INTRODUCTION

The object of the study is Type of Light Commercial vehicle Tyres & their customers views conducted by me is a part of the market research program of JK Tyre & Industries ltd. and is an attempt to get an idea about the LCV customers and their views. This survey is essentially like a mirror which will reflect both the pre as well as post purchase behavior of the customer. With the growing need of not only retaining the market share but also increasing the share in the market it is of utmost importance that the companies must posses maximum information about their customers as well as those which are likely to be their customers in future, their expectations, their demand for quality and service, so that the company can make regular improvements in the quality of the product and services it is offering to the customers. In order to enhance the Sales and Promotion, the company will really have to keep in mind that the customer is the king and should be given what he demands, what he asks for. I surveyed about hundreds of Light Commercial Vehicle Tyre customers in Rohtak. I also visited some of the dealers, fitters and in the shops corner and tried to know many things about the tyre and various aspects regarding tyre. During my survey I had found that many of the LCV customers are using the JK tyre in their Light Commercial Vehicle like Tatas 407, 709, TATA ACE, TATA MAGIC, ISUZU LTD.S SWARAJ MAZDA ,SWARAJ SMART, SWARJ SCHOOL BUSES, FORCE Motors CRUSIER ,LOADING STAR,EICHERs 10.59,10.95 & Many other Companies like Bajaj commercial vehicles, Mahindra & Mahindra ltd. Etc. The information I collected will be helpful to the company to gain confidence and faith of consumers and also enhance the sales figure. Therefore, I think this survey will necessarily will provide essential guidelines to the company for deciding and implementing policies, so as to increase market share and give JK Tyre competitive edge over its competitors. 1

Profile of JK Tyre & Industries ltd.

JK Tyre & Industries Ltd is one of the leading automotive tyre manufacturers in India. The company is engaged in manufacturing of automobile tyres, tubes and flaps. They manufacture Radial and Bias 4-wheeler tyres for trucks, buses, passenger cars, LCVs, tractors, OTR etc. They sell their products under the brand name 'JK Tyre'. They have four plants located in Rajasthan, Madhya Pradesh and Karnataka. The company has 134 sales, service and stock points located throughout the country. They have over 3,500 dealerships across India. The company's customer base covers virtually the entire Original Equipment Manufacturers in India together with Replacement Market for four wheeler vehicles, Defence and State Transport Units. Besides India, they have a worldwide customer base in over 45 countries across all six continents. JK Tyre & Industries Ltd was incorporated in the year 1951 as a private limited under the name JK Industries Pvt Ltd. Until March 31, 1970, the company was engaged in the managing agency business. Thereafter the company decided to undertake manufacturing activities and obtained a letter of intent in February 1972 for the manufacture of automobile tyres and tubes. The company name was changed into JK Industries LTD with effect from May 24, 1974 consequent upon conversion of the company into a public limited company. In the year 1974, the company entered into a technical collaboration with General Tire International Co, USA, a subsidiary of General Tire & Rubber Co, USA for technical services and sales agreement for the supply of technical know how engineering and documentation for operational facilities. In the year 1989, the company introduced several new patterns and sizes of tyres including a semi-lug Nylon Truck tyre. In the year 1991, the company set up Banmore Tyre Plant with a capacity of 5.7 lakh tyres per annum. They launched radial tyres for tractors. In the year 1992, the company's international division expanded their activities by opening their office in Moscow. In addition, they set up a Research and Development center at HASETRI. In the year 1993, they introduced new radial tyres namely, Brute and Ultima and in the next year, they launched 'Jet Track-39' to meet the need of the heavy load market. In June 1997, the company acquired 51% stake in Vikrant Tyres 2

