capital structure and financing of bokaro steel plant.doc
TRANSCRIPT
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PREFACE
Preparing a project of this nature is an arduous task and I was fortunate
enough to get support from a large number o persons. I wish to express my deep
sense of gratitude to all those who generously helped in successful completion
of this report by sharing their invaluable time and knowledge.
It is my proud and previledge to express my deep regards to Respected
HO Dr.Pramesh Gautam, Head of epartment of !usiness "anagement #
SWAMI VIVEKANAND INSTITUTE OF TECHNOLOGY, SAGA for
allowing me to undertake this project.
I feel extremely exhilarated to have completed this project under the able
and inspiring guidance of "r. $ourav %grawal he rendered me all possible
help me guidance while reviewing the manuscript in finalising the report.
I also extend my deep regards to my teachers # family members # friends
and all those whose encouragement has infused courage in me to complete to
work successfully.
A!HI"EET SHIVASTAVA
M!A IV SEM.
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ACKNOWLEDGEMENT
Preparing a project of this nature is an arduous task and I was fortunate
enough to get support from a large number o persons. I wish to express my deep
sense of gratitude to all those who generously helped in successful completion
of this report by sharing their invaluable time and knowledge.
It is my proud and previledge to express my deep regards to Respected #
Head of epartment Dr.Pramesh Gautam, epartment of !usiness
"anagement # SWAMI VIVEKANAND INSTITUTE OF TECHNOLOGY
SAGA for allowing me to undertake this project.
I feel extremely exhilarated to have completed this project under the able
and inspiring guidance of He rendered me all possible help me guidance while
reviewing the manuscript in finalising the report.
I also extend my deep regards to my teachers # family members # friends
and all those whose encouragement has infused courage in me to complete to
work successfully.
A!HI"EET SHIVASTAVA
M!A IV SEM.
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CERTIFICATE
,he project report titled CAPITAL STUCTUE AND
FINANCING !OKO STEEL PLANT # been prepared by A!HI"EET
SHIVASTAVA M!A IV Semester # under the guidance and supervision of
"R. $O(R%) %$R%*%+ for the partial fulfillment of the egree of "!%
S$%&ature '( the S$%&ature '( the S$%&ature '( the
Su)er*$s'r Hea+ '( the
De)artme&t
Eam$&er
CONTENTS
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• PREFACE
• ACKNOWLEDGEMENT
• CERTIFICATE
• DECLARATION
CHAPTER – I INTRODUCTION
• ABOUT PROJECT
• AN INSIGHTOF COMPANY HISTORY
• MISSION AND VISION
• STANDING POSITION OF COMPANY
• BRAND VALUE
CHAPTER – II OBJECTIVE OF THE STUDY
CHAPTER – III RESEARCH METHODOLOGY
CHAPTER – IV MARKET ANALYSIS• OVERVIEW
• BRANDS
CHAPTER – V CONSUMER GROUPS
• CONSUMER BEHAVIOUR
CHAPTER – VI PRODUCT PROFILE
• PLAN FOR PRODUCT MIX
• PRODUCT RANGE
CHAPTER – VII MARKETING STRATEGY
• PRICING
• POSITION AND DISTRIBUTION
• PROMOTION
CHAPTER – VIII ABOUT COMPETITORS
• COMPETITOR FOR PRODUCT
• PRICE OF COMPETITOR PRODUCT
CHAPTER – IX DATA ANALYSISAND INTERPRETATION
CHAPTER – X LIMITATION
CHAPTER – XI CONCLUSION & SUGGESTIONBIBLIOGRAPHY
QUESTIONNAIRE
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INTRODUCTION
Steel At!"#$t% " I'($) L$*$te( +SAIL, $- t!e le)($'. -teel/*)0$'. 1"*2)'% $'
I'($)3 It $- ) ll% $'te.#)te( $#"' )'( -teel *)0e#4 2#"(1$'. 5"t! 5)-$1 )'(
-2e1$)l -teel- "# ("*e-t$1 1"'-t#1t$"'4 e'.$'ee#$'.4 2"6e#4 #)$l6)%4)t"*"t$7e )'( (ee'-e $'(-t#$e- )'( "# -)le $' e82"#t *)#0et-3
D#$'. -t#..le "# $'(e2e'(e'1e4 Pt3 J)6)!)#l)l Ne!#4 "# $#-t P#$*e
M$'$-te#4 !)( ) 7e#% 1le)# 7$-$"' )5"t t!e #"le " Steel $' t!e (e7el"2*e't "
"# 1"'t#%3 Alt!".! TATA I#"' & Steel C"*2)'% +TISCO, !)- 5ee'
e-t)5l$-!*e't $' 9:;< *)#0$'. t!e 5e.$''$'. " I'($)' Steel I'(-t#% "ll"6e(
5% I'($)' Steel C"3 +9:9=,4 t!e% 6e#e t"" -*)ll t" *eet t!e (e7el"2*e't#e>$#e*e't- " ) 5$. 1"'t#% l$0e "#-3 T!e#e"#e4 $' t!e 9-t I'(-t#$)l P"l$1%
Re-"lt$"' " t!e G"7t34 -""' )te# $'(e2e'(e'1e4 G"7t3 (e1$(e( t" e-t)5l$-!
Steel Pl)'t- $' P5l$1 Se1t"#3 H"6e7e#4 6"#0 1"l( 5e -t)#te( )t )-t 2)1e "'l%
$' 9:?@4 6!e' H$'(-t)' Steel Lt(34 6)- "#*e( )'( t!#ee Steel Pl)'t- " 9 MT
1)2)1$t% e)1!4 6e#e e-t)5l$-!e( 6$t! 2#"7$-$"' " #t!e# e82)'-$"' )t B"0)#"4
R"#0el) )'( D#.)2# 6$t! )--$-t)'1e #"* USSR4 We-t Ge#*)'% )'( U3K3
#e-2e1t$7el%3
T" $*2#"7e t!e '1t$"'$'. " Steel I'(-t#%4 G"7t3 (e1$(e( t" "#* ) !"l($'.
1"*2)'% (#$'. 9:
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B!)#)t Ree1t"#$e- Lt(3 )l-" 5e1)*e $'(e2e'(e't '(e# t!e M$'$-t#% " Steel
)'( #e#)1t"#% '$t- )l-" 1)*e '(e# t!e*3
T!-4 SAIL4 )t 2#e-e't4 $- !)7$'. 1)2)1$t% " 9 MT " 1#(e -teel t!#".! $t-
"# $'te.#)te( Steel Pl)'t-4 )t B"0)#"4 B!$l)$4 D#.)2# )'( R"#0el)3 T6"-2e1$)l -teel 2l)'t- )t D#.)2# )'( S)le* 2#"(1e ) 6$(e #)'.e " )ll"% )'(
-2e1$)l -teel-3 M)#0et$'. " t!e 2#"(1t- #"* t!e-e 2l)'t- $- ("'e t!#".! )
1"'t#% 6$(e ($-t#$5t$"' 'et6"#0 1"'-$-t$'. " ) 1!)$' " St"10 Y)#(- )'(
($-t#$5t$"' 'et6"#03
SAIL t"()% $- "'e " t!e l)#.e-t $'(-t#$)l e't$t$e- $' I'($)3 It- -t#e'.t! !)- 5ee'
t!e ($7e#-$$e( #)'.e " >)l$t% -teel 2#"(1t- 1)te#$'. t" t!e ("*e-t$1 )- 6ell )-
t!e E82"#t *)#0et- )'( ) l)#.e 2""l " te1!'$1)l )'( 2#"e--$"')l e82e#t$-e3
R)'0e( )*"'.-t t!e t"2 te' 25l$1 -e1t"# 1"*2)'$e- $' I'($) $' te#*- "
t#'"7e#4 SAIL *)')1t#e- )'( -ell- ) 5#")( #)'.e " -teel 2#"(1t-4 $'1l($'.
!"t )'( 1"l( #"lle( -!eet- )'( 1"$l-4 .)l7)'$e( -!eet-4 ele1t#$1)l -!eet-4
-t#1t#)l4 #)$l6)% 2#"(1t-4 2l)te-4 5)#- )'( #"(-4 -t)$'le-- -teel )'( "t!e# )ll"%
-teel-3 SAIL 2#"(1e- $#"' )'( -teel )t "# $'te.#)te( 2l)'t- )'( t!#ee -2e1$)l
-teel 2l)'t-4 l"1)te( 2#$'1$2)ll% $' t!e e)-te#' )'( 1e't#)l #e.$"'- " I'($) )'(
-$t)te( 1l"-e t" ("*e-t$1 -"#1e- " #)6 *)te#$)l-4 $'1l($'. t!e C"*2)'%-
$#"' "#e4 l$*e-t"'e )'( ("l"*$te *$'e-3
SAIL- 6$(e #)'.e " l"'. )'( l)t -teel 2#"(1t- )#e *1! $' (e*)'( $' t!e
("*e-t$1 )- 6ell )- t!e $'te#')t$"')l *)#0et3 T!$- 7$t)l #e-2"'-$5$l$t% $- 1)##$e(
"t 5% SAIL- "6' Ce't#)l M)#0et$'. O#.)'$)t$"' +CMO, )'( t!e
I'te#')t$"')l T#)(e D$7$-$"'3 CMO e'1"*2)--e- ) 6$(e 'et6"#0 " = 5#)'1!
