aditee project no-2
TRANSCRIPT
TRF LIMITEDTRF LIMITED(( )
COMPETITIVE SPACE OF TRF IN BULK MATERIALCOMPETITIVE SPACE OF TRF IN BULK MATERIAL HANDLING INDUSTRY IN INDIAHANDLING INDUSTRY IN INDIA
UNDER THE GUIDANCE OF: SUBMITTED BY:MR.DEEPAK YADAV ADITEE ADHARJEE ADM (MARKETING) SBS SIOM,VADGOAN
CONTENTS
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CHAPTER Page No
CHAPTER-1 5 - 10 Introduction Of The Study
6 Objective Of The Study8 Research Methodology9 Limitation 10
CHAPTER-2 11 - 20 (About The Company) Company Profile 12 A View Of Regional Office 15 Collaboration 16 Historical Highlights 17 Principal Of Company 19 Organization Structure 20
CHAPTER 3 21 - 29 (An Insight Into The Organization) Vision And Mission 22 Function Of TRF 23 Customer & Competitors 25 TRF Business And Services 27 Working Procedure 28 CHAPTER-4 30 - 43 (About The Project Work) PRESENT SCENARIO OF STEEL INDUSTRY 31 Marketing Area Of TRF 32 Marketing Strategy 33
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Selecting The Target Market 35 Developing The Marketing Mix 37 Pricing Techniques Of TRF 38 Selling Methods Of TRF 40 Sales Promotion 42
CHAPTER-5 44 - 54 (Competitive Analysis) Competitive Analysis 45 SWOT Analysis 46 Management Discussion And Analysis 49 Annual Reports 51 Summarized Profit & Loss And Balance Sheet 52 Comparison With The Competitors 54
CHAPTER –6 55 - 57 Conclusion 56 Comments And Suggestion 57 APPENDIX Bibliography Questionnaire
Acknowledgement
The project work internship at TRF Ltd. has been a great learning experience from this organization. It is all about learning besides lasting
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friendship of many nice people. I take this opportunity to acknowledge several persons who were a great help in making this project work a successful one.
I would like to pay my sincere thanks to Mr. P.K.Tibdewal (Chief BHME Division), Mr. G.Chander(OED),for their sincere co-operation. They arranged necessary information & data related to TRF Ltd.
I am grateful to MR. Deepak yadav(ADM makerting)my corporate guide, for his excellent guidance & co-operation during the summer training. He gave me sufficient time from his busy schedule & helped me in selecting such a challenging project topic.
I would also like to express my warm gratitude to Mr. M.H Patel(Head HR) for giving me a chance to do my project work internship at TRF Ltd.
I am very much thankful to Mr. A.P. Mahanty (HRD) for his sincere help.
I am specially thankful to whole product marketing division for providing me their best possible co-operation without which it could not have been possible for me to do training program over here.
Finally, I should not forget my parents & friends whose silent contribution and encouragement has always motivated me towards my job.
PROLOGUE
I (Aditee Adharjee) a Student of SINHGAD INSTITUTE OF MANAGEMENT,VADGAON, PUNE am submitting the project report on
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“COMPETITIVE SPACE OF TRF IN BULK MATERIAL HANDLING INDUSTRY IN INDIA” for the partial fulfillment of the requirement for the award of PGDM.
This report is the sincere efforts to reveal the expression of my experience, observation and study during two months of Industrial Training undergone as a part of my “ POST GRADUATE DIPLOMA IN MANAGEMENT” curriculum from “ SINHGAD INSTITUTE OF MANAGEMENT”. This industrial training at TRF Ltd., Jamshedpur, in the field of marketing has helped me to gain practical knowledge and information by actually being a part of the corporate world for two months.
Marketing is indeed the most dynamic and challenging function of modern business. Today marketing does not only mean selling but it is more of identifying competitive strategies in respect of customer need and satisfying them. Different strategies need to be developed to survive and grow in this phase of cutthroat competition. In this venture of mine, I have tried to find out the optimum process of Business in view of Industrial Marketing by studying and analyzing the internal and external factors of competitive strategies in since of Present Market that have an impact on developing the marketing strategies of TRF.
As a part of my study (PGDM) I have to undergo training in any reputed company. I got an opportunity to do my training in TRF Ltd. (A TATA Enterprise) Established in 1962, which are prime and leading companies in India in the field of Design, Manufacture, Supply, and Installation & Commissioning of Bulk Materials Handling System/Equipment.
TRF Ltd. Deals in Manufacturing, Bulk Materials Handling System. In the beginning of the period, the company provided me a project. The title of this project was “COMPETITIVE SPACE IN BULK MATERIAL HANDLING IN INDIA”. In different industry segment vis. Power, Aluminum, & Petro-coke. During the training period, I came across many new things, as this sector was totally new to me. I started my project with the product manufactured by the company. I devoted my initial period of training in knowing about the product and its specification. Then I moved on to the working area of the company, to know which type of service the company is providing to its customers, who are the Customers of TRF Ltd. & who are the main Competitors of TRF.
In the Following pages, I have written a Comprehensive Report.
Although my Project work was of short duration compared to the Vastness and scope of the study,I have
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tried my level best to prepare a credible and acceptable report on the subject and suggest some improvements.
Through it is not possible to study all the factors that have straight impact on formulating competitive strategies, in the short time of 45 days, Yet I have tried my best to bring about the impact of finding out the competitive strategies of marketing and formulating the optimum business process and so on. I have tried to bring about SWOT analysis for the organization and also have given some suggestion measure, which I expect would help the company in achieving its common organizational goal. This project report is suggestive not executive. I beg to be excused, if some errors and omissions crept in the completion of this project.
DECLARATION
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I hereby declare that the project work title “COMPETITIVE SPACE OF TRF IN BULK MATERIAL HANDLING INDUSTRY IN INDIA” submitted to TRF Ltd. Jamshedpur in partial fulfillment Of the requirement for the purpose of Summer Training Project is a record of Original research work done by me during the period of 5th MAY to 20th June 2010 under the supervision and guidance of Mr. DEEPAK YADAV(ADM, Product Marketing Division )
It has not been duplicated from any other earlier works and all information provided in this report is genuine.It has not been submitted to any other university or for any other degree.
DATE:
PLACE:
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ADITEE ADHARJEEADITEE ADHARJEE
Introduction of the Study In My Summer Training in the TRF Ltd. My Topic Was “COMPETITIVE SPACE OF TRF IN BULK MATERIAL HANDLING INDUSTRY IN INDIA” In this
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Topic Concerns firstly see where the Bulk Material Supply & Present market condition & where TRF stands in Bulk Material Handling System. The Major Threats of TRF are its tough competitors and the Technological developments.
In this Project, I concentrated on the Reference List that helped me to get the knowledge of the market and: -
Year of commencement Supply of bulk material equipment The major customers Technological collaboration Marketing Strategies About sales Division Sales Promotion division Regional Office
The detail information about the company relating to: -
The major client Location of client Type of bulk material supplied How they get order received and tender submit Marketing strategy of companies Marketing department Major Competitors
Finally I have showed the tender appraisal and Annual report in form of graph.
Objective of the Study
Management Course is a course that teaches the student to get the work done properly from available resources. Viz. Man, Machine, Materials and Money etc. So that this can be satisfaction both at the management side and at the workers side who plays a significant role in achieving success. So far, for the fulfillment of
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the course, project training is mandatory for each student to be accustomed to the situation of the concern.
The main objective of such training is to make theoretical ideas into practical aspects. A student learns different theories, case examples of practical aspects in books. However, unless these are not implemented properly in real life, these will be no use. Therefore, such a short but useful training period provided the student of learn & to develop him or herself by applying there theoretical views in real life. Besides this training is essential to improve skills power to tackle unfamiliar situation to talk with the different personalities to make decisions and after all create a good and corporate environment amongst the employee so that in further after completion of the Management Course a student can adopt the situation of the concern quickly.
Based on these aspects I being a student of SINHGAD INSTITUTE OF MANAGEMENT,VADGAON, PUNE. I had gone through the summer training at TRF Ltd, Jamshedpur. The Topic as Suggested by my guide is on “COMPETITIVE SPACE OF TRF IN BULK MATERIAL HANDLING INDUSTRYIN INDIA” During my training I have been able to go through Pricing, Marketing Strategies, SWOT, Competitors and other in stipulated time duration on the Product Marketing division of TRF Ltd.
Methodology
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The Following are the various sources through which I have been able to collect various report of the company (TRF Ltd.):-
ON SITE OBSERVATIONS. IN HOUSE MAGAZINES OF TRF LTD. PRINTED CATALOGS. ANNUAL REPORTS. DISCUSSION WITH SALES PERSONEL. NEWS PAPER AND MAGAZINES. TRF’S WEBSITE
As my project is completely based on secondary data i.e I have gathered all the information from Websites, Magazines, journals etc.The information have been analyzed here and a comparison between the products of different competitors have been done to see the expansion of the different companies in different sectors.
Limitations
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During the period of my training, it was not possible for me to go through entire topic very well. The most restriction what I felt is on my topic, due to this I had to concentrate in my topic and the other things had to side lined. Beside this, the following limitations I have come across in course of doing the training.
The study is largely dependent on the facts and figures obtained from the Secondary data.
Time factor was the most important limitation on preparing this report. The time period for training as too short to collect the required information.
The top executives could not be able to give exact position of the concern due to their own work.
As the customers are not easy to approach because the customers are located inside jamshedpur.
The Most of clients of TRF LTD i.e. NTPC, BHUSAN STEEL, BHEL etc are located outside Jamshedpur and to personally meet the personal of these companies was not possible.
It is not possible to get every minute details as the company has its own limitations regarding revealing of internal facts and figures.
Due to the above fact it has not been possible for me to prepare this report according to my desire. However, I have tried my best to prepare this report from available data and information.
About company TRF Limited is part of the TATA Group of Companies – India’s leading business group in the private sector. As India’s largest private sector employer,
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the group today has a family of about 225,000 employees. The TATA group is proud to have been pioneer in India in areas like –
Integrated steel plant Power utility I.T. software venture Luxury hotel chain Indigenous passenger car Chemical and salt works and so on.
TRF, incorporated in 1962, on its part, has been the leader in engineering, manufacture, supply, erection, testing and commissioning of bulk material handling equipment and systems in India.Today TRF, with its expertise and extensive experience, provides a wide range of quality equipment,systems and services for material handling, mining, sizing and dressing of bulk materials.With the amalgamation of two TATA Companies – Tata Material Handling Systems Limited (formerly TATAMANGHH Limited) and Tata Technodyne Limited – in April 1999, TRF now offers the most comprehensive range of port, yard and bulk material handling equipment and allied services and systems. It also carries out project implementation on EPC (engineering, procurement and construction) basis or provides EPC (engineering, procurement and construction management) services for setting up of small and medium size plants.
