Chapter- I

INTRODUCTION

Chapter -II

PROFILE OF THE ORGANISATION

Chapter- III

PROFILE OF THE STUDY AREA

Chapter- IV

METHODS AND MATERIAL

Chapter- V

PRESENTATION OF DATA ANDFINDINGS

Chapter -VI

SUMMARY, CONCLUSION ANDRECOMMENDATION

ANNEXURE

“Market Research for Market Potential andCompetitive Analysis of Bio-chemicals, Bio-

stimulants and Micronutrients Industry InJalna District” at Bejo Sheetal Seeds Pvt. Ltd.

PROJECT REPORT

Submitted to the

Jawaharlal Nehru Krishi Vishwa Vidyalaya Jabalpur.

In partial fulfilment of the requirementsFor the degree of

MASTER OF BUSINESS ADMINISTRATION

INAGRICULTURE

(AGRICULTURE ECONOMICES AND FARM MANAGEMENT)

BY

KU. RUPALI V. DESHMUKH

Department of Agricultural Economics and Farm ManagementCollege of Agriculture

Jawaharlal Nehru Krishi Vishwa Vidyalaya’ Jabalpur (MP)2012

DECLARATION

I, Rupali Deshmukh student of M.B.A. (Agriculture), 2010-2012,

Department of Agricultural Economics and Farm Management, College of

Agriculture, Jawaharlal Nehru Krishi Vishwa Vidyalaya, Jabalpur. Hereby

declare that I have furnished original data and information to the best of my

knowledge in the project report, entitled “.Market Research For MarketPotential And Competitive Analysis of Biochemicals Biostimulants AndMicronutrients Industry In Jalna District” At Bejo Sheetal Seeds Pvt.Ltd. and that no part of this information has been used for any other purpose

but for the partial fulfillment towards completion of the degree.

Ku. Rupali V. Deshmukh

MBA (Agriculture)2010-2012

Jawaharlal Nehru Krishi Vishwa Vidyalaya,Jabalpur (MP.) - 482002

CERTIFICATE I

This is to certify that the thesis entitled “Market Research For MarketPotential And Competitive Analysis of Biochemicals, Biostimulants AndMicronutrients Industry In Jalna District” submitted in partial fulfillment of

the requirements for the degree of Master of business administration in

Agricultural Economics and Farm Management of Jawaharlal Nehru Krishi

Vishwa Vidyalaya, Jabalpur (M.P.) is a record of the bonafide research work

carried out by Rupali Deshmukh under my guidance and supervision. The

subject of the thesis has been approved the Student’s Advisory Committee

and Director of Instruction.

No part of the thesis has been submitted for any other degree or

diploma (certificate awarded etc.) or has been published. All the assistance

and help received during the course of the investigation has been

acknowledged by her.

Date : (Dr.P.K.Awasthi)Chairman of the Advisory Committee

THESIS APPROVED BY THE STUDENT’S ADVISORY COMMITTEE

Chairman (Dr. P. K. Awasthi) ………………………………..

Member (Dr.A.M.Mishra) ………………………………..

Member (Dr. A. K. Rai) ………………………………..

CERTIFICATE II

This is to certify that the thesis entitled “Market Research For MarketPotential And Competitive Analysis of Biochemicals Biostimulants AndMicronutrients Industry In Jalna District” submitted by Rupali Deshmukhto the Jawaharlal Nehru Krishi Vishwa Vidyalaya, Jabalpur in partial fulfillment

of the requirements for the degree of Master of business administration inAgricultural Economics and Farm Management, has been after evaluation,

approved by the External Examiner and by the Student’s Advisory Committee

after an oral examination of the same.

Date : (Dr.P.K. Awasthi)Place: Jabalpur Chairman of the Advisory Committee

THESIS APPROVED BY THE STUDENT’S ADVISORY COMMITTEE

Chairman (Dr.P.K.Awasthi) ………………………………..

Member (Dr.A. M. Mishra) ………………………………..

Member (Dr. A. K. Rai) ………………………………..

Head of Department: Dr. N.K. Raghuvanshi ……………………………...

Director of Instructions: Dr. P. K. Mishra …………………………………...

Acknowledgement

It is indeed a great pleasure in getting this privilege to express my

indebtedness and deepest sense of gratitude and sincere thanks to my

guide Dr.P.K.Awasthi, Professor, Department of Agricultural Economics

and Farm Management. College of Agriculture, J.N.K.V.V. Jabalpur for

the talented and inspiring guidance, constructive criticism, constant

encouragement and generous throughout the course and specially during

my project.

I have intense desire to express my wholehearted sense of gratitude

to venerable member of my advisory committee namely Dr.A.M.Mishra,

Professor, Departmrnt of Agricultural Economics and Farm Management

and Dr.A.K.RAI for their valuable guidance and fruitful suggestions

during the course of study and project work.

I feel short of words for expressing my sincere and profound

gratitude to Dr. N. K. Raghuwanshi ,Prof. & Head, Department of

Agricultural Economics and farm management, College of Agriculture,

J.N.K.V.V., Jabalpur for their keen interest in watching the progress of

my work, constructive criticism and giving useful suggestions from time

to time throughout the project work.

I express my sincere thanks else I would be failing in my duty if I

forget to express my due obligations to Dr. K. G. Choubey, Dr. A.K.

sarawgi, Dr. D.N. Tiwari, Dr. R.M.. Sahu, Dr. Hariom Sharma and all

the professors of Dept. of Economics And Farm Management for

constant encouragement and suggestions at various stages during the

course of this study.

I also thanks to Dr. D .K. Mishra Dean, College of Agriculture, for

providing all the necessary facilities during the study at J.N.K.V.V.,

Jabalpur.

I render my sincere thanks & gratitude to my company Chairmen

Mr.Suresh O. Agrawal, to give me an opportunity to work as a

management trainee and for his support to the completion of this project.

My heartfelt thanks to all my colleagues, Padma Khadipure, Ravi

Jawarkar, Pankaj Kawale, Pratibha, Swati, Deepraj Simanchal, Vasu,

Pranav and all batch mates and my seniors (Sneha Kalambkar, Anjana

Kumari, Nitesh Kumar ,Rahul Dixit, Mukesh Upadhayaya) for their

precious help and for enduring the extended period of total immersion

that often required to get the job done.

I wish to specially acknowledge Shri D.P. Pathak library in charge

for their kind co-operation during the preparation of this report.

My acknowledgement will be incomplete if I don’t mention the

farmers, distributors, dealers, other company officials and respondent of

surveyed area who had given me their valuable time and co-operation to

materialize my survey work.

Last but not the least, I wish to express my gratitude to my father

Shri Vijaykumar Deshmukh My mother Smt.Pushpa Deshmukh, my

brother Kuldeep Deshmukh ,Gajendra Banarase and all my relatives

whose worship able blessing helped me to get this success.

Place Rupali V. Deshmukh

Date : MBA (Agri.)

LIST OF CONTENTS

CHAPTER PERTICULARS PAGENO.

1 INTRODUCTION 1-3

2 PROFILE OF THE ORGANISATION 4-9

3 PROFILE OF THE STUDY AREA 10-15

4 METHODS AND MATERIAL 16-18

5 PRESENTATION OF DATA AND FINDINGS 1-44

6 SUMMARY , CONCLUSION ANDRECOMMENDATION

45-49

ANNEXURE I-IX

VITA

LIST OF TABLES

TABLENO. PARTICULAR PAGE

NO.

3.1 Agro-climatic /Ecological zone. 10

3.2 Tahasils rainfall distribution in Jalna district year 2005 to2011. 12

3.3 Demographic features of Jalna district. 13

3.4 Land use pattern in Jalna district during 2010-2011. 14

3.5 Agriculture Land use (000’ha). 14

3.6 Major field crop of the year 2010-2011. 15

3.7 Horticulture crops fruits and vegetables Area. 16

5.1 Sale performance of different companies in Jalna. 19

5.2 Bio-chemicals, bio stimulants and micronutrients sale%. 21

5.3 Sales of selected dealers of bio chemicals, bio-stimulants and micronutrients. 22

5.4 Monthly sales of Biochemicals, Biostimulants AndMicronutrients. 23

5.5 Factors contribute to the market potential ofBiochemicals, Biostimulants and Micronutrients. 24

5.6 Prostects of Market potential biochemical biostimulantsand micronutrient in Jalna District 25

5.7 Selling reasons for Biochemicals. 26

5.8 Selling reasons for Biostimulants. 27

5.9 Selling reasons for Micronutrients. 28

5.10 Important factors for influencing sales. 29

5.11 Ranking of the market leader companies inBiochemicals class. 30

5.12 Ranking of the market leader companies in Biostimulantclass. 31

TABLENO. PARTICULAR PAGE

NO.

5.13 Ranking of the market leader companies inMicronutrients class. 32

5.14 Top ranked companies in Biochemical class. 33

5.15 Top ranked companies in Biostimulant class. 34

5.16 Top ranked companies in Micronutrients class. 35

5.17 Size of land holdings of sample respondents. 36

5.18 Use of Bio-chemicals, Bio-stimulants And Micronutrientsby sample farmers. 37

5.19 Annual expenses on purchase of BiochemicalsBiostimulants and Micronutrients. 38

5.20 Mode of purchasing of Bio chemicals, bio stimulantsand micronutrients. 39

5.21 Factors affects purchasing of Biochemicals. 39

5.22 Factors affects purchasing of Biostimulants. 40

5.23 Factors affects purchasing of Micronutrients. 41

5.24 Important factors purchasing Biochemicals, Bio-stimulants And Micronutrients. 42

LIST OF FIGURES

FIG.NO. PARTICULAR PAGE

NO.

5.1 Sales performance of selected dealers year (2010) 20

5.2 Sales performance of selected dealersyear (2011) 20

5.3 Bio-chemicals, bio stimulants and micronutrients sale % 21

5.4 Biochemical, Biostimulants and Micronutrients sales %. 22

5.5 Monthly sales of Bio-chemicals, Biostimulants andMicronutrients. 23

5.6 Factors affecting market potential of Biochemicals,Biostimulants and Micronutrients. 25

5.7 Market potential of Bio-chemicals, Bio-stimulants AndMicronutrients. 26

5.8 Biochemicals selling reasons. 27

5.9 Bio-stimulants selling reasons. 28

5.10 Micronutrients selling reasons. 29

5.11 Factors influencing sales. 30

5.12 Biochemicals company ranking. 31

5.13 Bio-stimulant Company ranking. 31

5.14 Micronutrient Company Ranking 32

5.15 Farmer’s land analysis. 36

5.16 Bio-chemicals, Bio-stimulants And Micronutrients users % 37

5.17 Biochemicals Biostimulants and MicronutrientsExpenditure. 38

5.18 Factors affecting purchasing of Biochemicals. 40

5.19 Factors affecting purchasing of Biostimulants. 41

5.20 Factors affecting purchasing of micronutrient 42

V I T A

The author of this report Miss Rupali V. Deshmukh daughter of Mr.

