completed project

5/26/2018 Completed Project

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SUMMER PROJECT REPORT

ON

MARKETING ANALYSIS OF ITI

Prepared for and Presented to

ITI LIMITED, MANKAPUR

UNDER THE GUIDANCE OF

MR.S.S.Bisht Manager-HR(ED) ITI LIMITED MANKAPUR

SUBMITTED IN PARTIAL FULLFILLMENT FOR THE AWARD OF

DEGREE OF MASTER OF BUSSINESS ADMINSTRATION FROM

UTTAR PRADESH TECHNICAL UNIVERSITY

BY

ASHOK RATNA VERMA

ROLL NO. -1212470034

INSTITUE OF CO-OPERATIVE AND CORPORATE

MANAGEMENT,RESEARCH & TRAINING,LUCKNOW


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ACKNOWLEDGEMENT

I owe a great many thanks to a great many people who helped and supported me

during the writing of this project. My deepest thanks to SMT. GARIMA SRIVASTAVA

the Guide of the project for guiding and correcting various documents of mine with

attention and care. He has taken pain to go through the project and make necessary

correction as and when needed. I express my thanks to the Principal of, ICCMRT

LUCKNOW, for extending his support. My deep sense of gratitude to, SHRI S.S.BISHT

MANAGER-HR ED, ITI LTD MANKAPUR, GONDA support and guidance. Thanks

and appreciation to the helpful people at SHRI S.K.SAPRA DGM-MARKETING &

SHRI DEVASIS PATNAYAK, ENNG. MARKETING ITI LTD MANKAPUR GONDA

U.P. for their support. I would also thank my Institution and my faculty members without

whom this project would have been a distant reality. I also extend my heartfelt thanks to

my family and well wishers.

ASHOK RATNA VERMA

Roll NO: 1212470034


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DECLARATION

I hereby declare that the project work entitled International Business of ITI Ltd.

Mankapur submitted to the ICCRMRT,Lucknow is a record of an original work

done by me under the guidance of Shri S.S Bisht Manager-HRED & Shri Devasis

Patnayak and this project work has not performed the basis for the award of any

Degree or diploma and similar project if any.

ASHOK RATNA VERMA

Roll NO:1212470034


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PREFACE


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TABLE OF CONTENT

Chapter No Chapter Title Page No

1

2

3

4

INTRODUCTION OF THE ORGANIZATION

OBJECTIVE OF STUDY

INTRODUCTION TO TOPIC

RESEARCH METHODOLOGY

Research design Type of research Sources of Data Plan of analysis

00-00

00-00

00-00

00-00

00-00

00-00

00-00

00-00

5 DATA ANALYSIS AND INTERPRETATION 00-00

6 RESULTS AND FINDINGS 00-00

7 RECOMMENDATIONS 00-00

8 CONCLUSION 00-00

9 LIMITATION OF STUDY 00-00

10 ANNEXURE

Bibliography Data used for analysis

00-00

00-00

00-00


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COMPANY PROFILE

ITI ltd is the firsts public sector enterprise.

Established in India Telephone industries Ltd, a departmental undertaking under the

ministry of post and telegraph, it was envisaged as an indigenous manufacturing facility

in the beginning.

ITI LTD Has since emerged with its own corporate identity, as a leading telecomcompany manufacturing the entire range of telecom equipment, which includes

telephones, large digital switches, transmission system, digital microwave, fiber

optic system and satellite communication systems.

Vibrant R&D supports striving for excellence in quality cost effectiveness in itsproducts and services, with talented engineers, state of art.

A dedicated network system unit provides value added services such a shared hubVSAT services and MRTS and turnkey solutions .


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BOARD OF DIRECTORS

ShriY.K.Pandey - Chairman & Managing Director

Shri Vijoy Kumar - DDG - PIP

Smt. Anuradha Mitra

- DDG - EAF Dept. of Telecommunications Govt. of

India

Shri Pankaj

Agrawala,IAS

- Joint Secretary Dept. of Information

Technology,Govt. of India

Shri C.S.Verma - Director Finance,ITI LIMITED

Shri J.K.Verma - Director - P ,ITI LIMITED

Lt. Gen. Davinder kr. - VSM, SO-IN-C
http://localhost/var/www/apps/conversion/tmp/scratch_8/chairman.htmhttp://localhost/var/www/apps/conversion/tmp/scratch_8/chairman.htmhttp://localhost/var/www/apps/conversion/tmp/scratch_8/chairman.htm


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MISSION

The mission of the company is to be the leader in the domestic market and an important

global player in voice, data and image communication by providing total solution to

customers, to build on core competencies to enter into the new business area.

The company manufactures entire range of telecommunication system.ITI is in involved

in design, development, manufacturing and installation and commissioning of

telecommunication system to meet specific need of customers.


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AWARDS AND ACHIEVEMENTS

Safety awards for raebareli, palakkad and BangaloreThree plants of ITI have won the national safety awards for outstanding

performance in industry. Safety during the year 2004, which were presented at a

function, held in New Delhi recently

Rae bareli and palakkad plant received the award for achievement based on

longest accident free year. The runner up award based on longest accident free

year was a awarded to banglore and rae bareily respectively.

Energy conservation award to mankapurITI Mankapur plant, which saved energy to the tone of 384 lakh during the last 3

year, has won the national energy conservation award in 2004.

First prize for the best prize productivity in 1990 by national productivitycouncil


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SALIENT FEATURES OF MANKAPUR PLANT

Established - 1982 Start of construction - 31-05-1983 Start of production - April 1985 Annual capacity - 500kl(E-10B)

500KL(CSN-OCB283)

Capital cost of E-10B - Rs219.00cr CSN - RS31.41cr

MAX-L - Rs3.30cr

Land - 352Acres Factory covered area - 77,500 sq m Air conditioned area - 44,300 sqm FDV space in factory - 200sq m

Compressed air - 7000sq m

Installed capacity of power station- 16000KVAFrom UPSEB &5800KVA

Captive power

Generation

Water storage capacity - 50lakh Total manpower - 2358 Nos. Annual capacity

Of component plant connectors

1000000 relay

1400000 C&T


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ABOUT THE MANKAPUR UNIT

Mankapur was established in 1982 with the technical collaboration of CIT ALKATEL,

FRANCE to manufacture E10B type of digital switching system. This E10B was a gift

for India from RAJIV GANDHI (former prime minster of India) also the technology that

time arises a revolution in India Telecom Sector.

ITI manufactures MAX-L & MAXXL exchanges based on C-DOT technology which

replaced the E10B Exchanges. The unit is also manufacturing CSN-MM racks used in

exchange.

ITI Ltd. Mankapur as made a significant place in the electronic maps of India and has

earned the distinction of digital city of India.

ITI Ltd. Mankapur has also entered into the non communication field with its note

counting machine, note bundling machine, fake note detector, inverter etc.

It is the first unit in India which got opportunity to manufacture BTS. It started

manufacturing BTS in the year 2005.

MAIN DIVISION

Mobile project division Switching exchange assembly plant Component division Circuit division Central service division


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Our product range is

Current

1. E-10B Exchanges (Expansions)2.

CSN for OCB 283

(in collaboration with M/S Alcatel, France)

3. MAX-L & MAX-XL (C-DOT Exchanges)4. Network Synchronization Equipment (C-DOT)5. MDF (Main Distribution Frame)6. Line Jack Units7. GSM Equipment Installation & commissioning,

(in collaboration with M/S Lucent Technologies, USA)

8. Patch Panel Antenna ,9. Miscellaneous Mech. Piece Parts on CNC Machines10. component Shop : Moulded Piece Parts , Connectors, Coil &

Transformer, PCBs & Hybrid Manufacturing.

Planned

11. BTS (GSM Equipment ) manufacturing in collaboration withM/S Alcatel, France in this year starting from Nov-2004.


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Our High-Tech Assembly And Testing Facilities / Infrastructure:

1. Assembling SMD Cards with maximum 326 SMDs on one card.2. Capable of handling SMDs of various sizes

a) Smallest 1 mm x 0.5mm

b) Largest14 mm x 18 mm (S08 package)

3. Soldering processa) No clean flux type m/c.b) Dual wave soldering m/c.

4. Inspection of SMDBuilt in vision system in the head of the pickand place machine.

5. Capability to manufacture racks with EMI protection compliant toETSI specification.

6. Testinga) Various functional card tester for C-DOT and ALCATEL

products.

b) Telecom testers for anologic cardsc) Incircuit tester for all kind of cards


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Our IT infrastructure:

100 MB Optical fibre based switched LAN with 250 nodes.

LAN equipped with NMS features

Internet / Intranet facilities with our own web page for intranet usage.

