field marsh sl

8/13/2019 Field Marsh Sl

1/92

1

An Industrial Visit Report

P.M.DIESEL.PVT.LTD

(Field Marshal.)

Prepared By

Rajesh H Mer

Class

T.Y.B.B.A

Academic Year

2011-2012

Guided By

Prof. B.L. Sardhara

College

Smt M.T.Dhamsania College Of Commerce

Submitted To

Saurashtra University, Rajkot


2/92

2

DECLARATION

I, The Undersigned Mer Rajesh H Student Of T.Y.B.B.A. Of Smt

M.T.Dhamsania College Of CommerceHere By Declare That The

Project Work Presented In This Report Is My Own Work And Has

Been Accomplished Under The Kind Supervision Of Prof.B.L.Sardhara Of Smt M.T.Dhamsania College Of Commerce.

This Work Has Not Been Presented Previously To Any Other

University For Any Examination.

DATE:-

PLACE:- RAJKOT

SIGNATURE

(MER RAJESH H)

T.Y.B.B.A.


3/92

3

ACKNOWLEDGEMENT

I Feel Great Pleasure In Preparing The Industrial Visit Report For The

Academic Purpose And For The Submission To The Saurashtra

University

The Professor Constantly Inspire Me I An Really Thankful To

B.L.SardharaWho Guided Me In Preparing The Project Report I Am

Also Thankful To My Friend And Class Mates Who Helped Me In

The Project Report .

I Am Also Very Much Thankful To Mr Shreyash Dave The

(H.R.Manager)& Mahesh K. Vadagma (Marketing Manager)Of

The Company And All Other Staff Members Who Helped Me During

My Training

Last But Not The Least I Am Heartily Thankful To My Family AndFriends Who Have Encourage Me In Joining The B.B.A. Course And

Provide Me With Every Help And Motivate Me Constantly And I

Would Like To Sincerely Acknowledge And Express My Gratitude To

All Those Who Have Directly Or Indirectly Assisted Me In

Completing This Report.

Yours Faithfully

Mer Rajesh

H

T.Y.B.B.A


4/92

4

PREFACE

The Report Is Prepared A Part Of Subject And Practical Training As

For Syllabus I Have Prepared Field Marshal. A Large Scale Unit

Manufacturing Diesel Engines.. I Have Visited The Organization For

15 Days During My Visit I Have Surveyed Number Of Department

Associated With Unit Like Production Department, Personnel

Department, Marketing Department, Finance Department. I Have

Tried My Best To Collect Data Through Setting In Formal Audition. I

Have Contacted Top Management Officers Supervisors And Workers

To Get Maximum Data.

The Main Object Of Practical Studies At This Level Is To Develop

Among The Student Feel About Industrial Environment And Business

Practices In Order To The Theoretical Study Of Management. In

General It Increases Students Ability To Perform Specific Job In

Industrial Environment In A Systematic Modern Way.


5/92

5

GENERAL INDEX

NO. PARTICULAR PAGE

NO.

1 GENERAL INFORMATION

1 History & Development

2 Size And Form Of Organization

3 Address Of Factory & Office

4 Board Of Directors

5 Location

6 Manufacturing Process7 Salient Features

8 Achivement

2 PRODUCTION DEPARTMENT

1 Introduction

2 Production Process

3 Production Process Chart

4 Products Of Company

5 Raw Material

3 PERSONNEL DEPARTMENT

1 Introduction

2 Selection

3 Training

4 Personal Records5 Time Keeping System

6 Wages & Salary

7 Employee Benefit


6/92

6

4 MARKETINGDEPARTMENT

1.BASIC INFORMATION

1.1 Marketing department information

1.2 Marketing objectives

1.3 Target customer

1.4 coverage of Market

1.5 MAJOR COMPETITORS IN THE SAME INDUSTRY

&PROFILE

2.PRODUCT:1ST POFMARKETINGMIX

2.1 VARIETY

2.2 QUALITY

2.3. BRAND NAME AND BRANDING STRATEGY

2.4 PACKAGING AND LABEL

2.5 SERVICES COMPANY OFFER

2.6 NEW PRODUCT DEVELOPMENT METHOD

2.7 NEW PRODUCT DEVELEPED AND LAUNCHED IN

THE RECENT PAST

3.PRICE:2ND POFMARKETINGMIX

3.1 INTRODUCTION

3.2 PRICING STRATEGY

3.3 METHOD OF PRICE FIXING

3.4 ALLOWANCE AND DISCOUNT OFFER BY THE

COMPANY

4.PLACE:3RD

POFMARKETINGMIX

4.1 DISTRIBUTION CHANNEL FOLLOWED NOOF

DISTRIBUTERS/RETAILERS ETC

4.2 COVERAGE (NATIONAL &INTERNATIONAL


7/92

7

MARKET)

4.3 LOGISTICS MANAGEMENT

5PROMOTIONAL&COMMUNICATION:4TH

POFMARKETINGMIX

5.1ADVERTISING

5.1.1 ADVERTISING MEDIA

5.1.2 ADVERTISING BUDGET

5.1.3 PUBLICITY

5.2PERSONALSELLING

5.2.1 PROCESS

5.2.2 SALE FORCE MANAGEMENT

5.2.3 SALES PROMOTION

5.2.4 PUBLIC RELATION

6.MARKETINGSTRATEGIES

6.1 DIFFENTIATION STRATEGY

6.2 TARGETING AND POSITION STRATEGY

6.3 BASIS OF SEGMEANTATION

6.4 EVENTS AND SPONSORSHIPS

7.MARKETINGRESEARCH

7.1 MARKETING RESEARCH AND OBJECTIVE

7.2 DETAILS OF RESEARCH CONDUCTED IN THE

PAST

7.3 ECOMMERCE UTILISATION

7.4 CONSUMER ATTITUDE TOWARDS COMPANY

PRODUCT


8/92

8

5 FINANCEDEPARTMENT

(I ) introduction

(Ii) capital structure

(Iii) other capital structure

6 SWOT ANALYSIS

7 FUTURE PLANS

8 SUGGESTIONS

9 CONCLUSION

10 BIBLIOGRAPHY


9/92

9


10/92

10

1. History & Development

P.M.diesels Pvt. Ltd whoestablished in 1963. The company

has started under the name of M/s Patel manufacturers with the initial

capacity of 80 engines per annum.

