A

Presentation
on

Competitors’ Customers Perception

About Escorts Hydraulic Cranes
Presented By:
Sheel Kumar
Mkt + IB
Roll No. 53

Suryadatta Institute of Management & Mass Communication

Pune
Company : Escorts Construction Equipment Ltd.
Establishment : 1970, Subsidiary of “Escorts Limited”
Annual Turnover : US $ 100 million

An ISO: 9001-2000 Company

Products:
Hydraulic Mobile Crane, Slew Crane
Crawler Crane, Tower Crane
Front end Loader, Forklifts
Articulated Boom Crane, Compactors
Truck Loaders, Aerial Work Platform

World’s largest Seller of “Hydraulic Mobile Cranes”

Hydraulic Cranes: Material handling machines which
are used to pick & place heavy material at
the desired place.

Traditional Hydraulic Crane New Generation Hydraulic Crane

Project Topic : Competitors’ Customers Perception
about Escorts Hydraulic Cranes

Problem : Why does the hiring segment of these

customers not prefer Escorts “Pick ‘n’
Carry cranes”

Hiring Segment’s Customers:

Who provide cranes on rent
 Geographical Area of Project

3 Districts of Haryana

1.Rohtak
2.Sonepat
3. Jhajjar
 Research Methodology:

Research Design : Descriptive Research

Sampling Plan : Cluster/ Area Sampling

Method for Primary Data
Collection

Data Collection
Instrument : Questionnaire
 Sample Questions:
1. Crane’s Detail
e.g.- Company, Capacity, Quantity
2. Reasons to Choose
e.g.- Price, After Sales Service, Performance etc.
3. Has he used Escorts Cranes

4. Why not Escorts Cranes.

5. How does he rate Escorts.

6. Future Plans to Buy a Crane.

etc.
 Findings
Responded Customers
8

3 Main factors:
7

6
1. Pricing
5

4
2. Breakdown
3

2 3. After Sales Service

1

0
Rohtak Bahadurgarh Jhajjar Sonepat
 % of Customers Response

Only Pricing 35% Pricing,Service, Breakdown 45% Only Service 5% Uncovered Customers 15%
 Recommendations

1. Special Rebates to Loyal Customers.

2. Tie ups with Banks to Provide Loans at Low Rates.
3. Customers Meet Regularly at their Work Place.
4. Communicate the new/modified features to the
customers.
5. Mobile Service Units for Quick After Sales Service.
6. Free Service Camps Regularly
7. Free Training to Operators of Loyal Customers.
 Conclusion

1. High Price for High Quality

2. Price Sensitive Segment Compromises with the

Quality and Prefer Competitors’ Cranes.

3. After Sales Service of Escorts is Good but not Quick.

 Any
Questions ?
Thank You