PROJECT REPORT SUMMER TRAINING ON MARKET PENETRATION LARSEN &TOUBRO Ltd.

FOR THE PARTIAL FULFILLMENT OF THE REQUIREMENT FOR THE AWARD OF

MASTER OF BUSINESS ADMINISTRATION

UNDER THE GUIDANCE OF Mr. Ambrish Sharma

UNDER THE SUPERVISION OF Mr Gagan Deep Sharma

SUBMITTED BY Himanshu Bhasin MBA (2010-12)

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Enrolment No. 2010MBA051

INSTITUTE OF BUSINESS MANAGEMENT, MANGALAYATAN UNIVERSITY, 33rd KM STONE, ALIGARH-MATHURA HIGHWAY, BESWAN, ALIGARH

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ACKNOWLEDGEMENT
After lots of hard-work & determination, I have been able to complete my summer training project report. First of all, I would like to thank my heart-full gratitude towards my teachers especially my faculty mentor Prof. Ambrish Sharma. Next I would like to thank my friends who were totally unknown to me earlier but, during my all the time, spend there in the organization they became friend to me & helped me lot up to their level best. They helped me in collecting all the necessary data for project completion. In the last but not at the least, I would like to thank to the examiner who will spare some time from his/her precious time, to go through this project. I hope that this project has covered the entire essential points which are necessary for its respective topic. All the suggestions for the improvement of any of this project would be gratefully accepted.

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Himanshu Bhasin(MBA)

PREFACE
To maintain and cope up with the growing competition arising from various electronics & electrical companies, L&T Ltd. needs to find the way to improve its Marketing conditions so as to maximize its profit. The Broad objective of the project is to equip L&T with all the information which can be used for organization benefits. This project will accomplish to understand how to penetrate the electrical & electronics market by L&T Ltd. The project also helps in understanding the trend of the scripts of the Marketing sector in different market conditions. All these steps help me to understand how to cope up with different types of conditions and diversified requirement of the Electrical and Electronic sector.

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Executive Summary Introduction of the Reason for Project

The Broad objective of the project is to equip L&T with all the information which can be used for organization benefits.

Research Design
Questionnaire survey technique was used to capture the primary data. A market survey questionnaire comprising of 15 questions was used for the same. A convenient sample size of 125 respondents was utilized to seek responses from the local market area. Findings

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The survey revealed the current market share for each of the competitors in the electrical / electronic market in G. NOIDA and NOIDA Area. Primarily there are 5 major players namely GE, Anchor, Havells, Cona etc. in the local market and L&T has a current market share of 24%. Conclusions L&T enjoys a substantial presence in the electrical / electronic market in G. NOIDA and NOIDA Area with its primary competitors being Havells & Anchor.

INTRODUCTION

Larsen & Toubro Limited (L&T) Group Larsen & Toubro Limited (L&T) is a technology, engineering,

construction and manufacturing company. It is one of the largest and most respected companies in India's private sector. www.lntebg.com
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Seven decades of a strong, customer-focused approach and the continuous quest for world-class quality have enabled it to attain and sustain leadership in all its major lines of business. L&T has an international presence, with a global spread of offices. A thrust on international business has seen overseas earnings grow significantly. It continues to grow its overseas manufacturing footprint, with facilities in China and the Gulf region. The company's businesses are supported by a wide marketing and distribution network, and have established a reputation for strong customer support. L&T believes that progress must be achieved in harmony with the environment. A commitment to community welfare and environmental protection are an integral part of the corporate vision.

Our History

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The evolution of L&T into the country's largest engineering and construction organization is among the most remarkable success stories in Indian industry. L&T was founded in Bombay (Mumbai) in 1938 by two Danish engineers, Henning Holck-Larsen and Soren Kristian Toubro. Both of them were strongly committed to developing India's engineering capabilities to meet the demands of industry.

Beginning with the import of machinery from Europe, L&T rapidly took on engineering and construction assignments of increasing sophistication. Today, the company sets global engineering

benchmarks in terms of scale and complexity. Today, L&T is one of India's biggest and best known industrial organizations with a reputation for technological excellence, high www.lntebg.com
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quality of products and services, and strong customer orientation. It is also taking steps to grow its international presence. For an institution that has grown to legendary proportions, there cannot and must not be an 'end'. Unlike other stories, the L&T saga continues...

OUR VISION MISSION

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The L&T vision reflects the collective goal of the company. It was drafted through a large scale interactive process which engaged employees at every level, worldwide.

