Research Methods

Research Methods PAK HERO
INTRODUCTION
Pakistan is one of those countries of the world where

Auto Rickshaws are extensively used as a public
transport. Till 1996,Italian made Rickshaws were used
in Pakistan having 90% market share.
In 1996, a young Pakistani businessman and

industrialist, Mr. Muhammad Javed Iqbal introduced
“PAK HERO RICKSHAW” in Pakistani market.
Mr. Muhammad Javed Produced within the limited resources this Rickshaw
Iqbal was a masterpiece of quality and performance, which
brought about a revolution in the auto industry. It
gained extensive popularity and in a very short period
of time, “PAK HERO” became a known name all over
Pakistan.
PAK HERO auto rickshaw having similar functions,

shape and use as that of Italian made rickshaw, proved
to be a very close substitute for it. It is amazing that
Pak Hero became the market leder in a period of only
three year and its demand has been on the rise ever
Mr. Muhammad Sabir
since.
PAK HERO is a private limited company, its board of

Directors comprise the following members
Mr. Javed Iqbal

(Chairman/CEO)
Mr. Abdul Hameed
(Director Marketing & Sales)
Mr. Sabir Sharif
(General Manager Production)
Mr. Syed Shahid Mustafa
(General Manager Finance)
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Although PAK HERO has entered into automobile market only a few years ago,
even then it has snatched the major market share from its competitors. PAK Hero
is now considered to be one of the major automobile industries because it has
built a good reputation in quality and performance. PAK HERO manufactures its
products in accordance with customer needs. Its product range includes
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PAK HERO established itself by

manufacturing the high quality products.
PAK HERO has a separate quality control
department for a check at every stage of
the production, from receiving raw
material to completion of final product. To
have a complete control over quality PAK
HERO is following the international quality
standards as per requirements of ISO
9000 to fulfil the needs of its valuable
customers.
PAK Hero’s trained workforce and

experienced engineers devote their
energies for the improvement of its
products. Experts within the country and
abroad are also consulted to assure the
quality. Therefore its quality is, beyond
doubt, the best.
3
PAK HERO is a private limited company. Its factory is located at 10 km Raiwind Road,
Lahore. Some of the important industrial units of Pakistan lie in this region, being declared
as “Industrial Zone”. Factory of PAK HERO is spread over four and a half acres of land .
The other unit of “PAK HERO is its warehouse and lies adjacent to the factory.
FACTORY CAPACITY
Factory has a capacity to produce
1. 12,000 auto rickshaws,

2. 45,000 motor cycles
3. 5,000 scooters per annum.
Basically, factory is divided into eight individual units, Detailed information about
each unit are stated below.
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Gas Welding Unit: Die Casting Unit: Machining Unit:

Besides manufacturing the A Hundreds types of parts of It is the most important unit in
chassis this unit plays an complex nature are used in automobile industry. Majority of
important role in preparing the PAK HERO products. These the deceased parts are
body of Rickshaw. Welding unit parts are produced withinDenting the machined
Unit: to bring them into
joins the body with chassis. factory in Die Casting unit exact and standard
PAK HERO prepares the body of all its products within size as
theper
Machinery used in this unit is according to the standardized technical specifications.
factory and denting unit has a key role in manufacturing the
imported from abroad. quality.
bodies Theof importance
PAK HEROof products. High technology based
machinery used in die casting
machinery is used for this purpose.
unit is admitted all over the
Pakistan.
Body Fabrication Unit:

Die making unit manufactures all the dies used in Die Casting
unit. In die making unit, dies of different sizes and shapes are
produced according to requirement.
Electrical Spot Welding Unit:

All the parts of automobiles manufactured in different
departments are brought in this unit. These parts are assembled
and shaped into a finished product.
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Engine Assembling Unit:

Engine assembling unit has same role in factory as engine in the
vehicle. Engines of all products of PAK HERO are assembled in
this unit. Some of its parts are prepared in factory in die casting
unit and some are imported from abroad. After assembling the
engine it is sent to engine testing unit where its performance is
checked.
Engine Testing Unit:

In this unit engines manufactured are observed keenly. Engine is
run at a specific speed for a particular time period and if it
satisfies the predetermined standards, it is sent to the assembling
line unit.
Fitting Assembly Line: Final Inspection & Quality Paint Shop Unit:
When all the parts have been Control: When body is manufactured &
brought into fitting condition When an automobile has been fabricated completely it is sent
then these are brought to manufactured and assembled into paint shop unit where
assembly conveyor line where then it is brought to quality automobiles are painted in
all the determined parts are control and final inspection different colors. High quality
fitted together to form a shape units where the quality paints are used which are not
of an automobile product, checkups are carried on, on affected by change of season,
whether it is a motorcycle or an the latest testing and sunlight and rain.
auto rickshaw. inspection instruments to
maintain the quality of
PakHero automobile products.
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To assure the availability of its products, PAK HERO has established effective
network of registered dealers. In each city of Pakistan, well-reputed businessmen
are awarded dealership for selling PAK HERO automobiles.
LIST OF DEALERS:
KARACHI
ADNAN CORPORATION
(KARACHI) A. M. 20-AKBAR ROAD,
OPPOSITE RIZVI CHAMBER,
KARACHI Ph. 021-7760039
HASSAN AUTOS
SHOP NO.43, BLOCK-5
AKBAR ROAD, K.M.C MARKET,
KARACHI.
NEW NAFEES AUTOS

7-AKBAR ROAD, SADDAR,
KARACHI.
KASUR
SHEHROZ HASAN AUTOS

NEAR KASUR GARDEN, LAHORE ROAD,
KASUR-PUNJAB.
CONTACT PERSON: QUDRATULLAH
LAHORE
PAK HERO INDUSTRIES (PVT) LTD.,

LAHORE PAKISTAN.
ALI AUTOS
110-ALLAMA IQBAL ROAD, GARHI SHAHU,
LAHORE.
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ALI TRADERS
516-PECO ROAD, KOT LAKHPAT, LAHORE.
AMIN AUTOS
642-TOWNSHIP, LAHORE.
CHAUDHRY AUTOS
SHALIMAR LINKROAD CHUNGI No.3
MUGHAL PURA, NEAR RAILWAY CROSSING, LAHORE.
HERO AUTOS
105-LITTON ROAD, LAHORE.
IRFAN AUTOS
NEWGHOUSIA AUTO
100/B, LITTON ROAD, LAHORE.
MUKHTAR CORP.
24-JINAH PARK, SULTAN PURA NEAR
ALLAH MALIK BUILDING, LAHORE.
NEW QAISER SHAUKAT AUTO

65-LITTON ROAD, LAHORE
SHAHAB CORP.
CHAN MIRAN ROAD. LAHORE.
SHERAZ AUTOS
SHOP No. 2/1 LAHORE ROAD,
SADDER BAZAR, CANTT-LAHORE.
UMAIR IRSHAD CORP.

