Professional Documents
Culture Documents
Page 1
Page 2
I am grateful to Bharat Pumps and Compressors Limited (BPC) for providing me the opportunity to undergo summer internship at their unit. This internship is a important part of the degree of Post Graduate Diploma Management for which I am currently enrolled at Institute of Management Technology, Nagpur. This training helped me to be associated with a heavy machinery manufacturing unit and understand their mode of operations. I would like to thank Mr.HPD BHATT from marketing department and my project guide Mr. ANUPAM BASU from production planning department (PEX) for providing me with valuable inputs at regular intervals. I would also like to thank the shop floor workers of BPC for sharing their experiences with me. Without them getting to know the nuts and bolts of production was not easy.
Rahul Pandey
Page 3
EXECUTIVE SUMMARY................................................................................................. 4 Objectives of the Study........................................................................................................ 5 Methodology........................................................................................................................ 6 Introduction................................................ ......................................................................... 7 Project Overview...................................................................................................................14 Marketing Department......................................................................................................... 25 Purchase Department........................................................................................................... 30 Recommendations............................................................................................................... 49 Bibliography........................................................................................................................ 50
Page 4
The report titled Reciprocating Pumps from Purchase order (PO) to gate receipt( GR) is an outcome of my extensive study and analysis of operations at a government manufacturing unit Bharat Pumps and Compressors. This unit is situated at Naini (Allahabad) and it specializes in manufacturing of reciprocating pumps, reciprocating compressors, centrifugal pumps and CNG cylinders. It has a vast variety of sub products within the above said products. My project talks of the operations of some of the major departments of the organization. Before joining BPC I had planned to concentrate on manufacturing processes only. But after joining I realized the importance of various other divisions as well. So instead of just studying operations at production department I studied the operation of whole organization taking RP as a example. So this report contains detailed operations of marketing division- order procurement, pricing strategy and sales promotion strategy. It also talks about procurement process- how vendors are identified, procedure adopted. The report goes on and talks about the production department and its importance, the processes involved in manufacturing of RP, time spent between two processes. At the end report has details about the store keeping practices and procedure followed at BPC. So overall this report has highlighted the operating activities of a typical manufacturing unit. It has helped me tremendously to see the application of the concepts of marketing and operations learnt in classroom in practical life.
Page 5
In order to achieve these objectives following steps were taken: Training was divided into manner so that I get some time to spend in each department of the company. This allowed me to understand their working and analyze whether they were in unison with other departments or not. Devote maximum time to marketing and production department of the company because these two are the most important part of the unit. Marketing brings in the order and production processes them. Company manufactures many products and for each it has a dedicated task force. So I concentrated on Reciprocating Pumps only for my ease of understanding
Page 6
Study of processes involved in manufacturing of a reciprocating pump : my guide provided me with the manuals which contained all the steps needed in manufacturing. This was intended to make me familiar with the main steps involved in manufacturing of a reciprocating pump. It also helped me in getting some data for my report.
Direct information from the shop floor workers : any report related to manufacturing is incomplete without the inputs of the shop floor workers. So I observed them working on their jobs and also talked personally to them regarding their job. The objective was to identify whether they follow the manufacturing guidelines issued by the company or not.
Page 7
BPC which caters to the need of core sector of the economy such as oil exploration and exploitation, refineries, petro chemicals, chemicals and fertilizers, process industries, nuclear and thermal power plants, had its in earlier phase entered into technical collaboration with world renowned manufacturers to indigenously design and manufacture heavy duty centrifugal and
Reciprocating Pump-from PO to GR[Type text] Page 8
In very short span, the company absorbed the technology and established it self as a world renowned manufacturer of a wide range of high tech products. BPC has supplied its products to the total satisfaction of the customers in almost all national projects of company like ONGC, OIL, BPCL, IOCL, HPC, RCF, Nuclear Power Corporation, Dept. Of Atomic Energy, IPCL, etc. The company has a high credibility for quality of its products and acquired ISO 9001-2000, 14000, 18000(HASCP) certification COMPANYS VISION BUILDING TOMORROWS WORLD TODAY By providing Quality Engineering Products and Services through core competencies of our human resources and assets with focus on health and safety of power, society and environment.
