Magazine "union state". Vectors of prospective development of MTZ: innovative ideas and ways to implement them Problems of OAO Minsk Tractor Works

But the Tatar farmers preferred the St. Petersburg "Kirovtsy" to powerful Belarusian tractors.

As it became known to Realnoe Vremya, the “Minsk agreements” reached in May of this year by the government of Belarus and Tatarstan on the transformation of the Elabuga tractor complex MTZ-ElAZ into a Belarusian cluster of four agricultural machinery manufacturers in Russia stalled at the start. The main driver of the megaproject - the Minsk Tractor Plant - insists on providing it with a guaranteed order for the supply of equipment subsidized from the budget of the Republic of Tatarstan, while the Ministry of Agriculture of the Republic of Tatarstan is against lobbying for any brand under regional state support programs. If the Ministry of Agriculture of the Republic of Tatarstan has the last word, then MTZ-ElAZ can curtail the assembly in Yelabuga and move the cluster to another region.

Belarusian outpost in Yelabuga

The Belarusian authorities are ready to give the production site "TD MTZ-ElAZ", where Belarus tractors have been assembled since 2009, the status of a reference production and service center for the transfer to Russia of the assembly plants of the leading manufacturers of machine-building equipment of the Republic of Belarus. This idea is enshrined in a memorandum signed by Prime Minister of Belarus Andrei Kobyakov and President of Tatarstan Rustam Minnikhanov. The “Minsk agreements”, as they were dubbed in Tatarstan, were concluded during the meeting of the Council of Heads of Government of the CIS and the Eurasian Intergovernmental Council, which was held in May under the chairmanship of Russian Prime Minister Dmitry Medvedev in Kazan.

The mega-project on expanding industrial cooperation, proposed by the Belarusian authorities, successfully fit into the agenda of the integration cooperation of the Eurasian Economic Union, which unites Russia, Armenia, Belarus, Kazakhstan and Kyrgyzstan.

Konstantin Anisimov, General Director of Trade House MTZ-ElAZ, confirmed the information that the idea of ​​creating a cluster is being worked out at the level of the government of Belarus and will help strengthen the position of Belarusian enterprises in the Russian market, as well as create additional jobs in Tatarstan and pay taxes to the budget ( since 2003, contributions to the republican budget of the Republic of Tatarstan amounted to about 6 billion rubles). He could not name the exact parameters of the project, since the companies' business projects are currently being economic expertise and preparation for defense.

The "Minsk agreements", as they were dubbed in Tatarstan, were concluded during the meeting of the Council of Heads of Government of the CIS and the Eurasian Intergovernmental Council. Photo prav.tatarstan.ru

ElAZ drove away from tractors

Meanwhile, shortly before the signing of a political memorandum at the highest level in the Belarusian-Tatarstan JV "TD MTZ-ElAZ", which had been working for 14 years, a conflict suddenly broke out among the founders of the company, which led to their final "divorce". It is possible that this split left a negative imprint on the slow and protracted progress of the integration idea in Tatarstan, despite the approval from above. As it became known to Realnoe Vremya, in May of this year, the ElAZ production association withdrew from authorized capital JV "TD MTZ-ElAZ", in which he owned a 49% stake. Since then, the assembly plant has been fully owned by its Belarusian partner, the Minsk Tractor Plant, which has consolidated 100% of the company's shares, Konstantin Anisimov, general director of the joint venture, who was appointed this year to replace the former head Slesarenko, confirmed the information to Realnoe Vremya. According to the Spark-Interfax service, Trade House MTZ-ElAZ LLC was established with an authorized capital of 1.49 billion rubles. The main shareholder is JSC "Minsk Tractor Plant" - 51% of the shares. Since May of this year, 49% of the shares have been transferred to MTZ-ElAZ Trading House LLC.

Apparently, the personnel appointment was intended to improve the economics of assembly production. According to Spark, throughout 2013, 2015, 2016, production shows negative profit, that is, losses. Thus, revenue in 2016 amounted to 3.39 billion rubles, a loss - 152.5 million rubles.

Konstantin Anisimov is a native of the Belarusian Metallurgical Plant - the management company of the Belarusian Metallurgical Company holding. “ElAZ withdrew from the founders of the joint venture by decision of the meeting of founders in May this year,” he said. - We worked together for many years, but at one fine moment we decided that the programs (licensed assembly of tractors, - approx. ed.) are finished, they have exhausted themselves. AT further development MTZ-ElAZ will go alone, on its own, without the ElAZ software. In response to the question whether the company will be rebranded, the head of the Belarusian company made it clear that most likely not, since renaming the company would require significant financial resources to marketing a new manufacturer's name. According to Konstantin Anisimov, over 14 years of operation of the joint venture, more than 35 thousand pieces of equipment were sold, and the Russian treasury received 6 billion rubles in taxes.

After withdrawing from the authorized capital of the joint venture, PO "ElAZ" stopped the licensed assembly of Belarus tractors. As follows from the data on the company's website, today ElAZ is trying to jump from its usual agricultural segment into the class of road construction and special equipment, removing from their pages any mention of Belarusian tractors. Unpleasant turning point for the enterprise the management of the company preferred to leave without any comments. To Realnoe Vremya's request about the reasons for the "divorce" from MTZ, the general director of the ElAZ software company Kamil Galimov did not answer anything, entrusting the preparation of the answer to his deputy for property issues, but since then the editors have not received any information. Mobile phone assistant to the president for the aviation complex Ravil Zaripov, who is considered one of the founders of the joint venture, was unavailable. According to Spark-Interfax, PO Elabuga Automobile Plant is actually controlled by Ravil Zaripov. The main shareholder of the enterprise is Investpromkom LLC, it owns 37.99% of the shares. Since June 2016, Aigul Zaripova (apparently the daughter of Ravil Zaripov) has owned 100% of the shares of this company, and Ravil Zaripov himself directly owns 11.99% of the company's shares. The other shareholders are Cypriot Scelissel Trading Limited (25% of shares) and Bulak Investment LLC (25% of shares). In turn, this company is 50% owned by Tatindtrade LLC, co-owned by ex-deputy from the Republic of Tatarstan Khafiz Salikhov and his daughter Elmira, as well as Ramil Mavlyutov (each of them owns 4% of the company's shares).

ElAZ is trying to jump from its usual agricultural segment into the class of road construction and special equipment

I cry and don't cry

Recall that the partnership with MTZ turned out to be the longest-playing assembly production for ElAZ, which pulled it out of a difficult financial position at the beginning of the noughties. Under the terms of the agreement, the joint venture was endowed with the functions of the general distributor of equipment in the Volga and Ural federal districts, and ElAZ, under the license of MTZ, assembled wheeled tractors, but only two brands - MTZ-82 and Belarus-1221. After 7 years of joint activity, a black cat ran between them like a black cat. MTZ decided to launch its own assembly of tractors at its facilities, but of more modern models and with more powerful engines, creating internal competition for ElAZ. Which of them sold more tractors is not known for certain. But in response, the Yelabuga Automobile Plant began to gradually "leave" the assembly of special equipment. So, since 2011, he opened the assembly of excavators from the Turkish Cukurova. Every year, the “MTZ tractor program” at YelAZ slowly faded away, and its general director Kamil Galimov repeatedly stated that the Russian market was “overstocked”, although he did not cease to negotiate in parallel with the Russian concern Tractor Plants on establishing tractor assembly. With the exit from the capital of TD MTZ-ElAZ, the automobile plant finally abandoned the struggle for agricultural orders for the supply of tractors.

Unofficially, the reason for the "divorce" with ElAZ is the unwillingness of the Tatarstan partner to invest in the development of the assembly production of Belarusian tractors. “During the entire existence of Trade House MTZ-ElAZ, the ElAZ production association has not invested a penny, except for the authorized capital. Only one founder invested here - the Minsk Tractor Plant. Therefore, ElAZ took the money that he invested and left - that's the whole story. There was no capital here - they only had statutory fund, all. Nobody contributed any land. Everything was acquired by society through the implementation of activities. Therefore, there is a huge debt to the Minsk Tractor Plant. Everything that is created is created by working capital Minsk Tractor Plant, ”says the source of the publication in the management of Trade House MTZ-ElAZ. “ElAZ had one way out - either to leave or pay money. He decided to withdraw and not participate in subsidiary liability,” he concluded.

Unofficially, the reason for the “divorce” with YelAZ is the unwillingness of the Tatarstan partner to invest in the development of the assembly production of Belarusian tractors

Belarus stalled on the Tatarstan "tractor" program

It seems that the “divorce” with ElAZ still hit the business of Trade House MTZ-ElAZ. As it became known to Realnoe Vremya, with the launch in August this year of a special "tractor" program to subsidize the purchase of tractors with a capacity of over 300 hp. With. Belarusian "TD MTZ-ElAZ" could not conclude a single contract for the sale of its equipment to Tatarstan agricultural producers. Information about this was confirmed by the leadership of the Ministry of Agriculture of the Republic of Tatarstan and a subsidiary of MTZ. When asked about the reasons for the failure of sales, the head of the company answered with a counter question: “And I want to ask the Ministry of Agriculture and Food of the Republic of Tatarstan. I applied, but we are not included, - Konstantin Anisimov is surprised. - Why dont know. And this is a matter of dialogue. We recently showed the president of the Republic of Tatarstan a tractor with a Cummins Kama engine in the hope that it would work in Tatarstan.”

This year, the Ministry of Agriculture of Tatarstan for the first time launched a "tractor program" to upgrade the fleet of agricultural machinery with high-performance tractors with a capacity of 300 hp or more. With. and above, - the deputy minister told Realnoe Vremya Agriculture and food of the Republic of Tatarstan Talgat Tagirzyanov. - It provides for subsidizing 50% of the cost of equipment to an agricultural enterprise from the budget of the Republic of Tatarstan. According to the decision of the President of the Republic of Tatarstan, 600 million rubles were allocated to subsidize the purchase of energy-saturated tractors, which will increase labor productivity in the countryside. This is an urgent issue, since today only 65 thousand people, or 2% of the total population of the republic, are constantly working in the agriculture of Tatarstan. They need to produce products that would meet the needs of 3.5 million Tatarstan residents. These people cope with all types of agricultural work - they plow, sow and harvest crops, distribute fodder, and with manual labor we will not go far. Powerful tractors are needed for quick sowing and harvesting campaigns.

According to Tagirzyanov, this unprecedented measure of support for the villagers was an addition to the main republican program for the technological re-equipment of agricultural and processing enterprises. Under this program, all agricultural machinery and equipment, self-propelled machinery, trucks, equipment for livestock breeding and processing of agricultural products are subsidized. Required condition: the equipment must be manufactured in the Russian Federation, and the buyer must pay its full cost (then 40% without VAT is reimbursed from the budget of the Republic of Tatarstan). “This year, the total amount of subsidies for the reimbursement of equipment amounted to 1.7 billion rubles. If someone believes that the Ministry of Agriculture of the Republic of Tatarstan is allegedly lobbying for the promotion of certain brands of agricultural machinery, imposing certain purchases on them, I will answer that this is not so! There is no list of recommended manufacturers, there are no lists or registers. According to the republican program, purchased from any Russian manufacturers tractors. If we established a list, we would have to announce some criteria for choosing a manufacturer in order to comply with antitrust laws, - says the deputy minister. - According to the tractor program, exactly half of the cost is subsidized, i.e. 50% with VAT, while the tractor must be Russian, with a power of 300 hp or more. With. (Russian origin must be confirmed by the passport of the self-propelled vehicle of the Russian Federation). The choice is up to the consumer. This is how competition works: they buy the equipment that has the best price and quality. The mechanism for subsidizing purchases is fully determined by the Resolution of the Cabinet of Ministers 78 of February 10, 2017 “On measures of state support for the agro-industrial complex in 2017 at the expense of the budget of the Republic of Tajikistan”.

According to the deputy minister, farms annually purchase over 300 tractors of various brands, where the lion's share (50%) is made up of Minsk tractors MTZ-1221 and MTZ-82. “But now the farms have given preference to the K-744 tractors of the Kirovets St. Petersburg Tractor Plant (21 units), Buhler Versatile tractors (13 units) with a capacity of 375 hp. s, assembled by Rostselmash in Krasnodar (Rostselmash completely bought the Canadian tractor plant Buhler Versatile Inc), and several Claas tractors assembled in Krasnodar, New Holland, assembled at the Chelny plant, as well as Baltiets and Agromaster tractors were bought. To date, 48 tractors have been subsidized in the amount of 260 million rubles. The agricultural producer paid for 81 tractors, the delivery is underway, as documents are submitted, they will be subsidized. We emphasize that the program is not yet completed.

“This year, the Ministry of Agriculture of Tatarstan for the first time launched a “tractor program” to upgrade the agricultural machinery fleet with high-performance tractors with a capacity of 300 hp or more. With. and above,” says Talgat Tagirzyanov

Belarusian rate on Tatarstan subsidies

Given the recent experience, which seems to have noticeably cooled the ardor of Belarusian companies, the management of the MTZ subsidiary in Tatarstan believes that a production cluster can only be created under the guarantee of a return on investment. Meaning the receipt of firm orders for the purchase of subsidized equipment.

“What does it mean to create a cluster? This is to direct investment. But today in Russia there is no such legislative framework, which allows me to secure investments. The legislation of the Russian Federation is changing in the direction of tightening and supplementing technological redistribution. This leads to the fact that in order to receive subsidies and salvage fees, it is necessary to become a full-cycle plant for the production of tractor equipment, ”says a representative of Trade House MTZ-ElAZ.

According to him, there is a contradiction here. On the one hand, it is possible to purchase domestic components - engines, transmissions, but on the other hand, "if there is no clear volume, then how can I buy auto components?" “I can plan localization if there are clear and understandable volumes of equipment supplies,” he clarifies. - Then I can go to subcontractors and say: I want to buy 3,000 covers for the cab. How else can I order fuel equipment, filters, discs when I don’t know the volume of deliveries.” In a word, the Belarusian manufacturer is seeking guarantees from the Ministry of Agriculture of the Republic of Tatarstan for the sale of assembled equipment, otherwise it will be forced to curtail the assembly in Yelabuga.

