ajit report
TRANSCRIPT
INDUSTRIAL INTERNSHIP PROJECT REPORTOn
To POTENTIAL MARKETING OF COMMERCIAL
VECHILE THROUGH NATIONALISED BANK
For
TATA Motors Limited
Towards partial fulfillment ofPost Graduate Diploma in Management (PGDM)
(2 years Post Graduation Programme approved by AICTE, MHRD, GOI)
Under the Guidance of Under the Supervision
of
Mr. SANTOSH KUMAR SINGH
DR.RAJEEV SIKRORIA
Territory sales manager Senior
Lecturer
Submitted By
AJIT KUMAR SINGH
Roll no. 2009111004
Academic Session 2009-2010
Faculty of PGDM
Babu Banarasi Das
Educational Society’s Group of Institutions
Sector I, Dr. Akhilesh Das Nagar, Faizabad Road, Lucknow (U.P.) India
Acknowledgement
I, hereby acknowledge TATA Motors Ltd, for providing me the constant guidance for
encouragement, which helped me a lot to be successful in my efforts. Through this project, I have
tried my best to make a step forward on my way to be a good manager.
This formal acknowledgement will hardly be sufficient to express my deep sense of gratitude to all
of them. It was memorable experience while doing my project at TATA Motors Ltd. Lucknow. I
would therefore like to express my heartiest gratitude towards each of them.
I would like to thank Mr.Santosh Kumar Singh (Territory sales manager, Commercial Vehicle
Business Unit, Lucknow) along with Mr, .Brijesh Pandey (Work Manager, MGS AUTO
FAB, Lucknow) for their constant supervision and guidance which greatly broadened the
scope of my training program. My sincere thanks to entire Commercial Vehicle Business Unit
staffs for their cooperation in sharing some important knowledge which could help me in proper
analysis and completion of this project
AJIT KUMAR SINGH
TRAINING AT TATA MOTORS
Main Job at Tata Motors
The main objective of the summer training at Tata motors was to conduct a
market research, and explore the unnoticed opportunities those exist in the
market and suggest some data backed recommendations which on
application should provide the results desired by the company. ,part from the
research work Tata motors gave me a valuable opportunity making me aware
about their products, marketing strategies and also to current competitive
word through different learning sessions organized concerned persons of Tata
Motors.
Along with the research my responsibility also included making the Bankers
aware of the product that is Tata commercial vehicle, and to answer the
banker FAQs regarding the product.
In the process of this 1 also managed the sales and marketing of the product,
for this first the target customers were identified than, their addresses were
obtained by using internet and from the previous information that resided ilh
Tata motors. We made them aware about our tie-up of TATA motors
nationalized bank. Than these customers list were given to the sales persons
of the dealer, for further processes by which sales of the product can be
increased in future.
Table of contents
1. Executive summary
2. Company Profile
3. Product Profile
4. Market scenario
5. SWOT Analysis
6. Implementation of plan
7. Project Methodology
8. Data Analysis
9. Observations and findings
10.Recommendation
11.Conclusion
Annexure
Bibliography
Executive Summary
1 got this golden opportunity to work as a summer trainee at Tata Motors.
This training helped me to get hands on experience of a marketing project my
project was related with marketing of commercial vehicle through
nationalized bank. 1 was required to prepare questionnaire.
to extract the information from banks.
A thorough literature survey was carried out to understand the market
and on that basis I was able to carry out my research successfully.
To carry out the survey we were required to visit various banks. We
visited banks and talked with the branch managers and concern authority and
heard their grievances. We told them about market scenario. We recorded
their responses and then analysis was carried out on that data. We visited
banks and talked to the decision making authority regarding selling of
commercial vehicles through nationalized bank.
The follow up for promotion was carried out through telecalling. The
responses were recorded and data analysis was carried out.
Thus, by collecting primary and secondary data various findings were
made and accordingly recommendations were given.
The project is designed with a motto to increase the sale of
commercial vehicle with the help of nationalized bank.
COMPANY PROFILE
Tata Motors Limited is India's largest automobile company, with standalone
revenues of Rs. 25,660, 79 crores (USD 5.5 billion) in 2008-09. It is the leader
in commercial vehicles in each segment, and among the top three in passenger
vehicles with winning products in the compact, midsize car and utility vehicle
segments. The company is the world's fourth largest truck manufacturer, and the
world's second largest bus manufacture. The company's 23,000 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.
"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 in
India is spread across Jamshedpur (Jharkhand), Pune (Maharashtra),
Lucknow (Uttar Pradesh)5 Pantnagar (Uttarakhand) and Dharwad
(Karnataka), Following a strategic alliance with Fiat in 2005, it has set up an
industrial joint venture with Fiat Group Automobiles at Ranjangaon
(Maharashtra) to produce both Fiat and Tata cars and Fiat power trains. The
company is establishing a new plant at Sanand (Gujarat). The company's
dealership, sales, services and spare parts network comprises over 3500
touch points; Tata Motors also distributes and markets Fiat branded cars in
India.
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
Through subsidiaries and associate companies, Tata Motors has operations in
the UK, South Korea, Thailand and Spain. Among omer needs. Besides product
development, R&D is also focusing on environment-friendly technologies in
emissions and alt them is Jaguar Land Rover, a business comprising the two iconic
British brands that was acquired in 2008, In 2004, it acquired the Daewoo
Commercial Vehicles Company, South Korea's second largest truck maker. 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 Marcopolo, a global
leader in body-building for buses and coaches to manufacture fully-built buses and
coaches for India and select international markets. In 2006, Tata Motors entered into
joint venture with Thonburi Automotive Assembly Plant Company of
Thailand to manufacture and market the company's pickup vehicles in Thailand,
The new plant of Tata Motors (Thailand) has begun production of the Xenon pickup
truck, with the Xenon having been launched in Thailand at the Bangkok Motor
Show 2008.
Tata Motors is also expanding its international footprint, established through
exports since 1961. The company's commercial and passenger vehicles are already
being marketed in several countries in Europe, Africa, the Middle East, South East
Asia, South Asia and South America. It has franchisee/joint venture assembly
operations in Kenya, Bangladesh, Ukraine, Russia and Senegal
The foundation of the company's growth over the last 50 years 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,
With over 2,000 engineers and scientists, the company's Engineering
Research Centre, established in 1966, has enabled pioneering technologies
and products. The company today has R&D centre in Pune, Jamshedpur,
Lucknow, in India, and in South Korea, Spain, and the UK. 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. In
2005, Tata Motors created a new segment by launching the Tata Ace,
India's first indigenously developed mini-truck.
In January 2008, Tata Motors unveiled its People's Car, the Tata Nano,
which India and the world have been looking forward to. The Tata Nano has
been subsequently launched, as planned, in India in March 2009. A
development, which signifies a first for the global automobile industry, the
Nano brings the comfort and safety of a car within the reach of thousands of
families. The standard version has been priced at Rs. 100000 (excluding
VAT and transportation cost).
