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SALES AND MARKETING DEPARTMENT

BOOKING OF VSF
There are only three companies in India in the business of VSF. They are at Nagda, harihar, and kharach. Among them only BC produce the export quality fiber. This unit has the capacity of 350 TPD.

PROCEDURES:
Booking of viscose is made on monthly basis. The various branch offices suited allover India receives the order every month & these order are then send to the Mumbai head office.[MHO] MHO [Marketing Head Office] will then distribute the order to all three units according to their VSF quality requirement. BC will receive the booking from [A1] MHO through fax or through mail. Booking is sent in a form of a booking format.

PURPOSE:
The demand for VSF at present good because of its quality consistency. BC has two production lines. And has installed imported machinery for production of VSF. The work practices flowed in BC are unique compared to other unit of the same group. Due to its efficient manufacturing practices, it has resulted into production of VSF, which is superior in quality and competitive in price. BC was set keeping in mind to produce the fiber fulfilling the international standards. There for the purpose of BC fiber is to encourage of yarn exports of yarn consuming VSF in international market and to export VSF directly to price of BC VSF is Rs.2/- higher then the other fiber unit.

GOALS OF SALES AND MARKETING

DEPARTMENT :

1. TO Dispatch finished goods to customer as their requirement . A. To get correct requirement from costumer, branch office, Mumbai and nagada office. To get requirement in writing in order to avoid miscommunication.

B. Production to be planed as per dispatch program Production program to be set as per the requirement of our regular customer. There should be long enough of production of single type of product so that they have all type of product range to cover all customers with out much production loss. C. Quality of production Quality required by the customer to be produced. Quality should be maintained for individual supplier for deferred dispatches. D. To have daily up to date production and stock report E. Timely dispatch of the order To get payment details along with order Availability of material

F. To have clear identification on final product To provide clear identification marks on the bales and to be differentiated by different colour marks etc for different quality. 2. Keeping best communication with customers. A. To intimate their dispatch information Daily customer to be informed their dispatch details by fax or phone with all details.

B. To react to customer queries Even the smallest query of the customer to be reacted with maximum care and interest. C. To attend and solve to customer complaint. 3. Stacking undespatched goods in the best of health for future dispatch A. To maintain healthy condition of warehouse. To keep the warehouse neat and clean so tha the material do not get spoiled. To spot out the areas from the dust and water enters the warehouse and to inform concern for maintains for the same. B. Maximum care to be taken for material handling.

While the handling the material at most care to be taken that the material dose not get damaged or spoil. Material handling equipments to be used and maintained properly so that the materials do not spoil due to smoke, dust etc.

DESPATCH SCHEDULING :
Booking is the first step in the process the production and sales. On the basis of booking a production and dispatch plan is prepared for the coming one month. After receipt of the booking form the MHO the monthly statement is prepared consolidating the booking V/S dispatch for the month for all the customers, region wise and branch wise. On the basis of the booking the daily dispatch report is prepared for the region and branch along with the dispatch TPD production TPD and stock. Daily dispatches made to the customer are noted against the booking on daily basis. This helps to known the balance quality to be dispatch to the customer against the booking mode. The weekly booking V/S dispatch report is mode as required by the MHO on the basis of the data of dispatch and booking. The balance booking is daily monitored and accordingly the dispatch plan for the day is prepared. The dispatch plan for the day is prepare looking the payment received form the customer and the balance of booked quantity for the month. As VSF being a industrial product and although its has a good demand in the market, it is practically feasible to first manufacture the VSF and than try to market it.

COMPLAINT HANDLING SYSTEM :


Well defined complaint handling procedure help to increase the customer satisfaction and result into more repeat purchase. If they do not handle the customer complaint properly and effectively we may loose our image in the eyes of our customer. BC welcomes the complaint form its customer and give them timely and correct explanation, which result into 100% customer and satisfaction. BC believe in relationship building with its customer by reducing the complaint.

One of the yard stick to measure customer satisfaction is reduce the complaint resolution time.

COMPLAIN HANDLING PROCEDURE :


Customers are directly contact with the branch office in their region if they have some complaint. RO/BO heard the customer complaint and send to the MHO with details of the complaints. Also send a copy of the complaint to the unit. BC has well defined complaint handling procedure. CQAR noted and classify in the nature of the complaint. Investigation tame place in the plant, laboratory, warehouse and they will report the unit production in charge in suggested time limit. Unit productions in charge give feedback to the unit co-ordination give detail feedback with comments to the MHO and MHO directly give the justification to the customer for its complaint. In BC the customer complaint are review and discussed regularly by the committee and action plans are removal of the complaint.

