PROECT REPORT

On
COMPARATIVE STUDY OF MARKETING STRATEGY
OF PASSENGER CARS IN INDIA

Synopsis submitted in partial fulfillment of requirements for

Bachelors of Business Administration
Foreign Trade

Submitted to (Mentor) : Submitted by:

Dr. Rajeev Sharma GayatriTandon
Program Head BBA
BBA Foreign Trade 500035464

CERTIFICATE
 TO WHOMSOEVER IT MAY CONCERN

This is to certify that the dissertation report on CRM AND LOYALITY PROGRAM IN IOCL
completed and submitted to University of Petroleum and Energy Studies, Dehradun by
GayatriTandon in partial fulfillment of the provisions and requirements for the award of degree
of BACHELORS OF BUSINESS ADMINISTRATION ), 2014-2017 is a bonafide work carried
by the scholar under my supervision and guidance.
To the best of my knowledge and belief the work has been based on investigation made,
data collected and analyzed by the scholar, and this work has not been submitted anywhere else
for any other university or institution for the award of any degree/diploma.

(Lecturer CMES)
(UPES, Dehradun)
 ACKNOWLEDGEMENT

First and foremost, I would like to thanks my respective mentor Dr. Rajeev Sharm (Lecturer -
CMES) for his valuable guidance and encouragement throughout my research project on Indian
Tourism and Hospitality Industry Analysis. His expertise, enthusiasm, and dedication for
work have been constant source of motivation for me.
I would like to express my deep gratitude to University of Petroleum and Energy
Studies for extending the opportunity of undergoing the project and providing with all
necessary resources and expertise needed for completion of the project.
I also convey special thanks to Mr Head of Department (International Business) for
his extended support throughout the project.

GAYATRI TANDON
Enroll no.
BBA Foreign Trade
 CHAPTERWISE PRESENTATIONS

Chapter 1 Introduction
1.1 About Marketing Strategy
1.2 Title of the study
1.3 Objectives of the study
1.4 Scope of the study
1.5 Limitations of the study

Chapter 2 Company Profiles

Company Profiles

Chapter 3 Theoretical View

3.1 History of Indian Automobile Industry
3.2 Evolution of Automobile Industry
3.3 Common Marketing Strategies of Car Companies
3.4 Market Share of Automobile Companies
3.5 Marketing Strategies of Maruti Suzuki
3.6 Marketing Strategies of Hyundai
3.7 Comparative Study of Maruti Suzuki and Hyundai

Chapter 4 Practical view

4.1 Charts and Interpretations ( Chart 1 to 20)
4.2 Observations

Chapter 5 Suggestions and Recommendations, conclusions

 List of Charts/ Graph

Chart no. Name Page no.

1 Evolution of Automobile Industry 14

2 Market share of Automobile Industry 20
3 Way of Purchase 32
4 Views of dealers on Promotion through 34

sponsoring reality show

5 Increase in sales during Festive Season 36
6 Users of Maruti/ Hyundai 37
7 Most Preferred car 38
8 Reasons for Using Maruti & Hyundai Car 39
9 Customers Rating to cars performance 39
10 Expectations Met 40
11 Criterias in Buyers Mind 40
12 Reasonable Pricing 41
13 Preference of Customers 42
14 Strategies through which Customers Attracted 42
15 Dealers Service 43
Introduction
Near Study of Marketing Strategies of Two Automobile Companies :

A promoting system is a procedure that can permit an association to focus its restricted assets on
the best chances to expand deals and accomplish a manageable upper hand. Its a composed
arrangement which joins item advancement, advancement, circulation, and valuing approach,
recognizes the association's promoting objectives, and clarifies how they will be accomplished
inside an expressed time period. Showcasing procedure decides the decision of target market
fragment, situating, promoting blend, and designation of assets. It is best when it is a basic part
of firm methodology, characterizing how the association will effectively connect with clients,
prospects, and rivals in the market field.

Advertising procedures fill in as the central supporting of showcasing arrangements intended to

fill showcase needs and achieve promoting targets. Showcasing methodologies are changing and
intelligent. It might contrast contingent upon the interesting circumstance of the individual
business.

On the Canvas of Indian Economy, Auto Industry involves an unmistakable place. Car segment
is one of the center of Indian Industry.Continious financial progression throughout the years by
the Government of India has brought about making India as one of the prime business goal for
some worldwide car players.

One of the biggest ventures in India, car industry has been seeing amazing development amid the
most recent two decades. Indian car industry has a blend of extensive local private players, for
example, Tata, Mahindra, Bajaj, Ashok Leyland and significant universal players including GM,
Ford, Toyota, Honda, Hyundai, and so on. To stay in this competitve advertise on needs to come
up various ides and procedures.

Different Marketing Strategies empowers a firm to grow business exercises for market notoriety,
to fulfill human needs , to prompt specialization and proficient execution of creation capacity
peaking in econimic solidness.

After progression car Industry is developing at high rate and numerous new organizations have
likewise gone into market. With offering assortment of autos in all sections for everybody. So it
is vital to know which organization is giving us great quality autos at reasonable costs and giving
better after deals administrations. What's more, how they are attempting to achieve clients.

