SECTION 1

Introduction
It is the era of globalization and liberalization market is become more & more competitive because number of companies looking for their potential in each & every market place in the word.

The Four-wheeler industry is also facing same competition in Indian market. It is passing through a very interesting phase. Developments such as the entry of more number of players in to the Four wheelers market, price discounts offered by producers, growing competitive pressure have changed the underlying the basics of the industry .

Competition in Four wheeler spaces has been heating up with new launches happening consistently across the segments. So companies want to know the potential of their products through this research.

SECTION 2

Overview
Indias automobile sector consists of the passenger cars and utility vehicles, commercial vehicle, two wheelers and tractors segment. The total market size of the auto sector in India is approximately Rs 540 billion and has been growing at around 8 percent per annum for the last few years. Since the last four to five years, the two wheelers segment has driven the overall volume growth on account of the spurt in the sales of motorcycles. However, lately the passenger cars and commercial vehicles segment has also seen a good growth due to high discounts, lower financing rates and a pickup in industrial activity respectively. The automobile industry is fairly concentrated, as in most of the segments two to three players have cornered a major chunk of the total sales. For instance, in passenger cars segment, MUL, Tata Motors and Hyundai Motors control around 85 percent of the total annual sales. Similarly, in the two wheelers segment, the sales volumes of Hero Honda, Bajaj Auto and TVS Motors constitute around 80 percent of the total sales and in the commercial vehicles segment, the market leader Telco controls around 56 percent of the total annual sales. The auto components industry on the other hand is highly fragmented, though there are dominant players in some of the critical segments.

Investment climate
Given the high growth expectations and a liberal government policy, the investment potential in the India auto sector is huge. CRIS INFAC is forecasting a 12-15% annual growth in the passenger car sales, 6-8% in commercial vehicles and around 10% in two wheelers. Several passenger car makers have already achieved near full capacity utilisation and are expanding. Almost all the major automobile manufacturers such as GM, Ford, Daimler Chrysler, Honda, Toyota, Hyundai, and Fiat (with the exception of Volkswagen, which is planning to set up manufacturing shortly) already have made significant investments in India. In the next 2-3 years, the passenger vehicle industry is expected to see investments of more than Rs 30 billion. Similarly, two wheeler industry is expected to attract investment amounting to Rs. 10 billion.

Outlook.
There has also been a surge in exports of cars, utility vehicles and two wheelers. The expected growth in domestic sales and exports of vehicles also offers significant opportunity for investors to invest in the auto ancillary industry. Already several international suppliers such as Delphi, Visteon, TRW, Johnson Controls, Denso and Dana, have set up manufacturing facilities and are expanding rapidly to serve not only the domestic market but also to supply to their global customers. Another attractive area of investment for vehicle and parts makers is research and design, to take advantage of Indias low cost advantage. However, investment in commercial vehicle manufacturing looks relatively unattractive, given the current size and structure of the Indian market. Recently, government has liberalised the investment norms for the auto sector. Local content requirements and export obligations have been scrapped, and minimum investment requirements also have been diluted. Import duties on vehicles and parts have been gradually coming down and are expected to decline further in the next two years.

Four Wheeler :
Passenger vehicles consist of passenger cars and utility vehicles. This segment has been growing at a CAGR of 11.3 percent for the past four years. A key trend in this segment is that with rising income levels and availability of better financing options, customers are increasingly aspiring for higher-end models. There has been a gradual shift from entrylevel models to higher-end models in each segment. For example, in passenger cars, till recently, the Maruti 800 used to define the entry level car, and had a predominant market share. Over the last 3-4 years, higher-end models such as Hyundai Santro, Maruti Zen Estilo, Maruti Wagon R, Alto and Tata Indica have overtaken the Maruti 800. Another development has been the blurring of the dividing line between utility vehicles and passenger cars, with models like Mahindra & Mahindras Scorpio attracting customers from both segments. Upper end sports utility vehicles (SUVs) attract potential

luxury car buyers by offering the same level of comfort in the interiors, coupled with onroad performance capability.

SECTION 3

Competitive Advantages
India has several competitive advantages in the automobile sector, which have been analysed using the following framework.

1.Availability of skilled manpower with engineering and design capabilities India has a growing workforce that is English-speaking, highly skilled and trained in designing and machining skills required by the automotive and engineering industries. In a combined assessment of manpower availability and capabilities, India ranks much ahead of other competing economies . Many Indian and global players are leveraging this advantage by increasingly outsourcing activities like design and R&D to their Indian arms. The Society of Indian Automobile manufacturers (SIAM) estimates that automotive vehicle manufacturers are expected to invest US$ 5.7 billion in the Indian market from 2005 to 2010. Of this, about US$ 2.3 billion will be on research and development and the rest probably on capex. Some examples of investment in areas leveraging the engineering and design capabilities of India include: 2.Competitive industry, with global players

Segment Key Players

Commercial Vehicles

- Tata Motors, Ashok Leyland, Swaraj Mazda, Mahindra &

Mahindra, Eicher Motors.

Passenger Vehicles

- Tata Motors, Maruti Udyog, Honda Motors, Hyundai Motors,

Toyota, Skoda, Mahindra & Mahindra, Daimler Chrysler, Hindustan Motors,GM.

10

The Indian automobile industry is highly competitive with a large number of players in each industry segment. Most of the global majors are present in the passenger vehicle and two wheeler segments. In the components industry too, global players such as Visteon, Delphi and Bosch are well established, competing with domestic players. The presence of global competition has led to an overall increase in capabilities of the Indian auto sector. Increase in competition has led to a pressure on margins, and players have become increasingly cost efficient. Quality levels have gone up, and there is an increasing focus on compliance to TPM, TQM and Six Sigma processes. This has led to an increased confidence among domestic players, who are now focusing on opportunities abroad. Key players in the components sector like Bharat Forge and Sundaram Fasteners have become key global suppliers in their categories.

3.Large market with significant potential for growth in demand India offers a huge growth opportunity for the automobile sector the domestic market is large and has the potential to grow further in the future due to positive demographic trends and the current low penetration levels.

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Recent Trends In Indian Auto mobile Industry

Indian Automobile Industry grows by around 16% in Year 2009 2010. The Automobile Industry performance in the year 2009-10 showed encouraging results for all segments of the automobile industry. The industry registered a growth of around 16% in numbers over the year 2009-10.

The passenger vehicles posted a growth of around 8% in the year 2008-09 over the year 200708. Due to the delayed purchases of vehicles in anticipation of the announcements in Union Budget, the month of March 2009-10 witnessed a growth of more than 22% in Passenger Vehicle Sales. The exact trend of the sales in Passenger Vehicles for this year would be clear in coming months.

The commercial vehicle segment clocked a growth rate of 10%. While the M&HCV segment has grown by 4.5%, the LCVs grew by more than 22% during 2009-10 as compared to 2008-09.

12

Turnover of Automobile Manufacturers

Year 2004-05 2005-06 2006-07 2007-08 2008-09 2009-10 (Rs.In Million) 422,933 492,024 499,136 595,184 661,769 835,851

The Indian Automotive Scenario

The last decade has truly seen India transform from being an insignificant automotive market to one which is probably more important than some of the developed stagnant markets. To say that the Indian automotive market has a long way to go would be an understatement. Picture the following facts about India: One of the most populous countries in the world, an economy growing at over 8 per cent and a density of vehicle population of just 7 per 1000 people. Every single global vehicle manufacturer who is worth his salt is either already reaping benefits of this market or working on ways to do so.

