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A PROJECT REPORT

ON
 
“CUSTOMER PREFERENCE REGARDING HERO HONDA BIKES IN INDIA”
IN
Begusarai Auto gusarai (Bihar) Agencies, Be
S0BNITTEB T0
SRN SCB00L 0F NANAuENENT
BY
N0KESB K0NAR
REG NO. 35080338
BATCH NO. 2008-10

UNDER THE GUIDANCE OF

Mr. M. MANIKANDAN 
 
In partial fulfillment of Master of Business Administration 
MAY 2010 
 
 
 

 
 
.N EN
S.R i,
S.R T, . SCB00L 0F NANAuEN
. u
K ,
N. Nagai, Kattankulath
ancheepuiam Bistiict
Tamil Nauu – 6uS2uS
BONAFIDE CERTIFICATE
 
Certified that this final project report titled A Study On “CUSTOMER PREFERENCE REGARDING
HERO HONDA BIKES IN INDIA” is the bonafide work of MUKESH KUMAR [Reg. NO 35080338],
who carried out the research under my supervision. 
Certified further, that to the best of my knowledge the work reported herein does not form
part of any other Project report or dissertation on the basis of which a degree or award was
conferred on an earlier occasion on this or any other candidate.
 
 
 
           MR. M. MANIKANDAN                          DR. JAYASHREE SURESH 
          [PROJECT GUIDE]                                               [DEAN] 
 
 
This is to certify that the candidate was examined by us in the thesis work/viva-voce examination
held at SRM School of Management, Kattankulathur.
 
INTERNAL EXAMINER PROJECT GUIDE EXTERNAL EXAMINER 
 

 
 
 
DECLARATION
 
 
I MR. MUKESH KUMAR hereby declare that the Project Report entitled “CUSTOMER
PREFERENCE REGARDING HERO HONDA BIKES IN INDIA” is done by me under the guidance of
MR.TIRLOKI NATH RASTOGI (MANAGER) at Begusarai Auto agencies Begusarai is
submitted in partial fulfillment of the requirements for the award of degree in Master of Business
Management by the SRM UNIVERSITY.
 

                
 
 
 
 
 
 
                
DATE:
PLACE: CHENNAI MUKESH KUMAR

 
 

 
 
 
ACKNOWLEDGEMENT
 
I would like to express our deepest gratitude and thanks to DR. JAYASHREE SURESH,
Head of the Department for her valuable support in doing my project. She has been a source of
encouragement and guidance in all our endeavors’.
I would like to express my sincere thanks to MR.TIRLOKI NATH RASTOGI,Manager of
BAGUSARAI AUTO AGENCIES BAGUSARAI for extending his cooperation, in spite of his busy
schedule. I offer sincere gratitude to him for giving all possible information and left no stones
unturned in making me understand the various aspects regarding management.
I express our profound thanks to MR.M.MANIKANDAN, project guide, for his consistent
encouragement and invaluable suggestion in completing this project, without him the completion
of this project would be practically impossible.
I would also like to thank all the teaching and non-teaching staff of the Department of SRM
School of Management, SRM University, who has helped me whenever I have approached them
with specific help.
I also thank the others in the management who decided my various doubts and helped me
understanding their respective department
                                                                                  
 
                                                                               [MUKESH KUMAR]   
 
 
 
 

 
TABLE OF CONTENTS
CHAPTER NO. TITLE PAGE NO.
   
BONAFIDE CERTIFICATE
DECLARATION
ACKNOWLEDGEMENT
 
 
 
         1. 
 
INTRODUCTION
‐ Introduction of the study
- Needs of the study
- Scope of the study
- Objective of the study
- Limitations of the study
 
 
1‐6 





 
2. 
 
LITERATURE REVIEW
- Company profile
- Key policies
- History of company
- Products offered by company
- Swot analysis
 
 
 
7‐37 
8‐10 
11‐18 
19‐28 
29‐36 
37 
 
    
   3.   
 
RESEARCH METHODOLOGY
 
 
38‐42 
 
4. 
 
DATA ANALYSIS
 
 
43‐73 
 
5. 
 
FINDINGS &SUGGESTIONS
  
 
74‐76 
 
6. 
 
CONCLUSION
 
 
77‐78 
 
 
 
BIBLIOBRAPHY
QUESTIONNAIRE 
 
79 
80‐82 
 

 
 
 
 
 
 
 
 
 
 
 
 


CHAPTER - I

INTRODUCTION
 
 







 



INTODUCTION OF THE STUDY

I talks about Indian two-wheeler industry, reference to Hero Honda Motors Limited is by default.
It is not only the market leader in the two wheeler segment in India but also is the number one
two wheeler company in the world by volumes. The company’s name is synonymous with fuel-
efficient bikes and longevity. The company has a presence in all bike segments viz. economy
(CD Deluxe, CD Dawn) executive (Super Splendor, Splendor+) and premium (Karizma, CBZ).
Splendor is the most successful product of the company and accounts for almost 50% of the
company’s turnover.
This project is done on the basis of questionnaire and data collected to know the CUSTOMER
PREFERENCE REGARDING HERO HONDA BIKES IN INDIA. During my project work I
gathered some interesting knowledge which I have used in my final project work.














 


NEED OF THE STUDY

Since it is said “A problem well defined is half solved”. The problem is specified clearly with
which aspect it should be carried out.

The title of this project clearly states that the purpose of the study is to know the customer
preference regarding Hero Honda bikes in India , The problem is to identify the impact of current
marketing strategy on the consumers & the brand positioning of the product. Therefore a
research is conducted to give and exposure to this case. The study is an attempt to know what is
the exact expectation of customer preference regarding hero Honda bikes in India.



















 



SCOPE OF THE STUDY
 

To study helps to know the factors that influencing the customer to buy the product.
The study helps to know the performance and problems of the customer can met.
To identify the competitor of Auto bikes company.
To find the level of satisfaction and customer preference towards the services provided by
Auto bikes.
The study can be helpful to the company to forecast future sales holders.



 
 











 


OBJECTIVE OF THE STUDY
 
To Identify the competitive position of various brands of vehicles in customer mind.
To Identify the customer & dealer relationship.
To find out the various competitors of Hero Honda Auto bikes.
To Identify Market share of Hero Honda Company.
To know about marketing strategy of hero Honda Company.
To Identify Current demand of hero Honda Company.
To Identify Company sales forecast.
To know the requirements regarding features & mileage.












10 
 




LIMITATIONS OF THE STUDY
 

The study is limited to Bihar only and not for total market.
The study is based on customer point of view that was taken under sampling
consideration.
The study is pertaining to HHA.
The sample size has been confined to 100.
The study was conducted only for limited period of time.
The study was conducted under the assumption that the information given by the
respondent is authentic.
Many of the respondents may not have proper information because of their inability to
understand the questionnaire.
















11 
 














CHAPTER- 2

LITERATURE REVIEW









12 
 


COMPANY PROFILE

Hero Honda Motors Ltd., the manufacturer of India Largest selling 100 CC Motorcycles was
incorporated on Jan. 19, 1984. Hero Honda is a successful blend of two unique cultures & world
market leaders i.e. Honda Motor Company of Japan & Hero Group of India. The partnership
between Honda’s & Manual’s to manufacture 100 CC Motor bike has been one of the most
successful Indian joint Venture ever. HHML has brought to India a revolution on Two Wheeler
by famous advertising campaign “Fill it-Shut It-Forget it “. Today 2 plants of HHML are located
on Delhi-Jaipur highway.
HHML DHARUHERA PLANT :
LOCATION : 69th KM Stone
Delhi-Jaipur Highway
Dharuhera -122 106, Dist. Rewari (Hr.)
Tel. 01283-2131-35
Fax. : 01283-2399
ESTABLISHED : 19
th
Jan, 1984
Area
Total : 2,48,000 sq. mts.
Covered : 58,183 sq. mts. (23.5%)
MODELS : CD-100, CD-DELUXE, CBZ, SPLENDOR



13 
 


HMHL GURGAON PLANT:
LOCATION : 37
th
Km. stone
Delhi Jaipur Highway
Sector 33, Gurgaon -122 001
Haryana
Tel : 0124-304123-132
ESTABLISHED : 24
TH
FEB, 1997
Area
Total : 2,99,000 sq. mts.
Covered : 47,200 sq. mts/ (15.8%)
MODELS : STREET, SPLENDOR, CBZ
HEAD OFFICE:-
LOCATION : 34, Community Centre
Basant Lok, Vasant Vihar
New Delhi - 110 057
Tel. : 614-2451 (9lines)

Hero Honda is a two-decade-old story. It came into existence as a joint venture
agreement between the Munjal family’s Hero Group and Honda Motor Company (HMC) of
Japan, each having 26% stake in the company. A ten year agreement was first entered in the year
1984, whereby HMC brought in technical expertise and Hero Honda brought in local talent to
manage all other functions including marketing, finance, and human resources. The agreement
was once again renewed in 2004 and has been extended till 2014.
14 
 


