Atlas Copco

APROJECT REPORT

ON“A MARKET SURVEY OF ATLAS COPCO’S AIR

COMPRESSOR.”

FOR

IN KUTCH REGION

In

Partial fulfillment of the requirements for

the summer training in the post graduate

diploma in management programme

2007-2009

By

ANKIT D SHAH (07001)

DEEPAK P GADHAVI (07014)

T OLANI I NSTITUTE OF M ANAGEMENT S TUDIES

ADIPUR,KUTCH

http://www.ehtma.org/ehtma/images/atlascopco.gif

T OLANI I NSTITUTE O F M ANAGEMENT S TUDIES

2

Declaration

We he reby dec l a r ed t ha t t h i s p ro j ec t en t i t l ed “A marke t survey

o f At la s Copco’ s a i r compres sor in Kutch reg ion .” i s ou r

o r i g ina l work and t he i n fo rma t ion co l l e c t ed i s f a c tua l and

au then t i c t o be s t o f ou r knowledge and be l i e f .

Th i s p ro j ec t ha s been submi t t ed on ly fo r t he pu rpose o f

P .G .D .B .M. award f rom To lan i I n s t i t u t e o f Managemen t S tud i e s ,

Ad ipu r .

Mr . Ank i t .D . Shah ( 07001 )

Mr . Deepak .P . Gadhav i ( 07014)

Da te : 21 /07 /2008


3


4

ACKNOWLEDGEMENT

Fi r s t and fo r emos t , we a r e t hank fu l t o GOD fo r g iv ing u s t he

ab i l i t y and i n sp i r a t i on fo r t ak ing up t h i s p ro j ec t t a sk w i th

s i nce r i t y and ded i ca t i on . We wi sh t o exp re s s ou r fu l l app rec i a t i on

t o a l l t hose who have con t r i bu t ed t o t he fu l f i l lmen t o f t h i s

p ro j ec t .

A spec i a l word o f t hanks t o Mr . Abh i j i t , A rea s a l e s Manage r o f

A t l a s Copco , and Mr . N i r a j Nankan i , au tho r i z ed dea l e r o f A t l a s

Copco - Gandh idham fo r t r u s t i ng ou r ab i l i t y and g iv ing u s t h i s

oppo r tun i t y t o show ou r po t en t i a l . We a r e hea r t i l y t hank fu l t o Mr .

Nadeem and t he who le s t a f f o f Che t ak Eng inee r s f o r t he i r co -

ope ra t i on i n a l l t he ways .

We wou ld a l so l i ke t o exp re s s ou r deep s ense o f g r a t i t ude t o P ro f .

Sand ip T rada , S r . Facu l t y - T IMS and P ro f . P . S . Gangu ly S r .

Facu l t y - T IMS who we re ou r sou rce o f i n sp i r a t i on and gu ided u s

a l l a l ong t he way .

F ina l l y , we wou ld a l so l i ke t o t hank a l l t he i ndus t ry peop l e fo r

ex t end ing t he i r suppo r t , co -ope ra t i on , and t he i r va luab l e t ime t o

ge t t he de s i r ed i n fo rma t ion r ega rd ing t he p ro j ec t .


5

INDEX

Sr. No. Topics Page No.

1. PREFACE 7

2. EXECUTIVE SUMMARY 8

3. RESEARCH OBJECTICE 9

4. RESEARCH METHODOLOGY 10

a ) Resea rch de s ign 10

b) Da t a Co l l e c t i on 10

c ) F i e ld work 11

d) Ana lys i s 11

5. INTRODUCTION 12

a ) Co rpo ra t e h i s t o ry 13

b ) V i s ion 17

c ) Mi s s ion 18

d) Core va lue s 18

e ) SWOT ana ly s i s 20

6QUESTIONNAIRE ANALYSIS AND

INTERPRETATION22

7 PRODUCT OFFERING 40

8 COMPITITORS 43

9 LIMITATIONS OF STUDY 45

10 ANNEXURE 46

a ) L i s t o f v i s i t ed compan i e s 46

b ) Ques t i onna i r e 51

11 BIBLIOGRAPHY 54


6

Preface

The ma in a im o f p r ac t i c a l t r a i n ing i n PGDBM i s t ha t t he s t uden t

comes t o know abou t t he r e a l work ing o f an i ndus t r i a l un i t . The

book i sh knowledge t ha t t hey acqu i r e i n t he i n s t i t u t e i s u se fu l bu t

t he r e a l i t y i s qu i t e d i f f e r en t . When compared w i th bus ine s s

o rgan i za t i on t he p r ac t i c a l t r a i n ing o f t he bus ine s s un i t makes t he

s t uden t more c lo se t o t he managemen t i n p r ac t i c e

We have unde r t aken t h i s p ro j ec t t o know the po t en t i a l and b r and

p r e f e r ence w i th r e spec t t o t he a i r compre s so r .

We have unde r t aken t h i s p ro j ec t f o r t he pa r t i a l f u l f i l lmen t o f

summer t r a i n ing i n PGDBM prog ram

EXECUTIVE SUMMARY


7

The ob j ec t i ve s o f t h i s p ro j ec t we re t o know the po t en t i a l o f t he

a i r compre s so r s i n Ku tch r eg ion . Our t a rge t was t o v i s i t a l l t he

i ndus t r i e s l oca t ed i n Ku tch r eg ion . I n ou r s t udy , we found t ha t

po t en t i a l o f a i r compre s so r s ma rke t i n Ku tch r eg ion i s ve ry

p romi s ing . Ea r l i e r t he ma rke t o f a i r compre s so r s i n Ku tch r eg ion

was no t so ausp i c ious because o f t he l a ck o f i ndus t r i e s i n t h i s

r eg ion .

Now the s cena r io ha s changed and t he demand o f a i r compre s so r s

ha s i nc r ea sed d r ama t i c a l l y because t he t ax ho l i day g iven by t he

gove rnmen t a f t e r t he e a r t h quake i n Ku tch wh ich encou raged t he

i ndus t r i e s t o expand t he i r bus ine s s and exp lo i t t he r e sou rce s and

t ake fu l l advan t ages o f geog raph i ca l l oca t i on . I nd i a ha s paced up

w i th t he g rowing manufac tu r i ng s ec to r o f coun t ry .

Acco rd ing t o ou r su rvey , compan i e s l i ke Inge r so l l Rand and A t l a s

Copco have domina t ed t he a i r compre s so r ma rke t . I n r e cen t t imes ,

o the r compan i e s l i ke E lg i , C .P (Ch i cago pneuma t i c ) , K i r l o ska r

have a l so pene t r a t ed i n t h i s s egmen t .

We have a l so found t he key f ac to r s o f b r and p r e f e r ence o f a i r

compre s so r s , wh i ch we re :

Pr i ce

Power consumpt ion

Main t enance i n t e rva l

Af te r s a l e s e rv i ce .

Discoun t s on bu lk pu rchas ing and s chemes .

Loya l t y t owards company o r dea l e r .

RESEARCH OBJECTIVE


8

The f i r s t s t ep i n consumer r e sea r ch p roce s s i s t o de f i ne ca r e fu l l y

t he ob j ec t i ve s o f t he s t udy . A ca r e fu l l y t hough t -ou t s t a t emen t o f

ob j ec t i ve s he lp t o de f i ne t he t ype and l eve l o f i n fo rma t ion

needed .

Primary Object ive:-

To know the marke t po t en t i a l o f a i r compre s so r s i n t he

r eg ion o f Ku tch .

To gene ra t e l e ad fo r t he dea l e r o f a t l a s copco i n

Gandh idham.

