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11 july 11

Things done:

1) Organisation details

Basically 3 divisions:

CARS- Cable accessoriesEMIP- Surge arresters, Energy meters

CFIP- connectors and fittings, overhead line insulation.

2) Product understanding

Gone through the browsers and manuals available.

CARS

- Cable accessories for all type of cables upto 245kv

- LV terminations- Terminations are designed for 3 and 4 core polymeric insulated

cables with or without armour and 3 and 4-core paper insulated cables, including

cables with reduced neutral conductor.- MV terminatios- heat shrinkable termination systems for paper and polymeric

insulated cables up to 33kV.- HV termination- The slim, compound-free Raychem 72 kV terminations are

suitable for indoor and outdoor use on all polymeric cables.

EMIP

Surge arresters

Distribution Class Surge Arrester

- Station Class Surge Arrester- Surge Counter with Leakage Current Indicator

Polymeric Indoor Surge Arresters

Energy meters

Single phase two wire meters

CFIP

Connectors and fittings, overhead line insulation.

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12 july 11

Things done:Searching for live tenders available on different sites.

Government tenders: Maharashtra govt.

MSEDCL

MSETCL

Gujrat govt.

MGVCLUGVCL

DGVCL

Madhya Pradesh govt.

MPPKVVCLMPUKVVCL

MPDKVVCL

Power grid corp. India

Mahavitran

Sites:

Indiamart

Also searched about the product details:

Surge Arresters

CARS

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13 th july 11

Met Mr. Anupam AgarwalInduction plan was prepared.

Plan1) Organisation- Raychem RPG

2) Energy T&D Division

3) Understanding product rangeProduct catalogues

Presentation

Plant visits

4) Understand MarketMajor customer segments

Competitors

Alternative technologies

5) Understanding buying patternsEnquiry

Tender (ltd)Open Tender

Global bidding

6) Sales CycleInvoice

Collections

Statutory forms

Bank grantee/ EMDs etc

Customer Visit 1Godrej

Meet 1: MSEDCL projectPurchase manager: Deepa Sharaf

Regarding: BG pending payments

BG given approval for clearance of pending payments.

Discussed about the reasons for failures and difficulties caused to the customerspreviously.

Assuring them not to repeat the things.

Informing them about the precaution measures taken.Asking about further upcoming projects.

Meet 2:Purchase: Mr. Umesh Kharate

Regarding: Order enquiry

Give proper information regarding the products.

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14th july 11

Things done:

Gone through customer Purchase files.

File1

Kirloskar elec. Comp.

1. Drawing details all dimensions2. Payment details- DD, letters

3. Routine test , package list, BG certificate details.

4. Invoice

5. Dispatch details

File 2

S.T. Electricals

Supply of 9kv 5kA lighting arrestor gapless with Disconnector18kv 5kA LA

18kv 10kA Station Class LA9KV 10kA Station Class LA

Technical particulars.

Routine test details.

A.B Industries

18kv cerasafe Disribution class outdoor LA

File 3

Kirloskar brothers LTD

NHPC ltd LA order9kv 5 KA LA.

IS 3070 IEC 60099-4

PO detailsTerms n conditions

File 4

LC processing against POTax invoice

File 5BVG India

Tax invoice

Inspection reportsRoutine test certificate

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File 6

MPKVVCL tender11kv & 33kv LA Station type

11kv LA Line type

Tender study

Gone through the presentations:

Presentations regarding1) E T& D corporate

2) Tarang T&D

3) CARS detailed presentation

Covers organization details & also information about CARS.

Customer Segmentation

Utilities

Tata Reliance Torrent Bhiwadi & Guj.Goa

Industries & Construction

Reliance

IOCL Grasim KEC L&T IVRCL ABB Siemens Areva

OEMs

ABB Siemens

L&T Emerson CG Lucy Schneider

Generation

NTPC NHPC Nuclear Power

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Contractors Lanco

Bajaj electricalsRohini electricalsGodrej electricalsSunil HitechSMS infraShreem capacitorsKirloskar brothersSpace age associatesHitech electrification

Service Providers

PoshyaDeshmukhNene

Competitors3M (MECP)Yamuna Power &InfrastructureElastimoldHari Consolidated

15th July 11

Things done:

Customer File:

SEW Services (EMIP)9kv 10kA SA

12kv 10kA polymer SA

Talk with Mr. Amol regarding the further plan in Multifunction panel meters n digitalmeter range.

