A

PROJECT ON

“A STUDY ON CONSUMER BUYING BEHAVIOUR OF BAJAJ PULSAR 220”

(GANESH AUTO WORK)

SUBMITED TO

SAVITRIBAI PHULE PUNE UNIVERSITY

SUBMITTED BY

Mr. AHMED IBRAHIM CHOUGLE

MASTER OF BUSINESS ADMINISTRATION

UNDER THE GUIDANCE OF

Prof. PRAJAKTA PAWAR

STES’s

SINHGAD INSTITUTE OF BUSINESS ADMINISTRATION AND RESEARCH,

KONDHWA (BK), PUNE 411048

2014-2016

1
 CERTIFICATE

This is to certify that project on “A STUDY ON CONSUMER BUYING BEHAVIOUR OF BAJAJ PULSAR
220”is bonafide work carried by Mr. AHMED IBRAHIM CHOUGLE, of MASTER OF BUSINESS
ADMINISTRATION, of SINHGAD INSTITUTE OF BUSINESS ADMINISTRATION & RESEARCH
(SIBAR). For the fulfilment of MBA Degree of University of Pune. He has worked and completed project report
under our guidance and direction in all respect. His work found to be satisfactory.

Mrs PRAJAKTA PAWAR Dr.Avadhoot pol

Project Guide Director

Place : Pune

Date :

2
 Sinhgad Institute of Business Administration and Research, Kondhwa (Bk.), Pune

Institution Approval Letter

Summer Internship Program

Mr/MsAhmed Ibrahim Chougle of batch 2014-2016 is granted permission by the institute to do

the Summer Internship Project titled“A STUDY ON CONSUMER BUYING BEHAVIOUR OF BAJAJ
PULSAR 220” At, Ganesh AutoWork.During 7th June – 7th August 2015

Project Guide Director

Place:

Date:

3
 DECLARATION

I AHMED IBRAHIM CHOUGLE, undersignedhereby declare that the Project on “A STUDY ON CONSUMER
BUYING BEHAVIOUR OF BAJAJ PULSAR 220” written and submitted by me to SINHGAD INSTITUTE O
F BUSINESS ADMINISTRATION &RESEARCH (SIBAR) in partial fulfillment of the requirement for the awa
rd of MASTER OF BUSINESS ADMINISTRATION is my original work and the conclusions drawn therein are
based on the material collected by myself.

Place : Pune Date: AHMED IBRAHIM CHOUGLE

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 ACKNOWLEDGEMENT

Firstly I would like to express our immense gratitude towards our institution Sinhgad Institute Of Business
Administration & Research (SIBAR) , which created a great platform to attain profound technical skills in t
he field of MBA, thereby fulfilling our most cherished goal.

I would thanks all the marketing department of BAJAJ AUTO (GANESH AUTO WORK) in completion of
my project. At the very outset, I express my reverential regards and profound gratitude to Mr. JITENDRA
BHOJ, for giving me this opportunity to undergo summer training in the Marketing department .
I am highly indebted and owe my deep sense of gratitude and reverential regards toMr. NITISH
JAMBHULKAR (HOD, Ganesh Auto Work) without whose guidance and encouragement this project could not
have been completed.

I would like to show my sincere thanks to Prof.PrajaktaPawar, for valuable suggestion and guidance and
making it possible for me to accomplish this project.

I convey my thanks to my beloved parents and my faculty who helped me directly or indirectly in
bringing up this project successfully.

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 INDEX

SR NO. PARTICULARS PAGE NO

1 INTRODUCTION

1.1 About the study

1.2 Statement of problems

1.3 Objectives of study

1.4 Significance of study

1.5 Scope of study

1.6 Research Methodology

1.7 Type of research

1.8 Data sources

1.8.1 Primary data

1.8.2 Tools for collecting primary data

1.8.3 Secondary data

1.8.4 Tools for collecting primary data

1.9 Sample size

1.10 Sampling technique

1.11 Limitation of study

2 PROFILE OF ORGANISATION

2.1 Profile of

2.2 History of Organisation In Brief

2.3 Vision & mission statement

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2.4 Product & services

2.5 Progress of organisation

2.6 Milestones of organisation

3 CONCEPTUAL BACKGROUND OR
THEORETICAL BACKGROUND

4 DATA ANALYSIS & INTERPRETATION

5 FINDINGS, SUGGESTION, CONCLUSION

5.1 Findings

5.2 Conclusion

5.3 Suggestion

BIBLIOGRAPHY

ANNEXURE

7
1. INTRODUCTION

8
1.1 ABOUT THE STUDY:

I, Ahmed Chougle of MBA has undertaken this study as it is a part of the Savitribai phule Pune University
syllabus. I started with the deciding of the project title and then formulating all the objectives for my study.

This study is based on data collected by the customers using the BAJAJ PULSAR bike. The study is done in order
to know about the reason behind the attraction towards the Bajaj Pulsar bikes in the market.

This complete study will give the exact information about the bikes which will help the company to rectify in next
models of pulsar bikes even to achieve more heights and success in the market.

1.2 STATEMENT OF PROBLEMS

1).The problem is to study the consumer buying behavior of Pulsar 220 (Bajaj).

2).Survey is limited to 50 samples only.

1.3 OBJECTIVE OF THE STUDY

 To find out the buying behavior of the customers coming to Bajaj showroom to buy pulsar 220.
 To study the satisfaction level of customers in different attributes of Ganesh Auto Works.
 To study the factors considered by the customer while buying Bajaj pulsar 220.
 To study the time required by the customer to buy the bike after inquiry.
 To study behavior of consumer towards the different services provided by the Ganesh Auto Works.
 To study the consumer buying behavior towards different schemes offered by Bajaj.

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1.4 SIGNIFICANCE OF THE STUDY

 Consumer has an enormous impact on a company or industry’s growth.

 Consumer buying behavior can have different factors involved for a company or certain goods and
services. Such factors may include media hype (both good and bad), poor production methods, bad advertising
campaign, acts of nature, war, etc.
 Consumer buying behavior can provide such information which can have many statement of mind being
children to adult.
 It helps to enhance the performance of any brand in the market launched by company or industry.
 Consumer buying behavior also helps as feedback of consumers to company.
 The study helps students to better understand the market.
 It helps to create awareness of products market etc.
 The student comes to know about the market conditions of company.
 It helps them to understand how data is collected by a company. It also tell about the product
information.

