Summer Project Marketing

Master of business Administration
Summer Internship Project Report on Shreeji Power & Insulators Pvt.Ltd.
Business Development
Submitted to,
(I.S.M) International School of management, Ahmedabad, India March - April- 2010
Guided By,
Mr.Ghanshyam Sinh Jadeja Mr.Oliver James Baptist
Submitted by, Mr.HardeepSinh jadeja 16
Business Development Project(Marketing Management) 2010
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CERTIFICATE
This is to certify that Mr. Hardeep jadeja ( Roll No:-16)
have successfully on the focus
finished his Summer internship Project From 7 march to 3 may 2010
Business Development(Marketing management)
as
fulfillment of M.B.A.
Program in international school of management which is affiliated to Vinayaka
mission University, Ahmadabad. We are given him training in our organization

from two month .we have no complains against him .
Mr.Oliver James Baptist & Mr.Ghanshyam sinh Jadeja (Project Guide)
Mr.Manish Gupta (ExecutiveDirector)
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PREFACE
Words are words Explanations are explanations Promises are promises Only Performance is reality
Understanding of practical aspect in the real marketing world with a managerial mind, it is obviously required to undergo practical training especially the field of the management. One thing is said that Experience makes man perfect. Then a question arises in our mind that Which thing makes experience? We say that it is practical exposure. The summer internship Project Report on the basis of subject is as per the syllabus prescribed by vinayaka mission University and International of management
studies for students of Master of Business Administration. Basically my report deals with the study of Business Development plan about company.
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ACKNOWLEDGEMENT
Any comprehensive study like any project requires the help and creative energy of many people and this project is certainly not an exception. I especially appreciate the confidence, support, guidance and help of my guides. I express my sincere gratitude to all those people who have been associated with this assignment and have helped me with it and made it a worthwhile experience.
What I have done today to make me feel proud, It is the result of the opportunity that given to me by the International school of Management who brought me the knowledge of real Management from far beyond of my access. This Project is also the Result of many experiences I have encountered in different sources and with remarkable individuals whom we also wish to acknowledge. I would like to special thank to Mr. Manish Gupta (Executive director) who allow me to go with Mr.Oliver for Business trip in Mumbai and given me opportunity to learn practical knowledge I would like to thank to Mrs. Prachi M. Gupta to allow me permission to make this project under her observation. I would like to thank to Kavita Sharma (Manager-H.R)for guided me about companys personnel management, and support me to complete my project.
I am equally grateful to my trainer Mr.Ghanshyam Sinh Jadeja And Mr. Oliver James Baptist (Marketing Executive)for allowing me to carry out my project study and his guidance and support during training period for sharing their ideas .they gave me moral support and guided me in different matters regarding the topic .they had been very kind and patient while suggesting me the outlines of this project and correcting my doubts. I thank them for his overall supports.
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I am very thankful to everyone who all supported me, for I have completed my project effectively and moreover on time.
I would also like to award special recognition to Professor Shwati Dave who provided me such a facility in our Institute, initiated the knowledge of Marketing in our mind which inspired and motivated me to get through all the steps in research project. I would also thank to all staff member for their invaluable support and cooperation throughout my training period. I would like to thank all those who helped me in the completion of this project. This Project gave us a deeper knowledge within this fascinating area and hope would be interesting and useful for those who may need it or interested to get better insight of this area in future. Last but not the least, I would like to thank my parents who helped me a lot in gathering different information, collecting data and guiding me from time to time in making this project .despite of their busy schedules ,they gave me different ideas in making this project unique. and also thank my friends for their exclusive support and encouragement during the entire project.
Hardeep Jadeja.
TABLE OF CONTENTS Hardeep Jadeja Roll No.910016
cover page Certificate Preface Acknowledgement 1. 2. 3. 4. Executive summary Introduction to the Industry Introduction to the Company Vision & mission 09 11 15 16 16 17 18 19 23 23 24 24 28 32 33
Vision statement Mission statement 5. Products Product description Positioning of products Unique features types of products Future products 6. Market Analysis The overall market Indian Power Sector Private sectors Transmission Distribution 7. Competitive Analysis SWOT Analysis Strength Weakness Opportunities Threats Comparative Analysis Primary competitors Customer buying decisions Target market and customers Main customers
34 35 35 36 36 37 39 44 46 50
8. Marketing plan & Strategy Marketing plan Characteristic of marketing plan Marketing management process Objective
51 51 52 53
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Situation analysis Marketing mix Tactics Advertisement strategy Expansion plan
53 54 54 55 55
9. Operations Senior management Key management personnel Organizational structure 10. Market research Scope of market research Research methodology Marketing research problem Research objective 11. RESEARCH DESIGN Data collection Customer view Statistical tools
56 56
57 57 58 58 59 59 60 60 61
12. DATA ANALYSIS PLAN
61
13. DATA ANALYSIS Power transmission preference
62 62
14. CONCLUSION & RECOMMENDATION 15. BIBLIOGRAPHY
63
65
TABLE OF ILLUSTRATION & CHARTS
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Charts:
Chart 1: Types of insulators Chart 2: generation capacity Chart 3:demand projection in Mw Chart 4: SWOT Analysis Chart 5: Targeting inter regional Power Transfer Capacity
23 26 27 34 62
Figures:
Figure 1: insulator manufacturer in india Figure 2: Investment in power sector in 11th plan Figure 3: Type wise capacity of power sector during 9th plan Figure 4: Power Sector at a Glance "ALL INDIA" Figure 5: Research Design
14 29 29 30 59
EXECUTIVE SUMMARY
Introduction:
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The primary goal of this business development project is to provide information about the various activities performed of the business and future planning process by shreeji power & insulators pvt ltd.
This project has been designed to highlight the information about the channel distribution, selection of channel member, order processing, warehousing, financial term and transport in respect of distribution process and sales, targets assigning, responsibility, performance appraisal in respect of Sales functioning. The importance of this information is immense for power projects company, this information has not only help us in determining the distribution and sales function. Planning is very important if a business is to survive. By taking an objective look at your business you can identify areas of weakness and strength. You will realize needs that may have been overlooked, spot problems and nip them before they escalate, and establish plans to meet your business goals. The company has set up one of the country's largest manufacturing plant at GandhidhamKandla complex, Gujarat producing high voltage porcelain insulators for transmission and distribution lines. The company manufactures all kinds of suspension insulators for varied applications, upto 420 kN rating. To meet the ever growing demand of disc insulators for T&D lines, we will be manufacturing disc insulators of 45KN to 320KN rating of both plain and anti-fog type, with creepage distances for normal and highly polluted areas and protective zinc sleeves to combat the deterioration of ball pin due to corrosion. Objectives The companys objectives are to make an equal and fair profit in the business-to-business (B2B) marketing services industry. This goal is to be reached by attaining the numbers presented in the Sales Forecast and Financial Plan topics. Business development is a broad term applied to the process of strengthening ties with existing clients as well as cultivating customers in other sectors of the consumer market. In order to accomplish this goal, business development normally crosses the marketing, customer care, operations and management in order to promote this process of expansion on more than one level. This means the business development specialist must exhibit a degree of competence in many different areas in order to identify and capitalize on growth opportunities
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A business development specialist usually reports to the chief marketing officer or some other senior-level executive. However, the business development specialist can also be a senior-level executive, answering to the company president or directly to a board of directors. This business plan has been created on the basis of market research. Data conclude the size and growth of the market and geographical segments, customer needs, perception, and buying behavior trends have been on the upswing, and are expected to continue in this trend for the upcoming years. Shreeji power & insulators Pvt. Ltd. feels that it is able to fill the hole in the marketing niche, and will benefit from operations beginning in hole market of power sector projects. Once the product is in production, a business development specialist is often responsible for marketing or working with the marketing team to come up with an effective campaign. The business development specialist is an important member of this team because, as that person has already conducted an extensive amount of research, he or she has unique knowledge of what potential customers have already said about the product. The marketing research problem is to determine the changing customer preferences that have caused this. We also looked at the relative importance of various industries attributes which affect buying decision of an insulators. For gaining this information I did research for better outcomes of the research. The marketing research consisted online and personal survey was conducted to ascertain these attributes and also to obtain believability and intention to buy for various types of insulators Around 50% of those surveyed were industries in their 20s most of them use porcelain Insulators before. Statistical tools were used to analyze this data and spot for trends. It was determined that a combined percentage of more than 56% of the respondents said that they would use insulators in distribution and transmission lines. Of course this combined percentage includes preferences for concepts like a low coast price and best Quality at the current price and so on. But still what it shows is that the trust level or the Brand Equity that many large scale insulator manufacturer companys possesses unparalleled. It was observed that although there is no direct threat from competitive in the A1l segment for Shreeji Power & Insulators Pvt Ltd.
INTRODUCTION ABOUT INDUSTRY

