Summer Internship Project-BEC

ASSESSING MARKET POTENTIAL OF PRODUCTS OF BHILAI ENGINEERING CORPORATION & SWOT ANALYSIS
A Project report submitted in the partial fulfillment for the award of MASTERS IN MARKETING MANAGEMENT
By SWETHA RAJENDRAN
INSTITUTE OF BUSINESS MANAGEMENT AND RESEARCH CHINCHWAD, PUNE

1 INSTITUTE OF BUSINESS MANAGEMENT & RESEARCH
May- July 2010
DECLARATION
I hereby declare that the project entitled Assessing Market Potential of Products of Bhilai Engineering Corporation Limited & SWOT Analysis conducted for BHILAI ENGINEERING COPORATION is submitted for partial fulfillment of MMM degree, 2009-2011. This is an original work under the guidance of Mr. Amit Basu Mojumdar (Sr. Vice President) and Mr. Sandeep Sharma (D.G.M. Marketing) BHILAI ENGINEERING COPORATION LTD. The content of this report is based on the information collected by me during my training period, from 14.05.2010 to 14.07.2010 at Bhilai. To the best of my knowledge this project has not been sent for a publication in whole or part elsewhere.
SWETHA RAJENDRAN Institute of Business Management and Research, Chinchwad, Pune
Date- (..................) Place-(..)
ACKNOWLEDGEMENT
Success never eludes those who give due credit to the ones who have led them to the path of success. At the onset, I would like to thank Mr. Amit Basu Mojumdar (Sr. Vice President) for providing me the opportunity to do the project in the organization BHILAI ENGINEERING COPORATION LTD. I am grateful to my organization guides, Mr. M.S. Dattaray (Vice President, Marketing) and Mr. Sandeep Sharma (D.G.M. Marketing) and, who gave me an opportunity to get exposure to the working of the organization, for his valuable guidance at each stage of the project, thus paving a way for a great learning experience. Last but not the least, I express my appreciation and thanks to all the employees of Bhilai Engineering Corporation for their patience, helpful nature and who have contributed to my learning which I will cherish forever. I express my profound gratitude to my faculty guide, Prof. Yogesh Raut who helped me with their guidance during the project.
SWETHA RAJENDRAN Institute of Business Management and Research,

Chinchwad, Pune
CONTENT
Title
Chapter 1: Introduction of work Chapter 2: Company Profile Chapter 3: Industry Profile Chapter 4: Scope of Study Chapter 5: Objectives Chapter 6: Research Methodology Definition of the Problem Determination of research Design Identification of data types & sources Methods for primary data collection Designing of questionnaire Chapter 7: Data Analysis and Interpretation Data analysis BEC Projects & Tenders SWOT analysis Chapter 8: Observations & Findings Chapter 9: Limitations Chapter 10: Suggestions & Recommendation Chapter 11: Conclusion Chapter 12: Bibliography Chapter 13: References Annexure>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>
Questionnaire
EXECUTIVE SUMMARY
This study is conducted as a part of course curriculum of Master in Marketing Management, offered by University of Pune (2009-2011). Training is considered to be essential as it interacts with the happening in the market. It is a matter of pride in having training Bhilai Engineering Corporation Limited (BEC), Bhilai. This project covers the topic Assessing Market potential of products of Bhilai Engineering Corporation Ltd and SWOT Analysis. The project work was basically carried with a view to evaluate the market potential and to study the sales record of various products of Bhilai Engineering Corporation Ltd and consequently enlists some recommendations to improve the same on the companys part. The research methodology adopted for the study is mentioned in a nutshell. For the purpose of data collection a questionnaire was prepared targeting the competitors of BEC. Interview method was also used at the place where required. After collecting of data, it was analyzed in depth by using appropriate research tools. Analysis part is followed by some findings about the research. The conclusion is made on the basis of the study and also the limitations and measures that should be adopted are mentioned. Responses from five competitors were taken which were studied and interpreted. The process of analysis was done through excel work sheet, frequency table, percentage analysis.
Chapter - 1 INTRODUCTION OF THE TOPIC
1. INTRODUCTION
This project was prepared during work of two months as Summer Internship at Bhilai Engineering Corporation Ltd (BEC). This project entails a study regarding Assessing Market potential of products of Bhilai Engineering Corporation Ltd and SWOT Analysis. Bhilai Engineering Corporation Ltd (BEC) is a diversified industrial group engaged in Engineering, Fertilizer, Food Processing, Plant Growth Regulators, Construction and Exports. After getting the thorough knowledge of the manufacturing industry and the BEC itself, research was done on the Engineering division work. The project work was basically carried with a view to evaluate the market potential and to study the sales of various products of Bhilai Engineering Corporation Ltd and consequently enlists some recommendations to improve the same on the companys part. For the purpose of data collection a questionnaire was prepared targeting the competitors of BEC. Interview method was also used at the time when required. This project was conducted in Chhattisgarh, and hence throws light on the various industries of this area. Being a prospective manager and a student of marketing, it was my personal interest to make study on Machine tool industries, as this sector is growing at the rate of 10% to 15% every year and provides employment to 23% of population in India. Through this study I came to know about various factors ruling the market and what makes the product success and failure. During my summer project, I got chance to apply my marketing skills and theoretical knowledge which I had learnt in my first year along with information and suggestions provided by the company guide, which was a great learning experience for me. I realized how team-work, goal orientation and managing inter personal relationship are integrated part of personal life.
Chapter 2 COMPANY PROFILE
2. COMPANY PROFILE 2.1 Introduction

Bhilai Engineering Corporation Limited (BEC) is a diversified industrial group engaged in Engineering, Fertilizer, Food Processing, Plant Growth Regulators, Construction and Exports. About 2000 people are working at various places. BEC group is run by experienced professionals and has its existence since 1960. Its Annual Turnover is more than 2.5 Billion (INR). It has a certified EXPORT HOUSE.
BEC Works at Bhilai
BEC has three main divisions: Engineering & Projects Division Fertilizer and Agro Chemicals Division Food Processing Plant
2.2 Infrastructure
Today, the BEC Group has five major units located in Bhilai and Raipur with an aggregate capacity of 25,000 tpa for fabrication and assembly. This complex, sprawled over an area of 36acres, with a total covered area 130,000 sqm, has extensive facilities: Steel Foundry: It has capacity of 10,000 tons per year with Arc Furnace and Induction Furnace . Grey Iron Foundry: Installed capacity is 20,000 T per year. Maximum weight of casting is 35T single piece. Engineering Shops: Consisting of fabrication, assembly and machine shops, the Engineering Shops of the Bhilai Works have a capacity of 12000T per year.
2.3

Departments
Manufacturing Marketing Finance and accounts Human Resource Production, Planning and Control Quality Control Dispatch, Billing & Realization Maintenance Designing Stores & Purchase
2.4 Recognitions
Exports Certificate of Export Excellence and One Star Export House certified by Ministry of Commerce & Industry, India. Manufacturing Railway Vehicle Product Qualification Certification from Die Bahn, Germany. Foundry
Class A Foundry Certification by Research, Designs and Standards Organization, Ministry of Railways, India. Quality ISO 9001: 2000 Foundry Certified from Lloyds Register Quality Assurance.
2.5 Valued Customers

Some of the major turnkey projects executed in the recent past by BEC for their valued customers are: ROURKELA STEEL PLANT BOKARO STEEL PLANT BHILAI STEEL PLANT VIZAG STEEL PLANT
DURGAPUR STEEL PLANT MITTAL STEEL , NEWCASTLE STEEL , SOUTH AFRICA
2.6 Group Companies

