CHAPTER I

PROFILE AND ORGANISATIONAL STRUCTURE OF

THE TRAINING ORGANIZATION

1.1 Introduction about ESCORTS Tractors

The ESCORTS GROUP is an Indianmultinational engineering conglomerate
that operates in the sectors of Agri-machinery, construction and material handling
equipment, railway equipment and auto components with its corporate headquarters
in Faridabad(Haryana). The company was launched in 1944 and has operations in more
than 40 countries. The products of Escorts Group are Tractors, crop solutions, cranes,
loaders, shock absorbers, struts, brakes for railways, couplers.

1.2 History of Tirth Agro Technology Pvt. Ltd.

• In 1960 - Starts the manufacturing of agricultural products.
• In 1965 - Manufactured the first tractor.
• In 1969 - Collaboration with Ford Motors in tractor industry
• In 1991 - Collaboration with Ford Motors was broken and ESCORTS Ltd was
launched.
• In 1996 - Escorts Tractor Ltd. to ESCORTS Ltd.

1.3 About Distributorship and Location

In four month training programme, I had posted to one distributor By our

area manager.

1.3.1 Sai Tractors, Dhule Dist. Dhule

Sai Tractors in, Dhule is a top player in the category Tractor Dealers in the
Dhule. This well-known establishment acts as a one-stop destination servicing
customers both local and from other parts of Dhule. Over the course of its journey, this
business has established a firm foothold in it’s industry. The belief that customer
satisfaction is as important as their products and services, have helped this
establishment garner a vast base of customers, which continues to grow by the day. This

1
business employs individuals that are dedicated towards their respective roles and put in
a lot of effort to achieve the common vision and larger goals of the company. In the
near future, this business aims to expand its line of products and services and cater to a
larger client base. In Dhule, this establishment occupies a prominent location in .

Name of Dealership:- Sai Tractors

Dealership:- Escorts
Name of Dealer:- Mr. Pravin N Khandebharad
Location:- Mumbai Agra Road ,MohadiUpnagar Dist. Dhule
Dealership Establishment:- July 2007
Company person:- Mr. Sachin Patil (ABM)
Dealership Employ Data
No. of mechanic:- 5
No. of sale person:- 7
No. of office boy:- 1
No. of manager:- 1

1.4 Products of Powertrac in Indian Market

• Powertrac 425 DS

• Powertrac 425

• Powertrac Euro G28 4WD

• Powertrac 430 Plus

• Powertrac 434 DS

• Powertrac 434 DS Super Saver

• Powertrac 435 Plus

• Powertrac Euro 37

• Powertrac 439 Plus

• Powertrac Euro 45

• Powertrac Euro 47

• Powertrac Euro 50

2
 CHAPTER II
OBJECTIVES OF TRAINING PROGRAMME

1. To study the marketing sector of Escorts tractor and other competitors.

2. To study the loyalty of the customers towards the Escorts products.
3. To understand working of dealership.
4. To learn the experience of marketing in villages.
5. To learn the customers behavior in purchasing of tractor.
6. To learn the tractor loan process of bank

3
 CHAPTER III

SCHEDULE OF TRAINING PROGRAMME

Table 3.1 Schedule of Training Programme

Date Activity Place
05/02/202
Visit to the Escort Tractors Dealership Dhule
1
06/02/202
Customer Visit Dhule
1
08/02/202
Customer Visit Dhule
1
09/02/202
Customer Visit Shirpur
1
10/02/202
Customer Visit Sakri
1
11/02/202
Customer Visit Shindkheda
1
12/02/202
Customer Visit Shindkheda
1
13/02/202
Customer Visit Dhule
1
15/02/202
Customer Visit Dhule
1
16/02/202
Customer Visit Dhule
1
17/02/202
Customer Visit Shirpur
1
18/02/202
Customer Visit Shirpur
1
19/02/202
Customer Visit Sakri
1

