CHAPTER-I

INTRODUCTION

Bharat pumps & compressors ltd. Incorporated 1970 was established at Naini, the
Trans yamuna area of Allahabad with objective to design, manufacture and supply of capital
goods in the fluid handling field including provision of services connected therewith.

BPC which caters to the need of core sector of the economy such as oil exploration,
refineries, petrochemical, chemical and fertilizer, process industries nuclear and thermal
power plant had in its earlier phases entered into technical collaboration with world
renowned manufacturers of indigenously design and manufacture heavy duty centrifugal and
reciprocating pumps, reciprocating compressors and high pressure gas cylinders and other hi-
tech oil filed equipments such as cementing units, suckers rod pumps etc.

In a very short span, the company absorbed the technology and established itself as
the world renowned manufactured of a wide range of hi-tech products. BPC has supplied its
products to the total satisfaction if the customers in almost all national projects of companies
like ONGC, OIL, BPCL, IOCL, HPC, RCF, Nuclear Power Corporation, Department of
Atomic Corporation, Department of Atomic Energy, IPCL etc.

2
 ISO CERTIFICATION

Bharat Pump & Compressors Ltd., Naini, Allahabad is a certified integrated

management systems company having:
• ISO 9001:2000,
• ISO 14001:2004,
• OHSAS 18001:1999
Includes environment, occupational health & safety management systems, with the
objective to design, manufacture and supply capital goods in the fluid handling field
including provision of services connected therewith.
BPC caters to the need of core sector of the economy such as oil exploration and
refining petrochemicals, chemicals and fertilizers, process industries and power plant and
indigenously designs and manufactures heavy duty centrifugal pumps, reciprocating pumps,
reciprocating compressors and high pressure seamless gas cylinders and other hi-tech oil
field equipments such as cementing units, sucker rod pumps.

3
4
 ABOUT THE PROJECT
This project is based on BPCL’s Market Plan & Product Analysis to ascertain the
marketing plans of the BPCL the primary data is collected from all executive officers of all
departments through direct interview method and the secondary data was collected through
annual report, magazines, personal manual, charts, internet and tables.
Marketing plan is a systematic anticipation and analysis of future coupled with the
methodology for adapting such changes. It takes cares of all the lapses of a marketing
manager and also highlights the weakness of the company, which would be attacked for
meeting the ultimate objective of the company i.e. “Profitability through Customer Delight”.
The marketing planning is must to ensure growth and continued profitability to a
company. This can be achieved through identification of market opportunities, proper
investment plans and utilizing existing resources at the right time and right place.
Without proper marketing planning a marketing manager
a) Losses control over the future of the firm, as he is not in position to know the reasons
of failure and cannot take any corrective action.
b) Faces with the problems of managing by crisis rather than design.
c) Remains busy in counteracting the well timed, well planned offensive strategies of
competitors.
d) Cannot bring his company to the seat of the market leader rather the company will
always be a follower of the competitors.
Every product is designed in a particular way – product analyses enable us to
understand the important materials, processing, economic and aesthetic decisions which
are required before any product can be manufactured. An understanding of these
decisions can help us in designing and making for ourselves.
Product Analysis includes following patterns:
1. Quality of products
2. Technology of products
3. Price concerning products
4. Delivery performance of products
5. Sales promotion concerned with products
6. Market share
Product analysis can seem to follow a fixed pattern:
1. Think about the design from an ergonomic and functional viewpoint.
2. Decide on the materials to fulfil the performance requirements.
5
CHAPTER- II

6
 BPCL-NAINI (An Overview)

LOCATION- NAINI
Naini is a satellite township of the city of Allahabad, located on the banks of river yamuna
and developed into an industrial centre. Some other manufacturing organizations located in
Naini are ITI, TSL, AREVA, SAIL, etc

7
About:
Bharat pump & compressor ltd.,, Naini , Allahabad is a certified integrated management

systems company having ISO 9001:2000, ISO 14001:2004, OHSAS 118001:1999 Includes

Environment, occupational health & safety Management systems, with the objective to

design, manufacture and supply capital goods in the fluid handling field including provision

of services connected therewith. BPC caters to the need of core sector of the economy such

as oil exploration and exploitation, refineries, petro-chemical, chemicals and fertilizers,

process industries and power plants and indigenously designs and manufactures heavy duty

centrifugal pumps, reciprocating pumps, reciprocating compressors and high pressure

seamless gas cylinders and other hi-tech oil field equipments such as cementing units, sucker

rod pumps etc.

BPC : VISION
• To become an Indian MNC in the field of fluid handling, gas compression, gas
storage equipment, services and project management.
BPCL: MISSION
• To provide quality products and services to core sector industries with special thrust
on oil and natural gas, petro chemicals, refineries, nuclear and thermal power plants,
fertilisers and public transport services complying to health and safety requirements.
BPCL: OBJECTIVES
• To increase market share of their products and services.
• To maximise customer’s satisfaction by providing quality product and services within
stipulated delivery.
• To increase the business of spares and rendering prompt after sales service including
refurbishment.
• Achieve export turnover of 15% by 2009-10.
BPC is the only company in Asia to manufacture a wide range of high tech products,
heavy duty pumps and compressors and high pressure seamless and welded gas cylinders,
under one roof. Such high valued hi-tech products are functioning to the total satisfaction of
the customers with least maintenance cost and optimum energy.

8
 BPC is the exclusive manufacturer in the country of carbonate and ammonia pumps for

fertilizer plants, mud pumps, cement pumping units and high pressure reciprocating gas

compressors for the oil and gas industry.

The company’s important clients to name a few are the following: ONGC, IOC, IPC, GAIL,
IOL and the Department of atomic energy.
CAPABILITIES
• Such high valued hi-tech products are functioning to the total satisfaction of the
customers with least maintenance cost and optimum energy conservation. BPC, the
ISO 9001:2000, ISO 14001:2004, OHSAS 18001 :1999 Company, manufactures
highly technically sophisticated and environmentally friendly products, equalling
International Standards of quality and performance with the support of a most modern
and sophisticated machining centre having latest CMC Machines, assembly, testing ,
heat treatment and fabrication workshops.
• Test facilities. The factory is equipped for full load testing of various parameter for
complete product range up to 2000 KVA
• Quality Assurance. Quality Assurance Department ensures that the products-pumps
and compressors meet the specifications of international codes such as API and are
fully guaranteed for performance on the basis of proven and most updated designs.
Gas cylinders are manufactured as per specifications of international standards such
as DOT, BS, BIS, ISO etc. and usage approval from recognized national/international
agencies.

COMPETENCY
• Quality Assurance Programmes conform to International specifications and
requirements.
• Research and Development efforts are supported by test facilities for model testing in
the centrifugal pumps, reciprocating pumps and compressors area and also carry out
live testing of expendables etc.
• Fully groomed Installation, Commissioning and Spare Parts Division renders Product
Support, Technical Assistance and advice besides providing quick and effective after
sales service
• A strong Design Department has been established which houses Computer aided
Design Centre. Highly qualified, trained, experienced and competent engineers are
9
 involved in application engineering, thermodynamic calculations, hydraulic
calculations and systems design in the area of piping, instrumentation, electrical,
operational control etc.
• The company undertakes long term maintenance contract of the equipments installed
and commissioned at customers' plants, with the objective to maximise their profits
and minimise their risks.

CLIENTS

• Oil & Natural Gas Commission.

• Indian Oil Corporation.
• Hindustan Petroleum Corporation.
• Fertilizer Corporation of India Ltd.
• Indian Farmers Fertilizer Corporation.
• Gas Authority of India Ltd.
• Indian Petro-Chemicals Ltd.
• Madras Refineries Ltd.
• Oil India Ltd.
• Bharat Petroleum Corporation.
• Engineers India Ltd.
• National Fertilizer Corporation.
• Indo Gulf Fertilizers Corporation.
• Indraprastha Gas Limited.
• Bongaigaon Refineries & Petro-Chemicals
Ltd.
• Cochin Refineries Ltd.
• Tamil Nadu Petro-Chemicals Ltd.

10
 PRODUCTS

Centrifugal Pumps
Pumps for Application in Power Plants.
Pumps and Reciprocating Piston and Plunger Pumps.
Compressors Cementing Units.
Sucker Rod Pumping Unit.
Reciprocating Compressors.

