SAME DEUTZ-FAHR TRACTORS

Project Report On : To study the marketing strategy of SAME DEUT !AR" #ith reference to $ndian rura% markets

Submitted toby: Mr. Vikul Goyel

Submitted Shantanu Dev FIB1248

Acknowledgement
The objective of any project would be incomplete without acknowledging the efforts of all those who have given their valuable guidance and their precious time.

The most awaited moment of any endeavor is its successful completion, which depends upon the cooperation & combined effort of several resources, time and knowledge.

I am thankful to Mr. Sushil kaushik(Asst. area manager), Bhopal, who provided the new insights to the project and valuable guidance, without his direction this project would not have come through. His experience and ideas helped us a lot during my project work.

&

Abstract:
Innovation is a fundamental virtue of marketing. This study is an attempt to Understand the sales system and explain the Sales and Distribution Channel Structures in Same deutz-fahr a reputed brand name of the Tractor industry in India. The investigation adopted a mix of theoretical and practical aspects in Exploring the subject under scrutiny.

'

Contents

1.

Introduction

A) Tractor Industry. B) Same deutz-fahr tractors.. 2. Product Ran e.

!. %.

"ar#etin $ierarchy.. Sa&es System.

A) 'n(uiry )eneration. B) 'n(uiry Con*ersion. C) +e&i*ery. +) Payment ,. After Sa&es Ser*ices (

-. "ar#et share of S+. Tractor/s in Indore Re ion 2001 and 2010.. 2. Conc&usion..

I3TR4+5CTI43
Tractor Industry6
At the start of this industry there are )' manufacturing units #ere in production out of #hich )* #ere set up #ith foreign co%%a+oration and ' #ith indigenous techno%ogy and kno#,ho#- The actua% de.e%opment of the Tractor $ndustry has taken p%ace o.er & decades +eginning from )/0*-$n the first decade the fo%%o#ing 1 units #ere set up a%% #ith foreign co%%a+orationIndian Com7anies and their .orei n Co&&a8orators 9.irst Phase)6

2et#een )/3* 4 )/5* the fo%%o#ing si6 units #ere set up four #ith foreign co%%a+oration and t#o #ith indigenous techno%ogy-

S.3o.

)-

&'(1-

:ear of commencement of Production Eicher Tractors 7imited ?e+r Eicher )/1/ Tractorenfa+rik: >est ?ermany Tractors and 2u%%do=ers Motoko. Praha )/0' 7imited @ "industan Tractors Tractor and !arm EAuipment Massey !ergusson: )/0' 7imited 8 TA!E 9 U-;Escorts 7imited Motoimport Ursus: )/0( Po%and $nternationa% Tractor <ompany $nternationa% )/01 of $ndia 7imited @ Mahindra 4 "ar.ester:U-;Mahindra 7imited

3ame of the 5nit

Co&&a8orator

Indian Com7anies and their .orei n Co&&a8orators 9Second Phase)6 S.3o. 3ame of the 5nit )&'(100 Escort Tractor 7imited 8 ET7 9 "MT 7imited ;ir%oskar Tractor 7imited Punja+ Tractors 7imited 8 PT7 9 Pittie Tractors 7imited "arsha Tractors Co&&a8orator !ord: U-;:ear of commencement of Production )/3)

Motoko.Praha:<=echos%o.akia )/3) ;%ockner,"um+o%dt Deut=: )/3( >est ?ermany $ndian ;no#, ho# )/3( $ndian ;no#,ho# Motoimport: USSR )/3( )/31

7imited

T#o more units as fo%%o#s came up +et#een )/5* and )/51 one #ith foreign co%%a+oration and the other #ith indigenous kno#,ho#S.3o. 3ame of the 5nit )&'Auto Tractors 7imited Co&&a8orator :ear of commencement of Production 7ey%and: )/5) )/5' )///

2ritish U-;Pratap Stee% Ro%%ing Mi%%s $ndian ;no#,ho# 7imited Same grea.es Same: $ta%y

