You are on page 1of 89

Research Methods PAK HERO

INTRODUCTION

Pakistan is one of those countries of the world where


Auto Rickshaws are extensively used as a public
transport. Till 1996,Italian made Rickshaws were used
in Pakistan having 90% market share.

In 1996, a young Pakistani businessman and


industrialist, Mr. Muhammad Javed Iqbal introduced
“PAK HERO RICKSHAW” in Pakistani market.
Mr. Muhammad Javed Produced within the limited resources this Rickshaw
Iqbal was a masterpiece of quality and performance, which
brought about a revolution in the auto industry. It
gained extensive popularity and in a very short period
of time, “PAK HERO” became a known name all over
Pakistan.

PAK HERO auto rickshaw having similar functions,


shape and use as that of Italian made rickshaw, proved
to be a very close substitute for it. It is amazing that
Pak Hero became the market leder in a period of only
three year and its demand has been on the rise ever
Mr. Muhammad Sabir
since.

PAK HERO is a private limited company, its board of


Directors comprise the following members

Mr. Javed Iqbal


(Chairman/CEO)
Mr. Abdul Hameed
(Director Marketing & Sales)
Mr. Sabir Sharif
(General Manager Production)
Mr. Syed Shahid Mustafa
(General Manager Finance)

1
Research Methods PAK HERO

Although PAK HERO has entered into automobile market only a few years ago,

even then it has snatched the major market share from its competitors. PAK Hero

is now considered to be one of the major automobile industries because it has

built a good reputation in quality and performance. PAK HERO manufactures its

products in accordance with customer needs. Its product range includes

2
Research Methods PAK HERO

PAK HERO established itself by


manufacturing the high quality products.
PAK HERO has a separate quality control
department for a check at every stage of
the production, from receiving raw
material to completion of final product. To
have a complete control over quality PAK
HERO is following the international quality
standards as per requirements of ISO
9000 to fulfil the needs of its valuable
customers.

PAK Hero’s trained workforce and


experienced engineers devote their
energies for the improvement of its
products. Experts within the country and
abroad are also consulted to assure the
quality. Therefore its quality is, beyond
doubt, the best.

3
Research Methods PAK HERO

PAK HERO is a private limited company. Its factory is located at 10 km Raiwind Road,
Lahore. Some of the important industrial units of Pakistan lie in this region, being declared
as “Industrial Zone”. Factory of PAK HERO is spread over four and a half acres of land .
The other unit of “PAK HERO is its warehouse and lies adjacent to the factory.

FACTORY CAPACITY

Factory has a capacity to produce

1. 12,000 auto rickshaws,


2. 45,000 motor cycles
3. 5,000 scooters per annum.
Basically, factory is divided into eight individual units, Detailed information about
each unit are stated below.

4
Research Methods PAK HERO

Gas Welding Unit: Die Casting Unit: Machining Unit:


Besides manufacturing the A Hundreds types of parts of It is the most important unit in
chassis this unit plays an complex nature are used in automobile industry. Majority of
important role in preparing the PAK HERO products. These the deceased parts are
body of Rickshaw. Welding unit parts are produced withinDenting the machined
Unit: to bring them into
joins the body with chassis. factory in Die Casting unit exact and standard
PAK HERO prepares the body of all its products within size as
theper
Machinery used in this unit is according to the standardized technical specifications.
factory and denting unit has a key role in manufacturing the
imported from abroad. quality.
bodies Theof importance
PAK HEROof products. High technology based
machinery used in die casting
machinery is used for this purpose.
unit is admitted all over the
Pakistan.

Body Fabrication Unit:


Die making unit manufactures all the dies used in Die Casting
unit. In die making unit, dies of different sizes and shapes are
produced according to requirement.

Electrical Spot Welding Unit:


All the parts of automobiles manufactured in different
departments are brought in this unit. These parts are assembled
and shaped into a finished product.

5
Research Methods PAK HERO

Engine Assembling Unit:


Engine assembling unit has same role in factory as engine in the
vehicle. Engines of all products of PAK HERO are assembled in
this unit. Some of its parts are prepared in factory in die casting
unit and some are imported from abroad. After assembling the
engine it is sent to engine testing unit where its performance is
checked.

Engine Testing Unit:


In this unit engines manufactured are observed keenly. Engine is
run at a specific speed for a particular time period and if it
satisfies the predetermined standards, it is sent to the assembling
line unit.

Fitting Assembly Line: Final Inspection & Quality Paint Shop Unit:
When all the parts have been Control: When body is manufactured &
brought into fitting condition When an automobile has been fabricated completely it is sent
then these are brought to manufactured and assembled into paint shop unit where
assembly conveyor line where then it is brought to quality automobiles are painted in
all the determined parts are control and final inspection different colors. High quality
fitted together to form a shape units where the quality paints are used which are not
of an automobile product, checkups are carried on, on affected by change of season,
whether it is a motorcycle or an the latest testing and sunlight and rain.
auto rickshaw. inspection instruments to
maintain the quality of
PakHero automobile products.

6
Research Methods PAK HERO

To assure the availability of its products, PAK HERO has established effective
network of registered dealers. In each city of Pakistan, well-reputed businessmen
are awarded dealership for selling PAK HERO automobiles.

LIST OF DEALERS:
KARACHI
ADNAN CORPORATION
(KARACHI) A. M. 20-AKBAR ROAD,
OPPOSITE RIZVI CHAMBER,
KARACHI Ph. 021-7760039

HASSAN AUTOS
SHOP NO.43, BLOCK-5
AKBAR ROAD, K.M.C MARKET,
KARACHI.

NEW NAFEES AUTOS


7-AKBAR ROAD, SADDAR,
KARACHI.

KASUR

SHEHROZ HASAN AUTOS


NEAR KASUR GARDEN, LAHORE ROAD,
KASUR-PUNJAB.
CONTACT PERSON: QUDRATULLAH

LAHORE

PAK HERO INDUSTRIES (PVT) LTD.,


LAHORE PAKISTAN.

ALI AUTOS
110-ALLAMA IQBAL ROAD, GARHI SHAHU,
LAHORE.

7
Research Methods PAK HERO
ALI TRADERS
516-PECO ROAD, KOT LAKHPAT, LAHORE.

AMIN AUTOS
642-TOWNSHIP, LAHORE.

CHAUDHRY AUTOS
SHALIMAR LINKROAD CHUNGI No.3
MUGHAL PURA, NEAR RAILWAY CROSSING, LAHORE.

HERO AUTOS
105-LITTON ROAD, LAHORE.

IRFAN AUTOS
106-LITTON ROAD, LAHORE.

NEWGHOUSIA AUTO
100/B, LITTON ROAD, LAHORE.

MUKHTAR CORP.
24-JINAH PARK, SULTAN PURA NEAR
ALLAH MALIK BUILDING, LAHORE.

NEW QAISER SHAUKAT AUTO


65-LITTON ROAD, LAHORE

SHAHAB CORP.
CHAN MIRAN ROAD. LAHORE.

SHERAZ AUTOS
SHOP No. 2/1 LAHORE ROAD,
SADDER BAZAR, CANTT-LAHORE.

UMAIR IRSHAD CORP.


E-21/13 MAIN WALTON ROAD, LAHORE.

UMER AUTOS
SHOP NO. 1 PRINCE CINEMA, 30 ABBOT ROAD,
LAHORE.

SADIQ TRADERS
LITTON ROAD, LAHORE.

8
Research Methods PAK HERO
MADNI AUTOS
106-LITTON ROAD, LAHORE.
HASSAN AUTOS
103-LITTON ROAD, LAHORE.

YOUSAF AUTOS
111-LITTON ROAD, LAHORE.

SAJJAD AUTOS
DANA NATH NO. 66-47 KM,
MULTAN ROAD, LAHORE.

IMRAN AUTOS
89 MCLEOD ROAD, LAHORE.

WATTAN AGENNCIES
67-MCLEOD ROAD, LAHORE.

BALUCH AUTOS
HALEEM CENTER, 67-LITTON ROAD, LAHORE.

