Escolar Documentos
Profissional Documentos
Cultura Documentos
MATA
GUJRI
COLLEGE,
FATEHGARH SAHIB
1
ACKNOWLEDGEMENT
My debts for assistance in making this report are more numerous than
can be identified here. This whole effort is the result of the guidance,
assistance and inspiration of several people who helped me throughout
my study and in the preparation of this report. I find no words to
express my gratitude and thanks to all of them.
Last but not the least I wish to thank the personnel working in the
marketing department for their extended co-operation and assistance in
completing my training.
Ankush Kumar
2
CONTENTS
Acknowledgement
Company Profile
PTL’s birth
Introduction to the company
Growth of the company
Origin of word “Sawraj”
Current Scenario
Formation of a new entity (M&M and PTL)
PTL’s journey of growth-A summary
3
CHAPTER I
INTRODUCTION
4
History and Development of Tractor
With the exception of manual labor, the animal power was practically the
power used in agriculture. In 1870 a limited number of portable steam engines
had been built earlier but did not find much application until after Civil war of
America. Internal combustion engines came into successful use during the
beginning of the twentieth century and have made a rapid rise since then.
Although the steam engine gradually disappeared as the reliability of the petrol
engine was improved the credit for first plough engine in the United States goes
to J.W. Fakes who in 1858 built a steam engine that drew 8 ploughs at 3 miles
per hour in virgin Prairie Sod.
The internal combustion engine did not assume much importance until
after expiration of the Otto Patents in 1890. By that time many had entered petrol
engines field. Although there is some question as to who should get credit for
building the first tractor, there is a record of 6 petrol tractors having been built in
1889 and shipped to farms.
The first tractor trials were held in 1908 at winning (South Central Canada)
where public was permitted an opportunity to compare field operation of steam
versus petrol tractors. Succeeding trials were held each year until 1912 when
they were discontinued. The first United States Tractor demonstration held at
Omaha, Nebraska in 1911 was conducted as an exhibition and not as a
competition between machines. From 1910 to 1920 a considerable number of
firms went into the tractor business and developed rapidly by purchasing most of
the parts from automotive sources and assembling them into tractors. The failure
of most of these companies indicated an essential difference between the
requirements for automobile and for farm tractors. The introduction of power take
off mechanism in 1918 and of the power lift in 1928 doubled the ways of applying
tractor engine power, which formerly had been limited to the drawbar and belt
pulley.
1856
According to the Oxford dictionary, the word “Tractor” was first used in 1856 in
England as a synonym to traction engine.
5
1858
Tractors with steam engine by J.W. Fakes drew 8 ploughs at 3 miles per hour in
virgin Prairie Sod.
1868
The Standish Steam Engine Tractor ploughed over 100 acres in the Diablo valley
in California. The plough was actually a form of Rotary Pulverizer.
1873
The Parvins Steamer was probably the first American attempt at a track laying
device, although the United States plough office records Crawler Tractor
developments in the early 1850’s.
1876
Otto patents were issued for an Internal Combustion Engine.
1880
The term “Tractor” appeared in an U.S.A. patent for track laying steam traction
engine.
1889
At least one company built a tractor with an Internal Combustion Engine.
1906
The First Tractor School was held in Minneapolis.
1908
The first Winnipeg tractor trials were held.
1910
About 56 concerns were manufacturing tractors.
1910-1914
The first Tractor demonstration was held in the United States at Omaha,
Nebraska.
Production and improvement of large tractors continued.
Smaller, lightweight tractors were introduced.
1915-1919
Number of tractors and number of manufacturers expanded rapidly.
Great improvement in reliability of tractors.
Enclosed gears, alloy steels and anti friction Bearings were introduced.
1910-1924
Depression reduced number of small manufacturers.
Tractors engines, lubrication systems and accessories such as air cleaners
continued to improve.
6
A highly successful all purpose farm tractor was developed.
1925-1929
The power take off was introduced.
Crankcase oil filters and power lifts were introduced.
Garden tractors became increasingly popular.
1930-1937
The diesel engine was appalled to larger tractors.
Pneumatic tyres and higher speeds were developed.
Full electrical equipment was adopted.
Interest in high compression engine increased.
The all purpose tractor was introduced.
1937-1941
Standardized A.S.A.E. (American Society of Agricultural Engineer) and S.A.E.
(Society of Automotive Engineer) power take off and hitch were generally
accepted.
Pressurized cooling systems were introduced.
Automatic hydraulic draft control was introduced.
