Professional Documents
Culture Documents
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CONTENTS
Page no:
CHAPTER-I
INTRODUCTION 03
Need for the study
Objectives of the study
Research methodology
Scope of the study
Limitations of the study
CHAPTER-II 06
COMPANY PROFILE
CHAPTER-III 15
LITERATURE REVIEW
CHAPTER-IV 35
DATA ANALYSIS
CHAPTER-V 56
FINDINGS
CONCLUSIONS& SUGGETIONS
QUESTIONNAIRE
BIBLIOGRAPHY
2
CHAPTER-I
INTRODUCTION
3
INTRODUCTION
This particular topic is chosen because every organization required sales promotion
and distribution to promote their product and services. Sales promotions and
distribution are playing a vital role in today's market. So it is important to know how
far these promotional activities are creating brand awareness in the minds of the
customer and influencing them to go for the products and services and also the need
to increase the quality, creativity and utilization of technology in the distribution and
sales promotions.
To find out the opinion of customer about the perfect promotion technique.
To find out the opinion of the customer on the subject, sales promotion.
To find out the ways to promote the product so that it reaches the high
standards.
To know how well the product TVS is doing well in the market.
To know how well the product TVS is withstanding on their words, which
customer.
4
RESEARCH METHODOLOGY
This involves developing and understanding of the problem. The research need not be
undertaken only for a problem but also for opportunities and this study an attempt has
The data has to be collected by the methods predetermined; the primary data has been
3. SOURCES OF DATA
The data has been collected from two sources i.e primary & secondary data.
a) Primary Source
b) Secondary Source
The secondary source was collected from the profile of the organization, catalogues
The scope of the study is confined to all the customers of TVS Company.
The limitations of the study are restricted within the twin cities of Hyderabad and
Secunderabad.
5
CHAPTER-II
COMPANY PROFILE
6
COMPANY PROFILE
TVS Group
The largest automobile distribution company in India, TVS & Sons has an annual
turnover exceeding US$ 450 million (over Rs. 16,000 million), with a workforce of
over 5000, TV Sundaram lyengar and Sons Limited operate through the three
following divisions;
TVS
TVS and Sons distribute Heavy Duty Commercial Vehicles, Jeeps and Cars. It
Mahindra Ltd., Fiat and Honda. It also distributes automotive spare pans for
TVS & Sons has grown into a leading logistics solution provider and has set up
It has also diversified into distributing Garage equipment that ranges from paint
With steady growth, expansion and diversification, today TVS commands a strong
7
TVS Motor Company
TVS Motor Company Limited, part of the TVS Group, is one of India's leading two-
With (he joint venture with Suzuki Motor Corporation in 1983, TVS-Suzuki became
September 1984. Through an amicable agreement the two companies parted ways in
September 2001.
Today TVS Motor Company has the largest market share in the moped category and is
also the undisputed leader in the scooterette segment. It also holds a considerable
With a strong sales and service network of 500 Authorized Dealerships, 1018
Authorized Service Centers and over 864 Certified Service Points, TVS is growing from
strength to strength. The company manufactures its motorcycles, scooters and mopeds
Motorcycles - TVS Centra / TVS Victor / TVS Fiero F2/ TVS Max 100 / TVS
Max 100R
8
Vision
TVS Motor will be responsive to customer requirements consonant with its core
competence and profitability. TVS Motor will provide total customer satisfaction by
giving the customer the right product, at the right price, at the right time.
TVS Motor will be one among (he top two two-wheeler manufacturers in India and
TVS Motor will have profitable operations overseas especially in Asian markets,
marketing. The thrust will be to achieve a significant share for international business in
the total turnover. TVS Motor will hone and sustain its cutting edge of
Shogun in Dec1996.
Technology
TVS Motor Company's R&D division has an imposing pool of talent and one of
9
to achieving total customer satisfaction through Total Quality Control (TQC),
the Company continuously strives to give the customer, the best value for money.
facilities at my sore & Hosur have state-of-the-art facilities & air pollution control
measures. Even the suppliers are encouraged to ensure that their products meet
eco-friendly norms.
Launched TVS 50, India's first 2-seater, 50cc Moped in Aug 1980.
Sept 1984.
