Anubrat Project

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CHAPTER 1: ABOUT THE SONALIKA GROUP

1.1) INTRODUCTION

Established in 1969, Sonalika group from the very beginning has tried to

understand customer need so that they get better value for their money, hard

earned. Sonalika has state of manufacturing facility spread in acres, located at

Hoshiarpur and tax free zone at AMB in Himachal Pradesh. Sonalika is the one

of the top 3 tractor manufacturing companies in India; other products includeMultiUtility vehicles, engines and various farm equipments. Today the group

stands tall with an approximate turnover of 5000 Crore INR. An average growth

of 30% makes it one of the fastest growing corporate in India. It is also one of

the few debt free companies. Group has strength of about 3600 employee &

technocrats. History reveals that innovation is the key to continued progress and

when applied to technology that touches human life, it can unfold a whole new

economic phenomenon that has the power to change the world. With unique

initiatives like the Thought leadership Forum, Leadership Forum, they have

been able to create a unique platform for learning through success stories of

Industry leader. No doubt that the Sonalika products has created a position for

themselves not only in India but also in foreign market. To maintain quality

even a micro level is being taken care of and rectified. The industry has

gradually transformed themselves into a world-class player involved in building

state-of-the-art products, solutions and technologies. Sonalika Foundation

intends to become a catalyst, encouraging there members to do more, capturing

best practices for quality and harnessing a greater range of resources, from the

industry and beyond, to make a major impact on the development. It has been

Guru Nanak Dev University, Amritsar

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their vision to cater to the needful agriculture and auto industry with qualityproducts through untiring dedication and activities. As they step in to their fifth

decade of existence, they continue to lead the development. Tractor and car

plants work in 2 to 3 shifts depending upon volume of work for maximum

production. They continue to march ahead on road to success and glory driven

by the force of initiative and determination to have a leading position in the

tractor industry in the days to come. They have ventured in to automobile sector

also with the launching of Rhino MUV- to write another success story.

1.1.1) GROUP VISION

To become the world's leading tractors manufacturing and a major player in

automotive products and services.

To provide genuine value to the customers.

Continuously maintaining competitive edge by developing innovative products

and services.

To ensure quality of products and create satisfied customers by offering them

the service with a delight.

1.1.2) MISSION

Sonalika pay personal attention to their customers so that, they can build

products they need and not merely sell the products they build.

1.1.3) CORE VALUES

To accomplish their mission, the ownership, staff, and management go to great

lengths to treat each customer like a member of the family and provide them

with the best choice of products and highest quality of service in the industry.1.1.4) ETHO STATEMENT OR LOGO RATIONALE


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Red symbolizes the strength, power, determination, and desire of company.

Yellow surrounding the Sonalika logo produces a warming effect, arouses

cheerfulness, stimulates mental activity, and generates the same.

Green Leaf in the centre symbolizes growth, harmony, freshness, and fertility.

Blackunderlining the logo associates with power, elegance, and formality.

Orange surrounding the complete logo represents enthusiasm, fascination,

happiness, creativity, encouragement, and stimulation.

All this permutation of persona represents the Sonalika group as an asset in the

industry. Company is manned by cream of the industries best of technocrat and

service staff. They are proud of reputation as service & solution provider andinnovator in agro industries. In a time marked by rapidly changing technology,

they have developed best of the R&D team and have also developed the

excellent quality control system to deliver high quality results in the industry.

Their actions are guided by their core values of integrity, quality, commitment,

and innovation. They are committed to living their values doing so, building a

business as great as their products. Throughout their history, company has

earned a reputation for high quality and integrity, and this has been an asset ofincalculable value. They strive to live up to these expectations, not just because

it is for good business, but also because it is the right thing to do. Their core


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the product in African continent soon. The Company is eligible for the Central& State Govt. Tax sops, exemption from the excise duty & income tax for 10

years, which shall add to its viability & future expansion. Sonalika Group

intends to inject Rs.1000 Crores in Himachal Pradesh over the next 2-3 years

in the upcoming ICML plant & ICML has an ambitious plan to play a major role

in the Indian Automobile Industry.

1.2.2) SONALIKA AGRO

Sonalika agro was established in 1971 to support the Indian farmers with

mechanization technology to facilitate persistence of green revolution. Sonalika

Agro Industries Corporation, the groups maiden venture is one of the foremost

Farm equipments and implements manufacturing companies in India with 80%

share in threshers alone. Its product line includes Combine Harvesters,

Tractor/Self Driven straw reapers, Potato Planters, Maize seller-cum-Dehuskers,

SeedCum-Fertilisers Drills, various kinds of threshers, etc. Sonalika Agro is a

pioneer in manufacturing tractors mounted combine harvester, which is not

popular in India, but also in various others countries across the globe. Today, the

company is supporting the farmers with world class farming equipment to ease

the process of making the Green Revolution II, a dream come true. In the light

of the company's mission, highly qualified and experienced staff is working as a

family in the manufacturing facility at Hoshiarpur(Pb). This plant is equipped

with advanced technology to develop, manufacture and test the modern products

for the modern farmer. The company has a wide range of farm equipments andimplements to facilitate the farmers in all kinds of farming activities. It has a

large dealer network spread all over country and have approximately 80% share


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in Indian market of farm machinery. Its products are also exported to Asian &African countries through various export promotion counsels.

1.2.3) INTERNATIONAL TRACTORS LIMITED

International Tractors Limited was incorporate on October 17, 1995 for the

manufacture of Tractors and has since then built a distinct position for itself in

the Tractor industry. ITL is manufacturing various Tractors of SONALI KA

brand between 30 H.P to 90 H.P. The tractors manufactured by company have

secured a reputation of performance, quality and reliability in the market

because of their maximum pulling power, minimum fuel consumption and low

emission. All this makes ITL one of the top five tractor selling companies in

India. These tractors are also exported to various countries including South

Africa, Australia, Zimbabwe, Sri Lanka, Canada, Bangladesh, Algeria, Zambia,

Senegal, Ghana etc.

ITL has entered into strategic alliance with YANMAR of Japan for joint

manufacturing tractors in India. ITL has a marketing arrangement with TATA

International for development of selected South American and African market.

The companys marketing efforts are promoted by dealer network of 600, and


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450 sub dealers. Such a networking has enabled the company to grow like awell-knit family whose roots lie in its customers, who have providing constant

feedback and support to allow the company to turn their dreams into products.