The most clear target advertisers have for limited time exercises is to persuade clients to settle on
a choice that advantages the advertiser (obviously the advertiser trusts the choice will likewise
profit the client). For most revenue driven advertisers this implies motivating clients to purchase
an association's item and, much of the time, to remain a dependable long haul client.

Be that as it may, advertisers must comprehend that inspiring clients to focus on a choice, for
example, a buy choice, is just achievable when a client is prepared to settle on the choice.

Title of Study

Similar Study of Marketing Strategies of Two Automobile Companies

Goal of Study

- To know the different procedures utilized by Maruti Suzuki and Hyundai Company to pull in
most extreme number of clients.

- To know which organization offers better autos, better after deals administrations and by which
organization autos clients are fulfilled most.
- To know the request of Automobiles.

- Competition from other auto makers.

- To know the pattern in Market.

- To know which auto is more requested by Customers.

- Through which techniques most extreme clients are pulled in.

- To know retreat impact discounted of autos

Extent of Study

- Company will come to comprehend what draws in Customers.

- Company and Dealers of Maruti Suzuki and Hyundai will come to realize what are the criterias
clients search for before purchasing auto.

- Company and Dealers will likewise come to know the future changes which will be require to
fulfill client needs and needs.
 -RESEARCH METHOLODGY-
Maruti Suzuki's Profile

In mid 1980s Indian Govt chose to create a little auto, which would be inside purchasing
compass of Indian working class. The conspicuous place to search for innovation was Japan,
which had created world class abilities in little autos by that time.It was not Toyota, or Nissan, or
Honda ,three biggest player in Japan, yet Suzuki, a substantially littler organization with solid
capcabilities in making little autos. Suzuki got the open door with both hands and framed a joint
wander with govt. called Maruti Udyog.

Maruti Udyog Limited, a backup of Suzuki Motor Corporation of Japan, has been the pioneer of
the Indian auto advertise for around two decades. Its assembling plant, found somewhere in the
range of 25 km south of New Delhi in Gurgaon, has an introduced limit of 3,50,000 units for
every annum, with an ability to deliver about a large portion of a million vehicles.

Maruti revealed its first auto, Maruti 800 with 800cc motor in December 1983. This model
focused at masses and was lanuched as "Individuals' auto". In mid 2003, Maruti Udyog, a joint
wander amongst Suzuki and Indian Govt. overwhelmed India's car showcase with 54% piece of
the overall industry and with yearly generation limit of 5lac autos. The organization ruled Indian
Small auto showcase with a share of 100% in A seg, 45% in B seg and 86% generally.

The organization has an arrangement of 18 brands, including

800 (Launched 1983)

Omni (Launched 1984)

Tramp (Launched 1985)

WagonR (Launched 1999)

Alto (Launched 1997)

Quick (Launched 2005)

Estilo (Launched 2007)

SX4 (Launched 2007)

Great Vitara (Imported) (Launched 2007)

Quick DZire (Launched 2008)

A-star (Launched 2008)

Ritz (Launched 2009)

Eeco (Launched 2010)

Alto K10 (Launched 2010)

Kizashi (Launched 2011)

Maruti Ertiga, seven seater MPV R3 composed and created in India, will contend with Toyota
Innova, Mahindra Xylo, and Tata Sumo Grande. In mid 2012,
Suzuki Ertiga will be traded first to Indonesia in Completely Knock Down auto.

Maruti XA Alpha based minimized SUV to contend with the Ford EcoSport and Renault Duster
will be propelled in the year 2014.

Lately, Maruti has made real walks towards its objective of getting to be Suzuki Motor
Corporation's R and D center point for Asia. Maruti's commitment as the motor of development
of the Indian car industry, in reality its effect on the way of life and mind of a whole era of Indian
white collar class, is broadly recognized.

With regards to its initiative position, Maruti underpins safe driving and movement
administration through broad communications messages and a best in class driving preparing and
research organization that it oversees for the Delhi Government.

The organization's administration organizations including deal and buy of pre possessed autos
(TrueValue), rent and armada administration benefit for corporates (N2N), Maruti Insurance and
Maruti Finance are presently completely operational.

Hyundai Motors Profile

Hyundai Motor India Limited (HMIL) is a completely claimed backup of Hyundai Motor
Company, South Korea and is the second biggest auto producer and the biggest traveler auto
exporter from India. HMIL directly showcases 54 variations of traveler autos crosswise over
sections. The Santro in the B portion, the Getz Prime, i10,Eon and the Premium hatchback i20 in
the B+ fragment, the Accent and the Verna in the C section, the Sonata Embera in the E portion
and the Tucson in the SUV fragment.

Hyundai Motor India Ltd, proceeding with its custom of being the quickest developing traveler
auto producer, enrolled add up to offers of 616,039 units vehicles in the date-book year (CY)
2011, an expansion of 41.6% percent over CY 2010. In the local market it timed a development
of 13.6%percent with 30402 units in 2011, while abroad deals developed by 11.2 percent, with
fares representing 240,25 units in 2011.

