Bajaj Project - 2000

Market Research of Bajaj
A SUMMER TRAINING PROJECT REPORT
ON
BAJAJ AUTO PVT LTD.
PREPARED BY
Pankaj Sankharva (M.B.A. 1st Year)
Chirag Manek (M.B.A. 1st Year)
R.K. COLLEGE OF BUISNESS MANAGEMENT

RAJKOT. (GUJARAT)
MAY – JUNE 2006.
-1-
I Pankaj Sankharva undersigned the student of M.B.A 1 s t
Year. Of R.K. college of Business Management here by
declares that the project work presented in this reports is my
own work & has been carried out under supervision of Mr.
Kumara Anjaria, Sales Manager of “Automotive
Manufacturers Pvt Ltd” at Rajkot. It is a authorize showroom
and service station of Bajaj Auto.
Date:-
Place :- Mr. Pankaj

Sankharva
-2-
I n today’s competitive world the practical study forms an

important part in each and every professional course. The
MBA is a course in which the theoretical knowledge is backed
by the practical study. That study is in the form of project. The
Summer Training Project is one of the important parts of the
curriculum. And each and every student has to work for the
project. The summer project enables the students to know more
about the application of theoretical knowledge. The current
situation of the market is made known to the students when
they undertake the project. The project gives better insides into
the application part of the theory. The companies in an
industry and their operations can be better known by the
students when they analyze the data, and prepare the grand
project.
This project is on the analysis of Two Wheeler market of Bajaj,

Services of Bajaj dealer and Customer Perception as compared
to Hero Honda. We have analyzed the industry very deeply and
carefully project.
One can know about the current scenario of the Indian Two
wheeler industry in India. This project enables the reader to
have a look at the position of the Two Wheeler companies of
the country.
-3-
T his is really a matter of pleasure for us to prepare a

project report as it was included in our course by the
Saurashtra University. It gave us the opportunity to learn
things practically what we learnt enterprise and their impact on
the working of the company.
It really gives us pride to first thanks to the Sales Manager of

“Automotive Mfrs Pvt Ltd”, Mr. Kumar Anjaria that give
us the chance to make analysis of “Bajaj auto’s” vehicle and
he also guide us through out our project. He give many Ideas,
Knowledge, Suggestions from his pool of knowledge and also
by sharing his valuable experiences in the field area.
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SR. PAGE
PARTICULARS
NO. NO.
1 OVERVIEW OF AUTOMOBILE INDUSTRY 7
2 GENERAL PROFILE OF BAJAJ AUTO 19
3 FINANCIAL RESULT OF BAJAJ AUTO 46
4 DEALERS PROFILE 52
5.1 PROFILE OF AUTOMOTIVE MFRS. PVT LTD 55
5.2 MARKETING DEPARTMENT 64
5.3 PERSONNAL DEPARTMENT 72
6 RESEARCH METHEDOLOGY 85
7 RESEARCH FINDING & CONCLUSION 110
8 SUGGESTIONS 113
9 BIBLIOGRAPHY 115
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T he History of the automobile actually began about 4,000

years ago when the first wheel was used for transportation in
India. Several Italians recorded designs for wind-driven vehicles.
The first was Guido da Vigevano in 1335. It was a windmill-type
drive to gears and thus to wheels. Vaturio designed a similar vehicle
that was also never built. Later Leonardo da Vinci designed
clockwork-driven tricycle with tiller steering and a differential
mechanism between the rear wheels.
In the early 15 th century, the Portuguese arrived in China and the

interaction of two cultures led to a variety of new technologies,
including the creation of a wheel that turned under its own power.
By the 1600s, small steam-powered engine models were developed,
but it was another century before a full-sized engine-powered
vehicle was created.
A Catholic priest named Father Ferdinan Verbiest is credited to

have built a steam-powered vehicle for the Chinese Emperor Chien
Lung in about 1678. There is no information about the vehicle, only
the event. Since James Watt didn’t invent the steam engine until
1705, we can guess that this was possibly a model vehicle powered
by a mechanism like Hero’s steam engine-a-spinning wheel with jets
on the periphery.
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Although by the mid-15 th century the idea of a self-propelled vehicle

had been put into practice with the development of experimental
vehicles powered by means of springs, clockworks, and the wind,
Nicolas-Joseph Cugnot of France is considered to have built the first

true automobile in 1769. Designed by Cugnot and constructed by
M.Brezin, it is also the first vehicle to move under its own power
for which there is a record. Cugnot’s three-wheeled steam-powered
vehicle carried four persons and was meant to move artillery pieces.
It had a top speed of a little more than 3.2 km/h (2 mph) and had to
stop every 20 minutes to build up a fresh steam.
Evans was the first American who obtained a patent for “a self-
propelled carriage.” He, in fact, attempted to create a two-in-one
combination of a steam wagon and a flat-bottomed boat, which
didn’t receive any attention in those days. During the 1830’s, the
steam vehicle had made great advances. But stiff competition from
railway companies and crude legislations in Britain forced the poor
steam vehicle gradually out of use on roads.
Carl Benz and Gottlieb Daimler, both Germans, share the credit of
changing the transport habits of the world, for their efforts laid the
foundation of the great motor industry, as we know it today. First,
Carl Benz invented the petrol engine in 1885 and a year later
Daimler made a car driven by motor of his own design and the rest
is history.
-8-
Daimler’s engine proved to be a great success mainly because of its

less weight that could deliver 1000rpm and needed only very small
and light vehicles to carry them.
France too had joined the motoring scenario by 1890 when two
Frenchmen Panhard and Levassor began producing vehicles
powered by Daimler engine, and Daimler himself, possessed by the
automobile spirit, went on adding new features to his engine. He
built the first V-Twin engine with a glowing platinum tube to
explode the cylinder gas-the very earliest form of sparking plug.
Charles Duryea built a motor carriage in America with petrol engine

in 1892, followed by Elwood Haynes in 1894, thus paving the way
for motorcars in that country.
For many years after the introduction of automobiles, three kinds of

power sources were in common use: steam engines, gasoline or
petrol engines, and electric motors. In 1900, over 2,300 automobiles
were registered in New York, Boston, Massachusetts, and Chicago.
Of these, 1,170 were steam cars, 800 were electric cars, and only
400 were gasoline cars.
-9-
In ten years from the invention of the petrol engine, the motorcar
had evolved itself into amazing designs and shapes. By 1898, there
were 50 automobile-manufacturing companies in the United States,
a number that rose to 241 by 1908. In that year, Henry Ford
revolutionized the manufacture of automobiles with his assembly-
line style of production and brought out the Model T, a car that was
inexpensive, versatile, and easy to maintain.
Herbert Austin and William Morris, two different carmakers,

introduced mass production methods of assembly in the UK, thus
paving the way for a revolution in the automobile industry. Austin
Seven was the world’s first practical four-seater ‘baby car’ which
brought the pleasures of motoring to many thousands of people who
could not buy a larger, more expensive car. Even the ‘bull-nose’
Morris with front mounted engine became the well-loved model and
one of the most popular cars in the 1920s.
Automobile manufacturers in the 1930s and 1940s refined and

improved on the principles of Ford and other pioneers. Cars were
generally large, and many were still extremely expensive and
luxurious; many of the most collectible cars date from this time. The
increased affluence of the United States after World War II led to
the development of large, petrol-consuming vehicles, while most
companies in Europe made smaller, more fuel-efficient cars.
- 10 -
I ndia is the second largest manufacturer and producer of

two-wheelers in the world. It stands next only to Japan and
China in terms of the number of two-wheelers produced and
domestic sales respectively.
The Indian two-wheeler industry made a small beginning in the

early 50s when Automobile Products of India (API) started
manufacturing scooters in the country. Until 1958, API and
Enfield were the sole producers.
In 1948, Bajaj Auto began trading in imported Vespa scooters

and three-wheelers. Finally, in 1960, it set up a shop to
manufacture them in technical collaboration with Piaggio of
Italy. The agreement expired in 1971.
In the initial stages, the scooter segment was dominated by

