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PREFACE

The project is based on the Customer profile and mapping to understand the consumer behavior and the awareness regarding automobile sector .The project took 6 weeks for completion. The main motive of project report was to enhance my expertise and extensive knowledge I gained through my course, by applying it practically to the market of automobile Jodhpur. The project has been completed by collecting the primary data by interviewing the various industrialist of Jodhpur. Secondary data was also used as per the availability from different sources. In all the study was to find out at which geographical area the potential customer may exist and also to study the consumer behavior regarding automobile sectors. During the project, I learnt the procedures and various other aspects of marketing of automobile by applying theoretical knowledge and concepts to the best. Needless to say, errors and omissions are bound to occur. Last but not the least, I am grateful to all those who happened to be a part of the successful completion of this Project and my mind and heart for going hand in hand!

ASHISH VERMA

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ACKNOWLEGEMENT
“When you give yourself, you receive more than you give.” The concepts learnt in academics are of no importance until they are practically applied. In today’s world it is imperative for the students of any Post- Graduate course to keep pace with the changing technology innovations taking place across the world. In alignment with this, I prepared a Summer Report after my 2 nd semester of MBA. I would like to express my sincere gratitude to Mr Yogesh Moondra for giving me the opportunity to work with his esteemed organization. I would like to thank Mr. Manoj Sharma (Sales Executive) for giving me product knowledge and their valuable support throughout the project. It was very enriching and enlightening experience to work under their valuable guidance. Without their support this project would not have been possible. I would also like to thank my parents and friends those who have given their support & contribution, whenever required. Finally and most important I would like to thank to faculty of AIMS Jaipur but not least, I thank the almighty, and may he stand with all of us. to

provide me with such an opportunity that has enhanced my learning horizon Last

ASHISH VERMA

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CONTENTS
Page no. Chapter1 INTRODUCTION TO THE PROJECT EXECUTIVE SUMMARY INTRODUCTION TO AUTOMOBILE HISTORY Chapter2 INTRODUSTION TO VOLKSWAGEN GROUP HISTORY OF VOLKSWAGEN NINE AUTOMOTIVE COMPANIES OF VOLKSWAGEN ACHIEVEMENTS OF VOLKSVAGEN Chapter3 VOLKSWAGEN IN INDIA INTRODUCTION TO SHAKUN MOTORS PVT LTD PRODUCT PROFILE FOR MODELS AVAILABLE IN INDIA Chapter4 OBJECTIVES OF THE STUDY RESEARCH METHODOLOGY ANALYSIS Chapter5 CONCLUSION LIMITATIONS RECOMMENDATION QUESTIONAIRE BIBLIOGRAPHY 69 70 71 72 74 50 50 62 31 34 37 15 18 24 27 6 7 11

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INTRODUCTION TO THE PROJECT

The project title is “CUSTOMER PROFILE AND MAPPING TO UNDERSTAND THE CONSUMER BEHAVIOUR AND AWARENESS REGARDING AUTOMOBILE SECTOR Customer mapping is also known as geographical market analysis and it is the Easiest Way to Identify Where Your Customers Come From and Who They Are. This project focuses on to know the profile and from which geographical part of Jodhpur.The potential customer of Volkswagen cars can be and what is the consumer behavior of various users of cars like how many cars do they have and after how much do they like to change their cars. The whole survey has been done in various parts of Jodhpur city like Mogara Village, Banar Army Area, Old Pali Road, New Pali Road, Industrial Area, Housing Board, Sastri Nagar etc.

So, in this research I studied the mapping of the customers and behavior of the customers. So, overall it was great learning experiences for me to get such introspect about automobile industry and various aspects related to its marketing strategy.

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EXECUTIVE SUMMARY
Customer mapping is the Easiest Way to Identify Where Your Customers Come
From and Who They Are. Customer Mapping Analysis may include: · A customer profile to understand where to find more like them. · Market penetration and market share reports showing performance in existing Markets and expected performance in new markets. · Market ranking reports allowing company to prioritize resource deployment intonew markets

Customer Mapping helps to know market potential by using following steps:Map Customer Locations Create a "pin map" of where your customers live. Find out at a glance what parts of town you draw from and where to advertise. If you have your names and addresses in a data file, you can order right now with no payment required in advance. Identify Your Trade Area Map your customers to see what your trade area is. Compare your customers with the market potential to see your market penetration. Define Customer Profile Once you have your customers mapped, you can analyze the demographic characteristics and define a profile of your best customers. From this it is a short step to finding more potential customers like them. 2

Target Your Advertising Given your trade area, and your customer profile, you can focus advertising to the places and media that are most likely to hit your target market.

Customer Mapping
Customer mapping shows organizations which neighborhoods and markets they are serving with their products. The results of customer mapping can often be surprising and show trends that were otherwise unknown. In addition, customer mapping can be applied not only to an entire client database, but also to selected kinds of customers such as:
• •

Those who have bought certain products, or certain services Those whose purchases exceed a specified amount

To gain the greatest value from Customer mapping, it can be combined with market share analysisto reveal the strongest areas that are being reached, and those that are not being reached.

Strategies for Customer Mapping
What is a geographic market worth to your business? Mapping Analytics will help you find the answer. Market potential can be expressed as a function of:
• • •

The number of customers purchasing Amount purchased Frequency of purchase

In other words, market potential = (how many * how much * how often)

Bottom Up or Top Down Market Analysis?
It all depends on your specific needs. Mapping Analytics can advise you on the best approach to sizing any market. We employ various methodologies and data sets to get you the answers you need. 2


A bottom up approach to market sizing starts with your customers. How much

and often do they buy? What is their profile? How many potential customers do you have in the market based on your customer profiles? How can you reach them?


A top down approach starts with market and industry data. It takes a close look at a geographic market area and profiles the consumers and/or businesses to let you know their propensity to buy your products and services.

Mapping Analytics has expertise in both these approaches to market sizing. We also have a wealth of data sources through partnerships with the best data providers in the industry. We can match the right data for market analysis to your business and market strategy.

Cluster Analysis for Customer Mapping
We often use lifestyle clustering systems to size consumer markets. Clustering systems operate under the premise that "birds of a feather flock together." That means people with similar buying behaviors and demographic profiles tend to live close together. This helps you identify neighborhoods or markets where your potential is highest.


Cluster analysis identifies key segments in the population that are more likely to purchase your products than the average consumer. Knowing in which clusters people reside provides a reasonable means of understanding and predicting how they will behave. Understanding which clusters are more likely than others to purchase allows better targeting. Clusters are tied to geography, allowing you to identify and prioritize neighborhoods, trade areas and markets.







Access Market Opportunity
Market analysis services from Mapping Analytics will provide the key intelligence weneed to rank and prioritize markets. We will know: · The top new geographic markets to target based on customer or revenue potential 2 · Which markets where we currently do business have untapped potentialGaining this

market understanding is essential to growing and expanding our business. But it isn't enough on its own.

Demographic Site Selection
When we work with Mapping Analytics, we will discover that demographic site selection Leads to a sound business site selection decision. We include a series of important analyses when helping we select new sites, including: · Customer profiling · Mapping customer locations · Competitive analysis · Trade area development and mapping · Demographic, Census, and market data analysis · Market potential analysis

Customer Profiling
Customer profiling services from Mapping Analytics create descriptive segments or groups of your customers. Each segment has specific defining characteristics. A customer segment is not as simple as applying a demographic label, such as "women age 45-54" or "businesses with revenue >$500 million." Those descriptions alone won't tell you enough about your customer. For example, not all women age 45-54 have the same tendency to purchase your products. So a profile like this may not help you much, and you may waste resources marketing and selling to the wrong people. That's why Mapping Analytics takes a more comprehensive and disciplined approach to customer profiling. We use your own customer data, lifestyle cluster data, and analytical techniques. The result is a more accurate description of your customer that can be used to identify areas where you can find more of your best customers.

What Goes Into a Customer Profile
What makes up a customer profile? It depends on whether your customers are 2 businesses or consumers. In either case, you typically start with your own customer

data (such as location, purchases, spending volume), append additional consumer or business data, then group into segments that share similar characteristic

Mapping Customer Attitudes
By Cliff Allen, ClickZ, Oct 17, 2000

However, it's hard to predict which car someone will buy just by knowing demographic characteristics. While one person of a certain age, income level, and family situation may drive an expensive imported car, his next-door neighbor might share the same demographic profile and drive an inexpensive domestic car. Thus, the demographic data doesn't explain the difference in automotive preferences. But understanding the differences in how these two consumers perceive the features and benefits of automobiles could help marketers understand their needs and interests and which cars they are likely to prefer. By surveying consumers about their attitudes toward the leading products in a market, marketers can map customers' dominant attitudes toward products. Market research companies such as Simmons conduct detailed interviews to gather the data needed to identify clusters of buyer attitudes.

