Professional Documents
Culture Documents
I. CHAPTER 1
Executive Summary 3
Introduction 6
Literature review 7
Management Problem 10
Research Problem 10
Purpose of the study 11
11
Scope of the study
11
Objectives of the study
II.
CHAPTER 2
Organization Profile 12
Organization chart 27
Sampling 48
Research Design 49
Data collection methods 50
Measuring tools 51
III. CHAPTER 3
Result & discussion with Charts & graphs 52
Findings 66
Recommendation 69
Conclusion 70
IV CHAPTER 4
Appendix
Questionnaire 71
Bibliography 74
Chapter 1
EXECUTIVE SUMMERY
A project report contains the marketing research on a Relook in to the market (a Tata
journey on the Bellad Canoe) of heavy commercial vehicles at Hubli city. It is effort by
the researcher to re-orient companys strategies post liberalization. This study is entitled
as A Relook into the Market, (A Tata Journey on Bellad Canoe) at Hubli city.
This topic is concerned to their requirements as the Bellad Engineering (authorized dealer
of the Tata Commercial Vehicles (trucks)) want to know the awareness level and demand
for at Hubli and also to find the market to Tata Commercial Vehicles in Bellad
Engineering (P) Ltd in the liberalized era. The information is collected through structured
questionnaire that include all the requirements what the Bellad Engineering Pvt.Ltd
The questionnaire was administered to the truck owners of the different companys in
Hubli city.
The information necessary for this research study is collected by tapping primary and
Primary Sources:
a) Questionnaire
b) Personal interaction
Secondary Sources:
a) Company Websites
SELECTION OF SAMPLE:
Sampling allows us to concentrate our attention upon relatively small number of people
and hence devote more energy to ensure that the information collected from them is
accurate.
Method of Analysis
OBJECTIVES
2. To find its awareness level of customer regarding tata commercial vehical with
3. To identify the consumer expectation towards new trucks from tata commercial
market.
Create more awareness of the Bellad Engineering Pvt.Ltd and the micro-finance
Bellad Engineering (P) Ltd should educate customer on vehicle maintains and
service etc.
CONCLUSION
The majority of the people are ready to purchase truck in future, there is demand
for trucks. Therefore Hubli is a market for Tata Commercial Vehicles (truck) so
the company and dealers should carry more promotional activities like giving ads
in News paper, local TV channel, and hoardings. Conduct more demos and free
test drive so that customer are satisfied with what they expect from new trucks.
LIMITATION:
Restricted sample size is 100
Survey is restricted to Hubli city
The Rational
The project entitled A report on Relook into the Market (A Tata Journey On The
Bellad Canoe at Hubli city. This is in partial fulfillment requirement of MBA course in
It was an opportunity to learn the practical aspects of industry. This topic selected
because The Tata Commercial Vehicles is into the commercial vehicle past half a century,
the Bellad Engineering Pvt.Ltd Hubli is the dealer of Tata Commercial Vehicles they
want to know the market post liberalization scenario into The Market of Tata Commercial
Vehicles (trucks).
This Study helps to the organization for the purpose of taking decision like how to
It helps the organization to re-gauge the customer perception in the globalize era
of competition.
This study will help the company to reconsider its segmentation Targeting &
positing strategies.
LITERATURE REVIEW
The Hubli city located in the border of Karnataka state, and also has located on the
Highway of Puna and Bangalore. This city is very near to Puna and Bombay and also
Goa. It
Have industries like Micro finish, KT Switch Gear, Tata Motor etc and many more. In
this a
rea we can find big Transportation companies like Mujawar, Sait &Co, VRL and other
small
years growth is 48.75 lakh vehicles and 54.35 vehicles respectively for the year 2004 and
2005.
The vehicles demand is increasing at very high rate, due to easy finance facility,
declining loan interest rates and low taxes and duties. This study was made at Hubli City.
The market for the Hubli City is considered to be growing at a faster rate. Hence the
The phase for a given market environment is crucial. Consider the market
potential for automobiles in a period of recession versus a period prosperity. The market
Market analysts distinguish between the position of the market demand function
and movement along it. Companies cannot do anything about the position of the market
companies influence their particular location on the function when they decide how much
to spend on marketing.
levels of company marketing effort in a given time period. The company share of the
market demand depends on how its products, services, price, communications, and so on
are perceived relative to the competitors. If other things are equal, the companys market
share would depend on the size and effectiveness of its market expenditures relative to
the market past half a century. It is imperative to know the market and factor influencing
while buying trucks and awareness level with respect to other brands in the liberalization
Era of competition. Hence they want to study the Hubli is good market for changes in the
manufacturer.
