A Project Study Report On Training Undertaken at

TATA MOTERS
Titled

COMPARATIVE STUDY OF OVERALL MARKET SHARE OF TATA MOTORS

Submitted in partial fulfillment for the Award of degree of

Master of Business Administration

Submitted By: Jaipal Tard MBA III Semester

Submitted To:Dr. Giriraj Kiradoo Associate Professor Head :- MBA

2011-12

Engineering College, Bikaner

(An Autonomous Institute of Govt. of Rajasthan)

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PREFACE

It is well evident that work experience is an indispensable part of every professional course. In the same manner practical training management course. Without practical experience, one cannot consider oneself as a qualified, potential & capable manager. Hence to fulfill requirement the researcher undertook eight week training in Dunac Motors (Tata Motors, Bikaner). Entering the organization is like stepping into an entirely new world. At first everything seemed strange and unheard of but as time passed, the researcher understood the concept and working of the organization there by developed a professional relationship. The researcher sincerely believe that there is no better place to learn the practical side of management studies then the industry itself. Chapter one consist of introduction to the organization. Chapter two comprises of project profile. Chapter three includes facts and finding and analysis and interpretation. Chapter four consists of SOWT analysis, complaints, suggestion and conclusion.

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Acknowledgement
I would like to take this opportunity to express my profound gratitude to all those who have been concerned in preparation of this report. I would like to thank Dr. Giriraj Kiradoo, Head, Department of Management & Technology, Engineering College Bikaner. I would like to thank my project guide Mr. Bhikharam Choudhary for their guidance and help. I express special thanks to Mr. Rajesh Bishnoi (Area Sales Manager) Mr. Sanjay Bissa (Direct Sales Manager) DUNAC MOTORS PVT. (TATA MOTORS) for giving me this opportunity to enrich my knowledge in field of marketing. I would like to thank Mr. Rajesh Bishnoi for helping me at every stage by providing information and his valuable guidance. I would like also like to thank my parents and all friends who have helped me to complete this project successfully.

Jaipal Tard MBA III SEM

EXECUTIVE SUMMARY

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Tata motors pvt. Ltd. was established in 1945. Tata motors motto was complete satisfaction of customer. In this organization many members are working. The main reason to open this organization in Bikaner is that Bikaner is a developing area. Dunac motors pvt.ltd. Provide products which are successful rural area. The project cost is 25.86 laces. The organization provides better service for vehicle. Spare parts are also available in organization. It also provides finance on every product. The Dunac products are mostly goods carrying. Products are mostly hard and used by both passengers & commercial users. Hardness and durability are the most important attribute for purchasing the DUNAC products. In this Research we find the overall share of Tata motors in Bikaner region as compare to Ashok Leyland and Eicher.

TABLE OF CONTENTS

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Chapters Chapter-1 OVERVIEW

Table of contents

Page no. 7 7 10 13 14 14 14 18 18 19 20 24 26 37 41 57 60 60 61 64 65 66

Introduction to the organization Mission and awards Chapter-2 STUDY PROFILE Title of the study Significance of the study Objective of the study Research methodology limitations of the study Chapter-3 FACTS AND FINDINGS Human resource Marketing Feature of the products Workshop and spare parts department Market share of tata motors Financial result Chapter-4 ANALYSIS SWOT analysis Chapter-5 Chapter-6 Chapter-7 Chapter-8 QUESTIONAIRE CONCLUSION RECOMMENDATIONS BIBLIOGRAPHY

CHAPTER-1
OVERVIEW

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1. Introduction to organization and vision 2. Mission and awards

Introduction to the organization

Tata motors Limited- is Indias largest private automobile and commercial vehicle manufacturing company. It is also the worlds 6th biggest commercial vehicle manufacture. It is part of the Tata Group. Tata Motors is widely credited for putting India on the automotive map by designing and developing its own range of car. Tata Motors was first back to 1945 when they stated making Trains. Tata Motors was first listed on the NYSE in 2004. It has its manufacturing base in Jamshedpur, Lucknow and pune. In 2004 it also bought Daewoos truck manufacturing unit in South Korea. In March 2005, it acquired a 21% stake in Hispano Carrocera SA, giving it controlling rights in the company. Tata Motors is a company of the Tata and Sons Group, founded by Jamsetji Tata. It is currently headed by Ratan Tata. Tata Motors range of passenger cars is still not comprehensive by international standards. In commercial vehicle Tata Motors commands an imposing 65% market share in the domestic heavy commercial market. The company is first trying to modernize its range of commercial vehicle. Tata Motors has the unique distinction of giving India its first and only indigenously built passenger car The Tata indica and the premium feature sedan The Tata indigo. The indigo, launched in 1998, reached the 2, 50,000 sales mark within 52 months of launch Tata Motors is Indias only fully integrated automobile manufacture with a portfolio that trucks, buses utility vehicle and passenger cars. It would be no exaggeration to say that Tata Motors provides the wheels for Indias growth.

