Académique Documents
Professionnel Documents
Culture Documents
A - Team
Aparna G
Anirudh Sonthalia
Srinivasa Rao N M
Kanhu Charan Mahapatra
Vivek Jain
• AAL – An Overview
• Organizational Buying Behaviour
• Market Segmentation
• 4Ps of Marketing
• Market Potential
• Sales Forecasting
2
AAL – An Overview
• Established in 1981
• JV between Kalyani Group and Arvin Meritor Inc., USA
• Manufacturing facilities at Mysore
• The largest independent manufacturer of Rear Drive Axle
Assemblies
•
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Product Offering
4
AAL - Clientele
• Domestic OEMs
5
AAL - Clientele
6
Scope
7
Sales & Marketing
8
Market Share (Volume Wise)
9
Sales Break-up
10
Revenue Split
Quarter Revenue (%)
11
Revenues Break-up
12
Organizational Buying Behavior
The Process
14
Process at AAL
15
Process at AAL (contd…)
16
Segmentation
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Segmentation
18
Tonnage
19
Different Models
SOLO
AXLES
TANDEM AXLES
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Transmission to wheel
–
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Product
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Product
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Product
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Place
• One manufacturing plant in India
• No distribution channel
• Production is based on the order
• Some OEMs use their own logistics
• Delivery via contracted logistics service providers
– VRL and Friendly Logistics
•
•
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Promotion
• Auto Expo
• Defence Expo
• Ads in leading Auto magazines
• Event sponsors
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Auto Expo 2010
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Pricing
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Market Potential and Sales Forecasting
30
Market Potential Based on Users (OEMs)
31
CV - Sales
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CV Segmentation
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Calculation
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Sales Forecast
35
Sales Forecast for 2010-11
Quarter Historical Sales Trend Sales for 2010-2011
(%) (No. of Axles)
The actual sales for the quarter ending June 30, 2010 were 38,696 units
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Sales Variance
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Sales Potential
38
Conversion Efficiency For 2010-11
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