A

PROJECT REPORT
ON
EFFECTIVENESS OF DIFFERENT PROMOTIONAL
TOOLS OF BAJAJ AUTO
IN
ROURKELA
For the partial fulfillment of MBA(DE) under
Fakir mohan University, Vyasa Vihar, Balasore

SUBMITTED BY
Mr. Tapas Ranjan Mishra
Roll No.43206DE08057
 DAMITS, Rourkela

DECLARATION

I Tapas Ranjan Mishra do hereby declare that this dissertation entitled

“EFFECTIVENESS OF DIFFERENT PROMOTIONAL TOOLS OF BAJAJ
AUTO IN ROURKELA is the result of my own efforts during the project work. I have
undergone training in Bajaj Auto,Rourkela., as apart fulfillment of the curriculum leading
to the award of Master in Business Administration under the guidance of Mr Subrat
Kumar Pradhan ,Faculty Member Of Study Center DAMITS, Jagda, Rourkela-42.

I also declare that this Project Report has not been submitted to any other
Institution or Universities or published elsewhere at any time.

Tapas Ranjan Mishra

Roll No:43206DE08057

2
 A C K O N O W L E D G E M E N T

I express my hearty gratitude to the authority of M/s. Bajaj Auto,

Rourkela for giving kind permission to conduct the study and to prepare the
project report for extending all kinds of co-operation n this regard.

I am grateful to Faculty member of the DAMITS (Dr. Ambedkar

Memorial Institute of Information Technology & Mgt Science) for their
excellent guidance and valuable suggestion for the smooth completion of the
Project work.

I am thankful to our Faculty Guide Mr. Subrat Pradhan for his

suggestion & inspiration to write the Project Report. I also thankful to who
helped to make this piece of Dissertations.

I shall be failing in my duty if I don’t mention the co-operation of

employees and management whom I have interviewed and got some valuable
material to enrich my scenario.

Tapas RanJan Mishra

Roll no. 43206DE08057

3
 C E R T I F I C A.T E

This is to certify that Mr Tapas Ranjan Mishra is a student of this Institute

has conducted this project work entitled EFFECTIVENESS OF DIFFERENT
PROMOTIONAL TOOLS OF BAJAJ AUTO IN ROURKELA under my guidance

and Supervision for the partial fulfillment of MBA(DE) course under Fakir Mohan
University, Vyasa Vihar, Balasore.

This is his original work.

Mr. Subrat Kumar Pradhan

Lecturer MBA Dept..
Damits, Jagda, Rourkela-42

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 TABLE OF CONTENTS
1) ACKNOWLEDGEMENT

2) ABBREVIATIONS

3) ABSTRACT

4) INTRODUCTION

4.1) OBJECTIVE

4.2) METHODOLOGY

4.3) STRATEGY14

4.4) BUSINESS DESCRIPTION

4.5) BRAND

4.6) PRODUCT DESCRIPTION

5) REVIEW OF THE LITERATURE

6) EMPIRICAL ANALYSIS

6.1) About Vehicle availability

6.2) Ownership of Vehicle

6.3) Market Share of Vehicle

6.4) Preferential Factors of the Customers

7) FINDINGS AND SUGGESTIONS

7.1) Market Share

5
 7.2) Market growth in percentage

7.3) Market growth in numbers

7.4) Discussion

7.5) Suggestion

8) CONCLUSION

9 APPENDICES

10) BIBLIOGRAPHY

6
 ABBREVIATIONS
BAFL – BAJAJ Auto Finance Limited

BCU – Body Control Unit

CBOP – Centurion Bank of Punjab

DP – Down Payment

DTS I – Digital Twin Spark ignition

EMI – Equated Monthly Interest rate

FI – Fuel injection

HO – Head Office

IRR – Internal Rate of Return

LPG – Liquefied Petroleum Gas

RTO – Road Tax office

R&D – Research and Development

SNS – Spring n Spring

TEC – Torque Expansion Chamber

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 INTRODUCTION
Bajaj Auto Ltd., India s leading two-wheeler manufacturer, is a part of the
Bajaj Group. The group, founded in 1926, straddles a wide range of
industries.

Prominent companies of the group include:

 Mukand Ltd. (Manufacturer of stainless, alloy and special steels)

 Bajaj Electricals Ltd. (Manufacturer and marketer of electrical goods)
 Bajaj Hindustan Ltd. (Manufacturer of white crystal sugar and
industrial alcohol)
 Bajaj Auto Finance Ltd. (Financial services including hire purchase
financing and leasing)
 Bajaj Allianz Life Insurance Company Ltd. (Selling of life insurance
policies)

Bajaj Auto started its operations in  1945, as in importer of two and three
wheelers. In 1959, it obtained a license from the government of India for the
manufacture of the products and and in 1970, rolled out its 100,000th
vehicle. Just seven years later, Bajaj Auto achieved production and sales of
100,000 vehicles in a single financial year. In 2004, the company unveiled a
new brand identity, donned a new symbol, logo and brandline. Bajaj Auto
manufactured 1,814,799 vehicles during the financial year ending 31 March
2004. In the same period, with 196,710 vehicles, it continued to be India s
largest exporter of two and three wheelers.

Company's history

Bajaj Auto came into existence on November 29, 1945 as M/s Bachraj
Trading Corporation Private Limited. It started off by selling imported two-
and three-wheelers in India. In 1959, it obtained license from the
Government of India to manufacture two- and three-wheelers and it went
public in 1960. In 1970, it rolled out its 100,000th vehicle. In 1977, it
managed to produce and sell 100,000 vehicles in a single financial year. In
1985, it started producing at Waluj in Aurangabad. In 1986, it managed to
produce and sell 500,000 vehicles in a single financial year. In 1995, it

8
rolled out its ten millionth vehicle and produced and sold 1 million vehicles
in a year.

Timeline of new releases

 1971 - three-wheeler goods carrier
 1972 - Bajaj Chetak
 1976 - Bajaj Super
 1977 - Rear engine Autorickshaw
 1981 - Bajaj M-50
 1986 - Bajaj M-80, Kawasaki Bajaj KB100
 1990 - Bajaj Sunny
 1991 - [[]]
 1994 - Bajaj Classic
 1995 - Bajaj Super Excel
 1997 - Kawasaki Bajaj Boxer, Rear Engine Diesel Autorickshaw
 1998 - Kawasaki Bajaj Caliber, Legend, India's first four-stroke
scooter, Bajaj Spirit
 2000 - Bajaj Saffire
 2001 - Eliminator, Pulsar
 2003 - Caliber115, Bajaj Wind 125, Bajaj Pulsar
 2004 - Bajaj CT 100, New Bajaj Chetak 4-stroke with Wonder Gear,
Bajaj Discover DTS-i
 2005 - Bajaj Wave, Bajaj Avenger, Bajaj Discover
 2006 - Bajaj Platina
 2007 - Bajaj Pulsar-200, Bajaj Kristal

Before the introduction of the Pulsar, the Indian motorcycle market trend
was towards fuel efficient, small capacity motorcycles (that formed the 80-
125 cc class). Bigger motorcycles with higher capacity virtually did not exist
(except for Enfield Bullet). The launch and success of Hero Honda CBZ in
1999 showed that there was demand for performance bikes. Bajaj took the
cue from there on and launched the Pulsar twins in India on November 24,
2001. The Pulsars excited segments of Indian youth, mainly due to a
muscular shape and stylish design[2] as well as its powerful engine (in Indian
context) at reasonable fuel efficiency and affordable cost. The Pulsars are
believed to be greatly successful in redefining the market trend. Since the
introduction and success of Pulsar, the Indian youth began expecting high
power and other features from affordable motorcycles.

