Professional Documents
Culture Documents
Practical study plays a vital role in the field of education. How management
principles are implemented in business can only be known through practical study,
students can be very well aware about industrial environment like problem,
opportunities, different situations etc. this helps the student for better understanding
and also gives them a chance to show their skills and ability.
The project work is required to be undertaking where i get the opportunity to know
about the real information of the area that we have selected, which altogether
different from theory. The report contains the detail information about Tractor
industry and all the information, which is important for management student.
Customer satisfaction is main aspects of every business and service also , and by
customer satisfaction we come to know about change in product or any other aspect
of business for betterment of business and more making more profit through this. So
I have selected the topic for my project is customer satisfaction.
I hope that the report is fulfilling all the requirements as per the rules and regulations
of the University as well as the Company Officials.
ACKNOWLEDGEMENT
I express my indebt ness to Mr. Subhash Modak (Head of MGTL) and Mr.
Sharad Bhatnagar (Head of IR & HR Department) who gave me a golden
opportunity to go through an intense summer training programme and to prepare this
extensive report.
I am thankful to Mrs. Riddhi Shah (HR Department) who guided and helped
me in completion of my study.
I am thankful to all those people in MGTL for showing their keen interest in
me and gave co-operation for my project.
I would like to say heartily thanks to each and every person who have helped
an supported me on various stages of my project.
Ravi Baraiya
DECLARATION
I RAVI M. BARAIYA undersigned the student of M.B.A 2 N D semester
Year2010. Of shree Sahjanand institute of management here by
declares that the project work presented in this reports is my own work
& has been carried out under supervision of Mr. Bhrugurushi Bhatt,
Sales Manager of “MAHINDRA GUJRAT TRACTOR LTD.” at Vadodara,
and Mr. Kartik Khatsuriya faculty of Sahjanad institute of management,
akwada, Bhavnagar. This has been undertaken for the purpose of partial
fulfillment of Gujarat Technological University requirements for the award of the
Degree of Master of Business Administration.
Date:-
Place:-
EXECUTIVE SUMMARY
Mahindra Tractor Ltd. is the pioneer in Farm equipment sector since 1983.
Mahindra has taken over Mahindra Gujarat Tractor Ltd. with 60% stake with in hand
and 40% on Gujarat state Government.
The company is one of the oldest companies, which has reached great
heights & is still progressing. MGTL can be considered a highly involved in design,
manufacturing, marketing and service of tractors as they have a wide variety of
products all under one roof.
The report presents a detail idea of majority of Tractor market leaders also
the method of Functioning of the MGTL.
By this study I have found that TAFE Company has highly satisfied customer
but even though M&M is market leader with 42%. MGTL has also part of Mahindra
Tractors so I would like to say that Mahindra tractor has highly brand awareness if
they will do Marketing of “Shaktimaan” brand under the name and under with same
logistic cycle or marketing channel of which Mahindra tractor has recently performs
so impact of this the MGTL has a opportunity for maximum usage of “Shaktimaan”
brand and highly growth rate of the MGTL. And this will affect also on competitors
brand image.
CONTENT
CH PAGE
NO. PARTICULARS NO.
1 INTRODUCTION ABOUT TRACTOR INDUSTRY 10
1.1 WHAT IS TRACTOR? 11
1.2 OVER VIEW OF INDUSTRY 11
1.3 TRACTOR INDUSTRY TRENDS BY REGION 15
SOME LONG TERM DEMAND DRIVERS FOR THE
1.4 INDUSTRY 20
MARKET STRUCTURE OF TRACTOR
1.5 MANUFACTURER 23
2 COMPANY PROFILE 25
2.1 INTRODUCTION 26
2.2 HISTORY 29
2.3 OBJECTIVES OF COMPANY PROFILE 29
2.5 VISION STATEMENT 29
2.6 MISSION STATEMENT 29
2.7 VALUE STATEMENT 30
2.8 COMPANY’S POLICY 30
2.9 SPECIAL ACHIEVEMENT 31
2.1
0 ISO CERTIFICATE 32
2.1
1 QUALITY POLICY 33
2.1
2 AREA OF OPERATION 34
2.1
3 PRODUCT VARIANTS. 35
2.1
4 ORGANISATION STRUCTURE OF MGTL 36
2.1 DESIGNATION AND NAME VISE HIERARCHY OF
5 DEPT. 37
2.1
6 MARKETING DEPT. AND ACTIVITY 40
2.1
7 OVERVIEW OF TAFE 41
2.1
8 PRODUCT STRUCTURE OF TAFE 43
2.1
9 OVERVIEW OF MAHINDRA TRACTOR. 46
CH PAGE
NO. PARTICULARS NO.
3 RESEARCH METHODOLOGY 47
3.
1 OBJECTIVE OF THE STUDY 49
3.
2 REVIEW OF LITERATURE 50
3.
3 RESEARCH DESIGN 56
3.
4 SAMPLING DESIGN 57
3.
5 DATA COLLECTION METHODS 58
3.
6 LIMITATION OF THE STUDY 60
3.