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THE ELECTRICAL & ELECTRONICS DIVISION BUSINESS

Electrical & Electronics Division (EBG) is one of the core businesses of Larsen & Toubro Limited (L&T) - Indias largest engineering and Construction Company. The division has operations at different locations in India (two in Mumbai and one each in Ahmednagar, Mysore, Faridabad and Coimbatore) and one unit for manufacturing operations in China. Another manufacturing facility is soon going to come up in Saudi Arabia. EBG has a comprehensive quality, environment and safety

management system. The quality management system for design & development, production, sales, marketing and servicing has received ISO 9001:2000 certification from BVQI. In addition, its manufacturing www.lntebg.com
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facilities

have

been

certified

for

conformity

to

ISO

14001

(Environmental Management System) and OHSAS 18001 (Occupational Health and Safety Management System) by BVQI. The division has implemented Enterprise Resource Planning (ERP) solution of SAP AG, Germany and it went live at 35 locations across the country simultaneously in the Big Bang mode in 1999. L&T meets the complex and varying needs of customers with a wide range of switchgear products maintaining high and consistent quality standards. The range includes Power gear and Control gear products, Motor Starters, Energy Meters, Wires and Cables and a host of complementing standard products. It manufactures custom-built switchboards with conventional as well as intelligent protection, control and communication to meet the power distribution and motor control needs of industries. L&T manufactures and markets a comprehensive range of high quality electronic energy meters and numerical protective relays for utilities, industries, commercial establishments and individual users. L&T offers total solutions for protection in all the three segments of power systems - generation, transmission and distribution. www.lntebg.com
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Find out more about our Company and services at our site www.lntebg.com

Offerings
Switchgear Products Metering Solutions Electrical Systems Control & Automation Medical Equipment & Systems Tooling Solutions

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OBJECTIVES OF THE STUDY

Study focused on four limiting factors Availability Affordability Acceptability Awareness

Find out the availability of popular brands into the Market.

Find out the best Marketing medium into the Market.

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HYPOTHESIS

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COMPANY BACKGROUND
The evolution of L&T into the country's largest engineering and construction organization is among the most remarkable success stories in Indian industry.

L&T was founded in Bombay (Mumbai) in 1938 by two Danish engineers, Henning Holck-Larsen and Soren Kristian Toubro. Both of them were strongly committed to developing India's engineering capabilities to meet the demands of industry.

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Beginning with the import of machinery from Europe, L&T rapidly took on engineering and construction assignments of increasing sophistication. Today, the company sets global engineering benchmarks in terms of scale and complexity.

EARLY DAYS
Henning Holck-Larsen and Soren Kristian Toubro, school-mates in Denmark, would not have dreamt, as they were learning about India in history classes that they would, one day, create history in that land.

In 1938, the two friends decided to forgo the comforts of working in Europe, and started their own operation in India. All they had was a dream. And the courage to dare.

Their first office in Mumbai (Bombay) was so small that only one of the partners could use the office at a time! In the early years, they represented Danish manufacturers of dairy equipment for a modest retainer. But with the start of the Second www.lntebg.com
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World War in 1939, imports were restricted, compelling them to start a small work-shop to undertake jobs and provide service facilities. Germany's invasion of Denmark in 1940 stopped supplies of Danish products. This crisis forced the partners to stand on their own feet and innovate. They started manufacturing dairy equipment indigenously. These products proved to be a success, and L&T came to be recognized as a reliable fabricator with high standards. The war-time need to repair and refit ships offered L&T an opportunity, and led to the formation of a new company, Hilda Ltd., to handle these operations. L&T also started two repair and fabrication shops - the Company had begun to expand.

Again, the sudden internment of German engineers (because of the War) who were to put up a soda ash plant for the Tatas, gave L&T a chance to enter the field of installation - an area where their capability became well respected.

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THE JOURNEY
In 1944, ECC was incorporated. Around then, L&T decided to build a portfolio of foreign collaborations. By 1945, the Company represented British manufacturers of equipment used to manufacture products such as hydrogenated oils, biscuits, soaps and glass. In 1945, L&T signed an agreement with Caterpillar Tractor Company, USA, for marketing earthmoving equipment. At the end of the war, large numbers of war-surplus Caterpillar equipment were available at attractive prices, but the finances required were beyond the capacity of the partners. This prompted them to raise additional equity capital, and on 7th February 1946, Larsen & Toubro Private Limited was born.

Independence and the subsequent demand for technology and expertise offered L&T the opportunity to consolidate and expand. Offices were set up in Kolkata (Calcutta), Chennai (Madras) and New Delhi. In 1948, fifty-five acres of undeveloped marsh and jungle was acquired in Powai. Today, Powai stands as a tribute to the www.lntebg.com

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vision of the men who transformed this uninhabitable swamp into a manufacturing landmark.

PUBLIC LIMITED COMPANY

In December 1950, L&T became a Public Company with a paid-up capital of Rs.2 million. The sales turnover in that year was Rs.10.9 million. Prestigious orders executed by the Company during this period included the Amul Dairy at Anand and Blast Furnaces at Rourkela Steel Plant. With the successful completion of these jobs, L&T emerged as the largest erection contractor in the country. In 1956, a major part of the company's Bombay office moved to ICI House in Ballard Estate. A decade later this imposing grey-stone building was purchased by L&T, and renamed as L&T House - its Corporate Office. The sixties saw a significant change at L&T - S. K. Toubro retired from active management in 1962. The sixties were also a decade of rapid growth for the company, and www.lntebg.com
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witnessed the formation of many new ventures: UTMAL (set up in 1960), Audco India Limited (1961), Eutectic Welding Alloys (1962) and TENGL (1963).

