ACKNOWLEDGEMENT

First of all I thank to God whose blessings make me possible for making my summer training report and greatly thanks to my parents whose support makes me possible for doing this work. Industrial Practical Training is a period to strengthen our theoretical, practical & technical concepts, which enhances our skills in the field of technology. I feel my first and foremost duty to express my deep sense of gratitude and pay my genuinely sincere thanks to Sh. P.K. Sharma (General Manager ), D.S. Sodhi ( Assistant Manager Sales ), P.K. Gaur ( Incharge Production & Planning, Project guide ) and all the other esteemed person for allowing us to undergo training in this prestigious organization. The faith and confidence they have kept in me has without their abiding inspiration, generous guidance and encouragement, the work would not have successfully accomplished. I present my most special thank to them for their ample help in undertaking the respective work. I shall be failing in my duty if I do not thank all those people of various departments of NEW GERTON WOOLLEN MILLS, DHARIWAL who were the most willing and co-operative subjects for tests relating to the study. At the last but not the least I am deeply indebted to the management and staff of the NEW EGERTON WOOLLEN MILLS, DHARIWAL (Punjab) for their

encouragement and support.

Jatinder Singh MBA(IIIrd Sem)

Contents Sr. No. Particulars Page No.

INTRODUCTOIN TO THE GROWTH OF THE WOOLLEN MILLS IN INDIA

In 1876, five residents of Kanpur namely, Mr. George Allen, Mr. W.E. Cooper, Mr. Bevan Petman, Dr. Condon and Mr. Gavin S. Jones erected a small mill for the manufacture, chiefly of army blankets. The original plant appears to have consisted of Cards and mules, followed by handlooms in the Weaving and a power driven Finishing plant. This company, which was known as "The Woollen Mills, Cawnpore," continued until 1882, after which it was converted into a Public Company with limited liability under the new Indian Companies Act. The name of the new Company was "THE CAWNPORE WOOLLEN MILLS AND ARMY CLOTHS

MANUFACTURING CO., LTD." - a name which it continued till 1914, when opportunity of a change in the capital structure of the Company was taken to alter the name to "The Cawnpore Woollen Mills Co. Ltd." During the early years of the Limited Company's existence, the private company of Messrs. Cooper Allen & Co., under the guidance of Mr. William Cooper and Mr. George Allen, acted as Managing Agents, but they resigned this position at the end of 1888 and thereafter the Company managed its own affairs under a Board of Directors. The turning point in the Company's fortunes was the appointment, as Manager in 1884, of Mr. A. McRobert, who afterwards became Sir Alexander MacRobert, Bart., K.B.E., LL.D., who continued to direct the affairs of the Company until his death in 1922. Throughout his management of the Cawnpore Woollen Mills there was a period of continued expansion. To the original Woollen Plant was added a Worsted Plant in the late 1880's also a Felt-making Plant, and, to absorb the excess

worsted yarns which the plant was capable of producing, a Hosiery Plant, and Power Looms with a fully equipped Finishing Plant to follow were gradually installed. The lines of development were thus laid down at a very early date, and expansion continued along these lines until the end of the First World War. Thereafter, a gradual change in plant became necessary to meet the increased demand for finer quality goods which had sprung up all over India and, while limitations of space precluded any large extension of building, it was possible to obtain greater efficiency by regrouping of the plant and the buildings which were then available. The company suffered a grave setback in 1910 when a serious fire broke out which smoldered for several months. The damage was largely confined to the godowns containing the company's manufactured goods and the bulk of its stocks of raw materials, but fortunately the Manufacturing Plant was, with the exception of some handlooms, largely untouched. The loss, therefore, although severe, did not greatly affect the working of the Mills, which was soon in a position again to enter the market. During 1910 and 1911 a large rebuilding programme had been taken in hand and this was completed in 1912, and the buildings then erected contain the bulk of the Manufacturing Plant. In the years 1914-18, as during the whole of the present War, the entire productive capacity of the Mills was placed at the disposal of Government. and was utilized under orders issued by the Government of India.

In the year 1920, The British India Corporation was established and registered as a Limited Company, managed by a Board of Directors. The corporation was formed with the specific object of combining and amalgamating under one Board of Directors, the following businesses with effect from 1st of January, 1920.

1. Cawnpore Woollen Mills co. LALIMLI, Kanpur (Estd. in 1876) 2. Cooper Allen & Co. Ltd., Kanpur (Estd. in 1881) 3. North Tennery Co. Ltd., Kanpur (Estd. in 1881) 4. New Egerton Woollen Mills Co. Ltd., Dhariwal, Punjab (1882) 5. Cawnpore Engineering Co. Ltd., KAKOMI, Kanpur (Estd. in 1882) 6. Empire engineering co. Ltd., Kanpur (Estd. in 1894) The fortunes of the company, and along with it, its unit Lalimli, continued to score new heights under the British Regime. It was during the 2nd World War that the mills were worked to full capacity so as to fulfill the larger demand of Woollen Cloth for the British Armed Forces and this was probably the period when Lal-imli achieved peak performance in terms of production and capacity utilization. But by the time the war was over, the writing on the wall was clear that sooner or later the British would have to leave India.

The then management thus lost interest in the progress and development of the woollen units and all activities of expansion and updating of plant and machinery received a set back. The Indian private management which took over from the Britishers also did not take any effective measures towards restoring the mills to their normal health. The fortunes of the units thus continued to waver.

In 1956 when Sri Haridas Mundra was the Chairman of the company a scam involving the issue of duplicate share certificates took place which snow-balled into a

major national issue. The scam took such proportions that it had effects on the Government Exchequer and the then Finance Minister Sri T.T. Krishnamachari had to resign, over the issue.

As a result of the Mundra Scam, the Board of Directors of BIC was dissolved and a fresh Board of Directors was constituted by the High Court of Allahabad. Sri H.S. Chaturvedi Retd. Judge was appointed as Chairman of BIC, and the Vice Chancellor of Banaras Hindu University became the Vice Chairman.

In 1961-62 The British India Corporation acquired M/s. Begg Sutherland and Co. by purchasing shares of the company and thus took over the entire control and management of the Corporation. This corporation was owning six companies viz. 1. The Elgin Mills Co. Ltd. 2. Cawnpore Textile Ltd. 3. Saran Engineering Co. Ltd. 4. Kanpur Sugar Works 5. Chamapran Sugar Works During the 1970s the downward slide of the company continued and the mills started inching towards sickness. By the year 1980 the mills were almost on the verge of closure. To avoid such a disastrous end to the pioneers of the Woollen Industry, BIC was taken over by the Govt. of India on 11th June, 1981 by a special act of the Parliament "The British India Corporation Ltd. (Acquisition of Shares) Act, 1981." The private shares of the company was thus acquired by the Government of India, The Govt. took corrective measures in the form of partial doses of modernization to pull BIC out of doldrums, but the same proved ineffective. The company continued to

incur losses specially because the modalities of nationalization did not address the issue of old liabilities which continued to exist. Even the loans taken by the private management prior to nationalization continued to get compounded resulting in massive accrual of liabilities. The rate at which such liabilities continued to grow was definitely much higher than the company’sactivities,

As the company continued to incur losses, it was referred to the Board for Industrial and Financial Reconstruction (BIFR) on 31st March, 1991 under the provisions of S.I.C.A. Presently the rehabilitation package, for the revival of the company, approved by the BIFR is under implementation.

