SALES & DISTRIBUTION ANALYSIS

BY GROUP 3
RAHUL RAVINDRAN (ROLL NO.1)
ANIL SEN (ROLL NO.2)
HARLEEN KAUR (ROLL NO.3)
BOOLEAN SINGH (ROLL NO.)
DEVASHISH JAINI (ROLL NO.)

OVERVIEW
Sales and Distribution Analysis for bikes of Bajaj & TVS
Company Information

Sales- Budgeting, SF Dimensioning, organisation, territories and quota

Distribution

Key learning's

COMPANY INFORMATION
BAJAJ AUTO LTD

TVS MOTOR CO
LTD

PLANT

Established in 1926. Regd

Established in 1979. Group
S
office at Pune. 4 plants at Pune, established in 1911. Plants in Hosur
Aurangabad and Pant Nagar and Mysore in Karnataka and Solan
&
(UK). Exports to 62 countries
in Himachal.
No of Employees- 9119
No of employees- 50,000,
EMPL
worldwide
OYEES
OTHE

Home appliances, lighting,

Automobile,
Aviation,
R
iron & steel, insurance, travel and Education, Electronics, Energy,
BUSIN finance.
Finance,
Housing,
Insurance,
ESS
Investment,
Logistics,
Service,
textiles.
KEY
Key-Persons, Rajiv
PERSONS Rahul Bajaj.
&
Shareholding
PROMOTE
Promoters- 49.24%

Bajaj,

Venu Srinivasan (CMD),

Sudharshan Venu, Jt.MD,
K.Radhakrishnan, CEO

COMPANY
INFORMATION
BAJAJ AUTO LTD
BIKES
SOLD

FY2013- 37,57,105
FY 2014- 34,22,403
FY 2015-32,92,084

FY2013- 20,43,847
FY 2014- 20,73,457
FY 2015-25,17,190

MKT
SHARE(%)

FY 2013-20%,
FY 2014-20%,
FY 2015- 16.5%

Around 16% in 2015

NET
SALES
(CR)

FY 2013-19489
FY 2014-19718
FY 2015- 21104

FY 2013-7408.65
FY 2014-8272.51
FY 2015- 10130.5

SALES
EXP (CR)

FY 2013- 666
FY 2014- 744
FY 2015- 912

FY 2013- 1250.66
FY 2014- 1447.86
FY 2015- 1739.25

FY 2013- 3044
FY 2014- 3243
FY 2015- 2814

FY 2013- 198.17
FY 2014- 186.88
FY 2015- 320.22

PAT(C
R)

COMPARISON ON BASIS OF SALES

BAJAJ AUTO LTD.
TVS MOTOR CO.
MANAGENT CONCEPT
LTD
Sales
Monitoring

Achievement
of targets by dealers is
monitored by ASM

Achievement of
targets by dealers is
monitored by Territory
Manager

Selection
Process

Screening test
Group Interview
Personal Interview

Long process which

involved going
through single question IQ
test. Total of 5 questions
are asked. After that GD
round takes place & later
on final interview

Selection
team

Involves HR and
final
selection
by
Assistant
Sales
Manager

Involves HR and GM

Training and
Employee
Development
development, skill
enhancement,
competency mapping,
career councilling
promote the culture of self
motivation and learning

Remuneratio
ns

In sales
department, the salary
of managers is on
double digit lacs
packages. The salary of
Area Sales Manager
(ASM) is between Rs
8.2 lakhs to Rs 12.5
lakhs annually and that
of Regional Sales
manager (RSM) is
between Rs 20.2 lakhs
to Rs 24.5 lakhs
annually

TVS Motor
Company are highly
committed towards
developing employee
ability, aspirations &
engagement by
harnessing talent.
TVS is known for
developing home
grown talent
The salary of
Territory Manager is
between Rs 8.0 lakhs
to Rs 13.5 lakhs
annually and that of
Regional Sales manager
(RSM) is between Rs
20.5 lakhs to Rs
25.5 lakhs annually.

