Hindustan Petroleum Corporation Limited

PROJECT REPORT ON HINDUSTAN PETROLEUM CORPORATION LIMITED

Su!mitted in Partial "ul"illm ent o" t#e re$uirem ents "or t#e a% ard o" De&ree 'a(#elor o" 'usiness Administration 'at(#) *++,-*+.*

S u ! mi t t e d ! / ) Deepa 'ansal

Under 0uidan(e o") M r s 1 S # 2 e t a ( # a% l a

' # a r a t i 3 i d / a p e e t # U ni 2 e r s i t / 4 S ( # o o l o" D i s t a n ( e E d u ( a t i on 4 A ( a d e mi ( S t u d/ C e n t e r) ' 3 I M R 4 N e% D e l # i An ISO 9001:2008 Certified Institute NAAC Accredited Grade A University
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Hindustan Petroleum Corporation Limited

STUDENT UNDERTAKING

I Deepa Bansal have completed the industrial exposure in !industan "etroleum corporation limited# under the $uidance o% &rs' Shveta (ha)la in the partial %ul%illment o% the re*uirement %or the a)ard o% Bachlelor o% +usiness administrationBA o% B,U- SDEAcademic stud. centre B,I&R- Ne) Delhi' This is an ori$inal piece o% )or/ 0 I have neither copied and nor su+mitted it earlier else)here'

DEE"A BANSA1

Hindustan Petroleum Corporation Limited

DE(1ARATI3N
This is to certi%. that I have competed a pro4ect $uidance o% !"(1# under the

S!,ETA (!A51A# in the partial %ul%illment o% the

re*uirement %or the a)ard o% Bachelors o% Business Administration %rom Bharti ,id.apeeth Universit.- Delhi' This is an ori$inal piece o% )or/ 0 I have not su+mitted it earlier else)here'

DEE"A BANSA1'

Hindustan Petroleum Corporation Limited

"RE7A(E
This document is an attempt o% an outsider to +uild perspective to the insiders' Its seen so ver. o%ten that an outsider sees and appreciate thin$s )hich the insider cannot' 1i/e the (hinese traveler I have made an attempt to capture the current picture o% !industan "etroleum (orporation 1imited'

This Document explain the industrial activities o% !INDUSTAN "ETR31EU& (3R"3RATI3N 1I&ITED8 li/e it8s strate$.- team )or/in$- $ro)th speed and )or/in$ environment'

Hindustan Petroleum Corporation Limited

A(KN351EDGE&ENT

T h i s p r o 4 e c t h a s + e e n p r e p a r e d a % t e r a l o t o % a n a l .s i s r e $ a r d i n $ t h e p r o c e s s o % i n d u s t r i a l r e l a t i o n s 0 m a r / e t i n $ i n t h e i n d u s t r .' I t ) a s made possi+le and )as completed success%ull. due to a %e) people )ho have +een instrument %or its success' To )hom I )ant to express m. deep sense o% $ratitude' I ta/e this opportunit. to conve. m. deep re$ards and $ratitude to Dr' S'S ,erna/ar- Director- B,I&R- Ne) Delhi- &r' Ga$an GroverAcademic (o:ordinator- B,I&R- Ne) Delhi- 0 &s' Shveta (ha)la7acult.- B,I&R- Ne) Delhi %or his encoura$ement to underta/e this "ro4ect' I than/ m. 7amil. and 7riends %or their constant encoura$ement )ithout )hich I )ould not have +een success%ul' 1ast +ut not the least- I than/ all those people )ho have directl. or indirectl. contri+uted to the completion o% this pro4ect on !industan "etroleum (orporation 1imited'

Hindustan Petroleum Corporation Limited

DEE"A BANSA1

TAB1E 37 (3NTENTS
S'N3' 1 T3"I( " A GE N 3 '

INTR3DU(TI3N 37 (3&"AN<
Introduction o% !"(1 &ilestones o% !"(1

I N D U S T R I A 1 A N A1 < S I S

(ompan. pro%ile- 3r$ani=ational Structure Board o% directors- "roducts o% !"(1 Reco$nition and a)ards- !istor. o% !"(1 S 5 3 T a n a l .s i s - & a 4 o r ( o m p e t i t o r s
Research &ethodolo$.

&ARKETING STRATEGIES
7ive %orce model 7our p8s o% mar/etin$ mix

(3R"3RATE S3(IA1 RES"3NSIBI1IT<

Environment "olicies (orporate social responsi+ilit.

