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Synopsis for Research

“A study on effectiveness of Training and Development”

With reference to Amul India Pvt.Ltd.

Dissertation submitted in partial fulfillment of the requirement for

The Award Degree of

Student name
Reg. No.

Under the Guidance of

Ms. Rabina
Assistant professor



The automobile industry at present is the most lucrative industry. Due to rise in disposable income

in both rural and urban sector and availability of easy finance are the main drivers of high volume

car segments. Further competition is heating up with host of new players coming in and global

brands like BMW, Porsche, Bentley, and Ferrari all set to venture in Indian market. This research

will be profitable for the existing and new emerging car manufacturing companies in India to find

out the customer expectations and their market offerings.

This research focused on corporate customer profiling of BMW. Indian Automobile car business

is effected by the presence of many national and multinational manufacturers. This paper presents

analysis of research in the area of Consumer Behavior of Automobile Car Customer for BMW.

Proper understanding of consumer buying behavior will support the marketer to succeed in the

market. All portions of Indian Car industry were assessed and found that purchaser has diverse

need of practices in each fragment, while primary driver for vehicle buy is discretionary cash flow.

Value for money, safety and driving comforts top the rank in terms of customer requirement;

whereas perceived quality by customers mainly depends on brand image.

For present research, methodology selected was to ponder the examination papers in the zone of

Passenger Car fragment, think about the buy choice procedure and its association with conduct

parameters over every one of the portions of vehicle, for example, SUV and MUV section and

Luxury Car portion. The objective of this study is the identification of factors influencing

customer’s preferences for BMW and corporate customer profiling for particular segment of cars.

This paper also explores to solidify discoveries and recommendations to improve present situation

of dormancy in deals and develop future interest for car vehicle showcase.
Purpose of the Study:

Main purpose of this research is to Analysis of corporate customer profiling of BMW India.

Apart from this I am also try to find purchasing behaviour of corporate customer for BMW Car.

Context of the Study:

The case discusses the strategies of marketing adopted by Germany-based automobile

manufacturer BMW in India. BMW India was founded in the year 2006, and the first car was

launched in 2007. The company maintained an aggressive mode of business and launched

several vehicles at different price points.

BMW was positioned as an aspirational brand for young entrepreneurs and executives and

adopted innovative strategies to reach the segment. It additionally created restrictive dealerships,

which were utilized as contact focuses to communicate with the clients.

Within three years, BMW went on to become the top luxury car manufacturer in India,

surpassing Mercedes-Benz, which had been present in the country for more than a decade. The

cases lists the strategies adopted by BMW on its journey to achieve this position and also

discusses the challenges it is likely to face from existing and new competitors like Mercedes

Benz and Audi.

Significance of the Study:

India being the second most populated nation on the globe and the growth rate of Indian

economy is also high as compared to developed countries, which attracts the presence of huge

demand in the Automobile Small and luxury Car Industry. India is emerging out as potential
market for worldwide auto giants. India is on growth momentum and has lowest passenger

vehicle penetration.

As per research topic Analysis of corporate customer profiling of BMW India, We should
understand first the buying behaviour of customer then we can easily understand analysis
of customer profiling related to BMW.


BMW India is a subsidiary of the BMW Group. It is situated in India and its central station are
situated in Chennai. Its offices incorporate an assembling plant in Chennai which was worked in
2007, a sections distribution center in Mumbai, an instructional hub in Gurgaon, NCR, and a
system of dealerships. BMW India producers BMW, MINI, and BMW Motorrad.

BMW & BMW History

Bayerische Motoren Werke AG also called BMW initially a German based bike and motor
assembling organization was established in the year 1916. In spite of the fact that BMW's present
acclaim and notoriety as being one of the best car makers on the planet can be for the most part
connected to models delivered over the most recent two decades, the historical backdrop of the
organization trails back to just about 90 years. Karl Friedrich Rapp who was an outstanding
German specialist framed his own organization called Rapp Motoren Werke in 191

Company Basic Details BMW India

Bmw India Private Limited is a Private consolidated on 26 August 1997. It is named Non-govt.
Organization and is enrolled at Registrar of Companies, Delhi. Its approved offer capital is Rs.
1,600,000,000 and its paid up capital is Rs. 1,557,289,980.It is associated with Manufacture of
transport hardware n.e.c.

