This document provides an overview of Tata Motors Limited and discusses improving the conversion of external leads. It begins with background on the Indian automotive industry and Tata Motors. It then describes analyzing 100 external leads, identifying gaps in follow-up and focusing on converting Hexa, Tiago and Tigor leads. Key learnings include dealership management and handling external leads. Suggestions are provided for improving data tracking and follow-up of external leads by dealerships.

1. TATA MOTORS LIMITED
(REGIONAL OFFICE,INDORE)
Improvement In Conversion of External Leads
Pramesh jain
(096)
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2. Flow of Presentation
Industry Overview
 Company Introduction
Job Description
Objectives
 Analysis of Job Done
Learnings
Suggestions
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3. Industry Overview
The Indian automotive industry
represents 7.1 per cent of (GDP)
 The Two Wheelers segment is on top,
with 80 percent share of overall
industry
The passenger vehicle segment (PV)
has 14 percent share
The commercial vehicle segment (CV)
3 percent share
Three wheeler segment has 3 percent
share
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4. Company Introduction
Tata Motors Ltd.
Tata Motors Limited is an Indian multinational automotive
manufacturing organization headquartered in Mumbai,
Maharashtra, India. TML is subsidiary of Tata Group
 Its produces passenger cars, buses, vans, trucks and
military vehicles
 It is the world's eighteenth-biggest vehicle producer, the
fourth-biggest truck maker and is second globally in bus
manufacturing volume wise
 Tata Motors Limited is the largest manufacturer in Indian
automotive industry
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5. Job Description
Facilitate and understand all the major activities taking place at regional office and
dealership for increasing sales
Comparison of all other competitor’s dealerships and their services offered
Monitoring of external leads follow-up by dealership
Contacting external leads provider in case of issue related to quality of external leads
Engaging in BTL marketing activities of company
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6. Objectives
Analysis of external leads by calling 100 external leads for product feed-back and experience of
dealership
Identify the gaps in follow-up of leads
Work closely with dealership sales person and monitor project progress
Special focus on Hexa, Tiago and Tigor leads conversion
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7. Analysis of Job Done
The major reasons for selecting a particular brand are service, cost, promptness & brand image
Other important reasons are After sales value of vehicle & response of dealerships
Customers who prefer buying Tata vehicles because of space, comfort and wider network
coverage of service centers. Only other competitor is Maruti Suzuki which has biggest service
network in country
Reason behind current reduction in market share of Tata Motors in PV segment is lack of
diversification in products offering
Company is fully dependent for sales through customer walk-in, but now they are also trying to
convert external leads into sales
Tata Motors is equally focusing on BTL activities for new products
Tata Motors is perceived as a trustworthy brand for a long time and enjoying top position in CV
business but in PV segment its brand image has been hurt in recent years
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8. Learnings
Functioning of Tata Motors
Dealership Management
External Leads Handling
BTL Activities
During my internship I also learned about corporate culture and environment in automobile
sector
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9. 19-09-2017 9
External Leads
(Cardekho) for
April-May
3767
Sale Closed – 27
Repeat Numbers –
906

10. Suggestions
Data punching of follow-ups for
external leads should be in detail with
remarks for all follow-ups. I have
suggested following format for data
punching.
There is lack of sincere efforts from
dealership end for follow-up of
external leads, they are totally
dependent on walk-in for sales. So for
improvement in conversion of external
leads systematic follow-up and
monitoring is required.
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Tele-callers who follow-up external leads should have information about products and pricing.
If a customer gives a timeline for booking, like he/she wants to book after two or three
months, contacting that customer during given timeline may help.
It has been observed during project that external leads provided by Cardekho contain
repeated & wrong contacts, so keeping records of those may helpful for reporting and
improving quality of external leads.
Giving rewards/incentives for conversion of external leads will motivate CAs and may help to
increase conversion of external leads.
More BTL Activities like Hexa Experience Centre

12. BTL Activities
Hexa Experience
Center
West 4, Dusshera
Ground,
Annapurna Road
Indore
Date : 24-25
June’17
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13. Thank You
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