Professional Documents
Culture Documents
PART-I
1.
CHAPTERS
Introduction
Company Profile
Marketing Strategy
Scope
Product Profile
Global Presence
Objective
2.
Research Methodology
3.
Data Analysis
4.
SWOT Analysis
5.
Recommendations
6.
Conclusion
7.
Limitations
8.
Bibliography
Questionnaires
INTRODUCTION
In todays world of intense competition and rapid dynamism, all the companies worldwide
are tuning their focuses on the customer. Suddenly, the customer had succeeded in capturing all
the attention of the companies towards him, so much so, that the once famous maxim, customer
is the god has become so true and relevant today. There has been a paradigm shift in the
thinking of these companies and none other then the customer has brought this about.
Earlier there was a sellers market, since goods and services were in short supply and the
sellers use to call the shots. But, ever since the advent of the era of globalization, there has been
total transformation in the way the customers being perceived. Today, marketers are directing their
efforts in retaining the customers and customers base. Their focus has shifted towards integrating
the three elements people, service and marketing.
The customers importance has assumed imponderable proportions in todays world,
because of the inherent value that the customers command. A customers can make or break a
company. It is the responsibility of every company to see that all its customers are equally
satisfied with them, for one single dissatisfied customer will tell at least nine others about the
dissatisfaction and will spark off a chain reaction and spell doom for that company. In such
scenario, retention of the existing customers assumes diabolical proportion. Research has thrown
light on some important aspects of customers retention it has been proved empirically that
acquiring new customers can cost five times more than the cost involved in satisfying and
retaining current customers.
In the past, the customers was taken for a ride, as there were not many players in the fields,
not much importance was attached to product safety, quality, service and product appeal. The
attitude of the manufacture was that of caveat emptor. Thanks to the government policies on
liberalization, globalization and privatization (LPG), the market scenario has changed today.
Today, the customer has a host of defense mechanism like the customers protection laws,
regulation of the government, the powerful hands of the organization, customers courts, switching
to substitute or competitors that offer at competitive prices, etc. The maxim, caveat emptor
has been replaced by caveat venditor.
In the past, after sales service was consider as a cost center, Companies were lethargic in
attending to customers complaints. Availability of trainee service personal and quality genuine
spare parts posed serious problems. However, with the rising competition, there could not be
much product differentiation, as price and quality were comparable and latest technology was to
each and every company in the field. Since, there could not be much differential a tangible assets,
the companies concentrated on the intangible assets, namely the service factor, which served
as a major differentiator. Today after sales service is an important aspect of every company, and it
is no more considered as a cost center, but considered as a profit center. Every organization strives
hard to retain its existing customers at any cost since it is five times costly to get a new customers,
then to retain an existing customers. Today most of the industries use information technology to
best services to their customers.
Inception
1976
Registered as a company
1977
1991
1995
1996
2000
2000
Established APOLLO TYRES Health Care Clinic for HIV. Aids awareness
2008
2009
Production of Indias first H-Speed rated tubless passengers car radial tyres
2011
2011 APOLLO TYRES health care clinic in Udaipur in Rajasthan and Kanpur in Uttra
Pradesh
2012
2013
Expansion of passenger car range to include 4x4 and all terrain tyre
2014
2014
2015
2015 Launch of Indias first range of ultra high performance V and W-speed rated
passenger car radial
2015
2015
2015
Apollo Tyres Ltd is a high-performance company and the leading India tyre
manufacturer. Head quartered in Gurgaon, a corporate-hub in the National Capital Region of
India, Apollo is a young, ambitious and dynamic organisation, which takes pride in its unique
identity. Registered as a company in 1976, Apollo is built around the core principles of creating
stakeholder value through reliability in its products and dependability in its relationships.
