COMPLETED PROJECT.docx

8/14/2019 COMPLETED PROJECT.docx

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SUMMER PROJECT REPORT

ON

MARKETING ANALYSIS OF ITI

Prepared for and Presented to

ITI LIMITED, MANKAPUR

UNDER THE GUIDANCE OF

MR.S.S.Bisht Smt. Garima Srivastava

Manager-HR(ED) Prof. Business of Law

ITI LIMITED ICCMRT, Lucknow

MANKAPUR

SUBMITTED IN PARTIAL FULLFILLMENT FOR THE AWARD OF DEGREE OF MASTER OFBUSSINESS ADMINSTRATION FROM GAUTAM BUDDHA TECHNICAL UNIVERSITY

BY

ASHOK RATNA VERMA

ROLL NO. -1212470034

INSTITUE OF CO-OPERATIVE AND CORPORATEMANAGEMENT,RESEARCH & TRAINING,LUCKNOW


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ACKNOWLEDGEMENT

I owe a great many thanks to a great many people who helped and

supported me during the writing of this project. My deepest thanks to SMT.

GARIMA SRIVASTAVA the Guide of the project for guiding and correcting

various documents of mine with attention and care. He has taken pain to

go through the project and make necessary correction as and when

needed. I express my thanks to the Principal of, ICCMRT LUCKNOW,

for extending his support. My deep sense of gratitude to, SHRI S.S.BISHTMANAGER-HR ED, ITI LTD MANKAPUR, GONDA support and guidance.

Thanks and appreciation to the helpful people at SHRI S.K.SAPRA DGM-

MARKETING & SHRI DEVASIS PATNAYAK, ENNG. MARKETING ITI LTD

MANKAPUR GONDA U.P. for their support. I would also thank my Institution

and my faculty members without whom this project would have been a

distant reality. I also extend my heartfelt thanks to my family and well

wishers.

ASHOK RATNA VERMA

Roll NO: 1212470034


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DECLARATION

I hereby declare that the project work entitled International Business of ITI Ltd.

Mankapur submitted to the ICCRMRT,Lucknow is a record of an original work

done by me under the guidance of Shri S.S Bisht Manager-HRED & Shri Devasis

Patnayak and this project work has not performed the basis for the award of

any Degree or diploma and similar project if any.

ASHOK RATNA VERMA

Roll NO:1212470034


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TABLE OF CONTENTS PREFACE

ACKNOWLEDGEMENT

DECLARATION

TABLE OF CONTENT

COMPANY PROFILE

ABOUT THE TOPIC

SWOT ANALYSIS

RESEARCH OBJECTIVE

RESEARCH METHODOLOGY

ANALYSIS

RECOMMENDATION

LIMITATION

CONCLUSION

BIBLIOGRAPHY

ANNEXURE


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COMPANY PROFILE

ITI ltd is the firsts public sector enterprise.

Established in India Telephone industries Ltd, a departmental undertaking under the ministry of post

and telegraph, it was envisaged as an indigenous manufacturing facility in the beginning.

ITI LTD Has since emerged with its own corporate identity, as a leading telecom company

manufacturing the entire range of telecom equipment, which includes telephones, large

digital switches, transmission system, digital microwave, fiber optic system and satellite

communication systems.

Vibrant R&D supports striving for excellence in quality cost effectiveness in its products and

services, with talented engineers, state of art.

A dedicated network system unit provides value added services such a shared hub VSAT

services and MRTS and turnkey solutions .


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BOARD OF DIRECTORS

ShriY.K.Pandey - Chairman & Managing Director

Shri Vijoy Kumar - DDG - PIP

Smt. Anuradha Mitra- DDG - EAF Dept. of Telecommunications Govt. of

India

Shri Pankaj

Agrawala,IAS

- Joint Secretary Dept. of Information Technology,Govt.

of India

Shri C.S.Verma - Director Finance,ITI LIMITED

Shri J.K.Verma - Director - P ,ITI LIMITED

Lt. Gen. Davinder

Kumar- VSM, SO-IN-C
http://localhost/var/www/apps/conversion/tmp/scratch_8/chairman.htmhttp://localhost/var/www/apps/conversion/tmp/scratch_8/chairman.htmhttp://localhost/var/www/apps/conversion/tmp/scratch_8/chairman.htm


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MISSION

The mission of the company is to be the leader in the domestic market and an important global

player in voice, data and image communication by providing total solution to customers, to build on

core competencies to enter into the new business area.

The company manufactures entire range of telecommunication system.ITI is in involved in design,

development, manufacturing and installation and commissioning of telecommunication system to

meet specific need of customers.


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AWARDS AND ACHIEVEMENTS

Safety awards for raebareli, palakkad and Bangalore

Three plants of ITI have won the national safety awards for outstanding performance in

industry. Safety during the year 2004, which were presented at a function, held in New Delhi

recently

Rae bareli and palakkad plant received the award for achievement based on longest accident

free year. The runner up award based on longest accident free year was a awarded to

banglore and rae bareily respectively.

Energy conservation award to mankapur

ITI Mankapur plant, which saved energy to the tone of 384 lakh during the last 3 year, has

won the national energy conservation award in 2004. First prize for the best prize productivity in 1990 by national productivity

council


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SALIENT FEATURES OF MANKAPUR PLANT

Established - 1982

Start of construction - 31-05-1983

Start of production - April 1985

Annual capacity - 500kl(E-10B)

500KL(CSN-OCB283)

Capital cost of E-10B - Rs219.00cr

CSN - RS31.41cr

MAX-L - Rs3.30cr Land - 352Acres

Factory covered area - 77,500 sq m

Air conditioned area - 44,300 sqm

FDV space in factory - 200sq m

Compressed air - 7000sq m

Installed capacity of power station- 16000KVA


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From UPSEB &5800KVA

Captive power

Generation

Water storage capacity - 50lakh

Total manpower - 2358 Nos. Annual capacity

Of component plant connectors

1000000 relay

1400000 C&T

15,000 MDF

Mechanical - Rack-3500

Hybrids-1800000

PCBS-26000 sq m

ISO Certification - 9001:2000

ABOUT THE MANKAPUR UNIT

Mankapur was established in 1982 with the technical collaboration of CIT ALKATEL, FRANCE to

manufacture E10B type of digital switching system. This E10B was a gift for India from RAJIV GANDHI

(former prime minster of India) also the technology that time arises a revolution in India Telecom

Sector.

ITI manufactures MAX-L & MAXXL exchanges based on C-DOT technology which replaced the E10B

Exchanges. The unit is also manufacturing CSN-MM racks used in exchange.

ITI Ltd. Mankapur as made a significant place in the electronic maps of India and has earned the

distinction of digital city of India.

ITI Ltd. Mankapur has also entered into the non communication field with its note counting machine,

note bundling machine, fake note detector, inverter etc.


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It is the first unit in India which got opportunity to manufacture BTS. It started manufacturing BTS in

the year 2005.

MAIN DIVISION

Mobile project division

Switching exchange assembly plant

Component division

Circuit division

Central service division

Our product range is

Current1. E-10B Exchanges (Expansions)2. CSN for OCB 283

(in collaboration with M/S Alcatel, France)

3. MAX-L & MAX-XL (C-DOT Exchanges)4. Network Synchronization Equipment (C-DOT)5. MDF (Main Distribution Frame)6. Line Jack Units7. GSM Equipment Installation & commissioning,

(in collaboration with M/S Lucent Technologies, USA)

8. Patch Panel Antenna ,

9. Miscellaneous Mech. Piece Parts on CNC Machines10. component Shop : Moulded Piece Parts , Connectors, Coil &

Transformer, PCBs & Hybrid Manufacturing.

Planned

11. BTS (GSM Equipment ) manufacturing in collaboration withM/S Alcatel, France in this year starting from Nov-2004.


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Our High-Tech Assembly And Testing Facilities / Infrastructure:

1. Assembling SMD Cards with maximum 326 SMDs on one card.2. Capable of handling SMDs of various sizes

a) Smallest 1 mm x 0.5mm

b) Largest 14 mm x 18 mm (S08 package)

3. Soldering processa) No clean flux type m/c.b) Dual wave soldering m/c.

4. Inspection of SMDBuilt in vision system in the head of the pickand place machine.

5. Capability to manufacture racks with EMI protection compliant toETSI specification.

6. Testing

a) Various functional card tester for C-DOT and ALCATELproducts.

b) Telecom testers for anologic cardsc) Incircuit tester for all kind of cards


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Our IT infrastructure:

1. 100 MB Optical fibre based switched LAN with 250 nodes.2. LAN equipped with NMS features3. Internet / Intranet facilities with our own web page for intranet

usage.4. Internet enabled BAAN ERP System with Windows NT / Oracle

under implementation.