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Tata Motors is one of the largest companies in the Tata Group with a total income of US$ 2.35 billion. More than 3 billion Tata vehicles ply on Indian roads making Tata a dominant force in the Indian automobile industry. Tata Motors Limited is Indias largest automobile company, with revenues of Rs, 35651.48 corers (USD 8.8 billion) in 2007-08. It is the leader in commercial vehicle in each segment, and among the top three in passenger vehicle with winning products in the compact, midsize largest car and utility vehicle segment. The company is the worlds fourth largest truck manufacturer, and the worlds second largest bus manufacturer.

The companys 23,000 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 4 million Tata vehicle ply in Indian roads since the first rolled out in 1954. The companys manufacture base in India is spread across Jamshedpur (jharkhand), Pune (Maharashtra), Lucknow (uttar Pradesh) and pantnafar (Uttarakhan. Following a strategic alliance with fiat in 2005. It has set up an industrial joint venture with fiat group automobile at Ranjangon (Maharashtra) to produce both fiat and Tata cars and fiat power trains. The company is establishing two new plant at dharwad (Karnataka) and Sanand (Gujarat). The companys dealership, sales, services and spare parts network comprise over 3500 touch points; Tata Motors also distributors and markets fiat branded cars in India. Tata motors, the first company from Indias engineering sector to be listed in the New York stock exchange (September 2004) has also emerged as an international automobile company. Through subsidiaries and associate companies Tata motors has operation in the UK, South Korea, Thailand and Spain. Among them is jaguar Land Rover, business comprising the two lconic British brands that was acquired in 2008.In 2004 it acquired the Daewoo commercial Vehicle company, south Koreas second largest truck maker. The rechristened Tata Daewoo commercial vehicle company has launched several new products in the Korean market, while also sporting these products to

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several international markets. Today two-thirds of heavy commercial vehicle export out of South Korea is from Tata Daewoo. In 2005, Tata motors acquired a 21% stake in Hispano carrocera, a reputed Spanish bus and couch manufacture, with an option to acquire the reaming stake as well. Hispanos presence is being expanded in the other market.

In 2006, it formed a joint venture with the Brazil-based Marco polo, a leader in body-building for buses and coaches to manufacture fully built buses and coaches for India and select international markets. IN 2006, Tata Motors entered into joint venture with Thonburi Automotive Assembly Plant company if Thailand to manufacture and market the companys pickup vehicle in Thailand. The new plant of Tata motors (Thailand) has begun production of the Xenon pickup truck, with Xenon having been launched in Thailand at the Bangkok Motor show 2008. Tata motors are also expanding its international footprint, established through export since 1961. The companys commercial and passenger vehicle are already being marketed in several countries in Europe, Africa the Middle East, south East Asia and South America. It has franchisee/joint venture assembly operation in Malaysia, Kenya, Bangladesh, Ukraine, Russia and Senegal. The foundation of the companys growth over the last 50 years is a deep understanding of economic stimuli and customer needs, and the ability to translate them in to customer-desired offering through leading edge R&D. With over 2,500 engineers and scientist, the companys Engineering Research Centers, established in 1966, has enable pioneering technologies and products. The company today has R&D centers in Pune, Jamshedpur, and Lucknow, in India, and in South Korea, Spain, and the UK. It was Tata motors, which developed the first indigenous developed Light Commercial vehicle< Indias first sports Utility vehicle and in 1998 theTata Indica Indias first fully indigenous passenger car. Within two years of launch Tata Indica became Indias largest selling car in its segment. In 2005, Tata Motors created a new segment by launching the Tata ace, Indias first indigenously developed mini-truck.

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In January 2008, Tata Motors unveiled its Peoples Car, the Tata Nano which India and the world have been looking forward to. A development which signifies a first for the global automobile industry the Nano brings the comfort and safety of a car within the reach of thousands of families. When launched in India later in 2008 the car will be available in both standard and deluxe versions. The standard version has been priced at 100,000 (excluding VAT and transportation cost. Designed with a family in mind, it has a roomy passenger compartment with generous leg space and head room. It can comfortably seat four people. Its mono volume design will set a new benchmark among small cars. Its safety performance exceeds regulatory requirements in India. Its tailpipe emission performance too exceeds requirement. In terms of overall polluter, it India today. The lean design strategy has helped minimize weight, which helps maximize performance per unit fuel efficiency also ensures that the car has low carbon dioxide emission, thereby providing the twin benefits of an affordable transportation solution with a low carbon foot fits. The years to come will see the introduction of several other innovative vehicle, all rooted in emerging customer needs. Besides product development R&D is also focusing on environmentfriendly technologies in emission and alternative fuels. Through its subsidiaries the company is engaged in engineering and automotive solutions, construction equipment manufacturing, automotive vehicle components manufacturing and supply chain activities machine tools and factory automation solution, high-precision tooling and plastic and electronic components or service operations. True to the tradition of the Tata Group Tata Motors is committed in letter and spirit to corporate Responsibility. It is a signatory to the United Nations Global compact, and is engaged in community and social initiative on labor and environment standards in compliance with the principles of the Global compact. In accordance with this, it plays an active role community development serving gruel communities adjacent to its manufacturing locations. With the foundation of its Rich Heritage Tata motors today is etching a refulgent future.