SALEEM TRADERS
SHOP NO. 9,GROUND FLOOR SHAN HOTEL,
LINK MCLEOD ROAD, LAHORE.

AUTO CITY
13-NICHOLSON ROAD, NEAR BILAL CENTER, LAHORE.

786 AUTOS
10-NICHOLSON ROAD, KASHMIR CENTER, LAHORE.

ISHTIAQ AUTOS
108-LITTON ROAD, LAHORE.

ASHER AUTOS
71-MCLEOD ROAD, LAHORE.

ATIF AUTOS
26-MCLEOD ROAD, SURJEET BUILDING, LAHORE.
REX AUTOS
78-MCLEOD ROAD, LAHORE.

9
Research Methods PAK HERO
M. RMAZAN
H. NO. 19, NASIR ST. NO. 29,
SANDHA KALAN, LAHORE.

CHAUDHRY CORPORATION
SHOP NO. 33, GROUND FLOOR, LAHORE HOTEL, LAHORE.

GHARIB NAWAZ AUTOS


35-MAIN ROAD, MORE SAMNABAD, LAHORE.

CH. M. SALEEM
384-E, CANAL VIEW SOCIETY, MULTAN ROAD, LAHORE.

ARY AUTOS
78-FLEMING ROAD, LAHORE.

RANA TRADERS
SHOP NO. 3,BHATTI COMPLEX,
FEROZPUR ROAD, MUST IQBAL ROAD, LAHORE.

DANISH AUTOS
SHOP NO. 5, BEGURN ROAD,
NEAR MOZANG ADDA, LAHORE.

HS ENTERPRISES
3RD FLOOR, 112-Y COMMERCIAL AREA,
D.H.A. DEFENCE, LAHORE.

MUSHTARQA AUTOS
679-SHAD BAGH, LAHORE.

NAWAZ BUTT AUTOS


157-G.T ROAD, NEAR LAHORE COLLEGE OF COMMERCE
SINGPURA, LAHORE.

KHURRAM AUTOS
NASEER SHAN PLAZA SHOP NO.2,
GUJJAR PURA CHOWK, GHORAY SHAH, LAHORE.

IQBAL TRADERS
SHOP NO.6, GULBERG-111,
GUROMANGAT ROAD, LAHORE.

10
Research Methods PAK HERO

MAJEED TRADER
ENGINE SHED MARKET, MUGALPURA LAHORE.

SHAHAB CORPORATION
HOUSE NO.1 STREET NO.21/S HAJI YAHYA COLONY,
GOREY SHAH ROAD, LAHORE.

NEW QAISER AUTOS


87-LITTON ROAD, LAHORE.
PH: 7237919

MULTAN

NADEEM CORPORATION
DERA ADDA, AZMAT WASTE ROAD,
NEAR CAPRI CINEMA, MULTAN.

IRSHAD CORPORATION
SHOP NO.11, PURANA KHANEWAL ADDA,
WATER WORKS ROAD, OPP. KHAYAM CINEMA, MULTAN.

SARGODHA
HAMDANI MOTORS
RAILWAY ROAD, SARGODHA

OKARA
ALI AUTOS
OPPOSITE GOVT. SATLUJ G/H/S, OKARA.

CHINIOT
FAHAD CENTER
JHANG CHINIOT.

11
Research Methods PAK HERO

SAHIWAL
HAJHI TRADERS
KHOKHA BAZAR, SAHIWAL.

SAILKOT
HERO AUTOS
OPP. PARVAZ MAHAL CINIMA, AUGUKE ROAD,SAILKOT.

GUJRANWALA
KASHMIR TRADERS
OPPT. DIN PLAZA, G.T. ROAD,
GUJRANWALA.

MANJ TRADERS
FAROOQ-E-AZAM ROAD, FATTO MAND,
GUJRANWALA.

MEER TRADERS
AUTO MARKET SAILKOT ROAD,
GUJRANWALA.

HARIS TRADER
NER DIN PLAZA, G.T. ROAD,
GUJRANAWLA.

FRIENDS AUTO
NEAR DIN PLAZA, G.T. ROAD,
GUJRANWALA

SHAHID AUTOS
SHEIKUPURA ROAD, GUJRNWALA.

PAKISTAN AUTOS
NEAR DIN PLAZA, GHALLA MANDI,
G.T. ROAD, GUJRANAWLA.

NAROWAL

12
Research Methods PAK HERO

M. SALEEM TRADERS
PASRUR ROAD, NEAR SHELL PETROL PUMP,
NAROWAL.

TARIQ AUTOS
RAILWAY ROAD, NAROWAL

WAZIRABAD
MASTER TRADERS
SAILKOT ROAD, NEAR A.C. COURT,
WAZIRABAD

KAMOKE
MEER TRADERS
ALI ARCADE, G.T. ROAD, KAMOKE.

VEHARI
MUSA TRADERS
18- CLUB ROAD, VEHARI.

BUREWALA
SHEIKH & CO.
110- D ARBI, ISLAMIA ROAD, BUREWALA.

BAHAWALNAGAR
KHAN TRADERS
2- KHAN BABA ROAD, BAHAWALNAGAR.

HYDERABAD
FARHAN CORPORATION
SADAF COMPLEX, SHOP # NO.4,
OPPT. PRESS CLUB, HYDERABAD.

13
Research Methods PAK HERO
FAIZAN AUTOS
SHOP # F-578, KHOKHAR MOHALLAH,
HYDERABAD

MEHRAN AUTOS
SHOP#578 KHOKHAR MOHALLAH,
HYDERABAD.

GUJRAT

SANDHU AUTOS
ZAIB PALAZA, REHMAN SHAHEED ROAD,
GUJRAT.

SHEIKHUPURA
TARIQ TRADERS
SARGODHA ROAD, SHEIKHUPURA.

BHATTI AUTOS
SARGODHA ROAD, SHEIKHUPURA.

RAWALPINDI
AHMER AUTOS
SHOP#4,NASEER PALAZA KOHATI BAZAR,
RAWALPINDI.

BUTT KASHMIR MOTORS


SHOP#2, SHAH ALLAH DITTA ROAD,
RAWALPINDI.

FAISALABAD
HAMDANI MOTORS
NAR WALA ROAD, GOBANDPURA FAISALABAD.

14
Research Methods PAK HERO

MUNSHI ENTERPRISES
P-15 ALLAMA IQBAL ROAD, DIGLUSPURA,
FAISALABAD.

CHAUDHRY TRADERS
901-B SHOP #4 MAIN ROAD,
PEOPLE COLONY,FAISALABAD.

DASKA
MUGHEES TRADERS
KATCHERY ROAD, DASKA.

MANDI BAHAUDDIN
SHAHID TRADERS
CHUNGI #9 PHALIA ROAD, MANDI BAHAUDDIN.

HAFIZABAD
MUDDUSSAR AUTOS
GUJRANWALA ROAD, NEAR PETROL PUMP,HAFIZABAD.
ALI AUTOS
GHALL MANDI SHARQI, GUJRANWALA ROAD,
HAFIZABAD.

MIRPUR KHAS
PAKISTAN BIKE CITY
STATION ROAD, MIRPUR KHAS.

PAKPATTAN
MIAN AUTOS
OPP. MOSQUE TEHSILDAR WALLI,
SAHIWALL ROAD, PAKPATTAN.
15
Research Methods PAK HERO

ORGANIZATIONAL STRUCTURE
Chairman (CEO)

BOARD OF DIRECTORS

ADMIN MARKETING DEVELOPMENT


DEPARTMENT DEPARTMENT CENTER

FINANCE & A/C QUALITY


DEPARTMENT CONTROL

PRODUCTION PURCHASE
DEPARTMENT DEPARTMENT
SALES
DEPARTMENT
16

FINANCE Q.C FOR


DEPARTMENT
ACCOUNTS MATERIAL
Q.C FINISHED
DEPARTMENT GOODS
Research Methods PAK HERO

VARIOUS INVENTORY
PRODUCTION PRECRUMENT
DEPARTMENT

VENDOR
DEPARTMENT

SUPPLIERS

COMPANY'S OBJECTIVES

i) Provide best value for money to the customers.


ii) Earn serve foreign exchange through exports /
imports substitution for country.