1.5 SCOPE OF STUDY

 The scope is limited to Pune City.

 The consumer buying behavior and satisfaction level of the customer of Bajaj Pulsar are studied. The
findings of the study cannot be generalized to any other bikes.

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1.6 RESEARCH METHODOLOGY

Marketing research is the function which links the consumer, customer and public to the marketers through
information used to identify and define marketing, opportunities

and problems, generates refine marketing action; monitor marketing performance; and improve understanding of
marketing as a process. Marketing research specifies the information required to address these issues; designs the
method for collection information manages and implements the data collection process; analysis the results and
communication the findings and their implication.

Research definition:

“Research is careful inquiry or examination to discover new information and relationship and to expand and to
verify exiting knowledge,” Research always starts with questions or a problem. Its purpose is to find answer to
questions through the application of the scientific method. It is a systematic and intensive study directed towards
a more complete knowledge of the subject studies.

1.7 TYPE OF RESERCH

Research in common parlance refers to a search for knowledge. One can also define research as a specific and
systematic search for pertinent information on a specific topic. In fact, research is a part of scientific investigation.
The advanced learner’s dictionary of current English laws down the meaning of research” a careful investigation
or inquiry especially through search for new facts in any branch of knowledge.”

QUANTITIVE RESEARCH:-

Quantitive research is based on the measurement of quantity or amount. It is applicable to phenomena that can be
expressed in terms of quantity.

QUALITATIVE RESEARCH:-

Qualitative research is concerned with qualitative phenomena i.e; phenomena relating to or involving quality or
kind

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1.8 DATA SOURCE

1.8.1 PRIMARY DATA

The primary data is that which details we collect first time from the market and also used first time in the
research. We also say that the information is first time in the research decision. To collect the primary data
questionnaire is prepared structure no disguise questionnaire is prepared.

1.8.2 TOOLS FOR COLLECTING PRIMARY DATA

Questionnaire method - The major motive of taking this method was that it covers large population at a time.
One can have direct contact with the respondents. The questionnaire was prepared with both closed multiple
choice questions and open ended questions for suggestion. This questionnaire was use to take personal interviews
of customers.

Survey method - This involves gathering information either in a structured or unstructured format.

Telephone surveys - Questions are asked of the respondent over the phone, this is economical and efficient
compared to the personal interview as it reduces the potential of bias.

Personal survey - respondents are asked questions face to face, contact respondents face to face and record
responses. This may give bias results because the respondent says what he thinks the interviewer wants to hear.

Internet survey - online surveys etc like DSTV, momentum and such. Recruited over the internet through data
bases, social media etc

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1.8.3 SECONDARY DATA

Secondary data are those data which are already collected by someone for some purpose and are available for
the present study; secondary data are already collected by the company’s records and other library’s books.
When the secondary data are sufficient, the

researcher has to be satisfied with the primary sources of data. Secondary data can be used as bases for
comparison with primary data have been collected by questionnaire.

1.8.4 TOOLS FOR COLLECTING SECONDARY DATA

In most of the studies the investigator finds it impracticable to collect first hand information on all related issues
and such as he/she makes use of data collected by others. The secondary data can be collected by following
procedure.

Published Books: By examining the historical, literature and other records.

Unpublished Books: if data available in secondary sources are reliable, suitable and adequate the one can use
secondary data for his/her study.

1.9 SAMPLE SIZE

Sample size is the number of observations used for calculating estimates of a given population. For example, if
we interviewed 30 random students at a given high school to see if they liked a certain music artist, "30 students"
would be our sample size.

Purpose- Sample sizes reduce expenses and time by allowing researchers to estimate information
about a whole population without having to survey each member of the population.

Sample Size Determination- Before any clinical studies or polls are taken, statisticians usually
determine how many individuals, or what sample size, should be sufficient for conclusive results.
Different formulas help to determine this number, represented by "n," depending upon the type of
estimator needed

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 Precision- The larger the sample size, the more accurate the results will be. For example, if we wanted to
determine the average weight of men and measured seven men, we might get an estimate of 236 pounds,
inflated by one obese man in the mix. If, however, we measured 300 men, our extremes would likely balance
each other out and produce an estimate closer to the true average, which is around 220 pounds.

Standard Error- Standard error is the measure of how inaccurate an estimate could be. Standard error depends,
in part, on sample size because the larger the sample size, the smaller the likelihood of error. If you measure 90
percent of a population, you are more likely to know the truth than if you measure 15 percent and generalize
from there. That is, your likelihood of error lessens as your sample size grow.

1.10 SAMPLE TECHNIQUE

The sampling technique used was Simple Random Sampling.

This is the simplest and most popular technique of sampling. In it each unit of population has an equal chance of
being included in the sample. This method implies that if N is the size of the population and n units are to drawn
in the sample, then the sample should not be taken in such a way that each of the samples has an equal chance of
being selected.

1.11 LIMITATIONS OF STUDY

 The study is applicable to Ganesh Auto Works. Therefore the results cannot be generalized for the whole
Bajaj Company.
 The study is restricted to 50 samples because of the time constraint & it is limited to Pune City.
 The respondents have replied to the queries recalling from the memory. Therefore recall bias
and personal bias are possible.
 The information collected may not be relevant.

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 2. PROFILE OF ORGANISATION

2.1 PROFILE OF BAJAJ

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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 a successful bike on Indian roads.

Bajaj is promoted by the highly qualified and experienced promoters having a successful track record of more than
40 years of experience in the manufacture of auto parts.

 Market Capital : Rs 41,554.22 Crores (Aug 2010)

 Total Income : Rs. 11900+ Crores
 One of the oldest and the largest manufacturer of automobiles in India
 India's largest and the world's 4th largest two- and three-wheeler maker
 Bajaj Auto makes motor scooters, motorcycles and the auto rickshaw.
 Changed its image from a scooter manufacturer to a two wheeler manufacturer

The Bajaj Group is amongst the top 10 business houses in India. Its footprint stretches over a wide range of
industries, spanning automobiles (two-wheelers and three-wheelers), home appliances, lighting, iron and steel,
insurance, travel and finance. The group’s flagship company, Bajaj Auto, is ranked as the world’s fourth largest
two- and three- wheeler manufacturer and the Bajaj brand is well-known in over a dozen countries in Europe,
Latin America, the US and Asia.