HMIL's assembling plant is situated close Chennai which has propelled generation quality and
testing abilities in the nation. Inorder to furnish the Indian client with worldwide innovation,
HMIL began its second plant in February 2008 which creates an extra 300,000 units for every
annum, raising HMIL's aggregate generation ability to 600,000 units for each annum. Aside from
extension of creation limit, HMIL at present has 329 in number merchant organize crosswise
over India.

The generation administration forms at Hyundai Motor India are overlaid with an association
wide execution of assembling best practices like Just-in-time stock administration, Kaizen, TPM
and TQM, that help us in making the world's best autos, appropriate here in India.

Hyundai Motor Company was built up in 1967, Hyundai Motor Co. has developed into the
Hyundai-Kia Automotive Group which was positioned as the world's fifth-biggest automaker in
2007 and incorporates more than two dozen auto-related auxiliaries and members. Utilizing more
than 75,000 individuals around the world, Hyundai vehicles are sold in 193 nations through
approximately 6,000 dealerships and showrooms.

/Hyundai Motor Company, S.Korea, the parent of HMI, has been doing impressive work on
maintainable Environment Management . The organization has an all around characterized
structure set up for creating items that diminish poison emanations and procedures for
conservation of normal assets and vitality along every one of the phases of the item lifecycle
from generation, deals, use to transfer and has been granted the ISO 14001 affirmation for all its
three noteworthy plants in Ulsan, Asan and Jeonju in S.Korea.

Autos of Hyundai

Hyundai bargains in wide assortment of autos which incorporates

Atos/Atoz/Santro

Car/Tiburon/Tuscani

Tradition

Elantra/Avante/Lantra

Age

Equus/Centennial

Exceed expectations

Scoupe

ix20

Beginning

Beginning Coupe

Getz/Click/Getz Prime/TB

Greatness/Azera/XG

i10

i20

i30/i30cw/Elantra Touring
Hyundai i40

Lavita/Matrix

Horse

Santamo

Sonata/i45

Stellar

Veloste

HISTORY OF INDIAN AUTOMOBILE INDUSTRY

PRE-LIBERALIZATION PERIOD

Since Independence The Car Industry was nearly checked and controlled by the legislature till
1981. Constrained decisions were accessible to the auto purchasers because of the restricted
producers and tight supply. Hindustan Motors (HM) and Premier Automobile (PAL) that were set
up in 1940's overwhelmed the vehicle market and industry. In the 1950s, the landing of Tata
Motors, Bajaj Auto, and Mahindra and Mahindra prompted relentlessly expanding vehicle
generation in India, while the 1960s saw the foundation of the two-and three-wheeler industry in
India.

In any case, between 1970 to the monetary progression of 1991, the car business kept on
developing at an ease back pace because of the numerous administration limitations. In any case,
the car business saw colossal development after the passage of Maruti Udyog in the 1980s.
In 1981 the administration chose to survey their auto industry arrangement and found that the
fragment was ignored and there was a major market accessible for autos. The current autos
accessible in the market were expensive and in fact less stable with contrast with worldwide
standard. At that point government started exchanges with Suzuki Motors, a Japanese auto
producing organization, concluded a joint wander, and framed an organization named Maruti
Udyog Limited (MUL). The underlying endeavor was between Government of India with an
impart of 74% and Suzuki Motor to a share of 26%.

That was a progressive stride taken for the auto business in India. In 1983 MUL propelled its
first auto in India (Maruti 800) with a sticker price of Rs.40,000/ - .

This advancement was a major stun to the current auto makers and they additionally raced to
enhance and increment their product offering.

After the lifting of permitting in 1993 by government, 17 new pursuits came up, of which 16 are
for produce of autos.

Today, the greater part of the major worldwide players are available in India. The car business is
today a key segment of the Indian economy and a noteworthy

outside trade worker for the nation.

Government

1981 was the year when government taken a progressive activity to audit and change its
arrangement identified with auto industry. Presently motivating consent to create autos in India is
less demanding and new participants are coming practically consistently. Government has
additionally forced substantial forced overwhelming import obligations on imported vehicles to
shield the auto made locally.

POST-LIBERALIZATION PERIOD
Taking after the financial changes of 1991, the car segment experienced delicensing and opened
up for 100 percent Foreign Direct Investment. A surge in financial development rate and
obtaining power prompted development in the Indian vehicle industry, which developed at a rate
of 17% on a normal since the monetary changes of 1991.

India's car segments industry is being encouraged by the legislature to join forces with abroad
firms with the point of making India a stage for outsourcing and also a worldwide R&D center
point. As the Indian vehicle creation industry has developed, so has the local provider industry.
Be that as it may, the worldwide car industry's look for lower cost and more global outsourcing
has prompted a sharp development in part yield and fares as of late.

The positive statistic elements, stable full scale financial condition and professional change
arrangements of the administration, low assembling costs, accessibility of talented work has
pulled in all major worldwide auto players advancing into India like GM, Ford, Daewoo, Honda
and Toyota The exceptional rivalry has constrained the makers to dispatch the most recent
worldwide offering in India as ahead of schedule as could reasonably be expected. It has likewise
empowered to keep the costs of the vehicles under check. The customers, thus, have profited
from wide selection of models, mechanically propelled autos and better administration from the
auto makers.

