of a variety of goods, which cannot be produced in the country
can get the benefit of using goods, which it is not able to produce due to certain
natural, physical or other limitations, by importing them from other countries.
2. EXPROT OF SURPLUS PRODUCTION: External trade facilitate export of
surplus of a country import necessary items. This results in development of large
scale industries.
3. SPECIALIZATION BASED ON RESOURSES ENDOWMENT: The quantity
and quality resources available in countries differ on account of climate and
geographical formation. External trade enable each country to specialized in the
production of those commodities for which it enjoys relative advantage.
Specialization leads to increase productivity and superior quality of goods.
4. HIGHER STANDARD OF LIVING: It improves the standard of living of
people in different countries. Exchange of goods and consumption there of leads
to higher standard of living of the people in the world.
5. PRICE EQUALIZATION: External trade leads to equalization of prices of
commodities in the world markets after making allowance for transport and other
cost. It bring stability and uniformity in the prices of commodities in all the
countries of the world.
6. SECURITY FROM NATURAL CALAMITIES: Natural calamities such as
flood, famine, drought etc., adversely affect the productive capacity of a country.
External trade ensures adequate supply of those commodities, which are in short
supply within the country due to such natural calamities. For instance medicine
and food can be imported from countries during an emergency.
7. INTERNATIONAL RELATIONS: External trade develops business relations
among countries of the world, which facilitate exchange of ideas countries.
Leather goods pf Africa, batik art of Indonesia and brassware of India are known
all over the world.
There is always a demand for these goods especially in developed countries. Thus,
external trade promotes cordial relation and understanding among nations of the
world.
8. DEVELOPMENT OF TRADE PROMOTING SERVICES: Foreign trade has
led to development of modern means of communication and efficiency in banking
and insurance services. These services have enabled countries to have trade even
in voluminous goods like food grains, wood, coal, and perishable goods, like
fruits, flower, vegetables, meat, etc.





FUTURE PLAN
Our company is a technology driver customer oriented business enterprise. Which
is combing its core strength in manufacturing with that its process in turnkey
services to provide total solution through diversification of its portfolio. The
strategy adopted by the company to be competitive in the market & to retain share
include.
Laong term alliance with BSNL/MTNL.
Expansion of product portfolio-new product.
Entering into manufacturing of mobile communication equipment like
GSM&CDMA WLL INFRA & terminals.
Its solution like MPLS, internet infrastructure.
Upgradation of technology to meet the market demand.
Reduction of man power & skills building in new business areas by retaining &re-
devlopment.
Expansion of the business portfolio with defence/railways.









ITI TODAY
ITI Limited is Indias pioneering venture in the field of telecommunication. Born
in 1948, this premier. PSU has contributed to 50% of the persent national
telecomm network. With state-of the-art manufacturing facitity spread across six
location and a countrywide network of marketing /services outlets, the company
ofeers a complete range of telecom products and total solutions covering the
whole spectrum of switching, transmission , access and subscribes premises
equipment. In tune with the technology trend, it has embarked on manufacture of
mobile infrastructure equipment based on GSM (Global System for Mobile)
technology. ITI has also acquired the technology for manufacture broadband infra
equipment, NGN (new Generation Network) equipment based on IP technology
and SDH (Synchronous Digital Hierarchy) products.ITI has a dedicated network
system unit for carrying installation and commissioning of equipment as well as
for undertaking turnkey jobs and providing value added services. The successful
completion of the mammoth strategic communication network ASCON for the
Indian army underlines ITIs ability in standing up to the challenge of enhancing
the reach of communication and information seamlessly aver diverse media. In a
fitting testimony, the company continues to hold the numero uno position as
Indias top telecomturnkey solution provider. ITI joined the league of world-class
vendors of GSM technology with the inauguration of mobile equipment
manufacturing facility at its Mankapur and Rae bareli plants, which opened a new
era of indigenous mobile equipment production in the country.
These two lines will augment the capacity to more than nine million lines for
catering to both domestic as well as export markets.
By deploying its rich telecom expertise vast infrastructure, the company is
consolidating into ICT(Information and Communication Technology) space to
hone its competitive edge in the convergence market. Network Management
System, Encryption and Networking solutions for internet connectivity are some
of the major initiatives by the company.
MARKETING DEPARTMENT ACTIVITIES
Marketing department of ITI Limited has been including in the marketing equipment like
E10B, OCB/CSN and marketing of component hybrid , PCB, coil and transformers,
connector.
The marketing department looks after the activity related to the marketing of switching
Equipment and component for DOT and MINI and non DOT and MTNL etc. customer.
Every employee of marketing department is having a responsibility of ITIs switching
equipment and component by any customer than marketing department than after the
planning department order goes to production department order the planning department
than after the planning department receives the P.O. and send his purchase order the
planning the production. Final goods to store and than to shipping and finally goods and
delivered to customer location. Marketing department is also responsibility for the
distribution and promotion of communication equipment and if there is any slackness in
ITIs given product marketing department also provides after sales services. It was just a
by and large arrives about the activate of marketing department researcher will study in
deep further.


