A relook into the market of tata commercial vehicles project report

1. CONTENTS
Sl. 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 70
IV CHAPTER 4
 Appendix
• Questionnaire 71
• Bibliography 74
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2. Chapter 1
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3. EXECUTIVE SUMMERY
A project report contains the marketing research on a Relook in to the market (a Tata
journey on the Bellad Canoe) of heavy commercial vehicles at Hubli city. It is effort by
the researcher to re-orient company’s strategies post liberalization. This study is entitled
as “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 dealer
of the Tata Commercial Vehicles (trucks)) want to know the awareness level and
demand for at Hubli and also to find the market to Tata Commercial Vehicles in Bellad
Engineering (P) Ltd in the liberalized era. The information is collected through structured
questionnaire 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 in
Hubli city.
DATA COLLECTION APPROACH:
The information necessary for this research study is collected by tapping primary and
secondary sources. The sources are as follows
Primary Sources:
a) Questionnaire
b) Personal interaction
Secondary Sources:
a) Company Websites
b) Related Information from Internet
c) Company reports, Books and publications
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4. SELECTION OF SAMPLE:
Sampling allows us to concentrate our attention upon relatively small number of people
and hence devote more energy to ensure that the information collected from them is
accurate.
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 sampling
Method of Analysis
It involves a recorded observation into dissipate statement. The measurement and
evaluation 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).
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5. 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
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6. The Rational
The project entitled “A report on Relook into the Market (A Tata Journey On The
Bellad Canoe at Hubli city”. This is in partial fulfillment requirement of MBA course in
Marketing under the banner of KLES Institute of Management Studies Hubli.
It was an opportunity to learn the practical aspects of industry. This topic selected
because The Tata Commercial Vehicles is into the commercial vehicle past half a
century, the Bellad Engineering Pvt.Ltd Hubli is the dealer of Tata Commercial Vehicles
they want to know the market post liberalization scenario into The Market of Tata
Commercial Vehicles (trucks).
This Study helps to the organization for the purpose of taking decision like how to
coup up with competition, understand what modification and augmentations to be made
in the product etc.
It helps the organization to re-gauge the customer perception in the globalize era
of competition.
This study will help the company to reconsider its segmentation Targeting &
positing strategies.
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7. LITERATURE REVIEW
The Hubli city located in the border of Karnataka state, and also has located on the
Highway of Puna and Bangalore. This city is very near to Puna and Bombay and also
Goa. It
Have industries like Micro finish, KT Switch Gear, Tata Motor etc and many more. In
this a
rea we can find big Transportation companies like Mujawar, Sait &Co, VRL and other
small
Transports. So this is a big market for the heavy commercial vehicles.
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8. In the above graph we can find that the level of increasing the vehicles sales, last two
years growth is 48.75 lakh vehicles and 54.35 vehicles respectively for the year 2004 and
2005.
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 the
vehicle companies can find lot of customers.
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9. Market potential in the competitive era.
Market potential is the limit approached by market demand as industry marketing
expenditure approach infinity for a given marketing environment.
The phase “for a given market environment” is crucial. Consider the market
potential for automobiles in a period of recession versus a period prosperity. The market
potential is higher during prosperity.
Market analysts distinguish between the position of the market demand function
and movement along it. Companies cannot do anything about the position of the market
demand function, which is determined by the marketing environment. However,
companies influence their particular location on the function when they decide how much
to spend on marketing.
Company demand is the company’s estimated share of market at the alternative
levels of company marketing effort in a given time period. The company share of the
market demand depends on how its products, services, price, communications, and so on
