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First of all I thank to God whose blessings make me possible for making my summer
training report and greatly thanks to my parents whose support makes me possible for
technical concepts, which enhances our skills in the field of technology. I feel my first
and foremost duty to express my deep sense of gratitude and pay my genuinely
sincere thanks to Sh. P.K. Sharma (General Manager ), D.S. Sodhi ( Assistant
Manager Sales ), P.K. Gaur ( Incharge Production & Planning, Project guide ) and all
the other esteemed person for allowing us to undergo training in this prestigious
organization. The faith and confidence they have kept in me has without their abiding
inspiration, generous guidance and encouragement, the work would not have
successfully accomplished. I present my most special thank to them for their ample
I shall be failing in my duty if I do not thank all those people of various departments
of NEW GERTON WOOLLEN MILLS, DHARIWAL who were the most willing
At the last but not the least I am deeply indebted to the management and staff of the
Jatinder Singh
MBA(IIIrd Sem)
Contents
Sr. No. Particulars Page No.
INTRODUCTOIN TO THE GROWTH OF
In 1876, five residents of Kanpur namely, Mr. George Allen, Mr. W.E. Cooper, Mr.
Bevan Petman, Dr. Condon and Mr. Gavin S. Jones erected a small mill for the
manufacture, chiefly of army blankets. The original plant appears to have consisted of
Cards and mules, followed by handlooms in the Weaving and a power driven
Finishing plant. This company, which was known as "The Woollen Mills, Cawnpore,"
continued until 1882, after which it was converted into a Public Company with
limited liability under the new Indian Companies Act. The name of the new Company
opportunity of a change in the capital structure of the Company was taken to alter the
During the early years of the Limited Company's existence, the private
company of Messrs. Cooper Allen & Co., under the guidance of Mr. William Cooper
and Mr. George Allen, acted as Managing Agents, but they resigned this position at
the end of 1888 and thereafter the Company managed its own affairs under a Board of
Directors. The turning point in the Company's fortunes was the appointment, as
MacRobert, Bart., K.B.E., LL.D., who continued to direct the affairs of the Company
until his death in 1922. Throughout his management of the Cawnpore Woollen Mills
there was a period of continued expansion. To the original Woollen Plant was added a
Worsted Plant in the late 1880's also a Felt-making Plant, and, to absorb the excess
worsted yarns which the plant was capable of producing, a Hosiery Plant, and Power
Looms with a fully equipped Finishing Plant to follow were gradually installed. The
lines of development were thus laid down at a very early date, and expansion
continued along these lines until the end of the First World War.
Thereafter, a gradual change in plant became necessary to meet the increased demand
for finer quality goods which had sprung up all over India and, while limitations of
space precluded any large extension of building, it was possible to obtain greater
efficiency by regrouping of the plant and the buildings which were then available.
The company suffered a grave setback in 1910 when a serious fire broke out which
smoldered for several months. The damage was largely confined to the godowns
containing the company's manufactured goods and the bulk of its stocks of raw
materials, but fortunately the Manufacturing Plant was, with the exception of some
handlooms, largely untouched. The loss, therefore, although severe, did not greatly
affect the working of the Mills, which was soon in a position again to enter the
market.
During 1910 and 1911 a large rebuilding programme had been taken in hand and this
was completed in 1912, and the buildings then erected contain the bulk of the
Manufacturing Plant. In the years 1914-18, as during the whole of the present War,
the entire productive capacity of the Mills was placed at the disposal of Government.
In the year 1920, The British India Corporation was established and registered as a
with the specific object of combining and amalgamating under one Board of
Directors, the following businesses with effect from 1st of January, 1920.
1. Cawnpore Woollen Mills co. LALIMLI, Kanpur (Estd. in 1876)
The fortunes of the company, and along with it, its unit Lalimli, continued to
score new heights under the British Regime. It was during the 2nd World War that the
mills were worked to full capacity so as to fulfill the larger demand of Woollen Cloth
for the British Armed Forces and this was probably the period when Lal-imli achieved
peak performance in terms of production and capacity utilization. But by the time the
war was over, the writing on the wall was clear that sooner or later the British would
The then management thus lost interest in the progress and development of the
woollen units and all activities of expansion and updating of plant and machinery
received a set back. The Indian private management which took over from the
Britishers also did not take any effective measures towards restoring the mills to their
In 1956 when Sri Haridas Mundra was the Chairman of the company a scam
involving the issue of duplicate share certificates took place which snow-balled into a
major national issue. The scam took such proportions that it had effects on the
Government Exchequer and the then Finance Minister Sri T.T. Krishnamachari had to
As a result of the Mundra Scam, the Board of Directors of BIC was dissolved and a
fresh Board of Directors was constituted by the High Court of Allahabad. Sri H.S.