1) Post liberalization foreign giants like Man Force, Volvo, Eichers etc entering
markets.
4) Customer perception has been changing with the advent of IT and flow of
information.
AT HUBLI CITY.
PURPOSE OF THE STUDY
The purpose of the study is to get practical knowledge and is to get experience
and also to know the various challenges that are faced in corporate world. This study also
helps to the organization for the purpose of taking decisions towards their target market
and to know what are the customers expectations from Tata Commercial Vehicles
The main important important purpose of study is to find the good market for Tata
Commercial Vehicles (trucks).The study is conducted in Hubli city included the customer
of Bellad Engineering(P) Ltd and also in different areas like transport companies and
Promotion strategy and after sales service. Because of the competitive scenario company
1. To identify the factors which are influencing the customers them to buy a truck
ORGANIZATION PROFILE
Tata Motors Limited is India's largest automobile company, with revenues of Rs.
32,426 crores (USD 7.2 billion) in 2006-07. It is the leader by far in commercial vehicles
in each segment, and the second largest in the passenger vehicles market with winning
products in the compact, midsize car and utility vehicle segments. The company is the
world's fifth largest medium and heavy commercial vehicle manufacturer, and the
world's second largest medium and heavy bus manufacturer.
The company's 22,000 employees are guided by the vision to be "best in the
manner in which we operate best in the products we deliver and best in our value system
and ethics."
Tata Motors helps its employees realize their potential through innovative HR
practices. The company's goal is to empower and provide employees with dynamic
career paths in congruence with corporate objectives. All-round potential development
and performance improvement is ensured by regular in-house and external training. The
company has won several awards recognizing its training programmes.Established in
1945, Tata Motors' presence indeed cuts across the length and breadth of India. Over 4
million Tata vehicles ply on Indian roads, since the first rolled out in 1954. The
company's manufacturing base is spread across India - Jamshedpur (Jharkhand) in the
east, Pune (Maharashtra) in the west, and in the north in Lucknow (Uttar Pradesh) and
Pantnagar (Uttarakhand). A new plant is being set up in Singur (close to Kolkata in
West Bengal) to manufacture the company's small car. The nation-wide dealership,
sales, services and spare parts network comprises over 2,000 touch points. The
company also has a strong auto finance operation, TML Financial Services Limited,
supporting customers to purchase Tata Motors vehicles.
Tata Motors, the first company from India's engineering sector to be listed in the
New York Stock Exchange (September 2004), has also emerged as an international
automobile company. In 2004, it acquired the Daewoo Commercial Vehicles Company,
Korea's second largest truck market. The rechristened Tata Daewoo Commercial
Vehicles Company has launched several new products in the Korean market, while also
exporting these products to several international markets. Today two-thirds of heavy
commercial vehicle exports out of South Korea are from Tata Daewoo. In 2005, Tata
Motors acquired a 21% stake in Hispano Carrocera, a reputed Spanish bus and coach
manufacturer, with an option to acquire the remaining stake as well. Hispano's presence
is being expanded in other markets. In 2006, it formed a joint venture with the Brazil-
based Marco polo, a global leader in body-building for buses and coaches to
manufacture fully-built buses and coaches for India and select international markets.
Tata Motors also entered into a joint venture in 2006 with Thonburi Automotive
Assembly Plant Company of Thailand to manufacture and market the company's pickup
vehicles in Thailand. In 2006, Tata Motors and Fiat Auto formed an industrial joint
venture at Ranjangaon (near Pune in Maharashtra, India) to produce both Fiat and Tata
cars and Fiat power trains for the Indian and overseas markets; Tata Motors already
distributes and markets Fiat branded cars in India. In 2007, Tata Motors and Fiat Auto
entered into an agreement for a Tata license to build a pick-up vehicle bearing the Fiat
nameplate at Fiat Group Automobiles' Plant at Cordoba, Argentina. The pick-up will be
sold in South and Central America and select European markets.
The company set up the Tata Motors European Technical Centre (TMETC) in
2005 in the UK. TMETC is engaged in design engineering and development of
products, supporting Tata Motors' skill sets. Tata Daewoo Commercial Vehicle
Company and Hispano Carrocera also have R&D establishments at Gunsan in South
Korea and Zaragoza in Spain.
True to the tradition of the Tata Group, Tata Motors is committed in letter and
spirit to Corporate Social Responsibility. It is a signatory to the United Nations Global
Compact, and is engaged in community and social initiatives on labour and
environment standards in compliance with the principles of the Global Compact. In
accordance with this, it plays an active role in community development, serving rural
communities adjacent to its manufacturing locations.
AWARDS
CVBU Pune wins Rajiv Gandhi National Quality Award for 2007...
PCBU bags Handa Golden Key Award...
