A PROJECT REPORT ON DISTRIBUTION PROCESS OF ARIA CARS OF TATA MOTORS SUBMITTED TO UNIVERSITY OF PUNE FOR THE PARTIAL FULFILMENT

OF BBA DEGREE BY NITESH KUMAR BBA 3RD YEAR UNDER GUIDENCE OF PROF. URMILA V. PATIL THROUGH

SINHGAD TECHNICAL EDUCATION SOCIETYS NIVRUTTI BABAJI NAVALE COLLEGE OF COMMERCE KUSGAON (BK), LONAVLA, PUNE 2011-2012

ACKNOWLEDGEMENT

I relish this project because of the team effort being put in healthy environment. A large number of individual have contributed in the preparation of our project on distribution system. I am thankful to all of them for their help & encouragement. I would like to take this opportunity to thanks the principle of NBNCOC DR. DEEPAK BHAMARE for constant zest and enthusiasm during this project Report.

I want to express my special gratitude to the management and our faculty PROF. URMILA V. PATIL without whom support and guidance project would not have been possible and staff member of the computer section providing the required facilities.

I would like to thanks MR. D. P. MENDONSA of TATA MOTORS for giving their valuable time to me & sharing their immense knowledge related to companys distribution system.

I would also like to thanks all the respondents for giving me their precious time and relevant information and experienced I required, without which this project would have been a different story.

NITESH KUMAR

PREFACE

This report is based on DISTRIBUTION PROCESS OF ARIA CARS

IN TATA MOTORS, this is the result of distribution system.

This is the result of the data collected from TATA MOTORS under which many views of distribution has been taken in consideration.

It was even taken care that there is no manipulation or false information in data collection.

It was really the best project to work on which enhanced my knowledge

about the distribution channels & gave me a chance to learn.

NITESH KUMAR

SR.NO. 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17

INDEX EXECUTIVE SUMMARY INTRODUCTION OBJECTIVES LIMITATIONS COMPANY PROFILE HISTORY HYPOTHESIS RESEARCH METHODOLOGY ABOUT ARIA CAR DISTRIBUTION PROCESS IMPORTANCE FINDINGS INTERPRETATION SUGGESTION CONCLUSION BIBLOGRAPHY QUESTIONNAIRE

PAGE.NO.

EXECUTIVE SUMMARY

EXECUTIVE SUMMARY

This project is of distribution process of ARIA CARS IN TATA MOTORS (2012). A critical analysis of Tata motors has been a very interesting & challenging project. This gave me a comprehensive idea about the distribution system of one of the most important & largest business sector in india. It was challenging because I have faced many difficulty in collecting information. But at the same time this project has been very interesting because it has given me an in depth knowledge of distribution channels.

Through the course of project I have realised the originality of the corporate world, where in order to survive one needs to undertake extension research work which may be in the form of studying and analysing various corporate business practices. For my project I have chosen TATA MOTORS, ltd.

In the methodology adopted to study the strategic changes in various distribution channels of TATA MOTORS, I have gathered information from the primary source as the company offices by getting questionnaires filled by them. I have also collected secondary data from various websites, magazines.

In companys background, I have shown details like the year of establish ment, turnover of last five years, growth rate, product categories and current market share of the company. The TATA MOTORS, pimpri as chinchwad plant was established in 1996 and it has the most versatile tool making facilities of the Indian sub-continent.

Data analysis and conclusions deals with the analysis of the company on various parameters on which the research is based. It also deals with changes that have taken place so far and different distribution channels used by the company.

INTRODUCTION

INTRODUCTION OF ARIA CARS

Tata motors ltd. (NSE: TATA MOTORS, BSE: 500570, NYSE: TTM) is a Multinational corporation company, headquarters in Mumbai, Maharashtra, India. Part of the Tata group, it was formerly known as TELCO (TATA ENGINEERING AND LOCOMOTIVE COMPANY). Tata motors is Indias largest automobile company, with consolidated revenues of USD 27.63 BILLION in 2011-2012. Tata company is the worlds fourth largest truck Manufacturer, and the worlds second largest bus manufacturer with over 53, 151 employees. Since first rolled out in 1945. After that Tata motors has produced many vehicles, ARIA CAR is one of them.

