a re-look intothe market of tata commercial vehicles project report

7/31/2019 A Re-look IntoThe Market of Tata Commercial Vehicles PROJECT REPORT

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CONTENTS

Sl. NO. TITLES PAGE No.

I. CHAPTER 1 Executive Summary

Introduction

Literature review

Management Problem

Research Problem

Purpose of the study

Scope of the study

Objectives of the study

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II.CHAPTER 2

Organization Profile

Organization chart

Sampling

Research Design

Data collection methods

Measuring tools

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III. CHAPTER 3 Result & discussion with Charts & graphs

Findings

Recommendation

Conclusion

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IV CHAPTER 4

Appendix

Questionnaire

Bibliography

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Chapter 1

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EXECUTIVE SUMMERY

A project report contains the marketing research on a Relook in to the market (a Tata

journey on the Bellad Canoe) of heavy commercial vehicles at Hubli city. It is effort by the

researcher to re-orient companys strategies post liberalization. This study is entitled as A

Relook into the Market, (A Tata Journey on Bellad Canoe) at Hubli city.

This topic is concerned to their requirements as the Bellad Engineering (authorized dealer

of the Tata Commercial Vehicles (trucks)) want to know the awareness level and demand

for at Hubli and also to find the market to Tata Commercial Vehicles in Bellad

Engineering (P) Ltd in the liberalized era. The information is collected through structured

questionnaire that include all the requirements what the Bellad Engineering Pvt.Ltd (truck

Ltd) wanted.

The questionnaire was administered to the truck owners of the different companys in

Hubli city.

DATA COLLECTION APPROACH:

The information necessary for this research study is collected by tapping primary and

secondary sources. The sources are as follows

Primary Sources:

a) Questionnaire

b) Personal interaction

Secondary Sources:

a) Company Websites

b) Related Information from Internet

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c) Company reports, Books and publications

SELECTION OF SAMPLE:

Sampling allows us to concentrate our attention upon relatively small number of people

and hence devote more energy to ensure that the information collected from them is

accurate.

1. Population: People from the city of Hubli

2. Sampling Frame: people who own heavy vehicles

3. Sampling Unit: Contractor, Transport agencies, builders

4. Sampling Size: 100

5. Sampling Method: convince random sampling

Method of Analysis

It involves a recorded observation into dissipate statement. The measurement and

evaluation of data is done in graphical representations, and using MS excel.

OBJECTIVES

1. To identify the factors which are influencing customer to buy a truck

2. To find its awareness level of customer regarding tata commercial vehical with

respect to other brands

3. To identify the consumer expectation towards new trucks from tata commercial

Vehicles at hubli city.

4. To find customer expectation from authorized dealers of Tata Commercial Vehicles

(trucks).

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RECOMMENDATION

Local dealer should conduct demonstration and Test drives for existing truck

owners and potential customers.

Dealer should co-ordinate with company to conduct truck exhibition in local

market.

Create more awareness of the Bellad Engineering Pvt.Ltd and the micro-finance

facilities available for customers.

Bellad Engineering (P) Ltd should educate customer on vehicle maintains and

service etc.

CONCLUSION

The majority of the people are ready to purchase truck in future, there is demand for

trucks. Therefore Hubli is a market for Tata Commercial Vehicles (truck) so the

company and dealers should carry more promotional activities like giving ads in

News paper, local TV channel, and hoardings. Conduct more demos and free test

drive so that customer are satisfied with what they expect from new trucks.

LIMITATION:

Restricted sample size is 100

Survey is restricted to Hubli city

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The project entitled A report on Relook into the Market (A Tata Journey On The

Bellad Canoe at Hubli city. This is in partial fulfillment requirement of MBA course in

Marketing under the banner of KLES Institute of Management Studies Hubli.

It was an opportunity to learn the practical aspects of industry. This topic selected

because The Tata Commercial Vehicles is into the commercial vehicle past half a century,

the Bellad Engineering Pvt.Ltd Hubli is the dealer of Tata Commercial Vehicles they want

to know the market post liberalization scenario into The Market of Tata Commercial

Vehicles (trucks).

This Study helps to the organization for the purpose of taking decision like how to

coup up with competition, understand what modification and augmentations to be made in

the product etc.

It helps the organization to re-gauge the customer perception in the globalize era of

competition.

This study will help the company to reconsider its segmentation Targeting &

positing strategies.

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LITERATURE REVIEW

The Hubli city located in the border of Karnataka state, and also has located on the

Highway of Puna and Bangalore. This city is very near to Puna and Bombay and also Goa.

It

Have industries like Micro finish, KT Switch Gear, Tata Motor etc and many more. In this

a

rea we can find big Transportation companies like Mujawar, Sait &Co, VRL and othersmall

Transports. So this is a big market for the heavy commercial vehicles.

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In the above graph we can find that the level of increasing the vehicles sales, last two years

growth is 48.75 lakh vehicles and 54.35 vehicles respectively for the year 2004 and 2005.

The vehicles demand is increasing at very high rate, due to easy finance facility, declining

loan interest rates and low taxes and duties. This study was made at Hubli City. The

market for the Hubli City is considered to be growing at a faster rate. Hence the vehicle

companies can find lot of customers.

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Market potential in the competitive era.

Market potential is the limit approached by market demand as industry marketing

expenditure approach infinity for a given marketing environment.

The phase for a given market environment is crucial. Consider the market

potential for automobiles in a period of recession versus a period prosperity. The market

potential is higher during prosperity.

Market analysts distinguish between the position of the market demand function and

movement along it. Companies cannot do anything about the position of the market demand

function, which is determined by the marketing environment. However, companies

influence their particular location on the function when they decide how much to spend on

marketing.

Company demand is the companys estimated share of market at the alternative

levels of company marketing effort in a given time period. The company share of the

market demand depends on how its products, services, price, communications, and so on

are perceived relative to the competitors. If other things are equal, the companys market

share would depend on the size and effectiveness of its market expenditures relative to

Competitors. Marketing model builders have developed sales response function to

marketing mix, and marketing effectiveness.

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Why the study

Tata Commercial Vehicles is the company is into Heavy Commercial vehicle in the

market past half a century. It is imperative to know the market and factor influencing while

buying trucks and awareness level with respect to other brands in the liberalization

Era of competition. Hence they want to study the Hubli is good market for changes in the

customer perception with reference to available of competitive product by other

manufacturer.

1) Post liberalization foreign giants like Man Force, Volvo, Eichers etc entering

markets.

2) They have lealest technology.

3) They have global brands

4) Customer perception has been changing with the advent of IT and flow of

information.

Thus the Statement of problem is as follows

A RELOOK INTO THE MARKET (A TATA JOURNY ON THE BELLAD CENNOE)

AT HUBLI CITY.

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PURPOSE OF THE STUDY

The purpose of the study is to get practical knowledge and is to get experience and

also to know the various challenges that are faced in corporate world. This study also helps

to the organization for the purpose of taking decisions towards their target market and to

know what are the customers expectations from Tata Commercial Vehicles products and

thus formulate the strategies to meet the competition.

The main intention of choosing this topic is

To find the market changes for Tata Commercial Vehicles (trucks).

To identify the factors which are influencing customer to buy a truck

To know the awareness level with respect other brands

To identify the consumer expectation towards Tata Commercial Vehicles

SCOPE OF THE STUDY

The main important important purpose of study is to find the good market for Tata

Commercial Vehicles (trucks).The study is conducted in Hubli city included the customer

of Bellad Engineering(P) Ltd and also in different areas like transport companies and

Existing truck owners of different companies in Hubli city.

Decision making with regards to STP, product augmentation, competitive

Promotion strategy and after sales service. Because of the competitive scenario company

need data in order to come up with strategy related to STP.