E-21/13 MAIN WALTON ROAD, LAHORE.
UMER AUTOS
SHOP NO. 1 PRINCE CINEMA, 30 ABBOT ROAD,
LAHORE.
SADIQ TRADERS
LITTON ROAD, LAHORE.
8
MADNI AUTOS
HASSAN AUTOS
YOUSAF AUTOS
SAJJAD AUTOS
DANA NATH NO. 66-47 KM,
MULTAN ROAD, LAHORE.
IMRAN AUTOS
89 MCLEOD ROAD, LAHORE.
WATTAN AGENNCIES
67-MCLEOD ROAD, LAHORE.
BALUCH AUTOS
HALEEM CENTER, 67-LITTON ROAD, LAHORE.
SALEEM TRADERS
SHOP NO. 9,GROUND FLOOR SHAN HOTEL,
LINK MCLEOD ROAD, LAHORE.
AUTO CITY
13-NICHOLSON ROAD, NEAR BILAL CENTER, LAHORE.
786 AUTOS
10-NICHOLSON ROAD, KASHMIR CENTER, LAHORE.
ISHTIAQ AUTOS
ASHER AUTOS
ATIF AUTOS
26-MCLEOD ROAD, SURJEET BUILDING, LAHORE.
REX AUTOS
9
M. RMAZAN
H. NO. 19, NASIR ST. NO. 29,
SANDHA KALAN, LAHORE.
CHAUDHRY CORPORATION
SHOP NO. 33, GROUND FLOOR, LAHORE HOTEL, LAHORE.
GHARIB NAWAZ AUTOS

35-MAIN ROAD, MORE SAMNABAD, LAHORE.
CH. M. SALEEM
384-E, CANAL VIEW SOCIETY, MULTAN ROAD, LAHORE.
ARY AUTOS
78-FLEMING ROAD, LAHORE.
RANA TRADERS
SHOP NO. 3,BHATTI COMPLEX,
FEROZPUR ROAD, MUST IQBAL ROAD, LAHORE.
DANISH AUTOS
SHOP NO. 5, BEGURN ROAD,
NEAR MOZANG ADDA, LAHORE.
HS ENTERPRISES
3RD FLOOR, 112-Y COMMERCIAL AREA,
D.H.A. DEFENCE, LAHORE.
MUSHTARQA AUTOS
679-SHAD BAGH, LAHORE.
NAWAZ BUTT AUTOS

157-G.T ROAD, NEAR LAHORE COLLEGE OF COMMERCE
SINGPURA, LAHORE.
KHURRAM AUTOS
NASEER SHAN PLAZA SHOP NO.2,
GUJJAR PURA CHOWK, GHORAY SHAH, LAHORE.
IQBAL TRADERS
SHOP NO.6, GULBERG-111,
GUROMANGAT ROAD, LAHORE.
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MAJEED TRADER
ENGINE SHED MARKET, MUGALPURA LAHORE.
SHAHAB CORPORATION
HOUSE NO.1 STREET NO.21/S HAJI YAHYA COLONY,
GOREY SHAH ROAD, LAHORE.
NEW QAISER AUTOS

PH: 7237919
MULTAN
NADEEM CORPORATION
DERA ADDA, AZMAT WASTE ROAD,
NEAR CAPRI CINEMA, MULTAN.
IRSHAD CORPORATION
SHOP NO.11, PURANA KHANEWAL ADDA,
WATER WORKS ROAD, OPP. KHAYAM CINEMA, MULTAN.
SARGODHA
HAMDANI MOTORS
RAILWAY ROAD, SARGODHA
OKARA
ALI AUTOS
OPPOSITE GOVT. SATLUJ G/H/S, OKARA.
CHINIOT
FAHAD CENTER
JHANG CHINIOT.
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SAHIWAL
HAJHI TRADERS
KHOKHA BAZAR, SAHIWAL.
SAILKOT
HERO AUTOS
OPP. PARVAZ MAHAL CINIMA, AUGUKE ROAD,SAILKOT.
GUJRANWALA
KASHMIR TRADERS
OPPT. DIN PLAZA, G.T. ROAD,
GUJRANWALA.
MANJ TRADERS
FAROOQ-E-AZAM ROAD, FATTO MAND,
GUJRANWALA.
MEER TRADERS
AUTO MARKET SAILKOT ROAD,
GUJRANWALA.
HARIS TRADER
NER DIN PLAZA, G.T. ROAD,
GUJRANAWLA.
FRIENDS AUTO
NEAR DIN PLAZA, G.T. ROAD,
GUJRANWALA
SHAHID AUTOS
SHEIKUPURA ROAD, GUJRNWALA.
PAKISTAN AUTOS
NEAR DIN PLAZA, GHALLA MANDI,
G.T. ROAD, GUJRANAWLA.
NAROWAL
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M. SALEEM TRADERS
PASRUR ROAD, NEAR SHELL PETROL PUMP,
NAROWAL.
TARIQ AUTOS
RAILWAY ROAD, NAROWAL
WAZIRABAD
MASTER TRADERS
SAILKOT ROAD, NEAR A.C. COURT,
WAZIRABAD
KAMOKE
MEER TRADERS
ALI ARCADE, G.T. ROAD, KAMOKE.
VEHARI
MUSA TRADERS
18- CLUB ROAD, VEHARI.
BUREWALA
SHEIKH & CO.
110- D ARBI, ISLAMIA ROAD, BUREWALA.
BAHAWALNAGAR
KHAN TRADERS
2- KHAN BABA ROAD, BAHAWALNAGAR.
HYDERABAD
FARHAN CORPORATION
SADAF COMPLEX, SHOP # NO.4,
OPPT. PRESS CLUB, HYDERABAD.
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FAIZAN AUTOS
SHOP # F-578, KHOKHAR MOHALLAH,
HYDERABAD
MEHRAN AUTOS
SHOP#578 KHOKHAR MOHALLAH,
HYDERABAD.
GUJRAT
SANDHU AUTOS
ZAIB PALAZA, REHMAN SHAHEED ROAD,
GUJRAT.
SHEIKHUPURA
TARIQ TRADERS
SARGODHA ROAD, SHEIKHUPURA.
BHATTI AUTOS
RAWALPINDI
AHMER AUTOS
SHOP#4,NASEER PALAZA KOHATI BAZAR,
RAWALPINDI.
BUTT KASHMIR MOTORS

SHOP#2, SHAH ALLAH DITTA ROAD,
RAWALPINDI.
FAISALABAD
HAMDANI MOTORS
NAR WALA ROAD, GOBANDPURA FAISALABAD.
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MUNSHI ENTERPRISES
P-15 ALLAMA IQBAL ROAD, DIGLUSPURA,
FAISALABAD.
CHAUDHRY TRADERS
901-B SHOP #4 MAIN ROAD,
PEOPLE COLONY,FAISALABAD.
DASKA
MUGHEES TRADERS
KATCHERY ROAD, DASKA.
MANDI BAHAUDDIN
SHAHID TRADERS
CHUNGI #9 PHALIA ROAD, MANDI BAHAUDDIN.
HAFIZABAD
MUDDUSSAR AUTOS
GUJRANWALA ROAD, NEAR PETROL PUMP,HAFIZABAD.
ALI AUTOS
GHALL MANDI SHARQI, GUJRANWALA ROAD,
HAFIZABAD.
MIRPUR KHAS
PAKISTAN BIKE CITY
STATION ROAD, MIRPUR KHAS.
PAKPATTAN
MIAN AUTOS
OPP. MOSQUE TEHSILDAR WALLI,
SAHIWALL ROAD, PAKPATTAN.
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ORGANIZATIONAL STRUCTURE
Chairman (CEO)
BOARD OF DIRECTORS
ADMIN MARKETING DEVELOPMENT

DEPARTMENT DEPARTMENT CENTER
FINANCE & A/C QUALITY

DEPARTMENT CONTROL
PRODUCTION PURCHASE
DEPARTMENT DEPARTMENT
SALES
DEPARTMENT
16
FINANCE Q.C FOR

DEPARTMENT
ACCOUNTS MATERIAL
Q.C FINISHED
DEPARTMENT GOODS
VARIOUS INVENTORY
PRODUCTION PRECRUMENT
DEPARTMENT
VENDOR
DEPARTMENT
SUPPLIERS
COMPANY'S OBJECTIVES
i) Provide best value for money to the customers.

ii) Earn serve foreign exchange through exports /
imports substitution for country.
17
iii) Provide a healthy work environment and

facilitate the personal development of all
employees.
iv) Develop indigenous design capabilities.
COMPANY INFORMATION
BANKERS
Muslim Commercial Bank Ltd.
Allied Bank of Pakistan Ltd.
United Bank Ltd.
Standard Chartered Bank
REGISTERED OFFICE
Litton road, Lahore
PLANT
10 Km, Raiwind road, District Lahore
BOARD OF DIRECTORS
> JAVED IQBAL

(Chairman & Chief Executive)
18
EMPLOYEES GROUP
> Abdul hameed (G.M marketing and sales)

