CONTENTS

CHAPTER 1 INTRODUCTION

CHAPTER 2 RESEARCH DESIGN

CHAPTER 3 PROFILE OF THE ORGANISATION

CHAPTER 4 DATA AND ANALYSIS AND

INTERPRETATION

CHAPTER 5 SUMMARY OF FINDIGS,

SUGGESTIONS AND CONCLUSION

ANNEXURES

Questionnaire
Bibliography

1
 LIST OF TABLES
S.No Page #
1 TABLE SHOWING THE RESPONDENTS ON 45
THE BASIS OF AGE
2 TABLE SHOWING THE RESPONDENTS ON 47
THE BASIS OF SEX
3 TABLE SHOWING THE RESPONDENTS ON 49
THE BASIS OF OCCUPATION
4 TABLE SHOWING CLASSIFICATION OF 51
RESPONDENTS ON THE BASIS OF INCOME
5 TABLE SHOWING CLASSIFICATION OF 53
RESPONDENTS ON THE BASIS OF
AWARENESS OF VARIOUS BRANDS OF TWO
– WHEELERS
6 TABLE SHOWING MARKS GIVEN BY 55
RESPONDENTS TO VARIOUS ATTRIBUTES OF
BIKE
7 TABLE SHOWING REFERENCE OF 61
RESPONDENTS REGARDING TWO –
WHEELERS BASED ON VARIOUS
ATTRIBUTES
8 TABLE SHOWING NUMBERS OF USERS AND 67
NON-USERS OF BAJAJ PULSAR DTSI.
9 TABLE SHOWING WHETHER RESPONDENTS 68
HAVE ANY FUTURE PLANS OF PURCHASING
TWO – WHEELER
10 TABLE SHOWING TIME PERIOD FOR 69
PURCHASE
11 TABLE SHOWING PREFERENCE IN CHOICE 70

2
 OF BRAND OF TWO WHEELER
12 TABLE SHOWING IN CHOICE OF VARIOUS 71
MODELS OF BAJAJ
13 TABLE SHOWING REASON FOR BUYING 72
BAJAJ PULSAR
14 TABLE SHOWING SOURCE OF INFORMATION 73
ABOUT BAJAJ PULSAR
15 TABLE SHOWING WHETHER THE USER 75
FACED ANY PROBLEM WITH BAJAJ PULSAR
DTSI
16 TABLE SHOWING DIS-SATISFACTION BY 76
BAJAJ PULSAR DTSI USERS.
17 TABLE SHOWING VARIOUS SUGGESTIONS 78
GIVEN BY VARIOUS RESPONDENTS TO OVER
COME THE PROBLEMS FACED
18 TABLE SHOWING WHETHER THE 80
RESPONDENTS ARE AWARE OF KALYANI
BAJAJ
19 TABLE SHOWING RATING OF KALYANI 81
BAJAJ
20 TABLE SHOWING SUGGESTIONS GIVEN BY 82
RESPONDENTS REGARDING IMPROVEMENTS
OF BAJAJ PULSAR DTSI

LIST OF GRAPHS AND CHARTS

S.No. Page #
1 GRAPH SHOWING THE RESPONDENTS 46
ON THE BASIS OF AGE
2 GRAPH SHOWING THE RESPONDENTS 48
ON THE BASIS OF SEX
3 GRAPH SHOWING THE RESPONDENTS 50

3
 ON THE BASIS OF OCCUPATION
4 GRAPH SHOWING CLASSIFICATION 52
OF RESPONDENTS ON THE BASIS OF
INCOME
5 GRAPH SHOWING CLASSIFICATION 56
OF RESPONDENTS ON THE BASIS OF
AWARENESS OF VARIOUS BRANDS
OF TWO – WHEELERS
6 GRAPH SHOWING MARKS GIVEN BY 57-60
RESPONDENTS TO VARIOUS
ATTRIBUTES OF BIKE
7 GRAPH SHOWING REFERENCE OF 63-66
RESPONDENTS REGARDING TWO –
WHEELERS BASED ON VARIOUS
ATTRIBUTES
8 GRAPH SHOWING NUMBERS OF 67
USERS AND NON-USERS OF BAJAJ
PULSAR DTSI.
9 GRAPH SHOWING WHETHER 68
RESPONDENTS HAVE ANY FUTURE
PLANS OF PURCHASING TWO –
WHEELER
10 GRAPH SHOWING TIME PERIOD FOR 69
PURCHASE
11 GRAPH SHOWING PREFERENCE IN 70
CHOICE OF BRAND OF TWO WHEELER
12 GRAPH SHOWING IN CHOICE OF 71
VARIOUS MODELS OF BAJAJ
13 GRAPH SHOWING REASON FOR 72
BUYING BAJAJ PULSAR
14 GRAPH SHOWING SOURCE OF 74
INFORMATION ABOUT BAJAJ PULSAR
15 GRAPH SHOWING WHETHER THE 75
USER FACED ANY PROBLEM WITH
BAJAJ PULSAR DTSI
16 GRAPH SHOWING DIS-SATISFACTION 77
BY BAJAJ PULSAR DTSI USERS.
17 GRAPH SHOWING VARIOUS 79
SUGGESTIONS GIVEN BY VARIOUS

4
 RESPONDENTS TO OVER COME THE
PROBLEMS FACED
18 GRAPH SHOWING WHETHER THE 80
RESPONDENTS ARE AWARE OF
KALYANI BAJAJ
19 GRAPH SHOWING RATING OF 81
KALYANI BAJAJ

20 GRAPH SHOWING SUGGESTIONS 83

GIVEN BY RESPONDENTS
REGARDING IMPROVEMENTS OF
BAJAJ PULSAR DTSI

5
 CHAPTER – 1

INTRODUCTION

Introduction
Evolution of Marketing
Distinction between Market and Marketing
 Marketing concepts
 Concept studies

6
 CHAPTER - 1
INTRODUCTION

Introduction
Marketing consist of all activities by which a company adapts itself
to its environment creativity and profitability. It is the whole business
seen from the point of view of its final result that is from customer’s
point of view. Basically business firm’s objective is to convert societal
needs into profitable opportunities. Marketing is an attempt to anticipate
satisfies the needs and demand of the consumer of the society.

Philip Kotler has observed “marketing is the needs and want to

target markets and delivering the desired satisfaction more effectively
and efficiently than competitors”. Thus, it shows that consumers are the
key to the success to any company’s marketing services.

Evolution of Marketing
The development of marketing concept is evolutionary i.e. gradual
rather than revolutionary. The evolution of marketing is one the oldest
profession of the world.

Marketing is both philosophy and a technology. As a philosophy,

it guides and directs the business thinking i.e. whether to produce or not
purchase. As a technology it is concerned with deciding what should be
produced, how and when products could be most efficiently distributed
among the customers. Hence, producers have to adapt different

7
methods of satisfying their customers due to change in customer taste and
preferences.

Distinction between Market and Marketing

Market is an arrangement providing an opportunity to exchange
goods. In the market forces of demand and supply, they operate directly
by means of communication and they themselves determine prices.
Where as marketing is sum totals those activities that is related to free
flow of goods from the points of production to consumption. Physical
movements of goods are the hall mark of marketing. That is once the
price fixation is done, the journey starts from seller end at buyer.
Marketing concepts:
• Societal concept
• Production concept
• Product concept
• Selling concept
• Want and demand concept

The marketing concept is a business philosophy that challenges the

previous concepts. It meets the needs profitably and helps in finding the
wants to fulfill them.
♣ Societal marketing concept hold that the organisation’s task is to
determine needs, wants and interests of the targets markets and to
deliver the desired satisfaction more effectively than competitors in a
way that enhances all the consumers and society’s well being.

8
• Production concept says that consumers will favor those products that
are widely available and economical. A managers of production
oriented organisation concentrate on achieving high production and
wide distribution coverage.
• Production concept holds that consumers will favor those products
that offer the most good quality, performance or innovative features.
• Wants and demand concepts say that a human is a state of felt
deprivation of some basic satisfaction? Wants are desire for satisfying
needs. Demands or wants for specific products that are backed by an
ability and willingness to buy them.
• Marketing is a social and managerial process by which individuals and
groups obtain what they need and want through creating, offering and
exchanging products of value with others. Hence the importance of
marketing arises.

Here different heads studies are :

o Analysing market opportunities
o Researching and selecting target market and positioning the
offer.
o Planning market demand.
o Current marketing situation.

• A firm due to constraints on resources cannot exploit all marketing

opportunities existing in marketing environment. As opportunities
should have to be diagnosed and evaluated to choose accessible and
feasible marketing opportunities.

9
• A product should be designed to cater requirements of specific market
segments known as target markets. It is required to conduct research
to identify the target market segments which can be chosen by the
firm.
• Since marketing is consumer oriented it is necessary to assess the
market demand for a product so as to manufacture requiring quantity
and supply at right time.
• All marketing activities should be organized and implemented keeping
in mind the current marketing situations, which can be determined by
analysing the entire environment factor affecting process of
marketing.
• Marketing function is defined as an act operation or services by which
original product and the final consumer linked together.