FOREWARDS
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Electricity has become an integral part of human life and as we move towards 21st century it plays an even more significant role in our day to day life. Electrical Porcelain Insulators are essential requirement for the smooth transmission and distribution of Electrical Power
This study fills that gap. The study will help us understand how the industrys success is quite directly linked to the trade and industrial policy reforms initiated in the early 1990s. More importantly, the study will identify the critical constraints that prevent the industry from further expansion in the global share and emerge as one of the major production and export hubs in the coming years. This analysis is based on a comprehensive review of secondary literature and an extensive fieldwork which covered the major automobile assemblers and auto-component manufacturers across all the three tiers so as to cover the largest and the smallest component producers. This has allowed us to make some specific policy
recommendations which have been discussed with the industry representatives more than once. These recommendations, if accepted and implemented, could contribute to Indias emergence as one of the major automobile producing economies in the world. Given our domestic demand and the entrepreneurial talent, this would be a natural outcome. The study has been supported by the National Manufacturing Competitiveness Council NMCC) Given the importance of the electrical industries for the progress of the manufacturing sector and indeed for the Indian economy, industry will continue its work in this area. This study should, therefore, be seen also as a first phase of an ongoing enquiry. We are hopeful that the recommendations included here will merit the attention of both the government and the industry.
INTRODUCTION
Porcelain insulators had their start when local potteries began making telegraph insulators in the 1850's and 1860's. These crude early pieces were usually thread less and were produced in much
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lower quantities than their glass counterparts, and few have survived the years. Some more notable examples are the "Elliot" flint insulators (U-980 and U-981), Bennington pottery insulators complete with the unique Bennington glaze (U-982 and U-983), as well as a porcelain version of both the "Teapot" (U-990) and the "Slash top" (U-988). Porcelain saw very minimal use for either telephone or telegraph after the development of threaded glass insulators. Glass tended to be cheaper than quality porcelain, and was deemed better as it was thought that clear glass would discourage insects from building nests under the insulators reducing their effectiveness. This all would change with the proliferation of electricity A rapidly growing electricity supply, rising per capita incomes and relatively easier availability of finance have been future demand electricity in India, which in turn, has prompted the government to invest at unprecedented levels in thermal power
infrastructure, including projects such as Golden chance and North-East-South-West Corridor with feeder of power projects. There are many distinct sets of players in the Indian electrical industry: electrical component manufacturers and the electrical equipment manufacturers, which are also referred to as Original Equipment Manufacturers (OEMs). While the former set is engaged in manufacturing parts, components, shape and different types of insulator manufacturing, the latter is engaged in assembling of all these components into an electrical products. The Indian electrical component manufacturing sector consists of more than 500 firms in the organized sector and around 35,000 distributors of insulators . In the domestic market, the firms in this sector supply components to electrical equipment manufacturers, other component suppliers, state electricity government undertakings, defense establishments, railways and even replacement market. The electrical equipment manufacturing sector, which involves assembling the electrical components, comprises glass insulators ,ceramic insulator, polymer insulators, porcelain insulators, has manufacturing more than 2000 MT. ton /day in India and about 5000 million $ borrowing for the power sector industries India is a global major in the power projects there are many upcoming power project will work in India in future
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Some examples of glaze-welded insulators are U-928, U-928A, U-926, and U-966. For identification purposes, these are still considered one-piece, or unipart, insulators. As voltages increased, insulators became larger, and technology developed, glaze-welding fell out of favour and was replaced by larger uniparts, and even larger multiparts. Multipart insulators are made in 2, 3, or 4 sections, or shells, and are cemented together to form one unit. These appeared around 1901 and continue to be produced to this day. Generally, unipart insulators are used for voltages up to 34 KV. Two-piece multiparts are used in the 20 to 40 KV range, three-piece insulators are used in the 40 to 69 KV range, and four-piece insulators are used for the 60 to 80KV range. In the 1940's a new type of insulator was developed by Lapp Insulator Company: the "Post" insulator. Until this time, insulators has been screwed onto wood or metal pins mounted in the cross arm to secure them. Post insulators are one-piece solid or hollow core porcelain columns with multiple petticoats or skirts from top to bottom. They are mounted directly on the pole or cross arm and bolted in place. Their performance was superior to pin-type insulators, and by the 1960's they found widespread use on power lines everywhere. They have never completely replaced pin-type insulators, except for medium voltage lines between 40 and 70 KV. Several "mud" collectors specialize in these large insulators. From around 1915 on, the porcelain insulator virtually replaced glass on all electrical distribution, even at low voltages, as the superiority was demonstrated in both insulation quality and strength. To compete, some glass companies (Hemingway and Whit all Tatum) tried to mimic porcelain with amber insulators in the 1930's and 1940's! The smaller porcelain distribution pieces, although typically brown, were also provided in many colours. These were provided as markers (Green for series street light circuits, Yellow to denote a power line on a telephone pole, etc.) or to identify different utility company lines or circuits. An incredible number of colours have been found and will rival the most colourful glass display! In addition to the North American insulators described above, there is a whole world of other unique and fascinating porcelain. Many foreign countries like Britain used porcelain almost exclusively, even in the telegraph days. Much of the early foreign porcelain was of much better quality than the American counterparts. Many unique styles and colours are available. See the book Worldwide Porcelain Insulators for additional information. All over word china is the worlds largest insulators manufacturer of all types of insulators it cover all over world and supply to many power sectors and private companies China covers insulator market and supply all over in the world Insulators use in transmission and distribution lines . INSULATOR MANUFATURER INDIA
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Figure 1
INTRODUTION TO THE COMPANY
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SHREEJI POWER AND INSULATORS PVT. LTD.
Shreeji Power and Insulators Pvt. Ltd., a unit of Kiran group of companies has set up one of the country's largest manufacturing plant at Gandhidham-Kandla complex, Gujarat producing high voltage porcelain insulators for transmission and distribution lines. The Kiran Group is one of the World's leading provider of Single Window integrated logistics services with an expertise and experience of two decades, built with visionary leadership, having a huge workforce of more than 1000 persons. The administration office is well equipped with state-of art technology information and communications system with highly motivated, wellqualified and experienced staff which works in the utmost favours of the company. The company manufactures all kinds of suspension insulators for varied applications, upto 420 kN rating. To meet the ever growing demand of disc insulators for T&D lines, we will be manufacturing disc insulators of 45KN to 320KN rating of both plain and anti-fog type, with creepage distances for normal and highly polluted areas and protective zinc sleeves to combat the deterioration of ball pin due to corrosion. At Shreeji power and Insulators, we fully recognize the process of selecting critical components like insulators as it tends to involve very long term commitments. Indeed the future economics, long term performance and maintenance requirements of any electrical network are all, more or less determined at the time when these critical components like insulators are specified and purchased.
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THE VISION
To achieve a pre-eminent status in the Global Power Sector, by being an influential contributor in Power Transmission System Reliability.
MISSION STATEMENT
To provide the most Reliable and Technically Advanced Insulators for Transmission & Distribution by continuously upgrading our Core Competencies, Technological inputs, Human Resource and Research & Development, thereby providing best value to our clients, employees and society, at large. We fully appreciate the potential impact of insulator quality, performance and selection decision over the long term. Insulators typically represent 3 to 4% of total capital cost yet it accounts for approximately 40% of total maintenance cost of lines. This leverage factor is probably not at all uncommon in the power utility industry. Essentially this means designing, manufacturing, testing and specifying insulators deserves a great deal of attention, simply because a decision made today will have a profound impact over the longer term. Keeping these facts in view and tomorrow growing and challenging demands of insulators, we have employed best technology in terms of plant and equipment, body and glaze recipes, firing technology, assembly and testing facilities... All technological inputs and technical know-how are being provided by the veteran in this field with 40 years experience in the industry both in India and abroad. Strong Workforce of 200 Skilled Workers led by highly qualified and experienced Engineers. Putting the Best Foot Forward to be the Front Runners of Tomorrow!!
PRODUCT PORTFOLIO
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SPIPL has focused on Manufacturing of Porcelain Disc Insulators to begin with. Currently the full fledged production is on for.. 45 kN Normal Disc 70 kN Normal Disc 90 kN Normal Disc 120 kN Normal Disc 160 kN Normal Disc 70 kN and 90 kN Anti-fog Disc
Production will soon begin for.. 320 kN Normal Disc 120 kN Anti-fog Disc 160 kN Anti-fog Disc Pin Insulators Shackle Insulators
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MANUFACTURING FACILITY
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Manufacturing plant located at Bhachau, Kutch is spread out in an area of 41582 sq. mts. Equipped with most up-to-date equipments and state-of-the-art Technology information and Communication System. Workforce of 250 Highly skilled and Motivated workers. Guided and Inspected by veterans in Insulator Industry.
UNIQUE FEATURES
High Reliability High reliability is achieved by proven technology and rigorous process control... Use of High Quality Raw Material Reliable High strength porcelain insulators requires Strict control of mines from where raw material is received. Intensive technology of material analysis Strict incoming inspection Use of only approved material Fine and uniform distribution of particles Optimum Design Engineering Suitable head design with least stress concentration. X-3s >= M&E rating with consistent mechanical strength (X: average, s: standard deviation in M&E test)
Reduced weight and compact design Fine and uniform distribution of particles M&E Test: Electromechanical failing load test as per IEC 60383-1
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Advanced Manufacturing Technology Automated mass production system Uniform quality by reduction firing and process control Control of porcelain thermal expansion Precise assembly of cap and pin without stress concentration Excellent Long-Term Performance
Long-Term Performance Evaluation Thermal-Mechanical (T&M) performance test as per IEC 60383-1 or ANSI C29.2 is to evaluate long-term reliability of insulators. Test Method IEC 60383-1 Load Temperature Duration
Pub. 60-65% of Specified -30-C to +40-C 4days E&M failing load (24- (24-hour cycle) hour cycle)
Acceptance Criteria for T&M Test To exclude poor quality insulators, M&E test results before and after T&M test are: R-3s>specified M&E failing load (R: mean value, S: standard deviation) Zinc Sleeve Contaminated and wet insulators display a biased leakage current having DC component. This DC component causes electrolytic corrosion and reduction of pin diameter. To overcome this problem zinc sleeve is fused on the ball pin. Pin Corrosion of suspension (disc) insulator Resultant reduction of mechanical strength Breakage of porcelain body due to expansion of pin
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Zinc Sleeve to prevent pin corrosion Galvanic ally positive Large potential difference from iron Sacrificial electrode at cement boundary Bonded area of sleeve: Min. 80% of sleeve/pin interfacial area to prevent Purity of zinc >-99.8% to prevent granular corrosion corona discharges
ACCREDITATIONS
SHREEJI POWER & INSULATORS PVT LTD is Certified by BUREAU VERITAS with ISO 9001:2008 Standards
SHREEJI POWER & INSULATORS PVT LTD is Certified by CPRI, Bangalore.
QUICK FACTS
Year of Establishment
July 2009
Vision
" To achieve a pre-eminent status in the Global Power Sector, by being