Awards
TVS Motor is the third Indian company to win the Doming Prize. Only two other
It's been a long time since the Doming Prize was instituted by the Union of
Japanese Scientists and Engineers. But very, very few organizations outside Japan
10
In fact, the TVS Motor Company is the world's first motorcycle company to be
awarded the prize. As for the TVS Group, it's a third. Sundaram-Clayton Ltd.
(Brakes Division) and Sundaram Brake Linings Ltd. have already won it.
control.
Sri Sai motors is established in the year 1997 at chandanagar It was started as a
It has got the authorized main dealership in the year 2003 for its excellent
It has got a total of 8 sub dealers in i t s in chain of dealers. The total number of
these 50 numbers include administration staff sales executives and service men in
the workshop.
Sri Sai motors is headed by Mr. Narashimmha Reddy as proprietor and Mr.
Sri Sai motors sell total eight types of two wheelers each one divided into two
types.
Details of Sales
The minimum number of two-wheelers which are sold by Sri Sai motors
11
Sri Sai motors provides various bikes for different people.
The range of prices for TVS two wheelers bikes starts from 36,000 to
Sri Sai motors offers Exchange Mela of bikes for two wheelers to satisfy the
The registration of the two wheelers is done by the agents who are in touch
The rate of interest charged on customer will depend on the amount he paid
and loan period.
12
Sales are likely to be increased after the financial year i.e. after the budget of
every year is announced. December is the off season for sales and percentage
The maintenance cost of TVS two wheeler is zero and the cost of spare
parts is very less when compare with other two wheeler spare parts. The
main competitors of TVS two wheelers are the two wheelers from the Hero
Customer Lounge:
Customer lounge is a place where to complete the customer are asked to wait for
this service to entertain the customer the administration had provided Television
and newspapers.
Supervisor cabin:
There is one supervisor who is the head of the service department .He looks after
the whole service department and is responsible for preparing the job card.
13
Engine Room:
There is a separate cabin called engine room for the repair room for the repair
Water Room:
There is a separate block to wash the vehicles .A total of 30-40 vehicles are
serviced here.
Mechanics:
There are total of 8 automatic benches for service with 4 senior mechanics
Job Card:
Job Card contains the details of the vehicle like, engine number, model, customer,
problem, amount of service, amount for spare parts, date and time of delivery.
Spare Parts:
A well versed spare parts block contains different racks for different models of
Vehicles.
Go down:
There is also one huge Go down which has the capacity of putting a maximum of 150
vehicles.
14
CHAPTER-III
LITERATURE REVIEW
15
LITERATURE REVIEW
Sales Promotions
response within a short period of time. Interestingly, most of the effort has been
Coupons and Promotions play a large role on the web as well. Over 50
percent of both first time and repeat buyers were influenced by either coupons
basic approach is to create or increase a desire on the part of the Customer for
the product itself. In contrast, most Promotions implicitly assume the level of
desire for the product is fixed and try to "close the deal " by providing incentives to
purchase.
This is, of course, an oversimplification. A" get them while supplies last" ad focuses
16
repeat business. Nonetheless, Promotions, many of which involve temporary price
reductions, are seen as a form of marketing effort that is more aggressive and oriented
toward immediate results. In reality, one if the few ways product managers can obtain
a short run change in sales or market share is to use sales Promotion activities.
Final Customer Promotion comes directly to the Customer from the manufacturer.
attempt both to get them to buy more of a product and to commit their own effort to
"pushing" the product through the nest channel and ultimately to the consumer.
Channel-originated Promotions are run by the channel itself to either the next channel
For consumer packaged goods sold through supermarkets, retailer Promotions are an
especially visible form of Promotions. Displays, feature advertising, and price deals
(price cuts, free merchandise, and retailer-issued coupons) all affect sales and profits
general, the purpose of channel Promotions is to increase sales pf all products to the
Customer.
Offensive Promotion attempt to gain an advantage through exclusively: being the only
markets, how ever, competitors quickly match Promotions. On top of that, in some
areas, notably consumer packaged goods; the channels have become sufficiently
17
powerful to both demand and schedule Promotions. The result is that companies,
including those with household brand names and dominant market shares, are
promoting due more to a perceived necessity to match competition and satisfy the
Many types of consumer products, service and industrial products use sales promotion
PROMOTIOM OBJECTIVES
18
Final Customer Promotion, at least for existing or mature products, typically
takes a short-run view. Even when the focus as long-run, such as to generate trial,
in the form of sales. The possible advertising objective range from generating
immediate sales. Similarly, a company can run a tie-in Promotion that may, in
addition to raising current sales, have a residual positive impact on brand image.
of the Promotion. Once awareness of the product is met then to improve the sales,
is it recommended that to go for the promotion objectives that are listed above.