Technology handled:

1. E-10B Digital SwitchTechnology Transfer from M/S ALCATEL, France.

2. TNE/GAS (PCM systems)

3. Network Synchronization Equipment (NSE) Technology Transfer from C-DOT, India

Layer 2 to Layer 5.4. OCB 283 / CSN

Technology Transfer from M/S ALCATEL, France.

5. MAX-XL

Large switch from C-DOT, India


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Switching Equipment Assembly (SEA) Division

This division is responsible for assembly manufacture of all sale-able products for

supply to customers. The process has been set up in association with Engineers of

ALCATEL, France (the collaborator) and Quality System has been implemented

according to strict requirement of International Standards (an ISO-9001 Unit of ITI).This division has two assembly group:

i) Non SMD PCB Assemblyfor E-10B (OCB 181) system.Different components and devices are prepared for Assembly on component

forming machine for leads forming and cutting. These devices are inserted on

the PC Boards and soldered on wave soldering machine. Visual inspection

and there after testing on dedicated Dynamic Functional Tester, insures a

good quality. These passed boards are then integrated with the racks, which

is prepared parallely, involving operation of Mechanical Assembly, wire

preparations, panel assembly and wiring etc.

At system integration platform, functional testing of equipped racks is done

before offering the product to customer (DOT) for acceptance.

ii) Surface Mounted PCB Assemblyfor CSN (OCB 283) Systems.

Most of the components devices to be assembled on PCBs by Automatic Pickand place machine (SMD). However, a few leaded components are manually

inserted on the boards. Then wave soldering is done. PC Assemblies arevisually inspected and then taken to universal manufacturing Defect Analyser(MDA). Since it is not functional tester any new card can be tested on it.


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The subscriber line cards are subjected to functional test as these are standalone sale-able products. However other cards are not subject to functional

testing and these are integrated with the racks. The racks are put under thefunctional testing.

In order to meet the technological advances achieved world wide andcompetition, as per liberalised industrial policy, where in Govt. of India hasallowed Private operators to provide basic services in telecommunication, ITIMankapur has gone for upgrading its product technology as per the marketrequirements, as and when required. The electronics switch E-10B (OCB 181

specification) hitherto being manufactured at Mankapur has been upgradedto OCB 283 level for ISDN facility and CCIIT No. 7 common channel signaling.


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PRODUCT OF ITI MANKAPUR

TELECOM PRODUCT

CDMA

BASE TRANSMISSION STATION

Indias first public sector unit (PSU)-ITI Ltd was established in 1948. Ever since, as a pioneering

venture in the field of telecommunication, it has contributed to 50% of the present national

telecom network. With state-ofthe-art manufacturing facilities spread across six location

and a countrywide network of marketing /service outlets, the company offers a complete

range of telecom products and total solutions covering the whole spectrum of switching

,Transmission, access and subscriber premises equipment.

ITI joined the league of world class vendor of global system for mobile (GSM) technology withthe inauguration of mobile equipment manufacturing facilities at its mankapur and rae bareli

plants in 2005-06. This ushered in a new era of indigenous mobile equipment production in

the country. These two facility supply more than nine million lines per annum to both

domestic as well as export markets.

The company is consolidating its diversification into information and communication

technology (ICT) to hone its competitive edge in the convergence market by deploying its rich

telecom expertise and vast infrastructure. Network Management Systems, encryption and

networking solutions for Internet connectivity are some of the major initiatives taken by the

company.


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CDMA( Code Division Multiple Access )

CDMA (code division multiple access ) is a digital wireless technology to provide mobilecommunication. CDMA wprks by converting speech into digital information, which is then

transmitted as a radio signal over a wireless network. CDMA uses a unique code to distinguish

each different call. The receiving device is instructed to decipher only the data corresponding

to a particular code to reconstruct the. This enables many subscribers to share the same

frequency band and , at the same time , without any cross talk or interference.

CDMA WLL technology provides option of limited as well as full mobility to the customers.

This helps to provide faster last mile connectivity, where laying of cables is difficult.


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BTS (BASE TRANS-RECEIVER STATION )

Base Trans-Receiver Station (BTS) BTS A-9100, is radio frequency mobile communicationproduct based on GSM technology. It is a set of equipments that facilitate wireless

communication between user equipment (UE) and a network . A BTS in general consists of

Trans-Receiver Module, Antenna Network Combiner, Controller(SUMA) & Alarm Extension

system (XIBM). It is a self contained unit for transmitting/ receiving signal for mobile

communication.

Types of BTS:-

1. Indoor BTS

2. Outdoor BTS3. Dual Band BTS

4. Twin TRX BTS


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THE NON-TELECOM PRODUCT ARE

NOTE COUNTING MACHINE (NCM)

FAKE NOTE DETECTION MACHINE

INVERTERS


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*NOTE COUNTING MACHINE

FEATURES- ITIS Notecounting machine can be used for counting a wide variety of freshly issued,

soiled and old currency notes whether bundled or loose.

MODELS- ITIS note counting machine are available in two models with functional features being

the same in both the models.

FLOOR MODEL-ANCM-01

DESKTOP MODEL- ANCM-02

THE MACHINE HAS THE FOLLOWING FEATURES WHICH ENABLE QUICK AND

ACCURATE COUNTING :

Advanced solid-state electronics and precision tool mechanical assembly which provide highly

accurate and reliable performance.

Silent and smooth operation at super high counting speed.

Vacuum suction is provided by a build-in vacuum pump, which has a filter to keep out dust

and fiber, thus increasing the life of machine.

Maintains hygienic condition for the operator.

The machine automatically adds the continuously counted in free count, batch and check

mode.

The accumulated count is stored in the memory and retained after power OFF and will display

again on power ON.

The machine can count different denominations of Currency Notes and has a ca[acity to insert

upto 200 notes.


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The pip alarm will automatically sound a warning if the counted no is not equal to the present

no. in CHECK and BATCH modes.

Tropicalised diagnostics with easy error codes for easy maintenance by quick fault detection.

IN-HOUSE COMPONENTS MANUFACTURING FACILITY :

The unit is vertically integrated and has set up in - house facilities to manufacture

components required for exchange assembly. As the unit is set up in a remote areaand there were no reputed suppliers of components required for assembly of

electronic circuits . A class components required for the assembly of the systemare manufactured in-house except electronic components like integrated circuits,

active and passive components etc. It has an excellent assembly line for leaded aswell as SMD components and SMPS. Additionally, unit has its own R&D having allthe possible facilities to design, manufacture and supply state-of-the-artassemblies used in Electronic Exchanges tailored to the customers needs. TheR&D of Mankapur unit has made a big contribution in absorption of Technologyand brought out new products with innovative methods. Following manufacturingplants have been set up in the unit alongwith

assembly line.

a) Electro mechanical component assembly plants

Components plant as one of the division of Mankapur unit has been set up

to manufacture Connectors, Relays, Busbars, Coil & Transformers andMDFs used for the switching equipments assembly. Unit production potentialhas been extended, which has enable the unit to market its products rangingfrom customer designed components to off-the-shelf components to a broad

clientele.


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b) Metal Parts Manufacturing Plant

Very high standard of quality is required in the manufacturing of frames for

electronic exchanges. In view of this ITI Mankapur has developed its ownMetal Parts Plant for Sheet Metal Parts manufacturing and surface treatmentoperations. Comprehensive manufacturing process involving CNC PressPunching and CNC Bend Press, Shearing, Bending, Punching, Forming,Drilling, Welding, Silk Screening Assembly etc. are arrived out by a team of

skilled personnel utilising advanced production techniques. The plantsupported by a wide range of machinery with diverse applications enables to

market product range from assembled racks accessories. Edge strips, framesetc for housing switching, energy, transmissions systems for a variety ofapplications at installation site within a very short time. In addition to thisthe facilities are up to the mark for surface treatment like plating, painting,

sandblasting operations etc. A separate Gold Plating line is set up for platingof contacts required for connectors, Zn platings, Ni-Plating and Sn-pb PlatingLines are new facilities / infrastructure created over last 3-4 years only.


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C) CB MANUFACTURING PLANTPRINTED CIRCUIT BOARD

PCB MANUFACTURING FACILITY WAS SET UP IN 1986 UNDER COLLOBARTION OF ALCATEL, FRANCE.