4
20/02/202
Customer Visit Sakri
1
22/02/202
Customer Visit Sakri
1
23/02/202
Visit to Dealership Dhule
1
24/02/202
Telecalling Follow up Dhule
1
25/02/202
Van Campaigning Dhule
1
26/02/202
Van Campaigning Dhule
1
27/02/202
Van Campaigning Sakri
1
01/03/202
Visit to Dealership Dhule
1
02/03/202
Delivery of PT Euro 50 Dhule
1
03/03/202 Broadcasting of
Dhule
1 Leaflets(Whatsapp,Facebook)
04/03/202
Van Campaigning Shindkheda
1
05/03/202
1
To On Leave Shirpur
09/03/202
1
10/03/202
Visit to Dealership Dhule
1
11/03/202
Customer follow up Shindkheda
1
12/03/202
Customer follow up Sakri
1
13/03/202
Delivery of PT Euro 47 Pimpalner
1

5
15/03/202
Telecalling Dhule
1
16/03/202
1
Work From Home Because of Covid 19-
To Shirpur
Telecalling
25/04/202
1
26/04/202
Visit to Dealership Dhule
1
27/04/202
Visit to Existing Customer Sakri
1
28/04/202
Visit to Dealership Dhule
1
29/04/202
Telecalling Follow Up Dhule
1
30/04/202
Telecalling Follow Up Dhule
1
01/05/202
Visit to Dealership Dhule
1
03/05/202
Telecalling Follow Up Dhule
1
04/05/202
Visit to Existing Customer Sakri
1
05/05/202
Visit to Existing Customer Shirpur
1
06/05/202
Visit to Dealership Dhule
1
07/05/202
Meeting with Regional Manager and ASM Dhule
1
08/05/202
1
To Telecalling Follow Up Shirpur
17/05/202
1
18/05/202 Market Survey(Get information about Shirpur
1 competitors )
To
26/05/202
6
 1
27/05/202
Selection of Case Study Shirpur
1
28/05/202 Visit to the Competitors Showroom
Shirpur
1 (Mahindra & Swaraj)
29/05/202
Visit to the Dealership Dhule
1
31/05/202 Submission of reports to the ASM and
Dhule
1 Dealer
01/06/202
Work on case study Shirpur
1
02/06/202 Shirpur
Collection of study material
1
03/06/2021 Work on case study Shirpur
04/06/2021 Work on case study Shirpur
05/06/2021 Telecall with Reporting manager Shirpur

CHAPTER IV
DETAILS OF WORK PERFORMED

4.1 Indian Tractor Industry an Overview

The Indian tractor industry is the largest industry in the world, accounting for
one third of global production. The other major tractor markets in the world are China
and the USA. Volume growth in the tractor industry in the past four decades shows a
compound annual growth rate (CAGR) of ten percent, despite seasonal variations that
cause changes in tractor demand and subsequently impacting industry volumes.
 The Indian tractor industry is the largest in the world and accounts for one third
of the global production.
 Current capacity of the Indian tractor industry is 600.000 per year.
 Major players include M&M Ltd, Tractor and Farm Equipment Ltd,
International Tractors Ltd, Punjab Tractors Ltd and John Deere.
 93% of the demand comes from 12 major states, of which UP is the largest
market.
7
  The Major export markets for Indian tractor industry are USA and China.
 The share of high HP segment (>40 HP) tractors in the total sales (including
exports) has been rising and this trend is expected to continue.

4.2 History of Indian Tractor Industry

Indian Tractor Industry developed in 1945 to 1960 because of the War surplus
tractors and bulldozers were imported for land reclamation and cultivation in mid
1940's. In 1951 there were 8,500 tractors in use, 20,000 in 1955 and 37,000 by 1960.
Local production began with five manufacturers in 1961 producing a total of 880 units
per year. Eicher, Gujarat Tractors, TAFE, Escorts, M&M are the major tractor
manufacturers. During 1965 this has increased to over 5000 units per year and the total
in use had risen to over 52000.In the year 1970 annual production has exceeds 20000
units with over 146000 units working in the country. Total production climbed steadily
to 33000 in 1975 reaching 71000 by 1980.Credit facilities for farmers continued to
improve and the tractor market expanded rapidly with the total use in passing the half
million mark by 1980.

4.2.1 Manufacturers and Collaborators in India

Table 4.1 Details of Manufactures and Collaborators in India
Manufacturer Collaborator Year
Eicher Tractors Gebr,Eicher Tractor. West Germany 1961
Ltd
Gujarat Tractors Motokov -Praha. Czechoslovakia 1963
Ltd
TAFE Ltd Massey Ferguson. UK 1961
Escorts Ltd MoloimportArazawaZakladyMechanicz 1964
neUrsus Poland
Mahindra & International Harvester. UK 1965
Mahindra
Escorts Tractor Ford .U.K. 1944
Ltd
Kirloskar Klochner-Humboldt Deutz. Germany 1974
Tractors Ltd.

