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ISHAN INSTITUTE OF MANAGEMENT AND TECHNOLOGY Page 1
A STUDY ON MARKETING OF SECONDARY PRODUCT & BY
PRODUCT IN SAIL
( BOKARO STEEL PLANT)
A report submitted to IIMT, Greater Noida
As a partial fulfillment of
Full time Postgraduate Diploma in Marketing
Management
SUBMITTED TO: SUBMITTED BY:
Dr.D.K.Garg RAJNISH KUMAR SINGH
Chairman ENR. NO: MMR 4076
IIMT, Gr. Noida PGDMM
Ishan Institute of Management and Technology 2, Knowledge Park-1, Greater Noida, Distt: G.B.Nagar (U.P.)
Website: www.ishanfamily.com, E-mail: [email protected]
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PREFACE I Rajnish Kumar Singh, student of Ishan Institute of Management and Technology is
pursuing PGDM (MM) course. And towards the partial fulfillment of it, I have undergone a
summer project for the period of two months (8 weeks) & I am pleased to present the
summer project Report on ³Marketing of Secondary and By-Products in SAIL ( Bokaro Steel
Plant)´
I have put my endeavor to make the objective accomplished in the stipulated time. Being a
neophyte in the highly competitive world of business and in cooperate world, I have come
across difficulties to make the objective a reality. Anyhow with the kind help and genuine
interest formally supported by extreme support of my guide and college authorities, I am
presenting this hand carved efforts.
The purpose of this project is to test the level of competency of an employee based on the
above aspects. Competencies comprise the knowledge, skills, values, and attributes
demonstrated through behavior that results in competent and superior performance.
Competency describes what superior performance actually does on a job that produces
superior results.
Guidance, cooperation, and inspiration are the important factors in the accomplishment of an
assigned task. I am most indebted to those mentioned below for their moral and active
support.
Firstly, I would like to express my deepest sense of gratitude to my parents for rendering
their moral support.
I acknowledge my heartiest thanks to Mr. Govind Burman for his support and esteemed
suggestions during the making of this project.
I would also like to acknowledge my immense gratitude to our honorable chairman sir, Dr.
D.K Garg who has given us this opportunity to work on this summer project.
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ACKNOWLEDGEMT
I take the opportunity to express my gratitude to all of them who in some or the other way
helped me to accomplish this project. The study cannot be completed without your guidance,
assistance, inspiration and co-operation.
First and foremost, I am very thankful to all the officers of Bokaro Steel Plant who really
helped a lot and guided me throughout my training session, without their help I would have
been unable to complete my project. These people have really been kind enough in
providing me all kind available data and information.
I owe my gratitude to all the officers of Bokaro Steel Plant who really helped a lot and
guided me throughout my training session, without their help I would have been unable to
complete my project. These people have really been kind enough in providing me all kind
available data and information.
I would like to thank Mr.K.K.Sanyal (AGM, BPP), Mr. A.J.Kacchap (C.M.M., Stores), Mr.
Bharat Singh (Sr.Manager, SSD) Mr.A.K Mishra (AGM, S&C), Mrs.Meena Kamal
(Sr.Manager, Marketing) and Mr. S. Srikantha (Sr.Manager, Marketing) and I must pay
special thanks to Mr. Govind Burman (Jr.Manager. Marketing). All are from Bokaro Steel
Plant.
I also express my thanks to the officers and staff of the Training Institute, Bokaro Steel Plant.
I would also like to thank with my deep sense of gratitude to the chairman of Ishan Institute
Of Management & Technology Dr. D.K. GARG who throughout my session of training
helped me to achieve my desirable goal to perfection.
Rajnish Kumar Singh
Enr. No: - MMR 4076
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DECLARATION
The summer training Project on ³Marketing of Secondary Product and By Products in SAIL
(Bokaro Steel Plant)´ under the guidance of Mr. Govind Burman is the original work done by
me. This is the property of Ishan Institute of Management and Technology, and use of this report
without prior permission of the institute will be considered illegal and actionable.
Date: 04-07-09 Signature
(Rajnish Kumar Singh)
Enr. No: - MMR-4076
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EXECUTIVE SUMMERY
The study was carried on to observe the marketing of secondary and bi product in SAIL
(Bokaro Steel Plant). Marketing department is the newest genesis from the SAIL and
attempts to reach their where no corporate has ever ventured so far. Eight weeks of training is
too short to learn the marketing strategy of this enterprise. The training in Bokaro Steel Ltd.
was conducted in such a fashion that the trainee could get use to all the aspect and could
understand about what they are going to learn. This training session was of 8 weeks in which
there were 15 days of department visit. In which trainee had to visit different stores and
shops of manufacturing plant units where they use to explain about the functioning of the
departments and then the rest of 40 days trainees had to go to marketing department where
they use to explain us about all the aspect of marketing.
To know about the E-Auctions of marketing department. How they use this technique and
90% marketing and selling is done through auction and rest will be taken through fixed price
selling and tenders. Data were mainly collected from marketing department of BSL. BSL is
the largest Steel manufacturing sector of India and is top ranked in the global fortune 500
companies. During my training I had to find out mode of sale of secondary products of BSL.
Primary products are sold by CMO, Delhi. I passed through various stages of problems and
difficulties to accomplish the task of project work but it was a privilege for me to take this
opportunity a challenging work to study and observe "marketing of Secondary products in
B.S.L", which is a unit of SAIL. Bokaro Steel Plant recognizes that leadership is essential for
survival in competitive environment; Customer's satisfaction like quality is a journey and not
a destination.
It is essential that everyone in the company have a clear understanding of what customer
satisfaction means if the plant aim to achieve leadership in customer satisfaction. Whileimproved customer satisfaction is necessary for ensuring prosperity of the company must
also be recognized that ability of the company to satisfy its customers would depend on its
ability to continuously improve its profit and growth. The basic objective behind the study
carried out by me is to study the major contribution of Secondary product to total sales,
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whenever they came. After this I was able to move my project to correct and effective
direction.
Since I had to complete my project within a limited time frame, this made me experience theactual stress of the workplace. This I think will work as real booster when I will go to work
after the completion of the PGDM (MM) course at IIMT, Greater Noida. The way the boss
supported me and his other subordinates was a good example of co ordination and good
manager. This shows that in the corporate world the superior officer should not only take
care of the target fulfilled but also the behavioral aspect of the subordinates.
Working with the colleagues was a great experience as I came to know that how a person can
work as a team in a multifarious industry to achieve the organizational goal. Many a times,
while working, I had to sacrifice my personal feelings and aspirations just to keep the
organizational interests in my mind by giving it the top most priority. Indeed, I always tried
to do justice with my duties even at the cost of my personal life for the time being. But this
could be a success, as I got continuous support from my guide as well as other officers
&Colleagues.
So, at last I would like to thank my institution for providing me with the opportunity to dosummer training am also grateful to the BSL 100% subsidiary of SAIL for providing me all
the assistance in completing my project.
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INDEX
SERIAL NO. TOPIC PAGE NO.
1 Preface 02
2 Certificate 03
3 Acknowledgement 04
4 Declaration 05
5 Executive summary 06
6 Literature review 07-08
Chapter 1 Introduction Of Sail
y About SAIL
y SAIL as NAVRATNA company
y
Growth of Steel Industry in Indiaand SAIL as a part of India
y SAIL as an integrated steel plant
13-39
Chapter 2 Product Of Bokaro Steel Plant(BSL)
y Primary Product
y Bi-Product
y Marketable scraps and waste
product
40-53
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Chapter 3 Marketing in SAIL (Bokaro Steel Plant)
y Departments of marketing in BSL
y Functions of marketing department
in SAIL (Bokaro Steel Plant)
y Marketing and strategic Planning in
BSL
y CMO (Central marketing
organization)
y Marketing of secondary and bi
product
y Procedure of selling in BSL
y Mode of selling
y E-auction
y Inter house transfer
y Open tender
54-78
Chapter 4 Product Of SAIL (BOKARO STEEL
PLANT)
y About BI PRODUCT and
SECONDARY PRODUCT
79-87
Chapter 5 y Pricing Strategy 88-111
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Chapter 6 y Customer List of BSL
y Customer relationship management
112-119
Chapter 7 y Advertisement and Publicity
y Incentive and Other Schemes
120-126
Chapter 8 y Study and analysis of graphs and
data
y SWOT analysis of BSL
y Research and findings
y Suggestions to BSL
y Conclusion
y Bibliography
127-150
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OBJECTIVE OF STUDY
Project work has certain objective behind it without any proper objective one cannot plan its
implementation. One heads to have properly well defined objective. If the objective of the
study is not proper then the whole research is of no use.
In Bokaro steel plant there is various section of marketing department. Since I have chosen
"Marketing of Secondary Products and By Products in SAIL (Bokaro Steel Plant)."
main objective was:-
³Market study of secondary product and bi products in BSL and how these are marketed´.
Along with this there were some sub objectives:
y To know what secondary product is and what bi products are and to know how these
products are proved as useful assets.
y To know the pricing of secondary product and bi products.
y To study the methods for customer satisfaction by providing proper services.
y To know the use of secondary product and bi products.
y To know the others terms and conditions for marketing of secondary products.
y Prospective buyers of secondary and by products
y Marketing strategies for selling these products
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Chapter 1Introduction of SAIL
y About SAIL (Steel Authority Of India Ltd.)
y SAIL as NAVRATNA company
y Growth of steel industry in India and SAIL as a
part of it
y SAIL as an integrated plant
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ABOUT SAIL
STEEL AUTHORITY OF INDIA LIMITED
With a capacity of 4 million tones, Bokaro is the fourth steel plant in public sector in the
country. The site for the steel works is surrounded by River Damodar on the north, Chas-
Ramgrh road on the south, Garga River on the east & Muri ± Chandrapura railway link on
the west, Bokaro is coal based plant.
Bokaro Steel Plant (BSL) is situated in the coal belt of Eastern India, symbolizes India¶s
advancement in the design engineering & consultation of steel plant. Indian Engineers and
Equipment suppliers have played a major role in its construction making. It is the firstindigenous public sector integrated steel plant in India.
Steel Authority of India Limited (SAIL) is the leading steel-making company in India. It is
a fully integrated iron and steel maker, producing both basic and special steels for domestic
construction, engineering, power, railway, automotive and defense industries and for sale in
export markets.
Ranked amongst the top ten public sector companies in India in terms of turnover, SAIL
manufactures and sells a broad range of steel products, including hot and cold rolled sheets
and coils, galvanized sheets, electrical sheets, structural, railway products, plates, bars and
rods, stainless steel and other alloy steels. SAIL produces iron and steel at five integrated
plants and three special steel plants, located principally in the eastern and central regions of
India and situated close to domestic sources of raw materials, including the Company's iron
ore, limestone and dolomite mines. The company has the distinction of being India¶s
largest producer of iron ore and of having the country¶s second largest mines network. This
gives SAIL a competitive edge in terms of captive availability of iron ore, limestone, and
dolomite which are inputs for steel making. SAIL's wide ranges of long and flat steel
products are much in demand in the domestic as well as the international market. This vital
responsibility is carried out by SAIL's own Central Marketing Organization (CMO) and the
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International Trade Division. CMO encompasses a wide network of 34 branch offices and
54 stockyards located in major cities and towns throughout India. With technical and
managerial expertise and know-how in steel making gained over four decades, SAIL's
Consultancy Division (SAILCON) at New Delhi offers services and consultancy to clients
world-wide.
SAIL has a well-equipped Research and Development Centre for Iron and Steel (RDCIS) at
Ranchi which helps to produce quality steel and develop new technologies for the steel
industry. Besides, SAIL has its own in-house Centre for Engineering and Technology
(CET), Management Training Institute (MTI) and Safety Organisation at Ranchi. Our
captive mines are under the control of the Raw Materials Division in Kolkata. The
Environment Management Division and Growth Division of SAIL operate from their
headquarters in Kolkata. Almost all our plants and major units are ISO Certified.
During struggle for independence, Pt. Jawaharlal Nehru, our first Prime Minister, had a
very clear vision about the role of Steel in the development of our country. Although TATA
Iron & Steel Company (TISCO) has been establishment in 1907 marking the beginning of
Indian Steel Industry followed by Indian Steel Co. (1918), they were too small to meet the
development requirements of a big country like INDIA. Therefore, in the 1st
Industrial PolicyResolution of the Govt., soon after independence, Govt. decided to establish Steel Plants in
Public Sector. However, work could be started at fast pace only in 1954, when Hindustan
Steel Ltd., was formed and three Steel Plants of 1 MT capacity each, were established with
provision of further expansion at Bokaro, Rourkela and Durgapur with assistance from
USSR, West Germany and U.K. respectively.
To improve the functioning of Steel Industry, Govt. decided to form a holding company
during 1972, which was named as Steel Authority of India Ltd., (SAIL) and the same was
incorporated on January 24, 1973, with an authorized capital of Rs. 2000 crore.
SAIL was formed by registration of a company under the companies Act and not by the Act
of Parliament. Govt., decided to abandon the holding company concept in 1978 and a bill
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was presented to the Lok Sabha. Accordingly, SAIL was again recognized in the following
manner.
Hindustan Steel Ltd., Bokaro Steel Ltd., Salem Steel Ltd., SAIL International Ltd., Bokaro
Ispat Ltd., Rourkela Ispat Ltd., Durgapur Mishra Ispat Ltd., wholly owned subsidiaries of
SAIL merged into it and started functioning as Units of SAIL.
MECON, HSCL and NMDC become independent Companies and started functioning under
Ministry of Steel. However, Kiriburu and Meghatuburu Iron Ore Mines were attached with
BSL as their Captive Mines. Bharat Refectories Ltd. also became independent under the
Ministry of Steel and refractory units also came under them.
Thus, SAIL, at present, is having capacity of 10.9 MT of crude steel through its four
integrated Steel Plants, at Bokaro, Bokaro, Durgapur and Rourkela. Two special steel plants
at Durgapur and Salem produce a wide range of alloy and special steels. Marketing of the
products from these plants is done through a country wide distribution network consisting of
a chain of Stock Yards and distribution organization.
Bokaro Steel Plant - the fourth integrated plant in the Public Sector - started taking shape in
1965 in collaboration with the Soviet Union. It was originally incorporated as a limited
company on 29th January 1964, and was later merged with SAIL, first as a subsidiary and
then as a unit, through the Public Sector Iron & Steel Companies (Restructuring &
Miscellaneous Provisions) Act 1978. The construction work started on 6th April 1968. The
Plant is hailed as the country¶s first Swadeshi steel plant, built with maximum indigenous
content in terms of equipment, material and know-how. Its first Blast Furnace started on 2nd
October 1972 and the first phase of 1.7 MT ingots steel was completed on 26th February
1978 with the commissioning of the third Blast Furnace. All units of 4 MT stage have
already been commissioned and the 90s' modernization has further upgraded this to 4.5 MT
of liquid steel.
The new features added in modernization of SMS-II include two twin-strand slab casters
along with a Steel Refining Unit. The Steel Refining Unit was inaugurated on 19th
September, 1997 and the Continuous Casting Machine on 25th April, 1998. The
modernization of the Hot Strip Mill saw addition of new features like high pressure de-
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scalars, work roll bending, hydraulic automatic gauge control, quick work roll change,
laminar cooling etc. New walking beam reheating furnaces are replacing the less efficient
pusher type furnaces.
A new hydraulic coiler has been added and two of the existing ones revamped. With the
completion of Hot Strip Mill modernization, Bokaro is producing top quality hot rolled
products that are well accepted in the global market.
Bokaro is designed to produce flat products like Hot Rolled Coils, Hot Rolled Plates, Hot
Rolled Sheets, Cold Rolled Coils, Cold Rolled Sheets, Tin Mill Black Plates (TMBP) and
Galvanized Plain and Corrugated (GP/GC) Sheets. Bokaro has provided a strong raw
material base for a variety of modern engineering industries including automobile, pipe and
tube, LPG cylinder, barrel and drum producing industries.
People - The moving force
Bokaro Steel values its people as the fulcrum of all organizational activities. The saga of
Bokaro Steel is the story of Bokaroans erecting a gigantic plant in the wilderness of
Chhotanagpur, reaching milestones one after another, staving off stiff challenges in the
liberalized era, modernizing its facilities and innovating their way to the top of the heap.
Directions
Bokaro Steel is working towards becoming a one-stop-shop for world-class flat steel in India.
The modernization plans are aimed at increasing the liquid steel production capacity, coupledwith fresh rolling and coating facilities. The new facilities will be capable of producing the
most premium grades required by the most discerning customer segments. Brand Bokaro will
signify assured quality and delivery, offering value for money to the customers.
WHO OWNS SAIL
SAIL is a public sector undertaking of the Government of India which holds 85.82% of
equity. Other major shareholders are financial institutions with 7.57% stake and individuals
with 3.68% stake.
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THE NEW MILLENIUM
SAIL today is one of the largest industrial entities in India. Its strength has been the
diversified range of quality steel products catering to the domestic as well as the Export
markets and a large pool of technical and professional expertise.
Having achieved the initial goal of laying the foundation for the industrial development of
the country. SAIL took up the new challenge of facing the era of liberalized economy and the
emerging competitive scenario in the steel market. On the eve of entering the new
millennium, SAIL launched its Financial and Business restructuring program. The strategy
for the company is to emerge as the lowest cost producer in the global steel market with its
continuous upgrading of a technology and skill manpower. SAIL is moving up steadily in its
competitiveness in the global market. It has the potential to utilize the opportunities and meet
the needs of demanding customers.
UNITS:-
Central Marketing Organization (CMO), Kolkata.
R&D center for Iron and Steel, Ranchi.
Center for Engineering & Technology, Ranchi.
Raw Material Division, Kolkata.
SAIL Consultancy Division, Delhi.
Environment Management Division, Kolkata.
Central Coal Supply Organization, Dhanbad.
Central Growth Work in Kulti, West Bengal.
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ABOUT ORGANISATION
RDCIS is the corporate R&D Unit of SAIL and is credited with ISO 9001-2000 QMS
certification. It is the premier research organization in the field of ferrous metallurgy in thecountry. RDCIS attempts to provide the SAIL plants with prompt, innovative and cost-
effective R&D solutions; develop and commercialize improved processes and products;
continually enhance the capability of its human resources to emerge as centre of excellence.
The major efforts of RDCIS are directed towards cost reduction, quality improvement and
value addition to products of SAIL plants and providing application engineering support to
SAIL¶s products at customer¶s end. RDCIS also offers its technological services to various
organizations.
The salient features of the Mission of RDCIS entail the following:
Promote originality, foster creativity and expand knowledge base through the pursuit of
carefully selected R&D programmes
Develop RDCIS¶s human resources and facilities to achieve and sustain technological
excellence
Complement SAIL plant¶s efforts to continuously enhance Customer Satisfaction, Quality,
Productivity, Profitability and Marketability of their products
Functions and Duties:-
Project Management
The technological services extended by RDCIS to SAIL plants and units are mainly in the
mode of R&D projects. The spectrum of R&D projects pursued by RDCIS, both at plants/
units as well as in-house, can be categorized as follows: Plant performance Improvement;
Investigation and Consultancy Assignment; Basic and Scientific Research; Equipment &
Instrument Development. The projects so identified, have well defined objectives,
approaches and activities to accomplish the goal. Projects are identified after joint discussion
between plant and RDCIS personnel to provide solutions to identified problems. Work is
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carried out after project is approved by the competent authority in the SAIL plant as well as
RDCIS. Monitoring and review of the projects is done at different levels and mid course
corrections, if any, are also suggested. At the end of the project, the outcome of the work is
well documented after concurrence from the customer who is also partner in the innovation.
The implementation of the innovations is also pursued.
HUMAN RESOURSE
RDCIS is a knowledge-based organization and therefore, human resource is its prime
resource. Development of adequate and appropriate human resource is a constant Endeavour
in the organization. The selection of personnel aims at achieving a right mix in terms of
expertise, specialization and experience.
LABORATORY FACILITIES
Since RDCIS provides solutions in all aspects of iron and steel technology, the Centre has
developed a fully fledged laboratory with state-of-art equipment starting from raw material
characterization to finished product evaluation. The Centre strives to constantly modernize its
facilities and infrastructure that will provide a cutting edge to its research capabilities.
TECHNOLOGY DISSEMINATION
RDCIS organizes Technology Awareness Programmes to enhance the knowledge base and
potential of SAIL engineers and technologists, especially those working on the shop floor, by
sharpening their skill to enhance, analyse and solve technological problems. These
programmes cover a wide range of topics dealing with different technology areas in the steel
plants.
PRODUCT DEVELOPMENT One of the prime focus areas at RDCIS involves development of new products with special
quality attributes. These products are developed in SAIL plants with existing facilities and
subsequently promoted and commercialised through product application and marketing
efforts. The thrust on product development enables the Company to achieve greater market
penetration and share.
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TECHNOLOGY MARKETING
RDCIS offers technological services to various organizations in the form of Know-how
transfer of technologies developed by RDCIS, consultancy services, specialized testing
services, and contract research. This helps to establish credibility of the Centre as a
knowledge centre besides generating revenue through external earnings.
INTELLECTUAL CAPITAL
In the current competitive market scenario, it has become important to protect the
innovations resulting from R&D pursuits. This is being accomplished at RDCIS by filing
patents and copyrights under Intellectual Property Rights Act. Enlargement of intellectual
capital base is constantly encouraged in the Centre.
