SUMMER INTERNSHIP REPORT ON

INSTITUTIONAL
BUSINESS
DEVELOPMENT

For
SIDWAL REFRIGERATION INDUSTIRES Pvt.
Ltd.

By

Md.

Shadab Khan

2015-502-062

In Partial Fulfillment for the award of

1
 Post Graduate In

Management

2015-17

JamiaHamdard University
Near Batra Hospital, Hamdard Nagar,
New Delhi, Delhi 110062

2
 SUMMER INTERNSHIP REPORT
ON

INSTITUTIONAL
BUSINESS

DEVELOPMENT

For

SIDWAL REFRIGERATION INDUSTIRES

Pvt. Ltd.

Under the supervision

Nishat Khan

3
Submitted By, Submitted to,
Md. Shadab Khan Dr. Nudrat
Moini Rahman
Enrollment Number: 2015-502-062

4
 ACKNOWLEDGEMENT

My heartfelt gratitude goes to my company

guide Nishat Khan, After Market Sales, Area
Manager. Who initiated the Midas touch to all the
queries and actually made this project possibly
edge. I am highly obliged to respected, Dr. Nudrat
Moini Rahman, Associate Professor, Jamia
Hamdard and all other faculty members, for their
continuous support and guidance.

I would also like to convey my gratitude to

my guide Nishat Khan, After Market Sales,
Manager-Sales & Marketing who made me walk
all the steps of this project, intricately and
helped me in formulating the entire
framework of this analytical research.

A word of thanks to all my respondents who

spared their valuable time from their busy itinerary
and made the project complete.

5
 Finally, I express my gratitude to the every
person who has devoted their valuable time in
accomplishing my summer internship project.

DECLARATION

I Md. Shadab Khan Student of Jamia Hamdard

University 2015-17 Batch
declare that every part of the Project Report Titled

6
INSTITUTIONAL BUSINESS DEVELOPMENT
for sidwal refrigeration industries Pvt. Ltd.
Submitted by me is original.

Date of project submission:

Faculty Mentors Comments:

__________________________________________
______________________
__________________________________________
______________________
__________________________________________
______________________

( Dr. Nudrat moini Rahman)

7
 TABLE OF CONTENTS

INTRODUCTION.......................................................................................................
COMPANY PROFILE..................................................................................................
LITERATURE REVIEW.............................................................................................
MILESTONE ACHIEVED...........................................................................................
CLIENTS................................................................................................................
GOVERNMENT DEPARTMENTS............................................................................
SCHOOLS...........................................................................................................
OIL COMPANIES.................................................................................................
HOSPITALS........................................................................................................
FIVE STAR HOTELS.............................................................................................
DIVISION...............................................................................................................
1. RAILWAY HVAC - MAIN LINE............................................................................
2. RAILWAY HVAC - METRO.................................................................................
3. DEFENCE........................................................................................................
4. BUS AC...........................................................................................................
5. TELECOM & IT................................................................................................
6. DRINKING WATER COOLER..............................................................................
KEY MANAGEMENT...............................................................................................
FINANCIAL FORECAST...........................................................................................
RESEARCH METHODOLOGY...................................................................................
RESEARCH METHODOLOGY:-.................................................................................
DATA ANALYSIS & INTERPRETATION.......................................................................

8
SWOT ANALYSIS....................................................................................................
CONCLUSION.........................................................................................................
BIBLIOGRAPHY......................................................................................................

9
 INTRODUCTION

I have completed my training from sidwal

company which deals in refrigeration under the
guidance of NISHAT KHAN (marketing manager
sidwal group delhi) and my mentor Dr. Nudrat
Moini Rahman. I had a very good experience
working with sidwal company. they deal in
mainly refrigeration department and the major
clients of sidwal are the indian railways,indian
army,mtnl,hospitals like escort fortis, jasolla
apollo and many more. I got a chance to visit
some of the client that is Apollo Hospital, AIIMS,
and I came across many things which I wasnt
aware of. it deals in Water cooler. My guide nishat
khan played a very important role in guiding me
through all these client meetings. It was not only a
training but a life long experience for me. I visited
escort heart hospital to talk about the problem
that occurred in the water cooler and to sort out
the problem ,as the manager was distressed by
the regular fault in the water cooler system and
wanted to remove the contract. with my keen
effort and wonderful marketing strategy we got
the confidence of the manager and with the help
of the experts we sorted out the problem. From
outside its seems that the things would have been
too easy but from inside the whole system works
with a chain employee each one is connected with
the other and employees are divided in team to
perform a particular task. Each team has a leader
10
and communication flows in this manner. each
team leader is connected with a manager and
managers are connected with the senior most
person. The communication leads to a more
committed and loyal workforce in an organization
because the employees are given a chance to raise
and speak dissatisfaction issues to the higher
levels. The managers get to know about the
employees feelings towards their jobs, peers,
supervisor and organization in general. Managers
can thus accordingly take actions for improving
things.

Grievance Redressal System, Complaint and

Suggestion Box, Job Satisfaction surveys etc all
help in improving communication. Other things
that is observed was that Communication are
-performance reports made by low level
management for reviewing by higher level
management, employee attitude surveys, letters
from employees, employee-manager discussions
etc.

In this report I have analysed the TOMA (top of

mind awareness), customers preference ,companys
strategy, and competitors activities for all theirs
strategies and schemes offered to retailers.
The main competetiors of sidwal refrigeration
company in this segment are samanata pvt ltd.,
sunbird associates pvt. ltd which is giving a very
tough competition sidwal is leading all other
competitor brands and is still the market leader.

