Final Report

1
PROJECT REPORT
ON
DISTRICT WISE MARKET ANALYSIS OF LPG

PRODUCTS
Date: 26-07-2010
Guided By: Prepared By:
Mr. DEEPAK TEKAWANI MEGHA RAJ
Mr. HARPREET SINGH TUTEJA

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ACKNOWLEDGEMENT
I wish to express my sincere gratitude to Prof. M.R.Brahmachari, principal of

S.G.P.I.M College for providing me an opportunity to do my project work on
“DISTRICT WISE MARKET ANALYSIS OF LPG PRODUCTS” in HPCL.
This project bears on imprint of many people. My sincere thanks to my project guide
Mr. DEEPAK TEKAWANI, for his guidance and encouragement in carrying out this
project work.
I also wish to express my gratitude to the officials and other staff members of
“HINDUSTAN PETROLEUM CORPORATION LTD (HPCL)” who rendered their help
during the period of my project work. My special thanks to my project guide Mr.
HARPREET SINGH TUTEJA (MANAGER-LPG Mkt), (HPCL). I also want to
thank Mr. SUBIR SARKAR (Chief Manager - LPG SALES Department) (HPCL) for
giving guidance during my project work in HPCL and for their kind co-operation to
the completion of my project work.
Last but not least I wish to avail myself of this opportunity, express a sense of
gratitude and love to my friends and my beloved parents for their manual support,
strength, and help.
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PREFACE (COMPANY)
Hindustan Petroleum
Hindustan Petroleum Corporation Limited
Type PSU (Trading on BSE & NSE)
Industry Oil
Founded 1974
Headquarters Mumbai, Maharashtra, India
Key people Arun Balakrishnan, Chairman & MD
Fuels
Products Oils
LPG
Revenue ▲ US$28.247 billion (2009)
Total assets US$10.74 billion (2009)
Employees ~11,245 (2009)
Hindustan Petroleum Corporation Limited (HPCL), a Navratna PSU oil

company of the Government of India based in Mumbai, is a Fortune 500 company of
India listed at number 311[1] in the global 500 rankings, with an annual turnover of over
Rs. 1,16,428 Crores and sales/income from operations of Rs 1,31,802 Crores (US$
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25,618 Millions) during financial year 2008-09, about 20% Marketing share in India and
a strong market infrastructure. Corresponding figures for financial year 2007-08 are:
Turnover- Rs 1,03,837 crores, and sales/income from Operations- Rs. 1,12,098 Crores
(US$ 25,142 Million).
HPCL operates 2 major refineries producing a wide variety of petroleum fuels &
specialties, one in Mumbai (West Coast) of 5.5 Million Metric Tonnes Per Annum
(MMTPA) capacity and the other in Vishakapatnam, (East Coast) with a capacity of 7.5
MMTPA. HPCL holds an equity stake of 16.95% in Mangalore Refinery &
Petrochemicals Limited (MRPL), a state-of-the-art refinery at Mangalore with a capacity
of 9 MMTPA. Another Refinery of 9 MMTPA is under construction in Bathinda, Punjab
by HMEL, a Joint Venture with Mittal Energy Investments Pte.Ltd.
HPCL also owns and operates the largest Lube Refinery in India producing Lube
Base Oils of international standards with a capacity of 335 TMT. This Lube Refinery
accounts for over 40% of the India's total Lube Base Oil production. Presently HPCL
produces over 300+ grades of Lubes, Specialties and Greases.
The marketing network of HPCL consists of 13 Zonal offices in major cities and
90 Regional offices facilitated by a Supply & Distribution infrastructure comprising
Terminals, Aviation Service Facilities, LPG Bottling Plants, Lube filling plants, Inland
Relay Depots, Retail Outlets (Petrol Pumps) and LPG & Lube Distributorships.
HPCL has, over the years, moved from strength to strength on all fronts. The
refining capacity steadily increased from 5.5 million metric tonnes in 1984/85 to 13.00
million metric tonnes (MMT) now. On the financial front, the turnover grew from Rs.
2687 crores in 1984-85 to Rs 1, 31,802 Crores in Financial year 2008-09.
Executive Summary
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In India, an approximate 120 million or more then that family is using LPG. The
objective of this project is to analyze HPCL ‘LPG PRODUCTS’ market. It is a study of
knowing different information like,
 Consumption trends.
 Past and present supply position
 Competition
 Cost structure
 Elasticity of supply/demand
I did a quantitative analysis of IOC, BPC & HPCL sales data to find out market
share. I then used the market share data to rank each districts for LPG DOMESTIC and
LPG NON-DOMESTIC product. Using these data, I was also able to analyze the zone
wise HPCL position. My analysis was performed using statistical formulae available in
Microsoft Excel such as VLOOK UP and Pivot tables.
From my analysis I have seen that there are only six states for LPG DOMESTIC
where HPCL is on first rank and in rest of the states IOC & BPC is on first rank. HPCL
covers less market share compare to IOC & BPC because compare to IOC, HPCL has
fewer distributors for domestic & non-domestic products. IOC has 5095 Distributors and
HPCL has 2404 distributors. HPCL has fewer distributors and because of that they have
fewer customers. There is less awareness of HPCL products. They try to make more
advertisement of HPC products in each and every district to know what costumer wants.
They try to attract rural area because India is developing country so in each rural area
they are trying to use LPG DOMESTIC product instead of using wood. They are using
same strategy for NON-DOMESTIC products also. Now a day’s many new industries are
being established in India so HPCL is trying to attract those industries for their non-
domestic products. Though LPG GAS price is going high, in the market LPG demand is
still more because it is necessary goods and now a day’s everybody is using LPG.
HPCL is trying to make good position in the market and increase their market
share. They are trying to improve their ranking in LPG DOMESTIC from 3 rd rank to 2nd
or 1st and for LPG NON-DOMESTIC from 2nd rank to 1st.
INDEX
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CONTAIN PAGE NO.

1
FRONT PAGE
2
ACKNOWLEDGEMENT
PREFACE (COMPANY) 3-4
EXECUTIVE SUMMARY 5
INTRODUCTION OF OIL INDUSTRIES 7
HPCL INFORMATION 8-13
DEPARTMENT GENERAL 14-21

INFORMATION
INTRODUCTION OF HP GAS 22-23
INFORMATION ON MARKET 24-25

ANALYSIS
RESEARCH & METHODOLOGY 26-27
DATA ANALYSIS 28-131
FINDINGS 132-133
RECOMMENDATIONS & 134

SUGGESTIONS
ANNEXURE -
BIBLIOGRAPHY 135
INTRODUCTION OF INDIAN OIL INDUSTRY

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After the Indian Independence, the Oil Industry in India was a very small one in
size and Oil was produced mainly from Assam and the total amount of Oil production
was not more than 250,000 tonnes per year. This small amount of production made the oil
experts from different countries predict the future of the oil industry as a dull one and also
doubted India's ability to search for new oil reserves. But the Government of India
declared the Oil industry in India as the core sector industry under the Industrial Policy
Resolution bill in the year 1954, which helped the Oil Industry in India vastly.
Oil exploration and production in India is done by companies like NOC or

National Oil Corporation, ONGC or Oil and Natural Gas Corporation and OIL who are
actually the oil companies in India that are owned by the government under the Industrial
Policy Rule. The National Oil Corporation during the 1970s used to produce and supply
more than 70 percent of the domestic need for the petroleum but by the end of this
amount dropped to near about 35 percent. This was because the demand on the one hand
was increasing at a good rate and the production was declining at a steady rate.
Oil Industry in India during the year 2004-2005 fulfilled most of demand through
importing oil from multiple oil producing countries. The Oil Industry in India itself
produced nearly 35 million metric tons of Oil from the year 2001 to 2005. The Import
that is done by the Oil Industry in India comes mostly from the Middle East Asia.
The Oil that is produced by the Oil Industry in India provides more than 35 percent
of the energy that is primarily consumed by the people of India. This amount is expected
to grow further with both economic and overall growth in terms of production as well as
percentage. The demand for oil is predicted to go higher and higher with every passing
decade and is expected to reach an amount of nearly 250 million metric ton by the year
2024.
Some of the major companies in the Oil Industry in India are:
• Oil India Ltd.

• Reliance industries
• Bharat Petroleum Corporation Limited
• Hindustan Petroleum
To meet its growing petroleum demand, India is investing heavily in oil fields
abroad. India's state-owned oil firms already have stakes in oil and gas fields in Russia,
Sudan, Iraq, Libya, Egypt, Qatar, Ivory Coast, Australia, Vietnam and Myanmar. Oil and
Gas Industry has a vital role to play in India's energy security and if India has to sustain
its high economic growth rate
Hindustan Petroleum Corporation Limited (HPCL)

