ISHAN INSTITUTE OF MANAGEMENT AND TECHNOLOGY Page 1 A STUDY ON MARKETING OF SECONDARY PRODUCT & BY PRODUCT IN SAIL ( BOKARO STEEL PLANT) A report submitted to IIMT, Greater Noida As a partial fulfillment ofFull time Postgraduate Diploma in Ma rketing Management SUBMITTED TO: SUBMITTED BY: Dr.D.K.Garg RAJNISH KUMAR SINGH Chairman ENR. NO: MMR 4076 IIMT, Gr. Noida PGDMM Ishan Institute of Management and Technology2, Knowledge Park-1, Greater Noida, Distt: G.B.Nagar (U.P.) Website: www.ishanfamily.com, E-mail: [email protected]
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ISHAN INSTITUTE OF MANAGEMENT AND TECHNOLOGY Page 6
EXECUTIVE SUMMERY
The study was carried on to observe the marketing of secondary and bi product in SAIL
(Bokaro Steel Plant). Marketing department is the newest genesis from the SAIL and
attempts to reach their where no corporate has ever ventured so far. Eight weeks of training is
too short to learn the marketing strategy of this enterprise. The training in Bokaro Steel Ltd.
was conducted in such a fashion that the trainee could get use to all the aspect and could
understand about what they are going to learn. This training session was of 8 weeks in which
there were 15 days of department visit. In which trainee had to visit different stores and
shops of manufacturing plant units where they use to explain about the functioning of the
departments and then the rest of 40 days trainees had to go to marketing department where
they use to explain us about all the aspect of marketing.
To know about the E-Auctions of marketing department. How they use this technique and
90% marketing and selling is done through auction and rest will be taken through fixed price
selling and tenders. Data were mainly collected from marketing department of BSL. BSL is
the largest Steel manufacturing sector of India and is top ranked in the global fortune 500
companies. During my training I had to find out mode of sale of secondary products of BSL.
Primary products are sold by CMO, Delhi. I passed through various stages of problems and
difficulties to accomplish the task of project work but it was a privilege for me to take this
opportunity a challenging work to study and observe "marketing of Secondary products in
B.S.L", which is a unit of SAIL. Bokaro Steel Plant recognizes that leadership is essential for
survival in competitive environment; Customer's satisfaction like quality is a journey and not
a destination.
It is essential that everyone in the company have a clear understanding of what customer
satisfaction means if the plant aim to achieve leadership in customer satisfaction. Whileimproved customer satisfaction is necessary for ensuring prosperity of the company must
also be recognized that ability of the company to satisfy its customers would depend on its
ability to continuously improve its profit and growth. The basic objective behind the study
carried out by me is to study the major contribution of Secondary product to total sales,
ISHAN INSTITUTE OF MANAGEMENT AND TECHNOLOGY Page 8
whenever they came. After this I was able to move my project to correct and effective
direction.
Since I had to complete my project within a limited time frame, this made me experience theactual stress of the workplace. This I think will work as real booster when I will go to work
after the completion of the PGDM (MM) course at IIMT, Greater Noida. The way the boss
supported me and his other subordinates was a good example of co ordination and good
manager. This shows that in the corporate world the superior officer should not only take
care of the target fulfilled but also the behavioral aspect of the subordinates.
Working with the colleagues was a great experience as I came to know that how a person can
work as a team in a multifarious industry to achieve the organizational goal. Many a times,
while working, I had to sacrifice my personal feelings and aspirations just to keep the
organizational interests in my mind by giving it the top most priority. Indeed, I always tried
to do justice with my duties even at the cost of my personal life for the time being. But this
could be a success, as I got continuous support from my guide as well as other officers
&Colleagues.
So, at last I would like to thank my institution for providing me with the opportunity to dosummer training am also grateful to the BSL 100% subsidiary of SAIL for providing me all
ISHAN INSTITUTE OF MANAGEMENT AND TECHNOLOGY Page 17
scalars, work roll bending, hydraulic automatic gauge control, quick work roll change,
laminar cooling etc. New walking beam reheating furnaces are replacing the less efficient
pusher type furnaces.
A new hydraulic coiler has been added and two of the existing ones revamped. With the
completion of Hot Strip Mill modernization, Bokaro is producing top quality hot rolled
products that are well accepted in the global market.
Bokaro is designed to produce flat products like Hot Rolled Coils, Hot Rolled Plates, Hot
Rolled Sheets, Cold Rolled Coils, Cold Rolled Sheets, Tin Mill Black Plates (TMBP) and
Galvanized Plain and Corrugated (GP/GC) Sheets. Bokaro has provided a strong raw
material base for a variety of modern engineering industries including automobile, pipe and
tube, LPG cylinder, barrel and drum producing industries.
People - The moving force
Bokaro Steel values its people as the fulcrum of all organizational activities. The saga of
Bokaro Steel is the story of Bokaroans erecting a gigantic plant in the wilderness of
Chhotanagpur, reaching milestones one after another, staving off stiff challenges in the
liberalized era, modernizing its facilities and innovating their way to the top of the heap.
Directions
Bokaro Steel is working towards becoming a one-stop-shop for world-class flat steel in India.
The modernization plans are aimed at increasing the liquid steel production capacity, coupledwith fresh rolling and coating facilities. The new facilities will be capable of producing the
most premium grades required by the most discerning customer segments. Brand Bokaro will
signify assured quality and delivery, offering value for money to the customers.
WHO OWNS SAIL
SAIL is a public sector undertaking of the Government of India which holds 85.82% of
equity. Other major shareholders are financial institutions with 7.57% stake and individuals
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ABOUT ORGANISATION
RDCIS is the corporate R&D Unit of SAIL and is credited with ISO 9001-2000 QMS
certification. It is the premier research organization in the field of ferrous metallurgy in thecountry. RDCIS attempts to provide the SAIL plants with prompt, innovative and cost-
effective R&D solutions; develop and commercialize improved processes and products;
continually enhance the capability of its human resources to emerge as centre of excellence.
The major efforts of RDCIS are directed towards cost reduction, quality improvement and
value addition to products of SAIL plants and providing application engineering support to
SAIL¶s products at customer¶s end. RDCIS also offers its technological services to various
organizations.
The salient features of the Mission of RDCIS entail the following:
Promote originality, foster creativity and expand knowledge base through the pursuit of
carefully selected R&D programmes
Develop RDCIS¶s human resources and facilities to achieve and sustain technological
excellence
Complement SAIL plant¶s efforts to continuously enhance Customer Satisfaction, Quality,
Productivity, Profitability and Marketability of their products
Functions and Duties:-
Project Management
The technological services extended by RDCIS to SAIL plants and units are mainly in the
mode of R&D projects. The spectrum of R&D projects pursued by RDCIS, both at plants/
units as well as in-house, can be categorized as follows: Plant performance Improvement;
Investigation and Consultancy Assignment; Basic and Scientific Research; Equipment &
Instrument Development. The projects so identified, have well defined objectives,
approaches and activities to accomplish the goal. Projects are identified after joint discussion
between plant and RDCIS personnel to provide solutions to identified problems. Work is
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SAIL AS A NAVRATNA COMPANY
The tag of a the NAVRATNA company is the most prestigious achievement for anycompany and organization. This is given to only those company who had made anyachievement in their field and is considered as the pride for the country. And SAIL is one of them who had made its own landmark in the production of steel and has mobilized thegrowth of the country. This is surely as a landmark for the success and the achievement for
any organization.But there are certain criteria on the basis of which a company is considered as NAVRATNAcompany and these are defined by some of the most prestigious and honored authority.