Reciprocating Pump-from PO to GR[Type text] Page 9
MAIN PRODUCT OF COMPANY BPC has a large product range, serving almost all core sector industries: Centrifugal Pumps (as per latest edition of API 610) for Refinery and Petroleum Industry. Centrifugal Pumps for Nuclear Power plants. Reciprocating Pistons and Plunger Pumps as per API 674 latest edition. Reciprocating Fueling Machine Supply Pumps for Nuclear Power Plants High pressure liquid Ammonia Reactor Feed Pump High pressure seamless industrial cylinders. As per IS: 7285:BS970 High pressure compressed natural gas (CNG) cylinders for on-board applications. Compressed Natural gas (CNG) cascades
Page 10
RESEARCH AND DEVELOPMENT BPC technicians and engineers are frequently in contact with other organization operating and specialized research. It has contributed to the development of many project innovations and help to introduction of modern concepts. So has to keep BPC readdressed with the latest technology. MANPOWER In 1971, the no. of employees has not reached 200. Today it has 1200 employees. The higher technological level of production has achieved a corresponding increase in professional in knowledge of the employees. The aim has been achieved by employing higher qualified personnel and by organizing professional training and refresher courses for employees. Training of BPC technical staffs take place both at the overseas workshop of the company call lab orators as well as through organized in plant training program within the BPC. The welfare and development of its employees is nuclear of its personnel policy. MAJOR CLIENTS OF THE COMPANY Some of clients sector wise are: REFINARIES AND PETROCHEMICALS SECTOR Indian Oil Corporation Limited Hindustan Petroleum Corporation Limited Bharat Petroleum Corporation Limited Kochi Refinery Limited Numaligarh Refinery Mangalore Refinery and Petrochemicals Limited Chennai Petroleum Corporation Limited Tamilnadu Petro Products Limited Bongaigaon Refinery Indian Petrochemicals Corporation Limited
Page 11
OIL AND GAS SECTOR Oil and Natural Gas Corporation Limited Gas Authority of India Limited Oil India limited
Page 12
NUCLEAR POWER Dept. of Atomic Energy Bhabha Atomic Research Centre Nuclear Power Corporation Limited
FERTILIZERS AND CHEMICALS Tata Chemicals and Fertilizer Fertilizer Corporation Limited
Page 13
Page 14
Page 15
Definition of marketing:Marketing is defined by the American Marketing Association as the activity, set of institutions, and processes for creating, communicating, delivering, and exchanging offerings that have value for customers, clients, partners, and society at large. The term developed from the original meaning which referred literally to going to market, as in shopping, or going to a market to sell goods or services. Marketing practice tends to be seen as a creative industry, which includes advertising, distribution and selling. It is also concerned with anticipating the customers' future needs and wants, which are often discovered through market research. Seen from a systems point of view, sales process engineering views marketing as a set of processes that are interconnected and interdependent with other functions, whose methods can be improved using a variety of relatively new approaches. Depending upon the product and customer presence marketing can be achieved in many ways. For example to sell certain goods, like FMCG products, companies use direct marketing or retail marketing. But when we talk about BPC we realize that its a heavy engineering based industry. Its products are highly customized.BPC doesnt produce product in bulks or batches. Products are manufactured only after getting customer order. So the marketing activities are business to business oriented (B2B). its a very critical activity because failure on this front can result in loss worth crores of rupees to the organization.
Page 16
Functional relation of Marketing Department with Other Departments All the department of BPCL is interconnected with each other, below is flow diagram of connection of marketing department with some of the other department of BPCL.
Page 17
Design Department
Application Department
Estimation Department
Marketing Department
Sending of Goods
Marketing Department
(Collection of money)
Page 18
MARKETING OF SPARE PARTS For the marketing of spare parts company form a SPCD (Spare Parts Component Division) department because company has a good market of spare parts. Generally company used to do marketing of the spares component of own products.
4. Preparation & Submission of Tender (Document to customer with minimum cost & stipulated due date)
Page 19
Marketing Cycles
Tender/Enquiries from customer
Page 20
Job Manufactured
Packing
Departure to Customer
Page 21
RELOOKING INTO PRICING POLICY In view of very tough market conditions and world wide recession and low order book position: Order will be booked on marginal cost basis. Review of pricing policy once order book position improves recovery overheads from spare parts.
