...REPORT ON SALES AND DISTRIBUTION CHANNELS AT STEEL AUTHORITY OF INDIA LIMITED SUBMITTED BY: R.N.MUKHERJEE (07BS3134) STEEL AUTHORITY OF INDIA LIMITED AN FINAL REPORT ON SALES AND DISTRIBUTION CHANNELS AT STEEL AUTHORITY OF INDIA LIMITED SUBMITTED BY: R.N.MUKHERJEE (07BS3134) A Report Submitted In Partial Fulfilment Of The Requirements Of MBA Program Of ICFAI BUSINESS SCHOOL, HYDERABAD DISTRIBUTION LIST: PROF. SUBHASIS RAY (FACULTY MEMBER-MARKETING, IBS Hyderabad) MR. TANMOY SEN (SR. MANAGER (Mrkt-MS), SAIL, KOLKATA) 2 ACKNOWLEDGEMENTS I express my gratitude to Mr. M.R.Rath, Sr. Manager (HRD), Steel Authority Of India Limited (Kolkata) for giving me an opportunity to work with SAIL and for extending support in the form of knowledge and guidance. I would also like to thank my company guide, Mr. Tanmoy Sen, Sr. Manager (Mrkt-MS Division), Steel Authority Of India Limited (Kolkata) as well as other employees of Steel Authority Of India Limited, Kolkata, namely, Mr.R.M.Suresh, Mr. Pankaj Singh, Mr.D.K.Sinha, Mr. N.M.Padhy, Mr. H.Hembram and Mr. M.R.Rath for being a constant source of encouragement as well as for providing guidance throughout the project. I also sincerely acknowledge the guidance and esteemed advice extended by Prof. Subhasis Ray, Faculty Member - Marketing Area, IBS (Hyderabad). Finally, I would like to thank all those people who in the course of my project have knowingly or unknowingly helped me, especially the channel members I interacted...
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...Transforming Steel Retail Hardware Distribution R P Manatkar Sr. Manager – Channel Management and Product Promotion rmanatkar@wires.tatasteel.com Marketing & Sales, Tata Steel, Global Wires, Dattapara Road, Borivali (E), Mumbai 400066, India Abstract: The steel hardware retail supply chains in India are in ordinary state. Longer lead time, large inventories, non availability of stocks; poor retail network, poor infrastructure, and poor customer service are some of the issues faced by this industry. The different work entities in this industry are operating in silos. It requires integration to beat bloodthirsty pressures to remain competitive. In spite of advances in Telecom/ Information Technology, there is hardly any change in the operations of hardware shop supply chain owners due to various reasons. The advances in operations management, communications and information technology, as well as a rapidly growing array of logistics options, leaves good opportunity for hardware suppliers to reduce operating costs and improve overall efficiency. This paper highlights the practical issues faced by retail hardware suppliers / channel partners and proposes solutions to address the issues. It also highlights some of the best practices of the organised retail which could be useful to retail hardware channel members. The right Supply Chain solution can create a strategic competitive advantage by streamlining the distribution network, leveraging industry best practices tailored...
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...Opportunities Project Housing Opportunities in India Entering the Indian Housing Market ASIAM 2005 Due: 16th September 2005 Submitted: 10th September 2005 Submitted by: Please return graded assignment to: Brendan O’Farrell – 15 Tandanya Street Deakin Uni - S/N 201027576 Mansfield QLD 4122 TABLE OF CONTENTS 1. Executive Summary 3 2. Introduction 4 3. Country Profile 5 3.1 Population & Demographics 5 3.2 Raw Materials and Infrastructure 6 4. Socio-culture 7 4.1 Religion and Language 7 4.2 Indian Housing 7 4.3 Regional Development 8 4.4 Business Environment 9 5. Political, Security and Legal 10 6. Current and Future Environmental Factors now and as at 2008 11 6.1 Economical 11 7. Industry and Competitor Analysis 13 8. Strategy and Planning 14 8.1 Product Description 14 8.2 Product Manufacturing 14 8.3 Product Distribution Channel 15 8.4 Resource Delivery and Labourer Relations 16 8.5 Product Advantage 16 9. Mode of Entry 17 9.1 Options for Mode of Entry 17 9.2 Recommended Mode of Entry 18 9.3 Organisational Structure and Compensation 20 10. Monitoring and Control 21 10.1 Product Monitoring 21 10.2 Performance Measurement 21 11. Future and Exit Strategy 22 12. Conclusion 23 13. References 24 14. Appendices 27 1. Executive Summary This report was commissioned to examine and analyse environmental information on India to produce an entry strategy, structure, controls...