19
By far the most common objective of a consumer Promotion is a short-run goal to
generate more transactions in a short period of time. The objective are implemented in
two ways, first we need to specify from what level sales should increase. The easiest
benchmark is last year or last period; the more difficult measure, but one from which
the true success of the program should be gauged, is what sales would be absent the
Promotion Second, we must select the target Customer and define desired behavior.
occasional but not loyal Customers, or generating sales from current Non Customers.
Many Promotions focus on current Customers, attempting to get them to buy more
through a -volume discount, to be more loyal, or to accelerate their purchases and buy
sooner. Attracting occasional Customers, typically through temporary price cuts such
as coupons and rebates, is effective but also expensive. This is not only produces
lower margins on the sales to occasional Customers but may also lower margins on
sales that would have been made in the absence of the Promotion to either occasional
competitor's Customer alone. Promotions to non Customers are generally used when a
product is new to generate trial. In a sense, targeting non Customers implies a long-
Similarly, different sale price can be offered to target groups in catalogs based on
TRADE PROMOTIONS
20
The objectives of trade Promotions basically fall into three main categories.
Objective Typical Programs
Relationship building
The first category focuses on getting the trade to buy or stock the product in greater
increase the level of trade support given to the product by means other than
increasing their inventories. A variety of allowances and direct incentives relate to this
One major purpose of trade shows is to entice current and potential channel
members to carry a product. Trade shows are a great business in their own right.
Seven factors have been found to effect the total budget for advertising and sales
21
4. Sales are made through channel intermediate than directly to end
users.
Several factors affect this allocation decision. First, the total amount of resources
available has a major impact. If the marketing budget is small, extensive media
advertising is usually not worthwhile unless the target market is local and can be
reached by media such as radio and newspapers, because advertising usually needs a
minimum or threshold amount to have any impact. Beneath the threshold value, the
money is virtually wasted. In such cases, spending the budget on sales Promotion
results in a greater market impact than advertising. Second, Customer factors affect
allocation decisions. One relevant aspect of Customer behavior is the degree of brand
loyally rewards primarily existing Customers. Although this may be what the product
manager wants, it is usually not the best way to spend money. If Customer's are not
very loyal, the product manager should try to understand if their behavior is endemic
to the category; if so, there may be an opportunity to attract brand switchers with
Promotions. It is also possible, however that the product manager has created non-
loyal Customers through frequent, price-based Promotions, and thus all that happens
them. If the product is complex and therefore requires a fair amount of information
22
processing, more should be spent on advertising because it is better communications
which decision making is routine and involves little processing of information about
the product.
amount high the unique aspects of the product, consumer franchise building (CFB)
aspects. CFB activities are those that build brand equity, including advertising,
alone and include trade promotions, short-term price deals, and refunds.
Deciding on which Promotion element to employ in many ways parallels the media
CONSUMER PROMOTIONS
I. Product based
B. Samples
1. Central location
2. Direct(e.g., mail)
3. Attachment (in-/-on-pack)
A. Sale price
B. Coupons
1. Central location
23
2. Direct (mail)
3. Attachment (in-/-on-pack)
C. Refind/rebates
D. Financing
E. Frequent
III. Premiums
PRODUCT-BASED PROMOTIONS
One obvious category of Promotions is to give away the product itself. Extra volume
packages bare common in consumer products. Even more dramatic are completely
free products. Coupons for free goods show up in the mail, on or in packages of the
good, or in media vehicles. Computer hardware and software companies often give
free copies of their products to select Customers as "beta" test sites to help get any
bugs out and stimulate early word of mouth. Sampling has the obvious benefit of
stimulating product trial because it gives the shortcomings. First, it is very expensive.
