usha martin by anuj2

EXECUTIVE SUMMARY

This research project is about USHA MARTIN Ltd. The Usha martin is an undisputed market leader in the wire & wire ropes. It manufactures wire & wire rope of national and international specifications and standard. UML produce different wire & wire rope products, which are used in different industries for different purpose. Some of its areas of application are mining general engineering, fishing, shipping construction of aerial ropeways etc. The wire and wire rope of the UML are of superior quality and are extremely durables.

This project was undertaken to understand the sales procedure and system related to wire and wire ropes. The main purpose was to analyze those processes which has major role in the sales procedure and system. By adopting the various strategies that have been analyzed in this project Usha Martin has a lot of progress in terms of value, parties, TPM, products etc. The main objective of this project is to ascertain the behavior and perception of the existing customers towards the ropes usage and also the effectiveness of the sales strategies adopted by the organisation. To serve this purpose primary and secondary data was collected, analysed and findings were given to the organization.

The purpose of this study is to develop understanding and skill about concepts, method and strategies of sales management. It also aims at developing various competencies to tackle different sales related problems. Also this study helped to understand the existing Sales procedures & system of UML &to find out the related problem in its system and recommend solution as per the findings

1

Introduction to the project

PROJECT TITLE

SALES PROCEDURES AND SYSTEMS Adopted byUSHA MARTIN LIMITED IN RANCHI (JHARKHAND)

SCOPE OF STUDY

The study was carried in Ranchi city, but scope of this project scattered all over the India.

This project was undertaken to understand sales procedures and systems adopted by usha martin ltd.

LOCATION : RANCHI (JHARKHAND)

DURATION OF THE PROJECT

Duration of my project was 60 Days (2 MONTHS.)

OBJECTIVES

PRIMARY OBJECTIVE :

To obtain the required knowledge of the subject.

To study the existing Sales procedures & system of UML.

To find out the related problem in its system and recommend solution as per the findings.

SECONDARY OBJECTIVE :

To analyze the working & function of the sales dept. or systems to know how well the manpower is utilized.

To study the buying pattern of customers in different attributes of Usha Martin Ltd .

Theoretical background

Sales Co-ordination Department occupies a strategic position in USHA MARTIN LTD. It spreads the organization’s effort to supply customer with ever increasing qualitative of product at profitable price. Good products at competitive price are not enough. Company’s success is affected by the dealings and association of the sales Co-ordination department with customer and public, sales Co-ordination department with other department influence the company’s reputation with public. So each and every department is able to maintain a healthy relationship with sales department.

Sales Co-ordination department operations are influenced by the operationofthe following department: ♦ Production♦ Quality Assurance♦ Technical Service Division♦ Purchasing♦ Finance♦ Research & Development

COMPANY PROFILE

Usha Martin limited is an undisputed market leader in the wire & wire ropes and speciality product. It manufactures wire & wire rope of national and international specifications and standard. UML produce different wire & wire rope products, which are used in different industries for different purpose. Some of its areas of application are mining general engineering, fishing, shipping construction of aerial ropeways etc. The wire and wire rope of the UML are of superior quality and are extremely durables.

VISION

In our chosen business, we shall retain market leadership in India and shall be globally competitive through customer orientation and excellence in quality, innovation and technology. MISSION

♦ ENRICHING LIVES

We will do our best to provide quality product and services, which will improve the life style of our users.

♦ QUALITY IS OUR FIRST PRIORITY We aim to achieve customer satisfaction by producing quality products. No sale is a good sale unless it fulfills our customer’s expectations.

♦ OUR WORD IS OUR BOND Our dealers are our partners. We endeavor to practice this golden rule in all our relations with others.

♦ INTIGRITY IS OUR COMMITMENT The conduct of our company’s affairs must be pursued in a manner that command respect for honesty and integrity.

Looking Back - A Brief History

1960-1970 The Company was incorporated as Usha Martin Black (Wire Ropes) limited having its wire rope plant at Ranchi. The name was changed to Usha Martin Black Ltd. in 1979 and further changed to Usha Martin Industries Ltd.(UMIL) in 1983.

