Manickbag Automobile Pvt Ltd Declaration

I, Mr./Ms Shafeeq G. Rajbar the undersigned, hereby declare that the Project Report entitled Study on Changing Preferences of Consumers in Buying Car at Manicbag Automobiles Pvt. Ltd, has been prepared by me under the supervision and guidance of Prof. Adarsh Navale Faculty, Trident Institute of Management Sciences, Belgaum affiliated to Rani Channamma University, Belgaum. The report is submitted to Rani Channamma University, Belgaum in partial fulfillment of the University rules and regulations for the award of the Degree of Master of Business Administration in Marketing specialization.

I further declare that this report is based on the original research report undertaken by me and has not formed a basis for the award of any other Degree/Diploma of RCU or any other University.

Date: Place: Belgaum.

Signature: Name: Shafeeq.G.Rajbar Examination registration No: MB104425

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Manickbag Automobile Pvt Ltd Acknowledgement

The completion and drafting is a solitary task but one which has been made smoother with the help of many. Here I take this opportunity to thank those who have made a vital contribution in shaping this study I would like to express my profound gratitude to Mr. Dr. Shree Shah, Managing Director and Mr. Mantesh Hiremath Sales Manager for giving me an opportunity to take my Summer InPlant (SIP)Training at Manickbag Automobiles Pvt. Ltd, Khanapur Road, Belgaum. I thank whole staff of Manickbag Automobile, without co-operation of whom this project would not be complete. I extend my thanks to our Director, Prof. Dr, A.P. Biradar Patil and Prof.Adarsh Navale, Faculty for providing me guidance. I would also like to thank my parent and friends for their infinite love, valuable guidance, support and help during my project. This project wouldnt have seen the light of the day, if it wasnt for the cooperation of all these people. Regardless of the source I wish to express my gratitude to those who have contributed to my project, even though anonymously Place: Belgaum Date: 31/1/2012 Shafeeq.G.Rajbar

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Table of Content
Serial Number 1. 4. 5. 6. 7. 8. 9. 9. 10. 11. 12. 13. 14. 15 Title Executive Summary Industry profile Company Profile Mckensys 7s frame work SWOT analysis Learning experience Literature view Research Methodology Analysis And Interpretation Findings Suggestions Conclusion Bibliography Annexure Page Number 4 5-7 8-25 26-31 32 33 34-35 36-37 38-62 63-65 66-67 68 69 70

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Executive Summary
In the present scenario the industry has given at most importance for doing particular task at fastest time in order to satisfy the customers and attract new customers. Manickbag Automobiles Pvt. Ltd deals with the Light Passenger Vehicles (PCD). Apart from this it has its own sales and Services Center and Spare Parts Center. In this project is an endeavor to study how the consumer taste or preferences keep on changing and what is the current trend when it comes to buying a car, in Belgaum City for Manickbag Automobiles Pvt. Ltd. of TATA passenger Vehicles. The management of Manickbag wanted to know about their customers Preferences towards in buying a car. Also the management wants to know the factors that keep customers with the dealer for a long run. Hence, the following topic: Study on Changing Preferences of Consumers In Buying Car was chosen. The entire study provides dealer with information on what kind of cars are the consumers currently preferring, what factors make them stay loyal to a dealer and brand, What color trend is prevailing in the market, and what are the other thing that customers consider while buying a car, and why and how do customers prefer to change the car etc.. The data for this was obtained through surveying consumers who were immediately about to buy a car and those who owned at least one car. Personal interviews and interceptive mall interviews were conducted along with the use of questionnaire. The data obtained was analyzed using SPSS software and excel spreadsheet. Primary data was collected from 100 respondents in Belgaum City. It was found that most of the customer like fuel efficiency, safety, looks exterior& interior design of car etc. According to the ever changing customer preferences, the company ought be in pace with the trend so that it can maintain its existing customers as well as gain new customers to widen its customer base and grow profitable.

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INDUSTRY PROFILE
At present time, Indian automobile industry is making a major contribution in increasing the country's GDP by 9% every year. New heights have been scaled by the industry in the year 2010. In January 2010, total automobile sales in the domestic market reached 1114157 units, the figures shows an increment of 44.9% compared to the sales units of 7,68,698 of same period last year. Even for the month of April-October after a gap of 11 years, total automobile sales in India stood at 1,120,081 Units. Annually, the Indian automobile industry is growing at an average rate of 30% and marking itself as one of the fastest growing industries in India. According to the reports of Society of Indian Automobile Manufacturers, annual car sales are estimated to reach 5 million vehicles by 2015 and more than 9 million by 2020 To believe New York Times reports, several automobile companies like Hyundai Motors, Nissan, Toyota, Volkswagen and Suzuki have expanded their manufacturing facilities owing to India's strong engineering base and expertise in the manufacturing of low-cost, fuel-efficient cars.

The Indian Automobile Industry manufactures over 11 million vehicles and exports about 1.5 million each year. The dominant products of the industry are two wheelers with a market share of over 75% and passenger cars with a market share of about 16%.Commercial vehicles and three wheelers share about 9% of the market between them. About 91% of the vehicles sold are used by households and only about 9% for commercial purposes. The industry has a turnover of more than USD $35 billion and provides direct and indirect employment to over 13 million people.

The supply chain is similar to the supply chain of the automotive industry in Europe and America. Interestingly, the level of trade exports in this sector in India has been medium and imports have been low. However, this is rapidly changing and both exports and imports are increasing. The demand determinants of the industry are factors like affordability, product innovation, infrastructure and price of fuel. Also, the basis of competition in the sector is high and increasing, and its life cycle stage is growth. With a rapidly growing middle class, all the advantages of this sector in India are yet to be leveraged.

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With a high cost of developing production facilities, limited accessibility to new technology, and increasing competition, the barriers to enter the Indian Automotive sector are high. On the other hand, India has a well-developed tax structure. The power to levy taxes and duties is distributed among the three tiers of Government. The cost structure of the industry is fairly traditional, but the profitability of motor vehicle manufacturers has been rising over the past five years. Major players, like Tata Motors and Maruti Suzuki have material cost of about 80% but are recording profits after tax of about 6% to 11%.

The level of technology change in the Motor vehicle Industry has been high but, the rate of change in technology has been medium. Investment in the technology by the producers has been high. System-suppliers of integrated components and sub-systems have become the order of the day. However, further investment in new technologies will help the industry be more competitive. Over the past few years, the industry has been volatile. Currently, India's increasing per capita disposable income which is expected to rise by 106% by 2015 and growth in exports is playing a major role in the rise and competitiveness of the industry.

Tata Motors is leading the commercial vehicle segment with a market share of about 64%. Maruti Suzuki is leading the passenger vehicle segment with a market share of 46%. Hyundai Motor India and Mahindra and Mahindra are focusing expanding their footprint in the overseas market. Hero Honda Motors is occupying over 41% and sharing 26% of the two wheeler market in India with Bajaj Auto. Bajaj Auto in itself is occupying about 58% of the three wheeler market.

Consumers are very important of the survival of the Motor Vehicle manufacturing industry. In 2008-09, customer sentiment dropped, which burned on the augmentation in demand of cars. Steel is the major input used by manufacturers and the rise in price of steel is putting a cost pressure on manufacturers and cost is getting transferred to the end consumer. The price of oil and petrol affect the driving habits of consumers and the type of car they buy. The key to success in the industry is to improve labour productivity, labour flexibility, and capital efficiency. Having quality manpower, infrastructure improvements, and raw material Trident Institute of Management Sciences Page 6

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availability also play a major role. Access to latest and most efficient technology and techniques will bring competitive advantage to the major players. Utilising manufacturing plants to optimum level and understanding implications from the government policies are the essentials in the Automotive Industry of India. Both, Industry and Indian Government are obligated to intervene the Indian Automotive industry. The Indian government should facilitate infrastructure creation, create favourable and predictable business environment, attract investment and promote research and development. The role of Industry will primarily be in designing and manufacturing products of world-class quality establishing cost competitiveness and improving productivity in labour and in capital. With a combined effort, the Indian Automotive industry will emerge as the destination of choice in the world for design and manufacturing of automobiles. The following statistics explains the market share of different vehicles in the Indian automobile Industry. This data is valid for the Indian domestic market only. Passenger Vehicles: 15.86% Commercial Vehicles: 4.32% Three Wheelers : 3.58% Two Wheelers : 76.23% Production Rate Statistics Passenger Vehicles: 2,351,240 Commercial Vehicles: 566,608 Three Wheelers : 619,093 Two Wheelers : 10,512,889 Grand Total : 14,049,830

The production of automobiles in India has greatly increased in the last decade. At present India is the largest tractor and three-wheel vehicle producer, second largest two-wheel vehicle producer, fourth largest commercial vehicle producer and eleventh largest passenger car producer. For the year 2003-2004 the production rate crossed 7,243,5648 and for the current year it has reached 14,049,830 in terms of total vehicles production. As a result of all this, the resultant annual turnover of the Indian automobile industry for the year is recorded to be 38,238 million USD by Soceity of Indian automobile Manufacturer (SIAM). For the year 2009-10, the production rate for different category of vehicles is as followed(As per SIAM).

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Manickbag Automobile Pvt Ltd About Company TATA MOTORS IN INDIA History:
Tata
Group

Motors

is

part

of

the Tata

manages its share-holding through Tata

Sons. The company expanded its operations to commercial vehicle sector in 1954 after forming a joint venture with Daimler-Benz AG of Germany. Despite the success of its commercial vehicles, Tata realized his company had to diversify and he began to look at other products. Based on consumer demand, he decided that building a small car would be the most practical new venture. So in 1998 it launched Tata
Indica,

India's first fully indigenous passenger car. Designed to be

inexpensive and simple to build and maintain, the Indica became a hit in the Indian market. It was also exported to Europe, especially the UK. Tata acquired Spanish bus and coach manufacturer Hispano Carrocera in 2009.In 2006 it formed a joint venture with Marcopolo S.A. of Brazil, and introduced low-floor buses in the Indian Market under the name Tata Marcopolo Bus. Recently, it has acquired British Jaguar Land Rover (JLR), which includes the Daimler and Lanchester brand names.