BOARD OF DIRECTORS
No. Name of the Directors Designation
1 Mr. Brijmohan Lall Munjal Chairman & Whole-time Director
2 Mr. Pawan Munjal  Managing Director & CEO
3 Mr. Toshiaki Nakagawa  J oint Managing Director
4 Mr. Sumihisa Fukuda Technical Director
5 Mr. Om Prakash Munjal Non-executive Director
6 Mr. Sunil Kant Munjal Non-executive Director
7 Mr. Masahiro Takedagawa Non-executive Director
8 Mr. Satoshi Matsuzawa
(Alternate Director to Mr. Takashi Nagai)
Non-executive Director
9 Mr. Pradeep Dinodia  Non-executive & Independent Director
10 Gen.(Retd.) V. P. Malik Non-executive & Independent Director
11 Mr. Analjit Singh Non-executive & Independent Director
12 Dr. Pritam Singh Non-executive & Independent Director
13 Ms. Shobhana Bhartia Non-executive & Independent Director
14. Mr. Meleveetil Damodaran Non-executive & Independent Director
15. Mr. Ravi Nath Non-executive & Independent Director
16. Dr. Anand C. Burman Non-executive & Independent Director
 
15 
 


KEY POLICIES

AN ENVIRONMENTALLY AND SOCIALLY, AWARE COMPANY
At Hero Honda, our goal is not only to sell you a bike, but also to help you every step of
the way in making your world a better place to live in. Besides its will to provide a high-quality
service to all of its customers, Hero Honda takes a stand as a socially responsible enterprise
respectful of its environment and respectful of the important issues.
Hero Honda has been strongly committed not only to environmental conservation
programmes but also expresses the increasingly inseparable balance between the economic
concerns and the environmental and social issues faced by a business. A business must not grow
at the expense of mankind and man's future but rather must serve mankind.
"We must do something for the community from whose land we generate our wealth." A famous
quote from our Worthy Chairman Mr.Brijmohan Lall Munjal.
Environment Policy
We at Hero Honda are committed to demonstrate excellence in our environmental
performance on a continual basis, as an intrinsic element of our corporate philosophy. To achieve
this we commit ourselves to: Integrate environmental attributes and cleaner production in all our
business processes and practices with specific consideration to substitution of hazardous
chemicals, where viable and strengthen the greening of supply chain. Continue product
innovations to improve environmental compatibility. Comply with all applicable environmental
legislation and also controlling our environmental discharges through the principles of "alara" (as
low as reasonably achievable). Institutionalize resource conservation, in particular, in the areas
of oil, water, electrical energy, paints and chemicals.
16 
 
Enhance environmental awareness of our employees and dealers / vendors, while
promoting their involvement in ensuring sound environmental management.

Quality Policy
Excellence in quality is the core value of Hero Honda's philosophy
We are committed at all levels to achieve high quality in whatever we do, particularly in our
products and services which will meet and exceed customer's growing aspirations through:
• Innovation in products processes and services.
• Continuous improvement in our total quality management systems.
• Teamwork and responsibility.

Safety Policy
Hero Honda is committed to safety and health of its employees and other persons who may be
affected by its operations. we believe that the safe work practices lead to better business
performance, motivated workforce and higher productivity.

We shall create a safety culture in the organization by:
• Ensuring compliance with all applicable legislative requirements.
• Empowering employees to ensure safety in their respective work places.
• Promoting safety and health awareness amongst employees, suppliers and contractors.
• Continuous improvements in safety performance through precautions besides
participation and training of employees.


17 
 
DEFINATION OF MARKETING

“Marketing is an understanding and responding of customer needs’’.
Rajan Sexna
“Marketing is a set of human activities directed at facilitating and consummating exchanges. The
essence of marketing is exchange of product and the transaction to satisfy human needs and
wants’’.
Philip kotler

CUSTOMER VALUE ANALYSIS (CVA):
We belive customer choose between competitive brand offering on the basis of which
delivers the most customer value. Customer value is given by:

(Customer value = customer benefits – customer cost)
Customer value include product benefits, services benefits, personnel benefits, and judge the
relative benefits level or worth of different brands.










18 
 
CUSTOMER SATISFACTION

MEANING:
Whether the buyer is satisfied after purchase depends on the offer’s performance in relation to
the buyer’s expectation. In general, satisfaction is a person’s feeling of pleasure or
disappointment resulting from comparing a product’s perceived performance (or outcome) in
relation to his or her expectations. If the performance exceeds expectation, the customer is
highly satisfaction or delighted.

CUSTOMER SATISFACTION POLICY (4s):
Each of our dealers functions as a one – stop shop that takes care of all your concern regarding
your Hero Honda product. Thus, with the objective of maximizing customer satisfaction, all
H.E.A.D.s provide facilities for sales, services, spars and safety Riding.



CUSTOMER 
SATISFACTION
SALES
SERVICES
SPARE 
PARTS
SAFE 
RIDING


19 
 
SALES:
All H.E.A.D.s exclusively offer the sales of Hero Honda 2-wheelers. When you enter the
showroom, you will encounter attractive display and distinctive showroom environment, that
will help you know our product better. Trained staff at each H.E.A.D.s will help in your buying
process and offer test rides to give you a feel of the product.





SALES
ENQUIRY
DEALING
ATTRACTING 
DISPLY
TRAINED 
STAFF







20 
 
SERVICES:
The main services differentiators are ordering ease, delivery, installation, customer training,
customer consulting and maintenance and repairs.


CHECK 
CASHING
DELIVERY
CUSTOMER 
CONSULTING
MAINTENANCE 
&              
REPAIRS
INSTALLATIOON
PARKING
ORDERING 
EASE
CUSTOMER 
TRAINING


Ordering ease: - ordering ease refers to how to easy it is for the customer to place an order with
the company. Hero Honda Autobikes open extension shop in rural area so it is ease for ordering
customer.
Delivery: - Delivery refers to how well the product or service is delivered to the customer. It
includes speeds, accuracy, and care attending the delivery process.
Installation: - Installation refers to the work done to make a product operational in its service
location. Buyers of heavy equipment expect
good installation service. Differentiating at this point in the consumption chain it particularly
important for Autibikes with complex products.


21 
 
MAINTENANCE AND REPAIR:
Maintenance and repair describes the service program for helping customer keep purchased
products in good working order. In the event of a service problem, customer can use various sub
Autobikes service center in Begusarai or others district of Bihar.
SPARE PARTS:
Adequate stock of genuine Hero Honda spares are readily available for quick repair and
servicing.
SAFE RIDING:
Respect for human life forma a part of Hero Honda’s corporate philosophy. To realize this,
safety riding is being actively promoted by HHA. Safety riding programmes have been
implemented at all H.E.A.Ds. Our wish is to buildup a safe environment for driving, by giving
pre- delivery safety advice to each Honda customer.

Hero Honda is committed to safety and health of its employees and other persons who
may be affected by its operations. We believe that the safe work practices lead to better
business performance, motivated workforce and higher productivity.

We shall create a safety culture in the organization by:
• Integrating safety and health matters in all our activities.
• Ensuring compliance with all applicable legislative requirements.
• Empowering employees to ensure safety in their respective work places.
• Promoting safety and health awareness amongst employees, suppliers and
contractors.
• Continuous improvements in safety performance through precautions besides
participation and training of employees.




22 
 
COMPETITOR OF HERO HONDA MOTOR LTD.

Bajaj
Honda
Yamaha
Kinetic
Suzuki
TVS
Freedom













23 
 
HISTORY OF COMPANY

Honda Motor Company, Japan:
Honda motor company the world’s largest manufacturer of Motorcycle, commanding 25% of
world's & 50% of Japan’s Motorcycle market, was incorporated in 1948. Today “Honda” name
has become the guarantee of the technological & manufacturing excellence of any product. It
involved in automobiles & power product (Lawn Mowers, generators and Out board Motors). It
has 83 overseas production facilities in 35 countries, looked after by a 93,000 strong force.
Hero Group of Industries:
What began in Ludhiana in 1951 as a small unit manufacturing Bicycle parts has today emerged
as Rs. 2500 Crores industrial Colossus - Hero Group of industries. Munjal brothers set it up. The
operations of group cover a wide spectrum of consumer & Industrial application including
motorcycle, light motorcycles, mopeds, automotive components & industrial supplies.
Hero Cycles is in Guinness Book of World Record as World’s largest bicycle manufacturer. It
has also received several National & International Awards for Excellence. The search for
Excellence led to creation of companies like Hero Cycles Ltd. (1956), Gujrat Cycles Ltd. (1988),
Munjal Showa Ltd. (1985), Rockman cycles industries Ltd. (1961) Etc.
Since the company maintains the ethos of Perfect Quality, it has helped the group attain its
global stature. Besides maintaining the quality standards it has developed home-grown Research
& Development facilities to enhance its production so as to stride further.
HISTORY & GROWTH
Under motorcycle segment HHML is the market leader with 42% share in the market. Its
nearest competitor Bajaj Auto has 24% market share. It's true that lot of Hero Honda's success
is due to the fact that for a long time it operated in a near monopoly situation, it was the
only 4 stroke motorbike & offered customer an incredible 85 km for every time. But even
with the competition in the past few years, Hero Honda has effortlessly maintained its lead.
24 
 
In the year 1988-89 the production & sales mounted to 744,014 nos. & 74,027 nos. respective &
turnover was Rs. 104.54 crore. In 1989-90, the Company produced & sold 96,325 & 96208 bikes
respectively. The total turnover at Rs. 152.62 crores reflected an increase of 9.5% over the
previous year when compared on an annualized basis. The company introduced a new model
"sleek" during July 1989. The market response for the new model was reported to be
satisfactorily. During 1990-91, production rose to 1,20,091 nos. & 120,055 motorcycle were sold
for a total consideration of Rs. 195.75 crores. In the domestic market, company was planning to
launch a new Model Motor Cycle - CD 100SS suitable to semi rural conditions. In the
incarnation front plans were aft to enter the African Market. Possibilities were being exposed to
export motorcycles in completely knocked down conditions to Iran & Mauritius.
In the domestic market, the company was reposed to have an mkt share of 46% during 1990-91.
During 1991-92, turnover & production, increased to Rs. 275.72 crores & 135260 no. During
1992-93 turnover increased moderately despite reassign in the automobile sector. However
production was lower at 1, 28,649 motorcycles. During 1992-93, turnover & production increase
to Rs. 307.26 crores & 1,28,649 motorcycles respectively. During 1993-94 turnovers improved
to Rs. 369.99 crores & Production improved to 148,000 motorcycles. In the year 1994-95
production & turnover increase to 1, 83,490 motorcycle.




