Ford Motor Company

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Project Report Of Sales Management

Company name: Ford Motors Group: Nayab Gull Khan Rashid Ali Mohsin Raza Semester: 6TH Submitted to: Sir Faris Ijaz MBSE-11-03 MBSE-11-27 MBSE-11-15

Department of Business Administration Bahauddin Zakariya University Sahiwal Campus

Introduction of ford Motor Company Ford Motor Company is an American automaker and the world's fifth largest automaker based on worldwide vehicle sales. Based in Dearborn, Michigan, a suburb of Detroit, the automaker was founded by Henry Ford, and incorporated on June 16, 1903. Ford Motor Company would go on to become one of the largest and most profitable companies in the world, as well as being one of the few to survive the Great Depression. The largest family-controlled company in the world, the Ford Motor Company has been in continuous family control for over 110 years. Ford now encompasses two brands: Ford and Lincoln. Ford once owned 5 other luxury brands; they were Volvo, Land Rover, Jaguar, Aston Martin and Mercury. But over time those brands were sold to other companies and Mercury was discontinued. The Ford Motor Company is an American multinational automaker headquartered in Dearborn, Michigan. The company sells automobiles and commercial vehicles under the Ford brand and luxury cars under the Lincoln brand. In the past it has also produced heavy trucks, tractors and automotive components. Ford owns small stakes in Mazda of Japan and Aston Martin of the United Kingdom. Henry Ford was 39 years old when he founded the Ford Motor Company, which would go on to become one of the world's largest and most profitable companies, as well as being one to survive the Great Depression. The Ford Motor Company has been in continuous family control for over 100 years. Ford introducing the first moving assembly line in 1913. In 1908 Ford introduced the first engine with a removable cylinder head, in the Model T. In 1930, Ford introduced the Model A, the first car with safety glass in the windshield. Ford launched the first low priced V8 engine powered car in 1932. Ford offered the Lifeguard safety package from 1956, which included such innovations as a standard deep-dish steering wheel, optional front and for the first time in a car, rear seatbelts, and an optional padded dash. Ford introduced child-proof door locks into its products in 1957, and in the same year offered the first retractable hardtop on a mass-produced six-seater car. The Ford Mustang was introduced in 1964. In 1965 Ford introduced the seat belt reminder light. With the 1980s, Ford introduced several highly successful vehicles around the world. During the 1980s, Ford began using the advertising slogan, "Have you driven a Ford, lately?" .

Company Profile
Name Ford Motor company



Go further

Established in


Geographical Location

1 American Rd, Dearborn, MI 48126, United States +1 800-392-3673


Automobile Manufacturer

Number of Employees

30000 Employees approximately

Mode of Business

Business to Business & Business to consumer

Business Based


Major Buyer World ranking

Consumers of Cars(B2B&B2C) 5rd

Mission and Vission

Product line of Ford Motor Company
Product of any company will be its manufactured item or the any type of services a company is giving to the target customer it will be products that are use further in any business and product that are use directly to the consumer. Ford is focusing on the both product in vehicle for the consumer. So ford is having product line such as :      Cars Crossovers & SUVs Trucks Commercial Trucks Hybrid & EVs

They further go in the choice of vehicle for their customer to fulfill the requirement of the customer and also for the satisfaction of the need to drive the own choice technology car. These are following:     Ecoboost Hybrid Plug-in-Hybrid All-Electric

Ecoboost    Turbo charging and direct injection delivers the performance of a larger engine while offering impressive fuel economy. Through turbo charging and direct injection, smaller engines can produce more power and maintain efficiency. The combination delivers great low-end torque responsiveness to provide power plus fuel economy.

Hybrid( gas engine ,battery driven electric motor)    Vehicle seamlessly switches between gas engine, electric motor or combination of both to deliver fuel efficiency and performance Gas engine and regenerative braking automatically recharge battery pack Doesn’t need to be plugged in

Plug-in-Hybrid (part gas part electric Plug-in capacities)    Progressive hybrid provides the option of plugging in - or not To enhance the hybrid experience, maximize battery capability by plugging into a standard 120-volt or available 240-volt outlet Best of both worlds - drive like an electric vehicle for short trips and/or like a hybrid at higher speeds

All-Electric      Powered completely by a rechargeable battery so you’ll never need a drop of gas or an oil change Provides a CO2 - free driving experience Features an electric motor, charge port and lithium-ion battery pack Owners plug in the vehicle to fully charge the battery pack A Ford-branded 240-volt home charging station is available for purchase with or without installation services

Push &Pull Strategy
A push strategy within the advertising/marketing industry involves directing marketing efforts at resellers. The success of the marketing depends on the ability of these intermediaries to market the product. The goal of a push strategy is to make the customer aware of the product/brand at the point of purchase. Ford is doing A lot of work push strategy to retain the customer as well as to get new customer to buy the innovative vehicle of ford to their door step. Push strategy tactics include by ford is    Displaying the product near the register Design a car to encourage purchase Direct selling to customers at Show Rooms

From the pull strategy Ford F-150 EcoBoost Hits 400,000 Sales, Saving 45 Million Gallons of Gas
Annually of USA and give 3000,0000 Dollar profit to company in 2012