In the year 1981 the partnership firm m/s patel manufacturers

was dissolved and the operations were undertaken by M/s P.M.Diesels

limited.

At this time P.M.diesels is a small scale unit and covered 40%

of Indian production and 60% of Rajkot production of diesels engine.

P.M.diesels limited is manufactured and marketed their product under

the name of FIELDMARSHAL. The company produce 300per day

which is highest production of diesel engine in the country in diesel

engine in the industry. P.M.Diesel limited produce slow speed diesel

engine from 5 H.P.to 20 H.P. for the industrial and agricultural

application.


11/92

11

2. Size & Form Of Organization

The Industrial Unit Is Mainly Divided Into Three Sizes Large,

Medium & Small Scale Which We Can Be Known From The

Investment, Numbers Of Workers And Electric Power Utilized By

The Company

Considering All The Above Factors Field Marshal. Is

Categorized Large Scale Industry.

There Are Different Form Of Organization For Different

Business & Industry That Is Public Limited Company, Private Limited

Company, Partnership Firm, Sole Proprietorship, Etc.

So Far As This Company Is Concerned It Is Private Limited

Company.


12/92

12

3. Address Of Factory And Office

The Information About Address Of Factory And Regd. Office Of

Company Is As Under.

Regd. Office & Factory: -

Field Marshal.

Aji Industrial Estate

Post Box No-1003

Rajkot-360003

4. Board Of Directors

Board Of Directors: -Mr .P.N. Patel (Chairman)

Mr. C .P. .Patel (Managing Director)

Mr. Dipak Patel(Director)

Mr. Nitin Patel (Director)


13/92

13

5. Location: -

Proper Selection Of Location For Any Industry Unit Ensures The

Chances Of The Success. They Are Various Features, Which

Determine The Location Of The Unit One Should Examine All

Influencing Factor Before Finalizing The Lection.

The Field Marshal Is Established At Rajkot Considering Mainly

Following Factors.

I) Easy Availability Of Raw Material

Ii) Easy Availability Of Labour

Iii) Regular Power Supply

Iv) Availability Of Transportation Facility


14/92


15/92

15

7 Salient Features

Field Marshal. Has Great Salient Features Which Are As Under:-

Light Weight & Easy To Install

Improved Hydraulic Design Ensures Better Efficiency And Reduced

Power Consumption

Designed To Start At Low Voltage And Withstand Wide Voltage

Fluctuations

Modular Construction And All Parts Are Easily Interchangeable

Dynamic Balancing Of Impellers Ensures Vibration Free Performance

Noise Free Operation

Low Cost

Good Suction Life Characteristics

Less Operational & Maintains Cost


16/92


17/92

17


18/92

18

1. Introduction

Production Department Is The Main Department Of Any Company.

No Manufacturing Company Can Do Any Business Without It.

Production Department Plays A Key Role In Growth Of The

Company. The Quality Of The Product Depends On Production

Department. So It Is Necessary That Production Department Play Its

Role Efficiently And Effectively

In Field Marshal. The Production Department Is Playing Its Role As

It Should. It Comes Under The Head Of The Company And They

Have Many Types Of Training Session For The Workers. To Get The

Best Quality Product They Are Provided With Modern Machinery

And Equipments To Increases Their Efficiency. They Have Given

Their Staff The Training To Work With The Machinery And They

Have Pleased The Working. They Motivate The Workers To Get

Maximum Output From Them. They Firmly Believe That Quality IsThe Advertisement Of The Company.


19/92

19

2. Production Process

1) Raw Material For Casting Brought To The Factory

Worker Makes Casting As Per Required Size

2) Production Process In Field Marshal. Is Mostly Done By Machineries.

The Production System Is As Under

3) It Is Inspected And Then Clamed If Necessary

4) It Send To Outside For Some Tool Work

5) Then Necessary Tool Work Is Done By Trained Workers

6) Finished Is Done By Various Machineries

7) Final Touch Is Given To The Product

8) The Finalized Product Is Labeled

9) Inspected Items Are Packed As Per Customers Requirement

10) The Item Are Dispatched By Truck According To The Order


20/92

20

3. Production Process Chart

Raw Material For Casting/Other Raw Material

Make Casting As Per Required

Going Out Side For Cleaning

Assembling

Testing

Rejected Find Tool Work/ Finishing Rejected

Through Inspection -5 Primary Inspection 5%-Through Inspection

Passed Attachment

Labeling, Packing

Dispatch


21/92

21

4. Products

The Main Product Of The Company Is An Diesel Engines.

There Are Various Types Of Electric Pump Which Are Manufactured

By The Company Are As Under:-

Fm-11di

Fm 16di

Fm 1v

Fms-6

Fms-12

Fm-20d


22/92

22

5 RAW METERIAL

The Production Process Is Generally Based On Various Raw

Materials. Raw Materials Are Very Important For The Product. For

The Production Department Only Find Out The Sources Of Raw

Materials And After Getting Raw Materials, Production Process Will

Start

This Company Produce Diesel engines Therefore They Have Need

Many Raw Materials. Which Are Generally Available In The

Market. Main Raw Material For The Diesel Engines Is Taper Roller

Bearing, Castings Crankshaft, Fly Wheel, Piston Rings , Valve

Rocker Shaft Etc.


23/92

23


24/92

24

1. Introduction

In Modern Industrial System It Is Not Easy To Produce Quality

Products. There Are Many Factors, Which Affect The Production.

