Sales and Distribution Management of Amul

By Junaidcma | Feb. 2011

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Tata Vehicles Sales and Distribution:
Our sales and distribution network in India as of March 2009 comprised over 1,500 sales outlets for our
passenger and commercial vehicle business. In line with our growth strategy, we formed a 100%
subsidiary, TML Distribution Company Limited, or TDCL, in March 2008 to act as a dedicated logistics
management company to support the sales and distribution operations of our vehicles in India. We
believe this will improve the efficiency of our selling and distribution operations and processes.

TDCL will take over and/or set up stocking points for both commercial vehicles and passenger vehicles,
in the places of manufacture and also at different places throughout India. TDCL will help improve
planning, inventory management, transport management and on-time delivery. As a focused entity, we
believe it will make delivery and inventory management more efficient.

Additionally, we have completed the initial rollout of a new customer relations management system,
which has been certified by Oracle as the largest Siebel deployment in the automotive market at all our
dealerships and offices across the country. Being implemented in phases since 2003, the combined
online customer relations management system initiative supports users both within the Company and
among our distributors in India and abroad.

Through our vehicle financing division and wholly owned subsidiary, Tata Motors Finance Limited, or
TMFL we also provide financing services to purchasers of our vehicles through our independent dealers,
who act as our agents, and through our branch network. During fiscal 2008 and 2009, approximately
34% and 31%, respectively, of our vehicle unit sales in India were made by the dealers through financing
arrangements where our captive vehicle financing divisions provided the credit. Total vehicle finance
receivables outstanding as at March 31, 2009 and 2008 amounted to Rs.158,803 million and Rs.163,960
million,...