Internet enabled BAAN ERP System with Windows NT / Oracle under implementation.

Technology handled:

1. E-10B Digital SwitchTechnology Transfer from M/S ALCATEL, France.

2. TNE/GAS (PCM systems)3. Network Synchronization Equipment (NSE)

Technology Transfer from C-DOT, India Layer 2 to Layer 5.

4. OCB 283 / CSNTechnology Transfer from M/S ALCATEL, France.

5. MAX-XLLarge switch from C-DOT, India


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Switching Equipment Assembly (SEA) Division

This division is responsible for assembly manufacture of all sale-able products for supply

to customers. The process has been set up in association with Engineers of ALCATEL,

France (the collaborator) and Quality System has been implemented according to strict

requirement of International Standards (an ISO-9001 Unit of ITI). This division has two

assembly group:

i) Non SMD PCB Assemblyfor E-10B (OCB 181) system.Different components and devices are prepared for Assembly on component

forming machine for leads forming and cutting. These devices are inserted on the

PC Boards and soldered on wave soldering machine. Visual inspection and there

after testing on dedicated Dynamic Functional Tester, insures a good quality.

These passed boards are then integrated with the racks, which is prepared

parallely, involving operation of Mechanical Assembly, wire preparations, panel

assembly and wiring etc.

At system integration platform, functional testing of equipped racks is done before

offering the product to customer (DOT) for acceptance.

ii) Surface Mounted PCB Assemblyfor CSN (OCB 283) Systems.


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Most of the components devices to be assembled on PCBs by Automatic Pick and

place machine (SMD). However, a few leaded components are manually inserted

on the boards. Then wave soldering is done. PC Assemblies are visually

inspected and then taken to universal manufacturing Defect Analyser (MDA).

Since it is not functional tester any new card can be tested on it.

The subscriber line cards are subjected to functional test as these are stand alone

sale-able products. However other cards are not subject to functional testing and

these are integrated with the racks. The racks are put under the functional testing.

In order to meet the technological advances achieved world wide and competition,

as per liberalised industrial policy, where in Govt. of India has allowed Private

operators to provide basic services in telecommunication, ITI Mankapur has gone

for upgrading its product technology as per the market requirements, as and when

required. The electronics switch E-10B (OCB 181 specification) hitherto being

manufactured at Mankapur has been upgraded to OCB 283 level for ISDN facility

and CCIIT No. 7 common channel signaling.


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PRODUCT OF ITI MANKAPUR

TELECOM PRODUCT CDMA BASE TRANSMISSION STATION

Indias first public sector unit (PSU)-ITI Ltd was established in 1948. Ever since,

as a pioneering venture in the field of telecommunication, it has contributed to

50% of the present national telecom network. With state-ofthe-art

manufacturing facilities spread across six location and a countrywide network of

marketing /service outlets, the company offers a complete range of telecom

products and total solutions covering the whole spectrum of switching

,Transmission, access and subscriber premises equipment.

ITI joined the league of world class vendor of global system for mobile (GSM)

technology with the inauguration of mobile equipment manufacturing facilities at

its mankapur and rae bareli plants in 2005-06. This ushered in a new era of

indigenous mobile equipment production in the country. These two facility supply

more than nine million lines per annum to both domestic as well as export

markets.

The company is consolidating its diversification into information and

communication technology (ICT) to hone its competitive edge in the convergence

market by deploying its rich telecom expertise and vast infrastructure. Network

Management Systems, encryption and networking solutions for Internet

connectivity are some of the major initiatives taken by the company.


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CDMA( Code Division Multiple Access )CDMA (code division multiple access ) is a digital wireless technology to provide

mobile communication. CDMA wprks by converting speech into digital

information, which is then transmitted as a radio signal over a wireless network.

CDMA uses a unique code to distinguish each different call. The receiving device

is instructed to decipher only the data corresponding to a particular code to

reconstruct the. This enables many subscribers to share the same frequency band

and , at the same time , without any cross talk or interference.

CDMA WLL technology provides option of limited as well as full mobility to the

customers. This helps to provide faster last mile connectivity, where laying of

cables is difficult.

BTS (BASE TRANS-RECEIVER STATION )Base Trans-Receiver Station (BTS) BTS A-9100, is radio frequency mobile

communication product based on GSM technology. It is a set of equipments that

facilitate wireless communication between user equipment (UE) and a network .

A BTS in general consists of Trans-Receiver Module, Antenna Network

Combiner, Controller(SUMA) & Alarm Extension system (XIBM). It is a self

contained unit for transmitting/ receiving signal for mobile communication.

Types of BTS:-

1. Indoor BTS2. Outdoor BTS3. Dual Band BTS4. Twin TRX BTS


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THE NON-TELECOM PRODUCT ARE

NOTE COUNTING MACHINE (NCM) FAKE NOTE DETECTION MACHINE INVERTERS

*NOTE COUNTING MACHINE

FEATURES- ITIS Notecounting machine can be used for counting a wide variety of

freshly issued, soiled and old currency notes whether bundled or loose.

MODELS- ITIS note counting machine are available in two models with functional

features being the same in both the models.

FLOOR MODEL-ANCM-01

DESKTOP MODEL- ANCM-02

THE MACHINE HAS THE FOLLOWING FEATURES WHICH ENABLEQUICK AND ACCURATE COUNTING :

Advanced solid-state electronics and precision tool mechanical assembly which

provide highly accurate and reliable performance.

Silent and smooth operation at super high counting speed.

Vacuum suction is provided by a build-in vacuum pump, which has a filter to

keep out dust and fiber, thus increasing the life of machine.


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Maintains hygienic condition for the operator.

The machine automatically adds the continuously counted in free count, batch and

check mode.

The accumulated count is stored in the memory and retained after power OFF and

will display again on power ON.

The machine can count different denominations of Currency Notes and has a

ca[acity to insert upto 200 notes.

The pip alarm will automatically sound a warning if the counted no is not equal to

the present no. in CHECK and BATCH modes.

Tropicalised diagnostics with easy error codes for easy maintenance by quick fault

detection.

IN-HOUSE COMPONENTS MANUFACTURING FACILITY :

The unit is vertically integrated and has set up in - house facilities to manufacture

components required for exchange assembly. As the unit is set up in a remote area and

there were no reputed suppliers of components required for assembly of electronic

circuits . A class components required for the assembly of the system are manufactured


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in-house except electronic components like integrated circuits, active and passive

components etc. It has an excellent assembly line for leaded as well as SMD

components and SMPS. Additionally, unit has its own R&D having all the possible

facilities to design, manufacture and supply state-of-the-art assemblies used in Electronic

Exchanges tailored to the customers needs. The R&D of Mankapur unit has made a big

contribution in absorption of Technology and brought out new products with innovative

methods. Following manufacturing plants have been set up in the unit alongwith

assembly line.

a) Electro mechanical component assembly plants

Components plant as one of the division of Mankapur unit has been set up to

manufacture Connectors, Relays, Busbars, Coil & Transformers and MDFs used

for the switching equipments assembly. Unit production potential has been

extended, which has enable the unit to market its products ranging from customer

designed components to off-the-shelf components to a broad clientele.

b) Metal Parts Manufacturing Plant

Very high standard of quality is required in the manufacturing of frames for

electronic exchanges. In view of this ITI Mankapur has developed its own Metal

Parts Plant for Sheet Metal Parts manufacturing and surface treatment operations.

Comprehensive manufacturing process involving CNC Press Punching and CNC


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Bend Press, Shearing, Bending, Punching, Forming, Drilling, Welding, Silk

Screening Assembly etc. are arrived out by a team of skilled personnel utilising

advanced production techniques. The plant supported by a wide range of

machinery with diverse applications enables to market product range from

assembled racks accessories. Edge strips, frames etc for housing switching,

energy, transmissions systems for a variety of applications at installation site

within a very short time. In addition to this the facilities are up to the mark for

surface treatment like plating, painting, sandblasting operations etc. A separate

Gold Plating line is set up for plating of contacts required for connectors, Zn

platings, Ni-Plating and Sn-pb Plating Lines are new facilities / infrastructure

created over last 3-4 years only.

C) CB MANUFACTURING PLANT

PRINTED CIRCUIT BOARD

PCB MANUFACTURING FACILITY WAS SET UP IN 1986 UNDER

COLLOBARTION OF ALCATEL, FRANCE.

