SYNOPSIS

1. Introduction to project report 2. Company profile 3. Product profile 4. Supreme auto dealers P t. !td."# a profile $. Consumer attitude to%ards t%o %&eelers '. (nalysis of study of consumer attitude ) *uyin+ pattern of t%o %&eelers ,. Sur ey findin+s" Su++estions and Conclusions (nne-ure .uestionnaire /i*lio+rap&y

C&apter 0 1

Introduction to t&e project report

Introduction (ims and o*jecti es Scope of study 1et&odolo+y !imitation of study

Introduction: Now a day two wheelers has become more popular among the middle class and rich class people of the city. They have a craze of purchasing two wheelers but sometimes there must be a necessity. Two wheeler is a convenient and comfortable for every one. Bajaj pulsar dts ! is one of the dreaming bi"e of younger as well as elder generation of the trend. !t has become a fashion to ride the two wheelers in city. To increase the importance and demand for two wheelers in malnad city of shimogga ! have selected this topic for my project report. This project report re#uired the details about history$ achievements and dynamic growth in mar"eting of bajaj pulsar dts ! and also to study the regarding history of bajaj auto ltd. %nd improving competition in present mar"et.

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Scope of t&e project2 The scope of the study is restricted to the consumer attitude towards Bajaj pulsar 'T( ! in (himogga. )inding the strength and wea"ness of the bajaj pulsar 'T( ! )inding the number of future purchase )inding the mar"et potential and awareness of this vehicle )inding the position of the vehicle among the competitors )inding the perception of consumers about the vehicle.

O*jecti e of t&e study2 To the practical fulfillment of the re#uirement of the B B + degree. To analyze the general problems in mar"eting of the bajaj pulsar 'T( !. To analyse the mar"eting strategy of supreme motors shimogga. To find factors influence the selection of the product. To give suggestion to improvement of mar"eting strategy of supreme auto dealer,s pvt. -td.$ To find the potentiality of the bi"e pulsar in shimoga city.

1et&odolo+y of study 2 Both primary and secondary data have been collected to bring out this project report. Primary data have been collected through /ersonal interview with two wheeler customers By the process of random sampling. (tructured #uestilnnaire was used to avoid unnecessaey detail to get the re#uired data. Secondary data 2 This another source of information that ! got from secondary sources by means of the following. (upreme auto dealers pvt ltd.$ %uto magazines News paper and journals 0eb sites )riends and relatives etc.

C&apter 0 2

Company Profile
o 3sta*lis&ment o Summary of financials o Sales turno er o 3-ports o 1ana+ement profile o Or+ani4ation c&art

Company Profile

Bajaj auto is a major !ndian auto mobile manufacture it is !ndia,s largest and the worlds *th largest two and three wheeler mar"et. !t is based on /une$ +aharashtra with plants. !n %"urdi and 3ha"an 4near pune5 waluj 4 near aurangabod 5 and pantnager in uttaranchal. Bajaj auto ma"es and e6port motor scooters motor cycle and the auto ric"shaw. Bajaj %uto -td. 0as established on 1721 by 8amnalal Bajaj$ bit ca$e omtp e6istence on November 27$17*.. +9s Bachraj trading corporation private ltd. !t stared off by selling imported 2 and & wheeler in !ndia .in 17.7$ it obtained license from the govt of !ndia to manufacture 2and& wheelers$ and it went public in 171:. (ince 17;1 there is a technical tie up of bajaj auto ltd. 0ith <awasa"i heavy industries of 8apan to manufacture start of art range of latest 2 wheelers in !ndia. =n 177. the agreement signed with <ubota of 8apan for the development of diesel engines for ungeared development. /resently$ company has paid up e#uity share capital of rs 1:11;&.1::9 divided into 1:11;&.1: shares of >s 1:9 each. scooter and moped

The company has no e6ternal registrar or share transfer agent all wor" relating to physical transfer of share is done in house at the register office of the company at pune as started above. Transfer documents 9 letters etc. can however be submitted at the company,s office in +umbai bajaj bavan$ 2 nd floor $221nariman point +umbai$ *::21 onall wor"ing days. The company has associates$ subsidiaries and joint ventures. Bajaj auto finance ltd. Bajaj allianz general insurance com ltd. /resence distribution net wor" covers .: countries dominate presence in (ri -an"a $ Bangladesh $ 3olumbia $ ?uetemala $ /eru $ @gypt $ iran and !ndonesia. 3ompany,s total number of employees on 2::1 2::2 is 1:2.:.