API, it was later overtaken by Bajaj Auto. Although various
government and private enterprises entered the fray for
scooters, the only new player that has lasted
till today is LML.
Under the regulated regime, foreign companies were not

allowed to operate in India. It was a complete seller market
with the waiting period for getting a scooter from Bajaj Auto
being as high as 12 years.
- 11 -
The motorcycles segment was no different, with only three

manufacturers viz Enfield, Ideal Jawa and Escorts. While
Enfield bullet was a four-stroke bike, Jawa and the Rajdoot
were two-stroke bikes. The motorcycle segment was initially
dominated by Enfield 350cc bikes and Escorts 175cc bike.
The two-wheeler market was opened to foreign competition in

the mid-80s. And then market leaders - Escorts and Enfield -
were caught unaware by the onslaught of the 100cc bikes of the
four Indo-Japanese joint ventures. With the availability of fuel
efficient low power bikes, demand swelled, resulting in Hero
Honda - then the only producer of four stroke bikes ( 100cc
category), gaining a top slot.
The first Japanese motorcycles were introduced in the early

eighties. TVS Suzuki and Hero Honda brought in the first
two-stroke and four-stroke engine motorcycles respectively.
These two players initially started with assembly of CKD kits,
and later on progressed to indigenous manufacturing. In the
90s the major growth for motorcycle segment was brought in
by Japanese motorcycles, which grew at a rate of nearly 25%
CAGR in the last five years.
The industry had a smooth ride in the 50s, 60s and 70s when
the Government prohibited new entries and strictly controlled
capacity expansion. The industry saw a sudden growth in the
80s. The industry witnessed a steady growth of 14% leading to
a peak volume of 1.9mn vehicles in 1990.
- 12 -
The entry of Kinetic Honda in mid-eighties with a variometric
scooter helped in providing ease of use to the scooter owners.
In 1990, the entire automobile industry saw a drastic fall in

demand. This resulted in a decline of 15% in 1991 and 8% in
1992, resulting in a production loss of 0.4mn vehicles. Barring
Hero Honda, all the major producers suffered from recession in
FY93 and FY94. Hero Honda showed a marginal decline in
1992.
The reasons for recession in the sector were the incessant rise
in fuel prices, high input costs and reduced purchasing power
due to significant rise in general price level and credit crunch
in consumer financing. Factors like increased production in
1992, due to new entrants coupled with the recession in the
industry resulted in companies either reporting losses or a fall
in profits.
India is one of the very few countries manufacturing three-

wheelers in the world. It is the world's largest manufacturer
and seller of three-wheelers. Bajaj Auto commands a
monopoly in the domestic market with a market share of
above 80%, the rest is shared by Bajaj Tempo, Greaves Ltd
and Scooters India.
The total number of registered two-wheelers and three-

wheelers on road in India, as on March 31, 1998 was 27.9mn
and 1.7mn respectively. The two wheeler population has almost
doubled in 1996 from a base of 12.6mn in 1990.
- 13 -
T he composition of the two-wheeler industry

witnessed sea changes in the post-reform period. In
1991, the share of scooters was about 50 per cent of the total 2-
has
wheeler demand in the Indian market. Motorcycle and moped

had been experiencing almost equal level of shares in the total
number of two-wheelers. In 2003-04, the share of motorcycles
increased to 78 per cent of the total two-wheelers while the
shares of scooters and mopeds declined to the level of 16 and 6
per cent respectively. A clear picture of the motorcycle
segment's gaining importance during this period is exhibited by
the Figures 1, which give the annual growth during the period
1993-94 through 2003-04.
- 14 -
T he Indian two-wheeler industry has

significant change over the past 10 years with the
preference changing from scooters and mopeds to motorcycles.
undergone a
The scooters segment was the largest till FY1998, accounting

for around 42% of the two-wheeler sales (motorcycles and
mopeds accounted for 37% and 21 % of the market
respectively, that year). However, the motorcycles segment
that had witnessed high growth (since FY1994) became larger
than the scooter segment in terms of market share for the first
time in FY1999. Between FY1996 and 9MFY2005, the
motorcycles segment more than doubled its share of the two-
wheeler industry to 79% even as the market shares of scooters
and mopeds stood lower at 16% and 5%, respectively.
- 15 -
A s the following graph indicates, the Indian two-wheeler

industry is highly concentrated, with three players-Hero
Honda Motors Ltd (HHML), Bajaj Auto Ltd (Bajaj Auto) and
TVS Motor Company Ltd (TVS) - accounting for over 80% of
the industry sales as in 9MFY2005. The other key players in
the two-wheeler industry are Kinetic Motor Company Ltd
(KMCL), Kinetic Engineering Ltd (KEL), LML Ltd (LML),
Yamaha Motors India Ltd (Yamaha), Majestic Auto Ltd
(Majestic Auto), Royal Enfield Ltd (REL) and Honda
Motorcycle & Scooter India (P) Ltd (HMSI).
- 16 -
Although the three players have dominated the market for a

relative long period of time, their individual market shares
have undergone a major change. Bajaj Auto was the undisputed
market leader till FY2000, accounting for 32% of the two-
wheeler industry volumes in the country that year. Bajaj Auto
dominance arose from its complete hold over the scooter
market. However, as the demand started shifting towards
motorcycles, the company witnessed a gradual erosion of its
market share. HHML, which had concentrated on the
motorcycle segment, was the main beneficiary, and almost
doubled its market share from 20% in FY2000 to 40% in
9MFY2005 to emerge as the market leader. TVS, on the other
hand, witnessed an overall decline in market share from 22% in
FY2000 to 18% in 9MFY2005. The share of TVS in industry
sales fluctuated on a year on year basis till FY2003 as it
changed its product mix but has declined since then
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T he Bajaj Group came into existence in 1926, during the

turmoil and the heady euphoria of India’s freedom
struggle. Jamnalal Bajaj, founder of the group, was a close
confidant and disciple of Mahatma Gandhi, and was deeply
involved in the effort for freedom. The integrity, dedication,
resourcefulness and determination to succeed which are
characteristic of the company today, are often traced back to
its birth during those long days of relentless devotion to a
common cause.
Kamalnayan Bajaj, the eldest son of Jamnalal Bajaj, at the

age of 27, he took over the reins of business in 1942. Putting
the Nation before business, he devoted himself to the latter
only after India achieved independence in 1947. and then after
he was able to give his full attention to the business.
Kamalnayan Bajaj not only consolidated the group, but also
diversified into various manufacturing activities, elevating the
group to the status it enjoys till this day.
- 19 -
At present Chairman and Managing Director of the group, is

Rahul Bajaj, took charge of the business since 1965 and is
recognized as one of the most outstanding business leaders in
India. As dynamic and ambitious as his illustrious
predecessors, he has been recognized for his achievement at
various national and international forums.
Baja is currently India’s Largest Two and Three Wheeler

manufacturer and one of the biggest in the world. Under
Rahul Bajaj’s leadership, the turnover of the Bajaj Auto the
flagship company has gone up from Rs.72 million to Rs.46.16
billion (USD 936 million), its product portfolio has expanded
from one to and the brand has found a global market. He is one
of India’s most distinguished business leaders and
internationally respected for his business acumen and
entrepreneurial spirit.
- 20 -
B ajaj Auto is the flagship of the Bajaj group of

companies. The group comprises of 27 companies and
was founded in the year 1926. The companies in the group are:
Bajaj Auto Ltd. Mukand International Ltd.

Mukand Ltd. Mukand Engineers Ltd.
Bajaj Electricals Ltd. Mukand Global Finance Ltd.
Bajaj Hindustan Ltd. Bachhraj Factories Pvt. Ltd.
Maharashtra Scooters Ltd. Bajaj Consumer Care Ltd.
Bajaj Auto Finance Ltd. Bajaj Auto Holdings Ltd.
Hercules Hoists Ltd. Jamnalal Sons Pvt. Ltd.
Bajaj Sevashram Pvt Ltd. Bachhraj & Company Pvt. Ltd.
Hind Lamps Ltd. Jeevan Ltd.
Bajaj Ventures Ltd. The Hindustan Housing Co Ltd.
Bajaj International Pvt Ltd. Baroda Industries Pvt Ltd.
Hind Musafir Agency Pvt Ltd. Stainless India Ltd.
Bajaj Allianz General Insurance
Bombay Forgings Ltd.
Company Ltd.
Bajaj Allianz Life Insurance Company
-
Ltd.
Rahul Bajaj Rajiv Bajaj
- 21 -
 Rahul Bajaj Chairman
 Madhur Bajaj Vice Chairman
 Rajiv Bajaj Vice President
 Sanjiv Bajaj Executive Director
 Klaus Biskup President (South East
Asia)
 Ranjit Gupta Vice President
(Insurance)
 C P Tripathi Vice President
(Operations)
 N H Hingorani Vice President (Materials)
 Kevin D'sa Vice President (Finance)
 Pradeep Shrivastava Vice President
(Engineering)
 S Sridhar Vice President (Mktg & Sales)
 V S Raghavan Vice President(Corp.
Finance)
 S Ravikumar Vice President (Busi.
Dev)
- 22 -
 K Srinivas Vice President (HR)
 Abraham Joseph General Manager (R& D)
B ajaj has a main plant at Pune. Company produce all bike

from its main plant by assembling the parts which is
purchased from different source and manufactured. Bajaj
Auto's have a three plants at Akurdi, Waluj and Chakan in
Maharashtra, western India.
Plant Location:
The Bajaj auto’s Three plant located at
1. Mumbai - Pune Road, Akurdi, Pune 411 035
2. Bajaj Nagar, Waluj, Aurangabad 431 136
3. MIDC, Plot No A1, Mahalunge Village, Chakan 410 501
Dist. Pune
Company utilize this three plant as per its requirement.

