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A Summer Training Project Report

A Summer Training Project ReportOn

Marketing Plan & Product AnalysisAtB.P.C.L.

Duration (24-06-2010 to 07-08-2010)

In partial fulfilment of the requirement for

M.B.A. Degree ProgrammeM.B.A. Degree Programme

Of Uttar Pradesh Technical University, Lucknow

SUBMITTED BY:-

Saurabh MauryaM.B.A. III SEM.

Roll no. 0907270140

Session (2009 - 11)

e-mail:[email protected]

IIMT Management College, Meerut (U.P.) IndiaIIMT Management College, Meerut (U.P.) India
mailto:[email protected]:[email protected]:[email protected]


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DECLERATION

I Saurabh Maurya hereby declare that this project report entitled MARKETING

PLAN AND PRODUCT ANALYSIS has been completed based on actual study carried

out by me during my internship program at BHARAT PUMPS AND COMPRESSORS

LIMITED.

I am presenting an authentic report of my work to IIMT Management College,

Meerut carried out at BHARAT PUMPS AND COMPRESSORS LIMITED, NAINI,

ALLAHABAD for the partial fulfilment of the requirement of the Master Of Business

Administraion degree programme ofUttar Pradesh Technical University, Lucknow.

This research report is original and information, data and fact furnished their in are

actual based on study carried out by me.

(Saurabh Maurya)


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ACKNOWLEDGEMENT

After completing my IInd semester curriculum. I went for summer training for 6

weeks duration and it bears inspirit of several person.

I have achieve this training in one of the most esteemed organisation of the country

BHARAT PUMPS AND COMPRESSORS LIMITED, NAINI, ALLAHABAD for their

kind permission to undertaken its study I am grateful to respected Mr. R.B.Singh (Training

Administrative Officer, BPCL). For there moral support and encouragement throughout my

project work.

This list will go incomplete without the special reference of the contribution and

whole hearted support of managers and all other staff and department, which truly reflect

their deep insight into the project and the professional touch which is their benchmark.

I express my sincere thanks to Mr. Raju Tyagi incharge (training & placement

department) IIMT Management College, Meerut, who gave me professional advice from

time to time.


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PREFACE

I did my summer training in BHARAT PUMPS AND COMPRESSORS LIMITED,

Allahabad. I completed my summer training for 6 weeks. I got training in the study of

Marketing Plan and Product Analysis, Financial department is also being considered.

Hence I am presenting the training report of Marketing Plan and Product Analysis. All the

mistakes and problems had been carefully removed with the help of all the managers.

So I am thankful to all the managers of BPCL,Allahabad.....

Saurabh Maurya

MBA (III

rd

Semester)

IIMT Management College , Meerut


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Schedule attach


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CHAPTER-I

INTRODUCTION

INTRODUCTION

OBJECTIVE

ISO CERTIFICATION

ABOUT THE PROJECT


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INTRODUCTION

Bharat pumps & compressors ltd. Incorporated 1970 was established at Naini, the

Trans yamuna area of Allahabad with objective to design, manufacture and supply of

capital goods in the fluid handling field including provision of services connected

therewith.

BPC which caters to the need of core sector of the economy such as oil exploration,

refineries, petrochemical, chemical and fertilizer, process industries nuclear and thermal

power plant had in its earlier phases entered into technical collaboration with world

renowned manufacturers of indigenously design and manufacture heavy duty centrifugal

and reciprocating pumps, reciprocating compressors and high pressure gas cylinders and

other hi-tech oil filed equipments such as cementing units, suckers rod pumps etc.

In a very short span, the company absorbed the technology and established itself as

the world renowned manufactured of a wide range of hi-tech products. BPC has supplied its

products to the total satisfaction if the customers in almost all national projects of

companies like ONGC, OIL, BPCL, IOCL, HPC, RCF, Nuclear Power Corporation, Deptt.

Of Atomic Corporation, Deptt. Of Atomic Energy , IPCL etc.


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Objective

Every project have some certain objectives behind it, in this project there are some

objectives which are as follow-

To analysis the marketing strategies of BPCL.

To analysis the marketing plan of BPCL.

To know about the product of BPCL.

To know about the product position of BPCL in market.


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ISO CERTIFICATION

Bharat Pump & Compressors Ltd., Naini, Allahabad is a certified integrated

management systems company having:

ISO 9001:2000,

ISO 14001:2004,

OHSAS 18001:1999

Includes environment, occupational health & safety management systems, with

the objective to design, manufacture and supply capital goods in the fluid handling field

including provision of services connected therewith.

BPC caters to the need of core sector of the economy such as oil exploration and

refining petrochemicals, chemicals and fertilizers, process industries and power plant and

indigenously designs and manufactures heavy duty centrifugal pumps, reciprocating

pumps, reciprocating compressors and high pressure seamless gas cylinders and other hi-

tech oil field equipments such as cementing units, sucker rod pumps.


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ABOUT THE PROJECT

This project is based on BPCLs Marketing Plan & Product Analysis to ascertain

the marketing plans of the BPCL the primary data is collected from all executive officers of

all departments through direct interview method and the secondary data was collected

through annual report, magazines, personal manual, charts and tables.

Marketing plan is a systematic anticipation and analysis of future coupled with

the methodology for adapting such changes. It takes cares of all the lapses of a marketing

manager and also highlights the weakness of the company, which would be attacked for

meeting the ultimate objective of the company i.e. Profitability through Customer

Delight.

The marketing planning is must to ensure growth and continued profitability to a

company. This can be achieved through identification of market opportunities, proper

investment plans and utilizing existing resources at the right time and right place.

Without proper marketing planning a marketing manager :

a) Losses control over the future of the firm, as he is not in position to know the

reasons of failure and cannot take any corrective action.

b) Faces with the problems of managing by crisis rather than design.

c) Remains busy in counteracting the well timed, well planned offensive strategies of

competitors.

d) Cannot bring his company to the seat of the market leader rather the company will

always be a follower of the competitors.


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Every product is designed in a particular way product analysis enable us to

understand the important materials, processing, economic and aesthetic decisions which

are required before any product can be manufactured. An understanding of these

decisions can help us in designing and making for ourselves.

Product Analysis includes following patterns:

1. Quality of products

2. Technology of products

3. Price concerning products

4. Delivery performance of products

5. Sales promotion concerned with products

6. Market share

Product analysis can seem to follow a fixed pattern:

1. Think about the design from an ergonomic and functional viewpoint.

2. Decide on the materials to fulfil the performance requirements.

3. Choose a suitable process that is also economic.


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CHAPTER- II:

COMPANY PROFILE

AN OVERVIEW

CLIENTS

PRODUCTS

BRANCH OFFICES


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BPCL-NAINI (An Overview)

LOCATION- NAINI

Naini is a satellite township of the city of Allahabad, located on the banks of river yamuna

and developed into an industrial centre. Some other manufacturing organizations located in

Naini are ITI, TSL, AREVA, SAIL, etc.


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About:

Bharat pump & compressor ltd.,, Naini , Allahabad is a certified integrated management

systems company having ISO 9001:2000, ISO 14001:2004, OHSAS 118001:1999 Includes

Environment, occupational health & safety Management systems, with the objective to

design, manufacture and supply capital goods in the fluid handling field including

provision of services connected therewith. BPC caters to the need of core sector of the

economy such as oil exploration and exploitation, refineries, petro-chemical, chemicals and

fertilizers, process industries and power plants and indigenously designs and manufactures

heavy duty centrifugal pumps, reciprocating pumps, reciprocating compressors and high

pressure seamless gas cylinders and other hi-tech oil field equipments such as cementing

units, sucker rod pumps etc.

BPC : VISION

To become an Indian MNC in the field of fluid handling, gas compression, gas

storage equipment, services and project management.

BPC : MISSION

To provide quality products and services to core sector industries with special thrust

on oil and natural gas, petro chemicals, refineries, nuclear and thermal power plants,

fertilisers and public transport services complying to health and safety requirements.