5&e summary of financials of *ajaj auto 6 not consolidated 7 is as under :

8s. In million .2 299'# (ales and income from operation =ther income and wind power Total turnover ?ross profit after interest before ta6ationA depreciation /rofit before ta6ation /rovision for ta6ation /rofit after ta6 @arnings per share *$*&7 1$2.: &$1;7 &1$* *$:2; 1$12: 2$7:; 2;$1 ;$&77 2$..: .$;*7 .2$2 2$:1; 2$:2: *$77; *7$2 1.$;:2 *$271 11$:11 111$: 9, 2*$&1: 1$*2* 2.$2;* .$:.1 .2 299$# 9' 1;$117 1$&12 2:$:&1 *$.1; :1 299'# 9, *1$&;1 2$&2: *;$2.1 7$11& :1 ;ull year 299$# 9' &.$:11 2$27: &2$&:1 ;$:2: 299$#9' 21$127 *$&;. ;1$:1* 12$7**

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Sales turno er of t&e company In nos. +otor cycles 2 whellers & whellers Total @6ports .2 .2 +ro%t& :1 299'#9, 1.171.2* ; 1.2:&.11 : 1.1...; 1.&&..21 ; 21:.17: :2 299$#9' ;1;.1:: 7&7.2;: 121.271 1.:11.:2 1 112.*:1 +ro%t& &2B 2;B 2*B 2;B ;2B

299'#9, 299$#9' 12&.:11 **....2 *:B 122.**1 *;2.:12 27B ;:.1;& 1;.*;. 1;B 2:;.12* ......2 22B 111.;*1 11.71& ;1B

% meeting of the board of director of bajaj auto ltd. was held today to consider and approve the result for the second #uarter of 2::1 :2 and the half year ended &:th (eptember 2::1 :i+&li+&ts of .2 +otor cycles sales *:B double the industry growth of 1;B +ar"et share &*B increase of &B 2 A & wheeler sales 22B @6ports ;1B =perating ebitda rs. &.2billion 1*B =perating ebitda margin 1..1B
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 ?ross profit rs ..1 billion 12B /rofit after ta6 rs &.2billion 1:B

3-ports2

In No.s

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.2 299$#9' &;$2&. *:$*.* 21$*.7 2$21&

+ro%t& :1 1:.B 7.B .*B ;;B 299'#9, 1*;$722 1.:$:2. 1:$:&* 2$;;.

:1 299$#9' 1;$7.& 2&$711 &;$**: *$:22

+ro%t& 111B 1:&B .1B 7*B

299'#9, +otor cycles 2;$2:1 2 wheelers 2;$;7; & wheeler &2$7*; Total *$211

1(N(<313N5 P8O;I3 /oard of comities %udit 3ommittee ( < <han : 3hairman 8 N ?odrej Nanoo /amnani ' 8 Balaji >ao Naresh 3handra

S&are &olders committee ' 8 Balaji >ao

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8 N ?odreg Naresh 3handra 8emuneration Committee ' 8 Balaji >ao ( C <han Naresh 3handra

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O8<(NI=(5ION C:(85 O; 5:3 CO1P(NY

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C&apter 0 3 Supreme (uto >ealers P t. !td." # a Profile

Infrastructure Or+ani4ation strate+y Or+ani4ation c&art 1ar?etin+ mi- strate+y

1.

;I81 P8O;I!3 (upreme %uto 'ealer,s /vt. -td.$ have been incorporated as a partnership . the firm was establish in 17;7 the firm is located in (han"ar mutt road in (himoga$ but later the partnership firm turned in private limited. )irst it was established as supreme motors that it is named as (upreme %uto dealer,s /vt. -td.$

Infrastructure facility2 !and and *uildin+ : the firm has its own land whose room$ wor" shop A spare parts section. Po%er : the total electric power used by the firm is 1:: units per month A the same is supplied by < @ B 1ac&inery : The firm is well e#uipped with all re#uired tools. There are re#uire for the servicing of all vehicles. 1(N PO@38 (N> O;;IC3 S5(;; O; 5:3 ;I81 The firm has sufficient staff there are 1:: employee in the firm. The office staff includes * departments. They are 1. (ales department 2. (ervice department &. (pares department
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*. %ccounting department