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Manickbag Automobile Pvt Ltd Company profile

Tata Motors Limited is India's largest automobile company, with consolidated revenues of INR 1,23,133 crores (USD 27 billion) in 2010-11. It is the leader in commercial vehicles in each segment, and among the top three in passenger vehicles with winning products in the compact, midsize car and utility vehicle segments. The company is the world's fourth largest truck manufacturer, and the world's third largest bus manufacturer. The company's over 25,000 employees are guided by the vision to be ''best in the manner in which we operate, best in the products we deliver, and best in our value system and ethics.'' Established in 1945, Tata Motors' presence indeed cuts across the length and breadth of India. Over 6.5 million Tata vehicles ply on Indian roads, since the first rolled out in 1954. The company's manufacturing base in India is spread across Jamshedpur (Jharkhand), Pune (Maharashtra), Lucknow (Uttar Pradesh), Pantnagar (Uttarakhand), Sanand (Gujarat) and Dharwad (Karnataka). Following a strategic alliance with Fiat in 2005, it has set up an industrial joint venture with Fiat Group Automobiles at Ranjangaon (Maharashtra) to produce both Fiat and Tata cars and Fiat powertrains. The company's dealership, sales, services and spare parts network comprises over 3,500 touch points; Tata Motors also distributes and markets Fiat branded cars in India. Tata Motors, the first company from India's engineering sector to be listed in the New York Stock Exchange (September 2004), has also emerged as an international automobile company. Through subsidiaries and associate companies, Tata Motors has operations in the UK, South Korea, Thailand, Spain and South Africa. Among them is Jaguar Land Rover, a business comprising the two iconic British brands that was acquired in 2008. JLR supports two state of the art engineering and design facilities and three manufacturing plants (Solihull, Castle Bromwich & Halewood) in the UK. In 2004, Tata Motors acquired the Daewoo Commercial Vehicles Company, South Korea's second largest truck maker. The rechristened Tata Daewoo Commercial Vehicles Company has launched several new products in the Korean market, while also exporting these products to several international markets. Today two-thirds of heavy commercial vehicle exports out of South Korea are from Tata Daewoo. In 2005, Tata Motors acquired a 21% stake in Hispano Carrocera, a reputed Spanish bus and coach manufacturer, and subsequently the remaining stake in 2009. Hispano's presence is being expanded in other markets. In 2006, Tata Motors formed a joint venture with the Brazil-based Marcopolo, a global leader in body-building for buses and coaches to manufacture fully-built buses and coaches for India and select international markets. In 2006, Tata Motors entered into joint venture with Thonburi Automotive Assembly Plant Company of Thailand to manufacture and market the company's pickup vehicles in Thailand. The new plant of Tata Motors (Thailand) has begun production of the Xenon pickup truck, with the Xenon having been launched in Thailand in 2008. Tata Motors (SA) (Proprietary) Ltd., Tata Motors' joint venture with Tata Africa Holding (Pty) Ltd., has its assembly plant in South Africa at Rosslyn, north of Pretoria, in the Gauteng Trident Institute of Management Sciences Page 9

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province of South Africa. The plant can assemble, from semi knocked down (SKD) kits, light, medium and heavy commercial vehicles ranging from 4 - 50 tonnes. Tata Motors is also expanding its international footprint, established through exports since 1961. The company's commercial and passenger vehicles are already being marketed in several countries in Europe, Africa, the Middle East, South East Asia, South Asia, CIS, Russia and South America. It has franchisee/joint venture assembly operations in Bangladesh, Ukraine, and Senegal. The foundation of the company's growth over the last 65 years is a deep understanding of economic stimuli and customer needs, and the ability to translate them into customer-desired offerings through leading edge R&D. With over 4,500 engineers and scientists, the company's Engineering Research Centre, established in 1966, has enabled pioneering technologies and products. The company today has R&D centres in Pune, Jamshedpur, Lucknow, Dharwad in India, and in South Korea, Spain, and the UK. It was Tata Motors, which developed the first indigenously developed Light Commercial Vehicle, India's first Sports Utility Vehicle and, in 1998, the Tata Indica, India's first fully indigenous passenger car. Within two years of launch, Tata Indica became India's largest selling car in its segment. In 2005, Tata Motors created a new segment by launching the Tata Ace, India's first indigenously developed mini-truck. In January 2008, Tata Motors unveiled its People's Car, the Tata Nano, which India and the world have been looking forward to. The Tata Nano has been subsequently launched, as planned, in India in March 2009. A development, which signifies a first for the global automobile industry, the Nano brings the comfort and safety of a car within the reach of thousands of families. Designed with a family in mind, it has a roomy passenger compartment with generous leg space and head room. It can comfortably seat four persons. Its mono-volume design will set a new benchmark among small cars. Its safety performance exceeds regulatory requirements in India. Its tailpipe emission performance too exceeds regulatory requirements. In terms of overall pollutants, it has a lower pollution level than two-wheelers being manufactured in India today. The lean design strategy has helped minimise weight, which helps maximise performance per unit of energy consumed and delivers high fuel efficiency. The high fuel efficiency also ensures that the car has low carbon dioxide emissions, thereby providing the twin benefits of an affordable transportation solution with a low carbon footprint. In May 2009, Tata Motors ushered in a new era in the Indian automobile industry, in keeping with its pioneering tradition, by unveiling its new range of world standard trucks called Prima. In their power, speed, carrying capacity, operating economy and trims, they will introduce new benchmarks in India and match the best in the world in performance at a lower life-cycle cost. In October 2010, Tata Motors launched the Tata Aria, the first Indian four-wheel drive crossover. The Tata Aria redefines several benchmarks with its design and technologies, offering class leading features that take comfort and safety to a new height. Trident Institute of Management Sciences Page 10

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Tata Motors is equally focused on environment-friendly technologies in emissions and alternative fuels. It has developed electric and hybrid vehicles both for personal and public transportation. It has also been implementing several environment-friendly technologies in manufacturing processes, significantly enhancing resource conservation. Through its subsidiaries, the company is engaged in engineering and automotive solutions, construction equipment manufacturing, automotive vehicle components manufacturing and supply chain activities, machine tools and factory automation solutions, high-precision tooling and plastic and electronic components for automotive and computer applications, and automotive retailing and service operations. Tata Motors is committed to improving the quality of life of communities by working on four thrust areas employability, education, health and environment. The activities touch the lives of more than a million citizens. The company's support on education and employability is focused on youth and women. They range from schools to technical education institutes to actual facilitation of income generation. In health, our intervention is in both preventive and curative health care. The goal of environment protection is achieved through tree plantation, conserving water and creating new water bodies and, last but not the least, by introducing appropriate technologies in our vehicles and operations for constantly enhancing environment care. With the foundation of its rich heritage, Tata Motors today is etching a refulgent future.

Profile
Vision: To develop TATA into a world class Indian car brand for innovative and superior value vehicles. World class in: Product appeal and styling clean, contemporary lines and shape. Interior space and passenger comfort. Quality and reliability.
Superior value in offering: Lowest ownership cost. Relevant cost effective technology. More content at same price point as competition.

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Mission: To, Be the most admired multi-national Indian car company producing vehicles that people love to buy. Create an organization that people enjoy working for, doing business with and investing in. Tata Motors Limited, formerly known as TELCO (TATA Engineering and Locomotive Company), is Indias largest passenger automobile and commercial vehicle manufacturing company. It is also the world's 5th largest commercial vehicle manufacturer. It is part of the Tata group. Tata Motors is widely credited for putting India on the automotive map by designing and developing its own range of cars.

Area of Business:
Tata Motors' product range covers passenger cars, multi-utility vehicles as well as light, medium and heavy commercial vehicles for goods and passenger transport. Seven out of 10 medium and heavy commercial vehicles in India bear the trusted Tata mark. The company developed India's first indigenously developed light commercial vehicle, India's first sports utility vehicle and, in 1998, the Tata Indica India's first indigenously manufactured passenger car. Within two years of launch, Tata Indica became India's largest selling car in its segment.

Passenger Car Business Unit: The company's passenger car range comprises the compact car Indica, the midsize Indigo and Indigo Marina in both petrol and diesel versions. The Tata Sumo, the Tata Safari and its variants are the company's multi-utility vehicle offerings. In addition to the growth opportunities in the domestic market, the company is pursuing growth through acquisitions. In 2004, it acquired the Daewoo Commercial Vehicle Company, Korea's second-largest truck maker, now named Tata Daewoo Commercial Vehicles Company. In 2005, Tata Motors acquired a 21-per cent stake in Hispano Carrocera, a reputed Spanish bus and coach manufacturer, with an option to acquire the remaining stake as well.

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Research and Development: Tata Motors invests approximately up to 2 per cent of its annual turnover on research and development, with an emphasis on new product / aggregates development and technology up gradation. Its Engineering Research Center in Pune employs over 1,400 scientists and engineers and has India's only certified crash-test facility and hemi-anechoic chamber for testing of noise and vibration. The company also draws on the resources of leading international design and styling houses like the Institute of Development in Automotive Engineering, SPA, Italy, and Stile Bertoni, Italy. The company has also been implementing several environmentally sensitive technologies in manufacturing processes and uses some of the world's most advanced equipment for emission checking and control. Environmental Responsibility: Tata Motors has leads the Indian automobile industry's anti-pollution efforts through a series of initiatives in effluent and emission control. The company introduced emission control engines in its vehicles in India before the norm was made statutory. All its products meet required emission standards in the relevant geographies. Modern effluent treatment facilities, soil and water conservation programmers and tree plantation drives at its plant locations contribute to the protection of the environment and the creation of green belts. Global Competition: Tata Motors have some distinct advantages in comparison to other MNC competitors. There is definite cost advantage as labor cost is 8-9 per cent of sales as against 30-35 per cent of sales in developed economies. Tata motors have extensive backward and forward linkages and it is strongly interwoven with machine tools and metals sectors. India is an excellent source for IT based engineering solution for products & process Integration. There are strong supporting industries Exports: Tata Motors' vehicles are exported primarily to Europe, Africa, the Middle East, South and South East Asia and Australia. The company also has assembly operations in Malaysia, Bangladesh, Ukraine, Kenya and Russia. Over the years, the company has received more than 50 awards from the government of India's Engineering Export Promotion Council, for its export initiatives.

