1.

INDUSTRY PROFILE

The Indian automotive industry has witnessed an unprecedented boom in recent year owing the improvement in living standards of the middle class, and a significant increase in their disposable incomes. The industry is expected to touch the 10 million mark, to which the commercial vehicle segment will be a major contributor. Industry experts peg the Indian Automobile Sales growth at a compounded annual growth rate (CAGR) of 9.5 % by end of 2012. India is the second largest two-wheeler market in the world. Fourth largest commercial vehicle market in the world. Eleventh largest passenger car market in the world. Fifth largest bus and truck market in the world (by volume). Envisaged to be the seventh largest automobile market by 2016 and worlds third largest by 2030 (behind only China and the US).

Domestic Sales
The Society of Indian Automobiles Manufacturers Association (SIAM) estimates the sales figures of 7.5 million motorcycles, 2 million cars (including MPVs, SUVs & MUVs) and 9 million two-wheeler for year 2011-12 fiscal. Consequently, India should be able to contribute about 6 % to the total global automotive industry output by end 2012.

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Automobile Domestic Sales Trends

(Number of Vehicle)

Category
Total passenger vehicles

2006-07
902,096

2007-08
1,061,572

2008-09
1,143,076

2009-10
1,379,698

2010-11
1,549,882

2011-12
1,551,880

Total vehicles

commercial 260,114

318,430

351,041

467,882

490,494

384,122

Three wheelers Total Two Wheelers

284,078 5,364,249

307,862 6,209,765

359,920 7,052,391

403,909 7,857,548

364,781 7,249,278

349,719 7,437,670

GRAND TOTAL
Source: www.osec.ch

6,810,537

7,897,629

8,906,428

10,109,037

9,654,435

9,723,391

Passenger Vehicles Commercial Vehicles Three Wheelers Two Wheelers

12% 3% 4% 81%

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Growth and Development of the Industry

Auto sales in 2011 and 2012:

Company

December 2011

December 2012 71,000 22,252 16,999

% change 37 43 120

TATA Motors Hyundai Mahindra Mahindra General Motors Skoda Mahindra Renault Total &

52,029 15,602 7,726

4,041 732 272 80,402

8,258 1,113 308 119,930

101 52 13 49

Source: www.osec.ch

Leading Players

Profile of key Domestic Players: Name of the company Tata Motors Ltd Largest commercial vehicle player in the country and one of the largest in the passenger vehicles segment. Capacity 160000 units pa Volumes 171870 units in 2012 Operating incomeUS$ 3.8 billion in 2012 Sierra, Sumo, Safari, Indica, Indigo Pune (Maharashtra) Parent company Output Models Plants

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Mahindra & Mahindra Ltd

Flagship company of the Mahindra Group; largest player in the tractor segment in India

Capacity 125000 units pa Volumes 69737 units in 2012 Operating incomeUS$ 1.47 billion in 2012 Capacity 64000 units pa Volumes 15782 units Operating income

Armada, Bolero, Commander, Marshall, Maxx, Voyager, Scorpio

Mumbai, Nashik (Maharashtra)

Hindustan Motors Ltd.

A C.K Birla group flagship and one of the oldest auto companies in India.

Lancer, Ambassador, Contessa, Trekker, RTV, Pushpak, Pajero

Uttarpara (West Bengal), Pithampur (Madhya Pradesh), Trivellore (Tamil Nadu)

Ashok Leyland

Hinduja group

Operating Income - US$ 952.9 million in 2012

Multiaxle vehicles, tractor, ecomet, engines, Viking BSI, Viking BS-II, Vestibule Bus, 222 CNG bus etc

Ennore, two plants at Hosur, the assembly plants at Alwar, Bhandara, castings plant at Hyderabad

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TVS Motor

TVS Group

Operating Income - US$ 641.9 million in 2012

Mopeds - Excel, Champ, TVS 50Scooterettes Scooty Motorcycles - Max 100, Victor, Centra, Fiero

Hosur, Mysore

Bajaj Auto

Bajaj Group

Capacity - 2.52 million units pa Operating income - US$ 1.3 billion in 2012

Motorcycles Boxer, CT 100, Discover, Wind, Caliber, Pulsar, Eliminator Scooters - Spirit, Saffire, Wave

