Dinal Deva

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PRESTIGE INSTITUTE OF MANAGEMENT AND

RESEARCH, INDORE

A summer training project report

On

SALES PROMOTION AND MARKETING STRATEGIES

OF DEVA PESTICIDES LIMITED

Submitted to: Submitted By:

Prof. Devendra Jain Karan Vilkhu

MBA (MM) III Sem- B

Sch No. 1121607050


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I take this opportunity to express my profound gratitude and deep regards to my guide PROF.

Devendra Jain for his exemplary guidance, monitoring and constant encouragement throughout

the course of this thesis. The blessing, help and guidance given by him time to time shall carry

me a long way in the journey of life on which I am about to embark.

I also take this opportunity to express a deep sense of gratitude to Mr. Pankaj Thakur (BRANCH

MANAGER) for his/her cordial support, valuable information and guidance, which helped me in

completing this task through various stages.

I am obliged to staff members of Deva pesticides limited, for the valuable information provided

by them in their respective fields. I am grateful for their cooperation during the period of my

assignment.

Lastly, I thank almighty, my parents, brother, sisters and friends for their constant

encouragement without which this assignment would not be possible.

ACKNOWLEDGEMENT


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DECLARATION

I,KARAN VILKHU, a student of Prestige Institute Of Management And Research, hereby

declare that this summer training report is the record of the authentic work carried out by me

from 1st june 2014 to 30

th july 2014 towards partial fulfilment of the requirements for the

completion of my MBA course .

Further I declare that this report has not been submitted to any other institute or university for the

award of any other degree.

Dated: 12thAugust 2014 KARAN VILKHU

M.B.A. (MM) III Sem


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CERTIFICATE FROM FACULTY GUIDE

This is to certify that MR. KARAN VILKHU of PRESTIGE INSTITUTE OF

MANAGEMENT AND RESEARCH has completed his project with DEVA PESTICIDES

LIMITED and has produced a satisfactory report.

FACULTY GUIDE:

PROF. DEVENDRA JAIN


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CONTENT

S. NO. PARTICULARS PAGE NO.

1. Introduction 7-7

2. Organisation Structure 8-8

3. Products 9-12

4. Organisation Mission 13-13

5. Objective of Study 14-14

6. SWOT Analysis 15-16

7. Promotion 17-18

8. Marketing Strategies 19-19

9. Learning During SIP 20-21

10. Observation 22-22

11. Conclusion 23-23

12. Recommendation 24-24

13. Reference 25-25

14. Appendix 26-26


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INTRODUCTION

Deva pesticides is a leading manufacturer of agrochemical and plant nutrients products in India

having its corporate office in Indore and have been in this business for a few decades.

DPL is a green company with a focus on environment friendly and safer products. DPL do nothave any RED triangle (toxic products with ld 50 of 20 mg/kg or less) in his range of

agrochemicals.

In 2007 they started their business and they have a total of 125 employee.

Name and Address of Branch office:-

B-304, SILVER MALL 3RD

FLOOR, 8-A RNT MARG, INDORE

Tel. 0731- 4246322, 4266323

Cel. +919617777711, 9827032406

Name of the Director

Mr. Uday Kant Thakur


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ORGANIZATION STRUCTURE

MANAGER (ACCOUNTS

AND FINANCE)MANAGER (PURCHASE

AND LIOSIONING)

MANAGER (HR AND

ADMINISTRATION)

MARKETING MANAGER

(ALL STATES)

DIRECTOR

REGIONAL SALES

MANAGERS

STATE SALES

MANAGERS

ASSISTANT AREA

MANAGERSS

SALES EXECUTIVES

SALES OFFICERS

SALES OFFICERS

SALES OFFICERS

ACCOUNTS EXECUTIVE

ACCOUNTANT

ACCOUNT ASSISTANT


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PRODUCTS


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s.no Products Packing Rate per pcs. Rate per kg. Rate per case

1. Extra flower 5kg.*10

(drum)

160.00 32.00 1600.00

5*6 (c/s)/bag 135.00 27.00 810.00

20kg. balty 660.00 33.00 660.00

10kg. balty 350.00 35.00 350.00

2. Eco gold 5kg.*10

(drum)

160.00 32.00 1600.00

5*6(c/s)/bag 135.00 27.00 810.00

20kg. balty 660.00 33.00 660.00

10kg. balty 350.00 35.00 350.00

3. Dhanversha plus 10kg. balty 350.00 35.00 350.00

4. Bacti-killer 20*100 30.00 1500.00 3000.00


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ORGANIZATION MISSION

1. Providing eco-friendly and quality agrochemical to the Indian farmer community.

2. Provide customer support service on usage.

3. To provide variety of products at low prices to customers.

4. To achieve 50 cr. net sales by net of march 2015.

5.

Attractive product line than rivals.

6. Continuous watch on trouble shooting problems in plant protection.

7. Employee Development.

8. Continue ensure that the dynamic needs of their customers are fulfilled to their total satisfaction.


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OBJECTIVE OF STUDY

Main Objective of studying Organization is to enhance technical expertise in the field of

marketing.

Some of the other objectives are:-

1. To learn about marketing operation.

2. To learn about marketing strategies.

3. To learn about the sales pattern of the company.

4. To provide Training to Farmer, Retailers and Dealers on how to use the product and

promotion of DPL.

5. To Identify purchase behavior and reasons for pesticide preferences of famers.

6. To improve quality of distribution and extending judicious use of products through

training and educating farmers/dealers.

7. To know the distribution methods adopted by the company.


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SWOT ANALYSIS

STRENGTHS

1. Variety of products at good prices

2. Good quality.

3. Brand image.

4. Technical experts are there to suggest and guide dealers ,retailers and farmer how to use

the product and visit their field.