Generally company produces a Different Product/Bike from
different plant
- 23 -
1. Akurdi :
Geared scooters, ungeared scooters and Bajaj
Discover
2. Waluj :
Bajaj CT100, Bajaj Wind 125 and three wheelers
3. Chakan :
Bajaj motorcycles - Pulsar and Discover
Company produced 2,194,799 vehicles in 2004-05.
- 24 -
B ajaj Auto has a technical tie-up with Kawasaki Heavy

Industries of Japan to produce a range of the latest,
state-of-art two-wheelers in India. Since the tie-up in 1986,
Bajaj Auto has launched KB100, KB RTZ, KB125, 4S, 4S
Champion, Boxer, Caliber, Caliber115, Wind125 and India's
first real cruiser bike, the Kawasaki Bajaj Eliminator.
A Fortune 500 company with a turnover of USD 10 billion

(Rs. 45,840 crore), Kawasaki Heavy Industries has crafted
new technologies for over a hundred years. These technologies
have redefined space systems, aircrafts, jet engines, ships,
locomotive, energy plants, construction machinery,
automation systems, apart from a range of high quality, high
reliability two-wheelers.
Kawasaki has given the world its legendary series of 600-

1200cc Ninja and 1600 Vulcan bikes. Straight from Kawasaki
design boards, the Kawasaki Bajaj Eliminator redefines the
pleasure of "biking" in looks as well as performance
Bajaj Have technology Tie-up with Kawasaki from

1988 to 2003.
- 25 -
2006
15 April Bajaj Platina launched
2005
December Bajaj Discover launched (New)
June Bajaj Avenger launched
February Bajaj Wave launched
2004
Sept/Oct Bajaj Discover DTS-i launched
August New Bajaj Chetak 4 stroke with Wonder Gear launched
May Bajaj CT100 Launched
Bajaj unveils new brand identity, dons new symbol, logo
January
and brand line
2003
October Pulsar DTS- i is launched.
October 1,07,115 Motorcycles sold in a month.
July Bajaj Wind 125,The World Bike, is launched in India.
Bajaj Auto launched its Caliber115 "Hoodibabaa!" in the
February
executive motorcycle segment.
2001
Bajaj Auto launches its latest offering in the premium bike
November
segment ‘Pulsar’.
January The Eliminator is launched.
2000
The Bajaj Saffire is introduced.
1999
Caliber motorcycle notches up 1,00,000 sales in record
time of 12 months.
1998
June 7th Kawasaki Bajaj Caliber rolls out of Waluj.
July 25th Legend, India’s first four-stroke scooter rolls out of Akurdi.
- 26 -
October Spirit launched.
1997
The Kawasak i Bajaj Boxer and the RE diesel Auto
rickshaw are introduced.
1995
Agreements signed with Kubota of Japan for the
November 29 development of diesel engines for three-wheelers and with
Tokyo R&D for ungeared Scooter and moped development.
The Bajaj Super Excel is introduced while Bajaj celebrates
its ten millionth vehicle.
One million vehicles were produced and sold in this
financial year.
1994
The Bajaj Classic is introduced.
1991
The Kawasak i Bajaj 4S Champion is introduced.
1990
The Bajaj Sunny is introduced.
1986
The Bajaj M-80 and the Kawasaki Bajaj KB100 motorcycles
are introduced.
5,00,000 vehicles produced & sold in a financial year.
1984
Foundation stone laid for the new Plant at Waluj,
January 19 Aurangabad.
1981
The Bajaj M-50 is introduced.
1977
The Rear Engine Auto rickshaw is introduced.
Bajaj Auto achieves production and sales of 1,00,000
vehicles in a single financial year.
1976
The Bajaj Super is introduced.
- 27 -
1975
BAL & Maharashtra Scooters Ltd. joint venture.
1972
The Bajaj Chetak is introduced.
1971
The three-wheeler goods carrier is introduced.
1960
Bajaj Auto becomes a public limited company. Bhoomi
Poojan of Akurdi Plant.
1959
Bajaj Auto obtains licence from the Government of India to
manufacture two- and three-wheelers.
1948
Sales in India commence by importing two- and three-
wheelers.
1945
Bajaj Auto comes into existence as M/s Bachraj Trading
November 29
Corporation Private Limited
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AVENGER DTS-I
Technical specification
Engine : Five Speed, 4 Strock

180 CC
Starting Sys : Kick start
(Elec. Start)
Tank : 14 Litter
Power : 16.5 BHP @8000rpm
ELIMINATOR
Technical specification
Engine : Five Speed, 7 Port

Torque
Starting Sys : Kick start
(Elec. Start)
Max Speed : 110 kmph (solo)
Power : 15.2 BHP @8500rpm
- 29 -
DISCOVER DTS-I PULSAR DTS-I

Technical specification Technical specification
Engine : Five Speed, 4 stroke, Engine : Five Speed, 4 stroke,

111.63 cc 150 cc / 178.60 cc
Starting Sys : Kick start Starting Sys : Kick start
(Elec. Start) (Elec. Start)
Power : 7500rpm Power : 8000rpm (15 BHP)
Avg : 101 Km/L Avg : 55 Km/L
Fuel Tank Capacity: Fuel Tank Capacity:
10 Liters(2.3 Liters of 18 Liters(2.3 Liters of
Reserve Reserve
Suspension: (SNS) Spring in Suspension: Triple rate spring,
Spring with hydraulic shock Nitro Shock Observers
absorbers Weight : 137 Kg.
Weight : 117 Kg. Breaks : Drum 135 mm diameter
Breaks : Drum 130 mm diameter. Silencer : Exhaus TEC
- 30 -
PLATINA WIND - 125


99.27 cc, S.I. Engine 124.6 cc (Air Cooled
Power : 7500rpm Power : 10.8 BHP
Avg : 108 Km/L Avg : 65 KM/L
Fuel Tank Capacity: Fuel Tank Capacity:
13 Liters(2.3 Litres of 12.5 Liters(2.3 Liters of
Reserve Reserve
Suspension: SNS with hydraulic Weight : 121 Kg.
shock absorbers
Weight : 113 Kg.
Breaks : Drum 130 mm diameter.
- 31 -
CT – 100 BOXER

99.27 cc, S.I. Engine 99.35 CC
Power : 7500rpm Power : 7.2 BHP
Avg : 109 Km/L Avg : 102 KM/L
Fuel Tank Capacity: Weight : 109 Kg.
10.5 Liters(2.3 Litres of
Reserve
Suspension: Spring in Spring
Weight : 109 Kg.
- 32 -
CHETAK WAVE DTS-I

Engine : Four gear, 4 stroke, Engine : Single Cylinder, 4 stroke

145.45 cc 109.7 CC
Starting Sys : Kick start Power : 8 BHP @ 7000 Rpm
Avg : 65 Km/L Fuel Tank : 5 Litres
Weight : 110 Kg.
Suspension: Spring Single Shock
Absorbed & coaxial
spring
- 33 -
Brand Ambassador:
The Bajaj Auto uses a different Brand Ambassador for each
bike for making a advertisement of its bike. The Bajaj auto
some time uses a Favorite Actor and New model as a Brand
Ambassador.
Mostly Bajaj Auto uses New Model as a Brand Ambassador.