Designed with a family in mind, it has a roomy passenger compartment
with generous leg space and head room. It can comfortably seat four
persons. Its mono-volume design will set a new benchmark among small
cars. Its safety performance exceeds regulatory requirements in India. Its
tailpipe emission performance too exceeds regulatory requirements. In
terms of overall pollutants, it has a lower pollution level than two-wheelers
being manufactured in India today. The lean design strategy has Helped
minimise weight, which helps maximize performance per unit of energy
consumed and delivers high fuel efficiency. The high fuel efficiency also
ensures that the car has low carbon dioxide emissions, thereby providing the
twin benefits of an affordable transportation solution with a low carbon
footprint.
In May 2009, Tata Motors ushered in a new era in the Indian automobile industry,
in keeping with its pioneering tradition, by unveiling its new range of world standard
trucks. In their power, speed, carrying capacity, operating economy and trims, they will
introduce new benchmarks in India and match the best in the world in performance
at a lower life-cycle cost. The years to come will see the introduction of several other
innovative vehicles, all rooted in emerging custernative 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. With the foundation of its rich
heritage, Tata Motors today is etching a refulgent.
Corporate Social Responsibility:
Green Matters: Tata Motors, a Company that cares about the future...
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 around its manufacturing
locations.
Tata Motors believes in technology for tomorrow. Tata's products stand testimony to
this. Tata's annual expenditure on R&D is approximately 2% of our turnover. Tata has also
set up two in-house Engineering Research Centers that house India's only Certified Crash
Test Facility. Tata ensures that our products are environmentally sound in a variety of ways.
These include reducing hazardous materials in vehicle components, developing extended
life lubricants, fluids and using ozone-friendly refrigerants. Tata Motors has been making
conscious effort in the implementation of several environmentally sensitive technologies in
manufacturing processes. The Company uses some of the world's most advanced equipment
for emission check and control. Tata Motors concern is manifested by a dual approach -
1) Reduction of environmental pollution and regular pollution control
drives
2) Restoration of ecological balance.
Tata endeavors towards environment protection are soil and water conservation
programs and extensive tree plantation drives. Tata Motors is committed to restoring and
preserving environmental balance, by reducing waste and pollutants, conserving resources
and recycling materials. Reducing Pollution: Tata Motors has been at the forefront of the
Indian automobile industry's anti-pollution efforts, by introducing cleaner engines. It is the
first Indian Company to introduce vehicles with Euro norms well ahead of the mandated
dates.
Tata Motors' joint venture with Cummins Engine Company, USA, in 1992,
was a pioneering effort to introduce emission control technology for India.
Over the years5 Tata Motors has also made investments in setting up of an
advanced emission-testing laboratory.
With the intention of protecting the environment, Tata Motors has upgraded
the performance of its entire range of four and six cylinder engines to meet
international emission standards. This has been accomplished with the help
of world-renowned engine consultants like Ricardo and AVL. These engines
are used in Tata Motors vehicles in the Indian market, as well as in over 70
export markets.
Tata Motors is constantly working towards developing alternative fuel
engine technologies. It has manufactured CNG version of buses and
followed it up with a CNG version of its passenger car, the Indica.
Restoring Ecological Balance: Tata Motors has set up effluent treatment
facilities in its plants, to avoid release of polluted water into the ecosystem.
In Pune, the treated water is conserved in lakes attracting various species of
birds from around the world thus turning the space into a green belt.
Tree plantation programs involving villagers and Tata Motors employees;
have turned acres of barren village green. Tata Motors has planted as many
as 80,000 trees in the works and the township and more than 2A million
trees have been planted in Jamshedpur region. Over half a million trees have
been planted in the Poona region. Tata Motors has directed all its suppliers
to package their products in alternate material instead of wood.
End of Life Vehicle Treatment and Recycling: India is a recycling society
with many people making value out the recovery of waste materials
discarded from products at the end of their useful life.
However, Europe, and some other export markets, have recognized that they
have become a ‘throwaway1 society in recent decades, and are now
introducing waste prevention regimes in different industry sectors to collect
and recycle valuable resource rather than it ending up in landfill.
In the Automotive sector, the European End of Life Vehicle (ELV)
Directive, points responsibility for this issue to vehicle manufacturers, and
the scrap car recovery industry. Similar regulations are being introduced in
Japan and Korea.
Naturally, Tata Motors has already met the 'producer responsibility 1 aspects of the
ELV Directive, such as compliance to Heavy metals and other hazardous substance
restrictions. Also, material code marking of plastic parts has been introduced to aid
achievement of demanding European recycling targets.
Central to this European regulation is for manufacturers to provide free take-back
networks for environmentally sound treatment of ELVs. Community Development:
The Company's Community Service Division works through various societies to
improve the conditions of neighboring villages - encouraging economic independence
through self-initiated cottage industries and contributing to community and social
forestry, road construction, rural health, education, water supply and family planning.
Tata Motors has been making numerous well-planned efforts in the area of rural
development, with specific focus on the following: Health & Sanitation: Mobile health
service staffs provide preventive and curative health services under the "Health for
All" programme. They train village health workers in conducting the same. Safe
drinking water facilities are provided to ensure health of the villagers.
Employment Generation; Tata Motors encourages self-sufficiency with the aim to
improving the confidence, morale and lives of its employees and their dependents. The
Company has worked on some novel ideas around its townships. Employees' relatives
at Pune have been encouraged to form various industrial co-operatives engaged in
activities such as re-cycling of scrap wood into crates and furniture, welding, steel
scrap baling, battery cable assembly etc. The Tata Motors Grihini Social Welfare
Society caters to employees' women dependents'. The women folk make a variety of
products, ranging from pickles and uniforms to electrical cable harnesses etc Community
Centers; these centers are situated in various parts of Jamshedpur, Pune and some
of their neighboring towns. The centers regularly organize various programmes &
neighboring populations are encouraged to participate in these activities.
This company has seen a number of events which have been instrumental in
its phenomenal success. A summary of these milestones are mentioned below:
MILESTONES
1945 • Tata Engineering and Locomotive Co, Ltd, was
established to manufacture locomotives and other
engineering products.
1948 • Steam road roller introduced in collaboration with
Marshall Sons (UK).
1954 • Collaboration with Daimler Benz AG, West Germany, for
manufacture of medium commercial vehicles. The first
vehicle rolled out within 6 months of the contract
1959 • Research and Development Centre set up at Jamshedpur.
1961 • Exports begin with the first truck being shipped to
Ceylon, now Sri Lanka.
1966 • Setting up of the Engineering Research Centre at Pune to
provide impetus to automobile Research and Development
1971 • Introduction of DI engines.
1977 • First commercial vehicle manufactured in Pune,
1983 • Manufacture of Heavy Commercial Vehicle commences.
1985 * First hydraulic excavator produced with Hitachi
collaboration.
1986 • Production of first light commercial vehicle, Tata 407,
indigenously designed, followed by Tata 608.
1989 • Introduction of the Tatamobile 206 - 3rd LCV model.
1991 • Launch of the 1st indigenous passenger car Tata Sierra. •
TAC 20 crane produced. • One millionth vehicle rolled out
1992 • Launch of the Tata Estate.