EXPANDING HORIZONS
By 1964, L&T had widened its capabilities to include some of the best technologies in the world. In the decade that followed, the company grew rapidly, and by 1973 had become one of the Top25 Indian companies. In 1976, Holck-Larsen was awarded the Magsaysay Award for International Understanding in recognition of his contribution to India's industrial development. He retired as Chairman in 1978. In the decades that followed, the company grew into an engineering major under the guidance of leaders like N. M. Desai, S.R. Subramaniam, U. V. Rao, S. D. Kulkarni and A. M. Naik. Today, L&T is one of India's biggest and best known industrial organizations with a reputation for technological excellence, high www.lntebg.com
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quality of products and services, and strong customer orientation. It is also taking steps to grow its international presence.

COMPANY PRODUCT LIINE

MODULAR DEVICES Miniature Circuit Breakers

Specially designed & developed for Residential & commercial installations. Conforms to latest global standards Like to IS 8828, EN/IEC60898-1-2003. Carries and marking and Certification. Breaking capacity of 6kA throughout the range.

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 Available in C curve in SP, DP, TP & FP Versions from 6A to 63A ratings. Unique - True contact indication to Show actual status of contact. Low power loss - almost 50% of the Values prescribed by IEC. Terminals are suitable up to 35sq.mm Wire, with provision for dual termination Facility. No line-load bias.

Isolator Conforms to global standards like

IS 13947, EN/IEC 60947-3. Carries marking and Certification. www.lntebg.com
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 Available in range of 40 and 63A in DP, TP and FP versions.

Suitable for AC 22 - A utilization Category. Finger proof terminals-IP20 Degree of Protection. Ergonomically designed, profiled For superior cooling and Manufactured with fire retardant Material.

Earth Leakage + Miniature Circuit Breaker EL+MCB

Provides 3 in 1 protection against earth leakage, short circuit and overload, it also avoids excessive metering due to Leakage. Conforms to global standards like IS 12640, EN/IEC 61009-1. www.lntebg.com
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 Carries marking.

Available in DP & FP versions in the range of 6 to 63A with 30mA or 100mA or 300mA sensitivity. Truly current operated, operate seven at nominal 1 volt. Featured with Neutral advance Mechanism. Operation even in case of neutral failure.

Distribution Boards- Trip box

Available in aesthetically superior-ivory colour to suit the interiors of Buildings and can be supplied in different colour for bulk Requirements. Readily available in IP30 & IP43 degree of protection. www.lntebg.com
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 Distribution boards are suitable for flush and surface mounting.

Ready to use DBs-provided with 100A phase busbar, wire sets, earth & neutral bars as standard. Provided with removable top and bottom gland plates with adequate knock out for easy wiring. For bottom entry, neutral bar can be shifted to bottom for comfortable wiring. TPN DBs will have provision to accommodate 6 MOD in comer. Easy installation and flexibility in usage.

WIRING ACCESSORIES
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Intelli - I Longer life

Grey insert identifies the switching position during assembly. Smart indicator LEDs for Power ON indication using red LED. LED night locator switch uses blue LED for easy location of switches in the dark. Always ON indicator uses red LED in bell switch. 4mm silver cadmium contacts for longer life; our 10A switch has survived 2 lakh switching cycles at full load under test conditions !!!. Swing roc ker mechani sm ensures no contact bounce. Phosphor bronze conductors ensure better contact pressure, lower heating and hence longer life as compared to copper conductors. Weld free GI wall boxes for better corrosion resistance and longer life. Silver coated brass terminals minimizes contact losses and improves terminal life. www.lntebg.com
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 Electronic 4 step power saving fan regulator improves life of fan. Go Green - Power saving SMD LED is used in indicator has a life of 80,000 burning hrs. = 9 years. Stylish rounded contours minimizes dust collection on surface, easy to clean. Slim design - only 8.5mm protrusion from the wall. Ribless design - leaves only a hairline gap between switches. Glossy surface finish reduces dust deposition. ISI mark on switches & sockets. Safety shutters over live contacts in all power sockets and data sockets. Fire retardant UL V0 polycarbonate body. Flash guard in all switches.

Esyclean Design
Stylish rounded contours minimizes dust collection on www.lntebg.com
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surface, easy to clean. Slim design - only 8.5mm protrusion from the wall. Rib less design - leaves only a hairline gap between switches. Glossy surface finish reduces dust deposition.

