SCHOOL OF MANAGEMENT STUDIES

Minor Project Report

On
Suvidha foundation
Submitted in fulfilment of the requirements for the award of the Degree of
BACHELOR’S IN BUSINESS ADMINISTRATION
IN
ENTREPRENEURSHIP
Submitted by
Sharon Dsilva
R20BM829
Under the guidance of:
Dr. P.K.Venkataswamy

Nov 2022

Rukmini Knowledge Park, Kattigenahalli, Yelahanka, Bengaluru-

560064
 DECLARATION

I, Miss Sharon Dsilva, student of BBA (Bachelor of Business Administration)

Entrepreneurship, belong into School of Management Studies, REVA University, affirm that
the project work titled HUMAN RESOURCE MANAGEMENT IN SUVIDHA
FOUNDATION being submitted in partial fulfilment for the award of the degree of BBA is
the original work carried out by me. It has not formed the part of any other project work
submitted for award of any degree or diploma, either in this or any other University. I am
submitting this Project Report / Dissertation in partial fulfilment of the requirements for the
award of the degree of Bachelor of Business Administration in Entrepreneurship by the
REVA University, Bangalore during the academic year 2021-22.

I further declare that this project / dissertation report or any part of it has not been submitted for award of
any other Degree / Diploma of this University or any other University/ Institution.

(Signature of the candidate)

Signed by me on:

Certified that this project work submitted by Sharon Dsilva has been carried out
under my /our guidance and the declaration made by the candidate is true to the best of my
knowledge.

Signature of Guide Signature of Director of School

Date: Date:

Official Seal of the School

School of Management Studies, REVA University

ACKNOWLEDGEMENT

I would like to acknowledge and express my sincere gratitude to my honourable project

guide Dr.K.P.Venkataswamy who made this work possible. His guidance helped me
through all the stages of completing this project report.

The completion of this report would not have been possible without the cooperation and
assistance from the foundation that agreed to set off as a base for this project –
Mr. Sharan Kumar.G, who gave me the opportunity as a trainee to complete this project. I
want to thank Bliss Aerospace Components Pvt Ltd for giving me such an excellent
opportunity to commence this project in the first instance. I am deeply indebted to
Mr. Sharan Kumar.G whose help to stimulate suggestions and encouragement helped me in
all the time at the training site and for explaining me about the work. Who has also supported
me during the making of this paper. They have contributed to making this project as
inclusive and relevant to the study as possible.

Finally, I would be inclined towards appreciating my family, friends, faculties, and the
School of Management Studies for providing with the opportunity to carry out the research
study.

School of Management Studies, REVA University

 (Sharon Dsilva, R20BM829)

School of Management Studies, REVA University

School of Management Studies, REVA University
School of Management Studies, REVA University
Table of content

Item Particular PAGE

No. No.
1. Introduction 2-6
1.1 About organisation 3
1.2 Vision Mission 4
1.3 Product and Service Offering 5
1.4 UAVs 5
1.5 Operational Network Organisation 6
1.6 Certifications of Organisations 6
2 The Job 7-31
2.1 Description and Nature of the Job 8-9
2.2 Different Aspects of Job Performance 9-19
2.3 Critical Observation 19-24
2.4 Drawbacks 24-33
3 Project 34-37
3.1 Introduction 32
3.2 Description of the Project 32
3.3 Objectives of the Project 32
3.4 Methodology 33
3.5 Limitation 33
3.6 SWOT analysis 34
4 Result and discussion 38-39
4.1 Industry Analysis 32-33
5 Results and Findings 34-35
6 Recommendation 36-37
7 Conclusion 38-39
6.2 Bibliography 40

School of Management Studies, REVA University

 CHAPTER 1
INTRODUCTION

2
School of Management Studies, REVA University
1.1 -ABOUT ORGANISATION

BLISS AEROSPACE COMPONENTS PRIVATE LIMITED (BAC) was established in 2011 to be engaged
in the development and manufacture of aircraft standard parts. The parts manufactured are of two kinds. The
first being those for which standards and specifications are available such as LN, DIN, MS, MIL, AGS, AS,
AN, etc. And the second being those parts manufactured according to customer standards and drawing
requirements.

If approved standards and specifications are not available, BAC designs the parts and gets the approval from
CHEMICAL / DGCA / DGAQA. The manufactured parts undergo several tests in the factory/laboratory
under flight-simulated conditions, ground running and on-flight trails (at our customer works) before being
certified for use in/ on aircraft.