an influential contributor in Power Transmission System Reliability."
Industry
PORCELAIN INSULATORS MANUFACTURER,SUPPLIERS,WHOLE SALLER,
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Venture
UNIT OF KIRAN GROUP OF COMPANIES
Corporate Office
KIRAN HOUSE Plot No.-8, sector -8, Gandhidham-kutch Gujarat India Ph : +91-2836-391000-09 , Fax : +91- 2836-231422 Email spipl@thekirangroup.com
Works
Survey No. 321 , Nani Chirai, N.H. no.8, Dist-bhachau-Kutch, Gujarat India
Website
www.thekirangroup.co.in
PRODUCTS
An insulator is a mechanical support! Primary function - support the line mechanically Secondary function electrical Insulator Types For simplicity will discuss in terms of three broad applications: Distribution lines (thru 69 kV) Transmission lines (69 kV and up) Substations (all voltages) Air is the insulator Outer shells/surfaces are designed to increase leakage distance and strike distance
Distribution lines Pin type insulators -mainly porcelain, growing use of polymeric (HDPE high density polyethylene), limited use of glass (in US at least) Line post insulators porcelain, polymeric Dead end insulators polymeric, porcelain, glass Spool insulators porcelain, polymeric Strain insulators, polymeric, porcelain
Types of Insulators Distribution
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Transmission lines Suspension insulators - new installations mainly NCIs, porcelain and glass now used less frequently Line post insulators mainly NCIs for new lines and installations, porcelain much less frequent now
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Chart -1
MARKET OVERVIEW
With the potential to emerge as one of the largest in the world. Presently, India is up coming many largest power projects
India is the largest commercial electrical market in the world largest power projects in the world and is expected to be the 5th largest market by 2020 The industry has emerged as a key contributor to the Indian economy
PLAYERS-INDIAN INSULATOR INDUSTRY
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The Indian electrical industry is highly competitive with a number of global and Indian insulator companies present. There are five largest manufacturer in India which have largest manufacturing capacity up to 15000 tonnes /annum.
1. ADITYA BIRLA INSULATORS PVT LTD (BARODA GUJARAT) 2. BHARAT HEAVY ELECTRICAL LIMITED (BHEL) 3. SHREEJI POWER & INSULATORS PVT LTD( GANDHIDHAM) 4. W S INDUSTRIES (CHENNAI) 5. RASHTRIYA ELECTRICAL & ENGINEERING CORPORATION
INDIAN POWER SECTOR The power sector has registered significant progress since the process of planned development of the economy began in 1950. Hydro -power and coal based thermal power have been the main sources of generating electricity. Nuclear power development is at slower pace, which was introduced, in late sixties. The concept of operating power systems on a regional basis crossing the political boundaries of states was introduced in the early sixties. In spite of the overall development that has taken place, the power supply industry has been under constant pressure to bridge the gap between supply and demand. Growth of Indian power sector Power development is the key to the economic development. The power Sector has been receiving adequate priority ever since the process of planned development began in 1950. The Power Sector has been getting 18-20% of the total Public Sector outlay in initial plan periods. Remarkable growth and progress have led to extensive use of electricity in all the sectors of economy in the successive five years plans. Over the years (since 1950) the installed capacity of Power Plants (Utilities) has increased to 89090 MW (31.3.98) from meagre 1713 MW in 1950, registering a 52d fold increase in 48 years. Similarly, the electricity generation increased from about 5.1 billion units to 420 Billion units 82 fold increase. The per capita consumption of electricity in the country also increased from 15 kWh in 1950 to about 338 kWh in 1997-98, which is about 23 times. In the field of Rural Electrification and pump set energisation, country has made a tremendous progress. About 85% of the villages have been electrified except farflung areas in North Eastern states, where it is difficult to extend the grid supply. Structure of power supply industry In December 1950 about 63% of the installed capacity in the Utilities was in the private sector and about 37% was in the public sector. The Industrial Policy Resolution of 1956 envisaged the
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generation, transmission and distribution of power almost exclusively in the public sector. As a result of this Resolution and facilitated by the Electricity (Supply) Act, 1948, the electricity industry developed rapidly in the State Sector. In the Constitution of India "Electricity" is a subject that falls within the concurrent jurisdiction of the Centre and the States. The Electricity (Supply) Act, 1948, provides an elaborate institutional frame work and financing norms of the performance of the electricity industry in the country. The Act envisaged creation of State Electricity Boards (SEBs) for planning and implementing the power development programmes in their respective States. The Act also provided for creation of central generation companies for setting up and operating generating facilities in the Central Sector. The Central Electricity Authority constituted under the Act is responsible for power planning at the national level. In addition the Electricity (Supply) Act also allowed from the beginning the private licensees to distribute and/or generate electricity in the specified areas designated by the concerned State Government/SEB. From, the Fifth Plan onwards i.e. 1974-79, the Government of India got itself involved in a big way in the generation and bulk transmission of power to supplement the efforts at the State level and took upon itself the responsibility of setting up large power projects to develop the coal and hydroelectric resources in the country as a supplementary effort in meeting the countrys power requirements. The National thermal Power Corporation (NTPC) and National Hydroelectric Power Corporation (NHPC) were set up for these purposes in 1975. North-Eastern Electric Power Corporation (NEEPCO) was set up in 1976 to implement the regional power projects in the North-East. Subsequently two more power generation corporations were set up in 1988 viz. Tehri Hydro Development Corporation (THDC) and Nathpa Jhakri Power Corporation (NJPC). To construct, operate and maintain the inter-State and interregional transmission systems the National Power Transmission Corporation (NPTC) was set up in 1989. The corporation was renamed as POWER GRID in 1992.
GENERATION CAPACITY
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300,000
285,000
Installed Capacity (MW)
250,000
197,450
200,000 150,000 100,000 50,000 1980 1990 2007 2012 2017

28,000 66,000 128,581
Sources : Power ministry
chart -2
The policy of liberalisation the Government of India announced in 1991 and consequent amendments in Electricity (Supply) Act have opened new vistas to involve private efforts and investments in electricity industry. Considerable emphasis has been placed on attracting private investment and the major policy changes have been announced by the Government in this regard which are enumerated below: The Electricity (Supply) Act, 1948 was amended in 1991 to provide for creation of private generating companies for setting up power generating facilities and selling the power in bulk to the grid or other persons. Financial Environment for private sector units modified to allow liberal capital structuring and an attractive return on investment. Up to hundred percent (100%) foreign equity participation can be permitted for projects set up by foreign private investors in the Indian Electricity Sector. In 1995, the policy for Mega power projects of capacity 1000 MW or more and supplying power to more than one state introduced. The Mega projects to be set up in the regions having coal and hydel potential or in the coastal regions based on imported fuel. The Mega policy has since been refined and Power Trading Corporation (PTC) incorporated recently to promote and monitor the Mega Power Projects. PTC would purchase power from the Mega Private Projects and sell it to the identified SEBs.
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In 1995 GOI came out with liquid fuel policy permitting liquid fuel based power plants to achieve the quick capacity addition so as to avert a severe power crisis. Liquid fuel linkages (Naphtha) were approved for about 12000 MW Power plant capacity. The non-traditional fuels like condensate and or impulsion have also been permitted for power generation.
Demand Projections X 1000MW

250 200 150 100 50 0 2001/02 2006/07 2011/12 2016/17 Demand
Source : TERI Energy data directory and yearbook

