ACKNOWLEDGMENT

As gratitude and thnaks to Bhilai Steel Plant

Executive and others. It gives me a great
pleasure to expresss my gratitude to those
entire individual who associated with this
project.

I would like to thank Mr. Siddarth Dubey,

DGM(HRD)) for giving me chance to do my
projectin BSP and Mr. Roopam Kumar Sr. Manager
(M & SP) for all support and guidance. Ther give
me a chance where I could get an exposure to
the work environment was given the opportunity
to utilize thee ability to full.

I sincerely thank to Mrs. Susmita Dey (Secondary

Product) and Mr. Namdev Barange in Bhilai Steel
Plant who has given their valuable time
throughout my project work by providing all the
relevant information along with the valuable
suggestions and recommendation when and
where required, helping me adjust to work
environment and the work culture.

I am also thnakful to our respected Director Mr.

T.S Ranganathan of Suryadatta Group of Institue
of Pune for believing me and allowing me to
represent our college in Bhilai Steel Plant as
Summer Trainee.

Last but not least I thank all the staff especially

of the Marketing and Strategic Planning
Departments for their kind co-operation in
helping me from time to time in terms of books,
information and made me feels at home.
Sr. No.

Contest

Page NO.

Executive Summary

Chapter-1

Introdution

11

Chapter-2

Organizational
Profi le

13

Chapter-3

Company Profi le

19

Chapter-4

Product Profi le

23

Chapter-5

Objective & scope

of the product

32

Chapter-6

Research
Methodology

35

Chapter-7

Data collection and

interpretation

37

Chapter-8

Findings

42

Chapter-9

Recommendation

57

Chapter-10

Conclusion

59

Chapter-11

Limitation

61

Chapter-12

Bibliographty

63

Chapter-13

Annexure

65

PREFACE

MEANING OF THE PROJECT

The word of project has a great importance in department of
the new thing or idea techniques. The important of this word
becomes specified purpose, when the study in about financial
management thenit becomes more specific. Even a single
alphabet of this word represents the phase of management.
Planning
Techniques

Operation
R

Effectivness
J

C
P
T

O
Resources

E
Joint effort

Collect
P: - This implies for Planning Planning gives framework of
future. How will we take steps in future? It is a predetermined
procedure about the future work.
R: - This implies for the Resources or the available through
which we will go ahead. Resources have their own role in the
development of any organization.
O: - This implies for Operations or the existing or adopted
sequential procedure.
J: - This gives Joint effort which directly indicates rewards the
co-ordination or teamwork.
E: - It means the Effectiveness every aspect of the project
should be effective.
C: - It means to collect that brings together all the relevant
things, which are necessary to make any project effective.

T: - This implies for Techniques without a new or developed

technique an organization cant complete in this changing
environment.
So, Project means Planning, Resources, Operation, Joint efforts,
Effectiveness, Collect, Techniques.
So if you want to complete project successfully we should keep
all the projects in our minds.

EXECUTIVE SUMMARY

EXECUTIVE SUMMARY
Introduction: Marketing Strategy formulated is the core of Marketing
planning, It is strategy that renders a firm distinct from another
and makes its offering unique campare to the offering of the
competitors. Again that strategy that makes successful in the
market piece. Market place today is a dynamic. It is only the
right marketing strategy at the appropriate time will decide the
future direction of the company. Hence there is necessity of the
Marketing Strategy.
Marketing Strategy is nothing but the unbeatable action plan
accomplishes the marketing objective of the company.
The meaning and significance of Marketing Strategy: Marketing Strategy is the complete and unbeatable plan
designed specifically for attaining the marketing objective of
the firm the marketing objective indicates what the firm wants
to achieve the Marketing Strategy provides the design for
achieving them.
To formulate the marketing strategy it is necessary to select the
following two things: Target Market
Assembling Marketing Mix
The essence of the marketing strategy of any firm can be
grasped from the firms target market and its marketing mix.
The target market shows to which the firm intends to spell the
products and the marketing strategy platform of the firm.