“If the numbers show that the green light can be given to the business, it will be. But if the economy shows that for various reasons - waste collection, insufficient qualifications of workers in this territory, logistics - whatever, does not allow doing business, then it will not happen, no matter how much we want, ”said a source in the company. Meanwhile, in mid-October, MTZ General Director Fyodor Domotenko already announced that “the joint venture for the production of Belarus tractors in Tatarstan is planned to be merged with production in the Vologda Region into a single assembly plant,” however, he did not disclose their location. “Belarus and Russia are studying the possibility of organizing joint exports to third countries of Belarus tractors manufactured in Cherepovets, Vologda region,” BelTA reported from the Interregional Council for Cooperation with Foreign Participation in Vologda. However, in Tatarstan they are sure that “Old Man Lukashenka will not let them leave their assigned place.”

Louise Ignatieva, photo by Maxim Platonov

RUE "MTW" is one of the ten largest manufacturers of tractor equipment in the world. The company specializes in the production of wheeled tractors. RUE "MTZ" produces tractors with power from 50 to 355 hp. RUE “MTZ” occupies the 1st place among wheeled tractor manufacturers in the CIS countries, its share is 90%.

MAIN COMPETITORS RUE "MTW"

The main role in the global agricultural machinery industry is played by international transnational corporations: John Deere, CNH, AGCO, CLAAS. It is with these manufacturers that MTZ competes on the world market.

Along with the production of tractor equipment, companies offer agricultural machines for crop cultivation and harvesting: tillage machines, harvesters, balers, forage harvesters, telehandlers, etc. In addition, John Deere and CNH produce construction machines. John Deere also offers forestry machines. John Deere and CNH generate up to 25% of their revenue from the sale of non-agricultural equipment.

In addition, there are more than 20 manufacturers of medium and large tractors in China. The largest of them are Zhong guo yituojituan (produces more than 6 thousand tractors with a capacity of 70 to 185 hp, over 150 thousand tractors with a capacity of 17-65 hp, about 25 thousand caterpillar tractors per year), Futian zhonh gong gongsi (produces about 50 thousand tractors with a capacity of 25-125 hp, more than 150 thousand tractors with a capacity of up to 25 hp, also produces caterpillar tractors with a capacity of 15-180 hp).

CHARACTERISTICS OF RUE “MTW” SALES MARKETS IN 2012

RUE "MTW" is an export-oriented enterprise. The geography of deliveries of Belarus tractors is very wide. Since the establishment of the plant, it has more than 125 countries. In 2012, the company exported products to 62 countries. The growth rate of product exports amounted to 102.0%.

RUE "MTW" is pursuing a multi-vector marketing strategy.

The regional structure of product exports in 2012 is as follows:

To non-CIS countries - 24.6%;

To the CIS countries (without the Russian Federation) - 23.6%;

To the Russian Federation - 51.8%.

Over the past 3 years, there has been a negative trend in the development of markets. The global market for agricultural machinery was in a recession and stagnation. The exception is the rapidly developing markets of Southeast Asia and Latin America. These markets for the period 2013-2015 are the most promising for increasing sales of equipment of the brand "Belarus". In 2012, 5,101 units were exported to the countries of South Africa and the Middle East. tractors. In the countries of North and Latin America, 2,287 units were sold last year. technology.

RUE "MTW" strengthens the work on the development of the market of African countries. Along with an increase in the supply of tractors, it also consolidates its position in this market by organizing assembly plants. Currently, there are assembly plants in Algeria, two in Egypt, and two in Ethiopia. In 2013, it is planned to create assembly plants in the markets of South Africa and Nigeria. Thus, MTZ strives to bring its equipment closer to the end user, covering almost the entire territory of Africa. In 2012, RUE "MTW" exported 1,793 pcs. tractors in Africa.

The markets of the above countries are characterized by low requirements for tractor equipment, as well as the presence on the market a large number tractors of Chinese and Indian production.

European markets place high demands on the design and ergonomics of tractors. Customers are asking for improved tractor cab interior trim and soundproofing, air conditioning, remote drives, a reversible control station, and tractors with engines that meet TIER-3B environmental requirements. In 2012, 4,112 units were shipped to European countries. tractor technology.

The use of advanced technologies is especially relevant for the markets of the Russian Federation and other CIS countries, where there are all opportunities for the growth of this particular market segment. Therefore, the implementation of energy-saturated technology is one of the most important tasks for the near future in these regions. The Russian Federation has been and remains a capacious and promising market for RUE "MTW" products.

In 2012, the export of tractors to Russia amounted to 26,100 units. Over the past 2-3 years, the Minsk Tractor Plant has begun to actively promote tractors with a power of over 100 mm to the Russian market. 200 HP For this purpose, in 2012, 2 assembly plants for the production of Belarus-3522 tractors were created:

CJSC ShMZ "Kranspetsburmash" (Amur Region, Shimanovsk);

CJSC PMTO SHT "AgroTechSnab" (Saratov).

The issue of organizing the assembly production of energy-saturated tractors "Belarus" -3522 in other regions of the Russian Federation (Rostov region) is being considered. In 2012, 11,604 units were exported to the CIS countries. tractor technology.

MAIN FACTORS INFLUENCING MARKETS

Market of the Russian Federation and other CIS countries. The main sales markets for MTZ products traditionally remain Russia, Kazakhstan, Ukraine and other CIS countries. More than 75% of exports of products of RUE "MTW" account for the supply of products under contracts in Russian rubles. Since the statistical value in US dollars is used when calculating the “export growth rate” indicator, the ratio of the Russian ruble to the US dollar also has a significant impact on export volumes, along with the range, quantity and price of products. The change in the ratio of the exchange rates of the Russian ruble and the euro to the US dollar led to a decrease in the volume of exports over 10 months of 2012.

Russian Federation. On August 22, 2012, Russia joined the WTO. In this regard, agricultural producers expect a reduction in import rates. customs duties for tractors and, as a result, lower prices for agricultural machinery and expanding the supply of goods supplied from WTO member countries. Since the beginning of 2012 the volume of lending to Russian agricultural producers compared to the same period in 2011 fell by 20-25%, the growth of lending rates on loans issued for spring field work amounted to 2 percentage points, which also negatively affected the ability of agricultural producers to purchasing new technology. It should be noted that in 2012, the death of agricultural crops from drought was noted in 20 regions of Russia. The state of emergency was introduced in 20 regions.

Other CIS countries. In some markets of the CIS countries, negative trends are also observed, which led to a decrease in the growth rate of exports of RUE “MTW” products. Issue not resolved public funding purchases of tractors in Azerbaijan; there are no state support programs for the purchase of agricultural machinery, including power-packed tractors, in Ukraine; The Ukrainian market has not recovered from the negative impact on the agricultural machinery market associated with the grain price crisis at the end of 2011.

European countries. The recession in the EU countries led to a decrease in the volume of deliveries of RUE “MTW” equipment. It should be noted that Western manufacturers are also experiencing a decrease in sales of equipment in the EU. Besides:

the five-year program for subsidizing agricultural producers has expired (the start of the terms of the regular programs and the allocation of funds is expected in 2013-2014);

unfavorable weather during the year - severe frosts in winter and drought in summer severely affected the crop (winter crops had to be resown). As a result of the drought in Bulgaria, Serbia and Hungary, crop losses amounted to 60-80%;

changes in the economic situation in Serbia due to the change of government (benefits and loans were canceled for both individuals and legal entities);

oversaturation of the used equipment market;

depreciation of the euro against the US dollar in the Eurozone countries;

the debt crisis in Europe and the economically unfavorable situation in individual countries;

significant financial losses associated with the growth of tariffs for feed and energy in European countries;

business activity of consumers has decreased due to crisis expectations in the economy, buyers take a wait-and-see attitude in order to minimize financial losses.

FOREIGN ECONOMIC STRATEGY OF RUE "MTW"

Regional structure of exports of tractors and tractor sets "Belarus" in 2012-2015 presented in table 5.4.1

Table 5.4.1

	2012 estimate (BP)	Forecast 2013	Forecast 2014	Forecast 2015
Southeast Asia and the Middle East
Total non-CIS countries
CIS countries
Export of tractors
FOR REFERENCE
Total product exports	(rate 102.0%)	(rate 116.5%)	(rate 109.3%)	(rate 111.5%)

In 2013-2015 exports of RUE "MTW" products will tend to increase in all regions of the sale of MTZ products, both in value and in kind.

In 2013, RUE "MTW" plans to export products in the amount of 1,168,376 thousand US dollars. The growth rate will be 116.5%. By 2015, export deliveries will increase to 1,424,090 thousand US dollars.

In 2013-2015 the structure of export deliveries of tractors of RUE “MTZ” in value terms will change towards an increase in the share of non-CIS countries (from 24.6% in 2012 to 32.5% in 2015) with a simultaneous decrease in the share of Russia (from 51.8 % in 2012 to 46.8% in 2015) and CIS countries (from 23.6% in 2012 to 20.7% in 2015). The market of Southeast Asian countries and Latin America will be the most promising for increasing sales of Belarus equipment for the period 2013-2015.

Export of tractor equipment in 2013 is projected at the level of 1,107,190 thousand US dollars. By 2015, it will increase to 1,352,090 thousand US dollars. In physical terms, the export of tractors by RUE "MTW" in 2013 will amount to 55,650 units, which will exceed the level of 2012 by 9.1%. By 2015, it will increase to 70,000 units.

The main goals (see below), tasks and directions for promoting RUE "MTW" products to foreign markets for 2013-2015. determined in accordance with the National Export Development Program of the Republic of Belarus for 2011-2015. (Resolution of the Council of Ministers of the Republic of Belarus No. 656 dated May 23, 2011).

The main objective of the strategy for promoting RUE "MTW" products to foreign markets for 2013-2015. - consolidating positions in traditional markets and expanding the geography of the presence of RUE "MTW" equipment in promising foreign markets, including through the creation of assembly plants, the development of a commodity distribution network (TPN), after-sales service of equipment and ensuring the supply of spare parts.

The main goals of the marketing strategy of RUE "MTW" for 2013-2015:

ensuring the growth of export volumes of products of PA "MTW" to strategic commodity and geographical markets;

increase in efficiency foreign economic activity enterprises that are part of RUE "MTW".

In the process of implementing the foreign economic strategy, it is expected:

provision of predictive parameters of foreign economic activity: the volume of export of goods in 2015 will amount to 1,424.1 million US dollars or 111.5% of the level of 2014;

increasing the efficiency of foreign economic activity of RUE “MTW” enterprises through the development of new export goods, improving the quality and technical level of exported products, rationalizing imports, reducing unit production costs, and pursuing a balanced pricing policy;

improvement of information support of export;

diversification of the geographical structure of exports, development of new markets in non-CIS countries;

development and improvement of the efficiency of commodity distribution networks and export infrastructure of enterprises that are part of RUE “MTW”.

Directions of the strategy of foreign economic activity of enterprises that are part of RUE "MTW" in 2013-2015:

1. Improving the export infrastructure (development and rationalization of the commodity distribution network) and diversification of the geographical structure of exports.

While maintaining its position in traditional markets, primarily in Russia, the CIS and EU countries, RUE "MTW" intends to search for new sales markets in non-CIS countries, especially in regions characterized by a stable economic situation and prospects for increasing demand for agricultural machinery.

The strategic direction will be the development of the commodity distribution network of RUE “MTW”, which includes:

creation of own subjects of the commodity distribution network in the most promising (in terms of the implementation of RUE "MTW" equipment) countries;

search for local dealers to establish cooperation in the sale of RUE “MTW” equipment in new markets;

analysis of work and optimization of the composition of the existing dealer network of RUE "MTW" in the developed markets in order to create equal conditions for the work of RUE "MTW" dealers in the markets and increase the efficiency of their activities in the sale of the enterprise's equipment.

Promising regions for the export of products of RUE "MTW" enterprises are the Asia-Pacific region, Latin America, Africa. Due to their geographical remoteness, the strategic direction in these regions is to work in individual countries through local dealers and create their own TPN entities in the most promising countries.

The scheme of RUE “MTW” commodity distribution network for 2013 is presented in APPENDIX 4.

2. Organization of assembly plants of RUE "MTW" abroad.

The sale of RUE "MTW" equipment by supplying tractor sets to the assembly plants of the enterprise abroad is currently one of the main forms of promoting products with the brand name "Belarus" to foreign markets. And in 2013-2015. RUE "MTW" intends to continue developing the network of assembly plants with a simultaneous increase in the supply of tractor kits to already established assembly plants. In 2013-2015 it is planned to continue work on the organization of assembly plants in the Russian Federation, Kazakhstan, Tajikistan, Brazil, South Africa, Nigeria, Cambodia, Iraq, etc.

Operating and planned to be established enterprises for the assembly of tractors "Belarus" abroad for 2013 are presented in APPENDIX 6.

3. Mastering the production of new types of products.

The most important tasks of the scientific and technical policy of RUE "MTW" in the field of tractor construction in 2013 is the creation of reliable and economical machines equipped with engines of at least Tier 3a level with progressive energy-saving, including stepless power transmissions, capable of being aggregated with a wide range of x tools that ensure safety, comfortable working conditions, as well as competitiveness in the foreign market. Release planned since 2013 new products to promote the plant's products to foreign markets in the countries of the European Union tractors "Belarus" - 922.5/952.5/1021.5/1025.5/1220.5/1221.5/1523.5/2022.5/3522.5.

As part of the tasks of innovative development until 2015, RUE "MTW" is planned to participate in the following tasks of the SSTP "Mashinostroenie":

1) modernization of a family of high-energy tractors of class 2.0-3.0 with a capacity of 130, 150, 210 hp. by developing design documentation for the installation of environmentally friendly engines (stage IIIb), semi-automatic transmissions and electronic control systems.