17
Research Methods PAK HERO

iii) Provide a healthy work environment and


facilitate the personal development of all
employees.
iv) Develop indigenous design capabilities.

COMPANY INFORMATION

BANKERS
Muslim Commercial Bank Ltd.
Allied Bank of Pakistan Ltd.
United Bank Ltd.
Standard Chartered Bank

REGISTERED OFFICE
Litton road, Lahore
PLANT
10 Km, Raiwind road, District Lahore

BOARD OF DIRECTORS

> JAVED IQBAL


(Chairman & Chief Executive)

18
Research Methods PAK HERO

EMPLOYEES GROUP

> Abdul hameed (G.M marketing and sales)


> Shabir sharif (G.M production)
> syed shahid Mustafa (G.M finance)

MAJOR MANAGERIAL POLICIES


PRACTICES & STYLES

The company maintained its policy of induction of


professionally qualified executives are strictly selected on merit.
The company's excellent reputation helped to attract competent
executives from other industries to strengthen executive’s team.

A. PERSONNEL SECTION

Personnel section in one part of heart of company i.e.;


Administration department. Senior Manager (A&P) deals all
matters of personnel create in organization and finally to General
Manager.
GENERAL FUNCTION OF SUB-SECTION
There are 7-sub sections in personnel section, which
perform, efficiently in better conduct of daily work in
organization. These are explain as:
1. Personnel record sub-section

19
Research Methods PAK HERO

It is responsible for maintenance of personnel files of


employees. Which submits monthly report through Senior
Manager (Admin.) to G.M and C.E of Company. Further a register
is maintained which contains all activities of employees. One
page is reserved each employee in loose ledger form. Those who
leaves the service, removal of his card from ledger.
2. TA&DA Sub-section
This section maintains record of TA, DA leave, allowances,
increments, and promotions etc. of employees of company.

3. Attendance of Employees Sub-section


The attendance of department is reported by each head of
department to the admin: to keep track of leaves and grant
attendance allowances.

4. Over Time Sub-section


This section maintains the record of over time slips of
employees in various sections in company. The slips are prepared
in respective section of working. The Admin. Prepares
consolidated overtime to Account Department for payment.
5. Identity Card Sub-section
This records the residential in section or changes of all
employees working in factory.

20
Research Methods PAK HERO

6. Hiring & Firing Sub-section


This section is part of selection committee formed by C.E of
Company for hiring of employees and retiring employees.
7. Social Security Sub-section
This records social security for employees and Account in
this respect.

B. ADMINISTRATION

Company endeavoring to attract talents from various


disciplines in order to make management skillful. But also to
trained them within country and abroad, for improving their skill.
The Senior Manager (Admin.) is dealing with all
administrative matter and countable to G.M. Admin. Is also
responsible of peace and order in factory. It is prime functions of
department. Admin. has sub-section which is detail as follows:

1. Canteen
The canteen provides tea and food to the employees at
subsidized rates.
a) Service
The canteen in charge has tokens as number of employees
working in Pak Hero. Any body going to canteen obtain token
either cash payment or on accounts. On cash issued token or on
other side account sales write down name of employees in
register.
b) Credit Sales

21
Research Methods PAK HERO

After the close of servicing of meals, the clerk posts entry in


the personnel account. It is further separate account of
employee. On accounting total dishes during month and calculate
the A/P. So for as collection is done through incharge by each
worker.
c) Cash Sales
The canteen supervisor keeps note of total token issues in
credit and cash sales. Cash sales are made for visitors and new
employees, for charging normal and subsidized rates. The total
cash in submitted to cash account department..

22
Research Methods PAK HERO

d) Raw Ingredients Purchase Procedure


Major items like sugar, chilies, ghee, atta, salt etc. are
purchased through supplies department. The perishable items
are purchased by canteen incharge. Possible efforts are made
through contractors for regular supplies. The canteen incharge
gets cash Rs.20,000 per current purchase and responsible to
submit bill to A.M (Admin).
e) Stock Registers
The canteen incharge maintain the register of items entered
before issued.
f) Monthly Consumption Reports
The canteen incharge prepares and sends a monthly report
to Dye. Manager (Admin). It covers only major items of
consumption.
g. Accounting Treatment
Separate Account under Admin. Debited the canteen of
outlays. Also the canteen sale is credited in this account. At the
end of year show net figure of subsidized by company.
h. Transport Section
The incharge of transport ensures that vehicles for company
purposes. All requisitions for transport shall be in same form. The
transport allot vehicle and fill in.
i) Log Books
The logbook is maintained for each of the vehicle and
requisitions are filled in logbook. Immediately after the vehicle

23
Research Methods PAK HERO

reaches the company premises after performing the necessary


services.

ii) Petrol Bills


The transport executive receives all petrol invoices in the
first instant in duplicate. The transport executive verifies from the
petrol slips issued by him and forward to Finance Department
through Manager (Admin.) for payment of bill. This is followed
strictly.
iii) Repairs and Maintenance Register
The transport incharge is also insures that a complete and
transport repairs for maintain register.
n) Improvements
Working condition both in office and plant were further
improved which bearing an efficiency of the company is
employees. As in company's employees. As in matter of canteen
for providing more conductive and whole some atmosphere to
the workers.
q) Gate Pass
Following different type of gate passes shall be in use:
1. For sale of motorcycle
2. For sale of rickshaw
3. General (Admin. issue)
6. For sale of scraps.

24
Research Methods PAK HERO

C. PURCHASE SECTION
Purchase section is most important portion of the
organization. When emergency create inside company and at
that time there is no back up of goods and materials. Then this
helps for needed purchases for it and is sent to Procu. Manager,
which is responsible to G.M of department.

HIERARCHY

┌----------------------┐
│Procu.MANAGER │
└----------┬-----------┘
┌-----------------------┴-----------┐
┌-----┴------┐ ┌------┴------┐
│Inch.Imports│ │Inch.Purchase│
└-----┬------┘ └------┬------┘
│ ┌------┴------┐
├-J.E. (Import) │J.E. Purchase│
│ └------┬------┘
└-J.E. (Import) │
┌------┴------┐
│J.E. Purchase│
└-------------┘

MARKETING OF PAK HERO (Pvt.) LIMITED


Like the other organization PAK HERO (Pvt.) Limited also has
separate Marketing Division. In this division customer satisfaction
takes the most important place. PAK Hero’s Marketing Division

25
Research Methods PAK HERO

has established few objectives and all the departments of


Marketing Division are putting in joint efforts to achieve them.
First of all we would like to state these objectives to have an idea
about the line of work. This particular organization has following
objectives.

MARKETING OBJECTIVES

1. To accelerate the pace of transport in the country by


marketing a wide range of bikes at a reasonable rate.
2. To serve the customers efficiently.
3. To guide customers how to increase per liter mileage of the
bike by advanced technology.
5. Providing efficient after sale service to the customers.