SALIENT FEATURES

PRODUCT - DOUBLE SIDED PTH PCB

SINGLE SIDE PCB

PRE CUT MODULES

BACK PANELS FOR SOLDERLESS INSERTION

SPARE CAPACITY -10,000 SQM

STANDARDS- MIL-P-55110 D

MIL STD-275 E

APPROVALS - ALCATEL

C-DOT

MAJOR -CNC DRILLING M/C

EQUIPMENTS CNC ROUTING M/C

COMP. PLATING LINE

BBT TESTING

TRAINED MANPOWER- 100

PROCESS CAPABILITY

MAX. BOARD SIZE - 660 X 300 mm

BOARD THICKNESS - 0.8mm 3.2mm


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COPPER FOIL THICK. - 17 70 Micron

MIN. TRACK WIDTH - 5 mil

TRACK TO TRACK SPACING 5 mil

ASPECT RATIO - 5

HOLES PER SQINCH - 50

FINISH - SMOBC

SOLDER MASK - PISM

RAW MATERIAL - FR-4/CEM-1 CCL

INPUT REQUIRED

GERBER DATA IN FLOPPY/CD

PHOTO FILMS

MECHANICAL DRAWINGS

APPLICABLE STANDARDS

INSPECTION & ACCEPTABILITY CRITERIA

LEAD TIME REQUIRED

FIRST PROTOTYPE - 15 DAYS

FIRST PRODUCTION LOT - 15 DAYS

ITI Ltd. Mankapur has established its own PCB Plant to manufactureprofessional grade Printed circuit Boards to meet the requirements of E-10B,CSN and MAX-L/XL (selective) system. The PCB Plant covered in an area of4500 sq. meter in the controlled environment and most modern highlyautomatic production lines is having rated production capacity of 10000 sq.meter of Double Sided Plated through holes type of PCB. Quality and Process

Control at different stages of production is monitored by most sophisticatedequipments thereby achieving competitive quality level four large categories ofproducts of professional quality conforming to MIL-P55110D aremanufactured.- Double sided with PTH

- Back panels for solderless insertion technology- Press-cut modules- SMOBC


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d) Hybrids Manufacturing Plant

Hybrids circuits are to solve the inter connection and packaging problems

involved with the use of LSI-VLSI circuits in high density applications. Hybridplant is established to manufacture high technology. Thick Film Circuitsproduced by sophisticated produced methods & modern productionequipment, automated production lines, flexible for customers applications byhighly skilled and competent work force achieving quality standardsequivalent to MII STD 883C Trimming accuracy up to = 0.3 % for resistanceare achievable. Rated annual production capacity of plant is 1.8 millioncircuits.Hybrid plant of the unit was first division to achieve ISO-9002 Accreditation.


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e) Computer DivisionComputer centre of ITI Mankapur has state-of-the-art facility for information

processing. The division has well trained and skilled Engineers and Staff andis currently made BaaN ERP system alive in the unit. KEYuser/Development Tools training is over and also End-user/Resource-persontraining is also over. The system is now operational from mid of year 2001.


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f) R&D Activities

In-house R&D at Mankapur has been working towards achieving companysobjective for excellence in the field of telecommunication. Main activities R&D

division are :-1. Assimilation of technology,2. Product Support and obsolescence management,3. System up-gradation and development,4. Product development,

The group has completely assimilated the E-10B switching technology. After

incorporating the field requirements and technological developments E-10Bhas now become an Indian Switching technology with improved quality ofreliability and reduced cost.True demonstration of technology assimilation is the development of 1000

port Automatic Branch Exchange (MPABX-1000). This PABX system hasadvanced facilities like multi-line operator control PC based O&M console, use

DTMF dialing and extension metering & billing PABX-1000 system has beenawarded as Best Technology System during WISITEX-96 Exhibition.

R&D is extending solution to most of the field installation and

commissioning problems are extended by R&D. It also provides productionsupport by means of technical clarification, development of testing,

documents generation etc.


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f) Marketing Activities1) At present, ITI Mankapur is involved in marketing and supply business of GSM products, with a plan to

start manufacture them in near future as well as GSMTurn key project (Installation, Commissioning

& Maintenance) .

2) Switching equipment ITI Mankapur has signed an agreement with DOT Lucknow to provide telephone services under Group-in-Dialing (GID) Schemeto shopping and residential complex at Lucknow through MPABX-1000Switching equipment.

3) Export has been made to following countries ;a) NEPAL b) YEMAN c) SRILANKA

d) SOUTH AFRICA e) BANGLADESH f) MALAYSIA

g) VIETNAM h) MADAGASCAR i) RWANDA

j) UGANDA k) SUDAN l) GAMBIA, etc.

4) Export Values in the last four years are given below:

YEARS EXPORT - VALUE

1996-97 1.27 Crs.1997-98 2.15 Crs.1998-99 3.32 Crs.

1999-2000 1.80 Crs.2000-2001 No Order


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h) Total Quality Management

Manakapur Unit has been accredited with ISO-9001 Certification, in October 1999for 3 years, subject to every 6 months of surveillance audit . The Unit is nowmoving towards adopting the concepts of Six Sigma Philosophy.


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CUSTOMERS

INDIAN CUSTOMERS

- DEFENCE

- RAILWAYS

- DEPARTMENT OF TELEPHONE

- OIL SECTOR

- BANKS/FACTORIES/OFFICES

GLOBAL CUSTOMERS

- AFGANISTAN

- MALAYSIA

- NEPAL

- SWITZERLAND


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INTERNATIONAL ORGANISATION FOR STANDARDISATION

ISO stands for International Organization for standardization. ISO is a worldwide federation of

national standard bodies. The work of preparing international standards is normally carried out

through ISO technical committee. Each member body interested in a subject for whom a technical

committee has been established has the right to be represented on the committee.

Standards are the level of excellence in everything that we can do, so it was felt that there should be

global system and hence iso came into existence. Its office is located in Geneva (Switzerland).

ISO STRUCTURE

100 or more countries

9000 standards

200 technical committees

800 sub committees 2500 engineers.


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TYPES OF ISO DOCUMENTS

Specification

Guidance

Guides/tools

Technical reports

BENEFITS OF ISO

Customer loyalty

Repeated business & referral

Reduction cost & cycle time

Self esteem

Confidence of interested party

Recingnition

ISO:9000

ISO 9000 describes fundamental of quality management system & specifies the technology for quality

management systems.


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ISO:14000

The growth of human civilization is marked by rapid industrialization. The rapid & blind growth of

industries without paying head to the environment has wrecked havoc on earth.

ISO 14000 standard are known as environment management system.

ISO14000 lays stress on

System efficiency

Scrap and waste reduction

Pollution prevention

Improved environment performance

Implementing government regulation

PHILIPS, AUSTRIA was the first company in the world to take ISO 14000 certificate.

PARAMETERS OF ISO

QUALITY :It is total characteristics of anything which bear the ability to satisfy the stated or

any implied needs.

OBJECTIVES :Objectives of any organization reflect the goals which it aims to achieves and

the priorities required. ISO standard lay stress on smart objectives.

S: SIMPLE

M: MEASURABLE

A: ACHIVEABLE

R: REALISTIC

T: TIME BOUND

QUALITY PRINCIPLES:

COUSTMER FOCUS

LEADEARSHIP


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INVOLVEMENT OF PEOPLE

SYTEM APPROACH TO MANAGEMENT

PROCESS APPROACH

CONTINUAL IMPROVEMENT

FACTUAL APPROACH TO DECISION MAKING MUTUAL BENEFICIAL SUPPLIER RELATIONSHIP

SIX SIGMA

Six sigma is a measure of quality that strives for near perfection.

It is a rigorous and systematic methodology that utilizes information verified by facts and statistics to

measure and improve an organizations operational, practice and system by identifying prevention

defects in manufacturing and service related processes in order to anticipate and exceed expectation

of all public stakeholders to accomplish effectiveness.

Six sigma is a process which talks about the ultimate quality.

Six sigma can be described as TQMS (Total Quality Management System) that is it is a series of steps

which involve statistical measurement that tells us how good our product services and processes

really are.

HISTORY OF SIX SIGMA


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The roots of six sigma as a measurement standard can be traced back to Carl Frederick gauss (1777-

1855) who introduced the concept of the normal curve. Six sigma as a measurement standard in

product variation can be traced back to the 1920s when Walter shewhart showed that three sigma

from the mean is the point where process requires correction. Many measurement

standards(cpk,zero defect,etc) later came on the scene but credit for coining the term six sigmagoes to a Motorola engineer named bill smith.(incidentally, six sigma is federally registered

trademark of Motorola).