Upon completion of R&D in 2013, it is planned to master the production of tractors Belarus-1221.5, Belarus-1523.5, Belarus-2022.5 with the installation of modern power units that meet modern environmental requirements, modern design and comfort of the upper structure and cab, improved performance and characteristics of semi-automatic transmissions with increased resource and reliability, microprocessor control systems for tractor units and assemblies, modern systems control and diagnostics of the state of units and systems, methods of protection of vibroacoustic effects on the operator.

2) development, manufacture and testing of a prototype of a promising general-purpose wheeled tractor with a power of 300-360 hp. with electromechanical transmission, in the future up to 500 hp

3) development and mastering the production of high-energy tractors with a capacity of 300-355 hp. traction class 5-6 with engines not lower than Tier 3B with progressive energy-saving power transmissions that ensure safety, comfortable working conditions and competitiveness in the world market. Upon completion of R&D in 2015, it is planned to master the production of these high-energy tractors with a capacity of 300-355 hp.

4) development and mastering of the production of a mobile cable skidder for harvesting wood from hard-to-reach places during clear-cutting and thinning.

5) development, manufacture and testing of a prototype of a promising general-purpose caterpillar tractor of traction class 5.0 with an electromechanical transmission.

6) development and mastering the production of a chipper driven by an autonomous engine with a power of 280-300 hp, with a capacity of at least 100 bulk m3 of chips per hour.

As part of the tasks of innovative development until 2015 in order to expand the new line of tractors in the range from 52 to 80 hp. the draft task of the SSTP "Mashinostroenie" is planned since 2013 "To modernize the family of small-sized tractors of class 0.9 with a capacity of 50-60 hp. by installing environmentally friendly engines (Tier IIIB), stepless full-flow hydrostatic transmissions and comfortable cabs in order to improve the technical, economic and operational qualities, improve the working conditions of the operator.”

In pursuance of the 2nd section of the Action Program of the Ministry of Industry for import substitution of RUE "MTW" in 2011-2013. is mastering the production of tractors for general purposes Belarus-2422, Belarus-2022.5 of traction class 4, general-purpose tractors Belarus-3522 of traction class 6.

Within the framework of the branch scientific and technical program "Import-substituting products" until 2014, a self-propelled machine "Belarus-300C" with a set of equipment for pruning trees is being developed.

4. Exhibition activity.

One of the important elements of export marketing and sales promotion of RUE "MTW" products is the expansion of participation of enterprises that are part of the association in international and foreign exhibitions, which ensures the creation and maintenance of the image of these enterprises, allows you to create demand for their products and ensure the search for potential partners . Using the accumulated professional and organizational experience of participating in international scientific and technical exhibitions and other events, new forms of presenting the exhibited products are necessary tools promotion of RUE "MTW" products to foreign markets.

In 2013 RUE "Minsk Tractor Plant" will carry out active advertising and information activities in the following areas:

participation in national and international exhibition events;

updating and production of various types of printed advertising and information products;

improvement and development of the Internet portal of RUE "MTW";

purchase of products with branded RUE "MTW"

5. Monitoring of world sales markets and close cooperation with foreign institutions of the Republic of Belarus abroad.

Marketing researches of the markets are an integral part of sales strategies carried out by enterprises and are implemented by the relevant departments. In this way, the sales situation in the past becomes clear and current market trends and problems are identified. The goal is to develop a marketing policy for the coming period. To organize in-depth research, as well as to regularly monitor sales markets, it is necessary to constantly receive up-to-date information about the situation on the market, the actions of competitors, new trends emerging in the markets, etc.

In this regard, RUE “MTW” works in close contact with Belarusian foreign missions in order to obtain operational information about the situation in the markets of interest, search for new reliable solvent partners in foreign trade operations, provide information support for exports, help in organizing national exhibitions of the Republic of Belarus, and also, in if necessary, assistance in organizing meetings in the state bodies of the host country.

6. Increasing the price competitiveness of products.

The pricing policy of RUE "MTW" is based on the strategy of affordability for consumers of the supplied products while covering the costs of production and sale of products and ensuring the required level of profitability. At the same time, it is obligatory to compare the prices for the supplied products with the level of prices for similar products on the world market.

In modern conditions price competition requires minimizing the cost of manufacturing, handling and operation of products.

For savings material costs RUE "MTW" plans to continue implementation in 2013-2015. the following events:

improvement of applied equipment and production technology;

introduction of a new progressive technology, mechanization and automation of production processes;

improving the use and application of new types of raw materials and materials;

improvement of labor organization;

improved logistics and utilization material resources;

reduction of transport costs,

implementation of the Energy Saving program.

Fulfilling the Directive of the President of the Republic of Belarus dated June 14, 2007 No. 3 “Economy and frugality are the main factors economic security of the State” economic and commercial services of the enterprise conduct purposeful and effective work for forecasting the costs of production and circulation, reducing the cost and material intensity.

Increasing the production of energy-saturated tractor equipment, expanding its sales markets is impossible without organizing a high-quality service for the products sold. With this in mind, RUE “MTW” is working purposefully to develop the already existing maintenance network and create new service centers both in the Republic of Belarus and abroad.

PA "MTW" is constantly working to improve the quality of its products and achieve success in increasing the prestige and attractiveness of tractors with the brand name "Belarus". The main documents that determine the areas of work to improve the quality of products are the “Complex of measures to improve the competitiveness, technical level, reliability, quality and service of MTZ products”, R&D plans for the creation of new models of tractors, the program “Autotractor combine building”, targeted programs to improve the quality and reliability of MTZ equipment and other directive documents.

According to the results of the assessment of the technical level of the developed tractors, their main indicators correspond or exceed those of foreign analogues. The assessment of the technical level of tractors "Belarus" (according to the maps of the technical level) is presented in Table 6.1.

Table 6.1

Understanding the importance of the task of providing agriculture with high-quality competitive tractors, RUE “MTW” strives to improve their quality by improving the design of tractors, using better components, introducing new technologies and equipment that allow producing high-quality products.

The main consumers of the association's products are agricultural enterprises in Russia, Ukraine, Belarus and other CIS countries. Tractors of the brand "Belarus" today, like 65 years ago, work in the fields of Europe, Southeast Asia, the Middle East, Africa, Central and Latin America.

The enterprise has created a powerful commodity distribution network that ensures the sale of MTZ products, its warranty and post-warranty service, advertising activities, marketing research, training of specialists and performing other functions of the plant's representative on the market. The two-level commodity distribution network consists of organizations under full or parity management of RUE "MTW" and official representatives (dealers and technical centers). Today, 18 own entities of the MTZ commodity distribution network represent the interests of the association abroad. In addition, RUE "MTW" is actively using such an option for the development of a commodity distribution network (TPN) as the creation of assembly plants.

The innovative plan of the enterprise provides for the implementation of an export-oriented sales strategy. The main objectives of the innovation policy in the field of product marketing are avoiding intermediaries, creating our own distribution network, establishing and maintaining a balance between internal and external sales.

Currently, more than 80% of the manufactured products are exported and delivered to more than 60 countries.

In recent years, MTZ has been acting as an independent exporter. The company's products are sold through a well-established sales network, which consists of:

joint-stock companies under full or parity management of PO MTZ;

foreign agent firms that are engaged in the sale and maintenance of MTZ products in accordance with agency agreements;

agents and permanent partners for work with spare parts;

service centers for warranty maintenance of tractors.

7. Improving the mechanism of product distribution, sales and service.

In order to improve the skills of specialists representing the interests of the enterprise abroad, it is planned to continue work on the preparation management personnel and selection of candidates for the reserve of workers for work abroad from among the specialists of the enterprise.

With the employees enrolled in the reserve for work abroad, in accordance with the STP RUE "MTW" "Work with a reserve of managerial personnel at the enterprise" and the STP RUE "MTW" "Commodity distribution network of the Minsk Tractor Plant", training is carried out in order to improve knowledge of the economy, product range, managerial skills and abilities.

One of the main aspects of promoting products to foreign markets is the improvement of the system of maintenance and repair of MTZ products in foreign countries.

Currently, the warranty and post-warranty service of the sold Belarus equipment abroad is carried out by the subjects of the commodity distribution network of the enterprise.

The main directions for improving the service system in 2013-2015. are:

improving the interaction between the enterprise and suppliers of components (including foreign ones) for more prompt delivery of spare parts for the restoration of warranty equipment;

increasing the efficiency of the departure of representatives of the manufacturer together with representatives of enterprises - suppliers for the restoration of warranty equipment;

organization of training technical specialists, including those who speak foreign languages, to ensure high-quality service of Belarus tractors sold abroad;

systematic and advanced delivery of equipment, training of specialists of TPS MTZ subjects abroad in terms of operation, qualified maintenance and repair of MTZ equipment both on the basis of the RUE “MTW” Training Center and on site visits.

Among the main tasks of 2013 is the development of new and improvement of existing models and modifications, and their production, and other activities that will allow the company to work and develop steadily, as well as adequately represent the Belarus tractor in the world markets.

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Cycle Commission of General Economic Disciplines

Minsk State Engineering College

Industrial technological practice

RUE "Minsk Tractor Plant"

Completed by Krutko I.N.

Head of practice from the enterprise

Zakharenko Yu.R.

Head of practice from an educational institution

Rusetskaya N.V.

Introduction

The Minsk Tractor Plant traces its history back to May 26, 1946, when a decision was made to build it. Therefore, 1946 is considered the year of laying the first brick in the construction of MTZ. The plant was built on the basis of the former aircraft plant No. 453, the construction of which began in 1940. However, most of the premises of the aircraft factory burned down or were destroyed by the war. Production was mastered in stages during the construction of the plant.

In 1948-58. The plant mastered the production of D-35 starting engines, KT-35 caterpillar tractors, KT-12, TDT-40, TDT-60 skidders.

By the end of the 50s, MTZ formed a team of designers and began its own development. A universal tractor on pneumatic mines MTZ-2 "Belarus" is being created, which determined the further specialization of the enterprise. The production of these tractors began in 1953. In 1957-1960, more than ten models of wheeled tractors were created and put into production, including MTZ-5, MTZ-5K, MTZ-5L, MTZ-7 and its modifications.

In 1958, the Minsk Tractor Plant produced the 100,000th tractor.

A major step forward was the development of the design and delivery to production in 1961 of the universal wheeled tractor MTZ-50 with a 55hp engine. On its basis, with a high degree of unification, a whole family of machines for various purposes is being created, primarily the MTZ-52 off-road tractor. With the launch of the MTZ-50/52 tractors, intensive development of exports began, both in terms of volume and geography of supplies. By 1975, exports reached over 18,000 tractors a year.

In November 1972, the millionth tractor rolled off the assembly line.

In 1974, the serial production of a more powerful and productive MTZ-80 tractor began. This is the most massive tractor model in the world.

In 1975, the production association "Minsk Tractor Plant" was organized, which, in addition to the main enterprise, included: a plant for special tools and technological equipment, the Vitebsk plant for tractor spare parts, the Bobruisk plant for tractor parts and assemblies, and the Head Specialized Design Bureau for universal row crops. tractors.

In 1986, the Smorgon Aggregate Plant was built and introduced into the association.

May 1984, the 2 millionth Belarus tractor rolled off the main assembly line.

Continuing work on improving the design of tractors "Belarus", in 1984 the plant put into production a 100-horsepower MTZ-102 tractor.

In 1985, the first samples of the MTZ 142 tractor with a capacity of 150 hp were manufactured.

In order to ensure the mechanization of work in the industrial economy, the plant, since 1978, began to create a family of mini-equipment. Motoblocks with a capacity of 5, 6, 8, 12 hp were developed and put into production. [MTZ-05, MTZ-06, MTZ-08BS, MTZ-12], 4-wheel mini-tractors MTZ-082 with a capacity of 12hp. The design has been developed and the production of several modifications of the MTZ-220 and MTZ-320 small tractors with a capacity of 22 and 32 hp, respectively, has been organized.

In 1994, the plant mastered the production of the Belarus-1221 tractor with a capacity of 130 hp, which has high efficiency and productivity.

For the first time at MTZ, in 1996, on the basis of a new generation wheeled tractor, the Belarus-1802 caterpillar tractor with a rubber caterpillar was created to work on ordinary and waterlogged soils.

In 2000, a general-purpose tractor with a capacity of 200 hp was developed. "Belarus-2022", in 2001 the tractor "Belarus-2522" with a power of 250 hp. class 5 tf., then "Belarus-2822" with a power of 280 hp.

On the basis of the manufactured tractors "Belarus" and using their components and assemblies, the plant organized the production of machines special purpose: utilities, logging. For mines, loading and unloading, etc.

In 1995, the three millionth tractor and the 500,000th export tractor were assembled on the main assembly line of the plant. For a great contribution to the development of production and international cooperation PO "MTW" was awarded the world award "Golden Mercury".

If in 1992 the association produced only four models of tractors, today customers are already offered 62 models of different types of machines, in more than a hundred assembly options for all climatic and operating conditions, at the request of consumers, taking into account their desires and financial opportunities.

With the start of the production of Belarus tractors, the plant's activities developed in two directions: improvement and modernization of manufactured tractors and the creation of new models with a higher technical level.

Currently, PA "MTZ" is the largest enterprise for the production of wheeled tractors. The share of PA "MTW" accounts for up to 7-8% of the world export market of tractors in its class. It is one of the seven largest tractor exporters.

Over the 55 years of its existence, MTZ has manufactured 3 million 170 thousand tractors and exported a total of about 550 thousand units to 109 countries of the world. Every 12th tractor on the world market is Belarusian. Minsk tractors hold strong positions in the markets of the USA, Canada, France, Germany, Great Britain, being considered reliable, durable and inexpensive machines.