HIERARCHY OF MARKETING
┌------------------┐
│ G.M MARKETING │
└--------┬---------┘
┌--------┴---------┐
│Manager Marketing │
└--------┬---------┘
┌--------------------┬┴-----------------┐
incharge(Service) incharge(Parts) incharge Sales

B. DISTRIBUTION

26
Research Methods PAK HERO

It deals with physical distribution. It is again sub-divided into


three sections.
1. Booking Section
The booking of vehicle is most important function of PAK
HERO. So they are booked in this section. The customer can book
the bike, rickshaw and scooter either by the section or through
dealers. However largely done through dealers in this way the
customer can get delivery at home district. So two type of
booking.
1. Cash Booking
2. Credit Booking
The PAK HERO books on first come first served base. Now it
is through telephone getting the booking number at the time. The
conditions are:
1. The booking is on 100% advance basis.
2. The booking number is issued at the time of booking.
3. The customer has to pay the prices prevailing at deliver
time.
4. Booking can be cancelled at customer’s sweet will.
In case of cash booking the customer has to deposit
the total price at booking time.
2. Delivery Section
This section deals with delivery. As soon as the delivery
date of the customers.
a) Area Commission

27
Research Methods PAK HERO

The area of commission is given to those dealer in which


customer buys vehicle at that area. Now the vehicle is booked by
the dealer or directly at Pak hero booking department. The aim is
services of dealer in his area.

b) Booking Commission
When a vehicle is booked the commission becomes
payable. It is policy of company not to give commission if the
dealer does not book vehicle. Now its policy in change as area
commission.
c) Delivery Commission
This commission is given when vehicle are delivered to
customer through dealer.
After delivery of commission section make report of whose
dealer's commission in it and amount. So this report is sent to
finance department for payment. All records are computerized of
booking and delivery. So time and cost decrease with increase in
efficiency.
C. SERVICE
This section of PAK HERO providing after sale service to the
customers at their doorstep. This aims at customer’s satisfaction
on important goal to be achieved in marketing field. it provide
free service to different district of position.
2. Claim Section

28
Research Methods PAK HERO

Its establishment is a step to streak a long-term good will of


the company in the eyes of PAK Hero’s customers. Every
customer of PAK HERO is entitled to claim against the company if
any mechanical or technical fault exists in the implements, in
vehicle sold by PAK HERO. The customer comes to the claim
section makes a claim on the company, the trained and expert
mechanics evaluate and judge the causes of the faults. If the
faults in the parts are due to any mechanical or technical defects
then the claim of the person is considered to be legitimate and
the person is supplied with a new part. However, if the defect is
caused by some accident or some other reasons the claim is not
accepted and the person is advised very provisionally to replace
the parts from his own pocket.

PRICING POLICIES STRATEGIES


The major policy is that their price would be less as
compared to competitors. Generally our prices are affected by
following factors:
> Company's Policies
> Local Vendors
> Competitors
No doubt Pak hero is becoming the market leader but they
want to create the brand loyalty amount the customer

PROBLEM INTRODUCTION

29
Research Methods PAK HERO

In introducing the problem, consider the following three

elements.

a) Problem Definition/ problem statement.

b) Statement of objectives.

c) Problem significance.

a) Problem Definition / Problem Statement

"How we can increase the sales of Pak hero PH-125 in

Honda CG-125 capturing areas."

b) Statement of Objective

Following are the objectives of this study.

i) Which social class is the main user of PAK HERO PH-125?

ii) What are the buying preferences of the persons using bike?

iii) How the people are perceiving the price, quality and

durable parts consumption of the PH-125 bikes.

30
Research Methods PAK HERO

iv) What is the current market position of PH-125 bike and who

are its major competitors?

v) Why people are using PH-125 bikes or not.

31
Research Methods PAK HERO

c) Problem Significance

Pak hero PH-125 is a product, which is used by upper

middle class. It provides power and reliability to the customers.

Pak Hero introduces a new product in the market named as

"PH-125 bikes" which has not fulfilled the expectations (expected

high sales) of the company.

So, one important factor in this research is that on what

grounds a consumer accept or rejects the PH-125 bike.

Since the main objective is to find out relationship between

price, awareness and acceptance or rejection of PH-125 bikes, so

the significance lies in finding out measures to increase the

acceptance i.e. sales of PH-125 and consumer satisfaction.

32
Research Methods PAK HERO

LITERATURE SURVEY

PRICE

Price may be defined as:

1) Price is "what is charged for something"

2) Price is the amount of money and/or other items with utility

needed to acquire a product.

Price has been a major factor on the buying occasions. A

seller usually is pricing a combination of,

i) The specific good or service that is the object of the

transaction.

ii) Several supplementary services (such as warranty)

iii) The want satisfying benefits provided by the product.

Importance of Price

Price is significant in our economy, to an individual, firm,

and the consumer's mind. Let's consider each situation.

In the Economy

A product's price influence the amounts paid for the factors

of production, land, labor, capital and organization.

33
Research Methods PAK HERO

In the Company

Price affects a firm's competitive situation and its market

share. As a result price has considerable bearing on a company's

revenues and net profits.

In Consumer's mind

Consumer's perceptions of product quality vary directly with

price. Value is the ratio of perceived benefits to price and any

other incurred cost.

Pricing Objectives

Following are the pricing objectives.

i) To get profit

ii) To achieve a target return on its sales or on its investment.

iii) To increase market share

iv) To increase sales volume by discounting or by some other

aggressive pricing strategy.

v) To maintain the customers by offering good quality within

the price limits.

34
Research Methods PAK HERO

AWARENESS FOR ADVERTISING

Awareness comes from advertising.

Advertising may be define as:

* It is a paid form of communication.

* It is non-personal.

* It uses identified sponsor.

* It uses mass media.

* It influences individuals and groups.

So, advertising is a paid, non-personal communication from

an identified sponsor by using mass media to influence

individuals and groups.

Objectives of Advertising

The main objective of advertising is to sell something a

good, service, idea or any other thing.

An advertising manager is given one or more objectives

with budget constraint, these may be one or more of the

followings:

i) Aid in the introduction of new products to specific target

markets.

35
Research Methods PAK HERO

ii) Provide ongoing contact with target customers.

iii) Help to obtain desirable outlets.

iv) Get immediate buying action.

v) Help buyers to confirm their purchasing decisions.

To measure the effectiveness of advertisement

For this purpose three common recall tests are used.

Recognition

Showing people the ad asking if they have seen it before.

Aided Recall

Asking people, if they can recall seeing any ads for a

particular brand.

Unaided Recall

Asking people if they can remember seeing any ads within

an identified product category.

For broadcast media, this kind of testing can be conducted

by using a telephone survey, calling people at home within a few

hours after an ad is completed.

36
Research Methods PAK HERO

QUOTA SAMPLING

A quota sample is a type of judgment sample. It is a sample,

usually of human being, in which the information is collected

purposively from the segments of a population (the quotas), e.g.

the quotas of men and women; urban and rural; upper, middle

and lower income groups; etc. These factors are termed quota

controls. They are intended to make the sample as

representative as possible and to reduce sampling bias that

creeps in because the selection of respondents within the quotas

depends on the personal choice of the interviewers. Interviewers

being human are likely to look for persons who either share

similar opinions or are personally known to them or are

conveniently located.

Quota sampling may be considered as stratified sampling in

which the selection of units within strata is non-random. The

advantages of quota sampling are that it is cheaper, it is easy

administratively and it is a very quick form of investigations.

37
Research Methods PAK HERO

Quota sampling is widely used in public opinion polls and market

research surveys.

38
Research Methods PAK HERO

THEORETICAL FRAMEWORK

The dependent variable, sales of PH-125 bike depend upon

two independent variables, which are price and awareness. Most

of the people in Pakistan belong to middle class and they prefer

to buy products of low price with good quality. So high price of

PH-125 bike affects its sale.

We know that awareness of any product plays an important

role to increase or decrease the sales of the product. So,

unawareness of the customers about PH-125 bike can be the

major reason for the failure of the PH-125 bikes.

The price of PH-125 bike is comparatively high as compared

to its competitors and close substitutes like Shorab 125. Similarly

the awareness of the PH-125 is low because of less impressive

advertisement.

So, it is clear that the sale of Ph-125 bike is low because of

high price and unawareness.

39
Research Methods PAK HERO

HYPOTHESIS DEVELOPMENT
INDEPENDENT VARIABLE
* Better engine performance
* Competitive prices
* Advertisement
* Durable parts
* Availability of spare parts
* Sales of PH-125
MODERATING VARIABLE
* Income
INTERVENING VARIABLE
* Satisfaction
DEPENDENT VARIABLE
* Sales of PH-125

┌-------------┐
│Better Engine│
│performance │
└-------------┘
_
┌-----------┐ ┌---------------┐
│Competitive│ │Sales of MF-260│
│Prices │ │ │
└-----------┘ └---------------┘
_ Dependent Variable
┌-------------┐ _
│Advertisement│ │
└-------------┘ │
_ ┌------┴-----┐
┌-------------┐ │Satisfaction│
│Durable parts│ └------┬-----┘
└-------------┘ Intervening
_ Variable
┌---------------┐ │
│Availability of│ │
│spare parts ├------------------------------┘
└---------------┘ _
┌----┴---┐
│ Income │
└--------┘
Moderating Variable

40
Research Methods PAK HERO

For this study, we have the following hypothesis:

NULL HYPOTHESIS: Ho

There is no relationship among engine performance, prices,

advertisement, availability of parts and sales of PH-125.