7 DATA INTERPRETATION AND TABULATION 61
4 FINDINGS 86
5 SUGGESTIONS 94
6 CONCLUSION 97
7 BIBLIOGRAPHIES 100
8 APPENDIX 103
9 ABBREVIATION 106
LIST OF CHARTS
LIST OF CHARTS PAGE NO.
ANNUAL TRENDS INN TRACTOR SALES VOLUME
MONTHLY TRENDS IN TRACTOR SALES VOLUME
TRENDS IN TRACTOR SALES ACROSS REGIONS
TRENDS IN TRACTOR SALES ACROSS STATES
MARKET SHARE OF INDIAN TRACTOR MANUFACTURER IN
2004-05
MARKET SHARE OF INDIAN TRACTOR MANUFACTURER IN
2009-10
ACTION PLAN THAT RECTIFIES WEAKNESSES
DATA ANALYSIS AND INTERPRETATION
EXIHIBIT 1
EXIHIBIT 2.1
EXIHIBIT 2.2
EXIHIBIT 2.3
EXIHIBIT 3
EXIHIBIT 4
EXIHIBIT 5.1
EXIHIBIT 5.2
EXIHIBIT 5.3
EXIHIBIT 6
EXIHIBIT 7
EXIHIBIT 8
EXIHIBIT 9
EXIHIBIT 10
EXIHIBIT 11
EXIHIBIT 12
EXIHIBIT 13
EXIHIBIT 14
EXIHIBIT 15
EXIHIBIT 16
EXIHIBIT 17
EXIHIBIT 18
EXIHIBIT 19
EXIHIBIT 20
CHAPTER 1.
The word tractor was taken from Latin, being the agent noun of trahere "to
pull”. The first recorded use of the word meaning "an engine or vehicle for pulling
wagons or ploughs" occurred in 1901, displacing the earlier term traction engine
(1859).
The tractor industry reported a strong 28.3% growth in sales volumes during
2009-10, thereby ending the phase of cyclical correction that had pulled down tractor
sales during the preceding two years (2007-09). Significantly, the revival of 2009-10
happened despite the drought-like conditions in many States during the kharif1
season dampening sentiments. The key factor enabling the demand growth of 2009-
10 was strong rural liquidity, which in turn was sustained by several factors,
including: higher minimum support price (MSP) for crops; greater ability of farmers to
make cash purchases (including the usage of Kisan Credit Card which are
increasingly being used to part-finance tractor purchases); enhanced employment
opportunities (with rural employment schemes being implemented by the
Government of India); an improved credit environment; and continuance of
replacement demand. These factors apart, non-agricultural use of tractors (for
haulage in construction and infrastructure projects) continued to increase, benefiting
tractor demand. Also, with infrastructure projects and rural employment schemes
increasing employment opportunities, availability of labour for agricultural activities
continued to decline, persuading even farmers with medium-sized land holdings to
either rent or purchase tractors.
As discussed, the domestic tractor industry has to cope with demand volatility
on account of cyclical trends and the strong linkages it has with agricultural
production and monsoon rains. Many of the industry players have thus diversified
into related products, including generator engines and cranes, besides focusing
more on exports, to gain some insulation against the volatility in domestic tractor
demand. As for tractor exports, while a major part of that currently goes to USA, the
OEMs are now exploring various other markets across Europe, Asia and Africa for
future exports.
The northern region remains the largest tractor market in India with sales of
around 1,67,000 units as of 2009-10. This region reported a growth rate of 35.7% in
volume sales in 2009-10 over the previous fiscal, with the key contributors including
UP, Punjab, Haryana and Rajasthan. The northern region benefited from higher
MSPs (for crops), limited availability of labour (forcing higher mechanisation), and
increasing non-agricultural use of tractors. Additionally, increased infrastructure
development activities (especially highways) led to appreciation in land values and
use of tractors for non-agricultural purposes. In some cases, farmers also received
compensation for the Government’s acquisition of select land patches (adjoining
highways), which increased the availability of cash with them. Feedback from
industry players ICRA Rating Feature Tractor Industry: An ICRA Perspective
The Bihar market, where tractor penetration had been low historically, has
shown sustained growth over the last few years and become one of the important
markets for the tractor industry. Overall, in the eastern region, growth in tractor
volumes is expected to moderate, going forward, as the benefit of a low base get
diluted gradually.
The western region reported sales of around 92,000 tractor units during 2009-
10—a growth rate of 35.7% over the previous fiscal—benefiting particularly from the
strong performance that Maharashtra, Gujarat and MP posted during H2, 2009-10
(55% y-o-y growth over H2, 2008-09).
The factors contributing to the strong growth in the region during H2, 2009-10
included a benign base effect, higher crop prices (of sugarcane and cotton in
Maharashtra, and of cereals and soybean in MP), and greater availability of retail
finance.
The other big market in the southern region, Karnataka, reported growth of
74% in tractor volumes in 2009-10 mainly on the strength of higher MSPs for rice;
however, volume growth is expected to moderate in 2010-11 because of the base
effect. In Tamil Nadu, tractor sales were flat during H1, 2009-10, but the
performance improved in H2, 2009-10 mainly because of improved retail financing
by the PSBs.