Secondary object ives: -

To c l a s s i fy t he cus tomer s a cco rd ing t o t he t ype o f

compre s so r .

To know the p r e f e r r ed b r and o f cus tomer s .

To s tudy p r e f e r ences o f t he cus tomer wh i l e buy ing t he

compre s so r .

To f i nd ou t whe the r cus tomer s a r e awa re abou t VSD concep t

o f a t l a s copco .

To s tudy , whe the r t he cus tomer s a r e s a t i s fy w i th t he a f t e r

s a l e s e rv i ce o f t he company o r no t .

RESEARCH METHODOLOGY


9

Marke t i ng Resea rch i s t he sy s t ema t i c de s ign , co l l e c t i on , ana ly s i s

and r epo r t i ng o f da t a and f i nd ings r e l evan t t o a spec i f i c

ma rke t i ng s i t ua t i on f ac ing t he company .

a. Research Design:

Bus ine s s Resea rch p roduces i n fo rma t ion t o r educe unce r t a i n ty . I t

he lp s focus dec i s i on -mak ing . Resea rch Des ign i s t he mas t e r p l an

o f spec i fy ing t he me thods and p rocedu re s fo r co l l e c t i ng and

ana lyz ing needed i n fo rma t ion . The s t udy was abou t t o know the

marke t po t en t i a l o f ATLAS COPCO in KUTCH. Th i s p ro j ec t i s an

exp lo ra to ry s t udy . Exp lo ra to ry Resea rch i s an i n i t i a l r e s ea r ch

conduc t ed t o c l a r i f y and de f i ne t he na tu r e o f a p rob l em.

b. Data col lect ion:

Mos t o f t he i n fo rma t ion ha s been t aken f rom p r ima ry da t a , wh i l e

some seconda ry da t a a l so was u sed . P r ima ry da t a a r e da t a

ga the red fo r a spec i f i c pu rpose o r f o r a spec i f i c r e sea r ch p ro j ec t .

Seconda ry da t a we re co l l e c t ed fo r ano the r pu rpose and a l r e ady

ex i s t s somewhere .

P r ima ry da t a we re co l l e c t ed w i th t he he lp o f ques t i onna i r e . A

ques t i onna i r e cons i s t a s e t o f ques t i ons p r e sen t ed t o r e sponden t s

f o r t he i r an swer s . Because o f i t s f l ex ib i l i t y , t he ques t i onna i r e i s

by f a r t he mos t common in s t rumen t u sed t o co l l e c t p r ima ry da t a .

Ques t i onna i r e s we re f i l l ed w i th pe r sona l i n t e rv i ew .

c . F ie ld work:


10

We have v i s i t ed 152 compan i e s i n Ku tch fo r t he f i e l dwork .

Dur ing t he f i e l dwork , we we re unde r t he gu idance o f p ro fe s so r s

a s we l l a s co rpo ra t e peop l e . No i n t e rmed i a r i e s we re u sed t o f i l l

t he ques t i onna i r e s .

d. Analys is :

To ana ly se s t he ques t i onna i r e S imp le Tabu l a t i on , F r equency

Tab l e and Pe rcen t age ha s been u sed . S imp le Tabu l a t i on i s a coun t

o f t he number o f r e sponse s t o a ques t i on and p l acemen t o f t hem i s

a f r equency d i s t r i bu t i on . F r equency t ab l e i s a s amp le t abu l a t i on

t ha t i nd i ca t e s f r equency wh ich r e sponden t s g ive a pa r t i cu l a r

answer . Pe r cen t age i s a pa r t o f who l e exp re s sed i n hund reds .


11

INTRODUCTION


12

a. Corporate History:

Februa ry 21 , 1873 – Company s t a r t ed a s AB At la s by

Edua rd F rancke l who was f i nanced by A . O .

Wa l l enbe rg and o the r s .

1873 – AB At l a s a cqu i r ed Ekenbe rgs Sone r , a r a i lway

ca r make r .

1890 – AB At l a s unde rwen t l i qu ida t i on a f t e r su f f e r i ng

heav i l y f i nanc i a l l y due t o compe t i t i on f rom sma l l e r

n ib l e compan i e s . A .O . Wa l l enbe rg , h i s son and t he

bank Ensk i l da Banken he lped i n r e s t ruc tu r i ng i t .

1898 – AB At l a s a cqu i r ed t he r i gh t s f o r Sweden t o

manufac tu r e Rudo l f D ie se l ' s eng ine unde r a subs id i a ry

company AB Die se l s Motorer

1901 – The f i r s t pneumat i c t oo l was o f f i c i a l l y added

t o t he p roduc t i on l i ne – a pneuma t i c r i ve t i ng hammer

wh ich was o r i g ina l l y de s igned fo r t he i r own

workshops .

1905 – The f i r s t po r t ab l e compre s so r was

manufac tu r ed* 1911 – AB At l a s comple t ed a move

away f rom r a i lway ca r manufac tu r i ng t o more

advanced p roduc t s : ( compre s so r s and mach ine s d r i ven

by compre s so r s ) whe re compe t i t i on was l e s s .


13

http://en.wikipedia.org/wiki/Gas_compressor

http://en.wikipedia.org/wiki/Riveting

http://en.wikipedia.org/wiki/Pneumatic

http://en.wikipedia.org/wiki/Subsidiary

http://en.wikipedia.org/wiki/Diesel_engine

http://en.wikipedia.org/wiki/Rudolf_Diesel

http://en.wikipedia.org/w/index.php?title=Enskilda_Banken&action=edit&redlink=1

http://en.wikipedia.org/w/index.php?title=Nible&action=edit&redlink=1

http://en.wikipedia.org/wiki/Liquidation

http://en.wikipedia.org/wiki/Railway_car

http://en.wikipedia.org/wiki/Railway_car

http://en.wikipedia.org/w/index.php?title=Ekenbergs_Soner&action=edit&redlink=1

http://en.wikipedia.org/wiki/Aktiebolag

http://en.wikipedia.org/w/index.php?title=A._O._Wallenberg&action=edit&redlink=1

http://en.wikipedia.org/w/index.php?title=A._O._Wallenberg&action=edit&redlink=1

http://en.wikipedia.org/w/index.php?title=Eduard_Franckel&action=edit&redlink=1

http://en.wikipedia.org/wiki/1873

http://en.wikipedia.org/wiki/February_21

1917 – AB At l a s conso l i da t ed t he company unde r t he

name AB At la s D ie se l and cea sed p roduc t i on o f s t e am

eng ine s .

1920 – AB At l a s D ie se l compre s so r bus ine s s was hu r t

a f t e r d i s t r i bu t i on co l l apsed due t o Wor ld War I and

demand d ropped due t o s eve re dep re s s ion . Th i s f o r ced

t he company t o emphas i ze t he d i e se l eng ine bus ine s s .

1924 – AB At l a s D ie se l r e l oca t ed t o S i ck l a , Nacka and

so ld some a s se t s t o improve l i qu id i t y .

1948 – AB At l a s D ie se l so ld ou t i t s d i e se l bus ine s s

a f t e r i t t u rned ou t no t t o be a s p ro f i t ab l e a s a i r

compre s so r s , de sp i t e t he company pu t t i ng l o t s o f

e f fo r t i n i t . Polar At la s , a Swed i sh b r and o f ma r ine

d i e se l eng ine s t a r t ed i n 1903 , me rged i n to A t l a s

Copco .

