1. QUALITY CIRCLE FORUM OF INDIA
VADODARA CHAPTER
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COMPANY BRIEF:
GSFC was incorporated in 1962 and went into production of Fertilisers. We are a more than 5 decade old company listed on the stock exchange having a Turnover of crores. GSFC is a Multiproduct, Multi – locational integrated Fertilizer and Petrochemical complex: GSFC is manufacturing various fertilizers and Industrial Products. GSFC is producing fertilises like Urea, Ammonium Sulphate, NPK, DAP, Water Soluble fertilisers, Micromix and more. GSFC has its manufacturing units at Vadodara and Sikka. The marketing offices are at Vadodara, Ahmedabad, Banglore, Chennai, Hyderabad, Kolkata, Ludhiana, Mumbai, New Delhi, Nasik and Pune. Our presence is widespread and the strongest in Gujarat.
Financials of GSFC
 (Rs. in Crores)
S.No.
Particulars 1
Net Sales
6253.3 2
Other Income
64.21
101.93
157.05
138.09
162.08 3
Total Revenue
5426.5 4
Less : Operating Expenses 5
Operating Profit
679.05
692.58
685.88
936.02 6
Profit before taxes
548.12
573.91
495.42
767.72 7
Profit after taxes
379.85
400.51
342.17
518.1
757.57
The contributions of Industrial Products to the Turnover of GSFC is around 32%. This includes domestic sale as well as exports, including trading activities. Industrial products are namely Caprolactum, Melamine, Cyclohexanone, Ammonia etc. GSFC is in the process of commissioning a Melamine manufacturing plant in 2018 having an annual capacity of 40,000 MT.

2. QUALITY CIRCLE FORUM OF INDIA
VADODARA CHAPTER
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PATH BREAKING ACHIEVEMENTS OF GSFC:
First company to adopt the steam Naphtha Reforming process for manufacture of Ammonia.
GSFC has set up the first DAP fertiliser complex in India, at Sikka, Jamnagar Gujarat.
GSFC is the first company in India to establish a Caprolactum plant. This was in the year This led to manufacture of downstream products like Nylon yarn, tyre cords etc.
GSFC is the first company to recover ARGON gas from purge gas in 1981.
GSFC also has to its credit setting up India’s first Melamine plant.
GSFC has a market presence of 55 years and carved an impeccable image in the Indian Marketing scene.
GSFC has excelled in integration of technologies, brilliant innovative research, having created a product mix ranging from more than 24 brands of fertilisers to petrochemicals, chemicals, the industrial gases, plastics, fifers and other products.
We have created a separate department called. Agro Development and Agro Services for the transfer and overall improvement of agriculture technologies.
It is indeed a matter of pride for the employee’s to be an integral part of GSFC, and working in the GSFC family, contributing to the Corporate growth and National growth.
They should as a member of GSFC family to pursue the path of excellence, to deliver according to the new challenges and Market scenario. Every member of GSFC family has to raise the performance bar and make a positive and tangible difference to make the organisation to achieve the goals.

3. QUALITY CIRCLE FORUM OF INDIA VADODARA CHAPTER
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TOPIC FOR CASE STUDY : HOW TO INCREASE SALES OF MELAMINE
BACKGROUND OF THE CASE STUDY:
GSFC produces 15,000 per annum Tonnes (approx) of Melamine. India’s total requirement is 70,000 per annum tonnes (approx) . 55,000 per annum Tonnes (approx) is being imported. GSFC is putting up a new plant which will manufacture 40,000 Tonnes by the year
GSFC will need to sell around 55,000 MT per annum of Melamine. There is a possibility that the Importers may form a cartel and lower the prices. This will affect the profitability of GSFC. Therefore the Marketing team has a huge challenge to tackle this issue.
TASKS:
How do we counter the competition of cheap exports?
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How do we counter the possibility of cartel undercutting and dumping in India?
Reference : Marketing Management by Philip Kotler I.P. C.S. - I

4. QUALITY CIRCLE FORUM OF INDIA
VADODARA CHAPTER
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What should be our strategy to capture the markets by delivering better services and price competitiveness ?
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4. How can we expand our market by identifying new buyers and/or new applications.

5. QUALITY CIRCLE FORUM OF INDIA VADODARA CHAPTER
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TOPIC FOR CASE STUDY : HOW TO INCREASE TURNOVER OF INDUSTRIAL PRODUCTS
OF GSFC AND SUSTAIN IT?
BACKGROUND OF THE CASE STUDY:
Out of GSFC’s total turnover of about Rs cr., Industrial Products contributes about 32% of turnover which includes domestic as well as exports including trading activities. In view of limited domestic production by GSFC of various Industrial products namely Caprolatum, Melamine, Cyclonexanone etc. imports have gradually increased in the country .
These imports are resulting in stiff competition to our products. To increase our market share and command higher prices and profitability, we have to come up with a new strategy.
TASKS:
List the Industrial Products currently sold in your territory.
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2. List the end user industry of each product.
Reference : Marketing Management by Philip Kotler I.P C. S. - II

6. QUALITY CIRCLE FORUM OF INDIA
VADODARA CHAPTER
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3. Identify the customers for each product and their requirements.
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4. Do a price analysis of competitors based on individual products.
What is your strategy to increase the sale volume and profitability?