11
 COMPANY PROFILE

Sidwal is an ISO 9001 certified company promoted by NRI technocrat Mr S S

Sidhu, a mechanical engineer from the University of Michigan.

Sidwal entered the air conditioning and refrigeration industry in 1974. Through
extensive inhouse research and development, Sidwal has become known for the
excellent performance and quality of its products.

In 1991, Sidwal pioneered the all-indigenous development of roof mounted package

air conditioners for passenger rail coaches. Since then Sidwal has supplied more than
6000 air conditioners duly tested and approved by the Research and Standards
Organisation (RDSO) to the Indian rail coach factories. The famous Indian luxury
tourist trains such as the 'Palace on Wheels', 'Royal Rajasthan on Wheels' or the
'Maharaja's Express' are all air conditioned by Sidwal.

Sidwal was the first company to have developed Roof Mounted HVAC for diesel and
electric loco driver's cabin. Sidwal is the only company to have exported HVAC
units and has converted 4 Non-AC coaches into AC coaches. The entire project
involved replacing the windows with sealed ones, providing new interiors including
seats and wall panels, providing ducting and modification of the coach roof for
mounting the AC units. The Project was done jointly with RITES. Sidwal provided 4
year operation and maintenance of these coaches in Bangladesh and trained staff of
Bangladesh Railways to finally take over.

SIDWAL has service centres in Metropolitan cities rendering services to air-

conditioning system of the Railway coaches under AMC since 1997.

SIDWAL has more than 315 technicians and staff to provide maintenance to the air-

7
conditioning units a round-the-clock in the rail coaches during on-line operation.
SIDWAL undertakes Annual Maintenance Contracts for Preventive as well as
Corrective Maintenance with all Railways.

Sidwal has manufactured and supplied 248 Metro Saloon Car Air-conditioners under
a manufacturing contract from Air International Transit, Australia for Phase I
coaches.

DMRC had desired to increase the cooling capacity of HVAC system and also to add
Heating for winter and De-humidification for rainy season. Sidwal designed and
supplied its own Saloon air conditioner Model SID-3300 developed under a
developmental order from DMRC and supplied two prototype HVACs which were
tested in revenue service for more than one year. After successful service trials,
DMRC placed additional order for 32 HVACs for 4 Trainsets. These are in
successful service since January 2007 fitted in Rotem Coaches made by MRM at
Bangalore.

The SID-3300 Saloon car Air-conditioner was tested jointly by DMRC and Sidwal.
And thus, DMRC given Sidwal the status of an approved vendor.

BEML has placed the order in 2009 for 16 Saloon Air Conditioners on Sidwal on a
single tender basis for the 8 Car prototypes for 6 car per Train set extension project
of 70 Trainset of Phase-1, RS-1. The ducting in these 8 cars has also been provided
by Sidwal.

The Electric Energy Efficiency has improved significantly by the use of state-of-the
art HVAC design using scroll compressors. As a result the air -conditioner is
delivering 52kw cooling with 34.6kVA power consumption. This is same power
consumption as consumed by AIT air conditioner delivering 41KW cooling in RS-1.

8
Filters were provided on the fresh air openings to cope up with the dust-laden
atmosphere of New Delhi. As a result, service life and maintenance intervals of the
mixed air (fresh air and re-circulated air) filters has significantly improved (6000
kmsobserved by DMRC). 900 RPM condenser fan motors have been used to reduce
the noice emissions to the outside of the rail car.

Mitsubishi RotemMelco BEML (MRMB) consortium has been given the order for
188 Cars for Phase II (RS3). Based on the experience gained by Sidwal, they have
placed an order for 376 Saloon Car AC and 94 Driver's Cab AC on Sidwal.

Sidwal exported 1 trainset HVACs to Rotem, Korea, which passed all tests and
returned to India. Deliveries of 20 Trainset HVACs have already been made.

Sidwal also has developed and supplied 800 HVAC units for the newly introduced
LHB ALSTOM designed passenger coach for Indian Railways.

Through a comprehensive technical support network Sidwal provides round-the-

clock 24x7 service under Maintenance Contracts throughout the 63,465 kms of
Indian Railway track length. 315 Sidwal'stechnicial are stationed at major rail heads
throughout India.

Sidwal has received contracts from Siemens and ICF to provide Ventilation Systems
to 1446 EMU coaches of MRVC Mumbai. 100% supply order has been given to
Sidwal due to excellent performance experience at Western Railway in the
Millennium 12 Coach rake provided with Ventilation system by Sidwal under the
Indo- German project.--------

SIDWAL is also registered with Director General of Quality Assurance (DGQA),

Ministry of Defence, Govt. of India, Directorate General of Aeronautics Quality
Assurance (DGAQA), Ministry of Defence, Govt. of India for the supply of air-

9
conditioners of Military Ambulances and have supplied these air-conditioners for
TATA (4 X 4) 2.5 Ton Chassis and also to Swaraj Mazda 4 X 4 Ambulances.

Sidwal has a large range of air conditioners for luxury buses having seating capacity
of 9, 14, 21, 29, 35, 42 and 52. Compressor is mounted on the vehicle engine as well
as powered by a separate Diesel engine as a power pack. Sidwal has over 5000 buses
in satisfactory service all over India.

SIDWAL has also supplied Air-Conditioning Unit (ACU) and Thermal Cooling Unit
(TCU) after thorough testing by Design Research & Development Organization
(DRDO), Ministry of Defence, Government of India for Mobile Autonomous
Launcher System of BrahMos supersonic missile. This missile was handed over to
Indian Army by the President of India on 21st June, 2007.

