A PROJECT REPORT ON

COMPARATIVE STUDY BETWEEN MARUTI SWIFT AND HYUNDAI I-20

In partial fulfillment of the requirements for the degree of

MASTER OF BUSINESS ADMINISTRATION 2013-14

Submitted To: MR. HABIB UDDIN !bee" No.$%&&$''&('

Submitted By: Mohd. Ro## MBA $ST)e!"*

$ST Sem.

DEPARTMENT OF BUSINESS MANA+EMENT

FACU,T) OF MANA+EMENT - RESEARCH INTE+RA, UNI.ERSIT)* ,UC NO/

ACKNOWLEDGEMENT

Through this acknowledgement, I express my sincere gratitude towards all those people who have helped me in the preparation of this project, which has been a learning experience.

I would like to thanks the Professor (Dr.) AFTAB ALAM H !" of the "epartment of management and research, the librarian and the administrative staff of the "epartment of the #usiness !dministration for their support.

$inally, I express my sincere thanks to MR HABIB UDDIN who guided me throughout the project and gave the valuable suggestion and encouragement .

EXECUTIVE SUMMARY

I have made this project report under the guidance of %& H!#I# '""I(. The report is made for comparing the vehicles of the two leading automobile company in india i.e %aruti and Hyundai. The duty assign by the sales manager to me get market survey to know the strategy of the product of the company.

To know the various marketing strategy which help in influencing the market effectiveness. To know which type of programs is more convincing. To know how much people are aware about the product of the company)s product, how, when, why, they but these product. This is helpful to measure the effect of the strength of communication plan used by the organi*ation. To know the +onsumers perception towards the products of the company.

DECLARATION

I, %r. %ohd ,abeer, a $irst year master of business administration student of Integral 'niversity, hereby declare that I have duly completed my project on -COMPARATIVE STUDY BETWEEN MARUTI SWIFT AND HYUNDAI I-20" for the academic year ./012./03.

The information submitted is true and original to the best of my knowledge.

INDEX

Sr n .

P!r"#$%&!r'

P!() n .

!cknowledgement

xecutive summary

Introduction

/4

!utomobile +ompany Profiles

01

History and %arketing strategy

04

!nalysis and Interpritation

35

+onclusion and &ecommendations

57

#ibliography

60

!nnexure

6.

-Table of Contents-

CHAPTER NO. Chapter No. 1

CHAPTER NAME

In"r *%$"# n 0.0 9 :bjectives 0.. 9 &esearch %ethodology 0.1 9 ;imitations

Chapter No. 2
C r+ r!") O,)r,#)0.0 2 History and <tatistics 0.. 2 %arketing <trategies 0.1 2 +ar)s Profile 0.3 2 Producer)s Profile 0.5 2 Timeline of =enerations 0.6 2 <>:T !nalysis

Chapter No. 3 Chapter No.4

An!&.'#' !n* In")r+r)"!"# n

C n$&%'# n' !n* S%(()'"# n'

B#/&# (r!+0.

1%)'"# nn!#r)

Chapter No. 1

INTRODUCTION

-INTRODUCTION-

This project is an attempt to give a comparision between %aruti <u*uki <wift and Hyundai i./. It aims to know the marketing strategies, performance analysis and consumer perception regarding these cars alongwith factors which influence their choice.

It focuses on the following:-

0. In 0st +hapter you will find the :bjectives, &esearch %etholodgy and ;imitations of the study. .. In .nd +hapter you will find an overview of the History, Profile of +ars, Producer)s Profile, ,ey Persons, Timeline of =enerations, %arketing <trategies and <>:T !nalysis of all the 1 companies. 1. In 1rd +hapter you will find !nalysis and Interpretations on the Project &eport. 3. In 3th +hapter you will find +onclusion and &ecommendations on the Project.

5. In the end, you will find the various sources I referred for gathering information.

-OUR OBJECTIVES-

0. To know the market share of %aruti <u*uki and Hyundai.

10

.. To know the performance of <wift and i./ respectively. 1. To know the perception of customers regarding these cars. 3. To determine customers satisfaction regarding cars. 5. To determine the factors the choice of customers regarding cars.

11

-RESEARCH METHOLODGY-

It is a well known fact that the most important step in marketing, research process is to define the problem. +hoose for investigation, because a problem well2defined is half solved. That was the reason that at most care was taken while defining various parameters of the problem. !fter giving through brain storming session, objectives were selected and the set on the base of these objectives. ! ?uestionnaire was designed major emphasis of which was gathering of new ideas or insight so as to determine and bind out solution to the problems.

DATA SOURCE &esearch included gathering both Primary and <econdary data. Pr#2!r. *!"! is the firsthand data, which are selected a fresh and thus happen to be original in character. Primary "ata was crucial to know various customers and past consumer views about cars and to calculate the market share of this brand in regards to other brands. S)$ n*!r. *!"! are those which has been collected by some one else and which already have been passed through statistical process. <econdary data has been taken from internet, newspaper, maga*ines and companies web sites.

RESEARCH APPROACH The research approach was used survey method which is a widely used method for data collection and best suited for descriptive type of research survey includes research instrument like ?uestionnaire which can be structured and unstructured. Target population is well identified and various methods like personal interviews and telephone interviews are employed,

12

SAMPLING UNIT It gives the target population that will be sampled. This research was carried in $aridabad and (ew "elhi. These were 06 respondents.

DATA COMPLETION AND ANALYSIS !fter the data has been collected, it was tabulated and findings of the project were presented followed by analysis and interpretation to reach certain conclusions.

SCOPE %y project was based on the C 2+!r!"#,) S"%*. 3 S-#3" ,'. #20 and data was taken in $aridabad and (ew "elhi only.

-LIMITATIONS OF RESEARCH STUDY-

0. &esearch work was carried out in $aridabad and (ew "elhi only the finding may not be applicable to the other parts of the country because of social and cultural differences.

.. The sample was collected using connivance2sampling techni?ues. !s such result it may not give an exact representation of the population, it is also very small which represent my research on consumer behavior.

13

1. <hortage of time is also reason for incomprehensiveness.

3. The views of the people are biased therefore it doesn)t reflect true picture.

5. I had only found the upper2middle class family to fill up the ?uestionnaire, but generally, an average middle class family was re?uired for the study.

14

Chapter No. 2

COR ORATE OVERVIE!

15

Maruti Suzukis Profil

In early 087/s Indian =ovt decided to produce a small car, which would be within buying reach of Indian middle class. The obvious place to shop for technology was @apan, which had developed world class capabilities in small cars by that time.It was not Toyota, or (issan, or Honda ,three largest player in @apan, but <u*uki, a much smaller company with strong capcabilities in making small cars. <u*uki grabbed the opportunity with both hands and formed a joint venture with govt. called %aruti 'dyog.