"$1e- )'( @< -t"10%)#(- l"1)te( $' *)"# 1$t$e- )'( t"6'- t!#".!"t I'($)3
W$t! te1!'$1)l )'( *)').e#$)l e82e#t$-e )'( 0'"6/!"6 $' -teel *)0$'. .)$'e(
"7e# "# (e1)(e-4 SAIL- C"'-lt)'1% D$7$-$"' +SAILCON, )t Ne6 Del!$
"e#- -e#7$1e- )'( 1"'-lt)'1% t" 1l$e't- 6"#l(/6$(e3
SAIL !)- ) 6ell/e>$22e( Re-e)#1! )'( De7el"2*e't Ce't#e "# I#"' )'( Steel
+RDCIS, )t R)'1!$ 6!$1! !el2- t" 2#"(1e >)l$t% -teel )'( (e7el"2 'e6
te1!'"l".$e- "# t!e -teel $'(-t#%3 Be-$(e-4 SAIL !)- $t- "6' $'/!"-e Ce't#e
"# E'.$'ee#$'. )'( Te1!'"l".% +CET,4 M)').e*e't T#)$'$'. I'-t$tte +MTI,
)'( S)et% O#.)'$)t$"' )t R)'1!$3 SAIL- 1)2t$7e *$'e- )#e '(e# t!e 1"'t#"l
" t!e R)6 M)te#$)l- D$7$-$"' $' C)l1tt)3 T!e E'7$#"'*e't M)').e*e't
D$7$-$"' )'( G#"6t! D$7$-$"' " SAIL "2e#)te #"* t!e$# !e)(>)#te#- $'
C)l1tt)3 Al*"-t )ll SAIL- 2l)'t- )'( *)"# '$t- )#e ISO Ce#t$$e(3
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OWNERSHIP AND MANAGEMENT
T!e G"7e#'*e't " I'($) "6'- )5"t = " SAIL- e>$t% )'( #et)$'- 7"t$'.
1"'t#"l " t!e C"*2)'%3 H"6e7e#4 SAIL4 5% 7$#te " $t- N)7#)t') -t)t-4
e'"%- -$.'$$1)'t "2e#)t$"')l )'( $')'1$)l )t"'"*%
INTEGRATED STEEL PLANTS
93 B"0)#" Steel Pl)'t +BSL, $' J!)#0!)'(
3 D#.)2# Steel Pl)'t +DSP, $' We-t Be'.)l
3 R"#0el) Steel Pl)'t +RSP, $' O#$--)
@3 B!$l)$ Steel Pl)'t +BSP, $' C!!)tt$-.)#!
SPECIAL STEEL PLANTS
93 All"% Steel Pl)'t +ASP, $' We-t Be'.)l
3 S)le* Steel Pl)'t +SSP, $' T)*$l N)(
3 V$-7e-7)#)%) I#"' & Steel Pl)'t +VISL, $' K)#')t)0)
SU!SIDIAIES
93 I'($)' I#"' & Steel C"*2)'% L$*$te( +IISCO, $' We-t Be'.)l3
3 M)!)#)-!t#) Ele1t#"-*elt L$*$te( +MEL, $' M)!)#)-!t#)
OTHE UNITS
R)6 M)te#$)l D$7$-$"' +RMD, )t K"l0)t)4 We-t Be'.)l
Ce't#)l M)#0et$'. O#.)'$)t$"' +CMO, )t K"l0)t)4 We-t Be'.)l
SAIL C"'-lt)'1% D$7$-$"' +SAILCON, )t Ne6 Del!$
Re-e)#1! & De7el"2*e't Ce't#e "# I#"' & Steel +RDCIS, )t R)'1!$4
J!)#0!)'(
Ce't#e "# E'.$'ee#$'. & Te1!'"l".% +CET, )t R)'1!$4 J!)#0!)'(
M)').e*e't T#)$'$'. I'-t$tte +MTI, )t R)'1!$4 J!)#0!)'(
Ce't#)l P"6e# T#)$'$'. I'-t$tte +CPTI, )t R"#0el)4 O#$--)
SAIL S)et% O#.)'$)t$"' +SSO, )t R)'1!$4 J!)#0!)'(
E'7$#"'*e't M)').e*e't D$7$-$"' +EMD, )t K"l0)t)4 We-t Be'.)l
G#"6t! D$7$-$"' +GD, )t K"l0)t)4 We-t Be'.)l
Ce't#)l C")l S22l% O#.)'$)t$"' +CCSO, )t D!)'5)(4 J!)#0!)'(
JOINT VENTURE
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SAIL !)- 2#"*"te( "$'t 7e't#e- $' ($e#e't )#e)- #)'.$'. #"* 2"6e#
2l)'t- t" e/1"**e#1e3
•
NTPC SAIL Power Compa! P"#$ L#%
Set 2 $' M)#1! ;;94 t!$- ?;?; "$'t 7e't#e 5et6ee' SAIL )'( t!e
N)t$"')l T!e#*)l P"6e# C"#2"#)t$"' +NTPC, "2e#)te- )'( *)').e- t!e
C)2t$7e P"6e# Pl)'t-/II " t!e D#.)2# )'( R"#0el) Steel Pl)'t- 6!$1!
!)7e ) 1"*5$'e( 1)2)1$t% " @; MW3
•
Bo&aro Power S'pp(! Compa! P"#$ L)m)#e%
T!$- ?;?; "$'t 7e't#e 5et6ee' SAIL )'( t!e D)*"()# V)lle% C"#2"#)t$"'
"#*e( $' J)')#% ;; $- *)').$'. t!e ;/MW 2"6e# .e'e#)t$"' )'(
9==; t"'- 2e# !"# -te)* .e'e#)t$"' )1$l$t$e- )t B"0)#" Steel Pl)'t3
• Bo&aro E(e*#r)* S'pp(! Compa! P"#$ L)m)#e%
9?; A'"t!e# SAIL/NTPC "$'t 7e't#e "' ?;?; 5)-$- "#*e( $' M)#1!
;; *)').e- t!e
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• SAIL/Ba0a( Ser")*e Ce#er P"#$ L#%$
SAIL !)- "#*e( ) "$'t 7e't#e 6$t! BMW $'(-t#$e- Lt(3 "' @;; 5)-e- t"
2#"*"te ) -e#7$1e 1e't#e )t B"0)#" 6$t! t!e "5e1t$7e " )(($'. 7)le t"-teel3
• Nor#, Be-a( Do(om)#e L)m)#e%
A "$'t 7e't#e 5et6ee' SAIL )'( We-t Be'.)l M$'e#)l De7el"2*e't
C"#2"#)t$"' lt( "' ?;?; 5)-$- 6)- "#*e( "# (e7el"2*e't " J)%)'t$
D"l"*$te De2"-$t4 J)l2)$.#$ "# -22l% " D"l"*$te t" DSP )'( "t!e# 2l)'t-3
• Rome(#/SAIL 1I%)a2 L#%
R"*elt Te1!'"l".% (e7el"2e( 5% R--$) "# #e(1$'. " $#"' 5e)#$'.
*)te#$)l-4 6!$1! $- 1)##$e( "t 6$t! 1)#5"' $' -$'.le A "$'t 7e't#e 5et6ee'
SAIL4 N)t$"')l M$'e#)l De7el"2*e't C"#2"#)t$"' +NMDC, )'( R--$)' 2#"*"te#- "# *)#0et$'. -t).e #e)1t"# 6$t! t!e -e " "8%.e'3
• B,)(a) JP Ceme# L#%
SAIL !)- )l-" $'1"#2"#)te( ) "$'t 7e't#e 1"*2)'% 6$t! M- J)$2#)0)-!