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Awards
Jaguar Land Rover wins two "best of auto show" awards from Autoweek magazine at 2011 Frankfurt Motor Show... Tata Motors Lucknow plant wins Greentech Environment SILVER AWARD 2011... TATA Motors Ltd has been selected as the winner of Golden Peacock Award for Corporate Social Responsibility for the year 2011... Lucknow Plant wins Rajiv Gandhi National Award for 2009... Tata Nano bags the Gold Prize in the 2010 Edison Awards...
Land Rover Discovery 4 named best 4X4 at the 'What Car Awards 2010'... National Energy Conservation Award 2009 for Pantnagar Plant...

Tata Motors bags the NDTV Profit Business Leadership Award 2008... Tata Motors receives Uptime Champion Award 2007... Tata Motors has been chosen as India's Most Trusted Brand in cars in a Readers Digest-AC Nielsen consumer graph in 2006. Tata Motors' mini-truck, Ace, which has created an all-new category in the commercial vehicles market, received the BBC-Top Gear' Design of the Year 2006. The company's Starbus low-floor city bus and the Novus heavy truck were adjudged second and third respectively. The Commercial Vehicle Business Unit won the CII-Exim Bank Award for 2005 for Business Excellence, for being a role model of excellence in management. The award particularly recognises excellence in the management of quality as a fundamental process. The two divisions of the company also won the Tata Group's JRD QV Awards for Business Excellence in 2005. The Jamshedpur plant and the car plant at Pune received the Union Ministry of Power's National Energy Conservation Award, which recognise significant initiatives to reduce energy intensity and improve energy efficiency. The Jamshedpur plant won the award for the fourth year in a row. The Commercial Vehicle Business Unit and the Passenger Car Business Unit also received the CII's National Award for excellence in energy management. The Foundry Division at the Pune plant received the Gargi Huttenes Albertus Green Foundry of the Year Award.

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For the second consecutive year, Auto Monitor as the Commercial Vehicle Manufacturer of the Year rated Tata Motors for 2006. The Commercial Vehicle Business Unit won the CII-Exam Bank Award for 2005 for Business Excellence, for being a role model of excellence in management. The award particularly recognizes excellence in the management of quality as a fundamental process. The two divisions of the company also won the Tata Group's JRD QV Awards for Business Excellence in 2005. The Jamshedpur plant and the car plant at Pune received the Union Ministry of Power's National Energy Conservation Award, which recognize significant initiatives to reduce energy intensity and improve energy efficiency. The Jamshedpur plant won the award for the fourth year in a row. The Commercial Vehicle Business Unit and the Passenger Car Business Unit also received the CII's National Award for excellence in energy management. The Foundry Division at the Pune plant received the Gargi Huttenes Albertus Green Foundry of the Year Award. Manufacturing: Tata Motors owes its leading position in the Indian automobile industry to its strong focus on indigenization. This focus has driven the Company to set up world-class manufacturing units with state-of-the-art technology. Every stage of product evolution-design, development, manufacturing, assembly and quality control, is carried out meticulously. Our manufacturing plants are situated at Jamshedpur in the East, Pune in the West and Lucknow in the North.
Jamshedpur:

this was the first unit of the company established in 1945 and is spread over

an area of 822 acres. It consists of 3 divisions - truck, engine (including the gear box division) and axle. the divestments in march 2000. Pune: the pune unit is spread over 2 geographical regions- pimpri (800 acres) and chinchwad (126 acres). it was established in 1966 and has a production engineering division.

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Lucknow: established in 1991 and covering an area of 600 acres, the lucknow plant was established to assemble medium commercial vehicles (mcvs) to meet the demand in the northern indian market. in 1995, the unit started manufacturing bus Products: Passenger Cars- Indica, Indigo,Indigo manza,aria.sumovikta. Utility Vehicles- Safari, Sumo,Aria,Sumo gold,Nano. Trucks- NOVUS and others. Bus-Starbus, Globus and others. Defense Vehicle

TATA MOTORS PRODUCTS:

AVAILABLE MODELS Tata Nano Rs. 1,48,862 Check on-road price

Tata Indica V2 Xeta

Rs. 2,87,747 Check on-road price

Tata Indica V2

Rs. 3,57,858 Check on-road price

Tata Indica Vista

Rs. 3,98,617 Check on-road price

Tata Indica eV2

Rs. 4,11,091 Check on-road price

Tata Venture

Rs. 4,23,934 Check on-road price

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Tata Indigo eCS

Rs. 4,54,039 Check on-road price

Tata Sumo

Rs. 5,30,438 Check on-road price

Tata Manza

Rs. 5,51,233 Check on-road price

Tata Sumo Grande MK II

Rs. 6,73,036 Check on-road price

Tata Winger

Rs. 7,20,264 Check on-road price

Tata Xenon XT

Rs. 7,91,839 Check on-road price

Tata Safari

Rs. 7,94,078 Check on-road price

Tata Aria

Rs. 11,73,245 Check on-road price

Tata Nano Hybrid (Launching Soon) Trident Institute of Management Sciences Page 17

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SEGMENT AND BRANDS: PRODUCTS BRANDS Passenger Indica V2 Tata Indigo CS Cars Indigo SX Indica V2 Turbo Indigo XL Tata Nano Utility Safari Dicor Sumo Victa Vehicles Trucks All types of Medium & Heavy Commercial Vehicles Buses Starbus Globus Indigo Marina Indica V2 Xeta Tata Sumo Grande Tata Indicruz New

Defence

SFC 407 Turbo Mini- bus LPO 1510 CGS bus LP 407 Turbo Mini- bus LP 709 E Turbo Bus (CNG bus) LP / LPO 1512 TC Turbo LP / LPO 1512 TC LP / LPO 1510 Bus Turbo Bus LPO 1610 TC RE Semi Low LPO 1616 TC Luxury LP 1109 Bharat Floor Bharat Stage - II Bus Bharat Stage - II Bus Stage II Tata 407 (4 x 4) Soft Top Troop Tata 407 / (4 x2) Hard Tata LPTA 713 TC Carrier Top Troop Carrier (4 x4) Tata LPT 709 E Hard Top Tata LPTA 1615 Tata SD 1015 TC (4 x4) Troop Carrier TC (4 x 4)

Key Competitors: For Passenger Cars: Maruti Suzuki India Hyundai Motor Company Honda Toyota

For Utility Vehicles: Maruti Suzuki India Swaraj Mazda Mahindra & Mahindra Ltd Light Commercial Vehicles: Mahindra & Mahindra Ltd Ashok Leyland

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SWOT ANALYSIS OF TATA MOTORS Strengths: The Nano is Tatas iPod. Great engineering and design in a rules-breaking product that has generated global awareness and admiration The brand is very well established in the economy segment Tatas management is strengthened by the collective experience of its partners and acquired companies this includes general management, marketing, sales and operations Tatas buying power is enhanced and leveraged through its size Tata is making smart acquisition and partnering decisions so far. Local management teams remain in place vs. installing Tata leaders from afar. 1+1 = 3 seems to be working so far.

Weaknesses: Tata Motors is not well positioned in the luxury segment. This is not a problem during recessionary times but a lack of diversification can hurt during better times Most of the automobiles Tata manufactures are based on older platforms The Companys manufacturing practices trail competitors

Opportunities: The Nano could sell well in other geographic markets. Expanding markets such as China may find the Nano just the answer Jaguar and Land Rover provide Tata with an opportunity to establish itself in the luxury segment

Threats: Powerful competitors for the luxury market including Honda, Toyota, Ford and Mercedes-Benz are beginning to push into the Indian market Tatas competitive price advantage will be under pressure as environmental regulations are tightened Rising material costs will create pressure to increase prices There is a trending rise in diesel fuel costs which will hurt Tatas line of products.

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MANICKBAG AUTOMOBILES PVT. LTD. Company Profile (Sister Branch) Name Type Founded Key Peoples : Manickbag Automobiles Pvt. Ltd. : Dealership Firm

: 2007 : 1.Dr. Shree Shah. 2. Dr. Sheel Mriji : 200 Employees : Manickbag Automobiles Pvt. Ltd Regd. Office: 691,Bemciel Industrial Estate Nh 4a, Khanapur Road, Uyambag Belgaum-590008 : Belgaum : 0831-4219999 : 0831-4219901 : [email protected]

Staff Strength Location

Main Branch Phone Fax E-Mail VISION:

To set a benchmark as an undisputed leader in the field of Automobiles (Sales & services) by making our people and Organization innovative, responsive, flexible & tailor make our practices to cater to the needs of business society by striving towards continuous excellence. MISSION: To delight our esteemed customers, employees and shareholders through quick & quality services by relentlessly exhibiting appreciable performance & reach the pinnacle of success. GOAL: To leverage the best of talent and get appreciated as an admired employer & services provider.

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History of Manickbag Group: Two families, Shri, Dharmappa Mirji and Shri, Manickchand shah founded Manickbag Group in the year 1920. The name Manickbag was adopted because it was started on a land, which was donated by one Mr.Manickchand P. Zaveri of Bombay to jain boarding and it, was full of bamboo jungle and hence the area was known as Manickbag. When we delve in to the history of this magnificent Group, one is stunned by its performance, efficiency, simplicity and character. Like the grand Himalayas, this Group has remained like a solid rock overbearing the automotive sales and services facilities for decades. Another specially of this group is all the partners/director themselves involve and take full interest in day-to-day activities an customer contacts and have full knowledge of dealerships. Absolute Honesty and hard work is the motto of this organization that has been the only tradition set by the pioneers of the two families. Initially, they started a Rice Mill in1920 at Belgaum soon in 1930 they diversified to Manickbag soap factory. Due to some policy matter it was closed in 1935, they started an edible oil mill at Belgaum this group believes in honesty and quality so they were successful in producing the product, which was accepted abroad also Manickbag oil mills exported the groundnut oil. In the year 1950 two young family members turned their focus to the business. Manickbag owned a few petrol-fueled trucks, so to maintain these trucks small workshop was started as Manickbag Engineers. Soon Diesel engines came in market. Taking advantage of this opportunity Manickbag Engineers started converting petrol trucks in to diesel by changing the engine assembly. Simpsons was the leading manufacturer of diesel engine then and they offered the dealership for their engines to Manickbag in the year 1951. The MICO dealership was acquired in 1956. At same time Ashok Leyland sub dealership under sundram motors was taken in 1956 in name of Manickbag Automobiles. Then for engine rebuilding a full-fledged Machine shop was started. In the year 1965 separate firm as Manickbag diesel started exclusive for Mico product and Manickbag Garage and Industries for Machine shop and Leyland service for repairs service of Leyland vehicles.