The TATA Aria is a visual choreography of bold proportions and Uncompromising aesthetic. The front visage is distinct, solid and intimidating with wrap-around dual barrelled headlamps that enhance the signature Toto grille. This aggressive stance is tempered by a unique lunging silhouette end dynamic roof line. With a touch of premium class afforded by the chrome detailing throughout. each sweep of meta! Hinting at the power and performance it can deliver.

OBJECTIVES

OBJECTIVES

1.

To study the distribution system of Tata Motors.

2. To find out the average delivery time of the products of TATA. 3. To study TATA Motors policy with respect to outsourcings of warehousing and transportation services. 4. To put some findings, suggestions and conclusions of distribution process in TATA Motors.

LIMITATIONS

LIMITATIONS

1. This sample size was too small when we take the universe into the consideration, which is very big. 2. The survey was done in a part of pune city hence if generalizations are to be made for whole city, some derivations might occur. 3. Though the data is collected in a best possible way but still in no way the above figures depict the performance of the company. 4. The big retailers are not ready to fill up the questionnaire. 5. Feedback may not be very reliable owing to difference in opinion.

COMPANY PROFILE

COMPANY PROFILE

Tata Motors Limited

Type Traded as

Public company NSE: TATAMOTORS BSE: 500570 NYSE: TTM BSE SENSEX Constituent

Industry Founded Founder(s) Headquarters Area served Key people

Automotive 1945 JRD Tata Mumbai, Maharashtra, India Worldwide P. M. Telang, (MD) C. Ramakrishnan, (CFO)

Products

Automobiles Automotive parts

Services

Vehicle leasing Vehicle service

Revenue Profit Total assets Total equity Employees

US$ 27.629 billion (2011) US$ 1.653 billion (2011) US$ 23.131 billion (2011) US$ 4.683 billion (2011) 53,151 (2011)

Parent Subsidiaries

Tata Group Jaguar Land Rover TDCV Tata Hispano

Website

www.tatamotors.com

Tata Motors Limited (NSE: TATAMOTORS, BSE: 500570, NYSE: TTM) is an Indian multinational automotive corporation headquartered in Mumbai, India. Part of the Tata Group, it was formerly known as TELCO (TATA Engineering and Locomotive Company). Its products include passenger cars, trucks, vans and coaches. Tata Motors is South Asias largest automobile company; it is the leader in vehicles and among the top three in passenger vehicles. Worldwide it is the world's fourthlargest truck manufacturer and second-largest bus manufacturer. It has auto manufacturing and assembly plants in Jamshedpur, Pantnagar, Lucknow, Sanand, Dharwad and Pune, India, as well as in Argentina, South Africa, Thailand and the United Kingdom. Tata Motors has produced and sold over 6.5 million vehicles in India since 1954. Originally a manufacturer of locomotives, the company manufactured its first commercial vehicle in 1954 in a collaboration with Daimler-Benz AG, which ended in 1969. In 2010, Tata Motors surpassed Reliance to win the coveted title of 'India's most valuable brand' in an annual survey conducted by Brand Finance and The Economic Times. Tata Motors is a cross-listed company; its stock trades on the Bombay Stock Exchange and the New York Stock Exchange.

Tata Motors, the first company from Indias engineering sector to be listed In the new York stock exchange ( September 2004 ), has also emerged as an

International automobile company. Through subsidiaries and associates companies, Tata Motors has operations in the UK, South Korea, Thailand and Spain Among them is jaguar land rover, a business comprising the two iconic British Brands that was acquired in 2008. In 2004, it acquired the Daewoo comercial vehicles company, south Koreas second largest truck maker. The rechristened Tata Daewoo commercial vehicles company has launched several new products in the Korean market, while also exprting these products to several international markets. Today two-thirds of heavy commercial vehicle export 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. Hispanos 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-build buses and coaches for india and select international markets. In 2006, Tata Motors entered into joint venture with thoburi automotive assembly plant company of 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 is also expanding its international footprint, established through exports since 1961. The companys commercial and passenger vehicles are already being marketed in several countries in Europe, Africa, the Middle east, south east asia, south asia and south America. It has franchisee / joint venture assembly operations in Kenya, Bangladesh, Ukraine, Russia, Senegal.