INTRODUCTION OF AUTOMOBILE INDUSTRY
The automobile industry has changed the way people live and work. The earliest of modern cars was manufactured in the year 1895. Shortly the first appearance of the car followed in India. As the century turned, three cars were imported in Mumbai (India). Within decade there were total of 1025 cars in the city. The dawn of automobile actually goes back to 4000 years when the first wheel was used for transportation in India. In the beginning of 15th century, Portuguese arrived in China and the interaction of the two cultures led to a variety of new technologies, including the creation of a wheel that turned under its own power. By 1600s small steam-powered engine models was developed, but it took another century before a full-sized enginepowered vehicle was created. Brothers Charles and Frank Duryea introduced the actual horseless carriage in the year 1893. It was the first internal-combustion 2 motor car of America, and it was followed by Henry Ford’s first experimental car that same year.

One of the highest-rated early luxury automobiles was the 1909 Rolls-Royce Silver Ghost that featured a quiet 6-cylinder engine, leather interior, folding windscreens and hood, and an aluminum body. Chauffeurs usually drove it and emphasis was on the cars exhibited design such as balloon tires, pressed-steel wheels, and four-wheel brakes. comfort and style rather than speed. During the 1920s, refinements body. The 1937 Pontiac De Luxe sedan had roomy interior and rear-hinged back door that suited more to the needs of families. In 1930s, vehicles were less boxy and more streamlined than their predecessor was. The 1940s saw features like automatic transmission, sealed-beam headlights, and tubeless tires. The year 1957 brought powerful high-performance cars such as Mercedes-Benz 300SL. It was built on compact and stylized lines, and was capable of 230 kmph (144 mph).This was the Indian automobile history, and today modern cars are generally light, aerodynamically shaped, and compact. Facts & Figures The automobile industry in India is on an investment overdrive. Be it passenger car or two-wheeler manufacturers, commercial vehicle makers or three-wheeler companies everyone appears to be in a scramble to hike production capacities. The country is expected to witness over Rs 30,000crore of investment by 2010. Hyundai will also be unmasking the Verna and a brand new diesel car. General Motors will be launching a mini and may be a compact car. Most of the companies have made their intentions clear. Maruti Udyog has set up the second car plant with a manufacturing capacity of 2.5lakh units per annum for an investment of Rs 6,500 Crore (Rs 3,200 Crore for diesel engines and Rs 2,718 Crore for the car plant itself). Hyundai and Tata Motors have announced plans for investing a similar amount over the next 3 years. Hyundai will bring in more than Rs 3,800 Crore to India. Tata Motors will be investing Rs 2,000 Crore in its small car project. General Motors will be investing Rs 100 Crore, Ford about Rs 350 Crore and Toyota announced modest expansion plans even as Honda Siel has earmarked Rs 3,000Crore over the next decade for India - a sizeable chunk of this should come by 2010 2 since the company is also looking to enter the lucrative small car segment.

Graham Paige DC Phaeton of 1929 featured an 8-cylinder engine and an aluminum

.Talking about the commercial vehicle segment, Ashok Leyland and Tata Motors have each announced well over Rs 1,000 Crore of investment. Mahindra & Mahindra’s joint venture with International Trucks is expected to see an infusion of at least Rs 500 Crore. Industry performance in 2008-09 The Indian automotive market managed to stand up to the vagaries of the economic meltdown to show slightly growth during fiscal 2008-09. Overall vehicle sales at 97.23lakh grew 0.71 per cent from 96.54lakh units in 2007-08. When major automotive markets reported a 30-40 per cent decline, only a handful of countries managed to show growth. A few months ago, India was looking at negative growth but has turned around. It is actually better than expected. Passenger vehicle sales at 15.51lakh registered flat growth while commercial vehicle sales showed a 21 per cent drop. SIAM has a positive outlook for the current financial year. While it foresees a 7-8 per cent growth for the commercial vehicle segment, the industry body predicts a 3-5 per cent growth for passenger vehicles The passenger vehicle market has weathered the downturn largely due to market leader Maruti Suzuki which holds 48 per cent of the market. The compact car giant clocked 7.22lakh units for 2008-09. Closest rival Hyundai Motor India sold 2.44lakh cars, a growth of 13 per cent. Most premium carmakers saw volumes shrink last fiscal. Toyota Kirloskar Motor’s numbers fell 15 per cent to 46,892 units while Ford India’s sales were down 17 per cent to 27,976 units. Honda Siel Cars India also saw a 17 per cent drop at 52,420 units while General Motors India was down 8 per cent to 61,526 units. Among commercial vehicle makers, all major players saw substantial fall in volumes. Market leader Tata Motors with a 60 per cent plus share, showed 22 per cent drop in numbers at 2.34 lakh units while Ashok Leyland showed 37 per cent drop at 47,632. Either’s sales volume fell 37 per cent at 17,341 units and Force Motors was down 28 per cent at 7,819 units. “The freight movement is unlikely to improve this fiscal which will impact truck sales.

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INTRODUCTION TO VOLKSWAGEN GROUP
Type:Public Company Headquarters:Germany Industry:Automotive Products:Cars, Trucks Revenue: €159.3 billion (2011)

Operating income:€18.9 billion (2011) Profit:€15.4 billion (2011) Employees: 399,380(2011)

Vehicle brand companies Audi Subsidiaries: Bentley motors ltd. Bugatti automobile Lamborghini Seat Skoda auto Scania Volkswagen passenger car Volkswagen commercials vehicles Porsche Man Se www.volkswagenag.com

Website:

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INTRODUCTION TO VOLKSWAGEN
Type:Subsidiary of Volkswagen group Founded:May 28, 1937 Founders:Ferdinand Porsche, Adolf Hitler Headquarters: Area served: Key people: Wolfsburg, Germany Worldwide

Martin Winterkorn
(Chairman of board of management)

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Members of the Board of Management of Volkswagen AG

Dr. rer. pol. h. c. Francisco Javier Garcia Sanz Functional Responsibility 'Procurement'

Prof. Dr. rer. pol. Jochem Heizmann Functional Responsibility 'Group Commercial Vehicles'

Christian Klingler Functional Responsibility Dr.-Ing. E. h. Michael Macht 'Sales and Marketing' Functional Responsibility Member of the Board of Management 'Group Production' of the Volkswagen brand

Hans Dieter Pötsch Prof. Dr. rer. pol. Horst Neumann Functional Responsibility Functional Responsibility 'Finance and Controlling', 'Human Resources and Organization' Chief Financial Officer of Porsche Automobil Holding SE

Rupert Stadler Chairman of the Board of Management of Audi AG

Industry:

Automotive
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Products: Website:

Cars, Trucks Volkswagen.com

Worldwide location of various Volkswagen plants

In German, ‘Volks’ pronounced as (folks), means people and ‘Wagen’ means ‘Car’. Hence: Volkswagen means "people's car" in German, in which it is pronounced [fɔlksvaɡən].
Its current tagline or slogan is Das Auto (in English The Car). Its previous German tagline was Aus Liebe zum Automobil, which translates to: Out of Love for the Car, or, For Love of the Automobile, as translated by VW in other languages.

History of Volkswagen
Adolf Hitler had a keen interest in cars even though he did not like to drive. In 1933, 2 shortly after taking over as leader of Germany, he teamed up with Ferdinand Porsche to

make changes to Porsche's original 1931 design to make it more suited for the working man. Hans Ledwinka discussed his ideas with Ferdinand Porsche, who used many Tatra design features in the 1938 "KdF-Wagen", later known as the VW Käfer—or Volkswagen Beetle. When Chrysler brought out the 1934 DeSoto Airflow coupe, its design enabled Mr. Porsche to finalize his design of the Beetle. On 22 June 1934, Dr. Ferdinand Porsche agreed to create the "People's Car" for Hitler's mother. After some time, they planned to change some features regarding various aspects. These changes included better fuel efficiency, reliability, ease-of-use, and economically efficient repairs and parts. The intention was that ordinary Europeans would buy the car by means of a savings scheme ("Save five Marks a week, if you want to drive your own car"), which around 336,000 people eventually paid into. The VW car was just one of many KdF programmes which included things such as tours and outings. The prefix "Volks"("People's") was not just applied to cars, but also to other products in Europe; the "Volksempfänger" radio receiver for instance. On 28 May 1937, the Gesellschaft zur Vorbereitung des Deutschen Volkswagens was established by the Deutsche Arbeitsfront. It was later renamed "Volkswagenwerk" on 16 September 1938. VW Type 82E Erwin Komenda, the longstanding Auto Union chief designer, developed the car body of the prototype, which was recognizably the Beetle we know today. It was one of the first to be evolved with the aid of a wind tunnel; unlike the Chrysler Airflow, it would be a success. New factory started

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The building of the new factory started 26 May 1938 in the new town of KdF-Stadt, now called Wolfsburg, which had been purposely built for the factory workers. This factory only produced a handful of cars by the time war started in 1939. None were actually delivered to any holder of the completed saving stamp books, though one Type 1 Cabriolet was presented to Hitler on 20 April 1938 (his 49th birthday) . At the times of 1st world War, Volkswagen War meant production changed to military vehicles, the Type 82 Kübelwagen ("Bucket car") utility vehicle (VW's most common wartime model), and the amphibious Schwimmwagen which were used to equip the German forces. By 1946 the factory was producing 1,000 cars a month, a remarkable feat considering it was still in disrepair. Due to roof and window damage, rain stopped production and steel to make the cars had to be bartered for new vehicles.

