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Share & Embed <http://www.facebook.com/sharer.php?u=http%3A%2F%2Fwww.scribd.com%2Fdoc%2F51115109%2FSUMMERTRAINING-PROJECT-PRPORT%23source%3Afacebook> <http://twitter.com/home?source=scribd.com&status=Reading%20%22SUMMER%20TRAINING%20PROJECT%20PRP ORT%22%20on%20Scribd%20http%3A%2F%2Fwww.scribd.com%2Fdoc%2F51115109%20%23Readcast> <http://www.google.com/buzz/post?url=http%3A%2F%2Fwww.scribd.com%2Fdoc%2F51115109%2FSUMMERTRAINING-PROJECT-PRPORT&message=> <#> Add to Collections Download this Document for Free Auto-hide: on <#> SUMMER TRAINING PROJECT REPORT ON STRATEGIES FOR INCREASING ANKUR COTTON MARKET SHAREIN NANDED DISTRICT ATM/S ANKUR SEEDS PRIVATE LIMITEDNAGPUR(M.S.) In Partial Requireme n t of the award of Master s Degree In M.B.A.SESS I ON 2010-11 Submitted to: Submitted to: Mr.Jayant Honrao, Mr.Anirudh Bodhankar,Country Head ( Marketing ) T& P, Head, DAIMSR,Ankur Seeds Pvt Ltd, Nagpur Deekshabhoomi, Nagpur Submitted by,

Mr.Amol Gore.( MBA Agri-Business )

CONTENTS y ACKNOWLEDGEMENT y DECLARATION y PREFACE y OBJECTIVES y COMPANY PROFILE y PRODUCT PROFILE y STRUCTURE OF SALES DEPARTMENT y DISTRIBUTION SYSTEM y SALES PROMOTION y RESEARCH METHODOLOGY y ANALYSIS y FINDING RECOMMENDATION y CONCLUSION y Q UESTIONNAIRE y

BIBLIOGRAPHY ACKNOWLEGEMENT It gives me great pleasure to express my gratitude to Mr.JAYANT.D.HONRAO , Country-Head, ANKURS SEEDS Pvt Ltd . My guide Whoprovided me constructive and a positive feedback during the Preparation of this summer project. This golden opportunity has enabled me to understandthe real life experience in the field of Agriculture Specialization.I am indebted to MR. ANIRUDH BODHANKAR , Training and placementincharge of institute DR.AMBEDKAR INSTITUTE OF MANAGEMENTSTUDIES AND RESEARCH,NAGPUR and others teaching staff and non-staff who were always there When ever I needed any help and without themand their co-operation.Completion of this summer project work would havebeen inevitable and their presence behind me is totally indispensable.Last but not the least .I convey my hearty thanks to all who directlysupported me. Mr.Amol GoreMBA ( Agri-Business)DAIMSR, Nagpur

DECLARATION I hereby declare that project report in Ankur Seeds Pvt.Ltd, Nagpur (M.S.)has been prepared by me during 2010 in partial fulfillment of therequirement of the M.B.A.(Agri-business) from D.A.I.M.S.R .( Nagpur University).I also hereby declare that this project is result of my own efforts and isguided by the country head of Ankur Seeds MR. Jayant D. Honrao and notbeen submitted else where for the award of my degree.Date:Mr. Amol GoreMBA (Agri- Business)DAIMSR, Nagpur

PREFACE India is primarily an agriculture country. The soul of India found in theVillages . In the recent years India has witnessed a rapid economic andtechnological growth but this growth has been restricted to urban areas andBusiness centres only. There fact is that our villages still depend on the old-age methods of farming.At the present time Cotton is the main cash crops of India and plays themajor role in Indian economy. Because cotton is the main cash crop of india and so many varieties are in the market but which quality found inthe Ankur Seeds that is much different from others varieties . so we can saythat every farmers aware to the Ankur seed of Cotton. OBJECTIVES

Study of actual market size of research and hybrid Cotton.

Study of competitors analysis(5 major players)by volume in focuseddistricts keeping in view 4 P of marketing.

Study of prouct requirement for research and Cotton crop and Providewish list of attributes required by market.