What is NAVRATNA Company?
Originally, the term Navratna meant a talisman or ornament composed of nine preciousgems. Later, this symbology was adopted in the courts of King Vikramaditya and the Mughalemperor Akbar, where the Navaratnas were a group of nine extraordinary men in their
respective courts.
The Navratna status is offered to PSEs, which gives a company enhanced financial andoperational autonomy and empowers it to invest up to Rs. 1000 crore or 15% of their networth on a single project without seeking government approval. In a year, these companiescan spend up to 30% of their net worth not exceeding Rs. 1000 cr. They will also have thefreedom to enter joint ventures, form alliances and float subsidiaries abroad.
Navratna status is conferred by Department of Public Enterprises. To be qualified as a Navratna, the company must obtain a score of 60 (out of 100). The score is based on six
parameters which include net profit to net worth, total manpower cost to total cost of production or cost of services, PBDIT (Profit Before Depreciation, Interest and Taxes) tocapital employed, PBDIT to turnover, EPS (Earning Per Share) and inter-sectoral performance. Additionally, a company must first be a Miniratna and have four independentdirectors on its board before it can be made a Navratna
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The list of Navratna company in India are as follows:
1. Bharat Electronics Limited2. Bharat Heavy Electricals Limited3. Bharat Petroleum Corporation Limited4. Coal India Limited5. GAIL (India) Limited6. Hindustan Aeronautics Limited7. Hindustan Petroleum Corporation Limited8. Indian Oil Corporation Limited---Maharatna category company now9. Mahanagar Telephone Nigam Limited10. National Aluminium Company Limited
11. NMDC Limited12. NTPC Limited---Maharatna category company now13. Oil and Natural Gas Corporation Limited----Maharatna category company now14. Oil India Limited15. Power Finance Corporation Limited16. Power Grid Corporation of India Limited17. Rural Electrification Corporation Limited18. Shipping Corporation of India Limited19. Steel Authority of India Limited---Maharatna category company now
In 2009, the government established the Maharatna status, which raises a company's
investment ceiling from Rs. 1,000 crore to Rs. 5,000 crore. The Maharatna firms wouldnow be free to decide on investments up to 15 per cent of their net worth in a project.Earlier, the Navaratna companies could invest up to Rs 1,000 crore without governmentapprovals.
Criteria for Maharatna company:
y Three years with an annual net profit of over Rs. 5,000 crorey Net worth of Rs. 15,000 crorey Turnover of Rs. 25,000 crore
Govt. of India has approved Maharatna status for NTPC,ONGC,IOC and SAIL ref:Times of India report dated 21 May 2010 and with the fast growing industrialization many companiessoon will get this designation.
A navratna PSU is a Public Service Undertaking (PSU) that has been granted navratna status by the Indian Department of Public Enterprise.
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The following paragraphs excerpted from "Discover It" (see link, below) explain navratnastatus further:
"To be qualified as a Navaratna, the company must obtain a score of 60 (of the total 100).
The score is based on six parameters which include net profit to net worth, total manpower cost to total cost of production or cost of services, PBDIT (Profit Before Depreciation,Interest and Taxes) to capital employed, PBIT to turnover, EPS (Earning per share) and inter-sectoral performance. Additionally, a company must first be a miniratna and must have four independent directors on its board before it can be made a navaratna.
"The navaratna status will empower a company to invest up to Rs. 1000 cr or 15% of their net worth on a single project without seeking government approval. In a year, thesecompanies can spend up to 30% of their net worth not exceeding Rs. 1000 cr. They will alsohave the freedom to enter joint ventures, form alliances and float subsidiaries abroad."
SAIL as Navratna Company:
Steel Authority of India Ltd (SAIL) has issued an internal communication to its employees
which states that workers with chronic ailments, habitual absentees and those with low
productivity should opt for its voluntary retirement scheme (VRS). It states that employees
may have to be transferred to different parts of the country in the interests of the company
and those who do not wish to get transferred should opt for VRS. The VRS has been
introduced for a six-month period ending on August 31, 1998. SAIL has to reduce its
workforce of about 1.86 lakh by 60,000 in the next 4-5 years to ensure its survival.
The government has appointed three non-official directors on the board of the public sector
undertaking, the Steel Authority of India (SAIL) according it the Navratna status. Those
appointed by the government include, Mr Dipankar Basu, former chairman of the State Bank
of India, Mr YRK Reddy, human resources consultant, and Mr Parvinder Singh, chairman of
Ranbaxy. The constitution of the Navratna board confers autonomy on SAIL. SAIL can now
autonomouosly decide on setting up of joint ventures, wholly- owned subsidiaries, strategic
alliances and undertake organisational and personnel restructuring. SAIL plans to exit fromnon-core areas and undertake financial restructuring.
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DOMESTIC SCENARIO
y The Indian steel industry have entered into a new development stage from 2005-06,
riding high on the resurgent economy and rising demand for steel. Rapid rise in
production has resulted in India becoming the 5th largest producer of steel.y It has been estimated by certain major investment houses, such as Credit Suisse that,
India¶s steel consumption will continue to grow at nearly 16% rate annually, till 2012,
fuelled by demand for construction projects worth US$ 1 trillion. The scope for
raising the total consumption of steel is huge, given that per capita steel consumption
is only 40 kg ± compared to 150 kg across the world and 250 kg in China.
y The National Steel Policy has envisaged steel production to reach 110 million tonnes
by 2019-20. However, based on the assessment of the current ongoing projects, both
in Greenfield and Brownfield, Ministry of Steel has projected that the steel capacity
in the county is likely to be 124.06 million tonnes by 2011-12. Further, based on the
status of MOUs signed by the private producers with the various State Governments,
it is expected that India¶s steel capacity would be nearly 293 million tonne by 2020.
y
PRODUCTION
y Steel industry was deli censed and decontrolled in 1991 & 1992 respectively.
y Today, India is the 7th largest crude steel producer of steel in the world.
y In 2008-09, production of Finished (Carbon) Steel was 51.28 million tons .
y Production of Pig Iron in 2008-09 was 25.9 Million Tonnes.
y The share of Main Producers (i.e. SAIL, RINL and TSL) and secondary producers in
the total production of Finished (Carbon) steel was 33% and 67% respectively during
the period 2008-09.
y
Last 5 year's production of pig iron and finished (carbon) steel is given below
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SPECIAL STEEL PLANTS
ALLOY STEELS PLANT
The pioneer in the area of alloy and special steels production in India, Ally Steels Plant(ASP) was specially designed for casting special steels like Austenitic and Ferritic stainless
steel and a variety of non stainless steels, including bullet proof steel. ASP has one slab-cum-
t ASP has the capacity to produce slabs, Blooms, Bars, Plates and Forged items of over 400
grades in a wide range of sizes, totaling 1.78 lakh tones of saleable steel annually. Among the
value added items produced by the plant are CRM rolls, concast rollers, crane wheels,
springs, hammers grate bars, hot saw blade, shear blade, bright bars, stainless steel liner
plate, etc. ASP also supplies import substitution items to many customers through established
conversion agents. The entire plant is certified to ISO9001:2000 standards.
