197556678-5412aa5917-Tvs-Motors-Project
Content
A PROJECT REPORT ON
“COMPA “COMPARAT RATIVE IVE STUDY OF CUSTOMERS BUYING BEHAVIOURS OF BIKE WITH SPECIAL REFERENCE TO TVS”
SUBMITTED IN PARTIAL FULFILLMENT FULFILLMENT OF THE REQUIREMENT OF DEGREE OF BACHELOR OF BUSINESS ADMINISTRATION (B.B.A.) Pt. RAVINSHANKAR SHUKLA UNIVERSITY, RAIPUR
PROJECT GUIDE
SUBMITTED BY:
Mr. A!rt" G#$t! (HOD, M!'!&'t D$!rt&'t )
A%"% K#&!r BBA* VI t% SEM
SESSION +--*-/ S0AMI S0AROOPANAND INSTITUTE OF EDUCATION AMDI NAGAR 1 HUDCO, BHILAI (C.G.) 1
DECLARATION
I the undersigned hereby solemnly declare that this, project entitled “Comparative study of customers buying behaviors of bike
with specia reference to T!" # . Work done by me under the auspicious auspic ious of my project project guide and other concerned to the best of knowledge. All the information collected is authentic and the company and relevant information handouts genuineness of work done.
bear
testimony
to
the
Signature
A%"% 2#&!r
B.B.A. Vth sem !
CERTIFICATE
This is to certify that ASHISH KUMAR of B.B.A. VIth sem, has completed his project report. He has done a project on “CO COMP MPA ARAT RATIVE IVE ST STUD UDY Y OF CUST CUSTO OMER MER BUYI BUYING NG BEHA BEH AVIOUR IOUR OF BIKE BIKE WITH WITH SP SPECI ECIAL AL REFERE REFERENCE NCE TO TVS ” . This project is a partial fulfillment fulfillment of B.B.A. (G!."
programme from SW SWA AMI SWA SWAROOPANAND ROOPANAND INSTITUTE OF EDUCATION EDUCATION, affil iliiat ated ed to PA PANDIT NDIT RA RAV VISHANKAR SHUKLA UNIVERSITY, under my guidance.
Hereby, it is declared that this project is an original piece of #or$ and has not been influenced to the e%tent of copying by any other such similar study.
&ate '
Ms. A!t" #$%t!
(H&, )anagement &epartment" "
PREFACE *omeone has rightly said that practical $no#ledge is far better than classroom teaching. &uring this project I fully reali+ed this and I came to $no# about ho# a consumer chooses among a aried range of products aailable to him.
The subject of my study is mar$et surey of comparison study of customers buying behaior #ith special reference to T-*, #hich has slo#ly but steadily eoled, from a beginner to a corporate giant earning laurels and $udos throughout.
The report contains first of all brief introduction about the company. inally there comes data presentation and analysis in the end of my report. I also put for#ard some of my suggestion hoping that they help T-* )otor /ompany moe a step for#ard to being the ery best.
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ACKNOWLEDGEMENT
I Aail the opportunity to coney my sincere than$s to our lecture Ms. A!t" G$%t! for her aluable guidance encouragement and *uggestion through out the completion of the project. Generously *hared her $no#ledge #ith me.
At last but not the least I #ould li$e to than$s our 0rinciple madam for proiding such a studies enironment in #hich I #as able to complete this project.
Ashish $umar
B.B.A. 1th *em
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CONTENTS
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CHAPTER(&
COMPANY PROFILE
INTRODUCTION SCOPE OF STUDY
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INTRODUCTION The T-* Group is one of India2s largest industrial conglomerates. T- *undram Iyengar and *ons 3imited, established in 4544, is the parent and holding company of the T-* Group.
T-* )otor /ompany is the third largest t#o6#heeler manufacturer in India and one among the top ten in the #orld, #ith annual turnoer of more than 7*& 4 billion in 899:68995, and is the flagship company of the 7*& ; billion T-* Group. <ith a #or$force of oer =999, the company has ; plants 6 located at Hosur and )ysore in *outh India, in Himachal 0radesh, !orth India and one at Indonesia. The company has a production capacity of >99 thousand units a year.
T-* and *ons also distribute Heay &uty /ommercial -e -ehicles, hicles, ?eeps and /ars. It represents represe nts premier automotie companies li$e Asho$ 3eyland, )ahindra and )ahindra 3td., iat and Honda. It also distributes automotie spare parts for seeral leading manufacturers.
T-* @ *ons has gro#n into a leading logistics solution proider and has set up state6of6the6 art #arehouses all oer the country. It has also diersified into distributing Garage euipment that ranges from paint booths to engine analy+ers and industrial euipment products.
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GROUP COMPA COMPANIES NIES <ith steady gro#th, e%pansion and diersification, today T-* commands a strong presence in ariou ariouss fields6 fields6t#o t#o6#h 6#heele eelers, rs, autom automoti otie e compon component ents, s, autom automoti otie e spares, spares, comput computer er peripherals and finance.
3argee supp suppli lier er of t# t#o o #heel #heeler er ge gears ars and L!?shm" L!?s hm" A$t+ A$t+ C+m%+,e,t C+m%+,e,tss L"m"te2 L"m"te2 6 3arg camshafts.
L$3!s L$3 !s I,2"!, I,2"!, Se7"3 Se7"3ee L"m"te L"m"te2 2 @. @./$3 /$3!s !s",2 ",2"!. "!.3+ 3+m m 6 /omp /ompan any y lo loo$ o$ss af afte terr th thee
distribution of auto electrical components all oer India.
A=/es I,2"! L"m"te2 6 A joint enture #ith aton 3imited, 7.. )anufactures a%le housings
and drie heads for heay and light commercial ehicles
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COMPANY AT PRESENT IN FUTURE *uccess cessful fully ly launch launched ed the -icto -ictorr and iero6 iero6 8 models models after after partin parting g #ays #ays #ith #ith *uc *u+u$i.
T#o #heeler mar$ets sho# sign of reial after a lac$luster first half. The company is suffering a decline in olumes due to poor response of its t#o stro$es )a% motorcycles.