  





25 
 
FOREIGN COLLABORATION


FOREIGN COLLABORATION:
By merging 2 different Philosophy Hero Honda philosophies was born. As per the collaboration
agreement between Honda Motors & Hero Group, Honda Motors was to furnish complete
technical information, know how, trade secret & other relevant data to HHML & was to assist &
guide in selection of equipment. They also agreed to train the technicians of the company, to
provide information about the construction of the plant & on procurement of the components. In
consideration to their services, HHML was to be paid a lump sum fee of U.S. $ 500,000 in 3
equal installments & a royalty of 4% on the net ex-factory & all prices of the product. The
duration of the agreement was for a period of 10 yrs. from 21st June.
483.85 crores due to growth in demand for 2 wheelers & declining infection during the year
1995-96. Turnover increased substantially to Rs. 640.70 crores & production was 226211.During
the year 1996-97 turnover improved to 783.83 crores & products increase to 268931
motorcycles. A new step through model "street-100" with unique feature was launched on 24th
January 1992.


26 
 
During this year (97-98) company has produced & sold 407546 motorcycles compared to
268931 last years registering a growth of 51.5%. Turnover grew by 48% to Rs. 1160.72 crores
during the year. Street 100 model has made a strange presence in the very first year of its launch.
Constituting around 10% of the total sales. In the year 1998-99 sales turnover has grown up to
15529.

COMPANY PERFORMANCE

Hero Honda maintained its grip in the motorcycle segment with a lead of more than one million
motorcycles over its competitor and a market share of 48 per cent. Overall, your Company
accounted for 40 per cent of the Indian two-wheeler market.
Total sales grew by 17.4 per cent to Rs. 8,714 crores in 2005-06. Similarly, operating profits rose
by 16.2 per cent to Rs 1,256 crores while post-tax profit grew by 19.8 per cent to Rs. 971 crores.
Your Company in aggregate sold a little over 3 million units in 2005-06 compared to 2.62
million units in the previous year, a growth of 14.5 per cent. The best-selling Splendor family
doubled sales from 600,000 to 1.2 million.










27 
 
SALES PERFORMANCE
HERO HONDA’S MARKET SHARE ZOOMS TO ALL-TIME HIGH WITH 12% SALES
GROWTH IN FY ‘09
Posts highest-ever march sales of 3.53 lakh to report 10% growth in March’09
Aug'06 Aug'07 FY 06-07 FY 07-08
Total Sales 2,15,076 2,40,875 12,82,860 12,63,254


ACHIEVEMENTS AND HIGHLIGHTS OFFINANCIAL YEAR 2008-09
Consistent growth in share in the domestic motorcycles market, taking it to an all-time
high of over 57 per cent.
Celebrates 25th year of Hero Honda’s successful existence; and eight years of industry
leadership as the world’s largest manufacturer of two-wheelers by a single company in a
calendar year.
Crosses the landmark of 25 million cumulative sales in its 25th year of existence.
Launches special Edition Hunk to commemorate the 25th Year
Hero Honda 'Touch Points' cross 3500 in number as part of aggressive network
expansion. Initiative
Keeps strengthening its presence in the scooter market, now selling over 12,000 units of
Pleasure per month.
Continues to penetrate untapped rural & upcountry markets through dedicated ‘Rural
Vertical’ with the visionary "Har Gaaon…Har Aangan" platform.
Receives a series of prestigious awards through the financial year, including the most
recent - Dun & Bradstreet Rolta Corporate Awards 2008 in two-wheeler category.

28 
 
New Delhi, April 01, 2009: Celebrating its 25th year, Hero Honda Motors Ltd (HHML), the
world’s largest two-wheeler manufacturer for eight consecutive years, today reported its highest-
ever share in the domestic motorcycle market in the country.
Beating heavy odds in the market including adverse economic conditions, credit crunch and the
uncertainty over interest rates, the company capped off its bullish performance all through the
year with a double digit growth (10 per cent), with sales of 353,342 units in the month of March,
2009 as compared to 320,594 units in March 2008.
With this, the total sales for the financial year ‘09 zooms to 37,22,000 two-wheelers, as
compared to 33,37,142 units for the previous financial year (2007-08) – a robust growth of 12
per cent for the financial year.
Mr. Pawan Munjal, MD & CEO, Hero Honda Motors Ltd said, “Our 25th year–FY ‘09-has been
the defining year for us at Hero Honda. An unprecedented share of over 57 per cent in the
domestic motorcycle market particularly when the industry has been witnessing a massive
slowdown on account of the impact of recessionary trends across the globe, the credit squeeze
and the uncertainty over interest rates in the country, is reflective of the strong fundamentals of
this company. We – as the market leader - are committed to keep expanding the two-wheeler
customer base by exploring markets across geographies - rural as well as urban - and across
customer segments, which in turn will contribute to the growth of the industry.”
HHML’s robust industry leadership, even at the time of market slump and sluggish trends from
2007, has been possible due to the company’s strategy of bringing in new models and variants
across segments. Innovative communication across the media, leveraging properties such as
cricket and entertainment for brand building and augmenting its distribution network, has played
a key role in the company’s performance.
Hero Honda Motors Ltd, the world’s largest two-wheeler manufacturer, celebrates its 25 years of
existence and eight successive years of retaining the coveted number 1 position globally. The
company has built an extensive network of now over 3500 touch-points across the country,
selling and servicing its two-wheelers. The company’s rural initiatives have further strengthened
its presence in the rural market, contributing almost 40 per cent of its total sales.

29 
 
Fiscal ‘09 saw Hero Honda launch several new models across segments. With the new all-
muscle and macho Hunk, and the sporty and stylish new CBZ X-treme, HHML holds a strong
market presence in the 150cc segment ; indeed the company has more than doubled its volume
and share in the premium segment over the past couple of years. Other new launches such as the
Passion Pro Power Start, new Splendor NXG, and refreshes of successful models including the
new Pleasure, were also added to Hero Honda’s product portfolio in the FY ‘09.
Hero Honda Motors Ltd. continues to keep strengthening its long association with
youth and sports. The company has been associated with the Indian Premier League (IPL) as a
partner at the central level. Additionally, it is also the main team sponsor of the Delhi IPL team –
the Delhi Daredevils. Hero Honda remains committed to the IPL and the Delhi Daredevils
despite this year’s IPL moving to South Africa. The company’s IPL-specific initiatives this time
will revolve around the Limited Edition Hunk, which has been launched to mark Hero Honda’s
25th Year.
HERO HONDA SALES:
BUSINESS HIGHLIGHTS FOR THE FINANCIAL YEAR
Impressive growth driven by multi-pronged strategy, with a slew of new product
launches across segments, value-added services, extensive 360 degrees communication,
& leveraging longstanding Hero Honda brand properties for brand building.
Overwhelming customer response to new launches such as Hero Honda CBZ X-treme,
new Karizma, Glamour with alloy wheels; new CD Deluxe & CD Dawn.
Redefined industry benchmarks in sales; posted record despatch sales and retail sales •
Path-breaking two-wheeler technology introduced, in the form of Glamour with Fuel
Injection (FI) technology.
Added a new venture – Hero Honda Sure! for pre-owned motorcycles; another
benchmark redefining initiative, sets up 15 such outlets across the country Achievements
for the Financial Year.
HHML adjudged 7th Top Indian Company by Wallstreet Journal Asia.
HHML ranked No.1 in Customer satisfaction index by CSMM-Business World Loyalty
Report.
30 
 