INFORMATION TO CUSTOMERS
In the world of complaint information to customers is a major tool for retaining the existing customer as well as for building is a good image in the business environment. A customer seek many type of information from the seller like about the new uses of product, new schemes of promotion, and many more query of the customer. It is being a very important activity for BC because booking done by the MHO and production and dispatch by the BC. Information to customer at BC including the following matters. Information regarding their order dispatch which including date & time of dispatch, mode of transportation, qty.delivery with required quality. Feed back of any type of customer query. New promotional schemes. Export potentiality of VSF. Charging rates & new trrif. BC is very prompt in delivery information to customer. Such information given by on direct by on direct talk on telephone, fax and by mail. MIS information is the most important activity of the department at once hand it helps to improve the total functioning of the unit and other hand future policies are formulated on the basis of the MIS-reports. At birla cellulosic MIS generation is done regularly. Efficient internal computer network has made and accurate.

COMMUNICATION WITH CUSTOMER: SR.NO PARTICULAR


1. 2. 3. 4. 5. Pricing and incentives schemes declaration Visit of senior executive of customer work. Customer meet Routine interaction Informal interaction

PURPOSE
Awareness to pricing among customer to an able faster achievement of diser goal like increased relation, increasing in viscose usage. Under standing customer need, strength & limitation. Market trend and value chain related strategic issues. Demand/supply & competition bench mark, new product application, standard feedback and commercial issues. Technical seminars, exhibition and conference get together parties and pains executive club.

INCENTIVES SCHEMES
Every quarterly the grasim industries ltd. Issues incentives scheme for all their fiber plant in India. The schedules are implemented with the theme to promote viscose consumption & increase its awareness in the value chain. The fundamental purpose of incentive scheme is to encourage the value based blending of viscose with cotton/polyester/acrylic & 100% viscose fabric in the market. The subsidiary objective for revision of scheme & rate is due to increased prices of their major raw material such as WOOD PULP which is gradually increasing day-by-day. In order to neutralize the part of cost increased the prices are revised quarterly. These important as it help grasim to leverage the unique synergy between the fiber production & the yarn spinning mill to help India carve out a niche in the international market. 1. PV comfort blended yarn in domestic market Objective : To promote viscose blended in polyester viscose blended yarn with 35-37%.

Scheme coverage: The scheme applicable to dyed VSF and/or grey VSF base Quantity will be the average monthly consumption of VSF during the base period Of producing PV blended yarn for domestic market as per monthly excise record/

RT 12. The base quantity for such mill will be the total of VSF consumed for PV Yarn for domestic and export market during the base period. Incentives: Incentives is given on the basis of the international lifting starting From Rs.2.55 for 12% to Rs.6.60 for 40% per kg. 2. VSF in blend with cotton/polycotton: Objective: To genuinely promote the use of VSF in blend with cotton or in replacement with cotton and polyester for producing value added product with competitive advantages on regular and sustainable basis. Scheme coverage: Applicable to VSF used in blending with cotton below 45% ratio by cotton mill. Incentives: Rs.12.50/kg. for the yarn less then 28 count and Rs. 7.50/kg. for the count between 29 to 42. 3. For advance license/export oriented unit.: Objective: To encourage export of VSF yarn. Scheme coverage: All the manufacturing exporter exporting under advance license scheme and export oriented unit, which uses the VSF as raw material for P/V and 100% viscose tarn. Incentives: Rs. 12.00/kg. for export made under P/V and 100% VSF and Rs. 5.00/kg. additional for dyed yarn. 4. 100% VSF yarn in domestic market: Objective: To promote the genuine consumption/use of 100% VSF yarn in domestic market. Scheme coverage: The scheme is applicable to dyed VSF and/or grey VSF used for producing 100% VSF yarn for domestic market. Incentives: Rs.3.00/kg. on production of 100% VSF yarn and rs.1.50/kg. After on regular and consist basis.

5. Dyed in domestic market:

Objective: To promote the genuine increase in the consumption of dyed VSF in domestic market on regular and consistent basis. Scheme coverage: The incentives scheme is applicable only on achieving incremental slab on total quantity on dyed lifted/consumed for domestic market. - Quantity of variable shaded fiber, multi colors fiber and dyed VSF lifted under deemed export. Incentives: Incentives is given on increased in lifting above quantity starting from Rs.1.10/kg for 12-16% increase to Rs.2.85/kg. for 48% and above. 6. Under DEPB scheme: Objective: To encourage export of VSF based yarn on consistent basis. Scheme coverage: The scheme is applied to all the P/V and 100% yarn exports exporting under DEPB scheme. Incentives: Export made of viscose content 35% and above Rs.2.00/kg and 65% and above Rs.4.00/kg. For the export made of 100% viscose yarn Rs. 7.00/kg and if endorsement of EPCG license of Birla cellulosic under export of 100% viscose yarn Rs.8.00/kg. Rs.1.00/kg will be given at the end of the quarter for continuity. 7. For acrylic viscose yarn: Objective: To promote viscose blends in acrylic viscose blends yarn. Scheme coverage: the scheme is applicable to dyed VSF and grey VSF used for producing acrylic viscose blended yarn. Incentives: Incentives is given on production of acrylic viscose yarn in blend from 20-34% rebate is Rs.1.00/kg and 35-49% rebate is Rs.2.00/kg and 50% above Rs.3.00/kg additional to thus Rs.3.00/kg for dyed yarn. PAYMENT