Volkswagens were first exhibited and sold in the United States in 1949, but only sold two units in America that first year. On its entry to the U.S. market, the VW was briefly sold as a "Victory Wagon". Volkswagen of America was formed in April 1955 to standardize sales and service in the United States. Production of the Type 1 Volkswagen Beetle increased dramatically over the years, the total reaching one million in 1955. Sales soared — due in part to the famous advertising campaigns by New York advertising agency Doyle, Dane Bernbach. Led by art director Helmut Krone, and 2 copywriters Julian Koenig and Bob Levinson, Volkswagen ads became as popular as

the car, using crisp layouts and witty copy to lure the younger, sophisticated consumers with whom the car became associated. Despite the fact it was almost universally known as the Beetle (or the Bug), it was never officially labeled as such by the manufacturer, instead referred to as the Type 1. The first reference to the name Beetle occurred in U.S. advertising in 1968, but not until 1998 and the Golf-based New Beetle would the name be adopted by Volkswagen. Volkswagen was in serious trouble by 1973. Beetle sales had started to decline rapidly in European and North American markets. The company knew that Beetle production had to end one day, but the conundrum of replacing it had been a never-ending nightmare. VW's ownership of Audi / Auto Union proved to be the key to the problem - with its expertise in front-wheel drive, and water-cooled engines which Volkswagen so desperately needed to produce a credible Beetle successor. Audi influences paved the way for this new generation of Volkswagens, known as the Polo, Golf and Passat. Volkswagen Golf, sold as the rabbits in USA

While Volkswagen's range of cars soon became similar to that of other large European automakers, the Golf has been the mainstay of the Volkswagen lineup since its introduction, and the mechanical basis for several other cars of the company. There have been six generations of the Volkswagen Golf, the first of which was produced from the summer of 1974 until the end of 1983 (sold as the Rabbit in the United States and Canada and as the Caribe in Latin America). It would be produced in the United States as the Rabbit until the spring of 1984. The second-generation Golf hatchback/Jetta sedan ran from late 1983 to late 1991, and a North American version produced in Pennsylvania went on sale at the start 2 of the 1985 model year.

In the 1980s, Volkswagen's sales in the United States and Canada fell dramatically, despite the success of models like the Golf elsewhere. The Japanese and the Americans were able to compete with similar products at lower prices. Sales in the United States were 293,595 in 1980, but by 1984 they were down to 177,709. Volkswagen had entered the super-mini market in 1976 with the Volkswagen Polo, a stylish and spacious three-door hatchback designed by Bertone. It was a strong seller in West Germany and most of the rest of Western Europe, being one of the first foreign small cars to prove popular in Britain. The second generation model, launched in 1981 and sold as a hatchback and "coupe" (with the hatchback resembling a small estate car and the coupe being similar to a conventional hatchback), was an even greater success for Volkswagen. It was facelifted in 1990 and was still selling well after 15 years, when it was replaced by the third generation Polo in 1994. The Volkswagen New Beetle concept, especially in North America.

In 1994, Volkswagen unveiled the Jmays-designed Concept One, a "retro"-themed car with a resemblance to the original Beetle but based on the Polo platform. Its genesis was secret and in opposition to VW management, who felt it was too backward-looking. Management could not deny the positive public response to the concept car and gave the green-light to its development as the New Beetle. The production car would be based on the Golf rather than the Polo, because the Polo frame was too small for the car to pass crash test standards in the U.S. It has been quite popular in the North America and is now gaining in the EU. 2

Volkswagen group — the Volkswagen Bora (the sedan, still called Jetta in the USA), New Beetle, SEAT Toledo, SEAT León, Audi A3, Audi TT and Skoda Octavia. However, it was beaten into third place for the 1998 European Car of the Year award by the winning Alfa Romeo 156 and runner-up Audi A6. In the late 90s Volkswagen acquired the three luxury brands Lamborghini (through Audi), Bentley and Bugatti which were mainly due to Ferdinand Piech and added to the group portfolio. Volkswagen in 2005, despite challenges, still maintained North American sales of 224,195—a dramatic increase from the low in 1993 when US sales totaled only 49,533 vehicles.VW plans to close out the decade with the release on several new vehicles worldwide and a barrage of advertising. The Fifth-Generation Golf

Volkswagen is recognized as one of the leading small diesel engine manufacturers, and is partnering with Mercedes and other companies to market BlueTec clean diesel technology , calling it Blue-Motion. Volkswagen has offered a number of its vehicles with a TDI (Turbocharged Direct Injection engine), which lends class-leading fuel economy to several models. According to the United States Environmental Protection Agency, four of the ten most fuel efficient vehicles available for sale in the U.S. in 2004 were powered by Volkswagen diesel engines Electric and alternative fuel vehicles: 2

Clean diesel

A Blue MotionVolkswagen Polo Volkswagen has been selling clean diesel-powered engines for the Europeanmarket since 2003. VW developed Turbocharged Direct Injection (TDI) technology for diesel engines, and it offers a wide array of TDI powertrains. As modern diesel fuel economy is 30 percent higher than gasoline engines, a proportional reduction of greenhouse gases emissions is achieved with clean diesel technology. Volkswagen is also developing hybrid technology for diesel-electric. A VW Golf turbo-diesel hybrid concept car was exhibited in the 2008 Geneva Motor Show, which has a fuel economy of 70 mpg (3.3 liters per 100 km). Electric vehicles: Volkswagen and Sanyo have teamed up to develop a hybrid vehicle battery system. Volkswagen boss Martin Winterkorn has confirmed the company plans to build compact hybrid vehicles. There will definitely be compact hybrid models, such as Polo and Golf, and without any great delay”, with gasoline and diesel engines.

Flexible-fuel vehicles

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The 2003 VW Gol 1.6 Total Flex was the first full flexible-fuel vehicle launched in Brazil, capable of running on any blend of gasoline and ethanol (E100).

Volkswagen Group owns nine active automotive companies:



Audi

:

99.55% ownership; the Audi marque is the sole active brand of the

former Auto Union, bought from Daimler-Benz on 30 December 1964.



Automobili Lamborghini:,100%
was bought in June 1998.

ownership by Audi AG; company

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Bentley Motors Limited,:

100% ownership by Volkswagen AG; the

company (at the time known as Rolls-Royce & Bentley Motors Ltd.) was bought on 28 July 1998 from Vickers, but did not include the 'Rolls-Royce' brand name. The Rolls-Royce marquee was subsequently restarted by BMW who had licensed the brand from Rolls-Royce plc.



Bugatti Automobiles :

100% ownership via the Volkswagen France

subsidiary of VWAG, Bugatti Automobiles SAS was created after Volkswagen purchased the right to the Bugatti marque.



SEAT, :-Initially
in the VW Group.

cooperation agreement with Audi AG, 51% (1986) and

100% ownership by the VW Group since 1990, and was the first foreign subsidiary



2 Škoda Auto,:-100% ownership since 1999.



Volkswagen Passenger Cars,:- 100% ownership.



Volkswagen Commercial Vehicles

(VWCV) or 'Volkswagen

Nutzfahrzeuge' (VWN) (German) — 100% ownership; started operations as an independent entity in 1995. VWCV/VWN is in charge of all commercial vehicle developments within the Group and has control over Scania and is a shareholder in MAN AG.


Scania AB,:-70.94% of voting rights as at 27 February 2009 .



Porsche :- As of September 2011, 50.73% of the voting rights in Volkswagen

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Current Volkswagen models
• • • • • • • • • • • • • • • • • • • • EuropeCaddy Life Eos Fox Golf Mk6 Golf Plus Golf Variant Jetta Mk5 Multivan New Beetle New Beetle Convertible Passat Mk6 Passat CC Phaeton Polo Mk4F Scirocco Sharan Touran Tiguan Touareg Vento

Achievements of Volkswagen
In 1980, Volkswagen competed in the Paris-Dakar Rally with the Audi-developed Iltis, placing 1st, 2nd, 4th and 9th overall. Volkswagen enlists Dakar Champion Jutta Kleinschmidt, the first female to win the Dakar in 2001, to help design and compete a Dakar Racer. 2

In 2003, VW replaced the ADAC Volkswagen Lupo Cup with the newly released Polo, to become the ADAC Volkswagen Polo Cup. In 2004, Volkswagen Commercial Vehicles enter the European Truck Racing series with the Volkswagen Titan series truck - it became back-to-back champions for the 2004 and 2005 series. In 2003, the Hannover based team starts with a 2WD buggy named Tarek. It places 6th outright but took 1st in the 2WD and Diesel class. In 2004, VW enters the newly developed Race-Touareg T2, finishing 6th overall and 2nd in the Diesel class. In 2005, an updated Race-Touareg with slightly more power is entered, with driver Bruno Saby, finishing in 3rd overall and 1st in the Diesel class! In 2006, Volkswagen released the most powerful Race-Touareg yet: the Race-Touareg 2. Five vehicles enter, with driver Giniel de Villers finishing in 2nd place overall, and 1st in the Diesel class. In 2009, Volkswagen won the 2009 Dakar Rally held in Argentina. VW's Touareg race models finished 1st and 2nd

Winner of numerous international awards and accolades worldwide.

