SUMMER TRAINING

REPORT

ON

“Fitment of Dunlop Tyres in Auto Segment & its Share

vis-a-vis Competition ”

FOR

FALCON TYRES LIMITED.

Under the supervision of Under the guidance of:

Mr.Vivek Chaturvedi Ms. Shephali Mathur Deputy Manager MBA Faculty

Submitted by:

Mahendra Pratap Yadav

MBA 3rd Sem (2007-09)

Sahara Arts & Management Academy,

1

Lucknow

SUMMER TRAINING

REPORT

ON

“Fitment of Dunlop Tyres in Auto Segment & its Share

vis-a-vis Competition ”

FOR

FALCON TYRES LIMITED

2

ABSTRACT

In this project I have study of “Fitment of Dunlop Tyres in Auto Segment

And its Share vis-à-vis competition.’’ Dunlop tyre are manufacture By Falcon tyres ltd.

In this competitive era of marketing where the satisfaction of customer towards

the product is become first priority , it is very important to analyze the customer behavior

Every company determine the price, sales promotion etc. of its product according to the

market requirement . Direct marketing is one of the effective medium sales promotion

because it is directly related with customer . With the help of direct marketing company

increase its brand image. Without putting customer on top any company can not get

success , forgetting success every company should target customer because market is

totally customer oriented. This project report evaluate the position of Dunlop tyre in Lucknow market and

the role of direct & indirect marketing .Finally I have given some views and suggestion to

company for its market strategy.

3

PREFACE In spite of the theoretical knowledge gained through classroom study , a person is

incomplete if not subjected to practical exposure of real corporate world .He may

have to face hurdles, which will be difficult to overcome without any first-hand

experience of business .

In this context, research program has been designed to make the person

aware of happenings of the real business world. The project entitled “Fitment of

Dunlop Tyres in Auto Segment And its Share vis- a -vis Competition’’

with special reference to Dunlop, has been done at Lucknow as a

completion part of M.B.A program.

In our summer training, we worked upon the analysis of Dunlop tyres

Fitment in Lucknow by the fitment survey, customer attitude, and dealer

preference through the personal contact, interview and questionnaire .During

my summer training, I got an opportunity to apply my theoretical Knowledge

and meaningful concept to actual business condition and to Familiarize with the

marketing activities of the products . All the works done on this project

report is confined to my broad objective.

4

ACKNOWLEDGEMENT

At the successful conclusion of our summer training at FALCON TYRES

LIMITED at LUCKNOW . We would like to express our gratitude and thanks

to Mr. Ajay Tiwari (AGM Marketing ,Lko.)and Mr .Vivek Chaturvedy (D.M.),

Mr .Sameer kumar (Product support engineer) , Mr. Dinesh pandey (T.S.E.)

And all the staff members of FALCON TYRES LIMITED at LUCKNOW

For the guidance , support and help without which the completions of

This project would not have been possible.

Equally , we are also grateful to Dr. Vikram Bisen (Coordinator of

M.B.A. Programme ,SAMA), for his valuable guidance and support. I would

Also take this opportunity to express my gratitude to all our M.B.A. teachers,

who have been source of inspiration and motivational all through the program.

Finally, we would also like to take this opportunity to express my

Gratitude to all the members of Falcon tyres Ltd. and faculty members of

Sahara Arts & Management Academy Lucknow for sharing their helpful ideas

during this project .

(MahendraPratapYadav)

5

TABLE OF CONTENTS

PART I

1. CHAPTERS

COMPANY PROFILE

INTRODUCTION

SCOPE

OUR PRODUCT PROFILE

GLOBAL PRESENCE

TYRE BASICS

BASICS FUNCTION OF TYRES

GOLDEN RULE OF TYRE SELECTION

6

PART II

2. OBJECTIVE

3. RESEARCH METHODOLOGY

4. DATA ANALYSIS

5. FINDINGS

6. RECOMMENDATON

7. CONCLUSION

8. LIMITATION

9. BIBLIOGRAPHY

QUESTIONNAIRE

7

INTRODUCTION

Company Profile

Falcon Tyres, Ltd. engages in the manufacture and marketing of various

Nylon bias ply tyres and butyl tubes under the name of DUNLOP and

FALCON . It offers products for two and three wheelers, passenger cars,

Jeep , light commercial vehicles , and farm vehicles. The company was

Incorporated in 1973 and is based in Bangalore, India. Falcon Tyres, Ltd. is

a part of Ruia Group

50 Chache Towers 1st Floor Founded in 1973 Residency Road

PO Box 25049

Bangalore,  560025, India

Key developments

Falcon Tyres Ltd. Reports Earnings Results for the First Quarter Ended

June 30, 2008

08/11/2008Falcon Tyres Ltd. reported earnings results for the first quarter ended

June 30, 2008. For the quarter, the company reported net profit of INR 5.43 million

8

or INR 0.96 earnings per share on net sales of INR 1,421.83 million against net

profit of INR 12.88 million or INR 2.27 earnings per share on net sales of INR

841.22 million for the same period a year ago.

Falcon Tyres Ltd. Announces Earnings Results for the Quarter Ended March 2008

08/5/2008

Falcon Tyres Ltd. announced earnings results for the quarter ended March 2008. For the

quarter, the company saw 3.33 times rise in profit to INR 20.93 million from INR 6.27

million in the same quarter, last year. Net sales for the quarter rose 2.83 times to INR

1,885.82 million compared with INR 664.61 million in the corresponding quarter, a year

ago.

Falcon Tyres Ltd. Appoints Umesh Bhargava as Managing Director08/5/2008

Falcon Tyres Ltd. announced that Mr. Umesh Bhargava has been appointed as Managing

Director of the Company with effect from July 30, 2008.