9
LOCATION
Bajaj Auto has three plants in Maharashtra, at  Akurdi, Waluj and Chakan.

PARTNERSHIP

Bajaj Auto has a technical tie-up with Kawasaki Heavy Industries of Japan
to produce a range of the latest, state-of-art two-wheelers in India. Since the
tie-up in 1986, Bajaj Auto has launched KB100, KB RTZ, KB125, 4S, 4S
Champion, Boxer, Caliber, Caliber115, Wind 125 and India s first real
cruiser bike, the Kawasaki Bajaj Eliminator. A Fortune 500 company with a
turnover of USD 10 billion, Kawasaki Heavy Industries has crafted new
technologies for over a 100 years.

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 OBJECTIVE

The main objective is to know about the different promotional strategy of

different vehicles company in Rourkela .

The basic objective of the project is to know about the customers perception
on the bajaj auto product ( mainly the bikes which are provided by Bajaj
Auto) and to render the solution and suggestion in order to improvise the
customer satisfaction.

 To know the company profile.

 Follow the training program.

 Target and task assigned.

 Details description about weekly performance.

 Develop strategies.

 Who are our potential customers?

 From where we can get customer database?

 Complete distinguish between customer and client.

 Details descriptions about 16th weeks performance.

 Competitors strategy.

 How to fight out among competitors?

 Focus on the product as well as on customer.

 Customer profitability.

By this project I am able to know what are the different promotional strategy
adopted by bajaj auto and also the practical reality of the corporate world .

11
Also this project cum on the job training helps me to know the customers ,
which help me to prepare plan and policies in my future when I will be a
manager after completion of my MBA course.

This helps me also to know how to cope with different situation in my future
career.

STRATEGY
INNOVATIVE PLANS EMPLOYED:
There are so many innovative plans are adopted by Bajaj Auto to fulfill the
target which are commonly known as the promotional tools. which are as
follows.

The promotional strategies are adopted by different companies to become

successful in the market.

BAJAJ AUTO: -.
 The vehicle leader in Rourkela BAJAJ AUTO Company providing the
least rate of interest of 0 % through BAJAJ AUTO FINANCE LTD.
 It provides the scheme of BPL colour TV (14”) on every purchase of
Platina bike.

 It makes different advertisements through local TV channels, Post

cards, Leaflets, Banners, Hoardings and local Newspapers.

 Putting of canopies at public places to create public awareness about

the products.

 It provides exchange offer to purchase new bikes in state of older

bikes.

 It is doing different promotional campaign like LOAN MELA in rural

and crowd places of Rourkela.

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Canopy:-
The most effective way of promoting any product or organization is putting
stall of that organization in different crowed places, so that people can know
the exiting of that organization and product. When we started OUR SIP in
BAJAJ AUTO our very first job was putting canopy in different crowed
places so that we can collect data and create a huge database. Also many
people who don’t know about the product of Bajaj auto, they are able to
know and also approach for the product. One more benefit of putting such
kind of stall is that the people who see these stall they give their reference
for the product and the bank to their relatives and friends who are in need of
that product.

By sitting over their, we can create a brand image of BAJAJ although it has
a well reputed image but still their some people who don’t know about the
BAJAJ and its products.

Advantages

 We can create a database for our job.

 We can do our survey on the project.

 People know about the products.

 Customers know about the different schemes of he Two-Wheeler loan

 Also those who want to know about other products they can also
enquire about this from the canopy.

Limitations

 Unnecessary waste of time if it is not crowed place as the customer

will not come to the canopy.
 Unnecessary loss of money if municipality or police charged any
amount for the stall as we had put it on a public place.

Leafleting:-

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It is an effective way of promoting the product. A colors paper containing
the name, logo, contact no. and address of the bank is distributed to the
different people in the city. Also the leaflet contain some specification of the
product. Distributing leaflet to the customer increase the interest about the
product. They come to the stall (or canopy) ask detail about the product.
From these 10% people converted into an effective customer.

Competitors Strategy Against This

The different competitors also started doing the same leafleting with an
effective way.

Advantages

 It can create a brand building of BAJAJ.

 It can create an interest among the people about the product.

 It also attract the customer towards the product and the canopy where
it is placed.

 Customer also knows about the different scheme of the products.

Limitations

 If it is not used in proper way then it is only the wastage of money and
time.
 Some times it create a wrong image if the contact no is wrongly
printed.

These are the different advantages and disadvantages of the strategy. But
leafleting is always an effective way of advertising a product into the
market.

0% finance scheme:-
This scheme is developed to sell the bikes of BAJAJ Company in Rourkela
market. In this scheme the bank doesn’t take any interest from the customer.

14
This is an effective way of promoting the product of Utkal Auto Syndicate in
Rourkela Market.

The scheme is as follows

It has two loan amount one is Rs.25,000 and other is Rs.20,000 each having
two tenure period of 12 months and 09 months

For the loan amount Rs.25,000 for 12 months

Here the loan amount is Rs.25,000 and value of the bike is paid by the
customer as down payment.

The initial payment is DP+PF+SD

Here the Processing Fee (PF) is Rs.500

And the Stamp Duty (SD) is Rs.275

Rest 25,000 is financed in 0% interest rate

The EMI is Rs.2083 per month for twelve months

For the loan amount Rs.25,000 for 09 months

Here the loan amount is Rs.25,000 and value of the bike is paid by the
customer as down payment.

The initial payment is DP+PF+SD

Here the Processing Fee (PF) is Rs.900

And the Stamp Duty (SD) is Rs.275

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Rest 25,000 is financed in 0% interest rate

The EMI is Rs.2778 per month for nine months

For the loan amount Rs.20,000 for 12 months

Here the loan amount is Rs.20,000 and value of the bike is paid by the
customer as down payment.

The initial payment is DP+PF+SD

Here the Processing Fee (PF) is Rs.900

And the Stamp Duty (SD) is Rs.275

Rest 25,000 is financed in 0% interest rate

The EMI is Rs.1667 per month for twelve months

Advantages

 The product is sold and the volume is increased.