High Pressure Seamless Industrial Gas

Cylinders.
Gas Cylinders Welded Cylinders.
Cylinders in Cascade for Storage of
Compressed Natural Gas (CNG)

Range of Products

Centrifugal Pumps Maximum

2500 KW
Power
Maximum
140 kg/cm2
Pressure
Maximum
12,000 M3/Hr
Capacity
Fluids Demineralised water, Sea water, Hydrocarbons,
Handled Neptha, LPG, Carbonate Solution, Boiler Feed
Water, Benefield solution, Alkaline and Acidic
Solution, Ammonia liquor and slurry
Reciprocating Pumps Maximum
1700 KW
Power
Maximum
675 kg/cm2
Pressure
Maximum
315 M3/Hr
Capacity
Fluids Drilling Mud, Cementing Slurry, Crude Oil
Handled steam, Condensate, Heavy Water, Fatty Acids,
Ammonia Carbonate, Liquid Ammonia, Water
Injection

11
 Reciprocating Compressors
Maximum Power 25,000 KW
Maximum Pressure 450 kg/cm2
Maximum
70,000 NM3/Hr
Capacity
Fluids Handled Air, Nitrogen, Oxygen, Carbon Di-Oxide,
Hydrocarbons, Ammonia, Synthesis Gas,
Hydrogen Sulphate, Coal Gas etc.
GAS CYLINDERS
Maximum Pressure 400 kg/cm2
Maximum Capacity 110 Litres.
Fluids Handled Oxygen, Nitrogen, Hydrogen, Argon, Air,
Helium, Carbon Di-Oxide, Nitrous Oxide,
Acetylene, Ammonia, Chlorine, Freon, LPG,
Compressed Natural Gas (CNG)

12
 BPCL BRANCH OFFICES

MUMBAI Bharat Pumps &

Bharat Pumps & Compressors Ltd.,
Compressors Ltd., C-115 Lajpat Nagar – 1,
R&C Building, 4th floor, Behind Gulshan Properties,
Byculla Iron Works, NEW DELHI – 110 026
Sir J.J. Road (Adjoining Tel. No. : 011 – 29815141
J.J. Hospital – Byculla) E – Mail :
MUMBAI – 400 008 bpcldel@vsnl.net
Fax No. : 022 – 23750142
Tel. No. : 022 –
23716268 / 23774577 DIBRUGARH
E – Mail : Bharat Pumps &
bpcmumbai@vsnl.net Compressors Ltd.,
Rupam Building, Minal
Nagar,
VADODARA DIBRUGARH – 786 001
Bharat Pumps & Tel. No. : 0373 – 2314324
Compressors Ltd., E – Mail :
4 Manasmurti Flats, vcjaindib@sancharnet.in
14 J.P. Nagar, Opp. G.E.B.
Colony,
Old Paddara Road,
VADODARA – 390 015 CHENNAI
Tel. No. : 0265 – 2336193 Bharat Pumps &
Compressors Ltd.,
E – Mail :
Gemni Parson Apartment,
bharatpump@sancharnet.in “E” Block, 3rd Floor,
No. 3 Anna Salai,
CHENNAI – 600 006
Tel. / Fax No. : 044 –
NEW DELHI 28257107
E – Mail :
bpcchennai@vsnl.net
13
KOLKATA
Bharat Pumps &
Compressors Ltd.,
Room No. 222,
2nd Floor, Karnani
Mansion,
21 Park Street,
KOLKATA – 700 016
Tel. / Fax No. : 030 –
22269917
E – Mail :
bpckol@sancharnet.in

14
CHAPTER-III

15
 CUSTOMER SATISFACTION

In Time Delivery,
Installation
Commissioning of
Products

Common Long Term

Objective To Preventive
Maximise Profits Maintenance
And Minimise Contract - Low
Cost Of The Cost,
Customer Low Downtime

Just In Time Continuous

Spare Parts And Rapid
Management- Technological
Low Downtime Upgradation

On The Job Training Programme

For Customer Operational &
Maintenance Personnel

RIGHT TO INFORMATION ACT, 2005:

Right to information Act 2005(here-in-after called the act) provide for setting out
the practical regime of Right to information to secure access to information under the
control of public authorities, in order to promote transparency and accountability in the
working of every public authority. Bharat Pumps & Compressors Ltd., Naini, Allahabad
- 211010(India) is a Public sector Enterprise.
POWER AND DUTIES OF OFFICER AND EMPLOYEES:
BPCL is a manufacturing unit and a commercial organisation. Power and duties
of the officials are well defined.

16
DECISION MAKING PROCESS

The company is headed by Managing Director. Various functions of the

organisation are managed by product managers and departmental heads (listed below)
who report to Managing Director.
Pump compressor design
DGM(PDD)

Pump compressor
Pumps and compressors Business
CGM(W) production technology DGM(DESIGN-
unit
TECH)

Pump & compressor

DGM(PCM)
manufacturing
Gas cylinder Business Unit DGM(GCD)
Spares part Business Unit SM (SPCD)
Marketing & EDP GM (Mktg )
Material management & stores GM (MM)
Quality Control & Quality
DGM (QC & QA)
Assurance
Engineering co-ordination &
DGM (PDD & R&D)
R & D.
Financial Services CGM (F S,ROs & CSR) & I/C- CS
Human Development , Welfare
GM (PEX & HD)
& PEX
Workshop services , Plant
GM (CS & PM)
Maintenance and Safety

As company in recent past was drowning so Government allotted some care

takers for some time so as to revive the company and make it a profitable venture, for
that Government decided to set:

• E.I.L. – For Technology

• B.H.L. – For Management
• O.N.G.C. – For Funds.

17
NORMS FOR DISCHARGING FUNCTIONS

• Conformance to systems ,procedures and Govt. guide-lines

• Efficiency and effectiveness in performance
• Good human relationship
• Integrity and fairness in all the matters
• Loyalty to company

RIGHT OF DISCHARGING FUNCTIONS

BPCL has formulated the rules/guide-lines for conducting business in the company.
Some major guiding documents are listed below:

Articles and Memorandum of Association of the company

• Delegation of Powers
• Purchase Manual
• Works Manual
• Conduct, Discipline and Appeal rules
• Standing orders

Personnel policies and administrative orders

• Right To Information Act, 2005

• Power and Duties of Employees
• Decision Making Process
• Norms for Discharge of Functions
• Rights of Discharging Functions
• Statement of Documentation
• Arrangements for Consultation
• Committees for Directions / Guidelines
• Directory of Company Employees
• Monthly Remuneration

18
 • Information Facility for Public
• Public Information Officers
• Other Useful Information

STATEMENT OF THE CATEGORIES OF DOCUMENTATION

BPCL holds the commercial and technical documents regarding business

operation of the company and data related to its employees.

ARRANGEMENTS FOR CONSULTATION

BPCL has interfacing with various Govt. Departments and parliamentary

committees.

COMMITTEES FOR DIRECTION/GUIDE-LINES

BPCL has constituted committees to oversee its operation & provide

directions/guidelines. The meetings of these committees are neither open to public nor
the minutes are accessible to the public.

19
INFORMATION FACILITY FOR PUBLIC

Nil. However company maintains a Library having technical books &

specifications for reference of employees

PUBLIC INFORMATION OFFICERS

Names, Designations and particulars of Public Information Officer.

Mailing Address:
Bharat Pumps & Compressors Ltd
Naini, ALLAHABAD - 211010
Fax : 0532 - 2687075
E-mail : bpclindia@sancharnet.in

Mr. M.Shahabuddin. 91-9935595359

DGM (MKTG)
Public Information Officers Mr. Mohan Kumar 91-9935595377
DGM (GCD)
Senior Public Information Mr. A.K. Mathur, 91-532-2687417
Officer GM(Marketing) 91-9935595369

20
 CORPRATE PHILOSOPHY AND OBJECTIVES

THINK BIG AND GROW BIG

Corporate Objectives
• To increase the profitability through judicious productions.
• To maximise customer satisfaction through effective Redressal of
customer queries and complaints.
• To optimise the utilisation of available resources through comprehensive
ERP Techniques.

MANUFACTURING CAPABILITIES

EVEN PICASSO NEEDED A BRUSH AND A CANVAS

And so does our committed force need an excellent and latest technology
manufacturing infrastructure.

Our manufacturing highlights are

• Modern and sophisticated machine facilities having latest CNC machines,

assembly testing heat treatment and fabrication workshops.
• In-house facilities of non-destructive testing, ultrasonic and chemical
analysis, digital balance machines, most modern boring & honing machines.
• CNG machines for manufacturing of high-pressure industrial and CNG
cylinders.
• Strong testing facilities for reciprocating compressors.
• Sophisticated standard room and modern tool room.

21
TENDER NOTIFICATION

BPT No.
Date of
Descriptio
Notification Date Opening of
n
Bids
461- NON-RETURN VALVE 13.06.2009 04.07.2009
16720892-
264
461- FORGED BAR DIA 280X 15.06.2009 04.07.2009
16510791-
270
461- VANE CELL PUMP 15.06.2009 29.06.2009
2402019-
271
461- CONE. RED./ELBOW 15.06.2009 02.07.2009
16723691-
273
461- SMART LEVEL TRANSMITTER 15.06.2009 02.07.2009
1675279-
274
461- SHIMSET 18.06.2009 29.06.2009
16771343-
277
461- SET OF GASKET 19.06.2009 06.07.2009
16741991-
278

461-18020094- MACHINING OF CONNECTING ROD 19.06.2009 06.07.2009

279
461-18020095- MACHINING OF CONNECTING ROD 19.06.2009 06.07.2009
280
461-1677144- FLEXIBLE RUBBER HOSE ASSLY 20.06.2009 06.07.2009
281
461-16790391- SET OF GASKET 20.06.2009 04.07.2009
282
461-16790392- SET OF GASKET 20.06.2009 04.07.2009
283
461-16790491- COMPLETE MECHANICAL SEAL 20.06.2009 06.07.2009
284
461-16736291- 12 PAIR JUNCTION BOX 20.06.2009 09.07.2009
285
461-16753691- SMART DIFF. PRESSURE TEMP. 20.06.2009 06.07.2009
289
461-2402028- INCREMENTAL SHAFTENCODER 21.06.2009 06.07.2009