SAL IENT FEATURES

PRODUCT - DOUBLE SIDED PTH PCB

SINGLE SIDE PCB

PRE CUT MODULES

BACK PANELS FOR SOLDERLESS INSERTION


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SPARE CAPACITY -10,000 SQM

STANDARDS - MIL-P-55110 D

MILSTD-275 E

APPROVALS - ALCATEL

C-DOT

MAJOR -CNC DRILLING M/C

EQUIPMENTS CNC ROUTING M/C

COMP. PLATING LINE

BBT TESTING

TRAINED MANPOWER- 100

PROCESS CAPABILITY

MAX. BOARD SIZE - 660 X 300 mm

BOARD THICKNESS - 0.8mm3.2mm

COPPER FOIL THICK. - 1770 Micron

MIN. TRACK WIDTH - 5 mil

TRACK TO TRACK SPACING 5 mil

ASPECT RATIO - 5


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HOLES PER SQINCH - 50

FINISH - SMOBC

SOLDER MASK - PISM

RAW MATERIAL - FR-4/CEM-1 CCL

INPUT REQUIRED

GERBER DATA IN FLOPPY/CD

PHOTO FILMS

MECHANICAL DRAWINGS

APPLICABLE STANDARDS

INSPECTION & ACCEPTABILITY CRITERIA

LEAD TIME REQUIRED

FIRST PROTOTYPE - 15 DAYS

FIRST PRODUCTION LOT - 15 DAYS

ITI Ltd. Mankapur has established its own PCB Plant to manufacture professional

grade Printed circuit Boards to meet the requirements of E-10B, CSN and MAX-

L/XL (selective) system. The PCB Plant covered in an area of 4500 sq. meter in

the controlled environment and most modern highly automatic production lines is

having rated production capacity of 10000 sq. meter of Double Sided Plated


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through holes type of PCB. Quality and Process Control at different stages of

production is monitored by most sophisticated equipments thereby achieving

competitive quality level four large categories of products of professional quality

conforming to MIL-P55110D are manufactured.

- Double sided with PTH- Back panels for solderless insertion technology- Press-cut modules- SMOBC

d) Hybrids Manufacturing Plant

Hybrids circuits are to solve the inter connection and packaging problems involved

with the use of LSI-VLSI circuits in high density applications. Hybrid plant is

established to manufacture high technology. Thick Film Circuits produced by

sophisticated produced methods & modern production equipment, automated

production lines, flexible for customers applications by highly skilled and

competent work force achieving quality standards equivalent to MII STD 883C

Trimming accuracy up to = 0.3 % for resistance are achievable. Rated annual

production capacity of plant is 1.8 million circuits.

Hybrid plant of the unit was first division to achieve ISO-9002 Accreditation.

e) Computer DivisionComputer centre of ITI Mankapur has state-of-the-art facility for information

processing. The division has well trained and skilled Engineers and Staff and is


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currently made BaaN ERP system alive in the unit. KEY user/Development Tools

training is over and also End-user/Resource-person training is also over. The

system is now operational from mid of year 2001.

f) R&D Activities

In-house R&D at Mankapur has been working towards achieving companys

objective for excellence in the field of telecommunication. Main activities R&D

division are :-

1. Assimilation of technology,2. Product Support and obsolescence management,3. System up-gradation and development,4. Product development,

The group has completely assimilated the E-10B switching technology. After

incorporating the field requirements and technological developments E-10B has

now become an Indian Switching technology with improved quality of reliability

and reduced cost.

True demonstration of technology assimilation is the development of 1000 port

Automatic Branch Exchange (MPABX-1000). This PABX system has advanced

facilities like multi-line operator control PC based O&M console, use DTMF

dialing and extension metering & billing PABX-1000 system has been awarded as

Best Technology System during WISITEX-96 Exhibition.


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R&D is extending solution to most of the field installation and commissioning

problems are extended by R&D. It also provides production support by means of

technical clarification, development of testing, documents generation etc.

f) Marketing Activities1) At present, ITI Mankapur is involved in marketing and supply business of GSM

products, with a plan to start manufacture them in near future as well as GSM

Turn key project (Installation, Commissioning & Maintenance) .

2) Switching equipment ITI Mankapur has signed an agreement with DOT Lucknow to provide telephone services under Group-in-Dialing (GID) Scheme to

shopping and residential complex at Lucknow through MPABX-1000 Switching

equipment.

3) Export has been made to following countries ;a) NEPAL b) YEMAN c) SRILANKA

d) SOUTH AFRICA e) BANGLADESH f) MALAYSIA

g) VIETNAM h) MADAGASCAR i) RWANDA

j) UGANDA k) SUDAN l) GAMBIA,

etc.


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4) Export Values in the last four years are given below:

YEARS EXPORT - VALUE

1996-97 1.27 Crs.1997-98 2.15 Crs.1998-99 3.32 Crs.1999-2000 1.80 Crs.2000-2001 No Order

h) Total Quality Management

Manakapur Unit has been accredited with ISO-9001 Certification, in October 1999 for 3

years, subject to every 6 months of surveillance audit . The Unit is now moving

towards adopting the concepts of Six Sigma Philosophy.


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CUSTOMERS

INDIAN CUSTOMERS-

DEFENCE

- RAILWAYS- DEPARTMENT OF TELEPHONE- OIL SECTOR- BANKS/FACTORIES/OFFICES

GLOBAL CUSTOMERS- AFGANISTAN- MALAYSIA- NEPAL- SWITZERLAND


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INTERNATIONAL ORGANISATION FOR STANDARDISATION

ISO stands for International Organization for standardization. ISO is a worldwide

federation of national standard bodies. The work of preparing international standards is

normally carried out through ISO technical committee. Each member body interested in a

subject for whom a technical committee has been established has the right to be

represented on the committee.

Standards are the level of excellence in everything that we can do, so it was felt that there

should be global system and hence iso came into existence. Its office is located in Geneva

(Switzerland).

ISO STRUCTURE

100 or more countries 9000 standards 200 technical committees 800 sub committees 2500 engineers.


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TYPES OF ISO DOCUMENTS

Specification Guidance Guides/tools Technical reports

BENEFITS OF ISO

Customer loyalty Repeated business & referral Reduction cost & cycle time Self esteem Confidence of interested party Recingnition

ISO:9000

ISO 9000 describes fundamental of quality management system & specifies the

technology for quality management systems.

ISO:14000

The growth of human civilization is marked by rapid industrialization. The rapid & blind

growth of industries without paying head to the environment has wrecked havoc on earth.

ISO 14000 standard are known as environment management system.

ISO14000 lays stress on


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System efficiency Scrap and waste reduction Pollution prevention Improved environment performance Implementing government regulation

PHILIPS, AUSTRIA was the first company in the world to take ISO 14000 certificate.

PARAMETERS OF ISO

QUALITY :It is total characteristics of anything which bear the ability to satisfythe stated or any implied needs.

OBJECTIVES :Objectives of any organization reflect the goals which it aims toachieves and the priorities required. ISO standard lay stress on smart objectives.

S: SIMPLE

M: MEASURABLE

A: ACHIVEABLE

R: REALISTIC

T: TIME BOUND

QUALITY PRINCIPLES: COUSTMER FOCUS LEADEARSHIP INVOLVEMENT OF PEOPLE SYTEM APPROACH TO MANAGEMENT


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PROCESS APPROACH CONTINUAL IMPROVEMENT FACTUAL APPROACH TO DECISION MAKING MUTUAL BENEFICIAL SUPPLIER RELATIONSHIP

SIX SIGMA

Six sigma is a measure of quality that strives for near perfection.

It is a rigorous and systematic methodology that utilizes information verified by facts and

statistics to measure and improve an organizations operational, practice and system by

identifying prevention defects in manufacturing and service related processes in order to

anticipate and exceed expectation of all public stakeholders to accomplish effectiveness.

Six sigma is a process which talks about the ultimate quality.

Six sigma can be described as TQMS (Total Quality Management System) that is it is a

series of steps which involve statistical measurement that tells us how good our product

services and processes really are.

HISTORY OF SIX SIGMA

The roots of six sigma as a measurement standard can be traced back to Carl Frederick

gauss (1777-1855) who introduced the concept of the normal curve. Six sigma as a

measurement standard in product variation can be traced back to the 1920s when Walter

shewhart showed that three sigma from the mean is the point where process requires


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correction. Many measurement standards(cpk,zero defect,etc) later came on the scene but

credit for coining the term six sigma goes to a Motorola engineer named bill

smith.(incidentally, six sigma is federally registered trademark of Motorola).

