A project on marketing and sale strategy in Yamaha for YAHAMA MOTOR INDIA PVT.

LTD SUMTTED BY NEERAJ SHARMA PGDM (MRK+IB) (2012-2014) UNDER THE GUIDANCE OF PROF: MR. SUDISH CHATTRJEE SUMITTED TO SURYADATTA INSTITUTE OF MANAGEMENT &MASS COMMUNICATION (SIMMC) PUNE -411021.

Declaration
I, the undersigned Mr. Piyush pathak (A.S.M.),declare that the project report titled as, as sales and marketing strategy of Yamaha, submitted by me for partial fulfillment of Post Graduate Diploma in Management (P.G.D.M) is the original record of the project work carried out by me during the period from 31may2013 to 31july2013, under the able guidance of Mr. sudhish chatterjee and the same has not formed the basis for the award of any degree, diploma, association, fellowship, titles- in or for any other statutory university or Autonomous Institutions functioning in India or abroad imparting higher education in Management .

DATE: _________ Place: Pune

NEERAJ SHARMA P.G.D.M. (MRK+IB)

ACKNOWLEDGEMENT
This project is an attempt to share my experience and learning during the two motors of project with YAMAHA AARAV MOTOR PVT.LTD In kota (raj) This project would not have been possible without the support and guidance that I have received from various people at different stages of the project I would like to express my profound gratitude and sincere thanks to Mr. Piyush pathak (A.S.M) (RAJ.) Marketing head my external guide for guiding me throughout the project. It indeed has given me invaluable exposure in fieldwork and market research.

I would like to express my thanks in no less measure to my internal guide. I put my sincere thanks and regard to Mr. Sudhish chattrjee my internal project guide for his valuable guidelines.

my deepest regard to my parents who have always encouraged me in pursuit of higher education. They have been immense source of inspiration and support to me as well, without which completing this course would have remained unachieved.

Last but not the least I would like to thanks the dealers, sub-dealers, garages and customers of Kota, who cooperated in giving me the information required for the project.

INDEX

s.no. 1. 2. 3. 4. 5. 6. 7. 8.

CONTENT ACKNOWLEDGEMENT ITRODUCTION 1. About Yamaha motors Company profile 1.product Product profile : 1. Compression Yamaha logo history 4ps of marketing Research methodology Recommendation & suggestion

About India Yamaha motor pvt.ltd

Yamaha made its initial foray into India in 1985.subsequently; it entered into a 50:50 joint venture with the Escorts group in 1996. however, in August 2001, Yamaha acquired its remaining stake as well, bringing the Indian operations under its complete control as a 100% Subsidiary of Yamaha motor co. Ltd. Japan India Yamaha motor operates from is state of the art manufacturing units at Faridabad in Haryana and Surajpur in utter Pradesh and produces motorcycles both for domestic and export markets. With a strong workforce of 2000 employees. India Yamaha motor is highly customer driven and has a country wide network of 400 dealers The company pioneered the volume bike segment with the launch of its 100 cc2-stroke motorcycle RX 100. Since then, it has introduced an entire range of 2-stroke and 4-storke bikes in India. Presently, its product portfolio includes crux (100cc), Alba (106cc) and gladiator (125cc).

Mission we are committed to:

. Be the exclusive & trusted brand renowned for marketing and manufacturing of YAMAHA products, focusing on serving our customer where we can build long term relationships by raising their lifestyle through performance excellence, proactive design & innovative technology. Our innovative solutions will always exceed the changing needs of our customers and provide value added vehicles.

 Build the winning team with capabilities for success, thriving in a climate for action and delivering results. Our employees are the most valuable assets and we intend to develop them to achieve international level of professionalism with progressive career development. As a good corporate citizen .we well conduct our business ethically and socially in a responsible manner with conches for the environment Grow through continuously innovating our business processes for creating value and knowledge across our customers thereby earning the loyalty of our partners & increasing our stakeholder value.