Chart : 3
This opportunity remains unrealized. The primary reason lies in the distribution link in the value chain. The generation companies have not found it easy to recover their dues from their biggest buyers, namely the State Electricity Boards (SEBs). SEBs are under huge losses to the tune of Rs. 26,000 crore per year primarily due to power theft and inefficient billing and collection. Losses due to power theft alone are approximately Rs. 20,000 crore per annum. At the national level, only 55% (Rs. 62,000 crore) of the total energy generated is billed out and only 41% (Rs. 46,000 crore) is realized. This has adversely affected the confidence of the private investors and the existing generation companies have their funds tied up in huge outstanding payments from the SEBs. The Electricity Laws (Amendment) Act, 1998 passed with a view to make transmission as a separate activity for inviting greater participation in investment from public and private sectors. The participation by private sector in the area of transmission is proposed to be limited to construction and maintenance of transmission lines for operation under the supervision and control of Central Transmission Utility (CTU)/State Transmission Utility (STU). On selection of the private company, the CTU/STU would recommend to the CERC/SERC for issue of transmission licence to the private company. The function of the State Transmission Utility shall be to undertake transmission of energy through intra-state transmission system and discharge all functions of planning and coordination relating to intra-state transmission system with Central Transmission Utility, State Governments, generating companies etc
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Private sector The initial response of the domestic and foreign investors to the policy of private participation in power sector has been extremely encouraging. However, many projects have encountered unforeseen delays. There have been delays relating to finalization of power purchase agreements, guarantees and counter-guarantees, environmental clearances, matching transmission networks and legally enforceable contracts for fuel supplies. The shortfall in the private sector was due to the emergence of a number of constraints, which were not anticipated at the time the policy was formulated. The most important is that lenders are not willing to finance large independent power projects, selling power to a monopoly buyer such as SEB, which is not financially sound because of the payment risk involved if SEBs do not pay for electricity generated by the IPP. Uncertainties about fuel supply arrangements and the difficulty in negotiating arrangements with public sector fuel suppliers, which concern penalties for nonperformance, is another area of potential difficulty. It is important to resolve these difficulties and evolve a framework of policy which can ensure a reasonable distribution of risks which make power sector projects financially attractive. The capacity addition programme for the 9th Plan envisaged around 17,588 MW to be added by private generating companies. In order to achieve the targeted private sector capacity addition during the Ninth Plan, the following additional facilitating measures have recently been suggested by the promoters. Most of these have been accepted while some of them are under the consideration of the Government.
CAPACITY ADDITION DURING 9 T H PLAN
Power supply position at the beginning of 9th plan The total installed capacity at the beginning of 9th Plan i.e. 1.4.97 was 85,795 MW comprising 21,658 MW Hydro, 61,012 MW Thermal including gas and diesel, 2,225 MW Nuclear and 900 MW Wind based power plants. The actual power supply position at the beginning of the 9th Plan indicates peak shortage of 11,477 MW (18%) and energy shortage of 47,590 MU (11.5%) on All India basis. To meet the growing demand and shortages encountered, sufficient capacity would need to be added in subsequent plan periods.
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Business Development Project(Marketing Management) 2010 POWER SECTOR - INVESTMENT IN POWER SECTOR IN 11 T H PLAN (FY08 12)
Ninth plan capacity addition programme
figure -2
The Working Group on Power, constituted by Planning Commission, in its report of December 1996 had formulated, a need based capacity addition programme of 57,735 MW for the Ninth Plan which would by and large meet the power requirements projected in 15th Electric Power Survey Report. However, it was felt that this capacity addition of 57,735 MW is not feasible and a target for capacity addition of 40245 MW was fixed for Ninth Five-year plan. The above target was finalised after considering the status of Sanctioned/ongoing schemes, new projects in pipeline, likely gestation period for completion of the projects and likely availability of funds. The Sector-wise/type-wise details are given below: Sector-wise / type-wise capacity addition programme during ninth plan (Figures in MW) Sector Central State Private TOTAL Hydro 3455.0 5814.7 550.0 9819.7 Thermal 7574.0 4933.0 17038.5 29545.5 Figure 3 Nuclear 880 ----880.0 Total 11909 10747.7 17588.5 40245.2
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Power Sector at a Glance "ALL INDIA" As on 28-02-2010 Source:CEA
1.Total Installed Capacity:
Power for All by 2012
Sector
MW 78,378.14 50,522.63
%age 52.5 34.0
State Sector
Central Sector
Private Sector
28,328.71
13.5
Total
1,57,229.48
Figure 4
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Fuel
MW 100598.98 Coal 82,343.38 Gas 17,055.85 Oil 1,199.75 36,863.40 4,340.00 15,427.10 1,57,229.48
%age 64.6 53.3 10.5 0.9 24.7 2.9 7.7
Total Thermal
Hydro (Renewable)
Nuclear
RES** (MNRE)
Total
Figure -4 Renewable Energy Sources(RES) include SHP, BG, BP, U&I and Wind Energy.
Abbreviation:---

Note:-
SHP= Small Hydro Project BG= Biomas Gasfier BP= Biomass Power U & I=Urban & Industrial Water Power RES=Renewable Sources.
The installed of certain generating stations have been reconciled and latest upration/ deration capacity is indicated. The generation ststions with installed capacity less than or equal to 25 MW are indicated under RES.
The proportionate distribution of shares in respect of Bhilai TPP (J V of Bhilai Steel and NTPC) has been done as per tentative allocation communicated by IRP Div viz 220 MW for NTPC out of 500 MW of Unit
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TRANSMISSION
A power transmission cable operated by BEST in Mumbai, India. Transmission of electricity is defined as bulk transfer of power over a long distance at high voltage, generally of 132kV and above. In India bulk transmission has increased from 3,708ckm in 1950 to more than 165,000ckm today(as stated by Power Grid Corporation of India). The entire country has been divided into five regions for transmission systems, namely, Northern Region, North Eastern Region, Eastern Region, Southern Region and Western Region. The Interconnected transmission system within each region is also called the regional grid. The transmission system planning in the country, in the past, had traditionally been linked to generation projects as part of the evacuation system. Ability of the power system to safely withstand a contingency without generation rescheduling or load-shedding was the main criteria for planning the transmission system. However, due to various reasons such as spatial development of load in the network, non-commissioning of load centre generating units originally planned and deficit in reactive compensation, certain pockets in the power system could not safely operate even under normal conditions. This had necessitated backing down of generation and operating at a lower load generation balance in the past. Transmission planning has therefore moved away from the earlier generation evacuation system planning to integrate system planning. While the predominant technology for electricity transmission and distribution has been Alternating Current (AC) technology, High Voltage Direct Current (HVDC) technology has also been used for interconnection of all regional grids across the country and for bulk transmission of power over long distances. Certain provisions in the Electricity Act 2003 such as open access to the transmission and distribution network, recognition of power trading as a distinct activity, the liberal definition of a captive generating plant and provision for supply in rural areas are expected to introduce and encourage competition in the electricity sector. It is expected that all the above measures on the generation, transmission and distribution front would result in formation of a robust electricity grid in the country.
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Business Development Project(Marketing Management) 2010 DISTRIBUTION
The total installed generating capacity in the country is over 147,000MW and the total number of consumers is over 144 million. Apart from an extensive transmission system network at 500kV HVDC, 400kV, 220kV, 132kV and 66kV which has developed to transmit the power from generating station to the grid substations, a vast network of sub transmission in distribution system has also come up for utilization of the power by the ultimate consumers. However, due to lack of adequate investment on transmission and distribution (T&D) works, the T&D losses have been consistently on higher side, and reached to the level of 32.86% in the year 2000-01.The reduction of these losses was essential to bring economic viability to the State Utilities. As the T&D loss was not able to capture all the losses in the net work, concept of Aggregate Technical and Commercial (AT&C) loss was introduced. AT&C loss captures technical as well as commercial losses in the network and is a true indicator of total losses in the system. High technical losses in the system are primarily due to inadequate investments over the years for system improvement works, which has resulted in unplanned extensions of the distribution lines, overloading of the system elements like transformers and conductors, and lack of adequate reactive power support.
The commercial losses are mainly due to low metering efficiency, theft & pilferages. This may be eliminated by improving metering efficiency, proper energy accounting & auditing and improved billing & collection efficiency. Fixing of accountability of the personnel / feeder managers may help considerably in reduction of AT&C loss. With the initiative of the Government of India and of the States, the Accelerated Power Development & Reform Programme (APDRP) was launched in 2001, for the strengthening of Sub Transmission and Distribution network and reduction in AT&C losses. The main objective of the programme was to bring Aggregate Technical & Commercial (AT&C) losses below 15% in five years in urban and in high-density areas. The program me, along with other initiatives of the Government of India and of the States, has led to reduction in the overall AT&C loss from 38.86% in 2001-02 to 34.54% in 2005-06. The commercial loss of the State Power Utilities reduced significantly during this period from Rs. 29331 Crore to Rs. 19546 Crore. The loss as percentage of turnover was reduced from 33% in 2000-01 to 16.60% in 2005-06. The APDRP programme is being restructured by the Government of India, so that the desired level of 15% AT&C loss could be achieved by the end of 11th plan
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SWOT ANALYSIS OF SPIPL

