1

PROJECT REPORTON

DISTRICT WISE MARKET ANALYSIS OF LPG PRODUCTS

Date: 26-07-2010

Guided By: Prepared By:

Mr. DEEPAK TEKAWANI MEGHA RAJ

Mr. HARPREET SINGH TUTEJA

2

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.

3

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

Products

Fuels

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$

4

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

5

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

6

CONTAIN PAGE NO.

FRONT PAGE 1

ACKNOWLEDGEMENT2

PREFACE (COMPANY) 3-4

EXECUTIVE SUMMARY 5

INTRODUCTION OF OIL INDUSTRIES 7

HPCL INFORMATION 8-13

DEPARTMENT GENERAL INFORMATION

14-21

INTRODUCTION OF HP GAS 22-23

INFORMATION ON MARKET ANALYSIS

24-25

RESEARCH & METHODOLOGY 26-27

DATA ANALYSIS 28-131

FINDINGS 132-133

RECOMMENDATIONS & SUGGESTIONS

134

ANNEXURE -

BIBLIOGRAPHY 135

INTRODUCTION OF INDIAN OIL INDUSTRY

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

7

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)

The Company was incorporated in the name of Standard Vacuum Refining

“ 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.”

“ 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.”

“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.”

“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.”

8

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 Undertaking1976: 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

MISSION

IMPLEMENTATION

9

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

10

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. ShungluEx-CAG

Shri N.R. Narayana MurthyChairman and Cheif MentorInfosys Technologies Limited

Ms. Shailaja Chandra Chairperson Public Grievance Commission

Shri Manab BoseManaging DirectorConnectivity Consulting (P) Ltd

Shri Naresh Narad MemberPublic Enterprise Selection Board

Ms. Rama BijapurkarMarketing ConsultantStrategic 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.

2 Purchase Manual

11

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 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.

12

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:

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

13

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)

DEPARTMENT GENERAL INFORMATION

14

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.

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

15

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 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

16

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 SYSTEMThe 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.

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:

17

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 isExpected 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 anEmployee's performance are identified during the self appraisal discussion as wellAs in the course of Performance Analysis. These are to be enumerated in the spaceProvided for the same, quoting instances of work performed well and areas wherePerformance fell short of expectations. Eighteen managerial abilities / competenceAreas which have a bearing on performance have been identified and are listed. ItMay be emphasized in this regard, that only those factors which affect performanceShould be recorded in the Performance Appraisal. The appraiser is expected toBased 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 workPlace and also to assess whether the officer is utilizing the same for his selfDevelopment.

D. Development of subordinates:An item to assess the appraiser’s effectiveness in developing, training, appraisingAnd counseling officers reporting to him is included in the Performance AppraisalForm. This important aspect of a Manager's role has been covered separately toEmphasize its importance as well as provide an input to the reviewing officersWhen appraisals go to them for review / moderation.

E. The Rating Scale:I. In our Performance Appraisal System, ratings are given for accomplishmentsSeparately. The rating on accomplishments is to be based on achievements vis-avisGoals and targets after analyzing the factors which either favorably or adversely affected the employee's performance.

Ii. The overall rating is given based on the accomplishments, the managerialAbilities /competence areas as well as strengths and weaknesses of theEmployee as related to his performance. While giving the overall rating, it is toBe noted that accomplishments / performance is a very important factor in thePerformance Appraisal System. Thus when the overall rating is recorded asBetter than the rating on accomplishments, the performance appraisal is takenUp with the concerned countersigning authority for review / revision.

18

Iii. A five point rating scale is used in our Appraisal System.Iv. The definitions of the ratings are clearly indicated in the guidelines forAppraisers on page 1 of the Performance Appraisal Form and are to be strictlyAdhered to in order to avoid the common pitfall of over rating employees.

Appraisal Completion schedule and Actions to be taken in case of non-complianceThe appraisal completion schedule and the actions taken in case of non compliance isBased on the philosophy that the appraise and the appraiser are both responsible for theCompletion 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 toMeet specified needs.D. The most effective form of training is through in-companyProgrammes.E. Outside company courses will be utilized for specialist/Advanced training both functional as well as management.However, the present situation calls for greater dependenceOn these courses. Additionally, our participation in outsideSeminars/ workshops will be increased to facilitate greaterInteraction and exchange of views with other organizations.F. Good management / functional courses which will beEvaluated/ established as useful programmes, will betakenUp as in-company course, to ensure wider coverage atEconomic cost.G. The corporation will explore possibilities to locate sourcesFor specialised training programmes, particularly inFunctional areas, outside the country to keep abreast ofTechnological/ managerial developments.

III. Training Plan:This will mainly cover in-company programmes:

Short TermA. Through Internal Faculty

19

B. Through External FacultyC. Exclusive External Courses

Long TermTo create an infrastructure for a permanent Training &Development set up.A. In Company Faculty DevelopmentThe Corporation has introduced a scheme to pay an Honorarium for In-company faculty.

B. Training CentresI. Management Development Institute, Nigdi, Pune(Residential)Ii. Training centres at Mumbai and Visakh RefineriesIii. Develop Auto Care Centres at Mumbai, Chennai,Delhi and Kolkata mainly as Marketing FunctionalTraining Centres for Corporation employees and Dealers/ Dealer's staff at rops etc.Iv. During viiith Plan - Establish another ManagementDevelopment 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.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 observedI. Selection of Training Courses-in-company or outside will be recommended by TAC to the concerned approving authority.

20

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.

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.

21

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 after the various aspects of LPG marketing of a particular geographical area including keeping a check on the HP Gas distributorships.

23

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

RESEARCH & METHODOLOGY

26

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 method2. Quantitative method 3. Qualitative method

I have chosen quantitative method for my analysis In prototype testing there are three methods:

1. Alpha testing2. Beta testing3. Market testing

From these methods I have chosen beta testing for my analysis. In this there are two methods:

1. Rank-order method2. 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.

Compare HPCL rank with IOC & BPC rank and analyze the HPCL market position.

27

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

DISTRICT IOC BPC HPC IOC BPC HPC IOC BPC HPC IOC BPC HPCADILABAD 41% 25% 34% 29% 42% 29% 1 3 2 3 1 2ANANTAPUR 45% 25% 30% 43% 28% 29% 1 3 2 1 3 2CHITTOOR 54% 10% 36% 38% 24% 39% 1 3 2 2 3 1EAST GODAVARI 10% 14% 75% 13% 12% 75% 3 2 1 2 3 1GUNTUR 31% 15% 54% 20% 16% 64% 2 3 1 2 3 1HYDERABAD 37% 11% 52% 13% 18% 69% 2 3 1 3 2 1KADAPA 51% 13% 36% 31% 24% 45% 1 3 2 2 3 1KARIMNAGAR 52% 26% 22% 32% 46% 22% 1 2 3 2 1 3KHAMMAM 28% 17% 55% 28% 24% 48% 2 3 1 2 3 1KRISHNA 36% 21% 43% 31% 33% 35% 2 3 1 3 2 1KURNOOL 14% 27% 58% 9% 39% 52% 3 2 1 3 2 1MAHBUBNAGAR 18% 41% 42% 20% 47% 33% 3 2 1 3 1 2MEDAK 20% 27% 53% 2% 18% 80% 3 2 1 3 2 1NALGONDA 48% 22% 30% 40% 30% 30% 1 3 2 1 2 3NELLORE 42% 20% 38% 42% 25% 33% 1 3 2 1 3 2NIZAMABAD 20% 49% 31% 4% 57% 39% 3 1 2 3 1 2PRAKASAM 59% 17% 23% 51% 17% 32% 1 3 2 1 3 2RANGA REDDY 61% 21% 18% 51% 33% 16% 1 2 3 1 2 3SRIKAKULAM 13% 15% 72% 8% 19% 73% 3 2 1 3 2 1VISAKHAPATNAM 29% 11% 60% 25% 23% 52% 2 3 1 2 3 1VIZIANAGARAM 19% 5% 75% 22% 3% 76% 2 3 1 2 3 1WARANGAL 21% 46% 33% 9% 56% 34% 3 1 2 3 1 2WEST GODAVARI 32% 11% 56% 21% 18% 61% 2 3 1 2 3 1Total 36% 19% 45% 26% 25% 49% 2 3 1 2 3 1

DOMESTIC NDMARKETSHRE LPG PACKED DOMESTIC MARKETSHARE LPG ND

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.

29

Though HPCL is on 1st 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 and I found in which district it has changed and going UP or DOWN as we can see from chart below.

32

2. ORISSA

DISTRICT IOC BPC HPC IOC BPC HPC IOC BPC HPC IOC BPC HPCANGUL 54% 21% 24% 48% 10% 43% 1 3 2 1 3 2BALASORE 66% 20% 13% 69% 14% 17% 1 2 3 1 3 2BARGARH 23% 2% 76% 7% 3% 90% 2 3 1 2 3 1BHADRAK 0% 46% 54% 0% 53% 47% 3 2 1 3 1 2BOLANGIR 15% 0% 85% 13% 0% 87% 2 3 1 2 3 1CUTTACK 40% 8% 52% 34% 10% 56% 2 3 1 2 3 1DEOGARH 0% 0% 100% 0% 0% 100% 2 2 1 2 2 1DHENKANAL 32% 13% 55% 29% 23% 48% 2 3 1 2 3 1GAJAPATI 0% 20% 80% 0% 21% 79% 3 2 1 3 2 1GANJAM 45% 28% 27% 55% 22% 23% 1 2 3 1 3 2JAGATSINGHPUR 52% 0% 48% 50% 0% 50% 1 3 2 1 3 2JAJPUR 21% 50% 29% 24% 63% 13% 3 1 2 2 1 3JHARSUGUDA 44% 6% 50% 62% 3% 35% 2 3 1 1 3 2KALAHANDI 85% 0% 15% 93% 0% 7% 1 3 2 1 3 2KENDRAPADA 6% 32% 62% 13% 52% 35% 3 2 1 3 1 2KENDUJHAR 35% 0% 65% 75% 0% 25% 2 3 1 1 3 2KHORDHA 33% 18% 49% 20% 17% 63% 2 3 1 2 3 1KORAPUT 5% 14% 81% 4% 17% 79% 3 2 1 3 2 1MAYURBHANJ 6% 26% 68% 1% 24% 75% 3 2 1 3 2 1NABARANGAPUR 28% 0% 72% 50% 0% 50% 2 3 1 2 3 1PURI 42% 10% 48% 33% 6% 61% 2 3 1 2 3 1RAYAGADA 14% 0% 86% 47% 0% 53% 2 3 1 2 3 1SAMBALPUR 42% 10% 48% 50% 13% 37% 2 3 1 1 3 2SONEPUR 37% 0% 63% 20% 0% 80% 2 3 1 2 3 1SUNDERGARH 43% 33% 24% 42% 25% 33% 1 2 3 1 3 2

35% 18% 47% 38% 16% 46% 2 3 1 2 3 1

DOMESTIC MARKET SHARE ND MARKET SHARE RANK DOM RANK ND

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 revenues.

