Lathish Final Copy

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CHAPTER 1

INTRODUCTION

1.1 HISTORY OF STUDY

The Britannica Encyclopedia describes a motorcycle as a bicycle or tricycle

propelled by an internal-combustion engine (or, less often, by an electric engine).

The motors on minibikes, scooters, and mopeds, or motorized velocipedes, are

usually air-cooled and range from 25 to 250 cubic cm (1.5 to 15 cubic inches) in

displacement; the multiple-cylinder motorcycles have displacements of more than 1,300

cubic cm.

The automobile was the reply to the 19th-century dream of self-propelling the

horse-drawn carriage. Similarly, the invention of the motorcycle created the self-propelled

bicycle. The first commercial design was a three-wheeler built by Edward Butler in Great

Britain in 1884. This employed a horizontal single-cylinder gasoline engine mounted

between two steer able front wheels and connected by a drive chain to the rear wheel.

The 1900s saw the conversion of many bicycles, or pedal cycles by adding small,

centrally mounted spark ignition engines. There was then felt the need for reliable

constructions. This led to road trial tests and competition between manufacturers. Tourist

Trophy (TT) races were held on the Isle of Man in 1907 as reliability or endurance races.

Such were the proving ground for many new ideas from early two-stroke-cycle designs to

supercharged, multivalve engines mounted on aerodynamics, carbon-fiber reinforced body

work.

ABOUT INDIAN TWO WHEELER INDUSTRY PROFILE

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The Indian two wheeler market with a volume of about 3.7 million is the second

largest manufacturer and producer of two-wheelers in the world. It stands next only to

Japan and china in terms of the number of two-wheelers produced and domestic salesrespectively.

The Indian two-wheelers industry can be classified into three major segments

namely- scooters, motorcycles and mopeds. The key players in the Indian two-wheeler

markets are TVS, TVS AUTO and HERO HONDA . Together they account for more than

75% of the industry. YAMAHA and HONDA the two major players entered the market in

2001, making moves with wholly owned companies.

The Indian motorcycle industry can be broadly categorized into Indian motorcycles

and Indo-Japanese motorcycles. Indo-Japanese motorcycles segment is dominated by Hero

group, TVS and Escorts in collaboration with Japanese manufacturers like Honda,

Kawasaki and Yamaha respectively. The Indian motorcycles is dominated by TVS(m80),

Escorts and Royal Enfield.

Sales of Hero Honda, the countrys largest motorcycle maker, went up by 36% to

5.51 lakh units while the closest rival TVS Auto, surged 41.1% to 2.81 lakh motorcycles.

Sales in Chennai-based TVS motor soared 93% to 2.61 lakh units owing to the success of

its 110CC motorcycle Victor, while the Yamaha showing signs of resurgence with its Crux

motorcycles, registered a 6.13% rise selling one lakh units during the review period

CHAPTER 2

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2.2 INDUSTRY PROFILE

TVS GROUP BACKGROUND

TVS motor company limited, the part of the TVS group, is one of Indias leading

two-wheeler manufactures, with a turnover of 1800 crores. The company manufactures a

wide range of motorcycles, scooterettes, mopeds and scooters. Little wonder, it boasts of

more than 5 million happy customers.

The beginning

The year 1980 was a benchmark for the Indian two-wheeler industry. For it was this

year that saw Indias first two-seater moped, TVS 50,rolling out on the Indian roads.

With a joint venture with a Suzuki motor corporation in 1983, TVS-SUZUKI

became the first Indian company to introduce 100cc indo-Japanese motorcycle in 1984,

through an amicable agreement the two companies parted ways in 2001.

Unmatched performance

Today TVS MOTOR COMPANY has the largest market share in the moped

category with a whopping 65.3% and is the undisputed leader in the scooterette segment

with 34.3% share. It also holds 18.3% market share in motorcycles in India.

TVS MOTOR COMPANY manufactures its motorcycles, scooterettes and mopeds

with WORLD CLASS FACILITIES at its state of the art factories in mysore and hosur

with 15,000 and 75,000 manufacturing capacity respectively.

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It has WIDE NETWORK IN INDIA with 430 authorized dealerships, 1018

authorized service centers and over 864 certified service points.

Late Sri T.V.Sundaram Iyengar established the TVS GROUP in 1911 as a busservice in madhurai.

Largest automobile and automotive components distribution group in India.

Diversified into consumer durables, computer peripherals and two wheelers.

Largest automotive component manufacturing in India.

46000 employees.

Over 90 years in service to nation.

Launched TVS 50, the Indias first 2-seater, 50cc moped in august 1980.

Launched INDIAS first indigenous scooterette, TVS scooty in June 1994.

