A Project Report On

TO DETERMINE THE POTENTIAL OF QUALITY AIR PRODUCTS IN RAIPUR INDUSTRIAL REGIONS

for ATLAS COPCO LTD. PUNE By MISBAH UL ANIS

Under the guidance of MR.MAHESH GADEKAR

Submitted to University of Pune In partial fulfillment of the requirement for the award of the degree of Master of Business Administration (MBA)

Acknowledgement

I express great pleasure in introducing my project report titled To Determine the Potential of Quality Air Products in Raipur Industrial Regions. I take this opportunity to express my most sincere and heartfelt gratitude to Mr. Anil Dave (Product Marketing Manager), Atlas Copco India Ltd, Pune, for providing me with a wonderful opportunity to execute this project in their esteemed organization and for patiently monitoring and guiding me throughout the project. This project would not have been successful without the precious guidance of our director Dr. Shailesh Kasande and my project guide Prof. Mahesh Gadekar, to whom I express my sincere gratitude and all those who have helped me directly and indirectly in the successful completion of my project. I would also like to thank my parents and friends for their support.

Misbah ul Anis

Certificate

This is to certify that Mr. / Miss. MISBAH UL ANIS MOHD. ANIS has completed the Summer Project Titled TO DETERMINE THE POTENTIAL OF QUALITY AIR PRODUCTS IN RAIPUR INDUSTRIAL REGIONS to my satisfaction and as per the requirements of the two year full-time MBA program.

Project Guide

Director

Date:

TABLE OF CONTENTS Sr. No.

1 2 3 4 5 6 7 8 9 10 11 EXECUTIVE SUMMARY COMPANY PROFILE PRODUCT PROFILE OBJECTIVE OF STUDY RESEARCH METHODOLOGY DATA ANALYSIS AND INTERPRETATION OBSERVATIONS AND FINDINGS SUGGESTIONS & CONCLUSION LIMITATION BIBLIOGRAPHY ANNEXURE

PARTICULARS

Page No.
1 2 7 15 17 26 39 40 42 43 44

CHAPTER-1

EXECUTIVE SUMMARY
The project report To Determine the Potential of Quality Air Products in Raipur Industrial Regions is based on live experience of work and market research. The project research was carried out in the tenure 2 and a half months in may, June and July with Atlas Copco India Ltd under the guidance of Prof. Mahesh Gadekar and Mr. Anil Dave (Product Marketing Manager of Atlas Copco ). The main objective of this project was to Determine the potential of the quality air products i.e. Compressors, Dryers and Filters in the Industrial Market of Raipur region. It also has some other objectives like to find out brand awareness of Atlas Copco, to identify the company position in the industrial market, to analyze & evaluate satisfaction of industrial customers towards products of Atlas Copco. The data collected during the project was both primary and secondary in nature. The primary data was collected by direct interaction with the maintenance manager or production manager and also by observation. The secondary data was collected from sources like the internet, product manuals, phone directory etc. Data was collected with the help of a questionnaire provides to us from company and by conducting personal interviews. I was supposed to collect the data from the industries for both users and non-users of the Atlas Copco Compressors. After the data has been collected, the data was analyzed and the conclusions were drawn. Following those conclusions, recommendations were given to the company.

CHAPTER-2
5

COMPANY PROFILE 2.1) INTRODUCTION TO ATLAS COPCO (I) PVT LTD.

The Atlas Copco Group, founded already in 1873, is a global industrial group of companies headquartered in Stockholm, Sweden. Revenues for 2007 totaled BSEK 63 (BEUR 6.7). The Group employs more than 33,000 people. The Atlas Copco Group manufactures products on 68 production sites in 20 countries. Atlas Copco companies develop and manufacture industrial tools, compressed air equipment, construction and mining equipment, assembly systems, and offer related service and rental. The products are sold and rented under different brands through a worldwide sales and service network reaching 160 countries, half of which are served by wholly or partly owned customer centers.

Atlas Copco companies develop and manufacture industrial tools, compressed air equipment, construction and mining equipment, assembly systems, and offer related service and equipment rental. The products are sold and rented under different brands through a worldwide sale and service network reaching 150 countries, half of which are served by wholly or partly owned sales companies. The Group operates through a number of divisions within four business areas; Compressor Technique, Construction and Mining Technique, and Industrial Technique.

2.2) HISTORY OF ATLAS COPCO (I) PVT LTD

The Evolution of Atlas Copco.