1965 - UMIL promoted Usha Ismal Ltd. (UIL) in collaboration with CCL Systems Ltd of UK for the manufacture of fittings and accessories, equipment for pre-stressed concrete system, wire ropes and wire ropes splicing equipment at Ranchi. UIL merged with UMIL in 1990 and became a division of the company

1971 - UMIL promoted Usha Alloy Steels Limited (UASL) for the manufacture of billets at Jamshedpur. UASL merged with UMIL in 1988.

1975 - UASL acquired an ongoing rolling mill at Agra.

1975 - UMIL set up its Machinery Division at Bangalore for the manufacture of Wire Drawing and allied machines in technical collaboration with Marshall Richards Barcro Limited (MRB) of UK.

1979 - In order to obtain steady supply of wire rods for its wire rope plant, UASL set up a Wire Rod Rolling Mill at Jamshedpur.

1987 - UMIL, alongwith Bihar State Electronics Development Corporation, promoted Usha Beltron Ltd. (UBL) in collaboration with AEG KABEL of Germany for the manufacture of Jelly Filled Telephone Cables.

1997 - UMIL merged with UBL w.e.f 1st October 1997.

2000 - Acquisition of specialty wire rope manufacturing plant in UK “BruntonShaw”.

2000 - Commissioning of 25 MW thermal power plants for captive consumption.

2001 - – Commissioning of 2nd SMS to enhance capacity and produce quality specialty steel.

2003 - Usha Beltron Ltd Changed its name to “Usha Martin Limited (UML). UML created Fine Cord Plasticated coated Fine wires, household wire, Polymer coated wire, Fine Ropes & Bright Bars manufacturing facilities in Tatisilwai- Ranchi

2007- Peng Usha Martin collaborate with Jo-Peng, Austria in 2007 for Special Wire.

UML is the 2nd largest wire and rope manufacturer in the world and has the largest variety in South East Asia.

It is multi product, diversified engineering conglomerate with 10 production units in India,1 in Thailand,1 in UK and 1 in Dubai.

It is saving valuable foreign exchange by exporting by exporting its products to 42 countries like USA, Africa and Middle East, conforming to the strictest product quality standards.

It got the ISO 9000 Certification by BVQI in 1994.

ICICI (BCB) did the business process re-engineering in 1996 and line system was set up to enhance performance.

With the modern concepts like TPM, value engineering, QC, suggestions scheme, customer satisfaction and human resource development, UML is trying to reach unparalleled heights.

UML is serving through a leading daily “Prabhat Khabar”, Krishi Gram Vikas Kendra, Usha Martin Technical Institute.

Steel DivisionA backward integration initiative, the Usha Alloys & Steels Division (UASD) at Jamshedpur is one of the largest amongst secondary steel manufacturers of specialty steel long products in India. With ISO 9002 certified facilities, UASD has pioneered the unique process of steel making through mini blast furnace-arc furnace route, which ensures superior quality of steel at a lower cost. UASD serves a range of industries like automobile, general engineering, fasteners, railways, defense and power.

Machinery Division

This ISO 9001 unit was set up in 1974 at Bangalore to manufacture Wire Drawing and allied machines. Over the years, the division has added a wide range of Wire, Wire Rope and Cable machinery to its product range and is now the leader in this field in India. The division started with technical collaboration with M/s Marshall Richards Barcro of UK and subsequently has collaborated with internationally reputed firms like De-Angeli Industries SPA, Italy, Stolberger Maschinenfabrik, Germany, Hi-Draw Machinery Ltd, UK and Redaelli Techna Meccanica, Italy. A facility in ranchi has also been created for manufacturing machines required for Wire Drawing and Stranding Applications.

Special Product Division (Formerly Usha Ismal Division).

This unit, having manufacturing unit in Ranchi (Eastern India), is the leader in the field of pre-stressing equipment & accessories and also executes pre-stressing job on turnkey basis. Besides, it provides services for jointing of reinforcement bars by mechanical splicing. All major civil contractors of National Highway Authority of India, Indian Railways, PWD are regular users of these products and services.

