How Does Branding Affect Consumer Buying Behaviour free essay sample

A Preliminary Examination of Berry, Seiders and Grewal’s (2002) Five Dimensional Measure of Convenience in a Service Setting Yi-Wei Chang, Michael Jay Polonsky, Olga Junek, Victoria University Abstract Convenience the ability to reduce consumer’s time and energy costs in purchasing or using goods and services has become an important attribute for time poor consumers. Berry, Seiders and Grewal (2002) proposed that convenience can be measured as a five dimensional construct comprising decision, access, transaction, benefit, and post-benefit. This paper examines the empirical reliability and validity of Berry et al’s five dimensions within one service setting. The results of a survey with 443 service consumers found that the five measures were all reliable (i. e. an alpha of above . 60) and discriminate validity held (correlations below . 85). These items warrant additional empirical evaluation in other settings to determine their generalisabiliy. Introduction Consumers’ time scarcity results in a ‘time-buying’ consumer who desires to purchase and use goods or services that assist in time and effort (Berry and Cooper, 1990). We will write a custom essay sample on How Does Branding Affect Consumer Buying Behaviour? or any similar topic specifically for you Do Not WasteYour Time HIRE WRITER Only 13.90 / page writing services monmouth university This demand for convenience has resulted in an increased number of businesses focusing on satisfying consumers’ demands with goods and services which are able to reduce the time and energy spent during the consumer’s buying process (Shaheed, 2004). Traditionally convenience has been defined as a single construct, one that is driven by time-saving considerations (Brown and McEnally, 1992). However some researchers have suggested that convenience is multidimensional (Berry and Cooper, 1990). Past research has focused almost exclusively on examining factors that increase the demand for convenience goods or services that reduce consumers’ time expenditure (Brown and McEnally, 1992) rather than examining the role of convenience as attribute of goods and services (Berry et al, 2002; Brown, 1990, 1989; Yale and Venkatesh, 1986). More recently, Berry et al (2002) proposed a multidimensional measure that assesses convenience across timesaving and effort-saving domains. However, very little research exists, other than Seiders, Voss, Godfrey and Grewal (2007) exploring Berry et al’s five dimensions. This paper seeks to explore the reliability and validity of these measures in one service setting. Literature Review In marketing literature, the first reference to the term ‘convenience’ was by Copeland (1923) who referred to the amount of time and effort expended in acquiring a consumer product. Brown and McEnally (1992) noted that early marketing definitions of the term ‘convenience’ primarily focused on providing consumer value by decreasing consumer time and effort costs, ignoring the other dimensions, such as the psychological, comfort-adding aspects of convenience. This has resulted in some recent researchers broadening the perspectives and considering convenience as 2500 a product attribute that can reduce the non-monetary price of a product (i. e. Okada and Hoch, 2004; Seiders, Berry and Gresham, 2000). The concept of convenience has been even further expanded with the suggestion that researchers should consider the need for convenience within the overall service delivery process, rather than only focusing on the service purchased (Berry et al, 2002; Brown and McEnally, 1992; Robinson and Nicosia, 1991; Seiders et al, 2000). For example, time-savings might involve less time spent in the consumption process (active time), or having the provider availability at a convenient time, i. e. consumer not having to wait (passive time) (Darian and Cohen, 1995). There is extensive research that consumers view waiting as ‘time lost’, which could have been used more productively (Carmon, Shanthikumar and Carmon, 1995; Hui and Tse, 1996; Leclerc, Shmitt and Dube, 1995; Maister 1985), as such reductions in waiting time could be an important component of convenience, impacting on consumer satisfaction (Hui and Tse, 1996; Kumar, Kalwani and Dada, 1997; Seiders and Berry, 1998). Berry et al’s (2002) review of convenience-related literature suggested that past works have not adequately explored the complex interrelationships between time and effort in regards to the dynamic processes by which convenience is initiated and sustained. Berry et al (2002) put forward a conceptual model proposing a more comprehensive multi-dimensional measure of convenience within a services context. They proposed that service convenience refers to ‘consumers’ time and effort perceptions related to using or buying a service’ (p. 5) and that it is a multidimensional construct comprising the dynamic processes of (p. -8): Decision convenience is consumers need to decide how to obtain a particular service. Access convenience involves consumers initiating service delivery, i. e. actions required to request services and to receive them. Transaction convenience is consumers need to secure the service. Benefit convenience involves consumers to experience of the s ervices. Post-benefit convenience is post service interactions with the provided. Convenience as a Multidimensional Construct Within the literature much of the research has explored convenience using a single item measure relating to convenience-related costs of time and/or effort. The fact that these single item studies have conceptualized the construct differently is in fact the first evidence that convenience is multi-dimensional (Berry and Cooper, 1990; Berry et al, 2002). Yale and Venkatesh (1986) realized that the increased importance of the service economy required the examination of consumer convenience in a new, systematic way. They argued that the variables ‘convenience goods’ and ‘time-saving durables’ were ‘fuzzily’ delineated in previous research as ‘operationalisations that measure the dependent variables in a very ambiguous, non-sensitive manner’ (p. 04). They proposed that that were in fact six components of convenience: time utilization, handiness, appropriateness, portability, accessibility and avoidance of unpleasantness, which influence consumer’s perceived convenience of product. Brown (1989, p. 55) argued that Yale and Venkatesh’s (1986) multidimensional measure of convenien ce was not driven by any particular theory, and ‘several of the components, such as â€Å"appropriateness†, are ambiguous and difficult to measure’. As such he sought to develop a five 2501 omponent measure of convenience time, place, acquisition, use and execution – which he proposed was based on economic utility theory (time, place, possession and form utilities) as well as having a cumulative measure as the fifth component of overall convenience (Brown, 1989). In addition, Yale and Venkatesh’s (1986) ‘accessibility’ and ‘portability’ components overlap and do not represent discrete categories (Gehrt and Yale, 1993). However, Brown (1990, 1989) further claimed that ‘time-saving’ is not a separate dimension of convenience (p. 16). For example, a person may purchase a product that has ime, place, acquisition or use convenience, regardless of the product itself saving the buyer any time (Brown, 1989). Therefore, Brown suggested that the concept convenience should be clarified as applying to a characteristic of a product/service, rather than considering only the effort spent in using or purchasing a product /service. Brown (1989) and Yale and Venkatesh (1986) used different words for the same components, for example, the ‘avoidance of unpleasantness’ component, deals with the consumer’s ability to get someone else to perform an unpleasant task. Brown’s ‘execution’ dimension would encompass this aspect of convenience while also including a situation when the consumer simply wants to free time or energy by contracting a task to someone else, even if the task is pleasant (Brown, 1990). Brown and McEnally (1992) further argued that Brown’s (1990) proposed ‘execution’ dimension is not a dimension of convenience but represents the consumer’s decision to ‘contract out’ someone or all of the time and energy requirements normally associated with an offering. In some sense, execution represents the ultimate convenience – letting someone else do some or all of something for you. Subsequently, Brown’s (1990) dimensions and Yale and Venkatesh’s (1986) classes can be linked by Berry et al’s (2002) more general dimensions. Specifically, the service convenience proposed by Berry et al underlie the various convenience conceptualisations proposed by prior research explicitly and implicitly (i. e. incorporating time savings, time flexibility, consumer waiting, effort savings, location, ease of transaction, and task allocation). Berry et al (2002) see these as best conceptualised in terms of the specific consumer activities required to purchase or use a service. This multi-dimensional approach of service convenience has