The SWOT analysis provides information that is helpful in matching the firms resources and capabilities to the competitive environmental in which it operates. As such, it is instrumental in strategy formulation and selection . the following diagram shows how a SWOT analysis fits in to an environmental scan
Chart -4
STRENGTH:-
SHREEJI POWER & INSULATORS PVT LTD, has set up one of the country's largest manufacturing plant at Gandhidham-Kandla complex, Gujarat producing high voltage porcelain insulators for transmission and distribution lines.
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SHREEJI POWER AND INSULATORS PVT. LTD. , a unit of Kiran group of companies and The Kiran Group is one of the World's leading provider of Single Window integrated logistics services with an expertise and experience of two decades, built with visionary leadership, having a huge workforce of more than 1000 persons. The company manufacturing capacity is about 15000 tonnes per/annum and 5000 pieces /day with have strong work force The company have a Strong Workforce of 200 Skilled Workers led by highly qualified and experienced Engineers. Manufacturing plant is spread out in an area of 41582 sq. Mts and the company have most useful facility to exports their products in out side country via shipping from Kandla port The company have strong brand name of Kiran group who is one of the World's leading provider of Single Window integrated logistics services with an expertise and experience of two decades, built with visionary leadership, having a huge workforce and very reputed name in the market Shreeji Power and Insulators Pvt. Ltd is Certified by Bureau Veritas with ISO 9001:2008 Standards. And there are many benefits of ISO certificate
WEAKNESS OF SPIPL
Shreeji Power and Insulators Pvt. Ltd is new developed company and started production on July 1, 2009 at a Manufacturing plant equipped with latest Machinery and Testing Equipments. so it has not strong network in the market because of new entering the market Shreeji power and insulators Pvt Ltd produced only disc insulators not all types of insulators so in the market they can not satisfied the needs of all customers and also still not more developed because of the new company The company is new manufacturer so it has little knowledge and experience about sales and the electricity company needed the vendors experience and performance certificates In an insulator industries all user company of insulators have a strong marketing network in composition of Shreeji power and insulators pvt Ltd, have weak network because of started in 1 July 2009 so their have not much orders given by the customers
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Business Development Project(Marketing Management) 2010 OPPORTUNITIES OF SPIPL
Shreeji power have great opportunity to take over the small manufactures of insulators industries because of Shreeji power have large manufacturing capacity Shreeji Power and Insulators Pvt. Ltd have strong Workforce of 250 Highly skilled and Motivated workers. So it can maximum utilization of work It have brand name of Kiran group so it can use their brand name and contact with more power sector company and built and strong network and entering the whole market as well as possible Shreeji Power and Insulators Pvt. Ltd have largest manufacturing capacity of production it has capacity to produce 5000 pieces / day so they have opportunity to take large order in the market and built up the strong brand in insulators industries Shreeji Power and Insulators Pvt. Ltd have opportunity to take place in the insulator market because of the newly developed company so it can try to give best services to the customers and give best quality of the products Shreeji Power and Insulators Pvt. Ltd have Manufacturing plant located at Bhachau, Kutch is spread out in an area of 41582 sq. mts. So it has opportunity to produced more products and cover all over insulator market
THREATS
In insulator industries there many manufacturers of insulators in india and all have different types of selling strategy there are many competitors in insulators manufacturing so it is not easy the sell the products in the market All manufacturer have different prices of the products sometimes many manufacturer can sell their products in very less prices because of cover all over markets and built a strong network in the market so they can sell their products very low range Many manufacturer have strong network in power sector industries so they its not easy to entering the market and build a strong network in stead of their existing vendors Competitors are always superiors and think innovative to sell their products it is not easy to break their customer and also entering the market of insulator industries Some manufacturer have get raw material from their destination so they have not so much paid production coast so they can sell their products very low price which some times other company can not sell their products in low price because of more coast of production expense.
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Business Development Project(Marketing Management) 2010 COMPERATIVE ANALYSIS
Comparative analysis answers questions about how and why a system will react to perturbations of its parameters. For example, comparative analysis can explain why the period of a spring/block system would increase if the mass of the block were larger. This paper formalizes the problem of comparative analysis and describes a solution technique, differential qualitative analysis; the technique only works if the system can dynamically change perspectives when it compares the values of parameters over intervals. This paper shows how perspectives can be used for comparative analysis, summarizes a soundness proof for the technique, demonstrates incompleteness, describes a working implementation, and presents experimental results. Three strategies are used in comparative methodologies: illustrative comparison, complete or universe comparison, and sampled-based comparisons (Sarana 1975). They are distinguished by the units of comparison (including cultures, societies, regions, or communities) and the particular items or features used to compare the units. Societies as units can be compared by examining items or traits such as institutions or practices. Illustrative comparison is the most common form of comparative analysis and has been employed extensively by theorists from diverse camps. Items are used as examples to explain or exemplify phenomena found in different units. They are chosen for their illustrative value and not systematically selected to be statistically representative. Illustrative comparisons are used in historical reconstructions, and to support interpretations or general assertions. Ethnographic case studies are commonly justified as the source for illustrative comparisons.
The second strategy is complete or universe comparison, in which all elements of the domain within the study, defined geographically (e.g., global or regional) or topically (e.g., analytical concepts or institutions), form the units of comparison. Comprehensive regional ethnographic surveys and analyses of particular topics, such as the national population health indicators of the World Health Organization reports, employ this approach.
Finally, sampled comparison strategically delimits part of the whole, with the goal of selecting data that are statistically representative of the variations within the whole and are intended as the basis for statistical generalizations. While studies of this type abound in sociology and human geography, they are much less common in anthropology. Within anthropology, the most widely known example is the George Murdock's Human Relations Area Files.
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Business Development Project(Marketing Management) 2010 COMPETITORS IN GUJARAT
There are many insulator manufacturer in Gujarat who is manufacturing same products in some of them manufacturers compare to the Shreeji Power & Insulators Pvt Ltd.
1.
Prime Insulators Pvt. Ltd. was incorporated on 26th May 2006. It is located at Dalpur in the state of Gujrat. we have emerged as a prominent manufacturer of high tension Insulator. Prime Insulators Pvt. Ltd. is an ISO 9001 : 2000 Certified Company engaged in the production of electro porcelain insulators. We are the prominent manufacturer, supplier, exporter of Disc Insulators, Guy Insulator, Line Post Insulator, Lightning Arrestors, Transformer Bushings, etc
PRODUCTS PORTFOLIO PRIME INSULATOR PVT LTD
Disc Insulators Guy Insulator Line Post Insulator Lightning Arrestors Pin Insulators Post Insulators Transformer Bushings Shackle Insulator
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About prime insulators