British India Corporation British India Corporation Limited (BIC) is a Public Sector Undertaking (PSU) of the Government of India. The company manufactures textiles for both civilian and armed forces consumption. Headquartered in Kanpur, BIC operates two woollen mills in Kanpur and Dhariwal (Punjab). The company employs over 2,700 people and had aggregated revenues of INRConvert|3726|l in fiscal 2006.

MISSION To cater the demands of woolen and worsted goods to Indian Defense Forces, Paramilitary Forces, Government Bodies and Indian Citizens with quality and on market compatible prices.

OBJECTIVES OF THE CORPORATION

1. To contribute at our best in fulfilling the big demand of Woollen and Worsted goods of Defence and Para-military Forces, Government Bodies and our Civilians vis-à-vis Private Sector. 2. Being a Public Sector unit to act as a factor for the Government to rein in the Private Sector lest it should exploit the monopoly in the market. 3. To create the marketing opportunities in the virgin areas of the Market. 4. To create a suitable environment and facility for proper R&D work to propel the prospects of our Products in the Market. 5. To enable us as a Brand Ambassador of the Government regarding Woollen goods in the market since we have the oldest legacy of woolen products in the nation. 6. To discharge the social responsibilities of an organization with due directions of the Government.

THE BRITISH INDIA CORPORATION was registered as a Limited Company on the 24th February, 1920. It was founded by the late Sir Alexander Mac Robert. The corporation was formed with the specific object of combining and amalgamating, under one Board of Directors, the following business with effect from the 1st of January, 1920.

>> CAWNPORE WOOLLEN MILLS CO. manufacturers of the well known "LALIMLI" brand of all-wool, pure wool materials - Kanpur (Established in 1876).

>> COOPER ALLEN & CO. Ltd. proprietors of the largest Army Boot and Equipment Factory in the world – Kanpur (Established in 1881).

>> NORTH – West Tannery Co. Ltd., Proprietors of the largest and the most up-todate Tannery in the East – Kanpur (Established in 1881).

>> NEW EGERTON WOOLLEN MILLS CO. Ltd., Sole manufacturers of the celebrated "DHARIWAL" long life wool wear – Dhariwal, Punjab. (Established in 1882).

>> CAWNPORE COTTON MILLS CO. Ltd., Sole manufacturers of the unsurpassed "KAKOMI" Cotton Yarns and Fabrics – Kanpur (Established in 1882).

>> Empire Engineering Co. Ltd., Civil, Mechanical, Motor and Constructional Engineers, Contractors and Builders – Kanpur (Established in 1894).

Over the years four of the above companies have shut down their businesses and are no longer in existence. Only two of the business units are in existence and are running as on date viz., Cawnpore Woollen Mills Branch, Kanpur, and New Egerton Woollen Mills Branch, Dhariwal, Punjab.

>> The Company changed hands from British interests to the Indian business families of MUNDRAS and then BAJORIAS between 1955 and 1962.

>> In February 1963 the management of BIC got vested with an elected Board with the approval of Central Government as well as UTI, LIC and Banks.

>> In June, 1981, BIC became a Government Company through an Ordinance promulgated by the Government of India.

>> It is a Public Sector undertaking, under the control of Ministry of Textiles, Government of India, and is the only P.S.U. manufacturing Woollen Textiles in the country.

>> On the basis of its financial position, the company was referred to the Board for Industrial and Financial Reconstruction (BIFR) on 31st March, 1991 and subsequently.

MAIN ESTABLISHMENT

THE BRITISH INDIA CORPORATION LIMITED. (A GOVERNMENT OF INDIA COMPANY)

BRANCHES

1. CAWNPORE WOOLLEN MILLS BRANCH, KANPUR.

2. NEW EGERTON WOOLLEN MILLS BRANCH, DHARIWAL

Address

: 11/6, Parvati Bagla Road, Post Box No. 77, Kanpur – 208 001 (U.P.) India

Phone : Fax :

0512-2530212, 2530213, 2530214 0512-2530201

E-mail : bicltdsps@yahoo.co.in R.R Kanojia Shri Raghvendra Awasthi P.K. Sharma D.S. Mishra A.K. Dikshit, R.K. Mishra S.C. Jha S.N. Verma S.K. Upadhaya Chairman & Managing Director Chief Vigilance Officer General Manager (Technical) I/c. General Manager (Fin. & A/c.) Manager (M.I.S & Computer) Manager (Law)/O. G.M. (P&A) Manager (Mktg.-Govt.) Manager (Mktg.-Civil.) EA to CMD

Brief History of The Mill It all began way back 1874 when a few ex-army British Officers imbued with a sense of entrepreneurship, initiative, pluck & drive laid the foundation of truly British Industrial Empire in our country by Commissioning a small woollen unit under the name & style of “Egerton Woollen Mills, Dhariwal.” which is a part of Gurdaspur District in the state of Punjab. The year 1880 witnessed installation of New Plant & equipment for establishment of a full fledged composite woollen Mills & renamed it as “New Egerton Woollen Mills, Dhariwal.” The mill completed its 100 years of its eventifull existence existence in 1974 bit as a full fledge composite unit newly acquired machinery touched the country make in 1980 & the word “NEW” was prefixed to its nomenclature & since 1980 the Mills known as New Egerton Woollen Mills, Dhariwal. In the year 1920 the British veteran Industrialist & astute business magnets sir Alexander Mac Robert established the British India Corporation Ltd. comprising a number of branches & subsidiaries like CWM Cawnpore Cotton Mills, Cooper Allen, & New Egerton Woollen Mills etc. etc. The New Egerton Woollen Mills Dhariwal is the Branch of British India Corporation Limited with its Head office at Kanpur. The Mills had 3600 employees. Mills doing financially well until 1979-80 & afterward it lost very heavily during 1980-81. There was the possibility for the Mills of close-down which leads the 3600 workers without any job. The National Government decided to take over all the privately held shares of the company. This with effect from 11-6-1981 the B.I.C. group with its all subsidiaries & New Egerton Woollen Mills also become Nationalized. Now the Mills, New Egerton Woollen Mills, Dhariwal a Government of India company under the supervision of Ministry of Textiles. On 24/25 of March,

1989. Worthy Chairman-cum-Managing Director Mr. D. N Dixit inaugural the first phase of Modernization with the latest computerized SULZER LOOMS. With its Stage of Modernization the path have been set that the future of this Mills shall be very much sound.

PROFILE OF THE NEW EGERTON WOOLLEN MILLS LTD DHARIWAL Constitution: New Egerton Woollen Mills Ltd, Dhariwal came into existence in the year of 1880, governed by the Chairman – cum – Managing Director assisted by the Boards of Directors whole time & General Manager of the unit.