9

I SO Certificate

An ISO 9001 & TS 16949 Company, Incorporated in 1973, FALCON  TYRES located in

Karnataka, India,  is a part of Mr. P K Ruia Group. Falcon manufactures and markets a

wide range of nylon bias ply  tyres and  butyl tubes for two  and three wheelers,

passenger cars,  jeep, light commercial vehicles and farm vehicles, under 'DUNLOP'

brand for the domestic market and 'FALCON' brand Incorporated in 1973,

FALCON TYRES located in Mysore, Karnataka State, India, is a part of

Mr. P K Ruia Group. Falcon manufactures and markets a wide range of

nylon bias ply tyres   (which includes) Low aspect ratio of varying Load

Index, Uni-Directional tyres, Tube less tyres (Scooter) and butyl tubes for

two and three wheelers, passenger cars, jeep, light commercial vehicles

and farm vehicles, under 'DUNLOP' brand for the domestic market and

'FALCON' brand for overseas market.

10

CUSTOMER SATISFACTION

Falcon is the preferred choice of all leading vehicle manufacturers in India like 

         Bajaj Auto 

         Yamaha Motors

         Escorts

         Hero Honda Motors

         Majestic Auto

         LML

         Kinetic Engineering

         Kinetic Motor Company

         Royal Enfield Motors

Falcon tyre meets ISO, BIS, JIS, T & RA AIS 044 and ETRTO standards wherever

applicable. Falcon's R & D center is engaged in upgrading the product performance,

quality and introduction of new products. Falcon's aim is to give satisfaction to its

customers by offering High quality and Cost effective Tyres & Tubes.

Quality Accreditations

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         DOT Marking for all 2 & 3 Wheeler sizes for export to USA

         ECE Marking for export to European countries

         DGS & D Certification for all 2 & 3 Wheeler sizes for supply to Government

organizations.

         Falcon has got ISO 9001 / TS 16949

HISTORY OF FALCON COMPANY

1973 - The company was incorporated on 29th November, at Bangalore.

Thecompany was promoted by H.D. Shetty, K.B. Alva, D.A. Shah, S.

Ananthapadmanabhan, B.T.R. Punja and C.J. Pinto. The main object of

company Manufacture of tyres and tubes for scooters ,motorcycles and

mopeds and various types of industrial `V' belts.

1975 - 3,00,000 shares issued at par to the public during February.

1979 - The company undertook to expand the plant capacity to one tyres

and one million tubes.

- The company revalued it buildings and plant and machinery as on 1st

July, and the surplus of Rs. 9,46,492 arising out of it was credited to capital

reserves.

1980 - 1,00,000 rights shares issued at par in prop. 1:5 during 1978-79.

1981 - 4,00,000 right shares issued at par in prop. 2:3 in Dec. 1980.

533 shares pending allotment.

1982 - 16,892 shares forfeited. Authorised capital reclassified.

12

1984 - In spite of increase in wages and higher incidence of interest, results

showed improvement over the previous year.

- Forfeiture on 16,892 No. of equity shares annulled. 1986 - 5,00,000 shares issued at par as rights in prop. 1:2 in March. Another 25,000 shares were offered at par to employees. In all, only

66,859 shares taken up. The balance 4,58,141 shares allotted privately. 1987 - The company embarked upon a project for the manufacture of Butyl Rubber Tubes. The manufacture of the full range of Butyl tubes including

those required for 4 wheeler, was expected to commence by about March,

1990. 1988 - Both production and sales improved and operating losses got

reduced. - As a result of accumulated losses, the provisions of the Sick Industrial

Companies (Special Provisions) Act, 1985 became applicable to the

company. - In November, 15,25,000 shares issued at par as rights in prop. 1:1.

Only 11,69,143 shares taken up. The balance 3,55,857 shares allotted

13

privatley. Another 76,250 shares offered at par to employees but only 3,000

shares taken up. 1990 - A rehabilitation scheme as approved by BIFR was under implementation.

1993 - During the year, Company has submitted an application to remove its name from the list of sick companies under BIFR. 1994 - The company was able to wipe of its brought forward losses and the turnover increased by 37%. It remained no more a sick company. - 73,250 shares from the previous issue allotted. 1995 - During the year, fifteen new and improved tyre designs including those for the latest models of Bajaj and TVS Suzuki, Escorts Yamaha and

Kinetic Honda were introduced. - During the year, the company undertook modernisation and expansion

programme to double its production in the ensuing year.

2000 - Mather & Platt (I) Ltd. propose to acquire the 619337 shares and Harshit Finlease & Investments Ltd. propose to acquire 400000 shares,

constitutes 13.21% and 8.53% respectively, of the equity share capital of the company at Rs.24/- per share from Dunlop India Ltd.

14

HISTORY OF DUNLOP COMPANY

The company traced its origins to 1889, when Dunlop Pneumatic Tyre Co.

Ltd was formed in Dublin to acquire and commercialise John Dunlop's

patent for pneumatic tyres. This was the period of the bicycle boom. In 1896

the company incorporated a subsidiary in England[1]. Initially the company

subcontracted manufacture, but by 1902 it had its own manufacturing

subsidiary, Dunlop Rubber Co. Ltd, in Birmingham, England.

In the early 1890s Dunlop established branches in Europe, North America

and Australia. Although the pneumatic tyre was successful, Dunlop ran into

financial difficulties, and had to sell its overseas operations. A significant

disposal was the sale of the Australian branch in 1899. Since then, Dunlop Australia

has not been connected with the British company, except for a

25% share in Dunlop Australia owned by the British company from 1927 to

1984. As a result, the rights to the Dunlop brands in Australia and New

Zealand have been under different ownership from those in the rest of the

world.

15

In 1900 the company started production of tyres for motor cars. The

company continued its expansion, and in 1918 production started at the new

plant at Fort Dunlop, Birmingham. By 1920 the company had selling

subsidiaries or branches in South Africa, South America, the Netherlands,

Belgium, Italy, Denmark , Sweden , Spain and India, manufacturing

operations in France, Japan and the USA, and rubber plantations in Malaya

and Ceylon.

Diversification

In the 1920s, competition from foreign companies intensified in the UK tyre

market, and Dunlop diversified. In 1925 Dunlop acquired the Charles Mackintosh

group , and the Dunlop name was applied to footwear and clothing.

In 1925 a separate Aerospace Division was formed to meet the growing

aircraft industry's demand for tyres and rubber products.

In 1929 the company discovered the use of latex foam for mattresses, which

were then marketed under the Dunlopillo brand. In the 1930s other products

involving the use of latex were added to the company's range, including golf

balls and tennis racquets.