DEPARTMENT PROCEDURE OF MARKETING
STEP1: ON_receipt of order from the R.O. the same shall the received for its adequacy
and to understand the customer requirement.
STEP2: It is torn and condition of the order are acceptable confirmation shall based to
R.O. and also to customer.
STEP3: A communication is also n sent to the production to execude the order.
STEP4: The program made and supply position shall be monitored through production
and planning any anticipated slippage in delivery and parabable delivery schedule shall be
communicated to the customer.
STEP5:Exploring of new market avenue is done by referring of business magazine.
Exhibition , seminar of directly initiating with probable customer.
AUTORITY AND RESPONSIBILTY
The head of marketing has the authority to receive the order and confirm its to
acceptation its satisfaction. He is responsible for marketing function with to non-dot
customer and explore new market avenue to manage and perform the function and
maintain the following organization chart. Responsibility and interfacing department
matrix.
FUNCTION OF MARKETING DEPARTMENT
Marketing department of ITI limited mankapur has always been involve in the function of
marketing Ex. Selling, distribution, promotion, the department of these function are
depend upon the performance of marketing department. Marketing department is
responsible for selling of ITIs product.
The major production of ITIs E10B which is an exchange and OCB 238 equipment and
component is hybrid , PCB , coil, and transformers and connector. In which most
department product is E10B equipment. ITI product many communication equipment and
also other by products which is being produced named OCB 283/CSN. In the context of
selling of these product marketing department is take care of selling pf communication
equipment E10B and also other component. As per as ITIs marketing department selling
function concerted ITI has same specific customer DOT and MTNL and also non DOT,
MTNL customer. Marketing department has the responsibility for marketing of these
product, here researcher will take only two major product of ITI which has the maximum
demand in domestic market so in this context researcher will take E10B OCB 283/CSN
equipment principal feature SWOT analysis about E10B equipment.








DISTRIBUTION:
Distribution by channel of ITI lie is saving zero level distribution means there is no
mediator between ITI & customer. As per order comes equipment is delivered direct to
specific location superseded by customer.
DTS DELIVERED TO SITE/ DIRECT TO SITE :-
ITI is having the responsibility to deliver to order its location as per customer
requirement.
Marketing department of ITI is not only sell its product but also provide per sales and
after sells service.
ORDER COME THROUGH R.O.(REGIONAL OFFICE):-
When order come through the regional office then ITI suppliers its product direct to
customer assigned location and payment is being made to the ITI limited.
DISTRIBUTION CHANNEL FOR ITI EXPROT :-
In case of export , agent who is appointed by ITI takes order and sent to ITI marketing
department and than final goods export to direct customer location means ITI is having
the responsibility to deliver it product to aboard location.
PROMOTION ACTIVITY OF ITI MANKAPUR :-
ITI is fully to supply E10B equipment and spares. ITI can provide presales services first
we see presale service.
PRE-SALE SERVICE:-
Site survey exchange dimensioning.
AFTER SALES SERVICE:-
Warranty and out of warranty repair annual maintenance contract, technical assistance 7
training.
EXPORT:-
ITI LTD mankapur equipment is not only reputed in domestic market but also has very
good international market. ITI export E10B equipment and due to its high quality and
acceleration of international standardization organization. ITI export is increasing day by
day.
EXPORT PROCEDURE
MARKETING DSEPARTMENT ENG. SER. PLANNING PRODUCTION P.O.
There are three categories of export as per export impact policy
1. Prohibition items.
2. Restricted items.
3. Freely export.
ITI exported following policy of free exported. All good may be exported without any
registration to the expect such export are regulated by ITC(HS). On account of free export
policy of ITI the purchase order (P.O.) comes through cop rate office and than marketing
department receive the P.O. and sends the purchase too engineering service for the related
for work order goes the planning department than the production shop for the final
assembly by the equipment and after production. Final equipment goes to the quality
control department and Q.C. department proper quality assurance is being made. It is to
watched the are related for export for a custom clearance and specific document
negotiation document are submitted in the bank and payment made through the system
of later the credit and after the goods and delivered to customer.
FUNCTION OF MARKETING DEPARTMENT
Marketing department of ITI ltd mankapur has always been involving in the function of
marketing that selling, distribution, promotion. The department of these function are
depend upon the performance of marketing department. Marketing department is
responsible for selling of ITIs product.
Marketing department is also working for new project named OCB283/CSN.
In the control of selling of these product marketing department is taken care of selling of
communication equipment and also other component.
As per as ITIs marketing departments selling function concerned. ITI has some specific
customer, that DOT & MTNL and also some non DOT, MTNL customer.