Founded in 1926, at the height of India's movement for independence from the British, the group has an illustrious
history. The integrity, dedication, resourcefulness and determination to succeed which are characteristic of the
group today, are often traced back to its birth during those days of relentless devotion to a common cause. Jamnalal
Bajaj, founder of the group, was a close confidant and disciple of Mahatma Gandhi. In fact, Gandhiji had adopted
him as his son. This close relationship and his deep involvement in the independence movement did not leave
Jamnalal Bajaj with much time to spend on his newly launched business venture.

His son, Kamalnayan Bajaj, then 27, took over the reins of business in 1942. He too was close to Gandhiji and it
was only after Independence in 1947, that he was able to give his full attention to the business. Kamalnayan Bajaj
not only consolidated the group, but also diversified into various manufacturing activities. The present Chairman
and Managing Director of the group, shekar Bajaj, took charge of the business in 1965. Under his leadership, the
turnover of the Bajaj Auto the flagship company has gone up from Rs.72 million to Rs.46.16 billion (USD 936
million), its product portfolio has expanded from one to and the brand has found a global market. He is one of

16
India’s most distinguished business leaders and internationally respected for his business acumen and
entrepreneurial spirit. Bajaj Auto Ltd (BAL), the largest two and three wheeler manufacturer in the country, has
a dominating 40% market share in scooters with 18.5% in un geared scooters, 25.2% in motor cycles, 53% in
step-thrus, 8.3% in mopeds and a leading 78% market share in three-wheelers in FY2001. Bajaj Auto has been
viewed as a scooter major but with the change in the structure of demand for 2-wheelers the company has tried to
make its presence felt in this key market by steadily ramping up motorcycle capacities, by introducing new models
and variants and pushing up marketing and sales. However the company is well behind Hero Honda in the
motorcycle segment and No.2 player in mopeds/ scooterettes segment
after TVS Suzuki. The company has a wide array of models both in the two-stroke and four-stroke configurations.
In 1995 – 96 the sales were less than 90,000 motorcycles which was 8% of the total volume of its two- wheeler
sales which has grown to 4,22,016 units in FY2001 accounting to 50% of its two wheeler sales. However, with
the implementation of the latest emission norms, it is slowly moving away from two-stroke vehicles and
converting them to four-stroke ones. The company is all set to increase its margins to double – digits through
concerted cost cutting, value engineering, gains from ‘ Total Productive Maintenance ‘ (TPM) and VRS. The
Indian two-wheeler sector is characterized by largest volumes amongst all the segments in automobile industry.
Though the segment can be broadly categorized into 3 sub-segments viz; scooters, motorcycles and mopeds; some
categories introduced in the market are a combination of two or more segments e.g. scooterettes and step-throw’s.
The market primarily comprises five players in the two-wheeler segment with most of the companies having
foreign collaborations with well-known Japanese firms earlier. But most of the companies are now planning 100%
subsidiaries in
India.

In the last four to five years, the two-wheeler market has witnessed a marked shift towards motorcycles at the
expense of scooters. In the rural areas, consumers have come to prefer sturdier bikes to withstand the bad road
conditions. In the process the share of motorcycle segment has grown from 48% to 58% , the share of scooters
declined drastically from 33% to 25% , while that of mopeds declined by 2% from 19% to 17% during the year
2000-01.The Euro emission norms effective from April 2000 led to the existing players in the two- stroke segment
to install catalytic converters. This has been replaced by 4-stroke motorcycles, which do not incur the additional
cost of such converters and fierce competition led to a fall in price of certain models

Bajaj Auto Ltd (BAL) has been viewed as a scooter major. Nevertheless, in the past five years the company
recognized the important role of motorcycles in its portfolio. The scooter market is predominantly located in the
Northern and Eastern India and the rationalization of sales taxes to a uniform rate of 12% pushed the price of
scooters by 6-8% without offering any perceived value advantage to the customer. The company posted a total 2-

17
wheeler sales of Rs1.05 mln in 2000-01 as against Rs1.24 mln in 1999-00 . The motorcycle sales contributed to
almost 50% of the total sales volumes accompanied by the decline in geared scooter sales, which contributed, to
only 33% of sales volumes. The company has been introducing models in the middle end Rs.36, 000 – Rs. 48,000
and high end segments viz; Rs. 48,000 and above but has found difficult to market such models in competition to
Hero Honda models in the similar price category. However BAL is on its way to recapture the highly differentiated
product market by becoming a flexible and market – driven supplier of various models of two and three wheelers
at specific price – points.

Founder Jamnalal Bajaj

Year of Establishment 1926

Industry Automotive - Two & Three Wheelers

Business Group The Bajaj Group

Listings & its codes BSE - Code: 500490; NSE - Code: 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 Office Akurdi Pune - 411035

India
Tel.: +(91)-(20)-27472851
Fax: +(91)-(20)-27473398

Works Akurdi, Pune 411035,

Bajaj Nagar, Waluj Aurangabad 431136

Chakan Industrial Area, Chakan, Pune 411501

Website www.Bajajauto.com

2.2 HISTORY OF ORGANISATION IN BRIEF

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• Founded in 1926
• 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.
• In1959, it obtained license from the Government of India to manufacture two- and three-wheelers and it
went public as Bajaj Auto Ltd (BAL) in1960.
• It started producing at Waluj in Aurangabad. In1986, it managed to produce and sell 500,000 vehicles in a
single financial year.
• In1995, it rolled out its ten millionth vehicle and produced and sold 1 million vehicles in a year.

• Bajaj has made a number of motorcycles, scooters and cars. Motorcycles in current production are the
▫XCD
▫Platina
▫Discover
▫Pulsar
▫Avenger &
▫Ninja
• Cars include the Bajaj ULC ultra-low-cost car.