Second, it may not target the right potential Customers; people who distribute free
PRICED-BASED PROMOTIONS
Another obvious type of Promotion involves price. The use of sale price is
24
term price reductions are not narrowly targeted because all buyers, including
More targeted price reductions that require at least some effort on the part of the
consumer involve coupons. Coupons are one of the very few ways to legally
implement price discrimination, that is, charge different prices to segments with
coupons allows a more focused price cut, though outright theft and trading of coupons
are common As just noted one advantage of coupons is that they can be delivered by
mail, at the cash register, or even through the Internet to carefully targeted audiences.
In addition, because they normally have to be cut out and physically carried to the
point of transactions, coupons require more commitment to purchase the product, and
thus may engender more repeat purchases. They are also flexible because they can be
designated for larger package sizes, a now flavor extension, and the like.
Other, price-based consumer Promotion is also options. Refunds and rebates are
common and effective, though the long-run effects may be negative. Frequent user
programs such as those offered by supermarkets, sporting goods stores etc, are useful
for encouraging brand loyalty and allow consumers to buy products at a discount after
mix can be used to meet company objectives. Point-of-purchase displays are common;
notice the checkout and end-of-aisle displays at any supermarket. One popular form
display and sell their wares. Another inducement to purchase is free service. In
25
TYPES OF TRADE PROMOTIONS:
Trade Promotions are directed not to the final Customer but to the channels through
which the goods are sold. Like consumer Promotions, they can be broken into five
categories
Trade Promotions
I. Product based
A. Free goods
B. Consignment/returns policy
A. Buying allowances
B. Financial terms
A. Slotting allowances
B. Display allowances
C. Warehousing/delivery assistance
A. Co-op advertising
B. Selling aids
C. Co-op selling
V Sales based
Returns policies allow the channel to return unsold merchandise for a full or partial
26
refund, reducing the risk of carrying the product. Price deals include various volume
discounts and allowances, as well as financing terms such as long period of time
allowances, which are basically payments for placing a product on the shelf, have
These fees charged to manufactures have had a negative effect on the number of
competitors in many product categories and have been particularly hard on small
companies, for which the fees can become prohibitive. Display allowances
warehousing the goods for the channel or paying all or part of delivery charges.
incremental results during the period of Promotion. This method provides a useful
starting point, but may lead to an overestimate of the benefit of Promotion because it
ignores both where the sales come from and the long-term consequences of
27
As shown in above picture of simple tracking approach with point A on horizontal
axis representing the time when the Promotion say, a price reduction -is given to
end consumers. Tracking studies such as these are used frequently because the
tend to look at the shaded above point a as shown. The simple analysis could be made
representing the possibility that consumers have increased their inventories at home,
The gain must be evaluated relative to a base amount: the amount of sales that would
have been generated had the Promotion not to run. This base line calculation is
The analysis does not account for other factors in the marketplace, including
28
Product managers must carefully examine point C. The point at which sales seem to
return to "normal"; it could be higher than the base for some period of time,
SHORT-RUN EVALUATION
buyers. Many coupon redeemers, May be Customers who would have bought the
product anyway and simply used the coupon as "found of money" or, at best, bought
the products somewhat sooner than they would have in the absence of a Promotion.
bought at the time nor bought the promoted brand but are persuaded to
Obviously, categories 2 and 4 are pluses and category 1 also represents incremental
potentially but not necessarily negative. If subsequent sales are depressed as a result
of increased inventory, there is no benefit and a clear cost. Of course, one possible
benefit of Promotion is that "captured" buyers will remain loyal and repeat purchase
29
the promoted brand on a subsequent purchase occasion. It is possible that Promotion
quantity purchased.
To assess the value of Promotion, then it is necessary to estimate both the source of
additional sales and its overall magnitude. In addition, the profit consequences of each
need to be considered. Some Promotions have lower redemption rates than others that
are freestanding insert coupons versus on-pack or register a price discount, which
lessen their negative impact on profit margins but at the same time decreases their
impact on quantity. The main point here is that it is possible to estimate the impact of
a Promotion through systematic analysis and that the results of such analysis are often
quite sobering.