:
Name of CEO
MR. NARESH PATEL
Year of Establishment
2006
Nature of Business
MANUFACTURER, SUPPLIER & EXPORTER
Number of Employees
250
Annual Sales
RS. 20 CRORE
Market Covered
WORLDWIDE
Source www.indiatime.net.in
2. Real Insulators
Real Insulator was incorporated in the year 2008 at Morbi, Gujarat. The company was originally incepted under the name of Volvo Refractory. Mr. Shailesh Amrutiya is the revered CEO of the company under whose enterprising headship the company has been scaling new heights in the market. Network With their well established business that spread all over the country, we have been able to attract a large number of customers. their network has also helped us in serving their clients in the remotest part of the market as well. Consequently, we are one of the leading Disc Insulators Manufacturers and Suppliers from India. Infrastructure and Team Their have a sound infrastructural base that is located in 1,10,000 Sq. Feet area in an eco-friendly environment. their have equipped with high tech machineries that assist us in delivering quality products to customers. Also, they posses a team of expertise
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engineers that forms the cornerstone of our esteemed organization. In addition to this, they also have a well-equipped R&D laboratory for the testing of the quality of manufactured products. At present our manufacturing capacity is 2600 metric ton per annum. Clientele As we aim to deliver standardized quality products to our customers, we have succeeded in garnering Large number of customers all over the country. Additionally, we have also received various apreciation remarks from our customers that have further augmented our list of customers nationally.
Name of CEO
: MR. SHAILESH AMRUTIYA
Establishment Year
: 2008
Primary Business Type
: MANUFACTURER & SUPPLIER
Market Cover
: DOMESTIC
Products We Offer
: PIN INSULATORS, POST INSULATORS, DISC INSULATORS & TRANSFORMER BUSHING
COMPANY MANUFACTURING :-
PIN INSULATOR
POST INSULATOR
DISC INSULATOR
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3.ADITYA BIRLA INSULATORS
Aditya Birla Insulators, India's largest makers of high-performance insulators, has leveraged the power of reliability, to provide world-class insulating solutions to the power industry.
Aditya Birla Insulators delivers highly dependable products, making the company one of the most trusted names in the industry. Aditya Birla Insulators provides a comprehensive range of high-performance insulators to the power industry in India as well as overseas. Our insulators cater to the entire spectrum of sub-station and transmission insulators. We specialise in the production of high strength equipment porcelains for use in SF6 circuit breakers, instrument transformers, condenser bushings, disconnectors, insulators for the traction system of the Indian Railways, and high-end transmission products up to 765 KV system voltages.
Substation, traction, line post insulators
Solid core station post insulators Long rod insulators Traction insulators for railway electrification Apparatus porcelain insulators Solid core line post insulators
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Transmission insulators
Suspension disc insulators Pin insulators Multi cone post insulators
OF ADITYA BIRLA INSULATORS
Marketing office
801-802, Gunjan Tower Near Alembic Petrol Pump Alembic - Gorwa Road Vadodara 390023 Gujarat India Tel: +91 265 3083669, 3083670 Fax: +91 265 3083668 E-mail: abi.domestic@adityabirla.com abi.export@adityabirla.com
COMPETITORS IN ALL OVER INDIA
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There are many competitor in Indian insulators industries some of them are show in all sides in some of companies are showing as following as ;Insulators manufacturer in India
Delhi-Gurgaon-Faridabad (North) 1. 2. 3. 4. 5. CJI Porcelain Pvt Ltd, New Delhi Jaipuria Brothers, New Delhi GENERAL POWER COMPANY PVT. LTD., New Delhi Naresh Potteries, Khurja Uttar Pradesh Rajeev Industries, Khurja uttar Pradesh
Gujarat - Rajsthan(East) 1. 2. 3. 4. Mangalam Industrial Products, Ahmedabad, Gujarat, Balaji Electrical Insulators Private Limited, Ahmedabad A.K.India Ceramic Pvt. Ltd., Bikaner rajasthan Taruna Dechome Private Limited, Bikaner rajasthan
kolkata (West) 1. Sampat Ceramics Private Limited, Kolkata west Bengal 2. Reliance Potteries, Kolkata west bengal
Chennai -Bangalore- (South) 1. W. S. Industries (India) Limited, Chennai, Tamil Nadu 2. Resistors India Mfg. Co., Kanchipuram, Tamil Nadu
CUSTOMER BUYING BEHAVIOR
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All firms, whether making products or delivering services, sell something and are therefore dependent in one way or another on their customers. The satisfaction of customers needs and wants is, according to Brassington and Pettitt (2000), the essence of marketing philosophy. To investigate how the buying behavior of firms work is always needed, since it is an ever changing process influenced by many forces in its surroundings. Industrial firms tend to have a smaller number of customers. This thesis deals with industrial buying behavior in the sealing systems in insulator market. Indian power sector have huge investments there are very important. Thus, in order to not lag behind, marketers need to understand the buying behavior of organizations since this is a key to success when formulating marketing strategies. The aim of this thesis is to provide a better understanding of the supplier selection criteria and the dimensions and roles in the buying center for different buy classes. Shreeji power & Insulators Pvt Ltd is trying to widely spread all over in india and various hot spots in the world with enormous resources of manufacturing of insulators. In the recent years with removing of some limitations in foreign investment in India, MNCs become more interested in these projects and they invested huge amounts of money in India. Financing, Engineering, Consulting, Construction, Logistic, Procurement and many other companies are involved in one hand and on the other hand even the governments are involved and Political, Economical, Social and Technological issues and many upcoming power projects will working in india Buying behavior of the customer is depend upon the quality of the products and services given bye the company Customer need high quality of products and best service in low prices so they always buying products if the company give them best quality precuts and best services All customer wants that their suppliers give them best products from short period time and also low range There are many competitors and also many buyers of insulators industries generally customer buying the products on the basis of companies performance and supply experience and customer also see their brand in the market and its marketing network and financial status and also observed the location and manufacturing capacity We have best manufacturing capacity from the others and Shreeji powers and insulators pvt ltd have strong brand name of Kiran group which have strong network in india Customer needs best quality and best products so we can focus on the quality of products and after sales service so the customers satisfied with us
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On the other hand contractor companies are responsible for preparing a tender and processing all necessary things to choose an EPC (Engineering, Procurement and Construction) company for implementing the project. Contractors in India usually are big governmental companies; they arent interested in service and in some way they dont care about the End-User they want to control implementing of a project in a scheduled an specified time and budget with an EPC company. End-users usually arent involved in the projects and they are not decision makers but the interesting thing is that they must operate something that they didnt have any role on its implementation and if someone makes a mistake then the End-User will be in trouble all the time in future EPC companies also are very big and international companies that get the order for Basic and Detail Engineering, procurement of all necessary equipments and construction. They must implement the project in a specified time with a defined budget. EPC companies usually are concerned about time and money. They have to be on time and in case of delay they must pay plenty of penalties to the contractor. On the other hand they have a defined budget and they should also be profitable. They dont care about the End-User and his interests. In some cases the projects are so big that even very big EPC companies couldnt do the job alone and they have to make some Joint Ventures that it makes the work more and more complicated. In such cases we should consider various duties of each party and their interests also. But in all projects, EPCs are responsible for procurement and all the suppliers and sub- suppliers should deal with them. So we have to understand their buying behavior. Buy classes might be useful when explaining the general importance of a purchasing decision; They should not be used to infer other buying behavior concepts such as the influence on the purchases. Another study by Rheingold (1986) found that the buy grid better represents the purchases of some products than it does for others. As for example it was concluded that the process was quite representative for an information process system but less representative for the purchase of replacement office furniture. There exists some criticism towards the buy grid, but the framework is still useful for the understanding of the buying process (Haas, 1995). Environmental factors determine values and norms in buyer-seller interaction as well as between competitors. They also influence the flow of information entering an organization. It is considered crucial to understand the impact of technological change in order to make appropriate strategic decisions. Therefore, due to the importance of studying environmental factors, overlooking them can become very dangerous.
Source: Lulea University of Technology
TARGET COMPANIES OF SHREEJI POWER AND INSULATORS PVT LTD.
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Shreeji power and insulators pvt ltd have to contact with the power sectors and power projects and other private company to entering the market. And Spipl should have to focus on the vendor registration process in state electricity boards.I search the users of insulators and prepare this list of customers. State Organisations- SEBs, Departments, Generation
Cos, Transmission Cos, Distribution Co.

Ajmer Vidyut Vitran Nigam Limited Andhra Pradesh Central Power Distribution Company Limited Andhra Pradesh Eastern Power Distribution Company Limited Andhra Pradesh Northern Power Distribution Limited Andhra Pradesh Power Generation Corporation Limited Andhra Pradesh Southern Power Distribution Company Limited Andhra Pradesh Transmission Corporation Limited Assam State Electricity Board Bangalore Electricity Supply Company Limited Bihar State Electricity Board Bihar State Hydroelectirc Power Corporation Limited Central Electricity Supply Company of Orissa Limited Chamundeshwari Electricity Supply Corporation Limited Chhattisgarh State Electricity Board Dakshin Gujarat Vij Company Limited Dakshin Haryana Bijli Vitran Nigam Limited Dakshinanchal Vidyut Vitran Nigam Limited Delhi Transco Limited Durgapur Projects Limited, The Gujarat Energy Transmission Corporation Limited Gujarat Industries Power Company Limited Gujarat Power Corporation Limited Gujarat State Electricity Corporation Limited Gulbarga Electricity Supply Company Limited Haryana Power Generation Corporation Limited Himachal Pradesh State Electricity Board Hubli Electiricity Supply Company Limited Indraprastha Power Generation Company Limited & Pragati Power Corporation Limited Jaipur Vidyut Vitran Nigam Limited Jammu & Kashmir Power Development Department Jharkhand State Electricity Board Jodhpur Vidyut Vitran Nigam Limited Kanpur Electric Supply Company Limited Karnataka Power Corporation Limited Karnataka Power Transmission Corporation Limited Kerala State Electricity Board KPC Bidadi Power Corporation Limited Madhya Gujarat Vij Company Limited Madhya Pradesh Madhya Kshetra Vidyut Vitaran Company Limited Madhya Pradesh Power Generating Company Limited Madhya Pradesh State Electricity Board Madhya Pradesh Transmission Company Limited
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Madhyanchal Vidyut Vitran Nigam Limited Maharashtra State Electricity Distribution Company Limited Maharashtra State Electricity Transmission Company Limited Maharashtra State Power Generation Company Limited Mangalore Electricity Supply Company Limited Meghalaya State Electricity Board Orissa Power Generation Corporation Limited Orissa Power Transmission Corporation Limited Paschim Gujarat Vij Company Limited Paschimanchal Vidyut Vitran Nigam Limited Power Transmission Corporation of Uttarakhand Limited Punjab State Electricity Board Rajasthan Rajya Vidyut Prasaran Nigam Limited Electricity Board Uttar Gujarat Vij Company Limited Uttar Haryana Bijli Vitran Nigam Uttar Pradesh Power Corporation Limited Uttar Pradesh Rajya Vidyut Utpadan Nigam Limited Uttarakhand Jal Vidyut Nigam Limited Uttarakhand Power Corporation Limited West Bengal Power Development Corporation Limited West Bengal State Electricity Transmission Company Limited Western Electricity Supply Company of Orissa Limited
Central Power Sector Organisations

Aravali Power Company Private Limited Bhakra Beas Management Board Bharat Heavy Electricals Limited Bharatiya Nabhikiya Vidyut Nigam Limited Bhartiya Rail Bijlee Company Limited Bhilai Electric Supply Company Private Limited Damodar Valley Corporation DPSC Limited Indian Renewable Energy Development Agency Limited Narmada Hydroelectric Development Corporation Limited National Hydroelectric Power Corporation Limited Neyveli Lignite Corporation Limited 197 North Eastern Electric Power Corporation limited NTPC Electric Supply Company Limited NTPC Hydro Limited NTPC Limited Nuclear Power Corporation of India Limited Pipavav Power Development Company Limited Power Grid Corporation of India Limited Ratnagiri Gas & Power Private Limited Satluj Jal Vidyut Nigam Limited Tehri Hydro Development Corporation Limited Vaishali Power Generating Company Limited
Private Sector Utilities, Independent Power Producers & Developers, Power Generating Companies Hardeep Jadeja Roll No.910016
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AES (India) Private Limited Bhoruka Power Corporation Limited BSES Rajdhani/ Yamuna Power Limited CESC Limited CLP Power India Private Limited Cuddalore Power Company Limited DLF Power Limited Essar Power Limited GMR Energy Limited Godawari Power & Ispat Limited GVK Industries Limited Hindalco Industries Limited Jaiprakash Associates Limited Jaiprakash Hydro Power Limited Jaiprakash Power Ventures Limited Jindal Power Limited Jindal Steel & Power Limited JSW Energy Limited Konaseema Gas Power Limited LANCO Group Malana Power Company Limited Noida Power Company Limited North Delhi Power Limited Reliance Infrastructure Limited Samalpatti Power Company Private Limited Tata Power Company Limited Torrent Power Limited
EPC Contractors & Construction Firms

