Professional Documents
Culture Documents
PROJECT
“MARKETING OF SECONDARY AND BY-PRODUCTS”
AT
BOKARO STEEL PLANT (SAIL), BOKARO
First of all, with the deep sense of gratitude I would like to acknowledge and thank,
Mr. HARI MOHAN JHA,(DGM T&D) and training coordinator for accepting me
as an intern for successful completion of this dissertation.
I would like to special thanks to Mr. RITURAJ (Manager Marketing), Mr. B. K.
SINGH (Asst. Marketing Manager) and all the officers of marketing department,
Mr. VIKRAM SINGH (Manager mjunction) for their continuous encouragement
and furnishing me all the necessary information and material.
ABHISHEK
2
CERTIFICATE
Date - Signature -
3
INDEX
1. Executive summary 05
3. Objective of Study 08
6. Mode of Sale 22
7. E-Auction 23-28
9. Findings 33-34
PROJECT AT A GLANCE
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Marketing of secondary and By-product of Bokaro steel plant is a pioneer
attempt, based on authentic information, at chronicling the background, origin,
growth, development, performance and prospect of India’s largest steel complex.
SAIL is a Maharatna company and one of the largest steel manufacturing entity of
India.
During my training, I had to find out mode of sale of secondary product of BSL. As
primary products are sold by CMO, Kolkata. Bokaro steel plant recognizes that
leadership is essential for survival in competitive environment. Customer’s
satisfaction like quality is a journey and not a destination to lead the steel sector.
It is essential that everyone in the company have a clear understanding of what
customer satisfaction means if the plant aims to achieve leadership in customer
satisfaction.
The selected Bibliography indicates the range and depth of the search for
authentic source of information.
5
Reason to choose the subject “Marketing of secondary and By-product of BSL”
because SAIL is the largest steel manufacturing undertaking of India and has a big
contribution of secondary and By-product to total sale, which is pre-determined
for success of the company. By selling the secondary and By-product in local
market, company is earning much revenue. It is also creating an employment in
small scale industries and developing the economy.
During my training I had to find out mode of sale of secondary and By-products of
BSL. Primary products are sold by Central Marketing Organization (CMO), Kolkata.
It was privilege for me to take this opportunity a challenging work to study and
observe “Marketing of secondary and By-products in BSL”, an organization which
is a unit of Steel Authority of India Limited (SAIL) and Central Marketing
Organization (CMO) is having the Head Quarters at Kolkata.
In the recent years a number of foundries and re-rolling Mills come into existence
throughout the country. These small-scale sectors need the “secondary products”
as input raw materials for their production. The company has used these products
for manufacturing different kinds of end products for consumption of general
public. The plant extends all types of facilities and assistance to these small-scale
units. This, in turn gives scope for more employment opportunities.
We have chosen SAIL for knowing the marketing policies and procedures being
followed in BSL, Marketing Department for sale of secondary products and By-
products. This study will help to make the industry flexible and also there will be
good environment in the industry through reducing the disposal and waste
materials in the industry.
INTRODUCTION
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STEEL AUTHORITY OF INDIA LIMITED
FORMATION OF SAIL
Steel Authority of India Limited (SAIL) is the largest steel-making company in India
and one of the seven Maharatna’s of the country’s Central Public Sector
Enterprises. It is fully integrated Iron and steel maker, producing both basic and
special steels for domestic construction, engineering, power, railways, automotive
and defense industries and also for sale in foreign markets.
During struggle for independence, Pt. Jawaharlal Nehru, our first Prime Minister,
had a very clear vision about the role of steel in the development of our country.
Although TATA Iron & Steel Company (TISCO) has been established in 1907
marking the beginning of Indian steel industry followed by Indian steel co. (1918),
they were too small to meet the development requirement of such a big country
like India. Therefore, In the 1 st industrial policy resolution of the Indian Govt. soon
after the independence, Indian Govt. decided to establish steel plants in Public
Sector. However, work could be started at fast pace only in 1954, when Hindustan
steel ltd., was formed and three steel plants of 1 MT capacity each were
established with provision of further expansion at Bokaro, Rourkela and
Durgapur with assistance from USSR, west Germany and U.K. respectively.
Hindustan Steel (HSL) was initially designed to manage only one plant that was
coming up at Rourkela. For Bhilai and Durgapur Steel Plants, the preliminary work
was done by the Iron and Steel Ministry. From April 1957, the supervision and
control of these two steel plants were also transferred to Hindustan Steel. The
registered office was originally in New Delhi. It moved to Calcutta in July 1956,
and ultimately to Ranchi in December 1959.