Vijaykumar Deshmukh was born on 24 November 1988 at Murtizapur, Dist Akola in

Maharashtra.

She receive primary education in Murtizapur and passed her higher secoandary

education from Bharatiya Dhyanpeeth Vidhyalaya Murtizapur, (Amravati Board) in year

2006 with second division.

After this, she joined Shri Shivaji College of Horticulture Amravati (MH)

and passed BSc (Horticulture) in second division in the year 2010. Subsequently, she

joined MBA (Agriculture) Programme in Jawaharlal Nehru Krishi Vishwa Vidyalaya

Jabalpur (MP) in the year 2010 for the session 2010-11 and for completion of her

degree programme this project report in degree submitted as partial fulfilment

of the MBA (Agriculture) degree.

ABSTRACT

Title of the thesis : “Market Research for Market potential andcompetitive analysis of BiochemicalsBiostimulants and Micronutrient industry”in Jalna district

Student Name : Rupali Vijaykumar Deshmukh

Address : Shri Krupa Bhavan Maratha Nagar Near Diwanicourt Murtizapur Dist Akola( MH) Pin :444107

Advisor Name : Dr. P. K. Awasthi

Address (Office) : Professor, Department of AgriculturalEconomics and farm management JNKVV,Jabalpur (M.P.)

Degree awarded : MBA in Agriculture

Year of awardedDegree

: 2012

Major Subject : MBA (Agriculture)

Total number of pagesIn the thesis

: 49

Number of words inthe abstract

: 312

Signature Signature Signature

(Dr.P. K. Awasthi) (Professor and head) (Rupali V. Deshmukh)

ABSTRACT

The Project is caried out in “BEJO SHEETAL SEEDS PVT. LTD.JALNA” under the title of “A Market research for the Market Potentialand competitive analysis of Biochemicals, Biostimulants andMicronutrients industry ”. The Bejo Sheetal seeds Pvt. Ltd. is the well

recognized and leading vegetable seeds company in India .The Company

has a wide range of the all vegetable seeds. The study is based on the

Market Potential and competitive analysis of present situation in the

market . There are more than 50 competitors are present in the market

at the present time in the area of the JALNA district of Maharashtra .

The data collected from the 8 Talukas of the Jalna district, the data collected

from the dealers and farmers. It include the interacting with all for study

the present practices by various companies for measuring market potential

and competitive analysis through one by one interaction with dealers and

farmers.

The Company has planned to the strengthen Distribution network & After

sales service, Credit & pricing policies their market position and also meets

the customer’s demands and try to satisfy them. Initially interacting with the

dealers, distributors and vegetable growing farmers to one by one interaction

for the brand awareness to analyses the position of the brand in the existing

market. After the data collection of the researcher has analysis and

interpreted it in from of table, charts & graphs.

Analytical and Comparative study of existing top competitors in market in the

specific area. Analyze the performance on their brands and respective

products in the market. The Market potential and Competitive Analysis can be

done by carrying observation, personal interview and questionnaire and

person to person interaction. After the study found the major finding after

interpretation and given the suggestions to the organization such as to

develop the brand and create the No – 1 position in the market.

1

INTRODUCTION

1.1 The problem:

In order to meet the requirements of growing population there is a needto intensify the production of food and other plant originated products usingnewer methods of plant genetics, plant hygiene and plant nutrition withoutaffecting the environment and tapping the energy reserves to the minimal andto stop such hunger deaths & malnutrition. This is achieved by improving theefficiency of the plants as genetic modifications may affect the interests of thehumanity.

Bio Pesticides that are derived from natural resources. and refer toPesticides of Biological Origin and the plant extracts (Neem, Karanj, Annona)that are standardized for use as Pesticides and do not cause collateraldamage to ecosystem. The use of chemical origin pesticides has pollutedfood, feed, fodder,water and soil and also created resistance of insects anddisease causing organisms and minor pests also the extracts or concentratesfrom natural resources for sustainable agriculture and judicious use of theseBio Agri Inputs namely Neem Cake, Vermi Compost, Kelp, Organic Manuresand others.

With the coming up of latest developments in the industry, modernscience and technology has helped in standardizing the extracts of theseknown and proven inputs. This helps in the better growth of plants, profuserooting, better photosynthesis, enhanced assimilation of protein hydrolysis,and availability of natural bio stimulants.

The basic aim of each and every organization is to maximize profitwith minimum expenditure. So there was a need to carry study in achievingfollowing aspects of the organization:

To increase the market share by exploring the product and services.

To increase the sales and maximize profit.

To determine the new market opportunities.

To know the competitor strategy so to enhance the new product in themarket by knowing what other players are doing to grab the market.

2

To know various services provided by competitors.

To know the prices of the competitors.

To know the promotion part of the competitors.

To determine Marketing mix.

The crux of the present study is to know the

Firsthand and experience of ground level marketing.

Reason how to introduce new product in the market.

Know where other players are lacking in the market.

How business can be developed by utilizing available resources and

Market potential and competitive analysis of the present situation of themarket of Biochemicals, Biostimulants and Micronutrients.

1.2 Scope of the study

In this competitive era it is very essential for any business organizationto keep them update with the all market information to face competition withsatisfy customer’s needs & demands. In this ever changing world of marketingit’s very important that to study the competitors analytically, in that study theactual product of the competitors, study the existing marketing strategy topromote and sell the product. Acquired the knowledge and information as afeedback to increase the market share and maximize the profit.

The Company planned to the strengthen distribution network & aftersales service, credit & pricing policies their market position and also meets thecustomer demands and try to satisfy them. Initially interacting with thedealers, distributors and vegetable growing farmers to one by one interactionfor the brand awareness to analyses the position of the brand in the existingmarket.

At the present situation in the biochemical, biostimulants andmicronutrients market there are almost 250 companies. So in this competitiveit is very essential to know the market situation for this purpose the marketpotential analysis, customer satisfaction analysis and competitive analysis isvery significant through this analysis Organization will also create theremarketing strategies that will generate a asset which will provide a distinct andenduring competitive advantage.

3

The study is carried out in three blocks (Ambad, Mantha andBadnapur) of Jalna district in the Maharashtra state.

The study helps to know market share.

The study also provides information of the competitors.

The study also helps to company in enhancing more additionalservices to the new product.

The study also provides the information about consumers expectation.

The study gives us the information about competitors.

1.3 Specific Objective

Specific objective of the study are

To study the present practices by various companies.

Competitive analysis of biochemicals, biostimulants and micro nutrientsindustry.

Understanding the expectations & requirements of all our customers.

Developing service or product standards based on findings.

Identify actionable & leverage areas for improvement

Strategic direction for improvement in Critical Areas.

SWOT analysis of Bejo Sheetal seed company.

1.4 Limitation:

The study was carried in only three tahasils (Ambad, Badnapur andMantha) of Jalna district.

The time constraint was a major limitation to the study.

Getting actual information from the respondent was difficult.

Some of the respondents were not much serious about the fillingquestionnaire.

Some of them want to hide the fact that they did not respond andparticipated in the survey wholeheartedly.

The findings entirely depend upon the willingness & mental condition ofthe respondents.

4

ORGANIZATION PROFILE

COMPANY PROFILE

Name and Address of Company:

Bejo sheetal seeds pvt. Ltd.

Bejo Sheetal Corner, Mantha Road,

Jalna- 431 203 (India).

Tel.: +91-2482-244000,

Fax: +91-2482-230398

E-mail: bejosheetalsales@gmail.com

Website: www.bejosheetalseeds.com

Bejo Sheetal:

Strongly believes in slow and steady growth by providing friendly

support to the farmers. Continual improvement in the products and need

based research is the major reason behind the successful business in India

and SAARC countries. With the success in vegetable seed business, Bejo

Sheetal extended its business and established 100% own company in

Bangladesh "Bejo Sheetal Seeds (Bangladesh) Ltd.", Joint Venture Company

in China, Joint Venture company with West Bengal Government "West Bengal

Hybrid Seeds & Biotech Pvt. Ltd."

5

Vision:

“Bejosheetal seeds Pvt. Ltd. is dedicated to customer satisfaction for

providing novel, quality, high yielding, nutritionally rich vegetable seeds

products with imperative after sales service.”

Mission:

“Our mission is to reach every village to connect each vegetable

growing farmer and to see every farmer with happiness and prosperity.”

2.1 Profile:

Bejo Sheetal is dedicated for developing and supplying quality

vegetable seeds for the farmers of India and SAARC countries using its

excellence in vegetable breeding. Having strong research activities in various

regions of India with the inputs of expert team developed more than 700

research hybrids of vegetables. Bejo Sheetal is the first company to develop

and commercialize short day F1 Hybrid Onion in India and already achieved

number one position in chili pepper seed sales having good market share in

India. True potato seeds and potato breeding is another innovative activity

where Bejo Sheetal achieved mastery in production of True Potato African

countries.

Bejo Sheetal strongly believes in slow and steady growth by providing

friendly support to the farmers. Continual improvement in the products and

need based research is the major reason behind the successful business in

India and SAARC countries. With the success in vegetable seed business,

Bejo Sheetal extended its business and established 100% own company in

Bangladesh “with West Bengal Government" West Bengal Hybrid Seeds &

BiotechPvt.Ltd." Bejo Sheetal Seeds (Bangladesh) Ltd.", Joint Venture

Company in China, Joint Venture company Seeds. True potato seeds

production facilities have spread over 6 ha area at Jalna, Maharashtra and

expert team is engaged in high quality true potato seeds production. Business

extended in all over Asia and We provide all kinds of tropical and temperate

vegetable seeds. Keeping the pace with global need and demand of modern

biotechnology for agriculture crop and vegetable improvement, Bejo Sheetal

has established global standard biotechnology laboratories for developing

6

technologies of global standard with the help of National and International

premium Institutes for supplying the quality technology aided seed with

affordable price. Bejo Sheetal Seeds Committed to develop the products to

meet farmer's expectations.