Organizational Structure of the Mills The Mills plight through its wings which are in nutshell classified as follows 1. Mills 2. Administration The Mills: The Mills is further the combination of different departments & look after by the factory Manager Mr. Daljit Rai Sharma like Carding Combing Deptt. It is headed by Mr. Surinder Kumar Worsted Deptt. It is headed by Mr. Surinder Kumar Weaving Deptt. After modernization i.e. 24th march 1988, a new shed have been made with new SULZAR RUTI LOOMS is look after by weaving Master Mr. Surjit Kumar with two assistant weaving Master. Finishing: It is headed by Finishing Master Mr. Daljit Rai Sharma. There are so many other departments like warehouse, Milling, Designing, Dye house, wool Scouring, Wool Godown, Production control, Engineering, Knotting & Mending etc. under the stewardship of Mr. Factory Manager. assisted

Administrative Block This block is of sale working under the guidance of worthy General Manager Mr. P. K. Sharma assisted by DGM and is further categorized with further independent office. Administrative Office This office is headed by Manager (Administration) Mr. Amaltas Shukla and further divided in three wings. 1. Personnel wing 2. Welfare wing 3. Labour wing. Personnel wing under the supervision of Mr. Parveen Kumar Welfare wing headed by Mr. Surinder Mohan Sharma C.W.O. & assisted by Welfare officer. Labour wing under the supervision of Labour Officer Mr. Surinder Mohan Sharma

Financial Wing: This is headed by financial controller Mr. Sant Pal Singh & assisted by chief Accountant & team of three Assistant Accountants. Sales Wing: This is headed by the manager (Sales) Mr. Davinder Singh Sodhi & Assisted by a Dy. Manager (Sales), Asstt. Manager (Sales) with the team of 8 zonal sales officers. Purchase Wing: It is headed by a store Purchase officer. Legal Wing: It is headed by chief Labour Officer Mr. Surinder Mohan Sharma with one Law officer & A.L.O.

Staffing Pattern: Generally staff is local i.e. villagers belonging to the villages near Dhariwal & few are brought from the other parts of the Punjab, Rajasthan, U.P. & Bihar. Products: The mills manufacturer & export woollen cloths, Lohis, Blankets & suitings/Shirting & Polyester wool & other Blended Fibrics. Mills also manufacture the Dress materials (Uniforms) for the soldiers of our nations, also supply blankets to other forces. Its annual turnover is 20 crore. Its products about 10 crores in the year. Industrial Relation Officer: This wing is headed by I.R.O. of the New Egerton Woollen Mills Dhariwal which works like a bridge between the management & the employees. To promote cordial industrial relations between the both integral parts of the organization I.R.O. attends & conducts the conciliation & adjustification proceeding of the Collective Bargaining. Mode of settlement of disputes To find out the solution of every problem of the workers the Management has constituted so many subcommittees like Grievance Committee, Negotiation Committee. It is right from the formation of these committees, it is evident that Management also takes active & prompt action to the grievances of the workers & by conducting workers education classes by the welfare department of the mills, educates the workers about the demerits of strikes & other hindrances which lead to great loss to each & every sphere of our daily routines. So the workers have also full confidence in the Management. Trade Unions After the introduction of registration of trade union in the year of March 1956. These are few unions which got its registration like 1. Karkhana workers union: Its head office is at Dhariwal

2. Mill Mazdoor Dal 3. Bhartiye Mazdoor Dal 4. INTUC: with its office at Dhariwal.

MISSION

To cater the demands of woolen & worsted goods to Indian Defense Forces, Military Forces, Government Bodies and Indian citizens with quality & on market compatible prices.

OBJECTIVES OF THE CORPORATION

1. To contribute at our best in fulfilling the demands of woolen and worsted goods of defense and para-military forces, govt. bodies and our civilians vis a vis private sector.

2. Being a public sector unit to act as a factor for the govt. to rein in the private sector lest it should exploit the monopoly in the market.

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

4. To create a suitable environment and facility for proper R & D work to propel the prospects of our products in the market.

5. To enable us as a Brand Ambassador of the govt. regarding the woolen products in the market since we have the oldest legacy of woolen products in the nation.

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

New Egerton Woollen Mills, Dhariwal – An Overview

Introduction New Egerton Woollen Mills, Dhariwal is one of the oldest composite woollen mills in the country. Established in 1880, the mill is a branch of Messrs. India Corporation Limited, Kanpur (a Government of India Company under the Ministry of Textiles) and is situated at Dhariwal in Gurdaspur district in Punjab on the G.T. Road linking Amritsar and Pathankot.

Originally established by a few British Army Officers solely for the purpose of meeting the woollen requirements of defence personnel, the mill has come a long way since then after going through many ups and downs over the years and today its wide range of woollen textiles, sold under the trademark ‘Dhariwal’, have a renowned foothold in the market both in India and abroad. the mill is a licensee of ‘WOOLMARK’ issued by the International Wool Secretariat.

The range of products manufactured and marketed by the mill comprises Angola Shirting, Serge, Barrack Blankets, Great Coat Cloth, Barathea Cloth, Blazer Cloth, Polyester/wool suitings, Polyester/Viscose Suitings, wool/viscose trouserings, All-wool and wool/Viscose Lohis, All-wool Coatings, Blankets, Rugs, Jerseys, Socks, etc. While Angola Shirting, Serge, Barrack Blankets, Great Coat Cloth, and Barathea Cloth are meant for meeting the needs of defence personnel and are manufactured strictly in accordance with the specifications laid down by the relevant defence authorities or the bureau of Indian standards as the case may be, other qualities such as Polyester/Wool suitings, Polyester/Viscose Trouserings, Blankets, Rugs, etc. are

manufactures in accordance with customer preferences and fashion changes for meeting the demands of the open market.

The manufacturing facilities installed at the mills comprise both Worsted and Woollen systems of yarn manufacture, Weaving, Hosiery & Tailoring, Milling, Dyeing and Finishing departments. A massive modernization programme was undertaken during 1988-89 with a view to refurnished the machinery setup in Carding/Combing, Worsted Spinning, Weaving and Dyeing departments through installation of import/indigenous machinery of state-of-the-Art technology. As a result, High-Speed Gillboxes (for Pre-Comb and Post-Comb Gilling and Drawing operations), High-Speed Rectilinear Combers and High-Speed Roving Machines of Textima (of the then East Germany) make, High-Speed Worsted Ring Frames of Textool make, Padmatex Autoconers (equipped with LOEFFE yarn splicing units), Textool Assembly Winding Machine, Two-for-one Twisting Machines of StarVolkmann make,. Benninger Maneklal High-Speed Sectional Warping Machine, Double-Width Sulzer Ruti Looms, A.T.E.’s H.T. /H.P. Dyeing Machine, Jaypak Computerized Colour Matching System and Stray field Ratio-Frequency Dryer were installed under this modernization programme. The installed capacity of Worsted Spinning department as a result of this massive modernization programme today stands at 3000 kg. per day of 40 Nm yarn.

The mill has a well-equipped Testing Laboratory for carrying out day-to-day testing (in accordance with standard procedures prescribed by the Bureau of Indian Standards (B.I.S), International Wool Secretariat (I.W.S.) etc. and process control

functional in respect of raw materials through various intermediate stages of manufacture to finished products.

The mill has a wide network of Dealers and Selling Representatives all over the country as also abroad and enjoys a large clientele, ranging from enterprises in both public and private sectors to individuals of various age groups in rural, urban and metropolitan segments of market, mainly due to its unblemished record over the years for preserving the virtues of superior product quality and customer satisfaction. Some of the mill’s products, viz. Kashgiri Lohis, Ambassador Blankets, J-32 Blazers etc. have as a result acquired legendary fame in the market.

The mill employs about 3000 persons and is spread over about 40 acres of land. The total built-up area of factory and office buildings is about 12 acres.