Safe & secure

ISI mark on switches & sockets. Safety shutters over live contacts in all power sockets and data sockets. Fire retardant UL V0 polycarbonate body. Flash guard in all switches.

COMPETITORS
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L&T faces both domestic & international competition under various segments in which it operates. The competitors vary from segment to segment. L&T's major competitors in the E&C and Electrical business include:
OIL & GAS POWER CONSTRUCTION ELECTRICAL & ELECTRONICS

HHI Samsung NPCC JR Mcdermott

BHEL GB Engg-Ansaldo JSW-Toshiba Bharat Forge Alstom

HCC Gammon GMR IVRCL

Schneider Siemens ABB HAVELLS

MAJOR AWARDS RECEIVED BY L&T IN 2011

Mr. Y.M. Deosthalee, L&T CFO, wins Indias Best CFO Award Mr. Y.M. Deosthalee, L&T s Chief Financial Officer and Member of the Board, won the award for Indias Best CFO in the annual survey organised by the leading business publication Business Today and Yes Bank. (July 4, 2011) L&T Ranks among Top Three Most Attractive Employers

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L&T was ranked among the top three in an online research carried out by HR services company, Ma Foi Randstad. The award recognizes the countrys best corporate houses to work for among 150 of the largest employers, based on the opinion of over 10,000 potential, as well as, employed workforce in India. (June 29, 2011) L&T Ranked Among Top 5 Thought Leader Brands in India L&T was ranked among the Top 5 in an Index of Thought Leaders in India published by a London-based communications agency. In the Index, L&T ranks higher than several global brands. The research was conducted by research consultancy firm Globe Scan for the Index of Thought Leaders 2011. (June 24, 2011) L&T wins Green Business Leadership Award L&Ts sustainability practices won another accolade as it bagged the Financial Express-EVI Green Business Leadership Award for 2010-11 in the large corporate (engineering) segment. The event was organized jointly by The Financial Express and Emergent Ventures India an integrated climate change and clean energy firm. (June 7, 2011)

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L&T wins Frost & Sullivan Award for Excellence in Green Manufacturing L&Ts Powai Manufacturing Facility and its green manufacturing practices won accolades at the Frost & Sullivan Green Manufacturing Excellence Awards 2011 in Mumbai on 29th April. L&T won the award in the highest category of Overall Leaders, for its accomplishments in the large enterprise segment. (May 02, 2011) L&Ts CSR Honored with Golden Peacock Award 2011 L&Ts Corporate Social initiatives (CSI) were yet again acknowledged and applauded this time with the prestigious Golden Peacock Global CSR Award 2011. L&T was selected in the category of Top Performer Award for its accomplishment in the large enterprise segment. The award honors the Companys commitment towards community welfare and social development. (April 30, 2011) L&T Monthly Income Plan bags 5 Star Ranking from ICRA The L&T Monthly Income Plan (MIP) has bagged the coveted 5 Star Ranking from ICRA, and was awarded the ICRA Mutual Fund Award 2011. L&T Mutual Fund won this award against stiff competition with www.lntebg.com
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some of Indias largest AMCs, proving its fund management expertise. (March 25, 2011) L&T CMD Profiled in the Book on Business Leaders Who Are Driving Change L&Ts Chairman & Managing Director, Mr. A. M. Naik, was featured among an elite group of business leaders who are giving thrust, direction and momentum to the process of change that is transforming Indias economic landscape. The book In Search of Change Maestros has been co-authored by management guru and former director of IIM Lucknow, Prof Pritam Singh, along with Dr. Asha Bhandarker a member of the senior faculty at the Management Development Institute, Gurgaon. The volume was released at a gala launch function at the National Centre for the Performing Arts, Mumbai on Monday, March 7, 2011. L&T CMD Ranks among Top News Makers in Indian and Global Media Mr. A.M. Naik, Chairman & Managing Director, L&T, has emerged as among the most high profile of Indias corporate leaders in the Indian and the global media. A recent survey of press citations saw Mr. Naiks www.lntebg.com
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rankings soar among the countrys news makers. He was ranked Number 10 in the Indian media, having seen a rise of 157 per cent. In the survey of global media, Mr. Naik is ranked 12th. L&T CMD Honored with CHEMTECH Hall of Fame Award In recognition of L&Ts CMD, Mr. A.M. Naiks stellar contributions to the industry and nation, the Mumbai based CHEMTECH Foundation has conferred on him its prestigious Hall of Fame - Leadership & Excellence Award 2011. (February 24, 2011)