Set up in 1873 and simply called Atlas, the original aim of the company was to produce all types of equipment used in the building and subsequent running of a railroad network. Since then, the company has changed a lot, but still producing top-of-the-line inventions.

Company History:

February 21, 1873 Company started as AB Atlas by Eduard Franckel who was financed by A. O. Wallenberg and others.

1873 AB Atlas acquired Ekenbergs Soner, a railway car maker. 1890 AB Atlas underwent liquidation after suffering heavily financially due to competition from smaller nible companies. A.O. Wallenberg, his son and the bank Enskilda Banken helped in restructuring it.

1898 AB Atlas acquired the rights for Sweden to manufacture Rudolf Diesel's engine under a subsidiary company AB Diesels Motorer

1901 the first pneumatic tool was officially added to the production line a pneumatic riveting hammer which was originally designed for their own workshops.

1905 the first portable compressor was manuafactured* 1911 AB Atlas completed a move away from railway car manufacturing to more advanced 7

products: (compressors and machines driven by compressors) where competition was less.

1917 AB Atlas consolidated the company under the name AB Atlas Diesel and ceased production of steam engines.

1920 AB Atlas Diesel compressor business was hurt after distribution collapsed due to World War I and demand dropped due to severe depression. This forced the company to emphasize the diesel engine business.

1924 AB Atlas Diesel relocated to Sickla, Nacka and sold some assets to improve liquidity.

1948 AB Atlas Diesel sold out its diesel business after it turned out not to be as profitable as air compressors, despite the company putting lots of effort in it. Polar Atlas, a Swedish brand of marine diesel engine started in 1903, merged into Atlas Copco.

1956 AB Atlas Diesel changed its name to Atlas Copco, its current name. The word copco is an acronym of the Belgian equivalent of Compagnie Pneumatique Commerciale. Atlas Copco then acquired Arpic Engineering NV.

1968 The AB Atlas Copco group was divided into three production companies Atlas Copco Mining & Construction Techniques (MCT), Atlas Copco Airpower and Atlas Copco Tools.

1972 Atlas Copco MCT introduce their first all hydraulic tophammer rockdrill COP1038. 8

1975 AB Atlas Copco bought a majority of Berema known for lightweight petrol driven rock drills and breakers a complement to their Cobra drill.

1976 Small compressors for these drills were added, through the acquisition of Mauguire a French company.

2005 Atlas Copco launches a revolutionary concept for mobile compressor. With an ultra resistant canopy, the HardHat give a new face to mobile compressors in the street.

2007 Atlas Copco Flags Off the first Blast Hole Drill IDM30 manufactured from its high tech ADS facility at Nashik factory-June 28th.

COMPITITORS:-

WORLDWIDE COMPANIES

ELGI INGERSOLL RAND

LOCAL COMPANIES

CROMPTON GREAVES INDO AIR AIROMATIC KILOSKAR FAUJI

CHAPTER-3

10

PRODUCT PROFILE

2.3) INTRODUCTION TO COMPRESSORS

Fig. - 1

Air compressor is used to compress the atmospheric air at the desired pressure as per requirement so as to run the pneumatic machines mainly. This compressed air contains certain contaminations like dust, dirt and moisture which can harm the equipments. Thus the compressed air is then filtered through air filters as per requirement. The amount of compressed air required by the industries is different for every company. According to the quality of compressed air required and the amount required, selection of compressors varies company to company.

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2.1 TYPES OF COMPRESSORS

According to the method by which the air is compressed, following are the types of the air compressors.

Positive displacement compressor a. Reciprocating compressor i. Single acting compressor ii. Double acting compressor iii. Diaphragm compressor b. Rotary compressor i. Screw compressor ii. Scroll compressor iii. Vane compressor Dynamic type. iv. Centrifugal compressors v. Axial compressors

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2.2 ) POSITIVE DISPLACEMENT COMPRESSORS

2.2.1 RECIPROCATING COMPRESSORS Reciprocating compressors use pistons driven by a crankshaft. They can be either stationary or portable, can be single or multi-staged, and can be driven by electric motors or internal combustion engines. Small reciprocating compressors from 5 to 30 hp are commonly seen in automotive applications and are typically for intermittent duty. Larger reciprocating compressors up to 1000 hp are still commonly found in large industrial applications, but their numbers are declining as they are replaced by various other types of compressors. Discharge pressures can range from low pressure to very high pressure (>5000 psi or 35 MPa). In certain applications, such as air compression, multi-stage double-acting compressors are said to be the most efficient compressors available, and are typically larger, noisier, and more costly than comparable rotary units.