1941-1949
Live power take-off was introduced.
Battery ignition systems became increasingly popular.
Tractors for burning liquefied petroleum gases were introduced.
Number of garden tractors expanded rapidly.
7
Indian Tractor Industry
Introduction
8
Tractor/1000
Tractors in use hectare 28 10.5 8
History
1945 to 1960
War surplus tractors and bulldozers were imported for land reclamation and
cultivation in mid 1940's. In 1947 central and state tractor organizations were set
up to develop and promote the supply and use of tractors in agriculture and up to
1960, the demand was met entirely through imports. There were 8,500 tractors in
use in 1951, 20,000 in 1955 and 37,000 by 1960.
1961 to 1970
Local production began in 1961 with five manufacturers producing a total of 880
units per year. By 1965 this had increased to over 5000 units per year and the
total in use had risen to over 52,000. By 1970 annual production had exceeded
20,000 units with over 146,000 units working in the country.
9
1971 to 1980
Six new manufacturers were established during this period although three
companies (Kirloskar Tractors, Harsha Tractors and Pittie Tractors) did not
survive. Escorts Ltd. began local manufacture of Ford tractors in 1971 in
collaboration with Ford, UK and total production climbed steadily to 33,000 in
1975 reaching 71,000 by 1980. Credit facilities for farmers continued to improve
and the tractor market expanded rapidly with the total in use passing the half
million mark by 1980.
1981 to 1990
A further five manufacturers began production during this period but only one of
these survived in the increasingly competitive market place. Annual production
exceeded 75,000 units by 1985 and reached 140,000 in 1990 when the total in
use was about 1.2 million. Then India - a net importer up to the mid-seventies -
became an exporter in the 1980s mainly to countries in Africa.
1991 to 1997
Since 1992, it has not been necessary to obtain an industrial license for tractor
manufacture in India. By 1997 annual production exceeded 255,000 units and
the
national tractor population had passed the two million mark. India now emerged
as one of the world leaders in wheeled tractor production.
1997 to 1999
Five new manufacturers have started production since 1997. In 1998 Bajaj
Tempo, already well established in the motor industry, began tractor production
in Pune. In April of the same year New Holland Tractor (India) Ltd launched
production of 70 hp tractors with matching equipment. The company is making a
$US 75 million initial investment in a state of the art plant at Greater Noida in
Uttar Pradesh state with an initial capacity of 35000 units per year. Larsen and
Toubro have established a joint venture with John Deere, USA for the
manufacture of 35-65 hp tractors at a plant in Pune, Maharashtra and Greeves
Ltd will produce Same tractors under similar arrangements with Same Deutz-
10
Fahr of Italy. Looking to South American export markets Mahindra and Mahindra
are also developing a joint venture with Case for tractors in the 60-200 hp range.
Total annual production was forecast to reach 300,000 during the following year.
1999 to Present
Facing market saturation in the traditional markets of the North West (Punjab,
Haryana, eastern Uttar Pradesh) tractors sales began a slow and slight decline.
By 2002 sales went below 200,000. Manufacturers scrambled to push into
eastern and southern India markets in an attempt to reverse the decline, and
began exploring the potential for overseas markets. Sales remained in a slump,
and added to the market saturation problems also came increased problems of
"prestige" loan defaults, where farmers who were not financially able took
tractors in moves to increase their families prestige. There are also reported
increased misuses of these loans for buying either lifestyle goods, or for social
functions. Government and private banks have both tightened their lending for
this sector adding to the industry and farmers woes. By 2004 a slight up tick in
sales once again due to stronger and national and to some extent international
markets. But by 2006 sales once again were down to 216,000 and now in 2007-
08 have slid further to just over 200,000.
Industry basics
The Indian tractor market is dominated by low price, rugged, versatile and low to
medium powered tractors; the main reason being the inability of the farmers to
invest in farm mechanization. Tractors are categorized on the basis of horse
power (HP) of the engine. In India the popular range of tractors is 20-40 HP as
compared to 60HP in Europe and 90 HP in the USA. Though large tractors were
economically unviable in India, there has been an increasing demand for
powered tractors due to soil conditions, particularly in states of Madhya Pradesh,
Gujarat and Maharashtra. But more recently, higher powered tractors are also
being sold in states like Punjab where it is considered as a status symbol.
Tractors available in India are ¼th of the prices of similar powered tractors
internationally or in developed countries. Availability of credit is the most crucial
factor impacting tractor demand, as in India 90% of the tractors are financed by
bank credit at concessional rates. Increased use of irrigational facilities, shift
towards multi cropping, consolidation of land holdings, promotion of cooperatives
and higher investment in agriculture also contributes to higher tractor demand.