.2.3 VISION AND MISSION STATEMENT

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2.4 PRODUCTS AND SERVICES

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
Avenger 220 DTS-i


Pulsar RS 200
Pulsar AS 200/150
Pulsar 200NS
Pulsar 220
Pulsar 180
Pulsar 150
Pulsar 135LS


New Discover 150
New Discover 125
Discover 125 M
Discover 100 M
Discover 100


Platina 100 ES
Platina 125


CT 100


Ninja 650R
Ninja 300

DISCOVER

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The Bajaj Discover is a motorcycle brand by Bajaj Auto. Currently there are four variants of Discover - Discover
100 DTS-Si, Discover 125 DTS-i, Discover 125ST and Discover 150 DTS-i. The bike initially launched in the
year 2004 has been a success in the Indian two Wheeler segment since then The first variant of Discover was
launched in 2004. The bike had an engine capacity of 125 cc. A 112 cc variant was launched in December 2005.
The bike was claimed to have a mileage of 101 km/l (290 mpg-imp; 240 mpg-US). In 2007, a 135 cc variant was
launched.

The Discover was the second Bajaj bike (After the Pulsar segment) to come with the six spoke alloys and the
patented "Exhaust-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 220 DTS-i. At
launch, four variants were available.

PLATINA

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Bajaj Platina is a 100 cc motorcycle manufactured by Bajaj Auto. The Platina was launched in April 2006 at an
ex-showroom price of Rs 35,000 and crossed sales of 500,000 units within eight months of its launch A 125
DTS-Si variant with the same engine as the XCD was introduced in September 2008 with sales of more than
30,000 units per month but subsequently discontinued. The bike has a plush ride without sacrificing handling. It
has an upright riding posture inline with other commuter bikes. The bike has a plush ride without sacrificing
handling. It has an upright riding posture inline with other commuter bikes.[ The engine of Platina is from another
100 cc bike from Bajaj, the Bajaj CT 100. The bike is capable of a top speed of around 91 km/h and does 0–
60 km/h in 8.08 seconds. In city traffic the bike returns 62 kmpl.

PULSAR 180

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Bajaj Pulsar 180 cc DTS-I is a cool, mean machine using Digital Twin Technology Ignition (DTSI-i), Twin Spark
Plugs, Ignition with Digital CDI and a third generation Throttle Responsive Ignition Control System.

Looks

Flush fitted LED tail lamp

 Aerodynamic shape
 No tail lamp protruberances
 LCD Speedo & Tachometer Console
 New design seat cowl
 Muscular shaped fuel tank

Control

 Light yet strong alloy wheels

 Wheel base (1320mm) makes bike more agile & under control
 Wheel radius (17")
 Top gear riding with ease
 New front fairing
 Improved engine torque optimizing engine performance
 Telescopic Fork type suspension
 16.5 bhp engine power
 Lesser gear changes
 Engine powered to carry higher loads

Comfort

 Plush comfort with NitroX - Nitrogen assisted rear gas shock absorbers
 ExhausTEC technology improves torque
 Improved clutch system
 Easy gear change
 Capable to take more load

Mileage and Economy

 User reported 48kms/ltr in city conditions

 About 58-60 kms/ltrs on highways

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 Petrol Tank Capacity: 15 Ltrs
 Petrol Tank Reserve capacity: 2 Ltrs
 Alloy wheels reduce maintenance and are rust free

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 PULSAR 200RS

FEATURES
From its aggressive looks to its revolutionary engine, every part of the Pulsar RS200 is made for real life races.
The Pulsar Race Sport comes alive from the moment you hit the ignition. Gear up, twist the throttle.

 TWIN PROJECTOR HEADLAMPS

HD focus Twin projectors: Tame the darkest roads with devil's eyes

 CRYSTAL LED TAIL LIGHTS

Distinctive high intensity tail lamps: Dazzle the competition as you whizz past them.

 AGGRESSIVE MUSCULAR STYLING

Stylish Full fairing with prime aerodynamic efficiency: Admiration Guaranteed

 ABS
Uber-responsive front ABS: Ultra safe braking performance over any surface

 NITROX MONO SUSPENSION

Invincible balance with super comfort: Carve corners or race ahead, for hours at a stretch.

 TRIPLE SPARK 4 VALVE 200 CC DTS-I ENGINE

Most Advanced engine technology, Patented by Bajaj: 24.5 PS of raw power ready to be unleashed

 RACE EXHAUST
Midship race spec exhaust with a Throaty note : Hitting the redline never sounded better
 LIQUID COOLING
Optimum engine performance at high temperatures: Ride On, No matter what

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 PULSAR 220

PERFORMANCE
Born as the Fastest Indian, the Pulsar 220F is a performance machine for the true enthusiast. Its powerful 4
stroke, 220 cc DTS-i engine delivers 21Ps power and a healthy 19 Nm torque, making it the most powerful bike
in its category. Designed for speed and performance, the Pulsar 220 is perfect for dragging in a straight dash or
handling corners with panache.
COMFORT
The Pulsar 220F has a telescopic front and a 5 step adjustable, nitrox rear suspension that provides great
handling and comfort. The aggressive seating posture gives a racer feel while still being comfortable for city as
well as highway riding.
SAFETY
To handle the power and performance that the Pulsar 220F is capable of delivering, certain elements like front
and rear disc brakes, broad rear tyre - 120/80 X 17", front and rear tubeless tyres and strengthened 5 spoke alloy
wheels are standard fit. The Pulsar 220F also boasts of a projector headlamp that provides a wider beam for
better low light visibility.
STYLING
The Pulsar 220F has a stylish semi-fairing that is both good looking and aerodynamic, ultra-stylish LED tail
lamp, sporty split seats and split rear grab rails. Standard fitments on the bike include the clip-on handle bar
complete with pass switch, electric start, engine kill switch and self-cancelling indicators.

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 Bajaj Avenger

The Bajaj Avenger is a cruiser style motorcycle designed and manufactured by Bajaj Auto in India. It draws the
styling and other design cues from the Bajaj Eliminator which had an air-cooled, single-cylinder Kawasaki engine
and was sold at a premium. It was launched with a 220 cc engine, which has subsequently been increased to 200 cc
and then 220 cc.

Avenger 220

To gain a strategic position in the premium segment, Bajaj engineers replaced the Kawasaki single with the
indigenously conceived, and more successful, 178.6 cc DTS-i engine from the Bajaj Pulsar sportbike. However,
the engine had to be re-tuned to suit the torque-demanding characteristics of a cruiser. The bike was launched in
June 10, 2005

Avenger 200

The Avenger was upgraded in 2007 with an increase in engine capacity to 200 cc. The oil-cooled engine was a
modified version of that fitted to the Pulsar 200. The bike has a top speed of 114 km/h (71 mph). It does 0 to
60 km/h (0 to 37 mph) in 5.18 seconds and 0 to 100 km/h (0 to 62 mph) in 20.03 seconds.