The Company operates through the following four divisions:
Bulk Material Handling Equipment Division
This division, with its manufacturing facilities located at Jamshedpur, specializes in design and manufacture of a wide range of equipment, especially for bulk material handling.
Bulk Material Handling Systems Division
Based at Jamshedpur, this division offers complete material handling and allied systems and services on turnkey basis from concept to commissioning. It also delivers stamping-charging pushing systems for coke oven projects and coal dust injection systems for blast furnaces.
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Port and Yard Equipment Division
This division, operating from Kolkata, specializes in design, supply, erection and commissioning of bulk and unit material handling equipment for ports and stockyards including level luffing cranes, ship loaders and unloaders, container cranes, stacker-reclaimers and special purpose cranes for power and metallurgical plants. The division also offers a range of services for these sectors.
Vision and mission
Vision:
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WE WILL GROW FIVE TIMES IN FIVE YEARS AND BECOME A RS 2500 CRORE COMPANY BY 2013, BY ENHANCING FOCUS ON MATERIAL HANDLING BUSINESS AND ENTERING NEW BUSINESSES AS NECESSARY. WE WILL EXPAND OUR BUSINESS ON A SUSTAINABLE BASIS BY BUILDING A TEAM THAT IS PASSIONATE ABOUT SERVING ALL ITS STAKEHOLDERS AND IS COMMITTED TO MAKING TRUST, RESPECT AND FELLOWSHIP, A WAY OF LIFE.
Mission:
TO BE AN INTERNATIONAL LEADER IN MATERIAL HANDLING EQUIPMENT, PROCESSES AND SYSTEMS
Values and Business principles
VALUES:
TRUST:
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State of being responsible for someone or something
RESPECT: Due regards for feelings and for rights of others
FELLOWSHIP: A group of people meeting to pursue a shared interest or aim
EXCELLENCE: Possessing good qualities to a high degree
RESPONSIBILITY: Ability to be responsible for our conduct and activities
BUSINESS PRINCIPLES:
Sense of urgency
Continuous Improvement
Consistency and detail
Objective of the organization
As we know that organization is a coordination of human and Non human resources to accomplish predetermined objectives also have certain objectives which can be categorized under two heads.
MICRO LEVEL OBJECTIVES
1) Profit maximization2) Maximum value to shareholders.
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MACRO LEVEL OBJECTIVE
1) Customer satisfaction by providing them quality productProduct and efficient turnkey projects.
2) To supply bulk material and processing engineering to
Public and private sectors of India and abroad.
3) Provide better social life to employees and workers.
4) Strengthening the economy of India.
5) To achieve better industrial relation
6) To provide maximum opportunity for individual development. Other than above,TRF’S some prime objective include ; maintaining consistency in the business and incremental growth ; adjusting and increasing pricing relationally ; controlling the cost By inward integration ; satisfying the ego of the people , within and out side the organization .
Historical highlights
TRF was incorporated in the year 1962 with TATA IRON AND STEEL CO. (TISCO) AND ASSOCIATED CEMENT COMPANY (ACC) as it’s promoters. It had technical collaboration with HEWITT ROBINS OF USA and FRASER & CHALMER OF GENERAL ELECTRIC COMPANY (GEC) of UK.
Initially the company was called as TATA ROBINS AND FRASER but in 1994, it became TRF LIMITED (A TATA ENTERPRISE) .The Company commenced it’s commercial operation from 1965 onwards. During 1995-96 financial year, TRF’S product group received certification under the ISO –9001 standards. TRF Limited has been operating under INDUSTRIAL LICENSE NO. L/S (A-60/13-NE DATED 6TH
APRIL, 1962)
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With effect from 1ST APRIL, 1999, two others group companies, namely TATA MATERIAL HANDLING SYSTEM LIMITED (TMHS) FORMELY TATA MAN-GHH, established in 1979,andTATA TECHNODYNE (TTDL), established in 1997, were amalgamated with TRF.
1962- Formation of TRF with equity (Rs 60 Lakhs), Participants of TISCO, ACC, GEC (U.K), HEWITT ROBINS (USA) 1965- Commencement of commercial operation.
1967- TRF’S first coal handling system commissioned at CESC’S conspire generating stacker commissioned at Kolkata
.1974- TRF’S coal washery set for TISCO at Dhanbad.
1975- TRF’S first ship loader had commissioned at Haldia port.
1976- TRF’S owned centre formed and approved by the department of Science and technology, Goa
1977- India’s longest downhill system commissioned by TRF at National mineral development corporation Balaidilla Mines.
1978- TRF’S paid up capital enhanced to Rs 3.12 Cr. by the issue Of public shares.
1979- TRF’S radial handling system commissioned at CEMENT CORPORATION OF INDIA Neemuch plant.
1980 - TRF’S high speed screens commissioned at KUDRE MUKH IRON ORE MINES. TRF’S first moving Wagon Loader
Commissioned at CHAINPUR site.
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1982- TRF’S coal handling system for NTPC SINGRAULI Commissioned.
1986- TRF’S paid up capital enhance further 20.1 million by issue Of right debenture and share holding break –ups. TISCO - 24.43 % ACC - 11.93% HEWITT ROBINS - 5.41% GEC (U.K) - 9.14% PUBLIC - 49.03%
- Industrial license for manufacturing of SIDE DUMP LOADERS (SDL) and LOAD HAUL DUMPERS (LHD) issued by The Government of India.
- An agreement is made for manufacturing of the STAMP-CHARGING-PUSHING MACHINES and CHARGING GAS CLEANING CASE in collaboration with M/s SAARBERG INTERPLAN OF WEST GERMANY.
1987 - Industrial license for manufacturing of AFORESAID Equipments issued by Government of India.
1988 - An agreement is made for the manufacture of the Cone Crushers, Jaw Crushers, Impactors, Double Roll Crushers And Apron Feeders in collaboration with M/s KURIMOTO Ltd (JAPAN).
1993 - Mr. J.R.D TATA, Bharat Ratna recipient, the doyen of Indian Industry and a guiding force behind the TATA ENTERPRISE passed away on 29TH NOV1993 in GENEVA.
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1994 - The company share holders approved a proposal to change the name of the company to TRF Ltd.
-Name changed on 2ND NOV1994.
1995 - TRF’S product group received certification under ISO-9001:2000 Standards.
2007- TRF acquired 51% stake in York Transport Equipment (ASIA) PTE Ltd, Singapore
York Transport Equipment is engaged in the business Of manufacturing and distributing trailer undergears and Trailer components and has a presence in 27 countries.
2008- TRF launched first Mobile Stone Crushers
Resources
Design and Engineering:
Each equipment is designed to suit the specific application for which it is intended. Application engineering plays a vital role in the organization and guides the various departments so that the product or service provided meets the customer’s expectations.
The experience of TRF’s specialists and their knowledge, integrated with the tender specification and customer requirement, is used for improved performance and reliability. Inputs from the company’s overseas associates also help in offering world-class products and services to customers.
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Extensive CAD networks, interfaced with business information systems, provide the backbone for efficient operation of key processes. Advanced design and analysis software provide the flexibility for customizing the designs of products and systems with speed and reliability to match customers’ needs.
Manufacturing:
The well laid out workshop at Jamshedpur is equipped with modern and continuously updated plant and machinery to cater to the products and services offered by TRF. CNC machines are employed for critical and precision operations. The machines, together with the skills of the trained workforce, ensure products of the highest quality in the shortest time. Quality is in-built – starting from raw material testing right up to the final product.
TRF’s quality systems are certified to International Standard ISO 9001.
Project Management and Information Systems:
World class project management software with on-line data up-date facility provides essential and timely information for resource planning and execution of projects in shortest possible time,thereby giving competitive advantage to customers.
Human Resources:
TRF views its employees as its most valuable resource. The vast experience and expertise of the qualified and trained personnel ensure start-to-finish customer satisfaction.
Expert teams, comprising of all vital disciplines, constitute the base for each of our technologies, which are backed by R&D, marketing, sales, procurement, information analysis, accounts, finance and human resource development. Great emphasis is placed on training and education of the employees to hone their skills and make them fully conversant with the latest developments.
Quality Management:
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To ensure that its customers receive consistently reliable products and services, TRF has the required Quality Management System in place. The Quality Management Systems of the Bulk Material Handling Equipment Division and EPC & EPCM Division are certified as per ISO 9001: 1994 and that of Port & Yard Equipment Division as per ISO 9001: 2000.
Division wise product profile
Bulk Material Handling Equipment:
TRF has been supplying equipment for a wide range of material handling systems and applications since 1962.
The variety and range of components for conveying, feeding, crushing and screening applications and also for loading and unloading of railway wagons has been supplemented with specialized products like under ground mining vehicles.
The products / equipment of this division comprise –
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The products / equipment of this division comprise- (1) Conveyor components, idlers, pulleys and accessories (2) Crushers - Jaw crushers - Impactors - Roll crushers - Ring granulators - Rotary breakers - Ball mills - Hammer mills - Pulverizes
(3) Screening equipment - Mechanical Vibrating Screen - Scalpers - Slurry screens - Foundry shakeouts
(4) Feeders - Vibrating feeders - Apron feeders - Plough feeders - Rotary table feeders
(5) Wagon tipplers & marshalling equipment
(6) Wagon loaders
(7) Shuttle conveyors
(8) Belt & chain elevators (9) Conveyor trippers
(10) Grab buckets
(11) Mining vehicles - Load haul dumpers - Side dump loaders
(1) Conveyor components
Conveyor may be best described as equipment for conveying a definable shape such as cartoon, pallet or casting. The load is usually
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placed directly on the conveyor, which is why the relationship between the load and the conveying surface is very important.
Conveyor Pulleys:
The pulleys, which supports and direct the belt and control its tensions.
Conveyor Idlers:
The idler’s which from the supports for the troughed carrying strand of the best and the flat return strand.
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CONVEYOR IDLERS
CONVEYOR PULLEYS
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SHUTTLE CONVEYORS
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TRAVELLING TRIPPERS
(2) CRUSHERS: It is usually a stage process, utilizing in the successive steps machines specially suitable for reduction of particular sizes. The stages starting with the crude as minded or quarried and comprising successive reduction steps down to final stage or stages employed for production of finest sizes are called
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crushing.Special attention is given to the crushing elements to ensure maximum wear life and, together with the driving elements; these are protected from damage from tramp iron or other uncrushables in the feed.
Different types of Crushers manufactured by TRF’s are:
JAW CRUSHERS
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IMPACTORS
RING GRANULATOR
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ROLL CRUSHERS
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CONE CRUSHERS
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ROTARY BREAKERS
(3) SCREENING EQUIPMENTS:
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TRF offers its customers “screening solutions” and not just screens.The screens are selected, engineered and manufactured utilizing TRF’s proven technology and vast experience. Each new screen is optimized for its motion, throw, and speed and weight characteristics resulting in greater value to the customer. Depending on the application, one of the basic vibratory motions – circular, elliptical or linear – is adopted in TRF screens for reliable, all weather operation. In industries where Bulk Materials and solids are processed, TRF vibrating screen is synonymous with high quality and efficiency. TRF vibrating screen are rugged and designed for a long lifetime and minimum operating cost with low maintenance. Correct drive selection is very much important for constant screening efficiency, long life, low operating cost and highest possible output.
