TVS Apache (MKT)

A STUDY ON PROMOTIONAL ACTIVITIES KARTHIK MOTORS TVS
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1.1 INTRODUCTION OF MARKETING MANAGEMENT
Marketing is one of the concepts in management studies that is often
difficult to define. Marketing is the management process responsible
for identifying, anticipating and satisfying customer requirements
profitably. Marketing deals with customers creating customers value
and satisfaction are the heart of modern marketing thinking and practice.
Sound marketing is critical to the success of any organization large or
small, profit or non profit, domestic or global. The two fold of marketing
is to attract new customers by promising superior value and to keep
current customers by delivering satisfaction. Today marketing must be
understood in the old sense of marketing as sale. Telling and selling
but in the new sense of satisfying customer needs. If the marketer does
good job of understanding needs: develops product that provide superior
value, and prices distributes and promotes the effectively these products
will sell very easily.
NEW HORIZON COLLEGE OF MANAGEMENT 1

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1.2 MEANING OF MARKETING:
1. Marketing means managing markets to bring about exchange and

relationship for the purpose of creating value and satisfying needs
and wants.
2. Marketing is a process by which individual and groups what they
need and want by creating and by exchanging products and value by
other.
1.3 DEFINITION OF MARKETING:
1. Customer oriented
The consumer oriented marketing has given rise to a new philosophy
in business known as the marketing concept.
2. American management association (AMA)

The performance of business activities that direct the flow of goods
and services through produces through to customers or users product
orientation.
3. Philip Kotler:
Marketing is human activity directed at satisfying needs and wants
through exchange process

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1.4 BASIC CHARACTERSTICS OF MARKETING:
1. It is operational: That is managers must think and act to achieve

results. Benefits of marketing will not emerge from a passive attitude
to the exchange process emphasizing the statement No gains without
pains.
2. It is customers oriented: That is marketing firms is to be keen

observer outside focusing its attention on need s of customers.
3. It is mutuality of benefits: Exchange of goods and services work and

persist because it is the mutual interest of both parties to continue.
Both the marketer and customer benefits through supply of quality
good and services in return of profit.
4. It is value driven: The culture of the marketing firm are based on a

desire to build the business through meeting the needs and responding
to the market were the value exposed by firms leaders are
communicated to all those involved ion the firm.
5. It is proactive to the environment: Marketing firms is a sub system of

super system the environment. The environment is something which is
external to the firm.

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1.5 MEANING OF PROMOTION :
Promotion stands for the various activities the company undertakes
to communicate and promote its products to the target market.
1.5 OBJECTIVES OF PROMOTION
Promotion has the following specific objectives.
1. it communicates marketing information to consumer. users and
resellers. It provides information to prospective consumers about the
availability features and uses of products.
2. It persuades and convinces the buyer and enters into this consumer
behavior. It is designed to stimulate purchase and to create a positive
image in order to influence long-term buyer behavior.
3. It aims at motivating distributors to provide more floor space to
companys product and push them.
4. It acts as a powerful tools of competition providing the cutting edge
of its ensure marketing program.

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1.7 BENEFITS OF PROMOTION:
1. It creates a positive attitude towards the product
2. It induces the customer to make a purchase by giving extra incentive.
3. It makes the customer to act immediately.
4. It is very flexible and can be used at any stage of new product
introduction.
5. Market promotion us very effective.

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INSPIRATION IN MOTION
TVS Motor is the third largest two-wheeler manufacturer in India and ranks
among the top ten globally. It is the first company in the world to be
honoured with The Deming Prize for Total Quality Management. The
company was the first in India to launch 2-seater 50cc moped and 100cc
Indo-Japanese motorcycles. At present TVS Apache, TVS Victor, TVS
Scooty, TVS Centra and TVS Fiero are the popular bikes in Indian market.
Quick Facts
Founder T V Sundaram Iyengar
Country India
Year of Establishment August 1980 (TVS Group in 1911)
Industry Manufacturing of two-wheelers and auto
components
Business Group TVS Group
Listings & its codes NSE
TVS - Suzuki Ltd: TVSSUZUKI
TVS Motor Company Limited: TVSMOTOR
TVS Motor Company Limited: TVS-SUZUKI
BSE
TVS Motor Company Ltd.: 532343
Head Office TVS Motor Company
Jayalakshmi Estates V Floor
8, Haddows Road, Chennai - 600006
Tel.: +(91)-(44)-28272233
Fax: +(91)-(44)-28257121
Factory Post Box No. 4
Harita, Hosur - 635 109
Tel.: +(91)-(4344)-276780
Fax: +(91)-(4344)-276878

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Post Box No.1

Byathahalli Village, Kadakola Post
Mysore - 571 311
Tel.: +(91)-(821)-2596561
Fax: +(91)-(821)-2596550/ 2596553
Segment and Brands

TVS Apache
TVS Apache RTR FI 160
TVS Centra
TVS Fiero FX
TVS Flame
TVS Scooty
TVS Star
TVS Victor
TVS Victor GLX 125
TVS XL Super
Milestones of TVS Motor

1980 India's first 2 seater 50cc Moped TVS 50, launched in Aug.
1984 First Indian Company to introduce 100cc Indo-Japanese

motorcycles in Sept.
1994 Launched first indigenous Scooterette (sub-100 cc
variomatic scooters), TVS Scooty in June.
1996 Introduced first catalytic converter enabled motorcycle, the
110cc Shogun in Dec.
1997 Launched India's first 5-speed motorcycle, the Shaolin in
Oct.

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2000 Launched TVS Fiero, India's first 150 cc, 4 stroke

motorcycle in April.
2001 Launched TVS Victor, 4-stroke 110 cc motorcycle, in
August, India's first fully indigenously designed and
manufactured motorcycle.
2004 Launched TVS Centra in January, a world-class 4-stroke
100 cc motorcycle with the revolutionary VT-i Engines for
best-in-class mileage.
Launched TVS Star in Sept, a 100 cc motorcycle which is

ideal for rough terrain.
Company Flashback
TVS Motor Company Limited is the flagship company of TVS Group, the
USD 2.2 billion group. The Group is the third largest two-wheeler
manufacturer in India and globally among the top ten, with an annual
turnover of over USD 650 million.
Currently, the group has more than 30 companies and employs over 40,000
people worldwide. With steady growth, expansion and diversification, it
commands a strong presence in the manufacturing of two-wheelers, auto
components and computer peripherals. They also have vibrant businesses in
the distribution of heavy commercial vehicles (HCV) passenger cars, finance
and insurance.
1980 is the red letter year for TVS when India's first two-seater moped rolled
out. It ushered in an era of affordable personal transportation.
Globally, TVS Motor Company is the first two-wheeler manufacturer to be
honoured with the hallmark of Japanese Quality - The Deming Prize for
Total Quality Management.

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Auto Companies
Amtek Auto Hero Honda Royal Enfield
Apollo Tyre Hero Motors Skoda Auto India
Ashok Leyland Honda Motors Suzuki
Bajaj Auto Hindustan Motors Swaraj Mazda
Daewoo Motors Hyundai Tata Motors
Eicher Motors Kinetic Engineering Toyota Kirloskar Motor
Escorts Limited Mahindra & Mahindra TVS
Fiat India Maruti Udyog Ltd. Volvo
Ford India MRF Ltd. Yamaha Motors India
General Motors Punjab Tractors
Tvs Bikes
The TVS group was established in 1911 by Sri T.V.
Sundaram Iyenger. TVS group commands a strong presence
in manufacturing of two-wheelers, auto components and
computer peripherals. TVS Motor Company's first launch
was 50 cc Moped TVS 50 in August 1980. It is the first
Indian company to introduce 100 cc Indo-Japanese
Motorcycles in India in 1984. It was also the first Indian
company to launch indigenous scooterette in India in 1994.
It has grown rapidly since it's eginning to become one of the
prominent two-wheeler manufacturers in India. Today TVS
is a well-known brand in the field of bike manufacturing.
The manufacturing unit of TVS Motor is located at Hosur
and Mysore.

