Project Study Report
“Market Mapping Of Eichers
Eicher Moters Ltd. , Jaipur
(In partial fulfillment of Bachelor of Business Administration Degree Program)
Shekhawati Engineering College Of Science And Commerce,
Dundlod Railway Station , Dundlod-333702, Distt. Jhunjhunu,
Realizing that practical experience is as important as academic for all
round development of management personnel, as a part of the course
curriculum for Bachelor of Business Administration, we have to undergo
project study for 30 days as practical exposure.
This project report is prepared for partial fulfillment for the award of degree
Bachelor of Business Administration.. This project report is undertaken in Jaipur
city and focus on the topic "Market Maping of Eicher Motors . Ltd. Company.
Theory of any subject is important but without its practical knowledge it becomes
useless particularly for the Management students. As a student of the Business
Administration, we have studied many theories in the classroom, but only after
taking up this project work we have experienced & understood these Management
theories & practices in its fullest sense, which plays a very vital role in business
field today. The knowledge of Management is incomplete without knowing the
practical applications of the theories studied. This Project study provides golden
opportunity for all students, especially when the Management student does not
have perfect understanding of the working of a unit.
The primary objectives of the project study are to make students familiar
with the organization culture and practical work environment. Moreover it
also provides in depth knowledge of the topic assigned to them and links
the theoretical inputs and their practical applications, which are essential
to keep pace with the dynamic environment.
In our attempts, we consulted members from the concerned area at
Eicher Moters Ltd. to guide us. Members Of this Company were very
helpful in providing us with data in providing useful insights to my
approach. The Internet and the brochures at Eicher Company were a
rich source of information for our analysis.
We express my sincere thanks to my project guide, Mr. R.K koul ,
designated as General manager in Tambi motors ,Jaipur, guiding us right form the
inception till the successful completion of the project .I sincerely acknowledge him for
extending their valuable guidance, support for literature ,critical reviews of project and
the report and above all the moral support he had provided us with all stages of the
We would also like to thank the supporting staff Department, for the help and
cooperation throughout our project.
Eicher Motors, was founded in 1982 to manufacture a range of reliable, fuel-efficient
commercial vehicles of contemporary technology. The unit manufactures and markets
commercial vehicles with Gross Vehicle Weight (GVW) ranging from 5-25 tons.
Today, Eicher Motors is one of the leading manufactures of commercial vehicles in India with a
33% market share in the 7T-11T segment. The success and growth of this unit is a result of
various customer-driven strategies. The manufacturing facility is situated in Central India –
Pithampur, Madhya Pradesh. Eicher Motors has stepped into the Heavy Commercial Vehicle
segment with its state-of-the-art HCV, the "Eicher 20.16", the first commercial vehicle designed
and developed indigenously.
Eicher Motors functions through a strong three-tier service network consisting of authorised
distributors, service centres and company trained private mechanics. The vehicles are sold and
serviced through a network of over 576 Authorized Contact Points all over India, supported by
service centres and over 4500 company trained private mechanics, who are close at hand on all
major highways throughout India to provide initial "first aid" to the vehicles if required.
In 1986, Eicher Motors entered into a technical and financial collaboration with Mitsubishi
Motor Corporation of Japan to manufacture the Canter range of vehicles. The technical
assistance agreement with Mitsubishi ended in March ‘94 after successful transfer of technology
and on achieving total indigenisation with only a few parts sourced globally.
Eicher Motors has acquired formidable expertise in designing and developing commercial
vehicles. It has a world-class R&D centre manned by a team of brilliant engineers and equipped
with latest Computer Aided Design (CAD) and Computer Aided Engineering facilities like
NASTRAN, FEM analysis packages. Leveraging its in-house expertise, this unit has successfully
developed a wide range of commercial vehicles to meet varying customer needs. The product
range includes Trucks : Eicher 10.50, Eicher 10.75, Eicher 10.90, Eicher 11.10, Eicher 20.16 &
30.25; Buses: Eicher Skyline, Eicher Cruiser and Eicher School Bus range of buses. Besides the
basic models, it offers over 85 models of ready-to-use custom-built vehicles for various
specialised applications. Eicher Motors’ products have been well accepted in the market. This is
also demonstrated by significant sales of its commercial vehicles in export markets where the
company competes with reputed international brands.