Bejo Sheetal is keen and aware about social responsibility, in order to

develop expert human resource in the field of seed supply value chain and

Agriculture biotechnology research established "Bejo Sheetal BioscienceFoundation". Main mandate is to conduct International training courses for

developing expert human resource to serve respective Nations of developing

and developed countries.

2.2 Background information:

Diverse Bejo Sheetal Seeds Pvt. Ltd. operations started at Jalna

District of Maharashtra in India. This was the time when limited vegetable

seeds knowledge was available in India. Founder of the company Mr. Suresh

O. Agrawal with his great vision to fulfill the need of quality vegetable seeds,

started vegetable seed research in short day Onion, Chilly pepper, Tomato,

Brinjal, Okra, Cucumber, Melons, Gourds and other vegetable crops with

strong understanding of local climatic conditions and choice with various

regions of India .

Mr. Suresh Agrawal had a vision for future need of quality vegetable

seeds for the farmers of India. He has identified the scope of serving Indian

farmers for the betterment of the farmer's life which directly and indirectly

contributes the development of country. It was the time when there was very

less known about vegetable crop breeding. Open pollinated seeds were

routinely being used for vegetable cultivation and most of temperate

vegetable seeds were being imported from European countries and marketed

in India. Mr. Suresh Agrawal was also involved in this business of importing

open pollinated seeds and selling to farmers of India. However he realized the

need of good research activities for delivering quality seeds to Indian

Farmers.

7

Bejo Zadan B.V. Nederland:

Is very strong in temperate crops research globally, and wasinterested in research activities of tropical crops. Bejo was planning to doresearch for on tropical vegetable crops for marketing at global level, keepingthe need of quality and regional choice of vegetable seeds. From India Mr.Suresh Agrawal was looking for research on overall vegetable crops and fromEurope Bejo Zadan was interested in tropical crop research; hence join thehand together for working on mutual interest. The joint venture vegetableseeds company Bejo Sheetal Seeds Pvt. Ltd. started research initially onshort day onion. Subsequently entered in other tropical vegetable crops likeChilly pepper, Tomato, Brinjal, Okra, Cucumber, Melons, Gourds, etc.

Bejo Sheetal Seeds Pvt. Ltd. :

Initially gave full emphasis on research and development activitiesonly. Keeping research scope on vegetables in mind, Bejo Sheetal extendedhands with Tata group of companies i.e. Rallies India Ltd. for marketing ofvegetable seeds in India and SAARC countries. In 1998 Bejo Sheetal decidedto enter in marketing of own research hybrids, this not only helped thecompany in promoting its own hybrids but also bought the company in closecontacts with the farmers of India and other countries. Since then companyhas never looked back and has grown steadily and became very strong to beamongst leaders in Indian vegetable seed sector

Joint Venture:

Bejo is into joint venture with Bejo Zaden b.v. Netherlands forconducting researches on tropical vegetable crops and true potato seeds.“We have successfully commercialized about 500 vegetable hybrids. Both thecompanies strongly believe in conducting quality research and offering bestpossible seeds to the farmers. Bejo Sheetal is Bejo Zaden’s Global researchcenter for tropical vegetable crops and the Dutch scientists regularly visit BejoSheetal and are actively involved in our research,” maintains Mr. Baijal.

Quality policy:

We at Bejo Sheetal Seeds private limited are committed for “researchdevelopment, production, processing and supply of vegetable hybrid seeds”so as to satisfy existing and future needs of our customers.This will beachieve by:

8

Provision and effective utilization of resource.

Complying with applicable customer, statutory and regulatory

requirement.

Employee development through training.

Continual improvement in our activity.

Maintain and improve QMS as per require of ISO-9001 international

standard.

Keeping in line with latest development in the field of seeds technology.

This policy shall be received for its continuing suitability every year.

This policy is communicated and understood within organization

through display, interaction and awareness program.

This policy also provides structure for establishing objective of

organization.

2.3 Future Prospects:

Bejo sheetal is dedicated to the developing and supplying quality

vegetable seeds for the farmer’s of India of SAARC countries using It’s

excellence in breeding for tropical crops& for temperate crops from partner

company. We have developed than 700 research hybrids varieties of the

vegetables are made available to commercial cultivation keeping the region

wise choice of the farmers.We keep pace with global need and demand of the

modern Boi -technology for Agriculture crops and vegetable seeds,

improvement by developing our self in the developing technologies of the

global standard with the help of National & International Premium institutes for

supplying the quality technologies aided seeds with affordable Price

2.4 Company Network:

Bejo Sheetal is reaching to every part of India and SAARC countries

for providing quality seed and service to the small scale & medium to big

farmer through the network of our more than 1500 dealers and distributors in

India and about 150 in SAARC countries other than India. We provide support

to our dealers and distributors with the help of strong marketing and sales

9

expert team represents one third of company's workforce. The marketing and

sales team is qualified and professionally experienced in industry. To supply

the vegetable seeds within the required time, quick and safely with excellent

logistics planning through our depot located at 11 important and easily

accessible locations: Pune, Hyderbabd, Guntur, Bangalore, Indore, Badoda,

Bhubaneswar, Kolkatta, Jalandher, Patna & Varanasi.Our marketing team

members are in close contact with farmers form sales to produce by providing

valuable information a nd guidance to the farmers for optimal inputs and good

management practices with the help of dealers and distributors. Suggestions

and feedback from farmers serve as a key for future R & D business

strategies. The achievements of such efforts is enhancing the brand

awareness among the farming community.

10

PROFILE OF THE STUDTY AREA

Jalna district is one of the seventh districts of Aurangabad

Administrative Region. Prior to the year 1981, Jalna was one of the tehsil of

Aurangabad district. It has been formed as a separate district with effect from

1st May 1981 bifurcating it from Aurangabad district. It has been declared as

one of the backward districts of Maharashtra State. Earlier, Jalna district

comprises of 5 talukas. Recently 3 more talukas viz. Badnapur, Ghansavangi

and Mantha have been formed. The geographical area of Jalna district

comprises of 2.53% of the area of Maharashtra State. The majority of its

population are engaged in agricultural occupations and there is little industrial

development in the district. In order to make rapid industrialisation possible

and with a view to decentralising the location of industries, the Govt. has

made available a number of special concessions and incentives for the Jalna

district.

3.1 Topography:

Jalna district is situated in the upper Godavari Basin. The central hill

range known as Jalna Hill is an upland, plateau and is drained by Purna river

and its tributaries. Southern portion is comparatively low land, flat area

terminating at Bank of Godavari River in the South. District slopes towards

south and average elevation above sea level is 534 meters.

3.2 Location & BoundariesJalna district is approximately sitauated at the centre part of

Maharashtra state and in northen direction of Marathwada region.

Table 3.1 Agro-climatic /Ecological zone

Agro-Climatic/ Ecological ZoneAgro Ecological Sub Region (ICAR) Deccan Plateau, Hot Semi-Arid Eco-RegionAgro Climatic Zone (NARP) Central Maharashtra plateau Central

Maharashtra plateau Zone (MH-7)List all the districts or part thereoffalling under zone

Aurangabad, Jalana, Parbhani, Hingoli, Beed,Osmanabad, Latur, Nanded, Dhule, Buldhana,Amravathi,

Geographic coordinates of district Latitude Longitude Altitude19o 50’20.22” N 75o 53’13.84” E 534 m

above MSL

11

Map showing Jalna District

12

3.3 ClimateThe district has a sub-Tropical climate, in which the bulk of rainfall is

received from the southwest monsoon, between June to September. The

average annual rainfall of the district ranges between 650 to 750 mm.

The district often experiences drought with rainfall recording as low as 400 to

450 mm.

The rainy season is followed by Winter, which last up to February,

during which the minimum temperature ranges between 9 to 10 c and

maximum temperature ranges between 30 & 31C. The winter is followed by

hot summer, which continues up to June. The maximum day temperature

ranges between 42 & 43 C's during summer.

3.4 Rainfall:

Rainfall is not uniform in all parts of the district. The average rainfall

ranges between 600mm to 750mm.

Table 3.2: Tahasils rainfall distribution in Jalna district during year 2005to 2011. (unit: mm)

Tahsil AnnualAvg. 2005 2006 2007 2008 2009 2010 2011

Mantha 763.4 1125.0 670.0 671.0 607.0 742.0 491.0 671.0Badnapur 685.4 832.2 682.0 683.3 648.9 705.3 550.4 692Ambad 707.7 1372.0 654.0 800.0 671.0 814.0 402.0 614

3.5 Soil:

The soils of the district are black with considerable variation in texture

and depth. They are light, medium and heavy soils. The soils along the river

banks especially in Ambad and Partur blocks are deep black and quite fertile.

The soils in northern parts of the district i.e. in Jalna, Bhokardan blocks are

coarser.

3.6 Population of District

According to the Census-2011, Jalna district have 19,58,657 as a

total population & density of population is 255 persons / Sq Km while in 2001

census it was 209 persons / Sq Km.

13

Table: 3.3 Demographic features of Jalna district:

Jalna District :

Area 7612 Sq. K.M.

Geographical position 19.1 to 20.3 North Latitudes ,75.4 to 76.4 East Longitude.

Weather Min. Temp. 10.50 0C

Average Rainfall 763 m.m.

Population 2001 2011

Total:-> 16.12 Lac 19.58 Lac

Men :-> 8.26 Lac 10.15 Lac

Women:->

7.86 Lac 9.43 Lac

Density:->

209 Per k.m. 255 Per k.m.

Female/MaleRatio->

952/1000 929/1000

Provisional Population as per census 2011

Literacy 2001 2011

Total:-> 64.52 % 73.61%

Male:-> 79.17 % 85.25%

Female:->

49.25 % 61.28%

No. Of Talukas (8) Jalna, Ambad, Bhaokardan, Badnapur,Ghansavangi, Partur, Mantha, Jafrabad

Sub-divisions (2) Jalna, Partur

Cities (4) Jalna, Bhokardan, Ambad & Partur

Villages 970

Panchyat Samities (8) Jalna, Ambad, Bhaokardan, Badnapur,Ghansavangi, Partur, Mantha, Jafrabad

Municipal Cuncils (4) Jalna, Bhokardan, Ambad, Partur

Gram Panchyats 781

14

3.7 Land Use pattern:

The most significant part of the Jalna district is that about 85 % of the

geographical area is under agricultural use. Out of the total 7,61,200

Hectares of the geographical area, 6,51,553 Hectare of land is under

agricultural use.

Table 3.4: Land use pattern in Jalna district during 2010-2011.

