A STUDY

ON
MARKET SHARE OF EICHER MOTORS
IN SURAT CITY
[Conducted on behal o T!"#ul Moto!#$
[F!o% &
th
'anua!() *++, to &
th
Ma!ch) *++,$
A -!o.ect !e-o!t #ub%"tted "n -a!t"al ul/ll%ent
o the !e0u"!e%ent#
Fo! the a1a!d o the de2!ee o
3ACHE4OR OF 3USINESS ADMINISTRATION
TO
5EER NARMAD SOUTH 6U'ARAT UNI5ERSITY)
SURAT
Sub%"tted 3(7
ANA6HAN 'EMISH DE5'I3HAI
T8Y83838A8 9Se% : 5I; Roll No8 <=
Unde! the 2u"dance o
M#8SUDHADHARA SAMA4
Sub%"tted To7
I>c ?RINCI?A4
?ROF8 5838 SHAH INSTITUTE OF MANA6EMENT
R858 ?ATE4 CO44E6E OF COMMERCE9EN68MED;
5848SHAH CO44E6E OF COMMERCE96U'8MED;
R8K8SHAH @OMENAS ARTS CO44E6E
AMRO4I 9SURAT;
Ma!ch *++,
1
Declaration
I Anaghan Jemish Devjibhai, here by declare that the project
entitled MARKET SHARE OF EIHER MOTORS! under the
guidance of Ms.SUDHADHARA SAMA sub!itted in partial fulfill!ent of
the re"uire!ent for the a#ard of the degree of "achelor o# "$siness
A%ministration to &eer 'arma% So$th ($jarat )niversit*+ S$rat is !y
original #or$ % research study % carried out during &
th
'anuary, ())* to &
th
!arch, ())* and not sub!itted for the a#ard of any other fello#ship or
other si!ilar title or pri+es to any other organi+ation or uni,ersity by any
other person.
-lace. Signature.
Date.

/Anaghan 'e!ish
De,jibhai0
/Roll 1o.231,
Mar$eting,
4ear2())*0
(
,ROF- &-"- SHAH I'STIT)TE OF MA'A(EME'T
R-&- ,ATE. O..E(E OF OMMERE/E'(-MED0
&-.-SHAH O..E(E OF OMMERE/()J-MED0
R-K-SHAH 1OME'2S ARTS O..E(E
AMRO.I /S)RAT0
ERTIFIATE OF THE FA).T3 ()IDE
5his is to certify that the project report entitled A study on 6Mar$et
share of 7icher Motors8 in Surat 9ity /conducted on behalf of 5risul
Moters, Surat0 sub!itted in partial fulfill!ent of the re"uire!ents :or the
a#ard of the degree of "AHE.OR OF ")SI'ESS
ADMI'ISTRATIO' to &EER 'ARMAD SO)TH ()JARAT
)'I&ERSIT3+ S)RAT is a record of bonafide research #or$ carried out
;y Anaghan Jemish Devjibhai under !y super,ision and guidance.
/Ms.SUDHADHARA SAMA0 /Ms. Shehna+ R. Shei$h0
/ecturer in Manage!ent0 /I<c -RI19I-A0
=
,re#ace
5his project is brief study on !ar$et share of co!!ercial
,ehicle on the 7icher 9o!pany.
5his project report is containing in accordance #ith the
"achelor o# "$siness A%ministration /""A0 progra!. It is co,er
!orale and obligatory delay to ta$e this part of our studies #ith great
enthusias!s and seriousness and gi,e it the !ore i!portance.
5his project report contains the infor!ation regarding !ar$et
share of the 7icher product in co!!ercial ,ehicles. I ha,e collected
data fro! the #ebsites, annul report of the co!pany, !aga+ine,
boo$s. I ha,e co,ered pri,ate sector and go,ern!ent sector #hich are
use co!!ercial ,ehicles.
In this project, I #as selected rando! sa!pling !ethod for the
respondence to the response.
During !y project #or$ I found the !ar$et share of the 7icher
9o!pany is increases.
>
AK'O1.ED(EME'T
5his project report is #ritten in accordance #ith ;A9H7?R
?: ;USI17SS ADMI1IS5RA5I?1 course prescribed @77R 1ARMAD
S?U5H AU'ARA5 U1I@7RSI54 for ( !onths project #or$.Bhile
#or$ing on this project, e,ery effort has been !ade to help in ,ie# the
object of the study set out in the training.
I a! highly obliged and grateful to our I<c Ms. Shehna+ R.
Shei$h and guide Ms.SUDHADHARA SAMA, #ho pro,ides the ,aluable
guidance through out !y project #or$. It is due to her encourage!ent and
practical suggestions, this project #or$ finished #ithin the stipulated ti!e
period.
I a! also than$ful to the staff of the 5risul Motores for gi,e !e
a practical $no#ledge and help !e for satisfactory co!pling !y project
report and specially than$ to Mr Antani /Mar$eting C Sales0 !anager of the
5risul Motores for their co2operation by pro,iding all the re"uired data and
infor!ation for the project related.
At last, I #ould li$e to eDtend !y deep sense of gratitude to !y
fa!ily !e!bers, friends and each indi,idual #ho directly or indirectly help
!e during the project #or$.
I ha,e confident that this study !eets the co!plete re"uire!ent
of the ;;A 9ourse.
&
CONTENT
HA,TER 'O 'AME ,A(E 'O
4 I'TROD)TIO' 5
1.1 HIS5?R4 ?: 7I9H7R M?5?RS 5D. 46
1.( ABARDS 47
1.= HIS5?R4 ?: 5RISU M?5?RS 48
9 THEORITIA. "AK(RO)'D 4:
(.1 M7A1I1A C D7:I1I5I?1 45
(.( R7AS?1S 5? I197RAS7 MARE75
SHAR7
96
(.= BA4 5? I197RAS7 MARE75 SHAR7 96
(.> R7AS?1S 5? D79RAS7 MARE75
SHAR7
99
; ,RO".EM IDE'TIFIATIO' 9;
=.1 M7A1I1A 97
=.( S9?-7 ?: S5UD4 9<
=.= ?;'795I@7S ?: S5UD4 9<
=.> SIA1I:I9A197 ?: S5UD4 9=
=.& IMI5A5I?1S ?: S5UD4 9=
7 RESEARH METHODO.O(3 9:
>.1 I15R?DU95I?1 95
>.( R7S7AR9H D7SIA1 ;6
>.= S?UR97S ?: DA5A ;4
>.> -R7257S5I1A ;9
>.& SAM-I1A -A1 ;;
>.3 SAM-I1A :RAM7 ;;
3
>.F SAM-I1A M75H?D ;;
8 DATA A'A.3SIS ;8
&.1 5A;UA5I?1
&.( ARA-H A1D 9HAR5
&.= 9?MM715S
< TESTI'( OF H3,OTHESIS A'D
FORM).ATIO'
8;
= FI'DI'(S 88
: S)((ESTIO'S 85
REFERE'E MATTERIA. <4
;I;?ARA-H4 <9
A,,E'DIES
GU7S5I?11AIR7 <;
-H?5?ARA-HS <8
F
TABLES & GRAPHS
'O (RA,H 'AME ,A(E 'O
01
O),ATIO' 1ISE ;<
02
I'OME 1ISE ;=
03
O'1ER OF THE OMMREIA. &EHIA. ;:
03.1
OM,A'32S 1ISE RES,O'DE'TS ;5
04
A1ARE'ESS THE EIHER OM,A'3 76
04.1
1HERE OME TO K'OE THE EIHER
OM,A'3
74
05
K'O1 A"O)T EIHER OM,A'3 ,ROD)T 79
05.1
DIFFERE'T ,ROD)T OF THE OM,A'3 7;
06
FEAT)RES OF THE EIHER2S ,ROD)T 77
07
1A3 TO ,)RHASE THE OMMREIA.
&EHIA.
78
07.1
SO)RES OF (ET THE .OA' 7<
08
MOST OM,ETATA&E TO THE EIHER
OM,A'3
7=
09
SETISFATIO' 1ITH EIHER2S ,ROD)T 7:
10
RATE TO THE (I&E' THE OM,A'3 75
11
F).FI.. THE 'EED OF THE )STOMER 86
12
,)RHASE I' F)T)RE 84
13
REOMME'DATE TO OTHER 89
H