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Mission and Awards

Mission of Tata Motors is Best in the manner in which we operate, best in the products us and best in our value system and ethics. Awards received at TATAMOTORS are: CII award for corporate sustainability reporting. It is a role model award excellent management I India. Hellen Keller award of CSR. Golden peacock global award for corporate social responsibility. Bombay natural history award for green governance. Tata motors bags uptime champion award 2007. NDTV profit business leadership award.

COMMERCIAL VEHICLES India has 5th largest commercial vehicle market in the world.
The commercial vehicle production in India increased from 156,706 in 2001 to 350,033 in 2005. This segment can be divided into three categories heavy commercial vehicles (HCVs), medium commercial vehicles (MDVs or MCVs) and light commercial vehicles (LCVs). Medium and heavy commercial vehicles formed about 62 per cent of the total domestic sales of CVs in 2004. These segments have also been driving growth, having grown at a CAGR of nearly 24.7 per cent over the past five years. The key trends facilitating growth in this sector are the development of ports and highways, increase in construction activities and agricultural output. With better roads and highway corridors linking major cities, the demand for larger, multi-axle trucks is increasing in India.

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Light commercial vehicles

Production in Indian light commercial vehicle (LCV) segment witnessed a growth of more than 20 %. At present there are 7 manufacturers in Indian light commercial vehicle segment. With the increasing demand of load carriers, a few manufacturers are expanding their capacity and some of them are setting up new plants. Some of the manufacturers are also in the process of launching the new models of LCV. In India Mahindra and Mahindra is the leader among the LCV manufacturers with the production of 1.28 lakh LCV during the financial year 2005-2006 followed by Tata motors and ashok Leyland.

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CHAPTER - 2

PROJECT PROFILE 2.1 Title of the study 2.2 Significance of the study 2.3 Objective of the study 2.4 Research methodology 2.5 Limitations of the study

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TITLE OF THE STUDY

Comprehensive study of organization profile DUNAC MOTORS (TATA) in Bikaner & overall market share of TATA MOTORS.

Significance of the study

Today the demand of utility & goods carrying vehicles in increasing day by day. Mostly villagers and framers are its target customer. So company wants to know the right picture of customer of its different brands.

Objective of the study

The study was conducted with the following aims the researcher: To get knowledge about the organization profile of DUNAC MOTORS in BIKANER To find out overall market share of TATA MOTORS. To see the competitors position To groom my knowledge.

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DATA COLLECTION METHODS: -

PRIMARY DATA: TO COLLECT THE PRIMARY DATA WE HAD TWO WAYS THAT WERE:1. SAMPLING 2. RESEARCH INSTRUMENTS

Sampling: IT WAS A RANDOM SELECTION SAMPLING METHOD As stated earlier there are two types of surveys:1. Consumer Behavior 2. Market Mapping

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 Survey no. 1: For consumer behavior survey, we went to different areas and met with different vehicle owners of passenger vehicles and loading vehicles. All the surveys were conducted in questionnaire format.

Sampling Units: - sampling units for survey no. 1 were owners of both passenger vehicles and
loading vehicles.

Survey no. 2 : For market mapping survey. We took 9 talukas of Bikaner district. We took 1-5 villages in the radius of 5-25 km of each taluka . Sampling was based on the passenger up-down frequency of routes to different villages and availability of mode of transportation.

Sampling units: Sampling units for survey no. 2 which was market mapping were the surpunch and other villagers of the village.

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Research instruments: Research instruments that were used in the both of the surveys were questionnaire. And personal interviews

Secondary data: Brauchers of the different companies Google TATA website Maps of Bikaner

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Research methodology

Sample size Number of respondents Sampling unit Data collection method Data analysis method

: : : : :

50 45 Existing customer like framers, people engaged in Transportation business. Observation, personal interview, simple random . Graphical analysis and percentage analysis technique

Limitations of the study

Limitations of personal face to face interview: It is most costly method. Some respondent does not show any interest toward survey. Reliability of face to face interviewing depends on integrity and skill of interviewers. We can not 100% predict that what we found out from our research is accurate We cannot collect equal data from entire region.

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CHAPTER 3

Human resources Marketing Features of the products Workshop and spare parts departments Financial result of TATA MOTORS
Overall Market share of Tata motors

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HUMAN RESOURCE MEMBERS Managing Director Business manager Dealer sales manager Dealer sales executives Workshop manager Spare department manger Accounting manager : : : : : : : : : Mr. Jagdish Dudi Mr. Rajesh Bishoni Mr. Manish bhatiya Mr Sanjay Bissa Mr. Yogendra bhadani Mr.Ravindra jajda Mr Kuldeep singh Mr Deepak Sharma Mr Kailash kumar

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HIERARCHY OF THE ORGANIZATION

WORK SHOP DEPARTMENT DEPARTMENTS

SALES DEPARTMENT

SPAREPARTS

Work Shop manager

Business manager

Manager

Assistant work shop manager

Dealer sales manager

Assistant manager

Supervisors-4 Mechanic Helper

Dealer Sales executive

Supervisor

Helper

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APPOINTMENT- STEPS FOR APPOINTMENT & SELECTION

Advertisement in News Paper

Application Received by the Organization

Application in short listed on the basis of qualification and working experience

Call letters are sending to the candidates

Interview committee takes the Interviews

Then they are sending to Jaipur for training if required

Mr. Jagdish Dudi of the TRANING PROCEDURE organization selects the candidates DUNAC MOTORS has two types of the training procedure for the employees. The training is completed in Jaipur. 1. ON THE JOB TRINNING

