INTRODUCTION

What Is CNC?
CNC stands for Computer Numerical Control and has been around since the early 1970's. Prior to this, it was called NC, for Numerical Control. ( n the early 1970's computers were introduced to these controls, hence the name chan!e."

#hile people in most wal$s of life ha%e ne%er heard of this term, CNC has touched almost e%ery form of manufacturin! process in one way or another. f you'll be wor$in! in manufacturin!, it's li$ely that you'll be dealin! with CNC on a re!ular basis.

Before CNC
#hile there are e&ceptions to this statement, CNC machines typically replace (or wor$ in con'unction with" some e&istin! manufacturin! process(es. )a$e one of the simplest manufacturin! processes, drilling holes, for e&ample.

* drill press can of course be used to machine holes. ( t's li$ely that almost e%eryone has seen some form of drill press, e%en if you don't wor$ in manufacturin!." * person can place a drill in the drill chuc$ that is secured in the spindle of the drill press. )hey can then (manually" select the desired

speed for rotation (commonly by switchin! belt pulleys", and acti%ate the spindle. )hen they manually pull on the +uill le%er to dri%e the drill into the wor$ piece bein! machined. *s you can easily see, there is a lot of manual inter%ention re+uired to use a drill press to drill holes. * person is re+uired to do somethin! almost e%ery step alon! the way, #hile this manual inter%ention may be acceptable for manufacturin! companies if but a small number of holes or wor$ pieces must be machined, as +uantities !row, so does the li$elihood for fati!ue due to the tediousness of the operation. *nd do note that we'%e used one of the simplest machinin! operations (drillin!" for our e&ample. )here are more complicated machinin! operations that would re+uire a much hi!her s$ill le%el (and increase the potential for mista$es resultin! in scrap wor$ pieces" of the person runnin! the con%entional machine tool. (#e commonly refer to the style of machine that CNC is replacin! as the conventional machine."

Machining Centre
.y comparison, the CNC e+ui%alent for a drill press (possibly a CNC machinin!00-0center or CNC drillin! / tappin! center" can be programmed to perform this operation in a much more automatic fashion. 0%erythin! that the drill press operator was doin! manually will now be done by the CNC machine, includin!1 placin! the drill in the spindle, acti%atin! the spindle, positionin! the wor$ piece under the drill, machinin! the hole, and turnin! off the spindle. How CNC works? )here is another article included in this web site called The Basics of CNC that e&plains how to pro!ram, setup, and operate CNC machines in !reater detail. *dditionally, we offer a series of products aimed at helpin! you learn how to use CNC machines. 2ere we're relatin! how CNC wor$s in %ery !eneral terms. *s you mi!ht already ha%e !uessed, everything that an operator would be re+uired to do with con%entional machine tools is pro!rammable with CNC machines. 3nce the machine is setup and runnin!, a CNC machine is +uite simple to keep runnin!. n fact CNC operators tend to !et +uite bored durin! len!thy production runs because there is so little to do. #ith some CNC machines, e%en the wor$ piece loadin! process has been automated. (#e don't mean to o%er4simplify here. CNC operators are commonly re+uired to do other thin!s related to the CNC operation li$e measurin! wor$ pieces and ma$in! ad'ustments to $eep the CNC machine runnin! !ood wor$ pieces." 5et's loo$ at some of the specific pro!rammable functions.

Motion Control

*ll CNC machine types share this commonality1 )hey all ha%e two or more pro!rammable directions of motion called axes. *n a&is of motion can be linear (alon! a strai!ht line" or rotary (alon! a circular path". 3ne of the first specifications that imply a CNC machine's comple&ity is how many a&es it has. 7enerally spea$in!, the more a&es, the more comple& the machine.

)he a&es of any CNC machine are re+uired for the purpose of causin! the motions needed for the manufacturin! process. n the drillin! e&ample, these (6" a&is would position the tool o%er the hole to be machined (in two a&es" and machine the hole (with the third a&is". *&es are named with letters. Common linear a&is names are 8, 9, and :. Common rotary a&is names are *, ., and C.

Programma le accessories * CNC machine wouldn't be %ery helpful if all it could only mo%e the wor$ piece in two or more a&es. *lmost all CNC machines are pro!rammable in se%eral other ways. )he specific CNC machine type has a lot to do with its appropriate pro!rammable accessories. *!ain, any re+uired function will be pro!rammable on full4blown CNC machine tools. 2ere are some e&amples for one machine type.

Machining centers
*utomatic tool chan!er <ost machinin! centers can hold many tools in a tool ma!a=ine. #hen re+uired, the re+uired tool can be automatically placed in the spindle for machinin!.

>pindle speed and acti%ation )he spindle speed (in re%olutions per minute" can be easily specified and the spindle can be turned on in a forward or re%erse direction. t can also, of course, be turned off.

Coolant <any machinin! operations re+uire coolant for lubrication and coolin! purposes. Coolant can be turned on and off from within the machine cycle.

The CNC !rogram

)hin$ of !i%in! any series of step4by4step instructions. * CNC pro!ram is nothin! more than another $ind of instruction set. t's written in sentence4li$e format and the control will e&ecute it in se+uential order, step by step.

* special series of CNC words are used to communicate what the machine is intended to do. CNC words be!in with letter addresses (li$e @ for feedrate, > for spindle speed, and 8, 9 / : for a&is motion". #hen placed to!ether in a lo!ical method, a !roup of CNC words ma$e up a command that resemble a sentence.