DETAILS OF MANUFACTURING PROCESSES EMPLOYED The manufacturing facilities installed at the mills comprise both Worsted and Woollen systems of yarn manufacture, Weaving, Hosiery & Tailoring, Milling, Dyeing and Finishing departments.

a) Worsted Spinning Wool tops made from imported Merino Wool of 64s and 56s qualities, polyester tops (White/Dyed) and Viscose tops (White/Dyed) constitute the raw materials for the production of Worsted yarns. The processes leading to the production of Worsted yarns are: 1. Dyeing of tops, followed by hydro extraction 2. Backwashing of tops 3. Blending and pre-Comb Gilling 4. Recombing 5. Post-Comb Gilling 6. Drawing 7. Roving 8. Ring Spinning 9. Autoconer Winding 10. Assembly Winding and 11. Two-for-One Twisting b) Woollen Spinning Various types of Worsted process wastes, rags, imported 64s Clothing Wool, etc. constitute the raw materials for the production of Woollen yarns. Preliminary

operations comprise cleaning and sorting of wastes, opening/ pulling of hard wastes and rags, willowing, blending, teasing, oiling and teasing. The well-opened, blended, oiled and teased stock is then carded on a Woollen card comprising Breaker card and Finisher card and delivered in the form of condenser roving. Spinning into yarn of required fineness is then carried out on Mule Spinning Frames. The yarn is then wound onto cheeses, ready for delivery to the Weaving department.

c) Weaving Pirn Winding, Warping, Healding, Twisting and Weaving are the various operations carried out it the Weaving department leading to the production of fabrics.

d) Knotting and Mending The fabric piece-lengths produced on the looms are first inspected in the greasy state and then delivered to Knotting & Mending department for detailed inspection and mending of faults. The piece-lengths are then delivered to Milling/Finishing department.

e) Milling/Finishing The various operations carried out in the Milling/Finishing department include Singeing, Spotting, Scouring, Milling, Carbonizing, Crabbing, Raising, Shearing & Cropping, Chemical Treatment, Heat Setting, Blowing, Pressing, etc. The sequence of operations followed varies from one fabric quality to another. After the Finishing

routine is over, the cloth is delivered to Warehouse for the final inspection, grading, cutting and packing, ready for delivery.

f) Hosiery & Tailoring Production of jerseys and socks is carried out in the Hosiery & Tailoring department. Worsted yarns received are first wound onto wooden spools and then used for knitting purposes on the flat knitting machines, circular knitting machines and socks knitting machines. In the case of flat-knitted and circular-knitted fabrics, the fabric is first washed and pressed, cut according to garment size desired, tailored (viz. tailoring comprises stitching, over locking, welting, buttonholing, labeling etc.) and subjected to mending. It is then pressed, examined, packed and delivered to Warehouse, ready for delivery. In the case of socks, after knitting is over, linking, mending, washing and pressing operations are done followed by examination and packing. The socks are then sent to warehouse, ready for delivery.

WORSTED SYSTEM OF YARN MANUFACTURE 1. Receipt of wool/Polyester/Viscose tops in the godown. 2. Dyeing of Wool/Polyester/Viscose tops. 3. Backwashing 4. Blending/Pre-Comb Gilling 5. Recombing 6. Post-Comb Gilling 7. Drawing 8. Roving 9. Ring Spinning 10. Autoconer Winding 11. Assembly Winding 12. Two-for-one Twisting 13. Delivery to yarn Store

WOOLLEN SYSTEM OF YARN MANUFACTURE 1. Stack Blending 2. Teazing

3. Oiling 4. Teazing 5. Carding 6. Mule Spinning 7. Cheese Winding 8. Delivery to yarn Store

WEAVING 1. Receipt of yarn from yarn Store 2. Warping/ Pirn Winding 3. Healding 4. Twisting 5. Weaving 6. Grey Perching 7. Delivery of greasy cloth to Knotting/ Mending Department

HOSIERY & TAILORING 1. Receipt of yarn from yarn Store 2. Winding on to spools 3. Flat Knitting Circular Knitting Socks Knitting

4. Washing 5. Pressing 6. Cutting 7. Tailoring 8. Mending Examination 9. Pressing 10. Examination 11. Packing 12. ----

Mending Washing Pressing Cutting Tailoring

Linking Mending Washing Pressing

Mending Pressing Examination Packing --

Packing ---

13. Delivery of Hosiery goods to Warehouse

KNOTTING & MENDING/ MILLING/ FINISHING OF WOOLLEN QUALITIES 1. Receipt of greasy cloth from Weaving department 2. Knotting and Mending Barrack Blankets 3. Scouring 4. Acid Milling 5. Washing – off Regular Blankets Scouring Hydro extracting Milling Blazers Spotting Scouring Carbonizing

6. Hydro extraction 7. Drying 8. Raising 9. Clean Mending 10. Brushing 11. 12. 13. ---------Shearing/Cropping 14. ----

Washing – off Carbonizing Baking/ Crushing Neutralizing Hydro extracting Drying Clean Mending Raising

Baking Milling Dyeing Hydro extracting Drying Power Perching Clean Mending

Brushing

Blowing

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

KNOTTING & MENDING/ MILLING/ FINISHING OF WORSTED QUALITIES 1. Receipt of greasy cloth from Weaving department 2. Knotting and Mending Angola Shirting 3. Scouring 4. Hydro extracting 5. Wet Perching Milling Serge Scouring Hydro extracting Martini Tweeds Spotting Scouring Hydro extracting

6. Drying 7. Power Perching 8. Clean Mending 9. Crabbing 10. Hydro extracting

Washing – off

Wet Perching Drying Power Perching Clean Mending

Hydro extracting Wet Perching Drying Power Perching

Shearing/Cropping 11. Wet Perching 12. Drying 13. Blowing 14. 15. 16. 17. 18. ---------------Clean Mending Shearing/Cropping Waterproofing Hydro extracting Wet Perching Drying Power Perching Rotary Pressing Blowing Pressing (Nikki) Clean Mending Permanent Setting Pressing (Nikki) Blowing -------

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

1. Wool/Viscose Trousering 2. Spotting 3. Scouring 4. Hydro extracting 5. Wet Perching 6. Drying 7. Power Perching 8. Clean Mending 9. Shearing/Cropping 10. Chemical Treatment 11. Drying 12. Blowing 13. Pressing (Nikki) 14. Clean Mending 15. Blowing 16. 17. 18. ----------

Polyester/Wool Suiting Singeing Spotting Scouring Hydro extracting Wet Perching Drying Power Perching Clean Mending Clean Mending Heat Setting Power Perching Shearing/Cropping Blowing Pressing (Nikki) Clean Mending Permanent Setting (K.D.) Pressing (Nikki)

19.

----

Blowing

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

1. Hilton Tweeds 2. Spotting 3. Scouring 4. Hydro extracting 5. Milling 6. Washing – off 7. Hydro extracting 8. Wet Perching 9. Drying 10. Power Perching 11. Clean Mending 12. Shearing/ Cropping 13. Blowing 14. Pressing (Nikki) 15. Clean Mending

ML – 31 Lohis Spotting Scouring Hydro extracting Wet Perching Drying Drying Power Perching Clean Mending Shearing/Cropping Blowing Pressing (Nikki) Blowing -------------------

Blended Lohis Spotting Scouring Hydro extracting Wet Perching

Power Perching Clean Mending Shearing/Cropping Blowing -------------------------

16. Permanent Setting (K.D) 17. Pressing (Nikki) 18. Blowing

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

Organizational Structure of the Mills The Mills plight through its wings which are in nutshell classified as follows 3. Mills 4. Administration The Mills: The Mills is further the combination of different departments & look after by the factory Manager Mr. Daljit Rai Sharma like Carding Combing Deptt. It is headed by Mr. Surinder Kumar. Worsted Deptt. It is headed by Mr. Surinder Kumar.