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Various Models Of Tvs
Tvs Apache
Available Models
Apache RTR 160

Apache RTR F1
160
Tvs Star
Available Models
Star City
Tvs Flame
Available Models
Flame CC-VTi
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TVS APACHE OLD MODEL

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HISTORY OF COMPANY
1982
- The company was incorporated as Indian Motorcycle Pvt. Ltd. on 15th

July. Its name was changed to Indo Suzuki Motorcycles Pvt. Ltd. and it was
converted into a public limited company on 12th January, 1984. It was
promoted by Mr. N. Krishnan in collaboration with Suzuki Motor Co. Ltd.
Japan; Sundaram-Clayton, Ltd., a member of the Company to the extent of
Rs 70 lakhs.
- The company entered into a technical know-how and assistance agreement

with Suzuki Motor Co. Ltd., of Japan on 22nd September. As per the terms
of the Colloboration, Suzuki agreed to furnish complete technical
information and know-how, trade secrets and other data.
- All shares taken up by promoters etc. 1984
- The company received a letter of intent for the manufacture of 20,000

spark ignition operated out board motors and 30,000 internal combustion
spark ignition engines upto 500cc per annum.
- 59,40,000 shares issued at par in 1984. 7,00,000 shares allotted to

Sundaram Clayton, Ltd. Chennai, 70,000 shares allotted to Anusha
Investments (P) Ltd. Chennai, 20,00,000 shares allotted to Suzuki Motor
Co., Ltd., Japan; 2,20,000 shares allotted to employees and business
associates and 29,70,000 shares offered to the public. 1985
- A new company "Lakshmi Auto Components Pvt Ltd." was incorporated

for the manufacture of critical engines and transmission parts. 1986
- The company acquired the assets of the moped division from Sundaram
Clayton Ltd. The cost of acquisition was met partly by rights issue of equity
shares. The company subscribed to 39,20,000 equity shares of Rs.10 each of
Lakshmi Auto Components Pvt Ltd, whereupon it became a subsidiary of
the company.

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- The name of the company was changed from Indo Suzuki Motorcycles Ltd.
to TVS Suzuki Ltd with effect from 18th August.
- 154,00,000 Rights Equity shares issued at par in prop. 2:1. 1988
- The company obtained a letter of intent for expanding the capacity to

4,00,000 Nos. two wheelers. 1989
- The working was adversely affected due to labour unrest which resulted in
a lock-out from 28th February 1990. The lock out was lifted in the second
week of June 1990. 1990
- The company launched a 34cc miniped to take advantage of the Motor

Vehicle Act that exempts such vehicles from the payment of road tax. The
Company worked for only 10 months due to lock-out. 1991
- The technical aid agreement entered into with Suzuki Motor Co., Japan
which expired in August 1991 was extended for three more years with the
approval of the Government of India.
1992
- The Company launched two new models of motor cycles viz. `Sumurai'
and `Shogun'.
1993
- The Company launched a new model of moped viz. `TVS Scooty'.
1995
- The Company was studying the feasibility of opening a second plant at a

different location to meet the growth in demand for two wheelers in the near
future. It also proposed to introduce upgraded version of mopeds. In
addition, during the year, the Company undertook to develop new models of
motorcycles.
1996

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- The company is taking steps to meet the increase in demand for its
products and improve the market share.
- A statement relating to the subsidiary, M/s Lakshmi Auto Components

Limited, Chennai, and a copy of its annual accounts for the year ended 31st
March, 1996 are attached to the Balance Sheet pursuant to section 212 of the
Companies Act, 1956.
- As per the requirements of section 217(1)(e) of the Companies Act, 1956

read with the Companies (Disclosure of Particulars in the Report of Board of
Directors) Rules, 1988, the information regarding conservation of energy,
technology absorption and foreign exchange earnings and outgo are given in
annexure I to this report.
1997
- TVS-Suzuki plans to set up an auto ancillary estate through joint venture

with some of its existing components suppliers. The proposed project is to
come up at a new 57 - acre site near TVS-Suzuki's existing plant at Hosur.
- Leading two-wheeler manufacturer in the country, TVS Suzuki, will soon

set up a new 2.5 lakh capacity scooter plant in Mysore.
- TVS-Suzuki (TSL) - a joint venture between the TVS group and Suzuki
Motor Corporation, Japan - was the first company to launch a 100-cc
motorcycle in the Indian market.
- Credit Analysis & Research Ltd (Care) has assigned the credit rating of
CARE AA+ (double A plus) to the proposed non-convertible debenture issue
of Rs.100 crore by TVS-Suzuki Ltd (TSL).
- TVS Suzuki is a joint venture between Saundaram Clayton Ltd. of the TVS
group and Suzuki Motor Corporation, Japan.
- The company proposes to introduce kick start facility.
- TVS Suzuki Ltd (TSL), the second largest two-wheeler manufacturer in the
country, will be restructuring its entire vendor-base in the next five years

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with the objective of creating robust vendors to meet its future expansion
plans.
- TVS Suzuki Limited is officially launching its new moped model, the XL
Super.
- The Rs. 100 crores non-convertible debentures of TVS-Suzuki Limited

rating of AA + (high safety with higher standing) has been retained by
CARE.
1998
- TVS Suzuki Ltd, one of the leading two-wheeler manufacturers in the

country, has crossed the Rs.1,000-crore turnover mark in 1997-98.
- TVS will be the first company in the country to introduce the 4 stroke
scooter in the Indian market.
- TVS' new-generation state-of-the-art four-stroke scooter Spectra, of which

we gave you an exclusive preview last month, was launched in spectacular
fashion at the TVS Millennium Show on October 1 in New Delhi.
- TVS Suzuki Ltd on October 1 launched its new generation 4-stroke scooter
`TVS Spectra' in Delhi.
1999
- TVS Suzuki is all set to launch a scaled-down version of Spectra -- the

recently launched four-stroke scooter.
- The company is set to launch Spectra on a nation-wide basis in April.
- Suzuki has indicated to the TVS group that if it did not agree to the
Japanese company's acquiring a majority stake, it should allow Suzuki to set
up a 100 per cent subsidiary.

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2000
- The Company, pioneers of Indo-Japanese motorcycles in the country, has

launched its latest offering, Suzuki Fiero, in the Kerala market.
- The Tamil Nadu based TVS-Suzuki has launched the 150 CC four-stroke
powerhouse Suzuki Fiero in Tamil Nadu, close on the heels of its launch in
Rajasthan, Karnataka and Kerala.
- Two-Wheeler major, TVS-Suzuki Limited is set to create a special cell to

tap the institutional segment.
- The Company proposes to relaunch its four-stroke scooter, Spectra, in July.
- Two-wheeler major TVS Suzuki is all set to cross the magic one million
mark durisng the current fiscal with 12 new models lined up over the next 18
months.
- Motocycle giant, TVS Suzuki, has forged an alliance with Brand Dotcom
to leverage the latter's online expertise brand building on the Net.
- TVS-Suzuki Ltd on August 30th, formally launched its indigenously

developed 4-stroke motorcycle, TVS Victor, here. The price has been fixed
at Rs 41,187, (ex-showroom, Chennai).
- The TVS group and Suzuki Motor Corporation September 27 parted ways
from their 15-year-old joint venture with the former buying out the 25.97 per
cent stake of the Japanese company for Rs 9 crore.
2002
- TVS Motor Company Ltd has informed that the Board declared an interim
dividend of Rs 9.00 per share on 2,31,00,070 equity shares of Rs 10/- each
fully paid up, aggregating to Rs 231.00 million.
2003
-TVS Motor Company has recorded a market share of 35% from motor
cycles division

