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PROJECT REPORT
ON
Sales and Distribution of Sai Baba TVS Sales private
Ltd
Submitted for the partial fulfillment of the requirement for the degree of
Master of Business Administration (MBA)
Session (2014-2016)
Submitted By:Madhuri Roakde
3rd Sem
Under the guidance of
Mr.Hamgi
A study conducted for TVS motors
At
1
DECLARATION
I, undersigned honestly declare that, this project titled SALES & Distribution Management
OF TVS Motors Company Limited is a genuine and confide project prepared by me and
submitted to the Director, ASMs IBMR Pune-411019 in partial fulfillment of MBA. The project
work is original and conclusions drawn herein are based on the data collected by myself. To the
best of my knowledge, the matter presented in this project has not been submitted for Award of
any degree, diploma or membership either to this or any other Institute or University.
Date:
Madhuri Rokade
Place:
ACKNOWLEDGEMENT
The joy of ingenuity!!! This is doubtlessly what this project is about. Before getting to brass
tacks of things. I would like to add a heartfelt word for the people who have helped me in
bringing out the creativeness of this project.
To commence with things I would like to take this opportunity to gratefully and humbly thank to
Mr ROHAN KADAM Project guide, TVS Motors Pune, for being appreciative enough by giving
me an opportunity to undertake this project in Sai Baba TVS Sales Pvt Ltd
Respected guide Mr. Hamgi, Faculty, Institute of Business Management and Research, Pune for
his undeterred guidance for the completion of the report.
Dr. Asha Panchpande. Director, IBMR Pune, for her continuous support and encouragement. My
parents need special mentions here for their constant support and love in my life.
I also thank my friends and well wishers, who have provided their whole hearted support to me
in this exercise. I believe that this Endeavor has prepared me for taking up new challenging
opportunities in future.
PREFACE
This project is the part of two year management course in MBA for first year at IBMR summer
project work held after the completion of second semester of the course which is completed by
each student of the MBA course on various suitable subject.
This project is research on sale and promotion in the SAI BABA TVS Sales private Limited
company.
The study comprises of complete survey on communication building proper awareness of
customer demand at various level and cross functional communication among all the customers in
pune.
On completing my project work at the company I am really happy as TVS Motors Company is
growing two wheeler company in India.
I got a opportunity to doing my project with such a growing company. I was being given excellent
guidance and support by the organization and working on this project has been a great learning
experience for me.
INDEX
SR
PARTICULARS
NO
E NO
COVERING LETTER
SELF DECLERATION
ACKNOWLEDGEMENT
COMPANY CERTIFICATE
COLLEGE CERTIFICATE
INDEX
EXECUTIVE SUMMERY
PAG
ORGANIZATIONAL PROFILE
10
11
12
13
14
ACTIVITY CHART
LEARNING OBJECTIVE
CONTRIBUTION TO THE ORGANIZATIO
15
16
EXECUTIVE SUMMARY:As an MBA candidate doing project in a two wheeler company is one of the Grand and glorious
opportunity for me.
The TVS Motor Company is the 3rd largest automobile company in India.
So as undertaking the project with a two wheeler company was highly inspiring and motivational
for me to stepping in a two wheeler industry
I did my summer internship in TVS Motor Company at Chinchwad, SAIBABA SALES
PVT.LTD. Authorized main Dealer TVS Motor Company Limited
TVS company is an Indian based company has its business headquarter is in Chennai Tamil
Nadu and it is operating its business in all over the world.
I was responsible for initiating any business call to and making follow up till the end to closing
the deal. It was fortunately or unfortunately the duration of the project was short that was only
for two month. Which have provided me a beautiful beneficial experience which ultimately
going to help me in future professional career.
This project was totally based on customer oriented job which enable me to make direct call and
generating lead , some time to do Tele calling to take appointment and to meet with customer
and pitching them the product as per their requirement and persuade them at the level to buy
same .
So in the is I was involve in making the cold call to closing a deal was my prime responsibility
which made me enable to learn practical experience sale and marketing.