SEPRATE COSTING CENTRE FOR DIFFERENT PRODUCTS Since machining facilities and labor requirement are different for different products, separate costing centers shell is created so that the each product price is competitive as compare to our competitors. PREORDER PURCHASING ACTIVITIES BY MARKETING To have competitive detailed offers for bought out and major casting. To have complete technical details of bought outs before finalized of order by the customer. Sub ordering time period will be reduced. Reduction in overall cost will be assured.
STRENGTHING OF BRANCH OFFICE For day to day dealing with customers and to have latest feedback on off ere and Competitors activities. To improve upon business activities with customers and consultants.
Page 23
SERVICES AND SPARE PARTS PROMPT AFTER SALES SERVICES AND SUPPLY OF SPARE PARTS. POSITNG OF SERVICE PERSONNEL AT MAJOR BUSINESS CENTRE. Taking up turnkey projects. Will help improve in order book positions as well as financial positions. Will also help to have more orders for as now most of the customers are going for turnkey jobs rather than having more vendors for different items. Tie ups will be arranged with reputed turnkey bidders.
OPTIMUM SELECTION Optimum selection of BPCL products as well as bought outs to meet customers requirements. ENTRY TO THERMAL POWER SECTORS Since 60% of total pump requirements are from power sectors, entry to this business
give business give additional business to the times 300 to 5oo lakhs initially. This will require Simplification of designs Procurement of casting and manufacturing will be done in batches. Tie ups with BHEL/DPCL and other turnkey contractors.
Page 24
SALES PROMOTIONAL STARTEGIES Maintaining closing liaison with government and public sectors clients and customers. Participation in trade delegation trade fare and exhibition in India and abroad Organizing seminars and workshops for important users and consultants. Improve the customers satisfaction by (a) organizing camps at various sites for a limited period, listening to customers problems, resolving them and providing technical guidance. Presentation to customers before customers zero date through audio visual presentation. Tie ups with turnkey contractors. Scanning and circulation of tenders notices advertised in newspapers, government bulletin. MARKETING OBJECTIVES To achieve a leading position in design and manufacture. Testing, supply and creation of equipments of process industries. To be a leader in design, manufacture, testing 7 supplies of nuclear pumps... To improve up market share of centrifugal pumps for refineries, petrochemicals fertilizer sectors and others into power sectors. To develop a team of exports centrifugal pumps for engineering, quality control production and commission to make available consultancy services so as to guide and supervise plant performance of other companies. To develop system capabilities in executing turnkey projects.
Page 25
Page 26
Right Time
Right Price
Right Place
Right Quantity
Right source
Reciprocating Pump-from PO to GR[Type text]
Right Quantity
Page 27
SCOPE OF PURCHASING IN BPCL: This purchase manual lays down the direction and guidelines to be followed by purchase department, or any other department/Regional Offices/cost centers on matters relating procurement of materials, equipment and related services. A.OBJECTIVE OF PURCHASING: To purchase required materials, equipment or related services at the right time at an optimum price consistent with requirement in a transparent and fair manner with special focus on meeting customer commitments. B.PURCHASE POLICY: Procurement should be made from approved vendors/proven sources only. However, under exceptional circumstances procurement can be made from other than approved/proven vendors with the approval of head of purchases (not below the GM otherwise it will have approval of MD). Bulk buying & bunching of materials required for several contracts /indents shall be done to the maximum extent possible derive price advantage. There shall be continuous effort to regulate inventory levels. C. VENDOR APPROVAL: Vendor evaluation and approval shall be continuous and dynamic process. The criteria will be based on process and organizational capability, requisite facilities, financial soundness, quality system, delivery/quality performance and competitiveness etc. Procedure for registration and approval of vendors for production items & their periodic performance evaluation and feedback shall be as ISO PROCEDURE 461002.
Page 28
D.LIMITED TENDER: Limited tender shall normally be addressed to all approved vendors with the approval of the competent authority. If the number of approved vendor is six or more and all are addressed, it shall be treated as open tender as open tender for the purpose of delegation of power (Deemed open tender).In case of single acceptable offers, if it is considered necessary to proceed further in the same tender enquiry (reasons to be recorded) it shall be treated as single tender for further processing/delegation of powers (Deemed single tender against L.T). E.SINGLE TENDER: The single tender route shall be resorted to only in exceptional cases. Single tender may be invited due to any of the following reasons, (exceptional circumstances) duly certified by the Head of the Indenting Department, not below the rank of DGM: Proprietary in nature.
