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ACKNOWLEDGEMENT

First of all I thank to God whose blessings make me possible for making my summer

training report and greatly thanks to my parents whose support makes me possible for

doing this work.

Industrial Practical Training is a period to strengthen our theoretical, practical &

technical concepts, which enhances our skills in the field of technology. I feel my first

and foremost duty to express my deep sense of gratitude and pay my genuinely

sincere thanks to Sh. P.K. Sharma (General Manager ), D.S. Sodhi ( Assistant

Manager Sales ), P.K. Gaur ( Incharge Production & Planning, Project guide ) and all

the other esteemed person for allowing us to undergo training in this prestigious

organization. The faith and confidence they have kept in me has without their abiding

inspiration, generous guidance and encouragement, the work would not have

successfully accomplished. I present my most special thank to them for their ample

help in undertaking the respective work.

I shall be failing in my duty if I do not thank all those people of various departments

of NEW GERTON WOOLLEN MILLS, DHARIWAL who were the most willing

and co-operative subjects for tests relating to the study.

At the last but not the least I am deeply indebted to the management and staff of the

NEW EGERTON WOOLLEN MILLS, DHARIWAL (Punjab) for their

encouragement and support.

Jatinder Singh
MBA(IIIrd Sem)
Contents
Sr. No. Particulars Page No.
INTRODUCTOIN TO THE GROWTH OF

THE WOOLLEN MILLS IN INDIA

In 1876, five residents of Kanpur namely, Mr. George Allen, Mr. W.E. Cooper, Mr.

Bevan Petman, Dr. Condon and Mr. Gavin S. Jones erected a small mill for the

manufacture, chiefly of army blankets. The original plant appears to have consisted of

Cards and mules, followed by handlooms in the Weaving and a power driven

Finishing plant. This company, which was known as "The Woollen Mills, Cawnpore,"

continued until 1882, after which it was converted into a Public Company with

limited liability under the new Indian Companies Act. The name of the new Company

was "THE CAWNPORE WOOLLEN MILLS AND ARMY CLOTHS

MANUFACTURING CO., LTD." - a name which it continued till 1914, when

opportunity of a change in the capital structure of the Company was taken to alter the

name to "The Cawnpore Woollen Mills Co. Ltd."

During the early years of the Limited Company's existence, the private

company of Messrs. Cooper Allen & Co., under the guidance of Mr. William Cooper

and Mr. George Allen, acted as Managing Agents, but they resigned this position at

the end of 1888 and thereafter the Company managed its own affairs under a Board of

Directors. The turning point in the Company's fortunes was the appointment, as

Manager in 1884, of Mr. A. McRobert, who afterwards became Sir Alexander

MacRobert, Bart., K.B.E., LL.D., who continued to direct the affairs of the Company

until his death in 1922. Throughout his management of the Cawnpore Woollen Mills

there was a period of continued expansion. To the original Woollen Plant was added a

Worsted Plant in the late 1880's also a Felt-making Plant, and, to absorb the excess
worsted yarns which the plant was capable of producing, a Hosiery Plant, and Power

Looms with a fully equipped Finishing Plant to follow were gradually installed. The

lines of development were thus laid down at a very early date, and expansion

continued along these lines until the end of the First World War.

Thereafter, a gradual change in plant became necessary to meet the increased demand

for finer quality goods which had sprung up all over India and, while limitations of

space precluded any large extension of building, it was possible to obtain greater

efficiency by regrouping of the plant and the buildings which were then available.

The company suffered a grave setback in 1910 when a serious fire broke out which

smoldered for several months. The damage was largely confined to the godowns

containing the company's manufactured goods and the bulk of its stocks of raw

materials, but fortunately the Manufacturing Plant was, with the exception of some

handlooms, largely untouched. The loss, therefore, although severe, did not greatly

affect the working of the Mills, which was soon in a position again to enter the

market.

During 1910 and 1911 a large rebuilding programme had been taken in hand and this

was completed in 1912, and the buildings then erected contain the bulk of the

Manufacturing Plant. In the years 1914-18, as during the whole of the present War,

the entire productive capacity of the Mills was placed at the disposal of Government.

and was utilized under orders issued by the Government of India.

In the year 1920, The British India Corporation was established and registered as a

Limited Company, managed by a Board of Directors. The corporation was formed

with the specific object of combining and amalgamating under one Board of

Directors, the following businesses with effect from 1st of January, 1920.
1. Cawnpore Woollen Mills co. LALIMLI, Kanpur (Estd. in 1876)

2. Cooper Allen & Co. Ltd., Kanpur (Estd. in 1881)

3. North Tennery Co. Ltd., Kanpur (Estd. in 1881)

4. New Egerton Woollen Mills Co. Ltd., Dhariwal, Punjab (1882)

5. Cawnpore Engineering Co. Ltd., KAKOMI, Kanpur (Estd. in 1882)

6. Empire engineering co. Ltd., Kanpur (Estd. in 1894)

The fortunes of the company, and along with it, its unit Lalimli, continued to

score new heights under the British Regime. It was during the 2nd World War that the

mills were worked to full capacity so as to fulfill the larger demand of Woollen Cloth

for the British Armed Forces and this was probably the period when Lal-imli achieved

peak performance in terms of production and capacity utilization. But by the time the

war was over, the writing on the wall was clear that sooner or later the British would

have to leave India.

The then management thus lost interest in the progress and development of the

woollen units and all activities of expansion and updating of plant and machinery

received a set back. The Indian private management which took over from the

Britishers also did not take any effective measures towards restoring the mills to their

normal health. The fortunes of the units thus continued to waver.

In 1956 when Sri Haridas Mundra was the Chairman of the company a scam

involving the issue of duplicate share certificates took place which snow-balled into a
major national issue. The scam took such proportions that it had effects on the

Government Exchequer and the then Finance Minister Sri T.T. Krishnamachari had to

resign, over the issue.

As a result of the Mundra Scam, the Board of Directors of BIC was dissolved and a

fresh Board of Directors was constituted by the High Court of Allahabad. Sri H.S.

Chaturvedi Retd. Judge was appointed as Chairman of BIC, and the Vice Chancellor

of Banaras Hindu University became the Vice Chairman.

In 1961-62 The British India Corporation acquired M/s. Begg Sutherland and Co. by

purchasing shares of the company and thus took over the entire control and

management of the Corporation. This corporation was owning six companies viz.

1. The Elgin Mills Co. Ltd.

2. Cawnpore Textile Ltd.

3. Saran Engineering Co. Ltd.

4. Kanpur Sugar Works

5. Chamapran Sugar Works

During the 1970s the downward slide of the company continued and the mills started

inching towards sickness. By the year 1980 the mills were almost on the verge of

closure. To avoid such a disastrous end to the pioneers of the Woollen Industry, BIC

was taken over by the Govt. of India on 11th June, 1981 by a special act of the

Parliament "The British India Corporation Ltd. (Acquisition of Shares) Act, 1981."

The private shares of the company was thus acquired by the Government of India,

The Govt. took corrective measures in the form of partial doses of modernization to

pull BIC out of doldrums, but the same proved ineffective. The company continued to
incur losses specially because the modalities of nationalization did not address the

issue of old liabilities which continued to exist. Even the loans taken by the private

management prior to nationalization continued to get compounded resulting in

massive accrual of liabilities. The rate at which such liabilities continued to grow was

definitely much higher than the company’sactivities,

As the company continued to incur losses, it was referred to the Board for Industrial

and Financial Reconstruction (BIFR) on 31st March, 1991 under the provisions of

S.I.C.A.

Presently the rehabilitation package, for the revival of the company, approved by the

BIFR is under implementation.


British India Corporation

British India Corporation Limited (BIC) is a Public Sector Undertaking (PSU)

of the Government of India. The company manufactures textiles for both civilian and

armed forces consumption. Headquartered in Kanpur, BIC operates two woollen mills

in Kanpur and Dhariwal (Punjab). The company employs over 2,700 people and had

aggregated revenues of INRConvert|3726|l in fiscal 2006.


