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1: COMMERCIAL DEPARTMENT
One of the main departments in the UB beer manufacturing is the Commercial department. It plays major role in procurements; storage and distribution of raw, semi finished and finished goods. The structure of commercial department is been represented through an organizational chart below:
STRUCTURE OF COMMERCIAL DEPARTMENT
Reports and records maintained by the commercial and administration department: Daily bottle report Daily essential material stock report, basic raw materials & packaging
materials. Daily Inventory Status
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FUNCTIONS OF COMMERCIAL DEPARTMENT
Commercial department helps in collecting the information of the vendors. The department has the authority to issue orders for the purchases of all the materials and services and oversight of purchasing. The mission of purchase department is to provide business support and customer service. It is the department that handles raw materials used in production beer. Based on the requirements for production, a production plan id made for the production of different brands once in 3 months and again plan is worked out on monthly basis.
Procurement function: The organization has two different committees for efficient functioning of the department. 1. C.P.C- Central Procurement Committee: where the purchase manager
reports to the head of supply chain and in return reports Director Finance or Executive finance. 2. U.P.C- Unit Procurement Committee: this is the committee where the
executives report to the Purchase Manager and in turn Purchase Manager reports to the Head of manufacturing.
Procurement policy In order to procure quality raw materials, goods and services at least cost we require the support of our supplier partners. It is important therefore to negotiate and transact our procurement relationships in an open, transparent and fair manner to ensure that we become a customer of first choice to all our potential suppliers. Our policies and procedures for procurement must also, not only are robust, but workable and capable of delivering continuous improvement in our procurement activities.Above all it is paramount that our integrity as individuals as well as a business cannot be drawn into question by any of our stakeholders. Page | 46
Consequently to ensure that these objectives are achieved we have drafted the attached procurement policy for immediate implementation.
The Policy Framework The Policy Framework outlined in the subsequent chapters has been conceived keeping in view the specific nature and objective of United Breweries Limited (UBL), its dimensions and growth potential. United breweries limited materials management function has objectives of more specific character. These include:
Cost reduction Control of Financial commitments Control of negotiations To provide information and assistance in the specialized Materials
Management field to top management and other operating groups.
Adherence to the profit objective as a goal and motivation requires prudence in judging the best value for the money spent. A logical balance exists between the price and value in use. A production operation about to halt for lack of material or supplies emphasizes the close relationship existing between cost and value. Purchasing has the important objective of supporting the operating systems of the company. delegated to the purchasing function includes: Identification and Selection of vendors Obtaining prices Negotiation and finalization of contracts Settlement of disputes arising out of contracts Vendor relations Follow-up on delivery schedules Responsibility fully
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Objective of this policy manual: To define responsibility and authority to ensure authenticity and effectiveness.
Appraise other functions the Purchasing department’s objectives. Help to promote consistent and fair relations with vendors old and new. Facilitate uniform action by all the purchasing personnel in dealing with personnel both within and outside the company.
Standardize purchasing procedure. Facilitate audit of the function.
CODE OF ETHICS The Company attaches the greatest importance to ethics and integrity in dealing with suppliers by not only the purchase officers/managers but by all employees of the Company who deal with the suppliers.Purchasing people must be above the suspicion of unethical behavior at all times and under all circumstances.
Ethics have a prominent place in the conduct of purchasing. Problems of ethics are ever present in commercial transactions and must be handled in a sound and generally acceptable manner if the Company and individual involved are to prosper and command respect in the trade.To do this requires strict adherence to a sound code of ethics. The Company expects all such employees to strictly observe the following code of ethics. 1. To consider, first the interest of his Company in all transactions and carry out and believe in its established policies. 2. To buy without prejudice, seeking to obtain the maximum ultimate value for each rupee of expenditure. 3. To strive consistently for knowledge of the materials and processes of manufacture.