8
 Punjab Tractor CMERI.INDIA 1974
Limited
VST Tillers Mitsubishi. Japan 1983
Bajaj Tempo Ltd Own know-how 1987
International Own know-how 1998
Tractors 
Larsen And John Deere. USA 1999
Turbo Ltd
New Holland New Holland Tractors .Italy 1999
Tractor
Greaves Ltd Same Deutz-Fahr. Italy 1999

4.3Powertrac Products
4.3.1 Powertrac Euro G28 4WD

Figure 4.1 Powertrac Euro G28 4WD

Powertrac Euro G28 is a 4 wheel drive tractor model. This tractor is suitable to
work on small farmland. It is liked by the small farmers. It works smoothly and
efficiently. This tractor comes in the category of the mini tractor. Powertrac Euro G28 is
always preferred by the farmers. It also works efficiently and effectively. This tractor
can load heavy-duty applications with various implements like rotavator, cultivator,
planter, etc.

9
Powertrac Euro G28 4WD Features:

 This tractor has 9 Forward and 3 Reverse gears.

 It has a strong lifting capacity.
 This tractor has 24 liters of fuel tank capacity.
 It has 990 Kg of total weight.
 It comes at affordable prices.

Table 4.2 Powertrac Euro G28 4WD Specifications

HP Category 28 HP
Engine Capacity 1318 CC
Engine Rated RPM 2800  RPM
No of Cylinder 3 Cylinders 
Brake Type Oil Immersed Multi Disc Brake
PTO Power 22 PTO HP
PTO RPM 540

4.3.2 Powertrac 439 Plus

Figure 4.2 Powertrac 439 Plus

This 41 HP tractor can do any kind of agricultural work. The company has trust
that this Powertrac 439 PLUS will be the farmer's first choice. This tractor comes with a
mechanical steering wheel and equipped with an oil-immersed brake system. Powertrac
439 PLUS can easily lift up to 1500 kg load.This amazing tractor is able to perform on
all operations.

10
4.3.2.1 Powertrac 439 Plus Features:

 It has 8 forward and 2 reverse collar shift gearboxes.

 Able to lift 1500 kg
 Suitable for any small landholders
 Can do every type of operation

Table 4.3 Powertrac 439 Plus Specifications

HP Category 41 HP
Engine Capacity 2339 cc
Engine Rated RPM 2200 RPM
No of Cylinder 3 cylinders
Brake Type Oil Immersed Brakes
Steering Type Mechanical Steering
PTO Power 39 HP
PTO RPM 540

4.3.3 Powertrac 439 DS Diesel Saver

Figure 4.3 Powertrac 439 DS Diesel Saver

This 41 HP tractor can do any kind of agricultural work. The company has trust
that this Powertrac 439 DS Diesel Saver will be the farmer's first choice. This tractor
comes with a mechanical steering wheel and equipped with an oil-immersed brake
system. Powertrac 439 DS Diesel Saver can easily lift up to 1500 kg load.This amazing
tractor is able to perform on all operations. Including cultivation, Powertrac 439 DS
Diesel Saver is able to do more than 20 farming tasks. This tractor is able to run up to
35 km/hr.

11
4.3.3.1 Powertrac 439 DS Diesel Saver Features

 This is 41 HP tractor
 Can easily lift up to 1500 kg load
 Will get 2200 RPM
 It works on 8 + 2 collar shift gearboxes
 It has a 50 Liter fuel tank.

Table 4.4 Powertrac 439 DS Diesel Saver Specifications

HP Category 41 HP
Engine Capacity NA
Engine Rated RPM 2200 RPM
No of Cylinder 3 cylinders
Brake Type Oil Immersed
Steering Type Mechanical Single Drop Arm
PTO Power 39 HP
PTO RPM 540

4.3.4 Powertrac Euro 45

Figure 4.4 Powertrac Euro 45

Powertrac Euro 45 Ideally used for the farming operation of cultivating, this
tractor is a must-have for farmers willing to work longer operations comfortably and
buy the tractor at affordable prices. This is a 45 HP tractor that has 3 cylinders. This
tractor uses a 2WD drive mode. Powertrac Euro 45 uses both steering type mechanical
and power steering. Also, this tractor is available in two brake types: dry brakes and oil-
12
immersed brakes. This tractor can easily lift up to 1500 kg. Powertrac Euro 45 is
working on 2200 RPM. If we talk about the cooling system then you will get a water
cooling technique with this tractor. This tractor is available in both clutch type single
and dual. It is powered by an 8 + 2 gearbox.Powertrac Euro 45 is started at 6.30 Lac. To
know more about Powertrac Euro 45 on road price contact Khetigaadi executives.