SALEM STEEL PLANT
Certified for ISO9001:2000 Quality Assurance and ISO 14001:1996 Environmental
Management Systems, Salem Steel Plant (SSP), is one of India¶s leading producers of quality
stainless steels. The plant is capable of rolling 186200 tonnes of hot rolled carbon/stainless
steel flat products and 70000 tonnes of cold-rolled stainless steel sheets/coils annually. SSP¶s
products, branded µSalem Stainless¶ are well accepted in the domestic and international
markets.
The plant has gone beyond its designed capacity in producing thinner gauges and supplies
value-added 0.13 mm thick stainless steel, as well as hot rolled carbon steel in thickness of
1.5, 1.4 and1.25 mm. In hot rolled special grade carbon steel, SSP¶s boiler quality steel
requires special mention. The plant also supplies LPG grade IS: 6240 steel in sheet form. The
plant has developed new applications of its products viz. LPG tanks for automobiles,
stainless steel ceiling fans, corrugated sheets, water tanks, etc.
SSP¶s Blanking Line has an annual capacity to produce 4000 tonnes of ferritic grade coin
blanks or 3600 tonnes of utility blanks. One rupee, 50p and 25p coins are minted from the
Coils can also be supplied in 1830 mm width and other sizes. Inner diameter of coils: 850 mmOuter diameter of coils: 2300 mm (max)Coil weight: 29 tones max.
Rationalized sizes of Hot Rolled Sheets
Thickness Width (mm) Length (mm) 2.00 mm (14G) 1000, 1100, 1250 2500 2.50 mm (12G), 2.90mm, 3.15 mm (10G), 3.55 mm (9G), 4.00 mm (8G)
1000, 1100, 1250, 1400 2500, 4000, 4500
Thickness and width tolerances are as per IS 1852/ 1985. Closer tolerances can also besupplied on demand.
Packaging: Bare bundles with cross-wise steel strip. Packet weight: 7 - 18 tonnes. Marking: Paint marked on the top sheet of the bundle OR Sticker /label on top sheet of bundle with required details.
Common Grades for Hot Rolled Coils and Sheets: IS 10748/1995 grades I, II, III, IS 5986/1992 Fe 410, 510, API 5L grades A, B, X42, X46, X52, X56, X60, X65, SAIL-
WTCR, IS 11513/1985 grades O, D, DD, EDD, IS 1079/ 1994 grades O, D, DD, EDD, IS2062/ 1999, Medium Carbon Strapping Steel, MC-11, C-30, 40, 50, Medium SiliconElectrical Steel, IS 6240/1999, SAILMA, IS 2062 grades B, C, IS 5986/1992 Fe 330, 360, 410, 510, SAILRIM, E-34, E-38, SAPH 440, IS 2062/1999 Grade B with copper, SAILCOR / IRSM-41, IS 8500/1992, SAE 1020, SAE 1012, SAE 1541.
Coil internal diameter: 510 mm (for 0. 50 m and below, and for 0.63 mmfor width up to 1020 mm) and 600 mm (for others). Coil weight: 6 -23 tonnes (as per size)
Tolerance as per IS - 513/1994 Common Grades: IS 513/ 1994 (O, D, DD & EDD), IRSM 41, SAILCOR, SAILRIM, HSCR - I&II.
Bokaro Steel Plant also produces cold rolled coils and sheets to thefollowing foreign specifications : ASTM A 568/ 366, BS-1449-Pt-1, JIS G 3141 SPCC/CD, DIN-1263 St 12.03 or equivalent, if sufficient orders are available.
Common Grades: IS 513/ 1994, IRSM 41, SAILCORCR coils /sheets are supplied in oiled condition as per customers'requirements.
Tolerance as per IS - 513/ 1994.
Packaging: CR Coils Coils are first packed with paper and high-density polythene and thensecured with steel strapping. A coil is strapped with three eye and twocircumferential straps. For identification, one sticker and one metallictag with a sticker are provided. These are then loaded into wagonswith the eye of the coil in horizontal position. Straps again unitisethem.
Packaging: CR Sheets These are packed in packets of 3 - 10 tonnes each and covered withhigh density polythene and paper. Thereafter, these are bound withsteel straps. They also have stickers inside the packets and metal tags
attached to the strips.
Tolerances as per IS 513/ 1994Tolerance on Thickness of Sheets
Special Coated Products from BSL (i) Galbo GP coils: Base Material is CRCA Grade 'D' (Sk) which is Skin Passed andstretcher levelled. Sheets will have normal spangles.
(ii) Galbo MSS GP coils: The base material is same as in (i). Sheets will have virtually noobservable spangles.
Various zinc coatings available from BSL as per Specification IS277/1992 areas follows
Class of coating Zinc wt (gm/ m2)
CL IV 275 CL V 220 CL VI 200 CL VII 180 CL VIII 120
GP / GC Sheets from Bokaro Steel Plant are supplied under the brand name
"SAIL JYOTI".
Applications
Material Application GP AC ducts, coolers, storage bins, auto sector, trunk, bucket, ice box GC Roofing
HOT ROLLED COILS, SHEETS AND SKELP
Hot rolled coils, sheets and scalp (narrow coil), are
the largest product category of the company in terms
of both sales volume and revenue. Hot rolled coils
(a) Marketing of prime products where sales activity is co-ordinate by central marketing
organization.
(b) Marketing of secondary products and coal chemicals are done directly by sale of product
by B.S.L. Marketing of these products are conducted by various sections by marketing
department of Bokaro Steel plants. It is engaged, with marketing of all products for home
sale or export.
The 2.5 Million tones section is mainly related with prime products. This section includes
Merchant Mill (MM), Wire Rod Mill (WRM), Rail and Structural Mill (RSM) and Billet and
Blooming Mill.
The related Products are:
MM - Angle, channel, beams, rounds and TOR
WRM - Wire rods, U - structured.
RSM - Rail and Heavy structural
BBM - Billet and Blooms
The 4.0 Million tones section also known as plate mill section dealing with plates. Now this
section has got ISO - 9002 certificate. The secondary section deals with the secondary
Products, it includes scraps of iron and steel slag, coal and coke fractions, coal chemicals.
The marketing development section deals with the MIS and strategic Planning activity comeunder this section. In addition to the above outstation market development groups are
functioning at Kolkata, Mumbai and New Delhi. The Export section deals with the activities
of the exports in respect of Iron and Steel items produced by Bokaro steel plant.
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CMO (Central marketing organization):
Central Marketing Organization (CMO) is India's largest marketing home. It has spread its
wings far and wide from Srinagar in the North to Cochin in the South and Dhimapur in East
to Ahmadabad in the west.
All SAIL Product are marketed in India through C.M.O. to ensure quality and prompt
dispatch of product, CMO keeps in touch with producing units as well as the transport and
shipping sectors. It operates through the network of stockyards, dockyards, Branch sales
offices, consignment agents and Extension counter.