16

%aruti 'dyog ;imited, a subsidiary of <u*uki %otor +orporation of @apan, has been the leader of the Indian car market for about two decades. Its manufacturing plant, located some .5 km south of (ew "elhi in =urgaon, has an installed capacity of 1,5/,/// units per annum, with a capability to produce about half a million vehicles.

%aruti rolled out its 0st car, %aruti 7// with 7//cc engine in "ecember 0871. This model targeted at masses and was lanuched as -People)s carA. In early .//1, %aruti 'dyog, a joint venture between <u*uki and Indian =ovt. dominated India)s automobile market with 53B market share and with annual production capacity of 5lac cars. The company dominated Indian <mall car market with a share of 0//B in ! seg, 16B in # seg and 76B overall.

The company has a portfolio of 00 brands, including %aruti 7//, :mni, premium small car Cen, international brands !lto and >agon&, off2roader =ypsy, mid si*e %PD, Dersa, <wift and ;uxury <'D =rand Ditara E;4. steem, luxury car #aleno, the

In recent years, %aruti has made major strides towards its goal of becoming <u*uki %otor +orporationFs & and " hub for !sia. It has introduced upgraded versions of >agon&, Cen and steem, completely designed and styled in2house. %arutiFs contribution as the engine of growth of the Indian auto industry, indeed its impact on the lifestyle and psyche of an entire generation of Indian middle class, is widely acknowledged. Its emotional connect with the customer continues

%aruti tops customer satisfaction again for 7 th year in a row according to the @.". Power !sia Pacific. India +ustomer <atisfaction Index <tudy. The company has also ranked highest in India <ales <atisfaction <tudy.

In keeping with its leadership position, %aruti supports safe driving and traffic management through mass media messages and a state2of2the art driving training and research institute that it manages for the "elhi =overnment. The companyFs service businesses including sale and purchase of pre owned cars GTrueDalueH, lease and fleet management service for corporates G(.(H, %aruti Insurance and %aruti $inance are now fully operational.

17

Hy !"a# Motor$ Pro%#&e

Hyundai %otor India ;imited GH%I;H is a wholly owned subsidiary of Hyundai %otor +ompany, <outh ,orea and is the second largest car manufacturer and the largest passenger car exporter from India. H%I; presently markets 53 variants of passenger cars across segments. The <antro in the # segment, the on, i0/ and the Premium hatchback i./ in the #I segment, the !ccent and the Derna in the + segment, the <onata and elentra in the segment and the santafe in the <'D segment.

Hyundai %otor India ;td, continuing with its tradition of being the fastest growing passenger car manufacturer, registered total sales of 378,1.7 vehicles in the calendar year G+JH ./0., an increase

18

of 38.6 percent over +J ./00. In the domestic market it clocked a growth of ...3 percent with .35174 units in .//7, while overseas sales grew by 8..5 percent, with exports accounting for .31,810 units in ./0..

H%I;Fs manufacturing plant is located near +hennai which has advanced production ?uality and testing capabilities in the country. Inorder to provide the Indian customer with global technology, H%I; started its second plant in $ebruary .//7 which produces an additional 1//,/// units per annum, raising H%I;Fs total production capacity to 6//,/// units per annum. !part from expansion of production capacity, H%I; currently has .6/ strong dealer network across India.

The production management processes at Hyundai %otor India are overlaid with an organi*ation2 wide implementation of manufacturing best practices like @ust2in2time inventory management, ,ai*en, TP% and TK%, that help us in making the worldFs best cars, right here in India.

Hyundai %otor +ompany was established in 0864, Hyundai %otor +o. has grown into the Hyundai2 ,ia !utomotive =roup which was ranked as the world)s fifth2largest automaker in .//4 and includes over two do*en auto2related subsidiaries and affiliates. mploying over 45,/// people worldwide, Hyundai vehicles are sold in 081 countries through some 6,/// dealerships and showrooms.

Hyundai %otor +ompany, <.,orea, the parent of H%I, has been doing considerable work on sustainable nvironment %anagement . The company has a well defined framework in place for developing products that reduce pollutant emissions and processes for preservation of natural resources and energy along all the stages of the product lifecycle from production, sales, use to disposal and has been awarded the I<: 03//0 certification for all its three major plants in 'lsan, !san and @eonju in <.,orea.

C!r' 3 H.%n*!#

Hyundai deals in wide variety of cars which includes <antro, i0/, eon, i./, !ccent, Derna, <onata, elentra, santafe, etc.

19

-HISTORY OF MARUTI SU"U#I S!IFT-

20

In India, <u*uki has launched <wift as a joint venture with %aruti and the car is known as %aruti <wift. In the Indian auto market <wift is available with seven variants four with petrol and three with diesel engine option. The petrol version of %aruti <wift is powered by 0..; ,2series engine. The 0..;, ,2series petrol engine present in %aruti <wift is highly fuel efficient with the availability of 06 Dalve light weight ":H+ engine that reduces friction and improves durability and fuel economy to the best in town. %aruti <wift is endowed with 5 <peed %anual Transmission =earbox. This gearbox is cable type gearshift which is of great help at the time of shifting of gear. %aruti <wift)s powerful engine with the emission of #< ID and is very fuel efficient and a very good performer that offers an impressive mileage of 03.3 kmpl in the city roads and 07.0 kmpl on the highways. However, the diesel version of %aruti <wift is packed with 0.1;, ""i< engine with a displacement of 0.37cc. The 0.1; diesel engine is packed with turbocharger and intercooler combination that offers efficient combustion and clear emissions. The diesel engine is endowed with 5 step multi injection common rail system that offers better fuel combustion and hereby gives good performance and makes the car economical to run. This compact diesel engine is incredibly fuel efficient and offers a mileage of 06.8 kmpl in the city roads and 08.6 kmpl on the highways.