DISTRIBUTION
Distribution channel of ITI direct order in the context of marketing ITI lies is saving zero
level distribution channel. Zero level distribution means there is no mediator between ITI
& its customer. As per as order comes equipments is delivered direct to specific location
suggested by custome



DTS (DELIVERY TO SITE ) DIRECT TO SITE:-
ITI is having the responsibility to deliver to order product at specific location as per
customers requirement.
Marketing department of ITI is not only sells its products but also it provide presales and
after sales services .





consumer order ITI goods
ORDER COME THROUGH R.O. :-
When order comes through the regional office even then ITI supplies product direct to
customers assigned location and payment is being made to the ITI ltd.









PAYMENT
P.O
ITI DELIVERY
CUSTOMER
DISTRIBUTION CHANNEL FOR EXPORT:-
In case of export agent who is appointed by ITI takes the order and sent to ITIs
marketing department and then final goods exported customers locations mean ITI is
having the responsibility to deliver it product to abroad customer location.

PAYMENT
P.O. P.O.

CUSTOMER AGENT P.O.

DELIVERY








Promotion activity of ITI Mankapur
ITI is fully geared up to the supply equipment and spares. ITI can provide presales
services as well as after sales services first we see presales services.
Pre-sales services: site survey, exchange dimensioning.
After-sales services: warranty and out of warranty repair annual maintenance contact
technical & training.
Activity for Export Production: to accomplish higher growth and better capacity
utilization and to enhance the comptitivence of electronic component industry a sharp
focus on expert activity has been envisaged by ELCINA and also ITI participate in many
type of activity like trade fare engineering fair exhibition.
ITI participate in a number of prestigious exbitions both in India and ad road they are









EXPORT:-
ITI ltd mankapur equipment is not only reputed in domestic market is not only reputed in
but also has very good international market.
ITI export equipment and due to its high quality and acceleration of international
standardization organization. ITIs export fig. is increasing day by day.

EXPORT PROCEDURE
WORK ORDER RELEASE
Marketing department engineering & services planning production
P.O
Corporate office Quality Control
P.O.
Abroad Customer Quality Assurance
Delivery of goods Final Good
Negotiation Document Store Product
Bank custom clearance shipping payment
receiving


Payment receiving
There are three categories of export import policy
1. Prohibition items
2. Restricted items
3. Freely export

ITI exported following policy of free exported. All goods may be exported without any
restriction to the extent such export are regulated by ITC(H.S.).
On account of free export policy of ITI purchase order (P.O.) comes through the
corporate office and then marketing department receive the P.O. and sends this purchase
to engineering services for the releasing of work order and after releasing of work order
goes to planning department and then production shop for sales.







PERFORMANCE OF MARKETING DEPARTMENT OF ITI LTD.
MANKAPUR:-
Among the various unit of ITI, ITI ltd mankapur has unique place and ITI mankapur is
the most profitable plant of ITI ltd. it has been constantly giving profit since the inception
of the plant. It is the heart of ITI Ltd that pumps the blood in the entire ITI.
We will take the performance of marketing department .on the basis of total sales.
Total export distribution, promotion activity, manpower and also the production.
We will see the performance not only on the basis of profitability but also its total
addition toward the economy.
In private sector company, the yardstick for the performance not only on the basis of
profitability but in case of public sector unit yardstick not be profitability because these
unit are started in those sector in those sectors where profitability is low.
So researcher will asses the performance of marketing department not only the basis of
profitability, but also service toward the company.






