CHAPTER 1 INTRODUCTION Consumers are faced with purchase decisions nearly every day.

But not all decis ions are treated the same. Some decisions are more complex than others and thus require more effort by the consumer. Other decisions are fairly routine and re quire little effort. In general, consumers face four types of purchase decision s: • Minor New Purchase – these purchases represent something new to a consumer but in the customer’s mind is not a very important purchase in terms of need, money or ot her reason (e.g., status within a group). • Minor Re-Purchase – these are the most routine of all purchases and often the cons umer returns to purchase the same product without giving much thought to other p roduct options (i.e., consumer is brand loyalty). • Major New Purchase – these purchases are the most difficult of all purchases becau se the product being purchased is important to the consumer but the consumer has little or no previous experience making these decisions. The consumer’s lack of confidence in making this type of decision often (but not always) requires the c onsumer to engage in an extensive decision-making process.. • Major Re-Purchase - these purchase decisions are also important to the consumer but the consumer feels confident in making these decisions since they have previ ous experience purchasing the product. For marketers it is important to understand how consumers treat the purchase dec isions they face. If a company is targeting customers who feel a purchase decis ion is difficult (i.e., Major New Purchase), their marketing strategy may vary g reatly from a company targeting customers who view the purchase decision as rout ine. In fact, the same company may face both situations at the same time; for s ome the product is new, while other customers see the purchase as routine. The implication of buying behavior for marketers is that different buying situations require different marketing efforts. While it would appear business customers face the same four purchase situations faced by consumers (Minor New Purchase, Minor Re-Purchase, Major New Purchase, M ajor Re-Purchase), the nature of the business market noted above has led many ma rketing academics to group business purchase situations into only three categori es. The reason is that the idea of a minor order may not hold as well in the bu siness market, where buyers tend to place larger orders and where suppliers’ marke ting efforts are directed toward the most profitable buyers. • Straight Re-Purchase - These purchase situations involve routine ordering. In m ost cases buyers simply reorder the same products or services that were previous ly purchased. In fact, many larger companies have programmed re-purchases into an automated ordering system that initiates electronic orders when inventory fal ls below a certain pre-determined level. For the supplier benefiting from the r e-purchase this situation is ideal since the purchaser is not looking to evaluat e other products. For competitors who are not getting the order it may require extensive marketing efforts to persuade the buyer to consider other product or s ervice options. • Modified Re-Purchase – These purchases occur when products or services previously considered a straight re-purchase are for some reason now under a re-evaluation process. There are many reasons why a product is moved to the status of a modif ied re-purchase. Some of these reasons include: end of purchase contract period , change in who is involved in making the purchase, supplier is removed from an approved suppliers list, mandate from top level of organization to re-evaluate a ll purchasing, or strong marketing effort by competitors. In this circumstance the incumbent supplier faces the same challenges they may have faced when they i nitially convinced the buyer to make the purchase. For competitors the door is now open and they must work hard to make sure their message is heard by those in charge of the purchase decision. • New Task Purchase – As the name suggests, these purchases are ones the buyer has n ever or rarely made before. In some ways new task purchases can be considered a s either minor or major depending on the total cost or overall importance of the

purchase. In either case the buyer will spend considerably more time evaluatin g alternatives. For example, if faced with a major new task purchase, which oft en involves complex items, such as computer systems, buildings, robotic assembly lines, etc., the purchase cycle from first recognizing the need to placement of the order may be months or even years. FACTORS AFFECTING PURCHASE DECISION 1. Need Recognition In a business environment needs arise from just about anywhere within the organi zation. The Buying Center concept shows that Initiators are the first organizat ional members to recognize a need. In most situations the Initiator is also the User or Buyer. Users are inclined to identify the need for new solutions (i.e. , new products) while Buyers are more likely to identify the need to re-purchase products. But marketers should also understand that more companies are replaci ng human involvement in re-purchase decisions with automated methods, thus makin g it more challenging for competitors to replace currently purchased products. In straight re-purchase situations, whether there is human intervention or not, the purchasing process often jumps from Need Recognition to Purchase and little search activity is performed. As part of this step, a specifications document may be generated that lays out t he requirements of the product or service to be purchased. Several members of t he Buying Center may be involved in creation of the specifications. For the mar keter, establishing close contact with those who draw up the specifications may help position the marketer’s product for inclusion in the search phase. 2. Search The search for alternatives to consider as potential solutions to recognized nee ds is one of the most significant differences between consumer and business purc hasing. Much of this has to do with an organization’s motive to reduce costs. Wh ile a consumer will probably not search hard to save two cents a gallon on gas, a company that has a large fleet of cars or trucks certainly will. In fact, thi s step in the purchase process is where professional buyers make their mark. Th e primary intention of their search efforts is to identify multiple suppliers wh o meet product specifications and then, through a screening process, offer a sel ected group the opportunity to present their products to members of the Buying C enter. Although in some industries, such as chemicals, online marketplaces and auction sites offer buyers another option for selecting suppliers that may not i nclude supplier presentations. For suppliers, the key to this step of the purchase process is to make sure they are included within the search activities of the Buyer or others in the Buying Center. In some instances this may require that a supplier work to be included within an approved suppliers list. In the case of online marketplaces and aucti on sites, suppliers should work to be included within relevant sites. 3. Evaluate Options Consumers’ search efforts may result in a set of options from which a choice can b e made. It should be noted that there may be two levels to this stage. At leve l one the consumer may create a set of possible solutions to their needs (i.e., product types) while at level two the consumer may be evaluating particular prod ucts (i.e., brands) within each solution. For example, a consumer who needs to replace a television has multiple solutions to choose from such as plasma, LCD a nd CRT televisions. Within each solution type will be multiple brands from whic h to choose. Marketers need to understand how consumers evaluate product options and why some products are included while others are not. Most importantly, mar keters must determine which criteria consumers are using in their selection of p ossible options and how each criterion is evaluated. Returning to the televisio n example, marketing tactics will be most effective when the marketer can tailor their efforts by knowing what benefits are most important to consumers when sel ecting options (e.g., picture quality, brand name, screen size, etc.) and then d etermine the order of importance of each benefit. 4. Purchase

