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SHIKSHA NAGAR, HALDWANI, hereby declare that the project titled A STUDY
MOTORS. is my original work as all the information, facts and figures in this
report is based on my own experience and study during my summer training


I here by declare that the project entitled:

A market study on Mahindra vehicles at Bajrang motor Haldwani Submitted in
partial fulfillment of the requirement for the degree of Bachelor of business
administration To kumaun university, Nainital is my original work and is not
submitted to any other degree. Project has been individually carried out as a
part of summer training and is meant for academic purpose only.



I take this opportunity to express my humble and deep sense or chance of

gratitude to our and respected professors and guide for the constant
help rendered for successful completion this project report.
Sincerely thank DR. ASHOK K GUPTA, which selected me and gave me an
opportunity to this work in this organization and I thanks for his valuable
suggestions and guidance throughout the study period. I am grateful Mr.
Mahindra bajrang motor owner and staff members of bajrang motors ,
who has given me a lot support for my project. Support and encouragements in all
the term, throughout my training period.



The project helps me to enhance my marketing skills and help to understand

market condition and market trends. This summer training is an integral part of
the curriculum of the BBA programme so that students can experience the day-
today activities of an organization. The essential purpose for this project is to given
an exposure outlook to the student of the practical concept, which they already
studied research.

Sl. No. Titles Page No.
I Chapter 1
Literature Review
Statement of the Problem
Purpose of the Study
Scope of the study
Objectives of the Study
II Chapter 2
Organization Profile
Organization Chart
Sampling and Research Design
Data Collection Method

III Chapter 3
Results & discussion with Charts & graphs
IV Chapter 4

The Project assigned to me was A STUDY ON CUSTOMER


This study will help me to find and customer satisfaction level of the customer for
authorized M&M service station in Haldwani To know the reason for decline of
customers at service station, To know the perception of customers regarding the charges
or rates offered by the service station and To know any suggestion from customers to
improve the service station.

The study is scheduled through primary data and other information thereby
preparing Questionnaire, which focus of various variables, and attributes that are
important to know the satisfaction level and the factors affecting the purchase decision.

The survey caused in the Haldwani with the sample size of 100.The collected data
are tabulated and analyzed data and all suggestions are given according to the analyzed
data graphs and charts are used to illustrate the statistical data and findings.


History and development of Automobiles also marks the dynamism in

technological growth men have achieved. From the days of horseless carriages to the
modern-age self-guided automobiles that are designed meticulously using cutting-edge
technology, we have certainly-traveled too far.
Automobile Industry in India is still in its infancy but growing rapidly. The
opportunities in the automobile industry in India are attracting big names with the big
purse and they are investing vigorously in infrastructure, design and development, and
marketing. Automobile industry in India is today poised for (he big leap and this
segment helps you to be ready for that.

Indian Automobile Industry

The automobile industry is one of the core industries in India economy, whose
prospect is reflective of the economic resilience of the economy. With the liberalization
of the economy. India has become the playground of major global automobile majors.
LTD provides extensive information on the Indian Automobile Industry.
The automobile industry in India is gradually evolving to replicate those of
developed countries. The report focuses on the trends that are emerging in the industry
across segments, namely, passenger cars/multi-utility vehicles, commercial vehicles, two-
wheelers and tractors. The qualitative analysis of the various trends reveals that the
industry offers immense scope even for allied industries and those looking at investing in
the auto industrys a background, a brief perspective of the global automobile industry
across segments has been provided with comparisons on Indian scenario wherever needed.
It discusses the current scenario in the industry, with detailed look on segmentation,
structure, and supply and demand scenarios. A detailed competitive analysis of the industry
has been provided backed warn comprehensive details on production, sales, exports and
imports over the years, across segments.
Sales have increased with the entry of several foreign manufacturers and the
introduction of new vehicle models. The report also deals with aggressive marketing
strategies undertaken by different manufacturers in India. This highlights key issues
influencing the automotive industry in India such as import and excise duties, emission
norms etc and it also deals with various government regulations.

The Birth of Automobiles

The history of the automobile actually began about 4,000 years ago when the first
wheel was used for transportation in India. Several Italians recorded designs for wind-
driven vehicles. The first was Guido da Vigevano in 1335. It was a windmill-type drive to
gears and thus to wheels. Vaturio designed a similar vehicle that was also never built. Later
Leonardo da Vinci designed clockwork-driven tricycle with tiller steering and a differential
mechanism between the rear wheels.
In the early 15th century, the Portuguese arrived in China and the interaction of the
two cultures led to a variety of new technologies, including the creation of a wheel that
turned under its own power. By the 1600s, small steam-powered engine models were
developed, but it was another century before a full-sized engine-powered vehicle was

Although by the mid-15th century the idea of a self-propelled vehicle had been
put into practice with the development of experimental vehicles powered by means of
springs, clockworks, and the wind, Nicolas-Joseph Cugnot of France is considered to
have built the first true automobile 1769. Designed by Cugnot and constructed by M.
Brezin, it is also the first vehicle to move under its own power for which there is a record.
Cugnot's three-wheeled steam-powered vehicle carried four persons and was meant to
move artillery pieces. It had a top speed of a little more than 3.2 km/h (2 mph) and had to
stop every 20 minutes to build up a fresh head of steam.