OR

Above independent variables does not effect the sales of

PH-125 as compared to Honda CG-125 .

ALTERNATIVE HYPOTHESIS: H1

There is relationship among Better engine performance,

Competitive prices, Advertisement, parts, Availability of spare

parts and Sales of PH-125.

41
Research Methods PAK HERO

OPERATIONALIZATION

SALES

In this we will measure the sales of PH-125 bike whether the

customers are buying it or not and why.

PRICE

We have price as an independent variable and we will

measure price offered by the company for PH-125 bike and the

price offered by the main competitors.

AWARENESS

Awareness is also an independent variable and we will

measure it by the following indicators.

i) By asking the people whether they are aware of PH-125

bike or not.

ii) If yes, then from which media vehicle they became aware of

it.

e.g. Newspapers, Magazines, T.V, Radio, Bill boards, word of

mouth etc.

42
Research Methods PAK HERO

METHODOLOGY

To perform this task, research was conducted in such a way

that reflected the awareness towards PH-125 bike because of its

price. The primary source of data collection was used and the

instrument for data collection was personally administered

"Questionnaire". This questionnaire was administered personally

due to sampling information, administrative control, and helping

the respondents in answering technical questions. The population

of the research consists of ultimate consumers. Therefore "Quota

Sampling" technique was used.

43
Research Methods PAK HERO

RESEARCH DESIGN

The purpose of this research was to establish the

relationship between independent variables i.e. high price &

unawareness and the dependent variable i.e. less sales of PH-125

bike.

This is a field study because it examined the relationship

between the variables. For this purpose survey was conducted

and questionnaire was developed to get response of the people.

Neither the variables were controlled nor artificial setting was

created for the study. The unit of analysis for this study is an

individual and tool of data collection is questionnaire.

For data collection we have used quota-sampling technique.

We have made following quotas on the basis of users of PH-125

bike.

Quotas Frequency %age

Lower class 5 8.33

Middle class 33 55.00

Upper class 22 36.67

Total 60 100.00

44
Research Methods PAK HERO

FIELD WORK

We had 60 sample sizes. We went to the commercial and

business areas to fill this questionnaire. The areas consisted of

Litton Road and McLeod Road. During our field work, we suffered

a few problems like negative responses from the respondents.

Some of the persons hesitated & refused to fill questionnaire. But

we faced all problems boldly as good researchers.

LIMITATIONS

Our research has following limitations

i) Lack of time

ii) Cost for collecting data.

iii) Sample size is small.

iv) Most of our respondents did not know the language of

English so we had to translate it in Urdu even in Punjabi.

45
Research Methods PAK HERO

ANALYSIS AND INTERPRETATION OF DATA

Table No.1
CATOGERIES

GROUP Frequency %age

Consumer 51 85.00

Dealer 9 15.00

Total 60 100.00

In the table, out of 60 respondents 51 were consumers,

which contribute 85.00 percent and remaining 9 were dealers,

which were 15.00% of the total percentage.

46
Research Methods PAK HERO

Table No.2

Age Group

Age group Frequency %age


Years

Below 20 2 3.33

21 - 30 11 18.33

31 - 40 22 36.67

41 - 50 19 31.67

Above 50 6 10.00

Total 60 100.00

The table shows that out of 60 respondents, 22 were

between 31-40 years, which is the major portion of samples. Then

percentage is 36.67 which is the maximum. Then another

percentages of age groups are 31.67% for 41-51 (years), 18.33%

for 21-30 years 10.00% for above 50 years & 3.33% for below 20

years old.

47
Research Methods PAK HERO

Table No.3

Income Group

Income group Frequency %age


(Rs.)

Below 5000 2 3.33

5000 - 9999 4 6.67

10000 - 14999 14 23.33

15000 - 20000 19 31.67

Above 20000 21 35.00

Total 60 100.00

The table shows that most of our respondents, have above

20,000 Rs. income groups, its percentage is 35.00. And other

respondents belong to these income groups, 15000-20000 Rs.

are 31.67% for 10000-14999 Rs. are 23.33% and for 5000-9999

Rs. are 6.67% and below 5000 Rs. are 3.33%.

48
Research Methods PAK HERO

Table No.4

Educational level

Educational level Frequency %age

Under Metric 3 5.00

Metric 16 26.67

Intermediate 11 18.33

Graduate 18 30.00

Post-Graduate 6 10.00

Any other 6 10.00

Total 60 100.00

Table shows that most of our respondents are Graduates,

which are 30%, then other percentages for Metric 26.67% for

Intermediate 18.33%, for another 10.00% for postgraduates are

10.00% for under Metric 5.00%.

49
Research Methods PAK HERO

Table No.5

Occupation

Occupation Frequency %age

Average level businessman 22 36.67

Govt. Employees 16 26.67

Private employ 17 28.33

Any other 5 8.33

Total 60 100.00

Most of our respondents are average level businessman,

which are 36.67%. And for other occupations like Govt.

Employees, or Private employee and any other field we got

results, which are 26.67%, 28.33%, and 8.33% respectively.

50
Research Methods PAK HERO

Table No.6

Monthly Range of consumption of Petrol


Range Frequency %age
(Petrol Liters)

Below 10 1 1.67

10 - 24 3 5.00

24 - 30 6 10.00

30 - 40 7 11.67

40 - 65 11 18.33

65 - 90 14 23.33

90 - 120 8 13.33

120 or above 10 16.67

Total 60 100.00

Table shows that highest percentage of respondents

23.33% lies in the monthly range 65-90 (Petrol in Liters). Having

low ranges of monthly bills from it, respondents are also very

few. But for range of 90-120. Respondents are 13.33% and for

120 & above are 16.67%.

51
Research Methods PAK HERO

Table No.7

Is Petrol consumption high?

Response Frequency %age

Yes 56 93.33

No 4 6.67

Total 60 100.00

Mostly our respondents think that their petrol consumption

are high. They are 93.33% but 6.67% respondents consider it

satisfactory.

52
Research Methods PAK HERO

Table No.8

Bike model mostly used

Models Frequency %age

PH-125 8 13.33

CD-70 31 51.67

Sohrab Js-70 1 1.67

CG-125 15 25.00

Chinese Brands 5 8.34

Total 60 100.00

From table, 13.33% of our respondents use Ph-125Bikes.

Most of the respondents were using CD-70 Bike because many

other reasons.

53
Research Methods PAK HERO

Table No.9

Reasons for selecting the particular Bikes

Reasons Frequency %age

Work 6 10.00

Low consumption 13 21.67

Low price 33 55.00

Availability 5 8.34

Any other 3 5.00

Total 60 100.00

55.00% respondents select that particular model of bike

due to low price 21.67% respondents select due to low

consumption 10.00% respondents due to work, 8.34% & 5.00 due

to availability and any other reason.

54
Research Methods PAK HERO

Table No.10

Awareness of PH-125 Bikes

Awareness Frequency %age

Yes 26 43.34

No 34 56.66

Total 60 100.00

Most of our respondents, which are 56.66%, are not aware

of PH-125. Awareness level is very low. Only 43.34% respondents

are well award about it.

55
Research Methods PAK HERO

Table No.11

Media of Awareness

Media Frequency %age

Newspapers 3 11.54

Magazines 5 19.23

T.V/Satellite Channel 6 23.08

Billboards 2 7.69

Word of mouth 9 34.62

Any other 1 3.850

Total 26 100.00

Most of our respondents become aware of PH-125 by word

of mouth, which are 34.62%. From magazines, 19.23%, from

T.V/Satellite Channel are 23.08% from billboard are 7.69,

newspapers are 11.54 and from any other source, only 3.85

respondents.