INTRODUCTION7
4-4 HISTOR3 OF EIHER MOTORS .IMITED
4-9 A1ARDS
4-; HISTOR3 OF TRIS). MOTORS
*
CHA?TERB=7 B INTRODUCTION
EICHER MOTORS 4IMITED
7icher Motors i!ited /7M0 #as incorporated in 1*H( and
introduced its first product, the 9anter, a 3 ton A@B truc$ !anufactured at
its state of the art plant at -itha!pur, Indore in collaboration #ith Mitsubishi
Motors 9orporation, 'apan, in 1*H3. 5he !aiden offering soon created a
strong custo!er base for itself.
:ro! a single 3 5on A@B truc$ in 1*H3, our range today eDtends
fro! &5 to 135 A@B truc$s and the S$yline and @oila range of ;uses. All
our products can be offered in ;S II co!patible options. Be also ha,e
arguably the best 91A technology in the #orld in our 91A ;uses.
-ioneering the concept of ;uilt Up ,ehicles in the country, #e !a$e
products that consistently deli,er high ,alue to our custo!ers and are
increasingly beco!ing the preferred option for all 9@ users, not only in
India but o,erseas too. 7icher 9@s today ha,e significant presence in !ore
than () countries across the #orld.
In India, 7icher Motors has consistently outperfor!ed the industry in
ter!s of gro#th and currently holds o,er =)I !ar$et share in the 352115
1)
A@B seg!ents. In the *5 A@B seg!ent, 7icher Motors continues to be the
leader #ith !ore than &)I !ar$et share. ?ur #ell2e"uipped #or$shops
result in faster turnaround of ser,ice. A net#or$ of !ore than >&)) 7icher
trained pri,ate !echanics, o,er 1== authori+ed sales and ser,ice centres, and
easy a,ailability of genuine parts across !ore than =)) authori+ed spares
outlets !eans less do#nti!e and increased opportunities for our custo!ers
to earn.
EICHER THE MARKET 4EADER
In recent past it has make good eforts to beat its
competitors and today it has become market leader.And also
150000 vehicle of EICHE providing complete satisfaction to
its c!stomers.
OTHER 3ENEFITS8
Availability of spares at lo" price
#ood re $ sales val!e
% year "arranty on engine and gear bo&.
Eicher on road services.
11
Technolo2"cal EC-e!t"#e
?ur products are !anufactured at the 9o!panyJs plant in -itha!pur,
near Indore, Madhya -radesh, India. 5he co!pany has absorbed the
technology and has successfully indigeni+ed the ,ehicles.
5o ensure that #e continue to create products that offer uni"ue
ad,antages and benefits to our custo!ers, 7icher Motors i!ited has set up
a -roduct De,elop!ent group, consisting of co!petent engineers. 5he tea!
has de,eloped se,eral successful ,ehicles and ,ariants, an achie,e!ent
!ade possible by the use of the latest 9o!puter Aided Design and 9o!puter
Aided 7ngineering /9AD29A70 soft#are li$e 1AS5RA1 and :7M analysis
pac$ages
So%e o the h"2hl"2ht# a!e7
A 'ight able Cab for easy reach d!ring ro!tine and
periodic service check(!ps.
An A!tomated E&ha!st )raking system that activates
the brakes a!tomatically on deceleration* allo"ing for more
driver control.
A collapsible steering "heel.
Ad+!stable seats for ergonomic comfort* th!s red!cing
road fatig!e.
An aerodynamic design and a highly f!el e,cient
engine* that make it the most f!el e,cient vehicle in its
class.
1(
EC-o!t#
7icher Motors !ar$ets its range of 9o!!ercial @ehicles and
custo!i+ed applications to o,er (H countries across the #orld.
5eh"cle F"nanc"n2
7icher has arrange!ents #ith a nu!ber of $ey 1on ;an$ing :inancial
9o!panies and :inancial Institutions to help our custo!ers to a,ail finance
for the purchase of ,ehicles. 7icher also pro,ides custo!er finance through
Auto :inance 9o!pany, a di,ision of 7M.
A>ar%s
erti#icate EI Tro?h*
1=
'ational HRD A>ar% SA, erti#icate

