Study Of The Bus Industry With Special Emphasis In Mahakoshal Region.docx

[MARKETING SURVEY OF EICHER BUSES]

Study Of Bus Industry Services With Special

Emphasis In Mahakoshal Region

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Index

Introduction 3

Company profile 5

Objective 27

Executive summary 29

Literature review 37

Research Methodology 46

Data analysis & Interpretation 52

SWOT Analysis 54

Conclusion 57

suggestion 59

Bibliography & heliography 61

Appendix 63

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3


Introduction

4


Introduction

Buses are the cheapest way to get around India, though most travellers prefer trains for long-distance journeys. Services are fast and frequent, and buses are the only way to get around many mountainous areas. However, roads are perilous, buses are driven with wilful abandon and accidents are always a risk. Avoid night buses unless there is no alternative – drivers use the quieter roads as an excuse to take even more death-defying risks. All buses make regular snack and toilet stops, providing a break from the rattle and shake but adding hours to journey times.

Buses run by the state government bus companies are usually the safest and most reliable option, and seats can be booked up to a month in advance. Private buses tend to be cheaper but drivers are notorious speed-demons and conductors cram as many passengers on as possible to maximise profits. Earplugs are a boon on all

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long-distance buses to muffle the deafening music. On any bus, sit between the axles to minimise the effect of bumps and potholes.

Luggage is either stored in compartments underneath the bus (sometimes for a small fee) or it can be carried free of charge on the roof. Conductors will carry your bags up for a modest tip, or you can scramble up yourself and have peace of mind that your luggage is secure. Roof riding on public buses used to be a thrilling way to see the Indian countryside but the authorities have decided that it is (a) dangerous, and (b) too much fun. Roof-riding is now only possible on local buses between outlying villages.

If your bags go on the roof, make sure they are locked shut and securely tied to the metal baggage rack – some unlucky travellers have seen their belongings go bouncing off the roof on bumpy roads! Theft is a minor risk so keep an eye on your bags at snack and toilet stops and never leave your day-pack unattended inside the bus.

The India bus industry forms an important part of the automobile industry in the country. Over the last few years, the bus industry has grown to a great extent and new types of buses with better facilities have come up. Due to the development of infrastructure and more roads, more and more people from the rural areas are also nowadays availing of the bus services. This has been a great help for the India bus industry.

With the recent innovations, more buses are being introduced into the market. These buses are spacious and comfortable. They are also eco friendly and the mileage is also pretty good. Nowadays, new types of buses are being introduced which are equipped with advanced facilities and services such as air-conditioners, passenger information system, air suspension system, high quality engines and transmission systems and so on. With more such buses being introduced, the customer base is also expected to rise pretty well over the few years.

The India bus industry comprises a number of classes and categories which are broadly based according to their uses and the services offered.

Usually, the buses in the country consist of different categories such as:

Electric Buses School Buses Commuter Buses Cruiser buses

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Deluxe Buses Mini Bus LHD Buses Tourister Buses

With the liberalization of the Indian market and also the increase in the commuter base, even foreign companies have started investing in the India bus industry. Premier global bus company Volvo set the standards by entering the luxury and tourister bus segment in the country. Recently, Mercedes has also entered the luxury bus sector in the country with its high class and advanced air conditioned buses. Apart from these, some well known bus companies are thinking of entering the luxury bus segment. They are Mobitec, Konevekta, Bitzer, and Allison Transmission and so on. Temsa, the global bus company from Turkey also plans to enter India by the year 2010.

The main domestic players in the bus industry in India are Tata Motors, Ashok Leyland, Swaraj Mazda, and Eicher and so on. In most of the cities in India, the skyline buses that ply are manufactured by Eicher. Most of the school buses and custom made buses are manufactured by Eicher Motors Ltd while the main manufacturer of minibuses is Eicher Ltd.

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Tata Motors Limited is India's largest automobile company, with consolidated

revenues of INR 1,65,654 crores (USD 32.5 billion) in 2011-12. It is the leader in

commercial vehicles in each segment, and among the top in passenger vehicles

with winning products in the compact, midsize car and utility vehicle segments. It

is also the world's fourth largest truck and bus manufacturer.

The Tata Motors Group's over 55,000 employees are guided by the mission "to be

passionate in anticipating and providing the best vehicles and experiences that

excite our customers globally."

Established in 1945, Tata Motors' presence cuts across the length and breadth of India. Over 7.5 million Tata vehicles ply on Indian roads, since the first rolled out in 1954. The company's manufacturing base in India is spread across Jamshedpur (Jharkhand), Pune (Maharashtra), Lucknow (Uttar Pradesh), Pantnagar (Uttarakhand), Sanand Gujarat) and Dharwad (Karnataka). Following a strategic alliance with Fiat in 2005, it has set up an industrial joint venture with Fiat Group Automobiles at Ranjangaon (Maharashtra) to produce both Fiat and Tata cars and Fiat powertrains. The company's dealership, sales, services and spare parts network comprises over 3,500 touch points. Tata Motors, also listed in the New York Stock Exchange (September 2004), has emerged as an international automobile company. Through subsidiaries and associate companies, Tata Motors has operations in the UK, South Korea, Thailand, Spain, South Africa and Indonesia. Among them is Jaguar Land Rover, acquired in 2008. In 2004, it acquired the Daewoo Commercial Vehicles Company, South Korea's second largest truck maker. The rechristened

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Tata Daewoo Commercial Vehicles Company has launched several new products in the Korean market, while also exporting these products to several international markets. Today two-thirds of heavy commercial vehicle exports out of South Korea are from Tata Daewoo. In 2005, Tata Motors acquired a 21% stake in Hispano Carrocera, areputed Spanish bus and coach manufacturer, and subsequently the remaining stake in 2009. Hispano's presence is being expanded in other markets. In 2006, Tata Motors formed a 51:49 joint venture with the Brazil-based, Marcopolo, a global leader in body-building for buses and coaches to manufacture fully-built buses and coaches for India - the plant is located in Dharwad. In 2006, Tata Motors entered into joint venture with Thonburi Automotive Assembly Plant Company of Thailand to manufacture and market the company's pickup vehicles in Thailand, and entered the market in 2008. Tata Motors (SA) (Proprietary) Ltd., Tata Motors' joint venture with Tata Africa Holding (Pty) Ltd. set up in 2011, has an assembly plant in Rosslyn, north of Pretoria. The plant can assemble, semi knocked down (SKD) kits, light, medium and heavy commercial vehicles ranging from 4 tonnes to 50 tonnes.

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Established in 1983, Swaraj Mazda Limited, an CHANDIGHAR INDIA based

automobile company, is owned by the Sumitomo Corporation of Japan and

Punjab Tractors Limited of India, with a technical collaboration with Isuzu

and Mazda of Japan . Sumitomo upped its stake in the company in 2009 by

purchasing all of Punjab Tractors remaining shares, raising their stake to

53.5% Production began in 1985.

The company manufactures light commercial vehicles like trucks,

buses, ambulances, police personnel carriers, water tankers and special vehicles.It

exports its products to countries.The company's annual turnover for the year 1997 -

1998 exceeded Rs. 151 crores. It has a dealer network of about 128 dealers spread

throughout India . Swaraj Engines and Punjab Scooters are its associate

companies.In June 2006, Swaraj Mazda entered a new Technical agreement with

Isuzu Motors, Japan.In 2009, Swaraj Mazda started to roll out Luxury buses and

medium-duty trucks powered by Isuzu Engines from a new plant in Punjab. Plans

are to build multi-axle trucks, tractor units and refrigerated trucks within the next

three years. They are currently marketed under the Swaraj Mazda Isuzubrand.In

addition .Former associate company Punjab Tractors manufactured agricultural

tractors and combine harvesters under the Swaraj brand name before selling 64.6%

to Mahindra Tractors . In 2009, Mahindra and Swaraj Mazda settled a dispute over

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http://en.wikipedia.org/wiki/Indian_rupee


the use of the Swaraj name, allowing Swaraj Mazda to continue using the name for

only two more years.

