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TVS SUMMER INTERNSHIP ON MOTOR PROJECT S SALES PROMOTION ON TVS SCOOTY

By

Name: DEEPANJAN DEY University Roll No:1370710018 Registration No:111370710018 Under the Guidance of

Name of Internal Guide Name of External Guide Mr. Somsubhra Paul Mr. Avijit Ghosh Designation Designation Asst. Professor Project Head(East Zone)

CERTIFICATE OF THE GUIDE 2

Guide Name: Prof. SOMSUBHRA PAUL Designation: Asst. Professor

This is to certify that project report entitled “SALES PROMOTION ON TVS SCOOTY” has been prepared by Mr. DEEPANJAN DEY under my supervision and guidance, for the fulfillment of Master In Business Administration. His field work is satisfactory. I wish him all the best in his future endeavors. :

DATE : SIGNATURE OF GUIDE: CERTIFICATE OF DEAN/PRINCIPAL

ACKNOWLEDGEMENT 3

It is really a great pleasure to have this opportunity to describe the feeling of gratitude imprisoned in the core of my heart. I convey my sincere gratitude to PROJECT HEAD(EAST ZONE) Mr. AVIJIT GHOSH for giving me the opportunity to prepare my project work in TVS MOTORS. I express my sincere thanks to all the staff members of TVS MOTORS. I am thankful to Prof. SOMSUBHRA PAUL for his guidance during my project work and sparing his valuable time. I express my sincere obligation and thanks to all the faculties of INSTITUTE OF BUSINESS MANAGEMENT & RESEARCH for their valuable advice in guiding me at every stage in bringing out this report. I am also thankful to my family for their kind co-operation which made my take easy.

Name:DEEPANJAN DEY Roll No:13700911018 4

DECLARATION

I do hereby declare that this project work entitled “SALES PROMOTION ON TVS SCOOTY” submitted by me for the partial fulfillment of the requirement for the award of Master in Business Administration (MBA) is a record of my own research work. The report embodies the finding based on my study and observation and has not been submitted earlier for the award of any degree or diploma to any Institute or University.

Date: Name: DEEPANJAN DEY Roll No: 13700911018

Table of contents

SERIAL NO. CONTENT PAGE NO. CHAPTER 1 INDUSTRY PROFILE 5

A. Background of scooty industry 6 B. Major players 7-10 CHAPTER 2 COMPANY PROFILE A. TVS Group 10-13 B. TVS Motor Ltd 14-27 C. Products of TVS 28-32 D. SWOT analysis 33 CHAPTER 3 RESEARCH OBJECTIVE A. Research methodology  Sales Promotion 34-39  Women-on- (WOW) 40  Problems for female in day-to-day life 40-41  Success story of scooty 41  Activities done during internship 42-43 B. Research design 44 C. Data collection method 44 D. Sample design 45 CHAPTER 4 SCOPE OF STUDY A. Purpose 45-46 B. Scope 46 C. Limitations 46 CHAPTER 5 DATA ANALYSIS & INTERPRETATION 47-56 CHAPTER 6 OBSERVATION 57 CHAPTER 7 SUGGESTIONS 58 CHAPTER 8 CONCLUSION 59 CHAPTER 9 BIBLIOGRAPHY 60 CHAPTER 10 ANNEXTURE 61

1. INDUSTRY PROFILE 6

Scooty is an Indian brand of Scooters manufactured by TVS Motors. Designed for women, Scooty is the largest selling brand in its segment. It has come to represent a generic name for any women's two-wheeler in .

Scooty was initially conceived of as a Scooter for both sexes. However sales figures over the first two years indicated that more women were buying the Scooty than men. In 1996, Scooty went through a repositioning exercise to target women. Though it was seen as a risk with the large majority of Indian two-wheeler riders being male, TVS chose the strategy to tap the nascent segment of women riders.Over the last decade, Scooty has launched several models that cater to different segments of the market. These include the Scooty ES (1996), the Scooty Pep (2003) and Pep+ (2005), Scooty Teenz (2007) and Scooty Streak (2009).

TVS Scooty embarked on a project to provide two-wheeler riding training to women across small and large towns in India with a view to building the habit of riding in what is considered a low- penetration segment: less than 2% of Indian women in the potential two-wheeler buying category of 15-60 year olds actually buy a scooter. Rechristened the TVS Scooty Institute, 80 centers have been set up and 42,000 women have been trained to ride a two-wheeler. About 20% of women trained at the institute buy the TVS Scooty. This campaign has won several awards, notably amongst them the EMVIE by the Ad Club Bombay for being the best campaign innovation. 7

Honda Motor Company

Honda has been the world's largest manufacturer since 1959, as well as the world's largest manufacturer of internal combustion enginesme assured by volume, producing more than 14 million internal combustion each year. Honda surpassed Nissan in 2001 to become the second-largest Japanese automobile manufacturer. As of August 2008, Honda surpassed Chrysler as the fourth largest automobile manufacturer in the United States. Honda was the seventh largest automobile manufacturer in the world behind Toyota, General Motors, Volkswagen AG, Hyundai Motor Group, Ford, and Nissanin 2010.

Honda was the first Japanese automobile manufacturer to release a dedicated luxury brand, Acura, in 1986. Aside from their core automobile and motorcycle businesses, Honda also manufactures garden equipment, marine engines, personal watercraft and power generators, amongst others. Since 1986, Honda has been involved with artificial intelligence/robotics research and released their ASIMO robot in 2000. They have also ventured into aerospace with the establishment of GE Honda Aero Engines in 2004 and the Honda HA-420 Honda Jet, scheduled to be released in 2012. Honda spends about 5% of its revenues into R&D.

Hero Motor Company 8

Hero Motors is a and scooter manufacturer based in Delhi, India. It is a part of multinational company Hero Group, which also currently owns Hero Motocorp (formerly Hero Honda) and Hero Cycles, among others. was started in the 1960s to manufacture 50cc two stroke but gradually divHersified into making larger mopeds, mokicks and scooters in the 1980s and the 1990s. Noteworthy collaborators and technical partners were of Austria and of Italy. Due to tightening emission regulations and poor sales, Hero motors have discontinued the manufacture of all gasoline powered and transformed itself into an electric two-wheeler and auto parts manufacturer.

Mahindra & Mahindra Company

Mahindra & Mahindra Limited (M&M) is an Indian multinational automaker headquartered in Mumbai, Maharashtra, India. It is one of the largest automobile manufacturers by production in India and a subsidiary of . The company was founded in 1945 in Ludhiana as Mahindra & Mohammed by brothers K.C. Mahindra and J.C. Mahindra and Malik Ghulam Mohammed. After India gained independence and Pakistan was formed, Mohammed emigrated to Pakistan where he became the nation's first finance minister. The company changed its name to Mahindra & Mahindra in 1948. It is ranked 21 in the list of top companies of India in Fortune India 500 in 2011.