been further tested in Seiders et al’s (2007) study of retailing. They conceptualised service convenience within retailing as a second-order, five-dimensional construct, using a 17 item scale. However, some of the items might not be suited for other service contexts. For example, their items used to explore benefit convenience were special designed for merchandise rather than service experience itself. It might also be suggested that the criteria that they developed would not necessarily be applicable to all service settings, especially those consumed at a distance, i. e. using the web or via phone. Methodology The questionnaire was distributed on-site to consumers who attended three different health clubs in Taiwan, by heath club employees. The response rate was 82% (i. e. 443 usable surveys were collected from the 540 questionnaires distributed). The questionnaire was developed in English then translated into Chinese by one person not involved in the research and then back translated by another to confirm item equivalency was achieved as recommended by Brislin (1986) and Mullen (1995). The questionnaire comprised part of a larger study; however, testing the reliability and validity of the five dimensions was an integral part of the broader project. If these 2502 were not reliable and validity was not held then they measures could not be used in future research. This research adapted the scales proposed by Berry et al (2002) related to their five types of convenience decision, access, transaction, benefit, and post-benefit. The data was collected in 2006, prior to Seiders et al’s (2007) work appearing in the literature. Within their work Berry et al (2002) proposed that three items for each of the five constructs, that is,15 items were developed. Seven point Likert scales were used (1 = Strongly Disagree, 7 = Strongly Agree), where respondents were asked about their perceptions of the provider based on existing experiences. The wording of questions was changed to fit the service convenience components for the specific service being examined, i. e. health clubs. To explore the reliability of the constructs we followed Churchill’s (1979) suggestion of examining the reliability of constructs using coefficient alpha. Reliability is ‘the extent to which research findings would be the same if the research was to be repeated at a later date or with a different sample of subjects’ (Veal, 2006, p. 41). As it has been suggested that a minimum value of the item-to-total correlation value should be greater than . 0 (Gliem and Gliem, 2003), the item-to-total-correlation values of the items on each of the measures were reliable at the . 05 level of significance. However, within literature a minimum alpha of . 60 suggested being appropriate (Hair et al, 2006) and this is used as the minimum required reliability level within this paper. To explore construct validity, we examined confirmatory factor analysis using AMOS, where a model of the constructs was assessed using a combination of fit indicators including chi-square analysis (usually considered to be p

Political Career Timeline of US President Barack Obama

Political Career Timeline of US President Barack Obama    Barack Hussein Obama II graduated high school with honors in 1979 and was president of the Harvard Law Review long before he ever decided to enter politics. When he decided he wanted to run for the Illinois Senate in 1996, he ensured his candidacy by successfully challenging the nomination petitions of his four competitors. This marked his entry into federal politics.   Timeline of Barack Obama's Political Career 1988: Obama is a summer associate at the Chicago law firm Sidley Austin.1992: Obama graduates from Harvard and returns to Chicago.1995: In July, Obama - at 34 years of age - publishes his first memoir, Dreams From My Father: A Story of Race and Inheritance. In August, Obama files paperwork to run for incumbent Alice Palmers Illinois Senate seat.1996: In January, Obama has his four competitor petitions invalidated; he emerges as the only candidate. In November, he is elected to the Illinois Senate, which is controlled by Republicans.1999: Obama begins running for Congress.2000: Obama loses his challenge for the congressional seat held by Rep. Bobby Rush.2002: In November, Democrats usurp Republican control of the Illinois Senate.2003-2004: Obama amasses his legislative record and serves as chair of the Health and Human Services Committee.2003: Obama begins running for US Senate; the leading Democratic candidate withdraws in 2004 due to a sex scandal.  David Axelrod [begins having ] camera crews video virtually everything Obama does in public. He uses this footage to create a five-minute online video for the Jan. 16, 2007, announcement that Obama is running for president. 2004: In March, Obama wins the primary with 52% of the vote. In June, his Republican opponent Jack Ryan withdraws due to a sex scandal. He delivers the Democratic National Convention address in July 2004, and in November he is elected to the US Senate with 70% of the vote.2005: Obama files paperwork for his leadership PAC, The Hope Fund, in January. Shortly after his election to the US Senate, he delivered a well-received address arguing faith should have a greater role in public discourse.2006: Obama writes and publishes his book, The Audacity of Hope. In October, he announces he is considering a run for the presidency of the United States.2007: In February, Obama announces his candidacy for US president.  2008: In June, he becomes the Democratic Partys presumptive nominee. In November, he defeats Republican presidential nominee John McCain to become the first African-American president of the United States of America and the 44th president of the country.2009: Obama is inaugurate d in January. In his first 100 days in office, he expands health care insurance for children and provides legal protection for women seeking equal pay. He gets Congress to pass a  $787 billion stimulus bill  to promote short-term economic growth, and he also cuts taxes for working families, small businesses and first-time home buyers. He loosens the ban on embryonic stem cell research and improves relations with Europe, China, Cuba and Venezuela. The president is awarded the  2009 Nobel Peace Prize  for his efforts. 2010: Obama delivers his first State of the Union speech in January. In March, he signs his health care reform plan, known as the Affordable Care Act, into law. Opponents of the act claim that it violates the US Constitution.2011: Obama signs the Budget Control Act to rein in government spending.  He also signs a repeal of the military policy known as Dont Ask, Dont Tell, which prevents openly gay troops from serving in US Armed Forces. In  May, he green lights a covert operation in Pakistan that leads to the killing of al-Qaeda leader  Osama bin Laden  by a team of US Navy SEALs.2012: Obama began running for his second term, and in November, he wins with nearly 5 million more votes than his Republican counterpart.2013: Obama gets a legislative victory with a bipartisan agreement on tax increases and spending cuts, which is a step toward keeping his re-election promise of reducing the federal deficit by raising taxes on the wealthy. In June, his approval ratings tank because of an alleged cover-up of events in Benghazi, Libya; because of allegations that the IRS is targeting conservative political organizations seeking tax-exempt status; and due to revelations about the US National Security Agencys surveillance program. The Obama administration struggles with many domestic and international problems. 2014: Obama orders sanctions on Russia because of its annexation of Crimea. John Boehner sues the president, claiming he has overstepped his executive powers regarding some parts of the Affordable Care Act. Republicans gain  control of the Senate, and now Obama has to contend with the fact that Republicans control both houses of Congress during the final two years of his second term.2015: At his second State of the Union address, he claims that the United States is out of the recession. With Democrats outnumbered, he threatens to use his executive powers to stave off any potential Republican interference in his agenda. Obama has two major Supreme Court victories in this year: The Affordable Care Acts tax subsidies are upheld, and marriage equality becomes reality. Also, Obama and the five world powers reach a historic nuclear deal with Iran. And Obama launches his Clean Power Plan to reduce greenhouse gases and emissions.2016: In his final year in office, Obama tackles gun control but is met with strong opposition from both parties. He delivers his final State of the Union address on January 12, 2016. In March, he becomes the first sitting US president since 1928 to visit Cuba. 2017: Obama delivers his farewell address in January in Chicago. During his last day in office on January 19 - he announces that he will commute the sentences of 330 nonviolent drug offenders. Also in his final days, Obama  presented Vice President Joe Biden with the Presidential Medal of Freedom with Distinction.