To recommend the marketing strateties for impoving market share infocus crops. I NTRODUCT I ON OF TOP I C: India is primarily an agriculture country the soul of India is found inthe village in the recent years India has witnessed a rapid economicand technology growth, but information this growth has en restrictedto Urban areas and business centre only there fact is that our villagestill depend on the old age method forming.Cotton is the main cotton crop of India, nowadays take the manyCompany hybrid and research varieties but Ankur Seeds Pvt. Ltd. takethe more than more production research and hybrid varieties.Early varieties such as Ankur Akka, Ankur jai, Ankur 651 this isresearch Varieties of short duration having good growth habbit andboll size is large .Hybrid varieties Ankur sita,Ankur 2534, Ankur 655 having spinning40 S.A Strong crop improvement programme was initiated to achieve theseobjects. Recent improvement in breeding strategy supported with strongbiotechnological tools and tissue culture techniques would certainly behelpful inserving people. COMPANY PROFILE I have a great pleasure that meet me a great chance to learn with Ankur Seeds.Now a days Ankur seeds a queen in th field of seeds and Micro nutrient DhartiAgro chemicals pvt. Ltd.Ankur seeds Pvt. Lld. Is well integrated seed organization dealing with wide rangeof crops with marketing activities across the country.Established in 1976 with its head office in the heart of centre at Nagpur, thecompany has been working relentlessly to uplift the farmers Status throughextensive Research and Development and rendering quality seeds and services tomeet the changing requirements of farming community.For its excellent R & D achievement, Ankur bagged the most coveted NationalAward from the Government of India in 1996.Keeping mind the fast changing future market scenario, Ankur has focused itsattention on biotechnology to develop transgenic crops for resistance to Biotechand biotic factors.The company pledges to use biotechnology for the benefit of the Human-kind withdue

consideration to the safety of all the living being and the environment.Solid scientific base, competent production wing and professional marketing teamare assets of the company and secret for its success.At present company stay in India in top five seeds company & companystruggle to get first place in India.And nowadays company is the best competitor in the market and a greatChallenger in front of other companies.Company have the different strategies than other company and best Q uality product launch in the market.

FORWARD LOOKING OF COMPANY It gives us immense satisfaction in bringing out the new updated version of Company catalogue encompassing all important product details with theblessing and inspiration of the Almighty.Demand generation at end user level to promote the range of company products.Successfullyorganizing and conducting farmer training camps, group meeting & mega farmer meeting for educating the farmers about the new products and our benchmarkingproducts. Strategy implementation, Rolling forecasting, and finally to achieve targetedannual sales & collection. Conducting demonstration of new seeds in farmer fields and providing feedback to Management. Providing technical support to other Junior staff (Field Assistant & Sales Officer)regarding company products & Seeds & new Strategies. Day to day co-ordination with RSMs & HO for Management InformationSystems. Support promotional Activity work for GM & Ass.GMs. Result oriented channel management (Maintaining Farmers, Dealers &Distributors Channels) Making analysis reports of Target vs. Achievement, Expenses vs. Sales. Customers satisfaction is the motto of the company .

Product Catalogue `

BT COTTON HYBRIDS Akka Bt Plant type semi spreading with bushyGrowth, medium tall and sturdy structureSquare formation commences in 32-34Day and first flower appears in 53-55days.Bolls large, plump oval, weighting around4.5-5.0 g Crop matures in 160-170 adys butUnder irrigated condition, durationOf the variety may prolong.Stay green manure doesnt allow reddeningThus,good quality fibre development isAssured. Akka Bt has fibre tenacityAmong the intra-hirsutum categorySuitability for pre-monsoon and monsoonSowing enables the farmer to fit thisHybrid in their coopping pattern andGet consistent performance under variedConditions.Suitable for central and

south zonesOf India. JAI BT Plant type semi-erect with open growth, tall & sturdy structure. Square formationcommences in 30-32 days and first Flower appears in 51-53 days. Bolls large and oblongweighing around 4.5-5.0 gBig Boll and fluffy opening make picking easy. Q uality fibre with very low trashBecause of good opening. Crop matures i n 160-180 days but u n der irrigated co n ditio n, duratio n of the Variety may prolo n g. Jai is ideal for pre-mo n soo n cultivatio n , however , it ca n also besuccessfully grow n o n the o n set of mo n soo n i n heavy to medium soil.Suitable for all the three cotto n growi n

g zo n es of In dia.Also available i n BG-2 with extra protectio n from Spodoptera. NEW PRODUCT (BG-2 COTTON HYBRIDS): ANKUR 3028 : Medium tall, semi-spreding, profuse bearing,Good boll weight(4.5-5.0 g),sucking & grey mildew fieldTolerance, suitable for both dryland & irrigated conditions. ANKUR 3034 : Tall, semi-spreding, open growth, big oblongBolls (5.0-5.5 g),profuse bearing, irrigation & fertilizer Responsive, good quality long fibre suitable for southernIndia.