Their Manufacturing Process, Quality Control systems and Research &

Development facilities are ISO-2000 certified, by the joint Accreditation

system Of Australia and NewZealand. They are the first Tractor

manufacturing company in the country to be accredited with ISO-14001. It bears

testimony to fact that company is having world-class R&D facilities,

maintaining controls and systems of International Standard and Environment

norms. They are also manufacturing tractors, meeting norms of Smoke & Mass

Emission, Tested and certified by ARAI, Pune. United States Environmental

Norms Agency, Washington DC has also certified our Engines. These

certifications enabled SONALI KA Tractors to enter into world Market. All the

Models of Tractors and Combines Harvesters manufactured by us are tested &

approved by central Farm Machinery and Tractors Training & Testing Institute,

Bundi (MP), India, (the Government of India Institute authorized for issuing test

reports).

Tractors from ITL offer the perfect combination of power and economy in the

agriculture utility segment. For fast efficient operation in the rows and a

minimum width, which is typical to small land holdings, the performance of ITL

tractors is unparallel. Sonalika tractors are easy to handle, with outstanding

maneuver ability, low centre of gravity and a tight turning radius, that combine

to give fast and efficient operation in the field or yard. They also manufacturetractors whose specifications are approved and tested dimensionally and

structurally, according to EEC and other international standard and


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homologations. Some of their tractor models offer the most technically advancedfeatures available on the market today, including hydrostatic transmission,

power steering, differential lock and advanced safety devices.

Area Division: -

Company has divided the whole nation in four Zones

I) Zonal Head- Mr. D.L. Rana

St ate- Punjab, Haryana, HP, J&K, MP , CG.

II) Zonal Head- Mr. L.R. Yadav

State- U P, Uttranchal, MS

III) Zonal Head- Mr. A.K. Tomar

State- Rajasthan, Bihar, West Bengal, Jharkhand, North East , Orissa, Assam

IV) Zonal Head- Mr. V. Srinivasan

State- Karnataka, Tamilnadu, Gujarat, A.P.

Regional Office: Bhopal(MP); Raipur(CG); Ghaziabad, Lucknow, Barelly(UP);

Aurangabad(MS); Ambala, Rohtak(HR); Bathinda, Jalandhar(Pb).

Total Tractor Sales: 2,40,000 per year

1.3) SONALIKA GROUP-MILESTONES

1969:- Modest beginning into farm equipment and machinery manufacturing

and earning name & fame over all these years.

1995:- Diversification in to manufacturing of tractors over whelming response

from the market.1996:- Rollout of first Tractor from ITL.


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Production Capacity per day- 250Tractors Production per day- 150 Tractors

Tractor Models- 14 (30h p- 90hp)

Number of Dealers- 1300

Total Employee- 3600(2000)

1.5) TRACTOR INDUSTRY IN INDIA

Higher productivity and greater output are the two major contributions in farm

mechanization. Tractors form an integral part of farm mechanization and have a

crucial role to play in increasing agricultural productivity. Tractor is a highly

versatile piece of machinery having a multitude of uses, used in agriculture both

for land reclamation and for carrying out various crop cultivation and also

employed for carrying out various operations connected with raising the

crops by attaching suitable implements and to provide the necessary energy for

performing various crop production operations involved in the production of

agricultural crops. Tractors are capital intensive, labour displaying used as a

mode of transport, in electricity generation, in construction industry and for

haulage operation. It has now become an integral part of farm structure .The

application of tractor for agricultural activities which swept India during the last

twenty years have erased the problem of farmers. Farm mechanization program

in India aims to integrate the use of available human and animal farm power

with mechanical sources of power for increasing the productivity. Indian tractor

industry, comparatively young by world standards have expanded at a

spectacular pace during last four decades. Consequently it now occupies a placeof pride in India's automobile industry. U.S.A., U.S.S.R. and only a few Western

European countries exceed the current production of tractors in India, but in


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terms of growth India's growth is unmatched even with countries of long historyof tractor manufacturing. The spectacular achievement reflects the maturity and

dynamism of tractor manufacturers and also the policies adopted by the

government to enable it to effectively meet the demand. The tractor industry in

India has made a significant progress in terms of production and capacity as well

as indigenization of technology. It is a typical sector where both imported

technology and indigenous developed technology have developed towards

meeting the over all national requirements. The global spotlight on tractors

manufacturers certainly in terms of volume seems to be swinging away from the

USA, UK and Western and Eastern Europe towards India where growth in the

number of producers and the total volume in recent years have been impressive.

In India tractor industry has played a vital role in the development. India's gross

cropped area is next only to United States of America and Russia and along with

fragmented land holdings has helped India to become the largest tractor market

in the world. But it drops to eight position in terms of total tractor in use in the

country when compared to international figures, only 3% of total tractors used

all over the world . It is to be noted that while the overall automobile industry is

facing recession the tractor industry is growing at 9%.About 20% of world

tractor production is carried out in our country only. The arable land in India is

high as 12% of the total arable land in the world. Tractor market in India is

about Rs.6000crores. On an average around 400000 tractors are produced and

their sale is 260000. Uttar Pradesh is the largest tractor market in our country.

One out of every four tractor is being purchased here. Indian tractor market hasto be viewed considering its position in the world with respect to key parameters

as given below: The Tractors available in developed countries have advanced


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features and accessories that is not found in Indian tractors. Tractor industry hasmade a steady and satisfactory progress even in drought areas. Four factor s

have contributed to the steady progress:

DESCRIPTION UNITS WORLD

TOTAL/AVG

INDIA INDIA

RANK

Arable Land Mn Hectare 1444 170 2

Irrigated Area Mn Hectare 249.6 45.8 2

Tractors In Use Tractors/000Hectares

28 10.5 8

Table 1.1: Factors Responsible For Steady Growth

Government laid stress on the mechanization of agriculture with a view to

boost food grain production. Therefore agriculture sector started receiving

financial assistance. There is an increase in awareness among the farmers for the

need of farm mechanization and are keen to acquire tractor with the help of

credit facilities from financial institutions. Agronomists believe that there is

need for more tilling due to depletion of moisture and repeated cultivation of

land. It is precisely for this reason that the demand for tractors was well

maintained even during a draught period. Animal power available is too

inadequate to meet power demand of our farmers. Mechanized operations

are preferred to eliminate drudgery and delay, also labour shortage during

harvesting increased the use of tractor. At the end of the day there are enough

reasons to believe that the industry will grow because: More farmers are optingfor multiple cropping over last decade. Country's net cropped area had remained

virtually stagnant while gross cropped area increased by about 4.7%. This


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indicates the increased popularity of multiple cropping. 95% of tractor sales areon credit. Credit is extended by commercial banks, state land development banks

and regional rural banks. Irrigation facilities reduce reliance on the monsoon and

allow for quick yielding varieties of food grain. This reduces the cropping cycle

to 3-4 months from the traditional 5-6 months. Reduced cropping cycle require

deep tilling which translates into higher demand for tractors. Cost of tractors in

India is the cheapest in world .The cost of a finished tractor here is as much as

the cost of gear box in developed countries. Hence there exists tremendous

scope for exports. According to a study conducted by PHD Chamber of

Commerce and Industry, since purchase of tractor involves a big investment its

demand in affected by the availability and easiness of credit. A higher

availability of credit will lead to a higher demand for tractors. The tractors

between the 31-40 horse power and 31-40 hp range dominate the market.