BPC : OBJECTIVES

To increase market share of their products and services.

To maximise customers satisfaction by providing quality product and services

within stipulated delivery.

To increase the business of spares and rendering prompt after sales service including

refurbishment.

Achieve export turnover of 15% by 2009-10.


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BPC is the only company in Asia to manufacture a wide range of high tech products,

heavy duty pumps and compressors and high pressure seamless and welded gas cylinders,

under one roof. Such high valued hi-tech products are functioning to the total satisfaction of

the customers with least maintenance cost and optimum energy.

BPC is the exclusive manufacturer in the country of carbonate and ammonia pumps for

fertilizer plants, mud pumps, cement pumping units and high pressure reciprocating gas

compressors for the oil and gas industry.

The companys important clients to name a few are the following : ONGC, IOC, IPC,

GAIL, IOL and the Department of atomic energy.

CAPABILITIES:

Such high valued hi-tech products are functioning to the total satisfaction of the

customers with least maintenance cost and optimum energy conservation. BPC, the

ISO 9001:2000, ISO 14001:2004, OHSAS 18001 :1999 Company, manufactures

highly technically sophisticated and environmentally friendly products, equalling

International Standards of quality and performance with the support of a most

modern and sophisticated machining centre having latest CMC Machines, assembly,

testing , heat treatment and fabrication workshops.

Test facilities. The factory is equipped for full load testing of various parameter for

complete product range up to 2000 KVA

Quality Assurance. Quality Assurance Department ensures that the products-

pumps and compressors meet the specifications of international codes such as API

and are fully guaranteed for performance on the basis of proven and most updated

designs. Gas cylinders are manufactured as per specifications of international

standards such as DOT, BS, BIS, ISO etc. and usage approval from recognized

national/international agencies.


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COMPETENCY:

Quality Assurance Programmes conform to International specifications and

requirements.

Research and Development efforts are supported by test facilities for model testing

in the centrifugal pumps, reciprocating pumps and compressors area and also carry

out live testing of expendables etc.

Fully groomed Installation, Commissioning and Spare Parts Division renders

Product Support, Technical Assistance and advice besides providing quick and

effective after sales service

A strong Design Department has been established which houses Computer aided

Design Centre. Highly qualified, trained, experienced and competent engineers are

involved in application engineering, thermodynamic calculations, hydraulic

calculations and systems design in the area of piping, instrumentation, electrical,

operational control etc.

The company undertakes long term maintenance contract of the equipments

installed and commissioned at customers' plants, with the objective to maximise

their profits and minimise their risks.


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CLIENTS

Oil & Natural Gas Commission.

Indian Oil Corporation.

Hindustan Petroleum Corporation.

Fertilizer Corporation of India Ltd.

Indian Farmers Fertilizer Corporation.

Gas Authority of India Ltd.

Indian Petro-Chemicals Ltd.

Madras Refineries Ltd.

Oil India Ltd.

Bharat Petroleum Corporation. Engineers India Ltd.

National Fertilizer Corporation.

Indo Gulf Fertilizers Corporation.

Indraprastha Gas Limited.

Bongaigaon Refineries & Petro-

Chemicals Ltd.

Cochin Refineries Ltd.

Tamil Nadu Petro-Chemicals Ltd.

PRODUCTS

Pumps and

Compressors

Centrifugal Pumps

Pumps for Application in Power Plants.

Reciprocating Piston and Plunger Pumps.

Cementing Units.

Sucker Rod Pumping Unit.

Reciprocating Compressors.

Gas Cylinders

High Pressure Seamless Industrial Gas

Cylinders.

Welded Cylinders.

Cylinders in Cascade for Storage of

Compressed Natural Gas (CNG)


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Range of Products

Centrifugal Pumps Maximum

Power2500 KW

Maximum

Pressure140 kg/cm2

Maximum

Capacity12,000 M3/Hr

Fluids

Handled

Demineralised water, Sea water,

Hydrocarbons, Neptha, LPG, Carbonate

Solution, Boiler Feed Water, Benefield

solution, Alkaline and Acidic Solution,Ammonia liquor and slurry

Reciprocating Pumps Maximum

Power1700 KW

Maximum

Pressure675 kg/cm2

Maximum

Capacity315 M3/Hr

Fluids

Handled

Drilling Mud, Cementing Slurry, Crude Oil

steam, Condensate, Heavy Water, Fatty

Acids, Ammonia Carbonate, Liquid

Ammonia, Water Injection

Reciprocating Compressors

Maximum Power 25,000 KW

Maximum

Pressure450 kg/cm2

Maximum

Capacity70,000 NM3/Hr

Fluids Handled Air, Nitrogen, Oxygen, Carbon Di-Oxide,

Hydrocarbons, Ammonia, Synthesis Gas,Hydrogen Sulphate, Coal Gas etc.

GAS CYLINDERS

Maximum

Pressure400 kg/cm2

Maximum

Capacity110 Litres.

Fluids Handled Oxygen, Nitrogen, Hydrogen, Argon, Air,

Helium, Carbon Di-Oxide, Nitrous Oxide,

Acetylene, Ammonia, Chlorine, Freon, LPG,

Compressed Natural Gas (CNG)


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C.N.G.CYLINDER FOR VEHICLE USEWORKING PRESSURE: 200 BAR (204 Kg/cm2)TEST PRESSURE: 334 BAR (340Kg/cm2)

SPECIFICATION - IS: 7285-1988

WATER

CAPACITY IN

LITRES

OUTER

DIA(D') in mm

LENGHTH (L') (Approx) in mm WEIGHT (APPROX) in Kgs

TYPE-'A' TYPE-'B' TYPE-'A' TYPE-'B'

22 232 730 735 33.00 34.50

34 232 1045 1050 44.50 46.00

35 232 1070 1075 46.00 47.50

40 232 1200 1205 51.00 52.50

45 232 1335 1340 56.00 57.50

50 232 1465 1470 61.00 62.50

30 267 716 725 36.00 38.70

50 267 1115 1125 53.00 55.70

55 267 1215 1225 58.00 60.70

60 267 1315 1325 62.00 64.70

65 267 1415 1425 66.00 68.7070 267 1515 1525 71.00 73.70


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BPCL BRANCH OFFICES

MUMBAI

Bharat Pumps &

Compressors Ltd.,

R&C Building, 4th floor,

Byculla Iron Works,

Sir J.J. Road (Adjoining

J.J. Hospital Byculla)

MUMBAI 400 008

Fax No. : 022 23750142

Tel. No. : 022 23716268 /

23774577E Mail :

[email protected]

VADODARA

Bharat Pumps &

Compressors Ltd.,

4 Manasmurti Flats,

14 J.P. Nagar, Opp. G.E.B.

Colony,Old Paddara Road,

VADODARA 390 015

Tel. No. : 0265 2336193

E Mail :

[email protected]

NEW DELHI

Bharat Pumps &

Compressors Ltd.,C-115 Lajpat Nagar 1,

Behind Gulshan Properties,

NEW DELHI 110 026

Tel. No. : 011 29815141

DIBRUGARH

Bharat Pumps &

Compressors Ltd.,

Rupam Building, Minal

Nagar,

DIBRUGARH 786 001

Tel. No. : 0373 2314324

E Mail :

[email protected]

CHENNAI

Bharat Pumps &

Compressors Ltd.,

Gemni Parson Apartment,

E Block, 3rd Floor,

No. 3 Anna Salai,

CHENNAI 600 006

Tel. / Fax No. : 044

28257107

E Mail :[email protected]

KOLKATA

Bharat Pumps &

Compressors Ltd.,

Room No. 222,

2nd Floor, Karnani

Mansion,

21 Park Street,KOLKATA 700 016

Tel. / Fax No. : 030

22269917

E Mail :

[email protected]

E Mail : [email protected]
mailto:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]


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CHAPTER-III

ORGANISATION

AT A GLANCE

CUSTOMER SATISFACTION

CORPORATE PHILOSOPHY

MANUFACTURING CAPABILITIES

TENDER NOTIFICATION

BOARD OF DIRECTORS


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CUSTOMER SATISFACTION

In Time Delivery,

Installation

Commissioning of

Products

Common

Objective To

Maximise Profits

And Minimise

Cost Of The

Customer

Just In Time

Spare Parts

Management-

Low Downtime

Long Term

Preventive

Maintenance

Contract - Low

Cost,

Low Downtime

Continuous

And Rapid

Technological

Upgradation

On The Job Training Programme

For Customer Operational &

Maintenance Personnel

RIGHT TO INFORMATION ACT, 2005:

Right to information Act 2005(here-in-after called the

act) provide for setting out the practical regime of Right to

information to secure access to information under the control of

public authorities, in order to promote transparency and


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accountability in the working of every public authority. Bharat

Pumps & Compressors Ltd., Naini, Allahabad - 211010(India)

is a Public sector Enterprise.