The 1 MT phases of Bhilai and Rourkela Steel Plants were completed by the end of
December 1961. The 1 MT phase of Durgapur Steel Plant was completed in
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January 1962 after commissioning of the Wheel and Axle plant. The crude steel
production of HSL went up from .158 MT (1959-60) to 1.6 MT. A new steel
company, Bokaro Steel Limited, was incorporated in January 1964 to construct
and operate the steel plant at Bokaro. The second phase of Bhilai Steel Plant was
completed in September 1967 after commissioning of the Wire Rod Mill. The last
unit of the 1.8 MT phase of Rourkela - the Tandem Mill - was commissioned in
February 1968, and the 1.6 MT stage of Durgapur Steel Plant was completed in
August 1969 after commissioning of the Furnace in SMS. Thus, with the
completion of the 2.5 MT stage at Bhilai, 1.8 MT at Rourkela and 1.6 MT at
Durgapur, the total crude steel production capacity of HSL was raised to 3.7 MT in
1968-69 and subsequently to 4MT in 1972-73.
SAIL was formed by registration of a company under the companies Act and not
by the Act of parliament. Govt., decided to abandon the holding company concept
in 1978 and a bill was presented to the lok sabha. Accordingly, SAIL was again
recognized in the following manner.
Hindustan Steel Ltd., Bokaro Steel Ltd., Salem Steel Ltd., SAIL International Ltd.,
Rourkela Ispat Ltd., Durgapur Ispat Ltd., wholly owned subsidiaries of SAIL merged
into it and started functioning as Units of SAIL.
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SAIL produces iron and steel at five integrated plants and three special steel
plants, located principally in the eastern and central regions of India and situated
close to domestic sources of raw materials. SAIL manufactures and sells a broad
range of steel products.
The Government of India owns about 75% of SAIL's equity and retains voting
control of the Company. However, SAIL, by virtue of its ‘Maharatna’ status, enjoys
significant operational and financial autonomy
Since its inception, SAIL has been instrumental in laying a sound infrastructure for
the industrial development of the country. Besides, it has immensely contributed
to the development of technical and managerial expertise. It has triggered the
secondary and tertiary waves of economic growth by continuously providing the
inputs for the consuming industry.
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SUBSIDIARIES OF SAIL
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Steel
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CAPTIVE MINES UNDER THE UMBERALLA OF SAIL
The company has the distinction of being India’s second largest producer of iron
ore and of having the country’s second largest mines network.
Its captive iron ore & flux mines at Jharkhand, Odisha & Madhya Pradesh are
under the control of the Raw Materials Division Kolkata, coal mines at Jharkhand
& West Bengal are under the control of Collieries Division Kolkata, iron ore & flux
mines at Chhattisgarh are under the control of Bhilai Steel Plant (BSP), Bhilai and
flux mines at Karnataka are under the control of Visvesvaraya Iron and Steel Plant
(VISL), Bhadravati.
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Hirri Dolomite Mines Chhattisgarh
Kuteshawar Limestone Mines Madhya Pradesh
Bhawanathpur Limestone Mines Jharkhand
Tulsidamar Dolomite Mines Jharkhand
Bhadigunda Limestone Mine Karnataka
Kenchapuda Dunite Mine Karnataka
Chasnalla Colliery Jharkhand
Jitpur Colliery Jharkhand
Parbatpur Colliery (New Project) Jharkhand
Coal
Tasra Coking Coal Mine (New Project) Jharkhand
Sitanala (New Project) Jharkhand
Ramnagore Colliery West Bengal
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BOKARO STEEL LIMITED
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The plant is hailed as the country’s first Swadeshi steel plant, built with maximum
indigenous content in terms of equipment, material and knowhow. Its first phase
of 1.7 MT ingots steel commenced on 2nd October 1972 with the commissioning of
the first Blast Furnance and completed on 26th February 1978, with the
commissioning of the third Blast Furnance, all units of 4 MT stage have already
been commissioned. The plant is designed to produce flat products like Hot rolled
coils, Slabs, HR Sheets. Plates, CR Coils. Sheets, GP Sheets. Coils, GC Sheets,
Galvanealed Steel, HRPO, Pig iron & Coal Chemicals.
Bokaro has provided a strong raw material base for variety of modern engineering
industries including automobile, pipe and tube, LPG cylinder.
To keep up pace with the latest trends in steel making, the first phase of
modernization was sanctioned on 23rd July 1993. The new features in SMS-ll
include continuous casting Machines and steel refining unit. The steel refining unit
was inaugurated on 19th September 1997 and the continuous casting machine on
25th April 1998.