CBZ X-treme awarded “Bike of the Year” by Overdrive Magazine, BS Motoring
Magazine and NDTV Car India Bike India Awards.
Hero Honda Glamour FI Awarded “Bike Technology of the Year” by NDTV Profit Car
India Bike India, and “Auto Tech of the Year” Award by Overdrive magazine.
Record dispatch sales of over 363,480 units & retail sales of 531,716 units in a single
month in October.
Retains the coveted position of being the World’s No.1 two-wheeler company in unit sales for
six years in a row New Delhi, April 1, 2007: Hero Honda Motors Ltd. (HHML), clocked sales of
277, 915 two-wheelers in the month of March, thus ending the financial year 2006-07 with an
impressive cumulative tally of 33,36,756 units. The Company had registered sales of 272,312
units in March 2006 and a cumulative 30,00,751 units in the previous fiscal (2005-06). The
financial year 2006-07 witnessed the Company report impressive growth and record sales,
consolidate its market leadership, and bring about a series of industry defining initiatives.
According to Mr. Anil Duo, Vice President Marketing & Sales, HHML, “Our well
thought-out multi-pronged strategy helped us carry on the strong growth momentum during the
financial year 2006-07. The strategy has been to bring out products to meet customer
requirements across segments, provide value-added services, support the new products with
extensive 360 degrees communication, and leverage longstanding Hero Honda brand properties
for brand building. We are sure of carrying forward this momentum in the coming financial year
too.” HHML launched as many as eight new products (including variants) during 2006-07. This
included the highly successful CBZ X-treme, New Karizma, Glamour FI, Glamour with
alloy wheels, CD Deluxe, CD Dawn, Passion Plus Limited Edition and the New Achiever.
While highly popular brands such as Splendor and Passion Plus continue to bring in the large
volumes and keep consolidating the company’s stronghold on the deluxe segment, the newly-
launched CD Deluxe has been clocking impressive numbers to build HHML’s presence in the
entry segment. The other big launch, CBZ X-treme has shaken up the premium segment, and has
been clocking an impressive 15,000 to 20,000 units per month. CBZ X-treme has already crossed
the 50,000 mark in a very short time since its launch late last year. It is the success of these new
products launched during this financial year, as also the aggressive marketing campaigns, which
have helped HHML register better-than-industry growth continuously in the last few months.
31 
 
Annual Financial Statement for year ended - March 31, 2010
9 Months Ended
Figure for the
last quarter
Corresponding
quarter of the
previous year
ended
Audited figures
for the current
year ended
Audited figures
for the previous
year ended
Dec 31, 2009 Mar 31, 2010 Mar 31, 2009 Mar 31, 2010 Mar 31, 2009
Net Sales 1,17,089.10 41,223.20 0.00 1,58,605.10 0.00
Other Income 1,661.40 694.90 442.40 2,356.30 1,809.20
Expenditure -97,965.10 -34,592.40 -29,177.90 -1,32,850.30 -1,07,880.20
Interest 106.90 44.70 206.20
Profit (+)/ Loss (-) from
Ordinary Activities before
Tax
20,946.90 7,370.40 5,586.00 28,317.30 17,814.60
Tax -4,616.70 -1,382.30 -1,564.30 -5,999.00 -4,997.00
Net Profit 16,330.20 5,988.10 4,021.70 22,318.30 12,817.60
Equity Capital 399.40 399.40 399.40 399.40 399.40
Reserves 0.00 0.00 0.00 34,250.80 37,608.10
EPS 81.77 29.99 20.14 111.77 64.19
Depreciation 0.00 0.00 0.00 0.00 0.00

1. The above results for the year ended March 31, 2010 were reviewed by the Audit
Committee and thereafter were approved by the Board of Directors in their meeting held
on April 19, 2010.
d of Dir 2. T
recommended final dividend @ 1500% i.e. Rs. 30.00 per equity share of Rs. 2.00 each
for the financial year 2009-10. The dates of Book Closure for the entitlement of such
dividend and Annual General Meeting shall be decided and informed in due course of
time.

he Boar ectors at their meeting held on April 19, 2010 considered and
32 
 
3. r. Masahiro Takedagawa, Non-executive Director has resigned from the Directorship of
e Company w.e.f. April 01, 2010 and Mr. Yuji Shiga has been appointed as Director in
and its parts´ and is a single geographical
gment, the disclosure requirements of Accounting Standard (AS-17) "Segment





M
th
the category of Non-executive Director on April 19, 2010 in the casual vacancy caused
by the resignation of Mr. Takedagawa.

4. Mr. Satoshi Matsuzawa, Alternate Director has been resigned from the Directorship of
the Companyw.e.f.April 01. 2010.

5. As the Company´s business activity falls within a single primary business
segment viz ´Two-wheelers
se
Reporting", specified in the Companies (Accounting Standard) Rules, 2006 are not
applicable.






33 
 
PRODUCTS OFFERED BY COMPANY

RODUCT LAUNCHES:
For more than for itself by putting
together best-in-class portfolios and new technologies. Your Company also launched new engine
platforms in 125cc and 150cc categories, and is planning several new launches in the
forthcoming year. We've already introduced cutting-edge Fuel Injection technology in one of our
g Hero Honda the first two-wheeler Company in India to do so.
Over ti
PLEASURE SPLENDOR PLUS
PLENDOR NXG PASSION PLUS
PASSION PRO SUPER SPLENDOR

GLAMOUR GLAMOUR PGM FI

STREET CBZ X-TREME

HUNK KARIZMA
P
two decades, Hero Honda created brand equity

products, Glamour FI, makin
me, we expect to cascade this technology across other models.
Apart from successfully launching of 4 new models during the year in review, your
Company made its debut in the scooter market with the 100cc offering called “Pleasure”
targeting women commuters and home makers. The products, which are mostly sold through a
chain of unique all-women retail outlets, were received well by the market, and we hope to gain
critical mass over the next few year.
Hero Honda Products

CD DAWN CD-DELUXE


S



34 
 
HeroHondaCD-dawn



HeroHondaCD-dawn(97.20cc)
Hero Honda CD Dawn is a beginner's bike well tested on Indian roads and proven in city
conditions. Hero Honda CD Dawn is a no-nonsense bike that's all about price and utility. New
bikes have showroom prices of around Rs. 32,000 and on-road prices of around Rs. 37,000 at
Ahmedabad. Currently, Delhi has the lowest, and Chennai the highest on-road prices for Hero
Honda CD-dawn. Hero Honda CD-dawn bike prices vary upon the two-wheeler dealer's location.
HeroHondaCD-Deluxe



HeroHondaCD-Deluxe(97.20cc)
Hero Honda CD Deluxe is a good beginner's bike and convenient for city conditions. Hero
Honda CD Deluxe sales have grown by 23 per cent between January-September 2007, within
which time the industry actually declined by 14 per cent in the entry segment. New bikes in this
series have a showroom price ranging from around Rs. 36,000 to around Rs. 41,000 inclusive of
all charges like insurance, octroi, RTO, etc. Hero Honda CD-Deluxe prices vary with the two-
wheeler dealer's location. Currently, Delhi has the lowest, and Bangalore the highest on-road
prices for Hero Honda CD-Deluxe. Hero Honda CD-Deluxe bike prices vary upon the two-
wheeler dealer's location.
35 
 
HeroHondaSplendorPlus



HeroHondaSplendorPlus(97.20cc)
Hero Honda Splendor Plus is one of the largest selling bikes in India. It sports several
improvements over the old splendor. At the showroom, this bike costs around Rs. 40,000 with an
on-road price of around Rs. 45,000. Currently, Delhi has the lowest, and Mumbai the highest on-
road prices for Hero Honda Splendor Plus. For Hero Honda Splendor Plus bike prices vary upon
the two-wheeler dealer's location.
HeroHondaSplendorNXG



HeroHondaSplendorNXG(97.20cc)
The Hero Honda Splendor NXG is a new age bike in Hero Honda's 100 cc stable. Stunning
looks, economic performance, and a multitude of features backed by Hero Honda's reliable
support network, makes this a good choice for the city commuter. The Hero Honda Splendor
NXG is now available at a showroom price of around Rs. 42,000 with an on road price of around
Rs. 48,000 including supplementary charges. Currently, Delhi has the lowest, and Bangalore the
highest on-road price for Hero Honda Splendor NXG. Currently, Delhi has the lowest, and
Chennai the highest on-road prices for Hero Honda Splendor NXG. Hero Honda Splendor NXG
bike prices vary upon the two-wheeler dealer's location.
36 
 
HeroHondaPassionPlus



HeroHondaPassionPlus(97.20cc)
The Hero Honda Passion Plus is a bike meant for the executive city commuter. This improved
version of the Hero Honda Passion comes with several improvements over its earlier versions
and gives an easy ride and easy handling. New bikes have showroom prices of around Rs. 42,700
and on road prices of around Rs. 48,200 at Ahmedabad. Currently, Delhi has the lowest, and
Mumbai the highest on-road prices for Hero Honda Passion Plus. Hero Honda Passion Plus bike
prices vary upon the two-wheeler dealer's location.
HeroHondaSuperSplendor



HeroHondaSuperSplendor(124.70cc)
Hero Honda Super Splendor is not a bike to race with, but one you can depend on to get you to
your destination and back in the city safely and economically. New bikes in this series have a
showroom price ranging from around Rs. 45,000 to around Rs. 51,000 inclusive of all charges
like insurance, octroi, RTO, etc. Hero Honda CD-Deluxe prices vary with the two-wheeler
dealer's location. Currently, Delhi has the lowest, and Mumbai the highest on-road prices for
Hero Honda Super Splendor. Hero Honda Super Splendor bike prices vary upon the two-wheeler
dealer's location.
37 
 
HeroHondaGlamour



HeroHondaGlamour(125cc)
The new Hero Honda Glamour looks all the better with enhanced graphics and other details and
continues to sell to the discerning. At the showroom, this bike costs around Rs. 48,000 with an
on-road price of around Rs. 55,000. Currently, Delhi has the lowest, and Mumbai the highest on-
road prices for Hero Honda Glamour. Hero Honda Glamour bike prices vary upon the two-
wheelerdealer'slocation.