1993 • Joint venture agreement signed with Cummins Engine Co. Inc. for the manufacture of high horsepower and emission friendly diesel engines.
1994
Launch of Tata Sumo - the multi utility vehicle. Launch of LPT 709 - a full forward control, light
commercial vehicle. Joint venture agreement signed with M/s Daimler - Benz /
Mercedes - Benz for manufacture of Mercedes Benz passenger cars in India.
Joint venture agreement signed with Tata Holset Ltd., UK for manufacturing turbochargers to be used on Cummins engines.
1995 Mercedes Benz car E220 launched.
1996 Tata Sumo deluxe launched.
1997 Tata Sierra Turbo launched. 100,000th Tata Sumo rolled out.
1998 Tata Safari - India's first sports utility vehicle launched,
2 millionth vehicles rolled out. Indica, India's first fully indigenous passenger car
launched.
1999 115,000 bookings for Indica registered against full payment within a week.
Commercial production of Indica commences in full swing.
2000 First consignment of 160 Indicas shipped to Malta.
Indica with Bharat Stage 2 (Euro II) compliant diesel
engine launched.
Utility vehicles with Bharat 2 (Euro II) compliant engine
launched.
Indica 2000 (Euro [I) with multi point fuel injection
petrol engine launched.
Launch of CNG buses.
Launch of 1109 vehicle - Intermediate commercial
vehicle.
2001 Indica V2 launched - 2nd generation Indica.
100,000th Indica wheeled out
Launch of CNG Indica.
Launch of the Tata Safari EX
Indica V2 becomes India's number one car in its segment
Exits joint venture with Daimler Chrysler.
2002 Unveiling of the Tata Sedan at Auto Expo 2002.
Petrol version of Indica V2 launched.
Launch of the EX series in Commercial vehicles.
Launch of the Tata 207 Dl.
2,00,000th Indica rolled out
5,00,000th passenger vehicle rolled out.
Launch of the Tata Sumo'+' Series
Launch of the Tata Indigo.
Tata Engineering signed a product agreement with MG
Rover of the UK.
2003
Launch of the Tata Safari Limited Edition
The Tata Indigo Station Wagon unveiled at the Geneva
Motor Show.
On 29th July, J. R. D. Tata's birth anniversary, Tata
Engineering becomes Tata Motors Limited.
3 millionth vehicles produced.
First City Rover rolled out
135 PS Tata Safari EXi Petrol launched
Tata SFC 407 EX Turbo launched
2004 Tata Motors unveils new product range at Auto Expo '04
New Tata Indica V2 launched
Tata Motors and Daewoo Commercial Vehicle Co. Ltd.
sign investment agreement
Indigo Advent unveiled at Geneva Motor Show
Tata Motors completes acquisition of Daewoo
Commercial Vehicle Company
Tata LPT 909 EX launched
Tata Daewoo Commercial Vehicle Co. Ltd. (TDCV)
launches the heavy duty truck 'NOVUS' , in Korea
Sumo Victa launched
Indigo Marina launched
Tata Motors lists on the NYSE
2005 Tata Motors rolls out the 500,000th Passenger Car from
its Car Plant Facility in Pune
The Tata Xover unveiled at the 75th Geneva Motor Show
2005
Branded buses and coaches launched Star bus and Globus
Tata Motors acquires 21% stake in Hispano Carrocera
SA, Spanish bus manufacturing Company
Tata Ace, India's first mini truck launched
Tata Motors wins JRD QV award for business excellence.
The power packed Safari Dicor is launched
Introduction of Indigo SX series - luxury variant of Tata
Indigo
Tata Motors launches Indica V2 Turbo Diesel.
One millionth passenger car produced and sold
Inauguration of new factory at Jamshedpur for Novus
Tata TL 4X4, India's first Sports Utility Truck (SUT) is
launched
Launch of Tata Novus
Launch of Novus range of medium trucks in Korea, by
Tata Daewoo Commercial
Vehicle Co. (TDCV)
2006 TDCV develops South Korea's first LNG-Powered
Tractor- Trailer
Tata Motors and Fiat Group announce three additional
cooperation agreements
Tata Motors introduces a new Indigo range
2007 Construction of Small Car plant at Singur, West Bengal,
begins on January 21
New 2007 Indica V2 range is launched
Tata Motors launches the longwheel base Indigo XL,
India's first stretch limousine
Common rail diesel (DICOR) engine extended to Indigo
sedan and estate range
Tata Motors and Thonburi Automotive Assembly Plant
Co. (Thonburi), announce formation of a joint venture
company in Thailand to manufacture, assemble and
market pickup trucks.
Roll out of 100,000th Ace
Tata-Fiat plant at Ranjangaon inaugurated
Launch of a new Upgraded range of its entry level utility
vehicle offering, the Tata Spacio.
CRM-DMS initiative crosses the 1000th location
milestone
Launch of Magic, a comfortable, safe, four-wheeler public
transportation mode, developed on the Ace platform
Launch of Winger, India's only maxi-van
Fiat Group and Tata Motors announce establishment of
Joint Venture in India
Launch of the Sumo Victa Turbo DI, the new upgraded
range of its entry-level utility vehicle, the Sumo Spacio
2008
Indica Vista - the second generation Indica, is
launched.
Tata Motors launches passenger cars and the new
Tata Motors launches Indica V2 Turbo with dual airbags
2008 Ace plant at Pantnagar (Uttarakhand) begins production.
Indica Vista — the new generation Indica, is launched.
Tata Motors' new plant for Nano to come up in Gujarat
Latest common rail diesel offering- the Indica V2
DICOR, launched.
Indigo CS (Compact Sedan), world's first sub four-metre
sedan, launched.
Launch of the new Sumo — Sumo Grande, which
combines the looks of an SUV with the comforts of a
family car.
Tata Motors unveils its People's Car, Nano, at the ninth
Auto Expo.
Xenon, 1-tonne pick-up truck, launched in Thailand.
Tata Motors signs definitive agreement with Ford Motor
Company to purchase Jaguar and Land Rover.
Tata Motors completes acquisition of Jaguar Land Rover.
Tata Motors introduces new Super Milo range of buses.
Tata Motors is Official Vehicle Provider to Youth Baton
Relay for The III Commonwealth Youth Games Pune
pick-up in D.R. Congo.
2009 Tata Marcopoio Motors' Dharwad plant begins
production.
Tata Motors launches Nano - The People's Car
Introduction of new world standard truck range.
Tata Motors is India's only full range manufacturer of automobiles with a portfolio covering: Trucks.
Buses, Utility vehicles and Passenger Cars, It has the distinction of being the fifth largest medium and
heavy commercial vehicle manufacturer in the world, with a significant presence in Asia, Europe,
Africa and Latin America. Tata Motors has a manufacturing base in Bangladesh and a bus body plant
in Senegal Tata Motors offers the most comprehensive range of commercial, passenger and multi-
utility vehicles. Over 150 models - from 2 tonne LCVs to 40 tonne tractor-trailers and buses that can
seat 13 to as many as 67 people - provide a wide variety of transport solutions. Through the synthesis
of inherent competencies with state-of-the-art systems, processes and technology, Tata Motors has
continuously evolved, adding value to its products, and is now heading towards being a global player.