Introduced INDIAS first catalytic converter enabled motorcycle, the 110cc

SHOGUN in 1996 and 5-speed motorcycle, the SHAOLIN in 1997

Launched INDIAS first high performance moped XL SUPER, WITH 70CC IN

1997. Launched VICTOR in 2001, a world class 4-stroke 110cc motorcycle.

Launched high fuel efficiency TVS CENTRA with VTi engine technology in

January 2004 and launched VICTOR GLX 125cc motorcycle in 2005.

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2.3 COMPANY PROFILE

SJ AGENCIES

The chairman of SJ group is Mr.S.P.Periasamy, he started as a transportation

company in 1990. That was the beginning of the group. In 1992, Mr. Periasamy and

Mr.Chinnasamy entered into civil construction a beginning of our parent company, which

started taking up and executing small construction projects.

SJ group began with a vision to become a leading player in various fields of

engineering. This vision has put it on a consistent growth path. Today our group has

operations in variety of areas.

The very first business of our chairman was in transportation. The involvement of

our group in motor vehicles thus dates back to our formative years. In line with this

strength, our group has taken up the dealership of TVS auto, a well known producer of

two-wheelers for decades, which sells under the TVS brand name.

SHOWROOM & SERVICE

The range of models are displayed in an attractive showroom which is situated in

Coonoor. The showroom is managed by an able team of managers and sales personnel. The

unit has a modern high-technical service station, which meets the standards of TVS auto, to

facilitate after sales service, Maintenance and repairs of all TVS motor vehicles, genuine

spare parts are also available for customers. With the growth in demand for two wheelers

and introduction of advanced models, our dealership foresees a favorable future in years to

come.

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Today our group has interest not only in core construction , but also in poultry feeds,

Automobile dealership, IT etc., Our diversified group has now touched an overall turnover

of Rs.10 crores annually on an average and with the net worth of nearly Rs.12 crores.

With the overall support of other group directors, with ambitious plans of expansion

in hand, the new millennium holds great potential, considering the changes in our economic

scenario and in policies.

EXCHANGE MELA

S.J AGENCIES conduct exchange mela and loan mela for the benefit of the people.

They conduct exchange mela every year in order to promote their new vehicles to the

peoples and also on the road. Another reason is that they wanted peoples to ride new

motorcycles instead of their old mopeds, scooters by exchanging them for fair price. They

conduct this exchange melas with many special offers to their customers. They conduct

exchange mela very successfully and the peoples approach is increasing every time due to

their quality and best approach.

2.4 OBJECTIVES FOR THE STUDY

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PRIMARY OBJECTIVE

The primary objective of the study is to identify the factors given considerationswhile buying a motorbike in an exchange mela and the satisfaction level towards their

expectations and experience.

SECONDARY OBJECTIVE

To identify and rank the factors given importance by the motorbike buyers in an

exchange mela.

To identify the opinion of the motorbike buyer about their experience and service

provided in an exchange mela.

To identify the various sources through which the buyers came to know about the

exchange mela.

2.5 SCOPE OF STUDY

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In this present scenario the usage of vehicles particularly in two-wheeler on roads

by the people is increasing day by day. For the past four years the two-wheeler industry

had seen a tremendous growth in Indian market, this indicates its increasing usage. Due toincrease in usage the companies have to fulfill the needs of their customers, so they

introduce new models in the market.

Due to growth and competition among the two-wheeler companies like TVS,

HEROHONDA, YAMAHA, HONDA, ENFIELD, KINETIC they have to promote their

products to their customers. In order to do that they introduce new vehicles in the market

with new features and pricing.

The customers expectations here should be satisfied by the two-wheeler in order to

win the race. To do so they have to introduce new brand into the market to retain their old

customers and also to attract new customers from the other brand. This is possible only if

the customer expectations are met. For that they have to provide various features like,

pricing, style, mileage, additional features etc to gain the customers.

The competition is not only in the company level, it also prevails among the various

dealers in the particular city to achieve their sales target. For this they adopt various

measures to increase the sales of their vehicles, so they announces various new schemes to

customers like EXCHANGE MELA, LOAN MELA, FESTIVAL OFFER etc.. this will

help them to increase their sales volume and also provide various offers like ROAD TAX

FREE, INSURANCE FREE, FREE PETROL, GOLD COIN OFFER, ZERO PERCENT

OFFER etc.. and DISCOUNTS to customers at the time of purchase. They also conduct

various programs for their customers to motivate them in their growth.

One of the scheme is EXCHANGE MELA. Here the customers old vehicles are

exchanged for new vehicles with special discounts, attractive hire purchase arrangement

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by the dealer, fair price for the old vehicle etc.. are done to attract the peoples by the

dealers.