Chaturvedi Retd. Judge was appointed as Chairman of BIC, and the Vice Chancellor
In 1961-62 The British India Corporation acquired M/s. Begg Sutherland and Co. by
purchasing shares of the company and thus took over the entire control and
management of the Corporation. This corporation was owning six companies viz.
During the 1970s the downward slide of the company continued and the mills started
inching towards sickness. By the year 1980 the mills were almost on the verge of
closure. To avoid such a disastrous end to the pioneers of the Woollen Industry, BIC
was taken over by the Govt. of India on 11th June, 1981 by a special act of the
Parliament "The British India Corporation Ltd. (Acquisition of Shares) Act, 1981."
The private shares of the company was thus acquired by the Government of India,
The Govt. took corrective measures in the form of partial doses of modernization to
pull BIC out of doldrums, but the same proved ineffective. The company continued to
incur losses specially because the modalities of nationalization did not address the
issue of old liabilities which continued to exist. Even the loans taken by the private
massive accrual of liabilities. The rate at which such liabilities continued to grow was
As the company continued to incur losses, it was referred to the Board for Industrial
and Financial Reconstruction (BIFR) on 31st March, 1991 under the provisions of
S.I.C.A.
Presently the rehabilitation package, for the revival of the company, approved by the
of the Government of India. The company manufactures textiles for both civilian and
armed forces consumption. Headquartered in Kanpur, BIC operates two woollen mills
in Kanpur and Dhariwal (Punjab). The company employs over 2,700 people and had
To cater the demands of woolen and worsted goods to Indian Defense Forces, Para-
military Forces, Government Bodies and Indian Citizens with quality and on market
compatible prices.
OBJECTIVES OF THE CORPORATION
1. To contribute at our best in fulfilling the big demand of Woollen and Worsted
2. Being a Public Sector unit to act as a factor for the Government to rein in the
4. To create a suitable environment and facility for proper R&D work to propel
goods in the market since we have the oldest legacy of woolen products in the
nation.
of the Government.
THE BRITISH INDIA CORPORATION was registered as a Limited Company
on the 24th February, 1920. It was founded by the late Sir Alexander Mac Robert.
The corporation was formed with the specific object of combining and amalgamating,
under one Board of Directors, the following business with effect from the 1st of
January, 1920.
>> COOPER ALLEN & CO. Ltd. proprietors of the largest Army Boot and
>> NORTH – West Tannery Co. Ltd., Proprietors of the largest and the most up-to-
>> NEW EGERTON WOOLLEN MILLS CO. Ltd., Sole manufacturers of the
1882).
>> CAWNPORE COTTON MILLS CO. Ltd., Sole manufacturers of the unsurpassed
>> Empire Engineering Co. Ltd., Civil, Mechanical, Motor and Constructional
and are no longer in existence. Only two of the business units are in existence and are
running as on date viz., Cawnpore Woollen Mills Branch, Kanpur, and New Egerton
>> The Company changed hands from British interests to the Indian business
>> In February 1963 the management of BIC got vested with an elected Board with
Government of India, and is the only P.S.U. manufacturing Woollen Textiles in the
country.
>> On the basis of its financial position, the company was referred to the Board for
subsequently.
MAIN ESTABLISHMENT
BRANCHES
Address : 11/6, Parvati Bagla Road, Post Box No. 77, Kanpur – 208 001
(U.P.) India
Fax : 0512-2530201
E-mail : bicltdsps@yahoo.co.in
It all began way back 1874 when a few ex-army British Officers imbued with
a sense of entrepreneurship, initiative, pluck & drive laid the foundation of truly
under the name & style of “Egerton Woollen Mills, Dhariwal.” which is a part of
Gurdaspur District in the state of Punjab. The year 1880 witnessed installation of New
Plant & equipment for establishment of a full fledged composite woollen Mills &
renamed it as “New Egerton Woollen Mills, Dhariwal.” The mill completed its 100
years of its eventifull existence existence in 1974 bit as a full fledge composite unit
newly acquired machinery touched the country make in 1980 & the word “NEW” was
prefixed to its nomenclature & since 1980 the Mills known as New Egerton Woollen
Mills, Dhariwal. In the year 1920 the British veteran Industrialist & astute business
magnets sir Alexander Mac Robert established the British India Corporation Ltd.
comprising a number of branches & subsidiaries like CWM Cawnpore Cotton Mills,
The New Egerton Woollen Mills Dhariwal is the Branch of British India
Corporation Limited with its Head office at Kanpur. The Mills had 3600 employees.
