Professional Documents
Culture Documents
marketing
60 pag.
ON
OF
SUBMITTED BY
B.KALPANA
SRIVENKATESVARA UNIVERSITY
TIRUPATI
0
Descargado por Cristabel Flores (cristabelflores05@gmail.com)
I am grateful to the almighty for showing and giving me the strength and ability to
complete my project work.
I want to pay gratitude to Mr. P.S.R Murthy (Head HR) of RBL, for his kind help and
attention.
I owe my gratitude to Mr. K.S.R Murthi (Finance Manager), of RBL, for his support
and cooperation in completing this project.
I thank my faculty of the M.Com course for their support, especially our Course
Coordinator Pro Bhagavan Reddy
Again, I would like to heartily thank to our Project Guide Dr.K. Ramakrishnaiah, who
guided me to do this Project and helps me to complete this Project work.
Date:
Place: TIRUPATI (Andhra Pradesh) (B.Kalpana)
1
Descargado por Cristabel Flores (cristabelflores05@gmail.com)
Chapter – 1 Introduction 04
2.5 Quality 13
3.2 History 22
3.7 Competitors 26
3.9 Departments 27
2
Descargado por Cristabel Flores (cristabelflores05@gmail.com)
5.2 Hypothesis 40
7.1 Conclusions 57
7.2 Suggestions 58
7.3 Bibliography 59
3
Descargado por Cristabel Flores (cristabelflores05@gmail.com)
INTRODUCTION
4
Descargado por Cristabel Flores (cristabelflores05@gmail.com)
Topic in brief:
In order to know the customers satisfaction about Brake linings, there are the few
things t o be considered that the end users of the Products are. Here Mechanic is
considered as the end user who can give the exact information about the product, because
he suggest the user which product gives more value to them in replacing marketing.
After finding end user, where we can get exact information. We have to prepare
questionnaire through which data is collected towards achieve the objective. Meeting the
Mechanics and retail counters will give the information and data is collected from nearly
Andhra Pradesh.
After Collection of data analysis and interpretation will give the finding from
which we can derive the solution for it. Deriving solutions are important, since it
5
Descargado por Cristabel Flores (cristabelflores05@gmail.com)
The Rane Break lining ltd. is the market leader in sales of Brake Linings of all the
vehicles in India but the other companies are also trying hard to catch it. It’s no longer a
cake walk for it to remain number are the competition in increasing day by day. So
The project was related to know the actual customer satisfactions of Rane break
lining. There are many parameters which company was interested to know like main
deciding factor like quality, service, price, and availability etc., a survey was conducted
in Andhra Pradesh (Three main divisions) among the customer satisfaction of RBL, this
was aimed to get the feed back regarding their satisfaction with RBL. And it’s
Customer satisfaction is one of the majors roles played to lead the market.
Producing the products is one aspect and measuring their satisfaction on existing products
6
Descargado por Cristabel Flores (cristabelflores05@gmail.com)
Meeting the customers make me to understand what they want exactly and
whether they satisfied or not with these products, and whether they prefer the local
products with low quality with low price or high Quality with high Price. Rane Brake
lining Ltd., Products are being preferred by most of the customers since they vote for
Customers seek value for their products. Value is generated when product pays
with Rane break linings and with their Quality and Service.
7
Descargado por Cristabel Flores (cristabelflores05@gmail.com)
ORGANIZATION PROFILE
8
Descargado por Cristabel Flores (cristabelflores05@gmail.com)
9
Descargado por Cristabel Flores (cristabelflores05@gmail.com)
market leadership.
Ensure the highest standards of ethics and integrity in all our actions.
10
Descargado por Cristabel Flores (cristabelflores05@gmail.com)
listed company with investments exclusively in the group companies. The company
was the result of a restructuring exercise carried out by Rane group in2004-05 with
to group companie s. These include emplo yee trainin g and develop me nt,
support.
11
Descargado por Cristabel Flores (cristabelflores05@gmail.com)
12
Descargado por Cristabel Flores (cristabelflores05@gmail.com)
Rane Group brings to it clientele, the best of technology and expertise through
NSK, Japan
Energy Absorbing Steering Columns and
Manual RCB Steering Gears
QUALITY:
All divisions of the group are in tune with international quality assurance norms.