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Hindustan Petroleum Corporation Limited

KE < 1 E A R N I N G A N D R E ( 3 & & E N D A T I 3 N

1earnin$ Recommendation

> ' ( 3 N ( 1 U S I 3 N S A N D SU G G E S T I 3 N 3UR 3BSER,ATI3N-(3N(1USI3N BIB1I3GRA"!< O

E?E(UTI,E SU&&AR<@
This pro4ect is an attempt to $ive /no)led$e a+out !industan "etroleum (orporation 1imited' It aims to ma/e its reader )ell versed )ith each and ever. aspect o% !"(1'

Industrial relations is the stud. o% the processes o% control over )or/ relationsA and amon$ these processes- those involvin$ collective )or/er or$ani=ation and action are o% particular concern' Industrial relations pla. a crucial role in esta+lishin$ and maintainin$ industrial democrac.' In India- IR has passed throu$h several sta$es' In pre independence da.s- the emplo.ers had a commandin$ position and exploitation o% )or/ers )as predominant' Then in post independent era- inter%erence o% the $overnment as a third part. made the industrial relations to certain de$ree in %avor o% )or/ers' 1a+our la)sclosed econom. and other le$islatures stren$thened the condition o% the 1a+our- +ut did not enhance productivit. ma/in$ the industrial revolution a mere dream in India' And B

Hindustan Petroleum Corporation Limited

no) post li+erali=ation )e see a chan$e in the IR situation in India- the mana$ement across the industr. reali=in$ the need and importance o% collective +ar$ainin$ and participative mana$ement have started ta/in$ steps to reduce the inter%erence o% the $overnment' This is has resulted in )ea/enin$ o% trade unions and productivit. +ar$ainin$ has +ecome a trend resultin$ in the +etterment o% +oth mana$ement and )or/ers'

5e can see the in%luence o% !RD on the plant8s personnel %unctionin$- )hich )as solel. the prero$ative o% the top mana$ement or the corporate some .ears a$o' Toda. latest trends o% !RD hit at the plant level and personnel departments drive them' 3Dor$ani=ational development- )hich is still a ver. ne) concept in India- has also started to seep in at plant level' All this has resulted in a trans%ormation o% Industrial relationsma/in$ personnel department a ver. strate$ic unit '

3BCE(TI,E 37 STUD<@
The o+4ective to stud. this pro4ect as %ollo)s@

To stud. a+out this %ield o% compan.' To stud. a+out the $ro)th and expansion o% the compan.' To stud. a+out its plannin$ and strate$ies )hich the. use to $ro)' To stud. a+out its services to)ards under developin$ areas' To compare )ith other companies' "artnerships and diversi%ication

Hindustan Petroleum Corporation Limited

7uture +usiness plans'

S(3"E 37 T!E STUD<@

T h e S c o p e o % t h e s t u d. o % t h i s p r o 4 e c t a r e @

Hindustan Petroleum Corporation Limited

.15 The pro4ect )ill help the other companies to /no) more a+out t h i s c o m p a n .' *15 The pro4ect )ill help to attract the tar$et audience'

615 B. stud.in$ this pro4ect- a transparenc. )ill $enerate +et)een the compan. and the tar$et customers'

5 E BE1IE,E
3ur &ission
F!"(1- alon$ )ith its 4oint ventures- )ill +e a %ull. inte$rated c o m p a n . i n t h e h .d r o c a r + o n s s e c t o r o % e x p l o r a t i o n a n d p r o d u c t i o n re%inin$ and mar/etin$A %ocusin$ on enhancement o% productivit.* u a l i t . a n d p r o % i t a + i l i t .A c a r i n $ % o r c u s t o m e r s a n d e m p l o . e e s A c a r i n $ %or environment protection and cultural herita$e'

It )ill also attain scale dimensions +. diversi%.in$ into other ener$. related %ields and +. ta/in$ up transnational operations'F 1G

Hindustan Petroleum Corporation Limited

3ur ,ision
To +e a 5orld (lass Ener$. (ompan. /no)n %or carin$ and deli$htin$ the customers )ith hi$h *ualit. products and innovative services across domestic and international mar/ets )ith a$$ressive $ro)th and deliverin$ superior %inancial per%ormance' The (ompan. )ill +e a model o% excellence in meetin$ social commitmentenvironment- health and sa%et. norms and in emplo.ee )el%are and relations

(!A"TER:1 INDUSTR< "R37I1E

INTR3DU(TI3N
!"(1 is a 7ortune ;GG compan.- )ith an annual turnover o% Rs' 1-GD-;EE (rores and salesHincome %rom operations o% Rs 1-19-DDE (rores IUSJ 2;-6G> &illionsK durin$ 7< 2GGE:1G- havin$ a+out 2GL &ar/etin$ share in India and a stron$ mar/et in%rastructure' 11

Hindustan Petroleum Corporation Limited

!"(1 operates 2 ma4or re%ineries producin$ a )ide variet. o% petroleum %uels 0 specialties- one in &um+ai I5est (oastK o% 7 1 8 &illion &etric Tonnes "er Annum 9 M M T P A 5 capacit. and the other in ,isha/apatnam- IEast (oastK )ith a capacit. o% D'6 &&T"A' !"(1 holds an e*uit. sta/e o% 1>'E;L in &an$alore Re%iner. 0 "etrochemicals 1imited- a state:o%:the:art re%iner. at &an$alore )ith a capacit. o% E &&T"A' In addition- !"(1 is constructin$ a re%iner. at Bhatinda- in the state o% "un4a+as a C o i n t venture )ith &ittal Ener$. Investments "te' 1td' !"(1 also o)ns and operates the lar$est 1u+e Re%iner. in the countr. producin$ 1u+e Base 3ils o% international standards- )ith a capacit. o% 66; T&T' This 1u+e Re%iner. accounts %or over 9GL o% the IndiaMs total 1u+e Base 3il production' !"(1 )as %ormed The in 1EB9 on o% nationali=ation (altex )ere o% ESS3 in the India 1EB>' second operations' !industan operations mer$ed