Apollos present strength and market dynamism steps from its early years of strife in establishing
itself as a tyre manufacturer within the closed Indian economy. Over two decades, Apollo
worked on a portfolio of products, tuned to customer needs and an array of innovative marketing
initiatives to establish itself as a leader in its home market. Some of these include segmenting
customers by their load and mileage requirements, running tyre loyalty programmes, establishing
customer contact programmes which resulted in better health and driving habits, introducing
Indias first farm radials and Indias first range of high-speed tubeless passenger car tyres. For
the first time, in 2006 Apollo ventured outside India in its quest to test itself outside its home
comforts. Apollo acquired Dunlop Tyres International Pty Ltd in South Africa (since renamed as
Apollo Tyres South Africa Pty Ltd) and Zimbabwe, taking on southern Africa as the second
domestic market. The company holds brand rights for the Dunlop brand across 30 African
countries.
In 2009, Apollo acquired Vredestein Banden B V in the Netherlands, and thereby adding
Europe as its third crucial market. The company currently produces the entire range of
automotive tyres for ultra and high speed passenger cars, truck and bus, farm, Off-The-Road,
industrial and specialty applications like mining, retreaded tyres and retreading material. These
are produced across Apollos eight manufacturing locations in India, Netherlands and Southern
Africa. A ninth facility is currently under construction in southern India, and is expected to
commence production towards the end of 2009. The major brands produced across these
locations are: Apollo, Dunlop, Kaizen, Maloya, Regal and Vredestein. In the three domestic
markets of India, Southern Africa and Europe, Apollo operates through a network of branded,
exclusive or multi-product outlets. In South Africa the branded outlets are called Dunlop Zones,
while in India they are variously named Apollo Tyre World (for commercial vehicles) and Apollo
Radial World (for passenger cars). Exports out of these three key manufacturing locations reach
over 70 destinations across the world, with key comprising Europe, Africa, the Middle East and
South-East Asia. For Apollo Tyres, offering the right product to the right customer is essential.
Special efforts are made to understand customer needs and segment the market accordingly.
After which, products are developed for niche applications within a larger category to enable the
company to provide efficient, fuel and cost-saving products to each customer segment.
Innovation has always been an integral part of the Apollo way of doing business, this applies as
much to product development and marketing as to how the company as a whole is focused on
challenging existing boundaries. An integral part of the Apollo Tyres world is its community
involvement and giving programmes directly related to its business. In India, the focus has
always been on finding ways to ensure a direct benefits to customer groups. For the commercial
vehicle community the company runs extensive HIV-AIDS awareness and prevention
programmes and has established Health Care Clinics across the country to cater to the
communitys health needs. For passenger car customers the focus is on cultivating Safe Driving
habits. Across its manufacturing locations, the key initiatives revolve around health and
education programmes. Apollo is one of the largest corporate investors in developing sporting
talent through its Mission 2018, which is focused on nurturing and training youngsters in the
sport of tennis to enable an Indian to win a Singles Grand Slan Championship by the year 2018.
MARKETING STRATEGY
Strategic thinking is key to the evolution of successful marketing strategies of APOLLO
tyre. This involves the following analyses:
(a) Understanding markets: Strategic perspective of the market requires skilful analysis of
the trend and how they affect the market size and demand for the firms product.
(b) Finding market niches: Price, service, convenience and technology are some of the
niches in Indian market.
(c) Product and service planning: Analysis of the customers promotion of the brand, both
of the firm and competitors, besides an analysis of the situation in which the customer uses
the product.
(i)
are some of the key factors that are going to affect the distribution process in the Indian
market.
(ii)
Managing for result: With pressure on costs, prices, and margins, marketers will
(b)
(c)
Prospective inches
(d)
(e)
MARKETING MIX
A Marketing mix is the division of groups to make a particular product, by pricing,
product, branding, place, and quality. Although some marketers[who?] have added other P's, such as
personnel and packaging, the fundamentals of marketing typically identifies the four P's of the
marketing mix as referring to:1.
Product
2.
Price
3.
Promotion
4.