22
 291 TYPE
461-16771221- "O" RING ID 65.09 CHARD 21.06.2009 06.07.2009
292
461-16715491- HEX BOLT M14 21.06.2009 06.07.2009
293
461-1675379- SMART TEMP.TRANSMITTER 22.06.2009 09.07.2009
294
461-16783684- SEAL RING PAIR TYPE 22.06.2009 09.07.2009
295
461-2401016- ROTARY ENCODER 22.06.2009 13.07.2009
296
461-2679069- PRESSURE GAUGE 22.06.2009 09.07.2009
297
461-16513783- FLANGE 23.06.2009 09.07.2009
298
461-16510991- FLANGE 25.06.2009 11.07.2009
299
461-1673679- THERMOCOUPLE EXT.CABLE 26.06.2009 11.07.2009
300
461-1304119- TAPER MILLING CUTTER 26.06.2009 11.07.2009
301
461-16510492- FLANGE 26.06.2009 11.07.2009
302
461-16650392- UN MACHINED IMPELLER 26.06.2009 11.07.2009
303
461-16650391- DIFFUSER BOWL 26.06.2009 11.07.2009
304
461-2401018- SEMI CONDUCTOR FUSE 26.06.2009 02.07.2009
305
461-3523028- AIR CONDITIONER 27.06.2009 06.07.2009
307
461-16783382- SEAL RING TYPE T-R 27.06.2009 18.07.2009
308
461-352358- PROVIDING AND FIXING OF 27.06.2009 13.07.2009
309 SLIDING WINDOW
461-1644129- DIP STICK 27.06.2009 02.07.2009
310
461-2402069- COVER OF WATER JACKET FOR 28.06.2009 13.07.2009
311 HYDROLIC
461-3523638- SUPPLY & INSTALLATION OF SME 29.06.2009 11.07.2009
312 BATTERIES
461-3523628- HYDRA AS PER FOLLOWING 29.06.2009 20.07.2009
313 SPECIFICATION

23
461-3523608- LIGHT COMMERCIAL VEHICLE 30.06.2009 20.07.2009
314
461-16715392- FILLY THREADED STUD 30.06.2009 16.07.2009
315
461-1672619- CSS GATE VALVE NB 2" 30.06.2009 16.07.2009
316
461-3101019- THINNER FOR QUENCHING 30.06.2009 04.07.2009
317
461-3102039- HEAT RESISTANT ALUMINIUM 30.06.2009 16.07.2009
318
461-3104129- THREAD BALL RALL 80 GRMS 30.06.2009 16.07.2009
319
461-1673059- 200KW/4P EX(N)IIA IIB SCI 02.07.2009 13.07.2009
320

24
 BOARD OF DIRECTORS

NAME DESIGNATION ADDRESS

PHONE NO EMAIL ID
MANAGING
DIRECTOR,,
MANAGING
B.P.C.L. NAINI, 0532- akjain@bharatpumps.co.in
ABHAY KUMAR DIRECTOR
ALLAHABAD, 2687320
JAIN 211010, INDIA

DIRECTOR B 510 PRAGITI

VIHAR LODHI 011- r.manohar@nic.in
R. MANOHAR ROAD, NEW 23063707
(NOMINEE OF DELHI-110003,
GOVT OF INDIA) INDIA

DIRECTOR 690 ANNA SALAI

PALLESENA 044- prshriram@bhelpssr.co.in
NANDANAM,
RAJGOPAL 24343382
(NOMINEE OF CHENNAI-
SHRIRAM
BHEL) 600035, INDIA

DIRECTOR ONGC TEL

BHAWAN
S. DHANDAPANI
(NOMINEE OF DHERADUN – 0135- sdhandapani53@yahoo.co.in
ONGC) 248003 2793754

7045, SECTOR-B,
DIRECTOR POCKET-10,,
SHYAM 011- s.choubey@eil.co.in
VASANT KUNJ,
CHOUBEY 26101458
(NOMINEE OF EIL) NEW DELHI-
110070, INDIA

HIGHLIGHT

BPC marches ahead with turnover of Rs. 236.36 Corers (Growth 21.4% over last
year) and Profit before tax of Rs. 26.88 Corers for the Financial Year 2008-09

25
CHAPTER-IV

26
 MARKETING PHILOSOPHY

WORK SMART INSTEAD OF WORKING HARD…..

Promotion
Although being a producer of industrial goods, promotional activities are not
found necessary in BPCL. One more reason for this attitude is that BPCL is
pioneer in this industry and its products are well known to its existing potential
customers as of high quality.
Thus its promotional activities are confined to
Frequent participation in trade fairs and exhibition all over world.
• Taking initiative through personal contacts.
• Sending catalogues to potential customers.
• Using consultants-main consultants are:
1. Engineers India ltd.
2. Uhde India ltd.
3. Kellogg international ltd.
4. MECON
5. Humphreys & Glasgow, Mumbai
6. Project & development (I) ltd.
7. Snamprogetti-Italy
8. Tata consultancy services ltd.
9. DCPL, Calcutta
10. Kinetic technology India ltd., Delhi

STRATEGIES / ACTION PLAN

• BPCL have already initiated action for attainment of ISO 9000 certification.
• BPCL is already registered with process consultants and various exports
houses. We are receiving enquiries from EEPC, Mohan Exports and PEC etc.

27
• BPCL has initiated action to become a member of international Trade
Council. Exp.
• As agents are the main contacts with the ultimate customers, we are also
looking for appointing some agents of repute in foreign countries.
• To participate in international trade fairs which are held in India & abroad.
• Contacting ultimate customers and mailing our product leaflet and brochures
to them.
• Improve the level of customer satisfaction be mail questionnaires and
personal discussion. Organising camps at various sites for a limited period listening to
customer’s problems, resolving them and providing technical guidance.
• Presentation to customers / consultants before project sets date through
audiovisual presentation slides / films.
• Tie ups with turnkey contractors.
• Scanning and circulation of tender notices advertised in newspapers,
Government bulletin.

28
 PRODUCTS
Gas Cylinder
• High pressure seamless industrial cylinders.
Pumps & Compressors
• Centrifugal pumps
• Reciprocating piston and plunger pumps
• Reciprocating compressors carbonate and ammonia pumps
• Sucker rod pumping units
• Pumps for nuclear power station application.

BPCL’s marketing cells are situated in

• Vadodara
• Mumbai
• Chennai
• Delhi
• Dibrugarh
• Kolkata

QUALITY POLICY OF BPCL

“BPCL is committed to deliver pumps, compressors, gas cylinders, spares an

services on international quality with continual improvement in delivery performance to
enhance customer satisfaction.”

QUALITY OBJECTIVE
To improve average delivery performance of our products by five percent,
yearly. Target for delivery performance of the year 2004-05 is seventy percent.

29
30
CHAPTER- V

31
 ACCOUNTING POLICIES

FIXED ASSETS
1. Capitalisation
• Land given by the government of Uttar Pradesh is valued notionally at
value shown in the records of land Acquisition officer, Allahabad and the corresponding
amount credited to Capital Reserve Account.
• Fixed Assets are valued at cost including allocation from expenditure
during construction wherever so applicable.
• Capitalisation out of inter plant transfer is made at factory cost
including excise duty.
2. Depreciation
• Depreciation on assets capitalised and put to use and / or sold /
discarded during the year is charged on monthly pro-rata basis.
• Pattern and dies with fabricators, suppliers / contractors and in
stock are depreciated @11.31%.
VALUATION OF INVESTMENT
Investments are valued at cost.
VALUATION OF INVENTORY
Raw materials, components and stores and spares
The pricing of issues of raw materials, components and stores and
spares is done on periodical weighted average cost method.

Loose tools
Loose tools valuing Rs.500/- or above are depreciated @ 20% on written
down value and below Rs.500/- are charged off revenue.
Work in progress
Work in progress of the products manufactured by the company are
valued at absorption cost or estimated realizable value whichever is lower jobs done
internally for use in capital works are valued at factory cost.

32
 Finished goods
Finished goods are valued at absorption cost or realisable value
whichever is lower. Finished goods manufactured against stock orders are valued at
absorption cost.
Advance from customers
Advance from customers include those received with letters of intent /
sale contract and progressive payments received as per contracts during the tendency of
the order.
Miscellaneous expenditure to the extent not written off or adjusted
Deferred Revenue Expenditure:
Techs know how / application engineering charges:
Deferred revenue expenditure of technical know-how fees / application
engineering charges are charged off to profit and loss account as per technical estimates.
Payment under V.R.S.
The ex-grated payment made by the
company under V.R.S. (Voluntary Retirement Scheme) is treated as deferred revenue
expenditure to be charged off to profit and loss account in five equal yearly instalments.
However, the same is charged to profit and loss account in full, in case of receipt of
grant of equivalent amount from Govt. of India.

Claims
By The Company:
Claims for the price escalation on sale contracts, export incentives
and other fiscal incentives etc. are accounted for on accrual basis.

Against The Company:

Liability arising as a result of final assessment in respect of
custom duty, central excise, income tax, sales tax etc. is set up in the books during the
year in which final assessments are made and / or decided.
Contingent liability is accounted for in the year in which it becomes evidentially
estimable and / or crystallised as payable.

33
 Research & Development expenditure
Research & Development expenditure is charged to profit and loss
account in the year of incurrence. However, R&D expenditure on fixed assets is treated
in same way as other fixed assets of the company.

Foreign Exchange
Liability for foreign currency loan and / or deferred credit
payments is realigned at the year’s end exchange rates. Any loss or gain arising thereon
is charged to profit and loss account.
Provisions
Gratuity
The gratuity liability of the company has been taken into account
based on actuarial valuation got done through actuary, at the end of the year.
Leave Encashment
The liability on account of leave encashment of the company has
been taken into account based on actuarial valuation got done through actuary, at the end
of the year.

34
 HUMAN RESOURCE DEVELOPMENT

OUR MUSCLES IS OUR MANPOWER AND IT SHOULD BE GOOD.