Promotion has an indirect impact on channel (retailer) behavior. Notice that a major
stockpiled. Perishable goods and services cannot be stockpiled and hence paper towel
LONG-RUN CONCERNS
Promotion also has two important long-run impacts. First is the impact of Promotion
lower in quality and, the extreme, something it make sense to buy only on deal. A
30
recent study suggests when long-run negative impacts are considered, the total
COMPETITIVE REACTION
There is also concern about the impact of Promotions on competitors. Most markets
are oligopolies, and hence decisions need to take likely competitive reactions into
account. Not surprisingly competitors often match Promotions quickly, thus negating
many of the possible benefits while increasing costs. A Promotion spiral can ensue
PROMOTION EFFECTS
Scanner data have been used extensively to assess the effects of Promotion on buying
Given the prevalence of scanner data for supermarket and drugstore products, it is not
surprising that a large number of models have been developed to use them to asses the
(market size) is constant on share. The models generally assess the value of each
31
Scanner data are not a perfect means for assessing the impact of Promotions. They
stores, and exclude many potential influences on sales. They are, however, a useful
and unobtrusive means for evaluating both natural and controlled experiments.
Scanner data are increasingly being used to compare different Promotions and provide
4. The greater the frequency of deals, the lower the height of the deal.
TEST MARKET
Test markets are as useful for evaluating different sales Promotions as they are for
combinations of free samples, end-of aisle displays, coupons, and special price
Promotion over a period of time, using some stores as the Experimental group and
32
The above figure shows that of a result of a special display experiment run in a
Behavior Scan market. It can be seen that a significant spike in unit sales
occurred around the data when all of the special displays were installed. An
interesting result is that although the sales in the experimental stores were lower
than those in the control stores after the experimental period, there was no large
"through," thus implying that the net effect was quite positive.
The results of earlier has shown that many users of consumer Promotion would have
bought the product anyway, so they simply pocket the value of the Promotion stock
up at the low price. A similar problem exists for trade Promotions, the issue of "gray
markets". Gray markets involve authorized dealers or retailers that buy the product
from the producer and then resell it to other, unauthorized dealers. This practice is
common when a company offers a volume discount and multiple dealers in effect
33
pool their orders to obtain it. Various Internet-enabled consortia have sprung up to
Further, although many trade Promotions involve implied cooperation on the part of
the channel, these provisions are hard to monitor and enforce. Put differently.
Although the manufacturer's objectives are best served when Promotions are passed
Trade Promotion now accounts for more of the Promotion budget than either
discounts, and special fall premiums—and their effects were treated separately. The
model included an "end-of-deal" variable to account for orders placed during the deal
period but not shipped until the next period. The sales drive consisted of a percentage
payment to channel when it sold units to the retailer. The special fall premium was
direct payment to the Manufacturer/s own sales force. To remove the impact of the
direction sales force were headed on their own the model also used a time trend term.
A different approach uses an expert system style modeling method (promoter) based
on the results of many past Promotions. This approach begins by developing a baseline
sales level based on trend and seasonality plus any unusual factors that may have
Promotion is zero. Incremental sales are then computed as the difference between
PROMOTOR does not asses the process by which a Promotion works; rather it
34
concentrates on estimating its magnitude. The general findings from PROMOTOR are
the fallowing:
Trade deals tend to have lower "pass-through"; that is, savings by the retailer are
passed along to consumers less than manufacturers hope. Retailers tend to forward buy
when they offered Promotions, allowing them to stock up and ultimately making
the Promotion unprofitable for the manufacturer. The effectiveness of trade deals
35
CHAPTER-IV
DATA ANALYSIS
DATA ANALYSIS
I) Newspaper Advertisement
36
Percentage
50%
40%
30%
20%
10%
0%
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potions
INTERPRETATION:
29% of the total customers have responded to the maximum extent that promotion
39% of the total customers have responded that the promotion technique Newspaper
Advertisement is moderate.
Promotion technique is to the level of minimum. 12% of the total customers have
87 54 21 20
Percentage 48% 30% 12% 11%
37
Percentage
60%
50%
40%
30%
20%
10%
te
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m
0%
ra
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options
INTERPRETATION
48% of the total customers have responded to the maximum extent that promotion
technique Exchange Mela is good. 30% of the total customers have responded that
the promotion technique Exchange Mela is moderate. 12% of the total customers
have responded that Promotion technique Exchange Mela is to the level of minimum.
11% of the total customers have responded that Exchange Mela is not at all a
promotion technique,
38
Precentage
40%
30%
20%
10%
te
m
0%
m
ra
u
il
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N
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x
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M
M
M
options
INTERPRETATION
38% of the total customers have responded to the maximum extent that promotion
34% of the total customers have responded that the promotion technique Scheme
Coupons is moderate.