Cecently launched the T-* /entra and 48= cc T-* -ictor G3D and four stro$e )a% in the pipeline, #hich #ould be launched later this year. 0lan anss majo majorr fo foray ray in into to th thre ree6# e6#he heel eler er an and d u uad adric ricy ycles cles mar$ mar$et et th thro roug ugh h fresh fresh 0l inestments of Cs =99 crore. -ietnam. etnam. Actiely loo$ing to set up manufacturing unit in Indonesia or -i
*trong focus on C@& and product deelopment .
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A%!3he the S!7"+ T-* T* launc launche hed d Apa pach chee CTC 41 419 9 cc mode modell in *e *ept ptem embe berr 89 899: 9:,, #i #ith th its its ul ultr traa mode modern rn technology for Indian bi$es has proed to be a big success. The success of T-* Apache is especially significant because it #as deeloped #ith indigenous technology .
T+ T + st+?e M!= R!,#e O, the !- +$t
The company is currently loo$ing for#ard to phase out its t#o stro$e )a% range, #hich is perceied to be less fuel efficient #ith a ne# four stro$e range. The changeoer changeoer is e%pected to ta$e place by the end of ?une 8995.
T+ T + ,e /!$,3hes 3+$/2 +$t TVS +, ! h"#h #+th t!4e3t+ TVS Ce,t! T-* /entra a ne# 499 cc model has recently been launched and the company has set ambitions targets of achieing monthly sales in the range of 4=999689999 bi$es per month. Al Also so,, a ne ne# # up upgr grad aded ed 48 48= = cc T-* T-* -ictor ctor ha hass be been en la laun unch ched ed #hich #hich #ill #ill impr impro oee th thee trajectory of the company company..
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Thee hee/e %+4e3t( %+4e3t( e,te",# ! ,e m!?et T-* )otor has set the stage for entry into the three6#heeler mar$ets #ith the setting up of a ne# plant at !anjangud, near )ysore in arnata$a. <e understand that the company #ould be targeting the sub6one ton passenger and goods carriers segment of the mar$et. <ith an inestment of about Cs =9 crore in phase64, it #ill cater to both passenger and cargo segments. The total inestments for the three #heeler and four6#heeler uardricycle project are e%pected to be in the range of Cs =99 crore in the ne%t t#o6three years. It plans to go #ith petrol ersion of three #heelers and e%pects higher demand to come from B class to#ns. The company e%pects higher margin and lo# competition in three6#heeler business as compared to its t#o6#heeler business. Three #heeler sales hae gro#n at a /AGC of EF oer the last 5 years to 8.81 la$h units 9>, and are e%pected to gro# at the same rate for the ne%t fie years. T-* is e%pected to roll out its first three6#heeler by the end of 9= to garner a >9F mar$et share #ith around 499,999 unit sales by the end of 9:.
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Thee(hee/e Thee(hee /e m!?et s3e,!"+
These are t#o main segments in the Indian passenger three 6#heeler mar$ets are' !umber of seats, including drier, not e%ceeding ; and ma%imum mass not e%ceeding 4 tonne. !umber of seats including drier e%cluding ; but not e%ceeding E ma% mass not e%ceeding 4.= tonnes. The three6#heeler goods carrier segments are' )a%imum mass not e%ceeding 4 tonne thers. Around 5=F of the three6#heeler sold in India belongs to the smaller ehicles category in #hich Bajaj Auto is the major player and has around 59F mar$et share. The other players in the segment are Atul Auto and 0iaggio group, Italy.
*imilarly, in the three6#heeler segment, domestic sales of the goods carrying ariety gre# a #hopping ;1.5=F. This gro#th in 899869> could hae possibly come from t#o factors. fa ctors. 4" The increasing increasing number number of cities #hose #hose corporations corporations hae hae legislated legislated that larger larger goods carrier, li$e truc$s be $ept out for logistics purpose. 8" The increase increase in the number number of offerings offerings in this this category category,, especially especially from compani companies es such as )ahindra @ )ahindra and 0iaggio ehicles pt. 3td.
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There is a ne# challenger challenger emerging emerging in the uardricycl uardricyclee segment. segment. These ne# ehicles ehicles could impact on the entry leel sales. These ne# ehicle could impact on the entry leel sales. uardricycles are three #heelers conerted into four #heelers by using, a column a%le. All the major three6#heeler units hae prepared uardricycles prototypes
Me#e + e,#",e 3+m%+,e,ts D"7"s"+, + L!?shm" A$t+ 3+m%+,e,ts "th TVS M+t+'
T-* motor motor #ould #ould merge merge engine engine compon component ent diisio diision n of 3a$shm 3a$shmii Auto Auto /ompon /omponent ent 3td. 3td. (3A/" and inestments and other assets #ith itself and the d#ap ratio has been fi%ed at once phase of T-* motor for eery seen share held as consideration for the merger. 0resently T-* motor holds 11.=F of euity capital of 3A/, #hich #ould be cancelled. Around 11F of 3A/s sales come from the engine components diision, mode of #hich is currently being sold to T-* motor. 3A/s 3A/s total net sales in HI 9; #ere Cs. 15 crore and made a net profit of Cs. 49.= crore.. The 0lastics and Cubber components diision of 3A/ #ill be transferred to the #holly o#ned subsidiary company, *undaram Auto /omponents 3td. The total consideration on slump J sale based is Cs .
48.8= crore.
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St+,# +3$s +, RD The company has put in place a strong C @ & team consisting ;99 engineers @ is spending about >F of its turnoer on C @ & eery year and has in the process setup a strong #orld class facility for product design and deelopment. &uring 899869>, the company applied for 41 patents @ published published fie technical technical research papers in internationa internationall conference. conference. )odified research projects are carried in association #ith leading international research labs and Indian institutes. C @ & as percentage of sales in e%pected to increase from 4.=F in o8 to >.8F in 9;.