1. Familiarization with the enterprise

Minsk Tractor Plant is state enterprise. The enterprise is part of the production association "Minsk Tractor Plant" and operates on the principles of full cost accounting. The enterprise is under the jurisdiction of the Ministry of Industry of the Republic of Belarus. The enterprise is guided in its activities by the legislation of the Republic of Belarus and the Charter.

Minsk Tractor Works develops and exports wheeled tractors and spare parts for them, organizes their production abroad on a license basis, provides services for setting up and servicing the supplied tractors, and provides training in the operation and maintenance of the manufactured equipment. The main products of RUE "MTW" are tractors, as well as spare parts for them, other agricultural, forestry and land harvesting equipment, consumer goods. MTZ is the first tractor manufacturer in the world and so far the only one in the CIS that has passed full certification in the UK, which confirmed the compliance of its new models with all EU standards, won a number of international tenders for the supply of tractors.

The composition of the PO "MTW" includes plants:

UE "MTW", RUE "Bobruisk Plant of Tractor Parts and Assemblies", RUE "Vitebsk Plant of Tractor Spare Parts", UE "MZ SIITO", RUE "Smorgon Aggregate Plant", institution "Institute of Mechanical Engineering".

Subsidiaries:

Unitary republican subsidiary trade and manufacturing enterprise "MTZ Smorgontraktorservis", RDUP "MTZPEDSERVIS", RDUP "MTZTORGSERVIS", DRUP "MTZSPORTSERVIS", UE "KULTSERVICE" MTZ, OAO "Stroytransinvest".

The block diagram of the management of RUE "Minsk Tractor Plant" is given in the Appendix.

Planning, production and sales of products

The planning and economic department is an independent structural subdivision of the association, directly reporting to the deputy chief director for economics. The department is managed by the head, who is appointed and dismissed from his post by order. CEO on the proposal of the Deputy General Director for Economics. PEOs are administratively subordinate economic services structural subdivisions of the association and a functional and economic laboratory.

PEO tasks:

ensuring systemic integrated approach in planning, organizing and coordinating the development of long-term, annual, current plans, identifying reserves of production plans and their use, creating economic conditions for improving product quality and production efficiency in order to increase labor productivity, reduce the cost of products and increase profits;

organization of technical and economic planning of production and economic activities of the plant and its structural divisions on the basis of qualitative factors of production growth;

organization and development of effective forms of economic work, economic mechanisms to identify and use intra-factory production reserves.

Functions of an economist:

Ensuring planned costing.

Organization of systematic monitoring of the implementation of planned targets, statistical accounting on the main technical and economic indicators of the work of the association.

Organization of systematic control over observance of planned discipline.

Compilation and submission within the established deadlines of reliable statistical reporting for production and labor.

Ensuring control over compliance in structural divisions with regulatory documents on the organization of cost accounting.

Participation in the implementation of the standard method of accounting for production costs in the association and structural divisions of the plant.

Ensuring control over the price level of purchased inventory items, in accordance with the concluded agreements.

Ensuring control over the correct application of established prices and standards.

Organization of coordination of competitive prices (tariffs) for products and services of supplier plants.

Performing Level Analysis current prices and their impact on the economy of the association.

Participation in the development of a business plan, amalgamation strategy.

Drawing up an explanatory note to the annual report.

Participation in the development of a system of indicators for assessing the performance of the structural divisions of the plant.

Participation in the development of economic programs for the development of the association for the short-term and long term.

Organization of timely consideration and approval of draft contracts and agreements with the plant's trading partners.

MTZ develops annual, quarterly and monthly plans. On a monthly basis, the PEO conducts an analysis of the fulfillment of planned targets for production, labor and cost.

The planning is based on calculations for production, for costs, information about the price situation on the market, for profitability. certain types products.

One of constituent parts production planning are in-plant planning. The function of intra-factory planning is carried out by the bureau of intra-factory planning and self-supporting PEO. Structural subdivisions are provided with a consolidated plan for the main technical and economic indicators for the current year, broken down by quarters. Quarterly plans are refined and communicated to subdivisions broken down by months.

The functions of current planning for PO "MTW" and MTZ are carried out by the bureau of integrated planning of the IEE. Plans are developed for the current year with a breakdown by quarters, quarterly plans, in turn, are developed by months.

Plans for the production of products are developed in accordance with the indicators of the Ministry of Industry of the Republic of Belarus on the growth of production volumes marketable products and consumer goods. Production plans are developed by type of product: tractors, machinery, spare parts, cooperatives, consumer goods, tools and technical equipment, equipment, general machinery, new products, other products.

Labor plans are developed according to the indicators of the Ministry of Industry of the Republic of Belarus on the growth of labor productivity and reflect the following indicators: number of employees, production volume, output, payroll, average wages.

The plan for the cost of commercial products is developed according to the MTZ, the Code of production costs is developed in the context of elements and cost items of costs, normative cost estimates for a unit of product are compiled.

A consolidated financial and economic plan for the current period is being developed for PA "MTW", including for branches, which reflects the following indicators: production volume, number of personnel - total (including the number of industrial and production personnel), labor productivity, payroll fund, average monthly salary, cost of marketable products, costs per 1 rub. marketable products (with and without taxes), profit from the sale of products, profit from other operations, rent collection, balance sheet profit,

The production capacity of a machine-building enterprise is understood as the maximum possible annual output in the nomenclature and assortment: for the reporting period corresponding to the actual output, for the planned one - established by the plan with full use production equipment and squares.

Currently, MT3 has the capacity to produce 50.0 thousand tractors per year, including 5 thousand new models, including tractors of the 900/1000/1200/1500 series. The structure of capacities will change in the direction of increasing the share of new models and reducing the capacity for the production of Belarus 80/82 tractor models.

The use of production facilities and equipment at the enterprise is characterized by the power utilization factor. As of October 1, 2002, it amounted to 43.9% for PO MTZ.

The development of capacities is aimed at the production of tractors of new models: "Belarus" 922/923/1022/1122/1222, energy-saturated tractors of the 1500 series with a capacity of 150 hp - up to 5 thousand units. in year.; 2000 series 200 hp - up to 2.5 thousand pieces. in year; as well as the 3000 series with a capacity of 250-300 hp. -- up to 1000 pcs. in year. In addition, it is planned to increase the production of caterpillar tractors to 100 units.

The costs of creating (re-profiling) capacities to increase the output of tractors and machines up to 50,000 units per year are defined as the costs of creating capacities for the production of original and modernized assemblies as required.

Machining productionlocated in 6 workshops of tractor production and mechanical assembly production.

More than 73.7% of the metal-cutting equipment in the workshops operates on an automatic semi-automatic cycle, most of the equipment is included in automatic, flow and flow-mechanized lines.

The production process for the manufacture of wheeled tractors at MTZ has the character of mass production. Mass and large-scale production of parts and assemblies is maximally concentrated in the main workshops (in-line and in-line mechanized lines, consisting of automatic lines, special and modular machines, mechanized interoperational transport, chip collection and removal systems) centers. They have organized and continue to form small series sections for the manufacture of parts and assemblies for new models of tractors, which are equipped with modern advanced CNC metalworking equipment and machining centers.

PA "MTW" continues to upgrade its production facilities and reorient them to flexible ones.

Cold forging production is located in 2 divisions of the plant: the press shop and the booth shop. In the press shop, parts of tractors and tractor cabs are stamped. Cabin workshop (press department) specializes in stamping parts for serial, unified and new spherical cabs for tractors of all models.

In order to increase the production of cabins and cold-formed parts for new tractor models, in the modular building of the press shop, work is underway to create a flexible production facility equipped with modern equipment, including a laser technological complex, CNC bending presses, etc.

Welding production

In the production of tractors, alternative products, consumer goods, welding is one of the main technical limits that largely determine the quality, competitiveness, reliability and durability of products. The labor intensity of assembly and welding works is 10% of the total labor intensity of mechanical assembly production in the manufacture of tractors.

In the main production, semi-automatic, automatic and robotic welding in a carbon dioxide environment is used: resistance welding on stationary, suspended and multi-point machines, contact seam welding, friction welding, argon-arc welding with a non-consumable electrode, electron beam welding. There are also three units in operation with program management mechanized plasma cutting. About 90% of workplaces are equipped with universal welding equipment, which makes it possible to more quickly switch to the manufacture of new welded assemblies.

Reconstruction continues without stopping the production of the cabin frame painting line in the cabin workshop (replacement of anophoretic priming with cathophoretic priming).

Production protective coatings.

Painting work at PA "MTW" is carried out on 19 painting lines (flow-mechanized or complex-automated). The painted surface in terms of 1 layer is about 6 million square meters. meters. The level of mechanization of surface preparation before painting is 90%, the level of mechanization of painting is 79%, the proportion of progressive processes is 75.9%, which corresponds to the first category, and the flow rate is 0.9, which corresponds to the highest category. Painting lines are located in all main workshops of the plant.

The preparation of production for the creation of facilities for the production of cabins 2522-6700010 provides for the reconstruction of the automated painting line of cabin frames for the expanded dimensions of the cabin frame and the new priming process "Cataphoresis".

The painting line No. 3 of the press building is being reconstructed, where painting is provided by the electrostatic method.

The company allocates additional funds for the reduction of harmful emissions and wastewater treatment. Cleaning system put into operation Wastewater in the plating department of MC-4, work is underway on the biological treatment of emissions from the spray booth in the PTs. The use of powder and water-soluble paint materials is expanding.

The internal conservation of the tractor engine is being carried out, external conservation has been mastered at the request of the customer.

Production electroplating is carried out on 5 automatic lines and 12 flow-mechanized lines.

All assembly sections of large components and assemblies are located at the end of the machining production lines perpendicular to them, and the finished parts are directly fed to the assembly lines. All conveyors are floor type vertically closed.

The assembly production of PO "MTW" is technologically built on the principle of nodal general assembly and is concentrated in 7 main workshops. Nodal assembly is not allocated to independent production and in this regard, machining shops, in addition to machining parts, assemble, test and paint assemblies.

Production facilities ensure the implementation of the production program.

The products of PA "MTW" are represented by models of different types of machines, in more than a hundred assembly options for all climatic and operating conditions.

PO "MTW" manufactures:

universal row-crop tractors capable of performing the entire range of agricultural and transport work;

high power general purpose tractors;

small-sized tractors to ensure the mechanization of work in individual farms;

a wide range of special-purpose machines for harvesting and caring for forests, loaders, machines for public utilities, for work in mines, etc.;

cast iron, steel, precision steel casting, forgings;

tool;

specialized machines and non-standardized equipment;

spare parts;

The range of Belarus tractors manufactured by MTZ is represented by three families:

small tractors in the power range of about 35 hp;

universal row-crop tractors of series 500, 800, 900, 1000; 1200 with power from 50 to 130 hp;

general purpose tractors with power from 155, 200, 265 hp

Tractors "Belarus" are aggregated with more than 550 machines and tools for various purposes and from various manufacturers. Three types of cabins are provided: small-sized, low-profile and full-profile with the possibility of installing a reversible control post.

The company produces a number of special machinesfor municipal and forestry, loading and mine machines. Special-purpose machines are distinguished by ease of maintenance, low price, and acceptable performance. They are in demand both in the market of the Republic of Belarus, the markets of the CIS countries, and in the European market.

The complex of forest machines is formed taking into account modern requirements production, economic and environmental nature, emerging in the forestry and logging industries. Experimental design work on forest machines is carried out in the direction of testing and fine-tuning the wheel structures of forest skidding, loading and transport and loading and unloading machines and the creation of new forest machines with improved consumer properties.

The transport mine vehicle MT-353, developed on the basis of the units of the MTZ-82 tractor, was mass-produced in the period 1994-1996. On the basis of MT-353, prototypes of a family of mining machines for auxiliary purposes were developed and manufactured: medical care, fire, watering and oil filling. The MT-353M2 mining machine, which has now been tested in real operation in the underground mines of Belaruskali, is competitive in comparison with foreign-made analogous machines. Experimental design work on mine machines is carried out in the direction of developing the design of the MT-353M2 mine machine and creating on its basis a cargo-person, watering mine machine.

Creation on the basis of aggregation of tractors "Belarus" with various technological equipment of construction, road, municipal and other special machines is due to the steady demand for these machines not only in the Republic of Belarus, but also in other CIS republics and foreign countries.

Experimental design work on equipping tractors "Belarus" with loaders is carried out in the direction of creating a family of loaders of different carrying capacity.

Some models of tractors and machines are given in Appendix 2.

Appendix 3 contains a passport and a service book for some tractor models.

The role of the latest achievements of science, scientific and technological progress in their decision is very large. The most acute and most important problem of management is how to speed up the introduction of progressive developments into production. In the conditions of fierce competition in the sales markets, the rejection of them means the rejection of the prospect. And this means that without high technologies, new design solutions, competitive products cannot be created.

PA "MTW" communicates with scientific and design institutions. The most active part in its implementation was taken by scientists from the National Academy of Sciences of the Republic of Belarus, the Institute of Machine Reliability, BSPA, BATU, the University of Informatics and Electronics, the Scientific Center for Problems in Machine Mechanics of the National Academy of Sciences of the Republic of Belarus.

The research and development of new concepts in the braking systems of mobile machines, together with factory designers, are of particular practical value, and the scientists of the Institute of Machine Reliability develop gears of increased strength for new models of tractors.

Research work - a complex of scientific research conducted in order to obtain reasonable initial data, to find principles and ways to create new and modernize products.

Development work - a set of works performed during the creation or modernization of products, the development of design and technological documentation, the manufacture and testing of prototypes in an experimental batch.

Pilot batch - a set of prototypes or a certain volume of non-piece products manufactured over a certain period of time according to the newly developed one and the same documentation for verification by testing the compliance of products with the specified technical requirements and making a decision on the possibility of putting into production and (or) use for its intended purpose.

Prototype - a sample of products for verification by testing or expert evaluation of compliance with its specified technical requirements in order to make a decision on the possibility of delivery to production and (or) use for its intended purpose.