This study is conducted in the field of EXCHANGE MELA, to identify the variousfactors in mela and the customers expectations, experience and their satisfaction level in

the mela and to provide suggestion to improve their show among the other competitors.

2.6 LIMITATIONS OF THE STUDY

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This study is confined to a particular area. So the strategies formulated or the result

yielded from this study is subjected to the variations in the geographical preferences.

Since the customer survey is only a sort of feedback, the sample size is confined to

200 only. This small drop is taken as the representative of the ocean.

The suggestions formulated were on the basis of the segment who has purchased

TVS vehicles only. So this may vary or overlap with other vehicles segment.

Only the important questions are dealt with the respondents, due to shortage of time.

Respondents Bias

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CHAPTER 3

RESEARCH METHODOLOGY

3.1 RESEARCH DESIGN

Descriptive Research Design

The research design adopted for this study is exploratory descriptive design. This

project is designed to identify the factors which influence the customers and the ways

through which they choose to buy their vehicle and about the exchanged vehicle in

exchange mela organized by the TVS dealer S.J AGENCIES, coonoor.

DESCRIPTIVE STUDY

The objective of a descriptive study is to learn the who, what, when, where and how

of the topic. The study may be simple or complex ; it may be done in many settings. The

simplest descriptive study concerns a univariate question or hypothesis in which we ask

about, or state something about , the size, form, distribution, or existence of variable.

Descriptive studies may involve the collection of data and the creation of a

distribution of the number of times the researcher observes a single event or characteristics

or they may involve relating the interaction of two or more variables. Descriptive studies

may or may not have the potential for drawing powerful inferences. The descriptive study

is popular in business research because of its versatility across disciplines.

3.2 SAMPLING DESIGN

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SAMPLING UNIT

It deals with the peoples to be surveyed. The researcher must define the target

population for their survey among the customers of S.J AGENCIES who exchanged theirvehicle in exchange mela are considered for this study.

SAMPLE SIZE

200 respondents were selected from the population who exchanged their vehicle in

exchange mela conducted by S.J AGENCIES from the past three years.

SAMPLING PROCEDURE

Simple random sampling technique is employed for selection of 200 respondents

from the total population pool.

SIMPLE RANDOM SAMPLING

The unrestricted, simple random sampling is the simplest form of probability

sampling. Since all the probability samples must provide a known nonzero chance of

selection for each population element, the simple random sampling is considered a special

case in which each population element has a known and equal chance of selection. In this

section, we use the simple random sample to build a foundation for understanding sampling

procedures and choosing probability samples.

Simple random sampling is often impractical. It requires a population list that is

often not available. The design may also be wasteful because it fails to use all the

information about a population. In addition, simple random design may be expensive in

time and money.

Selecting a random sample is accomplished with the aid of computer software, the

table of random numbers, or a calculator with a random number generator. Drawing slips

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out of a hat or ping-pong balls from a drum serves as alternative if every element in the

sampling frame has an equal chance of selection.

3.3 DATA COLLECTION METHOD

The data collected in two ways :

Primary data

Secondary data

DATA COLLECTION METHOD

The datas for the primary data is collected through questionnaire and from the

workplace and internet for the secondary data.

The questionnaire is a structured questionnaire. The question is designed using 5

point likert scale and the ranking sale were used to rank the factors.

The following are the ratings for 5 - points scale

Excellent = 5

Verygood = 4

Good = 3

Average = 2

Poor = 1

CHAPTER 4

ANALYSIS AND INTERPRETATION

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4.1 SIMPLE PERCENTAGE METHOD

TABLE 4.1.1 GENDER OF THE RESPONDENTS

Sl. No Sex No. of Respondents Percentage

1 Male 192 96.00

2 Female 8 4.00

Total 200 100

From the above table it is inferred that the 96.0% of the respondents are male and

4% of the respondents are female.

Chart 4.1.1

TABLE 4.1.2 AGE GROUP OF THE RESPONDENTS

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Sl. No Age No. of Respondents Percentage

1 18 25 49 24.5

2 26 35 48 24

3 36 45 63 31.5

4 above 45 40 20

Total 200 100

From the above table it is inferred that the 32% of the respondents are aged between

36-45 years, 25% of the respondents are aged between 18-25 years, 24% of the respondents

are aged between 26-35 years and 20% of the respondents are above 45.

CHART 4.1.2

TABLE 4.1.3 MARITAL STATUS OF THE RESPONDENTS

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Sl. No Marital Status No. of Respondents Percentage

1 Married 121 60.5

2 Single 79 39.5

Total 200 100

From the above table it is inferred that the 61% of the respondents are Married and

39% of the respondents are unmarried.