V!/$!t"+, The companys aluations are dependent on fie eents'
/urrent four businesses gro# at the normal industry gro#th rates. !e# product launches achiee their targets and are #ell accepted by the mar$et. Three #heeler forays achiee targeted olume in the desired rates of return on capital employed.
uadricycle foray achiee the desired rate of return on the capital employed.
erall inestment returns
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TVS MOTOR COMPANY
T-* )otor /ompany 3imited, part of the T-* Group, is one of India2s leading t#o6#heeler manufacturers. <ith a turnoer of oer Cs.8E99 crores, the /ompany manufactures a #ide range of motorcycles, scooters, mopeds and scooterettes. s cooterettes. 3ittle #onder, it boasts of more than E million happy customers.
The chapter called t#o #heelers in India beginsK.. The year #as 45:9. And it is a year to remember for the Indian t#o6#heeler industry. or it #as this year that sa# India2s first t#o6seater moped, T-* =9, rolling out on the Indian roads. or some it #as freedom to moe. or some, shorter distances to span. or the Indian Automobile sector, a brea$through to be etched in history.
<ith the joint enture #ith *u+u$i )otor /orporation in 45:>, T-*6*u+u$i became the first Indian company to introduce 499 cc Indo6?apanese motorcycles in *eptember 45:;. Through an amicable agreement the t#o companies parted #ays in *eptember 8994.
U,m!t3he2 Pe+m!,3e Today T-* )otor /ompany has the largest mar$et share in the moped category #ith a #hopping 1=.>F and is also the undisputed leader in the scooterette segment #ith >;.>F share. It also holds 4:.>F mar$et share in motorcycles. Graph
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W"2e Net+? <ith a strong sales and serice net#or$ of =99 Authori+ed &ealerships, 494: Authori+ed *erice /enters and oer :1; /ertified *erice 0oints, T-* is gro#ing from strength to strength.
W+/2 C/!ss F!3"/"t"es The company manufactures its motorcycles, scooterettes and mopeds at its state6of6the6art factories in )ysore and Hosur.
P+2$3t R!,#e T-* offers a #ide range of t#o6#heelers 6 )otorcycles 6 T-* /entra L T-* -ictor -ictor L T-* iero 8L T-* )a% 499L T-* )a% 499 C 6 *cooterettes 6 T-* *cooty 0epL T-* *cooty 8* 6 )opeds 6 T-* D3 *uperL T-* D3 *uper H&
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VISION TVS M+t+ 6 &rien by the customer
T-* )otor #ill be responsie to customer reuirements consonant #ith its core competence and profitability. T-* )otor #ill proide total customer satisfaction by giing the customer the right product, at the right price, at the right time.
TVS M+t+ 6 The Industry 3eader
T-* )otor #ill be one among the top t#o t#o6#heeler manufacturers in India and one among the top fie t#o6#heeler manufacturers in Asia. TVS M+t+ 6 Global oerie#
T-* )otor #ill hae profitable operations oerseas especially in Asian mar$ets, capitali+ing on the e%pertise deeloped in the areas of manufacturing, technology and mar$eting. The thrust #ill be to achiee a significant share for international business in the total turnoer.
TVS M+t+ ( At the cutting cutting edge
T-* )otor #ill hone and sustain its cutting edge of technology by constant benchmar$ing against international leaders.
TVS M+t+ 6 /ommitted to Total uality
T-* )otor is committed to achieing a self6reie#ing organi+ation in perpetuity by adopting T) as a #ay of life. T-* )otor beliees in the importance of the process. 0eople and projects #ill be ealuated both by their end results and the process adopted.
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TVS M+t+ 6 The Human actor
T-* )otor beliees that people ma$e an organi+ation and that its #ell6being is dependent on the commitment and gro#th of its people. There #ill be a sustained effort through systematic train trainin ing g an and d plan planni ning ng ca caree reerr gr gro# o#th th to de dee elo lop p empl employ oyees ees22 ta tale lent ntss an and d en enha hanc ncee jo job b satis sat isfac facti tion on.. T-* T-* )oto )otorr #i #ill ll cr creat eatee an en enab abli ling ng ambi ambien ence ce #her #heree th thee ma%im ma%imum um self6 self6 actuali+ation of eery employee is achieed. T-* )otor #ill support and encourage the process of self6rene#al in all its employees and nurture their sense of self #orth.
TVS M+t+ 6 Cesponsible /orporate /iti+en
T-* )otor firmly beliees in the integration of *afety, Health and nironmental aspects #ith all business actiities and ensures protection of employees and enironment including deelopment of surrounding communities. T-* )otor stries for long6term relationships of mutual trust and inter6 dependence #ith its customers, employees, dealers and suppliers.
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MILESTONES Launched Centra in January 2004, a TECHNOLOGY TECHNOLOGY Uncompromi Uncompromisin sin !ua"ity,
TECHNOLOGY T-* )otor /ompany2s C@& diision has an imposing pool of talent and one of the most contemporary labs, capable of deeloping innoatie designs. /ommitted to achieing total customer satisfaction through Total Total uality /ontrol (T/", the /ompany continuously stries to gie the customer, the best alue for money. money.
ECO(FRIENDLY
T-* is committed to protecting the enironment. The company2s manufacturing facilities at )ysore @ Hosur hae state6of6the6art facilities @ air pollution control measures. en the suppliers are encouraged to ensure that their products meet eco6friendly norms.
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ALWAYS FIRST
6 3aunched T-* =9, India2s first 86seater, =9cc moped in Aug 45:9. 6 irst Indian /ompany to introduce 499cc Indo6?apanese motorcycles in *ept 45:;. 3aunched India2s first indienous #cooterette, #cooterette, T-* *cooty in ?une 455;. 6 Introduced India2s first catalytic conerter enabled motorcycle, the 449cc *hogun in &ec 4551. 6 3aunched India2s first =6speed motorcycle, the *haolin in ct 455E. 6 3aunched India2s first high performance moped 6 the D3 *uper, #ith a E9 cc engine in !o 455E. 6 3aunched -ictor in August 8994, a #orld6class ;6stro$e 449 cc motorcycle.
<orld6class <o rld6class ;6stro$e 499 cc motorcycle #ith -T6i ngines for best6in6class mileage.
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AWARDS $emin $emin %&a %&ard rd
T-* )otor is the third Indian company to #in the &eming 0ri+e. nly t#o other T-* companies hae managed this before.