 Due to this scheme we are able to create many new customer towards
the product.

 We can attract many customers of BAJAJ competitors.

 The new customers are given good services so that they will be
BAJAJ loyal customer in future.

Limitations

 IRR will be low and bank cannot get the required return.
 If competitors started the same scheme they the value will be reduced
for ever and the market can be spoiled.

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  This scheme is for a short period for 15 days or one month only. It is
sufficient time to promote the product among the customers. It should
not be more than this period as it can cause some loss in the business.

This scheme is able create 3 times business during this period as compare to
last period. So it is an effective scheme to attract new customer towards the
bank and create new customer database.

RTO free scheme:-

This is a scheme is developed to promote the vehicles of Bajaj Auto in
Rourkela Market. This is known as RTO free scheme as we were offering
RTO (Road Tax Office) free to the customer who purchases any bike of the
BAJAJ. This is scheme is very useful for the bank and bank can generate
bigger revenue than 0% finance scheme as it has IRR (Internal Rate of
Return) is same as the other regular scheme.

This scheme is as follows

Any one who want to avail this scheme he got RTO free or Rs.2200
whichever is lower.

Rate of interest is 8.94% per annum

Processing fee is 2.21% of loan amount

Stamp duty is Rs.275

Advance EMI no. one

The loan amount should not be less than Rs.25,000

The interest is calculated in structured scheme.

Initial payment is DP+ PF+ SD+ One Advance EMI

For example

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Suppose a customer want to buy BAJAJ PLATINA with the scheme where
he is paying Down Payment of Rs.11520 and want to avail RTO free
scheme. Then

Down Payment is 11,520

Loan amount is Rs. 27,000

Stamp Duty is 275

Processing Fee 597 (2.21% of loan amount)

One advance EMI of Rs.1247

Initial Payment Rs.(11520+ 275+ 597+ 1247)

This is equal to Rs.13562

But RTO is free so by deducting RTO Initial Payment is reduced to

Rs.11362

And the EMI are given as below

1247*11 + 999*12 + 716*12

i.e. that customer has to pay 1247 for 11 months 999 for next 12 months and
716 for last 12 months.

In this way we are providing the RTO free scheme.

Advantages

 Low rate of interest with discount attract the customer towards the
product.
 After attracting retain the customer as their no much no of advance
EMIs.

 The product is sold and the volume is increased.

Limitations

18
  As the scheme is an structured scheme so the customer so
unwillingness to purchase the product.
 If competitors started the same scheme they the value will be reduced
for ever and the market can be spoiled.

This RTO free scheme is free for one and half month during the month of
May and June. It can able to generate the revenue of two times than the last
period for the company. The scheme is useful to create more customer for
the bank.

Insurance free scheme:-

The scheme is developed by the bank and The BAJAJ company in Rourkela
market. According to the scheme the company will provide a discount of
Rs.1100 or one year insurance which ever is lower. Here the company
targeted to the customers who are always in need of a discount. There is a
large segment of the customer who will purchase only after getting some
discount. So BAJAJ can cut hold this segment. The scheme gives the IRR of
18.05% per annum

which is same as we get from all other schemes. The scheme provided by the
BAJAJ will give the higher percentage of customer and increase the
customer.

The scheme is as follows

Rate of Interest is 8.94% per annum

Processing fee is 2.21% of loan amount

Stamp Duty is Rs.275

Down Payment is depend upon the customer’s profile

Tenure is 24, 30 or 36 months

EMI is structured

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Initial Payment is DP+PF+SD-Rs.1100 or insurance which is lower

The scheme gives an IRR of equal to the other schemes.

Advantages

 Low rate of interest with discount attract the customer towards the
product.
 After attracting retain the customer as their no much no of advance
EMIs.

 The product is sold and the volume is increased.

Limitations

 As the scheme is an structured scheme so the customer so unwillingness

to purchase the product.

Bajaj Confidence Plans:

All Bajaj bikes come with a basic warranty of 2-years/ 30,000km#. Now, we
are extending our commitment even further. Introducing Bajaj Confidence
Programme, which offers Extended Warranty for your favourite Bajaj bike!

The Extended warranty gets activated as soon as the basic warranty expires

Available on CT100, Platina, Discover/ Discover DTS-i, Pulsar DTS-i 150

and DTS-i 180

Covers necessary repair/ replacement of parts due to unforeseen and/or

electrical and/or mechanical breakdown as stated in the manual

You also get a special Bajaj Confidence Certificate at the end of the
Extended Warranty period

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Available only at select Bajaj outlets

There are two Extended Warranty plans to choose from. Pick the one that
suits you the best:

Plan A: Two Years Extended Warranty Valid for 2-years/ 20,000

km, whichever is earlier, from the date your bike's basic warranty expires, to
a maximum run of 50,000 km.

Plan B: One Year/ 10,000 km, whichever is earlier, from the date your bike's
basic warranty expires, to a maximum run of 40,000 km.

HERO HONDA: -

 Hero Honda leading the market by lunching of the Passport Programme

to attract new customers.

 It provides exchange offer to purchase new bikes in state of older

bikes.

 It gives more attention towards reselling value

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  It provides easy finance having tie-up with SBI.

 It provides exchange offer to purchase new bikes in state of older

bikes

HONDA: -

 The new market sensation Honda provides DVD Player on every

purchase of Honda Shine bike.

 It provides exchange offer to purchase new bikes in state of older

bikes

INDUSTRY PROFILE

Company
Bajaj Auto Limited
Profile:
Ticker: 500490
Exchanges: OTH
2006 Sales: 74,680,000,000
Major Industry: AUTOMOTIVE
DIVERSIFIED AUTOMOTIVE
Sub Industry:
MFRS.
Country: INDIA
Employees: 10579

Authorized dealer in ROURKELA

Name UTKAL BAJAJ (For 2 & 3 Wheelers)

Address PANPOSH ROAD, Pin- 769004

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 Phone Nos (0661)2504764 , 2513908 , w/s 2664189

Mobile Nos 9861065740,9437049500

Contact  Person MR. SAJJAN K.KHAITAN

E-Mail rkl_khaitans@sancharnet.in/
d10164@baldealer.com

Fax 2505064

GROUP COMPANIES
Bajaj Auto is the flagship of the Bajaj group of companies. The group
comprises of 27 companies and was founded
in the year 1926. The companies in the group are:

Bajaj Auto Ltd. Mukand International Ltd.

Mukand Ltd.
Bajaj Electricals Ltd.
Bajaj Hindustan Ltd.
Maharashtra Scooters Ltd.
Bajaj Auto Finance Ltd.
Hercules Hoists Ltd.
Bajaj Sevashram Pvt Ltd.
Hind Lamps Ltd.
Mukand Engineers Ltd.
Mukand Global Finance Ltd.
Bachhraj Factories Pvt. Ltd.
Bajaj Consumer Care Ltd.
Bajaj Auto Holdings Ltd.
Jamnalal Sons Pvt. Ltd.
Bachhraj & Company Pvt. Ltd.
Jeevan Ltd.