3 Plants at Akurdi, Waluj, Chakan.

Source: www.osec.ch

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Profile of key Foreign Players: Name of the Company Maruti Udyog Ltd Parent Company Suzuki of Japan holds a 54.2 per cent stake in the company Capacity 500000 units pa Volumes 472122 units including exports in 2012 Operating iIncomeUS$ 2.4 billion in 2012 Hyundai Motors India Ltd Wholly owned subsidiary of Hyundai Motor Company, S. Korea Daimler Chrysler India 100 per cent subsidiary of Daimler Chrysler Group Capacity 10000 units pa Volumes 1640 units E class, S class, C class Pune (Maharashtra) Capacity 150000 units pa Volumes 171905 units Santro, Accent, Sonata, Terracan, i-10, i-20, Irrungattukottai (Tamil Nadu) 800, Omni, Alto, WagonR, Zen, Baleno, Esteem, Gypsy, Vitara, Versa Gurgaon (Haryana) Output Models Models Plants

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Fiat Motors

Subsidiary of Fiat Auto SpA

Capacity 50000 units pa Volumes 10428 units

Uno, Siena, Palio, Palio Adventure

Mumbai (Maharashtra)

Ford Motors Ltd

Ford Motor Company, the world's second largest automaker

Capacity 100000 units pa Volumes 45723 units Capacity 25000 units pa Volumes 17986 Units Capacity 30000 units pa

Ikon, Mondeo

Chengaipattu (Tamil Nadu)

General Motors Ltd

Collaboration between General Motors Corporation and C.K. Birla Group of companies

Astra, Corsa, Swing, Forrester, Vectra, Sail, Optra, Chevrolet Optra

Halol (Gujarat)

Honda Siel Cars India (HSCI)

Established in 1995, with Honda Motor Company, (Japan) and Siel Ltd (India) being the key promoters.

Volumes 20,550 units City, Accord, CR V

Noida (UP)

Toyota Kirloskar

Joint venture between Kirloskar Group and Toyota Motors Cops

Capacity 50000 units pa

Volumes 42,549 units Qualis, Camry, Corolla

Bidadi (Karnataka)

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Skoda Auto India

Skoda Auto, based in Czech Republic, is a part of Volkswagen group

Capacity 10000 units pa Volumes 3712 units

Octavia, Laura

Aurangabad (Maharashtra)

Hero Honda

Joint venture between Hero Group, the world's largest bicycle manufacturers and the Honda Motor Company of Japan

Capacity - 2.8 million units pa Operating income - US$ 1.66 billion in 2012

Motorcycles CD Dawn, CD Deluxe, Splendour, Passion, Karizma, CBZ, AmbitionStep Through - Street

2 plants at Daruhera and Gurgaon

Honda Motorcycle & Scooters India Pvt. Ltd (HMSI)

Source: www.osec.ch

Wholly owned subsidiary of Honda Motor Company Ltd., Japan

Capacity200000 vehicles per annum

Scooters Activa, Dio, Eterno Motorcycles Unicorn

Manesar

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2.

COMPANY PROFILE

Background and Inception of the company:

A Dealership for the entire range of TATA & FIAT Vehicles- Cars to Commercial segment. Commenced its operations in 1991, today PRERANA is 22 years young, 1600 people strong and presently operating from 65 locations, and provides comprehensive services i.e., Sales, Service and spare parts. The company has multi location showrooms and service workshops with state-of-art facilities, trained manpower, genuine spares and complete range of products and services to meet every requirement of the customers. The company has been rated best by customers and in industry surveys, because of its constant endeavor to deliver prompt & Reliable service. PRERANA MOTORS working philosophy is particularly based on Prepare employees for the future developments with developments in their personality. As competition is very much intense hence the management is working hard for customer relationship to achieve future business growth. As it is 22 years old organization hence as every other organization it is also facing some management problems. Management is trying to overcome all these problems and achieving systematic workings here. Each and every department is distinguished for the employees. Every employee is having its own designation and job profile and he/she has to work under that profile only. For each segment of the vehicles, PRERANA Motors is having its separate executives. Departments are connected through local area networks. The main aim of management here is self development of employees. So that, they can be empowered for the benefit of the organization and be able to take future responsibilities. It starts with the joining of the employee in the organization. Initially, they have to work under various departments till his/her probation period would be over. They have to start their works from the
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ground level, so that they can understand the reality of the business here. Daily reporting at the morning and the evening make them up to date with the objectives and their future targets. The senior management knows that how they are doing their work and in which way they have to be directed.