Kinetic Motors

Kinetic Engineering Limited is an automotive component manufacturer in India which formerly sold two-wheelers under the brand names and later Kinetic. In 2008, it stopped selling two-wheelers after entering into a joint venture with Mahindra Automobiles, where Mahindra held the major (80%) stakes. By this joint venture, Mahindra acquired the two-wheeler manufacturing facilities as well as the then selling brands of Kinetic. 9

The brand Kinetic-Honda is remembered for its legacy 2-stroke scooters, with variomatic and electric start, first in India when it was launched (in 1984) and the only in India until the late 1990s.

Part of the Firodia Group of Companies, a pioneer in the Indian automotive sector, Kinetic Engineering started its operations in the year 1972. It entered into a joint venture with Honda in 1984 and started selling scooters under the brand name Kinetic Honda. In 1998, the joint venture split and the company continued to sell scooters under the brand name Kinetic. Soon the company entered into the fastest growing motorcycle market but its endeavor failed and put the company into debt. With direct competition from the former ally Honda, which had now established itself as the leading scooter manufacturer (HMSI) in India, Kinetic lost its exclusive market foothold by the mid 2000s. Now having withdrawn from two-wheeler manufacturing, Kinetic Engineering continues to be a major player in the auto components manufacturing and exporting sector in India.

Kinetic Motors again started its operations from January 2011. Kinetic introduced its very popular brand Kinetic in 4 stroke version and going to launch 3 more new models to compete the market.

Bajaj Auto Limited

Bajaj Auto Limited is an Indian motorized -producing company. Bajaj Auto is a part of . Its founded by Jamnalal Bajaj at Rajasthan in the 1930s. It is based in , Maharashtra, with plants in Chakan (Pune), Waluj (near Aurangabad) and Pantnagar inUttaranchal. The oldest plant at Akurdi (Pune) now houses the R&D centre Ahead. Bajaj Auto makes and exports automobiles, scooters, and theauto rickshaw.

Bajaj Auto is the world's third-largest manufacturer of motorcycles and second-largest in India.

The Forbes Global 2000 list for the year 2005 ranked Bajaj Auto at 1,946. It features at 1639 in Forbes 2011 list. Over the last decade, the company has successfully changed its image from a scooter manufacturer to a two-wheeler manufacturer. Its product range encompasses scooterettes, 10 scooters and motorcycles. Its real growth in numbers has come in the last four years after successful introduction of a few models in the motorcycle segment.

The company is headed by Rahul Bajaj who is worth more than US$1.5 billion.

Bajaj Auto came into existence on 29 November 1945 as M/s Bachraj Trading Corporation Private Limited. It started off by selling imported two- and three-wheelers in India. In 1959, it obtained license from the to manufacture two- and three-wheelers and it went public in 1960. In 1970, it rolled out its 100,000th vehicle. In 1977, it managed to produce and sell 100,000 vehicles in a single financial year. In 1985, it started producing at Waluj near Aurangabad. In 1986, it managed to produce and sell 500,000 vehicles in a single financial year. In 1995, it rolled out its ten millionth vehicle and produced and sold one million vehicles in a year.

2. COMPANY PROFILE

TVS Group is one of India's oldest business groups. It is a giant conglomerate with presence in diverse fields like automotive component manufacturing, automotive dealerships and electronics.

The TVS Group was established in 1911 by Shri. T V Sundaram Iyengar. As one of India's largest industrial entities it epitomizes Trust, Value and Service. Today, there are over thirty companies in the TVS Group, employing more than 40,000 people worldwide and with a turnover in excess of USD 4 billion. With steady growth, expansion and diversification, TVS commands a strong presence in manufacturing of two-wheelers, auto components and computer peripherals. We also have vibrant businesses in the distribution of heavy commercial vehicles passenger , finance and . 11

TVS Group originated as a company in 1911. TV Sundaram Iyengar and Sons Limited is the parent and of the TVS Group. TV Sundram Iyengar and Sons Limited has the following three divisions:

 TVS and Sons: TVS and Sons is the largest automobile distribution company in India. It distributes Heavy Duty Commercial Vehicles, Jeeps and Cars. TVS and Sons represents automotive companies like , Mahindra and Mahindra Ltd., and Honda. The company is also one of the leading logistics solution providers and has set up state-of-the-art warehouses all over the country. TVS and Sons has also diversified into distributing a range of Garage equipments.

 Sundaram Motors: Sundaram Motors distributes Heavy Duty Commercial Vehicles, Cars, and auto spare parts for several leading manufacturers. The company is also the dealer for Ashok Leyland, Honda, Fiat, Ford and Mercedes Benz.

 Madras Auto Service: Madras Auto Service distributes automotive spare parts for all leading manufacturers.

Other major companies of TVS Group are:

 TVS - Motor Company Limited: TVS Motor Company Limited is one of the largest two-wheeler manufacturers in India. It manufactures Motorcycles, Mopeds, Scooterettes and Scooters.

 TVS Electronics Limited: TVS Electronics was incorporated in 1986 in collaboration with Citizen Watch Co. of Japan. The company manufactures a complete range of computer peripherals.

 Axles India Limited: Axles India was promoted by Sundaram Finance, Wheels India and Eaton Corporation for the manufacture of axles for medium and heavy duty commercial vehicles in India.  India Limited: Brakes India is a joint venture between TV Sundram Iyengar and Sons Ltd. and Lucas Industries Plc., UK. The company manufactures braking equipment for automotive and non-automotive applications. 12

 Sundaram Polymers Division: Sundaram Polymers Division manufactures Engineering Plastic compounds for various applications.  Harita Finance Limited: Harita Finance Ltd is a finance company under the TVS Group. It deals in retail finance, hire purchase, leasing and bill discounting.

 Harita Finance Limited: Harita Finance Ltd is a finance company under the TVS Group. It deals in retail finance, hire purchase, leasing and bill discounting.

 India Motor Parts and Accessories Limited: It is engaged in the distribution of automobile spare parts.

 India Nippon Electricals Limited: It is a joint venture between Lucas Indian Service and Kokusan Denki Co Ltd., Japan. The company manufactures Electronic Ignition Systems for two wheelers and portable gensets.

 IRIZAR TVS (P) Ltd: IRIZAR TVS (P) Ltd. is a joint venture between Sundaram Industries Ltd, Ashok Leyland Ltd and IRIZAR S. Coop of Spain. The company builds bus bodies for export and domestic market.

 Lakshmi Auto Components Limited: The company is a subsidiary of TVS-. It manufactures gears, crankshafts and connecting rods for TVS-Suzuki motorbikes and mopeds.

 Lucas Indian Service: Lucas Indian Service is a wholly owned subsidiary of Lucas-TVS Ltd., engaged in the sales and service of auto-electricals and fuel injection equipment.

 Lucas - TVS Limited: Lucas-TVS, a joint venture between Lucas Varity group, UK and TVS Group, is a leading manufacturer of auto electrical products and injection equipment in India.

 Sundaram Linings Limited: Sundaram Brake Linings is the leading manufacturer of brake linings in India.

 Sundaram-Clayton Limited: Sundaram - Clayton Ltd manufactures complete range of air brake actuation system - compressors, actuators, valves, brake chambers, spring 13

brakes, slack adjusters, couplings, hoses, switches and vacuum boosters for light/medium and heavy commercial vehicles and trailers. Foundry Division manufactures aluminum, gravity and pressure die-castings.