CHART 4.1.3

TABLE 4.1.4 OCCUPATION OF THE RESPONDENTS

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Sl. No Occupation No. of Respondents Percentage

1 Government 24 12

2 Business man 71 35.5

3 Student 36 18

4 Private 62 31

5 Others 7 3.5

Total 200 100

From the above table it is inferred that the 36% of the respondents are business men,

31% of the respondents are private employee and 18% of the respondents are students.CHART 4.1.4

TABLE 4.1.5 EDUCATIONAL QUALIFICATION OF THE RESPONDENTS

Sl. No Education No. of Respondents Percentage

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1 Tenth 12 6

2 Twelfth 24 12

3 UG 73 36.5

4 PG 67 33.5

5 Others 24 12

Total 200 100

From the above table it is inferred that 37% of the respondents are Under graduates,

34% of the respondents are qualified post graduates and 12% of the respondents are

qualified upto 12th standard.

CHART 4.1.5

TABLE 4.1.6 INCOME LEVEL OF THE RESPONDENTS

Sl. No Income Level No. of Respondents Percentage

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1 Below Rs.5000 31 15.50

2 Rs.5001-10000 91 45.50

3 Rs.10001-15000 50 25.00

4 Rs15001-20000 19 9.50

5 Above 20000 9 4.50

Total 200 100.00

From the above table it is inferred that the 46% of the respondents are having an

income of Rs.5001-10000 per month, 25.0% of the respondents are having an income of

Rs.10001-15000 per month and 16% of the respondents are having an income of below

Rs.5000 per month.

CHART 4.1.6

TABLE 4.1.7 EARNING MEMBERS IN THE FAMILY

Sl. No Earnings Members No. of Respondents Percentage

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1 One 61 30.50

2 Two 75 37.50

3 Three 61 30.50

4 Four 3 1.50

Total 200 100.00

From the above table it is inferred that the 38% of the respondents family having

Two members earning for their family, 30.50% of the respondents family having one and

Three members earning for their family.

CHART 4.1.7

TABLE 4.1.8 FAMILY SIZE OF THE RESPONDENTS

Sl. No Family Size No. of Respondents Percentage

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1 Two 10 5.00

2 Three 46 23.00

3 Four 75 37.50

4 Five 29 14.50

5 More than Five 40 20.00

Total 200 100.00

From the above table it is inferred that the 38% of the respondents are having a

family size of four members, 23% of the respondents are having a family size of three

members and 20% of the respondents are having a family size of More than Five members.

CHART 4.1.8

TABLE 4.1.9 BRAND PURCHASE BY THE RESPONDENTS IN EXCHANGE

MELA

Sl. No Brand No. of Respondents Percentage

1 Apache RTR 160 48 24.00

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2 Victor Edge 6 3.00

3 Star sport 2 1.00

4 TVS Jive 12 6.00

5 Victor GLX 30 15.00

6 Apache 35 17.507 Flame 19 9.50

8 Apache RTR 180 45 22.50

9 TVS XL 3 1.50

Total 200 100.00

From the above table it is inferred that 24% of the respondents purchased Apache

RTR 160 in Exchange Mela, 23% of the respondents purchased Apache RTR 180 in

Exchange Mela and 18% of the respondents purchased Apache in Exchange Mela.

CHART 4.1.9

TABLE 4.1.10 USAGE OF VEHICLE

Sl. No Using of Vehicle No. of Respondents Percentage

1 1 - 3 Months 8 4.00

2 4-6 Months 19 9.50

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3 7Months - 1 Yrs 42 21.00

4 1 - 2 Yrs 38 19.00

5 > 2 Yrs 59 29.50

6 > 3 Yrs 34 17.00

Total 200 100.00

From the above table it is inferred that the 30% of the respondents are using the

vehicle for the past 2 years, 21% of the respondents are using the vehicle less than 1 year

and 19% of the respondents are using the vehicle below 2 years.

CHART 4.1.10

TABLE 4.1.11 NO. OF VEHICLE OWNED BY THE RESPONDENTS

Sl.

NoNo. of Vehicles No. of Respondents Percentage

1 Only 1 Two-Wheeler 80 40.00

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2 2 Two-Wheeler 50 25.00

3 1 Two-wheeler & 1 Four-Wheeler 59 29.50

4More than 2 Two-wheeler & More

than 1 Four-Wheeler

11 5.50

Total 200 100.00

From the above table it is inferred that 40% of the respondents are having only 1

two-wheeler, 30% of the respondents are having 1Two-wheeler and 1 Four-Wheeler and

25% of the respondents are having 2 Two-Wheeler.