The annua% production of tractors in the year )/53,55 had reached a%most /**** no-Bs per annum- Out of the a+o.e )( units #hich #ere in production se.en units 8 Eicher: Tafe: Escorts: Mahindra 4 Mahindra: Escorts Tractors: "MT and Punja+ Tractors 9 accounted for //C of the tractor production #hi%e rest of the si6 units shared +et#een them the remaining )C-7ong term of the tractors units appears to ha.e +een primari%y dictated +y approach of the %oca% management rather than the co%%a+orators or the techno%ogy or the mode% of the tractors se%ected- There are success and fai%ures in units #ith )- 2oth imported and indigenous techno%ogies&- Techno%ogies imported +oth from #estern and eastern +%ock countries'- Units +e%onging to +oth pu+%ic and pri.ate sectors(- 2oth #ere #e%% kno#n or %ess kno#n mode%s #ere se%ected for %oca% manufactureStrong techno%ogica% +ase of the group and the support pro.ided +y their o#n R 4 D ha.e a%so p%ayed an important part in the gro#th of indi.idua% unitsThe most popu%ar si=e of the tractor in the country is '1 "-P- fo%%o#ed +y &1 and (1 "-Pthe percentage production of the three si=es +eing 11C: &*C and )1C respecti.e%y- The farmerBs choice of tractor si=e is a compromise +et#een the uti%ity of tractor for mu%tip%e uses inc%uding hau%age and its price- The accent is on sturdiness and re%ia+i%ity: rather than sophistication #hich usua%%y mean a higher price- According to the present indication the demand for higher priced and sophisticated tractors a+o.e 0* "-P-is %ike%y to +e %imited in the immediate future-

Same deutz fahr tractors Same Deut= D!ahr $ndia 8SD! $ED$A9is a )**C o#ned su+sidiary of Same Deut=,!ahr ?roup spA of $TA7F,the pioneers and one of the #or%d %eaders in the fie%d of tractor: transmissions diese% enginesThe Same deut= ,fahr group :$ta%y commenced manufacturing diese% tractors in the year )/&3 and today o#ns four prestigious +rands : SAME : 7AM2OR?"$E$: DEUT !A"R 4 "UR7$MAEE- The group has manufacturing faci%ities in $ta%y: ?ermany: Po%and and $ndia- The groupBs range inc%udes tractor .irtua%%y for a%% app%ication from '*"P to&3*"P and a distri+ution net#ork of '*** partners: spread across the g%o+e-

The %ogos of these +rands are sho#n +e%o#:,

DEUT !A"R:,

"UR7$MAEE:,

7AM2OR?"$E$:,
/

SAME:,

In India; the same deutz-fahr rou7 foray in the year 1<<< as a *enture =ith the )R'A>'S rou7 and set u7 en ine and tractor 7&ant in the industria& to=nshi7 of Rani7et in tami&nadu; a8out 100 #ms south-=est of Chennai. This *enture came to end in ?une 2002 =hen the rou7 decided to ta#e 100@ contro& as SA"' +'5TA.A$R I3+IA 9P)BI"IT'+-

The current production capacity at the Ranipet p%ant #here the ?roup a%ready produces tractors of (* D 3* "P: ' and ( cy%inder engines: is 0'** units per annum- The capacity e6pansion at Ranipet: #i%% increase the tota% co.ered surface up to )&:*** m&and the tota% )*

area to )'&:*** m&#ith a ma6imum production capacity of )):*** tractors and )1:*** engines a year- $n &**5 the tota% tractor production in Ranipet increased +y &5C to c%ose at (:*** units- This year the group p%ans to introduce a ne# 01,31"P p%atform #ith a Tier $$$ specification engines for the e6port markets-

The %oca%i=ation process in $ndia of the 1* D 3* "P tractor p%atform: #as comp%eted in &**5- $nitia%%y the tractors #ere produced e6c%usi.e%y for the e6port market 8Europe: USA: Midd%e East and Africa9- Eo# SD! #i%% produce these tractors for the $ndian market under the DEUT ,!A"R +rand-

$ndia has the #or%dBs %argest tractor market #ith a tota% sa%es .o%ume of ':'(:*** units in &**5 #hich has sho#n significant gro#th of &/C and touched .o%ume of (:'&-*** tractors as Domestic $ndustry-- Due to structura% changes in the $ndian agricu%ture sector: there is consistent gro#th in the o.er (* "P G <ATE?ORF Tractor segment #hich is %ike%y to gro# and represent '5C 8))*:*** units9 of the $ndustry +y &*)1-