Concept studies are:

♠ Macro Environment
♠ Buying Function
♠ Methods Of Buying
♠ Estimating Current Demands
o Total Market Potential
o Area Market Potential
♠ Marketing Mix
♠ Segment Market

10
The Macro environment of marketing consists of
 Demography
 Economy
 Social and cultural
 Political and legal
 Technological

Consumer’s purchases and the manner in which they are consumed

reflect a society’s life style. Technological forces help to shape changes
in the style of living of consumers. Marketing management with help of
technology can create and deliver standards, and style of life. It has the
responsibility of relating , changing of life style of patterns, values and
changing technology to marketing opportunity for profitable sales to
particular market segments.

Buying is procurement of goods or services for eventual resale to the

consumers or industrial users:
Different functions are
a. Planning purchase of goods
b. Contractual function
c. Assembling
d. Negotiation
e. Contractual
a. Planning purchases of goods implies planning of purchases for the
Organization or consumers.

11
b. Contractual function is concerned with searching for and determining
the sources of supply and establishing and maintaining contacts with
them, establishment of relationship is to earn name and fame.
c. Assembling means bringing together to collecting a large amount of
similar goods and many producers for resale in a single region.
Assembling and buying are not one and the same. Assembling brings
together goods of same type from different source whereas buying
involves purchase of variety of product.
d. Getting together of business buyers and suppliers with a view to
discuss the contents of contracts as the price, payments, quality can be
said as negotiation.
e. Actual entering into contract to buy is end of buying function. The
provisions of sale of goods act with which we operate the business to
protect the will and interest of parties of business. It binds both parties
to that aggrieved party to get justice for breach of contract by other.

Methods of Buying
Buying is the basic of marketing activity. Good can be defined as
buying at right price. There are different methods of buying namely,
a) Concentrated buying: If purchases are confined to a very few
sources of supply, it is concentrated buying.
b) Diversified buying: When a buyer decides to buy good required from

a large number of suppliers, it is known as diversified buying.

c) Reciprocal buying: The main idea of this is that the purchases are

mutual i.e. “you buy our products, and then we buy your products

12
Market potential
A Market Potential is an estimate of the Maximum possible sale
opportunities present in a particular market segment and open to all
sector of a goods or services during a stated future period. A market
potential indicates how much of a particular product can be sold to a
particular market segment over some future period assuming the
application of the appropriate marketing methods.
Current and future market demands are determined by analyzing
the entire environment factor affecting marketing process. The two way
of estimating demand are:

Total market potential:

It is demand that exist for products in all areas put together. The
demand may be for a product in all areas put together. The demand may
be for a product or service and the area may be for state, country and
continent or may be whole itself.
Area market potential :
It is demand that exist for a particular product or services in it
Particular area of market, Say Jayanagar in Bangalore or Sanjaynagar in
Bangalore etc.
Marketing Mix.:
In marketing planning we use marketing information to assess the
situation. We have to select specific marketing targets inform of market
segments. From each segment or division of the market formulate a
combination of number of devices or types of marketing activities that
are co-ordinate into a single marketing program to reach a particular

13
target or market segment. The combination of these is marketing mix.
The basic marketing mix is blending of four inputs, which form core of
marketing system. They are

a. Product mix: It is the thing possessing utility. It has four main

components namely product range, after sale service , brand and package.

b. Price mix: Price is the valuation placed upon products by offered.

It has to cover pricing discounts, allowance and terms of credit. It
mainly deals with price competition.

c. Distribution mix: Distribution is the delivery of product and right to

consume it. It includes channels of distribution, transportation, and ware
housing and inventory control.

d. Promotion Mix: Promotion is the persuasive communication about

the product by offer to the prospect. It covers advertising,

Personal selling, sales promotion, publicity, price relations, and

exhibition of demonstration used in promotion. Largely it deals with non-
price competition. Largely it deals with non-price competition.

Market Segment
Market consists of buyers and buyers in one or more respect. They
May differ in their wants, purchasing power, geographical location,
buying attitudes and practices. These variables are the main causes of

14
market segmentation. Hence it is a method of achieving maximum
market response from limited marketing resources.

The different segments are :

Geographical Segmentation :
Geographical location is usual and popular basis for market
segmentation. Further distinction as rural and urban markets, city and
suburban markets etc also form geographic segmentation.

Demographic Segmentation:
Demography is study of population. Demographically characters
such as sex, age, marital status number and age of children, place of
residence, mobility, income, education, occupation, Family life cycle,
social class, culture etc., make the basis of demographic sub culture.

Psychographic segmentation:
Here buyers are divided into different Groups on the basis of
social class, life style and for personality characteristics. People with in
some demographic group can exhibit very different psychographics
profiles

Brand awareness
Brand
Consumer views a brand as an important part of a product and
branding can add valve to a product. Fox example, most consumer would
pensive a bottle of white linen perfume as a high quality, expensive

15
product. But the same perfume in an unmarked bottle would likely be
viewed as lower in quality, even if the fragrance were identical.
Branding as become a major issue in product strategy. On one
hand, developing a branded product required a great deal of long
marketing investment, especially for advertising promotion and packing.

Branding
Perhaps the most distinctive skill of professional marketers is their
ability to create, protect and enhance brands. A brand is name, term,
sign, symbol or design or a combination of these intended to identify the
products or service of one seller in group of seller and to differentiate
them from those of competitors.
A brand is a seller promise to deliver consistently a specific set of
features, benefits and service to buyers. The best hands convey a
warranty of quality. According to one marketing executive, a brand can
deliver upto four level of meaning.

a. Attributes
A brand first brings to mind a certain product attributes. For
example Mercedes, such attributes as “well engineered”, “well built”,
“durable”, “fast”, “expensive” and “high resale value”. The company
may use one or more of these attributes in its advertising for the car. For
years Mercedes being advertise engineered like no other in the world.
This provided a positioning plat form for other attributes of the car.

16
b. Benefits
Customers do not buy attributes they buy benefits. Therefore,
attributes must be translated into functional and emotional benefits. “I
won’t have to buy a new car every few years”. The attribute expensive
might translate into the emotional benefits. The car makes me feel
important and admired. The attribute will might translate into the
functional and emotional benefit. I am safe in the even of an accident.

c. Values
A brand also says about the buyer’s values. Thus, Mercedes
buyers value high performance, safety and prestige. A brand marketer
must identify the specific groups of car buyers whose values coincide
with the delivered package.

d. Personality
A brand also projects a personality motivation a researcher
sometimes asks. If this brand were person, what kind of person would it
be? Consumers might visualize a Mercedes automobile as being a
wealthy business executive. The brand will attract people whose actual
or desired self-image matches the brand image.
The challenge of branding is to develop a deep of meaning for the
brand, given the four levels of brands meaning marketers must decide the
levels at which they will build the brands identify. The most lasting
meaning or a brand are its values are personality. They obtained the
brands essence. Thus, Mercedes stands for high achieve and success the
company must build its brand strategy around creating and protecting this

17
brand personality. All though Mercedes has recently yielded to
marketing less expense models might dilute the vehicle and personality
that Mercedes has build up over the decades.

Brand equity
Brands vary in the amount of power and value they have in the
market place. Some brands are largely unknown to most buyers. Other
brands have a high degree of consumer brand awareness. Still others
enjoy brands preference buyers select them over the other. Finally, some
brands command a high degree of brand of brand loyalty. Powerful
brand has high brand equity. Brand have high brand equity to extent that
they have higher brand loyalty, names awareness perceived quality,
strong brand association and other assets such as patents trade marks and
channel relationships. A brand with strong brand equity is valuable asset.
In fact, it can even be brought or sold for a price.

Measuring the actual equity of brand name is difficult. Because it

is so hard measure companies usually of brand name is difficult. Because
it is so hard measure companies usually do not list brand equity on their
balance sheets. Still, they pay handsomely for it. For eg. Nestle paid $
4.5 billions to buy row tree, five times its book value. According to an
estimate, the brand equity of coca-cola are $ 36 billions, Marlboro and
Kodak $ 10 billions?
The world’s top brand include such super powers as coca-cola,
Disney, Kodak, Sony, Mercedes Benz high brand equity provided a
company with many competitive advantages. Because a powerful brand

18
enjoys a high level of consumer brand awareness and loyalty, the
company will incur lower marketing cost relative to revenues because
consumer expect stores to carry the brand, the company has more
leverage bargaining in the beginning with resellers and become the brand
name carries high creditability, the company can more easily launch
brand extension. Above all, a powerful brand offers the company some
against trice competition.
Marketers need to manage their brands carefully to preserve brand
equity and usefulness, and positive brand associations over time. This
requires continuous R & D investment, skillful advertising and excellent
trade and consumer service.
Some companies such as Colgate – Palmolive have appointed
brand equity managers to guard their brand image, association and equity.
They work to prevent brand managers from over promoting brands in
order to produce short-term profits as the expenses of long term brand
equity.

Some analysis see brand as the major enduring assets of a

company. Outlasting specific products and facilities. Yet behind ever
powerful brand stands set of loyal customer therefore, the basic assets
underlying brand equity is customer equity. This suggests the marketing
strategy should focus on extending loyal customer lifetime ale, with
brand management serving as a major marketing tool.