CMO has got responsibility to sell pig iron and mild steel products manufacture by BSL,
DSP, RSP, and BSL, having its headquarters at Ispat Bhavan 40 Chouringee Road, Kolkata71. CMO has got 40 Branches spread throughout the country with stockyards for storing and
selling Iron & Steel materials of the plants.
Branch manager having other colleagues including finance executive to help B.M. in day-to-
day operations.
The network of branches is divided into Four regions as given below: -
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AUCTION
Auction refers to a forum where the requirement for one/more lots of an item is stated and
the participants (bidders) are required to bid down the price to be selected to supply therequirement.
ONLINE AUCTION
Online auctions refer to those auctions conducted through the Internet with the bidders (from
one or more locations) simultaneously bidding to be selected for supplying the item/s on
auction. In other words, the venue for the auction is on an Internet website/ platform. The
"Service Provider's" website assigned by "Service Provider" would constitute venue for the
purpose of the online auction.
AWARDS AT AUCTION
In a single winner format, only one bidder (normally the bidder who quotes the highest
price) is awarded all the units of the item being auctioned. The bidder quoting the highest
price is normally allotted the item.
CLIENT
Client is the individual/business entity who has contracted "Service Provider" to conduct
such auction. In case of auction, the purpose would be the genuine intent to sell the selected
items/Lot to the bidders desiring to buy these items from the Client.
BIDDER
Bidder is the individual/business entity participating in the auction, intending to buy the
items/Lots from the Client. To be become a Bidder in the auction, a business entity has tosecure client approval for participation and also provide written assent to the General Rules
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AUCTION ENGINE
Auction Engine refers to the software that encapsulates the entire auction environment,
processing logic and information flows. "Service Provider" is the sole owner of the auction
engine and retains exclusive right over the utilization of the same.
TIMING OG ONLINE BIDDING
All the timings of the Online Bid shall be based on the time indicated by the Server hosting
the Auction Engine. It shall be the endeavor of "Service Provider" to ensure that the Server
Time reflects as closely as possible the Indian Standard Time (IST) i.e. GMT + 0530 hrs.
However, in the event of any deviations between the Server Time and the Indian Standard
Time, the functioning of the Auction Engine (Launch, operation, and closure) would be
guided by the Server Time. Bidders are advised to refresh both the windows of the Auction
Module check the exact Server Time (displayed in both the windows).
PREVIEW TIME
Preview Time refers to the period of time that is provided prior to the commencement of
bidding. This is to facilitate approved participants to view the auction details such as item
specifications, bidding details and bidding rules. The purpose is also to familiarize participants with the functionality and screens of the auction mechanism. It is not mandatory
for "Service Provider" to provide Preview Time.
START TIME
Start time refers to the time of commencement of the conduct of the online auction. It signals
the commencement of the Price Discovery process through competitive bidding.
DURATION OF AUCTION
It refers to the length of time the price discovery process is allowed to continue by accepting
bids from competing bidders. The duration of the auction would normally be for a pre-
specified period of time. However, the bidding rules may state the conditions when the pre-
specified duration may be curtailed/ extended. The conditions include:
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ABOUT PRODUCTS OF SAIL:
By products of Coke OvensThe Gas generated in the Coke oven batteries during carbonization process is handledand cleaned in the By Product Plant. During the process of cleaning the Gas some ByProducts are separated out and clean Gas is used as fuel in the plant. Following processare involved in cleaning the gas.
GAS CONDENSATE PLANT (GCP):In gas condensate plant number of exhausters are installed which sucks the gas generatedin the batteries and sends to the desired destination for further processing. Another
function of the exhauster is to maintain steady suction as per requirement so as tomaintain the hydraulic main pressure. Liquid (tar and ammonia liquor) and gas areseparated at the separator and the liquid is processed at gas condensate pump house(GCPH). Most of the Tar is separated here and sent to Tar distillation plant. Ammonialiquor (Flushing liquor) is recirculated to the batteries.
AMMONIUM SULPHATE PLANT (ASP):Raw coke oven gas from GCP is passed through the saturators filled with Sulphuric Acid(H2SO4), where ammonia present in the gas is precipitated in the form of ammoniumsulphate. Acidity of the saturator liquor is maintained at 3 % to 5 %. This ammoniumsulphate is sold as Fertilizer.BENZOL RECOVERY PLANT:
Benzol present in the raw coke oven gas is removed in this unit. The gas is passedthrough solar oil / Wash oil in the scrubbers. The benzol gets absorbed in the oil. Benzolrich oil is fed to distillation unit where oil and crude benzol are separated. The oil isreused in the scrubbers. The clean coke oven gas is used by the consumers through gasnet work maintained by Energy Management Department.BENZOL RECTIFICATION PLANT:
Light crude benzol from benzol recovery plant is further processed in this unit andfollowing by products are recovered:(a) Benzene(b) Toluene(c) Xylene
TAR DISTILLATION PLANT (TDP):Tar recovered from GCPH is further processed in TDP. The main products of TDP are:(a) Tar (b) Pitch(c) Pitch Creosote Mixture ( PCM )(d) Naphthalene
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Sulphuric acid is produced in acid plant by DCDA (Double Conversion DoubleAbsorption) process. In this process sulphur is converted to Sulphur tri oxide (SO3) in presence of catalyst Vanadium pent oxide (V2O5) and then to Sulphuric acid. This acid isused in Ammonium Sulphate plant for removal of ammonia from raw coke oven gas.
PETP / BOD PLANT:
In Phenolic Effluent Treatment Plant (PETP) or Biological Oxygen Demand (BOD)Plant, the contaminated water generated from whole of coke oven is treated to make itclean from the effluents with the help of Bacteria. The treated water is then used for quenching hot coke in the quenching towers.The norms for different effluent after treatment at BOD plant are:Ammonia : 50ppmPhenol : 1ppmCyanide : 0.2ppmTar & Oil : 10ppmThe most important byproduct of Coke oven is the raw Coke oven gas. The basicconstituents of clean coke oven gas are:
Hydrogen - 50 to 60%Methane - 25 to 28%Carbon Monoxide - 6 to 8%Carbon Dioxide - 3 to 4%Other Hydrocarbons - 2 to 2.5% Nitrogen - 2 to 5%Oxygen - 0.2 to 0.4%Calorific value - 4300 kcal /m3
SECONDARY STEEL MAKINGObjectiveAchieving the required properties of steel often requires a high degree of control over carbon, phosphorus, sulphur, nitrogen, hydrogen and oxygen contents. Individually or incombination, these elements mainly determine material properties such as formability,strength, toughness, weldability, and corrosion behaviour.There are limits to the metallurgical treatments that can be given to molten metal in high performance melting units, such as converters or electric arc furnaces. The nitrogen and phosphorus content can be reduced to low levels in the converter but very low carbon,sulphur, oxygen and hydrogen contents (< 2 ppm) can only be obtained by subsequentladle treatment. To ensure appropriate conditioning of steel before the casting process,the alloying of steel to target analysis and special refining treatments are carried out at theladle metallurgy stand.The objectives of secondary steelmaking can be summarized as follows:� Refining and deoxidation� Removal of deoxidation products (Mn0, SiO2, Al2O3)� Desulphurization to very low levels (< 0,008%)� Homogenisation of steel composition� Temperature adjustment for casting, if necessary by reheating (ladle furnace)
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� Hydrogen removal to very low levels by vacuum treatment.The high oxygen content of the converter steel would result in large blow-hole formationduring solidification. Removal of the excess oxygen ("killing") is therefore vital beforesubsequent casting of the steel. Steels treated in this way are described as killed steels.All secondary steelmaking processes allow deoxidising agents to be added to the ladle so
that deoxidation in the converter vessel is not necessary.Deoxidation can be performed by the following elements classified by increasingdeoxidation capacity; carbon - manganese - silicon - aluminium - titanium. The most popular are silicon and aluminium.After addition, time must be allowed for the reaction to occur and for homogeneity to beachieved before determination of the final oxygen content using EMF probes(electrochemical probe for soluble oxygen content).