Significant Manufacturers in Automobile Industry and their Cars

Maruti Udyog Ltd.

Autos:-

800,Omni,Gypsy,WagonR,Alto,Swift,Estilo,SX4,Grand Vitara,Swift DZire,A-star,Ritz,Eeco,Alto

K10,Kizashi,Maruti Ertiga

Goodbye Motors.
Autos:-

Aria,IndicaV2,IndicavistaIndigo,IndigoCS,IndigoManza,IndigoMarina,

Indigo V series,Indigo XL,Nano,Safari,sumo,Sumo Grand MK II,

Sumo Victa,

Hyundai Motor India Ltd.

Autos:-

Atos/Atoz/SantroCoup/Tiburon/Tuscani,Dynasty, Elantra/Avante/Lantra,
Eon,Equus/Centennial,Excel,Scoupe,ix20,
Genesis,GenesisCoupe,Getz/Click/Getz,i10,i20,i30/i30cw/Elantra
Lavita/Matrix,Pony,Santamo,Sonata/i45, Stellar,Veloste

Honda

Autos:- Honda Brio,Jazz, City, Civic, Accord,CR-V

BMW

Autos:- 1 series,3 Series, 5 Series, 6 Series, 7 Series,X1, X3,X5,X6 and Z4.

Other Automobile Companies are:-

Skoda

Toyota
Hindustan Motors

Portage

Toyota

Mahindra and Mahindra

General Motors

Mercedes

EVOLUTION OF AUTOMOBILE INDUSTRY

EVOLUTION OF AUTOMOBILE INDUSTRY

Initial Years Early to mid 90s Mid 90s- 2011

Manufacturing was Licensed Sellers market and Long waiting Buyers Market
periods

High customs duty on import Delicensing in 1993 Increase in Indigenization

Steep excise duties & sales Removal of Capacity restrictions. Easy Auto Finance
tax

2 Major Players Decrease in customs & excise. Manufacturers diversifying into

related activities:
Premier Automobiles Ltd & Auto finance boom-more players Finance lease, fleet
Hindustan Motors (foreign banks & non banking management, insurance and
companies, better schemes).

1980s Used car market.

Entry of MUL, better product, Variety of Options available to

with Govt support. choose from.

Sellers Market.

Long waiting periods.

fig:- 1

REGULAR MARKETING STRATEGIES OF

AUTOMOBILE COMPANIES

Publicizing in News papers and Magazines:-

In this organizations publicize about the auto in different nearby

daily papers like Economic circumstances and they give detail
clarification about the component of the autos, keeping client's
necessity. They additionally give different merchants addresses
and contact numbers for reference. Organization likewise tries to
publicize through different magazines like Auto Cars, Overdrive, and so on.

Stupendous Launch :-
As of late Tata Nano auto was stupendously propelled and made a buzz in market. After the
dispatch media forcefully appreciated giving the moment insights about the auto to the client by
demonstrating test drives, and so forth.

Once the auto is propelled they give includes each conceivable daily paper, auto magazines, put
hoardings, show auto models in the shopping centers.

Organization gives trade offers to clients :-

This is a standout amongst the best courses received by the organizations and extremely effective
advertising procedure, which has companied increment their deals.

In this technique, organizations give alternative to purchase another auto of your decision in
return of their old autos, however the cost of old auto is chosen by the merchant by taking a
gander at its condition. It helps clients, as they don't have to go anyplace else to offer their old
auto. This likewise helps organizations to build their offer of new autos.

Increasing the value of item Brand Ambassador :-

Organizations pick mark ministers for their autos to achieve wide masses. For e.g. Shahrukh
Khan advances Hyundai, Abhishek Bachan advanced Ford Fiesta, Saif Ali Khan and Rani
Mukherjee advanced Chevrolet Aveo and Amir Khan advanced Toyota Innova. Represetatives
give an uncommon character to the items.

Organizations have begun supporting reality appears for better perceivability :-

As we as a whole know reality shows are making untouched huge in TV and media outlet. This
is truly a brilliant move via car organizations to pick up perceivability through reality appears.
The truth shows are disclosed everywhere throughout the world and immense number of
individuals watch it. So organizations support such shows and get noticed.E.g. Maruti supported
India's Got Talent appear on Colors channel and skilled Ritz to the champ. Indian Idol champ
was likewise skilled with Maruti SX4.

Shopping center Displays

Different organizations show their autos in Malls in order to get prime consideration. Individuals
go in Malls for shopping and home bases with their loved ones. They lead little challenges and
give blessing hampers as prize. In this way they attempt to pull in group towards them.

Organizations enter showcase with help of Films

Regarding promoting methodologies Chevrolet Aveo found a novel method for publicizing by
method for a Yash Raj Film creation, Tara Rum Pum. The primary thought process behind this
was to advance and advance the item in youth.