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2008 • February 20, 2008 - Volkswagen Tiguan is voted SUV of the year by "OFF ROAD" magazine readers • January 29, 2008 - Volkswagen receives award for increasing shareholder value • January 29, 2008 - Value champions 2008: Volkswagen Tiguan and Golf Estate • January 24, 2008 - Golf GTI is one of “10 Best Cars of 2008” • January 18, 2008 - What Car? Award 2008: Double for Volkswagen • January 17, 2008 - Prize for TSI and DSG: “Yellow Angel 2008” Award for Volkswagen’s Latest High-End Technologies 2007 • May 16, 2007 - Volkswagen models voted “Company Cars of the Year” • April 20, 2007 - Volkswagen wins 10 gold at Fleet Awards 2007 • March 27, 2007 - Multiple awards for Volkswagen advertising • March 26, 2007 - "Innovation of reason" 2007: Award for high temperature fuel cell from Volkswagen • January 4, 2007 - Volkswagen unveiled the cleanest ever TDI engine.

2006 • September 12, 2006 - Volkswagen Ranks First in J.D. Power Environmental Study • September 12, 2006 - Aerodynamic package makes Volkswagen Passat an eyecatcher • June 20, 2006 - Volkswagen receives environmental award from Federation of German Industries http://www.volkswagen.co.in/etc/medialib/vwcms/virtualmaster/in/company/common/media.Par. 0017.File.pdf/Environmental_award.pdf • March 2, 2006 - Auto1 Award- The Passat is Europe’s Number One • January 20, 2006 - Passat Awarded Renowned What Car Trophy as Best Family Car • January 19, 2006 - The Passat is Germany's Favourite Car 2006-ADAC readers award Volkswagen the 'Gelber Engel' prize 2

2005 and 2004 • May 23, 2005 - The Passat - receives five star rating - top result in the Euro NCAP crash test • April 8, 2005 - The Golf - more than 25 awards worldwide • March 23, 2005 - Volkswagen Phaeton moving ahead • February 16, 2005 - The new Passat launched with four different engines • January 30, 2004 - The Volkswagen Touareg – an outstanding off-road vehicle International experts award prizes to the Volkswagen SUV -

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Volkswagen in India

Recently Volkswagen paved the way for sustainable market activities in India. With the 2 investment agreement signed at the end of 2006 the brand sets a new course that unites

two success stories – Volkswagen and India. Volkswagen AG is to build a new production plant in Pune in the Indian state of Maharashtra. With investment totaling some 410 million euros, a full production plant with a press shop, body shop, paint shop and assembly lines is to be built on the 230 hectare site in the Chakan industrial park near Pune. The German brand and Europe’s largest automotive manufacturer will be entering the Indian market to meet the rapidly growing demand for mobility. Volkswagen will be developing a vehicle in the foreseeable future specifically tailored to the needs of the Indian market offering all the features of a genuine Volkswagen. For the first step the Volkswagen brand will bring locally produced vehicles to the Indian market up from the third quarter of 2007. To accompany the growing supply of Volkswagen Passenger Cars, the Group has established a separate Indian sales company in 2007, initially for Volkswagen as well as for Audi. “Volkswagen Group Sales India Private Limited” registered in Mumbai will distribute locally manufactured and imported vehicles in India.

Thus, Volkswagen can bring one of it's upper-premium sedan as the first locally produced vehicle to the Indian market. In April 2006, Volkswagen produced the 14 millionth of its bestseller. The Passat has become the very image of automotive progress, representing what “Made in Germany” means. This long-term success is confirmed by numerous accolades from experts, journalists and customers who have put the car through its paces in recent months. This image is characterized by vehicle size, drive technologies, safety features such as airbags, ABS and ESP in addition to quality details including galvanized bodies. Imported vehicles such as the premium Sports Utility Vehicle Touareg will complement the range.

Various positions of Volkswagen Dealers in India

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Current Existing Dealers in India
• • • • • • • • Jodhpur - Shakun Motors Pvt Ltd Ludhiana - Prestige Motors, Lally Motors India Private Limited Ahmedabad - Volkswagen Ahmedabad Automark Motors Pvt.Ltd Bangalore - Elite Motors Pvt.Ltd Bangalore - Volkswagen Palace Cross Chandigarh - Genuss Motors, Swami Automotives Pvt.Ltd. Cochin - Volkswagen Cochin EVM Motors & Vehicles India Pvt Ltd Chennai - Volkswagen Chennai ABRA Motors Private Limited 2

• • • • • • • • • •

Coimbatore - Volkswagen Coimbatore Ramani Cars Private Limited Delhi - DD Autoworld Private Limited Delhi - Kashyap Vehicle Works Private Limited Delhi West - Volkswagen Delhi West Worldclass Automobiles Pvt. Ltd. Goa - Volkswagen Goa Caculo Automotive Pvt. Ltd Hyderabad - Orion Motors Jaipur - Volkswagen Jaipur Tanya Cars Pvt Ltd Kolkata - Volkswagen Kolkata OSL Exclusive Pvt Ltd Mumbai - Volkswagen Downtown Mumbai Pune - Volkswagen Pune Vidyut Motors Pvt. Ltd

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INTRODUCTION TO SHAKUN MOTORS PVT LTD

SHAKUN MOTORS is owned by the Moondra family and the Official dealer for Volkswagen in India and first Volkswagen passenger car dealer in Jodhpur.Currently it presents at 17 chopasni Road, Near Bombay Motor Chorah, Jodhpur.

Mission:
The strategic intent is to be the premier partner in the Indian automotive market, providing products and service that exceed the current standards.

Strategy:
A long-term strategy is being the leading benchmark company in the Indian automotive market by constant investments in our people and facilities.

Quality Policy:

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Shakun Motors are fully committed towards total customer satisfaction. We believe in continual professional improvement. Hence we keep updating our systems and facilities to offer the very best for:

PRODUCTS PROFILE FOR MODELS AVAILABLE IN INDIA:
Passat

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Technical specifications
Vehicle Model Engine Type Displacement(liters/cc) Max. Torque(NM at RPM) Transmission Bore/Stroke(mm) Max. Power output(kw(PS) @ RPM Emission Category Price Passat TDI 2.0 Exclusive 4-cylinder diesel engine 2.01/1968cc 320/1750-2500 6 speed DSG-direct shift gearbox 81/95.5 103(140) at 4000 Euro 4 2518279

Jetta
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Technical specifications
Vehicle Model Engine Type Jetta 1.6 L (Petrol) Jetta 1.6 L TDI (Diesel) Jetta 1.9 L TDI (Trendline)/Comfortline diesel 4-cylinder diesel engine 1.9/1896cc 250/1900 5 speed manual /6 speed automatic DSG gearbox 77(105) at 4000 1,463,613/ 1,713,646

4-cylinder engine Displacement(liters/cc) 1.6/1595cc Max. Torque(NM at RPM) 148/3800 Transmission 5 speed manual gearbox Max. Power output(kw(PS) @ 75(102) at 5600 RPM Price 1,335,851

Touareg

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Technical specifications
Vehicle Model Engine Type Touareg 3.0 V6 TDI 6-cylinder ‘V’turbo diesel Displacement(liters/cc) 3.0/2967 Max. Torque(NM at RPM) 550/2250-2500 Bore/Stoke mm 83.0/91.4 Compression Ratio 17.0:1 Max. Power output(kw(PS) @ 176@4000-4400 RPM Fuel Type Diesel 51CZ Touareg 5.0 V10 TDI 10-cylinder ‘V’ bi-turbo diesel 5.0/4921 750/2000 81.0/95.5 18.5:1 230@3750 Diesel 51CZ

Vento
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Technical specifications
Vehicle Model Engine Type Displacement(liters/cc) Vento 1.6 Petrol Trendline High Line High MT Line AT MPFI DOHC PETROL 1598 CC Vento 1.6 Diesel Trend Line High Line CRDI DOHC DIESEL 1598 CC 250 NM @ 1500-2500 RPM 103.56 Bhp @ 4400 Rpm

Max. Torque(NM at RPM) 153 NM @3800 RPM Max. Power 103.56 Bhp @ 5350 Rpm output(kw(PS) @ RPM

Fuel Tank Boot Capacity

55 Ltr 480 Ltr 2

55 Ltr 480 Ltr

BHP/ Ltr

64.72

64.72

Introducing POLO in India
Volkswagen India will launch its first small car, the Polo, in the domestic market in the early part of 2010. The car will be priced and positioned in line with the A2 compact car category, which includes models such as Maruti's Swift & Ritz, and be built on a new platform. The Polo will be made at the company's new manufacturing facility at Chakan, Pune, with locally sourced auto components being about 50 per cent.

