1. 6 weeks industrial training atABB Limited Presented By:- TanpreetKaur MBA-2A 94972238242

2. INTRODUCTION ABB Group was founded in 1988, after the merger of Swedish ASEA and Swiss BBC Brown Boveri ASEA was founded in 1883 BBC Brown Boveri was founded in 1891

3. Headquarters: Zurich, Switzerland More than 120,000 employees in more than 100 countries

4. Presence Around the Globe Countries

5. ABB Executive Committee Joseph HoganPresident and Chief Executive Officer Michel DemaréChief Financial Officer Gary SteelHuman Resources Ulrich SpiesshoferCorporateDevelopment Diane de Saint Victor General Counsel Peter Leupp PowerSystems Anders JonssonRobotics Tom SjökvistAutomationProducts Veli-MattiReinikkalaProcessAutomation Bernhard JuckerPowerProducts

6. Divisional structure and portfolio 2007 revenues (US$) and employees per division Process Automation Power Systems Robotics Power Products Automation Products $9.8 billion32,000 employees $5.8 billion14,000 employees $8.6 billion33,000 employees $6.4 billion26,000 employees $1.4 billion5,000 employees Transformers, high- and medium-voltage switchgear, breakers,automation relays Substations, FACTS, HVDC Light, power plant and network automation Low-voltage products, drives, motors, power electronics, and instrumentation Control systems and application-specific automation solutions for process industries Robots, peripheral devices and modular manufacturing solutions for industry

7. ABB Technology all around us orbiting the earth and working beneath it, crossing oceans and on the sea bed, in the fields that grow our crops and packing the food we eat, on the trains we ride and in the facilities that process our water, in the plants that generate our power and throughout our homes.

8. Ground-breaking and nation-building projects Longest underwater power link Most remote offshore wind farm linked to grid First commercial wave power plant Mine hoist for largest potash mine First platform connected to mainland grid Europe’s largest thermal solar power plant Largest battery Longest and highest capacity power link Largest SVC installation Longest conveyor belt Automation of largest alumina plant Largest SCADA network Longest underground power link Largest gearless mill drive (for crushing ore) Largest reverse-osmosis desalination plant Power and automation of largest chemical cellulose plant Substation in world’s tallest building First 600 kV power link

9. PRODUCT RANGE Cables & Cable Accessories Control Systems Force Measurement Generator Circuit Breakers Instrumentation and Analytical Low Voltage Products and Systems Metallurgy Products Power Electronics Reactors Semiconductors Turbocharging Collaborative Production Management Drives High Voltage Products and Systems Insulation Components Medium Voltage Products & Systems Motors and Generators Power Protection & Automation Products Robotics Transformer Components

10. ABB IN INDIA The company was incorporated on 24th December 1949 as Hindustan Electric Company Limited. In 1965, the Company’s name was changed to Hindustan Brown Boveri Limited (HBB). Pursuant to the Scheme of Amalgamation of Asea Limited with HBB with effect from 1st January 1989, the name was further changed to Asea Brown Boveri Limited (ABB) with effect from 13th October 1989.

12. Maharashtra, India: State of the art, turnkey electrification solution for thermal power plant that will supply increased power to western grid

14. India: Help the largest steel blast furnace in India maximize their production efficiency

16. Sustainability Education Access to electricity project Supporting the differently-abled Environment Support to natural calamities

18. Global Corporate Research Centers

19. 2 power technology centers

20. Automation operations center

21. 16 Manufacturing facilities

22. 29 Marketing offices

23. 4 Training centers

24. 8 Service centers

26. CLIENTS OF ABB-CHANDIGARH CHANDIGARH COLONIZER EMAAR-MGF OMAXE CPW PWD TOURISM DEPARTMENT CHANDIGARH HOUSING BOARD

27. Factors considered while choosing clients:- Financial Capability of client. Project feasibility. Risk factors for ABB in supplying to client which will also include soft issues like clients background, ethics, climate issues, country related risks etc. Client’s past similar experience in setting up project. Client’s usage of product.