1. Sales >epartment : Cere the vehicle is sold to the customer as their wants. this department includes both two and three wheeler vehicle. The monthly sales is ;: of three wheeler and &::of two wheeler. Now the supreme auto dealer,s pvt. -td.$ has become highest selling two dealer in (himoga city. !n this department the customer never had to complaint about the firm. 2. Ser ice >epartment %fter the sales of the product$ the customer wants friendly service by the firm and it is in supreme auto dealer,s pvt. -td.$ they have hi tech wor" shop for motor cycle. %nd also it was awarded for e6cellent service twice. !n 8anuary 2*th$ 2.th$ of 2::7$ the supreme auto dealer,s pvt. -td.$ held motor cycle care camp in shimoga. %n advertisement was given in local news paper li"e navi"a A janavarthey about the care camp. !n this care camp$ the vehicle attend in large number. The highlight of the care camp is costrol had give$ t shirts "ey broachers A pens. @very day 2: men enrolled. (eparate stall are installed for new vehicle displays$ as already they have hi tech wor" shop$ it has well trained mechanic and they will fulfill customers complaints or problems regarding this a sample survey was made and the number of respondents chosen was .:.
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&. Spares >epartment : !n this department$ we get all spares part of the vehicle easily$ which gives you best #uality which gives you best #uality in best price.

*. (ccountin+ >epartment : This is the main and financial department of the firm here we can came to "now about the sales volume of the year accounting concerns the accounting department.

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O8<(NIS(5ION C:(85

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1ar?etin+ 1i- Strate+y +ar"eting is analysis planning and controlling the firm activities with a view of satisfying the needs wants of the chosen customer can be attracted by the following four ways namely. 1. /roduct 2. /rice &. /romotion *. /hysical distribution These four are called * /( of mar"eting are the mar"eting mi6 strategy.

1. Product !t is first Dp, of the mar"eting. !t consist of bundle of utilities and e6pected to customer. % product must be satisfactory to the consumer because it is to be who is the ultimate user. !n case of the product concept not only the physical attributes are accountable but also other attributes li"e presale A service are considered some of which may be as following. The physical product itself Brand name /ac"age 3olour$ size shape etc.

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 /rice (ervice offered (afety 3orporate image as well as the brand image.

2. Price /rice is a very important factor. /rice means the e6change value of an article in terms of money without it we cannot buy or sale anything. /rice of a product consist of the physical product plus the bundle of e6pectations the product should be worth the price only then will be the consumer is satisfied. Thus in case of bajaj auto ltd.$ they have fi6ed responsible price for their vehicle A thus their great demand in the mar"et.

3. Promotion !t is activity concerned with the mar"et communication. /romotion involves advertising personal selling $ dealers A sales promotion. %dvertising means nothing but a form of non personal presentation A promotion ideas. ?ood services by an identified sponsor. !t is a form of publicity.

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(ales promotion plans are re#uired to attracted the attention of the consumer A create demand for the product.

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>3(!38S PC5. !5>." a7 (d ertisin+ policy The advertising policy is to be adopted by the supreme auto dealer,s pvt. -td.$ as follows 'emonstration of the vehicle in rural areas through mobile service van by the cable t v advertisement Through hording boards %dvertisement through media li"e news paper etc.

*7 Counter Sales 3ounter sales is nothing but sales department sales their product their customer when the customer came to his show room. The receptionist or sales e6ecutives attend the customer A give complete information about the product which product do they want and also they try to motive the customer to buy their prodct. c7 >irect 1ar?etin+

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!t is also a "ind of mar"eting here sales e6ecutives of the firm meets the customer face to face and give full information about the product and also collect their opinion towards the product.

d7 5ele# 1ar?etin+ !t is also a "ind of mar"eting here some employees in the firm call to many people and give detailed information about product in sometimes the company gives mar"eting responsibility of their product to B/= e7 1elas This is a outside mar"eting it is conducted by the firm or company. The main objective of these "ind of mar"eting is to do publicity about our product A firm. The firm can arrange e6change and loan mela that provides an opportunity to e6change their old bi"e and also provides loan for purchasing new bi"e. ;7 In itation !etters This letter send to many customer or people who are located near to show room. This letter contains detailed information about their new offers and their new products. 4. >istri*ution

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!t is flow of goods the producer or the manufacturers to the ultimate consumer. 'istillation channels represent a chain of middle man participating in the transferring of goods. (ome of the channel s are : +anufacturers whole sellers retailers consumers +anufacturers sales man dealers consumers +anufacturers retailers consumers +anufacturers consumers !n case supreme auto dealer,s pvt. -td.$ products after receiving from the manufacturer that is bajaj auto ltd.$ or they are the authorized dealer,s of bajaj auto ltd.$ in (himoga district.

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C&apter 0 4 Product Profile

Introduction Aey ;eature (*out /ajaj Pulsar >5S#I

2.

