A relook into the market of tata commercial vehicles project report
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A relook into the market of tata commercial vehicles project report

A relook into the market of tata commercial vehicles project report

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A relook into the market of tata commercial vehicles project report A relook into the market of tata commercial vehicles project report Document Transcript

  • CONTENTSSl. NO. TITLES PAGE No. I. CHAPTER 1  Executive Summary 3  Introduction 6  Literature review 7  Management Problem 10  Research Problem 10  Purpose of the study 11  Scope of the study 11  Objectives of the study 11 II. CHAPTER 2  Organization Profile 12  Organization chart 27  Sampling 48  Research Design 49  Data collection methods 50  Measuring tools 51 III. CHAPTER 3  Result & discussion with Charts & graphs 52  Findings 66  Recommendation 69  Conclusion 70IV CHAPTER 4  Appendix • Questionnaire 71 • Bibliography 74 BABASAB PATIL 1
  • Chapter 1BABASAB PATIL 2
  • EXECUTIVE SUMMERYA project report contains the marketing research on a Relook in to the market (a Tatajourney on the Bellad Canoe) of heavy commercial vehicles at Hubli city. It is effort bythe researcher to re-orient company’s strategies post liberalization. This study is entitledas “A Relook into the Market, (A Tata Journey on Bellad Canoe) at Hubli city”.This topic is concerned to their requirements as the Bellad Engineering (authorized dealerof the Tata Commercial Vehicles (trucks)) want to know the awareness level anddemand for at Hubli and also to find the market to Tata Commercial Vehicles in BelladEngineering (P) Ltd in the liberalized era. The information is collected through structuredquestionnaire that include all the requirements what the Bellad Engineering Pvt.Ltd(truck Ltd) wanted.The questionnaire was administered to the truck owners of the different company’s inHubli city.DATA COLLECTION APPROACH:The information necessary for this research study is collected by tapping primary andsecondary sources. The sources are as followsPrimary Sources: a) Questionnaire b) Personal interactionSecondary Sources: a) Company Websites b) Related Information from Internet c) Company reports, Books and publications BABASAB PATIL 3
  • SELECTION OF SAMPLE:Sampling allows us to concentrate our attention upon relatively small number of peopleand hence devote more energy to ensure that the information collected from them isaccurate. 1. Population: People from the city of Hubli 2. Sampling Frame: people who own heavy vehicles 3. Sampling Unit: Contractor, Transport agencies, builders 4. Sampling Size: 100 5. Sampling Method: convince random samplingMethod of AnalysisIt involves a recorded observation into dissipate statement. The measurement andevaluation of data is done in graphical representations, and using MS excel.OBJECTIVES 1. To identify the factors which are influencing customer to buy a truck 2. To find its awareness level of customer regarding tata commercial vehical with respect to other brands 3. To identify the consumer expectation towards new trucks from tata commercial Vehicles at hubli city. 4. To find customer expectation from authorized dealers of Tata Commercial Vehicles (trucks). BABASAB PATIL 4
  • RECOMMENDATION  Local dealer should conduct demonstration and Test drives for existing truck owners and potential customers.  Dealer should co-ordinate with company to conduct truck exhibition in local market.  Create more awareness of the Bellad Engineering Pvt.Ltd and the micro-finance facilities available for customers.  Bellad Engineering (P) Ltd should educate customer on vehicle maintains and service etc.CONCLUSION The majority of the people are ready to purchase truck in future, there is demand for trucks. Therefore Hubli is a market for Tata Commercial Vehicles (truck) so the company and dealers should carry more promotional activities like giving ads in News paper, local TV channel, and hoardings. Conduct more demos and free test drive so that customer are satisfied with what they expect from new trucks.LIMITATION: • Restricted sample size is 100 • Survey is restricted to Hubli city BABASAB PATIL 5
  • The Rational The project entitled “A report on Relook into the Market (A Tata Journey On TheBellad Canoe at Hubli city”. This is in partial fulfillment requirement of MBA course inMarketing under the banner of KLES Institute of Management Studies Hubli. It was an opportunity to learn the practical aspects of industry. This topic selectedbecause The Tata Commercial Vehicles is into the commercial vehicle past half acentury, the Bellad Engineering Pvt.Ltd Hubli is the dealer of Tata Commercial Vehiclesthey want to know the market post liberalization scenario into The Market of TataCommercial Vehicles (trucks). This Study helps to the organization for the purpose of taking decision like how tocoup up with competition, understand what modification and augmentations to be madein the product etc. It helps the organization to re-gauge the customer perception in the globalize eraof competition. This study will help the company to reconsider its segmentation Targeting &positing strategies. BABASAB PATIL 6
  • LITERATURE REVIEWThe Hubli city located in the border of Karnataka state, and also has located on theHighway of Puna and Bangalore. This city is very near to Puna and Bombay and alsoGoa. ItHave industries like Micro finish, KT Switch Gear, Tata Motor etc and many more. Inthis area we can find big Transportation companies like Mujawar, Sait &Co, VRL and othersmallTransports. So this is a big market for the heavy commercial vehicles. BABASAB PATIL 7
  • In the above graph we can find that the level of increasing the vehicles sales, last twoyears growth is 48.75 lakh vehicles and 54.35 vehicles respectively for the year 2004 and2005.The vehicles demand is increasing at very high rate, due to easy finance facility,declining loan interest rates and low taxes and duties. This study was made at Hubli City.The market for the Hubli City is considered to be growing at a faster rate. Hence thevehicle companies can find lot of customers. BABASAB PATIL 8
  • Market potential in the competitive era. Market potential is the limit approached by market demand as industry marketingexpenditure approach infinity for a given marketing environment. The phase “for a given market environment” is crucial. Consider the marketpotential for automobiles in a period of recession versus a period prosperity. The marketpotential is higher during prosperity. Market analysts distinguish between the position of the market demand functionand movement along it. Companies cannot do anything about the position of the marketdemand function, which is determined by the marketing environment. However,companies influence their particular location on the function when they decide how muchto spend on marketing. Company demand is the company’s estimated share of market at the alternativelevels of company marketing effort in a given time period. The company share of themarket demand depends on how its products, services, price, communications, and so onare perceived relative to the competitors. If other things are equal, the company’s marketshare would depend on the size and effectiveness of its market expenditures relative toCompetitors. Marketing model builders have developed sales response function tomarketing mix, and marketing effectiveness. BABASAB PATIL 9
  • Why the study Tata Commercial Vehicles is the company is into Heavy Commercial vehicle inthe market past half a century. It is imperative to know the market and factor influencingwhile buying trucks and awareness level with respect to other brands in the liberalizationEra of competition. Hence they want to study the Hubli is good market for changes in thecustomer perception with reference to available of competitive product by othermanufacturer. 1) Post liberalization foreign giants like Man Force, Volvo, Eichers etc entering markets. 2) They have lealest technology. 3) They have global brands 4) Customer perception has been changing with the advent of IT and flow of information.Thus the Statement of problem is as follows“A RELOOK INTO THE MARKET (A TATA JOURNY ON THE BELLAD CENNOE)AT HUBLI CITY. BABASAB PATIL 10
