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VADGAON, PUNE
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ACKNOWLEDGEMENT
I would like to express my sincere thanks and gratitude to the Dr. Daniel Penkar Director of
SIOM and my Project guide Prof. Priyanka Bhivpathaki who have helped in directly and also to
those who have helped me indirectly.
I would also like to thank Mr. S.P Singh(Dept. Head) for giving the opportunity to do my
Summer Internship in Aditya Birla Nuvo Ltd. I would like to thank Prof. Gopa Das for helping
and assisting me in making this project.
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DECLARATION
I, the undersigned, hereby declare that the project report entitled “Current Status & Customers
behavior towards new product” in partial fulfillment of the requirement for the award of the diploma
of PGDM (Post Graduate Diploma in Marketing) under the guidance of Prof. Priyanka Bhivpathaki,
is my original work and the conclusions drawn there in are based on material collected by myself.
Place
Name
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Date
Research student
INDEX
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EXECUTIVE SUMMARY
A survey was conducted by using different methods like, dealer surveys, farmers meetings, jeep
campaigning and focused and group discussions to understand the market dynamics and
strategies of all the players in this area.
As the companies now a days are well aware about the fact that retailing
Is detailing, and due to this the importance of sales dealers and distributers have got an upper
hand. To make themmore efficient companies provide their sales agents/extension agents at the
counters. The salesperson plays an important role in convincing the farmers about the quality of
the product and the package of practices adopted for this.
To analyze the market competition for which I have used Porters five forces model because the
presentation of different market tactics used by different stakeholders of this business become
easier.
As dealers plays an important role in promoting the product it is very essential to keep them
satisfied. The demonstration and farmers meeting are the proper target means of promotion. As
the dealers play an important role in promoting the product it very essential to keep them very
much satisfied. And for the motivating thosedealers meet after the season should be organized
with effective recognition of their contribution.
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INTRODUCTION
Indo gulfs Fertilizers has its core business in Agri input fertilizers seeds and agrochemicals.
Given its locational advantages strong brand equity and enviable cost structure the company is
well positioned in this sector.
Its plant at Jagdishpur, near Lucknow, its location in the heart of the fertile agriculture
intensive indo Gangetic plains. In operation since 1988 the reassessed capacity of this urea stands
at 864,000 tpa. Indo Gulf’s marketing activities span Uttar Pradesh, Bihar, Jharkhand, and
WestBengal which together account forever 35-40% of urea consumption in India.
IndoGulf has sustained strong equity and premium position of the Birla Shaktimaan Brand’
through its unrelenting focus on adding value at farmers as a total solution provider helping
improves their yield at lower cost. The first company to provide the principal of six sigma in the
agriculture fields, Indo Gulf has successful enable farmers to achieve higher yield quality and
profit. With an increased focus on R&D aimed towards introducing unique and profit value
added products indo gulf successfully introduced a neem coated urea under the Birla
ShaktimaanKrishidev’ brand in 2004 a provide a significant leap in the value preposition to
farmers.
Indo Gulf has now strengthened its products offering by entering seeds and agrochemical
business. This business has been built on partnership with public and private institution bring the
latest technology and products to the farmers the company has set-up its own R&D station for
breeding hybrid seeds near Hyderabad. Birla Shaktimaan seeds and agrochemicals have helped
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the company position itself as a total solution provider to the farmers. Indo Gulf service centric;
marketing strategy focuses on providing complete Agro-solution to the farmers and service
support the channel partners.
The Birla Shaktimaankrishisewa Kendra’s multi-input retail counters chain forms the
fulcrum for conducting these activities.
1. To study the Marketing procedure and Consumer Behavior of Birla Shaktimaan Urea
among different client from various parts of the state.
4. To develop skill to take decision on the intricate problem in sales & marketing and how
to overcome these difficulty in day to day administration.
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5. To know how the company deals with their day to day customers.
6. To know how they implement their innovative ideas in increasing their sales.
Indo Gulf fertiltizers is located at jagdishpur industrial area which is 78 Kms from Lucknow City
on Lucknow- Varanasi National Highway(NH-56). IGF produces & markets Urea fertilizers
under the brand name “Shaktimaan”. The plant was commissioned in the year 1988 and it has
annual production capacity of 8.64 Lac MT. It is India’s first gas-based fertilizers project in the
private sector and one of the most energy efficient Urea plants in india. The plant is spread over
an area of around 874 Acre of land and employs about 800 people.