Table 4.5 Powertrac Euro 45 Specifications

HP Category 45 HP
Engine Capacity 2490 cc
Engine Rated RPM 2200 RPM
No of Cylinder 3 cylinders
Brake Type Dry / Oil Immersed 
Steering Type Mechanical Steering
PTO Power 38.3 HP
PTO RPM 540

4.3.5 Powertrac Euro 45 (4WD)

Figure 4.5 Powertrac Euro 45 4WD

Powertrac always manufactured one of the latest branded tractors which

dominate the Indian tractor market. Here we are presenting Powertrac Euro 45 Plus
detailed information. This tractor comes in a 2 wheel drive(2WD) mode as well as 4
wheel drive(4WD). We can use Powertrac Euro 45 Plus for lifting implement as well as
plowing implements. Powertrac brand always focuses on cutting edge technology
13
therefore this tractor will also give you some amazing features than its competitor. This
tractor has 47 HP engines and it has 3 cylinders. This model is able to lift up to 1600 kg
of weight easily. If we talk about the price of Powertrac Euro 45 Plus then this tractor is
started from 6.80 Lac. To know more about the Powertrac Euro 45 Plus on road price
contact Khetigaadi executives.

Table 4.6 Powertrac Euro 45 Plus Specifications

HP Category 47 HP
Engine Capacity 2761 cc
Engine Rated RPM 2000 RPM
No of Cylinder 3 cylinders
Brake Type Oil Immersed Brakes
Steering Type Mechanical / Power Steering
PTO Power 40 HP
PTO RPM 540

4.3.6 Powertrac Euro 50

Figure 4.6 Powertrac Euro 50

Powertrac is a tractor manufacturing company that comes under the Escort

Group. New tractor Powertrac Euro 50 is announced by this company. This is a 3
cylinder tractor with 50 horsepower. It is able to generate 42.5 HP PTO. Powertrac Euro
50 is able to lift 1500 kg. It has 8 forward and 2 reverse collar shift
gearboxes. Powertrac Euro has available both mechanical and power steering options.
This tractor is equipped with an oil-immersed brake system. Powertrac Euro 50 can do

14
any kind of agriculture operations including cultivation. It is compatible with all the
latest implements. This tractor can work on 2200 RPM.Powertrac Euro is starting at
6.25 Lac. To know more about Powertrac Euro 50 on road price contact Khetigaadi
executives.

Table 4.7 Powertrac Euro 50 Specifications

HP Category 50 HP
Engine Capacity 2761 cc
Engine Rated RPM 2200 RPM
No of Cylinder 3 cylinders
Brake Type Oil Immersed Brakes
Steering Type Mechanical / Power Steering
PTO Power 43 HP
PTO RPM 540

4.4 Competitor Information

The total number of competitors of Escorts tractors is as follows:

 Mahindra & Mahindra

 John Deere

 TAFE

 Punjab Tractors Ltd (Swaraj Tractors)

 Sonalika (International Tractors Ltd.)

 Escorts (Escort, Powertrac and Farmtrac)

 Kubota Tractors

 Same Deutz-Fahr Ltd.

4.5 Cycle of business

15
 


Billing

Delivery

Retail

Collection

RTGS

4.6 Sales System

Fig 4.7 Cycle of business

Dealer Purchase the tractor from Company

Enquiry generation
Various activities, relation, old customer

Customers purchase the tractor from dealer.

To complete the bank process, documentation, etc.