It2s been a long time since the 7nion of ?apanese *cientists and ngineers instituted the &eming 0ri+e. But ery, ery fe# organi+ations outside ?apan hae had the honor of receiing it. In fact, the TVS M+t+ C+m%!,- "s the +/2s "st m+t+3-3/e 3+m%!,- t+ 6e !!2e2 the %"9e.
S$,2!!m(C/!-t+, -t+, Lt2. (Bra$es &iision" and As for the T-* Group, it2s a third. S$,2!!m(C/! S$,2!!m B!?e L",",#s Lt2. hae already #on it. The &eming 0ri+e is the ultimate
confirmation of our commitment to uality control. A co confirmation nfirmation $no#n to eery T-* rider across the country. country.
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TVS M+t+ C+m%!,- $,7e"/s TVS Ce,t! "th VT(" E,#",es
Creates History in the Techno"oy 'rontier o( the %utomo)i"e *ndustry in *ndia T+# Centra Centra crosses an astoundin 20,000 sa"es mar in 40 days
Hosur, )arch 1, 899;' T-* )otor /ompany today announced that the sales of T-* /entra, po#ered by the indigenously deeloped -ariable -ariable Timing Intelligent (-T6 (-T6i" i" engine technology crossed 89,999 units in just ;9 days since its launch in mid ?anuary 899;, the best eer cloc$ed by any ne# product from the T-* )otor /ompany stable. This achieement is e%pected to spiral the oerall gro#th of T-* )otorcycles sales in the coming months. The impressie sales figures reflect the customer2s faith in the technological capability of T-* )otor /ompany to fully lie up to its promise of deliering a #orld6class product at an affordable price. &ue to e%cellent customer feedbac$ across the country, T-* dealers are being pressuri+ed #ith enuiries on the ne# 499 // ; *tro$e /entra and its reolutionary -T6i engine technology. Haing caught the public2s imagination, T-* /entra has fully lied up to its promise of a 2ill it nce a )onth Bi$e2 #here a full tan$ of petrol lasts for a month based on the aerage use of motorcycle customers.
A panel of leading leading auto e%perts in India, after haing tested T-* /entra, hae endorsed the fact that it #as the 2best in its class2 and also commended T-* )otor /ompany on its technology pro#ess and innoation. T-* /entra is po#ered by -T6i -T6i engines #hich are designed to delier superb performance on fuel efficiency and torue deliery based on three fundamental actions namely ariable igni igniti tion on timin timing g an and d su supe perio riorr co comb mbus usti tion on of fu fuel el,, fric fricti tion on re redu duct ctio ion n an and d fu fuel el #ast #astag agee reduction.
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Added to its technological edge are features that include attractie price, fuel efficiency, lo# mainte mai ntenan nance, ce, contem contempor porary ary style, style, ride ride comfor comfortt and bac$ed bac$ed by T-* )otor )otor /ompan /ompany2 y2ss reliability, ma$ing it truly the preferred t#o6#heeler in its class. /henna /he nnai, i, ?anuar ?anuary y =, 899;' 899;' India2s India2s leading leading t#o #heeler #heeler major, major, T-* T-* )otor )otor /ompan /ompany2s y2s commitment to produce the best technology in its products for its customers has led to the launch of T-* /entra #ith -ariable -ariable Timing intelligent engines (-T6i", (-T6 i", a 499 // ; *tro$e motorcycle targeted at the 0opular *egment.
This reolutionary ne# -T6i engine technology, deeloped indigenously by T-* )otor /ompany, inbuilt into T-* /entra #ill ma$e it the most fuel6efficient motorcycle in the /ountry. It #ill be rightfully called as the 2ill it nce a )onth Bi$e2 #here a full tan$ of petrol #ill last for a month based on the aerage use of motorcycle motorcycle customers.
The -T6i ngines by T-* )otor /ompany #ill go do#n in the history of the Automobile Industry in India as one of the most innoatie technology deeloped indigenously. indigenously. The -T6i -T6i engines are designed to delier superb performance on fuel efficiency and torue deliery based on three fundamental actions namely ariable ignition timing and superior combustion of fuel, friction reduction and fuel #astage reduction. This action facilitates deceleration fuel cut off, faster #arm up of the ngine and has four cure ignition mapping
3i$e all T-* )otor /ompany /ompany products, products, T-* /entra too has been engineered engineered and designed designed $eeping in mind e%tensie customer feedbac$ and changing customer needs. T-* /entra #ill be the first motorcycle in India that #ill bundle price, mileage, maintenance, style, reliability, po#er, ruggedness ruggedness and ride comfort ma$ing it truly a alue for money personal transportation t#o6#heeler. Those #ho #ant all these performance attributes in a commuter motorcycle at a great priceM nothing #ill beat the T-* /entra for all the adantages it offers.
T-* /entra is built around to gie a mileage that #ill offer atleast 49 per cent more than any other motorcycle in the country, country, today. today. It #ill be po#ered by E.= Bra$e Horse 0o#er (Bhp" at E8=9 C0) ma$ing it the most po#erful motorcycle in its class. T-* /entra #ill also be $no#n for its nimble handling and riding comfort enabling easy maneuering een in busy city traffic. Its contemporary style #ith big muscular tan$ and #ell6rounded loo$s #ith a hori+ontal engine and superior ergonomics #ill mar$ a ne# standard in the popular segment
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of t#o #heelers. It #ill come #ith conometer to $eep a chec$ on the mileage L po#er ratio, #ide and s$id free seat and 7tility space .
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TVS M+t+ C+m%!,C+m%!,- %+sts &&50; t+ t+ hee/e s!/es s!/es ", A%"/ 50&& E=%+ts $% 6- )) Hosur April 4, 8944 ' T-* )otor /ompany has registered total t#o #heeler sales of 454,89: units in April 8944 8944 against 4;5,45; units in the corresponding period of the preious year.
This year, both the important festials of &ussera and &eepaali #ere celebrated in ctober and conseuently, placement of stoc$s #ith the dealers for the festial season #as effected in *eptember. Cestricted aailability of retail finance, high liuidity and general inflationary trends #itnessed by the mar$et also affected sales. Ho#eer, the cumulatie sales of *eptember 8949 and ctober 8949, sho# a gro#th of ;F #hen compared to the same period of the preious year.