3
School of Management Studies, REVA University
1. Introduction
BLISS AEROSPACE COMPONENTS PRIVATE LIMITED (BAC) was established in 2011 to be engaged
in the development and manufacture of aircraft standard parts. The parts manufactured are of two kinds. The
first being those for which standards and specifications are available such as LN, DIN, MS, MIL, AGS, AS,
AN, etc. And the second being those parts manufactured according to customer standards and drawing
requirements.

If approved standards and specifications are not available, BAC designs the parts and gets the approval from
CHEMICAL / DGCA / DGAQA. The manufactured parts undergo several tests in the factory/laboratory
under flight-simulated conditions, ground running and on-flight trails (at our customer works) before being
certified for use in/ on aircraft.

2. Vision-Mission
Mission

The aim of BAC is to develop, manufacture and supply aircraft fasteners, components and other standard
parts to customers worldwide and build custom-made components to cater to the requirements of customers
and become part of their supply chain. Bliss Aerospace is now present in two new verticals namely sourcing
of components as distributors and aiding in Engineering Services.

Vision

Bliss Aerospace Components Pvt. Ltd has a vision to be a major player for the supply of Aerospace
components, supply of obsolete parts for MRO activities as distributors for companies in Europe, US and
Russia, providing Engineering services and offer our services in Chemical Processing to the Indian &
Overseas Market.

4
School of Management Studies, REVA University
3. Products / Service offerings

5
School of Management Studies, REVA University
1. Full thread bolts

Fully threaded bolts have threads that run the entire length of the bolt whereas partially threaded bolts have an
unthreaded area just beneath the head and then has partial threading the rest of the bolt length. The part that is not
threaded is known as the grip length.

2. Semi thread bolts

A screw thread, often shortened to thread, is a helical structure used to convert between rotational and linear
movement or force. A screw thread is a ridge wrapped around a cylinder or cone in the form of a helix, with the
former being called a straight thread and the latter called a tapered thread. A screw thread is the essential feature
of the screw as a simple machine and also as a threaded fastener.

3. Fine pitch bolts

This can be defined as the distance between two threads on the shaft of the fastener. This is typically measured in
threads per inch (TPI). A higher value TPI indicates a smaller thread pitch. A fastener with a fine thread equates
to a fastener with a high TPI value.

4.Fatigue resistant bolts

a bolt is cycled in tension, it will normally break near the end of the threaded portion because this is the area of
maximum stress concentration. In order to lessen the stress concentration factor, the bolt shank can be machined
down to the root diameter of the threads.

Service

COMPUTER AIDED PRODUCT DEVELOPMENT & ENGINEERING-CAPD&E

1. Feasibility Study-Concept

2. Requirement definition- Planning

3. Design - Development

4. Roll out

5. Drawings- Manufacturing Process

6. Detailed Drawings

7. Quality criteria etc.

6
School of Management Studies, REVA University
TOOLS

1. Catia V5-V6, UG-NX, Pro-Engineer/Creo, SolidWorks, Solid Edge, Autodesk Inventor, Enovia,
Team Centre, Wind Chill etc.

COMPUTER AIDED ANALYSIS FOR VIRTUAL VALIDATION-CAE/CFD

1. Pre-processing and Finite Element Modelling (FEM), Finite Element Analysis (FEA),
Computational Fluid Dynamics (CFD), Aero-elasticity Analysis

2. Post Processing, Stress Reports, Dossiers etc

TOOLS

1.MSC Nastran, Ansys, LS-Dyna, Hyper Works, Abaqus etc.

MANUFACTURING ENGINEERING

1. Design and Development of Tools, Jigs, Fixtures, Ground Handling Equipment, Ground
Equipment.

UAV’s

Bliss Aerospace can offer its services in the sourcing of UAV's of various categories as a
distributor for companies around the world.

Bliss Aerospace can support the requirements of our customers in various weight classes of
UAV's for various missions. The products range from Mini UAV's to bigger UAV's mostly used for
reconnaissance and surveillance missions.

Bliss Aerospace is willing to provide technical assistance to existing projects or new projects of our
CustomerS.

Operational network organization

7
School of Management Studies, REVA University
Mr. Akhil Khanna

Mr. Akhil Khanna brings a rich experience of over 28 years in manufacturing and marketing
verticals to Bliss. As a graduate from Texas Christian University, his insights and strategy has
helped shape the company and propelled its growth without compromising on quality.