Evans was the first American who obtained a patent for "a self-propelled
carriage." He, in fact, attempted to create a two-in-one combination of a steam wagon and
a flat-bottomed boat, which didn't receive any attention in those days. During the 1830's,
the steam vehicle had made great advances. But stiff competition from railway companies
and crude legislations in Britain forced the poor steam vehicle gradually out of use on
roads. The early steam-powered vehicles were so heavy that they were only practical on a
perfectly flat surface as strong as iron. A road thus made out of iron rails became the
norm for the next hundred and twenty-five years. The vehicles got bigger and heavier and
more powerful and as such they were eventually capable of pulling a train of many cars
filled with freight and passengers.

Carl Benz and Gotttlieb Daimler, both Germans, share the credit of changing the
transport habits of the world, for their efforts laid the foundation of the great motor
industry, as we know it today. First, Carl Benz invented the petrol engine in 1885 and a
year later Daimler made a car driven by motor of his own design and the rest is history.

Daimler's engine proved to be a great success mainly because of its less weight
that could deliver 1000 rpm and needed only very small and light vehicles to cany them.

France too had joined the motoring scenario by 1890 when two Frenchmen Pan
hard and Levassor began producing vehicles powered by Daimler engine, and Daimler
himself, possessed by the automobile spirit, went on adding new features to his engine.
He built the first V-Twin engine with a glowing platinum tube to explode the cylinder
gas-the very earliest form of sparking plug. The engines were positioned under the seat in
most of the Daimler as well as Benz cars. However, the French duo of Pan hard and
Levassor made a revolutionary contribution when they mounted the engine in the front of
the car under a 'bonnet'.

For many years after the introduction of automobiles, three kinds of power sources
were in common use: steam engines, gasoline or petrol engines, and electric motors. In
1900, over 2,300 automobiles were registered in New York, Boston, Massachusetts, and
Chicago. Of these, 1,170 were steam cars, 800 were electric cars, and only 400 were
gasoline cars.

In ten years from the invention of the petrol engine, the motorcar had evolved itself
into amazing designs and shapes. By 1898, there were 50 automobile-manufacturing
companies in the United States, a number that rose to 241 by 1908. In that year, Henry Ford
revolutionized the manufacture of automobiles with his assembly-line style of production
and brought out the Model T, a car that was inexpensive, versatile, and easy to maintain.

The introduction of the Model T transformed the automobile from a plaything of the rich
to an item that even people of modest income could afford; by the late 1920s the car was
commonplace in modem industrial nations.

Herbert Austin and William Morris, two different carmakers, introduced mass
production methods of assembly in the UK, thus paving the way for *a revolution in the
automobile industry. Austin Seven was the world's first practical four-seated "baby car'
which brought the pleasures of motoring to many thousands of people who could not buy a
larger, more expensive car. Even the 'bull-nose' Morris with front mounted engine became
the well-loved model and one of the most popular cars in the 1920s.

Automobile manufacturers in the 1930s and 1940s refined and improved on the
principles of Ford and other pioneers. Cars were generally large, and many were still
extremely expensive and luxurious; many of the most collectible cars date from this time.
The increased affluence of trie United States after World War II led to the development of
large, petrol-consuming vehicles, while most companies in Europe made smaller, more
fuel-efficient cars. Since the mid-1970s, the rising cost of fuel has increased the demand
for these smaller cars, many of which have been produced in Japan as well as in Europe
and the United States.

Clearly, the consumer is king in a competitive environment. The automobile

sector is just one of several examples of how the consumer as benefited from
competition. For decades, the Indian consumer as paid dearly for our policy makers
confusion between socialism and capitalism. The thoughtless policy frame as neither
allowed efficient producers nor consumers to get optimum value for their effort or money.
The recent price was triggered by Telcos Indica is an interesting case study. Let us trace
the evolution of the Indian passenger car industry. Since independence till the early
1980s there were only to major Indian players-Hindustan Motors and Premier auto-in the
industry. As new players were barred by licensing, and imports by absurd import duties,
these two car manufacturers constituted the oligopoly.

They had neither financial muscle nor any incentive to invest in technology or
quality. Little wonder the Indian consumer had the worst quality of cars in the

World.Worse than cars available even in countries like Nepal, Srilanka or Bangladesh
besides the exorbitant duty structure ensured that ownership was restricted to the super
rich the oligopolists were happy with this situation. Until the then prime ministers
omnipotent son had brilliant idea! To manufacture a people car at an affordable price.
Policies, government machinery, etc were twisted to, cement prices in unofficial markets
(make the dream come true. The oligopolists were furious (read premier Autos annual
reports of late 1980s/early1990s).but the people are maruti 800 came into existence.

We Indians have been quite happy with its japanees technology. But I realized
how poorly it compared to international cars when a well-built foreign guest of mine,
unable to fit himself in the front seat, remarked, is this car or a toy? All thought that
people car was available at such a low price because of the benevolent pricing our
egalitarian government, which holds the majority stake in the company. Then competition
arrived even for the people car (the competitor, indica, though is yet to hit the roads) and
behold, the people car is affordable by many more.-it is 10-12 percent cheaper. Some
other carmakers have slashed prices by almost25%. The private players plan to sell
10000cars at lower price then the erstwhile Peoples Car has brought down prices of
models that together sell about 250000 units every year. In cars, the price reduction is
quantifiable and visible. In the past seven years, there have been hundreds of products
where unshackling competition has benefited the consumer.