2.2.2

RECIPROCATING DIAPHRAGM COMPRESSORS

A diaphragm compressor (also known as a membrane compressor) is a variant of the conventional reciprocating compressor. The compression of gas occurs by the movement of a flexible membrane, instead of an intake element. The back and forth movement of the membrane is driven by a rod and a crankshaft mechanism. Only the membrane and the compressor box come in touch with the gas being compressed. Diaphragm compressors are used for hydrogen and compressed natural gas (CNG) as well as in a number of other applications

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2.2.3

ROTARY SCREW COMPRESSORS

Rotary screw compressors use two meshed rotating positive-displacement helical screws to force the gas into a smaller space. These are usually used for continuous operation in commercial and industrial applications and may be either stationary or portable. Their application can be from 3 hp (2.24 kW) to over 500 hp (375 kW) and from low pressure to very high pressure (>1200 psi or 8.3 MPa). They are commonly seen with roadside repair crews powering air-tools. This type is also used for many automobile engine superchargers because it is easily matched to the induction capacity of a piston Engine 2.2.4 ROTARY VANE COMPRESSORS

Rotary vane compressors consist of a rotor with a number of blades inserted in radial slots in the rotor. The rotor is mounted offset in a larger housing which can be circular or a more complex shape. As the rotor turns, blades slide in and out of the slots keeping contact with the outer wall of the housing. Thus, a series of decreasing volumes is created by the rotating blades. Rotary Vane compressors are, with piston compressors one of the oldest of compressor technologies. With suitable port connections, the devices may be either a compressor or a vacuum pump. They can be either stationary or portable, can be single or multistaged, and can be driven by electric motors or internal combustion engines. Dry vane machines are used at relatively low pressures (e.g., 2 bar) for bulk material movement whilst oil-injected machines have the necessary volumetric efficiency to achieve pressures up to about 13 bar in a single stage. A rotary vane compressor is well suited

14

to electric motor drive and is significantly quieter in operation than the equivalent piston compressor. 2.4) ROTARY SCROLL COMPRESSORS A scroll compressor, also known as scroll pump and scroll vacuum pump, uses two interleaved spiral-like vanes to pump or compress fluids such as liquids and gases. The vane geometry may be involutes, Archimedean spiral, or hybrid curves. They operate more smoothly, quietly, and reliably than other types of compressors in the lower volume range. Often, one of the scrolls is fixed, while the other orbits eccentrically without rotating, thereby trapping and pumping or compressing pockets of fluid or gas between the scrolls.

2.3 CENTRIFUGAL COMPRESSORS Centrifugal compressors use a rotating disk or impeller in a shaped housing to force the gas to the rim of the impeller, increasing the velocity of the gas. A diffuser (divergent duct) section converts the velocity energy to pressure energy. They are primarily used for continuous, stationary service in industries such as oil refineries, chemical and petrochemical plants and natural gas processing plants. Their application can be from 100 hp (75 kW) to thousands of horsepower. With multiple staging, they can achieve extremely high output pressures greater than 10,000 psi (69 MPa). Many large snow-making operations (like ski resorts) use this type of compressor. They are also used in internal combustion engines as superchargers and

15

turbochargers. Centrifugal compressors are used in small gas turbine engines or as the final compression stage of medium sized gas turbines.

3. INTRODUCTION TO AIR DRYERS

Fig. 2

Air dryer is the device used to dry the compressor by removing the moisture present in it. The air, after passing the compressor, may contain certain moisture in it. This moisture can damage the equipment and the tools used. Moisture present in the air can be removed by the following main ways. The air is condensed at the same pressure by reducing the temperature.

16

By passing the compressed air through silica gel which absorbs the

moisture from the compressed air.

3.1 TYPES OF AIR DRYERS There are two main types of dryers. AIR DRYERS

REFRIGERANT DRYER

DESICCANT DRYER

3.1.1

Refrigerant type air dryers In refrigerant dryers, moisture is allowed to condense by lowering the

temperature. Sudden drop in temperature causes the moisture to condense and thus it is removed from the compressed air. Refrigeration dryers employ two heat exchanger, one for air-to-air and one for air to refrigeration. The goal of having two heat exchangers is that the cold out going air cools down the hot incoming air and reduces the size of compressor required. At the same time the increase in the temperature of outgoing air prevents re-condensation.