In the early and mid-1980 with chairman bob galvin at the helm, Motorola engineer

decided that the traditional quality levels- in measuring defects thousands of opportunity

didnt provide enough granularity. Instead, they wanted to measure the defect per

million opportunities. Motorola developed this new standard and created the methodology

and needed cultural change association with it. Six sigma helped Motorola realize

powerful bottom- line results in their organization- in fact, they documented more than

$16 billion in saving as a result of our six sigma efforts.

Since then, hundred of companies around the world have adopted six sigma as a way of

doing business. This is a direct result of many of Americas leaders openly praising the

benefits of six sigma. Leaders such as Larry bossidy of allied signal (now Honeywell),

and jack Welch of general electric company. Rumor has it that Larry and jock were

playing golf one day and jack bet Larry that he could implement six sigma faster and with

greater result at GE than Larry did at Allied signal. The results speak for themselves.

METHODS TO APPLY SIX SIGMA

DMAIC PROCESS :This process is applied where the line has already established.

DDEFINE

MMEASURE

AANALYSE

IIMPROVE


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CCONTROL

DMADV PROCESS:

DDEFINE

MMEASURE

AANALYSE

DDESIGN

VVERIFY


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ERP USED IN ITI LIMITED

ERP means enterprise resource planning. The ERP used ITI LIMITED is BAAN.

BAAN :-

Founded by Jan Baan in 1978 in the Netherlands. BAAN manufacturing control system waste first package developed by BAAN for

MRPI, CRP, & MRP2.

The company BAAN has become one of the worlds biggest software group &expects to remain on a first track for the foreseeable future.

BAAN solution are to achieve streamline the planning process by integratingdiverse information, ensuring smooth planning with the help pf BAAN we get

better decisions support.

MARKETING CONCEPT

The marketing concept holds that key to achieving organizational goals consists of

being more effective than competition integration activities toward determining

and satisfying the needs and wants of target markets.

The marketing concept has been expressed in many colorful ways.

meeting needs profitability

Find wants and fills them

Love the customer, not the product

Selling focuses of the need of seller marketing of the need of the buyer selling is

product with sellers need to convert his product into; marketing with the idea of


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the satisfying the needs of the customer by means of the product and the whole

cluster of the things associated with creating. Delivering and finally consuming it.

The marketing concept rests on four pillars:

1.

Target market

2. Customer need3. Integrated marketing4. Profitability

It starts with the factory focuses on the companies excising product, and calls

for heavy selling and promoting to procedure profitable sales. It starts with a

well defined marked, focuses on customer needs. Integrated all the activities

that will affect the customers & product profit by satisfying customers.

In the word of ITI marketing managers:

CUSTOMER IS NOTONLY THE KING,

CUSTOMER IS EVERYTHING.

CUSTOMER NEED

A company can define its market but fail to fully understand the customers

need.

Some marketers draw a distinction between responsive marketing and creating

matching. A creative marketer disserves and product solution that customer

did not ask for but to which they entinoursatically respond. Companies must

go beyond just asking consumers what they want.


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The easy to customer rention is customer satisfaction. A highly satisfied

customer:

Stay loyal longer. Buys more as the company introduce new products and upgrades existing

products.

Talks favorably about the company and its products. Pay less attention to competing brands. Offers products/ services ideas to the company. Costs less to server than new customers because transaction is routinized.

INTEGRATED MARKET

When all the companies department work together to serve the customers

interests, the result is integrated marketing. Unfortunately not at all employees

are trained and motivated to work for the customer.

Integrated marketing takes place on two:

First: the various marketing function sales force, advertising, product

management, marketing research and so on must work together.


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Second: marketing must be well co-ordinated with other company

departments.

Marketing does not work when it is merely a department, it works only when

all employees appreciate their impact on customer satisfaction.

PROFITABILITY

The ultimate purpose of the marketing concept is to help organization achieve

their goals in the case of private firms the major goal is profit.

THE SOCIETAL MARKETING CONCEPT

Holds that organizations task in to determine the needs, wants and interests target

markets and to deliver the desired satisfaction more effectily and efficiently than

competitions in a way that preserves or enhances the consumers and the societys well

being.

The social marketing concept calls upon marketers to build social and ethical

considerations into their marketing practices. They must balance and juggle the often

conflicting criteria profits, consumer want satisfaction and public interest.


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FINANCIAL OBJECTIVE

Earn and annual rate of return of investment. Product profits. Produce a cash flow.

MARKETING OBJECTIVE

The ultimate objective of any marketing activity is to satisfy the customers and today

even a step ahead.

The marketing will focus greater attention on how to deliver customer satisfaction and

organization will begin to structure itself around segments and not product lines.

The financial objectives must be converted into marketing objective.

Example: If yhe company wants to earn $1,80,000 profit and it target margin in 10% an

sales, then it must set a goal of $18 million in the company sets an average price of $260,

it must sell 69,230 units if it expect total industries sales to reach 2.3 million units, it must

gain 3% of to maintain this market share, the company will have to set certain goals for

consumer awareness, distribution coverage and thus the marketing objective.

Achieve total sales revenue.


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Expand consumer awareness. Expand the number of dealers. Aim for an average price.


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MARKETING OBJECTIVE:

[ OPERATION NAV SATABDI]

PRODUCTIVITY:For greater prosperity, global competiveness capacity exploitation

shorter, new technology adoption cycle time.

PROFITABILITY : Vow to make each unit profitable in the current year. Vow to cut

wastage Vow to cut inventory & working capital.

PARIVARTIAN: Parivartian means change. Change for betterment in every field,

change for mind set to accept new ideas & accept new ideas & accept reorganization

revitalization of company to make future oriented. Accept change to survive in the world

of competition.

SOME OF THE STRATEGIES ADOPTED BY ITI ARE AS FOLLOWS

Entering into service sector such as annual maintenance contract. Expansion of portfolio with defense, railway other state government.


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ITI also penetrating the market ITI captures the private vendors (who haveregistered them with ITI) for the sale of their registered vendors, so that a mutual

benefit can generated :-

Vendors can earn more profit by selling these products & the sale of the ITIs

product will increase.

AUTHORITY AND RESPONSIBILTY

The head of marketing has the authority to receive the order and confirm its to

acceptation its satisfaction. He is responsible for marketing function with respect to non-

D.O.T> customer and explore new market avenue to manage and perform the function

and maintain the following organization chart responsibility and interfacing department

matrix.

FUNCTION OF MARKETING DEPARTMENT

Marketing department of ITI mankapur has always been involving in the function of

marketing Ex. Selling distribution, promotion, the department of these function are

depend upon the performance of marketing department. Marketing department is

responsible for selling of ITIs product.

The major product of ITIs E10B which is an exchange and OCB 238 equipment and

component is hybrid, PCB, coil and transformers and connector. In which most

department product is E10B equipment, ITI produces many communication equipments

and also other by products which is being products which is being produced while E10B

is in production. Marketing department is also working for new project named

OCB283/CSN. In the context of selling these products marketing department is take care

of same specific customer DOT ansd MTNL customer. Marketing department has the


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responsibility for marketing of these product, here researcher will take only two major

product of ITI which has the maximum demand in domestic market so in this context

researcher will take E10B, OCB283/CSN equipment principle features, customer SWOT

analysis about E10B equipment.


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RESPONSIBILITIES OF MARKETING DEPARTMENT

EXPLANATION OF FLOW DIAGRAM

The flow diagram the represent the whole procedure of marketing department and it

shows how every department interfaced with marketing department. Purchase order

comes directly to marketing department by customer marketing department send this

purchase order to the finance department for. The evolution of its anticipate cost and after

costing marketing department send this P.O> to the planning department where analysis

is being made regarding the addition rejection and anticipated time by which project will

be cost addition rejection and lead time. After the planning department order goes to

production product goes to the quality control where quality assurance is being related to

product it any lackness occur in the product shop for rectification to quality control

department it any ship up recure then this product is declared rejected and then the

marketing(purchase

order)

planningdivision

purchase rawmaterial

inward goodsinspection

(IGI)

manufacturingshop

quality checkdivision

dispatch ofgoods

goodsdelivered

installation ofgoods


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product is started after total quality assurance final checked product goes to stares and

then it goes to shipping department where final delivered is being made marketing

department takes the feedback from all the activity related to all production and flow up

all department till the product delivered to customer.