Google Launches Cloud Storage Nearline Essay Example | Topics and Well Written Essays - 750 words

Google Launches Cloud Storage Nearline - Essay Example The targets are the users of Google Cloud Platform and those using storage solutions of data’s brand name to perform backups. It is also an alternative to enterprises with in-house storage systems, or store user data using startups with mobile applications. NetApp, Geminare, Iron Mountain and Symantec enterprises, providers of storage systems, have collaborated with Google to incorporate Nearline in their products (Burnett, 2011). The data is saved in multiple locations such that even if one location goes offline the data remains intact for accessibility. Application Programming Interface (API) accesses the stored data using a data communications method known as Representational State Transfer (REST) that is understood by many developers. In the field of business/commerce, customers are able to enjoy the cheaper storage rate at rest of one cent per gigabyte to store infrequently accessed data, and to access the same faster on demand, which is critical in acquiring market intelligence and conducting analysis. A retailer in a bid to push a promotion might also want to pull out historical information. For the enterprises already using other storage and backup companies, migration pains have being eased through the partnership of several companies and Google, streamlining of customers’ moves to Nearline thus enlargement of market portfolio. The business/commerce ecosystem has been expanded, as user dependence on Google’s search engine will exploit home delivery services, advertising, app stores, digital media services and mobile payment platforms. Enterprise initiatives like â€Å"Chrome books for work† and â€Å"Android for Work† are being complemented as Nearline is helping Google to tap int o â€Å"hybrid† cloud while using APIs as hooks to tether businesses to its productivity apps (Jennings, 2009). Google Cloud Storage Nearline will influence positively on the way businesses interact with

Critical Response of Herzl and Pinsker Essay Example | Topics and Well Written Essays - 750 words

Critical Response of Herzl and Pinsker - Essay Example He wanted a Jewish state for the Jews, as if it fell into the very same category. Indeed, the secular approach he championed cleared his ideals of any religious fervor, and left the idea of the Jewish people as something that could only be equated with race and ethnicity. Race also played an important role for Herzl because it defined who the Jews were not. A prime example of this is in the Dreyfus affair, which Herzl does not specifically mention but depends upon because of its historical importance to his audience. Dreyfus was an example of anti-semitism, which Herzl explained was a result of a variety of situations—these being assimilation, success of Jews, and other interactions with Western society. Herzl believed that there was no hope for Jewish assimilation, and this may have contributed to the importance of race in his thinking. Because assimilation was such a problem, race was not just an important factor for Jews, but also was important for non-Jews. The fact that J ews had trouble assimilating into French society, for example, showed that the French race was distinguished from the Jews and thus the religious group was not part of the French racial group. This led to the conclusion that the Jewish people were like a race, separate from European races. Without this establishment of the Jewish people as being racially excluded in Europe, it would be difficult to link the group with Jewish nationalist ideology. After establishing this difference, Herzl could then go on to develop Zionism as a specific nationalistic ideology that exclusively applies to Jews, yet has the same framework as other nationalistic movements that are based off of race and blood. Thus, with no use of religion or language to classify the Jews as a people and a minority, Herzl was left with the concept of race in order to define Jews and bring them together toward a nationalist agenda. In Herzl's writings, the idea of awakening from a sleep as pointed by Anderson in European nationalism is also present in Jewish nationalism. Herzl refers to the history of the Jewish people, and especially stresses that they have a history of weakness which is used a survival strategy. Herzl and Pinsker both discuss the history of the Jewish people, from ancient times to modern times, as one of expulsion and mistreatment. However, these recounts of Jewish history are seen as a point of contrast with what is happening in the modern era, beginning with the hope of Jewish emancipation in Western Europe. The French Revolution, while a great awakening for the Enlightenment movement and for the French people, also showed an example of the Jewish people awakening from not so much a great sleep but a great captivity where they were denied equal status under any governments. Later recognition of their equal status under other states seemed to point to the dawn of a new age. The development of the Jewish state as a solution to the problem of Jewish assimilation and discrimination ushered in a new atmosphere, where Jewish thought suddenly experienced the same sentiment that Anderson mentions. The Jews of Europe underwent an awakening from a deep sleep in their own sense as they began to understand the reason for all their woes and as they began to envision a solution that would bring them out of Europe and into a new land. As Herzl believed that the Jews must be a majority in their own land to finally be emancipated,

English Speaking Proficiency of Ip Student in the University of Mindanao Essay Example for Free

English Speaking Proficiency of Ip Student in the University of Mindanao Essay Research Design This research was designed using qualitative way of gathering information such as opinion, ideas, and knowledge of every respondent. The researchers preferred to use an interview guide for the participant within the campus of the University of Mindanao. The method was design and suited to facilitate the respondents of giving their answer that will be helpful on pushing down the information needed to this study to attain. The goal of their research and answer the question stated in chapter 1. The researchers used this kind of method because it was a fact-finding study with fully sufficient and accurate interpretations of the findings. The researchers also believed that this was the most suitable method to use. Research Subjects In order to accumulate information such as opinion, ideas, and knowledge, the researchers preferred the research subjects of this study are the two (2) respondents coming from the students of the University of Mindanao. There were 2 researchers subjects who were interviewed for this study. Respondents one (1) is a 19 years old coming from the Island City of Samal, singe, and presently pursuing the degree of Education major in English. She is one of the Indigenous Student in the University of Mindanao as one of the privilege scholar in the said institution. She belongs to the Uvo Manuvu tribe. Subject/respondents two (2) is also an Indigenous student in the University of Mindanao, she’s proud to represent her tribe as Ata. She is 20 years-old, taking up Bachelor of Secondary of Education major in English as one of the Government scholar in the said institution. She was crowned as â€Å"Hiyas ng Kadayawan† way back 2010. The two (2) respondents was driven down to the list ing of all courses and year level in the university to prevent biases. For purpose of confidentiality, the names of respondents are kept. Letter for memo CHOCOLATE HEAVEN EMPORIUM MEMORANDUM TO: All Staff FROM: Management T.C. DATE: November 9th, 20 SUBJECT: STAFF CHRISTMAS PARTY Its that time of year again. As you all know, Christmas is our busiest season of the year. Every year it is a struggle for management and supervisors to find the time and energy to organize a staff Christmas party. This year, we have decided to postpone the Christmas party until after our busy season. Party Details * Date: Second or third Saturday in January (T.B.A) * Theme: Beach * Food: Caribbean * Special events: Karaoke and belly dancing We apologize that the celebration will have to wait until the new year, but we guarantee that it will be worth the wait. Anyone interested in volunteering to help out with the event is encouraged to call Lucy, our events coordinator. Lucys cell phone number is 222-3098. Please contact Lucy outside of business hours regarding this matter. Thank you. T.C. Cover Letter for Trainer Peggy Wesson 54 Pinehurst Street, Apt. 4 San Francisco, CA 12345 123-555-1234 [emailprotected] March 30, 20xx Ms. Carol Pilsner Director of Human Resources Do-Right Weavers 250 Bradonton Road South San Francisco, CA 12345 Dear Ms. Pilsner, Thank you for spending time on the phone with me this afternoon. I am definitely enthusiastic about applying for the position of trainer. Im willing to do the required coursework on my own. In two months I can complete: * The Train the Trainer program at UC Berkeley Extension * John Capers Training Certification Is your schedule free for an interview soon? Ill call you to see when we can meet. Again, thank you for encouraging me to take advantage of this career opportunity. Sincerely, Peggy Wesson Enclosure: resume