ABOUT TATA MOTORS:

Tata Motors Limited is India's largest automobile company, with consolidated revenues of INR 1, 65,654 cores (USD 32.5 billion) in 2011-12. It is the leader in commercial vehicles in each segment, and among the top three in passenger vehicles with winning products in the compact, midsize car and utility vehicle segments. It is the world's fourth largest truck and bus manufacturer. The Tata Motors Groups over 55,000 employees are guided by the vision to be ''best in the manner in which we operate, best in the products we deliver, and best in our value system and ethics.'' Established in 1945, Tata Motors' presence indeed cuts across the length and breadth of India. Over 7.5 million Tata vehicles ply on Indian roads, since the first rolled out in 1954. The company's manufacturing base in India is spread across Jamshedpur (Jharkhand), Pune (Maharashtra), Lucknow (Uttar Pradesh), Pantnagar (Uttarakhand), Sanand (Gujarat) and Dharwad (Karnataka). Following a strategic alliance with Fiat in 2005, it has set up an industrial joint venture with Fiat Group Automobiles at Ranjangaon (Maharashtra) to produce both Fiat and Tata cars and Fiat power trains. The company's dealership, sales, services and spare parts network comprises over 3,500 touch points Automatic. The Safari Storme also simultaneously got a powerful 2.2 Liter VVT engine in July 2013. The STORME achieved the highest safety rating by the European NCAP. Tata Motors is also expanding its international footprint, established through exports since 1961. The company's commercial and passenger vehicles are already being marketed in several countries in Europe, Africa, the Middle East, South East Asia, South Asia, CIS, Russia and South America. It has franchisee/joint venture assembly operations in Bangladesh, Ukraine, and Senegal.
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The foundation of the company's growth over the last 66 years is a deep understanding of economic stimuli and customer needs, and the ability to translate them into customer-desired offerings through leading edge R&D. With over 4,500 engineers and scientists, the company's Engineering Research Centre, established in 1966, has enabled pioneering technologies and products. The company today has R&D centres in Pune, Jamshedpur, Lucknow, Dharwad in India, and in South Korea, Spain, and the UK. It was Tata Motors, which developed the first indigenously developed Light Commercial Vehicle, India's first Sports Utility Vehicle and, in 1998, the Tata Indica, India's first fully indigenous passenger car. Within two years of launch, Tata Indica became India's largest selling car in its segment. In 2005, Tata Motors created a new segment by launching the Tata Ace, India's first indigenously developed mini-truck. A Promise is promise and I kept my Promise This is the historical statement which Mr. RATAN TATA said when he launched his ambitious TATA NANO.

A. Nature of Business Carried:

PRERANA MOTORS is a dealer of cars of TATA & FIAT. The business carried by PRERANA MOTORS is of dealership. It is an also an authorized service centre and it totally aims in selling cars like passenger cars, SUV & commercial vehicles as per demand of customers.

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B. Vision, Mission and Quality Policy:

VISION: Be the largest Automobile dealership by market share, perceived as Reliable and Efficient, Recommended by most customer

MISSION: Committed to deliver quality experience to customer in buying and servicing of vechicales through,

Best service quality, Easy accessibility. Process efficiency by total employee engagement.

QUALITY POLICY:

Based on a respect for human dignity, it make efforts to meet the expectations of all stakeholders including customers and business partners by building a constructive relationship amongst management, labor, executives and employees. Also, they focus on communicating their corporate values both internally and externally, and gaining confidence from all stakeholders.
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Products Profile:
TATA NANO: The Tata Nano is a city car manufactured by TATA Motors. Made and sold in India, the Nano is the cheapest car in the world today. Before it went on sale, a price of Rs. 1 lakh was widely touted. Since its 2009 debut, the price has increased. Nevertheless, the Nano remains the lowest-cost four-wheeled passenger vehicle in India. The Nano is a 2 cylinder petrol with bosch multi-point fuel injection ( single injector) all aluminum 38 metric horsepower (28 kW) 624 cc (38 cu in). The care complies with BS4 Indian emission standards ad can also meet European emission standards as well. The overall fuel efficiency of Tata Nano is 25.35 KMPL. MODELS 01 02 03 04 NANO STANDARD BS IV (only non-metallic) SPECIAL EDITION CX (Non Metallic) SPECIAL EDITION CX (Metallic) SPECIAL EDITION LX (Metallic) Net On Road Price Rs. 1,87,857 Rs. 2,23,371 Rs. 2,27,326 Rs. 2,55,161