POWER AND DUTIES OF OFFICER AND

EMPLOYEES:

BPCL is a manufacturing unit and a commercial

organisation. Power and duties of the officials are well

defined.

DECISION MAKING PROCESS:

The company is headed by Managing Director. Various

functions of the organisation are managed by product managers

and departmental heads (listed below) who report to Managing

Director.

Pumps and compressors

Business unitCGM(W)

Pump compressor design

DGM(PDD

Pump compressor

production technologyDGM(DESIG

TECH)

Pump & compressormanufacturing

DGM(PCM

Gas cylinder Business Unit DGM(GCD)

Spares part Business Unit SM (SPCD)

Marketing & EDP GM (Mktg )

Material management &

storesGM (MM)

Quality Control & Quality

AssuranceDGM (QC & QA)

Engineering co-ordination

& R & D. DGM (PDD & R&D)

Financial Services CGM (F S,ROs & CSR) & I/C- CS


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Human Development ,

Welfare & PEXGM (PEX & HD)

Workshop services , Plant

Maintenance and SafetyGM (CS & PM)

As company in recent past was drowning so

Government allotted some care takers for some time so as to

revive the company and make it a profitable venture, for that

Government decided to set:

E.I.L. For Technology

B.H.L. For Management

O.N.G.C. For Funds.

NORMS FOR DISCHARGING FUNCTIONS:

Conformance to systems ,procedures and Govt. guide-

lines

Efficiency and effectiveness in performance

Good human relationship

Integrity and fairness in all the matters

Loyalty to company

RIGHT OF DISCHARGING FUNCTIONS:

BPCL has formulated the rules/guide-lines for conducting

business in the company. Some major guiding documents are

listed below:

Articles and Memorandum of Association of the company


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Delegation of Powers

Purchase Manual

Works Manual

Conduct, Discipline and Appeal rules

Standing orders

Personnel policies and administrative orders:

Right To Information Act, 2005

Power and Duties of Employees

Decision Making Process

Norms for Discharge of Functions

Rights of Discharging Functions

Statement of Documentation

Arrangements for Consultation

Committees for Directions / Guidelines

Directory of Company Employees

Monthly Remuneration

Information Facility for Public

Public Information Officers

Other Useful Information

STATEMENT OF THE CATEGORIES OF

DOCUMENTATION:

BPCL holds the commercial and technical documents

regarding business operation of the company and data related

to its employees.
http://www.bharatpumps.co.in/ri/index.htm#powerhttp://www.bharatpumps.co.in/ri/index.htm#powerhttp://www.bharatpumps.co.in/ri/index.htm#decissionhttp://www.bharatpumps.co.in/ri/index.htm#normshttp://www.bharatpumps.co.in/ri/index.htm#rightshttp://www.bharatpumps.co.in/ri/index2.htm#statehttp://www.bharatpumps.co.in/ri/index2.htm#arrangementshttp://www.bharatpumps.co.in/ri/index2.htm#committeeshttp://www.bharatpumps.co.in/ri/index2.htm#directoryhttp://www.bharatpumps.co.in/ri/index2.htm#MonRemhttp://www.bharatpumps.co.in/ri/index3.htm#informationhttp://www.bharatpumps.co.in/ri/index3.htm#publichttp://www.bharatpumps.co.in/ri/index3.htm#infohttp://www.bharatpumps.co.in/ri/index.htm#powerhttp://www.bharatpumps.co.in/ri/index.htm#powerhttp://www.bharatpumps.co.in/ri/index.htm#decissionhttp://www.bharatpumps.co.in/ri/index.htm#normshttp://www.bharatpumps.co.in/ri/index.htm#rightshttp://www.bharatpumps.co.in/ri/index2.htm#statehttp://www.bharatpumps.co.in/ri/index2.htm#arrangementshttp://www.bharatpumps.co.in/ri/index2.htm#committeeshttp://www.bharatpumps.co.in/ri/index2.htm#directoryhttp://www.bharatpumps.co.in/ri/index2.htm#MonRemhttp://www.bharatpumps.co.in/ri/index3.htm#informationhttp://www.bharatpumps.co.in/ri/index3.htm#publichttp://www.bharatpumps.co.in/ri/index3.htm#info


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ARRANGEMENTS FOR CONSULTATION:

BPCL has interfacing with various Govt. Departments

and parliamentary committees.

COMMITTEES FOR DIRECTION/GUIDE-LINES:

BPCL has constituted committees to oversee its

operation & provide directions/guidelines. The meetings of

these committees are neither open to public nor the minutes are

accessible to the public.


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DIRECTORY OF COMPANY

EMPLOYEES:

Details of all the employees are maintained by

company.

MONTHLY REMUNERATION RECEIVED BY

EACH OF THE COMPANY'S OFFICERS AND

EMPLOYEES (as on 01.07.09) ARE AS BELOW:-

Grade Designation Pay Scale (Rs.) Strength

E9 Managing Director 25750-650-30950 01

E8 Chief General Manager 20500-500-26500 02

E7 General Manager 18500-450-23900 04

E6 Deputy General Manager 17500-400-22300 10

E5 Senior Manager 16000-400-20800 19

E4 Manager 14500-350-18700 24

E3 Deputy Manager 13000-350-18250 77

E2 Senior Engineer 10750-300-16750 23

E1 Engineer 8600-250-14600 28

Total Executives 188

S3 Assistant Engineer 6400-180-10000 49

S2 Supervisor Grade-1 6000-160-9200 00

S1 Chargeman 5600-150-8600 09

Total Supervisors 58

W10 Chief Foreman 8600-250-14600 37

W9 Senior Foreman 6400-180-10000 222

W8 Foreman(W) 6000-160-9680 269

W7 Senior Technician 5600-150-9350 143

W6 HSW 5270-145-8895 49

W5 SKW-I 4925-135-8300 26

W4 SKW-II 4725-125-7850 22

W3 SKW-III 4550-115-7425 12

W2 SSW 4350-100-6850 12

W1 USW 4150-90-6400 18

Total Non-Executives 810

GRAND TOTAL(Executives + Supervisors + Non Executives) = 1056


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INFORMATION FACILITY FOR PUBLIC:

Nil. However company maintains a

Library having technical books & specifications

for reference of employees

PUBLIC INFORMATION OFFICERS:

Names, Designations and particulars of

Public Information Officer.

Mailing Address:

Bharat Pumps & Compressors Ltd

Naini, ALLAHABAD - 211010

Fax : 0532 - 2687075

E-mail :[email protected]

Public Information

Officers

Mr. M.Shahabuddin.