Tata Motors receives Uptime Champion Award 2007...
Aggregates Business, CVBU, bags 'Best Supplier Award' from ECEL...
'NDTV Profit' Business Leadership Award...
Tata Motors bags National Award for Excellence in Cost Management...
Tata Motors' TRAKIT bags silver award for 'Excellence in Design'...
Tata Motors Pune - CVBU has bagged the "Golden Peacock National Quality Aw...
Tata Motors was awarded four prestigious honors, at the 'CNBC TV18- Autocar Au...
Tata Motors chosen as India's Most Trusted Brand in Cars...
Business Today selects Mr. P.P. Kadle as India's Best CFO in 2005...
Pune Foundry Division bags prestigious Green Foundry Award...
Tata Motors is 'Commercial Vehicle Manufacturer of the Year'...
ACE bags 'Best Commercial Vehicle Design' at the BBC-Top Gear Awards....
Jamshedpur bags National Energy Conservation Award for the fourth consecutive ye...
Tata Motors bags the prestigious' CII-EXIM Bank award' for business excellence...
Tata Motors receives JRD QV awards for Business Excellence...
'Car Maker of the Year' Award for Tata Motors...
Tata Motors is 'Commercial Vehicle Manufacturer of the Year'...
TNS Voice of the Customer Award for Indica Diesel...
'CFO of the Year Award 2004' awarded to Mr. Praveen P Kadle, Executive Director -...
Tata Motors wins the prestigious 'Corporate Platinum' Award at the India Manuf...
Tata Motors wins 'Golden Peacock Award' for Corporate Social Responsibility...
Tata Motors CVBU Pune wins National Energy Award...
Tata Motors - Jamshedpur wins 'Energy Efficient Unit Award'...
Tata Motors wins the first CSIR Diamond Jubilee Technology Award...
Tata Motors Training Division Wins "Golden Peacock National Training Award
2004"...
Tata Motors Jamshedpur & Lucknow win awards...
TATA MOTORS CASE STUDY WINS FIRST PRIZE IN IIIE PRODUCTIVITY
CONTEST...
TATA MOTORS WINS AWARD FOR FAIR BUSINESS PRACTICES...
Tata Indica and Tata Safari EXi win awards...
Tata Motors-Car plant gets two ISO certifications...
Tata Motors bags awards at 14th National Convention of INSAAN...
Indica and Safari win accolades...
TATA MOTORS PUNE AWARDED SECOND PLACE IN NATIONAL LEVEL
COMPETITION IN ENERGY CO...
Tata Motors Receives "India's Best Employer" Award From The Employee...
Tata Motors, CVBU, Pune has won the prestigious Handa Golden Key award
institute...
CVBU RECEIVES COMMENDATION CERTIFICATE FOR 'STRONG
COMMITMENT TO TQM'...
Tata Motors team wins The Runners Up Position at The Asian Business Simulation
C...
THE PRESTIGIOUS BALANCED SCORECARD COLLABORATIVE HALL OF
FAME AWARD...
MANAGEMENTS:
Board of Directors
Senior Management
Tata Trucks India is a division of Tata Motors, which is Indias largest commercial
Vehicle manufacturer with a 59-per cent market share and ranks among the top six
manufacturers of medium and heavy commercial vehicles in the world. Established in
1954, Tata Motors is Indias first engineering company to be listed in New York Stock
Exchange.
Over the years, Tata Motors have made significant investments in many companies that
facilitate and support its various business activities The Companys manufacturing base is
spread across Jamshedpur, Pune and Lucknow. It is supported by a nation-wide
dealership, sales, services and spare parts network.
The company has over 130 models of light, medium and heavy commercial vehicles,
buses ranging from 12 seaters to 60 seaters, tippers, special purpose vehicles, off-road
vehicles and defence vehicles.
Tata Novus
TL 4x4
Tata Ace
Buses
LP / LPO 1510
Defence Vehicles
Tata 407 (4 x 4) Soft Top Troop Carrier
IN NEWS
Tata Motors declared an 18% rise in quarterly profit at Rs 458 crs on 19th May
2006.
ENVIRONMENTAL RESPONSIBILITIES:
Tata Motors has led the Indian Automobile Industrys Anti-Pollution efforts
through series of initiative in effluent and emission control. The company introduced
emission control engines in its vehicles in India before the norms was made statutory.