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2. OFF THE JOB TRAINING

1. ON THE JOB TRAINING:It includes the job rotation, apprenticeship, understudy assignments & formal mentoring programmes. Basically Office works is included in this training.
2. OFF THE JOB TRAINING:-

Primary drawback of the on the job training is that they often disrupt the work place. So organization invests in off the job training. In this the organization includes the curriculum, operation enhancement, product management & interpersonal skills to sharpen the managerial qualities of the trainee. MOTIVATION:Motivation is one of the most important factors affecting human behavior. The success of an organization depends on its motivation pattern. The success of DUNAC MOTORS is also mainly dependent on its employees, as they are highly motivated. The organization has obtained a simple motivation pattern the organization simply uses their efforts, check there performance, promote/demote according to their performance & finally helps to achieve their personal as well as organizational goals. Mainly the things can be related to the Expectancy theory of motivation... The organization also makes some relationship efforts... 1. Effort- performance relationship. 2. Performance-reward relationship.
3. Reward-personal goal relationships.

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MARKETING In the sense of marketing, place means area of marketing. It includes basically production to sales coverage. PRODUCTION:Production is a place of TATA MOTORS is in Pune, uttrakhand , Jamesdpur. Channels: - DUNAC at Bikaner has its Branch at Churu, Jhunjhunu, Shri ganganagar, Hanumangarh, Sikar & Nagaur.

Promotion:Promotion means a concept through which the organization increases its sales.

DUNAC Motors uses demo presentation at crowded areas of Bikaner like Junagarh, Raliway Station tour & travels Place and in rural areas.

They mainly used to go for various villages because the majore customer is farmers and villagers so the main promotion held in villages.

Print media, advertisement, road shows & hoardings are also used as sales promotional tools.

3-S is followed by the organization likely:S- Sales S-Service S-Spare Part Department.

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Owner Name

Vehicles number

Write works for service

Advis or

Adv ice

Job Card

Cost estimate

Service

Receptionist

Bills

Vehicle

TATA LPT 2515 TURBO EX 6X2 BSII

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Turbo Charged Inter Cooled The most fuel efficient multi axel truck for rated loads. Features: High power, high torque, high productivity. Superior fuel economy New six speed gear box. Power steering standard.

Specification:Engine Gears Fuel tank Electronic System : - Tata 697 TCIC, turbo charged & inter cooled : - 6- forward, 1- reverses : - 350 litters : - 12 volts.

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TATA LPT 1109 EX EXTRA PROFITS, EXTRA EARNIINGS, EXTRA SAVINGS.

Features: High deck load body in 4200mm WB & 3600mm WB GVW of 11900 kg. Turbo Charged inter cooled engine. Strong & rugged work horse Proven reliability Deluxe cab

Specification:-

Engine Gears Fuel tank Electronic System

: - Tata 497 TC- Bharat Stage-2 : - 5- forward, 1- reverses : - 160 litters : - 12 volts.

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TATA LPT 709 EX Highway Par Hulchal

Features
Increased Fuel efficiency Turbo Charged inter cooled engine. Increased load carrying capacity Runner-mounted load body. Comfortable Deluxe Cabin. Award winning s-cam air brakes.

Specification:-

Engine

: - Tata 497 TC- fuel efficient engine with intercooler.

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Gears Fuel tank Wheels & tyres Electronic System

: - 5- forward, 1- reverses : - 160 litters : - Front-2, rear -4, Spare -1. : - 12 volts.

TATA LPT 407 Largest loading areas in its class.

Features: Largest loading areas in its class- 8.33sq mt/4.3 mtrs deck length Runner mounted body Bigger & durable tyres- 8.25 x16 -16PR Stronger ear Box- GBS 27 gear box Better suspension-helper spring on rear. Better driver comfort.

Specification:-

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Engine Gears Fuel tank Wheels & tyres Electronic System

: - Tata 497 SP turbo {Bharat Stage-2} : - 5- forward, 1- reverses : - 160 litters : - 8.25 x16-16 RR. : - 12 volts.

TATA SFC 709 EX Bharat Stage 2 Compliant

Features: Increased fuel efficiency Turbo-Charged inter cooled engine Increased load carrying capacity Runner mounted load Body Comfartable,deluxe cabin Award-winning S-cam air Breaks.

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Specification:-

Engine Gears Fuel tank Wheels & tyres Electronic System

: - TATA 497 TC 94{BS 2} Fuel efficient water cooled direct injection diesel engine with inter cooler. : - 5- forward, 1- reverses : - 160 litters : - Front -2, Rear-4, Spare-1. : - 12 volts.

TATA SFC 407 EX

FEATURES:

Better fuel efficiency Higher pay load Comfortable deluxe cabin, contemporary looks.