Weaving Deptt. After modernization i.e. 24th march 1988, a new shed have been made with new SULZAR RUTI LOOMS is look after by weaving Master Mr. Surjit Kumar with two assistant weaving Master. Finishing: It is headed by Finishing Master Mr. Daljit Rai Sharma. There are so many other departments like warehouse, Milling, Designing, Dye house, wool Scouring, Wool Godown, Production control, Engineering, Knotting & Mending etc. under the stewardship of Mr. Factory Manager. Administrative Block: assisted

This block is of sale working under the guidance of worthy General Manager Mr. P. K. Sharma assisted by DGM and is further categorized with further independent office.

Administrative Office This office is headed by Manager (Administration) Mr. Amaltas Shukla and further divided in three wings. 4. Personnel wing 5. Welfare wing 6. Labour wing.

Personnel wing under the supervision of Mr. Parveen Kumar Welfare wing headed by Mr. Surinder Mohan Sharma C.W.O. & assisted by Welfare officer. Labour wing under the supervision of Labour Officer Mr. Surinder Mohan Sharma Financial Wing: This is headed by financial controller Mr. Sant Pal Singh & assisted by chief Accountant & team of three Assistant Accountants. Sales Wing: This is headed by the manager (Sales) Mr. Davinder Singh Sodhi & Assisted by a Dy. Manager (Sales), Asstt. Manager (Sales) with the team of 8 zonal sales officers. Purchase Wing: It is headed by a store Purchase officer. Legal Wing: It is headed by Chief Labour Officer Mr. Surinder Mohan Sharma with one Law officer & A.L.O. Staffing Pattern: Generally staff is local i.e. villagers belonging to the villages near Dhariwal & few are brought from the other parts of the Punjab, Rajasthan, U.P. & Bihar. Products:

The mills manufacturer & export woollwn cloths, Lohis, Blankets & suitings/Shirting & Polyester wool & other Blended Fibrics. Mills also manufacture the Dress materials (Uniforms) for the soldiers of our nations, also supply blankets to other forces. Its annual turnover is 20 crore. Its products about 10 crores in the year. Industrial Relation Officer: This wing is headed by I.R.O. of the New Egerton Woollen Mills Dhariwal which works like a bridge between the management & the employees. To promote cordial industrial relations between the both integral parts of the organization I.R.O. attends & conducts the conciliation & adjustification proceeding of the Collective Bargaining. Mode of Settlement of Disputes To find out the solution of every problem of the workers the Management has constituted so many subcommittees like Grievance Committee, Negotiation Committee. It is right from the formation of these committees, it is evident that Management also takes active & prompt action to the grievances of the workers & by conducting workers education classes by the welfare department of the mills, educates the workers about the demerits of strikes & other hindrances which lead to great loss to each & every sphere of our daily routines. So the workers have also full confidence in the Management. Trade Unions After the introduction of registration of trade union in the year of March 1956. These are few unions which got its registration like 5. Karkhana workers union: Its head office is at Dhariwal 6. Mill Mazdoor Dal 7. Bhartiye Mazdoor Dal 8. INTUC: with its office at Dhariwal.

Company was established in 1880 under British rules in India and presently operating under direct instructions of Government of India through Ministry of Textiles. New Ezerton woollen Mills is one of the oldest and largest woollen Mill of North India having exclusive world famous Brands offering value for money and ensuring quality and purity of woollen products as per details here under: 1. Installed Plant & Machinery Woollen spindles Worsted spindles Power looms Hand Looms Sulzer Looms 254 108 18 5440 10820

2. Number of Employees Total 1035 employees are working in the company at different level in different departments as on May 2009. 3. Operating Departments Dyeing Department, Combing Department, Drawing & Spinning Department, Weaving Department, Scouring Department, Milling Department, Finishing Department, Warehouse Department, & Packing Department. 4. Weaving Capacity Weaving capacity of company is 6000 Mtrs. per day. 5. Products

Lohis, Suiting, Blanket, Serge Angola and Barathea cloth are main products of the company. 60% of the ordinance clothing Factory (Govt. of INDIA)

Ministry of Defence & other Govt. Agencies.

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

Organizational Structure General Manager Manager (P&A) Manager (F&A) Purchase Manager (Sales) Store Officer Dy. Manager(P&A) Accounts Officer Dy. Manager (Sales) Supervisor Asstt. Manager (P&A) Staff General Manager Manager (P&A) Manager (F&A) Manager (Sales) Store Purchase Officer Assistant Manager (P&A) Accounts Officer Assistant Manager (Sales) Supervisor (Store Purchase) Asstt. Manager (Sales) Clerical

Mr. P.K. Sharma Mr. Amaltas Shukla Mr. R.C. Sharma Mr. D.S. Sodhi Mr. R.K. Puri Mr. Satish Mohindra Mr. Sant Pal Singh Mr. P.K. Gaur Mr. Subhash Chander

Mill Side Structure Mill Manager

Production manager

Mill engineer

Worsted Weaving Designing Finishing Dying master master master master master Incharge Cardial & spining

PRODUCT MIX

⇒ Lohis ⇒ Shawls ⇒ Rugs & Blankets ⇒ Blazer Cloth ⇒ Tweeds ⇒ Woolen Suiting ⇒ Trouserings ⇒ Terry cot Suiting ⇒ Angola Shirting’s ⇒ Serge ⇒ Barathea ⇒ Great Coat Cloth

PRICING POLICIES

Pricing Policies: - Different companies have different market price of their products. These firms conduct the market research to select the market price of their products. The NEW EGERTON WOOLLEN MILLS, DHARIWAL also conducts the market research to set the market price of its products. It produces the products for defense and civilians. Therefore it has different products such as:

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

Ex-Mill Price List ( Year 2008-2009 ) Quality No Pure Wool Coating New NC 1364 20800 31238 31239 31240 31241 Blazer J.32 J.33 Barathea BAK. 310 3928 Trousering Super 777 A P/W 14620 15620 3889 3896 3910 3912 142 148 148 148 148 145 148 234/246/230/363/261/284/241/142 150 493/330/137 137 242/242/148 148 145 145 145 145 352/394/376/359/373/338/(Width in cms) Rate per mtr (in Rs)

12701 12702 16101 16102 Angola Shirting VCU 2817 3919 Serges 3875 3903 3916 P/V Suiting 3907 3920 3921 3923 3933

148 148 148 148

295/295/270/270/-

152 152

205/221/-

142 142 145

310/85/181/-

145 148 148 148 148

113/115/100/225/105/-

Lohis Millennium Kashgar Kashgari (ML 31) Alaknanda Ashutosh 3925 3937 3917 3934 70 100 170 1100 3439 Neelkanth Shawls 3863 3960 3913 3914 3938 3939 Urvashi Radhika 200 x 100 200 x 100 200 x 100 200 x 100 200 x 100 200 x 100 200 x 100 200 x 100 448/413/413/404/403/403/314/330/274 x 137 274 x 137 250 x 137 250 x 137 230 x 115 250 x 137 250 x 137 250 x 137 274 x 137 274 x 137 250 x 137 250 x 137 250 x 137 250 x 137 1150/1050/793/696/664/594/570/561/673/673/498/498/534/270/-

Blankets Alpine (2SSB) Diamond(2SSB) Atlantic(SBAR) Topaz Arjun Super O.G.378 230 x 152 229 x 152 229 x 152 229 x 152 229 x 152 229 x 152 404/489/546/524/848/229/-

Note :- 8.16% Excise duty will be charged on all items. These rates are subject to change without any notice.