> Shabir sharif (G.M production)
> syed shahid Mustafa (G.M finance)
MAJOR MANAGERIAL POLICIES

PRACTICES & STYLES
The company maintained its policy of induction of

professionally qualified executives are strictly selected on merit.
The company's excellent reputation helped to attract competent
executives from other industries to strengthen executive’s team.
A. PERSONNEL SECTION
Personnel section in one part of heart of company i.e.;

Administration department. Senior Manager (A&P) deals all
matters of personnel create in organization and finally to General
Manager.
GENERAL FUNCTION OF SUB-SECTION
There are 7-sub sections in personnel section, which
perform, efficiently in better conduct of daily work in
organization. These are explain as:
1. Personnel record sub-section
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It is responsible for maintenance of personnel files of

employees. Which submits monthly report through Senior
Manager (Admin.) to G.M and C.E of Company. Further a register
is maintained which contains all activities of employees. One
page is reserved each employee in loose ledger form. Those who
leaves the service, removal of his card from ledger.
2. TA&DA Sub-section
This section maintains record of TA, DA leave, allowances,
increments, and promotions etc. of employees of company.
3. Attendance of Employees Sub-section

The attendance of department is reported by each head of
department to the admin: to keep track of leaves and grant
attendance allowances.
4. Over Time Sub-section

This section maintains the record of over time slips of
employees in various sections in company. The slips are prepared
in respective section of working. The Admin. Prepares
consolidated overtime to Account Department for payment.
5. Identity Card Sub-section
This records the residential in section or changes of all
employees working in factory.
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6. Hiring & Firing Sub-section

This section is part of selection committee formed by C.E of
Company for hiring of employees and retiring employees.
7. Social Security Sub-section
This records social security for employees and Account in
this respect.
B. ADMINISTRATION
Company endeavoring to attract talents from various

disciplines in order to make management skillful. But also to
trained them within country and abroad, for improving their skill.
The Senior Manager (Admin.) is dealing with all
administrative matter and countable to G.M. Admin. Is also
responsible of peace and order in factory. It is prime functions of
department. Admin. has sub-section which is detail as follows:
1. Canteen
The canteen provides tea and food to the employees at
subsidized rates.
a) Service
The canteen in charge has tokens as number of employees
working in Pak Hero. Any body going to canteen obtain token
either cash payment or on accounts. On cash issued token or on
other side account sales write down name of employees in
register.
b) Credit Sales
21
After the close of servicing of meals, the clerk posts entry in

the personnel account. It is further separate account of
employee. On accounting total dishes during month and calculate
the A/P. So for as collection is done through incharge by each
worker.
c) Cash Sales
The canteen supervisor keeps note of total token issues in
credit and cash sales. Cash sales are made for visitors and new
employees, for charging normal and subsidized rates. The total
cash in submitted to cash account department..
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d) Raw Ingredients Purchase Procedure

Major items like sugar, chilies, ghee, atta, salt etc. are
purchased through supplies department. The perishable items
are purchased by canteen incharge. Possible efforts are made
through contractors for regular supplies. The canteen incharge
gets cash Rs.20,000 per current purchase and responsible to
submit bill to A.M (Admin).
e) Stock Registers
The canteen incharge maintain the register of items entered
before issued.
f) Monthly Consumption Reports
The canteen incharge prepares and sends a monthly report
to Dye. Manager (Admin). It covers only major items of
consumption.
g. Accounting Treatment
Separate Account under Admin. Debited the canteen of
outlays. Also the canteen sale is credited in this account. At the
end of year show net figure of subsidized by company.
h. Transport Section
The incharge of transport ensures that vehicles for company
purposes. All requisitions for transport shall be in same form. The
transport allot vehicle and fill in.
i) Log Books
The logbook is maintained for each of the vehicle and
requisitions are filled in logbook. Immediately after the vehicle
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reaches the company premises after performing the necessary

services.
ii) Petrol Bills

The transport executive receives all petrol invoices in the
first instant in duplicate. The transport executive verifies from the
petrol slips issued by him and forward to Finance Department
through Manager (Admin.) for payment of bill. This is followed
strictly.
iii) Repairs and Maintenance Register
The transport incharge is also insures that a complete and
transport repairs for maintain register.
n) Improvements
Working condition both in office and plant were further
improved which bearing an efficiency of the company is
employees. As in company's employees. As in matter of canteen
for providing more conductive and whole some atmosphere to
the workers.
q) Gate Pass
Following different type of gate passes shall be in use:
1. For sale of motorcycle
2. For sale of rickshaw
3. General (Admin. issue)
6. For sale of scraps.
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C. PURCHASE SECTION
Purchase section is most important portion of the
organization. When emergency create inside company and at
that time there is no back up of goods and materials. Then this
helps for needed purchases for it and is sent to Procu. Manager,
which is responsible to G.M of department.
HIERARCHY
┌----------------------┐
│Procu.MANAGER │
└----------┬-----------┘
┌-----------------------┴-----------┐
┌-----┴------┐ ┌------┴------┐
│Inch.Imports│ │Inch.Purchase│
└-----┬------┘ └------┬------┘
│ ┌------┴------┐
├-J.E. (Import) │J.E. Purchase│
│ └------┬------┘
└-J.E. (Import) │
┌------┴------┐
│J.E. Purchase│
└-------------┘
MARKETING OF PAK HERO (Pvt.) LIMITED

Like the other organization PAK HERO (Pvt.) Limited also has
separate Marketing Division. In this division customer satisfaction
takes the most important place. PAK Hero’s Marketing Division
25
has established few objectives and all the departments of

Marketing Division are putting in joint efforts to achieve them.
First of all we would like to state these objectives to have an idea
about the line of work. This particular organization has following
objectives.
MARKETING OBJECTIVES
1. To accelerate the pace of transport in the country by

marketing a wide range of bikes at a reasonable rate.
2. To serve the customers efficiently.
3. To guide customers how to increase per liter mileage of the
bike by advanced technology.
5. Providing efficient after sale service to the customers.
HIERARCHY OF MARKETING
┌------------------┐
│ G.M MARKETING │
└--------┬---------┘
┌--------┴---------┐
│Manager Marketing │
└--------┬---------┘
┌--------------------┬┴-----------------┐
incharge(Service) incharge(Parts) incharge Sales
B. DISTRIBUTION
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It deals with physical distribution. It is again sub-divided into

three sections.
1. Booking Section
The booking of vehicle is most important function of PAK
HERO. So they are booked in this section. The customer can book
the bike, rickshaw and scooter either by the section or through
dealers. However largely done through dealers in this way the
customer can get delivery at home district. So two type of
booking.
1. Cash Booking
2. Credit Booking
The PAK HERO books on first come first served base. Now it
is through telephone getting the booking number at the time. The
conditions are:
1. The booking is on 100% advance basis.
2. The booking number is issued at the time of booking.
3. The customer has to pay the prices prevailing at deliver
time.
4. Booking can be cancelled at customer’s sweet will.
In case of cash booking the customer has to deposit
the total price at booking time.
2. Delivery Section
This section deals with delivery. As soon as the delivery
date of the customers.
a) Area Commission
27
The area of commission is given to those dealer in which

customer buys vehicle at that area. Now the vehicle is booked by
the dealer or directly at Pak hero booking department. The aim is
services of dealer in his area.
b) Booking Commission
When a vehicle is booked the commission becomes
payable. It is policy of company not to give commission if the
dealer does not book vehicle. Now its policy in change as area
commission.
c) Delivery Commission
This commission is given when vehicle are delivered to
customer through dealer.
After delivery of commission section make report of whose
dealer's commission in it and amount. So this report is sent to
finance department for payment. All records are computerized of
booking and delivery. So time and cost decrease with increase in
efficiency.
C. SERVICE
This section of PAK HERO providing after sale service to the
customers at their doorstep. This aims at customer’s satisfaction
on important goal to be achieved in marketing field. it provide
free service to different district of position.
2. Claim Section
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Its establishment is a step to streak a long-term good will of

the company in the eyes of PAK Hero’s customers. Every
customer of PAK HERO is entitled to claim against the company if
any mechanical or technical fault exists in the implements, in
vehicle sold by PAK HERO. The customer comes to the claim
section makes a claim on the company, the trained and expert
mechanics evaluate and judge the causes of the faults. If the
faults in the parts are due to any mechanical or technical defects
then the claim of the person is considered to be legitimate and
the person is supplied with a new part. However, if the defect is
caused by some accident or some other reasons the claim is not
accepted and the person is advised very provisionally to replace
the parts from his own pocket.
PRICING POLICIES STRATEGIES

