SALES STRATEGY EVALUATION OF A DRONE SPRAYING STARTUP IN THE AGRICULTURAL SECTOR

The implementation of drones into farming has brought new possibilities of increasing efficiency, minimizing the dependency on labor and maximizing precision of crop protection. This research explores the sales approach utilized by a drone spraying startup within the agricultural industry, paying particular attention to farmer awareness, adoption process and factors determining customer acquisition.
The study was based on primary and secondary data, with primary data being collected through interviews with farmers and observations on a field level and secondary data provided by the company itself. Factors examined include awareness, demonstration, perceived value and trust affecting the adoption of drone spraying.
The results show that despite providing numerous benefits in the form of time saving, low chemical utilization and increased safety, the process of adopting the drone spraying was affected mostly by experience-driven factors, rather than financial considerations. Demonstration-driven sales approach turned out to be the most effective one.