5. Deva pesticides limited has covered vast geographical area with its branches than the

local competitors.

WEAKNESS

1. Production % is low so the demand of the market is not fulfilled.

2. Some of the products prices are too high.

3. Labor are not skilled which leads to difficulty in operating machines that affects the

production.

4. Lack in promotion activities in some remote areas.

1. Company can increased its customer by offering verity of products with offers.

2. Deva pesticides limited has the scope of exploring new market.

3. Expansion of the production unit required to fulfill the market demand.

4.

Company must organize advertisement campaign in village areas.

OPPORTUNITY


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1. Market is highly competitive with major companies battling for increased market share.

2. Many firm provide products at low prices.

3. Monsoon in India is very uncertain

4. Many chemicals are banned by the government of M.P. which is used in production.

5. Players are also actively expanding their production capacity.

THREATS


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PROMOTION

Promotion is the means to promote the company product on order to enhance sales. DEVA PVT.

Uses various means to promote its product, promoting a product requires various techniques andtools to to attract customers to buy to buy the companys product. DPL not only tries to attract

the customers through ads but also to retailers and wholesalers by giving them handsome profit

margins. Every possible and effective medias are used to for the promotion of the DPL products

including print, electronic, broadcast and FM radio.

Personal selling

Personal selling or door to door selling means that the sales persons of the company go fromdoor to door where they convince people to buy their products. This mode of selling is not used

in the cities but to a limited scale in villages where awareness of the DPL product is needed to be

created.

Area sales Assistant and Field officer of DPL perform their best duties in different territories

across the Madhya Pradesh, Uttar Pradesh, Bihar, and Rajasthan to attracting, retaining or

satisfying customers or farmers needs.

Sales PromotionDPL is very active in sales promotion of the DPL products. Sales Promotion is the mode of

promotion in which the company gives incentives to customers to buy its products like:-

Two in the price of one.

Free extra quantity.

Buy four get one Free.

Lucky Draws.

Gift hampers.

Surprise gifts etc.

This mode of activity has generated excellent as far as sales and awareness of DPL products.


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DPL applied following incentive scheme for customer attraction

1. Free Sampling to dealers.

2. Bonus pack for consumers.

3.

Lucky Draw scheme.

4. Two in the price of one.

5. Buy four get one Free.

6. Gift hampers.

Promotions Activity

1.

Farmer Meetings:

Promoting the product through the farmer meeting and create awareness about the product and

providing them demo and also giving suggestion how to use the product.

2. Dealer meetings:

Introduce new products in front of the dealers and retailers and the solving their problems about

the firms products and services.

Prizes and lucky draw coupon winners are also rewarded in this meeting.


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MARKETING STRATEGIES


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LEARNING DURING THE TRAINING

1. Personal Selling:

Personal selling or door to door selling means that the sales persons of the company go from

door to door where they convince people to buy their products.

During the training I visited the following distributers:-

Radhe Krishi seva Kendra (mangliya)

Shri Shakti krishi seva Kendra (Hira nagar)

Aman krishi seva Kendra (chipra)

2.

Sales Promotion:

During sales promotion, free samples and gifts are distributed to the dealers and

retailers.

Sales promotion is done by deva pesticides limited in many villages of M.P. andother states.

Following are the sales promotion strategies which are done by deva pesticideslimited:-

Free samples to dealers.

Lucky draws in farmer meetings, etc.


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3. ADVERTISEMENT THROUGH PUBLIC RELATION

We informed about all the new schemes offered by our company to all thecustomers through telephones in the first phase then we requested there appointment

for discussion of the scheme in detail .Then did the meeting and converted the

customer.

4. COMMUNICATION SKILLS

During the training I learned how to interact with the dealers, farmers and

customers. I also learned how to explain them about the product and the services the

firm offered.

How to interact with farmers, distributors & retailers.


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1. Effective decision making style.

2. Effective Pricing strategies.

3. Efficient policy making.

4. Better control on sales team.

5. Well organized Advertisement scheme.

6. Attractive incentive polices to customers and dealers.

7. Timely distribution to customer.

8. Proper utilization of resources.

OBSERVATION


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CONCLUSION

1. There is good potential for Eco gold in the state of Maharashtra and M.P. because of

good water level and irrigation facility available in the area and farmers are moving

towards modern agricultural practices.

2. The field staff support of Eco gold in this district is better but company still requires to

increase the present volume of staff in M.P.

3.

The price expectation of retailers as well as farmers was little bit lower than what was

disclosed by the company. They expect that company should focus on pricing of its products as being a

reputed company. Since some existing as well as new performing companies had lesser prices

than Deva pesticides limited.


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RECOMMENDATION

1. It is highly recommended to capture the market by reducing the marketing expenses and

increasing the sales volume through attracting large numbers of loyal customers.

2. The company needs to increase the number of field-staff since the area is large.

3. Gift schemes for retailers will increase sell and popularity of company, because retailers

play the main role in diverting farmers towards any product or company.

4.

Increase the number of marketing executive for large geographical area.

5. Choosing local executive who has a knowledge of local language, so that the product

explanation can be done in easy manner.


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REFERENCE

www.devapesticides.com

http://mpmarkfed.net

Mr. Pankaj Thakur (Branch Manager)

Mr. Uday kant Thakur (director of DPL)

Several websites
http://www.devapesticides.com/http://www.devapesticides.com/


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APPENDIX

1. Radha Krishna Krishi Sewa Kendra

Sanver Indore

2. Shri Shakti Krishi sewa Kendra

Manglia Indore

3. Pavan agro

Siyaganj Indore

4. Rajput agro products

Siyaganj Indore

Documents

Dinal Deva