19
 CHAPTER – 2

RESEARCH DESIGN

 Introduction
 Statement of the problem
 Objectives of the study
 Scope of the study
 Methodology of study
 Limitations of the study

20
 CHAPTER – 2

RESEARCH DESIGN
Introduction
This chapter entitled research design deals with the layout of the
project work and cover the following aspects.

Statement of the problem

The research problem selected for the analysis entitled “market
potential and brand awareness towards BAJAJ PULSAR (dtsi) in
Bangalore city” this topic is selected because Bajaj Pulsar (dtsi) is one of
the largest selling two wheelers. The study has been conducted.

Objectives of the study

 To determine the awareness level of the consumer about different
brands to two wheelers (includes both user and non users)
 To determine the consumers perception regarding different attributes
of two wheelers.
 To study consumer perception regarding Bajaj Pulsar (dtsi) in
particular and to know the most satisfactory attributes of Pulsar (dtsi).
Include both user and non users).
 To know the reasons and intention behind purchasing or not
purchasing Bajaj Pulsar (dtsi), (includes both user and non users)
 To find the potentiality of the bike pulsar in Bangalore city.

21
 To understand the factors influencing the brand loyalty towards
pulsar.
 To give suggestions to the company to improve the brand awareness
of pulsar among customer in Bangalore city.

Scope of the Study:

• Finding out the strength and weakness of the Bajaj Pulsar (dtsi), where
it can correct its faulty facts.
• Finding the number of future purchasers.
• Finding the market potential and awareness of this vehicle.
• Finding the position of the vehicle among the competitors.
• Finding the perception of consumers about the vehicle.

Methodology of study
A part of population is known as a sample and drawing a sample
from larger population is called sampling.
A good sample should be representative, accurate and precision
sampling can be categorized into two generic types
a. Probability sampling
b. Non probability sampling

Sample procedure for the project work

The sampling method used in convenience sampling a category of
non-probability sampling since the respondents were chosen by me and
were not provided by the company. The area of sampling is in Bangalore
city.

22
Sample size for Project work
It is impossible to collect the response from the total population
due to limitation of time. The total sample size taken for survey is 100
respondents out of which 60 are non users of Bajaj Pulsar (dtsi) and 40
are users of Bajaj Pulsar (dtsi)

Method of data collection

Data collection tool is to collect primary data, that is, data collected
specifically for the study and is not published any where before is
through a questionnaire. It is used to collect data about the general
perception of two wheelers, user’s perception of Bajaj Pulsar (dtsi) and
its other competitors.
Secondary data was collected from various sources like reference
books on marketing, consumer behaviours, business and automobiles
magazines and internet.I Designing for questionnaire
The designing of questionnaire needs precision and classify the
subject. So that respondents easily understands the questions and will
reply the answers sincerely and correctly. The concept of sealing is used
to know the satisfactory level for the Bajaj Pulsar (dtsi) with users.

Field work for project

The field work for the project was carried on for two months in
Bangalore city. The field work schedule contained structured set of
questions to be answered by respondents to suit the objectives of the
project.

23
 The respondents were contacted at place like college, offices,
residencies, and service station and in KALYANI BAJAJ showroom.
The respondents interaction was for a time period 5-10 minutes.

Analysis of data
The data for analysis of project was collected from both the
primary and secondary source.
The data that collected during the interaction with respondents
were organized, processed and edited before tabulating and drawing the
inference from them. The data so got was analysed using statistical
methods and techniques like tables, percentages, representation of data
was done.

Limitations of the study

♠ Project work and study is confined to Bangalore city only.
♠ The data was collected from 100 respondents only. Their feeling and
views are portrayed in the statistical and graphical manner. Thus it
can be a limitation.
♠ The total number of users of Bajaj pulsar (dtsi) used in project work is
40. This is very small compared to real number of users of this
vehicle.
♠ The duration for the survey was very less.

24
 CHAPTER - 3

PROFILE OF THE ORGANIZATION

 Bajaj Auto Ltd

 Product Profile

 Profile of Kalyani Bajaj

25
 CHAPTER 3

PROFILE OF THE ORGANIZATION

An over view of BAJAJ

Heady euphoria of India’s freedom struggle. Jamnalal Bajaj,
founder of the Bajaj group, wa The Bajaj group came into existence
during the turmoil and thus a confidante and disciple of Mahatma
Gandhi, and was deeply involved in the effort for freedom. The integrity,
dedication, resourcefulness and determination to succeed which are
characteristic of the company today, are often traced back to its birth
during those long days of relentless devotion to a common cause.

Kamalnayan, the eldest son of Jamanlal Bajaj, succeeded his father

In 1942, at the age of twenty-seven. Putting the nation before business, he

26
devoted himself to the later only after India achieved independence in
1947. But when he did so, he put his heart and soul into it.

Within a short while, he not only consolidated the group, but also
diversified into various manufacturing activities, elevating the Group to
the status it enjoys till this day.
Rahul Bajaj today heads the Group. He has been the Chief
Executive Officer Of Bajaj since 1968 and is recognized as one of the
most outstanding business leaders in India. As dynamic and ambitious as
his illustrious predecessors, he has been recognized for his achievements
at various national and international forums.
In 2003, Bajaj Auto limited (Bajaj) was one of the India’s largest
manufacturers of both two and three wheelers. The three wheelers, also
known as auto-rickshaws were unique to the south Asian region. The
company recorded revenue of Rs. 5125.73 crores representing a 13%
increase over the previous year. Once the unchallenged market leader,
Bajaj trailed Hero-Honda in the late 1990s. Bajaj’s market share declined
from 49.3% in 1994, to 38.9% in 1999. There after, Bajaj has initiated
several measures to region its market share & strengthened its
competitive position. In 2003, Bajaj and a work force of 12,000
employees & a network of 422 dealers and over 1,300 authorized service
centers.

27
 Bajaj is currently India’s largest two and three-wheeler
Manufacturer and one of the LARGEST in the world.
Bajaj Auto, a market leader, continually evolving, responding,
defining new boundaries, creating new horizons.

Bajaj unveils new brand identify, dons new Logo

Bajaj Auto unveiled the new corporate identity on the 15th January at the
Auto Expo- 2004, New Delhi. The white and blue reverse hexagonal
symbol with Bajaj Auto in small lettering, which stood in good stead for
Bajaj Auto for many decades, finally paved way for a refreshing new
look symbol with the Bajaj logotype in capital letters. The new identity
arrives at a time when Bajaj Auto has successfully metamorphosed into a
major motorcycle manufacturer with proven credentials in award winning
Pulsar twins and also proved its core values, which Bajaj has identified as
its brand values. The brand essence technological capability with the
introduction the revolutionary Digital Twin.

28
Spark Ignition (DTSI) technology.
The new visual identity of Bajaj Auto emanated from the
confirmation of for the new Bajaj has identified as “Excitement”.
Excitement engineering will deliver and inspire confidence into various
stake holders like Bajaj has traditionally done. Bajaj promises to live its
essence thru a set of five Brand Values of Learning , Innovation,
perfection, speed and Transparency. The change in Identity is a part of
the ongoing changes happening at Bajaj. At a time when Bajaj has state
of the art manufacturing infrastructure, has an enviable distribution and
service network, has created a bench mark R& D facility and at a time
when the customer has changed in terms of its exposure to quality and
style, the change in identity will help invite a paradigm shift in consumer
perception of the company.
The traditional hexagonal symbol has been replaced by an open
abstract Form of stylized B, the “flying B” as it has been named
represents style and technology. It also has a strong association with the
heritage of Bajaj since the external form has a hint of hexagon. “flying B”
form denotes speed and open form denotes the transparency.
The new Logotype is all capital BAJAJ, representing precision
engineering and perfection. The logo is all confident bold stylistic
lettering, which is very global in its outlook.
BAJAJ has adopted a new brand line of “Inspiring Confidence”. In
whatever the company does it seeks to inspire confidence in its audience.
Bajaj has traditionally enjoyed tremendous consumer support and plans
to consolidate

29
And move ahead on this. The brand line appears below the Logotype in a
script font.
This font is to represent learning values at Bajaj and that Bajaj as a
brand moves closer to customer.
The identity has a fresh new blue colour. This blue represents
Stability and strength of Bajaj. Blue also represents high technology and
precision engineering. The new identity presents a futuristic face of the
new global Bajaj. Elephant design has been working with Bajaj on
creating and implementing the new Bajaj identity. The new brand will
manifest in all consumer and employee interfaces, says Rajiv Bajaj joint
managing Director, BAL.
“Bajaj is on the cusp of a revolution brewing on various fronts, be
it, exports, design, R & D, new models and marketing. The company thus
needed a new identity that would present the new philosophy. The
sweeping changes happening at Bajaj Auto required a more dynamic,
vibrant and exciting identity, which would also show case inspiration and
confidence through excitement engineering. The change in identity is
expected to present an easier interface for the world to understand the
new Bajaj with the same trustworthy values”.

