Pre Internship Vaibhav Gupta Samtel

Internship @ SAMTEL Group

Profile : Business Development

Faculty Guide : Prof. S. Mukhopadhyay

M.Sc. (Applied Psychology),

PGDHRM, Ph.D (ISI, Kolkata)

By

Vaibhav Gupta

MBA , VGSoM

09BM8057

IIT Kharagpur.

Pre Internshi

p Presentati

on

04/08/23 1Vaibhav Gupta 09BM8057 VGSoM IIT Kharagpur

Company Details Annual reportSWOT AnalysisProject proposal (Tentative)Action PlanBenefitsCompetitor AnalysisReferencesAlternate proposal

04/08/23 2Vaibhav Gupta 09BM8057 VGSoM IIT

Kharagpur

Incorporation Year 1986

Chairman Satish K Kaura

Auditor S S Kothari Mehta & Co

Registered Office

6th Floor 7 TDI Centre,

Jasola,

New Delhi, 110025, New Delhi

Website http://www.samtelgroup.com

Face Value (Rs) 10

BSE Code 500372

NSE Code SAMTEL

Bloomberg STLC IN

Reuters SMTL.BO

ISIN Demat INE381A01016

Market Lot 1

Listing Mumbai,NSE04/08/23 3

Vaibhav Gupta 09BM8057 VGSoM IIT Kharagpur

VisionOur Vision is to build a mega corporation - An institution with business excellence impacting

nation building & caring for the environment and society.

MissionOur Mission is to be globally the best value provider of video display and other chosen products,

through leveraging technology and competencies.

Core Values TRUST

TRANSPARENCY

RESPECT

CARING

RISK-TAKING

AUTONOMY


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The Objective of the Samtel Quality Movement is to create an Environment where People strive from within to achieve Customer Satisfaction (external and internal), and Business Excellence

with Social Relevance.


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Designation Name Remunerations

Chairman & Managing Director Satish K Kaura 7,230,749.00

Director S P Gugnani 235,000.00

Director Arun Bharat Ram 45,000.00

Director Subodh Bhargava 120,000.00

Director V Narayanan 15,000.00

Company Secretary S K Gupta -

Nominee (LIC) Sharad Shrivastava 45,000.00

Director Puneet Kaura -

Nominee (ICICI) Yogesh Rastogi 30,000.0004/08/23 6

Vaibhav Gupta 09BM8057 VGSoM IIT Kharagpur

04/08/23Vaibhav Gupta 09BM8057 VGSoM IIT

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India’s largest integrated manufacturer of a wide range of displays for television, avionics, industrial, medical and professional applications, TV glass, components for displays,

machinery and engineering services. The group employs 6000 people in nine world-class factories and has an annual turnover of Rs 12 billion (USD 300M).


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Samtel Color Ltd.(CPT Division) Ghaziabad (U.P.)Cathode Ray picture tubes for color television.

Kota (Rajasthan)Cathode Ray picture tubes for color televisions

Samtel Color Ltd.(Component Division – Samtel Electron Devices)

Ghaziabad (U.P.)Electron Guns for color picture Tubes

Parwanoo (H.P.)Electron Guns for color picture tube

Samtel Glass Ltd. Kota (Rajasthan) Glass for Color picture tubes

Samtel Display Systems Ltd. Ghaziabad (U.P.) Cockpit and Military Displays, Avionic Equipment and Systems

Samtel HAL Display Systems Ltd. Ghaziabad (U.P.) JV with HAL to develop indigenous Avionic Display Systems

Samtel Thales Avionics Ghaziabad (U.P.) JV with Thales to manufacture Helmets Mounted Sight & Display (HMSD) and other

Avionics Systems

Samtel Electron Devices, GmbH Ulm, Germany Professional CRTs for avionics and other defence applications

Samtel Machines Ghaziabad (U.P.) Automation and Special Purpose Machines

The Company is the largest integrated picture tube manufacturer in the country with a market shares in excess of 50%.

The company is also the only CRT manufacturer in India.They have successfully developed through in-house R&D the

14',20' & 21' conventional colour picture tubes & the 21' True Flat Tube in 2003.

SCL was awarded the ISO 9002 certification in Sep.'93.During 2001-2002, the company commenced third production

unit with a capacity of 2.2 million tubes p.a. to manufacture 15' Colour Display Tubes for computer monitors and 21' Super Flat TV tubes.

the total installed capacity of colour pictures tubes, color electron guns and Deflection Yokes has increased upto 6,300,000 Nos., 7,000,000 Nos. and 6,000,000 respectively.