Organizations Sponsor Go-Karting occasions

Go-karting occasions are truly blasting up among youthful group. Furthermore, that is the reason
we see fever for taking an interest in go-karting occasions is on high. Individuals have begun
appreciating the game and gigantic group turn up for such occasions. Be that as it may, for
beyond any doubt auto organizations might to not want to miss shot of perceivability they get in
such competitions.Few years before Maruti Suzuki supported Autocross rally. So also Tata
Engenieering has supported Narayan Kartikeyan as India's Entry into the World Series motorcar
dashing.

Individual offering
Individual Selling to a great extent happens at the Dealers' End. The way client is gone to
depends fundamentally on the Dealer as he goes about as an interface between the organization
and the Consumer. The different cases in which Personal Selling happens is Individual Sales,
Corporate Sales, Sales Presentations, Fair and public exhibitions. Generally if there should be an
occurrence of Individual Sales the Customer goes to the showroom and investigates the item.
There he is gone to by the Sales Personnel of the Dealership. Here and there the Senior Sales
Executive needs to make Sales Presentation to Corporate Buyers. Individual Selling is likewise
rehearsed at Trade Fairs and Auto Shows wherein the Company delegated Sales Personnel go to
imminent clients and furthermore book their requests.

Market Share Of Automobile Companies

% Market Share

Maruti Suzuki Ltd. Tata Motors Ltd. Hyundai Motor India Ltd.

10.1
4.3 3.9
6.7 46.9
Mahindra & Mahindra Ltd. General Motors India Pvt Ltd. Honda Siel Cars India Ltd.
13.5
14.6

Others
Above piece of the overall industry chart demonstrates to us that in vehicle
industry still Maruti Suzuki is appreciating most astounding piece of the overall
industry. And after that comes organizations like TATA and Hyundai Motors India
Ltd.

Showcasing Strategies utilized by Maruti Suzuki

Commercials

Great limited time methodology is embraced by Maruti Suzuki to change its

considerations to the general population about its items by promoting through ad in
TV, radio, daily paper, and so on.

Through radios they attempt to advance their item by sorting out test challenges
and the individual wins' identity offered exceptional rebates, blessing vouchers,
coupons, and so on.

Through TV they advance their vehicle by demonstrating the utility esteem, its
solace level.

A portion of the systems utilized for autos were:-

Baleno: "Missed the flight get Baleno" The most agreeable Car even in lengthy
drives.

Regard: "My Daddy's Big Car" Affordable moderate size auto

Alto: "Gives up" The fuel proficient and reasonable auto

After Sales Service:- "Kya yahan Maruti Service Station hai" Availibility of
administration stations even in the remotest place in the nation.

Show

In the event that you visit any of the Maruti Dealers showroom what you will
notice is one thing fundamentally the same as, that is the show. They show just 2-3
autos in the showroom. Well this is the technique to make individuals focus on just
couple of decisions else they may get occupy and get confounded. Here Maruti
wins one client.

Tie up with many banks

To advance its primary concern development, Maruti propelled Maruti Finance in

Jan 02.

Before the begin of this administration Maruti had begun two joint endeavors
Citicorp Maruti and Maruti countrywide with Citi Group and GE Countrywide
individually to help its customer in securing credit.
Today Maruti has tie ups with ABN Amro Bank, HDFC Bank, ICICI Ltd, Kotak
Mahindra Bank, Standard Chartered Bank and so forth.

Trade offers

Maruti has likewise put its progression and advance by showcasing through trade
offers. In this it makes conceivable to leave and get it supplanted for another one
with scarcely some sum. This is one of the best approaches to pull in an ever
increasing number of clients and furthermore makes conceivable to expand deals.

SBI Maruti Car Loans

The nation's biggest bank and the biggest auto creator have held hands to make
moderate auto fund accessible to an ever increasing number of individuals the
nation over. The super cooperation makes auto advances accessible at lower loan
fees to a more extensive segment of individuals, with straightforward terms and
conditions.

The amazing focal points of SBI Maruti auto credits:-

- Two market pioneers in their separate enterprises with trusted brand names.

- Low loan costs

- No handling expenses or shrouded expenses to guarantee straightforwardness.

- Car advances accessible for different classes of clients including govt.

representatives and agriculturist.

Showcasing STRATEGIES OF HYUNDAI

Promotions

Hyundai had utilized Bollywood star Sharukh Khan as Brand Ambassador for
advancing their auto. Through this they attempted to pull in the clients.
MARKETING STRATEGIES OF HYUNDAI

Advertisements
Hyundai had used Bollywood star Sharukh Khan as Brand Ambassador for
promoting their car. Through this they tried to attract the customers.

To promote their product they organized quiz contests on radio and the person who wins was
offered special discounts, gift vouchers, coupons, etc.

They also advertise in Newspapers. In this companies advertise about the car in
various newspapers and they give detail explanation about the feature of the cars,
keeping customers requirement. They also provide various dealers addresses and
contact numbers for reference.
Free checkups

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.