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Manickbag Automobile Pvt Ltd

In the year 1974 a branch of Manickbag Diesels for MICO was opened in Bijapur. In the year 1984 Manickbag Automobiles opened a branch for Ashok Leyland at Hubli. In the year 1980 Sundram Clayton TVS Moped dealership was taken. The TVS Motor Co Ltd [Ind-Suzuki] motorcycle dealership was started on 28-5-1984 in Manickbag Engineers. Further branches were opened at Bijapur and Ankola. In 1991 Manickbag Automobiles shifted from Ashok Leyland to TATA MOTORS. They got dealership for TELCO, now TATA MOTORS vehicles and spare parts for North Karnataka region, and hence had to give up the sub-dealership of Ashok Leyland. And in the year 1993 under its sister concern Manickbag Industries they got appointed for SESA-GOA agency. In the year 1995-1996, Manickbag was awarded BEST DEALER of TVS SUZUKI for Karnataka and Goa. And in the succeeding year 1996-1997, TVS SUZUKI was awarded the Best service-providing dealer for Karnataka and Goa region. These landmark achievements show the companys strategy towards the customer i.e. TO SERVE BETTER.The Manickbag has grown rapidly and today seven sister concerns and many branches outside Belgaum are operating. The sister concerns are as follows: Manickbag Automobiles Pvt. Ltd. Manickbag Engineers. Manickbag Services Manickbag Oil mills. Manickbag Industries. Manickbag diesel, Manickbag Garage

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Manickbag Automobile Pvt Ltd

INFRASTRUCTURAL INFORMATION:
The area covered by Manickag Automobiles is 1000sqft. Location advantages. The showroom is strategically located opposite to NH-4 Khanapur Road Udyambag. Computerized Machinery facilities. Manickag Automobiles having good service center because they using computerized machinery First Aid Facility. Manickag Automobiles having first aid facility in showroom.

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Manickbag Automobile Pvt Ltd

BOARD OF MANAGEMENT Mr. Shashikant Mirji [chairman] Mr. Ashok Mirji [Executive Director] Mr. Bhushan Mirji [Executive Director] Mr. Sheel Mirji [Executive Director] Mr. Ramesh shah [Executive Director] Mr. Sarang Shah [Executive Director] Mr. Sanjot Shah [Executive Director] Mr. Ashok Shah [Executive Director]

PRESENT BUSINESS LINES: Hindustan Petroleum Simpson MICO Kirloskar Bearings Tvs Motor Co. Sesa Goa. Pig iron Tata Motors --- Since 1950 --- Since 1951 --- Since 1956 --- Since 1975 --- Since 1980 --- Since 1990 --- Since 1992

It has its branches operating at following places in Karnataka Head office: Belgaum Branches: Hubli, Bijapur, Gokak, Ankola, Gulbarga Manickbag Automobiles was converted into private Ltd. Company on April 1. 2002

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Manickbag Automobile Pvt Ltd

PRODUCT PROFILE

Indica V2

Sumo victa.

Tata Safari

Indica Vista

Tata Indigo Sx
Tata Nano

Aria Somu Gold

Competitors: Shantesha Motors ( Maruti-Suzuki cars) Nagshanti Motors (Hyundai cars) Shodha Motors Volkswagen cars. Patson motors Belgaum for Ford motors. (Toyota cars)

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Manickbag Automobile Pvt Ltd

The MCKINSEY 7-S Framework: The 7-S framework was developed by McKinney
Company, a very well known management consultancy firm. It aimed to diagnose the causes company problems and to formulate programs for improvement.

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Manickbag Automobile Pvt Ltd

SUPER ORDINATE GOALS: The super ordinate may be considered to be company purposes. The super ordinate of Manickbag automobiles pvt.Ltd, as follows. To attain the No 1 position in the leading market. To lead the organization towards improved performance.

SYSTEM: Company structure refer s to relatively to more durable arrangement and relationship. It like the skeleton of the whole company. The structure of the manickbag Automobiles Pvt.Ltd. consists of different departments. Manickbag automobiles pvt.Ltd is having sales dept,bodyshop dept, customer relation dept, spares dept etc departments through which the routine activities have been carried out as per the planned schedule. Each department has been assigned with different activities the department heads and other staff carries out these activities. STRUCTURE: It prescribes the formal relationship among various position and activities. The structure at manickbag automobiles is department based. Hence there is no rigid structure manickbag automobiles comprises of two section viz.CVD section and PCD section. CVD stand for Commercial dealer and PCD stands for Passenger car dealer. My study was confined to only PCD section.

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Manickbag Automobile Pvt Ltd

ORGANIZATION STRUCTURE Dealer Principal /Owner

General Manager (Sales)

GM or Head (Customer Support)

Customer Relation manager

Work shop manager

Body shop manager

Spares manager

Quality Auditor

Warranty incharger/PDI

Inhouse Trainer(ttp)

Admin Security sweeper

1 team 10 vehicles

Workshop sales

Dentor Beater-3 CRO Service adviser

TM-A

Counter sales TM

Job controller

Team A L2(4)
TL A (2)L1

Wheel aliment / balance Oil / Filter change Washing & Vacuuming TM Housekeeping& Cleaning TM
Accessories Fitment team

Painters-3

Field salesman

Service adviser
TM-B

Team B L2(4) TL B (2)L1 Team C L2(4) TL C (2)L1 Team D L2(4) TL D (2)L1

Antirust Treatment team

Accountants

Technicins-3 Teams

Service adviser
TM-C

Service adviser
Quick TM

Car derailing TM

Service market officer Reception/Tele phone operator

Front office Team

Work Shop Teams

Spares support/Mktg Team

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Manickbag Automobile Pvt Ltd

DEPARTMENTS STUDY: Dealer Principal /Owner: This firm is Partnership firm between Mr Dr. Shree Shah Mr Dr. Sheel Mriji, the dealership founded in April 2007. Marketing department: This department Head Mr, M.G.Hiremath his handling all sales targets in his under 4 teams each team 6 employee will working. each team have 1 team leader. 1. Ashvin Manjraker 2. Sohel Pashapuri 3. Raseen Rajapuri 4. Kunal Garadi They are the team leaders sales manager receives the every months target which he allocates to all teams how much sales achieve to this month all models. They will give report to the manager every week how much sales there teams done.

GM or Head (Customer Support): This department head Mr .Dr shree shaha is main person handling all the activities of the customer support and his under all the main departments comes his under. 1. Customer relation Manager.(asst. Mr. Khalid). 2. Workshop Manager. 3. Body shop Manager. 4. Spare part Manager. (Somesh Indhannur). (Mr.Gogakar). (Mr. Prashant).

Customer relation Manager: In Mr. Khalid his under 7 sub departments handling 1.CRO. 2.SAT(a) 3.SAT(b). 4.SAT(c), 5.SAT(quick). 6. Service Market officer 7. Receptionist &Telephone operator.

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Manickbag Automobile Pvt Ltd

Workshop Manager: In this department Mr . Somesh Indhannur is head & Asst. Mr.Samit salgudi and 5 sub department are there. 1. Quality auditor. 2. Warranty service / PDI (prie delivery inspector). 3. In house trainer (TTP). 4. Admin security.

5. Job controller In this sub department Job Controller is handling all the activities Technicians teams in his under 4 teams comes each team 1 team leader in L2 and L1 levels and in L2 levels 4 technicians and L1 level 2 employee accounts & Electrocutions. each team handle per day 30 Vehicle service. Body shop Manager: In department 5 sub departments are there. 1. 1 team 10 vehicles. 2. Team leaders. 3. Dent Beater. 4. Painter. 5. Technicians In this departments in dent beater head Mr.Gogakar and painter head Mr. Manohar remaining all are some technician and halpers. Spare part Manager: in this department Mr. Prashant and Prajval they are handle all activities of spares departments.

STYLE: Style is one of the seven levers, which top manager can use to bring about company change. Companies differ from each other in their style of working. The style of a company becomes evident through the patterns of actions taken by members of the top management team over a period of time. The Manickbag Automobiles is practicing to acquire a large market share by taking a lead in the present line of business.

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Manickbag Automobile Pvt Ltd

STRATEGY: It refers to the long term and short term plans of the company. Test drive door to door. Events of new models. Customer meeting every month. Telephones calling to customer give new car information. Conduct every year Exchange mela. Give training SKILLS: The term skills include those characteristics, which most people use to describe a company. Companies have strengths in a number of area but their key strengths or dominant skills are few. The dealer is having good man power but very less employee having good skills because of that every 6 month dealer conducting training to improve the employee skills and they will give opportunity to their employee to their new idea and manickbag will good employee welfare facility to their employees. STAFF: Staffing is the process of acquiring human resources for the company and ensuring that they have the potential to contribute to the achievements of the companys goals. Manickbag Automobiles has been able to secure the services of experienced and energetic young staff to ensure better control and smooth functioning of daytoday transactions. The personnel are recruited based on qualification and experience and are trained. The human resource for entire Manickbag Group of concerns is 1200 employees.

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Manickbag Automobile Pvt Ltd SWOT ANALYSIS:

S-STRENGTHS: Market reputation. Young and competitive man power. Good Employee Welfare facility.

W- WEAKNESSES: Lack of adequate infrastructure facility. Decision making process is very slow.

O-OPPORTUNITIES: Almost all the global players have entered in the Belgaum market. Can enhance their sales by acquiring dealership of more consumer durables.

T- THREATS: The changing government policies. High Market Competition.

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Manickbag Automobile Pvt Ltd LEARNING EXPERIENCE:

It was nice experience working under the leading Automobile sector of India. I got a overall picture according to my requirement & came to know a lot of practical things which was invisible before. I got a favorable company from the management of Manickbag Automobiles pvt.Ltd, Belgaum. Interacting to the customers was a pleasant experience. I also got an opportunity to participate in the operations of Manickbag Automobiles pvt.Ltd, which gave me an immense pleasure. To work in Exchange mela to know the preferences of customers it was a wonderful experience; it helped me apply the theoretical aspects of selling in practical manner. Manickbag Automobiles pvt.Ltd is doing well in Belgaum, but also the competitors have started emerging with the similar formats. Thus a small & innovative recommendation discussed above can enhance the brand image as well as help in retaining the customers. This report is under the boundary of 100 responses which is a very small part of Belgaum population, but I have tried my level best to throw lights on the important aspects of customer perception & expectation. I heartily thank all the employees of Manickbag Automobiles pvt.Ltd & the management for facilitating for my studies. I also thank all customers who gave me valuable information about my survey, which helped me as well as the company to serve you in best possible ways.