Place
Product
Price
The price is the amount a customer pays for the product. It is determined by a number of factors
including market share, competition, material costs, product identity and the customer's perceived
value of the product. The business may increase or decrease the price of product if other stores
have the same product.
Place
Place represents the location where a product can be purchased. It is often referred to as
the distribution channel. It can include any physical store as well as virtual stores on the Internet.
Promotion
Promotion represents all of the communications that a marketer may use in the
marketplace. Promotion has four distinct elements - advertising, public relations, word of mouth
and point of sale. A certain amount of crossover occurs when promotion uses the four principal
elements together, which is common in film promotion. Advertising covers any communication
that is paid for, from television and cinema commercials, radio and Internet adverts through print
media and billboards. One of the most notable means of promotion today is the Promotional
Product, as in useful items distributed to targeted audiences with no obligation attached. This
category has grown each year for the past decade while most other forms have suffered. It is the
only form of advertising that targets all five senses and has the recipient thanking the giver. Public
relations are where the communication is not directly paid for and includes press releases,
sponsorship deals, exhibitions, conferences, seminars or trade fairs and events. Word of mouth is
any apparently informal communication about the product by ordinary individuals, satisfied
customers or people specifically engaged to create word of mouth momentum. Sales staff often
plays an important role in word of mouth and Public Relations. Broadly defined, optimizing the
marketing mix is the primary responsibility of marketing. By offering the product with the right
combination of the four Ps marketers can improve their results and marketing effectiveness.
Making small changes in the marketing mix is typically considered to be a tactical change.
Making large changes in any of the four Ps can be considered strategic. For example, a large
change in the price, say from $19.00 to $39.00 would be considered a strategic change in the
position of the product. However a change of $131 to $130.99 would be considered a tactical
change, potentially related to a promotional offer.
The term "Marketing Mix" however, does not imply that the 4P elements represent
options. They are not trade-offs but are fundamental marketing issues that always need to be
addressed. They are the fundamental actions that marketing requires whether determined
explicitly or by default.
SCOPE
The scope of the study has been limited to a few tyres manufacturing majors. It does not
extend to all the segments available in the market.
Only Varanasi district has been covered in this study. Any development in the tyre market
after July 2009 is beyond the scope of this study.
Product Profile
The Apollo Tyres ltd. Is leading company for all tyres-manufacturing company in India
and The Apollo Tyres Company manufacturing the tyres for the entire segment (TRUCK, LCV,
PCR, FARMS, OTR).
MC 20
SH 41
SC32-SUV
SE 66
SH 19
SG 47
GLOBAL PRESENCE
Global partnerships, global reputations
Apollo opened its first tyres plant in Perambra, 1977. Since then, we have grown to
become one of the world's biggest and most respected tyre brands. our operations are now
worldwide.
For location details, please visit our global locations section.
Working for you
Many of the worlds leading vehicle manufacturers - including Audi, BMW, Indica,
Sumo, Toyota, Qualis - trust Apollo and fit our tyres as standard. Our tyre designers work closely
with manufacturers. We also involve our India, South Africa and Zimbabwe sister companies to
provide the latest research and development, testing and manufacturing facilities.
For more information on original equipment fitment manufacturers. Wherever you are of
distribution centres, we also supply many retailers, including our retail chain, Hi-Q Tyres. Use this
section to find all the facts and information on Apollo's heritage, policies, global presence and
commitment to the future.
Locations in India
In practice
Here are some of our activities:
TYRES SAFETY
(TYRES MAINTENANCE - YOUR MOST IMPORTANT SAFETY ITEM)
Your tyres are the only contact between you and the road and, like your vehicle, they too
require regular maintenance.
HERE ARE A FEW TIPS
Check your tyre pressures regularly, once a fortnight is recommended and ideally when
your tyres are cold. Inspect tread and sidewalls for cuts and abrasions, bulges, unusual wear and
road damage. If the tyres receives a severe impact, ask your tyres retailer to check for internal
damage. Do not repair cuts in sidewalls of radial play tyres. Avoid using 'sealants' or other liquid
preparations to prevent deflation. These may cause the valve to stick open slightly, causing
pressure
loss
and
indirectly
causing
corrosion
of
steel
belts.