To help ease the concerns consumers have with their purchase ev aluation. Res earch is a process of systematic and in depth study or search of any particular topic. structure and stra tegy of investigation conceived so as to obtain answers to research questions an d to control “variance”. computation. credit card not working ). Research Design According to F.g. After-Purchase Evaluation Once the consumer has made the purchase they are faced with an evaluation of the decision. It aims at discovering the truth. CHAPTER 2 RESEARCH DESIGN Research Research means search for knowledge. this may change when it is actually time to make the purchase. C ustomer service centers and follow-up market research are useful tools in helpin g to address purchasers’ concerns. As we’ve seen.. Such evaluations are more likely to occur in cases of expensive or highly impor tant purchases. or members of the consumer’s reference group take a negative view of the purcha se (e. 5. the customer lacks the necessary funds (e. Types of Research Design 1 Philosophical/discursive . which at its extreme may result in the consumer returning the product while in less extreme situations the consu mer will retain the purchased item but may take a negative view of the product. friend is critical of purchase). subject or area of investigation backed by collection. ‘Research design’ is the plan. prese ntation and interpretation of relevant data. Busine ss Buying Behavior.. However. For ex ample. Marketers whose product is most desi rable to the consumer must make sure that the transaction goes smoothly..e. store salesperson mentions a competit or’s offer). Internet retailers have worked hard to prevent consumers from abandoning online purchase (i.g. we will see that marketers must also have a thorough underst anding of how business purchase decisions are made. N.g. For marketers whose product is not the consumer’s selected product. such as offering incentives to stor e personnel to “talk up” their product at the checkout line. Kerlinger. If the product performs below the consumer’s expectation then he/she w ill re-evaluate satisfaction with the decision.In many cases the solution chosen by the consumer is the same as the product who se evaluation is the highest. online shopping carts) by streamlining the checkout proce ss. last chan ce marketing efforts may be worth exploring. marketers need to be receptive and even encourage consumer contact. consumer purchasing is quite complex. a competitor offers an incentive at the point-of-purchase (e. The “intended” purchase may be altered at the time of purcha se for many reasons such as: the product is out-of-stock.. In our next tutorial.

Where a literature field is not sufficiently well conceptualised to allow this k ind of synthesis. it may not be appropriate to attempt a systematic review. 3 Case study This will involve collecting empirical data. synthesising and ana lysing critically. a survey might make use of already available data. Details of the search st rategies used and the criteria for inclusion must be made clear. A survey may be cross-sectional (data collected at one time) or lo ngitudinal (collected over a period). 4 Survey Where an empirical study involves collecting information from a larger number of cases. what response rates were achieved and to comment on the validity and reliability of any instruments used. A case study generally aims to provide insight into a particular situation and o ften stresses the experiences and interpretations of those involved. so it is vital to report how samples were chosen. In this cas e a literature review may help to clarify the key concepts without attempting to be systematic. collected for anot her purpose. or where findings are largely qualitative (or inadequately qua ntified). By collecting different sources together. it essentially creates new knowledge or perspectives. A systematic r eview will often make a quantitative synthesis of the results of all the studies . it does not usua lly claim representativeness and should be careful not to over-generalise. 2 Literature review This may be an attempt to summarise or comment on what is already known about a particular topic. However. of a predom inantly qualitative nature. There are a number of different approaches to case study work and the principles and methods followed should be made clear. rather than new empirical data. Alternativ ely. Issues of generalization are usually important in presenting survey results. It may gen erate new understandings. for example by meta-analysis. generally from only one or a small number of cases. Evaluations will often make use of case study and survey methods and a summative evaluation will ideally als o use experimental methods. Often an evaluation will have elements of both. 5 Evaluation This might be an evaluation of a curriculum innovation or organisational change. 6 Experiment . Alte rnatively. It usually provides rich detail about those cases. explanations or hypotheses. it might put forward a particular argument or examine a methodological issu e. Because of the larger number of cases. It may also offer critical or alternative perspectives to those previously put forward. perhaps using questionnaires. There are a number of different forms a literature review might take. A discursive study could examine a part icular issue. An evaluation can be formative (designed to inform the process of development) or summative (to judge the effects). A ‘systematic’ review will generally go to great lengths to ensure that all relevant sources (whether published or not) have been included. but will draw primarily on existing lite rature. If an evaluation relates to a situation in which the researcher is also a participant it may be described as ‘action research’. a survey will generally involve some quantitative analysis. perhaps from an alternative perspective (eg feminist). it is usually described as a survey.This may cover a variety of approaches.

or may compare one (or more) to a cont rol group. presenting evidence about ho w the different interventions were actually implemented and attempting to rule o ut any other factors that might have influenced the result. Through the responses of the re spondents I collected the information. Objectives of the Study . Such type of information is alre ady available in the organization. Primary data – when the researcher himself trying to collect the data for his particular purpose from the sources available. if allocation is on any other basis (e.g. int erview method was helpful. Period of the study The period of the study to prepare the project was 42 days I. Secondary data.. The company itself gave some information which is helpful. a number of questions were p repared and given to the respondents. co mpany profiles are already getting from the organization. There are internal and external sources of data. In this information like industry profile. Some of the me thods I used to collect the primary data are: Direct personal interview method a nd Questionnaire method. Also some books were h elped to prepare literature review about my topic. 2. In questionnaire method. if the researcher is also a participant (e. If allocation to these different ‘treatment groups’ is decided at random it may be called a true experiment. so the same attention must be given to sampling. Again. .B. It is also important to establ ish causality (‘internal validity’) by demonstrating the initial equivalence of the groups (or attempting to make suitable allowances). response rates and instrumentation as in a survey (see above). also to know the response of the bus owner s regarding the purchase decision of tyres in particular with radialisation. The respondents are requested to return th e questionnaire after replying to the questions. The intervention might involve individual pupils. sch ools or some other unit. It is an exercise t hat is well planned in to the curriculum giving the research.A Degree of the Bangalore University this project was undertaken for specific period of 42 days. Collection of data There are two types of data: 1. 6 weeks Title of the Project: A report on “The factors affecting purchase decisions of tyres in bus segment. wit h special emphasis on radialisation in particular to JK tyres Statement of the Problem: This study attempts to analyze & determine the factors that affecting the purc hase decision of consumers with regarding radialisation Scope of the study. u sing naturally arising or self-selected groups) it is usually called a ‘quasi-expe riment’.g.e. teachers. A valuable opportu nity to experiment and exhibit the recently acquired managerial skill. Issues of generalisablity (often called ‘external validity’) are usually important i n an experiment. An experiment may compare a number of interventions with each other. There are several ways of collecting the primary data.This involves the deliberate manipulation of an intervention in order to determi ne its effects.the data which have been collected by some other person for his purpose and then published. Sample size Sample size of 100 respondents. a teacher) this could be described as ‘action research’. As a part to fulfill the requirement of M. Through the interview method I got many data which help ed me to prepare this project report.