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Larger, heavy-duty tyres for longer life Proven Reliability

Specification:-

Engine Gears Fuel tank Wheels & tyres Electronic System

: TATA 4SP turbo {Bharat stage 2} : - 5- forward, 1- reverses : -60 litters : - Front -2, Rear-4, Spare-1. : - 12 volts.

TATA ACE HT Bigger technology, Now in Small Size.

Features:

Indias first mini truck with better technology. Indias first mini truck with higher torque.

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Fuel efficient, quick start DI diesel engine. Vacuumed Assisted booster breaks for effective braking. New instrument panel with lockable glove box. New generation chassis & suspension for better handling & ride. Improved Steering System. New hand rest to increase elbow room. Meet Indian emission norms.

Specification:-

Engine Gears Fuel tank Wheels & tyres Electronic System

: TATA 275 IDI NA {Bharat stage 2 & 3} : - 4- forward, 1- reverses : -30 litters : - 145R12 LT 8 PR radial. : - 12 volts. NEW TATA 207 DI EX Flat load Body

Features:-

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DI EX engine gives 8-10 % extra mileage. Fast Pick-up due to more HP. Stability of torque on changing RPM. Less Need to change the gears because of high torque. Top most ground clearness-210mm. First Pick-up with power Steering. Luxurious interiors Easy to Maintain.

Specification:-

Engine Gears Fuel tank Wheels & tyres Electronic System

: TATA 497 SP Diesel Direct injection. : - 5- forward, 1- reverses : -60 litters : - 7.00 x 16, 12 PR radial. : - 12 volts.

Tata magic

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Features:
Two side gate Comfortable Good space Storage facility

Specification:
Engine : 702 cc Gear box : 4 fwd 1 reverse Maximum power : 16HP Tyres : 145 R 12 radial Max speed : 64kmph

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Tata magic (ARIS)

Features:
Hard steel roof Clear lens head lamps & tail lamps BSlll Stylish dash board with storage space Sliding driver seat

Specification:

Engine : 611 cc Maximum power :11 HP Top speed : 55kmph Gear box : 4 fwd + 1 reverse Steering : mechanical rack & pinion Tyres : 12 radial

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Seating : driver + 4 Fuel tank capacity : 10 liters

Tata winger

Features:
Side impact beams on both sides Rugged engine subframe Anti roll bar Door ajar warning lamp for driver & co driver

Specification:

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Engine: 1948 cc Maximum power : 68 hp Gear box : 5 fwd 1 reverse Battery : 12v 75 AH

SERVICE & SPAREPARTS DEPARTMENT DUNAC MOTORS also provide service & spare parts of the vehicles. In Bikaner only one service centre of TATA MOTORS is present. In this department many facilities are provided for the vehicles. Workshop facilities: AC gas charging Head light setting Pollution checking Wheels alignment Wheels balancing Passenger sitting room

If a vehicle comes for service first of all they open the job card. In this job card they write owners name, vehicle number, time of arrival, work for service and cost estimate. After these formalities vehicle is send to the service centre where the workers do the service. In service centre many machines, wheels alignment, mpw head light adjustment etc. are available.

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In this centre spare parts are also available. Each and every part of the vehicles are available here. So it becomes very easy for workers and customers. Service centre is divided into two parts: For heavy vehicles For semi heavy vehicles

Many other facilities are also provided by service centre such as washing, greecing the wheels, denting way, painting way for paint etc. After service customers receive bills & then they issue gate pass.

AC gas charging

Head light setting

Pollution checking

Vehicle

Service

Facilities

Wheels alignment & balancing

Passengers sitting room

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Application

Department of service & spare parts

FINANCIAL SCHEME & PROCEDURE OF PRODUCT

DUNAC MOTORS Pvt. Ltd. Provide finance on each product from many firms and banks. The banks and firms are: Tata finance Shriram finance Magma ICICI Bank HDFC Bank etc.

They provide 75-90% finance on every product. The percentage of finance depends on the condition of customer status cash flow etc. Then they fill up the form from the customer. In this form customer has to fill his/her name, address, contact number, cash flow, salary slip etc. Than some documents are also required. Documents are:
2 photo graphs

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 Rashan card Voter ID card Income tax return proof Water/electric bill
20 blank cheque

Stamp papers of Rs. 10/ Properties documents Registration certificate For government employee Salary slip
Guarantors 2 photo graphs

Rashan card Stam paper of Rs. 10/ RC, property documents

If product is purchased on childs name then the child is borrower & father is co-borrower and for this required age of child is minimum 17-18 years old. After that customer deposits 15-20% of product price to TATA finance ltd. than after they arranges the installments on the interest. For cars 6.5% with 3 years installments For Tatas heavy products (DUNAC PRODUCTS) 6.5% with 4 years installments.

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 Tata city ride 8.7% with 4 years installments Winger and Magic 7.5% with 3 years installments

Than after the finance provide DO (Delivering Order) & TLS (TATA loan suraksha). Then finally the product is financed by the organization. TATA finance limited provides insurance facility too. If the customer wants to insure the product, he has to pay 12-13 thousand rupees. In case of accident and product being stolen in the period of installments, the finance company frees it from all the remaining installments.