1947: October, first batch of seventy-five Utility Vehicles (UVs) imported in CKD
condition from Willys overland Export Corporation.

1949: Lease of 11071 Sq. yds at Mazagaon from British India Steam navigation. The
first Willys Overland Jeep built in India at the Assembly Plant, Mazagaon, and BoBBAy.

1954: Phased manufacture of Vehicles undertaken in collaboration with Kaiser Jeep
Corporation and American Motors Corporation.

1962: Indigenous content of Jeep goes up to 70%. 137 acres of land purchased at
Kandivli to centralize manufacturing operations.

1965: FC 150 Petrol Trucks introduced.

1967: Two wheel drive Utility Vehicles introduced. 101" wheelbase and Metal Body UVs
introduced. Indigenous content goes up by 97%.

1969: Export of vehicles started, export of total 1200 UVs together with spare parts to
Yugoslavia. Exports also made to Ceylon, Singapore, Philippines and Indonesia.

1970: Contracts concluded to export of 3304 vehicles, mainly to Yugoslavia and


1971: Separate R&D section set up.

1974: Maxi miller campaign launched to conserve fuel. CJ 4A introduced with new
transmission and axle ratio. Collaboration agreement with Jeep corporation (subsidiary of
AMC, Detroit).

1975: FC 260 Diesel light truck introduced. CJ 500 D Diesel introduced with MD 2350
Diesel Engine.

1979: Government of India approves in principle, the technical collaboration with

Peugeot, France for the manufacture of XDP 4.90 Diesel Engine.

1981: Nasik Trucks Assembly Plant formally inaugurated. Peugeot Engine Assembly
Plant at Ghatkopar inaugurated. NC 665 DP Mini Truck rolls out from Nasik Assembly

1983: FJ 460 model introduced with 4-speed gearbox. Engine plant at Igatpuri was
formally inaugurated by Mr. Jean Boillot, President of Automobiles Peugeot of France for
the manufacture of 25000 Peugeot and Petrol engines.

1985: New Mahindra Vehicle-MM 540 launched in BoBBAy. NC 640 DP with 4-speed
gearbox introduced. Mahindra MM 440 introduced.

1986: CJ 640 DP Vehicle introduced.

1987: MM 540 DP metal Body Wagonette introduced.

1988: M&M signed a Memorandum of Understanding with Hyderabad Allwyn Nissan

Limited to form Mahindra Nissan Allwyn Ltd., as its associate company with LCV
operations in Andhra Pradesh.

1989: CJ 340 DP model introduced. M&M and Peugeot announced their tie up for the
manufacture of Peugeot 504 pick up truck, BA 10 gearboxes and latest XD 3 diesel
engines. M&M acquired automotive pressing unit at Kanhe, from Guest Keen Williams

1991: Introduction of CJ 500 DI models with MDI 2500 A direct injection diesel engines.
M&M bags order to export 10000 CKD kits. Commander range of models: 650 DI, 750
DP/HT were launched with tremendous market response.

1993: Mahindra Armada launched. M&M was the only manufacturer to withstand the
demand recession, with increasing sales.

1995: Mahindra Nissan Allwyn Ltd. (MNAL) merged with M&M and Zaheerabad LCV
operations becoming part of Automotive Sector. FJ series of LCVs were shifted from
Nasik to Zaheerabad. Business Process Re-engineering Project initiated in the Division.
Igatpuri Engine Plant received ISO 9002 certificate from TUV of Germany. Single
Cab/Double Cab project was initiated.

1996: New LCV model Cabking DI 3150 & Mahindra Classic vehicles were launched.
New Commander 5 Door Hard Top was introduced.
The company was the first automobile manufacturer to get all the engine types approved
for the new emission norms effective from 1st April 96. IDAM (Integrated Design &
Manufacturing) set up for designing entirely new vehicle with the help of internationally
renowned consultants.

1997: Commercial production of Ford Escort commenced at Nasik Plant. License &
Technical Assistance Agreement was signed with Mitsubishi Motors Corporation for
Manufacture of SL Body at Zaheerabad (Voyager with XD 3 and BA 10). Soft/Hard top
versions of CL/MM 550, 8 seater Armada, Commander 650 DI with longer wheel base
and MM 540/550 XDB models were introduced. Kandivli and Nasik plants received ISO
9002 certificate from RW-TUV.

1998: Die shop Inauguration at Nashik Plant 2-8/8/97.

Voyager launched by the Chairman at Zaheerabad Plant on 12/11/97.

Complete localisation of Cabking model at Zaheerabad plant.
Change over from 3-Speed to 4-Speed Transmission.
400 nos. Army order successfully executed at Kandivli Plant in Mar'98.