a radial-ply tire) is a particular design of autom otive tire (in British English. The green (uncured) tire was loaded over a curing bladder and shaped into the mould. A radial tire (more properly. the fabric was built up on a flat steel drum. Because of its advantages. CHAPTER 3 INDUSTRY AND COMPANY PROFILE INDUSTRY PROFILE Tires are not fabricated just from rubber. it has now become the standard de sign for essentially all automotive tires In the past. • To evaluate the alternative preferences of the customer. This network of cords that g ives the tire strength and shape is called the carcass. A ll common tires (since at least the 1960s) are made of layers of rubber and cord s of polyester. it may vary in the course of time . By comparison. They were called cross-ply or bias ply tires. This wa s called the Crown Angle. so they crossed o ver each other. The angle under the tread stretched down to about 36 degrees. tyre). This shaping process caused the cords in the tire to assume an S shape from bea d to bead. radial tires lay all of the cord plies at 90 degrees to the direc . Primary Objective : The primary objective of this study is to find out the factors affecting purcha se decisions of tyres inbus segment. It is a micro level study & confine d to as limited areas Kerala. Within the rubber are a series of plies of cord that act as reinforcement. The information should be collected in this project is highly time bound hence. The survey was conducted only in urban sectors of Respondents thus it cannot be generalized. and other textile materials. with the cords at an angle of about +60 and −60 degrees from the direction of travel. they would be far too flexible and we ak. steel. The plies were tur ned up around the steel wire beads and the combined tread/sidewall applied. Limitaitons of the Study The study is confined to selected customers. In the sidewall region the angle was 45 degrees and in the bead it remained at 60 degrees. The survey was conducted only for 100 respondents because of time constraint. • To analyze the performance of JK radial tyres.The objective of the study is classified into Primary objectives and Secondary o bjectives as they are as follows.with special emphasis on radialisation Secondary Objective : • To find out various attributes or factor that affect the buying Behaviour. The low crown angle gave rigidity to suppor t the tread and the high sidewall angle gave comfort. The design was originally developed by Mi chelin in 1946 [1].

by giving it less tight steering. • The demand and the growth for the industry depends on primary factors like overa ll GDP growth. across the tire from lip to lip). • Sector Specifies The tyre industry is a major consumer of the domestic rubber production. Worldwide . • The rigid steel belts reinforce the tread region. Cars could now be made lighter because they would not have to make up fo r the deficiencies of bias-ply tires. and a different degree of slip while steering. Ford Motor Company engineer Jack Bajer experim ented in the 1960s on a Ford Falcon. and addin g both isolators to the drive shaft and bushings to the suspension. In this way. To add further stre ngth. Hence the suspension sy stems of cars had to be modified. a low radial tire would not be sufficiently strong and the surface in contact with the ground would not be sufficiently rigid. reducing the rolling f riction of the tire.7% while the light commercial vehicle (LCV) and passenger car tyre segments registered a phenomenal growth of 14. Natural rubber constitutes 80% of the material content in Indian tyres. It also accounts for the slightly "low on air" (bulging) look that radial tire sidewalls have. First made of tire cord.3% growth. the ratio of natural rubber to synthetic rubber is 30:70. • Exports on the other hand. in terms of value. Construction As described. the latter b eing to absorb the thump of riding over asphalt expansion joints in a concrete r oadway. giving high mileage and perfor mance. low radial tires separate the tire carcass into two separate system s: • The radial cords in the sidewall allow it to act like a spring. accounting for approximately 70% of the industry turnover.8% and 14. with sales growing at a CAGR of 15. Application Radial tires have different characteristics of springiness from those of bias-pl y tires. This design avoids ha ving the plies rub against each other as the tire flexes. Most of the RSS-4 grade natural rubber required by the indian tyre indu . agricultural and industrial production and growth in vehicle-dema nd and on secondary factors like infrastructure development and prevailing inter est rates.8% during the 2002 -06 period. have not grown much due to the slowdown in MHCV tyre exports and have recorded a 0. in tonnage terms. Apart from natural a nd synthetic rubber. these belts were made of steel (hence the term steel-belted radial) by 1948 and subsequently Polyester or late r Aramid fibers such as Twaron and Kevlar. giving flexibili ty and ride comfort. has driven the growth in the tyre industry. • The medium and heavy commercial vehicle (MHCV) tyre segment registered a growth of 7. • Profitability has been adversely affected due to a substantial increase in raw m aterial costs. keeping both the OEM and replacement demand buoyant. which accounted for 62% of the operating income in 2001-02 soared to over 70% in 2005-06. used on the 1980s Miy ata touring bicycle models 1000 and 610 The Indian Tyre Industry – an overview Highlights • The zooming auto industry.[1] Radial tires have only once found application on bicycles. N orth American motorists were not accustomed to the feel. Synthet ic tyre constitutes only 20% of the rubber content of a tyre in India. They ride differently. Each system can then be individually optimized for best performance. • The truck and bus market is the largest segment of the industry. This allows vehicles with radial tires to achieve better fu el economy than vehicles with bias-ply tires.tion of travel (that is. especially when com pared to bias-ply tires. rubber chemicals are also widely used in tyres. the entire tire is surrounded by additional belts that are oriented along the direction of travel.7% respectively.

fibreglass and steel. Unlike in the case of natural rubb er. mainly concentrating on production of small tyres(for 2/3 wheelers. No wonder.i. A vehicle with the normal ca rrying capacity of around 12 tonnes is usually loaded with double the capacity. the rubber and carbon black prices have taken a beating recently. Tier -I players(top 5 tyre compa nies). This has lead to used ty res being smuggled into the country under the name of new tyres. To sum up. But they have a longer life and provide lower fuel consumption. The unhealthy condition of the Indian roads has resulted in radial tyres accounting for only 5% of the tyre industry as against a global trend of 60%. Tier-II companies are small in size . etc). india imports 60% of it’s synthetic rubber requirements. nylon. The company has a distribution network of 2500 outlets wi thin India and exports to over 75 countries worldwide. the tyre industry is highly raw material intensive. The former is used in most of the tyr es while the latter is used in in the radials for passenger cars. The former is used to make the tyres strong and impart tenacity to it. Hence these ty res are 20% more expensive than the crossplies. The l atter is responsible for the colour of the tyre and also enhances lifespan of th e tyre. since natural rubber costitutes 25% of the tota l raw material cost of the tyres. These tyres can be retreaded twice during their lifetime and are hence preferred by indian tran sport operators who normally overload their trucks. with raw ma terial cost accounting for 70% of the cost of production. It’s leadership position coupled with it’s strong brand recall and high quality. 95% of the tyres used in India are crossplies Radial tyres have their cords running radially from bead at 90 degree s angle to the rim or along the outer surface of the tyre. with a market share of 22% in terms of revenues. The export-import policy allows free im port of all types of new tyres and tubes. Though tyre imp ort and all raw materials for except natural rubber are under open general licen se(OGL). Nylon tyre cord comprises 34%. 2. MRF commands the price-maker status. The reinforcing mediu ms used in these tyres are polyster. tube s and flaps. It is the leader in the 2/3 wheeler s egment (including motorcycles) and tractor front tyres and holds second place in the passenger cars and tractor-rear tyres. Synthetic rubb er accounts for 14% of the raw material cost. account for over 80% of industry turnover and have a well diversified pro duct-mix and presence in all three major segments. The two types of synthetic rubber used in tyres are Poly Butadiene Rubbe r(PBR) and Styrene Butadiene Rubber (SBR). Fortunately for the in dustry. which means lower costs for the tyre industry. Exports accounts for around 12% of t he gross sales in MRF. with only a marginal amount being imported. Apart from rubber. major raw materials are nylon tyre cord and carbon bla ck. Sector trends Crossply tyres have been used in India for several decades. one also has to contend with the bad suspensions and bad road conditio ns. However import of retreaded tyres. eit her for use or for reclamation of rubber is restricted. This i s an advantage for the industry.stry is domestically sourced. with a 24% share in terms of revenues. Moreover. MRF MRF is the market leader among tyre manufacturers in India. Apollo Tyres (ATL) Apollo tyres is the second largest player in the Indian tyre industry . origin al equipment manufacturers(OEM’S) and exports. while carbon black accounts for another 13% of th e raw material cost. Market profile 1. and the largest player in the . the largest segment of the tyre industry. In these th e ply cords run across each other or diagonally to the outer surface of the tyre . MRF has a strong p resence in the T&B segment. and comman ds around 19% market share in the segment. Key players The Indian tyre industry is two tiered. Rayon and nylon tyre cords are used as the reinforcing medium. only import of natural rubber from Srilanka is eligible under OGL.e replacement market.