Vishva Vishal Engineering Limited (VVEL) BEC Strips Limited Nagpur Fabriforge (P) Limited Bharat Industrial Works
2.7 Hierarchy
The Hierarchy of Bhilai Engineering Corporation Limited mainly consists of three levels, which are: Managerial Level Hierarchy Executive Level Hierarchy
Managerial Level Hierarch
Managing Director Executive Director General Manager

Dy. Gen. Manager Manager Asst. Gen. Manager Manager Asst. Manager
Executive Level Hierarchy
Sr. Executive
Executive
Jr. Executive Non Executive
2.8 Landmarks
Fabrication and erection of 4000MT of Umblical Tower, Horizontal Sliding Door and Vehicle assembly Building for 2nd Launch Pad at ISRO, Sriharikota, Andhra Pradesh, India. BEC is one of the handful of specialist with the technological capacity of manufacturing sophisticated Coke Oven Servicing Machinery and Rebuilding of Coke Ovens. Fabrication, supply of Blast Furnace and Sinter Plant Equipments to the tune of 22,000 MT for Durgapur Steel Plant Site, Fabrication, erection and commissioning of 6000MT 3 nos. Walking Dragline for Northern Coal Fields Limited, Singrauli, Uttar Pradesh, India.
2.9 Engineering & Projects

Bhilai Engineering Corporation Limited, the flagship company of the BEC Group, has evolved over four decades into a company, manufacturing core sector industries - Steel, Mining, Railways, Cement, Process Industries, and Defense & Port Equipment.
Product Range
BEC produces products for various sectors such as:
Steel Industry
Railways
Power Plants
Mining Industry
Cement Industry
Process Industry
Port Equipments
Defence
i.
Products for Steel Industry

Coke Oven Machines

Coal Charging Car Coke Guide Car Coke Quenching Car Coke Pusher Car Coke Spillage Conveyor
ii.

Products for Railways

Casnub Bogie Assemblies Centre Buffer Couplers Points & Crossings for Track Lines
Cast High Manganese Steel Crossing
iii.
Products for Power Plant
Grinding Element Thrust Ring Water Box for Turbo generators Components for Bowl Mills
Water Box for Turbo generators
iv.

Products for Mining Industry

Vibrating Feeders Conveyor Systems Crushers Shovel Buckets, Dragline Buckets & Components
4.6 Cum Shovel Bucket
v.
Produ cts for
Cement Industry
High Chrome Liners Kiln Shells and Supporting Rollers for Kilns Grab Buckets Ball Mills
Supporting Roller with Shaft Assembly
vi.

Products for Process Industry

Distillation Columns Pressure Vessels Heat Exchangers Accumulation Tank
Accumulation Tank
vii.

Products for Port Equipments

Portal Cranes Floating Crane Container Cranes Rubber Tyred Gantry Cranes
Portal Crane
viii.
Products for Defence

Cast Steel Anchors for Naval Ships Cast Steel Deck Castings Saddle Base for Gun Carriage Ingot Moulds for Field Gun Factory
Ship Anchor
2.10 Collaborations

BEC - Hartung Kuhn BEC - Brieden BEC - Chongquing BEC - Felguera - I. H. I., Spain
Chapter 3 INDUSTRY PROFILE
3. INDUSTRY PROFILE 3.1 Indian Manufacturing Industry Profile

The Indian economy is firmly on the path of steady growth. Even during the last decade when other countries were in the grip of a massive slowdown, India continued to enjoy a comfortable economic position. This recent spurt in growth is propelled by radical reforms such as the removal of restrictions on foreign investment and industrial de18 INSTITUTE OF BUSINESS MANAGEMENT & RESEARCH
licensing. Tailoring the EXIM policy to promote exports and aligning the import duties to meet WTO commitments further contributed to this development. The liberalization of the economy has opened new windows of opportunity for manufacturing sector. Increasingly the success of manufacturing industries is dependent on innovations, research and development. It is critical not only to remain competitive but also, significant advantages can be gained by developing and commercializing new technologies Indian engineering manufacturing sector employs over 4 million skilled and semi-skilled workers. The engineering manufacturing sector comprises of heavy engineering (70%) and light engineering (30%). With a size of US $ 22 billion, the engineering sector exports stood at US $ 6.6 billion and imports at US $ 4.9 billion in this decade.
Key manufacturing sub-sectors

Automotive Steel Light Engineering Heavy Engineering / Machine Tools Computer hardware Pharmaceuticals Textile
3.2 Heavy Engineering / Machine Tools Industry Introduction
An industry, which has undergone a radical shift in its paradigm thinking, the Indian machine tool industry is now recognized as a provider of low-cost high quality lean manufacturing solutions. The Indian machine tool industry is approximately a US$ 500 million industry. There are 138 major companies manufacturing metal cutting, metal forming, conventional and automated machine tools. This sector grows by 10 percent every year. Approximately 6 per cent of the production is exported. Exports include CNC lathes, vertical machining centers, grinding machines, etc. Major export destinations include USA, Germany, China, Italy, Mexico, Canada, UK and Brazil. Most manufacturers have their own in-house R&D and there exists tremendous scope for institutional collaboration for development of new technology.
Overview
Machine Tool industry is the backbone of any economy. It is the mother industry of Capital Goods Sector which in turn determines the share of manufacturing in GDP of any country. The Indian machine tool industrys growth is directly linked to the growth of the manufacturing/ engineering industry. The primary users of machine tools are in the automotive, automobile and ancillaries, railways, defense, agriculture, steel, fertilizers, electrical, electronics, telecommunications, textile machinery, ball and roller bearings, industrial valves, power -driven pumps, multi-product engineering companies, earth moving machinery, compressors and consumer products industry sectors. The Indian machine tool industry manufactures a range of both conventional and computer numerically controlled (CNC) products such as metal cutting and metal forming tools.
3.3 Structure of the Machine Tools sector
The companies surveyed comprised of 43 percent private limited companies, 16 percent partnership firms, 10 percent proprietary firms, and 31 percent public limited and 10 percent closely held public limited companies. The turnover of 47 percent of the companies is below Rs.5 crores and hence we can derive that the majority of players in this sector are in the small and medium category. 10 percent of the total companies had a turnover ranging between Rs.150 crores to Rs 250 crores.
3.4
Indias ranking in World Machine Tool Industry.

2. SPAIN 3. GERMANY 4. FRANCE 5. ITALY
1. JAPAN
6. CANADA 7. CHINA 8. U.K. 9. USA 10.AUSTRALIA 11.TAIWAN 12.NETHERLANDS 13. KOREA 14. BRAZIL 15. INDIA th Indias Machine Tool industry is in 15 position with a growth of 10% to 15% every year.
3.5 Top 5 Machines Tool industries with their market share.

COMPANIES
1. Kennametal Widia India 2. HMT Machine Tools 3. Motor Industries Co. 4. P M T Machine tools Automatics 5. Kabra Extrusiontechnik
MARKET SHARE
6.00% 2.11% 1.41% 1.22% 1.22%
3.6 Technology Status

The technological competitiveness of the Indian Machine Tools sector is low. The advantage due to high availability of quality engineers and scientists is lost, partly due to brain drain and partly due to stagnation of skill sets of scientists and engineers within India. India has a number of high quality R&D institutions, but the industry institute interactions are low, thereby reducing the chances of creation of commercially viable technologies. Firm level innovation is very low in India. Indian machine tools firms source technology, but very few of them improve upon it. The research spending as a percentage of sales amongst Indian firms are low when compared to the R&D spends of companies in Taiwan and Korea. The major weaknesses are limited indigenous R&D capability and design innovation, low productivity, high capital investment requirement, process capabilities, finishing, safety features, costs, maintenance and operation, marketing and after sales service. Like the manufacturing sector in general, the machine tool industry also suffers from low volume production, high cost of finance and poor quality of power supply.
3.7 Management Efficiencies