Vision
We will establish YAMAHA as the exclusive & trusted brand of customers by creating Kando (touching their hearts) the first time and every time with world class products & services delivered by people having passion for customers.

Core competencies
Customer We put customers first in everything we do. We take decisions keeping the customer in mind. challenging spirit We strive for excellence in everything we do and in the quality of goods & services we provide. We work hard to achieve what we commit & achieve results faster than our competitors and we never give up .

Team work
We work cohesively with our colleagues as multi-cultural team built on trust respect. Understanding & mutual co-operation. Everyones contribution is equally important for our success.

COMPANY PROFILE
Founding history Paving the road to Yamaha motor corporation I want to carry out trial manufacture of motorcycle engines. it was from these words spoken by Genichi kawakami (Yamaha motors first president) in 1953, that todays Yamaha motor company was born. If yours going to do something, be the best.

Genichi kawakami

The first Yamaha motorcycle. The YA -1

Then in January of 1955 the hamakita factory of Nippon Gakki was built and production began on the YA-1. With confidence in the new direction that Genichi was taking. Yamaha motor co. Ltd. Was founded on July 1, 1955 staffed by 274 enthusiastic employees, the new motorcycle manufacture built about 200 units per month.

Genichi kawakamis history with Yamaha was long and rich. He saw the new corporate headquarters in cypress; California and the 25th anniversary of Yamaha become a reality in 1980. He also watched bike #20million roll off the assembly line in 1982. Genichi passed away on may 25, 2002 yet his vision lives on through the people and products of Yamaha, throughout the world.

Founded
Founded Capital July 1, 1955 48.302million yen (as of march 31 2012)

President Employees (Consolidated)

Takashi kajikawa 46850(as of December 31, 2012) parent: 9,019(as of December 31, 2012)

Sales (consolidated)

1,756,707 million yen (From January 1, 2012 to December 31, 2012) Parent: 799,209 million yen (from January 1, 2012 to December 31, 2012)

Major

products

&

manufacture and sale of motorcycles scooters Electro-hybrid bicycles, boats, sail boats, Fishing boats, Outboard motors, diesel engines 4-wheel ATVs, side-by-side Vehicles, racing Karts, water pumps, snowmobiles, small-sized Snow throwers, automotive engines, intelligent Machinery industrial-use remote control Helicopter, electrical power units for Wheelchairs, helmets. Biotechnological Production development of tourist businesses

And management of leisure, recreational facilities And related services. Headquarters 2500 shingai Lwata shi-, shizuoka-ken, Japan Affiliated companies: consolidated subsidiaries 112 non-consolidated Subsidiaries: Affiliates 27 8 (by the equity method) (by the equity method)

CORPORATE PHILOSOPHY:
Yamaha Motor is a company that has worked ever since its founding to build products defined by the concepts of highquality and high-performance and light weight and compactness as we have continued to develop new technologies in the areas of small engine technology and FRP processing technology as well as control and component technologies. It can also be said that our corporate history has taken a path where people are the fundamental element and our product creation and other corporate activities have always been aimed at touching peoples hearts. Our goal has always been to provide products that empower each and every customer and make their lives more fulfilling by offering greater speed, greater mobility and greater potential. Said in another way, our aim is to bring people greater joy, happiness and create Kando in their lives. As a company that makes the world its field and offers products

for the land, the water, the snowfields and the sky, Yamaha Motor strives to be a company that offers new excitement and a more fulfilling life for people all over the world and to use our ingenuity and passion to realize peoples dreams and always be the ones they look to for the next Kando.

YAMAHA logo history

The tuning fork mark The three tuning forks of the Yamaha logo mark represent the cooperative relationship that links the three pillars of our business Technology, production, and sales they also evoke the robust vitality that has forged a reputation for sound and music the world over, a territory indicated by the enclosing circle. The mark also symbolizes the three essential musical elements: melody, harmony, and rhythm.