CEAT CEAT has a 14% market share in terms of revenue and is an average player . These MNC’s have deep pockets and can easily withstand losses for 2-3 yea rs. Another threat to the industry is the price of it’s raw materials. Their financial muscles also permit them to invest in R&D. Michelin. the future of the industry will swing with the supply of crude oil. which control 36% of the global tyre market. in terms of revenue making it the third largest player in the industry. It will be from global majors like Bridgestone and Michelin. is yet to fully materialise. These players have set up their bases in Southeast Asia and the slump of the markets in this region coupled with vast potential of the Indian market. The industry is already blogged by over capacity. Goodyear India Goodyear India with it’s presence across the globe. . It derives 45% of the product mix from the MH CV segment and 31% from the tractor tyres segment. 3. ATL is a strong player in the domestic market. 68% of it’s product mix comes from the MHCV segment. is beck oning them towards India. ATL derives 80% of it’s reven ues from the replacement market. The biggest threat. has a market share of 6% in the Indian Tyre Industry in terms of revenues. It also enjoys a strong brand recall. In terms of profitability. But Sou th Korea made a killing by dumping cheap car radial tyres and walked away with 1 1% of the tyre market. It has a significant marke t share in the tractor tyres segment.T&B segment. Under the Bangkok agreement. in spite of deriving 60% of it’s revenues from the replacement market . Carbon. Exports account for approximately 17% of it’s gross sales. with around 22% market share and 82% of it’s product mix coming from this segment. 5. Mile XL and Rub XL. Continental. Pirelli. most of whi ch are petroleum by products. the industry estimated the growth in the passenger car radial demand at 20% per annum. with just 2% of sales coming from exports. 4. Two years ago. The in dustry is more driven by volumes than by margins and each of the big five in the global tyre industry. which is beyond t he reach of the average Indian tyre manufacturer. Goodyear. Thus. with 22% share in tractor-front tyres and a 30% share in tractor-rear tyres. import tyres from the latter into India would attract a cocessional duty of 33% as against the normal tariff of 40%. CEAT has lower margins compared to it’s peers. It’s leading brands in the T& B segment are Lug XL. However the auto recession has hit them badly. The company ranks first in the MHCV and Pa ssenger Car Tyre segments with 79% and 7% of its product mix coming from these s egments respectively. and Bridgestone generate an annual tyre production equivalent to the total demand of the Indian market. Bridgestone has tied up with ACC for a 100% radial tyr e unit and Michelin is also marketing it’s products through retail outlets. signed betw een India and South Korea in 1976. however. JK Industries JK Industries has a 17% market share. Secura in two wheelers and Formula-1 i n passenger radials. is facing a severe threat of dumping cheap tyres by South Korea. synthetic rubber and nylon tyre cord are o ffshoots of petrochemicals.

SUVs.K. sport tyre. As the pioneers of Radial technology in India. A part of JK Organizat ion which ranks among the leading private sector groups in India. It operates with four plants and also has a technical c ollaboration with Continental AG. During the same per iod. and continues to be in to p two since then in customer satisfaction rated by the JD Power Asia Pacific Tyr e Customer Satisfaction Index (TCSI) study. strategically located in the State of Rajasthan. For the year ended Sept 30.7 million tyres per annum. Jet Ace. farm tyr es. and OTR. offering full range of radial tyres for Cars. Over 115 com pany-owned stocking points and 125 “JK Tyre Steel Wheels” – State-of-the-art Car Tyre retailing outlets. In 2003. JK Tyres manufactures tyres and tubes JK Tyres produces tyres and tubes for trucks. JK Tyre has emerged as India’s leading four-wheeler tyre manufacturer and the amon gst top 20 tyre manufacturer in the world. JK Tyre was ranked highest in 2005. The company’s stateof-the-art Truck/Bus Radial Plant in Mysore(Karnataka) is the only of its kind i n India. exports rose by around 13% y-o-y. It started manufacturing tyres in 1977. MUVs and tractors and supplies its products to OEMs and replacement market. its sugar undertaking to JK Sugar Ltd. JK Tyre is the first and the only In . Industries Ltd (JKIL).5 million tyres per annum which has grown multifold ove r the years to its present capacity of 8. Jet Power. JK Tyre started manufacturing of tyres in 1 977 with a capacity of 0. It has four modern plants in India. passenger cars. the company had an installed capacity to manufacture 7. The company markets its products unde r the brand names JK Tyre and Vikrant. JK Tyre and Industries Ltd. Jeeps. commercial tyre. In FY07. JKIL transferred its agri genetics business to JK Agri Genetics Ltd. Truck & Bus and Tractors.6 mn units of tubes. Germany. Madhya Pradesh and Karnataka. The company launched products in commerci al tyre under the brands Jetone. The compa ny operates through the following segments. JK Tyre and In dustries is committed to self reliance and follows an ethic that views customer satisfaction as an index of achievement Leaders in the Indian Tyre Industry. contributing close to 16% to the company’s revenue.COMPANY PROFILE JK Tyres & Industries Ltd (JK Tyres) is a flagship company of the JK Organizatio n and was formerly known as J. 2006. LCVs. and for mining ap plications it offers a specialty product Jet Rock. buses. diversification and pioneering new technologies. It also manufactures OTR for heavy loads and which are puncture resistant. LCVs. is a mega corporate entity that is emblematic of exc ellence. car tyres.6 mn units of tyres and 2. Jet Pace. the company demerged its business of holding and dealing in investments. The company operates 125 retail outlets for radial tyres through ‘JK Tyre Steel Wh eels’. The company has a strong distribution network of over 4000 dealers. The Company produces and sells tyres and tubes under well known brand names of "JK Tyre” and “Vikrant” for all categories of four wheelers . The Company continues to be the undisputed Industry Leader in Radial tyres in India – the only tyre manufacturer. the company brought the radial revolution by introducing Passenger Rad ials way back in 1977 and has taken forward this revolution in the Truck and Bus segments in 1999. and merged Vikrant Tyres Lt d with itself.