The reason for medium horse power tractors being more popular are that the

major tractor demanding states like Punjab, Haryana and Uttar Pradesh

have plenty of alluvial soil which does not require deep tilling. Lately it is

visualised that higher HP segment has the maximum growth potential. Higher

horse powered tractors will be the future requirement with the government

intention to encourage contract farming through the leasing in and leasing out of

farm lands. Regarding exports India of latter has been exporting tractors to a

number of countries, but predominantly to Sri Lanka, Nepal and U.S.A.

However the study reveals that exports from India are going down in the recent

years. The major reason for the decline in exports of tractors of tractor fromIndia is being the failure to find an extensive market overseas, deteriorating

foreign exchange situation in African countries and their poor buying capacity,


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comparatively cheaper imports of second hand tractors by South East Asiancountries from developed countries and the disintegration of erstwhile U.S.S.R.

but also the potential export markets can be explored by Indian in the future.

Since Indian tractors confirm to the international standard by virtue of their

foreign collaboration it is possible for India to export to more tractors to the rice

and wheat growing countries like Canada, Philippines and Bangladesh.

1.6) FOREIGN COLLABORATION

Tractor industry along with others benefited from this policy which

allowed free inflow of foreign technology. The manufacture of tractors started in

India mainly with the help of foreign collaboration secured from internationally

reputed companies from the USA, UK, USSR, WEST GERMANY, POLAND

and CZECHSLOVAKIA. Most of the models which were taken up for

manufacture in India were developed overseas. Soon after the decision for the

manufacture of tractors was made during second plan, government approved

number of foreign collaboration agreements. The establishment and present

status of tractor industry owes a great deal to the support received by the Indian

entrepreneurs from foreign collaboration during the initial phase of manufacture.

DSIR has introduced a scheme, "National Register of Foreign Collaborations",

which envisages review and analysis of imported technologies in the country

and suggested measures for appropriate choices acquisition and implementation

of foreign know-how.

Major objective of scheme is:

To undertake financial, economic and legal analysis of set of dataon foreign collaboration.


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Carry out a technological analysis of the imported technology and providea stage of art technology in the country and status of implementation of

collaboration.

Selective support to strength measures in Research and Development

for technology absorption.

1.7) SUMMARY

Agriculture accounts for about 22% of country's GDP and engage around

70% of the population. With good spell of monsoon across the country this yearthe agricultural sector would experience a good yield for both kharif and

Rabi crops. Further government efforts to implement irrigation projects and

increase the gross cropped area (GCA) will drive surplus incomes of farmers,

and given the strong correlation of the agricultural growth with tractor demand,

it will be positive for the tractor industry. With the increasing awareness of

mechanized farming, the penetration levels of tractors in India are expected to

increase. Despite being the largest tractor market in the world tractor penetration

levels in India is low at 11 tractors per 1,000 hectare of Gross Cropped

Area(GCA) as compared to world average of an estimated 19 tractors per 1,000

hectare of GCA. Also India has the largest irrigated area in the world and second

largest arable land in the world; hence there is a larger domestic market that

remains untapped. The steps taken by manufacturers on inventory and new

product fronts may put the sector on a profitable growth path in the next couple

of year s. New product launches are also expected to drive the growth. The new

products are ergonomically designed and are of higher power. Further, better

monsoon, easy credit availability, perky export market and marked improvement

in the economy contribute to this optimism. However, players are likely to face


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pressure on margins despite higher turnover growth prospects in light of stiffcompetition and rising input costs. It has to be remembered that the industry

currently is operating at less than 50% capacity utilisation. With such a large

demand-supply gap, pricing power is likely to be on the lower end of the

spectrum. Further given the large dependence of the sector on monsoon, the

span out of the monsoon in the current year will have an impact on industry's

fortune. The dependence could reduce over the long-term only if measures like

irrigation projects, yield improvement and infrastructure development gains

momentum.

1.8) STRATEGIC & FINANCIAL PARTNERS

ITL no w has strategic alliance with YANMAR, Japan backed by equity

participation of 12% , YANMAR has planned to source component aggregates,

transmission and tractors from ITL. City group and UK have equity participation

of 10% each in ITL, J.M. Morgan Stantle has equity participation of 5% *

Sonalika Tractors. Financing Joint Venture with Magma.

1.9) CURRENT MARKETS OF TRACTORS

Export:- Africa, Sri Lanka, Zimbabwe, Nepal, Bangladesh Algeria,

Senegal, Malawi, Republic of Berin, Kenya, Congo, Madagascar, Ivory Coast,

Ghana, South Africa, Sudan, Zambia, Canada, Syria, Togo, Malaysia, Mauritius,

Angola, Burkina Rasa, Oman, Mozambique, Tunisia, Ukraine

1.10) COMPLETE & BALANCE TRACTORS

We call Sonalika tractors balanced and appropriate for Indian farmers

because:-1) Proportionate weight distribution- The weight distribution of the tractor is

uniform across their length due to which they have excellent grip on the


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ground. This prevents slippage even on steep increasing the load. Has thecapacity to pull heavy load even on steep slopes and maintain balance

without any front lifting.

2) Large wheelbase- Front lifting is seldom witnessed due to the maximum

wheelbase.

3) Maximum ground clearance- Ground clearance is the distance between

the bottom most surface of the bottom of tractors and the ground.

4) Looks- Sonalika tractors are aesthetically appealing.

5) Ergonomics- Road visibility better because of high attitude of driver's

scale.

1.10.1) POWERFUL

We call Sonalika tractors Powerful because:

1) High Backup torque- back up torque is reserve power. Due to the

excellent pulling power; tractors are able to turn around.

2) Smokeless engine- Sonalika has used TREM-III Engine 'which burn

every single drop of diesel and build up full power because of t his they

give negligible smoke.

1.10.2) ECONOMICAL

We call Sonalika tractors Economical because:

1) Fuel Efficient- Engine uses every single drop of diesel to generate power.