HeroHondaGlamourFI(125cc.)
The Hero Honda Glamour FI 125 cc, built after the existing Glamour 125 cc, is a technological
trendsetter in two wheelers. The Hero Honda Glamour FI 125 cc is now available at a showroom
price of around Rs. 52,000 with an on road price of around Rs. 58,500 including supplementary
charges. Currently, Delhi has the lowest, and Bangalore the highest on-road prices for Hero
Honda Glamour FI. Hero Honda Glamour FI bike prices vary upon the two-wheeler dealer's
location.





38 
 
HeroHondaAchiever



HeroHondaAchiever
The Hero Honda Achiever has made a comeback in a new 2007 avatar with definite
improvements over its 2006 model. New bikes have showroom prices of around Rs. 55,000 and
on road prices of around Rs. 61,500 at Ahmedabad. Currently, Delhi has the lowest, and Mumbai
the highest on-road prices for Hero Honda Achiever. Hero Honda Achiever bike prices vary
upon the two-wheeler dealer's location.
HeroHondaCBZXtreme



HeroHondaCBZXtreme(KickStart)
The Hero Honda CBZ Xtreme has little in common with its earlier version the Hero Honda CBZ
except a similar headlamp. New bikes in this series have a showroom price ranging from around
Rs. 55,500 to around Rs. 62,000 inclusive of all charges like insurance, octroi, RTO, etc. Hero
Honda CD-Deluxe prices vary with the two-wheeler dealer's location. Currently, Delhi has the
lowest, and Mumbai the highest on-road prices for Honda CBZ Xtreme (Kick Start). Honda CBZ
Xtreme (Kick Start) bike prices vary upon the two-wheeler dealer's location.


39 
 
HeroHondaCBZXtreme(SelfStart)
The Hero Honda CBZ Xtreme has little in common with its earlier version the Hero Honda CBZ
except a similar headlamp. At the showroom, this bike costs around Rs. 57,500 with an on-road
price of around Rs. 64,300. Currently, Delhi has the lowest, and Mumbai the highest on-road
prices for Hero Honda CBZ Xtreme (Self Start). Hero Honda CBZ Xtreme (Self Start) bike
prices vary upon the two-wheeler dealer's location.
HeroHondaHunk



HeroHondaHunk(KickStart)
New bikes have showroom prices of around Rs.55,000 and on road prices of around Rs.60,000 at
Ahmedabad. Hero Honda Hunk (Kick Start) bike prices vary upon the two-wheeler dealer's
location.

HeroHondaHunk(SelfStart)
New bikes have showroom prices of around Rs. 57,000 and on road prices of around Rs. 60,000
at Delhi. Hero Honda Hunk(Self Start) bike prices vary upon the two-wheeler dealer's location.
HeroHondaKarizma



40 
 
HeroHondaKarizma
The Hero Honda Karizma may be the most modern bikes presently on Indian roads today. New
bikes have showroom prices of around Rs. 74,000 and on road prices of around Rs. 82,000 at
Ahmedabad. Currently, Delhi has the lowest, and Mumbai the highest on-road prices for Hero
Honda Karizma. Hero Honda Karizma bike prices vary upon the two-wheeler dealer's location.

HeroHondaPleasure



HeroHondaPleasure(102cc)
The Hero Honda Pleasure has made its name in the scooterette's market, being fitted with
features meant specifically for the modern woman. New bikes in this series have a showroom
price ranging from around Rs. 36,700 to around Rs. 41,700 inclusive of all charges like
insurance, octroi, RTO, etc. Hero Honda CD-Deluxe prices vary with the two-wheeler dealer's
location. Currently, Delhi has the lowest, and Mumbai the highest on-road prices for Hero Honda
Pleasure. Hero Honda Pleasure scooter prices vary upon the two-wheeler dealer's location.
Hero Honda two wheelers have been on Indian roads since 1984 when Hero Cycles Ltd. tied up
with Honda Motor Company to start a joint venture. Today, Hero Honda is taken to be the
world's largest two-wheeler manufacturer.





41 
 
SWOT ANALYSIS


STRENTH
• echnical and financial collaboration with Honda.
• ide range of motor bike
• Extensive research and deve elopment facility
• interface with other independent engineering units.
• Large and competitive workforce.
cing challenging product in market

T
W
lopment both in house dev
• Produ
WEAKNESS
• Insufficient in capturing the southern market in India.
• Not using brand loyalty for the customers

OPPORTUNITY
ize the installed capacity
• To take the monopoly in motor vehicle category where the competition is much more
way of operation victor creating awareness
among the rural consumers.
• Boast up production to fully util
increased.
• Effectively meet the demand created by

THREATS
• Sever competition by light motor and heavy vehicle faced from the side BAJAJ.
• Stiff competition with BAJAJ AUTO which has now increase market with active
policy towards import and customer duty.
participation in both northern and southern market.
• Change in Government fiscal
42 
 



CHAPTER- 3












RESEARCH METHODOLOGY











43 
 
RESEARCH METHODOLOGY

Research methodology is a way to systematically solve the research problem, as to how
research is done scientifically. It consist of the different that generally adopted by researcher
to study his research problem along with logic behind them. It is necessary for the researcher
to develop certain tests.

The following are the m

collection, the researcher has preferred the survey method to the
other methods.
aken field work. This is because
ere is perception that in the geographical area in which he was to conduct the survey,
ct field work.
se to incorporate all the questions in from of a questionnaire.

ethods adopted for the projects:
• The Research Design is made as per the requirements of the project.
• For the secondary data collection, the information in the record of the company proved to
be sufficient.
• For the primary data
• In the survey method, the researcher chose to undert
th
better and quicker data was possible to be collected only through dire
• In the field work, instead of choosing any interviews or recorded observation, the
researcher cho







44 
 
Research Design

The researcher after choosing the subject, company and the area to conduct his research, decided
establish the theme or the important factor upon which the entire project is to based.
t the outset, the objectives of the project were identified. Thereupon, the conclusive research
was undertaken upon consideration, the researcher
project’s requirements. This method decided to embark upon a survey
and the analysis and interpretation of the findings of the surveys can only be done properly only
if he chose the statistical design.
It was necessitated in order to obtain data relevant to the project. In order to collect the primary
in the geographical limit of Begusarai, in Bihar. The
questionnaire has been physically carried out by the researcher and filled up by the respondents.
Sampling Method:
he most
frequently used probably samples are sample random samples, systematic samples, satisfied
The researcher had chose Random sampling in the case of customer. The sample size was taken
the survey.

to
A
chose the statistical design as it suited the
was warranted as he had
Data collection:
data, survey method was chosen. No observation techniques and the likes were resorted only
questionnaire method was adopted. The sample size was chosen keeping in mind out only the
time factor but also the area of coverage. The sample size was limited to 100 customers.
The primary data was collected
Random sampling is also know as probability sampling. It is chosen such a way that each
member of the universe has know chance of being selected. It is this condition- know chance-that
enables statistical procedures to be used on the data to estimate sampling errors. T
samples and cluster samples.
as 100 customers for
Period of study
The period of the study for this is two months i.e.15-Mar to 10 may.



45 
 
THE QUESTIONNAIRE DESIGN:
The questionnaire has been prepared on the following lines:
The questionnaire includes all the relevant question so as to provoke and elicit the
data from the respondents in a brief manner.
There are some open ended questions which are incorporated in the questionnaire.
The reason behind this is to get the subjective data which if otherwise put in the
form of a close ended form would not elicit the answer in a proper form.
to fully cover the themes concerned.
Analys




ages are used in making comparison between
to describe relationships. Percentage can also be
ution of two (or) more series of data.
of respondents = No. of respondents ÷ Total respondents × 100
The questions were able
is of Data Through statistical Tools
1. Simple percentage method
2. Correlation Analysis
3. CHI- Square Test
4. Pie diagram
5. Bar diagram

SIMPLE PERCENTAGE METHOD:
Percentage refers to a special kind of ratio. Percent
two or more series of data. Percentages are used
used to compare the relative terms, the distrib

%







46 
 
ARITHMETIC MEAN:
rithmetic mean, average, or mean is the sum of all items divided by the number of items. The
ean is most frequently used in marketing research analysis.
YSIS:
e test is a non- parametric test. It is used most frequently by marketing researcher to
st hypothesis. This is employed for testing hypothesis when distribution of population is not
ata is to be analyzed.
only the degree to
to another, but also the direction the influence. The coefficient of
correlation measures the mutual relationship between two variables. A simple correlation
e change in one variable influences the change
in the other variable. Not that the changes may likely to occur in both directions namely:
1. The increase in one variable is accompanied by the proportionate increase in the other
the second case, the variable are
said to be negatively correlated.
r diagram consist of bars running either horizontally or vertically with an individual
bar diagrams. The positive and negative quantities also be
demonstrated with bar diagram.
PIE DIAGRAMS:
The pie diagram is presented in a circle dividing the chart in different components
cordi

A
weighted value m
CHI- SQURE ANAL
Chi- squar
te
known and when nominal d
CORRELATION ANALYSIS:
Correlation analysis is the statistical technique that is used to describe not
which are variable is related
between two variables only and it is usually represented by r.
The simple correlation indicted whether th
variable.
2. The increase in one variable causes the proportionate decrease in the other variable. In the first
cast the variable are said to be positively correlated, while in

BAR DIGAMS:
Ba
bar for each observation. The individual bars have separate observations and magnitudes. They
serve the purpose of showing the rate of change in continuous data. More than two series of data
may be depicted by the use of
ac ng to the need of the distinctive data. The slices of the circle are also noted with the name
and their percentage share in the total circle of 360 degree.
47 
 



CHAPTER- 4






Data Analysis










48 
 
TABLE NO.1

TABLE SHOWING RESPONDENTS PROFILE




NALYSIS:
The above table shows f them are female.