To fulfill this ri sing demand. Mahindra & Mahindra. JK Tyre has consciously been modernizing and expanding its manufacturing facilit ies continuously to retain its edge in the market place. Mahindra Renaul t. Force Motors. The company is also setting up capa city to manufacture specialty tyres for niche markets. Armaan Ebrahim are already making India proud and the y oung crop of talent is ready to represent India internationally. Tata Motors. QS 9000. The Company’s customer ba se covers a wide range of Original Equipment Manufacturers (OEMs) together with Replacement Market for four wheeler vehicles. and its tyres enjoy premium brand status in various soph isticated markets.dian Tyre to be recognized as a “Superbrand”.1200 crores in the next 3-4 years to fulfill the growth demand for JK Tyre. “CII-Exim Bank Award” and several National awards in Technology. Defence and State Transport Units. Maruti Suzuki. Punjab Tractors. company has set up India’s biggest & most advanced research institutes Hari Shankar Singhania Elastomer & Tyre research Institute (HASETRI) and Raghupati Singhania Centre of Excellence f or Tyre & Vehicle Mechanics. Building infrastructure to organ izing events for motorsport.67 l ac to 8. and ‘Z’ rated ty res in India. i. Karun Chandhok. JK Tyre along with Vikrant Tyres is TQM dri ven company. Today JK Tyre National Racing Championshi p and Karting championships are the two most awaited events by Indian youth. JK Tyre has single handedly catapulted the populari ty of the sport to remarkable heights. Besides this. JK Tyre has achieved innume rable feats including the top honors such as “The Brand Equity Award”. more than double. The company was first to launch High Performance ‘H’. By winning the national rally championships 8 times team JK Tyre has been ra ted the best in the motorsport in the country. JK Tyre acquired Vikrant Tyres in 1997. Jointly with IIT. It i s expected to move from nearly 7% to 15% in the next 5 years.480 crores to increase the ca pacity and is further planning to invest Rs. Over the years. JK Tyre prodigies like Narain Kar tikeyan. To stay at the forefront of technological advancements. JK Tyre is expanding its trucks and bus radial capacity from 3. Which remains the nerve centre fo r providing cutting edge technology? Expansion Plans The company is fast expanding its capacity. including USA and Australia. JK Tyre has a Technical tie-up with M/s Continental AG of Germany – the 4th larges t in the world. To keep pace with the market demand and retain its leadership in the market. TAFE etc. Milestones . Swaraj Mazda. JK Tyre has been the store house of producing innovative product s in the market.00 lac tyres. JK tyre was also the first company to launch ‘Eco Frie ndly GreenTyres’. Eicher Motors. The company is a leading Supplier to all Major OEMs – Ashok Leyland. The se events are the only platforms available in the country to nurture young talen ts. to cater to the rising demand and dr ive growth. The company has established 20 JK Tyre Truck Radial Care Centres. ‘V’. The pace of radialization of truck/bus segment in India is picking up fast. having received all four ISO 9001.e. JK Tyre has undertaken expansion of Rs. Besides India. Quality. Manufacturing. along major National highways in the country – which o perate on a 365 days/24 hours basis. Export a nd Environment year after year. Motorsport Motorsport in India is synonymous with JK Tyre. the company has a worldwide customer base in over 75 countries a cross all 6 continents. ISO 14001 and TS 16949 accreditations.

The Company was in the process of developing steel belted radial tyres for the prestigious cars in the Mercedes Benz Peugeot Daewoo race and Opel Astra.The letter of intent was converted into an industrial license in February 1974 for the manufacture of 4 lakh nos. Also J. U.Company History: YEAR EVENTS1951 . A new pattern developed f or bus and trucks PE-T8 was well received in the market. .Both the tyre plants operated to full capacity. The man ufacturing project was promoted by Straw Products Ltd and J.S. are subsidiaries of the Company. 1987 .) for technical s ervices for a period of 5 years and sales agreement for the supply of technical know-how engineering and documentation for operational facilities (for a period of 8 years from 23.K. . (a subsidiary of General Tire & Rubber Co.73).Several new patterns and sizes of tyres were introduced including a semilug Nylon Truck tyre all of which were well received in the market.New radial tyres Brute and Ultima were introduced. The strike had since then been resolve d and amicable settlement was reached. and Radial Fin ance Ltd. & Honkong.The company maintained its pace of growth despite steep rise in raw mater ial and input costs and competition.The Company was incorporated as a private lim ited company in West Bengal in 14th February 1951. Steel radial was chosen for Mercedes Benz In dia. 1988 . K.The Company undertook to develop steel radials for GM s Astra .Under the collaboration agreement the Company has the right to use on its prod ucts the wording "Made in collaboration with General Tire International Co.K. PAL s Peugek ot FIAT s UNO and M & M s Ford . . Shivdham Properties Ltd.Hande ep Investment Ltd.K. International Ltd.The company entered into technical collaboration with General Tire Internation al Co. The new tractor rear tyre SONA wa s well received in the market. 1991 .New steel radial tyres for Maruti Gypsy and Tata mobile were introduced. The Company proposed to incur an expenditure of Rs 300 lakhs for installation of latest and sophisticated R&D equipment.The J.The overall working resulted in substantial profits despite a 51-days str ike as well as go-slow from 14th October. 1989 . U. . Efforts were on to launch a new pattern i n steel belted radial tyres.39 which was introduced to meet the need sof the heavy load market.A.K. The ra dial tyres for tractors and business launched in the previous year were well rec eived. Hidrive Finance Ltd. 1982 . USA" . J. Asia Pacifi c Ltd. . was renewed for a further period of 5 years.A.The T-rated Ultima tyres launched for new generation cars found its acceptance in DCM Daewoo s Ceilo .8. Along with new semi-lug and heavy duty lug tyre f or trucks a new lug tyre for super heavy load applications "Jet Trak 39" was als o introduced. The unit also developed India s first and only H-rated u ltima Xs specially for Mercides . In the Radial category "Ultima XR Radial" a terrain tyre was intro duced. International division expanded its activities by opening its of fice in Moscow besides starting Company s subsidiaries in U.During this period a new Car tyre "Jet Drive XS" the widest nylon car tyr e for Maruti 800 was launched.Benz Cars. each automobile tyre and tubes per annum.   ¡ ¡     ¡       ¡     ¡     ¡   ¡     ¡   ¡     ¡       .The Company launched a premium truck tyre Jet Trak .K. Th e company was converted into a public limited company on 1st April 1974. . 1994 . Until 31st March 1970 the com pany was engaged in the managing agency business. Synthetics Ltd. 1996 .S. .The company s technical collaboration agreement with General Tire Interna tional Co. All these products were well received in the market. In line with JK tyre the radia ls unit introduced the dual contact high traction and high performance Aquasonic steel radial car tyre. 1992 . The Company effected an all round cost redu ction and attained higher capacity utilisation at both the tyre plants at Jaykay gram and Banmore. Thereafter the company decided to undertake manufacturing activities and obtained a letter of intent in Februa ry 1972 for the manufacture of automobile tyres and tubes. Panchanan Investment Ltd. and J. 1993 .