PERIPHERAL DEVELOPMENT
RDCIS considers it important to extend help to economically backward group of persons
living in the society as part of its corporate social responsibility. RDCIS plans and executes
schemes under its peripheral development programme so that help can reach the
economically backward strata including children, women, physically handicapped and the
downtrodden.
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SAIL AS A NAVRATNA COMPANY
The tag of a the NAVRATNA company is the most prestigious achievement for anycompany and organization. This is given to only those company who had made anyachievement in their field and is considered as the pride for the country. And SAIL is one of them who had made its own landmark in the production of steel and has mobilized thegrowth of the country. This is surely as a landmark for the success and the achievement for
any organization.But there are certain criteria on the basis of which a company is considered as NAVRATNAcompany and these are defined by some of the most prestigious and honored authority.
What is NAVRATNA Company?
Originally, the term Navratna meant a talisman or ornament composed of nine preciousgems. Later, this symbology was adopted in the courts of King Vikramaditya and the Mughalemperor Akbar, where the Navaratnas were a group of nine extraordinary men in their
respective courts.
The Navratna status is offered to PSEs, which gives a company enhanced financial andoperational autonomy and empowers it to invest up to Rs. 1000 crore or 15% of their networth on a single project without seeking government approval. In a year, these companiescan spend up to 30% of their net worth not exceeding Rs. 1000 cr. They will also have thefreedom to enter joint ventures, form alliances and float subsidiaries abroad.
Navratna status is conferred by Department of Public Enterprises. To be qualified as a Navratna, the company must obtain a score of 60 (out of 100). The score is based on six
parameters which include net profit to net worth, total manpower cost to total cost of production or cost of services, PBDIT (Profit Before Depreciation, Interest and Taxes) tocapital employed, PBDIT to turnover, EPS (Earning Per Share) and inter-sectoral performance. Additionally, a company must first be a Miniratna and have four independentdirectors on its board before it can be made a Navratna
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The list of Navratna company in India are as follows:
1. Bharat Electronics Limited2. Bharat Heavy Electricals Limited3. Bharat Petroleum Corporation Limited4. Coal India Limited5. GAIL (India) Limited6. Hindustan Aeronautics Limited7. Hindustan Petroleum Corporation Limited8. Indian Oil Corporation Limited---Maharatna category company now9. Mahanagar Telephone Nigam Limited10. National Aluminium Company Limited
11. NMDC Limited12. NTPC Limited---Maharatna category company now13. Oil and Natural Gas Corporation Limited----Maharatna category company now14. Oil India Limited15. Power Finance Corporation Limited16. Power Grid Corporation of India Limited17. Rural Electrification Corporation Limited18. Shipping Corporation of India Limited19. Steel Authority of India Limited---Maharatna category company now
In 2009, the government established the Maharatna status, which raises a company's
investment ceiling from Rs. 1,000 crore to Rs. 5,000 crore. The Maharatna firms wouldnow be free to decide on investments up to 15 per cent of their net worth in a project.Earlier, the Navaratna companies could invest up to Rs 1,000 crore without governmentapprovals.
Criteria for Maharatna company:
y Three years with an annual net profit of over Rs. 5,000 crorey Net worth of Rs. 15,000 crorey Turnover of Rs. 25,000 crore
Govt. of India has approved Maharatna status for NTPC,ONGC,IOC and SAIL ref:Times of India report dated 21 May 2010 and with the fast growing industrialization many companiessoon will get this designation.
A navratna PSU is a Public Service Undertaking (PSU) that has been granted navratna status by the Indian Department of Public Enterprise.
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The following paragraphs excerpted from "Discover It" (see link, below) explain navratnastatus further:
"To be qualified as a Navaratna, the company must obtain a score of 60 (of the total 100).
The score is based on six parameters which include net profit to net worth, total manpower cost to total cost of production or cost of services, PBDIT (Profit Before Depreciation,Interest and Taxes) to capital employed, PBIT to turnover, EPS (Earning per share) and inter-sectoral performance. Additionally, a company must first be a miniratna and must have four independent directors on its board before it can be made a navaratna.
"The navaratna status will empower a company to invest up to Rs. 1000 cr or 15% of their net worth on a single project without seeking government approval. In a year, thesecompanies can spend up to 30% of their net worth not exceeding Rs. 1000 cr. They will alsohave the freedom to enter joint ventures, form alliances and float subsidiaries abroad."
SAIL as Navratna Company:
Steel Authority of India Ltd (SAIL) has issued an internal communication to its employees
which states that workers with chronic ailments, habitual absentees and those with low
productivity should opt for its voluntary retirement scheme (VRS). It states that employees
may have to be transferred to different parts of the country in the interests of the company
and those who do not wish to get transferred should opt for VRS. The VRS has been
introduced for a six-month period ending on August 31, 1998. SAIL has to reduce its
workforce of about 1.86 lakh by 60,000 in the next 4-5 years to ensure its survival.
The government has appointed three non-official directors on the board of the public sector
undertaking, the Steel Authority of India (SAIL) according it the Navratna status. Those
appointed by the government include, Mr Dipankar Basu, former chairman of the State Bank
of India, Mr YRK Reddy, human resources consultant, and Mr Parvinder Singh, chairman of
Ranbaxy. The constitution of the Navratna board confers autonomy on SAIL. SAIL can now
autonomouosly decide on setting up of joint ventures, wholly- owned subsidiaries, strategic
alliances and undertake organisational and personnel restructuring. SAIL plans to exit fromnon-core areas and undertake financial restructuring.
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GROWTH OF STEEL INDUSTRY IN INDIA AND SAIL AS A
PART OF IT
India has traditionally been one of the major producers of steel in the world. Till the 1990s
the steel industry of India was regulated and controlled by government policies. After the
economic reforms of the early 1990s, the Indian steel industry has evolved significantly to
conform to global standards.
India has set a vision to be an economically developed nation by 2020. The steel industry is
expected to play a major role in India's economic development in the coming years. The steel
industry of India has a very high growth potential and is expected to register significant
growth in the coming decades. India is expected to emerge as a strong force in the global
steel market in coming years.
The two major aspects that are expected to play a significant role in the growth
of the steel industry in India are -
Abundant availability of iron ore in the country
The country has well established facilities for steel production.
Steel production in India has grown from 17 MT in 1990 to 36 MT in 2003. It is
expected that by 2011, the steel production in India will grow to 66 MT.
The major sectors where consumption of steel is expected to grow in thecoming years are -
Construction
Housing
Ground transportation
Hi-tech engineering industries such as power generation, petrochemicals, fertilizers
The current scenario of the Indian steel industry indicates that there is huge growth potential
in this industry. The per capita-consumption of steel in India, according to latest available
estimates, is only 29 kg. This is much less compared to the global average of 140kg. The per
capita consumption level of developed nations like the United States of America is 400kg. In
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this respect, one of the major initiatives that need to be taken is to focus on increasing the
consumption of steel in the rural areas of India. The potential for the growth of consumption
of steel in the rural areas of India for purposes like rural housing, rural infrastructure, etc is
high which needs to be tapped efficiently.
In order to realize the growth potential in the steel industry of India, it is essential to ensure
that the industry can remain competitive. One of the major aspects in this regard is the
availability of inputs. Shortage of inputs like coke has led to increase in costs earlier.
Moreover proper infrastructure facilities like transport infrastructure, power etc are of prime
importance in maintaining the competitiveness of the industry.
Most developed countries have regulations that are aimed to protect the domestic steel
industry. The Indian steel industry has comparatively much lesser protection through
regulations. Proper regulatory measures should be adopted by the government to protect the
domestic steel industry.
Steel Industry in India is on an upswing because of the strong global and domestic demand.
India's rapid economic growth and soaring demand by sectors like infrastructure, real estate
and automobiles, at home and abroad, has put Indian steel industry on the global map.
According to the latest report by International Iron and Steel Institute (IISI), India is the
seventh largest steel producer in the world.
The origin of the modern Indian steel industry can be traced back to 1953 when a contract for
the construction of an integrated steelworks in Rourkela, Orissa was signed between the
Indian government and the German companies Fried Krupp und Demag AG. The initial plan
was an annual capacity of 500,000 tonnes, but this was subsequently raised to 1 million
tonnes. The capacity of Rourkela Steel Plant (RSP), which belongs to the SAIL (Steel
Authority of India Ltd.) group, is presently about 2 million tonnes. At a very early stage the
former USSR and a British consortium also showed an interest in establishing a modern steel
industry in India. This resulted in the Soviet-aided building of a steel mill with a capacity of
1 million tonnes in Bhilai and the British-backed construction in Durgapur of a foundry
which also has a million tonnes capacity.
The Indian steel industry is organized in three categories i.e., main producers, other major
producers and the secondary producers. The main producers and other major producers have
integrated steel making facility with plant capacities over 0.5 million tonnes and utilize iron
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ore and coal/gas for production of steel. The main producers are Tata Steel, SAIL, and RINL,
while the other major producers are ESSAR, ISPAT and JVSL. The secondary sector is
dispersed and consists of: (1) Backward linkage from about 120 sponge iron producers that
use iron ore and non-coking coal, providing feedstock for steel producers; (2) Approximately
650 mini blast furnaces, electric arc furnaces, induction furnaces and energy optimizing
furnaces that use iron ore, sponge iron and melting scrap to produce steel; and (3) Forward
linkage with about 1,200 re-rollers that roll out semis into finished steel products for
consumer use.
OUTLOOK
The outlook for Indian steel industry is very bright. India's lower wages and favorable energy
prices will continue to promise substantial cost advantages compared to production facilities
in (Western) Europe or the US. It is also expected that steel industry will undergo a process
of consolidation since industry players are engaged in an unfettered rush for scale. This is
evident from the recent acquisition of Corus by Tata. The deployment of modern production
systems is also enabling Indian steel companies to improve the quality of their steel products
and thus enhance their export prospects.
GLOBAL SCNARIO
y In 2007 the World Crude Steel output reached 1343.5 million metric tons and showed
a growth of 7.5% over the previous year. It is the fifth consecutive year that world
crude steel production grew by more than 7%. (Source: IISI)
y China remained the world¶s largest Crude Steel producer in 2007 also (489.00 million
metric tons) followed by Japan (112.47 million metric tons) and USA (97.20 million
metric tons). India occupied the 5 th position (53.10 million metric tons) for the
second consecutive year. (Source: IISI)
y The International Iron & Steel Institute (IISI) in its forecast for 2008 has predicted
that 2008 will be another strong year for the steel industry with apparent steel use
rising from 1,202 million metric tonnes in 2007 to 1,282 million metric tonnes in
2008 i.e. by 6.7%. Further, the BRIC (Brazil, Russia, India and China) countries will
continue to lead the growth with an expected increase in production by over 11%
compared to 2007.
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DOMESTIC SCENARIO
y The Indian steel industry have entered into a new development stage from 2005-06,
riding high on the resurgent economy and rising demand for steel. Rapid rise in
production has resulted in India becoming the 5th largest producer of steel.y It has been estimated by certain major investment houses, such as Credit Suisse that,
India¶s steel consumption will continue to grow at nearly 16% rate annually, till 2012,
fuelled by demand for construction projects worth US$ 1 trillion. The scope for
raising the total consumption of steel is huge, given that per capita steel consumption
is only 40 kg ± compared to 150 kg across the world and 250 kg in China.
y The National Steel Policy has envisaged steel production to reach 110 million tonnes
by 2019-20. However, based on the assessment of the current ongoing projects, both
in Greenfield and Brownfield, Ministry of Steel has projected that the steel capacity
in the county is likely to be 124.06 million tonnes by 2011-12. Further, based on the
status of MOUs signed by the private producers with the various State Governments,
it is expected that India¶s steel capacity would be nearly 293 million tonne by 2020.
y
PRODUCTION
y Steel industry was deli censed and decontrolled in 1991 & 1992 respectively.
y Today, India is the 7th largest crude steel producer of steel in the world.
y In 2008-09, production of Finished (Carbon) Steel was 51.28 million tons .
y Production of Pig Iron in 2008-09 was 25.9 Million Tonnes.
y The share of Main Producers (i.e. SAIL, RINL and TSL) and secondary producers in
the total production of Finished (Carbon) steel was 33% and 67% respectively during
the period 2008-09.
y
Last 5 year's production of pig iron and finished (carbon) steel is given below
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Sail as an integrated steel plant
BOKARO STEEL PLANT
India¶s largest flat steel producer in the public sector, Bokaro Steel Plant (BSL) was designed
to produce flat products like Hot Rolled Coils/Plates/Sheets, Cold Rolled Coils/Sheets, Tin
Mill Black Plates and Galvanised Plain/Corrugated Sheets (GP/GC). Bokaro¶s world class
hot rolled products enjoy excellent acceptance in the international market.
With a saleable steel production capacity of 4.5 millions tones, the plant has been
modernized with continuous casting facilities and has been operating above rated capacity for
the last two years. It is also equipped with a state ±of- the-art Hot strip Mill that produce
quality steels of international standards. A range of special steel products like DMR 249A, E-
460/500/550, IS-8500 Fe540B, SAILCOR, SAILPROP, SAILMEDSi, SAILRIM, API grade
steel, HRNO, SAILMA,WTCR,BSL-46 for auto sector etc., have been introduced after
mordernisation. The plant¶s Steel melting shop, continuous casting shop, slabbing Mill, Hot
strip Mill, Hot Rolled Coil Finishing and Cold Rolling Mill complex are accredited to
ISO9001:2000 QMS standards. The coke and iron zone will also be brought under the fold of
the ISO system before the end of this financial year.
BHILAI STEEL PLANT
Five-time winner of the Prime Minister¶s Trophy for Best Integrated Steel Plant in the
country. Bhilai Steel Plant (BSP) is a major producer of rails, heavy and wide (up to 3600
mm) steel plates as well as structurals. With an annual production capacity of 3.153 MT of
saleable steel, the plant also specializes in other items such as wire rods and merchants
products, including TMT bars and rods branded SAIL-TMT. Facilities for production of long
rails have been installed at the plant¶s Rail & Structural¶s Mill with capabilities enhanced to
produce rails in rolled lengths of 80 meter and welded panels up to 260 meters.
Since BSP is accredited with ISO9001:2000 Quality Management System standards, all
saleable products of the plant come under the ISO umbrella. BSL¶s Plate Mill, Dalli
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Mechanised Mines, Rail Mill, Steel Melting Shop 1, Wire Rod Mill and Merchant Mill have,
in addition, received ISO14001:1996 certification for their Environment Management
Systems.
DURGAPUR STEEL PLANT
Durgapur steel plant (DSP) with a saleable steel capacity of 1.586 million tonnes produces
medium structurals, merchant products, scalp and continuously cast billets. Its extra high
strength thermo mechanically treated Bars, branded sales TMT, have proven market
acceptability, DSP is also a major producer of railway producer like forged wheels and axels.
The modernized plant is equipped with state of the art of the technology for quality steel
making. DSP¶s primary areas comprising
Raw Materials Handling Plant, Sinter Plant, Coke Oven & Coal Chemicals, Blast Furnaces &
Steel Melting Shop and entire mills zone consisting of Blooming and Billet Mills, Merchant
Mills , Skelp Mills, Wheel & Axle Plant and various other facilities are covered under
ISO9001:2000 quality assurance certification.
ROURKELA STEEL PLANT
India¶s first integrated steel plant in the public sector, Rourkela Steel Plant (RSP) is a major
producer of diversified range of sophisticated steel products, including plate mill plate, HR
Plate/Coils, CR Sheets/Coils, Galvanized Plain/Corrugated Sheets/Coils, Pipes & Spiral
Weld Pipes, Electrolytic Tinplates and Silicon Steel Sheets. With a saleable steel production
capacity of 1.671 million tones, RSP was the first plant in India to incorporate LD
technology of steel making. It is the first steel plant in the SAIL family to produce 100% of
steel through the cost effective and quality centered continuous casting route. RSP is also the
only plant in SAIL to produce silicon steel for the power sector, high quality pipes for the oil
& gas sector and tinplates for the packaging industry. Almost all major units of the plant are
covered under the ISO9001:2000 certification with silicon steel mill and sinter plant-II being
awarded ISO14001:1996 for Environment Management. The plants Plate Mill is also being
brought under ISO14001:1996.
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RSP now has in its fold the central Power Training Institute (CPTI) which has facilities to
impart training in operation and maintenance of power plants and power distribution systems.
CPTI is recognized by the Central Electricity Authority, Govt. of India for conducting such
training.
MAJOR UNITS OF SAIL
STEEL PLANTS
1. Bokaro Steel Plant (BSL) in Jharkhand
2. Durgapur Steel Plant (DSP) in West Bengal3. Rourkela Steel Plant (RSP) in Orissa
4. Bhilai Steel Plant (BSP) in Chhattisgarh
SPECIAL STEEL PLANTS
1. Alloy Steel Plant (ASP) in West Bengal
2. Salem Steel Plant (SSP) in Tamil Nadu
3. Visvesvaraya Iron & Steel Plant (VISL) in Karnataka
SUBSIDIARIES
1. Indian Iron & Steel Company Limited (IISCO) in West Bengal
2. Maharashtra Electro smelt Limited (MEL) in Maharashtra
Management Training Institute (MTI) at Ranchi, Jharkhand
Central Power Training Institute (CPTI) at Rourkela, Orissa
SAIL Safety Organisation (SSO) at Ranchi, Jharkhand
Environment Management Division (EMD) at Kolkata, West Bengal
Growth Division (GD) at Kolkata, West Bengal
Central Coal Supply Organisation (CCSO) at Dhanbad, Jharkhand
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SPECIAL STEEL PLANTS
ALLOY STEELS PLANT
The pioneer in the area of alloy and special steels production in India, Ally Steels Plant(ASP) was specially designed for casting special steels like Austenitic and Ferritic stainless
steel and a variety of non stainless steels, including bullet proof steel. ASP has one slab-cum-
t ASP has the capacity to produce slabs, Blooms, Bars, Plates and Forged items of over 400
grades in a wide range of sizes, totaling 1.78 lakh tones of saleable steel annually. Among the
value added items produced by the plant are CRM rolls, concast rollers, crane wheels,
springs, hammers grate bars, hot saw blade, shear blade, bright bars, stainless steel liner
plate, etc. ASP also supplies import substitution items to many customers through established
conversion agents. The entire plant is certified to ISO9001:2000 standards.
SALEM STEEL PLANT
Certified for ISO9001:2000 Quality Assurance and ISO 14001:1996 Environmental
Management Systems, Salem Steel Plant (SSP), is one of India¶s leading producers of quality
stainless steels. The plant is capable of rolling 186200 tonnes of hot rolled carbon/stainless
steel flat products and 70000 tonnes of cold-rolled stainless steel sheets/coils annually. SSP¶s
products, branded µSalem Stainless¶ are well accepted in the domestic and international
markets.
The plant has gone beyond its designed capacity in producing thinner gauges and supplies
value-added 0.13 mm thick stainless steel, as well as hot rolled carbon steel in thickness of
1.5, 1.4 and1.25 mm. In hot rolled special grade carbon steel, SSP¶s boiler quality steel
requires special mention. The plant also supplies LPG grade IS: 6240 steel in sheet form. The
plant has developed new applications of its products viz. LPG tanks for automobiles,
stainless steel ceiling fans, corrugated sheets, water tanks, etc.
SSP¶s Blanking Line has an annual capacity to produce 4000 tonnes of ferritic grade coin
blanks or 3600 tonnes of utility blanks. One rupee, 50p and 25p coins are minted from the
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blanks supplied by SSP to the Govt. Mints in Noida, Mumbai, Kolkata and Hyderabad. The
plant also supplies ferritic stainless steel strips to Govt. Mints.
Industrial segment using µ Salem Stainless µ include hi-tech areas like atomic power stations,
heavy engineering, chemicals & fertilizers, railways, automobile, construction, dairy & food
processing, bulk solid handling, power, etc.
VISVESVARAYA IRON & STEEL PLANT
Visvesvaraya Iron & Steel Plant (VISL), which applies ISO 9001:2000 Quality Management
System, has infrastructure facilities to produce over 700 grades of high quality hot rolled and
forged alloy and special steel products through Blast Furnace-Basic Oxygen Furnace-Ladle
Refining Furnace-Vacuumed Degassing ± Ingot/Continuous cast (with Electro Magnetic
Stirrer), Rolling Mills, Hydraulic Forging Press and Horizontal Long Forging Machine. It has
an installed capacity of about 205000 tonnes of hot metal 130000 tonnes of saleable steel.
SUBSIDIARIES
INDIAN IRON & STEEL COMPANY LIMITED
The Indian Iron & Steel Co. ltd. (IISCO), originally in the private sector, became a
subsidiary of SAIL in 1977. The integrated steel plant in Burnpur has the capacity to
produce 426,000 tonnes of saleable steel and 254,000 tonnes of pig iron annually. IISCO
also has captive collieries at Chasnalla, Jitpur and Ramnagore. Its mines at Gua, Chiria
and Manoharpur is considered to have Asia¶s largest reserves of iron ore. The productions
facilities of Burnpur are currently being augmented under a plan approved by the Govt. Steps
have been initiated to merge IISCO with SAIL.