DGM (MKTG)

91-9935595359

Mr. Mohan Kumar

DGM (GCD)

91-9935595377

Senior Public Information

Officer

Mr. A.K. Mathur,

GM(Marketing)

91-532-2687417

91-9935595369

Public Grievance Redressal System:

A formal Complaint / Grievance handling procedure for all individuals except
mailto:[email protected]:[email protected]


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(i) Employees

(ii) Vendors &

(iii) Customers

for whom a formal Grievance Redressal System already exists.

A "Grievance" for the purpose of this Scheme would mean, a cause of

distress felt on account of being wronged, to form a reason for complaint, relating to

any Individual / Group (other than those not covered under the Scheme), arising out

of any decision taken by BPCL in relation to that Individual/Group.

A High-Powered Committee consisting of the following:

i) Head of Finance

ii) Head of P&A - Convenor

iii) Head of Department to which the Grievance is related,

decides on all the Grievances within 45 days of its receipt from the Personnel

Grievance Officer(PGO) and thereafter informs the aggrieved person about the

decision of the Committee within 7 days through the PGO. The decision given by the

High-Powered Committee is final.

Grievances that will not be taken up include :

Anonymous complaints / Frivolous cases / others in respect of which

inadequate supporting details are provided.

Cases involving decisions/policy matters in which the aggrieved has not

been affected directly/indirectly.

Cases where quasi judicial procedures are prescribed for deciding matters

or cases that are sub-judice.

A grievance which has already been disposed of by the High-Powered


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Committee.

Complaints of corruption. These are to be lodged separately with the

Chief Vigilance Officer.

Complaint should be registered to:

Mr. M. Shahabuddin

DGM (MKTG)

Bharat Pumps & Compressors Ltd.

Naini, Allahabad 211010

E-Mail: [email protected]

Appellate Authority

Mr. A.K. Mathur

GM (Marketing)

Bharat Pumps & Compressors Ltd.

Naini, Allahabad 211010

E-Mail: [email protected]


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CORPRATE PHILOSOPHY AND

OBJECTIVES

THINK BIG AND GROW BIG

Corporate Objectives:

To increase the profitability through

judicious productions.

To maximise customer satisfaction

through effective Redressal of customer queries and

complaints.

To optimise the utilisation of available

resources through comprehensive ERP Techniques.


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MANUFACTURING

CAPABILITIES

EVEN PICASSO NEEDED A BRUSH AND A

CANVAS

And so does our committed force need an

excellent and latest technology manufacturing

infrastructure.

Our manufacturing highlights are:

Modern and sophisticated machine

facilities having latest CNC machines, assembly testing

heat treatment and fabrication workshops.


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In-house facilities of non-destructive

testing, ultrasonic and chemical analysis, digital balance

machines, most modern boring & honing machines.

CNG machines for manufacturing of high-

pressure industrial and CNG cylinders.

Strong testing facilities for reciprocating

compressors.

Sophisticated standard room and modern

tool room.

TENDER NOTIFICATION:


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BPT No. DescriptionNotification

DateDate of Opening

of Bids

461-

16720892-

264

NON-RETURN VALVE 13.06.2009 04.07.2009

461-

16510791-

270

FORGED BAR DIA 280X 15.06.2009 04.07.2009

461-

2402019-271

VANE CELL PUMP 15.06.2009 29.06.2009

461-

16723691-

273

CONE. RED./ELBOW 15.06.2009 02.07.2009

461-

1675279-274

SMART LEVEL

TRANSMITTER

15.06.2009 02.07.2009

461-

16771343-

277

SHIMSET 18.06.2009 29.06.2009

461-

16741991-278

SET OF GASKET 19.06.2009 06.07.2009

461-18020094-279

MACHINING OF CONNECTINGROD

19.06.2009 06.07.2009

461-

18020095-280

MACHINING OF CONNECTING

ROD

19.06.2009 06.07.2009

461-1677144-

281

FLEXIBLE RUBBER HOSE ASSLY 20.06.2009 06.07.2009

461-16790391-282

SET OF GASKET 20.06.2009 04.07.2009

461-

16790392-283

SET OF GASKET 20.06.2009 04.07.2009

461-

16790491-284

COMPLETE MECHANICAL SEAL 20.06.2009 06.07.2009

461-

16736291-285

12 PAIR JUNCTION BOX 20.06.2009 09.07.2009

461-

16753691-289

SMART DIFF. PRESSURE TEMP. 20.06.2009 06.07.2009

461-2402028-291

INCREMENTAL SHAFTENCODERTYPE

21.06.2009 06.07.2009

461-

16771221-292

"O" RING ID 65.09 CHARD 21.06.2009 06.07.2009

461-

16715491-293

HEX BOLT M14 21.06.2009 06.07.2009

461-1675379- SMART TEMP.TRANSMITTER 22.06.2009 09.07.2009
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294

461-

16783684-295

SEAL RING PAIR TYPE 22.06.2009 09.07.2009

461-2401016-296

ROTARY ENCODER 22.06.2009 13.07.2009

461-2679069-

297

PRESSURE GAUGE 22.06.2009 09.07.2009

461-

16513783-298

FLANGE 23.06.2009 09.07.2009

461-16510991-299

FLANGE 25.06.2009 11.07.2009

461-1673679-

300

THERMOCOUPLE EXT.CABLE 26.06.2009 11.07.2009

461-1304119-

301

TAPER MILLING CUTTER 26.06.2009 11.07.2009

461-16510492-302

FLANGE 26.06.2009 11.07.2009

461-

16650392-303

UN MACHINED IMPELLER 26.06.2009 11.07.2009

461-

16650391-304

DIFFUSER BOWL 26.06.2009 11.07.2009

461-2401018-

305

SEMI CONDUCTOR FUSE 26.06.2009 02.07.2009

461-3523028-

307

AIR CONDITIONER 27.06.2009 06.07.2009

461-16783382-308

SEAL RING TYPE T-R 27.06.2009 18.07.2009

461-352358-

309

PROVIDING AND FIXING OF

SLIDING WINDOW

27.06.2009 13.07.2009

461-1644129-

310

DIP STICK 27.06.2009 02.07.2009

461-2402069-311

COVER OF WATER JACKET FORHYDROLIC

28.06.2009 13.07.2009

461-3523638-

312

SUPPLY & INSTALLATION OF

SME BATTERIES

29.06.2009 11.07.2009

461-3523628-

313

HYDRA AS PER FOLLOWING

SPECIFICATION

29.06.2009 20.07.2009

461-3523608-314

LIGHT COMMERCIAL VEHICLE 30.06.2009 20.07.2009

461-

16715392-315

FILLY THREADED STUD 30.06.2009 16.07.2009

461-1672619-

316

CSS GATE VALVE NB 2" 30.06.2009 16.07.2009

461-3101019-

317

THINNER FOR QUENCHING 30.06.2009 04.07.2009

461-3102039- HEAT RESISTANT ALUMINIUM 30.06.2009 16.07.2009
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318

461-3104129-

319

THREAD BALL RALL 80 GRMS 30.06.2009 16.07.2009

461-1673059-320

200KW/4P EX(N)IIA IIB SCI 02.07.2009 13.07.2009
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BOARD OF DIRECTORS

NAME DESIGNATION ADDRESSPHONE

NO

EMAIL ID

ABHAY KUMAR

JAIN

MANAGING

DIRECTOR

MANAGING

DIRECTOR,,

B.P.C.L. NAINI,

ALLAHABAD,

211010, INDIA

0532-

2687320

[email protected]

R. MANOHAR

DIRECTOR

(NOMINEE OF

GOVT OF INDIA)

B 510 PRAGITI

VIHAR LODHI

ROAD, NEW

DELHI-110003,

INDIA

011-

23063707

[email protected]

PALLESENA

RAJGOPAL

SHRIRAM

DIRECTOR

(NOMINEE OF

BHEL)

690 ANNA SALAI

NANDANAM,

CHENNAI-

600035, INDIA

044-

24343382

[email protected]

S. DHANDAPANI

DIRECTOR

(NOMINEE OFONGC)

ONGC TEL

BHAWAN

DHERADUN 248003

0135-2793754

[email protected].