SIDWAL has supplied 7 ton and 10 ton Packaged Air-conditioning Units complete
with electrical control panels and installation duly tested and approved by DGAQA
for Air Force Radar Communication Shelters at various locations.

SIDWAL is one of the six suppliers of High Sensible Heat Ratio 7 & 10 Ton
Packaged Aircons for Department of Telecoms telephone switch gear rooms. These
are equipped with microprocessor based controllers for precision control of
temperature, humidity and dust.

Among other products, SIDWAL has a largest range of ISI marked Drinking Water
Coolers (8 to 800 ltrs.) duly approved by Directorate General of Supplies &
Disposals (DGS&D), Ministry of Supply, Govt. of India.

SIDWAL products are designed using man-machine interactive type techniques.

Reliability is assured with stringent testing under controlled temperature and
humidity conditions in highly equipped test rooms. Through extensive research &

10
development, SIDWAL has produced excellent products acclaimed for their
distinguished quality for more than 33 years.

SIDWAL has one of the most advanced and modern factories at Faridabad (Haryana)
and Kala-Amb (Himachal Pradesh) having young and dynamic team of engineers
and technicians equipped with the latest Computer Aided Design Systems and
Computer Aided Manufacturing with CNC Sheet Metal Presses, Folding Machines
and Brake Presses. Cooling Coils, Condenser Coils, Blowers, Motors, PCBs, FRP
moulding, Electrical Panels produced in-house provide the cutting edge benefit over
the competition.

Ruggedness and longevity of our products through a strict quality control and 100%
testing in controlled climate test chambers has been key strength of SIDWAL.
Repeat orders are placed on us due to products backed up by a strong and prompt
service team. We have been able to create an undisputed reputation in the
competitive market.

11
 LITERATURE REVIEW

Sidwal Group : Sidwal Refrigeration Industries Private Limited (SRIPL),

Climatrol Corporation (Climatrol), Intec Corporation (Intec) and Sidwal
Technologies (ST). All four companies 100% owned by Mr S S Sidhu and his
family.
Established Name in the Field of HVAC (Heating Ventilation Air
Conditioning): Pioneered in the field of mobile applications (e.g. Railways,
Metro, Buses etc); Well accepted applications in Defence, Telecom Shelters,
Telecom Switch Gear Rooms and Commercial Establishments.
Pioneered Position in the Indian Railways (Mainline as well as Metro):
Pioneer of indigenous development of roof mounted HVAC for Indian Railway
passenger coaches, diesel & electric loco driver cabins and metro coaches.
Product innovations and competence to further strengthen market position.
Solid Past History with Indian Railways: Supplied more than 15,000 roof
mounted package air conditioners for passenger rail coaches, more than 1700 AC
units for metro coaches and 3500 ventilation units for Mumbai suburban train
coaches.
Hugely Potential Business Segments : Most of the Sidwal business segments
have huge business potentials in upcoming 1015 years. Now Sidwal has arrived
at the stage, where its poised for huge growth and upswing with minimal risks. In
addition to huge demand driven Railways and Defence, Sidwal has stabilized
product base in indigenous HVAC solutions for Telecom / IT and Bus Air
Conditioning; Drinking Water Coolers, Refrigeration / Chilling Rooms for
Institutional clients. Each segment has huge potential for significant growth
cycle.
Huge Marketing Penetration and Entry Barrier: It is one of the very few

12
 manufacturers in India for HVAC solutions that meet international quality
standards and is an approved vendor to most of the prestigious customers in the
domestic market (these approvals can take many years to obtain and are a
significant entry barrier).
Dedicated and Competent R&D Team: Indigenous designs; develops and
produces all its HVAC products and components, which are protected by patents,
designs and copyrights.
Exceptional and Stable Profitability within the Industry: Optimized
production processes, conservative expansion and investment policy, highly
skilled labor force and costs rationality allowed Sidwal to hold robust
profitability levels. Solid order book and tendersinline covers majority of
operating plan for year 201617. In house manufacturing of majority of
components ensure efficient control mechanism on both quality & cost of the end
products. Cooling Coils, Condenser Coils, Blowers, Motors, PCBs, FRP
moulding, Electrical Panels produced inhouse provide the cutting edge benefit
over the competition.
Solid Operational Base: Invested factory with capacity to grow and low
CAPEX requirements. Skilled and loyal workers with recognized technical
knowhow provide sufficient staff sources and flexibility.
Strong Service Network : Through more than 350 technical personnel stationed
across the country, Sidwal provides round the clock preventive & corrective
service for railway, bus & defence sub segments. The network not only provides
the competitive edge but also serves as a high profit revenue source.