Mills doing financially well until 1979-80 & afterward it lost very heavily during
1980-81. There was the possibility for the Mills of close-down which leads the 3600
workers without any job. The National Government decided to take over all the
privately held shares of the company. This with effect from 11-6-1981 the B.I.C.
group with its all subsidiaries & New Egerton Woollen Mills also become
Nationalized. Now the Mills, New Egerton Woollen Mills, Dhariwal a Government of
With its Stage of Modernization the path have been set that the future of this
Constitution:
New Egerton Woollen Mills Ltd, Dhariwal came into existence in the year of 1880,
The Mills plight through its wings which are in nutshell classified as follows
1. Mills
2. Administration
The Mills: The Mills is further the combination of different departments & look after
Worsted Deptt.
Weaving Deptt.
After modernization i.e. 24th march 1988, a new shed have been made with new
SULZAR RUTI LOOMS is look after by weaving Master Mr. Surjit Kumar assisted
Finishing:
There are so many other departments like warehouse, Milling, Designing, Dye house,
wool Scouring, Wool Godown, Production control, Engineering, Knotting & Mending
This block is of sale working under the guidance of worthy General Manager Mr. P.
office.
Administrative Office
This office is headed by Manager (Administration) Mr. Amaltas Shukla and further
1. Personnel wing
2. Welfare wing
3. Labour wing.
Welfare wing headed by Mr. Surinder Mohan Sharma C.W.O. & assisted by Welfare
officer.
Labour wing under the supervision of Labour Officer Mr. Surinder Mohan Sharma
Financial Wing:
This is headed by financial controller Mr. Sant Pal Singh & assisted by chief
Sales Wing: This is headed by the manager (Sales) Mr. Davinder Singh Sodhi &
Assisted by a Dy. Manager (Sales), Asstt. Manager (Sales) with the team of 8 zonal
sales officers.
Legal Wing: It is headed by chief Labour Officer Mr. Surinder Mohan Sharma with
Dhariwal & few are brought from the other parts of the Punjab, Rajasthan, U.P. &
Bihar.
Products: The mills manufacturer & export woollen cloths, Lohis, Blankets &
suitings/Shirting & Polyester wool & other Blended Fibrics. Mills also manufacture
the Dress materials (Uniforms) for the soldiers of our nations, also supply blankets to
other forces. Its annual turnover is 20 crore. Its products about 10 crores in the year.
Industrial Relation Officer: This wing is headed by I.R.O. of the New Egerton
Woollen Mills Dhariwal which works like a bridge between the management & the
employees. To promote cordial industrial relations between the both integral parts of
the organization I.R.O. attends & conducts the conciliation & adjustification
To find out the solution of every problem of the workers the Management has
Management also takes active & prompt action to the grievances of the workers & by
conducting workers education classes by the welfare department of the mills, educates
the workers about the demerits of strikes & other hindrances which lead to great loss
to each & every sphere of our daily routines. So the workers have also full confidence
in the Management.
Trade Unions
After the introduction of registration of trade union in the year of March 1956. These
To cater the demands of woolen & worsted goods to Indian Defense Forces, Military
Forces, Government Bodies and Indian citizens with quality & on market compatible
prices.
OBJECTIVES OF THE CORPORATION
goods of defense and para-military forces, govt. bodies and our civilians vis a
2. Being a public sector unit to act as a factor for the govt. to rein in the private
4. To create a suitable environment and facility for proper R & D work to propel
products in the market since we have the oldest legacy of woolen products in
the nation.
of the government.