Along with the de-merger of its non-tyre business Sugar and Agri Seeds into separate companies namely JK Sugar Ltd and JK Agri-Genetics Ltd JKI also completes the merger of Vikrant Tyres Ltd with itself -J. • The central rows of tread blocks provide GOOD TRACTION on all types of roads. Befo re joining JKI Mr Kapila was Senior Vice-President (Sales and Marketing) at Kine tic Engineering Ltd. multi-axles and tankers under normal load c onditions. 2002.J.J. Drugs and Pharmaceuticals Ltd t o TEVA Pharmaceuticals of Israel.JK Industries Ltd has informed that the name of the Company has been changed f rom "J K Industries Ltd" to "JK Tyre & Industries Ltd" w.The Company and Indian Oil Corporation have entered into a marketing alliance for installing digital air pressure guages and setting up sales and services out lets at IOC petrol stations throughtout the country. Industries Ltd (JKI) has a new Marketing Director in Mr Ajay Kapila. 2004 -JK Industries Ltd has informed that its securities are delisted from Delhi Stoc k Exchange Association Ltd (DSE) w.e.Kinetic Marketing Services Ltd.Industries Ltd has informed BSE that CRISIL has assigned a P1+ rating to the Commercial Paper programme of the company. SUPERIOR PERFORMANCE • Wide. 2003 . . April 02 2007 PRODUCT PROFILE JETSTEEL JDH FEATURES • Aggressive pattern designed to perform on Indian road • Wider tread and more land for high mileage • Tread blocks at centre for maximum traction • Wide shoulder RIB improves wear nature and minimizes tearing and chunking • FEA/CAD optimized profile and steel structure for consistent and best performanc e • Contour designed to give flat tread and stable contact on both dry and wet roads • • • o o o o Better braking control on all terrains Better retread performance Compound technology engineered for Lower Rolling Resistance Lower Fuel Consumption Higher Mileage Performance Better Cut Resistance APPLICATIONS • Drive axle fitment of buses.Industries delists from Jaipur Stock Exchange -divested its wholly-owned subsidiay called J. -Completes its comprehensive restructuring exercise of businesses that leads to its emergence as a pure automotive tyre company.   .2000 . 2001 .K. He was also Director on board and operational head of Kinet ic s direct selling arm . deep tread ensures consistently HIGH MILEAGE PERFORMANCE.K. 2007 .f.Raghupati Singhania managing director of J K Industries has been appointe d the 19th Chairman of Automative Tyre Manufacturers Association the representat ive body of tyre industry in India.f. trucks.The Company proposes to reduce its debt by Rs 125 crore in the current fi scal from the current level of Rs 635 crore by way of loan repayment.K.e. • The strong shoulder design protects the tyre from IMPACT DAMAGE. January 29 2004.K.

• Big tread blocks and open shoulder for better on-off road application. RESPONSE TOTAL PERCENTAGE 01 02 03 PASSENGER SERVICE TOURIST SERVICE 10 INTER STATE SERVICE TOTAL 100 100% 90 10% 0 0% 90% . • Unique groove design with in-built stone ejectors. • Unique groove design with in-built stone ejectors APPLICATIONS • Straight rib highway pattern for front fitment in heavy duty trucks for long hau l and all wheel fitment in buses. Suitable for on-off all axle fitm ent in buses CHAPTER 4 ANALYSIS AND INTERPRETATION OF DATA TABLE 1: TYPE OF BUS SERVICE THAT THE RESPONDENT PROVIDES SR. JET WAY . • Uniform pressure distribution across tread and flat tread radius for smoother we ar. JET WAY JUC FEATURES • Deep and wide tread for extra mileage. • Uniform pressure distribution across tread with flat tread for smoother wear. • Unique cavity design and strong steel construction for extra load. NO.JETSTEEL JDC FEATURES • Deep tread for extra mileage." • APPLICATIONS Drive axle fitment in on-off road application upto moderate load (15 Ton in 6W). APPLICATIONS • Semilug pattern for all axle fitment on buses.JUH3 FEATURES • Extra tread depth and more rubber for extra mileage • Uniform pressure distribution across tread and flat tread radius for smoother we ar.

RESPONSE TOTAL PERCENTAGE 01 02 03 BELOW 5 30 5 TO 10 40 ABOVE 10 TOTAL 100 30% 40% 30 100% 30% Analysis: From the above table out of 100 respondents we can see that 30% of respondents b eing in the service are less than 5years. whereas 40% of the respondents being i n the service are between 5 to 10 years and 30% of the respondents being in the service are above 10 years. NO. TABLE 2: NUMBER OF YEARS THE REPONDENTS IN THIS BUSINESS SR. GRAPH-2 NUMBER OF YEARS THE REPONDENTS IN THIS BUSINESS Inference: .Analysis: From the above table out of 100 respondents we can see that passenger service re spondents are 90% whereas tourist bus service respondents are 10% and inter stat e bus service respondents are 0%. GRAPH 1: TYPE OF BUS SERVICE THAT THE RESPONDENT PROVIDES Inference: Majority of the respondents that they are having more passenger bus service.

TABLE 3: NUMBER OF KILOMETERS BUS RUN PER DAY ON AN AVERAGE.Majority of the respondents being in the business were 5 to 10 years. KILOMETERS RUN PER DAY TOTAL PERCENTAGE 01 BELOW 250 55 55% 02 250 TO 500 35 35% 03 ABOVE 500 10 10% TOTAL 100 100 Analysis: From the above table out of 100 respondents we can see that 55% responded that t heir bus run on average of up to 250 kilometers. SR. whereas 35% responded that thei r bus run on average of 250 to 500 kilometers and 10% responded that their bus r un on average of above 500 kilometers. Inference: Majority responded that their bus run on a average of up to 250 kilometers. TABLE 4: TYPE OF ROADS THAT THE RESPONDENTS BUS TRAVELS THROUGH SR NO TYPE OF ROADS 1 HIGHWAYS 2 URBAN 20 3 RURAL 25 4 HIGH RANGE TOTAL 100 Analysis: TOTAL 40 20% 25% 15 100% PERCENTAGE 40% 15% . NO. GRAPH 3: NUMBER OF KILOMETERS BUS RUN PER DAY ON AN AVERAGE.

GRAPH 5: GRAPH SHOWING THE TYPE OF TYRE USE Inference: Majority responded that they are using nylon tyre. and 25% respondents on rural and 15% respondents on high range. . TABLE 5: TABLE SHOWING THE TYPE OF TYRE USE SR NO TYPE OF 1 NYLON 2 RADIAL TOTAL TYRE 60 40 100 TOTAL 60% 40% 100% PERCENTAGE Analysis: From the above table out of 100 respondents we can see that 60% respondents are using nylon tyre. and 40% are using radial.From the above table out of 100 respondents we can see that 40% responded that t heir bus run on highways. GRAPH 4: TYPE OF ROADS THAT THE RESPONDENTS BUS TRAVELS THROUGH Inference: Majority responded that their bus run on highways. whereas 20% responded that their bus run on urban area s.