CHART 4.1.11

TABLE 4.1.12 VEHICLE CONSIDERED BEFORE BUYING

Sl. No Company Name No. of Respondents Percentage

1 TVS 44 41.90

2 Hero Honda 2 1.90

3 Yamaha 28 26.67

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4 Bajaj 29 27.62

5 Honda 1 0.95

6 Enfield 1 0.95

Total 105 100

From the above table it is inferred that the 42% of the respondents have considered

TVS Company before buying, 28% of the respondents have considered Bajaj Company

before buying and 27% of the respondents have considered Yamaha Company before

buying.

CHART 4.1.12

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TABLE 4.1.13 VISITED ANY DEALERS BEFORE BUYING

Sl. No Visit Any Dealers No. of Respondents Percentage

1 Senthil Autos 9 5

2 Supreme 2 1

3 Sundram 4 2

4 G M Motors 3 2

5 M.G 3 2

6 Bright motors 5 3

7 Not Visited Dealers 154 86

Total 180 100

From the above table it is inferred that the 86% of the respondents did not visit any

other dealers before buying the vehicle, 5% of the respondents have visit Hero Honda

(Senthil Autos) dealers before buying the vehicle, 3% of the respondents have visit

Standard TVS(Bright motors) dealers before buying the vehicle.

CHART 4.1.13

TABLE 4.1.14 MODE OF PURCHASE

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Sl. No Mode of Purchase No. of Respondents Percentage

1 Ready Cash 38 19.00

2 Hire Purchase 162 81.00

3 Others 0 0.00

Total 200 100.00

From the above table it is inferred that the 81% of the respondents have availed hire

purchase facility for his vehicle, and 19% of the respondents purchased for cash.

CHART 4.1.14

TABLE 4.1.15 ARRANGEMENTS OF FINANCE

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Sl.

No

Arrangement of

FinanceNo. of Respondents Percentage

1 Myself 35 21.60

2 Dealers 127 78.40

Total 162 100.00

From the above table it is inferred that the 78% of the respondents have arranged

their finance by Dealers and 22% of the respondents have arranged finance facility by

themselves.

CHART 4.1.15

TABLE 4.1.16 SPECIAL OFFER BY THE DEALERS IN EXCHANGE MELA

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Sl. No Special Offer No. of Respondents Percentage

1 Yes 35 17.50

2 No 165 82.50

Total 200 100.00

From the above table it is inferred that the 83% of the respondents are not having

any special offer by the dealers.

CHART 4.1.16

TABLE 4.1.17 INFLUENCERS INFLUENCE THE VEHICLE PURCHASE

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Sl. NoChoosing the mode of

purchaseNo. of Respondents Percentage

1 Self mode 22 11.00

2 Friends 30 15.00

3 Dealers Approach 8 4.00

4 Family Members 24 12.00

5 Advertisements 104 52.00

6 Mechanics 12 6.00

7 Others 0 0.00

Total 200 100.00

From the above table it is inferred that 52% of the respondents decision is through

advertisement 15% of the respondents choose purchasing the vehicle on the friends wish

and 12% of the respondents choose purchasing the vehicle on the family members wish.

CHART 4.1.17

TABLE 4.1.18 ADVERTISEMENT OF THE VEHICLE

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Sl. NoAdvertisement of

VehicleNo. of Respondents Percentage

1 Yes 133 66.50

2 No 67 33.50

Total 200 100.00

From the above table it is inferred that the 67% of the respondents have seen the

advertisement of their vehicle.

CHART 4.1.18

TABLE 4.1.19 ADVERTISEMENT ABOUT THE EXCHANGE MELA

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Sl.

No

Advertisement about

Exchange Mela

No. of

RespondentsPercentage

1 Yes 104 52.00

2 No 96 48.00

Total 200 100.00

From the above table it is inferred that the 52% of the respondents have known the

advertisement about the exchange mela conducted by Lotus TVS.

CHART 4.1.19

TABLE 4.1.20 ADVERTISEMENT OF THE OTHER DEALERS

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Sl. NoAdvertisement of

Other DealersNo. of Respondents Percentage

1 Yes 109 54.50

2 No 91 45.50

Total 200 100.00

From the above table it is inferred that the 55% of the respondents have known other

dealers advertisement.