• Export of tractors:
Outlook
Tractor sales are expected to remain healthy in fiscal 2010-11, given the good
rabbi crop this time around, the continuing firmness in the prices of agricultural
products, and the healthy monsoons anticipated during the coming kharif season.
Moreover, improving farm mechanization levels (with labor availability in rural areas
declining), increasing non-agricultural use of tractors, higher credit disbursements for
agriculture, and sharper Governmental focus on the farm sector (larger budgetary
allocations) are also expected to encourage tractor sales.
The industry’s profitability is however expected to remain moderate in the
medium term, considering the high competitive intensity and low capacity utilization
levels, although larger players could benefit from scale economics. As for margins,
while they have seen an improvement in 2009-10, they would remain vulnerable to
adverse changes in commodity prices.
While some States in the northern region have achieved high levels of tractor
penetration and farm mechanization, on an all-India basis, the penetration remains
low, which along with the current shortage of farm labor and consequently rising
labor costs, may be expected to lead to greater mechanization and use of tractors.
The long-term prospects for the Indian tractor industry hinge on agricultural growth
and Government support in areas such as financing availability, tax exemptions, and
fiscal stimulus for rural development. Overall, ICRA expects the long-term growth
rate for the Indian tractor industry to trend around the historical average of 6-8%,
supported by increasing tractor penetration.
OTHERS,
17.00%
L&T-
JOHNDEERE, Mahindra&
7.80% Mahindra,
41.10%
Escorts,
12.10%
TAFE, 22%
The Indian tractor industry has around 13 national players and a few
regional players. The industry is dominated by Mahindra and Mahindra (M&M) with a
market share of around 41.1%, followed by Tractors and Farm Equipments TAFE,
which holds around 22% of the market. The other major players include Escorts
(12.1%), L&T-John Deere (7.8%), and International Tractors Limited (8.9%). During
the last few years, the industry has seen some consolidation with M&M acquiring
Punjab Tractors (PTL) and TAFE acquiring Eicher Tractors. Most of the tractors sold
in India are in the 21-50 HP range, with the 31-40 HP category alone accounting for
around 50% of this.
CHAPTER 2.
COMPANY PROFILE
COMPANY PROFILE
2.1 INTRODUCTION
• Name
Mahindra Gujarat Tractor Ltd.
• Location
Near vishwamitri railway overbridge,
Vishwamitri, vadodara-390011
• State
Gujarat (India)
• Bankers
Bank of Baroda
State bank of India
Corporation bank
• Product
Tractor and tractor’s spare parts
• Brand Name
“Shaktimaan”
• Telephone
(0265) 2311617, 2339547, 2324275
• Fax
0265-2338158
• E-mail
mgtl@mahindragujarat.com
• Web site
mahindragujarat.com
2.2 HISTORY
• 1921 INDIA
The origin of Mahindra Gujarat tractor ltd. Can be traced back to the
pioneering work of Mr. Pashabhai Patel the original promoter of who founded
a business under the name of Pashabhai Patel co. pvt. Ltd.
• 1964 INDIA
500 tractors were produced under the guidance of pashabhai Patel
and the company had collaborated with MOTOKOV.
• 1972 INDIA
Due to undesirable problem tractor and bulldozer was handed over by
Gujarat agro ltd. And the name changed to Hindustan Tractors Ltd.
• 1975 INDIA
Ownership of the company was passed into the hands of Gujarat State
government named it is GUJARAT TRACTOR CORPORATION LTD (GTCL).
The company was taken over by Mahindra and Mahindra which holds 60%
equity and state government holds 40% equity in recent scenario and now company
called by “MAHINDRA GUJARAT TRACTOR LTD” (MGTL).
• To make more familiar new employee about the overall organization culture.
2004,MGTL has successfully attain ISO 9001:2000 by TUV which states that MGTL
has quality system for manufacturing of tractors, dozers, enginee and generators.
2.10 QUALITY POLICY
2.11
AREA OF OPERATION
MGTL has 16 branch office which are listed below.
1. Hyderabad—Andhrapradesh
2. Patna—Bihar
3. Dhurvad—Karnataka
4. Jaipur—Rajasthan
5. Salem—Tamilnadu
6. Luckhnow—Utterpradesh
7. Bhopal—Madhyapradesh
8. Nagpur—Mahrashtra
9. Gajiyabad—Madhyapradesh
10. Vasai—Maharashtra
11. Raipur—Chhatisgadh
12. Bhatinda—Punjab
13. Ranchi—Zarkhand
14. Bhuvneshwar—Orrisa
15. Karnal—Haryana
16. Vadodara—Gujarat.
SHAKTIMAAN 60HP
SHAKTIMAAN 40HP
45HP
2.13 ORGANISATION STRUCTURE OF MGTL.
Head of MGTL
Sr. General
manager
Manager
Production
Dept. Finance Dept. HR Dept.
Design
Marketing Dept.
