NG for Industrial Heating Application - Ms.kanchan Bhujbal

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    1Natural Gas for Industrial Heating Application

    Chapter 1: Introduction

    Introduction to Project

    Aim and Objective of Project

    Need for Study

    ---------------------------------------------------------------------------------------------------------------------

    -----------

    1.1 Introduction to Project

    Natural Gas is one of the principle sources of energy for many of our day-to-

    day needs and activities. Natural gas is a vital component of the world's

    supply of energy. It is one of the cleanest, safest, and most useful of all

    energy sources. The Project activity is a fuel switch program based on

    Natural gas. The activity consists of the use of Natural gas for Industrial

    Heating Application instead of Furnace Oil or LDO.

    Current research on natural gas is focused on Asia and particularly on China.

    As it is, the government is already moving aggressively to increase gas

    supply through construction of LNG terminals and pipelines from Central

    Asia.

    Gas distribution and sales functions are controlled by a wide range of players

    including local governments and private and foreign enterprises.

    Maharashtra Natural Gas Limited, in short MNGL is a company incorporated

    in January 2006 to meet the City Gas distribution needs of various districts in

    Maharashtra. MNGL has got the PNGRB authorization for city gas distribution

    in Pune & Pimpri-Chinchwad city including adjoining areas of Hinjewadi,

    Chakan & Talegaon and subsequently will move on to other districts of

    Maharashtra depending on economic feasibility.

    ICBMS Educational Trust ChenaiProject Done by-Ms.Kanchan Mahadeo Bhujbal, Roll No EMB90043, EMBA-Marketing

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    2Natural Gas for Industrial Heating Application

    Eclipse Combustion is a Manufacturer & Supplier of Gas fired Burner &

    Combustion System Presently Eclipse has stopped Manufacturing of Oil Fired

    Burner focused on Gas fired Burner.

    1.2. Aim and Objective of Project

    To accelerate and optimize the effective and economic use of Natural

    Gas for Industrial Heating Application

    To collect information for Conversion of Oil fired Burner to Gas Fired

    Burner for Existing System

    To compile collected data

    A. Scope & Limitations

    1. Not a renewable source of energy.

    2. India has only limited reserves of natural gas, though further

    discoveries are being made from recent explorations

    3. Owing to the high percentage of methane in natural gas, it is highly

    combustible

    4. The process of extraction of natural gas involves making large cavities

    in the ground.

    5. Natural gas requires highly complex treatment plants and pipelines for

    its delivery.

    6. Natural gas occupies four times the space of a gasoline-equivalent

    energy.

    1.3. Need for Study

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    3Natural Gas for Industrial Heating Application

    Oil-fired heating systems generate heat in a furnace or boiler. Oil systems

    are less popular than those using gas because they have a higher initial

    cost and limited size availability. They also require a storage tank, oil

    deliveries, payment in advance for fuel to be used later, and more

    maintenance. For instance, most manufacturers recommend replacing the

    burner nozzle each year and cleaning the oil filter monthly. However, when

    the price of oil is low relative to the price of other fuels, oil systems are

    sometimes preferred for their lower operating cost. Some like oil systems

    because oil is less flammable than gas.

    Today, research on natural gas markets is as relevant as ever due to a

    convergence of factors. Natural gas has a multitude of industrial uses,including providing the base ingredients for such varied products as plastic,

    fertilizer, anti-freeze, and fabrics. In fact, industry is the largest consumer of

    natural gas, accounting for 43 percent of natural gas use across all sectors.

    Natural gas is the second most used energy source in industry, trailing only

    electricity.

    Natural gas is consumed primarily in the pulp and paper, metals, chemicals,

    petroleum refining, stone, clay and glass, plastic, and food processing

    industries. These businesses account for over 84 percent of all

    industrial natural gas use.

    Industrial applications for natural gas are many. Industrial applications

    include those same uses found in residential and commercial settings -

    heating, cooling, and cooking.

    Natural gas may also be used as a feedstock for the manufacturing of a

    number of chemicals and products.