Domestic Demand
One of the strong drivers for the growth of the Indian automotive industry has been the strong domestic market. The market has graduated over the last few years, not just in terms of sales volume, but also in the offerings which are available to the customers.

13

Some of the key drivers for the market include: Rise in disposable income High penetration of finance schemes Improved highways New launches increasing options for the customer

Key restraints of the market currently are: Increasing fuel costs Growth of mass transport Choking infrastructure in the metros Growth in sale of used vehicles

MarketTrends
A very significant trend in the Indian automotive industry is the increasing propensity to purchase vehicles with better performance, safety and comfort. In the year 2009-10, compact segment (A2) accounted for 60 per cent of the passenger car market, an increase from 53 per cent during the previous year and the A3 (executive) segment witnessed a 57 per cent growth in the year 2009-10. Similar patterns can be drawn in the motorcycle segment where the executive (over 150cc) segment has seen a surge in demand. Customers see more value in buying a hatchback which has safety features like ABS and air bags than spending the same money on a sedan which is relatively less equipped. With volumes becoming substantial, companies are looking at feeding the market with India specific models rather than looking at it as a last bout of life for their ageing products.

Another key trend is the increasing popularity of diesel vehicles in the personal transport

14

segment. This could be attributed to diesel being a cheaper fuel and also the launch of new age diesel cars, which match their gasoline counterparts on performance and maintenance. Alternate fuels like CNG, LPG & bio diesels are beginning to be used widely across vehicle segments. While CNG is mainly used in the west and the north, LPG is used in the east and the southern regions. This is mainly due to availability constraints and inadequate infrastructure to transport these fuels.

Export Focus
Buoyed by the increasing acceptance of India as a low cost-manufacturing hub for auto components and automobiles, exports have taken a giant leap in the last few years. In fact, for some large businesses it has become a mainstay business focus. Passenger car manufacturers have taken the lead in making India a global small car hub - Hyundai has made India its global hub for small cars, Tata Motors exported about 20,000 units last year and Maruti Suzuki exports small cars to Europe from India. With the revision in excise duties from 24 per cent to 16 per cent, export of small cars will definitely get a boost in the years to come. The trend though, is not limited just to small cars. Skoda is increasing its capacity in India with plans to export cars to the Asianregion.

Future Outlook
15

Top manufacturers like Honda, Toyota, Maruti and Hyundai have already begun capacity expansion operations in India.Volkswagen, BMW, Renault and Nissan have announced definite plans to set shop on Indian shores. In the commercial vehicle segment, global majors like MAN, Vectra and Mercedes Benz have inked ventures with Indian partners to cater to the Indian market.

16

Growth Chart of Maruti Suzuki during different years

17

Interpretation Market estimates prove that there is enough room for all of them and more. Passenger cars are expected to grow at a CAGR of 11.36 per cent between 2008-09 and 2009-2010; commercial vehicles at a CAGR of 12 per cent; and two wheelers at a CAGR of 14.2 per cent. Exports are also set to rise with specific focus by the government and the industry in capitalising on India's advantage of being a low cost, high quality manufacturing location. With world leading economic growth, rising levels of GDP and a market brimming with options, India is sure on its way to being among the top automotive markets in the world.

Passenger Car Market

2002-03 (A) Total Units - 547,083
Premium & Executive Luxury Mid-size 2% 0% 17%

2009-10 (P) Total Units - 975,703

Executive 2% Premium & Luxury 3%

Mini 26%

Mid-size 20%

Mini 19%

Cars in India
Compact While human being thought of running faster than the wind and flying higher56% his with 55%
Compact

Projected CAGR Cars In India

12.3%

18

Indians have comforted themselves with the convenience of many categories of cars. India gave birth to its first car on the city street anticipated from the beginning of twentieth century. With the varied variety of cars ranging from mid size to big size and from luxury, premium to utility cars, Indian wide street along with the narrow, dark lane is overcrowded with multi tasking, stylish four-wheelers.

SUB CATEGORY OF CAR

1.SMALL CAR. 2.MID SIZE CAR. 3.PREMIUM CAR. 4.LUXURY CAR.
5.SPORT UTILITY VEHICLE

SMALL CAR
Small cars are classified according to the price range which varies from 1 to 3 lakhs. It has the capacity to carry 4 passengers- 2 adults, 2 children. These are basically entry level cars which are preferred by service group and middle income group.

19

These cars are basically manufactured by - Maruti Udyog and Reva. While companies like Volkswagon and Reva are yet to launch their models in the market.

MID SIZE CAR

A mid size car is referred to as an automobile with a size between that of compact and full size cars. The price range of mid size cars lies between Rs 3 to 8 lakhs. The mid size cars have the capacity to carry 4 passengers- 2 adults and 2 children.

The credit of manufacturing of these cars goes to companies like- Fiat India, Ford, General Motors, Hindustan Motors, Hyundai motors, Maruti Udyog, San Motors and Tata Motors. While the companies like- Ford, Hyundai, General Motors and Mahindra & Mahindra are yet to launch their models under this segment. This model basically target executive class.

20

PREMIUM CAR
Premium cars falls within the price range of Rs 7 to 15 lakhs. They have the capacity to carry 5 passengers. These cars mainly target higher income group. Premium cars have been launched by the companies like- Audi India, Ford motors, General Motors, Honda City, Hyundai motors, Skoda Auto, Mitsubishi and Toyota motors. And the companies like- Audi, Ford, General Motors, Honda City and Skoda Auto are yet to launch their models under this segment.

LUXURY CAR
A Luxury car is a styled, luxurious automobile intended for comfort and satisfaction of its owner or driver,sacrificing passenger space, cargo capacity and other practical concerns for the sake of style. The luxury cars are very expensive and its price range is above Rs 20 lakhs. Hence these cars are affordable and are preferred by high income group.

Luxury cars have the capacity to carry at the most 6 passengers. The companies likeBMW, Daimler Chrysler, Porsche, Rolls Royce manufacture these cars and companies like -Aston Martin and General Motors are still planning to launch their models in the market.

21

SPORT UTILITY VEHICLE

Utility vehicles are rapidly capturing the market due to its multifarious use. Utility vehicles are found in two kinds :- SUV or Sports Utility Vehicles and MUV or Multi Utility Vehicles.

Its spacious interior and sturdy exterior have made this vehicle one of the fastest selling vehicle of India. This is multi use vehicle to accommodate many passenger in one vehicle, especially while going for a long trip with a big family or with a folk of friends. Sporty attributes of this vehicle is not negligible when mentioning about its use. To name few SUV manufacturer of India- Fiat India, Ford Motors, Force Motors, General Motors, Hyundai Motors, Hindustan Motors, Mahindra & Mahindra, Nissan, Porsche, Tata Motors, Toyota motors etc.

22

SECTION 4

23

Historical Industry Development

The first motor car on the streets of India was seen in 1898. Mumbai had its first taxicabs in the early 1900. Then for the next fifty years, cars were imported to satisfy domestic demand. Between 1910 and 20's the automobile industry made a humble beginning by setting up assembly plants in Mumbai, Calcutta and Chennai. The import/assembly of vehicles grew consistently after the 1920's, crossing the 30,000 mark in 1930. In 1946, Premier Automobile Ltd (PAL) earned the distinction of manufacturing the first car in the country by assembling 'Dodge DeSoto' and 'Plymouth' cars at its Kurla plant. Hindustan Motors (HM), which started as a manufacturer of auto components graduated to manufacture cars in 1949.