GRAP NG SEX PRO

INFERENCE:
The Above graph shows that larger percentages of respondents are Males.
A
that out of 100 respondents, 86% are male and 14% o
GRAPH NO.1
H SHOWI FILE

MALE
ALE
FEMALE
FEMALE
TOTAL
0 50 100 150
N
O
.
 
O
F
R
E
S
P
O
N
D
E
N
T
S
P
E
R
C
E
N
T
A
G
E
M
TOTAL
 
 
 
 
 
 
 
 
 
TOTAL
FEMALE
MALE
SEX NO. OF
RESPONDENTS
PERCENTAGE
MALE 86 86
FEMALE 14 14
TOTAL 100 100
49 
 
TABLE NO. 2
TABLE SHOWING AGE GROUP OF RESPONDENTS

AGE OF
RESPONDENTS
NO. RESPONDENTS PERCENTAGE
15-25 32 32
25-35 36 36
35-45 18 18
45-55 13 13
55 & Above 1 1
TOTAL 100 100

ANALYSIS
he ab that out of 100 Respondents, 32,(32%) were from age Group of 15-25,
36, (36%) were from age group of 25-35, 18, (18%) were from the age group of 35-45, 13,(13%)
ove.


GRAPH SHOWING AGE GROUP OF RESPONDENTS

:
T ove table shows
were from the age group of 45-55, 1,(1%) is from the age group of 55,(55%) & Ab
GRAPH NO.2


15‐25, 32
25‐35, 36
& Above, 1
35‐
45, 18
45‐55, 13
55 
15‐25
25‐35
35‐45
45‐55
55 & Above
INFERENCE:
From the above chart it has been found that most of respondents are from the age group of 15-25
& 25-35.
50 
 
TABLEE NO.3
TTABLE SHO OWING THHE OCCUPAATION OFF RESPONDDENTS

O O
R
OCCUPATI





ANALY
A
37%, foll


INFERE

f people o
RESPONDE
ION OF NO.
RESPO
F
PROFESSI
BUSSINE
OTHERS
TOTAL
YSIS:
Among the 1
lowed by “P
GRAPH
ENCE:
From
ollowed by p
0
10
90
100
20
30
40
50
60
70
80
ENTS
ONAL
ESS
S
100 respond
PROFESSIO
H SHOWING
the above
professional
NO.
RESPOND
N
34
37
29
100
ents majorit
ONAL” 34%,
GR
G THE OCC
graph it has
and other (s
OF
ENTS
51 
NDENTS
F PERC

ty of them f
, and “OTHE

RAPH NO.3
CUPATION
s been foun
tudent, hous
PERCENTAG
CENTAGE
3
3
34
2
37
10
29
00
fall under thhe category
nts, house ERS” (stude
N OF THE R
nd that most
se wives, etc
GE
w
RESPONDE
t of the buy
c).
PROFE
BUSS
OTH
TOTA
of “BUSINEESS”
%. wives etc) 299
ENTS
ESSIONAL
SINESS
ERS
AL
yers are bussiness
 
TABLE NO. 4

TABLE SHOWING THE INCOME OF THE RESPONDENTS

INCOME OF
RESPONDENTS
NO. OF
RESPONDENTS
PERCENTAGE
BELOW 50,000 24 24
50,001-75,000 30 30
75,001-1,00,000 20 20
Above 1,00,000 26 26
TOTAL 100 100


ANALYSIS:
The above table shows that out of 100 Respondents 24% respondents are from the Income group
below 50,000, 30% from the Income group 50,001-75,000, 20% from the Income group 75,001-
1,00,00






0, and 26% from the Income group 1,00,000Above.





52 
 
GRAAPH NO. 44


INFER
GRA APH SHOWWING THEE



E
From the



ENCE:
e above grap

0
10
20
30
40
50
0
70
80
100
6
90
h it has been

No
Respo
n found that



o of 
ondents
INCOME
all most of

OF THE RRESPONDENTS
53 
PERC
all income g
CENTAGE
BELOW 5
group peoplee are buyers.
50,001‐7
75,001‐1
Above 1,
TOTA
50,000
75,000
1,00,000
,00,000
AL

.
 
TABLE NO.5
TABLE SHOWING MEDIA SELECTION TO KNOW ABOUT THE
HERO HONDA VEHICLE

MEDIA NO. OF
RESPONDENTS
PERCENTAGE

ADVERTISMENT 52 52
FRIENDS 38 38
MECHANICS 2 2
SALESMAN 8 8
TOTAL 100 100

The above table shows that out of 100 respondents, 52% of them got influenced
from Advertisement media, 38% or them are from Friends, 8% from company sales Man, and
2% from Mechanics.








ANALYSIS:




54 
 


IN
A





GR
NFERENCE
Above graph

0
10
20
60
80
90
100
30
40
50
70
RAPH SHOW
GR
WING MED
RAPH NO.5
DIA SELE
E:
shows that m

NO.
RESPON
HERO HO
C
OND
CTION TO BUY THE
A VEHHICLE

most of the r


. OF 
NDENTS
55 
respondents

PERCENTA
are influenc
AGE
ADVERT
ced from Adv
FRIENDS
MECHAN
SALESMA
TOTA
ISMENT
S
NICS
AN
AL
vertisement..
 
TABLE NO.6

TABLE SHOWING FACTORS INFLUENCED TO BUY HERO
HONDA VEHICLE






FACTOR NO. OF
RESPONDENTS
PERCENTAGE
MILEAGE 26 26
PRICE 10 10
ROAD CONDITION 64 64



ANALYSIS:
he above table shows that out of 100 respondents 26% respondents are influenced from
ileage, 10% from price, and 64% of them are influenced from Road condition.



TOTAL 100 100
T
M







56 
 


IN
A






GRAPH


S
NFERENCE
Above graph


0
10
20
50
60
70
80
100
30
40
90
SHOWING
E:
shows that m


NO. 
RESPON
GRAP
WHY RES
THE HER
most of the r

OF 
DENTS
57 
H NO.6
PONDENTTS (FACTO
RO HONDA

respondents

PERCENT
A VEHICL
influenced b
TAGE
RSINFLUEENCED) BUU
LE
by Road con
MILE
PRIC
ROAD
TOTA
Y

ndition factor
EAGE
E
D CONDITI
AL
ION
. r
 
TABLE NO.7







ANALYSIS
gear vehicle, 12% of respondents are having with gear vehicle.












TABLE SHOWING KIND OF VEHICLE OWN BY RESPONDENTS
:
The above table shows that out of 100 Respondents, 88% of respondents are having with out
KINDSOF
VEHICLE
NO.OF
RESPONDENTS
PERCENTAGE
WITH OUT GEAR 88 88
WITH GEAR 12 12
TOTAL 100 100

58 
 


G

R

FER

IN E
T
w








1
2
3
4
5
6
7
8
9
10

RAPH SHO

ENCE:
The above gr
will suits for


0
0
20
30
40
0
60
70
80
90
00
RES
GRAPH NNO.7
OWING KINND OF VEHHICLE OWWN BY RESPPONDENTTS

raph shows t
cities.


NO. OF 
SPONDENTS
that most of


PE
59 
f the respond
ERCENTAGE
dents using w
E
WITH O
with out gea
WITH G
TOTA
OUT GEAR
GEAR
AL

ar vehicles wwhich
 
TABLE NO.8

TABLE SHOWING BRAND OF VEHICLE CHOOSEN BY THE RESPONDENTS


BRAND OF
VEHICLE
NO. OF
RESPONDENTS
PERCENTAGE
SPLENDOR + 32 32
PASSION PLUS 25 25
CD-DAWN 18 18
CD-DELUXE 15 15
CBZ 3 3
GLAMOUR 2 2
KARIZMA 2 2
ACHIEVER 2 2
HUNK 1 1


ANALYSIS:
The above table shows that out of 100 Respondents, 32% respondents are having Splendor +,
5% of them are having Passion plus, 18% of then are having CD- Dawn, 15% of them are
aving CD-Deluxe, 3% of them are having CBZ, 2% of them are having Glamour, 2% of them
are having Karizma, 2% of them are having Achiver, 1% of them are having Hunk.