MISSION

To cater the demands of woolen and worsted goods to Indian Defense Forces, Para-

military Forces, Government Bodies and Indian Citizens with quality and on market

compatible prices.
OBJECTIVES OF THE CORPORATION

1. To contribute at our best in fulfilling the big demand of Woollen and Worsted

goods of Defence and Para-military Forces, Government Bodies and our

Civilians vis-à-vis Private Sector.

2. Being a Public Sector unit to act as a factor for the Government to rein in the

Private Sector lest it should exploit the monopoly in the market.

3. To create the marketing opportunities in the virgin areas of the Market.

4. To create a suitable environment and facility for proper R&D work to propel

the prospects of our Products in the Market.

5. To enable us as a Brand Ambassador of the Government regarding Woollen

goods in the market since we have the oldest legacy of woolen products in the

nation.

6. To discharge the social responsibilities of an organization with due directions

of the Government.
THE BRITISH INDIA CORPORATION was registered as a Limited Company

on the 24th February, 1920. It was founded by the late Sir Alexander Mac Robert.

The corporation was formed with the specific object of combining and amalgamating,

under one Board of Directors, the following business with effect from the 1st of

January, 1920.

>> CAWNPORE WOOLLEN MILLS CO. manufacturers of the well known

"LALIMLI" brand of all-wool, pure wool materials - Kanpur (Established in 1876).

>> COOPER ALLEN & CO. Ltd. proprietors of the largest Army Boot and

Equipment Factory in the world – Kanpur (Established in 1881).

>> NORTH – West Tannery Co. Ltd., Proprietors of the largest and the most up-to-

date Tannery in the East – Kanpur (Established in 1881).

>> NEW EGERTON WOOLLEN MILLS CO. Ltd., Sole manufacturers of the

celebrated "DHARIWAL" long life wool wear – Dhariwal, Punjab. (Established in

1882).

>> CAWNPORE COTTON MILLS CO. Ltd., Sole manufacturers of the unsurpassed

"KAKOMI" Cotton Yarns and Fabrics – Kanpur (Established in 1882).

>> Empire Engineering Co. Ltd., Civil, Mechanical, Motor and Constructional

Engineers, Contractors and Builders – Kanpur (Established in 1894).


Over the years four of the above companies have shut down their businesses

and are no longer in existence. Only two of the business units are in existence and are

running as on date viz., Cawnpore Woollen Mills Branch, Kanpur, and New Egerton

Woollen Mills Branch, Dhariwal, Punjab.

>> The Company changed hands from British interests to the Indian business

families of MUNDRAS and then BAJORIAS between 1955 and 1962.

>> In February 1963 the management of BIC got vested with an elected Board with

the approval of Central Government as well as UTI, LIC and Banks.

>> In June, 1981, BIC became a Government Company through an Ordinance

promulgated by the Government of India.

>> It is a Public Sector undertaking, under the control of Ministry of Textiles,

Government of India, and is the only P.S.U. manufacturing Woollen Textiles in the

country.

>> On the basis of its financial position, the company was referred to the Board for

Industrial and Financial Reconstruction (BIFR) on 31st March, 1991 and

subsequently.
MAIN ESTABLISHMENT

THE BRITISH INDIA CORPORATION LIMITED.

(A GOVERNMENT OF INDIA COMPANY)

BRANCHES

1. CAWNPORE WOOLLEN MILLS BRANCH, KANPUR.

2. NEW EGERTON WOOLLEN MILLS BRANCH, DHARIWAL

Address : 11/6, Parvati Bagla Road, Post Box No. 77, Kanpur – 208 001

(U.P.) India

Phone : 0512-2530212, 2530213, 2530214

Fax : 0512-2530201

E-mail : bicltdsps@yahoo.co.in

R.R Kanojia Chairman & Managing Director

Shri Raghvendra Awasthi Chief Vigilance Officer

P.K. Sharma General Manager (Technical)

D.S. Mishra I/c. General Manager (Fin. & A/c.)

A.K. Dikshit, Manager (M.I.S & Computer)

R.K. Mishra Manager (Law)/O. G.M. (P&A)

S.C. Jha Manager (Mktg.-Govt.)

S.N. Verma Manager (Mktg.-Civil.)

S.K. Upadhaya EA to CMD


Brief History of The Mill

It all began way back 1874 when a few ex-army British Officers imbued with

a sense of entrepreneurship, initiative, pluck & drive laid the foundation of truly

British Industrial Empire in our country by Commissioning a small woollen unit

under the name & style of “Egerton Woollen Mills, Dhariwal.” which is a part of

Gurdaspur District in the state of Punjab. The year 1880 witnessed installation of New

Plant & equipment for establishment of a full fledged composite woollen Mills &

renamed it as “New Egerton Woollen Mills, Dhariwal.” The mill completed its 100

years of its eventifull existence existence in 1974 bit as a full fledge composite unit

newly acquired machinery touched the country make in 1980 & the word “NEW” was

prefixed to its nomenclature & since 1980 the Mills known as New Egerton Woollen

Mills, Dhariwal. In the year 1920 the British veteran Industrialist & astute business

magnets sir Alexander Mac Robert established the British India Corporation Ltd.

comprising a number of branches & subsidiaries like CWM Cawnpore Cotton Mills,

Cooper Allen, & New Egerton Woollen Mills etc. etc.

The New Egerton Woollen Mills Dhariwal is the Branch of British India

Corporation Limited with its Head office at Kanpur. The Mills had 3600 employees.

Mills doing financially well until 1979-80 & afterward it lost very heavily during

1980-81. There was the possibility for the Mills of close-down which leads the 3600

workers without any job. The National Government decided to take over all the

privately held shares of the company. This with effect from 11-6-1981 the B.I.C.

group with its all subsidiaries & New Egerton Woollen Mills also become

Nationalized. Now the Mills, New Egerton Woollen Mills, Dhariwal a Government of

India company under the supervision of Ministry of Textiles. On 24/25 of March,


1989. Worthy Chairman-cum-Managing Director Mr. D. N Dixit inaugural the first

phase of Modernization with the latest computerized SULZER LOOMS.

With its Stage of Modernization the path have been set that the future of this

Mills shall be very much sound.


PROFILE OF THE NEW EGERTON WOOLLEN MILLS LTD DHARIWAL

Constitution:

New Egerton Woollen Mills Ltd, Dhariwal came into existence in the year of 1880,

governed by the Chairman – cum – Managing Director assisted by the Boards of

Directors whole time & General Manager of the unit.

Organizational Structure of the Mills

The Mills plight through its wings which are in nutshell classified as follows

1. Mills

2. Administration

The Mills: The Mills is further the combination of different departments & look after

by the factory Manager Mr. Daljit Rai Sharma like

Carding Combing Deptt.

It is headed by Mr. Surinder Kumar

Worsted Deptt.

It is headed by Mr. Surinder Kumar

Weaving Deptt.

After modernization i.e. 24th march 1988, a new shed have been made with new

SULZAR RUTI LOOMS is look after by weaving Master Mr. Surjit Kumar assisted

with two assistant weaving Master.

Finishing:

It is headed by Finishing Master Mr. Daljit Rai Sharma.

There are so many other departments like warehouse, Milling, Designing, Dye house,

wool Scouring, Wool Godown, Production control, Engineering, Knotting & Mending

etc. under the stewardship of Mr. Factory Manager.


Administrative Block

This block is of sale working under the guidance of worthy General Manager Mr. P.

K. Sharma assisted by DGM and is further categorized with further independent

office.

Administrative Office

This office is headed by Manager (Administration) Mr. Amaltas Shukla and further

divided in three wings.

1. Personnel wing

2. Welfare wing

3. Labour wing.

Personnel wing under the supervision of Mr. Parveen Kumar

Welfare wing headed by Mr. Surinder Mohan Sharma C.W.O. & assisted by Welfare

officer.