They Are Land, Worker, Capital, Organization, Machinery, Etc.

Workers Are An Important Element Of Cost And The Cost Of

Production Can Be Reduced By The Utilizations Of Human Resources

Efficiently Which Are Engaged In The Process Of Production.

Therefore It Is Necessary To Seek The Co-Operation Of Human Force

To Get Maximum Benefits Out Of The Efforts. Thus The Major Part

Of Success Of Failures Of Any Organization Depends Upon

Management Of Human Being. Without It No Company Can Exist.

This Important Personnel Management Is Increasing Day By Day And

Used In Industrial And Non-Industrial Organization In India.

The Co-Operation Between Worker And Office Staff Is AlsoImportant. If There Is A Lake Of Co-Ordination Between Them Then

It May Lead To Internal Confects, Which Can Be Dangerous To The

Company.


25/92

25

2. Selection

The Need Of The Persons Is Identified By Respective Functional

Head. Considering The Function Needed To Be Carried Out It Is The

Responsibility Of Management To Find Out Adequate Persons For

The Required Position.

To Select Best Person Field Marshal Follows A Certain Procedure It Is

As Under.

- Company Gets Application Form The Expected Employees In

Responses Of The Advertisement

- After Separating Suitable Applications They Are Called For Test

- After Written Test They Call Selected Candidates For Oral Test

(Interview)

- After Oral Test They Called Some Person For One Month As Training

(They Are Paid Salary For It)

- Then On The Basic Training Report Managerial Choose Candidates

In This Most Suitable Candidates Are Selected. This Process Is Done

For Skilled Or Semiskilled Employees Only. For Selection Of

Unskilled Workers, The Company Directly Calls Them For Practical

Interview. If They Do Well They Are Selected And Given Training

For Their Work


26/92

26

3. Training

The Training Is The Function By Which Person Can Understand His

Job And He Will Be Able To Do His Job On Right Way. In Field

Marshal. They Train Their Persons About.

- The Details About field marshal Diesel Engines

- Process & Organization Structure Of fieldmarshal Diesel Engines

- Each Departments Function And Their Responsibilities

- The Working Conditions

- Their Job Responsibilities

- Their Authorities

- Companys Quality Management System Objectives Quality Policy

Thus The Employees Are Trained The Companys Every Aspect And

Its Role In Companys Development


27/92

27

4. Personal Record

In Personal Record Compete And Up To Date Information Is

Maintained About Employees So That This Record May Be Utilized

At The Time Of Making Transfer, Promotion, Giving Merit, Pay Or

Sanctioning Information Related To Personnel Qualification, Special

Interest Result Of Test And Interviews, Punishment, Etc.

Field Marshal Is Maintaining Many Registers To Maintain The

Personal Record. The Following Register Is Maintained:-

- Daily Present Record:- In This Register Present And Absent Of Each

Employees Are Written.

- Salary And Wages Register:- In This Register Salary Of Each

Employee Is Written And Employees Who Get How Much Salary At

End Of The Year Is Written.

- Leave Encasement Record:- In This Register Even On Public

Holiday Workers Performance His Work Is Maintained.- Registers Of Employees Also Maintain Record For The Personnel

Details Of The Employees Like His Name, Age, Sex, Address, Etc

And Also Present Position Of Employees.


28/92

28

5. Time Keeping System

Time Keeping System Means How Many Hours Of Work And

How Many Shifts Are There In A Particular Company. This Keeping

System Is Important To Control Production Of The Company. The

Main Purpose Of Time Keeping System Is To Establish Control And

Facilitates Employees Discipline. Now A Days Every Company Has

Its Own Time Keeping System As Per The Requirement And

Convenient. One More Benefit Of This System Is To Maintain The

Load Of Work Among The Workers. Time Keeping System Is

Based On The Production Process, Production Time, Workers

Required For The Production And Urgency Of The Product.

They Manufacture As And After The Consumers Order

Moreover The Highly Atomized Process For The Production

Decreases The Head Of Workers And Fastens The Production Speed.

So fieldmarshal Diesel Engines Have Only One Shift Of Worker.

The Timings For The Shift Are As Under

- First Session-8.00 A.M. To 12:00 P.M.

- Lunch Break12:00 P.M. To 2:00 P.M.

- Second Session2:00p.M. To 6:00 P.M.

As We See The Shift Is Of 8 Hours These Timings Are Same For The

Workers And Staff.


29/92

29

6. Wages And Salary

Wages Are The Payment Made To The Employees As

Compensation For The Services Rendered By Them To The

Organization. Payment To The Labour Engaged Directly In

Production Are Called Wages. On The Other Hand Remuneration Are

Paid For The Quantum Of Services Rendered By Persons Whose

Output Is Difficult To Be Measured, Such As Remunerations Paid To

Clerk Or Managerial Or Supervisory Staff. It Is Paid On Monthly

Basis.

The Company Pays Wages According To The Minimum Wages

Act 1948. Wages Are Paid In The Basis Of Different Scale. There Are

Three Basic Of Different Scale I.E. Unskilled, Semiskilled And

Skilled. In Each Group There Is Higher And Lower Group.

Generally Wages Are Paid In Cash To The Semiskilled AndSkilled Personnel. The Distribution Of Wages Is The Responsibility

Of Personnel Department And The Distribution Of Salary Is The

Responsibility Of Finance Department.


30/92

30

7. Employees Benefit

Field Marshal Provides Welfare To Their Employees Or Workers Is

As Follow

- Medical

- Festival Gift

- Bonus

- Loan

- Provident Fund

- Insurance

- Over Time


31/92

31


32/92

32

1BASIC

INFORMATION


33/92

33

1.1 Marketing Department Information1.2

Marketing of the product is an essential factor in modern time.Without marketing the product cannot get enough output sales. To have

wide marketing organization is much important with a view to make

more and more sales and by that to earn more profit.