Ltd from Karnataka Government. They launched India's first H-Rated tyre. During the year 1998-99, as per the Scheme of Arrangement between the company and JK Drugs & Pharmaceuticals Ltd, the pharmaceutical undertaking of the company was transferred to and vested in JK Drugs & Pharmaceuticals Ltd with effect from appointed date July 1, 1996. During the year 2002-03, as per the Scheme of Arrangement and Amalgamation between the company, JK Agri, JK Sugar and Vikrant Tyres Ltd, the agri-genetics undertaking of the company was transferred to JK Agri, the sugar undertaking was transferred to JK Sugar and Vikrant Tyre Ltd was amalgamated with the company. During the year 2004-05, the expansion of capacity of Truck/ Bus Radials by 50% was completed. In addition, the expansion of the passenger radial capacity was completed. In December 2006, as per the Scheme of Arrangement and De-merger between the company and Netflier Technologies Ltd (name since changed to Netflier Finco Ltd), the business of holding and dealing in investments and some other assets and properties of the company and liabilities and obligations thereof stood transferred to and vested in Netflier Finco Ltd. In addition, Hansdeep Investment Ltd, Hidrive Finance Ltd, Panchanan Investment Ltd and Radial Finance Ltd ceased to be the subsidiaries of the company. During the year 2006-07, the company introduced a new tyre, offering high mileage 'Jet One' and launched new Semi-Lug and Rib pattern Truck Radial tyres. They also diversified into Special Application Tyres and commenced their exports. In order to capture the brand 'JK Tyre' and their value in the name of the company, they changed their name to JK Tyre & Industries Ltd with effect from April 2, 2007. The company entered into an arrangement with BEML for supply of OTR tyres on a long-term basis. In June 2008, the company acquired the controlling interest in Empresas Tornel, S A de C V (Tornel), a company incorporated under the laws of Mexico, by acquiring 100% of their equity capital for a consideration of USD 28.75 million. Tornel has three tyre manufacturing plants in Mexico with a combined capacity of 6.6 million tyres per annum During the year 2008-09, the company doubled the capacity of Truck/Bus Radial plant to 8.00 lakh tyres from 3.67 lakh tyres per annum at an estimated project cost of Rs. 315 crore. This has further strengthened JK Tyre's commanding position in the fast growing Truck/Bus segment.

SWOT ANALYSIS
S: Strength W: Weakness O: Opportunities T: Threats Strengths: 1. 2. 3. 4. Weakness: 1. 2. Advertisement is not upto the reach of the consumers. Costlier than other brands. Growing Market of Light Commercial Vehicles Good brand equity Latest technology used Best quality product

Opportunities: 1. 2. Dealers and Retailers network boost the sales. Our Road Shows,campaign & customer meet will make products

familiar to the consumers. Threats: 1. 2. Unbranded Adhesive are big competitors Big use of promotional tools by other companies.

Vision & Mission

VISION To be amongst the most admired companies in India, committed to excellence MISSION

Be a Customer Obsessed Company - Customer First 24x7 No.1 Tyre Brand in India Most profitable Tyre Company in India Motivated and Committed team for excellence in performance Be a Green Company Deliver Enhanced Value to all stakeholders Enhance global presence through Acquisition / JV / Strategic Partnerships

MANAGEMENT

CHAIRMAN Hari Shankar Singhania Board of Directors Arun Kumar Bajoria (President & Director) Dr.Ragupati Singhania (VP & Director) Shri Arvind Singh Mewar Shri Ashok U Katra (May 22, 2012) Managing Directors and Dy. Managing Director Shareholders / Investors Grievance Committee Regional Sales Manager (Delhi region) Mr. Jatin Kandhari Regional Operational Manager Mr. R.Takur Area Manager Mr.Sanjay Malhotra General Employee

JK Tyre profit for the Quarter ended on June.30,2012

JK Tyre & Industries net profit rises 2473.96% in the June 2012 quarter

Capital Market / 19:32 , Jul 30, 2012 Sales rise 2.28% to Rs. 1434.08 crore

JK Tyre & Industries net profit rose 2473.96% to Rs. 24.71 crore in the quarter ended June 2012 as against Rs. 0.96 crore during the previous quarter ended June 2011. Sales rose 2.28% to Rs. 1434.08 crore in the quarter ended June 2012 as against Rs.1402.12 crore during the previous quarter ended June 2011. Particulars Jun. 2012 Sales OPM % PBDT PBT NP 1434.08 8.78 82.44 56.11 24.71 Jun. 2011 1402.12 4.40 27.26 2.78 0.96 Quarter Ended % Var. 2 100 202 1918 2474

QUALITY EXCELLENCE
To maintain its competitiveness and zeal to perform better, JK Tyre has all along been on the path of quality journey. JK Tyre has yet again become the first tyre company in the world to receive the ISO/TS 16949:2000 Certificate for its entire range of Products (Bias & Radials) and for all plants (Four) as well as Corporate Office. All the plants of the Company continue to be ISO 9001 and ISO 14001 (for Environment reflects its Management System) accredited, which commitment towards maintaining highest

standards of quality and environment. Water and Energy are the critical resources in India and JK Tyre has been maintaining unrelented drive towards conserving these at its plants. At our Kankroli Plant, we not only do water harvesting but also ensure complete recycling of water to avoid waste.