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    4Natural Gas for Industrial Heating Application

    Gases such as butane, ethane, and propane may be extracted from natural

    gas to be used as a feedstock for such products as fertilizers and

    pharmaceutical products.

    Environmental Climate:

    Natural gas, being a clean, efficient source of energy and a chemical building

    block, is an important part of successful and environmentally sound industry

    in the United States.Its lead and sulphur free character, NG reduces harmful

    emissions.

    Eclipse is Manufacturer of Burner and Combustion System which is used for

    Industrial Heating Application. Eclipse has stopped manufacturing of Oil fired

    Burners and focused on Gas fired Burner, with superior application expertise

    and leading knowledge of combustion solutions, to deliver safe, reliable,

    efficient, and clean heat to industry worldwide.

    Natural gas is also used for waste treatment and incineration, metals

    preheating (particularly for iron and steel), drying and dehumidification,

    glass melting, food processing, and fueling industrial boilers. Eclipse is

    supplying Burner and Combustion System for above application

    1.4. Research Methodology

    The present study is based on collected information about various in Eclipse

    Combustion Pvt.Ltd. Pune.

    a. Primary Data: Primary data was collected by discussion with

    Sr.Marketing Manager-Mr.Vinay Kulkarni of Eclipse Combustion Pvt.Ltd.

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    Data from Senior Persons of the company

    Data from Sales Meeting and Minutes of Meeting (MOM)

    b. Secondary Data: Secondary data was given by the company itself

    i.e. from their Previous Orders of Existing Customer.

    Companies Website (www.eclipsenet.com and

    www.eclipseindia.com

    Records of the Company

    Current Enquiries and Offers

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    http://www.eclipsenet.com/http://www.eclipseindia.com/http://www.eclipsenet.com/http://www.eclipseindia.com/
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    6Natural Gas for Industrial Heating Application

    Chapter 2: Company Profile

    Company Profile

    Company Mission

    Company Values

    Company Strategy

    Product Range

    -----------------------------------------------------------------------------------------------------------

    --------

    2.1. Company Profile

    Eclipse Inc., USA, is the Worlds most reliable, dynamic & futuristic

    manufacturer of products and system for Industrial heating & drying

    application, established in 1908 in Rockford, USA.

    Eclipse, India is a wholly owned subsidiary of Eclipse Inc, USA, established in

    2002 to serve Indian / SAARC market with innovative thermal solutions

    through burners & combustion systems for industrial applications.

    Eclipse, India has a nationwide sales & service network. The company enjoys

    a significant demand for its products & services in domestic as well as export

    market like SAARC countries

    a. Eclipse Offers

    Trouble free start-ups

    Tuning and Repairs

    Training

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    7Natural Gas for Industrial Heating Application

    Support Programs

    Annual Maintenance Contracts

    b. Commissioning Start-up

    The initial start up of any new Eclipse equipment is normally undertaken by

    engineers from the factory from which it was supplied. It is Eclipse policy,

    however, to involve our local office during start up. in this way we ensure

    that knowledgeable after sales service is available close to the end

    customer.

    c. Repair Service and Tuning

    Process heating and fuel handling systems are becoming even more

    complex, requiring specialized knowledge to maintain optimum efficiency

    and operation. Regular servicing by an Eclipse trained technician is essential

    to ensure reliability. On-site service and support is readily available through

    the Eclipse Services network of field service technicians and factory

    authorized service providers strategically located throughout the globe.

    2.2. Company Mission

    Be a Quality Driven Company by Doing What We Say;

    Doing It Right the First Time, on Time, Every Time

    Exceed Our Customers Expectations Through

    Innovative Products, Processes, Solutions and Services

    Help Our Customers Increase Their Profitability

    Encourage, Recognize, Reward and Respect Our Employees

    Be an Ethical, Environmentally Responsible Company and Be Involved

    in Our Local Communities

    Surpass Our Shareholders Expectations by Providing

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    8Natural Gas for Industrial Heating Application

    Superior Financial Returns and Revenue Growth

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    9Natural Gas for Industrial Heating Application

    2.3.Company Values

    Integrity -Our longstanding and uncompromising commitment is to be

    honorable and trustworthy in all our endeavors.