"etroleum

(orporation

1imited

toda. is

lar$est inte$rated oil re%inin$ and mar/etin$ compan. in India and also a %ortune ;GG compan. )ith a turnover o% Rs'>9>'DE +illion IUSJ 19-BGE &illionsK' The (orporation has alread. +een identi%ied +. the Government o% India as a compan. )hich has the potential to +ecome a $lo+al $iant' The compan. emplo.s a+out 11-GDD people and has a mar/et value o% US J2'B6 +illion as o% 2GG;' It %aces sti%% competition %rom Bharat "etroleum and Indian 3il (orporation' It is a me$a "u+lic Sector Underta/in$ I"SUK )ith Navratna status'

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!"(1 7<1G pro%it up 12>L

!industan "etroleum (orporation 1imited reported sales o% petroleum products Iincludin$ exportsK durin$ the .ear 2GGE:1G at an all time hi$h o% 2>'6 million tonesre$isterin$ an increase o% 6';L over the previous .ear' The pipeline thruput increased to 11'E; million tonnes as compared to 1G';D million tonnes in the previous .ear- a $ro)th o% nearl. 16L' Turnover %or the .ear amounted to Rs' 1-GD-;EE crores' The re%ineries at &um+ai and ,isa/h processed 1;'B> million tonnes o% crude )ith the com+ined GR& recorded at US J 2'>D H++l' 3n the %inancial %ront- the "ro%it a%ter Tax I"ATK increased +. 12>L %rom Rs';B; crores in the previous .ear to Rs 1-6G1 crores durin$ the current .ear' The hi$her "AT )as achieved a%ter a+sor+in$ an under:recover. o% Rs 1-22; crores on sales o% sensitive petroleum products durin$ the .ear' There )as a sharp reduction in the interest cost to Rs EG9 crores- lo)er +. Rs 11BE crores %rom the earlier .ear' The depreciation char$e )as Rs 1-1>9 crores vis:N:vis Rs ED1 crores o% the earlier .ear mainl. due to commissionin$ o% the Euro I, %uel pro4ects at &um+ai and ,isa/h re%ineries' 7or the .ear 2GGE:1G- !"(1 has proposed a dividend o% Rs 12'GG per share- )hich is hi$her than that o% last .ear at Rs ;'2; per share' The dividend )ould result in a total pa.out o% Rs 9B6 crores includin$ dividend distri+ution tax'

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&I1EST3NES 37 !"(1
The .ear 2GGE:1G )itnessed man. milestones in !"(1 and its 4oint ventures @

The %acilities %or Euro III H Euro I, petrol production at &um+ai Re%iner. and at ,isa/h Re%iner. have +een commissioned durin$ this .ear' The E &&T"A C, Re%iner. at Bathinda- +ein$ constructed +. !"(1 O &ittal Ener$. 1td' I!&E1K has achieved over DGL overall pro$ress- a+out 2L ahead o% schedule' &echanical completion is expected +. &arch- 2G11'

A Rs >GG crores- 2;G Kms product pipeline %rom Bathinda Re%iner. to Delhi- +ein$ constructed +. !"(1- is nearin$ completion' At &um+ai- the 1u+e Re%iner. is +ein$ up$raded to produce Group II 0 III Base 3ils at a cost o% Rs 1-GGG crores' The pro4ect is under commissionin$' Sin$le "oint &oorin$ IS"&K s.stem at ,isha/apatnam has +een mechanicall. completed at a cost o% Rs ;;G crores' This )ill ena+le receipt o% crude in ,er. 1ar$e (rude (arriers I,1((sK o% 2;G-GGG &T as a$ainst current car$o si=e o% 16G-GGG &T'

(onstruction o% %ive ma4or oil installations has +een initiated at Ennore- ,isa/hBo/aro- Bihta and Ti/ri Kalan' Additionall.- ne) 1"G plants are also comin$ up at ,isa/h- !a=ira and Bathinda' !"(1 )ould +e investin$ over Rs 2-;GG crores in these pro4ects )hich )ould +e completed pro$ressivel. durin$ the .ear 2G1G:11'

A ne) )holl. o)ned su+sidiar.- !"(1 Bio%uels 1imited- )as incorporated in 3cto+er- 2GGE to produce ethanol I%or +lendin$ )ith petrolK in East and 5est (hamparan districts in Bihar' These pro4ects are expected to +e commissioned +. Decem+er- 2G1G and )ill +ene%it lar$e num+er o% %armers +esides providin$ 12 &5 electricit. in each o% the districts' The total cost o% the t)o pro4ects is over Rs BGG crores'