3.1.2

Desiccant type air dryers. The compressed air is pressed through a cylinder filled with silica-gel or other

desiccant material. The silica-gel brings the dewpoint of the water in the air down

17

to stay -40 degrees Celsius. This means that the air is dry as if the air was cooled down to -40 degrees Celsius.

4. INTRODUCTION TO AIR FILTERS

Fig. - 3

Every cubic mater of air contains 140 million particles of dirt. These particles, mixed with water vapor and hydrocarbon vapors from unburnt fuels and industrial processes are drawn into the compressor and concentrated under compression. After compression, all these contaminations can combine in the piping system with condensed moisture, pipe scale and rust creating a damaging abrasive. Air filters reduce all these types of contaminations. Air filters are used to filter the air from dust, dirt and moisture so as to prevent the equipments and tools used from getting damaged. This contamination can harm the equipments, tool used as well as the finished products.

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Air filters are basically of two types. 1. Moisture removal air filters. 2. Dust removal air filters.

CHAPTER- 4 OBJECTIVE OF STUDY

To gather Market knowledge of Industry. Find out the upcoming companies entering in the compressor industries. To know the present current scenario for the compressor industries. Understanding dynamic customer behavior. To take customer feedback on different parameters. Identify the importance of the new technologies and to find out new players, which provide business for the company. Find out the most suitable source of promotion/advertisement for Quality Air product. Find out the industrial magazine preferred by the industries. Find out the source of information regarding existing dryers. Find out the customers preference for maintaining the compressors. Evaluate the growth of companies business. Find out the new target market which helpful for business growth. Find out the future requirement of product and potential customers. Find out the type of compressors used in the industries.

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Find out the dryers & filters demand in the industries. Find out the customers preference. Find out the different players in the market. Find out the criteria for purchase of quality air products. Find out the type of dryers used by the industries.

On the basis of project company find out the main target market where company grow their business and where the new industries setup because the compressor is basic requirement for any manufacturing industries and small scale industries .on the project findings company find out the and implement the new approaches which helps to develop the business

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CHAPTER- 5 RESEARCH METHODOLOGY

Research methodology may be understood as a science of studying how research is done scientifically. To plan research project, it is necessary to anticipate all the steps that must be undertaken if the project is to be completed successfully. These steps are often collectively referred collectively as research process.

A) RESEARCH DESIGN A research design is the arrangement of condition for collection and analysis of data in a manner that aims to combine the relevance to the research purpose with economy in procedure. Research design is the important because it facilitates the smooth sailing of various research operations, thereby making research as efficient as possible yielding maximum information with minimal expenditure of minimum time, effort, money. There may not be single, standard and correct method of research. There may be different types of research design to suit different purpose of research. There are various types of research design. They are: o Exploratory Research o Descriptive Research

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o Experimental Design 1. Exploratory Design: - An Exploratory Marketing data has to be obtained with regard to an predetermined objective or a hypothesis or an assumption and to test the hypothesis to arrive at conclusion of it holds or not.

2. Descriptive Design: - in a descriptive marketing research data pertaining to the on going state of market affairs is obtained and to study the market situation in a SWOT from work. 3. Experimental Design: - This research is a design in which a cause and effect study is carried out by conducting an experiment in the market to understand as what happen because of marketing experiment. An exploratory research focuses on the discovery of ideas with respect to the secondary data available. It is a preliminary investigation which does not have a rigid design. A descriptive study is taken when the researcher wants to know characteristics of a certain group such as age, sex, occupation level, occupation etc. In contrast to Explanatory study, descriptive studies are well structured. A casual research is undertaken when the researcher is interested in knowing the cause and effect relationship between two or more variables. Such studies are based on reasoning along well tested lines. Further the researcher should select the research design which is appropriate in achieving the objective of study. Organizing and conducting a field survey: Initially, after collecting all the required data and selecting the sample design, the next step was to conduct a field survey. The two important aspects of a field survey 22

are Interviewing and Supervision of fieldwork. The task of interviewing seems to be simple but in reality it is one of the most difficult tasks in marketing research, this is because the respondents are generally hesitant in giving information unless approached with tact, initiative and intelligence. Supervision of the fieldwork is equally important to ensure timely and proper completion of the field survey. Processing and Collecting Data: Once the field survey was over and the questionnaires were received, the next important task was to analyze and process the data collected in a meaningful manner, exactly like conversion of raw material into finished product. The format of the Questionnaire used by us for the survey is given below.