Stat$st$%s&

21

'ODY TYPE Body Type Number of Doors ENGINE Capacity Number of Cylinders Number of Valves Bore x Stroke Compression Ratio Maximum Po er Maximum Tor!ue "uel Distribution #missions TRANSMISSION Type
$ive2speed manual, with synchromesh in all gears, one reverse 0st 1.535 0.8/3 0..7/ 3th 5th &everse /.803 /.454 1..4. 0084cc 3 06 41./mm x 40.5mm 0/.0L0 75ps M 6,///rpm 001(m M 3,5//rpm %ultipoint injection #< ID Hatchback 5

$ear Ratios

.nd 1rd

DIMENSIONS %verall &en't( %verall )idt( %verall *ei'(t )(eelbase Track "ront Rear
1,46/mm 0,68/mm 0,51/mm .,18/mm 0,34/mm 0,37/mm 04/mm 3.4 metres .1. litres Gwith seatback raisedH 167 litres Gwith seatback foldedH

$round Clearance Minimum Turnin' radius &u''a'e Capacity CHASSIS Steerin' Brakes Suspension "ront Rear "ront Rear

&ack and pinion, power assisted Dentilated discs "rums MacPherson strut and coil spring Torsion beam and coil spring

22

TYRES (EIGHTS +erb )ei'(t $ross Ve(icle )ei'(t )UEL TAN* CAPACITY

065N7/ &03 N 075N4/ &03 GtubelessH

87/ kgs O;EiP N 0,/// kgs ODEiP N 0,/0/ kgs OCEiP 0,305 kgs 31 litres

The =eneration D <wift debuted at the Paris !uto <alon in <eptember .//3. This generation of the <wift marked a significant departure with the previous +ultus2based models, with <u*uki re2 designing the vehicle as less of a Qlow price alternativeQ subcompact and more of a QsportyQ subcompact. The <wiftFs design and driving characteristics focused on the uropean market with its chassis refined through a road2testing program across urope.

2004 In*#!n S%5%6# S-#3" Indian ngineers were called to @apan to help <u*uki design this generation of <wift. !vailable with 0.1 G8. P< G67 k>R 80 hpHH and 0.5 G0/. P< G45 k>R 0/0 hpHH ; petrol engines, the new <wift is <u*ukiFs new Qglobal carQ, produced in Hungary, India, @apan, Pakistan and by +hangFan in +hina. In @apan, only the 52door body is available and four2wheel drive is an option for the 0.1 ; or 0.5 ; petrol engine. 0.. ; +DT transmission version also available in only front wheel drive version. The design of the new <wift was previewed on the +oncept < and +oncept <. concept cars at auto shows, in the years leading up to its launch. In urope, the <wift was launched in 12 or 52door hatchback form, with 0.1 and 0.5 ; petrol engines, and a 0.1 ; ""i< engine supplied by $iat. The 0.1 ; petrol is also available with an automated manual gearbox or with four2wheel drive. The #ritish !utocar maga*ine gave the new <wift a favourable 3N5 stars in road test, judging it a Qthoroughly impressive all2rounderQ. The =eneration ID <wift has received a four stars out of five rating in the uro(+!P crash tests.

23

24

-MAR#ETING STRATEGIES-

O+,e-t#.e$
The main objective of %aruti <u*uki <wift is to con?uer the market of hatchback car segments. ;aunched in .//5, %aruti <u*uki aimed to make <wift the leader of top ?uality hatchback cars, and since then no car of its competitors has been able to tackle <wift)s sales. The %< <wift)s share is more than 05B in the market, and is currently the best selling +ar of its segment in India.

Tar/et Mar0et$
<wift targets the domestic market first and it will not face any capacity constraint here. ! si*eable number of cars have been manufactured at %aruti plant in =urgaon and deliveries will commenced by the first week of @une .//5,Q !rvind <axena, chief general manager, sales, %<; said. Q:ver 75 per cent of the car has been indigeni*ed. <wift is based on the latest uropean design and styling, built with @apanese ?uality and precision, utili*ing Indian engineering capability. The car has an universal appeal,Q he added. !t present, %<; has an installed capacity of 1,5/,/// units per annum and the company manufacturers around 6,//,/// vehicles per annum on a two2shift basis. However, the company officials did not divulge the exact number of <wift cars to be manufactured in India. !ccording to industry estimates, around 5/,/// <wifts are expected to be sold in India in the first year. +urrently, being launched across the globe, <wift has received rave reviews internationally for its path breaking looks and styling and superior safety features. It has become one of the top ./ best2selling models in @apan since its launch there in (ovember .//3.

Po$#t#o!#!/
'sing product differentiation, %aruti <u*uki <wift will be placed as the most comfortable, convenient, value added hatchback model for above target market used. The marketing strategy will be focused on promoting the car as the best hatchback car model for the next generation.

Strate/#e$ Pro" -t
The %aruti <u*uki <wift is fully loaded and comes with a warranty of upto 1 years, it can also be extended upto 5 years maximum. !lso a higher model, %aruti <wift "Cire has been introduced in ./0/, as a replacement for %aruti steem, which has completed its run.

Pr#-e1
%aruti is expected to take Hyundai heads on with the pricing of their upcoming %aruti <u*uki <wift car. !fter launching cars for the masses since so many years, India)s largest automobile manufacturer is now

25

targeting the premium segment with their latest model from the <u*uki)s stable. The analysts predict thepricing of this premium hatchback to start from &s. 3 lakh. This price range would practically rip apart Hyundai)s offering in i./, which is priced at a much higher tag of &s. 3.5 lakh. #oth the companies are known for their value based offerings and %aruti with their extensive service network and brand reputation for making reliable cars should get the customer)s nod over their competition. The official pricing however is still not out. However, the company is said to be studying the prospects of launching the base model at the 32lakh price tag. There is another advantage in doing so considering in the capital city of "elhi (+& road tax on the sub 3 lakh priced cars is comparatively lower at .B. +ars at a price higher than 3 lakh have to pay a 3B road tax. "elhi (+& is one of the major targeted markets and it might get the benefit of this policy. !nd if they indeed do take the chance of pricing <u*uki <wift at a considerable lower price than Hyundai =et*, they would ?uite likely force the competition to rethink their strategy.

D#$tr#+ t#o!
S The <tockist will represent 3 to 5 districts in a <tate. S The "ealer will represent a district or main +ity. S The <ub2"ealer shall represent a particular area or taluka. S The booking agents will be individuals working on freelance basis.

Mar0et#!/ Co22 !#-at#o!$

#y integrating all messages in all media we will reinforce the brand name T main points of product differentiation. &esearch about media consumption, pattern will help our advertising agency to choose appropriate media and timing to reach prospects before T during the product introduction. Thereafter, advertising will appeared on a pulsing basis to maintain brand awareness and communicate various differentiation messages. The agency will also co2ordinate public relation efforts to build %aruti <u*uki brand T support the differentiation message. To attract market attention T encourage purchasing, we will offer a limited time, registration T insurance. To attract, retain T motivate channel partners for a push strategy, we will use trade sales promotions and personal selling to channel partner.

A".ert#$e2e!t$
=ood promotional strategy is adopted by %aruti <u*uki to transform its thoughts to the people about its products by marketing through advertisement in television, radio, newspaper, etc. Through radios they try to promote their product by organi*ing ?ui* contests and the person who wins are offered special discounts, gift vouchers, coupons, etc.

26

Through television they promote their vehicle by showing the utility value, its comfort level.