IGF enjoys leadership position in the Indo-Gangetic plains for its strong Birla Shaktimaan as
well as its strong distribution and customers service network which spans Uttar Pradesh, Bihar,
Jharkhand and West Bengal, which together account for 35-40% of Urea consumption in India.
With an increase focus on R&D aimed towards introduction unique value-added products. Indo
Gulf successfully introduced neem coated urea under the “Birla Shaktimaan Krishidev” brand in
2004 to provide a significant leap in the value proposition to farmers.
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Amongst the fertilizers companies in India IGFL was the first to achieve ISO 9002 certification
(in 1994). IGFL has also received ISO 9001:2000 certification for Company Secretarial and
Investor Service, ISO 14001 Certification (in 2001) for Environment Management Systems and
OHSAS-18001 certification for Occupational Health and Safety Management Systems.
IGF is the only fertilizer company in India to adopt world-renewed Total Productive
Maintenance (TPM) practices under the guidance of Japan institute of Plant maintained(JIPM)
and has received TPM Exellence Award- 1st Category in November 2000 and Excellence in
consistent TPM Commitment Award-1st Category in November 2002.
IGF has won IMC- Ramkrishna Bajaj National Quality (RBNQ) Award in 2001 and is the first
Indian company to won International asia Pacific Quality Award in 2003. Indo Gulf is also
accredited with with Deming Application Prize Award in 2004.
Product Lines
Aditya Birla Nuvo fertilizers business indo gulf manufacturers and markets urea, a nitrogenous
fertilizers sector. The company enjoy a leadership position in nitrogenous fertilizers sector, with
its strong brand, Birla Shaktimaan Urea.
• TRADED FERTILIZERS
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• Birla Kirtimaan MOP-muriate of Potash(MOP)
• Birla Shaktimaan pesticides- mainly Butachlore 57% ec, isoproton 75% wp and
Phorate 10%cg.
Board of Directors
Managing Director
Jharkhand: Ranchi
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• 400 whole sellers
• 70 ShaktimaankrishiSwayamRozgar Kendra’s
• Change agents
FERTILIZER
The chemical substances which are added to the soil as to make up deficiency of essential
element are called fertilizer.
It should be cheap.
FERTILIZERS:-
The important nitrogenous compounds used as fertilizers are.
Out of the nitrogen fertilizers, urea has the highest nitrogen content equal to 46.6%. It has
no explosive property and there is no risk in the storage. It dose not alert the ph of the
soil. It can use for all type of crops. However, there is one disadvantage. Urea is not as
stable as other temperatures in humid atmosphere. It decomposed in even at lower
temperatures in humid atmosphere. It is highly soluble in water and hence requires
airtight packing.
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Neem coated “Urea”:-
• N.C.U. is stable in the field for a long time in comparison to the other Urea
• N.C.U. is not rapidly soluble.
• N.C.U. keeps the crop green a long time in comparison to the other Urea.
• N.C.U. is very benificial for the farmer because it increases the production and
safe the plant from dimk and other harmful bacteria.
• N.C.U. is more use full for water logging crops.
• N.C.U is very friendly in nature and it is not harmful for the climate.
• To use N.C.U.; Reduce harm full chemical (pesticide& insecticide) in plant.
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Marketing Initiatives:
The division started its marketing operation 15 year old ago, well before its commercial.
Production went on streamIna unique seeding program the company procured urea from
other manufacturers and branded it as Birla Shaktimaan.
The objective was to market Birla Shaktimaan urea as premium brand not, merely
as commodity. The concept was to set up the marketing and distribution network well
before commercial production started. The company created a network of area offices
buffer godown stock points wholesaler, retailers and a service center network, manned
by field officers and agronomist to serve two key constituencies:
• Farmers
As the result of concentrated marketing efforts, Birla Shaktimaan has emerged as the
most preferred brand of farmers for several years in a row.
• A network of accredited.
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• A network of multi input service centers.