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

DISTRICTS IOC BPC HPC IOC BPC HPC IOC BPC HPC IOC BPC HPCANANTNAG 17% 7% 76% 7% 2% 91% 2 3 1 2 3 1BARAMULLA 3% 4% 94% 0% 0% 100% 3 2 1 0 0 1BUDGAM 24% 0% 76% 9% 0% 91% 2 3 1 2 3 1DODA 51% 0% 49% 84% 0% 16% 1 3 2 1 3 2JAMMU 31% 17% 52% 17% 6% 78% 2 3 1 2 3 1KARGIL 13% 0% 87% 0% 0% 100% 2 3 1 0 0 1KATHUA 41% 20% 39% 48% 6% 46% 1 3 2 1 3 2KUPWARA 2% 0% 98% 0% 0% 100% 2 3 1 0 0 1LEH 71% 0% 29% 59% 0% 41% 1 3 2 1 3 2POONCH 7% 13% 79% 0% 0% 100% 3 2 1 0 0 1PULWAMA 28% 0% 72% 7% 0% 93% 2 3 1 2 3 1RAJAURI 16% 0% 84% 0% 0% 100% 2 3 1 0 0 1SRINAGAR 27% 17% 56% 31% 5% 64% 2 3 1 2 3 1UDHAMPUR 48% 0% 52% 72% 0% 28% 2 3 1 1 3 2TOTAL 27% 10% 63% 23% 4% 73% 2 3 1 2 3 1

MARKET SHARE-DOMESTIC MARKET SHARE-ND RANK-DOMESTIC RANK-ND

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 NORTH Zone revenues.

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 market share is below IOC and BPC because over there HPCL sells is low compare to 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.

38

DOMESTIC

DISTRICTS09-10MAR 10-Apr

ANANTNAG 76% 77%BARAMULLA 94% 95%BUDGAM 76% 76%DODA 49% 52%JAMMU 52% 51%KARGIL 87% #DIV/0!KATHUA 39% 40%KUPWARA 98% 100%LEH 29% 0%POONCH 79% 80%PULWAMA 72% 79%RAJAURI 84% 88%SRINAGAR 56% 56%UDHAMPUR 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 market share is below IOC and BPC because over there HPCL sells is low compare to IOC & BPC.

In Jammu & Kashmir 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.

40

ND

DISTRICTS09-10 MAR 10-Apr

ANANTNAG 91% 98%BARAMULLA 100% 100%

BUDGAM 91% 97%DODA 16% 27%

JAMMU 78% 85%KARGIL 100% #DIV/0!

KATHUA 46% 59%KUPWARA 100% 100%

LEH 41% 0%POONCH 100% 100%

PULWAMA 93% 100%RAJAURI 100% 100%

SRINAGAR 64% 91%UDHAMPUR 28% 19%

GOA

41

DISTRICTS IOC BPC HPC IOC BPC HPC IOC BPC HPC IOC BPC HPCNORTH GOA 2% 30% 68% 0% 20% 80% 3 2 1 3 2 1SOUTH GOA 3% 41% 56% 2% 40% 58% 3 2 1 3 2 1TOTAL 2% 36% 62% 1% 30% 69% 3 2 1 3 2 1

MARKET SHARE DOMESTIC MARKET SHARE-NON-DOMESTIC RANK-DOMESTIC RANK-NON-DOMESTIC

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 revenues.

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 found in which district it has changed and going UP or DOWN as we can see from chart below.

42

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.

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 in which district it has changed and going UP or DOWN as we can see from chart below.

43

4. DADRA & NAGAR HAVELI

STATE DISTRICTSIOC BPC HPC IOC BPC HPC IOC BPC HPC IOC BPC HPC

DADRA & NAGAR HAVELI DADRA-N-HAVELI 0% 0% 100% 0% 0% 100% 0 0 1 0 0 1DADRA & NAGAR HAVELI total 0% 0% 100% 0% 0% 100% 0 0 1 0 0 1

market share domestic market share non-domestic rank domestic rank non-domestic

In 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.

44

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.

5. DAMAN & DIU

45

STATE DISTRICTSIOC BPC HPC IOC BPC HPC IOC BPC HPC IOC BPC HPC

DAMAN & DIU DAMAN 0% 43% 57% 0% 49% 51% 3 2 1 3 2 1DAMAN & DIU DIU 0% 0% 100% 0% 0% 100% 0 0 1 0 0 1DAMAN & DIU total 0% 36% 64% 0% 46% 54% 3 2 1 3 2 1

MARKET SHARE DOMESTIC MARKET SHARE NON-DOMESTIC RANK DOMESTIC RANK NON-DOMESTIC

In DAMAN & DIU, HPCL’s market share in domestic LPG is 64%. Market coverage clearly shows that its one of the main contributors for NORTH WEST Zone revenues.

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

48

MARKETSHRE LPG PACKED DOMESTICMARKETSHARE LPG ND DOMESTIC NDSTATE DISTIC IOC BPC HPC IOC BPC HPC DOMRANKIOCDOMRANKBPCDOMRANKHPCNDRANKIOCNDRANKBPC NDRANKHPCBIHAR ARARIA 77% 6% 17% 70% 1% 29% 1 3 2 1 3 2BIHAR AURANGABAD 14% 33% 54% 40% 36% 24% 3 2 1 1 2 3BIHAR BANKA 51% 0% 49% 77% 0% 23% 1 3 2 1 3 2BIHAR BEGUSARAI 69% 25% 6% 66% 28% 6% 1 2 3 1 2 3BIHAR BHAGALPUR 60% 18% 22% 52% 19% 29% 1 3 2 1 3 2BIHAR BHOJPUR 81% 8% 11% 74% 16% 10% 1 3 2 1 2 3BIHAR CHAMPARAN-EAST 62% 19% 19% 62% 36% 2% 1 3 2 1 2 3BIHAR CHAMPARAN-WEST 54% 0% 46% 60% 0% 40% 1 3 2 1 3 2BIHAR DARBHANGA 87% 7% 7% 95% 4% 1% 1 2 3 1 2 3BIHAR GAYA 73% 24% 3% 78% 20% 2% 1 2 3 1 2 3BIHAR GOPALGANJ 69% 12% 20% 82% 7% 11% 1 3 2 1 3 2BIHAR JAMUI 52% 34% 14% 78% 22% 0% 1 2 3 1 2 3BIHAR JEHANABAD 75% 0% 25% 86% 0% 14% 1 3 2 1 3 2BIHAR KAIMUR 27% 0% 73% 31% 0% 69% 2 3 1 2 3 1BIHAR KATIHAR 58% 34% 9% 54% 41% 5% 1 2 3 1 2 3BIHAR KISHENGANJ 43% 0% 57% 28% 0% 72% 2 3 1 2 3 1BIHAR MADHEPURA 34% 52% 15% 32% 49% 18% 2 1 3 2 1 3BIHAR MADHUBANI 64% 36% 0% 55% 45% 0% 1 2 3 1 2 3BIHAR MUNGER 58% 0% 42% 62% 18% 20% 1 3 2 1 3 2BIHAR MUZZAFARPUR 83% 4% 13% 54% 23% 23% 1 3 2 1 2 3BIHAR NALANDA 46% 35% 18% 42% 21% 38% 1 2 3 1 3 2BIHAR NAWADA 22% 4% 74% 37% 3% 61% 2 3 1 2 3 1BIHAR PATNA 92% 4% 4% 55% 6% 39% 1 2 3 1 3 2BIHAR PURNIA 49% 23% 28% 49% 25% 26% 1 3 2 1 3 2BIHAR ROHTAS 95% 1% 4% 98% 0% 2% 1 3 2 1 3 2BIHAR SAHARSA 100% 0% 0% 100% 0% 0% 1 3 2 1 2 2BIHAR SAMASTIPUR 71% 27% 1% 77% 23% 0% 1 2 3 1 2 3BIHAR SARAN 72% 23% 6% 64% 25% 11% 1 2 3 1 2 3BIHAR SITAMARHI 80% 12% 9% 79% 12% 9% 1 2 3 1 2 3BIHAR SUPAUL 51% 29% 19% 50% 13% 37% 1 2 3 1 3 2BIHAR VAISHALI 79% 11% 10% 81% 16% 2% 1 2 3 1 2 3BIHAR total 72% 13% 14% 63% 15% 22% 1 3 2 1 3 2

In Bihar, HPCL’s market share in domestic LPG is 14%.we can see that HPCL is on 2nd 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.

49

Though in total industrial share IOC is on 1st 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.

In Bihar 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.

50

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.

51

Though in total industrial share IOC is on 1st 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.

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 in which district it has changed and going UP or DOWN as we can see from chart below.

52

7. HIMACHAL PRADESH

MARKETSHRE LPG PACKED DOMESTICMARKETSHARE LPG NDSTATE DISTIC IOC BPC HPC IOC BPC HPC IOC BPC HPC IOC BPC HPCHIMACHAL PRADESH 90% 0% 10% 51% 0% 49% 1 3 2 1 3 2

BILASPUR 43% 22% 35% 62% 12% 26% 1 3 2 1 3 2KANGRA 68% 13% 19% 36% 41% 23% 1 3 2 2 1 3KINNAUR 87% 0% 13% 94% 0% 6% 1 3 2 1 3 2KULU 50% 34% 16% 52% 44% 4% 1 2 3 1 2 3SIMLA 78% 7% 15% 37% 13% 50% 1 3 2 2 3 1SIRMAUR 100% 0% 0% 57% 28% 14% 1 2 2 1 2 3SOLON 73% 3% 24% 30% 14% 55% 1 3 2 2 3 1UNA 73% 0% 27% 32% 29% 38% 1 3 2 2 3 1

HIMACHAL PRADESH TOTAL 68% 12% 20% 40% 22% 38% 1 3 2 1 3 2

DOMESTIC RANK ND RANK

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.

53

Though in total industrial share IOC is on 1st 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.

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.

DOMESTIC

DISTRICT09-

10MAR10-Apr

9.8% 5.7%

54

BILASPUR 35.0% 59.2%KINNAUR 12.7% 15.6%KULU 15.6% 16.1%SIMLA 14.5% 15.4%SOLON 24.3% 22.5%UNA 27.1% 27.0%

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 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.

55

Though in total industrial share IOC is on 1st 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.