    Respect -We treat each other, our business partners, our community, and

    our environment with honor and esteem.

    Teamwork -We succeed together by leveraging the strengths of our

    people and the diversity of their ideas; always striving to bring out the best

    in each other.

    Commitment -We have built our reputation on our dedication to ouremployees and our pledge to provide the best solution for our business

    partners.

    Compassion - We believe people are important and treat them with

    dignity. We care about our community and respect the needs of the

    environment.

    Innovation -We draw upon our heritage and passion to provide creative

    solutions that meet the needs of those who rely on us.Joy -We embrace all we do with enthusiasm and adventure, finding

    happiness, fulfillment, and pride; remembering to celebrate our good

    fortune.

    2.4. Company Strategy

    With superior application expertise and leading knowledge of combustion

    solutions, we deliver safe, reliable, efficient, and clean heat to industry

    worldwide.

    2.5.Product Range

    Air Heat Burner

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    10Natural Gas for Industrial Heating Application

    Furnace Burner

    Glass & Ceramic Burner

    Accessories etc.

    Support and services

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    11Natural Gas for Industrial Heating Application

    Chapter 3: LITERATURE REVIEW

    What is Natural Gas?

    Advantages of Natural Gas

    Difference between Gas Fired Burner and Oil Fired Burner

    Latest Technology for Natural Gas

    Cost Comparison for Various Fuels

    Disadvantages of Electrical Heating

    Natural Gas Market

    New research on Chinese gas markets

    Natural Gas Supplier

    Difference between Consumer Marketing and Industrial

    Marketing

    Combustion basic

    Why Eclipse Burner for Industrial Heating Application

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    3.1. What Is Natural Gas?

    Natural gas is generally considered a nonrenewable fossil fuel. Natural gas is

    considered a fossil fuel because most scientists believe that natural gas was

    formed from the remains of tiny sea animals and plants that died 200-400

    million years ago.

    Natural gas may also come from several other sources. One source is

    coalbed methane, natural gas found in seams of coal. Until recently,

    coalbed methane was just considered a safety hazard to miners, but now it is

    a valuable source of natural gas.

    After natural gas comes out of the ground, it goes to a processing plant

    where it is cleaned of impurities and separated into its various components.

    Approximately 90 percent of natural gas is composed of methane, but it also

    contains other gases such as propane and butane.

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    13Natural Gas for Industrial Heating Application

    3.2. Advantages of Natural Gas

    Natural Gas has following Advantages. Due to its advantages natural gas

    used for Domestic as well as Industrial Application.

    1. Green fuel -Commonly referred to as the green fuel because of its lead

    and sulphur free character, NG reduces harmful emissions.

    2. Mixes evenly in air - Being a gaseous fuel CNG mixes in the air easily

    and evenly.

    3. Safety - A cheaper and safer way to store and ship.

    4. Easy for Transportation -Natural gas is sometimes used as a

    transportation fuel. Natural gas can be used in any vehicle with a

    regular internal combustion engine, although the vehicle must be

    outfitted with a special carburetor and fuel tank.

    5. Cheaper - It is about three stimes cheaper than electricity when you

    use resistance heat and also less expensive than electric heat pumps.

    6. Lighter Than Air - Natural gas being lighter than air, will rise above

    ground level and disperse in the atmosphere, in the case of a leakage.

    7. Simple & less complicated valve train

    8. Less initial cost for burner & valve train

    9. No chance of Clogging valve train

    10. Low maintenance cost

    11. Clean Fuel

    12. Low Emission

    13. No Application Limitations14. High Efficiency

    15. Typically Oil burner requires LPG/NG pilot i.e. separate gas is

    required with Oil, which is not required in case of gas fuel burners.