Driving on under inflated tyres is almost certain to cause serious damage, always inflate
tyres to the suggested pressure. Take action immediately to rectify any unusual sounds or
vibrations. Tyre balance and vehicle wheel alignment should be checked regularly, (ie every
10,000km), especially if your tyres are subjected to rough roads or aggressive driving.
Tyre wear on front wheel drive vehicles is a little higher and therefore, attention to tyre pressures
as well as rotation should be made on a regular basis.
Tyre Pressure
Maintaining the correct pressure is the easiest, yet most important thing you can do to get
the best performance, economy and safety from your tyres. Information relating to the correct
pressure should be available from your vehicle's tyre placard however, considering these points
may help:
HERE ARE A FEW TIPS
Different driving conditions require different pressures. For example, a higher pressure is
usually recommended for high speed driving or when carrying or towing a heavier than normal
load. Seek advice on what is the best for you and your car. Tyres pressure should be checked when
tyres are cold, as pressures will increase when tyres warm up.
Under inflation of tyres can cause them to experience uneven or rapid tread wear, as well
as lead to an increase in fuel consumption. In addition, under inflation reduces your vehicles
braking and handling capabilities, and can ultimately lead to serious tyre failure. Where possible,
carry your own tyre pressure gauge. Sealing valve caps must ALWAYS be used, the best being the
metal type. If you require any assistance with the pressure of your tyres, see your local tyre
retailer.
TYRE ROTATION
Regular rotation of tyres is a proven method for promoting even wear and therefore
extending tread life. If uneven wear has occurred, this may be due to worn suspension
components, vehicle misalignment or incorrect tyre balance. These concerns cannot be corrected
by simply rotating the tyres. Your local tyre retailer should correct these problems.
Front to back same side rotation is acceptable when tyres are wearing unevenly. If the
spare is included in the rotation it should be exchanged with the tyre allocated to the right hand
rear position.
To roll
2.
To carry a load
3.
4.
5.
6.
To last
7.
To handle speed
8.
Low noise
9.
10.
To look goods
This rule applies to all categories of tyres, with the exception of passenger.
2.
3.
Use the lowest ply rating-this does not apply in the case of steel cord Radial Truck tyres.
4.
Recommend the correct Tyre Pressure for the Tyre size Ply rating, Load and operating
condition.
5.
This pressure should ideally be as low as possible, without under inflating the tyres.
OBJECTIVE
To assess the relative competitive position of Apollo tyres in the minds of the consumer
and dealers.
To compare the performance of major market player with respect to their 4 Ps.
Research Methodology
Every project work requires research, successful completion of any project and getting the
genuine results from that depends upon the research method used by the researcher. The whole
research process used by us is as follows:1.
Problem Formulation
2.
Research design
Sample design
4.
Source of data
(a)
(b)
(c)
Collection of data
(d)
Analysis of data
(e)
Interpretation of data
(f)
Research
Research can be defined as a careful investigation or inquiry especially through search for
new facts in any branch of knowledge. Redman and Mory defines research as a systematized
effort to gain new knowledge.
Marketing research
Marketing research is the systematic gathering, recording and analysis of data about
marketing problems to facilitate decision-making. Marketing research is the systematic design,
collection, analysis and reporting of data and finding relevant to a specific marketing situation
facing the company.
2.
Product research
3.
Promotion research
4.
Distribution research
5.
Pricing research
Primary data: - The primary data are those which are collected a fresh and for the first
time and thus happen to be original in character. There are several methods of collecting primary
data, particularly in survey and descriptive researches.
Some important methods of collecting primary data are:
a. Observation Method
b. Interview Method
c. Questionnaire
d. Schedules
2.