40 percent of the companies had no formal strategic planning in terms of growth plans or were barely aware of strategic planning. Only 26 percent of the companies have
reported that they have established procedures of strategic planning and a meager 7 percent did in depth strategic planning.
3.8 Sales record of past six years of machine tools industry
3.9 Indian Shares of export in machine tools

Indian-made machine tools are currently exported to over 50 countries; the major ones being the United States, Italy, Germany, the SAARC countries and the Middle East.
These machines from India are generally favoured in overseas markets primarily due to their cost competitiveness, as compared to those available elsewhere.
3.10 Conclusion
The Indian machine tools industry has poor technology competence due to the inward looking economic policies and dominance of public sector organizations. While this helped India initially in attaining self-sustenance, it also led to adoption of obsolete technologies in the developed countries and limited efforts to absorb and improve the imported technology. This is in contrast to the experience of Japan and Korea which developed significant scale and technology competence. Today Indias competence is primarily in design and tooling industry due to availability of low-cost skilled manpower. Significant gaps exist in CNC controls, precision bearings and sensors.
Chapter 4 SCOPE OF STUDY
4. SCOPE OF STUDY
To study the major competitors of Bhilai Engineering Corporation Ltd in local

market to get a comparative picture.
To study the market potential of Bhilai Engineering Corporation Ltd and its
competitors.
To analyze sales of various types of equipments of Bhilai Engineering

Corporation Ltd.
The study the existing market share of BEC and growth of the same in future.
To study the impact of various strategies and product features on sales volume.
To study Strengths, Weakness, Opportunities and Threats related to Bhilai

Engineering Corporation Ltd.
Chapter - 5 OBJECTIVES
5. OBJECTIVES
The objective of the project entitled Assessing Market potential of products of Bhilai Engineering Corporation Ltd and SWOT Analysis.
The objectives of the study are as follows:
To reveal the market potential of various sectors and products of Bhilai Engineering Corporation Ltd through Competitor Analysis.
To study the sales records of previous of various sectors and major products of Bhilai Engineering Corporation Ltd and forecast sales of next year.
To perform a SWOT analysis in respect to Bhilai Engineering Corporation Ltd.
To study and work on various turnkey projects of Bhilai Engineering Corporation Ltd.
Hence, this project will help in assessing the market potential of the company along with their competitors, which will ultimately help the company in understanding their competitors and increase the sales and profit in the near future.
Chapter 6 RESEARCH METHODOLOGY

6. RESEARCH METHODOLOGY
Research Methodology is a systematic and objective process of generating information for aid in making business decisions. It may be understood as a science of studying how research is done scientifically. In this we study the various steps that are adopted by a researcher in studying his research problem along with the logic behind them. When we talk of research methodology we not only talk of research methods but also consider the logic behind the methods we used in the context of our research studies and explain why we are not using the other methods so that research results are capable of being evaluated either by the researcher himself or by others. A Scientific research approach had been adopted in this project, which relies on the application of the scientific method. This research provides scientific information for the explanation of the nature and the properties of the problem. It makes practical applications possible.
Marketing Research
Marketing research plays an important role in the process of marketing. It helps the firm to acquire a better understanding of the consumer, the competition and the marketing environment. Definition Marketing Research is s systematic problem analysis, model building and fact finding for the purpose of important decision making and control in the marketing of goods and services. - Phillip Kotler
6.1 DEFINITION OF THE PROBLEM

A research problem, in general, refers to some difficulty which a researchers experiences in the context of either a theoretical or practical situations and want to obtains a solution for the same. There are several factors which may result in making the problem complicated. For instance, the environment may change affecting the efficiencies of the courses of action or the values of the outcome ; the number of alternative courses of action may be very large; person not involved in making the decision may be affected by it and react to it favourably or unfavourably, and similar other factors. All such elements may be thought of in context of a research problem. At the start of my project, I also stated the reasons for the conduction of the particular research. The main aim of any company is to increase its revenue. But revenue cannot increase at the pace of wink, and for this reason numerous policies has to be adopted. But some important areas that have to be looked upon are, getting proper information about your competitors and products performance. Thus if a company has thorough knowledge about its market along with its competitors, then it would definitely helps in greater sales of their products and hence greater revenue.
6.2 DETERMINATION OF RESEARCH DESIGN

There are three types of research design. These classifications are made according to the objective of the research. Exploratory research has the goal of formulating problems more precisely, clarifying concepts, gathering explanations, gaining insight, eliminating impractical ideas, and forming hypotheses. Exploratory research can be performed using a literature search, surveying certain people about their experiences, focus groups, and case studies. Descriptive research is more rigid than exploratory research and seeks to describe users of a product, determine the proportion of the population that uses a product, or predict future demand for a product. As opposed to exploratory research, descriptive research should define questions, people surveyed, and the method of analysis prior to beginning data collection. In other words, the who, what, where, when, why, and how aspects of there search should be defined. There are two basic types of descriptive research: longitudinal studies and crosssectional studies.
Causal research seeks to find cause and effect relationships between variables. It accomplishes this goal through laboratory and field experiments. Such studies require procedure that will not only reduce bias and increase reliability, but will permit drawing inferences about casuality. In this very project, I am going to prepare a questionnaire whose main motive is to access the potential of the company and its competitor. This project also contains information related to product performance and suggestions for increasing the sales and profit of the company. Thus this study can be put in the descriptive research design category.
6.3 IDENTIFICATION OF DATA TYPES AND SOURCES

Primary Data: Primary Data are those data which are gathered specially for the project at hand, directly through questionnaire and interviews. Primary data sources include company salesman, middle-man, consumers, buyers, trade associations executives and other businessman and even competitors. Thus we can say that primary data are those which are collected afresh and for the first time. Secondary Data: These are generally published sources which have been collected originally for some other purpose. Sources are internal company records, government publications, reports and journals etc. The research would have to decide which sort of data he would be using for his study and accordingly he will have to select one or other methods of data collection. Data collected for the project Primary sources: Collection of information by Bhilai Engineering Corporation Ltd. employees. Collection of information from competitor companies.
Secondary sources: Data previously collected by Bhilai Engineering Corporation Ltd. for their use. Internet, magazines, journals, and books.
6.4 METHODS FOR PRIMARY DATA COLLECTION

There are several methods of collecting primary data. Important ones are:
Observation method
The observation method is the most commonly used method specially in studies relating to behavioural sciences. In a way we all observe things around us, but this sort of observation is not scientific observation there are two types of observation method structured observation and unstructured observation. Under the observation method, the information is sought by way of investigator own direct observation without asking from the respondent. Interview method
The interview method of collecting data involves presentation of oral-verbal stimuli and reply in terms of oral-verbal responses. This method can be used to personal interview and if possible through telephone interview. Personal interview method requires a person known as the interviewer asking question generally in a face to face contact to the other person or persons. Telephonic interview method collects information consists in contacting respondents on telephone itself. It is not a very widely used method, but plays a very important part in industrial surveys, particularly in developed regions.
Through questionnaire & schedule
This method of data collection is quite popular, particularly in case of big enquiries. It is been adopted by private individual, research workers, private and public organization and even by the government. In this method a questionnaire is
sent to the person concerned with request to answer the question and return the questionnaire. A questionnaire consists of number of question printed or typed in definite order on a form. This method of data collection is very much like the collection of data through questionnaire, little difference which lies in the fact that schedules are being filled in by the enumerators who are specially appointed for the purpose.
Survey method
Surveys are concerned with describing, recording, analyzing and interpretation conditions that either exist or existed. The researcher does not manipulate the variable or arrange for events to happen. Surveys are only concerned with condition or relationship that exist, opinion that are held, process that are going on, effects that are evident or trends that are developing. They are primarily concerned with the present but at times do consider past events and influences as they relates to current conditions. Thus, in surveys, variables that exist or have already occurred are selected and observed. Surveys may be either census or simple survey. They may also be classified as social surveys, economic surveys or public opinion surveys.
Experimental method
Experimental research provides a systematic and logical method for answering the question, What will happen if this is done when certain variables are carefully controlled or manipulated? In fact, deliberated manipulation is a part of the experimental method. In an experiment, the researcher measures the effect of an experiment which he conducts intentionally. Experimentations, thus, is the most sophisticated, exacting and powerful method for discovering and developing an
organized body of knowledge. The ultimate purpose of experimentation is to generalize the variable relationships so that they may be applied outside the laboratory to a wider population of interest The methods employed for data collection for the project are: Questionnaire method Interview method
The questionnaire method was a survey that contained open ended questions. The interview that was conducted was both structured and unstructured. It was formal and informal both according to the requirement of the situation.
6.5
DESIGNING OF QUESTIONNAIRE
A questionnaire is designed for collection of primary data, which is to be filled by the competitor companies of Bhilai Engineering Corporation Ltd. This questionnaire is basically an open ended questionnaire which is given in the annexure, at the end of the report.
Chapter 7
DATA ANALYSIS AND INTERPRETATION
7. DATA ANALYSIS & INTERPRETATION