Seagate A>ar% The Anal*st A>ar%
IT )ser A>ar% IT )ser A>ar%
H"#to!( o T!"#hul %oto!#
'rish!l motors is "orking since last -- year as only
a!thori.ed dealer in so!th #!+arat*selvas and daman area. It
has latest "ork shops* a!thori.ed service center at /avasari
and e&perienced staf* 1000 original sperparts and also
more than -0 a!thori.ed retailers. 'his has help to earn
1>
con1dence of more than %200c!stomers from so!th #!+arat.
3e provides -4 ho!r services in 5!rat and also provide
6!ickly repapering "ork if vehicle has faced accident.
A>ar%s
"8 7verall )est 8erformance 3estern egion
1992(99
""8 All India 5econd )est 7verall 8erformance
1999(00
"""8 All India 7verall )est A"ard
-001(01
"D8 All India 7verall )est A"ard
-001(0-
D8 7verall )est 8erformance 3estern
-00-(0%
D"8 7verall )est 8erformance 3estern egion
-00%(04
Facilit* ?rovi%e b* Trish$l motors over the *ear-
Acci%ent
Accidental ,ehicle are repaired in Fdays.
1arrant*
It pro,ides #arranty of 3 !onths or (),))) E.M. on spar parts #hich are
changed during ser,icing ,ehicle.
@$alit* o# >orA
1&
It has trained !echanic staff #ho does all fitting according to rules of
co!pany and uses special tools #hich suggest best "uality of #or$.
Other
KKsufficient stoc$ of original spar parts and lubrications.
KKit pro,ides facility of gas #elding, electric #elding and hidralicpress.
KK all $ind of electrical #or$ at one place.
EOS
EIHER O' ROAD SER&IES
It has got 7I9H7R on road ser,ice ,an to pro,ide e!ergency
ser,ices.
SA.ES A'D SER&IE 'ET1ORK-
NaD#a!"
'rish!l :otors
C;o Aradhana A!tomobiles
Adarsh /agar society*
kabilpor.
8h< 0-=>(-%>%%9-
K"lla -a!d"
'rish!l motors
/.H./(2
8H< 0-=0(-%>%%9-
SE45AS
13
'I5H?@ :7'75
AA motors and service station
'okarkhada*
Bhanvel road*
5elvas.
8h< 0-=0(-=4-5>
5a-"
'rish!l motors
);-* advance comple&*
/.H./(2.
8H< 0-=0(-400>%4
THEORETICA4 3ACK6ROUND