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TATA INDICA (1st GENERATION): The Tata Indica is a hatchback automobile range manufactured by Tata Motors of India. It is the first passenger car from Tata motors and is also considered Indians first indigenously developed passenger car. As of August 2008, more than 910,000 Indicas were produced, and the platform had spawned off close to 1.2 million vehicles. The annual sales of Indica have been as high as 144,690 units in 2006-07. Current monthly sales of Indica are around 2000 units. The models have also been exported to Europe, Africa and other countries since late in 2004. Model 01 02 03 INDICA eV2 LE CR4 INDICA eV2 LS CR4 INDICA eV2 LX CR4 Net On Road Price Rs. 5,39,353 Rs. 5,57,071 Rs.5,92,224

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TATA INDICA VISTA (2nd GENERATION): The Indica Vista was unveiled at the 9th Auto Expo in New Delhi. It is built on a completely new platform and shares nothing with the existing Indica. This new version is bigger than the previous Indica, it is 3,795 mm (149.4 in) long with a wheelbase of 2,470 mm (97.2 in). The Indica Vista has two new Fiat engines,[17] a 1.3 L Quadra jet common rail direct injection diesel and a 1.2 L Safire MPFI VVT petrol engine. Model 01 02 03 04 05 06 07 VISTA LS VISTA LX VISTA VX VISTA ZX VISTA GLS 65 VISTA GVX 90 VISTA GZX 90 Net On Road Price Rs. 6,30,931 Rs. 6,79,762 Rs. 7,09,911 Rs. 7,89,974 Rs. 5,06,602 Rs. 7,31,690 Rs. 7,92,624

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TATA CLUB CLASS INDIGO MANZA: Indigo Manza was launched on 14 October 2009.It is priced between Rs 4.8 lakhs and Rs 6.75 lakhs. The launch coincided with the phasing out of the earlier sedan version of Indigo. Four variants are the Aqua, Aura, Aura (ABS) and the Aura +. with engine options of a 1.4 liter petrol and a 1.3 liter diesel engine, shared with the Fiat Linea. A Facelifted version of the Manza, known as The Tata Manza Elan was launched in February 7, 2011. It sports new looks like the Chrome inserts in Fog Lamps, Rub rails, Bumper etc. It also has the Biege n' Burgundy Dual tone interiors, Silver and Black dual tone Alloys and also, Elan comes in an Exclusive Colour of Tyrian Wine. Model 01 02 03 04 05 06 07 MANZA LX QJET 90PS BS4 MANZA VX QJET 90PS BS5 MANZA EX QJET 90PS BS5 MANZA EXL QJET 90PS BS4 MANZA GLX QJET 90PS BS4 MANZA GEX QJET 90PS BS5 MANZA GEXL QJET 90PS BS4 Net On Road Price Rs. 8,45,884 Rs. 9,19,318 Rs. 10,24,830 Rs. 10,63,643 Rs. 7,53,066 Rs. 9,16,581 Rs. 9,57,017

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TATA SAFARI DiCOR: The SUV was first released in 1998 with a 2.0 liter turbo I4 Diesel engine. Launched in 1998 in Turbo Diesel form, the Safari had 87 PS (64 kW) power. It came with a synchromesh forward five-speed manual gearbox, with a 4X4 option. The new Tata Safari DiCOR (DiCOR standing for "Direct Injection Common Rail engine") is powered by a 3000 cc inline-four cylinder engine that develops 116 PS (85 kW) at 3000 rpm and 300 Nm (221 lbfft) of torque between 1600 and 2000 rpm. The engine is taken from the Tata 407, a truck manufactured by Tata Motors. The new engine is mated to a five-speed gearbox, with a new, sporty gear lever. Model 01 02 03 04 05 06 SAFARI LX 4*2 SAFARI EX 4*2 SAFARI GX 4*2 SAFARI VX 4*2 SAFARI VX 4*4 SAFARI VX 4*4 P/W Net On Road Price Rs. 10,03,456 Rs. 11,99,832 Rs. 13,95,988 Rs. 15,48,931 Rs. 16,61,749 Rs. 16,68,242