Different types of screens are:
VIBRO- PULSE
SCREENS
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TRUFLO STEPPED DECK GRIZZLY SCREENS
HIGH-SPEED SPECIAL SCREENS
ULTRAFLO VIBRATING SCREENS
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TRUFLO VIBRATING SCREENS4) FEEDERS:
To assure a uniform flow of a solid between storage, handling and processing equipment requires careful application of a bulk feeder. Feeders must not only meter material at the exact rate the receiving unit is designed for but also eliminate surges to assure a constant flow. Task that feeders can be called upon to perform include transfer of raw materials from rail or truck dump hoppers to conveyors, raw or semi – processed materials from bins to process units such as crusher’s, dryer’s, grinder’s, blender’s, mixer’s and finished products into final packing operations. Considerations must be given to the changing characteristics of a solid material as it passes from through semi – processed to finished product state.
TRF vibrating feeders, like the vibrating screens, are selected, engineered and manufactured with the same meticulous care and with state-of-the-art technology backed by wide experience to ensure reliable and trouble free service.
ULTRAFLO VIBRATING FEEDERS
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UNBALANCED MOTOR FEEDERS
GRIZZLY FEEDERS
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APRON FEEDERS
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PLOUGH FEEDERS
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WAGON LOADERS
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WAGON TIPPLERS & MARSHALLING EQUIPMENT
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MINING VEHICLESide discharge loaders for underground operation
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GRAB BUCKETSDual scoop and orange-peel types
BULK MATERIAL HANDLING SYSTEM:
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TRF’s proven record of 45 years in the field of material handling systems for the core sectors of coal, cement, power, ports, mining, fertilizers and steel has established it as one of the leading companies in India in the field of design, manufacture, supply, installation and commissioning of these systems. TRF also offers sate -of-the-art pulverized coal dust injection system for blast furnaces and stamping-charging-pushing machines for coke oven applications.
INDUSTRIES SERVED BY TRF:
(I) POWER(II) STEEL(III) CEMENT(IV) PORTS(V) MINES(VI) DAM CONSTRUCTION(VII) ROAD CONSTRUCTION(VIII) CHEMICAL/PROCESS
INDUSTRIS AND SO ON.
Some Uniqueness projects executed by TRF include –
Downhill regenerative conveyor system for an iron ore mine at Bailadilla Coal handling plant for India’s first super thermal power station at
Singrauli High-speed vibrating screen for iron ore concentrators for Kudremukh Iron
Ore Co. Automatic mobile wagon loader for coal and iron ore for Tata Steel Circular stockpiling, blending and reclaiming system for the cement
industry Coal washery Coal dust injection system for blast furnace, and Stamping-charging-pushing machine for coke oven.
TRF not only take up turnkey projects in material handling areas, but also assist the customer in conceiving the project and work together to its successful commissioning in time and within cost.
TRF’s trained engineering department provides all necessary backups for operation, maintenance and interfacing with the rest of the plant. The project management system, equipped with modern project management tool and techniques, provides essential and timely data for resource planning to meet deadlines.
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Coal Handling Plant A P State Electricity
Board, Kothagudem, India
Cross-country Conveyor System
Ranjit Sagar Dam Project,
Punjab, India
Down Hill Ore Conveyor SystemNational Mineral Dev Corpn, Bailadilla, India
COAL BENEFICIATION SYSTEM:
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TRF offers the most appropriate technology in the field of dense-media cyclone-cum-flotation process using jig system for coal beneficiation. The barrel washer system, using self-generated media, works out to be an economic solution for de -shaling requirements. In association with Grinaker-LTA of South Africa, TRF offers compact washeries with state -of-the art technology.
Coal WasheryTata Steel, West Bokaro, India
Metallurgical Coal WasheryTata Steel, Bhelatand, India
COAL DUST INJECTION SYSTEM:
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Coal dust injection system for blast furnace is a commercially imperative process. TRF offers the benefits to customers with the state -of-art technology of its associates, Claudius Peters Technologies of Germany. Fine pulverized and dried coal is uniformly conveyed in dense-flow mode in the medium of safe nitrogen gas through the blast furnace tuyeres and injected into the furnace through special lances. The flow rate is regulated through programmable logic controller.
These results in – Significant reduction in expensive coke consumption, and – improved overall blast furnace productivity.
STAMPING, CHARGING AND PUSHING SYSTEM:
The coke oven batteries, the charging of stamped coal has established remarkable advantages in the coking process. TRF supplies and installs these systems in association with Koch of Germany.
Stamp charging machines are designed to carry out the following operations with accuracy in a pre-programmed sequence:
– stamp the crushed and moist coal into a stable cake,
– Front charge into the ovens,
– push the readied coke to the wharf side.
The machine is automated with user-friendly controls to reduce operator fatigue.
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Port & Yard Equipment:
TRF also serves bulk material handling equipment for ports, shipyards, power plants and metallurgical units, and provides consulting and maintenance services for those sectors. Equipments supplied by TRF in these sectors are:
Maritime technology – Level luffing cranes – unit handling – Level luffing cranes – grab duty – Ship and barge unloaders – Ship and barge loaders – Shipyard gantry cranes – Rail mounted quay container cranes – Rail mounted gantry container cranes – Rubber tyred gantry container cranes
Bulk handling – Stackers – Bucket wheel on boom reclaimers – Combined stacker reclaimers – Bridge type reclaimers
Metallurgical cranes – Ladle cranes – Special purpose cranes.
TRF enjoys a reputation in the market as the leading supplier to ports in India and competes with global players with success. The largest luffing grab cranes and ship unloaders in India have been supplied by TRF.
Grabbing Level Luffing Crane Visakhapatnam Port, Vizag, India
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Shipyard Crane Grabbing Level Luffing CranesCochin Shipyard, Cochin, India Tuticorin port,Tuticorin, India
Grab Barge UnloaderIspat Industries, Dolvi, India
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Fact Engineering, Cochin Port, India Tata Steel, Jamshedpur, India
Stacker-cum-reclaimer; National Thermal Power Corpn, Singrauli, India
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In association with Samsung Heavy Industries, Korea TRF also supplies Container Handling Cranes.
Rubber Tyred Gantry Cranes
Rail Mounted Quay Cranes
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Collaboration
To compete in the market TRF always tries to collaborate with all world leading companies for technologies and new services areas. Some of the important collaborations are:
Collaborations with Kurimoto, Japan for manufacture of Cone, Jaw, Roll Crushers and Apron Feeders in addition to the existing live of crushers and with AUBEMA Machine fabric GmbH, Germany for reversible impactors. Thus TRF have the full range of crushers to cater to all crushing applications.
Collaboration with Techint Italimpianti, Genoa, Italy, for heavy and mobile equipments like stackers Reclaimers, Stacker-cum-Reclaimers, ship loaders and ship unloaders, with this collaboration and by virtue of their experience having installed a n number of similar machines of their own design, which are operating satisfactorily, TRF are in a position to supply state of the art machines suitably adopted for the operating conditions in India.
Collaboration with Saarberg Interplan, Germany (now with Koch Transporttechnik GmbH) for Coal Stamp charging technologies for Coke Ovens.
Collaboration with BMH Claudius Peters, Germany, for Coal Injection system for Coke Ovens.
Collaboration with Deilman-Haniel, Germany for Side discharge Loaders.
Collaboration with Schalker Eisenhutte Maschinenfabrik GmbH (Schalke) Germany for Coke Ovens service machines.
Collaboration with BATEMAN Engineered Technologies Limited, South Africa for high speed and High Capacity Conveying Systems.
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MERGERS AND ACQUISITION IN SEP,2009
The acquisition of YORK TEA. LIMITED (YTEA), SINGAPORE, for trf ltd was a major step towards diversification. york tea, a wholly owned subsidiary of baker technology lim-ited, is the registered & beneficial owner of nine subsidiaries across the world.
On a rapid growth path, TRF ltd recently acquired the DUTCH LANKA TRAILER MANUFACTURERS LIMITED.
A World Class Trailer Manufacturing Company, DLT has manufacturing facility in Sri Lanka, which has a market reach for trailers in as many as 30 countries. Dutch Lanka Engineering (Private) Limited, 100% subsidiary of DLT in Sri Lanka, is engaged in re-pairs, maintenance and service business for trailers. DLT also has a subsidiary in Oman which manufactures and sells trailers in the West Asian markets. DLT, pres-ently, exports trailers to 30 countries. The company also, through its joint venture with Tata International Ltd. in India, manufactures and sells trailers in India.
TRF Ltd had entered into a shareholders agreement along with M/s. Tata Capital Ltd and Jasper Industries Pvt. Ltd to form a joint venture, to engaged in the business of automotive applications to provide end to end solutions through fabrication and ma-chining for vehicles to be used as tippers, load bodies, trailers, refrigerated bodies, etc.
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Major competitors of TRF
There are so many market players in bulk material handling systems and equipments. TRF plays a vital role in this area and it also has many competitors in this field. Some of the major competitors are:
ELECON
McNally Bharat Engineering Company Ltd. (MBE)
L & T
MECON
METSO MINERALS INDIA LTD
TECHPRO SYSTEM and so many others….
Among these ELECON is one of the perfect competitors of TRF limited. While, others mentioned above play minor role in this field in comparison with ELECON .Although MBE is an new entrant in this sector but it is giving the other companies a though competition & also a run for there money & business.
As project is mostly concerned with detail comparison of different companies in relation to TRF . so it is a evident to know the competitor companies in detail.L&T holds a huge market in comparison to other competitors so we are not comparing TRF with L & T.
Other copetitiors like MBE, ELECON, METSO & TECHPRO SYSTEM have been discussed here under.
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TECPRO SYSTEM LIMITEDABOUT COMPANY
Tecpro Systems Limited undertakes turnkey projects in Bulk Solids Handling Systems including belt conveyors, slat conveyors, bucket elevators etc., manufacture equipment viz., stackers, reclaimers, various types of crushers, vibrating screens, feeder and conveyor components like Idlers and pulleys and undertakes civil and structural work along with electrical, control and instrumentation systems for the project.
Tecpro has proven capability of undertaking large EPC contracts in Bulk Material Handling and has received large contracts for many projects in Steel, Power and Cement sectors and various organizations across the country and abroad have procured conveyor components and systems from us and our success reflects in many clients placing repeat orders on us.
Tecpro has an impressive track record of growth and performance that is amply reflected in the growth of the company to Rs. 7100 Millions in seven year and with manufacturing plants and offices in all major cities of the country.
Our company has ISO 9001 accreditation from JAS-ANZ / QMS Certification.
