Induction Report

Induction Report of ABC INDIA LTD

Submitted By

Y.S.N.MURTHY

Management Trainee

Staff code: 6112

ABC India Ltd

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Contents
Phase 1: Training at ABC VRMD office:

 Day-1: Understanding of HR system in ABC INDIA LTD

 Day-2: Understanding the Basic of Operations
 Day-3: Understanding the systems of IT
 Day-4: Understanding about the project management
 Day-5: Understanding Various Accounting Procedures (i.e.,)F-Track

Phase 2: Training at ABC CCU office:

 Days-6&7: Understanding the booking procedure, understanding loading,

unloading and go-down management

Phase 3: Training at ABC CMD office:

 Day-8: Understanding the concept of Packing List analysis

 Day-8: Understanding the importance of Route Survey
 Day-9: Understanding the basics of Warehousing
 Day-10: Understanding about the Safety Awareness
 Day-11: Understanding the Quality Policy of ABC
 Day-12: Understanding the Financial aspect of ABC
 Day-13: Understanding the concepts of Billing
 Day-14: Understanding the concept of Project Logistics
 Day-15: Understanding the concepts of project marketing and
tenders

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Induction Programme at ABC India Ltd

The induction programme at ABC India Ltd was scheduled for 18 days out of which we
have visited their 3 main branches in Kolkata (i.e.,) CMD office, VRMD office and CCU.

Phase1: Training at VRMD Office:

Day-1: Understanding of HR system in ABC INDIA LTD: On the first day of

our training at ABC VRMD Office reported to Mr. Rajarshi Banerjee (Manager- HR) and
then Mr. Bijay Kumar Raut (Assistant Manager-HR) have primarily explained about the
basic definition of “Logistics” as “the movement of goods and materials from point of
origin to point of consumption in a profitable manner”. Then he explained about the
company’s mission and also the various divisions of their services that exist in the company.

Various Divisions in ABC India: Primarily there are 3 divisions:

 Regular Division: Full Truck Load (FTL) and Less Than Truck Load( LTL)
 Project and International Freight Forwarding: Movement of Odd Dimension
Cargo (ODC) and freight forwarding
 Logistics: HMSI(Manesar), Joint venture with NISSIN Logistics (NALL),
Records Management
 Then he explained about the organization structure of ABC and its information
flow nature from top to bottom (i.e.,) BRANCHES-ZONES-
CORPORATEOFFICE

HR Policies and Procedures at ABC: The various HR Policies and procedures

designed and implemented at ABC are strictly followed where they mainly focussed on the
discipline and various other attributes like:

 Working hours
 Dress code and punctuality
 Salary receiving policies
 Staff mess
 Usage of electronic media
 Transfer of services
 Employee code of conduct and other benefits

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Day-2: Understanding the Basic of Operations: Today we have gone through the
basic concepts of operations with the help of Mechanics of transportation (MOT) manual
under the guidance of Mr.T.N.Chakraborty (Zonal Manager) explained that logistics is an
economic activity bounded by certain rules and regulations of different acts that are in
existence with the transportation which are as follows:

 Transport of Goods Act

 Carriers Act 1865
 Indian Contract Act 1872
 Motor Vehicles Act

Mainly the term logistics has been derived from military where there is the need for the
movement of warfare equipments and also told that ABC India Ltd is not a manufacturing
company but it mainly concentrated on the delivery of the services to the clients.

For any successful booking of goods the elements of contract must be strictly followed (i.e.,)
the offer and acceptance of the both the parties (i.e.,) consignor and the consignee.

For the transportation of the goods there are certain disciplined processes which have to be
followed strictly which require certain basic documents like Goods Forwarding Note,
Consignment Note, challans and the marking of goods must be done for the easy
identification of goods at the time of delivery.

There are certain functions that have to be performed before the booking of consignment
which are as follows:

 Checking the weight and volume of the goods

 Handling of the cargo and deciding the type of truck
 Stacking of the cargo
 Packaging of cargo depends on the type of goods and they must be taken care at
the point of booking (in terms of small load)
 Mode of lashing which is mainly used in the type of jerky roads, for example the
movement of “Metrorail’s (large machinery)” with proper equipment and well
trained crew members(Hydraulic machines)
 Hiring vehicles from the market and having own vehicles of the company this
typically involves an Lorry Hire Contract which is an very important document

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at the time of hiring vehicles from outside the market and also we must make
sure the all types of documents (i.e.,)insurance papers, registration details and
driving license are taken from the driver.
 Unloading process and delivery process are undertaken
 Finally billing process is done in three types:
 Paid at the time of booking itself
 To pay at the time of delivery.
 To be billed