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LITERATURE REVIEW
The presented herewith is on the topic A Study on Changing Preferences of Consumers In Buying Car conducted for Manickbag Automobiles, Belgaum. The project report focuses on, changing preferences of consumers of Manickbag Automobile, A four wheeler showroom in Belgaum city. Consumers preference towards a product or service always will not remain invariable. It changes with passage of time. It is very much dependent on the consumers prior experience with the same or similar product.

The Indian market, one of the most promising in the world, is fast evolving. So is the Indian consumer, across all socioeconomic strata, regions and town classes. Rising incomes, multiple income households, exposure to international lifestyles and media, easier financial credit and an upbeat economy are enhancing aspirations and consumption. In these fast changing times, it becomes imperative for companies reaching out to the Indian market, to catch the pulse of the Indian consumer. Consumer Trends in Buying of Car is a step in that direction - to gain a better understanding of the consumer behavior and get key insights into issues like: What does the Consumer want to buy? How is he paying for her purchases? How much is she willing to travel to get one-stop shopping options? Is she discount driven enough to wait for promotions or markdowns? This is an attempt to bridge these gaps and is a resource that brings together information pertaining to the car market. The study truly reflects the changing dynamics of Indian consumer behavior.

Knowing the consumer preferences would be of great help to the marketer. They are gradually replacing the old business strategies by a new wave of dynamic, fashion-conscious strategies that serve to get brands recognized in an increasingly fast-paced and savvy consumer market. The manufacturers are striving for trendy-looking cars as a way to draw buyers who once may have been sold on power, performance, warranties or amenities.

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Manickbag Automobile Pvt Ltd

The preferences of the consumers are changing so rapidly that the marketer are put to make great efforts to be in pace with them. This study focuses on the identification of present consumer preferences with respect to the cars. It also indicates new consumer attitudes towards the vehicles they are purchasing.

The scope and depth of this study is to explore new and evolving preferences within the retail side of the automotive industry. It involves the, web usage, changing preference of the consumer concerning the communication with the dealer and trend in the customer loyalty. It also explores the environmental issues including fuel efficient vehicles. The scrutiny of all these aspects reflects todays automotive landscape and provides the dealers with the knowledge about the trend in the market according to which he can modify or change the activities to respond to the market profitably.

Buying a car used to be a simple process: A consumer would check out some ads, talk to a few friends and head into the dealer for more information. Today that process has grown more complex, as consumers increasingly rely on new tools such as the Internet, blog sites, Web forums and online social networks. This increased sophistication has resulted in changing buying patterns as well as a shift of power in favor of the consumer. Keeping up with the pace of change isnt easy for many vehicle manufacturers and dealers.

Interestingly, significant commonalities are found among responses obtained by graphing the consumers. This report highlights these results and hence provides certain useful recommendations to the dealer and also to the manufacturer to some extent. The executive summary provides an overview of key findings from the study, and the sections that follow offer more in-depth data and analysis. The automotive world today is changing; consumers are changing, establishing and retaining loyalty among todays knowledgeable and fickle consumers is more challenging than ever and the speed of change is continuing to accelerate. My hope is that the study will provide automotive companies with insights that can help them respond faster and more effectively to these changes. Trident Institute of Management Sciences Page 35

Manickbag Automobile Pvt Ltd

RESEARCH METHODOLOGY STATEMENT OF PROBLEM AND OBJECTIVES Statement of Problem: To study the Changing Preferences of Consumers in Buying Car Need for the Study: Through this project, the sales and operation manager want to know the Changing Preferences of Consumers In Buying Car and to analyze the changing trend by the feedback of the customers. To know the quality of product, and improvement to be made in the product & service provided by Manickbag Automobile. Scope of the study: The outcomes of this project would give the organization a clear understanding about the Changing Preferences of Consumers In Buying Car and also to understand what the problems faced at the time of buying car. With the help of this study report the organization come to know the customer feedback and make improvements in the required area.

Objectives of the Study: To identify the trend in ownership of the cars. To spot the consumer trend in searching information and required speed of response from dealer to consumer query. To study importance of various factors like brand, color, size, model etc., in consumers choice of car. To find out the factors motivating consumer loyalty towards brand. To identify the consumer interest to go green. To recognize the consumers likelihood to purchase car over the internet online. To provide the dealership with suggestions so that it can be in pace with the changing trend of consumer.

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Manickbag Automobile Pvt Ltd

RESEARCH DESIGN Primary Data: It is the original source of data collected by me. In this study primary source of data collection was carried out using a structured Questionnaire. Primary data was collected from 100 respondents in Belgaum City. The data was collected through Personal Interview using a Structured Questionnaire Secondary Data: The researcher uses already collected data; it is called as secondary source. The major sources of secondary data are as follows: Collected through Internet. News papers and Magazines. Records, Reports. Research Approach: Graph method was used for carrying out the research. The graph was conducted for 2 weeks. The respondents were meet directly and asked questions. The collected information was recorded in the questionnaire. The fieldwork provides various information about the problem under consideration. Sample Plan: Sample Area: Belgaum city. Sample Unit: Car owners in Belgaum. Sample Size: 100 Sample Techniques: Convininance sampling.

DATA ANALYSIS: Data analyses are tabulated using SPSS analysis software and excel spreadsheet. Then the data has been analyzed and represented in the form of Graphical method.

Limitations of Study The study was carried out only in Belgaum city. Hence, the consumer trend obtained may not be applicable at other geographic regions.

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Manickbag Automobile Pvt Ltd

ANALYSIS & INTERPRETATION 1). Do you own car/if yes how many?

Valid

Frequenc y one 60 tw o 25 more than tw o 15 Total 100

Percent 60.0 25.0 15.0 100.0

Valid Percent 60.0 25.0 15.0 100.0

Cumulativ e Percent 60.0 85.0 100.0

Graph 1

70

60

60

50

40

30 25

20

Frequency

10 0 on e two

15

mo re th an two

Interpretation: From above graph out of 100 Respondents, 60 % of the respondents own one car, 25% respondents have two cars, 15% respondents have more than two cars.

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2). To what extent do you agree with the statement that, The Car You Drive Reflects Your Societal Status?

Valid

Strongly agree Agree neither agree or disagree Disagree Strongly disagree Total

Frequency 19 44 19 11 7 100

Percent 19.0 44.0 19.0 11.0 7.0 100.0

Valid Percent 19.0 44.0 19.0 11.0 7.0 100.0

Cumulative Percent 19.0 63.0 82.0 93.0 100.0

Graph 2

50

40

44

30

20 19 19

Frequency

10

11 7

0 Stron gly agre e Agree ne ither agree or d is Disag ree Stron gly disa gree

Interpretation: From above graph out of 100 Respondents, 44% Respondents said that agree with the statement,19% Respondents said that strongly agree statement,19% Respondents said that neither agree or Disagree statement,11% Respondents said that disagree statement,7% Respondents said that strongly disagree statement.

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3) How frequently do you change your car?

How fre que ntly do you change the car Cumulativ e Percent 15.0 50.0 100.0

Valid

Frequenc tly Occ asionally Rarely Total

Frequenc y 15 35 50 100

Percent 15.0 35.0 50.0 100.0

Valid Percent 15.0 35.0 50.0 100.0

Graph 3

60

50

50

40 35 30

20

Frequency

15 10

0 Frequenctly Occasionally Rarel y

Interpretation: From above graph Out of 100 Respondents, 50% Respondents said that Rarely Change the car, 35% Respondents said that occasionally Change the car,15% Respondents said that Frequently Change the car.

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4) Which of the following influence would your decision to change car?

Valid

Style and looks Driving and riding comforts fuel efficiency Service and maintenance frequency upgrade technology Exchange offers cash discounts finance schemes(installments) any other reason Total

Frequency 7 6 25 18 18 10 14 1 1 100

Percent 7.0 6.0 25.0 18.0 18.0 10.0 14.0 1.0 1.0 100.0

Valid Percent 7.0 6.0 25.0 18.0 18.0 10.0 14.0 1.0 1.0 100.0

Cumulative Percent 7.0 13.0 38.0 56.0 74.0 84.0 98.0 99.0 100.0

Graph 4
30

25 20 18 18 14 10

Frequency

10 7 6

n o as st re i n r s( he e ot em y ch an s ce an fin s nt ou sc s di r ffe y sh ca e o log ng o n ha ch na xc te te E e in ad a m gr d up an e ic

v er S

D riv le ty S

yc nc g ie in fic rid ef d el n fu a g in s ok

Interpretation: From above graph Out of 100 Respondents,25% Respondents said that Fuel efficiency is influence them to change the car,18% Respondents said that Upgrade technology influence them to change the car,18% Respondents said that Service and maintenance frequency influence them to change the car,14% Respondents said that Cash Discounts influence them to change the car,10% Respondents said that Exchange offers,7% Respondents said that Style and looks,6% Respondents said that Driving and riding comforts,1% Respondents said that Finance schemes,1% Respondents are Any other reason.

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Manickbag Automobile Pvt Ltd

5) What do you usually prefer when changing a car/buying another car for above-mentioned reasons?.

Frequency Valid Buy a new car while maintaining older one buy a new car on selling the older one purchase a used car having above-mentioned features while m above mentioned feature on selling older one Total 29 52 5 14 100

Percent 29.0 52.0 5.0 14.0 100.0

Valid Percent 29.0 52.0 5.0 14.0 100.0

Cumulative Percent 29.0 81.0 86.0 100.0

Graph 5

60

50

52

40

30 29 20

Frequency

10 0 Buy a new car while buy a new car on sel 5 purchas e a used car

14

above mentioned feat

Interpretation: From above graph Out of 100 Respondents, 52 % respondents said that buy a new car on selling the older one, 29% respondents said that Buy a new car while maintaining older one, 14% respondents said that Purchase a used car having abovementioned features while maintaining older one, 5% respondents said that Purchase a used car having above-mentioned features on selling older one.