2) High road speed- The Sonalika tractors is high on road. The rate of doing

work increases.

1.11) PRODUCTION


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ITL has fully integrated and state of the art assembly facilitation forproducing world class tractors. Several productivity improvements in assembly

line over the years have made it possible to manufacture nearly 37000 tractors

per Year. Atomization of assembly line not only increased production capacity,

but also provided a quantum jump to the quality of assembled tractors. ITL

assembly line produces tractors in broad range from 30HP to 90HP with

effective planning of resources.

Quality, Assembly & Testing Tools:

Hydraulic Test Rig Up to 1600Kg Lifting Capacity Millipore Testing

Equipment.

Torque calibrator Hydraulic presses.

A unique 3-Stage oil filtration system having modern facility of centrifuge

filtration

Batch type Special purpose machines (SPM) at various locations for

washing of heavy castings, components & subassemblies.

Pipe flushing machine for proper cleaning of hoses & pipes.

Induction Heaters for controlled heating of bearings.

Manufacture of Differential for tractors.

Manufacture of Gear Box for tractors.

Manufacture and check the Hydraulic System.

Finally Chassis is manufactured and then Tractor Chassis is put inside the

washing plant. Then tractors are painted.


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After Painting, Tractor is Prepared in final assembly section by automaticconveyor.

Storage of Tractors under fully protected store house.

Tractors are prepared for dispatchment.

Standard testing procedures on final product.

Roller testing.

Road testing.

Field Testing

1.12) BRIEF OF R&D

ITL R&D center is recognized by government of INDIA. ITL R&D is a

complete dept in itself starting from designing up to development and

implementation.

CAPABILITIES:

Highly qualified team of engineers for designing of transmission &

vehicle areas.Vendor development is capable for the development of new projects

components of R&D through vendors & commercial settlement. Vendor quality

control is capable for ensuring quality requirements of components through

verification at vendor end.

High skilled workers are capable for making any types of prototypes

FACILITIES:

High configuration workstations are used for design activities.

Team centre is used for PLM concepts.

I-Deas, Solid-Edge & AutoCad is used for 3D & 2D design activities.


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FARMTRAC1. High diesel consumption.

2. Costly spares and high on maintenance cost.

3. Having a lesser weight & length the tractor gives front lifting

on attaching heavy implements.

4. Rear side is light in weight causing more wear of tyre and

lesser area coverage.

SAWARAJ

1. High diesel consumption even on lesser loads.

2. Tractors give smoke even on lesser loads.

3. Having old technology manufacturing, continuously reducing sale.

4. Costly spares and maintenance.

5. Have gone through no changes in design and having a similar bonnet &

fenders gives a look like a tin box.

JOHNDEERE

1. Not appropriate for use of Indian farmers.

2. Unbalanced in design, this is clear from the weights, provided at the front.

3. Lesser wheelbase causes front lifting which is not good for driver's safety.

4. Costly and non availability of Spare Parts.

5. Costly components cause a very high over hauling, which is unaffordable

for a normal farmer.


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6. At turning there is a heavy drop in engine RMP which cause load onengine and reduce engine life.

NEWHOLLAND

1. Not appropriate for Indian Farmers.

2. Uses the name FORD to get benefit in market where as there is no such

collaboration.

3. Speed reduction is not direct so power loss is greater.

4. At turning there is a heavy drop in engine RPM which cause load on

engine and reduce engine life.

1.14) BASICS BEFORE THE EXPORT

Before starting an export, an individual should evaluate his companys

export readiness. Further planning for export should be done only, if the

company s assets are good enough for export. There are several methods to

evaluate the export potential of a company. The most common method is toexamine the success of a product in domestic market. It is believed that if the

products has survived in the domestic market, there is a good chance that it will

also be successful in international market, at least those where similar needs and

conditions exist.

SWOT analysis is a useful method of summaries all the information

generated during the export planning. SWOT stands for strengths, weakness,

opportunities and threats, which helps to isolate the strong and week areas

within an export strategy. SWOT also indicates the future opportunities or

threats that may exist in the chosen markets and is instrumental in strategy

formulation and selection.


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To apply your own SWOT analysis, start by creating a heading for eachcategory Strengths, Weaknesses, Opportunities and Threats. Under each of

these, write a list of five relevant aspects of your business and external market

environment. Strengths and weaknesses apply to internal aspects of your

business; opportunities and threats relate to external research. Your final

analysis should help you to develop short and long term business goals and

action plans, and help guide your market selection process. Environmental

factors internal to the company can be classified as strengths or weaknesses and

those external to the company can be classified as opportunities or threats.


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SWOT ANALYSISSTRENGTHS

Business strengths are its resources and capabilities that can be used as a

basis for developing a competitive-advantage. Examples of such strengths

include:

Patents.

Strong brand names.

Good reputation among customers. Cost advantages from proprietary know-how.

Exclusive access to high grade natural resources.

WEAKNESS

The absence of certain strengths may be viewed as a weakness. For

example, each of the following may be considered weaknesses:

Lack of patent protection.

A weak brand name. Poor reputation among customers.

High cost structure.

Lack of access to the best natural resources.

Lack of access to key distribution channels.

OPPORTUNITIES

The external environmental analysis may reveal certain new opportunitiesfor profit and growth. Some examples of such opportunities include:

An unfulfilled customer need.


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Arrival of new technologies. Loosening of regulations.

Removal of international trade barriers.


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money or earning profit. Both the parties either exporter or importer should haveany one of the above advantages. Now the question arises in the mind that what

is the absolute advantage and comparative advantage. The ability of a country,

individual, company or region to produce a good or service at a lower per unit

cost than the cost at which any other entity produces that good or service. A

country has a comparative advantage in the production of a good if it can

produce that good at a lower opportunity cost relative to another country.

International trade does not just happen. It is the result of developing

relationships and processes to ease the flow of goods and services.

1.15.1) ACCORDING TO ELI HECKCHER & BERLIN OHLIN

International trade happens due to Capital abundant country will try to

export capital intensive goods whereas labour abundant country will try to

export labour intensive goods.

1.16) WHY COMPANIES ENGAGE IN INTERNATIONAL BUSINESS

There are four main objectives that influence the companies for foreign

trade:

To expand their sales.

To acquire resources.

To diversify their sources of sales and supplies.

To minimize competitive risk.

1.17) INTRODUCTION OF EXPORT


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There are various formalities and registrations to be made with differentauthorities before an exporter can enter into export business and accept an

export order.

