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AN ORGANISATIONAL STUDY AT

KLF NIRMAL INDUSTRIES PVT.LTD, IRINJALAKUDA


Course Code (cc-21) Submitted in partial fulfillment of the requirement for the award of Degree of

MASTER OF BUSINESS ADMINISTRATION


Mahatma Gandhi University, Kottayam

Submitted by Neethu V.S. (Enrollment no: 10/101/PF/112) Under the supervision of Ms. Mary T.L.
ST. JOSEPHS ANNEXE, IRINJALAKUDA (Mahatma Gandhi University Off-Campus Study Centre) Centre Code: 101

School of Distance Education Mahatma Gandhi University, Kottayam, Kerala-6865 2010-2012

ST.JOSEPHS ANNEXE IRINJALAKUDA

(MAHATMA GANDHI UNIVERSITY OFF-CAMPUS STUDY CENTRE) CENTRE CODE: 101

Certificate
This is to certify that this organization study report entitled AN ORGANISATIONAL STUDY AT KLF NIRMAL INDUSTRIES PVT.LTD, IRINJALAKUDA is a bonafide record of study done by NEETHU V.S., Enrollment No: 10/101/PF/112, under my guidance and supervision and that it has not previously formed the basis for the award of any Degree, Diploma, Associate ship or fellowship to her.

Dr.Sr.Thressiama K.V. Course Co-ordinator Irinjalakuda DateSubmitted for viva examination held on

Ms. Mary T.L. Guide

External Examiner

DECLARATION

I, NEETHU.V.S, hereby declare that the organization study report entitled AN ORGANIZATIONAL STUDY AT KLF NIRMAL INDUSTRIES, IRINJALAKUDA submitted in partial fulfillment of the requirement for the award of the Degree of MASTER OF BUSINESS ADMINISTRATION of Mahatma Gandhi University, Kottayam, is a record of study done by me under the supervision of Ms. Mary.T.L, Department of Commerce and Management studies, St. Josephs college Annexe, Irinjalakuda. I declare that this organizational study report has not formed the basis for the award of any Degree, Diploma, Associate ship, Fellowship or other similar title recognition.

Place: Irinjalakuda Date:

NEETHU.V.S Enrollment.no.:10/101/PF/112

ACKNOWLEDGEMENT

This project would not have been a successful one, without the co-operation of a lot of people, whose support and guidance cannot be left unnoticed, and above all, the blessings of Lord Almighty. I would like to express my profound gratitude to Dr. Sr. Anee Kuriakose, the principal of St. Josephs College, Irinjalakuda. I wish to thank Dr. Sr. Thressiama.K.V, Course Co - ordinator, St. Josephs college Annexe, Irinjalakuda, for their valuable guidance and suggestions. With great respect, I place on record my deep sense of immeasurable gratitude to Mr. Thomas.K. I, Head of Department of Commerce and Management Studies, for his valuable support and assistance. The main motivation and driving force behind my study was Ms. Mary. T. L, respected guide. She guided me at various stages of my study . I am abundantly grateful for her incomparable co operation and encouragement which has made me confident enough to come out with such great success. I would like to express my deep sense of gratitude to all staff members of MBA Department. St. Josephs college Annexe, Irinjalakuda,for their support extended to me throughout my endeavor. I acknowledge my sincere thanks to Mr. Paul Francis( manager) for giving me proper guidance to conduct my organizational study. I would like to express my grateful to the officials and staff of KLF for their whole hearted co operation in the collection of the data which is needed for this work. Finally I thank my family and friends for their eternal love and support which enabled me to complete this organizational report successfully.

TABLE OF CONTENTS

CHAPTER
1 1.1 1.2 1.3 1.4 1.5 1.6 Introduction

TITLE
Introduction to the study Scope of the study Objectives of the study Significance of the study Methodology of the study Limitations of the study

PAGE NO
1-4 1 1 2 2 3 4

2 2.1 2.2 2.3 2.4 3 3.1 3.2 3.3 3.4 3.5 3.6 3.7 3.8 3.9 3.10

Industry profile Introduction to the industry profile Global scenario Indian scenario State scenario Company profile History of the company Vision and mission Objectives of the company Capital of the company Competitors Future prospects and growth plans Board of directors Trade union presence Production units Partners role of company

5-11 5 6 7 8 12-24 12 13 13 14 14 15 15 16 16 17

3.11 3.12 3.13 3.14 3.15 3.16 3.17 3.18 4 4.1 4.2 4.3 4.4 4.5 4.6 4.7 4.8

Raw materials of company Purchase arrangement Manufacturing Process of company Pricing of the company Sales promotion Market share Organization structure Company life cycle Department study Production department Marketing Department Finance department Human resource department Purchase department Filling and packing department Sales and dispatching department Accounts and administration department

17 18 18 19 20 20 22 23 25-47 25 28 32 34 38 40 42 45

5 6

SWOT Analysis Suggestions and Conclusions Bibliography

48-49 50

LIST OF FIGURES

Figure No
3.1 3.2 3.3 4.1 4.2 4.3 4.4 4.5 4.6 4.7

Title
Market share of KLF Organization structure Company life cycle Production department Production process Marketing department Marketing distribution channel Finance department Human resource department Sales and dispatching distribution channel

Page No
21 22 23 26 27 29 31 32 34 44

CHAPTER -1 INTRODUCTION

1.1 INTRODUCTION TO THE STUDY


Here in this organization study, the researcher doing a deep study of KLF Nirmal industries. KLF oil industries is one of the leading manufactures of coconut oil industries in the southern states in India. It is the first fully automatic plant in Kerala. It reveals that the organizational strength and operating process. With the history of more than sixty years in the edible oil industry, KLF Nirmal is among the top selling brands of coconut oil in the country. In the recent years, KLF oil industries won good position in the minds of the people. It has its on vision and values. The industry gives light to the future needs also. KLF oil industries has maintained a sustained growth since its inception to become one of the Indias premium coconut oil manufacturing companies and spread its wings across the states Karnataka, Tamilnadu, Andra Pradesh, Maharashtra, Orissa and Chatisgarh apart from its home states of Kerala and the gulf countries of U.A.E, Bahrain, Qatar, Oman, Kuwait and Soudi Arabia, catering to the needs of its customers. KLF Nirmal industries situated in Irinjalakuda, in Thrissur district. Kerala is a leader in the Indian oil industries and a significant global player providing customer delight and enhancing partners share value. The company was established by Sri. K.L. Francis, a visionary businessman whose industry and foresight have made KLF Nirmal industries a name to reckon with Irinjalakuda in Thrissur district.