Just one time company uses a Jacky Chain & Hero of Harry
Potter as a Brand Ambassador for a Bajaj Discover DTS-I.
Punch line:
- 34 -
“Bajaj” has a unique Slogan and Logo, When Rahul Bajaj is

a Managing Director at that time Bajaj’s Slogan is:
Old Slogan : Value for Money for Years.
But after December 2003, Rajiv Bajaj is a Vice Precedence

and Managing director, He give a New Slogan And Logo to
the company is.
Slogan : INSPIRING CONFIDENCE

Logo : Flying B
The “Bajaj” has a different punch line for each bike. The
following some are the punch line are.
• Avenger: Feel Like God

• Discover: Discover the Jaadoo.
• Pulsar: Definitely Male
• Platina: Jhalak Dikhlaja
• CT-100: Bike Nahi, Jackpot
• Wave: Make way for Happiness
- 35 -
The Bajaj Auto Has Mainly Three Policy to provide better

satisfaction to his customer
1. Environmental Policy
2. Quality Policy
3. TPM Policy (Total Productivity Maintenance)
1. Environmental Policy:
(Towards creating and preserving a cleaner environment)

Bajaj Auto Ltd., manufacturer of two and three wheeler
vehicles is committed to prevention of pollution.
Towards this, Bajaj shall strive to:

• Create a proactive environment management system that
addresses all environmentally significant aspects related
to products and processes.
• Minimize the generation of waste and conserve

resources Through better technology and practices, and
Promote environmental awareness amongst employees
and motivate them to fulfill this commitments.
2. Quality Policy:
- 36 -
Bajaj Auto believe in providing the best return value of

money to customer through better product and service.
The Bajaj Auto Provide quality, safety and service as
Productivity.
Quality shall be built into every aspect of work life and

business operations. Quality improvements and customer
satisfaction shall be the responsibility of every employee
3. TPM Policy:
Bajaj Auto adopt Total Productivity Maintenance as a

means of creating a safe and participative work
environment in which all employees target the
elimination of losses in order to continuously enhance the
capacity, flexibility, reliability and capability of its
processes, leading to higher employee morale and greater
organizational profitability.
- 37 -
B ajaj Auto Achieve several national,

awards form different media, Government, and from
national safety council.
international
Bajaj Auto Receives Award from, India Trade Promotion

Organisation, ICICI Bank OVERDRIVE Awards, CNBC
AUTOCAR Awards, BBC World Wheels Award and also from
National Safety Council etc.
Here there are Three type of award that Baja Achieve in

different year:
Product Award Year

Bajaj Discover DTS-i - Bike of the Year and Design of the Year 2005
2005
DTS-i Technology - Auto Tech of the Year 2004 2004
Bajaj Pulsar DTS-i Bike of the Year 2004 2004
Wind 125 Two Wheeler of the Year 2004 2004
Bajaj Pulsar 150 DTS-i BBC World Wheels Award for Best 2003
Two Wheeler between Rs 45,000 to Rs 55,000
Bajaj Boxer AT KTEC BBC World Wheels Award for Best 2003
Two Wheeler under Rs 30,000
Bajaj Eliminator - Most exciting bike of the year 2002
Export Award Year

All India Trophy for Highest Exporter 19979-98
Focus LAC Award for Outstanding Performance 1998-99
All India Trophy for Highest Exporter 1997-98
Regional Top Exporter - Large Scale Manufacturer 1995-96
All India Special Shield - Consumer Durables 1994-95
Export Promotion 1976
- 38 -
Golden Jubilee Export Year Award 1976
Safety Award Year

Meritorious Performance in Industrial Safety 2001
for three consecutive years
Achieving Lowest Average Frequency Rate 2000-01
Achieving Longest Accident-free Period under Heavy 1998-99
Engineering Industries Group
Longest Accident-free Period 1992
Best Safety Performance 1989
T oday, competition is not only rife but also growing more

intense every year. Competitors are, the companies that
satisfy the same customer need. It is a simple task for a
company to identify its competitors, once a company identifies
its primary competitors, it must ascertain their strategies,
objectives, strengths and weaknesses and reaction pattern.
Whether competitors can carry out their strategies and reach
their goal depends on their resources and capabilities.
Companies’ closest competitors are those seeking to satisfy the
same customers and need and making similar offer. A company
- 39 -
should also pay attention to latent competitors who may offer
new or other ways to satisfy the same needs. Manager needs to
conduct a customer value analysis to reveal the company’s
strengths and weaknesses relative to competitors.
Bajaj’s competitors are:
• Hero Honda
• Honda
• LML
• Kinetic
• TVS
• Yamaha
• Recruitment Policy:
Bajaj Auto give equal opportunity to employee. Selection
is based strictly on individual merit.
A large number of recruits are fresh engineers and MBAs.

Natural attrition is usually taken care of by promotions
and horizontal movements within the organisation to
provide career opportunities for its employees
• Recruitment:
- 40 -
Engineers: Bajaj Auto recruit Engineering Graduates
from reputed institutes from all over India. Bajaj Auto
enjoys an excellent reputation with all National Institutes
of Technology (NITs) and is among the preferred
employers for on-campus recruitment. The selection
process comprises a written test in technical, analytical
and logical reasoning, group discussion and personal
interview.
Management Graduates: Bajaj Auto recruit management

graduates from reputed management institutes all over
India. The selection procedure comprises a written test in
analytical and logical reasoning, group discussion and
personal interview.
W hen a particular company is interested in selling its

goods in the international market it is said to
undertake exports. For a company to increase the size of it s
market it has to first know the likes, dislikes, wants etc of the
customers staying in other countries.
- 41 -
The company appoint several person that handle export

division of company. The company appoint different person as
per geographical position.
o Middle East, Africa and Europe
o North and Latin America
o South East Asia
The Bajaj Auto Has a wide Network of export. In countries

where Bajaj perceive a good market potential, the company
seek a tie up with one of the major industrial establishments,
which would be in a position to invest in the project and which
would also entail manufacturing activities apart from
marketing, distribution and after sales services through a well-
established nation-wide network
• Distribution network covers 50 countries
• Dominant presence in Sri Lanka, Mexico, Bangladesh,
Columbia, Guatemala, Peru, Egypt, Iran and Indonesia
- 42 -
• Largest exporter of three-wheelers; over 75,297 units
exported in 2005-06
• 250,204 units exported in 2005-06
• 27 per cent growth in total exports over 2005-06
Growth in Export:
Bajaj Auto continued to be India’s largest exporter of two

and three wheelers. During 2005-06, it exported 250,204 two
and three-wheelers—which represented a growth of 27 per
cent over 2004-05.
- 43 -
- 44 -
Highlights of the Year 2005-06
• Motorcycles sales – 1.91 million – 32% Growth
• 2 & 3-Wheeler sales – 2.28 Million

25% Growth.
• Turnover Rs. 81.06 billion: 28% Growth

compared to last year.
- 45 -
• Profit before tax Rs. 15.81 Billion 45% Growth

• Net profit Rs. 11.23 billion – 47% Growth

A. During the year a cruiser bike Bajaj Avenger DTS-i and
Bajaj Discover 110cc were launched. Bajaj CT 100 was

upgraded with ExhausTEC and SNSsuspension while the
Pulsar 180 was upgraded in terms of looks.
B. ‘SEGMENT LEADER’ in the performance segment.

