Presented by: Ankit SinghMBA (IB) 3rd sem

TATA Motors A profile overviewCommercial vehicle business unit: Tata Motors manufactures more that 130

models of light, medium and heavy commercial vehicles ranging from 2 tonnes to 40 tonnes. (The product portfolio also includes buses ranging from 12-seaters to 60-seaters, tippers, special purpose vehicles, off-road vehicles and defense vehicles).

What is Light Commercial Vehicle? A light commercial vehicle usually referred

as LCV is a vehicle used for commercial purpose having a load carrying capacity ranging from 4 tonnes to 6 tonnes.

Major players in LCV segmentTATA MotorsEicherAshok LeylandSwaraj Mazda

Need for ResearchDecreasing Market Share of TATA Motors in

LCV market.Market share of TATA Motors in LCV

segment in 2008 was recorded as 48%.

Objective of ResearchTo know the market trend in LCV Market.To know the satisfaction level of customers.To educate customers about their

profitability.

Sample Design For field research area sampling was

chosen. The target geographical area was divided into 4 districts viz. Indore, Dhar, Dewas and Badwani. Over 40 villages were visited and necessary information was captured and noted down.

Data CollectionTelecallingMass InterviewFilling up questionnairesFeedback

Data Analysis PURCHASING PARAMETERSUptime factorLoad factorVolume factorPrice factor Safety factor Comfort factor

Key FindingsAbout 80% of the LCV’s are used for

transporting vegetables.Eicher has captured major market share in LCV

segment.75% of LCV users were satisfied with their

Eicher vehicle.60% customers were dissatisfied with TATA

vehicles.The uptime factor was the most considered while

purchasing a new LCV and comfort factor the last.

RecommendationsQuick service facility.Planned inventory of genuine spares.Periodic service camps in rural areas.Increase number of sales associates.Sales persons should have a good knowledge

about the products.

HEARTLY THANKS