& Development
Service Assistant
Sales Manager
Manager Channel Manager
2.14 Designation and name vise hierarchy of department
Designation Name
Head of MGTL Mr. Subhash Modak
Senior General Manager. Mr. Ram Mahadeva
Head of Marketing Department Mr. Balmukund Verma
Head of Finance Department Mr. Ashok Panara
Head of HR & IR Department Mr. Sharad Bhatnagar
Head of Production Department Mr. Manoj Soni
Head of Design & Development Mr. Jayesh Kulkarni
Sales Manager Mr. Bhrugurishi Bhatt
Service Manager Mr. Procha
Assistant Channel Manager Mr. Kamlesh Parmar
What is marketing?
It’s a social and managerial process through which individual and groups obtain
what they need and want through creating, offering, and exchanging the product of
value.
Activities of department.
Main activity of the department is to develop marketing strategies and plans which
are like, connecting with customer, shaping the market offerings, delivering the
value, communicate the vale, create long term growth etc.
MGTL
AUTHORISED STOCKIST
DEALER
CUSTOMER
FRANCHISEE
MARKET SEGMENTATION
Market segmentation means dividing a market into district groups of buyers with
different needs, characteristic or behavior. We might require separate products or
marketing mixes? It refers to large heterogeneous market into smaller homogeneous
parts in order to select any one out them in which the company thinks it satisfy
customer more effectively different products for different segmentation.
• Region vise
• Customer base like farmer, industrial purchase or for government and special
customer base etc.
• Mahindra Tractor and this company also has overtaken Gujarat tractor ltd.
And Punjab Tractor Ltd.(SWARAJ TRACTOR).
• FORD TRACTOR.
• ESCORTS TRACTOR.
• SONALIKA TRACTOR.
2.16 OVERVIEW OF
Apart from being among the top five tractor manufacturers in the world, TAFE
is also involved in making diesel engines, gears, panel instruments, engineering
plastics, hydraulic pumps, plantations and passenger car distribution through other
divisions and wholly owned.
CORE VALUES -
Customer satisfaction: We may not be able to wipe the sweat from the customer's
brow but we can certainly put a smile on their face.
Human resources: We are not just individuals doing our respective jobs. We are
partners in progress. Our people matter.
Environment and society: While serving our company, we don't forget our
commitment to serve our society for everything that it has given us.
Trust & long term relationships with stake holders: We value relationships and
we live it, with our business associates.
Business ethics: Our strong foundation has been ethical practices and open and
transparent operations
2.17 PRODUCT STRUCTURE OF TAFE
Each of these brands has its own unique imagery in the minds of customer.
One out of every four tractors used in India is made by TAFE and for more than four
decades TAFE's tractors have been the farmer's first choice due to excellent quality,
competitive rates and great after sales services.
1. MASSEY FERGUSON
2. TAFE
MASSEY FERGUSON 5245
MAHAN
MASSEY FERGUSON 241
MAHASHAKTI
3. Eicher
The Mahindra group's Farm Equipment Sector (FES) is amongst the top three
tractor brands in the world. It has won the Japan Quality Medal in 2007. It also holds
the distinction of being the first tractor company globally to win the Deming
Application Prize in 2003. FES is the first tractor company worldwide to win these
honors. This shows the strong focus of FES on Quality and Customer Satisfaction.
Today, the domestic market share of FES is around 42%. (Mahindra brand: 30%
and Swaraj brand: 12%).
Farm Equipment Sector (FES) is the no. 1 tractor brand in India, since 1983.
Brand Mahindra sells a range of tractors that include Bhoomiputra, Shaan, Sarpanch
and Arjun Ultra-1, with each (except Shaan) having range of variants based on the
horse power (hp) and other attributes. Mahindra tractors are known for high fuel
efficiency and reliability. FES sells its 15 HP to 75 HP category tractors in the
domestic market.
FES has a large customer base of more than 21, 00,000 customers (including
Swaraj). The sector has time and again topped the customer satisfaction chart. FES
also has the deepest distribution reach with more than 680 dealers along with widest
service network across India. The sector has four manufacturing facilities in India,
located in Mumbai and Nagpur in Maharashtra, Rudrapur in Uttaranchal and Jaipur
in Rajasthan.
Swaraj Group, part of Mahindra & Mahindra (FES Sector) is a dynamic and growing
group, wherein focus is laid on generating economic prosperity for stakeholders,
while growing harmoniously with the community and environment.
Swaraj is one of the leading tractor manufacturers in India and the company is totally
indigenous. Nearly 6, 00,000 Swaraj tractors operate in the field providing durable
delight to the discerning farming community of India. Swaraj has over 600 dealers
across the country.
Swaraj Group has achieved ISO 14001:2004 & OHSAS 18001:2007 Certification
and TS 16949 certification for Swaraj Automotives Ltd.
There is also various products and variants of tractor in horse power range 15-75 hp.
CHAPTER 3
RESEARCH METHODOLOGY
RESEARCH METHODOLOGY
• To know the the faults and loop point of the company to make customer
satisfaction.
• To know the dealers are weather keep stock of required spare parts and tool
for maintenance and service.
• About delivery
o Delivery on time
o Speed of delivery
• About price
o Market price
o Total cost of use
o Value for money
Ask the general satisfaction question at the start of the survey to avoid bias. This will
allow measurement of customers’ overall impressions of a company or an
organization prior to prompting them to think of specific aspects of the relationship.