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OBJECTIVES F THE STUDY

1. To identify the factors which are influencing the customers them to buy a truck

2. To find its awareness level with respect to other brands

3. To identify the consumer expectation towards new trucks

4. To find customer expectation from authorized dealers of Tata Commercial

Vehicles(trucks)

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Chapter 2

ORGANIZATION PROFILE

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Tata Motors Limited is India's largest automobile company, with revenues of Rs.

32,426 crores (USD 7.2 billion) in 2006-07. It is the leader by far in commercial vehicles

in each segment, and the second largest in the passenger vehicles market with winning

products in the compact, midsize car and utility vehicle segments. The company is the

world's fifth largest medium and heavy commercial vehicle manufacturer, and the world's

second largest medium and heavy bus manufacturer.

The company's 22,000 employees are guided by the vision to be "best in the

manner in which we operate best in the products we deliver and best in our value system

and ethics."

Tata Motors helps its employees realize their potential through innovative HR

practices. The company's goal is to empower and provide employees with dynamic career

paths in congruence with corporate objectives. All-round potential development and

performance improvement is ensured by regular in-house and external training. The

company has won several awards recognizing its training programmes.Established in

1945, Tata Motors' presence indeed cuts across the length and breadth of India. Over 4

million Tata vehicles ply on Indian roads, since the first rolled out in 1954. The

company's manufacturing base is spread across India - Jamshedpur (Jharkhand) in the

east, Pune (Maharashtra) in the west, and in the north in Lucknow (Uttar Pradesh) and

Pantnagar (Uttarakhand). A new plant is being set up in Singur (close to Kolkata in West

Bengal) to manufacture the company's small car. The nation-wide dealership, sales,

services and spare parts network comprises over 2,000 touch points. The company also

has a strong auto finance operation, TML Financial Services Limited, supporting

customers to purchase Tata Motors vehicles.

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Tata Motors, the first company from India's engineering sector to be listed in the

New York Stock Exchange (September 2004), has also emerged as an international

automobile company. In 2004, it acquired the Daewoo Commercial Vehicles Company,

Korea's second largest truck market. The rechristened Tata Daewoo Commercial Vehicles

Company has launched several new products in the Korean market, while also exporting

these products to several international markets. Today two-thirds of heavy commercial

vehicle exports out of South Korea are from Tata Daewoo. In 2005, Tata Motors acquired

a 21% stake in Hispano Carrocera, a reputed Spanish bus and coach manufacturer, with

an option to acquire the remaining stake as well. Hispano's presence is being expanded in

other markets. In 2006, it formed a joint venture with the Brazil-based Marco polo, a

global leader in body-building for buses and coaches to manufacture fully-built buses and

coaches for India and select international markets. Tata Motors also entered into a joint

venture in 2006 with Thonburi Automotive Assembly Plant Company of Thailand to

manufacture and market the company's pickup vehicles in Thailand. In 2006, Tata Motors

and Fiat Auto formed an industrial joint venture at Ranjangaon (near Pune in

Maharashtra, India) to produce both Fiat and Tata cars and Fiat power trains for the

Indian and overseas markets; Tata Motors already distributes and markets Fiat branded

cars in India. In 2007, Tata Motors and Fiat Auto entered into an agreement for a Tata

license to build a pick-up vehicle bearing the Fiat nameplate at Fiat Group Automobiles'

Plant at Cordoba, Argentina. The pick-up will be sold in South and Central America and

select European markets.

These linkages will further extend Tata Motors' international footprint, established

through exports since 1961. While currently about 18% of its revenues are from

international business, the company's objective is to expand its international business,

both through organic and inorganic growth routes. The company's commercial and

passenger vehicles are already being marketed in several countries in Europe, Africa, the

Middle East, Australia, South East Asia and South Asia. It has assembly operations in

Malaysia, Kenya, Bangladesh, Ukraine, Russia and Senegal.

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The foundation of the companys growth is a deep understanding of economic

stimuli and customer needs, and the ability to translate them into customer-desired

offerings through leading edge R&D. The R&D establishment includes a team of 1400

scientists and engineers. The company's Engineering Research Centre was established in

1966, and has facilities in Pune, Jamshedpur and Lucknow. The ERC has enabled

pioneering technologies and products. It was Tata Motors, which developed the first

indigenously developed Light Commercial Vehicle, India's first Sports Utility Vehicle

and, in 1998, the Tata Indica, India's first fully indigenous passenger car. Within two

years of launch, Tata Indica became India's largest selling car in its segment. The ERC in

Pune, among whose facilities are India's only certified crash-test facility and hemi-anechoic chamber for testing of noise and vibration, has received several awards from the

Government of India. Some of the more prominent amongst them are the National Award

for Research and Development Efforts in Industry in the Mechanical Engineering

Industries sector in 1999, the National Award for Successful Commercialization of

Indigenous Technology by an Industrial Concern in 2000, and the CSIR Diamond Jubilee

Technology Award in 2004.

The company set up the Tata Motors European Technical Centre (TMETC) in

2005 in the UK. TMETC is engaged in design engineering and development of products,

supporting Tata Motors' skill sets. Tata Daewoo Commercial Vehicle Company and

Hispano Carrocera also have R&D establishments at Gunsan in South Korea and

Zaragoza in Spain.

The pace of new product development has quickened through an organization-

wide structured New Product Introduction (NPI) process. The process with its formal

structure for introducing new vehicles in the market brings in greater discipline in project

execution. The NPI process helped Tata Motors create a new segment, in 2005, by

launching the Tata Ace, Indias first indigenously developed mini-truck. The years to

come will see the introduction of several other innovative vehicles, all rooted in emerging

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customer needs. Besides product development, R&D is also focusing on environment-

friendly technologies in emissions and alternative fuels.

Through its subsidiaries, the company is engaged in engineering and automotive

solutions, construction equipment manufacturing, automotive vehicle components

manufacturing and supply chain activities, machine tools and factory automation

solutions, high-precision tooling and plastic and electronic components for automotive

and computer applications, and automotive retailing and service operations.

True to the tradition of the Tata Group, Tata Motors is committed in letter and

spirit to Corporate Social Responsibility. It is a signatory to the United Nations Global

Compact, and is engaged in community and social initiatives on labour and environment

standards in compliance with the principles of the Global Compact. In accordance with

this, it plays an active role in community development, serving rural communities

adjacent to its manufacturing locations.

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AWARDS

CVBU Pune wins Rajiv Gandhi National Quality Award for 2007...

PCBU bags Handa Golden Key Award...

Tata Motors receives Uptime Champion Award 2007...

Aggregates Business, CVBU, bags 'Best Supplier Award' from ECEL...

'NDTV Profit' Business Leadership Award...

Tata Motors bags National Award for Excellence in Cost Management...

Tata Motors' TRAKIT bags silver award for 'Excellence in Design'...

Tata Motors Pune - CVBU has bagged the "Golden Peacock National Quality Aw...

Tata Motors was awarded four prestigious honors, at the 'CNBC TV18- Autocar Au...

Tata Motors chosen as India's Most Trusted Brand in Cars...

Business Today selects Mr. P.P. Kadle as India's Best CFO in 2005...

Pune Foundry Division bags prestigious Green Foundry Award...

Tata Motors is 'Commercial Vehicle Manufacturer of the Year'...

ACE bags 'Best Commercial Vehicle Design' at the BBC-Top Gear Awards....

Jamshedpur bags National Energy Conservation Award for the fourth consecutive ye...

Tata Motors bags the prestigious' CII-EXIM Bank award' for business excellence...

Tata Motors receives JRD QV awards for Business Excellence...

'Car Maker of the Year' Award for Tata Motors...

Tata Motors is 'Commercial Vehicle Manufacturer of the Year'...

TNS Voice of the Customer Award for Indica Diesel...