SHYAM

CHOUBEY

DIRECTOR

(NOMINEE OF

EIL)

7045, SECTOR-B,

POCKET-10,,

VASANT KUNJ,

NEW DELHI-

110070, INDIA

011-

26101458

[email protected]

HIGHLIGHT:

BPC marches ahead with turnover of Rs. 236.36

Crores (Growth 21.4% over last year) and Profit

before tax of Rs. 26.88 Crores for the Financial Year

2008-09


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CHAPTER-IV

MARKETIN

G PHILOSOPHIES

MARKETING PHILOSOPHY

MANAGE

MENT INFORMATION SYSTEM

MARKET

ING MIX

TARGET

MARKETING

INTEGRA

TED MANAGEMENT SYSTEM

TOTAL

QUALITY MANAGEMENT


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MARKETING PHILOSOPHY

WORK SMART INSTEAD OF WORKING

HARD..

Marketing Objectives:

To become a market leader in design

manufacturer, testing, supply, creation and

commissioning of pumps and compressors.

To be a leader in design, manufacturer,

testing and supply of centrifugal and Reciprocating

Pumps to Nuclear Power Projects Atomic Power Project.

To develop export market for BPCL

products through target based pricing of products.

To improve upon market share for BPCL

Products through target based pricing of products.

To increase the order booking for spare

parts for BPCL supplied equipment through extensive

overhauling and refurbishment activities for the

equipment supplied earlier.

7 C IN BPCL:

1. Concepts of what I want.

2. Concentration of what it takes.

3. Commitment to achieve and see it through.

4. consistency in what I do.

5. commitment of emotions.

6. Character of high quality.


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7. capacity to enjoy it.


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ONE N IN BPCL:

NEVER EVER GIVE UP

NO ONE HAS FAILED TILL HE

HAS GIVEN UP

These marketing offices carry out all the pre &

order activities which BPCLs main office

dose.

Promotion

Although being a producer of industrial goods,

promotional activities are not found necessary in

BPCL. One more reason for this attitude is that

BPCL is pioneer in this industry and its products

are well known to its existing potential customers

as of high quality.

Thus its promotional activities are confined to:

Frequent participation in trade fairs and exhibition

all over world.

Taking initiative through personal contacts.

Sending catalogues to potential customers.

Using consultants-main consultants are:

1. Engineers India ltd.

2. Uhde India ltd.

3. Kellogg international ltd.

4. MECON

5. Humphreys & Glasgow, Mumbai


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6. Project & development (I) ltd.

7. Snamprogetti-Italy

8. Tata consultancy services ltd.

9. DCPL, Calcutta

10. Kinetic technology India ltd., Delhi

ASSUMPTION ABOUT THE

MARKETING PLAN

What is marketing plan:

Marketing plan is systematic anticipation and

analysis of future changes coupled with the methodology

for adapting to such changes. Methodology that will

allow the industrial marketing manager to capitalise on

the changes in order to meet objective and goals of the

company and to gain an edge over competition.

It take care of all the lapses of a marketing

manager and also highlight the weakness of the company

that should be removed for meeting the ultimate objective

of the company i.e. profitability through customer

satisfaction.

Need for Marketing Planning:

The marketing planning seeks to ensure

perpetuity growth and continued profitability to a

company through devising a suitable business portfolio


48/165


and helping maintain a proper balance between short and

long range objectives. It augments the health and image

of a company through proper investment in business

opportunities as well as in various resources. The absolute

necessity of marketing plan becomes more conspicuous in

its absence than in its presence.

As without such a plan:

a. The marketing manager losses control over the

future of the firm. He has no ability to react in a logical

and well-reasoned manner.

b. The manager inevitably ends up managing by

crisis rather than by design.

c. The marketing manager is forced to remain on the

defence with marketing decisions to counteract the well

timed well offensive thrust of competition.


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STRATEGIES / ACTION PLAN:

BPCL have already initiated action for

attainment of ISO 9000 certification.

BPCL is already registered with process

consultants and various exports houses. We are receiving

enquiries from EEPC, Mohan Exports and PEC etc.

BPCL has initiated action to become a

member of international Trade Council. Exp.

As agents are the main contacts with the

ultimate customers, we are also looking for appointing

some agents of repute in foreign countries.

To participate in international trade fairs

which are held in India & abroad.

Contacting ultimate customers and mailing our

product leaflet and brochures to them.

Improve the level of customer satisfaction be

mail questionnaires and personal discussion. Organising

camps at various sites for a limited period listening to

customers problems, resolving them and providing

technical guidance.

Presentation to customers / consultants before

project sets date through audiovisual presentation slides /

films.

Tie ups with turnkey contractors.


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Scanning and circulation of tender notices

advertised in newspapers, Government bulletin.


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TYPES OF PLANS

Mission

The mission indicates primary beliefs and

bedrock objectives, the central purpose of the business.

The mission indicates precise answers to certain basic.

Questions:

What is our business?

What will our business be?

What should be our business?

Who is our customer?

What does he buy?

What does he expect from the

product?

What does he look for when he buy

our product?

Why should consumer citizen tolerate

our existence? And so on.

If you have correct answers to these questions you

can define your mission or line of business justifying its

very survival.

Objectives:

Objectives are the aims and goals to be achieved

by the enterprise. They point out where we want to go


52/165


what is our end or destination. They provide direction for

the enterprise efforts. They become the bench marks or

standards for evaluation of efforts. The facilitate control.

Planning is most successful when it is based upon clear-

cut, attainable and verifiable objectives or goals. Please

note that objectives prescribe ends, whereas strategy

prescribed means to accomplish desirable ends.

Strategy:

R. Anthony has defined strategic the process to

deciding on objectives of the organisation on changes in

these objectives and on the policies / strategies is a

pattern of purposes and policies, which are unique to the

firm.

Strategies are action oriented programmes in

order to give the organisation a unified direction towards

achieving the company mission, objective and goals.

Strategic decision is planned course of action to achieve

clearly objectives, in the face of limited resources, a

changing environment and intelligent completion. The

word strategy has competitive implication. Strategies are

planned response to external changes e.g. changes in

customer tastes and preferences, changes in production do

distribution, changes are based upon basic mission and


53/165


objectives, resources to be delayed and changing marking

opportunities. Strategies can establish favourable relation

between the firm and its environment.

Policies:

Policies are the principles and consequent rules of

action of achieving specific organisation objective or

goal.

Procedure:

Procedures are a series of functions or steps

performed to achieve a specific task or understanding.

Programmes:

Programmes are a series of necessary activities

and resources that are guided by the corporate objectives,

plans and strategies.

Project:

A project is a scheme for investing resources,

resources which can be analysed and evaluated

separately. It is a work plan.

Schedule:

A schedule is a precise time table of a series of

action. A vital part of a programme or project.

Budget:

A budget is a document indicating amount of

resources to be committed to a specific purposes of an


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organisation. Sales budget, production budget, capital

budget and so on.

Standards:

A standard is a selected criterion against which

actual results can be measured to evaluate performance. A

standard is an integral part of control. There are four

standards: quantity, quality, time and cost.

Method:

A method describes how each step of a procedure

is to be performed. One best way is a standard method.

Rule:

A rule guides action but gives no discretion and

demands strict obedience. Objectives indicate our ends or

destination, policies point out what is intended;

programmes, procedures, etc. describe how strategies and

policies are being implemented. Standing plans ensure

managerial efficiency, effective control and co-

ordination. Moving from policies to rules, the standing

plans become increasingly restrictive of management

behaviour.


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IMPORTANCE OF PLANNING

There are following importance of planning to

Management of Business:

Planning forces on the future direction, values and

sense of purpose; basic objectives tell the direction of

growth.

Planning provides a unifying decision making

framework and facilities integration of efforts.

Planning helps to identify potential market

opportunities and threats.