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TATA SAFARI STORME ( The Real SUV): The all new Tata Safari Storme has a all new Common Rail Direct Injection 2.2 Litre 16 Valve DOHC "VariCOR Diesel Engine with Variable Turbine Technology (VTT),High Inertia Flywheel and is electronically controlled by a 32 Bit Microprocessor. The new Safari Storme has more passenger cabin space. In India, the top variant comes with Dual Airbags, ABS (Anti Lock Braking System) and EBD(Electronic Brake Force Distribution),Electronic Shift on fly 4 by 4 Machenism,Limited Slip Differential, Fuel Cut-Off Inertia Switch for safety in a crash to reduce risks of/intensity of fire. The much awaited and talked about sports utility vehicle from the renowned Indian manufacturer Tata Motors, Tata Safari Storme covers are finally lifted. Model 01 02 03 04 SAFARI LX 4*2 SAFARI EX 4*2 SAFARI VX 4*2 SAFARI VX 4*4 Net On Road Price Rs. 12,05,279 Rs. 13,48,702 Rs. 15,60,250 Rs. 17,19,024

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TATA SUMO GOLD: Tata Motors launched the upgraded version of the Spacio Gold Plus variant. Christened as Sumo Victa DI, the power-train was carried over from the Spacio and the body styling and interiors were carried from Sumo Victa viz the positioning of the spare wheel was changed from the rear tailgate to the underbody of the vehicle. The engine 2956cc type 4SP (3.0L) Turbo charged. This model comes in 7 and 9 seater variants and is very much popular with private transporters & contract taxi vendors because of its lower cost and good fuel economy. Model 01 02 03 04 05 06 07 SUMO GOLD CX DI 7/9 SEATER SUMO GOLD LX DI 7/9 SEATER SUMO GOLD EX DI 7/9 SEATER SUMO GOLD GX DI 7/9 SEATER SUMO GOLD LX Dicor 7/9 SEATER SUMO GOLD EX Dicor 7/9 SEATER SUMO GOLD GX Dicor 7/9 SEATER Net On Road Price Rs. 6,79,999 Rs. 7,34,149 Rs. 7,77,259 Rs. 8,54,233 Rs. 7,64,233 Rs. 7,94,860 Rs. 8,71,834

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TATA ARIA: The Tata Aria with the Crossover tag, represented something absolutely fresh and unattempted in the Indian passenger car market. Becoming the first real crossover with 4X4 capabilities, the Aria gained quite a bit of recognition primarily because of its multi-functional performance capabilities coupled with its great styling and its upmarket comfort quotient. Tata has also introduced a 4X2 version, of its flagship Aria model, which not only makes its model range more comprehensive. Tata Motors said, "As the first Indian 4x4 crossover, the Tata Aria has broken a new path for Tata Motors. With the introduction of the Aria 4x2, we make the range comprehensive. The pleasure of the Aria, combining the finesse of a sedan with the muscle of an SUV, can now be availed by a larger customer segment." Even in its 4x2 avatar, the Aria offers its customer the same muscle and power output through its advanced 2.2 litre Direct Injection Common Rail (DICOR) engine, with variable turbine technology and 32-bit ECU that delivers 140 PS power and 320 Nm torque. Model 01 02 03 04 05 ARIA 4*2 PRESTIGE ARIA 4*2 PLEASURE ARIA 4*2 PURE ARIA 4*2 PURE LX ARIA 4*4 PRIDE Net On Road Price Rs. 18,99,669 Rs. 16,85,974 Rs. 15,20,639 Rs. 12,24,059 Rs. 21,05,039

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C. Area of Operation:
The firm operates regionally in the Bangalore circle. The showrooms are situated in the important markets of Bangalore. But the TML under which the dealership situated operates globally in both Passenger cars segments and SUVs segment and also commercial vehicles.