  • PURPOSE OF THE STUDY The purpose of the study is to get practical knowledge and is to get experienceand also to know the various challenges that are faced in corporate world. This study alsohelps to the organization for the purpose of taking decisions towards their target marketand to know what are the customer’s expectations from Tata Commercial Vehiclesproducts and thus formulate the strategies to meet the competition.The main intention of choosing this topic is  To find the market changes for Tata Commercial Vehicles (trucks).  To identify the factors which are influencing customer to buy a truck  To know the awareness level with respect other brands  To identify the consumer expectation towards Tata Commercial VehiclesSCOPE OF THE STUDYThe main important important purpose of study is to find the good market for TataCommercial Vehicles (trucks).The study is conducted in Hubli city included the customerof Bellad Engineering(P) Ltd and also in different areas like transport companies andExisting truck owners of different companies in Hubli city.Decision making with regards to STP, product augmentation, competitivePromotion strategy and after sales service. Because of the competitive scenario companyneed data in order to come up with strategy related to STP. BABASAB PATIL 11
  • OBJECTIVES F THE STUDY 1. To identify the factors which are influencing the customers them to buy a truck 2. To find its awareness level with respect to other brands 3. To identify the consumer expectation towards new trucks 4. To find customer expectation from authorized dealers of Tata Commercial Vehicles(trucks) BABASAB PATIL 12
  • Chapter 2ORGANIZATION PROFILE BABASAB PATIL 13
  • Tata Motors Limited is Indias largest automobile company, with revenues of Rs.32,426 crores (USD 7.2 billion) in 2006-07. It is the leader by far in commercial vehiclesin each segment, and the second largest in the passenger vehicles market with winningproducts in the compact, midsize car and utility vehicle segments. The company is theworlds fifth largest medium and heavy commercial vehicle manufacturer, and theworlds second largest medium and heavy bus manufacturer. The companys 22,000 employees are guided by the vision to be "best in themanner in which we operate best in the products we deliver and best in our value systemand ethics." Tata Motors helps its employees realize their potential through innovative HRpractices. The companys goal is to empower and provide employees with dynamiccareer paths in congruence with corporate objectives. All-round potential developmentand performance improvement is ensured by regular in-house and external training. Thecompany has won several awards recognizing its training programmes.Established in1945, Tata Motors presence indeed cuts across the length and breadth of India. Over 4million Tata vehicles ply on Indian roads, since the first rolled out in 1954. Thecompanys manufacturing base is spread across India - Jamshedpur (Jharkhand) in theeast, Pune (Maharashtra) in the west, and in the north in Lucknow (Uttar Pradesh) andPantnagar (Uttarakhand). A new plant is being set up in Singur (close to Kolkata inWest Bengal) to manufacture the companys small car. The nation-wide dealership,sales, services and spare parts network comprises over 2,000 touch points. Thecompany also has a strong auto finance operation, TML Financial Services Limited,supporting customers to purchase Tata Motors vehicles. BABASAB PATIL 14
  • Tata Motors, the first company from Indias engineering sector to be listed in theNew York Stock Exchange (September 2004), has also emerged as an internationalautomobile company. In 2004, it acquired the Daewoo Commercial Vehicles Company,Koreas second largest truck market. The rechristened Tata Daewoo CommercialVehicles Company has launched several new products in the Korean market, while alsoexporting these products to several international markets. Today two-thirds of heavycommercial vehicle exports out of South Korea are from Tata Daewoo. In 2005, TataMotors acquired a 21% stake in Hispano Carrocera, a reputed Spanish bus and coachmanufacturer, with an option to acquire the remaining stake as well. Hispanos presenceis being expanded in other markets. In 2006, it formed a joint venture with the Brazil-based Marco polo, a global leader in body-building for buses and coaches tomanufacture fully-built buses and coaches for India and select international markets.Tata Motors also entered into a joint venture in 2006 with Thonburi AutomotiveAssembly Plant Company of Thailand to manufacture and market the companys pickupvehicles in Thailand. In 2006, Tata Motors and Fiat Auto formed an industrial jointventure at Ranjangaon (near Pune in Maharashtra, India) to produce both Fiat and Tatacars and Fiat power trains for the Indian and overseas markets; Tata Motors alreadydistributes and markets Fiat branded cars in India. In 2007, Tata Motors and Fiat Autoentered into an agreement for a Tata license to build a pick-up vehicle bearing the Fiatnameplate at Fiat Group Automobiles Plant at Cordoba, Argentina. The pick-up will besold in South and Central America and select European markets. These linkages will further extend Tata Motors international footprint,established through exports since 1961. While currently about 18% of its revenues arefrom international business, the companys objective is to expand its internationalbusiness, both through organic and inorganic growth routes. The companys commercialand passenger vehicles are already being marketed in several countries in Europe,Africa, the Middle East, Australia, South East Asia and South Asia. It has assemblyoperations in Malaysia, Kenya, Bangladesh, Ukraine, Russia and Senegal. BABASAB PATIL 15
  • The foundation of the company’s growth is a deep understanding of economicstimuli and customer needs, and the ability to translate them into customer-desiredofferings through leading edge R&D. The R&D establishment includes a team of 1400scientists and engineers. The companys Engineering Research Centre was establishedin 1966, and has facilities in Pune, Jamshedpur and Lucknow. The ERC has enabledpioneering technologies and products. It was Tata Motors, which developed the firstindigenously developed Light Commercial Vehicle, Indias first Sports Utility Vehicleand, in 1998, the Tata Indica, Indias first fully indigenous passenger car. Within twoyears of launch, Tata Indica became Indias largest selling car in its segment. The ERCin Pune, among whose facilities are Indias only certified crash-test facility and hemi-anechoic chamber for testing of noise and vibration, has received several awards fromthe Government of India. Some of the more prominent amongst them are the NationalAward for Research and Development Efforts in Industry in the MechanicalEngineering Industries sector in 1999, the National Award for SuccessfulCommercialization of Indigenous Technology by an Industrial Concern in 2000, and theCSIR Diamond Jubilee Technology Award in 2004. The company set up the Tata Motors European Technical Centre (TMETC) in2005 in the UK. TMETC is engaged in design engineering and development ofproducts, supporting Tata Motors skill sets. Tata Daewoo Commercial VehicleCompany and Hispano Carrocera also have R&D establishments at Gunsan in SouthKorea and Zaragoza in Spain. The pace of new product development has quickened through an organization-wide structured New Product Introduction (NPI) process. The process with its formalstructure for introducing new vehicles in the market brings in greater discipline inproject execution. The NPI process helped Tata Motors create a new segment, in 2005,by launching the Tata Ace, India’s first indigenously developed mini-truck. The yearsto come will see the introduction of several other innovative vehicles, all rooted in BABASAB PATIL 16