Heavy Engineering companies of Bhilai

Bhilai Engineering Corporation Limited Beekay Corporation Limited Simpelx Corporation Limited Atmastco Private Limited Graduate Agro Core Fab Private Limited Jindal Steels Pathak Machine tools
Ranjana Industries nine companies, first six i.e. Bhilai Engineering
Among the above mentioned
Corporation Limited, Beekay Corporation Limited, Simpelx Corporation Limited, Atmastco Private Limited, Graduate Agro, Core Fab Private Limited are major Heavy Engineering industries of Bhilai, which are considered for the study.
Data analysis consists of two parts, Part A & Part B. Part A consist of pie charts whereas Part B consist of line graph.
PART A
In this part we can see the market share of BEC and its competitors in the form of pie chart. Different pie charts are used for showing market share in different sectors.
PART B
In this part, we can see the line graphs showing the performance of different sectors in last five years along with their major product. At the last sales forecasting for the year 2010 2011 is also done with the help of the method Excel Sales Forecast.
PART A: Market share of BEC along with its competitors in Steel sector. Table 1. Company Mrkt. Share (in %)
BEC 13 BEEKAY 34 ATMASTCO 11 CORE FAB 12 GRAD. AGRO 9 14 7 SIMPLEX OTHERS
Chart - 1.
Interpretation
Beekay Corporation Ltd. is market leader in producing Steel products in Bhilai with a market share of 34%.Simplex is second in position with a share of 14%.BEC is having 13% share in market. Core Fab and Atmastco is having market share of 12% and 11% resp. Graduate Agro have minimum share of 9%.
Market share of BEC along with its competitors in Railway sector. Table 2. Company Mrkt. Share (In %)
Chart 2.
Interpretation:
Bhilai Engineering Corporation Ltd. is having maximum market share of 77% in Railways sector in Bhilai. Simplex is second in position with a share of 11%.Core Fab and Beekay is having 4% and 2% share in market resp. Atmastco and Graduate Agro do not produce Railways products.
Market share of BEC along with its competitors in Mining sector. Table 3. Company Mrkt. Share (In %) Chart 3.
Interpretation:
Bhilai Engineering Corporation Ltd. is having maximum market share of 40% in Mining sector in Bhilai. Simplex is second in position with a share of 30%.Core Fab and Graduate Agro is having 14% and 11% share in market resp. Atmastco and Beekay do not produce Mining product.
Market share of BEC along with its competitors in Power Plant sector. Table 4. Company Mrkt. Share (In %) Chart 4.
BEC 3
BEEKAY 0
ATMASTCO 76
CORE FAB 0
GRAD. AGRO 12
SIMPLEX 6
OTHERS 3
Interpretation:
Atmastco Pvt. Ltd. is market leader in producing Power Plant products in Bhilai with a market share of 76%. Graduate Agro is second in position with a share of 12%.Simplex and BEC is having a market share of 6% and 3% resp. Beekay and Core Fab do not produce Power Plant products.
Market share of BEC along with its competitors in Exports. Table 5. Company Mrkt. Share (In %) Chart 5.
BEC 54
BEEKAY 20
ATMASTCO 0
CORE FAB 0
GRAD. AGRO 0
SIMPLEX 26
OTHERS 0
Interpretation:
Bhilai Engineering Corporation Ltd. is doing maximum Exports in Bhilai and having a market share of 54%. Simplex is second with 26%. Beekay is having market share of 20%.Atmastco, Core Fab and Graduate Agro do not Export their products.
PART B: Chart 6. Sales record (of BEC) in Steel Sector along with its major product.
Interpretation
Cokeoven machine is the major product produced by BEC in Steel sector, which is shown by the green line. The sale of Steel products in year 05-06 is 68.28 crores. But there is a sudden fall in the year 07 08.Whereas form next year this sector has a stagnant growth. In the year 09- 10 the estimated sale of this sector will be 105 crores.
Chart 7. Sales record (of BEC) in Railways Sector along with its major product.
Interpretation
CMS Crossing is the major product produced by BEC in Railway sector, which is shown by the green line. The sale of Railway products in year 05-06 is 17.64 crores. This sector has a continuous growth from the year 05-06 to the year 09-10 without any downfall. In the year 09- 10 the estimated sale of this sector will be 92.89 crores.
Chart 8. Sales record (of BEC) in Mining Sector along with its major product.
Interpretation
Front Wall is the major product produced by BEC in Mining sector, which is shown by the green line. The sale of Mining products in year 05-06 is 4.2 crores. This sector has a downfall in the year 07-08 and year 08-09.But it is estimated that sales will increases in the year 09-10. In the year 09- 10 the estimated sale of this sector will be 8.64 crores.
Chart 9. Sales record (of BEC) in Power Plant Sector along with its major product.
Interpretation
Steel Tower is the major product produced by BEC in Power Plant sector, which is shown by the green line. The sale of Power Plant products in year 05-06 is 13.92 crores. This sector is suffering from a continuous downfall from the year 07-08 onwards. In the year 09- 10 the estimated sale of this sector will be 1 crore. .
Chart 10. Sales record (of BEC) in Export Division along with its major product.
Interpretation
PSR Crossing is the major product exported by BEC, which is shown by the green line. There are lots of variations in Exports division from the year 05-06 to the year 09-10. In the year 09- 10 the estimated export will be 22.09 crores.
Sales Forecasting:
In this part sales forecasting of year 2010-2011 is done with the method Excel Sales Forecast.
This method is used by various companies and are generally prepared on excel sheets and therefore known as excel sales forecast.
Calculation of forecasted sales:

Step 1 Calculation of total sales Year 05 to 06 06 to 07 07 to 08 08 to 09 09 to 10 Steel 68.28 110.19 83.92 101.85 105 Railways 17.64 40.75 55.39 70.58 92.89 Mining 4.2 11.62 6.78 5.18 8.64 Power Plant 13.92 24.07 20.27 11.87 1.0 Total Sales (in crores) 104.04 186.63 166.36 188.96 207.53
Table showing total sales (in crores)
Step 2 Calculation of growth (year wise) Formula Growth = (N P)/P Growth (in percentage) = ((N P)/P) * 100 Where, N = Next year P = Previous year Note If the answer is negative, then it shows declination in sale of that year. Year 05 to 06 06 to 07 Total Sales (in crores) 104.04 186.63 Growth
0.79 or 79.38%
07 to 08 08 to 09 09 to 10
166.36 188.96 207.53 Table showing growth
-0.11 or -10.86% 0.13 or 13.58% 0.1 or 9.83%
Step 3 Calculation of Average Growth Formula Average Growth = (G1 + G2 + .. + Gn)/ n Where, G= Growth per year. n= Number of years. Thus, Average Growth = (0.79-0.11+0.13+0.1)/4 = 0.23 or 22.75%
Step 4 Calculation of Forecasted Sale Formula Forecasted sale = (Avg. growth * Total sales of last year) + Total sales of last year Thus, Forecasted sale of year 2010-11= (0.23*207.53) +207.53 = 255.26 crores Year 10 to 11 Total Sales (in crores) 255.56
Chart 11. Forecast of the year 2010 2011 of BEC.
Interpretation
The above chart clearly indicates that the total sale of the company is growing at a faster rate. The forecast of the year 2010 2011 of Bhilai Engineering Corporation Limited is expected to give a total sale of 255.26 crores.
SWOT ANALYSIS
Strength
Bhilai Engineering Corporation Ltd. is a company which is more than 40 years old which means this company has unmatched experience. Having this experience, it is advantageous for the company to gain customer confidence.
Very huge infrastructure, sprawled over an area of 36 acres, with a total covered area 130,000 sq m.
More than 2000 employees, which consist of high profiled engineers, designers and technicians.
Sound HR practices.
The company applies the latest technology in SYSTEMS to make the work easier and faster (Ex - Automatic Welding Line and CNC Machines Tools).
SAP ERP implementation since 2009 (I.F.S 7.5).
Wide range of products.
Strong customer base, which consists of Bhilai Steel Plant, Durgapur Steel Plant, Bokaro Steel Plant, Rourkela Steel Plant, Vizag Steel Plant, Mittal Steel Ltd. etc.
Collaborations with many international companies.
Quality Assurance - The Quality Control team, working jointly with the production units, operate through a number of ''Quality Control Cells'' that closely monitor the various stages of manufacture in every production shop.
ISO 9001: 2000 Certified.
Weakness Lack of Promotion/Marketing of Company & its products. Insufficient emphasis on R&D and design engineering. Less focus on exports as compared to national level companies. Nationally low brand image. Slow technological enhancement as compared to national level companies. Less focus on competitors.
Opportunities The Machine Tool industry is growing at an annual rate of 15%. Liberalized economy making make or buy decisions easier. Large and growing domestic market in areas such as:
- Consumer durables. - Automotive components and accessories. - Casting/forgings.
Diversifying product range. Present market conditions an opportunity to change to customer needs.
Threats Competition from national and international players manufacturing in India. Emerging new machine tool manufacturing countries China, the Province of Taiwan, and the Republic of Korea. Non tariff barriers: - CE norms. - Third party liabilities. - High cost of distribution (in export markets). Privatization of machine tools producing public sector undertakings. Direct marketing by foreign machine tool manufacturers in India through their own selling set ups. Increase in raw material pricing. Threat from cheaper and low quality tools.
Chapter 8 OBSERVATIONS & FINDINGS
8. OBSERVATIONS & FINDINGS
In Chhattisgarh
Bhilai Engineering Corporation Ltd. is third in position in steel producing sector with a total market share of 13%.
Bhilai Engineering Corporation Ltd. is having maximum market share of 77% in Railways sector
Bhilai Engineering Corporation Ltd. is having maximum market share of 40% in Mining sector
Bhilai Engineering Corporation Ltd. is having a market share of 3% and holds fourth position in power plant sector.
Bhilai Engineering Corporation Ltd. is doing maximum exports and having a market share of 54%
The forecast of the year 2010 2011 of Bhilai Engineering Corporation Limited is expected to give a total sale of 255.26 crores.
Thus it can be said that the BEC is the pioneer in certain products and at a very good position for the rest. All the above points clearly reveal that the products of Bhilai Engineering Corporation Ltd. have a large market potential and are capable of capturing the upcoming market.
Chapter 9
LIMITAITONS
9. LIMITATIONS
The time duration for the project as against the gravity of the study was very less.
The study was conducted in the area of Chhattisgarh, which was very small as compared to the whole country.
Project is mainly based on the replies of the respondents and observation of the researcher.
The respondents (competitor companies) were in a hurry to respond with the questionnaire.
At times respondents were reluctant to give actual figures.
Some respondents did not co-operate at all.
Covering each and every competitor company was very difficult, thus the researcher has tried it best to cover maximum companies, considering time and transport availability in short span of time.
Chapter 10 SUGGESTIONS AND RECOMMENDATIONS
10. SUGGESTIONS & RECOMMENDATIONS
To give more emphasis on promotion and marketing of company & its different products range as they have very low brand image at national level.
To providing more focus on competitors as BEC does not have much information about their competitors and their product range.
Formation of a separate R&D department instead of combining it with the designing department.
Major part of revenue of BEC comes from steel and railways sector only, so they diversifying their product range to other sector such as mining sector, power plant sector etc.
Focusing more on exports which is very less as compared to other national brands.
Chapter 11 BEC PROJECTS AND TENDERS
11.1 OVERVIEW
In BEC, projects are obtained through TENDER system. Since it is a manufacturing company so its customers are also big corporations like Bhilai steel plant, Durgapur steel plant, Bokaro Steel Plant, Rourkela Steel Plant etc. They issue enquiry to which the interesting, manufacturing companies have to quote bid through sending tenders. The company which quotes the lowest bid gets the project. Formation of tender is not a simple work as it consists of several things such as preparation of
BID security form Eligibility Criteria Technical Bid Commercial Bid Price Bid etc.
During the two months of internship, I have cooperated in preparing many tenders. But in this section, as a reference I had shown operating procedure of a tender which is:
RE-BUILDING OF COKE OVEN BATTERY N0-2 SAIL, DURGAPUR STEEL PLANT, DURGAPUR. Tender No. DSP/PROJ-PUR/EXPN/ COB2/SE-43A/143 RT Dated 02.03.2010.
Before proceeding to the actual tender, let us first understand the Standard Operating Procedure (SOP) of tender formation in BEC.
11.2 STANDARD OPERATING PROCEDURE (SOP) OF TENDERS IN BEC
NOTICE INVITING TENDER / ENQUIRY
ESTIMATION
PREPARETION OF OFFER
PART-1 BID SECURITY PART-2 ELIGIBILITY CRITERA FULFILMENT & TECHNO COMMERCIAL BID PART-3 PRICE BID
CLARIFICATION & FOLLOW-UP
PRICE BID OPENING PLACEMENT OF LETTER OF NEGOTIATION ACCEPTANCE (LOA) / CONTRACT

64
AGREEMENT / LETTER OF INSTITUTE OF BUSINESS MANAGEMENT & RESEARCH PURCHASE ORDER INDENT (LOL) EXECUTION
11.3 NOTICE INVITING TENDER STEEL AUTHORITY OF INDIA LIMITED DURGAPUR STEEL PLANT (DSP)
SPECIAL CONDITIONS OF CONTRACT(SCC)
Oven machines Package no. COB2/EXPN/SE-43A
11.3.1 INVITATION FOR BIDS (IFB): A. B.