Question scales should have descriptive labels associated with the numbers, and
the top end of the scale should mean that customers are truly “wowed.” If the ends
of the scale are simply “satisfied” and “dissatisfied,” it will not provide a sense of the
intensity of customers’ happiness with a product or service. A customer who is
simply “satisfied” just hasn’t found a better deal yet.
Focus on getting a read on your customers’ relationship with you. Avoid the
temptation to ask everything you’ve ever wanted to know. The more ground you try
to cover, the more likely it is that respondents will abandon the survey. This can also
result in inflated satisfaction scores because those customers willing to spend that
much time answering your survey are probably the ones with positive feelings
toward you.
If you build your own survey be sure to include all the key questions:
• Overall satisfaction
• An open-ended probing into the reason for the satisfaction rating
• Likelihood of recommendation
• An open-ended probing into the reason for the likelihood of recommendation
• Likelihood of repeat purchase
• Satisfaction with specific attributes of the product or service
• An opportunity to provide additional feedback
5. Ask Demographic or “Firmographic” Questions
Inquiring about demographics or firmographics (company or industry type and size)
enables you to analyze the data by different subgroups—such as new customers or
regional customers. Consider hypotheses about customer profiles that may affect
satisfaction and include questions that capture that data.
Research design is the arrangement of condition for collection and analysis of data
in a manner that aims to combine relevance to the research purpose economy in
procedure. Generally, there are basic three types of research design,
1. Exploratory,
2. Descriptive and
3. Casual research.
Here i have taken Descriptive Research Design and the reason behind it is as
follows:
The objective of the study will answer who, what, when, where, why, and how of the
subject under investigation for customer as well as dealers. It is therefore necessary
that we will give sufficient thought for framing research questions and deciding the
type of data to be collected.
3.4 SAMPLING DESIGN
It is not possible to take the entire element for study from a finite population of
farmer, so we have to go for sample design.
Sample design is a definite plan for obtaining a sample from a given population. It
refers to the technique or the procedure the researcher would adopted in selecting
items for the sample. Sample design may as well lay down the number of items to
be included in the items.
1. Probability sampling
2. Non-probability sampling.
There are also sub part of this two methods like, stratified sampling, simple
random sampling, cluster sampling, systematic sampling.
1 MGTL--- 30
2. TAFE--- 30
3. M&M--- 30
And I have studied only for Vadodara and Bhavnagar district because of time limit
and some other factors.
PRIMARY DATA
The data which are collected afresh and for the first time. There are Various
methods for primary data collection.
1. Observation method.
2. Interview method.
3. Questioners method.
4. Schedule method.
And some farmers are not easily available due to some problem so I have to go for
telephonic structured interview but the question remains same for both the
techniques.
SECONDARY DATA:
I have used the secondary data which are collected by company itself and by
dealers for the information regarding to approach the customer like model number ,
contact number , village, district.
• The sample size is too small to predict the accurate customer satisfaction
level of different companies.
• In such cases respondents were not able to give all information in such
cases as much as possible information was taken.
3.7 DATA
INTERPRETATION AND
TABULATION
EXIHIBIT 1
From the above analysis we can say that 45% of the farmer says fuel
efficiency and productivity per acre is very important features while purchasing the
tractor. And 16% farmer said that availibity of spare parts is most powerful features
and 11% said about guarantee and warranty of the the tractor.
2. Price level is
PRICE LEVEL MGTL % TAFE %. M&M %.
HIGH 1 3.34 26 86.67 0 0
AVERAGE 12 40 3 10 28 93.34
LOW 17 56.67 1 3.33 2 6.66
TOTAL 30 100 30 100 30 100
(1). MGTL
EXIHIBIT
2.1
From this chart we can say that 57% of MGTL customer finds price level of this
tractor is low than competitors. And 40% says the price level is average
(2). TAFE
EXIHIBIT
2.2
From this chart we can say that 87% of TAFE customer finds price level of this
tractor is high than competitors. And 10% says the price level is average
(3). M&M
EXIHIBIT
2.3
From this chart we can say that 93% of M&M customer finds price level of this
tractor is average than competitors. And 7% says the price level is low.
EXIHIBIT 3
From the above chart we can conclude that only M&M tractor user with 83% thaey
are satisfied with guarantee and warrantee then TAFE consumer with 63% satisfied
and then MGTL customer with 53% is less than other competitors.
By this chart we can say that no company gives greetings to their customer on
special occasion of the customer or any festival as a incentive for purchasing their
product.
COMPLAINTS
Range MGTL % TAFE % M&M %
0—2 19 63.33 27 90 26 86.67
2—4 11 36.67 3 10 4 13.33
4—6 0 0 0 0 0 0
6—8 0 0 0 0 0 0
8—onwards 0 0 0 0 0 0
TOTAL 30 100 30 100 30 100
(1). MGTL
EXIHIBIT
5.1
Thus we can say that 63% of the customer of MGTL has complaints between 0-2
and rest of have between 2-4.