D. Competitors Information:
Car segment Maruti Suzuki

M-800 had dominated the Indian car market since it was launched in 1984. The introduction of new cars by competitors made the M-800 look obsolete as it had not been changed in any major way for over two decades. Apart from the increased competition, MUL also had a few other problems on its plate. There was a delay in setting up of a plant in India for manufacturing diesel engines and transmission systems for cars. The engines for its diesel variants were imported from other countries, and there were limits on the quantities it could import. In the market, MUL's models like the Zen, Alto, WagonR, and Baleno were showing mixed results.

Utility Vehicle segment Mahindra Marketing Strategy of Mahindra and Mahindra Limited for Scorpio In June 2003, 'Scorpio,' a sports utility vehicle (SUV) from Mahindra and Mahindra Ltd. (M&M), a leading Indian automobile company, celebrated the first anniversary of its launch. This one year journey had been quite fruitful for Scorpio, which had impressed many industry observers and customers. A few years ago, within the first eight days of its launch, Scorpio had attracted over 10,000 customers to its dealer showrooms and over 3,000 customer enquiries, resulting in 1000 order bookings. According to company sources, by the time it completed its first birthday, Scorpio had
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sold 15,000 units across India. Media reports, automobile enthusiasts and industry analysts had all given the SUV extremely positive reports. With demand for the vehicle growing steadily, M&M even had to increase its production from 1,800 units per month in 2002 to 2,000 per month in June 2003, and 2,500 per month by late 2003. Thanks to the high decibel advertising support, Scorpio had acquired high brand recall among consumers. In fact, it was said to be one of the very few automobile brands in India that successfully boosted the image of their parent companies (in this case M&M) as well.

E. Infrastructural Facilities:
The firm has good infrastructural facilities these are: o It is situated in the main market place of the Garden City Bangalore. o The showroom has good facilities such as Playing area for children who are coming with the customers, o Good servicing facilities for cars with advanced technologies, o Good entertainment facilities available for customers who were wait during the servicing of their car, o The showroom uses new technology in their management information system(MIS).

F. Achievement and Awards:

o Achieved the most car seller dealership in Bangalore. o Win the best car seller award in Bangalore from Chas Chamber of Commerce.

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G. Work flow Model:

CUSTOMER APPROACH MODEL PROCESSING OF ORDER Order to Manufacturer DELIVERY OF ORDERS Customer choose the payment option i.e., car finance or cash.

FEATURES

Supply of cars from Manufacturer After all Documentation the car is finally delivered to customer

COLOUR Delivery to Showrooms Wit in 5 days BOOKING OF CAR

There are three broad processes at a showroom. Pre-sales Sales Post sales All these are inter-related to each other. The pre-sales process is very important because if a customer has a satisfying experience during this process, it greatly increases the chances of him purchasing the car from your showroom. At this stage, the customer is indecisive as to which car to buy and from where to buy.

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Walk in Enquiry

Telephonic Enquiry

Product Demonstration

Test Drive

The pre-sales activities include:

Cold Calling and Identification of Prospects Creation of Customer Card Acquire Knowledge about MUL s range of cars, competitor cars Knowledge about other allied services like finance, insurance, pre owned cars, extended warranty etc. Knowledge about accessories, range offered, prices etc. and about preventive maintenance of the car.

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THE SALES ACTIVITIES INCLUDE: Visit the prospects Understanding needs of the prospects Give a proposition to the customer. Create interest and preference for MUL Give a detailed demonstration and test drive Provide clarification to queries and handle objections Follow-up with the customer Secure order from customer Offer allied services like finance, insurance, accessories etc. Advice customer on all matters related to his car. In case there are too many Sales cases, a special focus is required to serve these customers since ultimately, the customers are also the showrooms customers and there are suggested ways to handle them.

H. Future growth and prospects:

PRERANA motors future growth is very bright because it is the newly growing firm in the

Bangalore market. The customers of Bangalore is already aware about the PRERANA Automobile because this is the very old firm and dealership in Bangalore. Due to this customers are committed toward this dealership and due to this customers do not go for any other showroom of TATA.

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3.