The continued de.e%opment of $ndiaBs agricu%ture: com+ined #ith the gro#ing demand for modern techno%ogy: a%%o#s the perfect opportunity for SD! to introduce its premium ?erman +rand: DEUT ,!A"R tractors to $ndian farmers and contractors-

The DEUT ,!A"R +rand #hich is targeted at progressi.e farmers in $ndia #i%% strengthen the position of SD! in $ndia #here the group #i%% continue to se%% its current products in (*,0* "P range under the SAME +rand-

Techno&o ica& Status of the Tractor Industry6

))

The tractor industry: in $ndia: has comp%eted: more than: &1 years- During this period: there has +een a %arge gro#th: in its production capacities and capa+i%ities A #ide choice of competiti.e mode%s: ranging from )& to 31 "P: is no# a.ai%a+%e: to the farmer- The tractor industry: represented +y the successfu% units:has no# attained a maturity: as judged +y itHs: capacity and capa+i%ity: to e6pand production: as and #hen: needed: to meet any sudden surge in demand The successfu% units ha.e: a%so: de.e%oped: e6pertise and capa+i%ity: for effecting hori=onta% transfer of techno%ogy: to other de.e%oping <ountries-

The anci%%ary and support industries ha.e: a%so: gro#n #ith the tractor units and: ha.e de.e%oped necessary capa+i%ities: to supp%y components and su+,systems in the reAuired Auantities The ser.icing and maintenance: faci%ities: ha.e a%so: +een #e%% esta+%ished$ndian tractor industry: +y and %arge: has yet to de.e%op capacity and capa+i%ity to inno.ate and create ne# +asic designs: of tractors: on its o#n The time and e6pense: in.o%.ed: in indigenous de.e%opment: of these products: ha.e acted as a deterrent to their inno.ati.e efforts- Most of the successfu% units ha.e set up R 4 D faci%ities appro.ed +y the DS$R Though the R 4 D in industry %acks the standards and the depth commensurate #ith $ndianHs standard as a %eading tractor manufacturing country: #hich $ndia is todayManufacturers appears to +e satisfied #ith: the %imited ro%e: of their R 4 D esta+%ishments: in impro.ing the e6isting products +y minor modifications: in the aggregates to +ring out ne# mode%s: prefer the case #ith the units #ho ha.e a su+stantia% foreign eAuity participation- <hoose an e.en ear%ier route of entering into co%%a+oration: for ne# mode%s- Some progressi.e units: genera%%y #ithout foreign eAuity: ha.e de.e%oped capa+i%ities to inno.ate and: ha.e introduced ne# mode%s: +y impro.ing and@or up sca%ing some aggregates: in the tractors)&

Product ran e

The company manufactures and markets state,of,the,art SAME +rand tractors and diese% engines from '1hp to 0*hp in t#o,#hee% dri.e and four,#hee% dri.e .ersions- The company is p%anning to add tractors of 3*hp and a+o.e in the near future- Same Deut=, !ahr $ndia e6ports tractors and diese% engines to Sri 7anka: Eepa%: South Africa: ;enya: <hi%e: $srae%: am+ia: <ongo: Ecuador: Austra%ia: Ee# ea%and and <o%om+ia-

!- +I '5R4 A3+ !<! '5R4 S$4RT C$''BBAS' .AR" TRACT4RS6The '0 D$ Euro and '/' Euro ranges comprise simp%e and re%ia+%e mode%s 8#ith rated po#er of '1hp and '/hp9: featuring a short #hee%+ase and a high degree of manoeu.ra+i%ity: #hich make them particu%ar%y #e%%,suited for farm #ork- Main technica% specifications:

!our,stroke D$ 82"ARAT TREM $$$9 #ater,coo%ed Euro,$ diese% engines 5G& constant mesh #ith forced feed %u+rication gear+o6 1(*rpm @ '&-&hp PTO "ydrau%ica%%y actuated oi% immersed disc +rakes Pump capacity of ')7pm and &/7pm

%0! '5R4 A3+ %,! '5R4 4P'3 .I'B+ TRACT4RS

The (*' Euro and (1' Euro tractors are designed for open fie%ds and specifica%%y de.e%oped for use on sma%% farms- They are eAuipped #ith #ater,coo%ed four,stroke D$ 82"ARAT TREM $$$9 diese% engines and produce po#er outputs of (*hp and (1hp respecti.e%y- The top speed of '*km@h a%%o#s for rapid road transport- Specifications inc%ude:

)'

?ear+o6 , 5G& constant mesh #ith forced feed %u+rication PTO speed @ po#er , 1(*rpm@'0hp 2rakes , hydrau%ica%%y actuated oi% immersed disc +rakes 7ift , ADD< contro%: ):3**kg: &:***kg capacity

,0! '5R4 S"ABB .AR" A3+ PT4 TRACT4RS

Economica% and minima%ist: the (3' Euro and 1*' Euro tractors are idea% for specia%i=ed cu%ti.ation: and are idea% for sma%% farms and PTO #ork- These mode%s are a.ai%a+%e in t#o .ersions 81*hp9 mounting the four,stroke D$ 82"ARAT TREM $$$9 #ater,coo%ed Euro,$ diese% engines- !eatures inc%ude:

"ydrostatic steering #ith independent pump capacity of &/7pm to ')7pm 1(*rpm @ ()-35hp PTO "ydrau%ica%%y actuated oi% immersed disc +rakes on a%% four #hee%s Steering ang%e of 11I

-0! '5R4 $AR>'ST SP'CIAB A)RIC5BT5RAB TRACT4RS

!or specia%i=ed agricu%tura% tractors: Same Deut=,!ahr $ndia introduces the 0*' Euro and 0*' Euro har.est specia% agricu%tura% tractors- EAuipped #ith the ne# #ater,coo%ed four, stroke D$ 82"ARAT TREM $$$9 Euro,$ diese% engines: in tur+o or natura%%y aspirated .ersions: the ne# range is packed #ith inno.ati.e technica% features: )(

5G& constant mesh #ith forced feed %u+rication gear+o6 Top speed of (*km@h e.en at economy engine re.s PTO 81(*rpm @ 1)hp9 "ydrau%ic system #ith ')7pm pump and au6i%iary ser.ice contro% .a%.es #ith f%o# contro% Ma6imum %ifting capacity of &:&**kg and an optiona% e%ectronic %ift contro% system

,0! '5R4 %C+ A3+ -0! '5R4 %C+ C4"PACT TRACT4RS

The 1*' Euro (>D and 0*' Euro (>D ha.e compact dimensions: e6ce%%ent hand%ing and agi%ity a%%o#ing rapid maneu.ering in the narro# confines of agricu%tura% farms- The engine options pro.ide a #ide choice of po#er ratings: and the %atest generation four, stroke D$ 82"ARAT TREM $$$9 #ater,coo%ed Euro,$ diese% engines com+ine high performance #ith %o# emissions and fue% consumption- !eatures inc%ude:

?ear+o6 , )&G' synchromesh gear+o6 #ith forced feed %u+rication PTO speed @ po#er , 1(*rpm@(1-05hp 2rakes , hydrau%ica%%y actuated oi% immersed disc +rakes 7ift , ADD< contro% @ &:&**kg capacity Pump capacity , ')7pm 2ackend , epicyc%ic p%anetary +ackend in straight a6%e

)1

"ARD'TI3)

$I'RARC$:6

General Manager

Dy. General Manager

Regional Manager

Bhopal Branch AM !"ec

Dealer

Dealer

Dealer

Sale# Manager

Sale# Manager

Sale# Manager

DS$ %

DS$ &

DS$ '

DS$ %

DS$ &

DS$ '

DS$ %

DS$ &

DS$ '

)0

Sa&es System

)'n(uiry )eneration6 $t is the first step in the sa%es system #ith the o+jecti.e to increase the .o%ume: the sa%es and the production is direct%y proportiona% to each other and the main focus of the sa%es system is generating more and more num+er of enAuiries so that there are chances to con.ert them into sa%esA9 Com8in 47eration6 $n this process of enAuiry generation an operation is performed +y the com+ination of Dea%erBs Sa%es Person 8DSP9 and <ompany E6ecuti.e$n this & DSP G ) <ompany E6- <o.ers a .i%%age and each person #i%% co.er 1 .i%%agers: so there de.e%ops a#areness among the customers-

29 Road Sho=6 This is the most happening means of generation enAuiry no# a day: +ecause it is an eye catchy and has a direct impact on the customerBs mind- Road sho#Bs are the easiest #ay of communicating the product and create eagerness among the customer and the resu%ts generates #hen the customer comes do#n for gathering the information-