30
MANAGEMENT PROFILE

Chairman and Managing director

Madhur Bajaj Vice Chairman

R.A. Jain Executive Director

D.S. Mehta Whole time Director
Rajiv Bajaj Joint Managing Director

Sanjiv Bajaj Executive Director

Ranjit Gupta Vice president (insurance)

N.H. Hingorani Vice president (Materials)
P.B.Menon Vice president (Projects)
R.L.Ravichandran Vice resident (Business Development &
Marketing)
C.P. Tripathi Vice president (Operations)
J. Sridhar Company Secretary

31
 Board of Directors
Rahul Bajaj Chairman &
Managing Director

Madhur Vice Chairman &

Bajaj Whole-Time Diretor

Kantikumar R. Podar Director

Shekhar Bajaj Director

D.J. Balaji Rao Director
D.S.Mehta Director
J.N.Godrej Director
S.H. Khan Director
Rajiv Bajaj Joint Managing –
Director
Mrs. Suman Kirloskar Director
Naresh Chandra Director
Nanoo Pamnani Director
Tarun Das Director
Manish Kejriwal Director

32
Sanjiv Bajaj Executive Director
Committees of the Board
Audit Committee
S.H. Khan Chairman

J.N. Godrej
Nanoo Pamnani
D.J. Balaji Rao
Naresh Chandra

33
 Share holders & Investers Grieveyance Committee
D.J. Balaji Rao Chairman
J.N. Godrej
Naresh Chandra
Remuneration Committee
D.J. Balaji Rao Chairman
S.H. Khan
Naresh Chandra

AUDITORS Dalal & Shah Chartered

Accountants
INTERNATIONAL KPMG
ACCOUNTANTS
COST AUDITORS A.P. Raman Cost Accountant
BANKERS Central Bank of India
State Bank of India
Citi bank N A
Standard Chartered Grindlays
Bank
Bank of America
Registered under the Indian Companies Act VII of 1913
REGISTERED Akurdi, Pune 411 035
OFFICE
WORKS Akurdi, Pune 411 035
Bajaj Nagar, Waluj Aurangabad
431 136
Chakan Industrial Area, Chakan,
Pune 411 501

34
GROUPS OF COMPANIES
Bajaj Auto is the flagship of the Bajaj grouped of companies.
The group companies of 27 companies and was founded in the year 1926.
The companies in the group are :

Bajaj Auto Ltd Mukand International Ltd

Mukand Ltd Mukand Engineers Ltd
Bajaj Electricals Ltd. Mukand Global Finance Ltd.
Bajaj Hindustan Ltd. Bachhraj Factories Pvt. Ltd.
Maharashtra Scooters Ltd. Bajaj Consumer Care Ltd.
Bajaj Auto Finance Ltd. Bajaj Aouto Holdings Ltd.
Hercules Hoists Ltd. Jamnalal Sons Pvt. Ltd.
Bajaj Sevashram Pvt. Ltd. Bachhraj &
Company Pvt. Ltd.
Hind Lamps Ltd. Jeevan Ltd.
Bajaj Venture Ltd. The Hindustan Housing Co.
Ltd.
Bajaj International Pvt. Ltd. Baroda industries Pvt. Ltd.
Hind Musafir Agency Pvt Ltd.. Stainless India Ltd.
Bajaj Allianz General Insurance Bombay Forgings Ltd.
Company Ltd.

MILESTONES

2005
Bjaj Avenger Launched
Bajaj Wave launched

2004

35
Bajaj Discover DTS-I launched
New Bajaj Chetak 4 stocke with wonder Gear launched
Bajaj CT 100 launched
Bajaj unveils new brand identity, dons new symbol, logo and brand line.

2003
Pulsar DTS-I is launched
107, 115 motorcycles sold in a month.
Bajaj wind 125, the world Bike, is launched in India.
Bajaj Auto launched its Caliber 115 “Hoodibabaa”.

2001
Bajaj Auto launched its latest offering bike segment “Pulsar”.
The Eliminator is launched.

2000
Bajaj saffire is introduced.

1999
Caliber motorcycle notches up 100,000 sales in record time of 12 months.
Production commences at Chakan plant.

1998
Kawasaki Bajaj Caliber rolls out of Waluj.

Legend, India’s first four – stroke scooter rolls out of Akurdi

Spirit launched.
1995
Bajaj auto I 50 is introduced.
Agreements signed with Kubota of Japan for the development of diesel.
Engines for three – wheelers with Tokyo R & D for ungeared scooter and
Moped development
The Bajaj Super Excel is introduced while Baja celebrates its ten
millionth Vehicle
One million vehicles were produced and sold in this financial year.

36
1994
The Bajaj sunny is introduced.
1991
The Kawasaki Bajaj 4s Chapion was introduced.
1990
The Bajaj sunny is introduced.

1986
The Bajaj M-80 and the Kawasaki Bajaj KB 100 motorcycles Introduced.
500,000 vehicles produced and sold in a single financial year.
1985
The Waluj plant inaugurated by the erstwhile president of India
Shri Giani Zail Singh
Production commences at Waluj, Aurangabad in a record time Of 16
months.
1984
Foundation stone laid for the new plant at Waluj, Aurangabad.
1981
The Bajaj M-50 is introduced.
1977
The Rear Engine Auto rickshaw is introduced Bajaj auto achieves
production and sales of 100,000 vehicles in financial year
1976
The Bajaj super is introduced.
1975
BAL & Maharashtra Scooters Ltd. Joint venture.
1972
The Bajaj Chetak is introduced.
1971
The Three – wheeler goods carrier is introduced.
1970
Bajaj Auto rolls out its 100,000th vehicle.
1960
Bajaj Auto becomes a public limited company, Bhoomi Poojan of Akurdi

37
Plant.
1959
Bajaj Auto obtains license from the Government of India to manufacture
two Three wheelers.
1948
Sales in India commence by importing two and three wheelers
1945
November Bajaj Auto comes into existence as M/s Bachhraj Trading
Corporation Private Ltd.

BAJAJ PULSAR 150

38
PRODUCT PROFILE
Designed to Excel
The BAJAJ PULSAR DTSI has set a new standard for new era of
Kikes in India. It has been developed exclusively for the Indian market
after closely examining the changing lifestyles and needs of the
consumers.
The BAJAJ PULSAR DTSI is equipped with a number of new
function and mechanisms, introduced for the first time in India. It is
designed to offer greater functionality, performance, economy, and ease
of handling and maintenance to a wide cross-section of the Indian
society.
Features of Bajaj Pulsar – DTSI

♣ NEW MASKED FRONT FAIRING.

o The striking feature of the new DTSI is the new front Bikini
fairing. This is one of a kind fairing giving a unique masked
look that makes it stand tall among the crowd. Its
illumination is the best in its class and its looks will kill the
competition… if any?????. It has clear lens/multifocal
reflector in an oval shape and 2 pilot lamps,one on either
side. There are curves built into the fairing look muscular
and aerodynamic.

39
 ♣ NEW RECTANGULAR SWING ARM AND AN INCRESED

WHEEL BASE.
o A new rectangular section swing arm has been designed
which with the increased wheelnase of 1320 mm gives the
pulsar extra strength, solidity and makes the high dynamics
even better.
♣ NEW RUGGED AND MUSCULAR REAR SHOCK

ABSORBERS
o The damper body has been increased India meter to make it
look more Robust. A ripple rate spring with a larger wrap
diameter gives a smoother ride and absorption on rough
surfaces. The stroke has been increased for more travel. All
this translate to better ride quality over smooth as well as
rough surfaces.
♣ NEW MER TAIL LAMP

o The pulsar now sports a clear lens tail lamp which apart
from being brighter is also more pleasant to look at. The
brightness of lamp only enhances. The safety aspect at high
speeds and during bad visibility.
♣ NEW CLASSY HANDLABARS

o The handle bars are now surface-plated in a classy stain fiish

which gives a look of sophistication and class.
♣ INTRODUCING THE NUMBER PLATE LAMP

40
  The DTSI gets an auxiliary plate lamp NOTE: BAL is
not applying for a patent for this!!!! Read on …. u’ill
understand.
♣ NEW HANDLEBAR CLAMPS

o Part has Even the smallest been attentively crafted…..but

mind u the seat still kicks arse……………but the handle bar
clamps which holds the handlebar to the front forks now has
a scratchproof rubber part. This has been styled so as to be
aesthetically pleasing and its main function is to revent the
aluminium form getting scratched when a bunch of keys are
used.
♣ ENGINE;

2. TWIN SPARKPLUS FOR FASTER AND BETTER

COMBUSTION
Currently one spark plug at one end of the combustion chamber is
the conventional Practice. The flame front created by the spark takes
some time to reach the DTSI ENGINE;
o The DTSI – DIGITAL TWIN SPARK IGNITION
technology is a revolution in the modern motorcycling era in
the country today and would be the first to offer it. This
offers phenomenal performance augmentation and is being
first introduced on the highly successful pulsar twins. It is
also being patented by BAL.

farthest Portion of the combustion chamber which leads to slower

burning of the air-fuel.