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The Company was incorporated in the

name of Standard Vacuum Refining
Company of India Limited on July 5,
1952 On 31st March, 1962 the name
was changed to ESSO Standard
Refining Company of India Limited.
1972: Hindustan Petroleum
Corporation Limited comes into being
after the takeover and merger of
erstwhile Esso and Lube India
Undertaking
1976: Caltex Oil Refining Ltd. is taken
over by the Government of India and
subsequently merged with HPCL in
1978.
1979: Kosan Gas Company, the
concessionaries of HPCL in the domestic LPG market, are taken over and merged with
HPCL.
 VISION
“ To be a World Class Energy Company known for caring and delighting the customers
with high quality products and innovative services across domestic and international
markets with aggressive growth and delivering superior financial performance. The
Company will be a model of excellence in meeting social commitment, environment, health
and safety norms and in employee welfare and relations.”
 MISSION
“HPCL, along with its joint ventures, will be a fully integrated company in the
hydrocarbons sector of exploration and production, refining and marketing; focusing on
enhancement of productivity, quality and profitability; caring for customers and
employees; caring for environment protection and cultural heritage. It will also attain
scale dimensions by diversifying into other energy related fields and by taking up
transnational operations.”
 IMPLEMENTATION
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HPCL has taken necessary steps to comply with the requirement and spirit of
Corporate Governance. HPCL lays special emphasis on conducting its affairs within the
framework policies, internal and external regulations and in a transparent manner.
CORPORATE GOVERNANCE IN HPCL
Being a Government Company, its activities are subject to review by several

external agencies like the
- Comptroller & Auditor General of India (CAG),
- the Central Vigilance Commission (CVC)
- Parliamentary Committees
- Statutory Auditors etc.
 DECISION MAKING PROCESS
Like any other corporate, at the apex level is the HPCL Board of Directors (The
Board).
The Board has constituted several sub-committees, such as
- the Committee of Functional Directors (CFD)
- the Audit Committee,
- the Investment Committee,
- the HR Committee,
- The Investor Grievance Committee, etc.
The composition of these Committees is given in this Report. The meetings of

these committees are convened on need basis and minutes of these meetings are placed
for information of the Board. Majority of the members of the Committees except the CFD
are Independent Non-Executive or Government nominated Directors with the Whole
Time Directors playing a facilitating role.
The Corporation has constituted an Executive Council comprising of Chairman &

Managing Director, the Functional Directors and the SBU Heads of the Corporation. This
council discusses important issues concerning the organization, analyses the same and
recommend the ‘way forward’ in respect of matters discussed. Emphasis is laid on team
approach, mutual support of functions and joint deliberations on issues by the council
which has enhanced further the decision making process. It has thus facilitated an
integrated thinking process and an aligned approach across the Corporation for achieving
the Corporate Vision and each one of the aspiration aspects contained in the Vision
Statement.
 ADVISORY COUNCIL
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In the context of a highly competitive and dynamic environment of the Oil and Gas
Sector, the Corporation felt that an external Committee comprising of eminent people
could be constituted to seek their views and guidance, not only on the various ongoing
activities, but also on its strategic initiatives aimed towards growth and development.
With this background, the Committee called as Advisory Council was constituted in July,
2005 with the approval of the Board.
The Committee comprises of the following members:
Shri V.K. Shunglu Shri N.R. Narayana Murthy

Ex-CAG Chairman and Cheif Mentor
Infosys Technologies Limited
Ms. Shailaja Chandra Shri Manab Bose
Chairperson Managing Director
Public Grievance Commission Connectivity Consulting (P) Ltd
Shri Naresh Narad Ms. Rama Bijapurkar
Member Marketing Consultant
Public Enterprise Selection Board Strategic Marketing Consulting
 EXERCISE OF AUTHORITY
The Corporation has well documented Limits of Authority Manual, Purchase

Manual, Chart of Accounts, etc., facilitating the decentralized decision making process
throughout the organization spread out throughout the country at various levels of the
organization.
1 Limits of Authority Manual (LAM)
The LAM lays down the authorities that can be exercised at various levels i.e. the
Board, Committee of Functional Directors, the Executive Committee, the Contracts
Committee, the Bids Committee and the senior individual positions etc. for different
activities of the Corporation. The manual is divided into segments representing different
functions like Sales, Crude & Shipping, Capital Projects, Operations & Distribution,
Finance, HR etc., and provides for a decision making process through various committees
as above, represented by inter-functional groups including Finance. This ensures a
transparent well considered and streamlined decision making process adhering to the laid
down systems and procedures and thereby leaving no room for arbitrariness.
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2 Purchase Manual
This Manual lays down elaborate procedures to be followed while undertaking

purchases and in finalization of contracts. It lays down, inter-alia, the purchasing
authorities at various levels, norms and processes for procurement.
The Endeavour is always on building trust with shareholders, employees,
Customers and other stakeholders based on the basic principles of Corporate Governance
i.e. transparency, fairness, disclosure and accountability.
 INTEGRITY PACT
The Corporation has introduced “Integrity Pact” (IP) to enhance ethics /

transparency in the process of awarding contracts. A MoU has been signed with
“Transparency International” on July 13, 2007. This was made applicable in the
Corporation effective September 01, 2007. The Integrity Pact has now become a part of
tender documents to be signed by the Company and by the successful vendor / bidder.
Products & services of HPCL
Refineries
Aviation
Bulk Fuels & Specialities
International trade
LPG - HP GAS
Lubes - HP LUBES
Retail
Exploration & Production
Joint Ventures
Alternate Energy
 REFINERIES
Without refineries, production of crude petroleum is not possible. Value-added
products from crude petroleum like petrol, diesel, kerosene, liquefied petroleum gas,
naphtha and many more products would not be available for growth and development of a
nation. HPCL refineries upgrade the crude petroleum into many value-added products
and over 300 grades of lubricants, specialties and greases.
The Lubricating Oils Refinery set up at Mumbai is largest lube refinery in India. It
produces superior quality lube base oils. The offsite product handling facilities of
refineries at Mumbai and Vishakhapatnam has been automated. Projects have been
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implemented and facilities upgraded to produce green fuels like unleaded petrol and low
sulphur diesel. And Euro III & Euro IV works are in progress. The refineries have been
benchmarked by an international agency for various performance parameters.
 AVIATION
Hindustan Petroleum (as Esso and Caltex prior to 1974) has been providing
aviation refueling (Aviation Turbine Fuel - ATF) services at various airports in India for
more than half a century.
INTERNATIONAL TRADE:
International Marketing, Crude supplies and Offerings.

The activities of IT&S relate to
• Crude oil imports,

• Petroleum Product Imports / Exports,
• Shipping,
• Production planning for Refineries,
• Supplies for domestic Markets, Product exchange with other Indian Oil
Companies and Oil price risk management.
LPG HP-GAS:
HP Gas, the HPCL brand of LPG, is what keeps the fire burning in millions of
Indian homes.
RETAIL:
At HPCL retail outlets, we believe in maintenance, Maintaining not just the
vehicle, but a steady relationship with our consumer. And to do so, provide better and
efficient services. We take care of not only your fuelling needs, but also complete vehicle
care. We stock related products like tires, batteries and accessories, so you don't have to
go shop-hopping. All our other value-added services ensure that your vehicle is well
looked after.
ALTERNATE ENERGY:
Being an energy company, HPCL has been in the forefront in experimenting with
alternate sources for harnessing of renewable energy resources.
 WIND POWER
Maharashtra:
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HPCL's maiden renewable & alternate energy Wind Energy Generator was
commissioned at Dhule in Maharashtra State in May 2007. This 3.75 MW pilot turnkey
project, costing about Rs 19 Cores, comprised of just 3 Wind Turbine Generator (WTG)
units, each with an installed capacity of 1.25 MW. This was executed by M/s Suzlon
Energy Limited. Power generated from this venture is being sold to the Maharashtra State
Electricity Board (MSEB).
Rajasthan:
HPCL commissioned another Wind power project in Jaisalmer in Rajasthan State

on 1st January 2009. The 21.25 MW turnkey projects, executed at Rs 110 Crore by M/s
Suzlon Energy Limited, comprises of a 17 unit-farm, each WTG unit having an installed
capacity of 1.25 MW.
The power generated is wheeled through the Rajasthan State Electricity grid and is
partly consumed by HPCL’s centres at Ajmer, Jaipur , Kota, Pali and Jodhpur. Surplus
power is being sold to Rajasthan State Electricity Board. (RSEB) HPCL remains
committed to enhance use of renewable energy resources and exploration of alternate
sources of energy.
 JOINT VENTURE
Crude Refining and Marketing of finished Petroleum products is the core area of
the Corporation. Opportunities are also being explored to access new revenue streams,
and augment downstream businesses. Accordingly, HPCL has ventured in upstream
activities (Exploration and Production) and piped gas distribution in major cities.
JOINT VENTURES:
- HPCL- Mittal Energy Ltd. (HMEL)

- Hindustan Colas (HINCOL)
- Prize Petroleum Company Limited
- South Asia LPG Co Pvt. Ltd. ( SALPG)
- Bhagyanagar Gas Limited (BGL)
- Aavantika Gas Limited
- Petro net India Limited (PIL)
- Petro net MHB Limited (PMHBL)
- Mangalore Refineries and Petrochemicals Limited (MRPL)
- CREDA-HPCL Bio fuel Limited (CHBL)
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DEPARTMENT GENERAL INFORMATION
 Corporate finance department
This department is also known as general ledger department. This department

prepares consolidated financial statements and gets it approved from auditors.
Professionals in corporate finance department specialize in assisting organizations in
generating fund necessary to support and expand business operation, put together
acquisition, manage cash resources, and ensure future economic stability. Financial
officers are responsible for the company.
 LPG marketing
Hp gas, the hpcl brand of LPG, is what keeps the fire burning in millions of Indian
homes. Bottled at 43 LPG bottling plants throughout the country with a total capacity of
over 2500 thousand metric tons per annum (tmtpa).
LPG marketing commenced in India during year 1955 at Bombay by erstwhile

Burma sheel and followed by the then stanvac. (Now hpcl) unlike Burma sheel deemed it
fit to market the product through concessionaires-who purchased LPG through their
network of agent / sub-agents appointed by them. In this way stanvac commenced
marketing through kosan Gas Company and caltex through east cost Gas Company after
visakh refinery was set up.
 HR department
Termination responsibilities
HR shall ensure that relevant departments are informed about the termination or voluntary
resignation of employees and contract staff.
Return of assets
A list detailing assets issued to each employee / contract staff shall be maintained.
All HPCL assets used by the employee or contract staff shall be collected back before the
full and final settlement of the employee is done.
All assets returned by the employee / contract staff shall be checked for any kind of
damage.
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Removal of access rights
All managers shall ensure that only limited rights are given to perform their handover task
to the employees or contract staff who has voluntarily resigned and working under the
stipulated notice period.
All access rights shall be suitably changed / revoked once the employee changes the
profile or leaves the organization.
In case of employee being forcefully terminated, all access rights (Physical and logical)
shall be revoked before or at the earliest of the employee being informed about his / her
termination.
Any access tokens given to the employees or the contract staff shall be taken back
immediately from the employee and access to such tokens shall be revoked.
Welfare policy:
 Housing loan policy