The number of design and technological services, including those performing research development at the plant, is over 1200 people.

There are specialists with scientific degrees: 1 doctor of technical sciences, 7 have the degree of candidate of technical sciences.

The most significant technological processes have been introduced at MTZ, such as:

laser cutting of sheet metal on laser systems TLC-1A and TRUMPF;

technology for manufacturing parts such as stepped shafts and axles by the method of cross-wedge rolling in blank production;

production of parts such as bolts and fingers by semi-hot extrusion;

production of models from plastic materials;

programmable plasma cutting;

friction welding of parts.

The created groundwork and the further development of R & D work allows us to improve products, to be in line with the global trend in tractor construction, not losing ground to leading Western manufacturers.

Know-how is technical, organizational and commercial information that constitutes the secret of the production of goods, works and services, which has actual or potential commercial value due to its unknown to third parties and is secured on legal grounds the necessary protection.

MTZ has a number of patents for new types of products:

Forest loading and transport vehicle "Belarus" ML-131 (patent for the invention "Wheeled vehicle", for the utility model "Cabin frame of the vehicle", for the industrial design "Forest loading and transport vehicle").

Skidding machine "Belarus" ML-127 (patent for the invention "Wheeled vehicle", for the utility model "Cabin frame of the vehicle", for the industrial design "Forest skidding machine").

Forest loading and transport vehicle "Belarus" MLPT-354M (patent for the invention "Wheeled vehicle", for the utility model "Cabin frame of the vehicle", for the industrial design "Forest loading and transport machine").

Caterpillar tractor "Belarus" 1802 (patent for an industrial design "Crawler tractor", patent for an industrial model "Transmission of a caterpillar tractor").

Purchasing logistics is the process of providing an enterprise with material resources, placing resources in the warehouses of an enterprise, storing them and issuing them to production.

The problem of timely provision of production with material resources and components is one of the most complex and difficult due to the limited, mainly, cash working capital. Suppliers are constantly working to reduce prices and improve the quality of components. To prevent the supplier from dictating his terms, there are at least two suppliers for each product.

When choosing a supplier, the main criteria are: product quality, price, terms of payment and delivery, competitiveness of the product, location, i.e. the cost of transportation, the mobility of the supplier, the ability to quickly respond to customer requests, for example, the Kirov Steel Rolling Plant OJSC and the Petrostal metallurgical plant are able to quickly change to rolled products of various profiles (within a day).

The main suppliers of components for the production of tractors are Russian enterprises: Yaroslavl OJSC "Fritex", Volzhsky VATI, Volzhsky RTI, Samara, Saratov and Volzhsky bearing plants, St. Petersburg, Avtoarmatura plant, Kirzhach "Avtosvet" and etc.

Ukraine: Kremenchug wheel plant, Kirovograd plant of OAO Hydrosila.

Among the enterprises of Belarus, the following suppliers can be distinguished: Bobruisk Tire, Bobruisk RTI, Grodno Cardan Shaft Plant, Gomel Hydraulic Drive Plant, Minsk Bearing Plant, Minsk Gear Plant, Kobrin SHT.

Information about suppliers of components is given in Appendix 4.

In the financial policy of PA "MTW" in the implementation of supplies, three areas can be distinguished:

1. payment upon delivery
2. payment 50% in advance, 50% upon delivery,
3. prepayment

In the logistics department there are direct monetary contracts with manufacturers. The issue of the solvency of our enterprise is resolved on the condition of selling tractors, spare parts - all manufactured products for money.

The optimal supply of material resources is a monthly requirement. In some cases, a six-month supply is required. For example, if at metallurgical plants the rolling of little-used profiles is carried out in the presence of a portfolio of orders for the assembly standard, they are manufactured once or twice a year, once a quarter.

With a small need for inventory items, when the order is determined by the wagon shipment rate or the minimum order rate, the frequency of purchase is two to three months.

However, there are a lot of complaints about the quality of purchased components and materials. The number of reclamations on them increased by 1.6 times in the Republic of Belarus. For non-CIS countries, a slight decrease in the cost of claims occurred only due to widespread use imported components and materials. Solving the problem of improving the quality of components and materials would significantly improve the quality of Belarus tractors. In September 1993, taking into account the difficulties encountered in obtaining components from neighboring countries, in order to promptly supply the plant, the order of the General Director approved the schedule for mastering the production of components at the enterprises of the Republic of Belarus. For this, 45 enterprises of various industries and more than 400 items of products were identified. These are products of electrical equipment, hydraulics, including a power regulator, distributors, cylinders, as well as hardware, wheel rims, glass, rubber products, incl. tires, etc. MTZ provided them with design documentation, although it was not the developer of these products, assisted many in the development of the technical process, the manufacture of equipment, and supplied equipment to some. MTZ hoped that these enterprises, taking the received documentation as a basis, would improve the mastered products. Many did just that, some still consider these products to be by-products. The economic aspect also appeared, i.e. having become monopolists, many inflated prices, trying to solve all their problems by this. Learning to work in market conditions, we have set and basically solved the problem of having 2 .... 3 suppliers for each product. MTZ offered its suppliers services for advertising and promoting their products on the world market, where the Belarus tractor is sold, and only on one condition - high quality and technical level. But as before, in order to maintain a high technical level of both mass-produced and newly created tractors and machines, MTZ is forced to purchase abroad not only the Republic of Belarus, but also the CIS, a lot of hydraulic products, electrical equipment, fuel equipment, and sometimes engines, etc.

At MTZ, a schedule for conducting audits at supplying enterprises was developed. The audit methodology was developed by CJSC Belmashexpert, it was corrected after the first audits, and 12 supplier enterprises have already been checked using this methodology. The audit found the audit methodology to be highly effective in identifying ways to improve the quality of his cooperatives.

Distribution logistics- a set of interrelated functions implemented in the process of distributing the material flow between various wholesale buyers, i.e. in the wholesale process.

Merchandise planning is the systematic decision making regarding the physical movement and transfer of ownership of a product or service from producer to consumer, including transportation, storage, and transaction. Merchandising functions are carried out through commodity distribution channels, which include all organizations or all people associated with the movement and exchange of goods and services, considered as participants in distribution channels or intermediaries. The channels you choose have a direct impact on all other marketing decisions.

The main functions performed by the distribution channel: distribution and marketing of manufactured products; purchase of raw materials and materials required for the production process; marketing research; establishing direct contacts with buyers and end users; participation and assistance in planning product range; auxiliary types of work to bring goods to the required level of requirements of consumers of a particular market; taking on the risks of trading transactions; participation in the formation of the price level for the goods sold.

The geography of deliveries of Belarus tractors is very wide.

Since the establishment of the plant, it has more than 100 countries. PA MTZ still holds the undoubted leadership among tractor manufacturers in the CIS.

According to the regions to which PA MTZ ships tractors and tractor kits, all sales markets can be divided into two groups: export and domestic. In turn, the export of tractors is divided into 3 directions: non-CIS countries, countries of the Commonwealth of Independent States without the Russian Federation and the Russian market.

By type of chosen strategy all markets of PO MTZ are grouped as follows:

Markets where the main goal of PO MTZ is to retain the existing market share.

Markets where the main goal of PO MTZ is to increase the existing market share.

Markets where the main goal of PO MTZ is to promote products to the market.

By According to the type of strategy chosen, the market belongs to the 3rd group, where the main goal of PO MTZ is to promote products to the market. In total, 50 tractors were delivered to the region in 2001, or 0.22% of the sales of PO MTZ (22,928 units), for 8 months of 2002 - 30 or 0.19% of sales (16,216 units). This includes countries such as North America, USA, Canada, Cuba (Central America), Latin America, Argentina, Brazil, Paraguay, Uruguay, Bolivia, Chile, Colombia, Venezuela, Peru,

Western European countries.

According to the type of strategy chosen, the countries of Western Europe belong to the 1st group, where the main goal is to retain the existing market share. They represent a saturated market with pronounced fierce competition. Market changes are influenced by factors such as the introduction of the euro and the BSE virus. The market capacity is about 166 thousand tractors. Tractor fleet - 7,785,738 pieces. The share of PA "MTW" in the described market is extremely small - from 0.5 to 2%.

In 2001-2002, MTZ exported its products to 12 Western European countries. Including to Germany, Norway, Sweden and Italy - both last years; in addition, in 2001 - to England, Ireland, Denmark, France, Spain, Belgium, Portugal; in 2002 - to Finland.

Eastern European countries.

According to the type of strategy chosen, the countries of Eastern Europe belong to the 2nd group, where the main goal is to increase the existing market share. In the countries of Eastern Europe, Belarus tractors are well known and in demand due to the optimal price-quality ratio, and there is an extensive and efficient dealer network. This market is weakly saturated, the level of effective demand is below the need, it is promising. Factors influencing the change in the market are the upcoming accession to the EU and the SAPARD program - a special program for agricultural and rural development

The market capacity is about 8,000 tractors (only for those countries where MTZ is present). The share of PA "MTW" in the described market ranges from 20 to 40%.

In recent years, the countries of Eastern Europe have been characterized by a reduction in the market volume due to a decrease in subsidies for agriculture in countries preparing to join the EU (the exception is Hungary, where there is strong government support for agricultural producers).

In 2001-2002 PA "MTW" exported its products to 8 countries of Eastern Europe. Including Poland, Croatia, Czech Republic, Hungary, Bosnia, Yugoslavia, Bulgaria - both last years; in addition, in 2002 - to Romania.

Baltic countries.

According to the type of strategy chosen, the Baltic countries belong to the 2nd group, where the main goal is to increase the existing market share. On this tractor "Belarus" are well known and in demand due to the optimal ratio of "price-quality" and there is an extensive and efficient dealer network.

The market of the Baltic countries is developing, the level of effective demand is below the need, there is a program of state support for agricultural producers.

Factors such as the forthcoming accession to the EU and the SAPARD program influence the market change.

The market capacity of the Baltic countries is 2.5-3 thousand tractors. The share of PO "MTW" is 60-80% of the market, in those countries where PO "MTW" is present. Currently, the tractor fleet in the Baltic States is approximately 220,000 tractors.

African countries.

The market is developing, very low solvent demand; purchase of agricultural machinery in most countries is carried out at the expense of international financial organizations. The market capacity is 4,740 tractors (data not available for all countries). The share of PA "MTW" is 5.7% for those countries where PA "MTW" is present.

The change in the market is influenced by such factors as the devaluation of the Egyptian pound, the unstable political situation in the region, and adverse weather conditions. The forecast of changes in consumer demand for tractor equipment is a decrease in the market volume.

Deliveries of "Belarus" tractors to these countries have practically ceased. The exceptions are Angola and Cameroon.

Middle East and Southeast Asia.

According to the type of the chosen strategy, the market belongs to the 3rd group, where the main goal of PO "MTW" is to promote products to the market.

The Middle East market is a developing, unstable one, the purchase of agricultural equipment in most countries is financed from the state budget. The factors influencing the change in this market are the high level of corruption in state power structures and the unstable political situation in the region.

The market of the countries of Southeast Asia is developing and promising. It is characterized by a high level of import duties, fierce competition on the price factor. The level of solvency of the countries of the region is below the needs The factor influencing the change in the market is China's preparation for WTO accession; high import duties on agricultural products to the countries of Southeast Asia.

Australia and Oceania .

According to the type of strategy chosen, the market of Australia and Oceania belongs to the 2nd group, where the main goal of PO MTZ is to increase the existing market share: At present, it is 1-2%. The economy of Australia and Oceania has practically not been exposed to negative trends in the global economy and currently has good growth prospects. Despite the fact that this market is saturated and is characterized by fierce competition, it is promising due to the expected growth in market volumes.

Market of the CIS countries.

Potential capacity large, but it is limited by effective demand. The tractor fleet is about 1.4 million pieces, but it is heavily worn out. The capacity of the tractor market in Russia and other CIS countries is about 400 million dollars.

The markets of the CIS countries have always been a priority for the products of the Minsk Tractor Plant, and today the enterprise is already oriented primarily to the Russian Federation and Ukraine, which are not only major buyers, but also the main suppliers of materials and energy resources. It is also Kazakhstan and Turkmenistan.

Republic of Belarus.

The provision of the market with tractors is 70% compared to the level of 1990. Distinctive feature is the lack of real money.

Agriculture remains the most unprofitable and costly sector of the economy for the budget. Costs are rising from year to year, and agricultural production has decreased by half over the past 10 years, and the overall level of the production potential of the agricultural complex has decreased in the same amount.

The tractor fleet in 2001 consisted of 65.9 thousand tractors. The annual market capacity is 9 thousand tractors. PA "MTW" is a monopolist in the market, its share is about 100% of the market. The factor influencing the change in the market is the state support of agricultural producers.

Current state of the art machine and tractor park agricultural enterprises of the Republic of Belarus has reached a critical level. More than 70% of all agricultural machinery has worked out its service life and is operated beyond the depreciation period.

From 1996 to 2000, agricultural enterprises of the republic purchased annually an average of 3-4% of the availability of tractors.

The share of PO "MTW" in deliveries by regions of the world in 2001 and for 8 months of 2002 is presented in Appendix 5.

PA "MTW" organizes the sale of its products in the markets of foreign countries through its own sales network, which currently consists of foreign enterprises. Legal form organization of these enterprises is different, there are joint ventures in the form of joint-stock companies, companies with limited liability, the authorized capital of some is wholly or most of it is owned by MTZ, in some the Association has a smaller share of shares or part of the authorized capital.

When creating its own distribution network in foreign markets, MTZ considers it its main task to create business entities that will purchase its products and sell them on these markets. At the same time, the economic and financial activities of these firms should not be aimed at extracting maximum profit. The association pledges its profits in the contract price, this allows you to avoid paying taxes on profits, which are established in foreign markets.

The main indicator of the effectiveness of the activities of foreign companies included in the marketing network of the association, it is necessary to consider the quantitative indicators of the sale of its products, and not the amount of dividends received.