The goal is not just to better its product portfolio, but also to keep expanding it, emerging as a
commercial vehicle manufacturer with a complete and comprehensive product range. The
acquisition of the Daewoo Commercial Vehicle Co., South Korea in March 2004 was an important
step in that direction - a logical extension of the product portfolio for Tata Motors. The hugely
successful launch of the fully-built coaches and branded buses (under the 'Globus' and 'Starbus'
brand names, respectively) March 20055 was an extension of the product portfolio to plug a
significant gap in the market. Recognizing a gap in the market for small commercial vehicles, Tata
Motors worked towards an innovative solution. In an era where there is a need is to transport goods
speedily, conveniently and in a cost effective manner, while providing comfort, style and easy
maintenance, Tata Motors has developed the Tata Ace - India's first mini-truck ideal for short,
narrow village roads as well as long highway hauls, for small bulky loads and large heavy ones, the
Ace is an innovative 4-wheeler offering for the first time in this category. The small exterior belies
the power-packed technologically-superior engine which gives the Ace high power and high
loading capacity. A new revolution in transport, which is set to change the competitive landscape of
the small commercial vehicle segment, Tata Ace - the small, big machine
PRODUCT PROFILE
Management Hierarchy for TATA MOTORS:
Functional Groups :
The various functional groups operating in TATA Motors are :
1. HR :
Tata Motors has formalized selection, evaluation, and payroll processes. The HR function of
Tata Motors consists of tracking existing employee data which includes personal histories,
skills, capabilities, accomplishments and salary. The department records basic selection,
training and development, capabilities and skills management, compensation planning records
and other related activities.
2. Engineering & Research Centre (ERC):
Research provides the much-needed inspiration for the birth of new ideas. The Engineering
Research Centre in Pune was setup in 1966 and is among the finest in the country. The
Research Centre regularly upgrades components and aggregates.
The facilities in ERC includes:
• Facility for improving Engine Performance
• Reducing Emissions
• Test Tracks
• Safety
• Designing and Styling
3. Technical & Productivity Services (T & PS):
This group looks after the necessary technical assistance which is required for carrying out
smooth production in the plant. The functions of this group includes setting up new assembly
lines, seeking prospects for modifications in the current assembly lines, preparing standard
operating procedure (SOP) and preparing TS 16949 documents.
4. Production:
This group carries out production as per the production plan prepared by production planning
and control (PPC).
Passenger Cars produced in Pune plant includes India’s first indigenously built Indian car
‘Indica’, Indigo, Indigo Marina. All the variants of these cars are produced here. Production is
also carried out for the brand new model from Tata Motors stable ‘Indica Vista’, which has
been developed on a completely new platform.
Maintenance group works in co-ordination with the production team. Scheduled maintenance of
the equipments is being done.
5. Vendor Development:
Manufacturing a car requires a large no. of small and large ancillaries which cannot be
produced inhouse due to various constraints. Hence some of these small parts are outsourced to
various vendors. The parts procured from these vendors should be as per the quality standards
maintained by Tata Motors. Vendor development group identifies the appropriate vendor and
ensures proper quality standards.
Production Strategy:
The Passenger Car Division in 'K' block executes the entire process of car manufacture over
five shops - the engine shop, the transmission shop, press and body shops, paint shop and the
trim and final assembly shop. The shops are fully automated ensuring that there is minimal
chance for error in the manufacturing processes.
Production Strategy being implemented in Tata Motors is ‘Make to Stock’. Demand forecast is
done by the marketing team and based on this forecast a production plan is prepared and then
the production is done in accordance with this production plan.
Tata Motors Passenger Cars unit does not have warehouses in all the cities. The cars produced
are tested thoroughly and after successful completion of the testing are stored in large free space
available in the company premises. From here these cars are despatched to the authorised
dealers as per their order.
Some special purpose vehicles such as utility vehicles for defence, mini-ambulance for hospitals
are made as per the order.
Overview of Car Manufacturing Process:
1. Machine Shop (Transaxle):
Exhaust Manifold, Intake Manifold, gear box casting, gears are manufactured in the
machine shop. Heat Treatment is also done for Gears and other parts. The plant is equipped
with latest CNC machines.
2. Engine Shop:
Engine is considered to be the heart of any automobile. Five Cs of engine (Cylinder Head,
Crank Shaft, Cam Shaft, Cylinder Block & Connecting Rod) are received from the machine
shop. Cylinder Block is then washed in washing machine with a cleaning liquid. Thereafter
these parts are assembled with other engine components.
On final assembly of engine testing is done on engine test beds, where RPM, Power & Torque
is checked. Now the engine is ready to be despatched to final assembly line.
3. Press Shop:
Various body panels required for making the body of a car are made in this shop. Cold rolled
steel coils are cut into required sizes, this operation is known as blanking operation. Eleven
number of skin panels are made in this press shop and rest of the small panel manufactured by
the vendors. The blanks which are cut in the blanking line are stacked on one another. These
stacks are placed at one end which further moves on the press line. The press line consists of
hydraulic presses and pick and place robots. The hydraulic press presses the part into required
shape and the pick and place robots lifts the part from one station and places on another station.
One press line consists of 4-5 hydraulic presses and the final body panel is obtained at the other
end of the press line.
4. Weld Shop:
The skin panel from the press shop and other panels from the vendors are welded in the weld
shop in order to make the body of the car.
Mainly spot welding operation is done in the weld shop. Weld shop consists of different sub
process areas such as Under Body Front (UBF), Under Body Rear (UBR), Under Body
Complete (UBC), Main Tack Line, Main Respot Line and Slat conveyor.
The job is moved from one station to another with the help of hoist and tackle or by Lift and
Carry arrangement.
5. Paint Shop:
From weld Shop the car body is transferred to the paint shop. Here the surface cleaning
operation is done in order to remove the dust particles and the oil deposition. After this the body
passes through the Cathode Electrode Deposition (CED) bath and then the final colour coat is
applied to the car body as per the production plan.
6. Trim cum Chasis Fitting (TCF):
Final assembly of the car is done in TCF. Transmission set-up (gear box mounted on
Engines) is received from the engine shop and painted body is received from the paint shop.
Other accessories such as seats, steering wheel, window glass, wheels, buffers etc. are fitted in
this section. Completely built car comes out of the TCF which is ready for testing and
inspection.
Quality Management:
Tata Motors has led the Indian automobile industry's anti-pollution efforts by introducing
cleaner engines. It is the first Indian company introduce vehicles with Euro I and Euro II norms.
Tata Motors is committed to maximizing customer satisfaction and strives to achieve the
goal of excellence, by continual improvement, through ongoing going design and development,
manufacture and sale of reliable, safe, cost-effective, quality products and services of
international standards, using environmentally sustainable technologies, for improving levels of
efficiency and productivity within its premises and ancillaries.