The Quality Management Systems are further endorsed by the conferment of
the Deming prize to three of the group companies
Accreditation
Five Companies with TS 16949 certification
Dust Seal Test Bed Railway Dynamometer Multi Gauging Testing Equipment
13
Descargado por Cristabel Flores (cristabelflores05@gmail.com)
Rane group embraces TQM as a way of life. Three of the group companies
Customer Recognitions:
14
Descargado por Cristabel Flores (cristabelflores05@gmail.com)
1959 - Diversified into manufacturing and established plant for IC Engine Valves.
1975
- Started manufacture of Manual Steering Gears.
2005 - Rane Engine Valves Limited wins Deming prize.-Rane TRW Steering Systems
Limited (SGD) wins Deming prize.-Invested in High Pressure Die Casting
products.
15
Descargado por Cristabel Flores (cristabelflores05@gmail.com)
16
Descargado por Cristabel Flores (cristabelflores05@gmail.com)
Export Destinations:
17
Descargado por Cristabel Flores (cristabelflores05@gmail.com)
Sales Figures:
Rane Group sales for the year 2007 - 08: INR 14021 Million (~351 million USD)
S a l e s b y p ro d u c t l i n e s f o r t h e ye a r 2 0 0 7 - 0 8 :
18
Descargado por Cristabel Flores (cristabelflores05@gmail.com)
4%
13%
1 OEM
13% 2 Replacement
3 Replacement
4 Others
70%
19
Descargado por Cristabel Flores (cristabelflores05@gmail.com)
RHL
10.8%
R TSSL RNSSL RDL KML
50% 50% 75% 42.2%
20
Descargado por Cristabel Flores (cristabelflores05@gmail.com)
Industry Profile
21
Descargado por Cristabel Flores (cristabelflores05@gmail.com)
HISTORY:
In the 1950’s aided by Government policy changes Rane launches its first
manufacturing venture.
A beginning was made with engine valves and other parts followed.
By the mid 1970’s Rane had become a successful and well known name in India
in the field of automotive components.
The 1990’s:
Major car companies from across the world set up manufacturing operations in
India despite high import tariff for parts. Sam of them even encouraged their
suppliers to come to India.
Evidently the car companies not only saw sizable markets but also local capability
and low cost opportunities to supply them with locally made components.
Rane has mould over the years to become a leader today in each of its major
product lines.
The group employees over 3000 people spread across 11 plants at various
locations in India.
Rane Brake Linings (RBL) is part of the $ 261 mil Rane Group which has
collaborations with global majors like TRW USA.
22
Descargado por Cristabel Flores (cristabelflores05@gmail.com)
Asbestos Asbestos
Disc Pads
Clutch facings
Asbestos Asbestos
Disc Pads
Clutch facings
Non – asbestos
Clutch facings
23
Descargado por Cristabel Flores (cristabelflores05@gmail.com)
It is one of the leading subsidiaries of the Rane Group and the project under study
part of Medak District, Andhra Pradesh. This aria is centrally notified backward area.
Pregnapoor is about 60km away from Hyderabad. This Village has been tremendous
Rane Brake Linings Pregnapoor was earlier a separate company called “Sree Auto
parts Limited”(SAPL) which was established in 1986. Rane Brake Linings took over a
major share holding of this company in 1991. It is one of the Brake Linings, Clutch
Vision:
Provide superior products and services to our customers and maintain market
leadership
Ensure the highest standards of ethics and integrity in all our actions
24
Descargado por Cristabel Flores (cristabelflores05@gmail.com)
Brake Linings:
Being a critical part for vehicle safety, OEMs don’t look beyond RBL to cater their needs for
Brake linings in India. We are OE suppliers to reputed companies like Daimler Chrysler,
Indonesia
Clutch Facings:
Apart from the std. Clutch facing materials in our range, our commitment to environment has
motivated us to develop environmental friendly clutch facing material which is gaining popularity
amongst our customers.
Disk Pads:
When Hyundai commissioned their search for a world class supplier of Friction materials for its
Indian operations, they were more than relieved to find RBL next door. We supply to leading
passenger car manufacturers like Tata Motors, Maruti Suzuki, General Motors, Mahindra &
Mahindra to name a few.
25
Descargado por Cristabel Flores (cristabelflores05@gmail.com)
TVS
ANL
Brake well
26
Descargado por Cristabel Flores (cristabelflores05@gmail.com)
By redefining the standards, the company has to tiny credit, the ISO – 14001
certification which it acquired in October.