Secondary data: - Secondary data are used means that are already available i.e. they refer
to the data which have already been collected and analyzed by someone else and which have
already been passed through the statistical process. Secondary data may either be published data
or unpublished data.
We also use this method for the purpose of data collection. In this method we have taken
the sample of 100 vehicle models like INDICA, SENTRO, WAGONR, TATA SUMO, TOYOTA,
ZEN,SCORPIO, BMW, OCTAVIA, JAZZ, and QUALIS etc (four Wheelers).
Through my personal observation I have observed the tyres used in the above models and
presented them graphically.
This observation was done in the various areas of Varanasi like Nadeshar, Cant.Station, Taj
Hotal, Patal Nagar, Chauka Ghat, Andhra Pull, Raja Talab, Lahartara, Rohaniya, Vishal Travel,
and PCF Plaza, etc.
PROJECT
CONSUMER BEHAVIOR & MARKET SHARE OF APOLLO TYRES
Objective: - Analysis of Fitment of APOLLO TYRES by the personal contact, Interview,
questionnaire & fitment survey.
Place: - VARANASI
Sample Size: (a) 100 Customer data collection
(b) 3 campaign
(c) Fitment survey of 100 vehicles
Methodology: - The data collected by two methods.
I.
II.
schedules and questionnaire. In secondary data, The data are also available and we have observed
through net and company.
UTILITY: - From the collection of data we analyses the consumer behavior & market share of
various brand of Apollo Tyres & take valuable information of tyre industry.
Results: - The result is divided into the following categories:A:-FITMENT SURVEY
o Analysis of Front Tyres.
o Analysis of Rear Tyres
o Over all Analysis (Front + Rear)
Analysis
ANALYSIS OF FRONT TYRES
COMPANY
NO. OF TYRES
% SHARE
(Four
BRIDGE STONE
34
17 %
JK
38
19 %
CEAT
16
8%
APOLLO
48
24 %
MRF
56
28 %
OTHERS
1%
% SHARE
NO. OF TYRES
PERCENTAGE OF TYRES
BRIDGE STONE
JK
28%
3%1%
CEAT
17%
19%
8%
G
CE
O
YE OO
A
T
A
M
A TD
JK P
O RFR HE
LL
R
S
O
24%
APOLLO
MRF
GOOD YEAR
OTHERS
60
50
40
PASSENGER CAR (Four Wheelers) (200 Tyres)
30
COMPANY
NO. OF TYRES
% SHARE
BRIDGE STONE
43
21.5 %
JK
40
20 %
12
6%
APOLLO
55
27.5%
MRF
38
19 %
GOOD YEAR
4%
OTHERS
2%
20
10
0
BR
ST IDG
CEAT ON E
E
% SHARE
NO. OF TYRES
PERCENTAGE OF TYRES
BRIDGE STONE
JK
19%
28%
4% 2%
CEAT
22%
APOLLO
20%
6%
MRF
GOOD YEAR
G
YER OO
CAEP M
D
AOTL AFROT
LO
H
ER
JK
S
OTHERS
60
50
40
30
20
10
BR
ST ID
O GE
N
E
NO. OF TYRES
% SHARE
BRIDGE STONE
77
19.25 %
JK
78
19.5%
CEAT
28
7%
APOLLO
103
25.75 %
MRF
94
23.5 %
GOOD YEAR
14
3.5 %
OTHERS
1.5 %
% SHARE
NO. OF TYRES
PERCENTAGE OF TYRES
BRIDGE STONE
4% 2%
24%
JK
19%
CEAT
20%
26%
7%
APOLLO
MRF
GOOD YEAR
G
YE OO
CAEP M
R
O D
AOTL AFRTH
LO
ER
JK
S
OTHERS
120
100
80
60
B: - CUSTOMER MEETING
40
Meeting with Four wheeler owners:-
20
B
ST RID
O GE
N
E
A-Nadeshar
B-Patel Nagar
C-Taj Hotal
D-Vishal Travels
E-Chauka Ghat
F-Cant-Station
G-Andhra pull
H-Raja Talab
C:-CAMPAIGN
Nadeshar
Taj Hotal
Chauka Ghat
When asked about where do most of the customers go for purchasing Apollo Tyres the feed back
that were received from customers are as follows around 75% customer said that they purchase
Apollo Tyres from the exclusive dealer of Apollo Tyres, 20% customer said that they purchase
from MBDs (Multi brand dealer ) so that they could make a comparison of cost between Apollo
and other brands available and rest 5% customer said that they purchase Apollo Tyres from other
tyres traders the graph below gives better information.
