SUMMER INTERNSHIP PROJECT ON

“A STUDY ON THE SALES AND PROMOTIONAL ACTIVITIES

OF HIFIELD ORGANICS INC, AURANGABAD.”
UNDERTAKEN AT

HIFIFLD ORGANICS INC

Submitted in partial fulfilment of the requirement for the award of the degree of

MASTER OF BUSINESS ADMINISTRATION

BATCH(2023-25)

Submitted by Name of the Industry Mentor

Tejas Prakash more Mrs. Vishakha
MBA Semester III Business Manager
Enrollment No.2306172000346

Under the Guidance of

Dr. Renny Thomas
Assistant Professor

PARUL UNIVERSITY

FACULTY OF MANAGEMENT STUDIES

P.O. Limda, Tal. Waghodia, District Vadodara – 391760

1
 Declaration

I, Tejas Prakash More ,with Enrollment No.2306172000346, am a student of

the MBA program, Semester III, at PIMR Parul University, Vadodara. I hereby
declare that my Summer Internship Report, entitled " A STUDY ON THE
SALES AND PROMOTIONAL ACTIVITIES OF HIFIELD ORGANICS INC
AURANGABAD " is my own original work. This work has not been submitted to
any other institution for the award of any degree or certification.

Date:

Signature:

2
FACULTY OF MANAGEMENT
STUDIES

INSTITUTE CERTIFICATE

It is hereby certified that Tejas Prakash More, Student Enrolment no. 2306172000346
has submitted the Summer Internship Project Titled- A STUDY ON THE SALES AND
PROMOTIONAL ACTIVITIES OF HIFIELD ORGANICS INC in partial fulfilment of
Master of Business Administration Parul Institute of Management and Research at Faculty
of Management Studies – MBA, Parul University, Vadodara, Gujarat.
The internship was carried out at Hifield Organic Inc. from Start Date 22/06/2024 to End
date 31/08/2024 The report submitted satisfactorily meets all the criteria.

Date:

Dr. Renny Thomas Dr. Bijal Zaveri

Assistant Professor of Dean and Director
Parul University (FMS)

3
 PREFACE

I will discuss my experiences from my internship term in this report. A

summary of the internship company and the activities, duties, and projects I
worked on during my internship are included in the internship report. As I
write this report, I'll also discuss and reflect on the learning objectives and
personal objectives I established for my internship. I wanted to present a
synthesis of theoretical frameworks and strategies for applying them in the
commercial world when I put this paper together. I have made an effort to
understand the connection between theoretical and practical knowledge.

The gap between theoretical presumptions and real-world requirements has

been my goal. We remain involved in theoretical learning, with academic
success as the major goal, throughout the entirety of our academic education.
Only via the practical application of hypothetical ideas, which we learn from
our academic activities, can one have a thorough understanding of the
contemporary corporate environment. With these goals in mind, I have done
everything within my power and the research necessary to deliver my article
in a well-informed shape in a remarkably short amount of time. I did my
utmost to ensure that the document was error-free. My internship had to be
finished quickly, thus the study acknowledges its limits. The report must first
provide a technicalsummary of the work done during the internship.

The obtained results will next be examined and discussed. with technical
specifics throughout the internship duration. The gathered results are then
discussed and examined. In the report, future projects that could be seen as
improvements on the current work will also be covered in detail. I did my best
to keep the report clear and accurate in all technical respects. I hope my effort
is successful.

Tejas More

2306172000346

Student of MBA PIMR

4
 ACKNOWLEDGEMENT

The Summer Internship was an experiential growth opportunity for learning and skill
development. I am also grateful to get a chance of meeting with industry professionals
who led me for the successful completion of the internship.

I am using this opportunity to express my gratitude towards my Mentor, Mrs. Vishakha

(Business Manager) who in spite of being busy with his duties, took out time to guide me
in the right direction.

I am greatly indebted to Dr. Bijal Zaveri, Dean of faculty of Management Studies, Parul
University without which it would not be possible for me to perfectly complete this
project

I am thankful to Dr. Renny Thomas faculty of management studies at PARUL UNIVERSITY,

Vadodara for her gratitude during my project and giving me moral support.

Last but not least, I am really ever grateful to my parents, who remained a constant sourceof
encouragement and inspiration during the completion of this work successfully in Parul
University, Waghodia.

5
 INDEX

Sr. No. PARTICULARS Page

No.
Chapter-1 INDUSTRY STUDY
8
1.1 Sector Overview and Strategic analysis 9
1.2 Key Market Players 13

1.3 Growth Prospects and Opportunities 15

17
Chater-2 COMPANY STUDY
2.1 Introduction of Mozo Hunt Private Limited 18

2.2 Mission and Vision 20

2.3 Facilities and Locations 21
2.4 Product and Services 23

2.5 Corporate History and Achievements 26

2.6 Market Competition Analysis 27
2.7 Financial and Operational Performance 28
2.8 SWOC Analysis 29

Chapter-3 DEPARTMENTAL STUDY 30

3.1 Organizational Structure Overview 31
3.2 Departmental Activities Overview 32
3.3 Intern’s Roles and Responsibilities 33

Chapter-4 RESEARCH WORK 34

4.1 Problem Identification 35
4.2 Research Objectives 36
4.3 Research Design 37
4.4 Literature review 38
4.5 Data Analysis and Interpretation 42
4.6 Findings, Suggestions, and Conclusions 54