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...Within the Distribution category, the business is categorized as OE or Retail, based on whether the customer is serviced directly, or through the Retail / Distribution network. In OE, there are sub-segments like OEM distribution, and in Retail sub-segments like GC/GP retail distribution, CR retail distribution, and geographic segmentation. In OEM distribution, the customers specify the grade of steel that they require and the company takes responsibility to supply them the same grade of steel in the agreed cut to size condition. In retail distribution, companies maintain stocks of material for feeding its retail chain and provide Value for money products. TATA STEEL DISTRIBUTION CHANNEL G C sheets: Traditionally G C sheets were considered as a commodity. Over time, TISCO has succeeded in differentiating its product and becoming a market leader. Presently it has 32% market share in the G C sheets industry. The company serves a wide variety of consumers, ranging from reputed contractors to retail users from the private sector organisation to the public sector undertakings. These consumers can be classified into 3 major groups: 1) Government 2) Retailer (B TO C) 3) Private sector consumers (B TO B) To cater to the needs of all its consumers, the company does both (B to B selling) and retail outlets (B to C selling). Bulk orders come under direct selling and small order from retail outlets. Tata steel has selected 28 distributors in different location across India. Every...
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...Key Factors influencing Automobile Industry Consumer Sentiment Index: Customer Sentiment Index, 12 month rolling average of the Index; historical and forecast data and analysis. The end customers are very important to ensure the survival of the Motor Vehicle Manufacturing industry. Economic downturns and other events can affect the expenditure decision of households. When customers are not happy or optimistic about the future of the economy, they will tend to postpone expenditure until times are better. Domestic Goods Price Metal/ Iron and Steel Steel is a major input used when manufacturing a motor vehicle. Rises in the price of steel puts cost pressures on manufacturers, which often leads to a fall in profitability. Over the past five years, the price of steel has been rising rapidly. These rises inprice eventually pass from the manufacturers to the end customers’. Import and Export Taxes (Duties) / Motor Vehicle Tariffs Tariff rates applicable to the industry: High taffies may restrict flow oftrade but may attract investment if domestic market is big enough and growing. Over the last few years India’s tariff policies and conditions of import ofvehicles have served the purpose of attracting investments. Industry is keen that the existing tariff structure roadmap and conditions of import of vehicles are retained without any modifications because of certain systematic deficiencies which make manufacturing less cost competitive in India as compared to some of the neighbouring...
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...Diversification is a form of corporate strategy for a company. It seeks to increase profitability through greater sales volume obtained from new products and new markets. Diversification can occur either at the business unit level or at the corporate level. At the business unit level, it is most likely to expand into a new segment of an industry that the business is already in. At the corporate level, it is generally via investing in a promising business outside of the scope of the existing business unit. Diversification is part of the four main growth strategies defined by the Product/Market Ansoff matrix:[1] [pic] Ansoff pointed out that a diversification strategy stands apart from the other three strategies. The first three strategies are usually pursued with the same technical, financial, and merchandising resources used for the original product line, whereas diversification usually requires a company to acquire new skills, new techniques and new facilities. Corporate diversification Corporate diversification is the process of a company expanding into different areas, such as industries and...
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...School of Management Group Submission on a Case House of Tata: Acquiring a Global Footprint Submitted by: - Submitted to:- Abhigyan Prof. Vinay Chirania Dipandita Kar Himali Kulshrestha Mridul Tiwari Priyanka Aggarwal Subhashree Roy Vaibhav Singh Summary of House of Tata: Acquiring a Global Footprint The 134-year-old Tata Group with 95 operating companies (31 of them publicly traded) and 230,000 employees, it is India's largest private-sector employer, its biggest taxpayer, and its greatest foreign-exchange earner. It operates India's one of the largest private steel manufacturer, its largest chain of luxury hotels, and its largest private power utility” (Ellis, 2002). Tata Group is one of India's most prominent and esteemed business groups. Tata Group's cite is substitutable with India's industrialization. The Group dedicated The India her first steel plant, hydroelectric plant, inorganic chemistry plant and produced a reservoir of scientific and technological workforce for the nation. Today, Tata Group constitutes 96 functioning companies in seven business sectors such as, information systems and communications, engineering, materials, services, energy, consumer products, and chemicals. The Group has operations in more than 54 countries across six continents, and its companies export products and services to 120 nations. The Tata family of companies, shares a set of five core values: integrity, understanding, excellence, unity and responsibility...