Different Marketing Strategy:Many companies in the past have adopted different strategies
in facing the competition in the market. A few of them are listed
Marketing Leader Strategy: The company, which tries to this strategy, is the one, which
enjoys largest share in thw market. The market leader always
tries to expand this market and tries to project and maintain
the present market. The effort will be designed to remain as the
leader in the market.
Marketing Challenger Strategy: Most of the company through do not enjoying the leader status
can considerable challenger to the market leader and others.
They should decide the strategy objectives and then decide
target. Once the attacking target can be planned.
Market Follower Strategy: This is a method by which the market leader is followed either
by copying or by innovating new method intones with leader.
The strategies are changed to match the strategies of the
leader.
Market Niches strategy: Niches are small shares if market enjoyed by small companies,
which is usually neglected by big leader companies. Sometimes
small divisions of big companies also prefer niches. Niches take
care of the companys requirement and can be maintain in
continous basis by meeting the need of those customer.

Steps in the Marketing Strategy: -

Defining the marketing objectives

Selecting the target market
Generating alternative marketing mix option
Selecting best marketing mix option
Creating condition for implementation of this mix

Note: - Marketing strategy is not static. They change with the

marketing situation.

The seven Cs

Consistent Quality

Committd Delivery
Customized Product
Contemporary Product
Competitive Settlement
Complaint Settlement
Culture of Customer Services

Chapter 1
INTRODUCTION

INTRODUCTION
A new word operating up the customer is now the king. Markets
are changing Demands ,are changing. The need of the Hours is
100 .Value in every service, in every assignment. Each of us
must deliver 100 nothing less.

Importance of the study:The importance of the study is to know the attitude of the
customers towards the secondary steel product of the Bhilai
Steel Plant. Here the attitude of customers depends upon the
various services provided by the company, price, and
abailability of the customer while dealing with Bhilai Steel
Plant.
As industraial product plays a dominat role in the liberalization
and globalization in the word market. It also playn an important
role in the development of the nation so marketing of industrial
product cant be avoided or seen as a minor factor in the case
of marketing management.

Statement of the Problem: -

So far as this project is concerned Study on the attitude of the

Customer towards the secondary steel product of Bhilai Steel
Plant. SAIL all these above mentioned tools and function are
used so that their attitude will largely depend upon the services
provided by Bhilai Steel Plant.

CHAPTER 2
ORGANIZATIONAL
PROFILE

Organizational Profile
SAIL OVERVIEW: Bhilai

Bokaro

Burnpur

SAI
L

Rourkela
Durgapur

Iron is once of the oldest inventions in the word with its first
usage reportedly dating back to 400 B.C. Todays steel (The
carbon alloy of iron) finds applications in every imaginavble
facet of our life.
The gobal steel industry has been witnessing many interesting
events that havr influenced market dynamic in the last Ten
years. Following the collapse of Soviet steel market pie,
creating price imbalances as the cost of production of steel
varies drastically across the countries.
In the 50s the steel industry is identify as one of the major core
sector in the country. Government has to concentrate on the
fast development in the field of steel in India.
During 1972, the Indian Government realizes the importance of
the public sector steel industry for the faster development of
the economy.
On 24th January Steel Authority of India Limited (SAIL) was
formed for managing the Steel plant at Bhilai, Rourkela,
Durgapur, with two objectives rapid growth of the industrial
sector and ability of the Government to divert the investment.

SAIL is Indias largest and one of the worlds largest steel

producers with a turn over of around Rs. 32,260crs.
SAIL vast portfolio of lying, first and tabular products is
marketed with in and out side India by its Central Marketing
Organization (CMO) and International Trade Division
respectively.
To develop new technologies for the steel industry and achieve
world standards in steel, SAIL has equipped Research and
Development Centre for Iron and steel. Besides it has its own
in house centre for Engineering and Technology Management
Training Institute and SAIL safety organization at Ranchi the
Environment Management Division and Growth Division of SAIL
operates from their quaters and Kolkata. SAIL consultancy
Division provides services over four decades of steel making to
clinet worldwide.

MAJOR STEEL PLANTS: Bhilai Steel Plant (BSP) in Chhattisgarh.

Durgapur Steel Plant (DSP) in West Bengal.

Rourkela Steel Plant (RSP) in Orissa.