Ashok Leyland is an Indian AUTOMOBILE manufacturing company based in CHENNAI , India. Founded in 1948, the company is one of India's leading

manufacturers of commercial vehicles, such as trucks and buses, as well as emergency and military vehicles. Operating six plants, Ashok Leyland also makes spare parts and engines for industrial and marine applications. It sells about 60,000

vehicles and about 7,000 engines annually. It is the second largest commercial vehicle company in India in the medium and heavy commercial vehicle (M&HCV)

segment with a market share of 28% (20013-14). With passenger transportation options ranging from 19 seaters to 80 seaters, Ashok Leyland is a market leader in

the bus segment .The company claims to carry over 60 million passengers a day, more people than the entire Indian rail network. In the trucks segment Ashok Leyland primarily concentrates on the 16 ton to 25 ton range of trucks. However Ashok Leyland has presence in the entire truck range starting from 7.5 tons to 49 tons.The joint venture announced with NISSAN MOTORS of Japan would improve its presence in the Light Commercial Vehicle (LCV) segment (< 7.5 tons).Ashok Leyland's UK subsidiary OPTAERE has shut down its bus factory in Blackburn, Lancashire. This subsidiary's traditional home in Leeds has also been vacated in favor of a purpose built plant at SHERBUN IN ELMET.

The company began in 1948 as Ashok Motors, to assemble Austin cars. The company was renamed and started manufacturing commercial vehicles in 1955 with equity participation by Leyland Motors. Today the company is the flagship of

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the Hinduja Group, a British-based and Indian originated transnational conglomerate.Early products included the Leyland Comet bus which was a passenger body built on a truck chassis, sold in large numbers to many operators, including Hyderabad Road Transport, Ahmedabad Municipality, Travancore State Transport, Maharashtra State Transport and Delhi Road Transport Authority. By 1963, the Comet was operated by every State Transport Undertaking in India, and over 8,000 were in service. The Comet was soon joined in production by a version of the Leyland Tiger. In 1968, production of the Leyland Titan ceased in Britain, but was restarted by Ashok Leyland in India. The Titan PD3 chassis was modified, and a five speed heavy duty constant-mesh gearbox utilized, together with the Ashok Leyland version of the O.680 engine. The Ashok Leyland Titan was very successful, and continued in production for many years.Over the years, Ashok Leyland vehicles have built a reputation for reliability and ruggedness. This was mainly due to the product design legacy carried over from British Leyland.

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Mahindra & Mahindra Ltd is an India-based company. The company operates in nine segments: automotive segment comprises of sales of automobiles, spare parts and related services; farm equipment segment comprises of sales of tractors, spare parts and related services; information technology (IT) services comprises of services rendered for IT and telecom; financial services comprise of services relating to financing, leasing and hire purchase of automobiles and tractors; steel trading and processing comprises of trading and processing of steel; infrastructure comprise of operating of commercial complexes, project management and development; hospitality segment comprises of sale of timeshare Systech segment comprises of automotive components and other related products and services, and its others segment comprise of logistics, after-market, two wheelers and investment.

Mahindra & Mahindra Ltd was incorporated on October 2, 1945 with the name Mahindra & Mohammed Ltd. The company was renamed as Mahindra & Mahindra Ltd in the year 1948. The steel trading business was commenced in association with suppliers in UK. In the year 1950, the company commenced the first business with Mitsubishi Corporation and 5000 tons of wagon building plates from Yawata Iron & Steel were supplied.

In the year 1953 Otis Elevator Company (India) was established. A joint venture was made with Rubery Owen & Company Limited, UK and established a company under the name of Mahindra Owen.

The company's Machine Tools Division was commenced its operations in the year 1958. In the year 1960, Mahindra Sintered Products Limited was established based

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on a joint venture with Bir Field (GKN Group, UK). In the year 1962, Mahindra Ugine Steel Company was established as a joint venture between the company and

Ugine Kuhlmann, France. In the year 1963, International Tractor Company of

India was established as a joint venture with International Harvester Company, USA. In the year 1965, the company entered into light commercial vehicles segment. They established Vickers Sperry of India Ltd, a joint venture with Sperry Rand Corporation, USA. In the year 1969, the company entered the world market with export of utility vehicles and spare parts. In the year 1977, International Tractor Company of India merged with the company and became its Tractor Division. In the year 1982, Mahindra brand of tractors were launched and also became the market leader in the Indian tractor market. In the year 1991, the company introduced commander range of vehicles in the market. Also, they established Mahindra Financial Services Ltd as a wholesale fund provider. In the year 1995, Mahindra Holding & Finance Limited became a subsidiary of the company to carry out business as an investment company.

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Company Profile

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About Eicher Motors

Eicher Motors, was founded in 1982 to manufacture a range of reliable, fuel-efficient commercial vehicles of contemporary technology. The unit manufactures and markets commercial vehicles with Gross Vehicle Weight (GVW) ranging from 5-25 tons. Today, Eicher Motors is one of the leading manufactures of commercial vehicles in India with a 33% market share in the 7T-11T segment. The success and growth of this unit is a result of various customer-driven strategies. The manufacturing facility is situated in Central India – Pithampur, Madhya Pradesh. Eicher Motors has stepped into the Heavy Commercial Vehicle segment with its state-of-the-art HCV, the "Eicher 20.16", the first commercial vehicle designed and developed indigenously.

Eicher Motors functions through a strong three-tier service network consisting of authorised distributors, service centres and company trained private mechanics. The vehicles are sold and serviced through a network of over 576 Authorized Contact Points all over India, supported by service centres and over 4500 company trained private mechanics, who are close at hand on all major highways throughout India to provide initial "first aid" to the vehicles if required.

In 1986, Eicher Motors entered into a technical and financial collaboration with Mitsubishi Motor Corporation of Japan to manufacture the Canter range of vehicles. The technical assistance agreement with Mitsubishi ended in March ‘94 after successful transfer of technology and on achieving total indigenisation with only a few parts sourced globally.

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Eicher Motors has acquired formidable expertise in designing and developing commercial vehicles. It has a world-class R&D centre manned by a team of brilliant engineers and equipped with latest Computer Aided Design (CAD) and Computer Aided Engineering facilities like NASTRAN, FEM analysis packages. Leveraging its in-house expertise, this unit has successfully developed a wide range of commercial vehicles to meet varying customer needs. The product range includes Buses : Eicher 10.50, Eicher 10.75, Eicher 10.90, Eicher 11.10, Eicher 20.16 & 30.25; Buses: Eicher Skyline, Eicher Cruiser and Eicher School Bus range of buses. Besides the basic models, it offers over 85 models of ready-to-use custom-built vehicles for various specialised applications. Eicher Motors’ products have been well accepted in the market. This is also demonstrated by significant sales of its commercial vehicles in export markets where the company competes with reputed international brands.

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VE Commercial Vehicles Ltd. is a 50:50 joint venture between the Volvo Group (Volvo) and

Eicher Motors Limited (EML). Operational since July 2008, VE Commercial Vehicles Ltd. (VECV)

comprises of five business verticals – Eicher Trucks and Buses, Volvo Trucks India, Eicher Engineering

Components and VE Powertrain. VECV includes the complete range of Eicher’s commercial vehicles, components and engineering design businesses as well as the sales and distribution of Volvo trucks.

Each of its business units is already well established and backed by a sizable customer base.

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PITHAMPUR PLANT

The plant is located in the Special Economic Zone (SEZ) of Pithampur in Madhya Pradesh, INDIA manufacturing diverse varieties of custom made gearboxes as per demands of worldwide clientele.The total area of the plant is approx. 38000 sq m and construction of about 2100 sq m has been done in such a way that in future, the same can be expanded to cater to the growing demand in this sector.

Significant features of the plant are as follows:

It has three assembly lines, one for Light Duty, second for Heavy Industrial Gear boxes and the third line for heavy Axles and Transmission assemblies.