New Egerton Woollen Mills, Dhariwal – An Overview
Introduction
New Egerton Woollen Mills, Dhariwal is one of the oldest composite woollen
mills in the country. Established in 1880, the mill is a branch of Messrs. India
Textiles) and is situated at Dhariwal in Gurdaspur district in Punjab on the G.T. Road
Originally established by a few British Army Officers solely for the purpose of
meeting the woollen requirements of defence personnel, the mill has come a long way
since then after going through many ups and downs over the years and today its wide
range of woollen textiles, sold under the trademark ‘Dhariwal’, have a renowned
foothold in the market both in India and abroad. the mill is a licensee of
Angola Shirting, Serge, Barrack Blankets, Great Coat Cloth, Barathea Cloth, Blazer
All-wool and wool/Viscose Lohis, All-wool Coatings, Blankets, Rugs, Jerseys, Socks,
etc. While Angola Shirting, Serge, Barrack Blankets, Great Coat Cloth, and Barathea
Cloth are meant for meeting the needs of defence personnel and are manufactured
strictly in accordance with the specifications laid down by the relevant defence
authorities or the bureau of Indian standards as the case may be, other qualities such
The manufacturing facilities installed at the mills comprise both Worsted and
result, High-Speed Gillboxes (for Pre-Comb and Post-Comb Gilling and Drawing
Textima (of the then East Germany) make, High-Speed Worsted Ring Frames of
Textool make, Padmatex Autoconers (equipped with LOEFFE yarn splicing units),
Double-Width Sulzer Ruti Looms, A.T.E.’s H.T. /H.P. Dyeing Machine, Jaypak
Computerized Colour Matching System and Stray field Ratio-Frequency Dryer were
The mill has a well-equipped Testing Laboratory for carrying out day-to-day
testing (in accordance with standard procedures prescribed by the Bureau of Indian
Standards (B.I.S), International Wool Secretariat (I.W.S.) etc. and process control
functional in respect of raw materials through various intermediate stages of
The mill has a wide network of Dealers and Selling Representatives all over
the country as also abroad and enjoys a large clientele, ranging from enterprises in
both public and private sectors to individuals of various age groups in rural, urban and
metropolitan segments of market, mainly due to its unblemished record over the years
for preserving the virtues of superior product quality and customer satisfaction. Some
of the mill’s products, viz. Kashgiri Lohis, Ambassador Blankets, J-32 Blazers etc.
The mill employs about 3000 persons and is spread over about 40 acres of land. The
The manufacturing facilities installed at the mills comprise both Worsted and
a) Worsted Spinning
Wool tops made from imported Merino Wool of 64s and 56s qualities, polyester
tops (White/Dyed) and Viscose tops (White/Dyed) constitute the raw materials for the
yarns are:
2. Backwashing of tops
4. Recombing
5. Post-Comb Gilling
6. Drawing
7. Roving
8. Ring Spinning
9. Autoconer Winding
b) Woollen Spinning
Various types of Worsted process wastes, rags, imported 64s Clothing Wool,
etc. constitute the raw materials for the production of Woollen yarns. Preliminary
operations comprise cleaning and sorting of wastes, opening/ pulling of hard wastes
and rags, willowing, blending, teasing, oiling and teasing. The well-opened, blended,
oiled and teased stock is then carded on a Woollen card comprising Breaker card and
Finisher card and delivered in the form of condenser roving. Spinning into yarn of
required fineness is then carried out on Mule Spinning Frames. The yarn is then
c) Weaving
Pirn Winding, Warping, Healding, Twisting and Weaving are the various
operations carried out it the Weaving department leading to the production of fabrics.
The fabric piece-lengths produced on the looms are first inspected in the
greasy state and then delivered to Knotting & Mending department for detailed
Milling/Finishing department.
e) Milling/Finishing
Cropping, Chemical Treatment, Heat Setting, Blowing, Pressing, etc. The sequence of
operations followed varies from one fabric quality to another. After the Finishing
routine is over, the cloth is delivered to Warehouse for the final inspection, grading,
Production of jerseys and socks is carried out in the Hosiery & Tailoring
department. Worsted yarns received are first wound onto wooden spools and then
used for knitting purposes on the flat knitting machines, circular knitting machines
and socks knitting machines. In the case of flat-knitted and circular-knitted fabrics,
the fabric is first washed and pressed, cut according to garment size desired, tailored
(viz. tailoring comprises stitching, over locking, welting, buttonholing, labeling etc.)
Warehouse, ready for delivery. In the case of socks, after knitting is over, linking,
mending, washing and pressing operations are done followed by examination and
packing. The socks are then sent to warehouse, ready for delivery.
