A

Project Study Report

On
Training Undertaken at
TATA MOTERS

Titled

“COMPARATIVE STUDY OF OVERALL MARKET SHARE OF TATA MOTORS”

Submitted in partial fulfillment for the

Award of degree of

Master of Business Administration

Submitted By: - Submitted To:-

Jaipal Tard Dr. Giriraj Kiradoo
MBA III Semester Associate Professor
Head :- MBA

2011-12

Engineering College, Bikaner

(An Autonomous Institute of Govt. of Rajasthan)

66
66
 PREFACE

It is well evident that work experience is an indispensable part of every professional course. In the
same manner practical training management course. Without practical experience, one cannot
consider oneself as a qualified, potential & capable manager.

Hence to fulfill requirement the researcher undertook eight week training in Dunac Motors (Tata
Motors, Bikaner). Entering the organization is like stepping into an entirely new world. At first
everything seemed strange and unheard of but as time passed, the researcher understood the
concept and working of the organization there by developed a professional relationship.

The researcher sincerely believe that there is no better place to learn the practical side of
management studies then the industry itself.

Chapter one consist of introduction to the organization.

Chapter two comprises of project profile.
Chapter three includes facts and finding and analysis and interpretation.
Chapter four consists of SOWT analysis, complaints, suggestion and conclusion.

66
 Acknowledgement

I would like to take this opportunity to express my profound gratitude to all those who have been
concerned in preparation of this report.

I would like to thank Dr. Giriraj Kiradoo, Head, Department of Management & Technology,
Engineering College Bikaner.

I would like to thank my project guide Mr. Bhikharam Choudhary for their guidance and help.

I express special thanks to Mr. Rajesh Bishnoi (Area Sales Manager) Mr. Sanjay Bissa (Direct
Sales Manager) DUNAC MOTORS PVT. (TATA MOTORS) for giving me this opportunity to enrich
my knowledge in field of marketing.

I would like to thank Mr. Rajesh Bishnoi for helping me at every stage by providing information and
his valuable guidance.

I would like also like to thank my parents and all friends who have helped me to complete this
project successfully.

Jaipal Tard
MBA III SEM

EXECUTIVE SUMMARY

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Tata motors pvt. Ltd. was established in 1945. Tata motors motto was complete satisfaction of
customer. In this organization many members are working. The main reason to open this
organization in Bikaner is that Bikaner is a developing area. Dunac motors pvt.ltd. Provide products
which are successful rural area. The project cost is 25.86 laces.

The organization provides better service for vehicle. Spare parts are also available in organization.
It also provides finance on every product.

The Dunac products are mostly goods carrying. Products are mostly hard and used by both
passengers & commercial users. Hardness and durability are the most important attribute for
purchasing the DUNAC products.

In this Research we find the overall share of Tata motors in Bikaner region as compare to Ashok
Leyland and Eicher.

TABLE OF CONTENTS

66
 Chapters Table of contents Page no.
Chapter-1 OVERVIEW 7
Introduction to the organization 7
Mission and awards 10
Chapter-2 STUDY PROFILE 13
Title of the study 14
Significance of the study 14
Objective of the study 14
Research methodology 18
limitations of the study 18
Chapter-3 FACTS AND FINDINGS 19
Human resource 20
Marketing 24
Feature of the products 26
Workshop and spare parts department 37
Market share of tata motors 41
Financial result 57
Chapter-4 ANALYSIS 60
SWOT analysis 60
Chapter-5 QUESTIONAIRE 61
Chapter-6 CONCLUSION 64
Chapter-7 RECOMMENDATIONS 65
Chapter-8 BIBLIOGRAPHY 66

CHAPTER-1

OVERVIEW

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1. Introduction to organization and vision
2. Mission and awards

Introduction to the organization

Tata motors Limited- is India’s largest private automobile and commercial vehicle manufacturing
company. It is also the world’s 6th biggest commercial vehicle manufacture. It is part of the Tata
Group. Tata Motors is widely credited for putting India on the automotive map by designing and
developing its own range of car. Tata Motors was first back to 1945 when they stated making
Trains. Tata Motors was first listed on the NYSE in 2004. It has its manufacturing base in
Jamshedpur, Lucknow and pune. In 2004 it also bought Daewoo’s truck manufacturing unit in South
Korea. In March 2005, it acquired a 21% stake in Hispano Carrocera SA, giving it controlling rights
in the company. Tata Motors is a company of the Tata and Sons Group, founded by Jamsetji Tata.
It is currently headed by Ratan Tata.

Tata Motors range of passenger cars is still not comprehensive by international standards. In
commercial vehicle Tata Motors commands an imposing 65% market share in the domestic heavy
commercial market. The company is first trying to modernize its range of commercial vehicle.

Tata Motors has the unique distinction of giving India it’s first and only indigenously built passenger
car –The Tata indica and the premium feature sedan – The Tata indigo. The indigo, launched in
1998, reached the 2, 50,000 sales mark within 52 months of launch

Tata Motors is India’s only fully integrated automobile manufacture with a portfolio that trucks, buses
utility vehicle and passenger cars. It would be no exaggeration to say that Tata Motors provides the
wheels for India’s growth.

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Tata Motors is one of the largest companies in the Tata Group with a total income of US$ 2.35
billion. More than 3 billion Tata vehicles ply on Indian roads making Tata a dominant force in the
Indian automobile industry.