The foundation of the companys growth over the last 50 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 30,000 engineers and scientists, the companys engineering research centre, established in 1996, 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 vehicles, Indias first sports utility vehicles and in 1998, the Tata indica, Indias first fully Indigenous passenger cars. Within two years of launch, Tata indica became Indias largest selling car in its segment. In 2005, Tata Motors created a new Segment by launching the Tata Ace, Indias first indigenously developed mini Truck.

In January 2008, Tata Motors unveiled its peoples 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 bring the comfort and safety of a car within the reach of thousands of families, the standards version has been priced at Rs. 100,000 ( excluding VAT and transpoation cost ).

In may 2009, Tata Motors introduced 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 prima. In their power, speed, carrying capacity, operating economy and trims, they will introduced new benchmarks in India and match the best in the world in performance at a lower life Cycle cost. In 2010, Tata Motors unveiled its 'Aria', a cross-over between a multi-utility vehicle (MUV) and sports utility vehicle (SUV), at the Delhi Auto Expo 2010. The model of Tata Aria displayed at the event impressed the onlookers and was received

well by the Indian customers as it displays the functionality of amp with all capabilities of a large SUV. The much-awaited Tata Aria will launch with a price tag of around Rs 14 lakh with combined features of a luxury sedan and a SUV. The Tata Aria is a 7seaterpassenger car. The much-awaited crossover from the Tata Motors, called Tata Aria was showcased at the 10th Auto Expo and is scheduled for launch in the next three months. It is expected to be priced around Rs 12.5- 14.5 lakh in the market.

HISTORY

HISTORY

The Tata group

Out of India
Under Ratan Tata, the business group that bears his name has transformed itself from an Indian giant into a global powerhouse

RATAN TATA is as different as can be from the popular image of a business titan: he is a natural gentleman who lives austerely, litters his conversation with references to dignity and duty and is happiest when talking about his pet dogs, two German shepherds. He owns less than 1% of the group that bears

his family name. But he is a titan nonetheless: the most powerful businessman in India and one of the most influential in the world. The Tata group, of which he is chairman, is a giant tooor rather a collection of them. This family of companies covers cars and consulting, software and steel, tea and coffee, chemicals and hotels. Tata Consultancy Services (TCS) is Asias largest software company. Tata Steel is Indias largest steelmaker and number ten in the world. Taj Hotels Resorts and Palaces is Indias biggest luxury hotel group by far. Tata Power is the countrys largest private electricity company. Tata Global Beverages is the worlds second-largest maker of branded tea. Overall, the group earned 3.2 trillion rupees, or $67.4 billion, in revenues in 2009-10 (see chart) and 82 billion rupees in profits.

Mr Tata has transformed the group. When he became chairman in 1991, India was groaning under the Licence Raj and Tata seldom ventured outside its home market. Today, as he prepares to step down in late 2012 and the search for a successor speeds up, India is one of the worlds most dynamic economies and Tata operat es in

over 80 countries. The latest sign of its ambition came this week at the Geneva motor show, where Tata Motors showed a prototype of a small car for European drivers. But the Tata story is about more than its own transformation. Just as Tata played a leading role in nation-building from its foundation in 1868, creating Indias first Indian owned steel plant, power station, luxury hotel, domestic airline and sundry other firsts, it is now one of the stars of Indias globalisation. The group has also projected a new type of company onto the global stagemore diversified than Western firms, more engaged in the life of the community and, if its employees are to be believed, better equipped to prosper in both developed and developing markets

Established as a trading firm by Jamsetji Tata in 1868, Tata Sons is the promoter of the major Tata companies and holds the majority promoter holding in the Tata companies. The Chairman of Tata Sons is traditionally regarded as the Group Chairman. Tata Sons is the owner of the Tata name and the Tata trademarks which are registered in India and several other countries and are used by Tata companies in relation to their products and services. The terms of use of the Tata mark and logo by the companies are governed by the Brand Equity and Business Promotion Agreement signed between Tata Sons and the respective company.