are perceived relative to the competitors. If other things are equal, the company’s market
share would depend on the size and effectiveness of its market expenditures relative to
Competitors. Marketing model builders have developed sales response function to
marketing mix, and marketing effectiveness.
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10. Why the study
Tata Commercial Vehicles is the company is into Heavy Commercial vehicle in
the market past half a century. It is imperative to know the market and factor influencing
while buying trucks and awareness level with respect to other brands in the liberalization
Era of competition. Hence they want to study the Hubli is good market for changes in the
customer perception with reference to available of competitive product by other
manufacturer.
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.
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11. PURPOSE OF THE STUDY
The purpose of the study is to get practical knowledge and is to get experience
and also to know the various challenges that are faced in corporate world. This study also
helps to the organization for the purpose of taking decisions towards their target market
and to know what are the customer’s expectations from Tata Commercial Vehicles
products 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 Vehicles
SCOPE OF THE STUDY
The main important important purpose of study is to find the good market for Tata
Commercial Vehicles (trucks).The study is conducted in Hubli city included the customer
of Bellad Engineering(P) Ltd and also in different areas like transport companies and
Existing truck owners of different companies in Hubli city.
Decision making with regards to STP, product augmentation, competitive
Promotion strategy and after sales service. Because of the competitive scenario company
need data in order to come up with strategy related to STP.
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12. 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)
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13. Chapter 2
ORGANIZATION PROFILE
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14. Tata Motors Limited is India's 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 vehicles
in each segment, and the second largest in the passenger vehicles market with winning
products in the compact, midsize car and utility vehicle segments. The company is the
world's fifth largest medium and heavy commercial vehicle manufacturer, and the
world's second largest medium and heavy bus manufacturer.
The company's 22,000 employees are guided by the vision to be "best in the
manner in which we operate best in the products we deliver and best in our value system
and ethics."
Tata Motors helps its employees realize their potential through innovative HR
practices. The company's goal is to empower and provide employees with dynamic
career paths in congruence with corporate objectives. All-round potential development
and performance improvement is ensured by regular in-house and external training. The
company has won several awards recognizing its training programmes.Established in
1945, Tata Motors' presence indeed cuts across the length and breadth of India. Over 4
million Tata vehicles ply on Indian roads, since the first rolled out in 1954. The
company's manufacturing base is spread across India - Jamshedpur (Jharkhand) in the
east, Pune (Maharashtra) in the west, and in the north in Lucknow (Uttar Pradesh) and
Pantnagar (Uttarakhand). A new plant is being set up in Singur (close to Kolkata in
West Bengal) to manufacture the company's small car. The nation-wide dealership,
sales, services and spare parts network comprises over 2,000 touch points. The
company also has a strong auto finance operation, TML Financial Services Limited,
supporting customers to purchase Tata Motors vehicles.
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15. Tata Motors, the first company from India's engineering sector to be listed in the
New York Stock Exchange (September 2004), has also emerged as an international
automobile company. In 2004, it acquired the Daewoo Commercial Vehicles Company,
Korea's second largest truck market. The rechristened Tata Daewoo Commercial
Vehicles Company has launched several new products in the Korean market, while also
exporting these products to several international markets. Today two-thirds of heavy
commercial vehicle exports out of South Korea are from Tata Daewoo. In 2005, Tata
Motors acquired a 21% stake in Hispano Carrocera, a reputed Spanish bus and coach
manufacturer, with an option to acquire the remaining stake as well. Hispano's presence
is 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 to
manufacture fully-built buses and coaches for India and select international markets.
