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EXECUTIVE SUMMERY OF THE REPORT

The main purpose, of making this report is to study the situation of Roads & also Road Industries in India Apollo construction Equipment Pvt. Ltd. is manufacturing company of the road machinery’s. This report consists the micro examination of Apollo Construction Equipment Pvt Ltd.

In every organization, there are main four functions of the Management, production, HR, Marketing & Finance.

The production mgt consists the how the company gets the raw material of the product? By which Machinery Company uses in the production process? What is the production process for manufacturing the products?

The HR Management consists all the information related to the employees of the company. The company's employment & Selection process, how the company gives guidance to the employee? The company's income & wages administration, after' benefits provided to the employees etc.

Marketing mgt. consists the market segmentation of the company_ 4P's of marketing mix, product line, product mix, advertisement, personal selling etc. of the company.

The finance mgt. consists the financial position of the company, Working capital mgt. inventory mgt. dc of the company.

At last, there is a SWOT analysis of the Apollo construction Equipment Pvt. Ltd. So this whole report consists the micro level analysis of four functions of mgt. in the Apollo Construction Equipment Pvt Ltd.

Apollo Construction Equipments Pvt. Ltd. 1

PURPOSE OF MAKING THIS PROJECT REPORT

As explained earlier research of project report is nothing but a first step in the practical field.

No one is learning swimming by just understanding theories of swimming from textbook but one has to get into the water in properly. Similarly project report yields a first chance for learning business administration in the real field. In a process of training a project report are has to pass through the real human affiliation environment & necked truth of industrial problem a practical constrictive of the management etc. therefore, we are enlisting the objectives of project report as below.

To expand the skill of effective communication with management, administrative staff, technical staff like engineers, labors etc.

. By getting concerned in different issues of management. We are analyze, talk about & decision making, altitudes, & they’re by realizing the real role of M.B.A. professional.

It also develops the skill of gathering data from different Sources like library, electronics media, and websites from individuals & classifying the same in dispread manner.

It develops the art .of valuable presentation by effective project writing.

With the above global objectives in the mind, we look & search in the market for an industry, which may have human resources role in the national development. As a result we decided to work ahead all industry named, “APOLLO CONSTRUCTION EQUIPMENT Pvt LTD.". It’s an industry, which is involved in the manufacturing of Road making machineries.


THE SITUATION & DEVELOPMENTT OF ROADS IN INDIA

The planning commission had advised the government to exercise control in declaring new national highways since random declaration has caused a backlog of incomplete highways according to commission, the response to public, Pvt., partnership modes have been Ltd. so far with a total of 48 projects worth RS.89.4 billion being developed through this route.

The Tamil Nadu government has allowed RS.3.7 billion for improving roads in the channel Metropolitan Area. The revised estimate of the total investment needed for the structure of rural roads under the Pradhan Mantri Gram SADAK Yojana has shot up to Rs, 1330 billion from the prior RS.600 billion.

The National Bank for Agriculture and Rural Development (NABARD) has sanctioned RS.633.5 million for rural roads and bridges and minor preigation in Tamilnadu under the Rural Infrastructure Development Fund (RIDF). NABARD has sanctioned projects with an outlay of RS.713 million.

The Group of Ministers (GOM) has rejected the rural transport and highway department's suggestion to change the formula for the distribution of revenue collected during the additional cess of 50 paisa an every liter of petrol and diesel.

The finance ministry has spoken concern over the breakdown, of the Notional Highway Authority of India (NHAI) to spend funds for the national highway projects.The Banglore, Mysore Infrastructure Corridor (BMIC) project is involved in a controversy.

The Andhra Pradesh chief minister's "Rajiv Palle Bauta" programmes received a sanction of Rs.2 billion from NABARD for development of rural roads. The first installment would cover about 2,500 Km. of roads, including high level bridges and culverts.

Four major roads projects have been in the news freshly. Three of these are urban projects while the forth is a rural project being attempted on a public, Pvt., partnership basis.

Thiruvanthapuram City Road Development Project. Warana Rural Road Project. Ahmedabad vadodara expressway. Delhi Gurgaon expresses way.


INDUSTRY INDICATION

The world's leading democracy

Government committed to infrastructure growth, special focus on the roads,

Rs75000/- corers (USD 15.5 Billion) to be invested in road construction in the next 5 years

All the projects under Golden Quadrilateral have been firmed up.

The balance NSEW corridor projects shall be awarded in2003-04.

Availability of skilled manpower

World Bank and ADB funds are flowing in cess an petroland diesel is generating good funds.

Anticipated market growth of 23-30% per year in Road construction equipment sector

The significance of roads in the economic development of a nation cannot be overemphasized. It is the oldest and the most popular mote of transportation.

Indio has one of the biggest road networks in the world (3.3 million km), comprising national highways (65,569 km), state highways (131,899 km), district roads, and rural roads, urban Roads and special roads designed for military purposes and for' part connectivity.

Indian roads bear about 85 percent of passenger and 70 percent of goods traffic. National highways comparison less than 2 percent of the total road length but away 40 percent of traffic.

The national highways are the duty of the Ministry of Road Transport and Highway (MARTH) and the National Highways Authority of India (NHAI), while states have different bodies to manage their road networks. In most states. Public works departments look otter road development and maintenance.

Road conditions in general go away much to be desired. Major roads suffer from ruthless capacity. Constraints. Most national highways are two lane or single lane. Only recently has an active process of four lane national highways started. Besides, road safety in India is low India has 9 percent of the world's road futalities white only 4.2 percent of the world's vehicles run on the Indian road network.

In 1995, the NHAI was reacted to get faster road development, over the years; the NHAI's responsibilities have grown manifold.


Foremost among them is the Notional Highways Development Programmed (NHDP) aiming at four laning of 13,146 km of national highways. The NHDP has three phases now (expanded from initial two).

The Rs 4OO billon Pradhan Mantri Bharat Jato Pariyojan has been brought under the NHDP as phase-III. It involves the development of 10,000 kms of roads.

Another major programme is the 600 billion Pradhan Mantri Gram Sadak Yojana looking for to connect habitations with population of more than 500 by the year 2007.

The road sector in India has been able to be a focus for some Pvt. Participation. Three formats of public Pvt., partnership projects have come up. These are the BOT based annuity based and the SPV formats.

Several State governments have shown proposal in enacting legislation and in implementing Pvt. Road projects. The overall circumstances look much more positive. Some level of urgency is clear at both the. Central and state levels,

The Indian road network is about 3, 3 million km long and comprises national and state highways and other roads. Only 2 to 3 percent of the national highways are four landed and state highways suffer from severe capacity constraints.

Road Network

Category Component Length (km)Primary National Highways 65,569Secondary State Highways 131,899

Major District Roads 467,763Tertiary Village and other roads 2,650,000Total 3,315,231Approx 3,300,000


BOARD OF DIRECTORS

Shri Rashmibhai H. Patel ChairmanManabhai V. Patel DirectorMrs. Sonaliben A. Patel Director

Auditors:

M/S.Virendra Chinubhai & Co. Chartered Accountants Visnagar

Bankers:

Bank of Baroda Industrial Estate BranchHighway, Mehsana

Works:151, G.I.D.C Estate, Phase-1, Highway, Mehsana - 382 710 (North Gujarat)

Corporate Office:"Parishram" 5/B, Rashmi Society, Mithakhali Circle, Navrangpura, Ahmedabad - 380 009


HISTORY OF THE COMPANY

This company was incorporate on 7th October 1996 In the State of Gujarat as a Pvt. Ltd. Company. The certificate of commencement of business was obtained from the Registrar of Company. Gujarat on 11th November 1996. G.A.E.L. was promoted by M/s. Apollo Earthmovers Pvt. Ltd. belonging to the Apollo Group of Gujarat in association with Gujarat Industrial Investment Corporation Ltd. (G.I.I.C,) a state level financial justitation. The Apollo Group of Companies, of which APOLLO CONSTRUCTION EQUIPMENT (P) LTD. is the flagship, is India's No.1 manufacturer of road construction & maintenance equipment.

Apollo's investment R & D and quality manpower help in nonstop improvement in product quality that more than meets the accessible quality standard of Ministry Of Surface Transport (M.O.S.T,). Indian roads congress irrigation project International Consultants & Customers. The symptom of costumers’ confidence on the quality of the products and serves of Apollo lays in the customers’ base of over 500, of equipment pollution of over 1200 and a market share of 75% with sales and service office at all the important location in the country, spare part and services are available on call.

The Apollo Group in Gujarat based industrial house with a. business track record of 37 years, their main interests are in.

1. Road Construction Equipment 2. Road Construction 3. Filtration System 4. Ship Breaking

The group started business operations in 1965 by establishing Apollo Engineering Company for water well drilling constructs over a period of time. The company integrated backwards into production of drilling rings. It started manufacturing of trailers and agriculture equipments,

In 1972, Apollo Industrial Products Pvt. Ltd. was set up to manufacturer mechanical paver finisher and hot mix plants. The company business grew steadily and reputation in the market.

Therefore, in 1985, Apollo Earthmovers Ltd. termmel with Gujarat Industrial Investment Corporation (G.LI.C.) to set up Gujarat Equipments Ltd. The Company started manufacturing Drum type Asphalt Plants and Hydrostatic sensor paver finisher under a technical collaborating arrangement with Barber Greene, USA,

In July 1992, GIIC divested its entire 11% holding to Apollo Earthmovers Pvt. Ltd. at a negotiated price of Rs.18.69 per share.