6
 4.7 Bibliography/Reference 56
4.8 Appendices 56

Chapter-5 LEARNINGS & SKILLS ACQUIRED 59

5.1 Learning’s and Value Addition 60
5.2 Acquired Skills Overview 60
5.3 Challenges and Limitations 61

7
 CHAPTER-1
INDUSTRY STUDY

8
1.1Sector Overview and Strategic Analysis

Agriculture occupies a dominant position in India's economic structure. The success of

the Green Revolution enabled the country to achieve self-sufficiency in food grains production. Over
the last five decades the industry has expanded with more than 500 players, making India the second
largest manufacturer of basic crop protection chemicals in Asia in volume terms. In terms of turnover
the industry is worth of ₹1.7 billion and given the low rate of consumption there is huge potential for
growth waiting to be tapped. The demand for food grains vegetables and fruits is expected to
increase significantly in future. Record production of food grains has been possible primarily on
account of various inputs used in agriculture namely seeds, fertilizers and pesticides. Agrochemicals
form the largest and the most diverse group of chemical compounds. Popularly referred to as
pesticides they are mainly used for plant protection and improving crop yields. Every year nearly
30% of the potential of food production valued Rs 150 billion are lost due to insects, pests, plant
pathogens, weeds. rodents, and birds and in storage. Hence the use of pesticides has become
extremely necessary. Besides given the large growing population and scarcity of land available for
cultivation, pesticides industry has a vital role to play in the agricultural sector.

India is the most leading country in terms of agricultural production. Hifield Organics
is order to encourage farmers to take an integrated approach to organic crop management,
incorporating our range of products with good practice to increase yields and promote sustainable
agriculture to offers customized products and services to help farmers meet these requirements and
produce the quality crop that consumers and the food industry demand. This involves training
farmers to use our products safely and effectively, and encouraging them to use sustainable
agriculture techniques as part of integrated approach to crop management. Finally, this study
highlighted Awareness of Hifield Organics Products amongst the farmers it helps to know the impact
of promotional strategies of Hifield amongst the farmers and their effectiveness. It also helps to
know the competitors' promotional activities and market share of company in the study area.

9
Michael Porter’s Five Forces Model
Michael Porter's Five Forces Model is a framework used to analyse the competitive environment of an
industry. When applied to the agriculture sector, the model provides insights into the various factors
influencing the industry's profitability and dynamics. Here’s an analysis of the agriculture sector using
Porter’s Five Forces:

1. Threat of New Entrants

Capital Intensive: Agriculture can be capital-intensive, requiring significant investment in land, equipment,
and technology. This can be a barrier to new entrants. Regulatory Hurdles: New entrants often face
stringent regulatory requirements related to environmental protection, food safety, and agricultural
practices. Economies of Scale: Established players benefit from economies of scale in production and
distribution, making it difficult for new entrants to compete on cost.

2. Bargaining Power of Suppliers

Input Suppliers: The agriculture sector relies on inputs like seeds, fertilizers, pesticides, and machinery.
Large suppliers of these inputs can exert significant power, especially if they control critical supplies or
have proprietary technology. Dependency on Natural Resources: Agriculture depends heavily on natural
resources like water, soil, and climate. The availability and cost of these resources can be influenced by
environmental factors, giving suppliers control over critical inputs. Limited Alternative Suppliers: In some
regions, farmers may have limited choices of suppliers, increasing the bargaining power of those suppliers.

3. Bargaining Power of Buyers

Large Buyers: Major buyers such as food processors, retailers, and exporters can exert significant influence,
especially if they purchase in large volumes. Price Sensitivity: Buyers in the agriculture sector are often
price-sensitive, particularly in commodities markets where products are undifferentiated. This can put
pressure on producers to lower prices. Alternative Sources: If buyers have multiple sources for the same
agricultural product, they can demand lower prices or better terms, increasing their bargaining power.

4. Threat of Substitutes
Alternative Products: In some cases, substitutes like synthetic or alternative foods (e.g., plant-based meat)
can reduce demand for traditional agricultural products. Technological Advancements: Innovations in food
production, such as lab-grown meat or hydroponics, can serve as substitutes for traditional agriculture,
posing a threat to conventional farming. Consumer Preferences: Changing consumer preferences, such as a
shift towards organic or locally sourced products, can impact the demand for certain agricultural products,
acting as a substitute force.

5. Industry Rivalry
High Competition: The agriculture sector often sees intense competition among farmers and agribusinesses,
particularly in regions with high agricultural activity. Commoditization: Many agricultural products are
commodities with little differentiation, leading to price-based competition, which can reduce profitability.
Global Market: Agriculture is a global industry, with competition from international producers influencing
local markets. Currency fluctuations, trade policies, and global demand shifts can all intensify rivalry. The
seasonal nature of agriculture can lead to fluctuating supply and demand, affecting rivalry among
10
1.2 Key Market Player:

In the agriculture sector, key market players span across various segments, including agrochemicals,
seeds, machinery, and agribusiness. Some of the major players include:
Major competitors in agro organics

• Agrostar Bio Tech.

• Lokman gal Biotech Pvt. Ltd.

• Manish Agro Sciences.

• Green World Agro.

• JPS Chemicals Private Limited.

• Pradip Aggrotech Pvt Ltd.

• Jay Kisan Agro.

• Green Crop Care India.

• Green dust Agro Industries.

• Pro Organics.

• Sachin Biotech.

• Agrico Agro Industries Pvt. Ltd.

• Dr. Patil Crop Science.

• Alcon Organics.

• Combat Aggrotech & Foods Pvt. Ltd.

• Pravin Agro Industries.

• Vasundhara Agro Private Limited.

• Shiv Agro Industry.

• Surve Aggrotech Services.

• Dhekelia Organics Private Limited.

11
1.3Growth Prospects and Opportunities
1. Population Growth and Food Demand
The global population is expected to reach nearly 10 billion by 2050, which will drive a substantial increase
in food demand. This necessitates advancements in agricultural productivity to ensure food security.

2. Technological Advancements
Precision Agriculture: The adoption of technologies such as GPS, drones, and IoT in farming allows for
more precise resource use, improving yield and reducing costs. Biotechnology: Innovations in genetically
modified crops and CRISPR gene editing are leading to crops that are more resilient to pests, diseases, and
climate change. AgTech Startups: Emerging companies are developing novel solutions like AI-driven
analytics, autonomous farming machinery, and vertical farming, all of which offer growth potential.