@or any !i%en CNC machine type, there will only be about ;04?0 words used on a re!ular basis. >o if you compare learnin! to write CNC pro!rams to learnin! a forei!n lan!ua!e ha%in! only ?0 words, it shouldn't seem o%erly difficult to learn CNC pro!rammin!.

The CNC control

)he CNC control will interpret a CNC pro!ram and acti%ate the series of commands in se+uential order. *s it reads the pro!ram, the CNC control will acti%ate the appropriate machine functions, cause a&is motion, and in !eneral, follow the instructions !i%en in the pro!ram.

*lon! with interpretin! the CNC pro!ram, the CNC control has se%eral other purposes. *ll current model CNC controls allow pro!rams to be modified (edited" if mista$es are found. )he CNC control allows special %erification functions (li$e dry run" to confirm the correctness of the CNC pro!ram. )he CNC control allows certain important operator inputs to be specified separate from the pro!ram, li$e tool len!th %alues. n !eneral, the CNC control allows all functions of the machine to be manipulated.

What is a C"M s#stem?

@or simple applications (li$e drillin! holes", the CNC pro!ram can be de%eloped manually. )hat is, a pro!rammer will sit down to write the pro!ram armed only with pencil, paper, and calculator. *!ain, for simple applications, this may be the %ery best way to de%elop CNC pro!rams.

*s applications !et more complicated, and especially when new pro!rams are re+uired on a re!ular basis, writin! pro!rams manually becomes much more difficult. )o simplify the pro!rammin! process, a computer aided manufacturin! (C*<" system can be used. * C*< system is a software pro!ram that runs on a computer (commonly a PC" that helps the CNC pro!rammer with the pro!rammin! process. 7enerally spea$in!, a C*< system will ta$e the tediousness and drud!ery out of pro!rammin!.

n many companies the C*< system will wor$ with the computer aided desi!n (C*B" drawin! de%eloped by the company's desi!n en!ineerin! department. )his eliminates the need for redefinin! the wor$ piece confi!uration to the C*< system. )he CNC pro!rammer will simply specify the machinin! operations to be performed and the C*< system will create the CNC pro!ram (much li$e the manual pro!rammer would ha%e written" automatically.

What is a DNC s#stem?

3nce the pro!ram is de%eloped (either manually or with a C*< system", it must be loaded into the CNC control. )hou!h the setup person could type the pro!ram ri!ht into the control, this would be li$e usin! the CNC machine as a %ery e&pensi%e typewriter. f the CNC pro!ram is de%eloped with the help of a C*< system, then it is already in the form of a te&t file. f the pro!ram is written manually, it can be typed into any computer usin! a common word processor (thou!h most companies use a special CNC te&t editor for this purpose". 0ither way, the pro!ram is in the form of a te&t file that can be transferred ri!ht into the CNC machine. * distributi%e numerical control (BNC" system is used for this purpose.

* BNC system is nothin! more than a computer that is networ$ed with one or more CNC machines. Dntil only recently, rather crude serial communications protocol (E>4-6-c" had to be used for transferrin! pro!rams. Newer controls ha%e more current communications capabilities and can be networ$ed in more con%entional ways (0thernet, etc.". Ee!ardless of methods, the CNC pro!ram must of course be loaded into the CNC machine before it can be run.

T#!es of CNC machines

*s stated, CNC has touched almost e%ery facet of manufacturin!. <any machinin! processes ha%e been impro%ed and enhanced throu!h the use of CNC. 5et's loo$ at some of the specific fields and place the emphasis on the manufacturin! processes enhanced by CNC machine usa!e.

In the metal remo$al in%&str#'

<achinin! processes that ha%e traditionally been done on con%entional machine tools that are possible (and in some cases impro%ed" with CNC machining centers include all $inds of millin! (face millin!, contour millin!, slot millin!, etc.", drillin!, tappin!, reamin!, borin!, and counter borin!.

n similar fashion, all $inds of turnin! operations li$e facin!, borin!, turnin!, !roo%in!, $nurlin!, and threadin! are done on CNC turning centers. )here are all $inds of special Foff4shootsF of these two machine types includin! CNC milling machines, CNC drill and tap centers, and CNC lathes. 7rindin! operations of all $inds li$e outside diameter (3B" !rindin! and internal diameter ( B" !rindin! are also bein! done on CNC grinders. CNC has e%en opened up a new technolo!y when it comes to !rindin!. Contour grinding (!rindin! a contour in a similar fashion to turnin!", which was
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pre%iously infeasible due to technolo!y constraints is now possible (almost commonplace" with CNC !rinders.

In the metal fa rication in%&str#'

n manufacturin! terms, fabrication commonly refers to operations that are performed on relati%ely thin plates. )hin$ of a metal filin! cabinet. *ll of the primary components are made of steel sheets. )hese sheets are sheared to si=e, holes are punched in appropriate places, and the sheets are bent (formed" to their final shapes. *!ain, operations commonly described as fabrication operations include shearin!, flame or plasma cuttin!, punchin!, laser cuttin!, formin!, and weldin!. )ruly, CNC is hea%ily in%ol%ed in almost e%ery facet of fabrication.

CNC bac$ !a!es are commonly used with shearin! machines to control the len!th of the plate bein! sheared. CNC lasers and CNC plasma cutters are also used to brin! plates to their final shapes. CNC turret punch presses can hold a %ariety of punch4and4die combinations and punch holes in all shapes and si=es throu!h plates. CNC press bra$es are used to bend the plates into their final shapes.