16

Post War After the war, the UK tyre market was a seller's market. By 1955 Dunlop

had almost half of the market. A report by the Monopolies and Restrictive

Practices Commission in that year found that Dunlop and the four other

main players in the UK market (Goodyear, Avon, Firestone and Michelin)

had arrangements which resulted in fixed prices. These arrangements had to

change, and Dunlop's market share declined.

A further factor in Dunlop's decline was the decision in the early 1960s to

develop textile radial tyres rather than the more durable steel-belted radial

tyres. Dunlop lost ground to Michelin and other manufacturers marketing

steel-belted tyres

Dunlop continued to be active in motorsport, and from 1950 to 1977 was

one of the suppliers of Formula One tyres.

In 1971 Dunlop entered into a merger with Pirelli to form the world's third

largest tyre company. The merger was not a takeover by either company, but

17

a joint venture arrangement where each company took minority interests in

the other's subsidiaries. The merger was not a success, and the joint venture

was dissolved in 1981.

During the 1970s, Dunlop Rubber pioneered the world's first 'fail safe' tyres,

permitting a vehicle to continue moving safely even following a blowout.

Takeover and breakup

By the early 1980s Dunlop was heavily in debt and in severe financial

difficulties. In 1984 it sold the US tyre subsidiary, Dunlop Tire Corporation,

to its management. Then in 1985 the company was acquired by BTR plc.

The road tyre assets, including the right to use the Dunlop name for road

tyres, were immediately sold to Sumitomo Rubber Industries Ltd of Japan

(which had grown out of Dunlop's original Japanese factory).

During the 1990s BTR sold off the various Dunlop companies:

in 1996 the Dunlop Sports group, Dunlop Slazenger, was sold to its

management, backed by CINVen Since 2004 it has been owned by Sports Direct

in 1996 the Dunlop Footwear business was sold to the Dutch company

Hevea. in 1996 Dunlop Adhesives was sold to Norcros plc, who in 2001

sold it on to Ardex GmbH.

in 1996 Dunlop Kenya was sold to local Kenyan interests. Dunlop

Industries Ltd, a manufacturer of PVC floor tiles, is now a subsidiary of the

18

Kenyan company Olympic Capital Holdings

in 1996 Dunlop Aircraft Tyres Ltd was sold to form a separate

independent company

in 1997 the Dunlopillo company was sold to its management as Dunlop

Latex Foam Ltd. In 2002 the Dunlopillo brand was itself split, when the

UK rights to the brand were sold to Hilding Anders.

in 1998 BTR sold its Aerospace Group, including Dunlop Equipment and

Dunlop Precision Rubber, to Doughty Hanson & Co to form Dunlop Standard Aerospace Group. The new group was itself broken up in 2004,

and the Dunlop Aerospace companies were acquired by Meggitt plc. Meggitt

has inherited the original English company, now named Dunlop Holdings

Ltd, incorporated in 1896 .

in 1998 BTR sold its share of the South African subsidiary, Dunlop Africa

Ltd, which was itself divided in 2001. The industrial products division was

sold to become Dunlop Industrial Products and Dunlop Rubber

19

Mouldings. The tyre business, Dunlop Tyres International, was bought by

Apollo Tyres of India in 2006.

Dunlop Tyres International owned rights to various Dunlop brands in a

number of countries outside South Africa, and these rights were sold to

Sports Direct in 2006.

Sumitomo sold tyres for road vehicles under the Dunlop brand from 1985 to

1999. In 1999 Sumitomo and Goodyear Tire and Rubber Company of the

US formed a joint venture. Goodyear took control of the Dunlop tyre assets

in Europe and the US, and Sumitomo continued to sell Dunlop tyres in other

countries.

The Dunlop Tyres company in South Africa is now owned by the Indian

company, Apollo Tyres.

20

FUTURE

The future is now

It's official: Dunlop makes tyres for the cars of tomorrow, today. In Hollywood the sci-fi

blockbuster, Minority Report, features Tom Cruise's Lexus concept coupe features our

Ultra High Performance SP 9000 tyres. A fully working model, this Lexus SC430 sports

futuristic dashboard screen projections. But don't expect to see the Lexus on the roads

just yet... its launch date is 2054!

21

PRESENT

Self-supporting technology

Back in the 70s, Dunlop created Denovo - the world's first 'fail safe' tyre - giving driver's

total long-distance and high-speed control, even following punctures or blowouts.

Our innovation continues to this day with DSST (Dunlop self-supporting technology)

tyres. The technology can support a vehicle's entire weight when the tyre is flat, even if

there is no tyre pressure, for up to 80km at 80 km/h. The tyres are also simple and

convenient... they can be used on all standard wheel rims and be fitted without special

tools or equipment. Find out more.

In case of emergency

With Fill & Go - Dunlop's groundbreaking emergency temporary repair system - drivers

can now mend punctured tyres without going through the hassle of changing wheels on

route. Within minutes, Fill & Go plugs any puncture with natural rubber sealing fluid as

you drive. In fact, it's all so light, compact and simple, anyone can use it.

22

Miles better than the rest

No other tyre company in the world comes close to Dunlop's success in Le Mans - the

oldest, toughest and longest motor race ever staged. Since 1923, we've garnered 34

victories in the 69 races held so far - a fitting testament to Dunlop's tyre technology and

teams of technicians. Find out more.

PAST

Built for speed

The Railton Mobil Special is simply a legend on four-wheels. Designed by Reid Railton

in 1938 and fitted with Dunlop tyres, the car smashed the world land-speed record that

same year. It made the record books again in 1947, when driver, John Cobb, became the

first man to break the 500mph barrier on land. He held the world record for 25 years.

Smaller and indeed half the size of its nearest competitor, the Railton Mobil Special's

aluminium body weighed only 180 kilos and completely enclosed the chassis beneath,

where two Napier Lion aero engines provided an incredible 2,500 horse power.

23

Dunlop designed and produced the car's ultra-smooth tyres to withstand speeds of up 500

mph. The tyres also featured a tread thickness of just 0.5mm - no thicker than the lead in

many propelling pencils!

Today, the legendary Railton Mobil Special takes pride of place at 'Thinktank' - the

Birmingham museum of science and discovery.

