1. By: Vivek Singh

2. Consumer buying Behavior
School Bus

3. • History
• Former Chairman : K.C Mahindra
• Present Scenario
• Present Chairman & MD
Anand Mahindra : @anandmahindra
• Truck & Bus Division
Introduction

4. • Enhancing Awareness
• Creating Interest
• Providing Information
• Stimulate Demand
• Differentiate Product
• Reinforce the Brand
Objective of study

5. How we Work
Management
Trainee Meeting customers
Secondary Data Primary Data
Analysis
Creating Awareness &
Generating leads

6. Data Collection

7. • No of schools covered – 50+
• No of Leads generated – 5
• Total No of visits done – 140+
• Area Covered
Value Added

8. Findings
25%
8%
36%
20%
6%5%
Number of Buses
0-2 2to4 4to6 6to8 8 to 10 More than 10
15%
25%
25%
20%
8% 7%
Brand
Ashok Leyland Tata Sml Mahindra Eicher Others
40%
60%
Satisfaction
Yes No

9. Findings
35%
25%
20%
10%
10%
Priority
Price Quality Service Ranking Sales
60%
40%
Trained Drivers
yes no
65%
45%
Advice of Driver
Yes No

10. Service Related
25%
30%
25%
12%8%
Servicing
2 months 4months 6months
8months 10months
30%
70%
Satisfaction on Service
yes no
20%
80%
Satisfaction on Spare Parts
yes no

11. Consumer opinion towards
Mahindra Cosmo
12%
34%
18%
16%
20%
No. of Respondent
Features
Low Maintenance
Comfort
Style
After Sales Service
13%
25%
8%4%
50%
Fuel Consumption
Extremely
Satisfied
Satisfied
Neutral
10%
20%
13%
7%
50%
Safety
Extremely
Satisfied
Satisfied
Neutral
Dissatisfied
Total

12. Consumer opinion towards
Mahindra Service
10%
90%
24/7 Service
Yes No
20%
80%
After Sales Service Provided by
Mahindra
Yes No

13. Competitors Analysis
Ashok Leyland Mahindra & Mahindra Tata Motors Eicher SML
July '16 9269 13168 22033 3664 1327
July '15 10762 12148 22424 3050 1011
July '14 7915 14701 23990 2774 962
0
5000
10000
15000
20000
25000
30000
UnitsSold
Commercial Vehicles

14. Competitors Analysis

15. Overall Performance

16. Profit Analysis
Mar '16 Mar '15 Mar '14 Mar '13 Mar '12
Reported Net Profit(cr) 3,167.48 3,321.11 3,758.35 3,352.82 2,878.89
Total Income(cr) 42,024.37 39,806.45 41,553.95 41,168.26 33,024.91
86%
88%
90%
92%
94%
96%
98%
100%
PERCENTAGE
Income VS Profit

17. • Product Vs Price
• Planning
• Maintaining Relationship
• Mimic your coworkers
• The people make the company
• Do proper Visits & calls
Learnings

18. • Service Improvement
• Reduce the negative opinion
• Customer satisfaction
• Coordinated Effort
• Promotion
• Building Customer Base
Suggestions

19. Moments
Appreciation Moment

20. Thank You