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 In the electrical %ischarge machining in%&str#'

0lectrical dischar!e machinin! (0B<" is the process of remo%in! metal throu!h the use of electrical spar$s which burn away the metal. CNC 0B< comes in two forms, %ertical 0B< and #ire 0B<. Gertical 0B< re+uires the use of an electrode (commonly machined on a CNC machinin! center" that is of the shape of the ca%ity to be machined into the wor$ piece. Picture the shape of a plastic bottle that must be machined into a mold. #ire 0B< is commonly used to ma$e punch and die combinations for dies sets used in the fabrication industry. 0B< is one of the lesser $nown CNC operations because it is so closely related to ma$in! tooling used with other manufacturin! processes.

In the woo%working in%&str#

*s in the metal remo%al industry, CNC machines are hea%ily used in woodwor$in! shops. 3perations include routin! (similar to millin!" and drillin!. <any woodwor$in! machinin! centers are a%ailable that can hold se%eral tools and perform se%eral operations on the wor$ piece bein! machined.

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Other t#!es of CNC machines

<any forms of letterin! and en!ra%in! systems use CNC technolo!y. #ater 'et machinin! uses a hi!h pressure water 'et stream to cut throu!h plates of material. CNC is e%en used in the manufacturin! of many electrical components. @or e&ample, there are CNC coil winders, and CNC terminal location and solderin! machines.

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(o o!!ort&nities relate% to CNC

)here is +uite a shorta!e of s$illed people to utili=e CNC machines. *nd the shorta!e is !rowin!. 0%erywhere !o hear manufacturin! people claimin! that they cannot find s$illed people. Dnfortunately, it has also been my e&perience that pay scales ha%e not yet reflected this shorta!e. 0%en so, you can ma$e a !ood wa!e and de%elop a rewardin! career wor$in! with CNC machines. 2ere are some of the 'ob titles of people wor$in! with CNC machine tools.

Working for man&fact&ring com!anies'

CNC helpers CNC tool setters CNC operators CNC setup people CNCpro!rammers C*< system pro!rammers CNC maintenance personnel

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 Working for com!anies that sell CNC machines

CNC ser%ice technicians CNC applications en!ineers CNC instructors

CNC Machine Tools

?4@aceH<achinin!HCenters CNCHBrillin!,<illin!HCenters CNCHBrillin!,)appin!H<achines CNCHBrillin!H<achines CNCHBrillH0lectricHBischar!eH<achines CNCH0lectricHBischar!eH<achines CNCH0n!ra%in!H<achines CNCH7rindin!H<achines CNCH2ori=ontalH.orin!H<illin!H<achines CNCH5athes CNCH<illin!H<achines CNCH#ireHCuttin!H<achines <achinin!HCenters NCH<achineH)ools

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In%&str# Profile
* trend in machine tools, $nown as reconfi!urable machinin! systems, has lately cau!ht the attention of some manufacturers who need somethin! that is more fle&ible than a dedicated line and produces !oods faster than a shop of CNC machine. . )he lines are called reconfi!urable because they consist of modules and, once they are pro!rammed, can be switched +uic$ly to turn out different, but similar pieces from a family of products. Proponents say that reconfi!urable machinin! systems ha%e car%ed out a niche between two other alternati%esIdedicated transfer lines, which are optimi=ed for producin! lar!e %olumes of specific parts, and computer numerical control machine tools, which ha%e a hi!h de!ree of fle&ibility but are slower to finish products. Eeconfi!urable machinin! systems ha%e been de%eloped for the automoti%e industry, for instance, as car companies ha%e increasin!ly outsourced their production to tier one suppliers and demanded price reductions. *utomoti%e parts manufacturers are bein! s+uee=ed further because new products are introduced more fre+uently today and product de%elopment times are increasin!ly compressed. )his has forced

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manufacturers to ma$e ma'or in%estments in lines with little or no security in terms of a pro!ram's %olume or duration. @aced with a difficult business en%ironment, some manufacturers see reconfi!urable machinin! systems as a way of addin! fle&ibility to their operations and offsettin! lar!e initial in%estments of machine tools. Eeconfi!urable machinin! systems can be implemented !radually to match production re+uirements and adapted to manufacture a ran!e of parts within a broad family. )he ad%anta!e of a dedicated transfer line is that it is optimi=ed to produce a lar!e +uantity of a sin!le component. )his situation re+uires a ma'or capital in%estment up front. )he line must be desi!ned for a predicted pea$ %olume, althou!h the pattern of a product cycle is that it ramps up !radually to the pea$ period followed by a !radual decline. 0%en if the predicted pea$ production %olumes are reali=ed, a dedicated line remains underused durin! ramp4up and ramp4 down.

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M")IN* TH+ RI*HT D+CI,ION

*ccordin! to Dlsoy, manufacturers need to consider the product mi& in determinin! which type of production line to in%est in. @actors to be considered include product mi&, the e&pected %olumes for those products, and how lon! production is e&pected to last. F.ased on those decisions, companies can then ma$e the decision about buyin! dedicated capacity, a fle&ible line, or a reconfi!urable line,F he said. Eeconfi!urable machinin! systems also present their own set of issues that need to be considered, he added. @or e&ample, chan!in! a line to produce a different product may necessitate chan!in! software and controllers. 3nce a company decides to ma$e a chan!e, it should be careful to a%oid problems of +uality or e&cess downtime. F*ny time you ma$e chan!es to anythin!, you potentially introduce problems,F Dlsoy said. F9ou ha%e to ma$e sure that any chan!es you ma$e don't affect +uality or throu!hput ne!ati%ely. *nd, if they do, you ha%e to be able to find the problems +uic$ly and resol%e them.F 2e said that the 0EC for Eeconfi!urable <anufacturin! >ystems has pro!rams that address these issues.