The company2s motorcycle sales stood at =5,84E units in comparison #ith 1E,E=8 units recorded in ctober 899E. *cooters recorded 8>,;:E units as against 8:,445 8:,445 units during the same period of the preious year .
&uring the month, the company #on t#o prestigious IT A#ards, namely the *A0 A/ 899: a#ard and the 899: *ymantec *outh Asia -isionary A#ard. <hile the company #on the *A0 A/ A#ard for digiti+ation of ne# product deelopment process in *A0 by implementing 03) (0roduct 3ifecycle )anagement", the *ymantec *outh Asia -isionary A#ard ard #as #as co conf nferr erred ed fo forr th thee #ay #ay th thee co comp mpan any y secur secured ed an and d mana manage ged d syste systems ms an and d information.
%ports continued its up#ard gro#th trend, posting an increase of >9FM registering 4E,94> units of t#o #heelers in April 8944 as against 4>,9;8 units in the corresponding period of the preious year.
!%
TVS M+t+ e7e,$es e7e,$es #+ !t 8&.& ", >) e=%+ts $% 85 /hennai, ?anuary 4, 8944' T-* )otor /ompany today reported a =4.4 F increase increa se in reenues, registering Cs. 41;E crores for the uarter ended &ecem &ecember ber 8949 of the financial year 8995649, #hen compared to Cs. 49:5 crores in the corresponding uarter of the preious year. &espite the challenging enironment caused by increasing input material material costs, general inflationary trends and lac$ of aailability of retail finance, the company has posted 0rofit before Ta% Ta% of Cs. 4>.5 4>.5 crores and 0rofit after Ta% Ta% of Cs. 49.; crores #hen compared to Cs. 41.5 crores and Cs. 44.5 crores in the corresponding period of the preious year. The last year2s &ecember uarter had the benefit of Cs. 49.8 crore (net" on account of e%ceptional items. 0rofit before e%ceptional items for the uarter is higher at Cs. 4>.5 crore in comparison #ith Cs. 1.E crores of the corresponding uarter of last year.
The company has recorded gro#th in sales despite aderse retail financing. )otorcycles #itnessed higher sales at 4.:4 la$h during the uarter compared to 4.;; la$h units oer the preious period. *cooters cloc$ed sales of 9.EE la$h in comparison comparison to 9.E1 la$h units during the corresponding uarter of the preious year.
&uring the uarter, the company crossed yet another milestone #hen it reached t#o million units of T-* *cooty in ?uly 899:. Indian Tennis star, *ania )ir+a became the ne# Brand Ambassador for the *cooty brand. The company chose to associate #ith *ania as brand ambassador since she emanates the brand ualities of independence, progress and accomplishment.
&uring the uarter, the company further broadened the hori+ons of its T-* *cooty brand #ith the launch of Balancing <heels, a uniue and innoatie product engineered specifically for the T-* *cooty, *cooty, addressing a neer6before segment, s egment, #ho do not $no# ho# to ride, een a bicycle.
In ?une 899:, the company uneiled its feature rich ric h T-* Apache Apache CTC I offering riders the instant thrill and superior performance of a fuel injected 419cc engine. The second uarter also #itnessed the commemoration of the first firs t anniersary of the Apache CTC brand #hile the company crossed yet another landmar$ deliering the 8,=9,999thApache.
!&
E=%+ts
%ports continued the up#ard gro#th path registering a total number of 9.:1 la$h units during the uarter ended *eptember 8949, recording a gro#th of =8F oer the same period last year. The company has e%panded its footprint to more than =; countries across the globe.
F$t$e O$t/++?
The global financial crisis, the conseuent serious liuidity issues and higher financing costs are li$ely to impact the gro#th prospects of the t#o6#heeler industry. Cetail finance has become een more difficult. The tight tight liuidity #ill affect the ability of dealers to stoc$ t#o6 #heelers. The drop in the commodity prices, ho#eer, is a #elcome brea$. The company #ill continue the igorous implementation of its improed alue6engineering program to reduce costs. The company continues continues to maintain the highest uality standards of all its products.
SUB DIVISION OF SHARES
In order to improe the shareholder alue and to facilitate greater liuidity in its euity shares, T-* )otor /ompany recently subdiided the face alue of its shares to Ce. 4L6 each. arlier the face alue of the shares #as Cs. 49L6
!'
MERGER OF LAKSHMI AUTO COMPONENTS WITH TVS MOTOR COMPANY The *hareholders of T-* )otor /ompany and 3a$shmi Auto /omponents (3A/" hae on 45th 45t h ?anuar ?anuary y 899; 899; appro approed ed the merger merger of ngin nginee &iisio &iision n of 3A/ #ith T-* )otor )otor /omp /o mpan any y and and tran transf sfer er of Cubb Cubber er an and d 0las 0lasti tics cs di dii isi sion on of 3A/ 3A/ to *und *undar aram am Aut uto o /omponents 3imited, a #holly o#ned subsidiary of T-* )otor /ompany. The company e%pects to obtain the approal of High /ourt of Tamil !adu and complete other statutory form formali aliti ties es in th thee ne ne%t %t fe# fe# mont months hs.. This This merg merger er is e% e%pe pect cted ed to impr impro oee th thee o oer eral alll profitability of T-* )otor /ompany /ompany..
!(
PRODUCT PROFILE
TVS APACHE @RTR
The recently launched T-* Apache CTC I 419 has added an another stunner on the roads. *tylish alloys, uniue grab rails, classy silencer, larger @ sharp lined fuel tan$, all these elements combine perfectly to gie T-* Apache CTC CTC 419 a sporty eye6catching loo$s. The Apache CTC 419 has been upgraded #ith electronic fuel injection (I" and becomes Apache CTC 419 i. The I technology has enabled T-* to boost pea$ po#er of this bi$e. T-* has priced the ne# model at Cs. 1=999.
TVS SCOOTY PEP First Love
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A slee slee$ $ duo6to duo6tone ne body body. Body Body colore colored d coordi coordinat nated ed mirror mirrors. s. A smiley smiley headla headlamp mp.. <in$y <in$y indicators. 3oo$s een better #ith you on it.