In the early and mid-1980 with chairman bob galvin at the helm, Motorola engineer decided that the

traditional quality levels- in measuring defects thousands of opportunitydidnt provide enough

granularity. Instead, they wanted to measure the defect per million opportunities. Motorola

developed this new standard and created the methodology and needed cultural change association

with it. Six sigma helped Motorola realize powerful bottom- line results in their organization- in fact,

they documented more than $16 billion in saving as a result of our six sigma efforts.

Since then, hundred of companies around the world have adopted six sigma as a way of doing

business. This is a direct result of many of Americas leaders openly praising the benefits of six sigma.

Leaders such as Larry bossidy of allied signal (now Honeywell), and jack Welch of general electric

company. Rumor has it that Larry and jock were playing golf one day and jack bet Larry that he could

implement six sigma faster and with greater result at GE than Larry did at Allied signal. The results

speak for themselves.

METHODS TO APPLY SIX SIGMA

DMAIC PROCESS :

This process is applied where the line has already established.

DDEFINE

MMEASURE

AANALYSEIIMPROVE

CCONTROL

DMADV PROCESS:

DDEFINE


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MMEASURE

AANALYSE

DDESIGN

VVERIFY

ERP USED IN ITI LIMITED

ERP means enterprise resource planning.

The ERP used ITI LIMITED is BAAN.

BAAN :-

Founded by Jan Baan in 1978 in the Netherlands. BAAN manufacturing control system waste first package developed by BAAN for MRPI, CRP, &

MRP2.

The company BAAN has become one of the worlds biggest software group & expects to

remain on a first track for the foreseeable future.


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BAAN solution are to achieve streamline the planning process by integrating diverse

information, ensuring smooth planning with the help pf BAAN we get better decisions

support.

MARKETING CONCEPTThe marketing concept holds that key to achieving organizational goals consists of being more

effective than competition integration activities toward determining and satisfying the needs

and wants of target markets.

The marketing concept has been expressed in many colorful ways.

meeting needs profitability

Find wants and fills them

Love the customer, not the product

Selling focuses of the need of seller marketing of the need of the buyer selling is product with

sellers need to convert his product into; marketing with the idea of the satisfying the needs ofthe customer by means of the product and the whole cluster of the things associated with

creating. Delivering and finally consuming it.

The marketing concept rests on four pillars:

1. Target market

2. Customer need

3. Integrated marketing

4. Profitability

It starts with the factory focuses on the companies excising product, and calls for heavy

selling and promoting to procedure profitable sales. It starts with a well defined marked,focuses on customer needs. Integrated all the activities that will affect the customers &

product profit by satisfying customers.

In the word of ITI marketing managers:

CUSTOMER IS NOT ONLY THE KING,

CUSTOMER IS EVERYTHING.

CUSTOMER NEED

A company can define its market but fail to fully understand the customers need.

Some marketers draw a distinction between responsive marketing and creating matching.

A creative marketer disserves and product solution that customer did not ask for but to

which they entinoursatically respond. Companies must go beyond just asking consumers

what they want.


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The easy to customer rention is customer satisfaction. A highly satisfied customer:

Stay loyal longer.

Buys more as the company introduce new products and upgrades existing products. Talks favorably about the company and its products.

Pay less attention to competing brands.

Offers products/ services ideas to the company.

Costs less to server than new customers because transaction is routinized.

INTEGRATED MARKET

When all the companies department work together to serve the customers interests, the

result is integrated marketing. Unfortunately not at all employees are trained and

motivated to work for the customer.

Integrated marketing takes place on two:


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First: the various marketing function sales force, advertising, product management,

marketing research and so on must work together.

Second: marketing must be well co-ordinated with other company departments.

Marketing does not work when it is merely a department, it works only when allemployees appreciate their impact on customer satisfaction.

PROFITABILITY

The ultimate purpose of the marketing concept is to help organization achieve their goals

in the case of private firms the major goal is profit.

THE SOCIETAL MARKETING CONCEPT

Holds that organizations task in to determine the needs, wants and interests target markets and to

deliver the desired satisfaction more effectily and efficiently than competitions in a way that

preserves or enhances the consumers and the societys well being.


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The social marketing concept calls upon marketers to build social and ethical considerations into their

marketing practices. They must balance and juggle the often conflicting criteria profits, consumer

want satisfaction and public interest.

FINANCIAL OBJECTIVE

Earn and annual rate of return of investment.

Product profits.

Produce a cash flow.

MARKETING OBJECTIVE


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The ultimate objective of any marketing activity is to satisfy the customers and today even a step

ahead.

The marketing will focus greater attention on how to deliver customer satisfaction and organization

will begin to structure itself around segments and not product lines.

The financial objectives must be converted into marketing objective.

Example: If yhe company wants to earn $1,80,000 profit and it target margin in 10% an sales, then it

must set a goal of $18 million in the company sets an average price of $260, it must sell 69,230 units

if it expect total industries sales to reach 2.3 million units, it must gain 3% of to maintain this market

share, the company will have to set certain goals for consumer awareness, distribution coverage and

thus the marketing objective.

Achieve total sales revenue.

Expand consumer awareness.

Expand the number of dealers.

Aim for an average price.

MARKETING OBJECTIVE:


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[ OPERATION NAV SATABDI]

PRODUCTIVITY:For greater prosperity, global competiveness capacity exploitation shorter, new

technology adoption cycle time.

PROFITABILITY : Vow to make each unit profitable in the current year. Vow to cut wastage Vow to

cut inventory & working capital.

PARIVARTIAN: Parivartian means change. Change for betterment in every field, change for mind

set to accept new ideas & accept new ideas & accept reorganization revitalization of company to

make future oriented. Accept change to survive in the world of competition.


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SOME OF THE STRATEGIES ADOPTED BY ITI ARE AS FOLLOWS

Entering into service sector such as annual maintenance contract.

Expansion of portfolio with defense, railway other state government.

ITI also penetrating the market ITI captures the private vendors (who have registered them

with ITI) for the sale of their registered vendors, so that a mutual benefit can generated :-

Vendors can earn more profit by selling these products & the sale of the ITIs product will

increase.

AUTHORITY AND RESPONSIBILTY

The head of marketing has the authority to receive the order and confirm its to acceptation its

satisfaction. He is responsible for marketing function with respect to non- D.O.T> customer and

explore new market avenue to manage and perform the function and maintain the following

organization chart responsibility and interfacing department matrix.


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FUNCTION OF MARKETING DEPARTMENT

Marketing department of ITI mankapur has always been involving in the function of marketing Ex.

Selling distribution, promotion, the department of these function are depend upon the performance

of marketing department. Marketing department is responsible for selling of ITIs product.

The major product of ITIs E10B which is an exchange and OCB 238 equipment and component is

hybrid, PCB, coil and transformers and connector. In which most department product is E10B

equipment, ITI produces many communication equipments and also other by products which is being

products which is being produced while E10B is in production. Marketing department is also working

for new project named OCB283/CSN. In the context of selling these products marketing department

is take care of same specific customer DOT ansd MTNL customer. Marketing department has theresponsibility for marketing of these product, here researcher will take only two major product of ITI

which has the maximum demand in domestic market so in this context researcher will take E10B,

OCB283/CSN equipment principle features, customer SWOT analysis about E10B equipment.


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RESPONSIBILITIES OF MARKETING DEPARTMENT

marketing

(purchaseorder)

planningdivision

purchase rawmaterial

inward goodsinspection

(IGI)

manufacturingshop

quality check

division

dispatch of

goods

goodsdelivered

installation ofgoods


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EXPLANATION OF FLOW DIAGRAM

The flow diagram the represent the whole procedure of marketing department and it shows how

every department interfaced with marketing department. Purchase order comes directly to

marketing department by customer marketing department send this purchase order to the finance

department for. The evolution of its anticipate cost and after costing marketing department send this

P.O> to the planning department where analysis is being made regarding the addition rejection and

anticipated time by which project will be cost addition rejection and lead time. After the planning

department order goes to production product goes to the quality control where quality assurance is

being related to product it any lackness occur in the product shop for rectification to quality control

department it any ship up recure then this product is declared rejected and then the product is

started after total quality assurance final checked product goes to stares and then it goes to shipping

department where final delivered is being made marketing department takes the feedback from all

the activity related to all production and flow up all department till the product delivered to

customer.