41
 Mixture and creates limitations in optimizing the combustion
chamber characteristics 2 spark plugs at either ends of the combustion
chamber help in faster and better combustion. This combustion process of
twin spark is being patented by BAL
1. IGNITION WITH DIGITAL C.D.I.
A digital CDI with a 8 bit microprocessor chip handles the spark
delivery. The programmed chip’s memory contains up optimum ignition
timing for any given engine rpm, there by obtaining the best performance
characteristics from the combustion chamber. Working together with the
TRICS III system, it delivers optimum ignition
Timing for varying conditions.
3. TRISC III SYSTEM
Throttle Responsive ignition control system IIIrd generation. It
means of controlling the ignition by operating the throttle. Depending on
the needs of the rider whether it be cruising, acceleration, or max aped,
the ignition requirements constantly change. Based on particular amount
of throttle opening, the magnetic field generated by the magnet opens or
closes the read switch is connected to the digital CDI which signals the
CDI to change/switch, the desired ignition advance timing maps, this
helps in achieving a good balance between drivability and optimum
ignition spark advance, resulting in an almost perfect ignition spark
advance for every throttle opening the engine rpm.
4. CONSTANT VELOCITY (CV) CARBURATOR:
The CV carburetor continues to provide high level of performance.
Bajaj pulsar 220

42
 Engine 4 stroke, single cylinder, air
cooled
Cubic capacity 143.9 cc
Max . Power 12 BHP @ 8,500 rpm
Gear box 5 speed
Ignition CDI
Front brakes 240 mm disc
Rear brakes 130 mm drum
Front tyre 2.75 X 18
Rear tyre 100/90 X 18
Wheel base 1265 mm
Ground clearance 155 mm
Dry weight 132 Kg
Tank capacity 18 litres
Colours Black, Silver, Blue and Red

Available in the following option

a Kick Start
b Electric Start

43
 Technical specification
PULSAR 150
Engine Type displacement 4 stroke, single cylinder,
Max. Net Power natural air cooled, SI
engine 143.90 cc
12 Pc @ 8500 rpm
Frame Tabular, double cradle
Transmission 5 Gears – All down
Tyres Front Rear 2.75 X 18,42 P
3.00 X 18, 4/6 TR
Fuel tank 18 Litre, including 3 litres
reserve
Starting Kick start or Electric &
system Kick start
Braking Front Rear Hydraulic Disc Brake
system Drum Brake – 130 mm
COLOURS AVAILKABLE IN BAJAJ PULSAR DTSI

 BLACK
 SILVER
 MAROON
 BLUE
 RED

44
Award Received to various product
Product Award Year By
MERUNE 2005 OVERDRIVE Award
2005
Bajaj Discover DTS-I- 2005 OVERDRIVE Award
Indigenous Design of the 2005
year 2005
BAJAJ AUTO – Bike 2004 ICICI Bank
Maker of he year 2004 OVERDRIVE Award
2004
DTS-I Technology – Auto 2004 ICICI Bank
Tech of the year 2004 OVERDRIVE Award
2004
Bajaj Pulsar DTS-I Bike of 2004 ICICI Bank
the year 2004 OVERDRIVE Award
2004
Wind 125 Two wheeler of 2004 CNBC AUTOCAR
the year 2004 Awards 2004
Wind 125 Bike of the year 2004 Business Standard
2004 Motoring
Bajaj Pulsar 180 DTS-I 2003 BBC World Wheels
BBC World Wheels Award 2003
Viewers choice Two
Wheeler of the year 2003
Bajaj Pulsar 180 DTS-I 2003 BBC World Wheels
BBC World Wheels Awards Award 2003
for Best Two Wheeler
between Rs. 55,000 to Rs.
70,000

45
 Bajaj Pulsar 150 DTS-I 2003 BBC World Wheels
BBC World Wheels Award Award 2003
for Best Two Wheeler
Between Rs. 45,000 to Rs.
55,000
Bajaj Boxer AT KTEC BBC 2003 BBC World Wheels
World Wheels Award for Award 2003
Best Two Wheeler under
Rs. 30,000
Bajaj Pulsar – Motorcycle 2003 NFO Automotive
total Customer Satisfaction
Study
Bajaj Pulsar – Bike of the 2003 ICICI Bank
year OVERDRIVE Award
2003

A BRIEF PROFILE ON KALYANI BAJAJ

KALYANI BAJAJ is one of the most popular and full fledge
dealers in the automobile section in Bangalore. KALYANI BAJAJ is
operated and managed by Mr. KRISHNA RAJU who is the MD of the
company. There are 50 people working in the service department and the
total people working is almost 90, who creatively work for the welfare
and growth of the company. The KALYANI BAJAJ has strongly made a
very strong and vital impression among the people for the two-wheeler
section in Bangalore city.

46
 KALYANI BAJAJ commenced its operation on March 2004
KALYANI BAJAJ has caused an inevitable position for itself in the
BAJAJ family by virtue of being one of Bajaj most successful dealers.
The Objectives of the company are as follows :
 Satisfaction of the customers
 Better quality service to its customer
 Satisfaction of the employees
 Good response to its customers
Sales
The record of the sales in BAJAJ PULSAR (dtsi) is comparable.
The sales of the year vehicles in the KALYANI BAJAJ are around 400
vehicles per month and out of that 275 vehicles are Bajaj Pulsar and the
rest is other. However, the size of sales is expanding every year.

47
 CHAPTER – 4

DATA AND ANALYSIS AND INTERPRETATION

 Introduction
 Analysis of the data and Interpretation

48
 CHAPTER-4

DATA AND ANALYSIS AND INTERPRETATION

Introduction
The data collected has to be properly tabulated for the purpose of
analysis and interpretation. The data collected using the primary sources
such as customer survey has been analysed in this chapter followed by its
analysis and interpretation in the following paragraphs.

Table-1
CLASSIFICATION OF RESPONDENTS ON THE BASIS OF AGE

Age No. of Respondents Percentage

Below – 20 19 01
20 – 30 51 51
30 – 40 20 20
Above 40 10 10
Total 100 100
Sources: Survey Result
Analysis
Majority of the respondents belonged to the age between 20 – 30
(51) followed by the 20 numbers of respondents belonged to the age
group of 30-40 (20). 19 of the respondents were below 20 years of age
and 10 of respondents were below 40 year of age.
Inference
It can be inferred that majority of respondents were between age
group of 20 – 30 years. Showing that this was the segment that has

49
adopted the product and the company should give more emphasis on the
age group of above 40.

GRAPH – 1
CLASSIFICATION OF RESPONDENTS ON THE BASIS OF AGE

60

50

40

30

20

10

0
Below– 20 20 – 30 30 – 40 Above 40

50
Table-2
CLASSIFICATION OF RESPONDENTS ON THE BASIS OF SEX

Age No. of Respondents Percentage

Male 100 100
Female 00 00
Total 100 100
Source: Survey Result
Analysis
All the respondents were male only accounting for 100%
Inference
Pulsar is mostly preferred by the males rather than females, hence
all the respondents selected are males.
GRAPH – 2

51
CLASSIFICATION OF RESPONDENTS ON THE BASIS OF SEX

0%

Male
Female

100%

52
 Table-3

CLASSIFICATION OF RESPONDENTS ON THE BASIS OF

OCCUPATION
Occupation No. of Respondents Percentage
Student 40 40
Professionals 18 18
Govt. Employees 10 10
Business 20 20
Pvt. Employees 12 12
Total 100 100
Source: Survey Result
Analysis
Majority of respondents (40) belonged to student category
followed by 20 businessman, 18 professionals, 12 private employees, and
10 Government Employees.

Inference
It can be inferred that majority of respondents are students and the
government employees are the least respondents. It clearly indicates the
craze for bikes among the student community.

53
 Graph-3

CLASSIFICATION OF RESPONDENTS ON THE BASIS OF

OCCUPATION

45
40
35
30
25
20
15
10
5
0
s

s
ls

s
nt

ee

ee
na

es
de

oy

oy
io

in
tu

pl
ss

us

pl
S

m
fe

B
.E

E
ro

.
P

vt
ov

P
G

54
 Table-4

CLASSIFICATION OF RESPONDENTS ON THE BASIS OF

INCOME

Income No. of Respondents Percentage

50,000 – 100,000 39 39
100,001 – 150,000 21 21
150,001 – 200,000 10 10
Above 200,000 07 07
No income 23 23
Total 100 100
Source: Survey Result
Analysis
Majority of respondents were have an annual income between
50,000 – 100,000, followed by 21 respondents who earn between 100,001
– 150,000, 10 respondents earn between Rs. 150,001 – 200,000 7 earn
above 200,000 and 23 respondents have no income at all.

Inference
It can be inferred that majority of respondents belongs to an
income group of 50,000 – 100,000.

55
 Graph-4

CLASSIFICATION OF RESPONDENTS ON THE BASIS OF

INCOME

50,000 – 100,000
100,001 – 150,000
150,001 – 200,000
Abvoe 200,000
Nil

23%
39%

7%
10% 21%

56
 Table-5

CLASSIFICATION OF RESPONDENTS ON THE BASIS OF

AWARENESS OF VARIOUS BRANDS OF TWO WHEELERS

Brand name No. of Respondents Percentage

BAJAJ 100 100
YAMAHA 100 100
TVS 100 100
LML 100 100
HEROHONDA 100 100
Sources: Survey Result
Analysis

The survey depicts that the respondents are aware of all the above
mentioned brand names of two wheelers

Inference

It can be inferred that majority of respondents are awareness of

various brands of two wheelers are equal.