A%ter Sa&e$ Ser.#-e

78.! .!0!n M!r%"# S)r,#$) S"!"# n 0!#9 !vailibility of service stations even in the remotest place in the country.

D#$p&ay
If you visit any of the %aruti "ealers showroom what you will notice is one thing very similar, that is the display. They display only .21 cars in the showroom. >ell this is the strategy to make people concentrate on only few choices otherwise they might get distract and get confused. Here %aruti wins one customer.

T#e p 3#th 2a!y +a!0$

To promote its bottom line growth, %aruti launched %aruti $inance in @an /.. Prior to the start of this service %aruti had started two joint ventures 9 +iticorp %aruti and %aruti countrywide with +iti =roup and = +ountrywide respectively to assist its client in securing loan. Today %aruti has tie ups with !#( !mro #ank, H"$+ #ank, I+I+I ;td, ,otak %ahindra #ank, <tandard +hartered #ank etc.

E4-ha!/e o%%er$

%aruti has also placed its step and progress by marketing through exchange offers. In this it makes possible to leave and get it replaced for a new one with barely some amount. This is one of the greatest ways to attract more and more customers and also makes possible to increase sales.

27

S'I Mar t# Car Loa!$

The country)s largest bank and the largest car maker have joined hands to make affordable car finance available to more and more people across the country. The mega alliance makes car loans available at lower interest rates to a wider section of people, with transparent terms and conditions.

The !+eata+&e a".a!ta/e$ o% S'I Mar t# -ar &oa!$:2Two market leaders in their respective industries with trusted brand names. 2;ow interest rates 2(o processing fees or hidden costs to ensure transparency. 2+ar loans available for diverse categories of customers including govt. employees and agriculturist.

28

-CAR ROFILE-

Cha#r2a! Year o% E$ta+&#$h2e!t Se-tor ' $#!e$$ Gro p Pre$e!-e

%r. <hin*o (akanishi ./// ;ight %otor Dehicle G3 >heelerH %aruti <u*uki India ;td. Produced and "istributed over several countries like !ustralia, =ermany, India, Pakistan and @apan etc.

Ma! %a-t r#!/ U!#t #! I!"#a Hea" O%%#-e #! I!"#a

%anesar, India. %aruti <u*uki ;imited 0, (elson %andela &oad, (ew "elhi 2 00//4/ Dasant ,unj, "elhi Tel. (o.L /00 3647///

5o#!t 6e!t re Co!ta-t No. E2a#& ID1 O%%#-#a& (e+$#te1

%aruti and <u*uki ;td. 07// 07// 07/ contactMmaruti.co.in www.marutiswift.com

29

- RODUCER'S ROFILE-

Ma()t$ S)*)+$ In,$a L$-$te,

Type I!" $try )o !"e" Hea"7 arter$ *ey peop&e Pro" -t$ Re.e! e E2p&oyee$

Public G#< %!&'TI, (< %!&'TIH !utomotive 0870 Gas %aruti 'dyog ;imitedH "elhi, India %r. <hin*o (akanishi, %anaging "irector and + : !utomobiles '<U3.7 billion G.//8H 6,8/1 O0P

30

Pare!t (e+$#te

<u*uki %otor +orporation %aruti<u*uki.com

Ot.e( Ca( Mo,els /(o,)%e, b0 Ma()t$ S)*)+$&

0. !lto 7// G;aunched ./0/H .. :mni G;aunched 0873H 1. =ypsy G;aunched 0875H 3. >agon& G;aunched .//.H 5. !lto G;aunched .///H 6. stilo G;aunched .//8H

4. =rand Ditara G;aunched .//4H 7. <E3 G;aunched .//4H 8. <wift "Cire G;aunched .//7H 0/. !2star G;aunched .//7H

31

00. &it* G;aunched .//8H 0.. eco G;aunched ./0/H 01. rtiga Glaunched ./0/H

-TIMELINE OF GENERATIONS-

32

F$(st 1ene(at$on 23444534467

The first generation <wift was introduced in ./// as a replacement for the <u*uki +ultus. :utside of @apan, the S%5%6# I(n#' name was widely used. The Ignis was originally manufactured as a five2 door hatchback, powered by a new generation of <u*uki straight2four gasoline engines, the % family. "isplacement ranged from 0.1 to 0.5 ;, and the standard transmission was the usual five2speed manual, with an optional four2speed automatic gearbox. The vehicle is available with either front or four2wheel drive, although the 3>"Nauto combination was limited to the @apanese and !ustralian markets.

Maruti S ift in Production

! shorter three2door version, with redesigned bumpers, was introduced in .//1, named <wift <port in @apan and Ignis <port in urope. The Ignis <port used the same 0.5 ; as the regular Ignis, but with power increased. The <wiftNIgnis <port went out of production in .//5. In .//0, =eneral %otors introduced the +hevrolet +ru*eVa crossover <'D based on the <wift, retaining the original carFs basic dimensions and power plants. The +ru*e was restyled, adopting a crossover look between a tall hatchback and a sport utility vehicle, and the three2door body was dropped. The Q+hevrolet +ru*eQ commercial designation was used in most of south !sia, while in !ustralia the car was sold by as the Holden +ru*e from .//. to .//6. <u*uki in urope introduced the +ru*e as an update of the Ignis in .//1, although extended by roughly 05/ millimetres G5.8 inH in length, to improve interior room and luggage space. This version was manufactured by <u*ukiFs Hungarian %agyar <u*uki plant specifically for the uropean market.

33

!lso in urope, due to an agreement with <ubaru, the car was also sold as the <ubaru @usty G3>" onlyH from .//1, as happened previously with the previous generation +ultus2based <wift. The +ru*e2based update was never sold in @apan as a <u*uki, only as a +hevrolet. urope was the only market to receive the updated car as a <u*uki.

Se%on, 1ene(at$on 23446534847

The second generation <wift debuted at the Paris !uto <alon in <eptember .//3. This generation of the <wift marked a significant departure with the previous +ultus2based models, with <u*uki re2 designing the vehicle as less of a Qlow price alternativeQ subcompact and more of a QsportyQ subcompact.O.P The <wiftFs design and driving characteristics focused on the uropean market with its chassis refined through a road2testing program across urope. O1P !vailable with 0.1 G8. P< G67 k>R 80 hpHH and 0.5 G0/. P< G45 k>R 0/0 hpHH ; petrol engines, the new <wift is <u*ukiFs new Qglobal carQ, produced in Hungary, India, @apan, Pakistan and by +hangFan in +hina. In @apan, only the 52door body is available and four2wheel drive is an option for the 0.1 ; or 0.5 ; petrol engine. 0.. ; +DT transmission version also available in only front wheel drive version. The design of the new <wift was previewed on the +oncept < and +oncept <. concept cars at auto shows, in the years leading up to its launch. In urope, the <wift was launched in 12 or 52door hatchback form, with 0.1 and 0.5 ; petrol engines, and a 0.1 ; ""i< engine supplied by $iat. The 0.1 ; petrol is also available with an automated manual gearbox or with four2wheel drive. The #ritish !utocar maga*ine gave the new <wift a favorable 3N5 stars in road test, judging it a Qthoroughly impressive all2rounderQ. The second generation <wift has received four stars out of five rating in the uro (+!P crash tests.O3P It also was awarded .//6<emperit Irish +ar of the Jear in Ireland.