<9 Partici7ation in me&as6 This is another form of generating the enAuiries in #hich companyBs sta%% is their in the me%a and pass on the %eaf%ets and necessary information in that: so the customer #i%% +e #e%% .ersed #ith the product detai%s-

)3

D9 Customer/s "eet6 As the name suggests that their #i%% +e a meeting takes p%ace +et#een the customer and the company representati.e in #hich #e #ou%d take the feed+ack: information #ou%d +e gi.en a+out the ne# schemes and products and a+out the %atest offersi9 4&d6 This meet is +asica%%y for taking the feed+ack of the o%d customer and if the customer is #e%% satisfied #ith the product then he can gi.e some references of the prospecti.e customersii9 Com7etitor6 This meet is organi=ed to con.ert the competitorBs customer to our sideJ this is a #e%% focused meet keeping an eye on the future prospects of +uying ne# tractor of different +rand other than #hat he is ha.ing right no#- $n this #e make them acAuainted #ith our product competencies #ith #hat #e are pre.ai%ingiii9 Pros7ecti*e6 These customers are the hope of sa%e and in this meet #e try to con.ert them into +uying them actua%%y- This meet reAuires constant fo%%o#,up #ith the customer and try to fu%fi%% his demand and so%.e the Aueries if any2. 'n(uiry Con*ersion6

A9 P&ant >isit6 This is the ne# trend in this competiti.e #or%d and in the era of g%o+a%i=ation- Most%y this is the phase after enAuiry generation and in this phase #e pro.ide a fee% good factor in the mind of the customer +y %et him kno# the product Aua%ity and standards from #hich his product is manufactured and this #i%% create an ha.oc in the mind of the customer and he is ready to ha.e the product at that particu%ar moment- P%ant .isit is comprises of the fo%%o#ing: )&'(103>e%come +y gar%and ?roup Photograph <ompanyBs Presentation P%ant Kisit 7unch Distri+ution of Tractor Mode% and +ag etc"and%ing the key to the prospecti.e customer

)5

29 'Echan e "e&a6 $t is an another form of enAuiry con.ersion in #hich the target customer are those #ho is ha.ing the o%d tractorBs of any mode% and of any +rand #hich is considered +y the companyBs e6change ce%% and if the dea% is made then it generates sa%e<9 +emonstration 9 Com7etiti*e )6 $n this process the demonstration is gi.en +y the <ompany and #hich is competiti.e means +oth the tractor is #ithin the same segment or near+y #hich makes the competition eAua% and try to con.ince the customer a+out the performance and re%ia+i%ity of our product and if the customer is satisfied #ith that then it enhances the sa%eD9 S7ecia& Scheme6 This is the specia% schemes #hich are pro.ided +y the <ompany or the Dea%er such as cash discount: credit: gifts etc #hich entices the customer to go for the product-

'+e&i*ery6 This is the third phase of the sa%es system in #hich after the confirmation from the customer and #ith the recei.a+%e of the ad.ance or the fu%% payment a%ong #ith the reAuired documents the Dea%er tries to de%i.er the specified mode% at the stipu%ated date- The tractor can +e de%i.ered at the Dea%ership or it may +e de%i.ered to the customer #here.er the customer #ants it to +e de%i.ered i-e- at the doorstep-

)/

(Payment 9 Co&&ection 8y +ea&er ) 6 This is the %ast phase of the sa%es system +ut not the %east +ecause this is the most tedious in nature as #e a%% kno# that co%%ection of money is not an easy task and it take time a%so that is .ery important in this competiti.e market as time is money- The mode of payment is either finance +y +ank or cash: if it is in cash then the task is simp%er in nature +ut if it through finance than it is time taken +ecause then it depends on %ot many factors such as )&'(1035A2<DAmount of 7and of the customer!ie%d $nspection +y the !inancia% !irm<redit Reputation of the customerSearch and Eo Dues +y the +ank$dentity Proof of the customerResidentia% Proof of the customerAffida.its Documentation Luotations $n.oice of the TractorRegistration of the Tractor$nsurance of the Tractor-