Labour wing under the supervision of Labour Officer Mr. Surinder Mohan Sharma

Financial Wing:

This is headed by financial controller Mr. Sant Pal Singh & assisted by chief

Accountant & team of three Assistant Accountants.

Sales Wing: This is headed by the manager (Sales) Mr. Davinder Singh Sodhi &

Assisted by a Dy. Manager (Sales), Asstt. Manager (Sales) with the team of 8 zonal

sales officers.

Purchase Wing: It is headed by a store Purchase officer.

Legal Wing: It is headed by chief Labour Officer Mr. Surinder Mohan Sharma with

one Law officer & A.L.O.


Staffing Pattern: Generally staff is local i.e. villagers belonging to the villages near

Dhariwal & few are brought from the other parts of the Punjab, Rajasthan, U.P. &

Bihar.

Products: The mills manufacturer & export woollen cloths, Lohis, Blankets &

suitings/Shirting & Polyester wool & other Blended Fibrics. Mills also manufacture

the Dress materials (Uniforms) for the soldiers of our nations, also supply blankets to

other forces. Its annual turnover is 20 crore. Its products about 10 crores in the year.

Industrial Relation Officer: This wing is headed by I.R.O. of the New Egerton

Woollen Mills Dhariwal which works like a bridge between the management & the

employees. To promote cordial industrial relations between the both integral parts of

the organization I.R.O. attends & conducts the conciliation & adjustification

proceeding of the Collective Bargaining.

Mode of settlement of disputes

To find out the solution of every problem of the workers the Management has

constituted so many subcommittees like Grievance Committee, Negotiation

Committee. It is right from the formation of these committees, it is evident that

Management also takes active & prompt action to the grievances of the workers & by

conducting workers education classes by the welfare department of the mills, educates

the workers about the demerits of strikes & other hindrances which lead to great loss

to each & every sphere of our daily routines. So the workers have also full confidence

in the Management.

Trade Unions

After the introduction of registration of trade union in the year of March 1956. These

are few unions which got its registration like

1. Karkhana workers union: Its head office is at Dhariwal


2. Mill Mazdoor Dal

3. Bhartiye Mazdoor Dal

4. INTUC: with its office at Dhariwal.


MISSION

To cater the demands of woolen & worsted goods to Indian Defense Forces, Military

Forces, Government Bodies and Indian citizens with quality & on market compatible

prices.
OBJECTIVES OF THE CORPORATION

1. To contribute at our best in fulfilling the demands of woolen and worsted

goods of defense and para-military forces, govt. bodies and our civilians vis a

vis private sector.

2. Being a public sector unit to act as a factor for the govt. to rein in the private

sector lest it should exploit the monopoly in the market.

3. To create the marketing opportunities in the virgin areas of the market.

4. To create a suitable environment and facility for proper R & D work to propel

the prospects of our products in the market.

5. To enable us as a Brand Ambassador of the govt. regarding the woolen

products in the market since we have the oldest legacy of woolen products in

the nation.

6. To discharge the social responsibilities of an organization with due directions

of the government.
New Egerton Woollen Mills, Dhariwal – An Overview

Introduction

New Egerton Woollen Mills, Dhariwal is one of the oldest composite woollen

mills in the country. Established in 1880, the mill is a branch of Messrs. India

Corporation Limited, Kanpur (a Government of India Company under the Ministry of

Textiles) and is situated at Dhariwal in Gurdaspur district in Punjab on the G.T. Road

linking Amritsar and Pathankot.

Originally established by a few British Army Officers solely for the purpose of

meeting the woollen requirements of defence personnel, the mill has come a long way

since then after going through many ups and downs over the years and today its wide

range of woollen textiles, sold under the trademark ‘Dhariwal’, have a renowned

foothold in the market both in India and abroad. the mill is a licensee of

‘WOOLMARK’ issued by the International Wool Secretariat.

The range of products manufactured and marketed by the mill comprises

Angola Shirting, Serge, Barrack Blankets, Great Coat Cloth, Barathea Cloth, Blazer

Cloth, Polyester/wool suitings, Polyester/Viscose Suitings, wool/viscose trouserings,

All-wool and wool/Viscose Lohis, All-wool Coatings, Blankets, Rugs, Jerseys, Socks,

etc. While Angola Shirting, Serge, Barrack Blankets, Great Coat Cloth, and Barathea

Cloth are meant for meeting the needs of defence personnel and are manufactured

strictly in accordance with the specifications laid down by the relevant defence

authorities or the bureau of Indian standards as the case may be, other qualities such

as Polyester/Wool suitings, Polyester/Viscose Trouserings, Blankets, Rugs, etc. are


manufactures in accordance with customer preferences and fashion changes for

meeting the demands of the open market.

The manufacturing facilities installed at the mills comprise both Worsted and

Woollen systems of yarn manufacture, Weaving, Hosiery & Tailoring, Milling,

Dyeing and Finishing departments. A massive modernization programme was

undertaken during 1988-89 with a view to refurnished the machinery setup in

Carding/Combing, Worsted Spinning, Weaving and Dyeing departments through

installation of import/indigenous machinery of state-of-the-Art technology. As a

result, High-Speed Gillboxes (for Pre-Comb and Post-Comb Gilling and Drawing

operations), High-Speed Rectilinear Combers and High-Speed Roving Machines of

Textima (of the then East Germany) make, High-Speed Worsted Ring Frames of

Textool make, Padmatex Autoconers (equipped with LOEFFE yarn splicing units),

Textool Assembly Winding Machine, Two-for-one Twisting Machines of Star-

Volkmann make,. Benninger Maneklal High-Speed Sectional Warping Machine,

Double-Width Sulzer Ruti Looms, A.T.E.’s H.T. /H.P. Dyeing Machine, Jaypak

Computerized Colour Matching System and Stray field Ratio-Frequency Dryer were

installed under this modernization programme. The installed capacity of Worsted

Spinning department as a result of this massive modernization programme today

stands at 3000 kg. per day of 40 Nm yarn.

The mill has a well-equipped Testing Laboratory for carrying out day-to-day

testing (in accordance with standard procedures prescribed by the Bureau of Indian

Standards (B.I.S), International Wool Secretariat (I.W.S.) etc. and process control
functional in respect of raw materials through various intermediate stages of

manufacture to finished products.

The mill has a wide network of Dealers and Selling Representatives all over

the country as also abroad and enjoys a large clientele, ranging from enterprises in

both public and private sectors to individuals of various age groups in rural, urban and

metropolitan segments of market, mainly due to its unblemished record over the years

for preserving the virtues of superior product quality and customer satisfaction. Some

of the mill’s products, viz. Kashgiri Lohis, Ambassador Blankets, J-32 Blazers etc.

have as a result acquired legendary fame in the market.

The mill employs about 3000 persons and is spread over about 40 acres of land. The

total built-up area of factory and office buildings is about 12 acres.