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ORDER COMES THROUGH R.O. [REGIONAL OFFICE]:

When order comes through the regional office even then ITI supplies its product direct to

customers assignment location and payment is being made to the ITI Ltd.

PAYMENT

P.O. P.O.

CUSTOMER ITI

DELIVERY


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DISTRIBUTION

Distribution Channel of ITI Direct Order In the context of marketing ITI lie is saving zero

level distribution channel. Zero level distribution means there is no mediator between ITI

& its customer. As per as order comes equipment is delivered direct to specific location

suggested by customer.

CONSUMER

GOODS ORDER

ITI

DTS Delivery to site/Direct to site:

ITI is having the responsibility to deliver to order its product at specific location as per

customer requirement.

Marketing department of ITI is not only sells its product but also it provide

presales and after sales services.


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SOME OF THE DOCUMENT USEFUL FOR MARKETING DEPARTMENT OF

ITI

Like every department in marketing department too there are many documents are used.

But because of the security reasons I dont get all of them , but some of them, which I got,

are:

1. Commercial invoice.2. Purchase order from any organization (customer).3. Customer satisfaction index form (filled by customers).4. Services call report.


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PERFORMANCE OF MARKETING DEPARTMENT OF ITI LTD. MANKAPUR

Among the various unit of ITI, ITI ltd. Mankapur has its unique place and ITI Mankapur

is the most profitable plant of ITI LTD. it has been constantly giving profit since the

inception of the plant. Its is the heart of ITI LTD. that pumps the blood in the entire ITI.

We will take the performance of marketing department On the basis of total sales. Total

export distribution, promotional activity, manpower and also the production.

We will see the performance not only on the basis of profitability but also its total

addition toward the economy.

In private sector company, the yardstick for the performance not only on the basis of

profitability but in case of public sector units yardstick should not be profitability is low.

So researchers will asses the performance of marketing department not only on the

basis of profitability, but also service toward the economy.


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FUTURE PLANS OF ITI

ITI is a technology driver customer oriented business enterprise. That is combining its

strength in manufacturing with that its process in turnkey services to provide total

solution through diversification of its portfolio.

So, some of the future plans by which the company can be competitive in the market and

can retain market share are:

Starting business in the production of led lights. Long-term alliance portfolio new products. Expansion of products portfolio new products. Its solution like MPLS, internet infrastructure. Up gradation of technology to meet the market demand. Reduction of man power & skills building in new business areas by retaining &

redevelopment.

Explanation of business portfolio with defense/ railways.

PROMOTION ACTIVITY OF ITI MANKAPUR

ITI is fully geared up to supply equipment and spares. ITI can provide presales services

as well as after sales services first we see pre-sales services as well as after-sale services.


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Also pulse of marketing can be judged from the interaction between manufacturer and

customer.

PRE SALE SERVICES: In pre sales services ITI provides site surveys, exchangedimensioning as well as sales services like warranty repairs, annual maintenance

cataract (A/V/C) technical assistance and training.

AFTER SALES SERVICES: ITI has its own customer support services & CSS isa business strategy retain customer, regain customer & increase business strategy

retain customer & increase business by exploring the possibility of providing new

services.

ITI is using CSS as a strategic tool for achieving customer satisfaction.

ASSEMENT OF OVERALL PERFORMANCE OF MARKETING DEPTT.

TOTAL SALES:- marketing deptt. Has been involving assembling component i.e.

hybrid, PCB, coil & transformer & connectors. In electronic equipment services

ITI has E10B exchange with more sophisticated technology. On account of good

reputation in market ITI has very good marketing.

STRENGTHS OF ITI- THE TELECOM POINEER

Indias first telecom equipment manufacturer. Total telecom solutions provider

Recognized as Top Turnkey Services Company, for 4 successive years.


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Multi-locational state-of-the-electronic assembly & component manufacturingfacility accredited with ISO9000:2000

Multi-locational ISO1400:2004 Environment Management system certified plants. First Indian company to manufacture BTS & other infra products for

GSM/WiMAX and other new generation products.

Complete range of telecom products, value added services and customized.Integrated logistic support to a variety of users

Country marketing and customer care centers Strategic alliances with global telecom /IT majors Countrywide dedicated network system centers to provide comprehensive network

solutions.

ITI has a dedicated network system unit for carrying out installation and commissioning

of equipment as well as for undertaking Trunkey jobs and providing value added services.

The successful completion of the mammoth strategic communication network ASCON

for the Indian army underlines ITIs ability in standing up to the challenge of enhancing

the reach of communication and information seamlessly over diverse media.

In a fitting testimony the company continues to hold the numerous position as Indians

top telecom turnkey solution provider.

MANKAPUR SWITCHING : C-DOT

GSM INFRA (BTS)


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BANK MECHNISING PRODUCTS

MANPOWER

ITI mankapur has technically competent and highly skilled manpower which is a positive

factor for this company. The workers are totally attached to the company and here high

level of commitment for their work. ITI mankapur marketing department staff strength is

very less but existing employees are highly skilled and it can be watched through the

effort made by marketing department.

This unit is the most productive unit of ITI and the most profitable plant so it is the result

of its manpower and theres is a learning habit among the workers and they have setup

their mind for any change and always ready to accept new changes.

HRD department has always been conducted training program for employees as well as

for management.

AS a matter fact manpower is an important assets for any company and the performance

of company obviously depend upon its manpower.

MANPOWER ARE THE ASSETS OF ANY ORGANIZATION


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INVOLVEMENT OF ITI IN EXTERNAL TRADES

To accomplish higher growth, capacity utilization and to enhance the competitiveness of

electronic component industry a sharp focus open export activity has been envisaged by

ELCINA & ITI participated in many type of activity like trade fair, engineering fair

exhibition etc., ITI participated a number of prestigious exhibitions both in India and

abroad there are.

ITI ltd. mankapur equipment is not only reputed in domestic market but also has very

good international market. ITI export is E10B equipments, BTS etc. due to its high

quality acceleration of international standardization (ISO), ITI export is increasing day by

day.

Before discussing on the procedure of the export form ITI, let us take an overview

on external trade.


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EXTERNAL TRADE

INTRODUCTION:

As we know the buying and selling of goods with in a country is called internal trade. But

when buying and selling of goods and services take place between nationals of different

countries it is called external trade or foreign trade.

Every country, big or small, buys and sells different goods from and to other countries.

Goods worth crores of rupees are bought and sold every year. Foreign trade is an

important economic activity because both the countries participating in it benefit in the

process. For some countries, external trade is the most essential economic activity

because most of their industrial activity depend on it. For example economic development

of Hong Kong, Singapore, South Korea and Japan has been possible largely due to their

foreign trade. World trade is dominated by the developed countries of Asia, Africa and

Latin America have a small share.

Like other countries, India imports and exports a large number of goods. After

independence, foreign trade of India has considerably expanded. For economic

development, it was necessary to import machinery, raw material and fuel oil. As a result

import into India increased. However, it was also necessary to increase export to pay for

the imports. Suitable export promotion measures were adopted by the Government to

increase Indias exports.

External trade consist of export trade and import. Export involves sale of goods and

services to other countries. When goods are traded by way of purchases from other

countries. When goods are traded consists of imports exports the transactions are

regarded as visible trade. External trade in services is referred to as invisible trade.


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When goods are imported into a country with the purpose of re-exporting them to some

other country, it is known as entrepot trade.

But like every thing trade also have some of its advantages and disadvantages.

ADVANTAGES AND DISADVANTAGES IN EXTERNAL TRADE

ADVANTAGES:

1. AVALIABILITY OF A LARGE OF GOODS: External trade enables a countryto avail of the use of a variety of goods, which cannot be produced in the country

can get the benefit of using goods, which it is not able to produce due to certain

natural, physical or other limitations, by importing them from other countries.

2. EXPROT OF SURPLUS PRODUCTION: External trade facilitate export ofsurplus of a country import necessary items. This results in development of large

scale industries.

3. SPECIALIZATION BASED ON RESOURSES ENDOWMENT: The quantityand quality resources available in countries differ on account of climate and

geographical formation. External trade enable each country to specialized in the

production of those commodities for which it enjoys relative advantage.

Specialization leads to increase productivity and superior quality of goods.

4. HIGHER STANDARD OF LIVING:It improves the standard of living ofpeople in different countries. Exchange of goods and consumption there of leads

to higher standard of living of the people in the world.

5. PRICE EQUALIZATION:External trade leads to equalization of prices ofcommodities in the world markets after making allowance for transport and other


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cost. It bring stability and uniformity in the prices of commodities in all the

countries of the world.