  • emerging customer needs. Besides product development, R&D is also focusing onenvironment-friendly technologies in emissions and alternative fuels. Through its subsidiaries, the company is engaged in engineering and automotivesolutions, construction equipment manufacturing, automotive vehicle componentsmanufacturing and supply chain activities, machine tools and factory automationsolutions, high-precision tooling and plastic and electronic components for automotiveand computer applications, and automotive retailing and service operations. True to the tradition of the Tata Group, Tata Motors is committed in letter andspirit to Corporate Social Responsibility. It is a signatory to the United Nations GlobalCompact, and is engaged in community and social initiatives on labour andenvironment standards in compliance with the principles of the Global Compact. Inaccordance with this, it plays an active role in community development, serving ruralcommunities adjacent to its manufacturing locations. BABASAB PATIL 17
  • AWARDSCVBU Pune wins Rajiv Gandhi National Quality Award for 2007...PCBU bags Handa Golden Key Award...Tata Motors receives Uptime Champion Award 2007...Aggregates Business, CVBU, bags Best Supplier Award from ECEL...NDTV Profit Business Leadership Award...Tata Motors bags National Award for Excellence in Cost Management...Tata Motors TRAKIT bags silver award for Excellence in Design...Tata Motors Pune - CVBU has bagged the "Golden Peacock National Quality Aw...Tata Motors was awarded four prestigious honors, at the CNBC TV18- Autocar Au...Tata Motors chosen as Indias Most Trusted Brand in Cars...Business Today selects Mr. P.P. Kadle as Indias Best CFO in 2005...Pune Foundry Division bags prestigious Green Foundry Award...Tata Motors is Commercial Vehicle Manufacturer of the Year...ACE bags Best Commercial Vehicle Design at the BBC-Top Gear Awards....Jamshedpur bags National Energy Conservation Award for the fourth consecutive ye...Tata Motors bags the prestigious CII-EXIM Bank award for business excellence...Tata Motors receives JRD QV awards for Business Excellence...Car Maker of the Year Award for Tata Motors...Tata Motors is Commercial Vehicle Manufacturer of the Year...TNS Voice of the Customer Award for Indica Diesel...CFO of the Year Award 2004 awarded to Mr. Praveen P Kadle, Executive Director-...Tata Motors wins the prestigious Corporate Platinum Award at the India Manuf...Tata Motors wins Golden Peacock Award for Corporate Social Responsibility...Tata Motors CVBU Pune wins National Energy Award...Tata Motors - Jamshedpur wins Energy Efficient Unit Award... BABASAB PATIL 18
  • Tata Motors wins the first CSIR Diamond Jubilee Technology Award...Tata Motors Training Division Wins "Golden Peacock National Training Award2004"...Tata Motors Jamshedpur & Lucknow win awards...TATA MOTORS CASE STUDY WINS FIRST PRIZE IN IIIE PRODUCTIVITYCONTEST...TATA MOTORS WINS AWARD FOR FAIR BUSINESS PRACTICES...Tata Indica and Tata Safari EXi win awards...Tata Motors-Car plant gets two ISO certifications...Tata Motors bags awards at 14th National Convention of INSAAN...Indica and Safari win accolades...TATA MOTORS PUNE AWARDED SECOND PLACE IN NATIONAL LEVELCOMPETITION IN ENERGY CO...Tata Motors Receives "Indias Best Employer" Award From The Employee...Tata Motors, CVBU, Pune has won the prestigious Handa Golden Key awardinstitute...CVBU RECEIVES COMMENDATION CERTIFICATE FOR STRONGCOMMITMENT TO TQM...Tata Motors team wins The Runners Up Position at The Asian Business SimulationC...THE PRESTIGIOUS BALANCED SCORECARD COLLABORATIVE HALL OFFAME AWARD...Tata Motors receives all India trophy for Top Exporters...Tata Indigo ad campaign wins Effie award...Golden Peacock Environment Management Award - 2003...Industry and Technology Award, 2002...Advertising Awards...Tata Indigo - Most Exciting New Car of the Year - ICICI Bank & Overdrive Awa...Tata Engineering - A Socially Responsible Corporate, says TERI...Prof. Vasant Rao Rolling Trophy for Value Engineering - 2002...Tata Engineering was conferred Bharat Gaurav Puraskar...Best Value for Money Car of the Year - Tata Indigo CNBC Auto Car Auto Awards -2...Voice of the Customer Award for Best Diesel Small Car - Tata Indica by NFO A...India CFO Award 2002... BABASAB PATIL 19
  • Tata Engineering bags INSAAN awards...National Best Training Establishment Award...Envirointernational...Good Corporate Citizen award...National Award for Successful Commercialization of Indigenous Technology...National Award for R&D Efforts...Regional Top Exporters Trophy...Best Company Award at Workskills Competition...EEPC Award for Tata Engineering... MANAGEMENTS:Board of DirectorsMr. Ratan N Tata (Chairman)Mr. N A SoonawalaDr. J J. IraniMr. J K Setna BABASAB PATIL 20
  • Mr. V R MehtaMr. R GopalakrishnanMr. Nusli N WadiaMr. Helmut PetriMr. S A NaikMr. Ravi KantMr. P P KadleMr. P K M FietzekMr. S M PaliaSenior Management Mr. Ravi Kant Managing Director Mr. P P Kadle Executive Director (Finance and Corporate Affairs) Mr. A P Arya President (Heavy and Medium Commercial Vehicles) Mr. P M Telang President (Light and Small Commercial Vehicles) Sr. Vice President (Manufacturing and Commercial - Mr. Rajiv Dube Passenger Cars) Mr. C Ramakrishnan Vice-President (Chairmans Office) Vice-President (Sales & Marketing - ommercial Vehicle Mr. Shyam Mani Business) Mr. K C Girotra Vice President (Lucknow Works & FBV) Mr. R S Thakur Vice President (Finance) Mr. R R Akarte Vice President (ERC) Mr. M V Rajarao Vice President (Manufacturing) Mr. H K Sethna Company Secretary BABASAB PATIL 21
  • TATA TRUCKS Tata Trucks India is a division of Tata Motors, which is India’s largest commercialVehicle manufacturer with a 59-per cent market share and ranks among the top sixmanufacturers of medium and heavy commercial vehicles in the world. Established in1954, Tata Motors is India’s first engineering company to be listed in New York StockExchange.Over the years, Tata Motors have made significant investments in many companies thatfacilitate and support its various business activities The Company’s manufacturing baseis spread across Jamshedpur, Pune and Lucknow. It is supported by a nation-widedealership, sales, services and spare parts network.The company has over 130 models of light, medium and heavy commercial vehicles,buses ranging from 12 seaters to 60 seaters, tippers, special purpose vehicles, off-roadvehicles and defence vehicles.Tata products are : - Medium and Heavy Commercial Vehicles Tata Novus LPT 1615 TC Turbo Heavy -duty Truck SE 1613 TC Turbo Truck LPT 1613 TC Turbo Truck SE 1613 Turbo Truck LPT 1613 Turbo Truck BABASAB PATIL 22
  • LPO 1613 TC Turbo Car CarrierLPT 2515 TC Turbo TruckLPT 2516 TC Intercooler Turbo TruckLPT 2516 TC Turbo Heavy-duty TruckSK 1615 TC Turbo Heavy-duty TipperLPK 1615 TC Turbo Heavy-duty TipperLPK 1615 TC Turbo Two-way TipperLPK 2516 TC Turbo Heavy-duty TipperLPS 3015 TC Turbo TractorLPS 3516 TC Turbo TractorLPS 3516 TC Turbo LPG tankerLPS 4021 TC Powerful vehicle for transporting heavy cargoIntermediate Commercial VehiclesLP 1109 Turbo TruckLPT 1109 Turbo TruckLight Commercial VehiclesTL 4x4Tata SFC 410 EXTata LPT 712 EXTata 207 DI EX- Single cabTata 207 DI - Single cabTata 207 DI - Crew cabSFC 407 EX Turbo BABASAB PATIL 23
  • SFC 407 Turbo Truck LPT 709 E Turbo Container truck LPT 407 Turbo Truck SFC 709 E Aerial lift turbo TruckSmall Commercial Vehicles Tata Ace Buses Tata Globus Coaches Tata Starbus Range SFC 407 Turbo Mini Bus LP 407 Turbo Mini Bus LP 709 E Turbo Bus LPO 1510 CGS bus LP / LPO 1510 LP / LPO 1512 TC Turbo Bus LPO 1610 TC RE Semi Low Floor Bharat Stage - II Bus LPO 1616 TC Luxury Bharat Stage - II Bus LP 1109 Bharat Stage II Defence Vehicles BABASAB PATIL 24
  • Tata 407 (4 x 4) Soft Top Troop Carrier Tata 407 / (4 x2) Hard Top Troop Carrier Tata LPTA 713 TC (4 x4) Tata LPT 709 E Hard Top Troop Carrier Tata SD 1015 TC (4 x4) Tata LPTA 1615 TC (4 x 4) Tata LPTA 1621 TC (6 x6) Tata LPTA 1615 TC (4 x2)IN NEWS • Tata Motors declared an 18% rise in quarterly profit at Rs 458 crs on 19th May 2006.ENVIRONMENTAL RESPONSIBILITIES: Tata Motors has led the Indian Automobile Industry’s Anti-Pollution effortsthrough series of initiative in effluent and emission control. The company introducedemission control engines in its vehicles in India before the norms was made statutory.Modern effluent treatment facilities, soil and water conservation programs of theenvironment and the creation of green belts.EXPORTS: Tata Motors vehicles are exported to over 70 countries in Europe, Africa, SouthAmerica, Middle East Asia and Australia. The company has also assembly operations inMalaysia, Bangladesh, Kenya, South Africa and Egypt. BABASAB PATIL 25