1956 – AB At l a s D ie se l changed i t s name t o At las

Copco , i t s cu r r en t name . The word copco i s an

ac ronym o f t he Be lg i an equ iva l en t o f Compagn ie

P neuma t ique Commerc i a l e . A t l a s Copco t hen acqu i r ed

Arp i c Eng inee r i ng NV .

1968 – The AB At l a s Copco g roup was d iv ided i n to

t h r ee p roduc t i on compan i e s – At las Copco Min ing &

Cons truc t ion Techn iques (MCT) , At las Copco

A irpower and At las Copco Too l s .


14

http://en.wikipedia.org/w/index.php?title=Arpic_Engineering_NV&action=edit&redlink=1

http://en.wikipedia.org/wiki/Belgian

http://en.wikipedia.org/wiki/Air

http://en.wikipedia.org/w/index.php?title=Sickla%2C_Nacka&action=edit&redlink=1

http://en.wikipedia.org/wiki/Depression_(economics)

http://en.wikipedia.org/wiki/World_War_I

http://en.wikipedia.org/wiki/Steam_engine

http://en.wikipedia.org/wiki/Steam_engine

1972 – A t l a s Copco MCT in t roduce t he i r f i r s t a l l

hyd rau l i c t ophammer rockd r i l l COP1038 .

1975 – AB At l a s Copco bough t a ma jo r i t y o f Be rema –

known fo r l i gh twe igh t pe t ro l d r i ven rock d r i l l s and

b r eake r s – a complemen t t o t he i r Cobra d r i l l .

1976 – Sma l l compre s so r s f o r t he se d r i l l s we re added ,

t h rough t he acqu i s i t i on o f Maugu i è r e a F r ench

company .

2005 – A t l a s Copco l aunches a r evo lu t i ona ry concep t

f o r mob i l e compre s so r . Wi th an u l t r a r e s i s t an t c anopy ,

t he Ha rdHa t g ive a new f ace t o mob i l e compre s so r s i n

t he s t r e e t . [ 1 ]

2007 – A t l a s Copco F l ags Of f t he f i r s t B l a s t Ho le

Dr i l l IDM30 manufac tu r ed f rom i t s h igh t e ch ADS

f ac i l i t y a t Nash ik f ac to ry - June 28 th .

A t la s Copco i s a Swed i sh i ndus t r i a l company t ha t

was founded i n 1873 . I t manufac tu r e s i ndus t r i a l t oo l i ng and

equ ipmen t .

The A t l a s Copco Group i s a g loba l i ndus t r i a l g roup o f compan i e s

headqua r t e r ed i n S tockho lm , Sweden . Revenues fo r 2007 t o t a l ed

BSEK 63 . The Group emp loys more t han 33 ,000 peop l e . The A t l a s

Copco Group manufac tu r e s p roduc t s on 68 p roduc t i on s i t e s i n 20

coun t r i e s .


15


http://en.wikipedia.org/wiki/Sweden

http://www.atlascopco.com/hardhat

http://en.wikipedia.org/wiki/France

http://en.wikipedia.org/w/index.php?title=Maugui%C3%A8re&action=edit&redlink=1

http://en.wikipedia.org/wiki/Petrol

http://en.wikipedia.org/w/index.php?title=Berema&action=edit&redlink=1

A t l a s Copco compan i e s deve lop and manufac tu r e i ndus t r i a l t oo l s ,

compre s sed a i r equ ipmen t , cons t ruc t i on and min ing equ ipmen t ,

a s s emb ly sy s t ems , and o f f e r r e l a t ed s e rv i ce and equ ipmen t r en t a l .

The p roduc t s a r e so ld and r en t ed unde r d i f f e r en t b r ands t h rough

wor ldwide s a l e s and s e rv i ce ne twork r each ing 150 coun t r i e s , ha l f

o f wh ich a r e s e rved by who l ly o r pa r t l y owned s a l e s compan i e s .

I n t he o the r coun t r i e s , t he p roduc t s a r e ma rke t ed t h rough

d i s t r i bu to r s and s e rv i ce ne tworks . The Group ope ra t e s t h rough a

number o f d iv i s i ons w i th in fou r bus ine s s a r ea s ; Compressor

Techn ique , Cons truc t ion and Min ing Techn ique , and Indus tr ia l

Techn ique .

In c l o se coope ra t i on w i th cus tomer s and bus ine s s pa r t ne r s , and

w i th more t han 130 yea r s o f expe r i ence , A t l a s Copco i nnova t e s

fo r supe r io r p roduc t i v i t y .

The p roduc t s and s e rv i ce s r ange f rom compres sed a i r and ga s

equ ipmen t , gene ra to r s , cons t ruc t i on and min ing equ ipmen t ,

i ndus t r i a l t oo l s and a s semb ly sy s t ems t o r e l a t ed a f t e rmarke t

and r en t a l .

A t l a s Copco ' s cu s tomer s a r e l oca t ed a lmos t eve rywhe re on t he

g lobe . To t hem, A t l a s Copco i s a l oca l company ; a t t he s ame t ime ,

t he A t l a s Copco Group i s a g loba l en t e rp r i s e w i th wor ldwide

r e sou rce s .

The Group ha s 68 p roduc t i on f ac i l i t i e s i n abou t 20 coun t r i e s .

Manufac tu r i ng i s ma in ly concen t r a t ed i n Be lg ium, Sweden ,

t he Un i t ed S t a t e s , I nd i a , Ge rmany , F rance , and Ch ina .


16

b. Vis ion:

A t l a s Copco ' s v i s i on i s t o be a l e ade r i n e ach o f i t s bus ine s se s .

Th i s means t ha t t he Group mus t be f i r s t i n m ind o f i t s cu s tomer s ,

bu t a l so t o be t he i r f i r s t cho i ce - t o g ive t he be s t va lue .

The v i s i on sha l l be ach i eved through three ma in s t ra teg i e s :

Deve lopmen t t h rough con t i nuous improvemen t o f ex i s t i ng

ope ra t i ons and p roduc t s a s we l l a s i nnova t i ve bus ine s s concep t s

and new t echno log i e s , among o the r a r ea s s a f egua rd deve lopmen t

o f t he Group .

Mos t d iv i s i ons a r e p roduc t -d r i ven i n o rde r t o g ive each

p roduc t t he be s t chance i n t he ma rke t t o s a t i s fy cus tomer needs .

Each d iv i s i on i s spec i a l i z ed w i th in a spec i f i c p roduc t a r ea and

ha s t o t a l r e spons ib i l i t y fo r p roduc t deve lopmen t , manufac tu r i ng ,

and s a l e s and s e rv i ce ope ra t i ons .

G rowth i n o rde r t o s ecu re l ong - t e rm p ro f i t ab i l i t y i s a t op

p r i o r i t y . Th i s sha l l be a ch i eved t h rough t h r ee ma in d i r ec t i ons .

F i r s t l y , o rgan i c g rowth by b r i ng ing new p roduc t s - deve loped

f rom co re t e chno log i e s - and new app l i c a t i ons t o new marke t s .

Second ly , s t r eng then ing t he p r e sence i n As i an marke t s . F ina l l y

i nc r ea s ing r evenues r e l a t ed t o "u se o f p roduc t s " , such a s

ma in t enance , spa r e pa r t s and acce s so r i e s a s we l l a s equ ipmen t

r en t a l .


17

Ope ra t i ons , wh ich a r e spec i a l i z ed i n s e rv i ce s r e l a t ed t o "u se

o f p roduc t s " , a r e bo th p roduc t and cus tomer -d r i ven . Th i s means

t ha t t he r ange o f p roduc t s o f f e r ed cou ld a l so i nc lude p roduc t s ,

wh i ch a r e no t manufac tu r ed by A t l a s Copco .