'CFO of the Year Award 2004' awarded to Mr. Praveen P Kadle, Executive Director -...Tata Motors wins the prestigious 'Corporate Platinum' Award at the India Manuf...

Tata Motors wins 'Golden Peacock Award' for Corporate Social Responsibility...

Tata Motors CVBU Pune wins National Energy Award...

Tata Motors - Jamshedpur wins 'Energy Efficient Unit Award'...

Tata Motors wins the first CSIR Diamond Jubilee Technology Award...

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Tata Motors Training Division Wins "Golden Peacock National Training Award

2004"...

Tata Motors Jamshedpur & Lucknow win awards...

TATA MOTORS CASE STUDY WINS FIRST PRIZE IN IIIE PRODUCTIVITY

CONTEST...TATA MOTORS WINS AWARD FOR FAIR BUSINESS PRACTICES...

Tata Indica and Tata Safari EXi win awards...

Tata Motors-Car plant gets two ISO certifications...

Tata Motors bags awards at 14th National Convention of INSAAN...

Indica and Safari win accolades...

TATA MOTORS PUNE AWARDED SECOND PLACE IN NATIONAL LEVELCOMPETITION IN ENERGY CO...

Tata Motors Receives "India's Best Employer" Award From The Employee...

Tata Motors, CVBU, Pune has won the prestigious Handa Golden Key award institute...

CVBU RECEIVES COMMENDATION CERTIFICATE FOR 'STRONG

COMMITMENT TO TQM'...

Tata Motors team wins The Runners Up Position at The Asian Business Simulation C...

THE PRESTIGIOUS BALANCED SCORECARD COLLABORATIVE HALL OFFAME AWARD...

Tata Motors receives all India trophy for Top Exporters...

Tata Indigo ad campaign wins Effie award...

Golden Peacock Environment Management Award - 2003...

Industry and Technology Award, 2002...

Advertising Awards...

Tata Indigo - Most Exciting New Car of the Year - ICICI Bank & Overdrive Awa...

Tata Engineering - A Socially Responsible Corporate, says TERI...

'Prof. Vasant Rao Rolling Trophy' for Value Engineering - 2002...

Tata Engineering was conferred Bharat Gaurav Puraskar...

Best Value for Money Car of the Year - Tata Indigo CNBC Auto Car Auto Awards - 2...

'Voice of the Customer Award' for 'Best Diesel Small Car' - Tata Indica by NFO A...

India CFO Award 2002...

Tata Engineering bags INSAAN awards...

National Best Training Establishment Award...

Envirointernational...

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Good Corporate Citizen award...

National Award for Successful Commercialization of Indigenous Technology...

National Award for R&D Efforts...

Regional Top Exporter's Trophy...

Best Company Award at Workskills Competition...

EEPC Award for Tata Engineering...

MANAGEMENTS:

Board of Directors

Mr. Ratan N Tata (Chairman)

Mr. N A Soonawala

Dr. J J. Irani

Mr. J K Setna

Mr. V R Mehta

Mr. R Gopalakrishnan

Mr. Nusli N Wadia

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Mr. Helmut Petri

Mr. S A Naik

Mr. Ravi Kant

Mr. P P Kadle

Mr. P K M Fietzek

Mr. S M Palia

Senior Management

Mr. Ravi Kant Managing Director

Mr. P P Kadle Executive Director (Finance and Corporate Affairs)

Mr. A P Arya President (Heavy and Medium Commercial Vehicles)

Mr. P M Telang President (Light and Small Commercial Vehicles)

Mr. Rajiv Dube Sr. Vice President (Manufacturing and Commercial - PassengerCars)

Mr. C

Ramakrishnan

Vice-President (Chairman's Office)

Mr. Shyam ManiVice-President (Sales & Marketing - ommercial Vehicle

Business)

Mr. K C Girotra Vice President (Lucknow Works & FBV)

Mr. R S Thakur Vice President (Finance)

Mr. R R Akarte Vice President (ERC)

Mr. M V Rajarao Vice President (Manufacturing)

Mr. H K Sethna Company Secretary

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TATA TRUCKS

Tata Trucks India is a division of Tata Motors, which is Indias largest commercial

Vehicle manufacturer with a 59-per cent market share and ranks among the top sixmanufacturers of medium and heavy commercial vehicles in the world. Established in

1954, Tata Motors is Indias first engineering company to be listed in New York StockExchange.

Over the years, Tata Motors have made significant investments in many companies thatfacilitate and support its various business activities The Companys manufacturing base is

spread across Jamshedpur, Pune and Lucknow. It is supported by a nation-wide dealership,

sales, services and spare parts network.

The company has over 130 models of light, medium and heavy commercial vehicles, buses

ranging from 12 seaters to 60 seaters, tippers, special purpose vehicles, off-road vehiclesand defence vehicles.

Tata products are : -

Medium and Heavy Commercial Vehicles

Tata Novus

LPT 1615 TC Turbo Heavy -duty Truck

SE 1613 TC Turbo Truck

LPT 1613 TC Turbo Truck

SE 1613 Turbo Truck

LPT 1613 Turbo Truck

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LPO 1613 TC Turbo Car Carrier


LPT 2516 TC Intercooler Turbo Truck

LPT 2516 TC Turbo Heavy-duty Truck

SK 1615 TC Turbo Heavy-duty Tipper

LPK 1615 TC Turbo Heavy-duty Tipper

LPK 1615 TC Turbo Two-way Tipper


LPS 3015 TC Turbo Tractor

LPS 3516 TC Turbo Tractor

LPS 3516 TC Turbo LPG tanker

LPS 4021 TC Powerful vehicle for transporting heavy cargo

Intermediate Commercial Vehicles

LP 1109 Turbo Truck


Light Commercial Vehicles

TL 4x4

Tata SFC 410 EX

Tata LPT 712 EX

Tata 207 DI EX- Single cab

Tata 207 DI - Single cab

Tata 207 DI - Crew cab

SFC 407 EX Turbo

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SFC 407 Turbo Truck

LPT 709 E Turbo Container truck

LPT 407 Turbo Truck

SFC 709 E Aerial lift turbo Truck

Small Commercial Vehicles

Tata Ace

Buses

Tata Globus Coaches

Tata Starbus Range

SFC 407 Turbo Mini Bus

LP 407 Turbo Mini Bus

LP 709 E Turbo Bus

LPO 1510 CGS bus

LP / LPO 1510

LP / LPO 1512 TC Turbo Bus

LPO 1610 TC RE Semi Low Floor

Bharat Stage - II Bus

LPO 1616 TC Luxury

Bharat Stage - II Bus

LP 1109 Bharat Stage II

Defence Vehicles

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Tata 407 (4 x 4) Soft Top Troop Carrier

Tata 407 / (4 x2) Hard Top Troop Carrier

Tata LPTA 713 TC (4 x4)

Tata LPT 709 E Hard Top Troop Carrier

Tata SD 1015 TC (4 x4)

Tata LPTA 1615 TC (4 x 4)



IN NEWS

Tata Motors declared an 18% rise in quarterly profit at Rs 458 crs on 19th May2006.

ENVIRONMENTAL RESPONSIBILITIES:

Tata Motors has led the Indian Automobile Industrys Anti-Pollution efforts

through series of initiative in effluent and emission control. The company introduced

emission control engines in its vehicles in India before the norms was made statutory.

Modern effluent treatment facilities, soil and water conservation programs of the

environment and the creation of green belts.

EXPORTS:

Tata Motors vehicles are exported to over 70 countries in Europe, Africa, South

America, Middle East Asia and Australia. The company has also assembly operations in

Malaysia, Bangladesh, Kenya, South Africa and Egypt.

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LOCATION:

Tata Motors has manufacturing plants at Jamshedpur, Pune, Lucknow and Dharwad

as well as integrated national sales, services and spares parts network that is focused on

providing users with easy access services solutions.