AFTER SALES SERVICES :-
ITI not only provide after sales services provide pre sale services.
In pre sale services it provide site surveys exchange dimensioning as well as a sale
services like warranty repair, annual maintenance cataract (AMC) technical & training.
Pulse of marketing can be judged from the interaction between manufacture & customer.
ITI has its own customer support services & CSS is a business strategy retain customer,
regain customer & increase business by exploring the possibility of providing new
service.
ITI is using CSS as a strategic tool for achieving customer satisfaction.










ASSESMENT OF OVERALL PERFORMANCE OF MARKETING DEPTT.:-
TOTAL SALES:- Marketing deptt. Has been involving assembling component i.e. hybrid
PCB, coil, transformer & connectors. In electronic equipment services ITI has E10B
exchange with more sophisticated technology. On account of good reputation in market
ITI has very good marketing.
STRENGTH OF ITI THE TELECOM PIONEER:-
Indias first telecom equipment manufacturer.
Total telecom solution provider
Recognized as top turnkey services company for 4 successive years.
Multi- locational state-of-the-art electronic assembly & component manufacturing
facility accredited with ISO 900:2000
Multi-locational ISO 14000:2004 Environmental Management System certified
plants.
First Indian company to manufacturing BTS & other infra products for
GSM/WiMAX and other new generation products.
Complete range of telecom products, value added services and customized
integrated logistic support to a variety of users.
Countrywide marketing and customer care centers
Strategic alliances with global telecom /IT majors
Country wide dedicated network system centers to provide comprehensive
network solutions


ITI has dedicated network system unit for carrying installation and commissioning
of equipment as well as for undertaking turnkey jobs and providing value added
services. The successful completion of the mammoth strategic communication
network ASCON for the Indian army underlines ITIs ability instanding up to the
challenge of enhancing the reach of communication and information seamlessly
over diverse media.
In a fitting testimony the company continues to hold the numerous as position as
Indians top telecom turnkey solution provider.
MANKAPUR SWITCHING :C-DOT
GSM INFRA (BTS)
BANK MACHANISING PRODUCTS
MANKAPUR SWITCHING :C-DOT
GSM INFRA(BTS)
BANK MECHANISING PRODUCTS







SALES ANALYS :











0 10000 20000 30000 40000 50000 60000
2002-03
2003-04
2004-05
2005-06
2006-07
50000
40000
30000
20000
10000
PROFITABILTY:-
YEAR PBT(in cr.) TOTAL INCOME(In cr.) RATIO(PBT to total income)(%)
1996-97 55.78 277.79 20.08
1997-98 84.94 278.58 30.49
1998.99 83.94 324.35 25.61
1999-00 55.10 319.90 27.22
2000-01 8.24 381.86 2.20
2001-02 11.98 479.99 2.50
2002-02 91.49 484.71 -18.88
2003-04 117.94 163.89 -71.96
2004-05 -127.37 371.34 -34.30
2005-06 -87.22 487.37 -17.89
2006-07 -143.12 565.85 -25.29








PRODUCTIVITY OF CAPITAL:-
YEAR TOTAL CAPITAL
EMPLOYED (in
cr.)

PBT WITH CASH
AND NON CASH
COST (in cr.)
RETURN ON
CAPITAL w.r.t
PBT WITH ALL
CASH AND NON-
CASH COST
1996-97 360.60 125.37 34.77
1997-98 304.67 134.53 44.16
1998-99 318.18 119.74 37.63
1999-00 335.43 93.67 27.93
2000-01 350.31 46.88 13.93
2001-02 397.53 52.51 13.21
2002-03 414.30 -52.77 -12.74
2003-04 296.00 -82.82 -27.98
2004-05 287.32 -86.83 -30.22
2005-06 314.74 -19.80 -6.29
2006-07 292.14 -83.61 -28.62
2007-08 508.00 -161.41 -31.77

Comment: company has shown negative RY in the current year 2007-08.




VALUE IN PERCENTAGE:
DIRECT MATERIAL 119.27%
EMPLOYEE COST 29.13%
PROFIT -87.22%
FINACIAL EXPENSES 20.61%
PEPRECIATION 3.46%
OTHERS 14.75%
Sales
DITRECT MATERIAL
EMPLOYEE COST
PROFIT
FINANCING EXPENCES
DEPRECIATION
OTHER
SWOT ANALYSIS

STRENGTH

Organization name.
Dedicated and devoted employees.
Collaboration with French company.
Niche player in the field of electronic exchange and banking automation in India.