Avenger 220

In July 2010, Bajaj launched a 220 cc version of Bajaj Avenger.

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 NINJA

The Kawasaki Ninja 250R (previous generations had market-specific names) is a motorcycle originally
introduced by Kawasaki in 1983. As the marque's entry-level sport bike, the motorcycle has undergone few
changes throughout its quarter-century lifetime, having received only two substantial redesigns.

Nomenclature

Since 2008, the bike is marketed as the Ninja 250R in all markets. It is also referred to by its platform designation,
EX250, to which a generational suffix is attached. In the United States, previous models (EX250-E/F/G/H) were
already being marketed as members of the Ninja family of sport bikes, while outside of the U.S. the bike was
known variously as the ZZR-250, ZX-250, or as the GPX-250R. One of the earliest models, the EX250-C, was
given the name GPZ-250

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 2.5 PROGRESS OF ORGANISATION

• 2009-10 has been a record year for Bajaj Auto in terms of highest ever sales, exports, profits and margins.
• Net sales and other operating income grew by 35% to Rs.119.21 billion.
• The year saw record sales of 2.85 million units – over 2.5 million motorcycles and 340,937 three-wheelers.
• Exports rose by 15% to 891,002 units.
• Profit after tax (PAT) grew by 160% to Rs.17.03 billion.
• Surplus cash and cash equivalents in the Company’s balance sheet as on 31 March 2010 stood at Rs.32.6 billion
• Bajaj is present in over 50 countries all over the globe
• Dominant presence in Africa, Latin America and South Asia with increasing market share every year
• Market leader in motorcycles in Colombia, Central America, Sri Lanka, Bangladesh, Philippines, Nigeria, Uganda
and Kenya
• 891,002 units exported in 2009-10, an increase of over 15 % over the previous year
• Largest exporter of three wheeled commercial vehicles in the world: 164,887 units exported in 2009-10, a rise of
19% over 2008-09

30
2.6 MILESTONES OF ORGANISATION

Launch of XCD DTS-Si

National Launch of 220 cc Pulsar DTS-Fi.

Bajaj Auto Commissions New Plant at Pantnagar, Uttarakhand

200 cc Pulsar DTS-i launched

Bajaj Kristal DTS-i launched

Bajaj Platina launched

Bajaj Discover launched

Bajaj Avenger DTS-i launched

Bajaj Wave DTS-i launched

Bajaj Discover DTS-i launched

New Bajaj Chetak 4 stroke with Wonder Gear launched

Bajaj CT100 Launched

Bajaj unveils new brand identity, dons new symbol, logo and brandline

Pulsar DTS-i is launched.

107,115 Motorcycles sold in a month.

Bajaj Wind 125,The World Bike, is launched in India.

Bajaj Auto launched its Caliber115 "Hoodibabaa!" in the executive motorcycle

segment.

Bajaj Auto launches its latest offering in the premium bike segment ‘Pulsar’.

The Eliminator is launched.

The Bajaj Saffire is introduced.

31
Caliber motorcycle notches up 100,000 sales in record time of 12 months.

Production commences at Chakan plant.

Kawasaki Bajaj Caliber rolls out of Waluj.

Legend, India’s first four-stroke scooter rolls out of Akurdi.

Spirit launched.

The Kawasaki Bajaj Boxer and the RE diesel Autorickshaw are introduced.

Bajaj Auto is 50.

Agreements signed with Kubota of Japan for the development of diesel engines
for three-wheelers and with Tokyo R&D for ungeared Scooter and moped
development.

The Bajaj Super Excel is introduced while Bajaj celebrates its ten millionth
vehicle.

One million vehicles were produced and sold in this financial year.

The Bajaj Classic is introduced.

The Kawasaki Bajaj 4S Champion is introduced.

The Bajaj Sunny is introduced.

The Bajaj M-80 and the Kawasaki Bajaj KB100 motorcycles are introduced.

500,000 vehicles produced and sold in a single financial year.

The Waluj plant inaugurated by the erstwhile President of India, Shri GianiZail
Singh.

Production commences at Waluj, Aurangabad in a record time of 16 months.

Foundation stone laid for the new Plant at Waluj, Aurangabad.

32
The Bajaj M-50 is introduced.

The Rear Engine Autorickshaw is introduced.

Bajaj Auto achieves production and sales of 100,000 vehicles in a single financial
year.

The Bajaj Super is introduced.

BAL & Maharashtra Scooters Ltd. joint venture.

The Bajaj Chetak is introduced.

The three-wheeler goods carrier is introduced.

Bajaj Auto rolls out its 100,000th vehicle.

Bajaj Auto becomes a public limited company. BhoomiPoojan of Akurdi Plant.

Bajaj Auto obtains licence from the Government of India to manufacture two- and
three-wheelers.

Sales in India commence by importing two- and three-wheelers.

33
3. CONCEPTUAL BACKGROUND

OR

THEOROTICAL BACKGROUND

34
3. Conceptual Background

What is Consumer Buying Behavior?

Definition of Buying Behavior:

Buying Behavior is the decision processes and acts of people involved in buying and using products.

Need to understand:

 why consumers make the purchases that they make?

 what factors influence consumer purchases?
 the changing factors in our society.

Consumer Buying Behavior refers to the buying behavior of the ultimate consumer. A firm needs to analyze
buying behavior for:

 Buyers reactions to a firms marketing strategy has a great impact on the firms success.
 The marketing concept stresses that a firm should create a Marketing Mix (MM) that satisfies (gives
utility to) customers, therefore need to analyze the what, where, when and how consumers buy.
 Marketers can better predict how consumers will respond to marketing strategies.

Stages of the Consumer Buying Process

Six Stages to the Consumer Buying Decision Process (For complex decisions). Actual purchasing is only one
stage of the process. Not all decision processes lead to a purchase. All consumer decisions do not always
include all 6 stages, determined by the degree of complexity...discussed next.