1.2 Strong Growth Potential

Upswing in demand for competitively priced HVAC Solutions : Huge
expansion plans, GOI capital expenditure budgets and favourable policy
framework in Defence,Railway, Metro are big stimulants for HVAC. Likewise for
Bus, Telecom and buoyant consumer segments cost pressures are huge drivers

13
 for global and large Indian OEMs / endusers to source indigenous quality
products.
Big Defence Opportunity: With huge Indian defence budget and favourable new
policy framework of Make in India (preferential procurement), push for offsets
and self reliance, delicensing except for 16 core defence items Sidwal Group
has bigadvantage in defence related HVAC business. Sidwal is registered &
approved vendorfor defence HVAC supplies and has successful history in HVAC
applications (e.g. radar equipment, combat vehicles, missile launchers, bullet
proof vehicles, ambulances, ground shelters etc)
Unique Opportunities of Multifold Growth Potential with Railways: Indian
Railways have huge demand for HVAC in next 10 years with multifold capacity
expansion in coach production facilities, replacement of all its traditional blue
colored express train ICF coaches with new LHB coaches (AC coaches being
priority), new AC double decker & longer trains and, introduction of AC
electronic multiple unit (EMU). Sidwal group has significant market share (50%)
of Indian Railway HVAC procurement and is well poised for huge value creation
with multifold growth in Indian Railways. Expected Indian Railways HVAC
business for year 201617 to grow few times.
Huge Stimulus in Metro HVAC Business: Huge capital expenditure budgets
(more than INR 2000 billion ~ USD 36.4 billion) for metro rail network in Indian
cities for next 10 years. Sidwal, being only Indian approved vendor by DMRC
for metro HVAC unit has unique position to fetch larger share of procurement.
Sidwal is in process of long term arrangements with global metro operators for
their India bound procurements.
Untapped Potential in Precision HVAC : Sidwal has been focussing Govt
owned telecommunication companies with significant market share. From the
year 201617, its gearing now to target private telecommunication market
(approx size Rs 500 crores). With its stabilized & recognized quality and lower

14
 costs, it is well placed to generate sizeable business from private
telecommunication operators.
Import Substitution for Bus HVAC: Currently most of the bus manufacturing
companies are importing their bus air conditioning. Sidwals quality and
competitive pricing can fetch a sizeable business in bus segment.
Buoyant Consumer Segment for Drinking Water Cooler, Cold Rooms and
Refrigeration Cabinets : Growing income levels and consumer segments are
major drivers for demand with very few local operators. Sidwals quality and
competitive pricing may work as huge driver for untapped potential
Efficient operations with a low cost base In house manufacturing of majority
of components ensure efficient control mechanism on both quality & cost of the
end products. Cooling Coils, Condenser Coils, Blowers, Motors, PCBs, FRP
moulding, Electrical Panels produced inhouse provide the cutting edge benefit
over the competition.

Business Ovreview
Technology, Market Structure and Sidwals Position
Sidwal is key player in specialized HVAC applications for monopolized
institutions e.g. Indian Railways, Ministry of Defence, Department of
Telecommunication and few other large commercial organizations.
Through extensive inhouse research and development, SIDWAL has produced
excellent products acclaimed for their distinguished quality for more than 40
years. The abundant technical expertise gathered over the years puts SIDWAL in
the forefront of technical innovations with the capacity to supply the most
sophisticated Airconditioning equipment for any type of application
There are very few prequalified vendors for HVAC applications and is very
sensitive to technological competence (high engineering and designing
competencies) and stringent prequalification,

15
established track record, excellent customer experience and being only Indian
company with 100% indigenous production to meet the Make in India policy of
Govt of India.

16
 MILESTONE ACHIEVED

1975 Began manufacturing evaporative coolers

1975 Fan coil units

1978 Heat convectors

1981 Water coolers for domestic and export sales

1983 Window mounted room air conditioners

1985 FHP electric motors as per Indian standards

1986 Split air conditioners

1988 Packaged air conditioners for telecom applications > 95% Sensible
heat removal with micron air filtration.

1991 Roof mounted air conditioners for rail coaches Compact, Light
Weight, Eco Friendly (5.8 kg Vs. 35 kg OZONE friendly refrigerant, all
indigenous.

1999 Bus air conditioners and cold rooms - All indigenous

2001 Loco driver cab air conditioners

2002 Roof-mounted AC for LHB coaches

2003 MIL grade air conditioning units Slip On

2004 Metro saloon and driver's cab HVAC unit- High Efficiency

2007 Forced ventilation systems for commuter rail coaches

17
 QUALITY

All of Sidwal's products are type tested and verified by rigorous testing in-
house in the temperature and humidity controlled test chambers, approved by
ISI and RDSO.

One of Sidwal's key strengths is its complete self reliance in manufacturing

technologies. Each product has been designed and engineered inhouse.

What's more a majority of the components are produced in house. So Sidwal

exercises total control over each and every stage of production right from
concept to commissioning. The result? A product quality that's precisi on
perfect.

For Sidwal, quality is a prime objective and is built into a product

meticulously.

A special quality assurance team has set standards and benchmarks and
monitors their implementation at each and every stage of manufacture and
testing. These benchmarks are constantly being reviewed and upgraded to
keep pace with changing needs.

At Sidwal, stringent testing requirements are met through specially designed

ambient controlled test chambers in which even the harshest climatic
conditions can be stimulated in order to evaluate the performance of the
finished products.

Training and skill upgradation of key personnel - vital adjunct of Sidwal's

quality promotion drive - is carried out regularly.

All this ensures that Sidwal products conform to world standards.

18
We, at SIDWAL, aim for total customer satisfaction. All those who buy our
products viz. Air conditioners, Water Coolers etc. and their accessories are
our Customers.

We treat our customers, suppliers and staff with care and respect and strive
for excellence and continual improvement in all our products and services.

CLIENTS

GOVERNMENT DEPARTMENTS

Indian Railways Mahanagar Telephone Nigam

Ltd.
Military Engineering Services.
Bharat Sanchar Nigam Ltd.
National Hydraulic Power
Corporation. Delhi University.

National Thermal Power Jawaharlal Nehru University.

Corporation.
Municipal Corporation of Delhi.
National Power Training
Institute.