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    14Natural Gas for Industrial Heating Application

    3.3. DIFFRENCE BETWEEN GAS FIRED BURNER SYSTEM

    AND OIL FIRED BURNER SYSTEM

    S.N

    O

    PARAMETERS GAS FIRED BURNER

    SYSTEM

    OIL FIRED BURNER

    SYSTEM

    1. Popularity Gas-fired System andTechnologies became

    very popular

    Less Popular as compareGas Fired System

    2. Replacement Spares replacement if

    required.

    Replacement of the

    burner nozzle each year

    and cleaning the oil filter

    monthly3. Cost Simpler, Lower Cost &

    High Reliability

    Higher Initial Cost &

    limited size availability4. Maintenance

    Cost

    Maintenance cost is low

    as compared to Oil fired

    System

    More Maintenance is

    required

    5. Impurities in

    Fuel

    Gas contains Less

    Impurities as compared

    to Oil

    Oil is pumped to the

    burner as a liquid, and

    contains more

    impurities.

    6. IgnitionSystem

    Pilot & IgnitionTransformer used for

    Ignition Purpose

    Oil gun shoot anatomized spray of oil

    into the burner7. Accessories Gas valve Train used

    for Gas fired Burner. In

    Oil Valve Train,

    Atomizing Air Line,

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    15Natural Gas for Industrial Heating Application

    case of High Capacity

    Burner Pilot is also

    used.

    Pumping & Heating Unit

    Required for Oil Fired

    Burner8. Environment Gas-fired system are

    more

    Environment friendly.

    Oil Fired system are less

    environment friendly.

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    16Natural Gas for Industrial Heating Application

    3.4.Latest Technology

    A. Direct Contact Water Heaters

    Direct contact water heating is an application that works by having

    the energy from the combustion of natural gas transferred directly

    from the flame into the water. These systems are incredibly efficient

    at heating water. Normal industrial water heaters operate in the 60 -

    70 percent energy efficiency range. However, direct contact waterheaters can achieve efficiencies up to 99.7 percent! Obviously, this

    leads to tremendous cost savings in industries where hot water is

    essential.

    The Kemco Thermefficient-100 Direct Contact Water

    Heater

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    17Natural Gas for Industrial Heating Application

    B. Industrial Co-firing

    Natural gas co-firing technologies are also helping to increase

    industrial energy efficiency, and reduce harmful atmospheric

    emissions. Co-firing is the process in which natural gas is used as

    a supplemental fuel in the combustion of other fuels, such as

    coal, wood, and biomass energy. For example, a traditional

    industrial wood boiler would simply burn wood to generate

    energy. However, in this type of boiler, a significant amount of

    energy is lost, and harmful emissions are very high. Adding

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    18Natural Gas for Industrial Heating Application

    natural gas to the combustion mix can have a two-fold effect.

    Natural gas emits fewer harmful substances into the air than a

    fuel such as wood. Since the energy needed to power the natural

    gas boiler remains constant, adding natural gas to the

    combustion mix can reduce harmful emissions.

    In addition, the operational performance of the boiler, including

    its energy efficiency, can be improved by supplementing with

    natural gas. For instance, in wood fueled boilers, adding natural

    gas can compensate for the use of low grade, wet wood, allowing

    it to combust more quickly and completely. This type of co-firing

    can also be used in the generation of electricity, whether on-siteor in a centralized power plant.

    Schematic of a Natural Gas Co-fired Boiler

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    19Natural Gas for Industrial Heating Application

    C. NG as a Fuel Cell

    Many scientists are interested in using natural gas to generate

    electricity without combustion using a fuel cell. A fuel cell is

    similar to a battery. It uses a chemical process rather than

    combustion to convert the energy content of a fuel into

    electricity

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    20Natural Gas for Industrial Heating Application