For The British India Corporation Ltd. NEW EGERTON WOOLLEN MILLS Branch DHARIWAL

MARKETING ACTIVITIES First of all we have to know what market is and what is marketing. MARKET:- The Market term is originated from Latin word ‘marcatus’ having a verb ‘mercari’ means a place where business is conducted. Market stands for a place where goods and persons are physically present. Commonly market is a Place where goods are bought and sold Buyers and sellers come together for transactions. An organization through which exchange of goods takes place. An area of operation of commercial demand for commodities Classification of Markets AREA ECONOMICS TRANSACTION VOLUME Family Local National World Perfect Imperfect Spot Future Wholesale Retail

REGULATION Regulated Unregulated Long Bullion Tertiary

TIME

IMPORTANCE Very short Short Primary Secondary

GOODS Commodity Produce Capital Money

Manufactured Foreign

Stock

Difference Market and Marketing Physical presence of men and material not required in case of market whereas marketing is the sum total of all those activities that are related to the free flow of goods from the place of production to the place of consumption. Market simply provides goods to the buyers from the sellers whereas marketing is concerned with providing satisfaction to the customers. Market is a narrow concept as it involves place and the atmosphere where buyers and sellers meet. Marketing is a comprehensive term representing the process of distribution and the process before distribution. Market is a price fixing mechanism and once the transactions are struck the movement of goods takes place. Marketing comes after the price fixing mechanism. Market may undergo a change with respect to the customer requirements whereas the philosophy of marketing does not change at all.

IMPORTANCE OF MARKETING

To the firms: a) It generates revenue for the firms by expanding its base b) It helps to take information from the market and disseminating it at the top management. c) Behavior and demand of the customers keep on changing. Marketing helps to collect all the updates relating to the changing preferences, styles and fashions. d) It helps in developing the business and creating employment opportunities for people.

OBJECTIVES OF MARKETING

To apply effective and intelligent modern marketing policies: As the world is experiencing rapid changes in terms of high inflation, high interest rates and rapidly changing techniques. To develop the market field: change may come gradually or spontaneously: Once a pattern is established by noticing the changes, the trends can be ascertained. To develop guiding policies for better results: Innovation is the key to success. In many cases it may come by keeping a close contact with the customers. Thus two mantras for success are “innovation” and “customer building”.

There for according to ‘professors cundiff and srill’ “Marketing is the business process by which the products are matched with the market through which transfer of ownership are affected”.

MARKETING ACTIVITIES: - There are many marketing activities in the marketing field. Every firm has different kind of activities related to the procurement of the orders and supply the goods to the customers. There are various marketing activities like packaging, branding, to know consumers behaviors, market segmentation, order procurement, advertisement, compete with the competitors, how distribute the different areas into different territories and segments and also to set the pricing policies as compared to different competitors.

There are also many marketing activities of NEW EGERTON WOOLLEN MILLS, DHARIWAL which are given as below:Development of samples: - The marketing activities of NEW EGERTON WOOLLEN MILLS start with the development of samples. These samples checked at different levels and when ever sample is passed or product range is selected then booking program is worked out with the consultants or with the sales representatives (SR’s) of the firm. These representatives may be sales officers in different regions. After this door to door booking started with the whole sailors, semi whole sailors and retailers. And then procurement of orders started from different regions or different organization like Defense. These orders send to main office of sale for verification and these orders are verified in the sale office and then verification report is send to the head office or to the General Manager for further verification and then General Manager issues orders to different depts. to produce as per requirement. Then production is started according to these orders. Procurement of orders: - different firms or companies procure orders from different govt. agencies and whole sailors to sell their products in the market. NEW

EGERTON WOOLLEN MILLS , DHARIWAL also procure the orders from different agencies like defense. This firm produce blankets and Angola shirts for defense and different woolen cloths for civilians also. After order procurement of orders these orders are sent to the head office for the approval and proper records are maintained.

Issuance of orders: - After posting these orders in ledgers these orders issued to different depts. orders for the issuance of raw material from store are issued so that raw material can taken when needed. For this purpose gate passes, coupons or cards are issued to different depts. so that different depts. can take raw material when need arises and proper record is maintained for this purpose.

Payment Schedule: - Different firms opt different

when the products produced

according to the orders then payment schedule is selected. It depends upon the sale officers how to increase the sale, for this purpose they allow the distributors to pay in advance or in installments.

Transport: - transportation is the another very important marketing activity. The main aim of the every organization is to provide the goods to the customers as soon as possible in an appropriate manner, and to do this they select the best possible transport medium. The main transportation medium of NEW EGERTON WOOLLEN MILL is roads and railways. By roads and railways this firm supply its goods to whole north distributors

Packaging: - Different companies select the different packing for the different products. Packing means to protect the products from obsolescence. New egerton

woollen mill also use the different packaging like suitcase packing, Normal packing, and Bag packing for its products.

Pricing Policies: - Different companies have different market price of their products. These firms conduct the market research to select the market price of their products. The NEW EGERTON WOOLLEN MILLS, DHARIWAL also conducts the market research to set the market price of its products. It produces the products for defense and civilians. Therefore it has different products with there prices such as:

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

Ex-Mill Price List ( Year 2008-2009 ) Quality No Pure Wool Coating New NC 1364 20800 31238 31239 31240 31241 Blazer J.32 J.33 137 137 242/242/148 148 145 145 145 145 352/394/376/359/373/338/(Width in cms) Rate per mtr (in Rs)

Barathea BAK. 310 3928 Trousering Super 777 A P/W 14620 15620 3889 3896 3910 3912 12701 12702 16101 16102 Angola Shirting VCU 2817 3919 Serges 3875 3903 3916 P/V Suiting 3907 3920 3921 3923 3933 145 148 148 148 148 113/115/100/225/105/142 142 145 310/85/181/152 152 205/221/142 148 148 148 148 145 148 148 148 148 148 234/246/230/363/261/284/241/295/295/270/270/142 150 493/330/-

Lohis Millennium Kashgar Kashgari (ML 31) Alaknanda Ashutosh 3925 3937 3917 3934 70 100 170 1100 3439 Neelkanth Shawls 3863 3960 3913 3914 3938 3939 Urvashi Radhika 200 x 100 200 x 100 200 x 100 200 x 100 200 x 100 200 x 100 200 x 100 200 x 100 448/413/413/404/403/403/314/330/274 x 137 274 x 137 250 x 137 250 x 137 230 x 115 250 x 137 250 x 137 250 x 137 274 x 137 274 x 137 250 x 137 250 x 137 250 x 137 250 x 137 1150/1050/793/696/664/594/570/561/673/673/498/498/534/270/-

Blankets Alpine (2SSB) Diamond(2SSB) Atlantic(SBAR) Topaz Arjun Super O.G.378 230 x 152 229 x 152 229 x 152 229 x 152 229 x 152 229 x 152 404/489/546/524/848/229/-

Note :- 8.16% Excise duty will be charged on all items. These rates are subject to change without any notice.