It also offers hydraulic presses & accessories for manufacturing mechanically spliced wire rope slings, machines for proof load testing of wire rope slings, and die-less hand operated hydraulic crimping tools. These products find wide application with Steel Plants, Port Trusts, Oil Sector, Heavy Engineering Industry, Electricity Boards, Electrical Contractors, and Factories etc.

Wire and Wire Ropes Division

Introduction

The ISO 9001-certified 100,000 MT / annum-manufacturing facilities at Ranchi (Eastern India) is 2nd largest producer of ropes in the world. Since its inception, the division has continuously developed and expanded its range of product offerings and is considered a pioneer in certain classes of products in India. Steel wire ropes manufactured by the division find wide applications in oil exploration, mining, elevators, Crane, fishing, construction, load transportation and general engineering sectors. It find varied use in different parts of the world known for their excellent quality, long life and low maintenance, and are the preferred choice of customers across nations.

Ropes, ranging from 2 mm to 100 mm diameter find varied applications. The wide ranges of products are used in underground mining, surface mining, mooring, onshore and offshore drilling, fishing, elevators, cranes, aerial haulage and track installations besides various general engineering applications. Pre-stretched ropes, locked coil wire ropes and spiral strands made in Usha Martin are used in suspension bridges, antenna masts etc.

Backed by a strong international distribution network our ropes have found a place in different corners of the world.

DOMESTIC CUSTOMERS OF THE UML

Eastern Region –

► Indian Ropeways and company limited, Kolkata.► Til limited, Kolkata► Unimesh lifting equipment, Howrah.

► Steel Authority of India, Ranchi. ► Indian Iron and steel company Jamshedpur ► Vil India limited, Darjeeling.

► HEC, Ranchi► TISCO, Jamshedpur.► CCL, Ranchi.

Western Region -

► Grammon India Limited, Mumbai► Parekh & sons, Bhavnagar► Premier mills and stores, Ahmedabad.► Fortune Engineering Industries, Mumbai► Jindal Strips ltd.► ONGC, Ankaleshwar► Mazgaon Docks, Mumbai► Essar steels, Surat► Mukund Steels limited.► ACC, Adilabad► Reliance Industrial Infrastructure, Jamnagar ► Nuclear Power Corporation of India.Tarapur

Northern Region -

► Hindustan electro graphite limited, Mandideep► Bhel, Panipat► Vee states corp. kathgodam► Roshan Jain company limited, Udaipur► Hindustan copper limited.► Maruti udyog limited► Northern coalfield limited

Southern Region –

► United Marine Raders, kollam.► Kec Information Limited.

► Larsen & Turbo limited.► Johnson lifts private limited, Chennai

Products which are manufacturing in Ranchi Plant

Wire Rope

Stell Wire

Stand

Various Products of UML & Its Application

Wire Range Application wireNeedle wire Needle IndustrySteel spring wire springCycle spoke wire cycle IndustryMotorcycle spoke Motorbike Industries wireLow carbon wire various Industries carbon wireStaple pin wire staple wire

Ropes & Strands:LRPC Bridge constructionP.C Strands RailwaysGuide rope ArialLocked coil wind mines ropeAerial ropes Aerial ropewaysOil drilling rope oil drilling sectorBridge rope Bridges Engineering ropes cranes, wireless makingFishing ropes fishingElevator rope HoistingExcavator rope minesCargo

RESEARCH METHODOLOGY

Research methodology is away to systematically solve research problem. In it we study the various steps that are generally adopted by researcher in studying his research problem along with logic behind them. It is necessary for the researcher to know not only the research method/techniques but also the methodology. It may be noted in the context of planning and development that the significance of research line is in its quality and not in quantity. A researcher should know how to apply particular research techniques, but they also need to know which of these methods or techniques are relevant and which are not, and what would they mean and indicate and why?