    D.Biomass

    Today, we can drill shallow wells into landfills to recover the

    methane gas. Landfills are already required to collect methane

    gas as a safety measure. Typically, landfills collect the gas and

    burn it to get rid of it. But the gas can be put to work. Last year,

    over four billion cubic feet of landfill methane gas was used for

    heating and electricity production. There are other ways to

    convert biomass into natural gas. One method converts aquatic

    plants, such as sea kelp, into methane gas. In the future, huge

    kelp farms could also produce renewable gas energy

    E. LNG Liquefied Natural Gas

    Another successful development has been the conversion of

    natural gas into a liquid. As a liquid, natural gas is called LNG, or

    liquefied natural gas. LNG is made by cooling natural gas to a

    temperature of minus 259oF. At that temperature, natural gas

    becomes a liquid and its volume is reduced 600 times. Liquefied

    natural gas is easier to store than the gaseous form since it takes

    up much less space. LNG is also easier to transport. People can

    put LNG in special tanks and transport it on trucks or ships.

    Today, more than 113 LNG storage facilities are operating in the

    United States

    3.5. COST COMPARISON FOR VARIOUS FUELS

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    21Natural Gas for Industrial Heating Application

    Energy Cost for 1000000 Kcal/hr Heat Output

    Fuel Fuel Fuel Cost Blower

    Pumpi

    ng Heating

    Fuel

    Cost

    Auxiliar

    y

    Tot

    al

    Cost Remarks

    Consump

    tion in Rs/kg HP

    unit

    HP

    unit

    Capacity

    in

    Rs/hr Cost

    in

    Rs/h

    r

    in Kg/hr in KW-h in Rs/hr

    Natura

    l Gas 168 12 5 NA NA 2016 20

    203

    6 Cheapest fu

    Furnac

    e Oil 148 14 15 2 9 2072 115

    218

    7

    Cheap but

    dirty fuel

    LDO 142 28 15 2 NA 3976 70

    404

    6

    Cheaper tha

    LPG but not

    Clean Fuel

    LPG 135 32 5 NA NA 4320 20

    434

    0

    Costly than

    Oil but Clea

    Fuel

    Electri

    city 1172 KW-h

    Rs 5 per

    KW-h NA NA NA 5860 NA

    586

    0 Most Costly

    **Assumption: Efficiency of Gas/Oil as 70% & Electricity

    as 100%

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    3.6. Disadvantages Of Electric Heating Compared To Gas

    Or Oil

    1. High risk involved

    2. Very high running cost

    3. Risk involved due to interrupted electricity supply

    4. Application limitations

    3.7.Natural Gas Markets

    PESD has studied natural gas for a number of years, with previous

    research examining the factors driving the success or failure of

    international gas infrastructure projects, the role of LNG in connecting what

    were previously regional markets, and the potential for natural gas to play a

    larger role in China and India. A key observation of previous research was

    the importance of a reliable investment climate and assured demand in

    enabling the development of the especially capital-intensive infrastructure

    (LNG or pipeline) required for gas transport.

    Today, research on natural gas markets is as relevant as ever due to a

    convergence of factors. The US-led revolution in techniques for extracting

    unconventional gas has overturned previous assumptions about global gas

    supply and in the process called into question the viability of traditional gas

    pricing regimes as well as assumptions of an inexorable march towards

    market globalization through LNG. Climate mitigation pressures also putthe spotlight on gas, which at half the carbon intensity of coal in power

    generation probably offers as much potential for near-term greenhouse gas

    emissions reduction as any energy supply alternative.

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    http://pesd.stanford.edu/docs/gashttp://pesd.stanford.edu/docs/gashttp://pesd.stanford.edu/docs/gashttp://pesd.stanford.edu/docs/gas
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    23Natural Gas for Industrial Heating Application

    Our current research on natural gas is focused on Asia and particularly on

    China, where even a modest increase in natural gas usage at the expense of

    coal would have massive benefits for climate change mitigation. Natural

    gas makes up only about 4% of China's energy supply at present, but any

    finding of substantial unconventional gas resources in the country would

    immediately align domestic gas development with both energy security and

    air quality goals.