1898
The phoenix clutches a tuning fork in the mark designated for the newly established Nippon Gakki co., Ltd.

1927
A trade mark application featuring

1934
Widely used in newspaper advertising and catalogs

1937
A trademark application for Yamaha organ

1937
A trademark application for Yamaha piano

1937
A trademark application for tuning forks alone

1959
A trademark application for musical instruments

1964
Used for motorcycles

1967
Introduction of standardized logo; current alternate version designated as reverse format in 1967, coinciding with the introduction of the standardized tuning fork mark. Used in various forms over the years, the current Yamaha logo mark was designate in 1998.

1967
Designated Yamaha logo mark 1980

1980
Reverse format of 1967 designated as standard format

Yamaha logo mark updated with simple line-art type designated as standard format

1987
Used on corporate flags, etc.

YAMAHA
Company name changed to Yamaha Corporation to mark 100th anniversary of the firm. The tuning fork is deleted, to emphasize the Yamaha name

1998
Current designated standard versions and alternate versions of tuning fork mark the Yamaha logo mark, combining the Yamaha logo and the tuning fork mark, was adopted

Designated standard and alternate versions of the current Yamaha logo mark

PRODUCT PROFILE:

Everyone can hold the throttle wide open up the straight , its how well everything works after you close the go tube that will make the biggest difference to how competitive your lap is with the R1s slipper clutch metering the amount of back torque , you get outstanding control and accuracy , and blisteringly fast corner entry . The slipper clutch enables changes in clutch plate pressure when torque force comes to bear on the crank from the rear wheel, and exemplify as what is most remarkable about the R1 engine - not only the amount of power, but the linearity and superb transitional characteristics of that power.

MSRP*

$14,490 (Team Yamaha Blue/White) Available from September 2012 $14,290 (Matte Gray) Available from September 2012 $14,290 (Rapid Red/Raven) Available from September 2012

Engine Type Bore x Stroke Compression Ratio Fuel Delivery Ignition Transmission Final Drive Chassis Suspension / Front Suspension / Rear 43mm inverted fork; fully adjustable, 4.7-in travel Single shock w/piggyback reservoir; 4-way adjustable, 4.7-in travel 998cc, liquid-cooled 4-stroke DOHC 16 valves (titanium intake valves) 78.0mm X 52.2mm 12.7:1 Fuel Injection with YCC-T and YCC-I TCI: Transistor Controlled Ignition 6-speed w/multiplate slipper clutch #530 O-ring chain

Brakes / Front Brakes / Rear Tires / Front Tires / Rear Dimensions Length Width Height Seat Height Wheelbase Rake (Caster Angle) Trail Fuel Capacity Fuel Economy** Wet Weight*** Other Primary Reduction Ratio Secondary Reduction Ratio Gear Ratio - 1st Gear Gear Ratio - 2nd Gear Gear Ratio - 3rd Gear Gear Ratio - 4th Gear Gear Ratio - 5th Gear Gear Ratio - 6th Gear Warranty

Dual 310mm disc; radial-mount forged 6-piston calipers 220mm disc; single-piston caliper 120/70ZR17M/C 58W 190/55ZR17M/C 75W

81.5 in 28.1 in 44.5 in 32.9 in 55.7 in 24.0 4.0 in 4.8 gal 33 mpg 454 lb

65/43 (1.512) 47/17 (2.765) 38/15 (2.533) 33/16 (2.063) 37/21 (1.762) 35/23 (1.522) 30/22 (1.364) 33/26 (1.269) 1 Year (Limited Factory Warranty)

R15
1. Looks and Design If you are not a bike enthusiast but still have some interest in bikes even then you will Yamaha YZF R15. And if you happen to be a person who is little aware about bikes around the world then you sure know that we have a DNA of Yamaha YZF- R1 on Indian roads. The bike is directly derived.. rather say inspired from R1. Just to add here, Yamaha YZF R1 is globally acclaimed Yamaha bike and has a fair respect around the world. So Yamaha, by introducing / developing a bike derived from R1 is like giving Indians what they want. Indian bike market is still in initial stage. So giving R15 is like giving taste of international standards and styling to Indians but on the cost which is in their reach. When I say that design is inspired from R1 then there is really nothing much left to say as we know about the success and design of R1 very well, however, in layman's language, bike has stunning looks. Company says that they have a "R" characteristic in their design which is adopted in R15 too.