Mr. Kesavan Vasudevan

Mr. Kesavan brings a rich experience of over 45 years in Aerospace sector. He has worked with
HAL on different projects and has in depth knowledge on Supply of Fasteners, LRUS and Ground
Handling Equipment like Inflation apparatus, oxygen trolley etc. He has also successfully
completed many projects in CABS, NAL, ASTE, and ASIEO for various Aircraft Platforms.

8
School of Management Studies, REVA University
Mr. Venkatesh Hariharan

An Engineering graduate from Mysore University and undergone Management Development Program from
IIM Bangalore, Venkatesh has more than 4 decades of wide experience in Strategy, Systems Engineering
design, Manufacturing & Software. He is acknowledged in the industry as a leader for creating new
business verticals and has handled high technology projects for Domestic and International customers in
Defence and Aerospace. He's been awarded twice as "The Most Influential Leader" by World Marketing
Council.
Mr. Narendra

Mr. Narendra, a Mechanical Engineering Graduate has been with the company for the past 10 years and has
worked in various roles like Design & Development, Production Planning, Production, Raw Material
Procurement before moving into Business Development 7 years ago. He has good knowledge of various
Standard Parts and been an active member in diversifying our Business from a Single customer to multiple
customers, thereby doubling the Order book. He currently handles the Business Development activities in
the department pertaining to products manufactured by us (approved by RCMA) and involved in the
sourcing of components from companies abroad.
9
School of Management Studies, REVA University
Mr. Sharan Kumar G, MBA (OM), BE (ME)

An Operations & Project Management professional with Mechanical Engineering background who brings
along 7+ years of experience in Aerospace & Defence Industry and possess Strong Analytical and problem-
solving skills. Currently he heads the Special Process & Exports part of Business which is contributing to
the future growth & orientation of our organization. Plays major role in Implementing and Monitoring the
Aerospace Quality Management System throughout the Organization. He holds significant experience in
various streams of aerospace business like Business Development, Quality Assurance, Strategic
Procurement, Aerospace & Defence Certifications Management i.e., ISO 9001, AS 9100 & Nadcap Our
Operations Team

10
School of Management Studies, REVA University
 11
School of Management Studies, REVA University
Certifications of the organisation

12
School of Management Studies, REVA University
 13
School of Management Studies, REVA University
 CHAPTER 2
THE JOB

14
School of Management Studies, REVA University
Description& nature of the job

I, the student of Bachelor of Business Administration - Entrepreneurship (BBA) study the subject’s related
to business. The school of business familiarises each student as they move comfortably in the business
environment but only the theoretical study in the classroom is not enough rather a practical experience and
the only means of practical experience is internship program. In the business environment there are lots of
financial institutions, business firms and industries that provide this facility towards us. If we could not get
this facility of internship then a wide gap will take place between our study and experience, I think this is
valuable for us.

We, the students of business do this usually for one month. In our country there are many companies offer
internship particularly banks, FMCGs, textiles and elite business firms.

I started my job in Bliss Aerospace from 1st august, 2022 to 1st September 2022. I always try my best to
achieve absolute knowledge & experience from this job. I am working with the marketing team, which is
one the main domain in the entire organisation. There are two types of jobs. These are generally executed
by the central communication.

First one is creative part and another one is operational part. The creative part is involved in working on
projects, developing new ways of communications, and some other confidential activities. On the other
hand, the operational part is responsible for communications through the commercial web site, etc. and
makes strong relationship with customer via decent communication as well as accelerates company’s
revenue.

From the date of joining, I found that every procedure is prepared by computer and there were no
paperwork things to accomplish.

However, I did not have anything to do but to surf around the world using the internet. sometime my
moments passed by thinking about myself that how I would spend the rest of the weeks with no tasks.
Sitting on a chair for about 10 hours with no job made my life horrible.

At last, I was given a task on my 16th day. It was a research work on collecting necessary information on
various newspapers. Also, I was said to deliver a presentation with a report on what I have collected.
Moreover, I was given 20 days to complete the whole task.

15
School of Management Studies, REVA University
 Meanwhile, I was busy in taking notes form my Managing Director and in preparing the meeting minutes.
Days were getting changed when I started to learn the mechanism of Bliss Aerospace activities.

Thanks to God, that I accomplished my task in schedule and gained the respect of my director

Specific responsibilities of the job

My responsibilities at Bliss Aerospace Components Pvt Ltd are given below:

1. Making Communication strategy for online media marketing

2.Use different tools for online marketing and file management.

3.Use different tools for monitoring and handling different projects at a time.

4.Do market research for various purpose and update Bliss Aerospace

5.Make manual for clients of online media marketing and provide trainings.