In HIMACHAL 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 and I found in which district it has changed and going UP or DOWN as we can see from chart below.

ND

56

district09-

10mar10-Apr

49.5% 44.9%BILASPUR 26.3% 20.3%KANGRA 22.9% 30.2%KINNAUR 6.2% 12.8%KULU 3.8% 2.5%SIMLA 50.0% 42.5%SIRMAUR 14.3% 6.9%SOLON 55.3% 60.8%UNA 38.3% 28.2%

JHARKHAND

MARKETSHRE LPG PACKED DOMESTICMARKETSHARE LPG NDSTATE DISTIC IOC BPC HPC IOC BPC HPC IOC BPC HPC IOC BPC HPCJHARKHAND BOKARO 74% 0% 26% 58% 0% 42% 1 3 2 1 3 2

DHANBAD 63% 24% 13% 42% 50% 8% 1 2 3 2 1 3DUMKA 85% 0% 15% 92% 0% 8% 1 3 2 1 3 2GIRIDIH 72% 0% 28% 83% 0% 17% 1 3 2 1 3 2HAZARIBAGH 54% 22% 24% 68% 19% 13% 1 3 2 1 2 3KODERMA 49% 31% 20% 31% 24% 46% 1 2 3 2 3 1LOHARDAGA 60% 0% 40% 34% 0% 66% 1 3 2 2 3 1PALAMU 30% 5% 65% 30% 0% 70% 2 3 1 2 3 1RANCHI 84% 8% 8% 85% 4% 11% 1 2 3 1 3 2SAHEBGANJ 81% 0% 19% 77% 0% 23% 1 3 2 1 3 2SINGHBHUM EAST 81% 6% 13% 74% 1% 25% 1 3 2 1 3 2SINGHBHUM WEST 15% 8% 77% 22% 31% 47% 2 3 1 3 2 1

JHARKHAND TOTAL 73% 9% 18% 72% 7% 21% 1 3 2 1 3 2

DOMESTIC RANK ND RANK

57

In JHARKHAND, HPCL’s market share in domestic LPG is 18%.we can see that HPCL is on 2nd rank. In market share for domestic IOC is 73%. 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 1st 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.

In JHARKHAND 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.

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 contributors for EAST ZONE revenues.

59

Though in total industrial share IOC is on 1st 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.

In JHARKHAND 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.

60

8. MADHYA PRADESH

61

STATE DISTIC IOC BPC HPC IOC BPC HPC IOC BPC HPC IOC BPC HPCMADHYA PRADESH BALAGHAT 21% 3% 76% 7% 9% 84% 2 3 1 3 2 1

BARWANI 76% 0% 24% 55% 0% 45% 1 3 2 1 3 2BETUL 50% 14% 36% 48% 27% 25% 1 3 2 1 2 3BHIND 70% 15% 15% 92% 7% 1% 1 3 2 1 2 3BHOPAL 56% 19% 25% 49% 19% 32% 1 3 2 1 3 2BURHANPUR 100% 0% 0% 100% 0% 0% 1 3 2 1 2 2CHHATARPUR 92% 4% 4% 96% 3% 2% 1 3 2 1 2 3CHHINDWARA 36% 15% 49% 23% 6% 72% 2 3 1 2 3 1DAMOH 67% 19% 13% 70% 16% 13% 1 2 3 1 2 3DATIA 82% 9% 10% 93% 4% 2% 1 3 2 1 2 3DEWAS 25% 28% 47% 27% 27% 45% 3 2 1 3 2 1DHAR 23% 32% 45% 19% 27% 54% 3 2 1 3 2 1GUNA 86% 11% 3% 67% 33% 0% 1 2 3 1 2 3GWALIOR 72% 19% 9% 55% 35% 10% 1 2 3 1 2 3HARDA 0% 29% 71% 0% 46% 54% 3 2 1 3 2 1HOSHANGABAD 81% 5% 14% 49% 40% 11% 1 3 2 1 2 3INDORE 45% 24% 32% 29% 29% 41% 1 3 2 3 2 1JABALPUR 42% 26% 32% 47% 26% 27% 1 3 2 1 3 2JHABUA 43% 17% 40% 58% 10% 33% 1 3 2 1 3 2KATNI 15% 14% 71% 6% 25% 69% 2 3 1 3 2 1KHANDWA 12% 41% 47% 14% 42% 44% 3 2 1 3 2 1KHARGONE 44% 41% 15% 40% 43% 18% 1 2 3 2 1 3MANDASAUR 82% 11% 7% 86% 10% 5% 1 2 3 1 2 3MANDLA 13% 17% 71% 19% 31% 50% 3 2 1 3 2 1MORENA 93% 0% 7% 84% 0% 16% 1 3 2 1 3 2NEEMUCH 95% 0% 5% 99% 0% 1% 1 3 2 1 3 2PANNA 79% 10% 11% 85% 11% 5% 1 3 2 1 2 3RAISEN 40% 30% 31% 11% 5% 84% 1 3 2 2 3 1RAJGARH 48% 32% 21% 29% 26% 44% 1 2 3 2 3 1RATLAM 46% 28% 26% 56% 19% 25% 1 2 3 1 3 2REWA 63% 12% 26% 48% 5% 47% 1 3 2 1 3 2SAGAR 57% 8% 35% 40% 43% 18% 1 3 2 2 1 3SATNA 70% 9% 21% 67% 11% 22% 1 3 2 1 3 2SEHORE 23% 14% 63% 37% 14% 49% 2 3 1 2 3 1SEONI 12% 48% 40% 3% 22% 75% 3 1 2 3 2 1SHAHDOL 33% 16% 51% 23% 27% 50% 2 3 1 3 2 1SHAJAPUR 35% 52% 13% 30% 58% 11% 2 1 3 2 1 3SHIVPURI 80% 5% 15% 66% 31% 3% 1 3 2 1 2 3TIKAMGARH 28% 56% 17% 44% 44% 11% 2 1 3 1 2 3UJJAIN 45% 27% 28% 53% 25% 22% 1 3 2 1 2 3UMARIA 52% 8% 40% 41% 2% 57% 1 3 2 2 3 1VIDISHA 37% 7% 56% 38% 11% 51% 2 3 1 2 3 1

MADHYA PRADESH TOTAL 51% 20% 29% 43% 24% 33% 1 3 2 1 3 2

MARKETSHRE LPG PACKED DOMESTIC MARKETSHARE LPG ND DOMESTIC RANK ND RANK

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

62

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 WEWST ZONE revenues.

Though in total industrial share IOC is on 1st 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.

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

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.

BALAGHAT 76% 81% INDORE 32% 33% BARWANI 24% 26% JABALPUR 32% 33% SATNA 21% 26%BETUL 36% 35% JHABUA 40% 37% SEHORE 63% 62%BHIND 15% 13% KATNI 71% 75% SEONI 40% 40%BHOPAL 25% 25% KHANDWA 47% 49% SHAHDOL 51% 60%BURHANPUR 0% 3% KHARGONE 15% 15% SHAJAPUR 13% 13%CHHATARPUR 4% 4% MANDASAUR 7% 8% SHIVPURI 15% 14%

CHHINDWARA 49% 54% MANDLA 71% 73%TIKAMGARH 17% 15%

DAMOH 13% 15% MORENA 7% 7% UJJAIN 28% 29%DATIA 10% 12% NEEMUCH 5% 6% UMARIA 40% 47%DEWAS 47% 48% PANNA 11% 15% VIDISHA 56% 54%DHAR 45% 45% RAISEN 31% 32%GUNA 3% 3% RAJGARH 21% 18%GWALIOR 9% 10% RATLAM 26% 27%HARDA 71% 69% REWA 26% 28%HOSHANGABAD 14% 15% SAGAR 35% 38%

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

64

shows that IOC is on 1st rank and BPC is on 3rd rank. So we can say that HPCL is fewer contributors for NORTH WEWST ZONE revenues.

Though in total industrial share IOC is on 1st 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.

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 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.

65

DISTRICT09-10 MAR 10-Mar GUNA 0% 0% PANNA 5% 5%

BALAGHAT 84% 96% GWALIOR 10% 9% RAISEN 84%94%

BARWANI 45% 39% HARDA 54% 56% RAJGARH 44%62%

BETUL 25% 15% HOSHANGABAD 11% 9% RATLAM 25%28%

BHIND 1% 0% INDORE 41% 41% REWA 47%57%

BHOPAL 32% 25% JABALPUR 27% 29% SAGAR 18%17%

BURHANPUR 0% 0% JHABUA 33% 51% SATNA 22%20%

CHHATARPUR 2% 1% KATNI 69% 81% SEHORE 49%40%

CHHINDWARA 72% 83% KHANDWA 44% 44% SEONI 75%86%

DAMOH 13% 14% KHARGONE 18% 10% SHAHDOL 50%61%

DATIA 2% 8% MANDASAUR 5% 7% SHAJAPUR 11%15%

DEWAS 45% 46% MANDLA 50% 58% SHEOPUR 0% 0%DHAR 54% 43% MORENA 16% 0% SHIVPURI 3% 2%

66

DINDORI 0% 0% NARSINGHPUR 0% 0% SIDHI 0% 0%

NEEMUCH 1% 1%TIKAMGARH 11%

15%

UMARIA 57%54%

9. WEST BENGAL

STATE DISTIC IOC BPC HPC IOC BPC HPC IOC BPC HPC IOC BPC HPCWEST BENGAL BARDHAMAN 51% 17% 31% 57% 18% 24% 1 3 2 1 3 2WEST BENGAL BIRBHUM 66% 9% 25% 71% 12% 18% 1 3 2 1 3 2WEST BENGAL COOCHBEHAR 79% 8% 13% 72% 11% 18% 1 3 2 1 3 2WEST BENGAL DAKSHIN DINAJPUR 56% 0% 44% 29% 0% 71% 1 3 2 2 3 1WEST BENGAL DARJEELING 97% 3% 0% 91% 9% 0% 1 2 3 1 2 3WEST BENGAL HOOGHLY 64% 18% 18% 70% 6% 24% 1 3 2 1 3 2WEST BENGAL HOWRAH 49% 25% 27% 28% 38% 34% 1 3 2 3 1 2WEST BENGAL JALPAIGURI 87% 3% 10% 85% 2% 13% 1 3 2 1 3 2WEST BENGAL MALDA 88% 7% 4% 78% 14% 7% 1 2 3 1 2 3WEST BENGAL MURSHIDABAD 58% 17% 24% 49% 22% 29% 1 3 2 1 3 2WEST BENGAL NADIA 62% 19% 19% 73% 11% 16% 1 3 2 1 3 2WEST BENGAL NORTH 24 PARGANAS 65% 9% 27% 49% 16% 35% 1 3 2 1 3 2WEST BENGAL PURBA MEDINIPUR 68% 17% 15% 67% 19% 14% 1 2 3 1 2 3WEST BENGAL PURULIA 72% 10% 18% 81% 6% 13% 1 3 2 1 3 2WEST BENGAL SOUTH 24 PARGANAS 61% 25% 14% 59% 16% 25% 1 2 3 1 3 2WEST BENGAL UTTAR DINAJPUR 63% 23% 14% 70% 13% 17% 1 2 3 1 3 2WEST BENGAL PASCHIM MEDINIPUR 0% 0% 100% 0% 0% 100% 0 0 1 0 0 1WEST BENGAL TOTAL 63% 15% 22% 55% 19% 26% 1 3 2 1 3 2

MARKETSHRE LPG PACKED DOMESTIC MARKETSHARE LPG ND DOMESTIC ND

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 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.