100 % Dust Proof assembly line through Forced Draft Ventilation. Ergonomically designed assembly work stations with display of Assembly Operation

sequence at each stage. Demag KBK Hoists & roller conveyors used for material handling. Legris make Aluminium pipe Compressed Air line with in-built Refrigerated Air Dryer

Compressor (Atlas copco make.) Each assembly line is equipped with Leak Testing Machine (working on pressure drop

principle) with pressure range of 0 to 2000 cc/sec and accuracy 0.1 % FSD. Painting Booth with Dry-Off Oven. Assembly line equipped with Millipore Kit to check cleanliness of components. Washing machines equipped with hot spray jet to wash Castings, Gear, & Shafts. Inventum induction heating machine for bearing heating. Fully equipped RQC area for incoming material inspection.

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1.Sales Organisation On a broader level Sales Organisation for Eicher is structured (in order of reporting) as following:

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In Parallel the marketing team has Product managers responsible for different products of the company. In the sales organization some of the key structural points are as following: - Territory Manager and Area managers for different products might be different also. For example Eicher makes 3 kinds of product lines: –

o Light Buses o Heavy Buses & o Buses

-So Territory Manager and Area managers will be different for each of these 3 products. But Regional manager will be same and All India sales head will be same. Besides the above mentioned structure there are support staff also which handle the following work areas :-

o After Sales o Repairs

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2. Territory Allocation Following are the steps of how EML defines its territories:

3. Compensation Structure Compensation ranges for various position in EML are as broadly as following:-

A. Territory Manager – 7-8 lacs per annum. B. Area Manager – 12-15 lacs per annum.C. Regional Manager - 20 -25 lacs per annum. D. All India Sales Head – 30-40 lacs per annum.

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Then there are bands for salary decisions. For example employees who are senior but not MBA have higher salaries because of their overall experience.

Structure Variable salary is 10% Rest all is fixed Basic salary is very less – only 10%. Rest all is a flexi structure where in you

can declare the balance salary under various heads to save tax. But note that this flexi salary is fixed only and it is called flexi because it is reimbursed by employees as payment against various heads.

Then there are incentive plans which are variable and linked to performance.

4. Performance Evaluation System Overview

Introduced in 1977 and Reviewed in 1979, 1981,1984, 1986 & 1991 Executives :

o Reviewed by Career Development Groups (CDG) .o Under Annual Development Review (ADR) Process.

At the beginning of the year target / KRAs (Key Result Areas) are set. Features of Present Appraisal System for Executives :

I. Customer Orientation. II. Expectations of internal & external Customers.

III. Review will be based on on the job and off the job development requirement.

a. It is measured whether an employee has achieved their annual targets or not. This is a performance based evaluation and it is about 10% of salary.

b. Emphasis on Potential development. c. Acceptances of more responsibilities. d. Individual Potentiality.

Following 6 Points Rating Factors are used for evaluation of Non-Executives:

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1. Sincerity and willing to work. 2. Intelligence and Grasping power. 3. Knowledge. 4. Presentation & Clarity of expression. 5. Dynamism, Association, Attendance & Initiative. 6. Discipline.

Based on the above factors an employee’s performance can fall into 3 levels: o Level1: Meeting the KRA o Level2: More than what was defined in the KRA o Level3: Extraordinary performance entitling to promotions, bonuses and

pay hikes. (If an employee fails to reach Level1 then the rating is 0 and no hike is given.)

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VE COMMERICAL VEHICLES Ltd.

Today, Eicher Motors is one of the leading manufacturer of commercial vehicles in

India with a 33% market share in the 7T-11T segment. The success and growth of

this unit is a result of various customer-driven strategies. The manufacturing

facility is situated in Central India – Pithampur, Madhya Pradesh. Eicher Motors

has stepped into the Heavy Commercial Vehicle segment with its state-of-the-art

HCV, the "Eicher 20.16", the first commercial vehicle designed and developed

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indigenously.

Eicher Motors functions through a strong three-tier service network

consisting of authorised distributors, service centres and company trained private

mechanics. The vehicles are sold and serviced through a network of over 576

Authorized Contact Points all over India, supported by service centres and over

4500 company trained private mechanics, who are close at hand on all major

highways throughout India to provide initial "first aid" to the vehicles if required.

In 1986, Eicher Motors entered into a technical and financial collaboration with

Mitsubishi Motor Corporation of Japan to manufacture the Canter range of

vehicles. The technical assistance agreement with Mitsubishi ended in March ‘94

after successful transfer of technology and on achieving total indigenisation with

only a few parts sourced globally.

Eicher Motors has acquired formidable expertise

in designing and developing commercial vehicles. It has a world-class R&D centre

manned by a team of brilliant engineers and equipped with latest Computer Aided

Design (CAD) and Computer Aided Engineering facilities like NASTRAN, FEM

analysis packages. Leveraging its in-house expertise, this unit has successfully

developed a wide range of commercial vehicles to meet varying customer needs.

The product range includes Buses : Eicher 10.50, Eicher 10.75, Eicher 10.90,

Eicher 11.10, Eicher 20.16 & 30.25; Buses: Eicher Skyline, Eicher Cruiser and

Eicher School Bus range of buses. Besides the basic models, it offers over 85

models of ready-to-use custom-built vehicles for various specialised applications.

Eicher Motors’ products have been well accepted in the market. This is also

demonstrated by significant sales of its commercial vehicles in export markets

where the company competes with reputed international brands.

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Products

Eicher Offers a wide range of options in the Buses. There are two range of Built up

buses - Skyline & Starline with a seating capacity starting from 16 seater till 65

seater. As per the requirement of the customers, Eicher also offers a wide range of

chassis starting from a 12 seater capacity till the 65 seater Capacity. Eicher buses

are trusted by the customers for the best in class fuel efficiency.

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Tourist Buses

The latest offering from Eicher -Skyline LIMO - AC Bus for the Tourist Segment.

Eicher Skyline has established new bechmarks in the Bus Industry. Aesthetic

superiority, high passenger comfort & Economical performance have made this

bus class apart. With a new offering in the 7.5 ton category with Direct drive AC

and Push Back seats, Eicher Skyline LIMO is all set to redefine the travel for the

the Tourist Segment.

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School Buses Eicher introduced “SKYLINE - The First Safe School Bus” in India, developed in

association with IRTE (Institute of Road Traffic Education) in the year 1996,

thereby pioneering the concept of School Bus. The school bus specific features

have now become a norm in the industry. Apart from being safest the popular

Skyline school bus is now available in enhanced features, superior aesthetics &

increased passenger comfort.Such buses SKYLINE SCHOOL BUSES available in

32/40/50/60/65 seater And STARLINE SCHOOL BUSES in 16/24/28/32/40/50 seater

and they are available in BSIII and BSIV version.

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Staff Buses

Eicher Skyline has made staff commutation as comfortable as it can be. Aesthetic

superiority, high passenger comfort & Economical performance has made this bus

class apart. The faith of customers & industry is reflected with the fact that Skyline

Executive was awarded with CV-Apollo Award 2010 for “LCV" Bus of the year.

Such features are neat driver cockpit,stylish tail lamp,wide hatack, and many

more.They are available Skyline Staff Buses 32/40/50/56/61 and Starline Staff

Buses 16/24/28/32/40/50 and they are available in BSIII and BSIV version.

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City Buses The latest offering from Eicher - the Rear Engine Semi Low Floor (RESLF) Bus

43 Seater been developed in line with the guidelines laid down by the Ministry of

Urban Development as applicable to Mass Urban Transportation needs. This

offering has been received with lot of optimism & excitement by various State

Transport Undertakings, City Administrations and Municipal Bodies across India.

Eicher also offers a wide range of products in the Mini, Midi and Heavy buses for

City Bus Deployment. The products have been designed to suit the frequent start-

stop duty cycle of intra city operations.

REAR ENGINE SEMI LOW FLOOR BUS 43 SEATER

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Route Permit Buses Eicher Offers a wide range of chassis for Route permit (Stage Carriage)

deployments. Eicher products are well suited for the unique requirement of the

route permit application, which necessitates a frequent start-stop operation,

overload and rugged usage.Such bus are available

1)10.50C,10.50E Buses RP chassis.

2)10.75C/E/F/H Buses RP chassis.

3)10.90 L Buses RP chassis.

4)11.10 H Buses RP chassis.

5)20.15 H/M LP/M LPO/H.