The major policy is that their price would be less as
compared to competitors. Generally our prices are affected by
following factors:
> Company's Policies
> Local Vendors
> Competitors
No doubt Pak hero is becoming the market leader but they
want to create the brand loyalty amount the customer
PROBLEM INTRODUCTION
29
In introducing the problem, consider the following three
elements.
a) Problem Definition/ problem statement.
b) Statement of objectives.
c) Problem significance.
a) Problem Definition / Problem Statement
"How we can increase the sales of Pak hero PH-125 in
Honda CG-125 capturing areas."
b) Statement of Objective
Following are the objectives of this study.
i) Which social class is the main user of PAK HERO PH-125?
ii) What are the buying preferences of the persons using bike?
iii) How the people are perceiving the price, quality and
durable parts consumption of the PH-125 bikes.
30
iv) What is the current market position of PH-125 bike and who
are its major competitors?
v) Why people are using PH-125 bikes or not.
31
c) Problem Significance
Pak hero PH-125 is a product, which is used by upper
middle class. It provides power and reliability to the customers.
Pak Hero introduces a new product in the market named as
"PH-125 bikes" which has not fulfilled the expectations (expected
high sales) of the company.
So, one important factor in this research is that on what
grounds a consumer accept or rejects the PH-125 bike.
Since the main objective is to find out relationship between
price, awareness and acceptance or rejection of PH-125 bikes, so
the significance lies in finding out measures to increase the
acceptance i.e. sales of PH-125 and consumer satisfaction.
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LITERATURE SURVEY
PRICE
Price may be defined as:
1) Price is "what is charged for something"
2) Price is the amount of money and/or other items with utility
needed to acquire a product.
Price has been a major factor on the buying occasions. A
seller usually is pricing a combination of,
i) The specific good or service that is the object of the
transaction.
ii) Several supplementary services (such as warranty)
iii) The want satisfying benefits provided by the product.
Importance of Price
Price is significant in our economy, to an individual, firm,
and the consumer's mind. Let's consider each situation.
In the Economy
A product's price influence the amounts paid for the factors
of production, land, labor, capital and organization.
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In the Company
Price affects a firm's competitive situation and its market
share. As a result price has considerable bearing on a company's
revenues and net profits.
In Consumer's mind
Consumer's perceptions of product quality vary directly with
price. Value is the ratio of perceived benefits to price and any
other incurred cost.
Pricing Objectives
Following are the pricing objectives.
i) To get profit
ii) To achieve a target return on its sales or on its investment.
iii) To increase market share
iv) To increase sales volume by discounting or by some other
aggressive pricing strategy.
v) To maintain the customers by offering good quality within
the price limits.
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AWARENESS FOR ADVERTISING
Awareness comes from advertising.
Advertising may be define as:
* It is a paid form of communication.
* It is non-personal.
* It uses identified sponsor.
* It uses mass media.
* It influences individuals and groups.
So, advertising is a paid, non-personal communication from
an identified sponsor by using mass media to influence
individuals and groups.
Objectives of Advertising
The main objective of advertising is to sell something a
good, service, idea or any other thing.
An advertising manager is given one or more objectives
with budget constraint, these may be one or more of the
followings:
i) Aid in the introduction of new products to specific target
markets.
35
ii) Provide ongoing contact with target customers.
iii) Help to obtain desirable outlets.
iv) Get immediate buying action.
v) Help buyers to confirm their purchasing decisions.
To measure the effectiveness of advertisement
For this purpose three common recall tests are used.
Recognition
Showing people the ad asking if they have seen it before.
Aided Recall
Asking people, if they can recall seeing any ads for a
particular brand.
Unaided Recall
Asking people if they can remember seeing any ads within
an identified product category.
For broadcast media, this kind of testing can be conducted
by using a telephone survey, calling people at home within a few
hours after an ad is completed.
36
QUOTA SAMPLING
A quota sample is a type of judgment sample. It is a sample,
usually of human being, in which the information is collected
purposively from the segments of a population (the quotas), e.g.
the quotas of men and women; urban and rural; upper, middle
and lower income groups; etc. These factors are termed quota
controls. They are intended to make the sample as
representative as possible and to reduce sampling bias that
creeps in because the selection of respondents within the quotas
depends on the personal choice of the interviewers. Interviewers
being human are likely to look for persons who either share
similar opinions or are personally known to them or are
conveniently located.
Quota sampling may be considered as stratified sampling in
which the selection of units within strata is non-random. The
advantages of quota sampling are that it is cheaper, it is easy
administratively and it is a very quick form of investigations.
37
Quota sampling is widely used in public opinion polls and market
research surveys.
38
THEORETICAL FRAMEWORK
The dependent variable, sales of PH-125 bike depend upon
two independent variables, which are price and awareness. Most
of the people in Pakistan belong to middle class and they prefer
to buy products of low price with good quality. So high price of
PH-125 bike affects its sale.
We know that awareness of any product plays an important
role to increase or decrease the sales of the product. So,
unawareness of the customers about PH-125 bike can be the
major reason for the failure of the PH-125 bikes.
The price of PH-125 bike is comparatively high as compared
to its competitors and close substitutes like Shorab 125. Similarly
the awareness of the PH-125 is low because of less impressive
advertisement.
So, it is clear that the sale of Ph-125 bike is low because of
high price and unawareness.
39
HYPOTHESIS DEVELOPMENT
INDEPENDENT VARIABLE
* Better engine performance
* Competitive prices
* Advertisement
* Durable parts
* Availability of spare parts
* Sales of PH-125
MODERATING VARIABLE
* Income
INTERVENING VARIABLE
* Satisfaction
DEPENDENT VARIABLE
* Sales of PH-125
┌-------------┐
│Better Engine│
│performance │
└-------------┘
_
┌-----------┐ ┌---------------┐
│Competitive│ │Sales of MF-260│
│Prices │ │ │
└-----------┘ └---------------┘
_ Dependent Variable
┌-------------┐ _
│Advertisement│ │
└-------------┘ │
_ ┌------┴-----┐
┌-------------┐ │Satisfaction│
│Durable parts│ └------┬-----┘
└-------------┘ Intervening
_ Variable
┌---------------┐ │
│Availability of│ │
│spare parts ├------------------------------┘
└---------------┘ _
┌----┴---┐
│ Income │
└--------┘
Moderating Variable
40
For this study, we have the following hypothesis:
NULL HYPOTHESIS: Ho
There is no relationship among engine performance, prices,
advertisement, availability of parts and sales of PH-125.
OR
Above independent variables does not effect the sales of
PH-125 as compared to Honda CG-125 .
ALTERNATIVE HYPOTHESIS: H1
There is relationship among Better engine performance,
Competitive prices, Advertisement, parts, Availability of spare
parts and Sales of PH-125.
41
OPERATIONALIZATION
SALES
In this we will measure the sales of PH-125 bike whether the
customers are buying it or not and why.
PRICE
We have price as an independent variable and we will
measure price offered by the company for PH-125 bike and the
price offered by the main competitors.
AWARENESS
Awareness is also an independent variable and we will
measure it by the following indicators.
i) By asking the people whether they are aware of PH-125
bike or not.
ii) If yes, then from which media vehicle they became aware of
it.
e.g. Newspapers, Magazines, T.V, Radio, Bill boards, word of
mouth etc.
42
METHODOLOGY
To perform this task, research was conducted in such a way
that reflected the awareness towards PH-125 bike because of its
price. The primary source of data collection was used and the
instrument for data collection was personally administered
"Questionnaire". This questionnaire was administered personally
due to sampling information, administrative control, and helping
the respondents in answering technical questions. The population
of the research consists of ultimate consumers. Therefore "Quota
Sampling" technique was used.
43
RESEARCH DESIGN
The purpose of this research was to establish the
relationship between independent variables i.e. high price &
unawareness and the dependent variable i.e. less sales of PH-125
bike.
This is a field study because it examined the relationship
between the variables. For this purpose survey was conducted
and questionnaire was developed to get response of the people.
Neither the variables were controlled nor artificial setting was
created for the study. The unit of analysis for this study is an
individual and tool of data collection is questionnaire.
For data collection we have used quota-sampling technique.
We have made following quotas on the basis of users of PH-125
bike.
Quotas Frequency %age
Lower class 5 8.33
Middle class 33 55.00
Upper class 22 36.67
Total 60 100.00
44
FIELD WORK
We had 60 sample sizes. We went to the commercial and
business areas to fill this questionnaire. The areas consisted of
Litton Road and McLeod Road. During our field work, we suffered
a few problems like negative responses from the respondents.
Some of the persons hesitated & refused to fill questionnaire. But
we faced all problems boldly as good researchers.
LIMITATIONS
Our research has following limitations
i) Lack of time
ii) Cost for collecting data.
iii) Sample size is small.
iv) Most of our respondents did not know the language of
English so we had to translate it in Urdu even in Punjabi.
45
ANALYSIS AND INTERPRETATION OF DATA
Table No.1
CATOGERIES
GROUP Frequency %age
Consumer 51 85.00
Dealer 9 15.00
Total 60 100.00
In the table, out of 60 respondents 51 were consumers,
which contribute 85.00 percent and remaining 9 were dealers,
which were 15.00% of the total percentage.
46
Table No.2
Age Group
Age group Frequency %age