    As it is, the government is already moving aggressively to increase gas

    supply through construction of LNG terminals and pipelines from Central

    Asia. As we have seen in the case of coal, idiosyncratic pricing structures

    and forms of industrial organization in the Chinese gas sector are causingsignificant distortions in the market, and new models are increasingly being

    sought by the government. More generally, China faces a policy challenge

    common to many countries desiring to expand their gas markets: how to

    encourage domestic utilization of gas through attractive pricing for

    consumers without deterring investment in domestic gas resources or

    making imports non-competitive.

    3.8.New research on Chinese gas markets centers around

    three main questions.

    1. First, how will Chinese price reforms shape patterns of gas use and use of

    competing fuels?

    2. Second, how does the political economy of the Chinese gas industry

    influence market outcomes?

    3. What is likely to be the industrial structure of an emerging

    unconventional gas industry?

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    A proliferation of new gas supplies in China, including imported ones, has put

    extreme pressure on the country's cost-plus pricing model, leading to

    speculation that China will try to shift over time to pricing that is more

    closely connected to what end users are willing to pay for gas.

    1. How will Chinese price reforms shape patterns of gas

    use and use of competing fuels?

    Our research methods in this area will include both systematic case

    study work and Construction of quantitative models for gas

    markets under different policy constraints. Shanghai and Guangdong

    are promising regions for study because of their diversity in both gas

    supply sources and end users.

    2. How does the political economy of the Chinese gas

    industry influence market outcomes?

    Upstream activities in gas are dominated by state-owned oil companies,

    while gas distribution and sales functions are controlled by a wide range

    of players including local governments and private and foreign

    enterprises. The structure of the coal industry is in some sense the

    inverse, with a multiplicity of coal producers selling to a limited number

    of state-owned power companies. We hypothesize that the differences

    in the respective structures of the gas and coal industries will affect how

    these fuels compete against each other in applications like power

    generation.

    3. What is likely to be the industrial structure of an

    emerging unconventional gas industry?

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    25Natural Gas for Industrial Heating Application

    This work will involve comparative study of shale gas and coal bed

    methane (CBM) development in China, the US, and possibly other

    regions with significant unconventional resources. One of our broad

    hypotheses is that the different investment profile of unconventional gas,

    which requires continuous new drilling to keep the gas flowing, might

    lead the industry to develop a characteristically different industrial

    structure from conventional hydrocarbon development. The US is an

    important case as the only country that has developed unconventional

    gas resources on a large scale thus far, while China merits study as the

    country for which significant development of unconventional gas would

    arguably have the most significant impact on global climate policy and

    energy markets.

    3.9. Natural Gas Supplier

    MNGL MAHARASHTRA NATURAL GAS LIMITED

    Maharashtra Natural Gas Limited, in short MNGL is a company incorporated

    in January 2006 to meet the City Gas distribution needs of various districts in

    Maharashtra. MNGL has got the PNGRB authorization for city gas distributionin Pune & Pimpri-Chinchwad city including adjoining areas of Hinjewadi,

    Chakan & Talegaon and subsequently will move on to other districts of

    Maharashtra depending on economic feasibility.

    Main business objectives of the company are as under :-

    a. To provide clean, environment friendly green fuel as an alternative to

    the conventional auto fuels like Petrol and Diesel and

    b. To provide safe, convenient and reliable piped natural gas to its

    customers in the domestic, commercial and industrial sectors.

    ICBMS Educational Trust ChenaiProject Done by-Ms.Kanchan Mahadeo Bhujbal, Roll No EMB90043, EMBA-Marketing

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    A. GAIL (India) Limited

    A Navratna company, is a leader in the area of Gas Processing, City Gas

    Distribution & Exploration in India and Abroad. GAIL has made an all-round

    contribution to countrys economy by its countrywide presence of Pipelines,Plants & Marketing network.

    GAIL has already set up eight joint venture companies for city gas

    distribution, list is enclose here.

    ICBMS Educational Trust ChenaiProject Done by-Ms.Kanchan Mahadeo Bhujbal, Roll No EMB90043, EMBA-Marketing

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    Difference between Consumer Marketing and Industrial

    Marketing

    A)Consumer Marketing

    1. Often only one individual consumer is involved in a consumer

    buying decision.