Tata Motors Limited is India’s largest automobile company, with revenues of Rs, 35651.48 corers
(USD 8.8 billion) in 2007-08. It is the leader in commercial vehicle in each segment, and among the
top three in passenger vehicle with winning products in the compact, midsize largest car and utility
vehicle segment. The company is the world’s fourth largest truck manufacturer, and the world’s
second largest bus manufacturer.

The company’s 23,000 employees are guided by the vision to be “best in the manner in which we
operate, best in the products we deliver, and best in our value system and ethics.”

Established in 1945, Tata Motors’ presence indeed cuts across the length and breadth of India.
Over 4 million Tata vehicle ply in Indian roads since the first rolled out in 1954. The company’s
manufacture base in India is spread across Jamshedpur (jharkhand), Pune (Maharashtra), Lucknow
(uttar Pradesh) and pantnafar (Uttarakhan. Following a strategic alliance with fiat in 2005. It has set
up an industrial joint venture with fiat group automobile at Ranjangon (Maharashtra) to produce both
fiat and Tata cars and fiat power trains. The company is establishing two new plant at dharwad
(Karnataka) and Sanand (Gujarat). The company’s dealership, sales, services and spare parts
network comprise over 3500 touch points; Tata Motors also distributors and markets fiat branded
cars in India.

Tata motors, the first company from India’s engineering sector to be listed in the New York stock
exchange (September 2004) has also emerged as an international automobile company. Through
subsidiaries and associate companies Tata motors has operation in the UK, South Korea, Thailand
and Spain. Among them is jaguar Land Rover, business comprising the two lconic British brands
that was acquired in 2008.In 2004 it acquired the Daewoo commercial Vehicle company, south
Korea’s second largest truck maker. The rechristened Tata Daewoo commercial vehicle company
has launched several new products in the Korean market, while also sporting these products to

66
several international markets. Today two-thirds of heavy commercial vehicle export out of South
Korea is from Tata Daewoo. In 2005, Tata motors acquired a 21% stake in Hispano carrocera, a
reputed Spanish bus and couch manufacture, with an option to acquire the reaming stake as well.
Hispano’s presence is being expanded in the other market.

In 2006, it formed a joint venture with the Brazil-based Marco polo, a leader in body-building
for buses and coaches to manufacture fully built buses and coaches for India and select
international markets. IN 2006, Tata Motors entered into joint venture with Thonburi
Automotive Assembly Plant company if Thailand to manufacture and market the company’s
pickup vehicle in Thailand. The new plant of Tata motors (Thailand) has begun production of
the Xenon pickup truck, with Xenon having been launched in Thailand at the Bangkok Motor
show 2008.

Tata motors are also expanding its international footprint, established through export since 1961.
The company’s commercial and passenger vehicle are already being marketed in several countries
in Europe, Africa the Middle East, south East Asia and South America. It has franchisee/joint
venture assembly operation in Malaysia, Kenya, Bangladesh, Ukraine, Russia and Senegal.

The foundation of the company’s growth over the last 50 years is a deep understanding of
economic stimuli and customer needs, and the ability to translate them in to customer-desired
offering through leading edge R&D. With over 2,500 engineers and scientist, the company’s
Engineering Research Centers, established in 1966, has enable pioneering technologies and
products. The company today has R&D centers in Pune, Jamshedpur, and Lucknow, in India, and in
South Korea, Spain, and the UK. It was Tata motors, which developed the first indigenous
developed Light Commercial vehicle< India’s first sports Utility vehicle and in 1998 theTata Indica
India’s first fully indigenous passenger car. Within two years of launch Tata Indica became India’s
largest selling car in its segment. In 2005, Tata Motors created a new segment by launching the
Tata ace, India’s first indigenously developed mini-truck.

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In January 2008, Tata Motors unveiled its People’s Car, the Tata Nano which India and the world
have been looking forward to. A development which signifies a first for the global automobile
industry the Nano brings the comfort and safety of a car within the reach of thousands of families.
When launched in India later in 2008 the car will be available in both standard and deluxe versions.
The standard version has been priced at 100,000 (excluding VAT and transportation cost.

Designed with a family in mind, it has a roomy passenger compartment with generous leg space
and head room. It can comfortably seat four people. Its mono – volume design will set a new
benchmark among small cars. Its safety performance exceeds regulatory requirements in India. Its
tailpipe emission performance too exceeds requirement. In terms of overall polluter, it India today.
The lean design strategy has helped minimize weight, which helps maximize performance per unit
fuel efficiency also ensures that the car has low carbon dioxide emission, thereby providing the twin
benefits of an affordable transportation solution with a low carbon foot fits.

The years to come will see the introduction of several other innovative vehicle, all rooted in
emerging customer needs. Besides product development R&D is also focusing on environment-
friendly technologies in emission and alternative fuels.

Through its subsidiaries the company is engaged in engineering and automotive solutions,
construction equipment manufacturing, automotive vehicle components manufacturing and supply
chain activities machine tools and factory automation solution, high-precision tooling and plastic and
electronic components or service operations.

True to the tradition of the Tata Group Tata Motors is committed in letter and spirit to corporate
Responsibility. It is a signatory to the United Nations Global compact, and is engaged in community
and social initiative on labor and environment standards in compliance with the principles of the
Global compact. In accordance with this, it plays an active role community development serving
gruel communities adjacent to its manufacturing locations.

With the foundation of its Rich Heritage Tata motors today is etching a refulgent future.