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...Rishi Kad (211112) INTRODUCTION Havells India Limited is a $1.3 Billion leading Fast Moving Electrical Goods (FMEG) Company and a major power distribution equipment manufacturer with a strong global footprint. Havells enjo ys enviable market dominance across a wide spectrum of products, including Industrial & Domestic Circuit Protection Devices, Cables & Wires, Motors, Fans, Modular Switches, Home Appliances, Electric Water Heaters,Power Capacitors, CFL Lamps, Luminaires for Domestic, Commercial and industrialApplications. Havells India Ltd. was founded in 1958 by Qimat Rai and since then it is powering the smiles of people like none other electrical brand in the country. Its global network constitutes of 7000 professionals across 91 branches & representative offices in over 50 countries. Its fourteen state-ofthe-art manufacturing plants in India located at Haridwar, Baddi, Noida, Sahibabad, Faridabad, Alwar, Neemrana and seven world class manufacturing plants located in Europe, Latin America & Africa are manufacturing globally acclaimed products, synonymous with excellence and precision in theelectricalindustry. Today, Havells owns some of the most prestigious global brands like Havells, Crabtree, Sylvania, Concord, Luminance and Standard.Today, Havells alongwith its brands, have earned the distinction of being the preferred choice of electrical products for discerning individuals and industrial consumers both in India and abroad. Havells offers same quality products...
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...Dissertation Report On “A Brief study on Effectiveness of Channel of Distribution of Pepsi Products in Patna” At Lumbini Beverages Pvt. Ltd. Hajipur Under Guidance Mr. Manish Sahay [Market Developing Officer PEPSI, Patna (Bihar)] In Partial Fulfillment of the Requirements For the award of POST GRADUATE DIPLOMA IN MANAGEMENT Submitted To Submitted By Mr. Rahul Saxena Kunal (Class Coordinator) PGDM – III (B) Roll: - 11 Academy Of Management Studies, Dehradun DECLARATION I, Kunal declaring that all the information given in this project report is true and correct as far as I know. I am also declaring that all the work in this project is done by me and not copied from anywhere. Kunal Academy of Management Studies Dehradun CERTIFICATE This is to certify that Mr. Kunal who is the student of Academy of Management Studies, Dehradun has completed his project on the topic “A Brief Study of Effectiveness of Channel of Distribution of Pepsi Product in Patna” from Lumbini Beverages Pvt. Ltd. Hajipur, under my guidance. He has done this project by himself. I wish him success in future. Mr. Manish Sahay (Marketing Developing Officer) PEPSI, Bihar PREFACE There is a famous saying “The theory without practical is lame and practical without theory is blind.” This modern era is era of consumers. Consumers satisfy themselves according...
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...Steel in rural India: Big market waiting to be tapped INDIAN steel production grew 2.5 per cent in the first six months of this fiscal. Together with the surplus capacity, this makes for a mutually reinforcing cause-and-effect relationship, impacting the sector's performance. Though recently the demand for long products, traditionally used by the construction sector, has been on the rise, the prospect for flat products, linked to downstream industries, remains bleak. With the per capita consumption of steel in India almost static over the last few years at around 26 kg, one of the lowest in the world, demand growth is a matter of concern. The Ninth Plan working group predicted a domestic demand of around 31 million tonnes by 2000-2001. The actual aggregate demand, however, has not exceeded 26 million tonnes till now. Unfortunately, however, the production capacity of the steel industry has exceeded the 30-million-tonne mark. This mismatch has affected the country's steel scenario. Traditionally, steel demand has been linked to construction and infrastructure development. Over the last five years, two other segments — white goods and automobiles — have assumed importance. This segment-wise categorisation does not take into account the rural sector. And demand projections for general segments do not reflect the potential for increasing steel consumption in rural areas. The rural sector, especially in such prosperous States as Gujarat, Maharashtra, Rajasthan and western...
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... Major Issue 1: Nucor is forfeiting market share to foreign steel producing companies who are exporting goods into the United States. In 2011 direct steel imports from foreign competitors accounted for 22% of the U.S. market despite significant unused steel making capacity. Many foreign steel producers have costs at or below that of Nucor. These low production costs allow for foreign companies to undercut the prices offered by Nucor. This in turn leads to the reduction of jobs in the steel industry in the United States. Due to differences in exchange rates and foreign companies receiving government subsidies outside steel producing companies are able to offer unusually low prices for their steel products. Until the World Trade Organization enforces regulations to limit these unfair trade practices, or the U.S. government imposes higher tariffs on imported goods Nucor will continue missing out on large portions of market share within the United States. Major Issue 2: The level of earnings that Nucor is enjoying is nowhere near the level that they had been making before the financial crisis of late 2008. They were in the red in 2009 losing roughly 293 million dollars and have since been creeping steadily back up to a mere 778 million in net earnings in 2011. This is roughly half of the earnings they were reaching from 2004-2008 as they were netting and average of 1.5 billion dollars per year. The steel industry is one that is very volatile with regards to economic conditions...