STRUCTURE OF SALES DEPARTMENT CHAIRMENDIRECTOR GENERAL MANAGER DEPUTY GENERAL MANAGER ZONAL AREA MANAGER AREA MANAGER AREA SALES MANAGER TERRITORY SALES MANAGER

DISTRIBUTOR SYSTEM OF COMPANY COMPANY GODOWNDIRECT DISTRIBUTOR SUB DISTRIBUTOR FARMERSSALES PROMOTION:1. FARMERS MEETING2. ELECTRONIC MEDIA(a) RADIO(b) T.V.(c) INTERNET3. PRINT MEDIA(a) NEWS PAPER (b) MAGAZINE4. FIELD DEMOSTRATIONS

SCHEMES REGULATED BY COMPANY: 1.

ADVANCED BOOKING2. TARGET BASED SCHEMES3. FOREIGN TOURS4. CREDIT POLICY5. FREE GIFT6. LUCKY DRAW7. CASH DISCOUNT DEVELOPMENT ACTIVITIES: Company take the steps in development of research department have the more than 100scientist working their with high technology Laboratory. RESEARCH METHODOLOGY SamplingInterview MethodObservation Method

Primary Data

Secondary Data RESEARCH METHODOLOGY Compa n y product developme n t is key to evolutio n of successful compa n y Strategy a n dprogrammes a n d fu n ctio n it is a n d importa n t tool to study Former behavior of compa n ypositio n

research is also used to study of Developme n ta n da n alysis a n d to k n ow thepositio n i n the market that What is positio n of compa n yi n the competitor market of cotto n seeds. PROBLEM DEFINITION Strategies for i n creasi n gA n kur cotto n market share i n Na n ded district. RESEARCH OBJECTIVE: What is the researcher want to achieve is objective--Study of actual market of cotton in Mahur,Kinvat,Wai,Bhokar,Sarkhani-Study of competitor 5 major players in the market.-Requirment of product in the market. RESEARCH DESIGN: A specific from work used for data collection of scientifically development method.There are three type of research design.1. Exploratory2. Descriptive3. Causative

1 .Exploratory research is done to know why and how creation of Development activities how farmer and dealers sub dealersEvaluate quality tangible features replacement policy , warranty. 2.Descriptive research is carried out to describe a area Characterizations.To understand the company and farmers Behavior. 3.Causative research is done to establish cause and effect Relationship.The influence of production.

LIMITATION OF THE STUDY y At the time of interview can not give the identity of Ankur Seeds to thedealer and subdealers and to farmers also. y In the period of survey can not meet to the Ankur Seeds employee. y Collect only real information as well as possible. Top Five Companies Quantity in Number of Packets Sr.No Company Name Variety Name Quantity TotalQuantityBG1 BG-2 1. Paras/Monsanto Brahma,Atal 7510 67590 75100 2. Nuziveedu Seeds Pvt,Ltd Mallika 207, Banni 6805 61245 680503 Mahyco seeds 7351,Dr.Brent 4570 41130 457004 Ankur Seeds JAI, Akka,651,swadeshi-5 3885 34965 388505 Vibha seeds Cash, Dyana 3740 33660 37400

BEST MEDIA FOR PUBLICITY & SALES PROMOTION ACTIVITIES Duri n g my survey , I observed that sub-dealer a n d farmers U n aware