Foreign joint-stock companies and joint ventures with the participation of MTZ

Firm "Belimpeks", Germany.

According to MTZ, he has been managing the company since 1991. The joint venture "Belimpeks" was registered on February 25, 1991. 56.5% of the authorized capital belongs to PA "MTW", 11.2% - to JSC "Belarus-Norge. and 32.3% - Traktoroexport (Russia). The subject of the enterprise's activity is trade, including the export of products that do not require a permit, sale, warranty and service maintenance of tractors "Belarus".

Firm "Belimpeks" in 1999 sold 500 tractors and spare parts for 1.4 million US dollars. Belimpeks is the 4th largest tractor sales company in East Germany and the 8th in Germany.

Persistent work is underway to expand the company's sales network in the western lands of Germany. In 1999 dealerships were concluded with 12 firms.

The company is constantly working on expanding the range of products and is looking for partners in nearby countries such as Holland, Luxembourg, etc.

For 6 months of 2000 the company sold 253 Belarus tractors. During the company's activity, 5222 tractors were sold on the German market.

Firm "MTZ - Service", Latvia.

The company was founded in 1994. In 1999 the company sold 204 tractors on the Latvian market. Spare parts were sold in the amount of 54.4 thousand US dollars. In total, 906 tractors were sold on the market during the JV's activity.

MTZ Hungaria LLC, Hungary.

The implementation of Belarus tractors of various modifications and spare parts for them is carried out through MTZ Khungaria LLC (Before that, deliveries were made through Intercorporation). This firm was registered on May 22, 1995. 100% of the authorized capital belongs to PO MTZ. The field of activity of the company is the sale, service and warranty maintenance of tractors "Belarus", wholesale of spare parts and parts for public Vehicle, trading operations with other countries. MTZ Khungaria LLC has 8 dealers and 28 sub-dealers.

Firm "Belarus Norge", Norway.

The company was founded in 1991. In 1999, the company sold 277 tractors and spare parts for 1.4 million US dollars.

The company is located in the city of Drammen, has its own base with pre-sales workshops, an office, etc. It is conveniently located in relation to access roads, the highway passes nearby and the seaport is located.

Work is underway to organize sales in the markets of Sweden, Finland, Denmark, Estonia.

During the work of the company, 508 tractors were sold.

Firm "Pronar - MTZ", Poland.

The company was established in 1998 as a joint venture in order to further strengthen, mutually beneficial cooperation and increase the assembly of tractors and their sale on the Polish market and in the EU countries, as well as increase cooperative supplies for the needs of the production of MTZ in Poland. In 1999, the Company assembled and sold 230 MTZ-320A tractors and spare parts worth 47,000 US dollars.

The company is constantly working to improve production. It is planned to organize the assembly of MTZ-1221. Work is underway to organize the assembly of cabins for MTZ-80 and cabins of our own design for MTZ-82, 952. All this will increase the volume of assembly and sale of tractors.

For 1.5 years of operation, the company sold 735 tractors.

Firm "UMO Belarus", England.

In 1999, despite an unfavorable year for Moroccan agriculture, the company sold 50 tractors. Sold spare parts for 119.2 thousand US dollars.

The company is working to expand the sales of MTZ products through the markets of neighboring countries such as Algeria, Tunisia, Mauritania.

In Morocco, the most active season for sales of equipment falls on the autumn-winter months. About 420 tractors have been sold during the work of the company.

Tractors "Belarus" are complex technical products that require significant costs not only for their development, design and manufacture, but also for pre-sale preparation, implementation and after-sales service. Therefore, in order to ensure high-quality transfer of tractors to the end consumer and their further service, the commodity distribution network of PA "MTW" must be at least two-level (manufacturer - dealer or technical center - end user).

The only exception to this rule is the sale of tractor equipment to agricultural producers of the Republic of Belarus (agricultural enterprises, farms etc.) at special prices. The issue of applying prices is under the control of the state, so the supply is direct (manufacturer - end consumer). When selling tractors directly from the factory, the contract with the consumer indicates the technical center where it is necessary to register the tractor for warranty registration, and the agro-industrial complex organization is instructed to accept such a tractor for warranty service. In addition, direct deliveries of special machines (or tractors for subsequent conversion) are carried out to forestry enterprises, municipal organizations, road construction organizations, etc.).

In general, the sale of products of PA "MTW" is carried out through the distribution network of PA "MTW":

organizations under full or parity management of PA "MTW";

official representatives (dealers, agent firms, technical centers);

others (allied factories, commercial, construction organizations, etc.).

Republic of Belarus: In 2006, MTZ renegotiated an agreement with 18 organizations of the agro-industrial complex of the Republic of Belarus (technical centers), which carry out the entire range of work on prompt review and elimination of equipment failures, warranty and post-warranty service.

Russian Federation: In 2003-2006 in order to stabilize the market, increase sales volumes and promote the products of our enterprise in the Russian Federation, 6 trading houses of the Minsk Tractor Plant were created.

CJSC "TD MTZ", Moscow

LLC "TD MTZ - ElAZ", Yelabuga

LLC "TD MTZ - North-West", Vologda region

LLC "TD MTZ - Siberia", Barnaul

LLC "TD MTZ - Stavropol", Stavropol

LLC "TD MTZ - Krasnodar", Krasnodar

CJSC TsASK MTZ-Zapchast-Service, Moscow region

According to the concluded dealer agreements, trading houses carry out pre-sale preparation, sale, warranty service and repair of sold tractors through their own dealer network.

In addition, there is an assembly production of tractors "Belarus" on a license basis with JSC "PO ElAZ", Yelabuga.

Ukraine: In order to bring Belarusian tractors closer to the Ukrainian buyer, an assembly plant for Belarus-80/82 tractors was established in Kyiv on a license basis with LLC Ukravtozapchast of the UkrPromInvest concern. Further promotion of tractors of these and other models in Ukraine is currently being carried out through 2 main dealers.

Kazakhstan: Delivery of tractors to Kazakhstan is carried out through the Trading House of MTZ Asia Service LLP (with a share of the authorized capital of PO MTZ - 65%), which has a network of technical centers in all regions of Kazakhstan. And also within the framework of the leasing program of the Republic of Kazakhstan through the operator JSC "Kazagrofinance".

Moldova: 1.07.2004 was registered trading house PA "MTZ" in the Republic of Moldova - JV TD "MTZ-LIDER" LLC with a share of the authorized capital of PA "MTW" - 51% for the sale of tractors with a dealer network of warranty and post-warranty service. In addition, deliveries of tractors are carried out within the framework of the Japanese 2KR project.

Turkmenistan: Delivery of Belarus tractors to the Republic of Turkmenistan is carried out within the framework of the Interstate Agreement signed by the Presidents of the Republic of Belarus and the Republic of Turkmenistan.

Other CIS countries: The low level of solvency of agricultural producers in Uzbekistan, Tajikistan, Armenia, Azerbaijan creates certain difficulties when working in the markets of these countries.

Systematic work in these regions is planned to be established on initial stage on the basis of commercial contracts on a prepaid basis, subsequently concluding dealer agreements. Thus, in the 3rd quarter of 2006, 1 dealer agreement was concluded with a Georgian partner and 1 dealer agreement with an Uzbek one.

Non-CIS countries: Sales of MTZ products in non-CIS countries are carried out only through official representatives:

joint-stock companies which are under full or parity management of PO "MTW";

foreign agent firms (dealers), which are engaged in the sale and maintenance of MTZ products in accordance with agency (dealer) agreements.

Thus, at present, finished products are sold through the formed commodity distribution network of PA "MTW", consisting of 7 Trading Houses of MTZ in Russia, 1st Trade House of MTZ and 2 dealers in Kazakhstan, 1st Trade House of MTZ in Moldova, 2 dealers in Ukraine, 1 dealer in Uzbekistan, 1 dealer in Georgia, 18 technical centers in Belarus and about 60 official distributors in foreign countries.

To be more successful in the global market, the Minsk Tractor Works needs to use the experience of competitors in the field of sales improvement and combine it with its own experience and capabilities in a structure that can meet the requirements of the market.

To provide a fast and good service, extensive computerization of warehouse storage and regular training in all areas of sales and service are required. It should cover, on the one hand, information on the latest developments in the products of the MTZ Production Association, on the other hand, measures to improve the skills of employees.

In a market economy, the community of a producer and a service enterprise can be of great benefit to the agro-industrial complex.

Sustainable sales of MTZ products to the CIS countries and far abroad in the present period is carried out through the established sales network.

In the Republic of Belarus, there are 20 dealer centers that carry out pre-sale preparation, sale, maintenance during the warranty period of operation, as well as current repairs of MTZ products.

In Ukraine, 8 dealerships carry out the same functions, in Russia - more than 100.

In the far abroad, sales are carried out through:

joint-stock companies in Ireland, Italy, Hungary, Argentina, Germany, Latvia, Norway, Morocco, Poland, under full or parity management of MTZ;

foreign agent firms in Europe, America, Asia, Africa, Australia, which sell and provide service support for MTZ products in accordance with agency agreements - 29 companies.

Maintenance, which includes a set of measures to keep tractors "Belarus" in good condition throughout the entire period of operation, and, as a result, ensuring their effective use, on the basis of a contract for the sale of services, is provided by the dealership.

Dealer centers must be provided with technological and diagnostic equipment, tools, equipped areas for pre-sale preparation and warranty repair of tractors.

Maintenance includes:

pre-sales service (resupplying, running-in, adjustment, elimination of faults identified in this case);

maintenance during the warranty period (regular inspection of the technical condition of tractors, carrying out maintenance, provided for by the technical documentation, troubleshooting);

maintenance in the post-warranty period (carrying out all types of repairs, carrying out maintenance, provided for by the technical documentation, providing spare parts and other services on a contractual basis with consumers).

MTZ for sales promotion participates in the organization of maintenance by:

creation of dealer centers for the sale and branded servicing of tractors on a contractual basis with the enterprise;

organizing the collection of information on the operation of MTZ products and similar products of competitors, if available in dealerships in real operating conditions, to increase competitiveness;

conclusion between PA "MTW" and dealer centers of contracts for the supply of tractors, spare parts;

consideration by dealerships of consumer claims regarding the quality of tractors sold by them, which are under a factory warranty, and their elimination of malfunctions in the shortest technically possible time;

study of demand for tractors, spare parts and other products of PA "MTW";

providing consumers with tractors, spare parts and various branded maintenance and repair services through dealerships.

The maintenance organization system by delegating the main maintenance functions from the manufacturer to the dealer center allows:

carry out maintenance of tractors "Belarus" in a quality and convenient time for consumers; provide appropriate paid services ensure the utilization of the production capacities of your enterprise; consider in a timely manner shortcomings and claims regarding the quality of tractors sold by the dealership and promptly inform the plant about it for appropriate measures;

consumers - to purchase tractors in their region that have undergone a pre-sale service - an obligatory part of branded service, to connect to the system at any stage of using tractors, regardless of the year of manufacture and model of the Belarus tractor; receive free consultation operation, maintenance and repair; within the shortest possible time to maintain or repair tractors, to purchase spare parts or units necessary for repair; satisfy their orders for the performance of the necessary agricultural work on a contract basis.

At MTZ, small and medium-sized wholesale trade through dealer organizations is mainly used. In turn, the dealers sell MTZ products in small wholesale and retail.

Retailing includes all activities related to the sale of goods and services directly to consumers for personal, non-commercial use.

Wholesale trade includes all activities related to the sale of goods and services to market intermediaries or corporate clients. Producers turn to companies wholesale trade, as it performs a trading function with higher quality and lower costs. Wholesale trade functions include: sales and promotion of goods, purchasing and assortment formation, mass approach, warehousing, transportation, financing, risk taking, distribution of marketing information, provision of management and consulting services.

Marketing

The marketing center is an independent structural subdivision of the enterprise, directly subordinated to the general director. In its activities, the marketing center is guided by the legislation of the Republic of Belarus, orders and orders of the General Director and the “Regulations on the Marketing Center of the MTZ Production Association”.

Tasks of the marketing department:

The main task of the marketing center is the marketing management of the enterprise, i.e.

long-term (long-term) planning and forecasting based on market, product and customer research;

use of complex methods of demand formation and sales promotion;

focus on the production and marketing of products that meet the requirements of carefully calculated potential buyers;

methodological guidance of the structural divisions of the association, aimed at introducing into practice the work of each division and each employee of the association, the requirements and the need to always compare their work with the needs of the market and strive to ensure the profitability of the association's activities;

development, together with the design departments, of forecasts for the main directions of development of tractor and other products of the association's nomenclature for a long-term period;

fulfillment of obligations for foreign economic relations and the plan of scientific and technical cooperation with foreign countries;

development and improvement of transport facilities, organization of non-factory transport and forwarding work for the transportation of outgoing and incoming goods;

timely provision of the association with materials, component parts, equipment at the request of the supply, engineering and other services of the association, approved by the general director;

development and implementation of residue standards finished products, selection and implementation of optimal forms of product marketing;

providing employees of the enterprise with information about the achievements of science, technology, economics, production experience;

fulfillment of plans for the delivery of products on time and the nomenclature of compliance with planned targets and contracts;

development and implementation of progressive standards for working capital of finished product residues, selection and implementation of the most economic forms of product marketing;

development and implementation rational methods processing, storage, proper accounting, acceptance and reporting on the shipment of products;

preparation and conclusion of contracts for the supply of finished products and deadlines;

organization of patent and legal support for manufactured products;

coordination of work on the timely and comprehensive protection of the intellectual property of the association in the Republic of Belarus and the countries of sale of products manufactured by the association, depending on the goals and objectives solved by the marketing center.