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ORDER COMES THROUGH R.O. [REGIONAL OFFICE]:

When order comes through the regional office even then ITI supplies its product direct to customers

assignment location and payment is being made to the ITI Ltd.

PAYMENT

P.O. P.O.

CUSTOMER ITI

DELIVERY


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DISTRIBUTION

Distribution Channel of ITI Direct Order In the context of marketing ITI lie is saving zero level

distribution channel. Zero level distribution means there is no mediator between ITI & its customer.

As per as order comes equipment is delivered direct to specific location suggested by customer.

CONSUMER

GOODS ORDER

ITI

DTS Delivery to site/Direct to site:

ITI is having the responsibility to deliver to order its product at specific location as per customer

requirement.

Marketing department of ITI is not only sells its product but also it provide presales and after

sales services.


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SOME OF THE DOCUMENT USEFUL FOR MARKETING DEPARTMENT OF ITI

Like every department in marketing department too there are many documents are used.

But because of the security reasons I dont get all of them , but some of them, which I got, are:

1. Commercial invoice.

2. Purchase order from any organization (customer).

3. Customer satisfaction index form (filled by customers).

4. Services call report.


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PERFORMANCE OF MARKETING DEPARTMENT OF ITI LTD. MANKAPUR

Among the various unit of ITI, ITI ltd. Mankapur has its unique place and ITI Mankapur is the most

profitable plant of ITI LTD. it has been constantly giving profit since the inception of the plant. Its is

the heart of ITI LTD. that pumps the blood in the entire ITI.

We will take the performance of marketing department On the basis of total sales. Total export

distribution, promotional activity, manpower and also the production.

We will see the performance not only on the basis of profitability but also its total addition toward

the economy.

In private sector company, the yardstick for the performance not only on the basis of profitability but

in case of public sector units yardstick should not be profitability is low.

So researchers will asses the performance of marketing department not only on the basis of

profitability, but also service toward the economy.


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FUTURE PLANS OF ITI

ITI is a technology driver customer oriented business enterprise. That is combining its strength in

manufacturing with that its process in turnkey services to provide total solution through

diversification of its portfolio.

So, some of the future plans by which the company can be competitive in the market and can retain

market share are:

Starting business in the production of led lights. Long-term alliance portfolio new products.

Expansion of products portfolio new products.

Its solution like MPLS, internet infrastructure.

Up gradation of technology to meet the market demand.

Reduction of man power & skills building in new business areas by retaining & redevelopment.

Explanation of business portfolio with defense/ railways.

PROMOTION ACTIVITY OF ITI MANKAPUR

ITI is fully geared up to supply equipment and spares. ITI can provide presales services as well as after

sales services first we see pre-sales services as well as after-sale services.

Also pulse of marketing can be judged from the interaction between manufacturer and customer.


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PRE SALE SERVICES: In pre sales services ITI provides site surveys, exchange dimensioning as

well as sales services like warranty repairs, annual maintenance cataract (A/V/C) technical

assistance and training.

AFTER SALES SERVICES: ITI has its own customer support services & CSS is a business strategy

retain customer, regain customer & increase business strategy retain customer & increasebusiness by exploring the possibility of providing new services.

ITI is using CSS as a strategic tool for achieving customer satisfaction.

ASSEMENT OF OVERALL PERFORMANCE OF MARKETING DEPTT.

TOTAL SALES:- marketing deptt. Has been involving assembling component i.e. hybrid, PCB,

coil & transformer & connectors. In electronic equipment services ITI has E10B exchange with

more sophisticated technology. On account of good reputation in market ITI has very good

marketing.

STRENGTHS OF ITI- THE TELECOM POINEER

Indias first telecom equipment manufacturer.

Total telecom solutions provider

Recognized as Top Turnkey Services Company, for 4 successive years.

Multi-locational state-of-the-electronic assembly & component manufacturing facility

accredited with ISO9000:2000

Multi-locational ISO1400:2004 Environment Management system certified plants.

First Indian company to manufacture BTS & other infra products for GSM/WiMAX and other

new generation products.

Complete range of telecom products, value added services and customized.

Integrated logistic support to a variety of users

Country marketing and customer care centers

Strategic alliances with global telecom /IT majors

Countrywide dedicated network system centers to provide comprehensive network solutions.


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ITI has a dedicated network system unit for carrying out installation and commissioning of equipment

as well as for undertaking Trunkey jobs and providing value added services. The successful

completion of the mammoth strategic communication network ASCON for the Indian army underlines

ITIs ability in standing up to the challenge of enhancing the reach of communication and information

seamlessly over diverse media.

In a fitting testimony the company continues to hold the numerous position as Indians top telecom

turnkey solution provider.

MANKAPUR SWITCHING : C-DOT

GSM INFRA (BTS)

BANK MECHNISING PRODUCTS

MANPOWER

ITI mankapur has technically competent and highly skilled manpower which is a positive factor for

this company. The workers are totally attached to the company and here high level of commitment

for their work. ITI mankapur marketing department staff strength is very less but existing employees

are highly skilled and it can be watched through the effort made by marketing department.

This unit is the most productive unit of ITI and the most profitable plant so it is the result of its

manpower and theres is a learning habit among the workers and they have setup their mind for any

change and always ready to accept new changes.

HRD department has always been conducted training program for employees as well as for

management.

AS a matter fact manpower is an important assets for any company and the performance of

company obviously depend upon its manpower.

MANPOWER ARE THE ASSETS OF ANY ORGANIZATION


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INVOLVEMENT OF ITI IN EXTERNAL TRADES

To accomplish higher growth, capacity utilization and to enhance the competitiveness of electronic

component industry a sharp focus open export activity has been envisaged by ELCINA & ITI

participated in many type of activity like trade fair, engineering fair exhibition etc., ITI participated a

number of prestigious exhibitions both in India and abroad there are.

ITI ltd. mankapur equipment is not only reputed in domestic market but also has very good

international market. ITI export is E10B equipments, BTS etc. due to its high quality acceleration of

international standardization (ISO), ITI export is increasing day by day.

Before discussing on the procedure of the export form ITI, let us take an overview on external

trade.


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EXTERNAL TRADE

INTRODUCTION:

As we know the buying and selling of goods with in a country is called internal trade. But when buying

and selling of goods and services take place between nationals of different countries it is called

external trade or foreign trade.

Every country, big or small, buys and sells different goods from and to other countries. Goods worth

crores of rupees are bought and sold every year. Foreign trade is an important economic activity

because both the countries participating in it benefit in the process. For some countries, external

trade is the most essential economic activity because most of their industrial activity depend on it.

For example economic development of Hong Kong, Singapore, South Korea and Japan has been

possible largely due to their foreign trade. World trade is dominated by the developed countries of

Asia, Africa and Latin America have a small share.

Like other countries, India imports and exports a large number of goods. After independence, foreign

trade of India has considerably expanded. For economic development, it was necessary to import

machinery, raw material and fuel oil. As a result import into India increased. However, it was also

necessary to increase export to pay for the imports. Suitable export promotion measures were

adopted by the Government to increase Indias exports.


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External trade consist of export trade and import. Export involves sale of goods and services to other

countries. When goods are traded by way of purchases from other countries. When goods are traded

consists of imports exports the transactions are regarded as visible trade. External trade in services is

referred to as invisible trade.

When goods are imported into a country with the purpose of re-exporting them to some other

country, it is known as entrepot trade.

But like every thing trade also have some of its advantages and disadvantages.

ADVANTAGES AND DISADVANTAGES IN EXTERNAL TRADE

ADVANTAGES:

1. AVALIABILITY OF A LARGE OF GOODS: External trade enables a country to avail of the use of a

variety of goods, which cannot be produced in the country can get the benefit of using goods,

which it is not able to produce due to certain natural, physical or other limitations, by

importing them from other countries.

2. EXPROT OF SURPLUS PRODUCTION: External trade facilitate export of surplus of a country

import necessary items. This results in development of largescale industries.

3. SPECIALIZATION BASED ON RESOURSES ENDOWMENT: The quantity and quality resources

available in countries differ on account of climate and geographical formation. External trade

enable each country to specialized in the production of those commodities for which it enjoys

relative advantage. Specialization leads to increase productivity and superior quality of goods.

4. HIGHER STANDARD OF LIVING:It improves the standard of living of people in differentcountries. Exchange of goods and consumption there of leads to higher standard of living of

the people in the world.

5. PRICE EQUALIZATION:External trade leads to equalization of prices of commodities in the

world markets after making allowance for transport and other cost. It bring stability and

uniformity in the prices of commodities in all the countries of the world.