COMPANY PROFILE

BELLAD ENGINEERING (P) LTD.

BELLAD ENGINEERING (P) Ltd is a multi franchise automobile dealership

based at Hubli servicing the North Karnataka. The Bellad Group with a standing of more

than three decades in Automobile industry established their prestigious commercial

vehicles Dealership in the year 2007

Ideally located on Hubli Dharwad highway the dealership can boast of a spacious

4000 sq ft. and well lit showroom with Sample frontage. The showroom has the complete

range of commercial vehicles for display and test drive and professional and trained sales

staff always eager to serve and delight our value customers.

The service center with an area of 6000 sq ft has two post lifts, pneumatic tools,

computerized wheel alignment and wheel balancing machines and a most modern paint

booth which can handle any make of car. The service personnel highly trained and

professional with up to date knowledge owing to the groups policy of implementing

continuous learning programs. A 24 hours emergency road service attached to the service

division is always on call and is a confidence booster to our customer.

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The parts center in an area of 2000 sq ft is well stocked and has a wide range of

accessories to suit the varying needs of our customers.

The dealership with its professional management looks forward to their growth by

focusing on customer centric and value added offers to their customers. Bellad Engineering

(P) Ltd with their network of branches at Bagalkot and Karwar are striving hard to satisfy

their customers.

ORGANIZATION CHART

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Managing Director

Deputy General Manager HRD

M. W/S PartsManager

SalesManager

AccountManager

M.T.V

Team Leader Team Leader

Sales Executive

Sr. Sales

Executive

Reception

Sales Executive Sales ExecutiveSales Executive

Team Leader Team Leader

Sales Executive Sales ExecutiveSales ExecutiveSales Executive


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Data Entry


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SALES DEPARTMENT

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Managing Director

Deputy General Manager

Sales Manager

Team Leader Team Leader Team LeaderCTD

Team LeaderTMK

Sales Executives Sales Executives Sales Executives Sales Executives


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DEPARTMENTS STUDY

A) INVENTORY DEPARTMENT

MAINTAINING GOOD INVENTORY REQUIRES:

1. Parts Classification

2. Scientific Demand Forecasting

3. Correct stocking rules

4. Ordering based on EOQ, not rule of Thumb

5. Frequent ordering or fast moving parts

6. Minimize / eliminate VOR purchase

7. Proper record maintenance

8. Proper storage of parts

9. Regular physical stock checking

CAUSES OF BAD INVENTORY:

1. Wrong parts ordering

2. Improper storing of parts

3. No scientific ordering

4. Continuous stock ordering

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FUNCTIONS OF SUGGESTED ORDER QUANTITY

1. It shows the previous month transactions

2. Present month required parts quality

3. It shows the time taken for to place the order and getting the same order

4. It shows the safety stock

QUANTITY SUGGESTED FOR ORDERING BASED ON THE FOLLOWING

FUNCTIONS FACTORS

1. Forecast demand for the month under consideration

2. Supply rule table for the part ,Current stock availability for the part

3. Pending purchase orders to be realized

4. Back orders for the part, if any (Pending customer order)

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B) SERVICE DEPARTMENT

WORKMEN 35

SUPERVISERS 04

HEAD OF THE DEPT 01

WORKS MANAGER 01

When customer enter the workshop with vehicle then his vehicle problem is entered in

the job card

The job cards are of three copies

Customer copy

A/C copy

For technician

Three free services provided by the company.

After the free services the cost of one paid service is Rs- 450

Following Reports are maintained by services section

Customer complaints

Campus report

Free service reports

Test conducted report

Feed back report

Tools and equipment file.

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Functions of PDI

1. PDI is the co-ordination of sales and services

2. check the damages of the vehicle

3. Register the engine no

4. The main function of PDI is over all checking of vehicle, external damages

through check, paint, electrical connection.

Terms and conditions for the service

1. The vehicle is driven and tested ( including test drive outside the workshop)

repaired and stored at the sole risk, responsibility and liability of the in case of

damage due to an accident repairs will be carried out the insurance of the vehicle.

2. The customer indemnity Bellad Engineering (P) Ltd (BEPL) against any risk

liability responsibility for loss or damage to the vehicle and or life or property of all

persons arising out of repairing / servicing / test driving of the vehicle when the

vehicle is in BEPL custody and the customer confirms, to have obtained insurance

of the vehicle together with accessories and other accompaniments.

3. The customer will not hold BEPL responsible / liable for any delay in delivery or in

carrying out of repairs or procurement of spare parts for reasons beyond BEPL

control.

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4. The customer undertakes to delivery of the vehicle within 48 hours of advice

regarding completion of the work. In the event of delay the customer has no

objection to BEPL charging storage charges at Rs 250 per day along with the

charges of repair spare parts etc.

5. The customer has no objection to BEPL levying estimation charges of Rs 500 or

10% of the total lab hours charge whichever is highest if the job is not entrusted to

BEPL after obtaining the estimate and agree to pay the same in addition to storage

charges referred to above.

6. Delivery to customer will not be given on credit.

7. Demand draft and pay order should be made in favour of Bellad Engineering (P)

Ltd payable at Hubli.

8. No vehicle will be delivered without receipt.

9. Vehicle will not be delivered to customer after 6:30 pm.

Needs Improvements

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1. Company will provide quality workshop

2. Daily training of manpower

3. Usage of proper tools and equipments

4. Company will deliver the car at the promised time.

5. Company will fix the problem on the first visit.

6. Company will provide proper estimation of charges before start of jobs.

7. Company will explain the charges taken and work carried out.

8. Company will be helpful and have patience in listening to the needs of the

customer.

9. Company will not over estimate the repair time.

10. Company will take of services and repair as per customers convenience.

C) SALES DEPARTMENT

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MD = Managing Director

DGM = Deputy General Manager

T.L = Team Leader

S.E = Sales Executive

T M.V. = Tata motors value

The following chart explains the Sales Department. In that Sales Manager handles the sales

promotion activities, Customer Care Executive handles the identifying the customer

problems and solving. Branch Managers are district wise and their work is to take the

information form the sales executives about the needs of vehicles and send the same

information to the Sales Manager and bring the vehicles from Sales Manager to Sales

executives.

Karnataka in Hubli Bellad Engineering (P) Ltd. showroom is located on PB road at Unkal

Cross. The workshop located at there itself, carries out after sales operations, free service,

paid service and Running repairs. Besides this the workshop also in to selling of pre-owned

trucks and Ranks First for the sale of pre-owned trucks in India. The stockyards situated at

attach to showroom carries the pre-delivery inspection of all the vehicles and gets them

ready for the sales. It has paved surface stocking area of about 50 to 100 commercial

vehicles.

Quality Management System:

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Bellad Engineers has a documented and established quality management system

to ensure that

The documentation structure of Bellad Engineers can be represented in the

following manner.

1. QULITY MANUAL

2. QULITY SYSTEM ROCEDURES

3. WORK INSTRUCTIONS AND CHECKLIST

4. FORMS AND CARDS

5. REFERENCE STANDARDS AND EXTERNAL ANNUAL

The quality manual describes the ISO 9001: 2000 standards adapted at Bellad

Engineering (P) Ltd.

The quality management system procedure manual Bellad Engineers contents the

detail of how the processes in the organization are being conducted, control and recorded

and meet the customer demands

The work instructions and checklist contains how the specified activities are to be

carried out.

The forms and records support the activities carried out and controlled.

All the external manuals and standards are controlled.

Management Commitment:

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The management of Bellad is committed to quality management system through leadership

and actions. The management shall provides the basic infrastructure and continually

upgrade the work environment.

The management is also committed to

The quality policy and quality objective of organization.

Ensures that the policy is understood, implemented and maintained at all the levels

of the organization

Ensure focus on the customer requirement throughout the organization.