 Language study
 Medical insurance policy
 Education refund plan (erp)
 Employees recreation clubs at residential colonies /work location
 Hp college scholarship
 Merit award for employees children
Compensation
 Salary grades / revised scales

 Increments
 Salary on promotion
 Productivity incentive bonus
 Regularizing increment cycle on promotion to management grades
 Salary fixation on promotion from non management to management cadre
 Scheme for payment of performance linked incentive
 Productivity incentive bonus
 Allowances
 City compensatory allowance (cca)

 Dearness allowance (da)
 Professional pursuit allowance
 Non practicing allowance (npa)
 Reimbursement of expenses towards newspapers, utilities etc.
 Lunch subsidy for officers
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 Rationalization adjustment for officers

 Rates of daily allowance on foreign tours
 Travel entitlement - pesb interviews
 Grant of conveyance allowance to blind and orthopedically handicapped
employees
 Washing allowance
 Children’s education allowance
 Deputation allowance
 Conveyance allowance for attending training programmers
within headquarters town
 Compensation for out-of-pocket expenses for additional / extended hours of work
on normal working days / holidays / weekly off days
 Turnaround duty
 Tanker allowance
 House rent allowance (hra) with rent receipt
 Housing subsidy
 Hra without rent receip
 Self lease facility
 General rules
 Reimbursement of conveyance expenses
 Reimbursement of flat rate transportation expenses
 Reimbursement of local conveyance expenses for official duties within
headquarters town
 Business travel
 Daily allowance on business travel
 Hotel expenses
 Project allowance
 Special compensatory allowance for officers working in borde / disturbed areas
(north east sector)
 Compensatory hill-cum-winter allowance
 Acting allowance
 Shift allowance
PERFORMANCE APPRAISAL SYSTEM

The Organization , with a view to develop employees to enable them not only to cope up
with their existing jobs, but also make them capable for handling future jobs, has
embarked on various HRD renewal processes and systems oriented towards increasing
individual efficiency and improving organizational effectiveness, some of these processes
are mentioned below :
Coverage:
The performance Appraisal System Covers all officers from Salary grade A to I. There is
a separate appraisal system for Officer Trainees.
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Objectives:
The objectives of the Performance Appraisal System are two fold.
I. Developmental:
To ensure that all employees contribute effectively towards organisational goals.
This involves identification of their strengths/weaknesses and giving feedback/ training/
rotational inputs to ensure that all Management positions are manned by personnel having
the requisite exposure and competence.
Ii. Administrative:
To enable the Corporation to make rational and objective promotion and placement
decisions.
A. Performance Analysis:
This analysis is recorded in Step 1.1 of the Appraisal format where the appraiser is
Expected to give his assessment of the employee's achievement vis-a-vis goals/
Targets set keeping in mind environmental and personal factors which aided /
Hindered the employee's performance.
B. Identification of Strengths and Weakness / Managerial abilities /Competence.

As indicated earlier, certain personal factors which have aided / hindered an
Employee's performance are identified during the self appraisal discussion as well
As in the course of Performance Analysis. These are to be enumerated in the space
Provided for the same, quoting instances of work performed well and areas where
Performance fell short of expectations. Eighteen managerial abilities / competence
Areas which have a bearing on performance have been identified and are listed. It
May be emphasized in this regard, that only those factors which affect performance
Should be recorded in the Performance Appraisal. The appraiser is expected to
Based his training recommendations on factors identified in these steps.
C. Utilization of Training Programmers:

The purpose of this item is to assess the utility of training programmers at the work
Place and also to assess whether the officer is utilizing the same for his self
Development.
D. Development of subordinates:
An item to assess the appraiser’s effectiveness in developing, training, appraising
And counseling officers reporting to him is included in the Performance Appraisal
Form. This important aspect of a Manager's role has been covered separately to
Emphasize its importance as well as provide an input to the reviewing officers
When appraisals go to them for review / moderation.
E. The Rating Scale:

I. In our Performance Appraisal System, ratings are given for accomplishments
Separately. The rating on accomplishments is to be based on achievements vis-avis
Goals and targets after analyzing the factors which either favorably or adversely affected
the employee's performance.
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Ii. The overall rating is given based on the accomplishments, the managerial
Abilities /competence areas as well as strengths and weaknesses of the
Employee as related to his performance. While giving the overall rating, it is to
Be noted that accomplishments / performance is a very important factor in the
Performance Appraisal System. Thus when the overall rating is recorded as
Better than the rating on accomplishments, the performance appraisal is taken
Up with the concerned countersigning authority for review / revision.
Iii. A five point rating scale is used in our Appraisal System.

Iv. The definitions of the ratings are clearly indicated in the guidelines for
Appraisers on page 1 of the Performance Appraisal Form and are to be strictly
Adhered to in order to avoid the common pitfall of over rating employees.
Appraisal Completion schedule and Actions to be taken in case of non-compliance

The appraisal completion schedule and the actions taken in case of non compliance is
Based on the philosophy that the appraise and the appraiser are both responsible for the
Completion of the performance appraisal requirements.
Training policy tenets:
A. Training and development should encompass all levels of employees.

B. In the management cadre, up to group c , basic management training like effective
management , effective listening, communication improvement, public speaking skills
etc, should be imparted to all the staff. Additionally courses like decision making ,
leadership styles, performance appraisal and counseling will be imparted even at group b
level , based on need. Functional training will however be need based.
C. Group d upwards management training should be primarily based on :
I. Training and development need as recorded in performance appraisal (form hp-hrd-ii).
Ii. To develop the employee's potential as mentioned in hp-hrd-ii.
Iii. Any specialized training that may be necessary to

Meet specified needs.
D. The most effective form of training is through in-company
Programmes.
E. Outside company courses will be utilized for specialist/
Advanced training both functional as well as management.
However, the present situation calls for greater dependence
On these courses. Additionally, our participation in outside
Seminars/ workshops will be increased to facilitate greater
Interaction and exchange of views with other organizations.
F. Good management / functional courses which will be
Evaluated/ established as useful programmes, will betaken
Up as in-company course, to ensure wider coverage at
Economic cost.
G. The corporation will explore possibilities to locate sources
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For specialised training programmes, particularly in

Functional areas, outside the country to keep abreast of
Technological/ managerial developments.
III. Training Plan:

This will mainly cover in-company programmes:
Short Term
A. Through Internal Faculty
B. Through External Faculty
C. Exclusive External Courses
Long Term
To create an infrastructure for a permanent Training &
Development set up.
A. In Company Faculty Development
The Corporation has introduced a scheme to pay an Honorarium for In-
company faculty.
B. Training Centres
I. Management Development Institute, Nigdi, Pune
(Residential)
Ii. Training centres at Mumbai and Visakh Refineries
Iii. Develop Auto Care Centres at Mumbai, Chennai,
Delhi and Kolkata mainly as Marketing Functional
Training Centres for Corporation employees and Dealers/ Dealer's staff
at rops etc.
Iv. During viiith Plan - Establish another Management
Development Institute (Residential) at Visakhapatnam.
C. Audio-Visual equipment, including quick copying and Micro-filming
facilities, video camera for role playing at Management Training
Centre.
D. Library - Central as well as Regional Training Centres with Reading
/loaning facility - Self Development Communications etc.
E. Films, Video Tapes, Training Manuals.
IV. Training Organization:

A. Functional set ups for Marketing, Refineries.
B. Corporate set up which will also oversee Functional areas,
However the latter should have full autonomy to devise, plan, budget
their training needs short term/ long term, organisation will be
determined.
V. Training budget:
A. Management Training - Corporate Training Dept.
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B. Functional Training - Respective General Manager on Marketing /Refinery Training

Depts.
VI. Selection /nomination criteria for training:

A. The basic document for selection / nomination of training programmes and candidates
will be the Limits of Authority Manual, which will reflect the changes recommended by
the Training Advisory Council (TAC) from time to time. Within the above frame work
the following criteria will be observed
I. Selection of Training Courses-in-company or outside will be recommended by TAC to
the concerned approving authority.
Ii. Nominations
1. Functional Training:
A. Nomination by respective Director /General Manager within stipulated limits of
authority.
B. Nomination at least once in 2 years (in-company or Outside)
C. A minimum period of 6 months between 2 Functional Courses.
D. All levels of Management Staff and selected non management staff can be deputed to
functional courses, within the eligibility criteria specified for the course.
2. Management Training:
A. Nomination by Human Resources Dept, based on Training needs in HRD II form to be
confirmed by Functional Dept Heads.
B. Nomination at least once in 3 years (incompany or outside).
C. A minimum period of one year between 2 Management Courses (outside company)
and 6 months in the case of in-company. Management Training nominations will be
regulated by Corporate Training Dept and no direct nominations for such courses should
be made by Functional Depts.
VII. Review:
The training policy will be reviewed by TAC from time to time based on 'Training
Convention' of Senior Managers to be held and other feedback received.
Training Courses:
Training Advisory Council (TAC) has identified various in company as well as outside
training courses that are available in management discipline and other functions.. Thus,
with the help of the relevant training courses from various salary groups as per T&D
policy, the list of training courses and Training Institutes indicated above, it will facilitate
completion of the training and development needs portion of Performance Appraisal
Form - HPC HRD I & II.
21
Foreign Training Programme:

The Corporation sponsors suitable employees for short courses abroad, Through the
Petroleum Ministry. The Ministry specified the eligibility Criteria, based on which
nominations are forwarded.
22
ABOUT HP GAS
Modern LPG was first launched by Union Carbide as "PYROFAX" brand in the
year 1920. LPG marketing started in India in fifties by Burmah Shell & Stanvac in towns
around the Refineries. The marketing of LPG was entrusted to private concessionaires of
Esso & Caltex such as erstwhile Kosan Gas, DGPL & JK Gas. HPCL commenced
marketing of LPG under the brand name "HP GAS" in 1979 with takeover of these
concessionaires and merger with HPCL with a customer holding of 7.8 lakhs. The
demand was sluggish till 1970-sales 174 TMT.
Today Liquefied Petroleum Gas (LPG) has become the single most popular
household fuel. Since it was introduced in 1955, LPG consumption has gone up
tremendously. HP Gas today has over 21 million domestic LPG consumers catered
through a network of over 2200 distributors. HP Gas, the HPCL brand of LPG, is what
keeps the fire burning in millions of Indian homes. Bottled at 44 LPG Bottling Plants
throughout the country with a total capacity of nearly 2500 thousand metric tons per
annum, HP Gas reaches you after through checking at every stage right from bottling to
distribution. That is what makes HP Gas synonymous with Safety.
As a step to restructure HPCL, it undertook Business Process Re-engineering, and

HP Gas was identified as a separate strategic business line. Accordingly, LPG Regional
Offices were formed with LPG bottling plants as nodal points, and dedicated HP Gas
sales areas were set up. The field marketing set up consists of 26 exclusive LPG Regional
Managers. There are sales areas in each region with an exclusive Sales Officer looking
23
after the various aspects of LPG marketing of a particular geographical area including
keeping a check on the HP Gas distributorships.
ABOUT LPG
For industries today, quality, costs, efficiency, environment, heat

controllability, among others, are major concerns when it comes to
choosing the right fuel.
LPG addresses all these - making it the ideal fuel choice for a host of
industrial applications.
LPG is a pure, clean energy source which provides even and
controllable heat. This makes it the ideal heat and power source for a
wide range of industrial uses.
Since LPG is almost free from sulphur, it can be used in sensitive
situations such as chemical processes, etc.
LPG is also used for space and process heating to power industrial
ovens, kilns, furnaces, machinery and in food processing units.
HP GAS Distributorship Selection
The process of setting up of a HP GAS distributorship starts with the release of an

open advertisement in the newspapers informing the locations where HPCL proposes to
set up HP GAS agencies. Interested candidates, meeting the stated requirements, are
required to apply in the application form (given below), as per the details given in the
open advertisement. The applications are scrutinized, interviews are conducted and the
successful candidate is selected.
24
MARKET ANALYSIS
A market, whether a place or not, is the arena for interaction among buyers and
sellers. From seller’s point of view, market analysis is primarily concerned with the
aggregate demand of the proposed product/service in future and the market share
expected to be captured. Success of the proposed project clearly hinges on the continuing
support of the customers. However, it is very difficult to identify the market for one’s
product/service. After all, the whole universe cannot be your market. You have to
carefully segment the market according to some criteria such as geographic scope,
demographic and psychological profile of the potential customers etc. It is a study of
knowing who all comprise your customers, for this you require information on:
• Consumption trends.
• Past and present supply position
• Production possibilities and constraints
• Imports and Exports
• Competition
• Cost structure
• Elasticity of demand
• Consumer behavior, intentions, motivations, attitudes, preferences and
Requirements
• Distribution channels and marketing policies in use
• Administrative, technical and legal constraints impinging on the marketing of the
product.
25
 PROBLEM
• When we are going to start market analysis the first problem is how to select the
market?
• What is our sample size? How to develop the research plan?
• Because in market analysis the sample size is very large so it difficult for
researcher to do research through survey.
• Each person opinion is different so it difficult to know real situation
• Difficult for researcher to prepare questionnaire for large sample size.
• Difficult to gather all information and analyze each and every data.
• We don’t get real situation of our company in the market.
• That’s why now a days the market analysis is done through computer.
 SCOPE
• In today’s modern world of computers everything is available at the click of a

button. The advent of computer in the industries has dramatically changed the
work culture at the company. And with internet and networking, today it is
possible to keep track on a lot of things that happen at a workplace.
• Like with a help of excel we can easily do marker analysis Excel require just sales
data of company and it easily find out company market share, company position
in market and we easily analyze each and every data in less time and less cost.
• So, market analysis with a help of quantitative method is more easy and accurate.
 OBJECTIVE OF THE STUDY
• Know how marketers identify primary competitor

• Know what the business market is
• Know the sales of IOC,BPC,HPC
• Know what are LPG products
• Know the marker share of each state & district
• Know the HPCL position in the market
• Evaluate the position of IOC,BPC,HPC and find out the reason behind it
• Know sales/distributor
• Know sales/customer
• Know customer/distributor
• Know HPCL performance in Apr-Mar10-Apr10
• Know the position of HPCL market share in month of Mar-APR going UP or
DOWN
26
RESEARCH & METHODOLOGY
Market research is the systematic design, collection, analysis and reporting of data
and findings relevant to a specific marketing situation facing the company.
• In my project I have done market analysis through primary research.

In primary research there are three methods:
1. Survey method
2. Quantitative method
3. Qualitative method
• I have chosen quantitative method for my analysis

In prototype testing there are three methods:
1. Alpha testing
2. Beta testing
3. Market testing
• From these methods I have chosen beta testing for my analysis.

In this there are two methods:
1. Rank-order method
2. Paired-comparison method
• In secondary research the data is sourced from related internet sites and from the
sales report.
The market decision is based on many factors.
• There are 26 states where HPCL sells its products. I.e. LPG Domestic & LPG
Non-domestic. In 26 states there are 457 districts.
• In my analysis first I have found each product .i.e.LPG Domestic ,LPG Non-
Domestic, market share of each company .i.e. IOC,BPC,HPC
• I am finding the market share with the help of Vlook up formula in excel.
=VLOOKUP (lookup_value, table_array, col_index_num, (range lookup)
• After that from the market share I have given the ranks to each state’s districts. To
accomplish this I have used pivot table.
27
• Compare HPCL rank with IOC & BPC rank and analyze the HPCL market
position.
• I have also done analysis as per zone. There are 6 zone North zone, East zone,
West zone, South zone, North West zone, south central.
• I have found out customer, distributor and sales of HPCL zone wise and try to
found out sales/customer, sales/distributor, customer/distributor.
28
DATA ANALYSIS (part 1)
 There are 26 states where HPCL is selling their DOMESTIC and NON-
DOMESTIC products.
1. ANDHRA PRADESH
M A RKET
D ISTRICT IO C B
A D ILA BA D 41%
A N A N TA P U R 45%
CH ITTO O R 54%
In Andhra Pradesh, HPCL’s market share in domestic LPG is 45%. With more than
40% of market coverage clearly shows that its one of the main contributors for South
Central Zone revenues.
EA ST G O D A V A RI 10%
G U N TU R 31%
29
Though HPCL is on 1 st rank for LPG domestic but in many district of Andhra
Pradesh HPCL market share is below IOC and BPC that we can see from below chart.
The market share is below IOC and BPC because over there HPCL sells is low compare
to IOC & BPC.
30
In Andhra Pradesh month of march-April there is a change in LPG domestic market

share in each district. That I got to know after comparing March and April market share
and I found in which district it has changed and going UP or DOWN as we can see from
chart below.
In Andhra Pradesh, HPCL’s market share in NON-Domestic LPG is

49%. With more than 40% of market coverage clearly shows that its
one of the main contributors for South Central Zone revenues.
31
Though HPCL is on first rank for LPG ND but in many district of Andhra Pradesh
HPCL market share is below IOC and BPC that we can see from chart. The market share
is below IOC and BPC because over there HPCL sells is low compare to IOC & BPC.
In Andhra Pradesh month of march-April there is a change in LPG ND market

share in each district. That I came to know after comparing March and April market share
chart below.
32
2. ORISSA
D
DISTRICT IO C
AN GU L
BA LA SO RE
BA RGARH
In Orissa, HPCL’s market share in domestic LPG is 47%. With more than 40% of
market coverage clearly shows that its one of the main contributors for EAST Zone
BHA DRA K
revenues.
BO LA N GIR
33
Though HPCL is on first rank for LPG DOMESTIC but in many district of
ORISSA HPCL market share is below IOC and BPC that we can see from chart. The
market share is below IOC and BPC because over there HPCL sells is low compare to
IOC & BPC.
In ORISSA month of march-April there is a change in LPG domestic market share

in each district. That I came to know after comparing March and April market share and I
found in which district it has changed and going UP or DOWN as we can see from chart
below.
34
In Orissa, HPCL’s market share in NON-Domestic LPG is 46% .