Meaning of Research:

Research is careful and systematic study in some field of knowledge, undertaken to establish facts or principles. Research is common parlance refers to a search for knowledge. In fact research is an act of scientific investigation. The project was divided into following steps:

To decide objective of the study. To decide research design & application. To organize & collect dat. To process and analyze report. To prepare the research.

Meaning of Methodology: Methodology can properly refer to the theoretical analysis of the methods appropriate to a field of study or to the body of methods. Research &methodology contains two types of data. They are as follows:

Primary data –

It is the Information that researchers gather first hand. It is facts and information collected specifically for the purpose of the investigation. In terms of the primary data a questionnaire has been used to interview desire sample units that give accurate and up to date information as well as better to research problem.

Research instruments:- Marketing researchers have a choice of three main research instruments in collecting primary data:

Questionnaires: - A questionnaire consists of questions presented to respondents for their answers. Because of its flexibility, the questionnaire is by far the most common Instrument used to collect primary data. Questions can be open-ended or closed-ended.

For my project I have collected the primary data from the end users i.e customers of UML for wire and wire rope division. The instruments used for collection of data was questionnaire.

Secondary data –

Secondary data is facts and information gathered not for the immediate study but for some other purpose. It is the data which has been gathered by others for their own purposes, Primary and secondary data are significant inputs into appraisal and market analysis.

Secondary data for the project has been collected from various sources like newspaper, magazine, website and catalogues.

TOOLS OF DATA COLLECTION:

Tools used for data collection is “Mail Questionnaire”.

Questionnaire: A prepared set of questions designed to generate data necessary for accomplishing the objectives of the research project. Information was collected by Personal interviews & through Questionnaire.

SAMPLE DESIGNA sample design is a definite plan for obtaining a sample from a given population. It refers to the technique or the procedure the researcher would adopt in selecting items for the sample. Sample design is determined before data are collected. Collecting the required information from the right source is very important. Sources from which the data are collected differ as per the required of researcher.

Sample design for this research is as follows:

(a) Population:

This term is applied to any finite or infinite collection of individuals.

Customers of USHA MARTIN Ltd., are the population for this study.

(b)Sampling unit:

It is the unit or areas in which research is done. It can be of social like family, club, school, etc. or it can be of geographical like state, district, city, are in the city, etc.

Sampling unit for this study is Nothern, southern, Eastern & Western region of India.

(c)Sample size:

This refers to the number of the items to be selected from the universe to continue a sample.

Sample size for this research – 50 closed customers of Usha martin Ltd.

(d)Sampling frame:

It contains the names of all items of the population, it represents the population.

Data records of closed customers at Usha Martin Ltd.Ranchi

(e)Sampling tool:

Instrument used for data collection is ‘structured interview’. Mail Questionnaire is used for interview: A prepared set of questions designed to generate data necessary for accomplishing the objectives of the research project. Information was collected by interviews through structured Mail Questionnaire to generate primary data.

(f) Sampling method:

Simple random sampling: This type of sampling is also known as chance sampling or probability sampling where each and every item in the population has an equal chance of inclusion in the sample and each one of the possible samples, in case of finite universe, has the same probability of being selected. This procedure gives each item an equal probability of being selected. In case of infinite population, the selection of each item in a random sample is controlled by the same probability and that successive selections are independent of one another.

RESEARCH PROCESS

DATA ANALYSIS & INTERPRETATION

The quantitative analyses would be done using computer software MS OFFICE. The data analysis has been shown by me with the help of graph.In the graph given below, I have done the project on the sales procedure of the USHA MARTIN LTD. for the specific period.

QUESTIONS ASKED TO THE CUSTOMERS:

1. Have you heard about UML?

1 Yes 2 No

Data Analysis& Interpretation:

As the above analysis show that most of the customer are aware about the organizationi.e 72% of the customer and rest 28% of are not aware.