Planning offers standards of performance for

comparison and evaluation of actual performance.

Planning enable the organisation to tune its

business with environment and establish a profitable

relationship with environment.

Precise plan can achieve a correct balance among:

o Corporate resources

o Corporate effort and

o The market potential


56/165


planning. For instance, planning can reveal future threats

and uncertainties or probable changes in the national

economy. Management can be prepared to face the

change convert difficulty into opportunity and meet the

challenge of change (resistance to change with reasonable

success)

We determine our goals, policies, procedures and

time bound precise action plans in advance and all

activities are well coordinated and directed along

predetermined channels on the target markets. Hence

there is no problem of confusion or chaos, no barriers of

communication and no need to grope in the dark. Thus we

have an orderly and smooth journey to arrive at our

destination as per plan.


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PRODUCTS

Gas Cylinder:

High pressure seamless industrial cylinders.

Pumps & Compressors

Centrifugal pumps

Reciprocating piston and plunger pumps

Reciprocating compressors carbonate and

ammonia pumps

Sucker rod pumping units

Pumps for nuclear power station application.

QUALITY ASSURANCE

Backed up by metallurgical and other laboratories

including standard and calibration room, the quality

assurance programme confirm to international

specification and requirements and aims at achieving

excellence by integration quality development, quality

maintenance and quality improvement effort of the

various groups in the factory.


58/165


and are fully guaranteed for performance on the basis

of proven and most updated design Gas cylinders are

manufactured as per specification of international

standards as DOT, BS, BIS etc. and usage approval

from recognised national/ international agencies.

NEW HORIZONS

BPCL is operating in hi-tech area and has

established a reputation of products on which

maintenance cost is least:

In recent past the company has intensified its

activity in a highly sophisticated and specialised filed of

nuclear pumps manufacturing order have already been

executed to supply emergency core cooling pumps,

moderator pumps primary system feed pumps and shut

down cooling water pumps, to the countrys atomic

power projects BPC ids fully geared to design

manufacture and supply these pumps to nuclear power

plants in order to achieve the generating capacity of

10000 MW by turn of the century.

To expand the product base organisation has

undertaken manufacturing of canned motor pumps as a


59/165


replacement of traditional moderator for nuclear power

generation

Pursuing the policy of the government to give

more thrust to agriculture areas the company has planned

to take up capacity irrigation pumps for manufacturing.

Besides the company has achieved bread

through to design and manufacture a high pressure air

injection compressor for the in site combustion plants for

the extraction of high viscosity crude for ONGCs pilot

plant at Balol. The other two worth mentioning break

through are PACOL service compressor and hydro

service compressor for linear alkyl benzene (LAB)

revamp project at IPCL, Baroda and recirculation

compressor for Heavy Water Project at Tuticorin.

Visualising the oil crunch in coming years and

unavoidable dependence on alternate resources of energy

BPC is also planning to manufacture compressors and

kits to be used on automobiles.

A small package unit of high pressure low

capacity compressors for starting aero jets and aero

engines has been planned for production to meet the

demand of Indian Air Force respectively.


60/165



61/165


MANAGEMENT

INFORMATION SYSTEM(REPORT for quarter ending 30.06.2009)

Name of CPSE : Bharat Pumps & CompressorsLimited.

(

Rs. In Crores)

1. Key Performance Indicators During

the

quarter

Consolidated u

to the quarter

(a) Turnover 46.62 46.62

(b) Prof i t/Loss ( -) before interes t, tax ,

depreciation and DRE

8.94 8.94

(c) Prof i t/Loss ( -) before in teres t and

tax

7.59 7.59

(d) Net Profit/Loss (-) 1.10 1.10

(e) Targe ts se t for th e p er io d

(Production)

48.25 48.25

(f) P roduction 47.70 47.70

(g) Cap ac ity Ut il izat io n P&C

-- GC

68%

37%

68%

37%

2. Purchase Preference

( a) Wheth er the company h as been

identified for purchase preference

support by the ministry

No

(b) I f yes , the value o f o rders received

due to purchase preference.

Not applic able

(c) Percentage of orders received due

to purchase preference to total

orders received.

Not applic able

3 . R es tr uc tu ri ng /R ev iv al o f C PS Es

( a) Wheth er the CPSE is r eg is te red

with BIFR

Not applicable, de-listed

from BIFR in Feb07

(b ) Whether the company has been referred to

BRPSE

Not applic able

(c) If yes, whether any recommendation hasbeen made by BRPSE, please specify

Not applic able

(d ) Whether the restructuring/revival scheme

has been approved by the Government

Yes Yes

(e ) If yes, give details of

(i) Cash assistance Not applicable

(ii) Non-cash assistance

(a) Waiver of Govt. loans

(b) Waiver of interest on Govt. loans

Not applic able

Not applic able

4. No. of employees following

(a) CDA scales of pay: Nil Nil(b) IDA scales of pay: 1057 1057


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MARKETING MIX

PRODUCT

Product Variety

Quality & Design

Feature & Brand Name

Packing

PRICE

Discount

Payment Period

Credit Terms


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TARGET MARKETING

PROMOTION

Advertising

Personal Selling

Sales Promotion

PLACE

Channels

Locations

Transportation

Logistics

BPCLs marketing cells are situated in:

Vadodara

Mumbai

Chennai

Delhi

Dibrugarh

Kolkata


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4 Ps of BPCL:

It has been a common convention that one should

study marketing of a particular company under the head

of classic 4 Ps. So let us have a look of the situation of Ps

in BPCL.

Product:

BPCL manufacturers mainly 4 types of products

with their subtypes also:

Centrifugal Pumps

Reciprocating Pumps

Reciprocating Compressors

Gas Cylinders (Seamless & Welded)

BPCL have a complete team of design & development

engineers and most of item have been trained at

collaboration works and have through experience of a

wide.

Price:

Discount

Payment Period

Credit Terms

Promotion

Advertising

Personal Selling

Sales Promotion


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Place:

BPCL factory is situated in Allahabad, a well knit

team of quality control & quality, throughout all phases

of manufacturing third party inspecting by reputed

inspection agencies such as Lloyds, Bureau Veritias, EIL,

PDIL, UDHE and HIG are offered to all products at

clients direction. BPCL makes high quality products to

serve various purposes of different companies of diverse

nature. After discussing the 4 Ps we will have brief

description of the prime customer of BPCL.

QUALITY POLICY OF BPCL

BPCL is committed to deliver pumps,

compressors, gas cylinders, spares an services on

international quality with continual improvement in

delivery performance to enhance customer satisfaction.

QUALITY OBJECTIVE:

To improve average delivery performance of our

products by five percent, yearly. Target for delivery

performance of the year 2004-05 is seventy percent.

BPCL OBJECTIVES:

The main objectives of BPCL are as follows:


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1. To design manufacture and supply of capital

goods in the find handling field including provision of

services connected these with.

2. To provide a reasonable and adequate return of

the invested capital.

3. To provide participative style of management

4. To built confidence for companys product and

services factor pumps and compressors and gas cylinders.

5. To achieve a leading position in the engineering

development and manufacture of pumps and compressors

and gas cylinders.

6. To ensure sound commercial policies, customer

expenses satisfaction of BPCL products and services.

7. To encourage rural development and growth

accordance government policies.

8. To develop sound after sales services.

9. To provide reasonable and adequate return of the

invested capital.

VISION OF BPCL

Building Tomorrows World Today:

By providing quality engineering products and

services through core competencies of our human


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resources and assets with focus on health and safety of

manpower, society and environment.

MISSION OF BPCL

Our Business Is Clients Total Satisfaction:

Provide excellent quality and services to core

sector industries with a special thrust on oil and natural

gas, petrochemicals, refinery, nuclear and thermal power,

fertilisers and public transport sectors.