56
Research Methods PAK HERO

Table No.12

Rank most likely features

Features Excellent Very Good Fair Poor Total


good

Less
Consumption 7 5 4 18 -- 34

Design 12 15 6 1 -- 34

Affordability 2 4 4 5 19 34

Availability 2 13 12 5 2 34

Kind of Bike -- 4 6 13 15 34

Guarantee 7 10 13 3 1 34

The table shows that most of the respondent’s don’t like the

"less consumption" feature of PH-125 very much. Then most of

the people like its design. Most of the respondents say that its

affordability is poor. PH-125 has very good availability. Its PH-125

is not liked by most of the respondents. According to most of the

respondents, its guarantee feature is good.

57
Research Methods PAK HERO

Table No.13

Availability of PH-125

Response Frequency %age

Buy any other bike 16 51.61

You search for it 8 25.81

Postpone the purchase 7 22.58

Total 31 100.00

This table shows that 51.61% of our respondents buy

another bike. 22.58% of our respondents postpone their purchase

decision. But only 25.81% are those customers who search for it.

58
Research Methods PAK HERO

Table No.14

Type of BIKE mostly preferred

Type Frequency %age

PH-125 12 38.71

CG-125 19 61.30

Total 31 100.00

Our 61.30% respondents like CG-125 and only 38.71%

respondents prefer PH-125.

59
Research Methods PAK HERO

Table No.15

Satisfaction with the features of PH-125

Response Frequency %age

Yes 12 38.70

No 19 61.30

Total 31 100.00

Most of our respondents i.e. 61.30% are not satisfied with

the features & work of PH-125. But only 38.70% are satisfied

from it.

60
Research Methods PAK HERO

Table No.16

Satisfaction with the availability of


PH-125 bike

Response Frequency %age

Yes 25 80.65

No 6 19.35

Total 31 100.00

The table shows that 80.65% of respondents are satisfied

with the availability of PH-125. And 19.35% are not satisfied with

its availability.

61
Research Methods PAK HERO

Table No.17

Reasons for the preference of PH-125

Response Frequency %age

Quality 8 25.81

Guarantee 6 19.35

Availability 4 12.90

Price 0 0

Diesel consumption 6 19.35

Advertisement 1 3.23

Brand Name 6 19.36

Total 31 100.00

The table shows that most of the respondents prefer MF-

260 tractors because of its quality, and their percentage is

25.81% then 19.35% and prefer it because of its guarantee and

diesel consumption respectively. All of the respondents dislike its

price which is high.

62
Research Methods PAK HERO

Table No.18

Reason for not using PH-125

Response Frequency %age

Awareness 7 24.14

Price is high 11 37.93

Not availability 1 3.45

Don't liking the bike 4 13.79

Claim made by the


Company are vague 2 6.90

Any other 4 13.79

Total 29 100

The table shows that 23.14% of respondents do not use PH-

125 because they are not aware of it. And 37.93% do not use it

because its price is high. So price and awareness are main

reasons for its low sales.

63
Research Methods PAK HERO

GENERAL FINDINGS

During our analysis at Pak Hero we have felt certain

observations and made weak points of organization. So in

response of weak point give suggestions according to our little

knowledge. As under:

WEAK POINTS
1. We found that there is a lack of computerization and as well

as atomization.

2. The staff is not very well educated so they are incapable of

doing highly profiled jobs

3. There is lack of communication between the management

and staff

4. Slow implementation of plans

64
Research Methods PAK HERO

GENERAL OBSERVATIONS AND


SUGGESTIONS

During our research in Pak hero we have made few


observations. We felt very uneasy to write and it is very difficult
to provide suggestions and observations as the organization is
running its affairs for more than 5 years. But the importance of
these made us to write for the C.E.O of Pak hero. These are as:

1. As per our observations the competitors in the last year has


followed the policy of reducing the price of competitive
brand and maintained the same level of quality. This causes
reduction in many potential customers of PAK HERO. There
is a strong need to overcome to solved this problem by
reducing price and improve the quality.

2. Another factor, which needs a little consideration, is the


attitude of the dealers. We have observed that the dealers
mostly do not put any effort to increase the sales of bikes.
They only depend upon the efforts of the sales force and
advertisement campaign. They only worry about the
commission they receive from Pak hero. As a matter of
policy Pak hero provides two types of commission i.e.,
booking and area commission to the dealer whether the
bikes is booked by the dealer or directly at the Pak hero's
office. The policy needs a little adjustment so as to make
the dealer work hard for his commission.

65
Research Methods PAK HERO

3. The dealer’s network of Pak hero is not very wide. There is a


strong need of widing and strengthen the dealers network
throughout the country,

4. The competition is very intense in the domestic market and


the market is almost already saturated. The Pak hero has
constructed a new project with production capacity almost
twice than that of existing plant. So company should search
for new foreign markets and start exporting their products
to these markets. It will not only help them by increasing
their sales, but will also help the country's economy.

Now with these recommendations, we close our report and


wish that after overcoming these weaknesses, which we
have pointed out the company, will get the track of full
success.

66
Research Methods PAK HERO

CONCLUSION

Just as every system has its drawbacks and merits, so does


Pak hero. Despite the fact that Pak hero has one of the most
elaborate systems of Departments and Sub departments it does
lack in a few places. At present Pak hero is the only project of its
kind that is in the field of Manufacturing of bikes, rickshaw and its
parts. With its new project of a car with a foreign country's
collaboration it will actually become to enjoy an almost Monopoly,
with having the expertise of manufacturing vehicles. With the
increase in brand reliability the graph of Pak hero is going to grow
up and up.
As an overall study, Pak hero is going places. It has all the
right ingredients, a good company needs to flourish and develop.
With changing times, new technology and the globalization of the
world economy it will have to face and tackle on areas such as
the ISO-9000 series and quality control in both its products and
management infrastructure. This we think it will pass through
with success.
We have made a deep study of the system of Pak hero right
from the formation of the very preliminary documents. In all other
respects it is matter of pride for us to present a report on an
organization as big as this. It was truly a learning experience for
me. We hope that our report on the said subject will help to
evaluate and understand all that is there about Pak hero.

67
Research Methods PAK HERO

RECOMMENDATIONS FOR IMPROVEMENT


OF PH-125 SALES

Following recommendations should be followed if the

company wants to increase the sale of PH-125.

* The price of PH-125 should be decrease, so that it can

become affordable to those who are not using it just

because of high price.

* The PH-125 should be advertised heavily so that people

become aware of it. And they take first step to buy it.

* The company should convince the customers in such a way

that they admire the credibility of company's claim.

* The company should create diversification of sales and

move towards exports of value added finished products.

This will contributed in achieving favorable financial results.

* The company should increase working capacity of PH-125,

which will result in increased demand for this model.

68
Research Methods PAK HERO

BIBLIOGRAPHY

During the research process, besides our practical research


we also have consulted some books about our practical research
for completion of project in effective manner. A list of all
references which has been consulted and the data has been
derived from, are given as under:
* Booklets / pamphlets provided by all concerned
organizations.
* Field surveys through which data has been collected from
different types of Questionnaires and from different areas of
Lahore, by using Quota sampling.
* Main Library of University of the Punjab.
* Library of Hailey College of Commerce.
* Library of Sociology Department, University of the Punjab.
* Class Notes by Professor SAJID JAVED AKBAR sahib,
during our class lectures.
* Special instructions and guideline by Professor SAJID
JAVED AKBAR sahib.
* Research Method by Uma Sekaran.
* Business Research by ZIKMUND.
* Help and data from WEB SITE of PAK HERO.
* Help and data from Several Brochures of PAK HERO.
* Detailed discussion with PAK HERO staff.
* Personal group research and analysis.