The mu l t i - b r and s t r a t egy a l so p l ays a s i gn i f i c an t r o l e fo r t he

Group . P roduc t s a r e d i f f e r en t i a t ed and a r e ma rke t ed v i a va r i ous

b r ands t h rough d i f f e r en t d i s t r i bu t i on channe l s i n o rde r t o be t t e r

s a t i s fy spec i f i c cus tomer needs .

c . Miss ion:

At l a s Copco ’ s goa l i s t o de s ign , manufac tu r e , s e l l and o f f e r

s e rv i ce s t ha t have t he be s t pe r fo rmance and l owes t ove ra l l co s t i n

t he i ndus t ry du r ing t he l i f e cyc l e o f t he p roduc t .

d . Core Values :

Our va lue s exp re s s wha t t he A t l a s Copco Group s t ands fo r , wha t

we t h ink i t t ake s t o be ab l e t o s e rve ou r cus tomer s e f f ec t i ve ly .

Our va lue s a r e gu ide l i ne s fo r how to mee t t he needs o f ou r t a rge t

g roups .

These va lue s w i l l he lp u s t o a c t cons i s t en t l y - t o p ro j ec t a

common p i c tu r e o f A t l a s Copco , a t eve ry l eve l , be i t i n a s a l e s

mee t i ng , a t e chn i ca l consu l t a t i on o r a p roduc t b rochu re .

Th i s cons i s t ency w i l l g ive t he cus tomer t he nece s sa ry con f idence

t o pu r sue a r e l a t i onsh ip w i th A t l a s Copco , and i nc r ea se ou r

chances o f bu i l d ing and ma in t a in ing l a s t i ng r e l a t i ons .


18

Interact ive

A s ign i f i c an t a t t r i bu t e o f A t l a s Copco i s ou r ab i l i t y t o l i s t en

t o and unde r s t and t he d ive r se needs o f ou r cus tomer s ,

emp loyees and o the r t a rge t g roups , coup l ed w i th ou r

c apac i t y t o c r ea t e new and be t t e r so lu t i ons ba sed on wha t

we l e a rn f rom tha t i n t e r ac t i ve p roce s s . Th i s app roach

r equ i r e s knowledge , p r e sence , f l ex ib i l i t y and i nvo lvemen t

i n t he i r p roce s se s . I t means mak ing cus tomer r e l a t i ons and

s e rv i ce s a p r i o r i t y . And fo r u s , i t a l so en t a i l s t ak ing

r e spons ib i l i t y fo r t he env i ronmen t .

Committed

We a re fu l l y commi t t ed t o ou r cus tomer s ' bus ine s s and

t o t a l l y engaged i n e ach and eve ry p ro j ec t we unde r t ake

t oge the r . Whe the r we a r e en t e r i ng a new geog raph i ca l

ma rke t o r a new segmen t o f a we l l - e s t ab l i shed i ndus t ry , o r

emba rk ing on an en t i r e l y new app l i c a t i on o f any o f ou r

ex i s t i ng p roduc t s , we a r e t he r e t o s t ay . We be l i eve i n

l a s t i ng r e l a t i onsh ip s . Tha t i s one o f t he r e a sons why we

a t t a ch impor t ance t o cons i s t en t l y de l i ve r i ng h igh -qua l i t y

p roduc t s and keep ing ou r p romi se s . And t ha t i s why

cus tomer s f e e l con f iden t abou t e s t ab l i sh ing c lo se and l ong -

t e rm r e l a t i onsh ip s w i th A t l a s Copco .

Innovat ive

I t i s ou r be l i e f t ha t t he r e i s a lways a be t t e r way o f do ing

t h ings . Tha t exp l a in s why At l a s Copco i s con t i nuous ly

s t r i v ing fo r be t t e r and more e f f i c i en t so lu t i ons - be i t i n


19

p roduc t deve lopmen t , t he p roduc t i on l i ne , ma rke t i ng o r

du r ing t he cou r se o f any number o f a c t i v i t i e s . By

cons i s t en t l y focus ing on p rog re s s , we a r e ab l e t o r a i s e ou r

cus tomer s ' p roduc t i v i t y . Tha t i nnova t i ve sp i r i t i s a v i t a l

pa r t o f A t l a s Copco ' s i den t i t y , a v i t a l pa r t o f ou r way o f

conduc t i ng bus ine s s . I t i s a l so t he d r i v ing fo r ce wh ich ha s

made u s a l e ade r i n ou r i ndus t ry .

e . SWOT Analys is

Strength :

Simp le , qu i ck and l ow cos t ma in t enance .

More a i r f o r l e s s power .

Comple t e compre s sed a i r i n s t a l l a t i on .

Simp le and h igh r e l i ab i l i t y .

Clean and d ry a i r .

Si l en t power .

A t l a s Copco compre s so r s ba sed on ro t a ry s c r ew t echno logy have

a lways s e t t he benchmarks o f r e l i ab i l i t y , e conomy and

pe r fo rmance i n t he i ndus t ry .

Min imum componen t s , t o t a l i n t eg ra t i on o f r e f r i ge r an t d rye r ,

compre s sed a i r f i l t e r s and a i r t anks i n su re a compac t de s ign .

Advance sound dampen ing ensu re s s i l en t power . Re l i ab i l i t y o f

s c r ew t echno logy makes t he A t l a s Copco 100% con t i nuous du ty

ope ra t i on . A l l t h i s combine t o make i t t he pe r f ec t compre s sed a i r

so lu t i on fo r a l l t he i ndus t r i e s .

Weakness :


20

Af te r s a l e s s e rv i ce s a r e no t s a t i s f ac to ry .

Se rv i ce eng inee r s a r e no t we l l t r a i ned .

Many o f t he A t l a s Copco compre s so r s have manufac tu r i ng

mi s t akes .

Procu remen t o f t he spa re pa r t s i s d i f f i cu l t .

Manua l s a r e no t u se r f r i end ly .

Once t he l e ad i s gene ra t ed o r i f t he cus tomer wan t s t o buy

A t l a s Copco compre s so r t han t he r e i s no p rope r gu idance

and no p rope r fo l l ow up i s t aken .

Opportunity :

The re i s immense oppo r tun i t y fo r t he ma rke t o f t he compre s so r s

i n t he Ku tch r eg ion because t he r e a r e a s many a s 6 SEZ app roved

( spec i a l e conomic zone ) i n t h i s r eg ion wh ich c r ea t e s t he i nd i r ec t

demand fo r t he compre s so r a s i t f u l f i l l s t he pneuma t i c

r equ i r emen t s i n t he i ndus t r i e s

Threats:

The t h r ea t s t o t h i s i ndus t ry a r e t ha t new compan i e s a r e coming

t h i ck and f a s t w i th new advanced t e chno logy and s e rv i ce s and t he

ex i s t i ng compan i e s l i ke E lg i , I nge r so l l Rand and o the r s a r e

becoming ve ry compe t i t i ve day by day i n s ense o f p r i c e ,

du rab i l i t y , a f t e r s a l e s s e rv i ce s .


21

QUESTIONNAIRE ANALYSIS

AND

INTERPRETATION

Type of industr ies where we vis i ted in Kutch?