  • LOCATION: Tata Motors has manufacturing plants at Jamshedpur, Pune, Lucknow andDharwad as well as integrated national sales, services and spares parts network that isfocused on providing users with easy access services solutions. COMPANY PROFILEBELLAD ENGINEERING (P) LTD. BELLAD ENGINEERING (P) Ltd is a multi franchise automobile dealershipbased at Hubli servicing the North Karnataka. The Bellad Group with a standing of morethan three decades in Automobile industry established their prestigious commercialvehicles Dealership in the year 2007 Ideally located on Hubli Dharwad highway the dealership can boast of a spacious4000 sq ft. and well lit showroom with Sample frontage. The showroom has the completerange of commercial vehicles for display and test drive and professional and trained salesstaff always eager to serve and delight our value customers.The service center with an area of 6000 sq ft has two post lifts, pneumatic tools,computerized wheel alignment and wheel balancing machines and a most modern paintbooth which can handle any make of car. The service personnel highly trained andprofessional with up to date knowledge owing to the groups policy of implementingcontinuous learning programs. A 24 hours emergency road service attached to the servicedivision is always on call and is a confidence booster to our customer. BABASAB PATIL 26
  • The parts center in an area of 2000 sq ft is well stocked and has a wide range of accessories to suit the varying needs of our customers. The dealership with its professional management looks forward to their growth by focusing on customer centric and value added offers to their customers. Bellad Engineering (P) Ltd with their network of branches at Bagalkot and Karwar are striving hard to satisfy their customers. ORGANIZATION CHART Managing Director Deputy General Manager HRDM. W/S Parts Sales Account Manager Manager Manager M.T.V Sr. Sales Team Leader Team Leader Team Leader Team Leader Executive Sales Executive Sales Executive Sales Executive Sales ExecutiveSales Executive Sales Executive Sales Executive Sales Executive BABASAB PATIL Reception 27
  • Data EntryBABASAB PATIL 28
  • SALES DEPARTMENT Managing Director Deputy General Manager Sales Manager Team Leader Team Leader Team Leader Team Leader hu CTD TMKSales Executives Sales Executives Sales Executives Sales Executives BABASAB PATIL 29
  • DEPARTMENT’S STUDY A) INVENTORY DEPARTMENTMAINTAINING GOOD INVENTORY REQUIRES: 1. Parts Classification 2. Scientific Demand Forecasting 3. Correct stocking rules 4. Ordering based on EOQ, not rule of Thumb 5. Frequent ordering or fast moving parts 6. Minimize / eliminate VOR purchase 7. Proper record maintenance 8. Proper storage of parts 9. Regular physical stock checkingCAUSES OF BAD INVENTORY: 1. Wrong parts ordering 2. Improper storing of parts 3. No scientific ordering 4. Continuous stock ordering BABASAB PATIL 30
  • FUNCTIONS OF SUGGESTED ORDER QUANTITY 1. It shows the previous month transactions 2. Present month required parts quality 3. It shows the time taken for to place the order and getting the same order 4. It shows the safety stockQUANTITY SUGGESTED FOR ORDERING BASED ON THE FOLLOWINGFUNCTIONS FACTORS 1. Forecast demand for the month under consideration 2. Supply rule table for the part ,Current stock availability for the part 3. Pending purchase orders to be realized 4. Back orders for the part, if any (Pending customer order) BABASAB PATIL 31
  • B) SERVICE DEPARTMENTWORKMEN 35SUPERVISERS 04HEAD OF THE DEPT 01WORKS MANAGER 01When customer enter the workshop with vehicle then his vehicle problem is enteredin the job cardThe job cards are of three copies • Customer copy • A/C copy • For technician Three free services provided by the company. After the free services the cost of one paid service is Rs- 450 Following Reports are maintained by services section • Customer complaints • Campus report • Free service reports • Test conducted report • Feed back report • Tools and equipment file. BABASAB PATIL 32
  • Functions of PDI 1. PDI is the co-ordination of sales and services 2. check the damages of the vehicle 3. Register the engine no 4. The main function of PDI is – over all checking of vehicle, external damages through check, paint, electrical connection.Terms and conditions for the service 1. The vehicle is driven and tested ( including test drive outside the workshop) repaired and stored at the sole risk, responsibility and liability of the in case of damage due to an accident repairs will be carried out the insurance of the vehicle. 2. The customer indemnity Bellad Engineering (P) Ltd (BEPL) against any risk liability responsibility for loss or damage to the vehicle and or life or property of all persons arising out of repairing / servicing / test driving of the vehicle when the vehicle is in BEPL custody and the customer confirms, to have obtained insurance of the vehicle together with accessories and other accompaniments. 3. The customer will not hold BEPL responsible / liable for any delay in delivery or in carrying out of repairs or procurement of spare parts for reasons beyond BEPL control. BABASAB PATIL 33
  • 4. The customer undertakes to delivery of the vehicle within 48 hours of advice regarding completion of the work. In the event of delay the customer has no objection to BEPL charging storage charges at Rs 250 per day along with the charges of repair spare parts etc. 5. The customer has no objection to BEPL levying estimation charges of Rs 500 or 10% of the total lab hours charge whichever is highest if the job is not entrusted to BEPL after obtaining the estimate and agree to pay the same in addition to storage charges referred to above. 6. Delivery to customer will not be given on credit. 7. Demand draft and pay order should be made in favour of Bellad Engineering (P) Ltd payable at Hubli. 8. No vehicle will be delivered without receipt. 9. Vehicle will not be delivered to customer after 6:30 pm.Needs Improvements BABASAB PATIL 34
  • 1. Company will provide quality workshop 2. Daily training of manpower 3. Usage of proper tools and equipments 4. Company will deliver the car at the promised time. 5. Company will fix the problem on the first visit. 6. Company will provide proper estimation of charges before start of jobs. 7. Company will explain the charges taken and work carried out. 8. Company will be helpful and have patience in listening to the needs of the customer. 9. Company will not over estimate the repair time. 10. Company will take of services and repair as per customer’s convenience.C) SALES DEPARTMENT BABASAB PATIL 35
  • MD = Managing Director DGM = Deputy General Manager T.L = Team Leader S.E = Sales Executive T M.V. = Tata motors valueThe following chart explains the Sales Department. In that Sales Manager handles thesales promotion activities, Customer Care Executive handles the identifying the customerproblems and solving. Branch Managers are district wise and their work is to take theinformation form the sales executives about the needs of vehicles and send the sameinformation to the Sales Manager and bring the vehicles from Sales Manager to Salesexecutives.Karnataka in Hubli Bellad Engineering (P) Ltd. showroom is located on PB road atUnkal Cross. The workshop located at there itself, carries out after sales operations, freeservice, paid service and Running repairs. Besides this the workshop also in to selling ofpre-owned trucks and Ranks First for the sale of pre-owned trucks in India. Thestockyards situated at attach to showroom carries the pre-delivery inspection of all thevehicles and gets them ready for the sales. It has paved surface stocking area of about 50to 100 commercial vehicles.Quality Management System: BABASAB PATIL 36