16% of the total customers have responded that Promotion technique Scheme
12% of the total customers have responded that Scheme Coupons is not at all a
promotion technique.
IV) Others
Responses 40 33 47 62
40%
Percentage 22% 18% 26% 34%
30%
20%
10%
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0%
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M
M
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options
INTERPRETATION
22% of the total customers have responded to the maximum extent that Other
18% of the total customers have responded that the Other promotion techniques arc
moderate,
26% of the total customers have responded that Other Promotion techniques are to
34% of the total customers have responded not at all to the Other Promotion
techniques.
05) Do you think that Exchange Mela's will attract you in buying bike?
40
Precentage
60%
50%
40%
30%
20%
10%
0%
te
m
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N
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x
in
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M
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options
INTERPRETATION
33% of the total customers have responded that exchange mela's to the maximum
15% of the total customers have responded moderately that exchange mela's are a
48% of the total customers have responded that exchange mela's will attract them
4% of the total customers have responded that exchange mela's will have no effect on
them.
06) Do you think that Advertisement with Star amenities will attract you to buy the
Bike?
41
Precentage
50%
40%
30%
20%
10%
te
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0%
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M
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options
INTERPRETATION
4% of the total customers have responded that advertisements with star amenities will
42% of the total customers have responded that advertisements with star amenities
8% of the total customers have responded that advertisements with star amenities
07) Are you satisfied with the maintenance cost of your Bike?
42
Precentage
50%
40%
30%
20%
10%
te
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0%
m
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options
INTERPRETATION
41% of the total customers have responded that to the maximum extent they have
44% of the total customers have responded that the maintenance cost of the bike is
moderate.
5% of the total customers have responded that the maintenance cost of the bike is to
9% of the total customers have responded that the maintenance cost is very much nil.
08) Are you aware of new TVS brand Two-Wheelers in the Market?
Responses 92 75 14 1
Percentage 50% 41% 8% 1%
43
Precentage
60%
50%
40%
30%
20%
10%
te
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0%
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options
INTERPRETATION
0% of the total customers have responded that to the maximum extent they are aware
41% of the total customers have responded that the awareness of the new models of
8% of the total customers have responded that the they are aware of new one's to the
minimum level.
1% of the total customers have responded they arc not aware of the new models of
09) Do you think that TVS Motors Company is following the above techniques for
44
Precentage
60%
50%
40%
30%
20%
10%
te
m
0%
m
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options
INTERPRETATION
16% of the total customers have responded that to the maximum extent they are
49% of the total customers have responded that the TVS to increase sales by
17% of (he total customers have responded that TVS, to increase sales by fallowing
18% of the total customers have responded they arc not at all fallowing above
10) Do you feel that TVS Brand Motors are increasing their sales in the market?
45
Precentage
50%
40%
30%
20%
10%
0%
te
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options
INTERPRETATION
23% of the total customers have responded that to the maximum extent TVS are
42% of the total customers have responded that the TVS increasing sales are
moderate.
19% of the total customers have responded that TVS increasing sales is to the level
of minimum.
16% of the total customers have responded they are not at all are increasing the
sales.
11) Do you think that features of TVS motors matches with the price of the Bike?
Responses 40 78 34 30
46
Percentage 22% 43% 19% 1 6%
Precentage
50%
40%
30%
20%
10%
0%
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options
INTERPRETATION
Among total 182 respondents:22% of the total customers have responded that to the
maximum extent TVS features matches with the price of the bike.
43% of the total customers have responded that the TVS features, matches with the
price is to moderate.
19% of the total customers have responded that TVS features matches with the price
16% of the total customers have responded that TVS features not at all matches with
12) Do you have any Complaint about your Bike in terms of the following?
47
Percentage 20% 44% 20% 16%
Precentage
25%
20%
15%
10%
5%
0%
te
m
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options
INTERPRETATION
extent TVS motors have repairs. 44% of the total customers have responded that the
repairs about TVS motors are moderate.20% of the total customers have responded
that repairs about TVS bikes are to the minimum level. 16% of the total customers
48
Percentage 70%
60%
50%
40%
30%
20%
10%
0%
te
t
n
ra
s
e
il
o
s
ll
N
e
o
e
e
d
G
L
c
o
x
M
E
Potions
INTERPRETATION
62% of TVS and 64% of Other Customers have responded for the option Excellent.