Later Mr. R.N.Yadav (General Manager-Business Development) explained about the

different types of trucks available in the market starting from 3.5Mt-49Mt and about the
different factors that are required for the documentation part of operations where it is
necessary to understand the clients requirements based on certain factors:

 Cost of the goods

 Transit time
 Safety of cargo
 Payment terms and conditions
 Size and height of the material

In the terms of the cost regarding the part loads it must not exceed more than 1500 and in
case of FTL’s it depends on the nature and value of the goods and also explained the
percentage of margin in case of the general cargo is 20% and in the case of ODC it varies
depending on the size and height of the Odd Dimension Cargo (ODC) and also about the
tracking system of the vehicles.

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Day-3: Understanding the systems of IT: Today we had the interaction with
Mr.R.K.Agarwal (IT Manager) who has emphasized the importance of logistics and the
wide usage of information technology in the various departments relating to the company and
also mentioned about the growth of Records Management in the organization.

Records management contains both electronic data and accounting data which is to be
stored in the database must last for 2 years and 7-10 years and this is maintained by the
usage of RSSQL Software and it must have a separate space for the storing of the records.
The basic purpose of this is to retrieve the data whenever needed to the company.

The company website that exists now has a large chunk of information regarding the in-house
and out-house activities which are not that much useful and the email policies that are
adopted by the company are very much user friendly to the employees of the company which
consists of the vital information regarding the certain tasks and activities of the work

Software Applications:

F-Track: This application is launched in April 2006 which is mainly used in the segments
of operations and finance. This application is developed by the Transline technologies in
Delhi with the basic objective of the information storage of various documents (i.e.,)
Consignment Note, Challan, Lorry Hire Contract and Truck Arrival Report and makes
it available to the various branches across the country.

 Helpful in updating and modifying of the data in the database

 Avoiding the replication and duplication of data
 Reducing of work burden
 This application contains certain modules like the masters, operations, finance,
MIS, Audit, Fleet and HRM

Imaging: This is the application where the data is stored in the electronic format in form of
CD’s capacity not exceeding to 4GB

Logistics Operation and Management System: This is the GPS application used
by the company in the two wheeler segment where its necessity is to track the position of the
truck and also maintaining the continuous up to date information of the consignment to the
consignee and maintenance of geo-fencing and driver’s evaluation.

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Day-4: Understanding about the project management: Meanwhile we got an

opportunity to understand the basics of project management through a presentation held at
CMD Office by Mr.Sailash Chakraborty. Initially he explained about the basic definition of
the Project as the “Temporary effort having defined start and end dates to create a
unique product or services for defined deliverables” and also defined the Project
Management as “Discipline of Planning, Organizing and Managing resources to achieve
the defined deliverables” and also explained the various differences existing between the
project and operations.

Constraints involved in the Handling of a Project:

For a project to be handled there always exist 4 main constraints which are interrelated with
each other and the basic purpose of any Project Manager is to have a well balanced focus on
those constraints:

 Cost /Budget
 Scope
 Time
 Quality

Project Life Cycle: The project life cycle in which a project to be handled depends upon
2 parameters (i.e.,) time and effort and the following are the steps:

 Identifying the need (Request for Quotation)

 Conceptualising the solution
 Finalization of the job
 Execution of the project
 Completion of the project

Then we had a brief look of the accounting procedures of OTPC project which is the long
term handling project of the company over 130 crores and also we had a brief look over the
various vouchers (CBS, Trial Balance etc) of the F-Track module and also the various
financial transactions that are happening over in the OTPC project and also explained about
the various types of clients base that are maintaining relationship with the company.

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Day-5: Understanding Various Accounting Procedures (F-Track)@ABC:

Today we had the interaction with Ms. Seema Bhattacharya who explained about the
various terms and conditions related to the provident fund and service tax and their related
forms.

Provident Fund: The contribution taken from the PF of the employee is 12% out of
which 8.33% to self and remaining 3.67% to the company and every month it is paid on 25th
and every month14th the return is taken.