3. Sustainability and Organic Farming

Growing consumer awareness of environmental issues is driving demand for organic and sustainably
produced food. This shift opens opportunities for farmers and companies that can meet this demand through
sustainable practices, including regenerative agriculture.

4. Climate Change Adaptation

As climate change continues to affect traditional farming, there is a growing need for innovations that help
farmers adapt. This includes drought-resistant crops, new irrigation techniques, and climate-resilient
farming practices.

5. Government Policies and Investment

Many governments are increasing investments in agriculture, providing subsidies, and implementing
policies that encourage innovation and sustainable practices. This creates a conducive environment for
growth in the sector.

6. Emerging Markets
Rapid economic development in regions such as Asia and Africa are increasing the demand for better food
quality and quantity. These regions present significant opportunities for agribusinesses looking to expand.

7. E-commerce and Direct-to-Consumer Models

The rise of digital platforms is transforming how agricultural products are sold. Farmers can now bypass
traditional supply chains and sell directly to consumers, potentially increasing their margins.

8. Alternative Proteins
There is growing interest in plant-based proteins and lab-grown meat as alternatives to traditional livestock.
This presents an opportunity for agricultural sectors to diversify into new, high-demand products.

The agriculture sector's growth prospects are strong, driven by technological innovation, rising global food
demand, sustainability trends, and increased investment. Businesses that can leverage these trends and adapt
to changing consumer preferences will likely thrive in the coming years.

12
 CHAPTER-2
COMPANY STUDY

13
2.1 Company Overview

Hifield Organics Inc., started in 2018, has grown to become a distinguished manufacturer, importer,
wholesaler/distributor and supplier of a wide array of Argo Chemicals and Plant Growth Regulators. We
ensure consistent quality checks and assurance at all the levels of the production process to ensure our
products are in accordance to industry standards. Also, we can customize formulations as per client’s choice
with suitable advice for crops. Commitment to quality and deep understanding of the industry has made us
the leading choice of Indian farmers.

We have set up Factory in Aurangabad for speedy and smooth formulations. Besides, our well-established
associations with farmers, agro technicians and research institutes keep us at par with the latest
developments in this domain. Apart from this, we have tie ups with efficient distributors and dealers who
help us in ensuring swift and quick delivery of the products. We have scaled new heights with the support
and motivational guidance of our mentor, Mr. Bhagat sing Darak, (Director) in our Aurangabad,
Maharashtra (India) factory.

The high-quality parameters that we follow and the depth of knowledge we have of the
industry have put our product range in the top league. Plant growth regulators and soil enhancing
acids have made arable lands lush green and fruit, vegetable and flowering plants heavy with growth.
Our range is ushering a green revolution. Some of the acids that we formulate have been there for
millennium. For example, Fulvic Acid that is one of the most highly sought after substance from our
unit is as old as the earth that they are supposed to fertilize. Its antecedence goes back to 75 years
millions back when the earth's crust was being formed. We are passionate about what we do. We
have our own manufacturing unit located in Waluj MIDC, Sambhajinagar for the formulations of
our chemicals and acids. Our association with farmers, research institutes and agro technicians keep
us in the loop about the latest development in the domain. We are leveraged by our association with
efficient network of dealers and distributors for speedy delivery and swift logistics.

14
 Business Type Manufacturer, Exporter, Importer, Wholesaler/Distributor &
Supplier
Primary Competitive Advantages • Bulk Production
• On time deliveries of products
• Affordable prices
• Quality products
• Perfect packaging
Year of Establishment 2018
Production Type Automatic
Product Range • Humic Acid
• Potassium Humate
• Fluvic Acid
• Seaweed Extract
• Amino Acid
• Plant Growth Regulators
• Gibrax
• Domet
• Lihoguard
• Ethephon
Products For Export Only • Brussino Loid ST
• SNP (Sodium Nitro Phenolate)
• Folic Acid
Registered Address No. 35, Nirali Bazaar, Aurangabad- 431 001,
Maharashtra, India

Industry Manufacturing and Trading of Agrochemicals and

Acids

Annual Turnover 2007-08 Rs. 10 - 25 Crore Approx.

2008-09 Rs. 10 - 25 Crore Approx.
2009-10 Rs. 10 - 25 Crore Approx.

Why Hifield Organics Inc.?

Some of the main factors that have empowered us to attain an enviable reputation in the national as well as
overseas markets are:

• Quality assurance
• Competitive pricing
• Timely execution
• Immediate feedback
• Eco-friendly products
• Exclusivity and innovation
• Strong infrastructure facilities.

15
16
2.2 Mission and Vision

MISSION:

Consistently thrive to provide affordable agrochemicals

so that the end customer gets best value for money.

VISION:

To be the first choice of agriculture community

Company Also Applied social media marketing strategy for products promotion

INSTAGRAM FACEBOOK PAGE YOUTUDE CHANNEL

17
2.3 Facilities and Locations
companies in the organic agriculture sector typically have facilities that may include:

Organic Farms: These would be the primary sites for cultivation, adhering to organic farming practices,
including the use of non-GMO seeds, natural fertilizers, and pest management techniques.
Processing Facilities: If involved in processing, Hifield Organics might have facilities for cleaning,
packaging, and possibly processing organic produce or products while maintaining organic certification
standards.
Storage and Distribution Centres: To ensure freshness and quality, they may have specialized storage
facilities, possibly including cold storage, along with a logistics network for distributing products to
markets and retailers.
Research and Development (R&D) Labs: Companies focused on innovation might have R&D facilities to
develop new organic products, improve farming techniques, or conduct soil and crop testing.
Corporate Offices: These would house administrative, marketing, and sales teams, managing the business
operations and strategy.