Bajaj Pulsar twins crossed cumulative landmark sale of
‘ONE MILLION’.
C. ‘SEGMENT LEADER’ in the new 125cc category of the
value segment. The Bajaj Discover DTS-i sold over
- 46 -
330,000 vehicles during the year. In the value segment
the new Bajaj Discover 110cc that was launched in
December 2005 sold over 113,000 vehicles. To combat
the intense competition in the value segment and to set
new style benchmarks, a new bike the ‘BAJAJ
PLATINA’ was launched in April 2006.
D. ‘SEGMENT LEADER’ in the price segment. Bajaj CT
100 sold over ‘ONE MILLION’ vehicles in the current

year.
A. Motorcycle sales continue to outgrow the industry – 32%
growth v/s industry growth of 19%.
- 47 -
B. Market share in Motorcycles improved from 28% in
2004- 05 to 31% in 2005-06.
C. 3-Wheeler sales for the year grew by 14%.
A. Bajaj Auto continues to be the ‘NUMBER ONE’ exporter
of 2&3-wheelers.
- 48 -
B. Over 100,000, 2&3-wheelers sold in Sri Lanka. Market

leader in Central America accounting for over 50% of
motorcycles sold.
C. Joint Venture Company with majority equity holding to

be set-up in Indonesia in 2006.
D. Sales of Bajaj motorcycles in Iran expected to commence

from July 2006.
Product For May 2006

Motorcycles 196,120
Geared Scooters 618
Ungeared Scooters 1,307
Total 2 wheelers 198,045
Three Wheelers 24,029
Grand Total 222,074
- 49 -
- 50 -
B ajaj Auto has a wide network in the country. Bajaj Auto

have a more that one Show room in each city. And
dealers provide a vehicle to the customer as per its demand.
The company provide scheme to the dealers and dealers are
very much active to attract customers by providing more and
more scheme and benefits to the customers.
The “Bajaj Auto” has a network of 498 dealers and over

1,500 authorized service centers and 162 exclusive three-
wheeler dealers spread across the country. Around 1,400
rural outlets have been created in towns with population of
25,000 and below. The current dealer network is servicing
these outlets.
- 51 -
Bajaj Auto is in the process of setting up a chain of retail
stores across the country exclusively for high-end, performance
bikes. These stores are called " Bajaj
Probiking". One such store has been opened in Pune.
As we conduct Market Analysis of Rajkot City, we just

provide dealers information of Rajkot city that are.
Name: Automotive Mfrs. Pvt Ltd

Address: GONDAL ROAD
Pin-360002
Phone No: (0281)2237808, 2231622-24
Mobile No: 9824006841
Contact Person: PRADIP R.KAMDAR,
C.N.ANJARIA,BR.MGR.
E-Mail: rjk@rjk.automotiveml.com
Fax: 2232933
Name: RAJARSHI BAJAJ

Address: GONDAL ROAD,NEAR MALAVIYA
COLLEGE
Phone No: (0281)2374496,2375730,2375731
Mobile No: 9826202235
Contact Person: MEHUL KOTHARI,VIPUL KOTHARI
E-Mail: rajarshiau@sancharnet.in
- 52 -
Fax: 2372933
Name Suman Bajaj

Address S.J. Palace Near Gopalnagar,Dhebarbhai
Road
Pin-360002
Phone Nos (0281)2366060
Mobile Nos 9824111409
Contact Person MR. SURESH AJMERA
E-Mail sureshajmera@sancharnet.in
- 53 -
- 54 -
T he name “Automotive Mfrs Pvt Ltd” comes from south

part of the India. One south Indian group named
“Ashok” has choose the name “Automotive Manufactures Pvt
Ltd” into the 1960.
Earlier it was started into the Gujarat, Maharashtra and

Andhra Pradesh for its Service & Parts.
Automotive deals with two major companies like Bajaj Auto

and Ashok Layland. Baja Auto deals with two wheeler &
Three wheeler sector and Ashok Layland deals with Heavy
Vehicles.
Automotive Mfrs Pvt Ltd at Rajkot was also established in

1960 at the time of Automotive started in different states of
India. It was the First Show room of Bajaj in Saurashtra.
- 55 -
O rganization structure is the pattern of relation ship

among various components or parts of the organization.
Since various persons hold the position, the organization
structure is the relationship among people of organization.
Organization of Automotive Mfrs Pvt Ltd is simple to
understand and can be studied looking at the chart shown
below.
EXICUTIVE DIRECTOR
(P.R. KAMDAR)
BRANCH MANAGER
(V.K.MAJETHIA)
SALES MGR WORK SHOP MGR SPM ADMIN

(K. ANJARIA) (T. NATHVANI) (H. PANDIA) HEAD
(D.M.PARMAR)
- 56 -
SR. SALES
TEAM
In Automotive Mfrs Pvt Ltd there is a total 65 Persons

Staff and the Showroom and Service station time is
from 9 Am to 8 Pm.
OIL SHOP ENGINE PAINT ROOM

ROOM
P
A
R
K
I
N
G
W
A
I
T DELIEVERY CELL STOCK
I
N
G
JOB
C
A STOCK
R
D
SECURITY
- 57 -
SHOWROOM &
OFFICES
GATE
A ll Show room has its separate service center, Here

“Automotive Mfrs.” Also have a latest service center
with all semi-automatic instruments. Company maintain a
unique and regular checking of each and every bike to increase
a satisfaction level of the customers.
Automotive Mfrs strictly watch and try to lesser the time of a

customer while they give bike in to service. Mostly Customer
in “Automotive Mfrs” when come to give his bikes in service,
the service procedure of Automotive is very less and smallest
so that customer will free within a 5 Minutes in Automotive.
Gate Entry
Receive by Service Advisor
- 58 -
Job Card Entry (Opening)
Estimation of Exp .
This Procedure will take just only 5 Minute then after Service
of the Bike is done.
Service Procedure:
WASHING THE BIKE
C
H
E
MECHANICS / ENGINEER
C (BIKE WISE)
KI
N
G
SPARPART REQUICISION SPAREPART

SUPERVISOR (IF REQUIRED) DEPART.
C
H
E
FITTING OF SPARPARTS &
C COMPLETE FORTHER
KI PROCESS
N
G
TESTING ON
ROAD
IF NOT OK IF OK
DELIVERE TO THE
CUSTOMER
- 59 -
A utomotive Mfrs Pvt Ltd Achieve several awards form

the Bajaj for their best performance in different
activity like Highest Sales etc.
“Automotive Mfrs” get several awards for their

“Highest Sales”. some of are listed below:
Awards Year
Highest Sales of Bajaj M-80. 1987
Highest Sales of Bajaj Sunny Moped 1988
Highest Sales of Bajaj 4S Champion in Single Day in all over 1988
India ( 125 Bikes In one Day)
- 60 -
Selling Scheme :
Selling scheme is a Dealers Scheme that is useful to attract the
customer towards the showroom to purchase new bike. This all
selling scheme provided to the customer is within
Rs.2000. Such Selling Scheme are:
• RTO Free
• Insurance Free
• Petrol Free Up to some K.M or some Rupees.
• Reference Sales
• DSS (Door Sales Service)
• Exchange (It is a Major tool of Scheme/Conversion)
Selling of Show Room :

The Every showrooms goal is to increase the sales. The
“Automotive Mfrs” has a great sales of bike through
- 61 -
providing different scheme, facility and services to the
customer. The Following figures are approximate:
• Daily 12 vehicles
• Monthly 300 Vehicles
• Yearly 3600 Vehicles.
- 62 -
T he world market is derived from the Latin work

“MER – CATUS” which means to trade the American
marketing association defines a market as an aggregate demand
potential of buyer and sellers for a product or service. Thus, a
market is a group of buyers and sellers interested in no
agitating the terms of purchase and sale of goods and services.
Marketing management is defined as “ the analysis planning,

implementation and control of program design to bring about
desired exchanges with target markets for the purpose of
achieving organizational objectives.”
Many critical changes have occurred in consumer and business

market over the past decades. Now it has become necessary on
the part of management of companies to perform marketing
function in the company. “ Marketing is a social and
managerial process by which individual and groups product
- 63 -
value with other.” From this definition we can say that
marketing includes activities such as planning of production of
goods and services, producing and transporting goods from
producer to consumer and meeting their needs. Now marketing
management is concerned with the activities of marketing. In
short, marketing management concerned with analyzing of
consumer need, preference, and then product planning and
control process to satisfy consumer’s need and preferences
M arketers use numerous tools to elicit desired responses

from
Marketing Mix.
their target market. These tools constitute
Marketing Mix is the set of marketing tools that a firm uses to

pursue marketing objective in target market.
McCarthy classified these tools into four broad groups that he

called the 4 P’s of Marketing. The four P’s represents the
seller’s view of marketing tools available for influencing
buyers. From buyers’ point of view, each marketing tool is
designed to deliver a customer benefit. Robert Lauterborn
suggested that the sellers’ four P’s correspond to the
customers’ 4 C’s.
Four P’s Four C’s
Product Customer solution
- 64 -
Price Customer cost
Place Convenience
Promotion Communication
But now a day’s not only there is a four P’s of marketing but
there is total 8 P’s of marketing other four are as follows:
Four P’s
Positioning
Packing
Product portfolio mgt.
Pace
But Booms and Bitner suggested three additional P’s for

service Marketing.
Three P’s
People – Internal customer
Physical evidence
Process
- 65 -
P romotion is fourth element of the marketing mix.