Major Milestones: -

1945 October 2, Mahindra & Mohammed formed.


The Company was renamed Mahindra & Mahindra Limited (M & M)

Steel Trading business was started in association with suppliers in U.K


Business connections in USA through Mahindra Wallace

Wallace Steel trading on behalf of European suppliers
Jeep Assembly commenced

The first business with Mitsubishi Corporation (for 5000 Tons) for wagon
building plates for supply from Yawata Iron & Steel

Otis Elevator Co. (India) established

Technical & Financial Collaboration with Willys Overland Corporation

Shares listed on the BoBBAy Stock Exchange
Dr. Beck & Co. formed - a JV with Dr. Beck & Co., Germany

Mahindra Owen formed - a JV with Rubery Owen & Co. Ltd., UK

Machine Tools Division started

Mahindra Sintered Products Ltd. (MSP) formed - a JV with the GKN Group, UK.

Mahindra Ugine Steel Company (MUSCO) formed - a JV with Ugine Kuhlmann,
International Tractor Co. of India (ITCI) formed - a JV with International
Harvester Co., USA

Vickers Sperry of India Ltd. a JV with Sperry Rand Corporation, USA
Roplas (India) a collaboration with Rubery Owen, UK
Manufacture of Light Commercial Vehicles commenced.

Mahindra Engineering & Chemical Products Ltd.(MECP) commenced operations.

International Harvester collaboration ended

Switch over to diesel vehicles in-house development.

ITCI merges with M&M, to become its Tractor Division

License from Automobiles Peugeot, France for manufacture of XDP 4.90 Diesel

License from KIA for manufacture of 4 Speed Transmissions

"Mahindra" brand of tractors born
Siro Plats formed

M&M becomes market leader in Indian Tractor Market. (Position retained ever

Mahindra Hellenic Auto Industries S.A. formed - a JV in Greece to assemble and
market utility vehicles in Europe

Mahindra British Telecom (MBT) formed - a JV with British Telecommunications
plc (BT), UK

Acquired International Instruments Ltd.

Automotive Pressing Unit (now MUSCO Stampings) acquired from GKW

Introduction of Commander series.

Triton Overwater Transport Agency Ltd., formed
Implementation of the Service Center project at Kanhe
Merged diverse activities of Steel, Machine Tools, Graphics into Intertrade

Mahindra Steel Service Centre Limited formed in association with Mitsubishi
Corporation and Nissho Iwai Corporation of Japan.
Mahindra Acres Consulting Engineers Ltd. (MACE) formed - a JV with Acres
International, Canada
Incorporation of MBT International Inc., USA, a wholly owned subsidiary of
The Companys maiden international offering the US$ 75m GDR issue.
Introduction of Armada.

Mahindra Realty & Infrastructure Developers Ltd. (MRIDL) formed
Mahindra USA Inc., formed, for distribution of Tractors in the USA
EAC Graphics (India) Ltd., formed in collaboration with The East Asiatic
Company Ltd. A/S, Denmark
Reorganization of the Group creating six Strategic Business Units
MSL Division (Auto Components) hived off to form Mahindra Sona Ltd.
Mahindra Nissan Allwyn Limited merged with the Company.

Mahindra Holding & Finance Ltd.(MHFL) becomes a subsidiary of M & M to
carry out business as an investment company
Technical collaboration with Mitsubishi / Samcor to manufacture L300.

Mahindra Ford India Ltd. (MFIL) - a JV with Ford, Motor Co. USA to
manufacture passenger cars
The Company made a Foreign Currency Convertible Bond (FCCB) issue of US$
115 million.

A new die shop was inaugurated at Nasik
Inauguration of The Mahindra United World College of India.

Launch of Bijlee a battery-operated, 3-wheeler environmental-friendly vehicle.
The largest online used vehicle website in India launched by Mahindra Network
The business of Intertrade Division and Mahindra Exports Ltd. combined and
renamed Mahindra Intertrade Ltd.
The Company acquired major stake in Gujarat Tractors.

Mahindra & Mahindra Financial Services Limited becomes a subsidiary of M&M

The Company unveils new logo.
Mahindra Auto Specialties Ltd. a new 100% subsidiary is formed.
M&M sets up its first satellite tractor plant at Rudrapur.

The Company launches New Age Tractor, the Mahindra Arjun 605 DI (60 HP
The Company launches Bolero GLX a Utility Vehicle a response to needs of
urban consumer.

A 3-wheeler diesel vehicle "Champion" is launched.
The Company launches Mahindra MaXX a MUV positioned with the caption
Maximum Space, Maximum Comfort.
M&M ties up with Renault for petrol engines.
M&M established a separate division to provide Defence Solutions

M&M launches Scorpio - the new generation Sports Utility Vehicle

Scorpio - Recipient of prestigious Awards -
"Car of the Year" Award from Business Standard Motoring
"Best SUV of the Year" and "Best Car of the Year" Awards from BBC on
"Car of the Year" Award from CNBC Auto Car
M&M launches the "Invader" - a sporty open top vehicle.
M&M opens a second tractor assembly plant in USA.
M&M launches MaXX Pik Up.
M&M Tractors awarded the prestigious Deming Prize for excellence in Quality -
the first tractor company in the world to receive the award.