L&T bags India Shining Star Award for Outstanding CSR L&T bagged the India Shining Star CSR Award, instituted by the Wockhardt Foundation, for Outstanding CSR in the sector for companies engaged in heavy engineering. (February 19, 2011) L&T wins Award for Company with Best CSR & Sustainability Practices-2011 L&Ts CSR initiatives were again in the limelight as it bagged the award for Company with the Best CSR and Sustainability Practices by www.lntebg.com
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the Asian Centre for Corporate Governance and Sustainability. The award was presented at the 11th International Conference of the Centre in Mumbai on February 11, 2011. L&T wins Top Honors in Business worlds Most Respected Company - 2011 Rankings Leading business magazine, Business worlds rankings of Most Respected Companies saw stellar honors for L&T. In the sector-wise survey, L&T was ranked Indias Most Respected Company in the Infrastructure category. In the overall rankings, L&T emerged second. ICAI Bestows Top Honor on Mr. Y.M. Deosthalee, CFO, L&T The Institute of Chartered Accountants of India (ICAI) the countrys apex body of Chartered Accountants has bestowed its highest honor, Business Achiever Corporate for the year 2010 on Mr. Y.M. Deosthalee, CFO, L&T, for his outstanding contribution to business leadership as a finance professional. The institute saluted his role in providing strategic direction to the business of financial services, development projects and Information Technology of the L&T Group. (January 30, 2011)

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Finance Minister Presents Coveted ET Company of the Year Award to Mr. A.M. Naik Union Finance Minister, Mr. Pranab Mukherjee, presented L&T, The Economic Times 'Company of the Year Award - 2010' at a function in Mumbai attended by the elite of business and industry, leading political figures including Mr. Jairam Ramesh, Environment Minister, Mr. Kapil Sibal, HRD & Telecom Minister, Mr. Salman Kurshid, Corporate Affairs Minister, Mr. Prithviraj Chavan, Chief Minister of Maharashtra, and other celebrities. The award was received on behalf of L&T by Mr. A.M. Naik, Chairman & Managing Director. (January 08, 2011)

2010 MAJOR AWARDS RECEIVED BY L&T IN 2010

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Mr. A.M. Naik, CMD, Honoured at CNBC TV18s India Business Leader Awards A little over a week after Mr. A.M. Naik, Chairman & Managing Director, L&T, received the Asia Business Leader Award from CNBC Asia in Singapore, CNBC TV18 India honoured him with the CNBC Asia - Outstanding Business Leader Award for 2010. The glittering awards ceremony, held in Mumbai on December 11, 2010, was presided over by the Union Finance Minister, Mr. Pranab Mukherjee. Mr. A.M. Naik wins CNBCs Asia Business Leader Award Mr. A.M. Naik, Chairman & Managing Director, L&T, was awarded the prestigious 'Asia Business Leader Award' for 2010 by CNBC Asia. Asia Business Leader Award recognises the business leader who makes his or her vision a reality for the company he heads - driving growth, success and profitability. Qualities including innovation, community service, management skills and the leader's ability to formulate strategies and capitalise on key trends were the key judging criteria. (November 26, 2010)

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Mr. A.M. Naik wins Golden Peacock Award for Lifetime Achievement in Business Leadership Mr. A. M. Naik, Chairman & Managing Director, L&T, was conferred the Golden Peacock Award for Lifetime Achievement in Business Leadership. Golden Peacock Awards were instituted by Institute of Directors (IoD) in 1991. IoD is a registered non-profit apex association of company directors committed to improving the competitiveness of Indian Business through development of its leadership.(November 13, 2010) L&T Ranks among Top 10 in Carbon Disclosure The UK based Carbon Disclosure Project has ranked L&T among the Top 10 companies in its annual survey of Indian companies. L&T is the only company in the engineering and construction segment to have made it to the list. (October 23, 2010) Delhi Airport wins British Construction Industry Award The Delhi International Airport, completed by L&T in record time and readied for the Commonwealth Games 2010, has won one of the most rigorously judged and coveted international awards in the www.lntebg.com
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construction industry - the British Construction Industry award for 2010. Already a recipient of high praise from different quarters for its scale, state-of-the-art features and for the speed, in which it was built, the British Construction award, is further affirmation that the Delhi Airport can join the ranks of the finest airports in the world. (October 21, 2010) Economic Times Company of the Year Award to L&T India's leading business daily, The Economic Times, chose L&T as The Economic Times Company of the Year 2010. Lauding L&T's role and contribution, the Award jury observed that "The Company has been involved in almost all of India's prestigious engineering creations, including roads, power plants, buildings, bridges, ports and nuclear reactors. A bellwether of India's engineering sector, the company has just completed a five-year programmed of restructuring its operations and is well poised to take advantage of the opportunities that lie ahead." (October 07, 2010) L&T wins BCCI's Good Corporate Citizen Award L&T won the Good Corporate Citizen Award 2009-10 instituted by the Bombay Chamber of Commerce & Industry (BCCI). The award affirms www.lntebg.com
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increasing public recognition of the Company's impressive record in the social track of business and its high standards of corporate governance and ethics. (September 23, 2010)