Product Profile The bajaj pulsar 'T( ! has a set of new standard for new area of "i"es in !ndia. !t has been developed e6clusively for the !ndian mar"et after closely e6amining the changing life styles and needs of the consumer. The bajaj pulsar 'T( ! is e#uipped with a number of new function and mechanisms introduced for the first time in !ndia. !t is design to offer greater functionality$ performance $ economy and ease of handling and maintainance to a wide cross selection of the !ndian society. ;eatures of *ajaj pulsar >5S#I New mas"ed front fairing New rectangular swing arm and an increased wheel base New rugged and muscular rear shoc" absorbers New mertail lamp New classy handlbars !ntroducing the number plate name New handle bar clamps 'ts i engine !gnition with digital c d t

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/ajaj Pulsar 1$9 >5S#I 2 The bajaj pulsar is the first bi"e in !ndia which came in direct competion with the hero Conda 3BE later bajaj introduced oulsar 1.: dts ! with digital twin spar" ignition and till today pulsar is one of the most sought after bi"e in the 1.:cc segment. bi"es$ but let us justify its triumph. !t has definitely won over other

Bi"e advice overall rating : *9. /erformance rating : *9. /ros : trendy loo"s$ fuel efficiency$ great pic"up 3ons : a little unsafe$ riding posture is not good for people more than 1ft tall. /ajaj pulsar 1$9 >5S#I Specification +a6imum power : 1:.&2"w 41*.:7ps5F;.::rpm +a6imum tor#ue : 12.21nmF1.::rpm ?ear bo6 : . speed 0heel base : 1&2:mm Tires : rear : 1::G7: Top speed : 1&&"mHh 'isplacement : 1*7.:1cc @ngine : * stro"e$ single cylinder$ air cooled$ 2 plug.
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3ooling type : air cooling 0eight : 1&2.:: "g )uel tan" : 1; ltrs Bra"es : 2*: mm dis" Bra"es 4rear5 : 1&: mm drum (peedometer : digital

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/ajaj Pulsar 1D9 >5S#I Bajaj pulsar 1;: cc is elegant in its loo"s with aerodynamic shape. !t has a flush fitted tail lamp and than" god no tail lamp protuberances. The bi"e has an -3' (peedo and tachometer console. !t,s the fuel tan" of pulsar 1;:cc that gives the muscular shaped body to it. The tan" of pulsar e6tends down wards touching the engine head almost. The poster of bajaj pulsar 1;:cc is so fle6ible and the bi"e has a proportionate blend of style and functionality on the whole the bi"e is good in its loo" feel handling as well as mileage. with a tan" capacity of 1; liters and great mileage people can be assured of the minimal petrol pump visits within the busy schedules. 5ec&nical specification @ngine : * stro"e$ single cylinder$ air cooled 3ubic capacity : 12;.11cc +a6 power : 1. bhp F;:::rpm ?ear bo6 : . speed !gnition : 3'! )ront bra"es : 2*:mm disc >ear bra"es : 1&:mm drum )ront tire : 2.2.G1; >ear tire : 1::97:G1;
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0heel base : 1272mm ?round clearance : 1..mm 'ry weight : 1&2 "g Tan" capacity : 1; ltrs

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/ajaj pulsar 299 >5S#i Bajaj auto unvelled the bajaj pulsar 2:: 'T( ! in )ebruary 2::2. this is a more powerful version of the pulsar 1.: cc and 1;:cc. its higher stance with greater chassis rear inclination ma"es it sporty. /ulsar 2::cc feature !ndia,s first oil cooled engine which delivers a ma6imum power of 1;ps F;:::rpm it,s an air cooled single cylinder with an alloy barrel and head as well as twin valves digital twin spar" ignition A tor#ue e6pansion chamber. !t has a five speed gear bo6 with one down A four up pattern. /ulsar 2::cc cloc"s a top speed of 121 "m9hour pulsar 2::cc cruises to 1:"ph from rest in *.2& seconds. The motor cycle offer an impressive mileage of &;.&"m in city A *2.* "m in highway.

+odel designation : * stro"e$ dts !$ oil cooled . @ngine response : new silencer with e6haus T@3 technology now ensures improved engine tor#ue over at varying land conditions. )uel efficiency : .: .. "mpl 'isplacement 4cc5 : 17;.;cc 0heel base : 1&*:mm 0eight : 1*. "g Transmission : . gears Top speed : 1&. )ront bra"es : 21: mm hydraulically operated disc bra"es
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>ear bra"es : 1&:mm drum type +a6 horse power : 1;ps91&.2."wF;:::rpm +a6 tor#ue 4"gm9rpm5 : 1.2."gm912:12nm