Bechtel India Private Limited Continental Construction Limited Gactel Turnkey Projects Limited (Formerly Gammon Cooling Towers Limited) Gammon India Limited Hindustan Construction Company Limited Jyoti Limited Jyoti Structures Limited Kalpataru Power Transmission Limited KEC International Limited Larsen & Toubro Limited- Engineering Construction & Contracts Division Shapoorji Pallonji & Company Limited Subhash Projects & Marketing Limited Tata Projects Limited TPSC India Private Limited
Key Equipment Manufacturers, Suppliers & Service

ABB Limited Actaris Alfa Laval India Limited Alstom Projects India Limited Andrew Yule & Company Limited Areva T&D India Limited
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Asian Paints Limited Avon Meters Private Limited Bentec Electricals & Electronic Private Limited Bharat Bijlee Limited BHEL- GE Turbine Services Private Limited Cape Electric Corporation Capital Power System Limited Cement Manufactures Association Champak Industries Contronics Switchgear India Private Limited Conzerv System Private Limited/ (Formerly Enercon System Private Limited) Crompton Greaves Limited Deki Electronics Limited Delhi Control Devices Private Limited DEUTZ Power Systems GmbH & Co. KG Diamond Cables Limited Doosan Engineering & Services India EMCO Limited Enercon Limited GE India Industrial Private Limited Gloster Cables Limited Goliya Electricals Private Limited Grand Polycoats Company Private Limited Hyundai Heavy Industries Indian Transformers Company Limited Jyoti Limited Kanohar Electricals Limited Kusam Electrical Industries Limited Landis Gyr Limited LAPP India Private Limited Larsen & Toubro Limited MTEKPRO Nitin Corporation Rolls- Royce India Limited Siemens Limited Spectrum Filtration STEEL Authority of India Limiteted Suzlon Energy Limited Tarapur Transformers Private Limited Thermax Limited Torrent Cables Limited Toshiba India Private Limited Transformers and Electricals Kerala Limited Universal Power Transformers Limited Utility Powertech Limited WS Industries (India) Limited Yamuna Power & Infrastructure Limited
MAIN ELECTRICAL PLAYERS AND CLIENT
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THE MARKETING PLAN
A marketing plan outlines the specific actions we intend to carry out to interest potential customers and clients in our product and persuade them to Hardeep Jadeja Roll No.910016
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buy the products what we offer.
Should provide a strategy for accomplishing company goals and missions Should be based on facts and valid assumptions Should provide for continuity so that future plans can be built on it for longterm goals Should be simple and short Should be flexible i.e. should provide scope for inclusion of what if scenarios Should specify performance criteria that will be monitored and controlled
MARKETING MANAGEMENT PROCESS
Analysis/Audit - where are we now? Objectives - where do we want to be? Strategies - which way is best? Tactics - how do we get there? (Implementation - Getting there!) Control - Ensuring arrival
What we can do in the marketing plan there are some steps in marketing plan Establishing Goals & Objectives
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Asking oneself Where do we want to go? in terms of Market share, profits, sales, market penetration, new products launching etc. All such goals n objectives should be quantifiable and could be measured for control purposes.
Objective
Every company has objectives. We are simply a matter of deciding where we want to be and when we want to get there.
Situation Analysis
This section describes where our company stands at that moment in time. It includes background on past sales, major competitors, and explanations of recent sales and profit results. It should also feature a forecast for the industry, including opportunities and threats and some mention of the company's strengths and weaknesses versus the competition.
THE MARKETING CONCEPT
choosing and targeting appropriate customers positioning our offering interacting with those customers controlling the marketing effort continuity of performance
KNOW WHAT IS IMPORTANT TO OUR CUSTOMER
Get inside the mind of our customers Find out why they would buy from us. . . or why they would not Truly understand their needs Intentional listening
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Customer analysis Solve their problems
PLACEMENT: GETTING IT TO THE CUSTOMER
Direct to our customer Online Own physical location Indirect to our customer Through agents Through contractors
PROMOTION OF THE PRODUCTS
How we can promote our products and how we can increase our sales from this question we have solution We can implement some steps Common Tools Advertising (print, broadcast, online) Direct mail Email/website Social networking Trade shows/events Cold calling/telemarketing Face-to-face
CHOOSING OUR MARKETING MIX
Factors to consider Choose media our target segments use most.
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Take into account how complex our sale is (big ticket, new technology, multiple decision makers). Use media appropriate for our product. Target your message so that our customer receives it when theyre most receptive. Use an assortment of tactics to send a unified message. Be focused.
TACTICS
Seek out, retain, and train independent sales representatives Hold annual sales meeting. The additional sales representatives require training and a sense of "team spirit. Develop new brochure. Feedback from the field indicates a need for a more detailed brochure that can be used as a direct mailing prior to a sales call, a "leave behind" at the sales call, or as a follow-up to a customer contact.
Obtain magazine reprints. Use high quality reprints of company's trade journal advertisements for distribution by sales representatives, in mailings, and at trade shows. Publicity. The company will use its public relations agency to develop articles of interest to the industry while portraying the firm in a positive light. Emphasis will be placed on publications in the Midwest, particularly in Indian power sector companies. Direct mailing. Purchase prospective customer mailing lists targeting by ZIP Code , Standard Industry Classification (SIC) code, and sales. Develop mailing designed to attract 5 percent or better prospect inquiries, of which 15 percent will become customers. Provide lists to sales representatives and notify them which portion of the list will be mailed and when.
ADVERTISING
We can give advertisement in internet to built a strong net work in the market Advertising Copy Strategy Designing the content of an advertisement.
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Objective: To transmit a particular product message to a particular target
OUR EXPANSION PLAN:
SHREEJI POWERS AND INSULATOR PVT LTD product in upcoming year in the new features as planned.
announced TO manufacturing more
As announced earlier, we plan to produce more products like 120 kN Anti-fog Disc , 160 kN Anti-fog Disc , 210 kN Normal Disc , 320 kN Normal Disc , Pin Insulators ,Shackle Insulators and more product which is use in transmission and distribution lines We have participated in all electricity companys tenders and also bid the price for the particular products We will processing the vendor registration in all electricity board in India and also working the Epc contractors in the insulator market We will connecting with the our customers and will send companys broucher s and we are built strong marketing network in insulator industries
RECOGNITION:
We have best sentence about the products which we have use in our brouchers and Customer can focus only that sentence . We are striving to make Customers Satisfaction a "a vital link in Transmission System Reliability"
MANAGEMENT
SENIOR MANAGEMENT
Mr. MAHESH N. GUPTA MANAGING DIRECTOR
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Mr. MANISH M. GUPTA
Executive Director
Mr. B.K. SETHI
Executive Director
Mrs. PRACHI M. GUPTA
Executive Director (Heads the Marketing)
SMT. KAVITA SHARMA
HR-MANAGER
Key Management Personnel

Mr. R. PADMANABHAN (President, Plant)
Mr. JASWANTRAJ SANKLECHA
(Vice President, Plant)
Mr. DASHRATH G. AGARWAL
(General Manager- Production)
Mr. S.C. JAIN
(Commercial Head and Advisor)
Mr. PRAHLAD JHANWAR
Head- Accounts and Finance
Mr. RUPESH CHOKSI
(General ManagerProduction)
MARKET RESEARCH
How to collect certain information about our customers, market and competitors. This information tells us about our potential market, prices, trends, competition, target customer, its preferences, income, habits, accessibility, convenient time and plans. This information should be Hardeep Jadeja Roll No.910016
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accurate, and reliable to help us make the right business decision.

If we can implementing maketing plan then we should focus on the steps in marketing plan First of all we can collects the data of market over view of insulators industries and then collect Information from the sources of the research so we can research in the market of what information we can needed and what is current market of the products and knowing that what we want to collect information of the market
SCOPE OF MARKETING RESEARCH
Identifying Target Market Identifying Market Characteristics Measurement of Marketing Potential Competitors Analysis Sales Analysis Identify and forecast Business Trends Product Acceptance and Potential
Long Range Forecasting of Marketing Mix Variables Pricing Strategies and Studies
Step One : Defining the Purpose or Objectives

Ask people what they think of the product and collect some background demographics & attitudes of these individuals. How much potential customers would be willing to pay for the product . Where potential customers would prefer to purchase the product . Where the customer would expect to hear about or learn about such a product .
Step Two: Gathering Data from Secondary Sources
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Data that already exists i.e. information from Trade magazines Government Agencies Universities Internet
Step Three: Gathering Information from Primary Sources

Information that is new is Primary data and involves data collection procedures like Observation Networking Interviewing Experimentation
RESEARCH METHODOLOGY
The aim of this research is to discuss and to provide justifications for the selected research instruments. This research methodology gave us guidelines for how we should gather needed information for our research and how to process it. This increased the possibility to receive appropriate answers to our research questions and also to make valuable conclusions. A schematic overview of this chapter is presented in chart The research philosophy is the first topic discussed followed by the research purpose, approach and strategy. Then we review the data collection, sample selection, analysis method and finally the quality criteria for research.
MARKETING RESEARCH PROBLEM