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6). Specify the speed at which you expect the response from the dealer for your queries?.

Valid

Immediately within one hour within 24 hours within 48 hours Total

Frequency 11 34 36 19 100

Percent 11.0 34.0 36.0 19.0 100.0

Valid Percent 11.0 34.0 36.0 19.0 100.0

Cumulative Percent 11.0 45.0 81.0 100.0

Graph 6

40 36 34 30

20 19

Frequency

10

11

0 Immedi ately within one hour within 24 hours within 48 hours

Interpretation: From above graph Out of 100 Respondents, 36 % respondents said that Within 24 hours dealer response towards customer, 34% respondents said that within one hour dealer response towards customer, 19% respondents said that Within 48 hours dealer response towards customer,11% respondents said that immediately dealer response towards customer.

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7) If you do not get the required information about the car, then you would.

Frequency Valid wait patiently till get the required information change the brand change the dealer change the both opt for compietitors car others actions Total 11 18 45 13 11 2 100

Percent 11.0 18.0 45.0 13.0 11.0 2.0 100.0

Valid Percent 11.0 18.0 45.0 13.0 11.0 2.0 100.0

Cumulative Percent 11.0 29.0 74.0 87.0 98.0 100.0

Graph 7

50

45 40

30

20 18

Frequency

10

13 11 11

0 wait patiently till change the dealer opt for c ompietitors others actions change the brand change the both

Interpretation: From above graph Out of 100 Respondents,45% Respondents said that Change the dealer,18% Respondents said that Change the brand,13% Respondents said that Change both brand and dealer,11% Respondents said that Opt for competitors car,11% Respondents said that Exchange offers,5% Respondents said that Wait patiently till you get the required information.

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8) How would each of the following motivate you to purchasing another car from same dealer?.

Factors Popularity of the dealership name Dealers trust worthiness Service quality Hospitality and friendliness of the sales staff Knowledge of the sales staff Previous Experience Good personalized communication

Motivates Neutral Doesnt Motivate 66% 55% 82% 52% 53% 60% 55% 16% 34% 18% 33% 27% 30% 38% 18% 11% 15% 20% 10% 7%

Graph 8

7 Good personalized communication 10 Previous Experience 20 Knowledge of the sales staff Hospitality and friendliness of the sales staff 0 Service quality 11 Dealers trust worthiness 18 16 0 20 40 15

38

55

30

60

27

53 Doesnt Motivate Neutral Motivates

33

52

18

82 34

55

Popularity of the dealership name

66 60 80 100

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Manickbag Automobile Pvt Ltd

Interpretation: From above graph Out of 100 Respondents, 66% Respondents said that Popularity of the dealership name Motivates them,18% Respondents sais that Popularity of the dealership name Doesnt Motivate them,16% Respondents said Popularity of the dealership name is Neutral. Out of 100 Respondents, 55% Respondents said that Dealers trust worthiness Motivates them, 34% Respondents said that Dealers trust worthiness is Neutral,11% Respondents said that Dealers trust worthiness Doesnt Motivate them. and above graph Out of 100 Respondents, 82% Respondents sais that Service quality motivates them, 18% Respondents said that Service quality is Neutral for them. And above graph Out of 100 Respondents, 52% Respondents said that Hospitality and friendliness of the sales staff Motivates them, 33% Respondents said that Hospitality and friendliness of the sales staff Neutral for them, 15% Respondents said that Hospitality and friendliness of the sales staff Doesnt Motivate them. And above graph Out of 100 Respondents, 53% Respondents said that Knowledge of the sales staff Motivates them , 27% Respondents said that Knowledge of the sales staff is Neutral fir them, 20% Respondents said that Knowledge of the sales staff Doesnt Motivate them. and above graph Out of 100 Respondents, 60% Respondents said that Previous Experience Motivates them , 30% Respondents said that Previous Experience is Neutral for them, 10% Respondents said that Previous Experience Doesnt Motivate them. And above graph Out of 100 Respondents, 55% Respondents said that Good personalized communication Motivates them, 38% Respondents said that Good personalized communication is Neutral for them, 7% Respondents said that Good personalized communication Doesnt Motivate them.

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9). Which type of engine would you prefer?

Valid

petrol Electric Diesel Hybrid Total

Frequency 19 12 52 17 100

Percent 19.0 12.0 52.0 17.0 100.0

Valid Percent 19.0 12.0 52.0 17.0 100.0

Cumulative Percent 19.0 31.0 83.0 100.0

Graph 9

60

50

52

40

30

20 19

Frequency

17 12

10

0 petrol Electric Diesel Hybrid

Interpretation: From above graph Out of 100 Respondents, 52 % respondents are want to prefer Diesel, 19% respondents are want to prefer Petrol, 17% respondents are want to prefer Hybrid, 12% respondents are want to prefer Electric.

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10) Would you prefer to pay extra for extra features?

Valid

Yes No Total

Frequency 61 39 100

Percent 61.0 39.0 100.0

Valid Percent 61.0 39.0 100.0

Cumulative Percent 61.0 100.0

Graph 10

70

60

61

50

40 39 30

20

Frequency

10 0 Yes No

Interpretation: From above graph Out of 100 Respondents, 61% Respondents said yes that they prefer to pay extra for extra feature, 39% Respondents said no.

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11) Would you like to spend more on accessories in your car to make it look more attractive?

Valid

yes No Total

Frequency 72 28 100

Percent 72.0 28.0 100.0

Valid Percent 72.0 28.0 100.0

Cumulative Percent 72.0 100.0

Graph 11

80 72 60

40

28

Frequency

20

0 yes No

Interpretation: From above graph Out of 100 Respondents, 72% Respondents said yes that they would not bother to spend on accessories to make their car look attractive while 28% Respondents said no.

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12). which media do you refer for the information about the cars?.

Valid

TV Print media Internet Finance service broker family and friends automotive magazines Total

Frequency 22 29 6 2 31 10 100

Percent 22.0 29.0 6.0 2.0 31.0 10.0 100.0

Valid Percent 22.0 29.0 6.0 2.0 31.0 10.0 100.0

Cumulative Percent 22.0 51.0 57.0 59.0 90.0 100.0

Graph 12

40

30 29

31

20

22

Frequency

10 10 6 0 TV Print medi a Internet family and friends Finance service brok automotive magazines

Interpretation: From above graph Out of 100 Respondents,31% Respondents are refer Family and friends,29% Respondents are refer Print media,22% Respondents are refer TV,10% Respondents are refer Automotive magazines,6% Respondents are refer Internet,2% Respondents are refer Finance service brokers.

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13). Which color car would you like to buy?.

Valid

vibrent colors metallic black white Total

Frequency 12 35 25 28 100

Percent 12.0 35.0 25.0 28.0 100.0

Valid Percent 12.0 35.0 25.0 28.0 100.0

Cumulative Percent 12.0 47.0 72.0 100.0

Graph 13

40

35 30 28 25 20

Frequency

10

12

0 vibrent col ors metallic black white

Interpretation: From above graph Out of 100 Respondents, 28 % respondents are want to prefer White, 26% respondents are want to prefer Vibrant Colors, 25% respondents are want to prefer Black , 21% respondents are want to prefer Metallic.

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14) Which media do you refer for the information about the cars?

Valid

it is current fashion it makes you the feel superior attract attention future coming fashion you like it suits your personality others reason Total

Frequency 24 15 19 1 15 25 1 100

Percent 24.0 15.0 19.0 1.0 15.0 25.0 1.0 100.0

Valid Percent 24.0 15.0 19.0 1.0 15.0 25.0 1.0 100.0

Cumulative Percent 24.0 39.0 58.0 59.0 74.0 99.0 100.0

30

24 20 19 15 15

25

Frequency

10

su

re tu fu

m it

i it s e rr cu

its

n io nt tte e t a fe ac the tr at o u y

es ak

on as li re ona rs rs he e ot r p u yo

h ts ia ef ikg ln ui m yo c

sh fa nt io

io

Graph 14

Interpretation: From above graph Out of 100 Respondents,25% Respondents said that Suits your personality,24% Respondents said that It is current fashion,19% Respondents said that Attracts attention,15% Respondents said that It makes you the feel superior,15% Respondents said that You like it,1% Respondents said that Future coming fashion,1% Respondents said that Other reason.

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15) Which are the reasons for switching to the different brand?

Valid

vehicle quality it fits personal need experiment somathing new experience the luxury fuel efficiency/mileage popularity of the brand name price of the vehicle features Total

Frequency 33 5 3 15 27 4 1 12 100

Percent 33.0 5.0 3.0 15.0 27.0 4.0 1.0 12.0 100.0

Valid Percent 33.0 5.0 3.0 15.0 27.0 4.0 1.0 12.0 100.0

Cumulative Percent 33.0 38.0 41.0 56.0 83.0 87.0 88.0 100.0

Graph 15

40

30

33 27

20

Frequency

15 10 12

le ic sh ee rv u hte ta r offe b e e ic th pr of y rit la ile pu m po y/ nc ie r fic xu ef lu e el th fu e g in nc th rie a pe om ex ts en rim e pe ne ex

f it

ve

its

e cl hi qu

l na so er

ity al

Interpretation: From above graph Out of 100 Respondents,33% Respondents said that Vehicle quality,27% Respondents said that Fuel efficiency / mileage,15% Respondents said that Experience the luxury,12% Respondents said that Features,5% Respondents said that It fits personal need,4% Respondents said that Popularity of the brand name,3% Respondents said that Experiment something new. 1% Respondents said that Price of the vehicle. Trident Institute of Management Sciences Page 53

Manickbag Automobile Pvt Ltd

16) Are you aware about environment friendly eco-car?.

Valid

yes no Total

Frequency 75 25 100

Percent 75.0 25.0 100.0

Valid Percent 75.0 25.0 100.0

Cumulative Percent 75.0 100.0

Graph 16

80 75

60

40

20

25

Frequency

0 yes no

Interpretation: From above graph Out of 100 Respondents, 75% Respondents said yes they aware of eco cars, 25% Respondents said no they not aware of eco cars.

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17). Rate your preference level for buying eco-cars?.