AUDITORS
M/s. Lodha & Co., Chartered Accountants, Auditors of the Company, retire and are eligible for re-appointment. The appointment of the Auditors is required to be made by a special Resolution pursuant to Section 224-A of the Companies Act 1956. The observations of the Auditors in their report on Accounts read with the relevant notes are self-explanatory.

COST AUDIT
The Audit of the Cost Accounts of the Company for the year ended March 31,2012 8

will be conducted by the Cost Auditor and the Cost Audit Report will be submitted to the Department of Company Affairs, Government of India.

PARTICULARS OF EMPLOYEES
Information in accordance with the provisions of Section 217 (2A) of the Companies Act 1956 read with the Companies (Particulars of Employees) Rules 1975 as amended regarding employees is annexed to this Report. However, as per the provisions of Section 219(1) (b) (iv) of the Companies Act 1956. The Report and Accounts are being sent to all shareholders of the Company excluding the aforesaid information. Any shareholder interested in obtaining such particulars may write to the Secretary at the Company's New Delhi address.

CORPORATE GOVERNANCE
Your Company reaffirms its commitment to the good corporate governance practices. Pursuant to Clause 49 of the Listing Agreement with the Stock Exchanges, Management Discussion and Analysis, Corporate Governance Report and Auditor's Certificate regarding Compliance of conditions of Corporate Governance are made a part of his Annual Report.

DIRECTORS' RESPONSIBILITY STATEMENT

As required under Section 217 (2 AA) of the Companies Act 1956, your Directors 9

state that: in the preparation of annual accounts, the applicable accounting standards have been followed along with proper explanation relating to material departures; the accounting policies have been selected and applied consistently and judgments and estimates made are reasonable and prudent so as to give a true and fair view of the state of affairs of the Company at the end of the financial year and of the profit or loss of the Company for that period. Proper and sufficient care has been taken for maintenance of adequate accounting records in accordance with the provisions of the said Act for safeguarding the assets of the Company and for preventing and detecting fraud and other irregularities; and The annual accounts have been prepared on a going concern basis.

ANNEXURE TO DIRECTORS REPORT

A. ENERGY CONSERVATION 10

Monitoring of energy usage across all plants is carried out on a continuous basis by dedicated team of experts. Various projects for bringing down the energy consumption and reduction in the cost of power, steam, air and water cost are identified and implemented after proper analysis. These measures include change in machine, specs., introduction of variable frequency drives, improvised insulation of presses and pipe lines, improvements in condensate recovery, use of natural light, use of energy efficient lights at all administrative offices etc. With these measures consumption of energy at all plants has been optimized. As a major step towards energy conservation, the Company has saved water consumption substantially by recirculation, rain water harvesting and modification of process parameters. Specific area of additional investments and proposals The company has planned investments in a number of projects for conservation of energy, which include conversion of high cost fuel based DG sets to low cost fuels at its tyre plants, replacement of oil fired boiler by Coal Fired Boiler, revamping of hot water generator, providing auto control for heavy duty equipment, addition of more variable frequency drive for mills and re-use of surplus condensate in D.M. water inlet.

PARTICULARS OF CONSERVATION OF ENERGY

2009-10 11 2010-

11 I. Power & Fuel Consumption 1 Electricity a) Purchased: Unit (Kwh in lacs) Total Amount (Rs. in crores) Rate / Unit (Rs) b) Own Generation: Fuel Oils Unit (kwh in lacs) Unit/Ltr. Of Fuel Oil (kwh) Cost / Unit (Rs.) Turbo Generator (i) Thru Coal: Unit (kwh in lacs) Unit/MT of Coal Cost/Unit (Rs) (ii) Thru Bagasse: Unit (kwh in lacs) Unit/MT of Bagasse Cost/Unit (Rs) 2 Coal Quantity (MT) Total Amount (Rs. in crores) Average Rate (Rs./MT) Furnance Oil Quantity (KL) Total Amount (Rs in crores) Average Rate (Rs./Ltr.)