Two wheelers which are available on the showroom like
BIKE
Apache RTR 160
Apache 180
Star City +
Star Sports
Phoenix 125
MOPED
Super XL Heavy DUTY
SCOOTER
Pep+ Scooty
7
Zest Scooty
TVS Wego
TVS Jupiter
There are two wheelers available for the customer. The customer wants to know about their
features which is as per their requirement.TVS Jupiter is very popular in the market. At least 48
% Customer comes for TVS Jupiter. I studied about the TVS Jupiter what is the feature, how
Jupiter is leading scooter in the market.
I went to sales promotion in three areas waked, Hinjewadi, and pimple Saudagar. I had
distributed the pamphlets which company provided me of the vehicles - Jupiter, Apache, Wego
and Zest.
We had a small demo in waked and Hinjewadi area and in Pimple Saudagar and Vishal Nagar
one month Sales Promotion DEMO during the month of June.
ORGANIZATION PROFILE:Indian Two-Wheeler Industry is the largest in the world as far as the volume of production and
sales are concerned. India is the biggest two-wheeler market on this planet, registering overall
growth rate of 9.5 percent between 2006 and 2014. The growth in Indian Automobile Industry
8
owed the most to a steep upsurge witnessed in the two-wheeler segment in 2014. The volume
growth recorded in the 2014-15 fiscal year stood at a commendable 14.8 percent on a year-onyear basis. The 'Make in India' campaign of the Government of India is also going to attract more
foreign investment into Indian Two-Wheeler Industry creating further growth opportunities in the
coming years.
Indian Two-Wheeler Market is noticing a continuous upsurge in demand and thus resulting in
growing production and sales volume. This owes a lot to the launching of new attractive models
at affordable prices, design innovations made from youths perspective and latest technology
utilized in manufacturing of vehicles. The sale of two-wheeler products has increased
substantially. The sales volumes in the two-wheeler sector shot up from 15 percent to 24 percent
between 2008-09 and 2013-14.
A considerable expansion was seen in the sales volume of the scooter segment during 2014-15 as
far as the two-wheelers were concerned. The domestic motorcycle sales volume moved up to 10
percent, whereas the scooter segment recorded a growth of 30.7 percent in sales volume. In the
past 2-3 years, around a dozen new scooter brands have been introduced in India. But the
motorcycle segment lags behind in this regard. This is due to the fact that the recently launched
gearless scooters cater to the needs of both men and women, while motorbikes are a segment
preferred by men only.
The growth momentum is also propelled by the fact that the two-wheeler manufacturers in India
have understood the markets needs and have been able to deliver as expected. At the end of
2014, the global business involving two-wheeler designing, manufacturing, engineering and
selling was at an average of US$ 3.5 billion per manufacturer. However, India's Hero Moto Corp
- the world's largest two-wheeler manufacturer and seller clocked an average of US$ 15 billion
on the same lines.
Though, further growth in Indian Two-Wheeler Industry will depend heavily on peoples
personal disposable incomes that rely on India's economic growth in days to come.
In the last five years, the share of scooters in total domestic 2W sales volumes has increased
from 15% in 2008-09 to 24% in 2013- 14 (27% in 5m 2014-15). In terms of recent trends, while
domestic motorcycle sales volumes grew by 10.0% YoY in 5m 2014-15, the volumes of scooters
expanded by a robust 30.7% YoY during the same period. The fast expansion of the scooter
segments pie has encouraged most OEMs in India to launch new models to capitalize on the
growing opportunity offered by this segment. In 2012- 13, three new scooter brands were
launched in India, but the count of new brands introduced increased to six in 2013-14; and in 5m
2014-15, already four new models have been launched by various OEMs with more being in the
pipeline. Compared to motorcycles (targeted at males), the penetration of scooters (targeted at
both males and females) remains lower by a factor of 3-4 times which has been one of the
primary drivers of demand for scooters as positioning of this product segment has become
sharper. As scooters get increasingly targeted at both the sexes and as more women adopt mobile
lifestyles, the case for continued penetration-led growth for the scooters segment remains strong.
The increased supply push in the form of new scooter launches should only add to the growth
momentum.
In June 2012, Hero Motocorp approved a proposal to merge the investment arm of its parent
Hero Investment Pvt. Ltd. into the automaker. The decision comes after 18 months of its split
from Honda Hero.