80%
70%
60%
50%
40%
30%
20%
10%
0%
Exclusive Dealers
When asked about how easily customer get Apollo Tyres the response was follows approx
82% customer said that they get Apollo Tyres very easily whenever they require them from the
nearest dealer and 18% customers said that there is always a scarcity of the most popular brands
of Apollo Tyres Ltd. Such as Aspire, Acelere Sportz, Acelere, Hawkz and Amazer XL .
90%
80%
70%
60%
50%
40%
30%
20%
10%
0%
Readily Available
Not Readily Available
DISSATISFIED
SATISFIED
The 83% customers are fully satisfied with the Apollo Tyres and just 17% customers are
not satisfied with the Apollo Tyres . We met the different customers. Customer said that the
quality of Apollo Tyre is very good. Tyre is very costly but the performance of Apollo Tyre is
better than other tyres. They said that the claim policy of Apollo Tyre is very good. Several
customers are very friendly and the Co-operate in our work but few customers behaved very
rudely. Customers are happy with the campaign and they said that they gain a lot of knowledge
from the campaign and they said that campaign should be organized continuously in different
area.
These things give us a good experience and obtain good knowledge about customers
attitude.
SWOT ANALYSIS
STRENGTHS
Brand awareness
Advertisement
WEAKNESSES
Shortage
OPPORTUNITIES
addition of outlet
More satisfaction from local wholesale market, they can deduct the
THREATS -
number of outlets.
RECOMMENDATION
In our market analysis I found many block hole in marketing strategy and Apollo product
Existing product want some improvement according change of technology , competition and
spread of market.
In our experience which I get within 45 days . I would like to suggest following points.
1. Made heavy duty tyre according demand of customer.
2. Expand its advertisement , emphasis on personal advertisement.
3. Open more outlet in order to insure availability of product (tyre) in VARANASI
market.
4. Make claim policy easy and give claim on demand.
5. To give more discount and gift in order to competite its competitor
6.
CONCLUSION
1. The market share of Apollo Tyres In Varanasi more then 25.75 % in Four wheeler
2.
3.
4.
5.
LIMITATIONS
1. Survey represent only Apollo market position:- Because this survey is conducted in
Varanasi . So we can not imagine through it nation level market position of Apollo tyre.
2. Non respondent:- In this survey many respondent are included which give no idea
according our survey objective .
3. Sample size is limited:- In this survey I take only 400 unit as sample size. The conclusion
is find out through this sample size. So it not represent all market.
4. Time is limited:- This survey is done within 6 to 7 week, so it may be possible that some
aspect may be left.
5. Falls information:- In this survey we can not say that every information correct because
many respondent gives falls information it may more positive or negative.
6. Financial problem:- Money play very important role in any work in this survey there is
also effect of finance because I have limited finance.
BIBLIOGRAPHY
QUESTIONNAIRE
Name-
KM done by vehicle-.
Address-
Condition of Tyres-...
...
Mobile no.-.
(b) No
2:- Are you satisfied with the radial car of Apollo Tyres ?
(a) Yes
(b) No
7:-
(b) MRF
9:-
10:-
(b) Unconditional
12:-
13:-
14:-
(b) Acelere
(c) Amazor xl
15:- Which brand of other company do you like most on the grand of design and
service?
(a) MRF
16:-
(b) JK
17:-
Signature-
Date-