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Bus Chassis Eicher’s philosophy has always been to provide a perfect platform for a perfect

bus. In this endeavour Eicher offers a wide range of chassis suitable for the various

applications. Eicher bus chassis consists of an assembly of all the essential parts

like engine, transmission, driveshaft, differential and suspension, but without the

bus body.Such models are 10.50C/E,10.75C/E/F,10.90L,10.11H AND MANY

MORE….

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INTRODUCTION OF JK MOTORS(JABALPUR)

In year 26th jan 1989, J.K. Hospital got established by Dr. Alhuwali ,It is one the oldest private nursing home.

In 2008 J.K.Celebration , the only place in cantonment area which caters marriages and all types of meetings and celebrations.

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The letter of indent dated 28th June 2011 was finalized on the name of J.K. Motors (head office at Jabalpur) to start construction of show room and work shop for eicher trucks and buses by the volvo eicher commercial vehicles limited.Later, EOR(essential order requirement) certification was finalized on 31st December 2012. After receiving the above mentioned certification J.K. Motors became authorized dealer of entire VECV(Volvo Eicher Commercial Vehicles) product range and was handed over the responsibility of catering spears, service, and sales in 9 districts of MAHAKAUSHAL namely Jabalpur, Katni, Mandla, Seoni, Damoh, Narsingpur, Balaghat, Dhindori and Chindwara.

Finally after going through all these stages finally came the day (the 19th march 2013) the inauguration of J.K. motors which was inaugurated by Mr. G. Sekar (Senior Vice President of Sales, Marketing and Spares) and was preceded further by senior advocate R.N. Singh (Ex-Adocate General).

MISSION • To promote sales of all the segments of

commercial produced by the VECV which are divided TIV(total industry volume) for which TIV of each segment annually is been collected in data which round about is 3500+ commercial vehicles the goal to

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be achieved by the J.K. Motors.

• To over come the problem of non availability of spares.

• To make available the amt. Of spares they require at any point of time.

• To provide quick and available service to the customers for 24*7 at any corner of the Mahakaushal region.

VISION To capture 60% of the market

share with in next 3 years.

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To make more service station in all 9 districts.

To get more no. of agencies in Madhya Pradesh.

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SERVICES PROVIDED


Customer longue – It consist of 4 cabins with waiting room, general manager cabin, directors cabin, bath room and a reception.

Employee Training Room - It is a meeting room where sales employees were trained and there methods of covering the market area was done.

Service station - It consist of waiting room (for customers), 1 inspection pit (under vehicle check up), 1 express bay (for first preference service),10 repair bay, service office, work manager cabin, warranty parts room, air compressor room, special tools room, pare parts room, mechanic room, unit assembly room, accident parts room, washing pit.

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Service van – Company do also provide a service van facility so that if your vehicle got stuck in any part of the country they can provide you all the service any time.

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WARRANTY Spares Warranty Policy

VE Commercial Vehicles (VECV) Ltd. warrants each Eicher Genuine Spare Parts by VECV Ltd. to be free from defects in material and workmanship under use subject to the following:-

• Warranty shall be in force until the expiry of a period of six months or 20,000 km whichever is earlier, from the date of fitment on the vehicles as entered in job card / repair order of the vehicle.

• Warranty shall be applicable only for cases where parts are fitted at any of VECV Ltd Authorized Service Point and subsequent servicing of vehicle after fitment of any such parts(s), is done at VECV Ltd.Authorized Service Point only at regular intervals.

• Warranty is applicable to Eicher Genuine Spare Parts only.

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Replacement of Eicher Genuine Spare Parts as applicable under spares warranty shall be carried out free of charge basis. Such defective parts which have been replaced shall become property of VECV Ltd.

Introduction of Mahakoshal RegionMahakoshal :

Mahaoshal (also Mahakaushal) is a region of central India. Mahakoshal lies in the upper or eastern reaches of the NarmadaRiver valley in the Indian state of Madhya Pradesh. Jabalpur is the largest city in the region. Nimar region lies to the west, in the lower reaches of the Narmada valley.Mahakoshal is mainly a Hindi-speaking area. Other languages used in the region include Standard Hindi, Gondi, and Marathi.

Geography:

The Vindhya Range forms the northern boundary of the region; north of the Vindhya Range lie the regions of Malwa to the northwest, Bundelkhand to the north, and Bagelkhand to the northeast. Chhatisgarh state lies to the east, and the Vidarbha region of Maharashtra state lies to the south across the Satpura Range Cities and districts of the, Katni, Narsinghpur, Mandla, Dindori, Satna, Seoni,Chhindwara&

Jabalpur.

History:

Dynasties that have held the territory include the Gonds,Kalchuris, Satavahanas, and Marathas. During the British Raj Mahakoshal was part of the Centra Provinces which contained two distinct linguistic regions: Mahakoshal and Vidarbha. The two linguistic regions could not be fully integrated as a unit owing to regional and cultural differences.

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http://en.wikipedia.org/wiki/Central_Provinces

http://en.wikipedia.org/wiki/Marathi_language

http://en.wikipedia.org/wiki/Gondi_language

http://en.wikipedia.org/wiki/Standard_Hindi

http://en.wikipedia.org/wiki/Standard_Hindi

http://en.wikipedia.org/wiki/Hindi_language

http://en.wikipedia.org/wiki/Nimar

http://en.wikipedia.org/wiki/Jabalpur

http://en.wikipedia.org/wiki/Madhya_Pradesh

http://en.wikipedia.org/wiki/Narmada_River

http://en.wikipedia.org/wiki/India

http://en.wikipedia.org/wiki/List_of_regions_of_India


Introduction of Jabalpur City

Introduction:Jabalpur is situated in the state of Madhya Pradesh in India and happens to be one of the major cities in the state. In ancient times the city was known as Jubbulgarh, but was later changed to Jubbulpore during the British rule. However, today it is known as Jabalpur which is considered as one of the fastest growing cities in the country. Jabalpur is also known as the Shanskardhani which signifies a land enriched with heritage. When you enter the city, you are sure to witness the rich natural beauty and the splendid architecture hailing from the historic periods when innumerable dynasties ruled over the place.

It is situated in the Mahakoshal region of Madhya Pradesh in central India on the holy banks of the Narmada River. The region is dotted with marble rocks which give a unique formation to the river as it carves its way out through a narrow yet spell bindingly beautiful valley. The marble rocks of Jabalpur have added to the fame of the place which compels tourists to flock here and witness the natural marvel.

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History

Jabalpur is a historical place and is mentioned in Hindu religious books including the Vedas. The name Jabalpur is derived from "Jabaali" who was a Hindu saint who had an ashram in the region. The city is also known by the name of "Gondwana Land". The region has witnessed documented human civilization that dates back to c. 300 B.C. The Kalchuri kingdom ruled over Jabalpur in the 9th and 10th century A.D. They were the most powerful rulers during this time. In the 13th century, Jabalpur became the capital of the Gond dynasty. They ruled till the 16th century and were later defeated by the Mughals. The Mughals ruled for a very short period as they were soon defeated by the Maratha Peshwa in the 17th century who then granted the place to the Bhonsle kings of Nagpur. In the 18th century, the British yet again occupied the region after defeating the Marathas. The British are said to have made the city their commission headquarters and also established a cantonment as well. The British continued to control Jabalpur till India got its independence in 1947. Post independence, the region was known as the Central Province but later it became an integral part of the Indian state of Madhya Pradesh.

Geography

Jabalpur is located on 23° 10' N latitude and 79° 59' E longitude. Jabalpur's most prized possession is the picturesque landscape that surrounds the city much to the delight of any tourist. The total area of the district is 10,160 sq km which resides 411 meters above the sea level.

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The major rivers that flow through this region are the Narmada, Hiran and Vanganga. Narmada is the largest river of all which has many tributaries as well. Narmada flowing through the marble rocks attracts tourists from all over the world. The main water reservoirs of Kahdari along with Pariyat are located in the northeast of this region.

The topography of Jabalpur is truly admirable. There are hills all around the city which give a picturesque setting which is the prime reason why many Bollywood movies have been shot here. The hills contain deposits of minerals and ancient remains, hence making them subjects of much interest for geologists and archaeologists. The hills here are rocky with innumerable barren hillocks.

