devendra project (2)

8/2/2019 Devendra Project (2)

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A

SUMMER INTERNSHIP PROJECT

ON

MARKETING/SALES AT HINDUSTAN ZINC LIMITED, DEBARI

AT

HINDUSTAN ZINC LTD. DEBARI

SUBMITTED IN THEPARTIAL FULFILLMENT OF TWO YEARS FULL TIME COURSE IN

MASTER OF BUSINESS ADMINISTRATION

RAJASTHAN TECHNICAL UNIVERSITY, KOTA

SUBMITTED BY: SUBMITTED TO:

DEVENDRA TANK Ms. PRITI GUPTA

MBA(3rd SEM) Asstt. Professor

Subodh Institute of Management & Career Studies, Jaipur

Batch (2010-2012)


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STUDENT DECLARATION

I hereby, declare that the dissertation entitled Marketing/Sales at Hindustan ZincLimited is an authentic work developed by me, under the guidance of Mr. S.C.

Sharma (Sales Manager)submitted in partial fulfillment of the requirements for the

award of the degree of Master Of Business Administration (MBA) of SUBODH

INSTITUTE OF MANAGEMENT & CAREER STUDIES, JAIPUR.

.

I also declare that, any or all contents incorporated in this dissertation have not been

submitted in any form for the award of any degree or diploma of any other institutionor university.

DEVENDRA TANK

M.B.A. (2ndsem)


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PREFACE

It is very easy to give solutions to the problems while sitting in an office but difficulties

arise when they are practically implemented in the market. Training thus aims at

giving the student a practical exposure of the highest level and the project helps the

student in acquiring the same.

The project aims at making the student aware of the market condition and how the

functional parts work in the organization. Training is an integral part of every studenthas to undergo the training for 45 days in company and then prepare a project report

on the same after the completion of training.

On getting and opportunity to work with Hindustan Zinc Ltd. Debari,I readily agreed

to have a project in the prestigious company.

During the whole training, I got lot of experience and come to know about that real

business differs from the theory and learnt many new things, practically. I undertook

the project on

Marketing/Sales at Hindustan Zinc Limited Debari at Hindustan Zinc Ltd.

Debari.

The objective of this report is to highlight various aspects of the training procedure so

that training can be made effective.


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ACKNOWLEDGEMENT

I am greatly indebted to the management of VEDANTA GROUP OF COMPANIES,

HINDUSTAN ZINC LTD. for providing me the opportunity to do this project in their

esteemed organization.

I owe a sincere thanks to Mr. P.K. JAIN for having granted me the permission to

undertake my training programme in HINDUSTAN ZINC LTD.

I would like to thank Mr. S.C. Sharma (Sales Manager) for arranging my training in

the Sales Department and extending his valuable guidance, encouragement and

suggestions throughout my stint at HZL and my special thanks to Mr. Om Prakash

Solanki.

I am also thankful to the staff of Hindustan Zinc Ltd. for their valuable assistance

and cooperation. They provided a friendly atmosphere for me to work throughout this

endeavor. I owe a lot to my family who have always encouraged me and have been

the main guiding force in my life.

I would also like to take this opportunity to thank and express my appreciation

towards the management of SUBODH INSTITUTE OF MANAGEMENT & CAREER

STUDIES, Jaipur. to have provided me with an opportunity to be able to interact with

such an esteemed organization.

It was enriching and a learning experience and I am thankful for this project to not

only have served as an opportunity to enrich my professional insight but to make me

conscious of the need for a healthy lifestyle as well.

DEVENDRA TANK


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EXECUTIVE SUMMARY

This report is on the topic Marketing/Sales at HINDUSTAN ZINC LIMITED,

DEBARI, taken by me has enabled me to know the deeper perspectives of training

practices in Hindustan Zinc Debari. Under going real training doing a project at this

stage of a student career helps in analyzing the theoretical aspects of classroom and

their implementation in practical life.

The project is undertaken for the duration of 45 days i.e. from 15 May 2011 to 30

June 2011. Training is the act of increasing the knowledge and skill of an employee

for doing a particular job.

After analyzing the data I found that training helps in better performance.

Majority of people stated that on-the job training programme should be organized

regularly. Employees at HZL, Debari regularly attend the training programs as they

find it a platform to learn new things.

In the first section of this report, company profile is given. In second section

of this report, introduction and scope of training need & assessment is given. Here

describes meaning of training in detail. Also in this section the training policy of HZL

is given & also the training policy adopted by HZL. Third section consists of

research methodology used to carry out research. This part tells us about the

objective of the study.


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CONTENTS

1. Introduction OF industry.2. Introduction of Hindustan Zinc Limited, Debari.3. Research methodology.

3.1 Title of the study.3.2 Duration of project.

3.3 Objectives of study.3.4 Types of research.3.5 Scope of study.3.6 Limitations of study.

4. Facts and findings.5. Analysis and interpretation.6. SWOT analysis.7. Conclusion.8. Recommendations and suggestions.

Appendix.Bibliography.


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CHAPTER 1

INTRODUCTION

OF

INDUSTARY


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INDUSTRY ANALYSIS

Global Level-

The two contemporary technologies are roast-leaching electrolysis and Imperial

Smelting process (ISP). 80% of production of zinc in world is by electro-winningprocess and 14% by ISP. The global production at present is about 7.2 million tonne

(28% production is from Western Europe, 22% from USA, 21 % is from Asia and

erstwhile USSR and China produces about 27-28%).

Production of zinc in USA, Europe and UK has decreased as a result of decline in

mining of zinc ore and concentrates. Manufacture of Zinc in these countries is

dependent on import of concentrates. Canada, Peru, China, former USSR have

increased their production of zinc and there is increase in capacity build-up in

Canada, Peru, China, India, Brazil, Mexico and some other countries.