IISCO produces a range of steel structural¶s and special sections as well as pig iron. The
plant pioneered the production of center-sill-Z section used in the fabrication of wagons
and Z type sheet pilling section used in the construction of barrages, bridge foundations
and other projects and colliery Arch section used for roof support in the collieries.
IISCO¶s Merchant & Rod Mill is equipped with ISO 9001:2000 certification.
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Major Business Units (Commerce junction and Metal junction) so as to independently focus
on:
Specific Requirements of Clients/Customers
Specific procedures for both the functions
Knowledge and Information management for the two functions
OTHER UNITS OF SAIL:
RAW MATERIAL DIVISION
The Raw Material Division (RMD) was formed in 1989 with headquarters in Kolkata for
management of all the captive mines of the SAIL steel plant in the eastern sector. This has
enabled rationalization of raw material supply to the different plants in the region and
achievement of systematic reduction in purchase of iron ore from non-captive sources.
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Presently, RMD manages five iron ore mines in Jharkhand and Orissa, and four limestone
and dolomite queries in Madhya Pradesh, Jharkhand and Orissa.
RMD is planning to expand capacity in view of the enhanced production plans of the steel
plants and cope with the requirement of high quality iron ore. The lime stone queries under
RMD are located at Kuteshwar, Purnapani and Bhawnathpur. Dolomite quarry is at
Tulsidamar.
RMD has centralized workshop at Bolani for repair/overhauling of engines & transmission of
heavy earthmoving machinery operating at the mines.
Iron Ore Mines
Mines State Annual capacity(MT)
Kiriburu Jharkhand 4.25
Meghahatuburu Jharkhand 4.30
Bolani Orissa 3.00
Barsua Orissa 2.01
Kalta Orissa 1.15
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Besides the above, RMD has three customer service office at Rourkela, Durgapur and
Bokaro for coordination with the steel plants. Two liaison offices are also maintained at
Bhubaneswar and New Delhi for better coordination with government agencies and other
statutory authorities.
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Chapter 2
Products of Bokaro Steel Plant( BSL)
y Main product
y Bi product
y Marketable scrap and waste materials
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Main product or Primary product
HR coils and sheet:
Hot Rolled Coils Sheets
Rationalized sizes of Hot Rolled Coil
Thickness (mm) Width (mm) 1.6 930, 940, 960, 1040, 1130 1.8 930, 940, 960, 1040, 1130, 1160,1250 2.0, 2.2 930, 940, 960, 1000, 1020, 1040, 1130, 1160, 1250, 1310, 1400, 1420 2.5, 2.8 930, 940, 960, 1000, 1020, 1040, 1130, 1160, 1250, 1310, 1400, 1420, 1425 3.1, 3.5, 3.8 930, 940, 960, 1000, 1040, 1130, 1160, 1250, 1310, 1400, 1420, 1425 4.3, 4.6, 930, 940, 960, 1000, 1040, 1130, 1160, 1250, 1310, 1400, 1420, 1425, 1550 4.8 930, 1000, 1040, 1130, 1250, 1310, 1400, 1420, 1425 5 930, 1000, 1040, 1130, 1250, 1310, 1370, 1400, 1420, 1500, 1550, 1730, 1829 5.1 930, 1000, 1040, 1130, 1250, 1310, 1370, 1500, 1550, 1730, 1829 5.6, 6
930, 1000, 1040, 1130, 1250, 1310, 1370, 1400, 1420, 1500, 1550, 1730, 1829
6.2, 7, 8, 8.6, 9.2, 10 930, 1000, 1040, 1130, 1250, 1310, 1370, 1400, 1420, 1550, 1730, 1829 11,12,14,16 1040, 1130, 1250, 1310, 1370, 1400, 1420 1550, 1730
Coils can also be supplied in 1830 mm width and other sizes. Inner diameter of coils: 850 mmOuter diameter of coils: 2300 mm (max)Coil weight: 29 tones max.
Rationalized sizes of Hot Rolled Sheets
Thickness Width (mm) Length (mm) 2.00 mm (14G) 1000, 1100, 1250 2500 2.50 mm (12G), 2.90mm, 3.15 mm (10G), 3.55 mm (9G), 4.00 mm (8G)
1000, 1100, 1250, 1400 2500, 4000, 4500
Thickness and width tolerances are as per IS 1852/ 1985. Closer tolerances can also besupplied on demand.
Packaging: Bare bundles with cross-wise steel strip. Packet weight: 7 - 18 tonnes. Marking: Paint marked on the top sheet of the bundle OR Sticker /label on top sheet of bundle with required details.
Common Grades for Hot Rolled Coils and Sheets: IS 10748/1995 grades I, II, III, IS 5986/1992 Fe 410, 510, API 5L grades A, B, X42, X46, X52, X56, X60, X65, SAIL-
WTCR, IS 11513/1985 grades O, D, DD, EDD, IS 1079/ 1994 grades O, D, DD, EDD, IS2062/ 1999, Medium Carbon Strapping Steel, MC-11, C-30, 40, 50, Medium SiliconElectrical Steel, IS 6240/1999, SAILMA, IS 2062 grades B, C, IS 5986/1992 Fe 330, 360, 410, 510, SAILRIM, E-34, E-38, SAPH 440, IS 2062/1999 Grade B with copper, SAILCOR / IRSM-41, IS 8500/1992, SAE 1020, SAE 1012, SAE 1541.
Plates:
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Rationalised sizes of HR Plates
Thickness Width (mm) Length (mm) 5, 6, 7, 8, 10 1000, 1100, 1250, 1400, 1500,
1600, 1700, 1800 4500, 5000, 5600, 6300, 8000
N
ote: Each piece cannot be inspected on both sides. T
he top can be seen in runningcondition.
Plates manufactured by Bokaro Steel Plantas per following specifications
IS 2062/ 1999 Grades B, C; SAILMA 300HI/350HI; E38/ E34;IS 8500/ 1992; SAILCOR/ IRSM-41; BSK-46
C R Coils and sheets:
Cold Rolled Coils and Sheets
Rationalised sizes of CR Coils
Thickness (mm) Width (mm)
0.27, 0.30, 0.35 900, 905, 910, 914, 920
0.40, 0.45 900, 905, 910, 914, 920, 1000, 1005, 1010, 1020
0.5 900, 905, 910, 914, 920, 1000, 1005, 1010, 1020, 1105, 1120
0.55, 0.58 900, 905, 910, 914, 920, 1000, 1005, 1010, 1020, 1105
0.60 900, 905, 910, 914, 920, 1000, 1005, 1010, 1020, 1100, 1105, 1120
0.63 900, 905, 910, 914, 920, 1000, 1005, 1010, 1020, 1100, 1105, 1120, 1219, 1250, 1270
0.70 900, 905, 910, 914, 920, 1000, 1005, 1010, 1020, 1105, 1219, 1250, 1270
0.8, 0.9 900, 914, 920, 1000, 1020, 1120, 1219, 1250, 1270, 1420
1.00 900, 914, 920, 1000, 1020, 1120, 1219, 1250, 1270, 1320,
1420, 1520, 1580 1.25,1.50, 1.60, 1.85
900, 914, 920, 1000, 1020, 1120, 1219, 1250, 1270, 1320, 1420, 1520, 1580, 1620
2.00 900, 914, 920, 1020, 1120, 1219, 1250, 1270, 1320, 1420, 1520, 1580, 1620
Bitumen Size
0.63 876, 896, 1120
Barrel Size
0.9 914, 920, 1225, 1320
1, 1.2, 1.25 914, 920, 1225, 1320, 1580
Coil outer diameter : 2200 mm, maximum.
Coil internal diameter: 510 mm (for 0. 50 m and below, and for 0.63 mmfor width up to 1020 mm) and 600 mm (for others). Coil weight: 6 -23 tonnes (as per size)
Tolerance as per IS - 513/1994 Common Grades: IS 513/ 1994 (O, D, DD & EDD), IRSM 41, SAILCOR, SAILRIM, HSCR - I&II.
Bokaro Steel Plant also produces cold rolled coils and sheets to thefollowing foreign specifications : ASTM A 568/ 366, BS-1449-Pt-1, JIS G 3141 SPCC/CD, DIN-1263 St 12.03 or equivalent, if sufficient orders are available.
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Rationalised sizes of Cold Rolled Sheets
Thickness ( mm) Width ( mm ) Length (mm ) 0.60, 0.63, 0.70 900, 1000, 1100, 1250 2000, 2500, 3000, 3600
0.80, 0.90 900, 1000, 1100, 1250, 1400
2000, 2500, 3000, 3600
100, 1.25, 1.50, 1.60, 1.85, 2.00
900, 1000, 1100, 1250, 1400, 1500
2000, 2500, 3000, 3600
Barrel Size
1.0, 1.25 915, 920 1815
1.0,1.25 1315, 1320 1970, 2000
Common Grades: IS 513/ 1994, IRSM 41, SAILCORCR coils /sheets are supplied in oiled condition as per customers'requirements.
Tolerance as per IS - 513/ 1994.
Packaging: CR Coils Coils are first packed with paper and high-density polythene and thensecured with steel strapping. A coil is strapped with three eye and twocircumferential straps. For identification, one sticker and one metallictag with a sticker are provided. These are then loaded into wagonswith the eye of the coil in horizontal position. Straps again unitisethem.
Packaging: CR Sheets These are packed in packets of 3 - 10 tonnes each and covered withhigh density polythene and paper. Thereafter, these are bound withsteel straps. They also have stickers inside the packets and metal tags
attached to the strips.
Tolerances as per IS 513/ 1994Tolerance on Thickness of Sheets
Tolerance on Thickness for different widths
Nominal thickness
mm
Up to 1250 mm Above
1250Up to1600mm
Above
1600mm
Up to 0.25 ± 0.03
Above 0.25 up to0.40
± 0.04
Above 0.40 up to
0.60
± 0.05 ± 0.06
Above 0.60 up to0.80
± 0.06 ± 0.07 ± 0.08
Above 0.80 up to1.00
± 0.08 ± 0.09 ± 0.10
Above 1.00 up to1.25
± 0.09 ± 0.10 ± 0.12
Above 1.25 up to1.60
± 0.11 ± 0.12 ± 0.14
Above 1.60 up to2.00
± 0.12 ± 0.14 ± 0.16
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Tolerance on Width of Sheets Width of Sheets Tolerance
Up to 1250 mm + 7, - 0
Above 1250 mm + 10, - 0
Tolerance on Length of Sheets Length of Sheets Tolerance
Up to 2000 mm + 15, -0
Above 2000 mm + 0.75% of length, - 0
Applications Specification Size Application
Full hard IS 513 O
un-annealed
0.27 to 0.60 mm
thickness
Coated Sheets
SAILNOXIS 513 O (Sk)/ D(K)
Bitumen and Barrel sizes Packaging
SAILPRESSIS 513 D/ DD/ EDD
All sizes Automobile
IS 513 O (Sk)/ D
(K)
0.8 to 2 mm thickness Precision tubes
SAILCOR 0.63 to 2 mm thickness Railway wagons
IS 513 O/ D withCu
0.63 to 2 mm thickness Corrosion resistanceapplications
SAILR IM 0.56 to 0.9 mm thickness Cycle manufacturing
IS 513 O, D, DD(K),EDD (K)
0.8 to 2 mm Household appliances
HSCR All sizes High strength applications infurniture and industrial storage
IS 513 O (Sk), D(Sk)
All sizes Fabrication
GP Sheets and Coils and GC Sheets:
Galvanised Plain Sheets and Coils Galvanised Corrugated Sheets
Galvanised steel sheets / coils are Zinc coated Cold Rolled sheets / coils as per IS 513/ 1994 (O and D grades) as per customers' requirements.
Rationalised sizes of Galvanised Plain Coils
Thickness (mm ) Width (mm) 0.3, 0.35, 0.4, 0.45 900, 1000 0.5, 0.55, 0.6 900, 1000, 1100 0.63, 0.8, 1, 1.25, 1.4, 1.6 900, 1000, 1100, 1200, 1220
Rationalised sizes of Galvanised Plain Sheets
Thickness (mm) Width (mm ) Length (mm) 0.3, 0.35, 0.4, 0.45 900, 1000 2500, 3000 0.5, 0.55, 0.6 900, 1000, 1100 2500, 3000 0.63, 0.8, 1, 1.25, 1.4, 1.6 900, 1000, 1100, 1200, 1220 2500, 3000
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Width 1250 mm can be supplied on negotiation
Rationalised sizes of Galvanised Corrugated Sheets
Thickness (mm) Width (mm ) Length (mm) 0.3, 0.35, 0.4, 0.45, 0.5, 0.55, 0.6, 0.63, 0.8, 1, 1.25, 1.4, 1.6
800, 880, 885 2500, 3000, 3600
Packet Weight of GP/GC Sheets
Thickness (mm) Width (mm ) Length (mm) BSL 5 - 11 tonnes 5 -11 tonnes
Special Coated Products from BSL (i) Galbo GP coils: Base Material is CRCA Grade 'D' (Sk) which is Skin Passed andstretcher levelled. Sheets will have normal spangles.
(ii) Galbo MSS GP coils: The base material is same as in (i). Sheets will have virtually noobservable spangles.
Various zinc coatings available from BSL as per Specification IS277/1992 areas follows
Class of coating Zinc wt (gm/ m2)
CL IV 275 CL V 220 CL VI 200 CL VII 180 CL VIII 120
GP / GC Sheets from Bokaro Steel Plant are supplied under the brand name
"SAIL JYOTI".
Applications
Material Application GP AC ducts, coolers, storage bins, auto sector, trunk, bucket, ice box GC Roofing
HOT ROLLED COILS, SHEETS AND SKELP
Hot rolled coils, sheets and scalp (narrow coil), are
the largest product category of the company in terms
of both sales volume and revenue. Hot rolled coils
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are primarily used for making pipes and have many direct industrial and manufacturing
applications, including the construction of tanks, railway cars, bicycle frames, ships,
engineering and military equipment and automobile and truck wheels, frames and body parts.
Hot rolled coils are also used as feedstock for cold rolling mills where they undergo further
processing. Hot rolled coils are also delivered to the company's own cold rolling mills and
silicon sheet mill and pipe plant in a wide range of widths and thicknesses as the feedstock
for higher value-added steel products. The company is the largest producer of hot rolled
coils, sheets and scalp in India.
SEMI-FINISHED PRODUCTS
The company produces semi-finished products,
including blooms, billets and slabs, which are
converted into finished products in the company's
processing plant and, to a lesser extent, sold to re-
rollers for conversion to finished products.
PLATES
Steel plates are used mainly for the manufacture of
bridges, steel structures, ships, large diameter pipes,
storage tanks, boilers, railway wagons and pressure
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vessels. The company also produces weatherproof steel plates for the construction of railcars.
The company is currently the largest producer of steel plates in India with a domestic market
share of more than 80 per cent for these products. The company is the only producer of wide
and heavy plate products in India.
COLD ROLLED PRODUCTS
Cold rolling of hot rolled products produces a
superior surface finish, improves the physical
properties of the steel, such as tensile strength, and
reduces its thickness to precise gauges. As a result,
cold rolled products generally command higher
prices than hot rolled products. The products of the cold rolling mill include cold rolled
sheets and coils, which are used primarily for precision tubes, containers, bicycles, furniture
and for use by the automobile industry to produce car body panels. Cold rolled products are
also used for further processing, including for color coating, galvanizing and tinning. The
company also produces further processed cold rolled products, including galvanized sheets
and tin plates.
RAILWAY PRODUCTS
Railway products, including rails, wheels and axles, sleeper and fish plates (which are
used to connect and strengthen rails), are produced through a process of hot rolling blooms
in the finishing mills and forging ingots and blooms in the forging press or hammer.
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Railway products are used primarily to upgrade and
expand the existing railway network in India.
BARS AND RODS
The company produces steel bars and rods through
a process of hot rolling billets in the finishing mills.
Reinforcement steel and wire rods are primarily
used by the construction industry. The company is
one of the largest producers of reinforcement bars
in India which are primarily sold to the construction
industry.
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SPECIALITY PRODUCTS
Specialty products include electrical sheets, tin plates and
pipes. Electrical sheets are cold rolled products of silicon
steel for electrical machinery. Tin plates are cold rolled
steel electrolytic ally coated with tin for food packaging.
Pipes are longitudinally or spirally welded from hot
rolled coils for conveying such things as water, oil and
gas.
STRUCTURALS
Structural steel products are produced through a process of hot rolling in the section or
structural mills. They are long steel products with cross sections of various shapes. I-
beams, channels and angle steel are used in mining, the construction of tunnels, factory
structures, transmission towers, bridges, ships railways and other infrastructure projects
ALLOY AND STAINLESS PRODUCTS
In addition to the steel products indicated above, SAIL produces a wide range of alloy
steel products at ASP, SSP and VISL. Elements including chromium, nickel, vanadium
and molybdenum are used in the alloy mixture to impart special properties to steel. These
alloy steels are primarily used for sophisticated applications, including in the automobile,
railway and defense industries.
A wide variety of alloy and stainless steel plates, hot rolled sheets, cold rolled sheets, bars,
billets, blooms, forgings and die blocks are manufactured at ASP in an Electric Arc
Furnace. SAIL is able to produce different qualities of alloy steels to meet the
requirements of its customers. To increase steel's corrosion resistance properties, nickel
and chromium are used in the making of stainless steel. SSP produces cold rolled stainless
steel coils and sheets with thickness ranging from 0.3 mm to 6 mm and width ranging
from 500 mm to 1,250 mm.
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BI PRODUCT:
Nitration-grade Benzene Nitration-grade Toluene
Light Solvent Naphtha
Still Bottom OilHot Pressed Naphthalene
Anthracene OilExtra-hard Pitch
Hard-medium Pitch (solid/ liquid)
Ammonium Sulphate
Pitch Creosote MixtureBF Granulated SlagLiquid Nitrogen
Phenol Fraction
These are the products which are formed while making of the core product. They are
produced simultaneously with the main product and are useful for the other processes of
plant and can earn revenue also.
These are the main by-products sold by the plant:
A. Benzyl products (Benzene)
Place of production- Bokaro steel plant
Mode of delivery - railway tank wagons, road tankers in loose condition
Uses- it is used as an important raw material for various drugs and dyes. Benzene
hexa chloride is used as a pesticide. It is also used in the manufacturing of phenol,
DDT, nylon-6 etc.
B. Toluene (Nitration grade)
Place of production- Bokaro steel plant
Mode of delivery- railway tank wagons
Uses- It is used as a solvent in many chemical reactions; artificial
Sweetening; paint manufacturing; rubber industries; adhesives
Making of printing ink
C. Xylene
Place of production- Bokaro steel plantMode of delivery- railway tank wagons
Uses- Paints, thinners & varnish, rubber industry and printing ink.
D. Light solvent naphtha
Place of production- Bokaro steel plant
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Mode of delivery- railway tank wagons
Uses- as solvent, starting material for dyes and printing ink.
E. Still bottom oil
Place of production- Bokaro steel plant
Mode of delivery- railway tank wagons/road tankers.
Uses- mixed with other materials and is used various purposes like roof tar filling to
make the roof of buildings water-leak proof, rubber paint for vehicles, industrial oil
etc.
F. Extra hard pitch
Place of production- Bokaro steel plant
Mode of delivery- in gunny bags in loose condition.
Uses- in aluminum industries as a binding material for anode.
G. Soft pitch
Place of production- Bokaro steel plant
Mode of delivery- in gunny bags in loose condition.
Uses- it is used in production of pitch fiber pipes, roof binders, in preparation of road
tar, building materials, sheeting, tilling etc. it is also used as refractory brick.
H. Hot pressed naphthalene
Place of production- Bokaro steel plant
Mode of delivery- in gunny bags in loose condition.Uses- Dye intermediate, as an insecticide, dispersing agent.
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Marketable scrap and waste material:
There are various types of scrap, which is generated from the particular prime products.
Some brief summaries are given here: -
1. PCM SCRAP
This is a scrap generated in the pig-casting machine and consists of Splashing, PCM runners
and fires are in the fix range of up to 1.0 tonnes per piece.
2. BF RUNNER SCRAP
Generated in the blast furnace cast houses in the form of runner jams etc the maximum fix
per piece is up to 2 tones. This scrap contain amount of slag.
3. UNPROCESSED STEEL
Generated in the Steel melting shops in slag cups and metal ladles. As the skulls are quite
broad in dimensions, some of them are required to be cut into sizes suitable for loading into
trucks. These skulls are sold in the fix ranges up to 2 tons per piece.
4. SBIM SCRAP
This consists of semi broken ingot mould and bottom part as scrap and is in fix range up to 2tons per piece.
5. COBBLED SCRAP
The cobbled scrap arises from wire rod mill and includes some rejected coils and binding
wires also.
6. REJECTED ROLLS.
Cast iron rolls rejected steels rolls.
7. MILL CUTTINGNS
Rail and structural mill cuttings, merchant mill cuttings, rail cuttings, plate end sharing
rejected slabs, Slabs cuttings, miss rolled slabs, and wire rod cuttings are included in this type
of scrap.
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COLLECTION OF SCRAP
1. All scraps identify the metallic scrap generated in the production, process and lying in the
shop. The shops collected the scrap with the help of overhead cranes and stock them for
loading into wagons.
2. Rejected rails and sleepers lying near the railways track inside the plant are collected at
such points from where loading and collection by truck is possible.
3. Crane facility is provided for loading the scrap into the truck whenever cutting or
processing not possible on the spot.