DETAILS OF MANUFACTURING PROCESSES EMPLOYED

The manufacturing facilities installed at the mills comprise both Worsted and

Woollen systems of yarn manufacture, Weaving, Hosiery & Tailoring, Milling,

Dyeing and Finishing departments.

a) Worsted Spinning

Wool tops made from imported Merino Wool of 64s and 56s qualities, polyester

tops (White/Dyed) and Viscose tops (White/Dyed) constitute the raw materials for the

production of Worsted yarns. The processes leading to the production of Worsted

yarns are:

1. Dyeing of tops, followed by hydro extraction

2. Backwashing of tops

3. Blending and pre-Comb Gilling

4. Recombing

5. Post-Comb Gilling

6. Drawing

7. Roving

8. Ring Spinning

9. Autoconer Winding

10. Assembly Winding and

11. Two-for-One Twisting

b) Woollen Spinning

Various types of Worsted process wastes, rags, imported 64s Clothing Wool,

etc. constitute the raw materials for the production of Woollen yarns. Preliminary
operations comprise cleaning and sorting of wastes, opening/ pulling of hard wastes

and rags, willowing, blending, teasing, oiling and teasing. The well-opened, blended,

oiled and teased stock is then carded on a Woollen card comprising Breaker card and

Finisher card and delivered in the form of condenser roving. Spinning into yarn of

required fineness is then carried out on Mule Spinning Frames. The yarn is then

wound onto cheeses, ready for delivery to the Weaving department.

c) Weaving

Pirn Winding, Warping, Healding, Twisting and Weaving are the various

operations carried out it the Weaving department leading to the production of fabrics.

d) Knotting and Mending

The fabric piece-lengths produced on the looms are first inspected in the

greasy state and then delivered to Knotting & Mending department for detailed

inspection and mending of faults. The piece-lengths are then delivered to

Milling/Finishing department.

e) Milling/Finishing

The various operations carried out in the Milling/Finishing department include

Singeing, Spotting, Scouring, Milling, Carbonizing, Crabbing, Raising, Shearing &

Cropping, Chemical Treatment, Heat Setting, Blowing, Pressing, etc. The sequence of

operations followed varies from one fabric quality to another. After the Finishing
routine is over, the cloth is delivered to Warehouse for the final inspection, grading,

cutting and packing, ready for delivery.


f) Hosiery & Tailoring

Production of jerseys and socks is carried out in the Hosiery & Tailoring

department. Worsted yarns received are first wound onto wooden spools and then

used for knitting purposes on the flat knitting machines, circular knitting machines

and socks knitting machines. In the case of flat-knitted and circular-knitted fabrics,

the fabric is first washed and pressed, cut according to garment size desired, tailored

(viz. tailoring comprises stitching, over locking, welting, buttonholing, labeling etc.)

and subjected to mending. It is then pressed, examined, packed and delivered to

Warehouse, ready for delivery. In the case of socks, after knitting is over, linking,

mending, washing and pressing operations are done followed by examination and

packing. The socks are then sent to warehouse, ready for delivery.
WORSTED SYSTEM OF YARN MANUFACTURE

1. Receipt of wool/Polyester/Viscose tops in the godown.

2. Dyeing of Wool/Polyester/Viscose tops.

3. Backwashing

4. Blending/Pre-Comb Gilling

5. Recombing

6. Post-Comb Gilling

7. Drawing

8. Roving

9. Ring Spinning

10. Autoconer Winding

11. Assembly Winding

12. Two-for-one Twisting

13. Delivery to yarn Store

WOOLLEN SYSTEM OF YARN MANUFACTURE

1. Stack Blending

2. Teazing
3. Oiling

4. Teazing

5. Carding

6. Mule Spinning

7. Cheese Winding

8. Delivery to yarn Store

WEAVING

1. Receipt of yarn from yarn Store

2. Warping/ Pirn Winding

3. Healding

4. Twisting

5. Weaving

6. Grey Perching

7. Delivery of greasy cloth to Knotting/ Mending Department

HOSIERY & TAILORING

1. Receipt of yarn from yarn Store

2. Winding on to spools

3. Flat Knitting Circular Knitting Socks Knitting


4. Washing Mending Linking

5. Pressing Washing Mending

6. Cutting Pressing Washing

7. Tailoring Cutting Pressing

8. Mending Tailoring

Examination

9. Pressing Mending Packing

10. Examination Pressing --

11. Packing Examination --

12. ---- Packing --

13. Delivery of Hosiery goods to Warehouse

KNOTTING & MENDING/ MILLING/ FINISHING OF WOOLLEN

QUALITIES

1. Receipt of greasy cloth from Weaving department

2. Knotting and Mending

Barrack Blankets Regular Blankets Blazers

3. Scouring Scouring Spotting

4. Acid Milling Hydro extracting Scouring

5. Washing – off Milling Carbonizing


6. Hydro extraction Washing – off Baking

7. Drying Carbonizing Milling

8. Raising Baking/ Crushing Dyeing

9. Clean Mending Neutralizing Hydro extracting

10. Brushing Hydro extracting Drying

11. ---- Drying Power Perching

12. ---- Clean Mending Clean Mending

13. ---- Raising

Shearing/Cropping

14. ---- Brushing Blowing

15. Delivery to Warehouse for inspection, grading, cutting and packing

KNOTTING & MENDING/ MILLING/ FINISHING OF WORSTED

QUALITIES

1. Receipt of greasy cloth from Weaving department

2. Knotting and Mending

Angola Shirting Serge Martini Tweeds

3. Scouring Scouring Spotting

4. Hydro extracting Hydro extracting Scouring

5. Wet Perching Milling Hydro extracting


6. Drying Washing – off Wet Perching

7. Power Perching Hydro extracting Drying

8. Clean Mending Wet Perching Power Perching

9. Crabbing Drying Clean Mending

10. Hydro extracting Power Perching

Shearing/Cropping

11. Wet Perching Clean Mending Blowing

12. Drying Shearing/Cropping Pressing (Nikki)

13. Blowing Waterproofing Clean Mending

14. ---- Hydro extracting Permanent Setting

15. ---- Wet Perching Pressing (Nikki)

16. ---- Drying Blowing

17. ---- Power Perching ----

18. ---- Rotary Pressing ----

19. Delivery to Warehouse for inspection, grading, cutting and packing.


1. Wool/Viscose Trousering Polyester/Wool Suiting

2. Spotting Singeing

3. Scouring Spotting

4. Hydro extracting Scouring

5. Wet Perching Hydro extracting

6. Drying Wet Perching

7. Power Perching Drying

8. Clean Mending Power Perching

9. Shearing/Cropping Clean Mending

10. Chemical Treatment Clean Mending

11. Drying Heat Setting

12. Blowing Power Perching

13. Pressing (Nikki) Shearing/Cropping

14. Clean Mending Blowing

15. Blowing Pressing (Nikki)

16. ---- Clean Mending

17. ---- Permanent Setting (K.D.)

18. ---- Pressing (Nikki)


19. ---- Blowing

20. Delivery to Warehouse for inspection, grading, cutting and packing


1. Hilton Tweeds ML – 31 Lohis Blended Lohis

2. Spotting Spotting Spotting

3. Scouring Scouring Scouring

4. Hydro extracting Hydro extracting Hydro extracting

5. Milling Wet Perching Wet Perching

6. Washing – off Drying Drying

7. Hydro extracting Power Perching Power Perching

8. Wet Perching Clean Mending Clean Mending

9. Drying Shearing/Cropping Shearing/Cropping

10. Power Perching Blowing Blowing

11. Clean Mending Pressing (Nikki) ----

12. Shearing/ Cropping Blowing ----

13. Blowing ---- ----

14. Pressing (Nikki) ---- ----

15. Clean Mending ---- ----

16. Permanent Setting (K.D) ---- ----

17. Pressing (Nikki) ---- ----

18. Blowing ---- ----

19. Delivery to Warehouse for inspection, grading, cutting and packing


Organizational Structure of the Mills

The Mills plight through its wings which are in nutshell classified as follows

3. Mills

4. Administration

The Mills:

The Mills is further the combination of different departments & look after by the

factory Manager Mr. Daljit Rai Sharma like

Carding Combing Deptt.

It is headed by Mr. Surinder Kumar.

Worsted Deptt.

It is headed by Mr. Surinder Kumar.

Weaving Deptt.

After modernization i.e. 24th march 1988, a new shed have been made with new

SULZAR RUTI LOOMS is look after by weaving Master Mr. Surjit Kumar assisted

with two assistant weaving Master.

Finishing:

It is headed by Finishing Master Mr. Daljit Rai Sharma.

There are so many other departments like warehouse, Milling, Designing, Dye house,

wool Scouring, Wool Godown, Production control, Engineering, Knotting & Mending

etc. under the stewardship of Mr. Factory Manager.

Administrative Block:
This block is of sale working under the guidance of worthy General Manager Mr. P.

K. Sharma assisted by DGM and is further categorized with further independent

office.
Administrative Office

This office is headed by Manager (Administration) Mr. Amaltas Shukla and further

divided in three wings.