1.2 SCOPE OF THE STUDY


This study is conducted to know the structure and working of the departments of the organization of the KLF oil industries, established by Mr. K.L. Francis. This study would prove a base for the future plans and it would help to get a full picture of the organization. This study mainly focuses on the organization, its products and various departments. This study would help to know about the history of the company and to

find out the product and market share of the company and to understand the organizational structure as well as the working of the departments of the organization.

1.3 OBJECTIVES OF THE STUDY


The study mainly focuses on the organization, its products and its main departments. The main objective of this study is as follows: To gain knowledge about the organization, its functions and managerial aspects to the company. To analyze all the functions of each departments in the organization. To know about origin and history of the KLF Nirmal industries. To analyze the efficiency of the organization. To know about their competitors in market. To identify the board of directors, officers and number of labours in the company. To know trade union of the company. To know market share and product line of KLF Nirmal industries. To get information about the departments of KLF Nirmal industries and their working To find out the strengths, weaknesses, opportunities, and threats of the company.

1.4 SIGNIFICANCE OF THE STUDY


Organization study helps the students to gain practical knowledge of various processes involved in production of goods to marketing of goods. There is a gap between theoretical knowledge and practical knowledge. This study bridges the gap between theoretical knowledge and practical knowledge. The main aim of the study is to gain knowledge.

1.5 METHODOLOGY OF THE STUDY


Research methodology is a way to solve the research problem. It may be explained as a science of studying how research is done scientifically. Research means to search new knowledge. Methodology states what and how the researcher should undertaken during the study. This includes the overall sampling design, the data collection methods, statistical techniques etc. The research methodology gives an outline of the study and approaches adopted for field study, the measurement concepts and the procedures are employed for the analysis of the data collected.

1.5.1 Primary data


Primary data is collected through surveys and interviews. It happens to original in character.

1.5.2 Secondary data


Secondary data means that are already available. This data has already been collected and analyzed by others before. It is collected from company records, publications, books and journals.

1.6 LIMITATIONS OF THE STUDY


The data collected is limited because of personal bias. The busy work schedule of respondents restricted to get detailed information. The study was conducted with in a short period of time, so time was major limiting factor. The information collected as secondary data may be incorrect as it was not collected directly from source.

CHAPTER -2 INDUSTRY PROFILE

2.1 INDUSTRY PROFILE


For the about past 4000 years coconut has been using as a food and as a raw materials for the pharmaceutical products. Coconut and their multiple products were seen as sustainable resource which influenced every aspects of lives of tropical communities. The kernel and its water are most useful things. From the kernel the coconut oil and coconut milk are produced. During the world war 2, the water of young green coconut was used as the substitute for saline drip saving the life of many ailing soldiers. Coconut oil extraction has remained a traditional industry in the processing sector. The price of coconut continuous to be dependent on the price of the coconut oil. Coconut oil is produced mainly by three methods namely rotaries, the oil exporters and chakkus. The expellers are dominating the scene statistics show that there are roughly about 1400 oil mills in India producing nearly 450000 tones of coconut oil every year of which 30 % goes for cooking purpose, about 30% for toiletry purposes and the rest for industrial application. Most of the large scale industries market their product in attractive pack and pouches which has a ready acceptance among the urban consumers. The small scale unit sell their product mainly in loose form. Oil marketing and allied industries provide regular employment for thousand of persons. The modernized plants help in the extraction of the coconut oil to the maximum possible level and this ensure the low cost of production of the product. Modern methods of packing and the new areas of usage of coconut oil have increased.

There is a stiff competition between different brands available in the market. The introduction of coconut oil to the northern part of the country. Whether other edible oils than coconut oil were used for cooking and the popularly gained by the product have proved it to be a threat for the other edible oils. In India at present, there are more than 50 firms who manufacture and market the branded coconut oil in small packets of these 18 brands including that of kerafed and market fed originated from Kerala. The state trading corporation is also entering the field and they have already test marketed their product inside and outside the country. Even though international price of coconut in lower than the domestic price. The demand for the branded coconut oil in small packs is price inelastic provided quality is ensured and packed in attractive bottles. Some firms in Bombay and Calcutta are exporting coconut oil to the middle east market and foreign countries. All the above factors indicate that the coconut oil industry is a fast flourishing industry.

2.2 GLOBAL SCENARIO


The coconut, having originated in South East Asia including Austral Asia appears to have dispersed eastwards towards the pacific and further in to America, towards the West, it moved to India and Madagascar over the calm tropical waters. Although, it was often considered as an ocean dispersed nut due to its sustenance viability in sea water for over 100 days, sea traveler were also responsible for worldwide introduction and propagation of Coconut plantation. This is significant from the fact that Spaniards introduced it into West Indies and Southern shores of the Caribbean sea, the Portuguese introduced it to Bahia and other parts of Brazil,

Polynesians Sea-Farers further spread it to different Islands of pacific, the Arabs disseminated it on the African coasts and maritime Tamils together with the Mariners of the Bengal coast distributed it into the lands of the Indian Ocean.

2.3 INDIAN SCENARIO


The coconut is not only significant in socio cultural needs of our society, but also has gained considerable importance in the national economy as a potential source of rural employment and income generation among the plantation crops. The countrywide demand for coconuts both for edible and non-edible purpose, the adaptability of coconut palm to grow under varying soil and climatic conditions has generated keen interest among the people of even non-traditional zones in the country to plant a few saplings in their homestead gardens. The coconut palm requires a warm climate without greater diurnal variation of temperature. The ideal mean temperature is usually at 270C and the average diurnal variation between 50C and 70C. The palm grows best under a well distributed rainfall between 1,300 mm and 2,300 mm, throughout the year. Even higher precipitation up to 3,800 mm is tolerated, provided that soil drainage is good. The palm requires plenty of sunlight and does not flourish in cloudy regions. The young palms do grow under shades of old palm during replanting but requires sufficient room for roots and light for growth. Therefore, it makes desirable to remove old palms when palm trees attain the age of eighth year. The growth of palms towards the light or their heliotropism could be noticed on the seashore plantations. The coconut palms flourish well on sandy soils along the sea coast, but also grow on various types of soil, provided there is free-drainage and allow unrestricted root development and aeration, viz Alluvial soils (Godavari delta), Lateritic soils (Red loam) in West Coast. Based on climate, soil, physical and chemical characteristics and the length of growing period, India is broadly delineated into 20 agro-eco regions, 60 eco sub regions. The coconut palms are grown in most of the zones, except sub tropic and temperate regions, which includes 19 states and 3

union territories in the country. However, they are favourably adapted to coastal Agro ecosystem-having coastline of 8129 km. and its Peninsular region bounded by the Arabian sea on the West, the Bay of Bengal on the east and Indian ocean on the south. Andaman and Nicobar Islands in the Bay of Bengal and Lakshadweep Islands in Arabian sea are unique inland eco-system where coconut plantation is widely grown.