In case of delay of the installments than 36% charges are charged on delayed installments. When the customer deposits all the installments then the organization provides NOC( no objection certificate). The customer is now the complete owner of the vehicle.

TATA COMMERCIAL & PASSANGER CAR DEALERS, RAJASTHAN 1. General Automobiles Pvt. Alwar 2. 3. 4. 5. Ltd. Mudgal Motors, Ajmer Dunac Motors Dunac Motors Oriental Autotech Pvt. Ltd. Ajmer Bikaner Nagaur Jaipur Passenger Passenger Commercial Commercial Passenger Dealership Dealership Dealership Branch TASC

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6. Shree Motors 7. Suncity Automobiles

Sikar Nagaur

Passenger Passenger

TASC TASS

DEALER SCORE CARD 2009-10 DUNAC MOTORS, BIKANER MODEL TRACTOR MAV LPT SE SK/LPK 1613 20008-09 APR- JUN 51 217 43 16 11 2009-10 APR-JUN 146 213 36 20 5 %GROWTH 186 -2 -16 25 -55 %GROWTH RATE 75 -35 -50 -29 -71

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LPK2516 1109 TRK 909 TRK 407 TRK 709 TRK LCV BUS CHASSIS LCV BUS FBV ICV BUS MCV BUS 207 DI

8 11 11 13 0 3 16 1 5 17

9 5 8 13 1 11 18 1 27 3

13 -10 -8 0

9 -27 -62 -36 27 -20 3 -13 85 -75

13 -8

DEALER SCORE CARD 2009-10 DUNAC MOTORS, BIKANER MODEL TRACTOR MAV LPT SE SK/LPK 1613 LPK2516 1109 TRK 909 TRK 407 TRK 709 TRK 2008-09 APR- JUN 160 420 113 29 22 16 21 21 15 1 2009-10 APR-JUN 268 388 91 48 23 42 16 20 22 3 %GROWTH 68 -8 -19 66 5 163 7 -5 47 200 %GROWTH RATE 45 -38 -48 -27 -16 2 -16 -50 -40 18

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LCV

BUS 13 30 3 26 27

30 34 1 43 9

131 13 -67 65 -67

-21 0 0 -9 -76

CHASSIS LCV BUS FBV ICV BUS MCV BUS 207 DI

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Data presentation, Analysis & Interpretation

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We have collected data by taking personal interview as well as telephonic interviews. For this we used random sampling method. To collect the contacts we took the help of our sales manager, he thought us how to find new contacts how to approach them. Again we checked the enquiry registers of the showroom, contacted old customers, collected data from RTO.

After collecting sufficient information we designed a questionnaire which include both open ended and close ended question. The questions are simple so the respondents give feedback easily. The analysis was done with the help of excel sheet. With the help of different data interpretation techniques we have present data and result found.

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Q . WHAT OCCUPATION DO YOU HAVE?

a) Farmer b) Transport company c) Drivers

Interpretation
70% of respondents are basically owner of the transport company they used more vehicle As the compare of farmers(10%) and drivers(20%) because they mainly used their LCV, HCV for commercial purpose for both long and short route. While the drivers used only for short route(in city) and farmers used them for their personal use so the use ofLCV and HCV is less compare to other

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Q . WHAT TYPE OF CATOGERY OF VICHICLE YOU HAVE ?

a) LCV b) HCV

Interpretation
As we see the previous graph the more users belongs to transport company so the need of HCV(70%) is more than LCV(30%)

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Q . FOR WHAT PURPOSE YOU USE LCV OR HCV ?

a) SHORT ROUTE LOADING b) LONG ROUTE LOADING c) ANY OTHER PURPOSE 30% 65% 5%

Interpretation
As the demand of HCV is more and the HCV is mainly used in long route so the graph present more share of long route(65%) rather than short route(30%)and any other purpose(5%)

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Q . HOW WAS THE EXPERIENCE OF TATA VEHICLE ?

a) OUTSTANDING b) GOOD c) FAIR d) POOR 70% 20% 8% 2%

Interpretation
As the TATA is the second name of trust so the customers are very happy with the products

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TATA have wide range of products and the structure of the products are so good and durable so the maximum customers are satisfied from the products thats why the outstanding reach (70%) more than any other.Customers have their own perception many of the are little satisfied(8%) and many of them are not at all satisfied(2%)

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Q . HOW IS THE POWER AND PICK-UP IS UP TATA COMPARE TO THE OTHERS PRESENT IN MARKET ?
a) HIGH b) LOW c) SIMILAR

Interpretation

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As the TATA have wide range of products TATA have products for every segments and their power and pickup of the products is so good this lead attraction of the customers towards the product they like power and pickup thats why the graph of high shows55% which is higher than other. Which shows 10% and 35% respectivly

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Q . ARE YOU SATISFIED WITH THE TATA PRODUCTS ?

a) YES b) NO

Interpretation
TATA provide wide range of products with wide range of pricing policy with high quality level which shows in pie chat 85% customers satisfied only 15% are not satisfied

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Q.WHAT PARAMETERS WHOULD YOU SEE WHILE PURCHASING LCV, HCV ? Parameters Brand Style Mileage Power and Pick-up Price and market demand % 13 2 25 15 45