The key aim of the research study is to study the developing business plan ,However, prior to that we need to determine the perception of the customer regarding the companys product and the factors which customers, especially those who want to best quality and best services, look for companys products. In order to achieve this objective we need to look at the dimensions that are meaningful to the customer while enquiring for the companys product, as well as the
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value which they associate with the company. For this purpose the following research objectives were established:
RESEARCH OBJECTIVES
1. 2. 3. 4. 5. Increase public awareness of the company and its services; Increase target market awareness Increase sales and market share; and goodwill of the company Build business relations and Enhance employees relation Determine the best alternative for the management of Shreeji power & Insulator among the available options to tackle the sales of insulators
RESEARCH DESIGN
The research design for my project consists of both exploratory research as well as conclusive research. The following chart outlines the research design followed in my project.
Research Design
MARKETING Research
GENERAL Research
Focus Group Discussion
CUSTOMER VIEW
COLLECTION and Survey
Figure 5
DATA COLLECTION
Data collection is an important step for a successful market research. The success of any market research depends to a large extent on the authenticity and completeness of the data collected.
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Each and every research objective has its own demand for various data collection tools each having its own relevance in a given scenario. For the purpose of our study, I had to choose a combination of data collection methods. I conducted Personally meet to the customers, some telephonic interviews and online surveys.
A DETAILED DESCRIPTION OF THE MODES OF RESEARCH USED IS USED IN THIS PROJECT IS GIVEN BELOW:
CUSTOMER VIEW I also personaly meet with some companys head who is users of Insulator in Mumbai to gain some insight on the existing market situation for know what is requirement of the customers. i interviewed many companies in Mumbai who had worked with the power projects and buyers of insulators. All this combined, helped me to study the positioning strategy of the behaviors of the customers. I also tried to find out the future strategies of SHREEJI POWER &
INSULATORS PVT LTD for increase the relationship with the customers During the conclusive research stage of the project, I collected customers contact details data and also collected information of the upcoming power projects in india
STATISTICAL TOOL I resorted to multiple regression technique and factor analysis method for analyzing the data collected by me.
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DATA ANALYSIS PLAN
Information Gathered UPCOMING POWER PROJECTS Overall over transmission and distribution lines Target customers of the company
Method of Data Analysis Collect all over Indian power projects attributes Regression analysis to determine how many requrirement of products in overall Transmission and Distribution lines To finding users of the Insulators from their web sites and personal talks
Purchase intention for product T & D loses in India to comparing all over the world
For Transmission and distribution lines
To compare the all over the world
DATA ANALYSIS
POWER TRANSMISSION PREFERENCE
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40000
37,150
Transmission Capacity (Mw)
35000 30000 25000 20000 15000 10000 5000 0 16,450 21,150
2007
765 kV HVDC mono-pole 400 kV 220 kV
2010
HVDC bi-pole Total
2012
HVDC b-t-b
Chart- 5
After analyzing the data, I got the astonishing data for the Indian Transmission line Industry. Research Survey shows that, over 55% growth in transmission lines & now currently using the transmission capacity in India is 21 1 50 Mw and in 2012 it increase about 37159 Mw
CONCLUSION & RECOMMENDATIONS

Shreeji power and insulators is a newly Entering in the Insulator Industry and it is in the process of developing stage and that still commands respect in the minds of the Indian customer of their products. More specifically, there are many upcoming power projects in
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Indian electrical industries, there are more requirement of Insulators in Industries . Of course there are many Transmission and distribution lines built in Indian electricity board so this percentage includes preferences for concepts like transmission and distribution lines a But still what it shows the customer shows the companys reputation in the market and performance of the companys and also shows the quality of the product
1. SHREEJI POWER & INSULATOR. currently is looking at trial purchase order of their customers and also working with the process of vendor registration in all electricity board in India 2. SHEERIJI POWER & INSULATORS PVT LTD .have a strong Brand of Kiran group for leading their business in the market and also have strong and skilled workforce and also have a great opportunity to entering the power sector market. 3. The company should have to produce more products and try to cover maximum market of insulators industries for their better business development
4. Power- this was the factor selected by the respondents as being important. Although it contradicts with what the experts (customer view) had to say about the important a quality required by customers in this segment, the respondents seemed to have vouched for extra power as an important attribute. This could be an after affect of the insulator market like other products producing and entering the market which are very high on performance.
5. The company should focus on price variation contracts . all other companies are using this type of strategy for increase their sales and strong network of their business in the market
6. There many upcoming power projects will work in india . the company try to focus on the introducing the company in power sectors and cover all over insulators market and built a strong network for effective utilization of marketing department.
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7. There are many manufacturers of insulators in india so the company can give better and different service from others so that customer satisfied with our products and we also can make good relationship with our customers
BIBLIOGRAPHY Books:
1) Philip Kotlar & Kevin Keller; Marketing Management; Prentice-Hall, India (12th edition) 2) Naresh K. Malhotra, Marketing Research; Prentice-Hall, India 2007(5th edition) 3) Benjamin Hart AUTOMATIC MARKETING
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Web Sites:
Website of http://www.studymarketing.org Website for GUIDENCE ABOUT THE PROJECT of http://www.mbaguys.com Website for insulator industry www.ecvv.com/product_directory/Suspension-Insulator.html Website for information http://www.indiacatalog.com/web_directory/electrical/electrical.html Website for manufacturer www.tradeindia.com/manufacturers/indianmanufacturers/insulators.html Website for power sector http://www.scribd.com/doc/6726141/Power-Sector-analysis-and-Project Website for user of product http://wiki.answers.com/Q/What_are_insulators_used_for Website for Images: http://www.insulators.be/?gclid=CPmFqc-iqaECFdBA6wodQU83Cw Website for sample plan http://www.yourbusinesspal.com Website for information Article Directory: http://www.articledashboard.com Website for insulator Industry Profile: (India Brand Equity Foundation) www.indian brands.com
Other Sources:
CEA,,,RES
analysis, power generation, Indian power projects February 2010
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Master of business Administration

Summer Internship Project Report on Shreeji Power & Insulators Pvt.Ltd.

(I.S.M) International School of management, Ahmedabad, India March - April- 2010

Submitted by, Mr.HardeepSinh jadeja 16

Business Development Project(Marketing Management) 2010

This is to certify that Mr. Hardeep jadeja ( Roll No:-16)

have successfully on the focus

finished his Summer internship Project From 7 march to 3 may 2010

Business Development(Marketing management)

Program in international school of management which is affiliated to Vinayaka

mission University, Ahmadabad. We are given him training in our organization

Mr.Oliver James Baptist & Mr.Ghanshyam sinh Jadeja (Project Guide)

Mr.Manish Gupta (ExecutiveDirector)

Business Development Project(Marketing Management) 2010

Business Development Project(Marketing Management) 2010

Business Development Project(Marketing Management) 2010

TABLE OF CONTENTS Hardeep Jadeja Roll No.910016

Business Development Project(Marketing Management) 2010

Business Development Project(Marketing Management) 2010

Situation analysis Marketing mix Tactics Advertisement strategy Expansion plan

12. DATA ANALYSIS PLAN

13. DATA ANALYSIS Power transmission preference

14. CONCLUSION & RECOMMENDATION 15. BIBLIOGRAPHY

TABLE OF ILLUSTRATION & CHARTS

Business Development Project(Marketing Management) 2010

Business Development Project(Marketing Management) 2010

Business Development Project(Marketing Management) 2010

INTRODUCTION ABOUT INDUSTRY

Business Development Project(Marketing Management) 2010

Business Development Project(Marketing Management) 2010

Business Development Project(Marketing Management) 2010

Business Development Project(Marketing Management) 2010

INTRODUTION TO THE COMPANY

Business Development Project(Marketing Management) 2010

SHREEJI POWER AND INSULATORS PVT. LTD.

Business Development Project(Marketing Management) 2010

Business Development Project(Marketing Management) 2010

Business Development Project(Marketing Management) 2010

Business Development Project(Marketing Management) 2010

Business Development Project(Marketing Management) 2010

Business Development Project(Marketing Management) 2010

SHREEJI POWER & INSULATORS PVT LTD is Certified by CPRI, Bangalore.

" To achieve a pre-eminent status in the Global Power Sector, by being

PORCELAIN INSULATORS MANUFACTURER,SUPPLIERS,WHOLE SALLER,

Business Development Project(Marketing Management) 2010

UNIT OF KIRAN GROUP OF COMPANIES

Types of Insulators Distribution

Business Development Project(Marketing Management) 2010

Business Development Project(Marketing Management) 2010

PLAYERS-INDIAN INSULATOR INDUSTRY

Business Development Project(Marketing Management) 2010

Business Development Project(Marketing Management) 2010

Business Development Project(Marketing Management) 2010

Installed Capacity (MW)

200,000 150,000 100,000 50,000 1980 1990 2007 2012 2017

Sources : Power ministry

Business Development Project(Marketing Management) 2010

Demand Projections X 1000MW

Source : TERI Energy data directory and yearbook

Business Development Project(Marketing Management) 2010

Ninth plan capacity addition programme

Business Development Project(Marketing Management) 2010

Power Sector at a Glance "ALL INDIA" As on 28-02-2010 Source:CEA