Preparing a Research Report: Once the data has been tabulated, interpreted and analyzed, I was required to prepare a Report embodying the finding of the research study and the recommendations. Preparing a effective report is very essential. A good research but a poor report would not be very effective, and considerably undermine its utility. It is necessary that the report should consist of adequate and enough information, and should be carefully designed. Conclusion: A Marketing research process, as described above involves various steps, though strict adherence to each of these steps may not always be possible or required. I have deviated from the above steps sometimes as per the needs and requirements. 23

Another point worth emphasizing is that how much ever elaborate a research design maybe, its successful. Management of research in marketing or in any other field is of great importance. Depending upon the objective of research, marketing research design is selected. According to the research objective I plan to choose exploratory research. This research will help to know some facts about other people preferences and choice. It helped me in knowing the following information:

o What are the preferences of people towards purchasing the air products of particular brand? o How they rate a certain brand? o How effective are the advertising or the awareness of products activities carried out by the brands for its sales? o What is the demand of compressors, dryers and filters in the industry? o What is the customer feedback? o What is the source of information regarding existing air product? o What is the future requirement of the air product? o What is the customer satisfaction level? o What is the criteria for purchase? o Which are the existing dealers?

B) SOURCES OF DATA

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The next step is to gather information. There are two types of data. They are: PRIMARY DATA SECONDARY DATA

1) PRIMARY DATA The data which I have collected from different corporate and SMEs through questionnaires and observations. The steps taken for collection of primary data were as follows: Appointments were taken from the industries or firm and then the questionnaire were filled by personally visiting them, as per their convenience.

There are two methods by which primary data can be collected. They are: Observation method Communication method

a) OBSERVATION METHOD Observation is one of the methods of collecting data. It is used to get both past and current information. For example, instead of asking responder about their current behavior, we may observe the result of such behavior. The observational method is not used frequently. All the same it is used especially in marketing experimentation.

b) COMMUNICATION METHOD

25

This method is very popular. The method is used for the project study. Advantages: It helped in correcting not only factual data in terms of demographics but also attitude and opinions. The recorded data is more reliable and valid. It is less time consuming and less expensive than observation method.

2) SECONDARY DATA The data which is given by the company and I also searched the data through the area wise telephone directory and field search. The data is all about regarding the address and contact numbers of the corporate and SMEs. Secondary data is acquired by various analysis techniques.

Advantages The major advantage in the use of secondary data is that it is more economical, as the cost of collecting original data is saved. It saves much of the time of the researcher. This leads to prompt completion of the project. Search for secondary data is helpful, not only because secondary data may be useful but because familiarity with such data indicates the deficiencies and gaps. As a result the primary data can be collected more specifically and more relevant to the study. Finally the secondary data can be used as basis for comparison with primary data.

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C) SAMPLING PLAN

A sample design is a definite plan for obtaining a sample from a given population. It refers to the technique or the procedure the researcher would adopt in selecting items for the sample. Sample design may as well lay down the number of items to be included in the sample i.e. the size of the sample. Sample design is determined before data are collected.

In this project I studied market in Raipur city. As it was impossible to approach all respondents of city, a sample was selected which represent whole city. Sample in small group of 225 industries is taken under consideration from total number of industries. This small group represents the total population. i. Sampling Unit- Sampling Unit indicates the people or subject that is selected for particular research. The Maintenance Managers/ Production Managers of the leading companies in Raipur were selected.

ii. Sample Size- Sample size indicates the number of respondents that are selected for particular research. A sample size of 225 companies from Raipur industrial area were selected.

iii.

Sampling Procedure- Sampling Procedure indicates the manner in which particular respondents were selected. The main criteria for selection of respondents that every sectors covers all types of variety users i.e. from top industries to small scale industries and their ratio is maintained such that sample represents the whole sectors response.

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iv. Geographical unit -Area that was surveyed was mostly cover all the CGIDC of Raipur region, which covers near about all industries for which we are targeting the whole project. The CGIDC with the number of company visited are given below.

Urla Siltara Bhanpuri Rawabhata Sarora Gondwara Gogao Tatibandh Birgao Sandogri

- 96 - 21 - 21 - 19 -16 -08 -06 -06 -04 -03

D) QUESTIONNAIRE: This is the most popular tool for data collection. A questionnaire contains questions that a researcher wishes to ask his respondents. It is important that these questions be put in a language the customer understands and find easy to answer. It is important that questions are unloaded to avoid any research bias. it is also important that the information collected must be believable and unbiased. Just as researcher bias has to be avoided. Respondent bias must also be avoided. The questionnaire are provided to us by the company for which I was doing a work of research study, i,e from Atlas Copco.