A--"1$)te- Lt( t" -et 2 ) 3 MT 1e*e't 2l)'t )t B!$l)$3 L$0el% t"
1"**e'1e "2e#)t$"'- 5% M)#1!;9;3
BOKARO STEEL PLANT
A PARTNER IN NATION BUILDING
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VISION
T" 5e ) #e-2e1te( 6"#l(–1l)-- 1"#2"#)t$"' )'( t!e le)(e# $' I'($)' Steel
5-$'e-- $' >)l$t%4 2#"(1t$7$t%4 2#"$t)5$l$t% )'( 1-t"*e# -)t$-)1t$"'3
CORE VALUES OF SAIL
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HUMAN RESOURCE
SAIL- t"t)l *)'2"6e# )t t!e e'( " ; A2#$l4 ;9; -t""( )t )#"'( 4==3
T!e 1"*2)'%- l)5"# 2#"(1t$7$t% @@3; t"'e-*)'%e)# )- "' ;3;@39;
S*rap a% Sa("a-e Depar#me#
Customer
Satisfaction
Concern for
People
Consistent
Profitability
Core Values
Commitment
of Excellence
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A- t!e ')*e -$.'$$e-4 t!e (e2)#t*e't 6"#0- 6$t! Fe##"- I#"' & -teel -1#)2 t"
-)l7).e $t & *)0e $t -el 5% )(($'. 7)le t" $t3 SSD !)- ) ()l #"le t" 2l)% $'
"7e#)ll -1!e*e " t!$'.- $' t!e 6"#0- ($7$-$"'3 P#$*)#$l% $t !)- t" -22l% I#"'
)'( Steel -1#)2 t" Steel Melt$'. S!"2 +SMS, )- ) te1!'"l".$1)l $'2t $' t!e
Steel Melt$'. 2#"1e--3 Se1"'(l%4 t!e #"le " SSD $- t" 1"lle1t )ll t!e Fe##"-
S1#)2 +6)-te "# t!e 2l)1e " "#$.$', )'( 5#$'. $t t" t!e (e2)#t*e't t" t#)'-"#*
$t $'t" ) -el 2#"(1t3 E7e#% (e2)#t*e't " t!e 2l)'t #"* C"0e O7e' t" C"l(
R"ll$'. M$ll 2#"(1e *e't)l 6)-te te#*e( -1#)23 T!$- *)% 5e $' t!e "#* "
*)$'te')'1e 6)-te e3.3 5#"0e' "# 6"#' "t 2)#t-4 ()*).e( -t#1t#e "#
e>$2*e't "# *)% 5e 2#"1e-- )#$-$'.3 T!e 2#$*e 2#"(1t- 1"'t$'e "' t!e$#
2#"(1t$"' l"6 t"6)#(- t!e $')l (e$'e( "t2t4 6!$le t!e )#$-$'. !)- t" (#"2
"t )- t!e% )#e '"t -$t)5le 1!e*$1)ll%4 *e1!)'$1)ll% "# 5% -$e )'( -!)2e3 I'
t!e -!)2e " $-! t)$l- "# $##e.l)# e(.e t#$**$'. "# 2#"(1e 6!$1! )#e 5el"6
t!e 2l)''e( -$e3 I' ) 't -!ell SSD- #"le $- t" e'-#e t!)t )ll I#"' )'( Steel
S1#)2 +'6)'te( )t 2l)1e 2#"(1t$"', )#e t#)'-2"#te( t" -$te 2#"1e--e( )'(
t#)'-"#*e( t" -)5le -!)2e4 -$e )'( >)l$t% +#ee " -l). et13, )'( t#)'-2"#te(
SMS M).'et$1 S1#)2 Y)#(- "# -$'. )- 1""l)'t $' t!e 1"'7e#te# 5)t!3 S#2l-
-1#)2 )te# -22l%$'. t!e #e>$#e*e't " -1#)2 $- "e#e( "# e8te#')l -)le t"
.e'e#)te 1)-! #e-"#1e- "# t!e C"*2)'%3
TYPES OF PRODUCTS
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I' B"0)#" Steel Pl)'t4 t!e $'$-!e( 2#"(1t- )#e 1)te."#$e( $'t" t!#ee 2)#t-
3$ Pr)me Pro%'*#04 /
T!e-e )#e t!e )1t)l 2#"(1t-4 6!$1! )#e "#$.$')ll% 2#"(1e( "# e8)*2le4
5l""*-4 5$llet-4 1!)''el-4 #"'(-4 )'.le- et13
5$ B!/Pro%'*#04 /
T!e-e 2#"(1t- )#e '"t "#$.$')ll% 2#"(1e( 5% B"0)#" Steel Pl)'t4 5t )#e
"t1"*e- 6!$le 2#"(1$'. t!e 2#$*e 2#"(1t-3
6$ Se*o%ar! Pro%'*#04 /
T!e-e )#e t!e (ee1t$7e- "# #ee1te( *)te#$)l- (e t" $*2#"2e# *$8$'. "
1!e*$1)l 1"*2"'e't- "# )$l t" *eet t!e "2t$** #e>$#e*e't-3 S1#)2-
.e'e#)te( $'-$(e 2l)'t )#e )l-" te#*e( )- Se1"'()#% 2#"(1t-3 T!e -e1"'()#%
2#"(1t- -e( !e#e $' )te# 6$ll *e)' e##"- *)te#$)l- .e'e#)te( #"* 7)#$"-
2#"(1t$"' '$t- 6!$1! 1)' e$t!e# -$t)5l% 5e -e( "# #e/*elt$'. t" 2#"(1e
$#"' )'( 2#"(1t- "# "e#e( "# -)le $ #e'(e#e( -#2l- $' 2#"(1t$"' 2#"1e--
"# e8)*2le Dee1t$7e He)7% 5l""*-4 Dee1t$7e R)$l-4 R)$l 1tt$'.4 R"(
1tt$'.4 S1#)2 et13
Fo((ow)- I#em0 +a(( '%er #,e *a#e-or! o+ Se*o%ar! Pro%'*#04/
1A2 REROLLABLE7IRON AND STEEL SCRAP7BFG SLAG
93 MS SLAB END CUTTING WITHOUT FISH TAIL
3 MS THICLE PLATE CUTTING +?/@; MM, MIXED W3FR3
3 SPILLED HOT METAL +9; MT AND BELOW, SMS ARISINGS3
@3 LIQUID NITROGEN3
?3 FINE IRON CHIPS FROM IMP +FE/
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=3 LIQUID ARGON3
:3 PIG TRON3
9;3TURNING & BORING3
1B2 OTHERS
93 CARBIDE SLUDGE3
3 UR AMCMCB BRICKS3
3 UR MAJ CHROME MAJ BRICKS3
1C2 COAL CHEMICALS AND BY PRODUCT
93 MG BENENE3 NG TOLUENE
3 LS NAPTHA
@3 SB OIL
?3 HP NAPHTHALENE
3 ANTHRANCENE OIL
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According to Green and Tall “A research design is thespecifcation o the methods and procedures or acquiring the
inormation needed. It is the overall operational pattern or
ramework o the project that stipulates which inormation is to
be collected rom where it is to be collected and b! what
procedures"
This research process based on primar! data anal!sis and
secondar! data anal!sis will be clearl! defned to meet the
objectives o the stud!.
• I chose the primar! sources to get the data. A
questionnaire was designed in accordance with our
mentor in #etchup. I chose a sample o about $% corporate
customers
• I collected some data rom the secondar! sources like
published &ompan! documents internet etc.
Research Design
“A research design is the arrangement o conditions or
collections and anal!sis o data in a manner that aims to
combine relevance to the research purpose with econom! in
procedures". It is a descriptive cross sectional design .It is the
conceptual structure with in which research is conducted' it
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constitutes the blueprint or the collection measurement and
anal!sis o data.
It is needed because it acilitates the smooth sailing o the
various research operations thereb! making research as
e(cient as possible !ielding ma)imal inormation with minimal
e)penditure o e*ort time and mone!.
In the preliminar! stage m! research stage constituted o
e)plorator! stud! b! which it is clear that the e)istence o the
problem is obvious .+o I can directl! head or the conclusive
research.
Sampling Plan
“+ampling plan" is a distinct phase o research process. In this
stage I have to determine who is to be sampled how large
should be the needed sample and how sampling unit is to beselected.
Population
In m! research I have defned m! population as a complete set
o customers o +agar &it!.
Sample Survey
As compared to census stud! a sample stud! has been
conducted b! us because o,
-ide range o population it was impossible to cover the
whole population
Time and mone! constraints.
Sample Unit
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In this surve! I took the list o customers rom the dealers o
#etchup
Sampling Technique
+ampling technique implies the method o choosing the sample
items the two methods o selecting sample are,
robabilit! method.
/on0probabilit! method.
“robabilit! method" is those in which ever! item o the
universe has an equal chance o the inclusion in the sample.
“/on0probabilit! methods" are those that do not provide ever!
item in the universe with known cause o being included in the
sample. The selection process is partiall! subjective.
1or m! stud! I emplo!ed the /on0probabilit! sampling
technique in which I got the data o the customers rom thedealer o #etchup.
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MARKETING ANALYSIS
M)#0et$'. De2)#t*e't $- "'e " t!e De2)#t*e't- '(e# M)te#$)l- M)').e*e't
D$7$-$"' " B"0)#" Steel Pl)'t3 M)#0et$'. De2)#t*e't $- e't#-te( 6$t! t!e
#e-2"'-$5$l$t$e- t" -ell BSL- Se1"'()#% P#"(1t-4 B%/P#"(1t-W)-te P#"(1t-4
)'( I(le A--et- et13
T!e M)#0et$'. De2)#t*e't- -)le- 2#"1e(#e- )#e 1"7e#e( 5% t!e .$(el$'e-
.$7e' 5% SAIL C"#2"#)te "$1e DELHI4 )'( $- .$7e' 5% CMMG
+CORPORATE MATERIAL MANAGEMENT GROUP,4 t!e "5e1t$7e "
6!$1! $- T" -ell t!e *)te#$)l- $' ) )$# )'( t#)'-2)#e't *)''e# t" )1!$e7e
*)8$** 2"--$5le #e7e'e t" t!e 1"*2)'%
+), M)#0et$'. " 2#$*e 2#"(1t- " SAIL- 2l)'t $'1l($'. BSL $- ("'e 5% CMO
+Ce't#)l M)#0et$'. O#.)'$)t$"', 6!$1! $- ) '$t " SAIL3
+5, M)#0et$'. " -e1"'()#% 2#"(1t- )'( 1")l 1!e*$1)l- )#e ("'e ($#e1tl% 5%
M)#0et$'. De2)#t*e't " BSL3 A- ) *)tte# " )1t4 t!e Se1"'()#% & B%/
P#"(1t- )#e *)#0ete( 5% t!e $'($7$()l Pl)'t- "'l%3
M)#0et$'. " t!e-e 2#"(1t- )#e 1"'(1te( 5% 7)#$"- -e1t$"'- 5% *)#0et$'.
(e2)#t*e't " B"0)#" Steel 2l)'t-3 It $- e'.).e(4 6$t! *)#0et$'. " P#$*)#%
P#"(1t- "# !"*e -)le "# e82"#t t!#".! CMO3 T!e @3; M$ll$"' t"'e- -e1t$"'
0'"6' )- 2l)te *$ll -e1t$"' (e)l$'. 6$t! 2l)te-3 N"6 t!$- -e1t$"' !)- ."t ISO /
:;; 1e#t$$1)te3
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T!e -e1"'()#% -e1t$"' (e)l- 6$t! t!e -e1"'()#% P#"(1t-4 $t $'1l(e- -1#)2- "
$#"' )'( -teel -l).4 1")l )'( 1"0e #)1t$"'-4 1")l 1!e*$1)l-3
T!e M)#0et$'. (e7el"2*e't -e1t$"' (e)l- 6$t! t!e MIS )'( -t#)te.$1 Pl)''$'.
)1t$7$t% 1"*e '(e# t!$- -e1t$"'3
T!e E82"#t -e1t$"' (e)l- 6$t! t!e )1t$7$t$e- " t!e e82"#t- $' #e-2e1t " I#"' )'(
Steel $te*- 2#"(1e( 5% B"0)#" -teel 2l)'t3
ORGANISTATION CHART OF MARKETING DEPARTMENT
1BSL2
GM (Marketing)
Jr Mgr (!o"or#n)$Mktg
&ord 2# Admn. 3 4st. Training
5(cer
DGM (Mktg)
Audit 6igilance 7TI 3 other queries
repl! &ontract &ell899: +ec. +ales
%GM(Mktg)
+ec. +teel Ad 3 4st ;& I+5
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CONSUMER BEHAVIOUR
3$ C'0#omer Sa#)0+a*#)o
BSL )("2t- "ll"6$'. 2#)1t$1e- "# 1-t"*e# -)t$-)1t$"'3
a$ P#"1e(#e 2#"1e-- )()2te( t" )11e-- 1##e't t#e e82e1t)t$"' "
1-t"*e#-3
8$ It $'(1e- *)#0et #e-e)#1! 7$-$t$'. 1-t"*e# 2#e*$-e- )tte'($'. t" 1-t"*e#
1"*2l)$'t-3
*$ CMO !)- M)#0et M)').e*e't G#"2 6!e#e -2e1$)l$-t- *"'$t"# 1!)'.$'.