The tractor segment comprises players like Eicher, Escorts, HMT, Punjab
Tractors, M&M, TAFE, Swaraj which control about 98% market share. India is the
11
world’s largest tractor market in tractors since 1996. A few international players
like Case New Holland, John Deere and Steyr have also set up facilities in India.
But these players have entered the higher powered category and thus pose little
threat to the existing players who enjoy advantages of established
distribution/service network and strong brand equity. Punjab Tractors Limited is
mainly promoted by Punjab State Industrial Development Corporation and has
acquired the second highest market share in the tractor segment from 9.1% in
1975. In 1970, PTL had major competition from other companies like Eicher,
Tractors and Farm Equipment (TAFE), Mahindra & Mahindra (M&M), Escorts
and HMT. PTL is one of the leaders in its business and has put up a heady
performance in contrast to other private sector players. As against other players,
which report a ROCE of 15% on an average, PTL has consistently remained at a
about 50% in the last few years though the industry is capital intensive. Punjab
Tractor Limited is the only major tractor company, which entered this business
without any further collaboration. The company has beefed up its capacity in the
last 2 to 3 years. PTL’s Swaraj-735 is in a class of its own and has been
benchmarked by its competitors to which 16 new features has been added.
12
states such as Karnataka, Maharashtra, Tamil Nadu & Gujarat have
shown a tremendous growth in the 2005-2006 period of 63%, 54%,
47%, respectively. Meanwhile, tractor sales in Bihar & MP fell by 28 %
each
2. On the supply side, all of the companies had increased their production
& the total production reached 296,080 in FY 2006. The total industry
supply was increased by 18.87 % in FY 2005-2006 as compared to FY
2004-2005. The sharpest increase in production was in the 41-50hp
category, by 30 %, followed by 21-30hp category, by 21%. However,
the 41-50hp category grew by 8.7 %.
1. Buying Capacity- reducing average age of tractor buyers from the age
group of above 40 to younger people
i. Increasing demands
13
iv. Accelerated testing techniques reduce the development lead
time to help industry to introduce new models in shorter
periods.
6. Export Potential
CHAPTER II
PROFILE OF THE
ORGANISATION
14
COMPANY PROFILE
PTL’s Birth
15
like Punjab Financial Corporation (PFC) provided significant support; the public
subscribed the remainder.
Location: The factory is located at Sahibzada Ajit Singh Nagar (Mohali), which is
an important township of Punjab.
As on 31st Mach, 2003 the share holding pattern of the company was as follows:
.
BOARD OF DIRECTORS
ANJANIKUMAR CHOUDHARI
(Chairman)
M. RAGHAVENDRA
K. SAHAY
S.K. CHANANA
HARDEEP SINGH
DALJIT MIRCHANDANI
CHANDRA MOHAN
V.S.PARTHASARATHY
NARAYAN SHANKAR
BISHWAMBHAR MISHRA
(Managing Director & Chief Executive Officer)
A.M. SAWHNEY
(Deputy Managing Director)
16
CANARA BANK
STATE BANK OF INDIA
REGISTERED OFFICE PHASE - IV, INDUSTRIAL AREA,
S.A.S. NAGAR (MOHALI),
PUNJAB - 160 055
Growth of PTL
Punjab Tractors Limited started with an annual capacity of 5000 tractors and with
a capital of INR 3.70 crores. It went into commercial production in the year 1974;
its first production was 26.6 BHP tractors given the name SWARAJ-720. Ever
since then P.T.L. has not looked back. The capacity has increased to 24,000
tractors per annum, which is a considerable achievement by any standards. In
all, Swaraj provides with a host of varied products which includes:
• Tractors
• Harvesting Combine
• Fork Lifters
• Agriculture Implements
• Automotive Castings
The construction work was started in March 1972 and the first batch rolled out on
14th November, 1973. Commercial production started in April, 1974. Presently its
production range includes:
Tractor
17
Agricultural Implements
Disc plough
Cultivator
Disc Harrow
Planter (Seed cum fertilizer)
Shrub master.
PTL set up a captive foundry unit with an investment of Rs. 150 Million in the
year 1980. The division is located at village Majri in Ropar district a distance of
22 kms. From Chandigarh. This division supplies automotive castings to all other
units of PTL and to SML and SEL i.e. Swaraj Mazda Ltd. And Swaraj Engines
Ltd. The current production capacity is 8000 tonnes of grey foam wastings per
annum on single shift basis.