(2). TAFE
EXIHIBIT
5.2
Thus we can say that 90% of the customer of TAFE has complaints between 0-2
and rest of have between 2-4.
(3). M&M
EXIHIBIT
5.3
Thus we can say that 87% of the customer of MGTL has complaints between 0-2
and rest of have between 2-4.
TECHNICAL
PERFORMANCE
6. FUEL CONSUMPTION
EXIHIBIT 6
By this analysis we can say that M&M users find max satisfaction with fuel
consumption because 70% farmer said it is best and 10% said it is excellent then
with 54% farmer said TAFE is best and 26% said it is excellent. And only 30% user
of MGTL said it is best and 40% said it is good.
EXIHIBIT 7
By this analysis we can say that M&M users find max satisfaction with pulling power
in cultivation because 70% farmer said it is best and 10% said it is excellent then
with 53.34% farmer said TAFE is best and 26% said it is excellent. And only 30%
user of MGTL said it is best and 40% said it is good.
EXIHIBIT 8
By this analysis we can say that TAFE users find max satisfaction with weight load
by trolley because 50% farmer said it is best and 40% said it is excellent then with
40% farmer said M&M is best and36.66% said it is excellent. And only 46.66% user
of MGTL said it is best and 20% said it is excellent.
9. Break performance
EXIHIBIT 9
By this analysis we can say that TAFE and Mahindra users find max satisfaction with
break performance because 46% farmer said it is best and 10% said it is excellent
then 50% user of MGTL said it is good and 26% said it is best.
10.Hydraulic power performance
EXIHIBIT
10
By this analysis we can say that TAFE users find max satisfaction with hydraulic
performance because 50% farmer said it is best and 26% said it is excellent then
with 33% farmer said M&M is best and 20% said it is excellent. And only 30% user
of MGTL said it is best and 3.3% said it is excellent.
EXIHIBIT
11
By this analysis we can say that TAFE users find max satisfaction with gear box
performance because 23% farmer said it is best and 20% said it is excellent then
with 40% farmer said M&M is best and 3.34% said it is excellent. And only 20% user
of MGTL said it is best and 3.34% said it is excellent.
EXIHIBIT
12
By this analysis we can say that M&M users find max satisfaction with clutch
performance because 43% farmer said it is best and 3.34% said it is excellent then
with 36.66% farmer said TAFE is best and 6% said it is excellent. And only 3.3%
user of MGTL said it is best and 3.3% said it is good.
AFTER SALES
SERVICE
EXIHIBIT
13
By this analysis we can say that MGTL users find max satisfaction with after sales
service because 46.66 % farmer said it is best and 23.33 % said it is excellent then
with 66.66% farmer said M&M is 53% user of TAFE said it is best and 6.66% said it
is excellent.
EXIHIBIT
14
By this analysis we can say that MGTL users find max satisfaction with facility of
skilled worker at service centre because 56.66 % farmer said it is best and 20 %
said it is excellent then with 73.33% farmer said M&M is best 3.34% of user said it is
excellent then of TAFE 73.34% user said it is best and 6.66% said it is excellent.
EXIHIBIT
15
By this analysis we can say that M&M users find max satisfaction with availability of
spare parts at service centre easily because 50% farmer said it is best and 33.34%
said it is excellent then with 46.66% farmer said TAFE is best and 30% said it is
excellent. And only 40% user of MGTL said it is best and 20% said it is good.
16. Company support for financing
MGTL %(MGTL) TAFE %(TAFE) M&M %(M&M)
Excellent 4 13.34 4 13.34 8 26.66
Best 10 33.33 14 46.66 8 26.66
Good 12 40 12 40 13 43.34
Average 4 13.33 0 0 1 3.34
Poor 0 0 0 0 0 0
TOTAL 30 100 30 100 30 100
EXIHIBI
T
16
By this analysis we can say that TAFE users find max satisfaction with supporting for
loan because 46.66 % farmer said it is best and 13.33 % said it is excellent then with
26.66 % farmer said M&M is best and 26.66% said it is excellent. And only 33.33%
user of MGTL said it is best and 13.34% said it is excellent..
EXIHIBI
T
By this analysis we can say that TAFE users find max satisfaction with performance
against competitors because 10 % farmer said it is best and 80 % said it is excellent
then with 80% farmer said M&M is best and 10% said it is excellent. And only 30%
user of MGTL said it is best..
EXIHIBI
T 18
By this analysis we can say that M&M users find max satisfaction with availability
providing incentives for participating in sales promotional activity because 20%
farmer said it is best and 10% said it is excellent then with 10% farmer said TAFE is
best and 13% said it is good. And only 10% user of MGTL said it is best.
By this analysis we can say that TAFE users find max satisfaction with take less time
to resolve complaints because 13.33% farmer said it is best and 50 % said it is
good then with 3.34% farmer said M&M is best and 30% said it is good. And only
6% user of MGTL said it is good.
EXIHIBIT
20
By this analysis we can say that M&M users find max satisfaction with giving cash
discount at purchase time because 26.66% farmer said it is average and 20% MGTL
and TAFE user said it is average and 3.34% said it is good.