McKinseys 7S framework :

STRATEGY

SYSTEM

STRUCTURE

SHARED VALUE

STYLE

SKILL

STAFF

STRATEGY PRERANA MOTORS marketing strategy is differentiated marketing. Its primary consumer target is middle to upper income professionals who need true value for their money and comfortable ride in city conditions. Its primary business target is midsized to large sized corporate that want to help their managers and employees by providing them a car for ease of transport. Its secondary business target is entrepreneurs and small business owners who want to provide discounts to managers buying a new car

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STRUCTURE Overall Structure of the PRERANA MOTORS:

Managing Director

Chief Executive Officer Branch Manager and Manager sales & marketing

Corporate &Exchange , TATA Advantage PreOwned Cars

Team Leader,Sales

Finance Dept.

GDMS and Back Office

Accessories & Spares

Service Dept.

S.E. 1 S.E. 2 S.E. 3

Employee 1 Employee 2 Employee 3

Employee 1 Employee 2 Employee 3

Sales Executives

S.E. 4 S.E. 5 S.E. 6 S.E. 7

Service Employees 01 to 30

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SKILL
PRERANA MOTORS product is Passenger Cars and Commercial Vehicles, so they should be

handled carefully. So it required skilled manpower for handling, and skill in the sense testing of cars. Training will be conducted in TATA Motors Bangalore (Karnataka). For newly recruited employees will be given basic training program for 10 weeks. And 10 weeks training will be given for employees for junior technical officer, about machines. Training will be given to employees to know about the total features of cars in PRERANA MOTORS. STYLE
Top down Approach

The management acts with autonomy and independence in excercising strategic supervision, discharging its fiduciary responsibilities, and in ensuring that the company observes the highest standards of ethics, transparency and disclosure.

Participating Approach

At PRERANA MOTORS the management is participating in nature. Anyone in the company can put in their view points before the management for any improvement in the prospects of the company, manpower, working environment, etc.

SYSTEM The marketing department is divided into 5 Teams. For all the different marketing teams, one Team Leader is assigned. The team leaders take care of their teams activities and report to the marketing manager that is further reported to the CEO. The marketing is totally target based and based on targets given by TML, the task is distributed to different teams. The customers are handled by the same personnel from the beginning to the end. Spot incentive Schemes etc is placed in the system to motivate the employees. The conversion and Target fulfillment is traced out via the software.
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STAFF CATEGORY Sales Consultants Back Office Finance Dept. Spares And Accessories NO. OF STAFF 20 09 08 03 TYPE OF WORK Generate sales from market Maintain the data of customers Maintain the financial data Maintain the data and Stock of parts and spares Corporate and Exchange 04 Deal in all the pre-owned cars of TATA Service Dept. 00 Servicing of cars and data maintenance of Serviced cars in service station of PRERANA
Motors

EDP

02

Maintain Showroom data and customers complaints, etc

DUTIES AND RESPONSIBILITIES OF STAFF

To report him/ her to duty at the place to which he/she posted. To undergo the prescribed probation under specify period and undergo such training and for a period has may be arranged for him/her and acquit him/her self creditably in the training imported to him/her. To obey and abide the rules, regulations, service conditions and standing orders which they may adopt, prescribe, frame are issue from time to time to govern its employees.

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SHARED VALUES Review of Customer Care Activities. The review of customer care activities is done through morning meetings and weekly meetings on customer care. The documents that are necessary during the weekly review are: PSR related, Internal SSI forms related, TML related and other information related. Customers for Life A week after the delivery, the concerned sales person must fix an appointment with the customer and visit him along with the service advisor. He should personally hand over the photographs clicked also the vehicles registration certificate and try to become the customers car advisor for life and never lose touch with the customer. Show Room Ambience The hours of operation, outside and insides of the showroom along with reception, car display area, selling area, customer lounge and delivery area should be taken care of. Customer Meets Organizing customer meets helps in improving SSI, helps in introducing the workshop staff to the customers and in getting referrals and there are guidelines for the same.

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4.

SWOT ANALYSIS

STRENGTH

WEAKNESS

OPPORTUNITY

THREATS

STRENGTH: Number 1 largest manufacturer of Passenger vehicles in India due to this customer are attracted towards the company in Bangalore. PRERANA MOTORS Pvt. Ltd. is very old firm in Bangalore due to this customer of Bangalore area and its surroundings aware about this. WEAKNESS: OPPORTUNITY: PRERANA MOTORS has opportunity to grow as a big competitor in Karnataka automobile sector. If the cars are more economic then the sales will be more boom and the company turn into first position in Indian automobile sector and win from their competitors i.e., Maruti Suzuki, Hyundai, GM and M&M.