Tata Motors also entered into a joint venture in 2006 with Thonburi Automotive
Assembly Plant Company of Thailand to manufacture and market the company's pickup
vehicles in Thailand. In 2006, Tata Motors and Fiat Auto formed an industrial joint
venture at Ranjangaon (near Pune in Maharashtra, India) to produce both Fiat and Tata
cars and Fiat power trains for the Indian and overseas markets; Tata Motors already
distributes and markets Fiat branded cars in India. In 2007, Tata Motors and Fiat Auto
entered into an agreement for a Tata license to build a pick-up vehicle bearing the Fiat
nameplate at Fiat Group Automobiles' Plant at Cordoba, Argentina. The pick-up will be
sold 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 are
from international business, the company's objective is to expand its international
business, both through organic and inorganic growth routes. The company's commercial
and passenger vehicles are already being marketed in several countries in Europe,
Africa, the Middle East, Australia, South East Asia and South Asia. It has assembly
operations in Malaysia, Kenya, Bangladesh, Ukraine, Russia and Senegal.
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16. The foundation of the company’s growth is a deep understanding of economic
stimuli and customer needs, and the ability to translate them into customer-desired
offerings through leading edge R&D. The R&D establishment includes a team of 1400
scientists and engineers. The company's Engineering Research Centre was established
in 1966, and has facilities in Pune, Jamshedpur and Lucknow. The ERC has enabled
pioneering technologies and products. It was Tata Motors, which developed the first
indigenously developed Light Commercial Vehicle, India's first Sports Utility Vehicle
and, in 1998, the Tata Indica, India's first fully indigenous passenger car. Within two
years of launch, Tata Indica became India's largest selling car in its segment. The ERC
in Pune, among whose facilities are India's only certified crash-test facility and hemi-
anechoic chamber for testing of noise and vibration, has received several awards from
the Government of India. Some of the more prominent amongst them are the National
Award for Research and Development Efforts in Industry in the Mechanical
Engineering Industries sector in 1999, the National Award for Successful
Commercialization of Indigenous Technology by an Industrial Concern in 2000, and the
CSIR Diamond Jubilee Technology Award in 2004.
The company set up the Tata Motors European Technical Centre (TMETC) in
2005 in the UK. TMETC is engaged in design engineering and development of
products, supporting Tata Motors' skill sets. Tata Daewoo Commercial Vehicle
Company and Hispano Carrocera also have R&D establishments at Gunsan in South
Korea 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 formal
structure for introducing new vehicles in the market brings in greater discipline in
project 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 years
to come will see the introduction of several other innovative vehicles, all rooted in
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17. emerging customer needs. Besides product development, R&D is also focusing on
environment-friendly technologies in emissions and alternative fuels.
Through its subsidiaries, the company is engaged in engineering and automotive
solutions, construction equipment manufacturing, automotive vehicle components
manufacturing and supply chain activities, machine tools and factory automation
solutions, high-precision tooling and plastic and electronic components for automotive
and computer applications, and automotive retailing and service operations.
True to the tradition of the Tata Group, Tata Motors is committed in letter and
spirit to Corporate Social Responsibility. It is a signatory to the United Nations Global
Compact, and is engaged in community and social initiatives on labour and
environment standards in compliance with the principles of the Global Compact. In
accordance with this, it plays an active role in community development, serving rural
communities adjacent to its manufacturing locations.
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18. AWARDS
CVBU 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 India's Most Trusted Brand in Cars...
Business Today selects Mr. P.P. Kadle as India's 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'...
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19. Tata Motors wins the first CSIR Diamond Jubilee Technology Award...
Tata Motors Training Division Wins "Golden Peacock National Training Award
2004"...
Tata Motors Jamshedpur & Lucknow win awards...
TATA MOTORS CASE STUDY WINS FIRST PRIZE IN IIIE PRODUCTIVITY
CONTEST...
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 LEVEL
COMPETITION IN ENERGY CO...