.

TVS Group is an Indian diversified industrial conglomerate with its principal headquarters located in and Madurai. Almost all holdings of the group are private. The largest and the most visible subsidiary is TVS Motors, fourth largest two-wheeler manufacturers in India. TVS Group, headquartered in Chennai, with group revenue of more than USD 10 billion is a automotive conglomerate company in India, specialized in manufacturing of two-wheeler, three- wheeler, auto-electricals components, high tensile fasteners, die casting products, brakes, wheels, tyres, axles, seating systems, fuel injection components, electronic and electrical components and many more.

From its humble beginnings at the turn of the 20th century, the TVS Group has grown to become the largest manufacturer and distributor of auto components in India. TV Sundaram Iyengar and Sons is the holding company of the TVS Group. When a company has a history of more than 40 years, its value is measured by its ability to renew itself and keep up with the times.TVS today offers ranges entirely dedicated to the theme of ecology, products that are highly refined from the technological point of view and move increasingly closer to market needs, with lots of new features created by professional designers: this is our way of continuing to build our history as a leading brand that is constantly innovation-oriented and projected towards the future 14

TVS Motor Company Limited is the fourth largest two-wheeler manufacturer in India. It is the flagship company of the parent TVS Group employing over 40,000 people with an estimated 15 million customers. It manufactures motorcycles, scooters, mopeds and auto rickshaws. It is India's only two-wheeler company to have won the Deming Prize awarded for commitment to quality control, received in 2002.

TVS Motor traces its origins back to the entrepreneurial spirit of Trichur Vengaram Sundaram Iyengar who gave up lucrative careers in the Indian Railways and in banking to set up his own business. He began with Madurai's first bus service in 1911 and founded T.V.Sundaram Iyengar and Sons Limited, a company that consolidated its presence in the transportation business with a large fleet of trucks and buses under the name of Southern Roadways Limited. When he died in 1955 his sons took the company ahead with several forays in the automobile sector, including finance, insurance, manufacture of two-wheelers, tyres and components. The group has managed to run 33 companies that account for a combined turnover of nearly $3 billion.

Over the years TVS Motor has grown to be the largest in the group, both in terms of size and turnover, with four state of the art manufacturing plants in , Mysore and Nalagarh in India and Karawang in Indonesia. TVS Motor is credited with many innovations in the Indian automobile industry, notable among them being the introduction of India's first two-seater moped, the TVS 50cc. The company became the leader in its category of sub 100 cc mopeds, having sold 7 million units. It also introduced the TVS Scooty, which is India's second largest brand in the scooterette segment.The TVS Jive launched in November 2009 became India's first -free motorbike aimed at a stress-free rider experience while the unisex scooter TVS Wego is targeted at urban couples, featuring body- balance technology for easier handling. On 1 June 2012, TVS Motors reported a dip of 5% in its total sales for May 2012. On 10 July 2012, TVS Motors and BMW were reported to be in talks for technology sharing. "Eyeing TVS for supply, production of components: BMW Motorrad". 15

Suzuki relationship

TVS and Suzuki shared a 19 year long relationship that was aimed at technology transfer to enable design and manufacture of two-wheelers specifically for the Indian market. Rechristened TVS-Suzuki, the company brought out several models such as the Suzuki Samurai, Suzuki Shogun and Suzuki Fiero. Differences in opinion on how to run the join venture eventually led to the partners going their separate ways in 2001 with the company being renamed TVS Motor, relinquishing rights to use the Suzuki name. There was also a 30 month moratorium period during which Suzuki promised not to enter the Indian market with competing two-wheelers. The company also got over a period of labour unrest that required Chairman to take tough measures to resurrect a company that was in a state of turmoil. He would go on to invest in new technology, nurture in-house design, and implement Toyota-style quality programs

1982

- The company was incorporated as Indian Motorcycle Pvt. Ltd. on 15th July. Its name was changed to Indo Suzuki Motorcycles Pvt. Ltd. and it was converted into a public limited company on 12th January, 1984. It was promoted by Mr. N. Krishnan in collaboration with Suzuki Motor Co. Ltd. Japan; Sundaram-Clayton, Ltd., a member of the Company to the extent of Rs 70 lakhs.

- The company entered into a technical know-how and assistance agreement with Suzuki Motor Co. Ltd., of Japan on 22nd September. As per the terms of the Colloboration, Suzuki agreed to furnish complete technical information and know-how, trade secrets and other data. 16

- All shares taken up by promoters etc. 1984

- The company received a letter of intent for the manufacture of 20,000 spark ignition operated out board motors and 30,000 internal combustion spark ignition engines upto 500cc per annum.

- 59,40,000 shares issued at par in 1984. 7,00,000 shares allotted to Sundaram Clayton, Ltd. Chennai, 70,000 shares allotted to Anusha Investments (P) Ltd. Chennai, 20,00,000 shares allotted to Suzuki Motor Co., Ltd., Japan; 2,20,000 shares allotted to employees and business associates and 29,70,000 shares offered to the public. 1985

- A new company "Lakshmi Auto Components Pvt Ltd." was incorporated for the manufacture of critical engines and transmission parts. 1986

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

- The name of the company was changed from Indo Suzuki Motorcycles Ltd. to TVS Suzuki Ltd with effect from 18th August.

- 154,00,000 Rights Equity shares issued at par in prop. 2:1. 1988

- The company obtained a letter of intent for expanding the capacity to 4,00,000 Nos. two wheelers. 1989 17

- The working was adversely affected due to labour unrest which resulted in a lock-out from 28th February

1990.

- The lock out was lifted in the second week of June 1990. 1990

- The company launched a 34cc miniped to take advantage of the Act that exempts such vehicles from the payment of road tax. The Company worked for only 10 months due to lock-out. 1991

- The technical aid agreement entered into with Suzuki Motor Co., Japan which expired in August 1991 was extended for three more years with the approval of the Government of India.

1992

- The Company launched two new models of motor cycles viz. `Sumurai' and `Shogun'.

1993

- The Company launched a new model of moped viz. `TVS Scooty'.

1995

- The Company was studying the feasibility of opening a second plant at a different location to meet the growth in demand for two wheelers in the near future. It also proposed to introduce upgraded version of mopeds. In addition, during the year, the Company undertook to develop new models of motorcycles.

1996 18

- The company is taking steps to meet the increase in demand for its products and improve the market share.

- A statement relating to the subsidiary, M/s Lakshmi Auto Components Limited, Chennai, and a copy of its annual accounts for the year ended 31st March, 1996 are attached to the Balance Sheet pursuant to section 212 of the Companies Act, 1956.

- As per the requirements of section 217(1)(e) of the Companies Act, 1956 read with the Companies (Disclosure of Particulars in the Report of Board of Directors) Rules, 1988, the information regarding conservation of energy, technology absorption and foreign exchange earnings and outgo are given in annexure I to this report.

1997

- TVS-Suzuki plans to set up an auto ancillary estate through joint venture with some of its existing components suppliers. The proposed project is to come up at a new 57 - acre site near TVS-Suzuki's existing plant at Hosur.