67

Though in total industrial share IOC is on 1st 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.

In WEST BENGAL 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.

68

In WEST BENGAL, HPCL’s market share in NDLPG is26 %.we can see that HPCL is on 2nd rank. In market share for domestic IOC is 55%. 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 1st 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.

69

In WEST BENGAL 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.

70

10. RAJASTHAN

71

STATE DISTIC IOC BPC HPC IOC BPC HPC IOC BPC HPC IOC BPC HPCRAJASTHAN AJMER 39% 22% 39% 15% 6% 78% 1 3 2 2 3 1RAJASTHAN ALWAR 41% 25% 34% 31% 37% 32% 1 3 2 3 1 2RAJASTHAN BANSWARA 5% 52% 43% 2% 70% 27% 3 1 2 3 1 2RAJASTHAN BARAN 0% 16% 84% 0% 18% 82% 3 2 1 3 2 1RAJASTHAN BARMER 75% 10% 15% 81% 2% 17% 1 3 2 1 3 2RAJASTHAN BHARATPUR 37% 48% 15% 27% 60% 12% 2 1 3 2 1 3RAJASTHAN BHILWARA 50% 41% 9% 28% 45% 27% 1 2 3 2 1 3RAJASTHAN BIKANER 55% 22% 23% 46% 35% 19% 1 3 2 1 2 3RAJASTHAN BUNDI 27% 56% 17% 36% 46% 18% 2 1 3 2 1 3RAJASTHAN CHITTORGARH 36% 31% 33% 19% 51% 31% 1 3 2 3 1 2RAJASTHAN CHURU 26% 48% 26% 28% 56% 15% 3 1 2 2 1 3RAJASTHAN DAUSA 11% 63% 26% 4% 71% 25% 3 1 2 3 1 2RAJASTHAN DHOLPUR 28% 19% 54% 30% 9% 61% 2 3 1 2 3 1RAJASTHAN DUNGARPUR 38% 0% 62% 53% 0% 47% 2 3 1 1 3 2RAJASTHAN JAIPUR 40% 34% 27% 28% 49% 22% 1 2 3 2 1 3RAJASTHAN JAISALMER 61% 0% 39% 64% 0% 36% 1 3 2 1 3 2RAJASTHAN JHALAWAR 0% 31% 69% 0% 17% 83% 3 2 1 3 2 1RAJASTHAN JHUNJHUNU 71% 4% 25% 66% 7% 28% 1 3 2 1 3 2RAJASTHAN JODHPUR 51% 15% 33% 40% 12% 49% 1 3 2 2 3 1RAJASTHAN KARAULI 99% 0% 1% 99% 0% 1% 1 3 2 1 3 2RAJASTHAN KOTA 43% 25% 33% 42% 24% 34% 1 3 2 1 3 2RAJASTHAN NAGAUR 65% 10% 25% 68% 5% 27% 1 3 2 1 3 2RAJASTHAN PALI 57% 9% 33% 45% 20% 34% 1 3 2 1 3 2RAJASTHAN PRATAPGARH 67% 0% 33% 74% 0% 26% 1 3 2 1 3 2RAJASTHAN SAWAIMADHOPUR 77% 0% 23% 76% 0% 24% 1 3 2 1 3 2RAJASTHAN SIKAR 23% 51% 26% 31% 52% 17% 3 1 2 2 1 3RAJASTHAN SIROHI 40% 0% 60% 47% 0% 53% 2 3 1 2 3 1RAJASTHAN SRI GANGANAGAR 41% 32% 27% 37% 28% 35% 1 2 3 1 3 2RAJASTHAN TONK 28% 35% 37% 27% 24% 49% 3 2 1 2 3 1RAJASTHAN UDAIPUR 35% 35% 30% 29% 55% 17% 1 2 3 2 1 3RAJASTHAN TOTAL 43% 27% 30% 33% 32% 35% 1 3 2 2 3 1

MARKETSHRE LPG PACKED DOMESTIC MARKETSHARE LPG ND DOMESTIC ND

In RAJASTHAN, HPCL’s market share in domestic LPG is 30%.we can see that HPCL is on 2nd rank. In market share for domestic IOC is 43%. 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 WEST ZONE revenues.

72

Though in total industrial share IOC is on 1st 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.

In RAJASTHAN 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.

73

DISTRICT09-10 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%SAWAIMADHOPUR 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 contributors for NORTH WEST ZONE revenues.

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 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.

DISTRICT09-10MAR 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%SAWAIMADHOPUR 24% 24%SIKAR 17% 44%SIROHI 53% 43%SRI GANGANAGAR 35% 32%TONK 49% 51%UDAIPUR 17% 15%

11. MAHARASHTRA

77

MARKETSHRE LPG PACKED DOMESTICSTATE DISTIC IOC BPC HPC IOC BPC HPC IOC BPC HPC IOC BPC HPCMAHARASHTRA 90% 0% 10% 51% 0% 49% 1 3 2 1 3 2

AHMEDNAGAR 6% 61% 33% 21% 44% 35% 3 1 2 3 1 2AKOLA 25% 36% 39% 29% 23% 48% 3 2 1 2 3 1AMRAVATI 24% 38% 38% 25% 51% 24% 3 1 2 2 1 3AURANGABAD 14% 33% 54% 40% 36% 24% 3 2 1 1 2 3BEED 10% 27% 62% 5% 42% 53% 3 2 1 3 2 1BHANDARA 26% 7% 68% 34% 1% 65% 2 3 1 2 3 1BULDHANA 47% 21% 32% 60% 27% 12% 1 3 2 1 2 3CHANDRAPUR 37% 6% 57% 41% 3% 56% 2 3 1 2 3 1DHULE 16% 48% 36% 12% 47% 41% 3 1 2 3 1 2GADCHIROLI 1% 33% 66% 2% 5% 94% 3 2 1 3 2 1GONDIA 32% 0% 68% 50% 0% 50% 2 3 1 2 3 1HINGOLI 0% 40% 60% 0% 42% 58% 3 2 1 3 2 1JALGAON 15% 48% 38% 19% 41% 40% 3 1 2 3 1 2JALNA 38% 39% 23% 21% 65% 14% 2 1 3 2 1 3KOLHAPUR 11% 46% 43% 4% 61% 35% 3 1 2 3 1 2LATUR 17% 29% 54% 11% 34% 55% 3 2 1 3 2 1MUMBAI CITY 0% 59% 41% 0% 46% 54% 3 1 2 3 2 1NAGPUR 26% 17% 57% 16% 21% 63% 2 3 1 3 2 1NANDED 32% 39% 29% 43% 35% 22% 2 1 3 1 2 3NANDURBAR 42% 24% 34% 48% 33% 19% 1 3 2 1 2 3NASHIK 4% 62% 34% 3% 59% 38% 3 1 2 3 1 2OSMANABAD 11% 35% 54% 5% 49% 47% 3 2 1 3 1 2PARBHANI 48% 22% 29% 48% 30% 22% 1 3 2 1 2 3PUNE (POONA) 7% 52% 41% 7% 41% 52% 3 1 2 3 2 1RAIGAD 1% 51% 49% 1% 45% 55% 3 1 2 3 2 1RATNAGIRI 2% 13% 85% 2% 18% 80% 3 2 1 3 2 1SANGLI 15% 41% 44% 10% 62% 28% 3 2 1 3 1 2SATARA 4% 50% 46% 3% 54% 42% 3 1 2 3 1 2SHOLAPUR 10% 68% 22% 7% 77% 16% 3 1 2 3 1 2SINDHUDURG 31% 36% 32% 25% 49% 27% 3 1 2 3 1 2THANE 3% 53% 44% 4% 46% 50% 3 1 2 3 2 1WARDHA 26% 2% 72% 17% 0% 82% 2 3 1 2 3 1YAVATMAL 38% 2% 60% 42% 1% 56% 2 3 1 2 3 1

MAHARASHTRA TOTAL 10% 47% 43% 6% 45% 50% 3 1 2 3 2 1

DOMESTICMARKETSHARE LPG ND ND

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

78

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 from the chart below.

In MAHARASHTRA 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

79

market share and I found in which district it has changed and going UP or DOWN as we can see from chart below.

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 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 MAHARASHTRA 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.

12. CHHATTISGARH

81

STATE DISTIC IOC BPC HPC IOC BPC HPC IOC BPC HPC IOC BPC HPCCHHATTISGARH BASTAR 39% 20% 41% 37% 17% 47% 2 3 1 2 3 1CHHATTISGARH BILASPUR 43% 22% 35% 62% 12% 26% 1 3 2 1 3 2CHHATTISGARH DANTEWADA 57% 0% 43% 44% 0% 56% 1 3 2 2 3 1CHHATTISGARH DHAMTARI 40% 0% 60% 50% 0% 50% 2 3 1 1 3 2CHHATTISGARH DURG 47% 23% 30% 18% 25% 57% 1 3 2 3 2 1CHHATTISGARH JANJGIR CHAMPA 77% 0% 23% 41% 0% 59% 1 3 2 2 3 1CHHATTISGARH JASHPUR 70% 0% 30% 67% 0% 33% 1 3 2 1 3 2CHHATTISGARH KANKER 99% 0% 1% 100% 0% 0% 1 3 2 1 2 2CHHATTISGARH KORBA 34% 49% 17% 26% 51% 24% 2 1 3 2 1 3CHHATTISGARH KOREA 79% 0% 21% 77% 0% 23% 1 3 2 1 3 2CHHATTISGARH MAHASAMUND 57% 16% 27% 67% 0% 33% 1 3 2 1 3 2CHHATTISGARH RAIGARH 54% 3% 43% 82% 0% 18% 1 3 2 1 3 2CHHATTISGARH RAIPUR 51% 17% 32% 42% 34% 24% 1 3 2 1 2 3CHHATTISGARH RAJNANDGAON 52% 6% 42% 59% 5% 36% 1 3 2 1 3 2CHHATTISGARH SURGUJA 21% 9% 71% 19% 6% 76% 2 3 1 2 3 1CHHATTISGARH total 48% 18% 34% 38% 23% 39% 1 3 2 2 3 1

MARKETSHRE LPG PACKED DOMESTIC DOMESTICMARKETSHARE LPG ND ND

In CHHATTISGARH HPCL’s market share in domestic LPG is 34%.we can see that HPCL is on 2nd rank. In market share for domestic IOC is 48%. 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.