Punjab Tractors Limited enter into a technical and financial Collaboration with
Mazda Motor corporation, Japan in 1984 to set up another company by the name
of Swaraj Mazda Limited, Rs. 50 crore projects with annual installed capacity to
manufacture 5000 number light comercial vehicles (3.5 tonnes pay load) on two
shifts basis. The company holds 29% equity shares in Swaraj Mazda Ltd.
Mazda Motor corporation and their association sumitomo corporation hold 26%
of the equity, the remainder is being subscribed by the public.
18
FORK LIFTS
The company entered into technical collaboration with Komatsu Forklifts
Company of Japan in 1985 for the Manufacturing of high tecnology forklifts upto
10 tons lifting capacity both diesel and electric.
DIESEL ENGINES
PTL set up Swaraj Engines ltd in technical and financial collaboration with
Kirloskar oil engines Ltd. in 1987f, for the manufacturing of diesel engine.
Installed capacity is 15000 engines per year.
EXPORT PERFORMANCE
Having established Swaraj in the Indian Market, PTL started in 1978, establish
itself in the international market. Over the year a large number of Swaraj
Tractors, implements and harvester combines are operating in many countries
like Africa, the Middle east and South East Asia.
MODEL YEAR
19
Forklift trucks 1985
Introduction
Location
The R&D complex is located at A-29-E Industrial Area phase VI, SAS
Nagar,.
Functions
R & D WING
Design office
Prototype Manufacturing and Assembly facilities.
Prototype and accelerated testing facilities.
20
This centre imparts training to Swaraj workers, supervisors and Management
staff
and new comers. It has the following facilities:
The word “SWARAJ”, in Hindi, means “freedom from bondage”. Since, P.T.L.
was the first largest tractor project in India, moreover fully based upon Indian
technology; so Swaraj was appropriately chosen as its brand name.
Current Scenario
21
During the first half of 2001-02 PTL increased its market share from 18.5% to
21.4%. With the total industry volumes plummeting by 16.6%, the sales of PTL
fell only a trifle
3.1%. Under these circumstances though the revenue has fallen by a 0.38% the
operating profitability has risen by 1.03%. PTL garnered the operating margins of
19.4% in the first half of FY 2001-02, while the lead players like M&M, Escorts &
Eicher have reported operating margins of 4.4%, 0.7% and 2.9% respectively.
The net profit has increased by 1.4% to INR 564 millions and the contribution of
40-50 HP tractors has increased by 30%, which indicates higher margins from
bigger tractors due to a strong foothold in Punjab and Haryana markets.
600000 20%
18%
500000
16%
14%
400000
12%
300000 10%
8%
200000
6%
4%
100000
2%
0 1994-95 1995-96
FORMATION
1996-97 1997-98
OF A1999-00
1998-99
NEW2000-01
ENTITY
2001-02
(M&M
2002-03
AND PTL)
2003-04 2004-05 2005-06 2006-07 2007-08
0%
IND. 161439 187628 216947 250665 257027 266552 244770 210918 158601 173051 225256 261167 315759 302377
M.SHARE 14% 14% 15% 16% 19% 19% 18% 19% 15% 17% 15% 13% 11% 12%
22
In 2007, M&M acquired 64.64% shares of PTL. With the formation of a new
entity (M&M and PTL), a new era has dawned upon, new vistas of opportunities
have opened. The group occupies leadership status in the country in utility
vehicles, tractors, telecommunication software, auto components and real estate.
Desire to be among the world’s top players, M&M and PTL through sustained
efforts have developed a strong global foot print. Farm Equipment Sector (FES)
is one of the core businesses of the group and ranks among one of the top four
tractor companies of the world. FES’s quest for
quality in every sphere of activity has not only helped it to retain uninterrupted
market leadership for 24 years in India, but earned many unique distinctions like,
being the first tractor company in the world to have won Deming prize for quality,
first Indian tractor company to have crossed a lakh mark in sales in a year and
have entered elite club of tractor companies having a satisfied customer base of
more than 12 lakhs. It is a matter of pride that M&M and PTL, the two renowned
organizations have come together to form one operational entity with a strong
potential to redefine tractor business.