4. Personnel wing

5. Welfare wing

6. Labour wing.

Personnel wing under the supervision of Mr. Parveen Kumar

Welfare wing headed by Mr. Surinder Mohan Sharma C.W.O. & assisted by Welfare

officer.

Labour wing under the supervision of Labour Officer Mr. Surinder Mohan Sharma

Financial Wing:

This is headed by financial controller Mr. Sant Pal Singh & assisted by chief

Accountant & team of three Assistant Accountants.

Sales Wing: This is headed by the manager (Sales) Mr. Davinder Singh Sodhi &

Assisted by a Dy. Manager (Sales), Asstt. Manager (Sales) with the team of 8 zonal

sales officers.

Purchase Wing: It is headed by a store Purchase officer.

Legal Wing: It is headed by Chief Labour Officer Mr. Surinder Mohan Sharma with

one Law officer & A.L.O.

Staffing Pattern:

Generally staff is local i.e. villagers belonging to the villages near Dhariwal & few are

brought from the other parts of the Punjab, Rajasthan, U.P. & Bihar.

Products:
The mills manufacturer & export woollwn cloths, Lohis, Blankets & suitings/Shirting

& Polyester wool & other Blended Fibrics. Mills also manufacture the Dress materials

(Uniforms) for the soldiers of our nations, also supply blankets to other forces. Its

annual turnover is 20 crore. Its products about 10 crores in the year.

Industrial Relation Officer:

This wing is headed by I.R.O. of the New Egerton Woollen Mills Dhariwal which

works like a bridge between the management & the employees. To promote cordial

industrial relations between the both integral parts of the organization I.R.O. attends

& conducts the conciliation & adjustification proceeding of the Collective Bargaining.

Mode of Settlement of Disputes

To find out the solution of every problem of the workers the Management has

constituted so many subcommittees like Grievance Committee, Negotiation

Committee. It is right from the formation of these committees, it is evident that

Management also takes active & prompt action to the grievances of the workers & by

conducting workers education classes by the welfare department of the mills, educates

the workers about the demerits of strikes & other hindrances which lead to great loss

to each & every sphere of our daily routines. So the workers have also full confidence

in the Management.

Trade Unions

After the introduction of registration of trade union in the year of March 1956. These

are few unions which got its registration like

5. Karkhana workers union: Its head office is at Dhariwal

6. Mill Mazdoor Dal

7. Bhartiye Mazdoor Dal

8. INTUC: with its office at Dhariwal.


Company was established in 1880 under British rules in India and presently

operating under direct instructions of Government of India through Ministry of

Textiles. New Ezerton woollen Mills is one of the oldest and largest woollen Mill of

North India having exclusive world famous Brands offering value for money and

ensuring quality and purity of woollen products as per details here under: -

1. Installed Plant & Machinery

Woollen spindles 5440

Worsted spindles 10820

Power looms 254

Hand Looms 108

Sulzer Looms 18

2. Number of Employees

Total 1035 employees are working in the company at different level in

different departments as on May 2009.

3. Operating Departments

Dyeing Department, Combing Department, Drawing & Spinning Department,

Weaving Department, Scouring Department, Milling Department, Finishing

Department, Warehouse Department, & Packing Department.

4. Weaving Capacity

Weaving capacity of company is 6000 Mtrs. per day.

5. Products
Lohis, Suiting, Blanket, Serge Angola and Barathea cloth are main products of

the company. 60% of the ordinance clothing Factory (Govt. of INDIA)

Ministry of Defence & other Govt. Agencies.

Our products are dully approved by I.W.S (International Wool Secretariate)


Organizational Structure

General Manager

Manager (P&A) Manager (F&A) Manager (Sales) Store


Purchase
Officer

Dy. Manager(P&A) Accounts Officer Dy. Manager (Sales) Supervisor

Asstt. Manager (P&A) Asstt. Manager (Sales) Clerical


Staff

General Manager Mr. P.K. Sharma


Manager (P&A) Mr. Amaltas Shukla
Manager (F&A) Mr. R.C. Sharma
Manager (Sales) Mr. D.S. Sodhi
Store Purchase Officer Mr. R.K. Puri
Assistant Manager (P&A) Mr. Satish Mohindra
Accounts Officer Mr. Sant Pal Singh
Assistant Manager (Sales) Mr. P.K. Gaur
Supervisor (Store Purchase) Mr. Subhash Chander
Mill Side Structure
Mill Manager

Production Mill Worsted Weaving Designing Finishing Dying


manager engineer master master master master master

Incharge
Cardial & spining
PRODUCT MIX

⇒ Lohis

⇒ Shawls

⇒ Rugs & Blankets

⇒ Blazer Cloth

⇒ Tweeds

⇒ Woolen Suiting

⇒ Trouserings

⇒ Terry cot Suiting

⇒ Angola Shirting’s

⇒ Serge

⇒ Barathea

⇒ Great Coat Cloth


PRICING POLICIES

Pricing Policies: - Different companies have different market price of their products.

These firms conduct the market research to select the market price of their products.

The NEW EGERTON WOOLLEN MILLS, DHARIWAL also conducts the market

research to set the market price of its products. It produces the products for defense

and civilians.

Therefore it has different products such as:


THE BRITISH INDIA CORPORATION LTD.
( A Govt. of India Company )
NEW EGERTON WOOLLEN MILLS, Branch DHARIWAL
143519 PUNJAB, INDIA.
Fax : 01874-275332 Ph : 275333, 275098

Ex-Mill Price List ( Year 2008-2009 )

Quality No (Width in cms) Rate per mtr (in Rs)

Pure Wool Coating

New NC 1364 148 352/-


20800 148 394/-
31238 145 376/-
31239 145 359/-
31240 145 373/-
31241 145 338/-

Blazer
J.32 137 242/-
J.33 137 242/-

Barathea
BAK. 310 142 493/-
3928 150 330/-

Trousering
Super 777 A P/W 142 234/-
14620 148 246/-
15620 148 230/-
3889 148 363/-
3896 148 261/-
3910 145 284/-
3912 148 241/-
12701 148 295/-
12702 148 295/-
16101 148 270/-
16102 148 270/-

Angola Shirting
VCU 2817 152 205/-
3919 152 221/-

Serges
3875 142 310/-
3903 142 85/-
3916 145 181/-

P/V Suiting
3907 145 113/-
3920 148 115/-
3921 148 100/-
3923 148 225/-
3933 148 105/-
Lohis
Millennium Kashgar 274 x 137 1150/-
Kashgari (ML 31) 274 x 137 1050/-
Alaknanda 250 x 137 793/-
Ashutosh 250 x 137 696/-
3925 230 x 115 664/-
3937 250 x 137 594/-
3917 250 x 137 570/-
3934 250 x 137 561/-
70 274 x 137 673/-
100 274 x 137 673/-
170 250 x 137 498/-
1100 250 x 137 498/-
3439 250 x 137 534/-
Neelkanth 250 x 137 270/-

Shawls
3863 200 x 100 448/-
3960 200 x 100 413/-
3913 200 x 100 413/-
3914 200 x 100 404/-
3938 200 x 100 403/-
3939 200 x 100 403/-
Urvashi 200 x 100 314/-
Radhika 200 x 100 330/-
Blankets
Alpine (2SSB) 230 x 152 404/-
Diamond(2SSB) 229 x 152 489/-
Atlantic(SBAR) 229 x 152 546/-
Topaz 229 x 152 524/-
Arjun 229 x 152 848/-
Super O.G.378 229 x 152 229/-

Note :- 8.16% Excise duty will be charged on all items.

These rates are subject to change without any notice.

For The British India Corporation Ltd.

NEW EGERTON WOOLLEN MILLS

Branch DHARIWAL
MARKETING ACTIVITIES

First of all we have to know what market is and what is marketing.