About 66% of the equity capital of Tata Sons is held by public philanthropic trusts endowed by the members of the Tata family, the two biggest being the Sir Dorabji Tata Trust and the Sir Ratan Tata Trust, both created from the estates of the sons of the Groups founder. Besides other subsidiary companies which separately appear in this brochure, Tata Sons remaining operating subsidiaries and divisions are: Tata Consulting Engineers Limited is a premier consulting engineering organisation with over 3,000 highly qualified and experienced technical professionals offering the full range of engineering and consultancy services to its clients, spanning concept development to commissioning support on their new or expansion projects. The sectors served are: Power (generation, transmission & distribution), alternate energy, infrastructure, chemicals, industrial, steel and metals, mining and minerals. ISO 9001:2008 certified, TCE has completed over 6,500 assignments in India and overseas) Tata Housing Development Company Limited : Commencing operations in 1984, Tata Housing is one of the key players in the real estate industry in India. Its primary business is the development of properties in the residential, commercial and retail sectors. Its operations span various aspects of real estate development, such as land identification and acquisition, project planning, designing, marketing and execution and property management. The company caters to the needs of home buyers across all income segments from low cost housing through Shubh Griha homes, to New Haven in the affordable housing segment and through distinctive projects in luxury housing. Tata Petrodyne : A 100% owned subsidiary, Tata Petro dyne owns interests in several oil gas fi elds in the Cambay basin and in the Cauvery basin in India and in a gas block in the Southern Gas Basin of the UK North Sea. It has recently acquired an offshore exploration block in Australia where it is the sole interest holder and operator. Tata Financial Services : An in-house fi nancial consultancy that offers a range of fi nancial and corporate advisory services. Tata Quality Management Services : Its primary mission is to collaborate with group companies, through long and short-term initiatives and training and assessment programmes, to maximise their performance potential through the Tata Business Excellence Mod.

HYPOTHESIS

HYPOTHESIS

1. The distribution system of Tata is dense and the products are delivered to the consumers in the right time. 2. The average delivery time of Tata motors is relatively less. 3. The channels of distribution of Tata motors are clean and fast.

RESEARCH METHODOLOGY

RESEARCH METHODOLOGY

Research, particularly in social contains endless word spinning and too Many quotations end result though may be far from expectations. In context of planning and development it is to be noted that it significant lies in quality than quantity.

Therefore, eventually proper attention has to be paid to designing to appropriate methodology throughout so as to improve the quality of the research.

Research type:

This type of result is descriptive research. Descriptive research includes Surveys and fact findings enquiries of different kinds. The major purpose of Descriptive research is description of the state of affairs, as it exists at present.

Research Design:

The survey was conducted for the Tata motors where a questionnaire was filled from the retailer and consumers. The population and the samples were evenly divided in such a manner so as to extract the best possible result within the given limitation.

Sampling unit: Retail outlets.

Sample size: I retail outlet.

Areas covered: Shivaji nagar, near pune university, pune.

Method of data collection:

There are several method of data collection available but, one of the most common method is-questionnaire method, which was found appropriate for this research, for the making this project.

Questionnaires are one of the most commonly used methods.

It is cost- effective. It is time-effective.

The questionnaire was designed by and also with the help of panel members of TATA.

Dertermination of sources of data collection:

A list of retailers was generated area wise and later on contacted Individually.

Sampling procedure:

1. The procedure employed for conducting the survey is on random basis. 2. The database was referred for carrying out the survey. First the areas to be covered were decided and then the sheets, his/her view relating to his expectation, which would provide related relevant insights as to what did the customer expect.

Tools for the data collection:

For the collection of primary data one to one interview method with the help of well structured questionnaire with both and closed ended question were used. The survey of all retailers was concluded and their responses were taken down carefully with the help questionnaire.

Tools for data analysis:

For the purpose of analyzing the data statistical tools such as weighted average method and percentage analysis were used. For better understanding the raw data tools like bar graphs and pie charts were used.