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6. Page | 49 . Negotiation and approval of contracts in the best interest of the company. selling and all commercial transactions. 7. Act as Company’s spokesman on all matters pertaining to purchasing. so far as conditions will permit to all who call on legitimate business missions. Consolidate purchase of like or common items to obtain maximum economical benefits. 8. Institute reports necessary to permit analysis of department performance. ORGANIZATION OF THE MATERIALS MANAGEMENT FUNCTION The head of Materials function has various responsibilities which include: To develop strategies and define policies from time to time with respect to: Purchasing Inventory Control Vendor Development Disposal Management purchasing procedure throughout the Company – Co-ordinate Standardization of documents. To avoid any willful negligence. 5. wrongful doing or attach any motive to his/her actions which would either mislead the management and / or misconstrue any event leading to financial damage or loss to Company’s image. To accord and prompt courteous reception. To counsel and assist fellow purchasing agents in the performance of their duties whenever occasion permits. Formulate and administer training programs for the development of personnel suitable for promotion within the company. To subscribe and work for honesty and truth in buying. Non-compliance to this code of ethics by any employee would be considered as misconduct and may invite severe disciplinary action.4. Disseminate to other departments information designed to promote efficient operation of the functions. act of misrepresentation.
Prepare Annual Operating budgets. financial position and prime structures are adequate considerations as logical sources of supply. Strive to achieve standardization of materials throughout the company. Objectives Integrated team working for common objectives Improving profitability by reducing cost of materials Better inventory control to reduce the carrying cost Efficient management of materials in terms of slow moving and non-moving / obsolete items to reduce write offs. Purchases shall be made from qualified manufacturers whose reputation. obsolete stocks. Conduct periodic Audit of unit purchase function and vendors to verify adherence to norms. Teamwork through: Communication Objectivity Information Responsible/Responsive Customer orientation Interaction with users/quality value analysis/market intelligence skill. equipments and services how to obtain saving through improved specifications. Arrange for the disposal of surplus materials. Page | 50 . Study markets to analyze prices paid for materials. Co-operate with units to maintain inventories at a satisfactory level. accuracy of records and physical stock.
valid for a period of minimum one year. For all items. the Company should have minimum three approved vendors and approval and evaluation from purchase committee for approved vendors. supplies and services when required at the lowest economic cost. Sourcing: Procurement of materials should be done in the following order of preference: Manufacturers Authorized dealers and Traders Purchase from traders is to be discouraged and made only in exceptional cases and stores items only. Proprietary packaging materials developed specifically for UBL be procured through long term contract. with the exception of monopoly items where three vendors may not be available. Share of business should normally be given more to the most competitive vendor (after considering any set off benefit available under Sales Tax Laws) provided quality and other parameters are comparable. equipments. Policies: The general policy of the Organization is to procure materials. Page | 51 .
The quality of goods and services provided by the vendors. Page | 52 . The UB also has the talented activity of collecting raw materials of good quality during the season. It has the standard norms for purchasing raw materials which is prescribed the UB Group. Based on the delivery schedule for the goods and other materials. Whether the company is registered with the Registrar and related information about the supplying company. The UB also has its own agricultural activity in producing barley raw materials required for the manufacturing of beer.Selection of vendors: The company has its own procedure for selection of vendors based on certain criteria: Whether the manufacturing process is approved by standard organizations or not. Based on the support to the company after procurement.
a. quality & price of the goods at proper intervals Page | 53 . SELECTION PROCEDURE OF NEW VENDOR MATERIAL PLANNING Get the details of the items to be procured from respective departments Ask supplier for the quotations Evaluation of the new supplier’s Inspection of the new supplier’s facility quotation.4.1. Negotiation with the new supplier for the required Quality Delivery Procedure & Price Decision of the supplier & up gradation of supplier’s list Prepare the purchase orders & send to suppliers Follow the supplier for the material. delivery Inspect the materials received and give feed back to the supplier about the material Rate the supplier depending upon the delivery time.
Stock in hand and Desired stock level as may be prescribed by the Inventory policy. Page | 54 . storage capacity.Category of materials Raw Materials Packing Materials Capital Assets. Machinery & Land Consumables Stationary items Procurement planning: The most important planning tool for manufacturing is the sales projections provided by the Sales and Marketing on a monthly basis. Stock of Malt and Hops to be maintained depends on the availability of materials. The cost effectiveness is to be calculated based on the prevailing price and trend analysis. Material Requirement Plan will be prepared by each respective unit and will be based on the Quarterly rolling projection plan. production dates and lead times and the production capacity available at each unit. Material Requirement Planning [MRP] should be prepared based on the following: Rolling quarterly Production Plan derived from Sales and Dispatch Plan. fund availability and cost effectiveness of each item. The volume to be manufactured in respect of each brand and size is decided in conjunction with the planned quantities of end products.Plant.
b PURCHASE PROCESS Production planning Purchase Schedule Procurement Daily Schedule Daily Collections Stores Issue to Production Page | 55 .PURCHASE GUIDELINES Suppliers evaluation In depth knowledge should be acquired about suppliers in the following areas: Capacities Quality Lead Time Financial Standing Pricing Policy Delivery Reliability Ability to innovate Location / Logistic Openness to share information and allow plant inspection 4.1.