Land use / cover Category Area in Hect. % of Geographical area

Built up land 2,381 0.28 %

Agriculture land 6,88,553 85.56 %

Forest land 12,600 1.65 %

Waste land 80,035 10.51 %

Water bodies & River 6,371 0.85 %

Others 8,260 1.15 %

3.8 Agriculture:

About 75 % area is under Kharif crops, which about 40 % of land are

under Rabbi crops. The Jowar, Wheat are the major cereals grown in the

district. The area under cotton is also very entensinc. The area under double

crops is just 15 % while area under irrigation is only 7.8% which is far below

the state average.

Table 3.5: Agriculture Land use (000’ha)

Agriculture land use Area (000’Ha)

Net sown area 529.0

Area sown more than once 159.0

Gross cropped area 688.0

Cropping Intensity% 130

15

Table 3.6: Major Field crop of the year 2010-11

Field crop cultivated Kharif(000’ha) Rabi(000’ha)

Cotton 209.5

Pearlimillete 69.7

Maize 58.9

Pigeon pea 51.6

Green gram 44.0

Wheat 23.2

Sunflower 12.4

Rabi jowa 159.3

Gram 15.7

Table 3.7: Horticulture crops fruits and vegetables Area (000’ha)

Crop Total area Crop Total area

Sweet orange 18.80 Tomato 0.2

Banana 0.49 Brinjal 0.2

Mango 0.40 Okra 0.2

Grape 0.14 Onion 0.8

Carrot 0.3

16

METHODS AND MATERIAL

As per the objectives stated earlier this chapter deals with the research

methodology and analytical tools employed for the collection and analysis of

data. The methods and materials adopted have been described into following

heads.

1. The Study Area2. Sampling Technique.3. The Data4. Method of Analysis.

1.1 The study area :

The study is confined to Jalna district of Maharashtra. In order to keep

the study within manageable limits in a specific time period, the Jalna district

was selected puropselly which comprises eight tahasils namely Jalna,

Ambad, Badnapur, Jafrabad, Bhokardan, partur, Ghanasawangi and Mantha.

The company executive has assigned to conduct present study only in

three Tahasils namely Ambad, Badnapur and Mantha. Three villages from

Badnapur and Ambad tahasils and four villages from Mantha tahasils were

select.Thus,study carried out 10 villages from section of ultimate sample size.

4.2 Sampling techniques:

The Sampling technique followed by the researcher is the simple

random sampling to select the dealers and farmers

Selection of the Respondents:4.2.1 Farmers

After the selection of villages, a list of users of Biochemicals

Biostimulants and Micronutrients were prepared from each village 10 farmers

were selected randomly. Thus total 100 farmers were selected from 10

villages of different categories were considered for the study purpose.

Farmers belongs to small (upto5 acre), medium (5 to 10 acre) and large

(10acre and more) categories comparises 28,43 and 29 in number

respectively

17

4.2.2 Dealer

The 35 dealer were selected from Ambad, Badnapur and Mantha

Tahasils Thus, total sample size was

Dealers-35

Farmers-100

4.3 The Data:

The study required both secondary and primary nature of the data. The

secondary data were collected from company published reports while for

primary data a questionnaire was prepared separately for dealers and

farmers. Primary data were collected by filling the questionnaires after

interviewing the dealers and farmers. This raw data was collected, tabulated

and then analyzed using tools like Point ranking method for Market Potential

and competitive analysis for drawing logical conclusions. For giving some

concrete suggestions and recommendations, the raw data is to be analyzed.

In this chapter, the findings of this survey and their analysis have been

recorded for facilitating analysis & interpretation. Data has been separately

analyzed for the dealers and farmers.

Period of study

The project period was 8-10 weeks from 25 July 2011 to 5 October

2011.

Secoandry data – Year 2010 and 2011

Primary data –Agriculture Year 2011-12.

4.4 Method of Analysis:

A proper excel sheet is prepared and the complete data is feed into it

for proper understanding of data. The averages and percentages are found

out of the total outlet for all the parameters. The analysis is done through the

pie charts and tables.

Analytical and Comparative study of existing top competitors in market

in the specific geographical area. Analyze the performance on their brands

and respective products in the market. The Market potential and Competitive

18

Analysis can be done by carrying observation, personal interview and

questionnaire and person to person interaction.

4.5 Concept and term used:

4.5.1 Biochemicals

Biochemicals are chemicals produced from organic sources.

Biochemcals is that can be naturally and regularly replenished.

4.5.2 Biostimulants

The term biostimulant is defined as a substance that is neither a plant

nutrient nor a pesticide, but has a positive impact on plant health. A

biostimulant is an organic material that, when applied in small quantities,

enhances plant growth and development such that the response cannot be

attributed to application of traditional plant nutrients. Biostimulants stimulate

plants to meet their maximum and healthy potential and cause regeneration of

healthy soil. It also affects the growth of plants.

4.5.3 Micronutrients

Micronutrients are those elements essential for plant growth which are

needed in only very small (micro) quantities. These elements are sometimes

called minor elements or trace elements. The micronutrients are

boron, copper, iron, chloride, manganese, molybdenum and zinc.

19

PRESENTATION OF DATA AND FINDINGS

In this chapter, the findings of the survey and their analysis have been

recorded for facilitating analysis and interpretation. Collected data has been

separately analyzed for the dealers and farmers.

5.1 Sales performance :

Study of sale performance is utmost necessary to know the extent of

progress of the different organizations and how much they achieved the set

objectives. Bejo sheetal seed company involved in the marketing of seeds in

Jalna, ( Maharashtra) In addition as a vertical integration. company now also

intrested in the field of selling trace elements which is acts as a plant growth

materials. The sale performances of the different companies of the

biochemicals, Biostimulants Micronutrients have been presented in the table

5.1.

Table 5.1 : Sale performance of different companies in Jalna. (2010 and2011)

Sale performance

Year 2010 Sales Year 2011 sale Change

Sales range(In Lakh Rs)

No.ofdealers

Salesvalue

(In Lakh Rs)

Percentshare

No. ofdealers

Sales value

(In Lakh Rs)

Percentshare

Salesvalue

(lakh Rs)

Percent

Upto 5 10 30.25 10.68 21 37.50 21.90 7.25 6.50

5-10 9 57.75 20.40 7 42.75 25 -15 13.40

10-15 9 99.75 35.20 4 44.25 25.80 -55.5 49.6

15-20 7 95.50 33.72 3 46.75 27.30 -48.75 30.50

Total 35 283.25 100 35 171.25 100 -112 100

20

21.90%

25.00%

25%

27.30%

Upto 5 Lakh

5-10 Lakkh

10-15 Lakh

15-20 Lakh

Fig 5.1 : Sales performance of selected dealers year (2010)

Fig. 5.2: Sales performance of selected dealersyear (2011)

10.68%

20.40

35.20%

33.72%

Upto 5Lakh5-10 Lakh

10-15Lakh

15-20 Lakh

21

74%

26%

68%

32%

70%

30%

Biochemicals Biostimulants Micronutrients

No

Yes

The table 5.1 shows that the sales performance of the dealers of

different companies in terms of selling of Biochemicals, Biostimulants and

Micronutrients during the year 2010 to 2011 and 2011 to 2012 In Jalna

district of Maharashtra Table inferred that sales volume of selected dealers

during the year 2010-11 was to the extent of Rs.283.25 Lakh which in the

subsequent year declined to the amount of Rs 171.25 lakh accounted to be

40 percent in relative terms.More than 45 percent of the selected dealers has

shared 69 percent of annual ternover 10 lakh and more. Such figures during

succeeding year change to 7 dealer and 53 percent of annual sales value.

Thus, sales turnover upto 5 lakh range increased in the subsequent period

while sale value share of Rs 5-10 Lakh,10-15 Lakh and 15 Lakh and more

declined remarkably.

Table 5.2: Sales of Bio-chemicals, bio stimulants and micronutrients instudy area during the year 2011.

Sale Bifurcation Biochemicals Biostimulants Micronutrients

Yes 26 24 25

No 9 11 10

Fig 5.3: Bio-chemicals, bio stimulants and micronutrients sale %.

22

Table 5.2 shows that more than two third (68 to 74 percent) of selected

dealers sales Bio-chemicals, Bio-stimulants and Micronutrients. while 26

percent ,32 percent and 30 percent was not sold respectively. Thus, majority

of dealers preferred to sold bio agri inputs for crop protection.

Table 5.3: Sales performance of bifurcation of Biochemical,Biostimulants and Micronutrients.

SalesBifurcation

Upto 15% 15-30%

30-45% More 40% Total

Biochemicals 14 7 3 2 26

Biostimulants 9 12 3 0 24

Micronutrients 13 10 02 0 25

Fig:5.4 Biochemical, Biostimulants and Micronutrients sales( %).

54%

26%

12%

8%

37%

50%

13%

0%

52%

40%

8%

0%

Biochemicals biostimulants Micronutrients

Upto 15%

15-30%

30-45%

45%more

23

Table 5.3 shows that there is great variation in the quantum of bio agri-inputs

sold by selected dealers in three blocks of Jalna district. For example selected

8 percent of dealers sold more than 45 percent of quantity of Biochemicals

while 54 percent dealers sold only less than 15 percent of quantity. while

about 40 percent of dealers transacted 15 to 45 percent of the total quantity

sold less than one third of micronutrients quantum was sold by 88 percent of

dealers while 12 percent dealers sold big quantum of micronutrients. Similar

imbalances were also observed in micronutrients quantity sold by dealers.

Table 5.4: Monthly sales of Biochemicals, Biostimulants andMicronutrients

Sale Bifurcation Upto 5 lit 5-10lit 11 to 20 lit 21-30 lit

Biochemical 3 12 8 0

Biostimulants 11 7 4 2

Micronutrients 2 6 14 3

Fig. 5.5: Monthly sales of Bio-chemicals, Biostimulants andMicronutrients.

13%

52%

34%

0

45%

29%

16%

8% 8%

24%

56%

12%

Biochemicals Biostimulants Micronutrients

Upto 5 lit5-10 lit10-20 lit20-30 lit

24

Table 5.4 shows that there is a great variation in the quantum of bio

agri-inputs sold by selected dealers in three blocks of Jalna district. For

example the 13 percent of dealers sold upto 5 litters and about 86 percent of

dealers sold of 5 to 20 litter of bio-chemicals while 45 percent of dealers sold

upto a 5 litter of bio-stimulants while same as quantity that is about 45 percent

of the dealers sold in between 5 litter to 20 litter. In regard to micronutrient

about 56 percent of dealers sold 10 to 20 litter while only 12 percent of

dealers sold 20 to 30 litter/kg of micronutrients.