MARKET:- The Market term is originated from Latin word ‘marcatus’ having a verb

‘mercari’ means a place where business is conducted. Market stands for a place where

goods and persons are physically present. Commonly market is a Place where goods

are bought and sold Buyers and sellers come together for transactions. An

organization through which exchange of goods takes place. An area of operation of

commercial demand for commodities

Classification of Markets

AREA ECONOMICS TRANSACTION VOLUME

Family Perfect Spot Wholesale

Local Imperfect Future Retail

National

World

REGULATION TIME IMPORTANCE GOODS

Regulated Very short Primary Commodity Capital

Unregulated Short Secondary Produce Money

Long Tertiary Manufactured Foreign

Bullion Stock
Difference Market and Marketing

Physical presence of men and material not required in case of market whereas

marketing is the sum total of all those activities that are related to the free flow of

goods from the place of production to the place of consumption.

Market simply provides goods to the buyers from the sellers whereas marketing is

concerned with providing satisfaction to the customers.

Market is a narrow concept as it involves place and the atmosphere where buyers and

sellers meet. Marketing is a comprehensive term representing the process of

distribution and the process before distribution.

Market is a price fixing mechanism and once the transactions are struck the

movement of goods takes place. Marketing comes after the price fixing mechanism.

Market may undergo a change with respect to the customer requirements whereas the

philosophy of marketing does not change at all.

IMPORTANCE OF MARKETING

To the firms:

a) It generates revenue for the firms by expanding its base

b) It helps to take information from the market and disseminating it at the top

management.

c) Behavior and demand of the customers keep on changing. Marketing helps to

collect all the updates relating to the changing preferences, styles and fashions.

d) It helps in developing the business and creating employment opportunities for

people.
OBJECTIVES OF MARKETING

To apply effective and intelligent modern marketing policies: As the world is

experiencing rapid changes in terms of high inflation, high interest rates and rapidly

changing techniques.

To develop the market field: change may come gradually or spontaneously: Once a

pattern is established by noticing the changes, the trends can be ascertained.

To develop guiding policies for better results: Innovation is the key to success. In

many cases it may come by keeping a close contact with the customers. Thus two

mantras for success are “innovation” and “customer building”.

There for according to ‘professors cundiff and srill’ “Marketing is the business

process by which the products are matched with the market through which transfer of

ownership are affected”.


MARKETING ACTIVITIES: - There are many marketing activities in the marketing

field. Every firm has different kind of activities related to the procurement of the

orders and supply the goods to the customers. There are various marketing activities

like packaging, branding, to know consumers behaviors, market segmentation, order

procurement, advertisement, compete with the competitors, how distribute the

different areas into different territories and segments and also to set the pricing

policies as compared to different competitors.

There are also many marketing activities of NEW EGERTON WOOLLEN MILLS,

DHARIWAL which are given as below:-

Development of samples: - The marketing activities of NEW EGERTON WOOLLEN

MILLS start with the development of samples. These samples checked at different

levels and when ever sample is passed or product range is selected then booking

program is worked out with the consultants or with the sales representatives (SR’s) of

the firm. These representatives may be sales officers in different regions. After this

door to door booking started with the whole sailors, semi whole sailors and retailers.

And then procurement of orders started from different regions or different

organization like Defense. These orders send to main office of sale for verification

and these orders are verified in the sale office and then verification report is send to

the head office or to the General Manager for further verification and then General

Manager issues orders to different depts. to produce as per requirement. Then

production is started according to these orders.

Procurement of orders: - different firms or companies procure orders from different

govt. agencies and whole sailors to sell their products in the market. NEW
EGERTON WOOLLEN MILLS , DHARIWAL also procure the orders from different

agencies like defense. This firm produce blankets and Angola shirts for defense and

different woolen cloths for civilians also. After order procurement of orders these

orders are sent to the head office for the approval and proper records are maintained.

Issuance of orders: - After posting these orders in ledgers these orders issued to

different depts. orders for the issuance of raw material from store are issued so that

raw material can taken when needed. For this purpose gate passes, coupons or cards

are issued to different depts. so that different depts. can take raw material when need

arises and proper record is maintained for this purpose.

Payment Schedule: - Different firms opt different when the products produced

according to the orders then payment schedule is selected. It depends upon the sale

officers how to increase the sale, for this purpose they allow the distributors to pay in

advance or in installments.

Transport: - transportation is the another very important marketing activity. The main

aim of the every organization is to provide the goods to the customers as soon as

possible in an appropriate manner, and to do this they select the best possible

transport medium. The main transportation medium of NEW EGERTON WOOLLEN

MILL is roads and railways. By roads and railways this firm supply its goods to

whole north distributors

Packaging: - Different companies select the different packing for the different

products. Packing means to protect the products from obsolescence. New egerton
woollen mill also use the different packaging like suitcase packing, Normal packing,

and Bag packing for its products.

Pricing Policies: - Different companies have different market price of their products.

These firms conduct the market research to select the market price of their products.

The NEW EGERTON WOOLLEN MILLS, DHARIWAL also conducts the market

research to set the market price of its products. It produces the products for defense

and civilians.

Therefore it has different products with there prices such as:

THE BRITISH INDIA CORPORATION LTD.


( A Govt. of India Company )
NEW EGERTON WOOLLEN MILLS, Branch DHARIWAL
143519 PUNJAB, INDIA.
Fax : 01874-275332 Ph : 275333, 275098

Ex-Mill Price List ( Year 2008-2009 )

Quality No (Width in cms) Rate per mtr (in Rs)

Pure Wool Coating

New NC 1364 148 352/-


20800 148 394/-
31238 145 376/-
31239 145 359/-
31240 145 373/-
31241 145 338/-

Blazer
J.32 137 242/-
J.33 137 242/-
Barathea
BAK. 310 142 493/-
3928 150 330/-

Trousering
Super 777 A P/W 142 234/-
14620 148 246/-
15620 148 230/-
3889 148 363/-
3896 148 261/-
3910 145 284/-
3912 148 241/-
12701 148 295/-
12702 148 295/-
16101 148 270/-
16102 148 270/-

Angola Shirting
VCU 2817 152 205/-
3919 152 221/-

Serges
3875 142 310/-
3903 142 85/-
3916 145 181/-

P/V Suiting
3907 145 113/-
3920 148 115/-
3921 148 100/-
3923 148 225/-
3933 148 105/-
Lohis
Millennium Kashgar 274 x 137 1150/-
Kashgari (ML 31) 274 x 137 1050/-
Alaknanda 250 x 137 793/-
Ashutosh 250 x 137 696/-
3925 230 x 115 664/-
3937 250 x 137 594/-
3917 250 x 137 570/-
3934 250 x 137 561/-
70 274 x 137 673/-
100 274 x 137 673/-
170 250 x 137 498/-
1100 250 x 137 498/-
3439 250 x 137 534/-
Neelkanth 250 x 137 270/-

Shawls
3863 200 x 100 448/-
3960 200 x 100 413/-
3913 200 x 100 413/-
3914 200 x 100 404/-
3938 200 x 100 403/-
3939 200 x 100 403/-
Urvashi 200 x 100 314/-
Radhika 200 x 100 330/-
Blankets
Alpine (2SSB) 230 x 152 404/-
Diamond(2SSB) 229 x 152 489/-
Atlantic(SBAR) 229 x 152 546/-
Topaz 229 x 152 524/-
Arjun 229 x 152 848/-
Super O.G.378 229 x 152 229/-

Note :- 8.16% Excise duty will be charged on all items.

These rates are subject to change without any notice.

For The British India Corporation Ltd.

NEW EGERTON WOOLLEN MILLS

Branch DHARIWAL
.

Advertisements to boost up the sales: - Advertisement is another most important

marketing activity. Different firms choose different advertisement mediums to

advertise there product in the market like T.V, News Papers, Hoardings, internet etc.

NEW EGERTON WOOLLEN MILL advertises there products through campus sales,

news papers and local cable T.V networks in different states and also through internet.