Rajasthan Atomic Power Project.

Nuclear Power Corporation Ltd.

Bharat Heavy Electronics Ltd.

Bharat Electronics Ltd.

Indian Air Force.

19
 A.I.I.M.S

JamiaMiliaIslamia University

Door Darshan(AIR)

Ministry of Govt. of India

Delhi International Airport

Airport Authority of india

Delhi Vidyut Board.

N.C.E.R.T.

P.W.D.

C.P.W.D.

Banaras Hindu University.

I.I.T-Delhi, Roorkee

Delhi Police

C.R.P.F

B.S.F

N.H.A.I

20
21
SCHOOLS
Delhi Public School

St. Mary Public School

D.A.V. Public School

Indus Valley Public School.

Manav Bharti India International School

Air Force Golden Jubilee School.

Army Public School

Vanketeshwara International School

I. P. International School.

Cambridge Foundation

Rayan International

The Japanese School

Pusa Institute New Delhi

OIL COMPANIES
Indian Oil Corporation.

Bharat Petroleum Corporation Ltd.

Hindustan Petroleum.
HOSPITALS

Escorts Hospitals and Heart Institute.

Holy Family Hospital.

Sun Flag Hospital.

Gurgaon Hospital.

R.M.L.Hospital.

G.T.B.Hospital

Pant Hospital.

JamiaHamdard Hospital.

Apollo Indraprastha Hospital.

FIVE STAR HOTELS

Park Royal.

Taj Palace.

Oberoi Hotel.

Le-Meridian.

Surya Hotel.

Maurya Sheraton.

Holiday Inn.
DIVISION

1. INDIAN RAILWAYS

2. METRO RAIL

3. DEFENCE

4. BUS AC

5. TELECOM & IT

6. WATER COOLER

1. RAILWAY HVAC - MAIN LINE

Sidwal pioneered the all-indigenous development of roof mounted package air

conditioning units (RMPUs) for passenger rail coaches in 1991. Since then
Sidwal has supplied more than 6000 RMPUs to the Indian Railways.

Sidwal has also designed, manufactured and installed the complete HVAC
equipment in India's luxury tourist trains such as the 'Palace on Wheels',
'Royal Rajasthan on Wheels' or 'Maharajas' Express'.

Sidwal manufactures air conditioning units for all types of passenger coaches.
In addition, our scope of supply comprises driver's and guard cab HVAC units,
roof mounted heating units, pantries for hot and cold food and various other
products.

Sidwal has more than 315 service technicians and staff to provide after sales
services all across India. Sidwal undertakes annual maintenance contracts with
all zonal railways for the preventive as well as corrective maintenance of
HVAC equipment
PRODUCTS RANGE

METRE GAUGE STANDARD RMPU

DOUBLE DECKER GARIB RATH

 LHB LOCO DRIVERS

2. RAILWAY HVAC - METRO

SidwalmetroHVAC equipment is designed to meet the demanding climatic

conditions as well asthe high passenger density observed in Indian
metropolitan areas.

In the Bombay suburban network,for example, up to 570 passengers squeeze

into one rail car. In order to ensurean acceptable air quality onboard the new
commuter cars operated by the MumbaiRailwayVikas Corporation (MRVC),
Sidwal has designed a forced ventilationsystem to supply large amounts of
ambient fresh air to the passenger area. Morethan 2500 ventilation units have
so far been supplied to the Integral CoachFactory, Chennai

In addition,Sidwal supplies saloon and driver's cab air conditioners for the
RS1, RS3 andRS4 projects of the Delhi Metro Rail Corporation (DMRC).
Furthermore, the metrocars under manufactured at the Integral Coach Factory
for the Calcutta metroare also fitted with Sidwal roof mounted packaged air
conditioners.

PRODUCTS RANGE
 New Delhi : DMRC RS1, RS4 Bombay : Ventilation unit
and drivers cab air
conditioner

3. DEFENCE

PRODUCTS RANGE

NBC PROCTECTED 1.7 TR VERTICAL AC FOR BMP TANK

SLIP ON AC
WALL MOUNTED 2 TON VERTICAL 2.5tr ROOF MOUNTED
SLIP ON AC UNIT FOR MILTARY
AMBULANCE

4. BUS AC

Sidwal is also the first company in india to develop the sleekest Roof
Mounted Bus Air Conditioners (170 mm in height), Which are available in a
range to meet any requirement of mini, midi and large buses. SIDWAL Bus
Air Conditioner are specially designed to operate in 500 c and are approved
by TELCO and Swaraj Mazda as OEM parts. The TELCO Bus used for the
pre inaugural" Calcutta-Dhaka-Calcutta" trip on April 8-10, 1999 was air
conditioned by SIDWAL.

The roof mounted unit is designed in a manner that it can be mounted outside
the body of the bus without disturbing the interiors and since it is very sleek,
it allows the bus to be parked in a garage with a low ceiling.

PRODUCTS RANGE
 SINGLE ROOF MOUNTED UNIT FOR ROOF MOUNTED UNIT FOR
MIDI

LOW FLOOR CITY BUSES SIZE BUSES .

5. TELECOM & IT

(I) PACKAGED AC

Our PackageAirconditioners of 2.0, 3.75, 5.0, 7.5, 10 and 15 Ton capacities

are extensivelyused for varied applications. These are available both as air
cooled and watercooled versions. Made with two equal independent circuits
for capacity andredundancy Capable of developing upto 60mm WG of net
external static pressure,to overcome resistance through Micron filters for the
filtration of air.