  •  Bellad Engineers has a documented and established quality management system to ensure that  The documentation structure of Bellad Engineers can be represented in the following manner. 1. QULITY MANUAL 2. QULITY SYSTEM ROCEDURES 3. WORK INSTRUCTIONS AND CHECKLIST 4. FORMS AND CARDS 5. REFERENCE STANDARDS AND EXTERNAL ANNUALThe quality manual describes the ISO 9001: 2000 standards adapted at BelladEngineering (P) Ltd.  The quality management system procedure manual Bellad Engineers contents the detail of how the processes in the organization are being conducted, control and recorded and meet the customer demands  The work instructions and checklist contains how the specified activities are to be carried out.  The forms and records support the activities carried out and controlled.  All the external manuals and standards are controlled. BABASAB PATIL 37
  • Management Commitment:The management of Bellad is committed to quality management system throughleadership and actions. The management shall provides the basic infrastructure andcontinually upgrade the work environment.The management is also committed to  The quality policy and quality objective of organization.  Ensures that the policy is understood, implemented and maintained at all the levels of the organization  Ensure focus on the customer requirement throughout the organization.  Ensure availability of necessary resources.  Review the established quality management system periodically through the Management reviews.Customer Focus at Sales:  The Field executives visit the customers and explain the features of the vehicle to them  Demonstration and test drives shall be given whenever required.  The Performa invoice/price list terms and conditions will be given.  The order booking forms duly collected from the customer and clarity with regard to the terms and conditions are explained and the copy id handed over to customer along with the receipt or payment made.  Any amendment required by the customer, it should be recorded on the order booking BABASAB PATIL 38
  • Forms  The delivery is insured as per the checklist duly explaining all the features mentioned In the checklist.Customer Focus at Service: a) The customer can book the vehicle for the servicing/repairs either through the telephone or personally the front office. b) The telephone operator shall enter the detail in ‘booking register’. c) The list of the vehicles shall be given to front office ~very morning to accept the vehicles for servicing for that date. d) The customer can bring their vehicle for servicing without booking. However such vehicle shall be accepted only after ensuring that there is enough capacity for the booked vehicles. e) On the bases of kilometers run by the vehicle and customer requirement, the customer shall explained about the type of the servicing/repairs and spare parts required and to ensure that the service station has the required capacity to accept the vehicle. f) Before accepting the vehicle, a mutually acceptable delivery time and date is fixed with the customer. g) The customers consent shall be taken on the estimated cost of the repair/service of the vehicle. BABASAB PATIL 39
  • h) All the details of the work required along with the date and time of the delivery and the established cost shall be recorded in the job order card before commencement of the work. i) Incase of any change in the terms any change in the services, the cost or the delivery time then the client shall be informed verbally over the phone and any change shall be recorded in the Job Order Card.Quality Policy:  The management of Bellad Engineers shall always remain committed to its objectives for quality for with the main thrust on meeting the customer expectation and requirements.  The managements commitment to quality reflected in its quality policy."We at Bellad Engineering (P) LTD pledged to make quality a way of life throughcommitment to Continual improvement customer satisfaction and adhering toquality management system"The management ensures that the policy is understood implemented and maintained at alllevels of the organization and continual improvement in customer satisfaction. BABASAB PATIL 40
  • At present our quality objectives are  We ensure that customer complaints do not exceed 8 per 10,000 vehicles.  We ensure that repeat job do not exceed 2 %  We ensure CSI of90% with minimum of 15% feed back cards.  We ensure SSI of80% at sales with minimum of20% feedback cards.  We ensure to conduct 3 free emission/service check camps per quarter.  We ensure to launch I incentive scheme per month.  We ensure to conduct 4 internal audits and 4 MRMs per financial year of quality management system.QUALITY MANAGEMENT SYSTEM PLANNING The quality plan at Bellad Engineers comprises the identification of the following.  The various models of vehicles from Tata motors Ltd sold and serviced at Bellad Engineering (P) Ltd.  The various types of services done at Bellad Engineering (P) Ltd.  The external manual acquired from Tata Motors Ltd to sell and service the vehicles. BABASAB PATIL 41
  • The various models of vehicles from Tata Motors Ltd. Sold and serviced at Bellad Engineering (P) Ltd. Tata Novus LPT 1615 TC Turbo Heavy -duty Truck SE 1613 TC Turbo Truck LPT 1613 TC Turbo Truck SE 1613 Turbo Truck LPT 1613 Turbo Truck LPO 1613 TC Turbo Car Carrier LPT 2515 TC Turbo Truck LPT 2516 TC Intercooler Turbo Truck LPT 2516 TC Turbo Heavy-duty Truck SK 1615 TC Turbo Heavy-duty Tipper LPK 1615 TC Turbo Heavy-duty Tipper LPK 1615 TC Turbo Two-way TipperThe various types of servicing done at Bellad Engineering (P) Ltd.  Services-Free service and paid service.  Running repair.  Quick service repair.  Break down service. BABASAB PATIL 42
  • The external manuals acquired from Tata Commercial vehicles Ltd. To sell andservice theVehicles.  Sales policy bulletin  Marketing circulars  Service manuals  Service circulars  Service bulletin  Warranty bulletin  Spares parts price catalogue  Spares parts price list  Spare parts procedure manuals  Spare parts bulletin  Spare parts circulars  Tata service quality standards  Customer care manual  Service marketing manual.Competence, Awareness and Training: a) Recruitment is done as per MUL norms of education and experience. b) There exists well-defined system to identify and provide training to all the personnel procedure No. BEPL/HBL/PR/12. c) Induction training and on job training shall be provided BABASAB PATIL 43
  • d) All concerned shall be trained on the latest sales/service/spares/bulletins/circulars from MUL. e) As per the MUL scheduled training programmer Executives/Mechanics/Manager will be deputed for training. f) Training records shall maintain.Identification and Trace ability:Identification: 1. New vehicle, which has completed pre-delivery inspection, shall be identified as PDI- OK on the windshield, MUL Invoice and job order card, PDI and stockyard register. 2. Identification of vehicles at the service workshop shall be through vehicle model, Registration number and unique job order Nos. 3. Inspection and test status of service/repair of vehicles shall be identified through the job order card. 4. Completed job order card and the stamp of the final inspector shall identify Final OK vehicles. 5. Identification of spare parts shall be in the form of part Nos., as per heavy vehicles guidelines. 6. Identification of new vehicles is by its colour, model, chassis and engine Nos., MUL Invoice, stockyard register. BABASAB PATIL 44
  • Trace ability:1. Traceability shall be established though vehicle registration No. Job order number And the date of job order.2. Traceability of new vehicle at stockyard is established through chassis and engine No, Key no, and parking slot No.Monitoring and Measurement:Customer Satisfaction:1. Feedback received from the customer on their perception and service experience Customer satisfaction measure (percentage) is generated using software supplied by commercial Ltd.2. Results of customer satisfaction measure are discussed in the management review meetings and counter measure for the continual improvement is initiated.Internal Audit:There is a well-defined procedure No.: BEPL/HBL/04 to conduct internal audit andexamine the implementation of Quality Management System.Monitoring and Measurement of Processes:1. Pre-sales process is monitored and measured by the number of enquires and the Closure of sales.2. Sales process is monitored customer personal docket checklist, commitment and Delivery.3. In service, repeat jobs, customer complaints, feedback card , final Inspection are monitored.4. Statistical graphs are used to indicate the measures. BABASAB PATIL 45