SIZE, OF THE COMPANY

Industry can how classified into three categories (1) Small Scale Industry (2) Medium Scale Industry and (3) Large Scale Industry.

Small Scale Industry

According to capital investment and industry, which has not invested more than 75 lacks, is called small-scale industry.

Medium Scale Industry

An industrial unit said to be medium scale unit in which capital investment in plant and machinery is between 75 lacks to 100 lacks.

Large Scale Industry

An industrial unit said to be large-scale unit, which invest capital in plant & machinery more than 1 crore & use power and also employed workers more than small scale & medium scale industry.

APOLLO CONSTRUCTION EQUIPMENT Pvt. LTD. is a small Scale Industry, which is obvious following are the main forms of organization.

Sole proprietorship firm Partnership firm Joint Stock company Co-operative sector

In joint stock Company, those are various forms counted like statutory company: charted company, Government Company, Pvt. company and also Ltd. company etc.


ORGANIZATION CHART

B.O.D

Head of works Executive Director

G.M. Pro A.G.M. Pro Marketing

Design QA` Material Cus.Care

Paver paver Purchase stores spar serviceDevelopment Production

A/C Planning FDP

Maintenance Dispatch M/C Shop DM/WM BMProd Prod

HRDElectrical

TK.off General


`

GOALS OF THE COMPANY

LONG TERM OBJECTIVE OF THE COMPANY

Matter market leadership in product line, Maintain market between International presence competitors. Enlarge capable manpower for industrial needs.

SHORT TERM OBJECTIVE OF THE COMPANY

Brink tern over of inventory ratio at 8. Decrease delivery time. Carry all a great seller to quality level of excellent guide. Earn ISO Certificate Launch front-end loader.

SECONDARY OBJECTIVE OF THE COMPANY

Keep leadership through improved technology availed by license / joint ventures.

Offer complete range of equipment for Asphalt Road Building Industry is stop shop.

Continue to invest in quality human resources and training. Add modern infrastructure, to improve overall productivity and quality

standards. Achieve TOM and Total Customer Satisfaction.


MISSION

The mission of the Apollo Group is to maintain leadership by designing and building state-of-the-art Road Construction equipment, with the best and proven technology in the world, availed of by license and joint endeavor with the leaders in the industry. With its quality road construction equipment, Apollo shall play its part in making the dream of high quality, safe, smooth, durable and cost effective roads - a reality in India and the rest of the world. With the right mix of modernism and technology, Apollo shall pleasure the customers with the complete range of equipment optimized for tough conditions: One Stop Shop.

We are Partners, not just suppliers, deeply committed to the success of the customers with our Value for Money equipment; prompt service & support, extensive training & education.With the three P's - Process, Products & People - well and truly in place, Apollo shall be the Supplier by Choice of the Road Construction Industry.


APOLLO GROUP FOCUS

CONSTRUCTION EQUIPMENT Apollo construction equipment (P) Ltd.

Apollo Industrial Products Ltd.

Apollo Earthmovers Ltd. (Both wholly owned subsidiaries)

Apollo Construction Projects (P) Ltd.

ELETRONICS

Circuit Systems India Ltd.(A TV with circuit systems USA for manufacturing PCBs).

ENVIRONMFNT:

Johnson Screens (I) Ltd.(A TV with Johnson Screend, USA)

INVESTMENT

Apollo Industries & Projects Ltd.

SALES & SERVICE OFFICE

Ahmedabad Calcutta Mehsana Cochin Bangalore Delhi Hyderabad Raipur Mumbai Chennai Bhubaneshwar Nagpur


DEPARTMENTS OF THE COMPANY

There are many departments in Apollo Construction Equipment Ltd. They are following as under.

H.R. Department Account Department Production Paver Department Production Plant Department Design Development Department Stores Department Purchase Department EDP Department Machine shop Maintenance Department Electrical Department Quality Control Department Customer care Department Sales Department


INTRODUCTION TO PRODUCTION MANAGEMENT

Production is the procedure by which raw material and other inputs are transformed into finished Products.

Production management refers to the application of Management principals to the production function in a factory. In other words, production management involves application of planning, organizing, directing & controlling to the production process.

SIGNIFICANCE OF PRODUCTION MANAGEMENT

Small new product lead time Short production time Boost up productivity Augment production volume Maintain inventory Maintain quality Reduce production cost Provide customer satisfaction Minimum waste & accident

FUNCTION OF PRODUCTION MANAGEMENT

Production planning Production control Plant location Plant layout Material handling Inventory control Store keeping o Purchasing Repairs & Maintenance charges Time & method study Wage disposable


RAW MATERIAL

The major raw materials necessary for the product series are mild steel sheets, steel bars, steel rod and steel pipes. The basics steel is available from SAIL's stockyard of Ahmedabad. At the presents level of operation about 1160 tones of mild steel was consumed. After the prepare growth the company of optimum capacity utilization would require 2070 tones of mild steel.

The bought out components include diesel engines, hydraulic boxes, conveyer belt, weighers, switches, sprockets, tyres, conveyer chins' and reduction gear bearings. These are available indigenously and can be sourced from reputed manufacturers like larceny and Turbo, Ashok Leyland, Dunlop, SKFF bearings, FAG bearing fanner and others.

The critical item likes hydraulics motor, valves and pumps, grade and slap controller asphalt metering pump are imported from USA. The Company has been able to indigenes some of these components thus securing foreign exchange, the process of indigenization in an engaging are and will be fully completed in a short time, the extent of indigenization would depend on domestic manufacturer ability to produce them. The company has already submitted drawing to reputed many manufacturers viz L & T, Roxroth, Dynamitic, Hydraulics yuken and atturs to develop these components.

The consumption of imported raw materials is 25% of the total consumption raw materials. The company has not entered into a long term arrangement for the procurement of its raw materials purposes to by from the open market.


RESEARCH &. DEVELOPMENT

The company is not having an independent research & develops unit registered with the govt of India. However, product developmental activities continue to get a most precedence in the field of process technology. Improvement in quality, import substitution etc. through the quality assurance department.

Benefit Derived As Are Sale Of Above R & D

The company has been able to substitute some of the indigenous spares, which earlier required to the imported.


TECHNOLOGY

Technology is most important factoring production of qualified and better product without good technology; production cannot be manufactured in good manner. Technology used in production of Apollo's product is following.

The company has developed indigenously the cold milling machine with inherent technical strength and development capability the company shall be developing the proposed products an own...


MANUFACTURING PROCESS CHART

Fabrication

Machining

Tool Room

Assembly &Testing

MANUFACTURING PROCESS


First of all company purchase the raw materials according to requisitely. Company makes drawing for all the different products are making.

(1)Fabrication Where sheets And Plates Are Straightened Cut. Bent & Welded.:

In the fabrication shop, cutting & welding of sheet metal and sub assembly of components is under taken, The facilities in this shop mainly comprise guillotine shearing machine and press break with hydraulic drive, punching, shearing & cropping machine, plate straightening machine, semi automatic machine, sub merge are welding machines, welding machines petitioners and other affixed equipments.

(2) Machining Where Bars. Structural & Casting Would Be Cut. Turned. Milled. Shaped, Allotted.

Machine shop has general purpose, machine tools like lathes, horizontal boring machines, universal, milling machine, racial drilling machined, shopping machine and planning machine. The Components required for various products and being manufactured and the basis at design and drawing supplied by M/s. Barber Greeve Company.

(3) Tool Room:

Toll Room is equipped with surface grinders: vertical milling machine & other allied equipments and is supplementary to machine shop.

(4) Assembly & Testing

The sub assembled components are assembled in this shop to form final product. The basic facilities comprise a paint shop and production testing equipments. Thereafter the machines are tested, dismantled, packed and shipped to customers.

The percentage greeve by customer to the Apollo equipment is phenomenal and the Apollo’s equipment population in the country.


INTRODUCTION TO HR MANAGEMENT

The principal component of an orgies its human resources or. "People at work." Management of men is a challenging job.

HR Management is, the planning organizing, directing and controlling of the procurement, development, compensation, integration, maintenance and separation of human resources' to the end that individual, organizational and social objectives are accomplished.

FUNCTION OF HR MANAGEMENT

Training & Development Organization and development Job design Human resource planning Selection & staffing Personnel Research & Information System. Compensation / Benefits Employee assistance Union labour relations.

OBJECTIVES OF HR MANAGEMENT:

Personal objectives Functional objective Organizational objectives Socited objectives

The HR Management is very important functions of any organization as it deals with managing people, which are the most valuable resource of any organization.


ORGANIZATION OF HR DEPARTMENT

The HR Management is very key function of any organization as it activities with managing people, which are the most important resource of any organization.

For the efficient working of any organization sufficient support has to be given to the different requirement of its employees such as providing fair wages, handling graveness, and look after the welfare of the employees, proper satisfaction and also the training needs.

In most of all the cases all the large scale company has its different personnel department. But in APOLLO CONSTRUCTION EQUIPMENT Pvt. LTD. It has no separated such department. All the functions of this department perform timekeeper officer. Time keeping officers responsible for all the functions of personnel department and he has all authority for them.