Different Aspects of Job Performance

Through my internship period I was assigned for different types of tasks and activities. And by doing
those, I achieved performance appraisal from my supervisor and from all the employees who work there.
As I worked most in the assessment of company’s existing strategies and ways to expand its market size,
my company Bliss Aerospace Components Pvt Ltd, is all set to enter into the manufacturing sector where
they'll be manufacturing the ventilation system. I had also visited the plant where the manufacturing unit
will be set up. Bliss Aerospace Components Pvt Ltd has made a goodwill among the customers over the
last 10 years and this will surely help in boosting the sector which the group is trying to enter.

I also made research of all the documents to related work in the different newspapers, social media
marketing case studies etc. which enriched my skills in documentation.

Critical observations and drawbacks

Every process usually carries limitations with it. This study is not an exception. The limitations hat had
come on way to making this internship report are stated below:

16
School of Management Studies, REVA University
 ➢ Due to time restrictions, the study was bound to be concentrated in selected areas. As an internee I
only had less time in hand, which is not enough.

➢ As an established Family Business, Bliss Aerospace does not enclose all their data especially
numerical and other confidential data. As a result, the study mostly depended on official files and

talking to different employees.

➢ Bliss Aerospace is a Family Business which is very busy in undertaking various activities and the
personnel are engaged in regular work and are unable to spare much time for discussion about various
topics.

Even though, there are limitations I have tried my level best to collect adequate data and information to
make the report efficient.

17
School of Management Studies, REVA University
 CHAPTER 3
PROJECT

18
School of Management Studies, REVA University
 3.1 INTRODUCTION

This project is concerned with the application of infrared thermography to

investigate composite materials, which are used for the fabrication of aerospace
components, and is organized into several sections. In particular, it starts with a
brief introduction to composite materials, discussing also their main weaknesses.
Then, an overview on the most used methods of non-destructive evaluation is
given, highlighting some crucial aspects. The core of the chapter regards the
description of the basics of infrared thermography, and the advantages of
introducing it in an industrial enterprise; some key examples concerning on-line
monitoring of loading tests and non-destructive evaluation of either final parts, or
impact damaged parts, are also illustrated. In addition, some critical features, such
as noise effects, are addressed with a proposed likely solution. The most important
emphasized result regards the possibility to monitor impact tests with an infrared
imaging device to get information about initiation and damage propagation directly
on-line during the impact event, as well as damage extension evaluation through
subsequent postprocessing of the acquired thermal images

3.2DESCRIPTION OF THE PROJECT:

Since practical orientation is an integral part of the BBA-E degree requirement, I have worked in Bliss
Aerospace to take real life exposure of the activities of the organization in Bangalore. During my internship
at Bliss Aerospace, I have come across with different functions of lean operation in the company. This
report has been originated as the course requirement of the BBA-E program. I hope the report will give a
clear idea about the activities of Bliss Aerospace in Bangalore- India.

3.3OBJECTIVES OF THE PROJECT:

The main objective of the study is to find out the role of lean operation in Bliss Aerospace. To achieve this
main objective the following specific objective has been taken:

19
School of Management Studies, REVA University
1. To make a detailed study of the organization and its functional departments

2. To explore a theoretical aspect of lean operation.

3. To know how a lean operation works in general.

3. To high light some implication of the study with respect to reducing the overall wastage in the company

4. To gain an understanding about the significance of a lean operation in the company

3.3 METHODOLOGY

3.3.1 Data collection

Both the primary as well as the secondary form of the information was used to prepare the report. The
details of these sources are highlighted below:

(a) primary source

I have collected primary information by interviewing employees, managers,

observing various organizational procedures, structures. Primary data were mostly
derived from the discussion with the employees of the organization.

(b) secondary source

I have elaborated different types of secondary data in my research. Sources like

internet data are mostly considered as secondary source

20
School of Management Studies, REVA University
 4. LIMITATION OF THE STUDY:

In course of my internship, I have faced many problem that may be termed as the limitation of the study.
These were:

1. Could not spend sufficient time required to make an in-depth study on such an important subject
because of time constraint.

2.To get the actual information have been very difficult

3. Sufficient records publications were not available, and some questions were avoided or not exactly
answered by the respondents may be because of lack of clear idea.

4. Although IT experts have tried their best to help me, their nature of job is such that gives them little
time to discuss.

5. Extreme work pressure restricted the officials to give us much time even if they had cordial intentions
to provide information.

6. As I was the only one person this report seriously suffered manpower constraint.

7. Secondary sources of the data relating to Bliss Aerospace are very limited as sufficient books,
publications and journals were not available.