PROFILE OF BPCL

Fuelled By A Commitment For Excellence

Incorporation:

Till late 60s, the multinational companies

dominated the petroleum sector in India. Since these

industries were operating in the core sector, it was

strategically decided by the government of India to

nationalised these companies and bring them under

government control. This led to the formation of

Hindustan Petroleum Corporation, Bharat Petroleum

Corporation and India Oil Corporation. For meeting the

requirement of equipments as well as spare parts for the

imported equipments installed in these companies, the

Government of India decided to establish Bharat Pumps

& Compressors Ltd. In 1970 under the Ministry of Heavy

Industries and Public Enterprises.


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The companies registered office / works is

located in Naini, Allahabad , U.P. It has branch / regional

offices at Mumbai, Vadodara, Kolkata, Dibrugarh and

New Delhi.

AREAS OF OPERATION

Bharat pumps and compressors ltd. situated in

trans-yamuna area of allahabad is basically engaged in

manufacturing of heavy duty pumps and compressors for

oil exploration down stream projects such as Refineries,

Petrochemicals etc. Other sectors served by the company

are Fertiliser, Thermal Power, Hydro and Nuclear Power,

Steel etc.

The company has a high credibility for quality of

its products and has acquired ISO 9001-2000, 14001 and

OHSAS 18001 certification.


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PROFIT AND GROWTH

STRATEGIES

Prior to liberalised economic policy, public sector

enterprises has the benefits of prince & purchase

preference (with no limit) in case of domestic bids and

deemed export benefits in case of ICG bid with the

increased competition from Private Sector cost into

Indian Market. The following measures have to be

adopted counter external threats and offset our

weaknesses:

Creation of marketing cell:

Marketing cells are fully responsible

Marketing survey

Data bank maintenance for market demand,

business share, competitors data / activities.

To find market strategies of competitors, their

strengths and weakness.

Collection of site reports and offensive marketing,

their strengths and weakness.

Submission and follow up of offers

Arrangement of technical seminars for new

projects

Updating marketing plans


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Once the offer is matured into order, the file will

be taken over by contract execution group.

Relooking into pricing policy:

In view of very trough market conditions and

world recession and low order book position.

Order will be booked on marginal costing basis

Review of pricing policy once order book position

improves recovery overheads from spare parts.

Separate costing centres for different products:

Since machining facility and labour requirement

are different for different products, separate costing

centres shall be created so that to each product price is

competitive to our competitors.

Preorder purchasing activities by marketing:

To have competitive detailed offers for bought-

outs & major casting / forging

To have complete technical details of bought-outs

before finalisation of order by the customer

Sub-ordering time period will be reduced

Sub vendors can offer discount as they will be a

partner to out bids.

Reduction in overall cost will be assured

Strengthening of branch office:


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For day to day dealings with customers and to

have latest feedback on offers and competitors activities.

To improve upon business relationship with

customers and consultants.

Aggressive marketing:

Frequent interactions with end users and

consultants.

Impress upon customers to recommend to turnkey

for buying BPC made equipments only.

Marketing intelligence reports and takes

immediate action on it.

Service and spare parts:

Prompt after sales services and supply of spare

parts.

Posting of service personnel at major business s

centres.

Taking up turnkey projects:

Will help improve in order book position as well

as financial position.

Will also help to have more orders for as now

most of the customers are going for turnkey jobs rather

than having more vendors for different times


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IMS (INTEGRATED

MANAGEMENT SYSTEM)

IMS has world class standards through continuous

improvements, research and developments. It comes

under QMS (Quality Management System) and has

been brought into application by API (American

Petroleum Institute).

Certifications:

IMS has following three certifications:

ISO: 14001

ISO: 9001:2000

OHSAS: 18001

Note:

~ ISO: 14001 (environmental) management

system standards to allow for easy integration of

management systems.

~ ISO: 9001 is related to design, development,

production, installation, testing activities and is

following amendments of year 2000.

~OHSAS: 18001 has been designed to be

compatible with ISO: 9001 and looking after

employees health working in and for the

organisation.


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~ ISO stands for International Organisation of

Standards.

~ OHSAS stands for Occupational Health And

Safety Assessment System.

APEX MANUAL:

It covers the following features as per the IMS

standards:

1. Organisational Chart

2. Departmental Procedures

3. Controlled and Uncontrolled Documents

4. Working Standards and Instructions

5. Research and Developments

Note:

~ Business Quality = Product Quality + Product

Service Quality

TQM (TOTAL QUALITY

MANAGEMENT)

An integrated organisational approach in

delighting customers (both internal and external) by

meeting their expectations on a continuous basis through

every one involved with the organisation working on

continuous improvement of products, services and


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processes along with proper problem solving

methodologies.

Core Values Of TQM:

S ~Self Discipline

P ~Patience

O ~Openness

R ~Result

T ~Trust

Essential Elements Of TQM:

1. Total employee involvement

2. Just in time / waste elimination

3. Total quality control (TQC)

1. Total employee involvement:

S

KI

LL

a) A

b

l

e

b) U

n

a

b

l

e

ATT

ITU

DE

a) W

i

l

l

i

n

g


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b) U

n

w

i

l

l

i

n

g

(TQP)Total Quality People

Organisation is a tree(IMS)

Organisational fruits(TQM)

Organisational Stem(TQC)

Organisational roots(TQP)

Organisational resources(Cooperation,

Communication and Commitment)

Note:

Total Quality People i.e. HR are the most

important and integral elements of any Organisation.

2. Just in-time / Waste Elimination

Wastes are those hidden problems or

defects within an organisation which result

in delay of production processes and also

affect the cost of production. Hence, these

need to be detected and eliminated at the


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earliest in order to meet the need of the

customers just in-time.

Wastes may result due to any of the

following Abnormalities within the organisation:

a) Inadequat

e System

b) High

Defect

Rate

c) Improper

Work

Method

d) Sluggish

Market

e) Low

Work

Standards


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3W Movement (WAGE WAR on WASTE)

Identify & Eliminate wastage arising from:

Over producing

Time at han

Transporting

Processing itself

Unneeded motion

Unnecessary stock at hand

Producing defective goods

Outdated instruments / machineries

Insufficient scheduling / routine

Congestive set-up / layout

3.TOTAL QUALITY CONTROL(TQC)

It means controlling:

Quality of work

Quality of service

Quality of process

Quality of people

Quality of system

Quality of objectives

Quality of information (verbal / non-verbal)

Quality of life


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CHAPTER- V

ACCOUNTING POLICIES

ACCOUNTING POLICIES


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ACCOUNTING POLICIES

FIXED ASSETS:

1. Capitalisation:

Land given by the government of Uttar Pradesh is valued notionally at

value shown in the records of land Acquisition officer, Allahabad and the corresponding

amount credited to Capital Reserve Account.

Fixed Assets are valued at cost including allocation from expenditure

during construction wherever so applicable.

Capitalisation out of inter plant transfer is made at factory cost

including excisse duty.

2. Depreciation:

Depreciation on assets capitalised and put to use and / or sold /

discarded during the year is charged on monthly pro-rata basis.

Pattern and dies with fabricators, suppliers / contractors and in

stock are depreciated @11.31%.

VALUATION OF INVESTMENT:

Investments are valued at cost.

VALUATION OF INVENTORY:

Raw materials, components and stores and spares:

The pricing of issues of raw

materials, components and stores and spares is done on periodical weighted average cost

method.


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Loose tools:

Loose tools valuing Rs.500/- or above are depreciated @

20% on written down value and below Rs.500/- are charged off revenue.

Work in progress:

Work in progress of the products manufactured by the

company are valued at absorption cost or estimated realizable value whichever is lower

jobs done internally for use in capital works are valued at factory cost.

Finished goods:

Finished goods are valued at absorption cost or realisable

value whichever is lower. Finished goods manufactured against stock orders are valued at

absorption cost.

Advance from customers:

Advance from customers include those received

with letters of intent / sale contract and progressive payments received as per contracts

during the tendency of the order.