Executive Director

Personnel Head

Time Keeper

At APOLLO CONSTRUCTION EQUIPMENT L Pvt. LTD. all the decisions regarding employees are taken very effectively. They give more important to employee's efficiency and also fair wages. Personnel head always remain aware about necessities of employees and try very much to fulfill them and provide cordial environment to workers for working.

A G.A.E.L this department performs function such as manpower planning, requirement, selection, main training discipline action and also training programmed


RECRUITMENT

Recruitment is the most important function of HR department. Recruitment is nothing but a process of finding & attracting capable applicant for employment by recruitment process. HR Department attracts capable and efficient needed person in the organization. The following chart shows the process of recruitment.

Planning

Strategy Development

Searching

Screening

Evaluation & Control


SOURCE OF RECUIREMENT

Internal source External source

INTERNAL SOURCE

Present employees Employee referrals Former Employees Previous Applicants

EXTERNAL SOURCE

Professionals OR Trade Association Advertisements Employment Exchange Campus Recruitment Consultants Contractors Displaced Persons Radio & Television Mergers

There is not any particular policy for recruitment in APOLLO CONSTRUCTION EQUIPMENT Pvt. LTD. Company gives advertise in the Newspaper for office or management staff. Company gives advertise in unusual cases for technical or other normal workers. Advertisement collages, friends, relatives are the main recruitment sources of company named APOLLO CONSTRUCTION EQUIPMENT Pvt. Ltd.

RECRUITMENT SOURCE


Internal Source External Source

Friends Relatives

News paper Magazine Campus

recruitment

(Recruitment Source of Apollo Construction Equipment)

SELECTION


Selection is a process of adjusting or placing right man at right place. Generally there is no certain procedure for selection of employees selection process varies from post selection process starts from application received then after holding beginning interviews, reference check, final selection are steps of selection process, All company may not have same selection procedure.

APOLLO CONSTRUCTION EQUIPMENT Pvt. LTD. has not particular procedure for selection. It selects the employees based a recruitment in each department & for this they contract some contractors for the require manpower.

The company also selects the students as an employee directly from the collage in management staff. The selection procedure is following.

Application

Written Test

Interview

Final Selection

INDUCTION


The selected candidates are thoroughly unconscious about the company's policy and operation and thus it is very much necessary to make to the employee aware of the working of the organization. The induction programme is specially designed for this purpose only. This programme is at around and year in APOLLO CONSTRUCTION EQUIPMENT Pvt. LTD.,

.

TRAINING & DEVELOPMENT


As the time passes, sequential technological advancement taken place and along with the organization keeping pace with the development technology it is also important to import proper knowledge and development competencies of the employees to meet the challenges of the new technology and hence for this training of employees is very important to time to time. By such training and development programme, employees feel that the organization cores for them and they try to contribute the organization will benefits by hawing competent and dedicated employees.

There are various types of training i.e. induction training, job training promotion training and refresh training.

APOLLO CONSTRUCTION EQUIPMENT Pvt. LTD. gives induction type of training. This type of training is given to new entered employees in the organization. In APOLLO CONSTRUCTION EQUIPMENT Pvt. LTD. the new comers have to take the training for one or two years. It they are unknown of the work in APOLLO CONSTRUCTION EQUIPMENT PVT. LTD. There is no separate training department. The training is given in the factor hour time. During the training. Their performance judged. It the performance of employees is satisfied their employees are taken in the permanents staff of the company. Companies send employees in abroad too for training at company's cost it new change new comes in.

PROMOTION & TRANSEFER POLICY


Promotion is necessary because it is restructuring of a job well done by the employee to retain & reward an employee for this year of service to the organization to increase individual & organization.

APOLLO CONSTRUCTION EQUIPMENT PVT. LTD. adapted seniority system for promotion of worked and also of office staff. Company also takes in the mind factor like performance, capability of work done, work accuracy and experiment of employing promoting them. APOLLO CONSTRUCTION EQUIPMENT PVT. LTD. gets benefit of promotion such as keep employees in high morale sincerity of employee's induction in cost training.

Transfer is the movement of all employee from one job to another without involving any substantial change in his duties responsibility required skills, status & compensation. In APOLLO CONSTRUCTION EQUIPMENT PVT. LTD., the employee is accountable to be transferred to any part of India or abroad or any place of business of the company altogether existing or acquired later in any part of India or abroad or any time. The employee is also liable to be deputed to work in and / or assigned the work of the sister concerns and I or subsidiaries or any other company I organization as per the arrangement and / or agreement which the company has and / or may have with such other companies / organizations, without any extra payment. [But APOLLO CONSTRUCTION EQUIPMENT PVT. LTD. has no any other branch. In his company in rare case employees are transferred from one job to another job.]

PERFORMANCE APPRAISAL


Performance appraisal is the system by which the management tries to find out how effective it has been hiring & placing the employees. A performance appraisal process is the process of education of all employees’ performance of a job in term of its requirements.

[In APOLLO CONSTRCTION EQUIPMENT PVT. LTD., a performance is reviewed at regular interval i.e. quarterly / half yearly, which is solely under the discretion of the management. A performance report is filled in by the department head of the respective employees along with the self appraisal of the employees of their performance].

In APOLLO CONSTRUCTION EQUIPMENT PVT. LTD., most of the production work is done on the basis at the contract. The company gives contract to the Pvt. contractors for production work. There is very less workers in company staff engaged in production work compare to contract system. Contractors appraise employees categories under contract system are appraised by contractors while staff employed appraised by company's own supervision. They record the employee's performance regarding their work ability to do work & also behavior & these records are used in promoting employees.]

[In case of management staff, performance appraised by each head of department.]

PERFORMANCE APPRAISAL SHEET


(Strictly confidential and to be filled in by the appraisal)

(A) Performance Result:

This refers to the quality of output that the employee has delivered during the period of three months, ensuring that the product meets the standard. The sub parameter includes:

Achieving output: The extent to which the employee IS achieving the output.

The standard of output: The extent to which the employee is generating standard output.

Supervision: The extent of self dependence shown which performing the job where the level of supervision is minimal.

Consistency: The Consistency of performance that the employee displayed during the period.

(B) Knowledge of jobThis refers the knowledge that the employee has for the assigned work and how the employee uses the techniques and method involved in the job to achieve organizational objectives. The parameter includes:

Job Knowledge: The knowledge of the subjects in regard to the job that has been assigned extent to which the employee is able to apply the knowledge & skill on the job assigned,

Execution of Work : The extent to whom the employee is able to successfully execute the work from their knowledge & skill,

Knowledge Sharing: The ability of the share knowledge with the com-members.

(C) Organization and Planning

This refers to the way that the employee is organized and planned about work & the way may employee the resources available in fulfilling the organizational goal. The parameter includes:

Accuracy & Neatness: The accuracy and the neatness with which the employee performs duty to meet the standard output.

Resource Management: The ability of the employee to anticipate the problem & inform & give solution for the same.

Prioritization of Work: The extent to which the employee is able to prioritize the responsibility assigned.

(D) Reporting

The parameter implies on the extent to which the employee is reporting their respective in charges.

Reporting to seniors /Immediate Head: The extent to which the employee is’ reporting the activities assigned during the period.


(E) Attitude:

This deals with the attitude of the employee while on the job. Adjusting: The extent to which the employee is too able to adjust

with the circumstances & pressure around in the job. Providing Helps: The readiness to help co-members workers &

seniors on the job.

(F) Team Spirit :

It refers the ability of the employee to work in team and utilizing the ability with the co-members in fulfilling the goal. The parameter includes.

Team Work: The ability to perform duty in team. Leadership Quality: The extent to which the employee has shown

leadership quality. Coordination with Members: The extent to which the employee is

coordinating with co-members. Motivating the Co-Members: The ability of the employee to motivate their

Co-Members under difficult situation.

(G) Communication.

Interaction of the employee with the internal & external customers & to understand the adjusting and respective ness of the employee under stress conditions. The parameter includes

Communication with Customers: Communication with the Customers and the extend which the employee is able to solve the problem and keep the customers satisfied.

Communication with Co-Members: The ability of the employee to communicate with co-members, workers & senior members.

(F) Learning Ability:

This refers to the ability of the employee to learn new things that add value to the technique & the process of the job assigned. The parameter includes.

Readiness: The curiosity & readiness shown by the employee to learn more and in-depth on the job.

Grasping Power: The ability of the employee to grasp new things on the job. Application Level: The extend to which employee is able to apply new thing

learned during the job. Exchange of Information; The readiness shown by the employee to pas

information on the latest developments around.

.

(I) Initiative:


This refers to ability of the Employee to take initiative to put forth time: and effort in fulfilling the was with latest supervision. The employee should be able to handle pressure and obtain the aid, to the final objective. The parameters include,

Self Initiative; The readiness to take initiative when situation demand. Decision Under Pressure: The ability of the employee to take und initiative

important decision under stressful condition. Innovation in Work/Process: Bring about innovation in the work/process

assigned with the job. Problem Solving Ability; The capability of the employee to solve problems

arising during the process and work out ready solution for the same,

(J) Discipline;

This refers to the personal aspects of the employee in regards to the able of conduct and the attitude that the employee displays. The parameter includes.

Meaning Time; The ability of the employee in to perform duty on time. Attendance: Attendance of the employee during the period. Rules & Regulation; The extent to which the employee abide by the rules &

regulation of the company. Punctuality; The punctuality & discipline maintained by the employee during

the work.

