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      Client

      A leading Indian tractor manufacturer in a joint venture with a Japanese tractor OEM

      Industry

      Agricultural machinery and equipment manufacturing

      Primary goal

      Develop an international growth strategy and go-to-market roadmap across priority global markets

      A leading Indian tractor manufacturer sought to accelerate international growth and strengthen its presence across key global markets. The organisation required a structured approach to identify the most attractive markets, define winning go-to-market strategies and establish a long-term roadmap to support sustainable international expansion.

      The engagement focused on evaluating growth opportunities across eight priority tractor markets while identifying areas where the Indian and Japanese OEM partners could collaborate to strengthen market performance.

      The opportunity

      The client wanted to significantly expand its international business and establish a clearer strategy for growth across multiple geographies: U.S., Brazil, France, Germany, Poland, Turkey, Thailand and Australia.

      Key considerations included:
      • Identifying international markets with the strongest strategic fit and growth potential
      • Understanding local customer needs, competitive dynamics and dealer ecosystems
      • Defining market-specific go-to-market strategies
      • Evaluating collaboration opportunities between the two OEM partners
      • Creating a practical roadmap to guide long-term expansion

      Our approach

      A structured global market assessment was undertaken to identify countries offering the best combination of market attractiveness, strategic fit and ease of implementation.

      Key capabilities:
      • Conducted a global market scan to identify eight priority international tractor markets
      • Performed market deep-dives to assess customer requirements, competition and growth opportunities
      • Undertook extensive on-ground research, including visits to distributors and dealers, to develop first-hand market insights
      • Worked closely with both global and local client teams to validate hypotheses and strategic recommendations
      • Assessed customer needs and competitive positioning to define the ‘way to play’ and ‘right to win’ in each market

      The resulting growth strategy addressed multiple levers required for international expansion: Distribution operating model, Product strategy, including new products, platforms and badging opportunities, Dealer network expansion, Marketing strategy, Retail finance strategy and Organisation structure and operating model design.

      The outcome

      store

      Developed an international growth strategy covering eight priority tractor markets

      business

      Created a detailed go-to-market roadmap designed to support a targeted threefold increase in international business

      recommend

      Defined market-specific recommendations across product, channel, distribution and marketing strategy

      map

      Delivered a phased implementation roadmap with key milestones extending to 2030

      auto_stories

      Developed a repeatable playbook to support future market entry and growth initiatives in new international markets

      How we make the difference

      Expanding into new markets requires more than identifying growth opportunities. It requires a clear understanding of customer needs, competitive dynamics, routes to market and execution requirements. By combining strategic insight, market intelligence and implementation planning, KPMG in India helped create a practical roadmap designed to support long-term international expansion and scalable growth.

      KPMG. Make the Difference.

      Key Contact

      Jeffry Jacob
      Jeffry Jacob

      Partner and National Sector Leader - Automotive, Industry Group Leader - Chemicals

      KPMG in India

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