Products
Hero Xtreme
Hero CD 100
Hero Passion
Hero Glamour
Hero Splendor
Hero Karizma
Hero Plesure
Honda Motorcycle and Scooter India, Private Limited (HMSI) is the wholly
owned Indian subsidiary of Honda Motor Company, Limited, Japan.[2] Founded in 1999,[2] it was
the fourth Honda automotive venture in India, after Kinetic Honda Motor Ltd and Hero Honda
Products
Honda Activa
Honda Aviator
Honda Dio
Honda Unicon
Honda Shine
12
Honda CBR
Honda Dream yuga
Yamaha Motors Yamaha motors is amongst the most popular bike manufacturers in India.
The company has given some most successful bikes like RX100 to Indian roads and is a tough
competitor for other biking giants. A wide variety of models in all categories of motorbikes,
Yamaha is the all time great brands to rely upon. Presently 13 models are available from
Yamaha's garage in India
Products
Yamaha Alfa
Yamaha Crux
Yamaha FZ 1
Yamaha Gladiator
Yamaha Gladiator SS/RS
Yamaha Libero G5
Yamaha MT 01
Yamaha R15
Yamaha SZ new
Yamaha YBR new
Yamaha SS
Yamaha YZF R1
Yamaha Fazer
Royal Enfield was the name under which the Enfield Cycle Company (founded 1893)
made motorcycles, bicycles, lawnmowers andstationary engines. The legacy of weapons
manufacture is reflected in the logo, a cannon, and their motto "Made Like A Gun". Their first
motorcycle was built in 1901.
In 1955, Enfield Cycle Company partnered with Madras Motors in India in forming Enfield of
India, based in Chennai, and started assembling the 350 cc Royal Enfield Bullet motorcycle in
13
Madras. The first machines were assembled from components imported from England. Starting
in 1957, Enfield of India acquired the machines necessary to build components in India, and by
1962 all components were made in India
Products
Bullet 350cc
Bullet 500 cc
Thunderbird 350,500cc
14
COMPANY PROFILE:INRODUCTION:-
TVS Motor Company is the third largest two-wheeler manufacturer in India and one among the
top ten in the world, with annual revenue of more than Rs.10,098 Cr in 2014-15 (around USD
1.6 billion), and is the flagship company of the, USD 7.29 billion in 2013-14, TVS Group. The
company has annual sales of 2.5 million units a year. TVS Motor Company is also the 2nd
largest exporter in India with exports to over 60 Countries
TVS Motor Company Ltd (TVS Motor), member of the TVS group, is the largest company of
the group in terms of size and turnover with more than 2.8 crore customers riding a TVS bike.
Mr.Venu Srinivasan, the Chairman of TVS Motor Company has led by example, winning many
laurels including the prestigious Padma Shri award. Order of Diplomatic Service Merit"
medal from Korean President, The JRD Tata Corporate, The Star of Asia award by Business
Week, The Jamsheji TATA Lifetime Quality Achievement Award and Emerging Corporate Giant
- Times & Harvard Business School Association are other high-profile awards bestowed on him,
on behalf of the company. He was also awarded the coveted Ishikawa-Kano Award presented by
Asian Network for Quality. Among the latest honours conferred on him was an honorary doctor
of science degree by Purdue University, USA.
The TVS Group was established back in 1911, when the founder of the company,
Shri T V Sundaram Iyengar created an enduring business, led by a family of like-minded
workers and managers united by a set of high, yet shared principles. Driven by this
inspiration, the TVS group has today emerged as India's leading player in the automobile
and automotive components industries. The group has 30 companies employing a work
force of around 40,000 people. TVS Motor Company is the largest among the group
companies in terms of size and turnover.
Today, TVS Motor Company has,
15
and customer requirements. While adopting new technologies and processes, there is the
ever present rationale to continually remain a green company, sensitive to the ever
changing needs of the environment.
As part of its global operations, TVS Motor Company has set up a manufacturing facility in
Indonesia, which caters specifically to the Indonesian and ASEAN Markets. PT TVS Motor
Company Indonesia, wholly owned subsidiary of TVS Motor Company, manufactures TVS
Neo, the new generation of bebeks for those markets.