Modern effluent treatment facilities, soil and water conservation programs of the
EXPORTS:
Tata Motors vehicles are exported to over 70 countries in Europe, Africa, South
America, Middle East Asia and Australia. The company has also assembly operations in
LOCATION:
Tata Motors has manufacturing plants at Jamshedpur, Pune, Lucknow and
Dharwad as well as integrated national sales, services and spares parts network that is
COMPANY PROFILE
based at Hubli servicing the North Karnataka. The Bellad Group with a standing of more
Ideally located on Hubli Dharwad highway the dealership can boast of a spacious
4000 sq ft. and well lit showroom with Sample frontage. The showroom has the complete
range of commercial vehicles for display and test drive and professional and trained sales
The service center with an area of 6000 sq ft has two post lifts, pneumatic tools,
computerized wheel alignment and wheel balancing machines and a most modern paint
booth which can handle any make of car. The service personnel highly trained and
continuous learning programs. A 24 hours emergency road service attached to the service
The parts center in an area of 2000 sq ft is well stocked and has a wide range of
focusing on customer centric and value added offers to their customers. Bellad
Engineering (P) Ltd with their network of branches at Bagalkot and Karwar are striving
ORGANIZATION CHART
Managing Director
M.T.V
Sr. Sales
Team Leader Team Leader Team Leader Team Leader Executive
Reception
Data Entry
SALES DEPARTMENT
Managing Director
Sales Manager
A) INVENTORY DEPARTMENT
1. Parts Classification
3. No scientific ordering
3. It shows the time taken for to place the order and getting the same order
FUNCTIONS FACTORS
2. Supply rule table for the part ,Current stock availability for the part
WORKMEN 35
SUPERVISERS 04
WORKS MANAGER 01
When customer enter the workshop with vehicle then his vehicle problem is entered
Customer copy
A/C copy
For technician
After the free services the cost of one paid service is Rs- 450
Customer complaints
Campus report
4. The main function of PDI is over all checking of vehicle, external damages
1. The vehicle is driven and tested ( including test drive outside the workshop)
repaired and stored at the sole risk, responsibility and liability of the in case of
damage due to an accident repairs will be carried out the insurance of the vehicle.
2. The customer indemnity Bellad Engineering (P) Ltd (BEPL) against any risk
liability responsibility for loss or damage to the vehicle and or life or property of
all persons arising out of repairing / servicing / test driving of the vehicle when
the vehicle is in BEPL custody and the customer confirms, to have obtained
3. The customer will not hold BEPL responsible / liable for any delay in delivery or
in carrying out of repairs or procurement of spare parts for reasons beyond BEPL
control.
4. The customer undertakes to delivery of the vehicle within 48 hours of advice
regarding completion of the work. In the event of delay the customer has no
objection to BEPL charging storage charges at Rs 250 per day along with the
10% of the total lab hours charge whichever is highest if the job is not entrusted to
BEPL after obtaining the estimate and agree to pay the same in addition to
7. Demand draft and pay order should be made in favour of Bellad Engineering (P)
7. Company will explain the charges taken and work carried out.
8. Company will be helpful and have patience in listening to the needs of the
customer.
10. Company will take of services and repair as per customers convenience.
C) SALES DEPARTMENT
MD = Managing Director
The following chart explains the Sales Department. In that Sales Manager handles the
sales promotion activities, Customer Care Executive handles the identifying the customer
problems and solving. Branch Managers are district wise and their work is to take the
information form the sales executives about the needs of vehicles and send the same
information to the Sales Manager and bring the vehicles from Sales Manager to Sales
executives.
Unkal Cross. The workshop located at there itself, carries out after sales operations, free
service, paid service and Running repairs. Besides this the workshop also in to selling of
pre-owned trucks and Ranks First for the sale of pre-owned trucks in India. The
stockyards situated at attach to showroom carries the pre-delivery inspection of all the
vehicles and gets them ready for the sales. It has paved surface stocking area of about 50
to ensure that
following manner.
1. QULITY MANUAL
The quality manual describes the ISO 9001: 2000 standards adapted at Bellad
The quality management system procedure manual Bellad Engineers contents the
detail of how the processes in the organization are being conducted, control and
The work instructions and checklist contains how the specified activities are to
be carried out.
The forms and records support the activities carried out and controlled.
leadership and actions. The management shall provides the basic infrastructure and
Ensures that the policy is understood, implemented and maintained at all the
Management reviews.