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E) TOOLS USED FOR ANALYSIS OF DATA:

The next stage is that of data analysis. it is important to understand that raw data has no usage in marketing research. hence appropriate analytical tools must be used. The most elementary is the arithmetic analysis using percentile and ratios. The information available is analyzed in the form of tables, graphs and pie chart.

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CHAPTER-6 DATA ANALYSIS

1) SIZE OF INDUSTRIES IN RAIPUR REGION

Large 3%

M edium 22% Large M edium Sm all

S all m 75%

Graph 5.1

SIZE OF INDUSTRIES SMALL MEDIUM LARGE TOTAL 170 49 6 225

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Table A

INTERPRETATION: As from the response 75% companies are small scale industry,22%companies are of medium scale industries and 6% of are large scale industries in Raipur region. Small scale industries are more in numbers in Raipur Industrial state.Company should target small scale industry more.

2) CGIDC AREA IN RAIPUR REGION

Urla Tatibandh Sandogri Gogao Birgao Gondwara 3% 2%2% 4% 3% Sarora 8% Rawabhata 10% Bhanpuri 11% Siltara 10% Siltara Bhanpuri Urla 47% Rawabhata Sarora Gondwara Gogao Tatibandh Birgao Sandogri

Graph 5.2

31

CGIDC AREA IN PERCENTAGE

Urla Siltara Bhanpuri Rawabhata Sarora Gondwara Gogao Tatibandh Birgao Sandogri

VALUE 96

% 47 10 11 10 8 4 3 3 2 2

21 21 19 16 8 6 6 4 3

Table B

32

INTERPRETATION: Urla Industrial Area has more number of industries.Urla Industrial Area has nearly fifty percent of industries in Raipur company should target on thisthis key segment of the of the region.

3) SEGMENT OF INDUSTRIES IN RAIPUR REGION

Steel Gen. Engg. 1% 1% 1% 5% 1% 6% 7% 3% 1% 35% Manufacturing Chemical Cement Food Minerals Gases 13% 26% Textiles Automobiles Polymers&papers Packaging

Graph 5.3

SEGMENT VALUE %

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Steel Gen. Engg. Manufacturing Chemical Cement Food Minerals Gases Textiles Automobiles Polymers&papers Packaging

77 58 30 14 2 11 3 3 2 16 6 3

35 26 13 6 1 5 1 1 1 7 3 1

Table C INTERPRETATION: Pie Chart shows 35% of total industries are steel industries, 26% are General Engineering and 13% are Manufacturing industries.Raipur is Steel Hub.Food Industries,like Rice Mill are also 5% which requires Air Products.

4) TYPES OF COMPRESSOR USED IN INDUSTRIES AT RAIPUR REGION

Screw, 42, 14% Screw Reciprocating Reciprocating, 259, 86%

Graph 5.4

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TYPES OF COMPRESSOR TYPES RECIPROCATING SCREW TOTAL

VALUE 259 42 301

% 86 14

Table D INTERPRETATION: Pie Chart shows that 86% reciprocating compressors are used in Raipur Industrial Area. Screw compressors are used only 145 in the industries in Raipur

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5) MAJOR MAKE OF RECIPROCATING COMPRESSOR

9% 16%

ELGI CROMPTON GREAVE FAUJI 51% KIRLOSKAR INGERSOLL-RAND CHICAGO PNUMETICS

13% 2% 9%

Graph 5.6
TYPES ELGI CROMPTON GREAVE FAUJI KIRLOSKAR INGERSOLL-RAND CHICAGO PNUMETICS VALUE 141 25 6 36 44 25 % 51 9 2 13 16 9

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Table F

INTERPRETATION: It shows that Elgi is marketing leader for reciprocating compressors.51%reciprocating compressors are of Elgi are used in Raipur Industrial Region.Ingersoll-Rand has 16% and Kriloskar has 13% market share in Raipur Industrial State.

6) MAKE OF SCREW COMPRESSOR

6, 15% ATLAS COPCO CHICAGO PNEUMATICS 9, 22% 2, 5% ELGI 24, 58% INGERSOLL-RAND

Graph 5.7

MAKE ATLAS COPCO CHICAGO PNEUMATICS ELGI INGERSOLL-RAND

VALUE 24 2 9 6

% 58 5 22 15

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Table G

INTERPRETATION: This pie chart shows that screw compressors of Atlas Copco are 58%,Elgi are 22%.Atlas Copco is Market leader for the screw compressor in Raipur Industrial Area.