The edifice of successful inventory management is thus dictated by the accuracy of stock administrations and storage conditions.Stock control needs to produce for each item answers to the questions: (i) (ii) (iii) What quantities will be required ? When should we order for more ? What quantity should we order ? For efficient Management of Inventory the following information should be accurately stored: Stock items code / description Recorder level Reorder quantity Quantity in stock Record of quantity issued or sold to date Goods received to date Quantity on order List of approved Vendors Prices of all the items bought Lead time required for procurement Stock Accounting Accurate Stock Accounting is of paramount importance in effective Management of Inventory. Stock Administrations task is to: Book and report receipt and issuance of goods Arranging quality control Checking warehousing costs Page | 56 . A successful business enterprise can continually deprive itself of substantial amount of profits as a result of poor or improper inventory controls.INVENTORY MANAGEMENT & STORAGE It is no exaggeration in stating that inventories can either make or break a Company.
complex and ever changing. Cartons. Select the best mode of transport. At the same time the stored goods must be readily accessible and must be rapidly located. Basic Requirements: Delivery and dispatch of goods must not cause obstructions in terms of space and time Goods must be stored in well arranged readily accessible and checkable manner Storage in this way means brief waiting and prevents loss of stock due to over filled shelves The goods should be stored in groups eg. Spell out responsibility for filing claims in the event of loss. Establish the responsibility for payment of freight charges. The issue of transportation is The following aspects should be clearly identified and considered. Ensure full truck loads or optimum size for shipment Draw material from the closest point of availability to reduce the cost of transport and transit time. damage or delays Page | 57 .Storage: The objective is the storage of goods without loss of quality during storage period. in standard storage units making optimum use of location and space. labels The principle of First in – First out (FIFO) should be chosen The goods should not be moved in the warehouse several times TRANSPORTATION As the cost of transportation is so closely related to the cost of goods purchased it seems logical that we should concern ourselves with the degree of control that is exercised over them.
DISPOSAL MANAGEMENT The Material Department is also responsible for the disposal of scrap and waste. 3. 2. the person-incharge of Material Department should normally consider the following procedures in the order listed: Use within own Company Return to the supplier Sale to outside Company Sale to dealers or brokers Raw Materials Procured: 1. 4. Proper disposal does not mean just selling by proper classifications to a dealer. When a unit is considering disposal of material. Malt Broken rice Hops Maize Flakes Sugar Packaging Materials Procured: Cartons Labels & Foils Crowns Containers /Bottles Page | 58 . Proper disposal procedure can result in most profitable activities. 5. Select the type of service to be used based on the period of time available for transport between the expected shipping date and the required delivery date.
Financial Management is concerned with the management decisions that results in the acquisition & financing long term and short term. Objectives: Avoiding capital blocking Maintaining adequate funds Minimizing risk Profit maximization Searching efficient sources of funds Page | 59 . It deals with the acquisition of specific assets the selection of specific liability as well as size and growth of an enterprise. The function and activities carried out by this department include finance management and maintaining books of accounts.4. records and other supporting documents. Basic requirement for an organization for existence and survival is found or finance.2: FINANCE DEPARTMENT STUCTURE OF ACCOUNTS DEPARTMENT MANAGER FINANACE EXECUTIVE MIS OFFICER PAYABLES CASHIER OFFICER TAXATION Finance is the life blood of any organization.
sales tax. sales tax. excise duty and other statutory provisions and procedures Final reports presentation REPORTS AND RECORDS MAINTAINED Brewery monthly report. suppliers.Roles of Finance Manager : Annual Budgeting Monthly budgeting Managing Management Information System Statutory audits Internal audits Planning and Managing funds Directing and controlling funds Minimizing losses to the company Responsibilities and Duties Arranging and disbursement of funds. daily. head office.. inter unit. Cash management Working capital management Maintenance of books of accounts and records Internal and external audit Compliance with income tax. monthly and yearly statutory reports and return such as income tax. governmental and statutory payments etc. TDS. Page | 60 . a summary of all the activities of a month in the unit.. inter group. Cash flow statement. TCS etc.. fortnightly.