- Leading two-wheeler manufacturer in the country, TVS Suzuki, will soon set up a new 2.5 lakh capacity scooter plant in Mysore.

- TVS-Suzuki (TSL) - a joint venture between the TVS group and Suzuki Motor Corporation, Japan - was the first company to launch a 100-cc motorcycle in the Indian market.

- Credit Analysis & Research Ltd (Care) has assigned the credit rating of CARE AA+ (double A plus) to the proposed non-convertible debenture issue of Rs.100 crore by TVS- Suzuki Ltd (TSL). 19

- TVS Suzuki is a joint venture between Saundaram Clayton Ltd. of the TVS group and Suzuki Motor Corporation, Japan.

-The company proposes to introduce kick start facility.

- TVS Suzuki Ltd (TSL), the second largest two-wheeler manufacturer in the country, will be restructuring its entire vendor-base in the next five years with the objective of creating robust vendors to meet its future expansion plans.

- TVS Suzuki Limited is officially launching its new moped model, the XL Super.

- The Rs. 100 crores non-convertible debentures of TVS-Suzuki Limited rating of AA + (high safety with higher standing) has been retained by CARE.

1998

- TVS Suzuki Ltd, one of the leading two-wheeler manufacturers in the country, has crossed the Rs.1,000-crore turnover mark in 1997-98.

- TVS will be the first company in the country to introduce the 4 stroke scooter in the Indian market.

- TVS' new-generation state-of-the-art four-stroke scooter Spectra, of which we gave you an exclusive preview last month, was launched in spectacular fashion at the TVS Millennium Show on October 1 in New Delhi.

- TVS Suzuki Ltd on October 1 launched its new generation 4-stroke scooter `TVS Spectra' in Delhi. 20

1999

- TVS Suzuki is all set to launch a scaled-down version of Spectra -- the recently launched four-stroke scooter.

- The company is set to launch Spectra on a nation-wide basis in April.

- Suzuki has indicated to the TVS group that if it did not agree to the Japanese company's acquiring a majority stake, it should allow Suzuki to set up a 100 per cent subsidiary.

2000

- The Company, pioneers of Indo-Japanese motorcycles in the country, has launched its latest offering, Suzuki Fiero, in the Kerala market.

- The based TVS-Suzuki has launched the 150 CC four-stroke powerhouse Suzuki Fiero in Tamil Nadu, close on the heels of its launch in Rajasthan, Karnataka and Kerala.

- Two-Wheeler major, TVS-Suzuki Limited is set to create a special cell to tap the institutional segment.

- The Company proposes to re-launch its four-stroke scooter, Spectra, in July.

- Two-wheeler major TVS Suzuki is all set to cross the magic one million mark durisng the current fiscal with 12 new models lined up over the next 18 months.

- Motocycle giant, TVS Suzuki, has forged an alliance with Brand Dotcom to leverage the latter's online expertise brand building on the Net. 21

- TVS-Suzuki Ltd on August 30th, formally launched its indigenously developed 4-stroke motorcycle, TVS Victor, here. The price has been fixed at Rs 41,187, (ex-showroom, Chennai).

- The TVS group and Suzuki Motor Corporation September 27 parted ways from their 15- year-old joint venture with the former buying out the 25.97 per cent stake of the Japanese company for Rs 9 crore.

2002

- TVS Motor Company Ltd has informed that the Board declared an interim dividend of Rs 9.00 per share on 2,31,00,070 equity shares of Rs 10/- each fully paid up, aggregating to Rs 231.00 million.

2003

-TVS Motor Company has recorded a market share of 35% from motor cycles division

-K.S.Bajpai has been appointed as an Additional Director on the Board.

-TVS, Bajaj Auto and Yamaha have grabbed the market share from the country's largest motor cycle maker Hero Honda.

-The TVS victor sales has crossed 4 lakh unit mark in less than 18 months of its launch.

-TVS Motor has recorded a 31% growth in its sales.

-C V R Panikar has been appointed as Additional Director on the Board of TVS Motor Company Ltd. 22

-TVS Motor Company has reintroduced Fiero, inorder to compete with .

-TVS Motor Company Ltd has introduced its own racing bikes which Team TVS will test on the tracks in Asian Circuit.

-TVS Motor launched 4 new mobikes including a new brand 100-cc mobike called the Centra.

-TVS Motor Chairman and MD Venu Srinivasan has been selected in Business Week's Stars of Asia which covers the top 25 achievers in the continent.

-TVS Motor Company adds two new models in two-wheeler segment.

-TVS Motor ties up with State for scooter and Motorcycle financing.

-Launches Fiero F2 and Scooty Pep models

-Board of approves the merger of components division of its subsidiary, Lakshmi Auto Components (LAC) with TVS Motors effective from April 2, 2003

2004

-TVS Motor , on Jan 5 launched Centra, a 100 cc four-stroke motor cycle, with variable timing intelligent (VTI) engines, claiming to give more mileage to consumers. The Centra has bundled price, style, power along with fuel efficiency making it a fill-once-a-month bike, and it's priced at Rs.36,990. nearly Rs 100 crore investment had gone into the launch of 'Centra', including R&D, plant and machinery. 23

-TVS Motor Company Unveil TVS Centra With ' VT-i Engines',, a 100 CC 4 stroke motorcycle

-TVS Motor Company launched its new bike - TVS Centra - here on February 9, 2004, for the first time in the State. It is a 100-cc four-stroke motorcycle targeted at the popular segment and a Fill-it-once-a-month bike, competitively priced at Rs. 36,990. The vehicle has been launched in January in the metros and other cities and so far 8,000 vehicles had been sold in the country.

-TVS Motor Company and (UBI) have announced the launch of `Union Miles Scheme,' an exclusive two-wheeler finance scheme

- TVS Motor Company (TVS) launches new 125cc, 4-stroke Victor GLX motorcycle in Chennai on May 02, 2004

-TVS Vice President resigns

-TVS Motors forges alliance with Andhra Bank

-, TVS Motor rolls out TVS Canmobile

-TVS picks up Asian Network for Quality award

-TVS unveils new version of 'Victor GX' 24

2005

-TVS Motor Company introduced its entry-level 4-stroke motorcycle - TVS Star - in the Kerala market

-TVS rolls out Star bike in Andhra Pradesh

-TVS Motor Company launches TVS Centra VT-i, a variant of its four-stroke 100cc model TVS Centra on May 6

-TVS Motor rolls out two motorcycle variants named Victor EDGE, StaR City and Scooty Pep plus

2006

-TVS Motor appoints new President

-TVS launches Apache in Vizag

-TVS Motor Company launched a new version of 125 cc Victor GLX with an electric start option

2007

-TVS Motor Co, has rolled out seven new vehicles, including its first three-wheeler and a new 125 cc bike, aimed at gaining lost share in a highly competitive market.

2009 25

- TVS Motor Company launched Scooty Streak, which is its latest scooterette targeted at girls of 16 to 20 age group.

- Tvs Motor Company Limited has appointed Mr Prince Asirvatham as an additional and independent director of the board of directors of the company effective April 21, 2009.

- TVS Motor Company entered the 110 cc segment by unveiling 2 brand new products, an auto-clutch motorcycle and an automatic scooter.