Interpretation
Customers are so choosey they mainly go for market trends as in this segment the customers are mainly belong from rural area so they never bother about style thats why the style graph shows less % only 2% while the others are more than style as the these vehicle mainly used for loading so the customers always looking for mileage and power but their mainly focus on price and market demand thats why it shows high among other(45%)

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Q.WHAT IS YOUR PERCEPTION ABOUT PRICE OF TATA COMPARE TO ASHOK LEYLAND AND EICHER? ( CONSIDERING FEATURE AND PERFORMANCE ) Very high High Similar Low 20 12 35 33

Interpretation
As the competitor of TATA Ashok Leyland maintain the pricing policy according to the feature Performance thats why the more respondent go for similar which is more acceptable than others similar got the highest (35%) after that many of them consider TATA as the low price policy which get (33%) which is nearby similar but high than others.

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MARKET SHARE OF TATA MOTORS (TRUCKS) IN BIKANER

Interpretation
Dunac motors in Bikaner have captured the 75% market share because prakhar motors of ashok Leyland and daraniya motors of eicher have negligible sales.

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MARKET SHARE OF TATA MOTORS IN RAJASTHAN (TRUCKS) BRANDS TATA Motors ASHOK LEYLAND EICHER % 89 09 02

Interpretation
The graph shows that tata motors (trucks) is leading by capturing 89% market share in Rajasthan where as Ashok Leyland and Eicher has 8% and 2% market share respectively

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WAR ON THE HIGHWAY: ASHOK LEYLAND V/S TATA MOTERS

Brands TATA Motors ASHOK LEYLAND EICHER TOTAL % 55 35 10 100

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FINANCIAL RESULT OF TATA MOTORS MUMBAI: TATA MOTORS HAS REPORTED CONSOLIDATED GROSS REVENUE OF RS. 40340 .79 CRORES IN 2007-2008, A GROTH OF COMPARED TO RS. 36922.61 CRORES IN 2006-07 While Tata motors new plant at pant nagar( in uttarakhand) for Ace and Magic range of vehicles went on stream during 2008-09 construction activity is on at Singular ( in West Bengal ) FOR THE Tata Nano and at Dharwad ( in Karnataka ) for buses to be manufactured by the Company ` is joint venture, Tata Marcopolo Motors limited. The existing plants at Pune, jamashedpur and lucknow are undergoing expansion and modernization. The automobile industry including Tata Motors is expected to face challenging times ahead due to unprecedented increase in input prices and continuing adverse economic situation in India and globally. Consolidated financial results for the year ended March 31, 2008 The consolidated revenues (net of excise) at Rs. 35651. 48 cores posted a growth f 10.2% over Rs. 32361.20 crores in the previous year. The consolidated profit before Tax (PBT) for the year was Rs. 3086.29 crops compared to Rs. 3088.00 crores. A marginal decrease over Rs. 2169.9 cores in the previous year. Tata motors have reported Basic Earnings per Share (EPS) of Rs.56.24 for its consolidated operation as against Rs.56.43 in 2006-07. Tata motors stand-alone financial results financial year ended March31, 2008 Tata motors gross revenue for the financial year 2007-08 was Rs.33093.93 crores (3006-07 Rs. 31819.48 crores)

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The revenues (Net of excise) at Rs.28730.82 crores posted a growth of 4.6% over Rs. 27470.03 crores in the previous year. The PBT for the year is Rs. 2576.47 crores, an increase of 0.1% over Rs. 2573.18 crores last year. The PAT for the year is Rs. 2028.92 crores, an increase of 6% over Rs. 1913. 46 crores last year. The company`s margins were under pressure during the year due to rising interest rates, constraints in availability of vehicle financing from outside sources and unprecedented increase in input prices. The Company has focused in cist recuction measures. There have been delays in the introduction of two productions, which are expected to be launched in the very near future.

The total sales volume (including exports) for 2007-08 is 585,649 units, highest ever of the Company, compared to 580,280 units in 2006-07. The Company maintained its leadership position in commercial vehicles and was among the top three players in the passenger vehicles, although it lost some market share. In the domestic market, commercial vehicles` sales increased by 4.8% to 312,935 units and passenger vehicles` sales at 218,055 units declined by 4.5% This year was a historical year for the Company marked with path breaking events the unveiling of the tata nano the worlds` least expensive car and the signing of the definitive agreement with ford motor company for purchase of the Jaguar and Land Rover businesses. A number of new products were launched towards the end of the year. In passenger vehicles, new launched include the Indica V2 with a common rail diesel ( DICOR) offering, the Indigo CS ( the worlds first sub 4- meter sedan), the Indigo LS ( an entry level DICOR offering ) the Sumo Grande, and the safari DICOR 3.3 VTT range commercial vehicles introduction during 2007-08 included the new Magic and Winger range for passenger transportation, state-of-the-art low-floor CNG- propelled buses and several trunks tippers and tractor trawlers from 9 tonnes to 49 tones. These product launches would help the Company regain some of its market share.