-O.E/
E=cc ;stro$e engine to pep up your ride. A bigger, more comfortable seat for t#o and strong hydraulic shoc$ absorbers for a smoother ride .
T/H!3G
A uniue po#erLeconomy mode for e%tra mileage. An auto resere fuel tap. !o more turning $nob from main to resere. Auto cho$es for instant starts. ery time.
*AT
0uncture Cesistant Tyres that come #ith a special sealant inside, minimi+ing chances of a flat. A side stand alarm that beeps if you forget to ta$e off the stand. )ulti focal reflector headlamp and side reflectors for enhanced isibility. !o# all you need is an eually fun$y helmet and youN re all set to pep.
"1
INTRODUCTION OF THE PROJECT *omeone has rightly said that practical $no#ledge is far better than classroom teaching. &uring this project I fully reali+ed this and I came to $no# about ho# a consumer chooses among a aried range of products aailable to him.
The subject of my study is mar$et surey of customer customer buying behaior behaior in bi$es ta$ing T-* for comparison, #hich has slo#ly but steadily eoled, from a beginner to a corporate giant earning laurels and $udos throughout.
The report contains first of all brief introduction about the company. inally there comes data presentation and analysis in the end of my report. I also als o put for#ard some of my suggestion hoping that they help T-* )otor /ompany moe a step for#ard to being the ery best.
SCOPE OF THE STUDY "!
"!
The scope of the study is to study the customer buying behaior of the respondents in !e# &elhi and attain the a#areness leel of the customers. The scope is that the serices of the dealer,, adertising dealer adertising media as #ell as celebrity has made an effect on the customer customer or not and ho# much. This study also allo#s $no#ing the future prospects of the company and #here it is at present in the mar$et.
""
CHAPTER(5
OBJECTIVES OF THE STUDY
"#
OBJECTIVE OF THE STUDY
The objectie of the study is to analy+e the customer buying behaior of the respondents in motorbi$es of different brands .
To study the future prospects of T-* motorbi$es.
To proide a fair picture of technology used by T-* motors.
To study the sales trends of ts motors.
To analy+e the uality of after sales serices being proided by ts motors.
"$
CHAPTER()
RESEARCH METHODOLOGY
SAMPLE
SIE
SAMPLE
LOCATION
"%
SAMPLE SIE AND LOCATION
The data has been e%tracted mainly from uestionnaires filled up by respondents from Bhilai and Caipur. Cest of the information has been collected through internet sureys and social net#or$ing communities on #ebsites.
The uestionnaire #as filled up by =9 respondents scattered at different places and many more respondents proided aluable information through the internet.
The aforementioned uestionnaire has been attached at the end of the project.
"&
CHAPTER( *
DATA DAT A ANAL ANALYSIS AND INTERPRETATION
"'
RESEARCH AND DATA TYPES The purpose of methodology section in the report ma$ing is to describe the research process that is follo#ed #hile doing the main part. The research design plays a piotal role in the uality and content of the data in ma$ing of any project report. The type of research design chosen is seen to hae a bearing on all the aspects of report #riting.
Cesearch &esign' &escriptie Cesearch design The research design underta$en for the study #as &escriptie one. The reason for using a descriptie research method #as to obtain ualitatie data and also since the nature of study is as such that it reuired the e%ploration of arious aspects #ithin and outside the company. In orde orderr to ca carry rry ou outt a #ell #ell resea research rched ed an analy alysis sis ef effo fort rtss #ere #ere ta ta$e $en n to co coll llec ectt en enou ough gh information from the respondents. or this purpose arious primary and secondary sources #ere used. This #ould ho#eer include the research design, the sampling procedure, and the data collection method. This section is perhaps difficult to #rite as it #ould also inole some technical terms and may be much of the audience #ill not be able to understand the terminology used. The methodology follo#ed by the researcher, during the preparation of the report #as'
*ource of &ata /ollection a #ECO #ECON$ N$/ /Y $%T $%T% ) -/*1 -/*1%/ %/Y Y $% $%T%
SECONDRY DATA 6 <hen an inestigator uses the data that has been already collected by
others oth ers is called called seconda secondary ry data. data. The The second secondary ary data data could could be collec collected ted from from ?ourna ?ournals, ls, Ceport Cep orts, s, and arious arious public publicati ations ons.. The The adant adantage agess of the secondary secondary data data can be JIt is economical, both in terms of money and time spent .The researcher of the report also did the same and collected secondary data from arious internet sites li$e Google.com, altaista.com
"(
and many more. The researcher of the report also isited arious libraries for collection of the introduction part.
PRIMARY DATA 6 0rimary data is that $ind of data that is collected by the inestigator
himself for the purpose of the specific study. The data such collected is original in character. The adantage of this method of collection is the authentic. A *et f uestions <ere 0ut Together In The orm f uestionnaire <ith 4> uestions. The method of sampling #as the Candom.
INSTRUMENTS + D!t! C+//e3t"+, The instruments used for collection of data #ere mainly uestionnaires, internet sureys and personal isits to the respondents.
T++/s T+ +/s Use2 + A,!/-s"s •
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CHAPTER(8
FINDING DISCUSSIONS
#1
ANALYSIS ANALY SIS OF CUSTOMER BUYING BEHAV BEHAVIOUR IOUR BHILAI
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764
INTERP INT ERPRETATION RETATION
In this uestion particular uestion it is found that 5>F of respondents are haing motorbi$e and EF are either haing scooter or moped. n the basis of the aboe pie6chart it is clear that more people o#n bi$e.
#"
768
INTERPRETATION
The aboe bar6graph sho#s the brand a#areness of bi$es among the respondents. In the aboe bar6graph bar6graph it is clear that HC H!&A is the most popular popular brand in Bhilai Bhilai #hereas BA?A? and A)AHA follo# 8 nd and >rd place. T-* comes at ; th place ta$ing lead from 3)3, I!TI/ and !I3& B733T. B733T.