As on 31st Mach, 2009 the share holding pattern of the company was as follows:
Other FII's
64.64%
Public
23
Domestic Territorial Market Share and Dealer Network
(Year End)
Territory Swaraj Market No. of Dealers as
Share on
31-03-05
North (Punjab, Haryana & Uttar Pradesh) 13.5% 169
Central (Madhya Pradesh & Rajasthan) 8.4% 86
East (Bihar, West Bengal, Orissa & Assam) 13.0% 53
West (Gujarat & Maharashtra) 13.8% 60
South (Andhra Pradesh, Tamil Nadu, Karnataka
11.1% 65
& Kerala)
Total 11.8% 433
Segment wise
1970: PTL promoted by PSIDC, set up as India’s first large scale totally
indigenous
project to take the commercial production of the country’s first truly
Indian
tractor.
24
1978: SWARAJ 720(20 HP) tractor launched.
1984: PTL promotes Swaraj Mazda Limited in collaboration with Mazda Motors
Corporation, Japan for manufacture of light commercial vehicles with
equity
Participation of INR 3.04 crores (29%).
1989: Reservation of 200 shares per employee. Equity moves to INR 3.16
crores.
1995: Set up plant-II with Tractor manufacturing capacity of 12000 tractors p.a.
25
Tractor capacity increased to 60000 tractors (30000 each plant).
2001: First consignment of tractors with global features exported to U.S.A. Many
of the
new features incorporated in the tractors for domestic market.
26
Scheme as approved by the Board is subject to such consents and approvals, as
may be required including that of the shareholders and the High Courts of
Bombay and Punjab & Haryana.
The US $6.7 billion Mahindra Group is among the top 10 industrial houses in
India. Mahindra is the market leader in multi-utility vehicles in India It made a
milestone entry into the passenger car segment with the Logan. Mahindra &
Mahindra is the only Indian company among the top tractor brands in the world.
The Group has a leading presence in key sectors of the Indian economy,
including the financial services, trade, retail and logistics, automotive
components, after-market, information technology and infrastructure
development. Mahindra is now poised to make an entry in the two-wheeler
segment. Mahindra's Farm Equipment Sector has recently won the Japan Quality
Medal, the only tractor company worldwide to be bestowed this honor. It also
holds the distinction of being the only tractor company worldwide to win the
Deming Prize. The US based Reputation Institute recently ranked Mahindra
among the top 10 Indian companies in its Global 200.
The Board of Directors of the Company has, as its members, eminent persons
from Industry, Finance, Investment and other branches of business, who bring
diverse experience and expertise to the Board
NAME DESIGNATION
27
INTRODUCTION OF CSR (Corporate Social Responsibility)
Corporate Social Responsibility has always been an integral part of the Mahindra
Group's vision and the cornerstone of our Core Value of Good Corporate
Citizenship.
- Keshub Mahindra, Chairman
In 2005, the Group celebrated its 60th anniversary by renewing its commitment
to Corporate Social Responsibility. It pledged to dedicate 1% of its profit (after
tax), on a continuous basis towards Corporate Social Responsibility. A unique
kind of ESOPs - Employee Social Options was launched to enable Mahindra
employees to involve themselves in socially responsible activities of their choice.
The Group also announced a special gift: to provide free cochlear implants to 60
profoundly hearing-impaired, under-privileged children.
In addition to giving impetus to the Nanhi Kali project for the girl child and the
Mahindra All India Talent Scholarship for the economically disadvantaged, the
Mahindra Group is planning to set up two Mahindra Pride Schools. These
schools will offer a variety of courses, with an emphasis on employability,
including training for Information Technology, Retail, Automotive Engineering etc.
They will provide new skills and capabilities to the weaker sections of society,
particularly the scheduled castes and scheduled tribe youth.
1) Education,
2) Environment
3) Health
Education:
28
in India through education, by providing financial assistance and recognition to
them, across age groups and across income strata'. It was registered as a Public
Charitable Trust under the Bombay Public Trusts Act, 1950.
As part of its Corporate Social Responsibility activities, the Mahindra Group has
established schools near its factories primarily for children of its employees. At
present, the Group has three schools that impart high standards of education –
The Mahindra United World College of India, part of the United World College
movement, was founded by the late Harish Mahindra in 1997. It is the Group’s
endeavour to promote world- class education with an emphasis on the ideals of
peace and understanding, central to the ethos of the United World Colleges.
There are 10 United World Colleges spread across the globe, with colleges
situated in United Kingdom, Singapore, Canada, Swaziland, Italy, United States
of America, Venezuela, Hong Kong, Norway and India. Her Majesty Queen Noor
of the Hashemite Kingdom of Jordan is the President of the United World
Colleges and Mr. Nelson Mandela, former President of the Republic of South
Africa, is the Honorary President of the United World College International
Council.