For The British India Corporation Ltd. NEW EGERTON WOOLLEN MILLS Branch DHARIWAL

. Advertisements to boost up the sales: - Advertisement is another most important marketing activity. Different firms choose different advertisement mediums to advertise there product in the market like T.V, News Papers, Hoardings, internet etc. NEW EGERTON WOOLLEN MILL advertises there products through campus sales, news papers and local cable T.V networks in different states and also through internet. This firm also advertises through trade fairs in different regions. This firm also organizes the seasonal sale camps in different areas. Mostly this firm has retail shops in its campus.

Market segmentation: - Process of grouping buyers into different categories has
Common desires or needs. Marketers identify the different groups of buyers having same desires or requirements. Dividing the market into different segments is also very important marketing activity. Different firms divide its market into different segments.

CHANNELS OF DISTRIBUTION A channel of distribution is an organized network or a system of agencies and institutions which, in combination, perform all the activities required to link producers with users and users with producers to accomplish the marketing task.

“A set of independent organizations involved in the process of making a product or service available for use or consumption.” Acc. To Prof. Philip Kotler.

TYPES OF CHANNELS

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

CONVENTIONAL CHANNELS Conventional Channels are the fragmented networks wherein the manufacturers and the consumers are loosely linked by intermediaries in the process of exchange.

The Conventional Channels alternatives can be: 1. Manufacturer to Consumer. 2. Manufacturer to Retailer to Consumer. 3. Manufacturer to the Wholesaler to Retailer to Consumer. 4. Manufacturer to the Wholesaler to Consumer. 5. Manufacturer to Agent to Wholesaler to Retailer to Consumer.

NON-CONVENTIONAL CHANNELS As opposed to the conventional channels of distribution, Integrated Channels of distributions are those networks that work with full and cohesion rather than working ina loose manner.

These Integrated Channels can be Vertical and Horizontal in nature.

1. Vertical Channel: Vertical integrated channel of Distribution are pre engineered to achieve operating economies and maximum market impact.

2. Horizontal Channel: Horizontal Channel is one in which two or more companies join their hands to exploit a marketing opportunity, either by themselves or by creating an independent unit.

TYPES OF INTERMEDIARIES

 WHOLESALERS: Wholesaler trader is one who wholesales to other middlemen, institutions and individuals usually in fairly large quantities. “Wholesalers sell to retailers or other merchants and/or individual, institutional and commercial users but they do not sell in significant amounts to ultimate consumers.”

 RETAILERS; Retailer is one whose business is to sell to consumers a wide variety of goods which are assembled at his premises as per the needs of final users. A retailer is the last link between the final user and the wholesaler or the manufacturers. Thus, retailer is that merchant intermediary who buys goods from preceding channel members in small assorted lots and sells them in the lot requirements of final users.

 SELLING AGENTS:

Selling agents are the intermediaries who are given the exclusive franchise only for a limited market segment. He performs the functions of an independent middlemen taking over all the selling activities of a producer. He negotiates sales of merchandise produced by his principals and has full authority and control over prices and the terms and conditions of the sale.

DISTRIBUTION CHANNELS OF NEW EGERTON WOOLLEN MILLS, DHARIWAL (PUNJAB)

With regards to New Egerton Woolens Mills, Dhariwal, the format of distribution channel is as under:

The whole country has been divided into various territories. Each territory is represented by individual selling representatives. The various territories and respective selling representatives are described as under:

1. PUNJAB TERRITORY:- The Punjab Territory covers whole of the state and it has been named as AMRITSAR territory for identification purposes. All the business activities related to the company in this state is catered by the selling representative of this area. Presently, M/S Sudershan Kumar & Sons, Batala is looking after this territory. It acts as a via media between company and dealers. For the services rendered by the selling representative, company pays commission to him at the end of financial year. The selling representatives in consultation with the organization have fixed wholesalers, semi-wholesalers and retailers is this state. At the of the year, the selling representative gets 3.5% (max) agency commission at the end of the financial year. In order to motivate the dealers, company has launched a sales policy where by if a person buys goods worth particular amount, he is given sales incentives.

2. HARYANA TERRITORY:- This territory is being looked after by the selling representative named M/S Jain textiles agency, Delhi. In this territory,

Lohis are being sold in maximum numbers. Majority of dealers are Wholesalers and Semi-wholesalers.

3. DELHI TERRITORY:- This territory is looked after by M/S Shri Woolen Agency, Delhi. They are the one of the oldest selling representative of the organization. They are doing trading in their name also. Their sister concern is M/S Jagganath Radheshyam & Co. They have dealer network in whole of Delhi. Mainly Wholesalers, and in certain areas, they have Retailers also. They are selling almost all the products produced by the company. They help organization in procuring government and institutional orders also.

4. WESTERN U.P TERRITORY:- This territory is named as Merrut territory. The selling representative of this area is M/S Guptaji Textiles, Karnal.

5. HIMACHAL PRADESH TERRITORY:- This territory is also looked after by M/S Guptaji Textiles, Karnal. This is basically retailers oriented territory. Since, this is a hill station, dealers are scattered in different cities. Time to time, selling representatives in consultation with the organization, organizes camp sales also during the festivals. For example :- Kullu Dussehra festival, Minjar Mela, Dhramshala.

6. UTTRAKHAND TERRITORY:- Presently, the company do not have any selling representative in this area and therefore it is an open territory. The large part of territory is covered by the retailers.

7. AGRA TERRITORY:- This territory covers surrounding districts of Agra city. The selling representative of this area is M/S Parolia Agency, Agra. This territory has mixed network of channels i.e. wholesalers and Retailers both.

8. MAHARASHTRA TERRITORY:- This territory is looked after by M/S Motilal Radhakrishan, Nagpur. They cover whole of Maharashtra beyond Pune, most of the cities has network of retailers. In Mumbai, Pune and Ahmednagar, there is total concentration of Wholesalers.

9. CHHATISGARH TERRITORY:- This is newly carved out territory from Madhya Pradesh state. This territory is also looked after by M/S Motilal Radhakrishan, Nagpur. The main concentration of business in this territory is concerned in the city of Raipur, which is supplying different goods to other areas. It has a mix of wholesalers and retailers.

10. WEST BENGAL TERRITORY:- This territory is popularly known as Kolkata territory. M/S M.P Cloth Stores Pvt. Ltd. is the selling representative of this area. Most of the wholesalers are based in Kolkata and in remaining part of the state, retailers are doing the business.

11. MADHYA PRADESH TERRITORY:- This territory is popularly known as Indore territory. The selling representative is M/S General Stores, Indore. This territory is retailer oriented. Since, the state is area wise one the bigger state of India, therefore the dealer network is scattered in the state. To cover this territory, it takes about roughly one and a half month.

12. GUJRAT TERRITORY:- This is popularly known as Ahmedabad territory. The selling representative of this territory is M/S Shahphool Chand Kalidas, Ahmedabad. It is a retailer oriented territory. Medium priced goods are sold here because demand is quite low in this territory.