7) TYPES OF DRYER USED IN RAIPUR INDUSTRIES

13%

DESICCANT REFRIGERANT

87%

Graph 5.8

TYPES DESICCANT REFRIGERANT TOTAL

VALUE 6 41 53

% 13 87

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Table H

INTERPRETATION: Pie Chart shows that 13% of usage of Desiccant dryers and 87% usage of

Refrigerant dryers.This indicates that majority of them use Refrigerant dryers.

8) DETAILS OF DRYER IN INDUSTRIES RAIPUR REGION

8%

3% 3% GEM TRIDENT CHICAGO PNEUMATICS 50% ELGI ATLAS COPCO

36%

Graph 5.9
MAKE GEM TRIDENT CHICAGO PNEUMATICS ELGI ATLAS COPCO VALUE 20 14 3 1 1 % 50 36 8 3 3

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Table I

INTERPRETATION: GEM has the major share of manufacturing of dryers in Raipur region.

9) REFRIGERANT DRYERS DETAILS

5%

3%

11% GEM TRIDENT CHICAGO PNEUMATICS 49% ELGI OTHERS

32%

Graph 5.10
MAKE GEM TRIDENT CHICAGO PNEUMATICS ELGI OTHERS VALUE 19 12 2 1 4 % 49 32 5 3 11

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Table J INTERPRETATION: Out of the companies surveyed refrigerant dryers of GEM were used by 19

companies which is the market leader in Raipur region considering only refrigerant dryers.

10) TYPES OF FILTER USE IN RAIPUR INDUSTRIES

12%

12%

AIR FILTER OIL FILTER HARMONIC FILTER

76%

Graph 5.11

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TYPES AIR FILTER OIL FILTER HARMONIC FILTER

VALUE 2 13 2

% 12 76 12

Table K

INTERPRETATION: Only three types of filters used in Raipur Industrial State and Oil Filter takes the major share.

11) DETAILS OF FILTER

9% 37% 27% INGERSOLL RAND ATLAS COPCO TRIDENT CHICAGO PNEUMATICS GEM 9% 18%

Graph 5.12
MAKES INGERSOLL RAND ATLAS COPCO TRIDENT CHICAGO PNEUMATICS GEM VALUE 4 2 1 3 1 % 37 18 9 27 9

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Table L

INTERPRETATION:

Pie Chart shows that 37% of companies are using Ingersoll Rand make Filters and 27% of companies are using Chicago pneumatics make Filters in Raipur Regions.

12) SATISFACTION LEVEL OF CUSTOMERS IN RAIPUR REGION

1% 39% VERY SATISFIED AVERAGE SATISFIED NOT SATISFIED 60%

Graph 5.13 43

SATISFACTION LEVEL VERY SATISFIED AVERAGE SATISFIED NOT SATISFIED

VALUE 88 134 3

% 39 60 1

Table M INTERPRETATION:

Out of 225 companies surveyed in Raipur region ,39% of companies are very satisfied with the Air products,60% of companies are average satisfied with the air product and 1% of companies are not satisfied with the air product which they are using.

CHAPTER -7 OBSERVATION AND FINDINGS

1. 90% of the customers do not have brand preference. 2. All the customers who use Elgi are aware that Atlas Copco is present in their segment. 3. Because of low cost and high technology customer attract toward Elgi equipment. 4. India is good for such business because less number of local players. 5. Provision for good after sales services most of the other brands fail to do.

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6.

Elgi captured most of the market in Raipur region.but I found that the biggest competitor for Elgi is Atlas Copco.

7. The technology of ATLAS COPCO is sound compare to competitors.

8. There are many loyal customers.

9. Regular training program for all units like production ,sales, and after sales service.

10. Delay in sales network.

11. Customer satisfaction ratio is not high.

CHAPTER -8 SUGGESTIONS

Arranging the Technical seminar for the Maintenance Manager of the companies Company should promote the advantages of usingf dryers and filters to the customers. Change the old system of working using intelligence system for update the data and other services.

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 Area wise follow up to customer by marketing person is beneficial for company. Increase the no. of Authorized dealers in the region will help to grow companys business. Company should also target small scale company Company should have a service station in that region. Company can provide service like Annual Maintenance Contract with the customers. Advertise in yellow pages and other industrial magazine will boost up their brand image. Promotion of dryers and filters should be done by technical persons. Most of the Customers satisfaction level is average, customers satisfaction is important for growing their business. Specialization of work is important it help in the division of work.