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Com!an# Profile
J93) the technolo!ical !iant in machine tool manufacturin!

industry of Ea'$ot has been in the industry since 19C9. the company be!an with the manufacturin! of !ear bo&es for machines and soon mastered the nuances of de%elopin! precision all !eared head lathe machine under brand name P3#0E. Now J93) is the one and only of its $ind in 7u'arat who produces hi!h4tech +uality CNC Gertical <achinin! Centers and )urnin! Centers. Dnder the e&perience and !uidance of Para$ramsinh Jade'a, the company flourished and impro%ed, displayin! a penchant for adaptin! to cuttin! ed!e technolo!y. J93) has become a leader in inno%atin! manufacturin! by introducin! the CNC )urn <ill Centers, Cam less Piston 3%al )urnin! <achines and Gertical <achinin! Centers with 5inear <otors for the first time in ndia. J93) belie%es in achie%in! the customerKs !oal with minimum cost by applyin! inno%ati%e manufacturin! techni+ues. J93) Ks products find usa!e in *utomobile part manufacturin!, .earin! industry, <achinery parts, *!ricultural ndustry, *ero >pace ndustry as well as defense sector industry.

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)he P3#0E brand products are considered as one of the best in ndia. )he products are desi!ned as per international standards usin! state of the art technolo!y li$e PE340n!ineer C*B(C*< software and tested for

Complete +uality assurance on E0N >2*# 5aser and .all bar calibration system. )he uncompromisin! thrust in desi!n and de%elopment has seen J93) ma$e bold inroads into new en!ineerin! territories by manufacturin! G<C ;0 5inear (a Gertical <achinin! Center with 5inear <otors" with unmatched parameters in speed, efficiency and performance. J93) has also produced inno%ati%e desi!n in )urnin! Centers by introducin! its model ># @)0E with its e&clusi%e %ertical monobloc$ compact structure. )he reputed awards and appro%al for this >3 9001 company includes )he .est nno%ati%e Besi!n award from C<) 4P<) )rust in <)08 -001, )he <*C2 N >) award in <)08 -001, )he .est nno%ati%e )echnolo!y Bisplay in 0N7 <*C2 -00- and an appro%al of desi!n from the <echatronics department of > 0<0N> *7., 7ermany.

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OB(+CTI-+,

(.OTI/, 0U"1IT. PO1IC. *t J93) , their mission is wor$ as a team for continual impro%ement in employee !rowth and customer satisfaction and emphasis on endea%orin! the stron! desi!n and en!ineerin!.

(.OTI 0U"1IT. OB(+CTI-+, 1. Customers to ta$e optimum benefits of their products. -. )o * continuin! emphasis on new ideas throu!h inno%ati%e en!ineerin! to feed the follow, manufacturin! methods for reducin! %ariations in the systems throu!h technical up !radation of the resources.

(.OTI 0UU"1IT. *O"1, 1. nstall machine as per the deli%ery schedule committed. -. ncrease production by 1?0L durin! financial year -00;4-00?. 6. Eesponse time to the customers will be one wor$in! day.

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M"R)+TIN* "ND ,"1+, PROMOTION

J93) is doin! sales promotion by the Birect <ar$etin!. Birect mar$etin! is the use of consumer4direct (CB" channels to reach and deli%er !oods and ser%ices to customers without usin! mar$etin! middlemen. )hese channels include direct mail, catalo!s, telemar$etin!, #eb sites, and mobile de%ices Birect mar$etin! is one of the fastest !rowin! a%enues for ser%in! customers. Birect mar$eters see$ a measurable response, typically a customer order. )his is sometimes called direct4order mar$etin!. )oday, many direct mar$eters use direct mar$etin! to build a lon!4term relationship with the customer. (Customer relationship mar$etin!". J93) has !i%en dealership also in outside re!ion li$e north, south and in forei!n country also. >o sales and ser%ices are pro%idin! by the respecti%e dealer in e%ery re!ion. Jyoti is comparati%ely new in CNC mar$et, so 'yoti ha%e less sales outside the west re!ion due to less awareness of 'yotiKs CNC machine, but now by the help of dealership 'yoti is tryin! to reach e%ery corner of the country and tryin! to e&pand their boundary !lobally.

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PRODUCT, O2 (.OTI
34 D56377 )he B84100 is a CNC Chuc$er ideally suited for small disc4type components. parameters. )he machine bed in a slanted monobloc$ desi!n. t is able to absorb torsion and %ibration, which ensures hi!hest precision, metal cuttin! capacity and tool life. 84 D56897 B84-?0 is a CNC )urnin! Center with slant4bed monobloc$ structure for hi!h ri!idity. )he machine has simultaneous 8, 9 / : a&is control throu!h > ND<0E M CNC system. )he machine facilitates operations li$e turnin!, borin!, facin!, threadin!, ri!id tappin!, profilin! etc. with stationary tool. #hile with li%e tool option, face millin!, Mey way millin!, cam millin!, profile millin!, drillin!, ri!id tappin! etc. operations are possible. ts monobloc$ structure permits hi!hly dynamic