Tecpro’s outstanding performance and strength had won the “Emerging India 2007” award of ICICI Bank CNBC TV18 in the INFRASTRUCTURE sector. The award was presented on 22nd July 2007 by the Honourable Prime Minister Dr. Manmohan Singh.
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PRODUCT RANGE OF TECPRO SYSTEMS
The products are divided into 3 broad groups. They are:
Bulk Material Handling Turnkey Projects
Equipment
Bulk material handling
1. Belt conveyors and systems-Tecpro can provide trouhed or flat belt conveyors and belt conveying systems for handling of bulk material handling from fine material like cement, lime powder etc to rocky materials like iron ore and mined limestone to cement and fertilizer bags and difficult materials like bauxite, clay, lignite and bagasse.
2. Pipe conveyers- Tecpro provides pipe conveying technology with which the above conditions can be handled. The pipe conveyors have advantages of steeper inclination and greater curves than troughed belt conveyors and have great advantages as
1) they completely stop spillage2) completely bar pilferage3) Avoid transfer stations.
3. Belt feeders- Tecpro belt feeder is suitable for many applications and capacities.
The belt feeder is provided with full length impact pads/impact idlers as required for absorbing the impact of falling material and are reliable equipment.
4. Slan chain conveyers- Slat chain conveyors are another type of chain conveyor which uses many types of interleaving segments to form a slat type chain of either synthetic polymer or stainless steel construction, in either low friction or friction grip styles.
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5. Drag chain conveyers- Dry drag chain conveyors can be applied to precipitators, fabric filters, boiler hoppers or cyclones for the collection of fly ash. These units handle fly ash in a dust-tight, air-tight construction which provides dust and fire control.
6. Bucket elevators- Tecpro’s elevators have found applications in handling limestone, coal, lignite, petcoke, biomass material etc and in different Industries.
Turnkey Projects
1. Coal handling plants- Tecpro provides complete turnkey system for coal handling systems for the captive and Thermal power plants.Tecpro also undertakes turnkey projects of material handling systems in cement, steel and other metallurgical plants, as well.
2. Biomass handling plants- Tecpro provides fuel and ash handling system for a biomass based power plant with steam generation technology.
3. Municipal solid waste- There are various options available to convert solid waste to energy or safe disposal.
Main technologies/ methods are
• sanitary landfill,
• Combustion or incineration,
• gasification,
• Biomethanisation or anaerobic digestion
4. Aggregate process plant- Tecpro's Aggregate process plants includes a combination of jaw crusher, cone crusher and Vertical shaft Impactor along with various types screening and conveying equipment.
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Equipment
1. Crushers:
ROLL CRUSHERS- Sizes (in mm) : From 400 x 600 to 2000 x 2800 Capacity : From 5 TPH to 800 TPH
IMPACT CRUSHERS- used for crushing hard rocks
HAMMER MILLS (single rotor)- Sizes: From 500 mm x 200 mm to 2000 mm x 2500 mm Capacity: From 3 TPH to 1500 TPH . Excluively used in crushing of Coal and Lignite for Power plant applications
HAMMER MILLS (double rotor)- Sizes: From 500 mm x 200 mm to 2000 mm x 2800 mm Capacity: From 3 TPH to 1500 TPH
JAW CRUSHERS- Single Toggle (STE - Series) Sizes : From 300 x 170 to 1700 x 1300 Capacity: From 5 TPH to 1000 TPH
Double Toggle (DTE - Series) Sizes : From 300 x 170 to 1600 x 1100 Capacity: From 20 TPH to 700 TPH
2. SCREENS- Flip Flow Screens
•Size Range: 1000mm X 2500mm to 2000mm X 8820mm
Two types are there: they are
.Circular motion screens
Linear motion screens
3. Vibratory feeders
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4. Apron feeders
TECHNOLOGICAL TIE UPS
Tecpro’s collaboration with world renowned companies provides our clients access to state of the art design and manufacturing technology for systems and equipment.
M/s. FAM Magdeburger Forderanlagen und Baumaschinen GmbH, Germany • Non reversible and Reversible Impact Crusher.• Hammer Mills (Single rotor & Double rotor).• Roll Crusher (toothed & Smooth).• Roller screens.• Ball & Rod Mills.
M/s Maschinenfabrik LIEZEN und Giesserei GmbH, Austria
• Aggregate Crushing & Screening plants
M/s Hein, Lehmann Trenn - Und Fördertechnik GmbH, Germany
for Flip-Flow screens
M/s. Wonduck Industrial Machinery Co., Ltd., Korea for
• Vertical shaft Impactors• Single toggle Jaw Crusher,• Cone crusher.• Aggregate Crushing & Screening plants etc.
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M/s Peytec, Austria
for conventional vibrating screens and feeders• Circular motion screens.• Linear motion screens. • Vibrating Feeders.• Reciprocating Feeders.• Apron Feeders.
M/s. Lechtenberg & Partner, Germany
for technology for processand segregation of Municipal solid wastes to fuel (Refuse Derived Fuel).
CONTACT OFFICE
REGISTERED OFFICE:
106, Vishwadeep Tower,Plot No.4, District Centre,Janakpuri, New Delhi-110 058 Ph: +91 11 4503 8735Fax:+91 11 4503 8734
The other offices at various part of INDIA are:
South
Chennai Secunderabad
Bangalore
NORTH
Gurgaon
EAST
Kolkata
WEST
Mumbai Ahmedabad
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The International operations of Tecpro are based at Dubai, Johannasburg and Singapore through subsidiary companies.
METSO MINERALS INDIA LIMITED
ABOUT COMPANY:
Metso is the leading global supplier of technology and services for the mining and construction industries. Our customers work in quarrying, aggregates production, construction, civil engineering, mining and minerals processing. The company was established in 1993.The company functions in different areas like manufacturing & services. Metso Mining and Construction Technology, India is 100% owned by Metso Corporation. Metso Minerals considers India to be its long-term market. Since its inception in 1993, Metso has invested in the development of the Indian operation in both manufacturing assets and human resources. Metso is dedicated towards facilitating India’s infrastructure and industrial development through its technological expertise, extensive service support, world class manufacturing facilities and strong after market support.
Metso Mining and Construction Technology, India is headquartered in Gurgaon and has 5 Regional Offices in Bangalore, Hyderabad, Mumbai, Chennai and Kolkata. In addition, Metso in India also has Warehousing operations at Faridabad, Bangalore .
Metso’s offering in Plant automation is a proven tool to ensure that crushers operate as close to ideal parameters as possible. When operated correctly, significant improvement in production and operating cost including liner utilization can be obtained. Automation has certain cost saving advantages as well.
Products
Apron Feeders
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The tractor-type apron feeder remains the preferred design throughout the world.With over 125 years of combined experience in the application, engineering and manufacturing of heavy-duty apron feeders, Metso Minerals is truly the worldwide leader in the supply of this equipment.
Whether your application is best suited for our standard line of apron feeders or our "world class" apron feeder (which combines the best features of NICO apron feeder and Stephens-Adamson's apron feeder), you will get the most rugged and reliable machine available for your operation.
Ball Mills
Ball mills are used primary for single stage fine grinding, regrinding, and as the second stage in two stage grinding circuits.
Grinding of materials in a tumbling mill with the presence of metallic balls or other media dates back to the late 1800's. Since that time, MetsoMinerals and its predecessor companies, MPSI, Sala, Marcy, Hardinge, Kennedy
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Van Saun (KVS), Denver Equipment, Allis Chalmers, BolidenAllis, and Dominion Engineering, have designed and manufactured more than 8,000 grinding mills.
Metso overflow ball mill.
Bucketwheel Reclaimers
Metso Minerals reclaimers offer the most technologically-advanced list of standard features in the industry.System dependability, efficient operation and long service life are the goals of every Metso Minerals-designed reclaimer system. Our systems feature: Man machine interface (MMI) Programmable logic controller (PLC) Variable speed drives Remote online troubleshooting Extra-stiff boom Cell-less bucket wheel High load capacity slew bearing Non-plowing bucket Luffing hydraulic system
sizes range from 5 ft. x 8 ft. with 75 HP to 26 ft. x 41 ft. with 20,000 HP.
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ELECON ENGINEERING COMPANY LTD.
ABOUT COMPANY
Elecon Engineering is one of the India’s leading manufacturers of power transmission and material handling equipment with technology based products and solutions deployed across wide range of industrial application ranging from defense, mining, power generation, plastic, sugar and cement amongst others application across the world.
Established in 1951, Elecon Engineering Company Ltd of Vallabh Vidyanagar, Gujarat, India, pioneered the manufacture of material handling equipment in India. In more than five decades, Elecon has designed and implemented several landmark projects in India as well as abroad.
From a modest start of design and manufacture of Elevators and Conveyors from which incidentally, the company derives its corporate identity. viz. "Elecon" . From elevators, conveyors and gears to material handling plants for over 5 decades, Elecon has supplied hi-tech equipment to major core sectors such as steel, fertilisers, cement , coal, lignite and iron ore mines, Sugar, power stations and port mechanization in India and abroad. During the span of more than 4 decades, Elecon has encompassed all the major core sectors through its supplies of highly sophisticated equipment bearing ample testimony of the symbolic mark of Elecon's unbeatable technology. Elecon has thus, made its presence felt through consistent and satisfactory performance of its equipment in such core sectors as fertilizer, cement, coal/power generation, chemical, steel plant and port mechanizations etc., across the country.
Elecon is the first company in India to have manufactured sophisticated equipment for Bulk Material Handling. Its product range includes design, engineering, manufacture, supply, erection and commission of:
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1. Wagon tipplers2. Bucket wheel stacker/reclaimers3. Barrel-type blender reclaimers4. Fertilizer reclaiming scrapers5. Limestone pre-homegenizing and blending plants6. Single and twin bucket wheel bridge-type reclaimers7. Crawler-mounted trippers8. Stationary and shiftable conveying systems for open cast lignite mines9. Integrated coal handling plants for power stations10.Underground mining conveyors11.Open-cast conveying systems12.Ferrous and non-ferrous foundry products
Elecon has developed and perfected its skills in design, manufacture, erection and commissioning of coal handling plants. Over the years, Elecon has expanded its skills and expertise to include the designing and execution of turnkey contracts for:
1. Crushing2. Screening3. Stacking4. Blinding, and5. Reclaiming plants
for bulk materials such as limestone, iron-ore, bauxite, overburden, rock phosphate and fertilizer.
Elecon, today has a wide spectrum of products like:-
Belt Conveyors Stacker-cum-Reclaimers Pusher Cars
Idlers and Pulleys
Barrel type Blender Reclaimers
Ship Loaders and Unloaders
StackerBridge type Bucket wheel Reclaimers
Crawwler mounted Bucket wheel Excavators
ReclaimersWagon Tipplers and Side Arm Chargers
Crushers
Feeders A range of all type of Bulk Material Handling Equipments
Elecon has played a pioneering role by way being first in design, manufacturing and supplying many of the above products in India, and thereby adhering to the motto of “AlWAYS A STEP AHEAD IN TECHNOLOGY”.