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Bajaj Ventures Ltd. The Hindustan Housing Co Ltd.
Bajaj International Pvt Ltd. Baroda Industries Pvt Ltd.
Hind Musafir Agency Pvt Ltd. Stainless India Ltd.

CORPORATE PROFILE

Rahul Bajaj Chairman

Madhur Bajaj Vice Chairman
Rajiv Bajaj Managing Director
Sanjiv Bajaj Executive Director

Ranjit Gupta Vice President (Insurance)

C P Tripathi Vice President (Operations)
N H Hingorani Vice President (Materials)
Kevin P D'sa Vice President (Finance)
Pradeep Shrivastava Vice President (Engineering)
S Sridhar Vice President (Mktg & Sales - 2Wh.)
V S Raghavan Vice President (Corporate Finance)
S Ravikumar Vice President (Business Development)
V S Raghavan Vice President (Corporate Finance)
S Ravikumar Vice President (Business Development)
K Srinivas Vice President (Human Resources)
Abraham Joseph General Manager (Research & Development)
J. Sridhar Company Secretary

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 BUSINESS DESCRIPTION
INFRASTRUCTURE
Bajaj Auto's three plants at Akurdi, Waluj and Chakan in Maharashtra,
western India, produced 1,814,799 vehicles in 2004-05.
Akurdi
Geared scooters, ungeared scooters and Bajaj Discover
Waluj
Bajaj CT100, Bajaj Wind 125 and three wheelers
Chakan
Bajaj motorcycles - Pulsar and Discover

Bajaj Auto plants are located at:

Mumbai - Pune Road, Akurdi, Pune 411 035
Bajaj Nagar, Waluj, Aurangabad 431 136
MIDC, Plot No A1, Mahalunge Village, Chakan 410 501 Dist. Pune

The Groups principal activity is to manufacture two and three wheeler

vehicles. Other activities of the group include insurance and investment
business. The Group operates in three segments, which are Automotive,
Insurance and Investment and Others. It has a network of 498 dealers
and over 1,500 service dealers and 162 exclusive three-wheeler dealers
spread across the country. The operations of the Group are carried out
solely in India.

25
 BRAND

  Motorcycles: Bajaj Platina, Bajaj Discover, Bajaj Pulsar, Bajaj

Avenger
  Scooters: Bajaj Kristal
 Three wheelers
 Goods carriers: FE 2S, GC 1000
 Passenger carriers: RE 2S, RE 4S, RE 4S CNG, RE 4S LPG, RE Diesel, RE
Diesel Mega

26
 PRODUCT DESCRIPTION
PULSAR DTS-i
The new Pulsar has many firsts to its credit. It comes equipped with an Oil
cooler, which helps control engine oil temperatures at sustained high speeds
and rpms, thus ensuring more stable engine oil viscosity. The 200cc DTS-i
engine generates 18 Ps of raw pulsating power to provide riding excitement
to performance hungry bikers. This makes the Pulsar 200 the most sporty
and stylish powerhouse on two wheels to pace the Indian roads.

It’s also the first bike in India to feature both front and rear tubeless tyres,
which besides offering superior stability are safer than conventional tube
types and in sync with the offerings abroad for similar applications. The rear
tyre is the broadest in its category to ensure better road grip and stability.

The new digital console is an advanced version of the latest Pulsar family.
Apart from the Digital Odometer, Digital Speedo Meter, Digital Fuel Gauge
and two Digital Trip Meters, the console on the 200 cc Pulsar DTS-i has
indicators for Air filter condition, Engine temperature, Battery voltage and
Oil level, all of which contribute to enhancing rider info for trouble-free
riding. Another first is the use of split seats for styling and comfort. The split

27
grab rail perfectly compliments the new rear chiseled looks. It is also the
first Indian bike to have electric start as the sole means of engine cranking,
dispensing with the kick lever.

Technical Specifications

Engine Type 4-stroke, DTS-i, Oil cooled

  Displacement 198.8 cc

  Max Power 18 Ps / 13.25 Kw

  Max Torque 1.75 kgm / 17.17 Nm

     

Suspension Front Telescopic forks 135 mm stroke

Triple rate spring, 5 way adjustable, gas charged

  Rear
NitroX shock absorbers

     

Brakes Front 260 mm hydraulically operated disc brake

  Rear Mechanically expanding 130 mm drum type

28
      

90/90 x 17” Tubeless tyre, shod on aluminium alloy

Tyres Front
wheels

120/80 x 17” Tubeless tyre, shod on aluminium

  Rear
alloy wheels

     

Fuel Tank Full 15 Lts ( 2 liters of usable reserve)

     

Electricals System 12V AC + DC

  Headlamp 35/35W clear lens type with 2 pilot lamps

     

Dimensions Wheelbase 1345 mm

  Weight 145 Kg

BAJAJ DISCOVER.
The Bajaj Discover a motorcycle made by Bajaj Auto in Chakan, India
debuted in 2004. This is the second indigenous bike from Bajaj.

29
The Discover was the second Bajaj bike (After the Pulsar segment) to come
with the six spoke alloys and the patented "exhaus-tec"—basically a
resonator that boosts torque at lower rpms. It also employed the Bajaj
trademark "dts-i" digital twin spark ignition technology used in the Bajaj
Pulsar 150 and 180 dts-i s. At launch, three versions were available:

 Round headlamp,spoke wheels,drum brake

 Fairing,spokes,drum brake
 Fairing, disc ,tacho,elecric start,alloys.

However, during mid 2005, the Discover was made a singe variant model. It
was revamped with new graphics, black grab-rail, sns(spring in spring)
suspension, 130 mm drum brakes, six spoke alloys as standard, and some
engine tweaks predominantly aimed at reducing friction and combustion
roar. The Bajaj Discover has been the highest selling 125 cc bike in India
since the day of its inception. Despite the fact that it has a notchy gearbo and
that it is not very comfortable for tall riders (6 foot plus), it has proven to be
a very popular executive commuter.

Recently, a low cost model with a 110cc engine has been launched with
mixed success.This has the same body parts, SNS suspension, and other
features. It comes with alloy wheels, front & rear drum brakes & no electric
start.