Exchange offers

As Hyundai deals in second hand cars also. They offer exchange offers to customers. And by
paying adjusted amount customer can get brand new car in exchange of old once. Exchange offer
makes customer happy as they dont have to pay full amount also, they get new car also and their
old car gets replaced also with new one.
Frosty reasons for living

In this kind of techniques old clients are given a relationship call just to know some different
references. This gives a lift to deals and clients additionally feel a feeling of association. Hyundai
gets most extreme deal through such kind of cool reasons for living as it were.

Occasions at Corporate Office and Banks

Hyundai tries to draw in clients by directing camps, occasions at corporate workplaces and bank
as the majority of the clients are of middle-age bunch and corporate workplaces are great hotspot
for organization to pull in such clients.

Show

Hyundai keeps alluring showcase so most extreme number of individuals gets took note. What's
more, they even keep their own particular frill identified with autos at uncommon
embellishments counter. For alluring presentation they embellish their showroom and also every
one of the autos which are shown.

Understandings TO QUESTIONAIRRE

Merchants Survey

Connection of Marketing Strategies and offers of item

Maruti's Survey:-
From the study of 5 merchants it was found that each merchant decidedly answered that
promoting techniques had helped them to expand the offers of their item.

Hyundai's Survey:-

Indeed, even 5 Hyundai merchants emphatically answered that advertising methodologies helped
them to build the offers of their item.

Advantages of Marketing Strategy

Maruti's Survey:-

Merchants answered that from the different promoting techniques enquiries for the new
dispatches increments and in this manner in a roundabout way deals. It likewise builds references
and contacts.

Hyundai's Survey:-

Merchants answered that techniques made mindfulness among clients and increments walkins.

Special Strategies utilized

Maruti's Survey:-

Maruti merchants lead different occasions at shopping centers, at workshops and at close banks
and government workplaces. They additionally give promotions in nearby daily papers and
convey pamplets.

Hyundai's Survey:-
Merchants lead chilly purposes for living i.e. calling old clients. They give ad in papers, direct
roadshows and lead benefit checkup camps. Gives trade offers.

Fascination of Customers

Maruti's Survey:-

Merchants answered that the vast majority of the clients are pulled in through media
commercials and mouth exposure and furthermore through old references.

Hyundai's Survey: -

Merchants answered that the vast majority of the clients are pulled in through references and
walk-ins and mouth reputation additionally causes in drawing in clients to new item.

Advancement through Media

Maruti's Survey:-

A large portion of the merchants felt that media advancements are more alluring than other
medium due to its mass reach.

Hyundai's Survey:-

Hyundai merchants likewise had more positive answer for media exposure instead of different
mediums.

Impact of Grand Launch of a Car

Maruti's Survey:-
Merchants answered that amazing dispatch of the auto makes offering simple just in introductory
stage yet a short time later it relies on upon the item.

Hyundai's Survey:-

Merchants feel that it draws in client's consideration however subsequently it relies on upon
numerous different components like quality, execution, benefit, and so forth

Most requested Car show

Maruti's Survey:-

The majority of the merchants answered that quick is the most requested auto among all Maruti
autos, while next best option is Alto.

Hyundai's Survey:-

Merchants discovered i10, i20 and santro as the most requested autos among other Hyundai
autos.

Best milage Car

Maruti's Survey:-

Merchants answered that Ritz and Alto gives best mileage.

Hyundai's Survey:-

Merchants answered that i10 and santro auto's mileage is best among others.

Client Preference
Maruti's Survey:-

Merchants answered that clients lean toward oil form more.

Hyundai's Survey:-

Here likewise client requests more oil form as it were.

Criteria in the Buyers Mind

Maruti's Survey:-

Merchants answered that the greater part of the clients pay special mind to each criteria i.e.
quality, comfort, execution, mileage and cost.

Hyundai's Survey: -

In Hyundai likewise clients incline toward all the over criteria's yet search for cost and solace
more.

Greatest Competitor

Maruti's Survey:-

Maruti merchants answered Hyundai as the greatest contenders.

Hyundai's Survey:-

Hyundai merchants discovered Maruti as their greatest rival.

Finish Package Car

Maruti's Survey:-

Merchants rate Swift as a no. 1 auto for its total bundle.

Hyundai's Survey:-

Hyundai rate i10 and i20 as their no. 1 auto for finish bundle.

Method for Purchase

Maruti's Survey:-

As per merchants Maruti autos are sold for the most part on EMI premise. 50 - 75% clients buy
autos on portion premise.

Hyundai's Survey:-
According to Hyundai merchants autos are sold on both EMI and additionally forthright
installment and around half of Hyundai autos are sold on EMI premise.
 Purchase on EMI basis

7
6
5
4 7
No. of dealers
3
2
1 1 1 1

0
0 -25% 25-50% 50-75% 75-100%

Percentage of customers

fig.3

Out of 10 merchants 7 merchants answered that 50-75% of their aggregate deals are on portion
premise.