SUPERVISION

[In APOLLO CONSTRUCTION EQUIPMENT PVT. LTD. the employee shall work


under the supervision & the company may decide control of such person as from time to time. The employee shall diligently and faithfully carry out instructions given by his supervisors and / or persons under whom he is placed to the best of interest of the company.]

GENERAL SERVICE CONDITION

PROBATION PERIOD:


The first 6 months for the new recruit as GET trainee in GAIL is considered to be a probation period.

During this time the performance of the employee is regularly monitored and appraised .If at the end of the period your Departmental Head feels that your performance and/or behavior has not been satisfactory, the probation period may be extended for another six months or your service will be terminated with a notice period of 24 hours.

Employee under the probation period will not be entitled for leave of any kind. Leave taken during the probation period will be treated as "LEAVE WITHOUT PAY"

Within two weeks of joining employee should know the details regarding the company and its product and people.

LEAVE & HOLIDAY RULES:

The pre-requisite for availing leave involves filling up of the leave from available the time keeping office.The points to pander while applying for leave.(1) A permanent employee is eligible for the following leaves during the year:

CL (Casual Leave) 10 days/ annum PL (Privilege Leave) 15 days / annum

Casual leave:

(2) CL will lapse if not availed during the year. (3) A maximum of 3 CL can be availed at a time. (4) CL cannot be combined with the PL (5) The employee must get his / her

CL approval from the Departmental Head at least one day in advance. Under extern ordinary circumstances CL can be availed with verbal Telephonic approval from the departmental head. In the absence of the leave form, such leave availed shall be treated as "leave without pay".

Privilege Leave:(6) PL can be availed by an employee only after the completion of 240 days of continuous service.(7) PL can be accumulated up to a maximum of 60 days. Under special consideration, the Management at their discretion may permit encashment of such accumulated leaves.

Holidays:(9) The list of days to be: considered as paid / unpaid holidays (Max. 13 per year) will be circulated; change in the list is liable and solely up to the discretion of management.Compensatory Leave (CCL):

(10) An employee working on holidays / week off / festival holidays - declared by the company is entitled for compensatory leave approval from the Departmental Head Accepting the request to add such compensatory leave to the employee's CL


account shall be at the discretion of the Management (This rule is not applicable to the employees working in the Sales Function),Weekday off:

(11) Week day off for all the employees in Apollo Construction Equipment Pvt Ltd. Is a Wednesday.

WORKING HOURS:

The normal working hours at Apollo construction Equipment Pvt. Ltd. is divided into two slots

8:30 A.M. to 5:00 P.M. 9:15 A.M. to 5:45 P.M.

The employee may be late for max of two days and beyond this lateness will be treated as half-day. At times working beyond the normal working hours is unavoidable, hence the employee are expected to cooperate in regard to the same. His hours of attendance and weekly off shall be regulated to suit the duties entrusted to him from time to time, He may also be required to attend night sifts or intermediate and or in the closed days for which he shall not be paid anything extra,

TIME KEEPING:

Apollo Construction Equipment Ltd. is separate time office. For keeping the employees absenteeism record, system is operated by time office, Here punching card system has been developed every employee is given a punching and while entering in plant that card is to be punched & at the time of-leaving the same shou1d be punched. When the card punch, the number is recorded in computer insuring employees presence in the organization, Plant work of 8 hours, single shift 8:30 am, to 5:00 p.m. There is break for lunch of one hours from 12:00 to 1:00, employees also are given overtime when there is high burden of work. There are weekly holiday an Wednesday.

DETAILS OF THE WORKERS;

The numbers of employee working in company are given as under. Permanent Employees - 20 Under Contract Workers - 30

In office all employees have an experience of work and it includes engineers, accountants, computer operator, officers, technical designer and clerks.

PERSONAL RECORDS:Maintaining record is one of the main functions of personnel department, which gives the personal details of the employees employed in the organization. Apollo Construction Equipment Ltd. records detail of all employees keeping different accounts of employees. We can find information of employee from his account & all these accounts maintain time keeping officials in Apollo Construction Equipment Ltd.

WAGES & SALARY ADMINISTRATIOIN


"Wages & Salary administration" refers to the establishment and implementation of sound policies in practices of employee's compensation. Payment to labour engaged directly in production is called wages. In other words, wages have direct duration which the production. Salary is the remuneration for the quantum of services rendered by persons, whose output is difficult,

Apollo Construction Equipment Ltd. has a strange wages & salary administration. The company paid salary and wages to employees fairly and satisfactorily.

The date of salary for the employees of Apollo Construction Equipment Pvt. Ltd. will be the 7'h day of the month. The salary slip needs to be collected from the time keeping office by the every employee. The bank does the 70%- 80% payment of Salary & wages & every employee is independent for getting the salary from the bank.

In the year 2004-05, the company has paid Rs.1, 54, 80,322 to employees as a wages & salary contribution. During the year 2004-05 the company paid RS.26.77, 425 as remuneration to the Managing Directors & Executive Directors.

While determining the wages & salary the major factors are organization's ability the pay supply & demand of labour, their prevailing market rote, cost of living, job requirement etc are considered.

Apollo Construction Equipment Ltd. Policy for Wages & salary:

Generally there are two types of demand. Price wages system Time wages system

According to the price wage system, workers are paid according to work done by them in other hand, According to time wage system, workers are paid according to hour of work done by them. Apollo Construction Equipment Ltd. has adopted time wage system and all workers are paid according to this system.

PROVIDENT FUND SCHEME:

Provident fund scheme is an important scheme and the benefits of it employees get after the retirement. Almost all the organization has this scheme. It is fund in which both employees & employer contribute.

Bonus:

(1) According to the payment of Bonus Act, 1965 Bonus is paid to the employees at rate of 8.33% min. to 20% max. of the basic salary (Maximum Ltd. of the basic salary is only Rs.25001-)(2) Only permanent employees can avail the facility. (3) The payment is made during Diwali (30th September)

SEPARATION:


Any Member, who needs separation from the company should give are mouth prior notice to the Management or the Departmental Head where the management will give 24 hours of notice to the employees under probation. Misconduct and one month prior notice for permanent employees.

Apollo construction Equipment Ltd.

RETIREMENT:

In t Apollo construction Equipment Ltd., the employee shall entire on his reaching the aged of 58 or earlier, if found medically unfit for the job designed to him at the sole discretion of the company. the age or date of birth already given by the employee in his application or provident fund declaration, achiever is earlier, shall be treated as binding & final. The company may at its sale desertions extend the term of employment beyond the age of retirement an terms as specifically decided & agreed.

SECRECY:

In Apollo Construction Equipment Ltd., no member shall give in writing to any person or by communication to public papers, journals, books or by speech or discussion or any other mode of communication descried or cause to be disclosed at any time during the service or after service, any secret or confidential information or document relating to the company except with the approval of the Management.

OBSERVANCE OF RULE:

All the member of GAEL shall be personally responsible for the proper & faithful observance of the company rules as applicable to the establishment from time to time.

FRINGE BENEFITS, PROVIDED TO THE EMPLOYEES BY THE COMPANY


Apollo Construction Equipment Ltd. provides two types of benefits to the employees...

Monitory benefits Non-monitory benefits

Monitory benefits:

Bonus & Gratuity Pension & Provident Fund Salary & Wages

Non-monitory benefits:

Canteen Staff bus service till Mehsana District Shoes, Dress, Gloves, -Eye Glass etc. Annually entertainment program Cricket program Towing: The employee is liable to travel as required by the company from

time to time

Inventions and Discoveries:

During the tenure of the employment the employees making any discoveries relating to any improvements connected to with the Manufacturing of any product which the company manufactures or deals in or relating to any improvements in methods of know how or formulates during the period of training & thereafter during his employment under the company, the same shall be the sale & absolute property of the company without any payment being made. The company may in return for the same grant such consideration to him as the company may deem fit and necessary and the company's decision as to the suitability of the said considerations shall" be final.

Service Exclusive:

Every member shall devote their whole time and energy exclusively to the business & interest of the company. Any member' shall not only directly or indirectly engage in any other profession business or enter the service of or be employed in any capacity or for any other person whatsoever & for any part of their time by any other person, firm or company & shall not have any financial dealings directly or indirectly. Every member of Apollo Construction Equipment Ltd. should not hold himself or herself in readiness to perform any duty required by their supervisors to the best of one's ability. Breach of this rule shall be extreme misconduct & appropriate action amounting to financial penalty may be levied.

Business Transactions With Relatives

Except with the prior consent of Mai1agement, the employee shall not enter into any contract or have any business transactions or dealings for the sale purchase or


supply any goods, materials or service on behalf of the company with any relative or with any firm or company in which he himself or his relative is interested.

For the purpose of this clause, "Relative" means up to third, degree relations of self and wife. First degree relatives will be Father, Mother, Brother, Sister, Wife & Children. The first degree relatives of theirs will continue second degree relatives of the employees or his wife & so on & so forth.

Insurance:

Apollo Construction Equipment Ltd. provides different. Insurance facility to the employees.

E.D.L.I. (Employee Deposit Line Insurance Personal Accident Insurance Which Is Totally Bared By the Company Special Personal Accident Insurance to the Key Person of the Company Workers Compensation Accident Insurance The employees can get loan from the-employee's society, which is run by the

Apollo Construction Equipment Ltd. The company has right to give the training to the apprenticeship students.