The 6 stages are:

1. Problem Recognition(awareness of need)--difference between the desired state and the actual
condition. Deficit in assortment of products. Hunger--Food. Hunger stimulates your need to eat.
Can be stimulated by the marketer through product information--did not know you were deficient? I.E., see a
commercial for a new pair of shoes, stimulates your recognition that you need a new pair of shoes.
2. Information search--
o Internal search, memory.
o External search if you need more information. Friends and relatives (word of mouth). Marketer
dominated sources; comparison shopping; public sources etc.

35
A successful information search leaves a buyer with possible alternatives, the evoked set.

3. Evaluation of Alternatives--need to establish criteria for evaluation, features the buyer wants or does
not want. Rank/weight alternatives or resume search. May decide that you want to eat something spicy, indian
gets highest rank etc.
If not satisfied with your choice then return to the search phase. Can you think of another restaurant? Look in
the yellow pages etc. Information from different sources may be treated differently. Marketers try to influence
by "framing" alternatives.
4. Purchase decision--Choose buying alternative, includes product, package, store, method of purchase
etc.
5. Purchase--May differ from decision, time lapse between 4 & 5, product availability.
6. Post-Purchase Evaluation--outcome: Satisfaction or Dissatisfaction. Cognitive Dissonance, have you
made the right decision. This can be reduced by warranties, after sales communication etc.
After eating an indian meal, may think that really you wanted a chinese meal instead

Types of Consumer Buying Behavior

Types of consumer buying behavior are determined by:

 Level of Involvement in purchase decision. Importance and intensity of interest in a product in a

particular situation.
 Buyers level of involvement determines why he/she is motivated to seek information about a certain
products and brands but virtually ignores others.

High involvement purchases--Honda Motorbike, high priced goods, products visible to others, and the higher
the risk the higher the involvement. Types of risk:

 Personal risk
 Social risk
 Economic risk

The four type of consumer buying behavior are:

 Routine Response/Programmed Behavior--buying low involvement frequently purchased low cost items;
need very little search and decision effort; purchased almost automatically. Examples include soft drinks, snack
foods, milk etc.

36
 Limited Decision Making--buying product occasionally. When you need to obtain information about
unfamiliar brand in a familiar product category, perhaps. Requires a moderate amount of time for information
gathering. Examples include Clothes--know product class but not the brand.
 Extensive Decision Making/Complex high involvement, unfamiliar, expensive and/or infrequently
bought products. High degree of economic/performance/psychological risk. Examples include cars, homes,
computers, education. Spend alot of time seeking information and deciding.
Information from the companies MM; friends and relatives, store personnel etc. Go through all six stages of the
buying process.
 Impulse buying, no conscious planning.

The purchase of the same product does not always elicit the same Buying Behavior. Product can shift from one
category to the next.
For example:
Going out for dinner for one person may be extensive decision making (for someone that does not go out often
at all), but limited decision making for someone else. The reason for the dinner, whether it is an anniversary
celebration, or a meal with a couple of friends will also determine the extent of the decision making.

Categories that Effect the Consumer Buying Decision Process

A consumer, making a purchase decision will be affected by the following three factors:

1. Personal
2. Psychological
3. Social

The marketer must be aware of these factors in order to develop an appropriate MM for its target market.

Personal

Unique to a particular person. Demographic Factors. Sex, Race, Age etc.

Who in the family is responsible for the decision making.
Young people purchase things for different reasons than older people.

37
Psychological factors

Psychological factors include:

 Motives--

A motive is an internal energizing force that orients a person's activities toward satisfying a need or
achieving a goal.
Actions are effected by a set of motives, not just one. If marketers can identify motives then they can
better develop a marketing mix.
MASLOW hierarchy of needs!!

o Physiological
o Safety
o Love and Belonging
o Esteem
o Self Actualization

Need to determine what level of the hierarchy the consumers are at to determine what motivates their
purchases.

38
4. DATA ANALYSIS AND
INTERPRETATION

39
1. AGE WISE CLASSIFICATION

DATA:

AGE (in years) No. of Respondents Percentage

18-20 15 30

21-25 16 32
26-30 8 16
31-35 4 8
36-40 4 8
41 & Above 3 6
TOTAL 50 100

Age wise classification 18-20

8 21-25
8 6 30 26-30
16
31-35
32
36-40

41 & Above

Interpretation:

Above graph shows 32% of respondent in age group of 18_20, 30% are in group 21-25, 16% are in group 26-30.
So it shows that maximum no respondent are from the age group of 18-30.

40
2. OCCUPATION WISE CLASSIFICATION

DATA:

OCCUPATION NO. OF RESPONDENT PERCENTAGE (%)

AGRICULTURE 6 12
STUDENT 18 36
BUSINESS 12 24
SERVICEMAN 9 18
OTHERS 5 10
TOTAL 50 100

Occupation wise classification

AGRICULTURE

12, 12% BUSINESS

24, 24%
36, 36% OTHERS

SERVICEMAN

18, 18% STUDENT

10, 10%

Interpretation:

Above chart shows that most of the respondent using pulsar bike are students with 36% and 24% respondent are
business man

41
3. INCOME WISE CLASSIFICATION

DATA:

INCOME LEVEL(in rs) NO. OF RESPONDENT PERCENTAGE(%)

LESS THAN 5000 3 6
5000-10,000 5 10
10,000-15,000 10 20
15,000-20,000 14 28
20,000 &ABOVE 18 36
TOTAL 50 100

Income wise classification

40 36
35
30 28
25 20 Sum of NO. OF RESPONDENT
20 18
14
15 10 10
10 6 5 Sum of PERCENTAGE(%)
5 3
0

Interpretation:

Above graph shows that 36% of respondents have income more than 20,000, second 28% respondent are of 15,000-
20.000 income level. 20% of respondent are of 10,000-15,000, 12% of respondent are of 5000-10,000 and remain
6% of respondents have income more than 20,000.

42
4. SOURCE OF INFORMATION

DATA:

SOURCE NO.OF RESPODENT PERCENTAGE (%)

NEWS PAPER 12 12
T.V. ADVERTISEMENT 7 14
FRIENDS 13 26
OTHERS 24 48
TOTAL 50 100

Source of information
60
48
50
40
30 26 24
20 12 14 13
6 7 Sum of NO.OF RESPODENT
10
0 Sum of PERCENTAGE (%)

Interpretation:

Above graph shows that 48% respondents have come to know from other sources. Then 26% respondents have
come to know from friends. 14% & 12% respondents have come know from T.V. Advertisement & News paper.