Bank tie-ups

Maruti's Survey:-

For EMI premise Maruti merchants are tied up with banks like ICICI, HDFC, SBI, and numerous
others banks however they don't offer any additional markdown to clients who buy autos on
money premise

Hyundai's Survey:-

Hyundai merchants are likewise tied up with ICICI, HDFC, SBI, and numerous other real banks
for EMI buy and furthermore don't offer any markdown to clients who buy on money
installment.
Effect of Tata Nanos entry

Marutis Survey:-
Dealers dont think that Tata Nanos entry in market will effect sale of their
cars because they think that customers not only look for car price while buying car
but look out for many other factors also.
Hyundais Survey:-
According to dealers customer look for Quality, Standard and performance
which is lacking in Tata Nano.

Recession effect

Marutis Survey:-
Because of recession cars sales were reduced by 10-20%. But now people have
started buying cars.
Hyundais Survey:-
Most of the dealers replied that recession didnt affected them at all, but few
dealers replied that there was marginal decline in Cars sales.

Spending huge amount on various marketing strategies during recession

Marutis Survey:-
Dealers think that if they dont spend on various strategies then customer
will be unaware of new launches and sales will get affected.

Hyundais Survey:-
Hyundai dealers think that this is right time to attract maximum customers as rate
of interest on car loans have been reduced

Promotion through sponsoring Reality Shows

Marutis Survey:-
Dealers think that such type of marketing strategies helps to attract
customers attention towards their cars and thus it tries to create awareness amongst
customers
Hyundais Survey:-
Dealers think that because of such strategies many customers gets aware
about their products and generate enquiries.
 Views of dealers on Promotion through sponsoring reality show

5
7
No of dealers 4

3
3
2

0
yes no

fig 4

It was found out that most of the dealers i.e. 7 dealers replied positively that sponsoring reality
shows and giving car to winners helps in promoting car whereas 3 dealers were not agreed to
this.

Reason for loyalty

Marutis Survey:-
Dealers think that customers are loyal to Maruti is because of its service,
Quality, range of cars and Brand Name
Hyundais Survey:-
According to them because of its offerings of variety of cars in all segment
and its quality customers are loyal to Hyundai.
Believe in Customer Satisfaction and After Sales Service?

Both Maruti and Hyundai dealers believe 100% in Customer satisfaction and
after sales service because they think that if customer is fully satisfied with its
service then only he will return to same company for purchase otherwise he will
shift to another car companies product. And better sales service will create good
image in mind of customers.

Conduct Marketing Research activity

Some dealers replied that they conduct research activity for knowing which
marketing strategy had attracted maximum number of customers, so that they can
try to promote more through that strategy. Otherwise they dont conduct research
activity. It is normally conducted at companies level and not at dealers level.
Festive season boost

Increase in sales during Festive Season

4
3.5
3
2.5 4
No. of Dealers 2 3
1.5 2
1 1
0.5
0
0-20% 20-40% 40-60% 60-80%

Incre ase in Sale s %

fig 5

Marutis Survey:-
According to dealers car sales increases by 40-50% during festive season like
Diwali.
Hyundais Survey:-
Hyundai dealers also replied that there is almost increase of 30-40% of cars
during festive season.

Company support to Dealers

Both companies dealers replied that company makes selling of car easy by
doing promotion through various ways. Company also motivates employees to sale
more cars by providing incentives, and special schemes are introduced for dealers.
Company gives them training so that they can easily communicate with customers
and can solve their doubts.

Customers survey

Users
Below graph shows us that 63.75 % are Maruti users i.e 51 users out of 80 where
as remaining 29 users i.e 36.25% are Hyundai customers .
 Users

70 63.75

60

50

36.25
40

Percentage users

30

20

10

0
Maruti Hyundai

Company

fig 6

Most preferred cars

After the survey it was found that Santro from Hyundai and Swift from Maruti from the various
range available are the most preferred cars amongst the customers. Also Zen is more in demand.
 Car Users

16
14
12
10
16
No. of users 8
13 13
6
9 8
4 7 6 5
2 3
0
Santro i10 Getz i20 Alto Swift Ritz Zen Others

Cars

fig 7

Loyal towards brand

It is found that customers stay loyal to Maruti and Hyundai rather than other brand. They have
faith in this brands due to their goodwill, good service, complete package and reasonable prices
 Reasons for Using Maruti & Hyundai Car

40 36.25

35
30 26.25

25
Percentage 20 13.75 15
15
8.75
10
5
0
Brand Quality Price Range of Cars
Complete Package

Criterias

fig.8

Rating to car performance

It was found that most of the customers were satisfied with the performance of the cars whereas
very few found it as not up to their mark.
 Customer's Rating to Car Performance

45
40
35
30
25 43.75
Percentage
20 31.25
15
17.5
10
7.5
5
0
Excellent Very Good Good Poor

fig.9

Customers expectation
Below graph clearly states that 86 percent customers expectations were met
through these brands where as few were unsatisfied..

Expectations Met

90
80
70
60
86
Percentage 50
40
30
20 14
10
0
Yes No

fig 10

Criterias in buyers mind while purchasing

Criterias in Buyers Mind

30

25

20
28.75 27.5
Percentage 15
17.5
10 15
11.25
5

0
Looks Performance Comfort Milage All of Them

Criterias

fig 11
It was found that while purchasing the car customers look for the complete car of their choice
which gives them good performance, looks, mileage and also it should be reasonable in price.