Ensure availability of necessary resources.

Review the established quality management system periodically through the

Management reviews.

Customer Focus at Sales:

The Field executives visit the customers and explain the features of the vehicle to

them

Demonstration and test drives shall be given whenever required.

The Performa invoice/price list terms and conditions will be given.

The order booking forms duly collected from the customer and clarity with regard

to the terms and conditions are explained and the copy id handed over to customer along

with the receipt or payment made.

Any amendment required by the customer, it should be recorded on the order

booking

Forms

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The delivery is insured as per the checklist duly explaining all the features

mentioned

In the checklist.

Customer Focus at Service:

a) The customer can book the vehicle for the servicing/repairs either through the

telephone or personally the front office.

b) The telephone operator shall enter the detail in booking register.

c) The list of the vehicles shall be given to front office ~very morning to accept the

vehicles for servicing for that date.

d) The customer can bring their vehicle for servicing without booking. However such

vehicle shall be accepted only after ensuring that there is enough capacity for the booked

vehicles.

e) On the bases of kilometers run by the vehicle and customer requirement, the

customer shall explained about the type of the servicing/repairs and spare

parts required and to ensure that the service station has the required capacity to accept the

vehicle.

f) Before accepting the vehicle, a mutually acceptable delivery time and date is fixed

with the customer.

g) The customer's consent shall be taken on the estimated cost of the repair/service of

the vehicle.

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h) All the details of the work required along with the date and time of the delivery and

the established cost shall be recorded in the job order card before commencement of the

work.

i) Incase of any change in the terms any change in the services, the cost or the

delivery time then the client shall be informed verbally over the phone and any

change shall be recorded in the Job Order Card.

Quality Policy:

The management of Bellad Engineers shall always remain committed to its

objectives for quality for with the main thrust on meeting the customer expectation

and requirements.

The management's commitment to quality reflected in its quality

policy.

"We at Bellad Engineering (P) LTD pledged to make quality a way of life through

commitment to Continual improvement customer satisfaction and adhering to quality

management system"

The management ensures that the policy is understood implemented and maintained at all

levels of the organization and continual improvement in customer satisfaction.

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At present our quality objectives are

We ensure that customer complaints do not exceed 8 per 10,000

vehicles.

We ensure that repeat job do not exceed 2 %

We ensure CSI of90% with minimum of 15% feed back cards.

We ensure SSI of80% at sales with minimum of20% feedback cards.

We ensure to conduct 3 free emission/service check camps per quarter.

We ensure to launch I incentive scheme per month.

We ensure to conduct 4 internal audits and 4 MRM's per financial year of quality

management system.

QUALITY MANAGEMENT SYSTEM PLANNING

The quality plan at Bellad Engineers comprises the identification of the

following.

The various models of vehicles from Tata motors Ltd sold and serviced at

Bellad Engineering (P) Ltd.

The various types of services done at Bellad Engineering (P) Ltd.

The external manual acquired from Tata Motors Ltd to sell and service the

vehicles.

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The various models of vehicles from Tata Motors Ltd. Sold and serviced

at Bellad Engineering (P) Ltd.

Tata Novus

LPT 1615 TC Turbo Heavy -duty Truck

SE 1613 TC Turbo Truck


SE 1613 Turbo Truck


LPO 1613 TC Turbo Car Carrier


LPT 2516 TC Intercooler Turbo Truck

LPT 2516 TC Turbo Heavy-duty Truck

SK 1615 TC Turbo Heavy-duty Tipper


LPK 1615 TC Turbo Two-way Tipper

The various types of servicing done at Bellad Engineering (P) Ltd.

Services-Free service and paid service.

Running repair.

Quick service repair.

Break down service.

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The external manuals acquired from Tata Commercial vehicles Ltd. To sell and

service the

Vehicles.

Sales policy bulletin

Marketing circulars

Service manuals

Service circulars

Service bulletin

Warranty bulletin

Spares parts price catalogue

Spares parts price list

Spare parts procedure manuals

Spare parts bulletin

Spare parts circulars

Tata service quality standards

Customer care manual

Service marketing manual.

Competence, Awareness and Training:

a) Recruitment is done as per MUL norms of education and experience.

b) There exists well-defined system to identify and provide training to all the

personnel procedure No. BEPL/HBL/PR/12.

c) Induction training and on job training shall be provided

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d) All concerned shall be trained on the latest sales/service/spares/bulletins/circulars

from MUL.

e) As per the MUL scheduled training programmer Executives/Mechanics/Manager

will be deputed for training.

f) Training records shall maintain.

Identification and Trace ability:

Identification:

1. New vehicle, which has completed pre-delivery inspection, shall be identified as

PDI- OK on the windshield, MUL Invoice and job order card, PDI and stockyard register.

2. Identification of vehicles at the service workshop shall be through vehicle model,

Registration number and unique job order Nos.

3. Inspection and test status of service/repair of vehicles shall be identified through

the job order card.

4. Completed job order card and the stamp of the final inspector shall identify Final

OK vehicles.

5. Identification of spare parts shall be in the form of part Nos., as per heavy vehicles

guidelines.

6. Identification of new vehicles is by its colour, model, chassis and engine Nos.,

MUL Invoice, stockyard register.

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Trace ability:

1. Traceability shall be established though vehicle registration No. Job order number

And the date of job order.

2. Traceability of new vehicle at stockyard is established through chassis and engine No,

Key no, and parking slot No.

Monitoring and Measurement:

Customer Satisfaction:

1. Feedback received from the customer on their perception and service experience

Customer satisfaction measure (percentage) is generated using software supplied by

commercial Ltd.

2. Results of customer satisfaction measure are discussed in the management review

meetings and counter measure for the continual improvement is initiated.

Internal Audit:

There is a well-defined procedure No.: BEPL/HBL/04 to conduct internal audit and

examine the implementation of Quality Management System.

Monitoring and Measurement of Processes:

1. Pre-sales process is monitored and measured by the number of enquires and the

Closure of sales.

2. Sales process is monitored customer personal docket checklist, commitment and

Delivery.

3. In service, repeat jobs, customer complaints, feedback card , final

Inspection are monitored.

4. Statistical graphs are used to indicate the measures.

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IMPROVEMENT

Continual Improvement

Bellad Engineering pvt ltd, Hubli shall continually improve the effectiveness of the Quality

management System through commitment to Quality policy, Quality objectives as well as

use of audit results, management review meeting decisions, analysis of data, corrective and

preventive actions.

Corrective Action:

There is a documented system procedure No. BE/HBL/PR/06 to implement corrective

action on all the non-conformities arising from:

Customer complaints

Repeat Jobs

System Non Compliances

Post Service Follow Ups

Post Sales Follow ups

Road test

Final inspection

Internal Audit findings

Supervision by supervisor\ Work Managers

External Audits.

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Preventive Action

There is a documented System Procedure No.BE/HBL/PR/07 to identify potential Non-

Conformities like recurring Non-Conformities determined from Repeat job, Final

Inspection, washing Quality as well as for potential Non-Conformities determined during

MRM, Meetings and Audits and Analysis of Customer Feedback.

SAMPLING

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Sample: Representation of a particular population. And is the subset of the population.

Concerned to the project, the sample represented is, as sample size of 100 people in

number& the sample is consisting of the existing truck owners in Hubli, i.e. Transport

companies, contractors, businessmen and builder.

Stages in the selection of a sample

The target population

Specify the sampling frame

Specify sampling unit

Specify sampling method

Determine sample size

The target population:

Concerned to the project, selected the target population as, the people of Hubli city.

Select the Sampling frame:

Concerned to the project, the sampling frame here is basically the existing truck owner in

Hubli, i.e. people who own heavy vehicles

Sampling unit:

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Concerned to the project, the sampling unit is Contractor, Transport agencies,

builders

Sampling method:

Concerned to the project, the method used is convince random sampling

Determination of the sample size:

Concerned to the research, sample size selected is 100.