Various Forms related to PF:

 Form 5: List of appointment

 Form 10: Registration of certificate
 Form 12: challan, this should be 3copies maintained (i.e.,) bank, provident fund
and accounts
 Form 12(A): Statement of liability and amount of remittance for the month
 Form 19: Claiming for P.F
 Form 10(C): Scheme for the certificate
 Form 10(D): Pension(3% reduced at the age of 50)
 Form2(A): In case of death
 At the time of resignation a nomination form should be submitted

Service Tax: Service tax is charged at 10.3% which varies corresponding to the states and
it is done based on the following tax deductions:

 Goods Transport: 2.58% of charge

 Manpower
 Business Support
 Business Auxiliary
 Rent
 Transportation through waterways
 Customer House Agent (CHA)and cargo handling

Every service tax is paid on 6th through online and every 6 months the return is paid.

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Mr. Ashish Pal has explained that the company mainly have only two things they
concentrate on (i.e.,) interests and benefits which are related to the receipts and payments
which in turn are related to the incomes and expenses of the company and he also explained
about the direct and indirect expenses of the company.

 Mainly the F-track application that is followed in the company mainly involves the
transactions of only operations and finance in which there are four categories along
with their general ledger codes like the assets (6), liabilities (5), income (7) and
expenses (8) and also he explained about the EMD (Earnest Money Deposit) which
should be paid every 6 months and is refundable.
 Every General Ledger code has 5 digits out of which are 4 digits are numeric and 1
alphabetic. He also explained about how to identify the PAN card. He also explained
that there are 4 reasons for the bank reconciliation:
 Debited by bank but not accounted in CBS
 Credited by bank but not accounted in CBS
 Check deposited by company yet to be credited by bank
 Check issued by company yet to be debited by bank
 He explained about the various heads involved in TDS:
 Contractor, Subcontractor: 20% margin, limit 75000 per year and 30000
for single payment
 Consultancy: 10%margin and limit is 30000 per year
 Rent Payment: 2%margin for space and 10% for rent of plant and
machinery
 Commission: 10%margin and 5000 per year
 TDS on interest: 10% margin and 5000 per year these are in the case of
PAN and if there is no PAN for any client directly 20% is deducted.
 Then Mr. Nitin Kumar explained about the general principles of accounting
standards which involves the Golden Rule of Principles and also the various types
of accounts(i.e.,)Real, Personal and Nominal. He explained about the various
types of vouchers (i.e.,) Lorry hire Voucher, Cash Bank voucher, Inter office
Voucher, Credit Voucher and Debit Voucher and also explained about the various
types of transactions that are involved and Mr.Mishra explained about the Treasury
Account in the company

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Phase 2: Training at CCU Branch of ABC:

Days-6&7: Understanding the booking procedure, understanding loading,

unloading and go-down management: Today we had the interaction with Mr.
P.K.Choudhary (Zonal Manager) and Mr. S.K.Upadhyay (Branch Manager) who
explained importance and the nature of business (i.e.,) FTL and LTL that is handled by the
regular division and the normal regulations for the turnover of the business are 20% gross
margin,45 days realization and 150cr business. Then we had the interaction with
Mr.A.K.Choudhary who explained about the booking procedure and the various steps
involved in it:

 Firstly, the Goods Forwarding Note (GFN) is prepared according to the details
given by the consignor.
 Secondly, the weighing of the goods is done according to the volume of the goods
that is brought to be booked and more than 1500 kg is not booked.
 Thirdly, the marking of goods is done which is very important for any consignment
and with this marking can easily identify the consignment to be sent to the place and 3
things are important in marking:
 Company name, Branch name and month/year
 Consignment number and no: of packages
 Destination
 Fourthly, the consignment note is prepared which contains the details of consignor
name, consignee name ,type of packing, from and to stations ,method of packing(i.e.,)
Polly bag (P/B),Gunny bag, Wooden Box(WB),W/C(Wooden Carton),Carton
Box(C/B), no: of packages, rate ,charged weight and the type of paying (i.e.,) to pay,
paid, to be billed at an the service tax is calculated only when the consignment value
is more than Rs.750

Types of Consignments and Consignment Notes: There are 2 types of

Consignments and 2 types of consignment notes:

 Consignments: Owners risk and Carriers risk

 Consignment Notes: WF (Non-banking CN) and WC (Banking CN)

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 Fifthly, the consignment note prepared is maintained in 5 copies (i.e.,) Consignee,

Consignor, file, record and lorry copy and then the goods are stacked in the go-
down.
 Sixthly, the hiring of trucks is done from outside market by making an effective
negotiation through agency or broker and an Lorry Hire Contract (LHC) is prepared
which contains the details of the hiring lorry details, driver related documents and it is
maintained in 4 copies (i.e.,) Lorry Hire, Acknowledgement, File and record and
the value of the lorry hire varies frequently and hence the agency with the low value is
given to make cost benefit.
 Seventhly, the loading of goods is done by making an lorry challan which contains
the details of all the consignments that’s going to be loaded into the truck that day
itself.
 Eighthly, the unloading of truck is done and the documents are verified then money
is paid to the organization only after the receiving of goods when the proof of
delivery (POD) is taken from the consignee at the destination.