1) Selection of name of firm

2) Approval to name of firm

3) Registration of organization

4) Opening of bank account

5) Obtaining permanent account number

6) Registration with sales tax authorities

7) Importer exporter code number

8) Registration cum membership certificate

9) Registration with ECGC

10) Registration under central excise law

11) Registration with other authorities

12) Registration for business identification number

13) Export licensing

1.18) REGISTRATION REQUIREMENTS FOR THE EXPORT

1.18.1) Registration with Director General of Foreign Trade (DGFT)

1.18.2) Registration with Export Promotion Council

1.18.3) Registration with Excise Income Tax Authorities

1.18.1) REGISTRATION WITH DIRECTOR GENERAL OF FOREIGN

TRADE (DGFT)


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Once all the research and analysis is done its time to get registered withthe various government authorities. Registration with Director General of

Foreign Trade (DGFT)

For every first time exporter, it is necessary to get registered with the

DGFT (Director General of Foreign Trade), Ministry of Commerce,

Government of India. DGFT provide exporter a unique IEC Number. IEC

Number is a ten digits code required for the purpose of export as well as import.

No exporter is allowed to export his good abroad without IEC number.

However, if the goods are exported to Nepal, or to Myanmar through Indo-

Myanmar boarder or to China through Gunji, Namgaya, Shipkila or Nathula

ports then it is not necessary to obtain IEC number provided the CIF value of a

single consignment does not exceed Indian amount of Rs. 25, 000 /-. Application

for IEC number can be submitted to the nearest regional authority of

DGFT. Application form which is known as "Aayaat Niryaat Form - ANF2A"

can also be submitted online at the DGFT website: http://dgft.gov.in. While

submitting an application for m for IEC number, an applicant is required to

submit his PAN account number. Only one IEC is issued against a single PAN

number. Apart from PAN number, an applicant is also required to submit

his Current Bank Account number and Banker s Certificate. A amount of

Rs1000/- is required to submit with the application fee. This amount can be

submitted in the form of a Demand Draft or payment through EFT (Electronic

Fund Transfer) by Nominated Bank by DGFT.

1.18.2) REGISTRATION WITH EXPORT PROMOTION COUNCIL


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http://dgft.gov.in/http://dgft.gov.in/


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Registered under the Indian Company Act, Export Promotion Councils orEPC is a non-profit organization for the promotion of various goods exported

from India in international market. EPC works in close association with the

Ministry of Commerce and Industry, Government of India and act as a platform

for interaction between the exporting community and the government. So, it

becomes important for an exporter to obtain a registration cum membership

certificate (RCMC) from the EPC. An application for registration should be

accompanied by a self certified copy of the IEC number. Membership fee should

be paid in the form of cheque or draft after ascertaining the amount from the

concerned EPC. The RCMC certificate is valid from 1st Apr il of the licensing

year in which it was issued and shall be valid for five years ending 31st

March of the licensing year, unless otherwise specified.

1.18.3) REGISTRATION WITH EXCISE AND INCOME TAX

AUTHORITIES

Goods exported out of the country are eligible for exemption from both

Value Added Tax and Central Sales Tax. So, to get the benefit of tax exemption

it is important for an exporter to get registered with the Tax Authorities.


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about the various advantages of their products along with their suitable price.How to develop the export marketing while the manufacturer is too busy in the

domestic market or too busy in manufacturing of the exports or he/she dont ant

to take on a new set of activities.

1.20.1) DIRECT EXPORT MARKETING

1) Direct to final buyer abroad-

Manufacturer sells directly to buyer abroad. No middlemen are involved.

High degree of marketing skills is required.

2) Foreign distributor-

The foreign distributor buys the products from the exporter and sells it in

the market at own account. In this the foreign distributor makes all the

marketing decisions.

3) Foreign agent

Sells products for the sales commission.

4) Foreign trade organization

Specialized import agencies of socialist and some non socialist countries.

5) Licensing agreement

Exporter may seeks royally in exchanging for licensing a foreign firm to

manufacture his product abroad use his brand name, technology, etc.

6) Joint venture

Exporter may enter into the partnership arrangement with a foreign firm

to produce and market jointly in the foreign country.

1.20.2) INDIRECT EXPORT MARKETING


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A resident foreign buyer or the foreign customer may ask for productsamples before placing a confirmed order. So, it is essential that the samples are

made from good quality raw materials and after getting an order, the subsequent

goods are made with the same quality product. Extra care should be taken in

order to avoid the risk associated in sending a costly product sample for export.

Secrecy is also an important factor while sending a sample, especially if there is

a risk of copying the original product during export. Before exporting a product

sample an exporter should also know the Government policy and procedures for

export of samples. While sending a product sample to an importer, it is always

advised to send samples by air mail to avoid undue delay. However, if the time

is not an issue then the product sample can also be exported through proper

postal channel, which is cheaper as compared to the air mail.

1.21) SUMMARY OF MAIN REQUIREMENTS FOR INTERNATIONAL

TRADE

1) I.E. CODE i.e. Importer Exporter code number.

2) A.D. CODE i.e. Authorized Dealer code

3) Bank Account Number

4) If filling the paper is under drawback scheme of incentives an account is

reputed to be opened at port (seaport or dry port/ISD/CFS) bank.

PROCEDURE OF GETTING AN I.E. CODE

DGFT (DIRECTOR GENERAL OF FOREIGN TRADE) whose work isto control and facilitate trade have a power to issue a code that is known as

I.E.CODE.


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REQUIREMENT FOR AN I.E.CODE:1) Two passport size form

2) DGFT form (if not online)

3) Demand draft of Rs:- 1000

4) N.O.C. from the parent bank (Dealing 2 year)

5) Pan card copy

6) Address proof

7) Birth proof

8) Partnership deed (if partnership firm)

9) Memorandum of Association and Article of Association (IF COMPANY).

The whole documents are sent to the DGFT and the I.E. CODE is

delivered from DGFT after 15 days of application.


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NEED OF I.E. CODEThis code is required for the exporter to supply goods from the parent

country to the rest of the world. DGFT issue checks that the exporter should not

export any illegal product & any anti social element out of the world.

PROCEDURE FOR THE AUTHORISED DEALER CODE

The A.D code can be taken from the parent bank which is dealing in the

foreign exchange.

1.22) THE VARIOUS TYPES OF EXPORT RISKS INVOLVE IN AN

INTERNATIONAL TRADE ARE AS FOLLOW:

Credit risk- Sometimes because of large distance, it becomes difficult for an

exporter to verify the credit worthiness and reputation of an importer or buyer.