5.5 Factors contribute to the market potential.

Study of identification of factors is necessary for making strategy of

enhancing the products sold in the market. Product quality, effectiveness,

availability, price and brand name etc .are the important factors which traders

are keeps in mind before selling the reference products in the market and the

same have been presented in the table 5.5.

Table 5.5: Factors contribute to the market potential.

Factors Bio-chemicals Bio-stimulants Micronutrients Total

Quality 11 9 7 27

Effectiveness 9 8 10 27

Availability 2 5 2 9

Low price 2 2 3 7

Brand name 3 - 3 6

Total 27 24 25

25

Fig.5.6: Factors affecting market potential of Biochemicals,Biostimulants and Micronutrients.

Table 5.5 shows that Quality and effectiveness of Biochemicals,

Biostimulants and Micronutrients are the leading factors affecting market

potential reported by the sample treders while selling these products in the

market. Against hypothesis product availability price and brand name factors

do little influence in selling of product reported by 6 to 9 dealers only. Thus all

possible efforts should be focused in future making by company in producing

quality products and effectiveness in terms of results oriented bio-agri inputs.

Table 5.6: Prospect of Market Potential of Bio-chemicals, Bio-stimulantsand Micronutrients in Jalna district.

Opinion Biochemical Bio stimulants Micronutrients

Strongly agree 8 12 14

Agree 13 9 10

Modirate 5 3 1

Disagree - - 0

Total 26 24 25

26

Fig.5.7: Market potential of Bio-chemicals, Bio-stimulants AndMicronutrients

Table 5.6 shows the opinion of dealers regarding prospects of

biochemicals, bio stimulants and micronutrients marketing. Half of the

selected dealers that is 50 percent involved in marketing of biochemicals are

agree with tremendous market potential while 30.76 percent reported strongly

agree with the statement. In case of bio stimulants and micronutrient 50 to 56

percent of the dealers expressed their strongly agree opinion while

37.5percent dealers agree with good market potential 1 to 5 selected dealers

think moderate market potential of bio-agri inputs in the study area.

Table 5.7: Selling reasons for Biochemicals reported by respondents.

SellingReasonFactor

GoodPrice

MarginEffectiveness Good

availability

Fastmoving

andturnoveris good

Goodquality

Brandname

&image

Salespromotions

andschemes

Important 9 8 11 4 5 12 21

VeryImportant 15 16 12 20 19 7 3

SligthlyImportant 0 0 1 0 0 5 0

30%

50%

40%

50%

37%

56%

20%

9%

4%

Biochemicals Biostimulants Micronutrients

Strongly agree

Agree

Moderate

27

Fig 5.8: Biochemicals selling reasons reported by respondent

Table 5.7 inferred that sales promotions and schemes are an

important reasons of selling biochemical reported by 21 selected dealers

followed by brand name and image, timely availability, attractive price margin,

effectiveness etc. are very important factor reported by 12 to 20 dealers.

Thus, these factors should be kept in mind by dealers while selling

biochemical in markets.

Table 5.9: Selling reasons for Biostimulants reported by respondant.

SellingReasonFactor

GoodPrice

MarginEffectiveness

Goodavailability

Fastmoving

andturnover is

good

Goodquality

Brandname

&image

Salespromotions

andschemes

Important 5 8 9 13 8 5 10

VeryImportant 19 16 13 11 16 16 14

SligthlyImportant 0 0 2 0 0 3 0

28

Fig 5.9 Bio-stimulants selling reasons.

Table 5.8 inferred that good price margin as a very important reason of

selling of biostimulants reported by 19 dealers followed by effectiveness,

good quality, brand name and image and sales promotion and schemes etc

while fast moving and turnover, good availability, good quality etc are little

Important factors reported by 13 to 5 dealers. Thus, these factors should be

keep in mind by dealers while selling biostimulants in the market.

Table 5.9: Selling reasons for Micronutrients.

SellingReasonFactor

GoodPrice

MarginEffectiveness

Goodavailability

Fastmoving

andturnover is

good

Goodquality

Brandname

&image

Salespromotions

andschemes

Important 10 9 8 8 4 12 16

VeryImportant 15 16 10 14 21 10 9

SligthlyImp 0 0 7 3 0 0 0

29

Fig 5.10 Micronutrients selling reasons

Table 5.9 shows that the Good quality is very important reason of

selling of micronutrients reported by 21 dealers followed by effectiveness,

good price margin etc. While sales promotions and schemes, brand name and

image, good price margin etc are important factors reported by 8 to 16

dealers. Thus these factors be keep in mind by dealers while selling of

micronutrients in the market.

Table 5.10: Important factors for influencing sales.

Fact

ors

Res

ult T

ime

Perf

orm

ance

Purit

y

Pric

e

Adv

ertis

ing

Bra

nd N

ame

Pack

agin

g

Afte

r Sal

es

Serv

ice

Cre

dit

Polic

ies

Oth

ers

Rank 1 2 3 4 5 6 7 8 9 10

Dealer 32 29 24 26 22 19 20 13 15 12

30

Fig 5.11: Factors influencing sales.

Table 5.10 shows that out of total 35 selected dealers from three

blocks of Jalna district, majority of the dealers felt that result time is top

ranked factor for influencing sales & hence ranked 1st among the category

whereas Performance is 2nd ranked, Purity is 3rd, Price is 4th, Advertising is

5th, Brand name/Image is 6th, Packaging is 6th, after sales service is 8th,

credit policy is 9th & Others are 10th ranked factors.

Table 5.11: Ranking of the market leader companies in Biochemicalsclass.

Company Bayer Tata Rallis Syngenta Aries Non Users

Dealers 11 7 6 2 9

Rank Given 1 2 3 4 -

31

Rank1 Rank

2 Rank3 Rank

4 Rank

Bayer Tata Rallis Syngenta Aries

Fig .5.12 Biochemicals company ranking

Table 5.11 shows that out of total 35 selected dealers from three

blocks of Jalna district, majority of the dealers feel that Bayer is the leading

player among companies in biochemicals sales & hence ranked 1st among

the category whereas Tata Rallis is 2nd ranked, 3rd is Syngenta, 4th is Aries &

Non users Pesticides given a 5th ranked.

5.12 Ranking of the market leader companies in Biostimulant class.

Company Biostadt MBF Mahafeed Richfied Non Users

Dealers 9 7 6 3 10

Rank Given 1 2 3 4 -

Fig 5.13. Bio-stimulant Company ranking

32

Table 5.12 shows that out of 25 dealers selected from three blocks of

Jalna district, majority of them reported that Biostad is top ranked company in

biostimulants in terms of ternover & hence ranked 1st among the category

whereas MBF is 2nd ranked, 3rd is Mahaafeed, 4th is Richfied & Non users

Pesticides given a 5th ranked in the study area.

Table 5.13: Ranking of the market leader companies in Micronutrientsclass.

Company RCF MBF Agricon Mahafeed Others Non Users

Respondent 9 6 5 3 2 10

Rank Given 1 2 3 4 5 -

Fig. 5.14 : Micronutrient Company ranking

Table 5.13 shows that out 25 dealers selected from three blocks of

Jalna district, majority of them feel that Rashtriya Chemicals & Fertilizers is

top ranked company in Micronutrients class & hence ranked 1st among the

category whereas Maharashtra Biofertilizers Ltd. stood 2nd ranked, 3rd is

Agricon & Mahafeed is 4th ranked among companies involved in the field of

marketing of micronutrients.

33

Table 5.14: Top ranked companies in Biochemical class.

CompanyName

Bayer Tata Rallis SyngentaAries Agro

Ltd.

Products Confidor,Admire,Calypso,Decis, Temik,OberonAtlantis,Basta, Betanal,Fenikan,Hoestar,Husar,MaisTer, Puma

Daksh, Asataf,Tata Mida,Tata Metri,Reeva,Maanik, Rogor

Rifit 50 EC,Gramoxone24, Topik 15WP, Actara,Proclaim,Cigna,Pegasus,Vertimec,Matador

Plantomycin,Agronaa,Aquarite,Hydropro

Sales upto 25 Lakhs Upto 18 Lakhs upto 11 Lakhs upto 6 Lakhs

Packaging 100ml to 1Ltrand 50gms to250gms

100ml to 1Ltr 100ml to 1Ltrand 50gms to250gms

100ml to1Ltr

Creditperiod

30days to180days

30days to180days

60days 60days

Discount upto 12% upto 15% upto 8% upto 8%

Logistics Transport Transport Transport Transport

Table 5.14 shows that Bayer and Tata Rallis are the leading companies

having high Product sales range as compared with others companies viz.

Syngenta, Aries Pesticides which has less sales product Range. Bayer has

highest sales as compared with others. The average packaging size of

products is 100ml to 1 ltr. Whereas Bayer has 100ml to 1Ltr and 50gms to

250gms and Tata Rallis has 100ml to 1ltr. The average discount of companies

was 11 percent. Bayer gives upto 12 percent discount and credit period was

30days to 180 days to dealers whereas Tata Rallis gave upto 15 percent

discount and the credit period of 30days to 180 days. All companies gives

discount to dealers on net purchasing and having their distribution pattern

totally by transport.

34

Table 5.15 Top ranked companies in Biostimulant class.

CompanyName Biosadt MBF Mahafeed Richfied

ProductsBiozyme,

Defense, Moskil,Half

Brown Gold Organic Fertilizer, MBF Lal Toofan, MBF MiteOut, MBF Micro-Ad, MBF Aminogold No.1, MBF Humic Acid12%, MBF Unisa-82, MBF Super Humic Gold, MBF KalaSona, MBF Ultra Life, MBF Sulphur, MBF Neem fighter, MBFTAR, BTM Speed, BT Cotton Special, MBF Chana Special, MBFToor Special, MBF Soya Special, MBF Chilly Special, MBF TomatoStarter, MBF Grape Special, MBF Lemorange, Brown Gold OrganicSoil Conditioner, MBF Stress Guard, MBF Potorich, MBFRhizobium, MBF Azotobacter, MBF Biophorse No.1, MBFAcetobacter, MBF Azospirillum, MBF Speed Composter, MBFTricho-Action, MBF Vir-O-Action, MBF Meta-Action, MBF Larvo-Action, BTM Bug, MBF Pseudo Gun, MBF Nemato Control, MBFRakshak, MBF Enviro, MBF Poultry King, MBF Extra Power

MegafollSuper,

Rootmax andSoluseamix

Chemical,Biostimulants,

biological fertilizers,water soluble

fertilizers, foliarspray fertilizers

Azospirillum, MBF Speed Composter, MBF Tricho-Action, MBF Vir-O-Action, MBF Meta-Action, MBF Larvo-Action, BTM Bug, MBFPseudo Gun, MBF Nemato Control, MBF Rakshak, MBFEnviro, MBF Poultry King, MBF Extra Power

upto 5 Lakhs Less than 5 Lakhs

Sales upto 35 Lakhs upto 25 Lakhs upto 5 Lakhs Less than 5 Lakhs

Packaging 500ml to 1 Ltrs 500ml to 1 Ltrs 500ml to 1Ltrs 250ml to 5 Ltrs

Credit period 7days to 60days 30days to 90days 90days -

Discount 5% to 20% 4% to 8% 15% -

Logistics Transport Transport Transport Transport

35

Table 5.15 shows that high product range was observed in case of

Maharashtra Bio-Fertilizers whereas Biostadt, Mahafeed and Richfield has

relatively less product Range. Biostadt has highest sales as compared with

others. The average Packaging size of products is 500ml to 1ltr. whereas

Biostadt has 500ml to 1ltr and Maharashtra Bio-Fertilizers has 500ml to 1ltr.