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-K.S.Bajpai has been appointed as an Additional Director on the Board.
-TVS, Bajaj Auto and Yamaha have grabbed the market share from the
country's largest motor cycle maker Hero Honda.
-The TVS victor sales has crossed 4 lakh unit mark in less than 18 months of
its launch.
-TVS Motor has recorded a 31% growth in its sales.
-C V R Panikar has been appointed as Additional Director on the Board of

TVS Motor Company Ltd.
-TVS Motor Company has reintroduced Fiero, inorder to compete with Bajaj
Pulsar.
-TVS Motor Company Ltd has introduced its own racing bikes which Team
TVS will test on the tracks in Asian Circuit.
-TVS Motor launched 4 new mobikes including a new brand 100-cc mobike
called the Centra.
-TVS Motor Chairman and MD Venu Srinivasan has been selected in

Business Week's Stars of Asia which covers the top 25 achievers in the
continent.
-TVS Motor Company adds two new models in two-wheeler segment.
-TVS Motor ties up with State Bank of India for scooter and Motorcycle
financing.
-Launches Fiero F2 and Scooty Pep models
-Board of approves the merger of engine components division of its

subsidiary, Lakshmi Auto Components (LAC) with TVS Motors effective
from April 2, 2003

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2004
-TVS Motor , on Jan 5 launched Centra, a 100 cc four-stroke motor cycle,

with variable timing intelligent (VTI) engines, claiming to give more
mileage to consumers. The Centra has bundled price, style, power along
with fuel efficiency making it a fill-once-a-month bike, and it's priced at
Rs.36,990. nearly Rs 100 crore investment had gone into the launch of
'Centra', including R&D, plant and machinery.
-TVS Motor Company Unveil TVS Centra With ' VT-i Engines',, a 100 CC 4
stroke motorcycle
-TVS Motor Company launched its new bike - TVS Centra - here on
February 9, 2004, for the first time in the State. It is a 100-cc four-stroke
motorcycle targeted at the popular segment and a Fill-it-once-a-month bike,
competitively priced at Rs. 36,990. The vehicle has been launched in
January in the metros and other cities and so far 8,000 vehicles had been
sold in the country.
-TVS Motor Company and Union Bank of India (UBI) have announced the
launch of `Union Miles Scheme,' an exclusive two-wheeler finance scheme
- TVS Motor Company (TVS) launches new 125cc, 4-stroke Victor GLX
motorcycle in Chennai on May 02, 2004
-TVS Vice President resigns
-TVS Motors forges alliance with Andhra Bank
-Canara Bank, TVS Motor rolls out TVS Canmobile
-TVS picks up Asian Network for Quality award
-TVS unveils new version of 'Victor GX'

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2005
-TVS Motor Company introduced its entry-level 4-stroke motorcycle - TVS

Star - in the Kerala market
-TVS rolls out Star bike in Andhra Pradesh
-TVS Motor Company launches TVS Centra VT-i, a variant of its four-
stroke 100cc model TVS Centra on May 6
-TVS Motor rolls out two motorcycle variants named Victor EDGE, StaR
City and Scooty Pep plus
2006
-TVS Motor appoints new President
-TVS launches Apache in Vizag
-TVS Motor Company launched a new version of 125 cc Victor GLX with
an electric start option
2007
-TVS Motor Co, has rolled out seven new vehicles, including its first three-
wheeler and a new 125 cc bike, aimed at gaining lost share in a highly
competitive market.
2009
- TVS Motor Company launched Scooty Streak, which is its latest

scooterette targeted at girls of 16 to 20 age group.

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2.3 Applying Mackenzies 7S MODEL
KARTHIK MOTORS TVS & SERVICE
General Manger (Proprietor)

1. Structure
Sales Manager Service Manager Service Manager
Show Room in Charge Service Supervisor Accountant
Team Manager Service Staffs Assistant Accountant
Sales Representative
2. System
In case of buying a vehicle, when a customer comes the
receptionist welcomes him and he will led to the show room manager.
Showroom manager will show all the vehicles according to his desire. After

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seeing the vehicle he is interested, they will give quotation. If he
has money, he can directly buy from the show room. If he had financial
assistance, he will be assisted by the representatives of financial institution
who already working with show room staff. For credit purpose customer has
to give a post paid cheque to the financial institutions and financial
institution will pay the amount of vehicle to the showroom. Once the financial
institution gives the amount to the show room, the customer pay the insurance
and then road tax and will go for registration and vehicle service and repairs and
provide daily operation.
3. Style
The style of manager is democratic and he gives enough freedom to the
staff and he motivates them to perform well. In case of difficulties the
employees are feel free to approach manager.
4. Staff
Staffs are recruited in the organisation through advertisement and reference
of present employees. It is a major source of recruitments. Some staffs

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are working under marketing department and some are working under
Finance department and others are working under service department
5. Skills
Firstly, they give training to the workers in the showroom itself and they
will send workers to the Bajaj Company. From there workers get
accurate training.
6. Strategy
The main strategy adopted for winning the competition is attractive.
Advertisement in newspaper, magazine and television. This will enable the
company to communicate its quality to the customers. Thus winning the
competition. Other strategy include 0% interest loan, low rate interest loan,
gift vouchers, free services and free accessories etc. These are the main
strategy for winning the competition.
7. Shared values
Staffs punctuality, sincerity, responsibility, dedication towards company.
A good relationship between mangers and workers.

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2.4 INDUSTRY PROFILE
INDIAN AUTOMOBILE INDUSTRY: AN INTRODUCTION
With five thousand years of history behind it, a five decade young nation
and the largest democracy in the world, India today has the second largest
volume of human resource in the world. It has no more than 2.5 per cent of
global land but is the home of one sixth of the world's population of more than
1.1 billion. India possesses one of the richest reserves of biodiversity,
minerals and metals, soils and water, flora and fauna in this part of the globe
and has climatic conditions suitable for round the year economic activity in
any part of the nation. More than five decades of sustained and planned
developmental INITIATIVE IN India has fielded substantive results on social
and economic fronts. Assisted by a comprehensive performs programmed
since early 1990s, GDP growth in the post perform period has improved from
an average of about 5.7 per cent in the 1980s to an average of 6.1 per cent in
the last decade, making India one of the fastest growing developing countries.
Indeed, in the current year, India is amongst five fastest growing economies

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of the world. In terms of purchasing power parity (PPP), India is
world's fourth largest economy. The incidence of poverty has continued to
decline and population growth has also decelerated below 2 per cent for the
first time in four decades.
However, like the rest of the world, last two years of general
economic slow down has adversely affected India also. However, the strong
fundamentals of the Indian economy have not permitted pace of growth to
decelerate much.
That is why India continues to be one of the five fastest growing
economies in the world.