M&M launches India's first Turbo tractor - Mahindra Sarpanch 595 DI Super
Scorpio wins National Award for R&D.
M&M ventures into Industrial Engine business
Mahindra Defence & Lockheed Martin Information Systems, UK, strike an
alliance for Defence Product.
Launched the Mahindra World Tractor - a 75 HP tractor in the overseas market.
Formed a new Sector, Mahindra Systems and Automotive Technologies (MSAT),
to focus on developing components as well as offering engineering services.

Launched "Bolero" and "Scorpio" in Latin American, Middle East and South
African markets.
Signed MOU to enter into JV with Jiangling Motor Co. Group (JMCG) of China
to acquire tractor-manufacturing assets from Jiangling Tractor Company, a
subsidiary of JMCG.
M&M becomes the first Indian company to achieve sales of one million tractors.
Acquired 51% stake in SAR Transmission Private Limited, a company engaged in
manufacture of gears and transmission shafts.
M&M Farm Equipment Sector launch operations in Australia.
M&M becomes the first Indian auto manufacturer to launch the Common Rail
Diesel Engine (CRDe), offering it on the Scorpio.
Acquired 80% stake in the JV with Jiangling Motors i.e. in Mahindra (China)
Tractor Company.
M&M and Renault enter into a JV to manufacture of the mid-sized sedan, Logan,
in India.
M&M and International Truck and Engine Corporation enter into a JV to
manufacture Trucks & Buses in India
The first tractor from the JV, Mahindra (China) Tractor Co. Limited, rolled out on
2 July 2005


M&M's association with the automobile business dates back to 1945. The Company was
incorporated in 1945 and was originally formed to manufacture utility vehicles for the
Indian market, initially by importing and assembling Willys Jeep kits. The manufacture
of utility vehicles commenced in 1954 in collaboration with Willys Overland Corporation
and its successors, Kaiser Jeep Corporation and American Motor Corporation (now part
of the Daimler Chrysler group). The Company commenced manufacturing Light
Commercial Vehicles (LCV) in 1965. The Company has recently entered the three-
wheeler market.
Over the years, the Mahindra brand of vehicles have come to represent high
quality, ruggedness, durability, reliability, easy maintenance and operational economy.
These are the qualities that have endeared the vehicle to individuals as well as institutions
like the Indian armed forces. M&M is the leader in the MUV business in the country
since inception.

M&M has comprehensive manufacturing facilities with high level of vertical
integration. M&M's automotive division has four manufacturing plants, three in the state
of Maharashtra and one in Andhra Pradesh. In Maharashtra, its plants in Mumbai and
Nasik manufacture multi-utility vehicles, and engines are produced at the Igatpuri plant.
Light commercial vehicles and three-wheelers are manufactured at the Company's plant
in Zaheerabad in Andhra Pradesh.

Our mumbai and Nasik plants with the R&D facility at Nasik are ISO/TS 16949
certified. The mumbai plant has also been recommended for the TPM excellence award.
Our engine plant at Igatpuri has QS 9000 certification. Our LCV & three-wheeler plant at
Zaheerabad have ISO 9001:1994 certification. Both of these plants are also working
towards TS 16949 certification. Our plants in Mumbai and Igatpuri are also ISO 14001

M&M has a strong Research & Development set-up, with over 300 engineers in
the automotive division. The Company's technical prowess is proven by negligible import
content in our vehicle and by the design and development of a totally, from ground
upward, new contemporary SUV - Scorpio.

The division's marketing efforts are supported by a network of more than 275
dealers across the country, which are managed by 20 sales offices. Additionally, the
division has a national network of authorized service stations and stockiest to meet
customer needs for servicing and spare parts.

Having conquered a substantial portion of India's semi-urban and rural markets,
the division has in recent years secured significant success in urban regions following the
introduction of premium MUVs like Bolero, and Scorpio. Scorpio is M&M's first
indigenously developed Sports Utility Vehicle - an off road vehicle with car like
comforts. The Scorpio was launched in June 2002 and has been universally acclaimed. It
was declared to be the "Car of the Year" by CNBC AutoCAD, BBC Wheels and Business
Standard Motoring.
M&M's automotive division also exports its products to several countries in
Africa, Asia and European & Latin American countries.



Whether the buyer is satisfied alter purchase depends on the oilers performance in
relation to the buyers expectations in general;

"Satisfaction is a persons feeling of pleasure or disappointment resulting from
comparing a products perceived performance (or outcome) in relation to his/her
As this definition makes clear, satisfaction is a faction of perceived performance
and expectation. If the performance fails short of expectations, the customer dissatisfied,
highly many companies are aiming for high satisfaction, because customers who are just
satisfied still find it easy to switch when a better offer comes along. Those also are highly
satisfied are much less ready to switch high rates faction or delight creates un emotional
bond with the brand, net just a rational preference the result is high customer loyalty.
Buying experiments friends and associates advice and market and competitors
information and promises. If marketer raises expectations too high the buying is likely to
be disappointed.