Sr .no Indus tr i e s s egment Number o f

indus tr i e s v i s i t ed

% of to ta l

1 Eng inee r i ng 53 34 .87

2 T imbe r 51 33 .55

3 Chemica l 17 11 .19

4 Pha rma 4 2 .63

5 Food 8 5 .26

6 Sa l t 2 1 .32

7 FMCG 5 3 .29

8 Tex t i l e & Po lymer 8 5 .26

9 Othe r s 4 2 .63

10 Tota l 152 100


22

visited industries in kutch

35%

34%

11%

3%

5%

1%

3%

5%

3%engineering

timber

chemical

pharma

food

salt

fmcg

textile & polymer

others

1) Do you use compressors?

No .of industries Percentage

Industries uses compressors 80 53 %

Industries do not use compressors 62 47 %

Total visited industries 152 100 %


23

2) Which types of a ir compressor are used?

Sr. no Type of compressor Total no. of

compressors

1 Rotary Screw type 130

2 Reciprocating

16

I n t he Ku tch r eg ion 89% o f t he compre s so r s a r e s c r ew type

whe re on ly 11% o f compre s so r s a r e r e c ip roca t i ng t ype .

Rec ip roca t i ng t ype o f compre s so r i s ba s i ca l l y sma l l s i z e o f

compre s so r s .

Why ro tary s crew compres sors?

Compan ie s a r e u s ing more number o f s c r ew type a i r compre s so r s

because o f f o l l owing r ea sons :

I t i s u sed more i n 150 p s ig (pound fo r ce pe r squa re i nch

gauge ) , l ub r i c a t ed a i r sy s t ems above 30 hp .

I t i s u sed fo r cons t an t -vo lume , va r i ab l e -p r e s su re

app l i c a t i ons .

Oi l o r wa t e r i s u sed fo r s ea l i ng and coo l i ng .

Mus t ven t r e se rvo i r t o l ower power consumpt ion when

un loaded .

Del ive r s h igh a i r vo lume i n a compac t space .

Smoo th , pu l s e - f r ee ou tpu t .

Easy t o i n s t a l l and ma in t a in .

Low v ib ra t i on .

Why rec iproca t ing a i r compres sors?


24

Cos t advan t age a s a s i ng l e - ac t i ng , a i r coo l ed un i t be low 30

hp .

Doub le - ac t i ng un i t s u sed above 250 p s ig and i n

non lub r i ca t ed app l i c a t i ons .

Norma l ly u sed fo r heavy -du ty , con t i nuous s e rv i ce .

High ove ra l l e f f i c i ency .

Opera t e s e f f i c i en t l y a t pa r t i a l l oads .

Saves ho r sepower i n no - load cond i t i ons .

High i n i t i a l and ma in t enance cos t s .

Large s i z e s r equ i r e heavy founda t i ons .

Where t he u se o f compre s so r s a r e no t f r equen t l y , so t hey a r e

u s ing r ec ip roca t i ng because i t i s no t ve ry cos t l y a s compa re t o

s c r ew type o f compre s so r s . Tha t ’ s way

The re a r e 89% o f t he compan i e s i n Ku tch a r e u s ing s c r ew type o f

a i r compre s so r s .

Screw type, 130

,

Reciprocating, 16 ,

Screw type

Reciprocating


25

3) When you buy compressors which brand comes

f irst in your mind?

At las Copco ( 61% o f cus tomer p r e f e r r ed t h i s b r and )

Ingerso l l Rand ( 21% o f cus tomer p r e f e r r ed t h i s

b r and )

Elg i ( 9% o f cus tomer p r e f e r r ed t h i s b r and )

C.p ( 5% o f cus tomer p r e f e r r ed t h i s b r and )

Others (4% o f cus tomer p r e f e r r ed o the r b r and )

4) Which company’s a ir compressor you use?


26

Sr. no Company’ s name Number o f compres sor

1 At l a s copco 76

2 Inge r so l r and 24

3 E lg i 13

4 C .P (Ch icago pneuma t i c ) 16

5 Othe r s (ga j j a r , H i t a ch i , i ndo

a i r , e t c

17

6 TOTAL 146

The re i s 52 % marke t o f A t l a s Copco i n Ku tch r eg ion , I nge r so l l

Rand ha s s econd pos i t i on w i th 16 % o f ma rke t sha r e , E lg i ha s 9 %

o f ma rke t sha r e , C .P ha s 11 % o f ma rke t and o the r compan i e s

have 12 % o f ma rke t i n Ku tch r eg ion .

compressors used in visited industriesatlas copco

76

elgi13

ingersol rand24 c.p

16

others17

0

10

20

30

40

50

60

70

80

name of the company

nu

mb

ers

of

com

pre

sso

r

atlas copco elgi ingersol rand c.p others


27

5) Which are the important parameters to buy the

compressors?

Brand

Pr i ce

Af te r s a l e s s e rv i ce

Power consumpt ion

Main t enance

Pre s su re r eq . o f t he p l an t

Hours o f ope ra t i ons

Appl i ca t i ons


28

Parameters 1 2 3 4 5

Brand 3

(5.1%)

7

(12%)

13

(22.41%)

13

(22.41%)

22

(37.93)

Price 2

(3.44%)

4

(6.89%)

7

(12%)

10

(17.24%)

35

(60.34)

After sales

service

3

(5.1%)

0 0 7

(12%)

48

(82.75)

Power

consumption

28

(48.2%)

17

(29.31%)

7

(12%)

4

(6.89%)

2

(3.44%)

Maintenance 12

(30.68%)

13

(22.41%)

9

(15.51%)

11

(18.96%)

13

(22.41%)

Pressure reqd

of plant

2

(3.44%)

8

(13.8%)

0 14

(24.14%)

34

(58.62%)

Hours of

operation

19

(2.75%)

15

(25.86%)

8

(13.80%)

7

(12.1%)

9

(15.51%)

Application 29

(50%)

12

(20.67%)

0 18

(31.03%)

1

(1.72%)

5-Mos t impor tant 4 - impor tant 3 -average 2 - no t so

impor tant 1 -Leas t impor tant

Sample ca l cu la t i on : -

(1*3 ) + (2*7 ) + (3*13 ) + (4*13 ) + (5*22 ) = 218 = 3 .75 ( 3+7+13+13+22) 58

Brand: t he mean o f t he b r and i s 3 . 75 i . e . i t s hows t ha t f o r t he

compan i e s b r and i s impor t an t pa r ame te r .


29

Pr ice : t he mean o f t he p r i c e i s 4 . 2 i . e i t shows t ha t f o r t he

compan i e s p r i c e i s one o f t he mos t impor t an t pa r ame te r .

After sa l e s s erv i ce : t he mean o f t he a f t e r s a l e s s e rv i ce i s 4 . 67 i t

shows t ha t f o r t he compan i e s a f t e r s a l e s s e rv i ce i s a l so one o f t he

mos t impor t an t pa r ame te r .

Power consumpt ion: t he mean o f t he power consumpt ion i s 1 . 88

i . e i t shows t ha t f o r t he compan i e s power consumpt ion i s no t so

impor t an t .

Maintenance : t he mean o f t he ma in t enance i s 1 . 97 i . e i t s hows

t ha t f o r t he compan i e s Ma in t enance i s no t so impor t an t pa r ame te r .

Pres sure requ irement o f p lan t : t h e mean o f t he

Pre s su re r equ i r emen t o f p l an t i s 4 . 21 i . e . I t shows t ha t f o r t he

compan i e s P re s su re r equ i r emen t o f p l an t i s ve ry impor t an t

pa r ame te r .

Hours o f opera t ion : t h e mean o f t he hour s o f ope ra t i on i s 2 . 52

i . e . i t s hows t ha t f o r t he compan i e s ’ hou r s o f ope ra t i on i s ave rage

pa r ame te r .