Location:

18
2.4 Product and Services Offered

1. Humic Acid Powder 50%, 70%, 80%: Root Growth & Plant growth, Soil Conditioner.

2. Fulvic Acid 80%: Is a chemical compound that's formed when microorganisms in soil break
down plant material over long periods of time. (Effective shoot growth regulator)

3. Amino Acid 60% And 80%: Promote photosynthesis of plants

4. seaweed extract crop special: Improve soil properties and to enhance the productivity and
quality of agricultural crops.

19
5. Organic Fertilizers:-Organic materials are needed to improve the soil texture. They can hold
water longer. Also, these can boost the bacterial and fungal activity in the soil. They are superior
to synthetic fertilizers and make the soil more productive.

6. Bio Stimulants:- The Bio Stimulants are needed to improve the efficiency of the plant's
metabolism. Their utilization ensures soil fertility and contribute to the development of
complementary soil micro-organisms.

20
21
22
2.5 Corporate History and Achievement

Hifield Organics Inc, incepted in the year 1994, with brilliant array of Agrochemicals and Acids. Such as
Seaweed Extract Powder, Gibberellic Acid Powder, Folic Acid Powder, Fulvic Acid Powder, and Super
Potassium Humate Flakes, Humic Acid Shiny Balls, Humic & Amino Acid Uniform Balls and Potassium
Humate Powder. Today, after seventeen years Hifield Organics Inc. is considered pioneer in the field.
Hifield is leveraged by a highly qualified and experienced research team. The research work has resulted
stunning formulations that have given rise to greener fields and opulent fruit and vegetable yields. Under
the motivational guidance of mentor, Mr. DarakBhagatsing, who is a Director in Aurangabad, Maharashtra
(India) based organization Hifield have created a benchmark with their outstanding performance.

• Innovative Organic Products: Hifield Organics has developed a range of certified organic products
that enhance soil fertility and plant health, reducing the reliance on chemical inputs in agriculture.

• Farmer Support: Hifield Organics has played a key role in supporting farmers through training and
education on organic farming techniques, helping them transition from conventional to organic
practices.

• Global Reach: While based in India, Hifield Organics has expanded its reach to international
markets, showcasing the global demand for sustainable agricultural solutions.

• Awards and Recognition: The company has received multiple awards for its contributions to organic
agriculture and its innovative approach to farming sustainability

23
2.6 Market Competition Analysis

1. Industry Overview
• Market Growth: The organic agriculture market is experiencing rapid growth due to increasing
consumer demand for organic products and sustainable farming practices.
• Trends: Rising awareness of environmental issues and health concerns is driving more farmers to
adopt organic methods, creating a larger market for organic inputs like fertilizers and pesticides.

2. Key Competitors
• Multinational Corporations: Companies like BASF, Syngenta, and Bayer have strong positions in
the agricultural inputs market, including organic and bio-based products. Their extensive R&D
resources and global distribution networks pose significant competition.
• Local and Regional Players: In markets like India, where Hifield Organics is based, there are several
local competitors, such as Agrocel Industries, Netsurf Agro, and Jai Shree Ras Ayan Udyog Ltd.

3. Competitive Advantages of Hifield Organics Inc.

• Product Innovation: Hifield Organics is known for its innovative organic fertilizers and bio-
pesticides, which are designed to meet the needs of organic farmers effectively. This innovation
helps differentiate them from competitors who might rely more heavily on traditional chemical
products.
• Sustainability Focus: The company’s commitment to sustainability and eco-friendly practices is a
major selling point, especially in markets where consumers and regulatory bodies are increasingly
prioritizing environmental concerns.
• Local Expertise: Hifield’s deep understanding of the Indian agricultural landscape provides a
competitive edge over international firms that may not have as nuanced an understanding of local
farming conditions.

4. Challenges and Threats

• Price Sensitivity: Organic products often come at a premium, and in price-sensitive markets, this can
be a barrier to adoption, especially if competitors offer cheaper alternatives.
• Regulatory Changes: Changes in agricultural and environmental regulations can either benefit or
harm Hifield Organics, depending on how well the company adapts.
• Supply Chain Issues: Any disruptions in the supply chain, especially for organic raw materials,
could impact production and competitiveness.

24
5. Market Positioning
• Target Market: Hifield primarily targets organic farmers and environmentally conscious agricultural
producers. Their focus on quality and sustainability helps position them as a premium brand in the
organic farming sector.
• Distribution Network: Expanding their distribution network, both within India and internationally, is
crucial for maintaining and growing their market share. Competing effectively in global markets
will require robust logistics and partnerships.

6. Strategic Opportunities
• Expansion into New Markets: Hifield Organics can explore emerging markets where organic
farming is gaining traction, such as Southeast Asia, Africa, and Latin America.
• R&D Investment: Continued investment in research and development to create new, innovative
products can help the company stay ahead of competitors.
• Partnerships and Alliances: Forming strategic alliances with other companies, NGOs, and
government bodies can provide additional resources and market access.

Hifield Organics Inc. is well-positioned in the growing organic agriculture sector, but it faces stiff
competition from both large multinational corporations and specialized organic brands. Its focus on
innovation, sustainability, and local expertise provides significant competitive advantages, but the company
must continue to adapt to market changes and expand its reach to maintain and grow its market share.

25
2.7 Financial and Operational Performance

Balance Sheet of Hifield Organic Inc. Mar 24 Mar 23 Mar 22 Mar 21 Mar 20
(In Rs. Cr.)