CHAPTER 4
FINDINGS
• The findings from Exhibit 1 show that 45% of the customers respectively says
for purchase a new tractor fuel consumption or productivity is more important
and then availability of spare parts.
• The findings from Exhibit 2.1, 2.2, 2.3 show that 57% of the MGTL customers
respectively say price level is low then M&M users find price level of M&M is
average with 93% and TAFE users find price level of TAFE is high with 87%.
Which shows rank as per price high to low is
1. TAFE
2. M&M
3. MGTL
• The findings from Exhibit 3 show that 83% of the customers of M&M are
satisfied with guarantee and warrantee of the product and then TAFE users
are with 63% and then MGTL users with 53%. This shows rank as per
satisfaction of guarantee and warrantee
1. M&M
2. TAFE
3. MGTL
• The findings from Exhibit 4 show that 100% of the customers of M&M and
MGTL and TAFE users don’t get any gifts or incentive on special festival or
occasion.
• The findings from Exhibit 5.1, 5.2, 5.3 show that 90% of the customers of
TAFE are satisfied low complaints of the product in every quarter which is
between 0—2 and then M&M users are with 86% and then MGTL users with
63%. This shows rank as
1. TAFE
2. M&M
3. MGTL.
• The findings from Exhibit 6 show that 70% of the customers of M&M are
satisfied with fuel consumption of the product and then TAFE users are with
54% and then MGTL users with 30%. This shows rank as per satisfaction of
guarantee and warrantee
1. M&M
2. TAFE
3. MGTL
• The findings from Exhibit 7 show that 70% of the customers of M&M are
satisfied with pulling power of product and then TAFE users are with 54%
and then MGTL users with 30%. This shows rank as
1. M&M
2. TAFE
3. MGTL
• The findings from Exhibit 8 show that most of the TAFE users find max
satisfaction with weight load by trolley because 50% farmer said it is best and
40% said it is excellent then with 40% farmer said M&M is best and36.66%
said it is excellent. And only 46.66% user of MGTL said it is best and 20%
said it is excellent. This shows rank as
1. TAFE
2. M&M
3. MGTL
• The findings from Exhibit 9 show that TAFE and Mahindra users find max
satisfaction with break performance because 46% farmer said it is best and
10% said it is excellent then 50% user of MGTL said it is good and 26% said
it is best. This shows rank as
• The findings from Exhibit 10 show that TAFE users find max satisfaction with
hydraulic performance because 50% farmer said it is best and 26% said it is
excellent then with 33% farmer said M&M is best and 20% said it is excellent.