From company's website explaining about their R factor: "Harmony between rider and machine. YAMAHA's Human Technology involves studying the form of the motorcycle actually in motion with the rider on it. The R series is the embodiment of 1) a wide frontal space that protects the rider, 2) an easy to ride seating area that gives riders the freedom of movement and allows them to steer effectively, 3) the glamorous tail treatment that takes into account the management of airflow behind the rider, and 4) a sensual racing form that brings all 3 of these elements together in a harmonious package. " Starting from the headlamp, the R15 dual sharp head lamps clearly reflect the Yamaha R1 in it. However, it still manages to distinguish easily from R1.

Yamaha R15 Headlamp Yamaha R1 Headlamp So you may see that right from the beginning they had R1 DNA in their mind. However the R15 is not scaled down version of R1 and it is clearly distinguished from R1. The R15 has more practical design as per Indian perspective. They made sure that bike looks international as well usable in India perspective too. The bike has some good details; however they adopted it to be more curvy than having sharp design of R1. Side cowl are impressively designed to cover small engine (150 cc) of R15 and nicely placed. However, engine would have looked even better if it was body colored or black. The bike sports digital console and speedometer. Tyres are tubeless.

Riding position is all sporty. One would feel sporty the moment you take seat on bike. As hot now a days, the bike sports split rear grab rail. Looks cool. However, real side indicators could have been more sporty. They just look so basic and give little feel of out of theme. May be because of little simple back of R15 as compared to its front. But overall, it makes decent impression.

Engine
The Yamaha YZF R15 is powered by 149.8cc Fuel Injected liquid cooled engine producing 17bhp with maximum torque of 15 Nm at 750s0rpm. So consider it as return of evil that we had once saw many years back in Yamaha's bike and for which Yamaha was famous in India. I still see that people rework on old Yamaha bike and use them even they are out of production because they remember and like that power image of Yamaha. R15's engine is liquid cool, its first in India in bikes. The technology is widely used in four wheelers etc but its hardly there in bikes of this niche. Being a liquid cool engine, it ensures better engine performance even on power ride and on long ride. So bike has a small radiator in it. Moreover, being liquid cooled, it also helps in reducing engine noise so deliver even smoother ride.

Engine of Yamaha YZF R15

Also, Yamaha has implemented new Diesel Technology which makes engine more efficient in power handling. Diesel Cylinders are all-aluminum cylinders made by YAMAHAs proprietary aluminum die casting technology. An aluminum alloy with 20% silicon content is used to create a very hard, reliable cylinder surface, making conventional iron sleeves obsolete. As a result, the entire cylinder can be made of aluminum, a better conductor of heat, which means the cylinder delivers better heat dissipation and less weight. (Aluminums heat conductivity is 3.1 times that of iron.) And the piston used in R15 are made in a forging process, its a Yamaha's own proprietary "Controlled Forging" which makes piston lighter and thinner yet more usable. Engine uses Fuel injecting technology with 3 liter air duct and providing improved combustion ability hence efficiency. Overall, engine is power packed and highly optimized. Surely goanna make you rock.

Chassis and Suspension YZF-R15 is equipped with a linked type monocross suspension that delivers a comfortable ride and a cushioning performance that is less prone to bottoming out. In particular, it reduces annoying sinking when riding tandem. And the Chassis is derived from their experience of Moto GP and they call it Delta box frame. Company describes it as: " This type of frame is currently used in YAMAHAs R series of sport models. The engine is mounted on rigid supports; one on the head side and two on the case side; so that the engine itself becomes a structural member contributing to body strength and rigidity. The engines low vibration makes rigid supports possible, ensuring low vibrations and excellent balance of rigidity."