(e*)'( 2)tte#' )'( (e7el"2*e't $' e)1! M)#0et -e.*e't $- 1)##$e( "'3
%$ It !)- 2"-te( *)#0et (e7el"2*e't "$1e#- )t 7)#$"- l"1)t$"'- t!)t )#e $t-
e%e- )'( e)#- "# *"'$t"#$'. 1##e't )'( t#e e82e1t)t$"' " $t- 1-t"*e#3
e$ T!e B-$'e--/2l)''$'. (e2)#t*e't $- e81l-$7el% *e)'t t" -t(% 1-t"*e#-
1!)'.$'. (e*)'( -1e')#$" )'( )--e-- 1##e't )'( t#e e82e1t)t$"'3
+$ T" '(e#-t)'( 1-t"*e# 'ee(- -e*$')#- )'( 6"#0-!"2- )#e )l-" "#.)'$e(
5% BSL3
Sr Mgr (Mktg)
&oal3 &hem. >inc
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PRODUCT PROFILE
I'($) $- t!e e$.!t! l)#.e-t 2#"(1e# " 1#(e -teel $' t!e 6"#l(4 )11"'t$'. "#
3
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$' I'($) $- "' )' 2-6$'. 5e1)-e " t!e -t#"'. .l"5)l )'( ("*e-t$1 (e*)'(3
I'($)- #)2$( e1"'"*$1 .#"6t! )'( -")#$'. (e*)'( 5% -e1t"#- l$0e
$'#)-t#1t#e4 #e)l e-t)te )'( )t"*"5$le-4 )t !"*e )'( )5#")(4 !)- 2t I'($)'
-teel $'(-t#% "' t!e .l"5)l *)23 A11"#($'. t" t!e l)te-t #e2"#t 5% I'te#')t$"')l
I#"' )'( Steel I'-t$tte +IISI,4 I'($) $- t!e -e7e't! l)#.e-t -teel 2#"(1e# $' t!e
6"#l(3
W$t! #ee#e'1e t" (e7el"2*e't 6!$1! #e7$-e( I'($)' $'#)-t#1t#e4 t!e "#$.$' "
t!e *"(e#' I'($)' -teel $'(-t#% 1)' 5e t#)1e( 5)10 t" 9:? 6!e' ) 1"'t#)1t "#
t!e 1"'-t#1t$"' " )' $'te.#)te( -teel6"#0- $' R"#0el)4 O#$--) 6)- -$.'e(
5et6ee' t!e I'($)' ."7e#'*e't )'( t!e Ge#*)' 1"*2)'$e- F#$e( K#22 '(
De*). AG3 T!e $'$t$)l 2l)' 6)- )' )'')l 1)2)1$t% " ?;;4;;; t"''e-4 5t t!$-
6)- -5-e>e'tl% #)$-e( t" 9 *$ll$"' t"''e-3 T!e 1)2)1$t% " R"#0el) Steel
Pl)'t +RSP,4 6!$1! 5el"'.- t" t!e SAIL +Steel At!"#$t% " I'($) Lt(3, .#"24 $-
2#e-e'tl% )5"t *$ll$"' t"''e-3 At ) 7e#% e)#l% -t).e t!e "#*e# USSR )'( )
B#$t$-! 1"'-"#t$* )l-" -!"6e( )' $'te#e-t $' e-t)5l$-!$'. ) *"(e#' -teel
$'(-t#% $' I'($)3 T!$- #e-lte( $' t!e S"7$et/)$(e( 5$l($'. " ) -teel *$ll 6$t! )
1)2)1$t% " 9 *$ll$"' t"''e- $' B!$l)$ )'( t!e B#$t$-!/5)10e( 1"'-t#1t$"' $'
D#.)2# " ) "'(#% 6!$1! )l-" !)- ) *$ll$"' t"''e 1)2)1$t%3 T!e I'($)' -teel
$'(-t#% $- "#.)'$e( $' t!#ee 1)te."#$e- $3e34 *)$' 2#"(1e#-4 "t!e# *)"#
2#"(1e#- )'( t!e -e1"'()#% 2#"(1e#-3 T!e *)$' 2#"(1e#- )'( "t!e# *)"#
2#"(1e#- !)7e $'te.#)te( -teel *)0$'. )1$l$t% 6$t! 2l)'t 1)2)1$t$e- "7e# ;3?
*T )'( t$l$e $#"' "#e )'( 1")l.)- "# 2#"(1t$"' " -teel3 T!e *)$' 2#"(1e#-)#e T)t) Steel4 SAIL4 )'( RINL4 6!$le t!e "t!e# *)"# 2#"(1e#- )#e ESSAR4
ISPAT )'( JVSL3 T!e -e1"'()#% -e1t"# $- ($-2e#-e( )'( 1"'-$-t- " +9,
B)106)#( l$'0).e #"* )5"t 9; -2"'.e $#"' 2#"(1e#- t!)t -e $#"' "#e )'(
'"'/1"0$'. 1")l4 2#"7$($'. ee(-t"10 "# -teel 2#"(1e#- +, A22#"8$*)tel%
?; *$'$ 5l)-t #')1e-4 ele1t#$1 )#1 #')1e-4 $'(1t$"' #')1e- )'( e'e#.%
"2t$*$$'. #')1e- t!)t -e $#"' "#e4 -2"'.e $#"' )'( *elt$'. -1#)2 t" 2#"(1e
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-teel )'( +, F"#6)#( l$'0).e 6$t! )5"t 94;; #e/#"lle#- t!)t #"ll "t -e*$- $'t"
$'$-!e( -teel 2#"(1t- "# 1"'-*e# -e3
S#r'*#'ra( Wea&e00e0 o+ I%)a S#ee( I%'0#r!
Alt!".! I'($) !)- *"(e#'$e( $t- -teel*)0$'. 1"'-$(e#)5l%4 !"6e7e#4 'e)#l%
" $t- 1#(e -teel $- -t$ll 2#"(1e( -$'. t!e "t()te( "2e'/!e)#t! 2#"1e--3
L)5"# 2#"(1t$7$t% $' I'($) $- -t$ll 7e#% l"63 A11"#($'. t" )' e-t$*)te 1#(e
-teel "t2t )t t!e 5$..e-t I'($)' -teel*)0e# $- #".!l% 9@@ t"''e- 2e# 6"#0e#
2e# %e)#4 6!e#e)- $' We-te#' E#"2e t!e $.#e $- )#"'( ;; t"''e-3
I'($) $- (e$1$e't $' #)6 *)te#$)l- #e>$#e( 5% t!e -teel $'(-t#%3 I#"' "#e
(e2"-$t- )#e $'$te )'( t!e#e )#e 2#"5le*- $' *$'$'. -$1$e't )*"'t- " $t3
I'($)- !)#( 1")l (e2"-$t- )#e " l"6 >)l$t%3
I'-$1$e't #e$.!t 1)2)1$t% )'( t#)'-2"#t $'#)-t#1t#e $*2e($*e't- t""
!)*2e# t!e .#"6t! " I'($)' -teel $'(-t#%3
S#re-#,0 o+ I%)a S#ee( I%'0#r!
• L"6 l)5"# 6).e #)te-
• A5'()'1e " >)l$t% *)'2"6e#
• M)t#e 2#"(1t$"' 5)-e
• P"-$t$7e -t$*l$ #"* 1"'-t#1t$"' $'(-t#%
• B""*$'. )t"*"5$le $'(-t#%
O'#(oo& T!e "tl""0 "# I'($)' -teel $'(-t#% $- 7e#% 5#$.!t3 I'($)- l"6e#
6).e- )'( )7"#)5le e'e#.% 2#$1e- 6$ll 1"'t$'e t" 2#"*$-e -5-t)'t$)l 1"-t
)(7)'t).e- 1"*2)#e( t" 2#"(1t$"' )1$l$t$e- $' +We-te#', E#"2e "# t!e US3 It
$- )l-" e82e1te( t!)t -teel $'(-t#% 6$ll '(e#." ) 2#"1e-- " 1"'-"l$()t$"' -$'1e
$'(-t#% 2l)%e#- )#e e'.).e( $' )' 'ette#e( #-! "# -1)le3 T!$- $- e7$(e't #"*
t!e #e1e't )1>$-$t$"' " C"#- 5% T)t)3 T!e (e2l"%*e't " *"(e#' 2#"(1t$"'
-%-te*- $- )l-" e')5l$'. I'($)' -teel 1"*2)'$e- t" $*2#"7e t!e >)l$t% " t!e$#
-teel 2#"(1t- )'( t!- e'!)'1e t!e$# e82"#t 2#"-2e1t-3
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NECESSITY OF SELLING THE 99SECONDARY PRODUCTS:
T!e 'et -)le- #e)l$)t$"' #"* )ll t!e Se1"'()#% 2#"(1t-4 B%/P#"(1t- )'( 1"/
2#"(1t- " BSL $- )#"'( R-3;; 1#"#e- 6!$1! $- >$te *"#e t!)' *"'e% t!e
5$. $'(-t#$e-3 Ot " t!$- Steel S1)#2 )#$-$'. $t-el 5#$'.- )5"t R-39?;; 1"#e-" *"'e% e7e#% %e)#3 Re/2#"(1t$"' " *)$' 2#"(1t- #"* t!e -e1"'()#%
2#"(1t- #e>$#e- #e/*elt$'. $t ).)$' "# t!e #e>$#e( 1"*2"-$t$"' " t!e
*)te#$)l- )- 2e# t!e (e-$#e( -2e1$$1)t$"'3
B% -ell$'. $t t" t!e ($e#e't M$ll-t#)(e#-P#"1e--"#- t!e 2l)'t e)#' )#"'(
R-3@;;; 2e# t"'e- " t!e ($#e1t 2#"$t t!)' 5% #e/2#"(1$'. $t t" t!e *)$'
2#"(1t3 T!e t#)(e#- 2#"1e--"#-#e/#"lle#-4 -e t!e-e )- ) #)6 *)te#$)l- "#
($e#e't $'$-!e( 2#"(1t- *)0$'. !.e 2#"$t-4 t!e 2l)'t $- )l-" '"t l"-$'.