43
5. SOURCE OF FINANCE

DATA:

SOURCE NO. OF RESPONDENT PERCENTAGE (%)

CASH 18 36
LOAN 32 64
TOTAL 50 100

Source of information
70 64
60

50 Sum of NO. OF RESPONDENT

40 36
32
30 Sum of PERCENTAGE (%)
18
20

10

0
CASH LOAN

Interpretation:

Above graph shows that maximum respondents go for loan because most of the consumers are students and some
are doing business so they for loan, and 36% of respondents go for cash.

44
6. Factors considered while buying.

DATA:

Factors No. of Respondent PERCENTAGE (%)

Brand 14 27
Price 16 32
Features 9 19
Quality 11 22
TOTAL 50 100

Factors considered while buying

35

30

25
Sum of No. of Respondent
20

15 Sum of PERCENTAGE(%)

10

0
Brand Features Price Quality

Interpretation: Above graph shows that maximum people buy the bike by considering price as the biggest
factor because the price of bajaj Pulsar 220 is comparatively less than other bikes of same category .

45
7. Features considered while buying.

DATA:

Attributes Highly Satisfied Neutral Dissatisfied Highly Total

Satisfied Dissatisfied
Mileage 8 9 12 13 8 50
Price 14 13 13 6 4 50
Maintenance 11 9 12 10 8 50
Style 9 13 11 9 8 50
Pick up 11 18 9 7 5 50
colour 10 12 13 5 10 50

Attributes While Buying The Pulsar 180

20 18
18 Sum of Highly
16 Satisfied
14
14 13 13 1313 13 Sum of Satisfied
12 12 12
12 11 11 11
10 10 10
10 9 9 9 9 9
8 8 8 8 Sum of Neutral
8 7
6
6 5 5
4 Sum of Dissatisfied
4
2
0 Sum of Highly
Dissatisfied

Interpretation: Above graph shows that respondents give more weightage to the price because the price of
pulsar 220 is comparatively less, then after they give m weightage to the pick up while purchasing the bike.

46
8. Scheme preferred while buying Pulsar 220.

DATA:

SCHEMES No. OF Respondents Percentage (%)

Anniversary offers 9 18%
Cash Discount 11 22%
Special Gif 8 16%
Exchange Offers 7 14%
Festival Offers 15 30%
TOTAL 50 100%

Schemes prefered while buying Pulsar 180

35 30
30 Sum of No. OF Respondents
25 22
18
20 15 16
15 14 Sum of Percentage (%)
11
9 8
10 7
5
0

Interpretation: Above graph shows that maximum no of respondents prefer festival offers while buying
Pulsar 220 because they follow Indian tradition . Then after that they prefer cash discounts & Anniversary
offers.

47
9. Time taken by the customer from Inquiry to purchase.

DATA:

Time Taken No. of Respondents Percentage (%)

Spot Booking 19 38
2 Days 21 42
More than 2 Days 10 20
TOTAL 50 100

Time taken from Inquiry to purchase

45 42
40 38

35 Sum of No. of Respondents

30
25 21 20 Sum of Percentage (%)
19
20
15
10
10
5
0
Spot Booking 2 Days More than 2 Days

Interpretation: Above graph shows that the 42% of the respondents buy the pulsar 220 in 2 days from
inquiry. The reason behind this that they do inquiry of the bike and test drive of it is been taken then the
respondents take time to discuss it with family for purchase

48
10. Availability of Spare Parts while servicing in Ganesh Auto Works.

DATA:

Availability No. of Respondents Percentage (%)

Yes 32 64
No 18 36
Total 50 100

Availability of spare parts with Ganesh

Auto Work while servicing

No
36%
Yes
64%

Interpretation: Above graph shows that 64% of respondents says that most of the time the spare parts are
available with the Ganesh auto works.

49
11. Is Pulsar 220 value for money after purchasing it.

DATA:

Value for Money No. of Respondents Percentage(%)

Yes 31 62
No 19 38
TOTAL 50 100

Value for money after purchasing Pulsar 180

Yes No

38%
62%

Interpretation: Above graph shows that 62% of respondents says that Bajaj pulsar 220 is value for money
because the price of Bajaj Pulsar 220 is less.

50
12. Feeling while driving the Baja Pulsar 220

DATA:

Feelings No of Respondents Percentage (%)

Excellent 9 18
Very Good 14 28
Good 11 22
Average 10 20
Bad 6 12
Total 50 100

Feelings while driving Bajaj Pulsar 180

30 28

25 22
20 Sum of No of Respondents
20 18
14
15 12
11 Sum of Percentage (%)
9 10
10
6
5

0
Excellent Very Good Good Average Bad

Interpretation: Above graph shows that 28% of respondents feels very good while driving their Bajaj Pulsar
220. 22%of respondents feels good and 18% of respondents feels excellent while driving.

51
13. Services offered by the Bajaj company.

DATA:

Services offered No. of Respondents Percentage (%)

Loan Facilities 32 64
Free Services 50 100
External Warranty 0 0

Services offered by Bajaj

120
100
100

80 Sum of No. of Respondents

64
60 50
Sum of Percentage (%)
40 32

20
0 0
0
Loan Facilities Free Services External Warranty

Interpretation: Above graph shows that 64% of respondents took the loan facility and free services are
given to all the customers of the Bajaj .external warranty is not given by Bajaj.

52
14. Satisfaction level towards the services given Ganesh Auto Works.

DATA:

Levels of Satisfaction No. of Respondents Percentage (%)

Highly Satisfied 14 28
Satisfied 16 32
Neutral 10 20
Dissatisfied 7 14
Highly Dissatisfied 3 6
Total 50 100

Satisfaction level towards the services given by

Ganesh auto works
35
32
30 28

25
20
20 Sum of No. of Respondents
16
14 14
15
10
10 7 6 Sum of Percentage (%)
5 3

0
Highly Satisfied Neutral Dissatisfied Highly
Satisfied Dissatisfied

Interpretation: Above graph shows that 32% of the respondent are satisfied and 28% are highly satisfied
with the services given by the Ganesh Auto Works.