  • IMPROVEMENTContinual ImprovementBellad Engineering pvt ltd, Hubli shall continually improve the effectiveness of theQuality management System through commitment to Quality policy, Quality objectivesas well as use of audit results, management review meeting decisions, analysis of data,corrective and preventive actions.Corrective Action:There is a documented system procedure No. BE/HBL/PR/06 to implement correctiveaction on all the non-conformities arising from:  Customer complaints  Repeat Jobs  System Non Compliances  Post Service Follow Ups  Post Sales Follow ups  Road test  Final inspection  Internal Audit findings  Supervision by supervisor Work Managers  External Audits.Preventive ActionThere is a documented System Procedure No.BE/HBL/PR/07 to identify potential Non-Conformities like recurring Non-Conformities determined from Repeat job, Final BABASAB PATIL 46
  • Inspection, washing Quality as well as for potential Non-Conformities determined duringMRM, Meetings and Audits and Analysis of Customer Feedback. SAMPLINGSample: Representation of a particular population. And is the subset of the population.Concerned to the project, the sample represented is, as sample size of 100 people in BABASAB PATIL 47
  • number & the sample is consisting of the existing truck owners in Hubli, i.e. Transportcompanies, contractors, businessmen and builder.Stages in the selection of a sample  The target population  Specify the sampling frame  Specify sampling unit  Specify sampling method  Determine sample size  The target population:Concerned to the project, selected the target population as, the people of Hubli city.  Select the Sampling frame:Concerned to the project, the sampling frame here is basically the existing truck owner inHubli, i.e. people who own heavy vehicles  Sampling unit: Concerned to the project, the sampling unit is Contractor, Transport agencies, builders  Sampling method: BABASAB PATIL 48
  • Concerned to the project, the method used is convince random sampling Determination of the sample size: Concerned to the research, sample size selected is 100. RESEARCH DESIGN Define the Research problem Estimate the value of information BABASAB PATIL 49 Select the value of information
  • Select the Data Collection Method Select the Measurement Technique Select the Sample Select the Analytical Approach Evaluate the Ethics of the Research Specify the Time & the Financial costDATA COLLECTION METHODSPrimary Data Collection: BABASAB PATIL 50
  •  Interview: The administrator of a questionnaire to an individual or group of individuals is called an interview.  Type of Interview: Structured Interview, it refers to the extent to which an interviewer is restricted to following the wording and instructions in the questionnaire. Concerned to the project, using the structured questionnaire with open-ended, close ended. And the questionnaire was addressed to the customers who visited the outlets and also those customers who visited the market area through convenience sampling.Measuring Tools: Descriptive type of research, using the questionnaire was being incorporated. These questionnaire are used to collect the primary data for further descriptive research BABASAB PATIL 51
  • Chapter 3RESULTS AND DISCUSSION WITH CHATS AND GRAPHS 1) Which truck do u own? BABASAB PATIL 52
  • If yes which company 50 40 30 20 Frequency 10 0 TATA Ashok Leyland Eicher Volvo If yes which companyInterpretation:From the above graph we can see that 41% respondents are the owner of TATA truck and38% of them Ashok Leyland and 17% of them are Eicher and reaming 4% of the them Frequency Percent Valid Cumulative Percent Percent Valid TATA 41 41.0 41.0 41.0 Ashok Leyland 38 38.0 38.0 79.0 Eicher 17 17.0 17.0 96.0 Volvo 4 4.0 4.0 100.0 Total 100 100.0 100.0are owner of Volvo. Most of the respondents are owner of the TATA trucks, secondpriority is for Ashok Leyland and third is for Eicher. BABASAB PATIL 53
  • 2. Basic criteria for choosing the above mentioned company? Frequency Percent Valid Percent Cumulative Percent Valid Brand name 40 40.0 40.0 40.0 Space 4 4.0 4.0 44.0 Mileage 32 32.0 32.0 76.0 Load 16 16.0 16.0 92.0 capacity Maintenance 8 8.0 8.0 100.0 Total 100 100.0 100.0 Basic criteria for choosing the above mentioned company Maintainance Load capacity Brand name Mileage SpaceInterpretation: BABASAB PATIL 54
  • From the source of field survey, out of 100 respondents 40% of them said with brandname and 32% of them are mileage and 16% of them said load capacity and 8%respondents are said maintenance and 4% are said space, are criteria for choosing thetrucks. Therefore brand name plays very important role while choosing the trucks andmaintenance also.3. Whenever you think of truck which brand come to your mind? Frequency Percent Valid Cumulative Percent Percent Valid TATA 53 53.0 53.0 53.0 Ashok leyland 24 24.0 24.0 77.0 Volvo 8 8.0 8.0 85.0 Eicher 15 15.0 15.0 100.0 Total 100 100.0 100.0 BABASAB PATIL 55
  • Whenever you think of truck which brand comes to your mind 60 50 53 40 30 24 Frequency 20 15 10 8 0 TATA A shok leyland Volvo Eicher Whenever you think of truck which brand comes to your mind Interpretation: According to the survey out of 100 respondent, 53% are said TATA, 24% of them said Ashok Lylend, 15% of them are Eicher and remaining 8% of them said Volvo. Therefore TATA brand name is well positioned in the minds of custome4. Are you aware of Bellad Engineering Pvt.Ltd? Frequency Percent Valid Cumulative Percent Percent Valid Yes 78 78.0 78.0 78.0 No 22 22.0 22.0 22 BABASAB PATIL 56
  • Total 100 100.0 100.0 100 Are you aware of bellad engineering Pvt.Ltd NO YESInterpretation:From the above graph we can see that 78% of the respondents are aware of BelladEngineering Pvt.Ltd and 22% of them not aware. There is scope to create more awarenessabout the Bellad Engineering Pvt.Ltd in the city. 5. If yes which media/means? Frequency Percent Valid Cumulative Percent Percent Valid Sales Persons 16 16.0 28.6 28.6 Friends 20 20.0 35.7 64.3 Internet 8 8.0 14.3 78.6 BABASAB PATIL 57
  • Newspaper/magzine 12 12.0 21.4 100.0 Total 56 56.0 100.0 Missing System 44 44.0 Total 100 100.0 If yes which media 20 15 10 5 0 sales person Frineds Internet Newspaper and magazineInterpretation: From the above graph we can see that out of 100 respondents 56 are aware ofcollaboration with Tata Motors, 16 (28.6%) are aware through sales person, 20(35.7%)are through friends and 12 (21.4%) from internet and 8 (14.3%) from news paper andmagazine.6. Which unique feature do you know in Tata Commercial Vehicles Truck? Frequency Percent Valid Cumulative Percent Percent BABASAB PATIL 58
  • Valid Fuel Efficiency 18 18.0 32.1 32.1 Load capacity 12 12.0 21.4 53.6 Aesthetic look 16 16.0 28.6 82.1 Less 10 10.0 17.9 100.0 Maintenance Total 56 56.0 100.0 Missing System 44 44.0 Total 100 100.0 Which unique feature do you know in TATA commercial vehicals 20 15 10 5 0 fuel Load Aesthetic Less efficiency capacity look MaintainceInterpretation:Out of 56 respondents 18 (32%) of them said fuel efficiency and 16 (28.6) of themsaid aesthetic look and 10 (17.9%) of them said less maintenance 12 (21.4%) BABASAB PATIL 59
  • respondents said load capacity feature know by the respondents. Most of therespondents are well aware about the features of Tata Commercial Vehicles Trucks.7. What do you expect from new trucks? More mileage as expect from new trucks. Frequency Percent Valid PercentCumulative Percent Valid 1 84 84.0 84.0 84.0 2 9 9.0 9.0 93.0 3 7 7.0 7.0 100.0 Total 100 100.0 100.0 Horse power as a expect from new trucks. Frequency Percent Valid Cumulative Percent Percent Valid 4 24 24.0 24.0 24.0 5 36 36.0 36.0 60.0 6 40 40.0 40.0 100.0 Total 100 100.0 100.0 BABASAB PATIL 60
  • Hydraulic power as a expect from new trucks. Frequency Percent Valid PercentCumulative Percent Valid 1 8 8.0 8.0 8.0 2 31 31.0 31.0 39.0 3 34 34.0 34.0 73.0 4 19 19.0 19.0 92.0 5 2 2.0 2.0 94.0 6 6 6.0 6.0 100.0 Total 100 100.0 100.0Self explanatory display as a expect from new trucks. Frequency Percent Valid PercentCumulative Percent Valid 2 4 4.0 4.0 4.0 3 7 7.0 7.0 11.0 4 28 28.0 28.0 39.0 5 36 36.0 36.0 75.0 BABASAB PATIL 61