69
Research Methods PAK HERO

GLOSSARY

Alternate Hypothesis
An educated conjecture that sets parameters that one
expects to find. The alternate hypothesis is tested to see
whether or not the null is to be rejected.
Closed Questions
Questions with the clearly delineated set of alternative that
confine the respondents' choice to one of them.
Controlled Variable
Exogenous or extraneous variable that could contaminate
the cause and effect relationship, but the effect of which
can control through the process either of matching or
randomization.
Independent Variable
A variable that influences the dependent or criterion
variable and accounts for (or explain) its variance.
Judgment Sampling
A purposive, non-probability sampling design in which the
sample subject is chosen on the bases of the individual's
ability to provide the type of special information needed by
the researcher.

70
Research Methods PAK HERO

Open-ended Questions
Questions that the respondents can answer in a free flowing
format without restricting the range of choices to a set of
specific alternatives suggested by the researcher.
Primary Data
Data collected first hand, for subsequent analysis to find
solutions to the problem being researched.
Questionnaires
A pre-formulated written set of questions to which the
respondent records the answers, usually within rather
closely delineated alternatives.
Quota Sampling
A form or purposive sampling in which a predetermined
proportions of people from different sub-groups is sampled.
Respondent
A person or a set of persons who gives answers and their
replies against the question asked to them.
Research
An organized, systematic, data based critical scientific
inquiries or investigations into specific problem, undertaken
with the objective of finding answers or solutions thereto.
Samples
A subset or sub-group of population.

71
Research Methods PAK HERO

ANNEXURE
QUESTIONNAIRE
Q.1 Name (Optional)?
_______________________________
Q.2 Category?
Distributors _____ consumer _____
Q.3 Your age group?
Below 20 _____ 21-30 _____
31-40 _____ 41-50 _____
above 50 _____
Q.4 Your income group?
Below 5000 _____ 5000-9999 _____
10000-14999 _____ 15000-20000 _____
Above 20000 _____
Q.5 What is your educational level?
Under Metric _____ Metric _____
Intermediate _____ Graduate _____
Post-Graduate _____ Any other _____
Q.6 What is your occupation?
Avg. level businessman _____
Govt. Employees _____
Private Employee _____
Any other _____

72
Research Methods PAK HERO

Q.7 What BIKE in your use?


CG-125 _____
CD-70 _____
PH-125 _____
SOHRAB 125 _____
HERO 125 _____
YAMAHA _____
Any other _____
Q.8 What is the range of your Petrol consumption in a
month (liters)?
Below 10 _____ 10-24 _____
24-30 _____ 30-40 _____
40-65 _____ 65-90 _____
90-120 _____ 120 or above _____
Q.9 Do you think your petrol bill is high?
Yes _____ No _____
Q.10 What reason for using this source of bike?
Low price _____
Availability _____
Less consumption _____
Any other ____

73
Research Methods PAK HERO

Q.11 What reasons for selecting the particular


Model/capacity of bike?
Light weight _____
consumption _____
Low price _____
Availability _____
Any other _____
Q.12 Are you aware of PH-125 ?
Yes _____ No _____
Q.13 If yes, then from which media vehicle you become
aware of it?
Newspapers _____ Magazines _____
T.V/Satellite Channel _____
Billboards _____ Word of mouth _____
Any other _____
Q.14 If yes, then rank the features you like the most?
Less consumption _____
Design _____
Affordability _____
Availability _____
Guarantee _____
Q.15 If PH-125 is not available at one store then,
You search for it _____
Buy any other source of work _____

74
Research Methods PAK HERO

Postpone the purchase _____


Q.16 What reason for preferring this type?
Consumption _____ Shape of bike _____
Durability _____ Price _____
Q.17 Are you satisfied with the features of PH-125?
Yes _____ No _____
Q.18 Are you satisfied with the availability of PH-125?
Yes _____ No _____
Q.19 Why do you prefer other brand?
Quality _____ Guarantee _____
Availability _____ Price _____
Diesel consumption _____ Advertisement _____
Brand name _____
Q.20 If you are not using PH-125 then what is the reason
for not using it?
Awareness _____
Price is high _____
Not availability _____
Don't liking the working _____
Claim made by the company are vogue _____
Any other _____

75
PREFACE

The need to, to acquire knowledge and new skill has

become every day aspect of an individual. One of the significant

features of working life today is that whatever training is

achieved at the start becomes redundant during the practical life.

Business Research is an intensive practical researcher in;

Business organizations contribute a lot towards specific job's skill.

In fact, Research methodology is primarily oriented towards

studies, skill and linked with practical exposure in the form of

Research, which cope the student with managerial skills and

decision-making skills. The Research report, which is in your

hand, is the collection of our observation and experience. The

source of information for the preparation of report includes the

written notes extracts from company's literature, verbal

discussion with company officials. We hope that this report will be

equally important both for commerce students and persons

making future in Business Organizations.


LIST OF TABLES / FIGURES
PARTICULARS PAGE #
Gender
Age group
Income group
Educational level
Occupation
Use of Bikes
Monthly range of consumption of Patrol
Is diesel consumption high?
Source of tractor use in land
Reason for using this source of tractors
Type of diesel mostly liked
Tractor model mostly used
Reasons for selecting the particular tractors
Awareness of MF-260 tractors
Media of awareness
Use of MF-260 tractors in land
If yes, then rank most likely features
Availability of MF-260 tractors
Type of tractors mostly preferred
Reason for preferring this type
Power of MF-260 mostly preferred
Reason for selecting particular model of tractor
No. of tractors used in land
Satisfaction with the availability of MF-260
Reasons for the preference of MF-260
Use of MF-260 tractors
TABLE OF CONTENTS

PARTICULARS PAGE #

Organizational Structure

Introduction

Major managerial policies

Marketing of MTL

Problem Introduction

Problem Definition / Problem Statement

Statement of Objectives

Problem Significance

Literature Survey

Quota Sampling

Theoretical Framework

Hypothesis Development

Independent Variables

Moderating Variable

Intervening Variable

Dependent Variable

Null Hypothesis
Alternative Hypothesis

Operationalization

Methodology

Research Design

Field Work

Limitations

Analysis and Interpretations of Data with

Graphical Representations

General Findings

General Observations and Suggestions

Conclusion

Recommendations for improvement of MF-260 Tractor Sales

Bibliography

Glossary

Questionnaire
LIST OF DEALERS:
KARACHI
ADNAN CORPORATION
(KARACHI) A. M. 20-AKBAR ROAD,
OPPOSITE RIZVI CHAMBER,
KARACHI Ph. 021-7760039

HASSAN AUTOS
SHOP NO.43, BLOCK-5
AKBAR ROAD, K.M.C MARKET,
KARACHI.

NEW NAFEES AUTOS


7-AKBAR ROAD, SADDAR,
KARACHI.

KASUR

SHEHROZ HASAN AUTOS


NEAR KASUR GARDEN, LAHORE ROAD,
KASUR-PUNJAB.
CONTACT PERSON: QUDRATULLAH

LAHORE

PAK HERO INDUSTRIES (PVT) LTD.,


LAHORE PAKISTAN.

ALI AUTOS
110-ALLAMA IQBAL ROAD, GARHI SHAHU,
LAHORE.

ALI TRADERS
516-PECO ROAD, KOT LAKHPAT, LAHORE.

AMIN AUTOS
642-TOWNSHIP, LAHORE.
CHAUDHRY AUTOS
SHALIMAR LINKROAD CHUNGI No.3
MUGHAL PURA, NEAR RAILWAY CROSSING, LAHORE.

HERO AUTOS
105-LITTON ROAD, LAHORE.

IRFAN AUTOS
106-LITTON ROAD, LAHORE.

NEWGHOUSIA AUTO
100/B, LITTON ROAD, LAHORE.

MUKHTAR CORP.
24-JINAH PARK, SULTAN PURA NEAR
ALLAH MALIK BUILDING, LAHORE.

NEW QAISER SHAUKAT AUTO


65-LITTON ROAD, LAHORE

SHAHAB CORP.
CHAN MIRAN ROAD. LAHORE.

SHERAZ AUTOS
SHOP No. 2/1 LAHORE ROAD,
SADDER BAZAR, CANTT-LAHORE.