To collectthe dealer amount from the customer

Real Time Gross Settlement to company from dealer

Enquiry
16
S
6
O
C
5
A
T
4
Y
R
V
E
D
3
G
N
IL
.B
1
 (By office / salesman)

Information of tractor model

Information of loan / finance

Information of documents

Quotation

Follow up

Delivery

RTO Passing

(After 50 working hrs. of tractor)

Fig 4.8 Flow Chart of Sale process

4.7 Loan Process of Bank

Documentation file with quotation

Search report

Mortgage

Amount of loan

(About 75% quotation prize)

Agreement
17
 Loan sanction

Delivery

RTO Passing

Payment to dealer

Fig. 4.9 Flow chart of Bank Loan process

4.8 Loan Process of Finance

Documentation file with quotation

FIR

(On field)

Amount of loan

(Fix for model wise)

Agreement

18
 Sanction

Delivery

RTO passing

Payment to dealer

Fig. 4.10 Flow chart of Finance Loan process

 Documents for Loan Purpose

1) 7/12 FORM
2) 8 A
3) Search report
4) Voting Card
5) Ration Card
6) Photo
7) NOC of Village Society
8) Check Book
9) Other

4.9 Tractor Loan

Now a day different options for tractor loan is available,
1) Nationalized Banks
2) Private Banks
3) Private Finance

a. Advantages of Banks
1) Finance for implements & trailer.
2) High tenure period.
3) Assets not pulled even.
4) Low rate of interest.

19
b. Limitations of Banks
1) Delayed in processing.
2) Margin money is to be deposited in cash.
3) Land required is high.
4) Required land mortgage.
5) Loan is on tractor as well as land

c. Advantages of Private Finance

1) Required land is low.
2) Staff will assist faster disposal of case.
3) Wide spread network.
4) Company, s license at corporate level.
5) Preference gives to commercial use/tractor applications.
6) Also finance for old tractors.
7) Land mortgage not required.
8) Tie up with various tractor manufacturers for attractive offers.
9) Loan is only on tractor, not on land.

d. Limitations of Private Finance

1) High rate of interest.
2) Short tenure period.
3) No finance for implements and trailer.
4) Tractor repossessed immediately on default.

4.10 Details of work Performed

4.10.1 Visit to the Area office
On 5th February 2021. I had visited to the Escorts Tractors area Manager Mr.
Sachin B. Patil. Then I have been sent to Dist. Dhule. I met with Mr. Bahubali
Bagawade (Regional Manager) who gave us the information about company and sales
and marketing sector. He introduced some kinds of activity of marketing. Then he sent
us to the respective dealership locations.

4.10.2 Visit to the Dealership

I had gone to the Dhule Dist. Dhule on 5 th February 2021 and visited to the
Dhule dealership. I met with the dealer, salesman, and mechanic. I had gathered the

20
information about dealership i.e. at which year this dealership was opened, how much
tractors being delivered per year, number of salesman and area given to each of them. I
met to Area Manager of Dhule dealership Mr. Sachin Patil. He told me about the dealer
behavior, how to act with the dealer, salesman, mechanic, etc. He arranged the meetings
with dealer and other members to make us aware of the market condition of that region.

4.10.3 Customer Meet Activity in DHULE

From the very next day we started prospect meet activity. First I had prepared a
route plane of whole months. We were supposed to meet the existing customers of
Escorts tractor. I met with the owners of the farmtrac tractors as well as other farmers of
the villages near the Dhule. I gathered all the necessary data and recorded them in excel
sheet. I follow route plan as I prepared.

Plate 4.1 :- Van Campaigning in Dhule.

4.10.4 Product Display activity

Product Display is an intensive activity in which any one in village or a

cluster of village is physically contacted with a view to find out if he or anyone
known to him is buying a tractor
This activity was started at the beginning of January. We planned it by to
give the Information of Our New Model taking into consideration the. We made a
suitable plan for this activity.

21
Plate 4.2 :- Product display activity

Plate 4.3 Product display activity.

22
 Plate 4.4 During the Product display activity.

a. Details of Product activity

Table 4.8 Product Display details

Sr. Date Activity Place
No.
1 25 Feb 2021 Product Display Behed, Deur, Fagne
2 26 Feb 2021 Product Display Kapadane, Khede, Kusumbhe
3 4 March 2021 Product Display Khalane, Arave, Betawad

b. Result of Product Display activity

Table 4.9 Result of product display
Month No Of Hp Prospect Delivery/Booking
Days Gen. Gen.
Feb
3 4 17 1
(DHULE)

4.10.5 Follow-ups and delivery

As we met many farmers in customer meet activity we supposed to take the follow
ups of the existing records. I got the work from the dealer that to meet the hot prospects
from the nearby areas and take their reviews and inform them about Executive series. I

