Dr. Ambedkar Institute of Management Studies and Research.

SUMMER INTERNSHIP REPORT

PROJECT REPORT ON
TO STUDY THE PRMOTIONAL STREATGY OF BOSCH IN NAGPUR REGION

Submitted in partial fulfillment of Master of Business Administration Rashtrasant Tukdoji Maharaj Nagpur University

Submitted by
TASIN PARVEZ SHEIKH

Guidance by
PROF.AMARRDIP KURUKWAR

Dr. Ambedkar Institute of Management Studies & Research, DeekshaBhoomi, Nagpur-44001

CERTIFICATE

This is to certify that Mr. / Ms ____________________of Dr. Ambedkar Institute of Management Studies & Research, Nagpur has done a Summer Internship project with our organization for a period of _____ days, from _______ to __________.

His/her topic of project was _______________________________________ _______________________________________________________________. We wish him all the best for his career.

_________________________________ (Name and Designation of industry person)

ACKNOWLEDGEMENT

am

indeed

highly

obliged

to

Mr.

_______________________________

from

____________________ for giving me this opportunity to do this summer internship project. I owe thanks to many people who helped and supported me during the project. My deepest thanks to Professor, Mr. __________________________ for giving such a good project and his outstanding support, guidance and encouragement throughout, which helped me to complete this project. I am thankful to all other faculty members and administrative staff of Dr. Ambedkar Institute of Management Studies & Research, Nagpur for their valuable help during the project. Finally I am thankful to all the people who helped and supported me directly or indirectly in this project.

_________________________ (Name of Student)

DECLARATION

I have carried out the work presented in this Project Report titled GENERAL SERVEY ON CURRENT SCENARIO FOR AIRTEL IN THE NAGPUR REGION Under the guidance of Prof. SMRUTI PATRE, D.A.I.M.S.R. Nagpur during the academic year 2010-2011. This work has not been submitted for any other examination conducted by RTM Nagpur University or for any other purpose.

INDEX

Sr. No

Chapter Name

1)

INTRODUCTION OF THE ORGANIZATION INTRODUCTION OF THE ORGANIZATION ACHIEVEMENTS ACHIEVEMENTS BOARD OF DIRECTORS BOARD OF DIRECTORS

2)

3)

4) COMPETITORS IN AUTOMOBILE 6) PRMOTORS / DISTRIBUTOR / BRANCH OFFICES 5) NATIONAL AND INTERNATIONAL IMAGE 6) PROMOTION/MARKETING STRATEGIES 7) CURRENT SHARE MARKET POSITION 8) SUPPLY CHAIN MANAGEMENT 9) SWOT 10) OBJECTIVE OF THE PROJECT 11) METHODOLOGY

12)

INTRODUCTION OF THE ORGANIZATION

BOSCH is a German multinational engineering and electronics company headquartered in Gerlingen, near Stuttgart. It is the world's largest supplier of automotive components. The company was founded by Robert Bosch in Stuttgart in 1886. Bosch's core products are automotive components (including brakes, controls, electrical drives, electronics, fuel systems, generators, starter motors and steering systems), industrial products (including drives and controls, packaging technology and solar panels) and consumer goods and building products (including household appliances, power tools, security systems and thermotechnology).

Bosch has more than 350 subsidiaries across over 60 countries and its products are sold in around 150 countries. Bosch employs around 303,000 people and had revenues of approximately 51.4 billion in 2011. In 2010 it invested around 3.8 billion in research and development and applied for over 3,800 patents worldwide. In 2009 Bosch was the leader in terms of numbers of patents at the German Patent and Trade Mark Office (GPTO) with 3,213 patents.

In India, Bosch is a leading supplier of technology and services in the areas of automotive and industrial technology, consumer goods and building technology. Additionally, Bosch also has in India, the largest development centre, outside Germany, for end to end engineering and technology solutions.