2.4 STATE SCENARIO


The coconut palm being a small land holders plantation crop grown in 1.89 million hectare area in the tropical belt of the country extending from Kerala, Karnataka, Tamil Nadu, Andhra Pradesh in south, Gujarat, Maharashtra in west, Orissa and West Bengal in the east, Assam and Tripura in the North Eastern region of India and is a means of living for millions of people inhabiting in the traditional and non traditional coconut growing states and union territories. The islands of Andaman and Nicobar and Lakshadweep are other traditional coconut areas. Since the coconut crop has a national acceptance due to country wide demand either for edible, non-edible or religious purpose, it has triggered keen interest among people of even the nontraditional states to try few saplings in their home stead gardens. The major socioeconomic feature of this plantation crop is that it is predominantly cultivated in small and marginal holding and with medium resource to poor farm environment having less marketable surplus. It has been reported that the national average productivity of coconut in India is very low i.e. around 40 nuts per palm per year. The low productivity of coconut crop in the country has been on account of several reasons, i.e. lack of adoption of scientific cultivation practices to enhance productivity, which helps in bringing down the cost of production. In most of the small coconut holdings, the soil nutrients and water are limiting factor in crop production. The unique nature of Indian coconut sector is the rain fed nature of crop cultivation coupled with

practicing subsistence farming which often leads to low level returns from the holding. It can be seen in the foregoing paragraphs that there is distinct difference in the pattern of distribution of this crop in the country. Kerala, the southern most state situated along the West coast is a major coconut growing state. Except in Kerala and a few small states and union territories, coconut is not grown contiguously but limited to only congenial belts accounting to an insignificant portion of the total arable agricultural area. Kerala, Karnataka, Tamil Nadu and Andhra Pradesh are therefore the four major coconut producing state, sharing 90.8 per cent of the total area, whereas the contribution of other states / union territories is only 9.2 per cent.

2.4.1 Strength of coconut industry


One of the leading producers of coconut in the world producing 13 billion nuts per annum. Coconut area distributed in 18 states and 3 union territories under different agroclimatic conditions. 3000 years tradition in coconut cultivation. Premier coir manufacturing country in the world. Producer of best grade milling copra in the world yielding high grade coconut oil known for its aroma and flavor. Large number of farmers co-operative societies in primary processing and marketing. Govt. agencies such as kerafed, state trading co-operation Kerala state marketing federation and Karnataka state marketing federation in manufacturing of branded coconut oil in small packs. Wide range of coconut products both edible and non- edible available for exports. Technical know-how and trained manpower for the manufacture of various coconut based products. Availability of research support by reputed research organizations such as CSIR, ICAR and DRDO.

Good number of cultivars/varieties having specific nut characteristics

2.4.2 Coconut products


Tender coconut water Copra Coconut oil Raw kernel Coconut cake Coconut toddy Coconut shell based products Coconut wood based products Coconut leaves Coir pith

2.4.3 Coconut oil


Coconut oil is extracted from the kernel or meat of matured coconut harvested from the coconut palm(cocos nucifera) throughout the tropical world it has provided the primary source of fat in the diets of millions of people for generations. It has various applications in food, medicine and industry. Coconut oil very heat stables it makes an excellent cooking and frying oil. It has a smoke point of about 360 of (180c) because of its stability it is slow to oxidize and thus resistant to rancidity, lasting up to two years due though saturated fat content.

2.4.5 Benefits of coconut oil


Some of the benefits are: Promotes health of our heart. Supports a healthy metabolism. Support our immune health system. Provides us with an immediate energy source. Helps to keep our skin healthy and good looking. Supports the proper functioning of our thyroid gland.

2.4.6 Commercial opportunities


The coconut based industries provides full time or part time employment to 2 million people in India. India is a country producing nearly 25% of worlds coconut products. Other major countries producing coconut are Philippines and Srilanka. Coconut oil contributes 7%of the total export income of the Philippines, the worlds largest exporter of the product. In India more than 90% of production is contributed by the 4 southern states: Kerala Tamil Nadu Karnataka Andhra Pradesh

CHAPTER -3 COMPANY PROFILE

3.1 HISTORY OF THE COMPANY


The history of KLF Nirmal industries starts when a family started an oil industry at Irinjalakuda under the name KPL oil mills in 1944. This is still considered as one of the pioneers of coconut industry in Kerala. When KPL oil mills get in to very smooth working order, Mr. K. L. Francis handed over its executive control to the younger generation and moved on to new areas of business. Now the company produces about 8000 tones of coconut oil in the brand name KLF Nirmal and has an annual turn over of 85 crores. The KLF Nirmal industries were established by Sri. K. L. Francis in the year 1998. K. L. Francis is born in to a traditional business family in the small town of Irinjalakuda in Thrissur district of Kerala. Mr. K. L. Francis pioneered the practice of procuring copra directly from farmers and redefined the indegious oil extraction process. The residue from the extraction process converted in to cattle feed. This company was formed, as a partnership at will. The partnership deed was executed on 10/11/1990 and registered under the Partnership Act of 1932. The plant is situated in a plot of 14 acres near by Christ college Irinjalakuda. With a history of more than 60 years in the edible oil industry, Nirmal is among the top selling brands of coconut oil in the country. Adhering to the highest quality parameters from copra procurement through processing to packaging, Nirmal is synonymous with whats pure, whole some and healthy in edible oil with a state of the act extraction and packaging plant located at Irinjalakuda in Thrissur district of Kerala. Nirmal produces high grade coconut oil and gingelly (sesame)oil. The company is an associate concern of KLF group concern. The company has made tremendous achievements in the domestic market and has recently moved to the international business.