66
 Mission and Awards

Mission of Tata Motors is “Best in the manner in which we operate, best in the products us
and best in our value system and ethics”.

Awards received at TATAMOTORS are:

CII award for corporate sustainability reporting. It is a role model award excellent management I
India.
Hellen Keller award of CSR.
Golden peacock global award for corporate social responsibility.
Bombay natural history award for green governance.
Tata motors bags uptime champion award 2007.
NDTV profit business leadership award.

COMMERCIAL VEHICLES

India has 5th largest commercial vehicle market in the world.

The commercial vehicle production in India increased from 156,706 in 2001 to 350,033 in 2005.

This segment can be divided into three categories – heavy commercial vehicles (HCVs), medium
commercial vehicles (MDVs or MCVs) and light commercial vehicles (LCVs). Medium and heavy
commercial vehicles formed about 62 per cent of the total domestic sales of CVs in 2004. These
segments have also been driving growth, having grown at a CAGR of nearly 24.7 per cent over the
past five years. The key trends facilitating growth in this sector are the development of ports and
highways, increase in construction activities and agricultural output. With better roads and highway
corridors linking major cities, the demand for larger, multi-axle trucks is increasing in India.

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Light commercial vehicles

Production in Indian light commercial vehicle (LCV) segment witnessed a growth of more than 20
%. At present there are 7 manufacturers in Indian light commercial vehicle segment. With the
increasing demand of load carriers, a few manufacturers are expanding their capacity and some of
them are setting up new plants. Some of the manufacturers are also in the process of launching the
new models of LCV. In India Mahindra and Mahindra is the leader among the LCV manufacturers
with the production of 1.28 lakh LCV during the financial year 2005-2006 followed by Tata motors
and ashok Leyland.

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 CHAPTER - 2

PROJECT PROFILE

2.1 Title of the study

2.2 Significance of the study
2.3 Objective of the study
2.4 Research methodology
2.5 Limitations of the study

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 TITLE OF THE STUDY

“Comprehensive study of organization profile DUNAC MOTORS (TATA) in Bikaner & overall market
share of TATA MOTORS”.

Significance of the study

Today the demand of utility & goods carrying vehicles in increasing day by day. Mostly villagers and
framers are its target customer. So company wants to know the right picture of customer of its
different brands.

Objective of the study

The study was conducted with the following aims the researcher:

• To get knowledge about the organization profile of DUNAC MOTORS in BIKANER

• To find out overall market share of TATA MOTORS.

• To see the competitor’s position

• To groom my knowledge.

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DATA COLLECTION METHODS: -

PRIMARY DATA: -

TO COLLECT THE PRIMARY DATA WE HAD TWO WAYS THAT WERE:-

1. SAMPLING
2. RESEARCH INSTRUMENTS

Sampling: -
IT WAS A RANDOM SELECTION SAMPLING METHOD

As stated earlier there are two types of surveys:-

1. Consumer Behavior
2. Market Mapping

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  Survey no. 1: -

• For consumer behavior survey, we went to different areas and met with different vehicle
owners of passenger vehicles and loading vehicles.
• All the surveys were conducted in questionnaire format.

Sampling Units: - sampling units for survey no. 1 were owners of both passenger vehicles and
loading vehicles.

 Survey no. 2 : -

• For market mapping survey. We took 9 talukas of Bikaner district.

• We took 1-5 villages in the radius of 5-25 km of each taluka .
• Sampling was based on the passenger up-down frequency of routes to different villages and
availability of mode of transportation.

Sampling units: -

Sampling units for survey no. 2 which was market mapping were the surpunch and other villagers of
the village.

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Research instruments: -

Research instruments that were used in the both of the surveys were questionnaire. And personal
interviews

Secondary data: -

• Brauchers of the different companies

• Google
• TATA website
• Maps of Bikaner

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 Research methodology

Sample size : 50
Number of respondents : 45
Sampling unit : Existing customer like framers, people
engaged in Transportation business.
Data collection method : Observation, personal interview, simple random .
Data analysis method : Graphical analysis and percentage analysis technique

Limitations of the study

Limitations of personal face to face interview:

• It is most costly method.
• Some respondent does not show any interest toward survey.
• Reliability of face to face interviewing depends on integrity and skill of interviewers.
• We can not 100% predict that what we found out from our research is accurate
• We cannot collect equal data from entire region.

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 CHAPTER – 3

• Human resources

• Marketing

• Features of the products

• Workshop and spare parts departments

• Financial result of TATA MOTORS

• Overall Market share of Tata motors

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 HUMAN RESOURCE

MEMBERS

Managing Director : Mr. Jagdish Dudi

Business manager : Mr. Rajesh Bishoni
Dealer sales manager : Mr. Manish bhatiya
: Mr Sanjay Bissa
Dealer sales executives : Mr. Yogendra bhadani
: Mr.Ravindra jajda
Workshop manager : Mr Kuldeep singh
Spare department manger : Mr Deepak Sharma
Accounting manager : Mr Kailash kumar

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 HIERARCHY OF THE ORGANIZATION

WORK SHOP DEPARTMENT SALES DEPARTMENT SPAREPARTS

DEPARTMENTS

Work Shop manager Business manager Manager

Assistant work shop Dealer sales manager Assistant manager

manager

Dealer Sales Supervisor

Supervisors-4 executive

Mechanic Helper

Helper

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 APPOINTMENT- STEPS FOR APPOINTMENT & SELECTION

Advertisement in News Paper

Application Received by the

Organization

Application in short listed on the

basis of qualification and
working experience

Call letters are sending to the

candidates

Interview committee takes the

Interviews

Then they are sending to Jaipur

for training if required

Mr. Jagdish Dudi of the

TRANING
organization PROCEDURE
selects the
candidates

DUNAC MOTORS has two types of the training procedure for the employees. The training is
completed in Jaipur.
1. ON THE JOB TRINNING

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 2. OFF THE JOB TRAINING

1. ON THE JOB TRAINING:-

It includes the job rotation, apprenticeship, understudy assignments & formal mentoring
programmes. Basically Office works is included in this training.