23
met with many farmers from the Dhule Tahsil, I found that there were many farmers
who willing to buy a higher HP tractors as they have the major crops like Javari.
But we got very good response from the Dhuletahsil as most of the farmers
preferred to buy PT EURO 50. There were many farmers who wanted to exchange their
old one. I met them personally and told them about the benefits of the Executive series.
This activity lasts after 24 days then we had a next activity i.e Product Display.To
enhance the awareness about Powertrac Euro series amongst the people from small
villages we arranged Van campaign activity. I had a very good experience about finding
the individual behavior of the farmer. I talked with many farmers about the working
abilities and capacities of the competitors as compared with Powertrac tractor.

Plate 4.17 Delivery of PT EURO 50

4.11 A Case Study on Competitor Analysis of Powertrac EURO 50

ESCORTS launched a new series in EURO, India’s first European

Technology & comfort tractor.

In this Dhule region mostly 41-50 HP range tractors are prefer by the
farmers due to soil and there climatic conditions. ESCORTS market share compare
to other district Dhule is on Top. To develop share market of ESCORTS on the
product basis, I decide to take Powertrac Euro 50 model for case study.

POWERTRAC EURO 50:

24
 Powertrac have a high market share in Dhule district. While in Dhule and
Sakhari in this two tahsilPowertrac also very good market share consider to others
competitors.

This is a new launched model of an Escort Powertrac. In this Euro series, new
facilities added like,

 Single bonnet face lifts facility.

 Stylish LED lights.
 Protection provided for operator legs from hot air coming from engine, fiber
shield attached.
 Side shift gears or also available in centre gears.
 Adjustable seat.
 Comfortable seating arrangement.
 Charging slot.
 Fender rails.
 Multispeed & reverse PTO.
 Separate PTO clutch.
 ADDC system.
 Suspended clutch & brake pedals.
 Digital display board.
 Hand brake for parking.
 Heavy bumper
 Balance power steering & metallic color

4.11.1 Survey details during collection of competitors data

During the period of case study we had a detail survey of the Dhule. I met
with every competitor’s dealership. I collected their leaflets and other details. I faced
many problems while collecting the competitor’s data. I gathered all the
information and made a competitive chart showing the comparison of Escorts
against the competitors. This case study was in turn very useful to increase the
market percentage of the company.

4.11.2 Competitor Details Table

25
 Table 4.10 New Holland Tractor Details
Hp
    Location Quotation
Range
Showroom KisanEngg.
Dhule    
Name Works
Dealer Name Prakash Bagul Dhule    
Manager 2      
DSP 4      
  NH 3230 45 600000
NH 3600- 2 50 660000
Tractor Model
NH 3630 55 721000

Table 4.11 Mahindra Tractor Details

 
    Location Hp Range Quotation
Showroom
Kisan tractor Dhule    
Name
Dealer
Jagdish N. Bagul Dhule    
Name
Manager 2      
DSP 4      
Mahindra 265 DI   39 535000
Mahindra 295 DI
  39 600000
Turbo
Mahindra 475 DI   42 660000
Tractor Mahindra 575 DI
Model   45 695000
Sarpanch
Mahindra 575 DI
  45 665000
Bhoomiputra
Mahindra 555 DI
  52 735000
Arjun

Table 4.12 Swaraj Tractor Details

Hp
    Location Quotation
Range
Showroom
Tulasi motors Dhule    
Name
Dealer Name Dipak Sirsat Dhule    
26
 Manager 2      
DSP 4      
Swaraj 724   24 450000
Swaraj 735   39 600000
Swaraj 744   45 710000
Swaraj 744 Ps   45 725000
Tractor Swaraj 855   55 790000
Model Swaraj 855   55 760000

Swaraj 855   55 730000

4.11.3 Conclusion

 Powertrac Euro 50 tractor has highest fuel efficiency.

 Farmers were very much attracted and satisfy with the modified look of
Powertrac Euro 50.
 From above competitor matrix I found that newly launched Executive series is
setup to compete all other competitors of 45Hp range.
 All competitors did not want to compete with Powertrac Euro 50

4.11.4 Actual activity conducted.

Various types of activity conducted during training programme. From these
activities I conclude that which activity is more effective for marketing or
promotion. Response of people was noticed during activities. Which activity is
better for awareness among customer and how to conduct the activity in front of
people is observed
4.11.5 Points to be considered.
1. Type of activity.
2. Preparation for activity.
3. How to create crowd.
4. How to attract the people.
5. Response of people through activity.