TVS Motor Company has international presence in more than 50 countries in Asian, African
and Latin American Continents and will enter more international markets in due course. In
India, the company functions through a strong network of sales, service, authorised service
centers and other certified service points.
Suzuki relationship
TVS and Suzuki shared a 19-year-long relationship that was aimed at technology transfer to
enable design and manufacture of two-wheelers specifically for the Indian market. Rechristened
TVS-Suzuki, the company brought out several models such as the Suzuki Samurai, Suzuki
Shogun and Suzuki Fiero. Differences in opinion on how to run the joint venture eventually led
to the partners going their separate ways in 2001 with the company being renamed TVS Motor,
relinquishing rights to use the Suzuki name. There was also a 30-month moratorium period
during which Suzuki promised not to enter the Indian market with competing two-wheelers. The
company also got over a period of labour unrest that required Chairman Venu Srinivasan to take
tough measures to resurrect a company that was in a state of turmoil. He would go on to invest in
new technology, nurture in-house design, and implement Toyota-style quality programs.
TVS MISSION: We are committed to being a highly profitable, socially responsible, and leading manufacturer of
high value for money, environmentally friendly, lifetime personal transportation products under
18
the TVS brand, for customers predominantly in Asian markets and to provide fulfillment and
prosperity for employees, dealers and suppliers.
TVS VISION:TVS Motor will be responsive to customer requirements consonant with its core competence and
profitability. TVS Motor will provide total customer satisfaction by giving the customer the right
product, at the right price, at the right time.
Address
Registered Office
Factory/plant
Factory/plant
Factory/plant
Name:-
Designation:-
Venu Shrinivasan
Sudarshan Venu
K N Radhakrishnan
H Lakshmanan
Hemant Krishan Singh
Lakshmi Venu
Prince Asirvatham
Hemant Krishan Singh
T Kannan
K S Srinivasan
S G Murali
Director
Director
Director
Director
Director
Director
Company Secretary
Chief financing Officer
20
TVS WEGO
21
TVS STARCITY
22
TVS PHOENIX
23
24
I worked with Sai Baba TVS Sales Private limited, Hinjewadi waked PCMC
Region.
Working Staff of Sai BABA TVS Sales:
CEO
Suresh Kutty
Sales Manager
ROHAN KADAM
Ganesh Salve
25
26
With the ever increasing complexity of marketing and business activity, market research also
increases complexity. Today carrying out research relating to customers product and market
require specialized skills and sophisticated techniques. Market research has emerged as highly
RESEARCH PLAN:While developing the research plan following point where taken into consideration data sources,
research approach, research instrument, sampling plan and contact method.
So that information can be gathered in most effective way.
SOURCES OF DATA:After identifying and defining the research problems and determining specific information
required solving the problems. The research is to look for the types of sources of data. This may
yield the desired result. There are two types of data available to researcher, these are
1) Primary data
2) Secondary data
27
Secondary Data: - is other hand include that data which is collected from some earlier
research work is applicable or usable in the study the researcher has presently undertaken.
RESEARCH APPROACH:There is various research approaches for collecting primary data. But according to the need of
project, survey was selected as research approach.
RESEARCH INSTRUMENTS:The research instrument used in the study was structured questionnaire. While designing the
questionnaire care has been taken in formulating & sequencing the question so that it allow
logical thinking process for the respondent use of both close ended & open ended question was
made so that analysis become
SAMPLE TECHNIQUE METHOD:Sample was selected at a random basis for as regarding to sales and promotion of TVS motors
was approached by visiting the various retailer and others.
ANALYTICAL TOOL:Simple statistical tools have been used in present study to analyze and interpret the data collected
from the field. The study used percentile method and the data are presented in the form of table
and diagram.
28
29
30
Frequency
Cumulative
Percent
Yes
78
78
No
22
100
Total
100
Chart no 2.1
No of Respondent
78
30
20
22
10
0
Yes
No
INTERPRETATION:
We can see the above interpretation that the 78% of the population is understand the concept of
sales promotion activities and remaining 22% do not understand.
31
Q 2- Did the sales person spend sufficient time with you and explain about the
vehicle?