WEAKNESS

ITI has limited customers.
No advertisement.
No promotional activities in any level.
Delay in purchase and distribution of goods.
Government rule and regulations.
Less incentive is given to the employees.






OPPORTUNITY
It can be grab the whole world market of telecom.

It can enter in other areas of telecom.

Make collaboration with international companies.

THREAT

Several companies have entered into the INVERTOR sector with heavy sales
promotional scheme.













RESEARCH OBJECTIVES

To generate demand for telecom product through innovation.
To maintain an overall growth rate of 30% per year. For each existing
Business it should match at least the industry growth rate.
To telecom a strong service provider with major business thrust in
Telecom network and operation and value added services.
To strength technology scanning capacities to benchmark the organizational
product/services against global standards to identity the potential partners.
To achieve global quality standards to identify the potential partners.
To introduce effective production planning and control systems for achieving
delivery schedules, streaming production over the whole year and better inventory
controls.












RESEARCH METHODOLOGY

DEFINITION OF RESEARCH
1. A systematic search for knowledge.

2. Movement from known to unknown.

3. Research in common refers to search for knowledge. One can also define research
as a Scientific and systematic research for pertinent information on specific topics.
It is way to systematically solve the research problem. In it we study various steps that are
generally adopted by a researcher in studying his research problem along with the logic
behind them. It is important for the researcher not only to understand the research
methods and techniques but also the methodology.
Research is a planned and systematic investigation and analysis of factual data to check,
verify or disapprove guesses, clue, assumption. It supplement the existing body of
knowledge and widens the frontiers of understanding.
Edwin. B. Flippo defines research as Systematic and purposive investigation of fact
with the object of determining causes and effect relation among such fact.


SIGINIFICANCE OF THE STUDY


This research was done to analysis the marketing division of the company of ITI ltd. It is
a descriptive type of research study.

Sampling design

A sample design is a definite plan for obtaining a sample from a given population.
It refers to the technique or the procedure the researcher would adopt in selecting
items for the samples. Samples design is determining before the data are collected.

Sample unit: A design has to be taken concerning a sampling unit before
selecting sample. Sampling unit may be geographical one such a state, village,
etc., or a construction unit such as house, flat, etc., or it may be social unit such as
family, club, school, etc., or it may be an individual. The researcher will have to
decide one or more of such units that he has to select for his study.

Size of sample: this refer to the number of items to be selected from the universe
to constitute a major problem before a researcher; the size of sample should
neither be excessively large, nor too small. It should be optimum. An optimum
sample is one which fulfills the requirement of efficiency, representativeness,
reliability and flexibility, while deciding the size of sample; researcher must
determine the desired precision as also an acceptable confidence level for the
estimate. As such, budgetary constraint must invariably be taken into
consideration when decide sample of 100-150 customer.

Area selected


The survey was conducted in MANKAPUR GONDA.
DATA COLLECTION:
The method that be used for collecting data was primary data for collecting primary data
we used questionnaire. Through questionnaire found the information and proper feedback
about product. But for some information related with the exact data and problem I had
taken help with magazine internet and other sources.
There are two methods of data collection.
Primary Data:-
Primary data can be collected either through experiment or through survey. If the
researcher conducts an experiment, he observes some quantitative measurements, or the
data, with the help of examines the truth contained in his hypothesis. But in the case of
survey, data, can be collected by any one or more of the following ways.
1. By observation
2. Through personal interview
3. Through telephone interview
4. By questionnaires:
5. Through schedules:
6. Other method
a. Warranty card
b. Mechanical devices
c. Projective techniques
d. Depth interview

Secondary sources:
Secondary data means data that are already available i.e., they refer to the data which
have already been collected and analyzed by someone else. When the researcher utilizes
secondary data, then he has to look into various sources from where he can obtain them.
Secondary data may either be published data or unpublished data. Usually published data
are available in
(a) Various publication of central, states are local governments.
(b) Technical and trade journals
(c) Books, magazines, and newspaper.
(d) Reports and publications of the various association connected with business and
industry, bank stock exchange
(e) Public record, and statistic, historical documents and other sources of published
information like website of industry or company.