4. Scrap & Salvage department is responsible for overall coordination of scrap collection
from the entire plant. For this each shop nominate one executive for ensuring the clearance of
scrap from the shop.
5. Head of Marketing and customer service department requires the progress on scrap
collection on weekly basis.
6. Scrap & Salvage department makes suitable schedule for collection of scraps and intimates
the date of collection to respective shops.
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Chapter 3
Marketing in SAIL ( Bokaro Steel Plant )
y Department of marketing in BSL
y Functions of marketing department in BSL
y Marketing and strategic planning in BSL
y CMO ( Central marketing organization )
y
M
arketing of secondary and bi produ
ct
y Procedure of selling in BSL
y Modes of selling
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Departments of marketing in BSL:
Marketing department is one of department Material Management in BSL which is having
responsibility to market its Secondary Products and By Products like pig iron, and fertilizers
(calcium ammonium nitrate [named³SONA´]), Ammonium sulphate [named
³RAJA´], and
coal chemicals like Benzene, Xylene.
The marketing is done in two ways.
(a) Marketing of prime products where sales activity is co-ordinate by central marketing
organization.
(b) Marketing of secondary products and coal chemicals are done directly by sale of product
by B.S.L. Marketing of these products are conducted by various sections by marketing
department of Bokaro Steel plants. It is engaged, with marketing of all products for home
sale or export.
The 2.5 Million tones section is mainly related with prime products. This section includes
Merchant Mill (MM), Wire Rod Mill (WRM), Rail and Structural Mill (RSM) and Billet and
Blooming Mill.
The related Products are:
MM - Angle, channel, beams, rounds and TOR
WRM - Wire rods, U - structured.
RSM - Rail and Heavy structural
BBM - Billet and Blooms
The 4.0 Million tones section also known as plate mill section dealing with plates. Now this
section has got ISO - 9002 certificate. The secondary section deals with the secondary
Products, it includes scraps of iron and steel slag, coal and coke fractions, coal chemicals.
The marketing development section deals with the MIS and strategic Planning activity comeunder this section. In addition to the above outstation market development groups are
functioning at Kolkata, Mumbai and New Delhi. The Export section deals with the activities
of the exports in respect of Iron and Steel items produced by Bokaro steel plant.
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MARKETING DEPRTMENT DIVIDED INTO VARIOUS DEPARTMENTS
Market Development and strategic planning
Secondary Product
Coal Chemicals
Merchant Mill / Wire Rod Mill
Rail and Structural Mill.
Billet and Bloom Mill.
Plate mill.
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GM(Marketing)
AGM
Sr. Manager
Astt. Manager
Manager Manager
Manager
PriceMonitoring, MIS, ERP,
ETC
Dy. Manager
Asstt. Mgr
(Co-ord)
House keeping
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FUNCTION OF MARKETING DEPARTMENT IN BSL:
To monitor the orders issued by CMO, So that these orders can fulfilled in time.
Put pressure on CMO, to get orders for an underutilized mill.
To sell all the secondary products directly i.e. directly by BSL and by CMO.
On day to day basis it takes care of the dispatches i.e. daily dispatch are checked.
MARKETING AND STRAGTEGIC PLANNING IN BSL:
Marketing & Strategic Planning has responsible function in the working of marketing
department. All the risky developments, taking out solution to cripple situations, this section
carries out product pricing and related activities, some of the programmes, policies and
procedures are as follows:-
Positioning the product a value based place in customer mind.
Finalize annual sales plan and quantity, monthly, weekly, and daily rolling
programme of Rolling mills in consultation with CMO and mills. This plan is
based on the sales forecast receive from JPU SPL/ Iron and steel controller.
Optimizing the product-mix by proper utilization of available stocks.
Receiving Enquiries and complaints, cancellation of orders etc.
Coordinating the works of mills and traffic department so as to maximizedispatches.
Co-ordinations with CMO from stages of enquiry, for exports, development of
new Profiles, sections, modification of product scheduling till the orders are
completed.
Development of new qualities of steel.
Periodical market surveys of products to analyze the market position.
Implementation of suggestions received from the customer¶s as feedback.
Ensure customer satisfaction by meeting customers regularly; provide redress to
their problems and fulfillment of demand.
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CMO (Central marketing organization):
Central Marketing Organization (CMO) is India's largest marketing home. It has spread its
wings far and wide from Srinagar in the North to Cochin in the South and Dhimapur in East
to Ahmadabad in the west.
All SAIL Product are marketed in India through C.M.O. to ensure quality and prompt
dispatch of product, CMO keeps in touch with producing units as well as the transport and
shipping sectors. It operates through the network of stockyards, dockyards, Branch sales
offices, consignment agents and Extension counter.
CMO has got responsibility to sell pig iron and mild steel products manufacture by BSL,
DSP, RSP, and BSL, having its headquarters at Ispat Bhavan 40 Chouringee Road, Kolkata71. CMO has got 40 Branches spread throughout the country with stockyards for storing and
selling Iron & Steel materials of the plants.
Branch manager having other colleagues including finance executive to help B.M. in day-to-
day operations.
The network of branches is divided into Four regions as given below: -
Regions Branches Attached
Northern region,New Delhi Agra, Allahabad, Faridabad, Ghaziabad,
Kanpur, Lucknow, Delhi, Chandigarh,
Jalandher, Jammu
Ludhiana and Mandi Govindgarh.
Western Region,
Mumbai
Ahmadabad, Baroda, Pune, Mumbai, Nagpur,
Bokaro, Indore, Gwalior, Jabalpur, Jaipur &
Kota.
Eastern Region,
Kolkata
Bhubaneswar, Bokaro, Kolkata, Durgapur
Guwahati, Howrah, Patna, New Bongaigoan &
Rourkela.
Southern Region,
Chennai
Bangalore, Chennai, Cochin, Coimbatore,
Hyderabad, Pondicherry, Trichy & Vijayawada
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In addition to above, one zonal office is functioning in Guwahati. CMO has got transport and
shipping department at Visakhapatnam to handle the export and import consignment at the
different ports. These ports are
Kolkata
Para deep Haldia
Visakhapatnam
Marketing of secondary and bi product:
Steel being an industrial commodity it is very necessary to maintain customer relationship for
profitability and smooth running of company.
1. CUSTOMER SATISFACTION
BSL adopts following practices for customer satisfaction.
a. Procedure / process adapted to access current / future expectation of customers.
b. It induces market research visiting customer premises attending to customer complaints.
c. CMO has Market Management Group where specialists monitor changing demand pattern
and development in each Market segment is carried on.
d. It has posted market development officers at various locations that are its eyes and ears for
monitoring current and future expectation of its customer.
e. The Business-planning department is exclusively meant to study customer's changing
demand scenario and assess current and future expectation.
f. To understand customer needs seminars and workshops are also organized by BSL.
BUILDING CUSTOMER RELATIONSHIP
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BSL has adopted the philosophy of recognizing segment of the market and identifying key
customer in segment and giving them preferential treatment. CMO sales executives have
been trained to use direct selling as tool for building long lasting relationship with the
customers. Easy access to customers to seek assistance makes proposals send comments and
compliments.
MARKET DEVELOPMENT
BSL has valued customers group in identifying their specific needs Specific to that group
thus segmenting and developing market segment for our products. Major product
modifications are done as per their specific needs of the Market segment thereby creating
product differentiation packages.
PRODUCTION ACCORDING TO MARKET NEEDS
1. BSL is always in touch in market and tries to produce according to market needs. BSL
tries to produce quality products / new products which fulfill the need of market.
2. STOCK REDUCTION
Giving facilities like door delivery, road dispatches, credits facility and rounds the clock
stockyard operation.
3. PRICE FIXATION
Pricing is done basically by the CMO. Taking into consideration cost of production,
government steps on pricing, certain percentage of profit, price of raw material fright charges
etc. i.e. pricing is COST PLUS PRICING.
4. DISPATCH
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As the product is manufactured, this department directs the stockyards the mode of transport
to the destination with reference to dispatch program and dispatch advice is mode.
5. DOCUMENTATION
With the dispatch of product the Finance department calculates the total cost of product as
per demand order. Certain receipts and bills quoting the material code, nature, quantity, and
all expenses are sent to connected stockyard. The product will be then released to the
concerned person after proper and complete payment to the pay-in- authorities is made.
PROCEDURE FOR SELLING:
1. After obtaining approval of quantity and price for sale, Marketing department scrutinizes
the demand from various parties, examine the Priorities and issue "offer letters" to respective
parties. The terms and conditions for sale are also enclosed with the "offers Letter"
2. About one third of the quantity of material to be sold during the year is offered to the
actual users, subject to registration of demand.
3. For the balance quantity to be sold at prices fixed by pricing committee, preference is
given to actual users over traders. If there are no actual users, the material may be offered to
traders giving preference to registered traders over others.
4. First preference is given to the actual users for allotment of scrap against particular
category of users. Scrap processing units are given second preference for such allotments.
5. The amount received from the party towards advance payment and security deposit is
forwarded to finance department by marketing department after recording the details in the
register.
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6. Parties are allowed to visit the respective location disposals site, and inspect the scrap
offered for sale.
7. Marketing department prepares sale order for the parties who have accepted the offer.
Sale orders are issued party wise and category wise i.e. individual sale order covers such
categories like C I scrap, steel scrap, re-rollable, slag and waste products. The sale order is
issued on the basis of each financial year and the security deposit of each sale order is carried
over to the next year.
8. Based on the deposit made by the party, finance department intimates to marketing
department about release of requisite scrap for supply. Marketing department prepares
release orders, which are treated by MRD, as delivery order.
DEMAND REGISTRATION OF BSL
Marketing department of BSL sales homogeneous steel scrap at fixed price. For this purpose
the procedure for registration of demand and offers is as below:
1. Preference for sale of material given to local parties and those, which are actual customer.
Material is not sold for trade.
2. Sale of material made to re-rolling mills and scrap processing units and the lots of sale
between them maintained at 67:33.
3. Based on the above consideration ³offer letter´ issued to the party offering a quantity,
which has been lifted by them during the last preceding year or allocated by the state
industries, Department. In the offer letter party is advised to complete commercial formalities
e.g. submission of ³Die Registration Certificate ³etc.
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MODES OF SELLING:
1. E-Auction Sale.
2. Fixed Price Sale.
3. Tender.
4. Interplant Transfer.
Transfer to PSU
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FLOW CHART OF E-AUCTION
Advertisement of dates/type
of materials on SAILwebsite/News a er
Posting of lot details to beauctioned on SAIL / Metal
Junction website
Inspection of lots bycu tomer
Auction conducted onmetaljunction.com
Report of Auction by
metaljunction.com
Reserve Price OpeningCommittee meetin
Recommendations
Approval for Sale
Issue of Offer Letter
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AUCTION
Auction refers to a forum where the requirement for one/more lots of an item is stated and
the participants (bidders) are required to bid down the price to be selected to supply therequirement.
ONLINE AUCTION
Online auctions refer to those auctions conducted through the Internet with the bidders (from
one or more locations) simultaneously bidding to be selected for supplying the item/s on
auction. In other words, the venue for the auction is on an Internet website/ platform. The
"Service Provider's" website assigned by "Service Provider" would constitute venue for the
purpose of the online auction.
AWARDS AT AUCTION
In a single winner format, only one bidder (normally the bidder who quotes the highest
price) is awarded all the units of the item being auctioned. The bidder quoting the highest
price is normally allotted the item.
CLIENT
Client is the individual/business entity who has contracted "Service Provider" to conduct
such auction. In case of auction, the purpose would be the genuine intent to sell the selected
items/Lot to the bidders desiring to buy these items from the Client.
BIDDER
Bidder is the individual/business entity participating in the auction, intending to buy the
items/Lots from the Client. To be become a Bidder in the auction, a business entity has tosecure client approval for participation and also provide written assent to the General Rules
and Regulations.
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AUCTION ENGINE
Auction Engine refers to the software that encapsulates the entire auction environment,
processing logic and information flows. "Service Provider" is the sole owner of the auction
engine and retains exclusive right over the utilization of the same.
TIMING OG ONLINE BIDDING
All the timings of the Online Bid shall be based on the time indicated by the Server hosting
the Auction Engine. It shall be the endeavor of "Service Provider" to ensure that the Server
Time reflects as closely as possible the Indian Standard Time (IST) i.e. GMT + 0530 hrs.
However, in the event of any deviations between the Server Time and the Indian Standard
Time, the functioning of the Auction Engine (Launch, operation, and closure) would be
guided by the Server Time. Bidders are advised to refresh both the windows of the Auction
Module check the exact Server Time (displayed in both the windows).
PREVIEW TIME
Preview Time refers to the period of time that is provided prior to the commencement of
bidding. This is to facilitate approved participants to view the auction details such as item
specifications, bidding details and bidding rules. The purpose is also to familiarize participants with the functionality and screens of the auction mechanism. It is not mandatory
for "Service Provider" to provide Preview Time.
START TIME
Start time refers to the time of commencement of the conduct of the online auction. It signals
the commencement of the Price Discovery process through competitive bidding.
DURATION OF AUCTION
It refers to the length of time the price discovery process is allowed to continue by accepting
bids from competing bidders. The duration of the auction would normally be for a pre-
specified period of time. However, the bidding rules may state the conditions when the pre-
specified duration may be curtailed/ extended. The conditions include:
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Curtailment of auction duration in the event of no bids for a specified period of time
(Inactivity Time) Automatic extension in the event of bids being entered towards the end of
the scheduled duration to facilitate the other bidders to view and react to the bid.
AUTO EXTENSION OF AUCTION TIMING
In the event of bids in the last few minutes of the scheduled bid time, the Bid Timings are
automatically extended for a specified period from each such bid. Such Auto Extension shall
continue until no bids are placed for the specified period (Engine remains inactive for the
specified period). The Inactivity Time for Auto Extension purpose is normally X minutes.
"Service Provider" however retains the right to change the same. The Inactivity Time
applicable for the particular Online Bid shall be visible to the bidders under the Bidding
Rules module on the engine.
END OF AUCTION
End of the Auction refers to the termination of the auction proceedings signaling an end to
the price discovery process.
PROCEDURE OF E-AUCTION
Advertisement/posting of dates and types of materials to be auctioned in SAIL website and
various news papers (Local & National) every 15th to 20th of the month for the next month,
1. Posting of details of lots to be auctioned one week prior to the date of auction, on the
website of SAIL and metal Junction.com
2. Inspection of lots to be auctioned by customers.
3. Auction is held on www. Metal Junction.com
4. Report of auction conducted is give by Metal Junction.com
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5. Meeting of reserve price opening committee and their recommendation.
6. Approval for sale of lots recommended by RP opening committee.
7. Issue of offer to the customers, based on approval of chief Executives.
In this method the defective materials from all the mills is arranged in heaps of 100-150 tones
to be sold by auction. Generally auction sale takes place ones in a month. Representative
from all the re-rolling mills turn up during auction and they bid for the available material.
The raw material need of this mill is being made by the plant and the availability of the re-
rollable has increased the re-rolling mill to develop very fast. The plant extends all types of
facilities and assistance to these small scale units, which to turn give scope for more
employment, and then the material is lifted on the terms and conditions as mentioned in the
tenders.
GENERAL RULES AND REGULATION GOVERNING CONDUCT OF
ONLINE AUCTIONS ON THE ³SERVICE PROVIDER´ PLATFORM
INTRODUCTION:
This Online Forward Auction is being conducted for Bokaro Steel plant, Steel Authority of
India Ltd (hereinafter referred as the ³Client¶¶) on the Auction Platform of
metaljunction.com, (hereinafter referred as ³Service Provider´).
The General Rules and Regulations provided herein govern the conduct of on line forward
Auctions arranged by ³Service provider´ on its Auction Platform. These rules cover the
roles and responsibilities of the parties in the online Forward Auctions on the Auction
Platform. Acceptance in-Toto to these General Rules and Regulations governing conduct
of online auctions, and Terms and Conditions for Sale of Materials by tender or online
auction, of Bokaro Steel Plant is a pre ± requisite for securing participation in the
online auctions.
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The key terms pertaining to the online Forward Auctions are provided in the ³Annexure-D´.
Prospective bidders are advised to read through the same.
ROLE OF ³SERVICE PROVIDER´
1. ³Service Provider¶ is the agency (operator) primarily providing the service of the Forward
auction to the ³client´.
2. Finalization of the auction items in consultation with the client.
the same to the Bokaro steel Plant Client.
3. Defining of bidding rules for each auction in consultation with the client.
Enhancing bidder awareness of and comfort with the auction mechanism and bidding
rules.
4. Enlarging the customer base by introducing new bidders.
5. Input of the Auction items and defining the bidding rule in the auction engine.Providing
access to the approved bidders to participate in the Auction.
6. Summarizing the Auction proceedings and communicate the outcome to the Client.
7. The responsibility of fulfillment of the contract rests between the bidders and the client
and the responsibility of the³Service Provider´ shall be restricted to the extent of the
services provided by them.
ROLE OF BIDDER
The role of the bidder is outlined below:
The bidder would participate in the auction with the aim of bidding to secure the auctioned
item in the auction. The bidder would be provided access to the Auction through a ³User ID´
protected by a ³Password´. The bidder needs to ensure that the ³User ID´ and ³Password´ is
not revealed to unauthorized persons. Bidders are also requested to change the password
allocated to them by the ³Service Provider´ to keep their confidentiality. However it would
be bidder¶s sole responsibility to ensure the security and privacy of the same and he/they
would not hold the ³Client´ / ³Service Provider´ responsible in any manner whatsoever for
any misuse of these user IDs and/or Password. Access to the auction mechanism shall be
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provided to all the approved bidders subsequent to obtaining their written consent to the
General Rules & Regulations and the Letter of Interest. Payment of Earnest Money Deposit
(EMD) as decided by the client minimum 3 days before the of the Forward auction will be
one of the necessary conditions for participating in the auction.
Bidders hereby confirm that they shall commit to lift the items/Lots (being bid for) at the
price entered by them in the auction engine AND at the terms and conditions specified herein
by the Client. All Prices entered shall be legally binding on the bidders. Bidders are strongly
advised to exercise due diligence while placing bids. Failure to honor the bids placed during
online bidding shall render the bidders liable for penal action as mentioned at point no 12 of
the notice for Forward Auction i.e. Forfeiture of the EMD and debarring them for future
participation for 6 months.
In the event of winning an allotment in the auction mechanism, the bidder shall commit to
fulfill outlined obligations under the contract.
The bidders shall bid on the terms specified by the client & place their bid in the auction
engine in the manner specified by ³Service Provider´. The bidders shall not stipulate any
conditions on their own unless the terms of the client (the client¶s terms & conditions)
expressly permit such conditions being stipulated by the bidder. Bids entered with conditions
attached shall be considered Conditional bids & ³service provider´ retains the right of
rejecting these bids even without intimating the client.
BIDDING RULES
The Bidding Rules refer to the information and terms defined specifically for a particular
auction. The purpose of the Bidding rules is to provide approved bidders with the
information and terms specific to the auction in which they are bidding. This would include:
1. Definition of the unit bidding.
2. Start Time and duration of the auction.3. Any extension of the duration of the auction in the event of bids
Being received towards the end of the pre-specified duration.
4. Start Bid Price.
5. Specified Unit for Bidding.
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6. Price Increments and any reduction in the price increment in the auction in the event of
inactivity.
7. Other attributes (informational/non-negotiable in nature).
While it shall be the endeavor of ³Service Provider´ to specify these rules at the earliest for
each online auction, the ³Service Provider´ shall retain the right to delay the announcement
of these biddings rules or modify rules specified earlier at the time of the online bid. These
details would be available to the bidders on the Auction Engine at the time of bidding.
Participation in the auction process presumes complete awareness and understanding of the
bidding rules.
CONDUCT OF THE AUCTION
Only those bidders who have been approved by the ³Client´ and handed over stamped and
manually signed ³General Rules and Regulations governing conduct of online auction along
with Letter of Interest, required EMD amount and other necessary documents to the ³Service
Provider´ at least 3 days prior to the start of online auction will be given³Login ID´ and
³PASSWORD´ to enable them view and participate in online auction. However a time of 10
working days shall be provided for in-between the date of the Online Auction Notice and the
date of Online Forward auction so as to give sufficient time to the eligible bidders to be ready
in all respect for taking part in the Online Forward auction.
The Auction shall be conducted on pre-specified date. The Key Terms pertaining to the
conduct of Auction such as ³START TIME´, ³DURATION´, ³END TIME´ AND
³AUTO EXTENSION FACILITY´ Shall be specified separately for each Auction.
³Service provider´ retains the right to cancel or reschedule the auction, with the approval of
the Competent Authority of the Client, on any of the following reasons:
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1. The number of confirmed bidders is deemed insufficient to conduct the auction.
2. Some of the confirmed bidders are unable to access the module due to infrastructure
problems such as sustained power failure or telecommunication breakdown.
3. There are no bids, which are equal to or below Start Bid Price.
4. Any other reason which in the opinion of ³Service Provider´ / ³Client´ requires such
action to be initiated.
5. The duration of auction may also vary from the pre-specified period of time either on
account of termination of the auction by ³Service Provider´ on the advice of the Client
Or
5. In case of situations where it is felt that continuance of the auction proceedings is
prejudicial to the smooth conduct and / or the integrity of the auction process.