29
Located 40 kms. West of Pune, the Mahindra United World College of India
brings together students of various nationalities for a pre-university degree. The
school is global not only because of the International Baccalaureate degree, but
also because of the true international culture in which the students study, live and
learn. Each year’s batch of about 100 students accommodates about 65 to 70
from abroad. The faculty includes professors from Argentina, Australia, Austria,
Cameroon, Canada, Colombia, Ecuador, France, Germany, India, Italy, Japan,
Malaysia, Mexico, the Netherlands, New Zealand, Sweden, South Africa, UK and
USA. The teacher-student ratio is 1:9.
This international mix facilitates global exposure and helps students transcend all
artificial barriers based on race, religion, ethnicity, class, gender or nationality.
Keen focus is given on all-round development, and students are encouraged to
think innovatively by involving themselves in socially and environmentally
relevant issues. The students also contribute to the local neighborhood through
community service programs.
Health
The Mahindra Foundation has been set up with a specific objective: to provide
medical relief to the poor and needy sections of society. The foundation has
helped patients suffering from cancer, heart ailments as well as burn victims.
The Mahindra Group has always been very responsive to any major disaster in
India. Whether it's been the tsunami or the Gujarat earthquake, the Mahindra
family has got together and always provided support either by way of financial
help or by way of sending vehicles, supplying material or manpower.
Environment
30
Since 1984, the Mahindra Group has been lending a hand to the ‘Green Bombay’
movement by developing and maintaining municipal gardens.
the Group has transformed three municipal gardens:
The Shivaji Garden (near Gateway of India) is admired for its beautiful
architecture and flourishing plants and flowers. Completely renovated by the
Mahindra Group at a cost of Rs. 6 Lakhs
The Traffic Island Garden (opposite Regal Cinema) has been completely
renovated by the Mahindra Group at the cost of Rs. 1 Lakh.
The third garden is located at the junction of Madame Cama Road, to the south
of Oval Maidan. This is a brand new garden, developed by the group from
scratch, at a cost of Rs. 1.5 Lakhs.
31
Syria
USA
Duba Nepal
Egypt i
Sudan Bangladesh
India
Nigeria Malaysia
Ghana
S’Lanka
Indonesia
Kenya Tanzani
a
Zambi
a
Australia
Zimbabwe
32
THE SWARAJ WAY OF SELLING
2nd Milestone-
When he is convinced which is the right tractor for him?
3rd Milestone
he commits his purchase, convinced he is getting the right terms for the tractor
he has chosen
The starting point for all Sales Processes. It is the card used by the sales person
to obtain and note the customer details and enquiry. A good and effective sales
person always has 5 to 6 enquiries in his pocket. The NPCC contains:-
33
* Who are satisfied with Mahindra tractors and want to upgrade to a higher HP
model
* Who do not have a tractor but want to buy one soon
* Who hire out tractors but want to buy their own.
* Who hire out implements and thus are prospective customers for implements
An NPCC bank gives the dealer and salesmen the right to choose and select
A correctly filled NPCC gives comprehensive data and knowledge of the prospect
and the market
EVENTS
There are two types of promotional activities initiated by Swaraj Tractors for their
brand promotion. They are
Sahashtra
34
Milan
Jalsa
Scope: Dealerships which are losing market share due to some reasons.
Mandi:
Scope: Dealerships which are losing market share due to some reasons.
Definition: Mega goodwill after sales service event at big dealership where PTL
market is strong.
Scope: Dealerships which have good workshop with high PTL population.
35
Mela (Swaraj mahotsava)
Definition: A brand building/ Brand recall exercise at big dealerships where PTL
market is strong.
Scope: Dealerships which are running good with high PTL market share.
Dealerhips which were strong but have lost market share due to
some
reasons.
36
CHAPTER III
RESEARCH
DESIGN &
METHODOLOGY
37
3.1 Introduction to Research Methodology-
38
variable affects another. In other words, descriptive research can be said
to have a low requirement for internal validity.
The description is used for frequencies, averages and other statistical
calculations. Often the best approach, prior to writing descriptive
research, is to conduct a survey investigation. Qualitative research often
has the aim of description and researchers may follow-up with
examinations of why the observations exist and what the implications of
the findings are.
Research Instrument
Initially, a rough draft was prepared keeping in mind the objective of the
research. A pilot study was done in order to know the accuracy of the
Questionnaire. The final Questionnaire was arrived only after certain
important changes were done. Thus my sampling came out to be
convenient.