Appl i ca t ion : t h e mean o f t he app l i c a t i on i s 2 . 24 i . e . i t s hows t ha t

f o r t he compan i e s app l i c a t i on i s no t so impor t an t pa r ame te r .

6) What do you think about after sales service of

At las Copco?


30

Sr .n

o

Category Poor

(1)

Not very

good(2)

Average

(3)

Good

(4)

Excellent

(5)

1 Ins t a l l a t i ons &

commiss ion ing

2

(3.5%)

4

(6.89%)

13

(22.41%)

17

(29.31%)

22

(37.93%)

2 Techn i ca l

suppo r t

22

(37.93%)

16

(27.58%)

17

(29.31%)

9

(15.51%)

1

(1.72%)

3 Dea l e r s e rv i ce 19

(32.75%)

22

(37.93%)

14

(24.13%)

3

(5.17%)

0

4 Annua l

ma in t enance

7 (12 .6%) 8

(13 .79%)

15

(25 .86%)

15

(25 .86%

)

13

(22 .4%)

5 Se rv i ce k i t 33

(56 .9%)

17

(29 .31%)

2 (3 .44%) 5

(8 .62%)

1 (1 .72%)

6 Ca l ib r a t i on

s e rv i ce

2 (3 .44%) 7

(12%)

9

(16%)

14

(24 .1%)

16

(28%)

1-poor 2 - no t very good 3 - average

4 - Good 5 - exce l l en t

Sample ca l cu la t i on : -


31

( 1*2 ) + (2*4 ) + (3*13 ) + (4*17 ) + (5*22 ) = 227 = 3 .91 ( 3+7+13+13+22) 58

Ins ta l l a t i ons & commiss ion ing : t he mean o f t he i n s t a l l a t i on i s

3 . 91 i . e . i t s hows t ha t i n s t a l l a t i on i s good .

Techn ica l suppor t : t h e mean o f t he t e chn i ca l suppo r t i s 2 . 51 i . e .

i t s hows t ha t t he t e chn i ca l suppo r t g iven by t he company i s

ave rage .

Dea ler s erv i ce : t he mean o f t he dea l e r s e rv i ce i s 2 . 02 i . e . i t

s hows t ha t t he dea l e r s e rv i ce i s no t ve ry good .

Annua l ma in tenance : t he mean o f t he annua l ma in t enance i s 3 . 33

i . e . i t s hows t ha t t he annua l ma in t enance i s ave rage by t he

company .

Serv i ce k i t : t h e mean o f t he s e rv i ce k i t i s 1 . 69 i . e . i t s hows t ha t

t he s e rv i ce k i t g iven by t he company i s no t ve ry good .

Cal ibra t ion s erv i ce : t h e mean o f t he c a l i b r a t i on s e rv i ce i s 3 . 08

i . e . i t s hows t ha t t he c a l i b r a t i on s e rv i ce g iven by t he company i s

ave rage .

7) Do you have any expansion plan?


32

On ly 15 compan i e s (9%) have any expans ion p l an i n nea r

f u tu r e .

8) Appl icat ions of the compressors?

Pneuma t i c ope ra t i ons (60 .34 % o f compan i e s u s ing fo r t h i s pu rposed )

Pigg ing (5 .17% o f compan i e s u s ing fo r t h i s pu rposed )

Free a i r ( fo r c l e an ing pu rpose ) ( 17 .24% o f compan i e s u s ing fo r t h i s pu rposed )

Ai r p r e s su re (3 .44% o f compan i e s u s ing fo r t h i s pu rposed )

Pack ing / s ea l i ng (12 .06% compan i e s u s ing fo r t h i s pu rposed )

Pre s s /b lowing (1 .72% o f compan i e s u s ing fo r t h i s pu rposed )

applications of air compressors

61%

5%

17%

3%

12%2%

pnematic oprations pigging free air air pressure packing press

9) Are you aware about VSD concept of at las copco?


33

On ly 28 % o f peop l e a r e awa re abou t VSD concep t whe re a s 62 %

peop l e don ’ t have any i n fo rma t ion r ega rd ing VSD t echno logy o f

A t l a s Copco .

What i s VSD CONCEPT?

VSD (va r i ab l e speed d r i ve ) t e chno logy mino r s a i r u sage

au toma t i ca l l y ad ju s t i ng t he mo to r speed depend ing on demand .

Lowered sy s t em p re s su re m in imize s ene rgy u se ac ro s s t he

p roduc t i on t o r educe ene rgy cos t . Wi th VSD t echno logy , A t l a s

Copco ha s made ma jo r ene rgy coas t s av ings a r e a l i t y

Ene rgy can r ep re sen t ove r 70 % o f a compre s so r ’ s l i f e cyc l e cos t

(LCC) .gene ra t i ng compre s sed a i r c an accoun t f o r more t han 40 %

o f a p l an t ’ s e l e c t r i c i t y b i l l . Mos t p roduc t i on env i ronmen t s have a

f l uc tua t i ng a i r demand depend ing on t he t ime o f day , week , even

mon ths pe r yea r . Wi th A t l a s Copco ’ s VSD t echno logy mi r ro r i ng

compre s sed a i r r equ i r emen t s , f l uc tua t i ng demand no l onge r equa l s

h igh ene rgy cos t .

Direc t energy sav ings o f 15 to 35 %

Unload l o s se s a r e r educe t o a m in imum.

No b low-o f f o f compre s sed a i r t o t he a tmosphe re .

Load /on l oad t r ans i t i on l o s se s a r e e l im ina t ed .

The p rec i s e p r e s su re con t ro l o f t he VSD compres so r

a l l ows fo r a t i gh t e r p r e s su re band and a l ower ave rage

work ing p r e s su re , r e su l t i ng i n r educed ene rgy

consumpt ion .

Ind irec t sav ings :


34

The l owered sy s t em p re s su re ob t a ined by t he VSD compres so r

p rov ide s add i t i ona l yea r l y s av ings :

Othe r ba se - l oad compre s so r s consume l e s s ene rgy .

Leak l o s se s - a lways p r e sen t i n compre s sed a i r sy s t ems -a r e

s i gn i f i c an t l y r educed : e . g . l e akage a t 90 p s ig i s 13 % l e s s

t han a t 100 p s ig .

Mos t compre s sed a i r app l i c a t i ons consume l e s s a i r a t a

r educe p r e s su re .

Addi t i ona l VSD bene f i t s

The s t ab l e sy s t em p re s su re p rov ide s s t ab i l i t y fo r a l l

p roce s se s u s ing compre s sed a i r .

Cur ren t peak du r ing s t a r t - up a r e e l im ina t ed

VSD compres so r s c an be s t a r t ed and s t opped w i thou t

l im i t a t i on .

s t a r t i ng t he compre s so r s no l onge r l e ads t o cu r r en t peak

pena l t i e s

Of ten , sma l l e r t r ans fo rmer s , b r eake r s , f u se s and cab l e s

c an be u sed , s av ing on t he e l e c t r i c a l i n s t a l l a t i on cos t s .

L i f e cyc l e o f a s tandard a i r compres sor :


35

Li fe cyc l e o f a VSD compres sor :


36


37

T r ad i t i ona l compre s so r s work ing w i th fu l l l oad , no l oad con t ro l

ope ra t e be tween two se t p r e s su re po in t s . When max imum p re s su re

i s r e ached t he compre s so r s goes o f f l oad . Dur ing pe r i ods o f

med ium to l ow a i r demand , t he no l oad power consumpt ion can be

exce s s ive –was t i ng l a rge amoun t s o f ene rgy .