According to an forecast from the International Lead and Zinc Study Group, in 2008,

global zinc mine production increased by 3.9% to 11.6 million tons, refined metal

production by 5.1% to 11.9 million tons, and consumption by 3.8% to 11.8 million

tons. This leaves an excess of 150,000 tons of metal on the market, with a larger

surplus anticipated in 2009.

Increased mine production was driven by expansions in Latin America and increased

output in China, India, Iran, and Kazakhstan.

Metal production rose as a result of increased output in China and India. A decline in

zinc consumption in Europe and the United States during the year was offset by

increased consumption in countries with emerging markets, particularly China, as

well as Brazil and India. Chinas continued growth in demand was supported by the

increased production of galvanized productsespecially those used in transportation

(highway barriers) and communication (galvanized iron towers) infrastructure.


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Zinc prices continued to decline during 2008 as the metal market remained in surplus

over the year. The LME cash price for zinc in October 2008 averaged $1,301 per

metric ton, an approximate 70% decline in value from its peak reached in 2006. A

wave of zinc mine closings and cutbacks (particularly in Australia, Canada, and the

United States) began around midyear as prices began to fall below operating costs,

and a few smelters announced production cutbacks towards the end of the year inorder to prevent an accumulation of stocks. Mines in New York and Tennessee

closed in 2008 because of low zinc prices.

World Resources: Identified zinc resources of the world are about 1.9 billion metric

tons.

Substitutes: Aluminum, plastics, and steel substitute for galvanized sheet.Aluminum, magnesium, and plastics are major competitors as die-casting materials.

Aluminum alloy, cadmium, paint, and plastic coatings replace zinc for corrosion

protection; aluminum alloys substitute for brass. Many elements are substitutes for

zinc in chemical, electronic, and pigment uses.

Indian Level-

The country is endowed with huge resources of many metallic and non-metallic

minerals. Mining sector is an important segment of the Indian economy. Since

Independence there has been a pronounced growth in the mineral production both in

terms of quantity and value. India produces a many as 86 minerals which include 4

fuels, 10 metallic, 46 non-metallic, 3 atomic and 23 minor minerals (including building

and other materials).

Zinc industry in India is going to witness another era of transformation with the

commencement of trial production on Vedanta Resources expansion project. With

the mounting pressure on imports that forcing integrated producers to expand

capacities in order to meet the skyrocketing demand,

Vedanta Resources plc, the London-listed metals and mining major, brought new lifeto zinc industry which is expected not only to continue the overall industrys growth

saga but to supply to the rest of the world within no time.


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The Indian zinc industry entered its transformation phase with the privatization of the

largest zinc producer, Hindustan Zinc Ltd, in favour of the Sterlite Group in April

2002. The domestic zinc industry is now completely under the private sector and is in

the midst of a serious expansion programme. By 2010, India is expected to attain

complete self sufficiency in meeting its zinc demand.

The government has chalked out enormous infrastructure development plans which

if in would consume a hot of galvanized steel. As no galvanising in predicted without

zinc, therefore, zinc consumption is expected to boost in India. Zinc demand is

estimated to grow at 12 to 14 per cent per annum mainly due to increase in

galvanizing capacity, which accounts for 70 per cent of zinc metal consumption in the

country. The Indian lead industry is estimated to grow at a pace of 8 per cent per

annum. The main driver for this growth is the automotive and UPS/ Inverter segment.Therefore, the future looks bright.


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Major Players in Industry

Top zinc producing companies:

XStarta plc,

OZ Minerals,

Teck Cominco Ltd,

Glencore International AG,

Hindustan Zinc,

Anglo American Plc,

Volcan Compania Minera S.A.A.,

Boliden AB,

Votorantim Metais Ltda,

Lundin Mining Corp.
http://www.infomine.com/index/companies/OZ_MINERALS_LIMITED.htmlhttp://www.infomine.com/index/companies/TECK_COMINCO_LIMITED.htmlhttp://www.infomine.com/index/companies/GLENCORE_INTERNATIONAL_AG.htmlhttp://www.infomine.com/index/companies/ANGLO_AMERICAN_PLC.htmlhttp://www.infomine.com/index/companies/VOLCAN_COMPANIA_MINERA_S.A.A..htmlhttp://www.infomine.com/index/companies/BOLIDEN_AB_(PUBL).htmlhttp://www.infomine.com/index/companies/VOTORANTIM_METAIS_LTDA.htmlhttp://www.infomine.com/index/companies/LUNDIN_MINING_CORPORATION.htmlhttp://www.infomine.com/index/companies/LUNDIN_MINING_CORPORATION.htmlhttp://www.infomine.com/index/companies/VOTORANTIM_METAIS_LTDA.htmlhttp://www.infomine.com/index/companies/BOLIDEN_AB_(PUBL).htmlhttp://www.infomine.com/index/companies/VOLCAN_COMPANIA_MINERA_S.A.A..htmlhttp://www.infomine.com/index/companies/ANGLO_AMERICAN_PLC.htmlhttp://www.infomine.com/index/companies/GLENCORE_INTERNATIONAL_AG.htmlhttp://www.infomine.com/index/companies/TECK_COMINCO_LIMITED.htmlhttp://www.infomine.com/index/companies/OZ_MINERALS_LIMITED.html


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GRAPHICAL REPRESENTATION OF WORLWIDE ZINC MINE PRODUCTIONGEOGRAPHICHAL DISTRIBUTION OF ZINC MINE PRODUCTION

Top zinc producing mines:

Century,

Rampura Agucha,

Red Dog,

Iscaycruz,

Brunswick #12 Mine,

Greens Creek Mine,

Mt. Isa,

Tara Mine,

Lisheen,

Antamina
http://www.infomine.com/index/properties/CENTURY.htmlhttp://www.infomine.com/index/properties/RAMPURA_AGUCHA.htmlhttp://www.infomine.com/index/properties/RED_DOG_MINE.htmlhttp://www.infomine.com/index/properties/ISCAYCRUZ_MINE.htmlhttp://www.infomine.com/index/properties/BRUNSWICK_NO._12_MINE.htmlhttp://www.infomine.com/index/properties/GREENS_CREEK_MINE.htmlhttp://www.infomine.com/index/properties/MT_ISA.htmlhttp://www.infomine.com/index/properties/TARA_MINE.htmlhttp://www.infomine.com/index/properties/LISHEEN.htmlhttp://www.infomine.com/index/properties/ANTAMINA.htmlhttp://www.infomine.com/index/properties/ANTAMINA.htmlhttp://www.infomine.com/index/properties/LISHEEN.htmlhttp://www.infomine.com/index/properties/TARA_MINE.htmlhttp://www.infomine.com/index/properties/MT_ISA.htmlhttp://www.infomine.com/index/properties/GREENS_CREEK_MINE.htmlhttp://www.infomine.com/index/properties/BRUNSWICK_NO._12_MINE.htmlhttp://www.infomine.com/index/properties/ISCAYCRUZ_MINE.htmlhttp://www.infomine.com/index/properties/RED_DOG_MINE.htmlhttp://www.infomine.com/index/properties/RAMPURA_AGUCHA.htmlhttp://www.infomine.com/index/properties/CENTURY.html


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Top zinc producing countries:China,

Peru,

Australia,

USA,

Canada,

Mexico,

Kazakhistan,

TOP ZINC PRODUCING COUNTRIES*
http://www.infomine.com/countries/china.asphttp://www.infomine.com/countries/peru.asphttp://www.infomine.com/countries/australia.asphttp://www.infomine.com/countries/unitedstates.asphttp://www.infomine.com/countries/canada.asphttp://www.infomine.com/countries/mexico.asphttp://www.infomine.com/countries/kazakhstan.asphttp://www.infomine.com/countries/kazakhstan.asphttp://www.infomine.com/countries/mexico.asphttp://www.infomine.com/countries/canada.asphttp://www.infomine.com/countries/unitedstates.asphttp://www.infomine.com/countries/australia.asphttp://www.infomine.com/countries/peru.asphttp://www.infomine.com/countries/china.asp


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ZINC AND ITS USES

Zinc Coatings on Steel

One of the biggest uses of zinc is in making protective coatings for steel. The

development of the wide range of zinc coatings arose from two happy accidents of

chemistry, the relatively slow and predictable rate of atmospheric corrosion of zinc

compared with steel, and the relative positions of zinc and iron in the electrochemical

series. Zinc will corrode preferentially to give cathodic protection to iron when both

are in contact in an aqueous medium. This is used to good effect to protect

immersed structures such as ships hulls, drilling rigs and pipelines. It also means

that any bare areas in a zinc coating on steel, caused by damage or operations such

as cutting or drilling, are still protected by the surrounding zinc.

Taken together, these two factors provide the basis of a unique corrosion protection

system which uses some 4 million tonnes of zinc annually to protect around 100

million tonnes of steel. This represents almost half the total world consumption of

zinc.

Other Zinc Coatings

Originally, zinc coatings were applied by hot dip galvanizing. This involves dipping

prepared steel in molten zinc, figure 1. This was done mainly with fabricated steel or

with sheets of steel, many of which were profiled to produce the ubiquitous

corrugated iron. The first development from this was the production of continuous

strip steel with a galvanized coating. Refinements of this process today account for

the greatest part of steel carrying zinc coatings.

Other processes are available and are used where their specific characteristics are

required. These include electroplating (also known as electrogalvanizing), flame

sprayed coating, sherardising, mechanical plating and using zinc rich paints.


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Recent Zinc Galvanising Alloys

Process developments in continuous galvanizing have enabled a range of coatings

to be produced with very closely controlled thickness and surface finish. These can

be formed and joined without significant damage to the protective coating. Along with

these developments, a series of alloys for coatings have been produced. The most

important of these are Galvalume and Galfan. Galvalume consists of about 55%

aluminium and 45% zinc with a small amount of silicon. It is being used extensively

around the world as it has better atmospheric corrosion resistance than pure zinc

however, it loses the ability to protect any exposed steel such as that at cut edges.

Galfan is a zinc, 5% aluminium alloy containing small amounts of rare earth metals

which has a substantial and growing niche market in which its properties are

valuable. Its corrosion resistance is better than that of zinc and it retains some

cathodic protection capability.

Zinc Batteries

Zinc based energy systems havetremendous advantages includinghigh specific energy, recyclability,safety and zero emissions.

Its not surprising then that zinc isused in the manufacture of a varietyof battery chemistries, both primaryand rechargeable, consumer andindustrial.


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The most well known of thesechemistries are the primary zinc-carbon and alkaline batteries, whichtogether dominate the standardAAA, AA, C and D size consumerbattery market.

Zinc/Air and Zinc/Silver batteries arealso widely used in the electronicsindustry to power hearing aids, wristwatches, calculators and the like.Industrial Zinc/Silver and Zinc/Nickelbatteries are of critical importance ina variety of aeronautic and militaryapplications; while larger Zinc/Air

cells have been developed to powerelectric vehicles and Remote AreaPower Supply (RAPS) installations.

The zinc air cell is a particularly interesting technology because it acts as a partialfuel cell using the O2 from air as the cathode. There are portable primary zinc/airbatteries and industrial primary zinc/air batteries. There are also electricallyrechargeable zinc/air batteries that use a bifunctional oxygen electrode for chargeand discharge, and mechanically rechargeable zinc/air batteries that require the

replacement of discharged anodes.


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Zinc Use in Brass

The Brass Family

Brass is not a single unique metal. Rather, the brasses comprise a family of copper-base alloys in which zinc is the principal alloying element. The amount of zincpresent in these alloys ranges from 10% to more than 40%. Besides its traditionaluse for door handles, lighting fixtures and decorative objects, brass is now anincreasingly popular material with architects, interior designers and consumers.

Brass has a warm, natural colour and feel. Brass is also a hygienic material - whenused for handles, railings and hardware, it has the added benefit of beingbacteriostatic.