Deoxidation ProcessAs most of these deoxidation agents form insoluble oxides, which would result indetrimental inclusions in the solid steel, they have to be removed by one of the following
processes during the subsequent refining stage:511. Argon stirring and/or injection of reactants (CaSi, and/or lime based fluxes) achieves:� Homogeneous steel composition and temperature� Removal of deoxidation products� Desulphurisation of aluminium-killed steel grades� Sulphide inclusion shape control.Argon stirring can be done by refractory lined lance (Top lance) or by means of porous plug made by high allumina material (bottom purging). Top lance is used when bottom purging fails.1. Ladle furnace
Stirring of the melt by argon or by an inductive stirring equipment and arc heating of the melt (low electric power, typical 200 KVA/t) allows:� long treatment times� high ferro-alloy additions� high degree of removal of deoxidation products due to long treatment under optimized conditions� homogeneous steel composition and temperature� desulphurisation, if vigorous stirring by argon.In ladle furnace exhaust gases are cleaned by means of bag filters.2. Vacuum-Treatment: RH process (Ruhrstahl-Heraeus) and tank degassing unit.In the RH process the steel is sucked from the ladle by gas injection into one leg of the
vacuum chamber and the treated steel flows back to the ladle through the second leg. Inthe tank degasser process, the steel ladle is placed in a vacuum tank and the steel melt isvigorously stirred by argon injected through porous plugs in the bottom of the ladle.Millibar is term used for measurement of vacuum. Steam is used for creating vacuum.Vacuum treatment achieves:� reduction of the hydrogen content to less than 2 ppm� considerable decarburisation of steel to less than 30 ppm when oxygen is blown by a lance (RH - OB)
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� alloying under vacuum� homogeneous steel composition, high degree of cleanness from deoxidation productsHigh temperature losses (50 - 100_C) are a disadvantage; therefore high superheat of themelt prior to this process is essential.
For most secondary steelmaking techniques it is either desirable or essential to stir theliquid steel. Gentle stirring is sufficient for inclusion removal; non-metallic inclusions are brought into contact with liquid slag on top of the melt where they can be fixed. For degassing and desulphurisation however, violent stirring is necessary to increase thesurface of steel exposed to vacuum (H-removal) or to mix the steel and slag for gooddesulphurisation efficiency.
SECONDARY AND BY PRODUCTS OF BSL
Apart from the core steel products there are a number of other products which are obtained
during the different processes of steel making. Some of the products are recycled to be reusedand rest is sold in the market. This project deals with the marketing of these products in
detail...
Some of the secondary products are:
MRCP 5-45 MM
DEFECTIVE FM SLAB
DEFECTIVE GC SHEET
CR COIL ENDS FROM SPM I & II
UACE FROM HDCL
CP>39-65 MM
OLD MX HR & CR
DEFECTIVE CCD SLAB
AMG HR PLATE
COBBLE PLATES
AMG HR SHEET
BI-PRODUCTS
These are the products which are formed while making of the core product. They are
produced simultaneously with the main product and are useful for the other processes of
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Generated in the blast furnace cast houses in the form of runner jams etc the maximum fix
per piece is up to 2 tones. This scrap contain amount of slag.
3. UNPROCESSED STEEL
Generated in the Steel melting shops in slag cups and metal ladles. As the skulls are quite broad in dimensions, some of them are required to be cut into sizes suitable for loading into
trucks. These skulls are sold in the fix ranges up to 2 tons per piece.
4. SBIM SCRAP
This consists of semi broken ingot mould and bottom part as scrap and is in fix range up to 2
tons per piece.
5. COBBLED SCRAP The cobbled scrap arises from wire rod mill and includes some rejected coils and binding
wires also.
6. REJECTED ROLLS.
Cast iron rolls rejected steels rolls.
7. MILL CUTTINGNS
Rail and structural mill cuttings, merchant mill cuttings, rail cuttings, plate end sharing
rejected slabs, Slabs cuttings, miss rolled slabs, and wire rod cuttings are included in this type
of scrap.
COLLECTION OF SCRAP
1. All scraps identify the metallic scrap generated in the production, process and lying in the
shop. The shops collected the scrap with the help of overhead cranes and stock them for loading into wagons.
2. Rejected rails and sleepers lying near the railways track inside the plant are collected at
such points from where loading and collection by truck is possible.
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1. (A) DELIVERY TIME FOR REMOVAL OF GOODS: The delivery of the materials
will be effected ³in situ´ by the Management. Time is the essence of the contract.
The goods sold will be removed by the buyer from the site within validity of the sale
order. Delivery of the materials will be made during working hours on all working
days on presentation of PIM CUM Delivery Order (PIM CUM DO) by the purchaser
to the officer in charge, who may suspend the delivery for a particular period of time
for want of any clarification or other technical / operation reasons. The buyer will
make their own arrangement for collection / removal and transportation of the items/
lots purchased and will not be entitled to claim any facilities or assistance for the
transport/ removal of the goods/ lots from the Plant premise. The Management may,
subject to the availability, extend at its discretion certain facilities such as cranes etc.
on chargeable basis or otherwise for handling the lot. The fact that such application
has been made to the Management or any delay on the part of the Management to
grant such facilities does not entitle the purchaser for any extension of the delivery
date.
(b) The removal of the materials within the stipulated period is not subject to the
availability or otherwise of labour, wagons and such other factors as climaticconditions and transport etc. which is the responsibility of the purchaser.
(c) However the Management may, consider allowing extra lifting time in special
circumstances/ situation when lifting could not be done due to reasons such as strikes,
Bandh, failure of loading equipment/EDP computer system or any other unforeseen
reasons etc.
2. (a) RAILWAYS SIDING FACILITIES: The purchasers may, at the discretion of
the Management be permitted to use the Plant siding at the purchaser¶s cost, risk
and arrangements, granting of permission is subject to Railway restrictions from time
to time. The purchaser will have to pay the Management in advance the siding
charges as applicable from the time to time. Necessary Security Deposit payment
will be made by the purchaser on this account, the purchaser will be liable for the
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4. RE-SALE: The Management will not recognize Re-Sale. Sale Orders and release
orders will be made out only in the name of actual Bidder or tenderer.