F.QUOTATION & OPENING OF TENDERS: Two part /Single part Bids: Generally to part bid system is preferred where bids are invited in two Parts viz. techno-commercial (Part I) and price (part-II) bids. The techno commercial bids are opened first, discussed and finalized after freezing the scope, technical specification and commercial terms and conditions and only then price bids of acceptable vendors shall be opened.
Reciprocating Pump-from PO to GR[Type text] Page 29
Page 30
PEX
PEX
Shop
Packing
Stores
It performs the dual function of planning activities and then ensuring that the planned activities are executed properly. The primary planning activities are: Annual turnover planning Material planning Shop activities Sales order work program
Page 31
The operations of this department are so widespread that the work has been divided into a team of 2 managers. All departments generally have 1 manager but PEX has 2. One deals with centrifugal pumps, reciprocating compressors and shop activities. The other manager takes care of reciprocating pumps, work in progress (WIP) and stock section. As mentioned earlier my focus of study will be based on reciprocating pump only. So let us understand in brief about a reciprocating pump. A pump is a device used to move fluids, such as gases, liquids or slurries. A pump displaces a volume by physical or mechanical action. One common misconception about pumps is the thought that they create pressure. Pumps alone do not create pressure; they only displace fluid, causing a flow. Adding resistance to flow causes pressure. Pumps fall into two major groups: positive displacement pumps and rotodynamic pumps. Their names describe the method for moving a fluid. Reciprocating pumps are those which cause the fluid to move using one or more oscilating pistons, plungers or membranes (diaphragms).Reciprocating-type pumps require a system of suction and discharge valves to ensure that the fluid moves in a positive direction. Pumps in this category range from having "simplex" one cylinder, to in some cases "quad" four cylinders or more. Most reciprocating-type pumps are "duplex" (two) or "triplex" (three) cylinder. Furthermore, they can be either "single acting" independent suction and discharge strokes or "double acting" suction and discharge in both directions. The pumps can be powered by air,
Reciprocating Pump-from PO to GR[Type text] Page 32
1700 KW 2 675 kg/cm 3 315 M /Hr Drilling Mud, Cementing Slurry, Crude Oil steam, Condensate, Heavy Water, Fatty Acids, Ammonia Carbonate, Liquid Ammonia, Water Injection
Page 33
Clearance of DPI ( pex) 2 Send DPI to purchase 20 PO placement ( mpx) 90 Material received in stores (msx)
Reciprocating Pump-from PO to GR[Type text] Page 34
Page 35
Here the numbers besides arrow represent the ideal number of days the process should take to complete. Ideally a reciprocating pump should be ready to be delivered 229 days after receipt of purchase order. However when I studied the previous delivery files I noticed that mostly the delivery was possible after the scheduled date.
Page 36
It clearly indicates that BPC has not been able to manufacture pumps in accordance with the standard time frame. This has led to severe monetory loss to company many times because in almost all agreements clause of late delivery and subsequent penalty is mentioned. Generally the penalty varies from 5 % to 10% of total cost. For a product whose cost runs in crores of rupees this penalty is significant. Lets highlight the negative impact of a late delivery : Monetory loss Loss of goodwill Increase in backlog of products When I tried to ascertain the reasons for frequent delay in production I came across following reasons: Old machinery: BPC has a vast variety of heavy machines. Some of them are very old and worned out. They do not give the output that is required to keep pace with the schedule. Workers mindset : BPC is a govt. firm. The mindset of its employee is that whether they work or not they will be paid. So they are not motivated enough to give their best performance.
Page 37
Let us discuss each process in brief: Engineering : it is the initial phase of manufacturing of an RP. It consists of initial submission of drawings by the design department. This design is sent to client for approval.once the final design is approved it come back to PEX. It looks for the list of parts required in the manufacturing. The list is sent to stores to check for the available parts in stock. The final list of products unavailable is sent to purchase department for procurement. This whole process is expected to be completed in 20% of the time available from the date of PO received to CDD(contractual date of delivery). Procurement : BPC does not manufacture all parts of an RP. Most of the parts are either BO(bought out finished) or SB (semi bought out finished). Some of the major BO parts are crank shaft, extension rod, discharge manifold, suction manifold, discharge dampner with charging hose assembly. Some of the SB parts are frame, connectiong rods, fluid end assembly, stuffing box. These parts need machining before they can be assembled and fitted. The procurement is done by purchase department in the manner mentioned before. 30% of total processing time is allotted to procurement process. Fabrication and construction : this is the main process when job is loaded on machines and operated upon. Certain parts are manufactured inhouse like the base plate, certain extension rods. All the materials required for the constructions are bought out from stores and assembled as and when required. This part involves lot of labour intensive hours and hence accounts for 40% of net processing time.