The names given to alloys in the brass family are, in some cases, as colorful as themetals themselves. Historically and technically, brass is defined as any alloy in whichthe principal constituents are copper and zinc. Thus, all brasses contain zinc,although other elements may be present.

That convention notwithstanding, design parlance collectivelyidentifies all of these alloys as "bronzes", mainly because oftheir similar uses, colors and weathering characteristics. Forexample, designers and architects speak of "white bronzes","yellow bronzes", "statuary bronzes" and even "greenbronzes" (after weathering). In fact, the majority of the metalsso identified are brasses, or alloys of copper and zinc.

Cast brasses offer almost infinite possibilities for artistic expression, not simply for

statuary, but as decorative hardware, innovative plumbing fixtures and architecturaldetails. Moreover, cast brasses can be selectedby color to match - or contrast - the colors of mostwrought brass alloys, an important advantage.

Ageless beauty

The brasses we normally think of are bright yellowin color. Brasses can retain that color indefinitely if

properly protected with suitable finishes, but theway brasses change color as they age opens anentirely new dimension to their use in architecture.


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The very pleasing - and from a corrosion standpoint, very protective - natural patinasthat brasses assume as they age have become synonymous with durability andlasting quality. Architects, designers and sculptors take creative advantage of brass'sgradual change in appearance to underscore the timelessness of their structuralcreations.

Today, it is possible to accelerate brass's ageing process through the application ofchemical treatments. These "artificial patinas" create within hours the protectivemineral surface finishes that would take decades to form in nature. Alternatively,durable lacquers and polymeric laminates are now available that can retain thenatural beauty of new metal for years, whether indoors or exposed to the

atmosphere. The recent development of extremely age-resistant protective finishes,including powder coatings and vapor-deposited organic coatings, is one of the majordriving forces behind brass's growing popularity. Interestingly, some architects havefound that the combination of aged patinas and bright "new" metal finishes isespecially appealing. The variety of surface finishes and colors available in brass isone more expression of the metal's almost endless variety.


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CHAPTER 2

INTRODUCTION

OF

HINDUSTAN ZINC LTD. DEBARI


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ABOUT HINDUSTAN ZINC

HISTORY

Hindustan Zinc Limited was incorporated from the erstwhile Metal Corporation ofIndia on 10th January 1966 as a Public Sector Undertaking. In April 2002, SterliteIndustries (India) Limited made an open offer for acquisition of shares of thecompany consequent to the disinvestment of Government of Indias stake (26%)

including management control to Sterlite and pursuant to the regulations of SEBIRegulations 1997 acquired additional 20% of shares from public.

In August 2003, Sterlite Industries acquired additional shares to the extent of18.92% of the paid up capital from Government of India (GOI).

Milestones (Post Disinvestment)

2007 Chanderiya Hydrometallurgical Zinc Smelter (Hydro II) commissionedo 63.2 MW Wind Energy Project commissioned

2006 Chanderiya Ausmelt Lead Smelter commissioned.o Sindesur Khurd Mine began production.

2005 Chanderiya Hydrometallurgical Zinc Smelter (Hydro I) commissionedalong with a 154 MW coal based captive power plant.

2003 Sterlite Industries acquires 18.92% stake in Hindustan Zinc fromGovernment of India

2002 Sterlite acquired 26% stake in Hindustan Zinc from the Government ofIndia. Consequent to disinvestment a further 20% is bought from marketthrough open offer.


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Board

Shri Agnivesh Agarwal, Chairman.

Smt. Ajita Bajpai Pande, Director

Shri S. K. Mittal, Director

Shri A. K. Singh, DirectorShri Nand Kishore Shukla, Director

Shri Anil Agarwal, Director

Shri Navin Agarwal, Director

Shri K. K. Kaura, Director

Shri Tarun Jain, Director

Shri M.S. Mehta, CEO & Whole-time Director

HIGHLIGHTS

One of the worlds largest integrated zinc and leadproducer

Refined zinc production capacity 669,000 tonnes perannum

Refined lead production capacity 85,000 tonnes perannum

Operational Highlights of Hindustan Zinc


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Vision & Mission

VisionBe a world-class zinc company, creating value, leveraging mineral resources and

related core competencies.

Mission

Be a lowest cost zinc producer on a global scale, maintaining marketleadership

One million tonne zinc-lead metal capacity by 2010 Be innovative, customer oriented and eco-friendly, maximizing stake-holder

value.

Assets & Locations

Hindustan Zinc is a vertically integrated company with mining and smeltingoperations located mainly in the State of Rajasthan and in the State ofAndhra Pradesh.


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OPERATIONS

MINING

Rampura Agucha Mine

Commissioned 1991

Location 225 km north of Udaipur, Rajasthan, India

Capacity 5.00 million tonnes per annum ore

Details An open cast mine and good ore grade leading to higherrecovery and overall low cost of production. Onsiteconcentrator to produce Zinc concentrates.

Certifications ISO 9001:2000, ISO 14001:1996, OHSAS 18001:1996


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Rajpura Dariba Mine

Commissioned 1983

Location 75 km north-east of Udaipur, Rajasthan, India


Rajpura Dariba Mine An underground mine with onsite concentrator and twovertical access shafts. Mining is done through vertical craterretreat and blast hole stoping. Ore is crushed undergroundbefore hoisting and stockpiling for secondary and tertiarycrushing.

Certifications ISO 9001:2000, ISO 14001:2004, OHSAS 18001:1999, SA8000: 2001

Sindesar Khurd Mine

Commissioned 2006

Location 80 km north-east of Udaipur, Rajasthan, India


SMELTING

Hindustan ZincLtd. operates smelters using, Roast Leach Electro-Winning(RLE), hydrometallurgical (Debari, Vizag and Chanderiya Smelters), ISPpyrometallurgical (Chanderiya Lead Zinc Smelter) and Ausmelt (Chanderiya

Lead Smelter) process routes.