WORSTED SYSTEM OF YARN MANUFACTURE
3. Backwashing
4. Blending/Pre-Comb Gilling
5. Recombing
6. Post-Comb Gilling
7. Drawing
8. Roving
9. Ring Spinning
1. Stack Blending
2. Teazing
3. Oiling
4. Teazing
5. Carding
6. Mule Spinning
7. Cheese Winding
WEAVING
3. Healding
4. Twisting
5. Weaving
6. Grey Perching
2. Winding on to spools
8. Mending Tailoring
Examination
QUALITIES
Shearing/Cropping
QUALITIES
Shearing/Cropping
2. Spotting Singeing
3. Scouring Spotting
The Mills plight through its wings which are in nutshell classified as follows
3. Mills
4. Administration
The Mills:
The Mills is further the combination of different departments & look after by the
Worsted Deptt.
Weaving Deptt.
After modernization i.e. 24th march 1988, a new shed have been made with new
SULZAR RUTI LOOMS is look after by weaving Master Mr. Surjit Kumar assisted
Finishing:
There are so many other departments like warehouse, Milling, Designing, Dye house,
wool Scouring, Wool Godown, Production control, Engineering, Knotting & Mending
Administrative Block:
This block is of sale working under the guidance of worthy General Manager Mr. P.
office.
Administrative Office
This office is headed by Manager (Administration) Mr. Amaltas Shukla and further
4. Personnel wing
5. Welfare wing
6. Labour wing.
Welfare wing headed by Mr. Surinder Mohan Sharma C.W.O. & assisted by Welfare
officer.
Labour wing under the supervision of Labour Officer Mr. Surinder Mohan Sharma
Financial Wing:
This is headed by financial controller Mr. Sant Pal Singh & assisted by chief
Sales Wing: This is headed by the manager (Sales) Mr. Davinder Singh Sodhi &
Assisted by a Dy. Manager (Sales), Asstt. Manager (Sales) with the team of 8 zonal
sales officers.
Legal Wing: It is headed by Chief Labour Officer Mr. Surinder Mohan Sharma with
Staffing Pattern:
Generally staff is local i.e. villagers belonging to the villages near Dhariwal & few are
brought from the other parts of the Punjab, Rajasthan, U.P. & Bihar.
Products:
The mills manufacturer & export woollwn cloths, Lohis, Blankets & suitings/Shirting
& Polyester wool & other Blended Fibrics. Mills also manufacture the Dress materials
(Uniforms) for the soldiers of our nations, also supply blankets to other forces. Its
This wing is headed by I.R.O. of the New Egerton Woollen Mills Dhariwal which
works like a bridge between the management & the employees. To promote cordial
industrial relations between the both integral parts of the organization I.R.O. attends
& conducts the conciliation & adjustification proceeding of the Collective Bargaining.
To find out the solution of every problem of the workers the Management has
Management also takes active & prompt action to the grievances of the workers & by
conducting workers education classes by the welfare department of the mills, educates
the workers about the demerits of strikes & other hindrances which lead to great loss
to each & every sphere of our daily routines. So the workers have also full confidence
in the Management.
Trade Unions
After the introduction of registration of trade union in the year of March 1956. These
Textiles. New Ezerton woollen Mills is one of the oldest and largest woollen Mill of
North India having exclusive world famous Brands offering value for money and
ensuring quality and purity of woollen products as per details here under: -
Sulzer Looms 18
2. Number of Employees
3. Operating Departments
4. Weaving Capacity
5. Products
Lohis, Suiting, Blanket, Serge Angola and Barathea cloth are main products of
General Manager
Incharge
Cardial & spining
PRODUCT MIX
⇒ Lohis
⇒ Shawls
⇒ Blazer Cloth
⇒ Tweeds
⇒ Woolen Suiting
⇒ Trouserings
⇒ Angola Shirting’s
⇒ Serge
⇒ Barathea
Pricing Policies: - Different companies have different market price of their products.
These firms conduct the market research to select the market price of their products.
The NEW EGERTON WOOLLEN MILLS, DHARIWAL also conducts the market
research to set the market price of its products. It produces the products for defense
and civilians.