Frequency Valid Highly wanting to purchase May or may not purchase Not interested to purchase Total 15 40 45 100

Percent 15.0 40.0 45.0 100.0

Valid Percent 15.0 40.0 45.0 100.0

Cumulative Percent 15.0 55.0 100.0

Graph 17

50 45 40 40

30

20

Frequency

15 10

0 Highl y wanting to pu May or may not purc h Not interes ted t o pu

Interpretation: From above graph Out of 100 Respondents,45% Respondents said that Not interested in purchase,40% Respondents said that May or may not purchase,15% Respondents said that Highly wanting to purchase.

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18) Which of the following way would you choose to purchase car?.

Valid

visit the dealer personally buy it on over internet get in done by a third person Total

Frequency 77 9 14 100

Percent 77.0 9.0 14.0 100.0

Valid Percent 77.0 9.0 14.0 100.0

Cumulative Percent 77.0 86.0 100.0

Graph 18

10 0

80 77 60

40

Frequency

20 14 0 visit t he de aler per 9 bu y it on o ve r inte r ge t in d one b y a thi

Interpretation: From above graph Out of 100 Respondents, 77 % respondents said that Visit the dealer personally, 14% respondents said that Get it done by a third person, 9% respondents said that Buy it over internet.

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19). What would you motivate you to buy cars over internet?.

Frequency Valid ability to content person mentioned over net ability to negotiate price home delaver nearest location ability to see photos &videos ability to compaire the car online ability to get quotations others specify Total 18 26 5 5 21 18 7 100

Percent 18.0 26.0 5.0 5.0 21.0 18.0 7.0 100.0

Valid Percent 18.0 26.0 5.0 5.0 21.0 18.0 7.0 100.0

Cumulative Percent 18.0 44.0 49.0 54.0 75.0 93.0 100.0

Graph 19

30 26 20 18 21 18

Frequency

10 7

e m ho

ili ab

ify ec sp ta rs uo he q ot et g to ty e ili ir ab pa m co to ty to o ili ph ab e t se es to ar ne

ili ab

ili ab ty

ty

ty

la de

to

to t en nt co p

n ia ot eg te

r ve

Interpretation: From above graph Out of 100 Respondents,26% Respondents said that Ability to negotiate price online,21% Respondents said that Ability to compare the cars online,18% Respondents said that Ability to get quotations,18% Respondents said that Ability to contact concerned person on numbers mentioned over net,7% Respondents said that Others specify,5% Respondents said that Ability to see photos / videos of cars in use and out, including the engine online,5% Respondents said that Home delivery or deliver car to nearest location. Trident Institute of Management Sciences Page 57

Manickbag Automobile Pvt Ltd

20) How important for you is the personalized communication between you and the dealer?

Valid

very important Important unimportant very un important Total

Frequency 31 55 13 1 100

Percent 31.0 55.0 13.0 1.0 100.0

Valid Percent 31.0 55.0 13.0 1.0 100.0

Cumulative Percent 31.0 86.0 99.0 100.0

Graph 20

60 55 50

40

30

31

20

Frequency

10

13

0 very imp ortan t inp ortan t un impo rtant very un impo rtant

Interpretation: From above graph Out of 100 Respondents, 55% Respondents said that personalized communication is Important, 31% Respondents said that personalized communication is very important,13% Respondents said that personalized communication is Unimportant,1% Respondents said that personalized communication is very unimportant.

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21) What material would you expect out of the dealer from whom you buy car?.

Frequency Valid service reminders via-mail post test drive survey wel come pack after purchase invitations to special events customer satisfaction survey after service customer satisfaction survey after purchase Total 4 40 1 14 26 15 100

Percent 4.0 40.0 1.0 14.0 26.0 15.0 100.0

Valid Percent 4.0 40.0 1.0 14.0 26.0 15.0 100.0

Cumulative Percent 4.0 44.0 45.0 59.0 85.0 100.0

Graph 21

50

40

40

30 26 20

Frequency

10

14

15

4 se rv ic e rem inde rs vi wel c ome pack af ter cu stom er sa tisfac tio cu stom er sa tisfac tio

po st tes t drive s urv

invita tions to sp eci

Interpretation: From above graph Out of 100 Respondents,40% Respondents said that Post testdrive survey ,26% Respondents said that Customer satisfaction after service survey,15% Respondents said that Customer satisfaction after purchase survey,14% Respondents that said Invitations to special events,4% Respondents said that Service reminders via e-mail,1% Respondents said that Welcome pack after purchase.

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22 A-P) Rate each of the following according to their importance to you for buying a car?.

Rate Size

Very important important Neutral 52% 28% 34% 60% 60% 76% 56% 56% 61% 58% 57% 69% 41% 73% 76% 42% 63% 44% 35% 28% 23% 31% 36% 32% 40% 33% 27% 37% 25% 24% 47% 26%

Unimportant 19% 22% 5% 11% 1% 12% 5% 5% 1% 7% 3% 21% 2% 0% 11% 11% 1% 0% 0% 1% 0% 1% 3% 2% 1% 3% 1% 1% -

Free accessories Cash discounts Reliability Safety Price of car Exterior design Interior design Warranty Low financing Color of vehicle Road tax Fuel efficiency Engine Availability Product features

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Graph 22

Product features Availability Engine Fuel efficiency Road tax Color of vehicle Low financing Warranty Interior design Exterior design Price of car Safety Reliability Cash discounts Free accessories Size 0% 5% 1% 1% 5% 5% 3% 0% 2%

11% 11%

26% 47% 42% 24% 25% 21% 27% 33% 40% 32% 36% 37% 41%

63%

76% 73%

69% 57% 58% 61% 56% 56% 76% 60% 35% 60% Unimportant Netural important Very important

7%

12% 23% 11%

31%

28%

22%

34% 44% 52% 60% 80%

19% 28% 20% 40%

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Interpretations: From above survey Out of 100 Respondents, 80% Respondents said that size of car is very important,19% Respondents are said Neutral, 1% Respondents are said unimportant. And from above survey Out of 100 Respondents,78% Respondents said that free accessories is important, 22% Respondents said free accessories is Neutral. And From above survey Out of 100 Respondents, 95% Respondents said that cash discounts is important, 5% Respondents said that cash discounts is Neutral. And from above survey Out of 100 Respondents, 88% Respondents said that reliability is important,11% Respondents said that reliability is Neutral,1% Respondents said that reliability is unimportant. And from above survey Out of 100 Respondents, 99% Respondents said that safety is important, 1% Respondents said that safety is Neutral. And from above survey Out of 100 Respondents, 87% Respondents said that price of car is very important,12% Respondents said that price of car is Neutral, 1% Respondents said that price of car is unimportant. And from above survey Out of 100 Respondents, 92% Respondents said that exterior design is very important, 5% Respondents said that exterior design is Neutral, 3% Respondents said that exterior design is unimportant. And from above survey Out of 100 Respondents, 93% Respondents said that interior design is very important, 5% Respondents said that interior design is Neutral, 2% Respondents said that interior design is unimportant. And from above survey Out of 100 Respondents, 98% Respondents said that warranty is very important, 1% Respondents said that warranty is Neutral, 1% Respondents said that warranty is unimportant. And from above survey Out of 100 Respondents, 90% Respondents said that Low finance is very important, 7% Respondents said that Low finance is Neutral, 3% Respondents said that Low finance is unimportant. And from above survey Out of 100 Respondents, 96% Respondents said that color of vehicle is very important, 3% Respondents said that color of vehicle is Neutral, 1% Respondents said that color of vehicle is unimportant. And from above survey Out of 100 Respondents, 78% Respondents said that road tax is very important, 21% Respondents said that road tax is Neutral, 1% Respondents are said unimportant. And from above survey Out of 100 Respondents, 98% Respondents said that fuel efficiency is very important, 2% Respondents said that fuel efficiency is Neutral. And from above survey Out of 100 Respondents, 100% Respondents said that Engine is very important, and From above survey Out of 100 Respondents, 89% Respondents said that availability is important, 11% Respondents said that availability is Neutral. And from above survey Out of 100 Respondents, 89% Respondents said that product features is very important, 11% Respondents said that product features is Neutral.

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FINDINGS
1. Out of 100 Respondents, 85 % respondents own at least one car, 25% respondents currently do not have a car but are very soon going to own a car. 2. Out of 100 Respondents, majority of the respondents are agree with the statement that The Car You Drive Reflects Your Societal Status, where as a few of them neither agree or Disagree and some strongly disagree. 3. Out of 100 Respondents, most of the respondents change the car rarely and occasionally change their cars 4. Respondents say that Fuel efficiency, Upgrading Technology and Service and maintenance frequency are a few significant factors that influence them to change their car with another. 5. Majority of the respondents buy a new car on selling the older one, and considerable number of the respondents buy a new car while maintaining older one. 6. Majority of the respondents seek the dealer to respond to their quires at least within 24hr. 7. The respondents expressed that they would prefer changing the dealer if they dint get the response from the dealer for their query at least within 24 hrs. Furthermore, 18% of the respondents said that they would tend to Change the brand and13% Respondents said Change both brand and dealer. 8. Most of the customer get motivated by popularity of the dealership name, dealers trust worthiness, service quality, hospitality and friendliness of the sales staff, knowledge of the sales staff, previous experience, good personalized communication. 9. Majority of the respondents are prefer to go for Diesel engine, while 19% respondent preferred Petrol, 17% respondents are want to prefer Hybrid, 12% respondents are want to prefer Electric.

10. 61% of respondents prefer to pay extra for getting extra features for their car while making a purchase and the rest said no.

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11. 72% of respondents are said they would not bother to spend on accessories to make their car look attractive while 28% Respondents are said no. 12. Most of the respondents refer Family and friends for the information on cars, while a few refer Print media and TV. Only 10% of the respondents refer automotive magazines & 6% Respondents refer Internet. Only 2% Respondents are refer Finance service brokers. 13. It was cited that 28 % respondents are want to prefer White car, 26% respondents prefer Vibrant/ sporty Colors, 25% respondents prefer Black & 21% respondents prefer Metallic. 14. Majority of the consumer feel that the color of the car reflects their personality, makes them feel superior & attract the attention of others. Whereas considerable number of consumers prefer to go with current fashion of color. Only 1% of the respondents said they want their car to be of specific color because they like it. 15. 33% of Respondents said Vehicle quality is the main reason for switching between the car brands. 27% of respondents said Fuel efficiency / mileage to be the reason, around 15% of Respondents said it is because of Experience the luxury & New Features. 16. Out of 100 Respondents, 75% Respondents said they are aware of ecofriendly-cars but, 25% Respondents said no.