Chanderiya Lead Zinc Smelter Complex

Location 120 km from Udaipur, Rajasthan, India

Lead Zinc Smelter Commissioned in 1991Imperial Smelting Technology UK


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Gone through a series of debotlenecking105,000 tonnes per annum of Zinc35,000 tonnes per annum of Lead120 tonnes per annum of Silver

Hydrometallurgical

Zinc SmelterHydro I Commissioned in 2005

Roast Leach ElectrowinningTechnology with Lead Silver Residue Recovery210,000 tonnes per annum of Zinc

HydrometallurgicalZinc Smelter

Hydro II Commissioned in 2007

Roast Leach ElectrowinningTechnology with Conversion Process210,000 tonnes per annum of Zinc

Lead Smelter Commissioned in 2006TSL Technology from Ausmelt-AustraliaCansolv Technology for Sulphur Recovery50,000 tonnes per annum of Lead

Coal Based

Captive Power

Plant

Commissioned in 2005

Built by BHEL2 x 77 MW

Commissioned in 2007Built by BHEL80 MW

Certification ISO 9001:2000, ISO 14001:2004, OHSAS 18001:1999

Highlights Largest single location Zinc-Lead Smelter Complex in the World Worlds largest and latest generation roasters

State-of-The-Art DCDA acid plants & Tail Gas Scrubber. Cansolv plant for 100% sulphur capture from Ausmelt Lead Furnace. Residue management using Jarofix Technology Zero discharge

Products Range


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Special HighGrade Zinc (SHG)

- Slabs (25 kgs)

Jumbo (1,000kgs)

Prime WesternZinc (PW) - Slabs (25 kgs)

Lead - Slabs (25 kgs)

Cadmium - Pencils (160gms)

Silver - Bricks (30 kgs)

Sulphuric Acid - + 98.5%

concentration

Debari Zinc smelter

Location 14 km from Udaipur, Rajasthan, India


Commissioned in 1968Roast Leach Electrowining Technology with Conversion

ProcessGone through a series of debotlenecking88,000 tonnes per annum of Zinc

Captive PowerGeneration

29 MW DG Set

Certifications BEST4 Certified Integrated SystemsISO 9001:2000, ISO 14001:2004, OHSAS 18001:1999,SA 8000:2001

Highlights


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DCDA acid plant & Tail Gas Scrubber. Zero discharge

Products Range

High Grade Zinc(HG)

- Slabs (25 kgs)

Jumbo (600 kgs)

Cadmium - Pencils (150gms)

Sulphuric Acid - + 98%

concentration

Vizag Zinc smelter

Location 17 km from Vishakapatnam, Andhra Pradesh, India


Commissioned in 1977Roast Leach Electrowining Technology with ConversionProcessGone through a series of debotlenecking56,000 tonnes per annum of Zinc

Certifications BEST4 Certified Integrated SystemsISO 9001:2000, ISO 14001:2004, OHSAS 18001:1999,SA 8000:2001

Highlights

Acid plant with Tail Gas Scrubber. Zero discharge


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(Sr.

Assistant.

(Sr.

Assistant.

SALES & MARKETING Of HZL

SALES & MARKETING ORGANIZATIONAL CHART

(Jr.Exe. Comm.)

(Mgr. Comm.)

(Jr.Exe. Comm.)

(Head

Clerk.

(Head Clerk.)(Head

Clerk.

(Sr.

Assistant.

(Sr. Assistant)

(Jr.Despatcher.)(Jr.Despatcher.)

(Head Helper.)


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Credit Payment ---------------------------------------------- Advance Payment

| | |

L/C B.G. |

| | |

Bank Mktg Office Dispatch to Party

| |

| Bank

Central Sales Accounting Department.

||

Output ----Delivery of Material, Realization of Payment and Customers Satisfaction

HANDLING AND DESPATCH OF FINISHED GOODS

Scope: Receipt of Zinc Ingot (finished) from Zinc Electrolysis Plant, Receipt

of Delivery Orders, Determination & review of requirement related

to the product. Dispatch of finished goods to customers against

delivery orders, dispatches to stock points, inter unit transfers and

internal consumption at Zinc Smelter, Debari.

References: (A) Delivery Orders (D.O.)

(B) Stock Transfer Advice (STA)


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(C) G.R. (Goods Receipt)

(D) SIV (Store Issue Voucher)

(E) Zinc Material Receipt Report

Definitions: (A) Delivery Order: Document issued by H.O. (Mktg)/ Regional

Offices (Mktg) wherein payment as well as dispatch particulars

of a particular item, its specification, quantity to be delivered and

guide lines for preparation of invoices cum delivery challan are

given.

(B)Stock Transfer Advice: It is a tentative programme given under

the authority of Head (Mktg.) giving details of quantity to be

dispatched to various stock points during a particular month.

(C)Allow Slip: A printed form issued by shift in charge for allowing

lorries / tankers into the Factory based on the delivery

order/stock transfer programme.

Loading Slip: A printed form issued by shift in charge to dispatcher

mentioning therein details of quantity of Zinc Ingot to be loaded inthe truck allowed.

(D)Loading Advice: A printed form issued by Shift In charge (based

on the Delivery Order) mentioning therein details of quantity of

Sulphuric Acid to be filled in the tanker by the Roaster & Acid

Plant.

(E) SIV: A printed Performa issued by shift in charge to dispatcher

duly signed by H.O.D. to Cadmium Plant for delivery of

Cadmium Metal as per details mentioned in the SIV.

(F) GR: Performa for receipt of goods issued by transporter

concerned for taking delivery of the material.

(G)Invoice cum Delivery Challan: A document issued against

clearance of excisable commodities (Consignment wise)


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showing details of dispatch particulars viz. Date, Name of

Consignee, payment particulars, Quantity, Rate per Unit,

Amount, Central Excise Duty, Sales Tax, Gross Amount, D.O.

Number, G.R. Number Truck Number / Tanker Number wherein

the material is loaded for transportation and name of transporter

etc.