Data is collected from both the primary and secondary sources
Research Method
The basic type of research are as following:
1. Descriptive vs. analytical: Descriptive research survey and fact finding
enquiries of different kinds. The major purpose of descriptive research is
descriptive of the state of affairs as it exists at present.
In Analytical research on the other hand, the researcher has to use facts or information
already available, and analyze these to make a critical evaluation of the material.
2. Applied vs. fundamental: Applied research aims to finding a solution an
immediate problem facing a society or an industrial/business organization,
whereas
Fundamental research is mainly concerned with generalization and with the formulation
of a theory.
3. Quantitative vs. qualitative: Quantitative research is based on the measurement
of quantitative or amount. It can be term of quantity.
Quantitative research on the other hand, is concerned with quantitative phenomenon,
involving quality or kind for instance investigating for human behavior.
4. Conceptual vs. Empirical: Conceptual research is that related to some abstract
idea or theory. It is generally used by philosopher and thinker to develop new
concepts or to reinterpret existing one.
Empirical research re relies on experience or observation alone, often without due regard
for system and theory. We can it experimental type of research.
I have chosen survey method because of the following advantages:
ADVANTAGES OF SURVEY METHOD:-
1. Survey is conducted in case of descriptive research studies.
2. Survey- type research studies usually have larger samples because the percentage
of responses generally happens to be low, as low as 20% to 30% especially in
mailed questionnaire studies. Thus, the survey method gather data from a
relatively large number of cases at a particular time it is essentially cross-
sectional.
3. Survey are concerned with describing, recording , analyzing and interpreting
conditions that either exists or exited. The researches does not manipulate the
variable or arrange for events to happen survey are only concerned with condition
or relationship that exists, opinion that are held, process that are going on, effects
that are evident or trends that are developing. They are primarily as they relate to
current conditions. Thus in survey, variables that exist or have already occurred
are selected and observed.
4. Survey is usually appropriate in case of social and behavioral sciences.
5. Survey us an example of field research.
6. Survey may either be census or sample survey. They may also be classified as
social survey, economic survey or public surveys.
7. The method of data collection happens to be either observation, or interview or
questionnaire or some projective technique.
TYPE OF QUESTIONNAIRE :-
Questionnaire can either be structured or unstructured form.
Structured questionnaire :- In which there are definite, concrete and pre-determined
question. The questions are presented with exactly that same wording and the same order
to all respondents.

SAMPLING
The sampling technique used, was random sampling technique as were universe is quite
large relatively small group was selected which able to represent the whole universe.

SAMPLE SIZE
Sample size limited to 30 respondents







FACTS AND FINDINGS:-
After undergoing summer training in ITI ltd , I got a lot of knowledge and practical
experience and also I came across some problems and their cause which are as follows:
PROBLEMS:-
Company takes a lots of time for dispatching the goods.
Limited exports.
Company doesnt posses a proper budgeting and monitoring system.
Trading has increased whereas manufacturing has decreased which resulted in
decrease in contribution. Which to fixed assets, the company has to incur losses.

CAUSES:-
Lack of proper management of inventory i.e. inventory lag period is high.
Lack of proper distribution network.
Low efficient work force.
Lack of proper sales promotional schemes and advertisement.
Obsolete technology.
Fierce competition with global market.
Intervention of government policies and norms.
Company does not possess proper strategies, proper budgeting & monitoring
system.


DATA ANALYSIS

1.Are you using any inverter in your home ?

Above graph show that 85% of the people in mankapur are using inverter in their
home and only 15% people are not using any inverter.






15%
85%
USING THE INVERTER
NO
YES





Finding -2
Which company INVERTOR YOU ARE USING ?

Above graph show that 60% user are using ITI ltd inverter, 10% customer are
using SUKAM COMPANY, 25% customer uses LUMINOUS and 5% POWER
LINE.


Sales
ITI
SUKAM
LUMINOUS
POWER LINE

















Finding -3
Do you know difference between normal and branded inverter?

Above graph show only 63% people know difference between the normal and
branded inverter.









COLUMN 1
NORMAL INVETOR
BRANDED INVERTOR



FINDING -4
ARE YOU AWARE ABOUT THE NAME OF ITI LTD. INVERTER.

Above graph that near about 95% respondent are aware about the name of
ITI ltd. mankapur.




Sales
AWARE
NOT AWARE








FINDING -5
Are you aware about technology used in ITI ltd. mankapur ?

Sales
yes
no
Above graph show that in mankapur 65% respondents are know about the
technology used by ITI ltd. & 35% do not know that.












FINDING-6
DO YOU THINK ITI LTD. INVERTER IS THE PERFECT?

