GTM STRATEGY FOR

SPIC
SDM ASSIGNMENT
TEAM MEMBERS
• ARUN KUMAR S
• BALAJI PARAMA GURU
• JYOTHEESWAR
Synopsis
• Abstract
• Company Overview
• Analysis
• Interpretation of Data
• Go-to-market strategy
• Learning and observation
Analysis
August 2020-August 2021

 From the data collected for the period 2020-2021 we can see that SPIC sold higher metric tons of UREA in Tamilnadu.

 The sales of SPIC during this period is 2,94,587 MT

 MFL And IPL were also performing well next to SPIC

Analysis of SPIC’S sales in 3 seasons
• KHARIF- JULY TO OCTOBER(Monsoon crops)

• RABI- OCTOBER TO FEBRAUARY (Winter crops)

• ZAID- MARCH TO JUNE (Summer Crops)
Kharif Season

• In Kharif season the sales done by IPL was slightly more

than SPIC so spic stand in 2nd position and IPL stand in
1st position

• The overall sales of IPL in Kharif season is 97.514MT

• The overall sales of SPIC in kharif season is 95307MT

SPIC sales performance in KHARIF season(district wise)

SPIC has better performance in Thanjavur, Thiruvarur, SPIC has poor performance in Thiruvallur,
Villupuram Coimbatore, Karur

• Thanjavur-11,013.71 MT • Thiruvallur-991.71 MT
• Thiruvarur-8624 MT • Coimbatore-634.50 MT
• Villupuram-6661.22 MT • Karur-466.16 MT
IPL sales performance in KHARIF Season(District wise)

IPL has performed well in Thanjavur, Thiruvarur, IPL has performed poor in Krishnagiri, Theni,Dharmapuri
Nagapattinam

Thanjavur-11,648 MT Krishnagiri-1002.15 MT
Thiruvarur-9016.29 MT Theni-567.86 MT
Nagapattinam-6984 MT Dharmapuri-349.65 MT
Comparative Analysis
• Spic has performed better in Thanjavur, Thiruvarur and Villupuram
• The Urea sales by SPIC in Thanjavur is 11,013.71 MT, Thiruvarur is 8624
MT, Villupuram is 3086.82 MT
• The Urea Sales done by the competitor IPL in Thanjavur is 11,648 MT,
Thiruvarur is 9016.29 MT, Villupuram is 6857.37 MT
• Spic has performed better in Dharmapuri Market and the sales is found
to be 3086.82 MT, where the sales by IPL in this area is just 349 MT.
• SPIC has covered only 643 MT sales in Coimbatore district while the
competitor IPL has covered 5250 MT sales
Zaid Season

• In Zaid season the sales done by SPIC is higher than it’s

Competitor MFL and IFFCO so SPIC stand in the position one
Followed by MFL and IFFCO in 2nd and 3rd podition respectively

• The overall sales of SPIC in Zaid season is 1,08,636.66 MT

• The overall sales of MPL in Zaid season is 1,05,111.72 MT

SPIC sales performance in ZAID Season(District Wise)

SPIC has better performance in Thanjavur, Thiruvarur, SPIC has a poor performance in Karur,
Tiruvannamalai Ranipet, Chengalpattu

Thanjavur-13,744.85 MT Karur-598.73 MT
Thiruvarur-10,015.34 MT Ranipet- 554 MT
Thiruvannamalai-8698.95 MT Chengalpattu-441 MT
MFL sales performance in ZAID season

MFL has a good performance in Villupuram, Tiruvallur, MFL has poor performance in Kanyakumari, Tenkasi,
Tiruvannamalai Tirupathur

Villupuram- 11,201.22 MT Kanyakumari-818.10 MT

Tiruvallur- 10,998.99 MT Tenkasi- 707.40 MT
Tiruvannamalai- 10,729.49 MT Tirupathur- 315.86 MT
Comparative Analysis
• SPIC has performed well in Thanjavur-13,744.855,Thiruvarur-
10,015.34, Thiruvanamali-8628 MT
• SPIC has failed to attract the Thiruvarur Market. We Could see that
SPIC has just covered 728 MT sales in this area while its competitor
MFL has covered 2428.65 MT
• SPIC has outperformed in Thanjavur Market by attaining 13,744.85
MT sales, while its competitor MFL have achieved only 5,197.14 MT