(H)Zinc Material Receipt Report: Report being sent by Zinc

Electrolysis & Melting plant giving details regarding Date of

Production, Heat Number, Number of pieces and weight.

Procedure

(i) Determination of requirement of the product Requirement of customers like

Product, Quantity, delivery period and destination etc. are received from

various Marketing Offices in the form of Delivery Orders. Based on these DOs

pending DO list is prepared. Dispatch plan is prepared considering

requirement of major and regular customer, stock transfers, actual user and

other buyers and informed to customers/representatives/transporters.

(ii) Review of requirements related to the Product Any new special requirement

(for which development/modification is required) received from the customers

is discussed in a group comprising of DGM, MR, and OM and In charge of

Sales and Dispatch. For other special requirements like Jumbo Ingots,

production department is informed accordingly and follow up is done by In

charge of Sales and Dispatch.

(iii) The Zinc Ingots (finished) is received from the Zinc Electrolysis Plant with

proper heat numbers and stacked in Zinc Yard. Zinc Ingots for dispatches

/internal consumption are stacked separately.


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(iv) Dispatch of finished goods to customers is done through their authorized

representative or authorized transporter. In case of dispatches to stock points,

transporter authorized by Materials and Contracts department at Head Office

does it.

(v) Delivery Order is duly checked by H.O.D.

(vi) Stock Transfer Advice is received under the authority of Head (Mktg.).

(vii) Dispatch programme is informed to authorized transporter and maintained in

dispatch programme register.

(viii) Allow slip is issued by Shift In charge, based on delivery order and dispatch

programme

(ix) In case of Zinc and Cadmium, tare weight is taken in presence of Security

representative, partys / transporters authorized

(x) representative by Weigh Bridge Attendant.

(xi) Dispatch of finished goods to customers is done through their authorized

representative or authorized transporter. In case of dispatches to stock points,

transporter authorized by Materials and Contracts department at Head Office

does it.

(xii) Loading slip for Zinc and SIV for Cadmium is issued by shift in charge

according to Delivery Order / STA to dispatcher on duty, who ensures that

correct material is loaded under his supervision by loading contractors labor.

In the case of Sulphuric acid, loading advice is issued by dispatcher, which is

duly checked and countersigned by the Shift In charge to the Roaster & Acid

Plant for filling the tanker by them.

(xiii) For Zinc Ingots, gross weight is taken by Weigh Bridge Attendant in presence

of Security representative, Dispatcher on duty and partys / transporters

authorized representative. However for Cadmium, the weight as indicated bythe Cadmium Plant on SIV is treated as final.


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For Sulphuric Weigh Bridge Attendant takes acid gross weight in presence

of Security representative.

(xiv) For dispatch of finished goods tare weight as well as gross weight is taken on

Electronic Weigh Bridge, which is being calibrated by Instrumentation

department periodically.

(xv) Preparation of invoice cum delivery challan by Shift In charge is done strictly on

the basis of instructions given in the D.O./as per STA after finalization of Net

weight.

(xvi) List of Documents

Retention period

1. Allow slip ZSD/S&D/F01 One Year

2. Loading slip ZSD/S&D/F02 One Year

3. Loading Advice ZSD/S&D/F03 One Year

4. Invoice Cum Delivery Challan ZSD/S&D/F04 Five Years

5 Daily Dispatch & Pending Order ZSD/S&D/F06 One Year

6 Monthly Allocation for Dispatch ZSD/S&D/F08 One Year

7 Daily Dispatch Report ZSD/S&D/F09 One Year

8. Delivery orders ZSD/S&D/Zn Five Years

Work Instruction for Shift In charge & Dispatcher for Dispatch of Finished goods

1. Shift In charge to Co-ordinate with Zinc Electrolysis plant and give necessary

instructions to dispatcher for proper stacking of Zinc lots in the Zinc Yard.

2. At the time of delivery, dispatcher to check quantity and pieces loaded correctlyin the truck / wagon / container as per the loading slip issued by Shift In charge.


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3. Dispatcher to check Tare weight and Gross weight at the time of delivery at

Electronic weighs bridge for Zinc Ingots.

4. Dispatcher to submit weighment slip to shift in charge after weighment and

counting of number of pieces by Security representative and signature of

concerned agencies for preparation of Invoice cum delivery challan.

5. Verify signature/authority letter / G.R. of the Partys authorized representative /

Transporter.

6. Check Delivery Order (D.O.).

7. Issue Allow-slip.

8. Write the details of truck No., D.O. No., G.R. No., Name of party etc. in the

register meant for.

9. Issue loading slip to dispatcher in case of Zinc Ingot, Loading Advice for

Sulphuric Acid and S.I.V. for Cadmium.

10. Verify loading advice after loading of the truck under the supervision of

dispatcher deputed.

11. Verify loading slip and weighment slip.

12. Prepare Invoice cum delivery challan.13. Obtain signature of party/transporters representative.

14. Handover the Invoice cum delivery challan to Transporter/ Partys

representative.

Company to perform and coordinate its marketing functions effective. Also this

enhances convenience to customer.

1) NORTH ZONE: -

For this zone the regional are in the state of Haryana, UP, Punjab, Hibachi

Pradesh, and Delhi. The stock points in the region are Gaziabad, Sahibabad,

Faribabad, and jagadhari, Chandigarh. Delivery orders through Delhi office.


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CENTRL ZONE the regional marketing offices are located at New Delhi,

Hyderabad, Kolkata, Mumbai, Bangalore, Jaipur and Udaipur.

HZL has opened a large number of stock points spread all over the country: -

1) KOLKATA

2) GAZIABAD

3) FIRIDABAD

4) NAGPUR

5) TARAPUR

6) INDORE

7).CHENNAI

8).HYDERABAD


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PRICING STRATEGY

Hindustan Zinc uses different pricing strategy for better grip on the market and to

face stiff competition and also to achieve maximum net sales realization multi

dimensional pricing approach helps Hindustan zinc to stand in market different types

of pricing strategies are elaborated and supported by graph wherever required.