)'%t!$'.3
P#"$t $- t!e *)$' )$* " e7e#% 5-$'e--4 )'( 6!e' t!e #e)l$)t$"' " t!e-e
2#"(1t- "# t!e $'$-!e( 2#"(1t- 2#"7e- t" 5e 1"-tl$e#4 t!e *)').e*e't 2l)'t
(e1$(e( t" -ell $t t" t!e l"1)l *)#0et3
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B% -ell$'. -e1"'()#% P#"(1t- t" t!e L"1)l *)#0et 'e6 $'(-t#$e- )#e (e7el"2e(
"# #e/#"ll$'. t!e Se1"'()#% *)te#$)l- t" *)0e $'$-!e( 2#"(1t-3 It !)- )l-"
$'1#e)-e( t!e -*)ll/-1)le $'(-t#$e- )'( e*2l"%*e't "22"#t'$t$e-3
L)-t %e)# )7e#).e 2#$1e " -1#)2 2#"(1t 6e#e 5et6ee' R-39;;;t"' t"
R-39;;;t"'
La#e0# Pr)*e o+ %)++ere# B!/Pro%'*# w,)*, BSL were 0o(% ) Apr)( ; Ma!
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FUNCTION OF MARKETING DEPARTMENT
3$ T" *"'$t"# t!e "#(e#- $--e( 5% CMO4 S" t!)t t!e-e "#(e#- 1)' l$lle( $'
t$*e3
5$ Pt 2#e--#e "' CMO4 t" .et "#(e#- "# )' '(e#t$l$e( *$ll3
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6$ T" -ell )ll t!e -e1"'()#% 2#"(1t- ($#e1tl% $3e3 ($#e1tl% 5% BSL )'( 5% CMO3
$ O' ()% t" ()% 5)-$- $t t)0e- 1)#e " t!e ($-2)t1!e- $3e3 ()$l% ($-2)t1! )#e
1!e10e(3
POLICIES OF MARKETING
M)#0et$'. Pl)''$'. !)- #e-2"'-$5le '1t$"' $' t!e 6"#0$'. " *)#0et$'.
(e2)#t*e't3 All t!e #$-0% (e7el"2*e't-4 t)0$'. "t -"lt$"' t" 1#$22le
-$t)t$"'-4 t!$- -e1t$"' 1)##$e- "t 2#"(1t 2#$1$'. )'( #el)te( )1t$7$t$e-4 -"*e
" t!e 2#".#)**e-4 2"l$1$e- )'( 2#"1e(#e- )#e )- "ll"6-/
I2 P"-$t$"'$'. t!e 2#"(1t ) 7)le 5)-e( 2l)1e $' 1-t"*e# *$'(3
II2 F$')l$e )'')l -)le- 2l)' )'( >)'t$t%4 *"'t!l%4 6ee0l%4 )'( ()$l% #"ll$'.
2#".#)**e " R"ll$'. *$ll- $' 1"'-lt)t$"' 6$t! CMO )'( *$ll-3 T!$- 2l)'
$- 5)-e( "' t!e -)le- "#e1)-t #e1e$7e #"* JPU SPL I#"' )'( -teel
1"'t#"lle#3
III2 O2t$*$$'. t!e 2#"(1t/*$8 5% 2#"2e# t$l$)t$"' " )7)$l)5le -t"10-3
IV2 Re1e$7$'. E'>$#$e- )'( 1"*2l)$'t-4 1)'1ell)t$"' " "#(e#- et13
V2 C""#($')t$'. t!e 6"#0- " *$ll- )'( t#)$1 (e2)#t*e't -" )- t" *)8$*$e
($-2)t1!e-3
VI2 C"/"#($')t$"'- 6$t! CMO #"* -t).e- " e'>$#%4 "# e82"#t-4 (e7el"2*e't
" 'e6 P#"$le-4 -e1t$"'-4 *"($$1)t$"' " 2#"(1t -1!e(l$'. t$ll t!e "#(e#-)#e 1"*2lete(3
VII2 De7el"2*e't " 'e6 >)l$t$e- " -teel3
VIII2 Pe#$"($1)l *)#0et -#7e%- " 2#"(1t- t" )')l%e t!e *)#0et 2"-$t$"'3
I2 I*2le*e't)t$"' " -..e-t$"'- #e1e$7e( #"* t!e 1-t"*e#- ee(5)103
2 E'-#e 1-t"*e# -)t$-)1t$"' 5% *eet$'. 1-t"*e#- #e.l)#l% 2#"7$(e
#e(#e-- t" t!e$# 2#"5le*- )'( l$ll*e't " (e*)'(3
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MARKTING STRATEGY
PRICING4
F$8$'. t!e 2#$1e " ) 2#"(1t $- t!e *"-t 7$t)l '1t$"' $' t!e 6!"le 2#"1e-- "
t!e *)#0et$'. )'( $t -!"l( 5e ("'e )te# 2#"2e# *)#0et -t(% )'( #e>$#e-
(e1$-$"' *)0$'. )5$l$t%3 I 2#$1e $- t"" l"6 t!e 1"*2)'% 6$ll l"-e #e7e'e )'( $
t!e 2#$1e $- t"" !$.! $t 6$ll l"-e 1-t"*e#- #e-lt$'. $' l"-- " #e7e'e 7)l)5le
1-t"*e#-3 C")l 1!e*$1)l- )#e t!e *)$' 2#"(1t 6!$1! $- t" 5e *)#0ete( 5% t!e
M)#0et$'. De2)#t*e't " B"0)#" Steel Pl)'t3 Al*"-t )ll t!e 2#"(1t- )#e -"l(
"' t!e $8e( 2#$1e 5)-$-3 T!$- $- (e t" t!e )1t t!)t t!e 1"*2)'% ("e- '"t e'"%
*"'"2"l% $' t!e -)$( *)#0et )'( t!e 2#$1e $- t"t)ll% *)#0et (#$7e'3
T!e 2"l$1% )("2te( 5% t!e *)#0et$'. (e2)#t*e't "# 2#$1$'. " *)te#$)l- $-
l)#.el% .$(e( 5% t!e 2#$1e "e#e( 5% t!e 5$((e#- (#$'. t!e )1t$"'3 T!e
7)#$"- )1t"#- t)0e' $'t" 1"'-$(e#)t$"' 6!$le 2#$1$'. t!e #e/#"ll)5le $te*- 1)'
5e e'*e#)te( )- "ll"6- /
+), P#$1e- "e#e( $' t!e )1t$"' -)le-3
+5, Q)'t$t% " *)te#$)l t" 5e l$te(3
+1, M)').$'. ($#e1t"#- )22#"7)l3
T!e )7e#).e " t!e 2#$1e- "e#e( 5% t!e 5$((e# (#$'. )1t$"' $- t)0e' )- t!e
5)-$- t" $8 t!e 2#$1e- " *)te#$)l- t" 5e -"l( t!#".! *)#0et$'. (e2)#t*e't3
F#t!e# t!e te1!'$>e- " 5#e)0/2/2#$1$'. )#e )("2te( $3e3 t!e l)#.e# t!e
>)'t$t% 2#1!)-e( l"6e# 6$ll 5e t!e 2#$1e-3 T!$- te1!'$>e e'1"#).e- t!e 5%e#- t" 2#1!)-e l)#.e# >)'t$t%3 F$')ll% t!e *)').$'. ($#e1t"# )22#"7e- t!e
2#$1e- -et 5% t!e 2#$1$'. 1"**$ttee3 O' t!$- 5)-$-4 ) 2#$1e l$-t $- 2#e2)#e( "# )ll
t!e 2"te't$)l 5%e#-3 P#$1e l$-t )l-" $'($1)te- t!e -)le- t)8 )'( E81$-e (t% t" 5e
le7$e(3 T!- t!e $'te#e-te( 2)#t$e- 2l)1e t!e$# "#(e#- 6$t! t!e *)#0et$'.