Bokaro Steel Plant (BSP) in Jharkhand.

SPECAIL STEEL PLANT: Alloy Steel Plant (ASP) in West Bengal.

Salem Steel Plant (SSP) in Tamilnadu.

 Visvesvarya Iron Steel Plant (VSP) in Karnataka.

SUBSUIDIARIES: Indian Iron & Steel Company Limited (IISCO) in West
Bengal.

Maharashtra Electrosment Limited (MEL) in Maharashtra

SAIL Power Supply Company Limted (SPSCL) in New Delhi.

Bhilai Oxygen Limited (BOL) in New Delhi.

Sail has not only there steel plants but it has many others units,
which also contributes in the development of SAIL as well as
Indian Steel Industry. There units are as follows: Raw material division in Kolkata (WB).
Central coal supply organization in Dhanbad (Jharkhand).
SAIL consultancy organization (CMO) Kolkata (WB).
R & D Centre for Iron and Steel, Ranchi (Jharkhand).
Management Training Institue, Ranchi (Jharkhand).
SAIL, safety organization, Ranchi (Jharkhand).

 Environment Management Division Kolkata (WB).

Centre Power Training Institue, Rourkela (Orissa).
THE MARKETING NETWORK
All SAIL product are marketed in India through its Central
Marketing Oraganization (CMO) to ensure quality and prompt
dispatch of products CMO keeps in touch with producing units
as well as the transport and shipping sector. It operates through
an expanding network of stockyard, dockyards. Branch sales
officers (BSO), consignment agents, extension counters and
authorized dealers.
SAILs International trade division look after export of mind
steel products maintaining close liaison with buyers abroad that
have helped to establish SAL's reputation as the makers of the
finest steel products in 70 countries around the globe, Notable
among them are Japan, Egypt, UK, Russia, Srilanka,
Bangladesh, Taiwan, Myanmar and Nepal.
Marketing department of BSP: Marketing department of Bhilai Steel Plant is known as
Marketing and strategic Planning deparment. The main function
of this department includes marketing of prime products,
secondary products, coal chemicals, market development and
strategic planning etc, Marketing of these products is carried
out by the different setions of marketing deparment. The
different sections of M & SP deparments are:

Marketing Department and Strategic Planning (M & SP)

Secondary Products
Coal Chemicals
Billet and Bloom mill (BBM)
Merchant Mill (MM)/Wire Rod/ Rail and Structural Mill.
Exports

 Plate Mill

CHAPTER 3
COMPANY PROFILE

COMPANY PROFILE

BHILAI AT GLANCE
An agreement was signed on February 2, 1955 between the
government of India and Soviet Union to set up an integrated
steel pant at Bhilai with a capacity of 1 MT of ingot steel. The
plant began its operation on January 31, 1959 when coke
battery no.1 was commissioned; Production of Pig iron at Bhilai
began on Februray 4, 1959 when blast furnace no.1 was
commissioned; Situated in Chhattisgarh, this was one of the
three 1MT capacity crude steel plants set up in the public
sector in late fifties. Subsequently it was expanded to 2.5MT
ingot capacity and currently expanded to 5.0MT.
BSP is the sole suppliers of rails to the Indian railways.
Its rail & structural mill is equipped with state-of-the-art long
rail rolling facilities for producing countrys only 260metre long
welded panels. BSP is also the countrys only the producer of
wide and heavy steel plates.
The plant was the first in India to produce wide (3600mm)
heavy plates. A major exporter of steel product. Bhilai in
shaped product such as heavy Rail, heavy structural, merchant
product and wire rod. Almost all units in their integrated steel
plants are certified with ISO : 9001-9002 certificates and
mechanized wire of Bhilai Steel Plant has received the ISO :
14000 certification for its Environment Manangement system

Employees as on 01/04/2011

Works
Gen. Admn.
Township&
Med.
Miners
Constructio
n
Totall

Executive
s
2138
555
307

Non
Exe.
23811
2315
3793

Casuals

Totall

7
0
1

25956
2870
4101

169
113

3660
258

3
0

3832
371

3282

3387

11

37130

Employees as on 01/04/2012

Works
Gen. Admn.
Township&
Med.
Miners
Constructio
n
Totall

Executive
s
2046
586
338

Non-Exe.