List of customers to go through study & get further information about them.

Catalogs n information about the product or MFP.

Initially a brief infro about the company.

Inform them abt the products.

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About the new range of our prodct.

try and gather information about the exsisting demand

About there purchse managerAbout there live as well as coming up projects.

Expand the available data and information.

Added information regarding Customer segments

Go through the PO files.

Got data and catalogues regarding MFP

Study of MFP Digital meters.

Purchase order files details:

Gone through the Terms n conditions.

16th

July 11Gone through the Purchase oder file.

19th July 11

Had a talk with Amol Karnik regarding the further planning of MFM.

Got the list of panel building people.Initial get information regarding their current data and give information about the

product.

Get information about their current projects or any small projects they can offer us.

Also saw a reliance auction.

Understood how offer letter and read price list from Mr. Sanjay

20th July 11

Customer Visit 2:

(CFIP)

Visited Petron engg construction. Met Mr. Somya Mujumdar.Regarding the NTPC product delivery.

Also tried to get information about upcoming tenders.

(CFIP)

Customer visit 3:Visited Sterling and Wilson for details regarding further upcoming tenders.

Met Mr. Pramod Singh Sr. Manager in Purchase.

Also prepared offer letters.

21st July 11

Prepared offer letters.

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Gone through catalogues.

Prepared introduction letter for digital meters.

22nd July 11

Read catalogues.

Went to HO planned about future programs.1) Sales policy

2) Dealer agreements

3) Channel management

4) Customer segments5) Market intelligence

6) Polices & processes

7) Oracle OM

8) Go through last 3 quarter MIS9) Meet local channel partners.

What business are they in?

What support are they getting from our sales force?

Their expectations from us?

How they can keep in business development.10) Competition

Product categories

Benchmarks.11) Identify

Drivers of our business

What needs to be strengthened12) Capture voice of individual employees for

Business challenges

Managerial support

Planning & execution mechanism

13) Study oracle work environment at thane office

+ve

-ve

14) Prepare a 30 mins business ppt at the end of 2 months.

25th July 11

Gone through Sales policy.Dealer agreement.

Catalogues.

Sales Policy:

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26th July 11

Made offer letters on Raychem RPG Limited enquiry and walingo enquiry.

Customer Visit 4:

ETA engineering.ONGC project is given to them.

So discussion for up coming projects and order.

27th July 11

Competitors Study.

1) Denson: Yamuna Cable Accessories Pvt. Ltd. (YCAPL) an ISO 9001-2008 certifiedCompany, specialising in Development, Manufacturing & Marketing of Cable

Accessories, Heat Shrink Cable Joints, Heat Shrinkable Tubing, Pre-MouldedSlip-On, Cold Shrink Joints, Cold Shrink Tubing, Resin Pour, Tapex and all

Types of Cable Jointing Accessories upto 400 kV. Our Pow er Cable Accesories

products and Telecom Jointing products find application in Power Distribution,Electrical Insulation, Telecommunication & other tailor made solutions in similar

industries & applications.

2) HEX house

Cable Terminal EndsConnectors

Crimping Tools

Brass Cable Gland Kits & Accessories

3) ABB CABLE ACCESSORIES

High voltage cable accessoriesConnectors, joints and terminations

for 52-420 kV.

LOw voltage cable accessories

Connectors, joints and terminations up to 1 kV.Medium voltage cable accessories

4) 3M Cable accessories3M Cold Shrink technology has been used by the power industry.

66 KV Cable Accessories

110 KV Cable Accessories132 KV Cable Accessories

5) Brass cable accessories.

6) Compaq International

http://www.yamunadensons.com/heat-shrinkable-tubing.phphttp://www.yamunadensons.com/heat-shrinkable-tubing.phphttp://www.hexworldwide.com/cable-terminal-ends.htmlhttp://www.hexworldwide.com/connectors.htmlhttp://www.hexworldwide.com/crimping-tools.htmlhttp://www.hexworldwide.com/brass-cable-gland-accessories.htmlhttp://www.yamunadensons.com/heat-shrinkable-tubing.phphttp://www.hexworldwide.com/cable-terminal-ends.htmlhttp://www.hexworldwide.com/connectors.htmlhttp://www.hexworldwide.com/crimping-tools.htmlhttp://www.hexworldwide.com/brass-cable-gland-accessories.html

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Heat Shrinkable Termination Kits

Heat Shrinkable Straight Through Joints

Heat Shrinkable TerminationsHeat Shrinkable Transition Joints

Heat Shrinkable Single Core Cables- 11/12KV, 22/24KV, 33/36KV Single Core

Heat Shrinkable Power Cable Accessories-Composite Polymeric Insulator- 11/12KV, 22/24KV, 33/36KV, 45KV & 66KV.