TENDER NO. ITEM DESCRIPTION DSP/PROJ-PUR/ EXPN/ COB2/SE-43A/143 RT dated 02.03.2010
Oven machines The Scope of Work of the Bidder(s) shall cover Design, engineering, manufacture, check assembly & testing at works, painting, packing, supply, assembly & erection, testing, trial run, commissioning, demonstration of Performance guarantee and post commissioning maintenance for 12 (twelve) months of following Oven Machines. i) Coal charging car- 2 nos. ii) Door extractor & coke guide car- 2 nos. iii) Electric Loco- 2 nos. for existing Quenching cars The entire work under the scope including supplies and services shall be executed on divisible contract basis.
C. D.
DUE DATE & TIME OF SUBMISSION PLACE OF SUBMISSION OF BID & OPENING OF PART-I AND PART-II OF BID DATE & TIME OF OPENING OF PART-I & PART-II OF BID EARNEST MONEY DEPOSIT (EMD) / BID SECURITY TIME FOR COMPLETION VALIDITY OF BID
16.04.2010 by 14.00 Hrs Indian Standard Time (IST) Office of the : Deputy General Manager (MM), Project Purchase 2nd Floor, Ispat Bhawan, Durgapur Steel Plant, Durgapur-713203, West Bengal, India 16.04.2010 at 15.00 Hrs Indian Standard Time (IST) Rs. 5,00,000/- (Indian Rupees Five Lakhs only) or Equivalent freely convertible foreign currency. 18 (Eighteen) months from effective date of contract.
E.
F. G.
H. I.
Bid should be valid for ninety (90) days from the date of opening of Part-I and Part-II of the bid. Rs 5,000/- (Indian Rupees Five Thousand only) or Equivalent freely convertible currency.
COST OF BIDDING DOCUMENT (Non Refundable and Not Exempted)
J.
SALE OF TENDER DOCUMENTS
Start : 04.03.2010 Close : 14.04.2010 at 18.00 Hrs Indian Standard Time (IST). Download : up to 18:00 hrs of 15.04.2010 i) Section I (Invitation for Bid (IFB) , Bid Data Sheet (BDS) & Special conditions of contract (SCC) ii) Technical Specification No. MEC/S/9172/A/10/24/0962/R1. iii) Section II : Standard Bidding Document (Turnkey Basis), May 2009 [Instruction to Bidders (ITB), Form of Contract Agreement (FCA), General Conditions of Contract (GCC), Safety code for contractors] iv) General Technical Specification (GTS)
K.
TENDER DOCUMENT COMPRISES OF
SAIL/ DSP hereinafter referred to as Employer invites tenders from reputed and experienced bidders for Oven machines as per the tender document.
Bidder may also download the bidding document from website at www.sailtenders.co.in and submit the bid along with cost of tender document (refer para I of page 1 of IFB) to be remitted in the form of demand draft in favour of SAIL, Durgapur Steel Plant payable at Durgapur towards cost of biding documents.
STEEL AUTHORITY OF INDIA LIMITED DURGAPUR STEEL PLANT (DSP)

11.3.2 BID DATA SHEET
A.
Name of Facilities
B.
Contract Name
Oven machines required for Durgapur Steel Plant. The entire work under the scope including supplies and services shall be executed on Divisible Turnkey Contract basis. Oven Machines for Rebuilding of Coke oven Battery No. 2 Durgapur Steel Plant
C.
Name of Employer
D.
Employer details
E.
Name of Consultant Language of bid
Deputy General Manager (MM), Project Purchase 2ND Floor, Ispat Bhawan, Durgapur Steel Plant, Durgapur-713203, West Bengal, India Tel : +91-343-2575496/9932002322 Fax : +91-343-2574303/ 2575496 MECON Limited
F.
English
G.
Spares
List of O&M Spares required for operation of 2 years following completion of the Facilities as per TS. In addition to Indian Rupees, the Bidders may use any freely convertible foreign currency. Bid shall be valid for 90 (Ninety) days from Deadline for submission of Bid. Address of Employer for bid submission Office of the Deputy General Manager (MM), Project Purchase Section 2nd Floor, Ispat Bhawan, Durgapur Steel Plant, Durgapur-713203, West Bengal, India Deadline for bid submission 16.04.2010 by 14.00 Hrs IST
H.
Bid Currencies
I.
Bid Validity Period
J.
Bid Submission
K.
Bid Opening
L.
Time Schedule
Bids shall be opened at 15.00 Hrs IST on 16.04.2010 in the office of the Employer Office of the Deputy General Manager (MM), Project Purchase Section 2nd Floor, Ispat Bhawan, Durgapur Steel Plant, Durgapur-713203, West Bengal, India Completion Time shall be within 78 (Seventy eight) weeks from effective date of contract Currency chosen for the purpose of converting to a common currency shall be local currency, i.e. Rupees (INR). Source of exchange rate: [As the common currency shall be the local currency, exchange TT Selling rates observed by the Reserve Bank of India (RBI) and notified by the State Bank of India (SBI), will be used for converting prices quoted in foreign currencies.] Date of exchange rate: The closing TT Selling rate of exchange on the previous working day of the date of opening of Price bid shall be considered. The Bidder shall quote his price conforming to the Performance Guarantee parameters and the acceptable limits as specified in the Technical Specifications. Performance Security amount shall be five percent (5%) of the Total Contract price in Rupees or any other freely convertible foreign currency.
M.
Conversion to single currency
N.
Performance Guarantees Amount of Performance Security
O.
11.3.3 SPECIAL CONDITIONS OF CONTRACT

Special Conditions of Contract given in Standard Bidding Document (SBD) is only for the purpose of reference. The Special Conditions of Contract (SCC) given herein below supersedes SCC given in enclosed Standard Bidding Document (SBD). The following Special Conditions of Contract [SCC] shall supplement the General Conditions of Contract [GCC]. Whenever there is a conflict, the provisions herein shall prevail over those in the GCC. The corresponding clause number of the GCC is indicated in parentheses
1. Definitions [GCC Clause 1] 1.1 Employer Steel Authority of India Limited, Durgapur Steel Plant, Durgapur - 713203, West Bengal, India 1.2 Engineer The following shall be furnished at the time of placement of order/ signing of contract. Steel Authority of India Limited, Durgapur Steel Plant, Durgapur - 713203, West Bengal, India
2. Notices [GCC Clause 4] The details at 2.1 and 2.2 given herein below shall be furnished at the time of placement of order/ signing of contract. 2.1 Employers Address for Notice purposes [Reference GCC Clause 4.1] Steel Authority of India Limited, Durgapur Steel Plant, Durgapur - 713203, West Bengal, India 2.2 Contractors Address for Notice purposes [Reference GCC Clause 4.1] M/s. ____________________ ________________________
[Name and address] Telephone No. ____________ Facsimile No. _____________ E-mail:___________________
3.1
Transportation by Wagons [Reference GCC Clause 21.4.3]
The consignee for rail dispatches shall be clearly marked as below: Steel Authority of India Limited, Durgapur Steel Plant, Durgapur - 713203, West Bengal, India Name of Railway Station, where site is situated: DURGAPUR 3.2 Transportation by Roads [Reference GCC Clause 21.4.4.3] The consignee for road dispatches shall be clearly marked as below: Steel Authority of India Limited, Durgapur Steel Plant, Durgapur - 713203, West Bengal, India
11.4 PREPARATION OF OFFER STEEL AUTHORITY OF INDIA LIMITED DURGAPUR STEEL PLANT (DSP)
11.4.1 ELIGIBILITY CRITERIA