"The all-new platform for the Polo has been designed keeping Indian road conditions in mind. The Polo will be benchmarked against the market leader in this segment, which is Maruti Suzuki's Swift. The Polo would be available in the petrol and the diesel engine variant. Company hope to sell around 30,000 units in 2010. Then, by 2014, and hope to cross the 100,000 mark, by which time the car market in India would have crossed two million units Till date, VW India has invested Rs 3,800 crore (Rs 38 billion) in setting up its operations in India. The facility at Chakan has an annual capacity of up to 110,000 cars on a single shift. Competitors of existing Volkswagen model in India 2

Competitors of JETTA (14-18lakhs) Honda Civic Hyundai Sonata(Emberra) Skoda Octavia Skoda Laura Toyota Corrola Altis Fiat 500 Competitors of Passat(24lakhs) Toyota Camry Honda Accord BMW 3series Skoda Superb Competitors of Vento Honda City Maruti Suzuki SX4 Hyundai Verna Fiat Linea Nissan Sunny

COMPARE VOLKSWAGEN VENTO WITH HYUNDAI VERNA

With the success of Volkswagen India's first car to the masses, the Polo, the company is looking to gain stronghold in the entry level sedan category, with the lauch of Vento, a Polo with a boot. We have already seen a few "booted" sedans like the Swift Dzire and Tata Indigo Manza. The boot job in Dzire 2 is nothing less than ugly and that of Manza is

acceptable, but with Vento, the boot integration is absolutely spot on. It looks like a proper sedan from all angles and the front aggressive stance makes it a real stunner. Meanwhile Hyundai has already launched a facelifted version of Verna, named Verna Transform. The specs are basically the same, except for a bad looking new front end and grill and some other minor changes. So in the looks department it is the Volkswagen all the way. But what makes this comparison important is the new diesel engine in Vento. Since the launch of Verna Crdi 1.5, it has been the best diesel engine in a sub 10lakh sedan (or even higher) but the Vento's diesel engine is more than capable of competing with that of Verna. So lets get into the technical specification first. Volkswagen Vento Engine : 1.6LPetrol, 1.6L Diesel Max Power : 104bhp@5250rpm for petrol, 104bhp@4400rpm for diesel Max Torque :153 Nm@3800rpm for petrol, 250Nm@1500-2500rpm for diesel Transmission : 5speed manual, 6 speed automatic(not in diesel) Suspension : Front - mcpherson struts, with stabilizer bar Back - semi independent trailing arm Brakes : Front Ventilated Disk and Back drum Dimensions : Length -4384mm Width -1699mm Height - 1466mm Wheelbase - 2552mm Price :High end petrol at 8.23 lakh ex showroom and High end diesel at 9.23lakhs Hyundai Verna Engine : 1.6L petrol engine, 1.5L diesel Max Power : 102bhp@5500rpm for petrol, 108bhp@4000rpm for diesel Max Torque :150 Nm@3000rpm for petrol, 235Nm@1900-2800rpm for diesel Transmission : 5speed manual, 4 speed automatic(not in diesel) Suspension : Front - Mc Pherson Strut with coil spring Rear - Torsion Beam Dimensions : 2

Length -4300mm Width -1695mm Height - 1490mm Wheelbase - 2500mm Price : High end petrol at 7.5lakhs, diesel at 8.5lakhs exshowroom Both cars have lackluster petrol engines and so here we are comparing only the diesel variants. The verna has a maximum of 108bhp power while Vento has 104bhp. The verna's crdi engine is a stonker with amazing pulling power after the turbo kicks in at 1900rpm. It has been the high point for Verna's popularity and it was unrivalled for a long time. The vento has 104bhp of power, but as opposed to Vernas 235nm of torque, it has a class leading 250 Nm of spinning power. And it comes at a much lower rpm of 1500. This makes the Vento's engine to have better driveability and it more than compensates for the 4bhp power Verna has over it. The verna was never known for its driving dynamics. The steering feedback is pathetic and handling is only average. The vento scores on that front too with amazing handling abilities and a better power steering. But vento's problems lie in the pricing. Although base models are competitively priced, they lack many features and the High end version is a bit over priced. So it all boils down to the type of customer. If you are looking for a Value For Money car, Verna could be your option, and Hyundai has a fantastic after sales network. But the vento is the better car, from a drivers point of view and if you have those extra bucks, go for the Volkswagen.

Volkswagen Vento Diesel Highline
Unlike the Polo, which jumped headlong into a raging storm that is the hatchback market, the Polo saloon or Vento, which means wind in Italian, is in a space where it doesn’t blow so hard – the premium mid-size saloon battlefield. Be in no doubt, there is some stiff competition here with the likes of the Fiat Linea, Ford Fiesta, Maruti SX4, Hyundai Verna 2 in that Rs 7-9 lakh window, competition isn’t and the king of the Class, the Honda City but as intense.

Volkswagen sees that as an opportunity and has come with all guns blazing to seize that space. It has launched the Vento in petrol, diesel and automatic guises to offer the widest possible choice to a mid-size car buyer. To make the Vento particularly attractive, VW has used price as the primary weapon. With diesel variants available for less than Honda City money and petrol variants starting at Rs 7 lakh (ex-showroom, Delhi), it certainly is tempting. Add the promise of a highquality, well-built, German-engineered saloon, and the Vento looks positively tasty. And unlike the Polo which is hamstrung with modest engines, the Vento’s strong 1.6-litre petrol and diesel motors more than make up. VW seems to have thought of everything but has it? We dig deeper.

DESIGN & ENGINEERING
Unlike many saloons derived from hatchback body styles, the Vento looks like it was meant to have a boot all along – that’s how well integrated the third box is. It’s a simple, handsome design and one that echoes the Polo right up to the B-Pillar, which is in fact a shame. With the only difference at the front being the chrome highlights on the chin, the lower grille design and the round fog lamps, the Vento looks too similar to the Polo for comfort – and we prefer the Polo’s sportier chin. From the rear, the Vento with its huge boot looks big. The tail-lamp design looks a bit old-fashioned and the rear isn’t particularly exciting and at best it’s a clean and understated design. The Vento is based on the same platform as the Polo but is 414mm longer, of which a massive 96mm has gone into increasing the wheelbase. You can clearly see the additional length by the amount of space in the rear of the Vento. Also, the rear track is 35mm wider and the wider haunches have allowed a wee bit more width for the rear seat. The Vento is about the same size as other rival mid-sizers and dimensionally there’s not much to choose between them. The Vento adopts the Polo’s MacPherson strut front suspension and non-independent trailing arm rear setup, modified to adjust for the wider truck. Indian cars get the rough road package, which gives them better ground clearance, but it does make the wheel arches look a bit 2 under filled, even with the Highline’s 15-inch

wheels. Also different from the Polo is the steering, which has been made a wee bit heavier by tweaking the software on this electric setup. The fit and finish and consistency of panel gaps are top class but what’s disappointing is the way the doors shut – with an unsatisfying and hollow thud. This reflects the light build of the Vento which, at 1,220kg (for the diesel), is just 95kg more than an equivalently spaced Polo – impressive considering how much more car the Vento is. The Vento petrol is 100kg lighter than the diesel and on par with other saloons in the segment, except for the Linea which is the heaviest.

INTERIORS
The cabin, like the exterior, is classy and understated. It may not have the flair of its competitors but it does feel better put together. The beige and brown interiors are highlighted by high-quality silver accents, but the hard-wearing surfaces speak more about durability than luxury and some of the plastics (like the cup holders in the centre console) don’t feel like they have been built to Wolfsburg’s standards. The slab-like dashboard is similar to the Polo and a bit too high-set for short drivers without the seat height adjust (on the trendline) while the narrow rear window and head restraints don’t help visibility at the back. The switches, which are again similar to the Polo’s, have a solid and tactile feel. The sole letdown is the tiny buttons on the console for the climate control system (only on the Highline) which seem out of sync with the other chunky looking switchgear. Like the Polo, the locking system is a bit impractical as there are no physical locks and all the locking has to be done by the driver. The absence of an external boot release (only the Highline has remote opening) is also inconvenient. The front seats are extremely comfortable with good under-thigh support and tall passengers won’t have a problem, thanks to the generous seat travel. The driver gets a steering that adjusts for reach and rake but we found the central armrest a bit too obstructive and it was best to leave it folded away. 2

Extending the wheelbase has paid off handsomely. The rear seats have lots of legroom and headroom is good too, thanks to a less swoopy roof line. However, the seats themselves could have been more comfortable. The rear seatback is a bit too upright and you sink a touch too low into the seat squab. Also, the middle passenger doesn’t have a good time due to the big central tunnel. Making amends is a wide and practical armrest which is at the perfect height. VW knows that a lot of owners will be chauffeur –driven, so all variants of the Vento get a rear air-con vent and a very clever feature. You can move the front passenger seat forward or backward from the rear seat via a lever – it’s so simple and innovative that we wonder why no one else thought of it before. The Vento is currently available only in the base Trendline and top-end Highline variants. The Trendline gets basics like power steering, power windows, air-con and central locking but little else. The Highline in addition gets power mirrors, climate control, 15-inch alloys ABS, front airbags, CD/MP3 player; remote locking and driver-seat height adjust. As for practicality, it’s got quite a bit to boast about. The front door pocket are huge, there’s a big cubbyhole in the centre console, one centre armrest and the glove box is among the most useful. The 454-litre boot is adequate and the inner lining of the boot lid is a nice touch. In fact, there are lots of nice details like the billet-like inner door handles and the auto up/down power windows on all four doors. But you will have to really think twice before you pampering yourself. With no middle or Comfortline variant, the price gap between the Trendline and the Highline is a massive Rs 1.23 lakh.