Discovery of aquaplaning

In the early sixties, the Dunlop Technical team faced the huge challenge of making tyres

grip at high speeds on wet roads. At the same time, laboratories and research stations the

world over realised worn tyres suffered 'aquaplaning' - a phenomenon where a tyre floats

on water and loses all braking grip.

With its circumferential grooves and rigid structure, Dunlop's SP 41 radial ply tyre, gave

drivers complete protection from aquaplaning, assuming moderate speeds and reasonable

pattern depth. In 1964, Dunlop technician, Tom French patented a breakthrough advance

in tyre tread design. The tyre included a system of 'microslots' that soaked up surface

water like a sponge and expelled it later.

The design's legacy remains with Dunlop's SP Sport 01 tyres, featuring longitudinal

grooves that allow low-turbulence water drainage. Find out more.

24

SCOPE

The scope of the study has been limited to a few tyres manufacturing majors.

It does not extend to all the segments available in the market.

Only Lucknow district has been covered in this study. Any

development in the tyre market after July 2008 is beyond the scope of this

study.

25

Product Profile

The Falcon Tyres ltd. Is leading company for all tyres-manufacturing

company in India and The Falcon Tyres Company manufacturing the tyres

for the entire segment (LCV, FARMS, MOTOR CYCLE, SCOOTER, MOPED & THREE WHEELER TYRES.

A u t o R i c k s h a w

JAP 700 Auto Star Kargil

26

Road Trak Major Road Star Plus Border XM Rib Extra XM Lug

Motor Cycle

Falcon tyres is leading company in Motor cycle tyres across the nation.

Sustaining more than 25% of market share. Falcon make several types of

tyres in this segment but Dunlop Challenger (2.75-18, 3.00-18, 3.00-17) is

one of the best tyres of this segment motor cycle tyre brand in India.

Black Belt Black Belt Plus Dunlop Smart

3.00-18 3.00-18 3.25-19

27

Scooter Tyres

Falcon tyres ltd. manufacture such types of scooter tyres and sales that

across the nation. Sustaining more than 21% of market share. Falcon make

several types of tyres in this segment (3.50-8, 3.50-10) & makes for scooty

(2.75-10) also.

S c o o t e r

28

Black Panther Dura Sports Explorer Plus

100/90-18 2.75-18 , 3.00-18 , 3.00-17

3.00-18

Maxi Life Jap 220 Glider Kirara Jap 230 Maxi Life Jap 200 K 137

Three Wheeler Tyres

Falcon Tyres ltd. Is leading company in three wheeler tyres across the

nation. Sustaining more than 27% of market share. Falcon make several

types of tyres in this segment but Dunlop XM Lug (4.50-10, 5.00-10) is one

of the best tyres of this segment in India. Falcon makes other such types of

model in this segment (4.00-8, 4.50-10, and 5.00-10). The Dunlop

Topstare5.00-10 & Dunlop Megastar 5.00-10 both are unique model of

Falcon Tyres ltd. & not manufacturing by any other tyre company.

DUNLOP XMLUG DUNLOP TOPSTARE

29

4.50-10, 5.00-10 4.50-10, 5.00-10

Rib Miler

4.00-8 4.00-8

30

Lug Tri Star Seven Star

4.00-8 4.00-8 4.00-8

Light Commercial Vehicle ( LCV Tyres )

The saga of leadership continues as falcon Tyres ltd. has grown

phenomenally stronger in the LCV Tyre segment. The gives grow in last two

year. In this segment the falcon Tyres manufacturing only two models one is

Ruf Tuf and another is Tuf Rib (7.50-16).

31

Ruf Tuf Tuf Rib

7.50-16 7.50-16

Farm Tyres

Falcon tyres ltd. giving leads to other companies which are also

manufacturing Farm Tyres across the nation. It sustaining more than 21% of

market share. Falcon manufactures only one model for front fitment (6.00-16)

and only one model for rear fitment (12.4-28). This segment is very running

segment at village arias.

T r a c t o r

Front Jap 910 Front Mahan Front Prithvi Mahan LR5

32

Power Tiller Reaper Jap 940 Rear Jap 930 Trailer RK59

Latest Products

Falcon Tyres ltd. launched these products recently.

Maxi Rib Jap 320 Maxi Rib Jap 330 Maxi Rib Jap 360 Maxi Grip Jap 300 Maxi Grip Jap 340

33

Maxi Grip Jap 370 Uni Grip Gold Uni Grip Jap 350 Uni Grip Speed Hero

GLOBAL PRESENCE

Global partnerships, global reputations.

Dunlop opened its first tyre plant in Dublin, 1889. Since then, we have

grown to become one of the world's biggest and most respected tyre brands.

With our UK head office in Birmingham, our operations are now worldwide.

For location details, please visit our global locations section.

Working for you

Many of the world's leading vehicle manufacturers - including Audi, BMW,

Honda, Lexus, Mercedes-Benz, Nissan, Porsche, Suzuki, Toyota, - trust

Dunlop and fit our tyres as standard.

Our tyre designers work closely with manufacturers. We also involve our

34

European, American and Japanese sister companies to provide the latest

research and development, testing and manufacturing facilities.

For more information on original equipment fitment manufacturers,.Wherever you are

If you're looking for tyres, we are never far away. With a national network

of distribution centres, we also supply many retailers, including our retail

chain, Hi-Q Tyres.Use this section to find all the facts and information on

Dunlop's heritage, policies, global presence and commitment to the future.

Global locations

Asia/Pacific

In Asia Dunlop maintain three manufacturing sites, two testing centres and

one technical centre. A test location in New Zealand is also available.

35

Europe

In Europe, tyres are developed in three technical centres, tested in six testing

centres and produced in several manufacturing sites.

America

In North America Dunlop maintain two manufacturing sites, two technical

centres and a testing centre.

Throughout a history spanning over 100 years, Dunlop has built a worldwide

reputation for quality and excellence. Which means whether you're at home

or abroad, we're always nearby to offer you all the help and advice you need.

With technicians and designers in Europe, the USA and Asia, committed to

36

sharing their expertise with each other - Dunlop manufacturing sites on three

continents supply tyres worldwide.Together, these teams have created tyres

primed to meet the demands of worldwide driving conditions

GOALS OF DUNLOP AND THE ENVIRONMENT

At Dunlop, we are committed to protecting and respecting the environment.