The only oneIndian company to have developed all indigenous unit. Telecom
Industry: Ours isone of the six companies approved by the Department of
Telecom (DoT),Government of India for the supply of packaged ACs to
Electronic Exchanges.

(ii) PRECISION AC
The DTS range ofdirect expansion, air-cooled Precision climate Control Units
have high sensibleheatratios, are designed for in-room installation and feature
automatictemperature and humidity control with high efficiency air filtration.
Compactin footprint, they are suitable for all applications requiring
precisioncontroloftemperature, and humidity and air cleanliness. Available in
single ortwincooling circuits and inclined internal heat exchanger. Typical
applicationsare Data Centres, Telephone Exchanges, Control Rooms, Switch
Rooms, NetworkHubs and Laboratories. Available in either Top Discharge or
bottom Discharge configurations,the product is designed and engineered with
high standard sutilizingcontinuouslyrated, high reliability components offering
long, trouble free operations withroutine maintenance access from the front of
the unit only.

PRODUCTS RANGE

PACKAGED AC PRECISION AC

6. DRINKING WATER COOLER

Sleek and elegant in design, Coolstar Drinking Water Coolers are rugged and
heavy duty. They are made with stainless steel tanks wrapped with copper
cooling coils for maximum efficiency providing running cold water at a
refreshing temperature of 13.5 C.

Coolstar water coolers use a hermetically sealed compressor of high

efficiency. An oversized condenser coil coupled with liberal sideways
ventilation makes them highly energy efficient and gives longer life to the
compressor. Hence the water coolers can be installed close to the wall saving
space. The closed cell expanded polystyrene insulation protects the water
cooler from breeding insects and bacteria. This is due to the non porous
insulation unlike the conventional systems where the glass wool, being
porous, breeds insects and bacteria.

Rust being the biggest enemy of water coolers is effectively kept at bay by
powder coating after pre paint metal treatment through a 7 tank hot
phosphatising process. The cooler is mounted on stainless steel feet
minimizing rust from the bottom and giving clear space for cleaning and for
air movement to keep the water cooler dry. All the fittings and pipes which
come in direct contact with water are made of non-corrosive materials.

Rust being the biggest enemy of water coolers iseffectively kept at bay by
powder coating after pre paint metal treatmentthrough a 7 tank hot
phosphatising process. The cooler is mounted on stainlesssteel feet minimizing
rust from the bottom and giving clear space for cleaningand for air movement
to keep the water cooler dry. All the fittings and pipeswhich come in direct
contact with water are made of non-corrosive materials.

PRODUCTS RANGE
 INSTANT WATER COOLER 150R WATER COOLER 20/40

WATER COOLER 150-150 WATER COOLER 40/40

KEY MANAGEMENT

Sidwal group is family owned business group, set up by technocrat Mr. S S Si

dhu, a
Mechanical Engineer from the University of Michigan, USA. Its actively man
aged by Mr. S S Sidhu and Mr. Ronsher Singh Sidhu (son of Mr. S S Sidhu).
Owners fully engaged in strategic and daytoday operation through its loyal an
d skilled team members
Mr. S S Sidhu leads the R&D team for new designs, product development and
improvisations. Sidwal group indigenously designs, develops and manufacture
s all
its products and components which are protected by Patents, Designs & Copy
rights.
 Managed by seasoned industry veterans and employing more than 800 qualifi
ed and committed people, Sidwal combines world class infrastructure,
certified processes and proprietary technology to deliver high quality
products to its customers
Refer Annexure III A & B for Detailed Profile Documents of Key
Management
(Managing Promoters) Mr. S S Sidhu and Mr. Ronsher Singh Sidhu
Refer Annexure III C for Brief Profile of Key Management Team

FINANCIAL FORECAST

Based upon the above assumptions, Sidwal is expected to attain almost 30%+
growth
stabilizing after 10th year to 7% (terminal year); a very healthy EBITDA over
15% of sale, self
sustaining business model without external borrowings and very healthy Break
Even Level of
37% in Year 1 itself (further reducing with enhanced operations)
Refer Annexure XVI G for Profitability Forecast, Annexure XVI H for Cash F
low Forecast,
Annexure XVI I for Net Present Value and Annexure XVI J for Break Even le
vel.

RESEARCH METHODOLOGY

DEFINITION OF RESEARCH:-
The word research is derived from the latin word meaning to know.
It is a systematic and a applicable process which identifies and define
Problems,within specified bounderies.it employeswell designed method to
collect the data and analyse the results,It disseminates the findings to
contribute the generalize able knowledge.
>The five characteristics of research are:-

*Systematic problem solving which identifies variables & tests relationship

between them.

*Logical,so procedures can be duplicated or understood by others.

*Empirical, so decisions are based on data collected.

*Reductive,so it investigates a small sample which can be generalized to a

larger population.

*Replicable,so others may test the findings by repeating it.

RESEARCH METHODOLOGY:-

The research conducted by Exploratory Research this type of research is

Qualitative or Quantitative.
Qualitative refers to the characters of the data or Process by which the data are
gathered.
The Research process consist of a series of closely related activities,
Why a research study has been undertaken,how the research problem has been
defined,in what way and why the hypothesis has been formulated,What data
has been collected,and what particular method has been adopted and a host of
similar other question are usually answered when we talk of Research
methodology concerning a research problem or study.