ABOUT ARIA CAR

ABOUT ARIA CAR

Tata Aria

Manufacturer Assembly Class Body style Engine Transmission Wheelbase Length Width Height Curb weight

Tata Motors Pune, Maharashtra, India Mid-size crossover SUV 5-door SUV 2.2 L vtt DiCOR I4 5-speed manual 2,650 mm (104.3 in) 4,780 mm (188.2 in) 1,895 mm (74.6 in) 1,780 mm (70.1 in) 1,920 kg (4,233 lb)

The Tata Aria is a crossover SUV produced by Tata Motors of India. Tata Aria was launched on 5 January 2010 at Auto Expo, Delhi, and was launched to customers on 12 October 2010 and priced at 1.3 to 1.5 Million Indian Rupees or ($25K to $30K ).[1] It is based upon the Tata Xover concept showcased in 2006 Geneva Motor Show. Tata Aria was also a series of concept cars introduced by Tata Motors at Geneva Auto Show 2000. Tata Aria is a blending of an MPV, Sedan and an SUV.[3] It comes with seating arrangement of three rows and features such as 3D surround sound, dimming roof lamps, in-dash built in GPS, infotainment system, multifunctional steering wheel, dual air conditioning with automatic climate control and cruise control whereas safety features include 6 airbags, ABS and ESP, the chassis frame comprising advanced hydro formed members, a stiffened body cage, and dual zone collapsible steering. To ensure that the model offers the finesse of a sedan, Tata Motors shipped one of the units to its UK subsidiary - Jaguar-Land Rover (JLR) - to enhance Aria's fittings and finish. Designed with an eye on international markets, the vehicle meets European safety standards.

Tata Aria concept cars Tata Aria In 2000 a two seater coupe convertible - called the TATA Aria was displayed by Tata Motors at Geneva Auto Show. This car is built on the same platform as the TATA Indica, and car was proposed to be powered by a 140 hp engine. Tata Aria Coupe This car is built on the TATA Aria concept. The TATA Aria Coup was proposed to be powered by a 1.6 litre - 2.0 litre petrol engines, and was styled in Italy.

As TATA ARIA were launched to the customer in the the year 2010. Hence, the sales of Aria Cars from the year of its launched is :-

YEAR 2010 - 2011 2011 - 2012

PERCENTAGE 65 73

NO. OF UNIT 6,499 7,287

SALES CHART OF ARIA CARS

74 72 70 68 66 64 62 60 2010-11 2011-12 SALES CHART OF ARIA CARS

ANALYSIS:
This chart shows sales of Aria Cars of the TATA motors in the Year 2010 2011 is 65% and in year 2011 2012 is 73% respectively.

DISTRIBUTION PROCESS

DISTRIBUTION

MEANING OF DISTRIBUTION SYSTEM:

Distribution is one of the four elements of the marketing mix, the other three being product, pricing and promotion. This marketing mix is also referred to as the four Ps of marketing distribution is here called physical distribution or place. Simply put, distribution is the process of delivering the products manufactured or service provided by a firm to the end user. Various intermediatries are involved in this process. This chain of intermediaries which helps in transferring the product from one intermediary to the next before it reaches the end user is called the distribution chain or distribution channel. Each intermediary has a specific role and need which the marker caters to.

Distribution channels are not limited to products only even the services Provided may pass through this channel and reach the customer. Both direct and indirect channels come into use in this case. For instance, the hotel may provide rooms on direct booking as well as through indirect channels like tour operators, travel agents, airlines etc. Distribution chain has seen several improvements in the form of franchising. Also there has been link ups between two services available more accessible to the customer. For instance hotels also provide cars on rent.

A manufacturing company manufacturing products. It then needs to deliver the manufactured products to the customers. Many times, the place

of manufacturing and the place where the consumers. Many times, the place of manufacturing and the place where the consumers require the products is very far away from each other.

Tata motors has a indica manufacturing plant in pune but its customer are all over India. So, Tata motors needs to set up a efficient distribution system so that the products reach its consumers.

Distribution channel used by Tata Motors:

Distribution channels are all the sub-marketers or intermediate marketers of the computer. Selling agent, Wholesalers retailers authorized representative basically distribution Channels.

THE DISTRIBUTION CHANNEL USED BY TATA MOTORS FOR ARIA CARS.