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6. SECURITY FROM NATURAL CALAMITIES:Natural calamities such as flood, famine, drought

etc., adversely affect the productive capacity of a country. External trade ensures adequate

supply of those commodities, which are in short supply within the country due to such natural

calamities. For instance medicine and food can be imported from countries during an

emergency.

7. INTERNATIONAL RELATIONS: External trade develops business relations among countries of

the world, which facilitate exchange of ideas countries. Leather goods pf Africa, batik art of

Indonesia and brassware of India are known all over the world.

There is always a demand for these goods especially in developed countries. Thus, external

trade promotes cordial relation and understanding among nations of the world.

8. DEVELOPMENT OF TRADE PROMOTING SERVICES: Foreign trade has led to development of

modern means of communication and efficiency in banking and insurance services. These

services have enabled countries to have trade even in voluminous goods like food grains,

wood, coal, and perishable goods, like fruits, flower, vegetables, meat, etc.


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FUTURE PLAN

Our company is a technology driver customer oriented business enterprise. Which is combing

its core strength in manufacturing with that its process in turnkey services to provide totalsolution through diversification of its portfolio. The strategy adopted by the company to be

competitive in the market & to retain share include.

Laong term alliance with BSNL/MTNL.

Expansion of product portfolio-new product.

Entering into manufacturing of mobile communication equipment like GSM&CDMA WLL

INFRA & terminals.

Its solution like MPLS, internet infrastructure.

Upgradation of technology to meet the market demand.

Reduction of man power & skills building in new business areas by retaining &re-devlopment. Expansion of the business portfolio with defence/railways.


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ITI TODAY

ITI Limited is Indias pioneering venture in the field of telecommunication. Born in 1948, this

premier. PSU has contributed to 50% of the persent national telecomm network. With state-of

the-art manufacturing facitity spread across six location and a countrywide network of

marketing /services outlets, the company ofeers a complete range of telecom products and

total solutions covering the whole spectrum of switching, transmission , access and subscribes

premises equipment. In tune with the technology trend, it has embarked on manufacture of

mobile infrastructure equipment based on GSM (Global System for Mobile) technology. ITI

has also acquired the technology for manufacture broadband infra equipment, NGN (new

Generation Network) equipment based on IP technology and SDH (Synchronous Digital

Hierarchy) products.ITI has a dedicated network system unit for carrying installation and

commissioning of equipment as well as for undertaking turnkey jobs and providing value

added services. The successful completion of the mammoth strategic communication network

ASCON for the Indian army underlines ITIs ability in standing up to the challenge of enhancing

the reach of communication and information seamlessly aver diverse media. In a fitting

testimony, the company continues to hold the numero uno position as Indias top


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telecomturnkey solution provider. ITI joined the league of world-class vendors of GSM

technology with the inauguration of mobile equipment manufacturing facility at its Mankapur

and Rae bareli plants, which opened a new era of indigenous mobile equipment production in

the country.

These two lines will augment the capacity to more than nine million lines for catering to bothdomestic as well as export markets.

By deploying its rich telecom expertise vast infrastructure, the company is consolidating into

ICT(Information and Communication Technology) space to hone its competitive edge in the

convergence market. Network Management System, Encryption and Networking solutions for

internet connectivity are some of the major initiatives by the company.

MARKETING DEPARTMENT ACTIVITIES

Marketing department of ITI Limited has been including in the marketing equipment like E10B,

OCB/CSN and marketing of component hybrid , PCB, coil and transformers, connector.

The marketing department looks after the activity related to the marketing of switching Equipment

and component for DOT and MINI and non DOT and MTNL etc. customer. Every employee of

marketing department is having a responsibility of ITIs switching equipment and component by any

customer than marketing department than after the planning department order goes to production

department order the planning department than after the planning department receives the P.O. and

send his purchase order the planning the production. Final goods to store and than to shipping andfinally goods and delivered to customer location. Marketing department is also responsibility for the

distribution and promotion of communication equipment and if there is any slackness in ITIs given

product marketing department also provides after sales services. It was just a by and large arrives

about the activate of marketing department researcher will study in deep further.


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DEPARTMENT PROCEDURE OF MARKETING

STEP1: ON_receipt of order from the R.O. the same shall the received for its adequacy and to

understand the customer requirement.

STEP2: It is torn and condition of the order are acceptable confirmation shall based to R.O. and also

to customer.

STEP3: A communication is also n sent to the production to execude the order.

STEP4: The program made and supply position shall be monitored through production and planning

any anticipated slippage in delivery and parabable delivery schedule shall be communicated to the

customer.

STEP5:Exploring of new market avenue is done by referring of business magazine. Exhibition ,

seminar of directly initiating with probable customer.


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AUTORITY AND RESPONSIBILTY

The head of marketing has the authority to receive the order and confirm its to acceptation its

satisfaction. He is responsible for marketing function with to non-dot customer and explore new

market avenue to manage and perform the function and maintain the following organization chart.

Responsibility and interfacing department matrix.

FUNCTION OF MARKETING DEPARTMENT

Marketing department of ITI limited mankapur has always been involve in the function of marketing

Ex. Selling, distribution, promotion, the department of these function are depend upon the

performance of marketing department. Marketing department is responsible for selling of ITIs

product.


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The major production of ITIs E10B which is an exchange and OCB 238 equipment and component is

hybrid , PCB , coil, and transformers and connector. In which most department product is E10B

equipment. ITI product many communication equipment and also other by products which is being

produced named OCB 283/CSN. In the context of selling of these product marketing department is

take care of selling pf communication equipment E10B and also other component. As per as ITIsmarketing department selling function concerted ITI has same specific customer DOT and MTNL and

also non DOT, MTNL customer. Marketing department has the responsibility for marketing of these

product, here researcher will take only two major product of ITI which has the maximum demand in

domestic market so in this context researcher will take E10B OCB 283/CSN equipment principal

feature SWOT analysis about E10B equipment.

DISTRIBUTION:

Distribution by channel of ITI lie is saving zero level distribution means there is no mediator between

ITI & customer. As per order comes equipment is delivered direct to specific location superseded by

customer.

DTS DELIVERED TO SITE/ DIRECT TO SITE :-

ITI is having the responsibility to deliver to order its location as per customer requirement.

Marketing department of ITI is not only sell its product but also provide per sales and after sells

service.


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ORDER COME THROUGH R.O.(REGIONAL OFFICE):-

When order come through the regional office then ITI suppliers its product direct to customer

assigned location and payment is being made to the ITI limited.

DISTRIBUTION CHANNEL FOR ITI EXPROT :-

In case of export , agent who is appointed by ITI takes order and sent to ITI marketing department

and than final goods export to direct customer location means ITI is having the responsibility to

deliver it product to aboard location.

PROMOTION ACTIVITY OF ITI MANKAPUR :-

ITI is fully to supply E10B equipment and spares. ITI can provide presales services first we see presale

service.

PRE-SALE SERVICE:-

Site survey exchange dimensioning.

AFTER SALES SERVICE:-

Warranty and out of warranty repair annual maintenance contract, technical assistance 7 training.

EXPORT:-

ITI LTD mankapur equipment is not only reputed in domestic market but also has very good

international market. ITI export E10B equipment and due to its high quality and acceleration ofinternational standardization organization. ITI export is increasing day by day.


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EXPORT PROCEDURE

MARKETING DSEPARTMENT ENG. SER. PLANNING PRODUCTION P.O.

There are three categories of export as per export impact policy

1. Prohibition items.

2. Restricted items.


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DTS (DELIVERY TO SITE ) DIRECT TO SITE:-

ITI is having the responsibility to deliver to order product at specific location as per customers

requirement.

consumer order ITI goods


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Marketing department of ITI is not only sells its products but also it provide presales and after sales

services .

ORDER COME THROUGH R.O. :-

When order comes through the regional office even then ITI supplies product direct to customersassigned location and payment is being made to the ITI ltd.

DISTRIBUTION CHANNEL FOR EXPORT:-

PAYMENT

P.O

ITIDELIVERY

CUSTOMER


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In case of export agent who is appointed by ITI takes the order and sent to ITIs marketing

department and then final goods exported customers locations mean ITI is having the responsibility

to deliver it product to abroad customer location.

PAYMENT

P.O. P.O.

CUSTOMER AGENT P.O.

DELIVERY


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Promotion activity of ITI Mankapur

ITI is fully geared up to the supply equipment and spares. ITI can provide presales services as well as

after sales services first we see presales services.