2. OFF THE JOB TRAINING:-

Primary drawback of the on the job training is that they often disrupt the work place. So
organization invests in off the job training. In this the organization includes the curriculum,
operation enhancement, product management & interpersonal skills to sharpen the
managerial qualities of the trainee.

MOTIVATION:-

Motivation is one of the most important factors affecting human behavior. The success of an
organization depends on its motivation pattern.

The success of DUNAC MOTORS is also mainly dependent on its employees, as they are
highly motivated. The organization has obtained a simple motivation pattern the organization simply
uses their efforts, check there performance, promote/demote according to their performance &
finally helps to achieve their personal as well as organizational goals.

Mainly the things can be related to the Expectancy theory of motivation...

The organization also makes some relationship efforts...
1. Effort- performance relationship.

2. Performance-reward relationship.

3. Reward-personal goal relationships.

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 MARKETING

In the sense of marketing, place means area of marketing. It includes basically production to sales
coverage.

PRODUCTION:-
Production is a place of TATA MOTORS is in Pune, uttrakhand , Jamesdpur.
Channels: - DUNAC at Bikaner has its Branch at Churu, Jhunjhunu, Shri ganganagar,
Hanumangarh, Sikar & Nagaur.

Promotion:-
Promotion means a concept through which the organization increases its sales.
• DUNAC Motors uses demo presentation at crowded areas of Bikaner like Junagarh, Raliway
Station tour & travels Place and in rural areas.

• They mainly used to go for various villages because the majore customer is farmers and
villagers so the main promotion held in villages.

• Print media, advertisement, road shows & hoardings are also used as sales promotional
tools.

• 3-S is followed by the organization likely:-

S- Sales
S-Service
S-Spare Part Department.

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 Write
Vehicles works for
Owner
number service
Name

Cost
Advis Adv Job Card estimate
or ice

Service

Receptionist Bills Vehicle

TATA LPT 2515 TURBO EX 6X2 BSII

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Turbo Charged Inter Cooled
The most fuel efficient multi axel truck for rated loads.

Features:-

• High power, high torque, high productivity.

• Superior fuel economy

• New six speed gear box.

• Power steering standard.

Specification:-

Engine : - Tata 697 TCIC, turbo charged & inter cooled

Gears : - 6- forward, 1- reverses
Fuel tank : - 350 litters
Electronic System : - 12 volts.

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 TATA LPT 1109 EX
EXTRA PROFITS, EXTRA EARNIINGS, EXTRA SAVINGS.

Features:-

• High deck load body in 4200mm WB & 3600mm WB

• GVW of 11900 kg.

• Turbo Charged inter cooled engine.

• Strong & rugged work horse

• Proven reliability

• Deluxe cab

Specification:-

Engine : - Tata 497 TC- Bharat Stage-2

Gears : - 5- forward, 1- reverses
Fuel tank : - 160 litters
Electronic System : - 12 volts.

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 TATA LPT 709 EX
Highway Par Hulchal

Features
• Increased Fuel efficiency

• Turbo Charged inter cooled engine.

• Increased load carrying capacity

• Runner-mounted load body.

• Comfortable Deluxe Cabin.

• Award winning s-cam air brakes.

Specification:-

Engine : - Tata 497 TC- fuel efficient engine with intercooler.

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Gears : - 5- forward, 1- reverses
Fuel tank : - 160 litters
Wheels & tyres : - Front-2, rear -4, Spare -1.
Electronic System : - 12 volts.

TATA LPT 407

Largest loading areas in its class.

Features:

• Largest loading areas in its class- 8.33sq mt/4.3 mtrs deck length

• Runner mounted body

• Bigger & durable tyres- 8.25 x16 -16PR

• Stronger ear Box- GBS 27 gear box

• Better suspension-helper spring on rear.

• Better driver comfort.

Specification:-

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 Engine : - Tata 497 SP turbo {Bharat Stage-2}
Gears : - 5- forward, 1- reverses
Fuel tank : - 160 litters
Wheels & tyres : - 8.25 x16-16 RR.
Electronic System : - 12 volts.

TATA SFC 709 EX

Bharat Stage 2 Compliant

Features:-

• Increased fuel efficiency

• Turbo-Charged inter cooled engine

• Increased load carrying capacity

• Runner mounted load Body

• Comfartable,deluxe cabin

• Award-winning S-cam air Breaks.

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Specification:-

Engine : - TATA 497 TC 94{BS 2} Fuel efficient water cooled direct injection diesel
engine with inter cooler.
Gears : - 5- forward, 1- reverses
Fuel tank : - 160 litters
Wheels & tyres : - Front -2, Rear-4, Spare-1.
Electronic System : - 12 volts.

TATA SFC 407 EX

FEATURES:-

• Better fuel efficiency

• Higher pay load

• Comfortable deluxe cabin, contemporary looks.