57
 Graph-5
CLASSIFICATION OF RESPONDENTS ON THE BASIS OF
AWARENESS OF VARIOUS BRANDS OF TWO WHEELERS

BAJAJ
100% 100%
YAMAHA
TVS
100% 100% LML
100% HEROHONDA

58
 Table-6

CLASSIFICATION OF RESPONDENTS TO VARIOUS

ATTRIBUTES OF BIKE

Attributes 1-4 5-7 8-10 Total

Aesthetics 14 30 56 100
Mileage 1 26 73 100
Power & pickup 4 36 60 100
Riding comfort 7 36 57 100
Maintenance 5 32 63 100
Price 8 20 72 100
After sales service 5 45 50 100
Availability of spares 7 32 61 100
Road grip 6 31 63 100
Electronically & 12 31 49 100
lighting
Technology & 3 39 66 100
Engineering
Resale value 12 33 55 100
Brand loyalty 13 33 54 100
Source: Survey Result

Analysis
According to the survey 73 respondents have given maximum
importance to mileage, followed by 72 respondents for price, 66
respondents given for technology and engineering. During comfort, road
grip, availability of spares and maintenance are among the next essential
attributes in a bike.

59
Inference
It can be inferred that majority of respondents prefer mileage and
technology and engineering, power and pickup followed by maintenance.

60
 Graph-6
CLASSIFICATION OF RESPONDENTS TO VARIOUS
ATTRIBUTES OF BIKE

Mileage

80

60

40
60
20

0
1 2 3

50 Pow er & pickup

70
60
50

40
40
30
20
10
0
1 2 3

30 61
 Riding comf ort

60
50
40
30
20
10
0
1 2 3

M
ain
ten
ance

7
0

6
0

5
0

4
0

3
0

2
0

1
0

0
1 2 3

Price

80
70
60
50
40
30
20
10
0
1 2 3

After sales service

60
50
40
30
20
10
0
1 2 3

62
 Availability of spares

70
60
50
40
30
20
10
0
1 2 3

Road grip

70
60
50
40
30
20
10
0
1 2 3

Electronical & lighting

60

50

40

30

20

10

0
1 2 3

63
 Technology & Engineering

70
60
50
40
30
20
10
0
1 2 3

Resale value

60

50

40

30

20

10

0
1 2 3

Brand loyalty

60
50
40
30
20
10
0
1 2 3

64
 Table-7
SHOWING PREFERENCE OF RESPONDENTS REGARDING
TWO-WHEELER BASED ON VARIOUS ATTRIBUTES
Attribures BAJAJ HERO TVS YAMAHA LML Total
HONDA
Good power 40 15 15 25 5 100
Combination 57 10 10 20 3 100
of good
power &
mileage
Sturdiness 35 25 15 23 2 100
and carrying
capacity
Can be ridden 35 25 15 23 2 100
on any kind
of road
Latest 45 10 10 30 5 100
technology
and good
aesthetics
Easy handling 50 15 15 18 2 100
and road grip
Safety & 40 20 18 20 2 100
durability
Low capacity 20 40 25 12 3 100
and
maintenance
Reasonable 40 20 20 18 2 100
price and
resale value
Easy 30 35 10 20 5 100
availability of
spared &
good after
sale service

Sources: Survey Result

65
Analysis

According to respondents pulsar DTSI is the most preferred

vehicle for good power and pick up. Pulsar DTSI is the best as per 40 of
respondents for combination of good power and mileage and rest
supporting the other brand of two wheelers.

Pulsar DTSI has the best sturdiness and carrying the capacity
according to 35 respondents. YAMAHA is also best vehicle that can be
ridden on any kind of roads according to 15 respondents,
Pulsar DTSI has the latest technology and good aesthetics, the next
best being YAMAHA with 30 and rest respondents supporting the other
brand vehicles.
BAJAJ pulsar DTSI, according to 50 respondents is the most
preferred for easily handling and road grip.
Maximum of 40 of the respondents finds pulsar DTSI the safest
and the most durable two – wheeler. HERO HONDA as per 20
respondents has low operating and maintenance cost.
BAJAJ pulsar DTSI has the most reasonable price and resale value
according to 40 of the sample survey. TVS & HERO HONDA is the
next best according to 40 respondents.
The easiest availability of spares and good after sale service is
provided by BAJAJ according to 35 of the respondents. Only 30
respondents opted or HERO HONDA for this attribute.

66
Inference
It can be inferred that majority of the respondents prefer BAJAJ
PULSAR DTSI followed by YAMAHA and other brands of two
wheelers.
Graph-7
GRAPH SHOWING REFERENCE OF RESPONDENTS REGARDING
TWO WHEELERS BASED ON VARIOUS ATTRIBUTES
GOOD POWER & PICKUP

45
40
35
30
25
20
15
10
5
0
HONDA

BAJAJ HERO TVS YAMAHA LML

COMBINATION OF GOOD POWER & MILEAGE

40
35
30
25
20
15
10
5
0
BAJAJ HERO HONDA TVS YAMAHA LML

67
 Can be ridden on any kind of road

40
35
30
25
20
15
10
5
0
BAJAJ HERO HONDA TVS YAMAHA LML

Latest technology and good aesthetics

50
45
40
35
30
25
20
15
10
5
0
BAJAJ HERO HONDA TVS YAMAHA LML

Easy handling and road grip

60

50

40

30

20

10

0
BAJAJ HERO HONDA TVS YAMAHA LML

68
 Safety & durability
45
40
35
30
25
20
15
10
5
0
BAJ AJ HERO HONDA TVS YAMAHA LML

Low capacity and maintenance

50

40

30

20

10

0
BAJAJ HERO HONDA TVS YAMAHA LML

Reasonable price and resale value

45
40
35
30
25
20
15
10
5
0
BAJAJ HERO HONDA TVS YAMAHA LML

Easy availability of spared & good after sale service

40
35
30
25
20
15
10
5
0
BAJAJ HERO HONDA TVS YAMAHA LML

69
 Table-8
SHOWING NUMBERS OF USERS AND NON-USERS OF
BAJAJ PULSAR DTSI

Usage No. of respondents Percentage

Users 40 40
Non users 60 60
Total 100 100
Sources: Survey Result
Analysis
Among the 100 samples considered for survey around 40 of them
are users of BAJAJ PULSAR DTSI and the remaining 60 are non-users.
Inference
It can be inferred that majority of the respondents are non users.

Graph-8
SHOWING NUMBERS OF USERS AND NONUSERS OF
BAJAJ PULSAR DTSI

40%
Users
Non users
60%

Table-9

70
 SHOWING WHETHER RESPONDENTS HAVE ANY FUTURE
PLANS OF PURCHASING TWO WHEELER

No. of Percentage
respondents
Yes 76 76
No 24 24
Total 100 100
Sources: Survey Result
Analysis
Regarding plans of purchasing two wheeler in future 76 of the 100
respondents had intension of buying a two wheeler 24 of non-user
respondents had no plans of buying a two wheeler.
Inference
It can be inferred that majority of the respondents have plan to
purchase two wheeler.
Graph-9
SHOWING WHETHER RESPONDENTS HAVE ANY FUTURE
PLANS OF PURCHASING TWO WHEELER

80
70
60
50
40
30
20
10
0
Yes No

Table-10

71
 SHOWING TIME PERIOD FOR PURCHASE
Time period No. of respondents Percentage
Less than 3 months 16 16
3 – 6 months 12 12
6 months to 1 year 34 34
1 year and above 38 38
Total 100 100
Sources: Survey Result
Analysis
Among the respondents who wished to buy a vehicle, 16 of the
respondents wanted to buy within a period of 3 months, 12 between 3 – 6
months, and 34 with in 6 months to one year. But a majority of them i.e.
38 preferred to buy only after a year.
Majority of respondents are planning to buy the bike after a period
of 6 months.
Inference
It can be inferred that majority of the respondents need one year
and above for purchasing the two wheelers.
Graph-10
SHOWING TIME PERIOD FOR PURCHASE

Less than 3
months
3 – 6 months
16
6 months to 1 year
38
12
1 year and above

34

72
 Table-11
SHOWING PREFERENCE INCHOICE OF BRAND OF
TWO WHEELER BIKE
Brand No. of respondents Percentage
BAJAJ 36 36
YAMAHA 23 23
TVS 15 15
HEROHONDA 26 26
Total 100 100
Sources: Survey Result
Analysis
A majority of respondents wanted to buy PULSAR DTSI. The
other brand names preferred are Yamaha by 23, TVS by 15 and Hero
Honda by 26 of the respondents.
Inference
It can be inferred that majority of the respondents prefer BAJAJ
PULSAR DTSI and followed by various other two-wheelers.
Graph-11
SHOWING PREFERENCE INCHOICE OF BRAND OF
TWO WHEELER BIKE
BAJAJ
YAMAHA
40
35 TVS
30 HEROHONDA
25
20
15
10
5
0
No. of respondents