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&AC3R E,ENTS 37 !"(1@

19 Sep 2G1G !industan Bha)an honoured )ith Ener$. Savin$ ratin$ 12 7e+ 2GGE P( 1a+ at &a=$aon 1u+e "lant receives NAB1 Accredation G6 7e+ 2GGE &undra : Delhi "ipeline I&D"1K dedicated to the Nation 2G Can 2GGE Shri & K Ba$ai +esto)ed )ith 1i%etime Achievement A)ard 22 3ct 2GGD !" Aviation (ommissions 1Dth AS7 at &undra 1; 3ct 2GGD Ne) (ompan.- (reda:!"(1 Bio%uel 1imited Incorporated' 11 Sep 2GGD !"(1 0 Renu/a Su$ars in Coint ,enture %or Ethanol "roduction 12 Au$ 2GGD e:%uel (ampai$n 1aunched in &um+ai 1G Au$ 2GGD !" Aviation (ommissions 1Bth AS7 at Tirupathi G; Au$ 2GGD Ra4ahmundr. 1"G "lant (ommissioned' G1 Au$ 2GGD !"(1 opens ne) Depot at &u$halsarai

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Hindustan Petroleum Corporation Limited

(!A"TER:2 INDUSTRIA1 ANA1<SIS

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Hindustan Petroleum Corporation Limited

(3&"AN< "R37I1E
!INDUSTAN "ETR31EU& (3R"' 1TD '
T.pe@ 7ounded@ !ead*uarters@ I n d u s t r .@ "roducts@ Emplo.ees@ 5e+site@ "u+lic INSE- BSEK 1EB> &um+ai "etroleum 3il- 1u+ricants 11-GDD http@HHhindustanpetroleum'com

!industan "etroleum (orporation 1imited I!"(1K IBSE@ ;GG1G9- NSE@ !IND"ETR3Ka state:o)ned oil compan. o% the Government o% India located at &um+ai- India and is a 7ortune ;GG compan. o% India listed at num+er 611 Q6R in the $lo+al ;GG ran/in$s- )ith an annual turnover o% over 1-1>-92D (rores and salesHincome %rom operations o% Rs 1-61-DG2 (rores IUSJ 2;->1D &illionsK durin$ %inancial .ear 2GGD:GE- a+out 2GL &ar/etin$ share in India and a stron$ mar/et in%rastructure' (orrespondin$ %i$ures %or %inancial .ear 2GGB:GD are@ Turnover: Rs 1-G6-D6B crores- and salesHincome %rom 3perations: 1-12-GED (rores IUSJ 2;-192 &illionK'

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Hindustan Petroleum Corporation Limited

!"(1 operates 2 ma4or re%ineriesQ9R producin$ a )ide variet. o% petroleum %uels 0 specialties- one in &um+ai I5est (oastK o% >'; &illion &etric Tonnes "er Annum I&&T"AK capacit. and the other in ,isha/apatnam- IEast (oastK '

3RGANISATI3NA1 STRU(TURE 37 !"(1 @

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B3ARD 37 DIRE(T3RS

(orporate 1o$o

S Ro. ( h o u d h u r .(hairman 0 &ana$in$ Director

S Ro. ( h o u d h u r .Director: &ar/etin$ IAddl' (har$eK

, ,i=iasaradhiDirector : !uman Resources

B &u/her4eeDirector: 7inance

K &uraliDirector: Re%ineries

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Hindustan Petroleum Corporation Limited

"R3DU(TS 37 !"(1 @

1' "etrol Kno)n as &otor Spirit I&SK in 3il Industr.' !"(1 mar/ets the product throu$h its retail pumps spread all over India' Its principle consumers are re$ular personal vehicle o)ners'

2' Diesel Kno)n as !i$h Speed Diesel I!SDK in 3il Industr.' !"(1 mar/ets the products throu$h its retail pumps as )ell as terminals and depots' Its consumers are not onl. re$ular auto o)ners +ut also transport a$encies- industries etc'

6' 1u+ricants

QDR

!"(1 is the mar/et leader in lu+ricant and

associated products' It commands over 6GL o% mar/et share in this sector' The popular +rands o% !" lu+es are 1aal Ghoda& i l c .- T h a n d a R a 4 a - K o o l $ a r d e t c '

9' 1"G

QER

A popular +rand in mainl. ur+an areas'

;' Aviation

Tur+ine

7uel

Q1GR

5ith

ma4or

AS7IAir

Service

7acilit.K present in all ma4or airports o% India- !"(1 is a /e. p l a .e r i n t h i s s e c t o r s u p p l . i n $ A T 7 t o m a 4 o r a i r l i n e s ' I t h a s a n accomplishment o% sorts to suppl. %uel to US Air 7orce 1' 21

Hindustan Petroleum Corporation Limited

RE(3GNITI3N AND A5 ARDS

!"(1 has )on several a)ards in the .ear 2GGE:1G' A o% the achievements in 2GGE:1G %ollo)s' A)ards H Reco$nitions 2GGE +rie% account

!"(1 5ins (I3 1GG A)ard %or the %ourth Time in a Ro)