6. SECURITY FROM NATURAL CALAMITIES:Natural calamities such asflood, famine, drought etc., adversely affect the productive capacity of a country.

External trade ensures adequate supply of those commodities, which are in short

supply within the country due to such natural calamities. For instance medicine

and food can be imported from countries during an emergency.

7. INTERNATIONAL RELATIONS: External trade develops business relationsamong countries of the world, which facilitate exchange of ideas countries.

Leather goods pf Africa, batik art of Indonesia and brassware of India are known

all over the world.

There is always a demand for these goods especially in developed countries. Thus,

external trade promotes cordial relation and understanding among nations of the

world.

8. DEVELOPMENT OF TRADE PROMOTING SERVICES: Foreign trade hasled to development of modern means of communication and efficiency in banking

and insurance services. These services have enabled countries to have trade even

in voluminous goods like food grains, wood, coal, and perishable goods, like

fruits, flower, vegetables, meat, etc.


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FUTURE PLAN

Our company is a technology driver customer oriented business enterprise. Which

is combing its core strength in manufacturing with that its process in turnkey

services to provide total solution through diversification of its portfolio. The

strategy adopted by the company to be competitive in the market & to retain share

include.

Laong term alliance with BSNL/MTNL. Expansion of product portfolio-new product. Entering into manufacturing of mobile communication equipment like

GSM&CDMA WLL INFRA & terminals.

Its solution like MPLS, internet infrastructure. Upgradation of technology to meet the market demand. Reduction of man power & skills building in new business areas by retaining &re-

devlopment.

Expansion of the business portfolio with defence/railways.


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ITI TODAY

ITI Limited is Indias pioneering venture in the field of telecommunication. Born

in 1948, this premier. PSU has contributed to 50% of the persent national

telecomm network. With state-of the-art manufacturing facitity spread across six

location and a countrywide network of marketing /services outlets, the company

ofeers a complete range of telecom products and total solutions covering the

whole spectrum of switching, transmission , access and subscribes premises

equipment. In tune with the technology trend, it has embarked on manufacture of

mobile infrastructure equipment based on GSM (Global System for Mobile)

technology. ITI has also acquired the technology for manufacture broadband infra

equipment, NGN (new Generation Network) equipment based on IP technology

and SDH (Synchronous Digital Hierarchy) products.ITI has a dedicated network

system unit for carrying installation and commissioning of equipment as well as

for undertaking turnkey jobs and providing value added services. The successful

completion of the mammoth strategic communication network ASCON for the

Indian army underlines ITIs ability in standing up to the challenge of enhancing

the reach of communication and information seamlessly aver diverse media. In a

fitting testimony, the company continues to hold the numero uno position as

Indias top telecomturnkey solution provider. ITI joined the league of world-class

vendors of GSM technology with the inauguration of mobile equipment

manufacturing facility at its Mankapur and Rae bareli plants, which opened a new

era of indigenous mobile equipment production in the country.

These two lines will augment the capacity to more than nine million lines for

catering to both domestic as well as export markets.


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By deploying its rich telecom expertise vast infrastructure, the company is

consolidating into ICT(Information and Communication Technology) space to

hone its competitive edge in the convergence market. Network Management

System, Encryption and Networking solutions for internet connectivity are some

of the major initiatives by the company.

MARKETING DEPARTMENT ACTIVITIES

Marketing department of ITI Limited has been including in the marketing equipment like

E10B, OCB/CSN and marketing of component hybrid , PCB, coil and transformers,

connector.

The marketing department looks after the activity related to the marketing of switching

Equipment and component for DOT and MINI and non DOT and MTNL etc. customer.

Every employee of marketing department is having a responsibility of ITIs switching

equipment and component by any customer than marketing department than after the

planning department order goes to production department order the planning department

than after the planning department receives the P.O. and send his purchase order the

planning the production. Final goods to store and than to shipping and finally goods and

delivered to customer location. Marketing department is also responsibility for the

distribution and promotion of communication equipment and if there is any slackness in

ITIs given product marketing department also provides after sales services. It was just a

by and large arrives about the activate of marketing department researcher will study in

deep further.


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DEPARTMENT PROCEDURE OF MARKETING

STEP1: ON_receipt of order from the R.O. the same shall the received for its adequacy

and to understand the customer requirement.

STEP2: It is torn and condition of the order are acceptable confirmation shall based to

R.O. and also to customer.

STEP3: A communication is also n sent to the production to execude the order.

STEP4: The program made and supply position shall be monitored through production

and planning any anticipated slippage in delivery and parabable delivery schedule shall be

communicated to the customer.

STEP5:Exploring of new market avenue is done by referring of business magazine.

Exhibition , seminar of directly initiating with probable customer.

AUTORITY AND RESPONSIBILTY

The head of marketing has the authority to receive the order and confirm its to

acceptation its satisfaction. He is responsible for marketing function with to non-dot

customer and explore new market avenue to manage and perform the function and

maintain the following organization chart. Responsibility and interfacing department

matrix.


Marketing department of ITI limited mankapur has always been involve in the function of

marketing Ex. Selling, distribution, promotion, the department of these function are


63/112



The major production of ITIs E10B which is an exchange and OCB 238 equipment and

component is hybrid , PCB , coil, and transformers and connector. In which most

department product is E10B equipment. ITI product many communication equipment and

also other by products which is being produced named OCB 283/CSN. In the context of

selling of these product marketing department is take care of selling pf communication

equipment E10B and also other component. As per as ITIs marketing department selling

function concerted ITI has same specific customer DOT and MTNL and also non DOT,

MTNL customer. Marketing department has the responsibility for marketing of these

product, here researcher will take only two major product of ITI which has the maximum

demand in domestic market so in this context researcher will take E10B OCB 283/CSN

equipment principal feature SWOT analysis about E10B equipment.


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DISTRIBUTION:

Distribution by channel of ITI lie is saving zero level distribution means there is no

mediator between ITI & customer. As per order comes equipment is delivered direct to

specific location superseded by customer.

DTS DELIVERED TO SITE/ DIRECT TO SITE :-

ITI is having the responsibility to deliver to order its location as per customer

requirement.

Marketing department of ITI is not only sell its product but also provide per sales and

after sells service.

ORDER COME THROUGH R.O.(REGIONAL OFFICE):-

When order come through the regional office then ITI suppliers its product direct to

customer assigned location and payment is being made to the ITI limited.

DISTRIBUTION CHANNEL FOR ITI EXPROT :-

In case of export , agent who is appointed by ITI takes order and sent to ITI marketing

department and than final goods export to direct customer location means ITI is having

the responsibility to deliver it product to aboard location.

PROMOTION ACTIVITY OF ITI MANKAPUR :-

ITI is fully to supply E10B equipment and spares. ITI can provide presales services first

we see presale service.

PRE-SALE SERVICE:-


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Site survey exchange dimensioning.

AFTER SALES SERVICE:-

Warranty and out of warranty repair annual maintenance contract, technical assistance 7

training.

EXPORT:-

ITI LTD mankapur equipment is not only reputed in domestic market but also has very

good international market. ITI export E10B equipment and due to its high quality and

acceleration of international standardization organization. ITI export is increasing day by

day.

EXPORT PROCEDURE

MARKETING DSEPARTMENT ENG. SER. PLANNING PRODUCTION P.O.

There are three categories of export as per export impact policy

1. Prohibition items.2. Restricted items.3. Freely export.

ITI exported following policy of free exported. All good may be exported without any

registration to the expect such export are regulated by ITC(HS). On account of free export

policy of ITI the purchase order (P.O.) comes through cop rate office and than marketing

department receive the P.O. and sends the purchase too engineering service for the related

for work order goes the planning department than the production shop for the final

assembly by the equipment and after production. Final equipment goes to the quality


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control department and Q.C. department proper quality assurance is being made. It is to

watched the are related for export for a custom clearance and specific document

negotiation documentare submitted in the bank and payment made through the system

of later the credit and after the goods and delivered to customer.


Marketing department of ITI ltd mankapur has always been involving in the function of

marketing that selling, distribution, promotion. The department of these function are



Marketing department is also working for new project named OCB283/CSN.

In the control of selling of these product marketing department is taken care of selling of

communication equipment and also other component.

As per as ITIs marketing departments selling function concerned. ITI has some specific

customer, that DOT & MTNL and also some non DOT, MTNL customer.