The PCBU plant in Pune has obtained ISO 9001:2000 certificates from Bureau Veritas
Quality International-BVQI in July 2003.
PCBU of Tata Motors has received the certificate of approval of its quality management system
(QMS) from Bureau Veritas Certification (BVC), for compliance with ISO / TS 16949:2002.
TS (Technical Specification)-16949 define the quality management system requirements for the
design and development, production, installation and service of automotive-related products.
And to control the quality of its cars TATA Motors applies various stringent measures during
the pre-manufacturing stage as well as post-manufacturing stage.
During the manufacturing stage regulars quality audits are held by the in-house auditors in all
the shops. All the process sheets, spot plans, control plan etc are displayed near the work place.
In the post manufacturing stage once the vehicle comes out of the assembly line it passes
through stringent testing standards such as shower test, wheel balancing etc. On successful
completion of testing, the car is ready to be despatched after Pre Delivery Inspection (PDI).
Environmental Management:
TATA Motors reaffirms its commitment to minimize the adverse impacts of its products,
operations and services on the environment. It strives to:
• Reduce the emission levels of vehicles in full compliance of the regulatory norms &
proactively work with the industry, Government, other related industries & agencies to bring in
international practices.
• Use of environmentally sustainable technologies & practices for prevention of pollution and
the continual improvement in environment performance.
• Conserve natural resources and energy by minimizing their consumption & wastage.
• The unit is certified with ISO 14001 : 1996 for Environmental Management System (EMS)
Work Measurement :
Tata Motors is the first Indian Company to introduce the Balance Scorecard System in
automotive sector in India.
The scorecard incorporates SQDCM (Safety, Quality, Delivery, Cost and Morale).
The implementation of the Balanced Scorecard has enabled greater focus on different elements
of operational performance. Defining, cascading and communicating strategies across the
organization have brought about transparency and alignment.
Apart from Balance scorecard half yearly review of the employees is done on the basis of
attendance, kaizen at work place etc.
A suggestion scheme is started by the management wherein any employee irrespective of his
cadre can suggest an improvement in the work place and if this suggestion is approved by the
concerned authority the employee gets rewards points. Once an employee achieves a specified
limit of points he gets a gift voucher.
Apart from this employees also receive bonus on certain festive occasion.
Engineering:
Continuous efforts are made to reduce the cost of service in TATA Motors. Rejection of input
parts received from vendors is very closely monitored in all the departments. The vendors are
penalised if rejection exceeds beyond the defined limits. Apart from rejection of regular parts
some stations are identified as CTQ (Critical to Quality) Stage. Special care is taken of the
components added on these stations. Any negligence on these stations may lead to a customer
claiming replacement of the vehicle.
Value engineering team also works for searching energy efficient alternatives, methods and
eco-friendly technology, by adopting effective maintenance & work. The comsumption of
electricity, water, LPG, Compressed air etc is continuously monitored and steps are taken to
reduce the consumption of these resources.
Material Management:
Tata Motors uses SAP 4.6C Material Management (MM) module for:
• materials planning and control,
• purchasing,
• goods receiving,
• inventory management,
• invoice verification.
Various spare parts for the machines and other necessary equipments are ordered by the
maintenance and T & PS departments through central maintenance shop and purchase
department.
RANGE OF TATA MOTORS COMMERCIAL
VEHCILE
TATA ACE
The ACE is a small vehicle that opens up big opportunities. You can now
pursue plans never thought possible before starting a new business or
expanding an existing one, transporting from city to city deep into rural areas.
Get the big ACE advantage. Make a small decision.
VERSATILITY
The ACE can be conveniently used in cities as well as in rural areas. 12"
tyres for the first time in its class give higher ground clearance and higher
loading capacity - resulting in better performance on and off the road. The
truck-like strength of the front and rear leaf spring suspensions coupled with
the shock absorbers provide a smooth ride and great driving comfort. The rigid
front axle is designed specially to weather Indian conditions. With a small
turning circle of 8.6m, the ACE can be safely and easily navigated, both in
narrow village streets and in dense city traffic.
SAVINGS
The performance of the engine as well as the comfortable conditions for the
driver allows the ACE to travel over 500 kms in a day. Low operating costs
and the versatility offered through features like its flat, large loading area and
small turning radius, give a fantastic opportunity to earn higher business
revenue and higher profits, everyday. All this with big Tata reliability make the
ACE the best business partner for one and all.
PERFORMANCE
The 700cc engine delivers a power of 16 HP @ 3200 rpm and a torque of 3.8
mkg @ 2000 rpm. It is also eco-friendly and meets BS IT and BS III standards.
The water-cooled, twin -cylinder IDI engine has an overhead cam shaft,
temperature sensitive cooling-system and rotary fuel injection pump, which
together give high fuel efficiency and low-maintenance operation. This also
translates to longer life and lesser downtime. With the lowest loading height of
675 mm, heavy loads can be conveniently placed in the load body. The 4-
forward synchromesh +1 reverse gear box gives smooth gear shifting.
Several big and small features have been added to ensure comfort for the
occupants, even on long rides. The fully-built sheet metal cab with doors, roof
lining, and floor mat for hear insulation and trims protect the occupants from
rain, heat and cold. The ventilation ducts, winding door glass and rear windows
ensure good ventilation and continuous air flow at leg and face level. Seats with
soft cushion and back support ensure complete driving comfort.
COMFORT
Other Features:
- Sun visor for protection from direct glare
- Car like combi-switch with rotary switches for lamp and wiper control
- Control pedals, gear shift and parking brake economically positioned for
maximum comfort and easy access
- Higher door opening angle and low floor height for easy boarding
SAFETY
Designed and manufactured using high strength steel, the ACE meets all Indian
safety norms - a novel feature in this class of vehicles. The ACE meets norms for
frontal crash, roof crush, and rear wall strength - assuring the utmost safety of the
driver and the co-driver. Seat belts are also provided for both occupants. High
braking performance is given through front disc brakes and rear drum brakes. Driving
visibility is excellent through the large windscreen, window glasses, large overhead
rear-view mirror and the large rear window. Large-sized, round headlamps with
bright halogen bulbs provide excellent lighting for night driving. Reversing is
made easy and safer with the help of a 2-box tail lamp with in-built reflector and the
bright reverse lamp at the rear.
STYLE
Car-like interiors and numerous accessories allow you to ride in
• Style Engine start and stop with key
• Styled dashboard with tray, digital clock, radio fitment provision,
utility tray and clearly visible instrument cluster
Lockable glove-box for keeping valuable documents
Easily accessible hazard warning switch for emergency
Horn pad on steering wheel
Twin wiper for safe driving in rain
A spare wheel attached to the lockable swing frame at the rear
TATA BUSES
Tata Motors is proud to introduce a range of specially built buses to meet your
every need. Whether you are looking for a bus for an inter-city journey or one
designed especially for school-going children, you can be sure that we cover
the entire gamut. So, enter into the world of Tata Motors buses and allow us to
take you on a journey that will redefine road travel in India? for luxury seekers,
intercity travelers, city commuters and school children alike.