With more than 40% of market coverage clearly shows that its one
of the main contributors for east Zone revenues.
35
Though HPCL is on first rank for LPG ND but in many district of Orissa HPCL
market share is below IOC and BPC that we can see from chart. The market share is
below IOC and BPC because over there HPCL sells is low compare to IOC & BPC.
In Orissa month of march-April there is a change in LPG ND market share in each

district That I came to know after comparing March and April market share and I found
in which district it has changed and going UP or DOWN as we can see from chart below.
36
3. JAMMU AND KASHMIR
M AR
D IST R IC T SIO C
A N A N TN A G 17
In JAMMU & KASHMIR, HPCL’s market share in domestic LPG is 63%. With
more than 60% of market coverage clearly shows that its one of the main contributors for
B A R A M U LLA 3 %
NORTH Zone revenues.
BU DGAM 24
37
Though HPCL is on first rank for LPG DOMESTIC but in one district of JAMMU
& KASHMIR HPCL market share is below IOC and BPC that we can see from chart. The
IOC & BPC.
In Jammu & Kashmir month of march-April there is a change in LPG domestic

market share in each district. That I came to know after comparing March and April
market share and I found in which district it has changed and going UP or DOWN as we
can see from chart below.
DOMESTIC
38
DISTRICT 09- 10-

S 10MAR Apr
ANANTNA
G 76% 77%
BARAMUL
LA 94% 95%
BUDGAM 76% 76%
DODA 49% 52%
JAMMU 52% 51%
#DIV/
KARGIL 87% 0!
KATHUA 39% 40%
KUPWARA 98% 100%
LEH 29% 0%
POONCH 79% 80%
PULWAMA 72% 79%
RAJAURI 84% 88%
SRINAGA
R 56% 56%
UDHAMPU
R 52% 51%
In JAMMU & KASHMIR, HPCL’s market share in ND LPG is 73%. With more than
70% of market coverage clearly shows that its one of the main contributors for NORTH
Zone revenues.
39
Though HPCL is on first rank for ND but in many district of JAMMU &
KASHMIR HPCL market share is below IOC and BPC that we can see from chart. The
IOC & BPC.
In Jammu & Kashmir month of march-April there is a change in LPG ND market share
below.
40
ND
DISTRICT 09-10 10-
S MAR Apr
ANANTNA
G 91% 98%
BARAMUL
LA 100% 100%
BUDGAM 91% 97%
DODA 16% 27%
JAMMU 78% 85%
#DIV/
KARGIL 100% 0!
KATHUA 46% 59%
KUPWARA 100% 100%
LEH 41% 0%
POONCH 100% 100%
PULWAMA 93% 100%
RAJAURI 100% 100%
SRINAGA
R 64% 91%
UDHAMPU
R 28% 19%
GOA
M AR
In GOA, HPCL’s market share in domestic LPG is 68%. With more than 60% of
market coverage clearly shows that its one of the main contributors for west Zone
D IS T R IC T SIO C
revenues.
41
In GOA month of march-April there is a change in LPG Domestic market share in

each district. That I came to know after comparing March and April market share and I
below.
In GOA, HPCL’s market share in ND LPG is 69%. With more than 60% of market
coverage clearly shows that its one of the main contributors for west Zone revenues.
42
In GOA month of march-April there is a change in LPG ND market share in each

district. That I came to know after comparing March and April market share and I found
43
4. DADRA & NAGAR HAVELI
STA TEIn DADRA & NAGARHAVELI, HPCL’s market share in domestic LPG is 100%.
Market coverage clearly shows that its one of the main contributors for NORTH WEST
Zone revenues.
DADRA & N AG
DADRA & N AG
In DADRA & NAGAR HAVELI, HPCL’s market share in ND LPG is 100%.
Market coverage clearly shows that its one of the main contributors for North West Zone
revenues.
44
5. DAMAN & DIU
ST A T E D IST R IC T
In DAMAN & DIU, HPCL’s market share in domestic LPG is 64%. Market
IO
coverage clearly shows that its one of the main contributors for NORTH WEST Zone
revenues.
D A M A N & DDAIUM A N
D A M A N & DDIUIU
45
In DAMAN & DIU, HPCL’s market shares in ND LPG is54%. Market coverage
clearly shows that its one of the main contributors for North West Zone revenues.
46
47
6. BIHAR
MA
STA TE D ISTIC IO
BIH A R A RA RIA
BIH A R A U RA N G A B
BIH A R B A N KA
BIH A R B EG U SA RA
48
In Bihar, HPCL’s market share in domestic LPG is 14%.we can see that HPCL is
nd
on 2 rank. In market share for domestic IOC is 72%. Market coverage clearly shows that
IOC is on 1st rank and BPC is on 3rd rank. So we can say that HPCL is fewer contributors
for EAST ZONE revenues.
Though in total industrial share IOC is on 1 st rank but in many districts HPC &
BPC is on 1st rank .in many district HPCL market share is more than IOC that we can see
from the chart below.
49
In Bihar month of march-April there is a change in LPG domestic market share in

below.
In Bihar, HPCL’s market share in NON-Domestic LPG is 22%.we can see that
HPCL is on 2nd rank. In market share for ND IOC is 63%. Market coverage clearly
shows that IOC is on 1st rank and BPC is on 3rd rank. So we can say that HPCL is fewer
contributors for EAST ZONE revenues.
50
In Bihar month of march-April there is a change in LPG ND market share in each

district That I came to know after comparing March and April market share and I found
51
7. HIMACHAL PRADESH
ST A T E
H IM A C H A L P R A D
In HIMACHAL PRADESH, HPCL’s market share in domestic LPG is 20%.we can
see that HPCL is on 2nd rank. In market share for domestic IOC is 68%. Market coverage
clearly shows that IOC is on 1st rank and BPC is on 3rd rank. So we can say that HPCL is
fewer contributors for NORTH ZONE revenues.
52
Though in total industrial share IOC is on 1st rank but in many districts HPC &
In HIMACHAL PRADESH month of march-April there is a change in LPG

DOMESTIC market share in each district. That I came to know after comparing March
and April market share and I found in which district it has changed and going UP or
DOWN as we can see from chart below.
53
DOMESTIC
DISTRI 09- 10-
CT 10MAR Apr
9.8% 5.7%
BILASP 59.2
UR 35.0% %
KINNAU 15.6
R 12.7% %
16.1
KULU 15.6% %
15.4
SIMLA 14.5% %
22.5
SOLON 24.3% %
27.0
UNA 27.1% %
54
In HIMACHAL PRADESH, HPCL’s market share in ND LPG is38 %.we can see that
HPCL is on 2nd rank. In market share for domestic IOC is 40%. Market coverage clearly
contributors for NORTH ZONE revenues.
55
In HIMACHAL PRADESH month of march-April there is a change in LPG ND market

chart below.
ND
09- 10-
district 10mar Apr
44.9
49.5% %
BILASP 20.3
UR 26.3% %
KANGR 30.2
A 22.9% %
KINNAU 12.8
R 6.2% %
KULU 3.8% 2.5%
42.5
SIMLA 50.0% %
SIRMAU
R 14.3% 6.9%
60.8
SOLON 55.3% %
28.2
UNA 38.3% %
56
JHARKHAND
ST A T E D IS T
J H A R K H A N DB O K
In JHARKHAND, HPCL’s market share in domestic LPG is 18%.we can see that
DHA
57
In JHARKHAND month of march-April there is a change in LPG DOMESTIC

58
In JHARKHAND, HPCL’s market share in ND LPG is21 %.we can see that HPCL
is on 2nd rank. In market share for domestic IOC is72 %. Market coverage clearly shows
that IOC is on 1st rank and BPC is on 3rd rank. So we can say that HPCL is fewer
59
In JHARKHAND month of march-April there is a change in LPG ND market share

below.
60
8. MADHYA PRADESH
61
STATE DI
M ADHYA PRADESH BA
BA
BE
BH
BH
BU
In MADHYA PRADESH, HPCL’s market share in domestic LPG is 29%.we can
see that HPCL is on 2nd rank. In market share for domestic IOC is 51%. Market coverage
CH
62
fewer contributors for NORTH WEWST ZONE revenues.
In MADHYA PRADESH month of march-April there is a change in LPG

DOMESTIC market share in each district That I came to know after comparing March
63
32 33
BALAGHAT 76% 81% INDORE % %
32 33 26
BARWANI 24% 26% JABALPUR % % SATNA 21% %
40 37 62
BETUL 36% 35% JHABUA % % SEHORE 63% %
71 75 40
BHIND 15% 13% KATNI % % SEONI 40% %
47 49 60
BHOPAL 25% 25% KHANDWA % % SHAHDOL 51% %
KHARGON 15 15 SHAJAPU 13
BURHANPUR 0% 3% E % % R 13% %
CHHATARPU MANDASA 14
R 4% 4% UR 7% 8% SHIVPURI 15% %
CHHINDWAR 71 73 TIKAMGA 15
A 49% 54% MANDLA % % RH 17% %
29
DAMOH 13% 15% MORENA 7% 7% UJJAIN 28% %
47
DATIA 10% 12% NEEMUCH 5% 6% UMARIA 40% %
11 15 54
DEWAS 47% 48% PANNA % % VIDISHA 56% %
31 32
DHAR 45% 45% RAISEN % %
21 18
GUNA 3% 3% RAJGARH % %
64
26 27
GWALIOR 9% 10% RATLAM % %
26 28
HARDA 71% 69% REWA % %
HOSHANGAB 35 38
AD 14% 15% SAGAR % %
In MADHYA PRADESH, HPCL’s market share in ND LPG is 33%.we can see

that HPCL is on 2nd rank. In market share for ND IOC is 43%. Market coverage clearly
contributors for NORTH WEWST ZONE revenues.
65
In MADHYA PRADESH month of march-April there is a change in LPG

DOMESTIC market share in each district. That I came to know after comparing March
09-10 10-
DISTRICT MAR Mar GUNA 0% 0% PANNA 5% 5%
10 94
BALAGHAT 84% 96% GWALIOR % 9% RAISEN 84% %
66
54 56 62
BARWANI 45% 39% HARDA % % RAJGARH 44% %
HOSHANGAB 11 28
BETUL 25% 15% AD % 9% RATLAM 25% %
41 41 57
BHIND 1% 0% INDORE % % REWA 47% %
27 29 17
BHOPAL 32% 25% JABALPUR % % SAGAR 18% %
33 51 20
BURHANPUR 0% 0% JHABUA % % SATNA 22% %
CHHATARPU 69 81 40
R 2% 1% KATNI % % SEHORE 49% %
CHHINDWAR 44 44 86
A 72% 83% KHANDWA % % SEONI 75% %
18 10 61
DAMOH 13% 14% KHARGONE % % SHAHDOL 50% %
SHAJAPU 15
DATIA 2% 8% MANDASAUR 5% 7% R 11% %
50 58
DEWAS 45% 46% MANDLA % % SHEOPUR 0% 0%
16
DHAR 54% 43% MORENA % 0% SHIVPURI 3% 2%
NARSINGHP
DINDORI 0% 0% UR 0% 0% SIDHI 0% 0%
TIKAMGA 15
NEEMUCH 1% 1% RH 11% %
57 54
UMARIA % %
9. WEST BENGAL
67
STA TE D ISTIC
W EST BEN G A L BA RD H
W EST BEN G A L BIRBH
In WEST BENGAL, HPCL’s market share in domestic LPG is 22%.we can see
that HPCL is on 2nd rank. In market share for domestic IOC is 63%. Market coverage
W EST BEN G A L CO O CH
fewer contributors for EAST ZONE revenues.
W EST BEN G A L D A KSH