Future plans:
Departmentation:
27
Descargado por Cristabel Flores (cristabelflores05@gmail.com)
28
Descargado por Cristabel Flores (cristabelflores05@gmail.com)
ISO 9001 and ISO 14001 Certified By TUV, Germany RBL has recently
been awarded the coveted Deming Prize for excellence in TQM practices
29
Descargado por Cristabel Flores (cristabelflores05@gmail.com)
30
Descargado por Cristabel Flores (cristabelflores05@gmail.com)
Inertia dynamometer – 1
Inertia dynamometer – 2
Inertia dynamometer – 3
Inertia dynamometer – 4
Inertia range : 66 ~ 320 Kg m sec²
Inertia dynamometer – 5
31
Descargado por Cristabel Flores (cristabelflores05@gmail.com)
Graph: 1
2000
1500
Sales
1000 Profits
500
0
2007-2006 2005-2006 2004-2005
32
Descargado por Cristabel Flores (cristabelflores05@gmail.com)
RBL believes:
That quality should be designed, engineered and built into the product through
appropriate technology.
33
Descargado por Cristabel Flores (cristabelflores05@gmail.com)
RBL will strive to understand & minimize the environmental impact of its
products & processes.
Impact refers to resource consumption & any possible hazards, during each of
these processes.
What new?
Commenced supplies of aircraft disc pads to Hindustan Aeronautics
Ltd.
34
Descargado por Cristabel Flores (cristabelflores05@gmail.com)
Chairmen
Vice Chairmen
President
Dy. M GR Regional
M GR
Asst M GR
Sr.EXC EXC
Sr.Executive
Excutive
35
Descargado por Cristabel Flores (cristabelflores05@gmail.com)
RESEARCH OBJECTIVES
&
SCOPE OF RESEARCH PROJECT
37
Descargado por Cristabel Flores (cristabelflores05@gmail.com)
Since competition become tightened in the automobile sector, due to entrants of more
manufactures including local players may reduce sales and profits of Organization. They
At this time, to measure the customer satisfaction level, the information from customers
to be collected. Local players may reduce the sales of organization. So that makes
customer to use the local Player’s products and what makes convince to them towards
quality products.
2. OBJECTIVE OF RESEARCH:
Whether they are satisfied with Quality, Price, Service and Availability of
the product or not.
38
Descargado por Cristabel Flores (cristabelflores05@gmail.com)
RESEARCH METHODOLOGY
&
LIMITATIONS
39
Descargado por Cristabel Flores (cristabelflores05@gmail.com)
technical sense. According to Clifford Woody Research comprise defining and redefining
evaluating data.
Hypothesis:
Rane Brake Linings Ltd has been well recognized in the market.
Products offered by the Rane Brake Linings are Quality and Availability at t
competitive Price.
Rane Brake Linings gives strong competition to the existing manufacturers and
rivals.
40
Descargado por Cristabel Flores (cristabelflores05@gmail.com)
more manufactures including local players may reduce sales and profits of Organization.
They come up with new innovative products. At this time, to measure the customer
After the formulating the research problem in clear terms, I prepared a research design
1. Research design:
The research had been conducted through survey.
Design is as follows:
Met nearly 325 customers such as end user Mechanics and Drum cutters.
2. Sampling plan:
It was conducting in Hyderabad, Vijay Wada and Nellore. These are the main
divisions which has potential the Light Commercial Vehicles, Heavy Commercial
Vehicles.
In this replacement sector Mechanic is the direct customer can give more
information regarding the product.
41
Descargado por Cristabel Flores (cristabelflores05@gmail.com)
All the items under consideration in any field of inquiry constitute a population. A
complete enumeration of all the items in the population is known as a census inquiry. It is
not possible to survey the whole census so I decide the sample size for the collection of
primary data.
Primary data:
Primary data collection was done by the survey directly from the customers, retail
out lets and whole sells distributors. There was well structured questionnaire for seek
response from the respondents.