The average discount of companies is 11 percent. Biostadt offers 5 percent to

20percent discount and credit period range between 7days to 60 days to

dealers whereas Maharashtra Bio-Fertilizers gives 4 percent to 8percent

discount the credit period of 30 days to 90 days gives discount to dealers on

net purchasing and distribution pattern totally by transport.

Table 5.16: Top ranked companies in Micronutrients class.

CompanyName RCF MBF Agricon Mahafeed

Products Sujala,Suphala15:15:15,Suphala20:20:0,Ujjwala,

Microla andBiola

Brown Gold OrganicFertilizer, MBF LalToofan, MBF Mite

Out, MBF Micro-Ad, MBFAminogold No.1, MBFHumic Acid 12%, MBFUnisa-82, MBF Super

Humic Gold, MBF KalaSona, MBF Ultra Life, MBF

Sulphur, MBF Neemfighter, MBF TAR, BTM

Speed, BT CottonSpecial, MBF ChanaSpecial, MBF ToorSpecial, MBF SoyaSpecial, MBF Chilly

Special, MBF TomatoStarter, MBF Grape

Special, MBF

ActiveSquare,

Antidot, AxisCombi, Axis

Iron, AxisZinc, Axiz-

Mn,Bollgrow,Borosoft,Corolla,Cotton

Aantidot,Energy-9,

EnergyLiquid,Energy

Mixol,Borofoll,Fersim,Calsim,

Brexol-Zn,Brexol-Fe,Brexol-L,

Mahamag

Sales upto 40 Lakhs upto 30 Lakhs upto 25Lakhs

upto 15Lakhs

Packaging 1Ltr to 5Ltrsand 1kg to

5kg

1Ltr to 5Ltrs and 1kg to5kg

1Ltr to 5Ltrsand 1kg to

5kg

1Ltr to5Ltrs and1kg to 5kg

Creditperiod

30days to180days

30days 30days to180days

90days

Discount 7% to 15% 4% 7% to 10% 15%

Logistics Transport Transport Transport Transport

36

28%

43 %

21 %

6% 2%

Upto 5 Acre

5-10 Acre

10-20 Acre

20-30 Acre

More than 30Acre

Table 5.16 shows that high Product range was observed in case of

Rashtriya Chemicals and Fertilizers company whereas, Maharashtra Bio-

Fertilizers, Agricon and Mahafeed has less product Range. Rashtriya

Chemicals and Fertilizers company has highest sales turnover as compared

with other companies. The average Packaging size of products is 1Ltr to 5Ltrs

and 1kg to 5kg. Whereas Rashtriya Chemicals & Fertilizers and Maharashtra

Bio-Fertilizers has a similar packaging size of 1 Litter to 5 Litters and 1kg to

5kg. The average discount of companies is 11 percent. Rashtriya Chemicals

and Fertilizers gave 7 percent to 15 percent discount and credit period

ranged between 30 days to 180 days to dealers whereas Maharashtra Bio-

Fertilizers gave 4 percent discount and the credit period of 30days. The

Companies gives discount to dealers on net purchasing. and logistically

depend on transport for their distribution pattern.

Table:5.17 Size of land holdings of sample respondents.

Land Analysis Upto 5 acres 5 to 10 acres 10 to 20acres

20 to 30acres

Morethan 30acres

No.of Farmers 28 43 21 6 2

Total area( In Acres)

84 328 79 71 70

Fig 5.15 Farmer’s land analysis:

37

Table 5.17 shows that out of total 100 farmers selected from Jalna

district, majority is 43 percent farmers have land upto 5 to 10 acres

representing medium farmers whereas 28 percent farmers have land upto 5

acres, 21 percent farmers have land between 10 to 20 acres, 6 percent

farmers have land between 20 to 30 acres & 2 percent farmers have land

more than 30 acres. While 21 percent farmers have land holding above 10

acre and more representing large farmers.

Table 5.18 : Use of Bio-chemicals, Bio-stimulants And Micronutrients bysample farmers

Bifurcation Yes No

Bio-chemicals 78 22

Bio-stimulants 71 29

Micronutrients 76 24

Fig 5.16 :Bio-chemicals, Bio-stimulants And Micronutrients users %.

Table 5.18 shows that more than three fourth (71 to 78 percent) of

selected farmers use Bio-chemicals, Bio-stimulants and Micronutrients.

while 22 percent , 29 percent and 24 percent respectively reported on use.

Thus, majority of farmers prefered to use bio agri inputs in crop protection.

38

0

5

10

15

20

25

30

35

40

45

Biochemicals Biostimulants Micronutrients

Upto 500

500-1000

1000-2000

More than 2000

Table 5.19: Annual expenses on purchase of BiochemicalsBiostimulants and Micronutrients

Biochemicals Biostimulants: Micronutrients: Over all

Expensesrange

No. ofFarmers

Expences(In Thou.)

No. ofFarmers

Expences(In thous)

No. ofFarmers

Expences(In thous)

No.offarmers Expenses

Upto 500 16 5.8 22 9.5 9 5.25 4720.55(0.44)

500-1000 24 17.1 31 21.9 12 27.30 6766.30(0.99)

1000-2000 27 32.70 13 19.55 24 40.80 6493.05(1.45)

> 2000 11 25.60 5 9.75 31 22.5 47 57.85

Total 78 81.20 71 60.70 76 95.85 225 237.75

(figures written brackets indicate per farmer expenditure)

Fig 5.17 : Biochemicals Biostimulants and Micronutrients Expenditure.

Table 5.19 shows that samples farmers in purchase of biochemical,

biostimulants and micronutrients inputs. The share of three bio-agri inputs in

the total expenditure incurred was to the extent of 34 percent 26 percent and

40 percent respectively. Maximum expenditure of Rs. 93.05 thousand was

incurred by 64 sample farmers which falls within the range of Rs.1000 to Rs.

2000. Minimum per farmers expenditure Rs. 0.44 thousand was fallen in the

39

expenses range of below Rs. 500 due to lack of owned funds the pattern of

expenditure was made by sample respondents .

It may be noted from the table that an amount of Rs 237.75 thousand

were invested by 225 farmers.

Table 5.20: Mode of purchasing of Bio chemicals, bio stimulants andmicronutrients

Sr.No Particular No. of

respondents Percentage

1 Mode of purchasing

i)Cash 45 60

ii)Credit 30 40

2 Availability at

i) specific shop 40 55

ii)Every retail shop 35 35

Table 5.20 shows that 60 percent of the selected farmers have reported cash

as mode of purchasing of biochemicals , biostimulants and micronutrients.

While remaining 40 percent farmers have credit as mode of purchasing.

Similarly 55 percent farmers feel that biochemicals, biostimulants and

micronutrients should be available at every retail shop while close number of

farmers opinion that availability of at specific retail shop.

Table 5.21: Factors affects purchasing of Biochemicals. (Rank 1 to 7)

FactorsYieldeffect

Resulttime

PriceBrandName

After saleservices

Advertising

Schemes Others

Rank 1 2 3 4 5 6 7 8

Respondent 98 96 90 87 82 82 78 82

40

Fig 5.18: Factors affecting purchasing of Biochemicals.

Table 5.21 shows that majority of the farmers feel that yield effect is top

ranked factor and is most important factors while purchasing of Biochemicals

& hence ranked 1st is given to the yield effect whereas Results time 2nd

ranked, Price is 3rd, Brand Name is 4th, after sale services is 5th, Advertisisng

is 6th, Schemes is 7th & Others are 8th ranked factors reported by the sample

respondents.

Table 5.22 : Factors affects purchasing of Biostimulants.

Factors Yield Purity PriceBrandName

Advertising

Aftersale

surviceSchemesOthers

Rank 1 2 3 4 5 6 7 8

Respondent 98 96 96 93 91 86 84 -

41

Fig 5.19: Factors affecting purchasing of Biostimulants.

1 st Rank

2 nd Rank

3rd Rank4th Rank

5th Rank

6th Rank

7 Rank

Yield

Purity

Price

Brand Name

Advertising

After sale survice

Schemes

Table 5.22 shows that majority of the farmers feel that the most

important factors while purchasing of bio stimulants is yield is the top ranked

factor and hence ranked 1st is given to the Yield whereas Purity 2nd ranked,

Price is 3rd, Brand Name is 4th, Advertisisng is 5th, after sale survice is 6th ,

Schemes is 7th & Others are 8th ranked factors reported by the sample

respondents.

Table 5.23: Factors affects purchasing of Micronutrients.