RESEARCH DESIGN

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DATA COLLECTION METHODS

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Define the Research problem

Estimate the value of information

Select the value of information

Select the Data Collection Method

Select the Measurement Technique

Select the Sample

Select the Analytical Approach

Evaluate the Ethics of the Research

Specify the Time & the Financial cost


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Primary Data Collection:

Interview: The administrator of a questionnaire to an individual or group of

individuals is called an interview.

Type of Interview: Structured Interview, it refers to the extent to which an

interviewer is restricted to following the wording and instructions in the

questionnaire. Concerned to the project, using the structured questionnaire with

open-ended, close ended. And the questionnaire was addressed to the customers

who visited the outlets and also those customers who visited the market area

through convenience sampling.

Measuring Tools:

Descriptive type of research, using the questionnaire was being incorporated. These

questionnaire are used to collect the primary data for further descriptive research

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Chapter 3

RESULTS AND DISCUSSION WITH CHATS AND GRAPHS

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1) Which truck do u own?

If yes which company

If yes which company

VolvoEicherAshok LeylandTATA

Frequ

ency

50

40

30

20

10

0

Interpretation:

From the above graph we can see that 41% respondents are the owner of TATA truck and

38% of them Ashok Leyland and 17% of them are Eicher and reaming 4% of the them are

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Frequency Percent ValidPercent

CumulativePercent

Valid

TATA 41 41.0 41.0 41.0

Ashok Leyland 38 38.0 38.0 79.0

Eicher 17 17.0 17.0 96.0

Volvo 4 4.0 4.0 100.0

Total 100 100.0 100.0


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owner of Volvo. Most of the respondents are owner of the TATA trucks, second priority is

for Ashok Leyland and third is for Eicher.

2. Basic criteria for choosing the above mentioned company?

Frequency Percent Valid Percent Cumulative Percent

Valid

Brand name 40 40.0 40.0 40.0

Space 4 4.0 4.0 44.0

Mileage 32 32.0 32.0 76.0

Loadcapacity

16 16.0 16.0 92.0

Maintenance 8 8.0 8.0 100.0

Total 100 100.0 100.0

Basic criteria for choosing the above mentioned company

Maintainance

Load capacity

MileageSpace

Brand name

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Interpretation:

From the source of field survey, out of 100 respondents 40% of them said with brand name

and 32% of them are mileage and 16% of them said load capacity and 8% respondents are

said maintenance and 4% are said space, are criteria for choosing the trucks. Therefore

brand name plays very important role while choosing the trucks and maintenance also.

3. Whenever you think of truck which brand come to your mind?


CumulativePercent

Valid

TATA 53 53.0 53.0 53.0

Ashok leyland 24 24.0 24.0 77.0

Volvo 8 8.0 8.0 85.0

Eicher 15 15.0 15.0 100.0

Total 100 100.0 100.0

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Whenever you think of truck which brand comes to your mind

Whenever you think of truck which brand comes to your mind

EicherVolvoAshokleylandTATA

Frequency

60

50

40

30

20

10

0

15

8

24

53

Interpretation:

According to the survey out of 100 respondent, 53% are said TATA, 24% of them said

Ashok Lylend, 15% of them are Eicher and remaining 8% of them said Volvo.

Therefore TATA brand name is well positioned in the minds of custome

4. Are you aware of Bellad Engineering Pvt.Ltd?

Frequency Percent Valid

Percent

Cumulative

Percent

Valid

Yes 78 78.0 78.0 78.0

No 22 22.0 22.0 22

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Total 100 100.0 100.0 100

Are you aware of bellad

engineering Pvt.Ltd

NO

YES

Interpretation:

From the above graph we can see that 78% of the respondents are aware of Bellad

Engineering Pvt.Ltd and 22% of them not aware. There is scope to create more awareness

about the Bellad Engineering Pvt.Ltd in the city.

5. If yes which media/means?Frequency Percent Valid

PercentCumulativePercent

ValidSales Persons 16 16.0 28.6 28.6

Friends 20 20.0 35.7 64.3

Internet 8 8.0 14.3 78.6

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Newspaper/magzine 12 12.0 21.4 100.0

Total 56 56.0 100.0

MissingSystem 44 44.0

Total

100 100.0

0

5

10

15

20

sales person Frineds Internet Newspaper

and

magazine

If yes which media

Interpretation:

From the above graph we can see that out of 100 respondents 56 are aware of

collaboration with Tata Motors, 16 (28.6%) are aware through sales person, 20(35.7%) are

through friends and 12 (21.4%) from internet and 8 (14.3%) from news paper and

magazine.

6. Which unique feature do you know in Tata Commercial Vehicles Truck?


CumulativePercent

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Valid

Fuel Efficiency 18 18.0 32.1 32.1

Load capacity 12 12.0 21.4 53.6

Aesthetic look 16 16.0 28.6 82.1

LessMaintenance

10 10.0 17.9 100.0

Total 56 56.0 100.0

Missing

System 44 44.0

Total

100 100.0

Which unique feature do you

know in TATA commercial

vehicals

0

5

10

15

20

fuel

efficiency

Load

capacity

Aesthetic

look

Less

Maintaince

Interpretation:

Out of 56 respondents 18 (32%) of them said fuel efficiency and 16 (28.6) of them said

aesthetic look and 10 (17.9%) of them said less maintenance 12 (21.4%) respondents

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Hydraulic power as a expect from new trucks.

Frequency Percent Valid PercentCumulativePercent

Valid

1 8 8.0 8.0 8.0

2 31 31.0 31.0 39.0

3 34 34.0 34.0 73.0

4 19 19.0 19.0 92.0

5 2 2.0 2.0 94.0

6 6 6.0 6.0 100.0

Total 100 100.0 100.0

Self explanatory display as a expect from new trucks.


Valid

2 4 4.0 4.0 4.0

3 7 7.0 7.0 11.0

4 28 28.0 28.0 39.0

5 36 36.0 36.0 75.0

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6 25 25.0 25.0 100.0

Total 100 100.0 100.0

1 2 3 4 5 6

Mileage 84 9 7 0 0 0

Horse power 0 0 0 24 36 40

High carrying 8 45 43 4 0 0

Hydraulic power 8 31 34 19 2 6

Self Explanatory 0 4 7 28 36 25

Large storagespace 0 11 9 25 26 29

What do you expect from new trucks

0

20

40

60

80

100

Mileage 84 9 7 0 0 0

Horse power 0 0 0 24 36 40

High carrying 8 45 43 4 0 0

Hydrolic power 8 31 34 19 2 6

Self Explanatory 0 4 7 28 36 25

Large storage space 0 11 9 25 26 29

1 2 3 4 5 6

Interpretation:

Out of 100 respondents 84 have given 1st rank for mileage as their foremost expectation in

trucks and second most expectation for load carrying capacity this has been expected by 45

respondents out 100.

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8. Which are the following factors that influence while purchasing trucks?