28. process of dealers selection Dealers past exposure to the business. Dealers financial capability. Dealers technical infrastructure. Dealers engineering manpower infrastructure. Dealers ability to meet ABB’s stringent Quality, Safety and Statutory obligations. Dealers capability to meet the quantity requirement of ABB.

29. Departments involved in marketing a product Product development- where active feedbacks are taken from market for product development to suit market requirement. Business development- This department is the first step of marketing for ABB wherein all ABB products are marketed to end customer and process includes new projects information, to introduce ABB’s products and registration of all ABB products with new customers. Front end sales- Front end sales as a function are located near customers cities (major cities) and market for new enquires and gives total support to customer for offers, order booking and also ensure collection of payments and statutory forms. Back end Tendering support- This includes preparation of technical and commercial offer against detailed technical specifications of customers.

30. India – Country management team BiplabMajumder Country and Sub-regionManager David Huegin Legal and Compliance AmlanDuttaMajumdar Chief FinancialOfficer B Gururaj Company Secretary JulianeLenzner Communicationand InvestorRelations Ramesh Shankar HumanResources OHS TBA N Venu Front end sales S Karun Country service manager RanjanDe Account Management - Global account manager- TATA MadhavVemuri Global engineeringand services Prakash Nayak Power Systems Pitamber Shivnani Power Products R Narayanan DiscreteAutomation andMotion GNV Subbarao ProcessAutomation Tommy Andreasson Low VoltageProducts (as of 1.8.10)

31. Mr. PiyushBansal (Regional Manager) Automation Team Admin Team PS Team PS Team LP Team DM Team Finance and commercial Mr. Baldev Raj (Manager-Sales) Mr. AnkitGoel (TL) Mr. Manish Srivastava (TL) Mr. Manish Srivastava (TL) Mr. Manish Srivastava (TL) Mr. Murlidhar A.O Thomas (Manager) Mr. Lalit Sharma (Manager-Sales) Mr. S.K Verma (Manager) Mr. SandeepGulati (Manager Sales) Mr. Ramandeep Gupta (Manager-Sales) Mr. VipinLakhanpal (Manager-Sales) Mr. Manoj Mr. Ranjeet Singh (Comm Officer) Mr. Vipin (Manager-Sales) Mr. Abhijeet Roy (Manager-Sales) Mr. Rajesh Kumar (Manager-Sales) Mr. Motilal Mr.SandeepBhardwaj (Manager-Sales) Mr. NeerajVerma (Manager-Sales) Mr. Suman Kumar (Comm Officer) Mr. Rakesh Kumar (Manager-Sales) Mr. Alfin Tom (Manager-Sales) Ms. DivjotKaur (Marketing-Manager) Mr. Jasbir Singh (Execution-Sales) Mr. Harjeet Singh (Manager-Sales) Mr. Kuljeet Singh (Execution -Sales) Mr. SanjeevBalta (Execution-Sales) Mr. Ramanpreet Singh (Executive-Sales) Mr. Kuldeep Singh (Execution-Sales) Mr. Harminderpal (Execution-Sales) Mr. Mukesh Kumar (Execution-Sales)

33. Development of Switches 1920 1933 1953 1915 1899 1975 1998 2001 2002 2004

35. Local design with basic modular concept

38. Quick Ratio =Quick Assets/Current Liability

39. Absolute Liquid Ratio =(Cash+ Marketable Securities)/Current Liabilities

44. OPERATING PROFIT RATIO =Operating profit/Sales

45. TURNOVER

46. NET PROFITS

47. EARNING PER SHARE

48. NEED OF THE STUDY:- Company Change in Market share Legrand 4.04 ABB 0.32 Anchor** 3.65 Crompton Greaves -1.62 Havells 1.95

49. CUSTOMER PREFERENCE TOWARDS ABB switches

50. OBJECTIVES TO know awareness about different brands of switches TO STUDY THE FACTORS AFFECTING CUSTOMERS PREFERENCE/ CHOICE towards switches to know about problems being faced by customers while using ABB switches