W EST BEN G A L D A RJ E
W EST BEN G A L HOOG

68
In WEST BENGAL month of march-April there is a change in LPG DOMESTIC

In WEST BENGAL, HPCL’s market share in NDLPG is26 %.we can see that
69
In WEST BENGAL month of march-April there is a change in LPG ND market

chart below.
70
10. RAJASTHAN
71
ST A T E D IST IC
R A J A ST H A N A J M ER
R A J A ST H A N A LW A R
R A J A ST H A N B A N SW
R A J A ST H A N BA RA N
In RAJASTHAN, HPCL’s market share in domestic LPG is 30%.we can see that
R A J A ST H A N BA RM E
contributors for NORTH WEST ZONE revenues.
72
In RAJASTHAN month of march-April there is a change in LPG DOMESTIC

73
09-10
DISTRICT MAR 10-Apr
AJMER 39% 40%
ALWAR 34% 31%
BANSWARA 43% 42%
BARAN 84% 82%
BARMER 15% 14%
BHARATPUR 15% 13%
BHILWARA 9% 9%
BIKANER 23% 24%
BUNDI 17% 17%
CHITTORGARH 33% 33%
CHURU 26% 25%
DAUSA 26% 22%
DHOLPUR 54% 50%
DUNGARPUR 62% 58%
JAIPUR 27% 26%
JAISALMER 39% 39%
JHALAWAR 69% 73%
JHUNJHUNU 25% 24%
JODHPUR 33% 33%
KARAULI 1% 1%
KOTA 33% 32%
NAGAUR 25% 24%
PALI 33% 32%
74
PRATAPGARH 33% 29%

SAWAIMADHOP
UR 23% 23%
SIKAR 26% 24%
SIROHI 60% 60%
SRI
GANGANAGAR 27% 29%
TONK 37% 37%
UDAIPUR 30% 27%
In RAJASTHAN, HPCL’s market share in ND LPG is35 %.we can see that HPCL
is on 1ST rank. In market share for domestic IOC is 33%. Market coverage clearly shows
that IOC is on 2nd rank and BPC is on 3rd rank. So we can say that HPCL is more
Though HPCL is on first rank for ND but in many district of RAJASTHAN HPCL
market share is below IOC and BPC that we can see from chart. The market share is
below IOC and BPC because over there HPCL sells is low compare to IOC & BPC.
75
In RAJASTHAN month of march-April there is a change in LPG ND market share

below.
09-
10MA
DISTRICT R 10-Apr
AJMER 78% 84%
ALWAR 32% 37%
BANSWARA 27% 44%
BARAN 82% 71%

BARMER 17% 25%
BHARATPUR 12% 37%
BHILWARA 27% 22%
BIKANER 19% 15%
BUNDI 18% 15%
CHITTORGARH 31% 42%
CHURU 15% 12%
DAUSA 25% 67%
DHOLPUR 61% 61%
DUNGARPUR 47% 43%
JAIPUR 22% 28%
JAISALMER 36% 47%
JHALAWAR 83% 78%
JHUNJHUNU 28% 45%
76
JODHPUR 49% 53%

KARAULI 1% 0%
KOTA 34% 35%
NAGAUR 27% 26%
PALI 34% 26%
PRATAPGARH 26% 19%
SAWAIMADHOP
UR 24% 24%
SIKAR 17% 44%
SIROHI 53% 43%
SRI
GANGANAGAR 35% 32%
TONK 49% 51%
UDAIPUR 17% 15%
77
11.MAHARASHTRA
STA TE D IST
M A H A RA SH TRA
AHM
A KO
AM R
AUR
78
IN MAHARASHTRAHPCL’s market share in domestic LPG is 43%.we can see

that HPCL is on 2nd rank. In market share for domestic BPC is 47%. Market coverage
clearly shows that BPC is on 1st rank and IOC is on 3rd rank. So we can say that HPCL is
fewer contributors for WEST ZONE revenues.
Though in total industrial share BPC is on 1st rank but in many districts HPC &
IOC is on 1st rank .in many district HPCL market share is more than BPC that we can see
79
In MAHARASHTRA month of march-April there is a change in LPG DOMESTIC

IN MAHARASHTRA HPCL’s market share in domestic LPG is 50%.we can see

that HPCL is on 1ST rank. In market share for domestic BPC is 45%. Market coverage
clearly shows that BPC is on 2ND rank and IOC is on 3rd rank. So we can say that HPCL
has more contributors for WEST ZONE revenues.
80
Though HPCL is on first rank for ND but in many district of MAHARASHTRA

In MAHARASHTRA month of march-April there is a change in LPG ND market

chart below.
81
12.CHHATTISGARH
ST A T E D IS T
C H H A T T I S G ABRAHS T
In CHHATTISGARH HPCL’s market share in domestic LPG is 34%.we can see
C H H A T T I S G ABRI LHA
that HPCL is on 2nd rank. In market share for domestic IOC is 48%. Market coverage
fewer contributors for EAST ZONE revenues.
C H H A T T I S G ADRAHN
C H H A T T I S G ADRHH A
82
In CHHATTISGARH month of march-April there is a change in LPG DOMESTIC

Market share in each district. That I came to know after comparing March and April
83
In CHHATTISGARH, HPCL’s market share in ND LPG is39 %.we can see that
HPCL is on 1ST rank. In market share for domestic IOC is 38%. Market coverage clearly
shows that IOC is on 2nd rank and BPC is on 3rd rank. So we can say that HPCL is more
Though HPCL is on first rank for ND but in many district of CHHATTISGARH

84
In month of march-April there is a change in LPG ND market share in

CHHATTISGARH each district. That I came to know after comparing March and April
85
15. KARNATAKA
ST A T E D IST IC
KA RN A TA KA BA N G
BAN G
B ELG A
In KARNATAKA HPCL’s market share in domestic LPG is 34%.we can see that
B ELLA
contributors for SOUTH ZONE revenues.
86
In KARNATAKA month of march-April there is a change in LPG DOMESTIC

87
In KARNATAKA, HPCL’s market share in ND LPG is 38%.we can see that

HPCL is on 1ST rank. In market share for domestic IOC is 37%. Market coverage clearly
shows that IOC is on 2nd rank and BPC is on 3rd rank. So we can say that HPCL is more
Though HPCL is on first rank for ND but in many district of CHHATTISGARH

88
In month of march-April there are change in LPG ND market share in

KARANATAKA each district. That I came to know after comparing March and April
89
16.HARYANA
ST A T E D IST IC
H A RYA N A A M BA
B H IW A
In HARYANA HPCL’s market share in domestic LPG is 19%.we can see that
HPCL is on 3rd rank. In market share for domestic IOC is 48%. Market coverage clearly
shows that IOC is on 1st rank and BPC is on 2nd rank. So we can say that HPCL is fewer
F A R ID A
FA TEH
90
In HARYANA month of march-April there is a change in LPG DOMESTIC

91
09-
DISTRICT 10MAR 10-Apr
AMBALA 17% 16%
BHIWANI 24% 25%
FARIDABAD 23% 25%
FATEHABAD 8% 9%
GURGAON 15% 16%
HISAR 20% 21%
JHAJJAR 19% 20%
JIND 27% 26%
KAITHAL 13% 15%
KARNAL 12% 12%
KURUKSHETR
A 32% 33%
MAHENDRAGA
RH 24% 26%
PANCHKULA 21% 21%
PANIPAT 24% 24%
ROHTAK 21% 21%
SIRSA 25% 26%
SONIPAT 9% 9%
YAMUNA
NAGAR 15% 14%
In HARYANA HPCL’s market share in ND LPG is 29%.we can see that HPCL is
on 3rd rank. In market share for domestic IOC is 36%. Market coverage clearly shows that
IOC is on 1st rank and BPC is on 2ND rank. So we can say that HPCL is fewer contributors
for NORTH ZONE revenues.
92
In HARYANA month of march-April there is a change in LPG ND Market share

below.
93
09-
AMBALA 15% 10%
BHIWANI 14% 9%
FARIDABAD 30% 25%
FATEHABAD 6% 3%
GURGAON 31% 28%
HISAR 16% 18%
JHAJJAR 48% 48%
JIND 23% 23%
KAITHAL 9% 7%
KARNAL 35% 30%
KURUKSHETR
A 13% 4%
MAHENDRAGA
RH 20% 3%
PANCHKULA 25% 24%
PANIPAT 26% 16%
ROHTAK 43% 36%
SIRSA 31% 26%
SONIPAT 24% 8%
YAMUNA
NAGAR 52% 49%
94
17.ASSAM
M
S T A T ED I S T I C I
In HARYANA HPCL’s market share in domestic LPG is 2%.we can see that
A S S A MD H E M A
G O A LP A
95
In ASSAM month of march-April there is a change in LPG DOMESTIC Market

chart below.
96
In HARYANA HPCL’s market share in ND LPG is 2%.we can see that HPCL is
rd
on 3 rank. In market share for ND IOC is 93%. Market coverage clearly shows that IOC
is on 1st rank and BPC is on 2nd rank. So we can say that HPCL is fewer contributors for
EAST ZONE revenues.
97
In ASSAM month of march-April there is a change in LPG ND Market share in

below.
18. CHANDIGARH
IN CHANDIGARH HPCL’s market share in domestic LPG is 21%.we can see

that HPCL is on 2nd rank. In market share for domestic IOC is 66 %. Market coverage
STA TE D IS T
98
In CHANDIGARH month of march-April there is a change in LPG DOMESTIC