82

Though in total industrial share IOC is on 1st 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.

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 market share and I found in which district it has changed and going UP or DOWN as we can see from chart below.

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 contributors for EAST ZONE revenues.

Though HPCL is on first rank for ND but in many district of CHHATTISGARH 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.

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 market share and I found in which district it has changed and going UP or DOWN as we can see from chart below.

85

15. KARNATAKA

STATE DISTIC IOC BPC HPC IOC BPC HPC IOC BPC HPC IOC BPC HPCKARNATAKA BANGALORE-RUR 0% 73% 27% 0% 76% 24% 3 1 2 3 1 2

BANGLAORE-URB 52% 21% 27% 49% 21% 30% 1 3 2 1 3 2BELGAUM 38% 13% 49% 23% 16% 61% 2 3 1 2 3 1BELLARY 45% 31% 23% 24% 48% 28% 1 2 3 3 1 2BIDAR 59% 8% 33% 37% 17% 45% 1 3 2 2 3 1BIJAPUR 32% 0% 68% 14% 0% 86% 2 3 1 2 3 1CHAMRAJNAGAR 9% 51% 40% 2% 71% 27% 3 1 2 3 1 2CHICKMAGALUR 46% 21% 33% 25% 22% 53% 1 3 2 2 3 1CHIKBALLAPUR 0% 2% 98% 0% 2% 98% 3 2 1 3 2 1COORG 48% 12% 40% 35% 23% 42% 1 3 2 2 3 1DAVANAGERE 49% 22% 28% 7% 36% 57% 1 3 2 3 2 1DHARWAD 22% 27% 52% 7% 33% 59% 3 2 1 3 2 1GADAG 34% 40% 26% 24% 49% 27% 2 1 3 3 1 2GULBARGA 46% 15% 39% 31% 14% 55% 1 3 2 2 3 1HASSAN 27% 37% 36% 20% 45% 36% 3 1 2 3 1 2HAVERI 25% 7% 68% 23% 6% 71% 2 3 1 2 3 1KOLAR 72% 11% 17% 64% 16% 21% 1 3 2 1 3 2KOPPAL 9% 41% 50% 9% 25% 66% 3 2 1 3 2 1MANDYA 25% 30% 45% 10% 47% 43% 3 2 1 3 1 2MYSORE 48% 15% 37% 26% 17% 57% 1 3 2 2 3 1NORTH KANNADA 42% 35% 23% 41% 26% 33% 1 2 3 1 3 2RAICHUR 73% 16% 11% 61% 22% 17% 1 2 3 1 2 3RAMNAGARA 0% 0% 100% 0% 0% 100% 0 0 1 0 0 1SHIMOGA 37% 21% 42% 15% 20% 64% 2 3 1 3 2 1SOUTH KANNADA 30% 20% 51% 29% 25% 45% 2 3 1 2 3 1TUMKUR 74% 8% 18% 46% 14% 40% 1 3 2 1 3 2UDUPI 43% 33% 23% 22% 58% 20% 1 2 3 2 1 3

KARNATAKA TOTAL 44% 22% 34% 37% 25% 38% 1 3 2 2 3 1

MARKETSHRE LPG PACKED DOMESTIC DOMESTICMARKETSHARE LPG ND ND

In KARNATAKA HPCL’s market share in domestic LPG is 34%.we can see that HPCL is on 2nd rank. In market share for domestic IOC is 44%. 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 SOUTH ZONE revenues.

86

Though in total industrial share IOC is on 1st 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.

In KARNATAKA 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.

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 contributors for SOUTH ZONE revenues.

Though HPCL is on first rank for ND but in many district of CHHATTISGARH 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.

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 market share and I found in which district it has changed and going UP or DOWN as we can see from chart below.

89

16. HARYANA

MARKETSHRE LPG PACKED DOMESTICSTATE DISTIC IOC BPC HPC IOC BPC HPC IOC BPC HPC IOC BPC HPCHARYANA AMBALA 44% 39% 17% 41% 44% 15% 1 2 3 2 1 3

BHIWANI 39% 37% 24% 32% 54% 14% 1 2 3 2 1 3FARIDABAD 41% 36% 23% 37% 32% 30% 1 2 3 1 2 3FATEHABAD 34% 58% 8% 45% 48% 6% 2 1 3 2 1 3GURGAON 55% 30% 15% 31% 38% 31% 1 2 3 2 1 3HISAR 49% 31% 20% 67% 18% 16% 1 2 3 1 2 3JHAJJAR 81% 0% 19% 49% 3% 48% 1 3 2 1 3 2JIND 49% 24% 27% 53% 24% 23% 1 3 2 1 2 3KAITHAL 87% 0% 13% 91% 0% 9% 1 3 2 1 3 2KARNAL 76% 12% 12% 40% 26% 35% 1 3 2 1 3 2KURUKSHETRA 25% 42% 32% 17% 70% 13% 3 1 2 2 1 3MAHENDRAGARH 44% 32% 24% 37% 43% 20% 1 2 3 2 1 3PANCHKULA 45% 34% 21% 25% 50% 25% 1 2 3 2 1 3PANIPAT 56% 20% 24% 47% 27% 26% 1 3 2 1 2 3ROHTAK 47% 33% 21% 22% 35% 43% 1 2 3 3 2 1SIRSA 33% 42% 25% 27% 42% 31% 2 1 3 3 1 2SONIPAT 51% 40% 9% 38% 38% 24% 1 2 3 2 1 3YAMUNA NAGAR 40% 45% 15% 24% 24% 52% 2 1 3 2 3 1

HARYANA TOTAL 48% 32% 19% 36% 35% 29% 1 2 3 1 2 3

DOMESTIC RANKMARKETSHARE LPG ND ND RANK

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 contributors for NORTH ZONE revenues.

90

Though in total industrial share IOC is on 1st 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.

In HARYANA 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.

91

DISTRICT09-10MAR 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%KURUKSHETRA 32% 33%MAHENDRAGARH 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

Though in total industrial share IOC is on 1st 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.

In HARYANA 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.

93

DISTRICT 09-10MAR 10-AprAMBALA 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%KURUKSHETRA 13% 4%MAHENDRAGARH 20% 3%PANCHKULA 25% 24%PANIPAT 26% 16%ROHTAK 43% 36%SIRSA 31% 26%SONIPAT 24% 8%YAMUNA NAGAR 52% 49%

17. ASSAM

94

MARKETSHRE LPG PACKED DOMESTICSTATE DISTIC IOC BPC HPC IOC BPC HPC IOC BPC HPC IOC BPC HPCASSAM DHEMAJI 84% 0% 16% 89% 0% 11% 1 3 2 1 3 2

GOALPARA 82% 13% 4% 86% 7% 7% 1 2 3 1 2 3GOLAGHAT 86% 12% 2% 17% 78% 5% 1 2 3 2 1 3JORHAT 96% 0% 4% 97% 0% 3% 1 3 2 1 3 2KAMRUP 99% 1% 1% 98% 1% 1% 1 2 3 1 3 2KARBI ANGLONG 96% 0% 4% 100% 0% 0% 1 3 2 1 0 0NAGAON 87% 11% 2% 81% 18% 1% 1 2 3 1 2 3SIBSAGAR 94% 0% 6% 81% 3% 16% 1 3 2 1 3 2

ASSAMtotal 95% 3% 2% 93% 5% 2% 1 2 3 1 2 3

MARKETSHARE LPG ND DOMESTIC RANK ND RANK

In HARYANA HPCL’s market share in domestic LPG is 2%.we can see that HPCL is on 3rd rank. In market share for domestic IOC is 95%. 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.

95

In ASSAM 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.

96

In HARYANA HPCL’s market share in ND LPG is 2%.we can see that HPCL is on 3rd 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 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.

18. CHANDIGARH

MARKETSHRE LPG PACKED DOMESTICSTATE DISTIC IOC BPC HPC IOC BPC HPC IOC BPC HPC IOC BPC HPCCHANDIGARH CHANDIGARH 66% 13% 21% 40% 30% 29% 1 3 2 1 2 3CHANDIGARH total 66% 13% 21% 40% 30% 29% 1 3 2 1 2 3

DOMESTIC RANK ND RANKMARKETSHARE LPG ND

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 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.

98

In CHANDIGARH 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.

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 contributors for NORTH ZONE revenues.

99

In CHANDIGARH 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.

100

19. DELHI

MARKETSHRE LPG PACKED DOMESTICSTATE DISTIC IOC BPC HPC IOC BPC HPC IOC BPC HPC IOC BPC HPCDELHI DELHI 65% 21% 14% 39% 31% 30% 1 2 3 1 2 3DELHI total 65% 21% 14% 39% 31% 30% 1 2 3 1 2 3

ND RANKMARKETSHARE LPG ND DOMESTIC RANK

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 IOC is on 1st rank and BPC is on 2nd rank. So we can say that HPCL is fewer contributors for NORTH ZONE revenues.

In DELHI 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.

101

In DELHI HPCL’s market share in ND LPG is 30%.we can see that HPCL is on 3rd 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 for NORTH ZONE revenues.

In DELHI 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.