In 1952, the GOI set up a tariff commission to devise regulations to develop an indigenous automobile industry in the country. After the commission submitted its recommendations, the GOI asked assembly plants, which did not have plans to set up manufacturing facilities, to shut operations. As a result General Motors, Ford and other assemblers closed operations in the country. The year was 1954 and this decision of the government marked a turning point in the history of the Indian car industry. The GOI also had a say in what type of vehicle each manufacturer should make. Therefore, each product was safely cocooned in its own segment with no fears of any impending competition. Also, no new entrant was allowed even though they had plans of a full-fledged manufacturing program.

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Category
Economy segment (up to Rs0.25mn)

Models
Maruti Omni, Maruti 800, Padmini

Mid-size segment (Rs0.25-0.45mn),

Premier 118NE, Ambassador Nova, Fiat Uno, Zen, Hyundai Santro, Daewoo Matiz, Tata Indica, Maruti 1000, Contessa

Luxury car segment (Rs0.45-1mn)

Maruti Baleno, Maruti Zen Estilo, Maruti WagonR, Tata Safarri, Maruti Esteem, Ceilo Executive, Honda City, Mitsubishi Lancer, Ford Ikon, Opel Astra, Fiat Siena, Opel Corsa, Daewoo Nexia, Hyundai Accent

Super luxury segment (Above Rs1mn). models

Mercedes Benz and other imported

The demand for passenger cars can be segmented on the basis of the user segment as those bought by taxi operators, government/non government institutions, individual buyers etc. A major portion of the demand in India accrues mainly from personal vehicle owners.

25

SECTION 5

COMPANY PROFILE
26

MARUTI UDYOG LIMITED

Maruti Udyog Limited (MUL) was established in Feb 1981 through an Act of Parliament, to meet the growing demand of a personal mode of transport caused by the lack of an efficient public transport system.

Suzuki Motor Company was chosen from seven prospective partners worldwide. This was due not only to their undisputed leadership in small cars but also to their commitment to actively bring to MUL contemporary technology and Japanese management practices (which had catapulted Japan over USA to the status of the top auto manufacturing country in the world).

A licence and a Joint Venture agreement was signed between Govt of India and Suzuki Motor Company (now Suzuki Motor Corporation of Japan) in Oct 1982.

27

The objectives of MUL then were: Modernization of the Indian Automobile Industry. Production of fuel-efficient vehicles to conserve scarce resources. Production of large number of motor vehicles which was necessary for economic growth.

MARUTI VISION :

MARUTI CORE VALUES :

Maruti has introduced the superior 16 * 4 Hypertech engines across the entire Maruti Suzuki range. This new technology harnesses the power of a brainy 16-bit computer to a fuel-efficient

28

4-valve engine to create optimum engine delivery. This means every Maruti Suzuki owner gets the ideal combination of power and performance from their car. The other innovation has been the introduction of Electronic Power Steering (EPS) in select models. This results in better and greater maneuverability. In other words, the cars has become even more pleasurable to drive.

Spread over a sprawling 297 acres with 3 fully-integrated production facilities, the Maruti Udyog Plant has already rolled out over 4.3 million vehicles. In fact, on an average, two vehicles roll out of the factory every minute. And it takes on an average, just 14 hours to make a car. More importantly, with an incredible range of 11 models available in 50 variants, there's a Maruti Suzuki made here to fit every car-buyer's budget. And dream.

The Quality Advantage

Maruti Suzuki owners experience fewer problems with their vehicles than any other car manufacturer in India (J.D. Power IQS Study 2004). The Alto was chosen No.1 in the premium compact car segment and the Esteem in the entry level mid - size car segment across 9 parameters.

29

The J.D. Power APEAL Study 2004 proclaimed the Wagon R no. 1 in the premium compact car segment and the Esteem No.1 in the entry level mid - size car segment. This study measures owner in terms of design, content, layout and performance of vehicles across 8 parameters.

A Buying Experience Like No Other Maruti Suzuki has a sales network of 307 state-of -the-art showrooms across 189 cities, with a workforce of over 6000 trained sales personnel to guide our customers in finding the right car. Our high sales and customer care standards led us to achieve the No.1 nameplate in the J.D. Power SSI Study 2004.

Quality Service Across 1036 Cities In the J.D. Power CSI Study 2004, Maruti Suzuki scored the highest across all 7 parameters: least problems experienced with vehicle serviced, highest service quality, best in-service experience, best service delivery, best service advisor experience, most userfriendly service and best service initiation experience.

92% of Maruti Suzuki owners feel that work gets done right the first time during service. The J.D. Power CSI study 2004 also reveals that 97% of Maruti Suzuki owners would

30

probably recommend the same make of vehicle, while 90% owners would probably repurchase the same make of vehicle.

One Stop Shop At Maruti Suzuki, you will find all your car related needs met under one roof. Whether it is easy finance, insurance, fleet management services, exchange- Maruti Suzuki is set to provide a single-window solution for all your car related needs.

The Low Cost Maintenance Advantage

The acquisition cost is unfortunately not the only cost you face when buying a car. Although a car may be affordable to buy, it may not necessarily be affordable to maintain, as some of its regularly used spare parts may be priced quite steeply. Not so in the case of a Maruit Suzuki. It is in the economy segment that the affordability of spares is most competitive, and it is here where Maruti Suzuki shines.

Lowest Cost of Ownership The highest satisfaction ratings with regard to cost of ownership among all models are all Maruti Suzuki vehicles: Zen, Wagon R, Esteem, Maruti 800, Alto and Omni.
31

We are proud to have the lowest cost of operation/km (among petrol vehicles) - the top 5 models are all Maruti Suzuki models : Maruti 800, Alto, Zen, Omni and Wagon R.

Marutis approach to quality is in keeping with the Japanese practice--"build it into the product". Technicians themselves inspect the quality of work. Supervisors educate and instruct technicians to continually improve productivity and quality. The movement of quality indicators is reviewed in weekly meetings by the top management. In 2001, Maruti Udyog Ltd became one of the first automobile companies anywhere in the world to get an ISO 9000:2000 certification. AV Belgium, global auditors for International Organization for Standardisation(ISO), certified Maruti after a four day long audit, covering varied parameters like Customer Focussed organisation, Leadership, Involvement of people, Process approach, System approach to Management, Continual improvement, etc.

In May 1995, Maruti got ISO 9002 certification. The audit for this covered quality assurance in production, installation, marketing and sales as well as after sales services. We were also one of the first companies in the world to pioneer ISO 9000 certification for our dealers. In October 1993, MUL passed the Conformity Of Production (COP) Audit, which is based on a European Union Directive. This authenticated our quality systems and testing facilities for export to Europe. Maruti emphasis on total quality has meant that today maruti are in a position to guide vendors and dealers in establishing and consolidating their individual quality systems. This commitment to

32

quality has ensured a consistently satisfying product and world-class sales and after-sales services.

The TS 16949 standard, brought out by ISO in the year 1999, is an extension of the ISO 9001:2000 standard that prescribes Quality management system requirements that are specifically applicable to the automotive industry.

TS 16949 has gained high popularity and almost all major automobile players across the globe including GM, Ford, Daimler Chrysler, Nissan, Honda are embracing & promoting it.