Indira Gandhi Ra4+hasha "uras/ar

Enterprise (onnect A)ard 2GGE

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Hindustan Petroleum Corporation Limited

SAI1 !R Excellence A)ard

!IST3R< 37 !"(1 @

1E;2@ The (ompan. )as incorporated in the name o% Standard 3a(uum Re"inin& Compan/ o" India Limited on Jul/ 84 .,8* 1E>2@ 3n 61st &arch-1E>2 the name )as chan$ed to ESSO Standard Re"inin& Compan/ o" India Limited1 1EB9@ !industan "etroleum (orporation 1imited comes into +ein$ a%ter the ta/eover and mer$er o% erst)hile Esso Standard and Lu!e India Limited 1EB>@ (altex 3il Re%inin$ IIndiaK 1td' : (3RI1 is ta:en o2er !/ t#e 0o2ernment o" India %it# an Ordinan(e in .,;74 su!se$uentl/ rati"ied !/ an A(t

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Hindustan Petroleum Corporation Limited

in .,;; and mer&ed %it# HPCL in .,;<' 1EBE@ Kosan Gas (ompan.4 t#e (on(essionaries o" HPCL in t#e domesti( LP0 mar:et4 are ta:en o2er and mer&ed %it# HPCL' !"(1 thus comes into +ein$ a%ter mer$in$ %our di%%erent or$anisations at di%%erent points o% time'

S5 3T ANA1<SIS

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Hindustan Petroleum Corporation Limited

!INDUSTAN "ETR31EU& S53T ANA1<SIS RE"3RTS@

B r o ) s e a l l ! i n d u s t a n " e t r o l e u m S 5 3 T A n a l .s i s r e p o r t s ) h i c h include an internal and external strate$ic assessment o% !industan "etroleumMs stren$ths- )ea/nesses- opportunities and threats' These comprehensive !industan "etroleum S53T Anal.sis reports provide . o u a n i n : d e p t h s t r a t e $ i c a n a l .s i s o % t h e c o m p a n .M s + u s i n e s s a n d operations' Each report ta/es positive or ne$ative %indin$s %rom an. i n t e r n a l a n a l .s i s I i ' e ' s t r e n $ t h s o r ) e a / n e s s e s r e s p e c t i v e l .K a n d positive or ne$ative %indin$s %rom the external anal.sis Ii'e'

opportunities or threats respectivel.K o% !industan "etroleum' The reports t.picall. include the %ollo)in$ S53T a n a l .s i s @ Anal.sis +usiness Istren$thsma4or

description)ea/ness-

corporate opportunities

strate$.and

threatsK-

compan.

h i s t o r .-

p r o d u c t s a n d s e r v i c e s - / e . c o m p e t i t o r s - s e n i o r e m p l o .e e s - i m p o r t a n t locations and su+sidiaries- manu%acturin$ %acilities and %inancial per%ormance' "lease vie) the ta+le o% contents to understand the speci%ic contents %or each report'

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(3&"ETIT3RS 37 !"(1@
1ast "rice &ar/et (ap'
IRs' cr'K

Sales Turnover

Net "ro%it

Total Assets

Reliance I3( B"(1 Essar 3il !"(1 &R"1 (hennai "etrol

1-G62';G 66E'6G >16';; 12>'DG 6;D'9; >9'6; 221'6G

66B-E6B'2; D2-6DG'96 22-1D2'92 1B-61>'>> 12-16D'GE 11-2BB'EB 6-2E;'91

1E2-9>1'GG 2>E-16>'G6 16;-661'9D 6B->;2'GG 129-B;2'92 62-2DB'E9 29-E2B'2>

1>-26>'GG 1G-22G';; B6;'EG :;19'GG ;B9'ED 1-112'6D >G6'22

1EE->>;'6G E;-11E'GD 6;-2D1'E1 1;-G2B'6D 62-D>G'69 B-2E2'E> B-;6E'EB

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Hindustan Petroleum Corporation Limited

Reliance IOC BPC L Essar Oil HPC L MRPL C hennai Petro

"IE (!ART 73R NET "R37IT 37 ,ARI3US (3&"ANIES

RESEAR(! &ET!3D313G<
DESIGN
The research underta/en is Secondar.' It re*uired a summar. or collection o% existin$ data' Secondar. data means data that are alread. availa+le i'e'- the. re%er to the data )hich have alread. +een collected and anal.sed +. someone else' Secondar. data ma. either +e pu+lished data or unpu+lished data' Secondar. data sources are in the %orm o% 5ritten Documents@ li/e +oo/s- previous research reports- ne)spaper- ma$a=ine and

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4ournal content- )e+sites as )ell as $overnment and NG3 statistics' This research helped in $ettin$ the ans)ers to some core issues thus explorin$ the topic +roadl.' Due to time limitations and also accessi+ilit. to a de%ined sample si=e- the nature o% this exercise )as more o% an explorator. nature and there%ore depended on surve. o% existin$ in%ormation and literature connected to trainin$ methodolo$. and also interaction )ith experienced individuals' Research desi$n in case o% explorator. research studies@ Explorator. research studies are also termed as %ormulative research studies' The main purpose o% such studies is that o% %ormulatin$ a pro+lem %or more precise investi$ation or o% developin$ the )or/in$ h.pothesis %rom an operational point o% vie)' The ma4or emphasis in such studies is on the discover. o% ideas and insi$hts' In such studies@