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The company has gone a long way from a moderate beginning at Goregaon in Bombay, in the early fifties to a sprawling workshop area spanning over 1,17,051 sq. mtr. The present manufacturing facilities are equipped with latest computerized machine tools, and quality control equipments.
PRODUCTS
Elecon serves various kinds of industries and Elecon supplied hi-tech equipment to major core sectors such as steel, fertilisers, cement , coal, lignite and iron ore mines, Sugar, power stations and port mechanization in India and abroad.Different kinds of products offered to different industries have been listed below..
1. WAGON TIPPLERS OR MARSHALLING EQUIPMENTS a) Wagon Tipplers b) Rotaside Wagon Tippler c) Wagon Marshalling Equipments
2. TRIPPERS a) Crawler Mounted Tripper b) Traveling Tripper
3. STACKERS or RECLAIMERS a) Twin Boom b) Barrel type c) Blender d) Bridge Type e) Bucket Wheeler f) Circular Stockpile
4. CRUSHERS a) Semi Mobile b) Reversible Hammer Mill c) Impactor d) Double Roll Crusher e) Ring Granulators
5. FEEDERS a) Apron Feeders b) Paddle Feeders c) Vibrating Feeders d) Grizzly Feeders e) Feeder Breaker
6. CONVEYORS
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a) Conveyors System b) Idlers c) Pulley
7. SCRAPERS a) Bridge Type Scrapers b) Reclaimer c) Portal Scraper Reclaimer
8. SHIP LOADER9. WAGON LOADER10. ROLLER SCREEN
Some of the products have been discussed in detail here. GRIZZLY FEEDER Grizzly Feeder is for feeding bulk material like coal, limestone, etc to crusher for seperating undersize material.
Grizzly feeder
APRON FEEDER
Apron Feeder is rugged and dependable designed to receive and control the flow of material from bins and hoppers.
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Apron Feeder
IDLERS Idlers are impact idlers, troughing idlers, garland idlers. Capacity upto 24,000 tph. Guaranteed for minimum 25,000 working hours.
Idlers
PULLEYPulley is suitable for conveyors of belt width ranging from 400 mm. to 2400 mm. for capacities upto 24,000 tph
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Pulley
FEEDER BREAKER
Feeder Breaker is for crushing of R.O.M. coal at open cast mine and in thermal power plant
FEEDER BREAKER
WAGON MARSHALLING EQUIPMENT
Wagon Marshalling Equipment is for charging and spotting of wagon on tippler table by beetle charger.
WAGON MARSHALLING EQUIPMENT
OFFICECorporate Office
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Elecon Engineering Company Ltd.Anand Sojitra RoadVallabh Vidyanagar - 388120Gujarat India
EMTICI Engineering Ltd., is the marketing and servicing company appointed for ELECON products in India.
All branches are equipped with exclusively trained application and after sales service engineers, who are keen to serve their clients and challenge any problem in the field of Power Transmission.
In view of a widely spread customer base across the country, we have more than 90 dealers and 30 resident engineers looking into daily requirements of clients.
Please contact nearest EMTICI office - East, West, North, South & Central for any product requirements/information of ELECON.
EAST
1. Kolkata2. Asansol3. Jamshedpur4. Dhanbad
WEST1. Ahmedabad2. Vadodara3. Mumbai4. Pune5. Goregaon
NORTH1. New Delhi
SOUTH1. Bangalore2. Chennai3. Secunderabad
CENTRAL ZONE1. Bilaspur2. Indore
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3. Nagpur
Offices which are outside the country:
South East Asia- Singapore South Africa- Johannesburg, South Africa Middle east region- Dubai, UAE
TECHNOLOGICAL TIE UPS1975 – 1985 : Collaboration with WGW (TGW) Thyssen Getribe Works for Sprial Bevel & Helical Gearboxes, today it is designated as “ET” series.
1985 – 1992 : Collaboration with Renk AG, Germany for
A) High Speed GearboxesB) Bucket wheel & Slewing Planetary GearboxesC) Marine GearboxesD) Vertical Roller Mill Gearboxes
1999 – 2002 : Collaboration with PIV, Germany for Posired – II – Sprial Bevel & Heli – Bevel drives Gearboxes today it is designated as “EP” series.
1992 onwards we have tie up with Renk AG, Germany on project to projectbasis.
We had collaboration with SIME France for Hydrokinetic Fluid Couplings from forVarious sizes up to CDR / CDRP 870.
1998 : Developed Lift Gear Box - TM 500 Model for M/S. Kinetic Transportation Products Ltd. (Indian counter part of Hyundai Elevator Co., Korea)
1999 : Developed Lift Gear Box - G140 Model for M/S. Bharat Bijlee Ltd.
2000 : Developed Lift Traction Machine - W140 Model for M/S. Schindler India Pvt. Ltd.
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2003 : Developed Elevator Traction Machine Model - L127
2004 : Developed Elevator Traction Machine Model - L163
2005 : Developed Elevator Traction Machine Model - L115
2008 : Collaboration with M/S. Haisung Industrial System Co. Ltd., South Korea
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McNally Bharat Engineering Company Ltd. (MBE)ABOUT COMPANY
McNally Bharat Engineering Company Ltd. (MBE) is one of the leading Engineering Companies in India engaged in providing turnkey solutions in the areas of Power, Steel, Aluminium, Material Handling, Mineral Beneficiation, Pyroprocessing, Pneumatic Handling of powdered materials including fly ash handling and high concentrate disposal, coal washing, port cranes, civic and industrial water supply etc. Over 300 plants have been constructed on turnkey basis by MBE till March 2009.
The Company, headquartered at Kolkata, is a part of the Williamson Magor Group.
The turnkey construction activity of the company is managed through separate Projects Business Groups that assume responsibility for each activity from concept to commissioning. MBE has been awarded ISO 9001:2000 certification.
MBE manufactures a wide range of products required for its various projects through its subsidiary company McNally Sayaji Engineering Ltd. (MSE), to whom it provides the requisite technology and design to manufacture the products. MSE product range includes crushing, screening & milling equipment, pressure vessels, material handling equipment, steel plant equipment, process equipment like flotation cell, thickeners, slurry pumps etc.
MBE has technical collaborations with some of the world’s leading firms for each of their activities. Some of our associates include SOLIOS - France, Poltegor- Poland, TPE - Russia, DMT - Germany, Siemens Vai - France, KCI Cranes - Finland, CODCO - China, GRD Minproc - Australia, Gea Messo - Swiss, MCC (China) Uralmash Engg. - Russia, Mekhanobr Chormet (Ukraine) etc.
MBE also has a second subsidiary, EWB Kornyezetvedelmi Kft., Hungary, a fully owned company of MBE, who are world leaders in Ash Handling Systems.
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PRODUCTS
CRUSHING EQUIPMENT: MSEL manufactures a wide range of crushing equipment for required capacity and size reduction -be it a big boulder or a small granule - for different types of material. The crushing equipment are based on AUBEMA design, who had provided the Technology. Manufacturing range of Crushers includes the following types:
Jaw Crusher (Single & Double Toggle) Roll Crusher
(smooth, beaded, spiked roll types in single, double or triple roll) Cone Crusher Impact Breaker Hammer Mill Ring Granulator Rotary Breaker Coke Cutter Vibrating Tube Mills, Lump loosener, Single Roll lump breakers Cold Sinter Crusher Chain Mill
SCREENING EQUIPMENT: MSEL manufactures wide range of screening equipment for dry as well as wet processes for a variety of materials that includes screens required for Asphalt Plants. Granule separation of varying range is possible for different sizes and capacity.
GRINDING MILLS :
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MSEL can design and manufacture Grinding Mills for any material and required capacity for dry as well as wet process, open circuit or closed circuit, continuous duty or batch type.
MSEL's manufacturing range includes Ball, Rod, Chain, Autogenous, Batch & Vibrating tube type:
Ball Mill: upto 4600 KW
End Discharge End Peripheral
Discharge Centre Discharge
Rod Mill: upto 400 KW
End Discharge End Peripheral
Discharge
Centre DischargeThe above-described mills are based on in-house design and know-how. In addition to these mills MSEL also manufactures Autogenous and Semi-Autogenous mills as per the design of overseas associates.
FEEDERS : MSEL is a leading manufacturer of various types of feeders.
MATERIAL HANDLING : 1 wagon tripplers 2 Stacker cum reclaimer 3 Bucket Elevator 4 Pneumatic Trippler 5 Conveyor & components 6 Gates 7 Paddle Feeder 8 Screw Conveyor
Wagon Tipplers
Rotary type and Rotaside type as per latest RDSO Norms
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Stacker cum Reclaimers
MSEL provides solutions for Stockyard equipment and are manufacturing various types and sizes of Stackers, Reclaimers and Stacker cum Reclaimers in collaboration with Poltegor Engineering Ltd., Poland.
The equipment ranges from 500 to 6500 Tons/hour Stacking and 300 to 4500 Tons/hour Reclaiming.
Bucket Elevator
MSEL manufactures both Belt and Chain type to handle various materials in process plant
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Pneumatic Pump
SEL is specialized in pneumatic conveying of powdered & granular material that include Alumina, Limestone, Coal, Zirconium, Sand, Parlite, Clinker, Led Oxide, Magnesium Oxide, Chromium Oxide etc.
MSEL has a sister company with 100% equity holding in Hungary, namely EWB who are one of the global leaders in the field of pneumatic conveying of different types of materials. Through the association with EWB, MSEL supplies Pneumatic Conveying System for powdered material all over the world. EWB has a pilot plant in Technical University of Budapest where various tests are conducted. The professors of the fluid mechanics Department of Technical University of Budapest are the associate employees of MSEL. Continuous interaction between MSEL and Technical University of Budapest / EWB with respect to system design of Pneumatic Conveying Plant take place during the project execution phase.
Travelling Trippers
MSEL manufactures Travelling trippers, both self driven and motorized. The travelling trippers can have either one-way discharge or two-way discharge.
Conveyor & Components
MSEL scope of supply includes
Belt Conveyor Shuttle Conveyor Roller Conveyor Idlers Pulleys Trippers Gates Technological Structures
Gate
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MSEL manufactures all types of Rack and Pinion gates, flap gates and rod gates required below Bins & Hoppers.
Paddle Feeder
MSEL manufactures Paddle Feeders having capacity from 200 Tons/hour to 5,000 Tons/hour.