Competitors parity Pricing:

Hindustan Zinc mainly price the product with the strategy of

competitors price parity prices of the competitors play the major role in the strategy

price of the zinc ingots is kept near to the price of the competitors

End use pricing

End use pricing is that pricing method in which

prices are decided by company not by the LME because the prices of LME are

higher ,if the customer wants to buy capital goods then he prefer this policy

Day Settlement pricing

Sometime the customer need to buy the product according to the day

to day price, in that case LME decides the price according to the day to daysettlement.


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MONDAY TO THURSDAY PRICING POLICIES

LME decides the average price weekly from Monday to Thursday and also from

Monday to Saturday.

Contract pricing

Hindustan Zinc follows the contract pricing policy for long-term

contract in order to achieve the continuous selling of sulfuric acid since sulfuric acid

is the by product in preparation of ZINC and is produced in large quantity as

compared to the production of ZINC also being a hazardous waste makes it

necessary to sell off sulfuric acid. Sometimes the prices are lower than theproduction cost that is when the demand is very less so to avoid this loss company

goes in for the long term contract of duration from 6 months to 1 year. Although

nowadays there is a huge demand in the market therefore prices are high but when

prices are low revenue generated from these long-term contract keep the boat on

water.

Short Term Contract Pricing

Too much dependency on long-term contract cannot be done, as there

are some drawbacks of long-term contract like mostly keeping the prices lower then

the average market price due to the bulk buying of sulfuric acid. Also too much

market volatility may cause the uncertainty in revenue generation therefore

Hindustan Zinc has undergone the shorter format for the contract viz. short term

contract under this contract scheme customers or the retailers are covered for

contract under 15to 30 days for a fixed prices this not only dilutes the effect of marketvolatility but also makes a good will among the customer as prices may change too

much during a fortnight or a month. This pricing was started from June 2008 by

Hindustan zinc.

Spot pricingMany a times the customer approach the firm for urgent requirement for the product

Hindustan Zinc facilitates these customers with pricing method of spot pricing


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customer are allowed to fill in a form through e-sales mate programme on company

website where they can fill in the required quantity the product major advantage of

this method are fast execution of the trade and pricing irrespective of the constraints

of future demand the days price are then given by the company if the customer

agree on the price the he can take the product from any of the plant location of the

firm.

PLACE

Hindustan Zinc supplies zinc from its three plant locations Viz. Debari Zinc Smelter

Udaipur, Rajasthan, Chanderiya Lead Zinc Smelter Chittorgarh, Rajasthan, andVishakhapatnam Zinc Smelter, Vishakhapatnam, Andhra Pradesh. Although the

positions are not spread all over the country but strong logistic department facilitates

Hindustan Zinc Limited to penetrate to every part of the country

Strong logistic operation makes it possible for Hindustan Zinc Limited to deliver the

goods to every part of the country.

For the international market Hindustan Zinc Limited do the frequent export threw

JNPT port and Mundra port. Hindustan Zinc has its own transport system for port

and export purpose.

China is hub for metal market and Chinese are highest importer of Zinc and lead

around the world. China has 52% shares in total zinc consumption around world.

Hindustan zinc has a long-term relationship with some Chinese traders.

Mainly, Hindustan zinc targeted the developing nations for export and expansion of

export programme. Most of Asian countries are in developing phase so we get good

opportunities in Asian market. Asia itself is major consumer of zinc.

Threw this depots we manage our business network and it help us to overcome theproblem of geographical barrier.


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PRODUCT

Main products:

1. ZINC INGOTS:

Special high grade-99.99% High grade -99.95%

Premium grade-99%

2. ZINC UNWROUGHT:

3. LEAD:

4. CADIUM; 99%

5. SILVER

6. SULPHURIC ACID; 98%

INTERMEDIATE PRODUCTS:

1. CALCINE

2. ZINC SULPHATE

3. ZINC DUST

B PRODUCT:SCRAP AND WASTAGE


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CHAPTER 3

RESEARCH

METHODOLOGY


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RESEARCH METHODOLOGY

TITLE OF THE STUDY

SALES & MARKETINGAT HINDUSTAN ZINC LIMITED DEBARI

DURATION OF PROJECT

The duration of project is from 16 may 2011 to 30 june 2011

OBJECTIVESOFTHESTUDY

1. To analysis the present Marketing strategies of HZL, debari

2. TO evaluate the present satisfaction level of the client with operation of HZL

3. To identify specific complaints of clients


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RESEARCH METHODOLOGY

Define problem

Research Objective

Develop the Research plan

Collect Information

Analyze Data

Present Findings


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Step 1

Develop Research Plan: -

A) Data source: -

1. Primary Data:- Collected through direct questionnaire.

2. Secondary Data: - Secondary data was reviewed in order to prepare

questionnaire. Information was gathered from several magazines,

periodicals, companys brochures and website of HZL.

3. Method of Research: - Direct Survey methods->in this one, we

approached the executives and questionnaires were filled by them.

4. Research Instrument: -Direct questionnaire (Close ended).

(B)Sampling Plan:-

1. Sampling Unit: - Non-Executives of various department of HZL,

Debari.

2. Sample Size:-An optimum Sample of 60 was used to obtain reliable

result.

3. Sampling procedure: -In this stratified Random sampling was used.

Step 2

Collection of Data:-


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Data was collected through questionnaire.

Step 3

Analysis and collection of information:-

We adopted stratified random sampling approach and select total 60 non-

executives who are employed in HZL, Debari. The questionnaire was administered

for collecting relevant data which were analyzed. An instrument contain and set of 20

question regarding that whether the non-executives are satisfied with training

programs provided by HZL, Debari.

Scope of Study

The research will help HZL to find out the factors that would help in increasing

their net sales & earning.

It will help HZL to review their quality, promotional method.

It will explore the way to improve Buyer Organization satisfaction.