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INDIAN AUTOMOBILE INDUSTRY: BACKGROUND INFORMATION
In India, as in many other countries, the auto industry is one of the largest
industries. It is one of the key sectors of the economy. The industry
comprises of automobile and the auto component sectors and encompasses
commercial vehicles, multi utility vehicles, passenger cars, two wheelers,
three wheelers, tractors and related auto components. The industry has
shown great advances since delicensing and opening up of the sector to
Foreign Direct Investment (FDI) in 1993. It has deep forward and backward
linkages with the rest of the economy, and hence, has a strong multiplier
effect. This results in the auto industry being the driver of economic growth
and India is keen to use it as a lever of accelerated growth in the country.
In India, since the early 1940s when the auto industry rolled out first
passenger car, its significance in the economy has progressively increased.
However, from its early days until the mid-1980s for two-wheelers and
LCVs and until the early 1990s for passenger cars, the focus of development
of the automotive industry has been on import substitution. The current low
penetration levels in India in all three segments of the industry, namely

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commercial vehicles, passenger cars and two wheelers and under-
exploitation of the potential of this industry to foster the growth of the economy
have resulted in the auto industry contributing a relatively low (nearly 5 per
cent) share of industrial output in India compared to the 8-10 percent range in
other developing countries and around 15 per cent in mature economies.
During last decade, conscious efforts have been made to find-tune state
policy-perspective in a manner that this industry realizes its full potential in the
economy. With this, the industry has shown great advances since abolition of
licensing in 1991 and automatic approval permitted up to 51 per cent foreign
investment in priority sectors that included the automotive industry, except
passenger car manufacture. Motor car manufacture was freed from licensing in
April 1993. Public policy dispensation requiring new joint venture car
manufactures to commit certain levels of phased indigenization, minimum
investments in manufacturing facilities, neutralization of foreign exchange on
imports with the exports of cars and components, etc. was withdrawn in
September 2001 as a major initiative to bring policy framework in step with
WTO requirements. The quantitative restrictions on imports were removed
with effect from 1st April 2001.

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Thus Industrial licensing and foreign investment regime in the country
has been progressively liberalized. The freeing of the industry from
restrictive environment has on the one hand helped it to restructure, absorb
new technologies, align itself to the global developments and realize its
potential; on the other hand, this has significantly increased industry's
contribution to overall industrial growth in the country.
There are at present 13 manufacturers of passenger cars and multi
utility vehicles, 7 manufacturers of commercial vehicles, 11 of 2 or 3-
wheelers and 10 of tractors besides 4 manufacturers of engines. The industry
has an investment of a sum ex ceding US$ 10 billion.
During 1999-2000 the turnover of the automotive industry as a whole
was US$ 12.5 Billion approximately. The industry employees 5,00,000
people directly and more than 10 million people indirectly and is now
inhabited by global majors in keen competition. The arrival of most
international automotive giants in India has set the stage for an exponential
growth in the component industry's levels of technology, quality and

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competitiveness. At the same time, the arrival of new and
contemporary models has stimulated demand for vehicles in the market. The
auto industry
has achieved a cumulative annual growth rate (CAGR) of 22 per cent
1992-1997 (or approx. 13 to 14 per cent in real terms) outstripping industries
production growth by about 30 per cent. This has led to an increase in its
contribution to industrial output from 4.3 per cent in 1992-1993 to 5.4 per cent
by 1996-1997.The component industry in the same period has grown by a
CAGR of 28 per cent. With this the contribution of automobile industry to the
GDP has risen from 2.7 per cent of GDP in 1992 -1993 to 4.5 per cent by
1996-1997. However, with a world wide economic slow down, auto
industry's growth pattern has shown a downward trend in last two years.
Main Export Destinations
Cars : Egypt, Kenya, Nigeria, Somalia, Tanzania, Afghanistan, Nepal, Turkey,
Hungary, Greece, Italy, Netherlands, Spain, Austria, Malta.

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Commercial vehicles : Egypt, African countries, Nepal, Srilanka, Jordan,
Kuwait, Hungary., Russian Federation, France, Brazil
Two-wheelers : African countries. Bangladesh, Srilanka, Turkey, United Arab
Emirates, Paraguay. United Kingdom, Germany, Argentina, Mexico, Australia,
Hong Kong, China.
The auto component industry in India now equipped with
significant advancement in its technological capabilities, due to its alignment
with major vehicle manufacturers in the country and abroad, has a high export
potential. During the late 1990s, the export of auto components has grown by
a CAGR of about 20 per cent, currently; the share of exports out of the total
production of auto component is 10 per cent.

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AUTOMOBILE INDUSTRY: FUTURE PROJECTIONS
With the domestic auto industry now moving in step with the WTO
covenants, the stage is set for it to make rapid strides domestically and
internationally to attain its rightful place in the world trade. A global
recession for last two years notwithstanding, the industry has shown
appreciable resilience and adjusted to the challenges of the environment.
This growth estimate implies certain assumptions relating to segment-
wise growth rates based on a study conducted by the National Council of
Applied Economic Research (NCAER)
Projected growth of exports
As mentioned earlier, the Indian economy is now increasingly in
step with the world environment of free trade and liberal movement of goods
and services cutting across inter country barriers. In such environment,
Indian exports in sectors such as automobile and auto components are
expected to grow faster than many other sectors. This is also due to India's
competitiveness and quality-consciousness now finding increasing

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acceptability across the world. Keeping these in view, India's export
turnover is expected to more in the following manner in next few years.
Recent trends in Indian Automobile sector
Globalization is pushing auto majors to consolidate, to
upgrade technology, enlarge product stage, access new markets and cut costs.
They have resorted to common platforms, modular assemblies and systems
integration of component suppliers and e-commerce. The component
industry is undergoing vertical integration resulting into emergence of
'systems and assembly suppliers' rather than individual component
suppliers. Thus, while most component suppliers are integrating into tier
2 and tier 3 suppliers, larger manufacturers and multinational corporations
are being transformed into tier 1 companies. Environmental and
safety concerns are leading to higher safety and emission norms in the
country. India has ready charted out a road map for reaching EURO-II
norms across the country by the year 2005. Most vehicle manufactures are
already producing EURO-II compliant vehicles in the country to meet
special requirements of capital city of New Delhi where the Supreme Court

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verdict has already necessitated this. To meet the concomitant
testing and certification activities relating to higher safety and emission

1
norms, testing infrastructure in the country is being overhauled. A
substantive state funding is being planned in upgrading the testing
infrastructure with participation of industry. Environmental pollution and the
need to conserver existing supply of fossil fuels have led to search for
alternative fuels. In addition to supporting Greenfield research in this area,
an ambitious phased programmed to upgrade carbon fuel quality
commensurate with higher emission norms is also being undertaken.
Foreign direct investment norms have already been considerably relaxed.
Unhindered import of automobiles, including new and second hand
vehicles, has also been permitted. Most non-tariff barriers have also been
relaxed or removed. The Government has moderated and lowered taxes
and duties on automobiles, including customs duty. Value Added Tax
(VAT) is also proposed to be introduced across the country from I April
2001. The Government has also allowed private sector participation in
the insurance sector. Norms guiding external commercial borrowings

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(ECBs) have been liberalized and lending rates within the country have
also been reduced further strengthening the environment of investment. An
ambitious programme to upgrade the quadrilateral of highways in the
country, the Government is laying a eight-lane expressway linking all
metropolitan and several important capital towns across the country paving the
way for movement of heavier haulage vehicles.

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CHAPTER-2
RESEARCH DESIGN
TITLE OF THE PROJECT
A STUDY ON PROMOTIONAL ACTIVITIES OF
APACHE RTR
3.2 STATEMENT OF THE PROBLEM
Promotional activities plays a crucial role in enabling an
organization to change and develop with its customers. Keeping the
existing customer contended is generally much easier takes less time
and involves less expense. The reason for this is that it takes less
time to find new prospective customer. In this context the study is
conducted with special reference to promotional activities.
3.4 SAMPLING DESIGN
Sampling Method.
Simple random sampling method was used to select respondents
to conduct the study.

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Sample size
The size of the sample is 100. Only 100 respondents were
selected or chosen for the study. The questionnaire were provided to
the respondents along with the interviews being conducted, keeping
in mind the time and cost constraints.
3.5 DATA COLLECTION
The information relevant for the study was drawn from
secondary data, which alone was not sufficient. Primary data was
collected through survey method to conduct the study successfully.
Source of data collection
1. Primary data
The primary data was collected using a questionnaire.
A questionnaire was designed for this purpose.