Years
Below 20 2 3.33
21 - 30 11 18.33
31 - 40 22 36.67
41 - 50 19 31.67
Above 50 6 10.00
Total 60 100.00
The table shows that out of 60 respondents, 22 were
between 31-40 years, which is the major portion of samples. Then
percentage is 36.67 which is the maximum. Then another
percentages of age groups are 31.67% for 41-51 (years), 18.33%
for 21-30 years 10.00% for above 50 years & 3.33% for below 20
years old.
47
Table No.3
Income Group
Income group Frequency %age

(Rs.)
Below 5000 2 3.33
5000 - 9999 4 6.67
10000 - 14999 14 23.33
15000 - 20000 19 31.67
Above 20000 21 35.00
Total 60 100.00
The table shows that most of our respondents, have above
20,000 Rs. income groups, its percentage is 35.00. And other
respondents belong to these income groups, 15000-20000 Rs.
are 31.67% for 10000-14999 Rs. are 23.33% and for 5000-9999
Rs. are 6.67% and below 5000 Rs. are 3.33%.
48
Table No.4
Educational level
Educational level Frequency %age
Under Metric 3 5.00
Metric 16 26.67
Intermediate 11 18.33
Graduate 18 30.00
Post-Graduate 6 10.00
Any other 6 10.00
Total 60 100.00
Table shows that most of our respondents are Graduates,
which are 30%, then other percentages for Metric 26.67% for
Intermediate 18.33%, for another 10.00% for postgraduates are
10.00% for under Metric 5.00%.
49
Table No.5
Occupation
Occupation Frequency %age
Average level businessman 22 36.67
Govt. Employees 16 26.67
Private employ 17 28.33
Any other 5 8.33
Total 60 100.00
Most of our respondents are average level businessman,
which are 36.67%. And for other occupations like Govt.
Employees, or Private employee and any other field we got
results, which are 26.67%, 28.33%, and 8.33% respectively.
50
Table No.6
Monthly Range of consumption of Petrol

Range Frequency %age
(Petrol Liters)
Below 10 1 1.67
10 - 24 3 5.00
24 - 30 6 10.00
30 - 40 7 11.67
40 - 65 11 18.33
65 - 90 14 23.33
90 - 120 8 13.33
120 or above 10 16.67
Total 60 100.00
Table shows that highest percentage of respondents
23.33% lies in the monthly range 65-90 (Petrol in Liters). Having
low ranges of monthly bills from it, respondents are also very
few. But for range of 90-120. Respondents are 13.33% and for
120 & above are 16.67%.
51
Table No.7
Is Petrol consumption high?
Response Frequency %age
Yes 56 93.33
No 4 6.67
Total 60 100.00
Mostly our respondents think that their petrol consumption
are high. They are 93.33% but 6.67% respondents consider it
satisfactory.
52
Table No.8
Bike model mostly used
Models Frequency %age
PH-125 8 13.33
CD-70 31 51.67
Sohrab Js-70 1 1.67
CG-125 15 25.00
Chinese Brands 5 8.34
Total 60 100.00
From table, 13.33% of our respondents use Ph-125Bikes.
Most of the respondents were using CD-70 Bike because many
other reasons.
53
Table No.9
Reasons for selecting the particular Bikes
Reasons Frequency %age
Work 6 10.00
Low consumption 13 21.67
Low price 33 55.00
Availability 5 8.34
Any other 3 5.00
Total 60 100.00
55.00% respondents select that particular model of bike
due to low price 21.67% respondents select due to low
consumption 10.00% respondents due to work, 8.34% & 5.00 due
to availability and any other reason.
54
Table No.10
Awareness of PH-125 Bikes
Awareness Frequency %age
Yes 26 43.34
No 34 56.66
Total 60 100.00
Most of our respondents, which are 56.66%, are not aware
of PH-125. Awareness level is very low. Only 43.34% respondents
are well award about it.
55
Table No.11
Media of Awareness
Media Frequency %age
Newspapers 3 11.54
Magazines 5 19.23
T.V/Satellite Channel 6 23.08
Billboards 2 7.69
Word of mouth 9 34.62
Any other 1 3.850
Total 26 100.00
Most of our respondents become aware of PH-125 by word
of mouth, which are 34.62%. From magazines, 19.23%, from
T.V/Satellite Channel are 23.08% from billboard are 7.69,
newspapers are 11.54 and from any other source, only 3.85
respondents.
56
Table No.12
Rank most likely features
Features Excellent Very Good Fair Poor Total

good
Less
Consumption 7 5 4 18 -- 34
Design 12 15 6 1 -- 34
Affordability 2 4 4 5 19 34
Availability 2 13 12 5 2 34
Kind of Bike -- 4 6 13 15 34
Guarantee 7 10 13 3 1 34
The table shows that most of the respondent’s don’t like the
"less consumption" feature of PH-125 very much. Then most of
the people like its design. Most of the respondents say that its
affordability is poor. PH-125 has very good availability. Its PH-125
is not liked by most of the respondents. According to most of the
respondents, its guarantee feature is good.
57
Table No.13
Availability of PH-125
Buy any other bike 16 51.61
You search for it 8 25.81
Postpone the purchase 7 22.58
Total 31 100.00
This table shows that 51.61% of our respondents buy
another bike. 22.58% of our respondents postpone their purchase
decision. But only 25.81% are those customers who search for it.
58
Table No.14
Type of BIKE mostly preferred
Type Frequency %age
PH-125 12 38.71
CG-125 19 61.30
Total 31 100.00
Our 61.30% respondents like CG-125 and only 38.71%
respondents prefer PH-125.
59
Table No.15
Satisfaction with the features of PH-125
Yes 12 38.70
No 19 61.30
Total 31 100.00
Most of our respondents i.e. 61.30% are not satisfied with
the features & work of PH-125. But only 38.70% are satisfied
from it.
60
Table No.16
Satisfaction with the availability of