12 mths 12 mths 12 mths 12 mths 12 mths

EQUITIES AND LIABILITIES

SHAREHOLDER'S FUNDS

Equity Share Capital 15.33 15.33 15.33 15.33 15.33

Total Share Capital 15.33 15.33 15.33 15.33 15.33

Reserves and Surplus 1,845.96 1,506.80 943.17 723.51 615.44

Total Reserves and Surplus 1,845.96 1,506.80 943.17 723.51 615.44

Total Shareholders’ Funds 1,861.29 1,522.13 958.50 738.84 630.77

NON-CURRENT LIABILITIES

Long Term Borrowings 0.00 0.00 25.08 56.74 91.46

Deferred Tax Liabilities [Net] 0.00 0.00 0.00 0.00 0.00

Other Long-Term Liabilities 2.47 0.82 0.87 4.35 7.56

Long Term Provisions 0.00 0.00 0.00 0.00 0.00

Total Non-Current Liabilities 2.47 0.82 25.95 61.10 99.02

CURRENT LIABILITIES

Short Term Borrowings 0.00 27.20 33.44 0.00 0.00

Trade Payables 131.97 170.72 151.45 108.44 84.27

Other Current Liabilities 28.37 35.83 28.18 43.01 45.04

Short Term Provisions 20.02 15.64 30.31 4.04 3.28

26
Total Current Liabilities 180.36 249.39 243.38 155.49 132.58

Total Capital and Liabilities 2,044.12 1,772.34 1,227.82 955.43 862.38

ASSETS

NON-CURRENT ASSETS

Tangible Assets 262.46 212.54 228.73 195.31 215.91

Intangible Assets 0.00 1.49 0.57 0.54 0.86

Capital Work-In-Progress 0.00 40.44 14.12 26.30 5.84

Other Assets 0.00 0.00 0.00 0.00 0.00

Fixed Assets 262.46 254.47 243.43 222.15 222.61

Non-Current Investments 0.00 53.07 43.11 43.67 44.17

Deferred Tax Assets [Net] 13.03 10.19 7.83 7.34 6.21

Long Term Loans and Advances 0.00 0.91 1.32 4.03 4.72

Other Non-Current Assets 205.47 81.94 64.70 64.68 64.64

Total Non-Current Assets 480.95 400.58 360.38 341.87 342.35

CURRENT ASSETS

Current Investments 0.00 0.00 0.00 0.00 0.00

Inventories 195.22 298.71 201.65 108.93 119.45

Trade Receivables 348.03 476.92 331.59 174.53 145.11

Cash And Cash Equivalents 961.01 497.35 215.80 261.18 205.63

Short Term Loans and Advances 0.65 1.08 0.00 0.00 0.00

OtherCurrentAssets 58.26 97.69 118.41 68.92 49.84

Total Current Assets 1,563.17 1,371.75 867.44 613.55 520.03

27
Total Assets 2,044.12 1,772.34 1,227.82 955.43 862.38

OTHER ADDITIONAL INFORMATION

CONTINGENT LIABILITIES,
COMMITMENTS

Contingent Liabilities 0.00 36.79 28.49 36.00 20.68

CIF VALUE OF IMPORTS

Raw Materials 0.00 0.00 0.00 0.00 0.00

Stores, Spares and Loose Tools 0.00 0.00 0.00 0.00 0.00

Trade/Other Goods 0.00 0.00 0.00 0.00 0.00

Capital Goods 0.00 0.00 0.00 0.00 0.00

28
2.8 SWOC Analysis of Hifield Organics Inc
Strengths

➢ Hifield Organics offers a wide range of organic fertilizers, bio-pesticides, and soil conditioners that
are highly regarded for their effectiveness and eco-friendliness.
➢ The company’s focus on sustainable agriculture practices aligns with global trends towards more
environmentally conscious farming, enhancing its brand reputation and appeal.
➢ Hifield has a deep understanding of the local agricultural landscape, including the specific needs of
Indian farmers.
➢ Hifield’s investment in research and development allows them to continuously innovate and
introduce new products that meet the evolving needs of organic farmers.

Weaknesses

➢ Organic products often come at a premium, which can be a disadvantage in price-sensitive markets
where farmers might opt for cheaper, non-organic alternatives.
➢ Hifield’s success is closely tied to the growth of the organic agriculture market. Any slowdown in
this sector could negatively impact the company’s performance.
➢ Compared to larger competitors, Hifield may have fewer resources in terms of production capacity,
marketing, and distribution, which could limit its ability to scale quickly.

Opportunities

➢ Forming strategic alliances with agricultural cooperatives, NGOs, and government agencies could
enhance market penetration and provide additional resources.
➢ Developing new products, such as organic seeds or environmentally friendly farm equipment, could
help diversify Hifield’s offerings and reduce dependency on a single product line.
➢ As consumer demand for organic and sustainably produced food continues to rise, Hifield has the
opportunity to capitalize on this trend by expanding its product offerings and entering new markets.

Challenges

➢ The market for organic agricultural products is highly competitive, with both large multinational
companies and specialized organic brands vying for market share.
➢ Changes in agricultural and environmental regulations could impact the availability and approval of
certain organic inputs, posing a challenge for product development and distribution.
➢ The supply chain for organic raw materials can be less predictable than conventional inputs, making
it more challenging to maintain consistent production and quality.
➢ Climate change poses a significant risk to agriculture, potentially affecting crop yields and the
demand for agricultural inputs. Environmental factors could also disrupt the supply of raw materials
needed for organic products.

29
 CHAPTER – 3
DEPARTMENTAL STUDY

30
3.1 Organizational Structure Overview

An overview of the organizational structure of Hifield Organics Inc organizational structure for a company
in the organic agriculture industry.

Hifield Organics Inc.’s organizational structure likely supports its focus on innovation, sustainability, and
market growth. Key departments such as R&D, Sales and Marketing, and Operations work together under
the leadership of the executive team to drive the company’s success in the organic agriculture industry. This
structure enables the company to maintain high product standards, meet customer needs, and expand its
market presence.

31
3.2 Departmental Activities Overview
Marketing and Sales Department Structure

1. Sales Director
• Responsibilities: Oversees the entire sales team, sets sales targets, develops sales
strategies, and ensures the team meets its objectives.