Despite all these limitations, I have given the best of my efforts and tried to make the report as
informative and comprehensive as possible.

21
School of Management Studies, REVA University
 Marketing Research

Marketing research is the function that links the consumer, customer, and public to the marketer through
information—information used to identify and define opportunities and problems; generate, refine, and
evaluate actions; monitor performance; and improve understanding of it as a process. It specifies the
information required to address these issues, designs the method for collecting information, manages and
implements the data collection process, analyses the results, and communicates the findings and their
implications.

Types of Marketing

Influencer Marketing

This focuses on leveraging individuals who have influence over potential buyers and orienting activities
around these individuals to drive a brand message to the larger market.

With this, a brand inspires or compensates influencers (which can include celebrities, content creators,
customer advocates, and employees) to get the word out on their behalf.

Viral Marketing

A phenomenon that facilitates and encourages people to pass along an advertising message.

Nicknamed “viral” because the number of people exposed to a message mimics the process of passing a
virus or disease from one person to another.

Green Marketing

Refers to the development and promotion of products that are presumed to be environmentally safe (i.e.,
designed to minimize negative effects on the physical environment or to improve its quality).

22
School of Management Studies, REVA University
 This term may also be used to describe efforts to produce, promote, package, and reclaim products in a
manner that is sensitive or responsive to ecological concerns.

Keyword Marketing

Involves placing a message in front of users based on the specific keywords and phrases they are using to
search.

A key advantage of this method is that it gives marketers the ability to reach the right people with the
right message at the right time. For many marketers, this method results in the placement of an ad when
certain keywords are entered.

Guerrilla Marketing

Describes an unconventional and creative strategy intended to get maximum results from minimal
resources.

Outbound Marketing

In this, the marketer initiates contact with the customer through methods such as TV, radio and digital
display advertising. It is often used to influence consumer awareness and preference for a brand.

Inbound Marketing

Inbound is when customers initiate contact with the marketer in response to various methods used to gain
their attention. These methods include email, events, content and web design.

One purpose of inbound, is to establish the business as a source for valuable information and solutions to
problems, thereby fostering customer trust and loyalty.
23
School of Management Studies, REVA University
 Content Marketing

A technique of creating and distributing valuable, relevant and consistent content to attract and acquire a
clearly defined audience—with the objective of driving profitable customer action.

According to the Association of National Advertisers (ANA), it involves various methods to tell the
brand story. More and more marketers are evolving their advertising to content marketing/storytelling to
create more stickiness and emotional bonding with the consumer.

The 4 Ps

Product

A product is defined as a bundle of attributes (features, functions, benefits, and uses) capable of exchange
or use, usually a mix of tangible and intangible forms.

Thus, a product may be an idea, a physical entity (goods), or a service, or any combination of the three. It
exists for the purpose of exchange in the satisfaction of individual and organizational objectives.

While the term “products and services” is occasionally used, product is a term that encompasses both
goods and services.

Price

Price is the formal ratio that indicates the quantity of money, goods, or services needed to acquire a given
quantity of goods or services.

It is the amount a customer must pay to acquire a product.

Place (or Distribution)

24
School of Management Studies, REVA University
 Distribution refers to the act of carrying products to consumers. It is also used to describe the extent of
market coverage for a given product.

In the 4 Ps, distribution is represented by place or placement.

Promotion

Promotion includes tactics that encourage short-term purchase, influence trial and quantity of purchase,
and are very measurable in volume, share and profit.

Examples include coupons, sweepstakes, rebates, premiums, special packaging, cause-related marketing
and licensing.

Customer Journey Builder

25
School of Management Studies, REVA University
 Create marketing automation workflows that are personal and adaptable to your customers behaviour and
interest.

Transactional Emails

Update customers on their purchases or account activity with personalized transactional emails using our
API or SMTP.

Retargeting Ads

26
School of Management Studies, REVA University
 Recapture the attention of people who visited your site and bring them back at the right moment with
retargeting ads.

Integrations

Connect data from your frequently used platforms and send more relevant, targeted messages based on
customer behaviour from where they interact.

Manufacturing marketing.

 Manufacturing marketing is B2B marketing. It can be more complex, and the sales cycle is longer
than with B2C.
 Target audience: Other businesses, including down line supply chain manufacturers, wholesalers,
retailers, or business end-users, like restaurants or construction firms. You should know which
industry you’re targeting, the size and type of companies that need or want your products, and who
within those organizations can make purchasing decisions.
 Customer needs: Business customers need quality products that fit within their processes and budgets.
They need to be able to supply and serve their clients with peace of mind while also making a profit.
 Drivers: Whether a business chooses your products depends on factors that include price, credit, and
terms; what consumers think of your brand; how much support you provide via technical, marketing,
and other resources; and whether you can get buy-in from all the right decision-makers.