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:4 ,WI2T+R * turnin! machine with a cuttin! ed!e technolo!y and an neophilic desi!n now opens up a new era for the Bry <achinin! )echnolo!y world. * specially conceptuali=ed desi!n $eeps the machine at an an!le of 90 de!ree so it can pro%ide added ad%anta!es. 3ne of the ad%anta!es allows %ertical fall of chip and coolant, pre%entin! any dama!es to linear motion !uideways and ball screws, thus increasin! o%erall machine life. )he other is that the desi!n helps to achie%e a precise and smooth dry machinin!. #ith its compact footprint, %ibration dampin! and low noise resonance, the >wifter is one of the most efficient and user friendly turnin! machines. ;4 2ORTIU, * turnin! machine with a cuttin! ed!e technolo!y and an neophilic desi!n now open era for the Bry machinin! technolo!y world. * specially conceptuali=ed desi!n $eeps the tool at an an!le of 90 de!ree so it can pro%ide added ad%anta!es. 3ne of the ad%anta!es allows %ertical fall of chip and coolant, pre%entin! any dama!es to !uide ways and ball screws, thus increasin! o%erall machine life. )he other is that the desi!n helps to achie%e a precise and smooth dry machinin!. #ith its compact footprint, %ibration dampin! and low noise resonance, the @ortius is one of the most efficient and user friendly turnin! machines.

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94 I6,+CT #ith cuttin! ed!e technolo!y and research, >0C) the Non Circular )urnin! <achine has become the first ndian <achine, >pecially desi!ned for *luminium Piston 3%al )urnin!. 2i!h dynamics of the machine is achie%ed by introducin! the latest linear motor technolo!y in tandem with > ND<0E M C;0 B Controller. <4 -MC ;7 1inear =$ertical machining center #ith cuttin! ed!e technolo!y and research, G<C ;0 5inear has become the first ndian machine with linear motors. Bual linear motors are used on all a&es for ma&imum dynamics and accuracy for hi!h +uality and faster production rates. >ince there are no mechanical transmission elements, such as lead screws or couplin!s, natural oscillation and the effect of elasticity, bac$lash and friction are lar!ely a%oided. )hus achie%in! acceleration rates up to 1C m(s -. )hese linear motors are ade+uately protected from dust en%ironment and maintained under controlled temperature with the help of a separate chiller unit.

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>4-MC ;77$ G<C ;00%, an inno%ati%e addition in the ran!e of CNC Gertical <achinin! Centre. t is the most useful machine for manufacturin! die, mould and precision components. )he machine has been desi!ned ta$in! in to consideration the 2i!h >peed <achinin! ( 2>< " technolo!y. )he 2i4dynamic desi!n of the machine can ta$e the acceleration rate up to ?.0 m(s- . *nd with all these features, it becomes the most stables, dynamic and precise machine. #ith the launch of this machine Jyoti has added one more achie%ement in the ran!e of its most efficient and user4friendly machines.

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PRO(+CT PRO2I1+
PROB1+M D+2INITION
)o study the satisfaction le%el of the NJ93) CNCK Customer and stren!th and wea$ness of 'yoti CNC machine on the e&istin! ser%ice parameters and unra%el what else do they e&pect from the company as far as the ser%ices are concerned. *nd for new customer who re+uired or plannin! for CNC machine, how much they are aware of J93) CNC and ready to buy J93) CNC or some other companyKs CNC after comparin! all the parameters of J93) and others manufacturers.

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OB(+CTI-+,

Primar# O ?ecti$e

Jyoti enterprise is a one of the leadin! manufacturer of

CNC

machine in ndia. Ei!ht now they aimed to become the mar$et leader in ne&t fi%e to si& years. )his pro'ect will help them in future to achie%e his ob'ecti%e.

,econ%ar# O ?ecti$e
)o become a mar$et leader they should impro%e its product +uality which will atimately lead to the customer satisfaction and better performance of the product. .ut for the impro%ement they ha%e to $now the current scenario of the mar$et in terms of the abo%e for which this pro'ect will help them to reach their aim.

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R+,+"RCH M+THODO1O*.
R+,+"RCH "PPRO"CH
)his study is e&ploratory as well as fundamental in nature, as it stri%es for e&plorin! the insi!hts of the customers on the e&istin! ser%ice parameters and what else is re+uired on the same front.

CONT"CT M+THOD
)he customers were contacted throu!h1 1. 04mails (internet" -. )elephone 6. Birect Contact

R+,+"RCH T+CHNI0U+
1. <ethod of data collection is close4ended structured +uestionnaire type with an e&ception of open4ended +uestion. -. )he +uestionnaires ha%e been filled by the employees of the or!ani=ation durin! their wor$in! hours in the office premises. 6. )he si=e of the sample is si&ty.

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 R+,+"RCH PROC+,,
* response to %arious ser%ice parameters was obtained from the abo%e4mentioned customers with the help of a +uestionnaire, which was primarily an open4ended +uestionnaireO it also contained a close4 ended +uestion.