BPC is engaged in a wide range of activities, which are design, manufacture,

assembling testing, inspection, dispatch, after sales, commissioning of Pumps &
Compressor and after sale service.
A professional and progressive human resource development approach is what
knits together the BPC family together the BPC family of over 1200 employees.
The policies and practices have been formulated with well structured programme
with objective of developing an organisation that will fulfil, comply with and adopt all
the statutory requirement of Govt. Of India in terms of identifying including, training
and development of Indian Nationals. Strive for total quality management through
human resource development based on their strength and the organisation.

35
DIRECTORY OF COMPANY EMPLOYEES

Details of all the employees are maintained by company.

MONTHLY REMUNERATION RECEIVED BY EACH OF THE COMPANY'S

OFFICERS AND EMPLOYEES (as on 01.07.09) ARE AS BELOW:-
Grade Designation Pay Scale (Rs.) Strength
E9 Managing Director 25750-650-30950 01
E8 Chief General Manager 20500-500-26500 02
E7 General Manager 18500-450-23900 04
E6 Deputy General Manager 17500-400-22300 10
E5 Senior Manager 16000-400-20800 19
E4 Manager 14500-350-18700 24
E3 Deputy Manager 13000-350-18250 77
E2 Senior Engineer 10750-300-16750 23
E1 Engineer 8600-250-14600 28
Total Executives 188
S3 Assistant Engineer 6400-180-10000 49
S2 Supervisor Grade-1 6000-160-9200 00
S1 Chargeman 5600-150-8600 09
Total Supervisors 58
W10 Chief Foreman 8600-250-14600 37
W9 Senior Foreman 6400-180-10000 222
W8 Foreman(W) 6000-160-9680 269
W7 Senior Technician 5600-150-9350 143
W6 HSW 5270-145-8895 49
W5 SKW-I 4925-135-8300 26
W4 SKW-II 4725-125-7850 22
W3 SKW-III 4550-115-7425 12
W2 SSW 4350-100-6850 12
W1 USW 4150-90-6400 18
Total Non-Executives 810
GRAND TOTAL(Executives + Supervisors + Non Executives) = 1056

36
37
CHAPTER-VI

38
 MARKETING DEPARTMENT

Energy is a sector which is vastly flourishing around the world as all the vehicles
and machineries some where or around requires oil. Various companies are indulged in
oil business so as to provide service and furnish their business. Companies indulged in
oil business relates to:
- Oil Exploration
- Oil Refining
The geological section of oil exploration companies search for oil in the block
section. For this purpose they require certain equipments for which they send an enquiry
and pass the tender for the same.
Also oil refining companies while refining oil to extract different forms of oil
from crude oil being provided by Oil Exploration Company, require certain equipment
for which they also send an enquiry and pass the tender for the same. Some of their
requiring equipments are manufactured at BPC, such as Reciprocating pumps,
Centrifugal Pumps, Reciprocating Compressors, etc.
Enquiry is of two types:
- Budgetary
- Firm
In Budgetary enquiry the budget is estimated as to what is the competitive price
and what is the price company can bear and how can company can add a new feature
into the product to create its USP and still making it competitive in its market.
In firm enquiry the enquiry of firms are made that which are the companies who
can provide the equipments meeting the standards, lower price(L1) and other required
specifications
TENDER
A tender is a list of required materials in a specific format as intended by
the desired party. After the firm / company enquiry is being made by the company the

39
tender is being raised or opened so as to invite those companies capable of meeting the
specifications required by the company.

TYPES OF TENDER
- Global
- National
- Limited
- Single
Note: BPC generally uses limited tender.
PARTS OF ENQUIRY
• Commercial
In this commercial terms are decided with the company
• Technical
In this technical terms are decided with the company.
If all the terms are agreed between parties then supplier is being sent a letter of
intent (L.O.I.). Then for furnishing the objective the company distributes the sale order
with help of marketing department to all sections or department of company for
furnishing their orders.

40
 PURCHASE DEPARTMENT (M.P.X.)
The functioning of purchase department initiates from issuing of indent or
requirement slip, in the organisation the purchase is made of:
• Production Items:
- Metallic
- Non Metallic
It includes raw materials, semi finished goods prepared by casting, finished product
• Non Production Items:
- Non Consumables
- Consumables
It includes office stationeries, electricity etc.
If indent budget is below 8 lacks then tender committee B takes decision
regarding purchase of items, it includes managers in the purchase department.
If indent budget is above 8 lacks then tender committee A takes decision
regarding purchase of items, it includes chiefs of marketing department.
Some of the items that are purchased are such as face milling cutters, cooling
systems, oil seal, moulds, wax seals, rubber materials, connectors for tube fittings etc.
Normally enquiry for intent preparation takes 21 days otherwise if urgent
according to the requirement.

PRODUCTION PLANNING (PEX)

In production planning the decision is taken on what would be the procedure for
preparing the product and what would be the methods to be implemented on product
layout is being prepared with the help of list of specifications desired in the order placed
by the customer.
All the production planning is being made so as to what process is to be
performed at what time period with specific time intervals.
Also production techniques are specified, so as to which production technique to
be implemented at what time. So that it can help product developed in a manner to meet
out every possible standard and international standards at the same time.

41
 DESIGN DEPARTMENT

In design department the product’s design is being stipulated in the process.

Design department sends the list of items to production planning department and they
send it to store to check whether items exist or not from the list of items provided. If not
they are being sent to purchase department and from their again tender is being raised.
The vital decision product is being taken by design so as to decide whether
company would be able to produce or manufacture the product with the specifications as
desired by the customer or not.

ASSEMBLY DEPARTMENT
After all the quality check is being done and material is purchased the production
starts in various stages; as products are bulky so various parts of the product is
manufactured separately.
After it is being manufactured, there assembling takes place. And the product is
assembled tested and finalised.
After that inspection is done by an inspector i.e. a third party generally they are
member of a statutory body, if product meets the desired standard a Letter Of
Award( L.O.A.) is being issued by the inspector. And he provides a release note after
getting it packing is done and product is being delivered.
Important Terms
• Bank Guarantee:
If any supplier is contingent in supplying the product then
bank pays the loss.
• Performance Security:
If supplier fails to provide proper service then the bank
pays back the customer.

• Liquidated Damages:
If delivery is late on part of customer of payment then he is
liable to pay back the supplier the compensation and instead if supplier

42
 delays the delivery of the product at a given time then customer is liable
to receive the compensation from supplier leading to deduction in
product’s price.

• Deemed Order:
It is if Indian suppliers get excise free from government in
their product’s delivery with foreign parties so as to increase exports.

SALES DEPARTMENT
STEPS TO PROCESS A SALES ORDER

1. Receipt of sales order from our marketing department and spare parts and
component division (SPCD) (SB).
2. Open a file corresponding to the sale order simultaneously control that file
in file control that file in file control register by sale order no.
3. After receiving the packing list from packing department. We are sending
this packing list after valuation to the market in the case of main product
(RP, CP, & RC) and SPCD in the case of spares of above main product for
the rechecking of valuation.
4. After rechecking the valuation of above packing list, the packing list is sent
to the excise cell of our department for the calculation of excise duty.
5. Preparing excise invoice in five copies for clearing the material from
factory gate, after getting packing list from excise cell.
6. Sending this excise invoice to store department for dispatch of material and
after dispatching the material they send us dispatch documents (GR,
Challan, Invoice Cum Delivery Note first copy i.e. original for buyer.)
7. After getting dispatch documents we are preparing commercial invoice in
ten copies with six forwarding :
1. 3 copy for customer
2. 2 for marketing department
3. 1 for branch
4. 2 for office record

43
5. 1 for master record
6. 1 for consignee
8. After making final commercial invoice we send it our marketing
department as well as SPCD for taking actions to realise the payment.

STEPS TO RECORD COLLECTION AGAINST SALE ORDER

We are getting payment from our customers in following manner:
1. Received directly from the customers in our bank account through EFT
(Electronic Fund Transfer) or by way of CH / DD or
2. Payment collected by our branches and deposited in bank account of BPCL,
Naini or bank account of that branch also
3. If collection made by the bank in the case bank directly credited our account
through EFT
In all the above cases we are preparing BCV (Bank Credit Voucher) for making
book adjustment for payment receive in head office, or received in the nature of Ch / DD
and EFT in Naini Branch after receiving collection advice from our MKTG. department.
We are preparing JV (Journal Voucher) for payment collected and deposited in
Bank account of branches after receiving collection advice.
We are controlling collection advices in collection register and after controlling
the collection we are entering the collection details in to the computer for maintaining
the debtor’s realisation and for management reporting as and when required.
Our Products
1. Reciprocating Pump (RP) & Spares.
2. Centrifugal Pump (CP) & Spares.
3. Reciprocating Compressors (RC) & Spares.
4. Gas Cylinder (GC)

44
 Sales Tax Section
Sales tax is a statutory due which is collected from the customers and paid to the
government on sales made by the company during financial year.
The sales tax section is an integral part of sales section.
Types of Sales Tax:
1. Central Sales Tax (CST) charged @ 2% against form “C” and 4% if form “C” is
not collected from the customers.
2. Value Added Tax (VAT) charged flat @ 4% without any form for any type of
goods sold whether it is RP, CP, RC or GC.
Deposit Of Tax:
The tax collected as above is to be deposited to thee government account as
follows:
1. CST / VAT – Up to every 20th of the following next month if 20th is a holiday
then the day before the 20th. But for the month of March we have to deposit the tax for
the period of 1st march to 0th march on 25th march and for the period from 21st to 31st
march, the tax is to be paid as usual on 20th of following month i.e. April.
2. Interest @ 14% per annum will be charged if the sales tax not deposited in the
stipulated time as mentioned above.
3. The tax is to be deposited on due date without fail ass mentioned above
irrespective of whether the same is collected from our customers or not.
Filing Of Return:
We are required to file the Sales Tax Return within the 20th of every next month
in the prescribed Form No. 24 with annexure ‘A’ & ‘B’ as per the VAT Rules 2008.
Forms required to be produced under CST:
1. ‘C’ – For any central sale.
2. ‘E’ – For transit sales, required to be produced when the goods dispatched to the
other site of the party.
3. ‘F’ – for the transfer of the stock from H.O. to the other branches of the
company.
4. ‘H’ – Used in the course of export.