38

The re i s no unneces sa ry power gene ra t ed , t he VSD can r educe

ene rgy cos t s by 35 % o r more . L i f ecyc l e cos t (LCC) o f t he

compre s so r c an be r educe by an ave rage o f 22 %. In gene ra l , t he

ex t r a cos t o f a VSD compres so r compa red t o a f i xed speed one

can be ea rned back a f t e r j u s t one t o two yea r s .

Product offerings:


39

Compressor

type

Opera t ing

pres sure work

p lace

Capac i ty FAD

min-max

Ins ta l l ed

motor power

Noi se l eve l

BAR(e ) Cfm Kw Db(A)

50Hz

ver s ion

GX 2 10 8 .5 2 .2 61

GX 3 10 11 .2 3 .0 61

GX 4 10 16 .6 4 .0 62

GX 5 10 21 .2 5 .5 65

Technical speci f icat ions GA 7-11-18-22-30 VSD

Compressor

type

Opera t ing

pres sure work

p lace

Capac i ty FAD

min-max

Ins ta l l ed

motor power

Noi se l eve l

BAR(e ) Cfm kw Db(A)

50 /60Hz

ver s ion

GA 7 VSD 4 15-43 7 .5 64 /66

7 .5 15 -43 7 .5 64 /66

10 15-36 7 .5 64 /66

13 13-29 7 .5 64 /66

GA 11 VSD 4 15-62 11 67 /69

7 .5 15 -60 11 67 /69

10 13-53 11 67 /69

13 13-44 11 67 /69

GA 18 VSD 4 42-119 18 67 /67


40

7 40 -114 18 67 /67

10 38-100 18 67 /67

13 34-81 18 67 /67

GA 22 VSD 4 42-138 22 68 /68

7 40-135 22 68 /68

10 38-117 22 68 /68

13 34-100 22 68 /68

GA 30 VSD 4 42-161 30 70 /70

7 40-159 30 70 /70

10 38-146 30 70 /70

13 34-129 30 70 /70

Compressor

type

Max . work ing

pres sure

workp lace

(bar )

Capac i ty FAD

(c fm)

Ins ta l l ed

motor power

(kw)

No i se l eve l

(db)

GX-7 7 .5 41 .5 7 .5 70

10 33 .3 7 .5 70

13 25 .9 7 .5 70

GX-11 7 .5 56 .4 11 73

10 48 .9 11 73

13 40 .3 11 73

GA 11+ 7 .5 71 11 63

10 55 .1 11 63

13 43 .2 11 63

GA 15 7 .5 91 .1 15 72

10 76 .9 15 72

13 63 .8 15 72

GA 15+ 7 .5 95 .1 15 64


41

10 80 .1 15 64

13 67 15 64

GA 18 7 .5 111 .2 18 .5 73

10 92 .2 18 .5 73

13 78 .8 18 .5 73

GA 18+ 7 .5 116 .1 18 .5 66

10 96 18 .5 66

13 82 .87 18 .5 66

GA 22 7 .5 127 .6 22 74

10 109 .5 22 74

13 95 .3 22 74

GA 22+ 7 .5 133 .5 22 67

10 114 .8 22 67

13 100 .2 22 67

GA 30 7 .5 162 .5 30 69

10 150 .4 30 69

13 130 .3 30 69

Competitors:


42

Ingerso l l rand:

Ingerso l l Rand i s a $17 b i l l i on g loba l d ive r s i f i ed i ndus t r i a l

company founded i n 1871 . i t s headqua t e r i s l oca t ed a t hami l t on

be rmuda . He rbe r t L . Henke l , i s t he CEO o f t he company and

S imon Inge r so l l , i s t he Founde r o f t he company .The Inge r so l l

Rand name came i n to u se i n 1905 t h rough t he combina t i on o f

I nge r so l l -Sa rgean t Dr i l l Company and Rand Dr i l l Company .

I nge r so l l Rand i s pa r t o f t he S&P 500 , one o f t he 13 compan i e s i n

t ha t i ndex t ha t i s i nco rpo ra t ed ou t s i de t he U .S .

Inge r so l l Rand i s a g loba l p rov ide r o f p roduc t s , s e rv i ce s , and

i n t eg ra t ed so lu t i ons t o i ndus t r i e s a s d ive r se a s t r anspo r t a t i on ,

manufac tu r i ng , cons t ruc t i on , and ag r i cu l t u r e . Example s i nc lude

r e f r i ge r a t i on , b i ome t r i c s e cu r i t y sy s t ems , med ium to l a rge - sca l e

a i r compre s so r s , and compac t veh i c l e s fo r cons t ruc t i on and

movemen t o f peop l e and goods .

I nge r so l l Rand i s g iv ing ve ry t ough compe t i t i on t o t he A t l a s

Copco . I t ha s t he s econd number i n t he r a t i ng o f s a l e s o f t he

compre s so r s i n Ku tch r eg ion . The ma in advan t age o f I nge r so l l

Rand i s t hey have ve ry good a t a f t e r s a l e s s e rv i ce .


43

http://en.wikipedia.org/wiki/Air_compressor

http://en.wikipedia.org/wiki/Biometric

http://en.wikipedia.org/wiki/Refrigeration

http://en.wikipedia.org/wiki/Agriculture

http://en.wikipedia.org/wiki/Construction

http://en.wikipedia.org/wiki/Manufacturing

http://en.wikipedia.org/wiki/Transportation

http://en.wikipedia.org/wiki/S%26P_500


http://en.wikipedia.org/wiki/Simon_Ingersoll

http://en.wikipedia.org/wiki/Herbert_L._Henkel


Elg i :

ELGI ' s p roduc t s a r e u sed i n a w ide r ange o f app l i c a t i ons i n a r ea s

r ang ing f rom min ing , de f ence , t r anspo r t , pha rmaceu t i c a l s , power ,

o i l , r a i lways , chemica l s , t ex t i l e s , p r i n t i ng t o sh ip bu i l d ing , pape r ,

e l e c t ron i c s , t e l e commun ica t i ons , med i ca l , f ood & beve rages and

p l a s t i c s .

In f a c t , s t a r t i ng f rom the pa in t on you r wa l l t o t he c a r you d r i ve ,

f r om the med i c ine s you t ake t o t he l e a the r bag you ca r ry , ELGI ' s

p roduc t s have been u sed e i t he r i n t he i r p roduc t i on , ma in t enance

o r u sage .

Elg i ha s t he t h i rd l a rge s t ma rke t i n Ku tch r eg ion i t i s on ly

because o f peop l e be l i eve i t on t he i r o ld b r and and because o f l ow

cos t o f t he i r a i r compre s so r s and ea s i l y ava ib i l i t y o f spa r e pa r t s

w i th compa r i son t o A t l a s

Copco and I nge r so l l Rand .


44

Limitations of study

Thi s exp lo ra to ry r e sea r ch i s done focus ing on buy ing

behav io r and b r and p r e f e r ence o f compan i e s i n ku t ch

r eg ion on ly .

Due t o l im i t a t i on o f t ime and cos t cons t r a in s a Sample

S i ze o f on ly 152 compan i e s v i s i t ed

Data ana ly s i s and i n t e rp r e t a t i on may no t be t ha t s t r ong

due t o sma l l s amp le and r andom sampl ing me thod .