The solution of the main task is determined by the following functions of the marketing center:

Market research - analyzing the situation, capacity, dynamics, structure, studying competitors, assessing the position of the association in the markets, etc.;

Market forecasting - determination of short- and long-term trends in the development of supply and demand, product requirements, etc.;

Assessment of own marketing opportunities (scientific and technical, industrial, financial, etc.);

Formation of sales goals and objectives for the near and long term;

Development of a sales strategy - determination of methods for achieving the set goals; development of commodity, scientific and technical, pricing, advertising and other strategies; their interconnection;

Development of sales tactics - the choice of means to achieve the goals at individual stages and areas of the association's activities;

Formation of demand and sales promotion - advertising, exhibition activities; development of activities that stimulate buyers, intermediaries, sellers; establishing relationships with the public, aimed at overcoming the "barrier of distrust" to the product of the association, at establishing a favorable, positive "image of the company";

Analysis and control - evaluation of the results obtained, determination of the effectiveness of sales work, assessment of approximations to the set goals, development of proposals for adjustments to the activities of the association in all its aspects, as well as in the context of the activities of the structural divisions of the association;

1. analysis of competitors' products and the competitiveness of their products;

2. study of the requirements for the technical level of product packaging, taking into account national requirements, the level of competition, agrotechnical and climatic features in the market of the importing country;

3. analysis and systematization of claims and proposals of buyers;

4. Analysis of the costs of distribution companies, dealers for pre-sales preparation and maintenance during the warranty period. Development of recommendations to reduce costs by transferring work to the association and participation in the implementation of these recommendations;

5. organization of work on pre-sale preparation of products, development of proposals and measures for the quality of products sold, quality inspections. Homologation and certification of products abroad;

6. development of proposals for the concept of creating new products and upgrading old ones;

Import of materials, components, equipment and other goods in the interests of the association and the labor collective;

Development of proposals for the supply of new products to production and the removal of obsolete goods from production;

Development of promising and operational annual, quarterly and monthly nomenclature plans for contracting, production, shipment and transportation;

Planning the production and economic activities of the marketing center divisions, development and coordination with the PEO and OHS of the main indicators of the marketing center, the needs for labor resources, in the payroll, bonus fund;

Determination of needs and preparation of applications for equipping workplaces with the necessary equipment, materials and components for it, ensuring the most efficient performance of functions by the marketing center divisions;

Monitoring the execution of orders, orders, measures approved by the leaders of the association on issues related to the marketing activities of the association;

Drawing up reports, summaries and certificates on the progress of implementation of contracting plans and shipment of finished products;

Implementation of constant communication with trading partners;

Ensuring the publication, acquisition and supply of buyers and dealers with the necessary technical documentation in foreign languages;

Organization of training and business trips of specialists of the association for work on the operation, repair and maintenance of manufactured equipment, as well as for commercial work in subsidiaries and partner firms, incl. CIS countries;

Implementation of the reception of foreign specialists and delegations;

Substantiation and coordination with buyers of contract prices, additional payments and discounts for products sold;

Conclusion of contracts for the supply of components, materials, equipment and the implementation of these contracts on time;

Organization and conduct of pre-arbitration claims work on contracts and agreements;

Submission of claims to the divisions of the association for non-fulfillment of plans and instructions related to the marketing activities of the association;

Selective control over the quality and completeness of products sold for compliance with its concluded contracts, standards, technical levels, standards;

Analysis of claims on the quality of products sold, issuance of recommendations on measures aimed at their elimination, control over the implementation of measures;

Organization of reference and information, patent and library fund and its replenishment on the basis of thematic acquisition of literature and information materials. Providing subdivisions, specialists and leaders of the association with reference and information materials;

Accumulation of comparative data on manufactured products, collection and systematization of information about competing firms;

Preparation and organization of publications and materials in the media, forming a positive image of the association;

Creation and development of a distribution network, including joint ventures, analysis and control of its activities;

Organization of daily commercial work - negotiation process, operational correspondence, conclusion of contracts, issuance of work orders, control and execution of contracts for export-import operations;

Organization of service during the warranty and after the warranty period;

Development of forms and types commercial activities by goods and services by regions and schemes foreign trade transactions.

Changes in the economic situation in the country and the transition from centralized to market economy also entailed the objective need for the formation of a marketing center for MTZ on the basis of a foreign trade company, a sales department and some other divisions.

In accordance with the order of the General Director of PA "MTW" "On optimization labor resources and fund savings", in order to reduce inefficient expenses, including from the payroll fund, and increase labor efficiency, a structural scheme for managing the marketing director service was approved. New scheme provides for the fulfillment of the task of reducing the number of employees (21 people), reorganizing the commercial departments (there were 5, now 3) and their subordination to the first deputy marketing director for commercial work in the Republic of Belarus and the CIS countries, reorganization of the sales network. The structure of the marketing center is constantly being improved, the latest changes are reflected in the block diagram shown in Appendix 1.

Certain purposeful actions of the company's management, focused on the established effective demand of target consumer groups (market segments), which ensure the commercially effective formation of the nomenclature and assortment of goods, planned sales volumes, are called commodity policy.

Development and successful implementation product policy should be based on a good knowledge of the markets ( external environment) and the real capabilities of the enterprise ( internal environment) in the field of R&D, production capacity, technological support, etc. Naturally, the enterprise can obtain this information only as a result of the implementation of a full-scale analytical marketing function.

Based on the predicted demand for agricultural machinery, a plan for the production of marketable products of PA "MTW" was formed. In 2004, the rate of growth of marketable output is 108.9% by 2003, in 2005-2009 it will be 115.9%, 117.7%, 119.7%, 122.7% and 129.0%, respectively. to the level of each previous year.

Growth rates are differentiated by enterprises. For RUE “MTW”, UE “MZ SIITO” and RUE “VZTZCH”, the growth rates of production volumes are planned to be equal to each other and close to the rates of the merger. In previous years, the production of RUE "SAZ" was unprofitable. Therefore, the business plan for this enterprise provides for higher growth rates at the beginning of the period under review (2005 - 126.6%). In 2008, RUE "SAZ" provides for an increase in investments, accompanied by an increase in output up to 125.6%.

The total issue from 2003 to 2009 will amount to 3,905.8 million dollars. The share of all enterprises included in the association in the total output is as follows: RUE "MTW" - 87.2%; RUE "SAZ" -2.8%; RUE "BZTDiA" - 6.9; UE "MZ SIITO" -1.8%; RUE "VZTZCH" - 1.3%.

Minsk Tractor Plant produces a wide range of tractors and machines. Growing exponentially, the output of tractors and machines will reach 50,000 units in 2009. In particular, RUE "SAZ" will produce tractors MTZ-06/08BS/112TS, related to mini-equipment and being consumer goods. Their production in physical terms will increase tenfold over the period under review, from 700 to 7,000 pieces. In 2003, tractors of the 800 series with FDA had the largest share - 52.7% of output in physical terms (13,549 units). In 2009, the share of this tractor model will decrease to 22.3% (11,150 units) due to an increase in the share of new basic models and modifications of tractors. In particular, preference in the forecast period is given to the production and, accordingly, the expansion of capacities for the production of energy-saturated tractors of the 1200 series with FDA. It is assumed that their output will increase from 2,265 pcs. in 2003 up to 4518 units. in 2009.

It is planned to gradually increase the production of spare parts, bringing it from up to 68.4 million dollars. in 2009. At the same time, the share of production of spare parts will increase insignificantly and amount to 8.3% by the end of the planned period.

Cooperative deliveries will also gradually increase and will reach 60.1 million dollars in 2009, but their growth rates will be lower than for tractors and spare parts, and therefore their share in the total production volume will decrease from 9.7% over the period under review. up to 7.3%

The share of production of consumer goods at RUE MTZ will also decrease from 0.08% to 0.04%, but their production at PO MTZ will expand due to the accelerated growth of mini-equipment at RUE SAZ. The growth rate of consumer goods for RUE "MTW" will be 106.0% for the entire period under review.

Growth rates of production of other products will be 106.7% from 2003 to 2009. In value terms, their production will increase and amount to 3.4 million rubles, while their share will decrease from 0.8% to 0.4%.

Production schedule of RUE "MTW" for 2002-2009. presented in Appendix 6.

According to the business plan for 2003-2009, in Western Europe the average size of the MTZ tractor market will be 1,000 units. The maximum possible volume of deliveries is 2,000 pcs. However, achieving the maximum possible volume of sales is very problematic due to the fact that a powerful protectionist policy is being pursued in the region against European producers. The main task for the period up to 2009 is to keep the sales volumes of tractors at the same level with their subsequent increase.

Average sales in the US and Canada will be 1,000 tractors per year. It is realistic to bring the sales volumes of tractors in 2009 to the level of 1,100 units.

In Latin America, the average sales volume is 200 units. In the short term (until 2005) - an increase of 50%. In the long term (until 2009) - an increase in supplies by more than 2 times (500 units).

In the Middle East, the average sales volume will be 500 tractors per year. While maintaining orientation foreign policy Belarus to the countries of the Middle East, it is possible to increase the volume of sales to the countries of this region up to 1,000 pcs.

Average sales to the African region will be 600 tractors per year. Since in many African countries the socio-political situation is unstable, there are wars, the states of the region are financed by subsidies international organizations, then even with favorable market conditions, the maximum sales volume will not exceed 600 units per year.

In Eastern Europe and the Baltic countries, the average sales volume is 4000 pcs. in year. It is planned to increase sales by the end of the period under review up to 5,000 tractors.

Average sales volume in countries Southeast Asia will be 1,000 tractors per year. It is possible to increase sales up to 2,000 pcs. provided there are no regional crises and natural Disasters.

In the absence of regional crises and natural disasters, it will be possible to supply up to 400 tractors and tractor sets per year to the Australian and Oceanian markets.

The average annual market volume of software "MTW" in the Republic of Belarus will be 4,000 units. Under the condition of state support for agricultural producers and the active development of the leasing program in the Republic of Belarus, it is possible to achieve a sales volume of 5,000 units.

The average volume of supplies to the Russian Federation is planned at 17,000 tractors per year. By 2009. it is planned to increase sales to 27,000 units. tractors.

In Ukraine, the average sales volume will be 2,000 tractors per year. It is planned to reach the market volume up to 4000 pcs. in year.

The average volume of deliveries of MTZ software to other CIS countries will be 600 units.

Today, there are many tractor manufacturing companies on the market offering a variety of products that can satisfy almost any needs of agricultural producers. The main manufacturers of tractors are the following companies: John DIR, Fendt, Deutsch-Far, Seim, Renault, New Holland, MTZ, Shtaer, Macey Ferguson. McCormick, Lambordini, Landini, Valtra, Antonio Carraro.

Corporate structure of sales in the world market of agricultural equipment in 1998 (USA) 16%(US) 8%*Holland (Italy) 8%*(USA) 7%(Germany) 3%

Other 58%

* merged into CNH Corporation since 1999. Deer.& company is considered the leading supplier of agricultural tractors in the industry and offers a complete line of agricultural tractors. The company offers 30 various models, which cover the full range of agricultural tractors sold in North America.

Over the past five years, the company has spent a lot of money on the modernization of the tractor line. The changes have affected both the small general purpose tractors, the 5000 series, and the powerful tractors of the 8000 and 9000 series. Recently, the company has made changes to the names of the series..

AGCO Corporation is one of the world leaders in the design and manufacture of agricultural equipment and spare parts for it. Portfolio, or set of orders, corporations, as well as its worldwide distribution network, are the largest among similar manufacturers. The AGCO brand name is placed on tractors, combines, hay mowers and other agricultural equipment.

Trademark (brand) AGCO is sold through 7,750 independent dealers and distributors in more than 140 countries.

Trademarks or brands included in the AGCO Corporation producing tractors: AGCO. ALLIS (tractors with a power of 45 - 225 hp); AGCOSTAR (tractors with a capacity of 360 - 425 hp); DEUTZ ALLIS (tractors with a capacity of 60 - 200 hp); FENDT (50 - 270 hp tractors); LANDINI (tractors with a capacity of 43 - 148 hp); MASSEY FERGUSON (38 - 260 hp tractors); WHITE (45-225 hp tractors).

Case Corporation is one of the leading manufacturers of agricultural equipment in North America and Europe, and is also expanding its presence in South America and other parts of the world. The company's tractor line is focused on medium-sized machines. Most of its end users are agricultural producers with large production volumes in specialized industries such as dairies, orchards, vineyards and large grain farms.The Case tractor product line is divided into four main categories consisting of 25 models from 40hp to 425hp. of six models 40-85hp on PTO.These are general purpose tractors similar in design to the largest series of MAXXSUM and MAGNUM tractors.The company also offers tractors of the 9300 series - with two drive axles.HollandHolland, separated in the early 90s from the multinational conglomerate Fiat , offers a complete line of agricultural tractors and is considered one of the leading suppliers of agricultural tractors in the world.

The New Hoolland line consists of 10 series of tractors from 13 hp. up to 374 hp on the PTO and includes both standard and special tractors for all types of work. New Holland holds approximately 22% of the tractor market, making it the second largest tractor supplier after Deer. In North America, the company's sales are carried out through approximately 1,350 dealerships.

Comparative economics for tractors MTZ, John Deere and Case is given in Appendix 7.

The Russian tractor industry has somewhat revived after the crisis. Due to competitive prices, Russian-made cars began to be in demand in the market. Increased orders for the manufacture of tractors.

The Lipetsk (8.2%), Chelyabinsk (7.2%) and Volgograd (5.5%) plants occupy the largest share in the production of tractors among the manufacturers of the CIS countries.

Producers of tractors in Ukraine are Kharkov Tractor Plant, Dnepropetrovsk machine building plant and Kharkov plant of tractor self-propelled chassis.

Over the years of its existence, KhTZ has produced more than 2.5 million tractors of various models and modifications.

The Kharkov Tractor Plant produces tractors of small (50 hp) and large (100 - 200 hp) power. KhTZ products are agricultural machines of different classes: from the T-012 mini-tractor to the powerful tracked KhTZ-200.