PH-125 bike
Yes 25 80.65
No 6 19.35
Total 31 100.00
The table shows that 80.65% of respondents are satisfied
with the availability of PH-125. And 19.35% are not satisfied with
its availability.
61
Table No.17
Reasons for the preference of PH-125
Quality 8 25.81
Guarantee 6 19.35
Availability 4 12.90
Price 0 0
Diesel consumption 6 19.35
Advertisement 1 3.23
Brand Name 6 19.36
Total 31 100.00
The table shows that most of the respondents prefer MF-
260 tractors because of its quality, and their percentage is
25.81% then 19.35% and prefer it because of its guarantee and
diesel consumption respectively. All of the respondents dislike its
price which is high.
62
Table No.18
Reason for not using PH-125
Awareness 7 24.14
Price is high 11 37.93
Not availability 1 3.45
Don't liking the bike 4 13.79
Claim made by the

Company are vague 2 6.90
Any other 4 13.79
Total 29 100
The table shows that 23.14% of respondents do not use PH-
125 because they are not aware of it. And 37.93% do not use it
because its price is high. So price and awareness are main
reasons for its low sales.
63
GENERAL FINDINGS
During our analysis at Pak Hero we have felt certain
observations and made weak points of organization. So in
response of weak point give suggestions according to our little
knowledge. As under:
WEAK POINTS
1. We found that there is a lack of computerization and as well
as atomization.
2. The staff is not very well educated so they are incapable of
doing highly profiled jobs
3. There is lack of communication between the management
and staff
4. Slow implementation of plans
64
GENERAL OBSERVATIONS AND

SUGGESTIONS
During our research in Pak hero we have made few

observations. We felt very uneasy to write and it is very difficult
to provide suggestions and observations as the organization is
running its affairs for more than 5 years. But the importance of
these made us to write for the C.E.O of Pak hero. These are as:
1. As per our observations the competitors in the last year has

followed the policy of reducing the price of competitive
brand and maintained the same level of quality. This causes
reduction in many potential customers of PAK HERO. There
is a strong need to overcome to solved this problem by
reducing price and improve the quality.
2. Another factor, which needs a little consideration, is the

attitude of the dealers. We have observed that the dealers
mostly do not put any effort to increase the sales of bikes.
They only depend upon the efforts of the sales force and
advertisement campaign. They only worry about the
commission they receive from Pak hero. As a matter of
policy Pak hero provides two types of commission i.e.,
booking and area commission to the dealer whether the
bikes is booked by the dealer or directly at the Pak hero's
office. The policy needs a little adjustment so as to make
the dealer work hard for his commission.
65
3. The dealer’s network of Pak hero is not very wide. There is a

strong need of widing and strengthen the dealers network
throughout the country,
4. The competition is very intense in the domestic market and

the market is almost already saturated. The Pak hero has
constructed a new project with production capacity almost
twice than that of existing plant. So company should search
for new foreign markets and start exporting their products
to these markets. It will not only help them by increasing
their sales, but will also help the country's economy.
Now with these recommendations, we close our report and

wish that after overcoming these weaknesses, which we
have pointed out the company, will get the track of full
success.
66
CONCLUSION
Just as every system has its drawbacks and merits, so does

Pak hero. Despite the fact that Pak hero has one of the most
elaborate systems of Departments and Sub departments it does
lack in a few places. At present Pak hero is the only project of its
kind that is in the field of Manufacturing of bikes, rickshaw and its
parts. With its new project of a car with a foreign country's
collaboration it will actually become to enjoy an almost Monopoly,
with having the expertise of manufacturing vehicles. With the
increase in brand reliability the graph of Pak hero is going to grow
up and up.
As an overall study, Pak hero is going places. It has all the
right ingredients, a good company needs to flourish and develop.
With changing times, new technology and the globalization of the
world economy it will have to face and tackle on areas such as
the ISO-9000 series and quality control in both its products and
management infrastructure. This we think it will pass through
with success.
We have made a deep study of the system of Pak hero right
from the formation of the very preliminary documents. In all other
respects it is matter of pride for us to present a report on an
organization as big as this. It was truly a learning experience for
me. We hope that our report on the said subject will help to
evaluate and understand all that is there about Pak hero.
67
RECOMMENDATIONS FOR IMPROVEMENT

OF PH-125 SALES
Following recommendations should be followed if the
company wants to increase the sale of PH-125.
* The price of PH-125 should be decrease, so that it can
become affordable to those who are not using it just
because of high price.
* The PH-125 should be advertised heavily so that people
become aware of it. And they take first step to buy it.
* The company should convince the customers in such a way
that they admire the credibility of company's claim.
* The company should create diversification of sales and
move towards exports of value added finished products.
This will contributed in achieving favorable financial results.
* The company should increase working capacity of PH-125,
which will result in increased demand for this model.
68
BIBLIOGRAPHY
During the research process, besides our practical research

we also have consulted some books about our practical research
for completion of project in effective manner. A list of all
references which has been consulted and the data has been
derived from, are given as under:
* Booklets / pamphlets provided by all concerned
organizations.
* Field surveys through which data has been collected from
different types of Questionnaires and from different areas of
Lahore, by using Quota sampling.
* Main Library of University of the Punjab.
* Library of Hailey College of Commerce.
* Library of Sociology Department, University of the Punjab.
* Class Notes by Professor SAJID JAVED AKBAR sahib,
during our class lectures.
* Special instructions and guideline by Professor SAJID
JAVED AKBAR sahib.
* Research Method by Uma Sekaran.
* Business Research by ZIKMUND.
* Help and data from WEB SITE of PAK HERO.
* Help and data from Several Brochures of PAK HERO.
* Detailed discussion with PAK HERO staff.
* Personal group research and analysis.
69
GLOSSARY
Alternate Hypothesis
An educated conjecture that sets parameters that one
expects to find. The alternate hypothesis is tested to see
whether or not the null is to be rejected.
Closed Questions
Questions with the clearly delineated set of alternative that
confine the respondents' choice to one of them.
Controlled Variable
Exogenous or extraneous variable that could contaminate
the cause and effect relationship, but the effect of which
can control through the process either of matching or
randomization.
Independent Variable
A variable that influences the dependent or criterion
variable and accounts for (or explain) its variance.
Judgment Sampling
A purposive, non-probability sampling design in which the
sample subject is chosen on the bases of the individual's
ability to provide the type of special information needed by
the researcher.
70
Open-ended Questions
Questions that the respondents can answer in a free flowing
format without restricting the range of choices to a set of
specific alternatives suggested by the researcher.
Primary Data
Data collected first hand, for subsequent analysis to find
solutions to the problem being researched.
Questionnaires
A pre-formulated written set of questions to which the
respondent records the answers, usually within rather
closely delineated alternatives.
Quota Sampling
A form or purposive sampling in which a predetermined
proportions of people from different sub-groups is sampled.
Respondent
A person or a set of persons who gives answers and their
replies against the question asked to them.
Research
An organized, systematic, data based critical scientific
inquiries or investigations into specific problem, undertaken
with the objective of finding answers or solutions thereto.
Samples
A subset or sub-group of population.
71
ANNEXURE
QUESTIONNAIRE
Q.1 Name (Optional)?
_______________________________
Q.2 Category?
Distributors _____ consumer _____
Q.3 Your age group?
Below 20 _____ 21-30 _____
31-40 _____ 41-50 _____
above 50 _____
Q.4 Your income group?
Below 5000 _____ 5000-9999 _____
10000-14999 _____ 15000-20000 _____
Above 20000 _____
Q.5 What is your educational level?
Under Metric _____ Metric _____
Intermediate _____ Graduate _____
Post-Graduate _____ Any other _____
Q.6 What is your occupation?
Avg. level businessman _____
Govt. Employees _____
Private Employee _____
Any other _____
72
Q.7 What BIKE in your use?