34

Maruti,s team of -. en'ineers (o ent to /apan to co0develop t(e S ift

<ince its global launch in .//5, which was kicked off with a marketing campaign fronted by the footballer +ristiano &onaldo in many uropean countries, the <wift has recorded above forecast sales in most markets. In @apan, sales figures have been twice the forecast and in many uropean markets the model has been a runaway success. In "enmark, the =en ID <wift has been consistently in Top 1 for more than . years and was the car with the highest sales figures in .//6. In India, rapid sales of the new <wift model contributed to the 63B rise in K0 profits for %aruti <u*uki. The <wift will be reintroduced to the '.<. market in ./0/ to replace the <u*uki &eno

T.$(, 1ene(at$on 23488-t$ll /(esent7

1 look of ne Maruti Su2uki S ift a aitin' its launc( in -344.

! new model for %aruti <u*uki <wift is under development in India, and is going through various tests, It is planned to be launched in India by the first phase of ./00. This model is better than the older one is various prospects. he changes on the exterior are ?uite subtle with no major changes reflecting from the spy shots. Interiors are under cover and customers can keep guessing until the official pictures are revealed. However, an increased wheelbase promises more space in the

35

interiors. The new %aruti <u*uki <wift looks to be powered by the latest ,0. 0..; engine that powers current model and %aruti &it*. The diesel variant can be sourced from $iat which will be the 0.1; %ultijet diesel engine, according to disclosed details right now. The new <wift has been codenamed as JP7 which is being developed to compete in the Indian market with new entrants like +hevrolet #eat, $ord $igo, Dolkswagen Polo, (issan %icra and the upcoming Toyota tios ;iva and Honda #rio.

-S!OT ANALYSISStre!/th$
#rand Image &eliable and cheap. stablished brand in Indian market. =reat service and nationwide penetration. xperience in Indian market Dery old player in Indian market. $irst major player. stablished distribution T after sales networks

(ea0!e$$e$
"iseconomies to scale (o online presence (ot diversified

Opport !#t#e$
!c?uisitions Innovation :nline Product and services expansion Takeovers Targeting Higher %iddle +lass re?uirements

Threat$

36

+ompetition +heaper technology xternal changes Ggovernment, politics, taxes, etcH ;ower cost competitors or imports Price wars Product <ubstitution.

-HISTORY OF HYUNDAI $34-

37

The Hyundai i20 was designed in a Hyundai "esigning +entre in =ermany by a #%> designerL Thomas #uerkle. The H.%n*!# #20 is a superminiNsubcompact car, made its debut at the Paris %otor <how in :ctober .//7 and went on sale in "ecember .//7 in India to fit between the i0/ and i1/. It is a $ront wheel drive car. The car is mostly uropean because of its design and designer. Three and five door versions are available G#oth have different sleek window shapesH. The i./ replaces the =et* in most markets but in the ', and India, the =et* will still be available for the time being. The i./ is assembled in Turkey G,o*yataWX plantH for the uropean marketO0P and in India for sale in !sia and :ceania. The i./ has recently replaced the =et* in !ustralia. The i./ is not sold in ,orea, as the similar, ,orea2built +lick G>hich is also known as the Hyundai =et* in the ',H sold there. In Indian market, Hyundai i./ comes with Hyundai i./ is powered by an 0..; kappa engine developing 7/ P< G58 k>R 48 hpH of max power at 5.// rpm and 003 (Ym G73 lbYftH of peak tor?ue at 3///rpm.i./ also gets 0.3; gamma gasoline generates 0// P< G43 k>R 88 hpH of power at 55// rpm and 018 (Ym G0/1 lbYftH at 3.// rpm i./ +&"i the diesel i./ comes with a powerful oil burner generating 8/ P< G66 k>R 78 hpH of peak power at 3/// rpm and ..3 (Ym G065 lbYftH of peak tor?ue between 045/9.45/ rpm.

Stat$st$%s&
O.er.#e3
Model Body Type Number Of Doors Seating Capacity Fuel Capacity i./ Hatchback 5 5 35

D#2e!$#o!$1
Length idth !eight heelbase 183/ mm 040/ mm 05/5 mm .5.5 mm

38

"round Clearance Minimum Turning #adius

(N! (N!

(e#/ht1
$erb eight 0/66 kg

E!/#!e1
Type Number Of Cylinders Displacement Transmission Ma%. &o'er Ma%. Tor(ue 0.32; diesel 0..; petrol 3 (N! 5 <peed, %anual 8/ bhp 9 "iesel 57 k> 2 petrol (N!

S $pe!$#o!1
Front Suspension #ear Suspension %c Pherson <trut with +oil <pring +oupled Torsion #eam !xle with +oil <pring

'ra0e1
Front #ear Steering Type Tyre Si)e "isc "rum &ack T Pinion, Power !ssisted 045N4/ &03

39

-MAR#ETING STRATEGIES-

A".ert#$e2e!t$
Hyundai had used #ollywood star <harukh ,han as #rand !mbassador for promoting their car. Through this they tried to attract the customers.

40

To promote their product they organi*ed ?ui* contests on radio and the person who wins was offered special discounts, gift vouchers, coupons, etc. They also advertise in (ewspapers. In this companies advertise about the car in various newspapers and they give detail explanation about the feature of the cars, keeping customer)s re?uirement. They also provide various dealers addresses and contact numbers for reference.

)ree -he-0 p$

41

Hyundai arranges free checkups from time to time in which they check for any problem and advice to visit the nearest service center for servicing. This helps in maintaining good relationship with customers and tries to keep good image in market.

E4-ha!/e o%%er$
!s Hyundai deals in second hand cars also. They offer exchange offers to customers. !nd by paying adjusted amount customer can get brand new car in exchange of old once. gets replaced also with new one. xchange offer makes customer happy as they don)t have to pay full amount also, they get new car also and their old car

Co&" -a&&#!/$
In this type of strategies old customers are given a relationship call just to know some other references. This gives a boost to sales and customers also feel a sense of involvement. Hyundai gets maximum sale through such type of cold callings only.