Casuals

Total

23340
2249
3617

6
0
1

25392
2835
3956

147
117

3476
242

1
0

3624
369

3234

32942

36166

Employees as on 01/04/2013

Works
Gen. Admn.
Township&
Med.
Miners
Constructio
n
Totall

Executive
s
1988
657
331

Non-Exe.

Casuals

Total

23041
2419
3409

4
0
1

25033
3076
3739

148
116

3142
206

0
0

3290
322

3240

32215

35460

QUALITY POLICY

We shall build and sustain a world class

Organization, where quality is the hall mark of
every process and activity.
With the involvement and dedication of our
human resource, we are committed to achieve
satisfaction of all our stakeholders, through
innovation and continuak improvement

CHAPTER 4
PRODUCT PROFILE

PRODUCT PROFILE
The products of Bhilai Steel Plant can be categorized into three
types. They are
PRIMARY PRODUCTS: These are the products which are intentionally produces to sale
and to meet the requirement of the customer. For e.g. Blooms,
Billets, Channels, Angles, TMT Bars, Wire Rod etc.
By-Products: These products are not intentionally produced by Bhilai Steel
Plant but are the outcomes which are produced during the
process of producing prime products. For e.g. Chemicals.
SECONDARY PRODUCTS
In Bhilai Steel Plant secondary products (Scrap Products) are
extracted from production of the prime products. During the
manufacturing of steel, raw material is going through different
process. In every stage of production there is expected that
there is some scrap must be generated. Management decided
that scrap materials, which is of no use in the plant, must be
sold since there is some market value of the product in the
market. The small scale industry which is not able too
purchase the prime product due to price hike, they prefer scrap
product to maintain the price of their company.
The scrap products are being marketed by the marketing
department of BSP itself initially there were marketed by the
Central Marketing Organization (CMO), however with a view to
dispose off the scrap product quickly and increasing the
revenue of the plant, now this job has been assigned to the
marketing department of BSP itself.

Types of Scrap Product:

Defective heavy blooms

Defective Billets/ Billet Cutting
Defective Slabs
Plate Mill side Shearing
Defective Rails
Rail Cutting
Rod Cutting
Plate Cutting
Defective Plate
Rolled Slabs from Blooms
Stags
Coke Fraction
Coal Chemical

Benzene
Nepthalene
Xylene
Solvent Oil
Pitch
Sodium Phenotate
Wash Oil
Drained Phenotate Oil
De-Phenolised Oil
Heavy Benzol
Toluene
Still Bottom Oil
Light Cresote Oil
Heavy Cresote Oil
Anthrance

Details of Scrap: PCM Scrap: - This is the Scrap Generated in the pig casting
machine and consists of splashing, PCM runner and fire and
is in the weight range of up to 1.0 tonne per piece.
BF Runner Scrap: - Generated in blast furnaces cast house
in the form of runners, jams etc. The maximum weight per
peice is up to 2 tonnes. This scrap contains certain amount
of slag.

Unprocessed Steel Skull Scrap: - Generated in Steel

Melting Shop (SMS) in slag cups and metal ladles. As the
Skulls are quite board in dimensions, some of them are
required to be cut into sizes suitable for loading into trucks.
These Skulls are sold in two weight range:
7 to 15 tonnes
Above 15 tonnes
SBIM Scraps: - This consist of Semi Broken Ingot Mould
(SBIM) bottom plate scrap and is in weight range of up to 2
tonnes per piece.
Turdish Skull: - This is generated at bottom of turdish
during puring of steel in continues casting. The weight of
skull varies from 2 to 3 tonnes.
Cast Chills: - At continues casting shop in case of
emergency the extra metal from metal ladle is poured into
containers and this is termest Cast Chills. It is rectangular in
shape. The weight of each piece ranges from 7 to 25 tonnes.
CI Skull Scraps: - These are skulls generated in ladle
repairs shop and blast furnaces processing shop. The skull
contains some slag. Bigger skull require cutting for
accommodating in trucks.
Cobbled Scrap: - The Cobbled Scrap arises from wire rod
mill and includes some rejected coils and blinding wires also.