73
 Table-12
SHOWING IN CHOICE OF VARIOUS MODELS OF BAJAJ
Models No. of respondents Percentage
BAJAJ PULSAR 44 44
BAJAJ CT 100 37 37
BAJAJ DISCOVER 13 13
BAJAJ WAVE 6 6
Total 100 100
Sources: Survey Result
Analysis
Majority of respondents preferred to own BAJAJ PULSAR dtsi
and 37 preferred BAJAJ CT 100, BAJAJ DISCOVER by 13 respondents
and BAJAJ WAVE is preferred by 6 respondents.
Inference
It can be inferred that majority of the respondents preferred BAJAJ
PULSAR DTSI.
Graph-12
SHOWING IN CHOICE OF VARIOUS MODELS OF BAJAJ

50

40
BAJAJ PULSAR
30 BAJAJ CT 100
BAJAJ DISCOVER
20
BAJAJ WAVE
10

0
No. of respondents

Table-13

74
 SHOWING REASON FOR BUYING BAJAJ PULSAR
Reasons No. of respondents Percentage
More power 9 9
Mileage 31 31
Good aesthetics 19 19
Technology & 27 27
Engineering
Brand loyalty 14 14
100 100
Sources: Survey Result
Analysis
Among 100 users majority of 31 respondents opted for Bajaj Pulsar
dtsi for more mileage, followed by the technology and engineering by 27
respondents. 19 respondents prefer Bajaj Pulsar dtsi for good aesthetics,
14 preferred Bajaj Pulsar dtsi for brand loyalty and 9 respondents
preferred for pick up respectively.
Inference
It can be inferred that majority of the respondents preferred to buy
BAJAJ PULSAR DTSI for mileage, technology and engineering and
power.
Graph-13
SHOWING REASON FOR BUYING BAJAJ PULSAR

35
30
More pow er
25
Mileage
20
Good aesthetics
15
Technology & Engineering
10
Brand loyalty
5
0
No. of respondents

75
 Table-14
SHOWING SOURCES OF INFORMATION ABOUT
BAJAJ PULSAR DTSI
Media No. of Respondents Percentage
Print media 33 33
Electronic media 17 17
Family and friends 42 42
Demo and display 08 08
Total 100 100
Sources: Survey Result
Note : Respondents have given multiple choice answers.
Analysis
The majority of the respondents got source of information through
family and friends followed by 33 of the respondents through print
media. 17 respondents through electronic media and 8 respondents
through demo and display.

Inference
It can be inferred that majority of the respondents received
information by family and friends.

76
 Graph-14
SHOWING SOURCES OF INFORMATION ABOUT
BAJAJ PULSAR DTSI

Print media
Electronic media
Family and friends
Demo and display

8%
33%

42%
17%

77
 Table-15
SHOWING WHETHER THE USER FACED ANY PROBLEM
WITH BAJAJ PULSAR DTSI
No. of respondents Percentage
Yes 07 07
No 93 93
Total 100 100
Sources: Survey Result
Analysis
The majority of the respondents did not face any problem with the
pulsar bike and its performance. A minority of 7 respondents faced a few
problems.
Inference
It can be inferred that majority of the respondents did not faced any
problems with BAJAJ PULSAR DTSI.

Graph-15
SHOWING WHETHER THE USER FACED ANY PROBLEM
WITH BAJAJ PULSAR DTSI

93
100

80

60

40
7
20

0
Yes No

78
 Table-16
SHOWING DIS-SATISFACTION BY BAJAJ PULSAR DTSI
USERS
No. of respondents Percentage
STYLE 2 2
PRICE 11 11
MAINTENANCE 17 17
SELF START 10 10
FUEL EFFICIENCY 20 20
PICK UP 10 10
MILEAGE 20 20
TECHNOLOGY 2 2
AFTER SALES 8 8
SERVICE
100 100
Sources: Survey Result
Analysis
Among respondents some did not like style, price, maintenance,
self start, fuel efficiency, pickup, mileage, technology, after sales service
problems.
Inference
It can be inferred that majority of the respondents are not satisfied
by mileage and followed by various attributes.

79
 Graph-16
SHOWING DIS-SATISFACTION BY BAJAJ PULSAR DTSI
USERS

20
STYLE

15 PRICE
10
MAINTENANCE
5
SELF START
0
No. of respondents
FUEL EFFICIENCY

PICK UP

MILEAGE

TECHNOLOGY

AFTER SALES
SERVICE

80
 Table-17
SHOWING VARIOUS SUGGESTIONS GIVEN BY
RESPONDENTS TO OVERCOME THE PROBLEMS FACED
suggestions No. of Percentage
Respondents
Increase mileage 35 35
Colours 12 12
Increase adds 28 28
Lower maintenance 25 25
Total 100 100
Sources: Survey Result
Analysis
To overcome the problems with the bike the respondents suggest
that there should be increase in mileage, its maintenance should be low,
the vehicle should be left with some more new colours, proper guidance
regarding the care and maintenance of the bike should be given to the
customers.

Inference
It can be inferred that majority of the respondents suggested
various aspects like increase in mileage, its maintenance should be low,
the vehicle should be left with some more new colour etc.

81
 Graph-17
SHOWING VARIOUS SUGGESTIONS GIVEN BY
RESPONDENTS TO OVERCOME THE PROBLEMS FACED

25%
35% Increase mileage
Colours
Increase adds
Low er maintenance
28% 12%

82
 Table-18
SHOWING WHETHER THE RESPONDENTS ARE AWARE OF
KALYANI BAJAJ
Response No. of Respondents Percentage
Yes 63 63
No 37 37
Total 100 100
Source: Survey Result
Analysis
Majority of the respondents are aware of KALYANI BAJAJ
excluding 37 of them.

Inference
It can be inferred that majority of the respondents ( more than 50%
are aware of KALYANI BAJAJ.
Graph-18
SHOWING WHETHER THE RESPONDENTS ARE AWARE OF
KALYANI BAJAJ

80

60

40

20

0
Yes No

83
 Table-19
SHOWING RATING OF KALYANI BAJAJ
Rating No. of Respondents Percentage
Excellent 12 12
Good 48 48
Bad 6 6
Average 34 34
Total 100 100
Sources: Survey Result
Analysis
According to the respondents are of KALYANI BAJAJ 12 says it
is excellent, 48 as good and 6 as bad and 34 as average.
Inference
It can be inferred that majority of the respondents rated KALYANI
BAJAJ as good.
Graph-19
SHOWING RATING OF KALYANI BAJAJ

50
45
40
35
30
25
20
15
10
5
0
Excellent Good Bad Average
Table-20
SUGESTIONS GIVENBY RESPONDENTS REGARDING
IMPROVEMENT OF BAJAJ PULSAR DTSI
Suggestions No. of respondents Percentage

84
 Increase pickup 23 23
Improve road grip 9 9
Improve sturdiness 7 7
Improve aesthetics 12 12
Reduce price 25 25
Increase advertisement 10 10
Improve after sales service 6 6
Increase mileage 8 8
Total 100 100
Sources: Survey Result
Analysis
The respondents have suggested various improvement in PULSAR
DTSI. 23 respondents want to increase in pickup, and 09 want an
improvement in road grip. Improvement in sturdiness is suggested by 07
respondents 12 want an improvements in aesthetics.
25 want to reduction in price 10 want more and more
advertisement in various media and a 6 needs improvement in after sales
service. A minority of 8 wants to increase in pickup and wants to
increase the mileage of the bike.
This implies that most of the respondents have a compliment
regarding the mileage given by BAJAJ PULSAR DTSI and the cost of
BAJAJ PULSAR DTSI. This care should be taken on the above.
Inference
It can be inferred that majority of the respondents suggested for
increase in mileage and reduce price.
30 Graph-20
SUGESTIONS
25
GIVENBY RESPONDENTS REGARDING
20

15
IMPROVEMENT OF BAJAJ PULSAR DTSI
10

0
Improve road
Increase

Increase
Reduce price

advertisement

Improve after
sales service
sturdiness

aesthetics

mileage
pickup

Improve

Improve

Increase

85
grip
86
 CHAPTER – 5

SUMMARY OF FINDINGS, SUGGESIONS AND CONCLUSION

• Introduction

87
 CHAPTER – 5
SUMMARY OF FINDINGS
Introduction
Based on the statement of the problem and objectives of the study
an attempt has been made to highlight the findings of the survey
conducted for the customers
 The survey reveals that all the consumers are aware of all mentioned

brands of two wheelers in the market.

 It is found that low cost of maintenance and pickup is the most
important attributes consumer’s look for before deciding to purchase a
two wheeler.
 The respondents find the mileage, technology and engineering the

most satisfying attributes in BAJAJ PULSAR dtsi. These two are the
main reasons for the consumers to opt for BAJAJ PULSAR dtsi. The
survey also reveals that BAJAJ PULSAR dtsi is one of the most
preferred twowheeler among the various brands mentioned in the
questionnaire.
 The main reasons for purchasing BAJAJ PULSAR dtsi is its better
mileage, good aesthetics, technology and engineering.

General Findings:
 It was found that majority of the respondents belonged to the age

group between 20 and 30. This reveals that the bike is mainly popular
among youths than aged people.
 The study reveals that majority of the respondents are males.

 Majority of the respondents are students which accounts for 40.