2010

- TVS Motor Company has launched India's first auto-clutch motorcycle- TVS Jive, in Chandigarh.

Mission

We are committed to being a highly profitable, socially responsible, and leading manufacturer of high value for money, environmentally friendly, lifetime personal transportation products under the TVS brand, for customers predominantly in Asian markets and to provide fulfillment and prosperity for employees, dealers and suppliers.

Vision

TVS Motor - Driven by the customer

TVS Motor will be responsive to customer requirements consonant with its core competence and profitability. TVS Motor will provide total customer satisfaction by giving the customer the right product, at the right price, at the right time. 26

TVS Motor - The Industry Leader

TVS Motor will be one among the top two two-wheeler manufacturers in India and one among the top five two-wheeler manufacturers in Asia.

TVS Motor - Global overview

TVS Motor will have profitable operations overseas especially in Asian markets, capitalizing on the expertise developed in the areas of manufacturing, technology and marketing. The thrust will be to achieve a significant share for international business in the total turnover.

Manufacturing Excellence

Launch of 7 vehicles on the same day - Manufacturing Excellence makes this feasible

At the heart of the new product launches is the Production Team, setting to motion the dream put forward by the R&D.

Driven by the Five Pillars of TQM

The management philosophy is based on five pillars of TQM (Total Quality Management) which rests on the foundation of Total Employee Involvement, daily management and Kaizen (Continuous improvement).

The Total Employee Involvement

The Total Employee Involvement program ensures that responsibility for the company's performance is the shared responsibility of all levels of employees. It provides all employees with the opportunity to be involved in breakthrough activities and other improvements, over 27

and above their daily routine.

Daily work management dDaily work management consists of defining and monitoring key processes, ensuring that they meet set targets, detecting abnormalities and preventing their recurrence. TVS Motor encourages continuous improvement in all aspects of work, using Cross Functional Teams (CFT), Supervisory Improvement Teams (SIT) Quality Control Circles (QCC) and suggestion schemes

The five pillars start with policy management, which is used to arrive at the annual breakthrough objectives. There are generally not more than three company objectives, arrived at after a detailed exercise, which are deployed and reviewed periodically.

The company conducts an exhaustive range of training programs, utilising both in-house skills and consuftants from all over the world. The programs are conducted for all employees, at all levels. The Inspiration Moment

When we won the Deming Prize in Quality in 2002, we were the only two wheeler manufacturer in the world to have won the award. However, our penchant for quality continues as we work in line with the principles of Kaizen (Japanese for Continuous improvement) and TQM (Total Quality Management).

TVS Motor company Ltd (TVS Motor)- member of the TVS group is the largest company of the group in terms of size and turnover. 28

Motorcycles Scooty Mopeds

Apache RTR 180 TVS Wego TVS XL Super Flame DS 125 Scooty Streak TVS XL Heavy Duty Flame Scooty Pep+ TVS Jive Star City Sports

TVS Wego

TVS Wego is the new scooter that has been showcased at the 2010 by TVS. It is a the multi-user, family-friendly and sleek metal bodied scooter that strikes a perfect balance between stability and maneuverability, power and mileage, sturdiness and ease, making it a delight to ride for any category of users; men and women, young and old, might be the next scooter to create a boom.

Specifications

TVS Wego is equipped with a 110cc engine delivering a peak power of 8 BHP@ 7500 RPM. Vehicle simulation models, computational fluid dynamics and frequency response analysis techniques are being used in order to ensure smooth and noise-free engine and best-in-class ride comfort and handling. A low friction aluminum engine providing best in its class mileage is there on the inside of the chassis. 29

 4 Stroke Single air cooled engine  Single Overhead Cam Shaft  Max Power – 8 BHP @ 7500 RPM  Max Torque – 8 Nm @ 5500 RPM  V-Matic Automatic Transmission  12 V, 4Ah Maintenance free battery  High rigidity under-bone type chassis  In-line Telescopic Hydraulic front suspension  Unit Swing hydraulically damped rear suspension  130 mm diameter drum brakes both front and rear  Capacity – 5 Litre Features

There are many unique features in TVS Wego like:

 Easy Slide Stand  12 Inch alloy wheels  Ignition key hole glow in dark  Telescopic suspension in front  Twilight Lamps  LED tail lamp with optical glow  Big Storage below seat  Balancing features like Font-side center of gravity  Stays in straight line on uneven roads  Steady and Stable ride quality  Well distributed body weight  Easy maneuverability  short turning radius  Rides two passengers without wobbling 30

Why should Wego be bought?

The reason is a Unique Feature of Body Balance Technology that enables lower effort, better control and maneuverability through optimum vehicle mass and mass distribution, making it the best scooter to handle in city traffic conditions. Partnering the Body Balance Technology are first in its category are twelve inch alloy wheels, sleek contour body, LED Tail lamp with optical guides, external fuel fill with hinged cap, an integrated glove box, twin city lamps, maintenance free battery, gas filled rear shock absorber, under seat combo charger to charge the vehicle battery as well as a cell phone and patented EZ center stand. The scooter’s under seat storage space that can hold a full face helmet.

Scooty Streak

TVS Scooty Streak is one of most popular TVS Scooty Streak in India. Bajaj Bikes are always be first choice for new Bike buyers in India. Have a look at the TVS Scooty Streak Bike details which will guide all about this TVS Scooty Streak. TVS Scooty Streak is a feature rich Bike which ensure your safety while driving. Get the details of Transmission, safety feature, Suspension System, Comfort & Convenience, and tank capacity.

The scooter has been given cosmetic upgrades only and no changes have been brought at the engine level. The existing technical specifications are as follows:

 Type: 4 stroke single cylinder forced air cooled  Displacement: 87.8 CC  Max Power: 5 BHP @ 6500 RPM  Max Torque: 5.8 Nm @ 4000 RPM  Clutch: Pivot clutch centrifugally operated  : 1230 mm  Tyre Size front and rear: 90×90-10”  Kerb Weight: 96 KG 31

 Fuel Tank capacity: 4.7 Liters TVS motors, known for its unique designs suitable for the Indian roads, have recently launched the all new Scooty Streak for girls. The new Scooty Streak is available in five different graphic options with an all black color exterior. The scooter comes with an added feature of anti-skid tyres.

TVS Motors Scooty Streak is also equipped with external fuel lid to fill petrol without opening the seats. The features of Scooty Streak includes effortless stand, lockable front glove box, LED tail lamps and also added a mobile charger.

Specifications

TVS Scooty Streak features, and its engine power which is the most important factor when buying any new or old Bikes in India.