17% of TVS and 27% of Other Customers have responded for the option Good.
14% of TVS and 9% of Other Customers have responded for the option Moderate.
14) Style
49
Percentage
60%
50%
40%
30%
20%
10%
0%
te
t
n
ss
ra
il
lle
N
o
e
e
e
L
d
xc
o
M
E
Potions
INTERPRETATION
45% of TVS and 53% of Other Customers have responded for the option Excellent.
36% of TVS and 24% of Other Customers have responded for the option Good.
15% of TVS and 22% of Other Customers have responded for the option Moderate.
15). Comfort
50
Percentage
70%
60%
50%
40%
30%
20%
10%
te
0%
t
n
ra
s
e
il
s
ll
N
o
e
e
d
G
L
c
o
x
M
E
Potions
INTERPRETATION
38% of TVS and 31% of Other Customers have responded for the option Excellent,
50% of TVS and 64% of Other Customers have responded for the option Good.
8% of TVS and 4% of Other Customers have responded for the option Moderate.
16 ) Pickup
51
Percentage
60%
50%
40%
30%
20%
10%
0%
te
t
d
n
ss
ra
il
le
N
o
e
e
el
L
d
xc
o
M
E
Potions
INTERPRETATION
53% of TVS and 56% of Other Customers have responded for the option Excellent.
34% of TVS and 36% of Other Customers have responded for the option Good.
10% of TVS and 4% of Other Customers have responded for the option Moderate.
52
Percentage
0.6
0.5
0.4
0.3
0.2
0.1
0
te
t
n
ra
s
e
il
o
s
ll
N
e
o
e
e
d
G
L
c
o
x
M
E
Potions
INTERPRETATION
4% of TVS and 13% of Other Customers have responded for the option Excellent.
10% of TVS and 16%'of Other Customers have responded for the option Good,
41% of TVS and 22% of Other Customers have responded for the option Moderate.
45% of TVS and 49% of Others Customers have opted the options Less.
18) If you are already the owner of TVS bike/vehicle, are you fully satisfied?
53
Percentege
80
options
60
40
20
0
Maximum Moderate Minimum Nil
INTERPRETATION
15% of the total customers have responded that to the maximum extent the
58% of the total customers have responded that the TVS bikes performance is
moderate.
20% of the total customers have responded that TVS vehicles performance is to the
level of minimum.
1% of the total customers have responded mat TVS vehicles performance is not up
to the mark.
54
Percentege
options
80%
60%
40%
20%
0%
te
m
m
ra
u
il
im
im
e
N
d
x
in
o
a
M
M
M
INTERPRETATION
65% of the total customers have responded that to the maximum extent the service
15% of the total customers have responded that the TVS bikes service and spares is
moderate.
20% of the total customers have responded that TVS vehicles service and spares is to
1% of the total customers have responded that TVS vehicles spares and spares are
Options YES NO
Responses 127 55
Percentage 70% 30%
55
30%
70%
INTERPRETATION
70% of the total customers have opted for the yes option which implies a greater
CHAPTER-V
56
FINDINGS
Most of the customers have the opinion that there is no resale value for the
Dealers should ensure that more and more servicing centers are available in
57
More style, pickup and mileage products to be manufactured to meet the
CONCLUSIONS
Sales Promotion deals with various promotion techniques for improving the Sales and
conclude by saying that the TVS Brand two-wheelers should carry out the various
program's for increasing the Sales of TVS brand two-wheelers in the Market.
SUGGETIONS
It is advised to stability the Brand name and increase the Mileage of the
It is advised to reduce the price of the spare parts to target the middle and
58
lower class income people.
QUESTIONNAIRE
3. Do you think Exchange Mela's will attract you in buying the Bike?
59
4. Do you think Advertisement with Star amenities will attract you to buy the Bike?
6. Do you think that TVS Motors Company is following the above techniques for
7. Do you feel that TVS Brand Motors arc increasing their sales in the market?
8. Do you think that features of TVS motors matches with the price of the Bike?
11. If you arc already owner of TVS vehicle/hike, are you fully satisfied?
(Yes/no)
60
BIBLIOGRAPHY
Internet
61
62