The Tata Giobus range of luxury coaches
The Tata Giobus Coach has been designed to transport long-distance traveler in
the very lap of luxury. From the economically designed seats, spacious leg
room, special baggage space, and personalized climate control vents to quieter
engines, air-suspension and superior braking systems; each and every facet of
the Tata Giobus Coach ensures revolutionary passenger comfort and safety.
The Tata Starbus Range
The Tata Starbus is available in a comprehensive range of variants, with
seating capacities from 16 to 67 seats. Designed on the concept of optimum
functionality and comfort, these fully-built buses also offer unparalleled
economy to the operators. The Starbus range includes Standard, Deluxe, Low
Floor and School bus options - each with a customized set of features.
SOME MORE COMMERCIAL VECHILE
Tippers
SK 1613 697 TCIC 4x2 BS2 SK 1613 TC 4x2 BS2 LPK
1613 697 TCIC 4x2 BS2
LPK 2516 TC 6x4 BS2
LPK 2530 TC 6x4 BS2
Tractor Trailers
LPS 3015 TC 4x2 BS2 BS2
LPS 3516 TC 4x2 BS2 LPS 4018 TC 4x2
Rigid Trucks
SE 1613 697 TCIC 4x2 SE 1613 TC 4x2 BS2 LPT 1613 697
TC1C 4x2
Rigid Trucks
LPT 1613 TC 4x2 BS2 6x2 BS2
LPO 1512 TC 4x2 BS2 Truck Chassis
LPT2515 697TCIC
LPT2515TC6x2BS2
LPT 2518 6x2
Existing scenario
To keep up with the current market scenario, the finance companies are
adopting many innovative approaches to optimize profit in the commercial
vehicle loan segment Usage of cutting edge technology and streamlining of
processes have helped them in operational cost savings. Also alternative sales
and distribution have given the benefits of larger distribution spread at a
minimal cost Faster response to clients' requirement, tailor made products to
suit the customer needs have further helped in Achieving the targets these
companies have sets. Buoyancy in the infrastructure segment and positive
trends in the industrial products are the critical factors triggering the growth in
commercial vehicles segment, Also the measure taken by the government to up
bring the agriculture sector will add to growth of commercial vehicles
industry .Despite having better rail and water ways India is still heavily
dependent on surface mode for movement of goods.. With various project like
NHRI, golden quadrangle, Transporters will be blessed with better
productivity, The impetus on port, activity too will positively impact this
industry .another critical factor will be the replacement demand forced by the
implementation of stricter emission norms.
In the last 3-4 years we have witnessed application based assets getting
introduced in the market and both domestic and international manufacturers
showing higher amount of Interest in offering sophisticated and
technologically advanced products. In spite of the current slow down due to
various factors, commercial vehicles industry has witnessed growth in
segments like Tippers, Buses, Tractors trailers segment and sub 1 tons
category of vehicles with the implementation of emission norms in to A and B
cities and metro cities forcing for stage IV norms the industry is going to
witness a huge replacement demand. We are yet to be blessed with better
infrastructure within cities and between major cities and town; this is again
limiting introduction of higher capacity product and viability of existing
operation.
The transformations of one being looked at as a mere transporter to logistic
solution provider has just begun in India where as many of the developed
countries have achieved this long ago. With all these development taking
place, the commercial vehicle financing companies are geared up for the
unprecedented growth in the segment.
Last year's provisions
The last budget did not change the excise duty structure for commercial
vehicles, which remained at 16%.
Present scenario
Heavy and medium commercial vehicles.
After witnessing a good run in FY 2000, the first nine months of FY 2001
turned out to be slack as sales fell by24.5% yoy.this can directly attributed to
the government's move to rationalize the existing sales tax structure to brine it
at par throughout the country. This meant a rise in sales tax from 4%-6%to 12%
in some north Indian states. Complying with the Euro I norms is the second
important reasons for it gave rise to a price increase by 2-4% by both Ashok
Leyland And TATA engineering .also freight movement was hit as states like
Gujarat, Rajasthan and Madhya Pradesh witnessed drought .growth in
industrial production has also slowed down. Last but not the least, there was a
hike of 20% in diesel price in October 2000. With around 45% of operating
cost of fleet operators accounted for by fuel, the diesel price hike had its own
negative impact. Both the industry players, viz .Ashok Leyland (ALL) and
TATA engineering have posted lower sales in the first nine month of FY 01.
while Ashok Leyland’s sales have fallen by 13.83%yoy that of TATA
engineering have fallen by a sharp 29,74% yoy.
The light commercial vehicle segment
The performance of the light commercial vehicle segment is somewhat
better due to higher export sales. Notably, the largest Player, Tata
engineering, would have posted a negative growth rate had it not been for
export sales .the company exported 5,193 units during the period as
compared to 1,758 units in the corresponding period last year .total export of
LCVs during the period touched 5,954 units as compared to 2,445 units
without export, the domestic LCV sales would have fallen by L3%yoy.
Future scenario
Investing in infrastructure like road can bring about a sustained growth in the
commercial vehicle segment. The government has taken a few initial steps in
the form of widening highways and is Starting to build the 'Golden
Quadrilateral' connecting the four corners of the country. One important
measures that the government can bring forth is the 'hub and spoke' system
.this essentially means that heavy commercial vehicles would be used to
travel between cities while the intra-city travel will be left to LCVs .this will not
only avoid traffic problem in our already congested cities but will also save
operating costs for fleet operators in term of lesser turnaround time. Yet another
boost for the CV industry could come in the form of a 'scrap page law' which
will cut down on the age of vehicles that can play on the road .this will greatly
help to reduce pollution level and also reduce fuel consumption.
HCV sales
company Arl-Dec-00 Arl-Dec-99 %yoy
Ashok
Ley land-
buses
9,528 7,537 26.4
Ashok
Leyland-
truck
11,723 17,158 (31-7)
Ashok
Leyland-total
21,251 24,695 (13.9)
Tata
engineering
36,203 51,565 (29.8)
LCV sales
Company
Tata Engg
M & M
Eicher Motors
Bajaj temp o___
Swaraj mazda
Ashok
leyland Total
Arl-Dec-0027,579
4,575
5,677
2,298
3,553
318
44,000
Arl-Dec-
99
25,543
4,775
4,558
3,318
2,571
233
40,998
%yoy
8.0
(4-2)
24.6
(30J)
38.2
~
36.5
SWOT Analysis
Strengths:
As compare to private financial institution the rate of nationalized bank
is less which is in favour of consumer.
Comfortability for employee of Tata motors (by the time when DSE
approach to nationalized bank then the burden of field investigation
report is overtaken by nationalized bank themselves).
Company has no liabilities for recovery of loan.
• Tata motors can diversify their fund on other project like passenger car
segment,
Weaknesses:
Nationalized banks take more time for financing a vehicles compare to other
financial institution.
Nationalized banks required lot of paper work as compare to other financial
institution.
• Attitude of employee working in nationalized bank is so much
orthodox.
• There is hitch between consumer, DSE, and nationalized bank which
have to broken by communication.