Dealers

Dealers are
classified as Company
owned and company
operated outlet(probiking showroom),
Company owned
showrooms but are
operated by dealers,
Dealer owned and
dealer operated
showrooms.

TVS has rapidly

established a
national footprint by
aggressively
expanding its dealer
network in the north
Indian markets.
Currently North
India accounts for
44% of its total
network of 650
dealers and it also
has 2000 touch
points through India.

Dealer Policy

Land $ Building1500 2000 sq ft of

covered area
Interior showroom
and worshop- average
of Rs.25-30 lacs
Vehicle stock
equivalent to 15
days sale
Spare parts worth

Land $ Building2500-4000 sq ft
Interior showroom and
worshop- Rs. 50 Lakh
Vehicle stock
equivalent to one
month sale, and
adequate Spare parts
has to be maintained 7

BAJAJ AUTO LTD

REWARDS

Target
Setting
Mechanism

TVS MOTOR CO. LTD

Credit limit is
Awards and
made less stringent
Benefits
Required payment
Sports Day are
terms are made flexible celebrated with
chance to become enthusiasm
Work and Life
a partner of the Probiking evolution of
Bajaj Auto
Training to Sales
Executives and
Technical staf
New Product
Launch
Promotional
Activities
The headquarters
sets the target, using
Top Down Approach,
for various regions in
their meeting with the
respective Regional Sales
Managers

The headquarters
sets the target for a
particular region in
their meeting with the
respective dealers
through the medium of
sales officers of the

Training

Bajaj Auto
maintains training
centres at their
Regional Offices, one
is in Delhi. All the
sales executives and
technical staf of the
dealer have to under
go a formal training
at this centre before
induction

The company has

devised a dealer training
program which enables a
dealer workshop
manager / In charge to
understand the
systems,procedures and
methodology as defined
by the manufacturer to
reach out to the
customers
effectively through dealer
points

Commands
feedback forms,
feedbacks, workshop
and Control
SQI, monitoring sheet, feedbacks, sales
day-wise summary of conversion rate, etc
customer
satisfaction feedback and
healthcard

Problems
of Dealers

Delivery not in time

Black color not
available
Company pushing
other color
Too much of
hierarchy very difficult
to reach top
management
No greviences
handling mechanism

If TVS subdealer
perform better, they
are given direct
dealership, bypassing
previous dealers
Territory
managers have no
proper daily routine

10

Comparitive Distribution
Management
BAJAJ AUTO LTD.

TVS MOTOR CO.

LTD

SUPPLY CHAIN

PROCESS
FOLLOWED

company has
introduced the
concept of
business
partners.
The logistics for
this is outsourced
to third party.

company has a
dedicated group
company which
arranges for all
logistics and supply
chain management
viz. TVS Logistics

Order Tracking
Packaging&
Despatching Goods
Generating
Invoice and Waybill

Order Tracking
Obtaining
feedback
Promotional
Activities

Recommendations
Company should reduce transit time and order processing and ensure
timely delivery of goods to the dealer. Stock outs should be discouraged.
Stocks should be provided according to the market demands.
Frequent and planned visit of company staff should be ensured so as to
ensure that the dealer adheres to the company norms.
Good behaviour and dealings by company staff with the dealers to
encourage goodwill and stronger raport.
Developing skills for Dealer sales force and mechanics is very important.
Ensuring that they understand and are able to deliver the product
information to the customers.
participting in more and more Village melas, Haat to increase visibility
and awareness among the rural customers.
innovative schemes and finances should be made available to customers
from rural background to increase the reach in villages and semi urban
regions.

References
http://www.moneycontrol.com/financi
als/tvsmotorcompany/profitloss/TVS#TVS
http://www.tvsmotor.com
http://www.bajajauto.com
https://www.careers.tvsmotor.co.in