Pre-sales services: site survey, exchange dimensioning.

After-sales services: warranty and out of warranty repair annual maintenance contact technical &

training.

Activity for Export Production: to accomplish higher growth and better capacity utilization and

to enhance the comptitivence of electronic component industry a sharp focus on expert activity has

been envisaged by ELCINA and also ITI participate in many type of activity like trade fare engineering

fair exhibition.

ITI participate in a number of prestigious exbitions both in India and ad road they are


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EXPORT:-

ITI ltd mankapur equipment is not only reputed in domestic market is not only reputed in but also has

very good international market.

ITI export equipment and due to its high quality and acceleration of international standardization

organization. ITIs export fig. is increasing day by day.

EXPORT PROCEDURE

WORK ORDER RELEASE

Marketing department engineering & services planning production

P.O

Corporate office Quality Control

P.O.

Abroad Customer Quality Assurance

Delivery of goods Final Good

Negotiation Document Store Product

Bank custom clearance shipping payment receiving


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Payment receiving

There are three categories of export import policy

1. Prohibition items

2. Restricted items

3. Freely export

ITI exported following policy of free exported. All goods may be exported without any restriction tothe extent such export are regulated by ITC(H.S.).

On account of free export policy of ITI purchase order (P.O.) comes through the corporate office and

then marketing department receive the P.O. and sends this purchase to engineering services for the

releasing of work order and after releasing of work order goes to planning department and then

production shop for sales.


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PERFORMANCE OF MARKETING DEPARTMENT OF ITI LTD. MANKAPUR:-

Among the various unit of ITI, ITI ltd mankapur has unique place and ITI mankapur is the most

profitable plant of ITI ltd. it has been constantly giving profit since the inception of the plant. It is the

heart of ITI Ltd that pumps the blood in the entire ITI.

We will take the performance of marketing department .on the basis of total sales.

Total export distribution, promotion activity, manpower and also the production.

We will see the performance not only on the basis of profitability but also its total addition toward

the economy.

In private sector company, the yardstick for the performance not only on the basis of profitability but

in case of public sector unit yardstick not be profitability because these unit are started in those

sector in those sectors where profitability is low.

So researcher will asses the performance of marketing department not only the basis of profitability,

but also service toward the company.


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AFTER SALES SERVICES :-

ITI not only provide after sales services provide pre sale services.

In pre sale services it provide site surveys exchange dimensioning as well as a sale services like

warranty repair, annual maintenance cataract (AMC) technical & training.

Pulse of marketing can be judged from the interaction between manufacture & customer.

ITI has its own customer support services & CSS is a business strategy retain customer, regain

customer & increase business by exploring the possibility of providing new service.

ITI is using CSS as a strategic tool for achieving customer satisfaction.


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ASSESMENT OF OVERALL PERFORMANCE OF MARKETING DEPTT.:-

TOTAL SALES:- Marketing deptt. Has been involving assembling component i.e. hybrid PCB, coil,

transformer & connectors. In electronic equipment services ITI has E10B exchange with more

sophisticated technology. On account of good reputation in market ITI has very good marketing.

STRENGTH OF ITITHE TELECOM PIONEER:-

Indias first telecom equipment manufacturer.

Total telecom solution provider Recognized as top turnkey services company for 4 successive years.

Multi- locational state-of-the-art electronic assembly & component manufacturing facility

accredited with ISO 900:2000

Multi-locational ISO 14000:2004 Environmental Management System certified plants.

First Indian company to manufacturing BTS & other infra products for GSM/WiMAX and

other new generation products.

Complete range of telecom products, value added services and customized integrated logistic

support to a variety of users.

Countrywide marketing and customer care centers

Strategic alliances with global telecom /IT majors

Country wide dedicated network system centers to provide comprehensive network solutions


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ITI has dedicated network system unit for carrying installation and commissioning of

equipment as well as for undertaking turnkey jobs and providing value added services. The

successful completion of the mammoth strategic communication network ASCON for the

Indian army underlines ITIsability instanding up to the challenge of enhancing the reach ofcommunication and information seamlessly over diverse media.

In a fitting testimony the company continues to hold the numerous as position as Indians top

telecom turnkey solution provider.

MANKAPUR SWITCHING :C-DOT

GSM INFRA (BTS)

BANK MACHANISING PRODUCTS

MANKAPUR SWITCHING :C-DOT

GSM INFRA(BTS)

BANK MECHANISING PRODUCTS


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SALES ANALYS :

0 10000 20000 30000 40000 50000 60000

2002-03

2003-04

2004-05

2005-06

2006-07

50000

40000

30000

20000

10000


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PROFITABILTY:-

YEAR PBT(in cr.) TOTAL INCOME(In cr.) RATIO(PBT to total income)(%)

1996-97 55.78 277.79 20.08

1997-98 84.94 278.58 30.49

1998.99 83.94 324.35 25.61

1999-00 55.10 319.90 27.22

2000-01 8.24 381.86 2.20

2001-02 11.98 479.99 2.50

2002-02 91.49 484.71 -18.88

2003-04 117.94 163.89 -71.962004-05 -127.37 371.34 -34.30

2005-06 -87.22 487.37 -17.89

2006-07 -143.12 565.85 -25.29


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PRODUCTIVITY OF CAPITAL:-

YEAR TOTAL CAPITAL

EMPLOYED (in cr.)

PBT WITH CASH

AND NON CASH

COST (in cr.)

RETURN ON

CAPITAL w.r.t PBT

WITH ALL CASH

AND NON-CASH

COST

1996-97 360.60 125.37 34.77

1997-98 304.67 134.53 44.16

1998-99 318.18 119.74 37.63

1999-00 335.43 93.67 27.93

2000-01 350.31 46.88 13.93

2001-02 397.53 52.51 13.21

2002-03 414.30 -52.77 -12.74

2003-04 296.00 -82.82 -27.98

2004-05 287.32 -86.83 -30.22

2005-06 314.74 -19.80 -6.29

2006-07 292.14 -83.61 -28.62

2007-08 508.00 -161.41 -31.77

Comment: company has shown negative RY in the current year 2007-08.


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VALUE IN PERCENTAGE:

DIRECT MATERIAL 119.27%

EMPLOYEE COST 29.13%

PROFIT -87.22%

FINACIAL EXPENSES 20.61% PEPRECIATION 3.46%

OTHERS 14.75%

SWOT ANALYSIS

Sales

DITRECT MATERIAL

EMPLOYEE COST

PROFIT

FINANCING EXPENCES

DEPRECIATION

OTHER


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STRENGTH

Organization name.

Dedicated and devoted employees.

Collaboration with French company.

Niche player in the field of electronic exchange and banking automation in India.

WEAKNESS

ITI has limited customers. No advertisement.

No promotional activities in any level.

Delay in purchase and distribution of goods.

Government rule and regulations.

Less incentive is given to the employees.


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OPPORTUNITY

It can be grab the whole world market of telecom.

It can enter in other areas of telecom.

Make collaboration with international companies.

THREAT

Several companies have entered into the INVERTOR sector with heavy sales promotional

scheme.


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RESEARCH OBJECTIVES

To generate demand for telecom product through innovation.

To maintain an overall growth rate of 30% per year. For each existing

Business it should match at least the industry growth rate.

To telecom a strong service provider with major business thrust in

Telecom network and operation and value added services.

To strength technology scanning capacities to benchmark the organizational product/services

against global standards to identity the potential partners.

To achieve global quality standards to identify the potential partners.

To introduce effective production planning and control systems for achieving delivery

schedules, streaming production over the whole year and better inventory controls.


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RESEARCH METHODOLOG

DEFINITION OF RESEARCH

1. A systematic search for knowledge.

2. Movement from known to unknown.

3. Research in common refers to search for knowledge. One can also define research as a

Scientific and systematic research for pertinent information on specific topics.

It is way to systematically solve the research problem. In it we study various steps that are generally

adopted by a researcher in studying his research problem along with the logic behind them. It is

important for the researcher not only to understand the research methods and techniques but also

the methodology.

Research is a planned and systematic investigation and analysis of factual data to check, verify or

disapprove guesses, clue, assumption. It supplement the existing body of knowledge and widens the

frontiers of understanding.

Edwin. B. Flippo defines research as Systematic and purposive investigation of fact with the objectof determining causes and effect relation among such fact.


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SIGINIFICANCE OF THE STUDY

This research was done to analysis the marketing division of the company of ITI ltd. It is a descriptive

type of research study.