A pull strategy encourages the consumer to actively seek out your product/brand. The idea is to "get the consumer to come to you." This intensifies consumer demand by directing marketing strategies at the consumer. In other words doing customization of vehicle for the customers. Ford is also focusing on the pull strategy pull strategy tactics include    Advertising Mass media promotion Word of mouth promotion

Why Sale Management is Important for company
Ford is the one of the world most renowned brand with the most innovative culture in the automobile manufacturing sector. Ford shows its commitment to innovation throughout their vehicle lineup – in outstanding fuel economy, head-turning style and customer-focused technology. From design to manufacturing, all the way to border-busting appeal Ford's global lineup uses a single platform to create some of the most popular vehicles worldwide. 2014 Ford F-150 launches with gaseous-fuel prep option on the 3.7-liter V6 engine it will be able to run on compressed natural gas or liquefied petroleum gas which is new in USA. As far as Sale are concerned Ford Focus is the world’s reigning nameplate in sales and is now produced in nine plants around the globe - enough capacity to build more than two Focus vehicles every minute. Competitor Analysis When ever we talk about the sales and sale management we must have to focus on the competitor of the company which are direct competing and which are in directly competing with the company so for that the company must have to do competitor analysis to select a strategy to gain competitor edge of the company form the competitor First we are going to discuss the structure • • • • Market Structure: Oligopoly Largest auto market: U.S. 16 million vehicle in year, 22 firms Big Five: GM, Ford, Toyota, Chrysler and Honda

General Motor • • • • Founded: 1908 Headquarters: Detroit, Michigan, USA Employees : 252,000 Market share : 22%

Toyota • • • • Founded: 1937 Headquarters: Tokyo, Japan Employees: 316,121 Market share :16%

Chrysler • • • • Founded: 1925 Headquarters: Michigan, USA Employees: 58,000 Market share : 11%

Honda • • • • Others Market share :17% What are the main competitor objectives of Ford Motor Company? Ford is focusing on the following objectives. • • • • Maximum Profit Market share growth Technological leadership Service leadership Founded: 1948 Headquarters: Tokyo, Japan Employees: 167,231 Market share : 11%

Marketing Mix (4P’s) of Hero
Marketing mix is the term tends to define the four things on which the whole marketing campaign of the company revolves around. The four necessary components of marketing mix are product, price, promotion and placement.

Product The major customers are business customer, however the manufacturing product fall into the category of Consumer Products. Consumer products are those products that are purchased for personal use. Hero cables are durable due to their high quality copper used for manufacturing the wire. Hero offers a reasonable price, good quality. And most of the advertisement is done through print media, telemarketing, and personal contact.

Core Product Core products are those products on which the business is actually based upon. In core products which Hero offer is usually the finished product includes the copper rod, single core wires, internet wires, double core wires etc Augmented Product Augmented products are those which are offered by a company to its customers by developing some enhancement or some value addition. In case of Hero, the augmented product which is being offered by the hero is its apparel products includes equipment for institutions like Heavy duty cable of Pepco and Nishat. Price Pricing of a product matters a lot whenever we are going to sale a product, in this highly competitive environment pricing matters a lot and the sale volume as well as the success or failure of a product all depends on the pricing. Hero is practicing the Pricing Strategies to attract the new buyers and to retain its major buyers.

The company adopted the Market Penetration Pricing Strategy in the introductory stage of product life cycle for both the copper rods and the cable. Following strategies have been adopted in the growth stage of Fabric.

Product Line Pricing

Due to Different Product ranges as each different design and material Cost.

Product Bundle Pricing Optional-Product Pricing

For the major buyers to retain them For additional features

Discounts The company also offers discounts if the payments of bills has been made earlier or in other situation, volume purchase is in bulk. Broadly speaking company is currently offering two types of discounts.   Early payment of Bills Volume Purchases

Cash Discount If the buyer pays the Bill within 10 days then he would be given a cash discount of 5 percent on each item. This discount reduces bad debts and credits collections.

Quantity Discount Shalimar offers 15 percent discount on each unit if the order exceeds 1000 meter.

Promotion Company is using the push as well as the pull strategy in order to attract its target customers. Usually internet is the major source of promoting its products beside this other modern techniques are also widely used by the company in order to selling of its products.

Target Market The target market of Hero is the Major bigger buyers of country that use the product in their business for getting profit. To get connected with its target customer the company has use personal relation and personal sailing and distributors and whole saller.

Major Buyers Hero’s buyers are very discerning and vigilant to the quality of the end product as well as the services provided. Its association with renowned brand names speaks volumes of the product and services they offer. As Hero (pvt) Ltd. is offering a variety of products so the targets buyer are also different depending on the market in which they are offering. Placement Hero’s has adopted the Vertical Marketing system, in which Shalimar, the wholesalers and the retailers are acting as a unified s ystem. Hero’s sells its some specified Products to the wholesalers for further sale. Later, these wholesalers sell the products to the retailers in bulk quantity. Some wholesalers have contracted with the retailers and the others are cooperating with each other. Sometime Physical distribution of product is required, for this purpose Hero has its own delivery coaches and a proper system, with the help of these coaches in Lahore andSargodha, local orders are being delivered by Hero’s own delivery system while locally and atnational goods are being transported through mass transit system which can be some truck andrailway.

Methods of Selling

Sponsor Documents

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