The company gives stipend to the students of apprentice.

Qualification of the Workers & Managerial Persons:

The workers must pass the I.T.I. Examination in Technical course. The managerial persons must be graduate & post graduate.

TERMINATION

Termination on incapacity:


In case during the continuance of his / her employment, the employment shall be incapacitated by reason of illness or accident or other cause, whether within or beyond his control from attending his duties for period of three consecutive months or for periods amounting in aggregate to three months in a year, the company may at its discretion terminate his / her employment without any payment in lieu of notice.

Termination on insolvency:

If the employee becomes bankrupt or be adjudged insolvent or compound with his creditors, the company shall be entitled to terminate the appointment forth with without any notice or payment in lies of notice.

Termination on misconduct breach of any service conditions refusal etc:

If the employee shall at any time be guilty, of misconduct, commit any breach of the service condition or refuse or willfully neglect to perform to the satisfaction of the comp my any of the duties devolving upon him / her to commit any other act which in the opinion of the company is prejudicial to the interest of or is an act of misconduct, the company may at once without any previous notice, terminate. The service of the employee

Company’s decision on termination to be final and binding

The company's decision as to the occurrence of any events mentioned above to clues 12, 133 & 14 shall be final & binding an the employee and the employee shall not be entitled to question the same on any ground whatsoever.

Termination by notice:

Without prejudice to clause 12 and 14 above, the services of the employee (after confirmation) may be terminated at any time by either party giving one another one calendar month's notice or one month's salary in lieu of notice.

Not to represent the company after the termination, Resignation / Retirement:

The employee agree that he will meet any time after, the termination of his employment / resignation / retirement either personally or by his / her agent directly or indirectly represent himself being in any way connected with or interested in the business of the company.

UNION FREE COMPANY

Trade unions are associations of workers, which are specially formed to maintain industrial peace and protect the rights of workers. Their main aim is to improve the


conditions of workers.

"Trade union is such an organization which is created voluntarily on the basis of collective strength to secure the interests of workers."

“Apollo Construction Equipment Ltd. is the union free company. Union free companies are companies, which are non-unionized. Newly 9% of the companies are without unions.

STRATEGIES FOR REMAINING UNION FREE;

Effective supervision Open communication Effective personnel research Healthy & sate working environment Effective employer Employee relations Effective remuneration Effective training & development programme Effective personnel planning, recruitment & selection.


TRADE FREE COMOANIES STRATIGIC & TACTICS


Effective First Line Open Communication Effective PersonalSupervision Research

Effective Personal Remaining A Healthy & safe Planning, Recruitment Union- Free Working& Selection Environment

Deve.programme Effective Effective Employer&Effective Training & Remuneration Employee Relation

`

MARKETING MANAGEMENT


The marketing concept holds that the achieve organizational goals that the key of the organization is to determine needs & wants of target market and to adopt the organization to provide desirable pro-duct and give more satisfaction in that product better than the competitors.

Marketing needs determining the need of the customers and converting these into wants. The main aim of marketing now days is not only to maximize profit but also' to maximize customers satisfaction so that the firm may be able to stand up to the through competition into the market & be able to steady increment in market shares.

Marketing is the bused of every company, without marketing of company can not sale is product, the sale of product result into profit. Marketing includes al! Sources and sets activities, which are necessary to the flow of goods or product and services from producer to customer in way of distribution. Marketing department include product planning, market segmentation & advertising, thus every company has deferent size of marketing department. It means size of marketing is differ from company to Company

In Apollo Construction Equipment Ltd., there is separate marketing department, which is handled by the executive officer of the marketing department. The chart shows the actual position of the marketing department and the sub department in it.

Board of Director


Chairman & MD

Executive Director Director (Whole Time)

Marketing Department

Sales Promotion Sales

Marketing Marketing Officers Executive Executive Manager

MARKETING SEGMENTATION


Market segmentation means to separate a market into distinct groups with district needs, characteristics or behavior who might require separate products or marketing mixes,

The customers are different in more than one matter that is to say their partiality, the requirement, to their purchasing power,

They are also different from the point of view of geographically and on that reason only organization can't get the proper response of customer to divide. The market in any from is called the market segmentation

Generally there are four types of market segmentation.

(1) Geographical Segmentation (2) Demographic Segmentation (3) Socio economic Segmentation (4) Psycho graphical Segmentation

GEOGRAPHIC SEGMENTATION IN APOLLO CONSTRUCTION EQUIPMENT LTD.

Apollo Construction Equipment Ltd. divides its market according to the geographical segmentation. Different variables are used to segment the business market; business market can be segmented using money of the same variables employed in customer market segmentation such as geography benefits sough and usage late. Within a choose target industry a company can further segment by customer size. The company might set up separate group for dealing with large & small customer. In allover India they have for branch offices for selling and after sales Services. The market structure of the Apollo Construction Equipment Ltd. is as follows.

Marketing Structure


Corporate Office Regional Office

Branch Office

Delhi Mumbai Chennai Calcutta Hyderabad Ahmedabad

From the above chart we can see that the market of company is segmented as are graphically basis. They divided the whole country in six regions, North, East, South, and West Hyderabad & Ahmedabad. The numbers of the customer of company are very less. And if required large funds, so there is no necessity for segmenting the market in demographics personal behaviors.

The corporate office of Apollo Construction Equipment Ltd. is at Ahmedabad.

MARKETING MIX

Marketing mix is the set of controllable strategic marketing tools product, price,


place, promotion that the firm blends to produce the response it wants in the target market.

The marketing mix consists of everything the firm can do to control the demand for its product the many possibilities can be collected into four groups of variables as the "FourPs".

Price Product Place Promotion.

4P’S OF MARKETING MIX


PRODUCT

PRODUCT PLANNING:


Target Customers Intended Positioning

PROMOTION AdvertisingPersonal sellingPublic relationSales promotion

PLACE Channel Coverage Association Location InventoryTransportationLogistic

PRICE List Price Credit term Allowance Payment Period Discount

PRODUCTVarityQualityDesigningFeaturesServiceBrand Name

Product plays an important role in marketing mix without product not anything is to be done marketing without product buying and selling are not existing in the market, product, must provide greatest satisfaction to the customers company should planning for products, so customers can get product simply at maximum satisfaction and if also be convenient for the company itself.

For Apollo construction Equipment Pvt.Ltd., product planning is easy task because its selling is an order oriented basis. According to customer also company makes plans, so customer also fulfill their own necessity and Willingness Company also does market research and according to its makes necessary changes in products and provided maximum satisfaction to the customers company also provides after sales service. There is no inventory of finish goods in Apollo Construction Equipment Ltd. for long period of time.

PRODUCT DECISIONS

There are some important decisions in the development and marketing of individual products and services we will focus a decision about product attributes, branding, packaging, labeling, and product support services.

Product Attributes

Branding

Packing

Labeling

Product Support Services

Product Attributes:

Developing a product or service involves defining the benefits that it will offer. These benefits are communicated and delivered by product attributes such as quality, features, and style and design.


Product quality

Quality is one of marketer’s major positioning tool product quality has two dimension level and consistency. Here product quality level means performance quality the ability of a product to perform its function [Apollo Construction Equipment Ltd. provides better qualitative products than compotators. The company strikes consistency in delivering a targeted level of performance.]

Product Features

A product can be offered with varying features. The company can create higher level models, by adding more features. Features are a competitive tool for differentiating the company's product form competitor’s products. [Apollo Construction Equipment Ltd. produces different models of different products by different features.]

Product Style And Design.

Another way to add customer value is through distinctive product style & design; Design can be one of the most powerful competitive weapons in a company's marketing arsenal. Design is a larger than style. Style simply describes the appearance of the product.

Branding:

A brand is a name, term, sign, symbol or design or combination of these, that identifies maker or seller of a product or service consumer view a brand as an important part of a product and branding can add value to a product.

Brand Equity:

A powerful brand has high brand equity. Brand equity is the value of a brand, based and the extent to which it has high brand loyalty, name awareness. Perceived quality, strange brand associations and other assets Such as patents, trade marks and channel relationships [Apollo Construction Equipment Ltd. has the most valuable brand equity among the.]

Major Branding Decision:


Brand Name Selection Selection Protection

Brand Strategy

Line Extension Brand Extension Multi Brand New Brand

Apollo Construction Equipments Pvt. Ltd.

Brand Spencer

Manu’s Brand Pvt Brand Co- Branding Licensing

56

Brand Name Selection:

A good name can add greatly to a product success. However, finding the best brand name is a difficult task. [Apollo Construction Equipment Ltd. has manufacture's brand name.]

Brand Strategy:

A company has four choices when it comes to brand strategy. It can introduce.

Line extensions (existing brand names extended to new forms, sizes and flavors of all existing product category)

Brand extensions (existing brand names extended to new product categories)

Multi brand's (New brand names introduced in the same product category)

New brands (New brand names in new product categories)

[Apollo Construction Equipment Ltd. has adapted two branding Strategist those are

Line extension

New brands


Packaging:

Packaging is the activity of designing and producing the condition or wrapper for a product.

The packaging may include the product's primary container: a secondary package that is thrown away when the product is about to be used and the shipping packaging necessary to store, identity and ship the products.