ACHIEVEMENTS

February 1, 2012: Bosch Limited wins Car & Bike Award 2012 For Best Automotive Component Manufacturer Bosch Wins Car & Bike Award 2011 For Best Automotive Component Manufacturer (Receiving yet another glory in its 125th Anniversary Year) Jan. 07, 2010: NDTV Car & Bike Award - Automotive technology of the year (Antilock Braking System -ABS) Feb. 20, 2009: NDTV Car & Bike Award Auto component manufacturer of the year 2009 June 21, 2008: Business Standard Award Star MNC of the year Jan. 10, 2008: NDTV Car & Bike Award - 'Car Technology of the year' Jan, 12, 2007: NDTV Profit Car & Bike Award 2007 Automotive Technology of the year' Jan. 4, 2007: CNBC-TV18 Auto car Auto Award Auto Component manufacturer of the year Aug. 17, 2006: Dun & Bradstreet American Express Corporate Award - Top Indian company in the Auto Components sector Aug. 10, 2006: EEPC Award Star Performer for outstanding export performance Jan. 12, 2006: NDTV Profit Car India Award Safety & Technology Award Jan. 8, 2005: OverdriveAuto Monitor Award Auto component manufacturer of the year

BOARD OF DIRECTORS
Dr. Albert Hieronimus (Chairman) Bernhard Steinruecke Director B. Muthuraman (Director) Renu S. Karnad (Director) Prasad Chandran (Director) Dr. Bernd Bohr (Director) V.K. Viswanathan (Managing Director) Dr. Manfred Duernholz (Joint Managing Director) Soumitra Bhattacharya (Executive Director and Chief Financial Officer)

COMPETITORS IN AUTOMOBILE

Banco Products (India) Ltd. I P Rings Ltd. Menon Pistons Ltd. Rane Engine Valve Ltd. Triton Valves Ltd.

PRMOTORS / DISTRIBUTOR / BRANCH OFFICES/PLANTS Head office:Bosch Ltd., Hosur Road, Adugodi, Bangalore - 30 Phone No.: +91 80 4176 8058 Fax: +91 80 2299 2724 E-Mail: spm_marketing@in.bosch.com

PRODUCT LINE
1. Auto Electrical 1.1. Starter Motor 1.2. Alternator 2. Batteries 3. Belts 3.1. Wrapped Belts (Ordinary Belts) 3.2. Cogged Auto Belts 3.3. Ribbed V-Belts (Poly V-Belts) 4. Breaking system 4.1. Brake pads 4.2. Brake fluids 5. Clutch plates and Cover assemblies

6. Diesel Systems 6.1. Multi-cylinder Pumps PE 6.2. Distributor Pumps VE 6.3. Single-cylinder Pumps PF 6.4. New Generation Fuel Injection Systems 6.5. The Distributor Type Injection Pump with Electronic Diesel Control (VE-EDC) 6.6. Common Rail System (CRS) 6.7. Unit Pump System (UPS) 6.8. Unit Injector System (UIS)

7. Filters 7.1. Petrol Filters 7.2. Diesel Filters 7.3. Common Rail Filters 7.4. Lub Oil Filters 7.5. Air Filters 7.6. Cabin Filters 7.7. Active Carbon Cabin Filters

8. Gasoline Systems 8.1. Electric Fuel Pump & In-tank Module 8.2. BOSCH Ignition Systems 8.3. BOSCH Oxygen Sensors/ Lambda Sensors

9. Glow plugs

10. Horns 10.1.BOSCH Europa Horns: World-class super-tone horns 10.2.BOSCH Europa Horns come in three variationsStandard Horn - 125 mm 10.3.Decorative Ring Horn - 140 mm 10.4.Grilled Horn - 140 mm 10.5.BOSCH FC4 Horns 10.6.Impact Horns 10.7.100 Dia Horn 10.8.Compact Horns 10.9.Symphony Fanfare Horn

11. Lighting 11.1.H4 Bulbs 11.2.H3 - Bulbs - Fog Bulbs 11.3.H1 & H7 Bulbs 11.4.MAX bulbs 11.5.i 2 Bulbs, Stop & Tail , Miniature bulbs 11.6.HS1 bulb 12. Lubricants 12.1.2T / 4T Engine Oil 12.2.Monograde / Multigrade Engine Oil 12.3.Gear Oil 13. Relays 14. Spark Plugs 14.1.BOSCH Super 14.2.BOSCH Super Plus 14.3.BOSCH Super 4 15. Wipers

NATIONAL AND INTERNATIONAL IMAGE

1st LARGEST AUTOMOTIVE PRODUCT MANUFACTRUER IN THE WORLD

LARGEST PRIVATE AUTOMOTIVE PRODUCT MANUFACTRUER IN INDIA

LARGEST AUTOMOTIVE PRODUCT MANUFACTRUER INDIAN STOCK EXCHANGES

PROMOTION/MARKETING STRATEGIES

PARTICIPATE IN AUTO SHOW.