17. It is found that majority of the customers do not want to buy a eco-car though some of them are aware of it. Further, 40% of them are not sure about whether they would buy it and only 15% of them prefer buying an eco-car. 18. Out of 100 Respondents, 77 % respondents said they would prefer to visit the dealer personally for buying a car, 14% respondents said theyd get it done by a third person, and 9% respondents said Buy it over internet.

19. The respondents are said that the ability to negotiate price online, ability to compare the cars online, ability to get quotations online and ability to contact concerned person online are a few important factors that would make them go online to make car buying decisions on net.

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20. Personalized Communication is an important thing in buying the car for majority of the respondents.

21. Respondents said that they expect Post test-drive survey, Customer satisfaction survey after service, Customer satisfaction survey after purchase from the dealer and a few respondents said they expect Invitations to special events from the dealer from whom they buy car.

22. According to majority of the surveyed respondents, Size of the car, Cash Discounts, Safety features of the car, Reliability, and fuel efficiency are highly important for the consumers while buying the car. Further, Price of the car, design of the car and features of the car are some other factors which consumers consider to be important ones to make their decision on the car.

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Suggestions
The dealer should try launching the advisement locally in coordination and cooperation with the company which depict the common gaining future of using the Tata car and should appeal to station ego of the learners. The dealer can suggest the company to continuously intrudes the better fuel efficiency car with upgraded technology and low maintenance cost every time, so that the learner who say they change the cost very rarely or occasionally will be forced or tempted to relive the holder various of car quicker. Since majority of the common prefer the selling the old car which buying the newer one the dealer can conduct regular exchange mela offer may be during festival season, or during the off season. It is suggest to the dealer to response the consumer quarries quickly as possible and at least within 24 hours so that the customer are not satisfied and may not deflect from buying from the dealer. It is suggest to the dealer to train its employee both sale and service people to provide good quality of service and deal friendly with the customer the dealer also need to carry out endures to improve the sales and soft skills and knowledge as all these act as very important in influential technical factor for the common to long from a particular dealer. Majority of the respondent still prefer diesel engine the dealer should be aware about stocking ability and the diesel version of the car to customer. Majority of the customer do not bother to spend on extra accessory for their car they strongly want their car for look ass attractive possible the particular trend provide dealer with great opportunity of purchasing there other extra car beauty fashion accessory. Currently consumer are wanting black ,white ,spotty color cars the trend of buying metallic color car is slowly diminishing the dealer thought to be aware about these color preference and should maintain the availability of these colors in the showroom otherwise there are common that the customer default.

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The buying of car over internet is yet to pickup in the Indian market yet the consumer do not have problem to decide on the car (before final touch and feel experience) if the company website provides the consumer with dealer location facility ability to negotiate price and commerce/chat with the sales and service staff online for quotation and other services. Dealer to have personalized communication with all the customer as it can hold the customer from going to the competitor. The dealer should regularly carry out post test drive survey, post purchase satisfaction survey for its customer as the highly demanded.

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CONCLUSION
Marketing plays an important role in selling the product and building the brand name. However it is also important to know the customers Preferences and trend to enhance sales of product. So the project deals with the factors influencing the customers Preferences while purchasing Tata cars. Manickbag is a brand name in the Belgaum city and have a good sale potential but during the study it was seen that the company lacks in after sales service, which is very important for any organization which helps in retaining the customers.

Manickbag is known for timely delivery and maintaining relations with the customers but the company should take measures to deliver of products and good services to the customers to keep them happy and contented. An open session once in a year would help the company to know the views of the customers about the product and about the company. In this project through it was found that most of the customer like fuel efficiency, safety, look exterior& interior design of car etc. According to the ever changing customer preferences, the company ought be in pace with the trend so that it can maintain its existing customers as well as gain new customers to widen it customer base and grow profitable.

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Bibliography

Reference:

Marketing Management Consumer Preferences Secondary data of manickbag.

Philips kotler Leong Schiff man

Web sites www.google.com www.tatamotors.com

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Annexure
PERSONAL INFORMATION:

Name:

_____________________________________________________________

Address: _____________________________________________________________ _____________________________________________________________. City: ______________________

Contact Number: Residence: ____________________ Mobile: ____________________

Occupation:

____________________

GRAPH QUESTIONS:

Q.1: Do you own car/if yes how many?

(a) One-------------(c) More than Two------------

(b) Two--------------

Q.2: To what extent do you agree with the statement that, The Car You Drive Reflects Your Societal Status? 1.Strongly agree-------------------------------------------------2.Agree-----------------------------------------------------------3.Neither agree nor disagree-----------------------------------4.Disagree--------------------------------------------------------5.Strongly disagree----------------------------------------------Trident Institute of Management Sciences Page 70

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Q.3: How frequently do you change your car? (a) Frequently-------------(c) Rarely-------------(b) Occasionally------------

Q.4: Which of the following influence would your decision to change car? 1. Style and looks---------------------------------------------------2. Driving and riding comforts-----------------------------------3. Upgrade for status-----------------------------------------------4. Fuel efficiency--------------------------------------------------5. Service and maintenance frequency----------------------------6. Upgrade technology--------------------------------------------7. Exchange offers--------------------------------------------------8. Cash Discounts---------------------------------------------------9. Finance schemes (installments)--------------------------------10. Any other reason. (Specify:____________________________________)

Q.5: What do you usually prefer when changing a car/buying another car for abovementioned reasons? 1. Buy a new car while maintaining older one. 2. Buy a new car on selling the older one. 3. Purchase a used car having above-mentioned features while maintaining older one. 4. Purchase a used car having above-mentioned features on selling older one.

Q.6: Specify the speed at which you expect the response from the dealer for your queries: 1. Immediately---------------------------------------------------2. Within one hour-----------------------------------------------3. Within 24 hours-----------------------------------------------4. Within 48 hours-----------------------------------------------5. More than 48 hours--------------------------------------------

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Q.7: If you do not get the required information about the car, then you would: 1. Wait patiently till you get the required information--------------------2. Change the brand------------------------------------------------------------3. Change the dealer----------------------------------------------------------4. Change both brand and dealer--------------------------------------------5. Opt for competitors car----------------------------------------------------6. Other action. (specify _____________________________________)

Q.8: How would each of the following motivate you to purchasing another car from same dealer? Motivates Neutral Doesnt Motivate

Factors Popularity of the dealership name Dealers trust worthiness Service quality Hospitality and friendliness of the sales staff Knowledge of the sales staff Previous Experience Good personalized communication

Q.9: Which type of engine would you prefer? (a) Petrol-------------------(c) Diesel-------------------(b) Electric-----------------------(d) Hybrid-----------------------

Q.10: Would you prefer to pay extra for extra features? (a) Yes------------------------(b) No---------------------------

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Q.11: Would you like to spend more on accessories in your car to make it look more attractive? (a)Yes-------------------------(b) No----------------------------

Q.12: Which media do you refer for the information about the cars? 1. TV---------------------------------------2. Print media----------------------------3. Used car dealers----------------------4. Internet---------------------------------5. Finance service brokers--------------6. Family and friends-------------------7. Automotive magazines--------------8. Others. (specify_______________________________________)

Q.13: Which color car would you like to buy?

1. Vibrant Colors 2. Metallic 3. Black 4. White

Q.14: You want to buy the above-mentioned color because: 1. It is current fashion----------------------------------2. It makes you the feel superior-----------------------3. Attracts attention-------------------------------------4. Future coming fashion------------------------------5. You like it----------------------------------------------6. Others select it for you-----------------------------7. Suits your personality-------------------------------8. Other reason. (Specify:__________________________________)

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Q.15: Which are the reasons for switching to the different brand? 1. Vehicle quality-------------------------------------------2. It fits personal need-------------------------------------3. Experiment something new----------------------------4. Experience the luxury-----------------------------------5. Fuel efficiency / mileage-------------------------------6. Popularity of the brand name--------------------------7. Safety-----------------------------------------------------8. After Sales Service--------------------------------------9. Aesthetic Looks----------------------------------------10. Price of the vehicle--------------------------------------11. Features---------------------------------------------------12. Size of the car---------------------------------------------

Q.16: Are you aware about environment friendly car? 1. Yes--------------------------------------------2. No------------------------------------------------

Q.17: Rate your preference level for buying eco-cars: 1. Highly wanting to purchase------------------------------2. May or may not purchase---------------------------------3. Not interested in purchase---------------------------------

Q.18: Which of the following way would you choose to purchase car? 1. Visit the dealer personally-----------------------------------------2. Buy it over internet-------------------------------------------------3. Make it over telephone--------------------------------------------4. Get it done by a third person--------------------------------------5. Other (specify:_________________________________________)

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Q.19: What would motivate you to buy cars over internet? 1. Ability to contact concerned person on numbers mentioned over net--------------------2. Ability to negotiate price online-----------------------------------------------------------------3. Home delivery or deliver car to nearest location ---------------------------------------------4. Ability to see photos / videos of cars in use and out, including the engine online-------5. Ability to compare the cars online-------------------------------------------------------------6. Ability to get quotations-------------------------------------------------------------------------7. Others specify___________________________________________________________

Q.20: How important for you is the personalized communication between you and the dealer? 1. Very important---------------------------------------------2. Important----------------------------------------------------3. Neither important nor unimportant----------------------4. Unimportant------------------------------------------------5. Very unimportant------------------------------------------

Q.21: What materials would you expect out of the dealer, from whom you buy car? 1. Service reminders via e-mail-------------------------------2. Post test-drive graph----------------------------------------3. E-mail newsletters-------------------------------------------4. Newsletters via postal mail----------------------------------5. Welcome pack after purchase-------------------------------6. Invitations to special events---------------------------------7. Customer satisfaction graph after service----------------8. Customer satisfaction graph after purchase---------------

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Q.22: Rate each of the following factors according to their importance to you for buying a car.

Specifics

Very Important

Important

Neutral

Unimportant

Very Unimportant

Size Free accessories Cash discounts Reliability Safety Price of car Exterior design Interior design Warranty Low financing Color of vehicle Road tax Fuel efficiency Engine Availability Product features

******************THANK YOU*****************

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