2. If yes then what was the source of information? a. Newspaper b. Hoardings c. Article d. Through references: friends, relatives

Data Analysis & Interpretation:

As the above analysis shows that the most of the customers are aware by the Newspaper i.e. 52% and 37% of customers are aware by the article and 7% of customers are aware by the hoardings and rest by the references.

3. Have you used the product of UML?

1 YES 2 NO


As the above analysis shows that the 87% customers are used or using the UML products (out of the 72% shown as above) and rest of the customers are not using the UML products.

Sales Process 4.Are You satisfied with satisfied with the behavior of the sales representative of USHA MARTIN LTD.

Excellent Good satisfactory Unsatisfactory71% 29% 0% 0%


71% of customers are fully satisfied with the company ‘s business manner and rest of 29% of customers are also satisfied with the company.most every customer is satisfied by the company’s business manner.

5. How would you rate the Sales procedure of the Usha Martin Ltd ?

Excellent Good satisfactory unsatisfactory67% 22% 7% 4%


The graph shows the analysis of the sales procedure of the Usha martin Ltd. As the sales procedure of the product is necessary for every buyer and the user of the product so the analysis done and result are as above. As the 67 % people had excellent knowledge so it help to sell the product and to improve it if there is any flocks.

6.How would you rate the sales representative in providing product support, e.g. brochures, catalogs, etc?



As the advisement and the presentation of the product is huge effect on the product as the continuous impact on the mind of the consumer will increase the cur city of the product and its sell. The proper catalog and broucture gives proper analysis of the product and the rate its technical specification so the 45 % of people says its Excellent and the 6 % are unsatisfactory as they think the web is the more better option for the product support.

Product 7.How would you rate the performance of product of wire & Wire rope of Usha Martin Ltd with products?


Data Analysis& Interpretation: As the graph shows the functionality/performance of the product 76% Excellent as the technical specification and the brocuture is good so the functionality of the product is increases.

8.How would you rate the lead times – from order to delivery of Usha Martin Ltd.



The above graph shows the lead time, as the lead time of the product is excellent so the consumption and the sales of the product is increase as if there is shortage in order to delivery so the consumers will try to find the secondary option of the product so the proper lead time of the project will help to increase the sale the product with good consumer relation as the demand and supply will be maintain in lead time.

9.How would you rate the ability to resolve quality issues in a timely manner by the Sales representative of Usha Martin Ltd.



The above graph shows the ability to solve the quality issue of the product as there is possibility of some damage or problem in the product so the quality of the product is affected so the resolving of the quality issue of the product is excellent so the product will remain unbeaten in its all market.

10. How would you rate the overall product quality of Usha Martin Ltd.



The graph shows the overall product quality is excellent so the sale of the product is more as the quality is good the liking of the product is more. The quality must be maintain and there should not be any compramisition with quality to maintain the value in the market.

Customer Service / Inside Sales

11.How would you rate the Professionalism of sales reprentative of Usha Martin Ltd.

Excellent Good satisfactory Unsatisfactory66% 24% 10% 0%


Here we see that 66% of the total surveyed people feel that professionalism of customer service staff is excellent, while 24% of them feel that it is good,10%consider it satisfactory while nobody is unsatisfied with the professionalism of the customer service staffs.

12. How would you rate the responses of yours inquiries, either by phone or email by the sales department of Usha Martin Ltd.?

Excellent Good Satisfactory unsatisfactory57% 38% 5% 0%


57% of the customers feel that enquiry response time is excellent,38% rate it as good,5% of the people are satisfied with the response time while none of the customers are unsatisfied.

13. How would you rate the Sales representative of Usha Martin Ltd. about Product knowledge ?



62% of the total surveyed customers in the above analysis feel the product knowledge of the customer service is excellent,32% rate it as good ,while the analysis shows that 2% are just satisfied with the product knowledge of the customer service staff.

14.How would you rate the Promptness of sales representative of Usha Martin Ltd. in handling a problem?



The above analysis shows that 68% of the total surveyed customer rate the promptness of staff handling the problem is excellent,27% rate it as good,5% feel that satisfactory while nobody is unsatisfied.