PROVIDE ADDITINOAL TRADE DISCOUNT (RETAILER , DISTRIBUTOR)

ADVERTISING IN AUTOMOTIVE MAGZINE.

PRINT AND VIDEO ADVERTISING.

SOCIAL RESPONSIBILTIES

CURRENT SHARE MARKET POSITION

SUPPLY CHAIN MANAGEMENT

SWOT

Strength
Market share. India Footprint. Promotions. Price gain Capability to continuously improvement Market Leader Recognized Globally Strong Brand Image Strong New Business Development team Skilled work force

Weaknesses
Losing lead on technical expertise Price anxiety Responsiveness Vending and advertising Price Competition

OPPORTUNITY
Latest technology and low-cost advantage Growth of Automobile industry Maintain enthusiasm and dedication Accomplish superior worth service Mutual trade needs to be survey Little dispersion level in urban.

THREATS
Duplication of parts

OBJECTIVE OF THE PROJECT

To know the position of the BOSCH in the market in terms of sales as compare to competitors

To understand the awareness of the retailers for the brand BOSCH

Get the data about their average monthly sales for BOSCH and of other competitors also

To get experience of working in corporate

To enhance our interpersonal skills.

To know about working of Product sales.

To know how to tackle with retailers

To understand the consumer behavior towards the product.

METHODOLOGY

Hypothesis:

BOSCH HAS THE MAJOR SHARE IN THE MARKET OF NAGPUR REGION. BOSCH IS AVAILABLE AT ALL THE MAJOR RETAIL STORES IN NAGPUR REGION.

OBJECTIVES

KNOW THE SALES OF BOSCH IN NAGPUR REGIONS KNOW THE AVERAGE SALES OF BOSCH COMPARE TO OTHER BRANDS IN THE NAGPUR REGION

Data collection

Primary data: The sources for primary data are the retailers of the BOSCH the data is to be collected in the form of their average monthly sales of all the available Automotive Product. And the data is collected by visiting personally to the retail outlets. Through Questionnaire filed by the Retailer, Service Station And Customer .

Type of Researcher: Descriptive Researcher

Sample Size: 100 (25 Retailer,25 Service Station , 50 Customer )

Sampling:

ACTUAL WORK DONE

The given the task of data collection. My work was to go and get the data from the Retailers, Service Station, Customer about their sales of the BOSCH Parts and Product . We needed to collect the data In terms of sales, Installed, Supply, and Service.

Collecting the data:Service Station

Name
1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 Navnit Cars Private Limited Munich Motors Jaika Motors Pvt Ltd. A K Gandhi Cars Rushabh Motors Pvt Ltd. Provincial Automobiles Unnati Motors Navnit Cars Private Limited Grace Toyota Star Motors Showroom Sequel Ford Eros Motors Pvt Ltd Ketan Hyundai Automotive Manufacture Pvt Ltd Seva Automotive Pvt Ltd

Address
14, Kanchimet, Amravati Road, Nagpur, Maharashtra, 440 023 C/42, MIDC , Opposite Mahindra Showroom, M.I.D.C., Nagpur - 440028 P B No1, Commercial Road,Sadar, Nagpur, Maharashtra 440001 24 A/25, Unth Khana, Great Nag Road, Baidyanath Chowk, Nagpur - 440009 Plot No 9/10,Patni Plaza, Opp Orange City Hospital,Khamla, Ring Rd, Nagpur - 440015 Plot No. G-17/18, Central MIDC Main Road, Hingna, Nagpur,Maharashtra, 440028 Near MHKS - BPCL Petrol Pump, Kampthee Road,Nagpur, Maharashtra, 440026 14, Kanchimet, Amravati Road,Nagpur, Maharashtra, 440 023 National Highway No 7 Opp. All India Radio, Kamptee Rd,Nagpur, Maharashtra, 440 026 44/4, Wanajara Layout, National Highway 7, Kamptee Road, Nagpur - 440026 Vali Towers, Kamptee Road, Indora SquareNagpur, Maharashtra 440017 Gayatri Sadan, Ghat Road, Nagpur - 440018 Shop No-35/1, Kachimet, 7th Km Stone, Amaravati Road, Nagpur - 440023 Kamptee Road, Beside Sarda Company,Teka Naka, Nagpur, Maharashtra 440001 Plot No 34/3, Kachimet Area, Near Vayusena Nagar Bus Stop, Amravati Road, Wadi, Nagpur 440023 Kapasi Kurd,Bhandara Road,Nagpur, Maharashtra, 441202 3rd Floor,Narang Tower, Civil Lines, Nagpur440001 C-5/1, Main Estate Road, Hingna,Nagpur, Maharashtra, 440028