BIDDERS ELIGIBILITY AND QUALIFICATIONS

Bhilai Engineering Corporation Limited (BEC) offering Coke Oven Machines as detailed in the technical offer. SL. NO. 1 CONTRACTORS COMMENTS EVIDENCE OF ELIGIBILITY
PROPOSED BY THE EMPLOYER
Technical Criteria We have successfully designed, engineered manufactured and installed Charging Cars and Electric Loco in various steel plants and the same are in successful operation. Reference List, Contract copies and performance certificate is enclosed for Charging Car, & Loco
1.1 A. Charging car The Bidder quoting for charging cars must have successfully designed, engineered, manufactured, supplied, installed and commissioned at least 2 Nos. of charging car with screw feeders incorporating emission control facilities for a coke oven battery in the last 7 years, out of which one such machine must be in continuous successful operation for a minimum period of one (1) year preceding 02.03.2010, with proof of having met all charging emission norms successfully.
List and certificates for Charging Car and B. Guide car Electric Loco is The Bidder quoting for guide cars must have enclosed. successfully designed, engineered, manufactured, supplied, installed and commissioned at least 2 nos. of multi spot guide car with successful door & door frame cleaners with pollution control measures for a coke oven battery in the last 7 years, out of which one such machine must be in continuous successful operation for a minimum period of one (1) year preceding 02.03.2010, with proof of successful operation of cleaners. C. Electric Loco Bidder should possess design and
engineering capability and should have successfully carried out manufacturing, supply, erection and commissioning of at least 2 nos. of electric loco for a coke oven battery in the last 7 years. One such Loco shall be in continuous successful operation for a minimum period of one (1) year
2. 2.1
Financial Criteria Average annual turnover of the Bidder shall not be less than Rs. 8,00,00,000/- (Indian Rupees eight crore) during last 3 (three) consecutive financial year ending 31.03.2009. In case of Loco, average annual turnover of the Bidder shall not be less than Rs. 3,00,00,000/- (Indian Rupees Three Crore) during last 3 (three) years ending 31.03.2009 Bidder shall submit Audited Annual financial reports for last 3 (three) consecutive financial years in support of their meeting above stipulated financial requirements. The bidder shall submit a certificate from Chartered Accountant showing turnover for the last 3 (three) consecutive financial years duly notarized in support of their financial requirements. Yes Balance Sheet and Turnover certificate enclosed. Yes Balance sheet enclosed.

11.4.2 COMMERCIAL BID

1.0 COMMERCIAL CONDITIONS
1.1
Scope of Supply The scope will comprise Design, Engineering, Manufacture, Check assembly & testing at works, painting, packing, supply, assembly & erection, testing, trial run, commissioning, demonstration of Performance Guarantee and post commissioning maintenance for 12 months of 2 Nos. Charging Cars and 2 Nos. Electric Loco for Quenching Cars for Coke Oven Battery No. 2 of Durgapur Steel Plant as detailed in our technical offer.
1.2
Terms of Delivery for Supplies The specified prices for engineering, equipment and document by the contractor for supply part are based on terms of supply F.O.R. DSP, DURGAPUR site including comprehensive insurance, covering marine, transit, storage and erection, excise duty, sales tax and all other taxes, duties, levies etc. and charges for packing, forwarding and freight upto the site. TIME OF DELIVERY For Supplies, Erection, Testing and Commissioning Total job as mentioned in detailed scope of supply will be completed within 78 weeks from the date of signing of the contract.
1.3 1.3.1
1.3.2
For spares Two years spares will be supplied before commissioning provided the order for spares is released within 3 months from the date of issue of LOI for the main equipment.
1.4 1.5 1.5.1
TERMS OF PAYMENT We accept payment terms as per Appendix 3 of Standard Bidding documents. TAXES AND DUTIES For Indian supplies taxes, duties and other Govt. levies have been included in our price at the prevailing rates. Any statutory variation of taxes and duties will be to Purchasers account.
1.6 1.6.1
INSURANCE The contractor shall arrange transit insurance for supplies upto the Employers plant (F.O.R. DURGAPUR Site)
1.6.2
The contractor shall provide insurance for his personnel working at Employers premises. Such insurance shall cover accident, illness, disability and death. The contractor shall provide for his personnel working at Employers premises Civil Responsibility Insurance (Third Party Risk). LIQUIDATED DAMAGES Agreed as per SBD
1.6.3 1.7
1.8
PRICE VARIATION As per Appendix 4 of SBD
1.9
EFFECTIVE DATE OF THE CONTRACT Effective date of the contract shall be the date of signing the contract.
1.10
OTHER CONDITIONS Other terms and conditions if any shall be discussed and agreed in the forthcoming negotiations.
1.11
VALIDITY Our offer shall remain valid for a period of 90 days from the due date of opening and thereafter subject to our written confirmation.

11.4.3 TECHNICAL BID

TECHNICAL DESCRIPTION OF THE OFFER 1.1 1.1.1 COAL CHARGING CAR General: The Coal charging Car will be of single spot operation of Lid Handling (Lifting/replacing), Telescope, Screw Feeder Charging and A.P.Cleaning. Hopper weighing by load cells, gooseneck cleaner & lid lutting.
The car will be portal type with an elevated main frame structure allowing a clear passage underneath the structure for persons working on the oven top. The operators cabin will be under hung. It consists of a robust steel frame equipped for mounting of the charging hoppers, screw feeders, coal charging telescopes, charging hole lid removers and all necessary housing and cabins. Access to all equipment and maintenance / operating points is assured by means of stairways, platforms and walkways. The machine is designed is such a way that a fairly comprehensive trial assembly can be carried out. This makes final assembly, after completion of function check, dismantling and transport to site much easier. 1.1.2 1.1.3 Battery Limits, cc track rails, power collectors on trolley wires Clearance: (As per battery cross section Drg. No. MEC/W/9172/A/10/C1/00001 Basis of Design data: : : : : : : 5 2 series 10 % (Max) 0.78 t/cu.m 6502mm 52 kg/m 15 t
Operating System Moisture content of coal Bulk density of coal blend Gauge of charging car track Type of rail Max. allowable load on one traveling wheel.
1.1.4
Car Parameters:
Bogies centres Overall dimension No. of charging hoppers Total capacity of hoppers Max. wheel load Coal discharge :
6050 mm ( Approx.) 10058 x 10500 mm (Approx.) 4 28.5 m3 15t (appox.)
By Screw Feeder
Actuation of lid lifting units Actuation of lids Actuation of telescopes Diameter of travel wheels Travel bogies Travel drive motors Travel speed
By hydraulic cylinders Magnetic with reciprocation. Operated by hydraulic cylinders. 630 mm 4-2 wheel bogies each with one wheel motor driven. 4 nos. 80 m/min.
Hydraulic Power : Hydraulic Fluid Operating pressure Test Pressure Water glycol fire resistant fluid. 100 bar 150 bar
11.5 PRICE BID STEEL AUTHORITY OF INDIA LIMITED DURGAPUR STEEL PLANT (DSP)