Then we had the interaction with Mr. Sunil Kumar and Mr. Dilip Sharma who explained
about the basics that are required in the loading of consignments (i.e.,) depending on the
nature of the product and also its size, volume and weight they are loaded and also they made
us to prepare the consignment notes and lorry hire challans and also about the go-down
layout and its maintenance.

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Phase 3: Training at CMD office of ABC:

Day-8: Understanding the concept of Packing List analysis:

Today we had the interaction with Ms. Swetha Prusty explained the mode of business they
are handling is the heavy lift and ODC. Mainly there is a huge difference between the
normal cargo quotation in regular division when compared with the handling of cargo in
project division where it varies mainly depends upon the

 Description of cargo: Length, width, height and volume

 Truck Engagement which is used mainly for mapping of the trucks
 The normal dimensions of a truck by parameter are length (12.2m), width
(2.5m), height (2.5m), weight (22tons)
 Planning of the load is also a crucial step in the packing list analysis

Day-8: Understanding the importance of Route Survey:

Today we had the interaction with Mr. Ravi Kumar who explained about the importance of
route survey and its main purpose is to do survey about the handling of ODC and delivering it
to the destination. However the technical knowledge required for doing the route survey the
important thing is the presence of mind and analysing each and every constraint and
hindrances that are appearing on the route. He must be able to analyse the situation in such a
way that he always has to minimise the cost by providing best quality.

For example, that a heavy trailer with a heavy odd dimension cargo crossing the bridge which
is 5.6m, but the bridge length is 5.5ms, the answer for that is the digging of the road up to the
depth that the trailer with heavy ODC is moved smoothly.

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Day-9: Understanding the basics of Warehousing:

Today we had the interaction with Mr.K.K.Makharia who explained about the basic
understanding of warehousing. Warehousing is the place of storage of goods or products till
they are dispatched to the end users.

Warehousing is one of the important elements and it should be maintained by each and every
organization. The company deals with is telecom warehousing and operators related are
Aircel, Cell One, Uninor.

There are various standards of procedures (SOP) followed:

 The products are placed depending upon the frequency of demand and the
importance related.
 Usually the products are stacked on the way which is required so that the
products stacked beneath won’t get damaged. For example the cement bags can
be placed up to the height of 15 feet but in case of electronics it won’t be possible.
 While stacking the goods space is provided between in order to have the free
movement of loader in between the space.
 Proper lighting and dust free atmosphere is maintained inside the warehouse
and lights must be placed in between the stacking so that the products won’t get
damaged.
 Crate is a kind of structure on which the products are placed in order to protect
them from coldness of the floor and in order to make the loader to lift the
products and put them in trucks for delivery.
 The security appointed must be trained well enough in order to come across the
hindrance or any sort of emergency.
 Proper dress must be maintained by the security personal.
 Ventilations and lighting must be provided
 Proper verification of stock and inventory handling is done on weekly basis
which is very important for the proper maintenance of stock.

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Day-10: Understanding about the Safety Awareness:

Today we had interaction with Captain Amit Kumar Mondal who explained about the
necessary things regarding the job and the safety awareness of the work that we are pertained
not only to the job related aspects but also applicable to the personal life experiences:

 He primarily emphasized about the person getting into the job or going to work the 2
necessary things that are required to be performed are:
 Discipline
 Attitude
 There are certain factors are taken into consideration while evaluating the
performance of the individual:
 Analysing strengths and weaknesses
 Job performance in terms of quantity and quality
 Giving effective training to the subordinates
 Abilities including the technical, knowledge, dependability
 Leadership and administrative skills
 Proper planning and handling of things that are to be done
 He also emphasized about the type of business they are in and also the customers they
are dealing with them are termed as Valued Customers (i.e.,) giving best service and
achieving high customer satisfaction.
 There are 4 main reasons for any individual should consider in order having an
effective safety practices at the time of doing the work:
 Zero Deficiency
 Zero Incidents
 Zero Injury
 Zero Accident
 The Safety principles that should be kept in mind before the taking up of any
particular task:
 Maintaining safe conduct
 All accidents and injuries must be controlled
 Committed to continuous improvement
 Following the rules and regulations of the company in good
manner