28th July 11

Offer letter and authorization & manufacturing letter.

29th July 11

Market intelligence basically deals with the market study.

The types of customers in market. The demand of the product requirement in the

company.The area of product procurement we would get through each company ie the

scope of different companies.The competition we have in industry.

Order booking on oracle.Start going with the customers.

Startup with Energy meters. Would call up and add up with the data base.

Start meeting the customers and inform them about the products.Tender notices.

Point 12) Drivers or factors of our business are:Brand name Raychem RPG

A mutual collaboration which helps

Quality of the product.Standard set my our company.

What needs to be Strengthen:

Regarding:13.7.11 work

Sales cycle:

InvoicingCollections

The collection of money after the supply within the duration of receipt.

Statutory formsThe tax given to the government.

Bank grantee/ EMDs money deposits.

1st Aug 11

http://www.compaqinternational.com/shrinkable-termination-kits.htmlhttp://www.compaqinternational.com/shrinkable-joints.htmlhttp://www.compaqinternational.com/shrinkable-termination.htmlhttp://www.compaqinternational.com/heat-shrinkable-products.htmlhttp://www.compaqinternational.com/heat-shrinkable-single-core-cables.htmlhttp://www.compaqinternational.com/shrinkable-power-cable.htmlhttp://www.compaqinternational.com/composite-polymeric-insulator.htmlhttp://www.compaqinternational.com/shrinkable-termination-kits.htmlhttp://www.compaqinternational.com/shrinkable-joints.htmlhttp://www.compaqinternational.com/shrinkable-termination.htmlhttp://www.compaqinternational.com/heat-shrinkable-products.htmlhttp://www.compaqinternational.com/heat-shrinkable-single-core-cables.htmlhttp://www.compaqinternational.com/shrinkable-power-cable.htmlhttp://www.compaqinternational.com/composite-polymeric-insulator.html

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Called the list of panel builders.

Questions came infront are:

1) Whats the prices you offer and the discount structure?2) Who is your dealer?

3) Is your product approved?

A1)The price depends on the quantity of order. We would certainly give proper

discount to you.

A2) Presently we are not with any dealer. The transactions will be direct.A3) No presently our product is new . So we will need your help for its approval.

2nd Aug 11

Send mail ie introduction letter & catloges to all the people with positiveresponse.

Called further customers.

3

rd

Aug 11Call further panel builders. Gathered infro.

Catlogs and intro mail letters send.

Mostly the energy meters used are:

L& T metersHPL meters

4th Aug 11

Prepared offer letters of Jaypee Rohini order.Catalogs & letters to panel builders.

Further Kaman plans.

Product management group to study regarding the product details.

5th Aug 11

Kaman visit.

Saw assembly if kits.

Product gallery.

8th Aug 11

Meeting

Presentation on CARS.

Feedbacks & corrections in CARS ppt.

Find regarding several questions.

Meeting regarding further planning.

List of consultants in Mumbai making cable joint and terminations.

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9th Aug 11

Customer visit 5)

Dealer visit Spectra Solutions.Mr.Sameer Nadkarni

Mr. Jigar Punjabi

Talk about general CFIP introduction. Office is at Goregaon Outlet is in Vasai.Spectra Customers:

Siemens

ABB pvt NashikVedantta

Tata

10th Aug 11Im office.

Gone through intranet data of cable accessories.

Met Mr. Himanshu Sharma.

Have design study details initially.

11th Aug 11Dealer Visit:

Nene

Regarding there problems & introduction.

12th Aug 11

Office

Open order shipment plans.Talked with Mr. Slany & Mr. Pradeep Godse.

16th Aug 11

Tuesday

In office

Aker price scheduleDone with ppt.

Made a list of power cable consultants.

17th Aug 11

Office

Made & submitted offer letters.Mahindra & Aker enquiry.

S.K enterprises enquiry of Nene.

18th Aug 11

Gathering information regarding several enquiries received.

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