Or
6. Due to Auto Extension during the Auction, duration may increase from specified period.
In the event of any problems being faced in the smooth conduct of the auction, ³Service
Provider´ with the approval of the Competent Authority of the Client, shall have the right to
undertake one or more of the following steps:
1. Cancellation/ premature termination of the auction with/ without a
Subsequent rerun of the auction on a mutually decided date.
2. Cancellation of a bid.
3. Locking / deactivate a bidder¶s account (suspension of operations in the
Account), etc.
In case of failure of net connection, bidder will give his best price to the ³Service Provider´.
³Service Provider´ will bid on behalf of the bidder with the minimum increment until the bid
price reaches the best price offered by the bidder, by proxy bidding mechanism.
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The best price communicated by the bidder will have to be authenticated by written
confirmation or fax to the ³Service Provider´ and will be kept confidential between the
³Service Provider´ and the bidder. Bidder will be bound by the price offered.
LIABILITY OF ³SERVICE PROVIDER ́
³Service Provider´ shall not be liable to the client/ bidders participating in the auction or any
other person(s) for:
1. Any breach of contract by any of the parties in the fulfillment of the underlying contract.
2. Any delays in initiating the online auction or postponement / cancellation of the online
auction proceedings due to any problem with the hardware / software / infrastructure
facilities or any other shortcomings.
While, reasonable care and diligence will be taken by³Service Provider´ in discharge of its
responsibilities such as design of the online bid, communication of bid details and rules,
guidance to client/ bidders in accessing the Auction Engine and placing bids, etc. the bidders
shall specifically indemnify ³Service Provider´ from all liabilities for any shortcomings on
these aspects. It is clearly understood that these activities are undertaken by ³Service
Provider´ to assist the bidders in participation but the ultimate responsibility on all these
counts lies totally with the bidders.
RIGHT OF THE CLIENT
The Client reserves the right to partially or totally accept or reject any / all bids placed in the
Online Auction without assigning any reason whatsoever. The decision of the client would
be final and binding on the bidder in any such case.
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CONFIDENTIALITY CLAUSE
³Service Provider´ undertakes to handle any sensitive information provided by the client or
confirmed bidders for the auctions conducted with utmost trust and confidentiality.
JURISDICTION
Any disputes relating to the online auction module shall be subject to the sole jurisdiction of
Court of Law having jurisdictions over the Plant from where the materials are being sold. On
line Auction conducted at Bokaro Steel Plant shall exclusive jurisdiction of Bokaro Civil
Court.
TERMS AND CONDITIONS FOR THE SALE OF MATERIALS BY ON
LINE AUCTION / TENDER FROM BOKARO STEEL PLANT
MANAGEMENT: The Management will mean the Managing Director, Steel Authority of
India Limited, Bokaro Steel Plant or any officer authorized by him to act on his behalf.
PURCHASER: The Purchaser will mean the successful bidder whose bid has been
accepted under the terms of the online auction/tender process.
TERMS AND CONDITIONS
Bids are accepted on the assumption that the bidders are aware for what they are bidding for
that the principle of ³Caveat Emptor´ shall apply. The sale is on the basis of ³AS IS
WHERE IS´. The materials will be lifted from the site of storage with all faults and errors
in description or otherwise, if any. Quantity, Quality, Size measurement, marks and number
stated in the tender documents are approximate and no warranty or guarantee should be
implied. The bidders/Tenderer are advised to inspect the materials before offering their
prices.
Inspection of Stores/Site: Interested parties will be permitted to see the materials from 9.30
Hrs to 4.30 Hrs daily on working days. Necessary entry passes may be obtained from the
Receptionist/ CISF.
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Chapter 4
Products of SAIL (Bokaro Steel Plant)
About bi product and secondary product
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ABOUT PRODUCTS OF SAIL:
By products of Coke OvensThe Gas generated in the Coke oven batteries during carbonization process is handledand cleaned in the By Product Plant. During the process of cleaning the Gas some ByProducts are separated out and clean Gas is used as fuel in the plant. Following processare involved in cleaning the gas.
GAS CONDENSATE PLANT (GCP):In gas condensate plant number of exhausters are installed which sucks the gas generatedin the batteries and sends to the desired destination for further processing. Another
function of the exhauster is to maintain steady suction as per requirement so as tomaintain the hydraulic main pressure. Liquid (tar and ammonia liquor) and gas areseparated at the separator and the liquid is processed at gas condensate pump house(GCPH). Most of the Tar is separated here and sent to Tar distillation plant. Ammonialiquor (Flushing liquor) is recirculated to the batteries.
AMMONIUM SULPHATE PLANT (ASP):Raw coke oven gas from GCP is passed through the saturators filled with Sulphuric Acid(H2SO4), where ammonia present in the gas is precipitated in the form of ammoniumsulphate. Acidity of the saturator liquor is maintained at 3 % to 5 %. This ammoniumsulphate is sold as Fertilizer.BENZOL RECOVERY PLANT:
Benzol present in the raw coke oven gas is removed in this unit. The gas is passedthrough solar oil / Wash oil in the scrubbers. The benzol gets absorbed in the oil. Benzolrich oil is fed to distillation unit where oil and crude benzol are separated. The oil isreused in the scrubbers. The clean coke oven gas is used by the consumers through gasnet work maintained by Energy Management Department.BENZOL RECTIFICATION PLANT:
Light crude benzol from benzol recovery plant is further processed in this unit andfollowing by products are recovered:(a) Benzene(b) Toluene(c) Xylene
TAR DISTILLATION PLANT (TDP):Tar recovered from GCPH is further processed in TDP. The main products of TDP are:(a) Tar (b) Pitch(c) Pitch Creosote Mixture ( PCM )(d) Naphthalene
ACID PLANT:
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Sulphuric acid is produced in acid plant by DCDA (Double Conversion DoubleAbsorption) process. In this process sulphur is converted to Sulphur tri oxide (SO3) in presence of catalyst Vanadium pent oxide (V2O5) and then to Sulphuric acid. This acid isused in Ammonium Sulphate plant for removal of ammonia from raw coke oven gas.
PETP / BOD PLANT:
In Phenolic Effluent Treatment Plant (PETP) or Biological Oxygen Demand (BOD)Plant, the contaminated water generated from whole of coke oven is treated to make itclean from the effluents with the help of Bacteria. The treated water is then used for quenching hot coke in the quenching towers.The norms for different effluent after treatment at BOD plant are:Ammonia : 50ppmPhenol : 1ppmCyanide : 0.2ppmTar & Oil : 10ppmThe most important byproduct of Coke oven is the raw Coke oven gas. The basicconstituents of clean coke oven gas are:
Hydrogen - 50 to 60%Methane - 25 to 28%Carbon Monoxide - 6 to 8%Carbon Dioxide - 3 to 4%Other Hydrocarbons - 2 to 2.5% Nitrogen - 2 to 5%Oxygen - 0.2 to 0.4%Calorific value - 4300 kcal /m3
SECONDARY STEEL MAKINGObjectiveAchieving the required properties of steel often requires a high degree of control over carbon, phosphorus, sulphur, nitrogen, hydrogen and oxygen contents. Individually or incombination, these elements mainly determine material properties such as formability,strength, toughness, weldability, and corrosion behaviour.There are limits to the metallurgical treatments that can be given to molten metal in high performance melting units, such as converters or electric arc furnaces. The nitrogen and phosphorus content can be reduced to low levels in the converter but very low carbon,sulphur, oxygen and hydrogen contents (< 2 ppm) can only be obtained by subsequentladle treatment. To ensure appropriate conditioning of steel before the casting process,the alloying of steel to target analysis and special refining treatments are carried out at theladle metallurgy stand.The objectives of secondary steelmaking can be summarized as follows:� Refining and deoxidation� Removal of deoxidation products (Mn0, SiO2, Al2O3)� Desulphurization to very low levels (< 0,008%)� Homogenisation of steel composition� Temperature adjustment for casting, if necessary by reheating (ladle furnace)
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� Hydrogen removal to very low levels by vacuum treatment.The high oxygen content of the converter steel would result in large blow-hole formationduring solidification. Removal of the excess oxygen ("killing") is therefore vital beforesubsequent casting of the steel. Steels treated in this way are described as killed steels.All secondary steelmaking processes allow deoxidising agents to be added to the ladle so
that deoxidation in the converter vessel is not necessary.Deoxidation can be performed by the following elements classified by increasingdeoxidation capacity; carbon - manganese - silicon - aluminium - titanium. The most popular are silicon and aluminium.After addition, time must be allowed for the reaction to occur and for homogeneity to beachieved before determination of the final oxygen content using EMF probes(electrochemical probe for soluble oxygen content).
Deoxidation ProcessAs most of these deoxidation agents form insoluble oxides, which would result indetrimental inclusions in the solid steel, they have to be removed by one of the following
processes during the subsequent refining stage:511. Argon stirring and/or injection of reactants (CaSi, and/or lime based fluxes) achieves:� Homogeneous steel composition and temperature� Removal of deoxidation products� Desulphurisation of aluminium-killed steel grades� Sulphide inclusion shape control.Argon stirring can be done by refractory lined lance (Top lance) or by means of porous plug made by high allumina material (bottom purging). Top lance is used when bottom purging fails.1. Ladle furnace
Stirring of the melt by argon or by an inductive stirring equipment and arc heating of the melt (low electric power, typical 200 KVA/t) allows:� long treatment times� high ferro-alloy additions� high degree of removal of deoxidation products due to long treatment under optimized conditions� homogeneous steel composition and temperature� desulphurisation, if vigorous stirring by argon.In ladle furnace exhaust gases are cleaned by means of bag filters.2. Vacuum-Treatment: RH process (Ruhrstahl-Heraeus) and tank degassing unit.In the RH process the steel is sucked from the ladle by gas injection into one leg of the
vacuum chamber and the treated steel flows back to the ladle through the second leg. Inthe tank degasser process, the steel ladle is placed in a vacuum tank and the steel melt isvigorously stirred by argon injected through porous plugs in the bottom of the ladle.Millibar is term used for measurement of vacuum. Steam is used for creating vacuum.Vacuum treatment achieves:� reduction of the hydrogen content to less than 2 ppm� considerable decarburisation of steel to less than 30 ppm when oxygen is blown by a lance (RH - OB)
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� alloying under vacuum� homogeneous steel composition, high degree of cleanness from deoxidation productsHigh temperature losses (50 - 100_C) are a disadvantage; therefore high superheat of themelt prior to this process is essential.
For most secondary steelmaking techniques it is either desirable or essential to stir theliquid steel. Gentle stirring is sufficient for inclusion removal; non-metallic inclusions are brought into contact with liquid slag on top of the melt where they can be fixed. For degassing and desulphurisation however, violent stirring is necessary to increase thesurface of steel exposed to vacuum (H-removal) or to mix the steel and slag for gooddesulphurisation efficiency.
SECONDARY AND BY PRODUCTS OF BSL
Apart from the core steel products there are a number of other products which are obtained
during the different processes of steel making. Some of the products are recycled to be reusedand rest is sold in the market. This project deals with the marketing of these products in
detail...
Some of the secondary products are:
MRCP 5-45 MM
DEFECTIVE FM SLAB
DEFECTIVE GC SHEET
CR COIL ENDS FROM SPM I & II
UACE FROM HDCL
CP>39-65 MM
OLD MX HR & CR
DEFECTIVE CCD SLAB
AMG HR PLATE
COBBLE PLATES
AMG HR SHEET
BI-PRODUCTS
These are the products which are formed while making of the core product. They are
produced simultaneously with the main product and are useful for the other processes of
plant and can earn revenue also.
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These are the main by-products sold by the plant:
A. Benzyl products (Benzene)
Place of production- Bokaro steel plant
Mode of delivery - railway tank wagons, road tankers in loose condition
Uses- it is used as an important raw material for various drugs and dyes. Benzene
hexa chloride is used as a pesticide. It is also used in the manufacturing of phenol,
DDT, nylon-6 etc.
B. Toluene (Nitration grade)
Place of production- Bokaro steel plant
Mode of delivery- railway tank wagons
Uses- It is used as a solvent in many chemical reactions; artificial
Sweetening; paint manufacturing; rubber industries; adhesives
Making of printing ink
I. Xylene
Place of production- Bokaro steel plant
Mode of delivery- railway tank wagons
Uses- Paints, thinners & varnish, rubber industry and printing ink.
J. Light solvent naphtha
Place of production- Bokaro steel plant
Mode of delivery- railway tank wagons
Uses- as solvent, starting material for dyes and printing ink.
K. Still bottom oil
Place of production- Bokaro steel plant
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Generated in the blast furnace cast houses in the form of runner jams etc the maximum fix
per piece is up to 2 tones. This scrap contain amount of slag.
3. UNPROCESSED STEEL
Generated in the Steel melting shops in slag cups and metal ladles. As the skulls are quite broad in dimensions, some of them are required to be cut into sizes suitable for loading into
trucks. These skulls are sold in the fix ranges up to 2 tons per piece.
4. SBIM SCRAP
This consists of semi broken ingot mould and bottom part as scrap and is in fix range up to 2
tons per piece.
5. COBBLED SCRAP The cobbled scrap arises from wire rod mill and includes some rejected coils and binding
wires also.
6. REJECTED ROLLS.
Cast iron rolls rejected steels rolls.
7. MILL CUTTINGNS
Rail and structural mill cuttings, merchant mill cuttings, rail cuttings, plate end sharing
rejected slabs, Slabs cuttings, miss rolled slabs, and wire rod cuttings are included in this type
of scrap.
COLLECTION OF SCRAP
1. All scraps identify the metallic scrap generated in the production, process and lying in the
shop. The shops collected the scrap with the help of overhead cranes and stock them for loading into wagons.
2. Rejected rails and sleepers lying near the railways track inside the plant are collected at
such points from where loading and collection by truck is possible.
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3. Crane facility is provided for loading the scrap into the truck whenever cutting or
processing not possible on the spot.
4. Scrap & Salvage department is responsible for overall coordination of scrap collection
from the entire plant. For this each shop nominate one executive for ensuring the clearance of
scrap from the shop.
Head of Marketing and customer service department requires the progress on scrap collection
on weekly bas
Scrap & Salvage department makes suitable schedule for collection of scraps and intimates
the date of collection to respective shops
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CHAPTER 5
PRICING STRATEGY
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PRICING STRATEGY AND PROCEDURE OF SALE:
PROCEDURE OF SALE THROUGH FIXED PRICE
1. General Sale notice for different items to be sold is posted on SAIL website and
advertise in various newspapers (Local and National) between every 15th to 20th of the
month for the next month,
2. For requisition of materials, applications are invited from customers bet 25 th -30th/31st
of every month.
3. Allocation of material to various customers is done as per approved procedure of
priority allocation.
4. Offer letters are issued to the customers.
5. Price applicable will be the price rising at the time of dispatch.
TENDER FORMS
The tenderer will sign on each page of the tender documents from Annexure B to E, terms
and conditions of sales, schedule etc. In token of acceptance thereof. However, the signature
on the tender schedule along with the terms and conditions shall be deemed to be acceptance
of all terms and conditions of sale & schedule and other documents forming parts of the
online auction / tender.
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Earnest Money: Each tender/ online auction will be accompanied by an Earnest Money
Deposit in the form of Demand Drafts/ Pay Order/ Banker¶s Cheques in the name of ³Steel
Authority of India Limited, Bokaro Steel Plant´, payable at any scheduled nationalized Bank
at Bokaro Steel City or Chas Branch. The amount of Earnest Money will be stipulated in the
invitation to on line auction/tender. Cheque/Cash will not be accepted towards earnest
money deposit, it is not possible to adjust earnest money from any sum of money due from
the SAIL Bokaro Steel Plant, on account of pending bill security deposit or earnest money
paid towards another on line auction.
Submission of Online auction/ Tender documents: Documents will be submitted by the date
and time stipulated in the Invitation to on line auction/Tender to the appropriate authority.
The documents shall enclose the Demand Draft/ BC/PO towards the Earnest Money. The
intending buyers may submit their documents either personally or through Daak / courier to
the office of METAL JUNCTION.COM as per Annexure F
Any document / application for tender/ online auction received before the publication of the
advertisement or after due date and time fixed as per point no 2 of the notice shall not be
considered.
Successful Bidders will have to pay Security Deposit (SD) @ 3% of the total quantity of
material as per bid rate in the form of DD / PO / BC drawn on any nationalized bank in
favour of SAIL/Bokaro Steel Plant payable at Bokaro Steel City or Chas within 5 days from
the date of issue of Offer Letter for issue of sale order. The material cost along with the
applicable ED and Sales Tax etc shall have to be deposited by the buyer in the form of DD /
PO / BC drawn on any nationalized bank in favour of SAIL/Bokaro Steel Plant payable at
Bokaro Steel City or Chas within 7 days from the date of issue of Offer Letter for the issue of
PIM CUM DO. No money whatsoever lying at BSL on account of the party except Credit
Note issued by BSL on account of past purchase shall be adjusted against any cost of
material and all the intending buyers have to deposit the same a fresh. Delay in payment by
the buyer may be permitted with interest @ 24% per annum for 15 days only from the last
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due date of payment as per Offer letter. Delay in payment is not permitted for security
deposit. The delayed payment shall not entitle a party for extra lifting time.
In the event of failure on the part of the bidder to pay the Security Deposit against each or
any lot within specified period, the Earnest Money Deposit (EMD) of the bidder will be
forfeited and they shall be debarred from participating in future auctions for next six months
by Metal Junction. The successful party shall have to lift the entire material falling under the
category of items for which he has participated and is the H1 bidder within the period and
from the area specified in the sale order. The lifting time allowed shall be counted from the
date of issue of sale order.
In the event of failure in lifting the material by the party within stipulated time, the party may
be allowed to lift the balance quantity to complete the tonnage/clear the site from the
purchased material. A time extension may be granted to the buyer on request and payment of
ground rent @ 5% of the Basic value of left over quantity of material for extension up to 15
days and 10% of the Basic value of left over quantity of material for extension up to 30 days.
No extension beyond one month shall be granted. Extension granted shall be counted from
the next date of delivery order validity for the purpose of ground rent.
Validity of Offers: The Bid/quotations shall remain valid for 15 days from the date of award
of auction/opening of tender.
(a) In case the date of online auction becomes a holiday the auction will be opened on
the next working day.
(b) The Management reserves the right to accept or reject any or all the online auction/
tenders without assigning any reasons thereof at any stage.
(A) Conditional Online auction Auction/Tenders: Conditional bids will not be
considered.
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(a) When the H1 price of a lot/item is approved, the purchaser shall be notified by an
Offer Letter, which will be sent on E-mail/Fax/by hand/through courier. The offer
letter will indicate full details namely the particulars of the materials, quantity,
accepted rate, sale value, sales tax, other taxes, amount deposited towards earnest
money and the date of making payment.
(b) Security Deposit: The refund of the security deposit is subject to the satisfactory
execution of the order. The Management will be entitled to recover from the security
deposit all the money due to the Plant concerning the sale.
(c) In the event of failure on part of the bidder to make full payment within the date
specified in the Offer letter, the Management may at its option cancel the offer/ sale
relating to the lot/ items forfeiting the earnest money & security deposit without
issuing any prior notice to the tenderers/ bidders.
PAYMENT: On receipt of the Offer letter, the purchaser will deposit the amount as per
details indicated in the Offer letter, by Demand Drafts or Pay Order or Banker¶s
cheque, drawn in favour of Steel Authority of India Ltd, Bokaro Steel Plant,
payable at Bokaro Steel City or Chas. Cheques/Cash will not be accepted towards
payment, however credit note issued by BSL towards balance amount of any
previous purchase shall be acceptable only towards material cost and not against
Security Deposit.
EXTENSION OF DATE OF PAYMENT
Delay in payment of material value by the buyer may be permitted only for 15 days from
the last due date of payment as per Offer Letter with an interest @ 24% per annum. No delay
in payment will be allowed for security deposit: All taxes / excise duty under the local, state,
central or any other law shall be payable by the purchaser in addition to the sale value, as
applicable for each item at the rates prevailing on the date of delivery.
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For all the purpose the date of DA in case of Road Dispatch and date of RR in case of Rail
dispatch will be deemed to be the date of delivery.
a) DELIVERY ORDER AND DELIVERY: - On receipt of payment from the purchaser,
BSL will issue a PIM CUM Delivery Order (PIM CUM DO) which will enable the
purchaser to take delivery of the materials from the stock holder. The Bidder/ Tenderer
is required to sign the PIM CUM Delivery order (PIM CUM DO). If this is not possible
and if the Bidder/ tenderer desires to take delivery through his authorized representative,
he must authorize persons by a letter of authority in the prescribed format on non-
judicial stamp paper of Rs.5 duly notarized, which shall be presented to the appropriate
Management. The letter of authority shall bear the photograph and specimen signature
of the authorized representative duly attested by the Bidder/ renderer. BSL may, in its
entire discretion decline to act on any such authority and it shall be in all case, for the
purchaser to satisfy the stockholder that the authority is genuine.