  • 6 25 25.0 25.0 100.0 Total 100 100.0 100.0 1 2 3 4 5 6 Mileage 84 9 7 0 0 0 Horse power 0 0 0 24 36 40 High carrying 8 45 43 4 0 0 Hydraulic power 8 31 34 19 2 6 Self Explanatory 0 4 7 28 36 25 Large storage space 0 11 9 25 26 29 What do you expect from new trucks 100 80 60 40 20 0 1 2 3 4 5 6 Mileage 84 9 7 0 0 0 Horse power 0 0 0 24 36 40 High carrying 8 45 43 4 0 0 Hydrolic power 8 31 34 19 2 6 Self Explanatory 0 4 7 28 36 25 Large storage space 0 11 9 25 26 29Interpretation:Out of 100 respondents 84 have given 1st rank for mileage as their foremost expectationin trucks and second most expectation for load carrying capacity this has been expectedby 45 respondents out 100. BABASAB PATIL 62
  • 8. Which are the following factors that influence while purchasing trucks? Loan facility as factor that influence while purchasing trucks Frequency Percent Valid Cumulative Percent Percent Valid 1 59 59.0 59.6 59.6 2 38 38.0 38.4 98.0 3 1 1.0 1.0 99.0 4 1 1.0 1.0 100.0 Total 99 99.0 100.0 Missing System 1 1.0 Total 100 100.0 Dealer’s loyalty as factor that influence while purchasing trucks Frequency Percent Valid Cumulative Percent Percent Valid 1 6 6.0 6.1 6.1 2 2 2.0 2.0 8.2 BABASAB PATIL 63
  • 3 3 3.0 3.1 11.2 4 57 57.0 58.2 69.4 5 30 30.0 30.6 100.0 Total 98 98.0 100.0 Missing System 2 2.0 Total 100 100.0History & image of the company as factor that influence while purchasing trucks Frequency Percent Valid Cumulative Percent Percent Valid 1 2 2.0 2.0 2.0 2 1 1.0 1.0 3.1 3 94 94.0 95.9 99.0 4 1 1.0 1.0 100.0 Total 98 98.0 100.0 Missing System 2 2.0 Total 100 100.0 BABASAB PATIL 64
  • Price as factor that influence while purchasing trucks Frequency Percent Valid Cumulative Percent Percent Valid 1 35 35.0 35.7 35.7 2 11 11.0 11.2 46.9 4 5 5.0 5.1 52.0 5 47 47.0 48.0 100.0 Total 98 98.0 100.0 Missing System 2 2.0 Total 100 100.0Word of mouth communication as factor that influence while purchasing trucks Frequency Percent Valid Cumulative Percent Percent Valid 1 1 1.0 1.0 1.0 2 47 47.0 48.0 49.0 4 29 29.0 29.6 78.6 5 21 21.0 21.4 100.0 BABASAB PATIL 65
  • Total 98 98.0 100.0Missing System 2 2.0Total 100 100.0 1 2 3 4 5 Loan facility 59 38 1 1 0 Dealers loyalty 6 2 3 57 30 History & image of Co 2 1 94 1 0 Price 35 11 0 5 47 Word of mouth comm. 1 47 0 29 21 Factor influence while purchasing trucks 100 90 80 70 60 50 40 30 20 10 0 1 2 3 4 5 Loan facility 59 38 1 1 0 Dealers 6 2 3 57 30 loyality History & 2 1 94 1 0 im age of Co Price 35 11 0 5 47 Word of 1 47 0 29 21 m outh com m BABASAB PATIL 66
  • Interpretation:From the graph it is clear that out 100 respondents 59 have given 1st rank to Loan facility,which influence while purchasing truck and out 100 respondents 47 believe that word ofmouth communication is second most influencing factor for purchasing a truck. So mostinfluential factor is finance facility and word of mouth about the trucks. 9) Would you like to purchase a truck in future? Frequency Percent Valid Cumulative Percent Percent Valid Yes 73 73.0 73.0 73.0 No 27 27.0 27.0 100.0 Total 100 100.0 100.0 BABASAB PATIL 67
  • Would you like to purchase a truck in future No YesInterpretation:From the above graph 73% respondents are ready purchase the truck in future and 27% ofthem are not to purchase in future. There is lot of markets for trucks. 10) Would you like to purchase a Tata Commercial Vehicles truck in future? Frequency Percent Valid PercentCumulative Percent Valid Yes 27 27.0 37.0 37.0 No 46 46.0 63.0 100.0 Total 73 73.0 100.0 Missing System 27 27.0 Total 100 100.0 BABASAB PATIL 68
  • Would you like to purchase TATA commercial vehicals in futures NO YESInterpretation:In 73 respondents 27 (37%) are interest in purchasing Tata commercial vehicals in futureand 46 (63%) are not interest.At present in Hubli city there is a demand for 27 trucks.11 Which are the additional facilities you need for purchase a Tata CommercialVehicles truck in future? FrequencyPercentValid PercentCumulative Percent Valid Installments 4 4.0 14.814.8 Exchange offer 3 3.0 11.125.9 Service nation wide 8 8.0 29.655.6 less interest 12 12.0 44.4100.0 Total 27 27.0 100.0 Missing System 73 73.0 Total 100 100.0 BABASAB PATIL 69
  • Which additional acilitess you need from TATA commercial vehicals 12 10 Installments 8 Exchange offer 6 Service nation wide 4 less interest 2 0Interpretation:Out of 27 respondents 12(44.4) of them said less interest, 8 (29.6%) them are said servicestation should be there nation wide and 4 (14.8%) of them are installments and remainingare 3 (11.1%) exchange offer. 12 Which segment of truck do you prefer to buy? Frequency Percent Valid Cumulative Percent Percent Valid Flat bed 7 7.0 25.9 25.9 truck Tripper 4 4.0 14.8 40.7 Tractor 2 2.0 7.4 48.1 head Half body 14 14.0 51.9 100.0 truck Total 27 27.0 100.0 Missing System 73 73.0 Total 100 100.0 BABASAB PATIL 70
  • Which segment of truck do you prefer to buy 16 14 14 12 10 8 7 6 4 Frequency 4 2 2 0 Flat bed truck Tripper Tractor head Half body truck Which segment of truck do you prefer to buy Interpretation: Out of 27 respondents 14 (51.9%) are interested to purchase half body truck,07(25.9%) are interest in flat bed truck, 4 (14.8%)for tripper and 2 (7.4%) for tractor head. FINDINGS BABASAB PATIL 71
  • • From the field survey, out of the 100 respondents 100 are all owner of truck in different company.• 41% of the respondents are the owner of TATA, 38% of them are Ashok Leyland and 17% of them are Eicher and remaining 4% are Volvo.• Criteria for choosing there trucks because of a) Brand Name 40% b) Mileage 32% c) Load capacity 16% d) Space 4%• 53% of people said TATA brand come to their mind, 24% are as Ashok Leyland, 15% of them Eicher and reaming 8% said Volvo.• When asked to the respondents, awareness of the Bellad Engineering Pvt.Ltd 78% are aware and 22% are not aware.• 72% of the respondents are aware about Tata commercial vehicles and 28% are not aware.• 66% of respondent are aware about Tata commercial vehicles collaboration with Tata• It is found that out 56 respondents are aware about collaboration of the Tata motors through as follows 20 (35.7%) of them are said through Friends. 16 (28.6%) of them are said through. 12 (21.4%) of them said through News Paper. 8 (14.3%) of them said through Internet. BABASAB PATIL 72
  • • Out of 56 respondents 18 (32.1%) of them said fuel efficiency and 16 (28.6%)of them said aesthetic look and 10 (17.9%)of them said less maintenance1 12(21.4%) respondents said load capacity feature know by the respondents in Tata Commercial Vehicles trucks.• Out of 100 respondents 84 have given 1st rank for mileage as their foremost expectation in trucks and second most expectation for load carrying capacity.• Out 100 respondents 59 have given 1st rank to Loan facility which influence while purchasing truck and out 100 respondents 47 believe that word of mouth communication is second most influencing factor for purchasing a truck.• 73% of respondents say they are ready to purchase truck in future and 27% are not.• Out of 73 respondents 46 (63%) are interest in purchasing Tata commercial vehicals in future and 27 (37%) are not interest.• Out of 27 respondents 14 (51.9%) are interested to purchase half body truck,07 (25.9%) are interest in flat bed truck, 4 (14.8%)for tripper and 2 (7.4%) for tractor head. BABASAB PATIL 73
  • Chapter 4 RECOMMENDATIONSR BABASAB PATIL 74
  • • Majority of the people are ready to purchase a truck in future therefore there is a lot of demand for trucks, so there is large market for Tata Commercial Vehicles in Hubli. Hence company grab the market with aggressive & innovative strategies.• Most of the people are aware of Bellad Engineering Pvt.Ltd, for Multi Utility Segment now it has taken dealership of Tata Commercial Vehicles so it has to create more awareness among potential market regarding the company (has to increase the ad spend).• Due to hike in the price of the Fuel most of the respondents are expecting more mileage for new trucks so that company should concentrate more on mileage of the truck.• While purchasing truck the most influential factors are loan facility, History and image of the company, word of mouth, so provide Finance or loan facility and provide a very effective after sales service to existing customer, which will help to maximise the positive word of mouth communication about dealers as well as truck.• Local dealer should conduct demonstration and Test drives for existing truck owners and potential customers. So they can know about special Feature available in Tata BABASAB PATIL 75