4. measuring and test equipments installed on process equipments Documenting. predictive and breakdown of the plant.3: GENERAL ENGINEERING AND MAINTENANCE DEPARTMENT This department is in charge of taking care of the machineries and equipments in the unit. evaluating and reviewing maintenance objectives The department takes care of the following service units: Boiling House Power generator Pump House Water Treatment Plant Capital expenditure works of the unit is controlled and maintained by this division Reports and Records Maintained: Generator log book Boiler log book Pump House log book History of every machines and equipments in the unit Page | 61 . Spare parts management and tooling management Analyze the down time and review maintenance schedules and checklist Control of inspection. Duties and Responsibilities: Planning and carrying out preventive.
3.4. MANAGER/ PLANT ENGINEER MECHANICAL ELECTRICAL WAREHOUSE OPERATIORS OPERATORS EXECUTIVE WAREHOUSE FOREMANS FITTER WELDER DG OPERATOR FOREMAN ELECTRICIAN Page | 62 .a STRUCTURE OF MAINTENANCE DEPARTMENT SR.
Production of beer Packaging of beer Objectives: To follow up the daily production schedule as per the plan To maintain the ethical standards and safety of employees To maintain production cost as low as possible To upgrade technical efficiency of production To maintain integrated relationship with all other department To maintain the quality of the product Page | 63 . The main function of this department is ensuring that the best quality of beer is manufactured. It acts as the main centre of whole organization by converting the raw materials it to finished products. ice beer and others are manufactured Two important tasks of production department: 1. Bangalore on the basis of which the brands like kingfisher. Permit generation plan is issued by the Head office. This department is responsible in carrying out the production activity evenly and in most efficient manner. 2.4.4: PRODUCTION DEPARTMENT Production department plays a vital role in the entire organisation.
Quality Analysis: On an hourly basis samples are analyzed and ensured that the beer is produced according to the norms and standards. Visually identifying nonconforming or suspect material or product and bins or areas containing them. Planning and controlling production continually monitoring the process capability of all the processes and take corrective action wherever necessary to achieve the required and higher levels of capability Identification of production during different stages of manufacture. Quality and process control: it involves the control of the whole manufacturing starting from raw material to the bottling of beer. Maintaining inspection and test status during manufacturing or processing of product. Reducing wastage: wastage is minimized by effective utilization of chillness and proper temperature. approving and maintaining effectiveness of the procedures on Process Control. Reports and records maintained: Brew House log book Shift wise tank report Wort collection log book Yeast pitching log book Yeast analysis report Filter log book CO2 plant Tank log book Page | 64 .Duties and Responsibilities: Production Scheduling Reviewing.
Raw materials used: Malt Barley Rise flakes Broken rice Maize Flakes Sugar Hops For packaging: Cartons Labels & Foils Crowns Containers /Bottles 4.4.a ORGANISATION STRUCTURE OF PROCESS / PACKAGING HEAD BREWER BREWING/PROCESS PACKAGING SHIFT BREWER OPERATORS SHIFT EXECUTIVE HELPERS OPERATORS HELPERS Page | 65 .
4.4.b ORGANISATION STRUCTURE OF QUALITY CONTROL DEPARTMENT MANAGER QUALITY EXECUTIVEQUALITY OFFICER QUALITY CHEMIST LAB ASSISTANT Page | 66 .
It is to satisfy customer’s demands. PGP instruction in given and controlled from the Head office located in Bangalore. research.4. OBJECTIVES of marketing are: To study customer need and wants in well defined market segments To satisfy customer wants as the business exists only due to existence of customer demands Increase of sales and revenue To distribute the products in time To maximize product variety and customer choice To take care of sales and dispatching products properly Overcoming customer complaints To look after the central excise matters pertaining to the sales pertaining to the sales of departments Page | 67 .5: MARKETING DEPARTMENT Marketing is the comprehensive term which includes all resources and a set of activities necessary to direct and facilitate the flow of goods from producer to customer in the process of distribution. finance and management are tools for marketing. It is the creation and delivery standard of living to society. Human efforts. marketing. The company first determines customer wants and figures out how to make the delivery of product to satisfy those wants. The main AIMS OF MARKETING are: Target market Customer needs Integrated marketing Profitability. UB Ltd has the centralized marketing department where all the activities concerned with the advertisement.