About Volvo Eicher collobrotion
Company Profile : Basic Information
VE Commercial Vehicles Ltd. (A Volvo Group and Eicher Motors joint
Business Type: Manufacturer
(Eicher Sells): Gears,Gearbox,Transmission,Agriculture Gearbox,Planetary Gearbox,Axle,PTO
Number of Employees: Above 1000 People
Ownership & Capital
Trade & Market
Main Markets: North America
Total Annual Sales Volume:
Above US$100 Million
ISO 9001:2008 ISO/TS 16949
OEM Service Offered Design Service Offered Buyer Label
VE Commercial Vehicles Limited owes its inception to the compelling intent of driving
modernization in commercial transportation, in India and other developing markets.
As a 5050 joint venture between the Volvo Group (Volvo) and Eicher Motors Limited (EML), VE
Commercial Vehicles (VECV) incorporates unique abilities to be able to do so. The organization
brings together global leadership in technology along with deep knowledge and experience of
the Indian commercial vehicle (CV) market.
As a company, VECV includes the complete range of Eichers commercial vehicles, components
and engineering design businesses as well as the sales and distribution of Volvo trucks. Thus,
each of its business units is already wellestablished and backed by a sizable customer base.
VECVs portfolio of commercial vehicles includes two product brands with absolutely different
market positions yet complementing segment synergies. EicherTrucks&Buseshave a wide
offering in the mass market, 5T40T range while Volvo Trucks command a strong presence in the
premium, highperformance, heavy duty segments from 25T49T. With a formidable presence in
the existing light and mediumduty segments, VECVs main focus is on increasing the penetration
and market share of its heavy duty products. Thus, its investments in design, development,
manufacturing, systems, distribution and services are largely oriented towards creating a
stronger position in the heavy duty market.
VECV is going allout to gear itself in becoming a proactive solutions and service provider meeting
all customer needs. This it will do by strengthening each of its product brands as leaders in their
respective segments. In the near course, VECV will offer an even more innovative lineup of
technologically advanced and ergonomically aesthetic products. Volvos widespread distribution
network will facilitate the export of these products to countries worldover and will help VECV
bolster its presence in more than 26 countries to where it currently exports. With an improved
thrust on retail network development and aftersales service, VECV will soon come to be
recognized as a lean organization capable of setting new benchmarks in response times.
It is important for VECV, that its growth must also have a positive influence on the industry it
serves; ensuring that the industry becomes more efficient, environment friendly, offers safer
products and manufactures products that are driver friendly. And this dictum of being the
differentiator not only reflects in VECVs approach in the market place but also in its internal
workplace moving it to becoming a preferred employer in the industry.
VE Commercial Vehicles has over 4000 employees with a sales & support network that spreads
across more than 300 points across the country. The companys industrial base includes an
integrated commercial vehicle factory in Pithampur producing Eicher trucks & buses along with
factories in Thane, Gurgoan and Dewas dedicated to manufacturing gear boxes and gear box
VECV is jointly managed by Volvo and EML with shared management and equal representation
rights on the board of Directors. All management positions are appointed by the board. Mr. Par
Ostberg (Chairman, Trucks Asia, Volvo Group) is VECVs chairperson while Mr. Siddhartha Lal is
the Managing Director and CEO.
Operational since July 2008, VE Commercial Vehicles is headquartered at New Delhi
Business areas of Volvo Eicher Motors Limited
Eicher Motors Limited comprises of the automotive businesses of the Eicher Group . The
business activities of the company are carried out by its constituent Business Units, each
covering a product category as described below.
VE Commercial Vehicles Ltd
Eicher Trucks & Buses, Volvo Trucks, Gears & Shafts
VE COMMERCIAL VEHICLES LTD
Manufactures a range of commercial vehicles with GVW of 5 to 11 tons. It has been
outperforming the industry for the past six years. The sales growth in its LCV segment has been
higher than that of the industry. In technical and financial collaboration with Mitsubishi Motors
Corporation of Japan, EML started manufacturing the CANTER range of vehicles in 1986 at its
plant at Pithampur in Central India. The plant is a "state-of-the-art" facility with an integrated
capacity of around 20000 vehicles per annum.
Royal Enfield, manufacturers of the renowned range of Bullet motorcycles, has pioneered
manufacture of motorcycles in India. It has a wide range of high powered bikes in its stable to
deliver a ‘unique motorcycling experience’ to its rider. Presently Royal Enfield is producing six
different models ranging from 300cc to 600cc.All the products are manufactured indigenously in
its manufacturing plant in Chennai, which has an annual installed capacity of manufacturing
We had completed our 30 day training in VE Commercial vehicle
Ltd. at Tambi Motors , Jaipur under the guiddence of Mr. Satis
Tambi (Director , Tambi Motors) , Mr. R.K koul(General Manager,
Tambi motors) which is prescribed below.