Mileage As a performance bike, do not expect a decent mileage, being a 150 cc bike, only expect 35kmpl to 45kmpl of mileage. In the Last it looks like real performer from Yamaha after a very long period and surely it will going to revive their performance image in Indian market which they lost a while ago. By launching R15 in India, Yamaha gave Indian a glimpse of the international standards on Indian price. However, priced little heavily otherwise their no other cons of this bike which I could find. Riding comfort, engine responsiveness as well whole layout is neat and attractive.

Yamaha Ray scooter

Yamaha Ray 113 Engine Specifications

Engine Displacement

113 cc

Yamaha Ray 113 Engine Specifications

Ignition

Electric and Kick

Type

Air-cooled, 4-stroke, SOHC, 2-valve

Maximum Power (Ps @ RPM)

7.1 Ps @ 7500 rpm

Horse Power

Bore

50.0

Yamaha Ray 113 Transmission

Gear Box

Automatic

Yamaha Ray 113 Tyres

Wheel Type

Alloy

Front Tyre Size

90/100-10 53J

Rear Tyre Size

90/100-10 53J

Alloy Wheel

Tubeless Tyres

Yamaha Ray 113 Engine Specifications

Yamaha Ray 113 Fuel

Fuel Type

Petrol

Fuel Capacity

Yamaha Ray 113 Brakes

Front Disc

False

Rear Disc

Front Brake Size

130 mm

Rear Brake Size

130 mm

Yamaha Ray 113 Suspension

Front Suspension

Telescopic

Rear Suspension

Unit swing

Yamaha Ray 113 Other

Seating Capacity

Yamaha FZ-S

Yamaha FZ-S Engine Specifications

Engine Displacement

153 cc

Type

Air-cooled, 4-stroke, SOHC

No. Of Cylinders

Valves per Cylinder

Maximum Power (Ps @ RPM)

14 Ps @ 7500 rpm

Horse Power

14

Bore

58.0

Clutch

Wet Multiplate

Chassis

Diamond

Yamaha FZ-S Transmission

Gear Box

Manual

No Of Gears

Yamaha FZ-S Tyres

Yamaha FZ-S Engine Specifications

Wheel Type

Alloy

Front Tyre Size

100/80-17

Rear Tyre Size

140/60-R17

Alloy Wheel

Tubeless Tyres

Yamaha FZ-S Fuel

Fuel Type

Petrol

Fuel Capacity

12

Yamaha FZ-S Brakes

Front Disc

True

Rear Disc

Front Brake Size

267 mm

Rear Brake Size

130 mm

Yamaha FZ-S Engine Specifications

Yamaha FZ-S Suspension

Front Suspension

Telescopic

Rear Suspension

Monocross

Yamaha FZ-S Other

Seating Capacity

Yamaha Fazer

Engine Engine type Displacement Compression ratio Maximum power Maximum torque Starting system Fuel tank capacity Lubrication type Fuel Supply Transmission type Air-cooled, 4-stroke, SOHC, 2-valve 153.0 cc 9.5:1 14PS @ 7500 rpm 13.6 Nm @ 6000 rpm Electric & Kick start 12 liters Wet Sump Carburetor Constant mesh 5-speed

Clutch type Cylinder Layout Bore Stroke Battery

Wet, multiple-disc Forward-inclined Single cylinder 58.0 - 57.9 mm 12 V, 5.0 AH (10H) 1st=2.714, 2nd=1.789, 3rd=1.318, 4th=1.045, 5th=0.875

Gear ratios

Primary / Secondary reduction ratio

3.409/2.857

Chassis
Frame type Brake type(front/rear) Headlight Caster / trail Tyre size (front/rear) Suspension (front/rear) Diamond disc / drum 12V, 35/35W 25 degree/ 101 mm 100/80-17 / 140/60-R17 Telescopic/ Monocross