It will also explore the way to come up as increase in the market share.


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ANALYSIS- most of the respondent satisfied with the handling and packaging of product

2) Is your organization satisfied with the delivery time of product?

ANALYSIS- most of respondents satisfied with delivery time of product

% of respondents

yes

no

Category Number of respondent Percentage

Yes 24 80%

No 6 20%

Total 30


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3) Is your organization satisfied with the quality of our finished goods?

ANALYSIS-Mostly respondent satisfied with the quality of the product

% of respondents

yes

no


Yes 27 90%

No 03 10%

Total 30


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4) Is your organization Satisfied with the supply chain system?

ANALYSIS-Mostly number of respondent satisfied with supply chain system

% of respondents

yes

no


Yes 22 73.33%

No 8 26.67%

Total 30


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5) Are you satisfied with the pricing strategies of our organization?

30

32

34

36

38

% of respondents

% of respondents


Yes 23 76.67%

No 7 26.33%

Total 30


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6) Which types of pricing strategies your organization prefer?

ANALYSIS- Different organization prefer different pricing strategies according to their preference

0

5

10

15

20

25

30

35

40

contract

pricing

comp.

parity

pricing

day

settlement

end user

% of respondents

% of respondents


Contract pricing 10 33.33%

Competitor parity

pricing

11 36.67%

Day settlement

pricing

04 13.33%

End user pricing 05 16.66%

Total 30


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7 Your observation on E-Salesmate lead to saving of time, man hour and resources

0

5

10

15

20

25

30

35

40

most slightly highly

beneficial

can't say

% of respondents

% of respondents


Most 10 33.33%

Sightly 11 36.67%

Highly beneficial 04 13.33%

Cant say 05 16.66%

Total 30


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8 Your experience with sales and logistic staff at the delivery point

% of respondents

ignorent

prompt

good

can't say


Ignorant 10 33.33%

Prompt 04 13.33%

Good 11 36.67%

Cant say 05 16.66%

Total 30


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9 Your experience regarding complain handling process

% of respondents

mostly resolve

sometime resolve

never resolve

can't say


Mostly resolved 10 33.33%

Sometime resolved 11 36.67%

Never resolved 04 13.33%

Cant say 05 16.66%

Total 30


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SWOT ANALYSIS

SWOT analysis is a good management approach, which

helps the manager to analyze the strength, weakness, opportunity and threats.

STRENGTH:

1. Well set up organization structure:

The organization is well defined and this helps in better coordination at

various levels of management. Proper authority is delegated at lower

levels and responsibility of each personnel is well defined.

2. Human Resource Development:

The progressive programs are designed to fill up gaps in the knowledge

and skills of employees. Executives are trained through various executive

training programs. On the job as well as off the job training programs are

conducted for the workers at the shop floor level.

3. Welfare Activities for workers:

Various welfare activities are under taken by the company, such as:-

Subsidize canteen facility.

Residential facility with subsidized electricity and water supply.

Free medical facility for workers at their working place.

The company provides free safety equipments security of

employees through PF, gratuity scheme, pension plan and

accidental claims.

4. Welfare activities for society:

Family planning camps, adult education programs, various events topromote games, sports and cultural activities.


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5. Environmental Control Method:

The various pollution control measures are operating effectively

maintaining ambient air quality and effluent discharge at HZL smelters,

mines and townships.

6. Leading producer:HZL is the leading producer of zinc in the country and has the market

share of about 70% so he is the market leader.

WEAKNESS:

1. Extra Manpower:

I think that there is extra manpower still even after the privatization of thecompany and the operating cost can be reduced if we can reduce the

unwanted manpower.

OPPORTUNITIES:

1. Increasing Demand:

Demand for zinc is increasing day by day but supply of zinc and lead is notfulfilling the requirement.

2. Especially zinc is used for galvanization, paints, pharmaceuticals, automobile

etc.

THREATS:

1. Globalization:

In the present sense, the entire world is experiencing an explosive growth of

global trade.

2. Globalization has provided an opportunity to expand business it has lead to

simultaneous increase in international competition.

3. Government Policies:


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Instability within the country is major threats to all business organization whether it is

a public sector or private sector undertaking.

CONCLUSION

1. The company is regularly increasing the production capacity as there is

demand in the market.

2. The various uses of zinc in various products the company has covered

customers of virtually all kind as we can see from the above customer list.

3. There are only two major players of zinc in India i.e. HZL and Binani so there is

virtually no competition in the market as the HZL is having all major mines with

him.

4. The sales is increasing every year it shows that increasing demand of zinc in

the market.


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SUGESSIONS

1. As the demand is more than the supply in the domestic market and nearly 25%

of demand is fulfilled by importing it from other countries so, HZL should searchmore mines and should increase the production as there is still some demand

left in the domestic market even though the company is having market share of

nearly 70%.

2. As we have seen from the above customer list that most the customers are

those which are engaged in galvanizing of steel and having less customer of

batteries so, company look more zinc batteries company , zinc die castingcompanies, zinc sheets manufactures which is used in infrastructure.

3. Zinc consumption in India is expected to grow at 8%-10% p.a due to the

growing market of automotive and industrial batteries from current demand, so

company should increase its production capacity to increase in sales and earn

more profit.


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BIBLIOGRAPHY

BOOKS AND JOURNALS

Annual Report HZL

Zinc News

HZL Debari Zinc Smelter

INTERNET SITES-

www.researchandmarkets.com

www.hr-guide.com

www.miningtopnews.com

www.indianmetals.com

www.hzlindia.com

www.mines.gov.in
http://www.researchandmarkets.com/http://www.hr-guide.com/http://www.miningtopnews.com/http://www.indianmetals.com/http://www.hzlindia.com/http://www.mines.gov.in/http://www.mines.gov.in/http://www.hzlindia.com/http://www.indianmetals.com/http://www.miningtopnews.com/http://www.hr-guide.com/http://www.researchandmarkets.com/