IN CHANDIGARH HPCL’s market share in ND LPG is 29%.we can see that

HPCL is on 3rd rank. In market share for ND IOC is 40%. Market coverage clearly shows
that IOC is on 1st rank and BPC is on 2nd rank. So we can say that HPCL is fewer
99
In CHANDIGARH month of march-April there is a change in LPG ND Market

chart below.
19.DELHI
100
M A
In DELHI HPCL’s market share in domestic LPG is 14%.we can see that HPCL is
on 3rd rank. In market share for domestic IOC is 65%. Market coverage clearly shows that
S T A T ED I S T I C I O
IOC is on 1st rank and BPC is on 2nd rank. So we can say that HPCL is fewer contributors
D E L H ID E L H I
D ELH I to tal
In DELHI month of march-April there is a change in LPG DOMESTIC Market
chart below.
101
In DELHI HPCL’s market share in ND LPG is 30%.we can see that HPCL is on
rd
3 rank. In market share for domestic IOC is 39%. Market coverage clearly shows that
IOC is on 1st rank and BPC is on 2ND rank. So we can say that HPCL is fewer contributors
In DELHI month of march-April there is a change in LPG ND Market share in

below.
102
20.GUJARAT
STATE DISTIC
GU J ARAT AHM EDAB
GU J ARAT AM RELI
GU J ARAT AN AN D
103
In GUJARAT HPCL’s market share in domestic LPG is21 %.we can see that
104
In GUJARAT month of march-April there is a change in LPG DOMESTIC

Market share in each district That I came to know after comparing March and April
In GUJARAT HPCL’s market share in ND LPG is 28%.we can see that HPCL is
on 3rd rank. In market share for ND IOC is 40%. Market coverage clearly shows that IOC
NORTH WEST ZONE revenues.
105
In GUJARAT month of march-April there is a change in LPG ND Market share

below.
106
21.KERALA
ST A T E D IS T IC
K ER A LA A LA P P U
In KERALA HPCL’s market share in domestic LPG is 25%.we can see that
K ER A LA ERN A KU
K ER A LA ID U K K I
K ER A LA KAN N U
107
In KERALA month of march-April there is a change in LPG DOMESTIC Market

chart below.
108
In KERALA HPCL’s market share in ND LPG is 25%.we can see that HPCL is
rd
on 3 rank. In market share for ND IOC is 42%. Market coverage clearly shows that IOC
SOUTH ZONE revenues.
109
In KERALA month of march-April there is a change in LPG ND Market share

below.
110
22.PONDICHERRY
IN PONDICHERRY HPCL’s market share in domestic LPG is 42%.we can see

that HPCL is on 2nd rank. In market share for domestic IOC is 48 %. Market coverage
STA TE D IS
fewer contributors for SOUTH ZONE revenue.
P O N D I C H E RPROY
P O N D I C H E RYRAY
P O N D IC H E R R Y
111
Though in total industrial share IOC is on 1st rank but in many districts HPC is on
st
1 rank .in many district HPCL market share is more than IOC that we can see from the
chart below.
In PONDICHERRY month of march-April there is a change in LPG DOMESTIC

112
In PONDICHERRY HPCL’s market share in ND LPG is 18%.we can see that

shows that IOC is on 1st rank and BPC is on 2ND rank. So we can say that HPCL is fewer
Though in total industrial share IOC is on 1st rank but in many districts HPC is on
st
1 rank .in many district HPCL market share is more than IOC that we can see from the
chart below.
113
In PONDICHERRY month of march-April there is a change in LPG ND Market

chart below.
114
23.PUNJAB
STATE DISTIC
PU N J AB AM RITSA
PU N J AB BARN ALA
In PUNJAB HPCL’s market share in domestic LPG is 19%.we can see that HPCL
is on 3rd rank. In market share for domestic IOC is 58%. Market coverage clearly shows
PU N J AB BATHIN D
PU N J AB FARIDKO
PU N J AB FEROZEP
115
In PUNJAB month of march-April there is a change in LPG DOMESTIC Market

chart below.
DISTRICT 09-10 10-

116
MAR Apr
BARNALA 15% 15%
BATHINDA 17% 17%
FARIDKOTE 16% 15%
FEROZEPUR 18% 20%
GURDASPUR 18% 20%
HOSHIARPUR 45% 48%
JALANDHAR 18% 20%
KAPURTHALA 19% 19%
LUDHIANA 24% 26%
MAANSA 10% 11%
MOGA 5% 7%
MUKTSAR 14% 14%
NAWANSHAHR 41% 44%
PATIALA 19% 20%
RUPAR 28% 30%
SANGRUR 11% 11%
SAS NAGAR 13% 15%
In PUNJAB HPCL’s market share in ND LPG is 26%.we can see that HPCL is on
3rd rank. In market share for ND IOC I s 44%. Market coverage clearly shows that IOC is
on 1st rank and BPC is on 2nd rank. So we can say that HPCL is fewer contributors for
NORTH ZONE revenues.
117
In PUNJAB month of march-April there is a change in LPG ND Market share in

below.
118
09-
BARNALA 24% 18%
BATHINDA 26% 12%
FARIDKOTE 32% 33%
FEROZEPUR 13% 13%
GURDASPUR 21% 18%
HOSHIARPUR 53% 50%
JALANDHAR 34% 34%
KAPURTHALA 13% 14%
LUDHIANA 23% 25%
MAANSA 10% 8%
MOGA 4% 5%
MUKTSAR 10% 6%
NAWANSHAHR 59% 66%
PATIALA 30% 19%
RUPAR 26% 13%
SANGRUR 9% 3%
SAS NAGAR 44% 50%
24. UTTARANCHAL
119
STA TE D IS
In UTTARANCHAL HPCL’s market share in domestic LPG is 8%.we can see
U T T A R A N C HC AH LA
that HPCL is on 3rd rank. In market share for domestic IOC is 73%. Market coverage
clearly shows that IOC is on 1st rank and BPC is on 2nd rank. So we can say that HPCL is
fewer contributors for NORTH ZONE revenues
U T T A R A N C HD AE LH
U T T A R A N C HH AA LR
120
In UTTARANCHAL month of march-April there is a change in LPG

DOMESTIC Market share in each district. That I came to know after comparing March
121
09-
10MA
DISTRICT R 10-Apr
CHAMOLI 3% 4%
DEHRADUN 9% 10%
NAINITAL 5% 5%
TEHRI GARHWAL 46% 50%
UDHAM SINGH
NAGAR 5% 5%
UTTARKASHI 28% 31%
In UTTARANCHAL HPCL’s market share in ND LPG is 10%.we can

see that HPCL is on 3rd rank. In market share for ND IOC I s 54%. Market coverage
Though in total industrial share IOC is on 1st rank but in many districts BPC is on
1st rank .in many district BPC market share is more than IOC that we can see from the
chart below.
122
In UTTARANCHAL month of march-April there is a change in LPG ND Market

chart below.
09-
CHAMOLI 1% 1%
DEHRADUN 17% 15%
HARIDWAR 3% 6%
NAINITAL 10% 8%
TEHRI GARHWAL 33% 41%
UDHAM SINGH
NAGAR 8% 18%
UTTARKASHI 19% 24%
123
25.TAMIL NADU
ST A T E D IST I
T A M IL NADU CH EN
T A M IL NADU C O IM
T A M IL NADU CU D D
T A M IL NADU DHAR
124
In TAMIL NADU HPCL’s market share in domestic LPG is 13%.we can see that
125
DISTIC
CHENNAI
COIMBATO
126
In TAMIL NADU month of march-April there is a change in LPG DOMESTIC

In TAMIL NADU HPCL’s market share in ND LPG is 11%.we can see that
HPCL is on 3rd rank. In market share for ND IOC is 62%. Market coverage clearly shows
127
In TAMIL NADU month of march-April there is a change in LPG ND Market

chart below.
128
26. UTTAR PRADESH

129
STATE DISTIC
UTTAR PRADESH AGRA
UTTAR PRADESH ALIGA
UTTAR PRADESH ALLAH
UTTAR PRADESH AZAM
UTTAR PRADESH BAHR
UTTAR PRADESH BALLI
UTTAR PRADESH BAND
UTTAR PRADESH BARA
In UTTAR PRADESH HPCL’s market share in domestic LPG is 14%.we can see
that HPCL is on 3rd rank. In market share for domestic IOC is 61%. Market coverage
UTTAR PRADESH BARE

130
131
D
IST
IC
A
G R
A
A
LIG
A RH
A
LLAHABA
D
A
ZAM GAR
H
B
AHR A
ICH
B
ALLIA
B
AND A
B
ARA BA
NKI
132
In UTTAR PRADESH month of march-April there is a change in LPG DOMESTIC

Market share in each district That I came to know after comparing March and April
133
DIST
RICT

AG R
A
ALIG
AR H
ALLA
H AB
AD
AZAMG A
RH
BAHRAIC
H
BALL
IA
BANDA
134
In UTTAR PRADESH HPCL’s market share in ND LPG is %.we can see that
HPCL is on 3rd rank. In market share for ND IOC is %. Market coverage clearly shows
135
D
I
ST I
C
A
GRA
A
LI
G ARH
A
LLAH A
B A
D
A
ZAM GA R
H
B
AHR AI
C H
B
ALLIA
B
AND A
B
ARA BANKI
136
In UTTAR PRADESH month of march-April there is a change in LPG ND

137
DIS
T RI
C T

AGRA
ALI
G ARH
ALLAHA BA
D
AZAM GA R
H
BAHRA I
C H
BALLI
A
BAND A
BARA BANKI
138
Data analysis (part-2)