45
SPECIMEN OF TAX RETURN BEING FILED BY AN EMPLOYEE:
08-NOV-08
TAX RETURN FOR 2008-09
PSL NO: 0184 NAME: MUNNA LAL PH. NO.
DEPT. NO: 150 DESIG: SR ATTDT (W) SCALE CODE: 8PAN NO: ACJPL3781C

BASIC (+) = 95654.26

DA (+) = 90562.80
HRA (+) = 14436.90
CCA (+) = 1845.00
SPL INCREMENT (+) = 1073.57
10% IR (+) = 1400.00

INCENTIVE (+) = 1383.52

ATTENDANCE AWARD(+) = 140.00
NIGHT SHIFT ALLOW (+) = 603.00
LEAVE ENCASHMENT (+) = 10027.85
OTHER INCOME (+) = 26250.00
TOTAL = 243376.90
HRA (REBATE) (-) = 0.00

TOTAL = 243376.90
HBLD. INTT (-) = 0.00
PROFESSIONAL TAX (-) = 0.00
MEDICLAIM (-) = 0.00
HANDICAPT (-) = 0.00

TOTAL = 243376.90

PF (+) = 22116.00
VPF (+) = 30000.00
GLIC (+) = 637.00
LIC PENSION (-) = 0.00
LIC (+) = 0.00
LIC PERSONAL (+) = 34300.00
EDUCATION (+) = 0.00
PPF (+) = 0.00
ULIP (+) = 0.00
HOUSE BUILD LOAN (+) = 0.00
NSC (+) = 0.00
NSC DEEMED (+) = 0.00
IDBI / ICICI (+) = 0.00
TOTAL (TAXABLE) = 156330.00
TOTAL SAVING FOR REBATE = 87053.56

TAX = 633.00
CESS / SURCHARGE = 19.00
NET TAX = 652.00
TAX ALREADY PAID = 0.00
NET PAYABLE TAX = 652.00
NOTE:

46
*IF ANY CHANGE PL. RETURN THE SIGNED FORM BY 20.11.08 IN FINANCE

(SIGN.OF EMPLOYEE)

47
 STORE ( M.S.X.)
Store consists of three sections:
• Receiving Cell
• Transport Cell
• Custody Cell
For which Daily Material Arrival Report is prepared i.e. DMA Report. After
DMA, DR is prepared i.e. Daily Receipt of stores in which location is specified after that
SRV is prepared Store Receipt Voucher and all the copies of SRV are distributed to all
concerned departments.
SRV is maintained in group codes and is matched by material. The store keeper
keeps a watch on the procedure. The entries are made and material’s inventory is
maintained. After all formalities the details are sent to finance department and feedings
are made.
PEX department issues Store Issue Voucher which is are forwarded to work in
progress department. After forwarding material ship the material’s code is matched and
if found true then it is transferred to W.I.P. Custody time to time issues material for
production so that there cannot be any in convenience while production.
In transport cell items are transported in and out of the organisation, if only few
items are there for transporting then BPC sends Their Truck. The terms of payment by
the party in the process of transport are:

• General Receipt (GR)

• Challan
• Excise Gate Pass
GR includes delivery office address, consignment note number, remarks if any,
delivery party or supplier, rates, delivery acknowledgement for facilitation. BPC informs
the supplier through Challan that such and ssuch product is being received with such and
such specifications and all the details of packing are mentioned with agreement by
Senior Manager MSX.

48
CHAPTER-VII

49
 ANALYSIS OF MARKETING PLAN
Tender/Enquiries from Customer

Marketing Department
(Register all Tender)

Design Application Department

Design Estimation Department

Marketing Department
(Preparation Of Offer)

Offer Submitted to Customer

Offer Negotiation
(Commercial terms & condition, Technical quarries if any)

Purchase Order Placed by Customer on Suppliers/Manufactures

Work Order issued to the respective Department

Job Manufactured

Inspection and Testing

Packaging

Departure Of Customer

Equipment Erection and Commissioning

Payment follow up/collection

(Marketing Department)

Troubleshooting

50
 (If Any)

POST ORDER MARKETING FUNCTION

After getting the order the function of marketing department does not end. This
department also monitors the execution of order. After receiving the order the marketing
department gives the order details to the design department to prepare indent, later on
various other departments carry of the functions like purchases, production planning and
control, shop and assembly, technical section and lastly marketing department also carry
on their function of the manufacturing process.
Not only order fetching in the beginning and seeing at the end is the function of
marketing, but execution of orders is also its prime responsibilities.
MARKETING STRATEGY
The main marketing strategy of BPCL is CAPTIVE MARKETING STRATEGY.
In this regard company used to sell their product at low profit or at no profit at loss and
put high price of spare parts of that good to take out margin and losses. That is company
used captive pricing strategy for the growth of sell of company’s product.
PROFIT AND GROWTH STRATEGIES
Prior to the Liberalized Economic Policy, Public Sector Enterprises had the
benefits of price and purchase preference (with no limits) in case of domestic bids and
deemed export benefits in case of ICB bid with the increased competition from private
sector cos. Into Indian Market. The following measures have to be adopted to counter
external threats and offset our weakness.
CREATING OF MARKETING CELL
Marketing cell is fully responsible for:
• Market Survey
• Data Bank maintenance for market demands, business share, competitors
data activities.
• To find market strategies of competitors, their strength and weakness.
• Arrangement of technical seminars for new projects.
• Updating market plans.

51
• Once the order is matured into order, the file will be taken over by
contract execution group.
RELOOKING INTO PRICING POLICY
In view of very tough market conditions and worldwide recession and low order
book position.
• Order will be booked on marginal costing basis.
• Review of pricing policy once order book position improves recovery overheads
from spare parts.
SEPARATE COSTING CENTRES FOR DIFFERENT PRODUCTS
Since machining facilities and labour requirement are different for different
products, separate costing centres shell is created so that the each product price is
competitive as compare to our competitors.
PREORDER PURCHASING ACTIVITIES BY MARKETING
• To have competitive detailed offers for bought outs and major casting.
• To have complete technical details of bought outs before finalization of
order by the customer.
• Sub-ordering time period will be reduced.
• Reduction in overall cost will be assured.
STRENGTHNING OF BRANCH OFFICE
• For day to day dealings with customers and to have latest feedback on
offers and competitors activities.
• To improve upon business relationship with customers and consultants.
AGGRESSIVE MARKETING
• Frequent interaction with end users and consultants.
• Impress upon customers to include conditions in favour of BPCL.
• To impress upon customers to recommend to turnkey bidders for buying
BPCL made equipment only.
• Marketing intelligence reports and takes immediate action on it.

52
SERVICES AND SPARE PARTS
• Prompts after sales services and supply of spare parts.
• Posting of service personnel at major business centres.
• Taking up turnkey projects.
• Will help improve in order book position as well as financial position.
• Will also help to have more orders for as now most of the customers are
going for turnkey jobs rather than having more vendors for different items.
• Tie-ups will be arranged with reputed turnkey bidders.
OPTIMUM SELECTION
Optimum selection of BPC products as well as bought outs to meet customers
requirements.
ENTRY TO THERMAL POWER SECTORS
Since 60% of total pump requirements are from power sectors, entry to this
business give additional business to the tune of 300-500 lacks initially. This will require:
• Simplification of design
• Procurement of casting and manufacturing will be done in batches.
• Tie-ups with BHEL/DCPL and other turnkey contractors.
IMPROVEMENT IN DELIVERIES
• By creating separate market cell for review of ordered.
• Production control sales otherwise.
SALES PROMOTIONAL STRATEGIES
• Maintaining close liaison with government and public sector clients and
consultants.
• Participation in trade delegation, trade fare and exhibitions in India and
abroad.
• Organization seminars and workshops for important users and
consultants.

53
• Improve the level of customer satisfaction by:
• Presentation to customers before projects zero data through audio-visual
presentation.
• Tie-ups with turnkey contractors.
• Scanning and circulation of tender notices advertised in newspaper,
government bulletins.
MARKETING OBJECTIVES
• To achieve a leading position in design, manufacture, testing supply and
creation of equipment for process industries.
• To be a leader in design, manufacture, testing 7 supply of nuclear pumps.
• To improve up market share of centrifugal pumps for refineries,
petrochemicals, fertilizers sectors and other into power sector.
• To develop a team of experts for centrifugal pump engineering, quality
control, production, erection and commission to make available consultancy services so
as to guide and supervise plant performance of other companies.
• To develop system capabilities in executing turnkey projects.