Any false buyer can increase the risk of non-payment, late payment or even

straightforward fraud. So, it is necessary for an exporter to determine the credit

worthiness of the foreign buyer. An exporter can seek the help of commercial

firms that can provide assistance in credit- checking of foreign companies.

Poor quality risk- Exported goods can be rejected by an importer on the basis

of poor quality. So it is always recommended to properly check the goods to be

exported. Sometimes buyer or importer raises the quality issue just to put

pressure on an exporter in order to try and negotiate a lower price. So, it is better

to allow an inspection procedure by an independent inspection company beforeshipment. Such an inspection protects both the importer and the exporter.

Inspection is normally done at the request of importer and the costs for the


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inspection are borne by the importer or it may be negotiated that they beincluded in the contract price. Alter natively, it may be a good idea to ship

one or two samples of the goods being produced to the importer by an

international courier company. The final product produced to the same standards

is always difficult to reduce.

Transportation risks- With the movement of goods from one continent to

another, or even within the same continent, goods face many hazards. There is

the risk of theft, damage and possibly the goods not even arriving at all.

Logistic risks- The exporter must understand all aspects of international

logistics, in particular the contract of carriage. This contract is drawn up between

a shipper and a carrier (transport operator).

Legal risks- International laws and regulations change frequently. Therefore, it

is important for an exporter to drafts a contract in conjunction with a legal firm,

thereby ensuring that the exporter's interests are taken care of.

Political risks- Political risk arises due to the changes in the government

policies or instability in the government sector. So it is important for an exporter

to be constantly aware of the policies of foreign governments so that they can

change their marketing tactics accordingly and take the necessary steps to

prevent loss of business and investment.


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Unforeseen risks- Unforeseen risk such as terrorist attack or a natural disasterlike an earthquake may cause damage to exported products. It is therefore

important that an exporter ensures a force majeure clause in the export contract.

1.23) INTERNATIONAL INCOTERMS

Incoterms or International commercial terms make trade between different

countries easier. International Commercial Terms are a series of international

trade terms that are used are used worldwide to divide the transaction costs and

responsibilities between the seller and the buyer and reflect state-of-the-art

transportation practices. Incoterms directly deal with the questions related to the

delivery of the products from the seller to the buyer. This includes the carriage

of products, export and import responsibilities, who pays for what and who has

the risk for the condition of the products at different locations within the

transport process. Incoterms and world customs Incoterms deal with the various

trade transactions all over the world and clearly distinguish between the

respective responsibilities of the seller and the buyers.

"FOB" - Free On Board

The FOB (Free on Board) price is inclusive of Ex-Works price, packing

charges, transportation charges up to the place of shipment.

Seller: Seller responsible for clear customs dues, quality inspection charges,

weight measurement charges and other export related dues. It is important that

the shipment term in the Bill of Lading must carry the wording "Shipped on

Board' it must bear with signature of transporters or carrier or his authorizedrepresentative with the date on which goods were "Boarded".


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Buyer: The buyer takes delivery of the goods from ship at destination portand pays the expenses of unloading.

1.24) PACKAGING & LABELLING

PACKAGING

The primary role of packaging is to contain, protect and preserve a

product as well as aid in its handling and final presentation. Packaging also

refers to the process of design, evaluation and production of packages. The

packaging can be done within the export company or the job can be assigned to

an outside packaging company. Packaging provides following benefits to the

goods to be exported:

Physical Protection Packaging provides protection against

shock, vibration, temperature, moisture and dust.

Containment or agglomeration Packaging provides

agglomeration of small objects into one package for reason of

efficiency and cost factor. For example it is better to put 1000

pencils in one box rather than putting each pencil in separate

1000 boxes.

Marketing: Proper and attractive packaging play an

important role in encouraging a potential buyer.

Convenience- Packages can have features which add

convenience in distribution, handling, display, sale, opening,

use, and reuse.

Security- Packaging can play an important role in reducing

the security risks of shipment. It also provides authentication

seals to indicate that the package and contents are not


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counterfeit. Packages also can include anti-theft devices, suchas dye-packs, RFID tags, or electronic article surveillance tags,

that can be activated or detected by devices at exit points and

require specialized tools to deactivate. Using packaging in this

way is a means of loss prevention.

LABELLING

Like packaging, labelling should also be done with extra care. It is

also important for an exporter to be familiar with all kinds of sign and

symbols and should also maintain all the nationally and internationally

standards while using these symbols. Labelling should be in English, and

words indicating country of origin should be as large and as prominent as any

other English wording on the package or label. Labelling on product provides

the following important information:

Shipper's mark

Country of origin

Weight marking (in pounds and in kilograms)

Number of packages and size of cases (in inches and

centimeters)

Handling marks (international pictorial symbols)

Cautionary markings, such as "This Side Up."

Port of entry

Labels for hazardous materials

Labelling of a product also provides information like how to use,

transport, recycle or dispose of the package or product. With pharmaceuticals,Guru Nanak Dev University, Amritsar

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5. To identify the new features expected by the users from the tractormanufacturers.

6. To analyze the various ways through which Sonalika can strengthen

its brand image among the local users of Hoshiarpur district.

CHAPTER 3: RESEARCH METHODOLOGY

3.1 RESEARCH

Research is the systematic process of collecting and analyzinginformation to increase our understanding of the phenomenon under study.

It is the function of the researcher to contribute to the understanding of the

phenomenon and to communicate that understanding to others.

3.1.1 RESEARCH PROCESS

Defining Research Objective

Intensive Literature Survey

Research Design

Collection of Data

Analysis of Data

Report Writing

3.1.2 RESEARCH DESIGN

Research design is known as framework within which the whole

activity of research and methods or procedures is clearly mentioned under

which the research is to conduct. In today s competitive scenario it is very

difficult to establish an entirely satisfactory classification system but for the


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Conclusive research method further involves the following twotechniques:

Descriptive Research: Involves generating data describing its

composition, characteristics and relationships.

Experimental Research: Allows one to make causal inferences about

relationships among variables. Experimental method provides stronger

evidence of relationships. In general, when descriptive research ends,

experimental begins.

3.1.3 DATA COLLECTION

n order to conduct any kind of research we always need data. Data can

always be in two forms:

(I) Primary data: Primary data are those, which are collected afresh and for

the first time and thus happen to be original in character. The drawback of

using primary data is that its collection is expensive and time consuming.

Sources of collecting primary data are Questionnaire, Observation,

interview, etc.