Dimensions
Overall Length X Width X Height Seat height Wheelbase Minimum ground clearance Kerb weight 2,075mm X 761mm X 1,119mm 790mm 1,334mm 160mm 141 kg

Yamaha Fazer Overview

The latest launched section from India Yamaha Motor is designed on the platform of FZ-16. It is 1,045mm in height, 770mm in width and 1,975mm in length. Yamaha Fazer has a 153cc air-cooled, 4 stroke, SOHC, 2-valve single cylinder engine that develops 14PS of maximum output at 7500 rpm and maximum torque of 14Nm at 6500 rpm. While the Yamaha Fazer motorcycle has a 1335mm wheelbase, it comes with 160 mm minimum ground clearance.

Compression R15 FEATURES

Cooling system

R15
(VERSION 2.0)

KARIZMA ZMR
Air-cooled

PULSAR 220
Air-cooled

ADVANTAGE

Liquid-cooled

Disel cylinder Forged piston

Fuel supply System Transmission

Chassis

Benefit efficient cooling of engine, batter engine performance Better engine & more power Durable in hifh temp. is used to achieve a great having from the engine Electric fuel Electric fuel Carburetor Precise fuel injection injection metering more power 6-speed 5-speed 5-speed Seamless power at any engine speed ,related riding in the city Delta box Tubular single Tubular single Unmatched frame cradle cradle handling better

Tyre size

90/80/17/130 70-R17

diamond type 80/100-18 100/90-18

Radial tyre

Redial tyre (rear)

Bias type (both)

diamond type high speed 90/90-17 For improved 120/80-17 cornerivs and handling perform Bias type Long tine as (both) resting to cuts punctures and tears. smooth ride and operator comfort

Suspension type

Telescopic / linked type monocross

Separate seat

Alumin swing

Disk brake (front /rear)

Better cushioning on rough roads better handling Better feeling of seat grip in sporty riding The adoption of the first aluminum long rear arm on a model among competition. Effective is stabilizing the machine. 260mm/220mm 276mm/240mm 260mm/230mm A larger 220mm diameter

Telescopic /twin shock absorber

Telescopic /twin shock absorber

Horn

Double horn

Single horn 159kg

Double horn 150kg

Curb weight 136kg

rear disc brake has been adopted to achieve a better balance & braking power Better audibility Light weight

Ray Compression:
FEART RAY URES
L *W*H Cubic capacit y Wheel base Seat height Groun d clearan ce Kerb weight Power
(mm)

PLEASU ACTIVA RE 1750/7 05/100 102

SCOOT DIO Y PEP

WEGO

ACESS

18359/6 75/1075 113

1761/71 1735/65 1788/70 1834/64 1780/65 0/1147 7/1065 7/1130 0/1115 0/1125 87.8 109 109.7 124 109

1270 760 128

1240 795 125

1238 765 145

1230 740 135

1238 765 160

1275 770 145

1250 780 160

104

104

119.9

95 5/6500

106 8/7500

105 8/7500

109 8.7/750 0

(ps/rpm )

7.12/750 6.75/70 8.1/750 0 0 0

Torque 8.1/5000 7.85/50 8.66/55 (nm/rpm 00 00

)

5.8/400 0 5 NA

8.66/55 00 5.3 Vicious air filter 18

7.85/55 00 5 NA

9.8/500 0 6 NA

Fuel tank Air filter Under seat space

5 Double layer air cylinder 15.5

5 NA

5.3 Vicious paper air filter 18

NA

NA

15

20

Four Ps of marketing
Marketing is an ongoing process of planning and executing the marketing mix (product, price, place, promotion often referred to as the 4 Ps) for products, services or ideas to create exchange between individuals and organizations Marketing tends to be seen as a creative industry, which includes advertising, distribution and selling. It is also concerned with anticipating the customers future needs and wants are often discovered through market research. Essentially, Marketing is the process of creating or directing an organization to be successful in selling a product or service that people not only desire but are willing to buy. Therefore good marketing must be able to create a proposition or set of benefits for the end customer that delivers value through products or services.