Blazer
J.32 137 242/-
J.33 137 242/-
Barathea
BAK. 310 142 493/-
3928 150 330/-
Trousering
Super 777 A P/W 142 234/-
14620 148 246/-
15620 148 230/-
3889 148 363/-
3896 148 261/-
3910 145 284/-
3912 148 241/-
12701 148 295/-
12702 148 295/-
16101 148 270/-
16102 148 270/-
Angola Shirting
VCU 2817 152 205/-
3919 152 221/-
Serges
3875 142 310/-
3903 142 85/-
3916 145 181/-
P/V Suiting
3907 145 113/-
3920 148 115/-
3921 148 100/-
3923 148 225/-
3933 148 105/-
Lohis
Millennium Kashgar 274 x 137 1150/-
Kashgari (ML 31) 274 x 137 1050/-
Alaknanda 250 x 137 793/-
Ashutosh 250 x 137 696/-
3925 230 x 115 664/-
3937 250 x 137 594/-
3917 250 x 137 570/-
3934 250 x 137 561/-
70 274 x 137 673/-
100 274 x 137 673/-
170 250 x 137 498/-
1100 250 x 137 498/-
3439 250 x 137 534/-
Neelkanth 250 x 137 270/-
Shawls
3863 200 x 100 448/-
3960 200 x 100 413/-
3913 200 x 100 413/-
3914 200 x 100 404/-
3938 200 x 100 403/-
3939 200 x 100 403/-
Urvashi 200 x 100 314/-
Radhika 200 x 100 330/-
Blankets
Alpine (2SSB) 230 x 152 404/-
Diamond(2SSB) 229 x 152 489/-
Atlantic(SBAR) 229 x 152 546/-
Topaz 229 x 152 524/-
Arjun 229 x 152 848/-
Super O.G.378 229 x 152 229/-
Branch DHARIWAL
MARKETING ACTIVITIES
MARKET:- The Market term is originated from Latin word ‘marcatus’ having a verb
‘mercari’ means a place where business is conducted. Market stands for a place where
goods and persons are physically present. Commonly market is a Place where goods
are bought and sold Buyers and sellers come together for transactions. An
Classification of Markets
National
World
Bullion Stock
Difference Market and Marketing
Physical presence of men and material not required in case of market whereas
marketing is the sum total of all those activities that are related to the free flow of
Market simply provides goods to the buyers from the sellers whereas marketing is
Market is a narrow concept as it involves place and the atmosphere where buyers and
Market is a price fixing mechanism and once the transactions are struck the
movement of goods takes place. Marketing comes after the price fixing mechanism.
Market may undergo a change with respect to the customer requirements whereas the
IMPORTANCE OF MARKETING
To the firms:
b) It helps to take information from the market and disseminating it at the top
management.
collect all the updates relating to the changing preferences, styles and fashions.
people.
OBJECTIVES OF MARKETING
experiencing rapid changes in terms of high inflation, high interest rates and rapidly
changing techniques.
To develop the market field: change may come gradually or spontaneously: Once a
To develop guiding policies for better results: Innovation is the key to success. In
many cases it may come by keeping a close contact with the customers. Thus two
There for according to ‘professors cundiff and srill’ “Marketing is the business
process by which the products are matched with the market through which transfer of
field. Every firm has different kind of activities related to the procurement of the
orders and supply the goods to the customers. There are various marketing activities
different areas into different territories and segments and also to set the pricing
There are also many marketing activities of NEW EGERTON WOOLLEN MILLS,
MILLS start with the development of samples. These samples checked at different
levels and when ever sample is passed or product range is selected then booking
program is worked out with the consultants or with the sales representatives (SR’s) of
the firm. These representatives may be sales officers in different regions. After this
door to door booking started with the whole sailors, semi whole sailors and retailers.
organization like Defense. These orders send to main office of sale for verification
and these orders are verified in the sale office and then verification report is send to
the head office or to the General Manager for further verification and then General
govt. agencies and whole sailors to sell their products in the market. NEW
EGERTON WOOLLEN MILLS , DHARIWAL also procure the orders from different
agencies like defense. This firm produce blankets and Angola shirts for defense and
different woolen cloths for civilians also. After order procurement of orders these
orders are sent to the head office for the approval and proper records are maintained.
Issuance of orders: - After posting these orders in ledgers these orders issued to
different depts. orders for the issuance of raw material from store are issued so that
raw material can taken when needed. For this purpose gate passes, coupons or cards
are issued to different depts. so that different depts. can take raw material when need
Payment Schedule: - Different firms opt different when the products produced
according to the orders then payment schedule is selected. It depends upon the sale
officers how to increase the sale, for this purpose they allow the distributors to pay in
advance or in installments.
Transport: - transportation is the another very important marketing activity. The main
aim of the every organization is to provide the goods to the customers as soon as
possible in an appropriate manner, and to do this they select the best possible
MILL is roads and railways. By roads and railways this firm supply its goods to
Packaging: - Different companies select the different packing for the different
products. Packing means to protect the products from obsolescence. New egerton
woollen mill also use the different packaging like suitcase packing, Normal packing,
Pricing Policies: - Different companies have different market price of their products.