• Shaktimaan krishiseva Kendra have been set up to educate and train farmers to achieve
higher on application of modern agriculture techniques,
• Shaktimaan swaywam rozgar Kendras have been established with the dual purpose of the
introducing the concept of change agent in rural development and providing support to
qualified agriculture graduate with an entrepreneurial bent of mind. The Kendras help in
women emancipation and progress by appointing women at some of the Shaktimaan retail
outlet.
• Farmers – oriented social welfare programs for better health and sanitation to promote a
better standard of livingof villages.
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Indo Gulf Fertilizers (A Unit of Aditya Birla Nuvo Limited) manufactures and
markets UREA, a nitrogenous fertilizer. The manufacturing facility is located at
Jagdishpur Industrial Area (UP). The company was formed in 1983 and the project
was completed in record time of 33 months with no cost overrun. The commercial
production started in November 1988. The company enjoys leadership position in
Indo-Gangetic plains due to its strong brand Birla Shaktimanas well as strong
distribution and customer service network.
The main product is Prill Urea, a most preferred brand of the farmers. We have been
always at
the forefront to provide best product and best services to the farmers. We were
first to Think Differently, took initiative to develop & produce Neem Coated Urea
under the brand name of “ShaktimanKrishidev”, highly admired by farmers. Field trials
conducted revealed an increase in the yield by about 15%. Innovative idea is to have
slow release of Nitrogen by coating Urea prills
withNeem oil. Neem coating also gives pesticidal effect. Development of Neem Coated
Urea has been an outstanding achievement by our team and has put IGF in forefront
from its competitors.
We are producing Neem Coated Urea by about 30% of total annual production.
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BAGGING PLANT
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SWOT ANALYSIS
STRENGTH
1. A profit making private ltd. Company.
3. Company has a good market share in eastern states e.g. West Bengal, Uttar Pradesh,
Bihar and Jharkhand.
WEAKNESS
1. Most of the decisions are based on traditional selling concept.
OPPORTUNITIES
1. it has the good brand image as a fertilizer company in the mind of farmers and
hence can be capitalized for seed too.
THREATS
1. Huge competition from national as well as multinational companies.
2. Requires large investment for developing different varieties to meet the demand of
farmers.
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4. Wide variation in demand.
RESEARCH WORK
• Area of study
• Farmers profile
• Factor influence the purchasing of fertilizer
• Demand of neem coated fertilizer by the farmer
• Factors that aware the farmers about neem coated Urea of shaktiman
• Promotional Activities which influences the farmers
• Factors to increase the demand of shaktiman product
• Different promotional Activities carried out by the Indo Gulf Fertilizer company
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THE DETAILS ARE AS FOLLOWS
Area of study :-
1. Akbar-Pur-Farsi
Samrauta 2. Gujeran-Ke-Purwa
3. Usarha
4. Shuklan Purwa
5. Maheshpur
6. Purekhetiyatdas
1. Raipur Bainti
3. DaulatKheda
4. PureMethiyan
5. DangiBarauli
6. Duniya-ke-purwa
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SAMPLE SIZE
TOTAL NUMBER OF VILAGES 12
TOTAL NUMBER OF FARMERS 300
FARMERS PROFILE
1. Name
2. Address
3. Status of education
4. Land holding
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Status of Education-
Literacy rate is good in this district and farmers are very sincere with
their jobs.
LAND HOLDING-
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This graph shows only two percent farmers have below one acres land and
farmers have enough land for farming.
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RABI
KHARIF
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Graphical View
4
3.5
3
2.5
2
1.5 Graphical View
1
0.5
0
Availability Better Price Good Brand Packaging
Quality
As in the graph we can see that Better quality and Good Brand are the main factors which are
increasing the sale of the product but also we can see that the supply of the product is less which
is resulting in lesser returns. Hence if the supply will be increased than we will get higher returns.
The quality is the most important factor for S.K.S.K farmers but Non S.K.S.K farmers first prefer
to price and other things.
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As we can see in the above graph the demand of Neem Coated Urea is high because it is more
effective than the simple urea.
Demonstration and field program are more effective for promotional activities.
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The demand of Indo Gulf Neem Coated Urea is more than others because of better quality and
gives good results.