27
 6. Various techniques to attract people.
7. Product basis features highlighting.
8. Show the PPT of model variant and features.

4.11.6 Activities taken

1. Prospect Meet
2. Product Display
3. Van Campaigning
4.11.7 Results of activity
I was selected a group of village, which was covered within one day. I
was conducted the all activities in same villages. But results from activity were
different. The percentage of people were attracted towards activity was different for
different activity.
Following graph shows the result from actual activity.
a. Percentage of people attracted during activity.

70%
60%
50%
40%
30%
20%
10%
0%

Percentage of people attracted

Fig. 4.11 Percentage of people attracted during activity.

28
b. No. of enquiries generated in one time activity

5
4.5
4
3.5
3
2.5
2
1.5
1
0.5
0
t
ee gn ng
M pa
i bi
ct m m
p e
Ca Co No. Of enquiries
os n No. Of enquiries 2
Pr Va

Fig. 4.12 No. of enquiries generated in one time activity

4.11.8 Conclusion
The above graphical presentation shows that the Demonstration activity is
more effective than other activities. All sales officers of company & all dealers
should give more preference for Demonstration and Van Campaign.
ESCORTS’s new executive series is best on product basis. I suggest that
they should promote these activities. Demonstration activity is the best activity; in
which people were know more information about tractor model.

4.11.9 Study of total numbers of villages in Dhule tahsil.

Total no. of villages covered during activity was 45. I covered all these villages
during activity. The activities like Prospect meet, Combing, Van Campaigning are
taken in all these villages. I studied tractor industry in Dhule and Shirpur cluster.
Following data were collected during activity.

Table 4.13 Total no of villages

Sr. No. Cluster Total no of villages covered

1 Dhule 14

2 Shirpur 22

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 3 Shindkheda 5

4 Sakari 4

Tractor idustry in Dhule

400
350
300
250
200
150
100
50
0
ESCORTS SWARAJ M & M DEUTZ-FAHR
TAFE ITL KUBOTA

Fig. 4.8 Analysis of tractor industry

4.11.10 Observations during Training Programme

 As per current industry scenario the growth of tractor industry is
continuously growing day by day. Manpower play important role in tractor
industry. So it is essential to increase manpower.
 Tractor industry trend is diverting from lower hp to higher hp. So industry
player having higher hp model sustain properly in this market.
 But as per the market of Dhule . I came to know that the main crops are
grapes and onion so there is vast scope for the market of lower HP tractor.
 Currently customer is service oriented of any manufacturer, so need to focus
on service activity.

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 CHAPTER V
OUTCOME OF TRAINING

 Sales and Marketing

During 4 month in plant training period we participate in delivering 12
PT New tractors.

 Field Test
I met with 40 old customers of the Escorts tractors. I distributed the
leaflets of PT EURO Series. I participated in various enquiry generation
activities of the euro series. I got positive feedback on Products as well as
customers were ready to accept new technology required to operate implement.

 Study of Market Scenario

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 As we all know the tractor market of the Nasik is more than any other
region in the state. Dhule has tremendous orchard farming, they have the main
crops such as bajra grapes, onions etc. So there is vast scope for the tractors
with 45-50 HP.

CHAPTER VI
SUMMARY OF TRAINING

I joined this company for in-plant training of 4 months dated from 5 th

February 2021 to 5th June 2021. During this training programme, I learnt about
working, sales and marketing development system of company. Also I learnt
about the finance process of tractors, planning of salesmen to increases their
sale of tractors. During this training period I did the competition matrix report
in Sakri, Shirpur Tahsil, also did the competition analysis of Esorts PT and
other competitors. Total market share of Escorts tractors in Dhule cluster,
Service station, sales outlet, parts availability. I also learnt more practical
knowledge about Marketing development, how to handle the dealer, salesmen,
customers and company event in this training programme. Escorts Tractors
provides good training and various activity they are as follows.

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 Sale system and working
 Loan process of bank and finance companies
 Combing activity
 Existing customer
 Van campaign activity
 Follow up and delivery
 Market development

CHAPTER VII

REFERENCES
 www.escortstractors.com

 DSP user manual

 Google & youtube

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