IDTR IDTR (Institute of Driving, Training and Research) is a professional school for driving, managed and sponsored by MUL. It conducts one-day courses for both learners as well as those wanting a refresher course. The institute is well equipped for both practical as well as theoretical training using TV and other visual aids. Successful participants get an IDTR certificate, which enables them to procure a driving license from the regional transport office

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Welfare Camps Every year we organize blood donation camps along with Red Cross, in which employees donate blood. Eye check-up camps, family planning related camps and other health camps are also organized periodically. Medical support & welfare The employees of Maruti have always donated generously to people affected by natural calamities. They contributed Rs. 2 million to rehabilitate earthquake victims in Latur. We also run a creche for the children of construction workers, which provides food shelter and education for 85 children. Education to underprivileged DPS Maruti Shiksha Kendra, an education programme for the underprivileged, was inaugurated at DPS, Maruti Kunj recently. The objective of his project is to educate the children of below poverty line (BPL) families from the nearby villages of Gurgaon district. 120 students in the age group of 5-8 years have already enrolled. DPS Maruti Kunj is providing books, writing material and uniforms, refreshment and transport facilities to these children. Education Programme for mothers 'Chetna', an education programme for mothers - is an another endeavour to provide basic education to mothers of the students of DPS Maruti Kunj and surrounding villages. Majority of students at the school is first generation learners. Therefore, the concept of starting a movement of learning 'Chetna' for mothers has been promoted. The response has been encouraging and about 130 mothers are attending it regularly.

34

Maruti Udyog Ltd. is committed to: Maintain and continually improve upon our Environmental Management system and performance. Prevention of pollution resulting from our business activities and products. Strictly adhere to environmental laws and further follow our own standards.

Recognizing our responsibility to provide a green and safe environment, we put forward following action guidelines: Promote energy conservation Promote three R's (Reduce, Reuse, Recycle) Promote "Green" procurement Provide environmental education to all the personnel working for or on the behalf of Maruti Udyog Limited

35

In August, 2003 Maruti crossed a milestone of exporting 300,000 vehicles since its first export in 1986. Europe is the largest destination of Marutis exports and coincidentally after the first commercial shipment of 480 units to Hungary in 1987, the 300,00 mark was crossed by the shipment of 571 units to the same country. The top ten destination of the cumulative exports have been Netherlands, Italy, Germany, Chile, U.K., Hungary, Nepal, Greece, France and Poland in that order.

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MONTHLY SALES 2009-10

Apr A1 C A2 A3 Maruti 800 Omni, Versa Alto, Wagonr, Zen, Swift Baleno, 6910 4838 22280 2331 36359 613 36972 1218 38190 May 6116 5435 Jun 6387 4492 Jul 6294 6043 25477 2534 40348 205 40553 4200 44753 Aug 7084 5402 26558 2475 41519 198 41717 4792 46509 Sept 7423 6022 29456 3168 46069 324 46393 2885 49278 Oct 9087 6376 31531 3058 50052 256 50308 1235 51543 Nov 7397 5250 28019 2437 43103 465 43568 3823 47391 Dec 7252 4638 28367 2459 42716 535 43251 2828 46079 Jan 8262 5401 31539 3027 48229 297 48526 1583 50109 Feb 6074 4079 23897 2288 36338 270 36608 4487 41095 Mar 10937 8390 37279 3735 60341 800 61141 2055 63196

26030 24703 2236 2191

Esteem Total Passenger cars MUV Domestic Export Total Sale S Gypsy, Vitara

39817 37773 189 222

40006 37995 2280 3395 42286 41390

INDIA MARUTI UDYOG PLANT

37

38

SECTION 6

MARUTI PRODUCT RANGE

39

MODELS OF MARUTI CARS MODEL Maruti 800 Maruti 800 STD BS III Maruti 800 AC BS III Maruti Omni 5 seater Maruti Omni 8 seater Maruti Omni LPG Maruti Omni Maruti Alto Alto Alto Lx Alto Lxi Maruti Zen Maruti Zen Lx Maruti Zen Lxi Maruti Zen Vxi Maruti Wagon R WagonR Lx WagonR Lxi WagonR Vxi Small TYPE Small

Small

Mid-Size

Mid-Size

Maruti Versa 5 seater 8 seater ( DX & DX2) Maruti Esteem Maruti Esteem Lx Maruti Esteem Lxi Maruti Esteem Vxi Maruti Baleno Baleno Sedan VXi Baleno Sedan LXi Maruti Swift Swift LXi Swift VXi Swift ZXi Maruti Zen Classic Maruti Gypsy Hard top Soft top Grand Vitara

Mid-Size Mid-Size

Mid-Size Mid-Size

Mid-Size SUV SUV

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Maruti 800
Driving with the high quality of fuel efficiency and economical purchasing price have enhanced the popularity of the Maruti 800. Its lowest fuel consumption cost has made this car forever better choice for the buyer.

Its easy accommodating small structure of 4.4 meters of radius has made it an user friendly car. For its easy to park structure , it is very comfortable to parking anywhere, even if the space is too little. It can be smoothly driven in an overcrowded street or in a narrow lane.

Various safety features of Maruti 800 give assurance of secured driving to the buyer. Here is an overview on few salient features of Maruti 800 :

Side impact beams Laminated windshield Additional body reinforcement

Other extra new features :

Collapsible steering columns High mount stop lamp Clear lens Headlamps Front Grille

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Dual Tone interior upholstery Bharat stage III : Hi-tech 32 ECM and ultra-refined engine Suzuki badging Clear multi reflector headlights Attractive tail lamp Specifically placed crumple zone

There are two variants found in Maruti 800:

Maruti 800 STD BS III Maruti 800 AC BS III

Maruti 800 is found in different colors:

Superior white Bright red

These are the metallic colors :

Icy Blue (new) Caribbean Blue (new) Silky silver Crystal gold(new)

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Maruti Omni

5 seater Maruti Omni 8 seater Maruti Omni LPG Maruti Omni

Maruti Omni can accompany anybody during the lazy holidays. Its seating capacity can accommodate a group of people going for picnic or outing. Stylish, smart and sporty looks of newly launched Maruti Omni is very comfortable. Its reclining and sliding front seat , enough leg space and ample headroom make it more spacious.

Its sleek sliding door and new side body graphics are giving new taste to the car lovers. Apart from this, its back bumpers with rear tail light cluster, clear lens headlamps and built in reversible lamps are lining up to market this car properly. With 37 bhp @ 500rpm and torque of 6.32 kgm @ 3000rpm , this car is running strong over the years. MPFI engine fulfills all the Bharat III emission norms. The features that make this car safe and secure are like side impact door beams, thermoplastic bumpers, booster assisted disc brakes, ELR type of front and rear seat belts, laminated win shield etc. Turning radius of 4.1 m, Omni solves the purpose of narrow lane driving, keen turning and small space parking.

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Striking colors are keeping this car out of the crowd :

Bright Red Silky Silver Superior White

The Metallic colors are :

Carribean Blue Icy Blue Crystal Gold Silky Silver

Maruti Esteem

Sophisticated big structured Maruti Suzuki esteem is one of the old car of the Maruti Udyog group. To run this huge car its engine is made of lightweight all-aluminum. This contemporary engine has capacity of 65 bhp at6000rpm.

According to *Mileage (Auto India , Nov 2005), Esteem holds the topmost position on mileage among the other category of cars including the small cars.

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There are three models of Maruti Suzuki Esteem:

Maruti Esteem (Lx) Maruti Esteem (Lxi) Maruti Esteem (Vxi)

Colors that make the body of the car appealing to any viewer are found in different shades in this car :

Superior White Metallic Pearl Silver Metallic Silky Silver Metallic Icy Blue Metallic Fawn Mist Metallic Midnight Black

Maruti Baleno
This mid size car with its bold and elegant looks along with its smart performance is becoming Colors

the

part

of

the

dream

of

many

car

lovers.

Pearl Silver Silky Silver

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Superior White Midnight Black Bean Blue

Maruti Baleno is present in two variants :

Baleno Sedan VXi Baleno Sedan LXi

Maruti WagonR
WagonR with its 1061cc low friction engine does not only run , but always fly high with its super power of 64bhp@6200rpm and faster acceleration. Its smooth pick up has made this car more popular than other cars in this category.