Tata Motors Receives "India's Best Employer" Award From The Employee...
Tata Motors, CVBU, Pune has won the prestigious Handa Golden Key award
institute...
CVBU RECEIVES COMMENDATION CERTIFICATE FOR 'STRONG
COMMITMENT TO TQM'...
Tata Motors team wins The Runners Up Position at The Asian Business Simulation
C...
THE PRESTIGIOUS BALANCED SCORECARD COLLABORATIVE HALL OF
FAME 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...
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20. 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 Exporter's Trophy...
Best Company Award at Workskills Competition...
EEPC Award for Tata Engineering...
MANAGEMENTS:
Board of Directors
Mr. Ratan N Tata (Chairman)
Mr. N A Soonawala
Dr. J J. Irani
Mr. J K Setna
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21. Mr. V R Mehta
Mr. R Gopalakrishnan
Mr. Nusli N Wadia
Mr. Helmut Petri
Mr. S A Naik
Mr. Ravi Kant
Mr. P P Kadle
Mr. P K M Fietzek
Mr. S M Palia
Senior 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 (Chairman's 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
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22. TATA TRUCKS
Tata Trucks India is a division of Tata Motors, which is India’s largest commercial
Vehicle manufacturer with a 59-per cent market share and ranks among the top six
manufacturers of medium and heavy commercial vehicles in the world. Established in
1954, Tata Motors is India’s first engineering company to be listed in New York Stock
Exchange.
Over the years, Tata Motors have made significant investments in many companies that
facilitate and support its various business activities The Company’s manufacturing base
is spread across Jamshedpur, Pune and Lucknow. It is supported by a nation-wide
dealership, 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-road
vehicles 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
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23. 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 Tipper
LPK 2516 TC Turbo Heavy-duty Tipper
LPS 3015 TC Turbo Tractor
LPS 3516 TC Turbo Tractor
LPS 3516 TC Turbo LPG tanker
LPS 4021 TC Powerful vehicle for transporting heavy cargo
Intermediate Commercial Vehicles
LP 1109 Turbo Truck
LPT 1109 Turbo Truck
Light Commercial Vehicles
TL 4x4
Tata SFC 410 EX
Tata LPT 712 EX
Tata 207 DI EX- Single cab
Tata 207 DI - Single cab
Tata 207 DI - Crew cab
SFC 407 EX Turbo
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24. SFC 407 Turbo Truck
LPT 709 E Turbo Container truck
LPT 407 Turbo Truck
SFC 709 E Aerial lift turbo Truck
Small 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
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25. 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 efforts
through series of initiative in effluent and emission control. The company introduced
emission control engines in its vehicles in India before the norms was made statutory.
Modern effluent treatment facilities, soil and water conservation programs of the
environment and the creation of green belts.
EXPORTS:
Tata Motors vehicles are exported to over 70 countries in Europe, Africa, South
America, Middle East Asia and Australia. The company has also assembly operations in
Malaysia, Bangladesh, Kenya, South Africa and Egypt.
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26. LOCATION:
Tata Motors has manufacturing plants at Jamshedpur, Pune, Lucknow and
Dharwad as well as integrated national sales, services and spares parts network that is
focused on providing users with easy access services solutions.
COMPANY PROFILE
BELLAD ENGINEERING (P) LTD.
BELLAD ENGINEERING (P) Ltd is a multi franchise automobile dealership
based at Hubli servicing the North Karnataka. The Bellad Group with a standing of more
than three decades in Automobile industry established their prestigious commercial
vehicles Dealership in the year 2007
Ideally located on Hubli Dharwad highway the dealership can boast of a spacious
4000 sq ft. and well lit showroom with Sample frontage. The showroom has the complete
range of commercial vehicles for display and test drive and professional and trained sales
staff 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 paint
booth which can handle any make of car. The service personnel highly trained and
professional with up to date knowledge owing to the groups policy of implementing
continuous learning programs. A 24 hours emergency road service attached to the service
division is always on call and is a confidence booster to our customer.
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27. 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 HRD
M. 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 Executive
Sales Executive Sales Executive Sales Executive Sales Executive
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Reception 27