ABOVE GRAPH SHOW THAT 92% USER ARE SATISFIED WITH THE ITI
LTD INVERTER SO THEY THINK THE ITI LTD. IS PERFECT OPTION AS
INVERTER WHILE 8% THINK THAT THIS IS NOT.








Sales
SATISFIED
UNSATISFIED



FINDING-7
ARE YOU SATISFIED WITH THE AFTER SALES SERVICES IF THE ITI LTD.
INVERTER?

ABOVE GRAPH SHOW THAT 85% RESPONDENT ARE HAPPY & FULLY
SATISFIED WITH AFTER SALES SERVICES OF THE ITI LTD. , ONLY 15%
RESPONDENTS HAVE SOME PROBLEM.



Sales
HAPPY
UNHAPPY









FINDING-9
ARE YOU HAPPY WITH THE BRAND PROMOTION OF THE COMPANY?

Sales
HAPPY
UNHAPPY

Above graph show that mostly respondents happy with the brand promotion
of company.











FINDING-10
WHAT COULD BE YOUR REMARK FOR ITI LTD INVERTER?

Above graph show that 40% respondent fare that iti ltd. inverter have excellent
work & 30% say that its working good & 25% remark its good while 5% say that iti
ltd inverter doing fair job .








Sales
EXCELLENT
VERY GOOD
GOOD
FAIR




FINDING-11
ARE YOU SATISFIED WITH THE PRICE?


Above graph show that 60% people are satisfied with the price of iti ltd. mankapur
inverter.


Sales
SATISFIED
DISSATISFIED



Questionnaire for customers
Name:-
Address:-
Contact no.:-
Occupation:-

1. Are you using any inventory in your home ?

A) yes
B) No

2. Which company INVERTOR YOU ARE USING ?
A) ITI
B)SUKAM
C)LUMINOUS
D)POWER LINE

3. Do you know difference between normal and branded inverter?
A) NORMAL
B) BRANDED

4. ARE YOU AWARE ABOUT THE NAME OF ITI LTD. INVERTER.
A) AWARE
B) NOT AWARE
5. Are you aware about technology used in ITI ltd. mankapur ?
A) YES
B) NO
6. DO YOU THINK ITI LTD. INVERTER IS THE PERFECT?
A) SATISFIED
B) UNSATISFIED
7. ARE YOU SATISFIED WITH THE AFTER SALES SERVICES IF THE ITI
LTD. INVERTER?
A) SATISFIED
B) UNSATISFIED
8. ARE YOU HAPPY WITH THE BRAND PROMOTION OF THE COMPANY?
A) SATISFIED
B) UNSATISFIED
9. WHAT COULD BE YOUR REMARK FOR ITI LTD INVERTER?
A) EXCELLENT
B) VERY GOOD
C)GOOD
D) FAIR
10. ARE YOU SATISFIED WITH THE PRICE?
A) SATISFIED
B) UNSATISFIED



RECOMMENDATION
Implementation of innovation technology.
Proper inventory management should be followed.
Dedicated R&D people are needed.
Motivational classes should be arranged for the employees.
Proper training process is needed.
Internal transfer of the employee is needed.
Optimum utilization of existing infrastructure & resources.
Sale of obsolete machine and scrap.
Since company has put its steps in the direction of production of diversified
products, more innovation should be done in this way.
Adopt customer retention policies.
Company should emphasize on providing different model.
Offering different motivation scheme.
Prime focus on the configuration, quality, price & on time delivery.















LIMITATION OF THE STUDY
1. Limitation number of respondent.
2. Because of the secrecy of data, exact figure, while in this study only few are
considered.
3. One more problem is time, because the limited time given by the respondents
restriction me to mention more information in my report.
4. Chance of business of the respondent can mislead the study.

















CONCLUSION
We are living in era of modern technology & can be rated as A MAGICAL
TECHNOLOGY WHICH COMBINES THE SKILLFULL HANDS WITH THE
REASONING MINDS.
Because of its very high positive impact on employment, wages, labor skills, productivity
& research electronics communication is treated as strategic industry.
Just because of the advancement in electronics industry now these days the
communication is so economical and is in every hand.
Knowledge and idea are the heart of development process and increasingly
overshadowing the natural resources.
Its fulfills the requirement of the present scenario.

















BIBLIOGRAPHY
Profile of ITI Ltd. By ITI Ltd. Mankapur.
www.google.com
www.itiltd-india.com
www.eximkey.com










.