3.2 VISION AND MISSION


Vision
Our vision is to be the No.1 producer of high quality coconut oil in the country, to be the one brand that consumer across the world identifies and recognize to be the best in its category.

Mission
our mission is to produce edible oils of the highest quality by adhering to international standards industry best practice, and by inculcating a work culture focused on innovation and positive change.

3.3 OBJECTIVES OF THE COMPANY


The main objectives of the company are: To provide quality products at best and suitable price. To make sure about the customer satisfaction to enhance the exporting of gingelly oil. To implement new technology to promote the production of gingelly oil. To produce premium quality coconut oil and gingelly oil using VISIC technology. To provide sound awareness of the people about VSIC technology through advertisements. To make available the KLF Nirmal products globally. To increase the annual turnover of the company. To increase the market share of the KLF Nirmal oils. To implement new technology to crushing the copra for extracting oils.

Vaccumized Steam Injected Cooking (VSIC)


VISIC Technology is a unique method of processing edible oil those results in other moisture content, less chance of the oil becoming stale and increased product shelf life. Reduced moisture content allows the oil to heat up faster while also minimizing table spread, besides contributing to energy savings. VISIC Technology also ensures uniform cooking of food items, which in turn enhances palatability.

3.4 CAPITAL OF THE COMPANY


KLF oil industries was started with an initial capital of 7500000 in plants and machinery and partners capital was 500000 divided among the partners as follows. Partners no 1 .. Mr. John Francis .. Rs. 105000 Partners no 2 .. Mr. Sunny Francis .. Rs. 165000 Partners no 3 .. Mr. Paul Francis .. Rs. 165000 Partners no 4 .. Mrs. Beena John .. Rs.65000 Present capital . 2.40 crores

3.5 COMPETITORS
Serve competition exists in the oil market. Most of the people in Kerala, and many other southern states of India use coconut oil for cooking and this make the competition very severe. The various marketing strategies followed by the KLF Nirmal industries help it to get a big share of the market. The main competitors are: Parachute oil Kera coconut oil KPL shudhi oil

Thanima coconut oil

3.6 FUTURE PROSPECTS AND GROWTH PLANS


Major growth plans of the concern are: Providing information about the VISIC technology to the people. Appointing skilled workers in research and development department to ensure the quality of the oil. Implement new technologies to reduce the time taken for the crushing the copra. Enhance the production of sesame oil and promote the product through advertisements. By implementing these plans, making better prospects of the company. Enhance the export of the coconut oil.

3.7 BOARD OF DIRECTORS


Mr. John Francis . Director Mr. Sunny Francis . Director Mr. Paul Francis Mrs. Beena John Mrs. Soniya Sunny Mrs. Sumi Paul .. Managing Director

3.8 TRADE UNION PRESENCE


In KLF Nirmal oil industries, trade unions were started in the year 2000. There are two types of trade unions namely:

CITU
CITU means CENTER OF INDIAN TRADE UNION, 35 workers of the company are the members of this trade union.

INTUC
Indian National Trade Union Congress is the trade union of Indian National Congress. It was established in may 3rd 1947 and is affiliated with the ICFTU Asia and Pacific Regional organization, According to provisional statistics erom the ministry of labours.

3.9 PRODUCTION UNITS


Apart from the leader in its home states, KLF has strong presence on the states of Karnataka Tamil Nadu Andhra Pradesh Maharashtra Orissa Chhattisgarh

Its success in the domestic market has urged the group to carry out business in the international market. KLF Nirmal is now being exported to middle countries like. Bahrain Qatar Kuwait Saudi Arabia Apart from the company has strong connections in various countries like Philippines, Indonesia, Srilanka, Bangladesh and Kenya.

3.10 PARTNERS ROLE OF COMPANY


All the affairs and transactions of the firm are controlled and managed by the managing partners. Each partner takes an active role in the management of the various activities and functions of the concern. The managing partner Mr. Paul Francis looks after the purchase and production carried out by the firm. Mr. Sunny Francis controls the banking and marketing functions of the firm. He represents the firm on all proceeding of the partnership and for all revenue taxation including all Government and all a quasi-government transaction.

3.11 RAW MATERIALS OF COMPANY


Essential raw material of the KLF oil industries are coconuts(copra) and sesame, copra are mainly purchased from the copra farmers and the processors of places like Thrissur, Malapuram, Kozhikode, under a special working board or developed by the company Gingelly (sesame) is mainly purchased from Tamil Nadu. The procurement of the bottles, tins, cans etc also has vital role in the coconut oil business. These bottles, tins and cans are manufactured at the unit located in Thrissur, and Aluva.

3.12 PURCHASE ARRANGEMENT


The quality of the coconut oil is directly oil is directly related to the quality of copra. To ensure this KLF has established a network of five purchasing centers in Kerala for directly purchasing graded copra from the copra processors and farmers. All of the collection centers are situated in coastal area. All these centers are equipped with the infrastructures like copra drying yard, mechanical dryers, and storage godown etc required for processing the copra at the point of purchase itself without any delay. This is very important because copra can deteriorate in quality very soon and fungus will form on it, if not processed and fully dried immediately after the purchase

3.13 MANUFACTURING PROCESS OF COMPANY


Dried copra is paned through conveyor to drier where it is steamed. This steaming is done to remove all the left over moisture from the copra after drying as moisture free copra will give fine coconut oil. After steaming the copra, It is sent through a cradle conveyor to a cutter where the copra is cut into pieces. After the cutting of copra, the pieces are sent to a silo through a clevator and there are the materials are stored the next step is cooking of copra. The copra is cooked in a cooker and this process help to remove all the remaining moisture in the full dried copra. It enhances it special lingering aroma. Then the copra is sent for crushing. The crushing is done in three stages where 505 of the oil is extracted in the first stage, 12% in the second stage and in the final stage of crushing about 5% of oil can be extracted. It is to be noted that the coconut copra consists of 65% oil, 30% cake and 5% waste. After extracting the oil, there is the filtering process to give oil crystal clarity. This filtered oil is transferred in to the research and development wing to ensure the

quality of the oil before packaging. The R & D wing includes world class equipments to ensure the quality of KLF Nirmal oils. After quality checking in the lab, the filtered oil is sent to a clean oil storage tank and then to multi-head automotive volumetric liquid filling machine forme where oil is filled in bottles, sachets, tins and jars.