Traditionally the primary function of the package was to contain & protect the product; however numerous factors have made packaging an important marketing tool.

[In Apollo Construction Equipment Ltd. the main products of the company are very huge. So there is no special packaging for the huge. Products but there are some bolts, nuts, screws in those machinery so for those the packaging is needed. There are also three types of packaging for them.

Labeling:

Labels may range from simple tags attached to products to complex graphics that are part of the package. The label might describe several things about the product who made it. Where it was made when it was made, its contents, how it is to be used and how to use it safety finally the label might promote the product through attractive graphics.

[The Apollo Construction Equipment Ltd. is the Ltd. company so it has to follow some govt. rules & regulations about labeling & packaging like the company has to follow the federal trade commission Act' 1914, fair packaging & labeling Act of 1966. etc.]

Product. Support Services:

Customer Services is another element of product strategic more & more companies are using product support services as a major tool in gaining competitive advantages.

A company should design its products & support service to. Profitable meet the needs of target customers. [Apollo Construction Equipment Ltd. provides the following product support services:

The company has the different customer are department. The company is to survey customers periodically to assess the value of

current services and to obtain release for new once. The company arranges the customer conference and invites their suggestion

and new ideas about the products. If the customer has any problems about the product. the company tries to

solve those problems.


PRODUCT LINE AND PRODUCT MIX:

Product Line:

A product line is a group of products that are closely related because they function in a similar manner are sold to the same customer groups, are marketed through the same types of outlets, or full within given price ranges.

The product lines are related with companies strategic plan & marketing plan. It considers market segmentation and target market.


Product & price of the company

Sr. No. Item Selling price

(Rs.) 1 Kerb Laying Machine “KP-40” 7,25,000/- 2 Slipformer “KP-1200 SF” 22,50,000/-

3 Extra Mould for “KP-40” 65000/- 4 Extra Mould for “KP-1200SF” 91,000/- 5 Kerb Cutter with 16 HP Petrol Engine 1,45,000/- 6 Kerb Cutter With Ele. Motor 75,000/- 7 Kerb cutter (Vertical) 1,10,000/- 8 “WM-6 std. Paver” with kirl. 4R1040 Engine & std.

Screed11,00,000/-

9 “WM-6 std. Paver” with Leyland 6.65 / kirl, 4R1040 (Turbo)/kirl 6R1080 Engine, Tel Screed & Power Steer.

13,25,000/-

10 Mobile Cement Concrete Batch Mixing Plant 20 Cu.Mt 18,85,000/- 11 Road marking Machine “RM-100” (Extruder type) 15,00,000/- 12 Road marking Machine “HPWB” with Screed 1,45,000/- 13 Gas Preheated 500 kg 2,25,000/- 14 Road Surface Cleaner 61,000/-


PRICING POLICY

Price is the amount of many customers has to pay to obtain the product. Determining the price of the product is most important function of management. If company may fail to determine price then it will definitely unsuccessful as far as management concern.

Factors affecting the price

A company’s pricing decisions are affected by both interval company factor and external environment factor.

Pricing decision

Internal factor

Marketing objective Marketing strategic West Organizational Consideration

External factor

Nature of marketing & demand Competition After environmental factor


General Pricing Approaches

There are main three general pricing approaches.

Cost based pricing approach. Buyer (value) based pricing approach. Competition pricing approach.

(1) Cost Based Pricing;

There are main two methods of cost based pricing: (i) Cost Plus Pricing (ii) Break

even pricing

Cost plus Pricing:

The simplest pricing method is cost plus pricing –adding a standard make up to the cost of product.

Apollo construction equipment Ltd. uses this cost plus pricing method. The company job bids by estimating the total project cost and adding a standard make up profit.

Apollo construction equipment Ltd. uses this method for many reasons.

Sellers are more certain about cost than about demand. By typing the price to cost, seller simply pricing.

When all firms in the industry use this pricing method, price tends to be similar and price competition is thus minimized.

Many people feel that cost- plus pricing is fairer to both buyers seller, seller own fair return on their investment but do not take advantage of buyers when buyers demand becomes great.

Break Even Pricing:

Setting price to break even on the costs of making and marketing a product or setting price to make a target profit.

Value (Buyer) Based Pricing Approach

Setting price based on buyer perception of value rather than on the seller’s cost .


Competition Based Pricing Approach

Setting price based on the price that competitor change for similar product.

(In Apollo Construction Equipment Ltd. the method of pricing policy is same for the

all the product of the company.)

PLACEPlace includes company activities that make the product available to target consumers, Place includes the distribution channel, transportation, coverage, location & inventory.

DISTRIBUTION CHANNEL:

Distribution channel of interdependent organizations involved in the process of making a product or service available for use or consumption by the Consumer or business User.

Distribution channel is also important element of marketing mix. This stands for various activities, the company undertaken to make the product easily available to customers. In today's economy, the producer & customers are separated by vast distance so it necessary to fill this place gape' through channel 'of distribution as well as physical distribution.

The product produced by Apollo Construction Equipment is capital product so it requires more fund to invest in industries & they sates their product to the Customers and in this type of industries the customer are few so that sales their product directly to the customer. So they adopt the zero level of channel of distribution. The customers directly contact to the company for purchasing any machinery or plant their requirements. There are not any middleman persons.

Thus the company and customers directly come into contact and sales become

possible.

TRANSPORTATION:Transport means to send & to get the product from one place to another place by Road, Air, Train or Sea.Apollo Construction Equipment produce very huge machinery so the company transports the product by the trailer an road an internal level and international level the company transport the product by the ship, by road etc.


Coverage Apollo Construction Equipment covers the whole international &national areas. The company deals with the Indian company & foreign company

There is no competitor of the Apollo Construction Equipment at the national level.

The company one of the largest & biggest company in India.

PROMOTION

Promotion means behavior that exchanges a few words the merits of the product and persuades to target customer to buy it. In short promotion in the communication to the customer.

Promotion include advertising, personal selling, sales promotion & public relation.

ADVERTISING

Advertising donates manse employed to draw attention to any object to purpose. In marketing contents advertising has been defined “as any paid form of not personal presentation and promotion of ideas, goods and service by all identification of sponsor”

To spread ideas about the product/service among the customer and prospect. Popularizing of product is the main purpose of advertising activity.

There are many type of media by them the company’s can give the advertisement & can spread the ideas of the product to the customer like newspaper, magazine, TV, Radio internet, e-mail etc.

Apollo construction equipment is the construction company & related with corporate sector. So the company gives advertisement of its products in corporate Magazines. Such magazines, "CONSTRUCTION WORLD" 'INDIAN ROAD CONSTRUCTION", INFRASTRUCTURE WORLD" ETC.

SALES PROMOTION

Soles promotion consists of short term incentives to encourage the purchase or ale of a product or service.


There Are Main Two Types Of Sales Promotion Tools: Consumer Promotion Tools Trade Promotion Tools.

[The APOLLO CONSTRUCTION EQUIPMENT accepts the trade promotion tools. The company gives discounts & allowances and the purchasing of the machinery by the consumers.]

PUBLIC RELATIONSAnother Major Mass: Promotion tool is public relations, building good relations with the company's various publics by obtaining favorable publicity, building up a good corporate image and handling or handling off unfavorable rumors stories and clients.

FUNCTION OF PUBLIC RELATION DEPT.

Press relation Product publicity. Public affaires. Lobbying. Investor relation Development.

TOOLS OF THE PUBLIC RELATION

News Speech Special events Written material Audiovisual material Corporate identify material Public service activities Website

[The APOLLO CONSTRUCTION EQUIPMENT PVT. LTD. also maintains the relations with public by special events like consumer conference, games etc., corporate identify materials, public service activities etc.]


PERSONAL SELLING

Personal selling is the interpersonal support of the promotion mix. Advertising consists of one way non-personal communication with target consumer groups. In contrast, personal selling involves two-way personal communication between sales people and individual customers. Personal selling can be more effective than advertising in more complex selling situations.

In most firms, however, the sales force plays a major role.

Sales force management as the analysis planning, implementation and control of sales force activities. Sales personal server as the company's personal link to the customers. It is the sales representative who brings back much needed information about the customer. The idea arose that sales representatives should know how to diagnose a customer’s problem and purpose a solution. The sales forces strategy has implications for the sales force structure.


ORGANIZATION OF FINANCE & ACCOUNT DEPARTMENT

Organization structure of finance & accounting department is line organization system. All the functions of finance is in the head of chief accountant... There are 6 seniors following is the chart of finance & A/c. Department. .

Chairman & M.D.

Executive Director

Chief Accountant

Accounts

Clerk

Form the above chart; we can find that all the functions are distributed under the chief accountant. Mr. P.V. Patel & Mr. S.K. Mooudra takes all the decisions


regarding finance, but last authorities are in the hand of the chairman and executive director. Mr. Asit A. Patel, executive Director is ultimate responsible person for execution of any finance decision, clerk works under the head of accountant of normally accountant works under the head of chief accountant. Due to the better finance policy of company accountant, finance functions are operated smoothly and although problem.

FINANCE PLANNING

The finance planning is playing a very important role in company. The process of estimating the funds requirements of the firm and determining the sources of funds is called finance planning for every company, finance planning is must. The head of account and finance department spars there most of the time in making planning of finance. It they are not successful in making planning of finance. It they are not successful in making effective financial planning, they never success in business.