And only 30% user of MGTL said it is best and 3.3% said it is excellent. This
shows rank as
1. TAFE
2. M&M
3. MGTL.
• The findings from Exhibit 11 show that TAFE users find max satisfaction with
gear box performance because 23% farmer said it is best and 20% said it is
excellent then with 40% farmer said M&M is best and 3.34% said it is
excellent. And only 20% user of MGTL said it is best and 3.34% said it is
excellent. This shows rank as
1. TAFE
2. M&M
3. MGTL
• The findings from Exhibit 12 show that M&M users find max satisfaction with
clutch performance because 43% farmer said it is best and 3.34% said it is
excellent then with 36.66% farmer said TAFE is best and 6% said it is
excellent. And only 3.3% user of MGTL said it is best and 3.3% said it is
good. This shows rank as
1. M&M
2. TAFE
3. MGTL
• The findings from Exhibit 13 show that MGTL users find max satisfaction with
after sales service because 46.66 % farmer said it is best and 23.33 % said it
is excellent then with 66.66% farmer said M&M is 53% user of TAFE said it is
best and 6.66% said it is excellent. This shows rank as
1. MGTL
2. M&M
3. TAFE
• The findings from Exhibit 14 show that MGTL users find max satisfaction with
facility of skilled worker at service centre because 56.66 % farmer said it is
best and 20 % said it is excellent then with 73.33% farmer said M&M is best
3.34% of user said it is excellent then of TAFE 73.34% user said it is best and
6.66% said it is excellent. This shows rank as
1. MGTL
2. M&M
3. TAFE
• The findings from Exhibit 15 show that M&M users find max satisfaction with
availability of spare parts at service centre easily because 50% farmer said it
is best and 33.34% said it is excellent then with 46.66% farmer said TAFE is
best and 30% said it is excellent. And only 40% user of MGTL said it is best
and 20% said it is good. This shows rank as
1. M&M
2. TAFE
3. MGTL
• The findings from Exhibit 16 show that TAFE users find max satisfaction with
supporting for loan because 46.66 % farmer said it is best and 13.33 % said it
is excellent then with 26.66 % farmer said M&M is best and 26.66% said it is
excellent. And only 33.33% user of MGTL said it is best and 13.34% said it is
excellent. This shows rank as
1. TAFE
2. M&M
3. MGTL
• The findings from Exhibit 17 show that TAFE users find max satisfaction with
performance against competitors because 10 % farmer said it is best and 80
% said it is excellent then with 80% farmer said M&M is best and 10% said it
is excellent. And only 30% user of MGTL said it is best. This shows rank as
1. TAFE
2. M&M
3. MGTL.
• The findings from Exhibit 18 show that M&M users find max satisfaction with
availability providing incentives for participating in sales promotional activity
because 20% farmer said it is best and 10% said it is excellent then with 10%
farmer said TAFE is best and 13% said it is good. And only 10% user of
MGTL said it is best. This shows rank as
1. M&M
2. TAFE
3. MGTL
• The findings from Exhibit 19 show that TAFE users find max satisfaction with
take less time to resolve complaints because 13.33% farmer said it is best
and 50 % said it is good then with 3.34% farmer said M&M is best and 30%
said it is good. And only 6% user of MGTL said it is good. This shows rank as
1. TAFE
2. M&M
3. MGTL.
• The findings from Exhibit 20 show that M&M users find max satisfaction with
giving cash discount at purchase time because 26.66% farmer said it is
average and 20% MGTL and TAFE user said it is average and 3.34% said it
is good.This shows rank as
1. M&M
2. TAFE
3. MGTL
CHAPTER 5
SUGGESTION
• As per the survey carried out the company needs to work on the technical
aspects of the product because most of the customer have complaints in gear
box voice problem and some of having problem in starter.
• Also company can improve all the features which they have already good but
not best then competitors.
• The other area where the company can improve is in the After Sales Service.
Although the service is quite fair but still there is scope for improvement in it.
• MGTL should prepare a program for sales promotional activity which includes
highly participation of farmer and they should provide incentive for that.
• MGTL should go for cash discount offer because all the competitors are not
good in this.
• I would like to say that Mahindra tractor has very high brand awareness in
tractor industry. If they take up the Marketing of “Shaktimaan” brand under the
same name and under the same logistic cycle or marketing channel, under
which M & M does for it, then this will create a reliable and quality branding
for MGTL. Further, MGTL can rip good brand equity in terms of better sales
volume and turnover.
• MGTL can also make various concepts for customer satisfaction like, give
bonus, and provide gifts or greetings on festival or special occasion because
no company does like this.
• MGTL should change the warrantee and guarantee period and scheme.
• MGTL should implement the ERP software or like SAP software for faster
communication with dealers and suppliers and also for internal
communication because still MGTL works on conventional system.
• MGTL has not very good brand equity and brand positing so they can build
with brand awareness.
CHAPTER 6
CONCLUSION
• From the survey carried out it can be concluded that in general most of the
customers are satisfied with the productivity of the tractor or quality or
technical performance of the tractor.
• MGTL company has very good after sales service and skilled mechanic but
MGTL tractor has little bit week technical performance against TAFE and
M&M. in which TAFE has maximum satisfaction level of customer with
technical performance of the tractor and Mahindra tractor has widely used but
due to less price and due to good after sales service Mahindra tractor are
Market leader in tractor industry.
• MGTL customer also faced problem per quarter in comparison of TAFE and
M&M is high.
• Price level of MGTL tractor is low in comparison of TAFE and MGTL which is
good for the customer.
• MGTL is not providing any type of cash discount and any type of incentives
for customer’s special occasion and festival as like HERO HONDA does.
• In tractor industry quality of technical performance and after sales service and
financial support to customer is main aspects of customer satisfaction.
CHAPTER 7
BIBLIOGRAPHY
BOOKS:
Philip Kotler, Kevin Lane Keller, abraham Koshy, Mithileshwar Jha, Marketing
Management, Pearson Education, 13th edition, Pg No 115-118,455-460,468-
475,549-553,
• httpwww.b2binternational.comlibrarywhitepaperspdfcustomer_sati
sfaction_surveys.pdf (8.30pm date18/7/2010.)
• httpwww.google.co.insearchhl=en&source=hp&q=research+report
+on+customer+satisfaction+.pdf&meta=&aq=f&aqi=&aql=&oq=&g
s_rfai=(8.30pm date18/7/2010.)
WEB SITES:
• http://www.icra.in/files/PDF/SpecialComments/May%2025,%202010-
Tractor_Indust.pdfTIME (6.30pm date 15/6/2010.)
• http://marketpublishers.com/report/industry/transportation/tractor_market_in_i
ndia_an_analysis.html (6.35pm date 15/6/2010.)
• http://www.mahindragujarat.com/products.htmlhttp://www.mahindragujarat.co
m/products.html (4.59pm 2/7/10)
• http://www.mahindra.com/Farm_Equ_sec/farm-equipment-
manufacturers.html (5.20PM 2/7/2010)
• ttp://www.mahindra.com/productsandservices/products_services.html
(5.29PM 2/7/2010)
Reports:
• purchase year :
• According to you, what are the main features required for purchasing a
Tractor? Please tick any two.
2. Price
4. Guarantee / Warrantee
• How many complaints you are actually have in the period of 3 months.
Range Complaints.
0-2
2-4
4-6
6-8
8-onwards
• Customer name :
• Village/ city :
• Dist. :
• Ph no. :
___________________________________________________________________
_________________________________________ Thank you…………………...
CHAPTER 9
ABBREVIATION
MGTL : Mahindra Gujarat tractor ltd.