Elasticity supply
Supply elasticity is defined as the percentage change in quantity supplied divided by the
percentage change in price. It is calculated as per the following formula:
Formula
The calculation of elasticity of supply is comparable to the calculation of elasticity of

demand, except that the quantities used refer to quantities supplied instead of quantities
demanded.
Factors that influence the elasticity of supply include the ability to switch to production of
other goods, the ability to go out of business, the ability to use other resource inputs and
the amount of time available to respond to a price change.
Over a short time period, firms may be able to increase output only slightly in response to
an increase in prices. Over a longer period of time, the level of production can be adjusted
greatly as production processes can be altered, additional workers can be hired, more
plants can be built, etc. Therefore, elasticity of supply is expected to be greater with
longer periods of time.
NON DOMESTIC PACKED
MUMBAI
%CHANGE IN % CHANE IN elasticity
EFF DATE SALES PRICE supply market
01.04.2009 84.7 -11.56 -7.326989619 inelastic market
01.06.2009 -31.06 -36.33 0.85494082 inelastic market
01.07.2009 -68.45 44.65 -1.533034714 inelastic market
perfact elastict
01.09.2009 75.71 0 #DIV/0! market
01.10.2009 40.11 75.43 0.531751293 inelastic market
01.11.2009 -36.25 -4.4 8.238636364 elastic market
01.12.2009 203.77 80.51 2.530989939 elastic market
01.02.2010 -118.28 -18.97 6.235108065 elastic market
01.03.2010 -60.75 -33.09 1.835902085 elastic market
139
Inelastic market chart
price
sales
sales<1
In the year 2009 month of April, may, June, July, august, October the Mumbai market is
inelastic market. In the year 2010 month of January, April, may the market is inelastic
market. In inelastic market there is a less change in sales compare to price.
Perfect elastic market chart
price
sales
In the year 2009 in the month of September the market is perfect elastic market where there
Is a change in the sales but there is no change in the price.
140
Elastic market chart
price
sales
sales>1
In the year 2009 in the month of November, December the Mumbai market is
Elastic market.
In the year 2010 in the month of February, march market is elastic market where,
There are More changes in sales compare to price. So sales are grater then one.
141
FINDINGS
 IOC has 5095 Distributors and HPCL has 2404 distributors. HPCL has fewer
distributors and because of that they have fewer customers. There is less
ZONE
awareness of HPCL products.
 From this analysis I found that in Andhra Pradesh, Orissa, Jammu & Kashmir,
GOA, DADRA NAGAR HAVELI, and DAMAN-DIV are the states where HPCL
have highest market share for LPG DOMESTIC & NON-DOMESTIC compare to
IOC and BPC. So in these six states HPCL is on first rank. We can also see that
IOC
compare to IOC and BPC HPCL has more distributors in these states, so that is
the reason that HPCL have more market share, and achieved first rank. More
distributors help HPCL to attract more customers and satisfied their needs. As we
can see from above analysis that in many district HPCL market share is less then
IOC and BPC. Though state wise HPCL is on 1st rank but district wise they are
North 1
trying to improve their performance.
 In Bihar, Himachal Pradesh, Jharkhand, Madhya Pradesh, and West Bengal are
the states where HPCL have less market share for LPG DOMESTIC & NON-
DOMESTIC compare to IOC. It means HPCL is on 2nd rank. We can also see that
compare to IOC HPCL has fewer distributors in these states so less customer
East 1
awareness regarding HPCL products.
 In Haryana, Assam, Delhi, Gujarat, Kerala, Punjab, Uttaranchal, Tamil Nadu,

Uttar Pradesh are states where HPCL market share for LPG DOMESTIC & NON-
DOMESTIC is less than IOC & BPC. This means in these states HPCL is on 3rd
West
rank. We can also see that in these states there are fewer distributors compare to
IOC & BPC so HPCL tries to improve its condition in this states. More customer
awareness is required in these states. People want HPCL products but there are
fewer distributors so they are not able to fulfill customer’s requirements. So
HPCL is trying to attract more distributors. There are more industries in these
states, so for LPG –NON DOMESTIC products also HPCL can get good market.
South
 At last rest of the states .i.e. Rajasthan, Maharashtra, Chhattisgarh, Karnataka
where HPCL have more market share for NON-DOMESTIC compare to IOC &
BPC but less market share for DOMESTIC products compare to IOC. It means 2nd
South Central
142
rank for DOMESTIC product and 1st rank for NON-DOMESTIC products. In
these states there are so many industries, so more NON-DOMESTIC products are
being used but there are less customer satisfaction regarding HPCL DOMESTIC
products, less awareness of HPCL products in customers. That is why it is on 2nd
rank. In these state customers want IOC products instead of HPCL products.
 I have also found HPCL zone wise performance. There are mainly six zones i.e.
North, West, East, North-West, south and South Central. So, we can also evaluate
the zone wise performance. In south central zone HPCL is on 1st rank for both
LPG DOMESTIC and NON-DOMESTIC products. In north zone HPCL is on 3rd
rank. In south zone HPCL is on 3rd rank, in east zone HPCL is on 2nd rank, in
North West zone HPCL is on 2nd rank and in west zone HPCL is on 1st rank for
non-domestic and 2nd rank for domestic products.
 IOC is a market leader in the market & HPC & BPC are market challengers.
 Market challenger is always trying to give competition to market leader.
 In Apr09-Mar 10 HPCL LPG Domestic was on 3rd rank but in Apr10 it jumped to
the 2nd rank, so HPCL is trying to make batter position in the market. In month of May
again HPCL domestic market share is going down again it’s become on 3 rd rank. So in
last for making batter condition in the market HPCL follow bellow steps.
143
RECOMMENDATIONS & SUGGESTIONS
 Due to rapid increase in usage of LPG in domestic and industrial areas, the need
for LPG distributers in every state is increasing. From my findings HPCL is not
the leading provider in most of the states. The best way to increase the number of
customers is to provide more distribution points.
 HPCL should also invest in advertizing its products more aggressively and target
average consumers and industrial users separately.
 HPCL should provide awareness to customers about all possible fuel alternatives
and the related cost for each of those options, so that the customer can choose the
best product and if possible highlight LPG as one of the best alternative.
 HPCL should also try to focus on rural area because now a day they are leaning
towards LPG bottles instead of wood.
o Updating on the site
 Events and the media coverage
 Links to read the publications talking about HPCL.
 Photos of all the activities done, all over India for LPG SBU.
 Circulations
o Quarterly circulations of News/Events/Information to be passed on to the

consumer by Pamphlets or booklets. These booklets will be sent to all the
consumers during their refills.
o Half yearly a small guide on safety Do’s and Don’ts instructions.
During the Safety week in the organization, employees can be

given booklets on Safety – at home, at work
So we can conclude that to improve its position in market HPCL should really tried to
focus on customer needs and demands.
144
Bibliography
Book: Philip kotler “Marketing Management” a South Asian Perspective, 13th edition.
Company Sales report.
Web site: www.hpcl.co.in

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1

DISTRICT WISE MARKET ANALYSIS OF LPG

Guided By: Prepared By:

Mr. DEEPAK TEKAWANI MEGHA RAJ

Mr. HARPREET SINGH TUTEJA

I wish to express my sincere gratitude to Prof. M.R.Brahmachari, principal of

Hindustan Petroleum Corporation Limited

Type PSU (Trading on BSE & NSE)

Headquarters Mumbai, Maharashtra, India

Key people Arun Balakrishnan, Chairman & MD

Revenue ▲ US$28.247 billion (2009)

Total assets US$10.74 billion (2009)

Employees ~11,245 (2009)

Hindustan Petroleum Corporation Limited (HPCL), a Navratna PSU oil

CONTAIN PAGE NO.

PREFACE (COMPANY) 3-4

INTRODUCTION OF OIL INDUSTRIES 7

HPCL INFORMATION 8-13

DEPARTMENT GENERAL 14-21

INTRODUCTION OF HP GAS 22-23

INFORMATION ON MARKET 24-25

RESEARCH & METHODOLOGY 26-27

DATA ANALYSIS 28-131

RECOMMENDATIONS & 134

INTRODUCTION OF INDIAN OIL INDUSTRY

Oil exploration and production in India is done by companies like NOC or

Some of the major companies in the Oil Industry in India are:

• Oil India Ltd.

Hindustan Petroleum Corporation Limited (HPCL)

The Company was incorporated in the

CORPORATE GOVERNANCE IN HPCL

Being a Government Company, its activities are subject to review by several

 DECISION MAKING PROCESS

The composition of these Committees is given in this Report. The meetings of

The Corporation has constituted an Executive Council comprising of Chairman &

Shri V.K. Shunglu Shri N.R. Narayana Murthy

The Corporation has well documented Limits of Authority Manual, Purchase

1 Limits of Authority Manual (LAM)

This Manual lays down elaborate procedures to be followed while undertaking

The Corporation has introduced “Integrity Pact” (IP) to enhance ethics /

Products & services of HPCL

International Marketing, Crude supplies and Offerings.

• Crude oil imports,

HPCL commissioned another Wind power project in Jaisalmer in Rajasthan State

- HPCL- Mittal Energy Ltd. (HMEL)

DEPARTMENT GENERAL INFORMATION

 Corporate finance department

This department is also known as general ledger department. This department

LPG marketing commenced in India during year 1955 at Bombay by erstwhile

Removal of access rights

 Housing loan policy

 Salary grades / revised scales

 City compensatory allowance (cca)

 Rationalization adjustment for officers

PERFORMANCE APPRAISAL SYSTEM

B. Identification of Strengths and Weakness / Managerial abilities /Competence.

C. Utilization of Training Programmers:

E. The Rating Scale:

Iii. A five point rating scale is used in our Appraisal System.

Appraisal Completion schedule and Actions to be taken in case of non-compliance

Training policy tenets:

A. Training and development should encompass all levels of employees.

Iii. Any specialized training that may be necessary to