Womens Rights :: essays research papers fc

When one reads Ibsen’s A Doll’s House Today, he may find it very difficult to imagine how daring it might have seemed at the time it was written. Nora’s actions were almost unheard of at the time the play was written, and were thus rather controversial. For Millennia, women were primarily child-bearers and homemakers, their domestic responsibilities generally prevented them from participating in hunts and waging war. Consequently, they were not allowed to share the rights and responsibilities given to hunters and warriors. Throughout history religion and mythology have regarded women as naturally weaker and therefore inferior to men (209). The ancient Greeks believed that Pandora’s curiosity was the root of all the evils in the world. The Bible tells how Eve led Adam into sin, and was placed under Adam’s authority by God. It was a typical belief that women should be controlled, not only for their own protection, but for that of everyone else. In most traditional societies, women were put at a distinct disadvantage to men. In ancient Rome, women had no rights whatsoever, they were the property of their father until they were married and then they became their husband’s possession. They had no rights to money, land, or even over their own children. Women were educated only in domestic skills, making it impossible for them to gain power, and almost a necessity to marry. Without the knowledge of how to live women had to rely on their husbands’ success or make a living through less morally acceptable means. The rights of women went largely unaltered until 1792 when a woman named Mary Wollstonecraft wrote A Vindication of the Rights of Woman the first major modern feminist work. Sadly, however, her demands for equality and her revolutionary tone, made her work unacceptable at the time. "Men, in general, seem to employ their reason to justify prejudices.† (Wollstonecraft) A more noticeable advance in the equality of women’s rights was the industrial revolution. Lower classed women became wage earners in factories. Although their jobs were lower paying than their male counterparts, and controlled by men, financial independence was a major first step towards equal rights. In 1848 the first women’s rights convention was held. In 1919 Congress approved the 19th amendment, which, as quoted in Funk and Wagnalls New Encyclopedia, provided that â€Å"The right to vote shall not be denied or abridged by the United States or by any State on account of sex.

Report on Usha Martin

ON SALES PROCEDURES & LOGISTICS PREPARED FOR AND PRESENTED TO (WIRE & WIRE ROPE SPECIALITY DIVISION, RANCHI) UNDER THE GUIDANCE OF Mr. ARUN KUMAR DEY (Assistant Manager) (Sales Co-ordination) SUBMITTED BY NIKHIL KIRAN BBA, BIT MESRA, RANCHI. (2008-11) ANKIT KHANDELWAL BBA, BIT MESRA, RANCHI. (2008-11) VIKASH KUMAR DUBEY BBA, BIT MESRA, RANCHI. (2008- 11) DECLARATION CERTIFICATEThis is to certify that the work presented in the project entitled â€Å"SALES PROCEDURES AND LOGISTICS OF USHA MARTIN† in partial fulfillment of the requirement for the award of degree of BACHELOR OF BUSINESS ADMINISTRATION of Birla Institute Of Technology Mesra,Ranchi is an authentic work carried out under my supervision and guidance . To the best knowledge, The content of this project does not form a basis for the award of any previous degree to any one else. (A. R. SRIVASTAV) Dept Of management Birla Institute Of Technology Lalpur Extension Centre Ranchi CERTIFICATE OF APPROVALThe foregoing project e ntitled â€Å"SALES PROCEDURES & LOGISTICS OF USHA MARTIN LTD. † Is hereby approved as a credible study of research topic and has been presented in satisfactory manner to warrant its acceptance as perquisite to the degree for which it has been submitted. It is understood that by this approval, the undersigned do not necessarily endorse any conclusion drawn or opinion expressed therein, but approve the thesis for the purpose for which it is submitted. Intenal Examiner External Examiner Head Of The DepartmentAcknowledgement The satisfaction and euphoria that accompany the successful completion of the work would be incomplete unless I mention the people, as an expression of gratitude, who made it possible and whose constant guidance and encouragement served as a beacon of light and crowned my efforts with success. This report would have been impossible but for the support and guidance that we received from various people at different stages of the project. Our sincere thanks to MR. A. R. SRIVASTAV whose excellent guidance, encouragement and patience has made possible the successful completion of this project.Last but not the least we extend my sincere thanks to the entire team for providing me their time and active co-operation and all who have helped me directly or indirectly in this project. CONTENTS SI. No. | Description| | Industry and Company Profile| | | | a) Vision| | b) A brief History | | c) Other Particulars | | d) Competitors | | The Project Profile| 1| | 2| Sales procedure and System| 3| Sales procedure and form| 4| Quality analysis Testing| 5| Dispatch | | The Project-Background & Methodology| 1| Research Topic| 2| Research Objective| | Research design | 4| Information Requirement| 5| Sampling | 6| Limitations| | Analysis and Recommendation| 1| Logistics | 2| Analysis of process involved in loading cycle | 3| Findings / Suggestions| 4| Analysis of Monthly Dispatch of wire and rope | 5| Findings / Suggestions | 6| Swot Analysis for UML| | Conc lusion| | BIBLIOGRAPHY| | | VISION In our chosen business, we shall retain market leadership in India and shall be globally competitive through customer orientation and excellence in quality, innovation and technology. Looking Back – A Brief History 960 – The Company was incorporated as Usha Martin Black (Wire Ropes) limited having its wire rope plant at Ranchi. The name was changed to Usha Martin Black Ltd. in 1979 and further changed to Usha Martin Industries Ltd. (UMIL) in 1983. 1962 –the production was started and the turnover that year was 996 MT and Rs. 22. 34 lakhs respectively. 1965 – UMIL promoted Usha Ismal Ltd. (UIL) in collaboration with CCL Systems Ltd of UK for the manufacture of fittings and accessories, equipment for pre-stressed concrete system, wire ropes and wire ropes splicing equipment at Ranchi.UIL merged with UMIL in 1990 and became a division of the company 1969-promoted Usha Brecko Ltd. To design, construct and erect Arial ropeway . 1971 – UMIL promoted Usha Alloy Steels Limited (UASL) for the manufacture of billets at Jamshedpur. UASL merged with UMIL in 1988. 1975 – UASL acquired an ongoing rolling mill at Agra. 1975 – UMIL set up its Machinery Division at Bangalore for the manufacture of Wire Drawing and allied machines in technical collaboration with Marshall Richards Barcro Limited (MRB) of UK. 1979 – In order to obtain steady supply of wire rods for its wire rope plant, UASL set up a Wire Rod Rolling Mill at Jamshedpur. 980-Promote Usha Siam steel industry Ltd. in Thailand to manufacturing wire, wire rope , and auto control cables. 1986-Promote Usha Beltrone Ltd. To manufacture Jelly filled. 1987 – UMIL, along with Bihar State Electronics Development Corporation, promoted Usha Beltron Ltd. (UBL) in collaboration with AEG KABEL of Germany for the manufacture of Jelly Filled Telephone Cables. 1993-Promoted Usha Martin Pvt. Ltd. a joint venture, to provide cellular, pagin g and Telecom services. 