Non:pro+a+ilit. samplin$ desi$ns are used Data re*uirements are va$ue The o+4ective is $eneral rather than speci%ic No de%inite recommendations are made as a result o% the anal.sis

The explorator. research is carried out +. usin$ surve. o% existin$ literature- surve. o% experienced individuals and anal.sis o% case:studies' Generall.- the %ollo)in$ three methods in the context o% research desi$n %or such studies are tal/ed a+out @ The surve. o% concernin$ literature The experience surve. 0 The anal.sis o% Tinsi$ht:stimulatin$8 examples' 11 The survey of concerning literature- This happens to +e the most simple and %ruit%ul method o% %ormulatin$ precisel. the research pro+lem or developin$ h.pothesis' 2E

Hindustan Petroleum Corporation Limited

!.pothesis stated +. earlier )or/ers ma. +e revie)ed and their use%ulness +e evaluated as a +asis %or %urther research' Sometimes the )or/s o% creative )riters also provide a %ertile $round %or h.pothesis O %ormulation' 2' Experience survey - It means the surve. o% people )ho have had practical experience )ith the pro+lem to +e studied' The o+4ect o% such surve. is to o+tain insi$ht into the relationships +et)een varia+les and ne) ideas relatin$ to the research pro+lem' 7or such a surve.- people )ho are competent and can contri+ute ne) ideas ma. +e care%ull. selected as respondents to ensure a representation o% di%%erent t.pes o% experience' This surve. ma. as )ell provide in%ormation a+out the practical possi+ilities %or doin$ di%%erent t.pes o% research' 6' Analysis of insight-stimulating examples This is also a %ruit%ul method %or su$$estin$ h.potheses %or research' It is particularl. suita+le in areas )here there is little experience to serve as a $uide' This method consists o% the intensive stud. o% selected instances o% the phenomenon in )hich one is interested' 7or this purpose the existin$ records- i% an.- ma. +e examined- the unstructured intervie)in$ ma. ta/e place- or some other approach ma. +e adopted' Thus- in an explorator. or %ormulative research stud. )hich merel. leads to insi$hts or h.pothesis- )hatever method or research desi$n outlined a+ove is adopted- the onl. thin$ essential is that it must continue to remain %lexi+le so that man. di%%erent%acets o% a pro+lem ma. +e considered as and )hen the. arise and come to the notice o% the researcher'

6G

Hindustan Petroleum Corporation Limited

(!A"TER:6 &ARKETING STRATEGIES

7 i v e % o r c e mo d e l o % ! " ( 1 @

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Hindustan Petroleum Corporation Limited

&ARKETING &I?
62

Hindustan Petroleum Corporation Limited

"8s o% &ar/etin$ O The &ar/etin$ &ix strate$ies

66

Hindustan Petroleum Corporation Limited

The term

mar/etin$ mix# )as coined in the earl. 1E;Gs +. Neil

Borden in his American &ar/etin$ Association presidential address' This is one o% the preliminar. /no)led$e ever. mar/eter must have and is considered to +e the +asics o% ever. mar/etin$ theor.- )hich emer$ed hence%orth' The +asic ma4or mar/etin$ +e classi%ied in one o% the mana$ement decisions %ollo)in$ %our can cate$ories-

namel. "roduct4 "rice4 "lace Idistri+utionK and "romotion .

F O UR
69

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Hindustan Petroleum Corporation Limited

E l e me n t s o % t h e m a r / e t i n $ mi x ar e o % t e n r e % e r r e d t o a s t h e FFour !sF@

"roduct : It is a tan$i+le o+4ect or an intan$i+le service that is mass produced or manu%actured on a lar$e scale )ith a speci%ic volume o% units' Intan$i+le products are service +ased li/e the tourism industr. 0 the hotel industr. or codes:+ased products li/e cellphone load and credits' T.pical examples o% a mass produced tan$i+le o+4ect are the motor car and the disposa+le ra=or

" r i c e O T h e p r i c e i s t h e a m o u n t a c u s t o m e r p a .s % o r t h e product' The +usiness ma. increase or decrease the price o% product i% other stores have the same product'

"lace O "lace represents the location )here a product can +e purchased' It is o%ten re%erred to as the distri+ution channel' It can include an. ph.sical store as )ell as virtual stores on the Internet'

" r o m o t i o n represents all o% the communications that a mar/eter ma. use in the mar/etplace' "romotion has %our distinct elements@ a d v e r t i s i n $ - p u + l i c r e l a t i o n s - p e r s o n a l s e l l i n $ and s a l e s p r o m o t i o n '

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Hindustan Petroleum Corporation Limited