CHART 4.1.20

TABLE 4.1.21 OPINION ABOUT THE ADVERTISEMENT OF OTHER

DEALERS

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Sl. NoOpinion about the

advertisementNo. of Respondents Percentage

1 Excellent 4 3.67

2 Very Good 37 33.94

3 Good 48 44.04

4 Average 15 13.76

5 Poor 5 4.59

TOTAL 109 100.00

From the above table it is inferred that the 44% of the respondents are feel Good

about the dealers advertisement, 34% of the respondents are feel Very Good about the

dealers advertisement.

CHART 4.1.21

TABLE 4.1.22 CHANGING IDEA OF VEHICLE

Sl. No Changing Idea of No. of Respondents Percentage

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Vehicle

1 Yes 78 39.00

2 No 122 61.00

200 100.00

From the above table it is inferred that the 61% of the respondents are having no

idea of changing their vehicle in near future.

CHART 4.1.22

TABLE 4.1.23 REASONS FOR CHANGING VEHICLE

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Sl. No

Reason for Changing

Vehicle No. of Respondents Percentage

1 Mileage 45 22.5

2 Old Model 80 403 Poor Performance 40 20

4 New Model 35 17.5

TOTAL 200 100

From the above table it is inferred that the 40% of the respondents have said that

their vehicle changed because of Old Model, 23% of the respondents have said that their

vehicle changed because of Mileage and 20% of the respondents have said that their

vehicle changed because of Poor Performance.

CHART 4.1.23

TABLE: 4.1.24 SATISFACTION LEVEL OF OF CUSTOMERS TOWARDS

OVER ALL SERVICE PROVIDED DURING EXCHANGE MELA

Sl. No CATEGORY NO OF RESPONDENTS PERCENTAGE

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1 Highly satisfied 104 52

2 Satisfied 73 36.5

3

Neither satisfied nor

Dissatisfied 22 11

4 Dissatisfied 1 0.55 Highly dissatisfied 0 0

Total 200 100

From the above table it is inferred that 52% of the respondents are Highly satisfied, 36.5%

of the respondents are Satisfied and 11% of the respondents are Neither satisfied nor

Dissatisfied.

CHART 4.1.24

4.2 WEIGHTED AVERAGE CALCULATION

TABLE 4.2.1 WEIGHTED AVERAGE FOR FACTORS MOTIVATED TO BUY

TWO WHEELER IN EXCHANGE MELA

Factors 1 2 3 4 5 TOTAL WAVG RANK

1.Fair price of 67 36 35 36 26 200 34.5 1

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the earlier

vehicle

2.Instant

finance

50 40 45 36 29

200 36.9 2

3.Display of

models

33 34 45 32 56

200 42.9 3

4. Availability

of colors and

new models

18 26 65 43 48

200 45.1 4

5.Sales people

approach

20 28 56 38 58

200 45.7 5

CALCULATION:

X =

Xi = factor

Wi = weight (Rank)

67*1+36*2+35*3+36*4+26*5

= -------------------------------------

15

= 34.5 (Least Value) Rank 1

From the above table it is inferred that the respondents ranked 1 for the fair price of

their early vehicle and rank 2 for the instant finance and 3rd rank for display of models

TABLE 4.2.2 WEIGHTED AVERAGE FOR GENERAL ADVERTISEMENT

Type of

ad/ your

rating

Excellent Very

Good

Good Average Poor

TOTAL WAVG RANK

TV

commercial

109 50 40 1 0

200 22.2 1

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News paper 40 35 60 40 25200 38.3 5

Magazines 63 28 45 22 42200 36.8 4

Posters &

Banners

44 48 63 24 21

200 35.3 3

FM 12 46 65 43 34200 42.7 6

Internet 83 68 42 4 3200 25.1 2

CALCULATION:

X =

Xi = factor

Wi = weight (Rank)

109*1+50*2+40*3+1*4+0*5

= -------------------------------------

15


From the above table it is inferred that the respondents ranked 1 for Tv

commercials, rank 2 for internet and 3rd rank for posters & Banners.

TABLE 4.2.3 WEIGHTED AVERAGE FOR TYPE OF ADVERTISEMENT BY

DEALERS

Type of ad/your rating

Excellent VeryGood

Good Average Poor TOTAL WAVG RANK

Local TV

channel

50 44 32 36 38

200 37.9 4

Local news

paper

42 34 56 42 26

200 38.4 5

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News Paper

inserts like

leaflets

83 32 46 23 16

200 30.5 2

Wall posters

& paintings

34 46 65 32 23

200 37.6 3

Banners &

Hoardings

14 48 67 46 25

200 41.3 6

Trade show

& Exhibition

98 46 34 16 6

200 25.7 1

CALCULATION:

X =

Xi = factor

Wi = weight (Rank)

98*1+46*2+34*3+16*4+6*5

= -------------------------------------

15


From the above table it is inferred that the respondents ranked 1 for Trade show and

exhibition and rank 2 for newspaper inserts like leaflets and 3 rd rank for wall posters &

paintings.