(e2)#t*e't "' t!e 5)-$- " 2#$1e l$-t #e7$e6e( e7e#% *"'t!3 E7e#% 1-t"*e# $-
#e>$#e( t" !)7e ) -e1#$t% (e2"-$t )*"'t " R-39 l)0!3 T!e 2)%*e't "# t!e
*)te#$)l #e>$#e( $- t" 5e $' )(7)'1e3 T!e *)te#$)l $- -22"-e( t" 5e l$te( "'
t!e -2e1$$e( ()te "' )11"'t " (el)% t!e 2)#t% !)- t" 2)% t!e ($e#e'1e $' t!e
2#$1e-4 $ t!e#e $- )'% $'1#e)-e $' -5-e>e't *"'t!3
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S#a%)- Pr)*)- Comm)##ee4
T!e 1"**$ttee #e7$e6- t!e 2#$1e " 7)#$"- 2#"(1t- )'( t)0e- (e1$-$"' $' )7"#
" *)8$*$$'. t!e 2#"$t3 It !"l(- *eet$'. )t le)-t "'1e $' ) *"'t!3 Bt t!e
7"l)t$l$t% " t!e *)#0et )'( 2""l " ($e#e't 2#"(1t- le)( t" ) '*5e# "*eet$'. " t!e 1"**$ttee $' >$10 -11e--$"'3
T,e *omm)##ee *o0)0#0 o+4
GM +Ut$l$t%,4 C!)$#*)'
GM +M)#0et$'.,4 C"'7e'e#
DGM +F$')'1e,4 *e*5e#
DGM +S)le- C""#($')t$"',4 *e*5e#
DGM +St"#e-,4 *e*5e#
DGM +BPP,4 *e*5e#
F"# S1#)2 .""(- t!e DGM +SSD, #e2l)1e- t!e DGM +BPP,3 Re-t- " )ll t!e
*e*5e#- )#e )l6)%- 2#e-e't $' )ll t!e *eet$'.-3
W,)(e %e*)%)- #,e pr)*e +o((ow)- po)#0 are &ep# ) m)%4
D$-2)t1! " t!e l)-t *"'t!3
M)te#$)l $' -t"103
F"#e1)-t " 'e8t *"'t!3
Ge'e#)l *)#0et 1"'($t$"'3
A7)$l)5$l$t% " t#)'-2"#t )1$l$t%3
GM +M)#0et$'.,4 )- 2e# t!e 'ee(4 (e1$(e- t!e #e>e'1% )'( t$*e " *eet$'.- t"
5e !el(3 M$'te #e2"#t " )ll t!e *eet$'.- $- 2#e2)#e( )'( $t 1"'t)$'- t!e
e8$-t$'. 2#$1e )'( t!e 2#"2"-e( 2#$1e3 T!e $')l 2#$1e $- *"7e( t" t!e MD
t!#".! t!e "$1$)l 1!)''el $'1l($'. GM +M)#0et$'.,4 E8e1t$7e D$#e1t"#
+MM,4 GM +F$')'1e )'( A11"'t-,4 )'( ED +W"#0-,3 Ate# t!e MD- )22#"7)l
t!e 2#$1e 5e1"*e- )22l$1)5le )'( t!e 1$#1l)# $'($1)t$'. t!e #e7$-e( 2#$1e $-
2#$'te(4 $--e( )'( ($-t#$5t$"' t" t!e 1-t"*e#- )'( )ll t!e 1"'1e#'e((e2)#t*e't-3
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DISTRIBUTION
F"# t!e 2#2"-e " ($-t#$5t$"' " -teel +)- 2e# JPC, 2"l$1% $' )-!$"'4 1-t"*e#-
)#e 1)te."#$e( $'t" A4 B4 C & D3 P#$"#$t% -e1t"# 1-t"*e# e3.3 Dee'-e4
R)$l6)%- et13 )#e '(e# 1)te."#% A )'( )5"t ; " t!e 2#"(1t )ll"tte( t"t!e*3 T!e 5)l)'1e @; $- 0e2t "# t!e 1)te."#% B4 C & D3
O' t!e "t!e# !)'( "# -)le " -1#)2- t!e#e $- '" -1! 2"l$1% )("2te( 5% B"0)#"
Steel Pl)'t3 C-t"*e#- )#e -e#7e( "' $#-t 1"*e $#-t -e#7e( 5)-$-3
CHANNELS
B"0)#" -teel 2l)'t !)- e#" le7el 1!)''el- )- $t ($#e1tl% -ell- t" t!e 1-t"*e#-3
T!e#e $- '" $'te#*e($)te )*"'. 2#"(1e# )'( 1"'-*e#3 M)#0et$'. De2)#t*e't
)l6)%- #e*)$'- $' 1"'t)1t 6$t! t!e 1-t"*e#- e8t#)1t- $'"#*)t$"' )5"t t!e
1##e't *)#0et -$t)t$"' "' t!e 5)-$- " $'te#)1t$"' 5et6ee' t!e*3
SALES PROMOTION
S)le- P#"*"t$"' 1"'-$-t- " ) ($7e#-e 1"lle1t$"' " $'1e't$7e t""l- (e-$.'e( t"
-t$*l)te >$10e# "# .#e)te# 2#1!)-e " 2)#t$1l)# 2#"(1t3 A- ) 2)#t "
2#"*"t$"')l )1t$7$t$e-4 BSL $- e*2l"%$'. "ll"6$'. )1t$7$t$e-
a2 D$-1"'t -l)5- $- 2#"7$(e( t" 5""-t t!e -)le-4 (e-1#$2t$"' " 6!$1! $-.$7e' 5el"6
• U2 t" 9;4;;; t"'e- ///// N" D$-1"'t
• 9;4;;; t" 9?4;;; ///// 9? D$-1"'t
• A5"7e 9?4;;; ///// ; D$-1"'t
82 T" $'( 'e6 1-t"*e#- )'( t" $'"#* 1-t"*e#- )t )# ($-t)'t )#e)-
Te'(e# N"t$1e .$7e' $' t!e 'e6-2)2e# "# -)le " -1#)2-3 Be-t )*"'. t!e
)22l$1)t$"' $- )11e2te( 6$t! ) 7$e6 t" .et t!e 5e-t #e7e'e3
*2 S"*et$*e- 6!e' 'e6 $te* $- t" 5e -"l( -)le- '"t$1e $- .$7e' $' t!e
'e6-2)2e#3 Bt *"-t " t!e t$*e l"1)l 1-t"*e#- .et $'"#*e( #"* "t!e#
1-t"*e#-3
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ABOUT COMPETITORS
Steel 5e$'. )' $'(-t#$)l 1"**"($t% $t $- 7e#% 'e1e--)#% t" *)$'t)$' 1-t"*e#
#el)t$"'-!$2 "# 2#"$t)5$l$t% )'( -*""t! #''$'. " 1"*2)'%3
B')(%)- C'0#omer Re(a#)o0,)p
BSL !)- )("2te( t!e 2!$l"-"2!% " #e1".'$$'. -e.*e't " t!e *)#0et )'(
$(e't$%$'. 0e% 1-t"*e# $' -e.*e't )'( .$7$'. t!e* 2#ee#e't$)l t#e)t*e't3CMO -)le- e8e1t$7e- !)7e 5ee' t#)$'e( t" -e ($#e1t -ell$'. )- t""l "# 5$l($'.
l"'. l)-t$'. #el)t$"'-!$2 6$t! t!e 1-t"*e#-3 E)-% )11e-- t" 1-t"*e#- t" -ee0
)--$-t)'1e *)0e- 2#"2"-)l- -e'( 1"**e't- )'( 1"*2l$*e't-3
MARKET DEVELOPMENT
BSL !)- 7)le( 1-t"*e#- .#"2 $' $(e't$%$'. t!e$# -2e1$$1 'ee(- S2e1$$1 t"
t!)t .#"2 t!- -e.*e't$'. )'( (e7el"2$'. *)#0et -e.*e't "# "# 2#"(1t-3
M)"# 2#"(1t *"($$1)t$"'- )#e ("'e )- 2e# t!e$# -2e1$$1 'ee(- " t!e M)#0et
-e.*e't t!e#e5% 1#e)t$'. 2#"(1t ($e#e't$)t$"' 2)10).e-3
PRODUCTION ACCORDING TO MARKET NEEDS
BSL $- )l6)%- $' t"1! $' *)#0et )'( t#% t" 2#"(1e )11"#($'. t" *)#0et 'ee(-3
BSL t#$e- t" 2#"(1e >)l$t% 2#"(1t- 'e6 2#"(1t- 6!$1! l$ll t!e 'ee( "
*)#0et3
5$ STOCK REDUCTION
G$7$'. )1$l$t$e- l$0e (""# (el$7e#%4 #")( ($-2)t1!e-4 1#e($t- )1$l$t% )'( #"'(-
t!e 1l"10 -t"10%)#( "2e#)t$"'3
6 PRICE FIATION
P#$1$'. $- ("'e 5)-$1)ll% 5% t!e CMO3 T)0$'. $'t" 1"'-$(e#)t$"' 1"-t "
2#"(1t$"'4 ."7e#'*e't -te2- "' 2#$1$'.4 1e#t)$' 2e#1e't).e " 2#"$t4 2#$1e "
#)6 *)te#$)l #$.!t 1!)#.e- et13 $3e3 2#$1$'. $- COST PLUS PRICING3
DESPATICH
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A- t!e 2#"(1t $- *)')1t#e(4 t!$- (e2)#t*e't ($#e1t- t!e -t"10%)#(- t!e *"(e
" t#)'-2"#t t" t!e (e-t$')t$"' 6$t! #ee#e'1e t" ($-2)t1! 2#".#)* )'( ($-2)t1!
)(7$1e $- *"(e3
DOCUMENTATION
W$t! t!e ($-2)t1! " 2#"(1t t!e F$')'1e (e2)#t*e't 1)l1l)te- t!e t"t)l 1"-t "
2#"(1t )- 2e# (e*)'( "#(e#3 Ce#t)$' #e1e$2t- )'( 5$ll- >"t$'. t!e *)te#$)l
1"(e4 ')t#e4 >)'t$t%4 )'( )ll e82e'-e- )#e -e't t" 1"''e1te( -t"10%)#(3 T!e
2#"(1t 6$ll 5e t!e' #ele)-e( t" t!e 1"'1e#'e( 2e#-"' )te# 2#"2e# )'( 1"*2lete
2)%*e't t" t!e 2)%/$'/ )t!"#$t$e- $- *)(e3
MARKETING OF SECONDARY PRODUCTS
D#$'. t!e -e7e't$e- )'( -$8t$e- 6!e' t!e 2l)'t 6)- "'e *$ll$"'/t"'e- )'(3?