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/ajaj pulsar 229 >5S#;I Bajaj auto would achieve a close second in the race to offer a microprocessor based fuel injection motorcycle to !ndian customers$ after hero Conda,s 122 cc glamour fi motorcycle The new pulsar has a longer wheelbase than its predecessor$ factory fitted front and rear disc bra"es A detailed digital instrumentation. Thepulsar 'T( )! generates a ma6imum power of 2:bhp 41."w5 and a ma6imum tor#ue of 17.12nm 41*lb.ft5 'T( )! stands for I digital twin spar" fuel injection I 'isplacement : 22:cc @ngine J air cooled Top speed : 1&."mph Type : sports +a6imum power : 2:.:1psF;.::rpm +a6imum tor#ue : 17.12mmF1:::rpm ?ear : . speed 3lutch : 122 Bore : 12 (tro"e : 12.* 3ylinder configuration :N % -ength :2:&..::mm 0idth : 2.:.::mm
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Ceight : 11*:.::mm 0eight : 1&1.::"g )uel tan" : 1.ltrs 0heelbase :1&.:.::mm Bra"es : 21: mm disc Bra"es4rear5 :2&:mm diadisc )uelguade:digital (elf start Tubeless tire

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/(E(E PB!S(8 399 >5S#I

C&apter 0 $
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CONSB138 (55I5B>3 5O@(8>S 5@O @:33!38S

Consumer attitude >eterminant of *uyer *e&a ior" internal factors Conclusion

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CONSB138 (55I5B>3 5O@(8>S 5@O @:33!38S

Consumer (ttitude 3onsumer attitude is comparative a new field of study. !t is the attempt to understand and predict human action is the buying role. !t has assumed growing importance under mar"et oriented or customer oriented mar"et planning and management buyers mar"et for many products and the growth of consumerism and consumer legislation since 171: have created special interest in buyer behavior and the formulation of mar"eting mi6ed to responds favorable buyer behavior in the mar"et place.

Buyer behaviour is defined as all psychology social and physical behaviour of potential$ customer as they become aware of evaluate purchase consumer and tell other about Iproduct and service I each element of this definition is important.

Buyer behavior involves both individual 4 psychological5 process and group 4social5 process. Buyer behavior is reflected from awareness right through past purchase evolution indicating satisfaction or non satisfaction from purchase.

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 Buyer behavior includes communication$ purchasing and consumption behavior. 3onsumer attitude is basically social in nature. Cence$ social environment plays an important role in shaping buyer behavior. Buyer behavior includes both consumer A industrial buyer behavior.

Buyer behavior includes the acts individual directly involved in obtaining and using economic goods and service including se#uence of decision process that processed and determine three acts. %ctual purchase only a part of the decision process. !n buyer behavior we consider not only why$how and what people buy but and under what condition the purchase is made understanding of buyer behavior is essential in mar"eting planning and performance. The final analysis of the buyer behavior is one of the most important "ey to successful mar"eting

>eterminant of *uyer *e&a ior Buyer behavior is a process$ consumers are subjected to various stimuli$ therefore the consumer mind regarded as a bloc" bo6 as we cannot see what is going on in his mind he response to the stimuli or inputs and may purchase some products 2 service of interest to the mar"eting managements.

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The model of behavior is a stimulus responds model. >esponse may be division to purchase or not to purchase.

Knder the system views of buyer behavior have : 1. 2. &. *. !nputs /rocessing =utputs )eed bac" loop

The object of the process is of course e6pected satisfaction or service. Buyer behavior is an orderly process where by the buyer interest is with his or her environment ma"ing a purchase decision on product. 1. !nternal or individual factor are psychological factor such as : a5 +otivation b5 /erception c5 Bearding d5 %ttitude e5 /ersonality

2. (ocio culture factors are : a5 )amily

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b5 >eference group c5 (ocial class d5 3ulture

&. @nvironmental factors are : a5 @conomics b5 Technological legal and political factors

*. Buyer is the Icomer stoneL of mar"eting strategy. )irms must understand buyer behavior to achieve the defective of customer satisfaction buyer mind is called the blac" bo6 inputs are processed in this mind and buyer response become the output of the psychological process.

The output in the form of buying a product is the objective of the mar"et but this project is only a study of consumer psychological behavior. 3onsumer psychology towards two wheeler is very different some of them time two wheeler as lu6ury amd for some it is a necessity and at least to own two wheeler. But now as the civilization progressing two wheeler no larger a prestige of lu6ury they have become necessities.

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Conclusions The psychology of consumers towards two wheelers areJ 1. -u6urious 2. 3ostly &. !nade#uate fund *. Necessity The necessity of two wheeler crores over the other & points$ for the dynamic society two wheelers are considered to be lu6ury for the benefit of consumer who are not having ade#uate fund$ companies have proposed hire purchase schemes. 0ith the rapid growth of finance companies availability of finance at very competitive terms has become popular and on coverage of &: to *: percent of the potential buyers opts for this facility.