Delivery by proxy will be at the purchaser¶s sole responsibility and no risk and no claim
shall lie against the Management on account, whatsoever, if Delivery is effected to
wrong person. The option of delivery of any item by Rail or Road shall lie with BSL
Management. In case of Rail Delivery, rail under load, siding charge, demurrage etc.
shall have to be paid by the buyer along with cost of material.
b) ACTUAL DELIVERY/LIFTING: The buyer /his authorized representative shall lift
the material from the lot/area allotted on the basis of PIM CUM Delivery Order (PIM CUM
DO) in terms of tonnage/ number/lot/measurement. In case of big equipment/Plant/Unit
sold, where whether the entire Plant/Equipment/Unit is lifted in one or different parts/lots,
the delivery shall be on the basis of the prices quoted is for the entire unit/equipment/plant.
For extra tonnage of the item, proportionate extra payment shall be required to be made by
the parties with reference of the item mentioned in the tender/ PIM CUM Delivery Order
(PIM CUM DO).
c) WEIGHMENT: The weighment of material as recorded on BSL¶s weigh-
bridge/reflected in DA/RR shall be final and binding.
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1. (A) DELIVERY TIME FOR REMOVAL OF GOODS: The delivery of the materials
will be effected ³in situ´ by the Management. Time is the essence of the contract.
The goods sold will be removed by the buyer from the site within validity of the sale
order. Delivery of the materials will be made during working hours on all working
days on presentation of PIM CUM Delivery Order (PIM CUM DO) by the purchaser
to the officer in charge, who may suspend the delivery for a particular period of time
for want of any clarification or other technical / operation reasons. The buyer will
make their own arrangement for collection / removal and transportation of the items/
lots purchased and will not be entitled to claim any facilities or assistance for the
transport/ removal of the goods/ lots from the Plant premise. The Management may,
subject to the availability, extend at its discretion certain facilities such as cranes etc.
on chargeable basis or otherwise for handling the lot. The fact that such application
has been made to the Management or any delay on the part of the Management to
grant such facilities does not entitle the purchaser for any extension of the delivery
date.
(b) The removal of the materials within the stipulated period is not subject to the
availability or otherwise of labour, wagons and such other factors as climaticconditions and transport etc. which is the responsibility of the purchaser.
(c) However the Management may, consider allowing extra lifting time in special
circumstances/ situation when lifting could not be done due to reasons such as strikes,
Bandh, failure of loading equipment/EDP computer system or any other unforeseen
reasons etc.
2. (a) RAILWAYS SIDING FACILITIES: The purchasers may, at the discretion of
the Management be permitted to use the Plant siding at the purchaser¶s cost, risk
and arrangements, granting of permission is subject to Railway restrictions from time
to time. The purchaser will have to pay the Management in advance the siding
charges as applicable from the time to time. Necessary Security Deposit payment
will be made by the purchaser on this account, the purchaser will be liable for the
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payment of al the charges payable to the Railways whenever the Plant siding is used
under their own arrangement or through the Plant in case of delivery by Rail.
Delivery by rail shall be subject to wagon availability and Railway permission. On
this account no claim/complaint shall be entertained by BSL.
(b) No picking, sorting, cutting, cleaning or breaking up of goods of materials sold will
be permitted, except in certain special circumstance where prior sanction for such
permissions has been accorded by the Management. Such permission will be
accorded only for cutting or breaking of heavy/big pieces into loadable sizes and not
processing.
(c) Whenever permitted, the purchaser shall carry out cutting, breaking and dismantling
of the sold good for lifting in pieces under the supervision of authorised
representative of Loading Unit/Delivery department.
The delivery Department will ensure proper identification of the
items/equipments/installations and marking on them during cutting and dismantling
works in order to avoid mixing of the sold items with any other assets of BSL.
However, before starting the dismantling work, written approval of HOD concerned
shall be obtained from Delivery Department/Loading Unit.
3. SHORTAGE OG GOODS: Where goods are sold in lots and not in number or
units, any reference to the quantity, quality, size, measurement number and other
documents shall not be a point of dispute and the purchaser shall have no claim against
the Management for refund of whole or any part of the purchaser¶s money or for loss
of profit, of interest, damage or otherwise. Where materials are sold by number and
the purchaser fails to obtain delivery of the whole or a portion of the goods sold, he
shall be entitled to make a claim for the proportionate refund of the sale value of the
undelivered quantity. He shall not be entitled to claim any damages, loss, profit,
interest or compensation on any account due to such short delivery.
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4. RE-SALE: The Management will not recognize Re-Sale. Sale Orders and release
orders will be made out only in the name of actual Bidder or tenderer.
5. CUSTODY AND PRESERVATION OF GOODS AFTER SALE: The materials
shall remain in every respect at the risk of the purchaser from the date of Sale Order is
issued to the purchaser. The Management shall not be under any liability for the safe
custody or preservation thereof from that date.
6. (a) WITHDRAWAL OF GOODS DELIVERY: The Management reserves the right
to withdraw at any stage from the sale after advertising or after issue of Sale Order/
Release Order any items or any quantity of the materials by number without assigning
any reasons thereof to the purchaser. Sale Value for the materials so withdrawn, if
any, paid by the buyer, will be refunded. The Management will not be responsible for
any damages/ loss what so ever to the purchaser on account of such withdrawal.
SAIL / BOKARO Steel Plant reserves the right to reject any or all applications / offers
partially or fully at any stage of the process / tenure or modify the process / tenure or
any part / term thereof any time without assigning any reasons No financial
obligations, whatsoever, shall accrue to Sail / BSL in such an event.
(a) The Management reserves the right to dispose off any item by other means even after
inviting Bidding/tenders for sale of such materials.
7. ABANDONED GOODS: The purchaser must effect complete removal of the materials
sold to them from the site within the date specified in PIM CUM Delivery Order (PIM
CUM DO) issued by the Management. In case the material is not removed in fullwithin the specified / extended date, delivery order for the left over quantity will be
treated as cancelled. The materials so left over will be treated as ³Abandoned Goods´,
at the risk and cost of the buyer.
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The Management will have full right on such Abandoned Goods and will be entitled to
resell or dispose off the same in any manner it deems fit without any reference to the
purchaser. The buyer will have no claim on materials declared as the ³Abandoned
Goods´. In addition to forfeiting such abandoned goods the initial deposit and the
price if any paid by the purchaser the purchaser shall further be held liable for all
commission and other charges and losses suffered by the Management which may be
sued for & recovered in a Court of Law.
8. DAMAGE TO PLANT PROPERTIES: The purchaser shall be fully responsible for
any loss/ damages that may be done to the premises, equipments, machineries, and
other installations of the Plant or person in the course of removing the lot/ items
bought by him, and the purchaser is fully liable to reimburse to the Management the
cost of such damages. The Management fully reserves the right to recover the cost of
such damages from any sum due to the purchasers or through legal action whatsoever.
9. ENTRY PASSES TO PLANT: Admit / Area/ Gate Passes are issued to the
representative of the purchaser by the officials of CISF, Bokaro Steel Plant, on the
recommendation of the Custodian. The purchaser and their workers should not move
about freely in the Plant, or Places other than they are required to visit for the purpose of lifting of materials purchased. Free movement of purchaser and their workers to any
other area on the strength of the admit passes issued for particular area/ place/work is
against Security Act. Purchaser are advised to enforce this requirement strictly and
restrict their movement in the Place / Area specified in the admit passes or the place of
lifting of concerned material. Non-observance of precautions under the Public Security
Act, which may please be noted and also notified to the staff of the purchaser and
workers. In case of necessity to proceed to an area, other the one noted in the admit
passes, it is invariably necessary to get new area, added in the admit passes by the office
of the issue. Any breach in the enforcement of safe custody and improper use of the
passes would entail termination of the sale at any stage at the risk and cost of the
purchaser.
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1. COMPLIANCEOF LABOUR LAWS SAFETY RULES: During the period of the
purchaser¶s workers are employed within Bokaro Steel Plant Bokaro premises, they will
be governed by the Labour Law and Rules, Factory Act And Rules and Bokaro Steel
Plant Security Rules & Safety Rules as applicable and it shall be the responsibility of the
purchaser to ensure that the statutory provisions are complied with fully.
y RECOVERY OF DUES: Any sum of money due and payable to the purchaser
including Security Deposit (returnable to him under this contract) may be appropriated
by the Steel Authority of India Limited, Bokaro Steel Plant or Government or any other
person or persons, including other Steel Plants under SAIL and adjusted against any
claim of the Steel Authority of India Limited, Bokaro Steel Plant or Government or such
other person or persons including other Steel Plant under SAIL for the payment of the
sum of money of the arising out of or under any other contract/ tender made by the
purchaser/ tenderer with the Steel Authority of India Limited, Bokaro Steel Plant, or
Government or such other person or persons including other Steel Plants under the Steel
Authority of India Limited.
2. PAYMENT OF INTEREST: No interest will be paid on the amount paid by the
Purchaser and subsequently found refundable under any of the condition mentioned
herein.
13. ILLEGAL GRATIFICATIONS: Any bribes, commission, gifts or advantage given,
promised or offered by or on behalf or the tenderer or his partner agent or servant or any
one on their behalf to any Officer, servant representative or agent of the company or any
person on their behalf in relation to the obtaining or to the execution of this or any other
contract with the company for showing or for bearing to show favour or disfavor to any
person in Relating to this or any other contract as aforesaid shall subject the tenderer to
the cancellation of this contract, aforesaid and also to payment of any loss or damage
resulting in any such cancellation to this like extent.
14. ARBITRATION: All questions, claims, disputes or differences of any kind
whatsoever arising out of or in connection with or concerning this auction/contract, at any
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time, whether before or after the determination of this contract, other than questions, claims,
disputes or differences for the decision of which specific provisions have been made in the
foregoing clauses of these conditions (hereinafter referred to as ³excepted matters´ and
decision on which excepted matters according to the said specific provisions shall be final
and binding on the parties to this contract and shall not be re-opened or attempted to be
reopened on the ground of any informality, omission, delay or error in the proceeding or on
any other ground whatsoever) shall be referred by the parties hereto for the decision by a
Sole Arbitrator to be appointed as hereinafter mentioned.
The parties shall serve the notice regarding the invoking of the arbitration Clause hereto by
registered post at their address given in the contract.
Matters in question, dispute, claim or difference other than the excepted matters in respect of
this contract to be submitted to arbitration as aforesaid shall be referred for decision to a Sole
Arbitrator to be appointed by the Managing Director Bokaro Steel Plant, Steel Authority of
India Limited.
In case the designation of the Managing Director is changed or his office abolished, the
officer who for the time being is entrusted with the functions of the Managing Director,
Bokaro Steel Plant, Steel Authority of India Limited, by whatsoever designation such officer
is called shall be the person designated to appoint the Sole Arbitrator. The Arbitrator so
appointed shall adjudicate upon the disputes between the parties hereto.
The Sole Arbitrator appointed as stated above, shall from the time of his appointment and
throughout the arbitral proceedings, without delay, disclose to the parties in writing any
circumstances likely to give rise to justifiable doubts as to his independence or impartiality
provided that the mere fact that such Sole Arbitrator is an employee of the SAIL, Bokaro
Steel Plant shall not be regarded as such circumstance. The Arbitrator shall decide the
questions, claims, disputes or differences submitted to him by the parties in accordance with
the substantive law for the time being in force in India.
The Arbitrator shall hear the cases independently and impartially and shall not represent the
interest of any party.
The question of procedure for conduct of the arbitration proceedings shall be decided by the
Arbitrator in consultation with the parties before proceeding with the reference. The
arbitrator may hold preparatory meeting(s) for this purpose. In the preparatory meeting(s)
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aforesaid the arbitrator in consultation with the parties shall also determine the manner of
taking evidence, the summoning of the expert evidence and all such matters for the
expeditious disposal of the arbitration proceedings. The arbitrator shall be entitled to actually
incurred expenses only, in respect of preparatory meeting(s).
The provisions of the Arbitration and Conciliation Act, 1996 and the rules framed there
under, if any and all modifications / amendments thereto shall deem to apply and / or be
incorporated in this auction/contract as and when such modifications / amendments to the
Act / Rules are carried out.
15. LEGAL PROCEDDINGS
All kinds of Legal proceedings against the Steel Authority of India Limited, BokaroSteel Plant in any matter arising out of the sale shall be tribal only by the appropriate
Civil Court of Bokaro.
16. The Bidders shall observe all the statutory provisions/levies of central and State in the
matter.
PROCEDURE OF SALE THROUGH FIXED PRICE
1. General Sale notice for different items to be sold is posted on SAIL website and
advertise in various newspapers (Local and National) between every 15th to 20th of the
month for the next month,
2. For requisition of materials, applications are invited from customers bet 25
th
-30
th
/31
st
of every month.
3. Allocation of material to various customers is done as per approved procedure of
priority allocation.
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4. Offer letters are issued to the customers.
5. Price applicable will be the price rising at the time of dispatch.
FLOW CHART OF FIXED PRICE
Advertisement of type of materials on SAIL
website/Newspaper
Application from customers
Allocation of material
Issue offer letter
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PRIORITY IN BOOKING OF MATERIALS BY MARKETING DEPTT
Category Priority Buyer Quantity to be
allotted
A 1st
Govt. Units/PSUs & its
subsidiaries & joint ventures
of govt. units having more
than 50% govt. share
Any quantity
required by them
B 2nd
Dependent BIADA units with
MD/BIADA¶S
recommendations &
MD/BSL¶s approval.
Maximum 70% of
the balance
available quantity
after meeting the 1st
priority
C 3rd
Consumers/Processes of
Jharkhand state
30% of balance
D 4th
To all other customers Out of the balance
quantity of material
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TENDER DOCUMENT
TERMS & CONDITIONS
1) The parties desirous of purchasing the material have to quote for entire quantity of the
material.
2) The Tenderer are advised to inspect the material at B.F. Slag Dump, if so desired, beforesubmitting the quotations.
Parties will be permitted to see the materials from 9.30 Hrs to 4.30 Hrs daily on working
days. Necessary entry passes may be obtained from the Receptionist/ CISF
3) Terms of sale: On ³As is where is basis ", " No complaint basis ³and´ Ex-works basis" No
PICK and CHOOSE shall be allowed other than sorting out Iron/Steel pieces found, if any.
4) The conditional quotations are liable to be rejected.
5) EARNEST MONEY
EMD (Earnest Money Deposit) Rs.100000/- for the item to be deposited in the form of
DD/BC/PAY ORDER in favors of SAIL/Bokaro Steel Plant, payable at Bokaro, from any
Nationalized / Scheduled banks along with the quotations. Any variation / demand in such
taxes, duties, levies, and charges and / or any fresh imposition of such taxes, duties, levies
and charges shall also be to the account of the bidder to whom the tender is awarded.
The tenders should quote their rate in per cubic meter against the total quantity as asked for
in the tender document both in words and figures.
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In case of any mismatch / ambiguity between the two the higher of the two rates only shall be
considered.
The tender should be submitted in the TENDER BOX placed inside the CONFERENCE
HALL OF MARKETING AND STRATEGIC PLANNING DEPARTMENT on the 5th floor
of ISPAT BHAWAN. The general terms and conditions of lifting by road and safety
stipulations in force shall be applicable.
6) PAYMENT TERMS:
The successful bidder has to make payment for the quoted quantity in 12 (twelve) equal
installments of 1000 CU. each. 1st installment is to be deposited within 10 (Ten) days from
date of issue of sale order inclusive of the date of issue of sale order. Subsequent installmentsare to be deposited within 30 (Thirty), 50 (Fifty), 70 (Seventy), 90 (Ninety), 110 (One
hundred ten), 130 (One hundred thirty), 150 (One hundred fifty), 170 (One Hundred
seventy), 190 (One hundred Ninety), 210 (Two Hundred ten) & 230 (Two Hundred Thirty)
days from the date of issue of sale order (inclusive of the date of issue of sale order).
However, lifting of entire quantity of material has to be completed within the validity period
of 300 (Three Hundred) days from the date of issue of sale order (inclusive of the date of
issue of sale order). Payments shall be in the form of DD/BC/Pay order or acknowledgement
note from SBI, IFB commercial, Branch of Raipur /Bokaro payable at Bokaro from any of
the Nationalized / Scheduled banks in favor of SAIL /Bokaro Steel Plant. In case of failure of
payment as mentioned above and or failure in lifting of material within the validity period of
lifting, the Management reserves the right to cancel the sale Order and forfeit the security
deposit.
7) LOADING AND TRANSPORTATION:
Loading and transportation of the material in the tenderer vehicle has also to be done by the
tenderer at their own cost and arrangements.
Successful customer will be allowed to lift the material only 4 days in a week.
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with them. The products are directly marked demand on the basis of their interaction with
them. The products are directly marked from Bokaro Steel Plant to the customers there is no
other intermediaries.
MANUFACTURE
INDUSTRIAL CONSUMER
DISTRIBUTION CHANNELS:
1. A.L.P COLOUR AND CHEMICALS INDUSTRIES JAMSHEDPUR
2. APEX MET CHEM PVT LTD
3. BHARAT ENTERPRISES MEERUT
4. BAJRANG PETRO CHEMICALS, KANPUR
5. SHIVA CHEMICALS CHAS
6. BAJRANG PETROLIUM, DELHI
7. INDIA PESTISIDE LTD LUCKNOW
8. NATIONAL OIL CHEMICAL, AGRA
9. SHREE RAM INDUSTRIES, B.S.CITY
10. JAGDAMBA PERROLIMUM INDIA PVT. LTD. DELHI
11. KANORIA CHEMICALS, RENUKOOT
12. SHREE BHOLEY UDYOG ,DHANBAD
13. VIJAY CHEMICALS, RAIPUR
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14. UTKAL HYDRO CARBON, BHILAI
15. COAL CHEM, BHILAI.
16. NAGALIA HYDROCARBONS, KOLKATA
17. JALAN CARBON AND CHEMICALS LTD,KOLKATA
18. JHARKHAND TAR PRODUCTS, BOKARO
19. BHARAT REFECTORIES LTD, KOLKATA
20. HIMADRY CHEMICALS, KOLKATA
21. SHAILY DYES & INTERMEDIATES, AHMEDABAD
22. BASF INDIA LTD, MUMBAI
23. SRI AMBIKA SALES CORPORATIONS, PATNA,ETC.
PROCEDURE OF REFUND OF CLAIM AMOUNT TO THE
CUSTOMERS 1. CLAIM FORM:-When lifting of material for a particular claim is over, customers can
claim for Price of material, security deposited, Ernest money deposit, interest or turn
over tax. Claim form is submitted to marketing dept. with invoice details.
2. REGISTRATION: - MKTG DEPT allotted registration no. And date to each claim.
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3. GROUNDREPORT:- Ground clearance committee submits report to CMM
(marketing) after completion of lifting of material under a particular sale order.
4. RECONCILATION OF ORDER: - Details of claim form are reconciled with that of
records at marketing dept. In case of any descriptions in the claim form submitted, itis returned to the party for correction.
5. CANCELLATION OF SALE ORDER: - When all details are in order cancellation
PIM of the sale order is prepared in the computer system. Hard copy of this cancelled
PIM is duly signed by dealing assistant and controlling officer. In case of Ernest
Money deposit and TOT, IOC is sending for refund of the amount.
6. ON LINE FOWARDING OF CANCELLATION PIM: - Cancelled PIM are
forwarded to S&E DEPT. through computer network. A forwarding letter along with
dak no. & dak date is generated which is electronically transferred to the S&E DEPT.
7. VOUCHER FOR PAYMENT: - S&E dept. prepares voucher for payment of claims
amount and forwards it to cash section of accounts dept.
8. PAYMENT OF CLAIM AMOUNT: - Cash section issues cheque of the claim
amount for the party and deposited in their bank account.
9. INTIMATION OF CHEQUE ISSUED: - Cash department sends information about
issue of cheque for final settlement to the party to marketing department. Process is
going on for online intimation of cheque issued.
Bokaro steel plant deals with its customers directly. There are some persons in the marketing
department who always remain in contact with customers and extract information about the
current market demand on the basis of their interaction about the current market demand on
the basis of their interaction about the current market demand on the basis of their interaction
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with them. The products are directly marked demand on the basis of their interaction with
them. The products are directly marked from Bokaro Steel Plant to the customers there is no
other intermediaries.
MANUFACTURE
INDUSTRIAL CONSUMER
DISTRIBUTION CHANNELS:
24. A.L.P COLOUR AND CHEMICALS INDUSTRIES JAMSHEDPUR
25. APEX MET CHEM PVT LTD
26. BHARAT ENTERPRISES MEERUT
27. BAJRANG PETRO CHEMICALS, KANPUR
28. SHIVA CHEMICALS CHAS
29. BAJRANG PETROLIUM, DELHI
30. INDIA PESTISIDE LTD LUCKNOW
31. NATIONAL OIL CHEMICAL, AGRA
32. SHREE RAM INDUSTRIES, B.S.CITY
33. JAGDAMBA PERROLIMUM INDIA PVT. LTD. DELHI
34. KANORIA CHEMICALS, RENUKOOT
35. SHREE BHOLEY UDYOG ,DHANBAD
36. VIJAY CHEMICALS, RAIPUR
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37. UTKAL HYDRO CARBON, BHILAI
38. COAL CHEM, BHILAI.
39. NAGALIA HYDROCARBONS, KOLKATA
40. JALAN CARBON AND CHEMICALS LTD,KOLKATA
41. JHARKHAND TAR PRODUCTS, BOKARO
42. BHARAT REFECTORIES LTD, KOLKATA
43. HIMADRY CHEMICALS, KOLKATA
44. SHAILY DYES & INTERMEDIATES, AHMEDABAD
45. BASF INDIA LTD, MUMBAI
46. SRI AMBIKA SALES CORPORATIONS, PATNA,ETC.
PROCEDURE OF REFUND OF CLAIM AMOUNT TO THE
CUSTOMERS 10. CLAIM FORM:-When lifting of material for a particular claim is over, customers can
claim for Price of material, security deposited, Ernest money deposit, interest or turn
over tax. Claim form is submitted to marketing dept. with invoice details.