    2. While there are many reasons why a group of consumers can

    influence consumer buying, consumers are limited to the number

    of people they can involve in a purchasing decision by the

    number who have a stake in the purchase.3. This may include family members, parents or children and

    sometimes third party specifies for example lenders who may

    specify a type of house insurance.

    4. (In the case of marketing toys to children, communications are

    typically aimed at children but it will be the parents who may actually

    make the purchase - note similar to "buying group" of industry).

    5. Consumer marketing is characterized by greater use of mass

    communication and research techniques than industrial marketing

    because it is harder (due to the numbers of consumers) for companies

    to be close to actual market participants.

    6. Wholesalers are often used in chain before retailers especially in export

    markets.

    7. This means mass communication in consumer markets can have

    less focus on utility than would be needed in Industry.

    8. Features of Consumer Marketing are - Informal purchasing proceduresand no formal Buying group.

    9. In Consumer Marketing visible consumer promotion is usually

    much less about technical performance, price and relationship and

    more about peer acceptance, fashion, trend or approval issues.

    ICBMS Educational Trust ChenaiProject Done by-Ms.Kanchan Mahadeo Bhujbal, Roll No EMB90043, EMBA-Marketing

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    10. Multilevel Marketing is Used for some specialties.

    ICBMS Educational Trust ChenaiProject Done by-Ms.Kanchan Mahadeo Bhujbal, Roll No EMB90043, EMBA-Marketing

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    B) Industrial Marketing

    1. In industrial purchasing it is typical that more than one person isinvolved in buying decisions with the number and rank of people

    involved increasing according to the value or strategic importance of

    the purchase.

    2. In marketing literature this is termed a "buying group" and the

    effect on marketing people is that the individuals you target to

    influence purchasing decisions may not be the people actually making

    the purchase.

    3. Often even in small value purchases another person will authorized

    expenditure, perhaps sign purchase requisitions, purchase orders or cheques.

    4. Mass Advertising Normally focused on technical media. Not

    normally TV.

    5. Specialist exhibitions and Trade shows often used for high and

    lower value items.

    6. Distributors, Commissioned Agent often used.

    7. In industry personal relationship building must be used

    alongside utility and cost advantage (To Overcome Switching Cost)

    8. As there is a much smaller group of possible buyers in industry

    marketing and selling can often be carried out face to face by

    individuals doing both Marketing and Selling Task.

    9. Physical utility, Rationality and deep buyer knowledge is more prevalent

    in Industrial Marketing.

    10. Branding the Product, Naming the company, unique sales point of product

    are considered as the indirect method of sales promotion by companies.

    ICBMS Educational Trust ChenaiProject Done by-Ms.Kanchan Mahadeo Bhujbal, Roll No EMB90043, EMBA-Marketing

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    3.10. Combustion Basics

    What is Combustion?

    A rapid chemical reaction or oxidation of a fuel resulting in the release of

    usable heat and production visible flame.

    Fuel, Oxygen and Ignition these are 3 elements which are necessary for

    Combustion.

    Two elements carbon and hydrogen are common to the fuels used

    Most common gaseous fuels:

    1. CH4 Methane Natural Gas

    2. C3H8 Propane

    3. C4H10 Butane

    4. Low Heat Coke oven, Producer, Town, Digester

    3.11. Why Eclipse Burner For Industrial Heating

    Application

    Good application engineering knowledge

    Parent unit committed to Indian market

    Excellent overseas technical support

    ICBMS Educational Trust ChenaiProject Done by-Ms.Kanchan Mahadeo Bhujbal, Roll No EMB90043, EMBA-Marketing

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    Financially strong Company

    Superior Product Performance & reliability

    Good after sales service / Global network

    Low NOx & fuel efficient burners

    Ease of communication

    Good turndown & Flame stability - low fire

    Global expertise at Indian cost

    Eclipse burners & Combustion systems are successfully introduced in

    Automotive, Food, Boiler, Air Heat segments.

    a. Advantages of Eclipse Make Burner, Model-Thermjet

    ThermJet has the highest operating velocity of any burner available.