CG-125 _____
CD-70 _____
PH-125 _____
SOHRAB 125 _____
HERO 125 _____
YAMAHA _____
Any other _____
Q.8 What is the range of your Petrol consumption in a
month (liters)?
Below 10 _____ 10-24 _____
24-30 _____ 30-40 _____
40-65 _____ 65-90 _____
90-120 _____ 120 or above _____
Q.9 Do you think your petrol bill is high?
Yes _____ No _____
Q.10 What reason for using this source of bike?
Low price _____
Availability _____
Less consumption _____
Any other ____
73
Q.11 What reasons for selecting the particular

Model/capacity of bike?
Light weight _____
consumption _____
Low price _____
Availability _____
Any other _____
Q.12 Are you aware of PH-125 ?
Yes _____ No _____
Q.13 If yes, then from which media vehicle you become
aware of it?
Newspapers _____ Magazines _____
T.V/Satellite Channel _____
Billboards _____ Word of mouth _____
Any other _____
Q.14 If yes, then rank the features you like the most?
Less consumption _____
Design _____
Affordability _____
Availability _____
Guarantee _____
Q.15 If PH-125 is not available at one store then,
You search for it _____
Buy any other source of work _____
74
Postpone the purchase _____

Q.16 What reason for preferring this type?
Consumption _____ Shape of bike _____
Durability _____ Price _____
Q.17 Are you satisfied with the features of PH-125?
Yes _____ No _____
Q.18 Are you satisfied with the availability of PH-125?
Yes _____ No _____
Q.19 Why do you prefer other brand?
Quality _____ Guarantee _____
Availability _____ Price _____
Diesel consumption _____ Advertisement _____
Brand name _____
Q.20 If you are not using PH-125 then what is the reason
for not using it?
Awareness _____
Price is high _____
Not availability _____
Don't liking the working _____
Claim made by the company are vogue _____
Any other _____
75
PREFACE
The need to, to acquire knowledge and new skill has
become every day aspect of an individual. One of the significant
features of working life today is that whatever training is
achieved at the start becomes redundant during the practical life.
Business Research is an intensive practical researcher in;
Business organizations contribute a lot towards specific job's skill.
In fact, Research methodology is primarily oriented towards
studies, skill and linked with practical exposure in the form of
Research, which cope the student with managerial skills and
decision-making skills. The Research report, which is in your
hand, is the collection of our observation and experience. The
source of information for the preparation of report includes the
written notes extracts from company's literature, verbal
discussion with company officials. We hope that this report will be
equally important both for commerce students and persons
making future in Business Organizations.

LIST OF TABLES / FIGURES
PARTICULARS PAGE #
Gender
Age group
Income group
Educational level
Occupation
Use of Bikes
Monthly range of consumption of Patrol
Is diesel consumption high?
Source of tractor use in land
Reason for using this source of tractors
Type of diesel mostly liked
Tractor model mostly used
Reasons for selecting the particular tractors
Awareness of MF-260 tractors
Media of awareness
Use of MF-260 tractors in land
If yes, then rank most likely features
Availability of MF-260 tractors
Type of tractors mostly preferred
Reason for preferring this type
Power of MF-260 mostly preferred
Reason for selecting particular model of tractor
No. of tractors used in land
Satisfaction with the availability of MF-260
Reasons for the preference of MF-260
Use of MF-260 tractors
TABLE OF CONTENTS
PARTICULARS PAGE #
Organizational Structure
Introduction
Major managerial policies
Marketing of MTL
Problem Introduction
Problem Definition / Problem Statement
Statement of Objectives
Problem Significance
Literature Survey
Quota Sampling
Theoretical Framework
Hypothesis Development
Independent Variables
Moderating Variable
Intervening Variable
Dependent Variable
Null Hypothesis
Alternative Hypothesis
Operationalization
Methodology
Research Design
Field Work
Limitations
Analysis and Interpretations of Data with
Graphical Representations
General Findings
General Observations and Suggestions
Conclusion
Recommendations for improvement of MF-260 Tractor Sales
Bibliography
Glossary
Questionnaire
LIST OF DEALERS:
KARACHI
ADNAN CORPORATION
(KARACHI) A. M. 20-AKBAR ROAD,
OPPOSITE RIZVI CHAMBER,
KARACHI Ph. 021-7760039
HASSAN AUTOS
SHOP NO.43, BLOCK-5
AKBAR ROAD, K.M.C MARKET,
KARACHI.
NEW NAFEES AUTOS

7-AKBAR ROAD, SADDAR,
KARACHI.
KASUR
SHEHROZ HASAN AUTOS

NEAR KASUR GARDEN, LAHORE ROAD,
KASUR-PUNJAB.
CONTACT PERSON: QUDRATULLAH
LAHORE
PAK HERO INDUSTRIES (PVT) LTD.,

LAHORE PAKISTAN.
ALI AUTOS
110-ALLAMA IQBAL ROAD, GARHI SHAHU,
LAHORE.
ALI TRADERS
516-PECO ROAD, KOT LAKHPAT, LAHORE.
AMIN AUTOS
642-TOWNSHIP, LAHORE.
CHAUDHRY AUTOS
SHALIMAR LINKROAD CHUNGI No.3
MUGHAL PURA, NEAR RAILWAY CROSSING, LAHORE.
HERO AUTOS
IRFAN AUTOS
NEWGHOUSIA AUTO
100/B, LITTON ROAD, LAHORE.
MUKHTAR CORP.
24-JINAH PARK, SULTAN PURA NEAR
ALLAH MALIK BUILDING, LAHORE.
NEW QAISER SHAUKAT AUTO

65-LITTON ROAD, LAHORE
SHAHAB CORP.
CHAN MIRAN ROAD. LAHORE.
SHERAZ AUTOS
SHOP No. 2/1 LAHORE ROAD,
SADDER BAZAR, CANTT-LAHORE.
UMAIR IRSHAD CORP.

E-21/13 MAIN WALTON ROAD, LAHORE.
UMER AUTOS
SHOP NO. 1 PRINCE CINEMA, 30 ABBOT ROAD,
LAHORE.
SADIQ TRADERS
LITTON ROAD, LAHORE.
MADNI AUTOS
HASSAN AUTOS
YOUSAF AUTOS
SAJJAD AUTOS
DANA NATH NO. 66-47 KM,
MULTAN ROAD, LAHORE.
IMRAN AUTOS
89 MCLEOD ROAD, LAHORE.
WATTAN AGENNCIES
BALUCH AUTOS
HALEEM CENTER, 67-LITTON ROAD, LAHORE.
SALEEM TRADERS
SHOP NO. 9,GROUND FLOOR SHAN HOTEL,
LINK MCLEOD ROAD, LAHORE.
AUTO CITY
13-NICHOLSON ROAD, NEAR BILAL CENTER, LAHORE.
786 AUTOS
10-NICHOLSON ROAD, KASHMIR CENTER, LAHORE.
ISHTIAQ AUTOS
ASHER AUTOS
ATIF AUTOS
26-MCLEOD ROAD, SURJEET BUILDING, LAHORE.
REX AUTOS
M. RMAZAN
H. NO. 19, NASIR ST. NO. 29,
SANDHA KALAN, LAHORE.
CHAUDHRY CORPORATION
SHOP NO. 33, GROUND FLOOR, LAHORE HOTEL, LAHORE.
GHARIB NAWAZ AUTOS
35-MAIN ROAD, MORE SAMNABAD, LAHORE.
CH. M. SALEEM
384-E, CANAL VIEW SOCIETY, MULTAN ROAD, LAHORE.
ARY AUTOS
78-FLEMING ROAD, LAHORE.
RANA TRADERS
SHOP NO. 3,BHATTI COMPLEX,
FEROZPUR ROAD, MUST IQBAL ROAD, LAHORE.
DANISH AUTOS
SHOP NO. 5, BEGURN ROAD,
NEAR MOZANG ADDA, LAHORE.
HS ENTERPRISES
RD
3 FLOOR, 112-Y COMMERCIAL AREA,
D.H.A. DEFENCE, LAHORE.
MUSHTARQA AUTOS
679-SHAD BAGH, LAHORE.
NAWAZ BUTT AUTOS