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2. Secondary data
The other information is obtained from secondary sources
like internal reports, magazines, website and other published
sources.
Tools of data collection
Tools of data collections is collected by :-
1. Questionnaire
2. Personal interviews
3. Phone contacts
3.6 PLAN OF ANALYSIS
Raw primary data has been collected with the help of
questionnaire. The Raw data has been tabulated with the help of
table. From the tables concept, analysis and inferences are drawn
which was used for interpretation. Based on this, charts

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were prepared for better pictorial understanding of the
study. From the set of inferences and interpretation, conclusion
have been drawn which is followed by recommendation and
suggestions, keeping the objectives in mind through out the study.
3.7 METHODOLOGY
SOURCE OF DATA COLLECTION
The information relevant for the study was drawn
from secondary data which alone was not sufficient.
The primary data was collected using a
questionnaire. A questionnaire was designed for this
purpose.
3.3 LIMITATIONS
The study has certain limitations under which it was
carried out. These limitations are as follows:
1. The research work is restricted to Bangalore only.
2. This research does not cover the whole market of
Bangalore

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1. Sample size was confined to 100 respondents keeping in
view time and cost constraints.
2. The information executed by the respondents may or may
not be true because some respondents may not be serious.
However all possible care has been taken to collect the
information as authentically as possible.
PLAN OF ANALYSIS
The Raw data has been tabulated with the help of a table. From the tables
concept, analysis and inferences are drawn which in this was used for
interpretation and charts are prepared.
PRIMARY OBJECTIVES
1. To know about the features that attract the consumer
2. To know about customer satisfaction level.
3. To know about the experience after purchase relating various
parameters (service, bike performance,
mileage etc.)

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REVIEW OF LITERATURE
PROMOTIONAL ACTIVITIES
Promotion is what makes a consumer repeat the purchase of
certain products and service. It is based on the ability of the selling
organization in meeting the customer tastes precisely. The absence of
complaints is not a sufficient indicator that this is being achieved. The
time and effort involves in complaining is a deterrent to making these
view known.
3.8 SCOPE OF STUDY
The area of scope is limited to the segment selected within
Bangalore. Further the scope is narrowed down only to the study of the
identified segments. The result drawn from this study is expected to
benefit the dealers and the company.
OBJECTIVES OF STUDY
To know about the reason for purchasing Bajaj Pulsar DTS-i.

1. To know about the features that attracted the customers.
2. To know about customer satisfaction level.

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1. To know about the experience after purchase relating various
parameters (service, bike performance, mileage etc.).
3. To analyze the nearest competitors.
4.1TABLE ONE
TABLE SHOWING THE AGE GROUP OF THE RESPONDENTS
SL NO. AGE OF GROUPS NO. OF RESPONDENTS PERCENTAGE

1 BELOW 18 YEARS 4 4%
2 18-25 30 30%
3 25-35 42 42%
4 35-45 24 24%
ANALYSIS
Out of 100 respondents
4% of the total no. of respondents are between the age group of below 18
years
30% o
f the total no. of respondents are between the age group of 18-25 years
42% of the total no. of respondents are between the age group of 25-35
years
24% of the total no. of respondents are between the age group of 35-45
years
INFERENCES

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From the above information we infer that the majority no. of respondents
are between the age group of 25-35 years i.e 42% and then comes the age
group of 18-25 years i.e 30% then comes the age group of 35-45 years i.e
24% and while 4% of the respondents are the age group of below 18 years.

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4.2 TABLE TWO

TABLE SHOWING EDUCATION OF RESPONDENTS
NO. OF THE
SL NO. EDUCATION RESPONDENT PERCENTAGES
less than
1 graduate 50 50%
2 Graduate 41 41%
3 Post graduate 7 7%
4 Others 2 2%
100 100%
ANALYSIS

50% of the total no of respondents are less than graduate
41% of the total no of respondents are graduate
7% of the total no of respondents are Post graduate
2% of the total no of respondents are Others
INFERENCES
From the above information we infer that 50 % of respondent
are less than graduate & 41% of the respondents are graduate
7% of the respondents are post graduate & 4% of the
respondents are others.

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GRAPH SHOWING EDUCATION OF RESPONDENTS
50
45
40
35
30
25
20
15
10
5
0
less than Graduate Post others

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4.3 TABLE THREE
TABLE SHOWING THE BEST MARKET PROMOTION STRATEGY
SL NO. MARKET NO. OF RESPONDENTS PERCENTAGE

PROMOTION
1 ADVERTISING 40 40%
2 SALES PROMOTION 36 36%
3 OTHERS 24 24%
ANALYSIS
40% of the total no. of respondents feel that advertising is the best market
promotion strategy
36% of the total no. of respondents feel that sales promotion is the best
market promotion strategy
24% of the total no. of respondents feel that other information is the best
market promotion strategy
INFERENCES
From the above information we infer that the most of the respondents feel
that advertising is the best market promotion strategy i.e 40%.36% of the
respondents feel that sales promotion is the best market promotion strategy
and 24% of the respondents feel that other information is the best market
promotion strategy.

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4.4TABLE FOUR
TABLE SHOWING THE APACHE RTR DIFFERENT FROM OTHER

BIKES TO REACH ITS TOP STAGE OF PROMOTION
SL NO. TOP STAGE OF NO. OF RESPONDENTS PERCENTAGE

PROMOTION
1 Sport edition bike 16 16%
2 Modern technology 40 40%
3 Economical bike 30 30%
4 Others 14 14%
ANALYSIS
16% of the respondents feel that Apache RTR is different as a sport edition
bike.
40% of the respondents feel that Apache RTR is different as a modern
technology bike.
30% of the respondents feel that Apache RTR is different as a economical
bike.
14% of the respondents feel that Apache RTR is different as other
category.
INFERENCES
feel that Apache RTR is different as a modern technology.30% of
respondents feel that Apache RTR is different as a economical bike.16% of
respondents feel that Apache RTR is different as sport edition bike and

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14% of respondents feel that Apache RTR is different as other category to

reach its top stage of promotion

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4.5 TABLE FIVE
TABLE SHOWING OTHER TWO WHEELER IN TVS WHICH IS

EQUALLY PROMOTED TO APACHE RTR
SL NO. BIKES NO. OF RESPONDENTS PERCENTAGE

1 FIERO 14 14%
2 STAR CITY 28 28%
3 VICTOR GLX 10 10%
4 OTHERS 48 48%
ANALYSIS
14% of the total no. of respondents feel that fiero bike is equally promoted
to Apache RTR.
28% of the total no. of respondents feel that star city bike is equally
promoted to Apache RTR.
10% of the total no. of respondents feel that victor glx bike is equally
promoted to Apache RTR.
48% of the total no. of respondents are of other category.
INFERENCES
feel that other category bikes in TVS is equally promoted to Apache RTR
i.e 48%.28% of the no. of respondents feel that star city bike I n TVS is
equally promoted to Apache RTR. 14% of the no. of respondents feel that
fiero bike is equally promoted to Apache RTR and 10% of the no. of
respondents feel that victor glx bike in TVS is equally promoted to Apache
RTR.

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4.6TABLE SIX
TABLE SHOWING THE SPECIFIC FEATURE OF APACHE RTR

WHICH IS NOT IN OTHER BIKE FOR ITS EASY AND FASTER
PROMOTION
SL NO. SPECIFIC FEATURES NO. OF RESPONDENTS PERCENTAGE

1 RTR engine 20 20%
2 Fuel injection technology 42 42%
3 Super bike model 24 24%
4 Others 14 14%
ANALYSIS
20% of the total no. of respondents feel that RTR engine is the specific
feature of Apache RTR which is not in other bikes.
42% of the total no. of respondents feel that fuel injection technology is the
specific feature of Apache RTR which is not in other bikes.
24% of the total no. of respondents feel that super bike model is the specific
feature of Apache RTR which is not in other bikes.
14% of the total no. of respondents feel that other category feature is the
specific feature of Apache RTR which is not in other bikes.
INFERENCES
feel that fuel injection technology is the specific feature of Apache RTR i.e
42%.24% of the total no. of respondents feel that super bike model is the
specific feature of Apache RTR which is not in other bikes. 20% of the total
no. of respondents feel that RTR engine is the specific feature of Apache
RTR which is not in other bikes and 14% of the total no. of respondents
feel that other category feature is the specific feature of Apache RTR which
is not in other bikes.