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C&apter # ' /uyin+ pattern of t%o %&eelers Introduction: +ar"eting is a social process by which individuals and groups obtain what they need through the creation and e6change of production and value with others. The starting point of the discipline of mar"eting lies in human needs and wants$ use full distinction may be down amongst needs$ wants and demands. Cuman needs in a state of felt deprivation of some basic satisfaction. Needs are not creating by society or mar"ets$ but e6ist in the very te6ture of human biology and candidates of living. Cuman wants are desired for satisfying those roads. Thus$ a consumer who feels a need for personal transport wants to buy two wheelers. Cuman needs continuously shaped and reshaped by social force and institutions. 'emand or wants for specific products that are bac"ed by an ability and willingness to buy them. Thus$ wanting to buy a two wheeler will lead to the demand for as purchase. )rom the above definition$ it becomes clear that sellers do not create needs. !n deed$ needs precede sellers and sellers along with others influential factor in society will influence the wants. They also influences demand by ma"ing their own products attractive affordable and easily available.
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% product can be definded as anything that satisfied a need or a want the e6istence of several products which can produce that satisfaction of a given need or want places individual competitors in a position where they have to try and understand the process by which a consumer arrives at a brand choice as well as the criteria the employees in ma"ing a brand selection. Before this century$ most mar"eting e6perts assumed that the value was the guiding principles in brand selection of the consumer. But the presumption that every consumer is a rational utility mi6imising persons. Need not always rational utility ma6imsing person need not always be true. Therefore$ modern economists have dropped this assumption of cadial utility. They assume that only consumers have the capability of ban"ing any to objects in terms of preference. This assumption forms the basis for any consumer research survey to determine the reason for consumer brand choice. The present study is also based on the assumption that a consumer has the capability of ran"ing the influencing factors tesponsible for the selection of brand. The study is an attempt to determine the factors effecting the selection of two wheelers. a5 ?ood mileage b5 /rice c5 (afety d5 %ppearance
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e5 'urability f5 Eero maintains g5 Muality h5 Technology i5 %fter sales services j5 >esale value "5 3olors

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;actors Influencin+ /uyin+ >ecision

(l. No 1 2 & * . 1 2 ; 7 1: 11 1. 1ilea+e

)actors +ileage /rice (afety driving %ppearance 'urability Eero maintains Muality Technology %fter sales service >esale value 3olour Total

No.of >espondents 2: :1 :& :& :* :2 :2 :. :2 :2 :1 .:

/ercentage *: 12 :1 :1 :; :* :* 1: :* :* :2 1::

it is seen that *:B of the total respondents indicate milage as a very significant factor is influencing the selection of two wheeler. Then$ is the present case being the amount of fuel consumer per "ilometer of trawel. @ven increasing price for petroleum products have made the consumer and prefer vehicle with the e6tra made. 2. Price !nitial cost of the vehicle is another significant factor$ 12B of the total respondents have rounded it. This clearly indicated that price is one of the important parameter under the control of production manager$ plays a vital role in selling a product. This is especially important in a developing country li"e !ndia where many people struggle to ta"e both ends meet together.

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3. Safety >ri in+ !t is seen that 1B of the respondents indicates that safety driving is another important factor influencing the selection. The consumer who is assured of the #uality products than loo" convenience of riding even increasing accidents of two wheelers vehicle has resulted to prefer vehicle which are safety to ride. 4. (ppearance @very motor cycle has its own appearance. % motor cycle should be designed that consumer feel price of owning it. Cere 1B of the respondents have given the opinion that appearance also counts while purchasing. !t is also one of the important factor which influence the selection. This factor is influential by the younger generation.

$. !ess Or =ero 1aintenance The two wheeler id a vehicle which is continuously used$ trouble free performance is e6pected by each and every buyer. *Bof the respondents state that it is one of the influencing for selection of vehicle. '. >ura*ility 0hen the customer are paying for a product they e6pect durability of product. % two wheeler is a long term investment$ durability of the bi"e is an important factor which influence in buying.
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,. .uality Now a days$ buyers are becoming #uality conscious. Two wheeler is an assemble of various parts. The #uality of each every part in and essential in maintaining the overall audit of the two wheeler. *B of the respondents indicated that #uality is one of the factor of selection. D. 5ec&nolo+y Technology being sophistication into life. !t gives more and more comfort features. (o that easy free$ riding trouble free$ performance is achieved. 1:B of respondents indicate that technology is one of the factors for buying decision. F. (fter Sales Ser ice %s after the sales in one of the influencing factor in buying decision. 3ustomers are not aware of the sale after services rendered by the dealers. !n order to save the amount ultimately to save the cost of the bi"e the customers have made their purchased at %nanthpur and ?oa. This clearly show that the customer have least bothered about the after sales service !. e.$ why only *B of the total respondents have stressed the important of this factor. 19. 8esale Calue The table clearly states that only *B of the total respondents have thought of considering this factor. !t is so because few owners have the hobby of changing the vehicle often. 11. Colour
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@ven though customers desired to have their bi"e with different colours they have e6pressed that they don,t have variety of colour choice. (ince the vehicle are available with blac" and red and blue in case of bajaj pulsar 'T( !

