Sales and Marketing

Introduction:
Marketing is the process of communicate with customer about the value of a product or services. marketing involve art of selling, advertising the product As well as salling and advertisement is small function of Marketing. advertisement is nothing but promoting a product or services and strategy to attract customer towards product. marketing plays important role to managing customer relationships with organization.

The Company has its Head Office in Mumbai with Sales Offices in New Delhi, Bangalore, Chennai, Hyderabad, Cochin, Kolkata and an extensive distribution network extending to all corners of the country. sales and marketing plays an important role starting from finding the orders,enquiry,tendering,execution and document. where the marketing includes regional marketing and central marketing. Regional marketing : Regional marketing gets the orders from customers from all regions. 1. NORTH 2. EAST Regional manager +3 Sales manager Regional manager +3 Sales manager Regional manager +3 Sales manager Regional manager +3 Sales manager Regional manager +1 Sales manager

3. SOUTH 4. WEST -

5. EXPORT -

Central marketing communicates with all departments such as design ,production, quality and takes care of tendering /enquiry, execution, documentation which are related to industry.

Sales and Marketing

Marketing

Tendering:
Receipt and Study of Enquiries, Tenders and Letter of Intent of Customers. Quoting Offer and Price against respective Tender/Enquiry to Customer. Receiving Purchase Order. Providing Clarification and Technical support i.e. Guaranteed Technical Particulars (GTP). Organizing Contract Review Meeting (CRM) and preparation of Contract Review (CR). Providing details of Costing, Bill of Materials (BOM), Data Sheet. Preparing Order Booking Plan. Preparing Enquiry Ledger. Constant Discussion with Execution Team for any clarification required at any stage Constant Discussion with Regional Sales team for any clarification required at any stage

Execution:
Take Input from Tendering Team and ask for clarifications, if any Prepare Order Acknowledgement Receive Drawings from design team and send them to region Keep Follow-Up regarding Payment terms, Drawings approval. Prepare Order Acceptance Attending Daily Review Meeting (DRM) Prepare Rolling Sales Plan Prepare Order Execution Plan Prepare Reference List
2

Sales and Marketing

Keep Follow-Up regarding Bank Guarantee Documents (BG), LC and LD Call Customer for Inspection Prepare Proforma Invoice, clarification for Way-Bill and set clearance for dispatch Allocation of Product Code Number (PCN)

Sales and Marketing

ENQUIRY PROCESS Customer enquiry at Regional office

Seek missing details from customer if required

YES

Standard enquiry

Provide offer to customer from regional office

Enquiry forward to works for recommendation

Seek any missing details from regional office if required

Details available at marketing Dept.

YE

Send officer to regional office/ customer under copy to regional office

Forward enquiry to PMG (through e-mail or hard copy)

Receive recommendation (BOM/Data sheet/ cost/ drawing ) from PMG

Send officer to regional office through e-mail

4

Sales and Marketing

Standards Employed: Indian/IEC Standard

1. IS 2026(Part I to V)

Title
Specification for Power Transformer Dry Type Transformers Outdoor Three Phase Distribution Guide for loading of oil-immersed

2. IS 11171 3. IS 1180(Part 1&2) Transformer 4. IS 6600 transformers\ 5. IS 335 6. IS 6209 7. IS 3939 Transformers 8. IS 1866 & supervisor 9. BS 2562 10.IEC 60076 11.IEC 60076-11 12.IEC 60529 Enclosures 13.IEC 551 14.IEC 694 15.IEC 60420 16.IEC 60060

New Insulating Oil Methods of Partial discharge measurement Fittings and accessories for Power

Code of practice for Electrical maintenance

Cable Boxes for Transformers & Reactors Transformer Dry Type Transformers Classification of degrees of protection for

Determination of Sound levels Common clause for high voltage switchgear and low voltage switchgear Combined switch/dis-connectors High Voltage Test procedures

Sales and Marketing

17.ANSIC 57.96 IEEE guide for loading dry type distribution and power transformers Manual on transformers Indian Electricity Act and Indian Electricity Rules

18.CBIP 19.1962

Guaranteed Technical Particulars:

SR. NO
1 2 3 4 5 6 7

DESCRIPTION
Name Of Manufacturer Service Reference Standard Rated Output Type Of Cooling Type Of Construction Rated Voltage A. H.V. Winding B. L.V. Winding

UOM

PARTICULARS
RAYCHEM RPG LTD

KVA ON AN

VOLT VOLT

8 9 10 11 12 13

Frequency No Of Phases Vector Group Winding Insulation Class Temp. Rise Over Reference Amb. Temp. Of 50 0C A. In Oil By Thermometer B. In Winding By Resistance C C

14

Tappings On Hv A. Type B. Tap Range

15

Insulation Level A. H.V. B. L.V. KV/KVP KV/KVP KW KW % % %

16 17 18

No Load Loss @ Rated Volts & Frequency ( MAX) Load Loss @ Rated Current & Frequency At 750C ( MAX) Impedance At Principal Tap A. Reactance B. Resistance At 75C

19

Efficiency At 75 C & Unity Power Factor A. At 125% load B. At Full Load C. At 3/4 Full Load D. At 1/2 Full Load E. At 25% Load % % %

20

LOAD AT WHICH MAXIMUM EFFICIENCY OCCURS

Sales and Marketing

21 22 MAXIMUM EFFICIENCY Regulation At Full Load & 75C A. At Unity Power Factor B. At 0.8 Power Factor Lagging 23 Terminal Arrangements A. HV Side B. LV Side % % %

Work Done:
Study of Tender/LOI/Enquiries Study of Purchase Order Study of IS 2026 Prepared Offer Quotation Prepared Contract review Studied Costing, BOM Prepared Order Booking plan Prepared Enquiry Ledger Worked on SPANCO Prepared Standard Cost Sheet Prepared Reference List Prepared Order Acknowledgement Prepared Order Acceptance Studied Rolling Sales Plan Prepared Order Execution Plan Attended Customer during Inspection Prepared Proforma Invoice Prepared Project Monitor
7

Sales and Marketing

Prepared Circuit Breaker Price List

Major Customers
Oil Immersed Dry Type

Grasim Industries TISCO Cairn India CG Lucy Jharkhand SEB Birla Group (Cement & cellular) Sriram Vinyl BEST Neyvelli Lignite (NLC) Jindal Group Noida Power Company Ordinance Factory Sterling & Wilson LNJ Bhilwara Group Idea Cellular

Lanco Infratech Omaxe Siemens RCF / NPC TISCO Tantia Construction Volkswagen UPCL IFFCO L &T ECC Mumbai Metro Tangline developers
CESC

IOCL Reliance Industries

Sales and Marketing

KESCO/UPPCL

ICC Panchshil

Conclusion:
Marketing Department at Chakan covers the main aspects of Transformer Business at Raychem RPG Transformers Division. Orders from all over the country and abroad are initially send to the Regional Sales Team. The Regional Sales team forwards the enquiries to Marketing Department at Chakan.From receiving of enquiries to the dispatch of products, Marketing Department at Chakan handles all the matters. During our Training we studied all the processes and worked on some of the documentation processes. This report covers the processes of Marketing Department of Chakan, work done by us during our training period and sample of some of the documents that we have worked upon.