This firm also advertises through trade fairs in different regions. This firm also

organizes the seasonal sale camps in different areas. Mostly this firm has retail shops

in its campus.

Market segmentation: - Process of grouping buyers into different categories has

Common desires or needs. Marketers identify the different groups of buyers having

same desires or requirements. Dividing the market into different segments is also very

important marketing activity. Different firms divide its market into different

segments.

CHANNELS OF DISTRIBUTION

A channel of distribution is an organized network or a system of agencies and

institutions which, in combination, perform all the activities required to link producers

with users and users with producers to accomplish the marketing task.

“A set of independent organizations involved in the process of making a product or

service available for use or consumption.”

Acc. To Prof. Philip Kotler.


TYPES OF CHANNELS

The trade channels are classified into conventional and non-conventional or integrated

and non-integrated.

CONVENTIONAL CHANNELS

Conventional Channels are the fragmented networks wherein the manufacturers and

the consumers are loosely linked by intermediaries in the process of exchange.

The Conventional Channels alternatives can be:

1. Manufacturer to Consumer.

2. Manufacturer to Retailer to Consumer.

3. Manufacturer to the Wholesaler to Retailer to Consumer.

4. Manufacturer to the Wholesaler to Consumer.

5. Manufacturer to Agent to Wholesaler to Retailer to Consumer.

NON-CONVENTIONAL CHANNELS

As opposed to the conventional channels of distribution, Integrated Channels of

distributions are those networks that work with full and cohesion rather than

working ina loose manner.

These Integrated Channels can be Vertical and Horizontal in nature.


1. Vertical Channel: Vertical integrated channel of Distribution are pre

engineered to achieve operating economies and maximum market impact.

2. Horizontal Channel: Horizontal Channel is one in which two or more

companies join their hands to exploit a marketing opportunity, either by

themselves or by creating an independent unit.

TYPES OF INTERMEDIARIES

 WHOLESALERS:

Wholesaler trader is one who wholesales to other middlemen, institutions and

individuals usually in fairly large quantities.

“Wholesalers sell to retailers or other merchants and/or individual, institutional and

commercial users but they do not sell in significant amounts to ultimate consumers.”

 RETAILERS;

Retailer is one whose business is to sell to consumers a wide variety of goods

which are assembled at his premises as per the needs of final users. A retailer is the

last link between the final user and the wholesaler or the manufacturers. Thus, retailer

is that merchant intermediary who buys goods from preceding channel members in

small assorted lots and sells them in the lot requirements of final users.

 SELLING AGENTS:
Selling agents are the intermediaries who are given the exclusive franchise

only for a limited market segment. He performs the functions of an independent

middlemen taking over all the selling activities of a producer. He negotiates sales of

merchandise produced by his principals and has full authority and control over prices

and the terms and conditions of the sale.


DISTRIBUTION CHANNELS OF NEW EGERTON WOOLLEN MILLS,

DHARIWAL (PUNJAB)

With regards to New Egerton Woolens Mills, Dhariwal, the format of distribution

channel is as under:

The whole country has been divided into various territories. Each territory is

represented by individual selling representatives. The various territories and

respective selling representatives are described as under:

1. PUNJAB TERRITORY:- The Punjab Territory covers whole of the state

and it has been named as AMRITSAR territory for identification purposes. All

the business activities related to the company in this state is catered by the selling

representative of this area. Presently, M/S Sudershan Kumar & Sons, Batala is

looking after this territory. It acts as a via media between company and dealers.

For the services rendered by the selling representative, company pays commission

to him at the end of financial year. The selling representatives in consultation with

the organization have fixed wholesalers, semi-wholesalers and retailers is this

state. At the of the year, the selling representative gets 3.5% (max) agency

commission at the end of the financial year. In order to motivate the dealers,

company has launched a sales policy where by if a person buys goods worth

particular amount, he is given sales incentives.

2. HARYANA TERRITORY:- This territory is being looked after by the

selling representative named M/S Jain textiles agency, Delhi. In this territory,
Lohis are being sold in maximum numbers. Majority of dealers are Wholesalers

and Semi-wholesalers.

3. DELHI TERRITORY:- This territory is looked after by M/S Shri Woolen

Agency, Delhi. They are the one of the oldest selling representative of the

organization. They are doing trading in their name also. Their sister concern is

M/S Jagganath Radheshyam & Co. They have dealer network in whole of Delhi.

Mainly Wholesalers, and in certain areas, they have Retailers also. They are

selling almost all the products produced by the company. They help organization

in procuring government and institutional orders also.

4. WESTERN U.P TERRITORY:- This territory is named as Merrut territory.

The selling representative of this area is M/S Guptaji Textiles, Karnal.

5. HIMACHAL PRADESH TERRITORY:- This territory is also looked after

by M/S Guptaji Textiles, Karnal. This is basically retailers oriented territory.

Since, this is a hill station, dealers are scattered in different cities. Time to time,

selling representatives in consultation with the organization, organizes camp sales

also during the festivals. For example :- Kullu Dussehra festival, Minjar Mela,

Dhramshala.

6. UTTRAKHAND TERRITORY:- Presently, the company do not have any

selling representative in this area and therefore it is an open territory. The large

part of territory is covered by the retailers.


7. AGRA TERRITORY:- This territory covers surrounding districts of Agra

city. The selling representative of this area is M/S Parolia Agency, Agra. This

territory has mixed network of channels i.e. wholesalers and Retailers both.

8. MAHARASHTRA TERRITORY:- This territory is looked after by M/S

Motilal Radhakrishan, Nagpur. They cover whole of Maharashtra beyond Pune,

most of the cities has network of retailers. In Mumbai, Pune and Ahmednagar,

there is total concentration of Wholesalers.

9. CHHATISGARH TERRITORY:- This is newly carved out territory from

Madhya Pradesh state. This territory is also looked after by M/S Motilal

Radhakrishan, Nagpur. The main concentration of business in this territory is

concerned in the city of Raipur, which is supplying different goods to other areas.

It has a mix of wholesalers and retailers.

10. WEST BENGAL TERRITORY:- This territory is popularly known as

Kolkata territory. M/S M.P Cloth Stores Pvt. Ltd. is the selling representative of

this area. Most of the wholesalers are based in Kolkata and in remaining part of

the state, retailers are doing the business.

11. MADHYA PRADESH TERRITORY:- This territory is popularly known as

Indore territory. The selling representative is M/S General Stores, Indore. This

territory is retailer oriented. Since, the state is area wise one the bigger state of

India, therefore the dealer network is scattered in the state. To cover this territory,

it takes about roughly one and a half month.


12. GUJRAT TERRITORY:- This is popularly known as Ahmedabad territory.

The selling representative of this territory is M/S Shahphool Chand Kalidas,

Ahmedabad. It is a retailer oriented territory. Medium priced goods are sold here

because demand is quite low in this territory.

13. BIHAR AND JHARKHAND TERRITORY:- The selling representative of

this territory is M/S Krishan Kanhaiya P. Sanghi, Muzaffarpur. It is also a

retailer oriented territory.

14. NORTH EASTERN TERRITORY:- The selling representative of this

territory is M/S Krishan Kanhaiya P. Sanghi, Muzaffarpur. It is also a retailer

oriented territory.

15. ANDHRA PRADESH TERRITORY:- This territory is popularly is known

as Hydrabad territory. The selling representative of this territory is M/S

A.Gorishankar & Sons, Secundrabad. It is also a retailer oriented territory.

16. RAJASTHAN TERRITORY:- This territory is looked after by M/S Mukesh

Agency, Jaipur. It is also a retailer oriented territory. Each city of Rajasthan has

dealers in this state.

17. KARNATKA, GOA, TAMILNADU, PUDUCHERRY & KERALA

TERRITORY:- This territory is popularly known as Bangalore territory. The

selling representative is M/S ShriShanti Traders, Bangalore. In Bangalore,


mainly wholesalers are dominant and in Brigade road and M.G road, the company

is having retailers. This is a fully representative territory.