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4.7 TABLE SEVEN
TABLE SHOWING DETERMINING PRICE OF APACHE RTR
SL NO. OPTIONS NO. OF RESPONDENTS PERCENTAGE

1 Model 22 22%
2 Technology 30 30%
3 Engine capacity 18 18%
4 Others 30 30%
ANALYSIS
22% of the total no. of respondents determine the price by its model.
30% of the total no. of respondents determine the price by its technology.
18% of the total no. of respondents determine the price by its engine
capacity.
30% of the total no. of respondents determine the price by other category.
INFERENCES
From the above information we infer that the majority of 30% of
respondents feels that price is determined by its technology. 30% of
respondents feels that price is determined by its other category. 22% of
respondents feels that price is determined by its model and 18% of
respondents feels that price is determined by its engine capacity of Apache
RTR.

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4.8TABLE EIGHT
TABLE SHOWING THE CUSTOMER FEED BACK ON APACHE RTR

AFTER ITS LAUNCH
SL NO. CUSTOMER OPINION NO. OF RESPONDENTS PERCENTAGE

1 GOOD 26 26%
2 EXCELLENT 52 52%
3 FAIR 18 18%
4 POOR 4 4%
ANALYSIS
26% of the total no. of respondents feel that Apache RTR is good after its
launch.
52% of the total no. of respondents feel that Apache RTR is excellent after
its launch.
18% of the total no. of respondents feel that Apache RTR is fair after its
launch.
4% of the total no. of respondents feel that Apache RTR is poor after its
launch.
INFERENCES
respondents feel that Apache RTR is excellent after its launch. 26% of
respondents feel that Apache RTR is good after its launch. 18% of
respondents feel that Apache RTR is fair after its launch and 4% of
respondents feel that Apache RTR is poor after its launch.

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4.9TABLE NINE

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TABLE SHOWING HOW MANY WORKERS ARE NEEDED TO

PROMOTE A TWO WHEELER
SL NO. WORKERS NO. OF RESPONDENTS PERCENTAGE

1 Less than 5 40 40%
2 5-15 32 32%
3 15-20 18 18%
4 Above 20 10 10%
ANALYSIS
40% of the total no. of respondents feel that less than 5 workers are needed
to promote a two wheeler.
32% of the total no. of respondents feel that 5-15 workers are needed to
promote a two wheeler.
18% of the total no. of respondents feel that 15 -20 workers are needed to
promote a two wheeler.
10% of the total no. of respondents feel that above 20 workers are needed
to promote a two wheeler.
INFERENCES
respondents feel that feel that less than 5 workers are needed to promote a
two wheeler. 32% of the total no. of respondents feel that 5-15 workers are
needed to promote a two wheeler. 18% of the total no. of respondents feel
that 15 -20 workers are needed to promote a two wheeler and 10% of the
total no. of respondents feel that above 20 workers are needed to promote a
two wheeler.

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4.10TABLE TEN
TABLE SHOWING THE INCENTIVES PROVIDED TO THE

RESPONDENTS IN PROMOTING
SL NO. INCENTIVES NO. OF RESPONDENTS PERCENTAGE

1 Monitory 30 30%
2 Non monitory 70 70%
ANALYSIS
30% of the total no. of respondents feel that monitory incentives are
provided in promoting.
70% of the total no. of respondents feel that non monitory incentives are
provided in promoting.
INFERENCES
From the above information we infer that the majority 70% of respondents
are provided non monitory incentives and 30% of respondents feel that
monitory incentives are provided in promoting.

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4.11 TABLE ELEVEN
TABLE SHOWING WHICH MEDIA DO RESPONDENTS PREFER FOR

ADVERTISING
SL NO. OPTION NO. OF RESPONDENTS PERCENTAGE

1 Newspaper 10 10%
2 Tv channels 68 68%
3 Radio 8 8%
4 Others 14 14%
ANALYSIS
10% of the total no. of respondents feel that newspaper is the best media
for advertising.
68% of the total no. of respondents feel that tv channels is the best media
for advertising.
8% of the total no. of respondents feel that radio is the best media for
advertising.
14% of the total no. of respondents feel that other category is the best
media for advertising.
INFERENCES
respondents feel that tv channels are the best media for advertising. 14% of
the total no. of respondents feel that other category is the best media for
advertising.10% of the total no. of respondents feel that newspaper is the
best media for advertising and 8% of the total no. of respondents feel that
radio is the best media for advertising.

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TABLE TWELVE
TABLE SHOWING THE ESTIMATED TURNOVER OF THE

COMPANY
SL NO. AGE OF GROUPS NO. OF RESPONDENTS PERCENTAGE

1 Less than 5 lakhs 8 8%
2 5-15 lakhs 28 28%
3 15-50 lakhs 26 26%
4 Above 50 lakhs 38 38%
ANALYSIS
8% of the total no. of respondents feel that the estimated turnover of the
company is less than 5 lakhs.
company is 5 15 lakhs.
company is 15-50 lakhs.
company is above 50 lakhs.
INFERENCES
respondents feel that the estimated turnover of the company is labove 5
lakhs. 28% of the total no. of respondents feel that the estimated turnover
of the company is 5 15 lakhs. 26% of the total no. of respondents feel that
the estimated turnover of the company is 15-50 lakhs and 8% of the total
no. of respondents feel that the estimated turnover of the company is less
than 5 lakhs.

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4.13TABLE THIRTEEN
TABLE SHOWING THE COMPLAINTS IN APACHE RTR WHICH IS

BACKDROP TO ITS PROMOTION
SL NO. COMPLAINTS NO. OF RESPONDENTS PERCENTAGE

1 Engine capacity 14 14%
2 style 44 44%
3 mileage 24 24%
4 others 18 18%
ANALYSIS
14% of the total no. of respondents feel that engine capacity is the
complaint in Apache RTR.
44% of the total no. of respondents feel that style is the complaint in
Apache RTR.
24% of the total no. of respondents feel that mileage is the complaint in
Apache RTR.
18% of the total no. of respondents feel that other category is the complaint
in Apache RTR.
INFERENCES
From the above information we infer that the majority of 44% of the total
no. of respondents feel that style is the complaint in Apache RTR. 24% of
the total no. of respondents feel that mileage is the complaint in Apache
RTR. 18% of the total no. of respondents feel that other category is the
complaint in Apache RTR and 18% of the total no. of respondents feel that
other category is the complaint in Apache RTR.

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4.14TABLE FOURTEEN

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TABLE SHOWING DAYS REQUIRED TO PROMOTE APACHE RTR
SL NO. DAYS NO. OF RESPONDENTS PERCENTAGE

1 LESS THAN 1 MONTH 20 20%
2 MORE THAN 2 MONTHS 26 26%
3 LESS THAN 3 MONTHS 42 42%
4 ABOVE 3 MONTHS 12 12%
ANALYSIS
20% of the total no. of respondents feel that less than 1 month is required
to promote Apache RTR.
26% of the total no. of respondents feel that more than 2 months is
required to promote Apache RTR.
42% of the total no. of respondents feel that less than 3 months is required
to promote Apache RTR.
12% of the total no. of respondents feel that more than 3 months is
required to promote Apache RTR.
INFERENCES
respondents feel that less than 3 months is required to promote Apache
RTR. 26% of the total no. of respondents feel that more than 2 months is
required to promote Apache RTR. 20% of the total no. of respondents feel
that less than 1 month is required to promote Apache RTR and 12% of the
total no. of respondents feel that more than 3 months is required to
promote Apache RTR.