Basically promotion is an attempt to influence. More
specially, promotion is the element in an organization’s
marketing mix that serves to inform, persuade and remind the
market of a product and or the organization selling it, hopes of
influencing the receipts feeling, beliefs or behaviors. Here we
are going to discuss about the “Automotive Mfrs. Pvt Ltd”.
Promotion also Defined as : “ Marketing promotion is the

coordinated, self initiated effort to establish channels of
information & persuasion, to facilitate or fasten the sale of
goods and services and acceptance of ideas or point of view.”
SIX W’s OF PROMOTION
The six main constituents of promotion of the pillars on which

the promotion strategy rests are :
- 66 -
1. Whom to promote?
2. Why to promote?
3. What to promote?
4. When to promote?
5. Which way to promote?
6. Where to promote?
Promotion Tools
• Advertising
• Personal selling
• Sales promotion
• publicity and public relations
Promotion Tools Used By

Company:
Various Advertising Medias that are used by

Automotive Mfrs.
1. Press Advertisement:
product specific focused In various magazines and
news papers e.g. the Rajkot branch advertises in
newspapers like Gujarat Samachar, Divya Bhaskar,
and other local newspaper, and evening news paper
- 67 -
2. Hoardings
3. Glow signs
4. At the place of activities: loan mela’s, exhibitions
5. Hand – Leaflets
6. Pamphlet distribution on Road
Generally there is a Two Division of Advertisement
1. Regional Advertisement
• Ahmedabad
• Rajkot etc.
2. Corporate Advertisement
• Covers All over India
 If Bajaj Company wants to give advertisement of its

company or it’s brand then the advertisement is focused to
all over India and given on Television, Radio, National and
international Magazine & News Paper that is called
Corporate Advertisement.
- 68 -
 But if company wants to just advertise in only Gujarat
State then it is called Regional Advertisement that is
published from Ahmedabad office in a news paper like
Business Standard, Times of India and in State Magazine.
 But if the Dealer wants to focus only Rajkot city

then the Advertisement is given by any local dealers in a
local newspaper.
T he Main Heart of any company is its marketing activity,

through marketing company give awareness to the
market and can attract customer to purchase their product.
In “Automotive Mfrs Pvt Ltd” the Manager prepare Monthly

Planning at the beginning of month for selling of vehicle. And
manager gives the target to its sales team, and all the member
of sales team try to achieve given target.
The company daily updates the chart of the selling of each

member of sales team. And at the end of month they compare
with the Monthly Planning and evaluate the performance of its
sales team.
- 69 -
This process is continuing through out year and at the end of
year company make analysis for finding the performance of the
staff and selling of the dealers.
- 70 -
I n past time, there was no importance of personnel

management In Indian industries. But at present, however
personnel management is treated as an important and decisive
function of management.
Management means getting things and workman through other

people. We can term personnel management in following
words.
Personnel management is that part of management progress

which is primarily concerned with the human constitution of an
organization. It is rightly said, “ manage you men, men will
- 71 -
manage your all work.” A man is the heart of the unit and make
organization living.
The department has to obtain and maintain the efficient

workers to achieve profitability of the firm and get man for
right job, at right time and right place. Lawrence A. apply
therefore wrote, “Management is the development of people
and not the direction of things.”
P ersonnel Management has gained and important study

in modern industrial organization. The existence of
personnel department or a personnel manager is a must. The
organization structure of the personnel department in any
organization differs according to the need and size of
enterprise
- 72 -
M anpower planning ( MPP ) and “ Human resource

planning ” ( HRP ) are used synonymously. In the old
times the manpower planning was widely used term but the
emphasis now is on human resource planning, which is more
broad based term. Human resources or manpower planning is
“the process by which a management determines how an
organization should move from its current man power position
to its desired position.”
Human resources planning are “ A process of forecasting,

developing and controlling human resources in an enterprise.
This process help the enterprise to ensure that it has the right
number of people and the right kind of people, at the right
- 73 -
place, at the right time performing tasks for which they are
most effective.”
HR Management is the process by which an organization can

ensure that it has the right number and right type of people at
right place, at the right time. Capable of effectively and
efficiently finishing the tasks, which can assist organization to
attain its overall objectives. Human resource planning, the
converts of workers needed to achieve such objectives. If there
is no clear cut planning, estimation of human resource need of
the organization is reduced merely to guesswork.
R ecruitment is the process of searching for prospective

employees and stimulating them to apply for jobs in the
organization.”
Before an organization activity being recruiting applicants, it

should consider the most likely sources of the type of
employee it needs. Some companies try to develop new
sources. While most only try to tackle the existing source they
have. These sources accordingly may be termed as internal and
external.
The “Automotive Mfrs Pvt Ltd” currently has a 65 Personas

staff. And if it requires more staff then company looks first to
- 74 -
its internal source and if a qualified person is found than he
will be requited on Company Payroll
If suitable person for a particular job is not found from

Internal source then company will try to get a employee from
External Sources.
There is a Four Types of Employee Require to the

“Automotive Mfrs Pvt Ltd” for their Showroom and service
station.
1. Management Person
2. Sales & Trainee Person
3. Engineer
4. Worker etc.
Recruitment Sources:
For Recruitment of the employ company uses different sources

Like:
- 75 -
1. Company contact Consultancy service for recruit
Management Level Person.
2. Company give advertisement in newspaper for recruit
Engineer, Sales & Trainee Person.

3. Some time “Automotive” recruit person from Industry
or Other Show Room by giving more attractive salary.
A fter recruitment, selection procedure is made selection

is the process of selecting the right person for a right
job at right time from recruited persons. The process for
selection is first, the application of the candidate are sent to
the concerned department which contains name, age, birth date,
education, address, family information etc. and then for
selection. There is a candidate interview is taken. They will be
either selected or rejected then, training is provided to them.
Selection Process at Automotive Mfrs Pvt Ltd :
1. INTERVIEW : -
- 76 -
After collecting application from applicant, analysis
is being started because of suitable candidates are
found by the reservation of the application then they
called for interview.
2. REFERENCE CHECKING : -
In application form, candidate is required to give

name and address of two references.
3. FINAL SELECTION : -
The candidate which is more suitable and meeting

with the recruitment for the post vacant that
candidate is finally selected.
Training :
After the employee has been selected, placed and induced, he

must next be trained. Training is the organized procedure by
which people acquire knowledge and skill for a definite
purpose. It is the act of increasing the knowledge and skill of a
workers for doing a certain job no business has choice of
whether to train or not, but the only choice is the method of
training at present training of worker is necessary because
many jobs have assured a highly technological character and
under automation. We require highly skilled operations.
- 77 -
“Training is an art of increasing the skill of a worker for doing

work more effectively.”
In “Automotive” the training is given to newly recruited

person in Bajaj Auto in different cities Service station. The
company gives training as per their job at different city like:
• PUNE: Technical Training
• AHMEDABAD: Marketing Training.
Training Period:
In “Automotive Mfrs Pvt Ltd” under Bajaj Auto, the

Training Period is limited as per the requirement of job or a
person. Generally Training Period is:
• Basic Training - 3 Days

• Expert Training - 6 Days
The training is helpful for increase productivity, improve

quality, improve organization climate, improve health and
safety etc.
- 78 -
I t is evaluation or appraisal of relative worth to the

company of a msn’s services on his job.
Organization is established to achieve certain objectives.

Achievement of goals and target depends upon to performance
of individual employees. Hence, it is a quite necessary to
understand as to what extent employees have been successful at
their jobs for achievement of their goals. Thus, performance
appraisal is an important part of personnel management.
Thus, performance appraisal is a very important part of

personnel management. Thus, "Automotive Mfrs Pvt Ltd" is
managing this department carefully and in effective manner.
- 79 -
Method of Performance Appraisal at Automotive :
1. Straight ranking method for sales of vehicle

Graphic rating scales
2. Group appraisal
In Automotive Mfrs Pvt. Ltd. It measure performance

appraisal by comparing the record like skill, ability, discipline,
attendance and regularity of the employees and selling of
vehicle. The concerned Sales Manager checks out such
performance.
T he human resource is so much important because it is the

asset of company has good staff of employees than it can
get the competitive edge. Employee will work hard only when
the employee are treated properly and taken care by the
management. The employee has the feeling, so organization
should consider their feeling and do well thing for them. If
organization try to do well thing for the employee they will
feel that organization care of them and they will work with full
enthuse. That is why the employee welfare program is
developed. Employee welfare means doing well for the
workers.
- 80 -
The following is the activities that are undertaken by the
“Automotive Mfrs Pvt Ltd” For the welfare of the employees:
 Safety and cleanliness of work place

 Employee can get Incentive after 1 Year. After monitoring
his performance chart.
 Provided Fund, E.S.I etc.