Rejectted Coils: - Cast Iron Rolls, rejected steel rolls.

Mill cutting: - Rail and structural Mill Cutting, rail cutting,
billet cutting, bloom cutting, merchant mill cutting, plates
and shearing, rejected slabs, slab cutting, misrolled slabs,
wire rod cutting are inclided in this type.
UTILIZATION OF SECONDARY PRODUCT
The secondary product utilize in two ways: By rolling of secondary product
By selling of secondary product

Process of rolling:Name of the Machineries:The steel rolling mills required following machineries to produce
rerollable material from mild steel scrap:
Main moter connected with pulley and
v belts
Fly-wheel as per the requirement and
size of the mill
Pinion gear box consisting of three
gears
Five stands which are situated in the
shed of rolling of hot scrap up to the
finished product.
Furnace the size of the furnance varies from 30ft to 40 ft in
lengths, 6ft width and 8ft in height with a coal fired chambers
or oil fired chambers.
1. Man power requirement: In each rerolling mill a foremen is very necessary to
maintain the machine and to produce a good quality
product. To assists him their shoud one section men
and fitter.

 Furnace require one worker for pushing the metal

inside the furnace two require two workers for pulling
out the material and two for shifting the material
from furnace to the rolls
From stand one to stand five, 9 workers are required
for pushing the hot mets in the rollers. They work for
only 4hrs out of 8hrs. So about 18 workers are
needed to work on one shift.
2. Process of manufacturing:The scrap for the rolling is generally receive from BSP
railways. These material are not directly rerollable so first
it is required to make rerollable and of proper size as per
the requirement of the finished product. In the recent year
a number of foundries and rerolling mills came in to
existence through out the country. These small scale
sectors need the secondary product As input, raw
material for their production. Te company has engaged in
educating them.
The use of secondary product for different kinds of end
products for consumptions of general public. These
material is then continuously passed from one stand to
other unit,the finish product comes out.the rols are
provided with the grooves as per the requirement of the
finished product.
Product of rerolling mills:Over the years of number of rerolling mills/steel
processing mills and trading companies have come up in
and around bhiali. The raw material need of these mills is
been made by the plant and the availability of the
rerollable has increased the rerolling miils to develop very
fast. Te plant extended all types of facilities and asistance
to these small scale units which inturn givesscope for
more employment.
M.s. squares, angels, channels, flats, rounds, Zsections,U-section, T-section.
Cold Twisted deform (CTD) bars

TOR steels
Beams
Stripes
Hoops
Rectangular bar
Railway sections
Window sections
Pipes
Planning for sale of secondary product: Marketing Recovery Department (MRD) works
out the question of different types of scrap
stock at the beginning of the monts.scrap
arising during consumption. The remaining
quantity is consider for sale. A monthly report
on availability of scrap is prepared by MRD and
sent to the marketing department.
Marketing department finalizes the plan for
actual quqntity of scrap to be sold in
consumption with MRD. Mode of scale terms
and conditions for sale, locations and
commercial aspects are finalized by marketing
department.
The pricing committee as appoved by
Managinfg director fixes the price of each type
scrap
(Finance
department,
purchase
department, R&D department, marketing
development department, and production
department) are member of the pricing
committee.
Marketing department obtain MDs approval on
price fixed by pricing committee.

PRICING OF PRODUCT

Factor considered for pricing of secondary steel product:

Decision in RMT meeting

CMOs price
Price of sister concern
Market feedback
Last 12 months price trend,stock and dispatch
Current demands,stock storage capacity and market trend
Quality and actual condition of material
Any other related factor(seasonal,item,etc.)