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4.15TABLE FIFTEEN
TABLE SHOWING THE ESTIMATED MONTHLY SALES
SL NO. SALES NO. OF RESPONDENTS PERCENTAGE

1 LESS THAN 5 22 22%
2 5-10 28 28%
3 10-15 30 30%
4 ABOVE 15 20 20%
ANALYSIS
22% of the total no. of respondents feel that less than 5 is the estimated
monthly sale.
28% of the total no. of respondents feel that 5-10 is the estimated monthly
sale.
30% of the total no. of respondents feel that 10-15 is the estimated monthly
sale.
20% of the total no. of respondents feel that above 15 is the estimated
monthly sale.
INFERENCES
respondents feel that less than 5 is the estimated monthly sale. 28% of the
total no. of respondents feel 5 -10is the estimated monthly sale.22% of the
total no. of respondents feel 5-15 is the estimated monthly sale and 20% of
the total no. of respondents feel that above 15 is the estimated monthly sale.

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4.16TABLE SIXTEEN

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TABLE SHOWING THE FACTORS TO BE CONSIDERED WHILE

SELECTING ADVERTISING MEDIA

1 TARGET 46 46%
2 MESSAGE 28 28%
3 COST 16 16%
4 OTHERS 10 10%
ANALYSIS
s
46% of the total no. of respondents feel that target is the factor to be
considered while selecting advertising media.
28% of the total no. of respondents feel that message is the factor to be
16% of the total no. of respondents feel that cost is the factor to be
10% of the total no. of respondents feel that the other factor to be
INFERENCES
From the above information we infer that the majority of 46% respondents
feel that target is the factor to be considered while selecting advertising
media.
28% of the total no. of respondents feel that message is the factor to be
16% of the total no. of respondents feel that cost is the factor to be
and 10% of the total no. of respondents feel that other factors to be

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4.17TABLE SEVENTEEN

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TABLE SHOWING THE MILEAGE IN APACHE RTR COMPARE TO

OTHER BIKES IN TVS

1 EXCELLENT 48 48%
2 GOOD 38 38%
3 FAIR 12 12%
4 POOR 2 2%
ANALYSIS
48% of the total no. of respondents feel that the mileage in Apache RTR is
excellent when compared to other bikes in TVS.
good when compared to other bikes in TVS.
fair when compared to other bikes in TVS.
poor when compared to other bikes in TVS.
INFERENCES
feel that the mileage in Apache RTR is excellent when compared to other
bikes in TVS. 38% of the total no. of respondents feel that the mileage in
Apache RTR is good when compared to other bikes in TVS.
fair when compared to other bikes in TVS and 2% of the total no. of
respondents feel that the mileage in Apache RTR is poor when compared to
other bikes in TVS.

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4.18TABLE EIGHTEEN

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TABLE SHOWING THE MAINTAINANCE OF APACHE RTR BIKE

1 GOOD 26 26%
2 EXCELLENT 48 48%
3 FAIR 22 22%
4 POOR 4 4%
ANALYSIS
26% of the total no. of respondents feel that the maintainance in Apache
RTR bike is good.
RTR bike is excellent.
RTR bike is fair.
RTR bike is poor.
INFERENCES
feel that the maintainance in Apache RTR bike is excellent. 26% of the
total no. of respondents feel that the maintainance in Apache RTR bike is
good.22% of the total no. of respondents feel that the maintainance in
Apache RTR bike is fair and 4% of t the maintainance in Apache RTR bike
is poor.

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4.19 TABLE NINETEEN
TABLE SHOWING THE SALES STATUS OF APACHE RTR BIKE OF

CURRENT YEAR COMPARING TO PREVIOUS YEAR
SL NO. SALES STATUS NO. OF RESPONDENTS PERCENTAGE

1 INCREASED 88 88%
2 DECREASED 12 12%
ANALYSIS
88% of the total no. of respondents feel that sales status of Apache RTR
bike of current year comparing to previous year is increased.
12% of the total no. of respondents feel that sales status of Apache RTR
bike of current year comparing to previous year is decreased.
INFERENCES
feel that sales status of Apache RTR bike of current year comparing to
previous year is increased and 12% of the total no. of respondents feel that
sales status of Apache RTR bike of current year comparing to previous
year is decreased.

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CHAPTER-5
SUMMARY OF FINDINGS

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5.1FINDINGS :
The project was carried out to analyze the A STUDY ON
PROMOTIONAL ACTIVITIES OF APACHE RTR in the city of Bangalore
with special reference to TRISTAR TVS, BANGALORE .
1. It was inferred from the recent research that the APACHE RTR were
used mainly by students and employees.
2. Most of the 68% respondents prefer for advertising in TV channels .
3. More than half of the surveyed customers feed back on APACHE RTR
after its launch is excellent.
4. More than 30% of the respondents determine the price of APACHE
RTR on technology.
5. Out of 100 respondents interviewed 40% respondents feel that
APACHE RTR is different from other bikes as it is of modern
technology.
6. Most of the 40% respondents feel that the advertising is the best
market promotion strategy.

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7. Out of 100 respondents 42% respondents feel that fuel injection
technology is the specific feature of APACHE RTR which is not in
other bikes of tvs .
8. More than 38% of respondents feel that above 50 lakh is the estimated
turnover of the tristar tvs company.
9. The estimated monthly sales is about 10 15 bikes.
10.The complaints in APACHE RTR which is a backdrop to its
promotion is style.
11.Most of the 46% respondents feel that target is the factor to be
12.All most 48% of respondents feel that mileage in APACHE RTR
compare to other TVS bikes is excellent.
13.It is found that most of the 48% of respondents feel that the
maintenance of APACHE RTR is excellent.
14.The sales status of APACHE RTR bike of current year compared to
previous year is increased.

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Chapter-6
Recommendations & suggestions

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5.2SUGGESTIONS

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This study on PROMOTIONAL ACTIVITIES OF APACHE RTR t

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hrough TRISTAR TVS & SERVICES has revealed the strength and
weakness of the marketing strategies. The following suggestions have
altered by which the company and its dealers may be more prosperous to a
bright.
Service station should be more emphasized for customer convenience
that is to set up new service station.
Accessories should be made easily available through dealers and Apache
RTR owned outlets.
Extensive quality, technology and luxury.
Should organize vehicle exhibitions, educating customers about the latest
product.
Should give intense publicity to the marketing programs and the
awareness program and to their benefits in order to ensure maximum
participations from customers and dealer convenience.
Outdoor promotion (concentration should be given to T.V.
advertisements).
Net marketing should be introduced.
Customer service should be improvisation.

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Dealer should ensures that spares are loyalty changed and opening is
done properly to have been smooth running and trouble from
maintenance of new vehicle.( redraft the sentence properly)
Postal awareness should be created by mailing vehicle information to
future.
The impact of consumer satisfaction upon its customers was not
satisfactory, it is a responsibility of the management to improve and
implement certain standards by which both the customers and dealers
will be benefited.