##
76>
INTERPRETATION
The aboe Bar6Graph sho#s that in Bhilai area HC H!&A has scored the ma%imum number of points #ith BA?A? and T-* on 8nd and >rd spot. T-* has scored 5 points out of the sample si+e of hundred and has ta$en lead from 3)3, I!TI/ and !I3& B733T.
#$
76; <hich factors do you consider #hile purchasing a Bi$eO
WHICH FACTORS DO YOU CONSIDER WHILE PURCHASING A BIKE St!t"t"3
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6+A+4+
INTERPRETATION
rom the aboe mentioned tables and graphs #e can see that parameters li$e mileage, po#er and style holds an upper edge oer the other parameters #hich affect the purchase decision of bi$e. Thus customers are more li$ely to see the mileage aspect before actually buying a product.
$"
76=
INTERPRETATION
rom the aboe graph it is clear that A)I3 plays a major role in the purchase of bi$e and the reference and suggestions of CI!&* come at the second place. <hereas )&IA factor comes at third place #ith &A3C ma$ing no promising affect on the purchase of bi$e.
$#
761
INTERPRETATION
As sho#n in the aboe 0I /HACT, /HACT, the percentage of respondents #ho hae isited the T-* *H<C) is more than those respondents #ho hae not isited the T-* *H<C). Thus the interest of customers in T-* product can relate to 18F among 499 respondents.
$$
76E
INTERPRETATION
As sho#n in the aboe graph there are four A/TC*, #hich sho# the e%perience of the respondents after isiting the T-* sho#room. It is clear that most of the respondents had G& e%perience #ith 88 respondents haing aerage e%perience. nly : respondents are haing a bad e%perience, #hich sho#s the uality of the T-* sho#room.
%$
76:
INTERPRETATION
As sho#n in the aboe 0I6/HACT :5F of the respondents are not interested in T-* products and 44F of them are not satisfied #ith T-* bi$es. This #as an open ended uestion therefore most of the ans#ers #ere in account to the satisfaction leel and interest in the T-* BI*.
$&
765A
INTERPRETATION
As gien in the 0I /HACT aboe 54F of the respondents $no# about T-* motorbi$e and only 5F of the respondents are una#are about the T-* motorbi$e. This uestion is based on the a#areness as #ell as past usage of the T-* motorbi$e .
$'
765B
INTERPRETATION
As sho#n in the aboe BAC GCA0H it is clear that T-*6-I/TC is the most popular bi$e in Bhilai as 499 respondents are a#are of T-*6-I/TC. *econd most popular bi$e is T-*6 IC 68, #hich is $no#n by >=F of the respondents and has ta$en lead from T-*6 /!TCA B :F #hich is on the > rd spot. T-*6)AD6C is on the ;th place #ith 81F share and has ta$en lead from T-*6IC6D by 4EF.
$(
.
765/
INTERPRETATION
In the 0I /HACT gien aboe it is clear that out of 499 respondents 1:F of them hae isited the T-* &A3C*HI0 and only >:F hae not isited the T-* &A3C*HI0. By the chart gien aboe it ma$es clear that the T-* &A3C*HI0 has attracted more number of respondents
%)
7649
INTERPRETATION
As sho#n in the BAC6GCA0H it is clear that 84F of the respondents are not satisfied #ith the serice facilities and 89F are satisfied #ith the serice facilities #hich comes to eual ratio.49F of the respondents li$ed the staff and ;F are not satisfied #ith the staff. Interesting part is that EF of the respondents #anted more space at the T-*6&A3C*HI0 T-*6&A3C*HI0..
%1
7644
INTERPRETATION
In the the gie gien n 0I 0I /HAC /HACT T 11 11F F of th thee respo respond nden ents ts ha hae e no af affe fect ct #i #ith th th thee celeb celebrit rity y endorsement during the purchase of the bi$e. <hereas >;F of the respondents agreed that celebrity endorsement do ma$e an effect on the purchase decision of the bi$e.
%!
7648
INTERPRETATION
As sho#n in the BAC &IAGCA) it is clear that HC H!&A is the most popular bi$e in Bhilai #ith BA?A? ta$ing the 8 nd place #ith >8F. T-* is the > rd most popular bi$e in Bhilai ta$ing lead from A)AHA, B733T, 3)3 and I!TI/ .
%"
764>
INTERPRETATION
In the BAC6/HACT it is clear that #ith no price consideration HC Honda #ill be the first choice follo#ing #ith BA?A? and !I3& B733T as 8 nd and >rd choice. choice. <hereas T-* #ill be the ;th choice #hich is ta$ing lead oer A A)AHA, 3)3 and I!TI/ as = th, 1th and Eth choice.
%#
CHAPTER(:
LIMITATION
%$
LIMITATIONS
This report incorporates sincere efforts to submit the best possible dossier on the topic assigned because no study can be perfect. There are bound to be limitations that I faced and #ithin #hich I had to #or$.
The data used in most part of the report is secondary data, it has inherent discrepancy.
As T-* is still not a household brand name, some of the respondents #ere not completely a#are of its products and trac$ record.
%%
CHAPTER :
SUGGESTION
%&
SUGGESTION
In the analysis the respondents hae sho#n that they consider T-* motor company after HC H!&A and BA?A? and this is a major concern for the company. T-* motor co comp mpan any y ha hass to ma$e ma$e some some arran arrange geme ment ntss to in incr creas easee th thee a#are a#arene ness ss le lee ell amon among g th thee prospects through media. The compan company y should should also emphasi+e emphasi+e on other other bi$ bi$es es e%clud e%cluding ing T-* -I/T -I/TC C and T-* /!TCA /!T CA because because some of the bi$es in T-* li$e Apache Apache CTC are more popular than these bi$es in the sureyed area. In Bhilai the respondents #ho hae isited the dealership are not satisfied #ith the serice facilities #hich can be improed by regular isit of the serice managers as #ell as proiding regular training to the staff as #ell as the o#ner. The dealership in Bhilai also lac$s in space, #hich is a major concern because the first impression on the mind of the customer is about the #indo# display, #hich can be improed #ith the help of the professionals. The buying behaior behaior of the customers customers in Bhilai is not focused on the celebrity celebrity endorsement endorsement but they #ant a product #hich should should contain all the factors and at an affordable price. The customers in Bhilai #ant more number of dealers in their area so as to hae more options in isiting the dealership. ery dealership should hae the same serices and e%cellent #indo# display so as to attract more customers. As in the demographic phase of the respondents the younger generation #ants to hae a bi$e #ith lot of po#er and style #hich T-* should come #ithin future .As T-* has launched its ne# bi$e -I/TC G3D in the mar$et. T-* should improe its channel management and should inest in the brand image in the mar$et.