The method used for pricing the secondary steel products: Fixed price method
E-auction pricing system

Fixed price method: In this method the price for the product is fixed and
decided.
By a pricing committee as per corporate guide lines.
At price review meeting which is held once at the
beginning of the month.
As per the market condition.
E-Auction pricing system:E-Auction pricing refers to there auction,which is
conducted through the internet with the bidders from one
or more location. in others words,the venue for auction is
on internet web site/ the service providers web site
assigned by service provider would constitute venu for
the purpose of online auction. In this method the price for
the product is decided. Byr resrve price fixation committee
who decides the reserve price as per the corporate gyuide
lines.
Product mix
Semis
Rails
Heavy structurals
Mercent product
Wire rods
Plates
Total saleable steel

Tonnes/Annum
900.000
510.000
515.000
816.000
712.000
910.000
4363.000

CHAPTER-5
OBJECTIVE &SCOPE OF THE
PROJECT

 zz

OBJECTIVE & SCOPE OF THE PROJECT

OBJECTIVE:-

To study the marketing strategy adopted by Bhilai Steel

Plant for various
scrap product.
To study customer profile of Bhiali Steel Plant
To study the variour scrap strategy under taken by the
company
To under take customer analysis and to study customer
expectation

SCOPE

The marketing has gained the dyanamic condition for

the marketing of any product sky is the limit. And to
achieve that limit there to improvent in performance
and for greatest performance in the marketing strategy
could make special impact.

Bhilai Steel Plant is the integrated steel plant and one

of the largest steel plant in asia. With a huge capacity
with old technology. bhiali Steel Plant is trying to get
maximum revenue out of that not a single unit of
material is being wasted. The scrap material of bhial
steel plant having a demend in local market and also
parts of the country and give ahuge revenue for the
bhiali steel plant.

 Marketing strategy play a vital role by deciding the

product quality structure for the study of the marketing
mix in the form of the product,price,promotion.

HYPOTHESIS

HYPOTHESIS OF THE PROJECT

The market activity undertaken by SAIL is as per the

proper plant in case of scrap marketing.

Company is enjoying status of marketing leader in case of

scrap selling.

There is a lots selling through internet.

CHAPTER-6
REASERCH METHODOLOGY

RESEARCH METHODOLOGY

Research is the process of systematic and depth study of

any particualr topic,subject or area of investigating backed
collection,competition,presentation and interpretation of the
relevant details or data methodology is a way to
systematically solve the research problem. The various step
adopted by the researcher is studying his problem along
with logic behind them.

The whole study of the market has been divided in the

following manner:-

Method of data collection

Sample source and size
sample techniques
Fieldwork
Target area
Questionnair design
Presentation of data
Limitation of project work

CHAPTER-7
DATA COLLECTION &
INTERPRETATION

METHOD OF DATA COLLECTION

Data Source:The raw data provide necessary input to researcher. The

researcher can gather secondary data, primary data or both.
secondary data are the data that where collected for purchase
and already exit some where. primary data are the data gather
for specific purchase or for a specific research product.

Secondary Data:Secondary data provides starting points for research and offers
the advantage of low cost and ready availability data that helps
researcher.

Source:Company's finacial statement,companies annual reports,

company marketing manual and magazines,SAIL news
etc.provides necessary secondary hand information was utilized
while forming questionnaire.

Primary Data:Primary data is 0ne of the impartant data source as it is directly

related to research.the reliability accuracy and relivance are the
advantages associated with the primary data. following two
methods are adopted for collection of data.

Source:-

Personal iterection with the various executives of Bhiali Steel

Plant. discussin with academic and organisation, personal
observation,ask question to the customer in the marketing
deoartment, interview of the customer in the field survey and
get the responce and expectation where collected in the form
of filling the questionnaire.

Note:-While doing survey on the recommandation of the

executive of Bhiali Steel Plant.The metaljunction.com web site
helped me out for the displaying my questionnaire on their
website. but the feedback was very less only 9 respondents
were filled the questionnaire.
As the response was very less that part is not considered in the
data analysis and interpretation chapter.
This feedback is not counted anywhere and the whole data is
only that data,which is being collected by me in the marketting
depatment of Bhilai Steel Plant.

Sample Source and Size :Techniques used for samplying were probability random
sampling method. This method was used because there were a
lot of consumer scrap were met in the Bhilai Steel Plant's
marketing Department so that i selected them randomly and
interviews them and second i got the address of various
company from the marketing department so i ask question to
there representative and get there feedback from the company.