Screw ConveyorMSEL manufactures screw conveyors upto 100 Tons / hour
OPEN CAST MINING MACHINE It contains the following machines Bucket Wheel Excavator
Crawler Mounted spreader Shiftable Conveyor
PORT HANDLING EQUIPMENTPort handling equipments are concerned with handling the heavy
machines. It contains following equipment
Barge Unloaders Bulk handling Cranes
Container handling Cranes Shipyard Cranes
EOT Cranes
PROCESS PLANT EQUIPMENTHyrdocyclones Floatation CellsHigh rate ThickenerFilters
ASH HANDLING EQUIPMENT
SLURRY PUMPS
PRESSURE VESSELS
HEAT EXCHANGE
SCRUBBERSCOAL WASHERY EQUIPMENT
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STEEL PLANT EQUIPMENT
SPARES SERVICES
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. Today the company is one of the fastest growing companies in the bulk
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material handling section as it is making a profit of 1500 cores in comparison to mere 800 cores of TRF.
Product wise comparison with the competitor
Sl. No TRF's Products CompetitorsElecon L&T MBE Tecpro
1 Conveyor idlers Yes NA Yes Yes2 Conveyor pulleys Yes NA Yes Na3 Vibrating screens NA NA Yes Yes4 Vibrating feeders Yes NA Yes Yes5 Floatpulse shakeout NA NA Yes NA6 Jaw crushers Yes Yes NA Na7 Hammer mills Yes Yes NA yes8 Ring granulators Yes Yes Yes Na9 Impactors Yes Yes Yes Yes10 Roll crushers Yes Yes Yes yes11 Rotary breakers Yes Yes Yes12 Cone crushers NA Yes NA Na13 Side dump loader Yes NA NA Na14 Coke cutter's Yes Yes Yes Na15 Mine winder's NA Yes NA Na16 Ship loader's Yes Yes Yes Na17 Stackers Yes Yes Yes Na18 Reclaimers Yes Yes Yes Na19 Stacker cum Reclaimers Yes Yes Yes Na20 Wagon tippler Yes Yes NA Na21 Screw conveyor NA NA NA Na22 Apron feeders Yes Yes Yes Yes
23Reciprocating plate feeder
Yes NA Yes Na
24 Plow feeder Yes Yes Yes Na25 Rotary table feeder NA NA NA Na26 Extensible belt conveyor NA NA NA Na27 Steep angle conveyor NA NA NA Na28 Redial blending system NA Yes NA Na
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Industries Served by TRF:Below is a table which shows the industries which TRF serves against the equipments,
systems and facilities provided by the company.
Un
loa
din
g
Ha
nd
ling
Scr
een
ing
Cru
sh
ing
Sta
cki
ng
R
ecl
aim
ing
B
len
din
g
De
spat
ch
an
d L
oad
ing
Sp
ecia
l F
acili
tie
s
Power P P P P P A -
Steel P P P P P AStamping, Charging, Pushing
Cement P P P P P PBag
Handling
Ports P P A A P P -
Mines A P P P P P
Coal Beneficiation
, Mobile Conveyors
Dam Construction
A P P P P A -
Road Construction A P P P A A
Mobile Plants
Chemical / Process Industry
P P P P P P -
In the above table, P denotes Present and A denotes Absent
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Major customers of TRF TRF Limited being a sister concern of TATA Enterprises, thus TATA STEEL LIMITED and TATA POWER comprises one of the major customer group. Besides it, there are many other customer groups prevalent in the market such as:
COAL INDIA LIMITE
CEMENT CORPORATION OF INDIA
CENTRAL COALFIELDS LIMITED (CCL)
BHEL
BHUSAN LIMITED
ACC
ESSAR (GUJARAT)
HINDUSTAN PAPER CORPORATION LIMITED
HARYANA STATE ELECTRICTY BOARD
NTPC
NMDC
STEEL AUTHORITY OF INDIA LIMITED (SAIL)
URANIUM CORPORATION OF INDIA LIMITED.
RASHTRYA ISPAT NIGAM
KOLKATA PORT TRUST
JINDAL STEEL
LOYAL CONTACT LIMITED (THAILAND)
NAVAYUGA ENG. CO. LTD.
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NMDC (HYDERABAD) and many others…..
The Principle Business of the Company
(A) Manufacture of Bulk Material Handling and Processing Equipment, such as, belt conveyor, idler roller, pulleys, vibrating screen and feeders, crushers, trippers, wagon tipplers, and heavy mobile equipment like stackers, reclaimers, ship loaders, wagon loaders and radial blending system for core sector industries· such as - coal, mines, paper, ports, thermal power stations, etc.
(B) Execution of turnkey contracts for Bulk Material Handling including Design, Manufacture, Supply, Installation and Commissioning incorporating above equipment.
The company thus caters to the requirement of core sector industries.
The company also manufactures: -
1. Underground mining vehicles like load haul dumpers and site discharge dumpers based on technology of erstwhile collaborator MAN-GHH AND THYSSEN RHEINSTAHL Technik of Germany.
2. Coke oven equipment of stamping charging pushing machines and charging gas-cleaning cars with CGT System In collaboration with Saarberg Interplan of Germany.
The designs obtained from the collaborators are being continually updated. And modified to suit the Indian conditions and wherever required new collaboration for obtaining state - of - the - art technology are being entered into.
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Organizational structure"An organization is the co-ordination of function which is necessary for the
achievement of the objective or result.” It is obvious that an organization is one were the functions are well planned and co-ordinate to ensure that goods are successfully placed in the hand of customers with the object of earning a reasonable profit with minimum effort. A better organization structure helps the management and the operation of enterprise and enhances growth. So it has been understood that the organization is the backbone of the management, without efficient organization no management can perform its function smoothly and efficiently. Sound organization contributes greatly to the continuity and success of the enterprise.
Organization is also said to be dynamic process, which is essential for planning to utilization of resources, equipments, money and the people. Organization is also the form of every human association for the attainment of common purpose. Organization is very often viewed as a group of person contributing their effort towards certain goal. Organization begins when people combine their efforts for some common purpose. It is a universal truth that an individual is unable to fulfill his needs and desires alone because he lacks strength, ability and resources. So he seeks the co-ordination of the people who have similarity of the goals.
The latest development in the field of the organization theory is to view organization as a system concept recognizes that organization is made up of components each of which has unique properties, capabilities, it may be concluded that organization is the mechanism employee in order to realize the organizational set-up objectives.
Even TRF too develops in the field of the organization. TRF has also the unique organizational set-up and got its clear-cut structure. Whatever TRF is today is the result of a perfect organization. The TRF has management Board of Directors, where there is a Chairman who is the Executive Head and holds the top position.
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The Organization Profile
The company is managed professionally, with the Managing Director reporting to The Board of Director. The board of M/s Tata Material Handling System Ltd. And M/s Tata Techno Dyne Ltd. has merged into TRF Limited for enhancing the business opportunities and achieving corporate growth. The merger becomes effective in March 2000.
Organizational Set-up "An organization is the coordination of function which is necessary for the
achievement of the objective or result." It is obvious that an organization is one were the functions are well planned and co-ordinate to ensure that goods are successfully placed in the hand of customers with the object of earning a reasonable profit with minimum effort. A better organization structure helps the management and the operation of enterprise and enhances growth. So it has been understood that the organization is the backbone of the management, without efficient organization no management can perform its function smoothly and efficiently. Sound organization contributes greatly to the continuity and success of the enterprise. Organization is also said to be dynamic process, which is essential for planning to utilization of resources, equipments, money and the people. Organization is also the form of every human association for the attainment of common purpose. Organization is very often viewed as a group of person contributing their effort towards certain goal. Organization begins when people combine their efforts for some common purpose. It is a universal truth that an individual is unable to fulfill his needs and desires alone because he lacks strength, ability and resources. So he seeks the co-ordination of the people who have similarity of the goals. The latest development in the field of the organization theory is to view organization as a system concept recognizes that organization is made up of components each of which has unique properties, capabilities, it may be concluded that organization is the mechanism employee in order to realize the organizational set-up objectives.
Even TRF too develops in the field of the organization. TRF has also the unique organizational set-up and got its clear-cut structure. Whatever TRF is today is the result of a perfect organization. The TRF has management Board of Directors, where there is a Chairman who is the Executive Head and holds the top position.
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1. Business Principal
Sense of urgency, continuous improvement, consistency a detail
2. Annual Growth of Organization
annual growth of TRF
332.07 396.48707.47
2077.06
4227.57
0500
10001500200025003000350040004500
2003-04 2004-05 2005-06 2006-07 2007-08
Year
Rs.(in crore)
Profit in Percentage
19.39
78.48
193.58
103.54
0
50
100
150
200
250
2004-05 2005-06 2006-07 2007-08
Year
precentage increase Percentage
.
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COMPANY PROFILE
The company TRF limited, originally called Tata-Robins-Fraser Ltd. was incorporated on 20th November 1962. The company was promoted by Tata Iron & Steel Company Limited (TISCO) and the Associated Cement Companies Limited (ACC) in financial and technical collaboration with Hewitt- Robins Inc. (Hewitt-Robins) of U.S.A. (now known as Litton Systems Inc. of U.S.A.) and the General Electric Company Limited (GEC) – Fraser & Chalmers Division of UK for providing engineering Tums-key projects and Equipment supply in the field of Bulk Material Handling and Processing plants for core industries like Power, Mines, Ports, Steel, Cement and Fertilizers and Dam Construction.
The company is managed professionally, with the Managing. Director reporting to the Board of Directors. The Boards of M/S TATA Material Handling Systems Ltd. and M.S TATA Techno Dyne Ltd. have merged into TRF Limited for enhancing the business opportunities and achieving corporate growth. The merger became effective in March 2000.
There are 4 –corporate divisions via
a) BMH (Equipment)
b) BMH (Systems)
c) Port and Yard Equipment Division
d) Support Services Group (Finance & Accounts, Co.) Secretary, internal audit.
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Function of product marketing
The "Product Marketing" discipline is an outbound activity aimed at generating product awareness, differentiation, and demand. There are three principal methods to achieving this goal.
In the price emphasis method, the goal of product marketing is reached by emphasizing and communicating to the market the price of the product as a marketing signal. The goal of the price emphasis method is to create a situation where the customers primarily consider the product’s price as the main buying decision factor.
In the feature emphasis method, the goal of product marketing is reached by emphasizing and communicating to the market the existence or merit of the product’s features in comparison to the features of other competing products. The goal of the feature emphasis method is to create a situation where the customers primarily consider the product’s feature set as the main buying decision factor.
In the value emphasis method, the goal of product marketing is reached by emphasizing and communicating to the market the value the product holds relative to the customer and comparatively to the value offered by other competing products. The goal of the value emphasis method is to create superior perceived value and prove superior actual value. “Superior Perceived Value” is a state where customers perceive the product (bought from a particular company) gives a net value more positive than its alternatives; and “Superior Actual Value” is a state where the product factually gives customers a net value more positive than its alternatives. The result of these states would be a situation where the customers primarily consider the product’s value as the main buying decision factor.
The price emphasis and feature emphasis methods (price competition and comparative marketing) are considered significantly easier to implement than the value emphasis method (value marketing). This is because the price emphasis and feature emphasis methods convey simple qualitative concepts that are easy to understand and require minimal interpretation by the customers. Conversely, the value emphasis method relays abstract and qualitative concepts which project conjecture and argumentation, and thus are more challenging to grasp.