9-4 MEA'I'( B DEFI'ITIO'
9-9 REASO'S TO I'ERASE MARKET SHARE
9-; 1A3 TO I'ERASE MARKET SHARE
9-7 REASO'S TO DERASE MARKET SHARE
1F
Theoretical bacAgro$n%
MarAet Share
5ales 1g!res do not necessarily indicate ho" a 1rm is
performing relative to its competitors. ather* changes in
sales simply may reCect changes in the market si.e or
economic conditions.
'he 1rmDs performance relative to competitor can be
meas!red by the proportion of that the 1rm is able to
capt!re. 'his proportion is referred to as the 1rmDs market
share and is calc!lated as follo"s<
:arket share E 1rmD sales ; total market
sales
1H
5ales may be determined on a val!e basis Fsales price
m!ltiplied by vol!meG or on a !nite basis Fn!mber of !nits
shipped or n!mber of c!stomers servedG
3hile the 1rmDs o"n sales 1g!res are readily available*
total market sales are more di,c!lt to determine. ?s!ally*
this information is available from trade associations and
market research 1rms.
Rea#on# to "nc!ea#e %a!Eet #ha!e 7
:arket share often is associated "ith pro1tability and th!s
many 1rms seek to increase their sales relative to
competitors. Here are some speci1c reasons that a 1rm may
seek to increase its market share<
Econo%"e# o #cale $ higher vol!me can be
instr!mental in developing a cost advantage.
Sale# 2!o1th "n a #ta2nant "ndu#t!( $ "hen the
ind!stry is not gro"ing* the 1rm still can gro" its sales
by increasing its market share.
1*
Re-utat"on $ market leaders have clo!t that they can
!se to their advantage.
Inc!ea#ed ba!2a"n"n2 -o1e! $ a large player has an
advantage in negations "ith s!ppliers and channel
members.
@a(# to "nc!ea#e %a!Eet #ha!e
'he market share of a prod!ct can be modeled as<
5hare of market E share of preference H share of voice H
share of distrib!tion
According to this model* there are three drives of market
share
Sha!e o -!ee!ence $ can be increase thro!gh
prod!ct* pricing* and promotion changes.
Sha!e o Do"ce $ the 1rmDs promotion of total
promotion e&pendit!res in the market. 'h!s share of
voice can be increased by increasing advertising
e&pendit!res.
()
Sha!e o d"#t!"but"on ( can be increased thro!gh
more intensive distrib!tion.
Irom these drives "e see that market share can be
increased by changing the variables of the marketing mi&.
?!oduct $ the prod!ct attrib!tes can be changed to
provide more val!e to the c!stomer* for e&ample* by
improving prod!ct 6!ality.
?!"ce $ if the price elasticity of demand is elastic Fthat
is*J1G* a decrease in price "ill increase sales reven!e.
'his tactic may not s!cceed if competitors are "illing
and able to meet any price c!ts.
D"#t!"but"on $ add ne" distrib!tion channels or
increase the intensity of distrib!tion in each channel.
?!o%ot"on $ increase advertising e&pendit!re can
increase market share* !nless competitors respond "ith
similar increases.
Rea#on# to dec!ea#e %a!Eet #ha!e
(1
An increase in market share is not al"ays desirable. Ior
e&ample<
If the is near its prod!ction capacity* an increase in
market share might necessitate investment in
additional capacity is !nder!tili.ed* higher costs "ill
res!lt.
7verall pro1ts may decline if market share is gained by
increasing promotional e&pendit!res or by decreasing
prices.
A price "ar might be provoked if competitors attempt
to regain their share by lo"ering prices.
A small niche player may be tolerating if it capt!res
only a small share of the market. If that share
increases* a large* more capable competitor may decide
to enter the niche.
Antitr!st iss!es may arise if a 1rm dominates its
market.
((
?RO34EM IDENTIFACTION
;-4 MEA'I'(
;-9 SO,E OF ST)D3
;-; O"JETI&E OF ST)D3
;-7 SI('IFIA'SE OF ST)D3
;-8 .IMITATIO'S OF ST)D3

(=
,roblem I%enti#ication
Intro%$ction
;efore a project can begin, there has to be a reason #hy it should ta$e
place.
4ou ha,e to define the proble! that the syste! is !eant to be
o,erco!e.
,roblem i%enti#icationC
As per !ar$eting concept, in the research process identification
of proble! it is !ost i!portant stage applied in research as poorly defined
proble! #ill not yield useful result.
:or caring out any research, proble! definition is !ust. As it
direct research to be specific #ay to possible solution. A #ell define proble!
dose not gi,en any roo! for di,ersification to #rong #ay.
I ha,e selected the proble! of !easuring to !ar$et share of the
7icher 9o!pany in co!!ercial ,ehicle because in !ost of the co!panyLs
!ar$et share plays a ,ital role of the entire !ar$eting progra!!er.
5o $no# about different co!panyMs share of the !ar$et, fore
this purpose, the study has conducted.
(>
?nce the proble! definition stage is o,er, then if the decision is to
carry on #ith the project the neDt phase is the J:easibility StudyJ.
It is assu!ed that you ha,e already identified a particular site as
re"uiring a RA. 5he objecti,e of -roble! Identification is to Lta$e stoc$M of
the proble! for a particular site, and ans#er the "uestion.
D1hat %o >e thinA the ?roblem isED
F1hat in#ormation sho$l% be collecte% an% assesse% to con#irm o$r
$n%erstan%ing o# the ?roblemEF
5he !ain outco!e of the -roble! Identification stage is to set the
o,erall purpose and objecti,es of the RA and to deter!ine the li$ely data
re"uire!ents. 5his step should.
9learly identify #hat aspect of the RA needs to be addressedN
Set the objecti,es of the RA /#hat #ill and #ill not be considered0,
and
Identify #hat infor!ation needs to be collected, analysed and
assessed.
(&
EnvironmentC
2 5he Mar$et 22 #ho uses it, #hat are their characteristicsO
2 5he 9o!petition 22 #hat syste!s currently eDistO Aood pointsO ;ad
pointsO
2 P1eed to Eno#P list 22 #hat do you ha,e to $no# to #or$ on the
proble!O
2 Beather 22 cold, #ar!, rain, dry, hu!id
2 -eople 22 si+e, strength, s$ills, literacy, handicaps, sight, hearing.
Sco?eC
5he !ain scope of study in li!it to Surat city and target
custo!er #ho are using 7icher product.
ObjectivesC
22222 5he !ain objecti,e is to $no# the !ar$et share of 5he 7icher
-roduct in Surat city.
22222 5? identify the potential !ar$et for 7icher -roduct in Surat
city,
22222 5o enhance the sales of 7icher -roduct in Surat city.
22222 Bhether custo!er a#are about the 7icher -roduct or not.
Signi#icanceC
(3
22222 5he co!pany can co!e to $no# about target custo!er.
22222 5he co!pany can $no# about its !ar$et position in Surat city.
22222 5he co!pany can $no# the a#areness of the 7icher -roduct in
Surat city.
.imitationsC
22222 5he 7icher co!pany, its #or$ in #orld #ide and IM! co,er
only Surat city so these area is ,ery s!all for the find out
the !ar$et share of the 7icher product.
22222 So!e ti!e the respondence are not gi,en rele,ant ans#er, it
affect to analysis.
22222 5o search !ar$et share of any co!pany is sensiti,e part and I
ha,e only (2!onths, itMs ,ery difficult.
22222 Be are student so this is costly for us.