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 • Larger, heavy-duty tyres for longer life

• Proven Reliability

Specification:-

Engine : TATA 4SP turbo {Bharat stage 2}

Gears : - 5- forward, 1- reverses
Fuel tank : -60 litters
Wheels & tyres : - Front -2, Rear-4, Spare-1.
Electronic System : - 12 volts.

TATA ACE HT
Bigger technology, Now in Small Size.

Features:-

• India’s first mini truck with better technology.

• India’s first mini truck with higher torque.

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 • Fuel efficient, quick start DI diesel engine.

• Vacuumed Assisted booster breaks for effective braking.

• New instrument panel with lockable glove box.

• New generation chassis & suspension for better handling & ride.

• Improved Steering System.

• New hand rest to increase elbow room.

• Meet Indian emission norms.

Specification:-

Engine : TATA 275 IDI NA {Bharat stage 2 & 3}

Gears : - 4- forward, 1- reverses
Fuel tank : -30 litters
Wheels & tyres : - 145R12 LT 8 PR radial.
Electronic System : - 12 volts.
NEW TATA 207 DI EX
Flat load Body

Features:-

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 • DI EX engine gives 8-10 % extra mileage.

• Fast Pick-up due to more HP.

• Stability of torque on changing RPM.

• Less Need to change the gears because of high torque.

• Top most ground clearness-210mm.

• First Pick-up with power Steering.

• Luxurious interiors

• Easy to Maintain.

Specification:-

Engine : TATA 497 SP Diesel Direct injection.

Gears : - 5- forward, 1- reverses
Fuel tank : -60 litters
Wheels & tyres : - 7.00 x 16, 12 PR radial.
Electronic System : - 12 volts.

Tata magic

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Features:
• Two side gate

• Comfortable

• Good space

• Storage facility

Specification:
• Engine : 702 cc

• Gear box : 4 fwd 1 reverse

• Maximum power : 16HP

• Tyres : 145 R 12 radial

• Max speed : 64kmph

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 Tata magic (ARIS)

Features:
• Hard steel roof

• Clear lens head lamps & tail lamps

• BSlll

• Stylish dash board with storage space

• Sliding driver seat

Specification:
• Engine : 611 cc

• Maximum power :11 HP

• Top speed : 55kmph

• Gear box : 4 fwd + 1 reverse

• Steering : mechanical rack & pinion

• Tyres : 12 radial

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 • Seating : driver + 4

• Fuel tank capacity : 10 liters

Tata winger

Features:

• Side impact beams on both sides

• Rugged engine subframe

• Anti – roll bar

• Door ajar warning lamp for driver & co driver

Specification:

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 • Engine: 1948 cc

• Maximum power : 68 hp

• Gear box : 5 fwd 1 reverse

• Battery : 12v 75 AH

SERVICE & SPAREPARTS DEPARTMENT

DUNAC MOTORS also provide service & spare parts of the vehicles. In Bikaner only one service
centre of TATA MOTORS is present. In this department many facilities are provided for the vehicles.

Workshop facilities:
• AC gas charging

• Head light setting

• Pollution checking

• Wheels alignment

• Wheels balancing

• Passenger sitting room

If a vehicle comes for service first of all they open the job card. In this job card they write owner’s
name, vehicle number, time of arrival, work for service and cost estimate. After these formalities
vehicle is send to the service centre where the workers do the service. In service centre many
machines, wheels alignment, mpw head light adjustment etc. are available.

66
 In this centre spare parts are also available. Each and every part of the vehicles are available
here. So it becomes very easy for workers and customers.

Service centre is divided into two parts:

• For heavy vehicles

• For semi heavy vehicles

Many other facilities are also provided by service centre such as washing, greecing the
wheels, denting way, painting way for paint etc.
After service customers receive bills & then they issue gate pass.

AC gas Pollution
Head light
charging checking
setting

Wheels
Service Facilities alignment &
Vehicle
balancing

Passenger’s
sitting room

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 Application

Department of service
& spare parts

FINANCIAL SCHEME & PROCEDURE OF PRODUCT

DUNAC MOTORS Pvt. Ltd. Provide finance on each product from many firms and banks. The
banks and firms are:
• Tata finance
• Shriram finance

• Magma

• ICICI Bank

• HDFC Bank etc.

They provide 75-90% finance on every product. The percentage of finance depends on the
condition of customer status cash flow etc.
Then they fill up the form from the customer. In this form customer has to fill his/her name, address,
contact number, cash flow, salary slip etc. Than some documents are also required.

Documents are:
 2 photo graphs

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  Rashan card

 Voter ID card

 Income tax return proof

 Water/electric bill

 20 blank cheque

 Stamp papers of Rs. 10/-

 Properties documents

 Registration certificate

For government employee

 Salary slip

 Guarantor’s 2 photo graphs

 Rashan card

 Stam paper of Rs. 10/-

 RC, property documents

If product is purchased on child’s name then the child is borrower & father is co-borrower and for
this required age of child is minimum 17-18 years old. After that customer deposits 15-20% of
product price to TATA finance ltd. than after they arranges the installments on the interest.

 For cars 6.5% with 3 years installments

 For Tata’s heavy products (DUNAC PRODUCTS) 6.5% with 4 years installments.

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  Tata city ride – 8.7% with 4 years installments

 Winger and Magic – 7.5% with 3 years installments

Than after the finance provide DO (Delivering Order) & TLS (TATA loan suraksha). Then finally the
product is financed by the organization.