PACKAGE OVEN MACHINE (PKG.NO. COB2/EXP/SE-43 RT) CHARGING CAR SUMMARY PRICE SCHEDULE Sl. No Description Amount in Rs Lakhs
Included in Table 3B xx
1. 2.
Design and Engineering (Table 2B) FOR / FOT project site price of plant & equipment (indigenous supplies),excluding spares, incl. all duties, taxes & levies etc. (Table - 3B) Erection & commissioning charges (Table - 4B) Total price for the package excl. two years' spares (1 to 3). CENVAT Credit Available VAT Credit Available Total Price for the package Net of CENVAT & VAT credit (4-5-6) Two Years operational spares (Table 5B)
3. 4. 5. 6. 7. 8.
xx xx xx xx xx xx
11.6 CONTRACT AGREEMENT
THIS CONTRACT NO. DGM/PCC/TK/2008/made this ______________ Day of April Two Thousand Eight (2008) at Bhilai Steel Plant, Bhilai (CG).
BETWEEN
STEEL AUTHORITY OF INDIA LIMITED, a Company incorporated under the Companies Act, 1956 and having its registered office at Ispat Bhavan, Lodi Road, New Delhi 110 003, India, having one of its plants Bhilai Steel Plant at Bhilai, Distt. Durg, Chhattishgarh (hereinafter referred to as the "Employer") which term or expression unless excluded by or repugnant to the context or the meaning thereof, shall be deemed to include its successors and permitted assigns, OF THE ONE PART, AND Consortium Comprising of M/s Bhilai Engineering Corporation Limited, a Company incorporated under the Companies Act 1956 and having its Registered Office at Post Box No.31, Industrial Area, Hathkhoj. Bhilai-490001 (hereinafter referred to as BEC - Consortium Leader and Contractor / Supplier"), which term or expression unless excluded by or repugnant to the context or meaning thereof, shall be deemed to include its successors and permitted assigns, and M/s Design Bureau of Coke Chemical Machine Building OJSC KB Kokosokhimmash Company organised and existing under the laws of Ukraine and having its Registered Office at 10, Blvd., Pushkin, Slavyansk, Donetsk region, 84112 Ukraine (hereinafter referred to as KBK - Consortium Member and Contractor / Supplier"), which term or expression unless excluded by or repugnant to the context or meaning thereof, shall be deemed to include its successors and permitted assigns, OF
THE SECOND PART AND WHEREAS
a)
The Employer has decided to set-up Installation of OVEN MACHINES & LAND BASED PUSHING EMISSION CONTROL SYSTEM FOR COKE OVEN BATTERY NO. 11 .at Bhilai Steel Plant, Bhilai (hereinafter referred to as the "Facilities "), and
b)
The Contractor has declared that the Contractor has valuable and specialized knowledge and expertise for design & engineering, civil engineering work, dismantling of buildings, structures & equipment, fabrication & supply of steel structures, manufacture & supply of plant and equipment, manufacture & supply of refractories, intermediate storage, insurance & handling, erection work, testing, precommissioning.
c)
The Contractor has declared that the Contractor is in a position to disclose, impart, deliver and transfer the requisite engineering data, drawings and documents of those items which are in the scope of the Contractor in this Contract, to the Employer for the engineering of the Facilities and for erection, start-up and commissioning of the Facilities with the aim to manufacture product as specified in the Contract, and
d)
The Contractor has obtained clarifications on technical and commercial aspects, inspected the site and surroundings of Facilities and has examined and considered all other matters, conditions and things, probable contingencies including delays, hindrances and interferences and generally all matters incidental thereto and ancillary thereof, affecting the execution and completion of the Facilities, and
e)
The Contractor has agreed to undertake design & engineering, civil engineering work, dismantling of buildings, structures & equipment, fabrication & supply of steel structures, manufacture & supply of plant and equipment, manufacture & supply of refractories, intermediate storage, insurance & handling, erection work, testing, precommissioning, start-up & commissioning and demonstration & establishment of performance guarantee parameters of the Facilities, and
Chapter 12 CONCLUSION
12. CONCLUSION
BEC is the pioneer in certain products and at a very good position for the rest. BEC is having low brand image at national level.
BEC is market leaders in Railway & Mining sector by holding a majority of market share.
In BEC sales of individual products is increasing at a good rate, except the Power Plant sector and Export division.
The products of Bhilai Engineering Corporation Ltd. have a large market share and are capable of capturing the upcoming market.
Chapter 13 BIBLIOGRAPHY
13. BIBLIOGRAPHY Books:
C.R. Kothari, Research Methodology. Phillip Kotler, Marketing Management,.
Chapter 14 REFERENCES
14. REFERENCES Websites:

www.becltd.com www.imtml.com
www.atmastco.com www.corpagro.com www.indiamart.com www.imtna.in www.jpmachinetools.com www.indiandata.com www.tools.exportersindia.com www.industrylink.com www.mactools.com
Articles & Magazines:

Business Line. BEC broachers 2009-10.
ANNEXURE
QUESTIONNAIRE
1. Please mention the following Personal Details (Name, Companys Name and Designation).
2. According to you what is the prospect of Heavy Engineering industry in future?
3. In which sectors (such as Railways, Mining industry, Power Plant, Steel industry,
Cement industry, Port equipments, Processing industry etc.) you deal in?
4. What was your total sales and export (both in terms of rupees) last year?
5. What was your sales (in terms of rupees) last year in following sectors: - Steel Industry - Railways - Mining Industry - Power Plant
6. What do you think are major contributing factors regarding increase/ decrease in sales figure?
7. Do you know about other companies offering same products as of yours?
Elaborate.
8. What are the promotional techniques you are following to increase your sales figure?
Advertisements Print Media
Public Relation Trade Fairs
9. On what factors you are trying to improve upon to provide better customer satisfaction?
10. Other comments.

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ASSESSING MARKET POTENTIAL OF PRODUCTS OF BHILAI ENGINEERING CORPORATION & SWOT ANALYSIS

INSTITUTE OF BUSINESS MANAGEMENT AND RESEARCH CHINCHWAD, PUNE

May- July 2010

SWETHA RAJENDRAN Institute of Business Management and Research, Chinchwad, Pune

Date- (..................) Place-(..)

2 INSTITUTE OF BUSINESS MANAGEMENT & RESEARCH

SWETHA RAJENDRAN Institute of Business Management and Research,

5 INSTITUTE OF BUSINESS MANAGEMENT & RESEARCH

Chapter - 1 INTRODUCTION OF THE TOPIC

6 INSTITUTE OF BUSINESS MANAGEMENT & RESEARCH

7 INSTITUTE OF BUSINESS MANAGEMENT & RESEARCH

Chapter 2 COMPANY PROFILE

8 INSTITUTE OF BUSINESS MANAGEMENT & RESEARCH

2. COMPANY PROFILE 2.1 Introduction

BEC Works at Bhilai

9 INSTITUTE OF BUSINESS MANAGEMENT & RESEARCH

10 INSTITUTE OF BUSINESS MANAGEMENT & RESEARCH

2.5 Valued Customers

11 INSTITUTE OF BUSINESS MANAGEMENT & RESEARCH

DURGAPUR STEEL PLANT MITTAL STEEL , NEWCASTLE STEEL , SOUTH AFRICA

2.6 Group Companies

Managerial Level Hierarch

Managing Director Executive Director General Manager

Executive Level Hierarchy

Jr. Executive Non Executive

13 INSTITUTE OF BUSINESS MANAGEMENT & RESEARCH

2.9 Engineering & Projects

14 INSTITUTE OF BUSINESS MANAGEMENT & RESEARCH

Products for Steel Industry

Products for Railways

Products for Power Plant

15 INSTITUTE OF BUSINESS MANAGEMENT & RESEARCH

Products for Mining Industry

4.6 Cum Shovel Bucket

Produ cts for

Products for Process Industry

16 INSTITUTE OF BUSINESS MANAGEMENT & RESEARCH

Products for Port Equipments

Products for Defence

17 INSTITUTE OF BUSINESS MANAGEMENT & RESEARCH

Chapter 3 INDUSTRY PROFILE

3. INDUSTRY PROFILE 3.1 Indian Manufacturing Industry Profile

Key manufacturing sub-sectors

3.2 Heavy Engineering / Machine Tools Industry Introduction

19 INSTITUTE OF BUSINESS MANAGEMENT & RESEARCH

3.3 Structure of the Machine Tools sector

20 INSTITUTE OF BUSINESS MANAGEMENT & RESEARCH

Indias ranking in World Machine Tool Industry.

3.5 Top 5 Machines Tool industries with their market share.

3.6 Technology Status

3.7 Management Efficiencies

3.8 Sales record of past six years of machine tools industry

3.9 Indian Shares of export in machine tools

24 INSTITUTE OF BUSINESS MANAGEMENT & RESEARCH

Chapter 4 SCOPE OF STUDY

25 INSTITUTE OF BUSINESS MANAGEMENT & RESEARCH

To study the major competitors of Bhilai Engineering Corporation Ltd in local

To analyze sales of various types of equipments of Bhilai Engineering

To study Strengths, Weakness, Opportunities and Threats related to Bhilai

26 INSTITUTE OF BUSINESS MANAGEMENT & RESEARCH

27 INSTITUTE OF BUSINESS MANAGEMENT & RESEARCH

The objectives of the study are as follows:

To perform a SWOT analysis in respect to Bhilai Engineering Corporation Ltd.