L&T featured again in Forbes Asia's Fabulous 50 L&T was featured in the Forbes Asia's annual 'Fabulous 50' list released by the publication, for the fifth time in a row. Again, L&T is the only engineering and construction company in India to feature in the list.(September 20, 2010) Mr. A.M. Naik Conferred Award for Outstanding Contribution to Corporate Leadership Acknowledging the contribution of Mr. A.M. Naik, Chairman & Managing Director, L&T, in transforming L&T into a global company, www.lntebg.com 40

the Mumbai based Priyadarshini Academy conferred on him the prestigious Harish Mahindra Memorial Award for Outstanding Contribution to Corporate Leadership. (September 20, 2010) Double Honors for L&T at NDTV Profit Awards It was a special evening for L&T at the NDTV Profit Business Leadership Awards on September 1, 2010. Mr. A.M. Naik, Chairman & Managing Director, L&T, received a Special Award for Business Leader of the Year - Building India. The Award was presented to Mr. Naik by Union Finance Minister, Mr. Pranab Mukherjee. The other honor that came L&T's way was the Leadership Award for Excellence in Infrastructure. This was the fourth occasion when L&T has emerged the winner in the infrastructure category, affirming the Company's leadership position in the industry. L&T wins Social Development Award from Bombay Chamber of Commerce L&T's Corporate Social Initiatives won further laurels with an award from the Bombay Chamber of Commerce and Industry (BCCI). The Social Development Award - one of BCCI's prestigious annual Civic Awards - recognizes and rewards best practices among corporate with www.lntebg.com
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a view to securing wider acceptance for such practices across the industry. (June 10, 2010) L&T wins Corporate Wellness Award from Confederation of Indian Industry The Confederation of Indian Industry (CII) honored L&T with its prestigious Corporate Wellness Award for Best Health Practices in the manufacturing sector. The award was presented at the valedictory session of CIIs National Conference & Annual Session, held in New Delhi, on May 12, 2010. L&T bags Business world-FICCI Corporate Social Responsibility Award Appreciating the extensive effort put in by L&T in transforming lives through its Corporate Social Responsibility initiatives, well-known business magazine, Business world, and the Federation of Indian Chambers of Commerce and Industry (FICCI) have conferred on it the coveted Business world-FICCI-SEDF Corporate Social Responsibility Award. (May 11, 2010) L&T is Business Standard Company of the Year www.lntebg.com
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L&T bagged the Company of the Year award from the leading business daily, Business Standard. Union Home Minister, Mr. P. Chidambaram, presented the award to Mr. A.M. Naik, Chairman & Managing Director, L&T, at a glittering function in Mumbai on March 30, 2010. Mr. A.M. Naik Honored with Ocean TEX Business Leader of the Year Award The Mumbai based CHEMTECH Foundation has awarded L&T's Chairman & Managing Director, Mr. A.M. Naik, its prestigious Ocean TEX Business Leader of the Year Award. (March 30, 2010) L&Ts Electrical Standard Products wins IMC Ramkrishna Bajaj National Quality Award The Electrical Standard Products (ESP) business unit of Electrical & Automation Operating Company of L&T, won the coveted IMC Ramkrishna Bajaj National Quality Award 2009. (March 19, 2010). L&Ts in-house magazine, The L&T-ite, bags bags ABCI Magazine of the Year Award L&Ts employee magazine, The L&T-ite, bagged the Magazine of the Year Award from the Association of Business Communicators of India www.lntebg.com
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at the 49th Annual Awards Contest. L&T also bagged a tally of 10 other awards at the competition. This is the highest number of awards won by any of the 86 companies from around the country that participated in the annual contest. (March 19, 2010). Mr. A.M. Naik Wins CEO of the Year Award from ISTD, Bangalore The New Delhi based Indian Society for Training & Development (ISTD), conferred its prestigious CEO of the Year Award on Mr. A.M. Naik, L&Ts CMD. (February 14, 2010). L&T-Komatsu bags Energy Efficiency & Conservation Award L&T-Komatsu (LTK) has bagged the prestigious award for being The Most Innovative Company in Energy Efficiency & Conservation from the Bangalore Chamber of Industry and Commerce (BCIC). This award recognizes LTKs commitment to energy conservation in line with the EHS management system followed by the organization. (February 11, 2010). L&T is The Best Company to Work for in the Manufacturing Sector Business Today

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The leading business magazine, Business Today (BT) ranked L&T Best Company to Work For in the manufacturing sector, ahead of companies like Grasim and BHEL. In the overall rankings of best companies to work for across all sectors, L&T has been ranked 11. (January 22, 2010)