777.66 35.82 4.61

806.81 36.17 4.48

488.89 2.85 3.26

473.43 3.43 3.63

377.62 834.21 3.37

494.83 784.27 2.98

Not applicable 231.44 ,, ,, 221.09 ,, ,, 0.87 94631 21.37 2258 17065 19.5 11.43 134953 29.02 2150 7444 8.14 10.94

II. Consumption per unit of production: Electricity (kwh/MT) Tyre Division Sugar Coal/Furnance Oil Tyre Division

966 0.48

965 370 0.44

12

B. RESEACH AND DEVELOPMENT Research Company. and The Development Company's Activities: commitment The 'Technology highest

Leadership' is at the core of all the R &D activities of the towards customer satisfaction and delivery of high value added products with fast changing needs of the automobile sector and customer preferences Technical determines the road map of research and development at JK Tyre in close co-ordination with our Collaborator (Continental AG., Germany). To Augment and fulfill this mission, the Company had promoted the state-of-the-art facility. 'Hari Shankar Singhania Elastomer and Tyre Research Institute (HASETRI), which is a unique combination of tyre material and mechanic research centre. Functioning since 1992, this DSIR recognized R &D Institute has been successful in developing new technologies for new high performance products, new compounds and components for traction, improved ride, low noise and better wear properties, 13

energy efficient processes, recycling technology, improvement in pollution control and introduction of Radial Tractor Tyre. New initiatives and efforts have been well acclaimed by our OEM Customers. Research & Development Expenses The recurring expenditure on R &D during the year was Rs.6.86 crores, which was 0.33% of the net turnover. C. TECHNOLOGY ABSORPTION, ADAPTATION & INNOVATION The Company has a team of well qualified and experienced Engineers, Scientists and Technologists who are up-to-date and committed to absorbing and adapting the latest technology. Absorption of design and manufacturing technology of all types of tyres are done with the help of the Collaborator as well as through indigenously developed programmes. These are further augmented by investing in-house R &D infrastructure and several modernization and expansion plans made at the plant by installing latest process equipments.

TYRE TERMINOLOGY
Provided here, for your benefit, are simple definitions of technical tyre terms that will enable you to understand the technology that goes into a tyre. Learn what each part of a tyre does, and get tyre-savvy!

14

Tyre Placard Decoding all that information on the sidewall Tyre Sizing Systems Other Markings Aspect Ratio (or sidewall height) Speed Ratings Load Indices Tyre Placard 1. placard A vehicle's original tyre and affixed to all vehicles

wheel specifications are detailed on a manufactured on or after the 1st of January 1973. 2. The tyres conform to specific load carrying specifications as recommended on the vehicle manufacturer's tyre placard, as required by Australian Design Rule 23 (ADR23). 3. Tyres should be appropriate to the type and size of rim fitted to the vehicle. Decoding all that information on the sidewall All numbers, letters, symbols, mysterious codes. Heres the important stuff: A: Manufacturer or brand name, and commercial name or identity. B & J: Tyre size, construction and speed rating designations. See tyre sizes and speed ratings below. C: Denotes type of tyre construction. D: M&S denotes a tyre designed for mud and snow. Reinforced marking only where applicable. E: Load and pressure marking requirement. 15

Tyre seizing System: Over the years there has been many different methods used to size tyres. Many of these are still in use today, with the ISO Metric Sizing System the most widely used. 1. Numeric Sizing System

This first system developed for tyre sizing was used until the late 1960s, but provided only the cross section width of the tyre and the rim diameter in inches. If the section width ended in zero (e.g., 7.0016 or 7.50-16), the tyre had a common aspect ratio of about 92. For section widths not ending in zero (e.g., 8.25-15), the tyre was considered "low profile" with an aspect ratio of Sizing about 82. System

2. Alphanumeric

In 1968, a new concept was introduced worldwide. The Alphanumeric sizing system is a load-based system where tyres are designated by their loadcarrying capacity and a spect ratio. The first letter is the load and size relationship, with letters ranging from A to N.The lower the letter, the smaller the size and, of course, the lower the load-carrying capacity of thetyre.

16

3. P-Metric

Sizing

System

To accommodate the smaller tyres used on compact cars, the P-Metric (Passenger Metric) system was created in 1976. The maximum inflation pressures of P-Metric tyres were raised for lower rolling resistance. 4. Metric Sizing System

Because Europe primarily uses the metric system of measurement; the Metric sizing system was developed. It is essentially a conversion of the Numeric system. Section widths are notated in millimetres instead of inches. Originally, tyres not identified with an aspect ratio were assumed to be 82-series. When 60and 70 series tyres appeared, the aspect ratio was added to the nomenclature, similar to the PMS. 5.ISO Metric Sizing System (ISO) Metric

The International Standards Organization

system combines the Metric system with a service description. The service description provides the load index along with the speed rating symbol. 6.Millimetric Sizing System

The Millimetric sizing system is similar to the Metric system except that the rim diameter is also represented in millimeters.