These firms conduct the market research to select the market price of their products.
The NEW EGERTON WOOLLEN MILLS, DHARIWAL also conducts the market
research to set the market price of its products. It produces the products for defense
and civilians.
Blazer
J.32 137 242/-
J.33 137 242/-
Barathea
BAK. 310 142 493/-
3928 150 330/-
Trousering
Super 777 A P/W 142 234/-
14620 148 246/-
15620 148 230/-
3889 148 363/-
3896 148 261/-
3910 145 284/-
3912 148 241/-
12701 148 295/-
12702 148 295/-
16101 148 270/-
16102 148 270/-
Angola Shirting
VCU 2817 152 205/-
3919 152 221/-
Serges
3875 142 310/-
3903 142 85/-
3916 145 181/-
P/V Suiting
3907 145 113/-
3920 148 115/-
3921 148 100/-
3923 148 225/-
3933 148 105/-
Lohis
Millennium Kashgar 274 x 137 1150/-
Kashgari (ML 31) 274 x 137 1050/-
Alaknanda 250 x 137 793/-
Ashutosh 250 x 137 696/-
3925 230 x 115 664/-
3937 250 x 137 594/-
3917 250 x 137 570/-
3934 250 x 137 561/-
70 274 x 137 673/-
100 274 x 137 673/-
170 250 x 137 498/-
1100 250 x 137 498/-
3439 250 x 137 534/-
Neelkanth 250 x 137 270/-
Shawls
3863 200 x 100 448/-
3960 200 x 100 413/-
3913 200 x 100 413/-
3914 200 x 100 404/-
3938 200 x 100 403/-
3939 200 x 100 403/-
Urvashi 200 x 100 314/-
Radhika 200 x 100 330/-
Blankets
Alpine (2SSB) 230 x 152 404/-
Diamond(2SSB) 229 x 152 489/-
Atlantic(SBAR) 229 x 152 546/-
Topaz 229 x 152 524/-
Arjun 229 x 152 848/-
Super O.G.378 229 x 152 229/-
Branch DHARIWAL
.
advertise there product in the market like T.V, News Papers, Hoardings, internet etc.
NEW EGERTON WOOLLEN MILL advertises there products through campus sales,
news papers and local cable T.V networks in different states and also through internet.
This firm also advertises through trade fairs in different regions. This firm also
organizes the seasonal sale camps in different areas. Mostly this firm has retail shops
in its campus.
Common desires or needs. Marketers identify the different groups of buyers having
same desires or requirements. Dividing the market into different segments is also very
important marketing activity. Different firms divide its market into different
segments.
CHANNELS OF DISTRIBUTION
institutions which, in combination, perform all the activities required to link producers
with users and users with producers to accomplish the marketing task.
The trade channels are classified into conventional and non-conventional or integrated
and non-integrated.
CONVENTIONAL CHANNELS
Conventional Channels are the fragmented networks wherein the manufacturers and
1. Manufacturer to Consumer.
NON-CONVENTIONAL CHANNELS
distributions are those networks that work with full and cohesion rather than
TYPES OF INTERMEDIARIES
WHOLESALERS:
commercial users but they do not sell in significant amounts to ultimate consumers.”
RETAILERS;
which are assembled at his premises as per the needs of final users. A retailer is the
last link between the final user and the wholesaler or the manufacturers. Thus, retailer
is that merchant intermediary who buys goods from preceding channel members in
small assorted lots and sells them in the lot requirements of final users.
SELLING AGENTS:
Selling agents are the intermediaries who are given the exclusive franchise
middlemen taking over all the selling activities of a producer. He negotiates sales of
merchandise produced by his principals and has full authority and control over prices
DHARIWAL (PUNJAB)
With regards to New Egerton Woolens Mills, Dhariwal, the format of distribution
channel is as under:
The whole country has been divided into various territories. Each territory is
and it has been named as AMRITSAR territory for identification purposes. All
the business activities related to the company in this state is catered by the selling
representative of this area. Presently, M/S Sudershan Kumar & Sons, Batala is
looking after this territory. It acts as a via media between company and dealers.
For the services rendered by the selling representative, company pays commission
to him at the end of financial year. The selling representatives in consultation with
state. At the of the year, the selling representative gets 3.5% (max) agency
commission at the end of the financial year. In order to motivate the dealers,
company has launched a sales policy where by if a person buys goods worth
selling representative named M/S Jain textiles agency, Delhi. In this territory,
Lohis are being sold in maximum numbers. Majority of dealers are Wholesalers
and Semi-wholesalers.