n ess , about Cotto n seeds varieties he n ce we must take care o n the Useful object such as , 1. ATTENTION/AWARENESS:It is the starting point in the sales process. The Unawareness according the retailer must be attracted, want that the product is able to satisfy the retailers.2. INTEREST:By organizing Demo, Programmes or workshop ,we can Create an interest in themind of the subdealer and farmer ,the sub-dealer and farmer made realize how theproduct will benefit him and must fill curious to know more about product, itsfeatures and merits.3. DESIRE:We must ignite the desire of the product after securing the attention and after arousing his interest in the product. From the stage of interest to buy the product,we must use all our powers of persuasion and conviction to create on urge tobuy.4. ACTION:It means gaming an order. The addition of the first three Stages should be theactual purchase of the product. The dealers must be induced to buy our product.MEDIA OF ADVERTISEMENT:The advertisement message has to be convey to the Sub-dealer and farmer through somemeans or channel. DIRECT ADVERTISEMENT: Sales literature, Samples, Circulars,Catalogues, Price List, Certification of product,Broachers,Folders,Sending greeting cards on Occasion. INDIRECT ADVERTISEMENT: Press: News papers, Agro magazines, Journals, Periodicals. Outdoor : Posters, Hoarding, Painting, Travelling display Film, T.V .:Slides, feature films, Sponsored programmes etc Radio : Spot and sponsored programmes. PRACTICAL ADVERTISEMENT THROUGH POINT OF VIEW: y Taking field demonstration , work shops, taking reviews, and appraisals.

y Show them video cassets, counter sale y Purchasing plot by company itself, cultivate various varieties onThese research plots and inviting the farmers to see the results. ANALYSIS In the current 2010-11 ,75% wholesaler and retailer sale 38850 Numbers of packets. Q uantity of COTTON Seeds of Ankur Seeds in the areas of Mahur,Kinvat,Wai,BhokarSarkhani in Nanded District. y Farmers 100% satisfy to the cotton seeds of Ankurs Seeds such asAnkur Akka, Ankur 651. y Farmers and retailers more awareness about Cotton seeds of ANKUR SEEDS. y These varieties are drought resistance and early varieties. y 100% farmers purchase the Cotton of Ankur Seeds by there own Awareness anddemand and quality base. y Farmers demand short duration varities. y 100% farmers see the quality product. y But due to small boll size Ankur 651 farmers saying that boll size should bebigger so that it is easy to collect the cotton lint. FINDINGS : During survey I found that 80% farmers satisfy of Ankur seeds of Cotton but because of having small boll size of there is facing byfarmers to collect the cotton lint. What farmers suggested me isthat-Company needs to launch some new varieties of large boll sizehavind more number of branches. There should be a regular visit of sales person during season and during off season also to notedown the problem faced by the farmers.They have said me some good qualities like less water is requiredfor the Cotton seeds of Ankur and it is early variety also.I collected the data of 50 retailers as well as wholesalers and apartfrom

that 100 farmers also. RECOMMENDATIONS 1.Need of launching new varieties having large Boll Size.2.Company Field Source should Increase their Reach to farmers & Trade.3.Maximise Dealer Network.4.Supply of Stocks & Availability of Stock at Right Time.5.Farmers Trade Relations CONCLUSION: After survey of the market according to 4 Ps. I found thatcompanies Cotton variety Ankur Akka, Ankur 651, Ankur Jai arethe best quality in the market but except these varieties other varieties are not demanding.These varieties are are competitors having short duration so theyneed to improve first because they are picking up in the marketcoverage.And because of short duration they are competent enough to giveCompetition to other varieties. BIBILIOGRAPHY B OOKS AUTHORS 1: Business Research Methodology Mr.Zikmund2: Annual Report 2009-10 D.A.I.M.S.R. Nagpur University3: Reference & Guidance from Mr. JAYANT D. HONRAO Country Head ,Ankur Seeds Pvt. Ltd. Nagpur. THE LIST OF COTTON SEEDS COMPANIES IN THE MARKET AREAUNDER STUDY 1. Nuziveedu Seeds Pvt. Ltd.2. A n kur Seeds Pvt. Ltd.3. Nath Seeds Pvt. Ltd.4. Rasi Seeds Pvt. Ltd.5. Krishidha n Seeds Pvt. Ltd.6. Mahyco Seeds Pvt. Ltd.7. Nirmal Seeds Pvt. Ltd.8. Ajeet Seeds Pvt. Ltd.9. Kaveri Seeds Pvt. Ltd.10.

Vibha Seeds Pvt. Ltd.11. Zuari Seeds Pvt. Ltd.12. Atash Seeds Pvt. Ltd.13. Paras/Mo n sa n to Seeds Pvt. Ltd.14. Ma n ish Biotech Pvt. Ltd.15. Yashoda Seeds Pvt. Ltd.16. Tulsi Seeds Pvt. Ltd.17. Vikram Seeds Pvt. Ltd.18. J.K. Seeds Pvt. Ltd.19. Pravardha n Seeds Pvt. Ltd.20. Bayer Seeds Pvt. Ltd.

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