 Providing Insurance to its Staff.
 Provision for rest hours, mealtime and breaks.
 Worker safety measurement like proper machinery
maintenance, proving safety equipment.
Promotion:
“ Promotion involves a change from one job to another that is
better in term of status and responsibilities.”
Promotion is given to a person when the work of any employee

comes at satisfactory level at that time. The person has been
get higher job then the existing job with the increasing
responsibilities and more wages is to be given employees get
motivation when he is promoted for higher job.
- 81 -
The "Automotive Mfrs Pvt Ltd." is private limited firm so

that its given the promotion to their employees as per his
agreement and the performance of any employees if found to
be satisfied than and than. For this Promotion Company
Measure Performance of each and every employee with the
help of monthly sales chart and company regularly update this
chart and at the end of year Performance of employee is
analyse.
Transfer:
Transfer is a “largest shift causing movement of individuals

from one position to another usually without involving any
marked change in duties, responsibilities and skills needed for
compensation.”
This transfer is process of employee’s adjustment with the

work time and place. A transfer is horizontal or lateral
management of an employee from one job selection
department, shift, plant or position to another at the same or
- 82 -
another place where his salary status and the responsibilities
are the same it generally done not involves a promotion,
demotion or change in the job status.
The “Automotive Mfrs Pvt Ltd” gives transfer to its

employee on the request. It means if any person who has a
some personal or any other problem and if he request for
transferring him to particular city’s service station then
company can give transfer him to other Bajaj Auto’s showroom
or service Center. This transfer facility can help in improving
the satisfaction level of its employee.
- 83 -
DATA COLLECTION:
While making an analysis, Primary data represents a true and

correct picture of subject to be studied as compared to the
secondary data, which is second hand & has become obsolete.
So to know about the current situation of the market and actual
facts, collection and analysis of primary data is of significance.
We have presented the “Research findings on the basis of
Primary Data” collected through a survey conducted with the
help of questionnaires of customers of Rajkot City.
- 84 -
There are two researches which we conduct,
1. Service Satisfaction of Automotive Mfrs Pvt Ltd.
2. Customer Perception Compared to Hero Honda
Splendor.
RESEARCH PURPOSE:
We have a different purpose for making market research for

Both project of Bajaj Auto. As we say we select Two Market
Research Project, we have a specific purpose for both project
which is as below.
• In First project, Our Purpose for making a research is to

find the Customer Perception for purchasing a Vehicle.
Generally we take a perception for purchasing Bajaj
Vehicle. Some people believe and purchase only Hero
Honda Splendor and we want to know those customers
- 85 -
who purchase Splendor and why not purchase Bajaj’s
Vehicle .
• In other project, we make market research for Service

Satisfaction of Bajaj’s Customer. The company give
this project to know the satisfaction level of customer
form Service which is provided by “Automotive Mfrs
Pvt Ltd” the Dealer of Bajaj Auto.
SAMPLE SIZE:
We collect several sample for both Market Research.

Total 134 outlets were surveyed for both project.
• 82 outlets were surveyed for the project of

Service Satisfaction of customers from
“Automotive Mfrs” after purchasing Vehicle.
• 52 outlets were surveyed for the project of

Customer Perception for Purchasing Vehicle.
- 86 -
LIMITATION OF THE PROJECT:
 The market survey was limited to area of Rajkot city.
 Time constraint
 In such cases respondents were not able to give all
information in such cases as much as possible information
was taken.
 We can’t meet each and every user because of Human
Limitations and other problems so we select some sample.
SCOPE OF STUDY:
1. To get Feedback from customer.
2. For Identification of Problem in service of Automotive
3. Customer Perception, that why they Purchasing Hero
Honda Splendor
4. Lacking things In Bajaj’s Vehicle that the users of
Splendor why not purchase Bajaj Auto’s Vehicle.
5. Company also wants the Suggestion for improvement
from users of Bajaj Vehicle.
- 87 -
- 88 -
We Collect Data of 82 Vehicles for Market Research of

Bajaj Dealer Service.
Q-1 From Where Customer Purchase Vehicle?

No. of Vehicle
46Dealer No.
No. of Vehicle
of Vehicle
50 Automotive 46
35
Rajarshi 35
40
Other 1
30
20
10 1
- 89 -
0
Automotive Rajshri Other
Q-2 Where you service your vehicle?
No. of Vehicle
Automotive 49
Rajarshi 24
Other 9
Other, 9,
11%
Rajshri, 24,
29% Automotive,
49, 60%
- 90 -
Q-3 Time taken at service station to understand Vehicle

Problem is Appropriate?
Yes No Total
Automotive 42 7 49
Rajarshi 19 5 24
Other 7 2 9
Total 68 14 82
No
42 5
Yes
19 2
7
- 91 -
Q-4 Have they Understand Service Problem Properly?
Yes No Total
Automotive 41 8 49
Rajarshi 20 4 24
Other 9 0 9
Total 70 12 82
45 41
40
35
30
25 Yes
20
20 No
15
10 8 9
4
5
0
0 - 92 -
Q-5 Have Customer Get Expense Detail of Service in

Advance?
Yes No Total
Automotive 36 13 49
Rajarshi 18 6 24
Other 5 4 9
Total 59 23 82
36
40
35
30
25 18 Yes
20 13 No
15
10 6 5 4
5
0 - 93 -
Q-6 After Completion of Service have they give

Information about what they do in service?
Yes No Total
Automotive 39 10 49
Rajarshi 19 5 24
Other 9 0 9
Total 67 15 82
39
40
35
30 Yes
25 19 No
20
15 10 9
10 5
5 0
0 - 94 -
Q-7 Behaviors of Automotive’s Staff is proper or not?
Yes No Total
Automotive 39 10 49
Rajarshi 19 5 24
Other 9 0 9
Total 67 15 82
40 39
30
20 19 Yes
10 9 No
10
5
0
0
- 95 -
Q-8 Given Problem is Solved by the Engineers or not?
Yes No Total
Automotive 33 16 49
Rajarshi 13 11 24
Other 8 1 9
Total 54 28 82
35 33
30
25
20
16 Yes
15 13
11 No
10 8
5
1
0
- 96 -
Q-9 Have you Got delivery of vehicle in time after giving

it in service?
Yes No Total
Automotive 41 8 49
Rajarshi 21 3 24
Other 7 2 9
Total 69 13 82
50
41
40
30 Yes
21
20 No
8 7
10 3 2
0 - 97 -
Q-10 The customer Satisfied with Service or not?
Yes No Total
Automotive 34 15 49
Rajarshi 14 10 24
35 34 Other 6 3 9
30 Total 54 28 82
25
20
15 Yes
15 14
10
10 No
6
5 3
0 - 98 -
Q-11 If Customer Serviced at both place then where you

got more satisfaction?
Service Station Satisfied Person
Automotive Satisfied
5 Person
Rajarshi 3
Rajshri, 3
Total 8
Automotive,
5
Automotive Rajshri
- 99 -
- 100 -
Introduction
In Customer Perception as compared to Hero Honda

Splendor, we make research for Bajaj Auto for to know what
are the lacking things in Bajaj’s Vehicle that Some people Go
only for Hero Honda Splendor. For analysis of this research,
we collect 52 sample of Hero Honda Splendor’s Owner.
This Research is very much important because right now as per

today’s situation, Bajaj cover the large market then other
company. Hero Honda Splendor is No 1 from many years. But
- 101 -
right now the Bajaj’s selling is higher than Hero Honda so
the company wants to know that why some people purchase
only splendor and what are their perception for splendor. And
also wants to know their future vehicle and also wants analyse
that the customer of Hero Honda Splendor is Satisfied with this
vehicle or not and why?
Q-1 With Whom Reference Customer Purchase Honda