Its on board computer of 16 bit capacity always keeps an eyes on the performance Of the engine.

Its engine configuration of 4 valves per cylinder capacity keeps its fuel consumption lower than other cars.

Its Dual Distribution -less Digital Ignition (DDLI) gives better start and ideal power distribution. At the same time its mileage of 14.15 kmpl and other features make it more reliable car to the buyer.

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There are four variants in this car:

WagonR Lx WagonR Lxi WagonR Vxi WagonR Ax

Maruti Versa
With all the comfort and safety features, Versa is well equipped with twin AC, power steering, meta tech engine, child lock safety, computer controlled self diagnosis, ample space for legroom, comfortable seats with three row seating option, vacuum assisted brakes and load sensing proportioning valve etc.

Versa has two models:

5 seater 8 seater ( DX & DX2)

47

Maruti Swift

Competing with the other cars of Maruti, Maruti Swift is gradually making its position in the world of mid-sized family car. Maruti Swift has come up with the special technical specifications of 16 valve 4-cylinder, 1300 cc engine generating power of solid 87bhp @ 6000 rpm.

Maruti swift is equipped with various safety features and well advanced equipments.

There are four variants in this car :

Swift LXi Swift VXi Swift ZXi

48

Maruti Alto
Maruti Alto is one of the best selling car in India. It has included different new features in it like clear lens headlamps, sparkling tail lamps, dynamic front grill and bumper, stylish fabric, rotary control for AC etc. Other features that are really important for the comfort and safety of the passenger are electronic power steering, excellent services back up, convenient cup holders, high rigid monocoque frame made of high tensile steel, front and rear seat belts, booster assisted brakes etc. Its better mileage and low engine friction make this car most fuel efficient car in A2 segment (petrol).

It has three variants :

Maruti Alto Maruti Alto Lx Maruti Alto Lxi

Grand Vitara
Grand Vitara is well equipped with its various safety and comfort features. With its 2.7 litre DOHC V6 engine capacity and with the low-end torque of 127 kw @ 6000 rpm, it can effortlessly run from muddy, dusty terrain to any normal highway. Its safety features include rear door child safety locks, standard four-wheel ABS, power assisted rack pinion

49

steering system, high-tensile steel in a A, B, and C pillars, high impact door beams, front and rear crumple zones etc. Its comfort features include better space and three rows of seating arrangement. It comes in different colors :

Cool Beige Metallic Silky Silver Metallic Cat's Eye Blue Metallic Bluish Black Metallic Grove Green Pearl Metallic Pearl White Cassis Red Pearl

Maruti Gypsy
Maruti Gypsy with its sturdy and robust structure is always being a vehicle for every weather and all place. It is very comfortable and reliable for any kind of place from snowy hilly area to rough desert and from streams to dirt tracks. It runs smoothly on hills for its higher ground clearance of 210 mm and its diaphragm spring clutch designed in such a way so that it can withstand higher rotational speeds.

Its lighter petrol engine of 1300cc gives higher power and better control. Its engine which is higher on thermal conductivity heats up very quickly even at the snowy, cold place and it helps in starting easily.

50

Again because of its thermal conductivity property it is helpful in releasing heat faster . So even in a desert this vehicle can run easily . Its 4 wheel drive has more power for control. Its maximum power of 80 bhp@6000 rpm helps in crossing the stream easily. It is safer in crossing any muddy terrain and stream due to its better power to weight ratio 0.0812 which gives better acceleration. In spite of being its gigantic structure, it is a lighter vehicle with 1020kg (hard top) and 985 (soft top) of weight. Its light weight gives assurance for comfort driving in any muddy or sandy terrain. In order to avoid discomfort of sudden jerks due to potholes and bumps its reliable steering damper becomes safeguard to the steering wheel. Its 5 speed gear box provides better mileage on the highway. Different types of colors are found in Maruti Gypsy :

Superior White Icy Blue Bright Red Silky Silver

According to their weight, there are two types of Gypsy:

Hard top : its weight is 1020kg Soft top : its weight is 985 kg

51

MARKET COMPETITORS IN FOUR WHEELERS SEGMENT

The major car manufacturers are Hindustan Motors, Maruti Udyog, Fiat India Private Ltd., Ford India Ltd., General Motors India Pvt. Ltd., Honda Siel Cars India Ltd.,Hyundai Motors India Ltd., Skoda India Private Ltd., Toyota Kirloskar Motor Ltd., to name a few. The two-wheeler manufacturing is dominated by companies like TVS, Honda Motorcycle & Scooter India (Pvt.) Ltd., Hero Honda, Yamaha, Bajaj, etc. The heavy motors like buses, trucks, defense vehicles, auto rickshaws and other multi-utility vehicles are manufactured by Tata-Telco, Ashok Leyland, Eicher Motors, Bajaj, Mahindra and Mahindra, etc.

Car Manufacturers
Hindustan Motors Maruti Udyog Reva Electric Car Co Daimler Chrysler India Private Ltd Fiat India Private Ltd Ford India Ltd General Motors India Honda Siel Cars India Ltd

52

 Hyundai Motors India Ltd Toyota Kirloskar Motor Ltd Skoda Auto India Private Ltd Tata Motors Limited Mahindra & Mahindra Ltd.

Hindustan Motors
Hindustan Motors Limited (HML) was established just before independence in 1942 by Mr. B.M. Birla. It is a flagship company of the C.K. Birla Group. Its operations began in small assembly plant in Port Okha near Gujarat. In 1948 the manufacturing moved to Uttarpara, West Bengal, where it began the production of the Ambassador. Over the years it has equipped itself with state-of-the-art facilities for the production of passenger cars, trucks and multi-utility vehicles. Hindustan Motors have three manufacturing units. These are: Tiruvallur (Tamil Nadu): This exclusive state-of-the art plant is dedicated to the manufacturing of Mitsubishi Lancer in technical collaboration with Mitsubishi Motors, Japan.

Uttarpara (West Bengal): This division is engaged in the manufacture of passenger cars (Ambassadors and Contessa) and Multi Utility Vehicles (Trekker, Porter and Pushpak).
53

Pithampur (Madhya Pradesh): This plant has the Road Trusted Vehicle (RTV) division that manufactures "RTV" brand of multi-utility vehicles, in technical collaboration with OKA Motor Company, Australia. The vehicles manufactured by Hindustan Motors are: Ambassador Lancer Pajero Porter Pushpak RTV Trekker Hindustan T-480 FC (Truck)

Maruti Udyog
In February 1981 Maruti Udyog Limited (MUL) was incorporated under the provisions of the Indian Companies Act, 1956. It was established to meet the growing demand of a personal mode of transport caused by the lack of an efficient public transport system. A license and Joint Venture Agreement was signed between Government of India and Suzuki Motor Company (now Suzuki Motor Corporation of Japan) in October 1982. It manufactured India's first affordable cars. In the past twenty years it has diversified into various type of passenger cars catering to the need of different section of the population.

54

The manufacturing Unit of Maruti Udyog is located at Palam Gurgaon Road, Gurgaon, Haryana.

The Maruti models on road now are: Maruti 800 Maruti Omni Maruti alto Maruti Gypsy Maruti Versa Maruti Zen Maruti Wagon- R Maruti Esteem Maruti Baleno Maruti Vitara Maruti Swift Maruti Zen Estilo Maruti A-Star

Reva Electric Car Co.