All of these members of the distribution channels also want to sell the products that they hold so they too try to market the product in their own small way. The showrooms might try to promote their showroom in the local papers and sell more of the products they hold etc. OR An insurance selling agent may try to use word of mouth marketing to sell more insurance policies OR Using these distribution channels the company can sub-market its product at localized levels. Using these distribution channels, the company can market its self in all the local neighbourhoods and streets of the count.

The company has to give some commission to the People along the distribution channel. It also give incentives to them if they sell more products. This way, the distribution and marketing of the product takes care of itself to some extent.

In some cases having distribution channels may prove to be costly as the price of the product rises at every level. So, a company may choose to by-pass all distribution channels and directly market the product and deliver it to the consumer itself,.

The two most important factors when considering physicals distribution are:-

1. The time taken for the product to reach the consumer. 2. The cost of delivering the product to the consumers.

Firstly, we do not want the consumers to wait for too much time when he is waiting for the products to reach him. So we want to use the fastest product delivery system we can. But, the problem with doing this is that faster we try to make the product delivery, the more the cost of product delivery will increase.

So, what to be done is to choose the minimum service level.

FUNCTIONS OF DISTRIBUTION CHANNEL

1. The primary functions of a distribution channel is to bridge the gap between Production and consumption. 2. A close study of the market is extremely essential. A sound marketing plan depends upon through market survey. 3. The distribution channel is also responsible for promoting the product. 4. Creating contacts or prospective buyers and maintaining liaison with existing ones.

IMPORTANCE

IMPORTANCE OF DISTRIBUTION P0ROCESS

Convenient conveyance. Time saving. Labour management. Delivery timings. Influential costs. Level of product outcomes. Advanced sophistications applied. Less delay. Market segmentation. Locality confirmation. Transportation. Warehousing. Stock taking. Minimal pilferages. Consumer satisfaction.

INTERPRETATION

INTERPRETATATION

Which distribution channel is used by the company?

MANUFACTURER DISTRIBUTER/RETAILER CUSTOMER/USER

ANALYSIS:
This distribution channel is used by the company, which is called as one level distribution channel. In this distribution channel one intermediate is used between the manufacturer and user. Here the manufacturer vehicles directly goes to distributer or retailer from Tata Motors . Then the distributer sale it to the customer.

What are the sources of warehousing of TATA MOTORS ?

Following are the sources of warehousing of TATA MOTORS.

Factory warehouses. Company godown. Showroom warehouses.

Sources Factory warehouses Company godown Showroom warehouses total

Percentage 30 45 25 100

No. of respondents 15 23 12 50

Warehousing

2.4

2.2

Company godown 7.2 Showroom warehouses Factory warehouses

ANALYSIS:
This pie chart shows distribution of warehousing system of the Tata motors. Company godown owes 45% showroom warehouses owes 25% while Factory warehouses owes 30% of whole warehousing system.

By which way the TATA MOTORS transport their vehicles?

There are three transportation ways used by TATA MOTORS.

Airways Roadways. Seaways.

Transportation Airways Roadways Seaways Total

Percentage 22 60 18 100

Respondent 11 30 9 50

Transportation ways
70 60 50 40 30 20 10 0 Airways Roadways Seaways

ANALYSIS:

This chart shows distribution of transportation system of the TATA motors. 22% of transportation takes place through airways, 18% of transportation takes place through seaways while 60% of transportation takes place through road.

What is the position of ARIA CARS (Tata motors) in currently used vehicles in India ? There are companies like Honda, Hyundai, Fort,

Mahindra, Maruti suzuki whose cars are present in India which compete with Tata cars.

Cars Honda Hyundai Mahindra Maruti Suzuki Ford TATA MOTORS Total

percentage 13 18 15 20 12 30 100

respondent 6 8 5 10 6 15 50

Distribution of ARIA CARS

TATA MOTORS Hyundai Honda Ford Maruti suzuki Mahindra

ANALYSIS: From above chart it is seen that usage of TATA Motors (30%) is high as compared to other companies like Honda (13%), Hyundai (10%), Mahindra(15%), maruti Suzuki(20%) and Ford (12%).

Which vehicles of TATA MOTORS are commonly used?

Commonly used cars of TATA MOTORS include Safari, Aria, Indica, sumo, Indigo Manza and Nano.