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Wi


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4.3 CHI SQUARE TEST

TABLE 4.3.1 SATISFACTION LEVEL OF INCOME AND MODE OF

PURCHASE

Hire

Purchase Ready Cash

Grand

Total

Above Rs.20000 5 4 9

Below Rs.5000 24 7 31

Rs.10001-15000 42 8 50

Rs.15001-20000 18 1 19

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Mode of purchase

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Rs.5001-10000 73 18 91

TOTAL 162 38 200

Null Hypothesis (H0) : There is no significant differencebetween Income and mode of purchase.

Alternate Hypothesis (H1) : There is significant difference

between Income and mode of purchase.

Level of Significance : 5%

Degrees of Freedom : (r-1) (c-1)

= (5-1) (2-1)

= 4

2 =

( )

E

EO2

Calculated value 2 = 6.70

Table value = 9.488

CONCLUSION

Since the calculated value is less than Table Value, we accept Null Hypothesis and there is

no significant difference between income and mode of purchase.

TABLE 4.3.2

SATISFACTION LEVEL OF OCCUPATION AND MODE OF PURCHASE

Hire

PurchaseReady Cash

Grand

Total

Agri 20 4 24

Business Men 60 11 71

Govt. Emp 6 1 7

Private Emp. 46 16 62

Students 30 6 36

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Occupation


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TOTAL 162 38 200

Null Hypothesis (H0) : There is no significant difference

between occupation and mode of purchase.Alternate Hypothesis (H1) : There is significant difference

between occupation and mode of purchase.

Level of Significance : 5%

Degrees of Freedom : (r-1) (c-1)

= (5-1) (2-1)

= 4

2 = ( )

E

EO 2

Calculated value 2 = 2.75

Table value = 9.488

CONCLUSION

Since the calculated value is less than Table Value, we accept Null Hypothesis and

there is no significant difference between Occupation and mode of purchase.

CHAPTER 5

5.1 FINDINGS

32% of the respondents have purchased their vehicle in exchange

mela are aged between 36-45 years.

Nearly 36% of the respondents who owned TVS vehicle are

Businessmen.

37% of the respondents under the sample population who purchased

TVS brand in exchange mela are Under graduates.

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46% of the contribution to the sample size comes from the category

who earns 5001 10000 per month.

24% of the respondents have purchased Apache RTR 160 in exchange

mela.23% of the respondents have purchased . Apache RTR 180

Nearly 30% of the respondents were using a two-wheeler for more

than 2-years.17% of the respondents were using a two-wheeler for more than

3-years.

40% of the respondents owns only one two-wheeler.6% of them

posses more than 2 two-wheeler & more than 1 four-wheeler.

42% of the respondents from the sample size considered HERO

HONDA before buying TVS in exchange mela. One respondent have

considered Honda and Enfield before buying, this shows they are not having

reputed brand and new model respectively.

86% of the customers did not visited any dealer before buying.

81% of the respondents purchased their vehicle by availing HIRE

PURCHASE facility in exchange mela.

Among the hire purchased respondents for 78% of them the hire

purchase was arranged by the dealer.

83% of the respondents did not received any special offer from the

dealer.

Advertisements has played a significant role in the reach of the mela

since 52% of the respondents came to know about the mela and chooses to

buy through that media.

67% of the respondents have watched the advertisements of their

vehicle, among them 44% of them feel good about advertisement and 34% of

them feel very good about it.

61% of the respondents have no idea of changing their vehicle in near

future.

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Nearly 40% of the respondents reported Old Model as their problem

for changing their vehicle. 23% of them changed their vehicle because of

Mileage problem.

Mostly of the 5-point scale for the facilities provided in exchangemela have got more than average.

Most of the respondents ranked 1 for the fair price of their old vehicle.

52% of the respondents are Highly satisfied, 36.5% of the respondents are

Satisfied and 11% of the respondents are Neither satisfied nor Dissatisfied.

5.2 SUGGESTIONS

Advertisements and word of mouth publish has played a major role in

exchange mela, so the dealer can concentrate more on attractive

advertisements to gain more customers. Since 48% of the respondents

havent seen the advertisement.

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102 respondents belong to other brand exchanged their vehicle in the mela

rest of them are already customers of TVS owing tvs XL have upgraded their

vehicle from TVS XL to gear vehicle, so dealer can focus on other brand

owners to make them to come to mela. No special offer was provided along with purchase of vehicle, so dealer

should plan for providing attractive special offer.

The dealer should concentrate on all group of peoples to purchase their

vehicle .