The modernization of the Hot strip mill saw addition of new features like high
Pressure de-scalars, work roll bending, hydraulic automatic gauge control, quick
work roll change, laminar cooling etc. new walking beam reheating Furnance are
replacing the less efficient pusher type Furnances. A new hydraulic coiler has
been added and two of the existing ones revamped. With the completion of hot
strip mill modernization, Bokaro is producing top quality hot rolled products that
are well accepted in the global market. The capacity of the plant has gone up to
4.5 MT of liquid steel.
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by the high range of the parasnath hills and on the south just beyond the river
Garga, it is enveloped by the satanpur hillocks. The vast rolling topography of the
city is interspersed by graded valleys and winding rivulets typical of the
chhotanagpur plateau. The city has blossomed into a regional urban centre of
over 8 lakh people from different parts of the country, making the city mini
Bharat. Bokaro is located on the Gomoh-Chandrapura-Muri railway line. Direct
train services to all the four metros are available from Bokaro. It is located
centrally between the triangle of the other three major cities of Jharkhand –
Ranchi, Jamshedpur and Dhanbad – all of which are well connected by road and
railways. Its Western boundaries run parallel to the south are it planned by the
Dhanbad Ramgarh National Highway no. 2.
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size, and specification. Such products are termed as “Secondary Products”.
Moreover, while shaping the prime products, both ends and sides are cut. These
cutting are also categorized as “Secondary Products” in Bokaro Steel Plant, as they
These are the products which are not originally produced by manufacturer but
The net sales realization from all the secondary products and By-products of BSL
is around 996 crores which is quite more than money the big industry’s annual
turnover.
it again for the required composition of the materials as per the desired
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specification. The Traders/Processors/Re-rollers, use these as raw materials for
different finished products making huge profits, the plant is also not losing
anything.
Profit is the main aim of every business, and when the realization of these
By selling secondary products to the local market new industries are developed
for Re-rolling the secondary materials to make finished products. It has also
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MARKETING DEPARTMENT HEIRARCHY
GM(Marketing)
DGM(Marketing)
Manager
Manager
Asstt. Manager
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ANALYSING 4 P’s OF MARKETING
Product - Bokaro Steel Plant produces various iron and steel products
like HR coils and HR sheets and also CR coils and sheets. These are the
primary products of the plant and in the process of manufacturing these
products, many secondary and by-products are also obtained. This project
primarily deals with the secondary and by-products only.
The following table shows the different secondary and by-products of BSL: -
PRODUCTS USES
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Sale of various secondary and by-products are as follows: -
2018-19 2017-18
300000
250000
200000
150000
100000
50000
0
1st 2nd 3rd 4th
2018-19 2017-18
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Price – Prices of these products (Secondary and By-products) are decided
by a committee headed by senior GM’s of plant.
The following are the steps followed while fixing the price: -
After the conduct of auction, the reserve price is opened by another committee,
comprising of DGM (Marketing) and DGM (Finance) and is called reserve price
opening committee.
Metaljunction, the online platform were the auction of secondary and by-
products of SAIL, sends the bid report through FTP(File Transfer protocol) via SAP
as well as signed hand copy of H1 bid ( highest bidder) report along with detailed
bids to head of Marketing, dually signed by their in charge and also fits the
Reserve price in the system.
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Place: - The products that are auctioned are kept at the site from where
that originates/forms. After the lifting order is given to the highest bidder,
then the customer is given a period of 7 to 15 days to lift the products from
the site depending upon the lot size and item.
MODE OF SALE
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Marketing department applies the following method for selling these secondary
and by-products: -
25
Advertisement of dates/type of materials on
mjunction website.
E-AUCTION SALE
Auction: -
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Auction refers to a forum where the requirement for one/more lots of an item is
stated and the participants (bidders) are required to bid down the price to be
selected to supply the requirement.
Online Auctions: -
Online auctions refer to those auctions conducted through the Internet with the
bidders simultaneously bidding to be selected for supplying the items on auction.
In other words, the venue for the auction is on an Internet website/platform.
The “Service Provider’s” website assigned by “Service Provider” would constitute
venue for the purpose of the online auction.
Client: -
Client is the individual/ business entity who has contracted “Service provider” to
conduct auction. Hence, we could infer that BSL is the client in this case.
Bidder: -
Bidder is the individual/business entity participating in the auction, intending to
buy the items/lots from the client. To become a bidder in the auction, a business
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entity has to secure client approval for participation and also provide written
assent to the General rules and regulations.
28
Timing of the online bid: -
All the timing of the Online bid shall be based on the time indicated by the Sever
hosting the Auction engine. The bid for the SAIL lots takes place every Wednesday
starting from 11 am till 5 pm.