RESEARCH METHODOLOGY
Research may be defined as the search for knowledge through an objective and scientific method of finding solution of problem. Research methodology is a way to systematically solve the research problem. It includes the various steps that are generally adopted by a researcher in studying problem along with the logic behind them. During my research I have adopted the following research design.

Research design:
To decide the objective and subjective of the research . To decide the appropriate research instrument for data collection. To determine the most suitable method of research . To determine the sources of data . To determine the suitable sampling design and sampling size. To conduct the field survey for data collection. To prepare the research report.

Descriptive research
This method is undertaken when the researcher is interested in knowing about the characteristics of certain groups such as age, sex, and education level, income, interested in knowing the proportion of unit in a given population who behaved in a particular way. Determining the relationship between two or more variable. This method was the most suitable in my research work.

Data collection:
There may be different types of information and data, some of the information may be unpublished, some is complete and some is incomplete, some is reliable data and some is based, it is necessary for the researcher to know and the information which is usually employed in marketing research work and the types of sources from which it is generally collected. The research problem decides the nature of the sources of data .they may be primary data and secondary data.

Primary data:
Primary data is being collected during the course of asking questions by performing surveys, primary data is obtained either through respondent ; either though questionnaire or through personal interview . I have collected the data through both of them.

Secondary data
Are the data already available in the form of print material, websites, journals etc, I have used some magazines, newspaper, websites and course material for that purpose.

Research instrument:
I have used the structured questionnaire in my research process which has carefully designed keeping the entire objective in mind. Most of the questions in my questionnaires were closed ended in nature.

Sampling plan:
The process of collecting observation from the elements of a large population may be expensive, time consuming and difficult. It will be cheaper and quicker to collect information from a sample plan of the population. A sample is a subset of population through a valid statistical procedure so that it can be regarded as representative of the entire population. The valid statistical procedure of drawing sample from the population is called sampling. Sampling plan consists of following elements:-

Sample units:
My sample units were direct dealers + sub-dealers +service centre and customers so it is clear that sampling units are nothing but variable to be studied.

Sample frame:
The entire list which contains the sample unit is known as sample frame; in this case my sample frame was Kota city.

Sample size:
The large sample is more accurate the result would be but practically it is not feasible to survey the entire target population or even the substantial portion of it. In this project, being aware of the time and cost constraints sample size was 2 direct dealers including 27 sub-dealers and customers.

Sample method:
In my research process I have used non probability sampling, which involves purposive or deliberate selection of particular units of a sample.

Contact method:
Personal interview is that in which an interviewer obtains information from interviewee by meeting face to face . The methods of collecting information through interviews are usually carried out in a structured way.

Field survey:
After carefully choosing the way I have started the survey for accuracy of the data I picked my sampling unit from some parts of the city , and then went on to analysis and report making part.

CUSTOMER ENQIURY FORM

Date__________

Customer information: Name_______________ Date of birth _______________ Gender: male __female__ Civil status: single_____ married_______

Address: ______________________________________ Contact no: ____________Email id__________________ Occupation: pvt co. employee__ govt. /public sector___ Self employed __ professional __student__ Business___ other ____ Information source: TV ads ___ Radio ___ News paper ___ Magazine ___ Activity___ Internet ___ Hoardings___workshop___ Tag/Leaflet ___ showroom___ Family/Friends ___ Others ___ Discussion: Plan to see the bike for___________ self/friend/relative... Current bike_______________ Model (year) __________ Any engine displacement in mind: 100cc__125cc__150cc Model enquired __________ any other bike in mind ____ Approx km. ride in a day _____ Purpose of buying bike___ Prioritize execrations from new bike (Top 3) Mileage_____ Speed____ Looks & graphics ____