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Another method in the product marketing discipline is product branding. “Product Branding” is the process of building and maintaining a brand at the product level.
“Brand” is an identity, made of symbols and ideas, which portray a specific offering from a known source. Product branding is executed concurrently with one or more of the principal methods in product marketing.
The process of product branding and the derived brand is often the result of a deliberate and conscious effort by the company, but can also be an unintentional by-product resulting from the execution of any of the three principal methods of product marketing. Product branding is therefore not considered a principal method on to its own since the formation of a brand can be the outcome of applying any of the three principal methods in product marketing.
In TRF product marketing has a sequence of tasks with a beginning and an end that are bounded by time, resources and desired results. This means that product marketing has specific, desired outcome, a deadline or target date when the product or order must be completed.
Product can be done only after getting the order. It starts with locating an invitation of a tender in newspaper and it ends with finalizing the order.
Generally the job of product marketing department is to get the order. It starts with the information that the client is in need of a product and from there to getting the order into the company’s (TRF) pocket. Product marketing follows TENDER DRIVEN STRATEGY.
TENDER DRIVEN STRATEGY:
It is most commonly used process. They used to reply the tender to the client who suits the maximum requirement of the client and get the order. It involves:
Locating a tender that matches company’s profile. Getting the tender paper. A detail study based on specification of the bidder. Pricing and other criteria are quoted on the tender. After finalizing, the job is hand over to the other department.
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Sometimes customer directly contact to the company for their product requirement via mail or phones. The various regional office of TRF’s helps to increase the sales.
The customer company sends to TRF a detail requisite standard and other specification which is termed as quotation. These terms are submitted according to the client’s specification. It may be submitted into two or more than two parts viz. technical, commercial, price etc.
Content of a Technical offer:
1. Introduction of product
2. Basis of the design
3. Scope of supply
4. Technical data (specification) 5. Erection commissioning and testing
6. Guaranteed parameters and performance guarantee
7. Inspection and testing
8. Technical graphs
9. List of sub-vendors
10. List of documents/drawings
11. List of references
Contents of a Commercial Quotation:
1. Validity
2. Commercial terms and conditions
3. Commercial deviations
4. Price of supply, Civil/Structure, Erection/Commissioning
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Working procedure of product marketing division
General EnquiryBy add. Etc
Enquiry comes to TRF product marketing
Enquiry by meeting or telephonic talk
Analyzing the enquiry PDT.Range, availability
Selection of equipment
Selection of Spares
Ask for m/c sl.noDrg. No. or previous SODS/IODS no.
Estimation of price
Send an offer to customer. Offer contains technical specification, Price, commercial terms like payment term, delivery date etc.
Any clarification
Negotiation if any by customer
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Accepted offer brings LOI / Purchase order
Product marketing division prepare Sales order data sheet (SODS).SODS are the history (brief technical specification) of that spares or equipment.
Inform to all concern department such as planning, engineering etc.
Finally SODS send to order execution department for further process
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After getting letter of indent or purchase order product marketing division takes SAP material code from engineering department and upload it into system
Major Kinds of Strategies GROWTH:-
Growth strategies should give answer to such questions: How much growth should occur? How fast growth should be? Where and when it should occur?
FINANCE:-
Every business has a clear strategy for financing its operations.
ORGANIZATION: -
Organizational strategy has to do with the type of organization
pattern on enterprise will use.
PERSONAL:-
They can be many major strategies in the area of human
resource and relationship.
PUBLIC RELATION:-
Strategies in their area hardly be independent, they must
support other strategies and efforts.
PRODUCT & SERVICES:-
A Business exits for its product and services. In a very real sense, profits
are merely a measure although in important one of how well a company
serves its customers.
MARKETING:-
These strategies are designed to guide managers in getting product or
services to customer and encouraging them to buy their product.
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Marketing Strategy of TRF
A customer why should buy your Product? Making customers to
purchase your product among the competitors is the Job Making and
Implementing Marketing Strategy. Marketing Strategy is closely related to
Product Strategies. They must be interrelated and mutually supportive. As a
matter of fact, Peter’s, F. Drucker regrets two business functions as innovations
and marketing. A business can scarily survive without at least one of these
functions and probably both.
The key questions that serve a guideline for establishing a Marketing Strategy
are as follows:-
1. Where are the customers, and why do they buy?
2. How does our customer buy?
3. How is it best for us to sell?
4. Do we having something to offer that competitors?
5. Do we wish to take legal steps to discourage competitors?
6. Do we need and can we supply supportive services?
7. What are the best pricing strategy and policy for the operation?
8. How can we best serve our customer?
TRF Chooses the Direct Marketing Strategy due to few reasons:-
1) Product : -
The business of TRF is Handling of Bulk material, especially in case of BMHS
Division. The product that they sell in whole plant or a turnkey project. In this
kind of business the role of intermediaries becomes negligible. Due to this
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reasons, TRF adopted a direct distribution network.
2) Profit Margin : -
The transportation cost through intermediaries is heavy and if they transport the
goods by themselves they save the huge amount and it also has an impact in
increasing the profit margin.
3) Time :-
Time is an important factor and the organization has to complete the
manufacturing product within specified time period. A huge span of time is
involved when indirect distribution network is used. Through Direct Marketing this
time is being saved.
4) Company's Marketing Objective :-
TRF's marketing objective is to make profit by skimming the cream of the market
through sales of a very high - profit product. To fulfill this objective Direct
Marketing is most suitable.
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Selecting the Target Market
TARGETING:-
For any business, determination of Target Market is very essential.
Unless and until they are clearly going to identify who is its customer, they are
not able to sell the product in the Market. TRF's main target is its old customer
where TRF has already commissioned its project. It also concentrates on those
companies who are having a plan for commissioning a project. Target Market is
fixed basing on Govt. planning, looking in the competition, the possibility of
getting the projects.
SEGMENTATION:-
It also did segmentation for selling its products and projects. Here the
segmentation is based upon the geographical location of the customer. The
company has set up its five regional offices. The offices are regularly
communicating with its administrative office situated at Jamshedpur. It gets the
order from its regional officers and forwards it to its registered office where the
execution works being done. Hence, all the five regional offices working as if it is
webbing over the entire country of its existing customer by taking more and more
orders.
PROMOTIONS:-
About promotional activity, it does not concentrate that much on
promotional activities. Since this is not a consumer product here customer
product here customers as well as competitors are very limited and they have to
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take different strategies in different situations. That's why it does not plays
significant role. Though it tries to establish personal contact and builds up the
company's image in the mind of the customer. It also does some activities like
participating in trade fairs and also arranges some seminars in selected areas
where company is expect to get an order.
MARKET HIGHLISTS & BEST PROSPECTS IN MATERIAL HANDLING:-
Indian Companies are realizing the need and importance of automation
because of the increasing labour cost and global competition; newer equipment
will reduce the breakage as well as handling cost and maintenance downtime.
Renowned companies like TRF LTD. McNally Bangalore Industries. BHP
Engineers Ltd, are joining hands with foreign companies for technology transfers
for special purpose Material Handling Equipment.
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Developing the Marketing Mix.
For a marketing Strategy it is very essential to do a correct marketing
mix. i.e. the combination of 4.P's Viz. Product, Price, Place, Promotion.
PRODUCT:
Product part is a vital part of its Strategy. Quality is the catchword of TRF
for its competition against the foreign giants. It emphasizes on the quality and
durability aspects. For its future it should concentrate on the new product
development at less price.
PRICING:
Pricing is very important for this concern. As I mentioned earlier the future
of the company depends upon the pricing strategies of the organization.
PLACE:
Coming to place, the company is ready to do any job, which is feasible for
the company in other aspects.
PROMOTIONS:
About promotional activity, it does not concentrate that much on
promotional activities. Since this, is not a consumer product here customers as
well as competitors are very limited and they have to take different strategies in
different situations. That's why it does not play a significant role. Though it tries to
established personal contact and builds up the company image in the wind of the
customer. It also does some activities like participating in trade fair and also
arranges some seminars in selected areas where company is expect to get an
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order.
Pricing Techniques of TRF Limited
Fixation of price for the product is very much important as quality and performance is fair pricing and the acceptance of the product is directly proportional to each other. TRF's sales plan is totally dependent on effective / fair pricing policy. Because of its competitive pricing TRF bags the order from its customer's. TRF's price is such that it is equivalent to the quality and performance of their product.
Objective of pricing:-
Any company established has the motto of earning profit in the deal. Management of an organization sets the goal of production and marketing coupled with pricing policy. Factors related to the price of the product are as follows:-
Achieve target return on investment.
To stabilize prices.
Maintain or improve share of the market.
Meet the challenges and compete in the market.
Maximize profits.
Pricing of any product or system is done based on cost of products and upon the profit is added.
Price determination of the products is done on the consideration of the following factors:
Estimation of the demand of product in the market.
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Keeping eye on competitor's strategy.
Establish the expected share of the market.
Selection of pricing strategy to be implemented in order to reach the market target.
Select the specific price of each product.
Pricing of TRF Products:-
TRF fixes suitable pricing of its products keeping in view al the above factors. TRF maintains a standard policy. There is a full range of costing cell for this purpose, but this cell does not fix up the price independently. It is required to take the sales department.
Pricing of the products is done with the joint consultation of the following division:-
Costing cell
Sales division
Accounts division
The framework of costing cell and sales division are placed before the top management, which approves the final pricing.
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Competitive areasAs explained; TRF is facing a lot of competition in the market to get the orders. The competition is increasing day by day and they have to fight more to get ahead in the competition.
The main competitive advantage that; TRF is getting on reliability. The customer once purchase the order from TRF is always approaches to TRF for spears and maintenance. Thus they are getting the considerable amount of order from customer. They are also approaching for the new orders. For new orders it is a difficult task for TRF to get more profit.
TRF competitors are different for different field, i.e. BMHE (Bulk material handling equipment) and BMHS (Bulk material handling system). Again in the product range also competitors are different for different for the different products.
The competitive strategies are varies according to different competitors. The key competitive factor for which TRF is getting advantages is as follows:
PRODUCT:
(a) Manufacturing capabilities(b) Quality system(c) Past reference list
Competitive price(d) Timely delivery capabilities
PROJECT:
(a) Post experience and foreign technical partners(b) Financial strength(c) Engineering capabilities(d) Project and construction management capabilities(e) Competitive price(f) Timely project completion capability
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Customer and competitor’s orientation
The company is trying to maintain a balance between customer and competitors. TRF’s competitors are varies from product to product. The same conditions are present in the other division of the company. According to customers need company manufacture the product and provides all the facilities which is required for the product.