Table 1.2
Particulars
Frequency
Cumulative
percent
Yes
68
68
No
11
79
Somewhat yes
12
91
Somewhat no
100
Chart no2.2
people say how much time spent by sales person while explain about the product
80
70
60
50
No of respondents
40
30
68
20
10
11
12
No
Somewhat yes
Somewhat no
0
Yes
INTERPRETATION
The above Interpretation shows that most of the respondents (68%) are satisfied with the services
of sales person and least number of respondents (11%) is not satisfied other are somewhat satisfy
or somewhat not respectively 12%, 9%.
32
Frequency
Cumulative
Percent
TV
40
40
Newspaper
20
60
Posters
15
75
Hoardings
15
90
Others
10
100
Total
100
Chart no 2.3
Frequency
40
15
10
20
15
15
10
0
TV
Newspaper
Posters
Hoardings
Others
INTERPRETATIONIn the above Interpretation Advertising is the most important way of promotion here 40% of
respondent saw the Advertisement on TV, 20 % saw at Newspaper.
33
Particulars
Frequency
Cumulative
Percent
Mileage
58
58
Low Maintenance
17
75
Brand Name
13
88
Price
97
Others
100
Total
100
Chart no 2.4
Reason for purchase TVS vehicle
70
60
50
40
30
No of Respondents
20
10
0
INTERPRETATIONThe above Interpretation show that most customers purchase TVS products for mileage basis
around 58% people, 17 % on the basis of low maintenance, 13% brand name, 19 % price basis
and the remaining 3% have other reasons.
Q 5- Were you offered test drive during your visit to our Showroom or Promotion Camp?
Table 1.5
35
Particulars
Frequency
Cumulative
Percent
Yes
83
83
No
17
100
Total
100
Chart no 2.5
No of Respondent
83
30
20
10
17
0
Yes
No
INTERPRETATIONThe above Interpretation show that 83% respondent said that they have offered for the test drive
by sales person and remaining 17 % people said they have not offered by sales person when they
visit in showroom.
Particulars
Frequency
Cumulative
Percent
Official
48
48
Household
33
81
Business
12
93
Any Other
100
Total
100
Chart no 2.6
Purpose of buying TVS vehicle
60
50
40
No of Respondents
30
48
20
33
10
12
0
Official
Household
Business
Any Other
INTERPRETATIONThis Interpretation shows that 48% people are using TVS vehicle for Official purpose, 33%
people are using for Households and 12% people for use their vehicle for business purpose.
Remaining 7 % people use their vehicles for other purposes.
Particulars
No of respondents
Percent %
Apache
Jupiter
Star city
Wego
Pep+
Total
20
40
15
15
10
100
20
40
15
15
10
100
Cumulative
Percent
20
60
75
90
100
Chart no 2.7
20
35
15
25
10
5
15
15
Star city
Wego
10
0
Apache
Jupiter
Pep+
INTERPRETATIONThe above Interpretation show that most of customer owe Jupiter (35%), after that 25 % people
owe Apache and 15 % both Star city and Wego respectively.
Remaining 10% people have pep plus scooty.
Q 8- Will you preferred to others for purchase the product of TVS?
Table no 1.8
Particulars
Frequency
Cumulative
Percent
38
Yes
73
73
No
11
84
Cant say
16
100
Total
100
Chart no 2.8
Prefered to other for puchase TVS products
80
70
60
50
40
No of respondents
73
30
20
10
16
11
0
Yes
No
Cant say
INTERPRETATION
The above Interpretation show that 73 % people will prefer to other for purchase TVS products
and 11% will not remaining people cant say about this.
Frequency
Cumulative
Percent
Very Good
19
19
39
Good
41
60
Average
29
89
Poor
97
Very Poor
100
Total
100
Chart no 2.9
Rate of Product display at showroom
45
40
35
30
25
No of respondent
41
20
15
29
10
19
0
Very Good
Good
Average
Poor
3
Very Poor
INTERPRETATIONIn the above Interpretation 19% people said that the product display was very good, 41 % says
good, 29 % says that was average and 8% said poor the remaining 3% said that was very poor
product display at TVS showroom.
Q 10- Did you attract by the Promotional activities and schemes of the showroom?