Opportunities:
Vast resources of bank can be optimum utilize.
• Times of India survey stated that every Indian has their accounts in
nationalized bank so the consumer are familiar with working of banks.
• Nationalized banks have large coverage area of vast market i.e. easy
availability of banks.
• If once the loan process comes in flow and customer will be aware about the
nationalized banks policy the flow will convertible into stream.
By approaching same attitude tata motor can also put their effort to other
vehicles also.
Threats:
• Customer, DSE, that don't want to indulge in nationalized bank process.
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mpetitor.
• Sister concern of Tata motors i.e.tata finance business can also by this
tie-up.
Implementation of plan
Plan
The role and responsibility given to me by territory sales manager Mr.
SANTOSH KUMAR SINGH was
1. To make interpersonal relationship with branch managers of respected
banks.
2. Understand the hierarchy of credit sales team.
For this I penetrated myself into hierarchy and credit sales team of the
branches .1 personally visited to branches and make appointment with
branch manager for getting their view on concern topic of tie -up decided by
apex level of those organisation.The policy design is done in favour of
customer. Which lead to customer satisfaction?
Objectives of plan
> Improve the market share by capture large part of the market.
> Increase the volume of sales.
> Generate revenue for the organization through sale of commodity.
> Easy availability of the fund which lead to customer satisfaction.
> It also makes transaction easy and transparent for the organization as
well as for customer.
Expected benefits of plan
> High sales volume.
> Profitability,
> Mode of advertisement.
> Reduced the risk of blockage of funds.
> Involvement of banks as a financier.
Plan status
1. State bank of India.
2. Indian overseas bank.
3. Allahabad bank.
4. Punjab national bank
5. Canara bank.
6. Vijaya bank.
7 Bank of India.
8. Indian bank.
9. Union bank.
10. Avadh Gramin bank
Information received from banks
Documents needed for loan
Information about rate of interest
On what basis bank issue loan
Information about vialibility sheet.
Branch hierarchy
BASIC DOCUMENTATION REOUIRED
Identity Proof (Hirer/Guarantor
Voter cad /Passport Driving licence /Pan Card Ration card
Residence proof (Hirer/Guarantor)
Electricity / Telephone bills Voter card /passport Driving licence / Pan Card
Ration card
Bank account details (Hirer/Guarantor)
Statement /Pass book Cheques (full PDC/Security)
Asset Proof (Hirer/Garantor)
Audited balance sheet of business
Xerox copy of deeds of owned property (land / building/factory etc.) Income tax
returns
RC copy of loan free commercial vehicles if any. Xerox copy of
agreement / work order from government with payment term / total
cost of project.
Track Record Hirer / Guarantor (if an existing customer)
BASIC REOUIREMENT OF FINANCIERS
Prospective hirer should be capable enough to repay loan.
Prospective hirer should have good socioeconomic credentials
Prospective hirer is willing to repay the loan.
There should be some person from the same community or trade who
can verify his own and prospective hirer's credential.
In short financier money should be in safe hands and bring him return.
Rate of interest
Rate of interest in nationalized bank is very less as compare to other private
Institutions. Private institutions provides loan on flat interest basis which
means customer has to pay EMI on the whole amount for the whole period for
example if Mr., A taken a loan of Rs. 1 lakh for 3 yrs. Then he has to pay EMI
on 1 lakh for whole 3 yrs. No matter how much amount he has paid as EMI
earlier on contantory banks provide loan on reducing rate.(nationalized bank
provide loan on 12.25% upto200000 and for more than 200000 interest is
12.75% at reducing rate.)
Basis on which banks grant loan to customers
Customer credibility.
Customer track record
Customer solvency
(FOR TATA ACE)
Information about vialibility sheet.
Vialibility sheet is internal document of the bank in which the detailed
information about the vehicle regarding its use is mention. Information
given below
1. Income per month
I. No. of days in a month the vehicle will be on road. -: 26 days
II. No. of kilometers it will run per day.-: 200 kms
III. Fare/rate per kilometer.-: Rs II-
IV. Average income per month.-: Rs 36400/- (A)
V. Any other (outside) income.-: 0/-
VI. Total income (IV +V).-: 36400A (B)
2. Expenses per month
Fuel cost per month N w here -: Rs 9533
I. No. of days the vehicle will run per month.-: 26 days
II. Cost of fuel per liter-: Rs 33/-
III. Kilometer run per day -: 200 Kms
IV. No. of kilometer the vehicle will run per liter-: 18 Kms
V. Motor and other municipal taxes -: Rs 700/-
VI. Insurance premium -: Rs 1000/-
VII. Garage rent-: Rs 0/-
VIII. Depreciation-: Rs 3538/-
IX. Interest on borrowing-: Rs 1272/-
X, Maintenance expenses-: Rs 1000/-
XI. Cost of oil, spare etc-:Rs 500/-
XII. Staff salary-:Rs3000/-
XIII. Drawing of the operator-: Rs 0A
XIV. Others-: Rs 0/-
Total Expenses-: Rs 19918/-
3. Surplus (B-C) -:
Rs 16482A
Income tax -: Rs 0/-
Net surplus-: Rs 16482/-
Depreciation added back.-; Rs \3538/-
4, Net cash accruals-:
Rs 20019/-
BANK HIERARCY
Branch Head
Second Line:- Credit department of
bank
Clerk
The research problem:
The problem formulation is the first step to a successful research
process. The project undertakes the potential marketing of commercial
vehicle through nationalized bank.
The problem dealt in the project is to explore the unnoticed opportunities
those exist in the market.
The research objective :
• To identify the effect of nationalized bank finance on minds of the
targeted segment.
• Customers' preferences, buying attitude and the product image of Tata
commercial vehicle^
• To identify the potential customers for Tata motors and for
nationalized bank
• To check awareness of banker about tie-up.
• To check the market communications efficiency of Tata motors.
• To check which banks actively work on tie-up.
The research design:
The research design used in the project is Exploratory Design, The
investigation is carried upon the Bank of Lucknow city. The reason for
choosing this design is to get responses from the bankers so that the
company could discover new ideas trough their respons.
The data source:
The source of the data has been mainly includes interviews of bankers or
decision makers of the nationalized bank with the help of pre drafted
questionnaire.
Interview method was more preferred in the collection of data.
The area of work:
The field work was conducted in the Lucknow city only. The banks of each
location were explored and the areas covered were mainly, Indira nagar,
janki puram5 chinhut, hazaratganj, charbagh, ashok marg, sadar, rajajipuram,
alambagh, daliganj, aliganj.
Data collection method:
The data collection method used is primary data source. It was done by
collection of information from the respondents by me. The method of gathering
information is
• Survey Method i.e. through structured questionnaire
• Observation
The analytical tool used:
• The analytical tool used is the LT. statistical tool Micro Soft Excel
• The analysis is done by using charts, tables and graphs.
The sample size and design:
The sample size consists of 10 banks and 5 branches each which are the most
logical and unbiased response.
The sample design was purposely chosen as convenience sample design.