(II) Secondary data: On the other hand, are those, which have already been

passed through the statistical process. Its advantage is that it is readily

available and cheap while its disadvantage is that the data may be

irrelevant. Sources of collecting secondary data are magazines, journals,

database, and website links etc. The researcher would have to decide

which sort of data he/she would be using for his/her study andaccordingly he/she will have to select one or the other method of data

collection.


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3.2 RESEARCH METHODOLOGY FOR THE PROJECTTo achieve the objective of the project there was certain

information which was to be gathered and accordingly some concepts had to

be explained. This report tries to study the buyer behaviour towards Sonalika tr

actor s in Hoshiarpur .

3.2.1 RESEARCH DESIGN

Descriptive research design is used for the study. Descriptive research

design implies the study of complete information regarding the respondents

profile and his/her views/opinions/preferences towards some problem. It can

be called a research framework whereby the complete descriptive of the

respondent is studied and data in specific is collected and analyzed to draw

conclusions for a problem.

3.2.2 RESEARCH PROBLEM

To study the factors that influences the buying behaviour of the

users toward Sonalika tractors and its brand awareness among the

respondents.


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3.2.3 SAMPLE SIZEThe number of member in a sample is called sample size. The sample size

is 100.

3.2.4 SAMPLING TECHNIQUE

Convenience sampling technique is used for the survey. Sometimes

called grab or opportunity sampling, this is the method of choosing items

arbitrarily and in an unstructured manner from the frame.

3.2.5 DATA COLLECTION

(a) Primary Data: Questionnaire is used in order to get first hand information.

(b) Secondary Data: Data was collected from the website links, books as

listed in the references.

3.2.6 TOOLS FOR ANALYSIS

The data gathered from the respondents are calculated and analyzed using

tables and results are represented with the help of graphs. The graph played the

pivot role in deriving the conclusions.

3.3 LIMITATIONS OF THE STUDY

Although the sincere efforts have been done to collect authentic and

relevant information, the study may have the following limitations:

Scope Limit: The scope of the study is limited to Hoshiarpur district only

because of limited time and money. So, results of study may not be generalized

for India as a whole.

Probability of Inaccuracies: This study is based on the assumption that

responses are true and factual although at times that may not be the case.Existence of Biases: Different people may interpret the same thing in different

ways. Thus, there is a chance of personal biasness in interpretations.


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Main focus is on Sonalika brand only:It does not take into consideration the detailed analysis of customers behaviour

towards other tractor brands.


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CHAPTER 4: DATA ANALYSIS AND

INTERPRETATIONS

Figure 4.1: Map of Hoshiarpur

My survey covers the following villages:-

Mahalpur

Lalwan

Food and grain market

Wood market


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Statement 1:Comparative position of various tractor brands in Hoshiarpur. The

percentage of tractor in the Hoshiarpur district is given below:-

15%

37%9%

27%

12%

Sonalika

Farmtrac

MahindraTafe

Others

Figure 4.2: Comparative position of various tractor brands in Hoshiarpur

Analysis and Interpretation: On being surveyed what are the various

brands that are popular in the Hoshiarpur district, I came to this conclusion.

Farmtrac tractors are doing very well in the Hoshiarpur district. The main

reason for their good hold in the Hoshiarpur is good resale value and easily

availability of spare parts. The second most well known tractor company in

Hoshiarpur district is Tafe. For hard working such as threshing and trolley

they mostly purchase Farmtrac and for easy work they purchase Tafe for tubewell because it give a good fuel efficiency. If we say about New Holland it is

not appropriate for Indian Customers but uses the name Ford to get benefit in


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and for trolley purposes such as lifting of bricks, woods, grains and 17% of therespondents have said that they use rractor for tube well purposes.


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Statement 3:Season preferance for tractor purchase.

SEASON OF PURCHASE:

40%

45%

15%

Summer

Winter

Other

Figure 4.4: Season preferance for tractor purchase

Analysis and Interpretation:

On being asked about preferable season for purchasing a tractor, 45% of

the respondents said they will prefer to buy the tractor in winter season,

40% of the respondents said they will prefer to buy the tractor in

summer and 15% of the respondents expressed their desire to purchase

the tractor in one of the other seasons such as rainy or autumn or spring. The

maximum respondents expressed their wish to buy a tractor in winter andthen summer season. Mostly, respondents sold their sugar cane in market in

winter. So, there is no problem of money in winter. In summer season the


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respondents have to plough the fields and therefore they buy the tractors inthe market.


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Statement 4:Financial factors influencing tractor buying decision.

FINANCIAL FACTORS THAT INFLUENCE BUYING OF A

TRACTOR

48%

23%

16%

13% Price

Loan

Buy Back Scheme

Discount

Figure 4.5: Financial factors influencing tractor buying decision


It was found that out of the 100 respondents, nearly half said that price

of the tractor is the main factor that influence the tr actor buying decision, 16%

of the respondents said that buy back scheme influences the most while buying

a tractor and 23% of the respondents said that various loan schemes offered

by the bank is the main which attracts them to buy a new tractor. Guru Nanak Dev University, Amritsar

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Statement 5:General factors affecting the choice of a tractor.

Factors Summated Score Total Rank

Brand Name 30*1+16*2+26*3+14*4+14*5 266 1

After sale

service

8*1+22*2+20*3+26*4+24*5 336 4

Availability of

spare parts

24*1+32*2+10*3+18*4+16*5 270 3

Fuel Efficiency 28*1+18*2+22*3+22*4+10*5 268 2Warranty 10*1+12*2+22*3+20*4+36*5 360 5

Table 4.1: General factors affecting the choice of a tractor


For the listed 5 factors that affect the choice of a tractor, the factor ranked

1 i.e. Brand Name is the most important factor and the factor ranked 5 i.e.

Warranty is the least significant factor affecting the choice of a tractor.


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Statement 6:Various sources that influence the purchase of a particular tractor

SOURCES INFLUENCING PURCHASE

Likert Scale: (1= Strongly Disagree, 2= Disagree, 3=Neutral, 4=Agree, 5=

Strongly Agree)

Sources StronglyDisagree

Disagree

Neutral

Agree

Strongly

Agree

Summated

Score(a) Relatives 4*1 9*2 13*3 49*4 25*5 382

(b) Neighbours 12*1 21*2 19*3 37*4 11*5 314

(c) Spare Part

Shops

10*1 32*2 28*3 21*4 9*5 287

(d) Old Customer s 14*1 12*2 9*3 26*4 39*5 364

(e) Mechanics 21*1 33*2 12*3 24*4 10*5 269

Table 4.2: Various sources that influence the purchase of a particular tractor


From the above data, it is clear that (a) is the most dominant source that

influences the purchase of a particular tractor.