(F
RESEARCH METHODO4O6Y
7-4 I'TROD)TIO'
7-9 RESEARH DESI('
7-; SO)RES OF DATA
7-7 ,REGTESTI'(
7-8 SAM,.I'( ,.A'
7-< SAM,.I'( FRAME
7-= SAM,.I'( METHOD
THEOR3 OF RESEARH METHODO.O(3C
(H
5his is chapter eDplain ,arious !ethods C techni"ues used in this
research study #ith their suitability. 5his part of the research report is ,ery
!uch i!portant because it eDplain the !ethodsN concept procedures
follo#ed by the researcher study the proble!. It is helping to the reader to
understand #hole the easily.
As !ar$eting research does not address itself to basic or funda!ental
"uestion. It does not "uality as basic research on the country, It tac$les
proble!, #hich see! to ha,e i!!ediate co!!ercial potential. In ,ie# of
this !ajor consideration. Mar$eting research should be regarded as applied
research. Be !ay also say that !ar$eting research is of both types2proble!
sol,ing and proble! oriented.
Mar$eting research is a syste!atic and objecti,e study of proble!
pertaining to the !ar$eting of goods and ser,ice. It !ay be e!phasi+ed that
is it not restricted to any particular area of !ar$eting but is applicable to all
its phases and aspects
5he A!erican Mar$eting Association /AMA0 has defined Mar$eting
research follo#s Mar$eting research is the function #hich the consu!er,
Identify and define !ar$eting opportunities Cproble!sN generate, refine and
7,aluate !ar$eting actionsN !onitor !ar$eting perfor!anceN and i!pro,e
Understanding of a !ar$et as a process.
Mar$eting Research specified the infor!ation re"uired to address
these issuesN designs the !ethod for collecting infor!ation. Managers and
I!ple!ents the data collection processN analyses the resultsN the
9o!!unications the findings and their i!plications.
(*
RESEARH DESI('C
A research design is the fra!e#or$ or plan for a study that
guides the collection and analysis of data.
6Research design is the plan structure and strategy of
in,estigation concered so as to obtion ans#ers to research "uestion.8
5o achie,e objecti,es of !y project study I ha,e selected the
eDploratory research C also the causal research.
5here are three types of Research Design.
4- EH?loratator* Research DesignC
67Dploratatory research is necessary to get initial insight
in to the proble!s for the purpose of for!ulating the! for the precise
in,estigation8
9- Descri?tive Research DesignC
6Descripti,e research is a fact2finding in,estigation. It is
!ore specific than an eDploratatory study, as it has focus on particular
aspect or di!ension for for!ulation !ore sophisticated studies.8
;- as$al Research DesignC
69ausal research it deter!ine cause effect relationship
bet#een ,ariables.8
SO)RE OF DATAC
=)
DataC
65he data !eans the fact on #hich the decision is to be ta$en.8
5he data ser,es as the bases or ra# !aterial for analysis.
(enerall* t>o t*?es o# so$rces %ata are availableC
A- ,rimar* %ataC
It !eans the data are collect in first ti!e either by
researcher or so!eone else are called as pri!ary data
5he !ethod of pri!ary data collection.
1. ?bser,asntion !ethod
(. 7Dperi!ent !ethod
=. Sur,ey !ethod
"- Secon%ar* %ataC
It !eans any data #hich has been gathered earlier by so!e
other person is called as secondary data.
So$rces o# secon%ar* %ataC
1. Sales force records
(. Accounting records
=1
=. Beb2site
>. -ast research
&. ;oo$ !aga+ine
Internal so$rcesC
Internal guide.
10 -rof. Sudha !e!
(0 MR.Sudhansu$ha Antani Sales C !ar$eting !anager of the 5rishul
Motors
EHternal so$rces
10 @arious !ar$eting boo$s
(0 ###.7I9H7R.9?M
,REGTESTI'(
A pre2 testing is s!all2scale replica of the !ain study. It dresses
a rehearsal and pro,ides guidance on the follo#ing !atter.
1. 5he ade"uacy of the sa!pling fra!e to be follo#ed for the
sur,ey.
(. It helps the researcher in selecting the data collection !ethod.It
gi,es prior $no#ledge about the population to be sa!pled.
=. 5he presetting helps the researcher in chec$ing the ,alidity of the
"uestionnaire and in redesigning of the sa!e.
>. It also pro,ides training to the researcher for inter,ie#ing.
SAM,.I'( ,.A'C
=(
A nu!ber of decision C tas$ are include in sa!pling and it is the
procedure re"uired right fro! defining a population selection of sa!ple
ele!ent.
Define the population. 2
5he population id defined in ter!s of 7le!ent, Sa!pling units, 7Dtent, 5i!e
ElementC 2?#ner of 7icher @ehicles
Sam?ling $nit. 2;usiness!an, -rofessional.
EHtentC 2Surat city
TimeC G&
th
'anuary to &
th
March,())*
Sam?ling Frame
I ha,e ta$en #hole Surat city as sa!ple fra!e for conducting research.
Sam?ling Metho%
I ha,e used Rando! sa!pling to select the respondent fro! the entire
population
I ha,e conducted a pilot sur,ey by inter,ie#ing () respondents.
Select Rando! sa!pling !ethod, it is helpful select the sa!ple and in
finali+ation of the "uestionnaire and also in $no#ing standard error or core
ele!ent. Ho# this sur,ey has beca!e useful to !e in deciding the sa!ple
si+e
Sa!ple si+e decision.
==
As the study is related to !ar$et share in to Surat city. I ha,e ta$en the
for!ula.
5o decide the ,alue of abo,e2!entioned ,ariable. I ha,e
analysis the pilot sur,ey and result e!erged is as
Res$lt
'o o#
res?on%ent
,ercentage
Satis#* 13 H)I
Dissatis#* > ()I
Total () 1))I
1))I confidence le,el is not possible because of large si+e of
population. So I ha,e ta$en *&I confidence to o,erco!e this li!it !aintain
accuracy.
I ha,e decided to accept &I error in !y sa!ple fro! the true
population !ean, as it is also tolerable by the co!pany. I get the follo#ing
sa!ple si+e through the e"uation
Sa!ple Si+e 'I?JK /LMe0 9 HereC
Q /).H)0K/).()0K/1.*3<).)&0 ( pQprobability of success
Q ).H)K).()/=*.(0
(
"Q probability of failure
Q (>&.H3 +Q confidence le,el
(&) eQ5olerable error
=>
ANA4YSIS OF DATA
8-4 Tab$lation
8-9 (ra?h B hart
8-; omments
Analysis of Data
@-4 lassi#ication on the basis o# Occ$?ation >ise-
?ccupation Respondents I
=&
;usiness FH =1.(
5ra,el (H 11.(
5ransportation >& 1H.)
9ontractor 3& (3.)
9arting => 1=.3
5otal (&) 1)).))
Comments:-
From above graph, almost 78 respondents are
A ;usiness!an, (H respondents are related to 5ra,el, >& respondents are
related to 5ransportation, 3& respondents are related to 9ontractor and other
is 9arting.
@-9 lassi#ication on the basis o# Income >ise-
Inco!e Respondents I
=3
R())))) &3 ((.>)
R=))))) *1 =>.>)
R&)))) *( =3.H)
S&))))) 11 )>.>)
5otal (&) 1))
Comments:-
From above graph, almost 56 respondents are belo# to
the Income group of up to 2 Lacks, 91 are up to 3 lacks, 92 are
up to 5 lacks and other are more than 5 lacks.
@-; Do *o$ have an* commercial vehicleE
3es
'o
Response Respondents I
4es (=& *>
1o 1& 3
=F
5otal (&) 1))
Comments:-
From above graph, 235 respondents have
9o!!ercial ,ehicle.
.
@-;-4 I# *es+ >hich com?an*2s vehicle *o$ haveE
Tata
Eicher
&olvo
AshoA la*len%
=H
Response
Respondents
I
5ata
*3
(*.(3
7icher
1>H
>*.F)
@ol,o
1)
)=.)&
Asho$ aylend
&*
1F.**
5otal (=& 1)).))
Comments:-
From above graph, 96 respondents have TATAs ,ehicle,
13= respondents ha,e 7icherMs, 1) respondents ha,e @ol,oMs ,ehicle and
others ha,e Asho$ laylendMs ,ehicle.