54
 PRODUCTS ANALYSIS

Every product is designed in a particular way – product analysis enables us to

understand the important materials, processing, economic and aesthetic decisions which
are required before any product can be manufactured. An understanding of these
decisions can help us in designing and making for ourselves.
The first take in product analysis is to become familiar with the product! What
does it do? How does it do it? What does it look like? All these questions, and more,
need to be asked before a product can be analyzed. As well as considering the obvious
mechanical (and possibly electrical) requirements, it is also important to consider the
ergonomics, how the design has been made user-friendly and any marketing issues –
these all have an impact on the later design decisions.
CHOOSING THE RIGHT PROCESS
It is all very well to choose the perfect material, but somehow we have to make
something out of it as well! An important part of understanding a product is to consider
how it was made – in other words what manufacturing processes were used and why.
There are 2 important stages to selecting a suitable process:
• Technical Aspect:
- Can we make this product? On time?
- Will the material be available?
- Will it provide desired level of performance? In all circumstances or in a
given condition?
• Economic Aspect:
- What will be the budget?
- Can we make it in proposed budget?
- Will it be a profitable venture?
- What opportunities it will inculcate for the company in world market?

55
 (1) PRODUCT: CENTRIFUGAL PUMPS

RANGE : Capacity up to 12000 m4/hr 7 pressure up to 140 kg./cm2 with

power limited to 2500 KW.

FLUID HANDLED : Demineralised water, sea water, hydrocarbon, nitrogen, LPG.

Carbonate solution; border feed water, Benefited solution,
ammonia, Ligour & slurry.

MAJOR APPLICATION AREAS

FERTILIZERS
• Ammonia Transfer Pumps
• Carbonate Solution Pumps
• Methanol Pumps
• Carbamate Solution Pumps
• Hydrolyser Feed Pumps
• Cooling Tower Pumps
• Molten Urea Pumps
• Benefied Solution Pumps
• Phosphoric Acid Pumps
REFINERIES
• Crude Transfer Pumps
• Product Transfer Pumps
• Heavy Gas Oil (HVGO) Pumps
• Low Sulphur Heavy Stock (LSHS) Pumps
• Vacuum Oil Gas (VOG) Pumps
• Visbreaker Residue Pumps
• Coker Fuel Oil Pumps
• Reduces Crude Oil (RCO) Pumps
• Caustic Solution Pumps

56
 • Slop Oil Pumps
• Bitumen Pumps
• Molten Sulphur Pumps
THERMAL POWER
• Condense Extraction Pumps
• Feed Water Pumps
• Boiler Feed Pumps
• Booster Pumps
• Boiler Recirculation Pumps
• Lube Oil Pumps
CROSS COUNTRY OIL PIPELINES
• Crude Transfer Pumps (Main Line as well as Booster)
• Product Transfer Pumps (Main Line as well as Booster)
• Sump Pumps
NUCLEAR POWER / HEAVY WATER
• Primary Heat Transfer (PHT) Pumps
• Moderate Pumps
• Shut-down Cooling Pumps
• Emergency Core Cooling (ECCS) Pumps
• Canned Motor Pumps
• D.M. Water (containing H2S) Pumps
PETROCHEMICALS
• Aromatic Pumps
• Naphtha Pumps

MAJOR COMPTETORS
* KSB pumps ltd, Pune
* Kirloskar Ebara ltd. Pune
* Sulzer Pumps Pvt. Ltd. Mumbai
* Best & Compton Engg. Ltd. New Delhi

57
 * Worthington Pumps, Calcutta
FACTOR AFFECTING BUSINESS
* Prices
* Deliveries
* Adherence to customer’s requirements/ specialization
* After sales services & spare pates backup
* Government policies

PRESENT MARKET SIZE Rs. 500 Corers

SHARE IN CO. BUSINESS 45%

58
 SWOT ANALYSIS

STRENGTH
• Good engineering capabilities.
• Good design backed by reputed foreign pump manufacturer.
• Good manufacturing & testing facilities.
• Good performance of equipments already supplied.
• Good quality & high degree of reliability.
• Stable industrial relations.
WEAKNESS
• High material & manufacturing cost.
• Delays in deliveries.
• Lack of planning & scientific monitoring of jobs.
• Lack of reliable vendors for casting and other bought outs.
• Inadequate after sales services & delays in resolving customer’s problems.
• Higher fixed costs & administrative expended.
• Lack of aggressive marketing
• Inadequate technology up gradation.
• Poor liquidity position 7 market credibility.

OPPORTUNITIES
• Large investment planned in oil & gas, petrochemical’s refineries, power 7
chemical industries etc. during 8th plan period.
• Growing demand for pumps in all the core sectors.
THREATS
• Entry of foreign suppliers due to recession in world markets.
• Increase competition from Pvt. Sector cost and entry of more & more foreign cos.
into main.

59
• Markets resulting in cut – throat competition
• Dependence on World Bank, other agencies for funds resulting large – scale
import of equipments.
• Project consultants/process licensors imposing preference on Indian customers
leading to imports.
• Foreign cost quoting dumping prices.
• Reduction in customers’ duties has made offers from overseas companies.
• More competitive in comparison to Indian counterparts.
• Due to financial constraints customers going in for turnkey package with credit
package manufacturers/suppliers.
• Our own ex-collaborators are now competing us.
• Ability of foreign companies.
• To quote very competitive price.

60
 (2) PRODUCTS: RECIPROCATING PUMPS

RANGE Maximum pressure – 675 kg/cm2 maximum capacity – 315

m3/hr

LIQUID Drilling mode, cementing slurry, crud oil steam, condensate,

HANDLED heavy water, fatty aid, ammonium carbonate, liquid ammonia,
water injection.

FERTILIZERS

• Ammonia Reactor Feed Pumps

• Carbonate Feed Pumps
• Wash Pumps
REFINERIES

• Sulphodizing Chemicals Pumps

• Secondary Seal Oil Pumps

OIL AND GAS EXPLORATION

• Crude Transfer Pumps
• Crude Transportation Pumps
• Effluent Pumps
• Water Injection Pumps
• Drilling Mud Pumps
• Work Over Rig Pumps
• Cementing Slurry Pumps

61
 • Sucker Rod Pumps
STEEL AND OTHERS
• Hydraulic Press
• Hydro-blasting Pumps
• De-scaling Pumps

MAJOR COMPETITORS

Plunger pumps Ongersoll Rand Ahmedabad

Matriplex, Coimbatore
Goma Engg. Mumbai
Larsen & turbo ltd. Mumbai
Mid pumps Bhel, Hyderabad
SRP units Simplex, Bhilai
New standard engg. Mumbai
Greaves cotton & co. ltd. Ahmedabad
Naveen engg. New Delhi
Cementing units Tractors India ltd. Calcutta

FACTORS AFFECTING BUSINESS

• Prices
• Deliveries
• Technology
• After sales services & spares parts back up
• Govt. policy (e.g. hiring of chartered drilling rings)
PRESENT MARKET SIZE : Rs. 2200 lacks
SHARE IN CO. BUSINESS : 40%

SWOT ANALISIS
STRENGTH

62
• Good engineering capabilities.
• Good design backed by reputed foreign pump manufacturer.
• Good manufacturing & testing facilities.
• Good performance of equipments already supplied.
• Good quality & high degree of reliability.
• Stable industrial relations.

WEAKNESS
• High material & manufacturing cost.
• Delays in deliveries.
• Lack of planning & scientific monitoring of jobs.
• Lack of reliable vendors for casting and other bought outs.
• Inadequate after sales services & delays in resolving customer’s problems.
• Higher fixed costs & administrative expended.
• Lack of aggressive marketing
• Inadequate technology up gradation.
• Poor liquidity position 7 market credibility.

OPPORTUNITIES
• Large investment planned in oil & gas, petrochemical’s refineries, power 7
chemical industries etc. during 8th plan period.
• Growing demand for pumps in all the core sectors.
THREATS
• Entry of foreign suppliers due to recession in world markets.
• Increase competition from Pvt. Sector cost and entry of more & more foreign cos.
into main.
• Markets resulting in cut – throat competition
• Dependence on World Bank, other agencies for funds resulting large – scale
import of equipments.

63
• Project consultants/process licensors imposing preference on Indian customers
leading to imports.
• Foreign cost quoting dumping prices.
• Reduction in customers’ duties has made offers from overseas Companies.
• More competitive in comparison to Indian counterparts.
• Due to financial constraints customers going in for turnkey package with credit
package manufacturers/suppliers.
• Our own ex-collaborators are now competing us.
• Ability of foreign companies.
• To quote very competitive price.
• Eliminating domestic bidders
• Prices preference available earlier may be dropped in public company
• Increasing competition from private sector companies

(3) PRODUCT: RECIPROCATING COMPRESSORS

64
RANGE Maximum pressure -450 kg./cm2
Maximum pressure -450 kg./cm2
Maximum power – 25,000 Kw
GASES HANDLED Air nitrogen, oxygen, hydrogen, carbon Di- oxide,
hydrocarbons, ammonia, syntheses gas, hydrogen- sulphate
coal gas etc.

FERTILIZERS

• Synthesis gas compressor for Ammonia plants.

• Ammonia Refrigeration Compressor for Ammonia plants.
• Carbon Di–Oxide compressor for Ammonia plants.
• Oxo-Syn gas makes up and recycles services for methanol plants.
• Hydrogen & Hydro-carbon service for Caprolactum plants.
• Natural Gas Compressors for Urea Plants.
• Bone Dry Nitrogen Compressors
REFINERIES

• Make up Hydrogen service for Hydrocracker plants.

• Crude overhead gas service for CDU plants.
• LPG bottling service compressors for LPG bottling plants.
• Source Gas service for Hydrocracker plants.
• Propane De-asphalting plants.

OIL & GAS EXPLORATION

• Injection Air Compressor for Combustion plants.