  • • Commercial Vehicles regarding Mileage, load efficiency and other utility in the Tata Commercial Vehicles (truck)• Dealer should co-ordinate with company to conduct truck exhibitions in local market to create awareness, educate people and hence capture more market share. CONCLUSION BABASAB PATIL 76
  • Winning the heart and minds of the today sophisticated vehicle buyers will requirecollaboration, commitment and communication on the part both manufacturer anddealers. The majority of the people are ready to purchase truck in future, there is demandfor trucks. Therefore Hubli is good market for Tata Commercial Vehicles (truck) so thecompany and dealers should carry more promotional activities like giving ads in Newspaper, local TV channel, and hoardings. Conduct more demos and free test-drive so thatcustomer are satisfied with what they expect from new trucks. QUESTIONNAIRE BABASAB PATIL 77
  • 1. Which truck do you own? 1) TATA [ ] 2) Ashok Leyland 3) Eicher [ ] 4) Volvo [ ]2. Basic criteria for choosing the above mentioned company. 1) Brand Name [ ] 2) Space [ ] 3) Mileage [ ] 4) Load capacity [ ] 5) Maintenance [ ]3. Whenever you think of a truck which brand come to your mind? 1) TATA [ ] 2) Ashok Leyland [ ] 3) Volvo [ ] 4) Eicher [ ]4. Are you aware of Bellad Engineering (P)Ltd? 1) Yes [ ] 2) No [ ]5. Are you aware of new produt launch by the house of Tatas? Yes [ ] No [ ]If yes through which Media / Means?1) sales person [ ] 2) Friends [ ] 3) Existing truck owners [ ]4) Demo’s [ ] 5) Internet [ ] 6) News paper [ ]6. Which unique features do you know in tata trucks? 1) Fuel Efficiency [ ] 2) Load capacity [ ] 3) Aesthetic look [ ] 4) Less Maintenance [ ]7. What do you expect from new trucks? BABASAB PATIL 78
  • Rank the following attributes (Rank from 1 to 6, 1 for highest and 6 for least) 1) More mileage per/liter [ ] 2) Horse power [ ] 3) High carrying load [ ] 4) Hydraulic power [ ] 5) Self explanatory display [ ] 6) Large storage space [ ]8. Rank the following factors that influence while purchasing trucks? (Rank from 1 to 5, 1 for highest and 5 for least) 1) Loan facility [ ] 2) Dealers loyalty [ ] 3) History & image of the company [ ] 4) Price factors [ ] 5) Word of mouth communication [ ] 9. Would you like to purchase a truck in future? 1) Yes [ ] 2) No [ ] 10. Would you like to purchases Tata Commercial Vehicles truck in future? 1) Yes [ ] 2) No [ ] 11. Which are the additional facilities you need for purchase a Tata Commercial Vehicles Truck? 1) Loan & Banking [ ] 2) Installments [ ] 3) exchange offer [ ] 4) In time delivery [ ] 5) Service nation wide [ ] 6) less interest [ ] 12. Which segment of truck do you prefer to buy? BABASAB PATIL 79
  • 1) Flat bed truck [ ] 2) Tripper [ ] 3) Tractor Head [ ] 4) Half body trucks [ ]Name: _________________________ Occupation: ______________________Address: ________________________ Annual Income: __________________ _________________________ Phone No: _______________________ Thank-You for Your co-operation BIBLIOGRAPHY 1. Marketing Management • Philip Kotler 2. Marketing Research • Tull and Hawkins BABASAB PATIL 80
  • • Parusramn & grewl 3. Website • www.knowthis.com • Forbes.com • Tatamotors.com 4. Materials • Magazines, Journals, Newspaper and Books Q1 Q2 Q3 Q4 Q5 Q6 Q7 Q8 Q9 Q10 Q11 Q12Sl. No a b c d E f a b c D e 1 1 1 1 1 1 1 1 4 6 5 3 2 1 2 3 4 5 1 2 . 2 1 3 1 1 1 . 1 2 4 3 6 5 2 3 1 4 5 1 2 . 3 2 1 1 1 1 . 1 3 4 2 5 6 2 3 4 1 5 1 2 . 4 2 1 1 1 1 . 1 4 2 3 6 5 2 1 3 1 5 1 2 . 5 1 1 1 1 1 2 1 3 4 5 2 6 3 1 2 4 5 1 2 . 6 2 1 1 1 . . 1 2 3 4 5 6 2 5 3 1 4 1 1 2 1 7 1 3 1 1 . 1 1 2 3 4 5 6 2 5 3 2 1 1 2 . 8 3 1 1 1 . . 1 3 4 5 6 2 2 . . . . 1 2 . 9 1 3 1 1 1 2 1 3 2 4 5 6 2 1 3 1 5 1 1 2 1 10 1 1 1 1 . . 1 4 3 2 5 6 4 3 1 4 5 2 . . 11 2 4 1 2 1 1 1 2 3 5 6 4 2 1 3 1 5 1 2 . 12 1 1 2 2 . . 1 4 3 2 5 6 1 2 3 4 5 1 . . 13 3 1 2 1 1 2 1 3 2 4 6 5 1 4 3 2 5 2 2 . BABASAB PATIL 81
  • 14 1 3 1 1 1 . 1 4 3 5 6 2 1 4 3 5 2 1 2 .15 2 3 2 1 . 2 1 5 4 3 2 6 2 5 3 1 4 1 1 2 116 1 1 1 1 1 . 1 4 3 2 5 6 2 1 3 1 5 1 2 .17 1 4 1 1 1 2 1 6 5 4 2 3 1 4 3 5 2 1 1 2 418 4 1 2 1 1 1 1 2 3 4 6 5 2 1 3 1 5 2 . .19 1 3 1 1 . . 1 6 2 3 4 5 2 5 3 1 4 1 1 2 420 4 4 2 1 1 . 1 3 4 2 5 6 1 4 3 2 5 1 2 .21 1 3 1 1 . . 1 6 3 2 4 5 1 4 3 2 5 1 . .22 1 3 2 1 1 . 1 2 3 4 5 6 2 5 3 1 4 1 1 3 423 2 4 1 1 . 1 1 2 4 5 6 3 1 4 3 2 5 1 1 3 424 2 1 1 1 2 . 1 3 2 4 5 6 1 4 3 2 5 1 2 .25 4 1 1 1 2 . 1 3 2 5 4 6 2 5 3 1 4 1 2 .26 3 2 2 1 . . 1 5 4 3 2 6 1 4 3 2 5 1 1 3 127 3 1 1 1 2 . 1 3 2 4 5 6 2 5 3 1 4 2 . .28 2 2 2 1 . . 1 5 3 4 2 6 1 4 3 2 5 1 1 5 129 2 1 2 1 . . 2 1 3 4 5 6 2 5 3 1 4 1 2 .30 2 2 3 2 2 . 4 3 2 1 6 5 1 4 3 5 2 1 2 .31 3 1 3 2 . 1 2 3 4 5 1 6 1 4 3 2 5 2 . .32 1 1 1 1 2 3 5 4 3 2 1 6 1 4 3 5 2 1 2 .33 1 3 1 1 . 3 6 5 4 3 2 1 1 4 3 5 2 1 2 .34 1 4 1 1 2 1 4 5 6 3 2 1 1 4 3 5 2 1 2 .35 1 4 1 1 . 2 2 3 4 6 5 1 1 4 3 5 2 1 2 .36 1 1 1 1 2 2 6 5 4 1 2 3 1 4 3 5 2 1 2 .37 1 3 1 1 . 1 6 5 4 2 3 1 1 4 3 5 2 1 2 .38 1 3 1 2 2 3 3 4 5 6 2 1 1 4 3 5 2 1 2 .39 1 4 1 1 . 2 4 3 6 5 1 2 2 5 3 1 4 1 2 .40 1 3 1 2 2 1 4 5 6 3 2 1 1 4 3 2 5 1 2 .41 1 1 1 1 . 3 1 . . . . . 1 4 3 5 2 1 2 .42 1 3 1 1 2 2 4 5 6 3 1 2 1 4 3 5 2 2 . .43 1 1 1 1 . 1 5 6 4 1 2 3 2 5 3 1 4 2 . .44 1 3 1 1 . 3 1 6 5 4 3 2 1 4 3 2 5 2 . .45 3 1 1 1 2 3 1 2 3 4 5 6 1 4 3 5 2 2 . .46 2 3 1 1 . 1 1 2 4 3 5 6 1 4 3 5 2 2 . .47 3 3 1 1 2 3 3 6 5 4 2 1 2 5 3 1 4 2 . .48 2 1 1 1 . 3 1 5 6 3 2 4 1 4 3 5 2 2 . .49 2 3 1 1 2 . 6 5 4 3 2 1 1 4 3 5 2 2 . .50 2 3 1 1 . 3 4 5 6 2 3 1 2 5 3 1 4 2 . .51 2 4 1 2 2 1 3 2 1 4 5 6 1 4 3 5 2 2 . .52 2 3 1 2 2 4 1 2 3 4 5 6 2 5 3 1 4 1 2 .53 2 4 1 2 . 1 1 2 3 4 5 6 1 4 3 5 2 1 2 .54 2 4 1 2 2 4 1 3 4 5 6 2 1 4 3 5 2 1 2 .55 2 4 1 1 . 1 1 2 6 5 4 3 2 5 3 1 4 2 . .56 2 4 1 2 2 . 1 5 4 3 2 6 1 4 3 5 2 1 1 5 157 2 5 1 1 . 3 2 3 4 5 6 1 1 4 3 5 2 1 2 .58 2 1 3 2 2 1 1 2 3 4 5 6 2 5 3 1 4 1 1 5 459 2 1 3 1 2 . 1 2 3 4 5 6 1 4 3 5 2 1 2 .60 1 4 4 1 . 1 1 5 4 3 2 6 1 4 3 5 2 2 . .61 1 3 3 1 2 . 1 2 4 3 5 6 1 4 3 5 2 1 1 5 1 BABASAB PATIL 82
  • 62 1 4 4 1 . 2 1 2 3 4 5 6 1 4 3 5 2 1 2 .63 1 3 3 1 3 3 1 5 4 3 2 6 2 5 3 1 4 1 2 .64 1 4 4 1 . . 2 1 3 4 5 6 1 4 3 5 2 1 1 5 465 1 3 3 1 . 1 1 3 2 4 5 6 2 5 3 1 4 1 2 .66 1 4 4 1 3 . 3 4 5 6 2 1 1 4 3 5 2 1 1 5 467 1 3 3 2 . 2 6 5 4 2 3 1 2 5 3 1 4 1 1 5 468 1 5 4 1 3 3 5 4 3 2 1 6 1 4 3 5 2 1 2 .69 2 3 4 1 . . 1 1 5 2 3 6 2 5 3 1 4 1 1 5 470 2 1 4 1 . . 1 3 2 4 6 5 2 5 3 1 4 2 2 .71 2 1 4 1 3 . 1 3 4 2 5 6 2 5 3 1 4 1 1 5 472 2 5 4 1 . . 1 2 3 5 4 6 1 4 3 5 2 1 2 .73 3 1 4 1 . . 1 3 4 2 5 6 1 4 3 5 2 1 1 6 474 3 5 2 2 . . 1 4 2 6 5 3 1 4 3 5 2 2 . .75 3 1 4 2 3 . 1 3 4 2 5 6 1 4 3 5 2 2 . .76 2 5 2 2 3 . 2 3 1 5 4 6 2 5 3 1 4 2 . .77 2 1 4 2 3 . 1 4 5 6 2 3 1 4 3 5 2 2 . .78 3 1 2 2 3 . 1 3 6 5 4 2 1 4 3 5 2 2 . .79 2 5 4 2 3 1 1 3 2 4 6 5 2 5 3 1 4 2 . .80 2 1 2 2 . . 1 4 5 3 2 6 1 4 3 5 2 1 1 6 281 2 5 4 2 3 . 1 2 4 3 5 6 1 4 3 5 2 2 . .82 2 1 2 2 . 2 1 6 5 4 3 2 1 4 3 5 2 1 1 6 283 2 5 4 2 . . 1 3 4 5 6 2 2 5 3 1 4 1 1 6 484 2 2 2 2 3 4 1 2 3 5 4 6 1 4 3 5 2 1 2 6 .85 2 3 1 2 . . 1 . . 3 3 4 2 5 3 1 4 1 1 6 .86 2 3 1 2 3 . 1 2 3 5 4 6 1 4 3 5 2 1 1 6 487 2 3 2 2 . 4 1 4 5 6 2 3 2 5 3 1 4 1 2 .88 1 3 2 2 . 4 1 4 5 6 2 3 2 5 3 1 4 1 2 .89 1 1 2 2 4 . 1 4 5 6 2 3 1 4 3 5 2 1 2 .90 1 3 2 2 . 4 1 4 5 6 2 3 2 5 3 1 4 1 2 .91 3 1 2 1 4 3 1 2 3 5 4 6 2 5 3 1 4 1 2 .92 3 3 1 1 4 . 1 4 5 6 2 3 1 4 3 5 2 2 . .93 3 1 2 2 . 4 1 4 5 6 2 3 1 4 3 5 2 1 1 6 294 3 3 2 1 4 3 1 4 5 6 2 3 1 4 3 5 2 1 1 6 495 3 1 1 2 4 4 1 4 5 6 2 3 1 4 3 5 2 1 1 6 296 1 3 2 1 4 4 1 2 3 5 4 6 2 5 3 1 4 2 . .97 1 1 1 1 4 3 1 4 5 6 2 3 1 4 3 5 2 1 2 .98 1 1 1 1 4 . 1 4 5 6 2 3 1 4 3 5 2 1 1 6 399 4 1 2 1 4 4 1 2 3 5 4 6 1 4 3 5 2 1 1 6 3100 4 1 2 1 4 4 1 2 3 5 4 6 1 4 3 5 2 1 2 . BABASAB PATIL 83
  • BABASAB PATIL 84