1) The 6-week industrial training was at ABB Limited, a multinational power and automation technology company founded in 1988. 2) ABB has over 120,000 employees across more than 100 countries and operates in various industries including power, robotics, automation and transportation. 3) The training involved understanding ABB's product range, operations in India, key projects, clients, organizational structure and marketing strategies. Site visits were conducted to various ABB locations in India.

1. 6 weeks industrial training atABB LimitedPresented By:-TanpreetKaurMBA-2A94972238242

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

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

4. Presence Around the GlobeCountries

5. ABB Executive CommitteeJoseph HoganPresident and Chief Executive OfficerMichel DemaréChief Financial OfficerGary SteelHuman ResourcesUlrich SpiesshoferCorporateDevelopmentDiane de Saint VictorGeneral CounselPeter LeuppPowerSystemsAnders JonssonRoboticsTom SjökvistAutomationProductsVeli-MattiReinikkalaProcessAutomationBernhard JuckerPowerProducts

6. Divisional structure and portfolio2007 revenues (US$) and employees per divisionProcess AutomationPower SystemsRoboticsPower ProductsAutomation 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 employeesTransformers, high- and medium-voltage switchgear, breakers,automation relaysSubstations, FACTS, HVDC Light, power plant and network automationLow-voltage products, drives, motors, power electronics, and instrumentationControl systems and application-specific automation solutions for process industriesRobots, peripheral devices and modular manufacturing solutions for industry

7. ABB Technology all around usorbiting 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 projectsLongest underwater power linkMost remote offshore wind farm linked to gridFirst commercial wave power plantMine hoist for largest potash mineFirst platform connected to mainland gridEurope’s largest thermal solar power plantLargest batteryLongest and highest capacity power linkLargest SVC installationLongest conveyor beltAutomation of largest alumina plantLargest SCADA networkLongest underground power linkLargest gearless mill drive (for crushing ore)Largest reverse-osmosis desalination plantPower and automation of largest chemical cellulose plantSubstation in world’s tallest buildingFirst 600 kV power link

9. PRODUCT RANGECables & Cable AccessoriesControl Systems Force MeasurementGenerator Circuit BreakersInstrumentation and AnalyticalLow Voltage Products and Systems Metallurgy Products Power Electronics Reactors SemiconductorsTurbochargingCollaborative Production ManagementDrivesHigh Voltage Products and SystemsInsulation ComponentsMedium Voltage Products & SystemsMotors and GeneratorsPower Protection & Automation ProductsRoboticsTransformer Components

10. ABB IN INDIAThe 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.

11. A pioneer in smart technologiesChallengeDelhi, India: Electrify one of the largest metro projects under construction in Asia

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

13. Bangalore, India: Improve reliability in grid serving 53 million people in Karnatakacontd……ChallengeIndia/Bangladesh: Provide a complete automation solution for world’s longest trans national, single-belt conveyor

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

15. India: Complete electrical and automation solution for one of the largest cement manufacturers in the worldprestigious projects of ABB-in indiaAutomation solutions for various steel plants in India- Tata Steel, JSW, Bhushan GroupDelivery of automation and power solutions to help power a stadium in Delhi for the Commonwealth Games 2010Robotics painting solution for Tata Motors Plant electrification and automation for steel plants around India- JSW“Invisible” substation solution to power help power city of Bangalore- KPTCLDistribution automation solution- Delhi airport new terminal 3Network management solution that is the first step towards a smart grid in Karnataka- KPTCL

16. SustainabilityEducation Access to electricity project Supporting the differently-abledEnvironment Support to natural calamities

17. HARIDWARFARIDABADKOLKATAVADODARANASHIKMUMBAIBANGALOREMYSOREStrong local presence Head office- Bangalore

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

25. Listed on Bombay Stock Exchange and National Stock Exchange, IndiaABB India’s Clients Company’s client includes all the sectors of market since the company has products for the following sectors:-Power Plants:- All Major Power Plants owners like NTPC, State Electricity Boards, Private Power Plants Owner like JSW, GVK etc.Process Industries:- like cement, Steel, Sugar, Metal and Minerals, Food and Beverage etc. All companies who set up such plants are our customers.Transportation Industry like Metro and Airport operators.Retails markets for all kinds of power related products.