Sampling design

A sample design is a definite plan for obtaining a sample from a given population. It refers to

the technique or the procedure the researcher would adopt in selecting items for the samples.Samples design is determining before the data are collected.

Sample unit: A design has to be taken concerning a sampling unit before selecting sample.

Sampling unit may be geographical one such a state, village, etc., or a construction unit such

as house, flat, etc., or it may be social unit such as family, club, school, etc., or it may be an

individual. The researcher will have to decide one or more of such units that he has to select

for his study.

Size of sample: this refer to the number of items to be selected from the universe toconstitute a major problem before a researcher; the size of sample should neither be

excessively large, nor too small.It should be optimum. An optimum sample is one which

fulfills the requirement of efficiency, representativeness, reliability and flexibility, while

deciding the size of sample; researcher must determine the desired precision as also an

acceptable confidence level for the estimate. As such, budgetary constraint must invariably be

taken into consideration when decide sample of 100-150 customer.


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Area selected

The survey was conducted in MANKAPUR GONDA.

DATA COLLECTION:

The method that be used for collecting data was primary data for collecting primary data we used

questionnaire. Through questionnaire found the information and proper feedback about product. But

for some information related with the exact data and problem I had taken help with magazine

internet and other sources.

There are two methods of data collection.


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Primary Data:-

Primary data can be collected either through experiment or through survey. If the researcher

conducts an experiment, he observes some quantitative measurements, or the data, with the help of

examines the truth contained in his hypothesis. But in the case of survey, data, can be collected by

any one or more of the following ways.

1. By observation2. Through personal interview

3. Through telephone interview

4. By questionnaires:

5. Through schedules:

6. Other method

a. Warranty card

b. Mechanical devices

c. Projective techniquesd. Depth interview


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Secondary sources:

Secondary data means data that are already available i.e., they refer to the data which have already

been collected and analyzed by someone else. When the researcher utilizes secondary data, then he

has to look into various sources from where he can obtain them.

Secondary data may either be published data or unpublished data. Usually published data are

available in

(a) Various publication of central, states are local governments.

(b)Technical and trade journals

(c) Books, magazines, and newspaper.

(d)Reports and publications of the various association connected with business and industry,

bank stock exchange


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(e)Public record, and statistic, historical documents and other sources of published information

like website of industry or company.

Data is collected from both the primary and secondary sources

Research Method

The basic type of research are as following:

1. Descriptive vs. analytical: Descriptive research survey and factfinding enquiries of different

kinds. The major purpose of descriptive research is descriptive of the state of affairs as it

exists at present.

In Analytical research on the other hand, the researcher has to use facts or information already

available, and analyze these to make a critical evaluation of the material.

2. Applied vs. fundamental: Applied research aims to finding a solution an immediate problem

facing a society or an industrial/business organization, whereas

Fundamental research is mainly concerned with generalization and with the formulation of a theory.


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3. Quantitative vs. qualitative: Quantitative research is based on the measurement of

quantitative or amount. It can be term of quantity.

Quantitative research on the other hand, is concerned with quantitative phenomenon, involving

quality or kind for instance investigating for human behavior.

4. Conceptual vs. Empirical: Conceptual research is that related to some abstract idea or theory.

It is generally used by philosopher and thinker to develop new concepts or to reinterpret

existing one.

Empirical research re relies on experience or observation alone, often without due regard for system

and theory. We can it experimental type of research.

I have chosen survey method because of the following advantages:

ADVANTAGES OF SURVEY METHOD:-

1. Survey is conducted in case of descriptive research studies.

2. Survey- type research studies usually have larger samples because the percentage of

responses generally happens to be low, as low as 20% to 30% especially in mailed

questionnaire studies. Thus, the survey method gather data from a relatively large number ofcases at a particular time it is essentially cross- sectional.

3. Survey are concerned with describing, recording , analyzing and interpreting conditions that

either exists or exited. The researches does not manipulate the variable or arrange for events

to happen survey are only concerned with condition or relationship that exists, opinion that

are held, process that are going on, effects that are evident or trends that are developing.

They are primarily as they relate to current conditions. Thus in survey, variables that exist or

have already occurred are selected and observed.

4. Survey is usually appropriate in case of social and behavioral sciences.

5. Survey us an example of field research.6. Survey may either be census or sample survey. They may also be classified as social survey,

economic survey or public surveys.

7. The method of data collection happens to be either observation, or interview or questionnaire

or some projective technique.

8. Possible survey relationships between the data and the unknown in the universe can be

studied through survey.


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TYPE OF QUESTIONNAIRE :-

Questionnaire can either be structured or unstructured form.

Structured questionnaire :-In which there are definite, concrete and pre-determined question. The

questions are presented with exactly that same wording and the same order to all respondents.

SAMPLING

The sampling technique used, was random sampling technique as were universe is quite large

relatively small group was selected which able to represent the whole universe.

SAMPLE SIZE

Sample size limited to 30 respondents


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FACTS AND FINDINGS:-

After undergoing summer training in ITI ltd , I got a lot of knowledge and practical experience and

also I came across some problems and their cause which are as follows:

PROBLEMS:-

Company takes a lots of time for dispatching the goods.

Limited exports.

Company doesnt posses a proper budgeting andmonitoring system.

Trading has increased whereas manufacturing has decreased which resulted in decrease in

contribution. Which to fixed assets, the company has to incur losses.

CAUSES:-


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Lack of proper management of inventory i.e. inventory lag period is high.

Lack of proper distribution network.

Low efficient work force.

Lack of proper sales promotional schemes and advertisement.

Obsolete technology. Fierce competition with global market.

Intervention of government policies and norms.

Company does not possess proper strategies, proper budgeting & monitoring system.

Finding -1

Are you using any inventory in your home ?


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Above graph show that 85% of the people in mankapur are using inverter in their home and

only 15% people are not using any inverter.

Finding -2

USING THE INVENTORY

NO

YES


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Which company INVERTOR YOU ARE USING ?

Above graph show that 60% user are using ITI ltd inverter, 10% customer are using SUKAM

COMPANY, 25% customer uses LUMINOUS and 5% POWER LINE.

Sales

ITI

SUKAM

LUMINOUS

POWER LINE


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Finding -3

Do you know difference between normal and branded inverter?

Above graph show only 63% people know difference between the normal and branded

inverter.

COLUMN 1

NORMAL INVETOR

BRANDED INVERTOR


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FINDING -4

ARE YOU AWARE ABOUT THE NAME OF ITI LTD. INVERTER.

Above graph that near about 95% respondent are aware about the name of ITI ltd.

mankapur.

Sales

AWARE

NOT AWARE


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FINDING -5

Are you aware about technology used in ITI ltd. mankapur ?

Above graph show that in mankapur 65% respondents are know about the technology used by ITIltd. & 35% do not know that.

Sales

yes

no


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FINDING-6

DO YOU THINK ITI LTD. INVERTER IS THE PERFECT?

ABOVE GRAPH SHOW THAT 92% USER ARE SATISFIED WITH THE ITI LTD INVERTER SO THEY

THINK THE ITI LTD. IS PERFECT OPTION AS INVERTER WHILE 8% THINK THAT THIS IS NOT.

Sales

SATISFIED

UNSATISFIED


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FINDING-7

ARE YOU SATISFIED WITH THE AFTER SALES SERVICES IF THE ITI LTD. INVERTER?

ABOVE GRAPH SHOW THAT 85% RESPONDENT ARE HAPPY & FULLY SATISFIED WITH AFTER

SALES SERVICES OF THE ITI LTD. , ONLY 15% RESPONDENTS HAVE SOME PROBLEM.

Sales

HAPPY

UNHAPPY


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FINDING-9

ARE YOU HAPPY WITH THE BRAND PROMOTION OF THE COMPANY?

Above graph show that mostly respondents happy with the brand promotion of company.

Sales

HAPPY

UNHAPPY


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FINDING-10

WHAT COULD BE YOUR REMARK FOR ITI LTD INVERTER?

Above graph show that 40% respondent fare that iti ltd. inverter have excellent work & 30% say

that its working good & 25% remark its good while 5% say that iti ltd inverter doing fair job .

Sales

EXCELLENT

VERY GOOD

GOOD

FAIR


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FINDING-11

ARE YOU SATISFIED WITH THE PRICE?

Above graph show that 60% people are satisfied with the price of iti ltd. mankapur inverter.

Sales

SATISFIED

DISSATISFIED


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Questionnaire for customers

Name:-

Address:-

Contact no.:-

Occupation:-

1. Are you using any inventory in your home ?

A) yes

COMPLETED PROJECT.docx

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