TATA finance limited provides insurance facility too. If the customer wants to insure the product, he
has to pay 12-13 thousand rupees. In case of accident and product being stolen in the period of
installments, the finance company frees it from all the remaining installments.

In case of delay of the installments than 36% charges are charged on delayed installments. When
the customer deposits all the installments then the organization provides NOC( no objection
certificate). The customer is now the complete owner of the vehicle.

TATA COMMERCIAL & PASSANGER CAR DEALERS, RAJASTHAN

1. General Automobiles Pvt. Alwar Passenger Dealership

Ltd.
2. Mudgal Motors, Ajmer Ajmer Passenger Dealership
3. Dunac Motors Bikaner Commercial Dealership
4. Dunac Motors Nagaur Commercial Branch
5. Oriental Autotech Pvt. Ltd. Jaipur Passenger TASC

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6. Shree Motors Sikar Passenger TASC
7. Suncity Automobiles Nagaur Passenger TASS

DEALER SCORE CARD 2009-10

DUNAC MOTORS, BIKANER

MODEL 20008-09 2009-10 %GROWTH %GROWTH

APR- JUN APR-JUN RATE
TRACTOR 51 146 186 75
MAV 217 213 -2 -35
LPT 43 36 -16 -50
SE 16 20 25 -29
SK/LPK 1613 11 5 -55 -71

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LPK2516 8 9 13 9
1109 TRK 11 5 -10 -27
909 TRK 11 8 -8 -62
407 TRK 13 13 0 -36
709 TRK 0 1 27
LCV BUS 3 11 -20
CHASSIS
LCV BUS FBV 16 18 13 3
ICV BUS 1 1 -13
MCV BUS 5 27 85
207 DI 17 3 -8 -75

DEALER SCORE CARD 2009-10

DUNAC MOTORS, BIKANER

MODEL 2008-09 2009-10 %GROWTH %GROWTH

APR- JUN APR-JUN RATE
TRACTOR 160 268 68 45
MAV 420 388 -8 -38
LPT 113 91 -19 -48
SE 29 48 66 -27
SK/LPK 1613 22 23 5 -16
LPK2516 16 42 163 2
1109 TRK 21 16 7 -16
909 TRK 21 20 -5 -50
407 TRK 15 22 47 -40
709 TRK 1 3 200 18

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LCV BUS 13 30 131 -21
CHASSIS
LCV BUS FBV 30 34 13 0
ICV BUS 3 1 -67 0
MCV BUS 26 43 65 -9
207 DI 27 9 -67 -76

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Data presentation, Analysis &
Interpretation

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We have collected data by taking personal interview as well as telephonic interviews.
For this we used random sampling method. To collect the contacts we took the help of our sales
manager, he thought us how to find new contacts how to approach them. Again we checked the
enquiry registers of the showroom, contacted old customers, collected data from RTO.

After collecting sufficient information we designed a questionnaire which include both open ended
and close ended question. The questions are simple so the respondents give feedback easily. The
analysis was done with the help of excel sheet. With the help of different data interpretation
techniques we have present data and result found.

66
Q . WHAT OCCUPATION DO YOU HAVE?

a) Farmer

b) Transport company

c) Drivers

Interpretation

70% of respondents are basically owner of the transport company they used more vehicle
As the compare of farmers(10%) and drivers(20%) because they mainly used their LCV, HCV for
commercial purpose for both long and short route. While the drivers used only for short route(in city)
and farmers used them for their personal use so the use ofLCV and HCV is less compare to other

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Q . WHAT TYPE OF CATOGERY OF VICHICLE YOU HAVE ?

a) LCV

b) HCV

Interpretation

As we see the previous graph the more users belongs to transport company so the need of
HCV(70%) is more than LCV(30%)

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Q . FOR WHAT PURPOSE YOU USE LCV OR HCV ?

a) SHORT ROUTE LOADING 30%

b) LONG ROUTE LOADING 65%

c) ANY OTHER PURPOSE 5%

Interpretation

As the demand of HCV is more and the HCV is mainly used in long route so the graph
present more share of long route(65%) rather than short route(30%)and any other
purpose(5%)

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Q . HOW WAS THE EXPERIENCE OF TATA VEHICLE ?

a) OUTSTANDING 70%

b) GOOD 20%

c) FAIR 8%

d) POOR 2%

Interpretation

As the TATA is the second name of trust so the customers are very happy with the products

66
TATA have wide range of products and the structure of the products are so good and durable
so the maximum customers are satisfied from the products that’s why the outstanding reach
(70%) more than any other.Customers have their own perception many of the are little
satisfied(8%) and many of them are not at all satisfied(2%)

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Q . HOW IS THE POWER AND PICK-UP IS UP TATA COMPARE TO THE OTHERS PRESENT
IN MARKET ?

a) HIGH

b) LOW

c) SIMILAR

Interpretation

66
As the TATA have wide range of products TATA have products for every segments and their power
and pickup of the products is so good this lead attraction of the customers towards the product they
like power and pickup that’s why the graph of high shows55% which is higher than other. Which
shows 10% and 35% respectivly

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Q . ARE YOU SATISFIED WITH THE TATA PRODUCTS ?

a) YES

b) NO

Interpretation

TATA provide wide range of products with wide range of pricing policy with high quality level which
shows in pie chat 85% customers satisfied only 15% are not satisfied

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Q.WHAT PARAMETERS WHOULD YOU SEE WHILE PURCHASING LCV, HCV ?