Marketing organization is too vital organization can not merely

satisfied with selling only but, look after their effective factor or

production as cost. Transportation etc. It is necessary to decide quite

properly regarding all this factor can be done but effective marketing

organization.

1.2 Marketing Objective

The Objectives Of Manufacturing Are

Satisfy The Customer

Retaining Present Customer And Attracting Present New One

Earning Profit


34/92


35/92

35

1.5 Major Competitors In The Same Industry & Profile

The Market For Diesel Engine Is Extremely Competitive. The

Number Of Participants In The Diesel Engine Market Has Increased

Their Production Capacity Looking At The Increasing Demand In The

Oe Segment. Improved Performance Of Agricultural Sector Has Played

A Key Role In Triggering The Competition For Market Shares In The

Diesel Engine Markets.

Competitors Means, There Are Two Or More Thentwo Producers

Who Produce Same Kind Of Product. In Todays Words Of Competition ,

Every Unit Has To Face Its Competitors.

The Main Competitors Of P.M Diesel Ltd Is Kirlosker , Bharat ,

Toplend , Stayajit , Marcury , Et


36/92

36

2

Product: 1st P

Of MarketingMix


37/92

37

2.1 Variety

Field Marshal Manufactures Many Types Of Diesel Engine Used In

Several Agricultural Segments And Are Constantly Adding More ItemsTo Increase Product Line.

Following Types Of Diesel Engine Are Being Offered.

> Fms 6

> Fms8

> Fms10

> Pmv

> Fm-2

> Fm-3

> Fm-4

> Fm 20 D

> Fm-4 Di

> Engine With Radiator Assly.

> Dds 12

> Dd 16 D

> DD20 D


38/92

38

Products Of Company


39/92

39

2.2 Quality

Fieldmarshal Focus On Ensuring Best-In-Class Quality Through

Commitment And Investment In Continuous R&D

Facilities For Measuring, Monitoring And Improving Process

Performance

Well Entrenched Hr Program To Provide Adequate Training

1 Producing latest technology

2 Light weight

3 Fuel efficient

4 High speed

5 Aircooled diesel engine range

Field marshal Diesel Engine Are Designed, Developed And

Engineered Using Professional Cad And Modeling Tools By Skilled

Engineers And Are Backed By Highly Experienced Technocrat

Founders. Products Are Made From High Quality Raw Material From

Industry Approved Vendors With Optimum Dimensional Stability. The

Geometry And Profile Are In Accordance With The International

Standard For The Highest Quality.


40/92

40

2.3 Brand Names And Branding Strategy

A Brand Is Name, Term, Symbol Or Design To Identify The

Goods And To Differentiate Them From Those Of The Competitors. A

Brand Identifies The Product For A Buyer And Gives Seller A Chance

To Earn Goodwill And Repeated Patronage. The Main Purpose Of Brand

Is To Identify Distinctly The Product Of The Company From Similar

Products Of The Competitors. It Enables The Consumers To DistinguishBetween Products Of Similar Type And To Make Their Choice Of

Goods From Among The Various Brands.

P.M.Diesel Ltd Has Chosen The Brand Name Fielad Marshal

Which Is Recognized In The Governments Office. The Symbol Of

Companys Trademarks Brand Is Given Below.


41/92

41

2.4 Packaging And Label

Packaging May Be Defined As The General Group Of Activities In

Product Planning Which Involve Designing And Producing The

Container Or Wrapper For The Product. Thus Packaging May Be

Defined As The General Group Of Activities In The Planning Of A

Product. These Activities Concentrate On Formulating A Design Of The

Package And Producing An Appropriate And Attractive Wrapper Or

Container For A Product. The Wrapper Or Container Itself Acts As A

Forceful Though Silent And Colorful Salesman At The Point OfPurchase Or An Effective Medium Of Advertising Encouraging Impulse

Buying.

Label Is A Part Of Product. It Gives Verbal Information About The

Product And The Seller. According To Mason Ad Rath The Label In An

Informative Tag, Wrapper Or Seal Attached To A Product Of Its

Package. There Is A Very Close Relationship Between Labeling And

Packaging As Well As Between Labeling And Branding. The P.M.Diesel

Ltd Is Also Very Conscious About Packing And Labeling Functions.

There Is A Separate Division For Packing And Labeling Because There

Is A Large Variety Of Diesel Engine Produced By The Company And

For Them Different Types Of Packing Material Are Used.


42/92

42

2.5 Services Company Offer

At P.M Diesel Ltd, Customers Are Valued By Every Employee And

That Has Resulted In 100% Customer Satisfaction And Retention Over

The Past 35 Years. They Involve Customers At The Design Stage And

Help Develop The Diesel Engine That Will Stand The Rigorous

Environment Resulting In No Down-Time.

They Are Committed To Create Customer Confidence Through

Fast Development And Turn Around Times - To Deliver

Customized Products

Flexible Manufacturing System - Which Enables Us To

Manufacture Any Product With Shorter Lead Times

Cutting Edge Engineering And Manufacturing - That Maximize

Quality/Life And Optimize Costs

Continuous Association With Consultants In R&D As Well As

The Customer - To Deliver The Product That Fits Their

Requirements

They Strongly Believe That We Are Here In Business To Serve Our

Customers Well And Ensuring That Our Customers Are Delighted To

Work With Us At Every Stage. Experienced And Competent Employees

Attend To Clients From All Over The World - From The First Inquiry To

The Delivery Of The Bearings.


43/92

43

2.6 New Product Development Method

New Product Development Means Development Of Original

Products, Product Improvement, Product Modifications And New Brands

Through The Firms Own R&D Efforts.

The Process Of New Product Development Includes Following

Stages.

1) Idea Generation2) Idea Screening

3) Product Concept

a. Product Concept

b. Concept Testing

4)Marketing Strategy Development

5)Business Analysis

6) Product Development

7)Test Marketing

8)Commercialization

The Survival And Continued Growth Of The Enterprise Demand

Systematic Planning For The Development And Testing Of New Product

Ideas.