18. J & K TERRITORY:- This territory is looked after by the selling

representative named as M/S Jain Trading Co., Jammu. It is a retailer oriented

territory. Most of the sales in this territory are through institutions.

19. EASTERN U.P TERRITORY:- This territory is divided into three sub

territories.

• Lucknow Territory:- This territory is looked after by M/S Sharnam Textiles,

Lucknow. It is a retailer oriented territory.

• Kanpur City Territory:- This territory is looked after by M/S Amritsar

Woollen Agency, Kanpur. It is a retailer oriented territory.

• Rest of Eastern U.P:- This territory is also looked after by M/S Amritsar

Woollen Agency, Kanpur. It is a retailer oriented territory.

20. AREA B/W WESTERN U.P & EASTERN U.P:- This territory is also

known as Barailey territory. The selling representative of this territory is M/S Shiv

Syntax, Barailey.
SALES PERFORMANCE OF TERRITORIES IN LAST FIVE YEARS FOR

NEW EGERTON WOOLLEN MILLS, BRANCH

DHARIWAL

(Figures are in Rupees Lakhs )

S.No Name of 2004-05 2005-06 2006-07 2007-08 2008-09


Territory
1 Punjab 51.32 49.10 43.62 17.03 4.03
2 Bareilly 7.68 6.33 5.62 2.39 ------
3 Kolkata 5.23 6.86 3.99 4.72 2.03
4 Delhi 49.14 25.60 6.53 3.73 1.71
5 Haryana 225.06 255.97 181.74 48.85 3.07
6 Indore 3.95 5.56 4.78 0.59 0.58
7 Jaipur 6.92 8.71 15.78 10.41 10.52
8 Lucknow 5.59 3.60 3.79 0.29 0.36
9 J&K 1.76 0.70 1.50 0.15 0.57
10 Maharashtra 0.35 3.47 2.76 0.44 0.11
11 Gujarat 1.38 1.07 1.19 ------ ------
12 Secunderabad 1.07 ----- 0.27 ------ ------
13 Bihar/Jharkhand 17.68 13.39 11.64 1.42 1.41
14 Uttaranchal 3.85 4.38 4.21 ------ ------
15 NEWM(Open) 81.26 58.14 49.78 13.69 15.61
16 Gorakhpur(E.UP 3.79 ------- 0.47 ------- ------
)
17 Kanpur ------ ------- 11.08 8.93 5.12
18 Solan 8.21 6.06 6.70 6.07 0.68
19 Bangalore ------ ------ 6.62 1.10 0.71
FINDINGS

⇒ Lack of promotional activities.

⇒ Lack of working capital.

⇒ Traditional products.

⇒ Some machines are obsolete.

⇒ Lack of production.

⇒ Lack of technical staff.


Limitations

Non availability of raw material

Over staffing

Lack of Technical Staff

Indiscipline

Shortage of Working capital

Government Policies

Under utilization of Infrastructure


CONCLUSION

My overview Regarding marketing activities of the mills is since, company is running

Short of Working Capital which have affected marketing activities to a great extent,

govt. of India should release working capital as per the recruitments of the

organization so that requisite production as per the quality standard is carryout.

company should increase its production level, so that first of all it can achieve break

even point then it should have sufficient margin in order to meet cash flow as per

requirement.

To improve the sales, organization should increase its production range that is it

should not solely depend upon winter items; summer range is to be developed upon

full fledged losses.

Moreover company should open franchise showrooms, in different cities.

All these activities should be backed by proper advertisement that is electronic as well

as newspaper channels.
BIBLIOGRAPHY

Sales Records

www.lalimli.com

Marketing Management by Phillip Kotler

Marketing Management by Sontakki


Research methodology
Research in common parlance to search for knowledge. One can also define research
as a scientific and systematic search for pertinent information on a specific topic.
Research is an academic activity and as such the term should be used in technical
sense. According to Clifford woody search comprises defining and redefining the
problems, formulating hypothesis or suggest solution; collecting, organizing and
evaluating data; making deduction and research conclusion; and at last carefully
testing the conclusion to determine whether they fit the formulating hypothesis. As
such the term ‘research’ refer to the systematic method constituting of enunciating the
problem, formulating the hypothesis, collecting the facts or data, analyzing the facts
and reaching certain conclusion either in the form of solution toward the concerned
problem for some theoretical formulation.

Objective of the study: -


The project undertaken shall meet the following objectives: -
1. To study the working of the organization.
2. To study the various marketing activities of this firm.
3. Analysis the data.
4. Suggestions.

Research design: -
Research design generally refers to decisions regarding what, where, when, how
much, by what mean concerning an enquiry or research study constitute a research
design. “ A research design is the arrangement of conditions of collection and analysis
of data in a manner that aims to combine relevance to the research purpose with
economy in procedure.”

Methods of data collection: -


The task of data collection begins after a research problem has been defined. We have
used two types of data
1. Primary data
2. Secondary data
Primary data: - primary data are those data which are collected afresh and the first
time. Sources of primary data are: -
Questionnaire
Personal Interview
Telephonic Interview
Secondary data: - secondary data are those data which have already been collected by
someone else which have been passed through statistical process. Sources of
secondary data are: -
Company’s Annual Report.
Various policies used by the distributors.
Guidelines of the company.
Internet Site of this firm.

Limitations: -
Biased response
Study in limited area
Which product is more preferred by the customers?

Blankets 5
Lohis 4
Suitings 2
Blazers 4
Shawls 5

25% 25%

20% 20%
10%

blankets
From the above it is clear that lohis suitings
blankets and lohis blazers
are more preferred shawls
by the customers.
What do you think people go with this brand due to?

Quality reasons 2
Rate reasons 4
Other reasons 2

25% 25%

50%

quality reasons rate reasons other reasons


From the above it is clear that people preferred these products due to rate reasons.
Are you satisfied with the company’s policies of incentive rate of 3.5%?

Yes 6
No 2

25%

75%

yes are satisfied


From the above we find that 75% of the respondents no with the company’s
policies.
Are you satisfied with the promotional activities of this firm?

Yes 4
No 4

50% 50%

yes are
From the above it is clear that half of the distributors nosatisfied and half of them are
not satisfied.
What sort of packaging is mostly liked by the customers?

Suitcase packing 3
Bag packing 1
Normal packing 5

33%

56%

11%

From thesuitcase packing


above we can conclude bag packing
that 56% distributors are agreed with normal
the fact that packing
people prefer normal packing.
Which mode of payment is opted by this firm?

Through Cash 5
Through installments 2
Through check 1

13%

25%
62%

From through cash


the above it is clear throufh
that mostly payment is installments
through cash. through check
Which segment is mostly targeted by this firm?

Upper income 0
Middle income 4
Lower income 4

0%

50% 50%

upper
From the above income
it is clear that both lowermiddle income
as well as middle lower
income peoples are income
targeted by this company.
Are you satisfied with the supply of products you demanded?

Yes 4
No 4

50% 50%

yesand other
It is clear that half of the respondents are satisfied norespondents are not
satisfied with the supply of the goods/products.
Would you like to continue with this firm?

Yes 4
No 0
Can’t Say 4

50% 50%

0%

From above it is clear that half of distributors would like to continue with this firm.
yes no can't say
Name: -
Location: -
Contact no.: -

Which product is more preferred by the customers?

Blankets lohis suitings


blazers shawls

What do you think people go with this brand due to?

Quality reasons rate reasons other reasons

Are you satisfied with the company’s policies of incentive rate of 3.5%?

Yes No

Are you satisfied with the promotional activities of this firm?

Yes No

What sort of packaging is mostly liked by the customers?

Suitcase packing Bag packing Normal packing

Which mode of payment is opted by this firm?

Through cash through installments through check

Which segment is mostly targeted by this firm?

Upper income middle income lower income

Are you satisfied with the supply of products you demanded?

Yes No

Would you like to continue with this firm?


Yes No Can’t say