*$ll$"'/t"''e- 1)2)1$t% #e-2e1t$7el%4 )#$-$'. " -e1"'()#% 2#"(1t- 6)- l$*$te(
)'( -1! )#$-$'. 6)- #e1%1le( "# #e/*elt$'.3 T!e#e"#e t!e#e 6)- '" -1"2e "#
*)#0et$'. $' "t!e# 6"#(- $t 6)- '"t e1"'"*$1)l3 T!e 2l)'t 1)2)1$t% !)- 5ee'
$'1#e)-e( #"* 3? *$ll$"' t"'- t" @ *$ll$"' t"'e- $' t!e l)te -$8t$e-3 Ne6
te1!'"l".% !)- 5ee' )("2te( 6!$le $'1#e)-$'. t!e 1)2)1$t% " t!e 2l)'t 6!e#e 5%
t!e -e " )#$-$'. "# #e/*elt$'. (#)-t$1)ll% #e(1e(3 T!$- !)- .$7e' *"#e $*2)1t
t" t!e *)0$'. " -e1"'()#% 2#"(1t3
I' t!e '$'et$e- 6e !)7e -ee' l"t " 1!)'.e- $' t!e e1"'"*$1 -1e')#$" " t!e
1"'t#%3 T!e 1"'1e2t " *"#e e*2l"%*e't $' P5l$1 Se1t"# E'te#2#$-e- !)-
1!)'.e( t" *"#e 2#"$t-3 T!e#e 5% t!e 2l)'t )l-" !)- .e)#e( 2 $t- -t#)te.%
t"6)#(- t!$- e'(3 O'e " t!e -t#)te.$e- )("2te( 5% t!e 2l)'t "# $'1#e)-$'. t!e
2#"$t $- *)#0et$'. " -e1"'()#% 2#"(1t-3
I' t!e #e1e't %e)#- ) '*5e# " "'(#$e- )'( #e/#"ll$'. M$ll- 1"*e $'t"
e8$-te'1e t!#".!"t t!e 1"'t#%3 T!e-e -*)ll -1)le- Se1t"# 'ee( t!e
Se1"'()#% 2#"(1t- )- $'2t #)6 *)te#$)l "# t!e$# 2#"(1t$"'3 T!e 1"*2)'%
!)- e'.).e( $' e(1)t$'. t!e* t!e -e " -e1"'()#% 2#"(1t- "# ($e#e't 0$'(-
" e'( 2#"(1t- "# 1"'-*2t$"' " .e'e#)l 25l$13 T!e 2l)'t e8te'(- )ll t%2e-
" )1$l$t$e- )'( )--$-t)'1e t" t!e-e -*)ll/-1)le '$t-3 T!$-4 $' t#' .$7e- -1"2e
"# *"#e e*2l"%*e't "22"#t'$t$e-3
T!e 2l)'t "# *)#0et$'. !)- )("2te( "ll"6$'. -t#)te.%
93 C"**$tte( (el$7e#%3
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3 C"*2et$t$7e 2#$1e
3 Q$10 1"*2l)$'t -ettle*e't3
@3 Clt#e " 1-t"*e# -e#7$1e3
It $- 'e1e--)#% t" *e't$"'e( !e#e t!)t t!e 1"*2)'$e- 2#"$t 1"'-$-t- " 9;
t#'"7e# " -e1"'()#% 2#"(1t- "# t!e L)-t t6" %e)#-3
PLANNING FOR SALE OF SECONDARY PRODUCT
93 M)#0et$'. Re1"7e#% De2)#t*e't +MRD, 6"#0- "t t!e >)'t* " ($e#e't
t%2e- " -1#)2 )7)$l)5le "# -)le "' *"'t!l% 5)-$-3 T!$- $- (ete#*$'e( 5%
)-1e#t)$'$'. t!e t"t)l -1#)2 -t"10 )t t!e 5e.$''$'. " t!e *"'t!3 S1#)2 )#$-$'.
(#$'. 1"'-*2t$"'3 T!e #e*)$'$'. >)'t$t% $- 1"'-$(e#e( "# -)le3 A4 *"'t!l%
#e2"#t "' )7)$l)5$l$t% " -1#)2 $- 2#e2)#e( 5% MRD )'( -e't t" *)#0et$'.
(e2)#t*e't3
3 M)#0et$'. De2)#t*e't $')l$e- t!e 2l)' "# )1t)l >)'t$t% " -1#)2 t" 5e-"l( $' 1"'-lt)t$"' 6$t! MRD3 M)#0et$'. (e2)#t*e't $')l$e- *"(e " -)le4
te#*- )'( 1"'($t$"'- "# -)le4 l"1)t$"'- )'( 1"**e#1$)l )-2e1t-3
3 T!e 2#$1$'. 1"**$ttee 1"'-$-t " M)').$'. D$#e1t"#- $8e- t!e 2#$1e " e)1!
t%2e " -1#)23
@3 M)#0et$'. (e2)#t*e't "5t)$'- MD- )22#"7)l "' 2#$1e $8e( 5% 2#$1$'.
1"**$ttee3
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PROCEDURE APPLIED FOR SALE OF SECONDARY PRODUCTS
93 Ate# "5t)$'$'. )22#"7)l " >)'t$t% )'( 2#$1e "# -)le4 M)#0et$'.
(e2)#t*e't -1#t$'$e- t!e (e*)'( #"* 7)#$"- 2)#t$e-4 e8)*$'e t!e P#$"#$t$e-
)'( $--e "e# lette#- t" #e-2e1t$7e 2)#t$e-3 T!e te#*- )'( 1"'($t$"'- "# -)le)#e )l-" e'1l"-e( 6$t! t!e "e#- Lette#
3 A5"t "'e t!$#( " t!e >)'t$t% " *)te#$)l t" 5e -"l( (#$'. t!e %e)# $-
"e#e( t" t!e )1t)l -e#-4 -5e1t t" #e.$-t#)t$"' " (e*)'(3
3 F"# t!e 5)l)'1e >)'t$t% t" 5e -"l( )t 2#$1e- $8e( 5% 2#$1$'. 1"**$ttee4
2#ee#e'1e $- .$7e' t" )1t)l -e#- "7e# t#)(e#-3 I t!e#e )#e '" )1t)l -e#-4 t!e
*)te#$)l *)% 5e "e#e( t" t#)(e#- .$7$'. 2#ee#e'1e t" #e.$-te#e( t#)(e#- "7e#
"t!e#-3
@3 F$#-t 2#ee#e'1e $- .$7e' t" t!e )1t)l -e#- "# )ll"t*e't " -1#)2 ).)$'-t
2)#t$1l)# 1)te."#% " -e#-3 S1#)2 2#"1e--$'. '$t- )#e .$7e' -e1"'( 2#ee#e'1e
"# -1! )ll"t*e't-3
?3 T!e )*"'t #e1e$7e( #"* t!e 2)#t% t"6)#(- )(7)'1e 2)%*e't )'( -e1#$t%
(e2"-$t $- "#6)#(e( t" $')'1e (e2)#t*e't 5% *)#0et$'. (e2)#t*e't )te#
#e1"#($'. t!e (et)$l- $' t!e #e.$-te#3
3 P)#t$e- )#e )ll"6e( t" 7$-$t t!e #e-2e1t$7e l"1)t$"' ($-2"-)l- -$te4 )'( $'-2e1t
t!e -1#)2 "e#e( "# -)le3
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THE STRUCTURE OF THE PROCESS OF SALES AND MARKETING
PRODUCTS
PRIMARY +SPECIFIC PARAMETER, SECONDARYBY/PRODUCTS
CMO +KOLKATA, UNITS/ BSL4 BSS4 RSP4 DSP et1
BSL MARKETING
METHOD OF SELLING
E/AUCTION SALE TENDER FIXED PRICE SALE
BSL MARKETING +MAIN
SECTION,
STEEL CHEMICAL &
BYE/PRODUCTS
SLAGS & WASTE
PRODUCTS
IDLE ASSETS PRICING
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DEMAND REGISTRATION OF BSL
M)#0et$'. (e2)#t*e't " BSL -)le- !"*".e'e"- -teel -1#)2 )t $8e( 2#$1e3 F"#
t!$- 2#2"-e t!e 2#"1e(#e "# #e.$-t#)t$"' " (e*)'( )'( "e#- $- )- 5el"6
93 P#ee#e'1e "# -)le " *)te#$)l .$7e' t" l"1)l 2)#t$e- )'( t!"-e4 6!$1! )#e
)1t)l 1-t"*e#3 M)te#$)l $- '"t -"l( "# t#)(e3
3 S)le " *)te#$)l *)(e t" #e/#"ll$'. *$ll- )'( -1#)2 2#"1e--$'. '$t- )'( t!e
l"t- " -)le 5et6ee' t!e* *)$'t)$'e( )t )'t$t%4 6!$1! !)- 5ee' l$te( 5% t!e* (#$'. t!e l)-t 2#e1e($'. %e)# "#)ll"1)te( 5% t!e -t)te $'(-t#$e-4 De2)#t*e't3 I' t!e "e# lette# 2)#t% $- )(7$-e(
t" 1"*2lete 1"**e#1$)l "#*)l$t$e- e3.3 -5*$--$"' " D$e Re.$-t#)t$"'
Ce#t$$1)te et13
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DATA ANALYSIS AND INTERPRETATION
C(a00)+)*a#)o o+ *'0#omer0
T#)(e# M)')1t#e# P#"1e--"# "t!e#-
9@
I#erpre#a#)o
T!e )5"7e .#)2! -!"6- t!e ($e#e't 1)te."#% " 1-t"*e#- "#
-e1"'()#% )'( 5%/2#"(1t-3 M)')1t#e#- 6e#e "'( t" 5e !$.!e-t )*"'. t!e
($e#e't t%2e- " 1-t"*e#-3
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D)++ere*e ) pr)*e 8e#wee BSL a% o#,er 0#ee( p(a#0
Ye- N"
; ?
I#erpre#a#)o
T!$- 1le)#l% $'($1)te- t!)t t!e#e $- ) 2#$1e ($e#e'1e 5et6ee' BSL
-e1"'()#% )'( 5%/2#"(1t- t" "t!e# -teel 2l)'t-3 He'1e4 t" 5e $' 1"*2et$t$"'
6$t! "t!e# -teel 2l)'t- -e1"'()#% )'( 5%/2#"(1t-4 BSL !)- t" (e1#e)-e $t- 2#$1e
" 2#"(1t-3 S$'1e4 1"-t 1"'-1$"- 1-t"*e#- )l6)%- ." "# ) 5#)'( t!)t -e#7e-!$- 2#2"-e )t ) *$'$** 1"-t3
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D)++)*'(#)e0 w,)(e %ea()- w)#, BSL
Ye- N"
9@ 99
I#erpre#a#)o
M"-t " t!e 1-t"*e#- $'( ($$1lt$e- 6!$le (e)l$'. 6$t! B"0)#"
Steel Pl)'t3 M"-t " t!e* $'( l)10 " -$'.le 6$'("6 -%-te* 6!$le (e)l$'. 6$t!