    Comparison tests with competitive models prove ThermJet delivers the

    lowest emissions.

    Air and gas inlets are independently adjustable in 90 increments to

    suit a

    variety of piping alternatives.

    Highest velocity flame

    Unparalleled fuel and control convenience.

    Large turndown combined with high excess air

    Dependable ignition

    Customization with packaged convenience.

    Big savings

    ICBMS Educational Trust ChenaiProject Done by-Ms.Kanchan Mahadeo Bhujbal, Roll No EMB90043, EMBA-Marketing

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    3.12. Eclipse Successful Stories With Application

    Report

    Eclipse Gas fired Burners are working satisfactory for Different

    Application in Industries. Eclipse has done successful conversion of Oil

    fired Burner to Natural Gas Fired System.

    The customer is a world leader in the manufacturing and supply of

    crucible refractory products, systems and services for high-technology

    industrial applications: The customer contacted us to convert existing

    Oil fired Burner system to Natural Gas fired System.

    Calculation Sheet for Fuel Cost Saving DataDATA GIVEN FOR LDO

    1. Consumption of SKO Per Day Liters 100002. CV of SKO Kcal 102003. Burning Efficiency of LDO % 70%4. Cost of Oil Per Liter Per lit 305. Working Days per Month Days 30

    6.Consumption of LDO Per Month =Consumption of LDO Per Day X Working

    Days

    Liters 300000

    7.Yearly Consumption = Consumption of LDOPer Month X 12 Months

    Liters 36,00,000

    8.Cost Per Day = Consumption Per Day X Costof Fuel

    Rs 3,00,000

    9.Cost per Month = Cost of LDO Per Day XWorking Days

    Rs 90,00,000

    ICBMS Educational Trust ChenaiProject Done by-Ms.Kanchan Mahadeo Bhujbal, Roll No EMB90043, EMBA-Marketing

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    10. Cost per Year Rs. 10,80,00,00DATA GIVEN FOR NG

    1. Consumption of NG PER HR. Kgs. 127502. CV of NG Kcal 8500

    3. Burning Efficiency of NG % 95%

    4. Cost of NG Per KgperKg

    12

    5. Working Days Per Month Days 30

    6.Consumption of NG PER Month =Consumption of NG Per Day X WorkingDays

    Kgs. 382500

    7.Yearly Consumption = Consumption of NGPer Month X 12 Months

    Kgs. 45,90,000

    8.Cost per Day = Consumption Per Day XCost of Fuel

    Rs 1,53,000

    9. Cost per Month = Cost of LDO Per Day XWorking Days

    Rs 45,90,000

    10. Cost per Year Rs 5,50,80,000

    A Saving Per Month RS 44,10,000

    B Saving Per Year RS5,29,20,00

    0

    CSaving in Percentage = (100- (Cost PerYear NG/Cost Per Year of LDO) X 100)

    % 49.00

    ACKNOWLEDGEMENT

    I am deeply obligate to the people without whose sincere help; cooperation

    during the period of this research work would not take its present form.

    I sincerely thank our beloved Directorate of Distance Education ICBMS for the

    continuous encouragement received and services rendered by him.

    I am extremely THANKFUL to my Project Guide Mr.Vinay Kulkarni for precious

    time and guidance. My sincere thanks to our Director Mr.Pete

    Wilkinson for his kind support during Project Period.

    I also extend my sincere regards to my beloved parents and my friends.

    ICBMS Educational Trust ChenaiProject Done by-Ms.Kanchan Mahadeo Bhujbal, Roll No EMB90043, EMBA-Marketing

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    My special thanks to Mr. Chandra, Managing Director, Ms.Usha Sekaran and

    Mr.Sekhar of ICBMS, who has been a constant source of inspiration in the

    selection of project Natural Gas for Industrial Heating Application.

    I also extend my sincere regards to my beloved Friends. I am thankful to all

    the various focus group members like Google, Websites related to Natural

    Gas wherein I had Wealth of information collected on the said topic.