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 D"T" ,OURC+
STC 200 FORTIUS SWIFTER DX-100 DX-250+ TMC-250 VMC 400V VMC 500V VMC 70L I sect RAJKOT A D SURROU DI !S REST OF !UJARAT MUM$AI %U E RAJAST&A $A !ALORE C&E AI ' &A)DERA$AD ' M% " # # # 1 2 4 2 1 2 29 1 1 1 1 0 1 1 1 1 1 9 1 0 1 0 1 0 0 0 0 1 4 # 0 0 0 0 0 0 1 0 1 5 1 1 1 0 1 1 1 0 0 1 7 0 0 0 0 0 0 0 0 0 1 1 1 1 1 1 0 1 2 1 0 1 9 0 1 0 0 0 0 0 1 0 1 3 0 1 0 0 0 0 0 0 0 0 1 0 0 0 0 0 1 0 0 1 0 2 TOTAL 15 " 7 5 # ( " ( # * 70

DEL&I ' FARIDA$AD LUD&IA A EX%ORT MARKET TOTAL

SALES : PROJECTIONS 2004-05 (FIRST QUARTER)

)his data shows the pro'ection of sales of different CNC <achine durin! the first +uarter of -00;40?. @irst +uarter pro'ection is -0L of the total pro'ection of year -00;40?. Pro'ection is ?L less because pro'ection is after buyin! the new machine. >o machine is purchased in second +uarter.

61

 >)C4-00 sales pro'ected ;0L of total sales and west re!ion sales pro'ected ?0L of total sales.

6-

*C)D*5 @ E>) PD*E)0E >*50> -00;40?

STC 200 FORTIUS SWIFTER DX-100 DX-250+ TMC-250 RAJKOT A D SURROU DI !S 11 1 2 4 0 0 REST OF !UJARAT 4 1 1 0 1 0 MUM$AI 5 1 1 0 0 0 %U E 5 0 0 0 2 0 RAJAST&A ' M% 0 0 0 0 0 0 $A !ALORE 0 0 0 0 4 0 C&E AI ' &A)DERA$AD # 1 0 0 0 0 DEL&I ' FARIDA$AD 4 0 0 # 0 0 LUD&IA A 5 0 0 0 0 0 EX%ORT MARKET 2 0 0 0 2 0 TOTAL #* 4 4 7 * 0 VMC 400V # 2 0 1 0 0 0 0 1 0 7 VMC 500V 1 0 0 0 0 0 0 0 0 0 1 VMC 70L 0 0 0 0 0 0 0 0 0 0 0 I sect 0 0 0 0 0 0 0 0 0 0 0 TOTAL 22 * 7 " 0 4 4 7 ( 4 71

)his all shown in table is the actual sales of Jyoti CNC durin! first +uarter of -00;40?. <ost effecti%e mar$et is west re!ion considerin! ra'$ot, rest of 7u'arat , <umbai and Pune. *s per JyotiKs sales pro'ection durin! first +uarter is almost achie%ed by the company. Pro'ection was around 70 units for first +uarter and sales is 71 units, so we can say that 'yoti has achie%ed 100L tar!et for the first +uarter after purchasin! new machine for hi!her producti%ity. Jyoti has to concentrate on n%entory Control and >upply Chain <ana!ement because <achine completes by ;00 parts and >o many parts they imports from other countries li$e 7ermany, Bubai, >weden..etc.

66

*C)D*5 E07 3N# >0 @ E>) PD*E)0E >*50> -00;40?

WEST STC 200 FORTIUS SWIFTER DX-100 DX-250+ TMC-250 VMC 400V VMC 500V VMC 70L I sect TOTAL 25 # 4 4 # 0 ( 1 0 0 46 SOUT& # 1 0 0 4 0 0 0 0 0 8 ORT& * 0 0 # 0 0 1 0 0 0 13 EX%ORT 2 0 0 0 2 0 0 0 0 0 4 TOTAL 39 4 4 7 9 0 7 1 0 0 71

6;

 )his data shows the re!ion wise sales of different CNC machine of 'yoti. #e considerin! ; re!ions #est, >outh, North and 0&port. )he domain mar$et for Jyoti CNC is #est re!ion. ?0L of total sales is in #est re!ion. 2i!hest sales is of >)C4-00 about more than ?0L of total sales. >ales outside the #est re!ion are +uite low compare to west re!ion.

PRO(+CTION R+*IONWI,+ 2IR,T 0U"RT+R ,"1+, 877;

6?

 ,"MP1+ P1"N
)he sample under study consisted of around A0 company which are
WEST 1" 4 # # 4 0 4 1 1 0 38 SOUT& ( 2 0 0 2 0 # 0 0 1 14 ORT& # 2 0 1 0 0 1 1 0 1 9 EX%ORT 2 1 1 1 1 1 1 1 0 0 9 TOTAL 29 9 4 5 7 1 9 3 1 2 70

usin! J93) CNC and ;0 company which are plannin! to buy CNC machine.

6A

"N"1.,I,

30

25 25

20

18

RO! ECTED 15 "CTU"L

10 6 5 4 3 3 4 3 4 4 3 4 1 0 0 STC 200 FORTIUS SWIFTER DX-100 DC-250+ TMC-250 VMC 400V VMC 500V VMC 70L I sect 0 1 1 0 0 0

WES T R EG ION

)his !raphs shows us the comparison between the actual sales and pro'ected sales of first +uarter -00;. )he !raphs is shown west re!ion sales of different products of 'yoti CNC. #e can see that pro'ected sales and actual sales is appro&imately same so we can say that company has achie%ed tar!et e&actly. )here are some %ariations in indi%idual products but the o%erall sales is e&actly matched the tar!eted sales. )his is happened due to chan!e in application or the choice the choice of the consumers. #e are 'ust concentratin! on west re!ion thatKs why only !raph shows the comparison of west re!ion ( Ea'$ot and surroundin!, mumbai / pune"

67

COMP"RI,ON O2 (.OTI WITH TH+ COMP+TITOR,

COM%A )
J)OTI Ace-Des251e. LMW &MT ,te< E = E>ce44e1ce? ! = !,,/? F = F32.? % = %,,.