While into looking into the marketing aspects of urea, the following dimension need analysis:-
• PRODUCT
• PRICING
• PLACE/DISTRIBUTION
• PROMOTION
PRODUCT
Seed is a perishable product by nature. But fertilizer & insecticide are not perishable. Its
demand is seasonable and derived.
There are also wide fluctuation in its demand, as the demand is the function of various factors
like prices of the crop under consideration, prices of the crop other crops, climate, replacement
rate and the information about the market. Also, it is not possible to create an exclusive
distribution network at the retail level, as it is small time and highly seasonal product. This nature
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of the product result in much specificity at the various stages of marketing process like
production of seeds, procurement, its distribution, seed pricing and promotion of the product.
PRICING
The uncertainties in demand for agricultural input and making its pricing estimate are a
complicated exercise. Seeds grown by growers for seed corporations and the private sector which
meet specified standards attract a premium price over and above the commercial grain price, for
the crop which varies anywhere between 25% for self-pollinated crops like cereals to over 100%
for hybrids. In the public sector, like NSC is usually the retail price setter. The pricing strategies
of private sector are also influenced by the pricing structure followed by the public sector.
The final marketing price of the certified seed is the result of number of components as follows:
DISTRIBUTION
The private companies who in gases in production of input market input through a
network of distributors and dealers. These distributors are appointed for district which in turn
appoints dealers within the district. These distribution and dealers handle other agriculture inputs
like fertilizers, pesticides, and agricultural machinery.
They are appointed on non-exclusive basis, which means dealers can deal in products of
other companies or even in other commodities. Hence, the seed forms only a part of the overall
business not only with other agricultural inputs but also with other commodities as well. The
distributors, dealers and retailers are paid Commission by the companies on sale. Normally, 15%
to 25% commission is given to distributers who pass 12 to 22% to the dealers while retailers get
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9 to 19% discount on sales. But here, company directly deal with dealers, who are paid at par
with distributors. The distributors or dealers have to place the order well in advance, for the
company to get an estimate demand for the inputs from a particular region.
PROMOTION
The demand for agriculture inputs is largely dormant and has to be awakened and
stimulated. Creative use of promotional tools that reach the cultivators is an important way to
accomplish this goal. The different promotional means used by the company are as follows:
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Studying the Agricultural input Market in the perspective of Porter’s five forces
Model
SUBSTITUTE
PRODUCT
ENTRY OF NEW
FIRMS
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Agricultural input is one among that lucrative business, which has attracted a number of
players today, who try to enter the market and grab a portion of the market share. Since there are
less entry barriers in the input industry hence players come with potential to try their best. The
new entrants of last few years are trying their level best to grab market.
Apart from these small players, I found during my survey that companies like pioneer,
Monsanto India, Syngenta etc. have entered the market after assessing the market potential of the
business.
The reason being these small players viz. Manisha seeds, Ganga Kaveri, Nuziweedu etc.
through their intense promotional activity are in fact developing market for the hybrid paddy,
which is at concept stage in most of the areas. Therefore when the market gets aware about the
paddy through them, then it can be taken by big players if care is taken to utilize and right steps
be followed in the future to tackle these big players. I again emphasize that timing is more
important because input industry is such a sector where once we are able to put our brand in
farmers mind by making them use our product once, then that will develop over the years and
will generate its market by word-of-mouth advertisement. So care should be taken against the big
players and we should try to identify the weakness of these players.
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Even though the other improved varieties and research varieties can’t beat the hybrid seed
if the condition are favorable, but the things go other way when these hybrids have to perform in
different climate and soil condition. The higher cost of hybrids, as the consumers perceive it,
gives lee way the entry of firms having variety of products which can substitute the existing
products. This is the case prevailing in the areas I visited during my project work. Companies
like Rallis India, Ankur seed & Bayer India are trying to utilize this opportunity by entering the
market with their research variety and improved variety respectively. The cost of these offering is
in between local varieties and hybrid, i.e. Rs 24-30 per Kg of seed. The performance of these
varieties is not bad, because production is climate and soil type dependent, and the lesser price is
giving them entry in the market. In fact Ankur seeds is having food market share. This may
create a problem for hybrid seed in the future.