%'
CHAPTER 1
SUMMARY AND CONC CONCLUSIONS LUSIONS
%(
SUMMARY
er since man eoled into social animal he felt the need for “Transportation”. As he formed a ciili+ation he felt the need for “ Better Transportation” . Today Today on the threshold of e%ploring the unierse he feels the need of “Best Transportation”.
Tr Truly uly the modern modern #orld #orld relies relies on transp transport ortati ation on #hich #hich can be air#ay air#ays, s, road#a road#ays ys,, rail#ays and on #ater. Bicycle #as the most important part of road transportation in early days and as the scenario changed changed bicycle #as transformed transformed into a fast, stylish and trendy mode of transport $no#n as Motorcc!e no#adays $no#n as Motor"i#e.
ach human being that is liing in this social #orld $no#s the importance of bi$es because it seres the purpose in any $ind of situation and in any part of this #orld.
The topic of the project is $%sto&er B%in' Be(avior ta#in' T)* +or co&parison. T-* motor company is one of the leading bi$e manufacturers in India. The analysis of the project #as based on customers point of ie#. or the study, study, both pri&ar ,ata and secon,ar ,ata ,ata #ere reuired. The primary data #as collected
based on a surey research, using a structured uestionnaire #ith both open ended and closed6ended uestions.
The sampling procedure used #as random sampling for the 4 st objectie i.e. to understand consumer needs on motorbi$es. or the 8 nd objectie i.e. to understand the a#areness leels of T-* I #ent to the prospects and met the respondents to fill the uestionnaire. The mode of surey #as of personal interie#, #here the respondents filled up the uestionnaires. The secondary data #as collected from business ne#spapers, maga+ines, /ompany brochures, journals and the Internet. The major conclusion from this study #as st
that T-* has to improe improe itself to gain the 4 position in the mar$et as it is doing doing #ell to maintain its >rd position in the mar$et.
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In terms of competition competition T-* has nec$6to6nec$ nec$6to6nec$ competition competition #ith Hero Honda Honda and Bajaj. T-* has a lot of #or$ to do if it has to ta$e lead and remain the leading manufacturer in India.
CONCLUSION
The facts and figures sho#n in the analysis is correct and the surey has been done in a good faith and responsibility
As HC H!&A, BA?A? and A)AHA hae ta$en the 4 st, 8nd and >rd position. Thus T-* motor co. has to ma$e some more efforts to increase the a#areness among the people in the conte%t of bi$es.
The respondents hae been as$ed about the most effectie slogan in different brands of bi$es in #hich again H!&A and BA?A? hae ta$en the lead. T-* motor co. has emphasi+ed only on -I/TC and not on other bi$es, thus people only $no# about -I/TC and not other bi$es. 0rint media and different types of media should be used to ma$e people $no# about the slogan.
The respondents in the factors, #hich they consider #hile purchasing a bi$e, hae done the ran$ing. )I3AG is the first factor follo#ing #ith 0<C and *T3 *T3 and also #ith an adaptable 0CI/. The company has to ma$e efforts for ma$ing a
product that should hae all these three factors #ith considerable price. The most influencing factor in purchasing decision of the bi$e is A)I3 and after that CI!&* #hich is not at all lin$ed #ith
the company inestment. The company generally inests in &ealer promotion and )edia, #hich is not appropriate as analy+ed in this uestion. A#areness leel through )edia and dealer should be increased.
<hen as$ed about the e%perience at the T-* dealership most of the respondents had a good and aerage e%perience #ith a small number haing bad e%perience. e%perience. The small nu numb mber er of ba bad d e% e%pe perie rienc ncee can be a aoi oide ded d by gi gii ing ng #arm #arm #elc #elcom omee an and d go good od behaior by the staff.
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The respondents #ho hae not isited the T-* dealership are either not interested in T-* bi$es or they are not satisfied #ith T-* products. In this matter the dealer should increase the road sho&s as sho&s as #ell as arrange regular customers meetin #hich #hich #ill create interests in other prospects.
)ost of the respondents had $no#ledge about the T-* bi$es, #hich is a good sign for the T-* motor company. company.
In T-* motor company -I/TC is the most popular bi$e and ery interestingly #ithout any media interaction IC 8 has ta$en the 8 nd spot #ith /!TCA on the >rd spot #hich has ta$en a lead #ith only one place from )AD6C .It is recommended that IC 8 should be gien eual sales promotion than /!TCA because of its popularity has come through people people net#or$ and not through chann channel el media.
The respondents hae li$ed the serice facility and the staff but the important factor is the lac$ of space. The dealership in Bhilai has to improe the staff as #ell as the after sales serices and the customer relations.
/elebrity /eleb rity endorsement endorsement does not affect most of the respondents respondents #hereas only >;F of the respondents hae an affect oer the purchasing decision of bi$e. /ompany should gie more importance to the product so as to gie the best in uality to the customer.
In conte%t to popularity T-* ran$s >rd according to this sample si+e and thus the company should introduce ne# products as #ell as reposition its product according to the demand in the mar$et. th
In the case of no price consideration T-* ran$s ; and according to surey analysis the respondent #ants to purchase his dream bi$e #hich T-* /ompany has to ma$e in comparison #ith HC H!&A, BA?A? and !I3& B733T.
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BIBLIOGRAPHY
<B *IT
•
Google.com,###.tsmotor.com
TDT B*
•
)ar$eting Cesearch, Test Test and cases, Cichard &. Ir#in, 3inois
•
/.C othari, Cesearch )ethodology
!<* 0A 0A0C
•
Times Auto
•
The conomic Times
)AGAPI!*
•
Auto *ports
•
Business utloo$
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