Sales n Distri - Oct 4 Th

8/14/2019 Sales n Distri - Oct 4 Th

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JOHN DEERE EQUIPMENTPRIVATE LIMITED

JohnDe

ere

SALES AND DISTRIBUTION

Nailesh JacobAnish PandathPradeep KumarRishabh SoodGovindarajan ASymbiosis Institute ofInternational Business,Pune


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INTRODUCTION

Founded in 1837, presently employees around 56000

employees.

Its business is spread over 52 countries in the world,

with its headquarters located at USA.

For 2008, its net sales from equipments account for

about 26000 million USD.

John Deere


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John Deere consists of three major business segments:

agriculture and turf- includes farm equipments,

irrigation equipments, tractors, golf course equipmentsetc.

construction and forestry- leading manufacturer of

forestry equipments and construction equipments aswell.

credit- in addition to financing of its agricultural andconstruction equipments, also offers operating loans tofarmers, crop insurance etc.

JohnDeere


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INTRODUCTION

The GREEN AND YELLOW TRACTORS

Entered in India in 2002 and is at fifth position in Indian

Market.

In Indian market JD potential competitors are Mahindra

and Mahindra, TAFE, Escorts, New Holland Ford etc.

It is the No. 1 exporter of tractors in India exportingalmost 60% of the production.

Offers a wide range of tractors from 35 hp to 70 hp.

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JOHN DEERE EQUIPMENT, SANASWADI PUNE

John Deere Equipment Private Limited is a subsidiary ofDeere & Company, USA in India. Its factory, locatednear Pune, manufactures 5000 Series agriculturaltractors.

John Deere


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THEMODELSOFFEREDIN INDIA

MODEL Hp5103 Economy 35

5103 405103 Super 42

5104 455203 47

5203 Super 505204 505310 55

5310 MFWD 555410 65

5310 Super 70

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John Deere

SALES ORGANISATIONSTRUCTURE (INDIA)


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John Deere

SALES ORGANISATION STRUCTURE(MAHARASTRA)

Territory

Manager

Assistant

territory

Manager 1

Assistant

territory

Manager 2

Assistant

Territory

Manager 3

Assistant

territory

manager 4

Office

Assistant

Demonstrat-ors

and exchange

experts

Dealers & sub

dealers


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In Maharashtra, state is roughly divided into four zonesviz. east, west, north, south.

Each assistant territory manager is assigned one zonewhich comprises of five to six districts.

Demonstrators and Exchange experts play vital role instrategic selling.

John Deere

SALES ORGANISATION STRUCTURE

(MAHARASTRA)


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Different theories that companies adopt for selling theirproduct, JD prefers AIDAS Theory. AIDAS means:

A - Attract

I - Develop Interest D - Deliver

A - Action

S - Satisfy

John Deere

SALES ORGANISATION STRUCTURE

(MAHARASTRA)


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John Deere

DISTRIBUTION NETWORK

INDIA


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Head office (PUNE)

Factory(PUNE)

Area office(14)

Learning & DevelopmentCentres(4)


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AREAOFFICES

Ahmedabad

Bangalore

Bhopal

Bhubaneswar Chandigarh

Chennai

Hyderabad

Jaipur

Kolkata

Lucknow

Patna Pune

Raipur

Udaipur


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Operating sales forecast is a prediction of how

much of a companys product can be soldduring a future period.

Following are the techniques for forecasting: Jury of Executive Opinion

Poll of Sales Force Opinion

Projection of Past SalesSurvey of Customers Buying Plan

John Deere

SALES FORECASTING


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How sales force actually works andachieve targets at ground level.Territory Assignment

Budget & Sales Expenditure

Job Responsibilities

Pricing Policy

John Deere

SALES FORCE EXECUTION


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TRAINING CENTRES

JD emphasises on quality training and development ofits employees as well as dealers and his staff.

JD has four training centres in India. These centres arelocated at

Maharashtra - Pune

West Bengal - Burdwan

Karnataka - Bengaluru.

Haryana - Yamuna Nagar

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TRAINING CENTRES

JD conducts customised training programmes at thesetraining centres. Few of which are listed below.

Product training programme

Tractor overhaul programme Certified salesman programme

Refresher programme etc

It also conducts lectures by different consultants forsales staff and dealers.

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TERMS OF TRADE

Payment Terms

o

No credit provided to dealers with the exceptionof big dealers with a good track record - at thesole discretion of the company .

o Big dealers Max of 15 days credit

o Max credit is 35 % of the total amount

o Goods dispatched from manufacturing unit onlyonce payment is received .

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o Payment is through RTGS or DD drawnon nationalized banks only .

o Margin 15 20 % of the cost of thevehicle .

o Commission The sales staff are

provided 10 % commission on thetotal margin of dealer .

o Individual customers are provided loansat attractive rates by GE money via atieup with John Deere .

o NABARD or other co-operative banksalso provide subsidized loans .

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DELIVERY TERMS

The tractors are insured by the company & a PDC ( Pre-Dispatch Check ) is done at the manufacturing unit of thecompany . A unique PDC no is also issued to every tractor .

The total transportation costs & the insurance costs areborne by the company .

Dealer Delivery terms

o The company is responsible for the vehicle till it reachesthe dealers warehouse & the dealer signs the PDI form

(Pre- Delivery Inspection) .

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The dealer checks for any damages & reports it

to the company immediately & also bills the

company for any repairs required

The company does not take back vehicles oncesold to the dealer .

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Replacement Terms

The company has long term contracts with transporters & in transit damage isborne by the transporter (outside the ambit of insurance ) .

If vehicles meet an accident then it is the responisbility of the transporter toreturn the damaged vehicles back to the manufacturing unit .

If a vehicle is found to be damaged during the PDI , the dealer informs thecompany & if it is covered under insurance the company claims it . The dealer isprovided a holding charge for the damaged vehicle till the insurance is cleared .

If during PDI any mechanical problem is found , the dealer repairs it and bills thecompany the repair amount .

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Linefill Rate

Replenishment Time 15 days

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THANK YOU JohnDeere

Documents

Sales n Distri - Oct 4 Th