102

20. GUJARAT

103

MARKETSHRE LPG PACKED DOMESTICSTATE DISTIC IOC BPC HPC IOC BPC HPC IOC BPC HPC IOC BPC HPCGUJARAT AHMEDABAD 69% 24% 7% 41% 48% 11% 1 2 3 2 1 3GUJARAT AMRELI 50% 26% 24% 22% 46% 32% 1 2 3 3 1 2GUJARAT ANAND 37% 0% 63% 41% 0% 59% 2 3 1 2 3 1GUJARAT BANAS KANTHA 30% 42% 28% 28% 22% 50% 2 1 3 2 3 1GUJARAT BHARUCH 62% 22% 15% 60% 31% 9% 1 2 3 1 2 3GUJARAT BHAVNAGAR 80% 15% 5% 90% 9% 1% 1 2 3 1 2 3GUJARAT GANDHINAGAR 80% 3% 17% 52% 0% 48% 1 3 2 1 3 2GUJARAT JAMNAGAR 81% 16% 3% 73% 24% 3% 1 2 3 1 2 3GUJARAT JUNAGADH 64% 31% 5% 25% 72% 3% 1 2 3 2 1 3GUJARAT KHEDA (KAIRA) 17% 61% 23% 12% 71% 17% 3 1 2 3 1 2GUJARAT KUTCHCHH 66% 18% 16% 47% 17% 36% 1 2 3 1 3 2GUJARAT MEHSANA 16% 27% 57% 3% 13% 84% 3 2 1 3 2 1GUJARAT NARMADA 39% 0% 61% 32% 0% 68% 2 3 1 2 3 1GUJARAT NAVSARI 29% 7% 65% 16% 12% 71% 2 3 1 2 3 1GUJARAT PANCH MAHALS 53% 34% 13% 52% 38% 10% 1 2 3 1 2 3GUJARAT PATAN 94% 3% 3% 77% 8% 15% 1 2 3 1 3 2GUJARAT PORBANDAR 67% 28% 5% 54% 44% 1% 1 2 3 1 2 3GUJARAT RAJKOT 78% 19% 3% 47% 49% 3% 1 2 3 2 1 3GUJARAT SABARKANTHA 31% 6% 63% 22% 9% 69% 2 3 1 2 3 1GUJARAT SURAT 35% 30% 35% 35% 28% 36% 1 3 2 2 3 1GUJARAT SURENDRANAGAR 86% 10% 4% 60% 38% 2% 1 2 3 1 2 3GUJARAT VADODARA 58% 17% 24% 45% 26% 29% 1 3 2 1 3 2GUJARAT VALSAD 5% 27% 68% 1% 20% 79% 3 2 1 3 2 1GUJARAT total 56% 23% 21% 40% 32% 28% 1 2 3 1 2 3

ND RANKMARKETSHARE LPG ND DOMESTIC RANK

In GUJARAT HPCL’s market share in domestic LPG is21 %.we can see that HPCL is on 3rd rank. In market share for domestic IOC is 56%. 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 WEST ZONE revenues.

104

Though in total industrial share IOC is on 1st 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.

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 market share and I found in which district it has changed and going UP or DOWN as we can see from chart below.

105

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 is on 1st rank and BPC is on 2nd rank. So we can say that HPCL is fewer contributors for NORTH WEST ZONE revenues.

Though in total industrial share IOC is on 1st 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.

106

In GUJARAT 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.

21. KERALA

107

MARKETSHRE LPG PACKED DOMESTICSTATE DISTIC IOC BPC HPC IOC BPC HPC IOC BPC HPC IOC BPC HPCKERALA ALAPPUZHA 38% 49% 12% 27% 45% 28% 2 1 3 3 1 2KERALA ERNAKULUM 61% 31% 8% 53% 30% 16% 1 2 3 1 2 3KERALA IDUKKI 59% 35% 6% 44% 41% 15% 1 2 3 1 2 3KERALA KANNUR 39% 29% 33% 33% 23% 44% 1 3 2 2 3 1KERALA KASARAGOD 6% 22% 72% 15% 11% 75% 3 2 1 2 3 1KERALA KOLLAM 79% 8% 13% 64% 12% 23% 1 3 2 1 3 2KERALA KOTTAYAM 56% 34% 10% 43% 38% 19% 1 2 3 1 2 3KERALA KOZHIKODE 45% 32% 23% 21% 35% 44% 1 2 3 3 2 1KERALA MALAPPURAM 46% 28% 26% 30% 29% 41% 1 2 3 2 3 1KERALA PALAKKAD 52% 38% 10% 51% 31% 17% 1 2 3 1 2 3KERALA PATHANAMTHITTA 69% 28% 3% 62% 36% 2% 1 2 3 1 2 3KERALA THIRUVANANTHAPURAM 65% 24% 11% 43% 31% 26% 1 2 3 1 2 3KERALA THRISSUR 59% 32% 9% 28% 47% 25% 1 2 3 2 1 3KERALA WAYANAD 28% 43% 29% 24% 50% 25% 3 1 2 3 1 2KERALA TOTAL 55% 30% 15% 42% 33% 25% 1 2 3 1 2 3

ND RANKMARKETSHARE LPG ND DOMESTIC RANK

In KERALA HPCL’s market share in domestic LPG is 25%.we can see that HPCL is on 3rd rank. In market share for domestic IOC is 42%. 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 SOUTH ZONE revenues.

108

Though in total industrial share IOC is on 1st 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.

In KERALA 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.

109

In KERALA HPCL’s market share in ND LPG is 25%.we can see that HPCL is on 3rd rank. In market share for ND IOC is 42%. 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 SOUTH ZONE revenues.

Though in total industrial share IOC is on 1st 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.

110

In KERALA 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.

111

22. PONDICHERRY

MARKETSHRE LPG PACKED DOMESTICSTATE DISTIC IOC BPC HPC IOC BPC HPC IOC BPC HPC IOC BPC HPCPONDICHERRY PONDICHERRY 51% 10% 40% 60% 23% 17% 1 3 2 1 2 3PONDICHERRY YANAM 11% 7% 82% 30% 0% 70% 2 3 1 2 3 1PONDICHERRY TOTAL 48% 9% 42% 59% 23% 18% 1 3 2 1 2 3

ND RANKMARKETSHARE LPG ND DOMESTIC RANK

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 clearly shows that IOC is on 1st rank and BPC is on 3rd rank. So we can say that HPCL is fewer contributors for SOUTH ZONE revenue.

112

Though in total industrial share IOC is on 1st rank but in many districts HPC is on 1st 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 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.

113

In PONDICHERRY HPCL’s market share in ND LPG is 18%.we can see that HPCL is on 3rd rank. In market share for domestic IOC is 59%. 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 SOUTH ZONE revenues.

Though in total industrial share IOC is on 1st rank but in many districts HPC is on 1st rank .in many district HPCL market share is more than IOC that we can see from the chart below.

114

In PONDICHERRY 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.

115

23. PUNJAB

MARKETSHRE LPG PACKED DOMESTICSTATE DISTIC IOC BPC HPC IOC BPC HPC IOC BPC HPC IOC BPC HPCPUNJAB AMRITSAR 66% 24% 10% 73% 20% 6% 1 2 3 1 2 3PUNJAB BARNALA 85% 0% 15% 76% 0% 24% 1 3 2 1 3 2PUNJAB BATHINDA 56% 28% 17% 35% 39% 26% 1 2 3 2 1 3PUNJAB FARIDKOTE 65% 19% 16% 42% 25% 32% 1 2 3 1 3 2PUNJAB FEROZEPUR 59% 23% 18% 59% 28% 13% 1 2 3 1 2 3PUNJAB GURDASPUR 72% 10% 18% 68% 11% 21% 1 3 2 1 3 2PUNJAB HOSHIARPUR 42% 14% 45% 28% 19% 53% 2 3 1 2 3 1PUNJAB JALANDHAR 64% 18% 18% 37% 29% 34% 1 3 2 1 3 2PUNJAB KAPURTHALA 67% 14% 19% 70% 17% 13% 1 3 2 1 2 3PUNJAB LUDHIANA 60% 16% 24% 35% 42% 23% 1 3 2 2 1 3PUNJAB MAANSA 53% 36% 10% 46% 44% 10% 1 2 3 1 2 3PUNJAB MOGA 72% 23% 5% 76% 19% 4% 1 2 3 1 2 3PUNJAB MUKTSAR 0% 86% 14% 0% 90% 10% 3 1 2 3 1 2PUNJAB NAWANSHAHR 59% 0% 41% 41% 0% 59% 1 3 2 2 3 1PUNJAB PATIALA 43% 38% 19% 40% 30% 30% 1 2 3 1 2 3PUNJAB RUPAR 45% 27% 28% 30% 44% 26% 1 3 2 2 1 3PUNJAB SANGRUR 45% 44% 11% 46% 45% 9% 1 2 3 1 2 3PUNJAB SAS NAGAR 87% 0% 13% 36% 20% 44% 1 3 2 2 3 1PUNJAB TOTAL 58% 23% 19% 44% 30% 26% 1 2 3 1 2 3

ND RANKMARKETSHARE LPG ND DOMESTIC RANK

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 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.

116

In PUNJAB 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.

117

DISTRICT09-10 MAR

10-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.

118

Though in total industrial share IOC is on 1st 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.

In PUNJAB 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.

119

DISTRICT09-10MAR 10-Apr

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

120

MARKETSHRE LPG PACKED DOMESTICSTATE DISTIC IOC BPC HPC IOC BPC HPC IOC BPC HPC IOC BPC HPCUTTARANCHAL CHAMOLI 80% 16% 3% 90% 10% 1% 1 2 3 1 2 3UTTARANCHAL DEHRADUN 74% 17% 9% 51% 33% 17% 1 2 3 1 2 3UTTARANCHAL HARIDWAR 72% 28% 0% 43% 54% 3% 1 2 3 2 1 3UTTARANCHAL NAINITAL 71% 24% 5% 77% 13% 10% 1 2 3 1 2 3UTTARANCHAL TEHRI GARHWAL 49% 5% 46% 56% 12% 33% 1 3 2 1 3 2UTTARANCHAL UDHAM SINGH NAGAR 79% 16% 5% 44% 47% 8% 1 2 3 2 1 3UTTARANCHAL UTTARKASHI 72% 0% 28% 81% 0% 19% 1 3 2 1 3 2UTTARANCHAL TOTAL 73% 19% 8% 54% 36% 10% 1 2 3 1 2 3

ND RANKMARKETSHARE LPG ND DOMESTIC RANK

In UTTARANCHAL HPCL’s market share in domestic LPG is 8%.we can see 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

121

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 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.

122

DISTRICT09-10MAR 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 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.

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.

123

In UTTARANCHAL 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.