C+st,-e. A63.1ess E E ! F

%.,/+ct 7+342t8 E E E !

%.,/+ct A93243:242t8 E E ! F

Tec012c34 Ass2st31ce ! E ! !

Se44215 St3;; E ! F %

*fter filled up all the +uestionnaire, ha%e made the abo%e table. )his table shows the comparison of J93) with the its competitor li$e *ce4Besi!ner, 5<#, 2<). Jyoti is doin! well in e%ery field but they ha%e to impro%e )echnical *ssistance. n other field company should maintain its performance and need to impro%e technical assistance to become mar$et leader.

6C

PO,ITIONIN*
Positionin! starts with a product. * piece of merchandise, a ser%ice, a company, an institution, or e%en a personQ.ut positionin! is not what you do to a product. Positionin! is what you do to the mind of the prospect. )hat is, you position the product in the mind of the prospect. >o in my sur%ey of CNC machine, so many customers are not satisfied with the 'yotiKs machine. )hey ha%e faced so much problem durin! its operation while so many customers are fully satisfied with the 'yotiKs machine, but some of them are not ready to buy 'yotiKs machine a!ain. >o they mi!ht be not properly ser%ed by the company thatKs why the ima!e of the company in customer minds in not !ood. .ut that is not the case of each customer, so many customers are fully satisfied with the 'yotiKs machine and they are ready to buy more 'yotiKs machine. >o problem occurred mi!ht be due to less awareness of operations of CNC machine. *round C0L of the customer ha%e %isited, fully satisfied with the

'yotiKs machine but they are also facin! some minor problems often, but -0L are not ready to use 'yotiKs machine in future because of so much trouble in past due to ma'or fault. >o company ha%e to sol%e the problem of customer re!ularly to $eep !ood ima!e of company.

69

I%entif#ing Com!etitors
t would seem a simple tas$ for a company to identify its competitors. 2owe%er, the ran!e of a companyKs actual and potential competitors is in reality much broader. * company is more li$ely to be hurt by emer!in! competitors or new technolo!ies than by current competitors. >o CNC machine manufacturers in ndia and abroad are so many but the main competitor of the 'yoti in saurashtra re!ion is *ce4Besi!ner of .an!alor. >o 'yoti ha%e to compete with the them to achie%e monopoly or to become mar$et leader in saurashtra re!ion.

;0

IMPORT"NT "R+" TO IMPRO-+

I-@,.t31ce ,; I-@.,9215 A;;,./3:242t8 C,-@et2t,. St31/215 31/ S@ee/ Rec,--e1/e/ St31/215 A&-M-LBC A&-M-LB Act2,1 E ! E ! L L & M L L & & &OLD MO ITOR I VEST &OLD

C,-@et2t29e A/931t35e Tec01,4,58 C,st 7+342t8 Se.92ce ,te< E = E>ce44e1t?! = !,,/?F = F32.?% = %,,. & = &250? M = Me/2+-? L = L,6

C,-@318 St31/215 E E ! E

J93) need to impro%e upon the !uardin!.)he machine performances are e&ellant in performance. )hey can not pro%ide +uality as per their assurance in fabrication wor$ , compare to the competitor li$e *ce4Besi!ner. n other field li$e technolo!y, cost , and ser%ice 'yoti is doin! e&cellent because itKs a local manufacturin! company.

;1

,TR+NT*H "ND W+")N+,, O2 (.OTI

,TR+N*HT,
1. 5ocal manufacturer. -. @ast ser%ice. 6. 5ower price. ;. Customi=ation and Customeri=ation. ?. 7ood ima!e in local mar$et. A. Dsin! ad%ance )echnolo!y. 7. 0&cellent after sales ser%ice. C. Performance of machine.

W+")N+,,
1. >lower production rate. -. mproper fabrication unit. 6. Company is new in mar$et. ;. >i=e of machine ?. 3ften lea$a!e of coolant. A. nterchan!ibility ( refi&in! of panels. 7. mproper hydraulic system. C. Need to impro%e sheet metal wor$.

;-

QUESTIONNAIRE
Name Bescription Company *ddress 1 1 1 1 (Puestionnaire for e&istin! customer" HHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHH HHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHH HHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHH HHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHH HHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHH HHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHH HHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHH HHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHH HHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHH HHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHH

-isiting Car%

Phone @a& <obile 04mail

1 1 1 1

#hich CNC <achine usin!R HHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHH @or what purposeR HHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHH Dsin! only J93) CNC <achine or other CompanyKs alsoR J93) CNC ( 3ther (HHHHHHHHHHHHHHHHHH" f other CNC is usin!, for what purposeR HHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHH @or that purpose why not J93) CNCR HHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHH HHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHH H HHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHH H f only J93) CNC is usin!, why you prefer only J93) CNCR HHHHHHHHHHHHHH HHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHH H HHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHH H *ny more re+uirement of CNC <achineR 90>(N3 f 90> then which typeRHHHHHHHHHHHHHHHHHHHHHH Need any further information about productR 90> ( N3 f 90>, which typeR o Catalo!ues ( <ore )echnical nformation o Gisit by our Eepresentati%e *ny 3thers1HHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHH

Im!ortant Notes '

;6

0&estionnaire "nal#sis
)he aim of +uestionnaire is to the find out the stren!th and wea$ness of the CNC machine of the company )his +uestionnaire is mainly desi!n for the 'yotiKs current customer. )his +uestionnaire is open ended because with the help of close ended +uestionnaire we can not find out e&actly performance of machine because there are hardly two or three competitor of 'yoti. .y collectin! the %isitin! card we can find all the rele%ant information about the company that ha%e %isited. >o time can sa%e at the time of fillin! up the +uestionnaire. @rom the first two +uestion we can find that customer is usin! 'yotiKs CNC machine or of some other manufacturerKs and its application. Ne&t +uestion tell us that customer is usin! only 'yoti machine or other companKs also. >o we can find that why customer is usin! other companyKs machine alsoR )here should be some reason behind usin! two companyKs machine for the same purpose. >o if customer usin! other companyKs machine, we can find that what is the difference of two CNC machine of different manufacturer. >o if customer is satisfied with any of the two machine we can find out the comparison of that two. >o we can find out the stren!th of the machine and wea$ness of the machine that why customer preffered other machine thou!h they ha%e purchased first 'yoti CNC. >o by analy=in! the reply of the customer we can find out the stren!th and wea$ness of machine in terms or satisfaction or dissatisfaction of customer.
;;

 f customer is fully satisfied with the 'yoti CNC, reason behind that will be stren!th of company and dissatisfaction will lead to the wea$ness of CNC machine or company. >ome blan$ space is a%ailable for the su!!estions, remar$, problems / complement for the 'yoti that can be usufull information for the company.

;?

 QUESTIONNAIRE
Company Name Contact Person Besi!nation *ddress 04<ail Contact No. <obile No. )ype of .usiness 1 1 1 1 1 1 1 1 (Puestionnaire for new customer" HHHHHHHHHHHHHHHHHHHHHHHHHHHHHHH HHHHHHHHHHHHHHHHHHHHHHHHHHHHHHH HHHHHHHHHHHHHHHHHHHHHHHHHHHHHHH HHHHHHHHHHHHHHHHHHHHHHHHHHHHHHH HHHHHHHHHHHHHHHHHHHHHHHHHHHHHHH HHHHHHHHHHHHHHHHHHHHHHHHHHHHHHH HHHHHHHHHHHHHHHHHHHHHHHHHHHHHHH HHHHHHHHHHHHHHHHHHHHHHHHHHHHHHH HHHHHHHHHHHHHHHHHHHHHHHHHHHHHHH HHHHHHHHHHHHHHHHHHHHHHHHHHHHHHH

Gisitin! Card

*re you usin! CNC machinesR 90> ( N3 f 90> #hich typeR o )urnin! Centers o )urn <ill Centers o G<C o 2<C o *ny other o Name of <anufacturer and Country 1 2a%e you heard or aware J93) CNC R HHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHH HHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHH HHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHH HHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHH f N3 , *re you plannin! for new CNC <(cs R 90> ( N3 f 90>, Purchase decision to be ta$en 1 #ithin 1 wee$ #ithin 1 month #ithin -46 months <ore than 6 months No need 2ottest Gery hot 2ot Potential Closed

f 90>, #hich type R or @or what applications R HHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHH HHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHH HHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHH ;A

HHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHH HHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHH HHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHH HHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHHH

;7

 205P )0NB0E N7 1 205P N @3E< 3@ 1 *PP5 C*) 3N >)DB9 3@ BE*# N7 *PP5 C*) 3N >)DB9 3@ J3. >D.< >> 3N 3@ @3E<*5 PD3)*) 3N N00B 3@ B*)0 3@ B05 G0E9 )3 .0 C3<< )0B N00B 3@ )0C2N3C3<<0EC *5 B0)* 5> 3@ C3<P0) ) 3E #3D5B 93D 5 M0 )3 G > ) 3DE P5*N) R N00B 3@ >0N 3E P0E>3N )3 .0 B0PD)0B )3 CD>)3<0E 0NB 90>

mportant Notes 1

;C

0&estionnaire "nal#sis
)his +uestionnaire is desi!n for the new customer who are not usin! any CNC machine or CNC machine of other companyKs. so with the help of this +uestionnaire we can find out the awareness of 'yoti. f customer is plannin! to buy the CNC machine, which companyKs CNC they are loo$in! for. >o reply of that +uestion will !i%e us the awareness of 'yoti and the brand ima!e of 'yoti. f customer is loo$in! for other companyKs CNC we can find out the difference between the two. >o that can be the wea$ness of the 'yoti. f customer is loo$in! for the 'yoti CNC difference with the other will lead to the stren!th of the 'yoti CNC. >o if customer is unaware of the CNC machine or the 'yoti, we can pro%ide the information about the CNC machine and the 'yoti. >o in terms of information, they can as$ any of the !i%en abo%e in the +uestionnaire. >o if customer ready to buy the machine, we can as$ company for the further procedure. >o by fillin! up this +uestionnaire we can do the direct mar$etin! of the company.

;9

Concl&sion
*fter completion of this pro'ect , as per analysis of pro'ected sales and actual sales , can conclude that , Company has to concentrate on +uality impro%ement and customer satisfaction for the increase in mar$et share and to compete the other manufacturers.

)o become mar$et leader, Company ha%e to maintain their stren!ths and ha%e to im!ro$e in their weaken areas4

?0