00 R20.00 R20 80 80% TOTAL 100 100% Analysis: From the above table out of 100 respondents we can see that 20% respondents are using 9. 0% using MICHELIN and 5% using other tyre.TABLE 6: TABLE SHOWING THE SIZE OF TYRE USING IN BUS SR NO SIZE OF TYRE TOTAL PERCENTAGE 1 9.00 R20.00 R20 and 80% are using 10. GRAPH 7: GRAPH SHOWING THE TYPE OF BRAND RESPONDENT ARE USING . TABLE 7: TABLE SHOWING THE TYPE OF BRAND RESPONDENTS ARE USING SR NO BRAND OF TYRE 1 JK 40 2 MRF 25 3 CEAT 30 4 GOOD YEAR 5 MICHELIN 6 OTHERS 5 TOTAL 100 TOTAL 40% 25% 30% 0 0 5% 100% PERCENTAGE 0% 0% Analysis: From the above table out of 100 respondents we can see that 40% respondents are using JK tyre . GRAPH 6: GRAPH SHOWING THE SIZE OF TYRE USING IN BUS Inference: Majority responded that they are using 10.00 R20 20 20% 2 10. 30% using CEAT tyre.whereas 25% respondent are using MRF tyre. 0 % using GOODYEAR.

TABLE 9: TABLE SHOWING THE PREFERENCE OF RESPONDENTS ON THREAD PATTERN SR. TABLE 8: TABLE SHOWING BRAND LOYALTY OF THE RESPONDENTS SR. NO. PERFORMANCE 01 LUG 0 02 SEMI LUG 03 RIB 100 TOTAL 100 TOTAL 0% 0 100% 100% PERCENTAGE 0% ANALYSIS: From the above table it is clear 100% respondents are using RIB pattern GRAPH 9: GRAPH SHOWING THE PREFERENCE OF RESPONDENTS ON THREAD PATTERN . MAINTENANCE 01 YES 65 02 NO 35 03 TOTAL 100 TOTAL 65% 35% 100% PERCENTAGE ANALYSIS: From the above table 65% responded that they are loyal towards a particular bran d but 35%responded that they will not use a particular brand for a long time. GRAPH 8: GRAPH SHOWING BRAND LOYALTY OF THE RESPONDENTS Inference: Majority respondents are loyal towards a particular brand. NO.Inference: Majority responded that they are using JK tyre. one getting m ileage more than75000. GRAPH 10: GRAPH SHOWING THE MILEAGE THAT EACH RESPONDENT IS GETTNG INFERENCE Majority of the respondents are getting mileage below 50000 TABLE 11: TABLE SHOWING THE NUMBER OF TIMES THAT EACH RESPONDENT RETREADS THEIR TYRES .INFERENCE 100% responded that they are using RIB pattern TABLE 10: TABLE SHOWING THE MILEAGE THAT EACH RESPONDENT IS GETTNG SR. OPINION TOTAL 01 BELOW 50000 02 50000 TO 750000 03 ABOVE 75000 TOTAL 100 ANALYSIS: PERCENTAGE 70 70% 30 30% 0 0% 100% From the above table it is seen that 70% of the respondents are getting mileage below 50000 where as 30% getting mileage between 50000 to 75000.

NO 01 02 03 ADVERTISING STRATEGY BELOW 3 65 65% 3 TO 5 35 35% ABOVE 5 0 0% TOTAL 100 100% ANALYSIS: TOTAL PERCENTAGE From the above table it is analyzed that 65% of the respondents retread their ty res below 3 times where as 35% of the respondents retread their tyres 3 to 5 tim es. TABLE 12: TABLE SHOWING THE RANKING GIVEN BY RESPONDENTS AS PER 1 2 3 4 5 TOTAL POINTS BRAND VALUE _ _ 90 120 10 QUALITY 50 200 60 40 _ 350 MILEAGE 325 140 _ _ _ 465 PRICE 125 60 150 25 5 360 AFTER SALES SERVICE _ _ _ 20 THEIR BENEFITS. . The respondents are giving least preference to brand value an d after sales service respectively fourth and fifth.SR. GRAPH 12: GRAPH SHOWING THE RANKING GIVEN BY RESPONDENTS AS PER THEIR BENEFITS. GRAPH 11: GRAPH SHOWING THE NUMBER OF TIMES THAT EACH RESPONDENT RETREADS THEIR TYRES INFERENCE Majority of the respondents retreads their tyres below 3 times. No one retreads their tyres more than 5 times. RANK 220 3 1 2 85 4 105 5 ANALYSIS: From the above analysis it is clear that the respondents are giving preference t o mileage for purchasing tyre along with price and quality standing second and t hird respectively.

NO PARTICULARS 01 PRICE 0 02 LIFE 0 03 COMPLAINTS LESS 100% 100% 70% MORE 30% ANALYSIS: From the above table it is clear that the 100% respondents have the opinion that radial tyres are expensive comparing to nylon tyres. TABLE 14: TABLE SHOWING THE OPENION OF RESPONDENTS ABOUT RADIAL TYRES COMPARE TO NYLONE TY RES SR. INFERENCE Majority of the respondents have the opinion that the advertisement and discount s makes no difference in their purchase decision. Cent percentage has the op .TABLE 13: TABLE SHOWING WHETHER ESPONDENTS. THE ADVERTISEMENTS AND DISCOUNTS AFFECT THE DECISION OF R TOTAL 10% 90% PERCENTAGE GRAPH 13: GRAPH SHOWING WHETHER THE ADVERTISEMENTS AND DISCOUNTS AFFECT THE DECISION OF RE SPONDENTS. NO. SR. OPINIONS 01 YES 10 02 NO 90 ANALYSIS From the above table it is seen that only 10% respondent’s decision are effecting due to advertisements and discounts were 90% are not feel that the advertisemen ts and discounts affect their purchase decision.

inion that radial tyre having long life and even 70% having the opinion that the complaints are very less. GRAPH 14.3: GRAPH SHOWSING THE OPENION OF RESPONDENTS ABOUT RADIAL TYRES COMPARE TO NYLONE TYRES REGARDING COMPLAINTS INFERENCE Majority of the respondents have the opinion that radial tyre having less compla int.1: GRAPH SHOWSING THE OPENION OF RESPONDENTS ABOUT RADIAL TYRES COMPARE TO NYLONE TYRES REGARDING PRICE INFERENCE All the respondents have the opinion that radial tyre having high price. GRAPH 14. GRAPH 14.2: GRAPH SHOWSING THE OPENION OF RESPONDENTS ABOUT RADIAL TYRES COMPARE TO NYLONE TYRES REGARDING LIFE OF TYRE INFERENCE All the respondents have the opinion that radial tyre having long life. TABLE 15: TABLE SHOWING THE RANKS 1 2 3 MRF 150 260 JK 325 140 GOOD YEAR _ CEAT 25 _ MICHELIN _ ANALYSIS GIVEN BY RESPONDENTS FOR VARIOUS RADIAL BRANDS 4 15 _ _ 15 _ 5 _ _ 165 _ 105 TOTAL POINTS _ 425 _ 465 90 _ 90 130 110 10 RANK 2 1 255 5 225 3 4 .