42
Descargado por Cristabel Flores (cristabelflores05@gmail.com)
QUESTIONIRIES
DATE: -------------
PLACE: ------------
Service station name: ----------------------------
Address: -------------------------------------------
Specify____________________________________________
43
Descargado por Cristabel Flores (cristabelflores05@gmail.com)
1. Area coverage:
Main area has been covered through research. Areas are Hyderabad, Vijaywada and
Nellore has been covered. These areas are vast and big. An entire region has been
2. manpower:
As mentioned above the areas covered under this project are very huge. It is merely not
possible to cover such huge area by one or two people but requires minimum 2 group’s 8
to 10 people to carry out required project. So manpower is also one of the constrains for
this project.
3. Time management:
This was due to non - availability or busy with their work of the concerned person
44
Descargado por Cristabel Flores (cristabelflores05@gmail.com)
45
Descargado por Cristabel Flores (cristabelflores05@gmail.com)
Market
Primary Secondary
Mechanics
Drum cutters
Retail shops
Internet
Company Department’s
46
Descargado por Cristabel Flores (cristabelflores05@gmail.com)
GRAPH:
No.of Respondent
1%
13%
1 RANE
14% 2 TVS
51% 3 BRKE WELL
4 ANL
5 OTHERS
21%
47
Descargado por Cristabel Flores (cristabelflores05@gmail.com)
1 HCV 167 51 %
2 LCV 114 35%
3 OTHERS 44 14%
GRAPH:
NO
No.OF
ofPERSONS
Respondent
14%
1 HCV
51% 2 LCV
3 OTHERS
35%
48
Descargado por Cristabel Flores (cristabelflores05@gmail.com)
1. 1 to 10 83 26 %
2. 10 to 20 138 42%
3. 20 to 30 64 20%
4. Above 40 40 12%
GRAPH:
No. of Respondents
12%
26%
1 to 10
20% 10 to 20
20 to 30
Above 40
42%
49
Descargado por Cristabel Flores (cristabelflores05@gmail.com)
Graph:
No. of Respondents
4%
10%
Quality
Price
55% Service
31% Availability
50
Descargado por Cristabel Flores (cristabelflores05@gmail.com)
Graph:
NO. OF RESPONCE
35%
Excellence
7%
Good
10%
Average
Poor
3%
55%
51
Descargado por Cristabel Flores (cristabelflores05@gmail.com)
No. of Respondents
4%
22%
40% 1 Price
2 Service
3 Availability
4 Quality
34%
52
Descargado por Cristabel Flores (cristabelflores05@gmail.com)
160
140
120
100
yes
80
no
60
40
20
0
53
Descargado por Cristabel Flores (cristabelflores05@gmail.com)
NO. OF RESPONCE
15%
26%
1 Cash Coupon
2 Gift Coupon
3 Price Discount
59%
54
Descargado por Cristabel Flores (cristabelflores05@gmail.com)
No. of Respondents
26%
41%
1 Increase Servicing
2 Reduce Price
3 Increase OE Sales
33%
55
Descargado por Cristabel Flores (cristabelflores05@gmail.com)
56
Descargado por Cristabel Flores (cristabelflores05@gmail.com)
RBL has been occupied 51% of market share of Brake Linings in the replacement
marketing in Andhra Pradesh followed by TVS, and Brake well.
Many of the Mechanics vote for Quality and Price of the product rather than
Availability.
Supply of the RBL products for OE segment in HCV is low with Japan
collaboration vehicles.
Many of negative customers out of 182 mechanics prefer to buy if RBL will do
the changes in terms of Price, service and Availability of product.
Many of the customers suggesting RBL to provide best service, Reducing Price
and increase OE sales.
57
Descargado por Cristabel Flores (cristabelflores05@gmail.com)
Since the Mechanics prefer the products which are before assembled with the
vehicles, it’s necessary to RBL has to tie up with many manufacturers of HCV
and LCV vehicles for supply of its products.
Marketing executives have to constantly meet Mechanics get the feed back
from them to improve Quality, Service of the products.
Mechanics are the main source for our company. We need to attract them by
giving chance to participate in company occasional activities.
Gift coupons have to be offered inspire of cash coupons, since Retailer are
loosing their profit and prefer to sell other brands which are giving them more
profits. Retailers are getting coupons cash from the executives after long
period.
58
Descargado por Cristabel Flores (cristabelflores05@gmail.com)
Books:
Websites:
1. www.ranegroup.com
2. www.google.com
59
Descargado por Cristabel Flores (cristabelflores05@gmail.com)