5. CUSTODY AND PRESERVATION OF GOODS AFTER SALE: The materials
shall remain in every respect at the risk of the purchaser from the date of Sale Order is
issued to the purchaser. The Management shall not be under any liability for the safe
custody or preservation thereof from that date.
6. (a) WITHDRAWAL OF GOODS DELIVERY: The Management reserves the right
to withdraw at any stage from the sale after advertising or after issue of Sale Order/
Release Order any items or any quantity of the materials by number without assigning
any reasons thereof to the purchaser. Sale Value for the materials so withdrawn, if
any, paid by the buyer, will be refunded. The Management will not be responsible for
any damages/ loss what so ever to the purchaser on account of such withdrawal.
SAIL / BOKARO Steel Plant reserves the right to reject any or all applications / offers
partially or fully at any stage of the process / tenure or modify the process / tenure or
any part / term thereof any time without assigning any reasons No financial
obligations, whatsoever, shall accrue to Sail / BSL in such an event.
(a) The Management reserves the right to dispose off any item by other means even after
inviting Bidding/tenders for sale of such materials.
7. ABANDONED GOODS: The purchaser must effect complete removal of the materials
sold to them from the site within the date specified in PIM CUM Delivery Order (PIM
CUM DO) issued by the Management. In case the material is not removed in fullwithin the specified / extended date, delivery order for the left over quantity will be
treated as cancelled. The materials so left over will be treated as ³Abandoned Goods´,
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The Management will have full right on such Abandoned Goods and will be entitled to
resell or dispose off the same in any manner it deems fit without any reference to the
purchaser. The buyer will have no claim on materials declared as the ³Abandoned
Goods´. In addition to forfeiting such abandoned goods the initial deposit and the
price if any paid by the purchaser the purchaser shall further be held liable for all
commission and other charges and losses suffered by the Management which may be
sued for & recovered in a Court of Law.
8. DAMAGE TO PLANT PROPERTIES: The purchaser shall be fully responsible for
any loss/ damages that may be done to the premises, equipments, machineries, and
other installations of the Plant or person in the course of removing the lot/ items
bought by him, and the purchaser is fully liable to reimburse to the Management the
cost of such damages. The Management fully reserves the right to recover the cost of
such damages from any sum due to the purchasers or through legal action whatsoever.
9. ENTRY PASSES TO PLANT: Admit / Area/ Gate Passes are issued to the
representative of the purchaser by the officials of CISF, Bokaro Steel Plant, on the
recommendation of the Custodian. The purchaser and their workers should not move
about freely in the Plant, or Places other than they are required to visit for the purpose of lifting of materials purchased. Free movement of purchaser and their workers to any
other area on the strength of the admit passes issued for particular area/ place/work is
against Security Act. Purchaser are advised to enforce this requirement strictly and
restrict their movement in the Place / Area specified in the admit passes or the place of
lifting of concerned material. Non-observance of precautions under the Public Security
Act, which may please be noted and also notified to the staff of the purchaser and
workers. In case of necessity to proceed to an area, other the one noted in the admit
passes, it is invariably necessary to get new area, added in the admit passes by the office
of the issue. Any breach in the enforcement of safe custody and improper use of the
passes would entail termination of the sale at any stage at the risk and cost of the
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aforesaid the arbitrator in consultation with the parties shall also determine the manner of
taking evidence, the summoning of the expert evidence and all such matters for the
expeditious disposal of the arbitration proceedings. The arbitrator shall be entitled to actually
incurred expenses only, in respect of preparatory meeting(s).
The provisions of the Arbitration and Conciliation Act, 1996 and the rules framed there
under, if any and all modifications / amendments thereto shall deem to apply and / or be
incorporated in this auction/contract as and when such modifications / amendments to the
Act / Rules are carried out.
15. LEGAL PROCEDDINGS
All kinds of Legal proceedings against the Steel Authority of India Limited, BokaroSteel Plant in any matter arising out of the sale shall be tribal only by the appropriate
Civil Court of Bokaro.
16. The Bidders shall observe all the statutory provisions/levies of central and State in the
matter.
PROCEDURE OF SALE THROUGH FIXED PRICE
1. General Sale notice for different items to be sold is posted on SAIL website and
advertise in various newspapers (Local and National) between every 15th to 20th of the
month for the next month,
2. For requisition of materials, applications are invited from customers bet 25
th
-30
th
/31
st
of every month.
3. Allocation of material to various customers is done as per approved procedure of
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In case of any mismatch / ambiguity between the two the higher of the two rates only shall be
considered.
The tender should be submitted in the TENDER BOX placed inside the CONFERENCE
HALL OF MARKETING AND STRATEGIC PLANNING DEPARTMENT on the 5th floor
of ISPAT BHAWAN. The general terms and conditions of lifting by road and safety
stipulations in force shall be applicable.
6) PAYMENT TERMS:
The successful bidder has to make payment for the quoted quantity in 12 (twelve) equal
installments of 1000 CU. each. 1st installment is to be deposited within 10 (Ten) days from
date of issue of sale order inclusive of the date of issue of sale order. Subsequent installmentsare to be deposited within 30 (Thirty), 50 (Fifty), 70 (Seventy), 90 (Ninety), 110 (One
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62. NAGALIA HYDROCARBONS, KOLKATA
63. JALAN CARBON AND CHEMICALS LTD,KOLKATA
64. JHARKHAND TAR PRODUCTS, BOKARO
65. BHARAT REFECTORIES LTD, KOLKATA
66. HIMADRY CHEMICALS, KOLKATA
67. SHAILY DYES & INTERMEDIATES, AHMEDABAD
68. BASF INDIA LTD, MUMBAI
69. SRI AMBIKA SALES CORPORATIONS, PATNA,ETC.
PROCEDURE OF REFUND OF CLAIM AMOUNT TO THE
CUSTOMERS
19. CLAIM FORM:-When lifting of material for a particular claim is over, customers can
claim for Price of material, security deposited, Ernest money deposit, interest or turn
over tax. Claim form is submitted to marketing dept. with invoice details.
20. REGISTRATION: - MKTG DEPT allotted registration no. And date to each claim.
21. GROUNDREPORT:- Ground clearance committee submits report to CMM
(marketing) after completion of lifting of material under a particular sale order.
22. RECONCILATION OF ORDER: - Details of claim form are reconciled with that of
records at marketing dept. In case of any descriptions in the claim form submitted, it
is returned to the party for correction.
23. CANCELLATION OF SALE ORDER: - When all details are in order cancellationPIM of the sale order is prepared in the computer system. Hard copy of this cancelled
PIM is duly signed by dealing assistant and controlling officer. In case of Ernest
Money deposit and TOT, IOC is sending for refund of the amount.
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Advertisement and promotional scheme in SAIL:
As sail is a one of the biggest steel manufacturing in India so it has its own unique way of
advertising its products. It does not need any kind of frequent advertisement on television
because of its biggest reputation in the country but still there is some of advertisement which
they use to promote its product. They basically deal with business to business sort of business
activity. And they do also manufacture consumer products of steel as well.
Their advertisement basically deals with nation wise bond and they more over focus on
power and strength of product.