The petrol price is ever rising and the scarce resource is being depleted at an alarming rate. Adding to the problem is the fact that the demand for personal automobile, especially cars

55

is rising. With the availability of easy car finance and rising income of the middle class in India, the demand for cars has noted a sharp increase. In this situation, the most innovative idea of a car that runs, not on the conventional fuel i.e. petrol and diesel,

but on electricity is more than welcomed. The REVA Electric Car Company manufactures environment friendly, cost effective electrical vehicles for city mobility. The REVA Car Company was incorporated in 1995. The first car was launched on 11th May 2001. The manufacturing unit of REVA is located at Bommasandra Industrial Area, Bangalore. The car is still in its infancy and the manufacturers hope that it'll grow strong in the coming time.

The REVA models are: -

REVA Standard REVA AC REVA Classe REVA Spl. Ed. (Coming Soon)

DaimlerChrysler India Private Ltd

Mercedes-Benz India Limited was set up in 1994 as a joint venture between Daimler-Benz and Telco for production and sales of Mercedes-Benz passenger vehicles. The authorized dealership and authorized service station was inaugurated in 1997. In February 2001, the
56

Mercedes-Benz Production began in India. In September 2001 Mercedes-Benz India became a 100% subsidiary of Daimler Chrysler India Pvt. Ltd. The manufacturing unit of Daimler Chrysler is located at Sector 15- A, Chikhali, Pimpri, Pune-411 018.

The Mercedes-Benz models currently available are: C-Class E-Class S-Class SL-Class

Fiat India Private Ltd

Fiat India Pvt. Ltd. is owned by Fiat Auto SpA along with Fiat India Automobiles Pvt. Ltd. and Premier Automobiles Ltd. Fiat auto SpA and Fiat India Pvt. Ltd. together hold 99.83% of the stake. Giovanni Agnelli founded Fiat SpA in 1899. In India, the company was established in 1905 when Bombay Motor Cars Agency was appointed as its sales agent. Fiat India Pvt. Ltd. manufacturers cars at Kurla, Mumbai and Rajangaon, Pune Maharashtra.

The Fiat models are: -

Sienna
57

 Palio Petra Uno

Ford India Private Ltd

Ford has been in India since 1907 when it launched Model A here. In 1926, Ford India was established, but the operations were discontinued in 1954. Again in 1995, Ford Motor Company received government approval to establish Mahindra Ford India, Limited (MIFL). It was a 50:50 joint venture with Mahindra and Mahindra Limited (M& M). In November 1998 Ford received approval to increase its take in the joint venture to 92.18%. The Company was re-christened as Ford India Limited. It has set up a modern, integrated manufacturing facility in Maraimalai Nagar near Chennai.

The Ford models are: -

Escorts (MIFL) Zetec (MIFL) Ford Ikon Ford Ikon Flair Ford Endeavour Ford Mondeo Ford Fusion

58

 Ford Fiesta

General Motors India

In 1928 General Motors began with assemblege of Chevrolets, trucks, buses and batteries. Although it closed operations in 1954, it has been in Indian market as a part of tie-ups with Hindustan Motors to produce Bedford trucks, Vauxhall cars, Allison transmission and offhighway equipments. In 1994, General Motors India was incorporated as a 50-50 joint venture with C.K. Birla Group of Companies. In 1999 it became a fully owned subsidiary of General Motors when General Motors Overseas Corporation bought the remaining shares.

The existing General Motors plant was originally built by Hindustan Motors. In 1994 General Motors modernized it. The plant is located at Halol, near Vadodara, Gujarat.

The General Motors India. models are: -

Opel Corsa Corsa Sail Chevrolet Forester Chevrolet Optra Chevrolet Tavera Opel Vectra

59

Honda Siel Cars India Ltd

In December 1995 Honda Siel Cars India Limited was incorporated for manufacturing of Honda passenger cars in India. It is a joint venture between Honda Motor Co. Ltd., Japan and Siel Limited. HSCI started commercial production in December 1997. The company is ISO 9002 & ISO 14001 certified. Today the company is one of the top players in the Indian premium and luxury car market.

The manufacturing unit of Honda siel is located at Surajpur-Kasna Road, Greater Noida Industrial Development Area.

The Siel Honda models are:

Honda Accord Honda CR-V Honda City

60

Hyundai Motors
Hyundai Motors India Limited (HIML) was established in 1996. It is a wholly owned subsidiary of Hyundai Motor Company, South Korean multi-national. Hyundai Motors India Limited is the fastest growing car manufacturer in India. Hyundai Santro is the most preferred car in the section of small passenger cars. The 26 variants of passenger car in 6 segments caters to the need of a large section of Indian population.

HIML has a fully integrated state-of-art manufacturing plant at Irrungattukatoi near Chennai. It is also setting up its second production unit adjacent to the existing one to meet the growing demand.

The Hyundai models are: -

Hyundai Santro Hyundai Getz Hyundai Accent Hyundai Elantra Hyundai Sonata Hyundai Terracan Hyundai Tucson

61

Toyota Kirloskar Motor Ltd.

In October 1997, Toyota Kiloskar Motors (TKM) started as a joint venture between Kirloskar Group and Toyota Motor Corporation. Toyota Motor Corporation (TMC) holds 89% of the share and the remaining 11% is owned by Kirloskar Group. TMC was established in 1937 by Kiichiro Toyoda in Japan. It is the largest vehicle manufacturer of Japan and is one of the biggest vehicle manufacturers of the world. The manufacturing unit is located at Bidadi near Bangalore.

The Toyota Kirloskar Motor models are: Toyota Qualis Toyota Innova Toyota Corolla Toyota Camry Toyota Plado

Skoda Auto India Private Ltd

Skoda Auto started its operations in India as Skoda Auto India Pvt. Ltd. with two dealerships in Mumbai and Delhi in 2001. In three years it set up a network of 38 dealerships service points across the country. Skoda Auto is a part of the international Volkswagen Group and is based in Czech Republic. It manufacturers and markets passenger car throughout the world.
62

In India, the car is assembled at Aurangabad. It is the first manufacturing unit outside Europe. It now intends to develop Skoda auto India as the manufacturing hub for South Asian Region. The Skoda-Auto models are: Skoda Superb Skoda Laura Skoda Octavia Combi Skoda L&K Skoda RS

Mahindra & Mahindra Ltd.

Mahindra & Mahindra is a part of the Mahindra Group which was established in 1945 to manufacture general-purpose utility vehicles that now services the Indian sub-continent as well as international markets in Africa, Europe, the Middle East, the US, Latin America, China and Malaysia. It later moved into manufacturing tractors and light commercial vehicles, and is today the tenth largest private sector company in India. MODELS OF MAHINDRA & MAHINDRA CARS MODEL TYPE Mahindra Bolero Mahindra Scorpio

63

 Mahindra CL Mahindra MM

Mahindra Marshal DI Marshal Deluxe Royale Mahindra CNG-3 Door SUV Mahindra Voyager SUV

Tata Motors Limited

Tata Motors Limited is India's largest automobile company, with revenues of Rs. 24,000 crores in 2008-09. Its name comes first in the category of commercial vehicles and the second largest in the passenger vehicles, mid size car and utility vehicle segments. The company is the world's fifth largest medium and heavy commercial vehicle manufacturer.

Over 3.5 million Tata vehicles is moving on Indian roads, since 1954. Its manufacturing plant is located at Jamshedpur, Pune and Lucknow.