2. Marketing Manager
• Responsibilities: Develops and implements marketing strategies, oversees the
marketing team, manages the marketing budget, and ensures marketing efforts align
with company goals.

3. Sales Team
• Regional Sales Managers
o Responsibilities: Manage sales in specific geographic regions, supervise sales
representatives, and ensure regional targets are met.

• Sales Representatives
o Responsibilities: Directly engage with customers, promote products, generate
leads, and close sales.

4. Digital Marketing Specialist

• Responsibilities: Manages online marketing campaigns, social media presence, SEO,
and online advertising to drive traffic and sales.

5. Brand Manager
• Responsibilities: Develops and maintains the company's brand image, oversees
brand-related activities, and ensures consistency across all marketing materials.

6. Content Marketing Specialist

• Responsibilities: Creates and manages content for blogs, social media, and other
digital platforms to engage and educate customers.

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7. Market Research Analyst
• Responsibilities: Conducts market research, analyzes consumer behavior, and
provides insights to guide marketing strategies.

8. Product Marketing Manager

• Responsibilities: Develops marketing plans for specific products, coordinates
product launches, and works with other departments to ensure successful product
promotion.

9. Advertising Manager
• Responsibilities: Plans and executes advertising campaigns across various media
channels, monitors performance, and adjusts strategies as needed.

10. Public Relations (PR) Specialist

• Responsibilities: Manages the company’s public image, handles media relations, and
creates press releases and communication materials.

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3.3 Intern’s Roles and Responsibilities

ROLES:

• DAILY VISIT FURTILIZER COMPANIES

• COMMUNICATE WITH CLIENT ABOUT THE PRODUCT
• CONVANCING THEM TO PURCHES PRODUCT
• GENERATING NEW SALES
• TRAKING MAXIMUM TARGET
• CONNECTED WITH SEEDS STORES OR COMPANY
• CREATE REPORT

RESPONSIBILITY:

• CRAKE THE DEAL WITH CLIENT

• EXPLAINING FULL DETAIL ABOUT PRODUCT
• CONVANCING WITH HEALTHY MANNER
• GANARTE THE DEAL AND LEAD
• ACHIEVE HIGH TARGET

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 CHAPTER- 4
RESEACH WORK

36
 “A STUDY OF RETAILER AND WHOLESALER NETWORK
OF HIFIELD-AG CHEM IN AKOLA DISTRICT’’

4.1 Problem Identification

The study might reveal that Hifield-Ag Chem’s network does not adequately cover all areas of the Akola
district, leading to uneven product availability. There could be issues with delays in the supply chain,
resulting in retailers and wholesalers not receiving products on time, which can affect sales and customer
satisfaction. Retailers and wholesalers may be facing low profit margins due to high costs of procurement
or low sales volumes, which can reduce their incentive to promote Hifield-Ag Chem’s products. Retailers
and wholesalers may lack proper training and support from the company, making it difficult for them to
effectively market and sell the products. The study could identify high levels of competition in the Akola
district, with many alternative products available to retailers and wholesalers. This competition may lead to
reduced market share for Hifield-Ag Chem. Retailers and wholesalers might perceive Hifield-Ag Chem’s
products as less competitive compared to those of rival brands in terms of quality, price, or demand. There
may be communication gaps between Hifield-Ag Chem and its network of retailers and wholesalers,
leading to misunderstandings, missed opportunities, and ineffective promotions. Problems related to
inventory management, such as overstocking or frequent stockouts, could be identified, leading to financial
losses and customer dissatisfaction. The study might show that Hifield-Ag Chem’s products have limited
penetration in the Akola district, indicating that the current retailer and wholesaler network is not fully
effective in reaching potential customers. There could be issues with slow growth in market share or sales,
suggesting that the current distribution strategy is not aggressive enough. Retailers and wholesalers may be
facing challenges due to the lack of integration of technology in managing orders, inventory, and customer
relationships. Transportation and logistics challenges in the Akola district, such as poor infrastructure or
unreliable delivery sys

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4.2 Research Objective

➢ To evaluate how effectively the current network of retailers and wholesalers is distributing Hifield-
Ag Chem’s products
➢ To determine the geographic coverage and reach of Hifield-Ag Chem’s retailer and wholesaler
network within the Akola district, identifying any areas that are under-served.
➢ To explore the key challenges and barriers that retailers and wholesalers face in selling and
distributing Hifield-Ag Chem’s products, including issues related to supply chain, inventory
management, and customer demand.
➢ To assess the quality of the relationship between Hifield-Ag Chem and its network partners,
focusing on communication, support, and satisfaction levels.
➢ To analyze how competition from other agricultural chemical brands affects the performance of
Hifield-Ag Chem’s retailer and wholesaler network in the Akola district.
➢ To assess the market penetration of Hifield-Ag Chem’s products in the Akola district, evaluating the
market share and sales performance relative to competitors.
➢ To examine the use of technological tools by retailers and wholesalers in managing orders,
inventory, and customer relations, and to recommend improvements where necessary.

The research objectives of this study focus on understanding the strengths and weaknesses of Hifield-Ag
Chem’s retailer and wholesaler network in the Akola district, with the goal of identifying areas for
improvement and strategies to enhance market performance.

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4.3 Research Design

It is the frame work by which we can conduct study on any topic and can collect data and can analyze that.
In this study the information was collected by using:
➢ Exploratory Research design in the form of well-structured Questionnaire.
➢ Personal Interview method.

It is a type of research conducted because a problem hasnot been clearly defined. Exploratory research
helps determine the best research design, data collection method and selection of subjects. Exploratory
research often relies on secondary research such as reviewing available literature and/or data, or qualitative
approaches such as informal discussions with consumers, employees, management or competitors, and
more formal approaches through in-depth interviews, focus groups, projective methods, case studies or pilot
studies.