Automatic extension in the event of bids being entered towards the end of
the scheduled duration to facilitate the other bidders to view and react to
the bid. In case of auctions conducted by metaljunction, the auto extension
is of 3 minutes.
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Procedure of E-Auction
Advertisement/posting of dates and types of materials to be auctioned in
SAIL website and various newspapers.
Posting of details of lots to be auctioned 4-5 days prior to the date of
auction, on the website of SAIL and metaljunction.com
Inspection of lots to be auctioned by customers.
Auction is held on www.Metaljunction.com.
Report of auction conducted is given by metaljunction after the auction. In
the report, the highest bid is conveyed to the SAIL authorities.
Meeting of reserve price opening committee and their recommendation. If
the highest bid is somewhere near the price decided by the RPC (Reserve
Price Committee) then the further process is initiated otherwise that lot will
be re-auctioned.
Issue of offer to the customers, based on approval of chief Executives.
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GENERAL RULES AND REGULATIONS DURING E-AUCTION
The online auction is conducted for Bokaro steel plant, referred as client on the
auction platform of metaljunction.com, referred as Service provider.
The general rules and regulations provided governs the conduct of online forward
auctions arranged by “Service provider” i.e. on its auction platform. These rules
outlay the roles and responsibilities of the parties in the auction.
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INTRODUCTION OF SERVICE PROVIDER
Here is a brief introduction of the Service provider i.e. METAL JUNCTION, a joint
venture between SAIL and TATA STEEL (both having 50 % stake in the company).
About Metaljunction:-
mjunction’s growth has not only been in terms of transactional value, revenue
and profits. In a span of 17 years, it has established a national footprint with
presence in more than 25 locations all over the country. Starting out with a team
of less than six people at inception, today more than 800 people from different
professional and academic backgrounds are working on growing the company at a
scorching pace.
Bidders hereby confirm that they shall commit to lift the items (being bid for) at
the price entered by them in the auction and at the same terms and conditions
specified by the client. All prices entered shall be legally binding on the bidders.
Failure to honor the bids placed during online bidding shall render the bidder
liable for penal action i.e. forfeiture of the EMD and debarring them for future
participation for 6 months.
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SWOT ANALYSIS (BSL)
STRENGTH-:
1. Bokaro Steel Plant has a huge pool of skilled and experienced personals.
2. Principle of hierarchy (Who will report whom) is given due respect in BSL
enabling management to ensure proper planning and its implementation.
3. Flawless corporate image of SAIL enhances the confidence of managers
and customers alike.
4. Record of harmonious customer relation boosts the revenue graph
towards north.
5. Huge infrastructure provides a strong base for better production and
marketing, since it has countrywide network of stockyards, dockyard and
sales branch offices.
6. Bokaro Steel Plant has TQP i.e. Total Quality People which mean a
dedicated work force towards serving the company’s customers.
7. Ability to cater to the steel requirement of any customer
8. Nationwide distribution network with a presence in every district in India
9. Large skilled manpower base- Labour productivity of 358 tonnes of crude
steel per man per year during 2017-18.
10. Captive power plants take care of about 70% of total power requirements
11. Biggest in-house research and development centre in Asia.
12. Low overall borrowing
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WEAKNESS:-
1. Lack of Buyer’s base in some of the items which are slow moving as Waste
& Scrapped Rolls, Idle Assets etc.
2. Due to its large organizational structure involving numerous policies and
officials, rules and regulations prompt decision making is a real problem.
OPPORTUNITY:-
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THREAT:
The biggest threat for any company is competition, SAIL (BSL) is also no
exceptional. So due to globalization the company is facing huge competition from
global companies in all product segments as well as facing competition from
domestic players.
36
FINDINGS
All marketing procedure of prime products are decided by SAIL and carried
out by the Central Marketing Organization (CMO).
Marketing department of BSL is solely concerned with sale of secondary
and by-products of BSL.
Formation of mjunction has made it possible and transparent the sale of
secondary and by-products of SAIL in a more accountable and planed
manner.
The local customers with business of by-products are sometimes made to
wait for days to get their papers cleared by the department.
Payment is accepted from the customers even when the material is not
available in stock, in anticipation that the material will be made available
shortly in the stockyard.
Unavailability of material in the stockyard leads to holding up of the huge
investment of the customers i.e. material cannot be purchased from the
alternative source.
Refund of excess payment takes long time sometimes more than a year.
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SUGGESTIONS and RECOMMENDATIOINS
38
ABBREVIATIONS
9. mjunction- Metaljunction.
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BIBLIOGRAPHY
REFRENCE BOOK
WEBSITES
www.sail.co.in
www.steel.gov.in
www.metaljunction.com
www.bokaro.nic.in
JOURNALS
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THANK YOU
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