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 Approach towards the job while performing the task is followed by a particular
technique:
 A-Appraisal
 P-Planning
 E-Execution
 M-Monitoring
 The basic steps that have to be kept in mind before doing or performing the task
are:
 Identifying the hazards
 Analysis of the risk
 Action of the risk
 Alternatives evaluation
 Environment protection
 Security of interest, assets and clients

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Day-11: Understanding the Quality Policy of ABC:

Today we had the interaction with Mr. Sailash Chakraborty explained about the type of
services provided by the company and also mentioned about the most important thing is to
identify the situation and implementing the solution for it. However the prerequisites for that
are:

 Analysing Strength
 Identifying the gap between the company and the client by having
requisite knowledge about the task that is being done
 He also explained about the timely constraints that arise in the movement of ODC on
the roads:
 Government rules and regulations
 Road conditions
 Choice of vehicles
 Quality of manpower
 Financial aspect of the company
 The mode of transportation that is followed by the company is Multimodal (i.e.,)
mainly through roadways and through waterways.
 However at the time of route survey the main factors that should be taken into
consideration are:
 Length
 Width
 Height
 Distance
 Vehicle Specification and axle combination
 Then he explained about how to make a quotation and also the modes of auction
that takes place at the time of quoting a tender:
 E-Bidding
 Reverse Auction
 Based on the Price factor
 He also explained that same procedure takes place for water transportation but
certain things should be concentrated are:
 Vertical clearance and high and low tides

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Day-12: Understanding the Financial aspect of ABC:

 Today we had interaction with Mr. Satyaki Bhattacharjee (Assistant Manager,

Finance) explained about the organization structure of Finance Department headed
by MD, VP and the finance team.
 He also explained about the concept of centralized finance where every transaction
that is done by the branches is monitored from the main branch and entire information
is available to each and every branch and the no: of branches present in each zone are
approximately 130 branches and branches cannot take decision independently.
 They are mainly operating in two modes (i.e.,) one for CMD (i.e.,) Indian Overseas
Bank and UBI, then for VRMD it is SBI and HDFC.
 He also explained about the vehicle financing and the market liability of the company
and the procedure followed by the company by giving RTGS and NEFT.
 The company’s major portion of the expenses happening from the Hyderabad
Vehicle Division (HYDV).He also explained about the hedging and derivatives
factors of the company.
 He also explained about the outstanding position of the company which is the credit
given by the company to the client in a certain specific amount of period of time. The
time period is categorized from 0-30, 31-60, 61-90, more than 90 days and more
than 360 days.

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Day-13: Understanding the concepts of Billing:

Today we had the interaction with Mr.S.D.Tiwari and Mr.H.C.Pandey explained about the
basic concepts related to billing and financial operation takes place that without the
preparation of Consignment Note no bill is prepared.

 He explained about the procedure of billing which is done from the details of the
Consignment Note and then the Customer Code is filled and then the bill is prepared.
 There are two types of Bills or documents prepared:
 Bill against Consignment Note (CN)/LR/Bilty
 Bill of pending charges against CN/LR/Bilty
 Then he explained about the octroi service which is the charge paid to a particular
state and this service is not available in all states.
 There exists a case at the time of submitting the bill, we have to enter the transaction
both at the client’s part and as well as in the company’s software.
 Then they explained about the concept of Money Receipt (MR) how it plays its
significant role in the business which mainly used as a proof of delivery for receiving
the payment from the client.
 Then they explained about the different types of Money Receipts existing in the
company’s software:
 Paid Money Receipt
 To Pay Money Receipt
 To Be Billed Money Receipt
 On A/C of others MR
 Advance of CN
 On A/C of Bilty
 Delivered MR
 Apart from these billing procedures regarding Consignment Note(CN) and there are
billing procedures regarding freight which includes the expenses related to the giving
of rents to other clients for go-downs, giving of vehicles etc.,

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Day-14: Understanding the concept of Project Logistics:

Today we had the interaction with Mr.R.P.Shah who explained about the difference of the
type of business that is handled in both the regular division and project division. Related to
Project division the movement of the transport involves the handling of Odd Dimension
Cargo(ODC) which is more in all the dimensions (i.e.,) height ,width ,length and volume. He
explained the project office structure and their departmental functions are as follows:

 Custom clearance
 Port Handing
 Transportation up to place of delivery
 Site Handling
 Cargo Handling
 Freight Forwarding

He explained about before taking up of any project there must be a proper and effective route
survey which involves the examination of the following factors through road ways and
seaways:

Road ways Route Survey: The following are the factors to be observed under this category:

 Culverts and bridges: width and capacity of the both

 High Tension Wires: Magnetic Effect
 Railway Gates: Power Shut Down

In case, if the bridge is too weak to move the cargo (i.e.,) the spans between the bridges is
too long then the only alternative available is to construct the Bypass which is done by the
relevant civil engineering techniques by taking an effective measurement of the Gradient
and the more the gradient the more horse power is required to pull the cargo and also the
Paddling Capacity of the trailer increases.