44/92


45/92

45

2.7 New Products Developed And

Launched In The Recent Past

P.M.Diesel. Pvt. ltd Is Backed By A Strong R&D, Quality

Assurance, Testing And Gauging Team And Customers Have Seen The

Value Of This Investment In Every Single diesel engine They

Manufacture. Fieldmarshal Has Developed And Supplied Following

Diesel Engine In Last Decade

o Fm-11di

o Fm 16di

o Fm 1v

o Fms-6

o Fms-12

o Fm-20d

o Mini Trailers


46/92

46

3

Price: 2nd P Of

Marketing Mix


47/92

47

3.1 Introduction

Price is the only element of marketing mix that produce revenue.

All the other elements that is product, place and production producer etc.

pricing composition is the first problem facing the marketing executive.

All profit organizations and many non profit organization set

their prices and product and services. Though most of history price were

set by buyers and sellers negotiating with each other sellers would also for

higher prices then expect to receive and the buyers would offer less than

their expect to pay. Through bargaining they would arrive at an acceptable

price. Setting one price for all buyers is relatively a modern idea.

In spite of the high degree of importance given to the price mix and the

fact that the price mix is only revenue earning element, most companies do

not handle pricing well price is set independent of rest of the marketing mix

rather than as an interstice element of market positioning strategic and price

is not valid enough for different products, items and market segments.

Companies handle pricing in a variety of ways. In small companies prices

are often set by the top management rather than by the marketing or sales

department


48/92

48

3.2 Pricing Policy

Pricing is an important element in the marketing mix. Arrivalat the

right selling price is essential in a sound marketing mix. right price can bedetermined through pricing research and by adopting the test markettechniques.a price policy is the standing answer of the firm to recurring

problem of pricing . it provides guidelines to the marketing manager toevolve appropriate pricing decisions. if competition is mainly on a price

basis ,then each company generally prices its products at the same level asits competitors.

the pricing policy of p.m.diesel ltd.is as under

1. marketing regmendation

2. estimate of total demand3. analysing competitorss price& offers

4. designing the marketing mix5. determine pricinf strategy

6. estimate of total cost

3.3 Method Of Price Fixing

A Company Formulates Definite Price Policy In Accordance With Its

Objectives. The Market Trend Also Taken Into Account While Setting

The Price. There Are Five Following Methods:

Full Cost Price:

In This Method The Price Is So Determined That A Fixed

Margin Over Cost Of Production Is Earned.


49/92

49

1)Mark Up Pricing:

Under This Method A Definite Amount Of Profit Is Added To

The Cost Of Production. It Is Also Known As Cost Plus Methods.

2)Target Pricing:

Under This Method Firm Determine Such Price Which Would

Give Targeted Rate Of Return On Its Total Cost Or An Investment.

3) Perceived Value Pricing:

In Considers From The View Point Of Buyer Intentions That

The Think Particular Value Of Product.

4) Sealed Bid Pricing:

Producer Of Suppliers Of Machinery And Equipment Submit

Their Tenders For Receiving Order From The Government And

Private Firm Is Known As Sealed Bid Pricing. The Price List Totally

Based Upon Expectation.


50/92

50

3.4 Allowance And Discount Offer By The Company

This Strategy Is Most Popular In Modern Marketing Because If Any

Company Wants To Increase Its Sales And Cover Market Share It HasGiven Incentives To The Customer.

As Far As P.M.Diesel. Co. Ltd., Is Concerned It Also Adopts

Different Discount And Allowance Schemes Specially Its Gives Discount

And Gift To Increase Its Sales And Also Sample Distribution Because Its

Product Is Always Qualitative One.

They Try To Develop The Effective Relation With Dealers Thats

Why There Is To Intention To Give More Benefit To Dealer Least 3%

Discount.


51/92

51

4

Place: 3rd P Of

Marketing Mix


52/92

52

4.1 Distribution Channel FollowedNoof

Distributers/Retailers Etc.

The Distribution Channel Decision Is Also Important Of The

Company Because It Is The Chain Between Producers & Customers.

Distribution Means To Distribute Or To Sell The Products To The

Companys Customers. The Channel Of Distribution Has Revealed The

Way By Good As Smoothly As Possible By Which Goods Are Flowing

From Manufacturers To Buyers.

There Are Two Types Of Distribution Channel Thy Re Under:

1)Manufacturers, Personal Branches, Customers

2)Manufacturers, Agents, Whole-Sellers, Retailers, Customers.

The Fieldmarshal Has Selected Both Types Of Distribution Channel

Because This Company Has Both Types Of Customers. They Are Using

Direct Channel Method For Their Agriculrural Customer Also Making

Their Marketing With The Help Of Direct Channel Method.

This Company Is Using Road, Railways, Shipping And Airway To

Deliver Their Products In International Countries Like U.S.A., U.K. And

Italy.


53/92

53

4.2 Coverage (National And International Market)

Because Of Globalization, The International Marketing Has Now

Become Important For Any Business. International Marketing Makes

The Product Of The Company World Class And This Affects The Good

Will Of The Company Positively. It Is Also Important From The View

Point Of Government Because International Marketing Attracts The

Foreign Customer And Earns Valuable Foreign Exchange.

Fieldmarshal Has Given Importance To International Marketing By

Which They Have Created And Are Maintaining The Customers

Worldwide. They Have Established Branches For Marketing In Saudi

Arabia, S.A. . The Countries In Which They Are Having Export

Customers Are:

Saudy Arabia

S.A.

Egypt.

By International Marketing, The Company Faces International

Competition And So The Product Is More Qualitative As Compared To

Other Domestic Producers. The Company Exports 60% Of Its Total

Production, Which Earns Valuable Foreign Exchange.


54/92

54

4.3 Logistics ManagementLogistics Management Is The Science Of Planning, Organization And

Execution That Make Sure The Required Delivery On Time At The

Right Location.