FINDINGS

After doing the survey in many organizations I found the following things:

1. Most of the people are well aware of Usha Martin Ltd.

2. The company is not too much involved in promotional activity.

3. Those who are aware about the company, they are the existing customers of the Usha Martin Ltd.

4. Usha Martin Ltd. is efficient in provinding the knowledge of their products.

5. The customers are satisfied with the sales department employee of Usha Martin Ltd.

6. The company is not providing the catalogues and broachers to every customers.

7. Sales department is efficient in solving the customers complaints of Usha Martin Ltd.

8. Usha Martin Ltd. is known for providing the good quality of products to their customers.

9. Sales department people are knowledgeble and qualitative, professional in their work.

10. Sales department giving their full effort for providing the better service to the customers.

:

RECOMMENDATION

The company should pay more attention on promotional activities.

The company has to provide the proper response for the queries at the minimum time.

The company should provide catalogues , broachers to the customers, so that they can have the good product knowledge.

The company should focus on providing proper response and queries either on phone or email.

CONCLUSION

After analyzing all the data I can conclude that Usha Martin Ltd is one of the leading company in wire &wire rope industry, because Usha Martin Ltd. is having strong brand name in the market. Usha Martin Ltd. is mainly famous in the market for their Quality Services.

In case of UML, it is currently leader in the domestic market and no. two position in global market of wire rope industry. To maintain its current position at all the front as discussed above.

After studying the sales procedure and systems of UML, it has been found that certain procedures are lengthy which can be reduced for effective functioning of the organization. And certain jobs need to be off-loaded so that the manpower is utilized efficiently. It helps in coordination and functioning of the organization effectively, thus enhancing the productivity & profitability of the company.

ANNEXURE

REFERENCE NO.: DATE: __/__/______

Dear Sir/Madam,

This questionnaire is purely for academic purpose & all the data will be treated as

confidential.

PROJECT DETAILS:

A. NAME OF THE OGRANISATION/COMPANY............................................................

B. LOCATION: ............................................................................................................

C. CONTACT NO: (MOBILE)............................................... (OFFICE).........................

1 Have you heard about UML?

1 Yes 2 No

2. If yes then what was the source of information? a. Newspaper b. Hoardings c. Article d. Through references: friends, relatives

3 Have you used the product sof UML?

1 YES 2 NO

4. Sales Process Are You satisfied with satisfied with the behavior of the sales representative of USHA MARTIN LTD.

Excellent Good Satisfactory unsatisfactory

5.How would you rate the sales procedure of the Usha Martin Ltd?


6.How would you rate the sales representative in providing product support, e.g. brochures, catalogs, etc of Usha Martin Ltd.?


Product 7.How would you rate the performance of product of wire & Wire rope of Usha Martin Ltd with products?


8.How would you rate the lead times – from order to delivery of Usha Martin Ltd.?


9.How would you rate the ability to resolve quality issues in a timely manner by the sales representative of Usha Martin Ltd.?

Excellent Good Satisfactory Unsatisfactory

10. How would you rate the overall product quality of Usha Marin Ltd.?

Excellent Good Satisfactory Unsatisfactory

Customer Service / Inside Sales 12.How would you rate the Professionalism of Sales reprentative of Usha Martin Ltd.?

Excellent Good satisfactory unsatisfactory

13. How would you rate the responses of yours inquiries, either by phone or email by the Sales representative of Usha Martin Ltd.?


14. How would you rate the Sales representative of Usha Martin Ltd. about Product knowledge ?


15.How would you rate the Promptness of sales representative of Usha Martin Ltd. in handling a problem?


BIBLIOGRAPHY

1. www.ushamartin.com2. www.wirerope.com3. www.google.com4. Product Catalogues5. Magazines and newspapers.6. Annual Financial Report of Usha Martin Ltd.7. MARKETING MANAGEMENT – PHILLIP KOTLER

usha martin by anuj2

Documents

sales department

sales strategies

wire wire ropes

project usha martin

wire wire rope of national

strategies of sales

project duration

different purpose