27
School of Management Studies, REVA University
  Purchase process: Business procurement can be complicated. The process includes discovery and
pricing comparisons, quotes, demos, and final purchase decisions. You may have to prove your worth
to more than one level of decision-makers; typically, the bigger the purchase is, the more levels you
have to impress.
 People involved with the purchase: Managers, purchasing agents, executive decision-makers,
accounting or finance teams, and other subject matter experts.

Consumer marketing.

 B2C marketing is when you market directly to the consumer or end-user.

 Target audience: The demographics of your target audience depend on the product in question. You
should know factors like age range, interests, geolocation, income bracket, career, and family status
of your target consumers, to appropriately target marketing efforts.
 Customer needs: The consumer wants to buy something that can help them solve a problem or make
their life easier or more enjoyable. In some cases, they want a product for the message it sends or
status it communicates, like with certain brands or luxury items.
 Drivers: Factors that drive consumer purchasing decisions include price, quality, brand reputation,
how likely they can see themselves using the item, customer experience, and referrals or reviews of
others.
 Purchase process: All consumer purchases follow a basic process that involves awareness,
consideration, and decision making. The speed at which a consumer moves through the purchasing
process depends in part on the complexity. The buying journey for buying a taco takes seconds or
minutes. When shopping for a television or sofa, consumers could take days or weeks.
 People involved with the purchase: In most cases, it’s just the consumer and a significant other or
close family member. In larger purchases, lenders may also be involved.
Challenges in B2B Manufacturer Marketing
 B2B marketers can face unique challenges that most B2C marketers don’t. The relationships within
your organization — with sales, for instance — and outside of the manufacturing firm, like with
vendors, supply chains, and clients, is complex.
 For example, according to data sourced by HubSpot, only around half of B2B marketers feel like
they’re able to collaborate effectively with sales teams.

1. Very specific needs.

Manufacturing marketers have needs, especially when compared with general consumer marketers.

For example, one of the biggest KPIs for consumer marketing is website traffic. If you can drive enough of
the right people to a consumer ecommerce site, the thought is that you’ll make your sales numbers.

28
School of Management Studies, REVA University
But manufacturers can’t just drive vast amounts of traffic to a well-built site and cross their fingers.

You might not have huge amounts of traffic to leverage, depending on your business’ niche or vertical.

You also must balance how much information you want to share on your public-facing website with how
you want to manage relationships with your clients.

In some cases, you might need to limit access to information about your goods to best support your business
partners.

2. Long sales cycles.

Manufacturing often involves long sales cycles. A PPC ad campaign isn’t going to drive the same results in
B2B marketing as it does in B2C marketing, where many people see almost immediate conversion results.

Instead, your marketing tactics might be more about brand awareness and lead generation. The leads are
then handed over to the sales department for nurturing over weeks, months, or even years before deals close.

3. Complex products.

Manufacturing businesses that sell complex products aren’t likely to see great success in marketing direct
online sales to B2B buyers. If your product costs $5,000 and has a variety of features to customize,
someone’s unlikely to click on a “buy now” button and enter business credit card data, for example.

Determine how buyers interact with your products and what they need from you in the early stages of the
buying journey. Spectrum Audio meets this need by using a customized quoting tool supported by B2B
Ninja, allowing potential clients to request a custom quote based on their unique needs.

4. More people to convince.

29
School of Management Studies, REVA University
B2C marketing can rely on some tried-and-true tactics, like leveraging micro-moments, to connect with
consumers at just the right time to promote a purchase. Creating a sense of urgency to spark an impulse buy
or sending cart abandonment emails are proven B2C marketing methods that can fall short in manufacturer
marketing.

The reason many of these tactics don’t work as well — or at all — when you’re marketing to other
businesses is that there are so many more stakeholders to convince. Business buying decisions in medium
and large companies might include:

 Someone in middle management becoming aware of the need.