Leading vehicle manufacturers use our tyres as original equipment because

they trust and respect our quality, development techniques and innovation.

However, this alone is not enough. We must also meet the demands of the

environment by adopting sustainable practices and using our resources more

efficiently.We practice the latest manufacturing and management techniques

and work only to the highest standards as outlined in international standards.

In practice

Here are some of our activities:

Introduction of an Environmental Management System (EMS) as part

of our integrated quality, environment, health and safety management

37

system .

Promotion of EMS to our customers, suppliers and contractors .

Environmental performance targets to meet our legal, operational and

business requirements

Regular audits and reviews on our environmental performance

Environmental awareness training for all directors and senior

management .

Appointment of environmental co-ordinators to ensure our EMS is

implemented and maintained in line with ISO 14001

Continual re-alignment of our environmental policy and business

objectives

38

Continued commitment

We have a series of procedures and initiatives to ensure continual

improvement of our environmental performance.

Dunlop set environmental objectives every year as part of our business

planning process.

Design

Whatever the tyre, our design engineers develop quality products that meet

the demands of our customers - and the environment.

Here are some examples: Extensive market research, research and development, computer

modelling and rigorous testing

39

Continual improvement of our low-rolling resistance tyres (offering

lower temperature generation and attrition without loss of grip) for

longer lasting products and improved fuel economy

Development of new materials and compounds for lighter and more

durable tyres

Manufacturing

While our production efficiency increases every year, we have also

successfully reduced our energy consumption and waste.

Energy consumption

Today, we need an average of 40% less energy to make a tyre than in 1985.

Here are some examples of our savings: Improved insulation and condensation recovery

Idle running systems added to machinery

75% reduction in N0x emissions

40

30% reduction in steam and electricity

Reducing waste

By addressing every aspect of production, our internal waste reduction

programme has achieved considerable cost savings - and reduced our impact

on the environment.

We are also: Working throughout Europe to exceed the requirements of

forthcoming environmental legislation on scrapping tyres

Always exploring alternative recycling methods

We recycle - o Rubber o Polythene o Wood o Metal o Paper

41

o Plastics

Improving distribution

We always strive to become more efficient and environmentally responsible

in our logistical operations.

Here are some of our improvements:

New warehouse with paperless, computer-driven system and high-

fidelity relays Demountable fleet with smaller aerodynamically

sound vehicles

Widened delivery area

Once-only product handling Where appropriate, we adopt intermodal

from Europe.

42

Tyre recycling

We are opposed to using landfills for tyre disposal and believe tyres can be

used for their energy.

Tyres yield a calorific value about 10% higher than coal so, for example,

their energy can be used to manufacture cement or generate electricity - if

combusted in an environmentally acceptable way.

We are also a member of a Government and industry working group,

exploring alternative tyre disposal and recycling methods.

Tyre re-treading

Unless exempted by standards legislation, the vast majority of our tyres are

suitable for re-treading.

Also, all our truck and bus tyres can be re-grooved, which, depending on the

application, allows us to extend a truck tyre's life to more than a million

kilometres.

43

We manufacture re-tread tyres in the UK. Throughout the re-treading

process, we recycle rubber raspings to produce granulate matter for sports

and playground surfaces. The raspings can also be reprocessed to create

rubber crumb, which we buy as a raw material.

Paper

Working with a specialist company, all our waste paper is recycled as raw

material for tissue manufacture.

Polythene

We use polythene throughout the rubber manufacturing process as a

protection film for the rubber compound and an identification aid for

components.

Recycling polythene has lowered our expenses and helped protect the

environment: Much of our polythene is 'embossed', which we can easily remove

from sticky compounds or thin components

When recycled, polythene produces damp-proof course strip, 'sleeping

policemen', dustbins and bin bags

Water

We require large quantities of water for cooling, heating and steam for

44

moulding.

To reduce our environmental impact and costs, we use closed re-circulating

systems wherever possible.

Raw materials

Our materials department sources raw materials that improve product

performance and minimise environmental impact.

In practice: We convert raw materials into rubber compounds and their

components with maximum safety

We handle and transport our materials in line with strict standards to

minimise adverse effects on our employees and the environment

We have replaced materials known to contain nitrosamine or

nitrosamine generators with safer alternatives, such as 'green' silica

technology

We have replaced oils containing polyaromatic hydrocarbons (PAHs)

and substituted solvent-based products with aqueous alternatives

All these advancements have reduced our waste significantly. Also,

when we can't recycle waste, we can now dispose of it safely.

45

Raw materials suppliers

We work closely with our suppliers to develop environmentally acceptable

materials.

For example, we ask our suppliers to use materials that are easier to process

and require lower working temperatures.

We also:

Use additives to reduce vulcanisation time during moulding

Capture and recycle process dusts and solvent fumes with extractors

Receive a high proportion of raw materials in bulk or multi-trip

containers - which reduces packaging waste

Noise pollution

In the developed world, traffic noise is the most common form of acoustic

pollution. Road surface textures and tyre patterns are the main causes.

Noise limits refer to the noise omitted by a vehicle, rather than by its

component parts, but this is all set to change in 2006 when newly fitted (OE)

tyres will be set their own limits.

46

Currently limits are set between 72 and 76db depending on tyre width for

cars travelling at 80km/h. Limits for motorcycles are set at 82db for 50cc –

125cc and 86db for motorcycles that are 125cc and over.

In the last twenty years, vehicle noise has stabilised. This is partly due to

new tyres that offer excellent grip in wet conditions.

For example the Dunlop SP Sport Maxx is already below future EU noise

limits.

All results refer to a vehicle travelling at 80km/h

  Currently valid EU limits NEW EU limits* Dunlop SP Sport Maxx

Width in mm Noise dB (A) Noise dB (A) Noise dB (A)

< 145 72 70 **

155-165 73 71 **

175-185 74 72 **

195-215 75 73 72.4

225-235 76 74 72.8

> 235 76 75 71.5

From 2007** N/A The Dunlop SP Sport Maxx is not available in these sizes.