Generally Two Types of Customer are there,
Government
Private
The strategies for their different types of customers are slightly different. Some basic points which can differences the Government and Private customer are:
Government:
Strict rule and Procedures Planned Execution Strict Technical and commercial specification
Private:
Slightly flexible than Government Personal contacts play a significant role Personal relations play a great role Long term relationship builds
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Company’s strategic planning Company has made a strategy and also develops the process how to implement it. The strategy of the company has been divided into three phases. These are:
Phase 1: Analysis
Phase 2: Critical success factors
Phase 3: Detailed action plans.
These strategies are implemented through detailed action plan within the specified time.
Critical success factors Strategies
Improve customer relationship Developing pro-active marketing
Improve delivery compliance Vs expectation
Improve process to reduce activity time
Improve reliability of products Quality system as per ISO 9000
Substantial dependability of after sales
Strengthen the service group
Increase share holders value EVA
Sustained growth Expand market
Improve profitability Improve operational efficiency/system/controls.Improve organizational effectivenessReduce internal costsIncrease partnership
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SWOT Analysis – TRFSTRENGTHS:
TRF is pioneer in the field of Bulk Material Handling. It has proved its technological advancement by completing many challenges works.
TRF Ltd. is a part of TATA Enterprise & has a brand name of TATA. TRF always maintain a long-term relationship with its clients. TRF has its own R&D and its sets targets every year to develop new
targets. TRF has adequate financial resources. TRF has good manufacturing capability. TRF has large Products Range. The companies tie up with foreign collaborations according to the
needs of the customers. TRF has highly skilled work force. The engineers of the company are
always engaged in Development of new products. Reliable after sales service.
WEAKNESS:
Limited orders received from abroad. The company is highly dependent on Website / Internet advertising. The Growth of the company is slow in comparison to its age. Lacks in concentration to the low budget based projects. The extra time taken for finalizing the new products.
OPPORTUNITIES
In India the prospects for the future of Bulk Material Handling industry and specially Bulk Material Handling depends on the Government policies and the performance of the core sector like Coal, Fertilizers, Steel, Chemicals, Power & Ports.
STEEL SECTOR:
TATA steel is likely to add a capacity expansion of 2.4 million ton at an investment of Rs.7800 crore, taking the total capacity at Jamshedpur to 7.5 million ton by 2009.
Jindal Iron & Steel Company (JISCO) will fork out Rs.1100 crore to enhance its manufacturing capacities from current level of 2.5 million
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ton per annum to 4mm pt by 2007 in a phased manner to meet the growing demand for steel in the domestic market.
Some of the proposed mega power projects in Jharkhand include projects to be set up by Mittal Steel, Jindal Group, Bhushan group &TATA Steel.
MINING SECTOR
SAIL, has singed an agreement with state run Korimako Iron Ore Company Ltd. to jointly develop an Iron Ore Mine in eastern region of Orissa.
SAIL is set to form two separate joint ventures companies with Australian mining major BHP- for developing a Coalmine in Australia and Iron Ore Mine at Chiria in Jharkhand.
Port Sector: -
The increasing thrust on exports, improvement and modernization of ports, necessitated a lot of Cargo operation. Due to removal of quantitative restrictions on import of various consumer items the Cargo handling with increase, which will create opportunities for this industry.
Miscellaneous: -
With the WTO reforms and further liberalization, the focuses on State Governments as well as the Central Government are on a number of new infrastructure projects.
With private sector participation and EDI in infrastructure projects such as Power, Roads, Ports & Mining, the demand for Bulk Material Handling equipment is expected to increase.
One of the major objectives of the 10th plan will be the search of minerals and of shore areas such as continental shelf and the maritime zone with in the territorial water limits along the Indian Peninsula & Islands of the Indian Ocean.
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THREATS:
Nuclear Power Sector: -
NPCIL plans to add more than 6000MW· in the 11 th plan period. The Government of India is contemplating change to the atomic energy act of 1962. The aim is to facilitate private participation - Indian and foreign in nuclear power generation.
Recently, an MOU had been signed between India & USA on nuclear energy deal.
Hydro power sector: -
According to the power ministry’s 10th plan, the target for hydro capacity addition is 14393 MW. The power ministry has proposed a capacity addition of 41000 MW during the 10th plan. Out of this, 22832 MW would be in the central sector and 7121MW for the Private sector. The ministry hopes that the allotted hydroelectric projects would be completed in 11th (2007-2012) & 12th plan (2012-2017).
National Hydro-electric Power Corporation (NHPC) has so far completed construction of 9 projects in the central sector & one joint venture that is Indira Sagar 7 also completed 3 projects on deposit work / turnkey basis. The total installed capacity of NHPC is 6589.35 MW. The corporation is presently engaged in construction of 11 projects with the installed capacity of 5623MW.
Gas Based Power Projects: -
Energy is the main drive for growth of any economy. New discoveries from Crains, Reliance, and ONGC etc. are changing the dimensions of gas availability, Demand & Price sensitivity. They have come up with the Gas-based power plant. Reliance has recently tied up with US energy giant Chevron to acquire 5% stake in the com
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Annual report of 2008-2009FINANCIAL HIGHLIGHTS
Rupees in Lakh
2008-09 2007-08 2006-07 2005-06 2004-05 2003-04
Sales & Services (Net)
723,79.9 44627.8 34720 21655 20006.3 17344
Other Income 2,69.78 413.11 216.07 24.01 162.59 116.63
Extraordinary income - 1001.39 - - - -
Employee costs 56,82.92 3953.52 2588.5 2400.3 2074.59 1957
Depreciation 3,82.62 226.61 131.88 129.86 139.59 151.9
Interest & brokerage 7,66.19 240.45 245.4 434.69 411.07 211.97
Profit / Loss before tax 65,15.90 6089.46 3056.8 1157.7 660.34 529.44
Taxes 24,67.08 1861.89 1039.8 450.19 263.86 197.37
Profit / Loss after tax 40,48.82 4227.57 2017.1 707.47 396.48 332.07
Dividend (%) 120 100 60 40 30 26
Works production 160,25.00 12031 10555 9700.4 7301.72 5162.4
Progress billing 380,89.22 28661 26239 15014 14445.2 13674
As on As on As on As on As on As on
31.03.2009 31.03.2008 31.03.2007 31.03.2006 31.03.2005 31.03.2004Net fixed assets 35,41.08 2672.02 872.44 853.76 894.44 903.42
Share capital 5,50.22 550.22 550.22 550.22 550.22 550.22
Reserves surplus 118,86.38 8720.86 5011.8 3722.3 3265.82 3367.5
Net worth 124,36.60 9271.08 5562 4272.1 3816.04 3917.7
Borrowings 93,36.01 5097.4 1043.1 4127.1 6405.37 4352.4
Net worth per share 240.07 168.5 101.09 77.65 69.35 71.2
Debt: Equity ratio 0.75:1 0.55:1 0.19:1 0.97:1 1.68:1 1.1:1
Number of employees 928 897 761 753 788 852
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Conclusion1) Nature of the company: -
The marketing division of the company comprises of four categoriesa) B.M.H.E – Bulk material handling division. This division is responsible for the supply of the equipments to the customers.
b) B.M.H.S - Bulk material handling systems. This division is responsible for handling turnkey type of projects, i.e. it is responsible for Setting up the business till it starts operating.
c) EPC - Engineering project construction. This division is responsible for the selling of heavy equipments like port and yard equipments, stacker reclaimer , wagon tipplers.
d) EPCM - Engineering project construction and management.
2) Company is ISO CERTIFIED 9001 and current annual turnover of the company is 216 cr.
3) Company is performing very well in steel, mines and other sectors,Where as growing opportunity is there in power sector , where as cement sector condition is below expectancy.
4) Company is generally indulge in tender driven business where alongWith product specification price factor is also very important.
5) Company’s pricing policy is very rigid and it quotes it’s price 20-30% Higher than actual price.
6) Company strictly adheres to the product quality on which it can not Compromise as it has to follow the TBEM MODEL that doesn’tPermit the company to reduce its quality.
7) Company’s delivery time and promotional schemes are weak, on Which it has no better planning.
8) High price, high delivery time and no promotional package Resulted in major order loss to the company.
9) In some cases company has quoted the price of idlers generally 50-60 % above the market price.
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10) Company is suffering major set backs from the local parties Of the respective regions on either price basis or lack in delivery time.
11) Eastern and southern region of the country has given better market to the company share of the north and west region is meager.
12) Company has set up its regional offices in Delhi, Mumbai , Nagpur, Hydrabad, and Kolkata, these regional offices provide after sales Service, Site visit and forward customer queries to the company.
13) Based upon the production capacity the company has so far handled the Maximum order. 14) Recently company got an order from Japan for screens and Kuwait Cement has been a regular customer of the company.
15) Company has not given much effort in improving it’s information system.
16) The company has so far not entered into any type of collaboration with any foreign or domestic company.
17) Satisfaction level of the regional offices is low as they are not Competent.
18) Company expects uniform taxation policy from the government Which may benefit the company in fixing it’s price.
19) TATA brand name has scoured the company and creates good Image in the mind of the customers.
20) Company has not extended it’s marketing strategy to a Competitive level. Marketing mediums are
a) Through direct contact b) Advertisementsc) Tenders d) Business agents/ dealers (only in mining)
21) Company’s expenditure is 93% of the total income, which is Challenging and 55% of the total income is spent on purchasing raw materials as company doesn’t maintain inventory and purchase the raw material at market price which keeps on Fluctuating.
22) Company has been doing business with top companies of almost All sectors except cement sector.
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23) Company’s mining department work according to the rules and Regulation set up by D.G.M.S and C.V.C (Central vigilance council)
24) It is difficult to predict company’s market share as it is the onlyCompany that is specifically for manufacturing bulk materialHandling equipments rest all it’s competitors take it as part of theirBusiness, like L&T, BEML, ELECON, Mc NELLE BHARAT, SAYAJI, etc
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Comments & suggestion
After spending two months in the product marketing division of TRF Ltd; I have noticed some points.
Comments:-
Marketing intelligence is extremely poor and the area is limited. Future plans not passed on to concerned department properly. Pro-active marketing activities are not up to the mark. Preparation of tender is much time consuming. Price of some products are very high as compared to competitors. New product development is moving with slow pace.
Suggestions:-
Should enhance its Pro-active Marketing. Should try to reduce the time lag for preparation of a tender. Should increase the communication between the supplier and marketing
department. Should concentrate on implementation of technological advancement for
getting competitive advantage. Should concentrate more on self- value added product, less depend upon
the supplier R&D department should enhance it’s process.It should be more active. More integration is needed among departmental activities. Should enhance it’s distribution channels. Should promote it’s brand like other competitors. More emphasis on after sales service will also promote the business.
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Bibliography
Principle of Marketing Management- Philip Kotler
TRF’s Annual Report
TRF’s Monthly Magazine
TRF’s product Catalogue
Website: www.trfltd.com www.google.com www.tata.com
Newspapers: Economics Times Business Standards Financial Express
Personal interview with the employees
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