157-G.T ROAD, NEAR LAHORE COLLEGE OF COMMERCE
SINGPURA, LAHORE.
KHURRAM AUTOS
NASEER SHAN PLAZA SHOP NO.2,
GUJJAR PURA CHOWK, GHORAY SHAH, LAHORE.
IQBAL TRADERS
SHOP NO.6, GULBERG-111,
GUROMANGAT ROAD, LAHORE.
MAJEED TRADER
ENGINE SHED MARKET, MUGALPURA LAHORE.
SHAHAB CORPORATION
HOUSE NO.1 STREET NO.21/S HAJI YAHYA COLONY,
GOREY SHAH ROAD, LAHORE.
NEW QAISER AUTOS
PH: 7237919
MULTAN
NADEEM CORPORATION
DERA ADDA, AZMAT WASTE ROAD,
NEAR CAPRI CINEMA, MULTAN.
IRSHAD CORPORATION
SHOP NO.11, PURANA KHANEWAL ADDA,
WATER WORKS ROAD, OPP. KHAYAM CINEMA, MULTAN.
SARGODHA
HAMDANI MOTORS
RAILWAY ROAD, SARGODHA
OKARA
ALI AUTOS
OPPOSITE GOVT. SATLUJ G/H/S, OKARA.
CHINIOT
FAHAD CENTER
JHANG CHINIOT.
SAHIWAL
HAJHI TRADERS
KHOKHA BAZAR, SAHIWAL.
SAILKOT
HERO AUTOS
OPP. PARVAZ MAHAL CINIMA, AUGUKE ROAD,SAILKOT.
GUJRANWALA
KASHMIR TRADERS
OPPT. DIN PLAZA, G.T. ROAD,
GUJRANWALA.
MANJ TRADERS
FAROOQ-E-AZAM ROAD, FATTO MAND,
GUJRANWALA.
MEER TRADERS
AUTO MARKET SAILKOT ROAD,
GUJRANWALA.
HARIS TRADER
NER DIN PLAZA, G.T. ROAD,
GUJRANAWLA.
FRIENDS AUTO
NEAR DIN PLAZA, G.T. ROAD,
GUJRANWALA
SHAHID AUTOS
SHEIKUPURA ROAD, GUJRNWALA.
PAKISTAN AUTOS
NEAR DIN PLAZA, GHALLA MANDI,
G.T. ROAD, GUJRANAWLA.
NAROWAL
M. SALEEM TRADERS
PASRUR ROAD, NEAR SHELL PETROL PUMP,
NAROWAL.
TARIQ AUTOS
RAILWAY ROAD, NAROWAL
WAZIRABAD
MASTER TRADERS
SAILKOT ROAD, NEAR A.C. COURT,
WAZIRABAD
KAMOKE
MEER TRADERS
ALI ARCADE, G.T. ROAD, KAMOKE.
VEHARI
MUSA TRADERS
18- CLUB ROAD, VEHARI.
BUREWALA
SHEIKH & CO.

110- D ARBI, ISLAMIA ROAD, BUREWALA.
BAHAWALNAGAR
KHAN TRADERS
2- KHAN BABA ROAD, BAHAWALNAGAR.
HYDERABAD
FARHAN CORPORATION
SADAF COMPLEX, SHOP # NO.4,
OPPT. PRESS CLUB, HYDERABAD.
FAIZAN AUTOS
SHOP # F-578, KHOKHAR MOHALLAH,
HYDERABAD
MEHRAN AUTOS
SHOP#578 KHOKHAR MOHALLAH,
HYDERABAD.
GUJRAT
SANDHU AUTOS
ZAIB PALAZA, REHMAN SHAHEED ROAD,
GUJRAT.
SHEIKHUPURA
TARIQ TRADERS
BHATTI AUTOS
RAWALPINDI
AHMER AUTOS
SHOP#4,NASEER PALAZA KOHATI BAZAR,
RAWALPINDI.
BUTT KASHMIR MOTORS

SHOP#2, SHAH ALLAH DITTA ROAD,
RAWALPINDI.
FAISALABAD
HAMDANI MOTORS
NAR WALA ROAD, GOBANDPURA FAISALABAD.
MUNSHI ENTERPRISES
P-15 ALLAMA IQBAL ROAD, DIGLUSPURA,
FAISALABAD.
CHAUDHRY TRADERS
901-B SHOP #4 MAIN ROAD,
PEOPLE COLONY,FAISALABAD.
DASKA
MUGHEES TRADERS
KATCHERY ROAD, DASKA.
MANDI BAHAUDDIN
SHAHID TRADERS
CHUNGI #9 PHALIA ROAD, MANDI BAHAUDDIN.
HAFIZABAD
MUDDUSSAR AUTOS
GUJRANWALA ROAD, NEAR PETROL PUMP,HAFIZABAD.
ALI AUTOS
GHALL MANDI SHARQI, GUJRANWALA ROAD,
HAFIZABAD.
MIRPUR KHAS
PAKISTAN BIKE CITY
STATION ROAD, MIRPUR KHAS.
PAKPATTAN
MIAN AUTOS
OPP. MOSQUE TEHSILDAR WALLI,
SAHIWALL ROAD, PAKPATTAN.

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Research Methods PAK HERO

Pakistan is one of those countries of the world where

In 1996, a young Pakistani businessman and

PAK HERO auto rickshaw having similar functions,

PAK HERO is a private limited company, its board of

Mr. Javed Iqbal

is now considered to be one of the major automobile industries because it has

products in accordance with customer needs. Its product range includes

PAK HERO established itself by

PAK Hero’s trained workforce and

Factory has a capacity to produce

1. 12,000 auto rickshaws,

Gas Welding Unit: Die Casting Unit: Machining Unit:

Body Fabrication Unit:

Electrical Spot Welding Unit:

Engine Assembling Unit:

Engine Testing Unit:

NEW NAFEES AUTOS

SHEHROZ HASAN AUTOS

PAK HERO INDUSTRIES (PVT) LTD.,

NEW QAISER SHAUKAT AUTO

UMAIR IRSHAD CORP.

GHARIB NAWAZ AUTOS

NAWAZ BUTT AUTOS

NEW QAISER AUTOS

BUTT KASHMIR MOTORS

ADMIN MARKETING DEVELOPMENT

FINANCE & A/C QUALITY

FINANCE Q.C FOR

i) Provide best value for money to the customers.

iii) Provide a healthy work environment and

> JAVED IQBAL

> Abdul hameed (G.M marketing and sales)

MAJOR MANAGERIAL POLICIES

The company maintained its policy of induction of

Personnel section in one part of heart of company i.e.;

It is responsible for maintenance of personnel files of

3. Attendance of Employees Sub-section

4. Over Time Sub-section

6. Hiring & Firing Sub-section

Company endeavoring to attract talents from various

After the close of servicing of meals, the clerk posts entry in

d) Raw Ingredients Purchase Procedure

reaches the company premises after performing the necessary

ii) Petrol Bills

MARKETING OF PAK HERO (Pvt.) LIMITED

has established few objectives and all the departments of

1. To accelerate the pace of transport in the country by

It deals with physical distribution. It is again sub-divided into

The area of commission is given to those dealer in which

Its establishment is a step to streak a long-term good will of

PRICING POLICIES STRATEGIES

In introducing the problem, consider the following three

a) Problem Definition/ problem statement.

a) Problem Definition / Problem Statement

"How we can increase the sales of Pak hero PH-125 in

Honda CG-125 capturing areas."

Following are the objectives of this study.

i) Which social class is the main user of PAK HERO PH-125?

durable parts consumption of the PH-125 bikes.

are its major competitors?

v) Why people are using PH-125 bikes or not.

Pak hero PH-125 is a product, which is used by upper

middle class. It provides power and reliability to the customers.