Each market segment can be selected as market target to be reached. Market segmentation: Market segment is the meaningful buyer group having similar requirement. product planning & strategy are corner stone’s of marketing program. So it helps in formulating specific segment of the market so that supply will have best co-relation with demand. Since UBL is having different product range its main aim in product planning involves maintaining quality and satisfy the demand according to the market needs. Market segmentation also gives format recognition to facts that the requirements of customers are different in quality and quantity. Segmentation is customer oriented marketing strategy. As different brands of the company are well established and accepted all over on the basis of quality. hence product planning is of less importance. Page | 68 . The requirement of each segment can access to have better penetration in the market. The product policy. To develop winning offers for each market segments To measure company image and customer satisfaction on a continuous basis They urge all company departments to be customer friendly Product planning: The product planning is the most tangible & important single component of marketing. Product planning is the strategy for marketing its product. Market segmentation is to achieve maximum market response from limited marketing resources.
These are guidelines to carryout pricing strategy. It aims at making available products to the end consumers. There are several factors like demand and supply. Prices are revised on the basis of raw material cost. Pricing policy may change or adopt themselves with the changing objectives & changing environment of the market. change in supply and demand. Page | 69 . According to the Government policies any alcoholic drinks cannot be directly distributed. distribution is the crucial part of marketing process of the whole business concern.Pricing policy: The pricing policy provides general frame work within which managerial decisions are made on pricing the products. Karnataka Beer Market is fully controlled by the Karnataka State Beverages Corporation ltd. (K S B C L) a government of Karnataka undertaking. which takes the responsibility and authority of distributing the beer. The companies first sell all the produced quantity of beer to the respective State Governments and later based on the requirements by local bars and wine shops beer is distributed from excise bonded ware house. competition. price of competitors are also considered before pricing the decisions: Sales volume Profit margin Rate of return Trade margin New product development UB Ltd has adopted appropriate pricing policy. As said. and change in government policies. CHANNELS OF DISTRIBUTION The channels of distribution is a set of interdependent institution participating in marketing activities involved in movement of goods from primary producers to ultimate customers.
B has arranged promo prowl in the bars to promote Jaguar beer. Online facility for promoting and facilitating the sale of product.The UB Ltd. Promotion of products: Beer receipts (food served with beer used as an ingredient in preparing food) The company is stepping up with its profile with product placements in movies. UB also sponsors and organizes a number of events in the fields of football./KBDL unit manufactures beer on the basis of the permit granted by the KSBCL & supplies the beer produced according to their requirement. U.kingfishernetshop.000 ltrs of water in Mumbai city) Kingfisher was the official sponsor of Habba Food Court. “King of good times” at the marathon (42 kms.. brand promotion etc. 26000 participation.. Logging on to www. 70. The small 330ml pack of Kingfisher Strong was launched in MP UB Export-LNS pint Display Contest in the bars Page | 70 . Kingfisher line has been extended to trendy and stylish footwear collection. fashion shows. Kingfisher raids Goa beaches during the New year celebrations. horse race. are taken care of by Bangalore Head Office of the United Breweries Limited. The other aspects of marketing such as advertising.com gives detailed information of UB’s brands and product. music contests etc. to increase awareness of its brands.
Two types of labels are used on bottles: a) b) c) Neck Label Body Label Back Label Packaging: Packaging is very important to make sure the product safety till it reaches the customer. Packaging of the products will be handled by packaging sections. motive. cartons are used with the brand names printed on it 4. This tells about products briefly & other information about the same. The following are the various modes of advertising media used: a) b) Sales promotions Place advertising Billboards Public places Labeling: Labeling is one of the major roles of marketing department.5. It aims at communicating to the customer about the availability of the products.a DEPARTMENTAL HIERARCHY MARKETING MANAGER BRANCH SALES MANGERS ASSISTANT SALES MANAGERS MARKETING EXECUTIVES Page | 71 . Form packaging. the central theme.Advertising: Advertising is the very important marketing functions. or idea of advertising which tells the potential customer what the advertised product or service offers and why it should be purchased.
Daily visit to factory shop floor to ensure the adherence of safety and security. skill and experience.6 HUMAN RESUORCE DPARTMENT [Personnel & Administration] Personal department Duties and responsibilities: Daily review of attendance Salary and wages Statutory returns such as PF. Attendance/absenteeism report. Performance appraisal. REPORT AND RECPORDS MAINTAINED Training registrar. ESI. Training schedule. Loan and ret Page | 72 . Salaries and wages report. Overtime analysis. Recruitment of workers. Feed back report. Safety and security in the organization Motivation and empowerment of employees. Communicate and liaison with external agencies as per Company requirements.4. Employee education. Training and workers development programs. return registrar. Maintaining competency requirements for each category of job. ESI and TDS. PF.