The Field executives visit the customers and explain the features of the vehicle to
them
The order booking forms duly collected from the customer and clarity with
regard to the terms and conditions are explained and the copy id handed over to
booking
Forms
The delivery is insured as per the checklist duly explaining all the features
mentioned
In the checklist.
a) The customer can book the vehicle for the servicing/repairs either through the
c) The list of the vehicles shall be given to front office ~very morning to accept the
d) The customer can bring their vehicle for servicing without booking. However
such vehicle shall be accepted only after ensuring that there is enough capacity
e) On the bases of kilometers run by the vehicle and customer requirement, the
customer shall explained about the type of the servicing/repairs and spare
parts required and to ensure that the service station has the required capacity to
f) Before accepting the vehicle, a mutually acceptable delivery time and date is
g) The customer's consent shall be taken on the estimated cost of the repair/service
of the vehicle.
h) All the details of the work required along with the date and time of the delivery
and the established cost shall be recorded in the job order card before
i) Incase of any change in the terms any change in the services, the cost or the
delivery time then the client shall be informed verbally over the phone and
Quality Policy:
objectives for quality for with the main thrust on meeting the customer
policy.
"We at Bellad Engineering (P) LTD pledged to make quality a way of life through
The management ensures that the policy is understood implemented and maintained at all
vehicles.
We ensure to conduct 4 internal audits and 4 MRM's per financial year of quality
management system.
following.
The various models of vehicles from Tata motors Ltd sold and serviced at
The external manual acquired from Tata Motors Ltd to sell and service the
vehicles.
The various models of vehicles from Tata Motors Ltd. Sold and serviced
Tata Novus
Running repair.
service the
Vehicles.
Marketing circulars
Service manuals
Service circulars
Service bulletin
Warranty bulletin
b) There exists well-defined system to identify and provide training to all the
from MUL.
Identification:
PDI- OK on the windshield, MUL Invoice and job order card, PDI and
stockyard register.
4. Completed job order card and the stamp of the final inspector shall identify Final
OK vehicles.
5. Identification of spare parts shall be in the form of part Nos., as per heavy
vehicles guidelines.
6. Identification of new vehicles is by its colour, model, chassis and engine Nos.,
1. Traceability shall be established though vehicle registration No. Job order number
2. Traceability of new vehicle at stockyard is established through chassis and engine No,
Customer Satisfaction:
1. Feedback received from the customer on their perception and service experience
commercial Ltd.
Internal Audit:
1. Pre-sales process is monitored and measured by the number of enquires and the
Closure of sales.
Delivery.
Continual Improvement
Bellad Engineering pvt ltd, Hubli shall continually improve the effectiveness of the
as well as use of audit results, management review meeting decisions, analysis of data,
Corrective Action:
Customer complaints
Repeat Jobs
Road test
Final inspection
External Audits.
Preventive Action
SAMPLING
Sample: Representation of a particular population. And is the subset of the population.
Concerned to the project, the sample represented is, as sample size of 100 people in
number & the sample is consisting of the existing truck owners in Hubli, i.e. Transport
Concerned to the project, selected the target population as, the people of Hubli city.
Concerned to the project, the sampling frame here is basically the existing truck owner in
Sampling unit:
Concerned to the project, the sampling unit is Contractor , Transport agencies,
builders
Sampling method:
RESEARCH DESIGN
Define the Research problem
open-ended, close ended. And the questionnaire was addressed to the customers
who visited the outlets and also those customers who visited the market area
Measuring Tools:
Descriptive type of research, using the questionnaire was being incorporated. These
questionnaire are used to collect the primary data for further descriptive research
Chapter 3
40
30
20
Frequency
10
0
TATA Ashok Leyland Eicher Volvo
Interpretation:
From the above graph we can see that 41% respondents are the owner of TATA truck and
Valid
TATA 41 41.0 41.0 41.0
38% of them Ashok Leyland and 17% of them are Eicher and reaming 4% of the them
are owner of Volvo. Most of the respondents are owner of the TATA trucks, second
Valid
Brand name 40 40.0 40.0 40.0
Maintainance
Load capacity
Brand name
Mileage
Space
Interpretation:
From the source of field survey, out of 100 respondents 40% of them said with brand
name and 32% of them are mileage and 16% of them said load capacity and 8%
respondents are said maintenance and 4% are said space, are criteria for choosing the
trucks. Therefore brand name plays very important role while choosing the trucks and
maintenance also.
Valid
TATA 53 53.0 53.0 53.0
50 53
40
30
24
Frequency
20
15
10
8
0
TATA Ashok leyland V olvo Eicher
Interpretation:
According to the survey out of 100 respondent, 53% are said TATA, 24% of them said
Ashok Lylend, 15% of them are Eicher and remaining 8% of them said Volvo.
Valid
Yes 78 78.0 78.0 78.0
No 22 22.0 22.0 22
Total 100 100.0 100.0 100
Interpretation:
From the above graph we can see that 78% of the respondents are aware of Bellad
Engineering Pvt.Ltd and 22% of them not aware. There is scope to create more awareness
Valid
Sales Persons 16 16.0 28.6 28.6
Missing
System 44 44.0
Total
100 100.0
Interpretation:
From the above graph we can see that out of 100 respondents 56 are aware of
collaboration with Tata Motors, 16 (28.6%) are aware through sales person, 20(35.7%)
are through friends and 12 (21.4%) from internet and 8 (14.3%) from news paper and
magazine.