• Associated Gas Compressor for LPG Extraction plants.
• Crude Overhead Gas Compressor for Natural Gas.
• Booster Service Compressors for Natural Gas.
• Gas Lift Service Compressor for Natural Gas.
• Gas injection service compressor for Natural Gas storage.

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 • Air compressors for well activation service.
• Condense off gas service for Gas sweetening plants.
• Propane Gas service for Gas processing plant.
PETROCHEMICALS

• Pacol compressors for lab plants.

• Hydrocarbon Compressors for LAB plants.
• Vent gas compressors for Gas Cracker Complex
• Ethylene primary compressors for Poly ethylene plants
• Xylene Compressors for Isomerisation

CNG FOR AUTOMOTIVES

• Compressed Natural Gas (CNG) refilling stations.

OTHERS

• High pressure air compressor for Air separation plants.

• Synthesis gas compressor for Heavy Water projects.
• Oxygen compressors for Steel plants.
• Coal Gas compressor for Coal Gasification plants.
• Coal gas compressor for Gas Distribution Network.
MAJOR COMPTETORS

• Ingersoll rand, India/USA

• Atlas copaco, India/Belgium
• K.G. khosla, faridabad
• Novo pig none, Italy
• Worthington, USA
• Kirlosker pneumatics, pune
• Regal international, USA
• Hitachi, Japan

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 • Cooper engineering USA

FACTOR AFFECTING BUSINESS

• Prices
• Deliveries
• Technology
• After sales services & spare parts back up
• Govt. policies
MARKET SHARE: 70%
PRESENT MARKET SIZE Rs. 160 COROR
SHARE IN CO. BUSINESS: 70

SWOT ANALYSIS

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 STRENGTH
• Good design backed up by reputed foreign pump manufacture
• Good performance of equipment already supplied
• Good quality & high degree of reliability
• Good reference as more than 200 compressors gad been already supplied

WEAKNESS
• High material & material manufacturing cost
• delays in deliveries
• Lack of sufficient design and engg. Expertise
• Very low value addition.
• Limited experience leading to lack of optimum selection.
• Lack of planning & scientific monitoring of jobs.
• Inadequate after sales services & delays in resolving customer’s problem
• Lack of aggressive marketing
• Lack to technology up gradation
• Poor liquidity position & marker credibility
• Reference to BIFR
• Enhancement in no. of site problem.
OPPORTUNITIES
• Very good requirement of compressors exist from GAIL, ONGC, IOCL, IBP,
Hydrocracker Projects Fertilizers & petrochemicals project large investment
envisages in these sector during 8th plan period.
THREATS
• Entry if foreign suppliers due to recession in the world market.
• Competition from ex-collaboration.
• Dependence on the world – bank, other agencies of fine result in large scale
import equipments
• Project consultants/process licensers imposing preference on Indian customer.
• Foreign cos. Quoting dumping prices

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 • Reduction in customer duties has made offer from overseas companies.
• Due to financial constraints customers are going in for turnkey package of credit
package thus altogether
• More competitive in comparison on Indian Customer.

(4) PRODUCT: GAS CYLINDERS

RANGE Maximum pressure 150 to 400 kg/cm2

GASES HANDELES O2, N2, H2, AIR, HE, CO2, N2O2, NH3, CL2, LPG,
CNG.
LPG CPMPOSITION PROPANE & BUTANE
CNG COMPTESSED NATURAL GAS.
COMPOSITION – HYDRA CARBON CONDODT OF 80
TO 90% OF METHANE IN GAS FROM
MAJOR COMPETITORS:
• Everest kanto cylinder ltd.
• Maruti katsu cylinder pvt. Ltd.
MARKET SHARE : 10 TO 15%
PRESENT MARKET SIZE : RS 150 CRORE
SHARE IN CO. BUSINESS : 10%

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SWOT ANALYSIS
STRENGTHS
• Good design backed by reputes foreign pump manufacture
• Good manufacture & testing facilities.
• Good quality & high degree of reliability.
WEAKNESS
• High material & manufacturing cost.
• Lack of aggressive marketing.
OPPORTUNITIES
• Requirement of gas cylinder exist from BPCL, ONGC, NTPC, NPCIL, TELCO,
BHEL & for Delhi Transport (CNG) Gas cylinders.
THREATS
• Entry of foreign suppliers due to recession in the world market.
• Project consultants.
• Preference on Indian customers.

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 PRODUCTS TYPE

READY SOLUTIONS FOR MOST OF THE REQUIREMENTS

A) CENTRIFUGAL PUMPS
BPCL offers a wide range of pumps types conforming to latest API 610
edition available in various size and ideally suited for use in process and allied
industrial such as:
• Petrochemicals
• Chemicals
• Fertilizers
• Thermal Power
• Crude and Product Petroleum Pipelines
• Pipeline Services for crude and refined petroleum transportation
• Nuclear Power Plants
• Off-Shore Oil Exploration
• Refineries
• Booster Services

NUCLEAR PUMPS:
BPCL developed moderator pumps model VN400X75
(mechanical seal type) and emergency core cooling pump model VBN 430X16 for
235MW Nuclear Power Plants.
For more advanced technology BPCL after absorption of technology from
Pumps Gruinard, France is manufacturing a comprehensive product time for Nuclear
Pumps required for 235 MW and 500 MW Nuclear Power Plants..

B) RECIPROCATING PUMPS:

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 BPCL design and manufacture custom built Reciprocating pumps
confirming to API(674) latest edition available in various sizes for a wide range
of applications for handling a variety of liquids such as Petroleum, Crude, Mud,
Ammonia, Carbamate, Cementing Slurry, DM – Water Condensate.
These pumps are basically required for services such as:
• Oil Exploration and Refining
• BPCL offers crude transfer pumps/Effluent injection pumps/Water recycle
pumps/Drilling mud pumps/Work over rig pumps/Cementing slurry
pumps/Sucker rod pumping units for such services.

FERTILIZERS:
In this area, BPCL offer Ammonia Reactor Feed Pumps, Carbamate Feed
Pumps and H.P.Wash Pumps.

REFINERIES:
In this area, BPCL offer sulfadizing Chemical Pumps wash water pumps
and wax hydro finishing units.
NUCLEAR POWER PLANTS:
• TRIPLEX PLUNGER PUMPS:
• QUINTUPLEX PLUNGER PUMPS:
• TRIPLEX MUD PUMPS:

C) RECIPROCATING COMPRESSORS:
BPCL design and manufacture custom built Reciprocating Compressors for a
wide range of applications/gases such as:
• Ammonia synthesis (N2+3H2), Carbon di-oxide, Ethylene, Natural gas (CNG),
Hydrocarbon mixtures, Ammonia, Oxygen, air etc.
• Maximum power rating is 25000KW and the discharge pressure is up to
450kg/cm2.
• BPCL enjoys the unique privilege of having shared with its ex-collaborator M/s
Nuevo Pig none, Italy a world-renowned giant having vast experience in this
field.

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RECIPROCATING COMPRESSORS SERVE THE FOLLOWING SECTOR:
• Fertilisers
• Refineries
• Oil & Gas exploration and refining
• Petrochemicals
• CNG for automotives
• Air Separation Plants
• Heavy water projects
• Steel plants
• Gas distributor plants
• Oxygen plants.

HIGH PRESSURE INDUSTRIAL SEAMLESS GAS CYLINDERS

BPCL also design and manufacture high pressure industrial gas cylinders
required for various applications in the industries.
HIGH PRESSURE GAS CYLINDERS
Application: For storage of oxygen, argon, hydrogen, nitrogen, methane,
helium, air etc.
HIGH PRESSURE LIQUIFIED GAS CYLINDERS
Application: For storage of Carbon Di-Oxide (CO2) and Nitrous Oxide
(N2O).
Filling pressure: 150kg/cm2
Code: IS 7285 (PT-III): 2004
Material: C-Mn Alloy steel.
CNG/ON BOARD CYLINDERS
Application: For storage and transportation of Compressed Natural Gas
Test Pressure: 340kg/cm2
Filling Pressure: 204kg/cm2
Code: IS: 15490:2004
Material: CR-MO Alloy Steel
CNG CASCADES

73
Volumetric: 1000 litres to 4800 litres (water capacity)
Working Pressure: 365kg/cm2 and more
Test Pressure: 447kg/cm2
Code: IS – 7285(PT-II):2004
Material: CR-MO Alloy Steel

74
 ANALYSIS OF COMPETETION
PRODUCT ANALYSIS OF CENTRIFUGAL PUMPS
S.No. Competitive Factors BPC KSB Sulzer Kirloskar Flowmore Others
Of Ebara
01 Quality A A C B C C
02 Technology A A B A B B
03 Price C B A A A A
04 Delivery Performance B B A A A B
05 Sales Promotion C A B A A B
06 Market Share 20% 20% 20% 15% 10% 15%

BPC
KSB
Sulzer
Kirloskar of Ebara
Flowmore
Others

TTotal Market Share of Centrifugal Pumps in India

PRODUCT ANALYSIS OF RECIPROCATING PUMPS

S.No. Competitive Factors BPC METRIPLEX L&T Others

01 Quality A C B B
02 Technology A C B B
03 Price B A B A
04 Delivery Performance A B A A
05 Sales Promotion B A B B
06 Market Share 40% 5% 10% 45%

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 BPC
METRIPLEX
L&T
Others

TTotal Market Share of Reciprocating Pumps in India

PRODUCT ANALYSIS OF RECIPROCATING COMPRESSORS

S.No. Competitive Factors BPC IR KGK Atlas Copco Others

01 Quality A A C B B
02 Technology A A C B C
03 Price C B A B B
04 Delivery Performance A A A B B
05 Sales Promotion B A B A B
06 Market Share 25% 15% 10% 10% 40%