7.

Light

Truck

Numeric

System

Similar to the Numeric system for cars, it lists the section

17

width in inches, construction type, rim diameter in inches, plus the light truck designation. 8.Light Truck Metric System

Similar to the P-Metric system, except the P is replaced with the LT light truck designation. Also, LT-Metric and P-Metric tyres differ in construction. 9.Light Truck High Flotation System

Similar to the Numeric system for cars, it lists the section width in inches, construction type, rim diameter in inches, plus the light truck designation. OTHERS. DOT Codes - Coding satisfying the requirements of the US Department of Transportation contain a mixture of letters and numbers such as DOT DVDE MTA129.

E-Marks - Tyres for sale in the European Community must carry an E -Mark in accordance with ECE Reg 30 - eg E4 027550. Aspect Ratio (or sidewall height) Aspect ratio is the ratio of a tyre's width to it's height. A 70 series tyre, therefore, is a tyre whose height is equal to 70% of its width. Lower Profile Tyres hence have lower series numbers.

Speed rating of the tyre. All tyres carry a speed symbol in the form of a letter indicating the maximum speed for which the tyre is intended. This indicates the maximum speed that the tyre can sustain for ten minute endurance without coming to pieces and destroying itself and 18

the

car

it

is

on.

The table below shows which speed goes with each letter:

Speed Category Speed (km/h) Speed Category Speed (km/h) Symbol D E F G J K L M N P 65 70 80 90 100 110 120 130 140 150 Symbol Q R S T U H V W Y ZR 160 170 180 190 200 210 240 270 300 * OVER 240

They Run More to Earn More 19

JK Tyre is the leader in the Light Truck/Bus segment. With its customer oriented state-of-the-art product offerings, it has outpaced the industry growth rate and surged ahead of its competitors. Our tyres are specifically designed in accordance to the different loading and application requirements of our valued customers. The "Unique SEV System" in its LCV range of tyres ensures a highly efficient and uniform tyre curve - the best option for a wide variation of road and load conditions under which trucks operate in our country. The SEV System offers the outstanding advantages of Super Mileage, Greater Strength and Higher Retread ability.

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THE TYPE OF LIGHT COMMERCIAL VEHICLE LUG , RIB & RADIAL TYRE

JET TRAK LCV Type Position Size PR Load Features

LCV Bias LUG 7.00 - 15 12 Medium

Bigger dimensions with pyramid type lugs More tread with and extra rubber Strong and clean casing Good loading capacity High mileage

Benefits

21

JET TRAK LCV Type Position Size PR Load Features

LCV Bias LUG 7.00 - 16 14 Medium

Bigger dimensions with pyramid type lugs More tread with and extra rubber Strong and clean casing Good loading capacity High mileage Good casing value

Benefits

22

JET SPEED LCV Type Position Size PR Load Features

LCV Bias LUG 7.50-16 16 Normal

Wider center rib & extra rubber in tread region Straight "U" lug pattern Very good mileage Low cast, smooth wear and less stonetrapping

Benefits

23

JET ONE LCV Type Position Size PR Load Features

LCV Bias LUG 8.25 - 16 16 Mileage

Super high NSD Connecting reinforcement at the shoulder Computer designed twin lugs Super strong casing Ultimate mileage Less flexing and lesser heat development Very strong shoulders and better contact Good load carrying capacity

Benefits

24

JET XTRA LCV Type Position Size PR Load Features

LCV Bias LUG 7.50-16 16 Mileage

Highest NSD in industry, extra rubber tread Bigger and wider tyre Higher OD and width of tyre with pyramid tyre lug pattern Very high mileage Robust looks Good loading capacity

Benefits

25

JET R MILES LCV Type Position Size PR Load Features

LCV Bias RIB 7.50-16 16 Heavy

Super high NSD Unique rib geometry Smooth like a thumb buttress design Strong nylon casing Ultimate mileage Lesser heat development with smooth wear Smooth casing that allows multiple retreads High casing reliability

Benefits

26

JET RIB LCV Type Position Size PR Load Features

LCV Bias RIB 7.50-16 16 Medium

More rubber in tread region Flat tread Dual radius tread Specially designed grooves geometry High mileage Better control and road grip Even wear