4.a RECRUITMENT Identifying And Planning The Human Resource Needs Input: Systems changes leading to requirement of manpower Start Manpower requiremen ttttt Requirement from Department Head Yes Transfer Personal contacts Collecting Biodata’s Internal Breweries Division No Job specification & responsibilities Data bank Consultants Advertiseme nt Screening Bio-data’s Sending call letters Before conducting interviews/ Obtain Issuing employment form appointme nt letters Induction program Shortlisting Giving offer and getting acceptance of offer On the job training Joining Report End Page | 73 .ROLE OF HR IN QUALITY SYSTEM PROCEDURE FOR HUMAN RESOURCE AND TRAINING : Ensure the recruitments are conducted whenever need arises Identifying training needs Ensure that training activities are carried out as per the plan. Maintaining records related to training Analyze effectiveness of training.6.
2.1. Experience. Output: Identified Manpower requirement RECRUITMENT Input: Manpower requirement 1. HR In charge shall arrange for the interview of all the candidates by DVP/CE 4. System changes and requirements for continuous improvement of quality performance of the organization in all its activities. Based on the Application forms received. The manpower requirements shall be identified by the respective Department heads. 3. etc. HR In charge shall collect the applications from the following Sources a) Advertisements b) Consultants. HR in charge prepare a personal file of the employee. Page | 74 . c) Employee reference 2. which shall contain the details like Qualification. HR In charge shall organize the Interview and communicate accordingly to the applicant.. Out Put: Employment offer letter and Personal file. The manpower requirements also shall be identified through Management review Meetings conducted by the MR. Based on the selected candidate list given by the DVP/CE HR in charge shall communicate the selected employee through offer letter 5. after receiving the acknowledgement from the employee. 3. Interview comments. The Human resource needs are identified & planned based on the Competency.
LTA facilities. On the job information Answer all queries Follow up at the end of the 1. Medical. 6. various facilities Leave. Meet Colleagues/Superiors He/she is introduced to colleagues and superiors In the department 7. On the job information To define duties and responsibility 4. Introduction of the Company Brief history of the group. Welcome the new employee day End Welcome the new employee in the organisation 2.4. Filling in forms To get forms filled like joining letter/form/provident Fund form etc.b Induction Program Start Relevant information regarding various facilities Welcome new employee Meet colleagues and superiors Introduction of company Filling in forms etc. key personnel organisation Chart 3. Relevant information viz.6. Page | 75 . Follow up The induction is followed at the end of the to find out whether he/she is comfortable. Answer all queries All queries are answered in details at the end of the day 8. transportation and Canteen facilities/entitlement 5.
have been consultants at McKinsey & Co at that time. Strategy. Tom Peters and Robert Waterman. These are the “Levers” which the executives use to influence complex and large organizations. skill.7 Mc KINSEY’S 7S FRAMEWORK Structure Strategy Systems Shared Values Skill Style Staff The 7-S-Model is better known as McKinsey 7-S. Page | 76 . staff and shared values can be seen as the “software Companies in which these soft elements are present are usually more successful at the implementation of the strategy. there was a concern effort on the part of the originators of the model to coin the managerial variables with cords beginning with the letter ‘S’ so as to increase the communication power of the model. This is because the two persons who developed this model.4. MCKINSEY’S 7S FRAMEWORK McKinsey’s 7S Model states that there are 7 basic dimensions. structure and systems can be considered the “hardware” of success while style. which represent the core of managerial activities. Obviously.
reporting lines. Structure: the basic organization of the company. Strategy: the direction and scope of the company over the long term. trained and motivated. Page | 77 . its departments. areas of expertise and responsibility (and how they inter-relate). Style: the leadership approach of top management and the company's overall operating approach. Ultimately they guide employees towards 'valued' behavior. Staff: the company's people resources and how they are developed. What it does best. Skills: the capabilities and competencies that exist within the company. through to the systems at the point of contact with the customer. Systems: formal and informal procedures that govern everyday activity. Shared values: the values and beliefs of the company. covering everything from management information systems.