The promotional activity of new entrants are intense, and is being achieved by the
employing a good number of fields staffs, who promote the products with the help of Field
demos, Farmer meetings, Jeep Campaign, Posters and Banners, followed by regular visit to the
dealers and distributers shop. Apart from this they try to motivate the intermediaries by
innovative packages and schemes, the details of which are given in subsequent pages. The
leaflets, which they provide in different areas, are also different and are targeted the problem of
that particular area.
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Data Analysis
Big farmers are influenced by demonstration and meeting less by other means whereas
small farmers influenced by almost equally by all means.
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1. Response towards the pricing of Birla Shaktimaan
Majority of stake holders have the same opinion regarding pricing of the products and
responded as high.
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distributo
Dealer
r Deal
s
Retail Retail ers
Retai
ers ers lers
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TRADITIONAL MODEL
Existing model followed by Company
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Impact on promotional scheme on sale
Result
Others
7%
Mike campaign
13% Field
demonstration
33%
Purchase scheme
20%
Farmers
27%
Field demonstration has great impact followed by farmers meeting purchase scheme and
other.
Results
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Product
Product i.e. agricultural input is having a good competitive product market fit but
still lack in some expectations such is case of seed the maturity period, disease resistance and
unfilled grain content (Khakhri).
In spite of that customers are in expectations about different type of problem based on the
nature of there field i.e. they want hybrid for their water logged areas. But the company has
hybrid paddy variety at present and of lowland irrigated type of field.
Packaging quality is also poor in terms of its strength and designing of hanging facility
which results in uncomfortable hanging in counters as well as in for farmers to carry the product.
The picture of paddy and hulled rice in the front of the packet is creating confusion among the
farmers. Recommendation for growing season in different states is also lacking on the product.
Price
The price expectation of retailers as well as farmers was little bit lower than what was
disclosed by the company. They expected that being a established company it would have little
low price. The price of their input i.e. seeds, fertilizers & pesticides are relatively higher than
others companies products.
Place
The distribution strategy they are following in Uttar Pradesh market is quite efficient as
they one chain middle men from the system i.e. they eliminated the concept of distributer in the
district level and connect to the taluka level dealer directly to the company. In this way, they
created a distributer in taluka level.
Promotion
On the promotional front company is mostly relying on the less impactful means like
posters, banners, pocket-calenders and pole posters rather than stronger means as field
demonstration farmers meeting and field days.Not only that theposters, banners, pocket-calenders
are also not properly designed and targeted. The impact of posters, pole-posters and banners is
high with the distantly located farmers and small farm holder and vice-versa.Whereas, impact of
demonstration and farmers meeting increases with big farm holder and nearly located farmers.
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Focus on secondary and tertiary channel to get confidence of stakeholders present
near the consumer end point
Subsequent years
More focus on retailer and intense campaign combined with the placement of
seasonal extension worker at different counter with
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FINDINGS
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• Demand for Neem Coated Urea is more.
• Price of this product is little bit high which declines the sale.
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RECOMMENDATIONS
After all the Indo Gulf’s Neem Coated Urea is very beneficial for farming such as increase the
production etc.
1. The supply is very less than the demand so company should promote supply to all
rural areas because most of the farmers complained that they didn’t get Neem
Coated Urea on Time.
2. Company should always maintain the quality.
3. Company should provide beneficial scheme for farmers.
4. Company should always maintain availability in season.
5. Company should contact with the "Advertising Parties" because they has traditional
way of entertainment and have good approach to every village & towns and have a
deep impact in villagers Mind Company should offer them some money to promote
his product in their every activity.
6. Group meetings of farmers as well as prospects are an important part of
interpersonal media. The company is able to pass on the message regarding benefits
of the products to a large number of farmers through such meetings. To maintain
regularity in the farmer's attendance surprise gifts should be given to those whole
have a good attendance.
7. The field demonstrations should be increased and done in choosing a potential
customer fields. The study conducted has given a result that the farmers of the given
districts are ready to give field demonstrations in their fields. These demonstrations
are based on the extension principle "Seeing believes" and are one of the most
effective methods to show the superiority of the company's products to the farmers.
8. Company should always try research works on new more effective fertilizers
.
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BIBLIOGRAPHY
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