"ER73R&AN(E &ANAGE&ENT
In our endeavor to e%%ectivel. anal.=e the per%ormance o% our trainin$ and mentorin$ pro$rams- )e have developed ro+ust and o+4ective per%ormance mana$ement processes )hich strive to e%%ectivel. tread throu$h our emplo.ees8 hopes and aspirations' It is all a+out endorsin$ an empo)erin$ environment )hich ta/es .ou to .our +est' And )eMll ma/e sure .ou $et valua+le %eed+ac/coachin$- and /no)led$e %rom the people .ou )or/ )ith' (areer pro$ression at !"(1 is ensured throu$h o+4ective appraisal o% per%ormance' 3ur per%ormance appraisal process is +ased on Balanced Scorecard Approach and is more than 4ust assessment' It ena+les the emplo.ees to identi%. and develop their stren$ths and )ea/nesses and ali$n them to)ards or$ani=ational o+4ectives throu$h counselin$- mentorin$ and additional inputs throu$h speci%ic trainin$ pro$rammes'

6>

Hindustan Petroleum Corporation Limited

(!A"TER:9 (3R"3RATE S3(IA1 RES"3NSIBI1IT<

6B

Hindustan Petroleum Corporation Limited

EN,IR3N&ENT
& i s s i o n 0 S ! E " o l i c. &ission
To have sa%e- health. and pollution %ree environment in and around all our re%ineries- plants- %acilities and other premises at all timesA instill a)areness in these areas- includin$ relevant la)s- in all e m p l o .e e s - t h e i r % a m i l i e s a n d t h e c o m m u n i t i e s i n ) h i c h ) e c a r r . o u t our activities'

E n v i r o n me n t " o l i c.
The (orporation is committed to conduct its operation in such a manner as compati+le )ith environment and economic development o % t h e c o m m u n i t .'

!ealth "olic.
To provide a structured pro$ram to loo/ a%ter and promote the health o% vital !uman Resource#essential %or productivit. and

e%%ectiveness o% the (orporation'

S a % e t . " o l i c.
As an inte$ral part o% its +usiness- !"(1 +elieves that no )or/ or service or activit. is so important or ur$ent that sa%et. +e overloo/ed or compromised'

6D

Hindustan Petroleum Corporation Limited

(3R"3RATE S3(IA1 RES"3NSIBI1IT<

" r o mi s i n $ ) h a t e v e r i t t a / e s t o ma / e a d i % % e r e n c e @
!"(1 has surel. paved the )a. in the ri$ht direction )ith

exemplar. contri+utions' !"(1Ms initiatives have created value in the %ollo)in$ diverse )a.s O

!"(1Ms initiatives have made nota+le di%%erences in %ields as diverse as education- in%rastructure- )el%are measures- health and h .$ i e n e - v o c a t i o n a l t r a i n i n $ 0 e m p l o . m e n t $ e n e r a t i o n - t r a i n i n $ in sel%:reliance- amenities %or the su%%erers o% natural disasters and environmental protection'

1' The %unds %or di%%erent (SR pro4ects have +een consistentl. allocated in a transparent manner' !"(1 %ollo)s an allocation process +ased on complete evaluation and +enchmar/

standardi=ation'

2' A 7oundation has +een esta+lished to ta/e up pro4ects o% National si$ni%icance' This initiative has helped to identi%. the impacts o% pro4ects /eepin$ national interest in mind' 6' !"(1 has set exemplar. or$ani=ational competenc. in

c a r r .i n $ o u t c o m p l e x a n d d e m a n d i n $ p r o 4 e c t s '

6E

Hindustan Petroleum Corporation Limited

S 3 & E " 1 A N S U N DE R ( S R @ :

S ) a + l a m+ a n @ : I m p a r t e d v o c a t i o n a l t r a i n i n $ i n v a r i o u s t r a d e s t o
;;G .outh throu$h (on%ederation o% Indian Industr. I(IIK'

N a v 4 . ot @ : " r o v i d e d r e $ u l a r h e a l t h c h e c / : u p a n d h e a l t h c a r e
services to 61GG slum children %rom the resettlement colonies in B a ) a n a D i s t ' i n t h e s t a t e o % ! a r .a n a - t h r o u $ h N a v 4 . o t h i D e l h i "olice 7oundation'

Nanhi Kali )- Sponsored ;GG $irl students %rom the various

Govt' Schools in the &eh+oo+na$ar and "aderu Districts in Andhra "radesh' Under this sponsorship- (orporation provides +oo/sNote+oo/sUni%orms includin$ 7oot)are and

applica+le %ees'

&us/an@:

Trans%ormin$

the

lives

o%

1GG

streetHorphan

children' These children are housed in a NG3 shelter home at Tu$hla/a+ad and Cahan$irpuri at Delhi'

9G

Hindustan Petroleum Corporation Limited

(!A"TER:; KE< 1EARNING AND RE(3&&ENDATI3N

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1EARNING8S

I have learned lot o% thin$s throu$h this industrial report' It is a $ r e a t e x p e r i e n c e o % m a / i n $ i n d u s t r i a l r e p o r t o n t h i s ( o m p a n .' ! " ( 1 compan. operatin$ in India !ased in Mum!ai1

7ollo)in$ are the learnin$ a+out the compan. %rom this industrial pro4ect@

!istor. o% the !"(1' ,ision and mission o% the !"(1' Board o% the directors o% the !"(1' "roducts o% the !"(1' (ompetitors o% the compan.' " r o m o t i o n a l S t r a t e $ i e s o % ( o m p a n .'