MODELS OF TATA MOTORS CARS MODEL Tata Indica Tata Indica V2 Tata Indica V2 Xeta TYPE

64

 Tata Indica V2 Turbo Tata Indigo Tata Sumo

Sumo Victa Sumo Spacio ST Sumo Spacio Safari Dicor SUV

Tata Indigo Marina

65

SECTION 7

66

OBJECTIVE
(1) To find out the potential of their products in various PSU, GOVT. sectors and corporates in Ghaziabad . (2) To find out potential Customers of institute & how they can Capitalize those Institute. (3) To know those factors which affects the Institutional Sales of four wheelers (4) To know the satisfaction of customers from maruti passenger cars.

67

Research process in Flow chart:Before embarking on the details of research Methodology & techniques it seems an appropriate to present a brief overview of the research process.

FF FF
Define research problem & objective Review the

literature

Formulate hypotheses

Design research

Collect data

Analyses Data

Interpret and report

F = feed back FF = feed forward

68

69

SECTION 8

70

RESEARCH METHODOLOGY

RESEARCH DESIGN

A research design is the detailed blueprint used to guide a research study towards its objectives. It is series of advanced decisions taken together comprising a master plan or a model for the conduct of research in consonance with the research objectives. It details the procedures necessary for obtaining the information needed to structure or solve the marketing research problem The researchers propose to first conduct a intensive secondary research to understand the full impact and implication of the industry, to review and critique the industry norms and reports, on which certain issues shall be selected, which the researchers feel remain unanswered or liable to change, this shall be further taken up in the next stage of exploratory research where focused group shall screen through. This stage shall help the researchers to restrict and select only the important question and issue, which inhabit growth and segmentation in the industry. These set of questions are then propose to be studied under a descriptive research setting finally leading to formation of hypotheses and testing under causal research.

71

72

DESCRIPTIVE RESEARCH
Major objective of descriptive research is to describe something usually market characteristics or functions. Descriptive research is characterized by the prior formulation of specific hypotheses. Here information is clearly defined.

A majority of market research studies are descriptive research studies. A descriptive research study must collect data for a definite purpose. In descriptive research, hypotheses often exist, but they may be tentative and speculative.

The purpose for doing a market research was to find an accurate snapshot of the market environment of institutional sales. The relevance and importance of these factors was studied in a descriptive manner so as to get an overview of the institutional behaviors.

73

PLAN OF ANALYSIS

The data obtained through questionnaire according to the responses of institutes. Additional information obtained from various business journals, magazines, newspapers, websites etc. are also analyzed.

SOURCE OF INFORMATION
PRIMARY SOURCE OF DATA

The questionnaire formed the basis of collecting the primary data.

SECONDARY SOURCE OF DATA

The secondary source of data is collected from where various business journals, magazines, newspapers, websites etc. are also analyzed.

Sample size- (20)

74

SECTION 9

75

DATA ANALYSIS

1. THE NO. OF EMPLOYEES THEN SUB CATEGORISED ACCORDING TO THEIR MONTHLY SALARY TO FIND OUT THE NO. OF POTENTIAL EMPLOYEES IN VARIOUS INSTITUTES. No. of Employees in the institute (a)

Having Salary above 50,000 P.M.

(b) Having Salary between 25,000-50,000 P.M. (c) Having Salary between 15,000-25,000P.M. (d) Having Salary between 10,000-15,000 P.M. (e) Having Salary >10,000

76

2000 1800 1600 1400 1200 1000 800 600 400 200 0

(a) Having Salary above 50,000 P.M. Having Salary between 25,00050,000 P.M. Having Salary between 15,00025,000P.M Having Salary between 10,00015,000 P.M Having Salary >10,000
INTERPRETATION:-

This Question help us to find out the potential employees in the various Institutes. The employees having salary above 50,000 p.m. Must by the potential customer of 4-wheeler since they have status in society as well as in organisation. They must change their 4wheeler with new model.Their choice must be luxury or premium car segment. Since in these Institute 294 employees or 6.17% of total employees survey will be the potential of this research. The employees having salary above 25,000 p.m. is the 20.21% of the During this survey I observed that every Institute having the vehicle

institution survey.

other than its personal purpose come under these categories (a) & (b) the institute having

77

four wheeler from these two categories employees Only 5%-10% employees in these categories having 4-wheeler so remaining 85% -95% employees is the ourpotential. The employees having salary above 15,000 P.M. may purchase vehicle through finance. If our sales consultant go there & make proper communication which understandable by the employees they might be the our potential since these two categories contains almost 70% of the employees in any Institutes. If we able to track them properly so we can easily enter to these corporate sales.

78

2. How many vehicles population presently in the institute? No. of institute (a) Above 100 (b) Less than 75 (c) Less than 50 (d) Less than 25 (e) Less than 10 10 12 3 6 7

INTERPRETATION:Since I am doing the survey to find out the potential of 4-wheelers this Question help us to find out almost our Query because we can find out easily. During this survey I find out only PSU like CCL, CMPDI, & MECON having the vehicle above than 100 only 7.89% of total Institute. While 15.78%Institute having vehicle less than 75 . while out of 38 26.61% having vehicle less than 25 & the no. of institutes having vehicle less than 10 is 12or 31.57% of total sample.

79

12 10 8 6 4 2 0 Above 100 Less than 75 ) Less than 50 ) Less than 25 Less than 10

3.THIS QUESTION HELP US TO FIND OUT THE THE NO. OF VEHICLES PRESENTLY IN THE INSTITUTES.THE TOTAL NO. OF VEHICLES PRESENT IN 38 INSTITUTES ARE 2077. Vehicles population in the institute BRAND (a) Maruti Suzuki (b) Hyundai (c) Tata (d) Toyota (e) others NO.OF VEHICLES 756 282 242 36 156

80

800 700 600 500 400 300 200 100 0 MARUTI HYUNDAI TATA TOYOTA OTHERS

INTERPRETATION:This help us to find out the brands which get more popular in these Institutes. During there 38 Institute survey maruti has higher share that is 51.35% after that its main competitor is far behind that Is Hyundai has only 19.15%, tata share is 16.44% while toyata having share 2.44% & others having 10.59% Institute share. So there is great potential for maruti suzuki in these Institute sale. Only In govt. sector, Maruti has some competition from Ambassador or others 4wheelers like Bolero & Qualis. Because it has more space & since the employees having higher rank need more security so they prefer these others category vehicle.

81

4. How long you are using the following vehicles ? (please tick mark ) RESPONSES:BRAND Maruti Suzuki Huyandai Tata Toyota Oth Past 1year 2 1 3 2 5 13 Past 2 years 3 12 7 Past 3 years 9 7 2 Above 3 years 29 4 3

INTERPRETATION:This section help us to analyse which brand vehicle is How many years old. After survey I find out Maruti is one of the favourite brand in these Institutes they using Maruti above three years are 76.31% while Hyundai & tata are just enter in the these Institutes from last 2 or 3 years only. But others (Ambassador, M&M Jeep having also a great Importance in these Institutes these vehicles have been using by them more than 5-7 years.

82

5-Rate the different features of passenger cars according to your satisfaction level? (Rate according to your satisfaction Level. 1 - Low, 4 High ) Characteristics Maruti Huyandai Tata Toyota ..................

1.Average /fuel efficiency 2.Price 3. Maintenance Cost 4. Noise from engine 5. Pickup. 6. Driving 7. Gear 8. After sales service 9. Braking TOTAL AVG. RESPONSE IN%

4 3 3 3 4 4 4 4 4 91.66%

3 3 4 2 3 4 3 3 3 80.55%

4 4 3 4 3 3 2 3 2.5

3 3 4 4 3 3 4 3 4

3-2 2 3 3 4 4 4 3 3 76.38%

79.16% 86.17%

INTERPRETATION:-

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SO WE CAN SAY THAT INSTITUTE ARE HIGHLY SATISFIED FROM THEIR VEHICLES.THE SATISFACTION LEVEL IN MARUTI USER ARE 91.66%,WHILE HYUNDAI USER ARE 77.78%SATISFIED.TATA TOYOTA USERS USER HAVING 79.66%

SATISFACTION

LEVEL.