Splendor?
Reason No.
Advertisement 3
Self 37
Persons Reference 7
37
Other 5
71%
Total 52
7
3 5 13%
6% - 102 -
10%
Advertisement Self Persons Reference Other
Q-2 Reasons of Satisfaction of Hero Honda Splendor.
Reason No.
Avg 47
Style 22
Less Maint, Pick Up Other, 2, 1% 31 Avg, 47,
46, 26% Look 26 27%
Less Maintenance 46
Other 2
Style, 22,
Look, 26,
15% 13%
Pick Up, 31,
- 10318%
-
Avg Style Pick Up Look Less Maintainance Other
Q-3 Customer Honda Splendor are Satisfied with Service.
No. of
Satisfaton servey
Yes 39
No 13
Total No. of servey 52
No, 13,
25%
Yes, 39,
- 104 - 75%
Yes No
Q-4 Have Customer collected Information about any other

Vehicle while purchasing Honda Splendor?
Company No.
Bajaj 14
Yamaha No. 4
Tvs 3
30, 57%
Honda 1
No Think 30
Total 52
14, 27%
1, 2% 3, 6% 4, 8%
- 105 -
105
Bajaj Yamaha Tvs Honda No Think
Q-5 In future, which vehicle Customer would like to

Purchase?
Company No. of Cust

Bajaj 27
Yamaha 2
27, 40%
Tvs 4
31, 47%
Honda (HMSI) 3
Hero Honda 31
2, 3%
3, 4%
4, 6%
Bajaj Yamaha Tvs Honda (HMSI) Hero Honda
- 106 -
Q-6 If Customer use Both Bajaj & Splendor, Which Vehicle

is better?
Company No. of Cust

Bajaj 4
Hero Honda 6
No. of Cust
Bajaj, 4,
40%
Hero
Honda, 6,
60%
- 107 -
Bajaj Hero Honda
- 108 -
Service Satisfaction of Bajaj

Dealer’s
• We conduct 82 sample for know the customer service
satisfaction of “Automotive Mfrs Pvt Ltd”
• Form this 82 sample, 49 sample is of Automotive, 24
sample of Rajarshi and 9 other Bajaj’s Dealer in Rajkot
• 71% customer are Satisfied with Automotive’s Service
and 29% are not satisfied due to some reasons.
- 109 -
• Automotive save the time of customer by taking lesser
time while they come for servicing their vehicle. And
also engineer understand customers problem properly.
• Automotive gives expense detail advance so most of
customer are satisfied with the expense detail.
• Service satisfaction of automotive customer is higher than
other dealers service.
• If some customer make service on both Rajarshi and
Automotive then the customer prefer Automotive More
because Automotive give qualitative service so that
customer satisfaction from automotive is higher.
• Some customer face the problem like Automotive’s staff
not behaves well with customer. And some time customer
not takes delivery of his vehicle on time.
Customer Perception
We conduct a research to know the customer perception that

why the users of Splendor use this bike and what are the
lacking things in Bajaj that some customer uses a Splendor.
Customer Perception for Using Splendor
• Less Maintenance, Good Look, Style and Pickup
- 110 -
• Easy to Ride and Comfortable bike
• Rough & Tough Bike
• Worlds No-1 Bike from Many Years
• Most Popular Vehicle among youths
• Good Market Demand from many years
• Resell Price Is higher than other Vehicle.
• Customer Feels that If there is a splendor then no other
problem can take place for many years.
• Less Weight & Less Price.
• Sophisticated Bike
• Setting is So comfortable that it is most preferable in
long run.
• Good Balancing
• Parts are easily available at cheaper rate.
This two research can help Bajaj and also it’s dealers to know
what are the improvement they need in bike and also in a
service after selling of vehicle.
- 111 -
T he Suggestions that are given by Customers and we

give suggestions as a market researcher for Improving in
a service. Because after selling of a vehicle customer may has
some of the problem and customer come for solve their
problem through service and company should try to give proper
service to satisfy customer by solving their problem. The
suggestions are as followed:
- 112 -
• Company should take less time for service the vehicle.
• Company takes Higher Charges for Pay Service. This

should be reduce.
• Company should facilitate a Scheme for servicing Old

Vehicles so that all the customer service their vehicle at
company’s service station.
• Dealers should improve staff behavior. Some time it

create trouble for customers.
• Price of spare parts should be lesser than market price.
• Some time Vehicles problem is not solved so company try

to concentrate on solving a problem and also see that this
type of problem should not arise in future.
• Sometimes they only wash the vehicles. This should not

happen in future otherwise company can loose the
customer.
• All parts should be available at service station. Because

sometime customer face the problem that parts are not
available.
- 113 -
• Only one person should take the responsibility to check
the vehicles problem and also to solve the problem
MAGAZINES:
• Business Today
• India Today
• Business World
NEWSPAPERS:
- 114 -
• Economic Times
• Business Standard
WEBSITES:
• www.autowebindia.com
• www.indiainfoline.com
• www.bajajauto.com
• www.domain-b.com
• www.bharattraders.com
• www.fadaweb.com
• Various Search Engines
ANNUAL REPORTS:
• Bajaj Auto Ltd.
- 115 -

Bajaj Project - 2000

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Market Research of Bajaj

A SUMMER TRAINING PROJECT REPORT

BAJAJ AUTO PVT LTD.

R.K. COLLEGE OF BUISNESS MANAGEMENT

I Pankaj Sankharva undersigned the student of M.B.A 1 s t

Year. Of R.K. college of Business Management here by

declares that the project work presented in this reports is my

Kumara Anjaria, Sales Manager of “Automotive

Manufacturers Pvt Ltd” at Rajkot. It is a authorize showroom

and service station of Bajaj Auto.

Place :- Mr. Pankaj

I n today’s competitive world the practical study forms an

This project is on the analysis of Two Wheeler market of Bajaj,

T his is really a matter of pleasure for us to prepare a

It really gives us pride to first thanks to the Sales Manager of

2 GENERAL PROFILE OF BAJAJ AUTO 19

3 FINANCIAL RESULT OF BAJAJ AUTO 46

5.1 PROFILE OF AUTOMOTIVE MFRS. PVT LTD 55

5.2 MARKETING DEPARTMENT 64

5.3 PERSONNAL DEPARTMENT 72

7 RESEARCH FINDING & CONCLUSION 110

T he History of the automobile actually began about 4,000

In the early 15 th century, the Portuguese arrived in China and the

A Catholic priest named Father Ferdinan Verbiest is credited to

Although by the mid-15 th century the idea of a self-propelled vehicle

Nicolas-Joseph Cugnot of France is considered to have built the first

Daimler’s engine proved to be a great success mainly because of its

Charles Duryea built a motor carriage in America with petrol engine

For many years after the introduction of automobiles, three kinds of

Herbert Austin and William Morris, two different carmakers,

Automobile manufacturers in the 1930s and 1940s refined and

I ndia is the second largest manufacturer and producer of

The Indian two-wheeler industry made a small beginning in the

In 1948, Bajaj Auto began trading in imported Vespa scooters

In the initial stages, the scooter segment was dominated by

Under the regulated regime, foreign companies were not

The motorcycles segment was no different, with only three

The two-wheeler market was opened to foreign competition in

The first Japanese motorcycles were introduced in the early

In 1990, the entire automobile industry saw a drastic fall in

India is one of the very few countries manufacturing three-

The total number of registered two-wheelers and three-

T he composition of the two-wheeler industry

wheeler demand in the Indian market. Motorcycle and moped

T he Indian two-wheeler industry has

The scooters segment was the largest till FY1998, accounting

A s the following graph indicates, the Indian two-wheeler

Although the three players have dominated the market for a

T he Bajaj Group came into existence in 1926, during the

Kamalnayan Bajaj, the eldest son of Jamnalal Bajaj, at the

At present Chairman and Managing Director of the group, is

Baja is currently India’s Largest Two and Three Wheeler

B ajaj Auto is the flagship of the Bajaj group of

Bajaj Auto Ltd. Mukand International Ltd.

Rahul Bajaj Rajiv Bajaj

 Rahul Bajaj Chairman

 Madhur Bajaj Vice Chairman

 Rajiv Bajaj Vice President

 Sanjiv Bajaj Executive Director

 Klaus Biskup President (South East

 Ranjit Gupta Vice President

 C P Tripathi Vice President

 N H Hingorani Vice President (Materials)