OF CELLULOSIC:

INCENTIVE

SCHEME

AT

BIRLA

Out of seven scheme rebate are issued by BC for cotton viscose [C/V] and DEPB scheme. The purpose behind is customer lifting the fiber BC are generally cotton mills and manufacturing export of P/V and 100% viscose yarn credit notes are issued on receipt of various paper as mentioned in the scheme from the customer. DEPB: Paper to be submitted: Self attested copy of:

Shipping bill AR4 DEPB Book: A separate statement is prepared customer wise showing the quantity created and quantity on which rebate is bate given. This customer wise statement is prepared on the quarterly basis as per the revised scheme. Document received are verified and quantity is credited to the partys account. The summary of the balance of quantity is prepared on the daily basis in order to give rebate. The DEPB rebate is given invoice it self as the quantity available in the partys account. The document received are filled separately for the record purpose. For DEPB rebate of Rs.8/- the document are verified whether the export made is for the particular month, export made is of 100% viscose yarn, endorsement stating the export made EPCG license of Birla cellulosic is present and the FOB value of the export made is noted. The EPCG endorsement document are filled separately and noted in third party export. Third party export are maintained separately customer wise for the filling the Appendix 10C for regulating the EPCG export obligation. C/V SCHEME: Papers to be submitted Certificate true copy of RT-12 Excise invoice Commercial invoice Declaration of converted 100% cotton C/V blended yarn.

Rebate of C/V is given by the way of credit note at the end of every month. At the end of recovery month the provision of credit note to be issued is given to account department on the basis kept for the month as the paper related to the scheme for issuing the credit note takes at least one month. On the receipt the document the document are verified and checked the authenticity of the documents. The C/V blended yarn is prepared, count prepared by the mail, ratio of the yarn prepared during the month is verified and then it is accounted to statement of party. The statement of rebate is prepared which shows the consumption of viscose fiber and the flexibility of 3% for the waste is also added to the statement, which is approved by VP (F&C),and then the credit notes is issued to the costumers.

REBATE SUMMARY:

At the end of every month the summary of the rebate given to the costumer is prepares. These including the rebate as DEPB, advance license /100% EOU (Export incentive rebate), quality rebate 1.2 denier promotion rebate & SYP rebate. Here the party wise total quantity on which rebate is given is multiply with rebate give per kg. This summary is sent to MHO & Nagda for the costing fiber of the unit. This summary is also in financial purpose by accounts department.

TEXTILE RESEARCH & APPLICATION DEVELOPMENT CENTRE

TRADC
Innovation is the key to future at birla cellulosic, & R&D center named TRADC has been launched for facilitating innovation, quality up-gradation & efficiency improvement in fibres, yarns & fabrics. TRADC has a state-of-the-art; pilot& industry scale facilities for spinning, weaving, knitting, garmenting & laboratory testing to study & suggest process improvement in the entire textile change from fiber to garments to fashion. VISION: To facilitate Indian Textile Industry foe achieving global leadership by unleashing the power of innovative designs & products, through technological research & application development. MISSION: To provide a comprehensive research & development set up from fiber to fabric to Indian Textile Industry for facilitating innovation, quality up-gradation & efficiency improvement to promote Indian Textile brands globally. OBJECTIVES: Pertaining to business Regular VSF: Development & promotion of core blends of P/V. Development of new applications, new blends & new finishes. Development & promotion of: New applications of viscose & its blends. New fabric finishes & processing technologies. Optimization of processing parameters for specially fibers like Lyocell & Modal. Pertaining to value chain: Assist & encourage new products. Supply small quantity of yarn & fabric for percolation. Help in optimizing operational parameters.

Assist in selecting & developing suppliers for bulk production. Commercial: Supply of high value added specially yarns & fabrics to market. Utilizing spare capacity to market regular yarns & fabrics. Exporters/ Garmenters: Develop exportable samples with the international quality in required time. Assist in selecting & developing suppliers for bulk production. New fibers like lyocel, modal & specialties: Assist fiber production technology. Develop textile processing technology for the new fibers. Develop & promote applications for the new fibers. GAINERS OF TRADC IN INDIA: Fiber Manufacturers Spinners Weavers Processors Garmenters Exporters Buying Houses Super Stores Designers

CAPACITY DETAILS: Yarn Woven fabric Knitwear 500 kg/day 365 mtrs/day 80 kg/day