Among the employed people businessman stands first with 20 then

88
 professional with 18, government and private employees account only
22 respondents. This means that the bike preferred largely by the
college students and professionals.
 Majority of the respondents fall in the income group of Rs. 50,000 –

100,000 (39) followed 21 respondents who earn between Rs. 100,000

– 150,000. Only 07 respondents earn above Rs. 200,000 this reveals
that the bike is popular among all the classes of the society.
 According to survey all the respondents are aware of the different
brands of two wheelers available in the market.
 Majority of 100 respondents consider maintenance as important before

purchase of two wheelers followed by good power and pickup (40),

technology and engineering (45) power & mileage (57) etc. This
reveals that the important attributes influencing the purchase decision
are low maintenance, high mileage and latest technology and
engineering.
 Survey revealed that a BAJAJ PULSAR dtsi bike has to improve its

power and pickup and durability. It should maintain its power, pickup
and increase sturdiness.
 Out of the 60 non user respondents, 44 wanted BAJAJ PULSAR dtsi

brand. Out of these, a majority of respondents opted for BAJAJ

PULSAR. It shows the good market potential for BAJAJ PULSAR
in Bangalore city.
 The main reasons why users had gone for BAJAJ PULSAR is its

better mileage, good aesthetics are stated by 31, 28 and 19

respondents respectively. Driving comfort, after sale serves, road grip
etc. have also influenced their buying decision. Thus, good aesthetics,

89
 high mileage and latest technology and engineering are the main
attractions of the bike.
 Majority of 40 users got the information about the bike from their

family and friends followed by electronic media and print media

according to 33 and 17 respondents respectively. This states that
electronic media, family and friends print media etc. are the effective
sources of advertising and have influenced the buyers.
 From the 40 users a majority of 07 had some complaints regarding the

bike. They faced high fluctuation in mileage problems. To avoid such

complaint users suggested conducting frequent free check up service,
guidance regarding the care and proper maintenance of the bike.
 The study revealed that 23 of the respondents want an increase in

pickup followed by 08 respondents who want increase in mileage, 15

of the total respondents want its maintenance to be low, 06 want after
sale service. 11 respondents are not satisfied with the price. This
shows that the bike high price, less resale value and after sales service
as well as low mileage etc. are the weakness of the bike.

Suggestions
Based on the major findings as observed during collection of data
through the distribution of customer questionnaires, an attempt has been
made to offer recommendations for the further improvement of sales as
well as customer satisfaction in the following paragraphs:

90
♠ The bike has a four – stroke engine it expected to give good mileage.

The bike should give at least 55 – 50 kilometers per litre under city
riding conditions as against 60 kms declared by the company.
♠ Brakes and road grip of the bike need to be improved.
♠ The vehicles are expected to have lower maintenance cost which
makes the customers feel happy.
♠ Seating arrangement of the vehicles should be changed.
♠ Bajaj pulsar dtsi should be released with new attractive colours.
♠ Structure of petrol tank should be changed.

Commercial suggestions:
♠ The high price is one of the major barriers. The bike should be priced

below Rs. 50,000 (including accessories) which will increase the

sales.
♠ Pulsar should advertise their models in T.V. media to create
awareness and attract some more consumers and also company should
give more and more advertisements about the product in different
medias like print media, electronic media so that it will reach every
one.
♠ Young people prefer two wheelers (especially students) than others.

So, the advertisement and sales promotion should be aimed towards

them.
♠ The waiting period for the delivery of the vehicles should be reduced.

♠ More authorized service stations should be opened within city limits.

♠ Vehicle loan should be extended to meet the middle class customers

by reducing monthly slap rate and interest rate.

91
♠ Number of free services to vehicle should be increased.

♠ Various kinds of discounts should be allowed on purchase of vehicles

occasionally.
♠ Credit period must be increased which helps high rate of sales.

Conclusion
The survey conducted clearly indicates that Bajaj pulsar bike with
its brand name in the market has attracted many youths towards it. The
company with its goodwill has been able to impress the existing as well
as prospective customers. If the company takes into account the factors
like introduction of more attractive colours for the bike, enhancing the
credit facilities to middle income groups, change in the structure of the
petrol tank, seasonal discounts, aggressive advertisements, increase in the
number of free services, opening up of more free service centres within
the city limits etc. will definitely help the company to enhance its sales as
well as the appreciation of its customers which is very important for its
survival, growth and development.

92
 ANNEXURE

 QUESTIONNAIRE

 BIBLIOGRAPHY

93
 QUESTIONNAIRE FOR CUSTOMERS

Dear Respondent,
I pursuing M.Phil from Vinayaka Missions University, Salem and
currently doing my project entitled “MARKET POTENTIAL AND
BRAND AWARENESS” with special reference to Kalyani Bajaj,
Bangalore. I would be very obliged if you take few minutes to answer
the following questions.
PERSONAL DETAILS

1. NAME :
2. ADDRESS :
3. AGE (years) : BELOW 20 [ ]
20 – 30 [ ]
31 – 40 [ ]
41 – 50 [ ]
ABOVE 50 [ ]
4. SEX MALE [ ]
FEMALE [ ]
5. OCCUPATION BUSINESS [ ]
GOVERNMENT EMPLOYEE [ ]
PRIVATE EMPLOYEE [ ]
STUDENT [ ]

94
 PROFESSIONAL [ ]
6. INCOME (PA) 50,000 – 100,000 [ ]
100,001 – 150,000 [ ]
150,001 – 200,000 [ ]
ABOVE 200,000 [ ]
NO INCOME [ ]

SPECIAL DATA
1. Do you know the different brand of two wheelers?
BRAND AWARENESS
BAJAJ YES [ ] NO [ ]
YAMAHA YES [ ] NO [ ]
LML YES [ ] NO [ ]
TVS YES [ ] NO [ ]
HERO HONDA YES [ ] NO [ ]

2. Please rate the following attributes of a two wheeler according to your

degree of important (1 – 10).
ATTRIBUTES RANKING
Aesthetics
Mileage
Power & pick up
Riding comfort
Maintenance
Price
After sale service
Availability of spares
Road grip
Electrical & lighting
Technology & Engineering
Resale value
Brand Loyalty

95
 3. If you are looking for the below mentioned attributes in a two wheeler
which brand would you prefer.
Attributes YAMAHA TVS BAJAJ LML HERO
HONDA
Good power & pick up
Combination of good power
& mileage
Sturdiness and carrying
capacity
Can be ridden on any kind of
road
Latest Technology an good
aesthetics
Easy handling and road grip
Safety, durability
Low capacity and
maintenance
Reasonable price and resale
value
Easy availability of spares &
good after sales service

96
4. Do you have plans to buy a two wheeler on ever future?
Yes [ ]
No [ ]

If No, state the reason and go to question number 12

6. If yes, time period will be :

1. Less than 3 months [ ]
2. 3 months to 6 months [ ]
3. 6 months to 12 months [ ]
4. 1 year and above [ ]

7. If you want to buy a vehicle which type of two wheeler will you
prefer?
1. Scooter [ ]
2. Motor Cycle [ ]
3. Moped [ ]

8. If you decide to buy a two wheeler which brand will you go

for?

RX 135 [ ]
YAMAHA
FAZER [ ]
SPLENDER [ ]
HERO HONDA
AMBITION [ ]
TVS VECTOR [ ]
PULSAR [ ]
BAJAJ
DISCOVER [ ]
LML ADRINO [ ]

If Any others, please specify:

97
9. What was your intention behind deciding the Bajaj Pulsar dtsi?
1. More power [ ]
2. Mileage [ ]
3. Good aesthetics [ ]
4. Technology/Engineering [ ]
5. Brand Loyalty [ ]
6. Others specify [ ]

10. Were you using a two wheeler before using Bajaj Pulsar dtsi?
Yes [ ]
No [ ]

11. How do you rate Bajaj Pulsar dtsi on the following attribute to your
opinion (given ranking out of ten)

98
12. What was your source of information & inspection?
Print media [ ] Electronic [ ]
Family & Friends [ ] Demo or display [ ]
Others (specify) _________________________
13. When did you purchase Bajaj pulsar dtsi?
2005 – 06 [ ]
2006 – 07 [ ]
2007 – 08 [ ]
14. Mode of purchase
Cash [ ] Credit[ ]
Installment [ ]
15. Have you faced any problems with your vehicle?
Yes [ ] No [ ]
If yes, state them __________________________________________
________________________________________________________

16. Your suggestions for improving Bajaj Pulsar dtsi

____________________________________________________
_______________________________________________________
____________________________________________________
17. Have you heard of Kalyani Bajaj?
Yes [ ] No [ ]
18. How do you rate Kalyani Bajaj?
Excellent [ ] Good [ ]
To improve [ ] Average [ ]

99
19. What is your opinion towards Bajaj Pulsar dtsi? Express in few
words.
Thank you for your good co-operation and suggestions.

DATE :

PLACE : Signature

100
 BIBLIOGRAPHY
Text Books
Philip Kolter : Principles of Marketing
R.N.S. Pillai and Bagavathi : Modern Marketing
S.A. Sherlekar, Reddy and Appanaiah
: Marketing Management

Journals and Magazines

 Auto India

 Car and bike international

 Indian Express

 Overdrive

 The Times of India

Websites:
• www.bajajautoltd.com
• www.motosindia.com
• www.bikes.com
• www.autoindia.com

101