There Are Some Important Aspects Of Logistics Management That

Cannot Be Denied At All. These Include:

Integration Of Information

Transportation

Inventory

Warehousing

Material Handling

Packaging

Loading

Route

Shipment

Security

Time &

Location

Logistics Management Is Such A Unique And Breathtaking Concept

That No One Can Deny About It By Any Means. It Will Provide You

Guidelines To Improve The Performance Of Your Delivery Process In A

Well Organized Manner. All You Need To Do Is Grab Those Benefits Of

Logistics Management In Order To Achieve Your Organization Goals

Successful


55/92

55

5

Promotion &

Communication:4th p Of

MarketingMix


56/92

56

5.1ADVERTISING

Advertising Is Play Very Important Role In Any Unit Of Business.

Advertising Is Paid Form Of Communication As Well As Mass

Communication. It Includes The Readers, Buyers, Viewers And Listners

To Buy A Product Or To Act Favourably Upon A Product

Advertising Is Any Paid Form Of Non-Personal Presentation And

Promotion Of Ideas, Goods Or Services By An Identified Sponsor.

Advertising Is A Creative Process Which Involves Among Other Things,

Planning, Preparing And Placing Advertisements In The Media, Deciding

Advertising Budget, The Type Of Advertising Most Effective To The

Product And The Media And The Type Of Appeal To Be Made The

Targeted Customers.


57/92

57

5.1.1. Advertising Media:

The Following Are Various Categories Of Media Available To A Media

Buyer Or Advertiser.

1) Print Media:

a)Newspaper

b)Magazine

c) Direct Advertising

2)Broadcast Media:

a) Radio

b)Television

c)Narrowcast Media

3)Outdoor Media

4)Transit Advertising Media

5)Other Media

a) Specialty Media

b)Direct Marketing

c) Internet

The Advertising Media Used By Fieldmarshal Is Print

Media,Gujarati&English Pamplets Etc.


58/92


59/92

59

5.1.3.Publicity:

According In Fieldmarshal Always Accept Any Sponsorship OfCultural Programs Imagination Of Sports Like Cricket Tournament Etc. To

Get Publicity. According To Them Good & Favorable Publicity Can

Provide You Lots Of Benefits.


60/92

60

5.2 PERSONAL SELLING

5.2.1. Process

Ridsac Formula Used By Personal Salesmanship.

R= Reaction

I= Inquiry

D= Display

S= Selection

A= Addition

C= Commendation


61/92

61

5.2.2 Sale Force Management

o Managing The Sales Force Itself Involves A Number Of Key Areas

Including, Performance Measurement, Selection And Training Of

Salespeople, And Motivational Methods.

o Sales-Force Management Involves Three Different Tasks.

1 Firstly, Methods For Selling And Managing A Sales Territory.

There Are No Prescriptive Methods For Doing This And, If

Anything, An Adaptive Approach To Selling Is Probably Best.

2 Secondly, Supervision By Management Which Should Include

Valid Performance Measurement And Suitable Motivational

Methods.

3 The Third Task In Concerned With The Setting Up Of A Sales

Force In Terms Of Its Organization. Key Changes In The Future

Are Likely To Be Concerned With Technological AdvancementsAnd Information Handling.


62/92

62

5.2.3 Sales Promotion

Sales Promotion As A Tool Of Marketing Promotion Gives Rise To

Increase In Product Usage As Well As Expansion Of Product Or

Introduction Of A New Product. There Are Two Ways By Which The

Sales Volume Can Be Increased:

a)Having An Efficient Sales Organization

b)To Take All The External Steps For Sales Promotion.

The Term Sales Promotion Is Generally Used With Reference To The

Steps Taken Externally Apart From General Advertising For Raising The

Existing Level Of Sales To Higher Levels. Sales Promotion Activities Are

Done By The Companies Engaged In Selling Industrial Product For Both:


63/92

63

1) For Distributors And

2) For Customers.

There Are Many Methods Of Sales Promotion Like:

1)Coupons

2) Samples

3) Premium

4) Price-Off Promotion

5)Money Refund Offer

6)Gifts Etc.


64/92


65/92


66/92

66

6.1 Differentiation Strategy

Your Differentiation Strategy Is An Integrated Set Of Action Designed

To Produce Or Deliver Goods Or Services That Customers Perceive As

Being Different In Ways That Are Important To Them. It Calls For You To

Sell Non-Standardized Products To Customers With Unique Needs.

Using This Strategy, A Manufacturer Will Introduce Different VarietiesOf The Same Basic Product Under The Same Name Into A Particular

Product Category And Thus Cover The Range Of Products Available In

That Category.

For Example, A Soda Company That Offers A Regular Soda, A Diet

Soda, A Decaffeinated Soda, And A Diet-Decaffeinated Soda All Under

The Same Brand Name Is Using A Differentiation Strategy.


67/92

67

6.2 Targeting And Position Strategy

Brand Positioning Is At The Heart Of Marketing Strategy. A Position Is

A Place That A Product, Brand Or Company Occupies In The ConsumersMind Relative To Competing Offerings.

Products Positioning Strategy Has Three Major Components.

1. The Target Market

2. The Benefit To Be Communicated

3. Point Of Differentiation And Competitors

Having Defined The Target Markets, The Marketer Has To Decide

Specifically On The Positioning Or Benefit Strategy For The Product. The

Most Common Basis For Constructing A Product Positioning Or Benefit

Strategy Is:

1. Positioning On Specific Product Features

2. Positioning On Specific Benefits, Needs, Or Solutions

3. Claiming To Be The Best In Class On Given Benefit

4.