A customer decision to be loyal or to default is the sum of many small encounters
with the company, consulting firms etc. corporation says that in order to convert all the
small encounters to customer loyalty, companies need to create a "Brand Customer
Customer oriented thinking requires the company to define customer needs from
the customer point of view not from its own point of view. Every product involves trade
offs, and management cannot known what these are without talking 10 and researching
customers. Thus, a car buyer would like a high performance car that never breaks down
that is safe, attractively styled and chief Since, all of them virtues cannot be confined in
one cany the car designer must make hard chooses not on what pleases them but rather on
what customer prefer are expect. The aim, after all, is to make a sale through meeting the
customers need.

Why is it supremely important to satisfy to customer?

Basically because of company's sale each period comes from two groups. New
customer and repeat customer. It always cost more to attract new customers than to retain
current customer. Therefore, customer retention is more critical than customer attraction.

The. Key to customer retention is customer satisfaction to satisfied Customer.
Buys again
Talks favorably to others about the company.
Pays less attention to competing brands and advertising.
Buys other products from the same company.

One Japanese businessman told the magazines "our aim goes behind satisfying
the customers, our aim is to delight the customer". In fact, this is higher the great
marketers. They go behind meeting the mere expectations of the customers, when they
delight a customer, the customer talks to even more acquaintances about the One
companies. The delighted customers are more effective adventurous than advertisement
placed in the Media.
Now let us consider what happen when the company creates a dissatisfied
customer. Whereas we have pointed out, a satisfied customer tells three people about a
good product experience, a dissatisfied customer gripes to eleven people. In fact, in one
study, 13% of the people who had a problem with an organization complain about the
company to more than 20 people. Suppose each person who heard the bad story told to
eleven people. Suppose each person who told another eleven and soon. Clearly, bad word
of mouth travels faster an faster than good word of mouth and car easily poison the
public's attitude about the company.

Thus, a company should be away to regularly measure customer satisfaction. It

cannot rely just on voluntary complain from customers when they are dissatisfied. In fact,
96% of the unhappy customers never tell the company. Companies should set up survey
and suggestion systems to maximize to customers opportunity to complaint.

In this way. The company will learn how we!! It is doing. It is also a major way
for (lie company to learn how to do better. The 3M company claims that over 2/3 rd of
innovative ideas come from the listening to customer complains.

Listening is not enough. He company must respond constructively in the complain

of the customers who register a complain between 54 and 70% will do business again
with the organization. If the customer feels that t h e complaint was resolved quickly.
Customers who have complain to an organization and had their complaints satisfactorily
resolved tell about the organization to fine people about the treatment they received.
When a company realizes that a loyal customer may account for a substantially sum of
revenuer over the years, it seems foolish to risk loosing over a small matter, for example,
IBM makes sales person write a full report on each least customer and all the steps are
taken to restore satisfaction.

A customer-oriented company would track its customer satisfaction level each

period and set improvement goals. If they manage to increase customer satisfaction and
loyalty, it docs not have top worry even if its profits are down in a particular year. If is on
the right track satisfaction keeps falling it is on the working track. Profit would go up or
down in a particular year for many reasons, inclosing rising controls, falling prices, major
new investments and soon. But, the ultimate sign of a healthy company is that its
customer satisfaction index is high and keeps rising companys future profits.

Management Problem

Management wants to know why there is decline of customers visit at Bajrang
motors Service centre, Haldwani.
Research Problem

To analysis customers satisfaction level and Response with respect to Bajrang

motors Service centre, Haldwani.

Statement of the Problem

Todays customers are an important element in every business so to retain a

customer and make the loyal company is a great challenge.

This is what made me to take up this project on A STUDY ON CUSTOMER


Purpose of the Study

The purpose of the study on customer satisfaction regarding after sales services
and to know any suggestions to improve the bajrang motors service centre, Haldwani.

Scope of the Study

In this competitive world retaining the customers has become important part and
parcel of the business activity, since in these arena the people who adopt to changes and
new technologies will survive.
This study will help to understand customer need, preference and what they
require from the service station and this study will not only help me as a student but it
will also the bajrang motors to improve its service standard.

Objectives of the Study: -

1. To know the customers satisfaction level at Authorized Mahindra &Mahindra
bajrang motors in Haldwani
2. To know the perception of customers regarding the charges/ rates offered by the
bajrang motors.
3. To know the reasons for decline of customers visit at Bajrang motors Services.
4. To know the suggestions from customers to improve the service center
6. .


Bajrang motors automobile is situated at rampur road Haldwani. It was started in
the year 2001 by shri devidas tarundas shah first it was dealer of ford motors. Then 2005-
it dealer of Mahindra and Mahindra under the dealership of universal motors . In the year
2010 it acquired the dealership of Mahindra and Mahindra wholly in Haldwani. Till today
it has maintained its reputation.

Bajrang motors automobile is a partnership firm. It has three partners and all the
three partners look after three departments. The departments are spares department, sales
department, &service department. Mr. kishor d shah looks spares parts department,
Mr. dinesh d shah looks sales department and Mr. Mahindra d shah looks service

Spares department has 4 employees. Sales department 3 employees. This three

employees have different posts. They are sales manager and sales executives.