7. QUALITY CIRCLE FORUM OF INDIA VADODARA CHAPTER
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TOPIC FOR CASE STUDY : CAPROLACTAM: HOW TO CREATE
A BROAD CUSTOMER BASE?
BACKGROUND OF THE CASE STUDY:
Caprolactum is into Manufacturing of Textile, Tyre Cord, Yarn, Monomer Chartings and speciality chemicals. However our 94% of Production tons (approx) is being consumed by 5 to 6 big customers. Being bulk customers they negotiate prices to extremely low profitability. We have to compete with importers, who sell at lower prices.
TASKS:
What is your strategy to increase sales and profitability?
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Identify new consumers with large requirements?
Reference : Marketing Management by Philip Kotler I.P. C. S. - III

8. QUALITY CIRCLE FORUM OF INDIA
VADODARA CHAPTER
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3. Identify customers whose requirements are in smaller quantities? And make a list of customers in your territory.
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Identify disadvantages faced by importers against GSFC manufactured Caprolactam, and how they can be used to our advantages?
How will you increase the sale and turnover of Caprolactum in your territory?

9. QUALITY CIRCLE FORUM OF INDIA
VADODARA CHAPTER
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TOPIC FOR CASE STUDY : NYLON – 6- SELLING IN A HIGHLY COMPETITIVE MARKET
BACKGROUND OF THE CASE STUDY:
Main competition is from importers. They can supply in small quantities at cheap prices. If you continue to produce you have the problem of unsold inventory. If you shut the plant, it is not viable because restarting is expensive.
TASKS:
Identify new buyers, and new applications for Nylon-6.
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How to be more cost competitive?
Reference : Marketing Management by Philip Kotler I.P. C. S. - IV

10. QUALITY CIRCLE FORUM OF INDIA
VADODARA CHAPTER
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What should be the USP for higher sales – Packing , distribution, special schemes etc.
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List your suggestions for higher sales with supporting data.
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11. QUALITY CIRCLE FORUM OF INDIA
VADODARA CHAPTER
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TOPIC FOR CASE STUDY : SETTING UP NEW DEALERS / DISTRIBUTORS IN NEW TERRITORIES
BACKGROUND OF THE CASE STUDY:
GSFC I. P. division has a plethora of products, which have high Quality. These products have different application and buyers. With the brand value of GSFC and reliability aspect, GSFC can sell its products in new territories.
TASKS:
Study the unique standing of these products individually and analyse how dealers/ distributors can be appointed to cover new prospective areas.
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What are your suggestions for appointing new Distributors / Dealers for the Industrial Products?
Reference : Marketing Management by Philip Kotler I.P. C. S. - V

12. QUALITY CIRCLE FORUM OF INDIA
VADODARA CHAPTER
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How will you increase the sales of Industrial Products by appointing new Dealers / Distributors.?
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What are the advantages that you foresee by having outlets in all the territories?

13. QUALITY CIRCLE FORUM OF INDIA VADODARA CHAPTER
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TOPIC FOR CASE STUDY : DISTRIBUTORS IN NEW COUNTRIES
BACKGROUND OF THE CASE STUDY:
GSFC is a leading player and manufacturer of Industrial products.
There is great scope to export products like concrete reinforced plastic for construction.
Currently we do not have distributors or marketing partners in Gulf Countries, African Countries and other geographical areas. There is scope to increase our sales by having strong representation in new countries.
TASKS:
Identify export possibilities, base your report country oriented and product oriented.
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2. Identify buyers in the respective country for the respective products.
Reference : Marketing Management by Philip Kotler I.P. C. S. - VI

14. QUALITY CIRCLE FORUM OF INDIA
VADODARA CHAPTER
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3. What is possible quantum of sale per product in a given country?
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How will you identify and appoint distributors?
According to you, what should be the criteria of selecting the distributor?

15. QUALITY CIRCLE FORUM OF INDIA VADODARA CHAPTER
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TOPIC FOR CASE STUDY : DISPOSAL OF UNSOLD STOCK- NYLON- 6 - CHIPS
BACKGROUND OF THE CASE STUDY:
GSFC is manufacturing Nylon- 6 chips which are used for textiles, fishing nets and moulding components. Due to quality issues there is an inventory pile of 3000 tonnes.
TASKS:
Evaluate the situation, do market research and find out new end users of Nylon – 6.
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Find new applications for this product & formulate your analysis on how this situation can be profitability addressed.
List down, value added, profitable possibilities by using the existing Nylon – 6 chips?
Reference : Marketing Management by Philip Kotler I.P. C. S.- VII

16. QUALITY CIRCLE FORUM OF INDIA VADODARA CHAPTER
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TOPIC FOR CASE STUDY : HOW TO INCREASE THE TRADING OF MINOR PRODUCTS
BACKGROUND OF THE CASE STUDY:
GSFC has an established name with an existing customer base. There are many minor products which can be imported, and traded. This will increase the volume and profitability. There will be economies of scale for the Marketing team.
TASKS:
Give a list of minor products that you can sell in your territory?
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Reference : Marketing Management by Philip Kotler I.P. C. S. - VIII

17. QUALITY CIRCLE FORUM OF INDIA
VADODARA CHAPTER
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Identify the consumers who can be prospective buyers of each product and submit a list.
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Specify your strategy to succeed and have consistently good sales. Identify the product and the corresponding buyers of the product. Make an analysis of their requirement, pricing, current availability. How will you capture this market?