The Bargi dam is used for irrigation, power generation and water supply. There are plenty of lakes and water tanks in the city. One can see the hills filled with rich deposits of limestone, bauxite, clay, manganese, iron ore and many other useful ores.

Demographics

Jabalpur is a big city and is the third most populous in Madhya Pradesh. The population is evenly distributed throughout the city. According to the 2011 census, Jabalpur is home to 2,460,714 people. Males constitute about 52% of the total population, while females make up the rest 48%. The district has a density of 472 inhabitants per square km. The sex ratio of 925 females for every 1000 males is below par with respect to current standards.

People from many religions exist here harmoniously which include Hindus, Sikhs, Muslims, Christians, Parsis and Jains. However, Hindus are the predominant ones in the region. Even the schools here are mostly Hindi medium and are more preferred, which is why English medium and other vernacular schools are low in numbers. The literacy rate is 82.47% which makes it a tad higher than the national average.

The main language spoken here is Hindi. It is also the official language of the 48


state. Besides, there are other languages spoken here like Marathi, English, Urdu and Punjabi. Jabalpur is home to many linguistic communities spread over various parts of the city.

Climate

Jabalpur has a hot temperate climate with low humidity. The maximum temperature is recorded during summers when it surpasses the 47°C mark whereas winters record a minimum of 8°C. Summer and winter seasons are similar to that of the rest of the country. Visitors must keep in mind that May is the hottest month when it becomes unbearable to go outdoors for sightseeing. The best time to visit is between October and March. The monsoons arrive in July and depart by September. The city witnesses torrential rainfall during the monsoons which lend an air of pleasantness to the climate.

Tourism

Jabalpur is one of the most favored cities of Madhya Pradesh for tourism. The city is blessed with natural scenic beauty which is rare to find in close proximity to a large city. Besides, being a very important historical city, you can see many historical monuments and palaces. Sightseeing in Jabalpur requires a minimum of two days in order to see the whole of Jabalpur up-close. The city has something in store for everyone. Each tourist comes here with great expectations and the city never fails to deliver.

If you love wildlife then you have a lot in store. Four most popular tiger reserves of India lying in central India are close to Jabalpur. Pench, Bandhavgarh, Panna and Kanha are world renowned tiger reserves that are a must see for tourists visiting Madhya Pradesh. The connectivity with these places is smooth with plenty of transportation facilities to opt for.

Accommodations49


Jabalpur has all kinds of accommodations for all and has innumerable hotels, guesthouses and lodges. The hotels cater to all kinds of needs of the visitors. You can find luxury hotels besides budget hotels for accommodation. Every guest is taken well care of and provided with amiable facilities and multi-cuisine delicacies to tickle their taste buds. Some good hotels of the place include Narmada Jackson, Gulzar, Samdariya, Shikar and many more.

Government and politics

Jabalpur is an important district of Madhya Pradesh which plays a pivotal role in the politics of the state. Jabalpur has nine assembly constituencies namely, Bargi, Panagar, Jabalpur Cantonment, Jabalpur east, Jabalpur central, Jabalpur west, Patan, Majholi, and Sihora. All these assembly constituencies make up the single parliamentary constituency of Jabalpur. Rakesh Singh from Bharatiya Janta Party is Jabalpur's elected representative in the Lok Sabha since 2009.

Education

Education is flourishing in Jabalpur contributes heartily to the state's educational industry. Jabalpur is also known as Sanskardhani due to its educational institutions that are more than 150 in number. There are around 30 engineering and medical colleges. Almost 70 senior secondary schools and secondary schools are flourishing in the city. Three prominent universities in today's Madhya Pradesh are Jawaharlal University of agriculture, M P Bhoj Open University and Rani Durgavati University which are all centered in Jabalpur. Almost 80% of the population is literate which speaks highly of the state of education in the region.

EnvironmentJabalpur has a hot temperate climate with low humidity. The maximum temperature is recorded during summers when it surpasses the 47°C mark whereas winters record a minimum of 8°C. Summer and winter seasons are similar to that of the rest of the country. Visitors must keep in mind that May is the hottest month when it becomes unbearable to go outdoors for sightseeing.

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The best time to visit is between October and March. The monsoons arrive in July and depart by September. The city witnesses torrential rainfall during the monsoons which lend an air of pleasantness to the climate.

Jabalpur is one of the most favored cities of Madhya Pradesh for tourism. The city is blessed with natural scenic beauty which is rare to find in close proximity to a large city. Besides, being a very important historical city, you can see many historical monuments and palaces. Sightseeing in Jabalpur requires a minimum of two days in order to see the whole of Jabalpur up-close. The city has something in store for everyone. Each tourist comes here with great expectations and the city never fails to deliver.

If you love wildlife then you have a lot in store. Four most popular tiger reserves of India lying in central India are close to Jabalpur. Pench, Bandhavgarh, Panna and Kanha are world renowned tiger reserves that are a must see for tourists visiting Madhya Pradesh. The connectivity with these places is smooth with plenty of transportation facilities to opt for.

Jabalpur has all kinds of accommodations for all and has innumerable hotels, guesthouses and lodges. The hotels cater to all kinds of needs of the visitors. You can find luxury hotels besides budget hotels for accommodation. Every guest is taken well care of and provided with amiable facilities and multi-cuisine delicacies to tickle their taste buds. Some good hotels of the place include Narmada Jackson, Gulzar, Samdariya, Shikar and many more.

Jabalpur is an important district of Madhya Pradesh which plays a pivotal role in the politics of the state. Jabalpur has nine assembly constituencies namely, Bargi, Panagar, Jabalpur Cantonment, Jabalpur east, Jabalpur central, Jabalpur west, Patan, Majholi, and Sihora. All these assembly constituencies make up the single parliamentary constituency of Jabalpur. Rakesh Singh from Bharatiya Janta Party is Jabalpur's elected representative in the Lok Sabha since 2009.Education is flourishing in Jabalpur contributes heartily to the state's educational industry. Jabalpur is also known as Sanskardhani due to its educational institutions that are more than 150 in number. There are around 30 engineering and medical colleges. Almost 70 senior secondary schools and secondary schools are flourishing in the city. Three prominent universities in today's Madhya Pradesh are Jawaharlal University of agriculture, M P Bhoj Open University and Rani Durgavati University which

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are all centered in Jabalpur. Almost 80% of the population is literate which speaks highly of the state of education in the region.

Economy

Jabalpur is dependent on the fabled ordinance factories in the region for its economic growth. There are four ordinance factories with excellent infrastructure along with an entire defense colony. The Gun Carriage factory, Vehicle factory, Khamariya Ordinance factory and the Grey Iron foundry are the noted defense establishments. There are many other industrial sectors like the Bidi manufacturing industry, Shaw Wallace Gelatin factory, building material manufacturers and many more. Jabalpur yields ample amount of agriculture produce and is the leading producer of soybean in the state.

Culture and language

The culture of Jabalpur is quite an interesting mix, rich in tradition and diverse in ambience. The religion of a majority of people is Hinduism which makes the society a predominantly Hindu one. The Gonds and Marathas who ruled the place earlier in history have ensured that most of the traditions followed even today are directly related to theirs from those times.

Durry designing is a popular craft of Jabalpur that is fondly appreciated by visitors who buy them for their beauty. The major festivals celebrated here are Phulpati, Gond, Matki, and Giridaand. The language that is mostly spoken here is Hindi. It is also the official language of the state. Besides, there are other languages spoken here like Marathi, English, Urdu and Punjabi.

Transport

Road

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Tourists can choose road transport to reach Jabalpur because the city is well connected by a widespread road network to other cities like Bhopal, Nagpur, Varanasi, Raipur, Allahabad, Hyderabad and Bangalore. National Highway 7 which is the longest highway in India passes through the city. National Highway 12 originates from the city and connects Jabalpur with Bhopal and Jaipur. There are comfortable bus services including MPSRTC and private buses which can be availed with ease.

Railway

The railways add a more convenient option that helps tourists to reach different places with relative ease. The railway station is conveniently located in Jabalpur and has direct and frequent trains to Satna, Bhopal and Varanasi.