3.14 PRICING OF THE COMPANY


There is a strange situation prevails in the oil industry and price fixation of coconuts. Through copra is made from coconuts and coconut oil is from copra, the price of coconuts and copra is fixed on the basis of coconut oil in the wholesale markets KLF Nirmal products are sold at a price fixed by taking the following factors into consideration. Cost of copra and seasame Direct charges Competitive price Profit margin Market rates The pricing policy adopted here is the penetration pricing in which the products are sold for a price just below the price of the competing product, thus they try to increase the sales.

3.15 SALES PROMOTION


KLF oil industries have conducted various activities for the promotion of their sales. The various steps used by the company are: Organizing Healthy Hair Competition in the womens organizations in the different parts of the state of Karnataka. Taking part in various exhibitions and trade fairs. Advertising the products on television, radio, in fasion and family magazines and newspapers. This to done by valappila communications (Ad agengy) , Thrissur Providing free consumer items like comb, teaspoons etc, along with consumer packs, cans and tins. The company has three brands ambassadors film stars Mr. Innocent, Ms. Meera jasmine and Mrs. Anju Bobby George.

3.16 MARKET SHARE


KLF oil industries are sellers of coconut oil and sesame oil in bulk and consumer packs under the brand name KLF NIRMAL. The sale is made to six states in IndiaTamil Nadu, Karnataka, Andra Pradesh, Maharashtra, Orissa and New Delhi. These are in containers of 20kg, 15kg, tins and cans, 5kg cans, 2ltr cans,1ltr bottle, 500ml bottle, 200ml bottle and 100ml bottle. KLF oil mills sell the products through fifteen against in those states on consignments basis. The daily sale of the concern come to about 10 tones. A lot of incentives are given to distributors and dealer. Distributors are given 2% commission of their turnover. Company has computed 30% of market share in the Kerala market. VISIC technology helps them to achieve a vital place in oil industry.

3.16.1 Figure showing Market Share of KLF

MARKET SHARE OF KLF

OTHERS, 24%

KPL, 36%

PARACHUTE, 20%

KLF, 30%

Figure: 3.1

3.18 COMPANY LIFE CYCLE


Company life cycle refers to different stages through which the company passes away during its life time or operational time. KLF life cycle starts in 1960s ,i.e. when the company starts its business operation.

3.18.1 Figure showing Company Life Cycle

Sales And profit introduction

growth

0 Time

1970

2010

Figure 3.3

3.18.1 Introduction stage


This is the first stage in the life cycle of company. The introduction stage of the company is 1960s. The company starts its business operations in this stage and the profit was very low. It is a market pioneering stage to the company.

3.18.2 Growth stage


This is the second stage of the life cycle of the company. This stage cover end of 1960s and starting year of 1963. In this stage the sales and profits of the company increases. The company focuses on the customer satisfaction and better customer care. In this stage the company has to face severe competitions from other oil industries. In this stage the company introduces new sales promotional activities and new technologies as the part of changing marketing strategy. The last stage of the company life cycle is decline. At this stage the competition becomes severe. Sales and profit show a downward trend. More promotional activities can be introduced in this stage to attract new customers.

3.18.3 Present position of the company


The financial results of the company and the increasing business operations show that the company is in now in the growth stage. Increasing advertisements and quality services is mainly contributed to the growth of the company and its operations.

CHAPTER -4 DEPARTMENT STUDY

4.1 PRODUCTION DEPARTMENT


In KLF oil industries, the production department is controlled by the production manager; copra is the vital raw material for the production of oil . The process of manufacturing stars when the finally dried copra is passed through a conveyor to drier when it is steamed. The steaming is done to remove all left over moisture from the copra. After drying moisture free copra will give fine coconut oil. After steaming the copra, it is sent through a raddler conveyor to a cutter where the copra is cut in to small pieces. After cutting the copra, the pieces are sent to a silo through an elevator and their materials are stored. The next step is the cooking in a cooker and this copra is cooked in a cooker and this process helps to remove all the remaining moisture in a full dried copra and this enhance its special lingering aroma. Then the copra is sent for crushing. The crushing is done in 3 stages where 50% oil is extracted in the first stage, 12% in the second stage end the final stage of crushing about 5% of oil can be extracted, it is to be noted that coconut copra consist of 65% oil 30% cake and 5%waste. The filtered oil is then transferred to a clean oil storage tank and then to multi head automatic volumetric liquid filling machine from where oil is filled in bottles, sachets, tins, cans and jars.

4.1.1 Structure of production department

General Manager Production Manager

Production manager

Factory Manager

Supervisor Supervisor

Plan Service Manager

Supervisor

Figure 4.1

4.1.2 Production process

PROCUREMENT OF COPRA FROM THE FARMERS

PROCESSING OF COPRA

DRYING

STEAMING

COOKING

CRUSHING

FILTERING THE OIL

PACKING

SELLING Figure 4.2

4.2 MARKETING DEPARTMENT

Marketing is indeed as ancient art, it has been practiced in pone form or the other marketing concept means that an organization aims all its effort at satisfying its customers at a profit. The marketing concept is a simple, but a very important idea. It is not really a new idea in business it has been around for a longtime. Marketing is defined as the performance of business actively that direct the flow of goods and services from producer to customer or user. KLF has it all an aggressive marketing strategy, energetic sales team with an insight in to the future, tremendous confidence gained from the past and reasonable ambitious for an unprecedented innings ahead. KLF oil industries marketing department consists of 60 employees. Apart from the meeting the market needs in Kerala, KLF has made it presence felt in states like Madhya Pradesh Tamil Nadu Andhra Pradesh Karnataka New Delhi

4.2.1 Structure of marketing department

General Manager

Marketing Manager

Advertising Manager

Market Research Analyst

Sales Officer

Sales Representatives

Figure 4.3

4.2.2 Market distribution


Marketing department has made a contract with Valappila communication situated in Thrissur for the purpose of advertising its products. This agency mainly concentrates in the newspapers. Various marketing strategies followed by the marketing departments are: With a view to increase the sales, the colour of the bottle was changed from green to blue. The colour change has created a positive response. Large advertising campaign on television, radio, magazines and newspaper has been organized. The bottle has been made more attractive by providing an inner-cap and attached a nozzle to pour oil conveniently. The bottle has been made leak proof. Retail sales counter has been provided by the company to the distributer or retailers for the purpose of advertising. A lot of incentives are given to distributors and dealers. Distributors are given 4 to 5% commission on their turn over. The dealers get 10% and the retailers get 15% on their turnover by way of cash discount schemes. At temperature climate, coconut oil becomes solid fat and it becomes difficult to pour it out of the containers. This concern made the mouth of the bottle wide so that consumers can easily take the oil out even if it has become in a solid state.