3.4SAMPLING METHODOLOGY:-
B) Sampling Unit
Sample size was 30 Foreman’s of Distt Ferozepur which includes
customer Satisfaction
C) Sample size
The sample size was 30 Foreman in Distt Ferozepur
D) Sampling Area
The area of the research was Distt Ferozepur.
Sampling Technique
39
3.5TOOLS USED:-
If one wishes to find what the prospects think or know, the logical
procedure is to ask them. This has led marketing researchers to use the
questionnaire technique for collecting data more than any other method.
In this method questionnaire were distributed to the respondents and they
were asked to answer the questions in the questionnaire. The
questionnaire were structured non disguised questionnaire because the
question which the questionnaire contained, were arranged in a specific
order besides every question asked were logical for the study, no question
can be termed as irrelevant.
The questionnaire was non-disguised because the questionnaire was
constructed so that the objective is clear to the respondent. The
respondents were aware of the objective so that they know why they were
asked to fill the questionnaire.
40
3.7 LIMITATIONS OF STUDY
Ø Though, no effort was spared to make the study most accurate and
useful, the “sample Size” selected for the same may not be the true
representative of the Company, resulting in biased results.
41
PROJECT
On
Mechanical
Research
OBJECTIVE of THE RESEARCH
42
1. To study the market survey for purchase of tractors.
payers.
tractors.
tractor.
Mechanical Research
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I have conducted mechanical research of Sawraj tractors.
During this in my training period I had visited many
workshops in different cities. I did my survey in distt.
Ferozpur. Jalalabad, Guru Har sahai, fazilka and in
Ferozepur cantt. At the workshops I have collected a lot of
data about Swaraj tractors. They have told me about
features and problems of Swaraj tractors. They have also
told me that how will Swaraj improve its quality. Swaraj
Company is in top five tractor manufacturing companies. It
has a quality which is not in any other tractor. It is the
diesel tractor.
Now I will told about my visit and experience during
the survey period. In distt Ferozepur I have conduced more
than 30 workshops. In my research I have collected the
relevant information about Swaraj tractors. They had told
me:-
What the customer’s requirement?
What they want?
What are the problems that they often face?
They have also told me the features of Swaraj but the
most important thing which they told me, the reason for
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which the sale of Swaraj is going down or not equal than
other tractors. They told me that the company should must
listen the problems of tractors and then take a correct action
to improve the efficiency of tractors. The company must
give the training to the agency Forman so that they will
improve the problems that are often occurs before them
Problems
In distt Ferozepur the Forman told me some major and
some minor problems about Swaraj tractors. So first of all
we discuss the minor problems.
Minor problems
The minor problems which occurs in Swaraj tractors are
their clutch , break, lift pump problems, lift air switch ,
power steering diesel tank , pipe leakage of power steering ,
spinder problems , duplicacy in material , low horse power
and fry clutch plate..These are the minor problems which
are explained below:-
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1) In clutch problems the clutch become out of work very
shortly. Because tractor is made to pull the material
like sand, soil and other agriculture material. And
when the farmer ploughing in the field with tractors’
and the load is so high then the tractors could not work
properly as it struck out of the order. Actually all
models of Swaraj is DC (duel clutch). Those mean
half clutch to manage the tractor and half for PTO.
The farmers push the half clutch when he is working
in the field and rounding the tractor according to the
area of the field. The it make a problem that the clutch
will become loss very soon or it will not work
properly.
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properly. This problem also occurs in dry wheel
breaks.
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5) There is also one more problem in power steering
tractor. It is the pipe leakage in hydraulic pump of
power steering. In power steering tractor every
movement is base on power. When engine start all the
movement start working. There are pipes which gives
oil to all parts which are working. But in a very short
time it starts leaking. The Forman has to face problem
because the customer become in anger when this type
of problems occurs especially when the tractor is new.
So it’s not a big problem but the company is avoiding
this problem.
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7) Low horse power is also a main problem in all minor
problems. It will cause in decrease in the sale of
Swaraj tractors. All though there is a lot of variety in
tractors of Swaraj yet they are not equal in affiance as
compare to other tractors. Let us take a example that
Swaraj tractor of 30 HP could not work more than
other tractor of 25 HP. That means the other tractors
do more work in less time as compare to Swaraj
tractors. We know that Swaraj is in top five tractor
manufacturing company yet there are some problems.