BPC
IR
KGK
Atlas Copco
Others

TTotal Market Share of Reciprocating Compressors in India

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PRODUCT ANALYSIS OF HIGH PRESSURE CYLINDERS
S.No. Competitive Factors BPC Everskanto Maruti Others

01 Quality A A B B
02 Technology A A A A
03 Price B A A A
04 Delivery Performance C A A B
05 Sales Promotion C A A B
06 Market Share 20% 35% 30% 15%

BPC
Everskanto
Maruti
Others

Total Market Share of High Pressure Cylinders in India

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 BROAD CUSTOMER PROFILE

(1) PRODUCT: CENTRIFUGAL PUMP

(A) REFINERY AND PETROCHEMICAL
• Indian oil corporation ltd.
• Bharat petroleum corporation ltd
• Cochin refineries ltd.
• Indo Burma petroleum co ltd.
• Mangalore refinery & petrochemicals limited.
• Tamil Nadu Petri-product ltd, Bongaigaon.
• Reliance petroleum.
• Essar oil & refinery
• Haldia petrochemicals.
(B) FERTILIZERS
• Fertilizer corp. of India ltd.
• Hindustan fertilizer corp. ltd.
• Indian farmer’s corp. ltd.
• Nagarjuna fertilizer & chemicals lid, Hyderabad
• Gujarat Narmada valley fertilizers co. ltd., Baroda.
• Hindustan Lever ltd.
• Tata chemicals limited.
• National chemicals ltd.
• Indian explosive ltd., Kanpur
• Rashtriya chemicals& fertilizers ltd.
• Krishak bharti co-operative ltd., Hazaria
• Fact, cochin
• Bindal Agro
• Chambal fertilizers
(C) OILS & GAS

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 • Oil & natural gas corporation ltd.
• Gas authority of India ltd.
• Oil India ltd.
(D) THERMAL POWER
• National thermal power corp.
• Harduaganj thermal power station
• Captive power plant
• Namrup thermal power station
• Neyveli lignite Corp. ltd.
(E) ATOMIC ENERGY
• atomic energy commission
• Nuclear power corp. ltd.
• Heavy water projects at : Talcher, Manu guru, Tuticorin.
• Bhabha atomic research centre.
• Indira Gandhi centre for atomic research
(F) OTHER INDUSTRIAL SECTOR
• National aluminium co, ltd.
• Steel authority lf India ltd, : Bokaro, Bhilai, Riurkela, Vizag
• Central coal fields led., Giddi
• Kerala news print & paper ltd.
• Bharat heavy plate & vessels ltd., Visakhapatnum.
• Rashtriya Ispat Nigam ltd., Vizag.
• Hindustan Zinc ltd. Vizag.

(2) PRODUCT: RECIPROCATING PUMPS:

(A) REFINERIES & PETROCHEMICALS
• India oil corp. ltd.
• Mangalore refinery & petrochemicals ltd.
• Madras refinery ltd., madras
• Indian petrochemicals ltd.

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(B) FERTILIZERS
• Fertilizers corp. of India ltd.
• Hindustan fertilizers corp. of India ltd.
• National fertilizers ltd.
• Indian farmers fertilizers co-operative ltd.
• Fact-cochin
• Indian explosive ltd., Kanpur
• Krishak Bharti co-operative ltd., Hazira
• Rourkela steel plant Rourkela
• Indo- gulf fertilizers & chemical corp. ltd.
• Tata chemicals ltd. Bavaria
(C) OIL & GAS
• Oil & natural gas commission
• GAS authority of India ltd.
• Oil India ltd.
(D) OTHER INDUSTRIAL PROJECTS
• Coal India ltd.
• Steel authority of India ltd. Bokaro, Bhilai, Rourkela, Vizag

80
 PRODUCT COLLABORATION

PRODUCT COLLABORATORS PERIOD

NAME
Centrifugal Pump M/s Pumps Guinard France March 72 to March 82
Nuclear M/s Pumps Guinard France March 85 to December 95
Reciprocating Compressor M/s Nuovo Pig none, March 72 to March 82
Reciprocating Pumps M/s USS Oil Well, USA March 72 to March 82
Carhamete & Ammonia M/s Uraca Pumpenfabrik November 81 to November 91
Pumps Germany
Cementing Units M/s B.J. Highes, USA January 85 to January 95
Gas Cylinders M/s Showa Koatsu Kogyo Co. March 72 to March 82
Ltd. Japan
Porous Mass M/s Yokohama Chemical March 72 to March 82
Japan
Porous Mass (Upgrade) M/s Coyne Cylinder Co. Ltd. July 85 to July 95
USA

CONSULTANTS

• Engineers India ltd.

• Uhde India ltd.
• Kellogg international ltd.
• MECON
• Humphreys & Glasgow, Mumbai
• Project & development (I) ltd.
• Snamprogetti-Italy
• Tata consultancy ltd.
• DCPL, Calcutta
• Kinetic technology India ltd., Delhi

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 EXPORTS
1. Objective:
Situation Government of India in its new industrial policy has great emphasis on
exports in all spheres including engineering goods. In view of this BPCL should
immediately explore possibilities for export and services.
The recent devaluation of rupees and the rupees convertibility will help BPCL to
be more competitive. It is true that immediate returns will not accrue, but
certainly it will help BPCL in the export business in the long run.
Once we enter into export market handling of foreign turnkey bidders, will be
easier and they will be attached towards BPCL automatically.
2. Scope for export:
Pumps and compressors are being manufactured with latest design
and technology. Once quality and delivery is maintained entry into export market
will not be difficult with little additional efforts. Export market exists for
following products Centrifugal and Reciprocating pumps, Reciprocating
Compressors, Gas Cylinders finished castings, components for pumps and
compressors. Target market for above items exists in following countries Middle
East and African countries such as Arabia, UAF, Iraq, Uganda, Philippines,
Nigeria, Sudan, South East Asian Countries such as Romania, Russia etc.
Neighbouring countries such as Bangladesh, Sri Lanka and Nepal etc.

3. Past performance:
(a) 10 numbers centrifugal pumps to Romania during 1984-85 of value Rs.
17 lacks
(b) 1500 nos. gas cylinders to Oman and Kuwait during 1970-80
(c) BPCL has executed an order for 12000 oxygen and 11000 DA cylinders.
Valuing Rs. 1000 lacks for Algeria through Mhan Exports India Ltd.

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CHAPTER-VIII

83
 CONCLUSION

It is felt that the company is now better geared to manage its order execution
cycle more satisfactorily orbit this assessment is based on an analysis of its currents
order book log position. A security of its recent operational and financial performance a
study of orientation related to order execution also due consciences has been taken of the
series of systematic improvement recently implement by the company.
The main objective attained from the study of marketing plan and product
analysis is to grow the company (BPCL) in following areas:
• Grow its Capital in Market
• Sustain and Grow its Market Share
• Grow Performance Wise.
• Understand and meet out Customer Demands
• Create Goodwill
• Improving Technology
• Becoming a leader in Design, Manufacturing, Testing, Supply of Pumps and
Compressors.
• Attain Share in Foreign Market, also.
In the absence of proper marketing plan and analysis company may lose in all
above mentioned areas. Thus for growth of economic, social health of the organisation in
local and global market proper designing and analysis of marketing plan must be
carefully and effectively conducted to gain desirable results.
BPCL is also participating in international trade fairs which are held in India &
abroad as a strategic policy of its marketing planning to cover the national and
international market.
The systems are mostly in place though some process simplifications have to be
carried out and certain procedural redundancies need to be remained. The company also
need to make the inter-department co-ordination and effective in addition BPCL must be
completely responsible for internal follow up as well as service as a single paint contact
with the client.

84
 It is felt that the company is now better geared to manage its order execution
cycle more satisfactorily; this assessment is based on an analysis of its current order
book log position. A security of its recent operational and financial performance a study
of orientation related to order execution also due consciences has been taken of the series
of systematic improvement recently implemented by the company.

85
 SUGGESTIONS
In the report we have seen the graph of order booking targets and sales turnover.
In the graph of order booking we have seen that the order for our product is increasing
year. It means that with the increase of order to target. We have efficiency of the
organisation; we have to improve on certain points:
• Cost efficiency:
To get the achievement of cost efficiency we have to keep certain
points in our mind they are resale of scraps, inventory management, work
distribution.
• Profit generation:
In the SWOT analysis we have seen there is a great opportunity
products, these can be turnkey for the company. The company should try to work
on export. They should lay more emphasis on export.
• Improving technology:
There is no doubt that the product of company is not good.
But from time to time the regular improvement of the technology. It improves the
quality of the product as well as save the time.
• Becoming a global player:
With the last dealings we can conclude that the company had
satisfy there maximum customers. After those dealings the company should try
to get a good name in India as well as in international market.
• Employee handling:
Generally we have seen that in the maximum government sectors
there is lack of professionalism. It means that we have to make an environment
of work in the company. The company should try to motivate the worker to
become punctual and loyal for the company.

86
 BIBLIOGRAPHY

Bibliography refers to the sources through which information has been retrieved
in my project development:

Books:

Philip Kotler, Marketing management, Pearson education, New Delhi,

seventh Indian print 2005.

Websites:
• http://google.com
• http://bharatpumps.co.in
• http://altavista.com
• http://hindustantimes.com
• http://indianexpress.com

87
ANNEXURE

88