Loan facility as factor that influence while purchasing trucks


CumulativePercent

Valid

1 59 59.0 59.6 59.6

2 38 38.0 38.4 98.0

3 1 1.0 1.0 99.0

4 1 1.0 1.0 100.0

Total 99 99.0 100.0

Missing

System 1 1.0

Total

100 100.0

Dealers loyalty as factor that influence while purchasing trucks


CumulativePercent

Valid

1 6 6.0 6.1 6.1

2 2 2.0 2.0 8.2

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3 3 3.0 3.1 11.2

4 57 57.0 58.2 69.4

5 30 30.0 30.6 100.0

Total 98 98.0 100.0

Missing

System 2 2.0

Total

100 100.0

History & image of the company as factor that influence while purchasing trucks


CumulativePercent

Valid

1 2 2.0 2.0 2.0

2 1 1.0 1.0 3.1

3 94 94.0 95.9 99.0

4 1 1.0 1.0 100.0

Total 98 98.0 100.0

Missing

System 2 2.0

Total

100 100.0

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Price as factor that influence while purchasing trucks


CumulativePercent

Valid

1 35 35.0 35.7 35.7

2 11 11.0 11.2 46.9

4 5 5.0 5.1 52.0

5 47 47.0 48.0 100.0

Total 98 98.0 100.0

Missing

System 2 2.0

Total

100 100.0

Word of mouth communication as factor that influence while purchasing trucks


CumulativePercent

Valid

1 1 1.0 1.0 1.0

2 47 47.0 48.0 49.0

4 29 29.0 29.6 78.6

5 21 21.0 21.4 100.0

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Total 98 98.0 100.0

Missing

System 2 2.0

Total

100 100.0

1 2 3 4 5

Loan facility 59 38 1 1 0

Dealers loyalty 6 2 3 57 30

History & image ofCo' 2 1 94 1 0

Price 35 11 0 5 47

Word of mouthcomm. 1 47 0 29 21

Factor influencewhilepurchasingtrucks

0

10

20

30

40

50

60

70

80

90

100

Loanfacility 59 38 1 1 0

Dealers

loyality

6 2 3 57 30

History&

imageof Co'

2 1 94 1 0

Price 35 11 0 5 47

Wordof

mouthcomm

1 47 0 29 21

1 2 3 4 5

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Interpretation:

Fromthe graph it is clear that out 100 respondents 59 have given 1st rank to Loan facility,

which influence while purchasing truck and out 100 respondents 47 believe that word of

mouth communication is second most influencing factor for purchasing a truck. So most

influential factor is finance facility and word of mouth about the trucks.

9) Would you like to purchase a truck in future?


CumulativePercent

Valid

Yes 73 73.0 73.0 73.0

No 27 27.0 27.0 100.0

Total 100 100.0 100.0

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Would you like to purchase a truck in future

No

Yes

Interpretation:

From the above graph 73% respondents are ready purchase the truck in future and 27% of

them are not to purchase in future. There is lot of markets for trucks.

10) Would you like to purchase a Tata Commercial Vehicles truck in future?


Valid

Yes 27 27.0 37.0 37.0

No 46 46.0 63.0 100.0

Total 73 73.0 100.0

Missing

System 27 27.0

Total

100 100.0

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Would you like to purchase TATA commercial

vehicals in futures

NO

YES

Interpretation:

In 73 respondents 27 (37%) are interest in purchasing Tata commercial vehicals in future

and 46 (63%) are not interest.

At present in Hubli city there is a demand for 27 trucks.

11 Which are the additional facilities you need for purchase a Tata Commercial

Vehicles truck in future?

FrequencyPercentValid PercentCumulative Percent

Valid

Installments 4 4.0 14.814.8

Exchange offer 3 3.0 11.125.9

Service nation wide 8 8.0 29.655.6

less interest 12 12.0 44.4100.0

Total 27 27.0 100.0

MissingSystem 73 73.0

Total100 100.0

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0

2

4

6

8

10

12

Which additional acilitess you need from TATA

commercial vehicals

Installments

Exchange offer

Service nation wide

less interest

Interpretation:

Out of 27 respondents 12(44.4) of them said less interest, 8 (29.6%) them are said service

station should be there nation wide and 4 (14.8%) of them are installments and remaining

are 3 (11.1%) exchange offer.

12 Which segment of truck do you prefer to buy?


CumulativePercent

Valid

Flat bedtruck 7 7.0 25.9 25.9

Tripper 4 4.0 14.8 40.7

Tractorhead

2 2.0 7.4 48.1

Half bodytruck

14 14.0 51.9 100.0

Total 27 27.0 100.0

Missing

System 73 73.0

Total

100 100.0

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Which segment of truck do you prefer to buy

Which segment of truck do you prefer to buy

Half body truckTractor headTripperFlat bed truck

Frequency

16

14

12

10

8

6

4

2

0

14

2

4

7

Interpretation:

Out of 27 respondents 14 (51.9%) are interested to purchase half body truck,07

(25.9%) are interest in flat bed truck, 4 (14.8%)for tripper and 2 (7.4%) for tractor head.

FINDINGS

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From the field survey, out of the 100 respondents 100 are all owner of truck in

different company.

41% of the respondents are the owner of TATA, 38% of them are Ashok

Leyland and 17% of them are Eicher and remaining 4% are Volvo.

Criteria for choosing there trucks because of

a) Brand Name 40%

b) Mileage 32%

c) Load capacity 16%

d) Space 4%

53% of people said TATA brand come to their mind, 24% are as Ashok

Leyland, 15% of them Eicher and reaming 8% said Volvo.

When asked to the respondents, awareness of the Bellad Engineering Pvt.Ltd

78% are aware and 22% are not aware.

72% of the respondents are aware about Tata commercial vehicles and 28% are

not aware.

66% of respondent are aware about Tata commercial vehicles collaboration

with Tata

It is found that out 56 respondents are aware about collaboration of the Tata

motors through as follows

20 (35.7%) of them are said through Friends.

16 (28.6%) of them are said through.

12 (21.4%) of them said through News Paper.

8 (14.3%) of them said through Internet.

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Out of 56 respondents 18 (32.1%) of them said fuel efficiency and 16

(28.6%)of them said aesthetic look and 10 (17.9%)of them said less

maintenance1 12(21.4%) respondents said load capacity feature know by the

respondents in Tata Commercial Vehicles trucks.

Out of 100 respondents 84 have given 1 st rank for mileage as their foremost

expectation in trucks and second most expectation for load carrying capacity.

Out 100 respondents 59 have given 1st rank to Loan facility which influence

while purchasing truck and out 100 respondents 47 believe that word of mouth

communication is second most influencing factor for purchasing a truck.

73% of respondents say they are ready to purchase truck in future and 27% are

not.

Out of 73 respondents 46 (63%) are interest in purchasing Tata commercial

vehicals in future and 27 (37%) are not interest.

Out of 27 respondents 14 (51.9%) are interested to purchase half body truck,07

(25.9%) are interest in flat bed truck, 4 (14.8%)for tripper and 2 (7.4%) for

tractor head.

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Chapter 4

RECOMMENDATIONSR

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Majority of the people are ready to purchase a truck in future therefore there is a lot

of demand for trucks, so there is large market for Tata Commercial Vehicles in

Hubli. Hence company grab the market with aggressive & innovative strategies.

Most of the people are aware of Bellad Engineering Pvt.Ltd, for Multi Utility

Segment now it has taken dealership of Tata Commercial Vehicles so it has to

create more awareness among potential market regarding the company (has to

increase the ad spend).

Due to hike in the price of the Fuel most of the respondents are expecting more

mileage for new trucks so that company should concentrate more on mileage of the

truck.

While purchasing truck the most influential factors are loan facility, History and

image of the company, word of mouth, so provide Finance or loan facility and

provide a very effective after sales service to existing customer, which will help to

maximise the positive word of mouth communication about dealers as well as

truck.

Local dealer should conduct demonstration and Test drives for existing truck

owners and potential customers. So they can know about special Feature available

in Tata

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Commercial Vehicles regarding Mileage, load efficiency and other utility in the

Tata Commercial Vehicles (truck)

Dealer should co-ordinate with company to conduct truck exhibitions in local

market to create awareness, educate people and hence capture more market share.

CONCLUSION

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1. Which truck do you own?