16 17 18

Barbate Automotive India Pvt Ltd Tata Motors Ltd Sadiq Motors Pvt Ltd

These are some Service Station And Automotive Showroom were the BOSCH parts are used and we collected the data from. Data also collected from Retailers and customer.

LEARNING

Communication skills to get the data from the retailers Time management

Planning before going to work

It helped us to know the corporate world and their work Culture.

It helped us to enhance our Interpersonal Skills.

It helped us to know how to tackle with retailers and customers.

PROJECT REVIEW

The theories and actual working are similar it is the implementation of what we learn in class rooms. For example 1. Interpersonal skills- The interpersonal skills were must while taking the order from retailers. 2. Coordination Coordination was a important part of the work with team members. 3. Planning Before going to retailers there must be proper planning about the areas and number of outlets to be covered. 4. Communication it was necessary to communicate to the retailer when taking order . 5. Team work The task was completed in the teams there must be team work among the team members. 6. Promotion we learn the promotional strategies which are applied by BOSCHl. 7. Supply chain we got the insights in supply of the products by the distributers to the retailers and the people involved in the process.

The application of theory learned in a classroom is very different and the application of theory differs from situation to situation.

CONCLUSION

The conclusion of the study was that BOSCH is a major player in the market in terms of sales as well as awareness in the minds of consumers and the retailers. The retailers suggestion influence the decision of the buyer The biggest asset of the airtel is its wide base of customer & the name in market.

SUGGESTIONS

1. The distributers must provide some kind of gift or promotional stuff to the retailers so that they can promote the product 2. The stock must be available 3. Small outlets must be considered important because they are the major source of sales of small parts.

4. The details of new schemes must be available to the dealer as any new scheme
arrives.

RECOMMENDATIONS

It should expand its rural network coverage to widen its customer base.

Flexible pricing mechanism Need more customer attractions.

QUESTIONNAIRE
RETAILER PROFILE

Shop Name : Contact No.: Size of shop.

Address :

Daily Sales Turnover:

1. Do you stock BOSCH Products (Y/N) 2. Average Monthly Sale of BOSCH Products __________________ 3. Sir, what is the fastest selling Part of BOSCH from your counter __________ 4. Sir, what is your approximately monthly sale for this brand _______________ 5. Sir, what is the credit period you receive for BOSCH Products (days) _______ 6. Sir, what is the refund you get for BOSCH against damage claims (%) _______ 7. Sir, how many stockiest are there for BOSCH ______________ 8. Any other reasons for stocking BOSCH products ______________________
9. Any suggestions for the company ______________________________

Signature

QUESTIONNAIRE

SERVICE STATION PROFILE

Shop Name : Contact No.: Size of service station.:

Address :

Daily Installed Capacity :

1. Do you stock BOSCH Products (Y/N) 2. Average Monthly Sale of BOSCH Products __________________ 3. Sir, what is the fastest installed Part of BOSCH from your counter __________ 4. Sir, what is your approximately monthly installed part (as per sale) for this brand _______________ 5. Sir, what is your approximately monthly installed part (as per Quantity) for this brand _______________ 6. Sir, what is the credit period you receive for BOSCH Products (days) _______ 7. Sir, what is the refund you get for BOSCH against damage claims (%) _______ 8. Sir, how many stockiest are there for BOSCH ______________ 9. Any other reasons for stocking BOSCH products ______________________ 10. Any suggestions for the company ______________________________

Signature

BIBLIOGRAPHY AND APPENDICES

http://www.bosch.com http://www.boschindia.com http://en.wikipedia.org