45

ANNEXURE

Visited industries:

1. P r a j I ndus t r i e s

2. T imbme t Door So lu t i on ( p ) L td

3. Schme tz Ind i a P r i va t e L td

4. I nox Ind i a

5. Bacca rose

6 . HUL( H indus t an un i l eve r L imi t ed )

7. Tu l i p Ex im Pv t L td

8. Rusan Pha rma

9. V i fo r I nd i a L td

10 . Ipca Labo ra to r i e s

11. Miss ion Pha rma

12. Lize r

13. S2M Globa l Pv t . L td

14. Agni Moto r s

15. Exe l Appa re l s Expor t s L td .

16. Shanky Pe t ro l eum

17. Marve l F r ag rances Company

18. Lucky S t a r P r i va t e In t e rna t i ona l

19. Sanghv i Po ly f i l Pv t L td

20. Meso Pv t . L td

21. Conso l i da t ed Coba l t e Chemica l Pv t . L td

22. Kutch Po lymer

23. J .V .R Fo rg ings L imi t ed


46

24. Sunda ram Mul t i Pap L td

25. Vaz i r Po lymer s L td

26 . Swas t i ka

27. C. J .P l a s t i c s Pv t . L td

28. Ver t ex Ha rdware

29. Jyo t i I ndus t r i e s

30 . Sha rda Me ta l I ndus t r i e s

31. Sa f f i r e C lo th ing Pv t L td

32 . G V t ex t i l e

33. Goku l

34. Fr i ends Sa l t and A l l i ed Indus t r i e s

35 . F .O .C .T

36. Indo N ippo Chemica l s

37. Uni t ed S to r age & Tank Te rmina l L td .

38. I f f co

39 . CRL

40. Shree j i T imbe r s

41. Oswa l T imbe r s

42. Assoc i a t e Lumber s (p ) L td

43. Vi j ay Saw Mi l l s

44. I shmi t Saw Mi l l s

45. Ja in T imbe r Company

46. S .S .T imbe r s

47. Pa t e l Woods P roduc t s L td .

48 . R iya En t e rp r i s e

49. J i nda l Wood P roduc t s

50. Si t a r am Co . Pv t L td

51. RKL Lumber s


47

52. Binda l T imbe r Indus t r i e s

53. Ra j Kr ipa l T imbe r

54. Gurg Lumber s Pv t L td

55. R.B Pa t e l

56. In t e rna t i ona l T imbe r

57. Sh iv P ra shan In t e rp r i s e

58. Ambica T imbe r Ya rd

59. Vasan i T imbe r Mar t

60. Gandh idham Saw Mi l l s

61. Mand ip T imbe r s

62. Chaudha ry T imbe r T rade r s

63. Kr i shna T imbe r s

64. Swas t i k T imbe r s

65. Nav in T imbe r

66. Bhavan Agra T imbe r

67. S .N . T imbe r

68. Mahesh T imbe r

69. Bhagwa t i Lumber s Pv t L td

70. Ambica T imbe r

71. Singa l T imbe r

72. Navka r En t e rp r i s e

73. Sa r swa t i T imbe r

74. Bansa l T imbe r s

75. Pa t i da r Venee r Pv t L td

76. Kamal Po t s L td

77. Ind ra jma l Mot ima l Sons Pv t L td

78. Mit t a l T imbe r s


48

79. Vi j ay T imbe r

80. P .G Assoc i a t e

81. Khande rwa l Lumber s

82. Sing l a T imbe r

83. Bhawan i T imbe r

84. Khuran i T imbe r

85. Sumi lon Indus r i e s L td

86. PSL L td

87. Rushake P ly

88. Amul Boa rds / Landmark

89. Kand la Packag ing Pv t L td

90 . P l a s tone Ind i a

91. Sof t e l L td

92. Kush Syn the t i c s

93. Ankur Sa l t

94 . Wes t e rn s eab r ine

95 . Suz lon

96. Indob r ime

97. Mieco Wood Pv t L td

98. Gal l an t t Me ta l L imi t ed

99. Aroma

100. Meena Indus t r i e s

101. Gai l ( I nd i a ) L td

102. Elec t ro The rm

103. Ruch i Soya Indus t r i e s

104. Sunsh ine O leochem Pv t L td

105. Bhara t Foods Co-Ope ra t i ve L td

106. Mid Ind i a Power And S t ee l L imi t ed


49

107 . GPT

108. Euro Power

109. Subhna ine Venee r s

110. Anushak t i Chemica l s

111. Euro Ce ramic

112 . T r i suns Chemica l s I ndus t r i e s

113. Mono S t ee l ( Ind i a ) L td

114. San tosh S t a r ch P roduc t s

115. Hansh I spac t L td

116. Navka r I spa t L td

117. MRK P ipes L imi t ed

118. Trnds Manufac tu r e Pv t L td

119. Globa l H i Tech Indus t r i e s

120. Kenwin Ken t ex

121. Al t r e t Pe r fo rmance Gu j . Pv t L td

122. Ekopak

123. Suz lon

124 . Anchor Daewoo

125. Anchor E l ec t r i c a l

126. Klaush Waren F ix tu r e s Pv t . L td

127. Or ind

128. Pa r l e L td

129. Aqua ge l Chemica l Pv t L td

130. Kutch Chemica l

131 . Ca rg i l l

132. Ind i an S t ee l

133 . JMD

134. Loi s Drey fus Commodi t i e s

135. Rama Cy l inde r


50

136. Renna ince

137 . Sky App l i ance

138. Gran E l ec t ron i c s

139. Ra tnaman i

140. Genus E l ec t ro t ech L imi t ed

141. Natu ra l Pe t rochemica l s

142. Banyan & Be r ry A l loys

143. Gaya t r i Venee r s

144. Kes r i O i l Pv t L td

145. Ramco Indus t r i e s L imi t ed

146. Man Indus r i e s

147. Adan i Wi lmar L imi t ed

148. Adan i Power

149. Rama Cy l inde r

150 . Woco mo the r sons


51

Tolani Institute of Management Studies – Adipur

Dt:

……………....

1) Do you use compressors?

o Yes

o No

2) Which t ypes o f a i r compre s so r a r e u sed?


52

o Sc rew type

o Rec ip roca t i ng t ype

3 ) When you buy compre s so r s wh ich b r and comes f i r s t i n you r

m ind?

o Atlas Copco

o Ingersoll Rand

o Elgi

o C.P(Chicago pneumatic)

o Others

Please specify________________________

4) Which a r e t he impor t an t pa r ame te r s t o buy t he compre s so r s?

o Brand: 1_____ 2_____ 3_____ 4_____ 5_____

o price: : 1_____ 2_____ 3_____ 4_____ 5_____

o after sales service: 1_____ 2_____ 3_____ 4_____ 5_____

o power consumption: 1_____ 2_____ 3_____ 4_____ 5_____

o maintenance: 1_____ 2_____ 3_____ 4_____ 5_____

o pressure req of plant: 1_____ 2_____ 3_____ 4_____ 5_____

o hours of operations: 1_____ 2_____ 3_____ 4_____ 5_____

o applications: 1_____ 2_____ 3_____ 4_____ 5_____

5-Mos t impor t an t 1 -Leas t impor t an t

5 ) Wha t do you t h ink abou t a f t e r s a l e s s e rv i ce o f A t l a s Copco?

Ca tego ry Poor Not very good Average Good Excellent

In s t a l l a t i ons & commiss ion ing

Techn i ca l suppo r t

Dea l e r s e rv i ce


53

Annua l ma in t enance

Se rv i ce k i t

BIBLIOGRAPHY

Wil l i am G. Z ikmund , Bus ines s Research Methods , 7 th

Ed i t i on , Thomson south -wes tern Pvt . L td .

www.a t la scopco . com


54

http://www.atlascopco.com/

Study mater ia l o f At la s Copco .


55

Atlas Copco

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Transcript of Atlas Copco