@-7 Do *o$ Ano> the Eicher com?a*E
3es
'o
Response Respondents I
4es (&) 1))
1o ) )
=*
5otal (&) 1)).))
Comments:-
From above graph, almost all the respondents are
know the Eicher Company.
@-7-4 I# *es then #rom >here *o$ come to Ano> Eicher com?an*E
A%verticement
Freine%
om?an*2s EHc$atative
Relative
Response Respondents I
>)
Ad,ertise!ent 1) >.))
:riends F= (*.()
9o!pany 7Decuti,e 1>F &H.H)
Relati,es () H.))
5otal (&) 1)).))
Comments:-
From above graph, 10 respondents are come to know
about Eicher Company by Ad,ertise!ent,F= respondents are come
to know about Eicher Company by :riends,1>F respondents are
come to know about Eicher Company by 9o!pany 7Decuti,e and
others are to know about Eicher Company by Relati,es.
@-8 Do *o$ Ano> abo$t Eicher om?an*2s ?ro%$ctE
3es
'o
Response Respondents I
4es 133 33.>)
1o H> ==.3)
>1
5otal (&) 1)).))
Comments:-
From above graph, 166 respondents are #ell $no#n about
7icher 9o!panyMs product.
@ 8-4 I# *es+ >hich ?ro%$ct *o$ haveE
"$s
Tr$cA
Tem?o
Response Respondents I
;us =H ().1)
>(
5ruc$ *& &).(3
5e!po &3 (*.3>
5otal 1H* 1)).))
Comments:-
From above graph, 38 respondents ha,e ;us, *&
respondents ha,e 5ruc$ and other ha,e 5e!po.
@-< 1h* are *o$ ?$rchase Eicher ?ro%$ctE
(oo% Feat$res
.oa%ing ca?acit*
Average
,rice
Services
Response Respondents I
>=
Aood :eatures => 1).H=
oading 1(1 =H.&>
A,erage 3H (1.33
-rice F1 ((.31
Ser,ice () 3.=F
5otal =1> 1)).))
Comments:-
From above graph, 34 respondents are purchase 7icher
product on the basis of their Aood :eatures, 1(1 respondents are purchase
7icher product on the basis of their oading capacity, 3H respondents are
purchase 7icher product on the basis of their A,erage, F1 respondents are
purchase 7icher product on the basis of their price and others are purchase
7icher product on the basis of their Ser,ice.
@-= Ho> *o$ ?$rchase *o$r commercial vehicleE
"* .oan
"* ash
Response Respondents I
;y oan (1> *1.3
>>
;y 9ash (1 H.>
5otal (=& 1)).))
Comments:-
From above graph, 214 respondents are purchase 7icher
product by the loan.