Setting up of green field breweries and brewery acquisitions are part of our overall growth strategy. UBL’s strategic objective is to continue to improve and consolidate its position in the brewery market and aim to achieve this by implementing the following strategies: To continue to grow ahead of the domestic brewery market and increase market share from the present 39% in the Indian beer market to over 50% in the next 3 years. the Kingfisher brand and to introduce new brands over the next 24 months to cater to the emerging market segment.7.4. To continue investment behind brands particularly. Page | 78 .i: STRATEGY: Strategy is the choice of direction and action of the company adopt to achieve its objectives in a competitive situation. To focus on increasing captive capacity at owned manufacturing facilities and reduce the dependence on the contract brewing arrangements.
B from a small beer manufacturer to a 4th largest liquor manufacturing group in the world. step by step.B has always concentrated upon developing meaningful relationships with them. By consistently enhancing and delivering higher value to the share holders. U. U. In the process the clients have gained. where everybody gets higher value for its money and. is its locus on earning the customers trust and the respect of the share holders. more importantly. U. satisfaction. Building a brighter future. The top & middle Page | 79 .B’s parlance it is known as win-win situation. over and above its technological and infrastructural strengths. U.ii: SHARED VALUES: Amongst the various reasons that have transformed U. By understanding the needs of its clients more accurately. an expanding product portfolio and ever widening reach across the world all bear testimony to U. with determination made of steel and vision of extraordinary clarity.B has tried to partner their growth.B’s untiring efforts in transforming associations into enduring relationships. it has earned the respect of the investor community. The company culture is informal. It encourages & let individuals pursue creative & innovative approaches to their work. In U.B has expanded its clientele in India and abroad. stakeholders have gained and also the employees and other associates. These values have great meaning because they focus attention & provide a broader sense of purpose. A burgeoning clientele. The core or Fundamental values that are widely shared in the organization & serve as guiding principles that are important.7.4. From customers to employees.B nurtures a culture of openness and transparency in all its endeavors.
iii: STRUCTURE: Organizational structure refers to formal hierarchical relationship & positional arrangement it deals with how members communicate with others. The company has a centralized marketing department which takes care of the marketing research and activities of the company and meets the expected demand. manufacturing. and stores. Latter the hierarchy is divided into various functional areas like engineering. Each individual in the organization is motivated so that each feel the responsibility of the working & tries to put in efforts for the innovative ideas. quality. finance and accounts. what roles he performs. Where the whole team is headed by Chairmen under him Board ofs Directors and MD.management tend to be totally accessible encourage debate & discuss towards the problem. 4. Rules & procedures existing to guide the activities of members as part of organization. The communication flows from top to bottom easily and it helps to achieve the goals of the company. The company mainly focuses on the quality. how information flows. The company has vertical organizational structure. personal and administration. They emphasize on the people They try to lead the market with their new cost effective strategies & brand itself acts as a huge reputation in the market. commercial.7. Page | 80 . placing the right quality at the right time in the right place.
Keep track of the events & announcements Web Links Intranet Participation in Surveys Discussion Forum Access information on regarding the business SKILL MATRIX Level 0 1 Description Criteria Symbol Cannot do Insufficient knowledge or experience to perform to standard Knows all elements of task Can do the basics Has fully reviewed instructions Reference materials and is familiar with tools of the job Has received instruction from a level 4 instructor Has performed task currently before a level 4 instructor 2 3 4 Can do Qualified by level 4 instructor fully Can teach Has taught or audited another person’s others how work within 90 days to do Page | 81 .7. The management has successfully implemented Knowledge Management System called “Sampark “in order to withstand the fierce competition & also to improve the skills of the employees.iv: SKILLS Skills refer to the fact that employees have the skills needed to carry out the company’s strategy.4. It consists of the following features: They can share views.
it is generally bottom up.4. Now if we take the top down approach what happens is at the end of every financial year the managing director along with the vice president’s meet and discusses the different plans and various strategies for coming financial year. when the concept takes a reasonable shape it is taken to the top level management for approval. but it is only with the consultation with various lower level departments who are actually in charge of the particular tasks.7.Hence we can say the decision making involves a mix of the top down as well as bottom up approach. To conclude the style of functioning it can be said that the company follows the participative kind of leadership style. The style of operation is a mixture of both top down and bottom up. Strategic initiative generally comes from the top management. ideas. There is always constant Page | 82 . These strategies are intimated to the people lower down. The suggestions. The top level sets out various plans. opinions provided by the subordinates are taken into consideration while setting out the plans.They come up with certain plans and these plans are provided to the various lower level departments. The company makes us truly global and allows us to build unique relationship between customers. But when it comes to marketing initiatives. These lower levels or the bottom level is provided with the complete freedom to design the various processes to achieve the various plans. There are instances where middle level or lower level department will come up with some ideas or strategies and will work on it. If the top management is convinced with the concept then it will ask them to go ahead with it.v: STYLE: Style refers to the employees shared and common way of thinking and behaving – written norms of behavior and thought. The top management decide on the strategy to come up with.