KhTZ tractors perform the whole range of energy-intensive agricultural work from early spring to late autumn, they can be operated with more than 100 types of trailed, semi-trailed and mounted agricultural units.

Product range planning is the embodiment of existing and (or) potential and material opportunities into goods that, while bringing profit to the manufacturer, have consumer value that satisfies the buyer.

The agricultural tractor of the 21st century is basically an all-wheel drive machine, equipped with oversized tires that do not damage the soil, equipped with an economical engine, the power of which ranges from 25 hp. up to 400 hp, multi-range transmission with automatic gear shifting without breaking the flow of power.

Specific requirements for products in the context of the main regions of the global tractor sales market are as follows.

For countries North America a versatile, easy-to-handle, winter-summer, reliable tractor at a reasonable price is required. Necessary condition is its compliance with environmental standards. Mostly tractors with a "green" engine are used, which comply with the EPA (Environmental protection agency) standards. For consumers, a high level of warranty and post-warranty service, prompt delivery of spare parts is important.

Against, for Latin America needed easy to operate and maintain a simplified tractor. An important factor for customers will be the low price.

In countries Western Europe primary requirements - This is a high technical level and product quality. Highly powerful tractors (over 100 hp) that meet environmental standards are best implemented. Just like in North America, consumers want tractors with a green engine. Developed after-sales service is an important factor in making a decision when buying a tractor.

For consumers in Eastern Europe , above all, it is necessary that the technical level and quality of the products ensure that the bulk of the work is carried out at the lowest possible cost.

Likewise, in Baltic countries it is required that the technical level and quality of products ensure the implementation of the main amount of work required by the consumer, at the lowest possible price.

For African countries typical demand for easy to operate and maintain a simplified tractor with a low price.

In countries South-East Asia also requires an easy-to-operate and maintain a simplified tractor at a low price. It requires specific equipment based on the climate.

In the markets Australia and Oceania For consumers, important conditions for choosing a supplier are a high technical level and product quality. Basically, tractors with a power of over 100 hp are required. In addition, consumers in Australia and Oceania pay attention to the versatility and advanced service.

For CIS countries basic requirements - the technical level and quality of products must ensure the implementation of the bulk of the work required by the consumer, at the lowest possible price.

Consumers Ukraine and the Republic of Belarus , Moreover, show an increased interest in tractors with increased power (over 100 hp)

General requirement for the markets of all regions of the world is to increase the level of warranty and post-warranty service and timely provision of spare parts.

With the creation of a quality management department at the plant, work in this direction has intensified. A draft quality manual and a number of enterprise standards were also developed.

Order No. 43 dated 05. 02. 99 was issued on preparation for certification of quality systems. The work was carried out by the specialists of the plant together with CJSC "Intercertifica" under the contract dated 11.01.99 "IS-249". These orders approved the work schedule for the creation of quality management at MTZ, approved the cost estimate for the preparation for certification and training of plant workers. The matrix of distribution of responsibility of the top management for the elements of the quality system was approved, those responsible for the revision of the system documents were appointed.

In accordance with Order No. 26 dated January 25, 1999, the plant employees were trained, including 100% of managers and specialists and 50% of workers. 42 quality managers and 4 quality system audit specialists were trained with the receipt of the RWTUV certificate - "Intercertifica".

has been changed and organizational structure quality systems. It included the quality control department, the quality management department, the department of the chief metrologist, and the central factory laboratory. The service was headed by the Quality Director - Deputy General Director.

A certification audit of the MTZ quality system for compliance with MI ISO 9001 was carried out in the second quarter of 2000, as a result of which MTZ received an international certificate in the field of "Design and production of tractors" / Certificate and quality diploma.

Today the world market is very crowded. As a rule, those enterprises whose product quality is confirmed by a certificate, a document certifying that the quality management system meets international standards, can usually break through the dense ranks of competitors and get the most profitable contracts.

What does the MTZ quality management system certification provide?

First of all, the trust of buyers and the good reputation of MTZ products are formed. There is an increased demand, which makes it possible to sell it at higher prices, with more profit.

Secondly, higher quality is achieved, defectiveness and losses associated with modifications and alterations of non-conforming products, their repeated tests are reduced.

Thirdly, as a result of the establishment of a clear order in the management of production, costs, the number of complaints from the consumer, fines, and warranty costs will decrease.

This will reduce the cost of production and increase profits. This means that it will be possible to increase the share of costs in the cost, and, consequently, the wages of MTZ employees, to strengthen the material and technical base of the enterprise and its social and domestic sphere.

After receiving the international certificate began next stage in improving the quality system. A draft concept "Competitive Enterprise of the 21st Century" was developed, in which the top management of the plant took part. The strategic goal of this concept is: "Minsk Tractor Works should become a recognized leader in the tractor industry, guaranteeing the manufacture and supply of only high-quality and solid products." The implementation of this goal is planned through the development corporate culture based on the introduction and implementation of the principles of total quality management in relation to the quality of products, processes, personnel and relationships with consumers and suppliers.

The systematic work of the team has ensured high achievements in quality:

in 2000, the plant became a laureate of the Prize of the Government of the Republic of Belarus for high achievements in the field of quality;

in 2001, MTZ software was determined as the winner of the competition " Best Items RB in the Russian market.

In June 2004, MTZ received the ISO 9001-2000 certificate. This means that the company has created a quality system that meets the requirements of international standards. The ISO 9001-2000 certificate is given in Annex 8.

Set of identification elements trademark(logo, fonts and colors) creates a corporate identity.

The dealer enterprise is obliged to strictly follow the corporate style. This is necessary because when the group trade enterprises Under a single trademark, information flows interact, which greatly enhances the effectiveness of advertising and removes the total advertising costs of a particular dealership. On the other hand, such an effect is possible only with the unity of communication style solutions.

The logo is the main component corporate identity, it must be used consistently in any communication. It is the logo that creates the basis of brand recognition.

Information on the registration of trademarks of RUE “MTW” and PO “MTW” is given in Appendix 9, and the procedure for using trademark- in Appendix 10.

The study of the situation in foreign markets clearly showed that the price is the main competitive advantage tractors "Belarus". This observation is decisive for the further pricing of the enterprise: the image or the profit factor can only play a role if it meets the target strategic requirements.

Strategically, MTZ's first priority is to continue to maintain its market share thanks to low prices and conquer new markets.

When determining export prices for MTZ products, a combined method of their formation is used, consisting of determining the profitability threshold and determining a certain profit with the expected sales volume and based on competitors' market prices, taking into account additional or missing capabilities of MTZ products.

The essence of the profitability threshold method is that the price is determined in such a size as to obtain a certain profit with the expected sales volume. The biggest difficulty with this method is that the volume of sales underlying the price depends on it.

Market price: With this method, the price is determined solely depending on the prices of competitors. Without considering any factors, the price includes the price of competitors plus or minus the price of additional or missing features of your own product. This method allows you to take the optimal position, but loses connection with costs, does not lead to profit optimization, and it is not recommended to use it separately from other methods.

The step-by-step methodology for forming the export price is as follows:

Differences in power, capabilities and technical level of products of the MTZ software and competitors, as well as their prices are analyzed. Next, the price acceptable for the products of PA "MTW" is determined, i.e. the highest estimated price is determined.

The total cost per unit of output is precisely determined, i.e. the base price is determined.

An analysis of the profitability threshold is carried out, while the determined price should be between the main and the highest estimated price, i.e. profit is optimized.

An equally important tool is the discount system:

) discounts if the buyer makes an advance payment. He can be given a discount of 2 to 5%. This possibility attracts the buyer to fast payment of invoices, which is an advantage for the manufacturer, especially in countries with long legal transfer times, for example, in Italy;

) volume discount: this is the most famous discount option, encouraging dealers and distributors to order large volumes;

) functional discount: it is given if the buyer performs certain tasks of the plant, such as installation or service.

The pricing policy of MTZ should be based on the principles of price differentiation according to the following criteria:

geographical feature (domestic market, CIS market, non-CIS market);

types of payment and settlements (soft and hard currencies, barter and offsets, prepayment, commodity credits to the plant and the plant);

demand for certain models (entering the market with new models, maintaining the range of tractors by including models of low demand, scarce models);

the prevailing level of prices for the products of competing firms;

the status of a trading partner (subsidiary joint independent enterprise; long-term permanent partners or one-time purchases; expenses for advertising and maintenance of MTZ specialists, market requirements for the volume of pre-sales preparation, etc.).

Advertising plays an important role in the sale of machinery and agricultural equipment. For advertising purposes, events such as international, national and regional exhibitions, demonstrations of machines in operation, tests, cooperation with agricultural universities, the creation of educational laboratories, donation of tractors and machines to educational establishments agricultural profile, providing equipment for various professional competitions of farmers (for example, plowing) and the like.

Due to strategic advertising messages, the following requirements arise for advertising media:

the target group must understand the general concept of MTZ;

tractor "Belarus" must be present in the minds of potential buyers, advertising information should publish regularly in various forms.

Print media are offered as the main media for advertising. Here much attention should be paid to special journals. Television and radio with their advertising impact unsuitable for this special area. As an additional promotion, direct mail can be used.

Tractor "Belarus" should be presented with a clear argument reflecting the most essential. The argument itself must be strongly related to utility, i.e. should be as rational as possible. Central theme advertising appeal should be the ratio of "costs - the degree of satisfaction of needs." For this, the main statements “simple, strong, cheap” are used, supported by separate, more detailed phrases. The main statements about the MTZ tractor are expanded with purposeful additional statements, for example, universal use, economy. Promising success is a journalistic report in the specialist press, such as development trends in tractor construction and innovation. For this purpose, it is necessary to contact experienced journalists from well-known, serious economic or special publications, invite them, for example, to visit Minsk for a short visit, present them with a product and agree on the publication of a corresponding message in the selected publication.

Participation in specialized exhibitions is an integral part of a successful market entry. Impressive presentation of product features arouses the interest of buyers.

MTZ constantly participates in the largest international exhibitions agricultural machinery - In Moscow, St. Petersburg, England (Smithfieldshow), France (SIMA), Germany (Agrotechnika), Slovakia (Agrocomplex), Poland (Polagro), Greece, Norway, Finland, Hungary ("Agrotechnika"), China, countries of Africa and Latin America and others. Particularly important is participation in exhibitions in Paris, Verona and Stoneley, which are attended by more than 100,000 visitors and are of interest to the Minsk Tractor Plant. Taking into account the geographical location, the exhibitions in Thessaloniki and Zaragoza are of interest.

Belarus tractors won 72 gold, 8 silver and 1 bronze medals at international exhibitions of agricultural machinery. For a great contribution to the development of production and international cooperation, PO "MTW" was awarded the world award "Golden Mercury".

Recently, the practice of curating buyers with the help of promotional souvenirs has justified itself. This includes a number of products of daily necessity with advertising inscriptions and the logo of the MTZ enterprise. Along with everyday lighters, pens and other stationery, these can be special, prestigious items, depending on regional or national characteristics, that are of great value for memory. Stationery items such as branded mouse pads, calendars and more are also on offer. The brand name "Belarus" can be made known with the help of overalls and tools, which can be obtained directly or through a catalog order from each seller.

Demo days like advertising material, perform a dual function. On the one hand, they allow you to practically imagine the advantages of Belarus tractors in relation to their competitors, on the other hand, you meet here almost exclusively interested specialists from a selected target group.

The sales promotion scheme is given in Appendix 11.

Individual task

marketing logistics competitiveness sales

Determine the direction (sales or marketing) of the company (enterprise), using the following questionnaire.

QuestionPointEvaluation of demand 1. What type of demand exists for the company's products: a) elastic; b) slightly elastic; in)inelastic. 2. Is the demand subject to seasonal fluctuations: a) highly susceptible (the difference in sales volumes is 25% or more); b)slightly affected (difference in sales volumes up to 25%); c) not affected. Working conditions in the market 3. The company's strategy is aimed at a) increasing the market share; b) retention of regular customers and protection from competitors; in)retention of regular customers and search for new customers. 4. What is the value of marketing for your company: a) a way to stimulate sales; b) market research and consumer promotion; in)market research and changes to the product range and technology. 5. How does a small increase in prices affect the sales of your company: a) there is a decrease or stabilization; b) stabilization is observed, growth requires additional efforts for implementation; in)sales volumes are down slightly. Features of production 6. Which type of production is closer to your company: a)large-scale; b) small-scale; c) the ability to work on individual orders (“for the client”). 7. How quickly can you master a new product, put it into production: a) 2 days or less; b) 3-10 days; in)over 10 days. 8. How often do you make changes (improvements) to the products and services offered: a)constantly; b) during the quarter under the influence of marketing requirements; c) 1-2 times a year. 9. Why do you primarily stimulate employees: a) for increasing individual performance labor (production); b) for saving material and economic resources and compliance with the specifics of the production of products; in)for quality improvement, rationalization of production marketing processes. 10. What is the level of stocks of finished products in your warehouse: a) is absent, delivery to consumers is “just in time”; b) sufficient to maintain the assortment in the distribution network (no more than two weeks); in)exceeds the two-week level. Total 0 1 3 3 3 0 0 3 3 0 16

Having considered the rating scale, it is obvious that the company will have to take serious steps to correct the situation in those areas where the scores are 0. The company needs to work on reducing stocks of finished products. Also, the enterprise is solving the issue of technical re-equipment of the existing production, the main purpose of which is the implementation of a smooth transition from large-scale to small-scale production promising tractors and machines, as required by the interests of the enterprise's economy.

Bibliography

1. Business plan of the enterprise for 2002-2009

Leonov M.V., Medvedev V.T. "According to" MTZ "- the flagship of the Belarusian industry": Minsk: "Minsk Tractor Plant", 2001.

Akshevsky I.M. Minsk Tractor. Minsk, "Belarus", 1980.

Malikov T., Segal M. "Minsk Tractor". Minsk, Harvest, 1973.

Kotler, Fundamentals of Marketing. Moscow, Progress, 1991.