With the ongoing success achieved by the Scooty series in the two-wheeler segment, TVS has felt overwhelmed and has launched a new facelift model of the TVS Scooty Streak. The festive season has probably motivated the brand to come up with something exciting and that is

why the new Scooty Streak comes with a couple of appreciable features which are as follows:

 An all new black colour with 5 different body graphic options  A more contoured seat to improve ergonomics and comfort level  A set of new broad anti-skid tyres that provide better braking stability on wet surfaces  An external fuel fill at the rear for convenient refueling  LED lamps 32

 An easy-center stand to put the scooter on stand with least effort  An in-built mobile plug-in charger  Lockable glove box

Scooty Pep+

TVS Scooty Pep+ for its stylish design and better performance is the choice of many trendy youngsters. Its 900 cc engine is now available with Roller Follower Mechanism. Its easy mobile charging socket has the option for charging the mobile by avoiding the inconvenience caused while mobile gets switched off. It’s easy center stand makes the parking facility more comfortable. Its key ring with glow surrounding makes it more eye-catching even at night.

TVS Scooty Pep Plus Mileage

45 – 50 km per liter in the long run

TVS Scooty Pep Plus Features and Specifications

Type 4 Stroke, Single cylinder forced air Engine and cooled Transmission Displacement 87.8 cc Max. Power 3.68 kW / (5 bhp) @ 6500 rpm Max. Torque 5.8 Nm @ 4000 rpm Bore & Stroke 51 mm x 43 mm Ignition systems Digital DC CDI Head lamp 12 V, 35/35W Electrical Tail lamp 12 V, 21/5 W Battery 12 V, 5 Ah Turn signal lamp 12 V, 10 W Wheelbase 1230 mm Dimensions, Kerb Weight 95 Kgs Weight andBrake Drum (Front & Rear)110 mm Capacity Fuel tank capacity 5 lit Ground Clearance 135 mm Clutch Pivoted Clutch Centrifugally Operated Drive Primary Drive Automatic CVT with torque sensor 33

Strength

1. Huge brand equity and one of the biggest players in the two wheelers Indian market

2. Excellent R&D, and wide variety of products in every segment

3. Excellent distribution and good number of service centers 4. TVS Group has over 40,000 employees and a customer reach of over 15 million 5. Associating itself with celebrity brand ambassadors 6. ‘Scooty’ as a brand has become a second name for the scooter rate segment

Weakness

1. Absence in the premium bike segment. 2. Suppose to be very sophisticated. 3. Spare parts are too costly.

Opportunity

1.Two-wheeler segment is one of the most growing industries

2.Export of bikes is limited i.e. untapped international markets

Threats

1. Strong competition from Indian as well as international brands 2. Dependence on government policies and rising fuel prices 3. Better will affect two-wheeler sales

RESEARCH OBJECTIVE 34

Research is the process of systematically obtaining accurate answer to significant pertinent questions by the use of gathering data, interpretation and work. Research methodology is a way to systematically solve the research problem. At first problem is defined carefully for conducting research. The study of research methodology gives the student the necessary training in gathering material and arranging them, participation in field work when required, and also training in techniques for the collection of data appropriate to particular problem, in the use of statistics, questionnaires and controlled experimentation and in recording evidences, sorting it out and interpreting it. Knowledge of research methodology plays a key role in project work. It consists of series of actions or steps necessary to effectively carry out research and the desired sequencing of these steps.

An activity designed to boost the sales of a product or service. It may include an advertising campaign, increased PR activity, a free-sample campaign, offering free gifts or trading stamps, arranging demonstrations or exhibitions, setting up competitions with attractive prizes, temporary price reductions, door-to-door calling, telemarketing, personal letters on other methods.

More than any other element of the promotional mix, sales promotion is about “action”. It is about stimulating customers to buy a product. It is not designed to be informative – a role which advertising is much better suited to. Sales promotion is commonly referred to as “Below the Line” promotion.

Sales promotion can be directed at:

• The ultimate consumer (a “pull strategy” encouraging purchase) 35

• The distribution channel (a “push strategy” encouraging the channels to stock the product). This is usually known as “selling into the trade”

cST r o a l e nas d s ule- f m o r eesc e a r s l sse a a s l l e ePps s r prop r r o o mom o o t i tmo i tn o i s no n s ts i o n s

CONSUMERS SALES PROMOTIONS

Consumer sales promotions encompass a variety of short-term promotional techniques designed to induce customers to respond in some way. The most popular consumer sales promotions are directly associated with product purchasing. These promotions are intended to enhance the value of a product purchase by either reducing the overall cost of the product (i.e., get same product but for less money) or by adding more benefit to the regular purchase price (i.e., get more for the money). 36

PcP o n rsr u imo e crd s esu a l -ec s opt r o fmS o fta i o Onm s fp fl i en rg

Trade sales promotions

A type of promotion related activity whereby a product or service is pushed through a marketing channel via the encouragement of those channel members to buy, as well as to promote the product and/or service to their own group of customers.

37

Sales forces sales Promotions

Sales promotion directed towards the sales people is referred to as sales force promotions. These schemes are intended to motivate sales people to put in more efforts to increase sales, increase distribution, promote new or seasonal products, sell more deals to resellers, book more orders, develop prospects lists and build up morale and enthusiasm.

Some of these activities are meant to prepare the sales people to do their jobs well and include sales meetings and manuals, training programs, sales presentations, film and slide shows etc. Prize distribution to winners is the more tangible aspect of any such program. 38

B o n u s to sa le s fo rce

S a le s fo rce co n te st

S a le s m e e tin g , sa le s m e n 's co n ve n tio n a n d co n fe ra n ce 39

Sales promotions process 40

THE TVS INSTITUTE TVS Motors wanted to increase sales of the two-wheeler TVS Scooty in smaller towns and mini-metros by creating relevance and need for the brand amongst women. With the insight that ‘Any girl who learns to ride on a particular brand of bike would prefer to buy the same brand’, we set up ‘The Scooty Institute’ to promote learning riding a two wheeler amongst women, with the focus purely on and empowerment. This was done in 55 towns across the country, with 400 certified women trainers. The emphasis was on education rather than sales, yet the results of this program spilled over into creating phenomenal sales for the Scooty brand. 0.3 Million women contacted. 25,000 women trained. This was India’s biggest ever two-wheeler contact program. On the flip side, it enabled TVS to achieve a sales conversion figure of 10%, against the targeted 5%, dealers who participated in the program saw a 15% increase in sales over those dealerships who didn’t participate.

Female has increased substantially for going schools/colleges/ higher studies, professional courses, tuitions healthcare, shopping, dropping kids to schools etc.

Cities are expanding very fast for high population growth so outskirt of the city lots of new residential areas coming up and those locations are not still well connected with proper transportation facility.

Traveling by public transport, like- congested buses, share auto, , local train and metro. Close to 70% female are traveling by these. Every day they are facing lots of difficulties.

Traveling by public transport and waiting for it. Lot of harassment and wastage of time for them and also it’s not comfortable and safe . They don’t have any control on public transport. They are commercial. Unless until they will pick up more & more passenger with full capacity they won’t move fast. So always there will be delay to reach the destination. 90% female are traveling between 2 – 10 km. daily basis for going for studies / job / dropping kids to school etc. 41

They have to wait for public (for buses, auto, taxi etc.) average per day waiting period for them 1-1.30mins. Time is most precious thing today depending on public transport as well as depending on family members for day-to-day travel is very high.

Female wanted to become independent but incase of day-to-day travel they are still dependent on family members or public transport. In India close to 40% male knows two-wheeler ridding but incase of female its just 2%, even family having two wheeler but family members are not teaching to their daughter / sister /wife.