Benefits

27

JUMBO ACE LCV Type Position Size PR Load Features

LCV Bias RIB 165 D 12 8 Medium

Elephantine dimensions in terms of overall diameter and overall width

Strong nylon casing with higher strength fabric High NSD New generation sinusoidal ribs with connecting grooves

Benefits

Excellent load carrying capacity due to high inner volume Good structural capability Very good mileage Smooth wear and good part worn appearance

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Steel King LCV Type Size PR Features

LCV Radial 7.00 R 16,7.00R15 12

Integrated Steel belted radial construction providing 20 to 25% mileage more than bias. Better fuel efficiency. Computer designed tread pattern for better handling on sustained high speed driving. Specially designed buttoned rib type for excellent traction and good road grip. FEA analyzed construction and cavity profile for higher structural integrity and uniform stress / strain distribution. Special blend of imported rubber in tread compound for cooler running and higher mileage benefits.

Approved by economic community of europe (ECE) signifying international quality (Applicable to only 750 R 16).

Quality Assurance

29

While cost efficiency and a comprehensive product line will ensure that the companys growth in the market, it will be quality which determine the rate and potential of its growth Keeping this in Mind quality standards and processes are being revamped in corpora ting most modern day methods to ensure international level of quality.

Human Resource Development

The company is strengthening its human resource development department with a special emphasis on the area of in house training and participation in organized workshop, for all level and cadres. Employees are sponsored for on the job training.

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CHAPTER-II

Objective of Study Scope of Study Importance Area of Survey

OBJECTIVE OF STUDY

31

The objective of the study Type of light Commercial Vehicle tyres & their customers views conducted by me is a part of market research program of JK Industries and is on attempt to get an idea about the LCV customers and their views, this survey is essentially like a mirror which will reflect both the pre as well as post purchase behavior of the LCV consumer. The main objectives of the study are: To find out the key and unique feature of JK LCV tyre among the To find out the different marketing strategies. To find out the cost factor. To find out the problem regarding the load which affects the tyre? To find out the market share To find out what the customer wants.

certain consumer.

SCOPE OF THE STUDY

The scope of the study is very wide as it provides information about the brand preference of consumer in the market. Sometimes consumer wants every feature in one product (we can see in the case of the tyre where customer wants every thing such as cost, long lasting, reliability, durability etc in one brand). Therefore Consumer is the king. This study reveals the current market situation related to the LCV tyre & customers views about different brands after keeping in view all the aspects of LCV tyres.

IMPORTANCE OF THE STUDY

32

Importance for the increasing market share of LCV tyre To know the problem regarding the load which affects the LCV tyre? To know the different marketing strategies to increase the sales of Helpful in providing the relevant information about the LCV customer. To know the cost factor in comparison to other tyre companies. To know the consumer preferences. Helpful in understanding LCV customers problem Helpful in Correct & effective forecast of demand of different type of Helpful in technical improvement & changes. Provide knowledge about the competitors strategies

LCV tyre

LCV tyres

33

AREA OF SURVEY ROHTAK (HARYANA)

34

CHAPTER-III
Research Methodology Findings with Graphical representation Recommendation and Suggestion Conclusion

35

RESEARCH METHODOLOGY
Research design: - The main objective of the study Type of light Commercial Vehicle tyres & their customers views in this study report descriptive research design was adopted. Data source How the data is collected? Primary Data: - The primary data was collected through questionnaire & face to face interaction with the customer. Secondary Data: Marketing Management Data from Marketing Associates Magazines Internet

Universe

of

Study: - Area of survey was Rohtak.

Unit of Investigation: - All Consumers of age group 22 years and above. Sampling Design: - Random Sampling was conducted.

Technique of data collection Response was generated through questionnaire. Sample Size: - About 100 customers of LCV tyre in Rohtak Area

36

Research Methodology
Research is a common parlance refers to a search of knowledge. Research can also be defined as a scientific and systematic search for Particular information on a specific topic. In fact research is an art of scientific investigation. According to Clifford Woody research comprises defining and redefining problems, formulating hypothesis or suggested solutions, collecting, organizing and evaluating data, making deductions and reaching conclusions, and at last carefully testing the conclusions to determine whether they fit the formulating hypothesis. Objective of Research The main aim of research is to find out the truth which is hidden and which has not been discovered as yet. The following objectives of research are given: 1. To gain familiarity with a phenomenon or to achieve new insights into

it (study with this object in view are termed as exploratory or formulate research studies). 2. To portray accurately the characteristics of a particular individual, situation or a group (Study with this object in view is termed as descriptive research studies). 3. To determine the frequency with which something occurs or with

which it is associated with something else (study with this object in view are termed as diagnostics research studies). 4. To test a hypothesis of a casual relationship between variables (study with this object in view are termed as hypothesis-testing research studies).