47

Dust

While we bind chemicals in a vulcanised rubber matrix, materials and

reaction products become tyre dust through road surface attrition.

The effects of tyre dust are being investigated. For example, tests at the

Institute Pasteur in Lille, France have shown the toxicity of worn-off rubber

particles is less than one five hundredth of the level required to be classified

toxic by the European Union.

The European Union and other legislative bodies keep us informed on

research. We also work closely with the British and European association

working groups (British Rubber Manufacturers Association and Bureau de

Liaison des Industries du Caouthouc de L'U.E.) and endeavour to respond

positively to proven environmental threats.

Here are some improvements we have made already: We have eliminated all nitrosamine generating ingredients from our

products

We do not use any of the chemicals detailed in the Montreal Protocol

48

as ozone depleters

According to IP 346, our truck tyres contain no ingredients with

polyaromatic hydrocarbon levels greater than 3%

ENSURE TOP MILEAGE

      The condition of your tyres is important for driving  safety. By following the

following rules, you can ensure top mileage, safe performance and a longer useful life

for your tyres.

1. Check your tyre pressures regularly.  Uneven inflation between    tyres affects the

driving qualities of your vehicle and makes the tyres wear unevenly.

2. Rotate the positions of your tyres between the front and rear axles after every 5,000

to 10,000 kilometers as the tyres wear differently in different positions. Remember to

check tyre pressures when changing tyres.

3. Check that you mount your tyres according to the rolling direction marking on the

side of the tyre. If the tyres are mounted against their designated rolling direction, their

driving qualities will not be optimal in all conditions.

4. Drive smoothly. Panic braking and sideslips shorten the useful life of tyres and this is

particularly true of studded tyres.

5. Check your old tyres for uneven wear when changing tyres. Correctly mounted and

carefully driven tyres wear evenly. If your tyres show uneven wear, get the driving angles

of your vehicle measured and have your tyres mounted and balanced at a professional

repair shop.

49

TYRE SAFETY

TYRE MAINTENANCE - YOUR MOST IMPORTANT SAFETY ITEM

Your tyres are the only contact between you and the road and, like your vehicle, they too

require regular maintenance.

HERE ARE A FEW TIPS

Check your tyre pressures regularly, once a fortnight is recommended and ideally when

your tyres are cold. Inspect tread and sidewalls for cuts and abrasions, bulges, unusual

wear and road damage.

If the tyre receives a severe impact, ask your tyre retailer to check for internal damage.

Do not repair cuts in sidewalls of radial ply tyres.

Avoid using 'sealants' or other liquid preparations to prevent deflation. These may cause

the valve to stick open slightly, causing pressure loss and indirectly causing corrosion of

steel belts.

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Driving on under inflated tyres is almost certain to cause serious damage, always inflate

tyres to the suggested pressure.

Take action immediately to rectify any unusual sounds or vibrations. Tyre balance and

vehicle wheel alignment should be checked regularly, (ie every 10,000km), especially if

your tyres are subjected to rough roads or aggressive driving.

Tyre wear on front wheel drive vehicles is a little higher and therefore, attention to tyre

pressures as well as rotation should be made on a regular basis.

+Tyre Pressures

Maintaining the correct pressure is the easiest, yet most important thing you can do to get

the best performance, economy and safety from your tyres. Information relating to the

correct pressure should be available from your vehicle's tyre placard however,

considering these points may help:

HERE ARE A FEW TIPS

Different driving conditions require different pressures. For example, a higher pressure is

usually recommended for high speed driving or when carrying or towing a heavier than

normal load. Seek advice on what is best for you and your car.

51

Tyre pressure should be checked when tyres are cold, as pressures will increase when

tyres warm up.

Under inflation of tyres can cause them to experience uneven or rapid tread wear, as well

as lead to an increase in fuel consumption. In addition, under inflation reduces your

vehicles braking and handling capabilities, and can ultimately lead to serious tyre failure.

Where possible, carry your own tyre pressure gauge.

Sealing valve caps must ALWAYS be used, the best being the metal type.

If you require any assistance with the pressure of your tyres, see your local tyre retailer.

TYRE ROTATION

Regular rotation of tyres is a proven method for promoting even wear and therefore

extending tread life. If uneven wear has occurred, this may be due to worn suspension

components, vehicle misalignment or incorrect tyre balance. These concerns cannot be

corrected by simply rotating the tyres. Your local tyre retailer should correct these

problems.

Front to back same side rotation is acceptable when tyres are wearing unevenly. If the

spare is included in the rotation it should be exchanged with the tyre allocated to the right

hand rear position.

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Tyre Basic

53

TYRE AN OVERVIEW

54

55

56

Basics Function of Tyres

1. To roll

2. To carry a load

3. To steer the vehicle

4. To transmit braking force and power output

5. To absorb(noise and mechanical vibration)

6. To last

7. To handle speed

8. Low noise

9. Low rolling resistance

10. To look good

57

THE GOLDEN RULES OF TYRE SELECTION

1.This rule applies to all categories of tyres, with the exception of passenger.

2. Fit the largest Tyre size possible, as recommended by the vehicle.

3. Use the lowest ply rating-this does not apply in the case of steel cord Radial

Truck tyres.

4. Recommend the correct Tyre Pressure for the Tyre size Ply rating, Load and

operating condition,

5. This pressure should ideally be as low as possible, without under inflating

the tyres.

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OBJECTIVE

To understand the consumer behavior and perception about Dunlop Tyres

To assess the relative competitive position of Dunlop tyres in the minds of

the consumer and dealers.

To determine the market share of Dunlop tyres in Lucknow.

To determine the mind share and heart share.

To compare the performance of major market player with respect to their 4 P’s.

To determine the positioning strategy.

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Research Methodology

Every project work requires research, successful completion of any

project and getting the genuine results from that depends upon the research

method used by the researcher. The whole research process used by us is as

follows:-

(1)- Problem Formulation

(2)- Research design

(3)- Sample design

(4)- Source of data

(I)- Primary source of data

(II)- Secondary source of data

(5)- Collection of data

(6)- Analysis of data

(7)- Interpretation of data

(8)- Project report and writing

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Research Research can be defined as a careful investigation or inquiry especially

through search for new facts in any branch of knowledge. Redman and Mory

defines research as a systematized effort to gain new knowledge.