Ultimately every female those who are traveling daily by public transport they have to face delay in reaching destination or harassment or they have to carry mental tension & anxiety for depending public transport. Apart from that frequent BANDH / GHERAO, it is affecting their day-to-day schedule.

Very recent Govt. issued notice to stop moving more than 15 years old vehicles in city, like-Auto, Bus, Taxi etc. So situation will be further worst those who are depending on public transport because already transport department started seized those vehicles from the road.

Right from the beginning in 1994, our vision for TVS Scooty brand has been to empower women and endow them with independence and self-sufficiency. In fact, this has even catalysed the transformation of the Indian manufacturing landscape and touched the lives of millions of Indian women.

Scooty is today a generic name for the category. Since the roll out of it's first TVS Scooty, a product dedicated entirely to women, the brand has been known for its futuristic styling and remains the most exciting two wheeler brand for young girls. In fact, it became the first brand in the world to offer customers a choice of 99 colours. Each color in its repertoire allows consumers to express their unique style and personality. They can choose their preferred colour from a range of vibrant solids, glossy metallic’s and premium dual-tone pearl finish. In 2008, Brand Equity voted Scooty as the 3rd most trusted automotive brand in India. 42

I have conducted surveys in schools, colleges and various places and also visited few apartments. We have also done road safety program to create awareness among the students.

The schools visited are as follows:

1. South Point School 2. National High School for Girls 3. Shri Shikshayatan School 4. Gokhale Memorial School 5. Modern High School 6. Kamala Girls School 7. Nava Nalanda School 8. Ramesh Mitra School 9. Hindu High School 10. M.P Birla School

The colleges visited are as follows:

1. Heramba Chandra College 2. Sivnath Shastri College 3. Basanti Devi College 4. St. Xaviers College 5. Shri Shikshayatan College 6. Behala College 7. Sarsuna College 8. Andrews College

The various places visited are as follows:

1. South City Mall 2. Forum 43

3. Dakshinapan 4. Gariahat More 5. Exide More 6. Park Street Crossing 7. Jadavpur 8B Bus stand 8. Taratala More 9. Ruby Hospital Stoppage

The apartments visited are as follows:

1. Manjulika Apartment 2. City High 3. CIT Apartment,Kasba 4. CIT Aparment,Lake Gardens 5. Neelachal Apartment

An exploratory research was carried out to understand the behavior dynamics, need of the customers and also to know about their perception about Tvs Scooty.

The sources of information are both primary & secondary. A well-structured questionnaire was prepared and personal interviews are conducted to collect the customer’s perception and buying behavior, through this questionnaire.

Data can be collected by Primary as well as secondary method. 44

1) Primary Data Sources

A questionnaire was drafted which included sample rating scales like simple category scale, multiple- choice response, multiple- choice multiple response, open ended questions, close ended questions etc.

The questionnaire contain questions which help us to analyze the role of scooty in women life, about their interest in two wheelers,whether women know two wheeler riding,will two wheeler solve their daily transport problem,whether they are interested in buying two wheeler,whether they are aware about & whether they are aware about tvs scooty institute.A Questionnaire has been designed which was used for the survey.

2) Secondary data:

The secondary data is collected through the Websites related to scooty industry, Journals & Books on Research Methodology.

1. Sampling Technique

A Questionnaire was prepared for conducting a survey for a comparative study of scooty industry.

The targeted group of females were students, working women and house wives.

2. Sampling Unit

The respondents who were asked to fill out questionnaires are the sampling units. These comprise of employees are mostly service persons, school teachers and businessmen etc. 45

3. Sample size:

The sample size was restricted to only 100, which comprised of mainly students,house wives & working women.

4. Sampling Area:

The area of the research was Kolkata (south).

4. SCOPE OF STUDY

The objective of the project is to find out that within KOLKATA how many woman know 2 wheeler riding and how many of them had heard about TVS SCOOTY. Besides this the project is also to increase sales of the 3 products of TVS MOTORS which is 1. TVS SCOOTY PEP+ 2. TVS SCOOTY STREAK 3. TVS WEGO. Besides this TVS had 2 wheeler training institutes where lady trainers teach how to drive 2 wheelers to women those who are interested in just 6 days for a minimum subscription of Rs 750.Since most of the women did not know about this TVS SCOOTY INSTITUTE so the objective is also to create awareness among women about this training program.

At the present time of cutthroat competition in every industry, every company want to top the chart and want to show as big as possible figure of profits in its automobile market. The scope of the study is:  The project is aimed at showing the perception of the customers of all income level.  It also aimed to analyze the role of scooty in women life, about their interest in two wheelers, whether women know two wheeler riding, will two wheeler solve their daily transport problem, whether they are interested in buying two 46

wheeler, whether they are aware about tvs scooty & whether they are aware about tvs scooty institute .This research has been conducted in parts of Kolkata mostly South Kolkata.

Every project is bounded by its own quota of constraints and so did this. However, no major limitations were encountered while carrying out the project. The ones that were identified included some secondary aspects such as the following:  Due to time constraints and hectic schedules, there had been some difficulty in collecting the required data from all the occupations.  Also the sample size of 100 might not represent the perception of whole population, as the sample size is too small for total population of Kolkata city.  Project was undertaken in parts of Kolkata region only. So it might not be a true representation of the views of other parts of India.  The opinion expressed by the respondents may be biased.

Since the survey was limited to 100, it is rather difficult to give a precise conclusion but I have tried to the best of my capability to give the conclusion on a comprehensive manner.

5. DATA ANALYSIS AND INTERPRETATION

1. OCCUPA TION OF RESPONDENTS

STUDENT 30% WORKING WOMEN 50% HOUSE WIFE 20% 47

OCCUPA TION OF RESPONDENTS

60% 50% 50%

40% 30% 30% 20% 20%

10%

0% STUDENT WORKING WOMEN HOUSE WIFE

Interpretation: According to my survey about occupation of respondents, 30% were students,50% were working women & 20% were house wives.

2. INCOME LEVEL OF THE RESPONDENT

LESS THAN 10,000 30% 10,000-20,000 45% 20,000-30,000 20% ABOVE 30,000 5% 48

INCOME LEVEL OF THE RESPONDENTS

45% 50%

40% 30%

30% 20%

20% 5% 10%

0% LESS THAN 10,000 10,000-20,000 20,000-30,000 ABOVE 30,000

Interpretation : According to my survey about income level of the respondents, 30% of them were earning less than Rs. 10000 pm, 45% of them were earning between Rs. 10000-20000 pm, 20% of them were earning between Rs. 20000-30000 pm and rest 5% were earning above Rs. 30000.

3. WAY OF TRAVELLING IN DAILY BASIS BY RESPONDENTS:

80 PUBLIC TRANSPORT % 49

20 OWN VEHICLE %

WAY OF TRAVELLING IN DAILY BASIS BY RESPONDENTS

PUBLIC TRANSPORT OWN VEHICLE

1

1 0.2

0.8

Interpretation : According to my survey about the way of travelling in daily basis by respondents, 20% of them use own vehicle and 80% of them use public transport.