And the fifth preference is CEAT. DID YOU GET MONEY’S WORTH 01 YES 95 95% 02 NO 05 05% ANALYSIS: TOTAL PERCENTAGE . SR.From the above analysis it is clear that the respondents are giving first prefer ence to JK second preference MRF. Third preference Good Year. NO. RESPONSE TOTAL PERCENTAGE 01 YES 45 45% 02 NO 55 55% ANALYSIS: From the above table it is seen that 45% of the respondents will recommend radia l tyres over others. GRAPH 15: GRAPH SHOWING THE RANKS GIVEN BY RESPONDENTS FOR VARIOUS RADIAL BRANDS INFERENCE The majority of respondents ranked JK as their first preference TABLE 16: TABLE SHOWING WHETHER THE RESPONDENTS RECOMMEND RADIAL TYRES OVER OTHERS SR. where as 55% will not. NO. GRAPH 16: GRAPH SHOWING WHETHER THE RESPONDENTS RECOMMEND RADIAL TYRES OVER OTHERS INFERENCE Majority of the respondents will not recommend radial tyres over others TABLE 17: TABLE SHOWING RESPONDENTS OPINION ON WHETHER ON THE WHOLE THEY GOT THEIR MONEY’S W ORTH. Fourth preference Michelin.

NO PARTICULARS 01 YES 65 02 NO 35 TOTAL 65% 35% PERCENTAGE ANALYSIS: From the above table we can see that 65% of the respondents will consider driver s opinion while purchasing tyres where as 35% will not consider drivers opinion while purchasing tyres. 4.From the above table it is clear that 95% of the respondents feel that they have got their moneys worth while 05% feel they have got part of their moneys worth GRAPH 17: GRAPH SHOWING RESPONDENTS OPINION ON WHETHER ON THE WHOLE THEY GOT THEIR MONEY’S W ORTH. responded that their bus run on a average of up to 250 kilometers. 2. GRAPH 18: GRAPH SHOWING WHETHER THE DRIVERS OPINION AFFECTS THE PURCHASE DECISION INFERENCE Majority of the respondents will consider drivers opinion while purchasing tyres FINDINGS. FINDINGS. of the respondents being in the business were 5 to 10 years. INFERENCE Majority of the respondents have the opinion that they got their moneys worth TABLE 18: TABLE SHOWING WHETHER THE DRIVERS OPINION AFFECTS THE PURCHASE DECISION SR. SUGGESTIONS AND CONCLUSIONS. 3. Majority Majority Majority Majority of the respondents that they are having more passenger bus service. 1. responded that their bus run on highways .

so that they can mak e the availability of tyres as per demand. The JK Tyre is one of the leading manufacturer of tyres in India. CONCLUSION This project study attempts to identify the awareness of the customers on JK rad ial tyres.00 R20. 6.Philip Kotler. 7. Majority of the respondents have the opinion that they got their moneys wort h. Majority responded that they are using nylon tyre. 12. Majority respondents are loyal towards a particular brand. The company should increase production and distribution. Majority of the respondents are getting mileage below 50000 11. The company should maintain and increase the promotional and advertisement ac tivities. 8. long life and less complaint. Increase the number of exclusive dealers (steel wheels). 3. 6. The research has been done to identify the factors affecting the purchase decision of consume rs in bus segment regarding radialisation. Since there is a lot of competition in this field. The majority of respondents ranked JK as their first preference. 16.00R20 is having certain complaints. Majority of the respondents have the opinion that the advertisement and disc ounts makes no difference in their purchase decision. 9. 4. Aim of marketing is to meet and satisfy consumer’s needs and wants. 2. I would suggest JK Tyres t o reduce their prices to compete well. ‘The most important thing is to forecast where customers are moving and to be in fron t of them’. so the company shou ld put more concentration on this product 5. so the company should make sure that the complaints will be minimised. 14. 17. Majority of the respondents have the opinion that radial tyre having high pr ice. The company should provide awareness for dealers and customers regarding bene fits and usefulness of radial tyres. It has been noted that the overall pe . The company has good reputation and also good relations hip with customers.5. The product 9. Majority responded that they are using 10. Majority of the respondents will not recommend radial tyres over others. 7. Majority of the respondents retreads their tyres below 3 times. Majority of the respondents will consider drivers opinion while purchasing t yres SUGGESTIONS 1. 13. Majority of the customers are buying RIB patterned tyres. Majority responded that they are using JK tyre. 100% responded that they are using RIB pattern 10. 15.

N. That can be connected in relation to t he QUESTIONNAIRE FACTORS AFFECTING THE PURCHASE DECISION OF CONSUMERS IN BUS SEGMENT REGARDING RADIALISATION 1.rception of the customers about the performance of JK radial tyre is excellent. Sehiffman Sherlekar M. The findings and limitations of the study bring further some useful and interest ing possible avenues for future research.January 2009 Auto-January 2009 Webliography www.Name:¬¬¬¬¬¬¬¬¬¬¬¬¬¬¬¬¬¬¬¬¬¬¬¬-_____________________________________________________________ 2. Still the company has to improve. Santakiki Leon G. Prakash Marketing Management Marketing Management Consumer Behaviour Principle of Marketing Project Work guidelines Journals Auto India. How many years have you been in this business? <5 5-10 >10 4. to change the perception of customers in few a reas. Shiva Kumar & M.indiamart. BIBLIOGRAPHY AUTHOR TITLE OF THE BOOK Philip Kotler C. This project gives the company some findings and suggestions which wil l help the company to improve in order to change the perception of the customers about the quality of the products of JK Tyre.jktyres. How many kilometers do your bus run per day on an average? <250 250-500 >500 .January 2009 Top gear. Type of bus service you provide: Passenger bus service Tourist bus service Interstate bus service 3.

5. How many times do you retread your tyres? <3 3-5 >5 13. Type of tyre you use: Nylon Radial Urban High range 7. Does advertisements and discounts affect your decision? Yes No 15. How many kilometers do you get from your tyre? <50000 50000-75000 >75000 12.00 R20 8. Rank the benefits as per your preference Brand value Quality Mileage Price After sales service 14. Which brand do you use? J K M R F CEAT GOOD YEAR MICHELIN OTHERS 9. What is your opinion on radial tyres compare to nylon in bus segment? Price Low Life High . Size of tyre you use in your bus: 9. Do you use the same brand always? Yes No 10. Thread pattern that you prefer: Lug Semi lug Rib 11.00 R20 10. Type of roads that your bus travels through: Highways Rural 6.

did you get your moneys worth? Yes No 19.Do you have any general suggestions ________________________________________ ________________________________________________________________________________ ________________________________________________________________________________ ____________________________________________________ .Does your drivers’ opinion affect your purchase decision? Yes No 20.Would you recommend radial tyres over others? Yes No 18.Short Complaints Less Long High 16.On the whole.Rank the radial tyre brands MRF JK GOOD YEAR CEAT MICHELIN 17.

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