DISTRIBUTION

Distribution channel of ITI direct order in the context of marketing ITI lies is saving zero

level distribution channel. Zero level distribution means there is no mediator between ITI

& its customer. As per as order comes equipments is delivered direct to specific location

suggested by custome


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DTS (DELIVERY TO SITE ) DIRECT TO SITE:-

ITI is having the responsibility to deliver to order product at specific location as per

customers requirement.

Marketing department of ITI is not only sells its products but also it provide presales and

after sales services .

consumer order ITI goods


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ORDER COME THROUGH R.O. :-

When order comes through the regional office even then ITI supplies product direct to

customers assigned location and payment is being made to the ITI ltd.

PAYMENT

P.O

ITIDELIVERY

CUSTOMER


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DISTRIBUTION CHANNEL FOR EXPORT:-

In case of export agent who is appointed by ITI takes the order and sent to ITIs

marketing department and then final goods exported customers locations mean ITI is

having the responsibility to deliver it product to abroad customer location.

PAYMENT

P.O. P.O.

CUSTOMER AGENT P.O.

DELIVERY


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Promotion activity of ITI Mankapur

ITI is fully geared up to the supply equipment and spares. ITI can provide presales

services as well as after sales services first we see presales services.

Pre-sales services: site survey, exchange dimensioning.

After-sales services: warranty and out of warranty repair annual maintenance contact

technical & training.

Activity for Export Production: to accomplish higher growth and better capacity

utilization and to enhance the comptitivence of electronic component industry a sharp

focus on expert activity has been envisaged by ELCINA and also ITI participate in many

type of activity like trade fare engineering fair exhibition.

ITI participate in a number of prestigious exbitions both in India and ad road they are


71/112

EXPORT:-

ITI ltd mankapur equipment is not only reputed in domestic market is not only reputed in

but also has very good international market.

ITI export equipment and due to its high quality and acceleration of international

standardization organization. ITIs export fig. is increasing day by day.

EXPORT PROCEDURE

WORK ORDER RELEASE

Marketing department engineering & services planning production

P.O

Corporate office Quality Control

P.O.

Abroad Customer Quality Assurance

Delivery of goods Final Good

Negotiation Document Store Product

Bank custom clearance shipping payment

receiving


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Payment receiving

There are three categories of export import policy

1. Prohibition items2. Restricted items3. Freely export

ITI exported following policy of free exported. All goods may be exported without any

restriction to the extent such export are regulated by ITC(H.S.).

On account of free export policy of ITI purchase order (P.O.) comes through the

corporate office and then marketing department receive the P.O. and sends this purchase

to engineering services for the releasing of work order and after releasing of work order

goes to planning department and then production shop for sales.


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PERFORMANCE OF MARKETING DEPARTMENT OF ITI LTD.

MANKAPUR:-

Among the various unit of ITI, ITI ltd mankapur has unique place and ITI mankapur is

the most profitable plant of ITI ltd. it has been constantly giving profit since the inception

of the plant. It is the heart of ITI Ltd that pumps the blood in the entire ITI.

We will take the performance of marketing department .on the basis of total sales.

Total export distribution, promotion activity, manpower and also the production.

We will see the performance not only on the basis of profitability but also its total

addition toward the economy.

In private sector company, the yardstick for the performance not only on the basis of

profitability but in case of public sector unit yardstick not be profitability because these

unit are started in those sector in those sectors where profitability is low.

So researcher will asses the performance of marketing department not only the basis of

profitability, but also service toward the company.


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AFTER SALES SERVICES :-

ITI not only provide after sales services provide pre sale services.

In pre sale services it provide site surveys exchange dimensioning as well as a sale

services like warranty repair, annual maintenance cataract (AMC) technical & training.

Pulse of marketing can be judged from the interaction between manufacture & customer.

ITI has its own customer support services & CSS is a business strategy retain customer,

regain customer & increase business by exploring the possibility of providing new

service.

ITI is using CSS as a strategic tool for achieving customer satisfaction.


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ASSESMENT OF OVERALL PERFORMANCE OF MARKETING DEPTT.:-

TOTAL SALES:- Marketing deptt. Has been involving assembling component i.e. hybrid

PCB, coil, transformer & connectors. In electronic equipment services ITI has E10B

exchange with more sophisticated technology. On account of good reputation in market

ITI has very good marketing.

STRENGTH OF ITITHE TELECOM PIONEER:-

Indias first telecom equipment manufacturer. Total telecom solution provider Recognized as top turnkey services company for 4 successive years. Multi- locational state-of-the-art electronic assembly & component manufacturing

facility accredited with ISO 900:2000

Multi-locational ISO 14000:2004 Environmental Management System certifiedplants.

First Indian company to manufacturing BTS & other infra products forGSM/WiMAX and other new generation products.

Complete range of telecom products, value added services and customizedintegrated logistic support to a variety of users.

Countrywide marketing and customer care centers Strategic alliances with global telecom /IT majors Country wide dedicated network system centers to provide comprehensive

network solutions


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ITI has dedicated network system unit for carrying installation and commissioning

of equipment as well as for undertaking turnkey jobs and providing value added

services. The successful completion of the mammoth strategic communication

network ASCON for the Indian army underlines ITIs ability instanding up to the

challenge of enhancing the reach of communication and information seamlessly

over diverse media.

In a fitting testimony the company continues to hold the numerous as position as

Indians top telecom turnkey solution provider.

MANKAPUR SWITCHING :C-DOT

GSM INFRA (BTS)

BANK MACHANISING PRODUCTS

MANKAPUR SWITCHING :C-DOT

GSM INFRA(BTS)

BANK MECHANISING PRODUCTS


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SALES ANALYS :

0 10000 20000 30000 40000 50000 60000

2002-03

2003-04

2004-05

2005-06

2006-07

50000

40000

30000

20000

10000


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PROFITABILTY:-

YEAR PBT(in cr.) TOTAL INCOME(In cr.) RATIO(PBT to total income)(%)

1996-97 55.78 277.79 20.08

1997-98 84.94 278.58 30.49

1998.99 83.94 324.35 25.61

1999-00 55.10 319.90 27.22

2000-01 8.24 381.86 2.20

2001-02 11.98 479.99 2.50

2002-02 91.49 484.71 -18.88

2003-04 117.94 163.89 -71.96

2004-05 -127.37 371.34 -34.30

2005-06 -87.22 487.37 -17.89

2006-07 -143.12 565.85 -25.29


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PRODUCTIVITY OF CAPITAL:-

YEAR TOTAL CAPITAL

EMPLOYED (in

cr.)

PBT WITH CASH

AND NON CASH

COST (in cr.)

RETURN ON

CAPITAL w.r.t

PBT WITH ALL

CASH AND NON-

CASH COST

1996-97 360.60 125.37 34.77

1997-98 304.67 134.53 44.16

1998-99 318.18 119.74 37.63

1999-00 335.43 93.67 27.93

2000-01 350.31 46.88 13.93

2001-02 397.53 52.51 13.21

2002-03 414.30 -52.77 -12.74

2003-04 296.00 -82.82 -27.98

2004-05 287.32 -86.83 -30.22

2005-06 314.74 -19.80 -6.29

2006-07 292.14 -83.61 -28.62

2007-08 508.00 -161.41 -31.77

Comment: company has shown negative RY in the current year 2007-08.


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VALUE IN PERCENTAGE:

DIRECT MATERIAL 119.27% EMPLOYEE COST 29.13% PROFIT -87.22% FINACIAL EXPENSES 20.61% PEPRECIATION 3.46% OTHERS 14.75%

Sales

DITRECT MATERIAL

EMPLOYEE COST

PROFIT

FINANCING EXPENCES

DEPRECIATION

OTHER


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SWOT ANALYSIS

STRENGTH

Organization name. Dedicated and devoted employees. Collaboration with French company. Niche player in the field of electronic exchange and banking automation in India.

WEAKNESS

ITI has limited customers. No advertisement. No promotional activities in any level. Delay in purchase and distribution of goods. Government rule and regulations. Less incentive is given to the employees.


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OPPORTUNITY It can be grab the whole world market of telecom.

It can enter in other areas of telecom.

Make collaboration with international companies.

THREAT

Several companies have entered into the INVERTOR sector with heavy salespromotional scheme.


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RESEARCH OBJECTIVES

To generate demand for telecom product through innovation. To maintain an overall growth rate of 30% per year. For each existing Business it should match at least the industry growth rate. To telecom a strong service provider with major business thrust in Telecom network and operation and value added services. To strength technology scanning capacities to benchmark the organizational

product/services against global standards to identity the potential partners.