E.e!t$ at Corporate O%%#-e a!" 'a!0$

42

Hyundai tries to attract customers by conducting camps, events at corporate offices and bank as most of the customers are of middle2age group and corporate offices are good source for company to attract such customers.

D#$p&ay

Hyundai keeps attractive display so that maximum number of people gets noticed. !nd they even keep their own accessories related to cars at special accessories counter. $or attractive display they decorate their showroom as well as all the cars which are displayed.

O+,e-t#.e$
$irst year :bjectivesL >e are aiming for 5B market share of the Indian market through unit sale volume of 0/////.<econd year :bjectivesL >e are aiming for 0/B market share of the Indian market. !n important objective will be to establish a well2regarded brand name linked to a meaningful positioning. >e will have to invest heavily in marketing to create a memorable and distinctive brand image projecting innovation, ?uality and value. >e also must measure awareness and response so we can adjust our marketing efforts if necessary.

Tar/et Mar0et$
Hyundai i./Fs marketing strategy is differentiated marketing. :ur primary consumer target is middle to upper income professionals who need true value for their money and comfortable ride in city conditions. :ur secondary consumer target is college students who need style and speed. :ur primary business target is mid si*ed to large si*ed corporates that want to help their managers and employees by providing them a car for ease of transport. :ur secondary business target is entrepreneurs and small business owners who want to provide discounts to managers buying a new car. ach of the four marketing strategies conveys Hyundai i./Fs differentiation to the target marketing segments identified above.

Po$#t#o!#!/
'sing product differentiation we are positioning the Hyundai i./ as the most versatile, convenient, value added car model for above target market used. The marketing strategy will be focused on promoting the car as economic car for the next generation.

Strate/#e$ Pro" -t
Hyundai i./ is fully loaded and will be sold with 1 year warranty. >e will also introduce a +(=N;P= version of Hyundai i./ in the near future. !lso the high end model has an option of =P< system.

43

Pr#-e
Hyundai i./Fs base model is at ex2showroom price of 3.5 lakhs. This price reflects a strategy of 0H attracting desirable channel partners .H Taking market share from %aruti.

D#$tr#+ t#o!
S The <tockist will represent 1 to 3 districts in a <tate. S The "ealer will represent a district or main +ity. S The <ub2"ealer shall represent a particular area or taluka. S The booking agents will be individuals working on freelance basis.

Mar0et#!/ Co22 !#-at#o!$

#y integrating all messages in all media we will reinforce the brand name T main points of product differentiation. &esearch about media consumption, pattern will help our advertising agency to choose appropriate media and timing to reach prospects before T during the product introduction. Thereafter, advertising will appeared on a pulsing basis to maintain brand awareness and communicate various differentiation messages. The agency will also co2ordinate public relation efforts to build Hyundai brand T support the differentiation message. To attract market attention T encourage purchasing, we will offer a limited time, registration T insurance. To attract, retain T motivate channel partners for a push strategy, we will use trade sales promotions and personal selling to channel partner. Darious %arketing <trategies enables a firm to expand business activities for market reputation, to satisfy human wants , to lead to specialisation and efficient performance of production function climaxing in econimic stability. !fter liberali*ation automobile Industry is growing at very high rate and many new companies have also entered into market. >ith offering variety of cars in all segments for everyone. <o it is important to know which company is providing us good ?uality cars at fair prices and providing better after sales services. !nd how they are trying to reach customers. The most obvious objective marketers have for promotional activities is to convince customers to make a decision that benefits the marketer Gof course the marketer believes the decision will also benefit the customerH. $or most for2 profit marketers this means getting customers to buy an organi*ation)s product and, in most cases, to remain a loyal long2term customer.

-CAR ROFILE-

44

)o !"er a!" Cha#r2a! Year o% E$ta+&#$h2e!t Se-tor ' $#!e$$ Gro p Pre$e!-e

%r. H.>. Park .//7 ;ight %otor Dehicle G3 >heelerH Hyundai %otors India ;td. Produced and "istributed over several countries like !ustralia, Turkey, :ceania and India etc.

Ma! %a-t r#!/ U!#t #! I!"#a Hea" O%%#-e #! I!"#a 5o#!t 6e!t re Co!ta-t No. E2a#& ID1 O%%#-#a& (e+$#te1

<riperumbudur, Tamil (adu +hennai, India. (one 07// 00 3635 crMhmil.net www.hyundai.com

- RODUCER'S ROFILE-

45

H0)n,a$ Moto( In,$a L$-$te,

Type I!" $try )o !"e" Hea"7 arter$ *ey peop&e Pro" -t$ Pare!t (e+$#te

<ubsidiary !utomotive 6th %ay 0886 +hennai, India %r. H.>. Park, %" !utomobiles Hyundai %otor +ompany www.hyundai.co.in

Ot.e( Ca( Mo,els /(o,)%e, b0 H0)n,a$ Moto( In,$a&

46

0. Hyundai !ccent G;aunched 0888H .. Hyundai <antro Eing G;aunched .//1H 1. Hyundai i0/ G;aunched .//4H 3. Hyundai Derna fluidic G;aunched ./0/H 5. Hyundai <anta $e G;aunched ./0/H 6. Hyundai grand i0/ G;aunched ./01H 4. Hyundai on G;aunched ./0/H 7. Hyundai $luidic lantra Glaunched ./00H 8. Hyundai I./ G;aunched ./0.H 0/. Hyundai <onata Glaunched ./0.H 00. Hyundai xcent G;aunced ./03H

47

-TIMELINE OF GENERATIONS-

F$(st 1ene(at$on 23449534887

Hyundai i20 in roduction

In Indian market, Hyundai i./ comes with Hyundai i./ is powered by an 0..; kappa engine developing 7/ P< G58 k>R 48 hpH of max power at 5.// rpm and 003 (Ym G73 lbYftH of peak tor?ue at 3///rpm.i./ also gets 0.3; gamma gasoline generates 0// P< G43 k>R 88 hpH of power at 55// rpm and 018 (Ym G0/1 lbYftH at 3.// rpm i./ +&"i the diesel i./ comes with a powerful oil burner generating 8/ P< G66 k>R 78 hpH of peak power at 3/// rpm and ..3 (Ym G065 lbYftH of peak tor?ue between 045/9.45/ rpm.