Service department has total 25 employees; in there are 5 clerks and 20

mechanics. Bajrang motors sell every products of Mahindra and Mahindra expect
scorpio.orginal spare parts are sold in bajrang motors only and no where else


Sales Department

Sales department in charge

(Mr. Dinesh D Shah)

Sales Manager

Sales Executives

Spares Department

Spares Department In charge

(Mr. Kishore D Shah)

There are four employees under Mr.Kishore D Shah

Service Department

Service Department In charge

(Mr. Mahindra D Shah)

In this servicing centre, there are 20 employees in that there are 15 are mechanics
and rests of 5 them are thinkers. Other than this there are 2 clerks and 1-computer


Mahindra Touristar
Mahindra Bolero
Mahindra Load king
Mahindra FJ Minibus
Mahindra Cab king 576 DI
Mahindra Pik-Up-CBC
Mahindra Bolero Sports
Mahindra Maxx Festiva
Mahindra Champion
Mahindra Marshal DX Royale
Mahindra Bolero Camper
Mahindra Maxx


Concerned to my project, the respondents were chosen Stratified

Random Sampling (quota sampling).


Area: Haldwani
Sample Frame: consumers who owned Mahindra vehicles.
Sample unit: Individual owners of Mahindra vehicle.
Sample size: 100 Respondents of Mahindra vehicle.
Sampling method: Stratified random sampling (quota sampling).

Research Design
The research study was made keeping in mind the various factors that were worked out in
informal discussion with the Bajrang motors Automobile, that would be included as a
research object and the study can be based on the objectives.

Steps in the Research Design

Define the research problem

Estimate the value of Information
Select the data collection method
Select the measurement technique
Select the Sample
Select the Analytical Approach
Evaluate the ethics of the Research
Specify time and financial cost
Prepare the Research Proposal

1. Define the research problem

To analysis customers satisfaction level and Response with respect to Bajrang
motors , Haldwani.

2. Estimate the value of Information

The value of information should exceed the expected cost. I am conducting the
Random Sampling method. Sample sizes for my research will 100 in numbers.

3. Select the data collection method
Decided to go for survey methods i.e., stratified random sample. Using the
questionnaire conducting the survey and using Dichotomous (close-ended), rating scale
and open-ended questions.

4. Select the measurement technique

Descriptive type of research, using the questionnaire with rating scale, open &
close- ended questions.

5. Select the Sample

The sample would be Individual owners of Mahindra vehicle
, In Haldwani

6. Select the Analytical Approach

Analyzing the collected information with the help of percentages (%)
using MS-Excel software.

7. Evaluate the ethics of the Research

The collected information (data) will be used for solving the management
problem and not for any non-ethical objects; the main objectives will be addressed.

8. Prepare the Research Proposal:

As the customers visit were going down from few years in the Bajrang motors ,
Haldwani So the management wants to know what are the Customers expectation and
responses towards Bajrang motors Service centre, Haldwani.
For this purpose there was need to know the Customer satisfaction level regarding
after sales services of Mahindra and Mahindra at Bajrang motors Service Centre,

Data Collection Methods:
The information necessary for this research data collected by tapping primary and
secondary sources. The sources are as follows:

Primary Sources:
a) Questionnaire
b) Personal interaction

Secondary Sources:
a) Company Websites
b) Related Information from Internet
c) Company Reports Books and Publications.

Measuring Tools:

The measurement and evaluation of the data is done using statistical tools and
techniques such as simple percentage method, mean, graphical representation with help
of data code sheet using MS Excel .


1. Satisfied with overall service provided by bajrang motors

1. Strongly Agree 10 2. Agree 25

3. Neither agree not disagree 31 4. Disagree 18
5.Strongly Disagree 16

According to my survey, out of 100, responds 31% of the people says neither
agree nor disagree about overall service provided by Bajrang motors. And 25% of the
people agree. And 18% of the people disagree, and 16% of the people says strongly
disagree, and lastly 10% of the people strongly agree about overall service provided by
Bajrang motors.

2. Authorized service station has sophisticated tools and techniques.
1. Strongly Agree 06 2. Agree 28
3. Neither agree not disagree 32 4. Disagree 25
5.Strongly Disagree 09

Out of 100 respondents 32% of the people moderate about tools & techniques &
28% of the people agree, &25% of the people disagree & 9%of the people says strongly
disagree & 6% of the people strongly agree for tools & techniques.

3. Authorized service station has sufficient and genuine spares.
1. Strongly Agree 07 2. Agree 36
3. Neither agree not disagree 30 4. Disagree 17
5.Strongly Disagree 10

Station has sufficent tools and Genuine Spares


1. Strongly 2. Agree 3 .Neither 4. Dis agree 5. Strongly
Agree Agree nor Dis agree
dis Agree

From the source of field survey, out of 100 respondents 36% of the people agree
with sufficient & genuine spares, & 30% of the people moderate with the spares, & 17%
of the people disagree, & 10% of the people strongly disagree,& remaining 7% of the
people strongly agree for sufficient & genuine spares.

4. Labour charges compared to Authorized service and roadside Mechanics.
1 Very high 60 2 High 32
3 Economical 08 4 Low 0

Labour Charges


1. Very high 2. High 3. Economical 4. Low

According to my survey 60% of the people says labor charge is very high in the Bajrang
motors as compared to roadside or any other Authorized service centre, & 32% of the
people says labor charge is high & remaining 8% of the people says labor is reasonable.&
no body is ready to agree with low labor charges.