Key Topics :Market segmentation
Different Coustomers have different and spicific types of needs
and demands in the market according to which thay acts in the
market .Coustomers need and demand differes in the sence of
sex, age, geographical regions,climatic conditions etc.... For
example : - In hilly areas a coustomer will perfer a bus having
powerful engine rather then having better speed.
Market Segmentation can be defined as simelar needs, demands
and charecterstics ergarding a particuler type of product.
selecting any perticuler type of coustomers having
Hence to identify a specific group of people having simelar
charecterstics , needs and demands at any particuler geographical
region , market segmentation is importent.It seems much
effective technique rather then working randomally for the
identification of the target market.
During this process we identified the market where we can
proeed to survey and can get valuable information from the
target maket . So that the facts and figues can be collected and
ferther can be used for the marketing purpose .
Areas which we segmented from the market are
1. Transport nagar
3. Muhana Mandi
In this field we had collected facts and figures of commercial
vehicles in the Market of Jaipur and make conclusion on the basis
Transport Nagar is widelly spreaded market for transpot
companies having a less number of potential coustemers of
Eicher motors. Comapnies like Ashock Layland ,Tata motors
dominates in this field.According to survey report Eicher moters
lagging bhind because of the following resons:1. Costally spare parts
2. Lack of authorised workshops of Eicher moters
3. Frequent Maintanance requiremet .
4. Resale prise is less
We had survaid about 60 companies in the Automobile
Nager . There are , potential coustomers of heavy veichle, mainly
of trucks. But there is a need to grab the opportunity by Eicher
Motors in the market ,as the goodwill of the the Tata motors in
the market is seems to be better. Coustomer are mainly focusd on
or demanding trucks which can bear overload , fuel efficient ,less
maintainance,easy availibility of work shops.
V.K.I industrial area
V.K.I industrial area have a large and scattered type of
pattern of transport companies.According to the market survay it
is a bigger market of heavy commercial vehicles ,specially of
trucks . A large number of transport companies locates here and
hence plays an important role in the commercial vehicle market
of Jaipur.It includes road number 1 to 15. According to the survay
of market ,most of the the transport companies owns the Product
of Tata and ashock layland andin future also they intrested in the
same .Eicher seems to be at backfoot bacause of two main
common reson among all i.e
1. Eicher Trucks are less able to bear overloading in comparision
to Tata and and trucks of
2. Having less number of workshops is the Jaipur area is the
The transport companies in the Muhana madi are situated
on the basis of mandi market.Sabji mandi of muhana market
always needed transporters to transport their material. Muhana
mandi is a market of large and heavy as well as small commercial
vehicles.There are coustomers of trucks but less in numbers.
Some transportars had just purchased the trucks and some are
still intrested in purchasing.
In other areas of Jaipur like Chand pole ,Jalupura, sansar
chand Road and Badi choppar there is a large number of transport
companies situated and hence create a market for commercial
vihcle industary.There are hot as well as cold coustomers to
whom we meet and get the information regarding their
We collected informatin regarding the commercial vechile they
owened and vechile which they want to buy in the future.we
concluded about their reactions and experiances in the market
regarding the commercial veihcles.We come to know that Tata
Motors is in leading role in jaipur area in trucks and buses.The
major reson behind this success of Tata Motors is coustomer
satisfaction through the way of.
Coustomer feedback :1. About spareparts :- 25 coustomers had complaint regarding
-Spare parts of Eicher trucks and buses are not easily
-Spare parts are costly
2. About Average and milage:-Eicher Trucks and buses provode better average and
3. Fast Trip, Accerlation and space in containers are the positive
points of Eicher trucks
5. Eicher trucks are seems to be best suitable for carring
agricultural equipments and machanaries.
- EICHER product have goodwill in some ares of jaipur
according to our survry.
- Tata is leading in this goodwill factor
-Coustomers expects better discount from Eicher Moters
-According coustomers Tata is providing better services to
their values spend.
- Maintenance required is more than Tata in Eicher trucks.
7.Service centres:-About 35 coustomers complained regarding
-Lack of serivice centres of Eicher moters in the area
Table of Survay report of some transport companies for feedback
JAIN transport com.