 That person then has to convince others that there is a need.
 The original person may do some preliminary investigation to demonstrate that there
 are products to meet the need.
 Executive decision-makers may appoint someone (or a committee of people) to
 continue with research.
 The field is narrowed down, and options are presented to leadership.
 Leadership asks questions to dig into more details, and the field is further narrowed down via demos,
quotes, and discussions.
 Finally, a decision is made

THE SWOT ANALYSIS

 Internal Factors (Strength & Weakness)

 The first is the analysis of strengths and weaknesses Internal factors represents the internal
characteristics, means that the company has some control over their development and
implementation
Strengths:
 Strengths are the area’ s in which you excel or do better than anyone else? Now, to Strengths are the
area’s in which you excel or do better than anyone else? Now, to identify your strengths, first think
of what as you have done better than others, what areas are there in which no one can match you or
even compete with you so called significant advantage and that are often difficult to mimic. How are
we unique and special?
 What advantages do we have that others don’t. What are we great at doing things, what’s makes us
 so unique and special. Strength are normally the company’s USP which makes them the market
 leader. Strengths are internal and the positive attributes which company has.
30
School of Management Studies, REVA University
  Common strengths can include brand recognition, Cost advantage, Best in class Quality, brand
loyalty, strong financial, skilled and committed workforce, intellectual property like patents and
trade secrets. For example, Amazon became famous by originally selling books online at competitive
prices. The strength that makes Amazon offer those discount prices was its ability to maintain a cost
advantage over others.
Weakness:
 Next define what are your weakness. What are the area where you struggle or have fallen shot of
mark. Or where are we lacking behind. Essentially these are areas in which the business does not
excel and can serve as liabilities in the future. Weaknesses are like negative factors which will
detract from your official strengths or USP’s resulting in the more focus from company side.
 From a business perspective, weaknesses make a company vulnerable to competitors, which is why
if a weakness is identified it’s typically a good idea to attempt to lessen the significance of it.

 Weaknesses often include negative brand reputation, poor quality of

 product, inexperience workforce, poor quality management system, poor distribution of networks,
and very complicated organisational structure.
External Factors (Opportunities and Threat) Opportunities:
 Opportunities may relate to financial, industry, societal, environmental or political issues, according
to Better Evaluation. Competitors, everybody has competitors. Understand what your top three
competitors are doing gives us good opportunities to be ahead of them.
 Opportunities are areas that your business could take advantage of. Where is the potential, where can
we grow and expand, which trends could benefit us. Is there an unserved or underserved market you
could grow into? Are you maximising your media coverage? Could you change or develop a product
to better serve a wider audience? Your product might be great now but is there anything that could
happen in the next six months that could change?
 What about in the next year? From a business perspective it’s always important to be scanning the
environment for possible opportunities, as they can serve as a unique advantage for companies if
leveraged

Threat
 Threats are areas you should be wary of. And by threat we mean what are your competitors up to.
Threat is a challenge posed by an unfavourable trend or development that you have no control over.
Now to deal with threats we need to create a contingency plan. Like opportunities, threats are based
on changes in the business’ s external environment. However, threats can harm the company in some
way if they are not addressed.
 Truthfully, many threats were once likely opportunities that the business failed to either identify, or
maybe they identified the threat but downplayed its significant. Your product might be great now but
is there anything that could happen in the next six months that could change. You need to be
prepared for this and stay ahead of the game.
 Competitors, everybody has competitors. Understand what your top three competitors are doing.
Super important to have a holistic view of your external perspective As you embark on new
innovative thinking for your business, consider using a SWOT analysis to jump-start the planning
process.

31
School of Management Studies, REVA University
 CHAPTER 4
RESULT AND DISCUSSION

32
School of Management Studies, REVA University
Industry Analysis (Porters Five Forces)

Porter’s Five Forces Model

The framework is an outside-in strategy tool for the business unit that evaluates the attractiveness
(profitability) of an industry. Thus, helps the businesspersons to identify existing and potential lines of
business.
It is a useful tool for accurately diagnosing important competitive elements in the market, as well as
determining the strength and significance of each five forces.
1. Threat of new entrants: Potential entrant is the major source of competition in the industry. The product
range, quality, capacity, etc. brought by them, increases competition. The size of the new entrant plays a
major role here, i.e., the bigger the entrant, the more intense is the competition. Moreover, the prices are
slashed, and the overall profitability of existing players is also affected, by the new entry. It analyses the
ease of entry to the new market, i.e., if the entry is easy, then the level of competition in the industry is
severe.
2. Bargaining power of suppliers: Suppliers, also exert substantial bargaining power over the firms, by
threatening to increase prices or degrade quality. They are likely to exercise power if:
 The number of suppliers in the industry is limited in number.
 The supplier’s product is an important input, to the buyer’s product.
 The product has a few substitutes.
Thus, the factor analyses bargaining power of industry suppliers, which directly affects the
profitability, i.e., the higher the cost, the lesser is the profitability.

