This document presents a study on analyzing the performance of dealers for New Holland tractors in Nasik District, India. The objectives are to understand customer and dealer expectations, determine dealer satisfaction levels, and provide suggestions. It involved a literature review, collection of primary data through 130 customer and 21 dealer questionnaires, and analysis. Key findings include that customers' main expectation is improved service, dealers want more promotion support, and dealer satisfaction is high for tractor quality and profit margin but lower for training. Suggestions focus on improving infrastructure, after-sales service, relationships, spare parts availability, and addressing specific product issues. The overall aim is to increase New Holland's market share in the district, currently at 15%.

1. “To Analyze Performance of
Dealers of New Holland Tractor in Nasik
District”
Presented by
Rohit Shelke(AB-1121)
Project Title

2. Industry Profile
 About 20% of world tractor production is carried out in
India.
 In farm power source share of tractors in India is about 41.67 (09-10)
 Annual output- Domestic sales - 350,000 units, Exports - 60,000 units.
 On an average around 400000 tractors are produced.
 Usage of tractors has gone up from 36.51% to
86.33% .
 14 Major players viz M&M, John Deere, John Deer, Escort, TAFE etc.

3.  Majority owned subsidiary of Fiat Group Spread across 60 acres in the
Greater Noida.
 In Last year (2011-2012) Company produced over 23,000 tractors in 35-75
Hp segment.
 Turnover about 300 Crores & market share about 7% in India.
 Exported in 51countries in Asia, Africa and Middle East, Australia, New
Zealand, Latin America and North America.
 Dealer network more than 500 in India.
 They produced the tractors in segment above 30hp to 75hp for Indian
market.
Company Profile

4. Objectives
 To analyze performance of Dealers of New Holland Tractors in Nasik
district.
 To understand expectations of customers from Dealers of New Holland
Tractor in Nasik District.
 To understand Expectation of tractor dealers from tractor manufacturers in
Nasik District.
 To determine Dealer satisfaction level of NEW HOLLAND TRACTOR in
Nasik District.
 To offer suggestions to New Holland Tractors regarding improvement in
Dealers Management and thereby to increase sales of New Holland
Tractors in Nasik District.

5. Research Design:
1)Exploratory 2)Descriptive
Data Collection:
Secondary Data: Internet, book, online articles, gernales etc.
Primary Data:
 Sampling method: Convenience Sampling
 Sample Unit: Customers, Dealers
 Sample Size: for customer :130
for Dealer : 21
 Sample Instrument: Questionnaire
Research Methodology

6. Area of Concern of Dealers with Tahsil:

7. Data Analysis:
Rating by farmers to parameters of Dealers Performance:

8. Rating to Service (after sales):

9. Rating to Personal Relationship:

10. Rating to waiting time by Customers:

11. Rating to technical Knowledge:

12. Rating to Availability of Spare Part:

13. Rating to Product:

14. Rating to Price of Product:

15. Customers Problems Areas:

16. Dealers Expectations in terms of Problems form
Company:

17. Satisfaction level for Quality of tractor:

18. Market Shares of Major Players in Nasik District:

19. Findings:
Sr.
No. Parameter Rating for Parameters (%) Remark
Very bad Bad Satisfactory Good
Very
Good
1 Infrastructure 4 3 38 55 0
2 Service( after sales) 11 12 12 50 15
3 Personal Relationship 3 10 19 58 10
4 Waiting time 0 1 4 38 57
5 Technical knowledge 2 5 20 62 11
6 Availability of Spare Part 4 4 15 59 18
7 Product 1 1 3 4 91
8 Price 0 6 55 34 5

20.  Expectation of customers:
As 42% of existing customers facing problem related to Service, hence
their expectation to improve the service in Nasik District.
 Expectation of Tractor Dealers:
As 38% of dealer facing problem related to promotions , hence their
expectations to getting more promotion facilities.
 Dealer satisfaction levels for:
 Market Share for New Holland Tractors in Nasik District as 15%.
Sr. No. Satisfaction Levels Percentage(%)
Highly Satisfied Satiesfied
1 Quality of tractors 86
2
Training provided to Dealers
& Staff 52
3 Profit Margin 81

21. Suggestion :
Infrastructure:
 Separate cabin
 Proper documentation.
 Maintaining cleanness.
After sales service:
 Increase employee for providing better service.
 Transparency in deal i.e. not providing false commitment.
 Telephonic recall to farmers for there servicing of tractors in respected
time period.(Hr.)
Personal Relationship, Technical knowledge:
 Good communication for positive WOM.
 Distribution of gifts, Calendar, diary, pens etc on any festival.
 Good technical knowledge.
 Allocation of Authority.

22. Spare part:
 Free of cost spare part should be provided under warranty.
 Proper display of Spare parts.
Product , Price :
 Focus on Quality of tiers & Installations.
 Focus on oil seal problem. Axel problem, in a tractor model like 3230 &
4510.
 Opportunity to enter in small segment.
Others:
 Dealers should do village analysis for every 6 Months.

23. Thank You !!!