2. INTRODUCTION
• Industry Turnover more than USD$35 Billion
• Provides direct and indirect employment to
over 13 million people.
• India's passenger car and commercial vehicle
manufacturing industry is the sixth largest in
the world
4. OBJECTIVES
• Finding opportunities to increase the market
share
• Finding factors affecting commercial vehicle
customers buying decisions.
• Reducing Gap Between Customer Expectation &
Reality.
5. RESEARCH METHODOLOGY USED
• Sample Size- 500
• The data was collected from various sources-
customers at TATA Motors dealerships.
• Feed Back Forms
6. ANALYSIS AND FINDINGS
• PORTER'S 5 FORCES ANALYSIS
1. The threat of new entrants.
2. The bargaining power of buyers/customers.
3. The threat of substitute products.
4. The amount of bargaining power suppliers have.
5. Huge Gaps between customer expectation and
the products.
7. STRENGTHS:
• Globally cost competitive.
• Adheres to strict quality controls.
• Adoption or Access to latest technology.
• Customer Base is huge.
• Ample labour force available.
WEAKNESS:
• Low research and development capability.
• Industry is exposed to cyclical downturns in the
automotive Industry.
• Most component companies are dependent on
global majors for technology.
• Huge Gap between customer expectation and
reality.
OPPORTUNITIES:
• Sourcing hub for global automobile
majors.
• Export opportunities may be realized
through diversification of export basket.
• Eliminating Gap between customer
expectation and reality.
THREATS:
• Pressure on prices from OEM’s continues.
• Imports from FTA Regime Countries, in
certain component segments are a threat
to local industry.
• Smaller players, who do not upgrade to
global standards, would get extinct.
SWOT
13. Effect on sales of MAGIC IRIS
Sales for the Month
No. of
Vehicle
Sold
14. Conclusion & Recommendations
Cost comparison with competitors.
Mileage per KM with competitors- Operating Econ.
Looks, Color variations.
Safety.
Percentage of Down Payment.
Easy- Fast Loan availability.
Route Permit.
Seating Capacity
Factors Affecting Expectations Of The Customers