4.2.3 Promotional activities


KLF promotes it through suitable and appropriate media. The main consumers for these products are middle class people. Advertisement activities of the KLF Nirmal are done by the Ad agency called Valappila in Thrissur. In the year 2006, KLF introduced new advertisement campaign. The brand ambassadors of the company are Mrs. Anju Boby George, the sports celebrity, Mr. Innocent and Ms. Meera jasmine, the cine celebrities.

4.2.4 Figure showing the Distribution channel of Marketing Department


MANUFACTURER

WHOLESALER

RETAILER

CONSUMER Figure:4.4 In KLF, the manufactures sell the products to the wholesaler. The wholesalers sell it to the retailers and ultimately it reaches hands of consumers. In the year 2006, the company introduces a oil wending machine, 85 machine all over Kerala. It helps the consumers to purchase the product at a less cost. Through this machine company can sell the oil at a price packing cost. The whole process is controlled by the marketing department.

4.2.5 Marketing research


Marketing research is done by the companys sales force by Redressal of consumers complaints. Seeing the competition activity With a view checking whether the channels in the distribution system are functionally effective or not.

4.3 FINANCE DEPARTMENT


The main function of the finance department of the KLF oil industries is to record the day to day transactions of the business. The chief of the department is the finance manager. Financial resources management at KLF oil industries includes collecting information about the survey of resources. It acts as a supporting department for providing relevant financial information to all departments. The P. K. Tampan management of KLF oil industries plans and makes available the relevant information and suggests control measures for financial resources to the related departments.

4.3.1 Figure showing Finance Department

FINANCIAL MANAGER

FINANCE OFFICER

FINANCIAL MANAGER

FINANCIAL MANAGER

CASHIER

ACCOUNTS OFFICER

WATCHMAN

WACHMAN Figure 4.5

4.3.1 Objective relating to finance functions


Selection of an optimum mix of different source of capital Profit maximization and more importantly wealth maximization To ensure control over expenses by constantly watching over expenditure and income Provide dividends to the partners or shareholders To utilize funds in such a manner that a rupee is made to work at its optimum level without endangering the financial solvency of the company through decisions such as capital budgeting, profit planning, tax management and working capital management

4.3.2 Objective relating to accounting functions


All assets and liabilities Are recorded and classified properly in accordance with the statutory requirements to reflect the financial position of the company as a particular date To maintain the truth and fairness of financial statements, viz balance sheet and profit and loss account Receipts and payments of money are accurately recorded so that payable and receivable are correctly reflected All income and expenses of a particular period are accurately reflected in accordance with relevant statistics to gauge the working results of that period The company maintains adequate books of accounts there by compiling with the procedure of sec 209 of the companies act 1956 KLF oil industries are fully computerized in accounting and inventory management. Finance manager on 5th day of every month incorporating at the provisions

4.3.3 Employee benefits


In KLF oil industries, there are two labour unions. The period of settlement is for three years after which there will be renegotiations, From the analysis made, the researcher realized that employees are fully satisfied with their compensations provided by the company.

4.4 HUMAN RESOURCE DEPARTMENT


Human resource development programme are continuous and shaped to fit the culture changes in the organizations in relation to the needs of the individuals.

4.4.1 Figure showing Human Resource Department


HUMAN RESOURCE MANAGER

OFFICE PLANT STAFF

EMPLOYEES Figure 4.6

HRM manager is the head of the HR department. There are 100 persons working in KLF oil industries, out of this 100, there are 70 workers and 30 office and plant staff. Employees are given all facilities i.e. allowances, bonus etc, the retirement age of the workers is 60 years.

4.4.1 Job analysis


Job analysis is the process of analysis the job to know the nature and characteristics of people to be employed in different kinds of job. In KLF oil industries, this analyzing is done by the personnel managers.

4.4.2 Recruitment and selection


Recruitment is a positive process of searching for the required qualified person and stimulating them to apply for in the company. In KLF, the recruitment of employees is based or request forward by each deoartment. The selection committee comprises General Manager, Personal Manager and the manager of concerned department along with the partners. On determining the requirement, a notification will be issued to various media through advertisement inviting applications. The mode of invitations would vary according to the post for which the applications are invited. It is generally done through notice and local newspapers. Selection is the process of choosing the most suitable persons form all the applicants. Once all the applicants are received in the company; it would 15hen short list the applicants. Its policy is calling only the minimum number of people for further tests and interviews. Different tests are conducted for different jobs. These tests may include physical tests which are conducted for workers of lower level. For office jobs both written tests and physical tests have to be done. For a highly qualified job an interview committee is formed consisting of all the department heads and a professional interviewer.

4.4.3 Training and promotion


KLF oil industries on the job training to the employees. Staff are kept on probation and training for six months. If their performance is founds unsatisfactory at the end of six months. However if the candidates are found utterly incompetent their service will be terminated at the end of the training and probation, the candidates will be absorbed as regular employees of the company. In this company, on the job training is the most effective method of training. Under this method the new worker is placed on a regular job and training is given by his immediate supervisor at the working place. The company mainly follows coaching and study methods. The workers learn from the instruction, observation and hand-on experience. Technology speaking they are given vestibule training with the dimension of being given instructions. Workers are first selected as badlies. Badlies mean substitute workers. If a badly workers for a minimum of 240 days within a year, he would be made a permanent worker. A fresh one would be preferred only for lower divisional works. After the probation period, the manager under whom the employee is working gives an appraisal report to the personnel manager. Confirmation of the job is given after the based on the policy of the company; vacancies for the senior posts are filled from the junior posts through a system of internal promotions.

4.4.4 Performance appraisal


Performance appraisal is done for each employee after assessing or analyzing the following The quality of the world His behavior and trait Relation with other employees His efficiency and potentiality to complete the target in time

4.4.5 Working environment of the company


Employees are rotated on the basis of shifts the time of each shift is as follows: First shift: 8.00 AM to 4.00 PM Second shift: 4.00 PM to 12.00 AM Third stage: 12.00 AM to 8.00 AM General shift: 8.30 AM to 5.30 PM The working time of office staff is 9.30 to 5.30. There is a lunch break from 1.00 pm to 1.30 pm The company maintains fair working condition to protect the workers against industrial accidents.