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Dividend The Board of directors has recommended a dividend of Rs. 15/- per share of Rs. 10/- each for the financial year 2007-08 (2006-7: Rs. 15/-). The dividend is subject to approval of shareholders; tax on the dividend will be borne by the Company. FACTS
-

The Tata GROUP is guided by the principle of trusteeship & the conviction that free enterprise, in order to thrive, must serve the needs of the society. This is the comer stone of our corporate sustainability initiatives. TATA MOTORS is committed in letters & spirit, to the improvement in the quality of life of people.

Company has developed INTEGRATED RURAL DEVELOPMENT WHICH BASIC NEEDS IN 5 BROAD AREAS. . . . Health Education Water Environment & Livelihoods

Tata Motors intents to open its service station at each 60 km. area

In year 1985-2000 the sales percentage of TATA MOTORS in south & west was 10% -15% but as time passed it increased from 25%-35% .

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CHAPTER -4

ANALYSIS

4.1 SWOT analysis SWOT ANALYSIS Strengths: Organization goal is total customer satisfaction Good leadership of area General Manager. Qualitative team of employees. Good distribution channels Good credit in the global market Monopoly outlets and counters Good quality production Effective business strategy & planning process

Weakness: Less sales in southern areas of India Number of production places are less Emphasis on passenger vehicles.

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Opportunities: -

To cover the marker share in the different regions of the country. To pay emphasis on commercial vehicles.

Threats: Competitors activities Quality of manpower Quality of dealers Higher cost

CHAPTER -5

QUESTIONAIRE

1. What is your occupation or business? _______________________________________________________

2. Do you have any vehicle? If yes, name it?

A) Yes

B) No

C) If yes, specify_______________

3. Do you have any LCV, HCV A) Yes B) No C) If yes, specify_______________

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4. For what purpose , you use LCV, HCV A) Loading B) Long Route C) For any other purpose

5. What parameters would you see while purchasing LCV, HCV A) Brand B) Style C) Mileage D) Power & pick up

E) Price of the LCV, HCV

F) Market demand for LCV, HCV

6. How was the experience of the TATA vehicle?

A) Outstanding

B) Good

C) Fair

D) Poor

7. Do you like the look of products? A) Yes B) No

8. How the power & pick is up of TATA compare to the other present in the market? A) High B) Low C) Similar

9. What is your perception about price of TATA compare to the other LCV, HCV

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present in the market (Considering features & performance)? A) Very high B) High C) Similar D) Low

10. Do you find any flaws in TATAs products, if yes, specify it? A) Yes B) No C) specify

11. Which is your most favorable brand of LCV, HCV, s?

___________________________________________________________

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Findings

1 Dunac motors almost capture of c.v market in Bikaner as the ashok Leyland and eicher have negligible sale in market

2 Customers are highly satisfied from service and products

3 Mostly customers are related to rural area like farmers, local drivers and transport companies

4 While purchasing c.v. mainly customers go for price and market trends rather than style

5 Mostly customers looking for HCV rather than LCV

6 Dunac motors are mainly successful in rural area

7 TATA products mainly used for utility and good carrying

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CHAPTER - 6

CONCLUSION
The interface of different finding comes under the conclusion 1. DUNAC products are mostly successful in rural areas
2. DUNAC products are used for utility & goods carrying

By this whole survey researcher have got a right picture of the market share of TATA MOTERS Market share of TATA MOTERS (TRUCK) LEADS in Bikaner with 75% sales as there is negligible sales of Ashok leyland and Eicher trucks if tatas sales figure grow than both the plant of Ashok and Eicher are going to close in bikaner The overall market share of Tata Motors in Trucks is merely 25% more than Ashok Leyland and much more than Eicher.

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REASON FOR ACCEPTANCE OF TATA MOTORS - TATA MOTORS is Second name of trust and People there had made their perception and psychology that none other truck can benefit then as TATA. ASHOK LEYLAND is only preferred in south areas but TATA is captures almost all North, southern and western regions Customer satisfaction level is high. TATA MOTORS has to recover its market share in other regions of India and it can be achieved through providing what the customers & consumers expect from the company.

CHAPTER -7

RECOMMENDATIONS
SUGGESTIONS AND RECOMMDATION CHALLENGES: To increase market share in trucks SUGGESTION: Improve the men power and concentrate on qualities well as promote sales in different state of India CHALLENGES: Need for proactive stance SUGGESTION: The companys business focus is both on personal & Public transportation. Hence company should work itself of support development of alternate fuels, electric &hybrid vehicles both for personal & public transportation. CHALLENGES: Need to go beyond compliance SUGGESTION: Company should follow the rule, doing the right things rather than not doing wrong things

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CHALLENGES: In India are more likely to purchase a product or service from a they believe follows responsible ethical business Practices.

Company that

SUGGESTION: TATA MOTERS should approach controlling back to society from which it draws resources & communicate the impact of its initiatives to all stakeholders.

CHAPTER -8

BIBLIOGRAPHY

Kotler, Philip, marketing management eleventh edition. Kothari, C.R.researcher methodology method & technique Robbins, p.stephen,organization behavior ninth edition. Tata motors website. www.google.com Ashwathapa, human resource &personal management

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