ENGINE, PERFORMANCE & GEARBOX
As if no make up for the lack of grunt in the Polo, VW has given the Vento a stoking 1.6litre common-rail diesel which is in essence the Polo motor with an extra cylinder. What a difference it makes! This twin-cam diesel churns out 105bhp, just 5bhp short of the explosive Verna but churns out a class-leading 25.4kgm of torque which peaks at a nice and low 1500rpm. The engine is pretty quiet except for an intrusive clatter at idle and a slightly gravelly not, which we have noticed in most VW diesels. But for the most part, it’s 2 a very refined motor and the smoothest small diesel yet. Slot the stubby gearstick into

first, ease in the clutch and within 50 meters you realize the engine is in a different class. It is very responsive with minimal turbo-lag and when you cross 200rpm, the Vento simply takes off. In fact it is this peaky or non-linear power delivery that takes some getting used to and you quickly learn to moderate your right foot. Also amazing is the broad torque spread of this engine. Unlike most diesels which fall off a cliff past 4000rpm, the VW 1.6 keeps pulling strongly till 5000rpm. The extra revs to play with give the engine amazing flexibility and in fact you can simply stick to one gear, whether in the city or on the highway. But it’s more fun to use the light and super-slick gearbox with its accurate, rifle bolt-like action and extract the maximum out of the Vento, which on full throttle will get to 100kph in 11.3 seconds that makes it the quickest in the segment just behind the Verna. However, the Vento’s massive torque and clever gearing conjure up explosive in gear accelerations times – the 20-80kph run takes just 9.2sec, to a Verna diesel’s 12.5sec. The Vento’s mega mid-range makes it a brilliant highway car and on our drive down from Jaipur to Mumbai overtaking was utterly effortless and stress-free. The petrol motor is again a Polo engine with an additional cylinder. This 1.6-litre twin-cam engine makes 105bhp just like the diesel, and a reasonable 15.6kgm of torque at 3800rpm. This translates to peppy performance and reasonable responses. It will get to 100kph in a pretty acceptable 12.1sec, not too far away from the competition. It revs to 6000rpm but does get a bit throaty when it crosses 4000rpm. In the 20-80kph run, it is a second slower than the Honda City, which isn’t too bad. The torque 1.6 petrol has enough reserve to make smart overtaking maneuvers or close gaps but unlike the Vento diesel it won’t shock you with its performance and feels best at moderate speeds. In traffic, the throttle action is slightly jerky and a bit of ECU fine-tuning could sort that problem out.

RIDE & HANDLING
The Vento’s primary objective is to be a comfortable saloon and the suspension is set up that way. At low speeds it rides with sophistication, absorbs bumps well except for some sharp ones which filter through. The Vento’s ride quality isn’t quite as accomplished as 2 the Linea’s and its suspension can get clunky but the long-travel suspension soaks up

bad roads pretty well. At high speed, the ride is again quite pliant and there’s a nice supple edge to the way it coasts over a bad patch. However, the front is a touch too soft and the nose bobs up and down on an uneven surface, particularly on the diesel which has a heavier nose. Just like in the Polo, the Vento’s ride isn’t as flat or consistent as we would have liked. The electric steering too doesn’t exactly bristle with feel but it quietly does the job without much communication to the driver. The long wheelbase and wider rear track give the Vento stability through corners but it doesn’t like quick direction changes and on the limit the Vento under steers strongly. In the city the Vento is a very user-friendly car, the light steering, soft clutch and easy gearshift make it a breeze to drive in traffic and in that sense the VW saloon demands little of the driver. To sum up, the Vento is a nicely judged mix of good ride and decent handling. However, it is not particularly exciting to drive.

FUEL EFFICIENCY
The Vento diesel gave us decent figures – 13.1kpl and 17.3kpl are what we got on the city and highway respectively. It’s not the best in class but given the power and torque it churns out, it’s more than acceptable. The petrol engine was a bit disappointing because, despite its strong mid-range and good drivability, we couldn’t better 9.2kpl in the city while 15.3kpl on the highway is about average. But the 55-litre tank gives it a 670km range. The diesel goes a shattering 830km on a tank.

VOLKSWGEN VENTO AUTOCAR VERDICT A SENSIBLE MID-SIZE SALOON YOU CAN'T GO WRONG WITH.
The Vento is the result of painstaking homework by Volkswagen. This all-new saloon may have been derived from the Polo but it’s been conceived squarely for the Indian buyer, it’s a spacious and comfortable saloon with special attention given to the rear seat 2 along with all the features (in the Highline variant) you really need. Strong pair of engines

and a mouth-watering price further enhance its appeal. If there is anything missing, it’s a bit of wow factor. The styling won’t turn heads, it’s not quite sporty and some of the inherent solidity which VWs are known for is missing. However, the Vento has a hardwearing feel about it and comes across as a sensible and dependable saloon you just can’t go wrong with.

Hyundai Fludic Verna

Hyundai seems to have taken upon them to be the protagonist for testing new waters in car styling and design. Starting with i20 they have only upped the ante with The New Fluidic Verna. From exterior to interiors no stone has been left unturned to ensure a runaway success in a segment which till date has belonged to the City and Vento. We test drove The New Hyundai Fluidic Verna both the petrol and diesel power plants and to say the least returned quite impressed. With hatchbacks accounting for 2/3 rd of Indian car market, sedans even today command premium & luxury status. We believe that it’s only a matter of time that one sees mass upward mobility from the B plus segment to the sedans thanks to growing choice and indulging consumers. No wonder the market is getting crowded with new launches like; Volkswagen Vento, Toyota Etios, Hyundai Fluidic Verna, New Ford Fiesta, New Revamped Dzire, soon to be launched Skoda Rapid adding to the growing list of Optra, City, Aveo, Cedia, Accent, SX4, Dzire, Fiesta Classic etc. While Verna has been chugging along with 1800-2000 nos/mth all India, Hyundai wants to double its presence between 7-10 Lac segments with the New Fluidic Verna. The New Fluidic Verna from the heart to the exteriors is a new car in all sense of the word new.

STYLE & SUBSTANCE
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With Fluidic Verna the painstaking effort to develop and sell a stylish car is quite obvious. Standing still the car mesmerizes one with its sheer fluidic design and coupe like appearance, Hyundai’s new design frontier. Hyundai Fluidic Design concept translates itself tangibly in the front through the Hexagonal shape grille, Chrome slatted Hyundai Logo, Swept Back Headlamps & L Shaped Fog Lamps, Dominating rising shoulder line along with the creases completes the side perspective. Tapered roof enhances its Coupe like styling, blacked out B-Pillars, windows and steeply raked windscreens further add to the cars sporty appeal. Chrome splashed pull type door handles, foldable mirrors with built-in Trendy LED turn indicators, tight skinning along with tapered roof design adds to the car’s elegance and is reminiscent of European styling. Sleek wrap- around tail lamps, tow tone rear chrome garnish, spoiler like boot lip & dual chrome exhaust mufflers continues the cars fluidic design philosophy and also adds zings to the cars sportiness. Close examination reveals that it is not high only on design quotient, even the fit & finish is also vastly improved. Zero panel gaps with almost even finishing. Its cutting edge styling along with well thought out proportions, makes it one of the best looking car in the 7-10 lacs segment today. We believe that Style for Hyundai Fluidic Verna can become its biggest differentiator.

INTERIOR, SPACE & ERGONOMICS
A well sculpted up-market Dash board welcomes you inside the Verna. Whilst leather upholstery adds to its tactile feel we wish that the grains used to make dashboard could be of better quality. Quality of center console is good & dark wood finish gives an elegant feeling. The steering wheel with tilt function is borrowed from i20 is just right in size. Front seats are well bolstered & have good space. Enough head room as well as legroom 2 along with good thigh support, however it falls short on side support. The rear seats

however leave some room for improvement. Rear seats have enough leg room but fall short on thigh support. Coupe like silhouette eats out the head room at the rear. Instrument cluster is easy to read & well lay out without any fuss. Driver information system provides plethora of useful information. Clean air ionizer, rear parking sensor, Key with button start are some of the category first and convenience enhancers. Boot space is huge and well designed too. The opening aperture is large & intrusions are minimum, however lower loading tip could have increased convenience. Nevertheless a stellar job.

POWER PANT, TRANSMISSION & PERFORMANCE
Hyundai launched Fluidic Verna comes with both petrol and Diesel fuel types with 1.4 and 1.6 Litre power plants. 1.6 L VTVT: Just like the Diesel power plant petrol also comes in a 1.4 l and 1.6 l capacity engines, the petrol power plant belongs to the Gamma engine family of Hyundai cars and is more refined than its previous avatar. Double Overhead Cam (DOHC), 4 valves per cylinder & variable valve timing mechanism (VTVT) mechanism facilitates engine refinement. Press the clutch, start the ignition and the engine settles down in a smooth noiseless run. The low engine noise makes one wonder at times whether the engine is running at all. With 123 PS@6500 rpm peak power and a torque of 15.8 Kg-m @ 4200 rpm is linear and builds up quite effortlessly. Sharp throttle response with a rev happy engine makes driving the Fluidic Verna petrol version a delight. Drivability is great & one can easily crawl in the city even in higher gears.