it is taken to the vice president of marketing for approval. deployed and develop their current position. recognition. retention. future up-gradation etc. Page | 83 . trained them well and assigned them to the right jobs. Once it has taken shape. Suppose the company has to make certain marketing strategies then the middle level employees comes up with some strategies. seminars. STAFF TRAINING The organization recognizes that the effectiveness of its professional staff is largely dependent upon sound staff training.communication down and up and the managers completely trust the subordinates and have confidence in them with respect to various matters. Employees are the functional unit of the organization. reward.7. If the strategy is approved by the top management. training. placement. induction everything is important for the organization staff deals with the process by which employees are recruited.then they are given a go ahead 4. As part of this staff training.. the organization encourages staff to participate in classes. and trainings that will enhance the knowledge and performance of its staff. Paid time off for training purposes must have prior approval by the employee's supervisor. Their selection. Selection.vi: STAFF Staff means that the company has hired able people. Trainings that are required by the organization will be paid by organization. Staff will be reimbursed for such training when funds are available with prior approval by the Executive Director and in conjunction with an individual's work plan. training. motivation and assignment to appropriate work are the key issues.
KRA setting and How to conduct appraisal are the topics which are covered on first and second day respectively. It helps appraisers for KRA setting and review meetings.vii: SYSTEMS: Formal structured system of measuring & evaluating employee’s job related behaviors & outcomes Environmental Management Systems Supplier Quality Management system General Purchase Order Execution system Just-in-time (JIT) Purchasing System Vendor managed inventory system (VMI) Knowledge Management System Annual tender system E.4. right from operational level to strategic level. It is useful to both appraisers as well as appraisees.7. Page | 84 . It helps appraisees as they get to know the whole procedure of KRA setting and the review which is useful for them during review discussions.Bitting System Inventory control system Performance management system Step 1: Communication Workshop: Communication workshop is conducted in months of May or June every year. This workshop is conducted for two days. It is compulsory for all employees.
if any.Step 2: KRA setting: Measurable goals for every individual.e. leadership competencies and strengths of the appraisee. Performance appraisal is a one to one discussion between the appraiser & the appraisee about * * Performance based on goals set & results achieved Training and the developmental needs for the employee. Mid – term reviews are done with a view to know how much goals the appraisee has achieved. Page | 85 . Each KRA set has a weightage and the total of weightages is 100%. KRAs are set after discussion between superior i. Each individual has 3 to 5 KRAs. Employee & Superior together fill up the appraisal form based on which the assessment is carried out. Step 3: Mid – Term Review: Mid – term reviews are conducted in the month of October. Appraisees are reviewed on the basis of achievement of KRAs. Level of Performance (LOP) and Measure of Performance (MOP) are decided at the time of setting KRAs. appraisee. assessment of significant tasks other than KRAs. Step 4: Performance Appraisal (Review): Performance appraisal or reviews are done in the month of May. appraiser and subordinate i. All the targets i. Performance with respect of KRAs forms a basis for the calculation of Performance payout amount for an individual. There is a particular format in which KRAs are set .e. If the appraisee has failed to achieve the targeted level then the superior can have a discussion with the appraisee regarding this and the reason for not achieving the desired level of performance is found out. linked with the business goals are set before the beginning of the financial year.e.
Helps in identifying Areas for Improvement. Agree / Generate Data for actions relating to Increments. Page | 86 . If they are normally distributed. Following points explain the very purpose of Performance Dialogue: • The appraiser and the appraisee together review overall performance of an individual against agreed targets. then Corporate HR department contacts the relevant departments and then after discussion. Step 5: Feedback and Counseling: Superior gives the feedback to the subordinate immediately after the final performance appraisal. The next step that the Corporate HR department takes after collecting all performance appraisals is checking whether all the performance appraisals are normally distributed. • • • etc. final letters are sent to the employees on 1st August every year. Promotions. to validate transparency & fairness of the appraisal process. Provides development opportunities for the growth of people.At the end of the appraisal process employee’s comment on the process of appraisal feedback is recorded.
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