26. CLIENTS OF ABB-CHANDIGARH CHANDIGARH COLONIZEREMAAR-MGFOMAXECPWPWDTOURISM DEPARTMENTCHANDIGARH 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 selectionDealers 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 productProduct 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 teamBiplabMajumderCountry and Sub-regionManagerDavid HueginLegal and ComplianceAmlanDuttaMajumdarChief FinancialOfficerB GururajCompanySecretaryJulianeLenznerCommunicationand InvestorRelationsRamesh ShankarHumanResourcesOHSTBAN VenuFront end salesS KarunCountry servicemanagerRanjanDeAccountManagement -Global accountmanager- TATAMadhavVemuriGlobal engineeringand servicesPrakash NayakPower SystemsPitamberShivnaniPower ProductsR NarayananDiscreteAutomation andMotionGNV SubbaraoProcessAutomationTommy AndreassonLow VoltageProducts(as of 1.8.10)

31. Mr. PiyushBansal(Regional Manager)AutomationTeamAdminTeamPS TeamPS TeamLP TeamDM TeamFinance and commercialMr. Baldev Raj(Manager-Sales)Mr. AnkitGoel(TL)Mr. Manish Srivastava(TL)Mr. Manish Srivastava(TL)Mr. Manish Srivastava(TL)Mr. MurlidharA.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. ManojMr. Ranjeet Singh(Comm Officer)Mr. Vipin(Manager-Sales)Mr. Abhijeet Roy(Manager-Sales)Mr. Rajesh Kumar(Manager-Sales)Mr. MotilalMr.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 Switches1920193319531915189919751998200120022004

34. INABB – EWA businessINABB launched Modular Switches with Classiq Lumina range in 2004.

35. Local design with basic modular concept

36. Features are thin plate and luminous strips which illuminates at nightIn 2006 end, ABB introduced one more range of Plate Classiq Sleek

37. Designed & developed new switch ClassiqFINANCIAL statement analysisLIQUIDITY RATIOS:- Current Ratio =CurrentAssets/Current Liabilities

38. Quick Ratio=Quick Assets/Current Liability

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

40. PROFITABILITY RATIOS:-Gross Profit Ratio:- =(Net Profit+Operating Expense)/SalesIt is desirable that this ratio must be high and steady because any fall in it would put the management in difficulty In therealisation of fixed expenses of the business.

41. Net Profit Ratio:- =Profit After Tax/SalesThis ratio is helpful to determine the operational ability of the concern. While comparing the ratio to previous years’ ratios, the decrement shows the inefficiency of the concern.

42. Earning Per Share:- =Profit/Share CapitalEarning per share helps in determining the market price of the equity share of the company. It also helps to know whether the company is able to use its equity share capital effectively with compare to other companies. It also tells about the capacity of the company to pay dividends to its equity shareholders.

43. Capital Turnover Ratio:- =Sales/Capital EmployedThe higher the ratio is, the more efficiently a company is using its capital also calledequity turnover

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 shareLegrand 4.04ABB 0.32Anchor** 3.65Crompton Greaves -1.62Havells 1.95

49. CUSTOMER PREFERENCE TOWARDS ABB switches

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

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

52. Area of Study:-Punjab, Himachal Pradesh,Haryana(Karnal,YamunaNagar,AmbalaHisar,Zirakpur,) and Chandigarh20CONVENIENCE SAMLINGSample Size :-Sampling:-

53. LimitationsSample size is small so sampling error may be committedMany questionnaires were through telephonic conversationAuthorized Dealers of ABB switches in northern region is very lessSince 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 repliedThe 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 switchesN=20

55. Brands of switches dealers have in their StoreN=20

56. Awareness of Customers about ABB brandN=20

57. Awareness level of customers about ABB switchesN=20

58. Brands in order of their preferenceN=20

59. Sales in percentage of these brandsN=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 ABBN=20

65. Problems faced by dealers while selling ABB ProductsN=20

66. Complaints from customers about ABB productN=20

67. Complaints about ABB switches are regardingN=12

68. Frequency of Complaints of ABB SwitchesN=12

69. SUGGESTIONS TO ABB TO IMPROVE UPON SALESN=13

70. Findings:-About ABB switches many customers are unaware, it is in ratio 50:5080% of dealers of ABB have Legrand also with themDealers 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 goodWith 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 ABBThe 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