Testimonial to the above facts is that it won the prestigious Overdrive (auto
mag) "bike of the year" and "indegenous design of the year" in 2005. It has
won critical acclaim from several other noted auto/bike magazines: Autocar
India, Bike India, and Business Standard Motoring in their bike tests

Technical Specifications

 Engine  : 4 stroke ,air cooled dts-i single cylinder

 Bore x stroke  : 57.0 mm x 48.8 mm
 Eng. displacement  : 124.52 cc
 Compression ratio  : 9.5+-0.5:1
 Max. net power : 8.47kw (11.51ps) at 8000rpm
 Transmission  : 4 speed constant mesh
 front and rear brakes  : mech. expanding shoe and drum
 climbing ability  : 25% (14 degrees) max
 Fuel tank full  : 10 litres
 Reserve  : 2.3litres

30
  Electrical system  : 12volts ac+dc

Dimensions
 Length : 2030 mm
 Width  : 760mm
 Height : 1065mm
 Wheeelbase : 1305 mm
 Ground clearance : 175mm (min)

Tyre size
 Front : 2.75 17 inch rim
 Rear : 3.00 17 inch rim

Vehicle kerb weight

 129 for electric start version
 125 for kick start version

BAJAJ PLATINA
Bajaj Platina is a 100 CC Motorcycle built by Bajaj Auto. It debuted in
2006.

Bajaj Platina is the latest 100cc bike from Bajaj Auto to take on TVS Star
City. The cheaper version will come for Rs 34,500, while the higher version
of Bajaj Platina will cost Rs 36,000 ( ex-showroom prices, Delhi). Bajaj
hopes to sell about 75,000-80,000 units of Platinas a month.

The Bajaj Platina is based on the CT-100, but with a revised gearbox, fresher
body panels and optional alloy wheels. Bajaj also offers the Bajaj Discover
112 in the entry level segment. The entry-level segment is being
strengthened by the arrival of the Bajaj Platina. The company will use it new
Pantnagar plant to build the Platina.

It is very much visible that all the body panels, fairings, electronics of this
bike are borrowed from the successful Bajar Wind 125 Worldbike. It is
debated whether it was a wise decision to cease the productions of Wind 125
& Caliber 115. Both were highly successful machines & were the top selling
models in their respective segment when the production was cut. Both had
exceptionally efficient & smooth Kawasaki K-Tec engies. The smooth

31
engines were quite uncommon in India & were well received by the
customers. The K-Tec engines are no longer in use & Bajaj instead uses
indigenously developed powerplants.

Bajaj Auto has also announced plans to launch a dual-fuel bike which will
run on CNG/LPG as well as petrol. The bike is under development.

Bajaj Kristal DTSi:-

The Bajaj Kristal DTS-i is the second vehicle in the scooterette segment to
be launched by Bajaj Auto. It is targeted at the young college girls and is
designed for easy city riding.

The Kristal DTS-i boasts of the Bajaj patented Digital Twin Spark Ignition
(DTS-i) technology with ExhausTEC which offers excellent driving
capabilities. This vehicle is also armed with the revolutionary Spring-in-
Suspension technology (SNS) for a comfortable experience. It has the
unique Front Fueling system that ensures a convenient refueling for the
rider.

The newest entrant from the Bajaj stable is a style statement for the young
college going girls.

Bajaj Wind 125

If you like flying high with the wind without the wings, then Bajaj Wind125
is the must buy for any bike lover. Its 125cc K-TEC engine producing power
of 10.8 bhp (7.95 kw) provides torque of 9.8Nm@7000rpm.

Its 13 litre contoured fuel tank with the eye catching trapezoidal optoprism
headlamp, aluminum die cast grab rail, dual tone body etc. are accelerating
its market demand so rapidly.

For super biking this motor cycle has stored various key features for its rider
like longer stroke Hydrodynamic (HDS) Suspension, aerodynamic frame
geometry, easy gear shifting mechanism, smooth kick start mechanism,
ergonomically designed seat, glide like handling, 800mm of saddle height
etc.

32
To assure fully secured and safer riding, this bike is loaded with the features
like wheel base of 1260mm, drum brakes of 130 mm in the rear and disc
brake (optional) of 240mm in the front, MFR indicators, optoprism halogen
headlight, tail lamp etc.

Bajaj Avenger
Bajaj Avenger with its high end performance and highlighting features gives
the guarantee of secured and comfort riding.

Its aesthetic feature includes low slung cruiser with a flamboyant chrome
outlook for a better looks.

Its comfort feature incorporates its comfortable seating arrangement. Its

wider saddle seat, special backrest for pillion with lowest saddle height,
lowest center of gravity, forward foot riding posture provide desired
satisfaction to the rider as well as to the other passenger.

Assurance of longer travel of 140 mm is being given due to the presence of

longest front telescopic front suspension.

Its powerful lighting like 60/ 55 watt halogen headlamp thinks about the
security of the rider even at night.

ABOUT BAJAJ
Bajaj Auto Ltd. is the largest exporter of two and three wheelers. With
Kawasaki Heavy Industries of Japan, Bajaj manufactures state-of-the-art
range of two-wheelers. The brand, Pulsar is continually dominating the
Indian motorcycle market in the premium segment. Its Discover DTSi is also

33
a successful bike on Indian roads.

Quick Facts

Founder Jamnalal Bajaj

Year of Establishment 1926

Industry Automotive - Two & Three Wheelers

Business Group The Bajaj Group

BSE - Code: 500490; NSE - Code:

Listings & its codes
BAJAJAUTO

Presence Distribution network covers 50 countries.

Dominant presence in Sri Lanka, Bangladesh,
Columbia, Guatemala, Peru, Egypt, Iran and
Indonesia.

Joint Venture Kawasaki Heavy Industries of Japan

Registered & Head Akurdi

Office Pune - 411035
India
Tel.: +(91)-(20)-27472851
Fax: +(91)-(20)-27473398
Akurdi, Pune 411035
Works
Bajaj Nagar, Waluj Aurangabad 431136

Chakan Industrial Area, Chakan, Pune 411501

E-mail rahulbajaj@bajajauto.co.in

34
Website www.bajajauto.com

Products and Brands

Products Brands

Motorcycle Bajaj
Bajaj CT 100 Bajaj Discover
s Avenger

Bajaj Wind
Bajaj Pulsar Boxer
125

Kawasaki Bajaj
Caliber Caliber115
Eliminator

KB100 KB RTZ KB125

4S 4S Champion

Scooters Bajaj Chetak Bajaj Wave

Awards & Accolades

35
2005 Bajaj Discover DTS-i was chosen as Bike of the Year and
Indigenous Design of the Year by Overdrive Awards.
Bajaj Auto was chosen as Bike Maker of the Year by ICICI
2004 Bank Overdrive Awards.

DTS-i Technology was chosen as Auto Tech of the Year by

ICICI Bank Overdrive Awards.

Bajaj Pulsar DTS-i became Bike of the Year by ICICI

Bank Overdrive Awards.

Wind 125 chosen as the Two Wheeler of the Year by

CNBC AUTOCAR Awards.

Wind 125 chosen as the Bike of the Year by Business

Standard Motoring.
Bajaj Pulsar 180 DTS-i chosen as Wheels Viewers Choice
2003 Two Wheeler of the Year and Best Two Wheeler by BBC
World Wheels Award.