SAMPLING:-
The data was to be collected only from the Consumers and Retailers.A
Questionnaire was prepared and Interviewing with Retailers and Consumers.
A decision has to be taken concerning a sample unit before selecting the
number of samples.It may be geographical as well as individual.
SIZE OF SAMPLE:-
This refers the number of items to be selected from the finite universe to
constitute a sample size.The organization was conducted of approx. 50 or
more than that outlets in Faridabad.

RESEARCH DESIGN

MEANING OF RESEARCH DESIGN

The formidable problem that follows the task of defining the research problem
is the operation of the design of the research Project,Popularly known as the
research design.
Decisions regarding what, where,when,how much by what means concerning
an enquiry or a research study constitute
a research design.A research design is the arrangement of conditions for
collecting and analysis of data in manner that aims to combine relevance to the
research purpose with economy in procedure.In fact, the research design is
the conceptual structure within which research is conducted ;
It constitutes the blueprint for the collection,measurements and analysis of
data.As such the design includes on outline of what the researcher will do
from writing the hypothesis and its operational implications to the final
analysis of data.
More explicitly ,the design decisions happens to be in respect of:

*What is the study about?

*What is the study being made?
*Where will the study be carriedout?
*What type of data is required?
*Where can the required data be found?
*What periods of time will the study include?
*What will be the sample design?
*What techniques of data collection will be used?
*How will the data analysed?
*IN what style will the report be prepared?

TOOLS & INSTRUMENTS USED FOR THE STUDY

It is necessary for a researcher to define conceptual structure which research
would be connected.The function of research design is to provide for the
collection of relevant evidence with minimal expenditure of efforts,time&
money.
The means of obtaining the information is through:
a)Primary data like questionnaire and mock interview.
b)Secondary data like magazines,news paper and net etc.

PROCEDURE OF DATA COLLECTION

Data compilation is an intermediate stage between data collection and

analysis.Data compilation involves classification and summarization in order
to make data amenable to analysis.
In dealing with any problem,once the sample has been selected the data must
be collected from the sample population.These are several ways of collecting
appropriate data which differ considerably in context of money cost,time and
the resources.They can be broadly classified in to two categories.
Two sources to collect data and namely:
1.Primarysaource
2.secondary source

PRIMARY SOURCE OF COLLECTING DATA

The primary data that I collected were the first hand information which I
received through personal interviews with the consumers and through
questionnaires.This data gave the most vital information for making my
analysis of the prevailing purchasing behaviour of the consumers.

SECONDARY SOURCE OF DATA COLLECTION

Secondary data involved in my research were the information that I collected
through the various broachers and pamphlets of the company which were
provided to me during the DATA ANALYSIS.

RESEARCH DESIGN:-
The research design which has been used in the project report is descriptive in
nature.

SAMPLE DESIGN:-
The sample design which has been use in this project report is simple random
sampling.

SAMPLING UNIT:-
A decision has to be taken concerning a sample unit before selecting the
number of samples.It may be geographical as well as individual.Here
Faridabad region has been taken as a geographical unit and retailers as an
individual unit.

SAMPLING SIZE:-
This refers to the number of items to be selected from the finite universe to
constitute a sample seze.Thesidwal organization was conducted of 50 outlets.

DATA ANALYSIS & INTERPRETATION

Marketing data analysis is a technique where the business will take all the
available information regarding the market and come up with
a marketing plan. It is a very vital piece of activity for any sort of business. It
also shows you how well you have done in the market using your
current marketing techniques.

Analysis of data is a process of inspecting, cleaning, transforming, and

modeling data with the goal of discovering useful information, suggesting
conclusions, and supporting decision-making. Data analysis has multiple
facets and approaches, encompassing diverse techniques under a variety of
names, in different business, science, and social science domains.

Data mining is a particular data analysis technique that focuses on modeling

and knowledge discovery for predictive rather than purely descriptive
purposes. Business intelligence covers data analysis that relies heavily on
aggregation, focusing on business information. In statistical applications, some
people divide data analysis into descriptive statistics, exploratory data
analysis (EDA), and confirmatory data analysis (CDA). EDA focuses on
discovering new features in the data and CDA on confirming or falsifying
existing hypotheses. Predictive analytics focuses on application of statistical
models for predictive forecasting or classification, whiletext analytics applies
statistical, linguistic, and structural techniques to extract and classify
information from textual sources, a species of unstructured data. All are
varieties of data analysis.

Data integration is a precursor to data analysis, and data analysis is closely

linked to data visualization and data dissemination. The term data analysis is
sometimes used as a synonym for data modelling.

WHY DO WE ANALYZE DATA

The purpose of analysing data is to obtain usable and useful information. The
analysis, irrespective of whether the data is qualitative or quantitative, may:

describe and summarise the data

identify relationships between variables
compare variables
identify the difference between variables
forecast outcomes
When using a quantitative methodology, you are normally testing theory
through the testing of a hypothesis. In qualitative research, you are either
exploring the application of a theory or model in a different context or are
hoping for a theory or a model to emerge from the data. In other words,
although you may have some ideas about your topic, you are also looking for
ideas, concepts and attitudes often from experts or practitioners in thefield.

QUALITATIVE ANALYSIS
"Data analysis is the process of bringing order, structure and meaning to the
mass of collected data. It is a messy, ambiguous, time-consuming, creative,
and fascinating process. It does not proceed in a linear fashion; it is not neat.
Qualitative data analysis is a search for general statements about relationships
among categories of data."

SIMPLE QUALITATIVE ANALYSIS

Unstructured -are not directed by a script. Rich but not replicable.