37

Research Design
The formidable problem that follows the task of defining the research problem is the preparation of the design of the research project, popularly known as the research design. Decision regarding what, where, when, how much, by what means concerning as inquiry or a research study constitute a research design A research design is the arrangement of conditions for collection and analysis of data in a manner that aims to combine relevance to the research purpose with economy in procedure.

Research Process
Before embarking on the details of research methodology and techniques, it seems appropriate to present a brief overview of the research process. Research process consists of series of actions or steps necessary to effectively carry out research and the desired sequencing of these steps.

38

FINDINGS WITH GRAPICAL REPRESENTATIONS

39

BRAND PREFERENCE BY CUSTOMERS

Name Of Company APOLLO TYRE JK TYRE MRF TYRE CEAT TYRE BIRLA OTHERS

Percentage 20% 18% 42% 12% 7% 1%

45 40 35 PERCENTAGE 30 25 20 15 10 5 0 COMPANIES
APOLLO JK MRF CEAT BIRLA OTHER

In my survey of LCV tyre I came to know that out of 100 customers using LCV tyre about 20% were Apollo Tyre, 18% were JK Tyre, 12% were CEAT Tyre in the market, 42% were MRF Tyre and 7% were Birla Tyre. I tried to what made them like these tyres through questionnaires, the detail is given below.

Factor which effects the purchase LCV Tyre

40

Purchasing Factor Price Factor Grip on the road Durability/reliability Service Network Maintenance

Factor Percentage 40% 10% 25% 20% 5%

40 35 30 25 20 15 10 5 PRICE 0 GRIP DURABILITY SERVICE MAINTENANCE

While doing my survey of LCV tyre on purchasing factor many reason came in front and the top factor was the cost factor, durability/reliability, Service network, maintenance etc. I came to know that out of 100 customers about 40% gave priority to the cost factor 25% gave priority to the reliability of the tyre & so on.

Sources of Information for tyre purchase

41

. Sources Friends Internet Newspaper Hoardings/Posters Relatives Shops No. of Customer 55 10 05 10 12 08 Percentage 55 10 05 10 12 08

Information about the tyres

News Shops paper RELATIV ES

HOARDI NGS Internet

FRIENDS

While doing my survey of LCV tyre I had gathered information through the customers about the sources of information regarding LCV tyres who had already purchased these tyres . In which I had seen that 55% owners came to know through their friends, 10% from Internet, and so on. These can be viewed in the table

42

Satisfaction with the Performance of LCV Tyre

Satisfied

Unsatisfied

60%

40%

Unsatisfi ed 40%

Satisfied 60%

43

As I had gone through whole process while making this project I had found that mostly people were satisfied with the performance of their LCV tyre through questionnaire with 100 of customers. The customer using the JK tyre in their Light Commercial Vehicle more than 60% customers are satisfied and 40% are not satisfied.

Performance of Tyre with respect to LOAD

Capacity/Load Under load Up to 8 tones Over load

No. of Customer 40 28 32

Percentage 40% 28% 32%

44

Performance of Tyre with respect to LOAD

Under load Up to 8 tones Over load

As I had gone through whole process while making this project I had found that mostly people were satisfied with the performance of their LCV tyre according to their load on Light Commercial Vehicle. Through questionnaire with 100 of customers using the JK tyre in their LCV about 40% of the customer under load and 28% are between up to 8 tones and 32% using in overload.

Recommendation and Suggestions

Keeping in view all the facts, figures and finding I want to make certain recommendations which are as follows: Cost should be reduced to some extent in comparison to other tyres. The company must ensure timely visit of their marketing officers to all

the service centers and dealers to ensure that the customers are satisfied; 45

company can also hire more engineers to solve the technical problems of the consumers as soon as possible. I must recommend that company should must come up with some Get interacted with Customers & various stake holders Try to convince the LCV customers to use Radial tyre in LCVs. Companys technical personal should give advise for the choice of More & more awareness about the air pressure, wheel alignment & Providing 24*7 customer care service beneficial schemes like gift offers for dealers and consumers.

right selection of LCV tyre for their Vehicle according to load. balancing.