Data Collection Method / Sources: The primary Data was collected through personal interviews conducted
with the help of a structured questionnaire. The questionnaire was designed with closed ended question,
which was used to collect data from the distributors, Retailers and Customers in that particular area.

Primary data: Primary data is data that is collected by a researcher from first-hand sources, using methods
like surveys, interviews, or experiments. It is collected with the research project in mind, directly from
primary sources.

Sampling: the action or process of taking samples of something for analysis.

Sampling Method:

The method used for sampling is Convenient Sampling depending upon the inform action provided by the
company. Geographically the areas of research were different regions of Pune district consisting of rural as
well as urban areas.

Sampling unit
To study the given objectives and to satisfy it, the fertilizers manufacturers and traders of brand material of
Pune District were selected those who can take brand material from HiField-AG in bulk.

Sample Size (50) In this study 35 Retailers and 15 wholesalers, were taken into consideration.

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4.4 Literature Review

1. Bowersox, Closs, and Cooper (2013) in Supply Chain Logistics Management discuss the
importance of efficient distribution networks in ensuring product availability and market
penetration. They highlight that in the agricultural sector, where seasonality and geographic
distribution play crucial roles, optimizing retailer and wholesaler networks is critical for maintaining
competitive advantage.

2. Christopher (2016) in Logistics & Supply Chain Management emphasizes the need for agile and
responsive distribution networks, particularly in industries like agriculture where demand can be
unpredictable. He argues that strong relationships between manufacturers, wholesalers, and retailers
are essential for effective supply chain management.

3. Kotler and Keller (2012) in Marketing Management discuss the challenges faced by companies in
managing distribution networks, including issues related to inventory management, transportation
logistics, and the relationship between wholesalers and retailers. They note that these challenges are
amplified in sectors like agriculture where products are perishable and demand can be highly
variable.

4. Fernie and Sparks (2014) in Logistics and Retail Management examine the challenges specific to
retail distribution, including the balancing of cost efficiency with service quality. Their work
suggests that in rural or semi-urban areas, like parts of the Akola district, logistics challenges such
as poor infrastructure and fragmented markets can significantly impact distribution effectiveness.

5. Porter (1980) in Competitive Strategy: Techniques for Analysing Industries and Competitors
provides a framework for understanding how competition impacts distribution networks. He argues
that the intensity of competition in an industry can shape the strategies employed by companies in
managing their retailer and wholesaler relationships.

6. Day and Montgomery (1999) in their article Charting New Directions for Marketing discuss how
companies can leverage their distribution networks as a competitive advantage. They suggest that in
highly competitive markets, companies need to provide added value to their retailers and
wholesalers, such as better margins, marketing support, or exclusive products.

7. Anderson and Narus (1990) in A Model of Distributor Firm and Manufacturer Firm Working
Partnerships explore the dynamics of relationships between manufacturers and their distribution
partners. They emphasize the importance of trust, communication, and mutual benefits in
maintaining strong partnerships within distribution channels.

8. Morgan and Hunt (1994) in The Commitment-Trust Theory of Relationship Marketing argue that
commitment and trust are central to successful business relationships, including those between
manufacturers and their retailers and wholesalers. Their theory can be applied to understand how
Hifield-Ag Chem might improve its relationships with its distribution network in Akola.

40
9. Ansoff (1957) in Strategies for Diversification introduces the concept of market penetration as a key
growth strategy. He argues that expanding market share in existing markets requires companies to
strengthen their distribution networks and enhance product availability.

10. Kotler and Armstrong (2017) in Principles of Marketing discuss various strategies for market
penetration, including pricing strategies, promotional efforts, and distribution channel expansion.
They highlight that for companies in the agricultural sector, focusing on distribution efficiency is
crucial for increasing market share.

11. Gunasekaran and Ngai (2004) in their review article Information systems in supply chain
integration and management explore the role of technology in improving distribution networks.
They suggest that implementing technology-driven solutions, such as inventory management
systems and CRM tools, can significantly enhance the efficiency and effectiveness of retailer and
wholesaler networks.

12. Ayers (2001) in Handbook of Supply Chain Management discusses the impact of technological
advancements on supply chain and distribution management, emphasizing the importance of
integrating technology to streamline operations and improve communication across the distribution
network.

13. Singh and Shukla (2011) conducted a study on Distribution Channel Management in Indian
Agricultural Inputs which highlights the unique challenges and opportunities in managing
distribution channels in rural India. They focus on the importance of local knowledge and
relationships in optimizing distribution networks.

14. Patil and Deshmukh (2019) in their research on Wholesaler and Retailer Dynamics in
Maharashtra’s Agrochemical Market discuss the specific factors influencing the effectiveness of
distribution networks in Maharashtra, including the role of regional variations, local competition,
and infrastructure challenges.

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4.5 Data Analysis an interpretation

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4.6 Findings, Suggestions, and Conclusions

➢ In survey it was found that, most of the consumers in Akola district they didn’t know about Hifield-
AG company and their products.
➢ There are many small as well as big competitors in PGR’s, organic fertilizers, agrochemicals.
➢ There are less competitors in spray pumps as compare to PGR’s, organic and agrochemicals.
➢ The prices of our products are less than the other companies.
➢ The dealers are not satisfied about cash and carry policy.
➢ Many of the dealers wants product on credit basis.
➢ Some dealers want product with free cost of transportation.
➢ Retailers and wholesalers want samples for testing the quality of product.
➢ Customers, Retailers and Wholesalers said that our companies products packaging is better than
other companies’ products.