HAVING

86.17%SATISFACTION

LEVEL&OTHERS USERS INSTITUTE HAVING 76.38% SATISFACTION LEVEL.

100.00% 80.00% 60.00% 40.00% 20.00% 0.00%

maruti hyundai tata toyota others

84

6. The Price Range for vehicle desired & quantity is ___ RESPONSES:Price Range
(a) (b) (c) (d)

Above 5 ,00,000 Between 4,00,000-5,00,000 Between 3,00,000-4,00,000 Between 2,00,000-3,00,000 No responses

[ 4 ] [ 5 ] [ 21 ] [ 4 ] [ 4 ]

(e)

INTERPRETATION:This section help to determine the potential Institutes desire Range & Quality. 4 out of 38 that is 10.52% Institutes having desired vehicle Above 5,00,000 Range. Where as 5 out of 38 have 13.15% desire Range are between 4,00,000 5,00,000, the institute having desire Range between 3,00,000-4,00,000 is dominating that is 21 Institutes, or 55.26% of total sample. Where as only 4 Institutes having desire between 2,00,000-3,00,000 while 4

Institutes having Not applicable for these section, because they have not purchasing 4wheelers since 4 years.

85

NO.OF INSTITUTES

25 20 15 10 5 0 1 2 3 4 5

Above 5 ,00,000 Between 4,00,0005,00,000 Between 3,00,0004,00,000 Between 2,00,0003,00,000 N T R SP N S O E O SE

11.Most preferred month of purchase of vehicle is____ RESPONSES:(a) (b) (c) (d) (e) January-March April-June July-September October-December No responses [ 8 ]

[ 10 ] [ 3 ] ]

[ 8 [

9 ]

86

10 8 6 4

(a) (b) (c) (d)

2 0 NOT RESPONSES

Most preferred month of purchase of vehicle is April-June according to their preference while 21% Institutes having preference Jan-March & also Oct-December. 3 Institutes preferred July-September while 9 institutes having not decided about their purchase. 7. How many times in a year vehicles are purchased? RESPONSES:(a) (b) (c) (d) Once. Twice. Three times. Above three times . [ 19 ] [ 1 [ 1 [ -] ] ]
87

(e)
20 15 10 5 0

No response

[ 17 ]

Once. Tw ice. Three tim es Above three tim es NOT RESPONSES

50% Institutes having vehicles purchased only once in a year, which 2.63% Institutes having twice & thrice respectively in a year. Where as 45% Institutes not purchase any vehicle in a year. (This is the Important point) because they having not any fund from govt. or they having a old vehicle so they not purchase the vehicles.

8. Are you satisfied with the features of maruti? SATISFIED DISSATISFIED TOTAL
(a) (b) (c) (d) (e) (f) (g)

Space Seating comfort Air conditioning and heating Mileage Operation of exterior & Interior light Exterior paint quality Over all looks of the vehicle

67 71 41 75 47 56 37

33 29 59 25 53 44 63

100 100 100 100 100 100 100

88

(h)

Engine power

78

22

100

TOTAL

472

328

800

SECTION 10

89

Recommendation
The Institutional sale is not only the sale of vehicle to the Institute but make a healthy relationship with the Institutes this may be possible by doing certain preplan analysis:-

(1) Identity the corporate.

90

(2) Mapping or Analysis the corporate through Identify the potential customers/ Institutes. (3) Finalize list where you can just enter in to these Institutes. (4) Communication is the more Important factor. So communicate properly so that you can make a healthy (profitable) relationship with them.

These can be done with the help of customers Information card (CIC) these CIC must contain the full information & fix the target for every sales consultant or identity some sales consultant . Which having good communication skill so that they can communicate properly.

These will help co. to capitalise this potential to get more share in this Institutes.

SECTION 11

91

Conclusion
I may conclude by saying that the Institutional sale company in present scenario. is very important for any Todays competition in four-wheeler industry many foreign

companies are also want to enter in Indian Market because of low production cost & big potential Market.

92

So competition in four wheeler industry increased & every company would like to gain its market share. It is easily possible through Institutional sale because if once you enter the corporate you will always gain some thing never lose.

In this report I try to catch those Institutes, in Moradabad where cos. Can enter more easily or the Institutes which purchase Nos. of vehicles every years. It also helps to increase Market share in the Moradabad Region. So in this way company can improve its brand image in mind of Institutes & strengthen its market share & also get competitive edge over their competitiors.

SECTION 12

93

LIMITATIONS
Researchers have some limitation when they engaged in research. Because there is no cent percent accuracy in any research method due to certain boundaries, environment effect of any other reason. In the same way survey method has its own limitations. Some points are given below:-

94

1. Heat of the month june & july ,at the time this research take place creates tough obstacles.
2.

Primary data collected through survey method, is totally depend on respondents.

3. The data might not be totally representative of the population due to small size of sample as compared to population.

4. It is also possible that the information, which is given by respondent, is not fully correct.

5. Most of the business units do not provide needed information to researchers due to lack of confidence on researchers.

SECTION 13

95

QUESTIONNAIRE
Name:- ......................................Age........................................ Address :- ............................................................................................................... Sex:Male ( ) Female ( )

96

Contact no. :- ...................................................................................................

Occupation :-.........................................................................................

.Total No. Of employees in the institute :-.........................................................

1. No. of Employees in the institute having salary above (a) 50,000 P.M. [ ] ] (c) 15,000-25,000P.M. (d) 10,000-15,000 P.M. [ [ ] ]

(b) 25,000-50,000 P.M. [

2. How many vehicles population presently in the institute? (a) Above 100 (b) Less than 75 (c) Less than 50 (d) Less than 25 [ [ [ [ ] ] ] ]

3. Vehicles population in the institute BRAND (a) Maruti Suzuki (b) Hyundai NO.OF VEHICLES ( ( ) )

97

(c) Tata (d) Toyota (e) Others

( ( (

) ) )

4. How long you are using the following vehicles? (Please tick mark ) BRAND Maruti Suzuki Hyundai Tata Toyota Other 5. The Price Range for vehicle desired & quantity is ___ RESPONSES:
(e) (f) (g) (h)

Past 1year

Past 2 years

Past 3 years

Above 3 years

PRICE RANGE [ [ [ [ ] ] ] ]

Above 5 ,00,000 Between 4,00,000-5,00,000 Between 3,00,000-4,00,000 Between 2,00,000-3,00,000

6. Most preferred month of purchase of vehicle is(e) (f) (g) (h)

January-March April-June July-September October-December No responses [

[ [ [ [

] ] ] ] ]
98

(e)

7. How many times in a year vehicles are purchased? (a) (b) (c) (d) Once. Twice. Three times. Above three times . [ [ [ [ ] ] ] ]

8. Are you satisfied with the features of maruti? (a) Yes (c) Dont know ( ) ( ) (b) No (d) Cant say ( ) ( )

SECTION 14

99

BIBLIOGRAPHY
Reference Books:

Gupta M.P, Business Statistics, 9th Edition, Kamal Prakashan, New Delhi 2010 Kothari C.R., Research Methodology, Vishwa Prakashan, Seventh Edition New Delhi 2010

100

Kotler Philip, Marketing Management, Eleventh Edition, New Delhi 2010

Magazines :

Business today vol.15,June 2010

Websites:

www.marutiudyog.com www.siam.com www.cybersteering.com

101