Parameters %

Brand 13

Style 2

Mileage 25

Power and Pick-up 15

Price and market 45

demand

Interpretation

Customers are so choosey they mainly go for market trends as in this segment the customers are
mainly belong from rural area so they never bother about style that’s why the style graph shows
less % only 2% while the others are more than style as the these vehicle mainly used for loading so
the customers always looking for mileage and power but their mainly focus on price and market
demand that’s why it shows high among other(45%)

66
Q.WHAT IS YOUR PERCEPTION ABOUT PRICE OF TATA COMPARE TO ASHOK LEYLAND
AND EICHER?
( CONSIDERING FEATURE AND PERFORMANCE )

Very high 20

High 12

Similar 35

Low 33

Interpretation

As the competitor of TATA Ashok Leyland maintain the pricing policy according to the feature
Performance that’s why the more respondent go for similar which is more acceptable than others
similar got the highest (35%) after that many of them consider TATA as the low price policy which
get (33%) which is nearby similar but high than others.

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MARKET SHARE OF TATA MOTORS (TRUCKS) IN BIKANER

Interpretation

Dunac motors in Bikaner have captured the 75% market share because prakhar motors of ashok
Leyland and daraniya motors of eicher have negligible sales.

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MARKET SHARE OF TATA MOTORS IN RAJASTHAN (TRUCKS)

BRANDS %

TATA Motors 89

ASHOK LEYLAND 09

EICHER 02

Interpretation

The graph shows that tata motors (trucks) is leading by capturing 89% market share in Rajasthan
where as Ashok Leyland and Eicher has 8% and 2% market share respectively

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WAR ON THE HIGHWAY: ASHOK LEYLAND V/S TATA MOTERS

Brands %
TATA Motors 55

ASHOK LEYLAND 35
EICHER 10

TOTAL 100

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 FINANCIAL RESULT OF TATA MOTORS

MUMBAI: TATA MOTORS HAS REPORTED CONSOLIDATED GROSS REVENUE OF RS. 40340
.79 CRORES IN 2007-2008, A GROTH OF COMPARED TO RS. 36922.61 CRORES IN 2006-07

While Tata motors new plant at pant nagar( in uttarakhand) for Ace and Magic range of vehicles
went on stream during 2008-09 construction activity is on at Singular ( in West Bengal ) FOR THE
Tata Nano and at Dharwad ( in Karnataka ) for buses to be manufactured by the Company ` is joint
venture, Tata Marcopolo Motors limited.

The existing plants at Pune, jamashedpur and lucknow are undergoing expansion and
modernization.

The automobile industry including Tata Motors is expected to face challenging times ahead due to
unprecedented increase in input prices and continuing adverse economic situation in India and
globally.

Consolidated financial results for the year ended March 31, 2008

The consolidated revenues (net of excise) at Rs. 35651. 48 cores posted a growth f 10.2% over Rs.
32361.20 crores in the previous year. The consolidated profit before Tax (PBT) for the year was Rs.
3086.29 crops compared to Rs. 3088.00 crores. A marginal decrease over Rs. 2169.9 cores in the
previous year.

Tata motors have reported Basic Earnings per Share (EPS) of Rs.56.24 for its consolidated
operation as against Rs.56.43 in 2006-07.

Tata motors stand-alone financial results financial year ended March31, 2008
Tata motors gross revenue for the financial year 2007-08 was Rs.33093.93 crores (3006-07 Rs.
31819.48 crores)

66
The revenues (Net of excise) at Rs.28730.82 crores posted a growth of 4.6% over Rs. 27470.03
crores in the previous year. The PBT for the year is Rs. 2576.47 crores, an increase of 0.1% over
Rs. 2573.18 crores last year. The PAT for the year is Rs. 2028.92 crores, an increase of 6% over
Rs. 1913. 46 crores last year.

The company`s margins were under pressure during the year due to rising interest rates,
constraints in availability of vehicle financing from outside sources and unprecedented increase in
input prices. The Company has focused in cist recuction measures. There have been delays in the
introduction of two productions, which are expected to be launched in the very near future.

The total sales volume (including exports) for 2007-08 is 585,649 units, highest ever of the
Company, compared to 580,280 units in 2006-07. The Company maintained its leadership position
in commercial vehicles and was among the top three players in the passenger vehicles, although it
lost some market share. In the domestic market, commercial vehicles` sales increased by 4.8% to
312,935 units and passenger vehicles` sales at 218,055 units declined by 4.5%

This year was a historical year for the Company marked with path breaking events the unveiling of
the tata nano –the worlds` least expensive car and the signing of the definitive agreement with ford
motor company for purchase of the Jaguar and Land Rover businesses. A number of new products
were launched towards the end of the year. In passenger vehicles, new launched include the Indica
V2 with a common rail diesel ( DICOR) offering, the Indigo CS ( the worlds’ first sub 4- meter
sedan), the Indigo LS ( an entry level DICOR offering ) the Sumo Grande, and the safari DICOR 3.3
VTT range commercial vehicles introduction during 2007-08 included the new Magic and Winger
range for passenger transportation, state-of-the-art low-floor CNG- propelled buses and several
trunks tippers and tractor –trawlers from 9 tonnes to 49 tones. These product launches would help
the Company regain some of its market share.

