DECLARATION I hereby declare that the project report entitled Marketing Strategy for

Hindustan Dorr-Oliver Ltd. (HE/PV) Division Submitted in partial fulfillment of the requirements
for the degree of Master of business Administration to Sikkim –Manipal University, India, is my
original work and not submitted for the award of any other degree, diploma, fellowship, or any
other similar title or prizes. Modi Hitesh Navnitlal Place: Ahmedabad Date: 20/12/2009 Reg. No:
510824056 CERTIFICATE The project report of (Modi Hitesh Navnitlal) Marketing Strategy for
Hindustan Dorr-Oliver Ltd. (HE/PV) Division Is approved and is acceptable in quality and form
---------------------- ---------------------- Internal Examiner External Examiner Vikas Rajput Sandhya
Harkawat MBA MBA CERTIFICATE This is to certify that the project report entitled Marketing
Strategy for Hindustan Dorr-Oliver Ltd. (HE/PV) Division Submitted in partial fulfillment of the
requirements for the degree of Master of Business Administration of Sikkim Manipal University
of Health, Medical and technological sciences (Modi Hitesh Navnitlal) has worked under my
supervision and guidance and that no part of this report has been submitted for the award of
any other degree, Diploma, Fellowship or other similar title or prizes and that the work has not
been published in my journal of Magazine. (Reg. No. 510824056) Certified by Milap Shah (
MBA ) Acknowledgement I would like to acknowledge and extend my gratitude to the following
persons who have made the completion of this project possible: First of all, I would like to thank
my Project Guide Mr. Milap Shah for his great help. As he is being my Project Coordinator he
provided me very necessary and important guidance and support until the submission of my
project. I would also like to thank Mr. Saket Bhatt (General Manager) of Hindustan Dorr-Oliver
Ltd. (HDOL), to provide me such a very exiting opportunity and for their good help to provide a
better coordination and control among all the activities related to completion of the project.
Lastly, I would like to be very thankful to the whole HDOL Family for their continuous effort in
making the whole Project Activity very much learning and Interesting. I delivered my special
thanks to my family members and friends for their constant support during the project. (Hitesh
Modi) Sikkim Manipal University Executive Summary Primary objective of this study is to
understand business prospectus of Process Plant Equipment (includes heat exchangers &
pressure vessels) division of Capital Goods Industry. HDOL is chosen based on its excellent
capability to grow in such a competitive world and this business unit adds a steady stream of
revenues to the business model through sustained demand from various industries like Water,
Pulp and Paper, Fertilizers etc where HDOL is already present. This study shows that how to
encash business opportunities by market research, appropriate product mix and new product
developments. Developing niche products using the latest technology and supplying to new
industry verticals is an integral part of growth strategy. HDOL is working towards gaining a
strong foothold in catering to the Nuclear Energy, Oil & Gas and Power sectors. The Indian
Capital Goods Industry has been witnessing a turnaround after a prolonged period of recession.
Capital goods manufacturers have been experiencing excellent growth both in the top and
bottom line. Their order books are in a very healthy state which indicates the beginnings of an
investment cycle in India. This observation is also borne out by the upward trend seen in the
BSE Capital Goods Index. The capital goods industry needs to now strategize its future in order
to maintain this momentum. The objectives of the study were to focus on the national as well as
international competitiveness of these sectors in terms of benchmarking of costs, measuring
cost effectiveness, productivity, marketing strategies, manpower development and R&D apart
from looking at technology gaps and tariff protection required