Factors Yield Puirty Price BrandName Advertising

Aftersalesservice

Schemes Others

Rank 1 2 3 4 5 6 7 8

Respondent 96 94 93 88 84 82 78 ---

42

Fig 5.20: Factors affecting purchasing of micronutrient

1st rank

2 Rank

3 Rank

4 Rank

5 Rank

6 Rank

7 Rank

Yield

Purity

Price

Brand Name

Advertising

after sale survice

Schemes

Table 5.23 shows that majority of the farmers feel that the most

important factor affect while purchasing of micronutrients is yield as top

ranked and hence ranked 1st is given to the Yield whereas Puirty 2nd ranked,

Price is 3rd, Brand Name is 4th, , Advertisisng is 5th,after sale service is 6th ,

Schemes is 7th & Others are 8th ranked factors reported by the sample

responden

Table 5.24: Important factors while purchasing of Biochemicals, Bio-stimulants And Micronutrients

Biochemicals Biostimulants Micronutrients

Factors Rank Factors Rank Factors Rank

Price 1 Price 1 Availability 1

Availabiity 2 Availabiity 2 Price 2

Opinion ofdealer

3 Opinion ofdealer

3 Brand 3

Brand 4 Brand 4 Others opinion 4

Other personopinion

5 Other personopinion

5 Dealers opinion 5

Scheme 6 Scheme 6 Scheme 6

43

Table 5.24 shows that majority of the farmers feel that Price is top

ranked and most important factor while purchasing of bio chemicals and bio

stimulants & hence ranked 1st among the category whereas availabity is

stood 2nd ranked, followed by Opinion of dealer , Brand name , Opinion of

other person and Schemes. But in relation to Micronutrients farmers feel that

availability is top ranked and hence rank 1st among these where as 2nd to the

Price, 3rd to Brand name,4th to Others opinion,5th to dealers opinion and 6th to

the Scheme.

5.25 SWOT ANALYSIS

SWOT Analysis, is a strategic planning tool used to evaluate the

Strengths, Weaknesses, Opportunities, and Threats involved in a project or in

a business venture. It involves specifying the objective of the business

venture or project and identifying the internal and external factors that are

favourable and unfavourable to achieving that objective. Strengths and

Weaknesses are internal and Opportunities and Threats relate to external

factors. Thus, SWOT Analysis (Strengths, Weaknesses, Opportunities, and

Threats) is a powerful technique to throw light on business. Based on the

perception of all the respondents regarding Bejo sheetal Seeds Ltd. on the

key factors identified for brand image, SWOT analysis was done and

presented below:

5.25. 1 Strengths:

Market leader in Seeds industry

Bejo well known brand in the area.

Product quality is comparatively good.

Strong research and development

Strong capacity for processing and packaging

Availability of wkde range of seed in different crop varieties.

Customer satisfaction

Geographical coverage.

It has got a wide network. that is national and international.

44

5.25.2 Weakness:

Less number of field staff as compared to sale.

Communication gap between farmers and staff.

Poor in promotional activities like demonstration, campaigning and

farmers or dealers meeting.

Some seeds has high price.

5.25.3 Opportunities:

Area under vegetables is increasing.

Company want to introduce new product of Bio agri inputs.

Rising demand of Biochemicals, Biostimulants and Micronutrients

Strong backup of R & D facility

Company can provide good quality and varieties of the products

Small and marginal farmers

5.25.4 Threat:

Increasing competition in Biochemicals, Biostimulants and

Micronutrients industry

New entry of Multinational companies in this market.

Introduction of Product varieties

At present strong competitors are present in the field of seed industry.

Availability of local seeds in cheaper rates.

45

SUMMARY, CONCLUSION AND RECOMMENDATION

6.1 Summary

The study is confined to Jalna district of Maharashtra. In order to keep

the study within manageable limits in a specific time period. The company

executive has assigned three tahasils i.e Mantha, Badnapur and Ambad and

10 villages from the selected tahasils of Jalna district of Maharashtra. From

the selected tahasils 35 dealers and 100 farmers were selected randomly for

collection of required data. The data were collected by survey method and

personal interviews of the selected respondants. The period of study pertain

to the agriculture year 2011-2012.Avarage and percentage statistical

techniques were employed to analyse the collected data.

In any industry customer satisfaction measurement is essential for

moving the product from manufacture unit to customer. Ultimately

manufacture firm must have knowledge of quality of products produced as per

the views of purchaser/ users of the product. Study of consumer satisfaction is

very important to both customer as well as manufacturer point of view. Due to

lack of literacy information and identification of quality of product purchase

selection of product customers are not fully acquaint with the product and

faced the problem in crop production numbers of purchased inputs are used

to produce the product the bio-chemicals, bio-stimulants and micronutrients

are an important input which play an important role to enhance the crop

productivity. At present number of companies are existing in the market,

which supplied the different brands of biochemicals, biostimulant and

micronutrients. It is very essential for any business organization to keep them

update with the all market information to face competition which satisfies

customer’s needs & demands.

In the present market place there are almost 250 national & also

multinational companies. In this condition each company want to take a

competitive advantage and want to acquire the no.1 market share. During this

project work the study is carried out for how to introduce new product in the

market and know where other players are laking in the market also analyze

the market situation, and conducted the competitive analysis for the same.

46

The achiving of sets of objective the project has been under taken entitled “A

Market research for Market Potential and Competitive Analysis of

Biochemicals, Biostiulants and Micronutrients industry”in Jalna district.at Bejo

sheetal seeds pvt. Ltd. With the following specific objectives:

To study the present practices by various companies.

Competitive analysis of biochemicals, biostimulants and micro nutrients

industry.

Understanding the expectations & requirements of all our customers.

Developing service or product standards based on findings.

SWOT analysis of Bejo Sheetal seed company

The Market Potential and competitive analysis are very important key

factors for deciding the marketing mix and develop the marketing strategy. In

the existing market there are almost 250 Biochemicals, Biostiulants and

Micronutrients manufacturing companies in Maharashtra state. So, it is very

necessary to conduct the Market Potential and competitive analysis. The

brand awareness that consumer recognize the existence and availability of

companies products.

The market potential and competitive analysis gives us the information

about the brand position in the market and also SWOT analysis and help to

take a competitive advantage of the market situation. Also it helps to

organization to take advantage of market situation over competitors for the

business gains. Competitive analysis helps the organization to develop the

marketing strategy and marketing mix and future course of action.

The market potential and competitive analysis study give a lot of

information about market and competitors and it help to the marketers for

deciding business, corporate and functional strategies .In this competitive

industry the customers want new varieties of the products which give them a

high yield, and they get a maximum return. At the present situation in the

market place there are almost 250 seed company are there with large

varieties of the products. In this this situation the organization has a very good

image in the market.

47

6.2 Findings

1) After carrying a survey and interacting with the dealers it was

observed that Approx. 75 percent of dealers are Biochemicals,

Biostimulants and Micronutrients Seller most sells of bifurcation was

done by. Biochemicals and micronutrients where as Biostimulants

have little share. Approx. 76 percent farmers are Biochemicals,

Biostimulants and Micronutrients user.

2) Half of the selected dealers involved in marketing of biochemicals

agree to tremendous market potential while about one third

reported strongly agree with the statement.

3) 50 to 56 percent of the dealers expressed their strongly agree

opinion while 37.5 percent dealers agree with good market potential

of the biostimulant and micronutrients.

4) Most of the dealers consider good price margin , effectiveness,

good quality, effectiveness, brand name is good, as Very Important

reasons for selling Biostimulants against good quality,

effectiveness, good price margin, as Very Important reasons of

selling Micronutrients.

5) Sales promotions and schemes are important reasons of selling

biochemical as reported by 21 selected dealers followed by brand

name and image, timely availability, attractive price margin,

effectiveness etc.

6) The dealers feel that Bayer is the leading player among companies

in biochemicals sales and result time is top ranked factor for

influencing sales.

7) Majority of the dealers reported that Biostad is top ranked company

in biostimulants and majority of the dealers feel that against

Rashtriya Chemicals & Fertilizers company in Micronutrients class

in terms of ternover.

8) Most farmers have land between 5-10 acres.

48

9) An amount of Rs 237.75thousand were invested by 225 farmers onpurchasing of bio agri inputs.

10) Most farmers feel that yield effect is top ranked factor as mostimportant factor while purchasing of Biochemicals, Bio-stimulantsand micronutrient.

11) Majority of the farmers feel that Price is top ranked and mostimportant aspect while purchasing of bio chemicals.

6.3 Conclusion:

After conducting a market potential & competitive analysis program inthe Jalna district of the Maharashtra state, it was found that the company hasregularly gone through this kind of the market research to increase theirmarket share, and sustain strongly in the industry.

6.4 Recommendation

For sustainable development in market share of Jalna district, thecompany should requires a strategy which can be helpful to overtake themarket leaders and create a top position in the competition with the help offollowing points;

Field Development activites

Sales Promotional Activites

Distribution Strategy

Field Development Activities:

1. Appointing sufficient number of field assistant especially before thestart of season..

2. Field assistant will conduct demonstration program and farmermeetings constantly which will lead to generate more demand fromfarmers.

3. Field assistant will convince farmers by finding their needs andprescribing right product.

4. They will make the farmer aware about products.

5. When a new product is launched in market they should convincefirst to opinion leaders and progressive farmers about the products.

49

Sales Promotional Activities:

1. The company should provide good dealers schemes.

2. The company should also concentrate on display of banners and

posters in market places and at dealers and retailers outlets.

3. The literatures supplied to farmers and dealers should be more

attractive, clearly written in simple language, it should be in regional

language.

4. Company should focus on logo as a brand

Distribution strategy:

1. Company may focus on adequate & timely supply of material.

2. Fulfil the complete demand of dealers as per his advance booking..

3. To increase availability of products in Market Company may focus

on increasing number of dealers point.

4. As company is new in the market so the company should adopt

effective promotional activities.

5. They should come out with different packages with related to price

and related channels.

6. The company should concentrate more in its distribution channel.

7. The vouchers should be made available to the consumer easily.

8. More interactive services should be provided in compare to

competitors.

I

ANNEXURE - I

“Market Research for Market potential,Competitive Analysis ofBiochemical, Bio-stimulant and Micro nutrients industry” In JalnaDistict

Questionnaire for Dealers

Dear Respondent,

I, the undersigned, is a bonafide student of ABM 2nd year of

Jawaharlal neharu krishi vishwa vidhyalay Jabalpur.

I am doing project to Market Research for Market potential, Customer

satisfaction and Competitive Analysis of Biochemical, Bio-stimulant and

Micro-nutrients industry in Jalna District. So, I kindly request you to please

cooperate by giving valuable inputs in Questionnaire for fulfillment of Project.

Thanking You.