Airways

Tourists from different parts of the country can reach Jabalpur by air as well. Air India and Spice Jet are the main flight operators at Jabalpur. The airport is known as Dumna airport and is located 25 kilometers to the east of the city.

Transport in Jabalpur

The city bus services are quite reliable as well as reasonable as their frequent services help tourists easily reach distant places at cheap costs. They government has radically upgraded the infrastructure with luxurious amenities for helping travelers. Vending machines have been installed at various stops to assist the passengers.

Eating out

Besides the plush restaurants, there are many small roadside shops that offer a variety of food for visitors. If you love street food you can visit the small stalls that make the best sandwiches, Chinese dishes and ethnic Indian cuisine. Many lip smacking food stalls are found in the civic center.

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Madhya Pradesh - Renew Stage Carriage Permit

Introduction: The Stage Carriage Permit allows holders to service an area with a specific route. The permit also mentions the type of vehicle that is granted permission to operate, the approved timetable, the number of trips it can make in a day and standard rate of fare it can charge.

Instructions:

Stage carriage permit is granted by the Chairman, State Transport Authority.

Required Information

Full name of applicant. Name of father (in case of an individual). Address. The routes or area for which permit is desired. The maximum number of vehicles which will ply at any one time under the

terms of the permit.

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The minimum number of vehicles which will ply at any one time under the terms of the permit in the area, or on any route or any part of any route and the minimum number of daily vehicle-trips.

The type or types of vehicle to be used on the service and the approximate seating capacity.

Particulars of the time-table(s) proposed. The standard rate of fare which it is proposed to charge. Particulars of any stage or contract carriages permit (or similar authorisation

under the Indian Motor Vehicles Act, 1914), valid in the Province, held by the applicant.

Particulars of any permit (or similar authorisation under the Indian Motor Vehicles Act, 1914), held by the applicant in respect of the use of any transport vehicle in "the Dominion of India" during the last four year, which has been the subject of an order of suspension of cancellation.

Procedure

Full name of applicant

Name of father (in case of an individual)

Address

The routes or area for which permit is desired

The maximum number of vehicles which will ply at any one time under the terms of the permit.

The minimum number of vehicles which will ply at any one time under the terms of the permit in the

area, or on any route or any part of any route and the minimum number of daily vehicle-trips.

The type or types of vehicle to be used on the service and the approximate seating capacity.

Particulars of the time-table(s) proposed.

The standard rate of fare which it is proposed to charge.

Particulars of any stage or contract carriages permit (or similar authorisation under the Indian Motor

Vehicles Act, 1914), valid in the Province, held by the applicant

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Particulars of any permit (or similar authorisation under the Indian Motor Vehicles Act, 1914), held

by the applicant in respect of the use of any transport vehicle in "the Dominion of India" during

the last four year, which has been the subject of an order of suspension of cancellation

1. Applicant has to apply for Grant of Stage Carriage (Bus) route in the Prescribed Form.

2. Applicants may approach the Deputy Commissioners office to renew permit.

3. The Applicant must submit the form along with all the required documents.

4. A permit will be issued if the authorities is satisfied with all the terms and documents submitted by

the applicant.

Required Documents

Registration Certificate.

Insurance.

Route permit book, all in original.

Parking area certificate issued by any gazetted officer/Police officer/Revenue authority of

the area.

Recent copy of Map along with Form-F of the land housing the parking facility.

No objection certificate of the tenant if the vehicle is intended to be parked on the land of

tenant other than the vehicle owner.

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DEFINITION OF 'FINANCE'The science that describes the management, creation and study of

money, banking, credit, investments, assets and liabilities. Finance

consists of financial systems, which include the public, private and

government spaces, and the study of finance and financial instruments,

which can relate to countless assets and liabilities. Some prefer to divide

finance into three distinct categories: public finance, corporate finance

and personal finance. All three of which would contain many sub-

categories.

Finance Company:

I. HDFC Finance Company.

II. Shriram Transport Finance Company.

III. Cholamandalam Investment & Finance Company.

IV. Bajaj Finance Company.

V. Shriram Commercial Vehicle Finance Company.

VI. Sundaram Finance Company.

VII. Mahindra Finance Company.57


Objectives

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Obejectives of Study

A. To study the product knowledge about Eicher Agency Products.

B. To Capture the Market.

C. To increase the goodwill of the Agency.

D. To study the Bus industries in Mahakoshal region.

E. To study the market analysis.

F. To study the increased Sales volume.

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Executive Summary

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Executive SummaryThe primary modes for movement of goods in India are Rail and Road. Of late, movement of goods by roads has gained considerable importance in India. The road transport industry is penetrating into the market through a strategy of services. They provide service form the platform of the consignor to the door of the consignee. Besides, they accept goods in small quantities. Unlike Railways, they have the capacity to penetrate into isolated rural and hilly areas, where laying a railway becomes expensive. They are vital tools in the manufacturing, transportation, and warehousing industries. The truck population in India has grown at a rate of 7.2 per cent per annum between 1950-51 to 1990-91. At present,

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there are over 1300 Buses per million population and the utilization of Buses is around 70,000 kms. per year. The corresponding figures for the USA are 151,2000 (over 100 times) and 19,2000 kms. per year (less than one third). The trucking industry is a very significant player in goods movement, carrying over 54% of the tonne km. rail road share in 1988-89 (up from 11% in 1950-51). Inspite of the unorganized nature of the private companies engaged in the movement of goods, the trucking operation in India seems to be fairly efficient. The road infrastructure and service management need to be improved substantially, to make the trucking industry vibrant. MODEL OF OPERATION OF THE TRUCKING INDUSTRY User Transport Companies/contra ctors/Supplier/ Booking Agents Brokers Transport Operator Small Operator Large operator User represents the demand side of the market. Collecting, forwarding, distributing goods. Ensures supply of Buses to the transport contractor. Providing haulage service. INTERMEDIARIES Strength Weakness Demand No Stable Demand Unity Driven by Fuel Prices Pioneer in Transportation Shortage of Skilled Drivers Contribution Within The Country Can’t Reach in Remote Areas Limit Cannot Be Increased Opportunities Threats Subsidizing Brokers Computerized Exchange Network Fuel Prices Improve Mileage Tolls Central Toll Plaza Political Environment Stable Government No of accidents Infrastructure Established in 1945 World’s eighteenth largest motor vehicle manufacturing company. Forth largest truck manufacturer. Second largest bus manufacturer by volume.Manufacturing is done at Jamshedpur and Pantnagar.Tata motors produces LCV, MCV and HCV LCV – TATA ACE.MCV – TATA 407, TATA 410.HCV – CONSTRUCK,PRIMA.TRAILER.Focuses onnew products and acquisitions.Intensive management development in orderto establish its leaders for tomorrow. Vision Most admired by our customers, employees, business partners and shareholders for the experience and value they enjoy from being with us. Mission To be passionate in anticipating and providing the best vehicles and experiences that excite our customers globally. Tata truck is using hub and spoke model for distribution Tata has many C&F agents (collects truck from hubs and distribute it across nation. Volume oriented,High durability (strong chassis frame.Availability of spares all over in India) Cost-effective.(Low-maintenance). Different strategies like product, branding. Advertising and pricing strategy in the different market. In the home country Tata's strategies are same as to cost leadership and differentiations.

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Research Methodolo

gy

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RESEARCH METHODOLOGY

Research Methodology is a way to systematically solve the research

problem. It may be understood as Science of studying how research is done

scientifically. In research Methodology, we not only talk of research methods but

also consider the logic behind the methods we use in the context of our research

study and explain why we are using a particular method or technique.

RESEARCH DESIGN:-

A research design is a type of blueprint prepared depending on various types

of available for the collection, measurement and analysis of data. A research

design calls for developing the most efficient plan of methods and procedures for

acquiring is information is needed.

SAMPLING:-

An integral component of research designs the sampling unit. Making a

census study and entire universe will be on the account of limitations of money and

time, sampling becomes evitable. A sample is only a portion of the universe of the

population.