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RE(3&&ENDATI3N

Improve the per%ormance o% Emplo.ees in their respective assi$nments'

Enhance competencies to ta/e up hi$her responsi+ilities' Stren$then the 1eadership "ipeline' Brin$ cultural chan$e %rom (ommand 0 (ontrol to Team +ased structure'

1evera$e technolo$. in human resources development' 7acilitate learnin$ in the or$ani=ation and +uild a F1earnin$ 3r$ani=ationF'

B u i l d s u % % i c i e n t % l e x i + i l i t . i n t o t h e e m p l o . m e n t c .c l e a n d emphasi=e di%%erent re)ards and cultural elements to motivate them emotionall. and intellectuall.'

" u t m e c h a n i s m s i n p l a c e t o e n s u r e t h a t a l l e m p l o .e e s c a n s e e and understand senior mana$ement8s concern %or them collectivel. and its vision %or the %uture o% the or$ani=ation' Essentiall.- this comes do)n to t)o:)a. communication' Keepin$ emplo.ees in%ormed is a prere*uisite'

(hallen$in$ )or/ O Associate should %ind his H her 4o+ challen$in$' It can +e developed +. the emplo.er +. encoura$in$ associates to ta/e initiative- +ein$ open to chan$e- toleratin$ uncertaint.- coachin$ and developin$ people8s s/ills- and holdin$ people accounta+le %or their per%ormance' 99

Hindustan Petroleum Corporation Limited

(!A"TER:> (3N(1USI3N AND SUGGESTI3NS

9;

Hindustan Petroleum Corporation Limited

3UR 3BSER,ATI3N @ !"(18s distri+ution stren$th in retail mar/et can +e )ell u t i l i = e d i n t h e c o m i n $ .e a r s + . e x p e c t e d $ r o ) t h i n t r a n s p o r t sector' !"(1 has started the process o% investin$ in up$radin$

con%i$urations o% its re%ineries to +e a+le to produce petrol and diesel that meet $lo+al environment standards' 1"G is emer$in$ as an alternative auto %uel in some re$ions o% the countr.' !"(1 stands to $ain %rom this development' Gro)th in po)er sector )ill also support demand %or $rades o% diesel' !"(1 ma/es sure that the inventories are properl. transported to its destined )arehouses or the retail outlets' It maintains a proper *ualit. and *uantit. control to avoid cases o% pil%era$e and other un%oreseen circumstances' The. contri+ute to)ards the societ. +. spreadin$ social

messa$es throu$h their promotional activities' The compan. plans )ell in advance %or the %uture inventor.

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Hindustan Petroleum Corporation Limited

(3N(1USI3N@
A c c o r d i n $ t o t h e l i t e r a t u r e r e s e a r c h - s / i l l v a r i e t . - t a s / i d e n t i t .- t a s / s i $ n i % i c a n c e - a u t o n o m . - % e e d + a c / - e n v i r o n m e n t - 4 o + s e c u r i t .- a n d compensation are the most critical %actors %or the motivation o% e m p l o .e e s a n d t h e i r s a t i s % a c t i o n ) i t h t h e 4 o + ' T h e s e % a c t o r s represented the +asis %or the empirical research'

9B

Hindustan Petroleum Corporation Limited

SUGGESTI3NS@
9.5 The stron$est motivator re$ardin$ all su+$roups is the %eed+ac/' There%ore- special attention should +e $iven to that %actor in order to increase the internal motivation and 4o+ satis%action' 9*5 3ne should have in mind that the environment and compensation do not actuall. present motivators' !o)ever- their %ul%illment to a certain extent provides the +asis %or ta/in$ advanta$e o% challen$es in the 4o+ and to reduce 4o+ dissatis%action' 965 In addition- special attention should +e $iven to the s/ill aspect and the compensation- since the. ma/e a contri+ution to the )ell +ein$ o% humans and provide the +asis %or the use o% challen$es o%%ered +. the 4o+' 9=5 7urthermore- all %actors examined in this stud. contri+ute to the or$ani=ational commitment o% emplo.ees' The intrinsic %actors- on the one hand- ma. in%luence a personMs )illin$ness to expend considera+le e%%orts to)ard the $oals o% the compan. and to remain in the compan. Iattitudinal commitmentK' The extrinsic %actors- on the other hand- ma. contri+ute to the +ehavioral commitment'

9D

Hindustan Petroleum Corporation Limited

BIB1I3GRA"!<@

Secondar. Research@

5EBSITES@
)))'hindustanpetroleum'com )))'$oo$le'com )))'altavista'com )))'mone.control'com )))'a$enc.%a*s'com

9E