28. Data Entry
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29. SALES DEPARTMENT
Managing Director
Deputy General Manager
Sales Manager
Team Leader Team Leader Team Leader Team Leader
hu CTD TMK
Sales Executives Sales Executives Sales Executives Sales Executives
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30. DEPARTMENT’S STUDY
A) INVENTORY DEPARTMENT
MAINTAINING 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 checking
CAUSES OF BAD INVENTORY:
1. Wrong parts ordering
2. Improper storing of parts
3. No scientific ordering
4. Continuous stock ordering
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31. 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 stock
QUANTITY SUGGESTED FOR ORDERING BASED ON THE FOLLOWING
FUNCTIONS 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)
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32. B) SERVICE DEPARTMENT
WORKMEN 35
SUPERVISERS 04
HEAD OF THE DEPT 01
WORKS MANAGER 01
When customer enter the workshop with vehicle then his vehicle problem is entered
in the job card
The 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.
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33. 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.
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34. 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

35. 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

36. MD = Managing Director
DGM = Deputy General Manager
T.L = Team Leader
S.E = Sales Executive
T M.V. = Tata motors value
The following chart explains the Sales Department. In that Sales Manager handles the
sales promotion activities, Customer Care Executive handles the identifying the customer
problems and solving. Branch Managers are district wise and their work is to take the
information form the sales executives about the needs of vehicles and send the same
information to the Sales Manager and bring the vehicles from Sales Manager to Sales
executives.
Karnataka in Hubli Bellad Engineering (P) Ltd. showroom is located on PB road at
Unkal Cross. The workshop located at there itself, carries out after sales operations, free
service, paid service and Running repairs. Besides this the workshop also in to selling of
pre-owned trucks and Ranks First for the sale of pre-owned trucks in India. The
stockyards situated at attach to showroom carries the pre-delivery inspection of all the
vehicles and gets them ready for the sales. It has paved surface stocking area of about 50
to 100 commercial vehicles.
Quality Management System:
BABASAB PATIL 36

37.  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 ANNUAL
The quality manual describes the ISO 9001: 2000 standards adapted at Bellad
Engineering (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

38. Management Commitment:
The management of Bellad is committed to quality management system through
leadership and actions. The management shall provides the basic infrastructure and
continually 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

39. 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 customer's consent shall be taken on the estimated cost of the repair/service
of the vehicle.
BABASAB PATIL 39

40. 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 management's commitment to quality reflected in its quality
policy.
"We at Bellad Engineering (P) LTD pledged to make quality a way of life through
commitment to Continual improvement customer satisfaction and adhering to
quality management system"
The management ensures that the policy is understood implemented and maintained at all
levels of the organization and continual improvement in customer satisfaction.
BABASAB PATIL 40

41. 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 MRM's 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

42. 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 Tipper
The 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

43. The external manuals acquired from Tata Commercial vehicles Ltd. To sell and
service the
Vehicles.
 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

44. 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

45. 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 and
examine 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

46. IMPROVEMENT
Continual Improvement
Bellad Engineering pvt ltd, Hubli shall continually improve the effectiveness of the
Quality management System through commitment to Quality policy, Quality objectives
as 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 corrective
action 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 Action
There 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

47. Inspection, washing Quality as well as for potential Non-Conformities determined during
MRM, Meetings and Audits and Analysis of Customer Feedback.
SAMPLING
Sample: 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

48. number & the sample is consisting of the existing truck owners in Hubli, i.e. Transport
companies, 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 in
Hubli, 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

49. 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

50. 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 cost
DATA COLLECTION METHODS
Primary Data Collection:
BABASAB PATIL 50

51.  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

52. Chapter 3
RESULTS AND DISCUSSION WITH CHATS AND GRAPHS
1) Which truck do u own?
BABASAB PATIL 52

53. If yes which company
50
40
30
20
Frequency
10
0
TATA Ashok Leyland Eicher Volvo
If yes which company
Interpretation:
From the above graph we can see that 41% respondents are the owner of TATA truck and
38% 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 100 100.0 100.0
are owner of Volvo. Most of the respondents are owner of the TATA trucks, second
priority is for Ashok Leyland and third is for Eicher.
BABASAB PATIL 53

54. 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
Space
Interpretation:
BABASAB PATIL 54