13. BIHAR AND JHARKHAND TERRITORY:- The selling representative of this territory is M/S Krishan Kanhaiya P. Sanghi, Muzaffarpur. It is also a retailer oriented territory.

14. NORTH EASTERN TERRITORY:- The selling representative of this territory is M/S Krishan Kanhaiya P. Sanghi, Muzaffarpur. It is also a retailer oriented territory.

15. ANDHRA PRADESH TERRITORY:- This territory is popularly is known as Hydrabad territory. The selling representative of this territory is M/S

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

16. RAJASTHAN TERRITORY:- This territory is looked after by M/S Mukesh Agency, Jaipur. It is also a retailer oriented territory. Each city of Rajasthan has dealers in this state.

17. KARNATKA, GOA, TAMILNADU, PUDUCHERRY & KERALA TERRITORY:- This territory is popularly known as Bangalore territory. The selling representative is M/S ShriShanti Traders, Bangalore. In Bangalore,

mainly wholesalers are dominant and in Brigade road and M.G road, the company is having retailers. This is a fully representative territory.

18. J & K TERRITORY:- This territory is looked after by the selling representative named as M/S Jain Trading Co., Jammu. It is a retailer oriented territory. Most of the sales in this territory are through institutions.

19. EASTERN U.P TERRITORY:- This territory is divided into three sub territories. • Lucknow Territory:- This territory is looked after by M/S Sharnam Textiles,

Lucknow. It is a retailer oriented territory. • Kanpur City Territory:- This territory is looked after by M/S Amritsar

Woollen Agency, Kanpur. It is a retailer oriented territory. • Rest of Eastern U.P:- This territory is also looked after by M/S Amritsar

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

20. AREA B/W WESTERN U.P & EASTERN U.P:- This territory is also known as Barailey territory. The selling representative of this territory is M/S Shiv Syntax, Barailey.

SALES PERFORMANCE OF TERRITORIES IN LAST FIVE YEARS FOR NEW EGERTON WOOLLEN MILLS, BRANCH DHARIWAL (Figures are in Rupees Lakhs ) S.No 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 Name of Territory Punjab Bareilly Kolkata Delhi Haryana Indore Jaipur Lucknow J&K Maharashtra Gujarat Secunderabad Bihar/Jharkhand Uttaranchal NEWM(Open) Gorakhpur(E.UP ) Kanpur Solan Bangalore 2004-05 51.32 7.68 5.23 49.14 225.06 3.95 6.92 5.59 1.76 0.35 1.38 1.07 17.68 3.85 81.26 3.79 -----8.21 -----2005-06 49.10 6.33 6.86 25.60 255.97 5.56 8.71 3.60 0.70 3.47 1.07 ----13.39 4.38 58.14 ------------6.06 -----2006-07 43.62 5.62 3.99 6.53 181.74 4.78 15.78 3.79 1.50 2.76 1.19 0.27 11.64 4.21 49.78 0.47 11.08 6.70 6.62 2007-08 17.03 2.39 4.72 3.73 48.85 0.59 10.41 0.29 0.15 0.44 ----------1.42 -----13.69 ------8.93 6.07 1.10 2008-09 4.03 -----2.03 1.71 3.07 0.58 10.52 0.36 0.57 0.11 ----------1.41 -----15.61 -----5.12 0.68 0.71

FINDINGS

⇒ Lack of promotional activities. ⇒ Lack of working capital. ⇒ Traditional products. ⇒ Some machines are obsolete. ⇒ Lack of production. ⇒ Lack of technical staff.

Limitations

Non availability of raw material Over staffing Lack of Technical Staff Indiscipline Shortage of Working capital Government Policies Under utilization of Infrastructure

CONCLUSION

My overview Regarding marketing activities of the mills is since, company is running Short of Working Capital which have affected marketing activities to a great extent, govt. of India should release working capital as per the recruitments of the organization so that requisite production as per the quality standard is carryout. company should increase its production level, so that first of all it can achieve break even point then it should have sufficient margin in order to meet cash flow as per requirement. To improve the sales, organization should increase its production range that is it should not solely depend upon winter items; summer range is to be developed upon full fledged losses. Moreover company should open franchise showrooms, in different cities. All these activities should be backed by proper advertisement that is electronic as well as newspaper channels.

BIBLIOGRAPHY Sales Records www.lalimli.com Marketing Management by Phillip Kotler Marketing Management by Sontakki

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

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

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

Methods of data collection: The task of data collection begins after a research problem has been defined. We have used two types of data 1. Primary data

2. Secondary data Primary data: - primary data are those data which are collected afresh and the first time. Sources of primary data are: Questionnaire Personal Interview Telephonic Interview Secondary data: - secondary data are those data which have already been collected by someone else which have been passed through statistical process. Sources of secondary data are: Company’s Annual Report. Various policies used by the distributors. Guidelines of the company. Internet Site of this firm.

Limitations: Biased response Study in limited area

Which product is more preferred by the customers? Blankets Lohis Suitings Blazers Shawls 5 4 2 4 5

25%

25%

20% 10%

20%

From the above it is clear that lohis and lohis are more preferred by the customers. blankets blankets suitings blazers shawls

What do you think people go with this brand due to? Quality reasons Rate reasons Other reasons 2 4 2

25%

25%

50%

quality reasons

rate reasons

other reasons

From the above it is clear that people preferred these products due to rate reasons.

Are you satisfied with the company’s policies of incentive rate of 3.5%? Yes No 6 2

25%

75%

From the above we find that 75% of the respondents are satisfied with the company’s yes no policies.

Are you satisfied with the promotional activities of this firm? Yes No 4 4

50%

50%

yes no From the above it is clear that half of the distributors are satisfied and half of them are not satisfied.

What sort of packaging is mostly liked by the customers? Suitcase packing Bag packing Normal packing 3 1 5

33%

56% 11%

From the above we can conclude that 56% distributors are agreed with normal suitcase packing bag packing the fact that people prefer normal packing.

packing

Which mode of payment is opted by this firm? Through Cash Through installments Through check 5 2 1

13%

25% 62%

From through clear that mostly payment is installments the above it is cash throufh through cash.

through check

Which segment is mostly targeted by this firm? Upper income Middle income Lower income 0 4 4

0%

50%

50%

From the above it is clear that both lower as well as middle income peoples are upper income middle income lower targeted by this company.

income

Are you satisfied with the supply of products you demanded? Yes No 4 4

50%

50%

It is clear that half of the respondents are satisfied and other respondents are not yes no satisfied with the supply of the goods/products.

Would you like to continue with this firm? Yes No Can’t Say 4 0 4

50% 0%

50%

From above it is clear that half of distributors would like to continue with this firm.

yes

no

can't say

Name: Location: Contact no.: -

Which product is more preferred by the customers? Blankets blazers lohis shawls suitings

What do you think people go with this brand due to? Quality reasons rate reasons other reasons

Are you satisfied with the company’s policies of incentive rate of 3.5%? Yes No

Are you satisfied with the promotional activities of this firm? Yes No

What sort of packaging is mostly liked by the customers? Suitcase packing Bag packing Normal packing

Which mode of payment is opted by this firm? Through cash through installments through check

Which segment is mostly targeted by this firm? Upper income middle income lower income

Are you satisfied with the supply of products you demanded? Yes No

Would you like to continue with this firm?

Yes

No

Can’t say

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