Claiming Pioneer Status Or First To Offer A Benefit5. Positioning On Specific Usage Type

6. Positioning On Specific Usage Occasions

7. Positioning Against Another Competitor By Claiming Superior

Performance


68/92

68

8. Positioning Through Product Class DissociationThe

Uncola Strategy

9. Positioning By Cultural Symbols

10.Positioning By Price Or Lowest Cost

The Positioning Process Begins With Understanding The Consumers

Mind Space. Positioning Is Important To Customers As It Simplifies Their

Decision Making And To Companies As Brands With A Clear Distinct

Position Is Rewarded With Market Share, Mind Share And Heart Share.


69/92

69

6.3 Basis Of Segmentation

Market Segmentation Is The Process Of Dividing The Market Into

Different Segments According To The Tastes And Preference Of TheConsumers. There Mainly 4 Important Bases Of Market Segmentation

They Are

Psychographic Segmentation

Behavioral Segmentation

Geographic Segmentation

Demographic Segmentation

Geographical Segmentation

1.Local Area Of Saurashtra

To Sell Out Their Product In Local Area This Segmentation Is

Prepared. The Demand Of Diesel Engine Is Higher In Saurashtra Region. A

Company Has Appointed Dealers, Sub Dealers And Retail Dealers. They

Sell These Products In The Markets.

2.National Market


70/92

70

The Company Also Sell Its Product In Various States In India

Through Distributors. This Company Gives Incentives To His Distributors

3.International Market

This Company Also Export Its Product In Saudi Arabia ,South

Africa, Kenya, Egypt Etc


71/92

71

6.4 Events And Sponsorships

Sponsorship Provides A Great Means Of Broadening Your Competitive

Edge By Improving Your Company's Image, Prestige And Credibility BySupporting Events That Your Target Market Finds Attractive.

Part Of This Growth Can Be Attributed To The Increasing Numbers Of

Small And Medium-Sized Businesses Involved. Previously, Only Large

Businesses Could Afford To Sponsor Cause Marketing, For Instance, As A

Way Of Boosting Profits As Well As Establishing Goodwill. However,

Now Smaller Companies Are Sponsoring Everything From Local

Volleyball And Softball Teams To Fairs, Festivals And Clean-Ups Of

Parks As An Effective Method Of Boosting Their Visibility In Their

Community. Most Of These Sponsorships Help These Companies To

Enhance Their Public Profile Relatively Cheaply.

Experts Go On To Say That When Sponsorships Are Strategic And

Well-Conceived, They Can Boost Both Short-Term And Long-Term Sales

Sponsorship Of Events In Particular Can Be Especially Effective As A

Marketing Tool Because It Can Be A Means Of Accessing A Wide Range

Of Audiences Such As Decision Makers In Business, Government Entities,

And Of Course Customers. It Can Be Particularly Beneficial For

Companies That Take Part In International Trade, Because SponsorshipTranscends Cultural And Language Barriers.


72/92

72

A Growing Number Of Marketers Think That Corporate Sponsorship Is

Better Than Other Methods As It Provides Opportunities To Gauge

Customer Response To Products Immediately. Events Allow Business

Owners Or Executives Relate Directly With Their Customers, While They

Give Customers The Opportunity To Try Out The Products Of A Company

Firsthand. In Comparison, Marketing Research Methods Such As Focus

Groups Are Usually Costly And May Not Focus On The Right Kind Of

People, While Market Surveys Or Questionnaires Usually Do Not Allow

Prospective Customers The Opportunity To Try Out Products.


73/92

73

7

Marketing

Research


74/92

74

7.1 Marketing Research And Objective

Market Research:

The Beginning And The End Of Marketing Management Are

Marketing Research. It Is Important Process Of Marketing Planning It

Concentrates On Study Of Product Planning And Development Planning

Policy Advertisement Consumer Behavior Etc.

In P.M.Diesel engine Co Ltd. They Made Marketing Research In The

Case Of Price ,quality, Brand, Channel Of Distribution Etc.

In Past The Company Producing Only 80 Engines Per Annumty And

Now It Produces 175000 Different Types Of Diesel Engine Per Annum

This Is The Effective Marketing Research. The Company Use Survey

And Observation Techniques For Marketing Research.


75/92

75

Market Research Objective

The Type Of Information Sought From Market Research Will

Determine How Much Time And Effort A Business Should Invest In It.

The Objectives Of Market Research May Include:

Market Attractiveness Evaluation:

oMarket Sizing - Estimating The Size Of A Total Market, HowMuch Is Accessible By The Business, And/Or What Market

Share Ambitions Would Be Realistic.

o Competitive Presence And Customer Preference.

o Customer Spending Patterns, Budget Cycles, And Intent.

o Channel Trends, Preferences, And Allegiances.

Customer Insight: Specific Customer Needs, Aspirations, Buying

Behaviors, Usage Patterns, Decision Models, Preferences,

Favorability, Intentions, Etc.

Competitive Forces: Current And Potential Basis Of Competition In

A Market

Communications Planning: What Information Sources Do

Prospective Customers Pay Attention To, How To Reach Them,

Opportunities / Vehicles For Influencing Target Customers And

Which Are Most Effective.


76/92

76

Customer Satisfaction: Measurement Of Quality Of Customer

Experience, Perceptions, Reaction, Loyalty, Intent, Etc.

Pricing: Testing Of Price / Feature / Quality / Packaging /

Positioning Combinations, Price Points, Promotions, Loyalty

Schemes, Terms And Conditions, Etc.

7.2 Details Of Research Conducted In The Past

1 Research Study Is A Study Of Some Specific Problem Of Any

Individual Or Group During His/Her Research Period. Research

Problem In General Refers To Some Difficulty Which Researcher

Experience In The Context Of Either Theoretical Or Practical Situation.

The Researcher May Want To Obtain The Solution For The Same.