1994-Setup software division to provide IT solutions for communication application. Setup Usha Martin Europe Ltd. a distribution center at Glasgow, U.K. 1996-Promoted summit Usha Martin Finance Ltd. a joint venture to proved financial services. 1997 – UMIL merged with UBL i. e. 1st October 1997. 1998-Setup Usha Martin amerces inc. , distribution center in Houston. Setup UMLcor, South Africa, a manufacture unit and distribution center in Johannesburg. 2000 – Acquisition of specialty wire rope manufacturing plant in UK â€Å"BruntonShaw†. Commissioning of 25 MW thermal power plants for captive consumption. 2001 – – Commissioning of 2nd SMS to enhance capacity and produce quality specialty steel. 2003 – Usha Beltron Ltd Changed its name to â€Å"Usha Martin Limited (UML).UML created Fine Cord Plasticated coated Fine wires, household wire, Polymer coated wire, Fine Ropes & Bright Bars manufacturing facilities in Tatisilw ai- Ranchi. 2004-The company successful commissioned DRI and WHRB power plant at its steel division in Jamshedpur. 2005-The company signs an MOU with Joh. Pengg for manufacturing of the specialty oil tempered spring steel wire. Commences iron ore mines successfully. Railway siding commenced. 2006-Pursuant to B. T. A. the company acquired the business of Usha construction steel ltd. , Rolling mill at Agra w. e. f. 1st-dec- 2006 as a part of the steel segment. 007- Peng Usha Martin collaborates with Jo-Peng, Austria in 2007 for Special Wire. 2008-. In this year Usha Martin Limited has awarded for excellence in consistent TPM (Total Productive Maintenance) in 2008 by Japan Institute of plant maintenance (JIPM), and CII (Confederation of Indian Industries) 2009- In this year company sets some more plants inside the Tatisilwai wire and wire rope plant and the construction and upgradation is continued, like 20MW power plant is under construction which will increase the monthly production of the unit. A 3000 tn capacity LRPC plant was established in this year at Tatisilwai plant.The company acquired Netherland based distribution and Rigging Company De Ruiter Stackable B. V. Successfull commissioning of wire rope plant at Houston, America. Other Particulars IN USHA MARTIN L. T. D Location Chotanagpur Plateau Plant Area112 Acres Nearest TownRanchi (13 Km) Nearest Railway StationTatisilwai (1 Km) Nearest Airport Ranchi (17 Km) Nearest HighwayN H-33 (8 Km) Nearest PortKolkata (412 km) PowerContracted demand 8000 KVA Source-JSEB Water2400-3200 m3/day SourcesSubernekha River . Competitors for Usha Martin Ltd. GLOBAL COMPETITORS IN INTERNATIONAL MARKETS COMPANYCOUNTRY Kiss wireKoreaBritish RopeU. K. Haggier randSouth Africa FedgerSwitzerland Austria droughtAustria CasarGermany BridonGermany DietzGermany John ShawU. K. RedaelliItaly SFESpain TeufelbergerAustria PfeifferSwitzerland DOMESTIC COMPETITORS IN INDIA South India wireKerela Bombay Wire RopesMaharashtra Bharat Wires Ropes Maharashtra INTRODUCTION ON SALES PROFILE Sales Co-ordination Department occupies a strategic position in USHA MARTIN LTD. It spreads the organization’s effort to supply customer with ever increasing qualitative of product at profitable price. Good products at competitive price are not enough.Company’s success is affected by the dealings and association of the sales Co-ordination department with customer and public, sales Co-ordination department with other department with other department influence the company’s reputation with public. So each and every department is able to maintain a healthy relationship with sales department. QUALITY OBJECTIVES OF SALES CO-ORDINATION DEPARTMENT VISION: QUALITY WORK WITH LOWEST COST SALES PROCEDURE FLOW CHART ENQUIRY: First of all enquiry is made about the product required i. e. whether the company has required product of required size, length, weight, rate, delivery etc.QUOTATION: In Quotation Company gives detail info rmation on certain matter to the customers. The quotation includes: > Product variance > Rate > Lead time > Delivery > Making time PURCHASE ORDER: Purchase order gives the complete of the product demanded by the customer. Purchase order is packed to the Head office of the company. Along with the covering letter, the Purchase order is forwarded to the planning Department of the company and accordingly sales order is prepared. It contains following information: * Name of the customer with address. * Place, the products are to be delivered (consignee). * Reference no. hich is used as order number by the company. * Name of the product. * Size of the product. * Construction of the product. * Coating and core of the product. * Rate/price of the product. * Quantity of the product. * Remark. SALES ORDER: Sales order is prepared in the planning department with the help the existing system (BAAN). It contains entire information as given in the purchase order. Sales order is send to branch off ice, Kolkata marketing, quality assurance, sales co-ordination Department with the help of BAAN. BAAN is an intra organizational network connected with the computer and is automatically updated.SALES ORDER CONTAINS: * Customer address with code. * Order acceptance no. * Customer’s order no. * Quotation. * Order no. * Date. * Branch Name. * Consignee. * Taxes & Duties. * Postal address. * Other expenses. (Insurance, octroi, advance, commission) * Banker. * Payment terms. PRIME STOCK Prime stock is the MIS of finished goods. It is prepared by production department. It provides the clear picture of what products have been produced and their composition and thus it facilitates in analyzing. Prime stock report is sent to sales co-ordination department. It provides the following details: Sales order. * Project & lot. * Length of the product. * Weight of the product * Reel used for packing and its weight. * Type, size & construction of the product. * Coating lay, tensile. * Lubrican t used in the product. * Closing sheet date & status of the product. * Rate and value of the products. * Information regarding party code, consignee & Destination. * Inspection and age of the product. IMPORTANCE: a) Prime stock assists sales co-ordination department to take the decision in b) What ratio dispatch will be made. c) It helps in making the dispatch advice or rough challan no. ) It helps in knowing the detail specification of the products to be dispatched. PRODUCTION PLAN After the sales order has been made, the company plans about the raw materials to be purchased, the raw materials in stock, container requirement, delivery time etc. It contains the following plan: * Monthly production plan. * Quantity wise production plan. * Order wise production plan. * Raw material wise production plan. * Number of Man power needed. * Nos. of Reels, Bobbins required. * Machine planning. PRODUCTION: After production plan the actual production takes place in the production department.Th e following production process is followed: Rod Ironing Pickling Denting Wire Mill (rod is drawn to make wire) ROD WIRE STRAND ROPE WIRE * Galvanized (zinc or lead) * Black Rope: Construction: * 6/36 i. e. it contains 6 strands & one strand contain 36 wires. There are many Other constructions like 1/7, 6/7 , 6/26, 8/36 , 6/ 19 etc. * It may be G/S (Galvanize Steel) , B/S (Black Steel), G/F (Galvanize Fibre coat) etc. Q A Testing: The product produced is send to the QA department and when QA passes it certificate of test is released and then closing stock is ascertained. DISPATCH: For dispatch of goods following planning is done: * Advance dispatch plan * Container requirement. * Container Fumigation (Methyl bromide). * Loading . . . . . . . . LOGISTICS IN USHA MARTIN LIMITED The major elements of market logistics in UML are: * Order Processing * Ware Housing * Inventory * Transportation * Information Monitoring * GPS (Global Positioning System) . The Transportation System Introducti on The transportation system is the physical link connecting a company customers, raw materials suppliers , pants ,warehouses and channel members the fixed point in a logistics supply chain.The fixed points in the logistic system are where some activity temporarily halts the flow of goods in the logistics pipeline. The Role of Transportation In Logistics. Bridge over buyer-seller gap: Conceptually, a company’s logistics supply chain is a series of fixed points where the goods come to rest and transportation links. The transportation link permits good to flow between the various fixed points and bridges the buyer-seller gap. Value added: Transportation is the physical thread connecting the company’s geographically