@ =-4 I# loan+ then >hich so$rces $se *o$ get loanE
Finance com?an*
"anA
,ro%$ct om?an*
Response Respondents I
:inance co!pany &= (=.1&
>&
;an$ 1(= &=.(F
-roduct co!pany &> (=.&H
5otal (=) 1)).))
Comments:-
From above graph, 54 respondents are get loan by the
-roduct 9o!pany, 1(= respondents are get loan by the ;an$ and others are
get loan by the :inance 9o!pany.
@-: 1hich com?an* is most com?etitive to Eicher om?an*E
Response Respondents I
5ata 1>F &H.(
Asho$ aylend *& =H
@ol,o H =.(
>3
5otal (&) 1)).))
Comments:-
From above graph, 147 respondents are tell 5ata is !ost
co!petiti,e to 7icher 9o!pany, 95 respondents are tell Asho$ aylend is
!ost co!petiti,e to 7icher 9o!pany and others aretell @ol,o is !ost
co!petiti,e to 7icher 9o!pany.

@-5 Are *o$ satis#ie% >ith Eicher ?ro%$ctE
3es 'o
Response Respondents I
4es 1>> HF.F=
1o 1* 1(.(F
>F
5otal 13= 1)).))
Comments:-
From above graph, 144 respondents are satisfied #ith
7icher product.
@-46 Ho> %o *o$ rate to the Eicher om?an*E
EHcellent (oo%
Average ,oor
&er* ?oor
Response Respondents I
>H
7Dcellent >F (H.H=
Aood == ().(&
A,erage 3F >1.)1
-oor 1) )3.1=
@ery poor 3 )=.3H
5otal 13= 1)).))
Comments:-
From above graph, 47 respondents are gi,e rate to the
7icher 9o!pany is 7Dcellent, == respondents are gi,e rate to the 7icher
9o!pany is Aood, 3F respondents are gi,e rate to the 7icher 9o!pany is
A,erage, 1) respondents are gi,e rate to the 7icher 9o!pany is -oor and
others are gi,e rate to the 7icher 9o!pany is @ery -oor.
@-44 an Eicher #$l#ill the nee% o# c$stomer better their
com?etitorsE
3es 'o
Response Respondents I
4es 1=> H(.(1
>*
1o (* 1F.F*
5otal 13= 1)).))
Comments:-
From above graph, 134 respondents says that Eicher
fulfill the need of better as co!pare to their co!petitors.


@-49 In #$t$re+ >o$l% *o$ ?$rchase Eicher ?ro%$ctE
3es 'o
Response Respondents I
4es 1&* 3=.3
1o *1 =>.>
5otal (&) 1)).))
&)
Comments:-
From above graph, 159 respondents are purchase the
7icher -roduct in future.
@-4; 1o$l% *o$ recommen%e% *o$r #rien% to ?$rchase Eicher
?ro%$ctE
3es
'o
Response Respondents I
4es ()( H).H
1o >H 1*.(
&1
5otal (&) 1)).))
Comments:-
From above graph, 202 respondents are reco!!ended
their friend to purchase 7icher -roduct.

&(
TESTI'( OF H3,OTHESIS A'D
FORM).ATIO'
H*?othesis Testing
H) Q H)I !ar$et is co,ered by 7icher -roduct.
H1 Q ()I !ar$et is co,ered by 7icher -roduct.
In this analysis, the sa!pling unit is (&),sa!pling si+e is () and select
rando! sa!pling !ethod.
&=
Here,
-Q).H) GQ).()
Signi#icant levelI8N/4-5<0
O
cal
I ?G, 1here+
,@ n ? I 1o. of respondents
n
).33>2).H) I 133<(&)
).H)K).(? (&) I ).33>

).1=3
).)(&
8-77P4-5<
As the abo,e results sho# that it is higher then 1.*3 so #e #ill reject
the hypothesis. TSignificant e,el as a &IU
&>
FINDIN6S
FI'DI'(S
Almost 78 respondents are a ;usiness!an, (H respondents are related
to 5ra,el, >& respondents are related to 5ransportation, 3& respondents
are related to 9ontractor and others are to 9arting.
&&
Almost 56 respondents are belo# to the Income group of up to 2
Lacks, 91 are up to 3 lacks, 92 are up to 5 lacks and other
are more then 5 lacks.
Almost 235 respondents are known about9o!!ercial ,ehicle.
Almost 96 respondents have TATAs ,ehicle, 13= respondents ha,e
7icherMs, 1) respondents ha,e @ol,oMs ,ehicle and others ha,e Asho$
laylendMs ,ehicle.
Almost all the respondents know the Eicher Company.
Almost10 respondents are come to know about Eicher
Company by Ad,ertise!ent, F= respondents are come to know
about Eicher Company by :riends, 1>F respondents are come to
know about Eicher Company by 9o!pany 7Decuti,e and others
are to know about Eicher Company by Relati,es.