11. REGISTRATION: - MKTG DEPT allotted registration no. And date to each claim.
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12. GROUNDREPORT:- Ground clearance committee submits report to CMM
(marketing) after completion of lifting of material under a particular sale order.
13. RECONCILATION OF ORDER: - Details of claim form are reconciled with that of
records at marketing dept. In case of any descriptions in the claim form submitted, itis returned to the party for correction.
14. CANCELLATION OF SALE ORDER: - When all details are in order cancellation
PIM of the sale order is prepared in the computer system. Hard copy of this cancelled
PIM is duly signed by dealing assistant and controlling officer. In case of Ernest
Money deposit and TOT, IOC is sending for refund of the amount.
15. ON LINE FOWARDING OF CANCELLATION PIM: - Cancelled PIM are
forwarded to S&E DEPT. through computer network. A forwarding letter along with
dak no. & dak date is generated which is electronically transferred to the S&E DEPT.
16. VOUCHER FOR PAYMENT: - S&E dept. prepares voucher for payment of claims
amount and forwards it to cash section of accounts dept.
17. PAYMENT OF CLAIM AMOUNT: - Cash section issues cheque of the claim
amount for the party and deposited in their bank account.
18. INTIMATION OF CHEQUE ISSUED: - Cash department sends information about
issue of cheque for final settlement to the party to marketing department. Process is
going on for online intimation of cheque issued.
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CHAPTER 6
y CUSTOMER LIST OF BSL (BOKARO STEEL PLANT)
y CUSTOMER RELATIONSHIP MANAGEMENT
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CUSTOMER LIST OF BSL (BOKARO STEEL LTD.)
MAJOR CUSTOMERS OF SECONDARY PRODUCTS
1. Ma Durga Ispat Udyog, Bokaro.
2. Bokaro Devlopement Area.
3. Kartike Ispat Pvt. Ltd, Kanpur.
4. Amit Steel Corporation, Howrah.
5. Diwan Steel, New Delhi.
6. Nenu Mal & sons, Kanpur.
7. Bhawani Metals, Bokaro.
8. Pandey Metals, Bokaro.
9. Chinar Steel Segment, Bokaro.
10. Mangal Pvt. Ltd., Bokaro.
11. United Iron Corporations, Dhanbad
12. Bharat Supply Company, Kolkata
13. Anup Steels, Delhi
14. Hanuman & rise Pvt. Ltd, BIADA
15. Amit Metcum Pvt. Ltd.
16. Steel India, Dhanbad
17. Kunal Steel Corporation, Ludhiana
18. GD Geol. & Company, Kolkata
19. Modern Indus concast Ltd, Kolkata
20. Agarwal Steel Centre, New Delhi21. Tribhole Udyog, Dhanbad
22. Shiva Chemicals SSE, Sindri
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MAJOR CUSTOMERS OF BI PRODUCT
1. Shree Bhole Udyog, Bokaro
2. Jalan carbon & Chemical, Jamshedpur
3. Bajrang petro chemical, Kanpur
4. Shalimar Chemical industries Pvt. Ltd., West Bengal
5. Shiva Chemical, Bokaro
6. AGR Enterprise, Mumbai
7. Kutch Chemical Industries, Baroda
8. Bhilai Chemical Pvt. Ltd., Ranchi
9. Ganga Rasayan, West Bengal
10. Naresh Prasad Agarwal, Bokaro
11. Himadri Chemical & Industries, West Bengal
12. Eastern Tar Pvt. Ltd., Jamshedpur
13. Jalan Carbon, Jamshedpur
CUSTOMER RELATIONSHIP MANAGEMENT BY SAIL
Bokaro steel plant deals with its customers directly. There are some persons in the marketing
department who always remain in contact with customers and extract information about the
current market demand on the basis of their interaction about the current market demand on
the basis of their interaction about the current market demand on the basis of their interaction
with them. The products are directly marked demand on the basis of their interaction with
them. The products are directly marked from Bokaro Steel Plant to the customers there is no
other intermediaries.
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MANUFACTURE
INDUSTRIAL CONSUMER
DISTRIBUTION CHANNELS:
47. A.L.P COLOUR AND CHEMICALS INDUSTRIES JAMSHEDPUR
48. APEX MET CHEM PVT LTD
49. BHARAT ENTERPRISES MEERUT
50. BAJRANG PETRO CHEMICALS, KANPUR
51. SHIVA CHEMICALS CHAS
52. BAJRANG PETROLIUM, DELHI
53. INDIA PESTISIDE LTD LUCKNOW
54. NATIONAL OIL CHEMICAL, AGRA
55. SHREE RAM INDUSTRIES, B.S.CITY
56. JAGDAMBA PERROLIMUM INDIA PVT. LTD. DELHI
57. KANORIA CHEMICALS, RENUKOOT
58. SHREE BHOLEY UDYOG ,DHANBAD
59. VIJAY CHEMICALS, RAIPUR
60. UTKAL HYDRO CARBON, BHILAI
61. COAL CHEM, BHILAI.
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62. NAGALIA HYDROCARBONS, KOLKATA
63. JALAN CARBON AND CHEMICALS LTD,KOLKATA
64. JHARKHAND TAR PRODUCTS, BOKARO
65. BHARAT REFECTORIES LTD, KOLKATA
66. HIMADRY CHEMICALS, KOLKATA
67. SHAILY DYES & INTERMEDIATES, AHMEDABAD
68. BASF INDIA LTD, MUMBAI
69. SRI AMBIKA SALES CORPORATIONS, PATNA,ETC.
PROCEDURE OF REFUND OF CLAIM AMOUNT TO THE
CUSTOMERS
19. CLAIM FORM:-When lifting of material for a particular claim is over, customers can
claim for Price of material, security deposited, Ernest money deposit, interest or turn
over tax. Claim form is submitted to marketing dept. with invoice details.
20. REGISTRATION: - MKTG DEPT allotted registration no. And date to each claim.
21. GROUNDREPORT:- Ground clearance committee submits report to CMM
(marketing) after completion of lifting of material under a particular sale order.
22. RECONCILATION OF ORDER: - Details of claim form are reconciled with that of
records at marketing dept. In case of any descriptions in the claim form submitted, it
is returned to the party for correction.
23. CANCELLATION OF SALE ORDER: - When all details are in order cancellationPIM of the sale order is prepared in the computer system. Hard copy of this cancelled
PIM is duly signed by dealing assistant and controlling officer. In case of Ernest
Money deposit and TOT, IOC is sending for refund of the amount.
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24. ON LINE FOWARDING OF CANCELLATION PIM: - Cancelled PIM are
forwarded to S&E DEPT. through computer network. A forwarding letter along with
dak no. & dak date is generated which is electronically transferred to the S&E DEPT.
25. VOUCHER FOR PAYMENT: - S&E dept. prepares voucher for payment of claimsamount and forwards it to cash section of accounts dept.
26. PAYMENT OF CLAIM AMOUNT: - Cash section issues cheque of the claim
amount for the party and deposited in their bank account.
27. INTIMATION OF CHEQUE ISSUED: - Cash department sends information about
issue of cheque for final settlement to the party to marketing department. Process is
going on for online intimation of cheque issued.
SAIL CONSULTANCY DIVISION (SAILCON)
SAIL, during its existence of over four decades, has acquired a high level of expertise and vast
experience in building, operation and maintenance of integrated and mini steel plants and
associated facilities encompassing diverse technologies, equipment and products-mix. The
knowledge thus gained led to formation of a consultancy and services marketing division ±
SAIL Consultancy Division (SAILCON), based in Delhi, to provide a wide range of services to
the iron & steel and other industries in India and abroad.
SAILCON is a single window at SAIL catering to clients across the world, providing design,
engineering, technical, management and training consultancy and services available from
various SAIL plants and units. It is an ISO: 9001:2000 certified organizations equipped to
render quality services from concept to commissioning.
The range of services available include:
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DESIGN AND ENGINEERING SERVICES
y Feasibility studies
y Bankable Project Proposals
y Detailed Project Reportsy Basic Engineering
y Detail Engineering
y Tender Specializations Preparations
y Bid Evaluation
y Instrumentation and Automation
y Mine Planning and Development
PROJECT MANAGEMENT SERVICES
y Plant Erection and Construction
y Procurement and Inspection
y Project Planning, Monitoring and Supervision
y Start-up, Testing and Commissioning
TECNOLOGICALSERVICES
y Plant Operation and Maintenance
y Technology Up-gradation
y Quality, Productivity and Performance Improvement
y Environment Management and Pollution Control
y Energy Conservation & Audit
HR AND TRAINING SERVICES
Training Needs Assessments and Training Module Development
y Setting up Training Systems and Facilities
y Training for Operation, Maintenance and Management of Steel and Power plants
y Engineering and Technical Skills Training
y Management Development Programmes
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y Training of Trainers
y Recruitment Services
y Appraisal and Reward Systems
y Preparation of Personnel and Training Manuals
MANAGEMENT SERVICES
y Total Quality Management and ISO: 9001 Certification Assistance
y Corporate Planning
y Benchmarking
y Corporate Restructuring
y Marketing and Distribution
y Software Development and System Design
In addition to successful completion of a number of assignments in India, SAILCON has
satisfied clients in Egypt, Saudi Arabia, Iran, Qatar, Bangladesh, Oman, Philippines, Nepal,
Taiwan, Thailand, Azerbaijan, Georgia, Nigeria and Sri Lanka.,
Contact Address:
SAIL Consultancy Division,Steel Authority of India Limited,
SCOPE Minar, North Tower,
19th Floor, Laxmi Nagar District Centre,
New Delhi -110092, India.
Tel.: + 91-011-22448381 & 22531242,
Fax: +91-011-22464616
E-mail : [email protected]
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CHAPTER 7
y ADVERTISEMENT AND PUBLICITY
y INCENTIVE AND OTHER SCHEMES
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Advertisement and promotional scheme in SAIL:
As sail is a one of the biggest steel manufacturing in India so it has its own unique way of
advertising its products. It does not need any kind of frequent advertisement on television
because of its biggest reputation in the country but still there is some of advertisement which
they use to promote its product. They basically deal with business to business sort of business
activity. And they do also manufacture consumer products of steel as well.
Their advertisement basically deals with nation wise bond and they more over focus on
power and strength of product.
But basically SAIL promote itself through several social work such as:
SAIL has been a pioneer in the area of Corporate Social Responsibility (CSR) sinceinception, substantially contributing towards betterment of social indices in and around the
periphery of steel plants. SAIL has been structuring and implementing CSR initiatives rightfrom inception with the underlying philosophy and a credo to make a meaningful differencein people's lives. These efforts have seen the obscure villages of yesterday, where SAIL plants are located, turn into leading industrial centres in the country today.
Since inception the company has established 40 primary health centres, 11 reproductive andchild health centres 31 hospitals and 8 super-speciality hospitals. These have resulted inaccess to improved health infrastructure for 2.2 crore people from ailments from commoncold to measles, diabetes, reproductive and child health care, open heart surgery, neurosurgery, kidney transplantation etc. The Company has opened about 138 schools in the steeltownships to provide modern education to about 81,000 children. Besides adopting and
providing free education and facilities to tribal children, company has provided assistance toover 1407 schools, with more than 1,64,000 students of around 435 villages surrounding itsunits. In this endeavour, SAIL has achieved a Girl:Boy ratio of 1:1 for all levels of educationand a survival rate (i.e. rate of retaining enrolled students) of 90% in all SAIL secondaryschools and 95% in all SAIL primary schools. SAIL has started 5 free schools exclusively for the poor, under privileged children - one each at its 5 Integrated Steel Plant locations.Students are being provided free meals, uniforms, tuition, books & stationery andtransportation, etc. in these schools.
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In addition to contributing in areas of education and health, your Company provides access to potable water to about 1.1 lakh persons every year and constructs/ repairs 33 km of (pucca)roads per year, thereby providing access to more than 2 lakh persons across 435 villages per year. During 2007-08, 61 kms of pucca road was built, 423 new water resources were createdand 402 solar lights were provided.
The Company has adopted 79 villages as Model Steel Villages across eight states. Thedevelopmental activities planned for these villages include medical and health services,education, roads and connectivity, sanitation, community centres, livelihood generation,sports facilities, etc. Out of the 79 villages, 13 villages have been developed as Model SteelVillages, during the year 2007-08.
The Company is also working towards preserving culture and heritage. Some of the keyactivities include assistance to maintenance of monuments in Lodhi Garden, New Delhi;contribution towards the development of infrastructural facilities and amenities etc. atArcheological Sites of Lauria Nanandangarh and Chankigarh in West Champaran District of
Bihar and Light and Sound Show organised on 10th May, 2007 on the occasion of 150thanniversary of First War of Independence at Dhyan Chand National Stadium, New Delhi.
Besides, the Company extended support to a number of activities for the benefit of physicallychallenged persons and destitute. 193 physically challenged and hearing impaired personsfrom peripheral villages were identified and crutches, artificial limbs and hearing aids were provided with the help of Bharat Vikash Parishad, a reputed NGO; Besides 150 hearing aids,computer lab and furniture, 15 tricycle and 5 wheel chairs were also provided. CSR isingrained in all spheres of industrial life and social responsibility for the Company and it isnot only a virtue but a business imperative.
The objective of the Company is to focus on the following thematic themes/causes as part of Corporate Social Initiatives and Women Upliftment:
1. Income Generating Schemes (through Self Help Groups);
2. Education; and
3. Health issues
In line with the above themes, SAIL is working in tandem with State Government of Chattisgarh for establishing a Technical University at Bhilai, Chattisgarh. An ITI was
inaugurated at Gua Mines in September 07, by Shri Madhu Koda, Hon'ble Chief Minister of Jharkhand in which classes in two streams have started.
Project 'Jaladhara' was taken up under the Corporate Social Responsibility initiatives of SAIL/ CMO in tribal villages in Vishakapatnam District. The project aimed to provide drinkingwater to the hamlets of Dummaguda and Sarada Bonguda village from the natural springs of the Ranajilledu water falls in the picturesque Araku Valley. Water from the perennial naturalsprings (at a height of 60m from the village) is brought down to the villages by taking
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advantage of the natural gradient (by the gravity) by constructing a cistern at the tapping point, laying a main pipeline (1.6 kms long) through mountain terrain to convey the water from the cistern at the tapping point to three tiny hamlets housing a population of about 450in the village premises where filtration tanks and distribution tanks with taps are providedand distributed. Earlier the village folk (especially ladies) had to trek nearly 2.5 kms to
collect water from the Ranajilledu Falls. The entire facility was handed over to the Sarpanchof the village on 15th December 2007.
In the field of health care, free medical health centres for poor have been set up at Bhilai,Bokaro, Rourkela, Burnpur(Gutgutpara)and Durgapur providing free medical consultation,medicines, etc. In addition, over 400 medical camps have been held in 2007-08 by all the plants and units in 12 states (Bihar, Jharkhand, Chattisgarh, Orissa, West Bengal, Tamil Nadu, Karnataka, Maharashtra, Madhya Pradesh, Haryana, Himachal Pradesh, Rajasthan) for providing free health check-up, path lab treatment, medicines, immunization, etc to to over 5lakh of the needy persons. Surgical cases were referred to plant hospitals (free stay, to and frotransport and food with 1 attendant each) with the facility for post operative check up etc. In
one of these camps organized by SSP, a 18 months old girl was detected with congenitalcataract in both the eyes (nearly blind) and was restored vision after surgery at SSP hospital.Ten (10) numbers of Mobile Medicare units have also been provided to differentorganizations during 2007-08
Thirty three (33) child labour rescued by an NGO operating in MSV Thimmalaiviri, Salem,are being supported by taking care of their education, livelihood, hygiene and health care.Massive flood relief operation was organized by SAIL. Almost 100 employees were pressedinto service. Flood relief operation was undertaken in 46 districts in 3 states namely, Bihar,Uttar Pradesh and Assam (in North East).
The company is one of the first PSUs to get associated as an inter-sectoral collaborator of National AIDS Control Organisation (NACO), Ministry of Health and Family Welfare,Government of India. SAIL has continued its efforts to contribute to the society in preventionand control of HIV/AIDS through Information, Education and Communication (IEC)Programmes where more than one lakh people were covered. In the schools, AIDS EducationProgramme (for Class IX and above) has been taken up across the Company, in line with NACO guidelines.
In the field of Income generating schemes, vocational training has been provided to around25,000 villagers in SMART Model for Vegetable Cultivation , WADI, Amrapali DripWatering, Teak Plantation , Poultry Farming , Water Harvesting , Mobile ArtificialInsemination, Vermiculture etc.
The Company has well planned sports policy, with an accent on nurturing young talentsthrough four specialized academies promoting Athletics, Hockey, Football and Cricket. SAILsponsored several sporting tournaments at the national and the international levels to promotesports in the country. In order to provide impetus to sports, Archery Academy has been set upat Kiriburu Mines, Jharkhand. A host of tribal sports festivals have also been organized likeSAIL Tribal Sports Festival-2007 at Durgapur, Gramin Khel Melas in Athletics, Football,
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Volleyball and Khokho for tribal students at Narayanpur, Chattisgarh.. Another prestigious programme under sports promotion was SAIL sponsoring ADPROS Asian Tour Golf Tournament (SAIL Open Golf Tournament) and Nehru Champion Colleges HockeyTournament besides supporting UP Badminton Association for UPA Badminton Academy.
CORPORATE COMMUNICATION
SAIL continued its efforts to project the image of the company by taking up brand buildingmeasures that included advertising through the outdoor and print media, participation inexhibitions sponsorships of various sports and cultural events, etc.
Incentive and other schemes:
As well as keeping them happy, rewarding staff can help organisations with retention and
development.
Setting up an employee incentive scheme is trickier than it sounds. It is not simply a matter of setting targets and giving prizes to staff who attain them. You've got to communicate whatyou are doing, why and how, reward people appropriately, and most importantly, get buy-infrom employees and the board.
Andrea Born, head of business incentives at House of Fraser, and John Davis, managing director of Argos
Business Solutions, are both heavily involved in employee incentive schemes. They have come up with their top
tips for Personnel Today readers on how to make them work.
Communicate goals
Communicate what you are doing and why is crucial to success. Everyone needs to know what the goals are and
what the rewards are for achieving those goals. They need to be able to relate to both of them or they willdisengage. Born thinks you can't be too vocal. "You need to be loud and proud about it," she says.
The thing is to promote what you are doing - give a talk, put it on the intranet, send company-wide e-mails and
leaflets. All this needs to be done from the moment you launch the incentive scheme, otherwise it will fizzle out or
never even get off the ground.
Know your objectives
There is no point implementing an incentive scheme just because everyone else is. Establish what aspect of
your business you are trying to improve, be it product knowledge, absenteeism rates, customer satisfaction or
retention rates, for example. Then establish how the incentive scheme is going to achieve that.
You need to know what those objectives are worth to you in monetary terms, so that you know how much you
are prepared to spend to generate the desired return on investment.
Davis thinks this is where many companies slip up. "A lot of people test schemes while not understanding whatthe monetary rewards are for them, but it is the monetary rewards that drive the budget," he says.
Convince the board
If you have got the objectives right, know what you want to do, why and how, then winning the board over should
not be too hard.
"You need to have a strong business case," explains Davis. "What are you trying to achieve? Have five or six
critical success factors - service levels, product knowledge etc - and measurable targets. If you are able to
demonstrate the financial benefits, getting buy-in should be easy."
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Consult with staff
As such schemes are all about staff participation, it makes sense to get them involved at the beginning. Find out
what would motivate them to work harder or please more customers. Is it a cash boost? Or would they prefer
music vouchers?
A common mistake to avoid is assuming that staff will all want the same rewards. "Rewards have to be relevant
to the employee," says Davis. "There is no point giving golf vouchers to someone who does not play golf. Profile
people, ask a few questions to find out about their hobbies so that they get the right reward."
But Davis warns that employers must clarify what the reward limits are. "If you're polling employees, you have to
be careful not to raise expectations too high because this could have a demotivating effect," he says.
Make it pertinent
This ties into ensuring the rewards are appropriate. Different departments or locations will probably have different
objectives, so you need to establish what those are and how to reward them.
Born thinks the best schemes are those that work on a local level. If it is improved teamwork that is being
rewarded, she recommends a team reward.
"Experience vouchers are very good for groups," she says. "Get them to do an activity or take them away for a
weekend."
Argos Business Solutions has a scheme with an oil company, and one health and safety initiative they run is allabout team safety awareness.
"If there aren't any accidents during a year, staff are rewarded with big prizes," says Davis. "This means they
keep an eye on each other as a team."
Maintain momentum
Apart from the oil-rig example, Davis advises against annual rewards. He thinks staff need to be constantly
thinking about rewards and striving to achieve them. "The more you can get people earning points regularly, the
more buy-in you will get," he says. "Management needs to keep banging the drum and alerting employees to any
results, new targets or rewards. It needs to become part of the company culture."