Page 38
Page 39
Materials management is the branch of logistics that deals with the tangible components of a supply chain. Specifically, this covers the acquisition of spare parts and replacements, quality control of purchasing and ordering such parts, and the standards involved in ordering, shipping, and warehousing the said parts. The other major component of materials management is standards compliance. There are standards that are followed in supply chain management that are critical to a supply chain's function. For example, a supply chain that uses just-in-time or lean replenishment requires absolute perfection in the shipping of parts and material from purchasing agent to warehouse to place of destination. Systems reliant on vendor-managed inventories must have up-to-date computerized inventories and robust ordering systems for outlying vendors to place orders on. Materials management typically insures that the warehousing and shipping of such components as are needed follows the standards required to avoid problems. This component of materials management is the fastest changing part, due to recent innovations in SCM and in logistics in general, including outsourced management of warehousing, mobile computing, and real-time logistical inventories. In bpcl they deal with the two measure component of material management I) Store Keeping Inventory Control
II)
STORE KEEPING
MEANING OF STORE A Store is one who caresses the store lying under his control. The dictionary meaning of term an individual who is a man of working class type and who maintains the store. Further a storekeeper is taken as a person who executes the retail orders of the foreman just like a shop assistant serves the customer at the counter. Some taken the term as a store- labor. But with the
Page 40
STORE-KEEPING Store keeping refers to the safe custody of all item of material stocked in the storeroom for which the storekeeper acts as a trustee. The simple means that the material Carried into the store are to be stored I the storeroom in a such manner that. 1. The possibility of their being stolen or damaged due to fire or any other causes reduced, and.
2. They can be easily located and issued whenever required for use in and outside the storeroom, store keeping, thus may mean physical storage of material carried into the store room in a scientific manner with a view to.
OBJECTIVE OF STORE KEEPING The objective of storekeeping can broadly be categorized under following heads. 1. Minimization of the cost of production;
PROCEDURE ADOPTED IN BPCL FOR STORING OF DIFFERENT TYPES OF MATERIALS The store of BPCL is classified in three sections, which are given below:A. Receiving Cell B. Custody Cell C. Transport or Traffic Cell
A. RECEIVING CELL Receiving cell performs the following activities: 1. Receiving purchase department 2. Material receipt against challan, G.R. notes. 3. Preparation of materials arrival stores report. 4. Preparation of DRS (Daily receipt Stores) based on suppliers challan. 5. Clearance of DRS after unpacking of the package and physical checking of material as per DRS 6. Preparation of SRV with the help of cleared DRS and purchase order. 7. Preparation of DR (Shortage/Damage/Access) Report. 8. Intimation of supplier regarding shortage and damage if any.
Reciprocating Pump-from PO to GR[Type text] Page 42
Page 43
B. CUSTODY CELL:
In this cell following activities are performed; 1. Handling of materials to various custody groups along with SRV. 2. Storage and preservation of materials. 3. Posting of SRV in bin cards. 4. Tendering of SIV by user deptt. For issue of materials. 5. Issue of materials with control of SIV of SIV Control Register. 6. Dispatch of SIV (after issue of materials) of user as well as finance deptt. 7. Return of posted and cleared SRV back to receiving section. 8. Stock verification
Finding and maintaining records of receipt documents E.g. Challans bills etc.
Page 45
B. ISSUE OF MATERIALS
Issue of materials to different department against SIV
C. PRESERVATION OF MATERIALS
Regular checking of physical condition of materials.
Page 46
Maintaining records and making arrangement for removal discrepancy where found
G. CHECKING OF CHANGE LIST OF TIMER TO TIME Inviting proposal for write off.
Arranging the process of write off by the committee constitution for this purpose.
Page 47
Page 49
Page 50
1) Manuals and files at the marketing department, purchase department, production department and stores of BPC.
4) Utilizing simulation to enhance value stream mapping : a manufacturing case application by Thomas Mcdonald, Eileen M.Van Aken & Antonio F.Rentes
Page 51
Page 52