But basically SAIL promote itself through several social work such as:
SAIL has been a pioneer in the area of Corporate Social Responsibility (CSR) sinceinception, substantially contributing towards betterment of social indices in and around the
periphery of steel plants. SAIL has been structuring and implementing CSR initiatives rightfrom inception with the underlying philosophy and a credo to make a meaningful differencein people's lives. These efforts have seen the obscure villages of yesterday, where SAIL plants are located, turn into leading industrial centres in the country today.
Since inception the company has established 40 primary health centres, 11 reproductive andchild health centres 31 hospitals and 8 super-speciality hospitals. These have resulted inaccess to improved health infrastructure for 2.2 crore people from ailments from commoncold to measles, diabetes, reproductive and child health care, open heart surgery, neurosurgery, kidney transplantation etc. The Company has opened about 138 schools in the steeltownships to provide modern education to about 81,000 children. Besides adopting and
providing free education and facilities to tribal children, company has provided assistance toover 1407 schools, with more than 1,64,000 students of around 435 villages surrounding itsunits. In this endeavour, SAIL has achieved a Girl:Boy ratio of 1:1 for all levels of educationand a survival rate (i.e. rate of retaining enrolled students) of 90% in all SAIL secondaryschools and 95% in all SAIL primary schools. SAIL has started 5 free schools exclusively for the poor, under privileged children - one each at its 5 Integrated Steel Plant locations.Students are being provided free meals, uniforms, tuition, books & stationery andtransportation, etc. in these schools.
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In addition to contributing in areas of education and health, your Company provides access to potable water to about 1.1 lakh persons every year and constructs/ repairs 33 km of (pucca)roads per year, thereby providing access to more than 2 lakh persons across 435 villages per year. During 2007-08, 61 kms of pucca road was built, 423 new water resources were createdand 402 solar lights were provided.
The Company has adopted 79 villages as Model Steel Villages across eight states. Thedevelopmental activities planned for these villages include medical and health services,education, roads and connectivity, sanitation, community centres, livelihood generation,sports facilities, etc. Out of the 79 villages, 13 villages have been developed as Model SteelVillages, during the year 2007-08.
The Company is also working towards preserving culture and heritage. Some of the keyactivities include assistance to maintenance of monuments in Lodhi Garden, New Delhi;contribution towards the development of infrastructural facilities and amenities etc. atArcheological Sites of Lauria Nanandangarh and Chankigarh in West Champaran District of
Bihar and Light and Sound Show organised on 10th May, 2007 on the occasion of 150thanniversary of First War of Independence at Dhyan Chand National Stadium, New Delhi.
Besides, the Company extended support to a number of activities for the benefit of physicallychallenged persons and destitute. 193 physically challenged and hearing impaired personsfrom peripheral villages were identified and crutches, artificial limbs and hearing aids were provided with the help of Bharat Vikash Parishad, a reputed NGO; Besides 150 hearing aids,computer lab and furniture, 15 tricycle and 5 wheel chairs were also provided. CSR isingrained in all spheres of industrial life and social responsibility for the Company and it isnot only a virtue but a business imperative.
The objective of the Company is to focus on the following thematic themes/causes as part of Corporate Social Initiatives and Women Upliftment:
1. Income Generating Schemes (through Self Help Groups);
2. Education; and
3. Health issues
In line with the above themes, SAIL is working in tandem with State Government of Chattisgarh for establishing a Technical University at Bhilai, Chattisgarh. An ITI was
inaugurated at Gua Mines in September 07, by Shri Madhu Koda, Hon'ble Chief Minister of Jharkhand in which classes in two streams have started.
Project 'Jaladhara' was taken up under the Corporate Social Responsibility initiatives of SAIL/ CMO in tribal villages in Vishakapatnam District. The project aimed to provide drinkingwater to the hamlets of Dummaguda and Sarada Bonguda village from the natural springs of the Ranajilledu water falls in the picturesque Araku Valley. Water from the perennial naturalsprings (at a height of 60m from the village) is brought down to the villages by taking
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advantage of the natural gradient (by the gravity) by constructing a cistern at the tapping point, laying a main pipeline (1.6 kms long) through mountain terrain to convey the water from the cistern at the tapping point to three tiny hamlets housing a population of about 450in the village premises where filtration tanks and distribution tanks with taps are providedand distributed. Earlier the village folk (especially ladies) had to trek nearly 2.5 kms to
collect water from the Ranajilledu Falls. The entire facility was handed over to the Sarpanchof the village on 15th December 2007.
In the field of health care, free medical health centres for poor have been set up at Bhilai,Bokaro, Rourkela, Burnpur(Gutgutpara)and Durgapur providing free medical consultation,medicines, etc. In addition, over 400 medical camps have been held in 2007-08 by all the plants and units in 12 states (Bihar, Jharkhand, Chattisgarh, Orissa, West Bengal, Tamil Nadu, Karnataka, Maharashtra, Madhya Pradesh, Haryana, Himachal Pradesh, Rajasthan) for providing free health check-up, path lab treatment, medicines, immunization, etc to to over 5lakh of the needy persons. Surgical cases were referred to plant hospitals (free stay, to and frotransport and food with 1 attendant each) with the facility for post operative check up etc. In
one of these camps organized by SSP, a 18 months old girl was detected with congenitalcataract in both the eyes (nearly blind) and was restored vision after surgery at SSP hospital.Ten (10) numbers of Mobile Medicare units have also been provided to differentorganizations during 2007-08
Thirty three (33) child labour rescued by an NGO operating in MSV Thimmalaiviri, Salem,are being supported by taking care of their education, livelihood, hygiene and health care.Massive flood relief operation was organized by SAIL. Almost 100 employees were pressedinto service. Flood relief operation was undertaken in 46 districts in 3 states namely, Bihar,Uttar Pradesh and Assam (in North East).
The company is one of the first PSUs to get associated as an inter-sectoral collaborator of National AIDS Control Organisation (NACO), Ministry of Health and Family Welfare,Government of India. SAIL has continued its efforts to contribute to the society in preventionand control of HIV/AIDS through Information, Education and Communication (IEC)Programmes where more than one lakh people were covered. In the schools, AIDS EducationProgramme (for Class IX and above) has been taken up across the Company, in line with NACO guidelines.
In the field of Income generating schemes, vocational training has been provided to around25,000 villagers in SMART Model for Vegetable Cultivation , WADI, Amrapali DripWatering, Teak Plantation , Poultry Farming , Water Harvesting , Mobile ArtificialInsemination, Vermiculture etc.
The Company has well planned sports policy, with an accent on nurturing young talentsthrough four specialized academies promoting Athletics, Hockey, Football and Cricket. SAILsponsored several sporting tournaments at the national and the international levels to promotesports in the country. In order to provide impetus to sports, Archery Academy has been set upat Kiriburu Mines, Jharkhand. A host of tribal sports festivals have also been organized likeSAIL Tribal Sports Festival-2007 at Durgapur, Gramin Khel Melas in Athletics, Football,
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Volleyball and Khokho for tribal students at Narayanpur, Chattisgarh.. Another prestigious programme under sports promotion was SAIL sponsoring ADPROS Asian Tour Golf Tournament (SAIL Open Golf Tournament) and Nehru Champion Colleges HockeyTournament besides supporting UP Badminton Association for UPA Badminton Academy.