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THREATS: Risk Factors In the course of its business, Tata is exposed to a variety of market and other risks including the effects of demand dynamics, commodity prices, currency exchange rates, interest rates, as well as risk associated with financial issues, hazard events and specific assets risk. Whenever possible, we use the instrument of insurance to mitigate the risk. Threats from Competitors o RMS MOTORS (Maruti Showroom) Maruti Suzukis is also the old car showroom in Bangalore due to this the competition is high with PRERANA MOTORS.

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5.

Analysis of Financial Summary

2009-10 (in laces) 2010-11 (in laces) 2621400 26.6 7563 26.1 1217 810 39.94 1453 202 715 1695 10943 564

Particulars

Sales ( nos) Growth in Sales (nos) (%) Total Income Growth in Total Income (%) Profit before Tax Profit after Tax Share Capital Reserves and Surplus Total Debt Net Fixed Assets Total Assets(Net) Market Capitalisation Economic Value Added(EVA) KEY RATIOS Long Term Debt/Equity OPBIT*/Net sales-% OPBT**/Net Sales*(%) Profit after tax/Total Income(%) Return on Avg. Equity (%) Return on Employed(%) Avg. Capital

2070147 23.4 5997 15.5 1072 728 39.94 1099 175 589 1314 9797 569

0 16.8 15.6 12.1 72.9 92.8

0 15.7 14.6 10.7 61.6 80.9

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EVA/Capital Employed(%) Dividend Per Share ( Rs) Dividend Payout (%) Earnings Per Share (Rs) Market Value/Book Value

49.3 20 61.9 36.5 8.6

37.5 20 56.3 40.6 7.3

Particulars

Corresponding nine months ended December 31, 2011

Year ended March 31, 2011 (Audited)

No. of Four-wheelers Sold

1,935,981

2,621,400

Gross sales/ Income from 6,356.21 operations Less: Excise duty Net sales/ from operations 874.89 Income 5,481.32

8596.81

1,175.16 7,421.65

Other income Total Turnover

105.27 5,586.59

141.03 7,562.68

Total Expenditure [A] / Decrease in trade

4,610.03

6,257.14 (14.95)

{Increase} (9.14) in stock

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[B] Consumption raw materials

of 3,845.23

5,214.57

[C] Staff cost [D] Other expenditure

195.04 578.90

267.97 789.55

Interest (net) Depreciation

(0.65) 63.03

(1.09) 89.38

Profit for period before tax

the 914.18

1,217.25

Provision for tax - Current - Deferred

297.11 13.71

395.22 11.56

Net profit (8-9)

603.36

810.47

Paid-up Share Capital Face value share (Rs.) per

Equity 39.94 equity 2.00

39.94 2.00

Reserves excluding revaluation reserve

1,453.44

Basic/diluted

earnings 30.22

40.59

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per share

Aggregate of nonpromoters shareholding Number of shares Percentage holding (to total holding)

(Rs. 2.00 per share) 89,945,570 of 45.04%

(Rs. 2.00 per share) 89,945,570 45.04%

6.

LEARNING EXPERIENCE

There was a great opportunity for me to do my research work there. I was a part of many promotional schemes in sales. Learnt about the automobile sector, companys history, how they promote the company, how to manage sales dept to get more sales, etc. I started my research in the company and as well as I was looking at other works that was allotted to me. The best learning experience was that I started from the very basics of getting the overall idea. This helped me get useful insight and understanding of various automotive products, the market details about them and the benefits provided by them to the customers. Apart from the assigned roles and responsibilities, the Branch manager facilitated me with a training which covers the sales and promotional schemes of PRERANA Motors and how they are arranging sales and how they make strategies to increase sales, about their corporate culture, organizational structure. I had a very pleasant learning there, I got to know about corporate and its working style of different departments. The guide helps me to understand the customers in the Bangalore market. In conclusion, I would like to state that by the experience of this training, the theoretical knowledge has no meaning without the practical approach. Both theoretical and practical knowledge serves as the two faces of the same coin. This learning experiences is valuable for me because I got a opportunity to understand the market situations and customer values.
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