51. Type of Data Used:- Primary Data Channel Partners/Authorized Dealers of ABB in Punjab, Himachal Pradesh,Haryana(Karnal,Yamuna Nagar, Hisar, Zirakpur,) and Chandigarh Target Group/ Population:-

52. Area of Study:- Punjab, Himachal Pradesh,Haryana(Karnal,YamunaNagar,AmbalaHisar,Zirakpur,) and Chandigarh 20 CONVENIENCE SAMLING Sample Size :- Sampling:-

53. Limitations Sample size is small so sampling error may be committed Many questionnaires were through telephonic conversation Authorized Dealers of ABB switches in northern region is very less Since study time was less, so so my study area was limited to northern zone(excluding Delhi and NCR) Consumers were scattered very far off so I courier them, to which many didn’t replied The research area is limited to Punjab, Haryana(Karnal, Yamunanagar, Ambala), Jammu & Kashmir, and Himachal Pradesh, so the results cannot be generalized.

54. Awareness about different brands of switches N=20

55. Brands of switches dealers have in their Store N=20

56. Awareness of Customers about ABB brand N=20

57. Awareness level of customers about ABB switches N=20

58. Brands in order of their preference N=20

59. Sales in percentage of these brands N=20

61. Customer preference of brands of switches on various factors. N=16

62. N=16

63. N=16

64. Various promotional schemes offered by ABB N=20

65. Problems faced by dealers while selling ABB Products N=20

66. Complaints from customers about ABB product N=20

67. Complaints about ABB switches are regarding N=12

68. Frequency of Complaints of ABB Switches N=12

69. SUGGESTIONS TO ABB TO IMPROVE UPON SALES N=13

70. Findings:- About ABB switches many customers are unaware, it is in ratio 50:50 80% of dealers of ABB have Legrand also with them Dealers are not satisfied with the brand ABB.(This is as per overall ratings) Market share of Legrand is the highest and many dealers of ABB have the sales of ABB in 0-20% and 10% don’t have any share of ABB in their sales. Which means ABB as a brand in switches is not doing good With the prices of ABB dealers are not satisfied. Even though other brands have nearly same prices as ABB but still they are preferred over ABB

71. Even with ABB looks (aesthetic) and durability dealers are not satisfied. Legrand enjoys the leadership here. SSK is another brands which is getting comparable rating to ABB The main problem of ABB is with unawareness of brand- ABB Switches. This problem is faced by dealers while selling the product. As customers are not aware about the product so convincing them is a tedious task. Quality is another major problem being faced by dealers

72. RECOMENDATIONS As the competition in this field is very much so the major stress should be on creating the brand awareness, through advertisement, campaigns, promotional schemes to dealers and to the customers Legrand is the market leader so to be in the competition ABB need to re construct its design part/ improve its design to attract customers. The prices need to be lower than customers, to attract new customers. In every city representative of ABB must be there to keep account of sales in routine, and to study the needs of that particular region. This will help in boosting up the sales After sales services of company need to be improved by appointing engineer for every zone.

73. For the prompt handling of queries, complaints and requests, it is suggested that one more person should be employed in every zone. It is recommended that training programs should be organized frequently and dealers should be informed and persuaded to participate in this so that handling of problems and complaints by customers can be handled by dealers and employees in more quickly and delay is not made. In switches segment company should award the highest seller of the month/ or year. This will motivate the dealers

74. More contests should be floated to keep the dealers motivated it will help in raising the sales many fold. Lastly, it is also strongly advised that company must resolve the issues and pay heal to suggestions given by dealers in the questionnaires so that this project does not become a futile exercise. It was also found during survey that company is having 2-3 dealers in every city, but more than 50 % do not keep Domestic switches. To improve upon the sales of switches to company should encourage them to keep switches in their stores, this will help increase the brand awareness and also the sales will increase.

75. QUESTIONNAIRE Questionnaire

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81. THANK YOU