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The car pulls well from the low rpm & won’t complaint pulling from as low as 1000 rpm in 5th gear though gear shift indicator tells something else. Enough power is reserved for top end though the sweet spot is to have rev counter below 5500 rpm. Unlike diesel option, petrol engine is mated with 5 speed gear box with which its precise short throws are a welcome feature of the New Verna Fluidic. It boast of impressive ARAI figures of 17 + to a Km. The MT gear shift indicator in the Fluidic Verna displays the most optimum gear. Car comes with ARAI certified fuel figure of 22.32kmpl for 1.6 Diesel making it most fuel efficient car in C- Segment.

DYNAMIC ABILITY
Verna Uses McPherson struts with coil spring in front & couple torsion beam axle at rear with gas filled shock absorbers. Ride quality is good and only over large potholes do the shocks get transmitted to cabin. Car lacks the finesse at the high speed and due to softly sprung settings it lacks stability. Steering feel very light which is boon to use in the city but on highway, it doesn’t inspire confidence. The feedback at low speed is good but once you get going, especially at highway, it lacks any connection. Handling is not as sharp as Japanese & European Siblings. Considerable body roll is present due to soft damping settings and handling doesn’t break any new grounds. One can’t be able to tell what each wheel is up 2 to & it is not very inspiring. It is car which retains its composure in straight line & doesn’t like to be cornered hard.

VALUE FOR MONEY
Verna is giant leap forward from its previous model on almost every aspect. It is bold & sporty to look at, comes with comprehensive choice of engines with linear power delivery & dynamics are much more improved than ever. With Prices between 7 -10.7 lakh, Verna is not a cheap option & not make very decent case for itself on price front though it comes loaded with all the bells & whistles. Actually Hyundai has launched it in competition against City & Vento rather than Etios, Dzire & Maanza. So from that point of view it emerges out to be formidable contender in Csegment. Booking numbers are shooting for the company with figures 5000 in 5 days. It looks that all new Fluidic Verna has shaken up the whole C-Segment.

OVERALL RATINGS
STYLE & SUBSTANCE 4/5 Interiors & Ergonomics 3.5/5 Value for Money Power plant& Transmission Dynamic Ability 3.5/5 4/5 3.5/5

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OBJECTIVES OF THE STUDY
The study has been under taken to analyze the customer profile and mapping to understand the consumer behavior regarding automobile sector. Objectives To know the customer profile. To analyze the exact segregation of the industry of Jodhpur. To know at which geographical segment the 2 potential customer exist.. To know the consumer behavior regarding cars on following parameter:

(a) To analyze the factors that influence the customer before buying a car.. (b) To find out the replacement pattern of customers. (c) To find out the purchase pattern.

RESEARCH METHODOLOGY
A research process consists of stages or steps that guide the project from its conception through the final analysis, recommendations and ultimate actions. The research process provides a systematic, planned approach to the research project and ensures that all aspects of the research project are consistent with each other.Research studies evolve through a series of steps, each representing the answer to a key question. This chapter aims to understand the research methodology establishing a framework of evaluation and revaluation of primary and secondary research. The techniques and concepts used during primary research in order to arrive at findings; which are also dealt with and lead to a logical deduction towards the analysis and results. RESEARCH DESIGN I propose to first conduct a intensive secondary research to understand the full impact and implication of the industry, to review and critique the industry norms and reports, on which certain issues shall be selected, which I feel remain unanswered or liable to change, this shall be further taken up in the next stage of exploratory research. This stage shall help me to restrict and select only the important question and issue, which inhabit growth and segmentation in the industry. The various tasks that I have undertaken in the research design process are : Defining the information need Design the exploratory, descriptive and causal research.

RESEARCH PROCESS

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The research process has four distinct yet interrelated steps for research analysis It has a logical and hierarchical ordering: • • • • Determination of information research problem. Development of appropriate research design. Execution of research design. Communication of results.

Each step is viewed as a separate process that includes a combination of task, step and specific procedure. The steps undertake are logical, objective, systematic, reliable, valid, impersonal and ongoing.

EXPLORATORY RESEARCH
The method I used for exploratory research was  Primary Data  Secondary data

PRIMARY DATA
New data gathered to help solve the problem at hand. As compared to secondary data which is previously gathered data. An example is information gathered by a questionnaire. Qualitative or quantitative includes data that are newly collected in the course of research, Consists of original information that comes from people and information gathered from surveys, focus groups, independent observations and test results. Data gathered by the researcher in the act of conducting research. This is contrasted to secondary data, which entails the use of data gathered by someone other than the researcher information thatis obtained directly from first-hand sources by means of surveys, observation or experimentation. Primary data is basically collectedby getting questionnaire filled by the respondents. 2

SECONDARY DATA

Secondary Data means, information that already exists somewhere, having been collected for another purpose. Sources include census reports, trade publications, and subscription services. purpose other There are two types of secondary data: internal and external some investigation Researching information, which has information compiled for purposesother than the secondary data. Information compiled inside or outside the organization for than the current already been published? Market

current research effort; it can be internal data, such as existing sales-tracking information, or it can be research conducted by someone else,such as a market research company or the U.S. government. Secondary source of data used consists of books and websites. My proposal is to first conduct a intensive secondary research to understand the full impact and implication of the industry, to review and critique the industry norms and reports, on which certain issues shall be selected, which I feel remain unanswered or liable to change, this shall be further taken up in the next stage of exploratory research.

DATA COLLECTION
Data collection took place with the help of filling of questionnaires. The questionnaire method has come to the more widely used and economical means of data collection. The common factor in all varieties of questionnaire was the sample. easy to the questionnaire method is this reliance on verbal and understand to all spectrums of people in responses to questions, written or oral. I found it essential to make sure the read It was also important as researcher to respect the samples time and

energy hence the questionnaire was designed in such a way, that its administration would not exceed 4-5 mins. These questionnaires were personally administered. The first hand information was collected by making the people fill primary data collected by directly interacting with the people. the questionnaires. The

DETERMINING THE SAMPLE PLAN AND SAMPLE SIZE
TARGET POPULATION
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It is a description of the characteristics of that group of people from whom a course is intended. It attempts to describe them as they are rather than as the describer would like them to be. Also called project includes key the audience the audience to be served by our demographic information (i.e.; age, sex etc.).The specific

population intended as beneficiaries of a program. The target population is the population I want to make conclude an ideal situation; the sampling frames to matches the target population. A specific resource set that is the object or target of investigation. The audience defined in age, background, ability, and preferences, among other things, for which a given course of instruction is intended. I have selected the sample trough Simple random Sampling

SAMPLE SIZE

:

This involves figuring out how many samples one need. The numbers of samples you need are affected by the following factors: • Project goals • How you plan to analyze your data • How variable your data are or are likely to be • How precisely you want to measure change or trend • The number of years over which you want to detect a trend • How many times a year you will sample each point

SAMPLE SIZE
I have targeted100 people for the purpose of the research. The target population 2 influences the sample size. The target population represents Jodhpur region. The people

were from different professional backgrounds. The details of our sample are explained in chapter named primary research where the divisions are explained in demographics section.

ERRORS IN THE STUDY
Interviewer error
There is interviewer bias in the questionnaire method. Open-ended questions can be biased by the interviewer’s views or probing, as interviewers are guiding the respondent while the questionnaire is being filled out. The attitudes the interviewer revels to the respondent during the interview can greatly affect their level of interest and willingness to answer openly. As interviewers, probing and clarifications maximize respondent understanding and yield complete answers, these advantages are offset by the problems of prestige seeking, social desirability and courtesy biases.

Questionnaire error
The questionnaire designing has to careful so that only required data is concisely reveled and there is no redundant data generated. The questions have to be worded carefully so that the questions are not loaded and does not lead to a bias in the respondents mind. The respondents selected to be interviewed were not always available and willing to co operate also in most cases the respondents were found to not have the knowledge, opinion, attitudes or facts required additionally uninformed response errors and response styles also led to survey error.

Sampling error
We have taken the sample size of 100, which cannot determine the buying behavior of 2 the total population. The sample has been drawn from only National Capital Region.

Research Design
Research design is a conceptual structure within which research was conducted. A research design is the detailed blueprint used to guide a research study towards its objective. It is a series of advanced decision taken together comprising a master plan or a model for conducting the research in consonance with the research objectives. Research design is needed because it facilitates the smooth sailing of the various research operations, thereby making research as efficient as possible yielding maximum information with the minimum effort, time and money.

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ANALYSIS
ANALYSIS HAS BEEN DONE BY TWO METHODS 2

1. GRAPHICAL METHOD 2. PERCENTAGE METHOD

Type of Person’s Work:-

Type of Person’s Work No. of respondents Percentage

Business Man 34 34%

Salaried 39 39%

Self employee 15 15%

Student 12 12%

Interpretation
From this analysis it came to know that in Jodhpur the 34% is the business man and the 39 % Salaried and 15% Self employee and the last 12% is the student out of 100 respondents. It means the Jodhpur Cityhave a large number ofsalariedperson and Business Man.