Marketing research Marketing research is the systematic gathering, recording and analysis of

data about marketing problems to facilitate decision-making.

Marketing research is the systematic design, collection, analysis and

reporting of data and finding relevant to a specific marketing situation facing

the company.

Type of Market Research

Marketing research is now placed under the control of some staff

executive to provide adequate information to the line of management. In

these days of specialization, various types of marketing research are

adopted.

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There are five major types of marketing research with several sub types.

1. Marketing performance research

2. Product research

3. Promotion research

4. Distribution research

5. Pricing research

Methods of data collection The key for useful systems is the selection of the method for collecting

data and linking it to analysis and decision issue of the action to be taken.

The accuracy of the collected data is of great importance for drawing correct

and valid conclusions from the detailed investigations.

There are two types of data primary and secondary.

1. Primary data: - The primary data are those which are collected a fresh

and for the first time and thus happen to be original in character. There

are several methods of collecting primary data, particularly in survey

and descriptive researches.

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Some important methods of collecting primary data are:

Observation Method

Interview Method

Questionnaire Schedules

2.Secondary data: -Secondary data are used means that are already

available i.e. they refer to the data which have already been collected and

analyzed by someone else and which have already been passed through the

statistical process. Secondary data may either be published data or

unpublished data.

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COLLECTION OF DATA THROUGH QUESTIONNAIRES This method of data collection is quite popular, particularly in case of big

enquires.

It is being adopt by private individual research workers, private and

public organization, and even by government. In this method questionnaires

are sent to the person concerned with the request to answer the question and

return the questionnaires. A questionnaire consist of a number of questions

printed, typed in a definite order on a form or set of forms. The respondents

(dealer) have to answer the question on their own.

64

COLLECTION OF DATA THROUGH OBSERVATION

We also use this method for the purpose of data collection. In this

method we have taken the sample of 1000 vehicle models like TVS,

VIKRAM, BAJAJ AUTO, LML, HONDA, ESCORTS, TATA,

MAHINDRA & MAHINDRA, and J S A Three Wheeler etc.

Through our personal observation we have observed the tyres used

in the above models and have presented them graphically.

This observation was done in the various areas of Lucknow like

Transport Nagar, HazratGanj, Charbagh, Aminabad, Vikasnagar ,

Madiayon, Mahanagar, Kapoorthala,Nishatganj,Alambagh, IT Chauraha,

And Bakshi ka Talab etc.

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Project

CONSUMER BEHAVIOR & MARKET SHARE OF DUNLOP TYRES

Objective: - Analysis of Fitment of Dunlop TYRES by the personal contact,

Interview, questionnaire & fitment survey.

Place: - LUCKNOW

Sample Size: - 1- 500 Customer data collection

2- 3 campaign

3- Fitment survey of 1000 vehicles

Methodology: - The data collected by two methods.

Primary data collection.

Secondary data collection.

In primary data collection, we have data collect from the personal

contact, interview, schedules and questionnaire. In secondary data,

The data are also available and we have observed through net and company.

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UTILITY: - From the collection of data we analyses the consumer behavior

& market share of various brand of Dunlop Tyres & take valuable

information of tyre industry.

Results: - The result is divided into the following categories:-

A:-FITMENT SURVEY

Analysis of front tyres.

Analysis of Rear Tyres

Over all Analysis (Front + Rear)

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Analysis

COMPANY NO. OF TYRES % SHARE

DUNLOP 170 17 %

RALCO 60 6 %

CEAT 130 13 %

MTL 80 8 %

MRF 480 48 %

TVS 70 7 %

OTHERS 10 1 %

ANALYSIS OF FRONT TYRES

AUTO (Three Wheelers) (1000 Tyres)

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GRAPHICAL REPRESENTATION OF MARKET

SHARE IN AUTO (Three Wheeler Front Tyres) LUCKNOW

0

100

200

300

400

500

600

NO. OF TYRES

% SHARE

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ANALYSIS OF REAR TYRES

AUTO (Three Wheelers) (2000 Tyres)

COMPANY NO. OF TYRES % SHARE

DUNLOP 380 19 %

RALCO 100 5 %

CEAT 260 13 %

MTL 160 8 %

MRF 950 47.5 %

TVS 120 6 %

OTHERS 30 1.5 %

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GRAPHICAL REPRESENTATION OF MARKET

SHARE IN AUTO (Three Wheeler Rear Tyres) LUCKNOW

71

0

100

200

300

400

500

600

700

800

900

1000

NO. OF TYRES

% SHARE

OVER ALL ANALYSIS (FRONT+REAR)

AUTO (Three Wheeler) (3000 TYRES)

COMPANY NO. OF TYRES % SHARE

DUNLOP 550 18.33 %

RALCO 165 5.5 %

CEAT 380 12.6 %

MTL 240 8 %

MRF 1435 47.83 %

TVS 190 6.33 %

OTHERS 40 1.33 %

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GRAPHICAL REPRESENTATION OF MARKET

SHARE IN (Three Wheeler Rear Tyres) LUCKNOW

0

200

400

600

800

1000

1200

1400

1600

NO. OF TYRES

% SHARE

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B: - CUSTOMER MEETING Meeting with the three wheeler owners:-

A-Charbagh

B-Mahanagar

C-Nishatganj D-Engg. Chauraha

E-Madiyaon

F-Vikasnagar

G-Alambagh H-IT Chauraha C:-CAMPAIGN

Charbagh

Madiyaon

Nishatganj

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ANALYSIS OF CUSTOMER MEETING AND CAMPAIGN When we asked about the general rating that customers might give to

Dunlop Tyres has whole the feed back that they gave was as follows approx

23% customer said that Dunlop Tyres is excellent and 56% customer said

that Dunlop Tyres is very good, 21% customer said that Donlop Tyres is

average and know body is said that Donlop Tyres is below average. The

graph below shows the following information.