Pricing

Most customers found that prices of these cars are affordable for their pockets whereas few
customers found that price is little higher.

Reasonable Pricing

80

70

60

50
77.5
Percentage
40

30

20 22.5

10

0
Yes No

fig 12
Preference of customers

Maximum customers still prefer to buy petrol version cars rather than diesel or LPG version.
Even though LPG and diesel versions are economical in usage.

Preference Of Customers

70
60
50
40 62.5
Pe rce ntage
30
26.25
20 11.25
10
0
Petrol Diesel L.P.G

fig. 13

Strategies used to attract customers

Most of the customers prefer to buy after seeing some one elses experience. Thus word of mouth
publicity acts as the marketing strategy for company whereas others are attracted to T.V ads,
brand ambassadors, etc .
 Strategies through which Customers Attracted

50
45
40
35
30
47.5
Pe rce ntage 25
20
15 21.25
10 11.25 13.75
6.25
5
0
T.V Ads Launch Of Car New spapers
Word of Mouth Publicity Others

fig.14

Dealers Service

About 37.5 percent customers were satisfied with service provided by the dealers. Some were not
satisfied as they faced problems like delay in delivering the cars,etc
 Dealers Serv ice

40

35

30

25

Percentage 37.5
20
31.25
15 23.75

10
7.5
5

0
Exceelent Very Good Good Poor

fig.15
Expectations from dealers

When asked to customers about their expectations from dealers they replied that
they need delivery on time , good service, giving detailed information about he car
before purchasing, good after sales service, etc.

- LIMITATIONS OF RESEARCH STUDY-

Constraint

1. Inquire about work was done in Faridabad and New Delhi just the finding may not be

relevant to alternate parts of the nation due to social and social

contrasts.

2. The specimen was gathered utilizing conspiracy inspecting procedures. All things considered
outcome it

may not give a correct portrayal of the populace, it is additionally little which speak to my
exploration on customer conduct.

3. Deficiency of time is likewise purpose behind incomprehensiveness.

4. The perspectives of the general population are one-sided in this way it doesn't reflect genuine
picture.

5. I had just found the upper-working class family to top off the poll, however for the most part,
a normal white collar class family was required for the review.

FINDINGS:-
 It was found that merchants concur that Marketing Strategies expands offer of item.

Most of the clients are pulled in through media exposure and mouth reputation.

Swift from Maruti and i10, i20, and Santro from Hyundai are most requested autos by
clients.

Customer lean towards Petrol Version autos instead of Diesel or L.P.G. variant.

Most of the Customers were discovered happy with autos execution.

Around 50-75% of clients buy autos on portion premise.

From overview, it was found that around 64% were Maruti clients.

Pricing of autos was discovered sensible by the vast majority of the clients.

Customers were happy with merchant's administration.

Proposals and Recommendations

To Dealers

As merchants specifically connect with clients, they ought to keep up legitimate

Customer Relationship Strategy.

They ought to vary benefit advantages and offerings as indicated by the different clients
sections. Which may incorporate grouping on the premise of

- income bunch
- Age bunch

Dealers ought to help clients in taking right choice for purchasing auto and ought to give
finish data about auto before client buy auto.

The clients buying auto on portion premise, ought to likewise be given extra frill as there
is in the event of money buy.

Dealers ought to give great after deals benefit and ought to keep up great relations with
clients so reference can be get and goodwill is made.

To Company

Maruti ought to all the more much of the time accompany moderate size models like sx4
and quick as this vehicle model is doing great in market.

Maruti and Hyundai ought to think of diesel model of medium size autos as market
review says that the utilization of diesel autos will increment by half by 2011.

Hyundai ought to attempt to build their number of merchants and administration stations
with the goal that clients can show signs of improvement administration.

Both organizations ought to attempt to construct confide in clients as rivalry is expanding

step by step.

Company ought to attempt to give some great plans and offers and rebates for old and
new clients.

Maruti ought to attempt to grow its scope of autos from little auto and hatchbacks to
more fair size autos like sx4 and quick moderate size adaptation.
Conclusion

Maruti suzuki is great in its advertising procedure and shows great outcomes. Furthermore, as
Maruti has its tremendous system of merchants and administration focuses they can give great
after deals benefits and can keep up great association with clients which is their most grounded
point. Maruti is likewise profited with its goodwill and Brand name which is now there in
market. So Maruti can utilize these as a chance to bring new and creative auto models in market
and attempt to pull in an ever increasing number of clients. It can be seen that Maruti is
attempting to draw in clients from all portions by propelling autos like sx4, Swift, Ritz yet their
fundamental inclination is "A" fragment autos as it were

Hyundai systems of underwriting their items with VIPs has a decent reaction yet Hyundai ought
to publicize better to make a decent photo of its items by exchanging the key great things about
its autos. Hyundai has a decent tract record of having fruitful diesel moderate size autos in its
portfolio and it ought to encash a similar chance to dispatch the diesel forms of little auto before
Maruti too have upper hand. What's more, Hyundai ought to likewise attempt to expand their
administration focuses so clients can think that its advantageous.