2
h


60 
 
GRRAPH NO.88

GRAPHH SHOWIN NG BRAND OF VEHICCLE O CH OOSEN BY THHE RESPOONDENTS


IN
A








0
5
10
1
2
2
30
35
5
0
5
NFERENCE
Above graph

NO.
E:
shows that m

 OF RESPON
most of the r

NDENTS
61 
respondents
PERC
are having “
CENTAGE
SPLENDO
“splendor +””.
PASSION
CD‐DAW
CD‐DELU
CBZ
GLAMOU
KARIZM
ACHIEVE
HUNK

OR + 
N PLUS
WN
UXE
UR
A
ER
 
TABLE NO.9


ANALYSIS:
The above table shows that out of 100 Respondents, 56% of them are satisfied with mileage,
4% of them are Highly satisfied, 27% of them are Not satisfied, and 3% of them are Not reply
ileage of the vehicle.

TABLE SHOWING SATISFACTION LEVEL OF MILEAGE
GIVEN BY THE VEHICLE







MILEAGE OF
VEHICLE
NO. OF
RESPONDETS
PERCENTAGE
SATISFIED 56 56
HIGHLY SATISFIED 14 14
NOT SATISFIED 27 27
NOT REPLY 3 3
TOTAL 100 100
1
with the m









62 
 
GRRAP



FER IN E
Above g
vehicle.







0
10
20
30
40
50
60
70
80
90
100

GRAP
ENCE:
graph shows

0
0
0
0
0
0
0
0
0
0
0
RES
PH SHOWI
that most o

NO. OF     
SPONDETS
ING SATIS
H NO.9
SFACTIO
GIVEN BY
N
Y T
N LEVEL OFF MILEAGGE
HE VEHHICLE
of the respo
  PE
63 
ondents are

RCENTAGE
satisfied with the milea
SATISFIED
HIGHLY SA
NOT SATIS
NOT REPL
TOTAL

age given by
D
ATISFIED
SFIED
LY

y the
 
TABLE NO.10
TABLE SHOWING SATISFACTION LEVEL OF PRICE OF
THE VEHICLE

PRICE OF
THE VEHICLE
NO. OF
RESPONDENTS
PERCENTAGE
SATISFIED 76 76
HIGHLY SATISFIED 6 6
NOT SATISFIED 17 17
NOT REPLY 1 1
TOTAL 100 100


ly with the price of the vehicle.


ANALYSIS:
The above table shows that out of 100 Respondents, 76% of them are satisfied with
price of the vehicle, 6% of them are Highly satisfied, 17% of them are Not satisfied, and 1% of
them are Not rep









64 
 
GRAAPH NO.100



GR RAPH SHOWWING SATTISFACTIOON E LEV L OOF PRICE OF
THE VVEHICLE

INFERE
A







ENCE:
Above gr


aph
0
10
20
30
40
50
60
70
80
90
100
RES
shows that m


NO. OF 
SPONDENTS
most of the r
PERCENT
65 
respondents



TAGE
are satisfiedd with price o
SAT
HIG
NOT
NOT
of the vehicl
TISFIED
HLY SATISFIE
T SATISFIED
T REPLY
TOTAL

ED
e. l
 
TABLE NO.11
TABLE SHOWING SATISFACTION LEVEL OF REPLACEMENT
OF SPARE PARTS IN SERVICE CENTER

REPLACEMENT
OF SPARES
NO. OF
RESPONDENTS
PERCENTAGE
SATISFIED 82 82
HIGHLY SATISFIED 4 4
NOT SATISFIED 12 12
NOT REPLY 2 2
TOTAL 100 100



ANALYSIS:
The above table shows that out of 100 Respondents, 82% of them are satisfied
ith Replacement of spare parts, 4% of them are Highly satisfied, 12% of them are Not satisfied,
nd 2% of them e N




w
a ar ot reply with Replacement of spare part.





66 
 
GRAAPH NO.111



GRAPH SH


INFERE
A
Spare par









ENCE:
Above graph
rts.
0
10
20
30
40
50
70
60
80
90
100
HOWING SSATISFACTION LEVVEL OF REP
OF SPA
shows that
NO. O
RESPONDEN
ARE PART

most of th

e
OF 
NTS
PE
67 
TS IN SERV
e respondent
ERCENTAGE
VICE CENT
ts are satisfi
PLACEMEENT
nt of

TER
fied with the
SATISFIED
HIGHLY SAT
NOT SATISF
NOT REPLY
TOTAL

TISFIED
FIED
Y
e Replacemee
 
TABLE NO.12








The above table shows that out of 100 Respondents, 90% of them are satisfied
them are Highly satisfied, 5% of them are Not
tisfied, and 2% of them are Not reply with Instruction given by the Dealer.


TABLE SHOWING SATISFACTION LEVEL OF RESPONDENTS
TOWARDS DEALERS INSTRUCTION

DEALER
INSTRUCTIONS
NO OF
RESPONDENTS
PERCENTAGE
SATISFIED 90 90
HIGHLY SATISFIED 3 3
NOT SATISFIED 5 5
NOT REPLY 2 2
TOTAL 100 100
ANALYSIS:

with the Instruction given by the Dealer, 3% of
sa








68 
 




INFERE
A












GRAPH

ENCE:
Above graph
0
90
10
20
30
40
50
60
70
80
100

H SHOWIN
TOWAR
shows that m
NO OF RESPO
GRAAPH NO.12
NG SATISFAACTION LEEVEL OF RRESPONDEE
RDS DEALE
most of the c

NDENTS
69 
ERS INSTR
customers ar

PERCENTAG
RUCTION
re satisfied w
NTS

SATISFIED
HIGHLY
E
with the deal
 SA
NOT SATIS
NOT REPLY
TOTAL
D
ATISFIED
SFIED
Y
ns. ler instructioo
 
TABLE NO.13
TABLE SHOWING RECOMMENDATION OF HERO HONDA
VEHICLES TO OTHERS BY RESPONDENTS
RECOMMENDATIONS NO.OF
RESPONDENTS
PERCENTAGE

YES 90 90
NO 10 10
TOTAL 100 100


ANALYSIS:
The above table shows that out of 100 Respondents, 90% of them are recommending Hero
onda vehicles to others, 10% of them are not recommending Hero Honda vehicles.

H









70 
 


FER


IN E
A













GRAPH
V

ENCE:
Above graph

GRAPP
SHOWING
VEHICLE
shows that m

G RECOMM
H NO.13
MENDATIOON OF HERRO HONDA
TO OTHER
most of the r
N
71 
o 10
RS BY RES
respondents

Yes 9
SPONDENT
are Recomm
90
TS
mend Hero H
A
Yes
No
e. Honda vehicll
 
TABLE NO.14
RESPONDENTS AWARNESS TOWARDS VARIOUS AUTOBIK
COMPANIES







TERPRETATION:
respondent’s awareness towards various autobikes companies. 95
5%) of the respondents are aware of the Hero Honda, 75 (75%) of the respondents are aware of
e Bajaj motors, 60 (60%) of the respondents are aware of the Honda, 25 (25%) of the
respondents are aware of the Yamaha, 50 (50%) of the respondents are aware of the SUZUKI,
reedom autobikes is known by 18 (18%) of the respondents, 12 (12%) of the respondents know
arious others autobikes..




ES
AUTOBIKES COMPANY RESPONDENTS PERCENTAGE
HERO Honda

95 95
Bajaj

75 75
Honda

6O 60

Yamaha 25 25


TVS 50 50

Suzuki

45 45
Freedom 18 18
Others 12 12

Sources: Primary Data
IN
The above table represents the
(9
th
F
v

72 
 
GRAPH NO.14
GRAPH SH NG AWARENESS OF VARIOUS AUTOBIKES COMPNIES



OWI

PERCENTAGE
95
50
18
12
95
50
18
12
HERO Honda
TVS
Suzu
Freedom
Othe
45
45
ki
rs
25
25
Yamaha
75
60
75
60
Bajaj
Honda
RESPONDENTS





73 
 
TABLE NO.15
the autobikes opted by the respondents. 70 (70%) of the
spondents have chose the Hero Honda motor Ltd., 60 (60%) of the respondents have chosen
e Bajaj motors, 45 (45%) of the respondents have chosen the Honda, 22 (22%) of the
respondents have chosen the Yamaha, 40 (40%) of the respondents have chosen the TVS, 35
5%) of the respondents have chosen the SUZUKI, 15 (15%) of the respondents have chosen
e Freedom, 18 (18%) of the respondents have chosen the Others companies.