48

1 picture of t(e 4st 'eneration of *yundai i-3 produced in 5ndia

Se%on, 1e-e(at$on 23483-t$ll /(esent7

! slightly upgraded version of the i./, called the i2=en i./, went on sale in India in %arch ./0. onward with tweaked Headlamp, new $ront =rill, Tail2lamp and $og ;amps. It follows the $luidic design philosophy with slightly re2tuned engines

The i./ will debut in urope with a total of seven engine options, all with four cylinders. Three are petrol, including the recently designed 0.37 cc dohc 06 valve Q,appaQ engine, while the rest are diesel engines. Two of the diesel engines are 0186 cc units, one with 45 P< G55 k>R 43 hpH and ../ (Ym G06/ lbYftH and the other a 8/ P< G66 k>R 78 hp H and ../ (Ym G06/ lbYftH high power unit They are joined by two 057. cc engines having the same dohc and 062valve top end architecture but delivering either 005 P< G75 k>R 001 hpH and 056 (Ym G005 lbYftH of tor?ue or 0.7 P< G83 k>R 0.6 hpH and 054 (Ym G006 lbYftH of tor?ue. Hyundai claims that 005 P< G75 k>R 001 hpH diesel unit can return a class leading 005gNkm of +:. while sipping just one litre of H<" to go .1..5 kmN; G65.4 mpg2impR 53.4 mpg2'<H G3.1;N0// kmH in the uropean combined driving cycle. !ll diesel engines and 0.. and 0.3 petrol engines come mated to five2speed manual transmission, there is an option of a four2 speed automatic for some 0.3 petrol engined models, the 0.6 is mated to a six2speed manual transmission.

49

-S!OT ANALYSIS-

Stre!/th$
The Kuality !dvantage ! #uying xperience ;ike (o :ther >idespread

50

(ea0!e$$e$
+ommodity Price &isks xchange &ate &isk Poor %aintenance

Opport !#t#e$
;eading =rowth

Threat$
&isk $actors #usiness &isks Threat$ %ro2 Co2pet#tor$ %aruti 'dyog ;imited Tata %otors ;imited +hevrolet India ;imited.

51

Chapter No. 3

ANALYSIS AND INTER RETATION

52

)ACTORS IN)LUENCING SALES O) CARS1

)EATURESL It plays major role in sale on any cars. Today people are more attracted
towards the features of cars and are ready to spend huge amount of money on buying a handset having huge numbers of features. .g. %aruti <wift CEi, Hyundai i./ !sta G:H etc.

PRICEL Price also plays a major role. +ompanies need to place their products in such a
way that it can differentiate itself from others by its price. If price of car is kept low and more features are provided to customers than company can create market for itself.

A6AILA'ILITYL Products need to be available easily. +ustomers don)t like to travel

much to buy cars. They prefer to get their cars from nearest showrooms so in order to be market leader companies should make sure that there products are easily and conveniently available to customers.

A)TER SALES SER6ICEL +ompanies should make sure that they provide good after
sale service to their customers and there problems are rectified as soon as possible. The turn around time should be very less that customers don)t have to wait too long for their problems so to be solved.

8UALITYL The ?uality of products should be very good. Today)s customers want value
for money if that is not provided than company will find it difficult to position itself in

53

the market.

-ANALYSIS-

:8& !.$%. Ca( b(an, ,o 0o) .a;e < %aruti <u*uki Hyundai +hevrolet :thers 18 13 05 0.

54

M!r%"# H.%n*!# C0),r &)" O"0)r'

:3& !.$%. Ca( ,o 0o) /(efe( o)t of S=$ft an, $34 an, =.$%. -o,el<

%aruti <u*uki <wift

!ighest Model Middle Model Lo'est Model

64
** +, *,

Hyundai i./
!ighest Model Middle Model Lo'est Model

11
*. */

55

;00 40 A0 @0 ?0 N . 3 P)r' n' >0 =0 <0 20 ;0 0 S-#3" #20 H#(0)'" M *)& M#**&) M *)& L -)'" M *)&

:>& !.$%. fa-$l0 In%o-e le;el ,o 0o) Fall $n< .5//// 9 15//// 15//// 9 35//// 35//// 9 55//// !bove 55//// .. 14 10 0/

56

3/ 15 1/ .5 ./ 05 0/ 5 / Income ;evel .5//// 2 15//// 15//// 2 35//// 35//// 2 55//// !bove 55////

:6& !.$le /)(%.as$n1 a %a(? =.at feat)(es $nfl)en%e 0o) < Price Product $eature #rand <ervice "urability .5 B ./ B 1/ B 0/ B 05 B

57

Pr#$) Pr *%$" F)!"%r) Br!n* S)r,#$) D%r!/#&#".

:@& Ho= f(eA)entl0 0o) %.an1e 0o)( %a(< In 021 years In 125 years In 520/ years In %ore than 0/ years .5 B ./ B 1/ B 0/ B

58

<0B 2>B 20B ;>B ;0B >B 0B N . 3 P)r' n' >-;0 Y)!r' M r) "0!n ;0 Y)!r' ;-< Y)!r' <-> Y)!r'

:B& Fo( =.at /)(/ose ,o 0o) )se 0o)( %a(<

2 :fficial Purpose Personal Purpose @oy Purpose :thers

Ma()t$ S)*)+$ S=$ft 05 0. 07 6

H0)n,a$ $34 00 03 8 1

59

20 ;A ;? ;= ;2 ;0 A ? = 2 0 O33#$#!& P)r' n!& C . O"0)r P%r+ ') P%r+ ') P%r+ ') P%r+ ')

S-#3" #20

:C& Ho= ,$, 0o) %o-e to +no= abo)t t.$s Ca(<

2 (ewspaper Television %aga*ine $riends and &elatives

Ma()t$ S)*)+$ S=$ft 3 .0 1 08

H0)n,a$ $34 . 07 . 06

60

2> 20 ;> ;0 > 0 N)-'+!+)r T)&),#'# n M!(!5#n) Fr#)n*' !n* R)&!"#,)' S-#3" #20

:9& D$, A,;e(t$se-ent $nfl)en%e 0o)( %.o$%e? =.$le 0o) %.ose 0o)( %a(< Jes (o +an)t say 75B 5B 0/B

61

Y)' N C!nD" S!.