Table no 1.10
Particulars
frequency
Cumulative
Percent
40
Yes
77
77
No
23
100
Total
100
Chart no 2.10
77
30
20
23
10
0
Yes
No
INTERPRETATIONThe above Interpretation show that 77% people are attracts by promotional activities remaining
23% did not attract by sales promotional activities.
Q 11 Is there any product information/leaflets/brochures properly placed?
Table no.1.11
41
Particulars
Frequency
Cumulative frequency
Yes
97
97
No
03
100
Total
100
Chart no 2.11
60
40
97
20
3
0
Yes
No
INTERPRETATION
The above interpretation show that 97% people said product information and brochures are
properly placed in the showroom remaining 3 % not.
Frequency
Cumulative percent
42
Poor
Average
Good
Very good
excellent
07
26
43
15
09
07
33
76
91
100
Chart no2.12
Frequency
25
43
20
15
26
10
5
0
15
7
Poor
Average
Good
Very good
9
excellent
INTERPRETATION:
This analysis show that maximum 43% people are said that was good 26 % average, 15% very
good 9 % excellent and remaining 7 % said that was poor
43
ACTIVITY CHART
Duration 8 weeks
Date
Activities
44
17 may 2015
-23 may 2015
24 may 2015
-30 may 2015
1.
2.
3.
4.
5.
6.
1.
2.
3.
4.
5.
1.
saudagar.
2. Here we were 7-8 people for promotion and sales of TVS two
1 June 2015
-30 June 2015
vehicles.
3. Large number of people came for enquiry for TVS vehicles.
4. We attend customer randomly and gave information about TVS
products and also give test drive to them.
5. Interested customers buy the product.
6. We have sold more than 50 vehicles including Jupiter, Apache, zest,
Pep+ Starcity.
7. Promotion activity
8. Fill feedback form
2.
3.
4.
5.
1. Customer Handling
2. Fill feedback form
3. Prepare Questionnaire
8 July 2015
-18 July 2015
4. Data collection
5. Prepare Project Report
6. Got stipend
45
LEARNING OBJECTIVE
46
1. In duration of 8 weeks of summer training in TVS motors company (Sai Baba Sales) we
make a very good relation between the entire salesman, sales executive and also with
sales manager. These people gave me a lot of knowledge about field work and I also gave
them my best.
2. All trainee were given their best performance to the organization we promote brand name
of TVS in the market.
3. Create awareness about the product in mind of customers and we did promotion camp in
three locations names Pimple saudagar, Hinjewadi and Vishal Nagar.
4. In promotion camp we sold more than 50 two wheelers in all three locations and that was
the best performance by any trainee.
5. And also gave valuable thoughts and idea to the organization. And I was also a great
experience for me in this organization.
6. We also organize a 1 month promotion events in pimple saudagar where the response of
customer was very good and it creates lots of awareness in market.
47
RECOMMENDATION & SUGGESTION:To fulfill the needs of the respondents SAIBABA TVS should set new branches in the PIMPLE
SAUDAGAR to reach the maximum number of customers.
According to the survey most of the respondents are in the need of the improvement in
providing service in time and less labor charge SAIBABA TVS should take action by recruiting
well trained service staff and implement machineries to provide service in time.
To know the problems faced by the customers at the time of post-sale service should collect the
feedback of at the time of service.
48
Name:
Address: Pin
II.
III.
Age:
Gender:
male :
Female:
marital status
Married:
V.
Single:
Income
0 25 Thousand
25 50 Thousand
50 75 Thousand
49
Yes
No
Somewhat Yes
Somewhat No
TV
Newspapers
Posters
Hoardings
Others
Mileage
Low Maintenance
Brand name
Price
Others
Q 5 - Were you offered test drive during your visit to our Showroom or Promotion Camp?
Yes
No
50
Official
Household
Business
Any other
Apache
Starcity
Jupiter
Wego
Pep+
Any other
Very good
Good
Average
Poor
Very poor
1 star
2 star
3 star
4 star
5 star
Very good
Good
Average
Poor
Q 14 Did you get any offer and schemes from promotion camp?
Yes
No
Q 15 How you rate overall the leadership?
Excellent
Very good
Good
Average
poor
52
53