4.4.6 Holidays
Government has notified 7 national holidays and 6 festivals holidays. KLF oil industry allows all of them.

4.4.7 Statutory benefits


The company provides the following statutory benefit to its employees.

4.4.8 Employees provident fund


Employer provides an amount equivalent to 8% of employees. Salary of EPF out of which 6.35% goes to the provident fund and goes to pension fund that is retirement benefit. An employee provides 8% of his salary to the provident fund.

4.4.9 Gratuity fund

According to central legislation, half a months salary for every years service after the completion of 5 years of service should be paid as gratuity on retirement.

4.4.10 Payment of bonus


Company provides a bonus of up to 15% maximum then there is a profit, and 6.35% incase of loss.

4.4.11 Table showing the Leave benefits


For non ESI employee one day sick leave is allowed. CATEGORY For daily rated workers CASUAL LEAVE 7 days PRIVILEGE/EARNED One day leave for 15 days of work For other employees 9 days 30 days per annum

Table 4.1

4.5 PURCHASE DEPARTMENT


purchasing department exists IN KLF Nirmal oil industry mainly adopt direct purchasing. The essential raw materials of the company are coconut (copra) and sesame. Copra is mainly purchased from the copra farmers and processors of place like Thrissur, Malappuram, Kozhikode, under special working bond developed by the company. Gingelly is mainly purchased from Tamil Nadu. The procurement of the bottles, tins, cans etc.. are manufactured at the unit located in Thrissur and Aluva. The quality of coconut oil is directly related to the quality of copra. To ensure this KLF has established a network of purchasing centers in Kerala for directly purchasing graded copra from the copra processors and farmers. All these centers are equipped with the infrastructure like copra drying yarn, mechanical dryers, and storage go

down etc. Required for processing the copra at the point of purchase itself without any delay. This is very important because copra and deteriorate in quality very soon and fungus will form on it, if not processes and fully dried immediately after purchase. In this process, KLF has not only developed a special bond with copra processors/ farmers but also taught them to process the copra according to their standards. They are also assured of regular supply of quality copra at each prevailing market rate. All the raw materials are seasonal and therefore are subject to frequent fluctuations in prices. Therefore raw materials are procured on the basis of SPOT purchase system.

4.5.1 Advantages and disadvantages of spot purchase


Advantages
It helps to fix a price lower than that of competitive rates. The supply of copra in the right time of production is possible due to SPOT purchasing. It helps to get quality products from the suppliers.

Disadvantages
It is very difficult in the time of audit and preparation of accounts. No security in the case of non supply of products. Human factor very crucial in the case of supply.

4.6 FILLING AND PACKING DEPARTMENT


In the production of cococnut oil, filling and packing department plays an important role. KLF Nirmal industries has unique purchasing, processing and manufacturing systems is its ultra modern packing and filling machines, installed in a specially designed hygienic environment, these machines ensure zero contamination for the entire product range. This department contains ten staff and forty workers for efficient and attractive packing and filling of coconut oil. KLF Nirmal oil industries have semi automatic and fully automatic machines for the process of filling oil in to different packets to attract the customers. They use 1,2,4 headed machines for this process. This department helps the company to increase the sales by means of providing the same products in different quantity at different packs for different price. It is very helpful to get oil at desired quality and price to the customers. The bottle has made more attractive by providing an inner cap and attached nozzle to pour oil conveniently. The bottle has also been leak proof. At the temperature, climate, coconut oil becomes solid fat and it becomes difficult to pour it out of the containers. The concerned made mouth of the bottle wide so that consumers can easily take the oil out even if it has become in a solid state. Nirmal products are available in convenient consumers packs of various capacities. Hitech packing machines ensure leak proof, tamperproof packing that helps retain the aroma of the products and increase their shelf life. Coconut oil is available in 6 different packs in tins, bottles, pouches, pet bottles. They are as follows:-

Coconut oil exports packs


This is mainly provided in quantities like 200ml, 500ml, 1liter and 2 liters export

packs are provided using bottles and tins, helps to protect the product from pollutions.

Coconut oil exports packs


This is mainly provided in quantities like 200ml, 500ml, 1liter and 2 liters exports packs are provided using bottles and tins, helps to protect the product from pollutions.

Blue packs
Blue packs are available to customers at 50ml, 100ml,200ml and 500ml packs with attractive blue colors.

Yellow packs
Yellow packs are available to customers at 50ml, 100ml, 200ml,500ml, and 1liter packs with attractive blue colors.

Pet bottles
Pet bottles are available to customers at 50ml, 100ml,200ml,500ml,and 1 liter packs. Pet bottles have highest demand because the oil can be seen to the customers because of transparency of bottles

Pouch packs
Pouches are very attractive and are available to customers at 50ml,

100ml,200ml,500ml,and 1 liter packs. It is more economical than the bottles. Because the price of the container also included in that packs. This type of filling and packing helps to attract more customers to use the product. Filling and packing department helps the company to attract the customers and to change the technology in future by means of research and developments. This department helps the company to enhance the sales of their products.

4.7 SALES AND DESPATCHING DEPARTMENT


KLF Nirmal oil industries sales and dispatching consist of 10 employees under manager. This is concerned with all activities which are involved in the process of transforming goods from the point of production to the point of consumption.

4.7.1 Functions of sales and dispatching department


Market research Selling Transportation Advertising and sales promotion Dispatching

4.7.2 Marketing strategies


Sales department has made a contract with Valappila communications Thrissur for the purpose of advertising its products. This agency mainly concentrates on the advertising in newspapers. Various marketing strategies followed by the sales department are: For attracting more customers the color of bottle has changed from green to blue. This color change creates a positive response. A large advertising campaign on television, radio, magazines and newspapers has been organized. The bottle has made more attractive by providing an inner cap and an attached nozzle to pour oil conveniently. The bottle has also been made a leak proof. Retail sales counter has been provided by the company to the distributors for the purpose of advertising. Lot of incentives is given to distributors and dealers. Distributors are given 4% to 5% commission on their turnover.

The dealers get 10% and retailers get 15% on their turnover by way of cash discounts schemes.