dispersed operation.More specifically, transportation added value to the company by creating time and place utility; the value added is the physical movement of goods to the place desired and at the time desired. Global impact: As supply chain becomes increasi ngly in our global economy, the transportation function is connecting buyers and sellers that may be tens of thousands of miles apart. The Transportation Selection Decision The carrier selection decision is a specialized purchasing process whereby a film purchases the service a carrier to provide the necessary link among logistics facilities.It must also consider the other costs associated with how the transport method’s services affected the facility operation. The transit time, the greater the inventory level the company requires to protect against stock outs until the next shipment arrives. Modal choice: Carrier selection is a twofold process. First the firm selects a transportation mode. The choice includes the basic mode of rail, water, trucks, air, and pipeline. In addition, intermodal transportation, which used two or more modes to provide services over a given traffic lane, is available.The most common forms of intermodal transportation include rail-truck (piggyback), truck – air and rail water. Specific carrier choice: the second step in the decision is to select a specific carrier from within the chosen mode or intermodal form. The specific carrier selection requires the firm to choose the legal carrier type: common, regulated, contract, exempt or private. , . MODE OF LOGOSTICS DEPARTMENTS Intermodal Transportation Intermodal transport services refer to the use of two or more carriers of different modes in the through movement of a shipment. PiggybackPiggyback is a specialized from in which rail and motor transport coordinate. In piggyback, the carrier places the motor carrier trailer on a rail flatcar, which moves the trailer by rail for long distance. A motor carrier combines the long- haul, low-cost advantage of rail with the accessibility of motor. Rail Truck Pipeline Water Air . . . TRANSPORTATION IN USHA MARTIN LIMITED The process adopted in UML for transportation under logistics are :- 1. ) Basic Mode Roadways 2. ) Specific type a) By Truck b) By trailer ) By container Specific Type Trailer Container Truck Mainly for Export 10 Wheeler 6 Wheeler Wheeler Diff. trailer with diff. capacity 30 ton 15 ton Open top Close on Fig- Flow chart of specific type of transportation TRANSPORTATION DEPARTMENT: UML is delivering the outgoing finished goods to the domestic customer through roadways and railways. Roadways cover the maximum delivery to the customers. But for the international customers UML is sending the finished goods through waterways (i. e. shipping). As we know that the water is the one of the cheapest means of transportation.Some times UML is meeting the customer’s need through airways, (the cost is to be paid by customers) when there is a quick delivery needed. Fig. Overall Process of Transportation In Usha Martin Limited (From sales Department) Process involve in Loading Cycle 1. ) Main gate security :- The truck / trailer reports to the main gate. The security officer inspects the vehicle no. , t ransport name, driver’s name and license no. the owner book and in time of the trucks. 2. ) Weigh bridge :- Here trucks are weighted before loading the material and a slip is given to the driver of tare weight. 3. Transporter reports to the sales officer :- The transporter reports to the department after the arrival of trucks inside the factory premises so as to prepare the loading advice. 4. ) Trucks reports to dispatch area :- After reporting to the main gate security and weight- machine the truck reports to the dispatch area to inform the department of its arrival. 5. ) Sales release the loading advice :- Soon after the transport reports, the department releases the loading advice so that the loading process starts. 6. ) Trucks are loaded as per the loading advice :- The dispatch section segregated material as per loading advice memo.The materials are loaded in such a way that the packing does not damaged during loading and in transit. 7. ) Loaded truck reports to weight b ridge :- After loading the trucks again reports to the weight machine. Here again a ship of grand weight and net weight is given to the driver. 8. ) Sales releases the dispatch documents :- The sale department releases the dispatch documents that consist of transporter note or receipt, excise / custom gate pass, packing list, certification of test, road permit that are attached to the invoice before handling over the documents to the transporter 9. ) Main gate security :-The second interactions clears or checks the party name and address, material description, quantity, invoice of the loaded truck and keep record of out time the loaded trucks. Fig. Flow of Transportation within Factory Premises (For Finished Goods) Distribution Network of UML, Ranchi EXPORTS IN INTERNATIONAL MARKETS BY UML Works Usha Martin Limited Ranchi Kolkata PortHaldia Port Mumbai Port Usha Martin, AmericaUsha Martin, Scandinavia Mid East Countries Usha Martin, Europe, UKUMLCOR, Africa To Different Customer Fig . Process of Export rope dispatch used by Usha Martin Limited (By sales Department)ANALYSIS AND INTERPRETATION USHA MARTIN INDUSTRIES assess the logistic function, which help the raw material which is purchased and then it is planned accordingly for the production and when the production is finished good is kept in the stock godown from there it is despatched according to the demand of the customer through the efficient distribution channels to the destination or warehouse accordingly. From Purchase Department:- Purchase department deals with the purchase of raw materials like wire rod and lubricants (from Jamshedpur), chemicals from (Mumbai) like, HCL Borax, etc.Propane gas (from GILO, Zinc lead (from Kolkata. ) In this department relevant information are incorporated in the purchase orders so that product supplied by the sub-contractors, meet desired quality requirements. The product is reviewed and approved by management representative and issued by head of quality system. The re sponsibility of implementing and maintaining the procedural steps of this procedure rests with in charge of purchase department. From planning Department:- Planning Department deals with the allocation of work according to product Planning Department review the purchase order.After receiving it becomes the sales order. It includes all the necessary details regarding product and also the address of the consignee. On the basis of this a W. P. S. (Work Plan Schedule) is prepared Plan horizon of UML is 15 days W. P. S. includes schedule of each and every day. That is from the day despatching of the product. Something advance planning is made for the products, which are always in, demands (for e. g. fishing rope). From production department:- The main manufacturing plants that U. M. I. contains are wire, strand and rope. Its wires and ropes are used for various purposes. For e. . fishing rope, engineering ropes etc. U. M. I. is specialists of L. C. W. R. ropes, which is mainly used, in m ining industries U. M. I. ropes have to go through a tensile strength test before DESPATCHING. Research Topic Before we start our research, it is necessary to have at least some idea of what to do? This is probably the most difficult and yet the most important component of the research project. Without being clear about what we are going to research it is difficult to plan how to research? Therefore formulating and clarifying the research topic is the starting point of any research project.Taking into account the above matter, the research topic is formulated as such: â€Å"SALES PROCEDURES & LOGOSTICS† Research Objective The research may begin with a general focus as a base from which to right a set of research objective. Objective is more generally acceptable as evidence of the researcher’s clear sense of purpose and direction. A research objective requires more rigorous thinking which derives from the use of more formal language. Therefore the broad objective of the study is : * To analyses the dispatch of wire & rope. * Control of loading cycle time. To obtain the required knowledge of the subject. * To study the existing Sales procedures & Logistics of UML. * To find out the related problem in its system and recommend solution as per the findings. * To analyse the working & function of the sales dept. or systems to know how well the manpower is utilized. * To study the distribution network. * To find out the lacunae in the functioning of the logistic department. * To find out whether the present distribution network need some changes. * To study the consumer's behaviour ; to find out which area needs improvement. To suggest corrective measures to tighten the loose threads in the area of study Sub-objective: These would be related to Sales Procedure and Logistics which contains the study of transportation. It would reveal: * Whether the sales procedure and Logistics are properly followed by UML or not. * If not, then where the improvement is required. * Is the existing system sufficient with some modifications and improvement or does it need’s to be changed to do the products well in the market and to increase the sales volume. Altogether the hypothesis / sub-objectives developed are: To analyze the performance of the approved transporter. * To reduce the loading cycle time. * To find out the fluctuation of transportation rates. * To find out the time in documentation while releasing the loaded truck. * To upgrade the existing system concerning flow of material related to the transportation. * To analyze the activity of dispatch section insuring loading and dispatch of correct material so that these are delivered at customer’s end in good condition. Research design: A research design is simply a frame work or plan for a study that guides the collection and analysis of data.It is a blue print that is followed in completing study the main purpose of the study is to maintain flexibility and to discover ideas and insights not previously recognized therefore the study has been conducted in two phases. * Exploratory study * Conclusive study Exploratory study: This research is often conducted because the problem has not been clearly defined as yet. It allows the researcher to familiarize himself with the problem or concept to be studied. It helps to determine the best research design, data collection method and selection of subjects.It has been aimed to study the basic know how about the Usha Martine Ltd. This has been done through making an introductory visit to all the functioning department of the company specially the sales co-ordination department. Conclusive study: This research is meant to provide information that is useful in reaching conclusions or decision making. The research relies on both the secondary data and the primary data. It has been conducted through interacting with various people of sales co-ordination, expertise, interviews, observations, data collection, office reco rd, questionnaires etc.Information Requirement In a broader sense we can say that the two types of data available to a research are Primary data and Secondary data. Primary data are generated when a particular problem at hand is investigated by the researcher employing mail, questionnaire, telephone surveys, personal interview, observation, experiment. The primary data which were required for the research and to get the information, done through the help of survey. The survey thus conducted, applying the various tools, to get the information . These are done though I. Observation.II. Questionnaire. III. Interview. The process by which the trucks are loaded and in accordance the data which were collected, is done through the help of observation, questionnaire, and personal interview let the researcher to know about the loading cycle time, fluctuation in transportation rate, loading and dispatch of correct material, documentation process, transporter view , employee ideas etc. Seconda ry data includes those data which are collected for some earlier research work and are applicable in the study, the researcher has presently undertaken.Secondary data include both quantitative and qualitative data, and they can be used in both exploratory research and conclusive research . There are variety of classification for secondary data. It may be documentary data, survey based data and those compiled from multiple sources. Documentary secondary data include written document of the organization. These records or the document include:- 1. Operating procedure of sales coordination department that are: a) Dispatch of wire. b) Packing of wire. c) Marking of wire. d) Dispatch of rope. e) Packing of rope or reel for Domestic / Export ) Packing of rope in coil for Domestic / Export. g) Calculation of the sub Contractor / Transporter performance rating. h) Approval of transporter. i) Handling storage and disposal of customer returned material. 2. Monthly dispatch figure of finished p roduct. 3. Daily dispatch figure of each product. 4. Organization websites. 5. Reports of committees. 6. Annual reports of the company. 7. Book. 8. Internet. 9. Domestic wise transportation rate per metric ton. 10. Dispatch documents consisting Invoice, Rough challan, Transporter consignment note, Guarantee certificate, Certificate for test, Road permit etc. 1. Placement and dispatch of containers and trucks. Sampling Generally when field studies are undertaken in practical life , consideration of time and cost need to a selection for the researcher and that is selection of few items. Sample Technique The items which are selected is called sample and the process which involves in selecting the sample is called sample technique. In this research, technique which is used for the collection of data is judgmental sampling. Before starting rational judgment is taken and the sample should be the representative of the entire transportation under logistics. Sample SizeThis refers to the no. of items to be selected. It should be neither excessively large nor too small, it should be optimum. The optimum sample is one which fulfills the requirement of efficiency, representatives, reliability and flexibility. The samples which are selected for the information collection are:- a) Monthly dispatch figure of last three years. b) Times taken by each truck for loading and also for the container were in number of five. c) Single truck / container each day for 5 days. d) Destination wise rates of transport for last three years. e) Performance rating of last quarter, ending of financial year 07 .Limitations The primary limitation of the project was the duration of one months that was set to complete the assignment. Lost of data had to be collected and analyzed for collecting the data regarding transportation. Many existing transporter could not interviewed. The secondary limitation was regarding to the secondary data collected from the internal sources of the company about the ap proved transporters, their products, loading cycle etc. because there was huge work pressure on managers as well as on supervisor Self visiting was not allowed by the company for collecting data.The company guide does have less time to spend with us because of busy schedule of sales-coordination department. Chart of time taken by each truck Findings From the entire study on total loading cycle time, it is observed that the total time taken by the trailer (including taking the empty container) and truck exceed the normal time frame. The normal time taken is more than 5 to 6 hrs. this variation ranges from 5 hrs to 22 hrs. There are more areas that have taken in to consideration which create delay in delivery.These are as follows:- * Late dispatch of documents led to late delivery of loaded trucks. The dispatch documents generally release after 4’o clock in the second half of the day and therefore even the trucks are fully loaded it waits for the document to get, before living the factory. * As per late preparation of’ certificate of test ‘by Quality assurance department the entire documentation process moves slow ; make delay. * The sample size taken to calculate the total loading cycle time of fine trucks / container shows that not a single vehicle is loaded , within a time period of five to six hrs. Delay in arrival or in time placement of trucks or trailers. * The way which involves the loading cycle is so complicated that even the transporter wants to arrive quickly, it takes enough time. * The trucks generally wait in queues because the trucks which have arrived earlier are there for loading the material / goods at loading point. * As soon as the truck reports to the factory the two way process starts, the one by the transporter and the other by truck driver. Transporter reports to the sales office and the truck to security