CONCLUSION

Air products have a strong brand recall across the country. And I found out the ATLAS COPCO has good market image with their quality and services. Advancement in technology is also updated the market image of company. The Indian market is very cost conscious and the ATLAS COPCO offer little bit high cost to customer but due to good quality they prefer the product of ATLAS COPCO and as a result in my survey I got 45% market capture by 46

ATLAS COPCO. Due to long distance of manufacturing unit customer think about services and competitors like ELGI take the advantage of that particular issue.

CHAPTER- 9 LIMITATIONS

Inadequate information: Many Corporate did not reveal business related information like turnover, there manpower, the telecom services used by them, so due to which some of the questions were not answered/filled properly or accurately. Sample size: As a number of corporate in Raipur is large enough and widely spread all over the city, so it was difficult to cover all the areas in such a short 47

span of time so for the convenience I took 225 as my sample size. And I restrict my self in to four areas only. Many respondents could not give sufficient time to answer/fill the questionnaire. Due to rainy season during duration of my project it was very difficult to approach the corporate; as a result I was short to visit no. of corporate in a day. Some of them asked why should they give information and they are afraid to give the information because if the company misutilize the information. As I was not given any identity proof by company so some of the corporate didnt entertain me as they asked to show identity proof.

CHAPTER- 10

BIBLIOGRAPHY

BOOK REFFERED:

Marketing Management by Philip Kotler.

48

Kothari C.R. Research Methodology-Methods and techniques, New Age International publisher, New Delhi1985 .second edition.

Nagundkar Rajendra, Marketing Research-text &Cases, Second Edition.

WEBSITES REFFERED

www.atlascopco.com

www.google.com.

CHAPTER- 11

ANNEXURE
Questionnaires for End users

Communication Details: Name of the Organization: Address City : :

49

Contact No. Fax No. Web Site

: : :

Top person Name Designation Mobile No. E-mail : : : :

Telephone No. :

Maintenance Manager Name Mobile No. E-mail : : : Telephone No. :

Contacted Person Name Designation Mobile No. E-mail : : : :

Telephone No. :

A) Classification Details:
50

1. Segment:

Year of establishment:

Size of Industry: Large / Medium / Small 2. Products Manufactured :

3. Kindly indicate the following Compressors details:

No.

Type of Compressor (Screw/ Reciprocating )

Make

Mfg Year Capacity Cfm

Parameters Pressur e Bar Motor Kw/h p

Runing Hrs/da y

Purchas ed from When

1 2 3 4 5 4. Kindly indicate the following Dryers details:

No.

Type of Dryer (Refrigerant/ Desiccant)

Make

Mfg Year Capacity Cfm

Parameters Pressur e Bar Motor Kw/h p

Runing Hrs/da y

Purchas ed from When

1 2 3 4 5

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5. Kindly indicate the following Filters details:

Requirem ent Per Year

No . 1 2 3 4

Filter Type

Model

Capacity

Make

Replacement after .hrs

B) Other Information: 1. Does your application demand a dryer? : Yes / No. Type of Dryer:
Others

Refrigerant

Desiccant

Integrated

What is your preference? Pressure Due Point

: : .deg C.

From where, do you purchase Dryers? : Name of the organization Contacted person Telephone No. Mobile No. E-mail : : : : :

2. Does your application demand oil removal Filters : Yes / No. From where, do you purchase Filters? : Name of the organization Contacted person Telephone No. Mobile No. : : : :
52

E-mail

3. Do prefer to go for a single package of compressor & accessories from single source / supplier? : Yes 4. Please prioritize your criteria for purchase: No

Air quality

Power Consumption :

After sales service : Brand 5. After Sales Service: :

Price

a. Compressors maintained by own personnel :- Yes /No. b. Prefer to go for Service Contract If No, reasons. 6. Source of information regarding existing dryer: OEM.. ExhibitionJournalYellow Pages.. Salesman Dealers. Internet Existing users Experience 7. Are you satisfied with existing product performance: :- Yes / No

53

Very Satisfied

Average Satisfied

Not Satisfied

8. Do you have any expansion plan? Yes / No. 9. Do you have future requirement for Appox. Period

Product Air Compressors Dryers Filters

Type

Quantity

Others

10. Please mention the Industrial Magazine that you refer:

11. Kindly suggest the most suitable source of promotion/ advertisement for Dryers:

12. Any Other Information:

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