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C&apter # , Sur ey findin+s" Su++estions and Conclusions

5a*le 12 Classification of respondents *asis on a+e

%?@ ?>=K/ 1; 21 21 2* 2* 22 22 A %B=N@ T=T%N= =) >@(/=N'@NT( 1: *: 2. 2. 1:: /@>3@NT%?@ 1: *: 2. 2. 1::

(ource: (urvey analysis Interpretation2 The table indicate the age group of respondents out of which 1:B of the respondents belong to 1; 21 group the youngsters wants power of the bi"e so they don,t loo" for mileage and also out loo"$*:B of the

respondents belong to 21 2* group this group of guys prefers outloo" and design of the bi"e$ 2.B of the respondents belong to 2* 22 group$2.B of the respondents belong to 22 A above group they always want good mileage and safety .

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5a*le 22 Classification of respondents on t&e *asis of income of t&e family

!N3=+@ ?>=K/ .:::: 1::::: 1::::1 1.:::: 1.:::1 2::::: 2::::: A above T=T%Interpretation2

N= =) >@(/=N'@NT( *: 2. 2: 1. 1:: (ource: (urvey analysis

/@>3@N>T%?@ *: 2. 2: 1. 1::

The table indicates the income group of respondents. The *:B of respondents belongs the income group of .:::: 1:::::$ 2.B of the

respondents belong the income group of 1::::1 1.::::$2:B of respondents belong the income group of 1.:::1 2:::::$1.B of respondents belongs the income group of 2::::: A above.

.:

5a*le 32 S&o%s *rand of *i?es &a in+ customers

B>%N' B%8%8 TN( C@>= C=N'% C=N'% T=T%Interpretation2

N= =) >@(/=N'@NT( .. 1: 2. 1: 1:: (ource: (urvey analysis

/@>3@NT%?@ .. 1: 2. 1: 1::

The table indicates out of which ..B of the respondents have Bajaj bi"es because that company creates a goodwill in the mar"et$1:B of the respondents have TN( bi"es $2.B of the respondents have Cero Conda bi"es$ 1:B of respondents have Conda bi"es.

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5a*le 42 S&o%in+ promotional acti ities

(ources %dvertisement 3ompany image )riends A relatives /ublicity =thers Total Interpretation2

No of respondents *. 1: &: 1. : 1:: (ource: (urvey analysis

/ercentage *. 1: &: 1. : 1::

This table clearly that the source of information is large by an advertisement factor which amounts to *.B$ %dvertisement is an effective media that creates an image in the mind of customer. The ne6t source company image influence 1:B$ company image is nothing but good will of the company. ne6t friends A relatives influence &:B $ impact on the consumer and publicity has 1.B influence on the person who want to purchase the products

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5a*le $2 ;acilities e-pected from dealers )acilities +ileage =utloo" %fter sales service /rice reduction =ther Total Interpretation2 %ccording to above table$ &:B of the people want to ma"e us to give good mileage by servicing because they are above 2; or &: year age group they are professionals they use the bi"e only for transport of him in the city. and *:B of people loo"ing for design A outloo" $ they are all youngsters they uses bi"e only for the purpose of faction now it becomes craze . 1:B of people want after sales service$ many of the show rooms they sell his bi"es but not give sufficient service to customer. 2.B of people e6pect reduction of price$ now the price of the bi"e is high so the respondents as" why do we spend that much investment to that bi"e. %nd rest .B of wants other thing. No of respondents 2: *: 1: 2. . 1:: (ource: (urvey analysis /ercentage 2: *: 1: 2. . 1::

.&

5a*le '2 Opinion a*out /ajaj Pulsar >5S#i

=pinion @6cellent ?ood Not bad !neffective

No of respondents .: *: 1: : 1:: (ource: (urvey analysis

/ercentage .: *: 1: : 1::