Water ways Route Survey: The following are the factors to be observed under this
category:

 Period of high tide and low tide

 Period of monsoon and non-monsoon
 Depth of the water at time to time

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Vehicles related to the Transportation Modes: The various transportation modes

are:

Roadways: The following are the vehicles related to the road ways:

 Flat Bed Trailers

 Semi Bed Trailers
 Low Bed Trailers
 Mechanical Trailers
 Different Combinations of axles
 Hydraulic Trailers

Waterways: The following are the vehicles related to the water ways:

 Barges: 2 Types: Flat and Hold Barges

 Break-bulk Ships
 Container ships

Documents related to the Various Transportation Modes: Like the documents

in the regular division (i.e.,) Consignment note the same are in the project division which
deals with the handling of cargo in both domestic and international scenarios:

 Roadways: Consignment Note (CN)/LR/Bilty

 Seaways/Shipping: Bill of Lading
 Airways/Air lines: Airway Bill
 Multimodal: Multimodal Transport document (MTD)

At the time of loading the cargo onto the vehicle its necessary to examine the Centre of
Gravity of the trailer must match with that of the vehicle and also at the time of pulling the
cargo from barge onto the axle the following operations are performed:

 Roll on –Roll off (RORO)

 Lift on –Lift off (LOLO)

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Import Clearance: He explained the imports are divided into 2 parts which mainly
involves:

 Customs: Includes the activities of financial aspects

 Ministry of Commerce: Headed by DGFT (Direct General of Foreign Trade) this
includes the activities of import and export policies

He explained about the process that’s carried out at the ports and the necessary documents
that are required to carry out the cargo from the Custom House Agent (CHA) onto the trailer.

 Bill of Entry
 Invoice regarding to the cargo
 Packing List
 Certificate of Origin
 Insurance Certificate
 Bill of Lading

In case of regular division the delivery of the goods to the consignee is done only when the
consignee copy is given by the consignee. Like the same way at the time of delivery of goods
in the import clearance the bill of lading must be given by the consignee and also explained
about the importance of the word “DANGEROUS” in international scenario which involved
3 groups (i.e.,) DG-I, DG-II and DG-III.

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Day-15: Understanding the concepts of project marketing, tenders and

quotations:

Project marketing: Today we had interaction with Mr. Somnath Ganguly who
explained the concepts related to the project marketing, primarily explained the definition of
marketing as” the process of planning and executing the conception, promotion and
distribution of goods and services to create exchanges that satisfy both the individual
and organizational objectives”. He also explained the difference between marketing and
selling.

He explained the basics of project management and also explained about the type of business
they deal with the various sectors which includes the following:

 Power Sector
 Cement Industry
 Telecom
 Steel and iron industry

For going into the bidding of a project the promoter has to follow the following steps:

 Need for EOI/RFQ

 Identifying the potential bidders
 Having Valid EPC’s

He explained the various tactics required to market the services of the company into the
market which includes the following:

 Having proper knowledge about the various services provided by the company
 Collecting various information from various resources like internet, TV, ads,
magazines and from the competitors data
 Tele-calling
 Sending emails relating to the project
 References
 Maintenance and preparation of Client base
 Maintaining interpersonal relationships

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 Induction Report

Tenders and quotations: He explained about the tender as an set of documents which
contains the scope of work and other details like payments, legal conditions etc

The tender is divided into two parts:

 Technical bid
 Commercial bid

For a Company to participate in the tender must qualify for the both technical and
commercial bids. For that the company have to submit the following documents in the
technical bid:

 Company turnover and its assets documents

 Service tax certification
 Company balance sheet over the last 3 years
 Documents relating to their past projects
 Manpower requirements
 Human Resource Policies
 Operations
 No: of own fleet and inventory management
 Vehicle equipments

After the qualifying of the technical bid, then the company has to qualify for the
commercial bid which includes all sort of pricing related to the project which includes the
costs of transportation through various modes, costs related to the route survey and all
other costs.