Almost 166 respondents are #ell $no#n about 7icher 9o!panyMs
product.
&3
Almost 38 respondents ha,e ;us, *& respondents ha,e 5ruc$ and other
ha,e 5e!po.
Almost 34 respondents are purchase 7icher product on the basis of
their Aood :eatures, 1(1 respondents are purchase 7icher product on the
basis of their oading capacity, 3H respondents are purchase 7icher
product on the basis of their A,erage, F1 respondents are purchase 7icher
product on the basis of their price and others are purchase 7icher product
on the basis of their Ser,ice.
Almost 214 respondents are purchase 7icher product by the loan.
Almost 54 respondents are get loan by the -roduct 9o!pany, 1(=
respondents are get loan by the ;an$ and others are get loan by the
:inance 9o!pany.
Almost 147 respondents are tell 5ata is !ost co!petiti,e to 7icher
9o!pany, 95 respondents are tell Asho$ aylend is !ost co!petiti,e
5o 7icher 9o!pany and others aretell @ol,o is !ost co!petiti,e to
7icher 9o!pany.
Almost 144 respondents are satisfied #ith 7icher product.
&F
Almost 47 respondents are gi,e rate to the 7icher 9o!pany is
7Dcellent, == respondents are gi,e rate to the 7icher 9o!pany is Aood,
3F respondents are gi,e rate to the 7icher 9o!pany is A,erage, 1)
respondents are gi,e rate to the 7icher 9o!pany is -oor and others are
gi,e rate to the 7icher 9o!pany is @ery -oor.
Almost 134 respondents says that Eicherfulfill the need of better as
Almost 159 respondents are purchase the 7icher -roduct in future.
Almost 202 respondents are reco!!ended their friend to purchase
7icher -roduct.
&H
SU66ESTIONS
5?##E5'I7/
&*
'he respondents are given s!ggestion like company has
try to increase their 'ork po"er.
'he company sho!ld prod!ce diferent model "ith
diferent color.
'he company sho!ld decrease their labor charge.
'he company sho!ld try to decrease their spars(parts
prices.
'he company sho!ld start their o"n 1nance sector.
'he company sho!ld give e&tra facility s!ch as one time
free ins!rance cover* service.

3)
3I34O6RA?HY AND
A??ENDICES
31

"I".O(RA,H3
QS 9?M-A14MS R79?RD7D
QS ###.7I9H7R.9?M
IP Mar$eting Manage!ent
;y -hilip Eotler
3(
A,,E'DIE
Questionnaire
'ame C
ontact 'o C
Occ$?ation C
Income C
EGmail i% C
4 P Do *o$ have an* commercial vehicleE
3es 'o
I# *es+ >hich com?an*2s vehicle *o$ haveE
Tata
Eicher
&olvo
AshoA la*len%
9P Do *o$ Ano> the Eicher com?a*E
3es 'o
I# *es then #rom >here *o$ come to Ano> Eicher com?an*E
A%verticement
Freine%
om?an*2s EHc$atative
Relative
; P Do *o$ Ano> abo$t Eicher com?an*2s ?ro%$ctE
3es 'o
I# *es+ >hich ?ro%$ct *o$ haveE
"$s
Tr$cA
Tem?o
7 P 1h* are *o$ ?$rchase Eicher ?ro%$ctE
(oo% Feat$res
.oa%ing ca?acit*
Average
,rice
3=
Services
8 P Ho> *o$ ?$rchase *o$r commercial vehicleE
"* loan
"* cash
I# loan+ then >hich so$rces $se *o$ get loanE
Finance com?an*
"anA
,ro%$ct om?an*
<P 1hich com?an* is mare com?etitive to Eicher com?an*E
IPQQQQQQQQQQQQQQQQQQQQQQQQQQQQQQQQQ
= P Are *o$ satis#ie% >ith Eicher ?ro%$ctE
3es 'o
: P 1hat %o *o$ rate to the Eicher com?an*E
EHcellent
(oo%
Average
,oor
&er* ?oor
5P an Eicher #$l#ill the nee% o# c$stomer better their com?etitorsE
3es 'o
46P In #$t$re+ >o$l% *o$ ?$rchase eicher ?ro%$ctE
3es 'o
44 P 1o$l% *o$ recommen%e% *o$r #rien% to ?$rchase Eicher
?ro%$ctE
3es 'o
49 P S$ggestionC
GGGGGGGGGGGGGGGGGGGGGGGGGGGGGGGGGGGGGGGGGGGGGGGGGGGGGGGGGGGGGGG
GGGGGGGGGGGGGGGGGGGGGGGGGGGGGGGGGGGGGGGGGGGGGGGGGGGGGGGGGGGGGGG
3>
GGGGGGGGGGGGGGGGGGGGGGGGGGGGGGGGGGGGGGGGGGGGGGGGGGGGGGGGGGGGGGG
3&
33