Interpretation2 This table clearly shows that out of which .:B of respondents opinion is e6cellent because the bi"e has more power compare to other company bi"e and have a good pic"up. and ne6t *:B of respondents opinion is good because out loo" of the bi"e is good but mileage is not$ rest 1:B of respondents opinion is not bad$ because every thing is good but not its mileage ineffective and also high price. no one person can,t give the opinion

.*

Su++estions To offer accessories at discount rates to customer. %t present customer buy spares from the local mar"et because they are low priced. But

customer forget that these parts are not e#uivalent #ualitatively to those which are sold by authorized dealer. To conduct free service camps and to give discount for the spare purchased during that period. +anufactures should conduct free service camps should be supervised by the company service engineers. To maintain the #uality where their product is having a good demand in the mar"et. =nce a manufacturer gets a top position in the mar"et many of them fail to maintain the #uality of the model. This should be avoided so that they can maintain and improve their turnover. The dealer should improve the display of two wheelers in their showroom so that customers will be attracted towards the two wheelers and also the dealers should highlight the advantages of the model when compare to other model. To improve the advertising in the media most of the customer buy their two wheelers after having a complete "nowledge of the model. (o the advertisement should give all the particulars about the model regarding cost factor. (pecial features and other specification.

..

CONC!B<IONS 'ealer feel that at present there is good supply should be stream lined so as to meet the customer demand. Because of the supply is delayed the customer may choose other dealer or other brand. There by there is loss to the dealer and to the company the dealer feels that there should be ade#uate supply of models with different colours to meet the customers choice. 3ompany should give incentives for record sales done by the dealers or that they are interested to do more sales and also they can earn more profit. 'ealers feel that there should be proper supply of spare parts and there should be more margin of them so that they can give discount to the customer and with the help of discounts they can complete in local mar"et and it is preferable to give credit facility for the spare parts purchased.

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.uestionnaire

1ar?etin+ of *ajaj pulsar >5S#i 'ear sir$ ! am +r Basavaraj 8 N from (ahyadri arts and commerce college shimogga. ! am final year BB+$ student as per the re#uirement of my curriculum. ! am currently doing my project with respect to I1ar?etin+ of /ajaj Pulsar >5S#iL with a special reference to (upreme %uto 'ealer,s /vt. -td.$ (himogga. ! would be very obliged if you ta"e few minutes to answer the following #uestions. /ersonal details : 15 Name : 25 %ddress : &5 %ge : *5 (e6 : .5 =ccupation : Business 4 5 ?ovt employee 4 5
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male 4 5

female 4 5

(tudent 4 5 /rofessional 45

15 !ncome group 4per year5 : .:::: 1::::: 4 5 1::::1 1.:::: 4 5 1.:::1 2::::: 4 5 above 2::::: 4 5 25 'o you have own bi"eO a5 Pes 4 5 b5 No 4 5

;5 !f yes name the brand : a5 Bajaj b5 T N ( 45 45

c5 Cero Conda 4 5 d5 Conda 4 5 75 Cow did you came about bajaj pulsar 'T( iO a5 advertisement 45

b5 company image 4 5 c5 friendsH relatives 4 5 d5 publicity 45

.;

e5 other 1:5

45

!f you had to "now through advertisement please name the

media a5 news paper 4 5 b5 T N 45 45

c5 magazine d5 other 4 5 115 125

Pear of purchase : Q Q Q Q Q Q Q %re you in need of more benefits from this bi"eO b5 No 4 5

a5 Pes 4 5 1&5

!f yes point out from the following mentioned below. 45

a5 mileage

b5 'esign H outloo" 4 5 c5 %fter sales service 4 5 d5 /rice reduction 4 5 e5 =ther 1*5 45

0hich factor influenced you to select this bi"eO 45 45

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a5 /rice b5 +ileage

c5 Technology 4 5 d5 %ppearance 4 5 e5 (afety f5 Muality 45 45

g5 'urability 4 5 1.5 Pour opinion about Bajaj /ulsar 'T( iO 45 45 45

a5 @6cellent b5 ?ood c5 Not bad

d5 !neffective 4 5 115 'o you have any suggestion to offer regarding the

improvement of the bi"e O a5 Pes 125 45 b5 No 4 5

!f yes please specify RRRRRR..

Than"ing you$ 'ate : /lace : +ob :

signature

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/i*lio+rap&y
5e-t /oo?s /hilip <olter >.N.(. /illai and Bagavathi (.%. (herle"ar$ >eddy and %ppanaiah : Eournals and 1a+a4ines %uto !ndia 3ar and bi"e international !ndian @6press =verdrive The Times of !ndia @e*sites2

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