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...ANALYSIS OF THE INDIAN AUTOMOBILE INDUSTRY SUBMITTED BY : ANIKET SHARMA ROLL NO. 45 PG-C INTRODUCTION The Indian automotive industry has emerged as a 'sunrise sector' in the Indian economy. India is emerging as one of the world's fastest growing passenger car markets and second largest two wheeler manufacturer. It is also home for the largest motor cycle manufacturer and fifth largest commercial vehicle manufacturer. India is emerging as an export hub for sports utility vehicles (SUVs). The global automobile majors are looking to leverage India's cost-competitive manufacturing practices and are assessing opportunities to export SUVs to Europe, South Africa and Southeast Asia. India can emerge as a supply hub to feed the world demand for SUVs. India also has the largest base to export compact cars to Europe. Moreover, hybrid and electronic vehicles are new developments on the automobile canvas and India is one of the key markets for them. Global and Indian manufacturers are focussing their efforts to develop innovative products, technologies and supply chains. The automotive plants of global automakers in India rank among the top across the world in terms of their productivity and quality. Top auto multinational companies (MNCs) like Hyundai, Toyota and Suzuki rank their Indian production facilities right on top of their global pecking order. MAJOR DEVELOPMENTS & INVESTMENTS * Yamaha Motor Co (YMC) has announced to set up its fifth global research and...
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...Semester II Examination Papers IIBM Institute of Business Management Semester-II Examination Paper Strategic Management Section A: Objective Type (30 marks) • • • This section consists of Multiple choice questions & Short Notes type questions. Answer all the questions. Part one questions carry 1 mark each & Part two questions carry 5 marks each. MM.100 Part one: Multiple choices: 1. These are the plans formulated to achieve strategic goals. a. Tactical plans b. Strategic plans c. Operational plans d. Standing plans 2. This strategy facilities specialization by establishing a position of overall cost leadership, differentiation, or both, but only within a particular segment, in an entire market. a. Specific b. Focus c. Directive d. Differentiation 3. This plan basically defines the actions of major departments and other sub-units that are required in the execution of a strategic plan. a. Tactical plan b. Operational plan c. Single-use plan d. Long-term plan 4. This is a distinctive business or collection of related business, that can be managed relatively independent of other businesses within the organization a. Functional unit b. Department unit c. Organizational unit d. Strategic business unit 5. These strategic plans of the organization have a time-frame exceeding five years. a. Short-terms plans b. Single-use plans c. Long-term plans d. Intermediate plans IIBM Institute of Business Management Semester II Examination Papers 6. Operational plans are mainly oriented...
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...Semester II Examination Papers IIBM Institute of Business Management Semester-II Examination Paper Strategic Management Section A: Objective Type (30 marks) • • • This section consists of Multiple choice questions & Short Notes type questions. Answer all the questions. Part one questions carry 1 mark each & Part two questions carry 5 marks each. MM.100 Part one: Multiple choices: 1. These are the plans formulated to achieve strategic goals. a. Tactical plans b. Strategic plans c. Operational plans d. Standing plans 2. This strategy facilities specialization by establishing a position of overall cost leadership, differentiation, or both, but only within a particular segment, in an entire market. a. Specific b. Focus c. Directive d. Differentiation 3. This plan basically defines the actions of major departments and other sub-units that are required in the execution of a strategic plan. a. Tactical plan b. Operational plan c. Single-use plan d. Long-term plan 4. This is a distinctive business or collection of related business, that can be managed relatively independent of other businesses within the organization a. Functional unit b. Department unit c. Organizational unit d. Strategic business unit 5. These strategic plans of the organization have a time-frame exceeding five years. a. Short-terms plans b. Single-use plans c. Long-term plans d. Intermediate plans IIBM Institute of Business Management Semester II Examination Papers 6. Operational plans are mainly oriented...
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...------------------------------------------------- Submitted by- ------------------------------------------------- Ranjith Narayanan 0315/52 ------------------------------------------------- Ritesh Kumar 0325/52 ------------------------------------------------- Saahil Nagrani 0335/52 ------------------------------------------------- Sandeep Kumar Pal 0345/52 ------------------------------------------------- Sarthak A Nayak 0355/52 ------------------------------------------------- Shah Yash Virajbhai 0365/52 ------------------------------------------------- Shrey Chaturvedi 0375/52 INDEX Contents | Page no. | Pestel analysis | 2 | porter’s five forces analysis | 9 | STP Analysis | 12 | product portfolio | 16 | Distribution Channels | 22 | curious case of tata nano | 25 | conclusion | 28 | references | 30 | PESTEL ANALYSIS Political ENVIRONMENT:- TATA motors with more than 60,000 employees is plying more than 8million vehicles on Indian roads. It is operating in multiple countries across Europe, Asia, Africa, Middle East and Australia. Because of this it needs to pay a close attention to political climate across the world. Government policies like labor laws, corporate laws, land acquisition, import duties and exports laws have a deep impact on the working of the manufacturing giant, TATA motors. TATA motors has been involved in Singur plant controversy. TATA wanted to build a plant in Hoogly district of West Bengal for production of the world’s...
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