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For the listed 10 problems the problem ranked 1 i.e. slow speed ismost frequently faced problem by the users in their tractor. The low fuel

efficiency and non availability of spare parts are other most common problems

faced by users in their tractors.


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Statement 8:

Measure of performance of the tractor in terms of user satisfaction level.

SATISFACTION LEVEL

13%

8%

21%49%

9%

Highly SatisfiedDissatisfied

Neutral

Satisfied

Highly Satisfied

Figure 4.7: Measure of performance of the tractor in terms of user

satisfaction level


It was found that 49% of the respondents were satisfied with the

performance of their tractor and 21% of the respondents were neutral with the

performance of their tractor; 13% and 8% of the respondents were highly

dissatisfied and dissatisfied with the performance of their tractors

respectively.


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Statement 9:Attribute based evaluation of Sonalika/Other tractor s.

ABOUT SONALIKA

13%

12%

37%

22%

16%

High Quality Expensive Price Brand Image Well Built Value for Money


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Statement 10:

New features expected by the respondents from the tractor manufacturers:

There should be some screen in the front of drivers seat so

that the screen protects them from wind, dust and pollution.

The ground clearance of the tractor should be more.

The tractors should be more fuel efficient.

Instead of two brakes there should be one brake.

In case of FARMTRAC, the accelerator position should be

changed.

There should be some protection for the radiator when we

have to use them in the field.

The spar e parts of tractor should be easily available in the

market.

There should be hydraulic brakes in them.

There should be front fender to the above tyres.

The silencer position should be below.

The tractor should be fully covered and there should be A/C

in them.

The fan belt should be strong.

The road speed of the tractor should be more.

The tractor should come with speakers.


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Statement 11:Sonalika brand awareness among the respondents.

HAVE YOU SEEN SONALIKA ADVERTISEMENT?

65

35

0

10

20

30

40

50

60

70

Yes No

SOURCE OF AWARENESS

33%

13%6%20%

18%

10%

Reference

Wall Painting

Hoardings

Exhibitions/Trade shows

Supplier visit

Others

Figure 4.9: Sonalika brand awareness


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Analysis and Interpretation:Out of the 65% of the total respondent who said that they have seen the

Sonalika advertisement; 33% came to know about Sonalika through

reference,13% through wall paintings and remaining through exhibitions,

supplier visit and other sources.


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Statement 13:Need for Sonalika representative services.

DO YOU WANT SOMEONE FROM SONALIKA TOGET IN TOUCH

WITH YOU?

70%

30%

Yes

No

Figure 4.11: Need for Sonalika representative services


70% of the respondents said that they need Sonalikas representative to

get in touch with them whereas the other 30% of the respondents don t require

the service of any representative from Sonalika.


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CHAPTER 5: FINDINGS OF THE STUDY

The major findings of the study are as summarized below:

o Of the 100 tractors surveyed 37% of them are Farmtrac.

o 48 % of the customers use tractors for cultivation purposes.

o 45 % of the customers surveyed desires to buy the tractor in winter

season.

o The 48% of the customers have said that the price of the

tractor influences the most while buying the tractor.

o 49% of the customers agreed to the point that they ask there

relatives about the purchase of particular brand of tractor.

o Most of the customers agreed on the point that the road speed of

tractors should be more.

o 37% of the customers think that SONALIKA has good brand image

in the market.o 37% of the customer s who own tractors other than Sonalika think

that their tractors are of high quality.

o 65% of the respondents said that they have seen Sonalika

advertisement.

o 33% of the respondents who have seen Sonalika advertisement said

that they have seen it through reference.

o 38% read the Ajit newspaper.o 70% of the customers have said that they do want someone from

Sonalika to get in touch with them.


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CHAPTER 6: CONCLUSION,SUGGESTIONS/RECOMMENDATIONS

CONCLUSION

The International Tractors Ltd. Brand SONALIKA is one of the most

well known brands in the local as well as in foreign market. The brand

SONALI KA is well admired for its design, technology and power of thetractor. The main drawback for its sale in the local market is that the spare parts

are not easily available and the resale value of the tractors in the market is not

good. In order to increase the sales in the local market the brand should

be friendly with the customers.

SUGGESTIONS OR RECOMMENDATIONS

The management must decide to open the spare part shop in the

factory so that the customers can get the accessories easily. Being the local

brand the company must use good marketing techniques such as marketing

by radio which is most popular among customers. The company should hold

exhibitions and trade shows to attract the customers. It should select the villages

where free service facilities may be provided and the food grain market should

be selected to increase the sale in the market. And last but not least the

company should concentrate more on the tractors market ranging from 30-


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3. Suppose you have to purchase a new tractor, which season will you prefer

to buy it?

Summer

Winter

Other

4. Which financial factor influences you the most while buying a tractor?

(tick only one)

Price

Loan

Buy back scheme

Discount

5. To what extent do these factors affect your choice of a tractor? (Rank the

order where 1 is most important and 5 is least important)

Factors Rank

Brand Name

After sale service

Availability of spare parts

Fuel Efficiency

Warranty

6. How much do these sources influence the purchase of a tractor?

Likert Scale: (1= Strongly Disagree, 2= Disagree, 3= Neutral, 4= Agree, 5=

Strongly Agree) Guru Nanak Dev University, Amritsar

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Sources Strongly

Disagree

Disagree Neutral Agree Strongly

Agree

( a) Relatives

( b) Neighbours/Villagers

( c) Spar e Part Shops

( d) Old Customers

( e) Mechanics

7. Rank the following problems according to the frequency of their

occurrence in your tractor?

(Where 1 is most prominent and 10 is least prominent)

Problems Rank

Non availability of spare parts

Slow speed

Frequent maintenance requiredNot fuel efficient

Heating of Engine

Smoke on load

Oil leakage

Not good for trolley

Front lifting

Heavy drop in RPM

8. What satisfaction level you have from your tractor?

HIGHLY DISSATISFIED

DISSATISFIED

NEUTRAL Guru Nanak Dev University, Amritsar

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SATISFIEDHIGHLY SATISFIED

9. How do you describe Sonalika/your tractor on following attributes?(tick

only one)

High Quality

Expensive Pr ice

Brand Image

Well Built

Value for money

10.What are the new features do you expect from the tractor manufacturer?

11.Have you seen Sonalika advertisement?

YES NO

If Yes than through which of the following source:

Reference

Wall painting

Hoardings

Exhibition/Tradeshows

Supplier VisitOthers


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Anubrat Project

Documents

Transcript of Anubrat Project