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5.3 CONCLUSION
The best efforts have been made to make this study fruitful in the
limited time success has been achieved towards readers aim.
The analyse entitled MARKET PROMOTION OF APAHCE RTR AT
TRISTAR TVS & SERVICES.
In the context of marketing APACHE RTR vehicles in view of other
objective at research i.e.; the problems faced by dealers, customers of TVS
product making some useful suggestions for TVS, its dealers and most all
its customers.( redraft the sentence )
I hope the future hold no mystery to management who are keeping an eye on
the development and increase in customers and taking necessary steps in the
area of customer satisfaction to increase awareness of APACHE RTR on
which the finding and suggestions are drawn, TVS is using the customer
satisfaction tools like advertising, public relations, publicity and test drive.
The advertisement of APACHE RTR is very effective the awareness and
marketing programs of TVS are very helpful to customers reading to them in

OF APACHE RTR
full extent, but according to backward cities and location of TVS showrooms
need to increase in these areas to rise up customer satisfaction.
It is been observed that percentage of respondents dissatisfaction compared
with that of total respondent is less.
Thus it is hoped that with modified customers satisfaction tools APACHE
RTR and its dealers will prosper day by day.

OF APACHE RTR
QUESTIONNAIRE
Dear sir/madam
I Anand. J of 6 TH SEM BBM of SEA college of
science, commerce & arts .and as per the requirement of my
curriculum .I have to undergo project. I have chosen A STUDY
ON PROMOTIONAL ACTIVITIES OF APACHE RTR
TOWARDS TRISTAR TVS in the city of BANGALORE as my
project. I would be much obliged if you could take a few minutes
to answer the following questions.
PERSONAL DATA
Name :
Address :
Designation :
Contact no :
Age : a) Below 18 years { } b) 18-25 years { }

c) 25-35 years { } d) 35-45 years { }
Education : a) Less then graduate { } b) Graduate { }

c) Post graduate { } d) Others { }
Monthly income : a) Below 10,000 { } b) 10,000-20,000 { }

c) 20,000- 30,000 { } d) 30,000-40,000 { }

OF APACHE RTR
e) Above 40,000 { }
SPECIAL DATA
1) Which you think is the best market promotion strategy?

a) Advertising { } b) sales promotion { } c) others { }
2) How is Apache RTR different from other bikes to reach its top
Stage of promotion?
a) Sport edition bike { } b) Modern technology { }
c) Economical bike { } d) others { }
3) What do you think is the specific feature of Apache RTR which is

Not in other bike for its easy & faster promotion?
a) RTR engine { } b) Fuel injection technology { }
b) Super bike model { } d) others { }
4) Is there any other two wheeler in TVS which is equally promoted to

Apache RTR?
a) Fiero { } b) Star city { }
c) Victor glx { } d) Others { }
5) On what basis do you determine the price of Apache RTR?

a) Model { } b) Technology { }
c) Engine capacity { } d) Others { }
6) What is customer feed back on Apache RTR after its launch?

a) Good { } b) Excellent { }
c) Fair { } d) Poor { }
7) How many workers do you think are needed to promote a two

wheeler?
a) Less then 5 { } b) 5-15 { }
c) 15-20 { } d) Above 20 workers { }
8) What type of incentives is provided to you in promoting ?

OF APACHE RTR
a) Monitory { } b) Non- monitory { }
9) If you think that advertising is the best way of promoting which

Media do you prefer for advertising?
a) News paper { } b) T.V channels { }
c) Radio { } d) Others { }
10) What is the estimated turnover of your company?

a) Less then 5 lakhs { } b) 5-15 lakhs { }
c) 15-50 lakhs { } d) Above 50 lakhs { }
11) What are your estimated monthly sales?

a) Less then 5 { } b) 5-10 { }
c) 10-15 { } d) Above 15 { }
12) Is there any complaints in Apache RTR which is a backdrop to its

Promotion?
a) Engine capacity { } b) Style { }
c) Mileage { } d) Others { }
13) How many days do you require to promote Apache RTR?

a) Less then one month { } b) More then two month { }
c) Less then three months { } d) Above three months { }
14) What are the factors to be considered while selecting advertising

Media?
a) Target { } b) Message { }
c) Cost { } d) Others { }
15) How is the mileage in Apache RTR compare to other TVS bike?
a) Excellent { } b) Good { }
16) How is the maintenance of the Apache RTR bike?

OF APACHE RTR
a) Good { } b) Excellent { }
17) How is the sales status of Apache RTR bike of current year
Compare to previous year?
a) Increased { } b) Decreased { }
BIBLIOGRAPHY

OF APACHE RTR
TEXT BOOKS
1. Consumer Behaviour - Suja Nair
2. Marketing management - Philip Kolter
3. Principles of Marketing - C.N.Sontaki
WEB SITES
1. www.autoindia.com
2. www.bajajauto.com
3. www. Yahoo. com
COMPANY BROCHURES
NEWS PAPERS
1. Times of India
2. Deccan Herald

OF APACHE RTR

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A STUDY ON PROMOTIONAL ACTIVITIES KARTHIK MOTORS TVS

1.1 INTRODUCTION OF MARKETING MANAGEMENT

Marketing is one of the concepts in management studies that is often

difficult to define. Marketing is the management process responsible

for identifying, anticipating and satisfying customer requirements

profitably. Marketing deals with customers creating customers value

Sound marketing is critical to the success of any organization large or

is to attract new customers by promising superior value and to keep

current customers by delivering satisfaction. Today marketing must be

understood in the old sense of marketing as sale. Telling and selling

good job of understanding needs: develops product that provide superior

will sell very easily.

NEW HORIZON COLLEGE OF MANAGEMENT 1

1.2 MEANING OF MARKETING:

1. Marketing means managing markets to bring about exchange and

1.3 DEFINITION OF MARKETING:

2. American management association (AMA)

NEW HORIZON COLLEGE OF MANAGEMENT 2

1.4 BASIC CHARACTERSTICS OF MARKETING:

1. It is operational: That is managers must think and act to achieve

2. It is customers oriented: That is marketing firms is to be keen

3. It is mutuality of benefits: Exchange of goods and services work and

4. It is value driven: The culture of the marketing firm are based on a

5. It is proactive to the environment: Marketing firms is a sub system of

NEW HORIZON COLLEGE OF MANAGEMENT 3

1.5 MEANING OF PROMOTION :

Promotion stands for the various activities the company undertakes

to communicate and promote its products to the target market.

1.5 OBJECTIVES OF PROMOTION

Promotion has the following specific objectives.

1. it communicates marketing information to consumer. users and

resellers. It provides information to prospective consumers about the

availability features and uses of products.

behavior. It is designed to stimulate purchase and to create a positive

image in order to influence long-term buyer behavior.

3. It aims at motivating distributors to provide more floor space to

companys product and push them.

4. It acts as a powerful tools of competition providing the cutting edge

of its ensure marketing program.

NEW HORIZON COLLEGE OF MANAGEMENT 4

1.7 BENEFITS OF PROMOTION:

1. It creates a positive attitude towards the product

2. It induces the customer to make a purchase by giving extra incentive.

3. It makes the customer to act immediately.

4. It is very flexible and can be used at any stage of new product

5. Market promotion us very effective.

NEW HORIZON COLLEGE OF MANAGEMENT 5

NEW HORIZON COLLEGE OF MANAGEMENT 6

Post Box No.1

Segment and Brands

Milestones of TVS Motor

1984 First Indian Company to introduce 100cc Indo-Japanese

NEW HORIZON COLLEGE OF MANAGEMENT 7

2000 Launched TVS Fiero, India's first 150 cc, 4 stroke

Launched TVS Star in Sept, a 100 cc motorcycle which is

Globally, TVS Motor Company is the first two-wheeler manufacturer to be

NEW HORIZON COLLEGE OF MANAGEMENT 8

NEW HORIZON COLLEGE OF MANAGEMENT 9

Various Models Of Tvs

Apache RTR 160

Jokes | Shayari | Articles | Poems | Stories | Tongue Twisters |

NEW HORIZON COLLEGE OF MANAGEMENT 10

History | Pincodes | STD Codes | ISD Codes | Lok Sabha | Indian