5. Delivery as per schedule.
1 Always 10 2 Most of times 25
3 Some Times 45 4 Never 20

Delivery as per schedule

1. Always 2. most of 3. Some 4.Never
the times times

45% of the respondents are disagree with the delivery of vehicle timings and 25%
of the respondents are moderate, 20% of them said they never get timely, and 10% of
them are agree with the delivery as per schedule.

6. On Road Break down Service.
1 Poor 11 2 Fair 46
3 Good 36 4 Excellent 07

Break down Service






1.Poor 2.Fair 3.Good 4.Excellent

In the samples taken out of 100 respondents 46% of the people says on road break
down service is fair, &36% of the people says good & 11% people says poor, &
remaining people says on road break down service is excellent.

7. Whether people at service station are co- operative or not.

Attributes Low Moderate High Very High

Works Manager 20 23 38 19
Service Advisor 13 25 44 18
Service Supervisor 15 27 39 19
Technicians 22 16 34 28

People at service station are cooperative

works service very high
manager Supervisor

Based on my survey the customers are says that works manager is 38% high, 20%
low &23% moderate with them at service station and service advisor is 44% is
high, 13% low and 25% moderate with them and service supervisor is 39% is
high , 15% is low and 27% moderate with them. And technicians are 34%
high, 22% low and is 16% moderate with them at service station.

8. It is helpful if service station is kept open on Sundays

Yes 80
No 20

Service Station kept on Sundays




From the source of field survey nearly 80% of people says it is helpful to them, if service
station is kept open on Sundays.

9. Whether you would recommended Bajrang motors service station to others.

Yes 71
No 29
According to my survey 71% of people says that, they are recommended
bajrang motors to others. And 29% of people are not recommended bajrang
motors automobile to others.


Findings: -

According to my survey, out of 100, responds 31% of the people says neither agree
nor disagree about overall service provided by Bajrang motors

Out of 100 respondents 32% of the people moderate about tools & techniques
From the source of field survey, out of 100 respondents 36% of the people agree with
sufficient & genuine spares,
According to my survey 60% of the people says labor charge is very high in the
Bajrang motors as compared to roadside or any other Authorized service centre.
45% of the respondents are disagree with the delivery of vehicle timings.
In the samples taken out of 100 respondents 46% of the people says on road break
down service is fair.

From the source of field survey nearly 80% of people says it is helpful to them, if
service station is kept open on Sundays.

Suggestions: -

Management should make availability of sufficient tools and techniques and genuine
spare parts.

Management should try to reduce labor charge and service charges as much as

Management should maintain delivery timings and on road break down services as
they promised to their customers.

Majority of the customers wants to kept open service station on Sundays, so

management should try to provide services on Sundays also


According to my survey majority of the customers are not satisfied with overall
service provided by Bajrang motors, they expect management should provide:-

Sophisticated tools and techniques.

Genuine spare parts.

Reduction in labor charges.

Timely delivery of vehicle.

So Management should concentrate on these aspects to satisfy their customers.

Dear Sir,
I Shubham durgapalpleased to introduce myself as BBA student of Haldwani ,
BBA, and Haldwani. As a part of curriculum I have undertaken a research titled A study
on customer satisfaction regarding after sales services of Mahindra & Mahindra at
Bajrang motors Service Centre, Haldwani. The information provided by you will be
strictly kept confidential and used for academic purpose only.


1. Which Mahindra vehicle do you own?


2. Are you satisfied with the overall service provided by the Bajrang motors
1. Strongly Agree 2. Agree
3. Neither agree nor disagree 4. Disagree
5. Strongly Agree

3. Authorized service station has sophisticated Tools and Techniques.

1. Strongly Agree 2. Agree
3. Neither agree nor disagree 4. Disagree
5. Strongly Agree

4. Authorized Service Station has sufficient and genuine spares

1. Strongly Agree 2. Agree
3. Neither agree nor disagree 4. Disagree
5. Strongly Agree

5. Labor charges (Comparison to roadside mechanics or other authorized service station)

1. Very High 2. High
3. Economical 4. Low

6. Delivery as per schedule

1. Always 2. Most of times
3. Some times 4. Never

7. Distance of service station from your residence

8. On road break-down service

1. Poor 2. Fair
3. Good 4. Excellent

9. Have you come across any problem with authorized service station?
1. Yes 2. No
If yes, specify _________________________________________________

10. Whether people at service station are co-operative or not

Low Moderate High Very High
1. Works Manager
2. Service Advisor
3. Service Supervisor
4. Technicians

11. Whether it is helpful for you, if service station is kept open on Sundays
1. Yes 2. No

12 Can you suggest the best working time for the service station?

13. Whether you would recommended Bajrang motors Service Station to others
1. Yes 2. No

14. Any Suggestions to improve the services provided at Bajrang motors.

1. Name of the Respondent: _________ ___________________________________
2. Address of the Respondent____________________________________________
3. Vehicle Model ____________________________________________
4. Vehicle No. ____________________________________________
5. Phone No: _______________ Mobile No.: ______________

Thank you, Signature





a. www. Mahindra and