2

Percentage of various car companies which mostly people are prefer in Jodhpur:-

Brand

Volkswagen

Maruti

Hyundai

Honda

Tata

Toyota

Mahindra

Nissan

Other

No. of cars Percentage

2 2%

23 23%

9 9%

2 2%

5 5%

3 3%

9 9%

4 4%

4 4%

Interpretation
From this analysis it came to know that 23% of the domestic market is owned by Maruti and then followed by Hyundai (9%) , Mahindra(9%), Tata(5%), Nissan (4%), Toyota(3%), Volkswagen(2%), Honda(2%) and others(4%). So as competitively to other, Volkswagen has a great opportunity to show his capability and power to gain other’s market.

2

How much budget people prefer normally for car in Jodhpur:-

Price range of cars No. of cars Percentage

2-7lakhs 32 32%

7-12lakhs 49 49%

12-20lakhs 17 17%

20-30lakhs 1 1%

30+lakhs 1 1%

Interpretation
From this analysis it came to know that the cars budget with range 2-7lakhs holds 32% of the market whiles the cars with range 7-12lakhs holds 49% of the market and rest of the market is holed by other range of cars. Which means most of the market is hold by 7-12 lakhs and 2-7lakhs cars. So this is great signal for Volkswagen for gives better alternative for purchase Volkswagen car in the whole market.
2

Mode of Payment

Mode of Purchase No. of respondents Percentage

Cash 42 42%

Finance 57 57%

Interpretation

2

From this analysis it came to know 57% of customer prefers to purchase cars on finance due to various reasons. And this ratio also show the purchasing power of the customer

Preferred Bank for Finance
Total no. of respondents-100

Preferred Bank

ICICI

HDFC

SBI

Any other

No. of respondents Percentage

22

17

40

21

22%

17%

40%

21%

2

Interpretation
From this analysis it came to know 40% of people prefer SBI bank, 22% of people ICICI bank, 17% of people prefer HDFC bank and 21% of people prefer others bank for financing the cars. Hence SBI is the prior option chosen by the customers to finance their cars. So as per this result we suggest that Volkswagen should also give the option of finance by the SBI prior basis and in the lower EMI rate.

Frequently Change Car by Customer

Frequently Change Car No. of respondents Percentage

0-1 Year 1 1%

1-2 Year 2 2%

2-3 Year 15 15%

3-4 Year 42 42%

Above 40 40%

Interpretation

2

From this analysis it came to know 42% of people frequently change his car in 3-4 year, and 40% people change his car in above 4 year. So as the result we are able to say easily that in the Jodhpur city normally people does not want to change his car normally, and they believe in rough and tough product. So as per the Volkswagen product, the company has providedwell engineered cars which are very in favor for this.

How

many

people

see

Volkswagen

Advertisement

in

Jodhpur:-

Advertisement No. of respondents Percentage 2

Yes 70 70%

No 30 30%

Interpretation
As per the above chart analysis on 100 respondents, we found that in the Jodhpur district only 70% people have seen the advertisement and remain 30% people are not interested or don’t know about the Volkswagen. So we suggest according to my knowledge that if Shakun Motors Pvt Ltd try to cover whole the market of Jodhpur via attractive or innovative advertisement then I am sure that Volkswagen name is the first choice of the people in the Jodhpur Market.

How many people are pronounce the word ‘Volkswagen’ correctly

Pronounce the Word ‘Volkswagen’ No. of respondents Percentage

Folkswage n 54 54% 2

Wolkswagen 46 46%

Interpretation
As per the above result of 100 respondents, we found that in the Jodhpur district only 54% people are known correct pronunciation of ‘Volkswagen’ but remain 46% people are don’t know the actual pronunciation. So this situation is not so best because 46% actually don’t know about Volkswagen, so for the customer awareness we suggest that if Shakun Motors Pvt Ltd gives the advertisement in the Hindi or English mixed language in the Jodhpur or also if it possible in the regional language, then it definitely gives the better response and more effective in the current market segmentation.

How many people are known actual meaning of Volkswagen

Meaning of ‘Volkswagen’ No. of respondents

People Car 43

German Car 52 2

Cream 0

Channel 1

Other 4

Percentage

43%

52%

0%

1%

4%

Interpretation:As per the above result, we found that in the Jodhpur district 43% people are known correct meaning of the ‘Volkswagen’ but 57% people are not know the correct meaning of this. So this is happened because Volkswagen advertisements are not in sufficient manner or in proper manner, they only focus on new cars, EMI rates, dealer location, or lower or effective prices. If Volkswagen focus also on the miner point like how the pronunciation the word ‘Volkswagen’ and what is the meaning of the same. So after this result we can able to make our brand name effectively and also aware about this word correctly.

How many people are known about the Shakun Motors Pvt Ltd Showroom in the Jodhpur

2

About Showroom No. of respondents Percentage

Pratap Nagar 23 23%

Sastri Nagar 7 7%

Jalori Gate 5 5%

Near Bombay Motor 65 65%

Interpretation
As per the above result, we found that still so many people are not known about the showroom location. Only 65% people are know the exact location of the same but remain 35% people are not know about this showroom location. So this is also creating a problem for effective selling. So we suggest that if we are giving the road shows and the newspaper advertisement where the some gifts are announced for only visit in the showroom, then we can able to give full awareness about our mission and vision.

What the people think about the Volkswagen advertisement when its shows:-

2

Interpretation:As per this result, we found that 25% people are believe that Volkswagen produced the well engineered car and 18% people are believe that its protected/solidity car and 18% people are believe in the reliability in the car and 12% people are think that it produced the stylish car in the market. But here the question is arises that remain 27% people why can’t give the response or act anything when the Volkswagen advertisement is shows in front of them. So this is may not or may be very negative result. So for the 27% people, we suggest to the shakun motors pvt ltd that if they try to give phone call, message, email, advertisement via cattle and arrange the fair for the people then it definitely increase the ratio of customer attraction.

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Conclusion

The above study shows that Jodhpur have a large number of manufacturing industries and most of the industry resides in Industrial Area Basni Phase 1 st& 2ndand Boranada. In manufacturing industry cycle industry, auto parts industry and hosiery industry are major industries. And among car companies maruti holds the major part of the market followed by Hyundai, Honda, Tata and then other companies. And most number of cars holds by customers in the range 7-12lakhs (49%) and then 2-7 lakhs range (32%). Most of the customers (40%) prefer to purchase cars on finance. Most customers (42%) change their cars after 3-4 year interval. As per this result, may not be suitable to all the regions of the 2

country because of the culture, standard of living and volume of the market. The research concludes that Volkswagen have great opportunity to penetrate in the market easily.

LIMITATIONS OF THE RESEARCH PROJECT
The research study suffers from following limitations: The Jodhpur District market was too vast and it was not possible to cover each and every customer in the available short span of time. Generally, the respondents were busy in their work and were not interested in responding. Respondents were reluctant to disclose complete and correct information about themselves and their organization. 2









Most respondents were reluctant to provide exact information as in why they preferred particular company’s car. The research was conducted in present prevailing conditions. There can be some fluctuations in the market, which can offset the findings. The project is carried out for the period of 45 days only. Measurement of customer satisfaction is complex subjects, which uses nonobjectives method, which is not reliable. The sample unit was also 100 respondents









Recommendation
• • • Volkswagen should increase their service stations.

Facilities regarding after sales services should be increase.

People were not aware about VW brand. there should be more brand awareness in the market.

• •

They should increase advertisement activities.

People didn’t recognize difference between prestige motors & Prestige Honda 2 that should be rectified.

• •

They should promote more road shows in the respective areas.

The company should promote about the entire feature offered by it.

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QUESTIONNAIRE FOR THE CUSTOMERAWARENESS
Name………………………….. 1. What is your age? 18 or lower 19-26 27-34 35-40 41 or older Place...………………………….

2. What is your occupation? Business Man Salaried Self Employed Student

3. What is your monthly household income? Below 50,00050,000 1, 00,0001, 00, 000 – 1, 50, 000 Above

4. What Budget do you allocate for car? 2-7 Lakh 7- 12 Lakh 12-20 Lakh 20-30 Lakh Above

5. Have you seen a Volkswagen advert? Yes 6. What is Volkswagen? Car Company Cold Drink Company Other Media Company No

Ice Cream Company 7. How to pronounce ‘Volkswagen’? Folks-vagen Woks-wagen

8. What do you mean by “Volkswagen?” People Car German Car Cream Channel Other

9. Where is the Volkswagen Showroom in Jodhpur? Pratap Nagar Sastri NagarJalori Gate Near Bombay Motor

10. What is your mode of purchase for car? Finance Cash

11. Which bank do you prefer for finance? ICICI HDFC SBI Other

12. Which Car do you have? -------------------------------------------------------------------------------------------2 13. Have you got a Volkswagen Car? (If yes please answer question 14, If no please answer question 15) Yes No

BIBLIOGRAPHY

1. Research methodology – C.R. kothari.

WEBSITES:http:// www.volkswagen.co.in http:// www.automobile.com http:// www.google.com http://www.mappinganalytics.com http://www.wikipedia.org

Magazines
Autocar OverDrive

Staff:
Shakun Motors Jodhpur

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