53
15. Awareness regarding free services given by Bajaj

DATA:

No. of Respondents Percentage (%)

Yes 50 100
No 0 0
Total 50 100

Awarness regarding free services given by

120
Bajaj
100 Sum of No. of Respondents
100

80
Sum of Percentage
60 50

40

20
0 0
0
Yes No

Interpretation: Above graph shows that 100% respondents were aware about the free services given by
Bajaj. All the respondents were aware about the free services because Bajaj gives free services to all the
customers

54
16. Price of Bajaj Pulsar 220.

DATA:

Price No. of Respondents Percentage (%)

Expensive 5 10
Well priced 32 64
Less 13 26
Total 50 100

Price of Bajaj Pulsar 180

70 64
60

50
Sum of No. of Respondents
40
32
30 26 Sum of Percentage (%)

20 13
10
10 5

0
Expensive Well priced Less

Interpretation: Above graph shows that 64% of the respondents says that Bajaj pulsar 220 is well priced.
26% of the respondents says that the price is less .

55
5. FINDINGS, CONCLUSIONS AND
SUGESTIONS

56
 5.1 FINDINGS

 Customers will be happy if company brings some new innovations Bajaj pulsar 220.
 All most all the respondents thinks that Bajaj will maintain the same performance and sale of Pulsar 220.
 32% of the respondents using Bajaj pulsar 220 are from the age group of 18-20 and 30% are from age group of
20-25.This states that most of the customers of pulsar are youngsters.
 36% of the respondents using Bajaj pulsar 220 are students and 24% are from business sector.
 36% of the respondents have their income 20,000 and above.
 48% of the respondents got the information about the Bajaj Pulsar 220 from other source than friends, news
paper, T.V.
 More than of the customers of pulsar goes for loan on it.
 It was found out that the price of Bajaj pulsar 220 is the main factor why they buy this bike.
 Customers mainly considered price, pick up and colour as the main features while purchasing it.
 Most of the respondents buy pulsar 220 when Bajaj offers them offers in festivals seasons.
 Most of the respondents do spot booking or at most take 2 days for purchasing it after inquire.
 It was found that 36% of the respondents says that sometimes the spare parts are not available at the time of
servicing.
 According to the study most of the respondents says Bajaj pulsar is value for money after purchasing it.
 Respondents are happy with the driving experience of the pulsar 220.
 All most all the respondents are happy with the services give by the Ganesh Auto Works.
 The customers are been aware about the free services given by the Ganesh auto Works.
 Bajaj pulsar 220 is been well priced.

5.2 CONCLUSIONS

 By seeing the performance of Bajaj Pulsar 220 vehicle And service provided by the Ganesh Auto Works. I can
conclude that it has wide market and bright future for its sales. And also in the current market it is one of the
leading vehicles.
 The distribution and availability of the vehicle in Pune District as to be Improve Because of the Competing of
the vehicle like Hero Honda, is very high market share.
 As per show room is concerned is having good prospects in near feature it is providing good service and
majority of the people are satisfied with Bajaj company vehicle.

57
 5.3 RECOMMENDATION

 The mileage of Pulsar 220 should be increase.

 Bajaj company should supply the spare parts when out of stock with distributor.
 Show room owners have to send some gifts and greetings to customers especially in festival seasons, like Eid
festival, Deepavali, New year because of attracting the customer and to build long run relationship with the
customers.
 Company should bring some new innovations in Pulsar 220.

58
 BIBLIOGRAPHY

TEXT BOOKS
 MARKET MANAGEMENT
By. Philip Kotler.

MAGZINES
 BUSINESS WORLD.
 BUSINESS TODAY.
 INDIA TODAY.

NEWS PAPERS
 THE TIMES OF INDIA.
 THE HINDU TIMES.

PAMPLETS

WEB SITES
www.bajajauto.com

Google search

59
 ANNEXURE
Q.1 Name:

Q.2 Address:

Q.3 Contact No:

Q.4 Gender
a) Male
b) Female

Q.5 Age
a) 18-20
b) 21-25
c) 26-30
d) 31-35
e) 36-40
f) 41 & Above

Q.6 Occupation wise classification

a) Agriculture
b) Student
c) Business
d) Serviceman
e) Other

Q.7 Income wise classification

a) Less than 5000
b) 5000-10,000
c) 10,000-15,000
d) 15,000-20,000
e) Above 20,000

60
Q.8 Which bike do you own
a) Bajaj
b) Hero
c) Honda
d) Yamaha
e) Suzuki
f) other

Q.9 What was the source of information for the purchase of the Pulsar 220?
a) Newspaper
b) T.V Advertisement
c) Friends
d) Other
Q.10 What factors did you consider while buying the Pulsar 220?
a) Brand
b) Price
c) Features
d) Quality

Q.11 What source of finance did you adopted while buying the Pulsar 220?
a) Cash
b) Loan

Q.12 What features did you considered while purchasing Pulsar 220?
a) Mileage
b) Price
c) Maintenance
d) Style
e) Pickup
f) Colour

Q.13 Under which scheme did you purchase your pulsar220?

a) Anniversary offer
b) Cash discount

61
 c) Special gift
d) Exchange offers
e) Festival offers

Q.14 How much time did you take to purchase the bike after inquiry?
a) Spot booking
b) Within 2 days
c) More than 2 days

Q.15 Do you feel that Pulsar 220 is value for money after purchasing it?
a) Yes
b) No

Q.16 How do you feel when you ride Bajaj Pulsar 220?
a) Excellent
b) Very good
c) Good
d) Average
e) Bad

Q.17 Are the spare parts available while servicing by the service centre?
a) Yes
b) No
c) Sometimes

Q.18 What are the services given to you by the Bajaj

a) Loan facilities
b) Free services
c) Extended warranty

Q.19 Satisfaction level towards the services given by the Ganesh Auto Works.
a) Highly satisfied
b) Satisfied
c) Neutral

62
 d) Dissatisfied
e) Highly dissatisfied

Q.20 Are you aware of the free services given by the showroom for the bike?
a) Yes
b) No

Q.21 What new innovations would you like to see in pulsar bike?

Q.22 How is the price of pulsar 220?

a) Expensive
b) Well priced
c) Less

Q.23 Do you think Bajaj will maintain the same performance and sale of the Pulsar 220 in coming year?
a) Yes
b) No
c) May be

Q.24 Will you suggest your friends and relatives to purchase the Bajaj Pulsar 220?
a) Yes
b) No

63