BSL3 T!$- le)(- t" -l"6 2#"1e-- " t#)($'.3 S"*e 1-t"*e#- )l-" 6)'t 5ette#
1-t"*e# -e#7$1e3
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A! 8e##er 0e(()- a%op#e% 8! o#,er 0#ee( p(a#0
Ye- N"
I#erpre#a#)o
M"-t " t!e 1-t"*e#- 5el$e7e t!)t t!e 1##e't -ell$'. *et!"(-
)("2te( 5% B"0)#" Steel Pl)'t )#e .""(3 O'l% 1-t"*e#- "'( 5ette# -ell$'.
*et!"(- )("2te( 5% "t!e# -teel 2l)'t-3
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Comp(a) re-)0#ere%
Ye- N"
99 9@
I#erpre#a#)o
M"-t " t!e 1-t"*e#- (" '"t 1"*2l)$' )5"t t!e 2#"5le* t!e% )1e(
6!$le t#)($'. 6$t! BSL 5e1)-e t!e% ("'t eel *)').e*e't 6$ll 5e -e#$"-
)5"t t!e$# 2#"5le*-3 S"4 1-t"*e#- 1"'$(e'1e t"6)#(- *)').e*e't " BSL
-!"l( 5e $'1#e)-e(3
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FINDINGS
93 M"-t " t!e 1-t"*e#- 5el"'. t" t!e 1)te."#% " *)')1t#e#- $3e3
t!e% )#e -$'. -e1"'()#% )'( 5%/2#"(1t- " BSL )- ) #)6 *)te#$)l3
3 M)"#$t% " 1-t"*e#- 2#ee# t" 2#1!)-e -e1"'()#% )'( 5%/2#"(1t-
#"* B"0)#" -teel Pl)'t 5e1)-e " l"1)l *)#0et )'( >)l$t% 5t t!e%
$'( 2#$1e $- !$.!e# 1"*2)#e( t" t!e >)l$t%3
3 M)"#$t% " t!e 1-t"*e#- )#e -)t$-$e( 6$t! t!e >)l$t% " t!e
-e1"'()#% )'( 5%/2#"(1t- " BSL )'( t!)t $- ) 5$. )(7)'t).e "#BSL3
@3 O t!e "# *)"# t%2e- " 2#"(1t- 2#"(1e( 5% BSL $' Se1"'()#%
)'( 5%/2#"(1t- ($7$-$"'4 *"-t " t!e 1-t"*e#- )#e 2#1!)-$'.
-e1"'()#% -teel )'( 5%/2#"(1t- #"* BSL3
?3 M"-t " t!e 1-t"*e#- (e)l 6$t! B"0)#" -teel 2l)'t )'( TATA -teel "# 2#1!)-e " -e1"'()#% )'( 5%/2#"(1t-3
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CONCLUSIONS AND RECOMMENDATION
T!e *)$' $--e )tt)1!e( 6$t! B"0)#" Steel Pl)'t -e1"'()#% )'( 5%/2#"(1t- $-
t!)t *"-t " t!e 1-t"*e#- $'(- $t- 2#$1e !$.!e# t!)' t!e "t!e# 5#)'(- "
-e1"'()#% )'( 5%/2#"(1t- )7)$l)5le $' t!e *)#0et3 S$'1e4 1-t"*e#- )#e '"6
1"'-1$"- )5"t 1"-t 1tt$'. *e)-#e- -" t!e% "t!e# 5#)'(- "7e# BSL3
L"1)l *)#0et $- "'e " t!e *"-t $*2"#t)'t )(7)'t).e- t!)' BSL $-
e'"%$'. "7e# ) 2e#$"( " t$*e 5t4 (e t" -et 2 " 'e6 -teel 2l)'t- $' 'e)#5%
2l)1e- e6 %e)#- #"* '"6 $t 6$ll '" l"'.e# 5e )' )(7)'t).e "# BSL3 S"4 BSL
-!"l( !)7e t" 6"#0 "' (e1#e)-$'. t!e 2#$1e " $t- -e1"'()#% )'( 5%/2#"(1t-
)'( )l-" $'1#e)-e $t- >)l$t%3
S$'1e4 #"* t!e -#7e% $t 6)- "'( t!)t *"-t " t!e 1-t"*e#- )#e
2#1!)-$'. -e1"'()#% -teel )'( 5%/2#"(1t- #"* BSL3 S"4 BSL -!"l( !)7e t"
6"#0 "' t!e $'1#e)-e " 2#"(1t$"' " t!e-e 2#"(1t- )'( )l-" (e1#e)-e t!e 2#$1e
" t!"-e 2#"(1t- t" 5e 1"*2et$t$7e $' t!e *)#0et3
M"-t " t!e 1-t"*e#- )#e )l-" 2#1!)-$'. -e1"'()#% )'( 5%/2#"(1t-
#"* TATA -teel 5e1)-e " t!e l"6e# 2#$1e )'( e)-% *et!"( " 2#1!)-e
)lt!".! TATA -teel $- )# #"* B"0)#" ($-t#$1t 5e1)-e " 5ette# -e#7$1e3 S"4
B"0)#" -teel 2l)'t -!"l( !)7e t" 6"#0 "' t" 2#"7$(e 5ette# -e#7$1e "#
1-t"*e#-3
S$'1e4 *)"#$t% " 1-t"*e#- ("'t #e.$-te# 1"*2l)$' )5"t t!e 2#"5le*
t!e% )1e( (#$'. t#)($'. )lt!".! *"-t " t!e 2#"5le* t!)t )#e #e.$-te#e( ."t
e8e1te(3 He'1e4 BSL -!"l( !)7e t" 6"#0 "' t" $*2#"7e 1"'$(e'1e "
1-t"*e#- "' t!e*3
BIBLIOGRAPHY
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Boo&0 re+erre%
• K"tle# P!$l$24 Kelle# Kel7$'4 K"-!% A5#)!)*4 J!) M$t!$le-!6)#
M)#0et$'. M)').e*e't Ne6 Del!$4 P5l$-!e( 5% D"#l$'. K$'(e#-le%
+I'($), P7t3 Lt(3
• M)l!"t#) N3K34M)#0et$'. Re-e)#1!/ A' )22l$e( "#$e't)t$"'4 Ne6 Del!$4
P#e't$1e H)ll " I'($) P#$7)te Lt(3
• M).)$'e 25l$-!e( 5% SAIL
• T#)$'$'. *)')l
• B""0- " "#.)'$)t$"'
We80)#e0 re+erre%
• 6663-)$l31"3$'
• 6663*et)l'1t$"'31"*
UESTIONNAIRE
93 I' 6!$1! 1)te."#% " 1-t"*e# (" %" 5el"'.
http://www.sail.co.in/http://www.metaljunction.com/http://www.sail.co.in/http://www.metaljunction.com/
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), T#)(e#
5, M)')1t#e#
1, P#"1e--"#
(, Ot!e#-
3 W!% (" %" 2#ee# t" 2#1!)-e #"* BSL
), Q)l$t%
5, C!e)2 t#)'-2"#t)t$"'
1, L"1)l *)#0et
(, 2#$1e
3 A#e %" -)t$-$e( 6$t! t!e >)l$t% " t!e 2#"(1t
), %e-
5, '"
@3 I N" t!e' 6!)t 6"l( 5e t!e #e)-"' "# -1! ) (e1$-$"'
), H$.! 1"-t
5, L"6 >)l$t%
1, P""# ($-t#$5t$"'
(, Ot!e#-+2le)-e -2e1$%,
?3 W!)t t%2e " 2#"(1t- (" %" 2#1!)-e #"* BSL
), Se1"'()#% -teel
5, B%/2#"(1t-
1, Sl).
(, I(le )--et-
3 A#e %" (e)l$'. 6$t! )'% "t!e# 1"*2)'% "t!e# t!)' BSL
), Ye-3 +2le)-e -2e1$% t!e ')*e,
5, N"
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5, H$.! >)l$t%
1, Bette# -e#7$1e
(, Bette# -ell$'. *et!"(-
e, Ot!e#-3 +2le)-e -2e1$%,
=3 D" %" $'( )'% ($e#e'1e $' 2#$1e " -e1"'()#% )'( 5%/2#"(1t- " BSL
6$t! "t!e# 2l)'t- t!)t %" )#e (e)l$'. 6$t!
), Ye-
5, N"
:3 H)7e %" )1e( )'% ($$1lt$e- 6!$le (e)l$'. 6$t! t!e BSL
), Ye- +Ple)-e -2e1$% t!e #e)-"',
5, N"
9;3D" %" $'( 5ette# -ell$'. *et!"(- )("2te( 5% "t!e# 2l)'t- "# -ell$'. "
-e1"'()#% )'( 5%/2#"(1t-
), Ye-33 +2le)-e ')*e t!)t *et!"(,
5, '"
ABBREVIATION
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93 SAIL / Steel At!"#$t% " I'($) L$*$te(3
3 TISCO / TATA I#"' )'( Steel C"*2)'%3
3 MECON / Met#"l".$1)l & E'.$'ee#$'. 1"'-lt)'t- lt(3
@3 HSCL / H$'(-t)' -teel 6"#0- 1"'-lt)'t- Lt(3
?3 NMDC / N)t$"')l M$'$'. De7el"2*e't C"#2"#)t$"' lt(3
3 RDCIS / Re-e)#1! )'( De7el"2*e't Ce't#e "# I#"' )'( Steel3