Valid
Fuel Efficiency 18 18.0 32.1 32.1
Missing
System 44 44.0
Total
100 100.0
Interpretation:
Out of 56 respondents 18 (32%) of them said fuel efficiency and 16 (28.6) of them
said aesthetic look and 10 (17.9%) of them said less maintenance 12 (21.4%)
respondents said load capacity feature know by the respondents. Most of the
respondents are well aware about the features of Tata Commercial Vehicles Trucks.
Valid
1 84 84.0 84.0 84.0
Valid
4 24 24.0 24.0 24.0
Valid
1 8 8.0 8.0 8.0
Valid
2 4 4.0 4.0 4.0
1 2 3 4 5 6
Mileage 84 9 7 0 0 0
Horse power 0 0 0 24 36 40
High carrying 8 45 43 4 0 0
Hydraulic power 8 31 34 19 2 6
Self Explanatory 0 4 7 28 36 25
Large storage
space 0 11 9 25 26 29
Interpretation:
Out of 100 respondents 84 have given 1st rank for mileage as their foremost expectation
in trucks and second most expectation for load carrying capacity this has been expected
8. Which are the following factors that influence while purchasing trucks?
Valid
1 59 59.0 59.6 59.6
Missing
System 1 1.0
Total
100 100.0
Valid
1 6 6.0 6.1 6.1
Missing
System 2 2.0
Total
100 100.0
History & image of the company as factor that influence while purchasing trucks
Valid
1 2 2.0 2.0 2.0
Missing
System 2 2.0
Total
100 100.0
Price as factor that influence while purchasing trucks
Valid
1 35 35.0 35.7 35.7
Missing
System 2 2.0
Total
100 100.0
Valid
1 1 1.0 1.0 1.0
Missing
System 2 2.0
Total
100 100.0
1 2 3 4 5
Loan facility 59 38 1 1 0
Dealers loyalty 6 2 3 57 30
History & image of
Co' 2 1 94 1 0
Price 35 11 0 5 47
Word of mouth
comm. 1 47 0 29 21
Interpretation:
From the graph it is clear that out 100 respondents 59 have given 1st rank to Loan facility,
which influence while purchasing truck and out 100 respondents 47 believe that word of
mouth communication is second most influencing factor for purchasing a truck. So most
influential factor is finance facility and word of mouth about the trucks.
9) Would you like to purchase a truck in future?
Valid
Yes 73 73.0 73.0 73.0
No
Yes
Interpretation:
From the above graph 73% respondents are ready purchase the truck in future and 27% of
them are not to purchase in future. There is lot of markets for trucks.
10) Would you like to purchase a Tata Commercial Vehicles truck in future?
Frequency Percent Valid Percent Cumulative
Percent
Valid
Yes 27 27.0 37.0 37.0
Missing
System 27 27.0
Total
100 100.0
Interpretation:
11 Which are the additional facilities you need for purchase a Tata Commercial
Vehicles truck in future?
Valid
Installments 4 4.0 14.814.8
Exchange offer 3 3.0 11.125.9
Missing
System 73 73.0
Total
100 100.0
Interpretation:
Out of 27 respondents 12(44.4) of them said less interest, 8 (29.6%) them are said service
station should be there nation wide and 4 (14.8%) of them are installments and remaining
Valid
Flat bed 7 7.0 25.9 25.9
truck
Missing
System 73 73.0
Total
100 100.0
14
14
12
10
7
6
4
Frequency
2
2
0
Flat bed truck Tripper Tractor head Half body truck
Interpretation:
(25.9%) are interest in flat bed truck, 4 (14.8%)for tripper and 2 (7.4%) for tractor head.
FINDINGS
From the field survey, out of the 100 respondents 100 are all owner of truck
in different company.
41% of the respondents are the owner of TATA, 38% of them are Ashok
Leyland and 17% of them are Eicher and remaining 4% are Volvo.
b) Mileage 32%
d) Space 4%
53% of people said TATA brand come to their mind, 24% are as Ashok
72% of the respondents are aware about Tata commercial vehicles and 28%
with Tata
It is found that out 56 respondents are aware about collaboration of the Tata
(28.6%)of them said aesthetic look and 10 (17.9%)of them said less
Out of 100 respondents 84 have given 1st rank for mileage as their foremost
expectation in trucks and second most expectation for load carrying capacity.
Out 100 respondents 59 have given 1st rank to Loan facility which influence
while purchasing truck and out 100 respondents 47 believe that word of
truck.