To achieve global quality standards to identify the potential partners. To introduce effective production planning and control systems for achieving

delivery schedules, streaming production over the whole year and better inventory

controls.


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RESEARCH METHODOLOGY

DEFINITION OF RESEARCH

1. A systematic search for knowledge.

2. Movement from known to unknown.

3. Research in common refers to search for knowledge. One can also define researchas a Scientific and systematic research for pertinent information on specific topics.

It is way to systematically solve the research problem. In it we study various steps that are

generally adopted by a researcher in studying his research problem along with the logic

behind them. It is important for the researcher not only to understand the research

methods and techniques but also the methodology.

Research is a planned and systematic investigation and analysis of factual data to check,

verify or disapprove guesses, clue, assumption. It supplement the existing body of

knowledge and widens the frontiers of understanding.

Edwin. B. Flippo defines research as Systematic and purposive investigation of fact

with the object of determining causes and effect relation among such fact.


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SIGINIFICANCE OF THE STUDY

This research was done to analysis the marketing division of the company of ITI ltd. It is

a descriptive type of research study.

Sampling design

A sample design is a definite plan for obtaining a sample from a given population.It refers to the technique or the procedure the researcher would adopt in selecting

items for the samples. Samples design is determining before the data are collected.

Sample unit: A design has to be taken concerning a sampling unit beforeselecting sample. Sampling unit may be geographical one such a state, village,

etc., or a construction unit such as house, flat, etc., or it may be social unit such as

family, club, school, etc., or it may be an individual. The researcher will have to

decide one or more of such units that he has to select for his study.

Size of sample: this refer to the number of items to be selected from the universeto constitute a major problem before a researcher; the size of sample should

neither be excessively large, nor too small.It should be optimum. An optimum

sample is one which fulfills the requirement of efficiency, representativeness,

reliability and flexibility, while deciding the size of sample; researcher must


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determine the desired precision as also an acceptable confidence level for the

estimate. As such, budgetary constraint must invariably be taken into

consideration when decide sample of 100-150 customer.

Area selected

The survey was conducted in MANKAPUR GONDA.

DATA COLLECTION:

The method that be used for collecting data was primary data for collecting primary data

we used questionnaire. Through questionnaire found the information and proper feedback

about product. But for some information related with the exact data and problem I had

taken help with magazine internet and other sources.

There are two methods of data collection.Primary Data:-

Primary data can be collected either through experiment or through survey. If the

researcher conducts an experiment, he observes some quantitative measurements, or the

data, with the help of examines the truth contained in his hypothesis. But in the case of

survey, data, can be collected by any one or more of the following ways.

1. By observation2. Through personal interview3. Through telephone interview


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4. By questionnaires:5. Through schedules:6. Other method

a.

Warranty card

b. Mechanical devicesc. Projective techniquesd. Depth interview

Secondary sources:Secondary data means data that are already available i.e., they refer to the data which

have already been collected and analyzed by someone else. When the researcher utilizes

secondary data, then he has to look into various sources from where he can obtain them.

Secondary data may either be published data or unpublished data. Usually published data

are available in

(a)Various publication of central, states are local governments.(b)Technical and trade journals(c)Books, magazines, and newspaper.(d)Reports and publications of the various association connected with business and

industry, bank stock exchange

(e)Public record, and statistic, historical documents and other sources of publishedinformation like website of industry or company.


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Data is collected from both the primary and secondary sources

Research Method

The basic type of research are as following:

1. Descriptive vs. analytical: Descriptive research survey and factfindingenquiries of different kinds. The major purpose of descriptive research is

descriptive of the state of affairs as it exists at present.

In Analytical research on the other hand, the researcher has to use facts or information

already available, and analyze these to make a critical evaluation of the material.

2. Applied vs. fundamental: Applied research aims to finding a solution animmediate problem facing a society or an industrial/business organization,

whereas

Fundamental research is mainly concerned with generalization and with the formulation

of a theory.

3. Quantitative vs. qualitative: Quantitative research is based on the measurementof quantitative or amount. It can be term of quantity.

Quantitative research on the other hand, is concerned with quantitative phenomenon,

involving quality or kind for instance investigating for human behavior.

4. Conceptual vs. Empirical: Conceptual research is that related to some abstractidea or theory. It is generally used by philosopher and thinker to develop new

concepts or to reinterpret existing one.


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Empirical research re relies on experience or observation alone, often without due regard

for system and theory. We can it experimental type of research.

I have chosen survey method because of the following advantages:

ADVANTAGES OF SURVEY METHOD:-

1. Survey is conducted in case of descriptive research studies.2. Survey- type research studies usually have larger samples because the percentage

of responses generally happens to be low, as low as 20% to 30% especially in

mailed questionnaire studies. Thus, the survey method gather data from a

relatively large number of cases at a particular time it is essentially cross-

sectional.

3. Survey are concerned with describing, recording , analyzing and interpretingconditions that either exists or exited. The researches does not manipulate the

variable or arrange for events to happen survey are only concerned with condition

or relationship that exists, opinion that are held, process that are going on, effects

that are evident or trends that are developing. They are primarily as they relate to

current conditions. Thus in survey, variables that exist or have already occurred

are selected and observed.

4. Survey is usually appropriate in case of social and behavioral sciences.5. Survey us an example of field research.6. Survey may either be census or sample survey. They may also be classified as

social survey, economic survey or public surveys.

7. The method of data collection happens to be either observation, or interview orquestionnaire or some projective technique.


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TYPE OF QUESTIONNAIRE :-

Questionnaire can either be structured or unstructured form.

Structured questionnaire :-In which there are definite, concrete and pre-determined

question. The questions are presented with exactly that same wording and the same order

to all respondents.

SAMPLING

The sampling technique used, was random sampling technique as were universe is quite

large relatively small group was selected which able to represent the whole universe.

SAMPLE SIZE

Sample size limited to 30 respondents


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FACTS AND FINDINGS:-

After undergoing summer training in ITI ltd , I got a lot of knowledge and practical

experience and also I came across some problems and their cause which are as follows:

PROBLEMS:-

Company takes a lots of time for dispatching the goods. Limited exports. Company doesnt posses a proper budgeting and monitoring system. Trading has increased whereas manufacturing has decreased which resulted in

decrease in contribution. Which to fixed assets, the company has to incur losses.

CAUSES:-

Lack of proper management of inventory i.e. inventory lag period is high. Lack of proper distribution network. Low efficient work force. Lack of proper sales promotional schemes and advertisement. Obsolete technology. Fierce competition with global market. Intervention of government policies and norms. Company does not possess proper strategies, proper budgeting & monitoring

system.


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DATA ANALYSIS

1.Are you using any inverter in your home ?

Above graph show that 85% of the people in mankapur are using inverter in theirhome and only 15% people are not using any inverter.

15%

85%

USING THE INVERTER

NO

YE


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Finding -2

Which company INVERTOR YOU ARE USING ?

Above graph show that 60% user are using ITI ltd inverter, 10% customer are

using SUKAM COMPANY, 25% customer uses LUMINOUS and 5% POWER

LINE.

Sales

ITI

SUKAM

LUMINOUS

POWER LINE


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Finding -3

Do you know difference between normal and branded inverter?


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Above graph show only 63% people know difference between the normal andbranded inverter.

COLUMN 1

NORMAL INVETOR

BRANDED INVERTOR


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FINDING -4

ARE YOU AWARE ABOUT THE NAME OF ITI LTD. INVERTER.

Above graph that near about 95% respondent are aware about the name ofITI ltd. mankapur.

Sales

AWARE

NOT AWARE


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FINDING -5

Are you aware about technology used in ITI ltd. mankapur ?

Sales

yes

no


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Above graph show that in mankapur 65% respondents are know about the

technology used by ITI ltd. & 35% do not know that.

FINDING-6

DO YOU THINK ITI LTD. INVERTER IS THE PERFECT?


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ABOVE GRAPH SHOW THAT 92% USER ARE SATISFIED WITH THE ITILTD INVERTER SO THEY THINK THE ITI LTD. IS PERFECT OPTION AS

INVERTER WHILE 8% THINK THAT THIS IS NOT.

Sales

SATISFIED

UNSATISFIED


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FINDING-7

ARE YOU SATISFIED WITH THE AFTER SALES SERVICES IF THE ITI LTD.

INVERTER?

ABOVE GRAPH SHOW THAT 85% RESPONDENT ARE HAPPY & FULLYSATISFIE

completed project

Documents

project work

similar project

guidance of shri s

marketing iti

data analysis

deepest thanks

international business

transmission system