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Year2009 2008

Var(%)2008 2007

Var(%)9-Mar 8-Jun 8-Jun 7-Jun

Gross Sales 721.74 793.81 -9.08 793.81 1,185.89 -33.06

Excise Duty 0 0 0 0 0 0

Net Sales 721.74 793.81 -9.08 793.81 1,185.89 -33.06Other Operating

Income 4.78 0 0 0 0 0

Other Income 6.21 44.69 -86.1 44.69 14.38 210.78

Total Income 732.73 838.5 -12.61 838.5 1,200.27 -30.14

Total Expenditure 740.92 831.37 -10.88 831.37 1,134.24 -26.7

PBIDT -8.19 7.13 -214.87 7.13 66.03 -89.2

Interest 44.83 55.94 -19.86 55.94 81.34 -31.23

PBDT -53.02 -48.81 8.63 -48.81 -15.31 218.81

Depreciation 48.47 63.75 -23.97 63.75 76.8 -16.99

Tax -26.93 -41.72 -35.45 -41.72 4.7 -987.66

Deferred Tax 0 0 0 0 -31.61 -100Reported Profit

After Tax -74.56 -70.84 5.25 -70.84 -66 7.33Extra-ordinary

Items 0 39.22 -100 39.22 0 0Adjusted Profit

After Extra-ordinary item -74.56 -110.06 -32.26 -110.06 -66 66.76


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The global demand for Colour Picture Tubes (CPTs) was 90 million in 2008 & declined to around 60 million in 2009 on account of shift to Flat Panels and recessionary conditions prevailing in the global market.

In India CPT demand grew from 16 million in 2008 to 17.6 million in 2008-09.

Samtel continues to maintain its leadership position in the domestic market and increased its share to 40% (Previous year 37%).

the domestic CPT market is erked by dumping of tubes into India by manufacturers based overseas leading to erosion in margin.

The domestic market for CPTs is expected to grow by 5-10% in the coming financial year.

The Company is in discussion with the lenders for further restructuring its debts to overcome the liquidity constraints being faced presently.


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Business Development involves activities and techniques aimed at attracting new set of customers and at penetrating existing markets.

It involves :


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I will follow step process which will be as follows;


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Develop ability to analyse industry or company to judge the current position and performance.

Getting first hand experience of corporate world.

Designing and preparing go to client documents.

Identify newer areas and a bigger set of target clients.

Clearly identify three prospective clients or industries which can be approached and help prepare go to client material.

Provide a plan for business expansion through product modification to suit newly identified clients.

For Organisation

15Vaibhav Gupta 09BM8057 VGSoM IIT

Kharagpur04/08/23

Global Competition: There were many big names in this business like LG

Philips, Mitsubishi, Samsung, Sony, till 2003 , but gradually due to coming in of LCD and Plasma technology the consumption pattern of these CPTs went a radical change and as a result most of these manufacturers left the industry and focused on newer and more profitable lines of display business.

At present the company Samtel faces global competition from only manufacturers in China who are unbranded but offer very low prices.


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Local Competition; there were a few small to medium players in this field , but with time they could not survive and eventually faded away.

At present only JCT electronics is operational.Rest of the demand is fulfilled by Imports.


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1. “Innovative Business Development – Selection and Management Issues”, by D. A. Littler and R. C. Sweeting, 1987 Butterworth & Co(Publishers) Ltd.

2. “Framework for managing business development in the networked organisation” , by David O’Sullivan, july 2000, National University of Ireland.

3. “Business Marketing: Understand what customers value”, by by James C. Anderson and James A. Narus,. 1998 HBR.

4. “Mapping the values in B2B relationships: A systemic, knowledge-based perspective”, by J.H. Powell, march 2006 , University of Bath.

5. “Ten Risks in Marketing High-Technology Products”, by M. J. Meldrum and A. F. Millman, 1991, Elsevier Science Publishing Co.


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6. “Marketing–sales interface configurations in B2B firms”, by Wim G. Biemans, University of Groningen, Netherlands, march 2008.

7. “Collaborative buyer–supplier relationships and downstream information in marketing channels”, by Danny Pimentel Claro, jan 2006, Insper Institute of Education and Research.

8. “Changing distribution of American Motor-vehicle parts suppliers”, by James M. , Miami University, Oxford.

9. “Thinking longer term during a crisis”, by Paul Roche, march 2010 , Mckinsey Quartely.


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If given a chance I would like to do market research project for the Avionics business of Samtel which includes development, production, sale and maintenance of Helmets Mounted Sight & Display (HMSD) and other Avionics Systems destined for the Indian market.

Reason : this is a very new business and never been tried in India before , so would provide me a chance to explore something new. The study of Indian Aviation manufacturing (Predominantly HAL and DRDO) would be challenging.

How : Through three step process;


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