:D& D$, 0o) .a;e f)ll +no=le,1e befo(e b)0$n1 0o)( %a(< 2 Jes (o Ma()t$ S)*)+$ S=$ft .6 08 H0)n,a$ $34 .1 05

<0 2> 20 ;> ;0 > 0 Y)' N S- #3" #20

:84& !.$%. Fa%to(s belo= $nfl)en%e, 0o)( ,e%$s$on< 2 Price %ileage Kuality &esale Dalue Ma()t$ S)*)+$ S=$ft 48B 67B 4/B 30B H0)n,a$ $34 7/B 60B 37B .8B
62

<tatus <ymbol

06B

00B

40B A0B @0B ?0B >0B =0B <0B 20B ;0B 0B S-#3" #20

Pr#$) M#&)!() 1%!&#". R)'!&) V!&%) S"!"%' S.2/ &

:88& Ho= =o)l, 0o) (ate t.e follo=$n1 fa%to(s of Ca(s =$t. (es/e%t to ,$ffe(ent %o-/an0<

2 %ileage Price Pick 'p %aintenance ;ook and <hape #rand Image

Ma()t$ S)*)+$ S=$ft 47B 64B 70B 61B 67B 57B

H0)n,a$ $34 40B 61B 48B 58B 40B 50B

63

40B A0B @0B ?0B >0B =0B <0B 20B ;0B 0B S-#3" #20

M#&)!() Pr#$) P#$6 U+ M!#n")n!n$) L 6 !n* S0!+) Br!n* I2!()

:83& If a ne= Ca( =$t. 1oo, feat)(es %o-es $n? t.en =o)l, 0o) l$+e to %.an1e 0o)( eE$st$n1 %a( <

2 Jes (o +an)t <ay

Ma()t$ S)*)+$ S=$ft 04 06 00

H0)n,a$ $34 ./ 03 3

64

2> 20 ;> ;0 > 0 Y)' N C!nD" S!. S-#3" #20

65

Chapter No. 4

CONCLUSIONS AND RECOMMENDATIONS

66

-CONCLUSIONS-

0. %aruti <u*uki <wift is considered to be most fuel2efficient car on Indian roads,T has better ?uality, higher resale as compared to Hyundai i./. .. %aruti <u*uki <ervice T <pare parts are available throughout India and in local markets also, T <wift has comparatively low maintenance cost in contrast to Hyundai i./. 1. >hile buying a car, economy is the main consideration in form of price, maintenance cost, fuel efficiency. 3. %ajority of the respondents had bought changed their cars within 5 9 0/ years of purchase of their older cars. 5. %aruti <u*uki <wift has been rated better than Hyundai i./ by the people in terms of mileage, price, pick up, maintenance and brand image, while Hyundai i./ has only been rated better in terms of looks and shape. 6. The middle model in both %aruti <u*uki <wift and Hyundai i./ is preferred more than the highest and lowest models respectively, by the people. 4. %aruti <u*uki <wift is more preferred than Hyundai i./ by people in terms of :ffice and @oy purposes, while Hyundai i./ is more preferred for Personal Purposes. 7. :wners of Hyundai i./ are interested in changing their cars if a new model is out, more than the owners of %aruti <u*uki <wift.

67

-RECOMMENDATIONS-

0. Hyundai should focus on improving the fuel efficiency of its i./ model, the ?uality and reliability needs to be worked upon too, on which the resale value of car depends. .. Hyundai needs to tap the export market more efficiently as there is a huge potential to make India as the worldFs 32wheelers production base. $or this, it needs to look for joint ventures abroad. 1. %ore service centers should be opened for Hyundai %otors, so that its <ervice T <pare parts are available throughout India and in local markets also. 3. They should also introduce some good financeNdiscount schemes for students, so that more of the young generation is attracted.

68

-BIBLIOGRA HY-

0. www.marutisu*ukiswift.com .. www.hyundai.com 1. www.google.com 3. www.wikipedia.org 5. www.authorstream.com 6. www.india2server.com 4. www.wiki.answers.com 7. www.cardekho.com 8. www.profilefacts.blogspot.com

-:UESTIONNAIRE-

69

N!2): EEEEEEEEEEEEEEEEEEEEEEEEEEEEEEEEEE C n"!$" N .: EEEEEEEEEEEEEEEEEEEEEEEEEEEEEE

A()L

aH 052./ cH 1/23/

bH ./2.5 dH !bove 3/

O$$%+!"# nL aH #usinessman cH <tudent

bH mployee dH :ther

1;: W0#$0 $!r /r!n* * . % 0!,)F aH %aruti <u*uki cH +hevrolet bH Hyundai dH :thers

12: W0#$0 C!r * . % +r)3)r %" 3 S-#3" !n* #20 !n* -0#$0 2 *)&F aH %aruti <u*uki <wift
2;owest 2%iddle 2Highest

bH Hyundai i./
2;owest 2%iddle 2Highest

1<: W0#$0 3!2#&. In$ 2) &),)& * . % 3!&& #nF aH .5////215//// cH 35////255//// bH 15////235//// dH !bove 55////

70

1=: W0#&) +%r$0!'#n( ! $!rG -0!" 3)!"%r)' #n3&%)n$) . % F aH Price cH #rand eH "urability bH Product $eature dH <ervice

1>: H - 3r)H%)n"&. . % $0!n() . %r $!rF aH In 021 Jears cH In 520/ Jears bH In 125 Jears dH In more than 0/ years

1?: F r -0!" +%r+ ') * . % %') . %r $!rF aH :fficial Purpose cH @oy Purpose bH Personal Purpose dH :thers

1@: H - *#* . % $ 2) " 6n - !/ %" "0#' C!rF aH (ewspaper cH %aga*ine bH Television dH $riends and &elatives

1A: D#* A*,)r"#')2)n" #n3&%)n$) . %r $0 #$)G -0#&) . % $0 ') . %r $!rF aH Jes cH +an)t <ay bH (o

14: D#* . % 0!,) 3%&& 6n -&)*() /)3 r) /%.#n( . %r $!rF aH Jes bH (o

71

1;0: W0#$0 F!$" r' /)& - #n3&%)n$)* . %r *)$#'# nF aH Price cH Kuality eH <tatus <ymbol bH %ileage dH &esale Dalue

1;;: H - - %&* . % r!") "0) 3 && -#n( 3!$" r' 3 C!r' -#"0 r)'+)$" " *#33)r)n" $ 2+!n.F aH %ileage cH Pick 'p eH ;ook and <hape bH Price dH %aintenance fH #rand Image

1;2: I3 ! n)- C!r -#"0 ( )I#'"#n( $!r F aH Jes cH +an)t <ay

* 3)!"%r)' $ 2)' #nG "0)n - %&* . % &#6) " $0!n() . %r

bH (o

1;<: An. S%(()'"# n' 3 r "0) $ 2+!n. F EEEEEEEEEEEEEEEEEEEEEEEEEEEEEEEEEEEEEEEEEEEEEEEEEEEEEEEEEEEEEEEEEEEEEEEE EEEEEEEEEEEEEEEEEEEEEEEEEEEEEEEEEEEEEEEEEEEEEEEEEEEEEEEEEEEEEEEEEEEEEEEE EEEEEEEEEEEEEEEEEEEEEEEEEEEEEEEEEEEEEEEEEEEEEEEEEEEEEEEEEEEEEEEEEEEEEEEE

"ateL ZZ N ZZ N ZZZZ

G<ignatureH

72