Bajaj Pulsar 150 DTS-i chosen as Best Two Wheeler

between Rs. 45,000 to Rs. 55,000 by BBC World Wheels
Award.

Bajaj Boxer AT KTEC chosen as Best Two Wheeler under

Rs. 30,000 by BBC World Wheels Award.

Bajaj Pulsar chosen as Motorcycle Total Customer

Satisfaction Study by NFO Automotive.

Bajaj Pulsar chosen as Bike of the Year by ICICI Bank

OVERDRIVE Awards.
Bajaj Pulsar chosen as Most Exciting Bike of the Year by
2002 OVERDRIVE Awards.

Bajaj Eliminator chosen as Bike of the Year by

OVERDRIVE Awards.

36
2001 Bajaj Eliminator chosen as Most Exciting Bike of the Year
by OVERDRIVE Awards.

Sales Performance

Sales 2004-05 (Nos.) 2003-04 (Nos.)

Motorcycle 1,449,710 1,023,551

Other two-wheelers 152,936 265,398

Total two wheelers 1,602,646 1,288,949

Three wheeler 222,053 229,182

Total two & three wheler 1,824,699 1,518,131

Of the above, exports were:-

Two wheelers 130,945 90,210

Three wheelers 65,765 65,797

Total Exports 196, 710 156,007

Market Share

37
 BAL's
Year ended Market Market BAL BAL's
market
31 March (nos.) growth (nos.) growth
share

2005 5,217,996 20.9% 1,449,710 41.6% 27.8%

2004 4,316,777 14.9% 1.023,551 17.9% 23.7%

2003 3,757,125 31.3% 868,138 32.3% 23.1%

2002 2,861,375 40.7% 656,018 55.4% 22.9%

2001 2.033,196 - 422,016 - 20.8%

Financials at a Glance

Nine Nine Year

Quarter Quarter
Months Months Ended
Ended Ended
Ended Ended 31.03.05
31.12.05 31.12.04
31.12.05 31.12.04 (Audited)

Segment Revenue

Automotive 20020.4 16071.8 55054.0 42852.1 59338.9

Insurance 9839.6 2917.4 20847.3 7303.1 14325.4

Investment &
1074.8 873.9 3404.3 2818.3 4095.2
Others

38
Total 30934.8 19863.1 79305.6 52973.5 77759.5

Less: Inter
segment 57.3 39.2 211.6 245.4 290.7
Revenue

Net
Sales/Income
30877.5 19823.9 79094.0 52728.1 77468.8
from
operations

Segment Results

Automotive 3069.5 1863.5 8067.0 5217.6 7233.4

Insurance (259.3) 59.8 (363.9) 451.5 402.1

Investment &
927.8 856.4 3139.3 2683.8 3877.8
Others

Total 3738.0 2779.7 10842.4 8352.9 11513.3

Less: Interest 1.4 2.7 2.8 5.0 6.7

Total Profit
3736.6 2777.0 10839.6 8347.9 11506.6
Before Tax

Capital Employed

39
Automotive 9916.9 7931.6 9916.9 7931.6 9084.9

Insurance 3853.7 3625.1 3853.7 3625.1 3355.7

Investment &
53308.0 46392.0 53308.0 46392.0 47354.6
Others

Unallocable 1069.3 329.1 1069.3 329.1 (1729.9)

Total 68147.9 58277.8 68147.9 58277.8 58065.3

Milestones

2005 Bajaj Avenger and Bajaj Wave launched.

2004 Bajaj Discover DTS-i, New Bajaj Chetak 4 stroke with

Wonder Geaf and Bajaj CT100 launched. Bajaj also unveils
new brand idenity, dons new symbol, logo and brandline.

2003 Pulsar DTS-i and Bajaj Wind 125-The World Bike was
launched. In the executive motorcycle segment, its Caliber
115 "Hoodibabaa!" was launched. 107,115 Motorcycles
sold in a month.

2001 Launches Pulsar and Eliminator.

2000 Bajaj Saffire was introduced.

40
1999 Caliber motorcycle notches up 100,000 sales in record time
of 12 months. Production commences at Chakan plant.

1998 Kawasaki Bajaj Caliber rolls out of Waluj. Legend, India's

first four-stroke scooter rolls out of Akurdi. Spirit launched

41
 REVIEW OF THE LITERATURE
DEFINITION OF PROMOTION

Promotion is first and foremost a communications tool, an instrument for

transmitting the official corporate message and image to the four markets of
the cultural enterprise. Companies have direct control over corporate
communications and can decide how to manage their image and the content
of their message. Of course, other variables within the marketing mix can
also reflect the company’s image, and, in the cultural milieu, the critics also
send a message to its different potential markets.

Promotion is also a tool of change, enabling a firm to modify consumers'

perceptions, attitudes, knowledge, and awareness. Therefore, promotion can
educate the consumer about a product to varying degrees. It can also adjust
consumer attitudes by turning indifference into desire or transforming
negative perceptions into positive ones.

Role of Promotion

To communicate with individuals, groups or organizations to directly or

indirectly facilitate exchanges by informing and persuading one or more
audiences to accept an organization's products.

-Companies must communicate with their customers, this communication

should not be left to chance.

Design communication to your specific target audience:

Target Market

Part of Target Market

Different stakeholders of your organization.

Nine elements to the communication process.

Sender Chrysler and Receiver Target Market (35-50yr aspire BMW/Lexus)

are the major parties in the communication process. Message New Car,
Cirrus, comfort of a Lexus and handling of a BMW for less money and the

42
media TV, direct mail, Brooks Brothers etc are the major communication
tools.

4 more major functions:

Encoding--putting thought into symbolic form. Advertising Agencies

creating radio commercials, TV commercials, prepare direct mail pieces,
sales pitch etc

Decoding--consumer interprets message. Understanding the target market's

perception process is critical.

Response--reaction of the receiver buy or not to buy, take next step down
AIETA, go to the showroom etc.

Feedback--response communicated back to the sender 1-800 #s, increase in

sales. Number of customers in show room etc. Better for Personal Selling,
not advertising

Last element is Noise in the system, more noise with non-personal

communication

Sender needs to know:

what audiences they want to reach

what responses they want.

how the target audience decodes messages

what media will effectively reach the target audience

Selecting Promotional Tools

A marketer must do the following while planning and sending

communications to a target audience:

Identify the Audience

Individuals, groups, special publics or the general public.
Intermediaries vs Consumer

43
Identify the Stage of Product Life Cycle

Introductory Inform Publicity/Advertising/Sales force (interm.)/Sales

promotion (free samples)

Growth Persuade Differentiate from competitors offering

Maturity Remind Reminder advertising, Sales promotion (coupons)

Decline Cut budget

Product Characteristics

Complexity How much information must be communicated. The more

complex the message, the greater the need to use personal selling.