2 P.M.Diesel Is Backed By A Strong R&D, Quality Assurance, Testing

And Gauging Team And Customers Have Seen The Value Of This

Investment In Every Single Diesel Engine they Manufacture. Company

Recently Developed Traile


77/92

77

7.3 Ecommerce Utilization

Internet Has Become An Important Medium For Doing Global

Business Based On The State Of The Art Technology. Electronic

Commerce Has Two Major Aspects: Economical And Technological. E-

Commerce Is An Emerging Concept That Describes The Process Of

Buying And Selling Or Exchanging Of Products, Services, And

Information Via Computer Networks Including The Internet.

Company Has Launched Website To Provide Details About Product,

Services And Many Important Information To Get More

Business/Customers


78/92

78

7.4 Consumer Attitude Towards Co. Product

The Aim Of Marketing Is To Meet The Needs Of Target MarketsProfitably.

Consumer Behavior Studies How Consumers Search For, Purchase,

Use, Evaluate And Dispose Off Products And Services That They Expect

Will Satisfy Their Needs.

Consumer Behavior Focuses On How Individuals Make Decision To

Spend Available Resources (Time, Money And Effort) On Consumption

Related Products And Services.

Attitudes Are As Important As Beliefs. An Attitude Is A Learned

Predisposition To Behave In A Favorable Or Unfavorable Way With

Respect To A Given Object.

People Have Attitudes Towards Almost Everything, Be It Clothes,

Region, Music, Social Issues And Food. Attitudes Lead People To

Behave In Consistent Ways Towards Objects. Since Attitudes Are Learnt,

They Can Be Changed Or Molded. Marketers Must First Understand

Consumer Attitudes And Either Fit Products Into Existing Attitudes Or

Alter Attitudes.


79/92

79


80/92

80

1. Introduction

Finance Is The Important Part Of Any Business. Finance Is Lifeblood

Of Every Business. Business Is Not Possible Without Finance.

Finance Is The Blood Of Business So It Is Necessary To Manage It.

To Establish A Business, To Buy Raw Material And Machines, To

Make Production, To Pay Wages And Salary, To Market The Product

All These Activities Requires Finance. Financial Management Is The

Managerial Activity Of Planning And Controlling The Financial

Resources Which Are Required To Be Established For Successful

Operation Of An Enterprise.

As Said Earlier That Field Marshal. Is A Reputed Company, So

Whenever The Capital Is Required They Borrow The Capital From

The Financial Institutions.


81/92

81

2. Capital Structure

We Have Collected Some Valuable Information From Annual Report

Given To Us Such Information Are Regarding Capital Structure Of

Company Is Under:-

In Case Of Diesel Engines They Have Accounts In Banks Namely.

The Rajkot District Co-Operative Bank

Central Bank

But Their Main Bank Is Central Bank Of India That Means Firm Does

Banking Work Mostly Through Central Bank Of India.


82/92

82

3. Other Capital Structure

Field Marshal. Does His Activity Is Very Fruitful Way. Though Profit

Is The Main Aim Of Company But The Company Not Just Gives

Importance To Profit But Also To The Quality. Their Profit Is Normal

Not Higher Because They Believe In Quality.

Loan:-

There Are Two Types Of Loan (1) Secured Loan (2) Unsecured Loan.

Unsecured Loans Are Provided By Many And Secured Loans Are

Provided By Government.


83/92

83


84/92

84

SWOT Analysis

SWOT STANDS FOR

S=StrengthsW = Weaknesses

O= OpportunitiesT= Threats

Swot Analysis Is Analyzing The Strengths, Weaknesses,

Opportunities And Threats Of A Particular Company. Here The SwotAnalysis Is Done For Field Marshal.

Strengths:-

Field Marshal. Just Does Not Sell Its Product In Rajkot Or Gujarat

But It Has A Wide Market In India.

It Provides Better Quality At Reasonable Prices.

It Has Coverage Wide Market In Diesel Engines Is By Field Marshal.

Weaknesses:-

One Of The Weaknesses Of Field Marshal. Is That It Can Not Fulfill

High Order On Time.

Its Products Are Limited Only To The National Market And DontReach The International Market.

Opportunities:-

The Biggest Opportunities For Field Marshal. Is In Capturing Other

States Market.

By Increasing Its Distribution Channel It Can Increase Its Market ForDiesel Engines.

Threats:-

The Biggest Threats For Field Marshal.Is From The Producer WhoMake Duplicate Products.


85/92

85


86/92

86

FUTURE PLANS

The Future Plans For Those Who Think They Can Field Marshal. Is

No Exception To This Rule. Its Future Plan As Under.

The Biggest Aim Of Field Marshal.Is To Increase Its Market

Coverage.

Secondly, In Future Field Marshal. Wants To Sale Its Product InOther States.


87/92

87


88/92

88

Suggestion

Field Marshal. Has Helped A Lot Me To Make My Report By Giving

Useful Data. I H ave Got Lot Of Knowledge By My Industrial Visit At

The Firm.

The Company Should Take Advantage Of All These Favorable Factor

In Developing And Expanding The Activities, There By Increasing

The Production And Ultimately Increasing Its Turn Over And Profit.

Company Should Also Start Exporting. All The Above Mentioned

Good Factor Would Definitely Help To Achieve The Desired Goal.

I Hope That The Company Will Follow My Suggestion On Above

Because The Main Motto Of This Organization Is Provide Better

Quality And Not To Earn Profit.


89/92

89


90/92

90

Conclusion

The Purpose Of The Study Was To Draw Some Light On Philosophy,

Culture And Sentiments Of Organization.

After Visiting Field Marshal. I Fell Very Glade That I Had Been A

Part Of It For Sometimes. This Visit Gave Me Much Practical

Knowledge And A Very Good Experience.

The Unit Is Also Acquired With The Latest Technologies And

Modern Machines. The Staff And Worker Are Also Organized And

Co-Operative.

Looking Forward, The Units Properly And Orderly Management I

Would Like To Give My Best Wishes For Every Step They Take For

Expansion And For Attaining A Bright Future.


91/92

91


92/92

Bibliography

Marketing Management

S. A. Sherlekar

field marsh sl

Documents