Agency, Delhi. They are the one of the oldest selling representative of the
organization. They are doing trading in their name also. Their sister concern is
M/S Jagganath Radheshyam & Co. They have dealer network in whole of Delhi.
Mainly Wholesalers, and in certain areas, they have Retailers also. They are
selling almost all the products produced by the company. They help organization
Since, this is a hill station, dealers are scattered in different cities. Time to time,
also during the festivals. For example :- Kullu Dussehra festival, Minjar Mela,
Dhramshala.
selling representative in this area and therefore it is an open territory. The large
city. The selling representative of this area is M/S Parolia Agency, Agra. This
territory has mixed network of channels i.e. wholesalers and Retailers both.
most of the cities has network of retailers. In Mumbai, Pune and Ahmednagar,
Madhya Pradesh state. This territory is also looked after by M/S Motilal
concerned in the city of Raipur, which is supplying different goods to other areas.
Kolkata territory. M/S M.P Cloth Stores Pvt. Ltd. is the selling representative of
this area. Most of the wholesalers are based in Kolkata and in remaining part of
Indore territory. The selling representative is M/S General Stores, Indore. This
territory is retailer oriented. Since, the state is area wise one the bigger state of
India, therefore the dealer network is scattered in the state. To cover this territory,
Ahmedabad. It is a retailer oriented territory. Medium priced goods are sold here
oriented territory.
Agency, Jaipur. It is also a retailer oriented territory. Each city of Rajasthan has
19. EASTERN U.P TERRITORY:- This territory is divided into three sub
territories.
• Rest of Eastern U.P:- This territory is also looked after by M/S Amritsar
20. AREA B/W WESTERN U.P & EASTERN U.P:- This territory is also
known as Barailey territory. The selling representative of this territory is M/S Shiv
Syntax, Barailey.
SALES PERFORMANCE OF TERRITORIES IN LAST FIVE YEARS FOR
DHARIWAL
⇒ Traditional products.
⇒ Lack of production.
Over staffing
Indiscipline
Government Policies
Short of Working Capital which have affected marketing activities to a great extent,
govt. of India should release working capital as per the recruitments of the
company should increase its production level, so that first of all it can achieve break
even point then it should have sufficient margin in order to meet cash flow as per
requirement.
To improve the sales, organization should increase its production range that is it
should not solely depend upon winter items; summer range is to be developed upon
All these activities should be backed by proper advertisement that is electronic as well
as newspaper channels.
BIBLIOGRAPHY
Sales Records
www.lalimli.com
Research design: -
Research design generally refers to decisions regarding what, where, when, how
much, by what mean concerning an enquiry or research study constitute a research
design. “ A research design is the arrangement of conditions of collection and analysis
of data in a manner that aims to combine relevance to the research purpose with
economy in procedure.”
Limitations: -
Biased response
Study in limited area
Which product is more preferred by the customers?
Blankets 5
Lohis 4
Suitings 2
Blazers 4
Shawls 5
25% 25%
20% 20%
10%
blankets
From the above it is clear that lohis suitings
blankets and lohis blazers
are more preferred shawls
by the customers.
What do you think people go with this brand due to?
Quality reasons 2
Rate reasons 4
Other reasons 2
25% 25%
50%
Yes 6
No 2
25%
75%
Yes 4
No 4
50% 50%
yes are
From the above it is clear that half of the distributors nosatisfied and half of them are
not satisfied.
What sort of packaging is mostly liked by the customers?
Suitcase packing 3
Bag packing 1
Normal packing 5
33%
56%
11%
Through Cash 5
Through installments 2
Through check 1
13%
25%
62%
Upper income 0
Middle income 4
Lower income 4
0%
50% 50%
upper
From the above income
it is clear that both lowermiddle income
as well as middle lower
income peoples are income
targeted by this company.
Are you satisfied with the supply of products you demanded?
Yes 4
No 4
50% 50%
yesand other
It is clear that half of the respondents are satisfied norespondents are not
satisfied with the supply of the goods/products.
Would you like to continue with this firm?
Yes 4
No 0
Can’t Say 4
50% 50%
0%
From above it is clear that half of distributors would like to continue with this firm.
yes no can't say
Name: -
Location: -
Contact no.: -
Are you satisfied with the company’s policies of incentive rate of 3.5%?
Yes No
Yes No
Yes No