4.7.3 Sales promotion


KLF Nirmal oil industries have conducted various activities for the promotion of their sales. The various steps used by the company are: Organizing healthy hair competition in the womens organization in the different parts of the state of Karnataka. Using different advertising channels like television, newspapers , radio & fashion & filmy magazines to developing the sales. This process is done by valapila communications Thrissur. Participated in different exhibition and trade fairs. Providing free consumer items like comb teaspoons etc along with cosumer packs cans and tins. The company has two brand ambassadors i.e. film star Mr. Innocent, actress Ms. Meera Jasmine and sports star Mrs. Anju Bobby George. In KLF the manufacturer sells the products (oils) to the wholesalers the wholesaler sells it to the retailers and ultimately it reaches the hands of consumers. The whole process is controlled by sales department.

4.7.4 Market distribution


The KLF a leading manufacturer of coconut oil has more than 30 dealers throughout Kerala. There are sub dealers and co- operative societies who are always in touch with the customers. To become a dealer one should the amount of Rs. 10000/-as a principal on which yearly interest of 5% is paid. Before giving dealership, company makes sure that the dealers agency is 5kms away from other KLF agencies. Market studio with the help of sales representatives are regularly undertaken.

4.7.5 Figure showing the Distribution channels of Sales and Dispatching Department
MANUFACTURER STOKIST WHOLESALER CONSUMER RETAILERS Figure 4.7

4.7.6 Dispatching
The dispatching function involves the actual granting of permission proceed according to plans already laid down. The issuing or moving of material from stores to first production process or from process to process. Dispatching of oil is done in KLF by managers after checking the products. There is a department to check the quality of products after production. If they approve the product after checking the quality the manager give orders to fill the products in to different packets. The main orders about the production of oil are made by directors in common meetings. This function is very important because quality of normal products that has made the brand a house hold name in edible oils.

4.8 ACCOUNTS AND ADMINISTRATION DEPARTMENT


The main function of accounts and administrative department of KLF oil is to record the day to day transaction of the business. The chief of the department is finance manager. Financial resource management at KLF oil includes collecting information about the survey of financial resources. It acts as supporting department for providing relevant financial information to all departments. The management of the company plans and makes available the relevant information and suggests control measures for financial resources to the related departments.

4.8.1 Function
The main functions of accounts and administration department can be broadly classified as: Accounting functions This function involves recording of day to day accounts of several transactions viz: receipts and disbursement of money transactions relating to purchase of inventories, production, sales, wages, salaries and other expenses such as manufacturing, administration, selling and distribution. Objectives All assets and liabilities are recorded and classified properly in accordance with the statutory requirements to reflect the financial position of the company as at a particular date. To maintain the truth and fairness of financial statements, balance sheet and profit & loss account Receipts and payments of money are accurately recorded so that all payable and receivables are correctly reflected.

All incomes and expenses of a particular period are accurately reflected in accordance with relevant statistics to gauge the working results of that period.

Administrating function It involves procurement of funds and effective utilization of the same in the business. Comparing actual expenses with that of budgeted figures ensures control over expenses. By constantly monitoring various operational activities, cost control and reduction are facilitated. Objectives Selection of an optimum mix of different resources of capital profit maximization and more importantly wealth maximization. To ensure control over expenses by constantly watching over expenditure and income. To provide dividends to the partners or shareholders. To utilize funds in such a manner that a rupee is made to work at its optimum level without endangering the financial solvency of the company through decisions such as capital budgeting, profit planning tax management and working capital management. The company maintains adequate books of accounts thereby complying with the procedure of sec.209 of the companies Act 1956. KLF oil industries is fully computerized in accounting and inventory management. Finance manager submits the financial reports to the General manager on the 5th working day of day month incorporating all the provisions.

Following are the books of accounts maintained by the company General leader Cash book Day book Sales register Purchase register Journal register Finished goods register Raw materials Credit note register Voucher

4.8.2 Budgeting
The capital budgeting is done after scrutinizing the actual requirement of the unit, which is discussed in a committee. Generally, budgeting is done for every departmental requirement. This may be accepted partially or may be rejected as a whole. The annual budget of the company is around 75 lacks. Annual budget for promotion of the products is 60 lack.

CHAPTER -5 SWOT ANALYSIS

5.1 STRENGTH
The products of KLF Nirmal oil industries have brand image in Indian and Foreign markets VISIC technology adopted by the company helps to get maximum oil from the coconut Vending machine introduced for exact measure and quality is unique among other companies. A quality product helps to increase the exporting of products. Financially, the company is very strong due to good promotional techniques. Fair distribution channels helps to increase channels. Line and staff organization structure is very helpful to maintain good relation with employees. Good marketing channels helps to market their products. Exporting of products is increased due to quality products. A good welfare facility to employees helps to increase the performance of employees.

5.2 WEAKNESS
Due to limited plant the working place of employees is difficult. High transportation cost of raw materials and finished products increase the cost of production. Presence of trade union may cause strikes and lockouts. No availability of raw materials.

5.3 OPPURTUNITIES
Wide spread market in other states helps to increase sales.
Exporting of oil to other countries helps to raise revenue. New technology imported to reduce wastage of raw materials and helps to reduce cost of production. Adopting new promotional strategies may help to increase market share of the products. Manufacturing cholesterol free oil helps to attract to customers and increase the consumption of oil.

5.4 THREATS
New rules and regulations of Government may lead to more complications in production Competitive market is another threat to survive in the market. Entry of foreign companies affects the company by a reduction in market share of the products. Strikes in the company by union members, may cause stoppage of production. Depletion of coconut trees due to various diseases may lead to non availability of coconuts.

CHAPTER -6 SUGGESTIONS AND CONCLUSION

6.1 SUGGESTIONS
Improve the facility of the plan. Adopt measures to reduce transportation cost. Try to reduce disease that affect coconut trees by using eco friendly pesticides and fertilizers. Make friendly relationship with union members. Adopt innovative techniques in order to survive competitive market.

6.2 CONCLUSION
The analysis of the organization structure and department of KLF oil industries was the main objective of the study. From this survey, the researcher should understand that most of the consumers of KLF Nirmal are fully satisfied. The quality, taste and smell of the products are up to the expectations of the consumers. The quality of the product also satisfies the need of the oil in foreign countries, it help to increase exporters. Not only the consumers but also the workers are fully satisfied with their salary, wages and the working conditions providing in the company. The efficiency and effectiveness of the department helps to achieve their organizational goal effectively.

CHAPTER -7 BIBLIOGRAPHY

7.1 BIBLIOGRAPHY
Company records Journals and magazines www.google.com www.klfoil.com