55. From the source of field survey, out of 100 respondents 40% of them said with brand
name 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 the
trucks. Therefore brand name plays very important role while choosing the trucks and
maintenance 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

56. 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 custome
4. 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

57. Total 100 100.0 100.0 100
Are you aware of bellad
engineering Pvt.Ltd
NO
YES
Interpretation:
From the above graph we can see that 78% of the respondents are aware of Bellad
Engineering Pvt.Ltd and 22% of them not aware. There is scope to create more awareness
about 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

58. 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
magazine
Interpretation:
From the above graph we can see that out of 100 respondents 56 are aware of
collaboration 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 and
magazine.
6. Which unique feature do you know in Tata Commercial Vehicles Truck?
Frequency Percent Valid Cumulative
Percent Percent
BABASAB PATIL 58

59. 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 Maintaince
Interpretation:
Out of 56 respondents 18 (32%) of them said fuel efficiency and 16 (28.6) of them
said aesthetic look and 10 (17.9%) of them said less maintenance 12 (21.4%)
BABASAB PATIL 59

60. respondents said load capacity feature know by the respondents. Most of the
respondents 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

61. 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 100 100.0 100.0
Self 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

62. 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 29
Interpretation:
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 this has been expected
by 45 respondents out 100.
BABASAB PATIL 62

63. 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

64. 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
100 100.0
History & 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

65. 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
100 100.0
Word 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

66. Total 98 98.0 100.0
Missing
System 2 2.0
Total
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

67. 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 of
mouth communication is second most influencing factor for purchasing a truck. So most
influential 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

68. Would you like to purchase a truck in future
No
Yes
Interpretation:
From the above graph 73% respondents are ready purchase the truck in future and 27% of
them 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

69. Would you like to purchase TATA commercial
vehicals in futures
NO
YES
Interpretation:
In 73 respondents 27 (37%) are interest in purchasing Tata commercial vehicals in future
and 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 Commercial
Vehicles 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

70. Which additional acilitess you need from TATA
commercial vehicals
12
10
Installments
8
Exchange offer
6
Service nation wide
4
less interest
2
0
Interpretation:
Out of 27 respondents 12(44.4) of them said less interest, 8 (29.6%) them are said service
station should be there nation wide and 4 (14.8%) of them are installments and remaining
are 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

71. 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

72. • 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

73. • 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

74. Chapter 4
RECOMMENDATIONSR
BABASAB PATIL 74

75. • 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

76. • 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

77. Winning the heart and minds of the today sophisticated vehicle buyers will require
collaboration, commitment and communication on the part both manufacturer and
dealers. The majority of the people are ready to purchase truck in future, there is demand
for trucks. Therefore Hubli is good 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.
QUESTIONNAIRE
BABASAB PATIL 77

78. 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

79. 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

80. 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

81. • 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 Q12
Sl. 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

82. 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 1
16 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 4
18 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 4
20 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 4
23 2 4 1 1 . 1 1 2 4 5 6 3 1 4 3 2 5 1 1 3 4
24 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 1
27 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 1
29 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 1
57 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 4
59 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

83. 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 4
65 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 4
67 1 3 3 2 . 2 6 5 4 2 3 1 2 5 3 1 4 1 1 5 4
68 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 4
70 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 4
72 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 4
74 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 2
81 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 2
83 2 5 4 2 . . 1 3 4 5 6 2 2 5 3 1 4 1 1 6 4
84 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 4
87 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 2
94 3 3 2 1 4 3 1 4 5 6 2 3 1 4 3 5 2 1 1 6 4
95 3 1 1 2 4 4 1 4 5 6 2 3 1 4 3 5 2 1 1 6 2
96 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 3
99 4 1 2 1 4 4 1 2 3 5 4 6 1 4 3 5 2 1 1 6 3
100 4 1 2 1 4 4 1 2 3 5 4 6 1 4 3 5 2 1 2 .
BABASAB PATIL 83

84. BABASAB PATIL 84