In this kind of research of making people aware of the product, banks
of the distinct identified areas were approached as per their availability.
1) Is your bank sanction commercial vehicle loan currently.
Sri.No. Items Percentage1 Yes 70%2 No 30%
DATA INTERPRETATION
In the current market scenario maximum numbers of banks
are sanctioning the commercial vehicle loan.
2) What is TAT period in your bank?
Srl.No. Items Percentage
1 1 week 20%
2 More than week 80%
3 A month 0%
DATA INTERPRETATION
Maximum numbers of banks are taking more than one week
to grant the commercial vehicle loan. But SBI & PNB take
only 1 week to grant loan.
3) For commercial vehicle loan commercial license is needed in
documentation.
Srl.No. Items Percentage
1 Yes 100%
2 No 0%
DATA INTERPRETATION
It is necessary to have commercial license for the commercial
vehicle loan.
4) Is your bank needed collateral security against loan amount.
Srl.No. Items Percentage
1 Yes 65%
2 No 35%
DATA INTERPRETATION
Most of the banks needed collateral security against commercial
vehicle loan.
5) Is there any other tie-up of your bank with another commercial
Vehicle Company except TATA motors.
Srl.No. Items Percentage
1 Yes 60%
2 No 40%
DATA INTEPRETATION
Other commercial vehicle companies have also tie up with banks such
as Mahindra & Eicher, SBI, BOI, AGB have a tie-up with Mahindra
& Eicher
6) Which brand customer comes more in your bank for loan.
Srl.No. Items Percentage
1 TATA Motors 55%
2 Mahindra 30%
3 Eicher 10%
4 Swaraj Mazad 5%
DATA INTERPRETATION
Most of the customer belongs to TATA Motors who takes
commercial loan from banks.
7) On what basis banks sanctioning loan to the customer.
Srl.No. Items Percentage
1 Customer credibility 30%
2 Vehicle Performance 0%
3 Both of them 70%
DATA INTERPRETATION
Most of the banks prefer both the customer credibility & the
vehicle performance for sanctioning commercial vehicle loan.
8) Is recovery of payment is major problem in commercial vehicle loan.
Srl.No. Items Percentage
1 Yes 80
2
DATA INTERPRETATION
The maximum problem which is faced by the banks in granting the
commercial vehicle loan is its recovery
9) What does the customer prefer for the term of his commercial
vehicle loan.
Srl.No. Items Percentage
1 Two to Three yrs. 15%
2 Three to Five yrs. 60%
More than Five yrs. 25%
DATA INTERPRETATION
Most of the customer prefers 3 to 5 yrs. For the repayment of the loan.
FINDINGS
On the basis of the thorough study of Tata motors specially
Commercial Vehicle, there are many things that have been observed
by me. It was a great experience to accomplish this project which
gave us a lot of information about the TATA MOTORS.
These findings are as follows:-
l) Almost all the banks are sanctioning the commercial vehicle loan.
2) I found that Maximum numbers of banks are taking more than one
week to grant the commercial vehicle loan.
3) Every bank needed commercial license for loan of commercial
Vehicle.
4) Most of the banks needed collateral security against commercial
vehicle loan,
5) Mahindra & Eicher have a tie up with nationalized banks for
commercial loan,
6) Most of the customer belongs to TATA Motors who takes
commercial loan from banks.
SUGGESTIONS
On the basis of the whole study and all the observations, I have tried to find some
ways which would be helpful to increase the sale of the product. As far as I think, to
sell commercial vehicle .company must focus on its target customer who is
interesting to take a vehicle through nationalized bank and there are two ways by
which they can be influenced. These two ways are:-
Influence them directly
Make them aware about the tie-up.
There are following ways by which Tata motors can influence
them directly:-
1. By running various campaigns inviting the customer to come up and be
familiar with the Tata motors,
2. Company can organize any sort of competition for the drivers of theCommercial vehicle in that competition only the drivers from those organizations
should be permitted who have purchased the Tata vehicle. Then a big amount like
Rs. 5000-10,000 can be given as prize money which will turn the drivers into
the favor of the company and surely they are the major influencers in purchase
of a vehicle
3. Special offer on commercial vehicle loan should be given in months of
June and July in order to increase the sales.
Seminar on commercial vehicle tie-up with bank should take place so
that people get aware for their owner.
Make them aware about the tie-up.
1) By doing advertisement about the TATA Motors tie up among
the customer.
2) By distributing broachers & pamphlets to concern person.
3) By doing campaign on road.
4) Display information about the tie up in concerned nationalized
banks.
Limitations of the survey:
Though, best efforts have been made to make the study fair, transparent and error frees
yet there might be some inevitable and inherent limitations. Although outright
measures are undertaken, to make the report most accurate, some inadvertent
errors might have crept In and suggestions to improve or eliminate the same are most
welcome. The limitations of the survey are narrated below:
• The project is valid for the predefined area of work (Lucknow city)
only.
• There may be some biased response from the respondents.
• Some respondents did not provide the full data,
• Due to different nationalized bank norms the response of banker
might differ from those of other banks, if any.
CONCLUSIONS
It was a great experience to accomplish this project which gave us a lot of information
about the TATA's MOTORS, The whole training comprises o f following activities:-
Getting familiar with the products of Tata in HC V, IC V & LC V range
through the study of brochures.
Getting some basic knowledge about the commercial vehicle loan.
Forward & backward level of information satherins
Understanding of the buying or purchasing considerations,
Visiting the Banks of lucknow to promote the tie-up
Gathering the information through questionnaires.
Identifying the potential financier,
Contacting the customers again to influence them to buy the product
by providing commercial loan,
Sales of the product with the help of dealership.
7) Most of the banks prefer both the customer credibility & the
vehicle performance for sanctioning commercial vehicle loan,
8) The maximum problem which is faced by the banks in granting the
commercial vehicle loan is its recovery,
9) Almost all the customer prefers 3 to 5 yrs. For commercial vehicle
loan.
Annexure-I
Questionnaire for banks in Lucknow
Name ___________________________________________
Bank Name ______________________________________
Address _______________ telephone no.________________
1. Is your bank sanction commercial vehicle loan currently?
YES NO
2 What is TAT period in your bank?
WEEK MORE THAN 1 WEEK A MON
3. For commercial vehicle loan commercial license is documentation? in
YES NO
4 Is your bank needed collateral security against loan amount?
YES NO
5. Is there any other tie-up of your bank with another commercial
Vehicle Company except TATA motors?
YES NO
6, Which brand customer comes more in your bank for loan?
TATA MOTORS MAHINDRA EICHER
SWARAJ MAZDA
7. on what basis banks sanctioning loan to the customer?
CUSTOMER
CREDIBILITY
VEHICLE
PERFORMANCE
BOTH
8. Js recovery of payment is major problem in commercial vehicle
loan?
YES NO
9. What does the customer prefer for the term of his commercial
vehicle loan?
Two to Three yrs. Three to Five yrs.
More than five yrs.
Bibliography
WWW.TATA MOTORS .COM
WWW.GOOGLE.COM
www.tatamotors.com/our world/management.php