The company should introduce vehicle with high mileage and with good

performance to avoid customers shifting to other brands.

Advertisement should be through all medias to reach all people.

General Suggestions to make a good customer

Greet the customer warmly

Diagnose the customer

Become customer minded

Motivate your customer by appropriate use of buying motive technique

Establish value for money

Serve the customer to make him delighted

The satisfied customerYour Best advertisement medium

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5.3 CONCLUSION

The study revealed various factors, which influenced the purchasing behavior of the

customer towards exchange mela. From the findings and suggestions the followingconclusion are made.

Form the analysis revealed that, majority of the respondents are satisfied with the

fair price of their old vehicle, and the mileage problem in their old vehicle has made them

to go for change. The study could be more effective if the geographical area and sampling

size is increased. Anyhow possible amount of clear picture is formatted from the report.

The study is further suggested for improvements and to identify the various factors to

improve their proceedings in exchange melas. This study will support the future action plan

of the organization.

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APPENDIX

General Information:

1.Name of the Respondent : _________________________

2.Place: _______________________

3.Sex:

Male Female

4.Age:

18-25 26-35 36-45 45 and above

5.Marital Status: Married Single

6.Occupation: Government Student Businessman Private

others please specify___________________

7.Education:

Tenth U.G Twelfth P.G

Others _______________________________

8.Income level of the family: (per month)

Below Rs. 5,000 Rs. 15,001-20,000

Rs. 5,001-10,000 Above Rs. 20,000

Rs.10, 001-15,000

9.Earning members of the family:

One Two Three Four

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10.Family Size:

Two Three Four

Five More than Five

11.Which brand of vehicle you own please mention :_________________________

Model___________________

12.How long have you been using this vehicle :

1-3 months 4-6 months 7 months 1 year 1 year 2 years more than 2 years More than 3 Years

13.How many vehicles do you own:

Only one 2 wheeler Two 2 wheelers

One 2 wheeler& one 4 wheeler More than one 2 wheeler and

More than one 4 wheeler

14.What are the brands and capacity of engine you considered before buying this vehicle

Bajaj Enfield Hero Hondo Honda TVS Yamaha

15.Did you visit any other dealers before buying this vehicle

Yes No

If yes, please mention ______________________________

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16. What is the mode of purchase?

Ready cash hire purchase others

17. If hire purchase from which finance company you availed this facility

____________________

The hire purchase was arranged by myself the dealer

18. Was there any special offer provided by the dealer along with the vehicle?

yes No

19. How did you choose this brand?

Self made Family Members

Friends recommendation Mechanics recommendation

Dealers approach Advertisements

others, please Specify__________________

20. Please rank the factors which motivated you to buy the two wheeler in the exchange

mela.

Factors 1 2 3 4 5

1.Fair price of the earlier vehicle

2.Instant finance

3.Display of models4. Availability of colors and new

models

5.Sales people approach

21. Have you come across any advertisement about your bike?

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Yes No

22. If yes, where have you seen it?

Please be more specific about the advertisement and how would you rate the ad

Type of ad/ your rating Excellent Very Good Good Average Poor

TV commercial

News paper

Magazines

Posters & Banners

FM

Internet

23. Have you seen any advertisement about the dealers exchange mela?

Yes No

24. Where have you seen the advertisement and how would you rate the ad

Type of ad / your rating Excellent Very Good Good Average Poor

Local TV channel

Local news paper

News Paper inserts like

leaflets

Wall posters & paintings

Banners & Hoardings

Trade show & Exhibition

25. Have you seen the advertisements of any other dealer?

Yes No

26. How would you rate advertisement?

Excellent Very good Good

Average Poor

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REFERENCE

1. Philip Kotler, Marketing Management The millennium Edition, Prentice Hall Of

India, New Delhi

2. Leon G.Schiffman and Lesilie Lazar Kanuk Consumer Behaviour Seventh

Edition, Prentice Hall of India, New Delhi.

3. C.r.Kothari Research Methodology Second Edition, Wishwa Prakashan, New

Delhi.

4. S.P.Gupta Statistical Method Twenty Ninth Edition, Sulthan Chand & Sons, New

Delhi.

5. Donald R.Copper and Pamela S.Schindler Business Research Methods Sixth

Edition, Tata McGraw-Hill Edition.

WEBSITES:

www.tvsmotor.co.in

www.automart.com

www.what customer swant.org
http://www.tvsmotor.co.in/http://www.automart.com/http://www.whatcustomerswant.org/http://www.tvsmotor.co.in/http://www.automart.com/http://www.whatcustomerswant.org/

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Lathish Final Copy