DISTRICT09-10MAR 10-Apr

CHAMOLI 1% 1%DEHRADUN 17% 15%HARIDWAR 3% 6%NAINITAL 10% 8%TEHRI GARHWAL 33% 41%UDHAM SINGH NAGAR 8% 18%UTTARKASHI 19% 24%

124

25. TAMIL NADU

MARKETSHRE LPG PACKED DOMESTICSTATE DISTIC IOC BPC HPC IOC BPC HPC IOC BPC HPC IOC BPC HPCTAMIL NADU CHENNAI 69% 20% 10% 77% 17% 6% 1 2 3 1 2 3TAMIL NADU COIMBATORE 51% 38% 11% 53% 32% 14% 1 2 3 1 2 3TAMIL NADU CUDDALORE 66% 20% 14% 79% 17% 4% 1 2 3 1 2 3TAMIL NADU DHARMAPURI 89% 3% 8% 96% 0% 4% 1 3 2 1 3 2TAMIL NADU DINDIGUL 46% 31% 23% 38% 32% 30% 1 2 3 1 2 3TAMIL NADU ERODE 44% 53% 2% 55% 44% 1% 2 1 3 1 2 3TAMIL NADU KANCHIPURAM 38% 21% 41% 28% 47% 26% 2 3 1 2 1 3TAMIL NADU KANYA-KUMARI 69% 19% 12% 72% 17% 11% 1 2 3 1 2 3TAMIL NADU KARUR 90% 10% 0% 87% 12% 2% 1 2 3 1 2 3TAMIL NADU KRISHNAGIRI 0% 55% 45% 0% 54% 46% 3 1 2 3 1 2TAMIL NADU MADURAI 60% 27% 13% 45% 44% 12% 1 2 3 1 2 3TAMIL NADU NAMAKKAL 92% 4% 4% 94% 2% 4% 1 3 2 1 3 2TAMIL NADU PUDUKKOTTAI 85% 7% 8% 75% 18% 6% 1 3 2 1 2 3TAMIL NADU RAMANATHAPURAM 84% 8% 8% 92% 6% 3% 1 2 3 1 2 3TAMIL NADU SALEM 54% 30% 17% 46% 36% 18% 1 2 3 1 2 3TAMIL NADU SIVAGANGA 49% 40% 10% 57% 37% 6% 1 2 3 1 2 3TAMIL NADU THANJAVUR 52% 24% 24% 54% 22% 24% 1 3 2 1 3 2TAMIL NADU THE NILGIRIS 33% 24% 43% 23% 40% 36% 2 3 1 3 1 2TAMIL NADU THENI 36% 61% 3% 20% 79% 1% 2 1 3 2 1 3TAMIL NADU THOOTHUKUDI 49% 34% 16% 55% 35% 9% 1 2 3 1 2 3TAMIL NADU TIRUNELVELI 47% 46% 7% 41% 47% 12% 1 2 3 2 1 3TAMIL NADU TIRUVALLUR 1% 94% 5% 0% 96% 4% 3 1 2 3 1 2TAMIL NADU TIRUVANNAMALAI 62% 21% 18% 43% 23% 34% 1 2 3 1 3 2TAMIL NADU VELLORE AMBEDKR 57% 15% 29% 51% 16% 33% 1 3 2 1 3 2TAMIL NADU VIRUDHUNAGAR 53% 25% 22% 44% 32% 24% 1 2 3 1 2 3TAMIL NADU TOTAL 60% 27% 13% 62% 27% 11% 1 2 3 1 2 3

ND RANKMARKETSHARE LPG ND DOMESTIC RANK

125

In TAMIL NADU HPCL’s market share in domestic LPG is 13%.we can see that HPCL is on 3rd rank. In market share for domestic IOC is 60%. 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.

Though in total industrial share IOC is on 1st 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.

126

MARKETSHRE LPG PACKED DOMESTICDISTIC IOC BPC HPCCHENNAI 69% 20% 10%COIMBATORE 51% 38% 11%CUDDALORE 66% 20% 14%DHARMAPURI 89% 3% 8%DINDIGUL 46% 31% 23%ERODE 44% 53% 2%KANCHIPURAM 38% 21% 41%KANYA-KUMARI 69% 19% 12%KARUR 90% 10% 0%KRISHNAGIRI 0% 55% 45%MADURAI 60% 27% 13%NAMAKKAL 92% 4% 4%PUDUKKOTTAI 85% 7% 8%RAMANATHAPURAM 84% 8% 8%SALEM 54% 30% 17%SIVAGANGA 49% 40% 10%THANJAVUR 52% 24% 24%THE NILGIRIS 33% 24% 43%THENI 36% 61% 3%THOOTHUKUDI 49% 34% 16%TIRUNELVELI 47% 46% 7%TIRUVALLUR 1% 94% 5%TIRUVANNAMALAI 62% 21% 18%VELLORE AMBEDKR 57% 15% 29%VIRUDHUNAGAR 53% 25% 22%

127

In TAMIL NADU 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.

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 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.

128

Though in total industrial share IOC is on 1st 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.

In TAMIL NADU 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.

129

26. UTTAR PRADESH

130

MARKETSHRE LPG PACKED DOMESTICSTATE DISTIC IOC BPC HPC IOC BPC HPC IOC BPC HPC IOC BPC HPCUTTAR PRADESH AGRA 70% 12% 18% 50% 16% 34% 1 3 2 1 3 2UTTAR PRADESH ALIGARH 45% 37% 19% 46% 38% 16% 1 2 3 1 2 3UTTAR PRADESH ALLAHABAD 95% 1% 5% 89% 7% 4% 1 3 2 1 2 3UTTAR PRADESH AZAMGARH 65% 32% 3% 49% 49% 2% 1 2 3 2 1 3UTTAR PRADESH BAHRAICH 55% 25% 21% 72% 20% 9% 1 2 3 1 2 3UTTAR PRADESH BALLIA 57% 15% 28% 66% 9% 25% 1 3 2 1 3 2UTTAR PRADESH BANDA 89% 0% 11% 87% 0% 13% 1 3 2 1 3 2UTTAR PRADESH BARA BANKI 28% 51% 21% 28% 51% 21% 2 1 3 2 1 3UTTAR PRADESH BAREILLY 74% 16% 10% 57% 25% 17% 1 2 3 1 2 3UTTAR PRADESH BASTI 51% 37% 12% 39% 44% 17% 1 2 3 2 1 3UTTAR PRADESH BIJNOR 59% 26% 15% 65% 18% 17% 1 2 3 1 2 3UTTAR PRADESH BUDAUN 64% 32% 4% 69% 28% 3% 1 2 3 1 2 3UTTAR PRADESH BULANDSHAHR 64% 30% 6% 71% 25% 3% 1 2 3 1 2 3UTTAR PRADESH CHANDAULI 74% 16% 10% 63% 29% 8% 1 2 3 1 2 3UTTAR PRADESH DEORIA 45% 50% 5% 26% 70% 4% 2 1 3 2 1 3UTTAR PRADESH ETAH 19% 11% 70% 18% 5% 77% 2 3 1 2 3 1UTTAR PRADESH ETAWAH 56% 16% 28% 53% 9% 38% 1 3 2 1 3 2UTTAR PRADESH FAIZABAD 81% 17% 2% 79% 19% 2% 1 2 3 1 2 3UTTAR PRADESH FARRUKHABAD 56% 21% 23% 65% 17% 18% 1 3 2 1 3 2UTTAR PRADESH FATEHPUR 91% 4% 4% 88% 9% 3% 1 3 2 1 2 3UTTAR PRADESH GAUTAM BUDH NAGAR 62% 21% 17% 27% 24% 49% 1 2 3 2 3 1UTTAR PRADESH GHAZIABAD 55% 37% 8% 31% 56% 14% 1 2 3 2 1 3UTTAR PRADESH GHAZIPUR 61% 25% 14% 64% 27% 9% 1 2 3 1 2 3UTTAR PRADESH GORAKHPUR 76% 13% 11% 69% 18% 13% 1 2 3 1 2 3UTTAR PRADESH HARDOI 52% 38% 10% 57% 34% 9% 1 2 3 1 2 3UTTAR PRADESH JALAUN 48% 49% 3% 56% 42% 2% 2 1 3 1 2 3UTTAR PRADESH JAUNPUR 45% 41% 15% 41% 46% 12% 1 2 3 2 1 3UTTAR PRADESH JHANSI 50% 39% 10% 58% 29% 13% 1 2 3 1 2 3UTTAR PRADESH JYOTIBA PHULE NAGAR 63% 20% 18% 52% 26% 23% 1 2 3 1 2 3UTTAR PRADESH KANPUR NAGAR 75% 17% 8% 64% 22% 14% 1 2 3 1 2 3UTTAR PRADESH KAUSHAMBI 89% 0% 11% 72% 0% 28% 1 3 2 1 3 2UTTAR PRADESH KAUSHINAGAR 61% 0% 39% 61% 0% 39% 1 3 2 1 3 2UTTAR PRADESH KHERI 32% 42% 26% 30% 50% 20% 2 1 3 2 1 3UTTAR PRADESH LUCKNOW 64% 23% 13% 54% 20% 26% 1 2 3 1 3 2UTTAR PRADESH MAHARAJGANJ 56% 13% 31% 56% 15% 29% 1 3 2 1 3 2UTTAR PRADESH MAHOBA 86% 0% 14% 91% 0% 9% 1 3 2 1 3 2UTTAR PRADESH MAINPURI 34% 31% 35% 40% 34% 26% 2 3 1 1 2 3UTTAR PRADESH MATHURA 74% 20% 7% 63% 27% 10% 1 2 3 1 2 3UTTAR PRADESH MAU 49% 29% 23% 55% 27% 17% 1 2 3 1 2 3UTTAR PRADESH MEERUT 51% 32% 17% 58% 26% 16% 1 2 3 1 2 3UTTAR PRADESH MORADABAD 31% 48% 21% 54% 24% 22% 2 1 3 1 2 3UTTAR PRADESH MUZAFFARNAGAR 69% 16% 15% 78% 12% 10% 1 2 3 1 2 3UTTAR PRADESH PILBHIT 52% 8% 40% 37% 9% 54% 1 3 2 2 3 1UTTAR PRADESH PRATAPGARH 67% 0% 33% 74% 0% 26% 1 3 2 1 3 2UTTAR PRADESH RAE-BAREILLY 73% 5% 22% 70% 8% 22% 1 3 2 1 3 2UTTAR PRADESH RAMPUR 39% 32% 30% 46% 16% 39% 1 2 3 1 3 2UTTAR PRADESH SAHARANPUR 71% 20% 9% 72% 14% 14% 1 2 3 1 2 3UTTAR PRADESH SANT KABIR NAGAR 1% 0% 99% 2% 0% 98% 2 3 1 2 3 1UTTAR PRADESH SHAHJAHANPUR 59% 38% 3% 54% 44% 2% 1 2 3 1 2 3UTTAR PRADESH SIDHARATH NAGAR 39% 20% 41% 34% 33% 33% 2 3 1 1 3 2UTTAR PRADESH SITAPUR 53% 24% 23% 52% 22% 26% 1 2 3 1 3 2UTTAR PRADESH SULTANPUR 31% 19% 50% 46% 29% 25% 2 3 1 1 2 3UTTAR PRADESH UNNAO 49% 40% 10% 35% 21% 44% 1 2 3 2 3 1UTTAR PRADESH VARANASI 84% 10% 5% 77% 8% 14% 1 2 3 1 3 2UTTAR PRADESH TOTAL 61% 24% 14% 51% 28% 20% 1 2 3 1 2 3

ND RANKMARKETSHARE LPG ND DOMESTIC RANK

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

131

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.