All companies have their own different plan about financing. So financial planning covers specially

What would be fund requirement? Maximum utilization of funds.

[APOLLO CONSTRUCTION EQUIPMENT PVT. LTD. has it s own plan for fixing financial requirements and maximum utilization of fund. In The APOLLO CONSTRUCTION EQUIPMENT PVT. LTD.. the chairman decides the requirements of funds in board meeting of company. For helping accurate figure of requirements of funds, they make 6 monthly or sometime yearly forecasts of funds. Each and every department maintained its requirements. After' deciding requirements of funds, company tries to collect money and for this they arrange meeting with its banker such as State Bank of, India and Dena Bank at a ratio 6:4.

Again management plans for proper maximum utilization of amount. They have adapted enough controlling measure have that can ensure no idle funds. They have set target for such job in terms of money period required, time consumed, quality assured etc.

By doing financial planning in good manner, APOLLO CONSTRUCTION EQUIPMENT PVT. LTD. makes effective use of fund and there is no shortage or any idleness of funds. In company so from that view paint financial planning has


grater significance.

CAPITALIZATION

Capitalization Comprises Ownership capital and surplus in what ever form it may appear. Borrowed capital, which consist of bands of long term debt.

There may be owner capitalization or under capitalization.

Company is said to be owner capitalization if its earnings are less in relation to its capital investments. In other words, when book value of the company's share is greater than its real value owner capitalization can adversely affect the company's prestige; it lowers the profit so interest of shareholder is also affected. It sometime leads to high price or interior quality product. Company is said to be under capitalized when real value of its shares is greater than book value. Under capitalization results in higher profit, increase the prestige and good return to share holder however, expectation from an under capitalized company increased.So always we should go for fair capitalization in

Book Value = Net AssetsNo. Of Shares

Book value for the year 2001-02

= 1, 66, 28.461 2, 50,000

66.51 Rs


3, 09, 65,769 2, 50,000


123.86 Rs


2, 72, 63,693 2, 50,000

109 Rs


1, 36, 68,563 2, 50,000

54.67 Rs


INVENTORY MANAGEMENT

Inventory is composed of assets that will be sold in future in the course of business operations. The assets which firm store as inventory anticipation of need are raw materials, work in progress finished goods. They are on important input of the final product.

Inventory as a current asset differs from other current assets because only financial manager are not involved, Rather, all the functional areas i.e. financial, marketing, production and purchasing are Includes. The views concerning the appropriate level of inventory around differ among the different functional areas. The job of the financial manager is to reconcile the conflicting view point of the various functional areas regarding the appropriate inventory level in order to fulfill the over all objectives of maximizing the owners wealth. Thus, inventory management like the management of other current assets should be related to the over all objectives of the firm. The objectives of inventory management consist of two counter balancing parts.

1) To minimize the firm's investment in inventory.2) To meet a demand for the product by efficiency organizing the firm production and sales operation.

These to conflicting objectives of inventory management can also be expressed in terms of cost and benefits associated with inventories. And optimum level of inventory should be determined on the basis of trade off between costs and benefits associated with level of inventory.

The valuation of inventory at APOLLO CONSTRUCTION EQUIPMENTPVT. LTD., is made under the consideration of the following paints.

Raw Material and Spares are valued at cost Store and tools are valued at cost


Store and tools are valued at costs Semi finished & scrap are valued at cost Scrap is estimated realizable value Finished goods are valued at lower cost.

RATIO ANALYSIS

Meaning:

Ratio broadly speaking is the "numerical relationship between two numbers. Ratio analysis of statement stands per the process of determining & presentation the relationship of items and groups’ items in the statements. Ratio analysis engages quantities measurement & shares precisely how adequate one key item is in relation to another business performance can be measured by the use of ratios.

Importance.

Liquidity Position Long term saliency Operating efficiency Over all profitability Inter Firm Comparison


LIQUIDITY POSITION OF APOLLO CONSTRACTION EQUIPMENT

Liquidity refers to the ability of a firm to meet its obligations in the short run usually one year. Liquidity ratios are generally based on the relationship between current assets (the source for meeting short term obligations) and current liabilities. The important liquidity ratios are current ratio and acid test ratio.

Current Ratio= Current assets Current liabilities

Quick Ratio= Quick assets Current liabilities

Return on Equity Ratio= profit after taxAverage total assets


Year Current Ratio

Acid test Ratio

Return on equity ratio

2001-02 1.60 0.04 1.692002-03 1.49 0.34 2.462003-04 3.17 1.20 3.142004-05 1.72 0.62 2.21

Average 1.99 0.55 2.37

74

0

0.5

1

1.5

2

2.5

3

3.5

2001

-02

2002

-03

2003

-04

2004

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Avera

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Current

Acid test Return on equity ratio

Current liabilities ratio: -

This is the ratio of current liabilities. It is a widely used indicator of a company ability to pay its debt in the short-term.

The current ratio of the company registered an overall increasing trend and varied 1.49 times in 2002-03 during the period of the study.

Quick ratio: -All current assets are not equally liquid. While cash is readily available to

make payment to suppliers and debtors can be quickly converted into cash, inventories are two steps away from conversion into cash.

Acid test ratio also called the quick ratio. The acid test ratio is fairly stringent measure of liquidity. Quick ratio is not included inventories and stock. Apollo Construction Equipment has only one year quick ratio suitable. The quick ratio of the Apollo Construction Equipment fluctuated just like current ratio specifically it

Return on equity ratio: -This is a measure of profitability from the standpoint of the shareholders. The

ratio measures the efficiency with which shareholders funds were employed.

Year Profit MarginRatio

Inventory turnover Ratio

Assets turnover ratio

2001-02 7.14 7.2 3.282002-03 7.33 9.5 3.932003-04 7.86 6.5 3.192004-05 6.87 3.7 2.22


Average 7.3 6.72 3.15

Profit Margin Ratio= profit after tax Net Sales

Inventory Turnover Ratio= cost of goods sold Average Inventories

Asset turnover Ratio= Net salesAverage total assets

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Profit Margin

Inventory turnover

Assets turnoverratio

Profit Margin Ratio:-Profitability ratios measure the degree of of operating success of a company

in an accounting period. The only reason why investors are interested in a company is that they think they will earn a reasonable return in the form of capital gain and dividend on their investment.

Apollo construction Equipment profit margin ratio all the year increases except 2004-05.

Inventory turnover ratio: -The mean of net sales and inventory was 6.72 times. The inventory turnover

ratio of the Apollo construction equipment registered a fluctuating trend and varied from 9.5 to 6.5 times. The highest inventory turnover ratio 9.5 times in 2002-03.


A high inventory turnover ratio is better than a low ratio. A high ratio implies good inventory management. A very low level of inventory has serious implications. It will adversely affect the ability of a firm to meet customer demand, as it may not cope with its requirements that are there is a danger of the firm being out of stock.

They should have neither too high nor too low inventory turnover ratio.

Assets Turnover ratio: -Apollo construction Equipment assets turnover ratio all the year increases except 2004-05.This is a measure of the efficiency with which assets are utilized. It indicates how many times the assets were turned over in a period. If the turnover ratio is high, the company can be said to be managing it’s efficiently. If ratio is low, it means the company has more assets than it really needs for its operation.

Year Return On AssetsRatio

Average Debt Collection Period(Days)

Earning per share

2001-02 23.41 53 16.932002-03 28.82 45 24.562003-04 25.14 33 31.372004-05 15.25 36 22.09

Average 23.15 42 23.73Return on assets= Profit after tax

Average total assets

Average debt collection period= Average debtors Net sales/365

Earning per share (EPS) = profit after tax Number of equity shares


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Profit Margin

Inventory turnover

Assets turnoverratio

Return on Assets Ratio: -Measure of profitability from a given level of investment.

Average debt collection period Measure of time taken to collect debtors.

Earning per share:-Financial analysts regard the EPS as an important measure of profitability.


Year Debtor Turnover Ratio

Debt to Equity Ratio

2001-02 6.86 5.002002-03 8.14 6.032003-04 10.99 5.022004-05 10.11 7.58

Average 9.02 5.91

78

Debtor Turnover Ratio= Profit after Tax

Number of Equity Shares

Debt to equity ratio= Total liabilities Share Equity

0

2

4

6

8

10

12

Debtor Turnover RatioDebt to Equity Ratio

Debtor Turnover Ratio: -

Apollo construction Equipment debtor turnover ratio all the year increases.

In addition to overall measures of liquidity, measures of liquidity of specific current assets are also necessary. The ability of a company to collect from its credit customers in a prompt manner affects the company liquidity. The debtor turnover ratio measures the efficacy of accompany credit and collection policy. The ratio shows the number of times each year a company debtor in cash. The ratio provides some indication of the quality of both the debtors and the company collection efforts. A high debtor turnover ratio indicates that debtor can be considered good.

Debt to equity Ratio:-

A wise mix of debt and equity can increase the return on equity for two reasons. One, debt finance is generally cheaper than equity. Two, interest payment are admissible expenses for determining the taxable income of the company. The debt to equity ratio measures the relationship of the capital provided by creditors to the amount provided by shareholder. Debt includes all obligations, both short- term and long- term. The ratio indicates the extent of use of leverage. A high debt to equity ratio indicates an aggressive use of leverage, and a highly leverage company is more risky for creditors.