Bmw India Private Limited's Annual General Meeting (AGM) was keep going hung on 29
September 2016 and according to records from Ministry of Corporate Affairs (MCA), its asset
report was keep going documented on 31 March 2016.
Directors of Bmw India Private Limited are Jochen Stallkamp, Frank Emanuel Schloeder,
Hendrik Dietrich Eberhard Von Kuenheim, Hans Christian Dr Baertels, Vikram Pawah, .

Bmw India Private Limited's Corporate Identification Number is (CIN)

U35991HR1997PTC037496 and the registration number of the company is 37496.Email address

of BMW India is and its registered address is Tower B, 7th Floor,

Building No.8 DLF Cyber City, Phase II GURGAON HR 122002 India.


Research methodology is a technique to systematically solve the research problem. It May be

understood as a science of studying a given research, systematically. In that various steps, those
are generally adopted by a researcher in studying his problem along with the logic behind them.

“The procedures by which researchers go about their research work of describing, explaining and
predicting phenomenon are called methodology”.

Research Questions:

However all the studies made in Analysis of corporate customer profiling of BMW India, including

this I also research on Consumer buying behaviour of Automotive Car for various segments from

small up to luxury car providers.

Following are the best suitable questionnaires for research:-

 What are the important key points for corporate customer profiling of BMW India?

 How to Classify Car market based on segments?

 What are the important points to study on purchase decision process?

 What are the broad classification of behaviours and their effect on various car segments?
There are mainly two ways through which the data required for the research is collected.

Primary Sources

Stratified random sampling has been utilized to draw the sample from the finite universe of 50

BMW car customers in New Delhi India. The sample has been made largely representative by

selecting 4 BMW car outlets accounting for around 0.22% of the population. The primary data is

collected through self-designed. I have also interacted with car owner and car seller outlet


Secondary Sources

For secondary sources I will go through the Historical Report of BMW Group website and other

government websites. Apart from that I have done some other survey work with the help of

 Internet & Website,

 Books & Magazine,

 News Paper & Print Media,

 TV & Digital Media.


 50 BMW Car customer

 4 Dealers / Outlet in Delhi NCR ( Delhi, Gurugram)

Data Collection tools

 Sampling Size : Annual Report

Data/Interview Collection:
The secondary data are those which have effectively gathered and put away. Optional
information effectively get those auxiliary information from records, yearly reports of the BMW
Group and BMW Group India and so on. It will spare the time, cash and endeavors to gather the


 The study duration is short.

 The analysis is limited to three year for financial analysis.

 Limited interaction with the concerned heads due to their busy schedule.

The findings of the study are based on the information retrieved by the selected unit

Data Analysis

BMW condensed income statement


The methods and processes for determining the expected residual values of the leased products
under-lying the valuation are appropriate. The assumptions and parameters incorporated in the
forecast model for the residual value are appropriate as a whole.

Valuation of receivables from sales financing

The “accounting principles and policies” as well as the assumptions, judgements and estimations
made are disclosed in the notes to the consolidated financial statements in note 4. Disclosure of
“sales financing” is provided in the notes to the consolidated financial statements.

Financial statement risk

BMW Group offers end customers, dealerships and importers various financing models for
vehicles and other assets. In this regard, current and non- current receivables from sales
financing totalling EUR 80.434 million were recognised as at the reporting date. Impairment
losses amounting to EUR  1,147  mil-lion were recognised on these receivables as at the
reporting date.

PESTEL & SWOT Analysis of BMW

BMW i.e. Bayerische Motoren Werke AG is one of the main car organization set up all inclusive, however
situated in Munich a city in Germany It produces, different models of vehicles, bikes, small autos, and
Rolls-Royce. In India, BMW India is an auxiliary of the BMW Group.


Website Used


Other Resources

 Annual Report 2015

 Annual Report 2016
 Annual Report 2017
 Quarter Report till 31st March 2018