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CONCLUSION
1. The last few months have been crucial for the entire tyre industry in terms of volume growth due to lot of reasons. The main reasons are Inflation rate, Exchange rate, hike in the prices of raw material of tyre industry like crude oil, Rubber & Carbon etc. 2. JK Tyre doing well & under take a lot of part of LCV segment customer particular in the area of my survey. But according to my view JK tyre needs a lot of efforts to beat their competitor like MRF & APOLLO mainly to improve their market position from 3rd to 1st place. 3. The performance of the JK LCV tyre is up to the mark. JK LCV Tyres has made his vital place in the market but when we watching its cost in the Market it is slightly high in comparison to other. 4. Market realities are getting complex everyday and so are the needs. The sales of the tyres are increasing at a very high speed in this very fast paced environment. In the, regional market now different competitors are crossing their boundaries to enhance reach and cater the buyer in both urban and rural areas, which are more advertising, focused. The fight for a better market will continue. 5. The Indian political and business environment had been extremely good for the tyres industries. There have been so many models and new products are being launched in the market in support of the environment. JK TYRES has just launched Indias first Eco-Friendly Tyre in the market. 6. Every single marketer today wants to maximize its reach for their customers. Because Customers are getting more and more advance and brand awareness. 7. We try to work closely with the marketers on the brand experience in totality to the consumer is very satisfying. Since we are able to effectively integrate the marketing and the new mediums that I have talked about earlier I find marketers finding better value by JK Tyres. 47

CHAPTER-IV
Questionnaire Contributors Bibliography

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Questionnaire
1. Do you own a LCV? 2. What is the type of Vehicle? Yes/No 4wh/6wh

3. What is the make of your vehicle? (a) TATA (b)ISUZU (c)EICHER (d) FORCE MOTORS (e) Other 4.. Which brand of tyre you have in your LCV? (a) APOLLO (b) JK (c) CEAT (d) MRF (e) BIRLA ( ( ( ( ( ) ) ) ) ) )

(f) ANY OTHER (

5. Which factor influence you to purchase the tyres (a) Price (b) Performance (c) Service network (d) Maintenance ( ( ( ( ) ) ) ) )

(e) Durability/reliability (

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6. From where did you get the information about the Tyre: (a) Friends ( ) ) ) )

(b) Internet ( (c) Hoardings ( (d) Relatives (

7. Are you satisfied with the performance? Yes/No 8. Are you satisfied with the services provided by the dealers? Yes/No 9. Do you have any plans to purchase new LCV tyres if yes then which tyre would you like to buy? 10. Why do you want to purchase this tyre give reason? (a) Price (b) Performance (c) Maintenance ( ( ) ) ) ( )

(d) Durability/reliability ( (e) Other ( )

11. Are you attracted by given scheme or gift? Yes/No 12. What is your average Capacity/load of your Light truck? (a) Under load (b) Up to 8 tones (c) Over load 13. Does over load affects your tyre to get damaged? Yes/No 50

14. What problem do you face due to over load give reason?

15. According to your route what problem you face in your LCV tyre?

16. If you have to recommend a tyre which one you will recommend after your first choice?

17. How many complain with your tyre during its Guarantee/warranty period? (a) (b) (c) (d) (e) 1 2 3 4

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18. Your comment/suggestion/advice about the JK Tyre.

NAME: -

AGE: ADDRESS: PHONE: Thanks for your cooperation.

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CONTRIBUTORS
Mr. Jatin kandhari (Regional Manager) Mr. R.Takur (Regional Operational Manager) Mr. Surya Narayan Rouat (Area Service Head) Mr. Ankur Jaggi (Area Manager Delhi T/B tyre) Mr. Sanjay Malhotra (Area Manager, Rohtak ) Mr. C.K Jain (Sr.Sales officer Rohtak) Whole Family

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BIBLIOGRAPHY

BOOKS SUBJECT AUTHOR CHABRA T.N MICHAEL J.ETZEL KOTLAR PHILIP SEXSENA RAJAN VARSHNEY R.L KOTHARI C.R SHEKRAN UMA PUBLICATION DHANPAT RAI T.M.H. EDU. PEARSON EDU. T.M.H. EDU. S.C. & SONS UNIVERCITY WELLY INDIA

1) MARKETING MGT. &CO. 2) MARKETING MGT. 3) MARKETING MGT. 4) MARKETING MGT. 5) MARKETING MGT. 6) RESEARCH MTHD. PRS. 7) BUSINESS RESEARCH

WEBSITE 1) www.jktyre.com 2) www.wikipedia.com

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