Risk Greater risk, greater need for personal selling

Stages of Buying Decision. In many cases the final response sought is

purchase, but purchase is the result of a long process of consumer decision
making. Need to know where the target audience now stands (in the
process), and what state they need to be moved to.

Adoption Process

Not Aware--Advertising/Publicity

Aware--no knowledge Advertising/Publicity

Interest--how do they feel? Personal Selling/Sales Promotion/Advertising

Evaluation--should they try? sales promotion/personal selling

Trial--test drive/sales promotion

Adoption--do they purchase? Reminder/reinforce--advertising

Communication programs goal must lead consumers to take the final step.

Channel Strategies-Push Vs Pull Policy

44
Push-promotes product only to the next institutions down the marketing
channel. Stresses personal selling, can use sales promotions and advertising
used in conjunction.

Pull-promotes directly to consumers, intention is to create a strong consumer

demand, primarily advertising and sales promotion. Since consumers are
persuaded to seek products in retail stores, retailers will in turn go to
wholesalers etc (use channels overhead)

45
 EMPIRICAL ANALYSIS
Analysis:

All the responses includes age group people starting from 20 years to 65
years and these people belong to different classes i.c. ;Job Class, Business
Class, Students etc. The questionnaire explains us about the following

1. About Vehicle availability

2. Ownership of Vehicle
3. Market Share of Vehicle
4. Preferential Factors of the Customers

The data I have found from the questionnaire that help me to draw suitable,
amicable and feasible conclusion in order to improve the Bajaj performance
and also increase their work efficiency which results in increment of their
revenue. The questionnaires also address the problems that are being faced
by the customers when they visit the show room. So by addressing to
customer’s problems, queries and solving them accordingly will help the
company to improve their efficiency and results in customer’s satisfaction.

1. About Vehicle availability

Before going to the other topics, firstly we should analyses about the
availability of Two-Wheeler with the customer. This helps us to know about
the current financial status of the customer, which also address that how
many customers are having the hundred responses. According to the
responses collected from public it is delight that eighty percent of the people
have the vehicle and twenty percent of people don’t have the vehicle, which
is shown graphically by using a pie-chart below. This implies that Two-

46
Wheeler is being sold like anything else. So it is a good sign to the company
that people are interested to go for Two-Wheelers.

VEHICLE AVAILABILITY
No
20%

Yes
No

Yes
80%

If the Bajaj Auto is able to translate the prospective customers into potential
customers then the bank can become market leader in Rourkela. One of the
strategies could be that the company should establish a good and healthy
relationship with customers which will be long lasting.

2. Ownership of Vehicles:-

The second aspect of the analysis of the analysis is about the Ownership of
the vehicles. In MS Excel worksheet I initialized “1=Yes,2=No”. Here Yes
refers to they own the vehicle and NO refers to the vehicle is financed. In the
first aspect out of hundred responses 80% of the people have the vehicle and
20% of the people offered by different bank irrespective of their nature
(Public/Private).This is an indication to all the banks that in order to sustain
in this competitive era each bank has to adopt some different strategies in
order to create a need and want among customers.

47
 OWNERSHIP OF VEHICLES

19

Yes
No

81

3. Market Share of Vehicles:-

The third aspect in the analysis is about the market share of financed
vehicles by different banks as per collected data. In MS Excel worksheet the
values were allotted for different banks as per the collected responses.

48
 HERO HONDA
BAJAJ
OTHERS

.4. Preferential factor of Customer:-

The fourth aspect which is covered in the analysis is about the preferential
factors of customers when they choose to avail a loan from the banks. From
the graph it is can be clearly observed that how the customers prefer more to
Low Interest Rate as compared to other factor like Less Processing Time,
Long Tenure period, Customer Friendly share comparatively equal
percentage i.e; 10%. It is more clearly explained with the help of a pie-chart
in percentage wise how it is affecting the customer perception.

49
 70

60

50

40

30

20

10

0
Advertising 0% RTO free insurance Low down Attractive
financed scheme free payment after sales
scheme scheme service

The questionnaires included in the question related to the factored that were
vary important to the customer according to them. Customer were asked to
grade feature given in the question are according to their preference and
feasibility in decreasing order of 6 to 1in which 6 being the highest and 1
being the lowest. As shown in the above pie-chart 60% of people attracted
through advertisement.10% people are attracted through 0% financed
scheme. That implies people emphasizes on their repaying capacity that is
how much they take and how much they pay back. If the interest rate is low
than the customers see that they are paying less interest towards their loan
amount. 10% people through RTO free scheme. 5% people through

50
insurance free scheme. 10% people through low down payment
scheme.And 5% people attracted through after sales service.

51
 FINDINGS AND SUGGESTIONS

MARKET SHARE

28.1

38.2
HERO HONDA
BAJAJ
OTHERS

33.7

52
 MARKET GROWTH IN %

40

30

20

10

0
2001 2002 2003 2004 2005 2006
Column 1 20.8 22.9 23.1 23.7 27.8 33.7

MARKET GROWTH IN %

40

30

20

10

0
2001 2002 2003 2004 2005 2006
Line 1 20.8 22.9 23.1 23.7 27.8 33.7

53
Bajaj Auto continued to be India’s largest exporter of two and three
wheelers. During 2005-06, it exported 250,204 two and three-wheelers—
which represented a growth of 27 per cent over 2004-05. Exports now
constitute 11 per cent in volume terms and 12 per cent of its value of net
sales.

MARKET GROWTH IN NOS.

54
 DISCUSSION:-

It is critical to the success of all marketing organization that they achieve

some sort of competitive advantage in the marketplace. A competitive
advantage can be achieved only when two distinct condition are met. First,
for an organization to enjoy a competitive advantage in a market, the
difference or difference between it and its competitors must be felt in the
market place: that is a critical buying criterion for customers or prospects.
And the product/ service offering must be differentiated enough to win the
loyalty of a significant set of buyers; it must leave a footprint in the market.

In this report we have discussed, about some two wheeler companies are
market leader and some are following them. To be market leader, one has to
prepare an effective marketing strategy, a company must study its
competitor as well as its actual and potential customers. Companies to
identify its competitor’s strategies, objectives, strengths, weakness and
patterns. They also need to know how to design an effective competitive
intelligence system.

In the Rourkela market BAJAJ auto facing a strong competition from its
competitor. In Rourkela,HERO HONDA is the market leader because of the
fast service.

To be market leader, BAJAJ AUTO has to follow some new strategy and
techniques. BAJAJ AUTO has all caliber to be market leader, it is possible
only if it has to slightly modify its strategy.

In this aspect BAJAJ AUTO should follow the strategy of HERO HONDA.
Another major problem, which is faced by BAJAJ AUTO is lack of
awareness about the company.