4. DISTANCE COVERD BY RESPONDENTS IN DAILY BASIS

0 -5 km 15% 5-10Km 10% 50

10-15Km 70% Above 15 Km 5%

DISTANCE COVERD BY RESPONDENTS IN DAILY BASIS

9 5% 8 7 70% 6 5 10% 4 3 15% 2 1 0 0 -5 km 5-10Km 10-15Km Above 15 Km

Interpretation: According to my survey about distance covered by respondents in daily basis, 15% of them travel in between 0-4 km, 10% of them travel in between 5-10 km, 70% of them travel in between 10-15 km and rest 5% of them travel in between above 15 km.

5. RESPONDENTS TRAVELLING BY TWO- WHEELER 51

YES 33% NO 67%

RESPONDENTS TRAVELLING BY TWO- WHEELER

33% 1

0% 10% 20% 30% 40% 50% 60% 70% 80% 90% 100% YES NO

Interpretation : According to my survey about respondents travelling by two wheelers, 33% of them said that they travel by two wheeler and 67% of them said that they travel by public transports like bus, auto, taxi etc.

6. NUMBER OF RESPONDENT WHO KNOW TWO-WHEELER RIDING:

YES 8% NO 92% 52

NUMBER OF RESPONDENTS WHO KNOW TWO-WHEELER RIDING:

1

0.8

0.6

0.4

0.2

0 1

Interpretation: According to my survey about number of respondents who know two wheeler riding, 8% of them said that they know two-wheeler riding and 92% of them said that they don’t know two-wheeler riding.

7. WHETHER TWO-WHEELER WLL SOLVE REGULAR TRANSPORT PROBLEM :

YES 24% NO 76% 53

WHETHER TWO-WHEELER WLL SOLVE REGULAR TRANSPORT PROBLEM

YES NO 76% 1

24%

0 0.1 0.2 0.3 0.4 0.5 0.6 0.7 0.8

Interpretation: According to my survey, 76% of them said that two-wheeler will not solve their regular transport problem and 24% of them said that it will solve their regular transport problem.

8. RESPONDENT INTERSTED IN BUYING THEIR OWN TWO- WHEELER

YES 15% NO 85% 54

RESPONDENTS INTERSTED IN BUYING THEIR OWN TWO- WHEELER

85% YES NO 1

0.8 0.6 0.4 0.2 0 1

Interpretation: According to my survey about respondents interested in buying their own two- wheeler, 15% of them said that they want to have their own two-wheeler and 85% of them said that they are not interested in buying their own two-wheeler.

9. REPONDENTS WHO ARE AWARE ABOUT TVS-SCOOTY

YES 99% NO 1% 55

REPONDENTS WHO ARE AWARE ABOUT TVS-SCOOTY

1 1%

0 0.2 0.4 0.6 0.8 1 1.2

Interpretation: According to my survey about respondents who are aware about tvs scooty, 99% of them said that they have heard about tvs- scooty and 1% of them said that they have never heard about it. 56

10.ARE YOU AWEARE ABOUT TWO-WHEELER INSTITUTE IN YOUR CITY

YES 2% NO 98%

ARE YOU AWEARE ABOUT TWO-WHEELER INSTITUTE IN YOUR CITY

98%

100%

80%

60%

40%

20% 2%

0% YES NO

Interpretation : According to my survey, only 2% of respondents said that they are aware about two-wheeler institute in their city and rest 98% said that they are not aware about it. 57

5. OBSERVATION

During my survey I found that people who stay within 10 km distance from home to office are using more 2 wheelers than those whose stay above 10 km distance. Besides that most of the working women and housewives who goes to the market or goes to the school for sending and taking back their kids from school are more interested in having SCOOTY than young school going or college going girls. Besides this, some of the elder persons or retired persons are interested in travelling in TVS WEGO . This is because of their age , as it is difficult for an aged person to drive a weighty bike. Some 10 to 12 men and women are also loyal customers of TVS SCOOTY and some working men are also concerned about their wives daily travelling and they want that their wives should know 2wheeler riding and they must have their own TVS SCOOTY. Other than that since TVS SCOOTY INSTITUTE also provides the facility of obtaining 2wheeler driving license for females after having their training it also makes many females interested in learning and having their own 2 wheeler. In my survey I had also found that most of the NON- BENGALI girls and women are more interested in driving their own 2 wheelers than BENGALI girls or women. 58

6. SUGGESTION

During my survey I found that most of the women did not know about the TVS SCOOTY INSTITUTE . So it must be taken into consideration that TVS MOTORS must provide more advertisements in different medias about their SCOOTY training programmes . Besides this TVS MOTORS should provide more colourful TVS STREAK and TVS WEGO because most of the customers are demanding more colourful TVS STREAK and TVS WEGO. Other than that they can also make TVS SCOOTY INSTITUTE for teaching males how to drive 2 wheelers . Many of the young boys and young working men , though they are interested in buying their own 2 wheeler but cannot purchase it, as they did not know 2 wheeler riding and in KOLKATA no one having proper training would like to take risk in driving 2 wheelers in the highways. Like females they can also arrange for 2 wheeler driving license for males also. If men and women get their 2 wheeler riding training in TVS products then definitely they will get more confidence in driving TVS products and whenever they will think to purchase a scooty or bike the first option that will come to their mind is TVS scooty or bike because they know how to drive a TVS SCOOTY because they had driven it during their 2 wheeler training. In this way TVS MOTORS can also increase their market share and market growth in comparison to their competitors. Since within KOLKATA most of the people did not have enough purchasing power , so if TVS MOTORS can launch a less- price TVS SCOOTY or if they can pay more attention in their instalment schemes it can also play a major role in increasing their sales. 59 60

7. CONCLUSION

Since most of the people know about the company TVS MOTORS and their different 2 wheeler’s name through mass advertising and different sales promotion techniques so TVS MOTORS should continue their promotional activities as they are doing and it will be fruitful in increasing their sales. On the other hand they must give more emphasis on their TVS SCOOTY INSTITUTE where training is given how to drive 2 wheelers only to females by expert lady trainers in just 6 days for just Rs 750. TVS MOTORS must provide mass advertising and can also conduct road shows in spreading awareness about their innovative 2 wheeler training programme. Besides this in future whenever any one of the TVS MOTORS employee will conduct a survey he should give more emphasis in informing people about the TVS SCOOTY TRAINING INSTITUTE besides informing the features and price of the TVS products. As within KOLKATA most of the females did not know 2 wheeler riding it will help TVS MOTORS as more females will take admission in their training institutes as no other 2 wheeler companies provide this training facility. If they learn 2 wheeler riding on TVS scooters or bikes then quite naturally they will have an emphasis on having a TVS scooty or bike when they will plan to purchase as they know how to drive a TVS SCOOTY. So in this way also TVS MOTORS will have an increase in sales of their different products. That’s what I have my experience in working as a summer trainee in TVS MOTORS. 61

9. BIBLIOGRAPHY

 www.google.com  www.scribd.com  www.tvsmotor.in  www.wikipedia.com  www.scootygals.com  www.bikedekho.com  www.mouthshut.com  www.myindiaguide.com