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RESEARCH METHODOLOGY ADOPT :-

Research Instrument :- Questionnaire(OPECO Calculator)

Sampling plan :-

1) Sample method : Non-probability sampling Convenience sampling.

2) Sample unit : Infinite universe.

3) Sample Size : 85

SAMPLING DESIGN:-

This survey is done in Mahakoshal Region.

The sampling plan was decided for a meaningful conclusion. It was thought

proper to cover a very small percentage of population in various groups.

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The sampling chosen is the Non-probability, Convenience Sampling because

only those people were asked to fill the OPECO CALCULATAION ON

EXCEL SHEET that were easily accessible and available.

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METHODS OF DATA COLLECTION

To know the response I have used the questionnaire method in sample

survey. If one wishes to find out, what people think or know the logical procedure

is to ask them. This has led marking researchers to use the OPECO

CALCULATOR technique for collecting data more than any other method.

In this method questionnaires were distributed to the respondents and

they were asked to answer to questions in the questionnaire. The calculator(opeco

calculator) was structured as non-disguised questionnaire because the questions,

which the questionnaire contained, were arranged in a specific order, besides every

questions asked were logical for the study; no questions can be termed as

irrelevant.

The questionnaires were non-disguised because questionnaire was

constructed, so that objective is clear to the respondent. The respondents were

aware of the objective. They know why they were asked to fill the questionnaire.

SOURCE OF COLLECTION OF DATA :-

Primary sources : Questionnaire(OPECO calculator), Personal Interviews.

Secondary sources : Internet, Books, Magazines etc.

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SCOPE OF THE PROJECT

The scope of the Project is guide wider as it analysis the whole product line

of Eicher Motor”. It also throws a comparative light between the TATA motors &

Eicher Motor.”only. This Project helps “Eicher Motor Ltd.” to find out the

Strengths & Weaknesses of its different Buses.

LIMITATIONS OF THE PROJECT

Nothing is this word is perfect. Everything has its limits, so has this survey. The

main limitations encountered are: -

1. This survey covered limited number of customer.

2. Some times respondent that customer may be deliberately provided

false information.

3. The respondent that customer was unwilling towards the questionnaire.

4. Some time customers take it as a fun & do not provide correct information.

5.

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Literature Review

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Literature Review Marketing is the process by which companies determine what products or

services may be of interest to customers, and the strategy to use in sales,

communications and business development. It is an integrated process through

which companies create value for customers and build strong customer

relationships in order to capture value from customers in return.

Marketing is used to identify the customer, to keep the customer, and to

satisfy the customer. With the customer as the focus of its activities, it can be

concluded that marketing management is one of the major components of business

management. The evolution of marketing was caused due to mature markets and

overcapacities in the last 2-3 centuries. Companies then shifted the focus from

production to the customer in order to stay profitable.

The term marketing concept holds that achieving organizational goals

depends on knowing the needs and wants of target markets and delivering the

desired satisfactions. It proposes that in order to satisfy its organizational

objectives, an organization should anticipate the needs and wants of consumers and

satisfy these more effectively than competitors.

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Further Definitions

Marketing is defined by the American Marketing Association (AMA) as "the activity, set of

institutions, and processes for creating, communicating, delivering, and

exchanging offerings that have value for customers, clients, partners, and society at

large." The term developed from the original meaning which referred literally to

going to a market to buy or sell goods or services. Seen from a systems point of

view, sales process engineering views marketing as "a set of processes that are

interconnected and interdependent with other functions, whose methods can be

improved using a variety of relatively new approaches."

The Chartered Institute of Marketing defines marketing as "the management

process responsible for identifying, anticipating and satisfying customer

requirements profitably.

"A different concept is the value-based marketing which states the role of

marketing to contribute to increasing shareholder value. In this context, marketing

is defined as "the management process that seeks to maximize returns to

shareholders by developing relationships with valued customers and creating a

competitive advantage.”

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Marketing strategy

The field of marketing strategy encompasses the strategy involved in the

management of a given product.A given firm may hold numerous products in the

marketplace, spanning numerous and sometimes wholly unrelated industries.

Accordingly, a plan is required in order to manage effectively such products.

Evidently, a company needs to weigh up and ascertain how to utilize effectively its

finite resources. As an example, a start-up Buses manufacturing firm would face

little success, should it attempt to rival immediately Toyota, Ford, Nissan or any

other large global Buses maker. Moreover, a product may be reaching the end of

its life-cycle. Thus, the issue of divest, or a ceasing of production may be made.

With regard to the aforesaid questions, each scenario requires a unique marketing

strategy to be employed. Below are listed some prominent marketing strategy

models, which seek to propose means to answer the preceding questions.

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Vision :-

We announced "Innovation for Customers" as our mid–to long–term vision with five core strategies: global orientation, respect for human values, customer satisfaction, technology innovation, and cultural creation. We desire to create an automobile culture of putting customer first via developing human–centered and environment–friendly technological innovation.

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MANAGEMENT POLICY:

Based on a respect for human dignity, we make efforts to meet the expectations of

all stakeholders including customers and business partners by building a

constructive relationship amongst management, labor, executives and employees.

Also, we focus on communicating our corporate values both internally and

externally, and gaining confidence from all stakeholders.

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Market Analysis

Definition:-. An examination of the prices at which similar

properties in the same area recently sold. Real estate agents

perform a comparative market analysis for their clients to help

them determine a price to list when selling a home or a price to

offer when buying a home.

THE FOLLOWING DIMENSIONS OF A MARKET ANALYSIS:

Market size (current and future)

Market growth rate

Market profitability

Industry cost structure

Distribution channels

Market trends

Key success factors

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MARKET SIZE

The size of the market can be evaluated based on present sales and on potential sales if

the use of the product were expanded.

The following are some information sources for determining market size:

Government data.

Trade associations.

Financial data from major players.

Customer surveys.

MARKET GROWTH RATE

A simple means of forecasting the market growth rate is to extrapolate historical

data into the future. While this method may provide a first-order estimate, it does

not predict important turning points. A better method is to study growth drivers

such as demographic information and sales growth in complementary products.

Such drivers serve as leading indicators that are more accurate than simply

extrapolating historical data.

Important inflection points in the market growth rate sometimes can be predicted

by constructing a product diffusion curve. The shape of the curve can be estimated

by studying the characteristics of the adoption rate of a similar product in the past.

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MARKET PROFITABILITY

While different firms in a market will have different levels of profitability, the

average profit potential for a market can be used as a guideline for knowing how

difficult it is to make money in the market. Michael Porter devised a useful

framework for evaluating the attractiveness of an industry or market. This

framework, known as Porter's five forces, identifies five factors that influence the

market profitability:-

Buyer Power.

Supplier Power.

Barriers to Entry.

Threat of Substitute Products.

Rivalry among firms in the Industry.

INDUSTRY COST STRUCTURE

The cost structure is important for identifying key factors for success. To this end,

Porter's value chain model is useful for determining where value is added and for

isolating the costs.

The cost structure also is helpful for formulating strategies to develop a

competitive advantage. For example, in some environments the experience curve

effect can be used to develop a cost advantage over competitors.

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http://www.NetMBA.com/strategy/experience-curve/

http://www.NetMBA.com/strategy/value-chain/


DISTRIBUTION CHANNELS

The following aspects of the distribution system are useful in a market analysis:

I. Existing distribution channels - can be described by how direct they are to

the customer.

II. Trends and emerging channels - new channels can offer the opportunity to

develop a competitive advantage.

III. Channel power structure - for example, in the case of a product having little

brand equity, retailers have negotiating power over manufacturers and can

capture more margin.

MARKET TRENDS

Changes in the market are important because they often are the source of new

opportunities and threats. The relevant trends are industry-dependent, but some

examples include changes in price sensitivity, demand for variety, and level of

emphasis on service and support. Regional trends also may be relevant.

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KEY SUCCESS FACTORS

The key success factors are those elements that are necessary in order for the firm

to achieve its marketing objectives. A few examples of such factors include:

Access to essential unique resources

Ability to achieve economies of scale

Access to distribution channels

Technological progress

It is important to consider that key success factors may change over time,

especially as the product progresses through its life cycle.