Cars TATA Safari TATA Aria TATA Indica TATA Sumo TATA Indigo Manza TATA Nano Total

Sales percentage 18 30 10 18 14 10 100

Respondent 9 15 5 9 7 6 50

Sales Distribution

Safari Aria Indica Sumo Indigo Manza Nano

ANALYSIS: From above chart it is seen that, Safari has 18% sales of Tata Motors, ARIA has 30%, Indica has 10%, Sumo has 18%, Indigo Manza has 14% and Nano has 10% sales of TATA MOTORS.

FINDINGS

OBSERVATION AND FINDINGS

On the analysis of data following were the findings. In the survey of this outlet I found that availability of TATA ARIA is more than other vehicle. The service provided by Tata motors to retailers is very good comparing with other brand.

The quality of TATA Motors is very good comparing with other brands. Tata Motors sales are more than any other brand. According to them, TATA Motors only takes action for customer satisfaction but for the outlets employees satisfaction, TATA tries to avoid it.

In outlets customer focus on quality of products and not on service given by them.

 Customer trust on brand of product and name of company while purchasing

the product.

DISTRIBUTION ORGANIZATION STRUCTURE OF TATA MOTORS

MANAGING DIRECTOR

GM (MARKETING)

ASSISTANT(GM)

Sr. MANAGER S&M

ASSISTANT MANAGER

EXECUTIVE MANAGER

JUNIOR OFFICER

SUGGESTIONS

SUGGESTIONS

To help a plant grow it must be suitability watered, sunlight and soil, which best suits its kind, similarly the organisation too, to see that its effort get result, must provide with proper attention for the development of the development of the company. It is said that the line to perfection never

exists, in a way it suggests that continues improvement and development is essential to at least near to the perfection.

After analysing the data collected during the survey, following improvement can be made in future.

1. Replacement facility should be made available for all the products. 2. Promotional activities like, wall paintings, flex boards should make available for more product awareness. 3. Efficient distribution must be followed. 4. Promotional activities should be undertaken. 5. To create awareness for the products, different modes of publicities should be used such as Neon sign, Hoardings, Danglers.

CONCLUSION

CONCLUSION

As per my observations, I can give an upright image of the mentioned firm as one of the most strategically planned organisation.

I hereby would like to conclude that without any doubt, any organisation

needs a proper plan, strategy, employee-employer relationship, vision, mission, set of objectives, proper segmentation and last but not the least the will to achieved the above fundamentals.
As far as TATA Motors is considered it is a customer oriented firm mai-

ntaining a proper product level and appropriate product life cycle.

As set by Michelle Orleans the ex CEO of General Electronics (GN),

Competition is not from what you are affected but actually from the factors deprived within ones organisation
The market segmentation made by TATA Motors was foreseen by the

creator finder J.R. TATA.

The making of this project not only helped me to gain knowledge but

gave me a thorough study of what the company comprises of? How it works? What are the strategies? And lastly customer orientation/
This report made me aware of the importance of CHANGE. Change must

be considered as an OPPORTUNITY to improve and not as a THREAT.

BIBLOGRAPHY

BIBLOGRAPHY

BOOKS:1. Principles of management. 2. Marketing management.

3. Sales management.

WEBSITES

1. www.tatamotors.com 2. www.aria.tatamotors.com 3. www.wekipedia.org 4. www.businessandeconomy.com 5. www.tutor2u.com 6. www.eurofinder.com 7. www.bteconomy.com 8. www.timesofindia.com 9. www.google.com

QUESTIONNAIRE

QUESTIONNAIRE

1. Name of the Employees: 2. Age: 3. Gender:

4. Designation: 5. Does the company own its trucks/ multi-axle vehicles meant for transportating the cars?

6. If not, is the above work outsourced?

7. Does any wastage occur in the process of distribution?

8. Which kind of a distribution channel is used by the company?

9. How does the company submarket the product?

10. By what time ( on an average) does a car reach the consumer once it is Ordered?

11. How much time is required for a car to reach the godown of the Showroom ?

12. Does the company make use of advanced technology such as GPS etc to truck the delivery status of the cars?

13. Does the company outsourced warehousing facilities?

14. What is the cost of distribution par car?( approx. value )

15. What are the companys policies to avoid overstocking?