AUTOBIKES COMPNY OPTED BY THE RESPONDENTS












Sources: Primary Data

INTERPRETATION:
AUTOBIKES COMPANY RESPONDENTS PERCENTAGE
HERO Honda

70 70
Bajaj

60 60
Honda

45 45
Yamaha

22 22
TVS

40 40
Suzuki

35 35
Freedom 15 15
Others 18 18
The above table represents
re
th
(3
th



74 
 
GRAAPH NO.1





HERO H
H
Ya
S
Fre
O
GRAP
Honda
Bajaj
Honda
amaha
TVS
Suzuki
eedom
Others
PH SHOWI
P
ING AUTOB
RESP
5
BIKES CO
5
M
22
15
18
22
15
18
PERCENTAGE
75 
PONDENT
MPNY OPTTED BY THH

35
35
RESPOND
TS
45
40
45
40
ENTS
60
60
E


70
70
 
CORRELATION ANALYSIS


XY
CORRELATION BETWEEN RESPONDENTS AWARENESS TOWARDS VARIOUS
AUTOBIKES COMPANIES AND AUTOBIKES OPTED BY THE RESPONDENTS
X Y X =X-X Y =Y-Y X
2
Y
2

95 70 47 32 2209 1024 1504
75 60 27 22 729 484 594
6O 45 12 7 144 49 84
25 22 -23 16 529 256 -284
50 40 2 2 4 4 4
45 35 3 3 9 9 9
18 15 -30 -23 900 529 406
12 18 36 -20 1296 400 -720
380 305 74 39 ∑X
2
=
5820
∑Y
2
=
2755
∑XY =
1597
 
X = 48 
Y = 38 
r = ∑X¥ / ¸∑x2 × ¸∑y2 
= 1597/ 5820 × 2755 
=1597/ 76.29×52.49 
=1597/4004.46 


The correlation between respondents awareness towards various Auto bikes
companies and Auto bikes companies opted by the respondents has yield a
favorable performance of 0.399.

=0.399
76 
 
CHI- SQURE TEST


AGEOF
RESPONDENTS
NO TOTAL YES
15-25 2 32 30
25-35 4 36 32
35-45 1 18 17
45-55 3 13 10
55 & Above 1 1
TOTAL 10 100 90

Null Hypothesis (HO): There is no significant difference between the age group and the
recommendation of Hero Honda vehicles t ers by r ndent
Alternative Hypothesis (H1): ce between the age group and the
recommendation of Hero Honda vehicles to others by respondents.
Formula:- E =
RT×C
N
o oth espo s.
There is significant differen
T
,
E =
90×32
100
=
E =
90×36
100
E=28.8
=
 E = Expected frequency.
RT = The row total for the containing the cell.
CT = The colu
N = The total


E=36.4
mn total for the column containing the cell.
number of observations.


77 
 
CHI-SQUARE TABLE

E (O-E) -E)
2
O (O
E
30 28.8 1.44 0.05
32 32.4 0.16 4.94
17 16.2 0.64 0.04
10 11.7 2.89 0.25
1 0.9 0.01 0.01
2 3.2 1.44 0.45
4 3.6 0.16 0.04
1 1.8 0.65 0.36
3 1.3 2.86 2.18
TOTAL 8.32

= (r-1) (c-1)
= 4
The tabulated value of γ
2
of 4 at 5% level of significance is 9.488
RESULT: The calculate value of γ
2
is less than the tabulated value of γ
2
,
The null hypothesis is accepted. ant difference between the age
group and the recommendation of Hero Honda vehicles to others by respondents.
Calculate value of γ
2
= ∑(O
m
-E)
2
/ E = 8.32
Degree of freedo
= (5-1) (2-1)



Therefore there is no signific
78 
 








CHAPTER- 5

FINDINGS &SUGGESTIONS










79 
 
FINDINGS

1. It has been observed that among various Hero Honda vehicles, Hero Honda
splendor + is preferred choice of aximum Respondents.
2. Many of the respondents got influenced by Advertisement & Friends Medias.
3. It has been observed that Hero Honda vehicle are preferred for all the income
groups i.e. from below 50,000 – 1, 00,000(income per annum).
4. It has been observed that Hero Honda vehicle are preferred for all the age group
i.e. from 16-60.
5. To purchase a motor vehicle Respondent prefers Brand.
6. It has been observed that Road condition and Road grip are the two features
influenced the Respondents to buy Hero Honda vehicles.
7. Respondents feel that Hero Honda splendor +, passion plus, CD – Deluxe is good
for look and Maintenance Respectively.
8. Respondents want to upgrade vehicle periodically.






m








80 
 
SU S GGESTION

Th
fur uct,
pr
ld upgrade vehicles periodically.
med about the customer
n knowledge of its staff
being sales oriented and thus
strive to focus on relationship marketing.
Customer feed back is crucial important and feedback forms can be regularly
taken through which Hero Honda will find valuable suggestion from its customers
as to how they can improve their product and services.










is chapter gives clear position and offers suggestion for forecasting the future plans and
ther action. These suggestions are made taking into consideration various aspect of prod
ice, promotion and distribution to over come the deficiencies.

Hero Honda shou
Frequent market survey should be conduct to be infor
choice and demand.
The company should be concentrate on the up gradation i
and train them in all necessary skills required to serve the customers better there
by retaining them.
The dealer should be customer oriented rather than



81 
 








CHAPTER- 6

CONCLUSTION










82 
 
CONCLUSTION

The STUDY ON CUSTOMER PREFERENCE REGARDING HERO HONDA BIKES IN
INDIA. CUSTOMER’S are prefer to Hero Hona vehicles because that vehicles from Hero
Honda are suitable for all age group and Income group.
From this study what I come to is almost all the customers are satisfied with services provided by
Hero Honda Auto bikes. The way the dealers respond to the customers is exemplary.
Because of the dealer’s commitment and quality ervices they stand in number good position in
Begusarai[Bihar]

















s

83 
 
BIBLIOBRAPHY



TEXT – BOOKS:
BY
BUSINESS STATISTICS: S. P. GUPTA
HERO HONDA AUTOBIKES: DIRECTOR, MANAGER AND EMPLOYEES









WEB-SITES:
WWW.google.com
www.wikipedia.com
www.herohonda.com

MARKETING MANAGEMENT BY
PHILIP KOTLER.




84 
 
Q UESTIONNAIRE

A STUDY CUSTOMER PREFERENCE REGARDING HERO HONDA BIKES IN INDIA
UTO AGENCIES BEGUSARAI [BIHAR] REGARDING CONSUMER
OPINION REGARDING HONDA BIKE IN INDIA

I. PERSONAL DATA
1. :
2. Age :
3. Education :
A) Schooling B Intermediate C) Degree/Diploma D) Others
4. Occupation :
A) Profession B) Business C) Others
Annual Income :
A) Below Rs. 50000 B) Rs. 50001-75000
C) 75001-100000 D) Above Rss.100000
BUYING BEHAVIOUR:
What kind of vehicle you owe _________________________
How did you hear about hero Honda vehicle _____________
A) Advertisement B) Friends C) Mechanics D) Company Salesman
How long you are using Hero Honda vehicles? _____________
What factor influenced you the most in buying Hero Honda vehicle?
Mileage B) Price C) Road condition
How long you have relationship with dealers? ______________
FROM BEGUSARAI A
LEADING BRAND OF HERO
Name
5.


II
1.
2.
3.

4.
A)
5.
85 
 
III. SATISFACTION ABOUT
1. Dealer Instructions:
. Dealer are customer friendly :
(C) Not satisfied (D) Not Reply
:
(C) Not satisfied (D) Not Reply


(C) Not satisfied (D) Not Reply
(C) Not satisfied (D) Not Reply

(C) Not satisfied (D) Not Reply

A) Yes B) No
THE DEALER
A) Satisfied (B) Highly satisfied (C) Not satisfied (D) Not Reply
2. The replacement of spare parts :
(A) Satisfied (B) Highly satisfied (C) Not satisfied (D) Not Reply
3
(A) Satisfied (B) Highly satisfied
4. Promptness of delivery
(A) Satisfied (B) Highly satisfied
IV. SATISFACTION ABOUT THE VEHICLES
1. Price of vehicles :
(A) Satisfied (B) Highly satisfied
2. Mileage given by the vehicle :
(A) Satisfied (B) Highly satisfied

3. Road grip of the vehicle :
(A) Satisfied (B) Highly satisfied
4. Durability of the vehicle :
(A) Satisfied (B) Highly satisfied (C) Not satisfied (D) Not Reply
V. POST PURCHASE BEHAVIOUR
1. Do you recommend Hero Honda vehicle to others?

2. Will you continue to buy Hero Honda vehicle in future?
A) Yes B) No

86 
 
87 
 
o
.
ever Respondent
.
. H
) BY ervice ) By refund of money
r br nds:
__
____ ____
__ ____ _____
________
n below:
3. Did you ever have problem with the dealer?
A) Yes B) N
4 If yes, how did the dealer respond to you?
A) Promptly B) Belatedly C) N
5 Did you have any compliant with the vehicle?
A) Yes B) No
6 ow was the compliant solved?
A) Replacement B S C

RANK ORDER
Rank order fo a
a. Honda____________________
b. kinetic__________________
c. Hero Honda_________________
d. TVS________________________
e. Suzuki_____________ _
Rank order for preferring Hero Honda vehicle:
a. Better road grip___ __ __
b. Extra mileage_____________________
c. Price consumption__________
d. service____________________________
e. If others please mentio


 

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