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Data Analysis

And

Interpretation

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I. Percentage of people know about Eicher Motors Bus services.

S. No. Option Response (%)

1. Yes 80

2. No 20

Total 100

Eicher Tata 37

37.5

38

38.5

39

39.5

40

40.5

Response (%)

Response (%)

InterpretationAll the respondents said that they know about Eicher Motors

bus services .

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II. Who know about different Buses of Eicher Motors.


1. Eicher 50

2. Tata 30

3. Mahindra 10

4. Ashok Leyand 10

Total 100

Eicher Tata Mahindra Ashok Leyand0

5

10

15

20

25

30

35

40

45

Response (%)

Response (%)

Interpretation

50% the respondents said that they know about Eicher , 30% know

about Tata , 10% know about Mahindra and Ashok Leyand each.

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III. Best Buses of Eicher Motors in terms of Average /fuel

o Consumption.


1. Eicher 40

2. Tata 38

3. Mahindra 12

4. Ashok Leyand 10

Total 100


5

10

15

20

25

30

35

40

45

Response (%)

Response (%)

Interpretation:-50% the respondents said that Best Buses of Eicher Motors in terms of Average /fuel Consumption is Eicher , 38% said Tata , 12% said Mahindra and 10% said Ashok Leyand .

IV. Best Buses of Eicher Motors in terms of good and attractive

o Looks.

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1. Eicher 45

2. Tata 30

3. Mahindra 10

4. Ashok Leyand 15

Total 100


5

10

15

20

25

30

35

40

45

Response (%)

Response (%)

Interpretation

45% the respondents said that Best Buses of Eicher Motors in terms of

good and attractive Looks is Eicher , 30% said Tata , 10% said Mahindra and

15% said Ashok Leyand .

V. Best feature of Buses of Eicher Motors.

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1. Good average 30

2. Comfortable driving 45

3. Spacious 0

4. Re-sale value 15

5. Any other 10

Total 100

Eicher Tata Mahindra Ashok Leyand

0

5

10

15

20

25

30

35

40

45

Response (%)

Response (%)

Interpretation30% the respondents said that Best feature of Buses of Eicher Motors

is Good average, 45% said Comfortable driving,15% said Re-sale value and 10%

said other features.

86


VI. Rating given by the people to the advertising Policy of Eicher .


1. Excellent 50

2. Very good 20

3. Good 25

4. Average 5

5. Poor 0

Total 100

Eicher Tata Mahindra Ashok Leyand

0

5

10

15

20

25

30

35

40

45

Response (%)

Response (%)

Interpretation50% the respondents feel that the advertising Policy of Eicher is

Excellent, 20% feel it is very good, 25% feel it is good while 5% feel it average.

87


VII. Suggestions given by the people to Eicher Motors bus services?


1. More and more advertisement 20

2. Better after sales services 40

3. Conduction of free service camps 0

4. Exchange offer 30

5. Any other 10

Total 100

Mor

e an

d m

ore

adve

r-tis

emen

t

Bette

r afte

r sal

es se

rvice

s

Cond

uctio

n of

free

serv

ice

cam

ps

Exch

ange

offe

r

Any

othe

r

1 2 3 4 5

010203040

Response (%)

Response (%)

Interpretation:-20% the respondents feel that the Eicher Motors should do More and more advertisement ,40% feels that they should provide Better after sales services ,30% feel that company should give more exchange offers while 10% wants other exciting offers.

88


Swot Analysis

89


1)Strengths:1)Strengths:A.Strong Domestic Market.A.Strong Domestic Market.B.Production facility.B.Production facility.C.Good quality.C.Good quality.

2)Weaknesses:2)Weaknesses:A.Design.A.Design.B.No innovation.B.No innovation.C.No luxury Buses.C.No luxury Buses.

3)Opportunity3)OpportunityA.Cheaper Buses.A.Cheaper Buses.B.Diversification.B.Diversification.

90


C.Cost Reduction.C.Cost Reduction.D.European and African Market.D.European and African Market.

4)Threats4)ThreatsA.Competition from Germany and Japan.A.Competition from Germany and Japan.B.Threat from National Companies.B.Threat from National Companies.

91


Conclusion

92


CONCLUSION

After the survey, Some interesting conclusions & findings are drawn ,

Some of than are as follow :-

1. Eicher is one of the popular brand among 4 wheeler & majority of 1

people know about it.

2. Eicher is the most popular Buses of Eicher near about 50% of people gives

the posture response for it .

3. Eicher & Tata both the Buses of Eicher are best average Buses among

other.

4. Again Eicher & Tata both the Buses of Eicher have good & attractive

looks.

5. Most of the people noted the Buses of Eicher for comfortable driving &

Average .

6. Most of the people 50% said that Advertising policy of Eicher is

Excellent.

7. The most important suggestion given by people is to provide better after

sales service.

All these conclusions shows that Eicher is one of the most popular brands

among Buses section.

93


Suggestion

94


Suggestion For Company

Appoint a Global Campaign Manager–With responsibility for all communication and coordination around the campaign. Make sure his/her overall accountability is understood by all. Failing to do this will result in cross-communication, misunderstandings and missed deliverables.

Plan Ruthlessly – Make sure deadlines, responsibilities and deliverables are clear to everyone involved. Plan your campaign’s official launch at a time and date that works for all the countries in the campaign. And, at every step of the way, get all parties to confirm when deliverables have been completed so you can stay on top of the project at a global level.

Consider Time-zones – Your timelines must reflect these so all relevant materials are ready concurrently across all markets. And don’t forget to factor in time for translation, localization, reviews and iterations.

Communicate – Plans, Deliverables and Expectations across different channels and multiple times. Touch base with in-country teams regularly to provide support and advice and to stay.

95


Suggestion for “Dealership”

Product Campaign should be establish in the place where there are no/less

awareness about the products for Example:Seoni,Mandala,Dindori,…and other

districts of Mahakoshal Region.

Dealership need to put more print Ads customized for the city need.Dealership

looking at the psychographic condition of the city 80% belongs to service class .

Dealership should use local mode of advertising ,using Radio,newspaper etc.

Dealership should use local language in the advertising for better connection with

the target customer’s.

96


Bibliography

97


BIBLIOGRAPHY

WEBSITES

www.google.com www.eicher.in www.wikipedia.com

MAGAZINES

Autosports Business Outlook Motorindiaonline.com Buscoachindia.com

NEWSPAPER

Times Auto Economic Times

BOOKS

Marketing management, Author –Dr. Yashwant Economic studies, Author- Mr. V.S. Rao Eicher Product Range At a Glance.

98

http://www.wikipedia.com/


Appendix

QUESTIONNAIRE

Name ………………………………………………

Occupation ………………………………………..

Contact No. ……………………………………….

Q.1 Do you know about Eicher Motors bus services?

a) Yes

b) No

Q.2 If yes, which Buses do you know about Eicher Motors ?

a) Eicher

b) Tata

c) I -10

d) I-20

Q.3 According to you, which Buses of Eicher is best in Average

/fuel Consumption?

a) Eicher

b) Tata

c) Mahindra

d) Ashok Leyand

Q.4 According to you , which Buses of Eicher have good and

attractive looks?

a) Eicher

b) Tata

c) Mahindra

d) Ashok Leyand

99


Q.5 What is the best feature of Buses of Eicher Motors ?

a) Good average

b) Comfortable driving

c) Spacious

d) Re-sale value

e) Any other

Q.6 What do you think about the advertising Policy of Eicher ?

a) Excellent

b) Very good

c) Good

d) Average

e) Poor

Q.7 What suggestion do you want to give to Eicher Motors ?

a) More and more advertisement

b) Better after sales services

c) Conduction of free service comps

d) Exchange offer

e) Any other

Q8. What is the type of payment mode offered by the company?1. advance payment2. credit payment3. Finance

100


Q9. What about the after sales services provided to you by the company?1. speedily2. normal3. slow

Q10. Are you satisfied with the deal of Eicher company?1. very satisfied2. satisfied3. dissatisfied

Signature

101

Study Of The Bus Industry With Special Emphasis In Mahakoshal Region.docx

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