A Sample size if 82 consumers were taken in Bhilai and near by

area. I personally interviewed about 82 consumers in the target
area.out of the 82 customer to whome i personally interviewed
them they come to the marketeting department of the bhilai
steel plant so i don't have to go outside of the company. Apart

from this i interviewed some of the representative of the

various company in there office so that i will get the feedback
of the local company for this i have visited many comany in
bhiali and near ares.
In many sample out of the total respondent of 82 i got 48
respondents in bhilai steel plant and rest respondents i visited
personally.

Sample Technique:The sample technique used was sample random sampling.

wher consumers were selected randomly where i got the
respondents in the marketing department of BSP and the
randomly selected the consumer as my convenience and the
reqiurement of the customer.

Fieldwork:Within a time of 45 days consumer where surveyed in the

marketing department and also in the field survey where i
visited many consumers office in the local area of the Bhiali,
Raipur, Bilaspur. And the periodic report were made and
submitted to the marketing manager of the bhiali steel plant.

Target Area :Scrap is an industrial product and their consumer is basically

the industrialist who is doing some business on the scrap and
having some own business. Regarding my project my target is
to ask question the owner of the company or reprentative of
the company.

Presentation of data:The collection data is presented in tabular form and

interpretation is being done on the basis that in pie chart as
well as in the bar diagram.

DATA COLLECTION AND INTERPRETATION

Background:The data after collection has to be processed and analysid in

accordance with the outline laid down for the purpose at the
time of developing the research plan. this is essential for
scientific study and for ensuring that we have all relevant data
fo0r making contemplated comparison and analysis. Tecgnically
speaking processing implies editing,coding,classification of the
tabulation of the data so that they are amenable to analysis.
Data analysis:- The term analysis refers to the
computation of creation measures along with searchung
for patterns of relation that exits among data group into
constituents part in order to obtain answers to research
questions.
Interpretation:-After collection and analyzing the data the
researcher has to accomplish the task of drawing
interferences followed by report writing. This has to be
done very carefully; otherwise misleading conclusion may
down.

Meaning of interpretation:Interpretation refers to the task of drawing interference from

the collected facts after an analytical or experimantal study. in
fact it is a searcg for broader meaning of research
findings.Interpretation is essential for the sample reason that
the usefullness and utility of research finding lie in proper
interpretation.

Precautions in interpretation:Through sometime data are properly collected and analyzed,

wrong interpretation would lead to in accurate conclusion. it is
therfore absolutely essential that the task of interpretation be
accomplished with patience in an impartial manner and also in
correct perspective.
The analysis and interpretation of data is totally based on the
information collected through the field survey with the help
questionnaire a direct interview.

RESPONDENT GETTING BENEFITS FROM B.S.P

For the purpose of research the respondent are getting benefit

from BSP through different category as follows as

Quality Product
Loading
Transportation
credit Facilities.

The no. of respondents is getting the benefits of quality

products are 42% and loading 25% from BSP.
Another below part of the benefit of BSP through transportation
19% and credit facilities is 17%
Respondents
Benefits
Credit facility
Transportation
Quality product
Loading

No.of customers

Percentage(%)

15
20
45
28

16.66%
18.51%
41.66%
25.05%

CHAPTER-11
LIMITATIONS

While studying a public sector, their are many problems that

the vocational trainees have to face e.g. those of obtaining
permissions to collect information, obtaining documentary
evidence of the information etc. Bhilai steel plant is very big
organization. It is not possible to go through all marketing
aspects of plant with in a short span of 45 days.
The study deals only on limited size of the respondent which
is near to bhilai steel plant or visiting to plant during my
project.
As the major customers of the plant scrap product are small
industries it was very difficult to get feedback from the
customers.
Time bound is there as in the organization like BSP. It isnot
possible to know every working style of the marketing
department.

CHAPTER-12
BIBLOGRAPHY

 RESEARCH METHODOLOGY

C.R.KOTHARI

INDUCTION TRAINING

SAIL MANUAL

SAIL MONTHLY
JOURNAL

SAIL

MARKETING MANAGEMENT

WEBSITE
www.sail.com
www.metaljunction.com

PHILIP KOTLER