INTERNATIONAL IMAGE
As part of its plan to strengthen foothold in the Middle East region, L&T has manufacturing facility at Dammam under joint venture with Saudi Arabias Yusuf Bin Ahmed Kanoo Group for manufacture, marketing and sales of Low and Medium Voltage Switchboards and related systems solutions as well as allied products. In 2007, L&T acquired Medium Voltage Switchgear company, Tamco, in Malaysia along with its three subsidiaries -- Tamco Shanghai Switchgear Co Ltd in China, Tamco Electrical Industries Australia Pty Ltd in Australia and PT Tamco Indonesia in Indonesia. With this acquisition, L&T offers a comprehensive range of MV switchgear in international market. The same year, L&T commenced operations at the Jabel Ali Free Zone for providing systems integration solutions in electrical and automation space in a variety of verticals as an extension to its operation base in India. L&T has set up a manufacturing facility for Low Voltage Switchgear products in Wuxi district of China. The switchgear enjoys brand equity and its range includes ACBs, MCCBs, and contactors, overload relays, digital relays, energy management systems, isolators & associated products. www.lntebg.com
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RESEARCH METHODOLOGY
Research is a Scientific & Systematic search for pertinent information. Research Methodology is a way to systematically solve the search problem; it may be understood as a science of studying how to research is done scientifically.

OBJECTIVE
To find out the reasons: Why customers are not using the L&T Switches and MCB' and what L&T has to be done to satisfy their customers and end users of its product? To find out the expectations of the customers of city G-NOIDA and NOIDA. Potential market is tried to be find out by every organization that is going to introduce a new product or service for a city or town. With knowing the scope of the product or services in the market is quite difficult for any organization to lead or to just and in the market. For www.lntebg.com
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knowing the view of the market one must have to know the view of a customer about the product or service and to introduce your product or service in a better way by finding and removing all the shortcomings of the product and services. An organization has to actually know what a customer is demanding and which is best suitable for the organization. This is what I have tried to know by this research.

RESEARCH DESIGN
The Research Design in this case is descriptive research design it requires survey and fact-findings enquiries of different kind. The major purpose of descriptive research is description of the state of affairs as it exists at present.

SOURCES OF DATA COLLECTION

COLLECTION OF PRIMARY DATA Contractors Builders Panel Builders Dealers www.lntebg.com
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 COLLECTION OF SECONDARY DATA Company profile www.lntebg.com Leaflet of the company.

SAMPLE DESIGN
SAMPLE UNIT Builders Contractors Dealers of the company

SIZE OF SAMPLE:
This refers to the number of items to be selected from universe to constitute the sample. In this case the sample size is 100; whichs fulfils the requirement of efficiency, representatives, reliability and flexibility.

SAMPLE TYPE:
Simple random sampling is applied in this research. www.lntebg.com
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SCALING TECHNIQUES:
Scaling describes the procedure of assigning number to various degrees of opinion, attitude and other concepts. Liker-type scaling technique is applied in this research which consists of a number of statements express either favourable or unfavourable attitudes towards the given object to which the respondent is asked to react.

METHODS OF DATA COLLECTION

Methods of data collection are both Qualitative and Quantitative.

TOOLS AND TECHNIQUES OF ANALYSIS OF DATA

Basic statistical tools were used to analyze the data like MEAN AND MEDIAN.

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ARE YOU AWARE OF ORIS AND TRIPPER (L&T Switches and MCBS)
Yes 35% Non-users 65%

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No

Yes

If No would you like to prefer this brand in your upcoming projects?

Yes 80% No 20%

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Yes, 80% No, 20%

80% 60% 40% 20% 0% Yes No

SATISFIED vs. UNSATISFIED Customers of L&T

Unsatisfied 60%

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Satisfied 40%

Satisfied 40% Unsatisfi ed 60%

WHAT ARE THE REASON OF UN-SATISFACTION OF CUSTOMER?

Credit Policy 40%

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Technical 25% Product Quality 10% After Sale Service 5% Others 20%

20%
5% 10% 25% 40%

Do you ever purchase the product of (L&T Switches and MCB S)?
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YES 60% NO 40%

NO 40%

YES 60%

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WHICH FEATURE DO YOU LIKE MOST FAVOURITE?

SIZE 10% COLOUR 13% QUALITY 40% PERIODS OF WARRANTY 27% CREDIT SALE POLICY 10%

45% 40% 35% 30% 25% 20% 15% 10% 5% 0% SIZE COLOUR QUALITY PERIODS OF WARRANTY CREDIT SALE POLICY

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ARE YOU SATISFIED OR UNSATISFIED WITH THE PRODUCT OF ORIS AND TRIPPER (L&T)?
Yes 75 % No 25%

100% 90%

80%
70% 60% 50% 40% 30% 20% 10% 0%
Yes No

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THROW WHICH MEDIA YOU CAME TO KNOW ABOUT ORIS AND TRIPPER (L&T)?
Sales Personnels 40% Dealers/ Stockiest 35% Peer groups 10% Internet 10% Others 5%

45% 40% 35% 30% 25% 20% 15% 10% 5% 0% SALES PERSONAL'S DEALERS/ STOKIEST PEER GROUP INTERNET OTHERS

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WHICH BRAND DO YOU PREFER MOST?