Though in total industrial share IOC is on 1st 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.

132

MARKETSHRE LPG PACKED DOMESTICDISTIC IOC BPC HPCAGRA 70% 12% 18%ALIGARH 45% 37% 19%ALLAHABAD 95% 1% 5%AZAMGARH 65% 32% 3%BAHRAICH 55% 25% 21%BALLIA 57% 15% 28%BANDA 89% 0% 11%BARA BANKI 28% 51% 21%BAREILLY 74% 16% 10%BASTI 51% 37% 12%BIJNOR 59% 26% 15%BUDAUN 64% 32% 4%BULANDSHAHR 64% 30% 6%CHANDAULI 74% 16% 10%DEORIA 45% 50% 5%ETAH 19% 11% 70%ETAWAH 56% 16% 28%FAIZABAD 81% 17% 2%FARRUKHABAD 56% 21% 23%FATEHPUR 91% 4% 4%GAUTAM BUDH NAGAR 62% 21% 17%GHAZIABAD 55% 37% 8%GHAZIPUR 61% 25% 14%GORAKHPUR 76% 13% 11%HARDOI 52% 38% 10%JALAUN 48% 49% 3%JAUNPUR 45% 41% 15%JHANSI 50% 39% 10%JYOTIBA PHULE NAGAR 63% 20% 18%KANPUR NAGAR 75% 17% 8%KAUSHAMBI 89% 0% 11%KAUSHINAGAR 61% 0% 39%KHERI 32% 42% 26%LUCKNOW 64% 23% 13%MAHARAJGANJ 56% 13% 31%MAHOBA 86% 0% 14%MAINPURI 34% 31% 35%MATHURA 74% 20% 7%MAU 49% 29% 23%MEERUT 51% 32% 17%MORADABAD 31% 48% 21%MUZAFFARNAGAR 69% 16% 15%PILBHIT 52% 8% 40%PRATAPGARH 67% 0% 33%RAE-BAREILLY 73% 5% 22%RAMPUR 39% 32% 30%SAHARANPUR 71% 20% 9%SANT KABIR NAGAR 1% 0% 99%SHAHJAHANPUR 59% 38% 3%SIDHARATH NAGAR 39% 20% 41%SITAPUR 53% 24% 23%SULTANPUR 31% 19% 50%UNNAO 49% 40% 10%VARANASI 84% 10% 5%

133

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 market share and I found in which district it has changed and going UP or DOWN as we can see from chart below.

134

DISTRICT 09-10 MAR 10-Apr 10% 2%AGRA 18% 18%ALIGARH 19% 19%ALLAHABAD 5% 5%AZAMGARH 3% 4%BAHRAICH 21% 20%BALLIA 28% 29%BANDA 11% 13%BARA BANKI 21% 23%BAREILLY 10% 10%BASTI 12% 15%BIJNOR 15% 15%BUDAUN 4% 3%BULANDSHAHR 6% 6%CHANDAULI 10% 13%DEORIA 5% 8%ETAH 70% 68%ETAWAH 28% 30%FAIZABAD 2% 3%FARRUKHABAD 23% 23%FATEHPUR 4% 5%GAUTAM BUDH NAGAR 17% 18%GHAZIABAD 8% 9%GHAZIPUR 14% 14%GORAKHPUR 11% 42%HARDOI 10% 10%JALAUN 3% 4%JAUNPUR 15% 16%JHANSI 10% 11%JYOTIBA PHULE NAGAR 18% 16%KANPUR NAGAR 8% 9%KAUSHAMBI 11% 17%KAUSHINAGAR 39% 68%KHERI 26% 25%LUCKNOW 13% 14%MAHARAJGANJ 31% 71%MAHOBA 14% 19%MAINPURI 35% 34%MATHURA 7% 7%MAU 23% 38%MEERUT 17% 19%MORADABAD 21% 23%MUZAFFARNAGAR 15% 17%PILBHIT 40% 40%PRATAPGARH 33% 0%RAE-BAREILLY 22% 23%RAMPUR 30% 30%SAHARANPUR 9% 9%SANT KABIR NAGAR 99% 0%SHAHJAHANPUR 3% 4%SIDHARATH NAGAR 41% 63%SITAPUR 23% 26%SULTANPUR 50% 49%

135

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 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.

Though in total industrial share IOC is on 1st 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.

136

DISTIC IOC BPC HPCAGRA 50% 16% 34%ALIGARH 46% 38% 16%ALLAHABAD 89% 7% 4%AZAMGARH 49% 49% 2%BAHRAICH 72% 20% 9%BALLIA 66% 9% 25%BANDA 87% 0% 13%BARA BANKI 28% 51% 21%BAREILLY 57% 25% 17%BASTI 39% 44% 17%BIJNOR 65% 18% 17%BUDAUN 69% 28% 3%BULANDSHAHR 71% 25% 3%CHANDAULI 63% 29% 8%DEORIA 26% 70% 4%ETAH 18% 5% 77%ETAWAH 53% 9% 38%FAIZABAD 79% 19% 2%FARRUKHABAD 65% 17% 18%FATEHPUR 88% 9% 3%GAUTAM BUDH NAGAR 27% 24% 49%GHAZIABAD 31% 56% 14%GHAZIPUR 64% 27% 9%GORAKHPUR 69% 18% 13%HARDOI 57% 34% 9%JALAUN 56% 42% 2%JAUNPUR 41% 46% 12%JHANSI 58% 29% 13%JYOTIBA PHULE NAGAR 52% 26% 23%KANPUR NAGAR 64% 22% 14%KAUSHAMBI 72% 0% 28%KAUSHINAGAR 61% 0% 39%KHERI 30% 50% 20%LUCKNOW 54% 20% 26%MAHARAJGANJ 56% 15% 29%MAHOBA 91% 0% 9%MAINPURI 40% 34% 26%MATHURA 63% 27% 10%MAU 55% 27% 17%MEERUT 58% 26% 16%MORADABAD 54% 24% 22%MUZAFFARNAGAR 78% 12% 10%PILBHIT 37% 9% 54%PRATAPGARH 74% 0% 26%RAE-BAREILLY 70% 8% 22%RAMPUR 46% 16% 39%SAHARANPUR 72% 14% 14%SANT KABIR NAGAR 2% 0% 98%SHAHJAHANPUR 54% 44% 2%SIDHARATH NAGAR 34% 33% 33%SITAPUR 52% 22% 26%SULTANPUR 46% 29% 25%UNNAO 35% 21% 44%VARANASI 77% 8% 14%

MARKETSHARE LPG ND

137

In UTTAR 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 and I found in which district it has changed and going UP or DOWN as we can see from chart below.

138

DISTRICT 09-10 MAR 10-Apr 49% 45%AGRA 34% 37%ALIGARH 16% 23%ALLAHABAD 4% 4%AZAMGARH 2% 3%BAHRAICH 9% 18%BALLIA 25% 36%BANDA 13% 12%BARA BANKI 21% 22%BAREILLY 17% 30%BASTI 17% 14%BIJNOR 17% 16%BUDAUN 3% 3%BULANDSHAHR 3% 3%CHANDAULI 8% 17%DEORIA 4% 6%ETAH 77% 71%ETAWAH 38% 44%FAIZABAD 2% 3%FARRUKHABAD 18% 32%FATEHPUR 3% 4%GAUTAM BUDH NAGAR 49% 50%GHAZIABAD 14% 15%GHAZIPUR 9% 16%GORAKHPUR 13% 44%HARDOI 9% 9%JALAUN 2% 2%JAUNPUR 12% 10%JHANSI 13% 13%JYOTIBA PHULE NAGAR 23% 20%KANPUR NAGAR 14% 12%KAUSHAMBI 28% 29%KAUSHINAGAR 39% 74%KHERI 20% 27%LUCKNOW 26% 25%MAHARAJGANJ 29% 73%MAHOBA 9% 18%MAINPURI 26% 25%MATHURA 10% 13%MAU 17% 35%MEERUT 16% 17%MORADABAD 22% 19%MUZAFFARNAGAR 10% 15%PILBHIT 54% 54%PRATAPGARH 26% 0%RAE-BAREILLY 22% 15%RAMPUR 39% 38%SAHARANPUR 14% 17%SANT KABIR NAGAR 98% 0%SHAHJAHANPUR 2% 0%SIDHARATH NAGAR 33% 53%SITAPUR 26% 30%SULTANPUR 25% 13%UNNAO 44% 48%VARANASI 14% 10%

139

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

EFF DATE%CHANGE IN SALES

% CHANE IN PRICE

elasticity supply market

01.04.2009 84.7 -11.56 -7.326989619 inelastic market01.05.2009 43.34 -60.85 -0.712243221 inelastic market01.06.2009 -31.06 -36.33 0.85494082 inelastic market01.07.2009 -68.45 44.65 -1.533034714 inelastic market01.08.2009 -26.14 102.27 -0.255597927 inelastic market

01.09.2009 75.71 0 #DIV/0!perfact elastict market

01.10.2009 40.11 75.43 0.531751293 inelastic market01.11.2009 -36.25 -4.4 8.238636364 elastic market01.12.2009 203.77 80.51 2.530989939 elastic market01.01.2010 -353.36 79.59 -4.439753738 inelastic market01.02.2010 -118.28 -18.97 6.235108065 elastic market01.03.2010 -60.75 -33.09 1.835902085 elastic market01.04.2010 -294.9 14.58 -20.22633745 inelastic market01.05.2010 182.01 -18.98 -9.589567966 inelastic market

140

Inelastic market chart

price

salessales<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.

Elastic market chart

price

141

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.

FINDINGS

142

ZONEIOC BPC HPC TOTAL IOC BPC HPC TOTAL

North 1635 584 490 2709 17998668 6788490 5352539 30139697East 1161 261 345 1767 11335493 1993609 3109486 16438588West 250 385 446 1081 1768131 6762168 6579741 15110040South 828 385 382 1595 13740307 6447825 4886130 25074262South Central 402 212 339 953 4756802 2583028 5414320 12754150North West 819 360 402 1581 7821578 3738310 3987151 15547039TOTAL 5095 2187 2404 9686 57420979 28313430 29329367 115063776

DISTRIBUTOR CUSTOMER

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. 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 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 1 st

rank but district wise they are 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 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 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.

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 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

143

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 3 rd 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.

RECOMMENDATIONS & SUGGESTIONS

144

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.

Bibliography

145

Book: Philip kotler “Marketing Management” a South Asian Perspective, 13th edition. Company Sales report.

Web site: www.hpcl.co.in