Measure success
This is best done by measuring whether you are meeting your objectives. Assess performance and the return on
investment.
If it is lower absenteeism rates you're after, then look at the HR statistics. Poll staff through employee opinion
surveys, although the best measure is employee take-up and factual results.
Act when take-up is low
Both Born and Davis say that if take-up is low, it is not working. Then it is a case of assessing the whole scheme
- are your objectives right? Are the targets achievable and widely understood? Do workers know why the scheme
exists? And are the rewards right? The best way to find out is to look at any measurables and consult
employees.
Bokaro Steel Plant initiates schemes to better
employees' living standardsBokaro, June 9 -- In a bid to improve the quality of the employees' life, Bokaro Steel Plant
(BSP BSP
Bromsulphalein, a dye used in the study of liver function. See also sulfobromophthalein
clearance test. ) has adopted a new hymn - 'Service with a Smile' - which will help in
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boosting-up the morale of the employees.
A two-day workshop was organised at HRD MM Yadav, inaugurated this workshop. Acreation of the human resource development department of Bokaro Steel Plant management,this new scheme allows one to visualise transformation of the behaviour of the service
departments towards the employees working under tough condition inside the plant.
It aims to ensure that the employee who approaches the services department with their problems related to maintenance of house, education, discrepancies in salary including othersare treated with affection, which would reduce the worries of the employee and increase their satisfaction with the amenities provided.
Officials said that this scheme will reduce the trouble of the employees and it also save themfrom several health problems including high blood pressure and diabetes.
"Besides, this plant visit is also a part of this programme by which they will aware about the
difficult conditions under which employees work. This will help them to understand theimportance of cooperating with them in dealing with the personnel requirements," added theofficial.
Official also informed that Rakhi Dey, Anju Singh, Vineta Singh and Poonam Singh the four female executives are organising training session for all level of executives under thisscheme
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Chapter 8
y Study and analysis of graphs and datay SWOT analysis of BSL
y Research and findings
y Suggestions to BSL
y Conclusion
y Bibliography
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Study and analysis of graphs and data
SALES OF SECONDARY STEEL (Value in Lacks)
PERIOD 2007-08 2008-09
1st Qtr 11464 13022
2nd Qtr 13179 16564
3rd Qtr 13425 11602
4th Qtr 15194 9159
0
2000
4000
6000
8000
10000
12000
14000
16000
18000
1st Qtr 2nd Qtr 3rd Qtr 4th Qtr
2007-08
2008-09
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SALES OF IRON & SCRAP (Value in Lacks)
PERIOD 2007-08 2008-09
1st
Qtr 958 1326
2nd
Qtr 1115 1039
3rd
Qtr 1014 1103
4th
Qtr 1472 915
0
200
400
600
800
1000
1200
1400
1600
1st Qtr 2nd Qtr
1115 1039
3rd Qtr 4th Qtr
Series1
Series2
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SALES BFG SLAG (Value in Lacks)
PERIOD 2007-08 2008-09
1st Qtr 797 840
2nd Qtr 933 914
3rd Qtr 953 882
4th Qtr 940 998
0
200
400
600
800
1000
1200
1st Qtr 2nd Qtr 3rd Qtr 4th Qtr
2007-08
2008-09
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SALES PIG IRON (Value in Lacks)
PERIOD 2007-08 2008-09
1st Qtr 1436 0
2nd Qtr 854 458
3rd Qtr 0 175
4th Qtr 0 603
0
200
400
600
800
1000
1200
1400
1600
1st Qtr 2nd Qtr 3rd Qtr 4th Qtr
2007-08
2008-09
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SALES BY PRODUCTS (Value in Lacks)
PERIOD 2003-04 2004-05 2005-06 2006-07 2007-08 2008-09
1ST Qtr 904 1218 1041 12631759 2906
2ND Qtr 1320 1731 1417 14582047 2797
3RD
Qtr 1145 1038 1312 12952104 2041
4TH
Qtr 2024 1797 2045 21151918 1701
TOTAL 5393 5784 5815 6131 7828 9445
0
1000
20003000
4000
5000
6000
7000
8000
9000
10000
1ST Qtr
2ND Qtr
3RD Qtr
4TH Qtr
TOTAL
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SALES MISC OTHERS (Value in Lacks)
PERIOD 2007-08 2008-09
1st Qtr 961 1457
2nd Qtr 848 1515
3rd Qtr 987 1065
4th Qtr 1182 462
0
200
400
600
800
1000
1200
1400
1600
1st Qtr 2nd Qtr 3rd Qtr 4th Qtr
2007-08
2008-09
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E-AUCTION (Value in Lacks)
PERIOD 2007-08 2008-09
1st
Qtr 8144 13410
2nd
Qtr 12100 10800
3rd
Qtr 9146 11223
4th
Qtr 12619 6553
0
2000
4000
6000
8000
10000
12000
14000
16000
1st Qtr 2nd Qtr
12100
10800
3rd Qtr 4th Qtr
12619
2007-08
2008-09
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PRODUCTION PERFORMANCE OF BSL
07-08 08-09(MARCH)
TARGET ACTUAL TARGET ACTUAL
HOT METAL 4585 4660 5050 4020
CRUDE STEEL 4360 4130 4700 3577
SALEABLE CR-COIL
3655 3600 4210 6479
SALAEBLE STEEL 3780 3900 4110 3383
PROFIT IN BSL
YEAR PROFIT (Rs. IN CRORE)
2005-06 2056
06-07 2737
07-08 2830
08-09 1324
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METHODOLOGY ADOPTED
The methodology adopted by me during the project on "Marketing of Secondary Product and
By Products on B.S.L" can be divided into two parts:
(A) To know about the organization
(B) To know about the procedure and working of Marketing Department and Secondary
Section.
(A) To know about the organization. Information / data has been
Collected from:-
(i) Government Publications.
(ii) Books of organization.
(iii) Journal.
(iv) Company's Website.
(B) PRIMARY DATA: To know about the procedure and working of Marketing Department
and Secondary Section information has been collected by:
(a) Observation Method
(b) Personal Interview with
(i) AGM
(ii) Senior managers
(iii) Managers
(C)Document provided by them.
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The By Product of BSL is coal based and of best quality against the petroleum based
By Products of its competitors giving the company edge.
A strong R&D cell of the company keeps on working over enriching the quality of
the products and to reduce the cost of whole process.
It has countrywide network of stockyards and dockyards/ branches/ customer can
take material from any location.
Customer perception of SAIL is fair and of reliable supplier > SAIL product has
International standard.
SAIL has a customer friendly approach and improved customer orientation.
SAIL is in the market from long time having long term relation from the
customers.
SAIL, BSL never compromises regarding µQUALITY¶ so it has superior quality.
WEAKNESS
The current weaknesses of the Company stem from dependence on purchased coal from
domestic and overseas suppliers. Some technologically obsolete processes such as ingotcasting and the twin hearth furnaces continue to operate and will be eliminated only after
implementation of the modernization cum expansion plan. As the integrated steel plants of
SAIL are located primarily in the eastern states, it increases the transportation cost to the fast
growing markets of the west and south. Due to historical legacy the manpower cost in the
Company is higher than its competitors. Also, being a public sector company adherence to a
number of rules and procedures slows down the business.
Lack of team work inhibits proper implementation of company¶s policy. Word ³I´ is
very much rampant in the workforce of BSL, phrase like ³ I am not responsible for
the undersigned responsibility´
Complex pre and post sale activities repel the probable customers.
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Due to its large organizational structure involving numerous policies and officials,
prompt decision making a real problem.
No one wants to take initiative as he/she does not want to be reason for blame if the
trick doesn¶t click.
The hard working marketing officials are not given due recognition and appropriate
reward that hurts their motivation and interest.
Due to its large organizational structure, which involves numerous policies and
officials, it becomes difficult to take decision quickly and as result final decision
making becomes very slow.
Secondary product marketing depends on the primary product demand i.e. the
demand for primary product is less the production will have to be slowed down
thus even if the demand for secondary product is mounting up still the production
won¶t be increased, so the secondary product is directly linked to primary product
demand.
Quality of the product which is slightly inferior as compared to competitors who
are having latest technology.
Sometimes products are not supplied as per requirement of customer.
OPPORTUNITY
Steel consumption in India is growing at a rate of more than 10%, a trend that is likely to
persist as the nation enters into a steel intensive phase of development. The 11th Five Year
Plan has given a major thrust on the infrastructure sector with the total spending planned at
around US $ 500 billion by 2012. Mega projects in the power, energy, ports, railways and
surface transportation sectors, plans for rural infrastructure like Bharat Nirman, allocation for
which was raised to Rs. 31,280 crore and building over 2 lakh kilometers of National
Highways by 2010, present an unprecedented opportunity for SAIL which is implementing
expansion cum modernization plan to cater to the emerging demand. The size range and
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quality makes SAIL's long products a preferred choice for project customers. In case of flat
products, SAIL remains a major supplier of HR Coils to the tube making sector and is slowly
increasing its presence in cold reducing segment. Plates from SAIL are rated amongst the
best and are in good demand from project customers. The water supply and oil & gas sectors
are the other segments where there is a large growth potential. The modernized ERW Pipe
Mill at Rourkela Steel Plant is able to cater to the requirement of these sectors. Bokaro Steel
Plant and Bhilai Steel Plant are also producing small quantities of API grade HR Coil and
Plates for servicing these sectors. The per capita consumption in India at around 46 kg
remains very low compared to the world average of around 200 kg. One of the reasons for
low steel consumption is low availability of steel in the rural area. SAIL in recent years has
developed a dealers' network which covers all the districts in India. This will facilitate
availability of quality steel in the interiors and promote market development and growth. At a
macro level, steel consuming segments such as construction, auto, capital goods etc. are
growing rapidly registering a double digit growth in recent years and would continue to be
the growth drivers given the structure of the economy. The auto sector in India has
experienced rapid growth for a number of years. Improved road, growing middle class and
globally competitive auto ancillary industry have been the facilitators of good growth for the
sector. Technological breakthrough and global competitiveness in two wheeler and small car
segments are likely to make India a global hub for these products boosting demand for steel
in the country.
The world market is showing the sign of revival from the spiral of recession in
which it remained engulfed for one year.
State government has plans for revocation of small scale industries in & around
Bokaro, which will fuel the demand of secondary & by product.
Cock oven batteries 1 & 2 are rebuilt which will ultimately increase the efficiency of
Coke Oven By product plant.
Since SAIL has a wide network of stockyards/branch offices, it can supply its
products directly to customers without any difficulty.
SAIL has a very strong base it can diversify itself into the production of different
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goods as per market requirements.
There is growing demand for secondary product in both domestic and
international market.
THREATS
Customs duty on steel imports has been made nil in India and products such as TMT are also
exempt from CVD. Sluggish market conditions in developing economies may make India
destination for large scale imports adversely affecting domestic players. Government of India
has imposed export levy on steel products. India is a net exporter of galvanized products as
its total capacity is in excess of domestic demand. Adverse impact on exports of galvanized
products will have a cascading impact on domestic market for cold rolled and hot rolled coils
and sheets. China's production of crude steel at 489 million tonne in 2007 was around 36% of
the global production. As Chinese economy matures and its steel consumption stabilizes, a
part of the capacity will be serving only the export markets. The proximity and growing
domestic steel consumption will make India a preferred destination for Chinese steel,
significantly intensifying the competition.
Globalized economies have erased the geographical boundaries and have brought
stiff competition.
Execution & dispatch of order include lot of paper works & formalities, which
makes it a cumbersome task. This has led to drifting of customers towards
competitor.
By products are not the main products of BSL, neither BSL is the market leader of
these product.BSL fixes the price of the By Products on the basis of price set by its
market leaders i.e. Petroleum refineries & this pricing is known as going rate
pricing.
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Acquisition of Corus by Tata Steel will led to integration of their technology &
this is the place where Tata is going to gain a lot. Technology in India is two to
three generation behind. Exposure to latest technology will help Tata to improve
quality & reduce cost. So SAIL should be cautious in this respect.
RESEARCH AND FINDINGS:
RELATED TO MARKETING DEPARTMENT
During my eight weeks training in marketing department of BSL. I have observed certain
problems in it these problems are findings of my studies.
All marketing procedure of prime products are decided by SAIL and carried out
by the Central Marketing Organization (CMO).
As the organization is concerned with a large number of productions activities
and the departmental work are done mostly manually from placement of orders
to documentation, which ultimately frustrates the employees.
The organization is more concerned with larger orders of steel products by
ignoring the smaller orders.
The local customers with business of by-products are sometimes made to wait
for days to get their papers Cleared by the department.
Most of the existing yards suffers from improper stocking space and siding
facility often they are not well developed due to this the material stored there
are rusted and other defects are caused and later they are disposed of by offering
some concession or at low rate which result in loss.
Due to improper packing, the materials reach the stockyard often in damaged
condition, which is attracting criticism from the customers and these damagedmaterials are sold with loss.
Export considered Secondary to domestic selling as BSL is a govt. undertaking
and its First priority is given to domestic marketing.
Secondary product CRUAC/Def CR Coil/CREC, this is industrial scrap and
they generate maximum revenue from this product.
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Sale of By- Products shows lots of up & down in different quarters in the year
& maximum sale in last quarter.
Production of By-products shows lots of fluctuation because its production is
depending on Coke oven plant.
Dispatch of By-product shows continuous growth.
By-Product N.G.BENZENE they produce maximum revenue because its cost is
so high.
RELATED TO SECONDARY SECTION
1. Payment is accepted from the customers even when the material is not available in stock,
in anticipation that the material will be made available shortly in the stockyard.
2. Unavailability of material in the stockyard leads to holding up of the huge investment of
the customers i.e. material cannot be purchased from the alternative source.
3. Refund of excess payment takes long time sometimes more than a year.
4. Price list made available to the re-rollers every month contains even the price of materials,
which is not available.
5. The price prevailing in the market of the finished goods manufactured by the re-rollers are
sometimes less as compared to the material purchased from BSL which results in heavy
losses.
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SUGGESTIONS TO BSL:
1. The pricing as we well as the distribution policies should be framed by keeping in
mind the requirements of the complete range of manufactures and not only the bulk
consumers. This will encourage the new re-rolling mills to approach BSL for the
material.
2. Ensure delivery of the material for which the payment is accepted so that mills are not
closed or shut down for want of material.
3. Alternatively if the material is not available the BSL authorities should not accept the
payment so that the buyer can approach some other source for procuring the materialand should not unnecessarily wait for the material, which is not available.
4. Representative from the member of the rolling mills association can be introduced in
the committee formed for pricing the various secondary products. That representative
holds the complete picture of the products as placed in the market and the prices fixed
with his consent will be on rational grounds and acceptable to all.
5. Price of the material for which 100% payment has been received as advance should
not be changed if the delay in the lifting of the material by the party is due to some
fault of BSL but if is due to deliberate delay in lifting the material by the customer
than the same policy should be applicable.
6. When the customer having rolling mill of a smaller size purchase material, which are
rolled in a bigger rolling mills than this, clearly indicates that the material is being
purchase for trading. This practice can be prevented if BSL obtains a copy of
certificates issued to the owner of every mill by the District industry centre specifying
the size of the mill.
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7. BSL can appoint 2-3 authorized stockiest also to avoid trading practice. In this way
the benefit of break up pricing can be passed on to the one for whom these have been
framed i.e. the actual re-rollers.
8. Price list made available to the various re-rollers every month by BSL should count
all the items but it should clearly indicate the material which is not available so that
the customers requiring that particular material can approach some other source.
9. The infrastructure facilities at the disposal yard should be maintained properly and
needs improvements so that the pace of the lifting process be increased.
10. The management should see that the actual stock is lifted is more than what is arising.
To achieve this goal it is quite necessary that lifting of the materials may start from
the early hours and be extended to evening hours.
11. Induction of computers in marketing department.
12. Proper packing is to be done to safeguard the materials from damage, which is
occurring due to multistage handling and transportation.
13. Creating product awareness through print media, hoarding, industrial magazines etc.
14. Refund of excess payment process should be improved and simplified. It. should
make payment in less time.
15. Customer satisfaction has to be ultimate aim. Customer specifications have to be
exact to match the customer need. More stringent quality policies have to be
implemented.
16. E-payment should be implemented for complete automation of the e-auction process.
17. E-invoicing should be adopted for saving money by replacing paper based processes.
18. Concept of Key Account Manager should be adopted for better customer satisfaction
of regular customers.
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19. Extensive customer contact.
20. . The pricing as we well as the distribution policies should be framed by keeping in
mind the requirements of the complete range of manufactures and not only the bulk
consumers. This will encourage the new re-rolling mills to approach BSL for the
material.
.
21. Representative from the member of the rolling mills association can be introduced in
the committee formed for pricing the various secondary products. That representative
holds the complete picture of the products as placed in the market and the prices fixed
with his consent will be on rational grounds and acceptable to all.
22. Price of the material for which 100% payment has been received as advance should
not be changed if the delay in the lifting of the material by the party is due to some
fault of BSL but if is due to deliberate delay in lifting the material by the customer
than the same policy should be applicable.
23. When the customer having rolling mill of a smaller size purchase material, which are
rolled in a bigger rolling mills than this, clearly indicates that the material is being
purchase for trading. This practice can be prevented if BSL obtains a copy of
certificates issued to the owner of every mill by the District industry center specifying
the size of the mill.
24. BSL can appoint 2-3 authorized stockiest also to avoid trading practice. In this way
the benefit of break up pricing can be passed on to the one for whom these have been
framed i.e. the actual re-rollers.
25. Price list made available to the various re-rollers every month by BSL should count
all the items but it should clearly indicate the material which is not available so that
the customers requiring that particular material can approach some other source.
26. The infrastructure facilities at the disposal yard should be maintained properly and
needs improvements so that the pace of the lifting process is increased.
27. . The management should see that the actual stock is lifted is more than what is
arising. To achieve this goal it is quite necessary that lifting of the materials may start
from the early hours and be extended to evening hours.
28. Induction of computers in marketing department.
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29. . Proper packing is to be done to safeguard the materials from damage, which is
occurring due to multistage handling and transportation.
30. Creating product awareness through print media, hoarding, industrial magazines etc.
31. Refund of excess payment process should be improved and simplified. It. should
make payment in less time. Ensure delivery of the material for which the payment is
accepted so that mills are not closed or shut down for want of material.
CONCLUSION:
In the past eight weeks during my training. In order to gain practical knowledge a visit was
undertaken to see the Secondary Products and By products of BSL.The study was undertaken
to see the mode of sale of Secondary and By Products of BSL. During the training process Ilearned how e-auction, fixed price sale and tenders are used for marketing purpose by Bokaro
Steel Plant. The sales of Primary Products are assign to CMO (Central Marketing
Organization) of SAIL.
To market a product good knowledge of products is pretty necessary and for the same I had
visited different workshops such as
SSD(SCRAP AND SALVAGE DEPARTMENT)
A place where normally scrap and salvage is being kept which do not suits the
specification. Scrap generally is steel which is not above conditions. Generally scrap
and salvage is recycled to use in convertor and rest is being sold.
BPP( BY PRODUCTS PLANT)
How these by products gets produced during production process of steel and when
coal is converted into coke.
SMS(STEEL MELTING SHOP)
SALES AND CO-ORDINATION DEPARTMENT
Main focus of study was to know how they use technique and 90% marketing and
selling is done through e-auction and rest will be sold through fixed price selling and
tenders.
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As Bokaro Steel Plant recognizes that leadership is essential for survival in
competition. Customer¶s satisfaction like quality is a journey not a destination .as
SAIL has a small contribution in every bodies life, there is a bit of SAIL in every
one¶s life more or less .That¶s why improved customer satisfaction is key to ensure
companies prosperity and profitability. And it is possible only when there is an ability
to produce quality products and continuous improvement in profit and growth.
The basic objective behind the study was to find out the contribution of secondary
products to total sales. By selling the secondary products and by- products in the local
market company is earning more revenue to the Company. And along with this also
creating employment opportunity in small scale industries and developing the
economy too. It is essential that everyone in the company have a clear understanding
of what customer satisfaction means if the plant aim to achieve leadership in
customer satisfaction
Customer's satisfaction would happen when the management fulfills
The following dimensions.
1. Delivery in time.
2. Product mix according to customer requirement
3. Flexible pricing policies
4. Complaint settlement
5. Culture of customer service.
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BIBLIOGRAPHY:
BIBIOLOGRAPHY
1. MARKETING PERFORMANCE REPORT (Apr¶07-March08¶)
2. WEBSITES:
y www.sail.co.in
(Date of site visited: 04-07-09, article name: history of Bokaro steel plant)
y www.metaljunction.com
(Date of site visited: 04-07-09, article name: about methods used to sell products)
y www.steelrx.com
y www.bokaro.nic.in
(Date of site visited: 03-07-09, article: about Bokaro steel city)
y http://money.rediff.com/money/jsp/p_l.jsp?companyCode=15510002
(Date of site visited: 01-07-2009, Financial highlights & performance)
y http://www.jstor.org/pss/3516789
y www.steel.gov.in
(Date of site visited: 01-07-09, growth of steel industry)
3. Magazine published by SAIL
4. Books of organization (page no: 19, 31, 56, 59-62, Date of issue: May 2009,)
5. Annual Directors Report 2007-2008
(Page no:5,6,7,9,11,22,23,30,31 Date of issue: July 2009,)
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THANK YOU