CORPORATE COMMUNICATION
SAIL continued its efforts to project the image of the company by taking up brand buildingmeasures that included advertising through the outdoor and print media, participation inexhibitions sponsorships of various sports and cultural events, etc.
Incentive and other schemes:
As well as keeping them happy, rewarding staff can help organisations with retention and
development.
Setting up an employee incentive scheme is trickier than it sounds. It is not simply a matter of setting targets and giving prizes to staff who attain them. You've got to communicate whatyou are doing, why and how, reward people appropriately, and most importantly, get buy-infrom employees and the board.
Andrea Born, head of business incentives at House of Fraser, and John Davis, managing director of Argos
Business Solutions, are both heavily involved in employee incentive schemes. They have come up with their top
tips for Personnel Today readers on how to make them work.
Communicate goals
Communicate what you are doing and why is crucial to success. Everyone needs to know what the goals are and
what the rewards are for achieving those goals. They need to be able to relate to both of them or they willdisengage. Born thinks you can't be too vocal. "You need to be loud and proud about it," she says.
The thing is to promote what you are doing - give a talk, put it on the intranet, send company-wide e-mails and
leaflets. All this needs to be done from the moment you launch the incentive scheme, otherwise it will fizzle out or
never even get off the ground.
Know your objectives
There is no point implementing an incentive scheme just because everyone else is. Establish what aspect of
your business you are trying to improve, be it product knowledge, absenteeism rates, customer satisfaction or
retention rates, for example. Then establish how the incentive scheme is going to achieve that.
You need to know what those objectives are worth to you in monetary terms, so that you know how much you
are prepared to spend to generate the desired return on investment.
Davis thinks this is where many companies slip up. "A lot of people test schemes while not understanding whatthe monetary rewards are for them, but it is the monetary rewards that drive the budget," he says.
Convince the board
If you have got the objectives right, know what you want to do, why and how, then winning the board over should
not be too hard.
"You need to have a strong business case," explains Davis. "What are you trying to achieve? Have five or six
critical success factors - service levels, product knowledge etc - and measurable targets. If you are able to
demonstrate the financial benefits, getting buy-in should be easy."
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boosting-up the morale of the employees.
A two-day workshop was organised at HRD MM Yadav, inaugurated this workshop. Acreation of the human resource development department of Bokaro Steel Plant management,this new scheme allows one to visualise transformation of the behaviour of the service
departments towards the employees working under tough condition inside the plant.
It aims to ensure that the employee who approaches the services department with their problems related to maintenance of house, education, discrepancies in salary including othersare treated with affection, which would reduce the worries of the employee and increase their satisfaction with the amenities provided.
Officials said that this scheme will reduce the trouble of the employees and it also save themfrom several health problems including high blood pressure and diabetes.
"Besides, this plant visit is also a part of this programme by which they will aware about the
difficult conditions under which employees work. This will help them to understand theimportance of cooperating with them in dealing with the personnel requirements," added theofficial.
Official also informed that Rakhi Dey, Anju Singh, Vineta Singh and Poonam Singh the four female executives are organising training session for all level of executives under thisscheme
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The By Product of BSL is coal based and of best quality against the petroleum based
By Products of its competitors giving the company edge.
A strong R&D cell of the company keeps on working over enriching the quality of
the products and to reduce the cost of whole process.
It has countrywide network of stockyards and dockyards/ branches/ customer can
take material from any location.
Customer perception of SAIL is fair and of reliable supplier > SAIL product has
International standard.
SAIL has a customer friendly approach and improved customer orientation.
SAIL is in the market from long time having long term relation from the
customers.
SAIL, BSL never compromises regarding µQUALITY¶ so it has superior quality.
WEAKNESS
The current weaknesses of the Company stem from dependence on purchased coal from
domestic and overseas suppliers. Some technologically obsolete processes such as ingotcasting and the twin hearth furnaces continue to operate and will be eliminated only after
implementation of the modernization cum expansion plan. As the integrated steel plants of
SAIL are located primarily in the eastern states, it increases the transportation cost to the fast
growing markets of the west and south. Due to historical legacy the manpower cost in the
Company is higher than its competitors. Also, being a public sector company adherence to a
number of rules and procedures slows down the business.
Lack of team work inhibits proper implementation of company¶s policy. Word ³I´ is
very much rampant in the workforce of BSL, phrase like ³ I am not responsible for
the undersigned responsibility´
Complex pre and post sale activities repel the probable customers.
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SUGGESTIONS TO BSL:
1. The pricing as we well as the distribution policies should be framed by keeping in
mind the requirements of the complete range of manufactures and not only the bulk
consumers. This will encourage the new re-rolling mills to approach BSL for the
material.
2. Ensure delivery of the material for which the payment is accepted so that mills are not
closed or shut down for want of material.
3. Alternatively if the material is not available the BSL authorities should not accept the
payment so that the buyer can approach some other source for procuring the materialand should not unnecessarily wait for the material, which is not available.
4. Representative from the member of the rolling mills association can be introduced in
the committee formed for pricing the various secondary products. That representative
holds the complete picture of the products as placed in the market and the prices fixed
with his consent will be on rational grounds and acceptable to all.
5. Price of the material for which 100% payment has been received as advance should
not be changed if the delay in the lifting of the material by the party is due to some
fault of BSL but if is due to deliberate delay in lifting the material by the customer
than the same policy should be applicable.
6. When the customer having rolling mill of a smaller size purchase material, which are
rolled in a bigger rolling mills than this, clearly indicates that the material is being
purchase for trading. This practice can be prevented if BSL obtains a copy of
certificates issued to the owner of every mill by the District industry centre specifying
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29. . Proper packing is to be done to safeguard the materials from damage, which is
occurring due to multistage handling and transportation.
30. Creating product awareness through print media, hoarding, industrial magazines etc.
31. Refund of excess payment process should be improved and simplified. It. should
make payment in less time. Ensure delivery of the material for which the payment is
accepted so that mills are not closed or shut down for want of material.
CONCLUSION:
In the past eight weeks during my training. In order to gain practical knowledge a visit was
undertaken to see the Secondary Products and By products of BSL.The study was undertaken
to see the mode of sale of Secondary and By Products of BSL. During the training process Ilearned how e-auction, fixed price sale and tenders are used for marketing purpose by Bokaro
Steel Plant. The sales of Primary Products are assign to CMO (Central Marketing
Organization) of SAIL.
To market a product good knowledge of products is pretty necessary and for the same I had
visited different workshops such as
SSD(SCRAP AND SALVAGE DEPARTMENT)
A place where normally scrap and salvage is being kept which do not suits the
specification. Scrap generally is steel which is not above conditions. Generally scrap
and salvage is recycled to use in convertor and rest is being sold.
BPP( BY PRODUCTS PLANT)
How these by products gets produced during production process of steel and when
coal is converted into coke.
SMS(STEEL MELTING SHOP)
SALES AND CO-ORDINATION DEPARTMENT
Main focus of study was to know how they use technique and 90% marketing and
selling is done through e-auction and rest will be sold through fixed price selling and