So, The company should do lot of publicity to create its brand image. Again
BAJAJ should adopt new technology and should open customer care centre.
If the company make some small change like this , then definitely going to
get profit. Some problem facing by BAJAJ AUTO and its suggestion is
given below:-

55
The problems that the Company is facing are:-

 Here the fast and important problem is lack of awareness about the
product.
 Next one is infrastructure. There is insufficient infrastructure that
should be visible to every one.

 They should do a lot of publicity exercises. Since very less people

knows about BAJAJ.

 Immense competition from its competitors either from public sector or

private sector.

 They should adopt the new technological changes that are being in to
existences which will be useful for marketing..

 After adopting new technological changes if they are user friendly

then its on the company obligation that they should make the people
to understand the usage of new technology and its assistance to them.

 There is no customer care which is an essential activity to be done.

SUGGESTIONS:-

 BAJAJ AUTO should make some strategies in order to attract more

customers which will be helpful to the company in order to increase
their revenue and profit.
 The company should try to create new ways such as free gifts, fast
processing, low and flexible interest schemes as such programs should
be floated in the market so as to get good market share.

 They should put up some stalls in public places and make the public
to get accustomed to theBAJAJ’s Two Wheeler products offered by
them which is a source of advertisement.

56
  The company should use their full resources to satisfy their customers
and make them happy such that they will become loyal to their
company.

 There should be attracted value added services given by the company

to the customers in order to maintain good and healthy relationship
with the customers.

 The company personnel should have a talk in such a way that the
customer should be attracted towards the company and refer the
company to others.

 The company should always keep the grievances boxes and they
should attend these problems with a immediate effect.

 If the new technology is installed in the product then it should be user

friendly to all the customers.

 They should always keep the tracks of all the changes that are
happening in entire industries as well as of their competitors and keep
a spy eye on them.

 There is a need to provide a Customer Care center facility for the

customers which will be open be 24 X 7 hours, where the customers
are free to call and ask their queries regarding any loan or problems
etc.

 In order to increase their market share there is a need to expand their

reach.

 Utilization of their Human Resources should be more efficient.

These are some problem and suggestion given to BAJAJ AUTO Apart from
this, to compete with its competitor, Managers need to conduct a customer
value analysis to reveal the companies strengths and weakness related to
competitors. The aim of this analysis should be to determine the benefits
customers want and how they perceive the relative value of competitor’s
offers. An important as a competitive orientation is in today’s global market,

57
company should not overdo the emphasis on competitors. They should
maintain a good balance of consumer and competitor monitoring.

58
 CONCLUSION

From this study I came to know that In this competitive era every company
wants to be the market leader, so different companies adopt different
promotional strategies like canopy, leaflet, hoardings, newspaper, TV etc.to
sell their bikes. The companies producing different model of bikes to serve
and cover the different segments. and financing the bikes make it easy for
them to attract new and low profile customers.

These are the problems that are being faced by BAJAJ in the selling of two
wheelers in Rourkela. Since in the market there is boom for Two Wheeler
their fore there is a hope for the Bajaj Company that it can do wonders
which are changing on a day to day basis? From the analysis of the
questioner it could be concluded that most the customers consider those
products who provide them latest technology, low price, Two Wheeler loan
at low interest rate, which is consider to more preferable among all other
facility like low processing, longer tenure, minimum documentation, etc. the
result also shows that people are more motivated towards new products that
provide them the latest technology so BAJAJ have an opportunity to be the
market leader in two wheeler segment. It was found that being a good
company in Rourkela it is less known to the people so the bank should take
necessary steps to inform people about its facility by increasing its
advertisement and publicity by every means.

So on the whole there is bright future for BAJAJ ahead in a competitive

environment, which is a challenging task for them to be market leader in two
wheeler loan segment in Rourkela zone.

59
 APPENDICES
QUESTIONARE:-

SUMMER INTERNSHIP PROGRAM

As a part of MBA program I am conducting a survey to study the

comparative study on the perception of customer about the promotional tools
adopted by Bajaj Auto for two wheelers in rourkela. Which would help me
in assessing the new challenges to be faced and the future focused to be
done.

I request your kind co-operation and your valuable time to answer these
questions and I assure you that the information collected will be used for
academic purpose only and will be kept confidential.

NAME:
ADDRESS:

CONTACT NO:
NAME OF THE ORGANIZATION:

1) Do you have any vehicle?

a) Yes b) No
2) From where you get the information about the bike?
a) Television b) Friends and Relatives
c) Hoarding d) other resources
3) In your opinion which promotional tool is more effective?
a) Advertisement b) Canopies
c) Hoarding d) Banner

60
 e) Leaflet
4) Have you ever visited any canopy?
a) Yes b) No
c) Unaware of canopy
5) If yes, then how many times have you come across?
a) Once b) Twice
c) Rarely d) Occasionally
e) Frequently f) Not Applicable
6) Are you getting the sufficient information from the promotional tools
like canopies ,hoarding ,T.V ,leaflet etc?
a) Yes b) No
7) Have you ever visited BAJAJ show room?
a) Yes b) No
8) If yes, then how many times have you come across?
a) Once b) Twice
c) Rarely d) Occasionally
e) Frequently f) Not Applicable
9) Are you satisfied with the services offered by the BAJAJ show room?
a) Satisfied b) Not Satisfied
c) Some what satisfied d) Not up to the mark
10) If you have a bike,then the vehicle is yours or financed?
a) Own b) Financed
11) If financed then by whom?
a) Centurion b) Citi Finance
c) BAJAJ Finance d) ICICI
e) HDFC f) Others
12) You opt to take the loan from the above mentioned bank because off:
a) Low Interest rate b) Long Term Tenure Period
c) Customer Friendly d) Low Processing & Admin. Charges
d) Less Processing Time f) Attractive After Sale Service
13) Do you get any benefit if you take the bike from canopy?

61
 a) Yes b) No
c) To some extent d) No idea
14) If yes ,then what kind of benefit you get?
a) Any gift b) Low interest rate
c)Discount e) Good service
15) Do you know BAJAJ has provide any exchange offer?
a) Yes b) No
16) If you have any old bike ,then are you interested to exchange it?
a) Yes b) No
c) After decide d) Some extent
17) Do you know any thing about Loan Mela arrange by BAJAJ Auto?
a) Yes b) No
18) Are you interested to take any bike from BAJAJ?
a) Yes b) No
c) After decide d) Some extent
19) Suggest some way/ideas in order to improve the bank’s efficiency and
can serve the public at a faster rate

62
 BIBLIOGRAPHY

News papers, Journal, Magazine, Past records, etc.

Marketing personnels ,Employees,Dealers, Customers of Bajaj

Markering Mamagement (by Philip Kotler)

Advertising Management(by S.C.Chunawala & Sethia)

WEB SITES FOLLOWED:-

1) www.bajajauto.com

2) www.bajajtwowheelers.com

3) rkl_khaitans@sancharnet.in

4) d10164@baldealer.com

5) www.googlesearch.com

63