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0%

10%

20%

30%

40%

50%

60%

Excellent Very Good Average Poor

When asked about where do most of the customers go for purchasing

Dunlop Tyres the feed back that were received from customers are as

follows around 75% customer said that they purchase Dunlop Tyres from the

exclusive dealer of Dunlop Tyres, 20% customer said that they purchase

from MBDs (Multi brand dealer ) so that they could make a comparison of

cost between Dunlop and other brands available and rest 5% customer said

that they purchase Dunlop Tyres from other tyres traders the graph below

gives better information.

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When asked about How easily customer get Dunlop Tyres the response was

follows approx 82% customer said that they get Dunlop Tyres very easily

whenever they require them from the nearest dealer and 18% customers said

that there is always a scarcity of the most popular brands of Falcn Tyres Ltd.

such as Dunlop XMLug, Dunlop megastare and Dunlop Topstare .The

Graph below shows the exact position.

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The load conditions prevailing in the Market according to customer

survey and Market trends could be presented by following Graphs.

It was really very appreciating to hear the most of the customer said that

Dunlop Tyres have the best claim policy in comparison to other player in the

market. 30% customer said that dunlop tyres have an excellent claim policy,

40% customer said that the claim policy is good, 15% customer said that

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claim policy is okay, 10% said that it is average and finally 5% customer

said that the claim policy is poor .On an over all basis it could be conclude

that claim policy of Dunlop Tyres is appreciated by majority of customers.

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% AGE OF SATISFIED AND DISSATISFIED USER OFDUNLOP TYRES

The 83% customers are fully satisfied with the Dunlop Tyres and just 17%

customers are not satisfied with the Dunlop Tyres .

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We meet the different customers. Customer said that the quality of

Dunlop Tyre is very good. Tyre is very costly but the performance of

Dunlop Tyre is better than other tyres. They said that the claim policy of

Dunlop Tyre is very good. Several customers are very friendly and the

cooperate in our work but few customers behaved very rudely. Customers

are very happy with the campaign and they said that they gain a lot of

knowledge from the campaign and they said that campaign should be

organized continuously in different area.

These things give us good experience and obtain good knowledge about customer attitude.

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RECOMMENDATION

In our market analysis I find many block hole in marketing strategy and Dunlop product

Existing product want some improvement according change of technology , competition

And spread of market.

In our experience which I get within 45 days . I would like to suggest following

points.

1. Made heavy duty tyre according demand of customer.

2. Expand its advertisement , emphasis on personal advertisement.

3. Open more outlet in order to insure availability of product (tyre) in Lucknow

market.

4. Make claim policy easy and give claim on demand.

5. To give more discount and gift in order to competite its competitor

6. Provide facilities to payment in installment.

7. To provide cheaper tyers with advanced quality .

8. To make better study of its competitors strategy for monopoly in market.

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CONCLUSION

1. The market share of Dunlop Tyres In Lucknow more then 18.33 % in three

wheeler Segment.

2. The market share of Dunlop Tyres In Lucknow more then 15.5 % in two

Wheeler Segment.

3. Approximately 87% customers are satisfied with the Dunlop Tyres .

4. Rate of Dunlop Tyres are not high against with the other Company tyres.

5. After sale service (Claim) of Dunlop Tyres is very good.

6. Dunlop Tyres is the only company who has segmented their tyres in 10 ply

Rating for three wheeler.

7. Approx 82% customer said that they get Dunlop Tyres very easily whenever

they require them from the nearest dealer.

8. Around 75% customer said that they purchase Dunlop Tyres from the

Exclusive dealer of Falcon Tyres Ltd.

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SWOT ANALYSIS

STRENGTHS -

Heavy range of products.

Brand awareness

Best promotion by display

Advertisement

WEAKNESSES -

SVS depended on DUNLOP

Shortage

No proper replacement of damage

Low margin for shopkeeper

No proper inspection of salesman

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OPPORTUNITIES -

addition of more outlet

Improve the market of DUNLOP by giving some more advantages

THREATS -

More satisfaction from local wholesale market they cam deduct the

number of outlets.

Dissatisfaction due to not proper handling

Without proper inspection salesman may by careless.

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LIMITATIONS

1. Survey represent only Lucknow market position:- Because this survey is

conducted in Lucknow . So we can not imagine through it nation level market

position of Dunlop tyre.

2. Non respondent:- In this survey many respondent are included which give no

idea according our survey objective .

3. Sample size is limited:- In this survey I take only 500 unit as sample size. The

conclusion is find out through this sample size. So it not represent all market.

4. Time is limited:- This survey is done within 6 to 7 week, so it may be possible that

some aspect may be left.

5. Falls information:- In this survey we can not say that every information correct

because many respondent gives falls information it may more positive or negative

6. Financial problem:- Money play very important role in any work in this survey

there is also effect of finance because I have limited finance.

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BIBLIOGRAPHY

MARKETING MANAGEMENT:- By Philip Kotler

RESEARCH METHODOLOGY:-

By C.R. Kothari

MAGAZINES Business World

Business Today

WEBSITES:-

www.falcontyres.com

www.dunlop.uk.com

www.google.com

www.weekypedia.com

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QUESTIONNAIRE

No. of Vehicle-……………. Stand-………………………

Name-……………………… Tyre Size-………………….

Address-…………………… KM done by vehicle-………

……………………………... Condition of tyre-………….

………………………………

Mobile no.-………………….

1. Could you change your vehicle tyre? (a) Yes (b) No

2. Which brand you mostly prefer?

(a) MRF (b) CEAT (c) DUNLOP (d) Others

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3. Why do you use this brand ?

(a) Quality (b) Price

(c) Brand name (d)Other reason

4. Have you heard about Dunlop tyres ?

(a) Yes (b) No

5. How do you know about this tyre ?

(a) Through shop (b) Friends

(c) Advertisement (d) Other resources

6. Have you ever fitted Dunlop tyre ?

(a) Yes (b) No

7. Mostly when you change your vehicle tyre ?

(a) After 1 year (b) After 2 year (c) After 3 year (b) After 4 year

8. Are you satisfied with Dunlop tyres ?

(a) Yes (b) No

9. Are you satisfied with Company claim Policy ?

(a) Yes (b) No

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10. Dunlop tyres are easily available in market ?

(a) Yes (b) No

If you are not satisfied please give some suggestions ?

…………………………………………………………………… ……………………………………………………………………

……………………………………………………………………

Signature-………………

Date- ……………….

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