1) TATA [ ] 2) Ashok Leyland 3) Eicher [ ] 4) Volvo [ ]

2. Basic criteria for choosing the above mentioned company.

1) Brand Name [ ] 2) Space [ ] 3) Mileage [ ]

4) Load capacity [ ] 5) Maintenance [ ]

3. Whenever you think of a truck which brand come to your mind?

1) TATA [ ] 2) Ashok Leyland [ ]

3) Volvo [ ] 4) Eicher [ ]

4. Are you aware of Bellad Engineering (P)Ltd?

1) Yes [ ] 2) No [ ]

5. Are you aware of new produt launch by the house of Tatas?

Yes [ ] No [ ]

If yes through which Media / Means?

1) sales person [ ] 2) Friends [ ] 3) Existing truck owners [ ]

4) Demos [ ] 5) Internet [ ] 6) News paper [ ]

6. Which unique features do you know in tata trucks?

1) Fuel Efficiency [ ] 2) Load capacity [ ]

3) Aesthetic look [ ] 4) Less Maintenance [ ]

7. What do you expect from new trucks?

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Rank the following attributes (Rank from 1 to 6, 1 for highest and 6 for least)

1) More mileage per/liter [ ]

2) Horse power [ ]3) High carrying load [ ]

4) Hydraulic power [ ]

5) Self explanatory display [ ]

6) Large storage space [ ]

8. Rank the following factors that influence while purchasing trucks?

(Rank from 1 to 5, 1 for highest and 5 for least)

1) Loan facility [ ]

2) Dealers loyalty [ ]3) History & image of the company [ ]

4) Price factors [ ]

5) Word of mouth communication [ ]

9. Would you like to purchase a truck in future?

1) Yes [ ] 2) No [ ]

10. Would you like to purchases Tata Commercial Vehicles truck in future?

1) Yes [ ] 2) No [ ]

11. Which are the additional facilities you need for purchase a Tata Commercial

Vehicles Truck?

1) Loan & Banking [ ] 2) Installments [ ] 3) exchange offer [ ]

4) In time delivery [ ] 5) Service nation wide [ ] 6) less interest [ ]

12. Which segment of truck do you prefer to buy?

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1) Flat bed truck [ ] 2) Tripper [ ]

3) Tractor Head [ ] 4) Half body trucks [ ]

Name: _________________________ Occupation: ______________________

Address: ________________________ Annual Income: __________________

_________________________ Phone No: _______________________

Thank-You for Your co-operation

BIBLIOGRAPHY

1. Marketing Management

Philip Kotler

2. Marketing Research

Tull and Hawkins

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Parusramn & grewl

3. Website

www.knowthis.com

Forbes.com

Tatamotors.com

4. Materials

Magazines, Journals, Newspaper and Books

Sl. No

Q1 Q2 Q3 Q4 Q 5 Q6 Q7 Q8 Q9 Q10 Q11 Q12

a b c d E f a b c D e

1 1 1 1 1 1 1 1 4 6 5 3 2 1 2 3 4 5 1 2 .

2 1 3 1 1 1 . 1 2 4 3 6 5 2 3 1 4 5 1 2 .

3 2 1 1 1 1 . 1 3 4 2 5 6 2 3 4 1 5 1 2 .

4 2 1 1 1 1 . 1 4 2 3 6 5 2 1 3 1 5 1 2 .

5 1 1 1 1 1 2 1 3 4 5 2 6 3 1 2 4 5 1 2 .6 2 1 1 1 . . 1 2 3 4 5 6 2 5 3 1 4 1 1 2 1

7 1 3 1 1 . 1 1 2 3 4 5 6 2 5 3 2 1 1 2 .

8 3 1 1 1 . . 1 3 4 5 6 2 2 . . . . 1 2 .

9 1 3 1 1 1 2 1 3 2 4 5 6 2 1 3 1 5 1 1 2 1

10 1 1 1 1 . . 1 4 3 2 5 6 4 3 1 4 5 2 . .

11 2 4 1 2 1 1 1 2 3 5 6 4 2 1 3 1 5 1 2 .

12 1 1 2 2 . . 1 4 3 2 5 6 1 2 3 4 5 1 . .

13 3 1 2 1 1 2 1 3 2 4 6 5 1 4 3 2 5 2 2 .

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14 1 3 1 1 1 . 1 4 3 5 6 2 1 4 3 5 2 1 2 .

15 2 3 2 1 . 2 1 5 4 3 2 6 2 5 3 1 4 1 1 2 1

16 1 1 1 1 1 . 1 4 3 2 5 6 2 1 3 1 5 1 2 .

17 1 4 1 1 1 2 1 6 5 4 2 3 1 4 3 5 2 1 1 2 4

18 4 1 2 1 1 1 1 2 3 4 6 5 2 1 3 1 5 2 . .

19 1 3 1 1 . . 1 6 2 3 4 5 2 5 3 1 4 1 1 2 4

20 4 4 2 1 1 . 1 3 4 2 5 6 1 4 3 2 5 1 2 .

21 1 3 1 1 . . 1 6 3 2 4 5 1 4 3 2 5 1 . .

22 1 3 2 1 1 . 1 2 3 4 5 6 2 5 3 1 4 1 1 3 4

23 2 4 1 1 . 1 1 2 4 5 6 3 1 4 3 2 5 1 1 3 4

24 2 1 1 1 2 . 1 3 2 4 5 6 1 4 3 2 5 1 2 .

25 4 1 1 1 2 . 1 3 2 5 4 6 2 5 3 1 4 1 2 .

26 3 2 2 1 . . 1 5 4 3 2 6 1 4 3 2 5 1 1 3 1

27 3 1 1 1 2 . 1 3 2 4 5 6 2 5 3 1 4 2 . .

28 2 2 2 1 . . 1 5 3 4 2 6 1 4 3 2 5 1 1 5 1

29 2 1 2 1 . . 2 1 3 4 5 6 2 5 3 1 4 1 2 .

30 2 2 3 2 2 . 4 3 2 1 6 5 1 4 3 5 2 1 2 .

31 3 1 3 2 . 1 2 3 4 5 1 6 1 4 3 2 5 2 . .

32 1 1 1 1 2 3 5 4 3 2 1 6 1 4 3 5 2 1 2 .

33 1 3 1 1 . 3 6 5 4 3 2 1 1 4 3 5 2 1 2 .

34 1 4 1 1 2 1 4 5 6 3 2 1 1 4 3 5 2 1 2 .

35 1 4 1 1 . 2 2 3 4 6 5 1 1 4 3 5 2 1 2 .

36 1 1 1 1 2 2 6 5 4 1 2 3 1 4 3 5 2 1 2 .

37 1 3 1 1 . 1 6 5 4 2 3 1 1 4 3 5 2 1 2 .

38 1 3 1 2 2 3 3 4 5 6 2 1 1 4 3 5 2 1 2 .

39 1 4 1 1 . 2 4 3 6 5 1 2 2 5 3 1 4 1 2 .

40 1 3 1 2 2 1 4 5 6 3 2 1 1 4 3 2 5 1 2 .

41 1 1 1 1 . 3 1 . . . . . 1 4 3 5 2 1 2 .42 1 3 1 1 2 2 4 5 6 3 1 2 1 4 3 5 2 2 . .

43 1 1 1 1 . 1 5 6 4 1 2 3 2 5 3 1 4 2 . .

44 1 3 1 1 . 3 1 6 5 4 3 2 1 4 3 2 5 2 . .

45 3 1 1 1 2 3 1 2 3 4 5 6 1 4 3 5 2 2 . .

46 2 3 1 1 . 1 1 2 4 3 5 6 1 4 3 5 2 2 . .

47 3 3 1 1 2 3 3 6 5 4 2 1 2 5 3 1 4 2 . .

48 2 1 1 1 . 3 1 5 6 3 2 4 1 4 3 5 2 2 . .

49 2 3 1 1 2 . 6 5 4 3 2

a re-look intothe market of tata commercial vehicles project report

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