Craptree (Havells) 30% Roma (Anchor) 25% Legrand 10% Oris & Tripper (L&T) 25% North West (Wipro) 05% Others 5%

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35%

30%

25%

HAVELLS
20%

ANCHOR

LEGRAND
ORIS &TRIPPER
15%

WIPRO OTHERS

10%

5%

0%

RESEARCH FINDINGS AND ANALYSIS FINDINGS

There are plenty of customers of switches and MCBs in NOIDA and G- NOIDA in which 24% or more prefer L&T users.

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 L&T is the good growing company in electrical and electronics market, as in just 3-4 years they have captured a good percentage of market. Customers of L&T are satisfied with its product but they want something more attractive and innovative like more colors and variety. Peoples are less aware about ORIS and TRIPPER; company should improve its marketing strategies. The major competitor of L&T into the market is HAVELLS and ANCHOR and many more. People think that the product is costly by its worth.

CONCLUSION
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Larsen & Toubro (L&T) is a technology-driven USD 5 billion company that infuses engineering with imagination. The company offers a wide range of advanced solutions, in the field of Engineering, Construction, Electrical & Electronics, Machinery and Information Technology. L&T Switchgear, which forms part of the Electrical & Electronics business, is Indias largest manufacturer of low voltage switchgear, with the scale, sophistication and range to meet global benchmarks. L&T switchgear has found acceptance not only in India but has customers in over 40 countries. L&T Switchgear is available through a network of more than 700 authorized stockiest, one of the largest distribution network in the industry. The Company has over 40 branch offices across the country and a network of over 100 service centers to deliver after sales service to the customers. As a Company powered by innovation and imagination, L&T Switchgear consistently makes vital differences to the lives of people across the world. The recent addition to its product repertoire is a www.lntebg.com
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range of wiring accessories. This range accentuates the uniqueness of L&T designing through its range ergonomics and aesthetics. EBG has entered the market in last 3-4years only and due to lack of marketing and publicity consumers are unaware of it but still due to L&Ts brand image and loyalty people go for its products. Without any marketing and publicity L&T switchgears are giving a healthy competition to other players in same field, if L&T comes with some marketing strategies then it can rule the market and be the king in its field.

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RECOMMENDATIONS Proper fieldwork is to be done to know the free tags in the particular
area and all the sales officers must be properly informed about, so that they would be able to book the orders. Proper regular training should be given to all the sales officers, to update their knowledge about the new plans launched time-by-time. Frequency and timing of training should be increased. There should be proper Demo and Practical training, which should be compulsory for all the sales officers. LnT should provide clear picture before selecting a new sales officer, that whether he/she is able to represent the plan before the customer efficiently or not.

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Proper advertisement has to be done to make the people to inform about the companys product and difference from other plans.

LIMITATION
Less knowledge of market. People dont like to talk more. Sample of tripper was not available. Motor bike was necessary.

BIBLIOGRAPHY
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SECONDARY DATA COLLECTION

Company Booklet http://www.lntebg.com http://www.wikipedia.com

PRIMARY DATA COLLECTION

Many other resources like by contacting personally to the customers. The datas have been collected by the questionnaire by personally contacting. Some datas have been collected by the personal visits along with the sales officers of the company.

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Annexure I
Questionnaire
Name of contractor: firm: Address. Contact:. .. Name of the

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Q1. Since how many years you are in the business? a) 0-3 yrs 12 yrs b) 3-6 yrs c) 6-9 yrs d) 9-12 yrs e) more than

Q2. What kind of projects you handle? a) Housing/residential complexb) offices/commercial complexes Hospitals d) Hotels e) Industries c)

Q3. How frequently you buy the product (switches & MCBs)? ...... Q4. Are you aware of ORIS & TRIPPER (L&Ts switches and MCBs)? a) Yes b) No

Q5. Do you ever purchase the product of ORIS & TRIPPER (L&T)? a) Yes b) No

Q6. If No, would you like to prefer this brand in your upcoming projects? a) Yes b) No c) Cannot say

Q7. Are you Satisfied or Unsatisfied with the product of ORIS & TRIPPER (L&T)? a) Yes b) No

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Q8. What are the reasons of Unsatisfied Customer? a) Credit Policy d) b) Technical other c) Product Quality

After sale services e)

Q9. Which features do you like most favourite? a) Size d) Periods of Warranty b) Colour c) Quality

e) Credit sale policy

Q10. Through which media you came to know about the ORIS & TRIPPER (L&T)? a) Sales Personnels d) Internet b) Dealers/ Stockists c) Peer groups

e) Others

Q11. Which brand do you prefer most? a) Mosaic b) MK (Honeywell) c) ORIS & TRIPPER (L&T) e) North West (Wipro) f) Roma (Anchor)

d) Craptree (Havells) g) Legrand

h) Others

Q12. Would you like to give your estimated feedback for L&Ts ORIS and TRIPPER?

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