73% of respondents say they are ready to purchase truck in future and 27%
are not.
truck,07 (25.9%) are interest in flat bed truck, 4 (14.8%)for tripper and 2
Chapter 4
RECOMMENDATIONSR
Majority of the people are ready to purchase a truck in future therefore there is a
lot of demand for trucks, so there is large market for Tata Commercial Vehicles in
Hubli. Hence company grab the market with aggressive & innovative strategies.
Most of the people are aware of Bellad Engineering Pvt.Ltd, for Multi Utility
create more awareness among potential market regarding the company (has to
Due to hike in the price of the Fuel most of the respondents are expecting more
mileage for new trucks so that company should concentrate more on mileage of
the truck.
While purchasing truck the most influential factors are loan facility, History and
image of the company, word of mouth, so provide Finance or loan facility and
provide a very effective after sales service to existing customer, which will help to
maximise the positive word of mouth communication about dealers as well as
truck.
Local dealer should conduct demonstration and Test drives for existing truck
owners and potential customers. So they can know about special Feature available
in Tata
Commercial Vehicles regarding Mileage, load efficiency and other utility in the
market to create awareness, educate people and hence capture more market share.
CONCLUSION
Winning the heart and minds of the today sophisticated vehicle buyers will require
dealers. The majority of the people are ready to purchase truck in future, there is demand
for trucks. Therefore Hubli is good market for Tata Commercial Vehicles (truck) so the
company and dealers should carry more promotional activities like giving ads in News
paper, local TV channel, and hoardings. Conduct more demos and free test-drive so that
customer are satisfied with what they expect from new trucks.
QUESTIONNAIRE
3) Volvo [ ] 4) Eicher [ ]
1) Yes [ ] 2) No [ ]
Yes [ ] No [ ]
If yes through which Media / Means?
Rank the following attributes (Rank from 1 to 6, 1 for highest and 6 for least)
1) Loan facility [ ]
2) Dealers loyalty [ ]
3) History & image of the company [ ]
4) Price factors [ ]
5) Word of mouth communication [ ]
1) Yes [ ] 2) No [ ]
10. Would you like to purchases Tata Commercial Vehicles truck in future?
1) Yes [ ] 2) No [ ]
11. Which are the additional facilities you need for purchase a Tata Commercial
Vehicles Truck?
1. Marketing Management
Philip Kotler
2. Marketing Research
3. Website
www.knowthis.com
Forbes.com
Tatamotors.com
4. Materials
36 1 1 1 1 2 2 6 5 4 1 2 3 1 4 3 5 2 1 2 .
37 1 3 1 1 . 1 6 5 4 2 3 1 1 4 3 5 2 1 2 .
38 1 3 1 2 2 3 3 4 5 6 2 1 1 4 3 5 2 1 2 .
39 1 4 1 1 . 2 4 3 6 5 1 2 2 5 3 1 4 1 2 .
40 1 3 1 2 2 1 4 5 6 3 2 1 1 4 3 2 5 1 2 .
41 1 1 1 1 . 3 1 . . . . . 1 4 3 5 2 1 2 .
42 1 3 1 1 2 2 4 5 6 3 1 2 1 4 3 5 2 2 . .
43 1 1 1 1 . 1 5 6 4 1 2 3 2 5 3 1 4 2 . .
44 1 3 1 1 . 3 1 6 5 4 3 2 1 4 3 2 5 2 . .
45 3 1 1 1 2 3 1 2 3 4 5 6 1 4 3 5 2 2 . .
46 2 3 1 1 . 1 1 2 4 3 5 6 1 4 3 5 2 2 . .
47 3 3 1 1 2 3 3 6 5 4 2 1 2 5 3 1 4 2 . .
48 2 1 1 1 . 3 1 5 6 3 2 4 1 4 3 5 2 2 . .
49 2 3 1 1 2 . 6 5 4 3 2 1 1 4 3 5 2 2 . .
50 2 3 1 1 . 3 4 5 6 2 3 1 2 5 3 1 4 2 . .
51 2 4 1 2 2 1 3 2 1 4 5 6 1 4 3 5 2 2 . .
52 2 3 1 2 2 4 1 2 3 4 5 6 2 5 3 1 4 1 2 .
53 2 4 1 2 . 1 1 2 3 4 5 6 1 4 3 5 2 1 2 .
54 2 4 1 2 2 4 1 3 4 5 6 2 1 4 3 5 2 1 2 .
55 2 4 1 1 . 1 1 2 6 5 4 3 2 5 3 1 4 2 . .
56 2 4 1 2 2 . 1 5 4 3 2 6 1 4 3 5 2 1 1 5 1
57 2 5 1 1 . 3 2 3 4 5 6 1 1 4 3 5 2 1 2 .