Comfortable riding ____ Economic price _____

Product demo: Test ride:

Please mention demonstrated bike name_____________ If yes, which model_______________________________ Rate each factor of test ride (where5=excellent, 4=good, 3=average, 2=bad, 1= worst) looks__ pick up __ braking__ Suspension__ comfortable riding position __ Did you like the test ride process: yes___ No___? If no please mention reason: _______________________ If no test ride (reason): Already decided to buy ___ Busy_ Ridden before ___ Not interested ___ Hesitant___

No license __ Vehicle not available ____ Unknown___ Deal: Model finalized__________ Color__________ Mode of payment: cash ____ Finance____

Exchange request: Yes __ No __ if yes which model ____ Booking amount (if any) __________ Expected date of purchase ______________ Any request from the customer _____________________ For office use only: Name of the sales consultant _______________________ Source of enquiry: walk in_ __Telephone ___

Email/website ____ Activity _____ Enquiry level: already decided ___ hot __ Warm__cold__

1st action plan____________________________________

FOLLOW UP SHEET
1) First follow up Date ____________ Response of customer___________________________________________ ___________________________________________ 2) Second follow up Date____________ Response of customer___________________________________________ ___________________________________________ 3) Third follow up Date____________ Response of customer___________________________________________ ___________________________________________ 4) Fourth follow up Date____________ Response of customer___________________________________________ ___________________________________________ 5) Fifth follow up Date___________ Response of customer___________________________________________ ___________________________________________

Closing status:

Booked__ will come later __Finance applied__ Dropped idea __ not reachable __ wrong no__ Purchase of other YAMAHA dealer ____ Bought competition bike (which model) _________ Reason for not purchasing YAMAHA bike: Low cc___ Low mileage ___ High price___

Not good design___ not good riding performance ___ Not attractive features___ availability ___ Not good dealer hospitality /care ___

Unknown/other ____ Booking status: Delivered _____ Supply waiting ___ Cancelled_____

________________ (Signature of sales consultant)

Notes: _____________________________________________________________ _____________________________________________________________ _____________________________________________________________ _____________________________________________________________

LEAKAGE ANALYSIS 1.) ENQUIRY REGISTERED

by which source he/she come

2.) TIMING OF FOLLOW UP: FIRST FOLLOW UP. NUMBER OF DAYS

.very next day .second day .fifth day .tenth day

3.) WAY OF COMMUNICATION:

Politely Average Need of improvement

4.) TEST RIDE GIVEN OR NOT:

IF GIVEN SO : Give proper way . : Formality : Why not test ride given (Ask costumer)

5.) FINANCE EXPLIANTION:

Give proper information : Yes : No Introduce scheme & plans : Yes : No

6.) POST SALE FOLLOW UP:

YES ! : NO

Very next day delivered ! Other day

7.) AVERAGE OF HOW MANY FOLLOW UP: Two days Three days Fifth day
Or clear of deal (Either vichles buys Yamaha or other vichels)

8.) WHY YAMAHA NOT PURCHASES?

 Not attractive features Very expensive Finance problem Not good design Low mileage

RECOMMENDATION & SUGGESTION

AARAV MOTORS Yamaha showroom details: Yamaha Ltd. No good collection of bike scooter in the show room but they tell that they have booking Color demand Blue Red Promotion activity road show , canopy Mostly customer want styles bike Loan HDFC ,AND BUSHAN BANK They say that bushan bank loans process is slow, and rate of interest is high. Mostly young generation want super bikes They provided insurance from Allianzs They deals only Yamaha bike

Parameters
Good location Display was good and showroom is look like direct showroom They have 8-10 member staff girls also , all are well dress Covance power was good They have different 2 zone for customer , and staff and cash and finance Price was different Customer services So according to me aarav Yamaha is locketed in good area and it have good looking showroom and better services for customer