then weigh bridge and so on. UML uses only a single mode of transportation and that is the road ways. * Trucks are loaded as per loading advice memo. Time varies in loading different types of material. For domestic supply the loading of material takes less time but for the export it takes enough time. Time also varies in loading the material which generally are product wise, size wise, and order wise. * On few occasion printing and painting of reels is done after placement of lorry. The loading cycle time in the whole process is greater and it is a lengthy procedure this time needs to be reduced.Suggestion / Recommendation While undergoing the study various flaws regarding documentation process, loading point, dispatch area, transportation was observed. During this period of our study various pit falls and problems in existing system we found ,so to provide UML a better future various options has been chalked out . * As per our analysis loading cycle time can be reduced by on-line system entry. As the truck reports the truck no. , transporter name etc. must be entered into the system by the sec urity officer. The information provided is uploaded by sales dept.The sales dept. then makes the loading advice memo entry in system accordingly and the dispatch dept. generates this loading memo and starts further process. * There should be a foolproof system of controlling, approving the placement of vehicles by logistics section to work under a committee comprising of 2/3 persons with empowerment to take decision. * Road permit, certificate of test ; other papers concerned with transportation should be arranged well in advance so as to avoid any type of delay in dispatching which might also avoid any type of delay in delivery. Painting ; printing of the reels should be done well in advance before the placement of lorry. Also material should be traced well in advance. * There should be some substitute for the weigh bridge in charge in case if he goes for lunch ; other miscellaneous activities. * There should be a provision to develop more loading points at each dispatch sections o f wire ; ropes , so as the trucks should not wait much to come to its turn for loading. Product wise, size wise, order wise, time varies for loading of different material , therefore there should be more loading point to tackle or overcome such difficulties. There should be a change in layout of loading cycle which creates some problem for heavy vehicle to weigh. This arrangement should be made easy and straight so that the process involved take less time. For example the weigh bridge should be placed near gate no. 3 which surely reduces the time in this period i. e. loading cycle period. * This entire process reduces the loading cycle time upto great extend and the work can be done effectively ; efficiently. Analysis of Monthly Despatch of Wire ; Rope 2007-10 (Quantity in MT) Month| 2009-10| 2008-09| 2007-08|April| 8150| 7750| 7533| May| 9369| 11295| 8279| June| 11399| 10686| 11960| July| 10474| 10679| 9342| Aug| 11614| 11547| 8667| Sep| 12955| 11827| 12326| Oct| 10148| 9818| 7595| Nov| 11197| 10889| 9070| Dec| 13721| 9266| 12366| Jan| 11189| 7467| 9026| Feb| 11133| 9070| 8380| Mar| 15643| 12019| 13344| Total| 136986| 122313| 117888| Monthly despatch figure from 2007-08 to 2009–10 Sale in Domestic Market for Year 2009-10 Month| Quantity(In MT)| April| 5870| May| 5988| June| 7157| July| 6948| August| 7240| September| 7698| October| 7224| November| 7369|December| 9533| January| 7814| February| 8083| March| 11451| Total| 92375 | Sales in Domestic market 2009-10 Sale in Domestic Market for Year 2009-10 Month| Quantity(In MT)| April| 5870| May| 5988| June| 7157| July| 6948| August| 7240| September| 7698| October| 7224| November| 7369| December| 9533| January| 7814| February| 8083| March| 11451| Total| 92375 | Sales in Domestic market 2009-10 Sale in Export Market for Year 2009-10 Month| Quantity(In MT)| April| 2280| May| 3380| June| 4241| July| 3525| August| 4374| September| 5257| October| 2924|November| 3827| December| 4187| January| 3374| February| 3050| March| 4192| Total| 44611| Sales in Export market 2009-10 SALES PERFORMANCE IN THE YEAR 2009-10 Fig. Sales Performance in the financial year 2009-10 Fig. Sales Performance in the financial year 2009-10 (in MT) SWOT ANALYSIS OF USHA MARTIN LIMITED STRENGTH: * Usha Martin Limited has a good brand image. * Usha Martin Limited produces good quality product. * Usha Martin Limited is one of the few producers in the world and in India as well which produces few specialty products like wire and wire rope. Usha Martin Limited has a good financial position. * Usha Martin Limited has a wide range of product. * It has big customer like Coal India, SAIL, TISCO, HEC, ONGC, ACC, CCL, BHEL, L;T etc. * Usha Martin Limited has a strong export market. * Usha Martin Limited has implemented TPM (Total Productive Management) and ERP (Enterprise Resource Planning) in 2000-01 with the objective of increasing productivity, raising quality, and reducing costs. * In the Wire Rope division, the company entered Australia and South East Asia * The company acquired Brunt Shaw Ltd. a leading U. K. Wire Rope manufacturer, to source logically – advanced Ropes and access European Market. * Usha Martin Limited has a sound workforce infrastructure. * It has sound commercially viable infrastructure. * Usha Martin Limited has a prompt good Management Information System. * Usha Martin Limited performs many welfare activities for their employee by providing them medical facilities, bus facilities, and other welfare like canteen facility, vehicle advance and medical advance. * Usha Martin Limited has the second position in the world in producing specialty products. Usha Martin Limited has got a good market share of its product range in domestic market. WEAKNESS: * Usha Martin Limited. Products are available at higher price. * It has lack of warehouse and distribution centres. * Its machines and tools have become old and obsolete. * Lack of morale has been seen among the employee of the UML. OPP ORTUNITY: * It can increase its sales by reducing the cost, so that it can sell its product at lesser price. * It can upgrade its position if it makes alliances or merges with small rivals, which are doing well at different zones of the country. Usha Martin Limited can increase its profit if it gives more emphasis on direct marketing with the customer. * Usha Martin Limited should look for areas, where there is no supplies at all * Usha Martin Limited should market its products and services on a broader horizon. * Usha Martin Lmited should forge into those product ranges, which is feasible for its diversification. * Usha Martin Limited should seek for new market globally, where things are favourable for it. THREATS: * Small rivals are emerging at different parts of the country. *Low prices of the rival's product are a great threat for the Usha Martin Limited * Timely deliveries of the product by the competitors are putting more threat to the Usha Martin Limited. * Government always changes its policies & it brings a great threat to this organization. * Due to excess bundhs and chakka jams organised by the political parties and naxlites it is a big threats for this organisation. * Bad roadways of Jharkhand state results in late delivery of raw material and finished product and availability of raw materials at the right time. CONCLUSIONEvery organization stands on some pillars. These pillars are Finance, Marketing, operations and Human resources. To maintain the current position in the respective industry the organization has to be competent in all these areas. In case of UML, it is currently leader in the domestic market and no. two position in global market of wire rope industry. To maintain its current position at all the front as discussed above. After studying the sales procedure and systems of UML, it has been found that certain procedures are lengthy which can be reduced for effective functioning of the organization.And certain Jobs need to be off-loaded so that the manpower is utilized efficiently. It helps in coordination and functioning of the organization effectively, thus enhancing the productivity & profitability of the company. (1) Web sites concerned ———–(a). www. ushamartin. com (b). www. wirerope . com (c). www. google. com (2). Company Journal ———– (a)Annual report of UML (b)Office document (c) Usha News (3). Books Research Methods for Business Student —— Philip kotler