58 2 1 3 2 2 1 1 2 3 4 5 6 2 5 3 1 4 1 1 5 4
59 2 1 3 1 2 . 1 2 3 4 5 6 1 4 3 5 2 1 2 .
60 1 4 4 1 . 1 1 5 4 3 2 6 1 4 3 5 2 2 . .
61 1 3 3 1 2 . 1 2 4 3 5 6 1 4 3 5 2 1 1 5 1
62 1 4 4 1 . 2 1 2 3 4 5 6 1 4 3 5 2 1 2 .
63 1 3 3 1 3 3 1 5 4 3 2 6 2 5 3 1 4 1 2 .
64 1 4 4 1 . . 2 1 3 4 5 6 1 4 3 5 2 1 1 5 4
65 1 3 3 1 . 1 1 3 2 4 5 6 2 5 3 1 4 1 2 .
66 1 4 4 1 3 . 3 4 5 6 2 1 1 4 3 5 2 1 1 5 4
67 1 3 3 2 . 2 6 5 4 2 3 1 2 5 3 1 4 1 1 5 4
68 1 5 4 1 3 3 5 4 3 2 1 6 1 4 3 5 2 1 2 .
69 2 3 4 1 . . 1 1 5 2 3 6 2 5 3 1 4 1 1 5 4
70 2 1 4 1 . . 1 3 2 4 6 5 2 5 3 1 4 2 2 .
71 2 1 4 1 3 . 1 3 4 2 5 6 2 5 3 1 4 1 1 5 4
72 2 5 4 1 . . 1 2 3 5 4 6 1 4 3 5 2 1 2 .
73 3 1 4 1 . . 1 3 4 2 5 6 1 4 3 5 2 1 1 6 4
74 3 5 2 2 . . 1 4 2 6 5 3 1 4 3 5 2 2 . .
75 3 1 4 2 3 . 1 3 4 2 5 6 1 4 3 5 2 2 . .
76 2 5 2 2 3 . 2 3 1 5 4 6 2 5 3 1 4 2 . .
77 2 1 4 2 3 . 1 4 5 6 2 3 1 4 3 5 2 2 . .
78 3 1 2 2 3 . 1 3 6 5 4 2 1 4 3 5 2 2 . .
79 2 5 4 2 3 1 1 3 2 4 6 5 2 5 3 1 4 2 . .
80 2 1 2 2 . . 1 4 5 3 2 6 1 4 3 5 2 1 1 6 2
81 2 5 4 2 3 . 1 2 4 3 5 6 1 4 3 5 2 2 . .
82 2 1 2 2 . 2 1 6 5 4 3 2 1 4 3 5 2 1 1 6 2
83 2 5 4 2 . . 1 3 4 5 6 2 2 5 3 1 4 1 1 6 4
84 2 2 2 2 3 4 1 2 3 5 4 6 1 4 3 5 2 1 2 6 .
85 2 3 1 2 . . 1 . . 3 3 4 2 5 3 1 4 1 1 6 .
86 2 3 1 2 3 . 1 2 3 5 4 6 1 4 3 5 2 1 1 6 4
87 2 3 2 2 . 4 1 4 5 6 2 3 2 5 3 1 4 1 2 .
88 1 3 2 2 . 4 1 4 5 6 2 3 2 5 3 1 4 1 2 .
89 1 1 2 2 4 . 1 4 5 6 2 3 1 4 3 5 2 1 2 .
90 1 3 2 2 . 4 1 4 5 6 2 3 2 5 3 1 4 1 2 .
91 3 1 2 1 4 3 1 2 3 5 4 6 2 5 3 1 4 1 2 .
92 3 3 1 1 4 . 1 4 5 6 2 3 1 4 3 5 2 2 . .
93 3 1 2 2 . 4 1 4 5 6 2 3 1 4 3 5 2 1 1 6 2
94 3 3 2 1 4 3 1 4 5 6 2 3 1 4 3 5 2 1 1 6 4
95 3 1 1 2 4 4 1 4 5 6 2 3 1 4 3 5 2 1 1 6 2
96 1 3 2 1 4 4 1 2 3 5 4 6 2 5 3 1 4 2 . .
97 1 1 1 1 4 3 1 4 5 6 2 3 1 4 3 5 2 1 2 .
98 1 1 1 1 4 . 1 4 5 6 2 3 1 4 3 5 2 1 1 6 3
99 4 1 2 1 4 4 1 2 3 5 4 6 1 4 3 5 2 1 1 6 3
100 4 1 2 1 4 4 1 2 3 5 4 6 1 4 3 5 2 1 2 .