Structured -are tightly scripted, often like a questionnaire. Replicable but
may lack richness.
 Semi-structured -guided by a script but interesting issues can be explored
in more depth. Can provide a good balance between richness and
replicability.
Recurring patterns or themesEmergent from data, dependent on
observation framework if used
CategorizingdataCategorization scheme may be emergent or pre-
specified
Looking for critical incidentsHelps to focus in on key events

TOOLS TO SUPPORT DATA ANALYSIS

Spreadsheet simple to use, basic graphs

Statistical packages, e.g. SPSS
Qualitative data analysis tools
Categorization and theme-based analysis, e.g. N6
Quantitative analysis of text-based data

DATA ANALYSIS IN SIDWAL

Product portfolio:Sidwals flagship product is custom HVAC for application in

rail, defence, bus, telecommunication etc.Sidwal offers the option for the
design,manufacture,and installation of a custom HVAC system to suite an
application-where a special requirement arises in terms of environmental
conditions,electrical power supply,ergonomic,space requirement,etc.

Product facilities: Sidwal has 4 fully equipped and modern production

facilities at Faridabad (Haryana)
Kala amb(sirmour,Himachal pardesh)and other many states.
Sidwal raise production capacity with very little additional working capital
outlay.in the event,component capacity falls short(if overall capacity to be
increased multitimes),they can be outsourced quickly to essentially meet any
size of orders.

>SIDWAL is an ideal condidate for investment for the following key factors:

Strong market growth:-

>Stable government ,favourable policy framework& overall economy rebound
indicate strong growth for HVAC sector which is now no longer a subject of
luxury but constitutes part & parcel of everyday life.
> Experts believe that riding on positive policy decision by the new
government, the Indian HVAC sector is expected to grow by nearly 30% to
over IRS 20,000 crores over the next two years, which will be much higher
than 78% annual growth in past few years.
> New Defence Procurement Policy (DPP) along with offset policy, rapid
expansion of Metro network, increasing conversion of non AC coaches to AC
coaches in railways, greater Green technology awareness, robust growth of
the real estate, hospitality, health and education sectors are all likely to
accelerate the growth for HVAC industry

LEADING FRANCHISE

Significant market share in each of the segments

International standard product quality, reliability and customer trust on
brand Sidwal
One of the very few manufacturers in India for HVAC solutions that meet
international quality standards. It is an approved supplier to most of the
prestigious customers in the domestic market, which has huge entry barrier
(these approvals can take many years to obtain)
Products, services and market penetration have evolved over time to meet
the dynamics of customer demands over the past 40 years across diverse
sectors from railways to defence, telecom & bus.

IN HOUSE R&D CAPABILITIES AND SKILLED

TEAM

Sidwal group has strong inhouse R& D capabilities.

Indigenous designs, and local manufacturing all its products and
components
which are protected by Patents, Designs & Copyrights.
Solid track record with many new & innovative HVAC solutions including
roof mounted package air conditioners for passenger rail coaches, Roof
MountedHVAC for diesel & electric loco drivers cabin, sleekest Roof
Mounted Bus Airconditioners,precision ACs for Telecom
applications,Forced Ventilation System for EMUs &Metro,VESDA etc.
 SWOT ANALYSIS

STRENGTH

100% indigenous production

Technical competence
Prequalified with all key customers
USP's (unique selling points)being cost effective customer specification
designed solution inquick time frame
Modern plant and skilled team
Over 40 years of industry experience
Product acceptability with customers
Strong R&D
Cost effective operations
Stringent quality adherence
Strong service and maintenance support team
Management cover, succession in place
High degree of vertical integration
Relevant standards, test requirements and test facilities

WEAKNESS:

Lack of competitive strength Not deep pocket to opt for aggressive

pricing, if required for long term Position Poor debtor control in private
segment (non Govt. segment) due to its core focus on Govt. supplies Lacks
aggressive marketing Strategies and practices for new target markets (now
from the year 201617 Sidwal has decided to restructure its marketing
team / practices to fetch business from ignored but potential segments)
Centralized management with little down line team for strategic
management (Now with restructuring, Sidwal hopes to gain substantially
by overcoming this Specific weakness.

OPPORTUNITIES
 Make in India policy framework and new Defence Procurement Policy
2016
Competitors' vulnerabilities in terms of local support / services and
logistics
High growth envisaged for huge expansion and modernization drive by
Govt of India
Global operators investing in India likely to seek supplies from local
vendors
New markets potential for exports of railway / bus ACs in neighbouring
countries
Niche target markets with huge entry barrier New USP 100% indigenous
operator getting preferential treatment for defence HVAC

THREATS

Competitor intentions price war

Global operators may align with other local operators for competitive
advantage
Sidwal has been very conservative and closely held organization with
lesser dependence upon external borrowings (mostly owners funds and/or
limited working capital funding from banks). This hurts while going for
aggressive expansion bound positioning
 CONCLUSION
SIDWAL is one of the best cooler and refigerting company of INDIA,has
been known for the excellent quality of its products for more than 3
decades.The abundant technical expertise gathered over the years puts sidwal
in the forefront of technical innovation.
In todays scenario,customer is the king because he has got various choices
around him.if you are not capable of providing him the desired result,he will
definitely switch over to the other provider.Therefore to survive in this
competition ,you need to be the best.Customer is no more loyal in todays
scenario,so you need to be always on your toes.
 BIBLIOGRAPHY

*www.sidwal.com/
*www.wikipedia.com
*www.indiamart.com/sidwal-refrigeration
*www.sidwal.com/profile view.aspx
*Magazines(marketing and sales 4Ps)
*Marketing management;PHILIP KOTLER