Ku.Rupali V. DeshmukhABM IInd year

1) Since how long in this Profession –

a) 0 – 5 yrs. b) 5 – 10 yrs.C) 10 – 15 yrs. d) 15 yrs. & more

2) Area of sales………………………………………………………………………………

3) Last year’s Sales of your Business –a) Upto 05 lakhs b) 05 – 10 lakhs c) 10 – 15 lakhs d) 15 – 20 lakhs & more

4) Current year sales -a) Upto 05 lakhs b) 05 – 10 lakhs c) 10 – 15 lakhs d) 15 – 20 lakhs &more

Shop Name: E-Mail

Proprietor: Telephone no.:

Postal Address: Mobile no.:

Date:

II

5) Sales bifurcation (Bio-stimulant, Bio-chemicals & Micro-nutrients)i)Bio-chemicalsa) Upto 15% b) 15% – 30% c) 30% – 45% d) 45% & moreii)Bio-stimulantsa) Upto 15% b) 15% – 30% c) 30% – 45% d) 45% & morei)Micro-nutrientsa) Upto 15% b) 15% – 30% c) 30% – 45% d) 45% & more

6) Which are the top Bio-chemicals, Bio-stimulant & Micro-nutrients yousold?a) Bio-chemicals (Top Products)

Sr.No. Company Name Product

nameConte

ntTotalsales

%sales Price Schemes Packaging

1 Bayer CropScience

2Mahafeed Specialty Fertilizers(India) Pvt. Ltd.

3 Tata rallis4 Aries5 Varad Fertilizers Pvt. Ltd.

6 syngenta7 InGene Organics

b) Bio-stimulant (Top Products)Sr.No. Company Name Product

nameConte

ntTotalsales

%sales Price Schemes Packaging

1 Bayer CropScience

2Mahafeed SpecialtyFertilizers (India) Pvt. Ltd.

3 Biostadt

4 Maharastra bio fertilizers

5 Richfied

6 ITC Ltd.

7 InGene Organics

c) Micro-nutrients (Top Products)Sr.No.

Company Name Productname

Content Totalsales

%sales

Price Schemes Packaging

1 Bayer CropScience

2 Mahafeed SpecialtyFertilizers (India) Pvt. Ltd.

3 RCF

4 Varad Fertilizers Pvt. Ltd.

5 MBF

6 Agricon

7 Asia Bio Genetics

8 Other(Please give name)……………………………..

III

7) Please give information regarding companies you dealing with

Sr.No. Company Name Products

%Sales

Distribution /

LogisticsPattern

Seasonalschemesfor you

andFarmers

Creditpolicies

PricingPolicies(MRP,CRP)

1 Bayer CropScience2 Mahafeed Specialty

Fertilizers (India) Pvt. Ltd.3 Sakas Agro

4 Green Leaves AgrotechPvt. Ltd.

5 RCF

6 Agricon7 Tata rallis8 Syngenta

9 Aries10 Other(Please give name)

……………………………..

8) Please give information about your top 10 purchasers of Bio-stimulant, Bio-chemicals & Micro-nutrients

Sr.No. Name Contact Details Quantity

purchasedCroppingpattern

Totalland

landunder

irrigation

purchasein cash/credit

1

2

3

4

5

6

7

8

9

10

9) Approx. How many units of Bio-stimulant, Bio-chemicals & Micro-nutrientsare sold monthly?

i) Bio-chemical?a) Upto 10 b) 11 to 20 c) 21 to 30 d) More than 30

ii) Bio-stimulant?a) Upto 10 b) 11 to 20 c) 21 to 30 d) More than 30

iii) Micro-nutrient?a) Upto 10 b) 11 to 20 c) 21 to 30 d) More than 30

IV

10) What are the important factors influencing sales?(Please rank)Sr. No. Factors Rank1 Purity

2 Result time (Early / late)

3 Advertising

4 Price

5 Packaging

6 Brand name

7 Performance

8 After sales service

9 Credit policies

11) Are companies provide any pricing & discount Policies?a) Yes b) No

12) If yes, which companies provide pricing & discount policies? (Please provideinformation regarding company’s pricing & discount policies (at least 10))

Sr.no.

Name of company Credit No. ofdays

Discount % OtherBenefits

1 Bayer CropScience

2 Mahafeed Specialty Fertilizers(India) Pvt. Ltd.

3 Sakas Agro

4 Green Leaves Agrotech Pvt. Ltd.

5 Varad Fertilizers Pvt. Ltd.

6 ITC Ltd.

7 InGene Organics

8 Asia Bio Genetics

9 Krishi Udyog

10 Other(Please give name)……………………………..

13) Do you think Bio-chemicals, Bio-stimulants and Micro-nutrients are havingtremendous Market Potential? (Please tick)

Bio-chemicals Bio-stimulants Micro-nutrients

a) Strongly agree a) Strongly agree a) Strongly agree

b) Agree b) Agree b) Agree

c) Moderate c) Moderate c) Moderate

d) Disagree d) Disagree d) Disagree

e) Strongly Disagree e) Strongly Disagree e) Strongly Disagree

V

14) Which factors according to you contribute to the Market Potential of Bio-chemicals,Bio-stimulants and Micro-nutrients? (Please tick)

Bio-chemicals Bio-stimulants Micro-nutrients

a) Quality a) Quality a) Quality

b) Availability b) Availability b) Availability

c) Effectiveness c) Effectiveness c) Effectiveness

d) Comparatively LowPrice

d) ComparativelyLow Price

d) ComparativelyLow Price

e) Brand Name /Image

e) Brand Name /Image

e) Brand Name /Image

15) What are your Selling reasons for Bio-chemicals, Bio-stimulants and Micro-nutrients?

i) Bio-chemicals (Please tick) -Sr.No. Factors

VeryImportant Important

SlightlyImportant

1 Good Price Margin2 Effectiveness3 Good Availability4 Fast moving & turnover is good5 Good Quality6 Brand Name & Image7 Sales Promotion Schemes by

Companyii) Bio-stimulants (Please tick) -

Sr.No.

Factors VeryImportant

Important SlightlyImportant

1 Good Price Margin2 Effectiveness3 Good Availability4 Fast moving & turnover is good5 Good Quality6 Brand Name & Image7 Sales Promotion Schemes by

Companyiii) Micro-nutrients (Please tick) -

Sr.No.

Factors VeryImportant

Important SlightlyImportant

1 Good Price Margin2 Effectiveness3 Good Availability4 Fast moving & turnover is good5 Good Quality6 Brand Name & Image7 Sales Promotion Schemes by

Company

VI

16) How will you rank the market leader companies in Bio-chemicals, Bio-stimulantsand Micro-nutrients class? (Please rank)Bio-chemicals Bio-stimulants Micro-nutrients

a) Varad Fertilizers Pvt.Ltd.

a) Varad Fertilizers Pvt.Ltd.

a) Varad Fertilizers Pvt.Ltd.b) Biostadt b) Sakas Agro b) RCF

c) Bayer CropScience Ltd. c) Bayer CropScienceLtd.

c) Bayer CropScience Ltd.

d) Mahafeed SpecialtyFertilizers (India) Pvt.Ltd.

d) Mahafeed SpecialtyFertilizers (India)Pvt. Ltd.

d) Mahafeed SpecialtyFertilizers (India) Pvt.Ltd.

e) Syngenta e) Richfield e) Agricon

f) MBF f) InGene Organics f) InGene Organics

g) Green Leaves AgrotechPvt. Ltd.

g) Green LeavesAgrotech Pvt. Ltd.

g) MBF

h) Asia Bio Genetics h) Asia Bio Genetics h) Asia Bio Genetics

i) Krishi Udyog i) Krishi Udyog i) Krishi Udyog

j) Other(Please givename)……………………………..

j) Other(Please givename)……………………………..

j) Other(Please givename)……………………………..17) Any Suggestions:

.....................................................................................................................................................

.....................................................................................................................................................

.....................................................................................................................................................

.....................................................................................................................................................

.................................................................................................

Thank You....

Date :Place :

VII

ANNEXURE - II

QUESTIONNAIRE FOR FARMERS

1) Area under assured irrigation ……………………………….2) What is your Annual cropping pattern? (Area under various crops season

wise)Season …….Crops……….. Varieties ……… Area…..Remark (satisfactory or not,Why)

Season Crops Varieties Area Remark

Rainy

Winter

Summer

3) Do you use any Bio-chemicals, Bio-stimulant & Micro-nutrients?a) Yes b)No

4) If Yes, Which Bio-chemicals, Bio-stimulant & Micro-nutrients do you use?(Please provide following information)

i) Bio-chemicals -Sr.No.

Company Name Product name Packaging Content

1

2

3

4

Name: Telephone No:

Total Land (Acre): Mobile No:

Postal Address: Date:

Education:

Date:

VIII

ii) Bio-stimulants –Sr.No.

Company Name Product name Packaging Content

1

2

33

4

5

iii) Micro-nutrients -Sr.No.

Company Name Product name Packaging Content

1

2

3

4

5

5) What are your total expenses on purchase of Bio-chemicals, Bio-stimulant &Micro-nutrients?i) Bio-chemicals -

a) upto 500Rs. b) 500Rs. – 1000Rs c) 1000Rs. – 2000Rs. d) 2000Rs. &more

ii) Bio-stimulants –a) upto 500Rs. b) 500Rs. – 1000Rs c) 1000Rs. – 2000Rs. d) 2000Rs. &

moreiii) Micro-nutrients –

a) upto 500Rs. b) 500Rs. – 1000Rs c) 1000Rs. – 2000Rs. d) 2000Rs. &more

6) If any company provide after sales service?a) Yes b) No

7) If Yes, then please provide information regarding after sales services providedby various companies.

Sr. No. Company Name After Sales Service

1

2

33

4

IX

8) What is most important for you while purchasing Bio-chemicals, Bio-stimulant& Micro-nutrients? (Please rank from 1 to 8; 1= Top)

Sr.No. Bio-chemicals Rank Bio-stimulants Rank Micro-nutrients Rank

1 Result time Purity Purity2 Yield Effect Yield Yield3 Advertising Advertising Advertising4 Price Price Price5 After sales service After sales service After sales service6 Brand name Brand name Brand name7 Schemes Schemes Schemes8 Other Other Other

9) What is most important for you while purchasing Bio-chemicals, Bio-stimulant& Micro-nutrients? (Please rank)

Sr.No.

Bio-chemicals Rank Bio-stimulants Rank Micro-nutrients Rank

1 Brand name Brand name Brand name

2 Opinion of dealersabout product

Opinion of dealersabout product

Opinion of dealersabout product

3 Opinion of otherfarmers about product

Opinion of otherfarmers aboutproduct

Opinion of otherfarmers about product

4 Price of product Price of product Price of product

5 Availability Availability Availability

6 Price Price Price

7 Other Other Other

10) How you purchase a Bio-chemicals, Bio-stimulant & Micro-nutrients ?a) In Cashb) On Credit

11) How is availability of Bio-chemicals, Bio-stimulant & Micro-nutrients ?a) At every retail shopb) At some special shop only

12) Any Suggestions:..................................................................................................................................................................................................................................................................................................................................................................................................................................................................

Thank You ....

Date :Place :