Suggestions:

1. There should be District Manager for Akola district that can handle and maintain distribution network of
Hifield organic to generate business in Akola district.
2. To penetrate the current market of Akola district, Hifield should understand the problem especially how
distributors should get more margin and plan to overcome competition.
3. As there are more manufacture and traders dealing with organic fertilizers so there is a huge scope for
Brands supply.
4. Company could offer free transportation for the manufacturers of Akola that could beat the prices offered
competitors.
5. Demand for Humic Acid is 72% so production should take according to order.
6. Production of Humic bullets for soil application should increase as it having more demand than humic
granules.
7. Almost every manufacturer having requirement of K-Humate; so its production should be increase.
8. There is need for promotional activities regarding amino acids.
9. Almost all the manufacturers in Akola prefer amino acid in powder form only, so there is no need to
make amino acid in liquid form except regular customer and mainly focus on Amino acids in powder form
for Akola district.
10. In Amino acids there was demand for GA only in raw form many manufacturers did not take these PGR
in raw form so company should provide them ready solutions of these PGR without label so they can sale
these solutions under their own brand in their targeted district.

50
Conclusion:

From the study it could be concluded that in Akola district Hi-Field Organics Inc. performance was
moderate. Hi-Field had a smaller number of distributors in Akola district. So, the company had good
opportunity to penetrate more in the area by improving their distribution channel and adopting best
promotional activities, because many trading companies from Gujrat supplying this material at very low
rate which is of low quality and imported from China. There is tough competition in this sector because
same imported material from China is traded by various traders and re-packers with different brand names
in market, so it is very difficult to build trust and brand loyalty among the people. Also company was facing
tough competition from SAR agro-chemicals, Greentech Bio-chem Akola, Benzer MultiTech India Pvt Ltd.
and other local companies in Akola district. Because they provide better margin to dealers than Hi-Field.
Though, Hi-Field stands out of competition because of quality of products, quality of packaging, solubility,
availability range of different types of forms of these raw materials. So, Hi-Field needs to focus on
strengthening distributors and retailer s network for effective marketing. Once they build ‟ trust among
farmers penetration in Akola will be so easy. There is need of demonstration, training programme and
awareness campaigning in Akola. There is need to offer some schemes to attract traders at initial stage like
tour, gifts, discount, free packets on more sales, gold coins, etc. To strengthen the distribution network one
marketing manager should be appointed for Akola district who can keep in touch with all the distributors
and manufacturers time to time. Existing customers provided very good feedback about quality and service
only they wanted from company to allow some credit to them. If Company could provide them credit of at
least 3 months they could join us again. Company should approach group of such farmers who are
promoting organic farming to increase sales. Company should target sugarcane factories in Akola district.
There are about 22 sugarcane factories present in Akola district. If Hi-Field could provide live demo on
their plot and convinced them with results huge order could be generated and strengthened the distribution
network in Akola.

4.7 Bibliography

Websites:
• http://www.google.com
• http://www.krishi.maharastra.gov.in
• www.business-standard.com/agriculture
• https://businessjargons.com/promotion-mix.html
• https://sites.google.com/site/frameworksmkt622/home/5-create-value
• https://www.shopify.com/encyclopedia/advertising
• https://www.knowthis.com/advertising/advantages-and-disadvantages-of-advertising/

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4.8 Appendices

1. Are you existing customer of Hifield-AG company? If no from, where do you purchase raw material?
 Yes
 No

2. What is your occupation?

 Fertilizer Manufacturer
 Re-packer
 Trader
 Dealer

3. Do you require humic acid for soil application?

 Yes
 No

4. In which form do you prefer humic acid for soil application?  Powder
 Bullets
 Granules

5. Do you require potassium humate for liquid formulations?

 Yes
 No

6.In which form do you prefer potassium humate for liquid formulations?
 Powder
 Crystal
 Flakes

7.Do you require seaweed (zyme base)?

 Yes
 No

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8.In which form do you prefer seaweed (zyme base)?
 Powder
 Flakes
 Gel
 Granules

9. Do you require Amino Acid?

 Yes
 No

10. In which form do you prefer Amino Acid?

 Powder
 Liquid

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 CHATER-5
LEARNING AND SKILLS ACQUIRED

54
5.1 Learning and Value Addition

Learning Objectives:

1. Understand the organic industry and market trends

2. Familiarize yourself with Hifield Organics Inc.'s products, services, and operations
3. Develop skills in organic farming practices, quality control, and supply chain management
4. Learn about sustainable agriculture practices and their implementation
5. Gain experience in teamwork, communication, and problem-solving.

Value Addition:

1. Conduct market research and analyze consumer trends to inform product development
2. Assist in implementing sustainable practices in farming, processing, and packaging
3. Develop and maintain databases for tracking inventory, sales, and customer feedback
4. Create educational materials (blog posts, social media content, etc.) to promote organic living
5. Assist in quality control and assurance processes to maintain high standards
6. Collaborate with the team to brainstorm innovative solutions for business growth
7. Develop a project to improve operational efficiency or reduce waste
8. Provide exceptional customer service and support

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5.2 Acquired Skills Overview
Skills to Develop:
1. Communication and teamwork
2. Problem-solving and critical thinking
3. Data analysis and interpretation
4. Time management and organization
5. Leadership and initiative
6. Adaptability and flexibility
7. Attention to detail and quality control
8. Customer service and relations

Personal Skills:
1. Self-motivation and discipline
2. Continuous learning and professional development
3. Networking and building relationships
4. Emotional intelligence and empathy
5. Resilience and adaptability in a fast-paced environment

5.3 Challenges and Limitation

Operational Challenges:
1. Limited resources (e.g., budget, personnel)
2. Time management and prioritization
3. Adapting to changing circumstances (e.g., weather, market fluctuations)
4. Maintaining quality control and assurance
5. Managing supply chain logistics
Industry-Specific Challenges:
1. Regulatory compliance (e.g., organic certification)
2. Competition in the organic market
3. Seasonal fluctuations in demand and supply
4. Managing pests and diseases in organic farming
5. Balancing sustainability with profitability

Limitations:
1. Limited access to sensitive company information
2. Restrictions on decision-making authority
3. Dependence on supervisor or mentor guidance
4. Time constraints and deadlines
5. Limited opportunities for creativity and innovation

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