Miscellaneous expenditure to the extent not written off or adjusted:

Deferred Revenue Expenditure:

Techs know how / application engineering charges:

Deferred revenue

expenditure of technical know-how fees / application engineering charges are charged off

to profit and loss account as per technical estimates.

Payment under V.R.S.

The ex-grated payment made by the

company under V.R.S. (Voluntary Retirement Scheme) is treated as deferred revenue


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expenditure to be charged off to profit and loss account in five equal yearly instalments.

However, the same is charged to profit and loss account in full, in case of receipt of grant

of equivalent amount from Govt. Of India.

Income:

Sales:

The pumps and compressors, gas cylinders, shell forgings and

other products are billed at 100% sale value on dispatch and accounted for as sales.

Others:

Jobs executed including erection and other services and other

revenues are taken into account on actual on billing / accrual basis.

Claims:

By The Company:

Claims for the price escalation on sale contracts,

export incentives and other fiscal incentives etc. are accounted for on accrual basis.

Against The Company:

Liability arising as a result of final assessment in

respect of custom duty, central excise, income tax, sales tax etc. is set up in the books

during the year in which final assessments are made and / or decided.

Contingent liability is accounted for in the year in

which it becomes evidentially estimable and / or crystallised as payable.

Research & Development expenditure:


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Research & Development expenditure is

charged to profit and loss account in the year of incurrence. However, R&D expenditure

on fixed assets is treated in same way as other fixed assets of the company.

Foreign Exchange:

Liability for foreign currency loan and / or deferred credit

payments is realigned at the years end exchange rates. Any loss or gain arising thereon is

charged to profit and loss account.

Provisions:

Gratuity:

The gratuity liability of the company has been taken into account

based on actuarial valuation got done through actuary, at the end of the year.

Leave Encashment:

The liability on account of leave encashment of the

company has been taken into account based on actuarial valuation got done through

actuary, at the end of the year.


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HUMAN RESOURCE DEVELOPMENT

OUR MUSCLES IS OUR MANPOWER .. AND IT SHOULD BE GOOD.

BPC is engaged in a wide range of activities, which are design, manufacture,

assembling testing, inspection, dispatch, after sales, commissioning of Pumps &

Compressor and after sale service.

A professional and progressive human resource development approach is what

knits together the BPC family together the BPC family of over 1200 employees.

The policies and practices have been formulated with well structured programme

with objective of developing an organisation that will fulfil, comply with and adopt all the

statutory requirement of Govt. Of India in terms of identifying including, training and

development of Indian Nationals. Strive for total quality management through human

resource development based on their strength and the organisation.


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CHAPTER-VI

FUNCTIONING OF VARIOUS

DEPARTMENTS

MARKETING

PURCHASE

PRODUCTION PLANNING

QUALITY CONTROL

TECHNOLOGY

DESIGN

ASSEMBLY

SALES

IMPORT AND EXPORT

STORE


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MARKETING DEPARTMENT

Energy is a sector which is vastly flourishing around the world as all the vehicles

and machineries some where or around requires oil. Various companies are indulged in

oil business so as to provide service and furnish their business. Companies indulged in oil

business relates to:

- Oil Exploration

- Oil Refining

The geological section of oil exploration companies search for oil in the block

section. For this purpose they require certain equipments for which they send an enquiry

and pass the tender for the same.

Also oil refining companies while refining oil to extract different forms of oil

from crude oil being provided by Oil Exploration Company, require certain equipment for

which they also send an enquiry and pass the tender for the same. Some of their requiring

equipments are manufactured at BPC, such as Reciprocating pumps, Centrifugal Pumps,

Reciprocating Compressors, etc.

Enquiry is of two types:

- Budgetary

- Firm

In Budgetary enquiry the budget is estimated as to what is the competitive price

and what is the price company can bear and how can company can add a new feature into

the product to create its USP and still making it competitive in its market.


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In firm enquiry the enquiry of firms are made that which are the companies who

can provide the equipments meeting the standards, lower price(L1) and other required

specifications

TENDER:

A tender is a list of required materials in a specific format as

intended by the desired party. After the firm / company enquiry is being made by the

company the tender is being raised or opened so as to invite those companies capable of

meeting the specifications required by the company.

TYPES OF TENDER:

- Global

- National

- Limited

- Single

Note:

BPC generally uses limited tender.

PARTS OF ENQUIRY:

Commercial:

In this commercial terms are decided with the

company

Technical:

In this technical terms are decided with the

company.

If all the terms are agreed between parties then supplier is being sent a letter of

intent (L.O.I.). Then for furnishing the objective the company distributes the sale order


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with help of marketing department to all sections or department of company for

furnishing their orders.


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PURCHASE DEPARTMENT (M.P.X.)

The functioning of purchase department initiates from issuing of indent or requirement

slip, in the organisation the purchase is made of:

Production Items:

- Metallic

- Non Metallic

It includes raw materials, semi finished goods prepared by casting, finished product

Non Production Items:

- Non Consumables

- Consumables

It includes office stationeries, electricity etc.

If indent budget is below 8 lacks then tender committee B takes decision regarding

purchase of items, it includes managers in the purchase department.

If indent budget is above 8 lacks then tender committee A takes decision regarding

purchase of items, it includes chiefs of marketing department.

Some of the items that are purchased are such as face milling cutters, cooling systems, oil

seal, moulds, wax seals, rubber materials, connectors for tube fittings etc.

Normally enquiry for intent preparation takes 21 days otherwise if urgent according to the

requirement.


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PRODUCTION PLANNING (PEX)

In production planning the decision is taken on what would be the procedure for

preparing the product and what would be the methods to be implemented on product

layout is being prepared with the help of list of specifications desired in the order placed

by the customer.

All the production planning is being made so as to what process is to be

performed at what time period with specific time intervals.

Also production techniques are specified, so as to which production technique to

be implemented at what time. So that it can help product developed in a manner to meet

out every possible standard and international standards at the same time.


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QUALITY CONTROL DEPARTMENT

The quality control department is a very vital department for BPC as BPC is a company

engaged in producing equipments used in energy or power sector, where products are

large in size and bulky and also they require huge amount of investment, so quality is the

most basic and unavoidable segment.

The quality control department first inspects the quality control department checks

the sample of materials from supplier and if they pass it, then only the purchase is made.

Then again when product is produced then also quality check is made so as to

satisfy the company as well as the customer since product also carries companys stakes

or goodwill. Various tests are performed in quality check they are:

Quality Control Department has control on all feeder sections. It checks the quality of raw

material and finished products as per standard prescribed. The department can be

categorised as:

1. Machine shop inspection and ultrasonic testing

2. Non destructive testing (NDT)

3. Standard room

4. Assembly testing

5. Chemical lab

6. Mechanical lab

7. Gas cylinder quality control department

8. Stores(QC)

NDT (Non Destructive Testing):


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This section handles the following Tests:

Ultrasonic Test (UT)

Radiographic Test (RT)

Magnetic Particle Test (MT)

Dye / Liquid Penetration Test (PT)

Eddy Current Test (ET)

Helium Leakage Test

Above four tests are mostly used.

ULTRASONIC TEST:

This is the test for checking inside defect in the material. Sound of

frequency more than 20000 Hz (called Ultrasonic) is used for the test. A particular

machine named Ultrasonic Testing Machine is used for the purpose with different probes

(viz normal probes, angle probe of angle 30o, 45o, 60o, 75o).

RADIOGRAPHIC TEST:

This test is used for checking the internal defects of the material

specially welded joints. These tests are done by X-rays or Gamma rays.


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TSX [TECHNOLOGY] DEPARTMENT

Motto:

To ensure the smooth flow of instruments to match that of material.

Right M/C ~ Right Material ~ Right Tool ~ Right Job.

OBJECTIVES:

To improve the quality of product.

Date post:	07-Apr-2018
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