The workshop holder told me that the customer sold
the Swaraj tractor in a short time because of low
affiances of the tractors.
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occurs in Swaraj tractors. The customer has to stay the
tractor on workshop for two days minimum.
Major problems
The major problems that occur in Sawraj tractors are
their engine problem, gear problem, spare parts problem
and hub problem. Now we discuss the major problems as
below:-
1) In engine problem the engine break down the whole
work. Engine repair need 4 to 5 days to recover.
Mostly what happens that Swaraj tractor took heat in
short time. There is a button in air clyinder. When the
tractor took heat it was choked and on the meter board
it shows signal. But some time it could not do so. That
reason the engine broke down and then need repair of
whole engine. In season when there is a lot of need of
tractor in field then the Swaraj tractor gives that type
of problem. That is why the sale of Swaraj tractor goes
down.
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gravies. When tractor works in field there is enough
need to change gear in very short time. But the
material of these gravies is very poor. The gravies
depreciated very soon. Also these gravies need more
oil and more repair than other tractor. So that is a
major problem in Swaraj tractor because it took 4 ton
5 days to recover the problem.
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First the Swaraj tractors parts are not easily available.
If available they have high in price and cheap in
quality. In distt. Ferozepur the spare parts problem is
the one of the major problem that cause there is not
much
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Problems said by workshop Forman
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4) 68% have a problem with gear box.
5) 55% said problem in pipe leakage of power steering
tractors.
6) 48% people said that the engine is not good.
Feature of Sawraj tractors
The Forman in distt. Ferozepur told me about the feature of
Sawraj tractors with their problems. Althoth there are many
problems in Sawraj tractors yet these tractors are very good
as compare to other tractor companies. The features of
Sawraj tractors are as below:-
1) Swaraj tractors are not costly as compare to other
tractors.
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6) Its seats are adjustable.
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Q.What the customers are satisfied with
Sawraj?
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50 45
40
30
30
20
20
10 5
0
0
Strongly Undecid Strongly
Agree Disagree
Agree ed Disagree
Survey 45 30 20 5 0
57
20%
Available
Not Available
80%
58
70 70
60
50
40
30
20 20
10 10
0
80 HP 50-60HP 30-40HP
1st Qtr 10 70 20
3-D Column 3
59
WORK
EQUAL
11%
YES
25%
NO
64%
Figure 1
FINDINGS:
In the survey of swaraj tractors 60%
consumers purchase the swaraj tractors.
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Sawraj855fe is less used because of more expenditure
of oil.
Swaraj s spare part is easily available in the market.
Swaraj tractor is also useful in the sandy areas because
of heavy back.
In oldest model of swaraj there is dissatisfaction of
breaks.
Swaraj tractors are mostly less heavy from front part.
40%people who do not use swaraj tractors mostly use
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1) The company should pay attention on the problems.
Because the customers want his tractor to be recover
as soon as possible.
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LIMITATIONS OF THE STUDY
only because of limited time and money. So results of study may not
be generalized.
This study is based on the assumption that responses are true and
factual although at times that may not be the case.
Though every care has been taken to eliminate such biases, but
considering the human factor the possibility of small bias having
come up cannot be ruled out altogether.
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Conclusion
Sawraj tractor is a good tractor. It has all qualities that are
necessary in a tractor. Sawraj has good sale in developed
areas. But low sale in underdeveloped areas. So the
company should take care of these things. Company must
improve its quality. And the major problem of spare parts
will remove as soon as possible. Because of this problem
the tractor often not ready for sale. Sawraj tractor has more
problems and less quality. The company must pay attention
on the problems which are faces by agency holders in
different areas. Sawraj export their tractors so it gives all
their attention on those tractors and then the quality of
domestic tractors goes down. Sawraj Tractor Company is in
top five tractor manufacture companies. But if it will solves
the problems it will reaches at no 1 position.
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CHAPTER VI
BIBLIOGRAPHY
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Websites:
www.sawrajenterprise.com
www.sonalikaagro.com
www.icml.com
www.iafl.com
Search Engine :
www.google.com
Books :
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CHAPTER VII
APPENDIX
67
MECHANICAL RESEARCH
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Q: Which type of tractors the customer prefer power or
mechanical?
Ans:
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Personal detail
Name
…………………………………………………………..
Workshop name
………………………………………………..
Address
…………………………………………………….......
City
……………………………………………………………..
No. of workers
…………………………………………………
Mobile no.
……………………………………………………..
Timing of repair
……………………………………………….
(Signature)
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