<o%%ection of documents p%ays an important ro%e in the co%%ection process this main%y inc%udes the fo%%o#ing: )- Band Boo#6 This is gi.en and appro.ed +y the Pat#ari and Tehsi%dar- $n the %and +ook fo%%o#ing detai%s is mentioned A) "o# many o#ners of the %andB) "o# much %and is a.ai%a+%eC) Detai%s of short term and %ong term %oan on the %andB1 F P26 This is a%so kno#n as the ;hasra and ;hatauna it is gi.en and appro.ed +y the Pat#ari- 2) 4 P& is on the +asis of 7and 2ook- $n the 2) 4 P& fo%%o#ing detai%s is mentioned A) , years yie&d of the &and. B) Chich cro7 is ro=n. C) $o= much &and is used. +) Source of Irri ation. &- 3a#sha6 $t is a%so the duty of Pat#ari to appro.e the naksha for the financing- $t is a geographica% map of the %and i-e- in #hich area it is %ocated and it is he%pfu% if some+ody #ants to see the %and-

&*

After Sa&es Ser*ice

After-sa&es ser*ice the #ey customer concern6 As in the rest of the tractor industry: after,sa%es ser.ice is a concern area for customers as their e6pectations on the o.era%% Aua%ity continue to go higher- After,sa%es ser.ice is rated considera+%y %o#er than the purchase e6perience$n the past: truck ser.ice centers a%#ays %eft a %ot to +e desired on +asic infrastructure and %agged +ehind their cousins in the car: t#o,#hee%er and tractor segments- "o#e.er: the study sho#s that no# customers are e6treme%y happy #ith the o.era%% infrastructure for ser.icing and customer comfort at the dea%ershipsThe study a%so finds that managing customer e6pectations +ecome increasing%y cha%%enging as the %ength of .ehic%e o#nership increases- There is a sharp drop in the TR$MM inde6 from customers #ith o#nership up to 0 months to customers in )&,'0 months o#nership periodS+. Ser*ice Associates6 These are the authori=ed ser.ice centre #hich is formed #ith the con.ersion of %oca% ser.ice centre #ith companyBs norms and conditions certified +y SD!They offer the ser.ices to the customer in the %oca% area and gi.e the fee%ing of ser.ices at an ease #hich is he%pfu% in +ui%ding a strong +ond #ith the customersThe fo%%o#ing are the acti.ities #hich are headed +y SD! in after sa%es ser.ices are , )- Insta&&ation6 $nsta%%ation is a process #hich takes p%ace #ithin )1 days after the de%i.ery: in #hich instructions are pro.ided to the O#ner 8Dri.er9 on the site: on ho# to dri.e: #hat precautions to +e taken for the effecti.e dri.ing: ho# to do the pre.enti.e maintenance and ho# to increase the %ife of the parts: etc2. Ser*ice Su77ort 6

This is the support pro.ided +y the Dea%er on +eha%f of the <ompany for ) years #ith ( free ser.ices #hich inc%udes the c%eaning: o.erhau%ing: free check,up and %a+or free ser.ice- On the site ser.ice is a%so granted on demand +y the customer +y the Dea%erBs for creating the 2rand $mage of their dea%ership-

&)

"ar#et share of S+. Tractor/s in Bho7a& Re ion 2012F 201!6

20126

201! 6

&&

Conc&usion
The Tractor industry is current%y facing o.er capacity- There are a%arming%y high stocks and credits in the market p%ace- The pro+%em has +een further aggra.ated +y the entry of ME<Hs ha.ing deep pockets: %eading to an o.ercro#ded industry- >ith the gap in demand and supp%y and .ery high stocks: the situation is %ike%y to +e difficu%t in the ne6t T#o to three years #ith manufacturers attempting to make corrections- Tractor industry: ha.ing achie.ed the %e.e% of de.e%opment: of +eing a+%e to cater fu%%y to the indigenous marketJ shou%d no# concentrate a%so: on de.e%opment of tractor mode%s suita+%e for e6portsThe +iggest opportunity for company is that fue% economy is a dominant factor in the farmersH minds in the present circumstances and SD! is an ackno#%edged %eader in fue% efficiency: particu%ar%y in the '1"P and higher segment- The $ndian arm has tractors in the '1,0* "P range and hopes to introduce tractors in the 0*,3* "P range short%y that the $ndian market #as shifting to tractors #ith higher horsepo#er and #ith mu%tip%e use functions: a transformation that the company #as idea%%y p%aced to tap--

&'

T$A3D :45 G

&(