33
School of Management Studies, REVA University
 3. Bargaining power of customers: The market of outputs, i.e., the customers could compete with the
supplying industry and put the companies under pressure, by forming groups or cartels. This force
not only affects the prices but also influences the producer’s cost and investments in certain
circumstances, as the powerful buyers influence producers to offer better quality which involves cost
and investment. Buyer groups are likely to exercise power if, they are concentrated, products are
homogeneous, the switching cost is low, and full information is available.
4. Threat from substitutes: It is the quiescent source of competition, present in the industry. They are
the key cause of competition in many industries. Substitute products are offered at reasonable prices
along with high quality, to the customers can radically change the competitive scenario of industry,
especially, when the introduction is sudden.
5. Rivalry among current players: Last but not the least, is the rivalry among current players, which
is all that is known as competition. It can be shown in a number of ways such as:
◦ Price competition
◦ Advertising battles
◦ New introductions
◦ Improving quality
So, this factor analyses, how ruthless the competition is, by identifying the existing player and
marketing down their moves and activities. The competition is said to be acute when, there are a few
sellers, offering similar products to the customers because it is easy for buyers to switch to the one
offering product at low prices.

34
School of Management Studies, REVA University
 CHAPTER 5
Results and Findings

While working I have gained a newer kind of experience. After collecting and analysing data I have got
some idea about the overall Sales and Marketing Strategic process of Air Flow Engineer which is given
below: -
 For any organization irrespective of its nature customer satisfaction is the most important thing.
 I got practical knowledge of what I had only known theoretically.
 I came to know how a medical shop actually works and how managing a business is like.
 I've only read it theoretically that customer satisfaction is a major means of conducting a successful
business, but at my time in Air Flow Engineer.
 I experienced it, I saw how the owner's main focus was to keep his customers satisfied and get them
the best of what he had.

35
School of Management Studies, REVA University
  Not only did I experience the want of expansion, I also came across the difficulties one business can
face in its growing stages.
 The need of advertising for any business is inevitable, but advertising to invade unexplored
opportunities is what caught my attention.
 This was indeed an experience I'd take with me for lifetime and it's implication in my personal life
will be no lesser than it's impact on me today.

36
School of Management Studies, REVA University
 CHAPTER 6
RECOMMENDATION

Recommendations
Based on the observation, I can suggest some below recommendations-

➢ Bliss Aerospace, maintains their system well physically but their virtual

presence is not up to the mark. In fact, they are focusing on social media from this year after the COVID-19
pandemic. I initiated to develop their Social Profiles during my tenure.
37
School of Management Studies, REVA University
➢ In pharmaceutical sector, you need to maintain a better relationship with the dealers but in Bliss
Aerospace, only relations with the customers
are given the utmost priority.

➢ In Bliss Aerospace, there is no proper communication between their stores, all the communications are
directly taken care by the top-level
management making the organization’s work culture more complex.

➢ In Bliss Aerospace, they still use the same old traditional ways of conducting business, hence I feel that
there is a need to adopt the new
ways and go with the flow.

➢ In Bliss Aerospace, Bookkeeping is done in the same old ways and I feel that there is a need to digitalize
their bookkeeping techniques to get more accuracy.

38
School of Management Studies, REVA University
 CHAPTER 7
CONCLUSION

39
School of Management Studies, REVA University
6.1 Conclusions

 The material selection for aerospace components has been reviewed.

 It has been highlighted that a precise understanding of operating conditions that are vital in
the selection of structural components for aerospace applications such as stresses,
temperatures, environmental conditions, moisture, air flow, radiation, and maintenance are
essential.
 Different grades of aluminium alloys, and special alloys and their applications in the field of
defence, sonic, supersonic, and aerospace have been discussed in this chapter.
 Conventional materials tend to possess high strength with low damping.
 At higher temperatures, conventional materials lose their stiffness due to internal molecular
movement, thereby affecting their performance. In order to increase performance without
affecting functionality, it becomes mandatory to replace conventional materials with
advanced composite materials for improved properties and applications.
 Usage of advanced composite materials for aerospace structures, to ensure high strength,
stiffness, temperature, wear and corrosion resistance, are presented in this chapter.
 Replacement of conventional materials with advanced composites brings in weight
reduction, in turn enhancing fuel efficiency without affecting flying

40
School of Management Studies, REVA University
6.2 Bibliography
§ http://www.blissaerospace.com/index.html

§ https://www.google.co.in

BOOKS:
§ Marketing to mind states

§ Marketing

41
School of Management Studies, REVA University