A Project Report

On
Sales and Distribution of TVS

SALES AND DISTRIBUTION ASSIGNMENT

MK608
4th Trimester

Guided by: Submitted by:

Prof. Rahul Gupta Ankaj Arora

Chaudhary
18PGDM-BHU011

Section -A
Introduction

TVS is founded by T.V. Suncdaram Iyengar and currently headed by K.N. Radhakrishana
(CEO), and is currently the third largest two-wheeler company in India, having headquarters in
Chennai and also having branches outside India. Its revenue for the year 2018-19 crossed 20,000
crorers and its annual sales crosses 3 million units. The company has a capacity of over 4million
vehicles per year.

TVS Dealership

As per 2018 data, TVS already had 2377 dealers. It has major plants in

 Mysore (Karnataka)
 Hosur (Tamil Nadu)
 Nalagarh (Himachal Pradesh)
 Karawang. (Indonesia)
TVS has a wide-spread network of showrooms spread throughout the country. TVS showrooms
are spread across all states and 842 cities in India.
Departments

In TVS Company, following departments are there to handle the work.

 New product development

 Production engineering
 Quality assurance
 Vendor development
 Operations
 Marketing
 2-wheeler sales and service
 International business
 Finance
 IT
 Strategy
 Distribution channel

Manufacturer
(TVS Motors)

Distributors
(from all four regions)

Dealers
(from all four regions)

Customers
(from all four regions)

Diagram shows the distribution channel for a TVS company .Distributors purchase products from
manufacturer in bulk, then it goes to dealer. Then it ultimately reaches to customers.
Sale Department

The sale department mainly focus on sale related activities in the organization.The sales manager
controls and formulates all the sales promotion and other activities related to sales. Al
department, M&M Department, Spare Parts department.

Sale Structure

There are three process:

 Pre sale process

 Sale
 Post sale process

All the functions are inter related.

Pre sale process

Pre Sale process

 Customer First Enquiry about product by visiting outlet or on telephone.

 Then Outlet employee tell about all features and all.
 Customer Test the drive.
Pre Delivry Process

Delivery Process
  After pre sale order is booked and payment method is done if customer want to take loan
these formalities done.
 Then after outlrt employess explain that all features which promise in pre sale process.
 After Delivery ceremony is done,and then finaly product is delivered to customer.

Organization Structure

The organization structure consists of the Chairman who appoints the CEO. The Vice-presidents
of the different functions report to CEO as shown in the following diagram.

Marketing

Sales and
Service

Vehicle
Program

R&D

Quality
Assurance

Production
Chairman CEO
Engineering

Central
Purchase
Personnel &
I.R

H.R & TQC

Finance

Information
Systems
Organization Chart

The organization does not have many hierarchies. Managing director is the of business
operations who looks after the business. Sales manager, Spares manager and workshop
manager reports to MD, and in turn other subordinates reports to these managers.
Compensation Structure

A high amount is spent on work job trainings for employees. The company also keeps itself
updated with technologies going around the world. However the compensation to employees is
lower than the industry and low growth opportunities and immense preasure is put on employees
to learn new technologies. The company promotes innovation from employees side and provides
them good job security.

Performance appraisal

This is a process of evaluating an employee performance on the basis of which employees are
given promotion, incetives and other benefits.

Performance appraisal is coducted on basis of 4 pointer scale

 Excellent
 Good
 Average
 Below average

Incentive provide by the organization

 Dearness allowance
 House rent allowance
 Night shift allwance
 Reimbursment of conveyance expenses
 Transfer allowance
 Medical allowance
 Uniform & lunch allowance
 Education allowance
 Entertainment allowance