UMAIR IRSHAD CORP.


E-21/13 MAIN WALTON ROAD, LAHORE.

UMER AUTOS
SHOP NO. 1 PRINCE CINEMA, 30 ABBOT ROAD,
LAHORE.

SADIQ TRADERS
LITTON ROAD, LAHORE.

MADNI AUTOS
106-LITTON ROAD, LAHORE.
HASSAN AUTOS
103-LITTON ROAD, LAHORE.
YOUSAF AUTOS
111-LITTON ROAD, LAHORE.

SAJJAD AUTOS
DANA NATH NO. 66-47 KM,
MULTAN ROAD, LAHORE.

IMRAN AUTOS
89 MCLEOD ROAD, LAHORE.

WATTAN AGENNCIES
67-MCLEOD ROAD, LAHORE.

BALUCH AUTOS
HALEEM CENTER, 67-LITTON ROAD, LAHORE.

SALEEM TRADERS
SHOP NO. 9,GROUND FLOOR SHAN HOTEL,
LINK MCLEOD ROAD, LAHORE.

AUTO CITY
13-NICHOLSON ROAD, NEAR BILAL CENTER, LAHORE.

786 AUTOS
10-NICHOLSON ROAD, KASHMIR CENTER, LAHORE.

ISHTIAQ AUTOS
108-LITTON ROAD, LAHORE.

ASHER AUTOS
71-MCLEOD ROAD, LAHORE.

ATIF AUTOS
26-MCLEOD ROAD, SURJEET BUILDING, LAHORE.
REX AUTOS
78-MCLEOD ROAD, LAHORE.

M. RMAZAN
H. NO. 19, NASIR ST. NO. 29,
SANDHA KALAN, LAHORE.

CHAUDHRY CORPORATION
SHOP NO. 33, GROUND FLOOR, LAHORE HOTEL, LAHORE.
GHARIB NAWAZ AUTOS
35-MAIN ROAD, MORE SAMNABAD, LAHORE.

CH. M. SALEEM
384-E, CANAL VIEW SOCIETY, MULTAN ROAD, LAHORE.

ARY AUTOS
78-FLEMING ROAD, LAHORE.

RANA TRADERS
SHOP NO. 3,BHATTI COMPLEX,
FEROZPUR ROAD, MUST IQBAL ROAD, LAHORE.

DANISH AUTOS
SHOP NO. 5, BEGURN ROAD,
NEAR MOZANG ADDA, LAHORE.

HS ENTERPRISES
RD
3 FLOOR, 112-Y COMMERCIAL AREA,
D.H.A. DEFENCE, LAHORE.

MUSHTARQA AUTOS
679-SHAD BAGH, LAHORE.

NAWAZ BUTT AUTOS


157-G.T ROAD, NEAR LAHORE COLLEGE OF COMMERCE
SINGPURA, LAHORE.

KHURRAM AUTOS
NASEER SHAN PLAZA SHOP NO.2,
GUJJAR PURA CHOWK, GHORAY SHAH, LAHORE.

IQBAL TRADERS
SHOP NO.6, GULBERG-111,
GUROMANGAT ROAD, LAHORE.

MAJEED TRADER
ENGINE SHED MARKET, MUGALPURA LAHORE.

SHAHAB CORPORATION
HOUSE NO.1 STREET NO.21/S HAJI YAHYA COLONY,
GOREY SHAH ROAD, LAHORE.
NEW QAISER AUTOS
87-LITTON ROAD, LAHORE.
PH: 7237919

MULTAN

NADEEM CORPORATION
DERA ADDA, AZMAT WASTE ROAD,
NEAR CAPRI CINEMA, MULTAN.

IRSHAD CORPORATION
SHOP NO.11, PURANA KHANEWAL ADDA,
WATER WORKS ROAD, OPP. KHAYAM CINEMA, MULTAN.

SARGODHA
HAMDANI MOTORS
RAILWAY ROAD, SARGODHA

OKARA
ALI AUTOS
OPPOSITE GOVT. SATLUJ G/H/S, OKARA.

CHINIOT
FAHAD CENTER
JHANG CHINIOT.

SAHIWAL
HAJHI TRADERS
KHOKHA BAZAR, SAHIWAL.

SAILKOT
HERO AUTOS
OPP. PARVAZ MAHAL CINIMA, AUGUKE ROAD,SAILKOT.
GUJRANWALA

KASHMIR TRADERS
OPPT. DIN PLAZA, G.T. ROAD,
GUJRANWALA.

MANJ TRADERS
FAROOQ-E-AZAM ROAD, FATTO MAND,
GUJRANWALA.

MEER TRADERS
AUTO MARKET SAILKOT ROAD,
GUJRANWALA.

HARIS TRADER
NER DIN PLAZA, G.T. ROAD,
GUJRANAWLA.

FRIENDS AUTO
NEAR DIN PLAZA, G.T. ROAD,
GUJRANWALA

SHAHID AUTOS
SHEIKUPURA ROAD, GUJRNWALA.

PAKISTAN AUTOS
NEAR DIN PLAZA, GHALLA MANDI,
G.T. ROAD, GUJRANAWLA.

NAROWAL

M. SALEEM TRADERS
PASRUR ROAD, NEAR SHELL PETROL PUMP,
NAROWAL.

TARIQ AUTOS
RAILWAY ROAD, NAROWAL
WAZIRABAD

MASTER TRADERS
SAILKOT ROAD, NEAR A.C. COURT,
WAZIRABAD

KAMOKE
MEER TRADERS
ALI ARCADE, G.T. ROAD, KAMOKE.

VEHARI

MUSA TRADERS
18- CLUB ROAD, VEHARI.

BUREWALA

SHEIKH & CO.


110- D ARBI, ISLAMIA ROAD, BUREWALA.

BAHAWALNAGAR

KHAN TRADERS
2- KHAN BABA ROAD, BAHAWALNAGAR.

HYDERABAD

FARHAN CORPORATION
SADAF COMPLEX, SHOP # NO.4,
OPPT. PRESS CLUB, HYDERABAD.

FAIZAN AUTOS
SHOP # F-578, KHOKHAR MOHALLAH,
HYDERABAD
MEHRAN AUTOS
SHOP#578 KHOKHAR MOHALLAH,
HYDERABAD.

GUJRAT

SANDHU AUTOS
ZAIB PALAZA, REHMAN SHAHEED ROAD,
GUJRAT.

SHEIKHUPURA

TARIQ TRADERS
SARGODHA ROAD, SHEIKHUPURA.

BHATTI AUTOS
SARGODHA ROAD, SHEIKHUPURA.

RAWALPINDI

AHMER AUTOS
SHOP#4,NASEER PALAZA KOHATI BAZAR,
RAWALPINDI.

BUTT KASHMIR MOTORS


SHOP#2, SHAH ALLAH DITTA ROAD,
RAWALPINDI.

FAISALABAD

HAMDANI MOTORS
NAR WALA ROAD, GOBANDPURA FAISALABAD.

MUNSHI ENTERPRISES
P-15 ALLAMA IQBAL ROAD, DIGLUSPURA,
FAISALABAD.

CHAUDHRY TRADERS
901-B SHOP #4 MAIN ROAD,
PEOPLE COLONY,FAISALABAD.

DASKA

MUGHEES TRADERS
KATCHERY ROAD, DASKA.

MANDI BAHAUDDIN

SHAHID TRADERS
CHUNGI #9 PHALIA ROAD, MANDI BAHAUDDIN.

HAFIZABAD
MUDDUSSAR AUTOS
GUJRANWALA ROAD, NEAR PETROL PUMP,HAFIZABAD.
ALI AUTOS
GHALL MANDI SHARQI, GUJRANWALA ROAD,
HAFIZABAD.

MIRPUR KHAS
PAKISTAN BIKE CITY
STATION ROAD, MIRPUR KHAS.

PAKPATTAN
MIAN AUTOS
OPP. MOSQUE TEHSILDAR WALLI,
SAHIWALL ROAD, PAKPATTAN.