66
Dividend

The Board of directors has recommended a dividend of Rs. 15/- per share of Rs. 10/- each for the
financial year 2007-08 (2006-7: Rs. 15/-). The dividend is subject to approval of shareholders; tax
on the dividend will be borne by the Company.

FACTS

- The Tata GROUP is guided by the principle of trusteeship & the conviction that free
enterprise, in order to thrive, must serve the needs of the society. This is the comer stone of
our corporate sustainability initiatives. TATA MOTORS is committed in letters & spirit, to the
improvement in the quality of life of people.

- Company has developed INTEGRATED RURAL DEVELOPMENT WHICH BASIC NEEDS IN

5 BROAD AREAS-

. Health

. Education

. Water

. Environment & Livelihoods

- Tata Motors intents to open its service station at each 60 km. area

- In year 1985-2000 the sales percentage of TATA MOTORS in south & west was 10% -15%
but as time passed it increased from 25%-35% .

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 CHAPTER -4

ANALYSIS

4.1 SWOT analysis

SWOT ANALYSIS

Strengths:
- Organization goal is total customer satisfaction

- Good leadership of area General Manager. Qualitative team of employees.

- Good distribution channels

- Good credit in the global market

- Monopoly outlets and counters

- Good quality production

- Effective business strategy & planning process

Weakness:
- Less sales in southern areas of India

- Number of production places are less

- Emphasis on passenger vehicles.

66
Opportunities:
- To cover the marker share in the different regions of the country.

- To pay emphasis on commercial vehicles.

Threats:
- Competitors activities

- Quality of manpower

- Quality of dealers

- Higher cost

CHAPTER -5

QUESTIONAIRE

1. What is your occupation or business?

_______________________________________________________

2. Do you have any vehicle? If yes, name it?

A) Yes B) No C) If yes, specify_______________

3. Do you have any LCV, HCV

A) Yes B) No C) If yes, specify_______________

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4. For what purpose , you use LCV, HCV

A) Loading B) Long Route C) For any other purpose

5. What parameters would you see while purchasing LCV, HCV

A) Brand B) Style C) Mileage D) Power & pick up

E) Price of the LCV, HCV F) Market demand for LCV, HCV

6. How was the experience of the TATA vehicle?

A) Outstanding B) Good C) Fair D) Poor

7. Do you like the look of products?

A) Yes B) No

8. How the power & pick is up of TATA compare to the other present in the market?

A) High B) Low C) Similar

9. What is your perception about price of TATA compare to the other LCV, HCV

66
 present in the market

(Considering features & performance)?

A) Very high B) High C) Similar D) Low

10. Do you find any flaws in TATA’s products, if yes, specify it?

A) Yes B) No C) specify

11. Which is your most favorable brand of LCV, HCV, s?

___________________________________________________________

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 Findings

1 Dunac motors almost capture of c.v market in Bikaner as the ashok Leyland and eicher
have negligible sale in market

2 Customers are highly satisfied from service and products

3 Mostly customers are related to rural area like farmers, local drivers and transport
companies

4 While purchasing c.v. mainly customers go for price and market trends rather than style

5 Mostly customers looking for HCV rather than LCV

6 Dunac motors are mainly successful in rural area

7 TATA products mainly used for utility and good carrying

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 CHAPTER - 6

CONCLUSION

The interface of different finding comes under the conclusion

1. DUNAC products are mostly successful in rural areas

2. DUNAC products are used for utility & goods carrying

By this whole survey researcher have got a right picture of the market share of TATA MOTERS
Market share of TATA MOTERS (TRUCK) LEADS in Bikaner with 75% sales as there is negligible
sales of Ashok leyland and Eicher trucks if tata’s sales figure grow than both the plant of Ashok and
Eicher are going to close in bikaner

The overall market share of Tata Motors in Trucks is merely 25% more than Ashok Leyland and
much more than Eicher.

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REASON FOR ACCEPTANCE OF TATA MOTORS - TATA MOTORS is Second name of trust
and People there had made their perception and psychology that none other truck can benefit then
as TATA. ASHOK LEYLAND is only preferred in south areas but TATA is captures almost all
North, southern and western regions Customer satisfaction level is high.

TATA MOTORS has to recover its market share in other regions of India and it can be achieved
through providing what the customers & consumers expect from the company.

CHAPTER -7
RECOMMENDATIONS

SUGGESTIONS AND RECOMMDATION

CHALLENGES: To increase market share in trucks

SUGGESTION: Improve the men power and concentrate on qualities well as promote sales in
different state of India
CHALLENGES: Need for proactive stance
SUGGESTION: The company’s business focus is both on personal & Public transportation. Hence
company should work itself of support development of alternate fuels, electric &hybrid vehicles both
for personal & public transportation.
CHALLENGES: Need to go beyond compliance
SUGGESTION: Company should follow the rule, “doing the right things” rather than “not doing
wrong things”

66
CHALLENGES: In India are more likely to purchase a product or service from a Company that
they believe follows responsible ethical business Practices.
SUGGESTION: TATA MOTERS should approach controlling back to society from which it draws
resources & communicate the impact of its initiatives to all stakeholders.

CHAPTER -8

BIBLIOGRAPHY

• Kotler, Philip,” marketing management” eleventh edition.

• Kothari, C.R.”researcher methodology method & technique”

• Robbins, p.stephen,”organization behavior “ninth edition.

• Tata motors website.

• www.google.com

• Ashwathapa,” human resource &personal management

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