WORKING CAPITAL MANAGEMENT

Working capital management deals with the management of the current assets. The two different concepts of working capital are gross working capital and net working capital.

Gross working capital refers to the firms' total investment in current assets while Net working capital refers to the, difference between current assets current liabilities. A positive net working capital will arise when current liabilities are in excess of the current assets.

The working capital indicates the liquidity position of the firm and suggests the extent


to which the working capital needs may be financed by permanent source of funds. Current liabilities to constitute a margin a better for maturing abdication within the operating cycle of business. Generally, the conversional rules are to maintain thee level of current assets. Twice the level of current assetsis also conceder while determining this.

At Apollo Construction Equipment Ltd., the management of the working capital is very efficient and effective. Net working capital of Apollo Construction Equipment Ltd. is positive because of higher level of current assets over the current liabilities..

Ratio Related To Working Capital

Current ratio: - Current assetsCurrent liabilities

For the year ended 2004-05 = 1.72: 1For the year ended 2003-04 = 3.17: 1For the year ended 2002-03 = 1.49: 1For the year ended 2001-02 = 1.60: 1

The current ratio is the ratio of the current assets to total current liabilities. The current ratio of firm measure its short term solvency i.e. its ability to meet short form obligation

PROFIT & LOSS A/C FOR THE YEAR ENDED 31ST MARCH 2005


PARTICULAR SCHCurrentYear(Rupees)

PreviousYear(Rupees)

INCOME:Income from operation L 8,33,25,231 10,17,67,518Other Income M 11,56,411 8,34,289Increase (Decrease) in inventories N (-35,21,600) 85,63,960 TOTAL 8,09,60,042 11,11,65,767EXPENDITURE:Raw-materials & other consumption O 5,31,79,769 8,03,79,447Personnel Related Expenses P 19,44,066 17,20,670Financial Charges Q 13,17,176 19,00,973Depreciation 7,74,855 6,56,765Other Expenses R 1,62,92,540 1,58,64,829

TOTAL 7,35,08,406 10,05,22,684PROFIT BEFORE TAX 74,51,636 1,06,43,083Less: Provision for Taxation 16,75,000 24,00,000 Deferred Tax Liability 2,53,500 4,01,500NET PROFIT FOR THE YEAR 55,23,136 78,41,583Add: Balance B/f. from P.Y 2,13,68,545 Prior Period Adjustment ------------ Charity (- 11,000) (- 10,200)PROFIT AVAILABLE FOR APPROPRIATION TOTAL 2,68,80,681 2,20,06,045Appropriation:Proposed Dividend & Tax 5,70,125 6,37,500Prior period adjustments (Net) 1,50,423 ------------Balance Carried to Balance sheet 2,61,60,133 2,13,68,545

TOTAL 2,68,80,681 2,20,06,045

BALANCESHEET AS AT 31ST MARCH 2005

PARTICULAR SCH CurrentYear(Rupees)

PreviousYear(Rupees)

1 SOURCE OF FUNDS:(A) Shareholder’s Funds:Share Capital A 25,00,000 25,00,000Reserve and Surplus B 2,71,60,133 2,23,68,545


2,96,60,133 2,48,68,545(B) Loans Funds:Secured Loans C 90,20,026 1,41,72,896Unsecured Loans D 1,15,26,324 1,41,28,443

TOTAL 5,02,06,483 5,31,69,8842 APPLICATION OF FUNDS:

(A) Fixed Assets: Gross Block 1,71,54,910 1,49,71,789Less: Depreciation 28,16,305 20,41,450 NET BLOCK E 1,43,38,605 1,29,30,339(B) Investment F 2,31,44,375 1,36,62,176

3,74,82,980 2,65,92,515(C) current Assets, Loans & AdvancesInventories G 1,24,09,297 1,72,29,797Sundry debtors H 84,32,359 74,70,230Cash & Bank Balance I 16,28,226 16,23,153Loan & Advances J 1,01,48,788 1,35,03,270

3,26,18,670 3,98,26,450Less: Current liabilities & Provision: KCurrent Liabilities Payable & Provision 1,83,79,982 1,19,25,257Proposed Dividend & Tax 5,70,125 6,37,500NET CURRENT ASSETS 1,36,68,563 2,72,63,693Miscellaneous expenditure 20,940 26,176

TOTAL 5,11,72,483 5,38,82,384Less: Deferred Tax Liability 9,66,000 7,12,500

TOTAL 5,02,06,483 5,31,69,884

SWOT


S

BUSINESS STRATEGIC PLANNING PROCESS

External Strategy Environment Formulation

Formulation

SWOT Goal Business Analysis Formulation Implementation Mission

Feedback


Internal & Control Environment

Purpose:

A major purposed of analyzing the environment is to discern new marketing opportunities.

Marketing opportunities

A marketing opportunity is an area of buyer's need or potential interest in which a company can perform profitably.


SWOT ANALYSIS

The overall education of a company's strength weaknesses, opportunities & threats is called SWOT Analysis.

A business unit has to monitor key macro environment force such as demographic, economic, technological political legal, and social, cultural and significant micro environment actors customers, competitors, distributor, supplier, that affect its ability top earn profit. The environment might present much opportunity, but a company might not have the strength to exploit all the opportunities. Similarly, sometimes a firm will not have strength to meet the environmental threats.

Strategic management defines as "The set of decisions and actions, which leads to the development of an effective strategy or strategies to help achieve corporate objective"

STRENGTH


The strength is the symbol of the firm shows the abilities of the firm. There may be internal or external strength. The organization can overcome its weakness to convert them into their advantage..

Strength provides competitive edge & reach over the competitors. There may be following strengths of the company.

Acknowledged market leader with high level of customer goodwill. Always close to the customer. Proactive lather than reactive to changing

market needs Large customer Base & High Brand loyalty. Fastest deliveries of equipment and spare parts. Excellent pre & after sales support through sales & service offices located in

all the major cities of India. Motivated sales & service team, Qualified personnel quick On technology absorption.

Hot mix plant batch type with electronic controls, 60 to 240 TPH technologies from Niigata Engineering Co, Ltd., Japan.

Technical collaboration with cedrapids inc USA or CR 851 Hydrostatic power finisher with automatic grade and slope control for pawing width of 10 meters.

APOLLOCONSTRUCTION EQUIPMENT LTD. management is participating mgt. so all the problems of employees are solved by the top level management.

WEAKNESS

The organization may also survive by avoiding the unnecessary weakness; organization shall conduct the feedback and surveys to search for the latest weakness. It requires productive approach & inward looking methods to raise the policies & procedures of the organization. Like strength there may be internal or' external weakness a follows....

In competition with the foreign companies, price of the, equipments is high compare the foreign companies.

There is a lot of noise pollution at the work place. This noise is dangerous for the workers.

OPPORTUNITY

Opportunity means the chance to do something innovative or to take the advantages


of the possible space & gaps existing in the market. Opportunity always exists but main thing is they need to be realized and recognized. This requires a strong motivational factor and premium foresight.

THREATS

It is an important to analysis the threats of the business SWOT analysis is very useful mechanism in searching the latest threats situations are following as under"

There is no interference of anyone except the government because

the APOLLO CONSTRUCTION EQUIPMENT LTD. is Pvt. Ltd. company.

SUGGESTIONS

After preparing the whole report & analyzing the whole report, we suggest the following opinions for the APOLLO CONSTRUCTION EQUIPMENT PVT. LTD..

The company provides the transportation services to the customers by some trucks, trailers etc.

The company competes with the foreign companies. In this competition, the quality is good but the prices are higher of the Apollo Construction Equipment Pvt.Ltd. machinery than the other companies. So the company should provide the machinery at much lower cost or price.

In this company, there is lot of noise at work place, So the workers can lose their energy of hearing. So the company should provide the earplugs to the workers for their safety at work place.


Conclusion

APOLLO CONSTRUCTION EQUIPMENT LTD. is India's No. 1 manufacturer of road construction & maintenance equipment. There are very less competitor against Apollo's product in market and quality of its products is better than competitors. Its products are increasing every year so there is bright future for company. The chairman and managing director. Mr. Rashmibhai H Patel is well experienced person. He has 37 years experience in this field. The most important is that company's main aim is not only make profit but with profit to provide maximum service to the company in any time or position.

Company also contributes to the nation by earning foreign exchange. Company serves sorority providing full employment to the unskilled people and brings up their standard of living. APOLLO CONSTRUCTION EQUIPMENT PVT. LTD. is able to use maximum capacity of manpower and also of technical know how nowadays. Companies try to achieve ISO certified. Which shows quality improvement of product? And best management company has been adapted foreign technology collaboration and join venture with foreign companies. By these step of company there may be possible of improvement in technology knowledge in country.Lastly, I am of the opinion that APOLLO CONSTRUCTION EQUIPMENT PVT. LTD. has wide Scope to developing in coming years,


BIBLIOGRAPHY

Reference Book:

(1) Human resources mgt. by K. Ashwathappa (4th Edition) (2) Marketing Mgt. by Kotler & Armstrong (9th Edition) (3) Organization Behavior by Keith Devis (11th Edition)

Website:

www.gujaratapollo.com

Magazine:

Indian Infrastructure (Vol. VII)Infrastructure world (Vol.)

Annual Report of, Apollo Construction Equipment:

2004 -05 2003 -04


2002 -03 2001 -02


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